Merchandising with the Masters Increase your gum sales by up to 51% with Mars Wrigley Confectionery’s advice CATEGORY ADVICE Page 22 » RETAIL NEWS THAT MATTERS ● £2.50 ● 21.09.2018 RN EXCLUSIVE ATM crime explosion ● RN investigation reveals 22% spike in c-store attacks ● Expert tactics to protect your store Pages 5 & 14 » RECYCLING LANDMARK WHOLESALE CHRISTMAS SNACKING Answers Depot 12 top tips wanted closures for growing on deposit force fascia your festive returns switch snack sales Call for clarification Retailers ditch Vol 129 No 38 Independent retailers on commission and Lifestyle Express after FOR TRADE USE ONLY and suppliers reveal 38 vending machine ‘terrible availability’ their seasonal profit costs Page 4 » of own label Page 10 » drivers Page 26 » 2 21 September 2018 RN CONTENTS Shaping the future of independent retail since 1889 Follow on Follow RN f Facebook on twitter facebook.com/ThisisRN @ThisisRN for expert advice to to have your say on the latest news help you grow your sales Email & Visit the phone RN website email [email protected] www.betterretailing.com/RN tel 020 7689 0600 extensive galleries and news retailers and suppliers reveal their plans for Editor - news Editor - insight News editor Christmas snacking Jack Courtez Chris Dillon Megan Humphrey @JackCourtez @ChrisDillonRE @MeganH_RN 12 Page 26 020 7689 3371 020 7689 3379 020 7689 3357 Features editor Features writer Reporter Tom Gockelen-Kozlowski Priyanka Jethwa Alex Yau @TomGK_RN @priyanka_RN @AlexYau_RN 020 7689 3361 020 7689 3355 020 7689 3358 Reporter Head of design Production editor Marcello Perricone Anne-Claire Pickard Ryan Cooper @Marcello_RN 020 7689 3391 020 7689 3354 020 7689 3350 “If retailers can’t afford reverse Editor in chief Head of sales Head of marketing Louise Banham Matthew Oliver Jessica Salisbury-Fielder vending machines, they will be 020 7689 3353 020 7689 3367 020 7689 3352 Sub editor Account director Finance director left at a disadvantage” Jim Findlay George McCracken Parin Gohil 020 7689 3373 020 7689 3364 020 7689 3375 Mo Razzaq, p4 Sub editor Account director Finance executive Tom Allaway Charlotte Jesson Abi Sylvane 020 7689 3395 020 7689 3389 0207 689 3383 Designer Account manager Interim managing Jody Cooke Jon Melson director HEADLINES ADVICE & OPINION 020 7689 3380 020 7689 3372 Chris Collins Production Sales support coordinator executive 4 BREAKING NEWS 18 LUCOZADE IN-STORE Ciara Larkin Michela Marino Clarity demanded on DRS Lucozade delivers advice to help 020 7689 3368 020 7689 3382 this retailer grow soft drinks sales 6 STORE TOUR If you do not receive your copy of RN please contact Kate Daw on 020 7689 3394 or email [email protected] How Stacey Brookes transformed 19 NFRN REGIONAL NEWS Dales Market Corner Smiths News sticks up for Printed by Southernprint, Poole, on 80gsm Galerie Fine Gloss paper retailers over Egmont scandal Distributor Seymour Distribution, 2 East Poultry Avenue, London, EC1A 9PT 10 SYMBOL NEWS Audit Bureau of Circulations July 2017 to June 2018 average net circulation per issue 10,356 Nisa anger at Co-op store launch 20 YOUR VIEWS Your letters and views Annual Subscription 11 NEWS & MAGS UK 1 year £150 Europe £302 2 years £237 Rest of world £354 August uptick for newspapers 22 MARS WRIGLEY 3 years £333 CONFECTIONERY IN-STORE To subscribe contact 020 7689 3384 12 PRODUCT TRENDS How two retailers grew gum sales New beers: can you keep up? 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Every possible Are you losing money on ales? care is taken to ensure the accuracy of information. For trade use only RN 21 September 2018 3 WELCOME In one instance, a a resident living above the shop was lucky to survive he investigation into ATM crime on p5, p14 and p15 reveals for the first T time the rising threat to convenience NISA stores caused by ATM thefts. HELPED US It also shows the impact these attacks have on store owners, store staff and local TRANSFORM communities as residents lose access to OUR C-STORE Editor - news cash and access to convenience goods. Jack Courtez Retailers told us it affects communities p6 @JackCourtez in less obvious ways as well. The raised in- 020 7689 3371 surance premiums will need to be passed on in price rises, and this will even fall on those who haven’t been victim to ATM attacks. The funds set aside for store investment in chill- INSIGHT ers, food to go or refurbs ends up being spent repairing the structural damage the attacks cause. 24 LOCAL SHOP REPORT Staff hours get scaled back to make up shortfalls. In one ACS CEO James instance, a resident living above the shop was lucky to sur- Lowman writes vive and was severely traumatised by the incident. about the future of The resources required to carry out a ram raid or gas at- convenience retailing tack, the profile of those arrested and the huge surges and decreases in ATM attacks from area to area all suggest that 26 SNACKING AT CHRISTMAS the vast majority of these offences are being carried out by How you can drive a small number of ‘experts’. One gang jailed last year was snacking sales accused of carrying out 27 gas attacks in less than a year. at Christmas A common reason given to retailers by the police for not investigating shoplifting offences is that they represent 30 HALLOWEEN ‘low-level’ crime. Retailers and suppliers If this is the metric that the police are using to determine share their top tips for We make 45% response, then by their own definition they are failing on a more profitable Halloween margin when ATM attacks, especially as the average cost to retailers of an 35 THIS WEEK attack is £25,000-£35,000. IN MAGAZINES we make our For instance, a retailer told us that police arrived at the Retailers that plan now own bags of scene briefly before deciding not to investigate due to a lack can make the most Halloween of CCTV evidence. This is not a decision in the public inter- of bumper magazine sweets est, especially when the gang mentioned above was only sales in the run-up identified and prosecuted due to DNA recovered from with- to Christmas Page 30 in one of the ATM machines. 4 21 September 2018 RN BREAKING NEWS Morrisons’ Concern over likely cost of vending machines ‘We don’t have a clue how much it will be’ wholesale success Scottish shops demand Morrisons hailed a successful rollout of its wholesale agreement clarity as DRS talks close while Waitrose blamed Brexit for the financial by Megan Humphrey Shopper owner Mo Razzaq “Instead, stakeholders, he said. “If retailers can’t results each company [email protected] said the next few months machine manufactur- aford it, they will be left published this week. are crucial in finalis- ers and retailers worked at a disadvantage.” Morrisons, which Retailers in Scotland are ing the scheme ready for together to decide a price. A UK-wide consulta- started supplying 1,300 calling for clarification on implementation in 2019. I think the government tion is expected to begin McColl’s stores this year, commission and vending “The important part will go down this route,” later this year. ACS chief expects to hit £700m of machine costs, following starts now,” he said. “We he said. “The best outcome executive James Lowman wholesale supply sales the closure of the govern- are expecting to hear the for us would be to receive said it’s important to work before the end of 2018. ment consultation on a results of the consulta- 5p commission a bottle alongside Scotland ahead Like-for-like sales were up Deposit Return Scheme tion in October, which we that is returned to our of this. 4.9% in the six months to (DRS) later this month. believe will continue to be machine,” he said. “We need to engage 5 August, but operating The consultation a period of negation.” Razzaq said another positively with discus- profits fell 15.5% to £197m. launched by the Scottish Razzaq said he hopes concern for retailers is sions in Scotland and Waitrose’s like-for-like government on 27 June Scotland will follow in how much it will be to Westminster to try to sales rose by 2.6% in the seeks to design a scheme Estonia’s footsteps when buy a vending machine. shape what a scheme six months to 28 July, but that works for everyone, it comes to formulating a “We want a lease agree- might look like, and how operating profits fell 12% by inviting individuals to commission structure. ment between companies this can be designed to to £96.4m.