Crafting Cumbria How Paul Stephenson brought specialist spirits to Barrow- in-Furness STORE LOOKBOOK Page 6 »

RETAIL NEWS THAT MATTERS £2.50 05.01.2018

‘Low-value theft will close businesses’ Former cabinet minister attacks police decision to ignore retail theft under £200 Priti Patel calls on government and judiciary to push crime further up agenda Page 5 »

SUPPLY CHAIN TOBACCO P&H loss Wider raises the cigs range BUSINESS DEVELOPMENT bar for lessens Resolutions wholesalers sales fall revealed Smaller companies Vol 129 No 01 Exclusive RN research Food to go, refits and pledge technology FOR TRADE USE ONLY shows winners and 01 evening meals dominate and delivery network losers in EUTPD II 2018 store plans improvements Page 4 era Page 5 Page 4 & 18 » » » 2 5 January 2018 RN CONTENTS Shaping the future NEXT WEEK » ways the healthier of independent retail eating trend will since 1889 change your range 7 this year Page 24

Editor Features editor News editor Chris Rolfe Tom Gockelen-Kozlowski Helena Drakakis @ChrisRolfeRN @TomGK_RN 020 7689 3357 020 7689 3362 020 7689 3361

Reporter Reporter Reporter Jennifer Hardwick Alex Yau Priyanka Jethwa @JenniferH_RN @AlexYau_RN @priyanka_RN 020 7689 3350 020 7689 3358 020 7689 3355

Head of design Production editor Anne-Claire Pickard Obi Jilani 020 7689 3391 020 7689 3373 “The biggest trend that will Editor in chief Account manager Marketing executive Louise Banham Jon Melson Michael Sharp 020 7689 3353 020 7689 3372 020 7689 3356 influence convenience retailing Designer Sales executives Financial controller Emma Langschied Khi Johnson Parin Gohil over the next five years 020 7689 3380 020 7689 3366 020 7689 3375 Production Joe Waxman Finance executive is food to go” coordinator 020 7689 3363 Abi Sylvane Mike Baker, p20 Alex Garton Sales support 0207 689 3383 020 7689 3368 executive Finance administrator Account directors Boris Barzut Anubhuti Shah Will Hoad 020 7689 3382 0207 689 3397 020 7689 3370 Marketing manager Managing director HEADLINES OPINION George McCracken Tom Mulready Nick Shanagher 020 7689 3364 020 7689 3352 07966 530 001 4 BREAKING NEWS 18 YOUR VIEWS Chris Carnevale Food to go and refits top of the list Your letters, views and tweets 020 7689 3389

If you do not receive your copy of RN please contact Michael Sharp 6 STORE LOOKBOOK 19 ADVICE CENTRE on 020 7689 3356 or email [email protected] Paul and Karen Stephenson’s Anish Panchmatia on the best Printed by Southernprint, Poole, on 80gsm Galerie Fine Gloss paper empire in the way to organise your stockroom Distributor Seymour Distribution, 2 East Poultry Avenue, London, EC1A 9PT north west Audit Bureau of Circulations 20 RN INTERVIEW July 2015 to June 2016 average net circulation per issue 13,316 10 NEWS brand director

Annual Subscription Shoppers on a mission set to be Mike Baker’s ambitious UK 1 year £150 Europe £302 top trend in 2018 2018 expansion plans 2 years £237 Rest of world £354 3 years £333 11 NEWS To subscribe contact 020 7689 3384 Lancashire retailer hit by 15 tips for ’s paper chase Newtrade cleaning up 11 Angel Gate, City Road, London EC1V 2SD 12 BRAND SNAPSHOT from the Tel 020 7689 0600 News from nine big brands email [email protected] household RN is published by Newtrade Publishing Limited, which is wholly owned by NFRN Holdings Ltd, which is 14 WHAT’S NEW & laundry wholly owned by the Benefits Fund of the National Federation of Retail Newsagents. RN is editorially independent of the NFRN and opinions, comments and reviews included are not 11 opportunities for your store category necessarily those of the Federation and no warranty for goods or services described is implied. Reproduction or transmission in part or whole of any item from RN may only be undertaken with the in 2018 prior written agreement of the Editor. 16 PRICEWATCH Contributions are welcomed and are included in part or whole at the sole discretion of the editor. Benchmark your premium Page 24 Newtrade accepts no responsibility for submitted material. Every possible care is taken to ensure the accuracy of information. For trade use only spirits prices RN 5 January 2018 3

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

Joga and Aman are just one example of retailers in our sector who have great attitudes and innovate successfully OUR

NORTH WEST ecently, we asked IAA finalists Joga EMPIRE and Aman Uppal what their 2018 Page 6 business resolution was. To use heat Rmapping and data to perfect their layout and make every product earn its place in their Coventry store, they said. The brothers’ plan is ambitious and will Editor help them understand their shoppers and Chris Rolfe maximise sales, not least in a year where the INSIGHT @ChrisRolfeRN sugar tax and minimum alcohol pricing will 020 7689 3362 put a further squeeze on retailers’ profits. 22 2018 RESOLUTIONS What is equally impressive is how their This year’s IAA finalists tell plan fits into the journey they have taken RN what’s in store for their their store on over the past two years. Their story started businesses in 2018 with a £350,000 refit in 2016 that led to an immediate 60% 24 HEALTHIER LIFESTYLES turnover hike and continued last year with the introduc- Will 2018 see healthier tion of Apple and Android Pay, free wifi and Amazon lockers products transform stores’ to improve their customer service and marketing. They then sales mixes? picked up awards for Marketing and Digital Engagement at 26 CATEGORY ADVICE the IAA gala dinner to top the year off. Household cleaning Joga and Aman are just one example of retailers in our and laundry sector who have great attitudes and innovate successfully, despite significant legislative and market challenges. In this 28 THIS WEEK IN MAGAZINES issue, we bring you dozens more resolutions for the year from A new magazine on the other IAA finalists and fantastic retailers. life of David Bowie As I take over as RN’s editor, I’m really excited about shar- ing many more of your ideas and plans. But as this issue shows, RN will also continue to challenge industry leaders We market ourselves as having and politicians to act to protect independent businesses in spirits no one else stocks, so if I the face of threats such as increasing crime levels and com- have Ciroc Vodka, for example, petition. I hold the full range of flavours. But for now my message is simple: happy new year from everyone at RN. Pricewatch Page 16 4 5 January 2018 RN BREAKING NEWS Blakemore Staff jump as tight-lipped a trampoline on sale talk bounces in Staff at a Renfrewshire Wholesaler A.F. Blakemore convenience store were has declined to confirm surprised to find a trampoline the closure of a Midlands wedged between their shop and depot, amid speculation it a bus stop when they arrived for has been sold to Bestway. work on New Year’s Eve. Satveer

Retailers have reported Atwal, who runs Keystore – Johnstone – Keystore Atwal, Satveer CREDIT: PHOTO shelves at the company’s Johnstone’s Facebook and Walsall depot have been Twitter accounts, posted a empty for months. The photo of the wayward apparatus rumour comes following online. It was later collected by Blakemore’s sale of its Pen- its owners. “Customers were rith depot – the company’s looking twice in shock. It was last depot in the North West quite funny but thankfully it – to Bidfood in December. didn’t cause any problems,” One retailer, who did he said. not want to be named, said: “Our service has been increasingly bad for six months. The depot staf Top retailers reveal exciting plans for new year ‘Customers don’t just want a sausage roll’ are great and they’ve been open that it’s shutting down, but managers keep denying it. I would bite your Food to go and refits top hand of for a Bestway de- pot. I want a cash and carry that I can go to regularly – I’d be spending £10,000 with IAA finalists’ wishlists them per week.” A Blakemore spokesper- by Jennifer Hardwick the finalists mentioned of Local Fletton in in Cook ready meals and son said: “A.F. Blakemore [email protected] enhancing their hot food Peterborough, said he is they have sold well. I’ve does not to respond to ofer as a priority for the increasing his food to go also brought in a premium market speculation.” Almost a third of 2017’s year, with many planning sales every day. local ice cream called Independent Achievers to refit or add kitchens or “I used to sell 150 Marshfield Farm which Academy (IAA) finalists bring in full- time chefs. sandwiches a day, now I we can sell for £3.49,” said Card charge plan to enhance or extend Jack Matthews, of sell 300. I do a range for Dave Hiscutt, owner of their food to go ofer this Bradley’s breakfast, too, and I want Westham Road ban warning year, while a fifth want to Location in Quorn, Leices- to create a kitchen in the in Weymouth, who was New rules barring carry out a store refit. tershire, said: “Customers back and start ofering crowned the IAA’s overall retailers from charging RN research into the don’t just want a sausage evening meal solutions,” best shop for 2017. customers to use credit 34 finalists’ strategies for roll or a sandwich, they he said. Meanwhile, Jay Patel, of or debit cards will take 2018 also revealed 18% want something of Premium products on Jay’s Budgens in south- efect from 13 January. want to introduce more chef’s quality in a local finalists’ stocking lists east London, said he has Current EU rules premium products to their convenience store. If you include ready meals, ice installed a nut dispenser prohibit retailers from stores, while 15% want do a great stir-fry for £5, cream and fine wines. and wants to add more charging more than the to improve their food for people will pay for that “Premiumisation is healthy and organic cost of ofering card pay- tonight range. quality.” definitely the route I want products as well as high- ments. The change takes Just under a fifth of Siva Thievanayagan, to take. I started getting quality ready meals. this a step further, oblig- ing retailers to ofer the same price regardless of the means of payment. P&H collapse brings about wholesale rethink A 2017 survey by the ACS found that 13% of Small, independent concentrating on building our customers will be Shop News in Edgware, retailers currently sur- wholesalers are focusing a better delivery network, able to use an automated who shops at Right Price, charge for card payments. on improving their use as well as ofering service to track goods.” said the wholesaler has It will remain legal to of technology and re- competitive prices. Piyush Patel, director been actively main- have a minimum spend vising their delivery He said: “Tracking at Right Price Cash & taining competitive for card transactions or to reach to help retail cus- deliveries and click and Carry, said it will also prices. refuse them entirely. tomers following the collect services might be increasing its use of He said: “After the “If you charge then collapse of Palmer & already be out there, but technology with plans news of P&H broke, Right customers will go else- Harvey (P&H). smaller, independent already in motion to Price told us if we had any where,” said Bimal Patel, Amir Chaudhary, wholesalers are now launch a website and a issues, it would help owner of Ferme Road director at Indus Foods, playing catch up. mobile app. us out. Its delivery service Londis in north London. says its operation is “At the back end of 2018, Kamal Thaker of Stop has been excellent.” RN 5 January 2018 5

Ex-cabinet minister attacks cops and government on theft policies ‘Courts too relaxed’ Health drive gets mixed Retail crime is ‘final straw’ reviews A government campaign designed to encourage for victims, says Priti Patel healthier eating among children has received by Tom Gockelen-Kozlowski Speaking following the the NFRN, urged retailers mouth, were becoming in- mixed views from retailers. [email protected] recent controversy over to contact their local police creasingly “brazen”, aware Public Health Eng- police force decisions not and crime commission- authorities were unlikely land’s (PHE) Change4Life Former cabinet minister to investigate thefts where ers directly to demand to follow up crimes. campaign advises parents Priti Patel has called on goods of less than £200 individual forces push “We had someone who to allow children two the government and the have been stolen, she said: retail crime further up the I caught trying to steal 100-calorie snacks a day. judiciary to take retail “A so-called low value theft agenda. a bottle of wine. When I PHE is working with , crime seriously, warning can have a big impact on She said: “We sell challenged him, he said, Booker and Co-op to pro- that for many victims it is the takings of a small busi- products like tobacco ‘Call the police then’ – they mote the campaign with “the final straw” in closing ness. For some shopkeep- that do not have a high know the police aren’t in-store merchandising. their business. ers being a victim of crime margin. We need to sell a likely to come out for Linda Williams, of Pre- Speaking exclusively to can be the final straw that few just to make £1. Theft things like this,” she said. mier Broadway in Oxgangs, RN, Ms Patel said politi- leads them to close their can threaten our business A spokesman for the told RN a similar campaign cians needed to under- business down.” while also putting our judiciary said: “All judges launched by the Scottish stand the “serious impact Ms Patel also criticised lives in danger too.” deal with each case indi- government in 2004 has on small and independent the courts system for tak- Mrs Sood said criminals vidually. They will make a helped boost sales of zero- traders who do not have ing a “relaxed approach” to targeting her own store, decision based on the facts sugar soft drinks. “Demand deep pockets to absorb retail crime. Premier Falcon Conve- of each case and within was non-existent two years losses”. Linda Sood, president of nience Store in Ports- sentencing guidelines.” ago, but we now sell 100 bottles a week. Merchan- dising has helped and that will be key in England.” Customers get However, Ken Singh, of taste of future Mill Hill Stores in Ponte- fract, said he had doubts. with Roboshop “There’s no demand for An Edinburgh convenience fruit and I’m worried we’ll store spent a week with a robot lose footfall to the nearby Tesco,” he said. PHOTO CREDIT: BBC/RDF/Stuart Wood BBC/RDF/Stuart CREDIT: PHOTO customer service assistant as part of a BBC programme. Margiotta Food & Wine featured in Six Robots and Us with a Co-op plan ‘Shopbot’ created by Heriot-Watt University, designed to engage ‘will hit customers with comments and directions to different products. indie retail’ The Margiotta family named the robot Fabio and said in A retailer has described Co- the programme that the new op’s plan to open 100 stores addition offered “something over the next year as a blow new and exciting” to their to independent retail. customers. The expansion, part of a £160m programme, will add to 2,500 Co-op shops and will see 150 existing stores undergo refurbish- Retailers who offer more tobacco choice are on top ment. Paul Patel, of Dibden Retailers who main- by 13% in December com- with volume falling by less in County Durham, said: Purlieu News in South- tained choice within pared to the same month than 1% for these retailers. “Customer demand helps ampton, said: “It’s a blow their tobacco range have last year. Martin Ward, of Cowpen me choose what to stock. to retailers and there’s a better weathered the There has also been Lane News in Cleveland, “I know many people chance footfall will drop. impact of plain packaging a fall in the range of said: “We have kept 97% who have increased their “Co-op promised to pro- legislation, according to cigarettes sold, with the of the same range, having range in store, but for tect Nisa in its takeover, but research. average number of brands dropped two lines since me, I have people coming the expansion goes against A study of 2,500 retailers sold falling from 40 in 2016 the plain packaging leg- in asking for whatever that.” exclusive to RN, by its to 34 in December 2017. islation was introduced – is the cheapest. People A Co-op spokesman told data partner EDFM, found However, shops ofering the ones we dropped were want the best value for RN the expansion will not volume sales across the greater choice were more the slow sellers.” money so this is what I influence its provisional tobacco range fell overall successful than the others Jason Birks, of Moscis provide.” takeover of Nisa. 6 5 January 2018 RN STORE LOOKBOOK

£3,000 weekly sales from specialist alcohol

pecialist alcohol is a category products such as Kin Vodka onto their often associated with major cities shelves. like London and Manchester, but Creating the demand for specialist Shusband and wife team Paul and alcohol didn’t come easily, however. The Karen Stephenson are proving it can be difculty for the Stephensons lay in trying profitable even in a tucked-away coastal to persuade shoppers on low-incomes to Bringing town such as Barrow-in-Furness. trade up to alcohol costing at least £40 The couple now own and run 16 stores and they had to go beyond simply being around the north west with a combined knowledgeable about the niche products turnover of £20m, but Barrow, and they sold. its store, is where the “The trick has been how Paul and I couple’s retailing lives began a quarter communicate with our customers,” says niche to of a century ago. Keeping the 560sq ft Karen. “These drinks are never going to store profitable and ahead of the curve be big volume products. It’s important is therefore of particular importance – to know about them, where they especially with the threat of a Co-op and come from and how they difer from Post Ofce nearby. the other brands on the shelf, but This challenge led Paul and Karen to this alone doesn’t help drive sales. Barrow visit a gin trade conference 18 months ago Shoppers aren’t going to trade to see if the much-discussed craft spirits up because of how we describe a market could be a winner for them. product. “After the conference we had the idea of “Paul and I, along with our really concentrating on niche alcohol. The six employees, are local and we suppliers there suggested we try stocking know a lot about our shoppers Over the past 25 years Paul more specialist drinks because it’s a because we chat to them on a growing trend,” says Paul. “There was a bit regular basis. We know what and Karen Stephenson have of reluctance at first because the majority their own individual tastes are built a convenience store of customers we get are from working- and we’ll push them towards class families and we weren’t sure they a product which matches their empire across the north would be convinced to buy anything other own preferences for a particular west. Yet it’s their first store, than the standard core products, which product or style. It means we’re more tend to be more afordable.” than just experts because shoppers in Barrow-in-Furness, which Nonetheless, they gave it a try and knows we listen and look out for them brought brands such as Edinburgh Gin, individually.” remains their “baby”. Bathtub Gin, BrewDog craft beer and a By following this strategy, success Alex Yau speaks to them number of successful locally-sourced came quickly. Within months, specialist RN 5 January 2018 7 I use RN to read the store profiles. It’s good to see what other independent retailers are doing and how I can add something similar to my own business PAUL STEPHENSON

£3,000 weekly sales from specialist alcohol

“There is lots of potentialWhat you for cansomeone learn Building relationships with each individual customer has helped the Stephensons become go-to alcohol specialists Convenience products like alcohol, comingcrisps and chocolate into helpthis drive business up the basketwith spend fresh Weekly sales of £3,000ideas” show specialist alcohol can be popular outside of big cities From snacks to groceries; the Stephensons offer more than just alcohol

INFORMATION Location 5 Risedale Road, Barrow-in-Furness, LA13 9QX Staff 8 Weekly turnover £30,000 Size 560sq ft 8 5 January 2018 RN STORE LOOKBOOK

alcohol was contributing an average £3,000 towards a weekly turnover of more than What you £30,000 overall. And this wider success meant Paul can learn and Karen were more than happy to invest in the store as a whole. A £60,000 A £60,000 mini refit has refit in September has helped update updated the shop the 25-year-old store while the couple Paul and Karen have are now perfecting their next niche developed their own retail category: vaping. empire in the past 25 years “We have over 100 diferent flavours of 7 Vaping provides margins e-liquids and we also sell the machines of more than 35% for the for them as well. Margins are good at 35% Stephensons and having expertise here helps again. It’s a difcult area to grasp and knowing your products really helps, whether that’s through staf who have tried the products themselves or speaking to the supplier.” The successful experiment with these two growing categories is now being gradually rolled out across the couple’s other 16 stores. But when it comes to finding the best opportunities and exciting innovations the shoppers of Barrow shouldn’t be surprised if it’s their local store which gets the updates first. “The store in Barrow is our baby and all the success we’ve had since entering retail shows we made the right decision when we opened the doors on this store all those years ago.”

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RNPHI0299_MarlboroTouchUK_Ad_A4_AW1.indd page ad.indd 1 1 20/12/201728/11/2017 11:5110:36 10 5 January 2018 RN NEWS Sugro MD leaves to go it alone Philip Jenkins, managing director at Sugro, is set to leave the company and develop his own consultancy business. Day-to-day duties at the wholesale buying group will remain with financial Charity champions’ total tops £7,500 controller and company Pike’s Newsagents in Porthmadog raised a total of £7,500 for charities in 2017 to celebrate the store’s 115th anniversary. secretary Lesley Clarke, Owners David and Meryl Williams – pictured with staff members Nerys Murray, Helen Prichard and Angie Jones – chose alongside head of trading a different charity every month and paid in £115 themselves to each cause as well as collecting donations, often using Matthew Oxley. customers’ suggestions to decide the recipients. “We collected for our local mountain rescue group and lifeboat station. In a statement, Ross We raised £1,400 for Macmillan Cancer Support in September with a coffee morning which we are going to do every year,” Gourlay, managing said Mrs Williams. director at wholesale business Glencrest and Sugro chairman, said: Store layout and promotions key for top-up customers ‘Smaller, more frequent store visits’ “The directors value the experience and knowledge that Philip has and the contribution he has made Shoppers on a mission set to the group during his 17- year tenure. The board has contracted the strategic advisory services of Philip to be the top trend for 2018 to assist in ensuring the success of the group, by Alex Yau based merchandising. more than 24 smaller top- “They’re spending less and we look forward to [email protected] “The focus will be on up shops per month. – about £5 per visit – but working with his support quality and premium, “Our work with retail- the increased frequency in 2018 and beyond.” Retailers should focus centred on fresh and local ers has found a focus makes up for the decreas- on store layout and produce, and delivered on well-known brands ed spend. promotions as experts through appropriate and popular products “I like to make sure we predict top-up shopping pack formats and sizes across various price have plenty of promotions WhatsApp and convenience shopper with categories, such as points makes the buying front-facing to boost how missions will be key wines, complementing experience simpler for much they buy on each boosts spend trends to capitalise on in occasions.” top-up shoppers.” trip,” he said. A retailer has used the 2018. Procter & Gamble fabric Arnaud Leudjou, of Sarj Patel, of Pasture growing popularity of Accolade Wines cate- care brand manager in Uxbridge, Lane Stores in Sutton instant messaging to help gory, shopper and in- Dan Jalalpour said has noticed shoppers Bonnington, added: “We her draw customers away sights director Andrew range would be key in spending less but in- see the same faces come from nearby competitors Nunney said: “With most appealing to customers creasing their number into the shop four times and increase basket spend. shopping trips being making smaller, but more of weekly visits. “Some a week now. Making Narinder Kaur, of Premier smaller, convenience frequent shopping trips. of our regular shoppers customers aware of Narinder’s Convenience missions will continue to He told RN: “We have come in three times promotions like Fairy Store in Huddersfield, said: grow quickly, something seen the number of rather than once a week Liquid for £1 is key, and “I use WhatsApp to tell that can be maximised by shopping trips rise from like they did three years they spend as much as £10 customers if we have a retailers, use of occasion- one or two per week to ago. per visit.” deal on or ask if they want anything from the depot. This helps bring them to store and increases basket Retailers fear tobacco RRP plan will hit profit spend by £2 on average.” Retailers have warned RN he would lose profits make around £2,000 per ants Newsagents in A recent survey by a scheme by a leading of more than £1,000 per month,” he said. Cobham, Surrey, sells at Carlsberg of 1,677 18- to tobacco manufacturer that month if he did so. He added that the around 3% over RRP. “The 35-year-olds found 49% of requires them to sell at Peter Robinson, who rewards he receives from Ignite scheme rewards are those sampled considered recommended retail price runs four stores in Imperial equal 20% of good, but there’s no point instant messaging to be (RRP) could be detrimental Pembrokeshire in Wales, the value of rewards he sacrificing the bottom just as important as face- to their profit. sells Imperial products at receives from rival firms line. We have to be the net to-face communication. Imperial Tobacco’s a 9% margin, against the JTI and Philip Morris winner,” he said. Carlsberg UK vice Ignite scheme ofers 6% manufacturer’s RRP, International, despite Imperial declined to president of national sales retailers a rebate if they and earns roughly £3,600 Imperial having more comment, but said it Alistair Gaunt said: “The list products at RRP. profit per month. than 50% of the market constantly monitors the way people choose to However, a leading “If I were to sell at a share. market to make sure its communicate is changing.” tobacco retailer has told 6% margin, I would only David Worsfold, of Farr- prices were competitive. RN 5 January 2018 11

Chain applies to overturn newspaper planning rule Park News petition garners 900 names Store gets in holiday Lancashire retailer hit by mood A Norfolk community store supermarket’s paper chase that battled closure last year is hoping to generate by Toby Hill council informing her the a post ofce, which had tant with the closures of extra sales by managing a [email protected] supermarket had applied been closed for two years bank branches and ATMs. holiday cottage in an adja- to have it revoked. before Ms MacAdam and “These are vital com- cent building. A newsagent in Lanca- A petition started by Ms her partner re-opened it munity services that will Itteringham Village shire is fighting for its MacAdam to protest the last June. all be lost if we have to Stores faced eviction before survival after a nearby move has already gained “This newsagent has close.” the council stepped in and supermarket applied 900 signatures. been here for 80 years and Ms MacAdam’s cam- bought the building after to overturn a planning She said: “When I took we’re at the heart of the paign has received sup- a campaign by its owners condition barring it from over this business two community,” she said. port from local residents and local residents. selling newspapers and years ago, I knew how “People come here who as well as Pendle MP In order to do so, the magazines. important that condition don’t see anyone else all Andrew Stephenson, who council also had to buy The condition was put was. day. We’re out at five in has said he is “totally op- the neighbouring prop- in place to protect local “ do loads of the morning delivering posed” to the application. erty, which has now been businesses when Booths promotions on maga- papers so we notice if Ms MacAdam has 21 converted into a holiday opened in the village of zines and newspapers so someone hasn’t picked up days from receipt of the cottage. Barrowford in 2013. if they’re allowed to sell their mail from the day letter to register her op- “We get a budget from However, on 15 Decem- them we won’t survive.” before. position. the council to look after ber, Julie MacAdam, Park News, the only “And people can with- The application will the cottage and provide owner of Park News, remaining newsagent draw cash from the post then be debated at a coun- a welcome hamper filled received a letter from the in the village, also hosts ofce, which is so impor- cil meeting in February. with local produce,” said Alice Ridgeway, a member of the committee that runs Itteringham Village Stores. Refurbishment work has Xmas buffet leads to sales boost finished and the cottage Retailers have been will be available for guests sharing their strategies from this month. for festive success, after one store owner made £800 in two hours by Extra paper opening on Christmas Day for the first time. request left Premier Whitstone Village Stores owner Dan on the shelf Cock (pictured) said he A Llanidloes retailer was sold “high-value items” left frustrated after her re- by extending his hours quest for extra newspapers alongside the store’s ofer. on New Year’s Day was not “We sold a lot of high- fulfilled by Smiths News. value items such as Trudy Davies, of batteries and tobacco as Woosnam & Davies, well as milk and bread,” almost completely sold he said. out of newspapers within The store also provided three hours of opening on a carvery on Christmas Monday. Ms Davies had Eve, cut wastage by placed an advance order for ofering leftover-based that day knowing that she meals on Boxing Day and would gain extra sales over provided a free bufet to through more than 100 the holiday. customers celebrating bags in a day,” he said. “It is frustrating when New Year’s Eve in the He sold 1kg bags at you specifically ask for store’s bar. £1 each, giving a 30% more and it doesn’t hap- Meanwhile, at Parans margin. pen,” she said. Minimarket in Rothwell, Andrew Howell, of Loch A Smiths News spokes- Yorkshire, Ranjit Singh Lomond News, introduced woman said: “Unfortu- found a new market for a pair of advent calendars nately on this occasion ice on Christmas Eve. containing Topps trading Ms Davies’ request was “A few pubs in the cards: Slam Attax and received past the deadline area forget to buy the Match Attax. At RRP they and therefore we were un- essentials so we went provided a 33% margin. able to fulfil the request.” 12 5 January 2018 RN BRAND SNAPSHOT

Creme Egg ads return Peter’s Easter appeal Weetabix van prize Cadbury Creme Egg returned with Mondelez is releasing Peter Rabbit Retailers could win a Ford Transit TV ads from 1 January as Mondelez Easter-themed products across its van in a new competition by buying launched a £4m marketing campaign Cadbury egg range, including Oreo three cases of Weetabix then texting for the brand. Egg ’n’ Spoon and Daim Minis. their details to a hotline.

Natural expansion Hop to it, Freddo… Galaxy adds latte drink Pladis’ Go Ahead Goodness Bar range Mondelez is expanding its Cad- Mars has added a chocolate latte expands this month with a new coconut bury Freddo brand into the biscuit drink to its Galaxy range. The product flavour, made from 100% natural category with Cadbury Freddo Face is available in a 280g tub with a £3 ingredients with no added sugar. Cakes and Cadbury Freddo Biscuit. RRP.

Goalie gifts galore Healthy Snack-a-Jacks San Benedetto for indies Mondelez is launching a new PepsiCo is anticipating continued AG Barr is to make premium soft drink on-pack promotion with Cadbury growth in sales of its new Snack a San Benedetto available to indies. The Fingers – Finders Keepers – ofering Jacks Minis. The smaller 14g format 330ml drink will be available from a range of goalkeeper-themed prizes. is designed to attract impulse buys. February with an 85p RRP. Consumer Promotion

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RN page ad.indd 1 02/01/2018 10:58 14 5 January 2018 RN WHAT’S NEW

Tea Huggers Helt Honey Cuppanut This Great Taste award-winning tea features Anglo-Danish honey brand Helt Honey’s latest Cuppanut’s biodegradable tea bags are filled ginseng, ginkgo and yerba mate from South ofering comes with a hint of peppermint. with real coconut. Three diferent flavours are America, a stimulant with a state similar to The brand produces its artisan honey in small available: coconut, coconut and cranberry, and green tea. batches. coconut ginger and turmeric. RRP £4.50 RRP £8.99 RRP £4.50 Contact [email protected] Contact [email protected] Contact [email protected]

Poetic License Distillery Rubies in the Rubble Hooper’s Poetic License makes speciality gins at its Rubies in the Rubble makes condiments from Hooper’s makes its sparkling alcoholic drink Sunderland distillery. The Old Tom gin features misshapen fruit and vegetables which would by fermenting dandelions and burdock thistle rose petals and hibiscus, and has a long, sweet otherwise be thrown away. Its caramelised roots. It has no artificial colours and is best finish. pink onion relish is recommended for burgers. served over ice. RRP £34.95 RRP £3.50 RRP £2.89 Contact [email protected] Contact [email protected] Contact [email protected] RN 5 January 2018 15

Alex Yau [email protected] 020 7689 3358

Focus Butter cookies

From gifting boxes to smaller snacking bags; butter cookies are available in various formats to suit a range of shopper occasions

Jimini Jimini makes savoury snacks from edible insects. Its salt & vinegar floured crickets are Elsa’s Story Honeyrose Bakery farmed in Europe and cooked in France. RRP £6.00 Elsa’s Story uses traditional home Honeyrose Bakery only uses organic Contact [email protected] baking techniques when making all the stonemilled oats sourced from Scottish cookies in its range. Products include rasp- farms for its cookies. Every biscuit is berry and strawberry filled butter cookies gluten-free, with dairy-free and vegan alongside cappuccino pecan butter. options also available. RRP £4 RRP £3 Contact [email protected] Contact [email protected]

Siva Thievanayagan Nisa Local, Fletton Butter cookies normally do very well during the seasonal months because shoppers like to buy them as gifts. We do a lot of tinned products and those from Belgian Boys McVitie’s sell particularly Belgian Boys specialises in indulgent well Matt and Ben American treats, with moustache- shaped cookies among its product Matt and Ben’s Fudge Cookies have won various range. The products are nut-free and Great Taste Awards and come in several varieties, suitable for vegetarians. including Honey, Vanilla Chocolate and Salted RRP £3 Caramel alongside Cranberry, Port and Orange. Contact [email protected] RRP £4 Contact [email protected] 16 5 January 2018 RN PRICEWATCH Profit checker Premium spirits Price checker

BOMBAY SAPPHIRE DRY GIN 70cl Price distribution % PRODUCT

40% 93% of independents sell this product at or below the £28.39 RRP

35% Absolut Vodka Blue 70cl 30% Courvoisier 3 Star Cognac 70cl 25% Bombay Sapphire Dry Gin 70cl Three Barrels 20% VSOP Brandy 70cl Martell 15% VS Cognac 70cl Ciroc 10% Red Berry Vodka 70cl Tanqueray London Dry Gin 5% 70cl Disaronno 70cl 0% Glenfiddich 12-year-old Malt Whisky

£27.79 £23.39 £23.59 £27.99 £28.79 70cl £22.99 £23.99 £24.95 £24.99 £25.99 £26.49 £26.99 £28.39 £28.45 £28.49 £28.50 £28.99 -£22.99

+£29.00 Ciroc Vodka 70cl Analysis Grey Goose With the cheaper end of the spirits and Ciroc providing 15%-20% margins. many have said their location and Vodka market priced aggressively by the Many are buying in bulk and selling demographic also influences the price- 70cl supermarkets, many independent re- over several months at reduced prices. point. While our Profit Checker table Chivas Regal tailers are concentrating on the more This story is borne out in our Price shows around 20% of retailers selling 12-year-old premium end of the category, with Checker table, with retailers selling on at the RRP, 9.8% are selling signifi- 70cl big brands such as Bombay Sapphire average £5 below the RRP, although cantly below it, at £19.99. How we drive our profit We market ourselves as having We definitely noticed increased Faisal Naseem spirits no one else stocks, so if I Bay Bashir demand for premium spirits this STORE Party Time have Ciroc Vodka, example, I hold STORE Belle Vue Convenience Store year. I buy from Blakemore and LOCATION Arbroath the full range of flavours. I buy in LOCATION Middlesbrough always buy on promotion where SIZE 400sq ft bulk on promotion and use a cash SIZE 1,000sq ft I can – there are some good ofers TYPE estate and carry, Elbrook, across the TYPE urban around. I’m looking for around a border in England. I sell in a vari- 20% margin, but I don’t want to ety of ways – in store, online and be too greedy. If it’s reduced and I TOP TIP through an app, so the transpor- TOP TIP buy in bulk I keep 10% for myself Sell from several tation costs reduce as I’m buying Supermarkets and pass a 10% reduction on to retail ‘avenues’ around six pallets. It means I can tend to discount my customers. I want to drive if your prices sell bottles on promotion longer. regular spirits sales and profit where I can and are good – for It is a risk because I’m tying up rather than I see Christmas as a time when example through money in stock, but I know I can premium, so buy I can bring in new customers as an app and online shift them at a good price. On in bulk and price well as satisfy old ones. I’m pro- premium spirits I’m looking at keenly moting heavily on social media, between 15% and 20% margins. too. RN 5 January 2018 17

Helena Drakakis [email protected] 020 7689 3357

Data supplied by EDFM is a specialist in helping leading suppliers to the UK’s independent convenience channel get value, insights and business benefits from EPoS data. To find out how they could help you call 07976 295094 HERO AVERAGE BOOKER RETAILER RETAILER RETAILER RETAILER RETAILER RETAILER UK RRP Retailers reveal the most profitable RETAIL 1 2 3 4 5 6 produce on their doorsteps PRICE* LARGE SHOP OFF-LICENCE & HIGH STREET HIGH STREET SMALL OFF- C-STORE IN IN GATESHEAD POST OFFICE IN STORE ON OFF-LICENCE AND LICENCE IN RESIDENTIAL RESIDENTIAL SOUTH WEST OUTSKIRTS OF SHOP IN SUSSEX NOTTINGHAM SUBURB OF SUBURB LONDON SOUTHAMPTON TOWN SUBURB BEDFORD Chris Herring Londis Shiphay Post Office, £18.62 £20.25 £16.99 £16.99 £16.99 £16.15 £17.50 £19.99 Torquay Red Rock Brewery £23.72 £25.29 – £24.99 £19.99 £24.50 £22.32 £23.99 Red Ale Four Bottles and a glass, £6 £23.83 £28.39 £23.39 – – £21.50 £19.99 £26.99 Where did you discover it? A very tall gentleman came in to one of my £19.21 £20.25 £19.99 – £13.99 £20.00 £17.95 £19.99 stores in Malden – he was 7ft 6in, the UK’s second-tallest man – and suggested we try stocking it. I’d read about Dave Hiscutt’s suc- £23.07 £26.59 £22.99 – £20.99 £23.50 – – cess with real ales in RN, but I didn’t want to flap around selling single bottles, so a pack of four beers seemed a great solution. We worked £31.17 £31.49 – – £34.99 – £29.99 – out a deal between us there and then, which gives us a 25% margin on each pack. They’re flying out of the shop – so far, we’ve sold 200 in two weeks. £23.44 £25.49 £22.49 £21.99 – – – £23.99 Who buys them? Everybody is buying it, male and female, £21.32 £23.69 – £19.99 – £23.00 £18.99 – young and old. Some people are buying it on a daily basis for personal consumption. A lot of other people are buying it as a Christmas gift. £33.95 £37.49 – £33.99 £29.99 £32.50 – – It’s really popular.

Why is it so successful? £30.98 £31.49 £29.99 – £31.49 £38.00 – – It’s nicely packaged and makes a great Christ- mas gift. It’s something a little diferent to the mainstream lagers, and much more interest- £38.22 £41.99 £38.49 – – £36.75 £39.99 £29.99 ing than just giving Stella or John Smiths. I think people like the local feel of it too – a lot more people are interested in trying local craft £26.61 £35.99 – – £23.99 – £28.99 £24.99 ale these days.

* from a sample of 3,500 stores

I have a rural store and my cus- I run a range of promotions at Harj Dhasee tomers are not as price-conscious Vip Measuria this time of year, all of which STORE Village Stores as others so premium products, STORE One Stop, The Prior Way come through One Stop. This LOCATION Mickleton, Gloucestershire including spirits, sell very well. LOCATION Derby means I’m selling below RRP SIZE 1,800sq I’m driving sales with my displays SIZE 700sq ft on most bottles of spirits, but TYPE village rather than prices this year so my TYPE estate at Christmas one of the things displays are very bold and largely fo- that sells brilliantly in my cused on gins at the till. The bottom stores is gift sets, particularly TOP TIP has dropped out of the £15 standard TOP TIP for brands such as Disaronno Do something spirits market for independents like Display well and and Glenfiddich. Even products different to the me because we can’t compete with concentrate on such as Babycham sell well when supermarkets and the supermarkets or the discount- gift boxes of they’re in a gift set. I have them market it through ers, and I don’t see the symbols premium spirits at displayed on a portable stand and great displays and really pushing those deals either. Christmas I also promote them through the on social media To combat this, I’ve tried to create a One Stop website. If I can get a USP. I’m looking for 20% margins on 15% margin on bottles of spirits, bottles selling around the £35 mark. I’m pleased with that. 18 5 January 2018 RN YOUR VIEWS Total lack of with more than a decade of 210,000 deliveries a week negligence from a company and more than 40 million supplements that I give more than newspapers, sometimes AROUND WITH £80,000 worth of business we get it wrong or there are THE ROUNDSMAN is the final to per year. circumstances outside of our straw from The straw that broke control. In those instances, Blanche Fairbrother the camel’s back was on there’s a process for the stores Smiths News the weekend of 23 and 24 to follow to let us know so that I would like to start by December when I received we can rectify the error on the By Jove folks, that day of shot past a bit quickly thanking the staf of RN for no supplements at all. day. Unfortunately, on this date didn’t it? producing a quality trade I am writing this the we were not able to respond as Anyway, that’s it all done and dusted for magazine which allows me following Wednesday quickly as usual. We apolo- another 12 months, but it’s been very nice that to keep up to date with all and we have still had no gise for any inconvenience the papers are getting here really early, it makes the current afairs in the supplements, nor a clear caused. We value Mr Patel’s things a lot easier. industry. answer whether we are custom and hope he will remain My customers are a lovely lot and very appre- I’m writing to you in going to receive them or a customer of ours so he can ciative of personal service. I have had so many regards to the poor Sunday not. continue to supply Sunday bottles of wine, boxes of chocolates, tins of newspaper delivery service I have taken it upon papers to ofces on Mondays.” biscuits, numerous items of clothing and smelly I have been receiving from myself to find a new stuf, plants and flowers. Smiths News for more than supplier for my Sunday ‘Management I could go on forever, but what did stand out a decade. newspapers and will go were the comments in the cards I received We have an arrangement ahead and cancel this team will work about the postman not arriving for three days in with Smiths News whereby non- service from Smith to ensure the succession – because the powers that be would we receive our Sunday News. not let them take the post out in those conditions newspapers on a Monday Jai Patel service levels – but that I never missed a day. For that they are as we are closed on Sundays Regent News forever grateful. but still have a huge London are met…’ At the moment I am working with a rather demand for the titles to be A Smiths News In regard to the letter ‘My painful thumb on my left hand. It is making it a delivered to people’s ofces spokeswoman said: Christmas wish is for the tad sore every time I need to apply the handbrake on Monday morning. “We have contacted Mr Patel demise of Smiths’, RN 22 on my van when I get to a house, and considering Since I took over the to extend our sincere apologies December, a Smiths News how many houses I stop at, that’s not much joy. store in 2005, Smiths News for the issues he experienced spokeswoman said: My injury happened as I was covering up my has consistently neglected on 23 December and to resolve “Smiths News’ regional director windscreen so I wouldn’t have to defrost it first my standing order and paid this issue. We are working in rang and spoke personally to thing in the morning. A gust of wind blew the no respect to the demand conjunction with him to ensure Mr Patel and assured him door shut and unfortunately my thumb was of Sunday newspapers with that copies are delivered in a of our focus and action. We caught between the door and the door frame. their various supplements. timely manner and to suit his continue to work hard to If any of my neighbours had seen what was We always have missing trading hours. Our operations deliver the levels of service going on they would have thought I had gone supplements or missing manager has also committed our customers expect and our crackers because for a split second or two I newspapers. to contact the store again. local management team are thought I had broken it, but it is simply very badly I am willing to accept Smiths News works very hard working together to ensure that bruised. I will certainly watch where I put my the occasional error, but to distribute millions of daily we deliver the service levels hands in future. I’m not willing to put up newspapers every day. With promised.”

YOUR SAY Where do you get inspiration for new ideas for your RN READER POLL Refit or store from? improvements 25% Alpesh Shingadia Baz Jethwa Shelley Goel adapt for my store. I look Shingadia’s Londis Southwater Rocket Stores, Bolton One Stop Gospel Lane & Post Food Social at publications too, and of to go media & Post Office, Southwater I look at other stores Office, Solihull course always listen to my 50% Anywhere and everywhere and try to cherrypick I picked up a few nuggets customers. 25% – from the press and other what I see might work from Newtrade’s Local retailers. I look outside for me. Sometimes ideas Shop Summit, for example the convenience sector just come from what there were a few people for ideas too, because then I’ve observed in-store. there who were selling What will prompt you can cherrypick ideas We get advice from our milk at a lower best growth in your that would work well wholesaler, but I think price than me. I’ve 100 store next year? for you. Talking to other the most important now gone back retailers really helps. I go source is our customers. to my supplier YEARS AGO NEXT WEEK’S QUESTION to people who are not in We have conversations and done a deal 5 January 1918 Have you extended your my symbol group to see if with them about what there. I also opening hours in the they’ve done something they like, or what they’d always look An opinion piece announced newsagents past year to make your better or they if know the like more of, on a day-to- around at the are anticipating the coming year “with store more convenient? pitfalls. Everyone is open day basis, and we do listen competition and feelings of wonder as to what lies in store for us. With increasing prices and short and friendly. There are no and try to put ideas into see what they are supplies, the outlook is not the most Vote now at barriers to advice at all. action. doing that I could promising.” betterRetailing.com RN 5 January 2018 19 ADVICE CENTRE

Compartmentalise Our store is split over two levels – the shop floor on the ground level, the stockroom and other staff facilities on the first floor. We’re open 24/7, so staying on top of our stockroom organisation is essential. One way we do this is through compartmentalising products, especially loose items or items, such as chocolate, which can’t be kept in boxes.

Run stock rooms like a cash and carry Everything comes up and down between the shop floor and the stockroom via a conveyor belt. We treat the stockroom like a cash and carry. All products are stacked on shelving and we’re careful not to keep anything too high and on pallets. Bulky items without dates are kept together, so you’re only ever date check- ing in specific areas.

Know what you have in stock You have to know what you’ve got. I have staff who are responsible for ordering, but I walk the warehouse twice a day every day. I always check the invoices before delivery, so we know what to expect. From that we can plan what’s staying upstairs and what needs to get down to the shop floor.

The best way to Keep seasonal products close to hand Seasonal products are kept near to hand in the stock- room – they’re placed at the entrance as you walk in. At the moment, that means the first Easter eggs and Valen- organise your tine’s Day chocolate. Separating seasonal goods helps by making these products quick and easy to access at busy times of the year when there’s high demand, and they don’t get lost among the rest of the stockroom stockroom contents.

Behind every well-stocked, smoothly Label for speed and ease running shop floor is an equally carefully Everything has its place in the stockroom, so products thought out stockroom, says Anish don’t get lost and staff know exactly where to find things. Every shelf has product labels with what goes Panchmatia where, as if it was on the shop floor. Stacking the shelves properly is key, too. When things come in we aking the time to plan and Anish Panchmatia’s 3,000sq ft date check and stack them properly, even items we are organise your stockroom Spar store in Wylde Green, Sutton constantly selling through and reordering – say, cases cuts down on staf time Coldfield, has a 5,000sq ft ware- of Coke. T spent hunting for products, house. He explains how his business’ helps lower wastage, and means stockroom system of labelling, com- promptly restocked shelves on the partmentalising and careful seg- shop floor. In short, many retailers regation of products has helped If you’ve had a great idea for your business or would think getting the backroom organ- his staf and customers find like some advice from other retailers to get started ised can mean happy customers and what they want quickly and contact Chris Rolfe at [email protected] a healthier balance sheet. easily. 20 5 January 2018 RN RN INTERVIEW Recruitment, national distribution and driving awareness of an offer that can put stores of any size on a par with Marks & Spencer and – Budgens brand director Mike Baker has ambitious expansion plans for his fascia in 2018, and met Chris Rolfe to unveil them Mike Baker ike Baker doesn’t want to tion of contracts which required talk about Tesco. While retailers to source 95% of their stock other symbol group man- from Budgens. With the option to M agers spent 2017 debating reduce this to 75%, north London and preparing for a merger that is set retailer Paul Gardner is one store to create unprecedented competition owner who has taken advantage of and change among mid-tier fascias, the change, by introducing sushi, his attention was elsewhere. Italian and Cook concessions, along His goal for the past three years, with a butchery counter, to comple- he tells RN, has been to create an ment his mainstream range. improved Budgens ofer that will But while retailers have greater attract new retailers and increase freedom to choose where to source in-store sales. their stock, Budgens’ own product Away from the furore in the main range has been modernised and symbol arena, he has designed a expanded to better serve group package to allow the group’s mem- members – a change made possible bers to trade at the top end of the in part by Booker’s acquisition of convenience market, with store of- Londis and Budgens in 2015. ferings comparable to Waitrose and “Booker’s produce purchase was Marks & Spencer. 10 times Budgens’, so now I’m able Early research for the revamp of to go to a diferent supply base, buy the premium fascia – commissioned more volume, better quality prod- by Booker chief executive Charles ucts, improve shelf life and wastage Wilson in 2015 – revealed retailers and pass on better wholesale prices were dissatisfied with the existing to retailers,” says Mr Baker. Budgens model, and wanted more Fresh produce is a great example, freedom to run their businesses, he says. It typically forms 45% of a bring in local products and generate Budgens store’s range and is there- more profit. fore where the biggest chunk of that “Knowing this, I wanted to evalu- cost saving came from. ate and fix the model, stabilise our “I was able to reduce the whole- existing customer base and make sale price of a medium chicken by retailers more profit, because costs £1, for example, so the price has were only going one way,” says Mr gone down, the margin has gone up Baker. and the product is better quality,” “We needed a more attractive he says. ofer – better pricing, better qual- Ranges are continually refreshed ity, unlocking as much as we to track current trends too, he adds. could from the in It’s a change noted by Berkshire the knowledge that if my existing retailer Jonathan Fraser, who told customers were happier, I had a RN when interviewed in November platform from which to grow the he has sourced Swedish yogurt, business.” craft ales, gluten-free and protein He describes 2016 as “a transi- products, and premium and craft tional year” during which Budgens’ gins from Budgens in the past year. ofer was updated, and store owners Another of Mr Baker’s priorities RN has spoken to in the past six with range expansion has been months have testified to the ben- delivering a wider selection of in- efits of the improvements. gredients for meals for stores. One early change was the relaxa- A decision to upgrade Budgens’ RN 5 January 2018 21

Interview by Chris Rolfe email [email protected] RN INTERVIEW tel 020 7689 3362 meals that matter – for tonight, lunch, top-ups. The biggest trend that will influence convenience retailing over the next five years is food to go.” With these changes now estab- lished, Mr Baker believes Budgens is ready to focus on expansion this year. Budgens will concentrate on three additional opportunities to achieve this, he says: “demystify- ing” the Budgens ofer, attracting more retailers – including small stores – and expanding distribution. That smaller-format stores are fertile ground for growth has been demonstrated by Budgens’ two-year partnership with Shell to develop forecourt stores with a strong con- venience ofer. Mike Baker has upgraded Budgens’ food to “Through working with Shell, go range, predicting this will be the biggest we’ve made Budgens work in a trend in convenience in the next five years 1,000sq ft box. We’ve shown you can get a credible meal for tonight sandwich supplier to Urban Eat and solution into a 1,000sq ft forecourt include them in a ‘£4 or less’ meal or independent,” he says. deal has paid of in many stores, “We want to demystify Budg- with Jonathan Fraser reporting a ens for people because it’s not just 20% uplift in sales. about the 3,000sq ft model – it’s for Mr Baker sees evening meals as everyone who has the right chilled a huge profit opportunity too, and space and store standards. There are here Booker’s own range develop- a lot of these stores where the Bud- ment has been hugely beneficial. gens model would work and there Budgens One of the most significant addi- is consumer demand for meals for tions last year was its the Discover tonight. Thanks to our work over is not just the Choice ready meals range. With the past two years, we now have a about the its selection of popular pizzas and solution to help them.” ready meals and a two-for-£5 price Mr Baker also plans to expand 3,000sq ft mechanic, it has already attracted Budgens’ distribution network this strong sales for retailers. year, moving from using one dis- model – it’s “A long-term multibuy like this tribution centre in Wellingborough for everyone means retailers can buy two or 20 to putting the Budgens range in cases and the deal is still relevant. regional Booker depots in new areas who has It gives customers confidence too,” such as the north west, north east says Mr Baker. and Scotland. the right “We’ve also taken the number of While 2018 will doubtless pro- products we promote down from duce more headline Tesco-Booker chilled space up to 700 every three weeks to 170 merger developments, Mr Baker is and store every four weeks. As a result, you confident a strengthened ofer that can focus promotions and the prod- allows Budgens retailers to operate standards ucts get more attention, so the deals in a diferent, premium sector of work better.” the convenience market will set his This, combined with the afore- stores apart and keep him on track mentioned access to locally-sourced to achieve his expansion goals. fresh produce and food to go conces- “Whatever happens, I’m confi- sions, has allowed Budgens retailers dent we’ve got a great proposition to tap into a growth area. that will help independent retailers “It was desperately needed and and national accounts grow their has gone down fantastically,” says businesses and evolve their ofer Mr Baker. “It is a great proposi- to better suit consumer needs,” he tion for consumers that is pulling says. though higher volumes, because “We are opening an average three people are now coming to Budg- Budgens stores a week. Budgens ens to buy their meals for tonight, retailers are telling other store own- whether that’s a mid-tier brand ers we can do a better job, and the like Discover the Choice, or more phone outside my ofce is ringing premium options such as Cook. more and more. There is a huge “We talk about chilled and fresh opportunity for Budgens this year. being important, but really, it’s 2018 will be about growth.” 22 5 January 2018 RN 2018 RESOLUTIONS

Jacqui Dales Robert London Road Sue Kirkwood Bakery, Boston, The Corner Shop, Lincolnshire Nithyanandan Fife MY RESOLUTION Costcutter Epsom, MY RESOLUTION Epsom, Surrey MY RESOLUTION Become a lunchtime Grow my sandwich Build bean-to-cup food-to-go destination and bakery trade coffee sales We have planning permission to remove a fee. It has staircase and build into our stockroom. We want When we moved our food-to-go we placed the I’ve opened a new store and the focus -is on to increase our hot food counter so we canf ero cofee and pastry section in the centre of the food-to-go and bean-to-cup co shop and saw a 50% uplift in co a lot more passing trade and more work hot filled rolls at lunchtime and make more of fee sales. I’d our cofee, which we can’t currently have on the like to move my sandwiches closer to this and men, so while my other shop is busier in shop floor due to space restrictions. increase my bakery o the evenings, this one will be busier in the fering. afternoon.

MY RESOLUTION Meals for tonight, bean-to-cup coffee, deliveries or Offer Jack Matthews specialist magazines – retailers have big plans to Bradley’s Supermarket, improve their offerings in 2018. Helena Drakakis chef-quality Quorn, Leicestershire meals-to-go asked some of this year’s IAA finalists what’s in store for their businesses in the year ahead We followed a lot of food-to-go trends when we joined Nisa but things have moved on and be come more technical. Customers don’t just- want sausage rolls or sandwiches, they want some thing of chef’s quality in a local convenience- store. If you do a great stir-fry for £5, people will pay for that quality. New year,

MY RESOLUTION Install Anish Panchmatia a deli Spar Wylde Green, new plans Sutton Coldfield, and café area West Midlands I want to develop my food-to-go with a full-on deli counter that sells fresh sandwiches, burg - ers, evening meals and street food and to install a seating area. I’d like to crack the evening meal food-to-go market too, perhaps by bringing cooks in and ofering a 60-40 split on takings.

MY RESOLUTION Make Eddie Poole our own Poole’s Supervalu Dromore, Dromore, Italian County Down ice cream Next year, my focus will be on ice cream. My son will go on a course in Italy and we’ll make it from scratch. We’ll serve it in tubs in the freezer and over the counter in cones and tubs. RN 5 January 2018 23

The Corner Shop, MY RESOLUTION MY RESOLUTION Siva Asif Akhtar Build our Thievanayagan Premier Smeaton Stores, Expand my Nisa Local Fletton, MY RESOLUTION Kirkcaldy, Fife Peterborough, premium Alpesh and meal-for- Cambridgeshire Focus on fresh, Bimal Patel wines, beers Ferme Park Londis, tonight options chilled and frozen and spirits trade London I will concentrate on fresh and food to go. I’m Our main focus will be fresh, chilled and increasing sales every day in this category – I We will create a whole area for our frozen. We’re bringing in upright freezers so beers, spirits and wines and plan to used to sell 150 sandwiches a day, now I sell we can ofer more choice and variety. We’ll be 300. I do a range for breakfast too and I want ofer a premium range. We already selling treats and everyday meals, both own- stock 70% craft beers compared to to build a kitchen and start o brand and branded. It’s what our customers meal solutions. fering evening ordinary beers and are sourcing a have been asking for. whole range of French wines, which are very popular here.

MY RESOLUTION

Build a Josie Chamberlin wine J Robarts, Hitchin, Hertfordshire MY RESOLUTION tasting cellar Vince We want to build a wine-tasting cellar – a Expand Malone Tenby Stores, dedicated area for our wines, which means Tenby, Pembrokeshire we can hold tastings without interrupting my grocery the flow of steady trafc upstairs. MY RESOLUTION delivery service We’d like to increase our deliv Focus on ery service. We do around 40 de- Jay Patel liveries a week through people Jay’s Budgens, - healthy options London coming into store or people ring ing up. We even do deliveries to We’ll install a nut dispenser, more high-quality - the beach if someone wants beer ready meals, di ferent health and organic prod or snacks. ucts and move into e-cigarettes in a big way. - All our decisions are based around customer feedback.

Julie Meryl Atkinson MY RESOLUTION MY RESOLUTION Williams Christine Hollins Green MY RESOLUTION Pike’s Newsagents, Community Shop, Hope Increase Warrington, Cheshire Porthmadog, Gwynedd Improve Hopes of Longtown, Launch a security Herefordshire footfall magazines loyalty We’ve installed an in-store camera for the We’d like to get more people in our village using first time and are going to put signage at the us so we’ve created a questionnaire which we scheme are gathering responses to. We want to know front to let people know we have CCTV. We’re We’re the only place that does specialist titles also going to put wire meshing on a side the feedback from the local community on what we are doing right or wrong. and we also order magazines for customers. door which the sta I’ve been wanting to promote the section more, got more time to pressf like a open, panic so button they’ve should but also I’d like to set up a loyalty scheme if something ever happen. people are buying regularly from us. 24 5 January 2018 RN HEALTHIER LIVING Is 2018 to be the year when healthier products transform the sales mix of Britain’s convenience stores? Helena Drakakis looks at seven ways the industry is ensuring it is The feel good factor he desire to eat more health- ily has moved up the public health agenda. According Tto the NHS, obesity levels in the UK have more than trebled in the past 30 years and, on cur- rent estimates, more than half the population could be obese by 2050. In response, and in the face of upcom- Shoppers are ing legislation like the sugar levy, healthier eating trends are on the looking for rise, largely driven by millennials. nutritious Suppliers have responded with a raft of “better for you” products. RN looks products at seven ways suppliers are embrac- Customers are hunting out ing the healthier living trend and foods that will make them talks to one retailer about how they are showcasing these in store. feel good about themselves Healthier snacks Healthier and Confectionery used to sit on every impulse-buy stand, sugar-free drinks but increasingly it has been replaced by nuts and With the sugar levy due to come into healthier snacks. KP Snacks, for example, introduced En- efect in April 2018, many manu- ergy Mix nuts in two variants, Fruit & facturers have been reformulating. Nut and Orange Nut Fudge, last year to New to the market is Lucozade Ribena tap into the trend Suntory’s redesigned Pineapple & for healthier Passionfruit cartons that contain only on-the-go living. 15 calories per serving. Scottish drinks According to KP manufacturer AG Barr is also recom- trading control- mending retailers ofer choice with low ler convenience, and zero sugar variants sitting alongside Matt Collins, regular drinks. The company’s flagship healthier snacks brand Irn Bru is now available with no are now the sugar and its Rockstar range has been fastest-growing added to with zero added sugar products. bagged snacks segment at The sugar tax and changing 9.1%. consumer demand has led to a raft of reformulations RN 5 January 2018 25

How I’ve made my store healthier Water Protein and Jay Patel Jay’s Budgens, and ‘water plus’ vitamin power Brockley, South London The so-called ‘water plus’ category has Cereal bars, energy balls and been steadily growing market share. Ac- protein-enhanced products have all When I refitted my Budgens store and cording to Claire Higgins, Lucozade Sport hit the shelves over the past couple reopened last month, one of my focuses senior marketing manager water, accounts of years. Natural Balance Foods oc- was on increasing my range of healthier for 14% of total value sales in the UK soft cupy the top spot among the single- food. Many of my customers are young drinks market. The company recently pack cereal bars with its all-natural professionals and there’s a lot of young launched FitWater, supported by a £3m Nakd range, which is growing at families around my area too, so we do media spend. “We know that sales of water 12% a year. The company is expand- well with those kinds of products. have climbed 7.6% in grocery, yet within ing its range with new high protein We extended our fresh fruit and the independents and symbols channel products such as Trek Protein vegetable aisle and also increased our this figure is only 5.8%. This gap represents Energy Bars and Protein Flapjacks. range of gluten-free, vegetarian and a crucial missed opportunity for retail- “There’s been a much greater focus healthy snacking products. ers to grow their sales,” she says. Another on the role protein plays in our di- At the back of the store, I created trend emerging is for alkaline waters. ets, alongside more general interest an area dedicated to premium meal- ACTIPH Water was the first alkaline in health and fitness trends,” says for-tonight ranges. I’ve got a Cook ionised bottled water to launch in the UK Marina Love, marketing direc- freezer selling ready meals, but I also in October. ACTIPH says its tailored three- tor of Natural Balance Foods. Big have a freezer dedicated to healthy stage process of purifying spring water, brands are also getting involved alternatives, for example Goodlife adding electrolytes and supercharging by with Kellogg’s launching a Special vegetarian sausages and burgers and ionization is unique. K-branded protein bar late the full range of Quorn products. last year. I offer many free-from milks, for example Alpro Almond milk, Arla Lactofree and Delamere goat’s milk. Free-from foods In my dried and tinned goods, for Meat-free, gluten-free and diets, like paleo, have every tin of beans I sell, I position it experienced an explosion in recent years. Brands next to an organic premium alternative, such as Quorn are now firmly embedded in the like one from the Biona organic range. market, with the meat-free category estimated at All these are then grouped together more than £312m. “In January alone, Quorn with pastas, including gluten- will drive sales of over £16m as shoppers are free pastas, to encourage looking for nutritious products,” says Julian cross-purchasing. I also have Cooke, head of UK category management at a full range of gluten-free Quorn. According to analysts Mintel, 13% now crispbreads and crackers. follow a gluten-free diet. Brands like Adelie Opposite our dried goods, Foods’ Urban Eat range includes sandwiches we have installed a nut certified by Coeliac UK, while Bannisters’ dispenser so customers can Farm’s range of frozen potato products includes measure their own amount Major several gluten-free options, with no added of cashews, hazelnuts, coatings or batter. suppliers are almonds, as well as snacks adapting to like Wasabi peas and consumer banana chips. Healthier cereals demand Cereals have been in decline, with research firm Mintel Milk showing sales dropped 6% in 2016, a fact it attributes to health concerns and the rise of breakfast alternatives in the sector. In response, cereal giant Kellogg’s announced alternatives last month it was cutting Ricicles from its range due Free-from milk is now part of the Many more to concerns over sugar. It also announced reductions ofer within convenience stores in sugar of between 20% and 40% by mid-2018 in three of all kinds, with soy-based brand products are top-selling children’s cereals: Coco Pops, Rice Krispies Alpro leading the charge. The com- available to and Rice Krispies Multi-Grain Shapes. The pany, with sales near £130m in the changes came weeks after the company UK, is now also highlighting its suit all diets revealed new sub-brand WK Kellogg use of plant-based products on its under which a range of granolas has been packs, tapping into the growing launched. These include gluten-free, or- number vegan of customers. How- ganic and sugar-free varieties. Meanwhile, ever, many more products are avail- Weetabix is promoting its low fat, sugar able to suit all diets: Arla’s Lactose and salt content on-pack with all-green free milk is being stocked by many trafc lights on packs of Weetabix Origi- independents and new brands like nal and Weetabix Protein. Oatly, a milk made from oats, are also increasing in popularity. 26 5 January 2018 RN HOUSEHOLD & LAUNDRY With the festivities of Christmas and New Year over and spring on the horizon, many households are preparing for a little annual cleaning. Toby Hill asks five retailers for their advice on taking advantage of this opportunity

Sparkling sellersMy bestsellers Kate Kate’s tips Fairy Liquid Original Vary your approach Offer as wide a range Don’t waste valuable Happy Shopper Mills Kitchen Towels Heath Stores, depending on the type as you can shelf space Horsmonden of product If people come in look- Shelf space is For some products, ing for a specific, less- precious so such as laundry usual item – de-scaler, don’t feel you Running a village store in an afu- detergents, people re- for example, or oven have to put ent part of Kent, Kate has scope to ally want a brand they cleaner – they’ll really every item out stock a wide range of speciality food recognise and trust. appreciate it if you can on display. For and drink. But she also recognises But for others, such as produce it for them. items like oven it’s vital to “fill the role of being a kitchen roll, they care Things in this category cleaner, I’ll keep traditional convenience store, ensur- more about value, so don’t go out of date, so it behind the ing we have the right stock for both make sure you have there’s no harm in pick- counter so it’s distress purchases and for those a decent own-brand ing up one or two from there if people people who don’t use supermarkets, ofering. the cash and carry. ask for it. like the elderly.”

My bestsellers Ferhan’s tips Don’t over-range hold products, eventu- consolidating down to Ferhan Fairy Liquid original For a couple of years I ally noticing there were the products that sold was stocking too many several lines I could cut consistently. Daz Liquitabs Ashiq Regular 30 varieties of key house- down. Levenhall Village Stores, Try something new Musselburgh Use sales I’d been selling paint figures to de- brushes and roller sets Ferhan runs one newsagent and one clutter for a while, so I decided convenience store in East Lothian, I studied sales to give paint a try, for Scotland. He has recently revamped figures to people who are not just his range of household goods, a decide which cleaning but also re- category he acknowledges it can be lines I could do decorating. They’ve sold easy to overlook. “It’s worth putting without, cutting surprisingly well – and some thought into your range, the lowest- give me a 100% mark-up there’s usually something that can selling and too. be improved,” he says.

My Natalie Natalie’s tips bestsellers Look out for deals on Display around the egory, and it’s a struggle Domestos bleach Lightfoot larger pack sizes store to get them to trust Comfort Fabric Londis Solo Convenience As long as the prices If you’ve managed convenience stores. Store, Glasgow Conditioner 5l aren’t too scarily to get a good deal on I’ll therefore highlight high, people would larger packs, make sure prices on any product Glasgow retailer Natalie Lightfoot has prefer to buy big, they’re visible around I’ve got on a good deal a metre of household products and a better-value pack the store. They’re big – for example, just few further displays dotted around her sizes in this category. and bulky and so it’s now I have 5l Comfort store. She is located by a business park If you can get a good easy to build them up Fabric Softener on at so there are lots of shops and ofces deal in the cash and into a display. £4.49. It’s currently nearby which require constant clean- carry on bigger packs my best-selling line in ing, making household cleaning prod- then buy in bulk and Highlight prices the category and still ucts surprisingly good money-spinners. they’re guaranteed to People are very price- gives me margins of sell quickly. conscious in this cat- 30%. RN 5 January 2018 27 HOUSEHOLD & LAUNDRY Ben Dyer My Waterloo News Waterlooville bestsellers Happy Shopper Ben Dyer runs a small newsagent in Bleach the Hampshire town of Waterlooville, but he still finds it important to have a Fairy Liquid range of household products. “They’re Original not massive sellers, but if people need something in particular then they’ll appreciate it if you have it,” he says. Ben’s tips Use pricemarking Focus on Don’t set prices This is a very price- recognised brands too high driven category and one People want to On products that where people will usu- know they can don’t have a pricemark, ally do their shopping in trust the products it can be tempting to bulk at the supermarket. they use to clean push for extra margin. Using pricemarking their clothes and But I always say it’s makes a big diference dishes, so make better to sell five lots as it reassures them they sure you have at a pound than one at can buy that particular recognised brands £2.50. That’s especially household product from across all catego- true if it gets round that a smaller store without ries to provide that your shop is expensive, getting ripped of. reassurance. people will avoid it. Trust and value are crucial in this category Daphne My Eddington bestsellers The Village Shop, Fairy Non-Bio Braithwaite, Cumbria Laundry Detergent Fairy Liquid Daphne’s shop is in a small village Original near the Lake District and many of her customers are tourists walking in the nearby hills. “We have rows of holiday cottages nearby and so as well as locals we also cater to people staying there,” she says. Daphne’s tips Tailor your range to Try to provide some Listen People want your customer base choice to what People from the We’re a small village people want to know holiday cottages will shop so we can’t have Pay attention if they can often come in after a massive selection of people ask for a something they’d for- products, but if you can particular thing trust the gotten to bring with ofer two options for and you don’t have them, so we provide a most product lines – it – if a few people products choice of smaller pack such as Fairy Non-Bio ask, try giving it they use sizes of household and Surf in the laundry a go in the store, goods and laundry detergents – it makes and keep an eye detergents to meet people feel you’ve of- on the sales fig- their needs. fered them a choice. ures. 28 5 January 2018 RN THIS WEEK IN MAGAZINES Round up

Jennifer Hardwick Magazines reporter [email protected] @Jenniferh_RN BOWIE AND SOLO LEAD THE PACK A brand new year has just begun, but will it be out with the old, in with the new for your magazine stand? Early indications are that the short answer to this question might be no, with industry experts predicting further success with one shots and short-running specials sparked by special events this year, as well as more strong sales for children’s titles, collectables and partworks. Indeed, this week Anthem announced another new title inspired by the life of one of 2016’s most shocking losses, David Bowie. With such a well-loved and Starman chronicles varied career to delve into there is still much scope for tribute to be paid, two years on from his death. Anthem says its 2016 one shot, Bowie: A THE LIFE AND TIMES OF A Celebration, drove £120,000 in RSV in the UK alone, while the combined RSV with other Bowie titles from Time Inc, Mirror Group and TRUE MUSICAL LEGEND News UK totalled £400,000 in the year. Speaking of familiar revenue drivers, Few stars rise as high in the rock and pop music firmament as David hopefully you are benefiting from the return of the Star Wars franchise to cinemas at the Bowie and this new four-parter tells the story of his amazing life moment. The latest instalment, Star Wars: The Last Jedi, became the second-highest LAUNCHING on the anniversary of David grossing film of the year worldwide by the Bowie’s shock passing, this new magazine end of December (if you’re interested, the will console his fans with insight into his highest-grossing was the live action version L music and photography documenting his AUNCH of Beauty And The Beast). mercurial life. Released quarterly, the series The Box Ofce popularity of the film will divide Bowie’s life into four stages. This THE BOWIE YEARS On sale 10 January combined with cooped-up children seeking first edition covers his iconic 1960s-to-mid- entertainment for the Christmas holidays 1970s period, titled From Mod to Stardust. Frequency quarterly Price £9.99 will hopefully have led to a boost in your The next issue is titled From Soulboy to sales of the associated collectables and maga- Berliner and runs from the mid-1970s Distributor Anthem Publishing zines. to the 1980s. The third edition will cover Display with Q, Uncut, If so, I have some good news for you. It is Bowie’s eighties experiences under the title Mojo not long until the next cinema outing for the From Pop Star to Alt-Rocker, while the final franchise, as spin-of Solo: A Star Wars Story edition, on the 1990s and beyond, will be – you guessed it, it will tell the story of the called From Outsider to Blackstar. early life of Han Solo – will hit screens in May. Cheers to the new year indeed.

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L THE LEGEND OF BATMAN AUNCH Eaglemoss has partnered with DC Comics On sale out now to produce a hardback graphic novel collection Frequency weekly covering Batman’s life from Zero Year to Year 100. Price £2.99/ £6.99/ This is a modern retelling of the Batman saga £9.99 Distributor Eaglemoss featuring stories and art by some of comics’ greatest Display with Display illustrators. The first issue is priced at £2.99, with with Punisher, Deadpool, issue 2 costing £6.99 and the regular cover price set Buffy the Vampire Slayer at £9.99.

S BELLA PECI AL Bella’s first issue of 2018 brings together On sale out now celebrity gossip with a focus on starting the new Frequency weekly year in a positive and healthy manner. It includes Price £1 the magazine’s usual insight into celebrity love Distributor Frontline lives alongside tips on a healthy 2018, from low- Display with Best, Chat, fat recipes to exercise regimes. Adding to its ‘new Closer year, new you’ theme, it includes a free Slimming World membership.

BELLA DIET SPECIAL Bestsellers SP L The Bella Diet Special, the latest in H Bauer’s ECI A Leisure True Life Special series, aims to help its readers On sale out now Frequency monthly Title On sale In achieve their ideal weight. It does so by bringing date stock together inspirational celebrity stories with a free Price £1.99 Distributor Frontline cookbook packed with low-fat recipe ideas, con- 1 Horse & Hound 11/01 tained in a 14-page inset mini mag. Further inspira- Display with Pick Me Up!, 2 Cage & Aviary Birds 10/01 tion is found in the mag’s fashion pages. Reveal, Stylist 3 Dog World n/a

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STUFF SP L 6 Empire 25/01 This gadget magazine kicks of the new year ECI A with a focus on health. As the country shakes On sale out now 7 Railway Modeller 11/01 Frequency monthly of its collective hangover, Stuf aims to help us 8 Steam Railway 02/02 return to full fitness with its review of gadget Price £4.99 9 Rail 17/01 trackers for running, cycling and swimming, Distributor Frontline Display with Men’s Health, 10 The Railway Magazine 07/02 comparing Fitbit with Apple Watch. This issue T3, What HiFi? also reviews the 23 best shows on Netflix. 11 Hornby 10/01 12 Flypast 01/02 13 Steam World 19/01 In the groove Personal stereo P Nine terrific turntables for Six headphones that deliver vinyl lovers on any budget indulgent sound anywhere R E 14 Amateur Photographer 20/01 HI-FI CHOICE S IC G PECI AL E CHA N PASSION FOR SOUND Issue No. 432 Yearbook 2017 Hi-Fi Choice magazine has been at the fore- 15 Heritage Railway 12/01 THE INCREDIBLES 80 essential audio products that make great music WIN! On sale out now 164 PACKED PAGES Rega Planar 6 turntable pack worth front of audio equipment reviews and buying Digital players

Mini systems £1,198 16 Old Glory 19/01 Portables DACs advice for 40 years. This yearbook issue is the essen- Frequency monthly ONE-BOX WONDERS 17 01/02 Superb solutions that Price £5.25 Navy News play it all with style tial guide to getting the best possible sound from Distributor Marketforce SENSATIONAL SPEAKERS your hi-fi, whether you’re buying, tuning or tweak- 18 Our Dogs 12/01 27 stunning standmounds and fabulous floorstanders AWESOME AMPLIFIERS YEARBOOK 2017 2017 YEARBOOK PRINTED IN THE UK UK THE IN PRINTED Powerhouse designs with total control Display with Hi-Fi News, MUSIC REVIEWS ing – triggering a price increase of 50p to £5.25. The 19/01

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£5.25 Total Film $ 14.99 14.99 Must-own albums of the year What Hi-Fi, Home Cinema on vinyl, CD and hi-res download title takes a no-nonsense approach to reviewing the Choice finest audio products available. 20 Model Rail 18/01 Data from independent stores supplied by

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Amercom UK Hachette Panini Topps Ships of War 32 40 11.99 2000 AD Cars 3 sticker collection 2.99 0.60 Journey to Star Wars 4.99 1.00 The Ultimate Collection 10 80 9.99 Fantastic Beasts and Where to Match Attax 2017/18 4.99 1.00 DeAgostini Art of Cross Stitch 54 90 2.99 Find Them Sticker Collection 2.99 0.50 Num Noms sticker cll’n 2.99 0.50 Build your own R2-D2 53 100 8.99 Art of Quilting 106 90 3.99 FIFA 365 Trading Cards 4.99 1.00 Shopkins World Vacation 3.00 0.60 Enhancing your mind, body, spirit 53 120 3.99 Art Therapy 146 120 2.99 Football 2017 collection 2.99 0.50 Shimmer and Shine My Animal Farm 48 60 5.99 Assassins Creed: the Guardians of Sticker collection 3.00 0.60 Jazz at 33 and third RPM 52 70 14.99 official collection 24 80 9.99 the Galaxy volume 2 2.99 0.50 Star Wars: The Lost Jedi Star Wars Helmet Coll’n 53 60 9.99 Dr Who Complete History 62 80 9.99 Invizimals Trading Cards 3.99 1.00 Sticker collection 3.00 0.60 Zippo Collection 61 60 19.99 Draw The Marvel Way 53 100 4.99 Paw Patrol ‘A Year of WWE Slam Attax 10 Judge Dredd Mega Collection 78 80 9.99 Adventures’ Stickers 2.99 0.50 Trading Card Game 4.99 1.00 Eaglemoss Marvel’s Mightiest Heroes 106 100 9.99 Road to 2018 Fifa World Cup Russia 4.99 1.00 DeAgostini DC Comics Graphic Novel 63 100 9.99 Transformers GN Collection 28 80 9.99 Road to 2018 Fifa World Disney Animal World 98 100 5.99 Warhammer 36 80 9.99 Magiki Mermaids 2.50 Cup Russia stickers 2.99 0.60 Game of Thrones 48 60 8.99 Magiki Ponies 2.50 UEFA Women’s Euro My Little Pony RBA Collectables Hot Wheels Slime Race 2.99 2017 Stickers 2.99 0.60 Colouring Adventures 44 80 3.99 Real Life Bugs & Insects 72 60 0.99 Premier League Beauty & the Beast Star Trek Ships 115 130 10.99 Sticker collection 1.99 0.50 Sticker Collection 2.99 0.50 Panini UEFA Champions League Sticker collection 4.00 0.60 F1 Collection 46 60 9.99 Magic Box Zomlings Series 6 0.50 Star Monsters 1.00

Newspapers

Daily newspapers price/margin pence/margin % Saturday newspapers Sunday newspapers Sun 50p 11.15p 22.3% Sun 70p 14.98p 21.4% Sun £1.10 23.1p 21% Mirror 70p 14.98p 21.4% Mirror £1.10 22.6p 20.6% Sunday Mirror £1.50 31.5p 21% Mirror (Scotland) 75p 16.05p 21.4% Mirror (Scotland) £1.10 22.6p 20.6% People £1.50 31.5p 21% Daily Record 70p 14.98p 21.4% Daily Record £1 21.4p 21.4% Star Sunday 90p 19.89p 22.10% Daily Star 30p 7.26p 24.2% Daily Star 50p 12.085p 24.17% Sunday Sport £1 24.3p 24.3% Daily Mail 65p 14.5p 22.31% Daily Mail £1 21p 21% Mail on Sunday £1.80 37.8p 21% Express 55p 13.31p 24.2% Express 80p 17.152p 21.44% Sunday Mail £1.80 37.8p 21% Express (Scotland) 50p 12.10p 24.2% Express (Scotland) 80p 18p 22.5% Sunday Telegraph £2 45.5p 22.75% Telegraph £1.80 38.7p 21.5% Telegraph £2.20 49.5p 22.5% Sunday Times £2.70 56.7p 21% Times £1.60 34.4p 21.5% Times £1.70 39.95p 21.5% Observer £3 73.5p 24.5% FT £2.70 54p 20% FT £3.50 79.1p 22.6% Scotland on Sunday £1.70 39.95p 23% Guardian £2 44p 22% Guardian £2.90 63.8p 22% Racing Post £2.60 61p 23.46% i 60p 13.2p 22% i Saturday 80p 17.2p 21.5% Sunday Herald (Scotland) £1.70 35.7p 21% i (N. Ireland) 60p 13.2p 22% i (N. Ireland) 80p 17.2p 21.5% Sunday Express £1.40 29.65p 21.18% Racing Post £2.30 54.0p 23.48% Racing Post £2.60 61p 23.46% Sunday Post £1.60 33.6p 21% Herald (Scotland) £1.30 29.90p 23% Herald (Scotland) £1.70 39.1p 23% Scotsman £1.60 36.0p 22.5% Scotsman £1.95 43.88p 22.5%

Weight Watchers 30-3117-18 December December Scale of third-party advertising insert payments Total Supplements Ad inserts Number of Heaviest Insert Original Mail Mirror News Express Guardian Telegraph weight weight weight Inserts ad insert weight scheme UK TelegraphSunday Times 1,030g965g 490g240g 60g90g 43 50g45g Cumulative? no yes no no no no no SundayDaily Telegraph Times 760g665g 320g510g 0g5g 01 0g5g 0-69g n/a n/a n/a n/a n/a n/a n/a TimesObserver 575g755g 130g120g 120g10g 41 10g45g 70-100g 1.5p 2.5p 2.57p 2.7p 2.93p 2.75p 2.93p 101-200g 2p 3p 3.36p 3.3p 3.65p 3.35p 3.65p MailSun on Sunday 625g565g 220g120g 100g210g 53 145g35g 201-300g 4p 5p 6.09p 5.5p 6.26p 5.75p 6.26p DailyGuardian Mail 540g515g 440g195g 75g5g 31 35g5g 301-400g 5p 7p 7.43p 6.7p 7.06p 7p 7.06p DailyMail on Mail Sunday 405g695g 205g395g 175g10g 41 50g10g 401-500g * 7.5p * * * * * GuardianSunday Telegraph 430g370g 350g75g 20g0g 02 10g0g Over 500g * 8p * * * * * ObserverThe Times 495g– 90g– 45g– –1 45g– * By negotiation Insertion payment guide Per copy sold Guardian Newspapers =2p. News UK =2p. Associated Newspapers =2p. Express Newspapers =2p. Telegraph Group =2p. Per copy supplied Independent News & Media =2p. Financial Times =2p. Mirror Group Newspapers =2p To advertise in the RN classified section call 020 7689 3366 or email [email protected] RNRetail 225 NewsagentJanuary December 2018 2016 25th March 2016 (Please mention RN when replying to the advertisements) 40

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