17.06.2016 NEW E-CIGS ERA The trends driving sales in the post- EUTPD II market BEST PRACTICE Page 28 »

Booze at a bargain ‘Premium Bong Vodka is £70 online, my shoppers pay half that amount’ Page 20 »

NEWS l CONVENIENCE l PROFIT www.betterretailing.com l £2.30 We need to profit too, Camelot told ANNUAL CONFERENCE l Angry retailers tell Lottery boss James Pearson to ‘fix NFRN image problem and processes’ at NFRN annual conference. l Firm admits it won’t cut £50 charge or increase president: commission despite retailers’ £1bn ticket sales. Page 5 » lobbying paid off ILLICIT TRADE Ralph Patel hails campaigning 300% rise success as new in illegal president Ray tobacco Monelle takes the reins. Page 11 & 24 Cig sales down »

1.7bn as dark FRANCHISE market booms, KPMG report Bargain reveals. Page 12 » Booze eyes INDUSTRY ALLIANCE fresh sales Newstrade growth joins forces Shift to Select NFRN and multiples fascia predicted launch supply chain by director Paul lobby group. Courtney. Page 6 » Page 5 » Two polls show EU Vol 127 No 24 exit support as RBS FOR TRADE USE ONLY economist warns 24 Securing tobacco’s future The UK’s four biggest tobacco manufacturers took Brexit could lead to centre stage at the NFRN’s annual conference to answer retailers’ questions on higher costs for indies. best practice and the future of the category. JTI’s Jeremy Blackburn told retailers Page 4 » to “invest for success and be proactive”. Page 4 » RN page ad.indd 1 08/06/2016 10:13 Retail Newsagent 17 June 2016 3

A brilliant way to find out about the issues most important to independ- ent retailers is to ask them what’s on their mind. I spent Sunday evening doing this with 300 retailers at an RN recep- tion before the NFRN annual conference. I asked them about the biggest challenges facing their businesses and the topics they wanted to tackle over the next two days. RETAIL NEWSAGENT NEWS ● CONVENIENCE ● PROFIT Nisa retailers Parfull Kumar and Harry Goraya said it was Camelot chiselling away at retailers’ lottery profits. Gwen Patterson told me it The theme of was understanding the future role of the tobacco category in her store and how to best prepare for it. this year’s Kishore Chandarana’s big issue was retail crime after recently being conference robbed by a customer. Graeme Pentland said it was competing parcel was ‘adapt, companies pulling vital services from his customers. change, We’ve used this insight to shape our conference coverage – the stories filed live from Torquay in this issue and our full report next week. transform’ This includes the four leading tobacco manufacturers telling retailers why they must be positive about the future of the tobacco category and how to ensure it has a long future in their stores. The theme of this year’s conference was ‘adapt, change, transform’. In his opening address, national president Ralph Patel spoke of the impor- tance of retailers evolving their offer and adapting to meet changing shopper needs. CHRIS GAMM I was very pleased to give a presentation on some practical ideas mem- Editor bers can use to add exciting and profitable new additions to their business. @ChrisGammRN The theme ran through conference and was closely aligned to RN’s strategy for helping readers prepare for the future. I hope you enjoy some of the best ideas from conference and beyond in this week’s issue.

CONTENTS 20 38 NEXT WEEK 17 COLUMNIST NEWS lead to loss of How FEATURES 4 INDUSTRY NEWS Invest in customer of 11 much does the weather 26 THE RN INTERVIEW tobacco and reap rewards, years; Mondelez affect sales of ice Ray Monelle, left, the sales reps conspicuous retailers are told cream? John Eastwood NFRN’s new national 6 BUSINESS NEWS by their absence looks at the facts Select aims 14 YOUR STOCK, YOUR SAY president, talks to Are and figures in Chris Rolfe about the to give one stop shop fascia low margin pricemarked the sector challenges ahead focus over Bargain Booze packs having an impact 7 NEWSTRADE Puzzle 18 PRICEWATCH UK 28 E-CIGARETTES How TOBACCO on your business? And spirits prices magazines bring £2.6m are you planning any to ensure EUTPD II Managing your range summer sales bonanza 19 THE doesn’t affect sales for plain packaging promotions or displays to ENTREPRENEURS 34 PRE-MIX DRINKS 8 PRODUCT NEWS Monster tie in with Euro 2016 26 Munch and Walkers 15 YOUR ISSUE What you Make the most can learn from exclusives for indies Leave or 16 of summer sales 11 REGIONAL NEWS Outgoing Remain? Who’s the world’s best opportunities NFRN president Patel in or out in RN’s business brains. 38 PREVIEW This week Carphone looks back at the high EU referendum THIS WEEK points of year in office debate Warehouse co- 16 INDUSTRY PROFILE founder David Ross IN MAGAZINES COMMENT & 20 RETAILER 41 ROUND-UP Jo Dell, right, Puzzle mags PUZZLE MAGAZINES ANALYSIS PROFILE offer sales solutions Mondelez Get the lowdown on this 13 LETTERS Latest Smiths category Putting the focus 42 FOR YOUR SHELVES News problems take development on alcohol pays off Free gift for Making newstrade top performer the biscuit; problems controller for Mital Patel Jewellery readers “THE NEWSTRADE NEEDS ATTENTION AT A HIGH LEVEL TO MAKE SURE IT’S TREATED WITH THE DEGREE OF URGENCY IT NEEDS ” – INCOMING NFRN NATIONAL PRESIDENT RAY MONELLE IS COMMITTED TO PUTTING RETAILER ISSUES TO TOP POLITICAL FIGURES Page 26 » 4 17 June 2016 Retail Newsagent Follow RN f on Facebook facebook.com/retailnewsagent to have your say on the latest news

‘Stick to Post Office marks ‘local’ milestone tobacco The Post Office’s community branch fund marked a new RRPs’ milestone as the ribbon was cut Retailers need to stick to on the 500th store to benefit manufacturer RRPs on from the scheme. Binfield Heath tobacco or risk losing sales Post Office in Henley was re- and footfall on the back of launched with a new layout and EUTPD II and plain pack leg- other improvements, with local islation, Bestway Wholesale dignitaries Lord Francis Philli- has warned. more and MP John Howell OBE Tony Holmes, sales direc- on hand to mark the occasion. tor at the company, said re- Postmistress Sharon Caple, search from Australia found said: “We’re happy to be able to retailers who stuck to recom- give our branch a new fresh look mended tobacco prices after here at Binfield Heath.” plain pack legislation came into force saw ‘no discernible impact’ on their sales. Bestway is encouraging NFRN annual conference Manufacturers urge retailers to work with reps and listen to their customers its members to do the same in a new tobacco legislation guide it is issuing to stores. Mr Holmes said: “If retail- ers choose to inflate prices Invest in tobacco and reap to earn additional margin, they will see a decline not only in their tobacco business, but also across the rewards, retailers told other grocery and impulse categories.” by Nadia Alexandrou the dexterity to face this tobacco sales following the Tobacco, highlighted the change, but you need to introduction of plain pack- benefit of retailers taking a Be positive about the future invest for success and be aging in 2012, he said, with proactive approach to fight- Coffee boon of tobacco, invest in the proactive.” He encouraged sales up 5.6%. Sales were ing illicit trade, which has category and you will be retailers to collaborate down in c-stores, supermar- been forecast to grow with for c-stores rewarded, representatives with suppliers and keep kets and hypermarkets, by the arrival of plain packag- Less than half of all cofee from the UK’s four biggest a constant dialogue with 0.1%, 2.5% and 3% respec- ing. “There have been cases and hot beverage sales manufacturers told inde- customers and reps. “The tively, broadly in line with where retailers’ trade has come from cofee shops pendent retailers this week. best source of insight comes current global tobacco sales. been boosted by £1,000 a with convenience stores Senior figures from JTI, from your most unhappy “You can be the UK’s to- week post-raids,” he said. now boasting 13% of sales, Imperial Tobacco, Philip customers,” he said. bacconists,” he said. “Train Rory Cotter, BAT head of according to research from Morris and British Ameri- Jerry Margolis, UK sales your staf to talk to custom- trade, said retailers should Kantar Worldpanel. can Tobacco (BAT) presented director at Philip Mor- ers about the products you focus on their customers. Experts at the company and answered retailers’ ris, said retailers should carry, pricing, and when “With the display ban, we said with food to go becom- questions on best practice embrace changes from 10s and pricemarks start just focused on doors and ing increasingly promi- and the future of the cat- plain packaging and EUTPD disappearing. The service not what customers were nent at numerous outlets, egory at the NFRN’s annual II legislation and “play to you ofer gives you a big ad- seeing. Look at e-cigarettes customers are looking for a conference in Torquay. win”. vantage over the multiples. though a customer lens,” one-stop shop. Jeremy Blackburn, head Tobacconists in Australia Take advantage of it.” he said. “It’s a dynamic cat- It states convenience of communications at were the only retail seg- Peter Nelson, anti-illicit egory that’s growing from stores now boast 13% of JTI, said: “Retailers have ment to see growth in trade manager at Imperial consumer demand.” “out-of-home eating and drinking occasions”, more than supermarkets and less than 1% away from sandwich shops or cafes and On paper, EU exit could prove costly cofee shops. A combination of increased we import from Europe,” He added a further con- have much less bargaining Retailer Manny Patel, of publishing costs and higher Mr Parker told a briefing on cern is a possible increase in power than someone who Manny’s in Long Ditton, food prices following a vote the EU referendum for the the price of food imported runs 150 or 200 stores.” Surrey, said his Tchibo to leave the EU could create Professional Publishers’ As- from the EU. The warning comes as an machine has proved popular difculties for independent sociation (PPA) on Tuesday. “It would be harder for NFRN poll revealed 61% of with customers. retailers, according to RBS “A move in the value of a small business to absorb its members will be voting Tchibo added its cofee to economist Neil Parker. sterling could increase the such cost increases than a to leave, while RN’s poll also go sales revenue has more Brexit would increase cost of paper by between 3% larger retailer,” he said. “This came out in favour of the than doubled in the last costs for the publishing and 5% as a bare minimum, is especially true in the case move. two years, largely driven by industry because paper is and as much as 10% maxi- of rising food prices, over l More on the EU referendum, convenience stores. “predominantly a product mum,” he said. which independent retailers page 15 Retail Newsagent 17 June 2016 » 5 NEW STOCK FOR YOUR SHELVES Follow RN Pages on twitter 38-39 @RetailNewsagent for expert advice to help you grow your sales NFRN annual conference Lottery ‘has image problem and system doesn’t work’ Menzies’ ‘sorry’ Menzies has apologised to Fix issues and pay us what retailers after an “adminis- trative error” resulted in its direct debit payments being taken a day early. we deserve, Camelot told The distributor took payments from retailers on by Nadia Alexandrou Camelot supports also miss onto a £50-a-month charge She said she needs to sell Tuesday rather than the al- out. when their contracts came 4,800 lottery tickets to earn lotted Wednesday date. Camelot has an image prob- Mr Pearson said Camelot up for renewal. 40,000 enough commission to But, after spotting the lem and its systems are not had no plans to cut the £50 retailers contributing £600 cover this cost. mistake, it immediately working, NFRN members charge or increase retailers’ a year would generate £24m Mr Pearson said: “We transferred the monies who sold more than £1bn commission. “We need a year for Camelot, while want to build better rela- taken back into retailers’ of lottery tickets last year to be a profitable busi- damaging retailers’ profit- tionships with retailers. accounts on Tuesday, before told head of retail James ness to do what we do,” he ability, they said. The way we work with the taking it again on Wednes- Pearson. said. “So do we,” delegates National vice president NFRN is changing and will day. At the NFRN’s annual responded. Linda Sood was recently continue to change.” In a letter, Menzies conference in Torquay on Retailers told RN they charged £240 by Camelot l Full conference coverage in apologised for the error, Monday, delegates queued feared being transferred to fix a faulty terminal. next week’s RN adding: “We hope that our to raise service issues such rectifying actions result in as the company’s monthly minimal impact to you.” charges, allocation of terminals, commission and helpline charges. Graeme Pentland, of ‘Report all Ashburton News in New- castle upon Tyne, called illicit acts’ on Camelot to do more to Bargain Booze beer and ci- restore its reputation with der buyer Russell Dymond consumers to attract them has urged all retailers to back to stores. report incidents of il- “Customers aren’t licit alcohol trading to the happy after winning £20 authorities, stating “300 re- for matching five numbers,” ports from 300 retailers will he said. have more impact than 300 He explained how he reports from head ofce”. struggled to pay the £50 He said Bargain Booze is monthly fee for his new Ray Monelle gives his inaugural speech to the providing its retailers with unit because five other NFRN conference as new national president information on how they stores in a two-mile radius can report suspected illegal also had Lottery terminals. Ray’s presidential agenda alcohol trading to the police Julia Bywater, of Bywater NFRN national president Ray Monelle has pledged to raise the profile of retail crime, help and trading standards. News in Dudley, told Mr members with new tobacco legislation and press for newstrade service improvements “The situation will not Pearson retailers hadn’t during his year in office. He told RN his other aims included growing membership of the N3 get better if individual seen an increase in com- news group and offering high-margin products through NFRN Commercial. retailers aren’t reporting it,” mission in 22 years. She Linda Sood was elected as vice president and Mike Mitchelson as deputy vice president. he said. asked if it was only retailers Peter Wagg, John Parkinson, David Woodrow, Jason Birks, Martin Mulligan and Muntazir who lost commission on Dipoti were elected onto the national executive committee. giving out free tickets, or l The RN interview – Ray Monelle – p24 whether the good causes Focus on crime The Association of Conve- nience Stores has called New supply chain lobby group formed for a focus on business Independent retailers will with newspaper publish- wholesalers, the Newspa- supply chain as efcient as crime, particularly violent have a stronger voice in ers, magazine distributors pers Publishers Associa- possible, which could ulti- ofences and shop theft, in influencing the supply chain and wholesalers in a bid to tion and the Professional mately help everyone.” the Labour party’s latest following the formation of a improve the news industry Publishers Association for Brian Murphy, NFRN consultation on crime and new lobby group set up by the for consumers and its improvements to the opera- head of news, said: “This policing policy. NFRN and supermarkets. members. tion and management of group will help like-minded The organisation submit- The News Retailer Group The NRG intends to the UK supply chain. retailers who are frustrated ted evidence stating busi- (NRG), which includes the lobby key groups across John Barn, the group’s with the supply chain put ness crime cost retailers Co-op, Asda, the NFRN the industry such as the first chairman, said: “We pressure on and influence £122m in 2015, with the cost and other multiples, has Press Distribution Forum, believe everyone has a vest- change over inefcient of crime per convenience been formed to engage newspaper and magazine ed interest in making the processes.” store at £3,750. 6 17 June 2016 Retail Newsagent Follow RN f on Facebook facebook.com/retailnewsagent BUSINESS to have your say on the latest news Retailers Mandeep premieres his screen dream ready for Premier Singh’s has moved onto the next stage of its ongoing store redevel- Amazon opment plans with the installation of a refreshed fascia at its Herries Road store this month. The new display, fightback pictured here with staff member Aiden Amazon has ofcially an- England, includes updated graphics nounced the launch of its and the addition of six digital screens, Fresh online delivery ser- which will be used to promote Premier vice in the UK this month. deals as well as customer comments The company will from the business’ Twitter and Face- initially make the service book account. Joint owner Mandeep available to Amazon Prime Singh said: “We’ve invested around members located in 69 post- £6,000 in the screens and they really codes across central and look the part. We have gotten rid of east London. It promises our posters and are able to show more to ofer shoppers a choice promotions on rotation.” of more than 130,000 items delivered directly to homes within an hour of ordering. As well as branded goods, Retailers combine alcohol and fresh food to become ‘one-stop shops’ ‘The mix will change’ Amazon said it will also ofer speciality lines from independent and local producers in London, in- Bargain Booze sets sights cluding Pizza Pilgrims and Gail’s bakery. Anwar Haq, owner of Nisa Local in Crossharbour, on growth for Select fascia London, said: “We do see Amazon Fresh as a threat by Steven Lambert He said: “Around 20% of stop shop, so we will also “With the National Liv- but we are planning to work our Bargain Booze stores drive Select Convenience ing Wage, it’s imperative even harder and extend A Bargain Booze direc- are Select Convenience, further and further.” to drive out as much cost opening hours to keep up.” tor has predicted a shift and we expect 40% of Mr Courtney added to our business so we can towards its Select Con- our growth over the next the group will use its protect our franchisees’ venience fascia in the year will come from new relationship with Nisa to margins,” he said. near future as more of its Bargain Booze sites and further develop its fresh Mr Courtney was speak- Bestway franchisees look to become equally from Select Conve- and chilled proposition for ing at Conviviality’s first a “one-stop shop” while nience. Select Convenience, with retail trade show, Drinks at surveys also ofering supermarket- “The mix will change these stores now taking on Home, held at Event City in beating deals on alcohol. as we look to develop and Nisa’s revamped Heritage Manchester last week. customers Paul Courtney, sales expand the sites and, over own label range. The event, attended by Bestway Wholesale is director at Bargain Booze, time, I think we will see a He added that recent ac- more than 600 retailers, investing £250,000 in a said multi-site franchise bit of a shift to Select Con- quisitions by Bargain Booze included a Bargain Booze project to help improve owners and new retail- venience regarding new owner Conviviality of pop-up shop showcasing customer satisfaction levels ers joining the group are retailers coming on board. drinks suppliers Matthew new developments in world at its depots. now looking to move into “We will continue to be Clark and Bibendum would beers and premium spirits The firm has hired an larger stores and develop led by beers, wines and help improve distribution and support from more independent research their fresh and chilled food spirits but shoppers in- and drive down cost prices than 90 alcohol, soft drink company to interview 60 ranges. creasingly want to do a one for all of its franchisees. and snack suppliers. customers from each Best- way depot every quarter, covering a range of subjects including product avail- Blakemore to slash price of 180 key products ability and car parks. The wholesale prices of 2% of their wholesale spend the wholesale price on a key ers to closely monitor sales Retailers will also have more than 180 goods are and improved category and range of known-value top- and stock levels, according the chance to assign a being slashed by Blakemore ranging advice. up essentials,” he said. to the company. score based on whether Trade Partners under a Neil Mercer, sales direc- Meanwhile, Spar whole- John Walmsley, retail they would recommend £1.3m investment in its tor at Blakemore Trade saler James Hall & Co. has systems advisor at James their local depot to a friend. Retail Partners Scheme. Partners, said the changes reported positive early Hall, claimed stores with Staf members at the depot The group, which sup- will help retailers benefit results from retailers using CSR were outperforming showing the biggest im- ports the Spar retail estate, from recent growth in the its new Centralised Store non-CSR stores, adding provement per quarter will said the money will also number of top-up shoppers. Replenishment (CSR) tool. the tool “increases avail- win a £120 bonus. be used to provide further “We looked at the key cat- The technology, which ability, improves security The activity forms part benefits to members, egories purchased by top-up is in use in 166 Spar stores, and makes sure retailers of Bestway’s ongoing 40th including the opportunity shoppers and aligned our ofers users a tailored order- have the right products in anniversary plans. to earn overriders of up to programme, investing in ing system allowing retail- store”. Retail Newsagent 17 June 2016 » 7 PRE-MIX DRINK FAVOURITES Follow RN Pages on twitter 34-36 @RetailNewsagent for expert NEWSTRADE advice to help you grow your sales Frontline predicts seasonal surge for indies and symbol stores ‘Retailer support is key’ Creative moves for Puzzle mags bring £2.6m Beano DC Thomson has launched a new creative company summer sales bonanza called Beano Studios. It will be the driving by Nadia Alexandrou trade marketing manager together own about 85% of this puzzlers love competi- force behind a new multi- for Bauer at Frontline, said: puzzle magazines in the tions and these are a prov- platform entertainment Independent and symbol “Last summer alone puzzle UK, have confirmed they en incentive for customers ofer, including film and TV group retailers are being magazines generated will be launching promo- to buy puzzle magazines, programmes, digital con- encouraged to take ad- £8.7m retail sales value, tional drives throughout so retailers should make tent, live theatrical experi- vantage of a £2.6m puzzle which is 28% of the total the summer to take advan- sure promoted titles are ences, consumer products, magazine sales opportu- annual revenue, and was tage of the peak, including clearly visible.” the comic and annual. nity this summer. up 1% versus the same covermounts and competi- Puzzler Media is also of- DC Thomson said the The drive comes from period in 2014. tions. fering National Trust pass- Beano Comic will “stay Frontline, whose recent “With around 30% This summer also es and picnic hampers in true” to its comic-strip data analysis showed the of sales going through marks Bauer’s 25th year in 18 of its titles in July, with roots, but include a design total puzzle market was independents and symbol puzzle publishing, and to more activity planned for refresh with more wide- worth £44.5m in retail groups, we can expect celebrate it has additional late July and August. ranging characters and sales from April 2015 to a similar performance retail activity planned. Puzzle titles continue to will be more ‘synergised’ March 2016. this summer, and retailer Spike Figgett, publish- outperform the magazine with the other channels. During that period, the support with this key ing director at Bauer, market average, declining summer seasonal peak, seasonal period is vital to said: “Puzzle magazines just 2% year on year, com- from June to August, con- the overall success of the are often covermounted pared to the total magazine tributed around a third of sector.” through the summer, market which is down 3.6% total revenue. Both Puzzler Media which increases sales by year on year, according to NFL title Melanie Hyde, news- and Bauer Media, which up to 15%. In addition to Frontline data. launched Newsquest is launching a 100-page American Na- Topps into tional Football League (NFL) Top Gear guide. Topps is launching One shot Touchdown will Top Gear-themed have a print run of 7,000 and trading cards, Turbo is to deliver £30,000 in retail Attax, on 23 June. sales value. They will feature both According to Seymour, modern and classic American Football is the cars as well as “shin- fastest-growing sport in ies”. The set includes the UK. packets of eight cards If the launch is success- with an RRP of £1, ful, Newsquest will make and starter packs it an annual product which with an RRP of £4.99 would go on sale just before containing a binder, the American football guide and game mat season. as well as a pack of cards with a gold lim- ited edition card. Dundee Euro 2016 HND move brings 30% turnover rise wallchart A retailer has seen his part of his business and is as customers who would ing through direct mail. The Dundee Evening turnover soar 30% month boosting the retail side of never normally shop here He said: “Leaflet drop- Telegraph has produced on month since expanding the shop. come in to pay their news ping gives me only a 2% a unique Euro 2016 wall into home news delivery “I never thought I would bill.” return and I’m not keen on chart to help football fans last year. get into news delivery, but Mr Gilbert has 125 canvassing. keep up with all the action Les Gilbert, of Chard it’s now fast become a core customers and has just em- “But if I include profes- in France. News in Somerset, who part of my business and I’m ployed two adult delivers. sionally printed brochures The wall chart, created started ofering newspaper still growing,” he said. “It Over the next 12 months, and a letter and send it to by DC Thomson, feature deliveries in a bid to revive was a nice and unexpected he plans to add another 200 addresses I get from the codes for readers to register declining print sales, says surprise that it is now also customers, which he says local council, it gives me online to enter a competi- HND has become a core driving my retail business, he will achieve by advertis- around a 10% return.” tion to win a HD TV. 8 17 June 2016 Retail Newsagent Follow RN f on Facebook facebook.com/retailnewsagent PRODUCTS to have your say on the latest news Maxxium sets up London division Maxxium UK is launching a dedicated London division as part of a restructure focused on growing sales of its premium spirits. It comes as the company unveiled its new ‘Simpler, Faster, Better’ strategy Heineken adds some va-va-voom with Formula 1 deal designed to grow awareness of its cognac and whiskey Heineken is adding to its list of global partners after signing a new deal with Formula 1, which will see the beer brand heav- ranges in major cities. ily promoted at venues throughout the 2016 and 2017 motor racing seasons. The partnership will also see this year’s Monza The new London divi- leg of the Formula 1 calendar renamed as the Formula 1 Gran Premio Heineken D’Italia. sion will be headed up by Maxxium marketing director Peter Sandström, Max range gets Jerk Chicken flavour variant New three and four case stackers for c-stores who will assume the role of general manager for the new team. Maxxium managing di- rector Mark Riley said: “We Walkers and Monster are investing to develop identified opportunities to secure growth in premium spirits.” Munch indie exclusives by Steven Lambert The flavour will launch case stacker, which will single unit. in 50g bags with an RRP include space for Walkers Nick McGrath, senior PepsiCo is showing its sup- of 75p and will replace exist- Max Flame Grilled Steak, sales director at PepsiCo, Cider for port for the independent ing Walkers Max flavour Flamin’ Hot and Paprika claimed retailers stocking retail trade with two ex- Cheeseburger, which was flavours. crisp and snack grab bags Smirnoff clusive launches under its launched in January along- In addition, PepsiCo is can increase their sales Diageo is expanding its Walkers crisps and Monster side Flame Grilled Steak. targeting further sales for by 7%. He added: “We’re reach in the cider market Munch snacks. PepsiCo claimed Walk- its Monster Munch range delighted to be ofering new with the launch of Smirnof The manufacturer is ers Max is now the third with the launch of a new Monster Munch stackers Cider this month. adding a new flavour to its largest singles crisp brand three case stacker. The PoS and the Max flavour to help The new range comes Walkers Max range, Jerk in the independent sector. material will enable retail- drive sales of grab bags. nearly a year after the Chicken, which will only It added it will grow aware- ers to stock the core range “We continue to be com- manufacturer unveiled be available for purchase ness and impulse sales of of Monster Munch grab mitted to supporting retail- Pimm’s Cider Cup in a bid through independent and Walkers Max Jerk Chicken bags – Flamin’ Hot, Pickled ers and driving growth for to grow its presence in the convenience stores. by ofering retailers a four Onion and Roast Beef – on a savoury snacks.” cider sector, which it claims is now worth £2.7bn. Smirnof Cider will be available in two flavours – Raspberry & Pomegranate Anniversary additions for Ritz Crisp & Thin and Passionfruit & Lime – Mondelez is celebrating a Crisp & Thin flavours. Mondelez claims is now brand manager at Mon- both of which will contain year since the launch of its Both lines will be avail- worth more than £12m in delez, said: “Since the Smirnof vodka (RRP £1.99). Ritz Crisp & Thin snacks by able in 100g sharing bags its first year. launch we have seen show- Claire O’Neill, innova- adding two new flavours to with an RRP of £1.99, with It also follows on from stopping results with one of tion commercialisation the range this month. 12 bags to an outer sold the manufacturer extend- the highest repeat rates of manager at Diageo, said: The firm has added through wholesalers and ing the range with the all launches in the last five “Under the strength of the Oven Roasted Chicken and cash and carries. launch of impulse 30g bags years. We believe this will Smirnof brand name, we’re Lightly Sea Salted flavours The move comes just over and pricemarked packs in be further strengthened confident we will take cider to the range, which will sit 12 months since the launch February. with the launch of two new to the next level.” alongside the four existing of Crisp & Thin, which Sandra Ferreira, senior flavours.” Hot products for your shopping list

Ritz Crisp & Thin Diageo is launching PepsiCo has unveiled new has added two new Smirnoff Cider to grow shelf stackers for Monster flavours this month its presence in the sector Munch and Walkers Max It’s our Silver Jubilee this Summer

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RN page ad.indd 1 08/06/2016 15:51 10 17 June 2016 Retail Newsagent Follow RN f on Facebook facebook.com/retailnewsagent PRODUCTS to have your say on the latest news Molson Premium popcorn brands up their game Premium popcorn brands bowl when ripped. occasions for popcorn and ent 75g pack (£2.99) and 21g to bring are expanding their ranges The packs launch this the most suitable formats to impulse foil pack (99p). with new pack formats month in two variants – fit these.” Chloe Irwin, senior Bavaria and flavours this month in Sweet & Salty and Lightly Meanwhile, Unilever has licensing manager at Uni- a bid to grow sales in the Sea Salted – which will teamed up with popcorn lever, said the popcorn mar- to the UK convenience sector. come with an RRP of brand Joe & Seph’s to ket doubled in size between Molson Coors has gained Propercorn has added a £1.69. launch an ofcial Marmite 2010 and 2015, with sales up exclusive rights to distrib- sharing pack to its range Ryan Kohn, co-founder flavoured popcorn. 30% last year. ute Dutch brewer Bavaria targeted at home movie- of Propercorn, said: “We The product features She added the launch of N.V.’s beer brands in the UK. watchers, which features a have worked closely with a Marmite and sweet Marmite popcorn had been A long-term partnership ‘pinch and tear’ panel that our retailers and shoppers caramel coating and will driven by requests from deal signed between the turns the bag into a serving to identify new sharing be available in a transpar- shoppers. two groups this month will see Molson Coors take over on- and of-trade responsi- Cadbury Amaze Bites promotional tie-in with film release Text-to-win on-pack competition bilities of products such as Bavaria Premium, Bavaria 0.0% and Hollandia. Fred Landtmeters, man- aging director of Molson Absolutely Fabulous line- Coors, said: “The no and low alcohol segment is a growth area of the category and by working together up of top shopping prizes with Bavaria along with by Steven Lambert Foods is extending the the strength of our overall Cadbury Amaze Bites brand portfolio we are in a Premier Foods has teamed range with the launch of a great position to maximise up with Fox Searchlight limited edition Chocolate this opportunity.” Pictures for the launch of Raspberry flavour, which Absolutely Fabulous: The will sit alongside existing Movie to give shoppers the variants Double Chocolate chance to win luxury shop- and Chocolate Orange until Kerry’s ping sprees when they buy August. Cadbury Amaze Bites. Karmel Maletta, innova- Bitesize The cake brand has tion controller at Premier, been relaunched this said the Cadbury Amaze cheese month with special edition Bites range is now worth Kerry Foods has updated its Absolutely Fabulous packs, £4m following its launch Cheestrings range with a which will feature images last October and has helped new Minis variant targeted of the TV show’s lead stars contribute to an 11% rise in at kids snacking on the Jennifer Saunders and overall Cadbury cake sales, move. Joanna Lumley in advance which are up £7.8m year- The bitesize cheese of their debut on the big on-year. comes in Original and Em- screen on 1 July. will ofer a top prize of a five will also be up for grabs Premier Foods will pro- mental flavours (RRP £1.35) The packs will also star all expenses paid shop- under the scheme, which mote the Amaze Bites com- and is aimed at three- to encourage shoppers to ping weekend in London. runs from this month until petition and new flavour five-year-olds looking for participate in a new text- An additional 20 runner-up 19 September. with a radio and outdoor smaller portions, according to-win competition, which prizes of two cinema tickets In addition, Premier marketing campaign. to the firm. Tom Willcock, kids’ dairy marketing manager at Kerry Foods, said: “The Stella Cidre offering once-in-a-lifetime trips current range of cheese Stella Artois Cidre is ofer- will give Cidre buyers the glasses. Consumers who used to grow awareness snacks can sometimes be ing once-in-a-lifetime trips opportunity to win experi- find a star design under of updated pack designs too big for smaller mouths to shoppers in a competi- ences such as a night at the Cidre bottle caps will be introduced to Cidre bottles and appetites. Cheestrings tion promoting a packaging bottom of the Indian Ocean entered into the competi- and cans this month. It Minis will ofer retailers an overhaul for the brand. and a barbecue inside an tion, which will run until will be backed further with opportunity to fill a gap in The Extraordinaire Icelandic volcano, or one 28 August. TV and outdoor marketing the market.” Adventures promotion of 10,000 Cidre chalice The activity will be launching on 11 July. Hot products for your shopping list

Kerry Foods has added Cadbury Amaze Bites Unilever is launching a new Minis line to its is offering luxury a Marmite-flavoured Cheestrings range shopping trips as prizes popcorn Retail Newsagent 17 June 2016 » 11 SPIRITS PRICES AROUND THE UK Follow RN Pages on twitter 18-19 @RetailNewsagent for expert REGIONAL advice to help you grow your sales Conference hears of federation’s major achievements ‘Lobbying brought fantastic results’ Scotland’s papers are NFRN president reflects worth £1bn Newspapers in Scotland are worth around £1bn a year to the economy, according to a on a year in the hot seat new study. The research, commis- by Nadia Alexandrou in March our lobbying receptions in the National sioned by the Scottish eforts bought about two Assembly of Wales, the Newspaper Society (SNS), Defeating longer Sunday fantastic results. Northern Ireland Assembly, found the publishing sector trading hours, reducing the “Firstly, the plans to the Scottish Parliament, is the second largest part of number of stores paying extend Sunday trading and the Irish Dail, as well Scotland’s creative economy, business rates and raising hours were defeated in the as two receptions in West- with the newspaper indust- awareness of retail crime House of Commons. And minster. ry supporting 4,300 jobs and were three of the proudest just a matter of days later, “At every one of these creating £214m in income. moments from outgoing chancellor George Osborne events we have focussed “This report demon- national president Ralph revealed that from April on three key agendas - strates how vital Scottish Patel’s year in ofce. next year a further 600,000 levelling the playing field, news brands are to the In his opening speech small businesses will be highlighting the cost of economic well-being of the at the NFRN’s annual con- paying no business rates. doing business, and raising nation,” said SNS director Ralph Patel ference in Torquay earlier He actually name checked awareness of retail crime,” John McLellan, adding this week, Mr Patel high- NFRN’s lobbying eforts in newsagents and corner Mr Patel added. retailers play a vital role. lighted several achieve- particular for playing an in- shops when announcing Retail crime, however, ments by the federation fluential role in the decision that decision.” was emphasised as a key during the past year, and making process for Sunday The NFRN’s significant area where “there is still Cash only the key issues it would have trading and rates for small progress with parliamen- much to do”, but Mr Patel to address in the coming businesses. tary networking was also congratulated the NFRN for a real risk year. He said: “Within the acknowledged, where del- helping to get it higher up Independent retailers are Mr Patel credited the short space of just one week egates held parliamentary government agendas. putting their businesses at risk by not accepting card payments, new research has found. Retailers join in with A quarter of UK consum- Euro 2016 footy fun ers have started to avoid Euro fever swept across stores as shops that don’t take card retailers got into the swing of the payments, while six in 10 2016 football tournament, with 24- to 34-year-olds say they PoS displays, in-store activity and prefer to not carry cash, ac- giveaways helping drive footfall cording to Worldpay. as the event kicked off. Jacksons The payments company Newsagent in Stockport, wooed found 10% of retailers don’t customers with a lively window accept card payments, while display, while Paul Cheema, of a further 10% impose lower Malcolm’s Nisa, organised com- limits on non-cash transac- petitions with Mars and Carlsberg tions. to help with upselling. Premier Singh’s in Sheffield, used social media to drive awareness of its in- Codebusters store activity and saw sales rise by A retailer is boosting his almost a third over the weekend. Facebook page by handing out QR codes in-store which sign customers up for up- dates and enter them into a prize draw. Dan Cock, of Premier Roadworks cost retailer £10k a week Whitstone Village Stores A Liverpool retailer says his closure, which is having £11k this year.” which form part of £35m in Devon, has increased sales are down up to £10k a detrimental impact on Since the repair works generation plans, have been his followers by more than a week since the council his trade. “Business is less to Futurist Cinema started delayed by legal action by 100 in a week using the closed of his road for repair than half what it was,” he three weeks ago, Mr Verma SAVE Britain’s Heritage to barcode-style images. Cus- works. said. “If it goes on much says the council has given preserve the cinema. tomers scan them on their Tajinder Verma, of longer we will have toclose various dates for when the The council apologised smartphones, automatically Express Home Saver, told the shop because we can’t road will reopen, but none for the inconvenience be- “liking” the store’s page. RN that Liverpool Council aford the overheads, have materialised. ing caused to businesses They are then also entered failed to warn businesses especially after our busi- A spokesman for Liver- and added the road should into a draw for tickets to the in the area about the road ness rates went from £7k to pool Council said the works, reopen shortly. Royal Cornwall Show. 12 17 June 2016 Retail Newsagent Follow RN f on Facebook facebook.com/retailnewsagent REGIONAL to have your say on the latest news Revamp Right royal fun for loyal retailers boosts Retailer Trudy Davies showed her support for Her Majesty’s wine 15% 90th birthday with a host of A convenience retailer in royal-themed activities at her Essex has seen his wine Woosnam & Davies store in sales increase by 15% over Llanidloes, including a quiz, the past six months after lucky dip, colouring competi- reorganising his fixture to tion for children and free cakes reflect changes in his shop- and refreshments for shoppers. pers’ buying habits. Meanwhile, more than 1,000 Mital Patel said he has villagers turned up to help the been working with Con- Queen’s official celebrations go viviality to generate new off with a bang at a party which planograms for the wine retailer Harj Dhasee was at the range at his Bargain Booze heart of. His Village Store in Select Convenience store in Mickleton, Gloucestershire, had Brentwood. He said he had been the driving force behind previously placed wines the event, which included inflat- together based on their ables, a barbecue and a bar. country of origin, but has since changed this to bring together wines based on Contraband tobacco shows second largest increase in EU Plain packs ‘will add to problem’ particular grape variety. “Shoppers are getting savvier, ” he said. “We changed the fixture in De- Cig sales down 1.7bn as cember and our wine sales have gone up by 15%.” Mr Patel said he is now working with Conviviality’s illicit trade rises 300% “master of wine” expert to suggest food pairings to go by Joseph Lee one in six cigarettes sold prices remain among the ofcers, 80% said that plain with wine purchases. was on the black market. highest in the EU. packaging plays into the l Retailer profile, p20–21 Tobacco sales fell by 1.7bn Suleman Khonat, spokes- The report comes just hands of organised criminal cigarettes in the UK last man for the Tobacco Retail- days after the implementa- gangs,” he said. year, as an almost 300% rise ers’ Alliance, said: “It proves tion of EUTPD II and plain Paul Adeleke, corpo- in counterfeiting fuelled the beyond doubt what small packaging legislation, rate afairs director at RN READER POLL illicit trade. shopkeepers have been which it is feared will boost Philip Morris International, The UK saw the volume of seeing for years, the steady demand for cheaper illegal which helped fund the illegal cigarettes consumed growth of the black market tobacco. research with other tobacco Remain rise by more than 6% to in tobacco. Local shops Will O’Reilly, a former manufacturers, added: “This 27% 6.7bn are under great pressure Metropolitan Police detec- illegal activity not only cigarettes last year, the sec- because the black market is tive who investigates the comes with a financial ond highest increase in the eating into our livelihoods.” illegal trade for Philip Morris cost, but it fosters criminal- EU, according to Project Sun, Mr Khonat blamed Brit- International, said coun- ity in local communities. Leave an annual study of Europe’s ain’s high taxes and high terfeiting ofered criminals Efective solutions require 73% tobacco trade by KPMG. prices for the rise. the greatest profits, with solid co-operation between Domestic tobacco sales Meanwhile, the study manufacturing costs as low governments, law enforce- fell by 1.7bn cigarettes for re- states at an average of 10.10 as 25p per pack. ment agencies, manufactur- How will tailers in 2015, while nearly euros for 20 cigarettes, UK “In a survey of police ers and retailers.” you be voting in the EU Name and shame bogus tobacco campaign referendum A retailer is highlighting and posting them to his fines of £500. Mr Diamond and Mid-Antrim Borough on 23 June? the scale of illicit and coun- Twitter account. has called on enforcement Council said councils across terfeit tobacco in his area, Mr Diamond estimates authorities to target sellers Northern Ireland will NEXT WEEK’S QUESTION ahead of the introduction of that 40% of tobacco sold in of illicit tobacco. work closely with HMRC Will the launch of Amazon Northern Ireland’s tobacco the local area is illicit. “I hope they won’t just and Trading Standards Fresh impact your register. “I have a good idea who’s make a show of chasing up “to receive intelligence in business? Eugene Diamond, of selling them all,” he said. people who slip up and sell respect of illicit tobacco Diamond Newsagents “The guys selling these cigarettes to under-18s. ofences that can now be Have your in Ballymena, has been aren’t licensed.” “But there doesn’t seem used in connection with vote now snapping pictures of illicit From July, all tobacco re- to be the will to tackle this,” new powers to deal with Go to betterretailing.com and counterfeit packs his tailers will have to register he said. persistent commission of customers have purchased in Northern Ireland or face A spokesman for East tobacco ofences”. Retail Newsagent 17 June 2016 13

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

@RetailNewsagent RETAIL NEWSAGENT for reasons of clarity or of length Smiths News in the firing line over so many issues I have never dealt with a company as incompetent as Smiths News. Problems range from it losing a vouchers envelope which took months of emailing to get paid out for, drivers not collecting, late deliveries, wet or damaged papers, Well done Camelot incorrect quantities, over- – now let’s get back on charges, and none-credits. track working together Most recently, I have asked for my papers to be put on a “check” as the REMEMBER US? WE’RE YOUR SALES FORCE driver kept driving of with bundles of papers or Congratulations to Camelot for takes nearly two minutes to listen sell more “together”. supplements after only achieving such a fantastic year. to the pre-recorded messages before The Retailers Avengers leaving part of our order. It’s good to know that someone is you get connected to a human. But the latest saga really doing well. The picture is not as 3. The free lucky dip on Lotto if A Camelot spokesman said: takes the biscuit. We have rosy for small retailers, especially you get two numbers. It is cost- “Many of these points are based on a customer collecting the with the advent of the changes ing retailers tens of thousands of misconceptions and are therefore Real Life Bugs series, two of forced upon us over the last few pounds each week, which Camelot completely wide of the mark. Our which were in the due book years. pockets. How is it right that retail- overarching objective is to maximise and turned up weeks after Here are several problems we ers work for free? returns to good causes – not protect the their due date, by which have with Camelot: 4. Camelot’s relentless pursuit sales of individual retailers. time the customer had 1. The estate has been expanded of players to go online. It accounts “We are committed to supporting purchased it elsewhere. from about 25,000 to 47,000 termi- for about 20% of sales. Some players retailers and growing retail sales – in- I then requested the nals. While Camelot sales have will want to play online and that is store sales made up a record £6bn of the partworks return envelope. grown by a small percentage in fine. But to ask retailers to actually £7.5bn total sales. In addition, retailer Nothing arrived, and four comparison to the almost 50% in- encourage players to go online is commission in the six months following calls later I have now been crease in terminals – the market is below the belt. the changes to Lotto increased by over told because a month has now saturated and retailers’ income Please listen to us: we are the £8m compared to the preceding six passed since the magazines has been diluted. businesses that see “our” customers months. Unfortunately, as we have no were sent out, it is now 2. Camelot’s decision to replace face-to-face daily. visibility of who these retailers are, we probably too late. the free help number with one that Let’s get the National Lottery are unable to get in touch to discuss how Caroline Belsham costs smacks of profiteering. It brand back where it belongs and we can better support them.” Maxwells Newsagents, Denton, Manchester weeks without problems, Smiths who understands merchandising. Given the A Smiths News but a few errors did start the urgency of my deliver- small size of our shop I am spokesman said: “We will creeping in with missing ies. pleasantly surprised they contact Ms Belsham directly supplements etc., which Jiten Patel come so often. to discuss and resolve the I’m willing to understand. Regent News, David Hart London issues that have been raised.” However, we arrived on Uphill Village Shop Uphill, Weston-Super-Mare bank holiday Monday to Thanks Smiths, find we never received any Mondelez, if you a customer of 11 copies of the Sunday Mirror I have never are in the area, A Mondelez spokesman and People. After calling dealt with a said: “We maintain that years is now lost Smiths, I was told the please do drop in we have one of the largest First of all I would like to newspapers would be de- company as I was amazed to see the and finest sales forces in the congratulate you for the livered on Tuesday, which claim that Mondelez has country. After checking our amazing magazine you they were not. Because of incompetent ‘one of the largest sales records, we can confirm that publish every week, it’s this, I have lost a customer forces in the country’. In Mr Hart’s store has in fact definitely the go-to trade of 11 years. The company as Smiths the two and a half years been visited five times by a magazine. stayed loyal to me despite News we’ve owned our shop a Mondelez International sales I would also like to thank a decade of late arrivals of Mondelez rep has been representative in 2016 alone, you for publishing my story their Sunday deliveries, but Caroline Belsham once. They did also once try but during times when he was a couple of weeks ago in they understood that this Maxwells Newsagents, to visit on a Sunday, but I either absent or unavailable to regards to Smiths News not was Smiths’ error. Sadly, Denton, Manchester refused to see them. meet us. promptly delivering my today was the final straw Mars, Nestlé, Coca-Cola, “We have contacted Mr Sunday saves newspapers for them. Lucozade, all come regu- Hart and arranged a meeting, on Monday. After the story Please would you pass larly and often bring good and we look forward to was published we had a few this onto someone at ofers and helpful advice on working with him in future.” 14 17 June 2016 Retail Newsagent Do you want to see your views in RN? [email protected] OPINION 020 7689 3350 Your say YOUR SAY Are low margin pricemarked packs having an impact on your business? Myjinder Braich Fairfield General Stores, Bromsgrove I think pricemarking has gone RETAIL NEWSAGENT overboard. Having such a large NEWS ● CONVENIENCE ● PROFIT proportion of products price- 11 Angel Gate, City Road, London EC1V 2SD marked – it’s 35% in our store Tel 020 7689 0600 now – undoubtedly erodes your email [email protected] margins. It also dilutes the efect Annual Subscription on customers – if everything is UK 1 year £150 Europe £302 2 years £237 Rest of world £354 on ofer then nothing stands out 3 years £333 and it makes little diference. We To subscribe contact 01737 457236 need to get away from seducing customers through price and add Editor Director of Sales value through other channels, Chris Gamm Mike Baillie 020 7689 3378 020 7689 3367 to make sure the business is Associate Editor Account Director sustainable and we can attract Chris Rolfe Will Hoad the best people. 020 7689 3362 020 7689 3370 News Editor Account Managers Adeil Hussain Gurpreet Samrai Liz Dale Family Shopper, Booker, it’s easier as you’ll always with it. It does often mean we 020 7689 3386 News body 020 7689 3363 Motherwell get deals. But if you compare it make a lower margin, but if we Reporters LettersDwain Nicely name, Pricemarked packs have afected to before, those days were better sell double the amount then that Steven Lambert 020 7689 3372 020 7689 3357 letters address our margins, particularly in for retailers, especially for a com- can more than compensate for Audience Nadia Alexandrou Development certain categories. In tobacco munity store such as ours. it. It’s made a huge diference in 020 7689 3350 Executive you make basically nothing sales of sugar confectionery and Features Editor Chris Chandler now, it’s down to 2% or 3%. With Raj Singh snacking products, for example. Tom Gockelen-Kozlowski 020 7689 3382 groceries it’s better. You can get Londis, I’d avoid it on certain lines, 020 7689 3361 Marketing Manager decent deals on soft drinks and Banbury though, such as wine and spirits, Head of Production Tom Mulready Darren Rackham 020 7689 3352 alcohol too. If you’re part of a We have pricemarking on a lot of where it can take away from a 020 7689 3373 Marketing Assistant bigger wholesaler, as we are with our products and I’m very happy sense of sophistication. Designer Tom Thorn Emma Langschied 020 7689 3384 020 7689 3380 Managing Director YourProduction stock Nick Shanagher YOUR STOCK Are you planning any activity, Coordinator 07966 530 001 Billy Allen promotions or displays to tie-in with the Euro 020 7689 3368 kick-offs in two days?

Dave Hiscutt Welsh flags up around the shop. Email fi[email protected] Londis Westham Road, We see the football as part of the If you do not receive your copy of RN Weymouth whole summer period, when we please contact Chris Chandler on 020 7689 3382 or We’ve got beer displays out, see a big increase in turnover. I email [email protected] slabs of Foster’s, smaller find that if you focus too much Printed by Southernprint, Poole, packs of Budweiser and so on one event you end up being on 80gsm Galerie Fine Gloss paper Distributor Seymour Distribution, on. We’ll also hang some slaughtered by the multiples, who 2 East Poultry Avenue, London, EC1A 9PT England flags up. Gener- are doing the same ofers at the Audit Bureau of Circulations ally, though, I already have same time. You can end up giving July 2014 to June 2015 average net the shop well laid out. We your margins away entirely. circulation per issue 14,539 have a dump bin of local Winner of the 2009 ACE gold award for pork scratchings in the Vic Grewal circulation excellence by a smaller magazine alcohol aisle and we can Simply Fresh, sell 100 of them a week. Thames Ditton We’ve got an ice freezer in It really depends on the area. In

Retail Newsagent is published by Newtrade Publishing Limited, which there too with pretzels and my old Budgens store in Chorley- is wholly owned by NFRN Holdings Ltd, which is wholly owned by the peanuts above it and that wood we’d put up flags and post- Benefits Fund of the National Federation of Retail Newsagents. Retail Newsagent is editorially independent of the NFRN and opinions, all flies out the door with ers and have ofers related to the comments and reviews included are not necessarily those of the the alcohol. football and it would draw people Federation and no warranty for goods or services described is implied. Reproduction or transmission in part or whole of any item from in. But my Simply Fresh store in Retail Newsagent may only be undertaken with the prior written agreement of the Editor. Conrad Davies Thames Ditton is smaller so space Contributions are welcomed and are included in Eurospar, is at a premium. And it’s a matter part or whole at the sole discretion of the Editor. Pwllheli of taste – it’s an afuent area and Newtrade Publishing accepts no responsibility for submitted material. Every possible care is We’re doing some beer Craig Crossey-Truesdale, right, people aren’t that interested. So taken to ensure the accuracy of information. displays and promotions created a Carlsberg goalposts I’ll put up an England flag and on alcohol, snacks and display at his County Armagh store make some stacks of beer, but For trade use only meal deals. And we’ve got that will do. Retail Newsagent 17 June 2016 15

YOUR Gurpreet Samrai [email protected] 020 7689 3386 @GurpreetSamraiRN ISSUE f facebook.com/retailnewsagent SHOULD WE STAY OR SHOULD WE GO? ver the past few weeks RN has presented the arguments of politicians Oaligned to both the Brit- ain Stronger In Europe and Vote Leave campaigns. Pro-EU campaigners former shadow business secretary Chuka Umunna MP and former business secretary Sir Vince Cable stated the economy could sufer a shock like the 2008 slump if Britain leaves the EU, with independent retailers forced to hike prices to cover increased costs while facing years of uncertainty. Meanwhile, Pro-Brexit cam- paigner Priti Patel MP says small businesses would benefit from less red tape and have more lobbying powers if Britain left the EU. This week, the NFRN revealed policies adopted both in terms mercially if we leave the EU. We have evolved, so people like JCB 61% of its members will be voting of what relationship the UK has have been in Europe for many, and James Dyson.” to leave the EU, while RN’s poll with the EU and domestic policy. many years now and it’s work- also came out in favour of Vote So taking food as an example, we ing so why would you change it? David Charman, Leave. With just days to go until will try to negotiate an agree- With leaving there are too many of Spar Parkfoot the country takes to the polls on ment with the EU and it’s possible unknowns.” Thursday 23 June, RN has spoken we may be able to keep tarifs of in West Malling to non-partisan and independent goods and agricultural goods. The Mike Green, “I was very much a policy think tank Open Europe on evidence suggests the EU has 30 chief remain supporter, but the arguments presented by both plus trade agreements with 60 over the past few months camps as well as retailers and plus countries, which generally executive of I have drifted towards leave. symbol and convenience group do pretty good on reducing My Local But I am still going to be voting bosses to find out how they will tarifs on goods and agriculture “I have never seen remain. I think it’s good for be voting. so there is evidence to suggest the European Union business, good for the future, the UK would be able to come to work in our favour to and for the bigger picture it’s the Raoul Ruparel, an agreement on tarifs at some any great extent. It seems to add right thing to do. I’m not looking co-director of point. So it’s quite unlikely you legislation, complexity and deliver at it for my business, I’m looking would see much higher costs. very little benefit in my opinion. at what will benefit the country Open Europe “In terms of red tape, retail is “If you’re in a partnership that’s and overall for the country, it’s “There is the short- one of the least integrated areas failing and you’ve given it four the right thing to do.” term and long-term of the EU. It has put down some decades to work and it’s still impact to consider. The regulations on it, but generally failing, it’s time to look at an Arjan Mehr, Londis, short-term impact will be it is pretty much left to domestic alternative. That alternative is Great Holland, categorised by uncertainty and law. For retail, it is more the knock independence, where we can still there will be a period of transi- on efects on the economy which trade efectively. I don’t believe Bracknell tion when people will be unsure would be a concern.” that trade opportunities in Europe “I will be voting to stay what’s going to happen. It’s likely will disappear if we are outside in. It’s not a black and we could see the pound weaken Kash Khera, the EU. white situation, but if we slightly and you might see an managing “Both sides have done some of were to leave it would impact economic shock. Therefore, the scare stuf and it’s sad because the service industry, plus agri- consumers feel less confident director of it’s creating noise that is distract- culture. Costs and prices will and a bit poorer so they might Simply Fresh ing from the facts. The reality undoubtedly go up. The service spend a bit less during that “For me it’s got to is that most the people who are industry, including retail, will uncertain period. But that would be stay for many saying there will be an economic definitely struggle. I’ve always be transitory and just a short-term reasons. There’s a lot of shock are economists. Economists been pro-EU. There’s noth- uncertainty efect. discussion around ‘we’re going got it wrong with the recession. ing that people on the Leave “The bigger questions are over to be this much better of or that I hold more stead to the opinions side have said to convince me the longer-term and it’s hard to much better of’, but there could of businesses that grew through otherwise so I will continue to be conclusive. It depends on the be many knock on efects com- the recession, learned from it and support it and vote to stay in.” 16 17 June 2016 Retail Newsagent

Interview by Toby Hill email [email protected] tel 020 7689 3361 @TomGK_RN Mondelez Over recent years Mondelez has developed insight and advice for independent retailers who want to better meet their shoppers needs. As category development controller Jo Dell explains, the next step is making this knowledge easily accessible to all

RETAIL NEWSAGENT When you look at Friendly and helpful staff who are the opportunity for convenience, clued up on everything in the store what are the big barriers to growth? are hugely important. Ultimately, JO DELL There are great opportunities it’s about creating a local connection right now with more people buying with shoppers when they walk in in smaller stores. But there are chal- – an experience they can’t get any- lenges too: smaller stores don’t have where else. elastic shelves and getting the right range, which includes bestsellers RN How important is ranging and training they provide, so our role is and also fulfils diverse shopper mis- merchandising in achieving this? really to ensure we are giving the sions, can be tricky. A lot of this has JD It’s very important. It’s critical to correct advice. You need to take your to do with getting the basics right: have the right products – we know staff on a journey with you, get them keeping up to date with what cus- in some cases 80% of sales can come involved with and invested in the tomers want, reviewing your range, from 20% of a range – but also to store, so when shoppers come in they focusing on the local offer and max- achieve a balance. You need to have feel they are talking to someone who imising the effectiveness of displays. the bestsellers, but thoughtfully ed- is passionate and knowledgeable. ited, so you have a range of options Shoppers RN How is Mondelez helping retail- to meet all shopper missions. It’s RN What benefits have retailers ers improve in these areas? hard to do, and manufacturers need have diverse you’ve helped recently seen from JD Most recently we’ve been design- to provide category advice. needs and working with you? ing a new online platform provid- JD We work closely with retailers, ing advice and guidance for retailers. RN How can retailers ensure the retailers focusing less on individual catego- It covers three key areas which we best practice advice you provide is ries and more on snacks at a broader identified in our research. The first is shared? need to be level. We’ve had great successes. For ‘shopping made easy’ – understand- JD Much of this responsibility is example, we worked with Simply ing that shoppers go into conveni- down to retailers in terms of the prepared Fresh Kenilworth recently on mer- ence stores on a mission and making chandising and PoS and achieved a it as easy as possible for them to find 21% increase in sales. what they want. The second is ‘in- spired by’, which is about unlock- Company CV RN The soft drinks sugar tax has ing events and occasions, which ** dominated the news recently. ** What’s your response to the health could be traditional times of year, Company Mondelez bespoke events, or simply weekends. Category development controller for debate? The third is ‘better choices’ – help- snacking in the convenience sector JD We’re proud of the products we ing shoppers make more informed Jo Dell make, which are loved by consum- choices by offering a broad and bal- Profile Mondelez owns some of the UK’s most famous brands, ers and can be enjoyed as part of a anced range. Alongside this, there’s including Cadbury, Kenco, Bassetts, Oreo and Philadelphia, healthy, balanced diet. At the same also advice on our website, delicious- and is one of its leading food and drinks suppliers time, we have a responsibility to ad- display.co.uk. Latest news The company has been designing a new online dress these concerns. We support platform providing advice and guidance for retailers the UK government’s public health RN What is the ideal shopping expe- covering three main retailing areas. responsibility deal, and our packs rience retailers should be aiming to provide clear nutritional informa- offer? tion. Essentially it’s about helping JD Shoppers have diverse needs and ** ** consumers make informed decisions retailers need to be prepared for that. about what they’re consuming. Retail Newsagent 17 June 2016 17

email [email protected] tel 020 7689 0600 fax 020 7689 0700

How much does the weather affect sales of your best-selling ice cream, and do your sales fluctuate by day of the week, not just by the temperature outside? John Eastwood investigates Ice cream Sundays t the time of writing, the sun is shining and the weather Ice cream sales patterns in independent stores forecasters have promised A us the warmest day of the UK average temperature 2016 by Week % of transactions involving ice cream year so far (23°c in central London). 20 1.5% This is welcome news for the ice Actual °C Week to 19 March cream industry since the first 22 Normal °C Week to 26 March 15 1.0% weeks of the year were much cooler 10 than normal and sales therefore got 0.5% of to a slow start. 5 In April, when the ice cream 0% season should have been taking 0 of, average UK temperatures were Friday Sunday Monday Tuesday Saturday dramatically below average. This Thursday

Wednesday dampened sales in independent 16/01/16 13/02/16 27/02/16 12/03/16 26/03/16 07/05/16 21/05/16 02/01/16 30/01/16 09/04/16 23/04/16 stores, especially in the last week of Solero April which was worst afected. The Market share vs. temperature Calippo Actual °C average temperature was just 10°c 8% 20 against an expected average of 15°c, and the value of ice cream sales was 6% 15 therefore down by 7% against the 4% 10 same period in 2015. The good news for retailers, 2% 5 however, is that, unsurprisingly, this trend is reversed in higher 0% 0 temperatures, and a prolonged period of fine weather would easily turn

12/04/16 16/04/16 10/05/16 12/05/16 14/05/16 16/05/16 18/05/16 22/05/16 24/05/16 26/05/16 28/05/16 this shortfall into growth. This can 02/04/16 04/04/16 06/04/16 08/04/16 10/04/16 14/04/16 18/04/16 20/04/16 22/04/16 24/04/16 26/04/16 28/04/16 30/04/16 02/05/16 04/05/16 06/05/16 08/05/16 20/05/16 be seen through the performance of individual best-selling brands. Refreshment brands such as Solero more than 2.1 million transactions. are far more likely to have six or more and Calippo are an essential presence Of these, almost 15,000 included an items in their basket. in the freezer during a heatwave. ice cream purchase, representing I have studied ice cream sales in In April and May, Calippo’s share 0.7% of all people going into these independent stores for many years, of sales stood at 4% in the week shops. and because of what 2013’s data ending 30 April, when the average But this level varies considerably showed, I will finish with a word of temperature was only just over 10°c. by the day of week, with Sundays be- warning. Three weeks later, however, this had ing overwhelmingly the most impor- If we are fortunate enough to improved to over 6% when tempera- Sundays tant day for ice cream. In the shops experience a period of prolonged hot tures had risen to above 19°c. Solero are over- studied, the four Sundays accounted weather as the summer progresses, performed very similarly, albeit with for just over 11% of total spend during remember that in July 2013 we had a lower market share. whelmingly the four weeks, but almost 18% of all four weeks of temperatures well The most dominant brand in the ice cream purchases. above the seasonal average and sales sector, Magnum, is the exception to the most Weather remains the main deter- of ice cream soared. this rule. It bucks the temperature- important minant of sales levels though. Friday By the third week of the heat- to-sales trend and has year-round 25 March was the warmest day in the wave, however, distribution and appeal whatever the weather. day for ice period studied, for example, and as sales figures suggest that demand A study of transaction data reveals a result the number of transactions was exceeding supply and freezers interesting daily buying patterns for cream involving ice cream jumped to the began to empty. So keep an eye on ice cream in independent stores too. level normally seen on a Sunday. the weather forecast, keep stocked I recently analysed data from a The study also showed that in up and enjoy the summer. ● sample of more than 200 shops over most cases, ice cream buyers buy a four-week period, which involved more than just one ice cream, and John Eastwood is a data analyst for EDFM 18 17 June 2016 Retail Newsagent PRICEWATCH SPIRITS THE FAMOUS GROUSE WHISKY 70cl Price distribution %

40% 61% of independents Pricing strategies sell this product at or 35% below the £15.99 RRP RETAILER 30% 25% 1 NAME BOB SYKES 20% STORE Premier Denmore Food Store 15% LOCATION Rhyl, Denbighshire SIZE 1,000sq ft 10% TYPE town centre Vodka is definitely our main 5% line, and it sells in all sizes. There are two types of vodka 0% drinkers really – those that go for Smirnof and those that will move over to something cheaper £14.39 £15.39 £16.19 £16.25 £16.33 £16.39 £13.99 £14.99 £15.09 £15.29 £15.49 £15.99 £14.00 £14.09 £14.49 £15.00 £16.04 -£13.99 +£16.39 when it’s available, like Russian SPIRITS PRICES AROUND THE UK Standard. Our most popular whisky is Famous Grouse which PRODUCT AVERAGE RRP RETAILER RETAILER RETAILER RETAILER RETAILER always takes precedence over Bell’s. We opted for pricemarked 1 2 3 4 5 stock recently – it cuts into your Smirnoff margins, but accelerates your Red Label Vodka £13.79 £13.79 £13.79 £13.50 £13.79 £11.99 £13.79 sales. Overall I’d say it’s better, 70cl especially when you factor in Glen’s that it drives footfall into the Vodka £11.86 £13.99 – – £11.79 £13.49 – store. 70cl Russian Standard Vodka £13.99 £13.99 £12.99 £13.50 £13.99 £16.00 – 70cl Smirnoff Red Label Vodka £7.89 £9.99 £7.89 £10.09 £7.89 £10.25 £10.12 35cl Smirnoff RETAILER Red Label Vodka £4.79 £6.19 £4.79 – £4.79 £4.79 £7.21 20cl 2 Jack Daniel’s NAME RAJ AGGARWAL Tennessee Whisky £19.99 £19.99 £19.99 £19.99 £19.99 £17.50 £29.99 STORE Spar 70cl LOCATION Wigston, Leicestershire SIZE 1,600sq ft The Famous Grouse TYPE housing estate Whisky £16.30 £15.99 £13.99 £13.50 £15.99 £12.99 £18.75 70cl Our most popular products are Jack Daniel’s, Smirnof Gordon’s and Famous Grouse. Generally Gin £14.41 £18.29 £14.49 £14.50 £14.49 £17.99 £18.54 70cl people are quite flexible with brands – there doesn’t seem Captain Morgan to be much brand loyalty. Spiced £14.19 £14.19 £14.19 £14.50 £14.49 £14.19 £20.82 These days we pretty much 70cl only sell things when Bacardi they are on promotion, we Carta Blanca £14.99 £14.99 £14.99 £14.50 £14.39 £14.99 £14.99 won’t sell much that isn’t 70cl pricemarked or reduced in High Commissioner some way. This can make Scotch Whisky £13.77 £15.79 – – £10.99 £14.49 – margins tight – they can 70cl be 30% or above when pricing normally, but can Bell’s Whisky 35cl £8.89 £8.89 £8.89 £8.89 £5.29 £10.19 £10.75 be squeezed to less than 20% on promotion.

Average selling prices and best-selling products rankings are sourced by EDFM Ltd from EPoS data from over 3,500 independent retailers throughout the UK. The prices given on this page are the prices at point of purchase. RRPs are sourced from Booker and are correct at time of going to print. Retail Newsagent 17 June 2016 19

Toby Hill [email protected] 020 7689 0600

RETAILER RETAILER 3 4 THE NAME PARESH VYAS NAME ANISH KESHWARA STORE Premier Vyas Food Store STORE Nisa Local ENTREPRENEURS LOCATION Manchester LOCATION Whittlesey, Peteborough SIZE 1,000sq ft SIZE 2,700sq ft The world’s best business brains and TYPE neighbourhood TYPE neighbourhood store what you can learn from them We ofer a free 2l bottle of We’ve seen a 25% uplift in spirit drink with the 70cl spirits, any- sales over the last few weeks thing up to the value of £2. since we tidied up our display. I find that Tesco and the big It’s not as big a category as it boys are all fighting over the 1l was – departments like chilled spirits at £15.99, so I generally and fresh have become more don’t stock 1l bottles. I find this so – but it’s still a key driver is an efective way to take them of footfall. For example, Jack on – it definitely makes a big Daniel’s 70cl is pricemarked at diference to sales. Customers £19.99, but we can still make always go for the promotions some money if we lower the on spirits, although they won’t price to £17.50. We’ve had that go for the really cheap stuf. We ofer on for three months and had to delist Chekov Vodka, for it’s become a known deal, example, because nobody had bringing people back to the heard of it. store. DAVID ROSS merger between Carphone Route to the top Warehouse and Dixons, David Ross discovered his which produced Dixons Car- drive to succeed in business phone, listed on the FTSE100 while working on a building Index. site in Algeria. He’d been sent there by his father, son of a legendary figure in the Key achievements Grimsby fishing industry, l Carphone Warehouse was on a trip intended to teach so self-sufcient that by the the young, privileged Ross to point it was floated on the work for himself. It worked: a stock exchange for the first RETAILER few years later, he co-founded time, it had never borrowed Carphone Warehouse with any money – Dunstone and his school friend Charles Ross, along with a third 5 Dunstone, using an initial party still held 100% owner- NAME VINEET PATEL investment of just £6,000. ship of the retailer. STORE Wady & Bret Londis Ross took on the role of l Ross’s success with Car- LOCATION Charing, Kent finance director and focused phone Warehouse led other SIZE 1,000sq ft on the development of the companies to call on his TYPE village store firm’s high street retail foot- expertise, and he spent time Vodka and whisky are our two print. Four years later, the advising National Express, steadiest sellers, and after that business had 20 stores, and it Trinity Mirror, Big Yellow it’s probably brandy. We have expanded rapidly from there. Storage and Frontiers Capital. regulars who buy Smirnof, and Though he left in 2008, Ross l In the 2015 Sunday Times they’re going for the brand and remained a major share- Rich List David Ross was have some attachment to it as a holder and in 2014 was one of declared Grimsby’s first bil- good quality vodka. Then there the leading investors in the lionaire. are other regulars who are more price conscious and will go for our own label vodka. Other Lessons for your store products like gin, Malibu, 1 Look for products with future potential – Ross Pimm’s and Captain Morgan’s and Dunstone entered the mobile phone market are all more hit and miss and when they were still bulky. weather dependent – when the 2 Find the best staff to work with – the two men sun is shining we see an uplift were old school friends whose success was due in sales of all those products. to their combined business acumen. 3 Continue to pursue your personal interests – Ross has been on the board of Wembley Stadium and the Commonwealth Games, and the consortium that saved Leicester City from receivership. 20 » 17 June 2016 Retail Newsagent THIS WEEK IN MAGAZINES Pages 41-45

ow do you get your convenience which can retail for around £70 for a one store to stand out in a crowded litre bottle online, but we sell for £24.99 in local market full of competition a 70cl bottle. H from large supermarkets and “There are certain other alcohol discounters? Become a destination for products that Matthew Clark sells at shoppers and do whatever you can to be £9, but we get these discounted and are It’s a diferent is the advice from retailer Mital able to sell them on at lower prices with Patel. good margins. Our prices on average are Having consistently grown sales year around 10% cheaper than the supermar- on year at his Bargain Booze Select Conve- kets.” nience Store in Brentwood, Essex – despite Mital says he makes an average margin his 700sq ft business being surrounded by of between 10% and 15% on his alcohol larger retailers such as Sainsbury’s and range, adding this can go up to around right the Co-op – Mital knows a thing or two 20% on growing categories such as ales. about making the most of every opportu- The store stocks an impressive range of nity presented to him. more than 80 ales, from big name brands He says: “Before we started here five to craft and locally-produced tipples. years ago, the unit used to be an old “Some of our bestsellers are Sierra Threshers. I thought the only thing that Nevada and Doom Bar, but we also work would work here would be an of-licence with local suppliers including the Brent- corker franchise. So we joined Bargain Booze. wood Brewery, which have a number of They invested a lot of money into the award-winning ales. business initially and have supported “It is an emerging market – more people us ever since. We’re now turning over are moving away from lagers and are Surrounded by larger retailers, £17,000 a week, which is really good for a looking to try new things. small store.” “It’s helped us to become a destination Essex retailer Mital Patel decided to Mital says his close relationship with for shoppers. We have customers who will focus his store on value alcohol at Bargain Booze has been invaluable in call us after seeing what we stock on the helping his business to prosper, particu- Bargain Booze website, and we now have prices big chains couldn’t compete larly when it comes to sourcing highly people travelling here from around 20 with. With Bargain Booze’s support, sought-after alcohol products which shop- miles away.” pers can’t find in the multiples. Mital says he also learned a lot through Mital is now turning over an “With the company buying the Mat- Bargain Booze franchise meetings, which thew Clark business, we’re getting a lot take place every six weeks. He says: impressive £17,000 a week. more exclusive products,” says Mital. “For “We can meet other franchisees and see Steven Lambert reports example, Bong Vodka is popular here, what they’re doing well and share good Retail Newsagent 17 June 2016 21 We monitor the supermarkets to see where we can do things differently. We never used to do gift-wrapping but, after getting advice from Bargain Booze, we now do this and get more shoppers buying champagne and wine for special occasions” MITAL PATEL

Mital makes an average margin of around 10% to 15% on his alcohol range and up to 20% on ales practice. Head ofce also invites suppliers “The down to show what’s new and where the market is going. market is “We’ve introduced changes to our store as a result. For instance, we’ve been using constantly new wine planograms since December, and we’ve gone from grouping wine by evolving country of origin to grouping it by grape and we variety, such as putting all the chardon- nays together. Our wine sales have gone need to up by around 15% as a result.” Mital adds that Bargain Booze’s retail evolve portal, Fuse, has also helped him to at- tract more shoppers to his store. with it” “They have all sorts of advice on there – for instance, Bargain Booze has a master of wines who ofers tips on which wine to pair with which food, and we’re passing on this knowledge to customers. We’re also doing gift wrapping for special occa- sions.” Mital says he is now looking to expand and is already on the lookout for new sites. He says: “We’re a family-run business but my mum and dad are looking to retire and the plan is to open a bigger store with me managing staf. VISIT MY SHOP “With the extra room, we’ll look to focus more on convenience and introduce Bargain services like food to go. Booze Select “The market is constantly evolving and Convenience we need to evolve with it.” l 497 Ongar Road, Want to see more of Mital’s store? Brentwood, Go to betterretailing.com/Mital- Essex CM15 9JP Patel 22 17 June 2016 Retail Newsagent ACADEMY IN ACTION

PayPoint’s Joe Pniok talks to Ickleford retailer Jingesh Patel Search about improving his marketing #IAA16 for ideas and Marketing to Customers inspiration Understanding shoppers and telling potential customers what’s on offer in your store to win their business is vital. The IAA’s Nadia Alexandrou joined PayPoint’s regional development manager Joe Pniok and Ickleford retailer Jingesh Patel to help him attract more customers to his store

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“Working with the IAA merchandise and display his store in a way is the 3rd in a series of helps us deliver a fantastic and unique customer that sends the right message to customers. 12 features to show you experience in our store” Julian & Jackie Taylor-Green how retailers are working Taylor-Green Spar, Lindford with our partners to follow the Academy’s advice and grow their sales.

ocated on a main road that leads from Letchworth to Hitchin town centre, Jingesh’s small c-store en- L joys a constant stream of passing trade, most of who are commuters and builders. This location also helps expose his most lucrative point of diference to passers-by: Name Jingesh flowers and plants. “It’s been six years since we purchased Patel the shop and at the same time, we took on the flower business from the previous Store Ickleford Stores owner, which has always provided the biggest share of my profits, along with my Location homemade sandwiches.” Ickleford, Hitchin As well as these two strengths, Jingesh has made a point of striving to cater for Size 900sq ft all his customers’ needs, and always responds to their requests if there’s some- thing missing. Retail Newsagent 17 June 2016 23

IAA ADVICE WHAT WE LEARNED

Joe 1 2 3 says Use your shop front to tell Partner with major Keep an up to date written people what your product supplier on promotions marketing budget and plan offer is Jingesh’s desire to meet all of Jingesh advertises in the Along with the huge array his customers’ needs means church community leaflet of flowers and plants outside all wall space and some floor a few times a year and uses his shop which will attract space holds a variety of stock Facebook to advertise his “It’s been great seeing the enthusiasm passers-by, Jingesh has a – a lot of which is not moving. promotions, particularly last Jingesh has for his store and customers. fruit and vegetable stand in With the store’s space limita- December when he posted pic- He’s done a good job of creating a point front of his window, which tions Joe suggests Jingesh give tures of his discounted Christ- of difference that people will stop for, is mostly covered in signage more room to his fastest-sell- mas trees. Joe praises Jingesh’s but he could drive sales even more by and community notices and ing products including flowers, marketing but believes he communicating more effectively to could look untidy. cards, confectionery and sand- could engage customers better customers. It’s really important that he uses Joe says this busy front- wiches and work with his by planning his marketing and his shop layout and frontage to do this, and age could be of-putting and suppliers to promote them. being more consistent. makes the shop as clear, simple and easy to confusing to customers, and “You need to decide what “It’s important to show navigate as possible.” #IAA16 for by decluttering the windows you want to communicate to customers you’re embedded and completely removing your customers. Having too within the community; this Joe Pniok ideas and the slow-selling fruit stand, many slow-selling products could secure local residents as Regional development manager, PayPoint Jingesh could better commu- crowding your displays can be well as passing trade.” He also nicate his ofer. very damaging for sales.” suggests creating a Twitter ac- Joe praises Jingesh for hav- As well as a standalone count for the store. “Twitter is ing an outdoor sign advertis- display of seeds, children’s good for connecting businesses Jingesh ing his free cash machine, toys and women’s hosieries, and suppliers. You can draw on says which draws in a lot of Jingesh has five diferent types their support to help you mar- customers. But he suggests of mayonnaise, Joe suggests ket your store.” Joe also advises he could attract even more removing entire categories and Jingesh to create a marketing business with a chalkboard reducing the range of some plan. “By creating a budget and sign that advertises his fresh standard lines. He also thinks plan you can easily track what homemade sandwiches and Jingesh could benefit from you’re doing and the results, cofee, particularly during partnering with suppliers to so you know where to invest peak commuting hours. promote his wine range. in future.” “The visit has been really productive. Joe has been helpful and given good feedback, and I have a better idea of what I need to do to grow sales. I realise that merchandising has been one of my biggest problems and this is getting in the way of marketing to my customers. I want to work with suppliers more and hope what I’ve learned today will help me achieve that.” Jingesh Patel Ickleford Stores, Hitchin

Jingesh’s action plan Your action plan

Create a chalkboard sign to communicate fresh Check how your store’s marketing compares on sandwich deals outside the store betterretailing.com/marketing-customers Email [email protected] to find out how you Remove and reduce slow-selling lines, and partner can take part in a future visit from one of our with a wine supplier to better sales partners Create a marketing plan to ensure Facebook is Use the free tools on betterretailing.com/IAA updated regularly and track reports to increase your sales 24 17 June 2016 Retail Newsagent THE RN INTERVIEW ’ve had four armed robberies, shoplifting, staf thefts and even a person die in my shop. II’ve owned my business for 34 years, so I totally understand the life of an independent retailer,” says the NFRN’s new national president Ray Monelle, as he shares his plans for his year at the federation’s helm. This experience of being a store owner, plus his year as vice presi- dent, he says, have been vital prepa- ration that will allow him to help NFRN members through one of the most difcult periods they have ever experienced. “The trade has almost never gone through the amount of changes and challenges that are happening now, with retail crime, EUTPD II, the Na- tional Living Wage, auto-enrolment and difculties with the newstrade,” he says. “Members will go through some difcult times in the next year and we need to help them keep up to speed.” Retail crime is a particular focus for the federation, and Mr Monelle praises his predecessor Ralph Patel and the NFRN for building parlia- mentary links to raise awareness of the issue and the federation’s work to combat it. “We’ve met with all the party leaders and had a lot of parliamentary receptions. We also helped set up the retail crime All-Party Parliamentary Group,” he says, explaining that he too will prioritise the issue through- out his presidency. “I believe a lot of MPs want our involvement. They appreciate hear- ing the story from the shop floor and we’ve seen the information we’ve supplied being quoted in parliament. “With the APPG on crime with former chair Guto Bebb, there’s no doubt the issue is being taken more seriously and it will go up another level the more we get involved. I would like to encourage more of our members to talk with MPs and police commissioners.” Mr Monelle says his own expe- rience of retail crime in his store Ray Monelle – traditional CTN Orchard News in Western-super-Mare – is proof that more needs to be done to help With retail crime, tobacco legislation, ongoing news supply independent retailers. The police issues and a host of other regulatory changes, independent responded quickly to the armed robberies in his store, he explains, retailers need all the support trade organisations can offer. but their reaction to shoplifting was disappointing. Chris Rolfe met one of the men tasked with providing it over “They class smaller theft as a very the next year – the NFRN’s new national president minor problem but a lot of indepen- Retail Newsagent 17 June 2016 25

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

issues – even those that have dogged But while the tobacco market is the industry for decades. one of the most challenging areas, it “Publishers, wholesalers and has also provided an opportunity for retailers all aim to earn a living from Mr Monelle to specialise successfully news print and there is a desire to in his own store. He is keen for the address problems and make it run federation to help other stores create as smoothly as is economically pos- their own points of diference too. sible,” he says. “I’m vocal about the need for inde- Building membership of N3 and pendents to be more specialised and securing more promotions and sup- ofer products that aren’t available in ply control through it for retailers will the big stores. We keep an extended improve independents’ ability to com- range of cigarettes and I do a lot of Ray says his experience of crime, pete with the multiples, he believes. pipe tobacco, cigars and loose tobacco. To this end, Mr Monelle wants I also stock Cuban cigars and custom- legislation and newstrade issues in his to grow N3 membership from 15 to ers know we’re the only place in town store will help during his presidency more than 50 retailers over the next that does them. If you get customers year. He also wants all members to in looking for specialist brands you dents work on tiny margins and operate on a common EPoS system so build a reputation.” don’t even earn the living wage, so the NFRN can source data to use in He believes the federation’s com- every stolen chocolate bar is money negotiations with publishers. mercial arm, NFRN Commercial, has out of their pockets. And a lot of us, Another issue that will dominate an opportunity to help here. As the including myself, live above the shop the NFRN’s agenda in the coming company’s chairman, Mr Monelle so robberies and break-ins aren’t year is tobacco, as EUTPD II rules out- wants members to be ofered more just business theft – they are very per- lawing smaller cigarette and tobacco high-margin products and services sonal. We need to address attitudes packs start to take efect. they would otherwise struggle to to this.” The news- “This, to me, is a bigger issue than access, to help them compete in the Another priority for Mr Monelle’s trade needs plain packaging or any other law increasingly competitive conve- presidency is solving service prob- changes we’ve had,” says Mr Monelle. nience market. lems within the newstrade. attention at “In my shop, more than 60% of tobac- Asked for an example of how Com- Mr Monelle has two large news- co sales are from smaller packs. And mercial has done this already, he rounds and sub-retails to outlets a high level you’ve got to remember that people points to e-cigarettes. including a hospital, where he has to make sure who buy 10-packs come in a few times “This is the big area where Com- personally sold newspapers on wards a week. Their visits could halve when mercial has shown capabilities and for 33 years. His reliance on news- it is treated they’re buying 20s instead. Retailers’ rewards, especially through our papers and magazines and belief in with the footfall could drop dramatically.” relationship with Vivid. E-cigarettes the value of these categories, he says, Mr Monelle is also concerned that is a growing market and retailers can will help him campaign on members’ degree of smaller retailers struggle to keep up to earn higher margins from Commer- behalf. date with or understand law changes cial than elsewhere – 40% or more. “My news bill is more than 40% of urgency it and therefore risk being uncompliant, But it’s an area a lot of members my turnover so it’s a big part of the needs so the NFRN’s role over the next year haven’t fully grasped yet, so I’d like to success of my business. But I’ve ex- is to “explain what is happening in see more taking this opportunity.” perienced most of the issues retailers layman’s terms”, he adds. The federation has plenty of throughout the country have – late business advice, opportunities and deliveries, lack of supply and missing Ray runs his tools to ofer its members, says Mr partworks.” traditional Monelle. But helping them under- Mr Monelle chairs the NFRN’s newsagent stand the NFRN’s ofer and engage news operations committee, and as with his wife with it will require better commu- such was involved with the launch of Andrea nication and a continued drive to re- N3 – the federation’s news group – and structure the organisation’s branches its recent newstrade summit with and districts. wholesalers and publishers, This, plus the challenges of retail where retailers’ service issues crime, news supply and tobacco leg- topped the agenda. islation and many other issues mean “I intend to remain Mr Monelle faces a busy year. But he as chairman while I’m says he’s up for the task. national president,” he “I’m looking forward to being says. “The newstrade president, even though I know, with needs attention at a high my shop to run too, there’ll be times level to make sure it is when I’ll be burning the candle at treated with the degree both ends. But I’ve been afected by of urgency it needs.” all the things we’ve talked about He is confident that and it is getting harder to be an improvements can be independent retailer. That’s why I’m made regarding service up for the challenge.” l 26 17 June 2016 Retail Newsagent SALES SUPPORT Visits from supplier reps can be frustratingly rare, but what support and advice is available when companies do invest in field sales teams? Chris Rolfe joined PepsiCo on the road in Slough to visit four stores and find out Welcome higher sales to your store hile many suppliers have understand trends, perfect ranges disbanded their field and improve the layout and position Five ways to work Central stores teams, others remain of displays. They also highlight and with reps When Victoria first started work- Wconvinced of the value provide PoS for current campaigns, ing with Vikash Patel a year ago, of supporting independent retailers such as Walkers’ Holidays promotion Matt his crisps range had no or old price with face-to-face advice. on its core single and multipacks. Goddard labels, so improving his display and PepsiCo is one firm which believes PepsiCo’s head of field sales Matt Field sales pricing has been her priority. updates on launches and campaigns Goddard invited RN to join him director, PepsiCo New price strips are in place, as and advice on ranging, location and and rep Victoria Richmond-Bowell, is a range of £1 pricemarked packs, display provided by reps will pay who visits 168 stores around High and on her fortnightly visits she has dividends. Wycombe, Slough, Maidenhead Use your reps to given bestsellers up to four facings to At present, its reps are armed with and north Reading, on four store 1 help identify the improve rate of sale. a new guide to the savoury snacks visits in Slough to see this support right range for your store. It would be easy to have hundreds category, designed to help retailers in action. of lines with just one facing in a Right display - uti- store this size, Victoria says, but 2 lise the experience multi-facing cuts time spent on Farnham Road of your reps to clearly lay replenishment. out your fixtures. “Pricemarked packs are easier to Post Office see on the new display and we’ve Victoria visits our second store – on a Right location - had steady sales. They are good for main road connecting to the M4 and 3 work with your reps summer barbecues and with soft Heathrow Airport – every fortnight. on secondary displays to drinks,” says Vikash. Crisps are displayed by the till and she help maximise sales op- Matt adds the store has benefited has worked with owner Hardeep Singh portunities. from Walkers’ new smaller 32-out- to create a tight range of bestsellers, ers, with stock-holding reduced. highlighted by clear pricing. Keep a regular and “Crisps are good sellers here, but there 4 open dialogue with were so many lines on the fixture before,” your rep and share infor- she says. “We phased out some slow- mation with each other. sellers. Now we have two or three facings of the bestsellers. Hardeep says our advice Utilise supplier made sense and his sales have increased.” 5 online rewards and Hardeep serves a mixture of adults category management and children, meaning £1 bags, 50p bags websites such as Walkers and a three for £1 deal on Snaps, Frazzles Counts for More. and Cheetos are popular. With some of these lines sold out, Victoria refills the unit with stock from her car, then runs Hardeep through the Victoria uses PoS Victoria adds PoS to category guide. to attract customers to “In future, I’d like to add a secondary highlight Hardeep’s Raj Rajasansi’s juices display to spread £1 products out and best-selling crisps make them more prominent,” she adds. and smoothies Retail Newsagent 17 June 2016 27

Express News “We’ve spent the past few months developing this shop’s crisps range,” says Victoria as we arrive at our first store – a traditional CTN by Slough station. “The store has been extend- ed and they’ve added a cofee machine. Crisps are now opposite the till, and we’ve segmented them with dividers. Their bestsell- It’s better ers – 50p pricemarked bags on the main display and £1 bags on a secondary site – are now to stock doubled-faced.” On previous visits, Victoria has stripped out products slow sellers to build a stronger core range. “We tell retailers the top 50 products make that sell 87% of sales so it’s better to stock products that sell faster,” she says. faster She checks sales data and stock against records from the previous two visits, adds PoS to promote Walkers’ Holidays promotion, then Walkers rep Victoria talks sales assistant Taz through advice in the Victoria uses sales uses a new category new category guide. data to check guide to help Express “Crisps have sold better from the new display Express News has because people can see them more easily. They News with its ranging, the best range for sell well from the unit in the chiller too, where location and displays people buy them with a sandwich,” says Taz. its customers How will reps support you this summer?

RN asked 5 other suppliers what their reps will focus on over the next few months to help grow retailer sales and improve stores’ category management News UK will communicate the updating them on the The publisher has 40 company’s “sell at RRP latest new products, reps visiting up to or below” advice with promotions and mer- 400 stores around the aim that shoppers chandising tips. With the UK every day and will be assured they the popularity of shar- will spend the com- will continue to get ing occasions rising, ing months providing value for money from they will also focus on display solutions for tobacco products. distribution of block its My Perfect Store chocolate and treat initiative, as well as JTI bags. finding the next 7,000 With time to prepare stores to work with. for EUTPD II, our sales Mondelez Reps also look at force will be ensur- Mondelez reps base Clear price labelling and multi-facing whole stores to help ing retailers maintain their advice on four has made Vikash Patel’s snacks retailers increase total- good availability and principles – category display easier to shop and manage store profits. News UK range for as long as management, mer- will shortly launch a possible, helping them chandising fixtures, new trade website to with best-practice signposting and S D Wines offer online support management of a making the most of Raj Rajasansi’s crisps range was “erratic” alongside assistance £15bn category and shopper missions. when he and Victoria began working to- from reps. key footfall driver. This summer, they gether in his busy newsagents. Imperial They will also continue will update retailers “There were £1 bags and stock everywhere to communicate clear on current marketing but we’ve redone the display,” says Victoria, Tobacco advice through our activity such as the pointing to 50p Walkers bags set out by fla- With the recent intro- Your Guide Through Cadbury chocolate vour under the large counter. duction of EUTPD II, Change initiative. bags offer with Merlin “It’s about having a conversation and ask- Imperial reps are help- Entertainment and ing if a product is selling well. If it has dust ing independent stores Mars Cadbury ‘Wini Eggs’ on it, it isn’t.” understand the impor- Mars reps will be with Paralympics Victoria also advise retailers on soft tance of competitive helping retailers take GB, as well as intro- drinks. In this store, she spots an opportu- tobacco pricing as advantage of sum- ducing new Belvita nity to introduce PepsiCo’s Naked smoothies pricemarked packs be- mer sporting events Soft Bakes Chocolate brand and provide PoS for this and two Tropi- gin to disappear. They such as Euro 2016 by Chip. cana bottles to highlight both brands. l 28 17 June 2016 Retail Newsagent E-CIGARETTES Key stats in a changing market

£164 m The e-cig market is now worth £164m a year 50% The market has grown by 50% over the past two years 62% The top four brands ac- count for 62% of retail sales 15.5% The number of people who had tried an e-cig- arette almost doubled Although e-cigarettes are affected by new EUTPD II regulations, in two years, rising independent stores still have a 50% share of this blossoming market. from 8.9% of the popu- lation in 2012 to 15.5% Toby Hill provides a guide to the category to help you take of the population by full advantage of the sales opportunity it offers 2014 50% Don’t let EUTPD II Independent, symbol, and convenience stores are key channels for e-cigarettes, holding almost a 50% share of damage your sales overall sales

ith the market growing 50% over the last two Legislative changes years – and a substan- tial proportion of this The EUTPD II regulations are being implemented in three phases W Phase 1 20 May Advertising and limited to 10ml Packaging restrictions trade occurring in the convenience sector – e-cigarettes are increasingly 2016 Advertising and promotion restrictions n Cartridge & n Nicotine health warning indispensable for many independent promotion restrictions n E-cigarettes cannot be Clearomiser and dispos- must be included on two retailers. But with the EUTPD II implemented. marketed in newspapers, able content limited to largest surfaces, covering about to impose a raft of regulations magazines, on the radio, 2ml at least 30% of each on a sector with a chaotic range of Phase 2 20 November TV or internet. n Nicotine levels restrict- n Batch number, nicotine manufacturers and products, the 2016 Production of non- n Retailers can still pro- ed to 20mg/ml and dose and ingredients next year is shaping up to be a con- compliant stock must mote in-store, including n All new products list must be clearly dis- fusing period. Here, we embark on cease. window posters and dis- require pre-notifica- played a guided tour through the category, play units. tion to be submitted n Packaging can’t claim considering how it will be afected Phase 3 20 May 2017 to the Medicines and any health benefits or by the new legislation and charting Sale of non-compliant Product restrictions Healthcare products show any healthy images a course through the stormy months stock must cease. n Liquid refill bottles Regulatory Authority. such as fruit. that lie ahead. » OUR SCIENTISTS THINK ABOUT OUR VAP OUR QUALIT Y

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RN page ad.indd 1 09/06/2016 10:15 30 17 June 2016 Retail Newsagent E-CIGARETTES Market trends RETAILERS More regulated How I keep up products Kate to date with this Clark fast-changing EUTPD II will bring in tighter Sean’s News, regulations controlling e-cigarette Worcester category products. While this may seem like unnecessary red tape, leading I’m hesitant about Nainesh e-cigarette manufacturers see it as what types of prod- Shah an opportunity. “We believe that ucts to sell. We have Mayhew Newsagents, the EUTPD legislation presents one other shops in town London of the biggest opportunities for con- which sell all types venience retailers we’ve seen in a and I have customers We have a lot of younger long time,” says Jenni Roberts, vice who’ve gone up there customers who seem very president customer marketing at and got them cheaper, knowledgeable and clued blu. “Tighter regulation will lead to then come back to me up about the market. I’ll higher quality products, increas- because they don’t listen to them, and talk ing consumer confidence.” She also work. Tighter regula- to them about trends and predicts a “likely shift in sales from tion definitely seems a new products. Smokers are keen specialist vape shops and online good idea. to test new flavours into convenience shops.” Carl Pickering Cleaner, capsule- Health benefits Experimental Top Shop News, based tank of switching to younger vapers Lancashire systems e-cigarettes Retailers have noted that I buy the Vivid range and Tanks – an integral part While uncertainty re- the younger generation are the reps are really good of any vaporiser, which mains, a couple of recent the most likely to switch at keeping us up to date stores the e-liquid along- studies have afrmed the from smoking tobacco with new developments. side the mechanism huge public health benefits to e-cigarettes. These I’ll also have a look at the that turns it into vapour of switching from smok- We believe customers have distinc- internet and keep myself – are becoming increas- ing tobacco to e-cigarettes. tive tastes and desires, informed through the ingly popular across Indeed, in April, a Royal that the which it’s worth catering trade press. all types of e-cigarette: College of Physicians study EUTPD for. This is also why brands the tank market has concluded that e-ciga- are investing in the so- John grown by 161% over the rettes should be widely legislation called “third Hanna last year. promoted as a substitute generation Smokemart, for smoking. presents of e-ciga- Brighton rettes” with one of the We can’t stock everything, Duncan Nicocigs biggest brand Vivid but we have to give new McCutcheon also invest- things a go, especially McCutcheon oppor- ing here in Brighton where Newsagents, e-cigarettes have really Newcastle- tunities for taken off and people want Upon-Tyne convenience Nainesh to try the latest varieties. Shah I talk to customers and The health benefits of retailers Mayhew read about new products, e-cigarettes seem to Newsagents, but in the end there’s al- be in our favour and we’ve seen London ways some trial and error the head of the health to see what will sell. authorities recently in a long It’s fairly easy to per- said they are far better time suade smokers from the Kate than smoking. And the younger generation to John Clark new regulations are try e-cigs while older Sean’s News, Hanna going to reduce maxi- smokers stick with cig- Worcester Smokemart, mum nicotine levels. arettes. It’s an experi- Brighton Looking at my custom- mental category. They I read the trade press, in- ers’ buying habits and want to try things out cluding Retail Newsagent. The JTI Logic has cap- how they are chang- and won’t just stick to I also talk to whoever I sules so you don’t have ing, I’ve even seen a brand. I hear people can to learn about it – to to add or mix flavours people buying 0ml or in the shop discussing reps, other retailers at the yourself, which makes 6ml strengths, which which flavours they’ve cash and carry, customers. it much less messy. It’s I never used to, so tried and recommend- It’s about generally keep- starting to sell really there are some people ing others. So I try to ing your eyes open and well. People appreci- using them to give up keep a good range to being interested in what ate the simplicity. altogether. meet that demand. affects your business. » RN page ad.indd 1 01/06/2016 12:14 32 17 June 2016 Retail Newsagent E-CIGARETTES Merchandising tips from two top suppliers How can you ensure the best profits from your e-cigarettes range? JTI and Blu UK provide some display advice

Blu UK 1 Stock two or three brands from Why not organise a tasting the trusted market lead- session to help customers ers get to know your range 2 Make prod- ucts visible in store and use PoS to highlight them Retailers’ action plans 3 Stock a range of vaping products – both liquid Stay up to date with the Partner with sales reps and rechargeable latest developments to run in-store tasting 4 Upsell to consumers with accessories Jeremy sessions 5 Understand the prod- Blackburn John ucts and become an Head of communications, JTI Hanna advisor to your custom- Smokemart, ers. Brighton The technology of e-cigarettes is Suppliers’ advice JTI constantly evolving so retailers can We’ve had a few tasting sessions will keep you up to Visibility is 1 expect to see new product develop- here, for example reps for the new date on EUTPD II key – consid- ment in line with upcoming legisla- E-lite Curv came for a week and er locating e- tive changes. Retailers should try to that made a hell of a diference. diferent pens. I even know some cigarettes on support product launches, as they When you introduce a customer to retailers who are planning to get rid the counter- have been developed in line with something new it can take a while of the cigarette gantry when the new top in a be- market trends to help maximise to explain why they should change rules kick in and put e-cigarettes up spoke unit profit opportunities. from whatever they’re used to. Hav- there instead – they’ve got a much 2 Keep a ing tasting sessions with sales reps better margin than conventional well-stocked Choose a good supplier draws attention to new products and cigarettes. merchandis- Karl takes the pressure of me to explain ing unit to it all myself. Prepare for legislative encourage repeat visits Pickering from local customers Top Shop News, Display e-cig products changes 3 Maintain a clear and Lancashire Jenni tidy e-cigarette display prominently Roberts 4 Take time to under- We had a problem with our previ- Duncan Blu UK stand what’s happening ous supplier, Totally Wicked, who McCutcheon in the e-cigarette cat- insisted we sell at least £2,000 of McCutcheon Newsagent, Retailers will need to counter egory products a month. We’re a small Newcastle-Upon-Tyne restrictions on advertising and pro- 5 Ensure staff are able to rural shop, it was never going to hap- motional activity with their own in- educate customers about pen, so they refused to supply us. But The margin is great, there’s little store display – increase visibility and the e-cigarette category now we’re working with Vivid which else as good for retailers like me, so PoS – which will remain legal. They and range stocked in is great. The reps are good and keep we’ll give it a very prominent place will also need to make sure they un- store. us up to date, which is important on our countertop. We use a Perspex derstand what compliant products when products are changing fast and display which holds 12 diferent look like and heavily promote exist- customers often have questions. flavours, and another for all the ing stock to sell-through. l SAVE THE DATE

DECEMBER1

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RN IAA Save the date.indd 1 13/06/2016 11:49 34 17 June 2016 Retail Newsagent PRE-MIX DRINKS The summer opens up a raft of sales opportunities for your drinks range. Here, Toby Hill finds out how you can appeal to five types of pre-mix and cocktail fans Summer sales all ready to go

ccupying their own nook in the alco- hol market, pre-mixed drinks have Groups of female friends had mixed success since their first “Our pre-mix cans sell well, especially Oappearance in convenience stores. when they are on ofer,” says Naden- KEY Retailers in some areas report that they are a dra Singh Jadeja, owner of Waltham vital part of their alcohol selection, and keenly Forest Londis. “Many of the custom- PRODUCT seek out new varieties. Others have stripped ers who buy them are ladies. They Raspberry Mojito back their range to the basics. Here we exam- don’t buy a lot at a time – they buy a Caribbean Twist ine the key customers for sales of pre-mixed Pre-mixes few, when they have friends coming Halewood has launched drinks, outlining where retailers can look to round.’” He points to Gordon’s Gin & a new raspberry mojito boost sales in the category, and what new or are great Tonic with Cucumber as a popular flavour in its summery innovative products they could bring in to product among these customers. Caribbean Twist range. help them do so. for picnics Khuram Pervez, owner of Nisa Loco Along with existing in Newcastle upon Caribbean Twist fla- Summer BBQ and Tyne, has noted a vours, it will be available similar trend – albeit in 70cl bottles, price- in a way slightly at marked at £2.79. “Pre- picnic shoppers odds with the age mix drinks appeal to a Bimal Patel, owner of Londis Ferme range the industry younger, and predomi- Park Road in north London, observes expects. “I find it’s nately female audience that pre-mix drinks sales increase the older genera- who are seek- “when the weather is warm and the tion, mainly female ing a genuine barbecues come out”. customers, who go cocktail experi- It’s an observation shared by other for them,” he says. ence at home,” KEY retailers: “If people are drinking “They’ll often buy says Michelle at home they’d rather buy their them, on a Friday Chadwick, PRODUCT own bottle and mixer,” says or Saturday, with a brand manager Malibu Pineapple Faisal Naseem, owner of small bottle of wine at Halewood Pernod Ricard is get- Party Time of-licence in Ar- to drink before go- Spirits. ting ready for the broath. “But if they’re heading ing out for a meal.” summer season with out they’ll grab pre-mix cans As a result, and a #becausesummer on the way – they’re more of unlike in the case marketing campaign. an on-the-go item.” As a re- of lager, customers As part of this, it is sult, retailers could consider tend to just pick up Summer launching limited displaying pre-mix prod- a couple of cans at a launches edition bottles of ucts prominently on warm, time. Both Khuram include this Malibu Original and sunny days, highlighting and Narendra aim to raspberry Malibu Pineapple, them as an alternative to capitalise on these mojito drink which come with a fruit ciders and flavoured buying habits with Malibu-branded coco- wines that have also small promotions, nut or pineapple cup. become popular such as two cans picnic drinks. for £3. » This summer’s most refreshing drink

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RN page ad.indd 1 27/05/2016 13:01 36 17 June 2016 Retail Newsagent PRE-MIX DRINKS Cautious drinkers KEY PRODUCT – or the opposite Red Square Toffee & Retailer Faisal Naseem notes that Apple Vodka Halewood pre-mix cans are often popular with has launched two new customers who have reasons to flavours in its range of moderate their alcohol intake. “You pre-mix Red Square never quite know what you’re get- vodka range. Sloe & The make- ting when you pour yourself a drink Lemonade and Toffee & straight from a spirit bottle,” he says. Apple are both available your-own “But with pre-mix cans it clearly in 250ml cans. cocktail says the units and strength on the can, so you know exactly what you’re market drinking if you have to drive home.” On the other hand, Natalie Light- has really foot, of Londis Solo Convenience in diversified Baillieston, Glasgow, has noticed people grabbing the cans as part of a heavier drinking session. “They go for them as chasers with beer,” she says, adding that she stocks just Keep cans Smirnof & Cola and Jack Daniel’s & chilled for summer Cola, finding them sufcient to cover her customers’ needs. impulse purchasing Make-at-home cocktails For some retailers, pre-mixed cans have never managed to get a foot- hold in their stores. “We’re in a rural village and our clientele here aren’t interested,” says Ben Patel, from Ramsgate Londis in Kent. “People think of a cocktail like they think of a cup of tea – they want it fresh, they don’t want someone else to make it for them.” Instead, he focuses on people buy- KEY Students ing mixtures of products to make Customers use spirits PRODUCT As retailer Khuram Pervez, whose cocktails with at home. “We sell a they buy from you to make Dragon Soop Blue store stands between Northum- good amount of spirits, and then their own cocktails at home Raspberry This bria and Newcastle universities, lemons and limes and fresh mint, cocktail-in-a-can which knows well, students are always an as well as energy and soft drinks. market has really diversified,” he blends vodka with a caf- important market for alcohol. “Often People will pick them up together, says. “You have things like cheese- feinated energy drink students will put money together to mainly on weekends.” cake shots now, which you don’t get builds on the popularity buy bottles of spirits or big boxes of Still, despite such clear cross-pro- in a pre-mix can. It’s always good to of mixtures such as vod- lager, so the pre-mix cans aren’t the motional opportunities, Ben prefers have a bit of knowledge so you can ka and Red Bull. At 8% biggest alcohol seller with them,” to leave the diferent products in make suggestions to customers.” ABV it’s strong, and with he explains. “But they do go for their own categories on his shelves. an RRP of £2.99 it’s some products – Dragon Soop “You want to keep the spirits in relatively pricey cans have taken of and we their own category, you can’t put KEY for a 500ml can – have a full range of them one next to the other or they don’t PRODUCT but this hasn’t put in now to meet student sell so well,” he says. “These things Absolut Vodka Diageo off Newcastle and demand.” aren’t an impulse buy, people come is launching a new Northumbria uni- in prepared with an idea of what bottle design as versity students. they want. So you need to highlight the summer comes them clearly where they are so in and Brighton people go to the sections to get Pride approaches, what they want – then, once you’ve which “takes the got them moving from one bay to rainbow flag – an Dragon Soop another, you’ve got them exploring icon of diversity – is a hit with the shop, picking up more products and mixes it up.” students on their way round.” The design will be Up in Arbroath, while pre-mixed supported with a sales remain strong, Faisal has also huge marketing noted a growth in home-made cock- campaign. l tails. “The make-your-own cocktail - LET YOUR SALES - BLOSSOM The Nation’s Favourite Wine Brand* No. 1 UK White Wine** No. 1 UK Rose Wine**

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RN page ad.indd 1 03/06/2016 16:27 38 17 June 2016 Retail Newsagent

RETAIL NEWSAGENT RECOMMENDS

Google tastes the rainbow The US send us nuts A cat’s Dreamies come true Wrigley is giving shoppers the chance Kraft Heinz is bringing US nut brand Mars Petcare has launched a limited to win £5 Google Play credit in a Planters to the UK next month, including edition Snacky Mouse toy for cats which competition running on Skittles. flavours such as Salted Cashews. comes with a 60g pack of Dreamies treats.

RRP various RRP 99p - £2.79 RRP £3 Outers various Outers 5 - 40 Outers not given Contact 01752 752094 Contact 020 8573 7757 Contact 01664 411111

Hobnob heaven for all Don’t be an Airhead It’s a Vimto R-remix, ribbit United Biscuits has entered the free- Perfetti Van Melle has added Airheads Vimto is launching a multimedia market- from biscuit sector this month with the Sour sweets to its Chupa Chups range ing campaign to grow awareness of its launch of McVitie’s Gluten Free Original this month, available in 50g bags. Vimto Original and Vimto Remix drinks. and Milk Chocolate Hobnobs. RRP £1.69 - £2.19 RRP 60p RRP various Outers not given Outers not given Outers various Contact 0800 138 0813 Contact 01753 442100 Contact 01925 220 122 Retail Newsagent 17 June 2016 39

Juice for a-Stute retailers Chick-en this out! One approves Stute Foods has unveiled a range of pri- Spar is adding two ready-to-cook lines to Dairy Crest is celebrating the Queen’s 90th cemarked packs for its 1.5l juice cartons. its own label range this month – Roast in birthday with a new Best of British pack the Bag Whole British Chicken and British design running on Country Life butter. RRP £1.29 - £1.79 Chicken Boneless Thigh Fillets. Outers not given RRP £3 - £5 RRP various Contact 0117 923 8823 Outers 8 - 12 Outers various Contact 0208 426 3690 Contact 08457 811 118

Apple of my eye at 50 Mmmm... melty... Seeing double? Coca-Cola European Partners has teamed Cathedral City cheese is being promoted Nestlé has launched a two for £1 ofer on up with singer Sophie Ellis-Bextor for with a new marketing campaign its core chocolate and sugar confectionery a promotional campaign celebrating featuring the tagline ‘Love Cheese, products, including KitKat 4 Finger. Appletiser’s 50th anniversary. Welcome to the Club’. RRP various RRP various RRP various Outers various Outers various Outers various Contact 08457 227222 Contact 08457 811 118 Contact 01904 604 604 12 October 2016 Twickenham Stadium London

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RN LSS full page without news uk.indd 1 13/06/2016 11:23 Retail Newsagent 17 June 2016 41

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

Round up

NADIA ALEXANDROU Magazines reporter SERVE UP TOP SUMMER SALES With £2.6m in sales revenue expected in the puz- zle category this summer through the indepen- dent and symbol group channel, are you paying attention to your customers’ summer habits? Sport special When I go on holiday, for example. I always stock up on magazines and snacks before I go to the airport to avoid paying for alarmingly-over- priced products. I buy three types of magazines TOUCHDOWN TIME FOR – firstly, the stimulating and engaging sort – like the Economist or Private Eye, then some creative titles – colouring in and codebreaker magazines are my favourites. And finally, the not-so stimu- UK-BASED NFL FANS lating, most likely one with a really fat celebrity on the front. American football is the fastest-growing sport in the UK and this I normally get them at my nearest c-store, 100-page guide gives facts, figures and analysis of all 32 NFL teams which I choose because it also has amazing cap- puccinos. And that’s where there’s an opportunity NEWSQUES – owner of Boxing News – for retailers. is producing Touchdown, a 100-page Puzzle magazines in particular always soar American National Football League (NFL) in the summer, largely thanks to the UK’s love of travel and holidays. Puzzle titles generated guide, which analyses all 32 NFL teams O NE OT specifically for the UK fan base. The SH £8,743,702 worth of retail sales value last summer. And with 30% of sales going through indepen- target market is sports fans of all ages. TOUCHDOWN The title will feature a 2016 season pre- dents and symbol groups that means there’s a On sale 23 June £2.6m opportunity through this channel for June, view, star player interviews, a breakdown Frequency one shot of the game’s history and UK expansion, July and August. Price £6.99 Puzzle publishers also go all out for summer the rules, and the diferent positions. Distributor Seymour The print run is 7,000 and it is estimated with covermounts and promotions that span the Display with Four Four whole period to attract as many customers as pos- to deliver £30,000 in retail sales value. Two, World Soccer, American football is the fastest-growing When Saturday Comes sible. Puzzler Media, for example, is ofering Na- sport in the UK, according to Seymour. tional Trust passes and picnic hampers in 18 of its titles in July. Having a clear and attractive display, with these promoted titles in plain view will help you get a bigger share of that £2.6m. Serving really good cofee and tasty snacks is also a plus.

STARTER PACK: £2.99RRP

OFFICIAL LICENSED PACKETS: 50pRRP STICKER COLLECTION ON SALE NOW Includes: @OfficialPanini The UEFA and EURO 2016 words, the UEFA EURO 2016 Logo and Mascot and the UEFA EURO Trophy are protected by ALBUM trademarks and/or copyright of UEFA. All rights reserved. +31 stickers! #GotGotNeed 42 17 June 2016 Retail Newsagent THIS WEEK IN MAGAZINES

S WOMAN’S WEEKLY PECI AL LIVING SERIES On sale 16 June Frequency monthly This issue from Woman’s Weekly Living Series is Price £1.99 dedicated to the summer and contains features and Distributor Marketforce activities on how readers can enjoy the season. These Display with Woman’s include nine fiction stories, 15 pages of family activ- Weekly, Woman’s Own, ity ideas to keep children entertained, four pages of Woman puzzles and six strawberry-based recipes. There is also a guide to flattering swimsuit options.

F R T LOVE TO KNIT & CROCHET EE GIF A recently-launched title from Time Inc. UK’s The On sale 24 June Craft Network, this issue comes with a knot necklace Frequency Monthly and charm kit containing two colours of yarn, a key Price £5.99 charm and a pair of double-ended needles. Love to Distributor Marketforce Knit & Crochet is filled with projects for knitting and Display with Love to Make, crocheting enthusiasts of all levels. There are also Knitting & Crochet, Simply features on summery tie tops, bag patterns suited Knitting to the summer festival season, and how readers can decorate their homes with their own needlework.

O Bestsellers N T FORD SUMMER FESTIVAL E SHO Women’s weeklies Ford Summer Festival is the souvenir guide to a new On sale 17 June Title On sale In event of the same name, which is taking place at Frequency one shot date stock Brighton Racecourse on 16 and 17 July. The festival is Price £5.00 Distributor Seymour 1 Take a Break 23.06 a celebration of Ford cars and will include an indoor bar, competitions, car displays, family camping, an Display with Classic Ford, Woman’s Weekly 22.06 2 entertainment stage and a Ford Run race. No mul- Fast Ford, Retro Ford 3 People’s Friend 22.06 tiple has been ofered this magazine, which will be 4 Chat 23.06 on sale solely in independents.

5 Closer 21.06 S PECI AL 6 That’s Life 23.06 OLIVE MAGAZINE On sale 17 June 7 Heat 21.06 The July issue of Olive magazine includes a guide to the best places to eat in Europe, as well as recipes Frequency monthly 8 Bella 21.06 for a vegetarian barbecue, and where to buy the best Price £4.25 9 My Weekly 21.06 meat. This issue of Olive is expected to generate Distributor Frontline £40,200 in retail sales value. According to Immedi- Display with BBC Good 10 Woman 21.06 Food, Jamie, Delicious ate, the cookery and kitchen sub-category is thriving Magazine 11 New 21.06 so retailers should position Olive at the front of the 12 Woman’s Own 21.06 fixture to maximise visibility. 13 Real People 16.06

21.06 F 14 Grazia MAKING JEWELLERY R T EE GIF 15 Best 21.06 The summer issue includes beads which readers On sale 23 June 16 Pick Me Up 23.06 can use to make the projects inside the magazine. This issue is the second to feature the title’s redesign, Frequency monthly 17 Reveal 23.06 which includes a bold front cover designed to make it Price £4.99 Distributor Seymour 18 National Enquirer 14.06 stand out even more. It now also includes 85 projects Display with Crafts 19 OK! 21.06 and ideas following its redesign. Making Jewellery is Beautiful, Bead & the UK’s best-selling jewellery magazine according to Jewellery, Papercraft 20 Love It 23.06 publisher The GMC Group. Inspirations Data from independent stores supplied by

TAKE A PUZZLE CELEBRATES EXTRA PRIZES 25 YEARS AS THE UK’S AD SUPPORT IN NATIONAL NEWSPAPERS PLEASE DISPLAY BEST-SELLING PRIZE PROMINENTLY PUZZLE MAGAZINE

RN-StripAd-16June16.indd 1 08/06/2016 16:02 Retail Newsagent 17 June 2016 43

O N T RAF SALUTE: A CENTURY E SHO Industry OF WARFARE On sale 16 June viewpoint Frequency one shot Ofcially endorsed by the Royal Air Force, this Price £5.99 100-page souvenir publication marks the 80th Elisa Mendez Distributor Seymour UK circulation & trade marketing anniversary of the formation of RAF Fighter Com- Display with Flypast, manager , Puzzler Media mand and the RAF’s commitment to the defence Aeroplane Monthly, of Great Britain. RAF Salute will have a print run Aviation News of 23,000, and will target 25- to 60-year-olds.

GRAZIA S o what are the biggest trends in the PECI AL For this issue, Grazia has teamed up with Face- puzzle magazines market? Mixed book to produce a real-time interactive issue. The On sale 21 June format titles are big sellers at the editorial team has been based at Facebook UK’s Frequency weekly moment due to their variety, which head ofce producing the issue, which readers Price £2 is now the biggest puzzle genre with can help shape as well as edit through Facebook Distributor Frontline aS 29% share of the puzzle market. interaction. They also had the opportunity to Display with Closer, Heat, There’s also a significant trend for puzzles New attend and watch exclusive events throughout that remind us of our old childhood activities, the week. In anticipation of a significant sales meaning dot-to-dots and spot the diferences increase, Frontline is printing 40% more copies. are back in fashion. With the long school holidays coming up re- tailers should be doing what they can to take F R T PEPPA PIG EE GIF advantage of the puzzle magazine sales peak Issue 213 of Peppa Pig magazine comes with a On sale 16 June for this season. ladybird magnifying glass and creepy-crawlies Frequency Fortnightly It’s therefore essential to stock puzzle stickers. This issue has a boating theme, which Price £2.25 magazines to amuse the kids, because these features Peppa Pig character Captain Daddy Dog. Distributor Comag will be popular purchases for parents during Readers can hold a paper boat race by following Display with Fun to Learn the holidays. Display is also key for encour- cut-out card activities inside the issue and also Peppa Pig, Thomas and aging sales and achieving the best possible have the chance to win a family break to Peppa Friends, BBC Showcase return. Pig World in Paulton’s Park. There’s also a template The ideal posi- to make a Peppa Pig sailor’s hat. tion for puzzle titles is near Top P R E women’s F G R T I SFX E IF CE A N tip E G CH weeklies Ensure the market- SFX will be a premium priced issue at £5.99 - and TV On sale 22 June leading title in each genre usually £4.90 – which will come polybagged guides as Frequency monthly is well stocked and also with a free quiz book. Features also include Price £5.99 there is a celebration of Sir Terry Pratchett’s life, Star a strong the number two, three Distributor Seymour and four sellers. Trek news and a review of Ghostbusters 3, Display with Doctor Who, cross-over which will be released on 11 July. There’s also Fortean Times, Sci-Fi Now purchase. a review of Independence Day: Resurgence, Consumers will which is out on 23 June. Seymour expects a buy more than one strong uplift in sales for this issue. magazine during the

S U T summer months so it’s vital to appeal to a P N PLEME wide audience. TAKE A PUZZLE On sale 23 June They will be looking for value for money, so The Take a Break ofshoot is marking its 25th an- Frequency monthly those carrying big competitions and free pens niversary on the shelves with its next issue. It is Price £2.20 or pencils should be given prominence. celebrating the milestone with a host of silver- Distributor Frontline The puzzle sector is a complex category so themed prizes and ofers. In total, there’s £25,000 Display with Crossword it’s essential for retailers to establish which worth of goodies up for grabs for its readers, who it Collect, Puzzler puzzle magazines sell well and respond by says have kept the magazine at the top of the prize Collection, Take A Break ofering a wide breadth of products. Ensure puzzle-themed market since its launch in 1991. Take a Crossword all genres are represented – puzzle fans know what they want.

COMING UP IN NEXT WEEK’S RETAIL NEWSAGENT WANDA WINCHESTER SHOWS RN AROUND BLAKEMORE’S NEW BMORELOCAL FASCIA Plus, how to maintain the right tobacco range while the industry prepares for plain RETAIL NEWSAGENT packaging, and stock the puzzle magazines your customers want this summer NEWS ● CONVENIENCE ● PROFIT 44 17 June 2016 Retail Newsagent THIS WEEK IN MAGAZINES

Partworks Collectables

Title No Pts £ Topps Panini

DeAgostini Disney Frozen Shopkins Abatons Paw Patrol Build the Ford Mustang 23 100 8.99 Friendship Cards £4.99 Humans Stickers Activity Cards Build the Millennium Falcon 77 100 8.99 Stickers £1.00 Starter £5.99 Starter £2.99 Starter £4.99 Stickers £1.25 Stickers £0.50 Cake Decorating Relaunch 72 169 2.99 Cards £1.00 Dinosaurs & Friends 69 80 5.99 Jazz at 33 and third RPM 12 70 14.99 Simply Stylish Knitting 25 90 3.99 Star Wars Disney Tsum Star Wars Helmets Coll’n 13 60 9.99 Force Attax Captain Tsum Stickers Zippo Collection 23 60 19.99 Force Attax Starter £4.99 America: Civil Extra Cards £1.00 War Stickers Starter £2.99 Stickers £0.50 Eaglemoss Starter £3.99 Starter £2.99 Cards £1.00 Cards £0.50 3D Create & Print 74 90 6.99 Build A Solar System 43 104 6.99 Star Wars DC Comics Graphic Novel 22 60 9.99 Stickers Disney Cakes & Sweets 145 160 4.50 Starter £2.99 World of Doctor Who Figurines 74 74 7.99 Hero Attax Stickers £0.50 Official UEFA Batman Marvel Chess Collection 75 96 8.99 Starter £4.99 Euro 2016 Starter £2.99 Marvel Fact Files 170 200 3.50 Stickers £1.00 Adrenalyn XL Cards £0.50 Military Watches 62 80 9.99 Star Wars Starter £4.99 Star Trek Ships 75 78 10.99 Stickers Part 2 Cards £1.00 Starter £2.99 Hachette Match Attax Stickers £0.50 Zootropolis Starter £2.99 Art of Crochet 42 120 2.99 2015/16 Starter £3.99 Cards £0.50 Art of Knitting 73 90 2.99 Cards £1.00 Official UEFA Art Therapy 65 100 2.99 Euro 2016 UEFA Build the Mallard 94 130 7.99 Sticker Champions Collection Build the U96 94 150 5.99 League Starter £2.99 Lion Guard Classic Pocketwatches 100 100 8.99 Official Sticker Sticker Dr Who Complete History 21 80 9.99 Collection Stickers £0.50 Match Attax Collection Judge Dredd Mega Collection 73 80 9.99 Starter £2.00 Extra 16 Starter £2.99 Marvel’s Mightiest Heroes 65 60 9.99 Stickers £0.50 Starter £3.99 Stickers £0.50 My 3D Globe 75 100 5.99 Cards £1.00 England Trading Card

RBA Collectables Collection WWE Slam Amazing Dinosaur Discovery 68 80 5.99 Attax Then, Starter £4.99 My Zoo Animals 41 60 5.99 Merlin Official Now, Forever Cards £1.00 Precious Rocks, Gems & Minerals 73 100 5.99 Premier Starter £4.99 Real Life Bugs & Insects 91 97 5.99 League Sticker Cards £1.00 Collection

Starter £2.50 Cards £0.50 Frozen Sticker Collection WWE Starter £2.99 Collectables Stickers £2.99 Stickers £0.50 Shopkins Cards £0.50 DeAgostini Starter £2.99 Stickers £0.50 Magiki Mermaids 2.50

Frogs & Co 1.99

Magic Box Zomlings Series 4 0.50 Star Monsters 1.00 Retail Newsagent 17 June 2016 45

Newspaper terms

Daily newspapers Margins/pence Saturday newspapers Margins/pence Sunday newspapers Margins/pence Sun 50p 11.15p Sun 70p 14.98p Sun £1.00 21p Mirror 65p 14.5p Mirror £1.00 21.00p Sunday Mirror £1.40 29.40p Mirror (Scotland) 70p 15.61p Mirror (Scotland) £1.00 21.00p People £1.40 29.40p Daily Record 65p 14.30p Daily Record 90p 19.80p Star Sunday 50p 11.05p Daily Star 20p 4.84p Daily Star 30p 7.25p Sunday Sport £1.00 24.3p Daily Mail 65p 14.50p Daily Mail 90p 19.26p Mail On Sunday £1.60 33.60p Express 55p 13.31p Express 45p 9.65p Sunday Mail £1.70 35.70p Express (Scotland) 30p 7.26p Express (Scotland) 45p 10.13p Sunday Telegraph £2.00 45.50p Telegraph £1.40 32.62p Telegraph £2.00 48.00p Sunday Times £2.50 52.50p Times £1.40 30.10p Times £1.50 35.25p Observer £3.00 73.50p FT £2.70 54p FT £3.50 79.10p Scotland on Sunday £1.70 39.95p Guardian £2.00 44.0p Guardian £2.90 63.80p Racing Post £2.60 61.00p i 40p 10p i Saturday 50p 12.5p Sunday Herald (Scotland) £1.70 35.70p i (N. Ireland) 50p 12.5p i (N. Ireland) 60p 15p Sunday Express £1.40 29.65p Racing Post £2.30 54.0p Racing Post £2.60 61.00p Sunday Post £1.60 33.60p Herald (Scotland) £1.30 29.90p Herald (Scotland) £1.70 39.10p Scotsman £1.50 33.75p Scotsman £1.95 43.88p Sunday newspapers Margins/percentage Sun £1.00 21.00% Daily newspapers Margins/percentage Saturday newspapers Margins/percentage Sunday Mirror £1.40 21.00% Sun 50p 22.30% Sun 70p 21.40% People £1.40 21.00% Mirror 65p 22.30% Mirror £1.00 21.00% Star Sunday £1.00 22.10% Mirror (Scotland) 70p 22.30% Mirror (Scotland) £1.00 21.00% Sunday Sport £1.00 24.30% Daily Record 65p 22.00% Daily Record 90p 22.00% Mail On Sunday £1.60 21.00% Daily Star 40p 24.20% Daily Star 30p 24.17% Sunday Mail £1.70 21.00% Daily Mail 65p 22.308% Daily Mail 90p 21.40% Sunday Telegraph £2.00 22.75% Express 55p 24.20% Express 45p 21.44% Sunday Times £2.50 21.00% Express (Scotland) 30p 24.20% Express (Scotland) 45p 22.50% Observer £3.00 22.00% Telegraph £1.40 23.30% Telegraph £2.00 24.00% Scotland on Sunday £2.15 23.00% Times £1.40 21.50% Times £1.50 23.50% Racing Post £2.60 23.46% FT £2.70 20.00% FT £3.50 22.60% Sunday Herald (Scotland) £1.70 21.00% Guardian £2.00 22.00% Guardian £2.90 22.00% Sunday Express £1.40 21.18% i 40p 25.00% i Saturday 50p 25.00% Sunday Post £1.60 21.00% i (N. Ireland) 50p 25.00% i (N. Ireland) 60p 25.00% Racing Post £2.30 23.48% Racing Post £2.60 23.46% Herald (Scotland) £1.30 23.00% Herald (Scotland) £1.70 23.00% Scotsman £1.50 22.50% Scotsman £1.95 22.50%

Newspapers

Scale of third-party advertising insert payments Weight Watchers 11-12 June Insert Original Mail Mirror News Express Guardian Telegraph Independent Total Supplements Ad inserts Number of Heaviest weight scheme UK weight weight weight Inserts ad insert Cumulative? no yes no no no no no no Telegraph 1,295g 945g 65g 2 55g 0-69g n/a n/a n/a n/a n/a n/a n/a n/a Sunday Times 975g 640g 20g 3 10g 70-100g 1.5p 2.5p 2.57p 2.7p 2.15p 2.75p 2.65p 2.49p Mail on Sunday 855g 485g 40g 2 35g 101-200g 2p 3p 3.36p 3.3p 2.75p 3.35p 3.30p 2.77p Guardian 760g 260g 20g 2 15g 201-300g 4p 5p 6.09p 5.5p 5p 5.75p 5.66p 5.32p Sunday Telegraph 745g 410g 65g 3 45g 301-400g 5p 7p 7.43p 6.7p 6p 7p 6.38p 6.65p 401-500g * 7.5p * * * * * * Times 710g 405g 10g 1 10g Over 500g * 8p * * * * * * Mail 635g 225g 95g 4 45g * By negotiation FT 585g 225g 0g 0 0g Insertion payment guide Per copy sold Guardian Newspapers =2p. News UK =2p. Associated Newspapers =2p. Express Newspapers =2p. Telegraph Group =2p. Per copy supplied Independent News & Media =2p. Financial Times =2p. Mirror Group Newspapers =2p To advertise in the Retail Newsagent classified section call 020 7689 3366 or email [email protected] CLASSIFIED (Please mention Retail Newsagent when replying to the advertisements)

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Back in the day Sponsor attack puts cricket AROUND WITH THE coach on a sticky wicket ROUNDSMAN 100 Yorkshire cricket In the interview, with Blanche YEARS AGO club may soon Gillespie also said of 17 June 1916 become a meat the dairy market: “I Fairbrother Thousands of married men and dairy-free think it’s disgust- throughout the length and zone if coach Jason ing and wrong on so Some of my customers are absolute stars when breadth of the land are await- Gillespie has any- many levels. it comes to an appropriate comment about ing their call to the colours, thing to do with it. “I’ll have it out with something. every one of which will be The former Australian fast people, I don’t care. There’s Take Peter Wright – I arrived at his farm just interested in the new book bowler, a devout vegan, is nothing wrong with stand- as he was going to breakfast and he thought which Messrs. Gale and Polden causing a headache for the ing up for what you believe my timing was good. have just issued, “The Soldier’s team’s board members with in.” He has The Sun every day and this particu- Guide to Obtaining State As- recent comments about one The comments may have lar morning, Tuesday 7 June, was the day the sistance”. of its main sponsors, Wens- left Wensleydale Creamery a leydale Creamery. bit cheesed of, with a spokes- photo of the England football team on the The outspoken Gillespie told man for the sponsor saying: aircraft steps was printed. the Yorkshire Post he hopes “That’s a very bold statement He took one look at them in their posh suits that “one day the dairy indus- and I need to understand a bit and came out with the words “Just look at 50 them, what use are they? They might as well try can be shut down” – just more about what he’s actually YEARS AGO months after Wensleydale trying to say here.” be wearing boiler suits.” You just know that we 18 June 1966 Creamery signed a new two- Let’s hope they can sort out will be the ones to sufer with late deliveries Small shopkeepers are advised year sponsorship deal with their diferences before the because of it. to join together to survive com- the Headingley side. deal goes sour. I arrived at Mr & Mrs Greenhowe’s house at petition from large groups in High Ofey on Thursday 9 June to find a police the “Joint Action in Retailing” forensics van there. report. The British Productivity Pilfering pensioners’ spree It was a case of burglary as the big shed at Council has been investigating the bottom of the garden had been broken methods taken by small grocers A WH Smith store in Scot- lifters who have been ap- into and a number of expensive tools had to keep their customers against land claims it has lost £6,000 prehended and end up sitting been stolen, including a practically new lawn increasing competition from worth of magazines in a in front of me are in their 60s mower. supermarkets. year due to a sharp rise in and 70s,” he said. This is the third time in a few months that shoplifting – from pilfering “The biggest problem is this has happened to them, but what these pensioners. that we can’t always catch people, whoever they are, failed to notice in the Gary Torrance, manager them in the act. But we’ve got dark was that CCTV had been installed and 25 of the store in the Thistles a lot of regulars on our CCTV has captured the whole thing on film. So the YEARS AGO Shopping Centre in Stirling, system and I’m compiling police have now got first class images of three 22 June 1991 said light-fingered OAPs are a folder of some of these shop- burglars and their car and they know exactly It now seems unlikely that stealing more than £100 lifters who have been doing it what time it all took place. top-selling crisp flavours like worth of magazines from the for more than two years.” I have since found out that three other prop- Prawn Cocktail and Tomato business every week. Stirling inspector Donna erties in the same area have also been targeted. Sauce will be banned from Mr Torrance said he has Bryans said they were due There was a bit of excitement at Norbury British and Irish retailers’ banned a number of the to charge an elderly woman Wharf last weekend. Some people who had shelves in a new European silver-haired perpetrators accused of carrying out eight hired a narrowboat for a holiday brought it Community draft directive. over the past six months, but shoplifting incidents at the back OK, but on the last day they forgot to The European Commission many are returning to the store. switch the shower of. accepted that these crisp fla- store to nick titles such as Any newsagents operating It overheated and set the boat on fire. Enter vours pose no health risk. Take a Break and Chat. in the Stirling area, you have the fire brigade with lights flashing and sirens “Ninety per cent of shop- been warned. going – that certainly woke Norbury up.