Retailer Matters 01

Retail Matters

JAN-MARCH JAN-MARCH 2009 issue 01 2009 issue 01

Because at Landmark Wholesale EVERY Retailer Matters

Your guide to improving sales and profit

In this issue

The right products @ the right price

Are you stocking the best sellers and are they priced competitively?

Adding Value

Challenge 25

Staff Training

Event Planning

Do you have the services that Customers want?

2009 brings new guidelines & responsibilities for Off Licences.

Are your staff equipped with key retail skills?

Great sales opportunities in the first quarter of the year!

web: www.landmarkwholesale.co.uk

phone: 01908 255 300

e-mail: landmark@lmkcc.co.uk

Retail Matters Welcome

to the first issue of our new publication Retail Matters, aimed at providing the latest information and guidance to help Independent Retailers develop their business.

Landmark Wholesale has got together with leading organisations within the Industry to bring you the most up-to-the-minute advice on all the hot topics across Independent Retailing. It’s now 2009, so make sure you get your New Year off to the best possible start by following our tips and advice.

Retail Matters will be available quarterly to ensure Retailers get all the current information for key times of the year. Easter will be covered in our April 2009 issue, summer opportunities in June 2009 and September 2009 will cover back to school, Halloween and the run up to Christmas. In this issue we are covering the importance of having a core range, Recommended Selling Prices (RSPs), services, training, event planning and responsible retailing.

Last year ended in a cloud of economic uncertainty with the UK heading for a recession. However, Independent Retailing is best placed to help its local community cope in these difficult times, but it is not enough to be a good Retailer, you need to be a great one. Retail Matters tackles the issues that will help you go from good to great! Core range is a key area for Retailers to get right. We explain why having a core range makes sales-enhancing sense and include our recommended list of core range items for you to use as your stocking guide. With the current financial climate it is vital that your prices are competitive and offer value, so use our list of core range products and Recommended Selling Prices (RSPs) to see how up-to-date your pricing is.

Stores that offer additional services, such as ATMs, credit and debit card facilities and E-Top Up, are cashing in on extra sales, as it is proven that these services add value by increasing the frequency of visits and your Customer’s basket spend. Our guide to services demonstrates what benefits you could gain by introducing services to your store. For extra advice on staff training, our feature with RetailPlus is an essential read. RetailPlus offer training programmes to help develop your staff and raise the standard of service within your store across many categories.

Key calendar events are always a good way to boost sales and footfall, and we show you how to make the most of these promotional opportunities, plus a guide to the key events coming up over the next three months so you can plan ahead.

This year will see more emphasis on the sale of alcohol with the introduction of the new ‘Challenge 25’ message replacing the current ‘Challenge 21’ advice. With help from ACS we have all the information you will need to ensure you are a responsible retailer and protect your licence.

May I take this opportunity to wish you all a prosperous New Year and hope that Retail Matters will become your definitive reference point for achieving success and that the information over the following pages will provide sales-enhancing advice for your store for the year ahead.

Please let us know your thoughts on this issue of Retail Matters and if there are any topics you would like us to cover in future issues. Send us your feedback by visiting www.landmarkwholesale.co.uk/retailmatters 2

Martin Williams Managing Director, Landmark Wholesale

JAN-MARCH 2009 issue 01

Landmark Wholesale fights for Independent Retailers!

The following letter has been sent to the

Prime Minister

Dear Prime Minister

on your behalf

TOBACCO DISPLAY ANNOUNCEMENT I write to you following the interview I heard your Secretary of State for Health, Alan Johnson, give live on Radio 2 on Tuesday.

I have never heard such rubbish come from a Minister before, and he appears to me to be illprepared and unqualified to be in charge of such important legislation.

Your Minister stated that the tobacco display ban is only being introduced to stop the increasing number of 11 – 15 year olds from smoking.

Now excuse me, but when has an 11 – 15 year old ever been caught purchasing cigarettes?

Never – I suspect. They either steal them or buy from the grey market, counterfeit or smuggled.

So we face huge cost, legislation and a serious threat to the livelihoods of thousands of Independent Retailers who play such a vital role in our community, for a display ban that will not solve the problem. Very clever strategy indeed.

Your government rake in £9.9b per year, a £1m per hour, yet do little to help the market combat smuggling or counterfeit cigarettes. You tax a packet of B&H at 80% of the cost and you lose an estimated £2.8b - £4.1b per year of Duty Income through non U.K. Duty Paid cigarettes.

Why not help legitimate Suppliers, Wholesalers and Retailers by stamping out crime rather than penalising the innocent?

People who support this ban often refer to the success that Canada had but there is absolutely no evidence to hold up this argument.

Finally, I believe that the values of your Party should protect the innocent and clamp down on the guilty so I would ask you to reconsider this proposed ban and put more investment into stopping counterfeit and smuggled activity which would deliver your objective of removing the supply for the 11 – 15 year olds.

I look forward to your response.

Yours sincerely

Martin Williams

Managing Director

3

Retail Matters Contents A Guide to the Contributors of Retail Matters

page

4-5

Do you know the best selling products and their RSPs?

page

6-7

Core range and Recommended Selling Prices

page

9 - 14

New year - New Store

page

17 - 18

Seasonal and sporting events to boost your sales

page

20 - 21

Adding value to your store

page

Train your staff and improve your store

page 24

Responsible retailing and you

page

23

- 25

26 - 32

A Guide to the Contributors of Retail Matters Retail Matters has been produced by Landmark Wholesale with help from him! and the Association of Convenience Stores who are leading organisations within the industry Landmark Wholesale is the UK’s leading Independent Buying Group. For over thirty years it has been the Independent Wholesaler group for Retailers.

The Landmark Group was formed in 1972 to provide a centralised trading and marketing operation on behalf of Independent Wholesalers. Over the years, the Group has grown steadily and, today, has a turnover of over ÂŁ2 b with 33 Members operating over 67 depots throughout the UK. PROFESSIONALISM INTEGRITY TECHNOLOGY

Each Landmark Member continues to operate an Independent Wholesale business, in their local catchment area. Any Landmark Customer can, therefore, be assured that their local depot has an understanding of both business needs and challenges; and has a current working knowledge of the local business community.

4

Many of Landmark Wholesale’s Members are family run businesses, and therefore recognise the challenges and pressures that the majority of its Independent Customers experience.

Everyone at Landmark is committed to the onward development of the Independent Sector, and is always happy to help Customers develop their business to achieve this.

Landmark Wholesale has been widely acknowledged as the leading operator of Own Brands, with an immense portfolio of premium, standard and value Own Brands covering grocery, non-food, alcohol and tobacco.

To find your nearest Landmark Wholesale Member or for more information on Landmark visit

www.landmarkwholesale.co.uk or phone 01908 255300

JAN-MARCH 2009 issue 01 him! is a research-based retail consultancy, working with over 100 blue-chip organisations in Retail, Wholesale, On-trade and Foodservice.

It has spoken to 15 million Customers at “the moment of truth” via its numerous continuous syndicated Customer tracking programmes to become better informed advisors to its clients. him! turns answers into action....using Customer insight to grow sales and profits him! works with both Retailers and Suppliers, distributors or service-providers - facilitating

Landmark Wholesale’s highly successful Hot House programme helps redevelop Independent Retailers businesses’ in conjunction with its nationally recognised Lifestyle Express fascia. Its objective is to regenerate the Independent Retail Sector through a professional store development programme and by implementing best practice to re-energise the sector.

Landmark Wholesale recognises the value of the Independent Retailer and the important part that they play within their communities.

Whilst Retailers want to develop and grow their business, they don’t want to lose their independence.

Supported by 50 Suppliers and promoted by the Landmark Membership, Hot House is a

joint workshops to improve collaboration.

Its programmes have become “the common language” in their respective industries unbiased Independent Customer feedback. him! operates Customer Tracking Programmes in Convenience, Impulse, Forecourts, Off Licences, route-to-market/Wholesale, pubs & bars, pharmacy chains, coffee shop chains, high street food-to-go chains, Catering & Foodservice. Landmark Wholesale works closely with him! to gain important insight into the sector and its consumers to improve our customer offering.

professional store redevelopment programme offering Retailers impartial advice on store re-fits, range rationalisation, layout, merchandising, pricing and technology.

Hot House is a proven way of delivering real benefits to Retailers with no hidden costs or membership fees, helping Independent Retailers realise their store’s true potential. It offers Independent Retailers everything they need to develop the business and maintain its independence.

Through Hot House, Retailers have access to the nationally-recognised Lifestyle Express fascias and key services that include: l l l l l

Fascia and imagery Promotional Activity Store Appraisal Store Planning Service Industry Planograms

l l l l l

Drop Shipment Store Refit Service In-Store Services Staff Training Merchandising Service

Thresher, as well as Independent stores operating under their own fascia. Our members operate small Grocers, Off Licence or Petrol Forecourt shops with between 500 and 3,000 square feet of selling space.

ACS is the trade body representing the interests of over 33,000 convenience stores operating in city centres as well as rural and suburban areas. Members include familiar names such as Martin McColl, Spar and

As the convenience store champion, ACS supports its members through lobbying, advice on legislation and issues that affect Retailers and through learning and networking events.

5

Retail Matters Do you know the best selling products and their RSPs? Do you know the best selling products and recommended selling prices?

It may seem a simple enough question, but in reality many Retailers do not know what the core range of items they should be stocking is, or what price they should be selling them at.

These are: l l l l

Therefore these Retailers may be missing out on sales and profit by not having the right range in-store and having products priced higher than recommended or in some cases much lower.

So what is a core range? Based on industryfocussed statistics and accumulated data, the core range is the leading brands/best selling SKUs per category. These are the 20% of items that generate 80% of sales, and more importantly are the products that your Customers will expect to see in your store and look to purchase.

Without a focussed core range, you may be missing out on huge sales opportunities as shoppers will look to shop elsewhere if they can’t find their desired product in your store.

On the whole, Customers use Independent local stores for six main reasons.

6

l l

To top up on items they have run out of Buy daily essentials and top-up services Food on the move Create a meal for that evening A big night in To celebrate a special occasion

Retailers need to be able to deliver against these Shopper missions, and therefore having a core range in stock will ensure that you are well-placed to meet those needs.

The core range should be used as your basic guide which you then build on and introduce other products based on your knowledge of your local Customer base. Over the next couple of pages we have identified the core range across the key categories of a convenience store, so use this as your stocking guide to ensure you have the right range in stock.

Keeping abreast of top sellers can be done via Landmark Wholesale’s Hot House programme and in-depot information.

Once you have the right stock in place, is your pricing strategy competitive enough?

JAN-MARCH 2009 issue 01

Are you stocking the best sellers and are they priced competitively?

We have all heard the constant news about the economy and how inflation has caused food prices to soar over the past year, but have you looked at your selling prices recently?

too low. Whilst your customers may be glad they are getting a bargain, this won’t help your margins, so it shows how important it is to keep up to date with the RSPs across all your range.

The RSP is a suggested selling price recommended by the Supplier/Wholesaler to standardise the price of a product across all the different retail outlets, so that Consumers can expect to pay a similar price wherever they choose to shop. Therefore it is important to follow these RSP guides so that your Customers can see that your products are fairly priced in comparison to your competitors. By having the RSP this will inspire Consumer confidence and loyalty to your store.

Now is the perfect time to do a health-check on your prices, so use the listings over the next few pages to see if your pricing is on track. Use our guide on how to implement this across your store.

Many Retailers who are not aware of the correct RSP or choose to ignore this and set their prices much higher than recommended, risk losing sales. If Customers see that you are more expensive than your competitors they will simply vote with their feet and shop elsewhere.

Also many Retailers may not be aware of the fluctuations in price that can occur over a period of time and may be setting their prices

We must stress that this is a recommended guide to pricing, and you must use this guide in conjunction with your knowledge of your local Customer base.

Retail Matter’s Guide to implementing a core range and RSPs across your store:

1 Cross check your range across our list of core range items.

2 Highlight any non-stocked products.

3 Purchase these at your next visit to your Wholesaler or add to your next delivery.

4 Merchandise the fixtures incorporating your new stock.

5 Price up with the RSPs. 7

Core range and Recommended Selling Prices Item

size

RSP

28g 37g 23g 37g 65g Single Single 40g

0.45 0.45 0.45 0.38 0.84 0.89 0.99 0.50

155g 155g 50g 50g 50g 50g 34.5g 34.5g 34.5g 34.5g 34.5g 34.5g 34.5g 34.5g 40g 40g 40g 25g 22g 19g 16.4g 34g 34g 50g 90g 80g 50g

1.48 1.48 0.52 0.52 0.52 0.52 0.38 0.38 0.38 0.38 0.38 0.38 0.38 0.38 0.54 0.38 0.54 0.38 0.38 0.38 0.38 0.35 0.35 0.53 0.77 0.77 0.66

250ml 250ml 500ml 500ml 500ml 500ml 500ml 500ml 500ml 500ml 500ml 500ml 500ml 500ml 380ml 380ml 500ml 500ml 500ml 288ml 500ml 300ml 300ml

1.19 1.19 0.95 0.95 0.95 0.95 0.89 0.89 0.95 0.95 0.95 0.95 0.89 0.89 0.75 0.75 0.98 0.92 0.92 0.57 0.89 0.65 0.75

Sweet Snacks Kellogg’s Rice Krispies Squares Kellogg’s Nutri-Grain Strawberry Kellogg’s Special K Cereal Bar Tracker Bar Chocolate Chip McVities Snickers Flapjack McVities Brownie With M&M’s McVities Galaxy Muffin McVities Mini Chocolate Chip Cookies

Soft Drinks Chilled Red Bull Red Bull Sugar Free Diet Coke Coca Cola Cherry Coke Coke Zero Pepsi Pepsi Max Fanta Orange Fanta Fruit Twist Dr. Pepper Sprite Irn Bru Irn Bru Diet Lucozade Original Lucozade Orange Lucozade Sport Orange Ribena Ribena Light Ribena Blackcurrant Oasis Summer Fruits Fruit Shoot Blackcurrant Capri Sun Orange

size

RSP

200ml 200ml 500ml 500ml 500ml 1Ltr

0.35 0.35 0.79 0.79 0.45 0.77

400g 400g 220g 480g 265g 120g T16 T24 277g 464g 300g Bag Bag 175g 200g 215g 215g 207g 215g 215g 215g 135g 115g 90g 90g 105g 215g 205g 140g 140g 140g 45g Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Duo Std Duo Std King Size

6.26 4.16 2.79 4.57 3.16 1.64 3.22 4.88 4.99 3.99 2.99 1.12 1.12 1.56 1.37 1.46 1.46 1.46 1.46 1.46 1.46 1.65 1.06 1.06 1.06 1.06 1.37 1.29 1.17 1.17 1.17 0.50 0.50 0.50 0.50 0.50 0.46 0.15 0.49 0.57 0.49 0.51 0.52 0.46 0.48 0.48 0.43 0.49 0.44 0.41 0.58 0.41 0.56 0.41 0.56

Soft Drinks Chilled Continued

Crisp & Snacks Pringles Original Pringles Sour Cream & Onion McCoys Flame Grilled Steak McCoys Salt & Vinegar McCoys Cheddar & Onion McCoys Thai Sweet Chicken Walkers Ready Salted Walkers Cheese & Onion Walkers Salt & Vinegar Walkers Smokey Bacon Walkers Prawn Cocktail Walkers Roast Chicken Walkers Pickled Onion Walkers Tomato Ketchup Walkers Sensations Thai Sweet Chilli Doritos Tangy Cheese Monster Munch Flamin Hot Walkers Squares Cheese & Onion Walkers French Fries Worcester Sauce Wotsits Cheesy Quavers Cheese Hula Hoops Original Hula Hoops BBQ Beef McVities Mini Cheddars KP Salted Nuts KP Dry Roasted Nuts Nobby’s Sweet Chilli Nuts

Item

JAN-MARCH 2009 issue 01

Just Juice Orange Just Juice Apple Volvic Touch Of Fruit Lemon Volvic Touch Of Fruit Strawberry Volvic Volvic Confectionery

Milk Tray Heroes Roses Celebrations Celebrations Maltesers Box Ferrero Rocher Ferrero Rocher Black Magic Quality Street After Eight Haribo Super Mix Haribo Tangtastics Cadbury Giant Buttons Murray Mints Fruit Allsorts Liquorice Allsorts Cadburys Chocolate Eclairs Maynards Wine Gums Bassetts Jelly Babies Maynards Sports Mixture Aero Bubbles Mint M&Ms Peanut Revels Maltesers Minstrels Starburst Rowntrees Fruit Pastilles CDM Whole Nut CDM Fruit & Nut CDM Bournville CDM Whole Nut CDM Fruit & Nut CDM Caramel CDM Cadburys Buttons Freddo Flake Frys Turkish Delight Picnic Starbar Twirl Double Decker Boost Glucose Crunchie Maynards Wine Gums Topic Bounty Milk Snickers Snickers Mars Mars Twix Twix

All RSP’s listed are correct at the time of going to press, December 2008.

Where possible, all RSP’s subject to VAT have been amended in line with the VAT changes as of December 1st 2008.

9

Core range and Recommended Selling Prices Item

size

RSP

Confectionery Continued Std Std Std Std Std King Size Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Sgl Std Std Std Std Std Std Std Stick Stick Stick

0.49 0.49 0.49 0.49 0.46 0.63 0.46 0.46 0.46 0.39 0.40 0.46 0.43 0.20 0.48 0.40 0.40 0.40 0.40 0.40 0.48 0.40 0.58 0.48 0.58 0.45 0.39 0.17 0.39 0.39 0.39 0.46 0.25 0.51 0.37 0.35 0.43 0.43 0.43 0.61 0.61 0.54

Bacardi Breezer Orange Smirnoff Ice Smirnoff Ice WKD Iron Brew WKD Blue WKD Blue

70cl 70cl 275ml 70cl 70cl 275ml

2.98 3.59 1.65 3.29 3.29 1.39

70cl 70cl 35cl 70cl 70cl 70cl 35cl 70cl 70cl 35cl

13.69 19.29 11.65 22.29 15.29 18.99 10.49 16.25 10.19 6.15

Three Barrels Martell VS Martell VS Glenmorangie Malt Jameson Jack Daniels Jack Daniels Southern Comfort Prince Consort Whisky Prince Consort Whisky

10

size

RSP

70cl 70cl 35cl 20cl 70cl 70cl 35cl 70cl 35cl 20cl 70cl 70cl 35cl 70cl 70cl 70cl 35cl 70cl 70cl 70cl 70cl 70cl

14.15 13.85 7.89 4.99 13.35 8.89 5.49 12.49 7.19 4.89 7.89 12.59 7.69 12.49 14.25 13.99 7.99 13.29 13.39 15.29 11.99 20.29

330ml 300ml 500ml 300ml 500ml 330ml 568ml 500ml 568ml 500ml 500ml 500ml 500ml 275ml 500ml 500ml 500ml 500ml 330ml 440ml 440ml 440ml 550ml

1.04 0.82 1.09 0.76 1.14 0.99 1.34 1.13 1.14 1.04 1.03 1.25 1.00 0.83 1.18 1.65 0.90 1.05 1.19 0.90 0.92 1.38 1.56

568ml 568ml 1Ltr 500ml 500ml 2Ltr 500ml 2Ltr 500ml 2Ltr 500ml 2Ltr 500ml

1.99 1.50 2.59 0.89 0.87 3.09 0.89 2.99 0.87 2.99 0.75 3.09 0.65

Spirits Continued

Mars Delight Galaxy Caramel Galaxy Milk Galaxy Ripple Maltesers Maltesers Minstrels Revels M&M’s Peanut Starburst Skittles Original Mars Planets Milky Way Magic Stars Milky Way Yorkie Milk Lion Bar Kit Kat Chunky Kit Kat Chunky Peanut Kit Kat 4 Finger Kit Kat Dark 4 Fnger Aero Mint Medium Toffee Crisp After Eight Munchies Aero Bubbles Munchies Original Rolo Milkybar Buttons Milkybar Rowntrees Fruit Pastilles Jelly Tots Smarties Kinder Bueno Kinder Happy Hippo Kinder Surprise Egg Tic Tac (White) Polo Trebor Softmints Trebor Softmints Spearmint Trebor Extra Strong Halls Mentholyptus Halls Soothers Blackcurrant Lockets Honey & Lemon

Alcoholic Ready to Drink

Spirits

Item

Famous Grouse Bells Bells

Bells Whyte & Mackay Whisky Prince Consort Vodka Prince Consort Vodka Smirnoff Smirnoff Smirnoff Prince Consort Gin Gordon’s Gin Gordon’s Gin Captain Morgan Rum Captain Morgan Spiced Rum Bacardi Bacardi Malibu Bailey’s Tia Maria Archers Peach Schnapps Drambuie Beer & Lager Single Can/Bottle San Miguel Kronenbourg 1664 Kronenbourg 1664 Grolsch Grolsch Stella Artois Stella Artois Stella Artois Carling Carling Fosters Budweiser Carlsberg Carlsberg Export Carlsberg Export Carlsberg Special Brew Tennents McEwans Export Miller Genuine Draft Boddingtons Draught John Smith’s Extra Smooth Guinness Draught Newcastle Brown Ale Cider

Magners Bulmers Original Merrydown Vintage Dry Strongbow Super Strongbow Strongbow Scrumpy Jack Blackthorn Olde English

Olde English Woodpecker Woodpecker Eridge Vale

All RSP’s listed are correct at the time of going to press, December 2008.

Where possible, all RSP’s subject to VAT have been amended in line with the VAT changes as of December 1st 2008.

JAN-MARCH 2009 issue 01 Item

size

RSP

Cider Continued Eridgevale Diamond White Diamond White White Storm White Storm

2Ltr 500ml 2Ltr 500ml 2Ltr

1.99 0.89 2.99 0.69 2.09

75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl

6.99 8.29 7.29 5.99 5.99 4.69 4.69 5.49 5.49 5.99 9.49 6.29 6.29 6.99 6.29 6.99 5.29 5.29 4.30 4.49 4.79 4.49 4.89 4.89 4.89 4.49 4.49 4.49 4.49 5.49 4.69 5.29 4.09 4.09 4.59 4.59 7.25 7.25 6.25 6.25 5.29 5.29 4.89 4.19 4.39 4.19 4.19 4.39 3.89 3.89 4.19 3.89 3.89 4.69 3.99 3.99

Wines Asti Martini Montana Sauvignon Blanc Campo Viejo Crianza Lindemans Bin 50 Shiraz Lindemans Bin 65 Chardonnay Blossom Hill Red Blossom Hill White Blossom Hill White Zinfandel Blossom Hill Merlot Blossom Hill Pinot Grigio Jacobs Creek Sparkling White Jacobs Creek Grenache Shiraz Jacobs Creek Shiraz Cabernet Jacobs Creek Chardonnay Jacobs Creek Semillon Chardonnay Jacobs Creek Shiraz Rose Echo Falls Merlot Echo Falls Chardonnay Echo Falls Rose Gallo Chardonnay Gallo Cabernet Sauvignon Gallo White Grenache Stowells Merlot Stowells Tempranillo Stowells Chenin Blanc Isla Negra Cabernet Merlot Isla Negra Sauvignon Semillon JP Chenet Cabernet Syrah JP Chenet Colombard Chardonnay Kumala Cabernet Sauvignon Shiraz Kumala Chardonnay Semillon Kumala Rose Rivercrest Red Rivercrest White Piat Dor Red Piat Dor White Nottage Hill Cabernet Shiraz Nottage Hill Chardonnay Stamp Shiraz Cabernet Stamp Semillon Chardonnay Hardys VR Shiraz Hardys VR Chardonnay Black Tower Rivaner Vintners Collection Cabernet Chile Vintners Collection Shiraz Vintners Collection Sauvignon Blanc Vintners Collection USA Merlot Vintners Collection Aus Chardonnay Vintners Collection USA Smooth Red Vintners Collection USA Fruity White Vintners Collection USA Chardonnay Vintners Collection Italy Smooth Red Vintners Collection Italy Fruity White Vintners Collection Pinot Grigio Vintners Collection Soft Red Vintners Collection Dry White

size

RSP

75cl 1.5Ltr 75cl 75cl

4.39 8.09 4.19 4.09

2Ltr 2Ltr 2Ltr 2Ltr 2Ltr 2Ltr 2Ltr 2Ltr 2Ltr 2Ltr 1Ltr 600ml 1Ltr 1Ltr 1Ltr 1Ltr 1Ltr 4 x 250ml 1Ltr 1Ltr 1.5Ltr 1.5Ltr 1.5Ltr

1.65 1.65 1.69 1.69 1.69 1.49 1.49 1.49 1.35 1.39 1.87 1.95 1.19 1.19 1.39 1.49 1.45 3.99 0.95 0.99 0.76 0.81 1.07

Quaker Oat So Simple Original Weetabix Kellogg’s All Bran Flakes Kellogg’s Cornflakes Kellogg’s Special K Kellogg’s Crunchy Nut Cornflakes Kellogg’s Rice Krispies Kellogg’s Coco Pops Kellogg’s Variety

10’s 24’s 500g 500g 375g 375g 450g 375g 8’s

1.99 2.29 2.09 2.09 2.59 2.35 2.49 2.49 2.29

Biscuits

Cadbury’s Milk Chocolate Fingers

Fox’s Viennese Milk Chocolate Sandwich Fox’s Crinkle Crunch Butter

McVities All Butter Shortbread

McVities Jaffa Cakes McVities Milk Chocolate Digestives

McVities Plain Chocolate Digestives

McVities Caramel Milk Chocolate Digestives McVities Milk Chocolate Hob Nobs

McVities Digestives

McVities Rich Tea McVities Hob Nob

McVities Ginger Nut Burtons Jammie Dodgers

Maryland Traditional Chocolate Chip Cookies Maryland Chocolate Chip & Hazelnut Cookies Lifestyle Choc Digestives Lifestyle Digestives Lifestyle Custard Creams Lifestyle Bourbon Creams McVities Penguin

150g 150g 250g 200g 12pk 300g 300g 300g 300g 300g 300g 300g 300g 150g 150g 150g 300g 300g 300g 300g 9pk

1.45 1.38 0.85 1.09 1.21 1.85 1.85 1.81 1.85 0.99 1.05 0.99 1.25 0.95 0.95 0.95 0.99 0.65 0.65 0.65 1.46

Item

Vintners Collection Liebfraumilch Vintners Collection Liebfraumilch Vintners Collection USA White Zinfandel Vintners Collection USA Delicious Rose Soft Drinks Ambient Diet Coke Coca Cola Pepsi Pepsi Max Diet Pepsi Dr. Pepper Fanta Orange Sprite Schweppes Lemonade Irn Bru Lucozade Original Ribena Original Robinsons Orange Robinsons Apple & Black Robinsons NAS Summer Fruits Ocean Spray Cranberry Juice Schweppes Tonic Water Red Bull Just Juice Orange Just Juice Apple Evian Volvic Water Volvic Touch Of Fruit Strawberry Cereals

All RSP’s listed are correct at the time of going to press, December 2008.

Where possible, all RSP’s subject to VAT have been amended in line with the VAT changes as of December 1st 2008.

11

Core range and Recommended Selling Prices Item

size

RSP

6pk 6pk 150g 300g

0.79 0.79 1.15 0.95

Biscuits Continued Nestle Kit Kat Nestle Blue Riband Jacobs Cheddars Jacobs Cream Crackers

size

RSP

5 Sachet 5 Sachet 5 Sachet 5 Sachet 400g 400g 400g 400g

1.45 1.45 1.45 1.45 0.89 0.89 0.89 0.89

410g 410g 410g 475g 560g 400g 425g 340g 200g 200g 75g 75g 75g 213g 200g 200g 185g 185g 120g 120g 125g 410g 410g 415g 415g 200g 415g 420g 400g 400g 400g 410g 400g 88g 176g 198g 340g 300g 300g 300g 300g 300g 300g 300g 300g 300g 290g 290g 415g 397g 397g

1.99 1.55 1.19 2.39 1.49 0.79 0.85 1.99 0.99 1.59 0.65 0.65 0.65 2.99 1.75 1.75 1.65 1.65 0.69 0.69 1.09 1.39 1.39 1.19 0.69 0.55 0.59 0.45 0.49 0.49 1.19 1.49 1.19 0.75 1.29 0.65 0.85 0.49 0.47 0.39 0.49 0.35 0.35 0.59 0.45 0.42 0.79 0.89 0.62 0.45 0.45

Soup

Sauces, Stuffing, Oil, Condiments and Snack Meals

Crisp And Dry Oil 1Ltr OXO Cubes 12’s Bisto Gravy Granules 170g Paxo Stuffing 85g Saxa Salt 750g Heinz Tomato Ketchup 460g Heinz Tomato Ketchup 342g HP Sauce The Original 255g Heinz Salad Cream 425g Hellmans Mayonnaise 400g Sarsons Malt Vinegar Flip Top 250ml Sharwoods Rich Soy Sauce 150ml Lea & Perrins Worcestershire Sauce 150ml Tabasco Sauce 57ml Colmans English Mustard 100g Colmans Apple Sauce 250ml Colmans Mint Sauce 250ml Oceanspray Cranberry Sauce 190g Sharwoods Green Label Mango Chutney 360g Branston Original Pickle 360g Branston Small Chunk Pickle 360g Branston Hot Chilli & Jalapeno Relish 380g Haywards Traditional Onions 454g Haywards Silverskin Onions 454g Baxters Sliced Beetroot 340g Uncle Bens Express Long Grain Rice 250g Uncle Bens Express Basmati Rice 250g Tilda Easy Cook Basmati Rice 500g Buitoni Spaghetti 500g Buitoni Pasta Shapes 500g Sharwoods Medium Egg Noodles 125g Uncle Bens Medium Chilli Sauce 500g Homepride Curry Sauce 500g Sharwoods Korma Sauce 420g Sharwoods Tikka Masala Sauce 420g Sharwoods Balti Sauce 420g Dolmio Express Tomato & Basil 170g Dolmio Original Bolognese Sauce 500g Dolmio Extra Mushroom Bolognese Sauce 500g Dolmio Chunky Onion/Garlic Sauce 500g Loyd Grossman Tomato & Basil Sauce 350g Loyd Grossman Tomato & Chilli Sauce 350g Sacla Italia Classic Pesto 190g Sharwoods Black Bean & Red Pepper Sauce 425g Uncle Bens Sweet & Sour Sauce 500g Homepride Pasta Bake Cheese & Bacon 500g Homepride White Wine & Cream Sauce 500g Knorr Chicken Tonight Honey & Mustard Sauce 525g Knorr Chicken Tonight French Country Chicken Sauce 525g Batchelors Pasta ‘n’ Sauce Chicken & Mushroom 122g Batchelors Savoury Rice Golden 120g Batchelors Super Noodles Chicken 100g Batchelors Super Noodles BBQ 100g Pot Noodle Chicken & Mushroom Standard Pot Noodle Beef & Tomato Standard Pot Noodle Curry Standard

12

Item

1.99 1.39 1.29 0.49 0.79 1.85 0.99 0.99 2.15 1.83 0.85 0.81 1.29 1.23 0.90 1.05 1.05 1.09 1.63 1.29 1.29 1.65 2.16 1.69 0.89 1.55 1.55 2.49 0.89 1.09 0.65 1.65 1.09 1.46 1.46 1.46 1.35 1.99 2.09 2.15 1.79 1.79 1.75 1.59 1.55 1.59 1.09 1.87 1.87 1.09 0.89 0.83 0.83 1.01 1.01 1.01

Batchelors Cup A Soup Minestrone Batchelors Cup A Soup Tomato Batchelors Cup a Soup Chicken & Vegetable Batchelors Cup a Soup Chicken Heinz Tomato Soup Heinz Vegetable Soup Heinz Chicken Soup Heinz Oxtail Soup Canned Veg, Meat & Fish Princes Tender Stewed Steak Stagg Classic Chilli Con Carne Campbells Meatballs In Gravy Fray Bentos Steak & Kidney Pie Princes Jumbo Hot Dogs 6’s Princes Hot Dogs 8’s Goblin Hamburgers 4’s Princes Corned Beef Princes Ham Spam Chopped Pork & Ham Princes Chicken Paste Princes Corned Beef Paste Princes Tuna & Mayo Paste John West Wild Red Salmon John West Tuna Steak In Oil John West Tuna Steak In Brine John West Tuna Chunks In Brine John West Tuna Chunks In Oil Princes Sardines In A Rich Tomato Sauce Princes Sardines In Extra Virgin Olive Oil Princes Mackerel In Olive Oil Crosse & Blackwell Hunger Breaks The Full Monty Crosse & Blackwell Hunger Breaks All Day Breakfast Heinz Beanz With Pork Sausages Heinz Beanz Heinz Beanz Branston Baked Beans Lifestyle Baked Beans Heinz Spaghetti Heinz Spaghetti Hoops Heinz Spaghetti Bolognese Heinz Ravioli Heinz Macaroni Cheese Smash Original Smash Original Green Giant Corn Niblets Green Giant Sweetcorn Lifestyle Whole Carrots Lifestyle Sliced Carrots Lifestyle Mushy Peas Lifestyle Garden Peas Lifestyle Marrowfat Peas Lifestyle Processed Peas Batchelors Mushy Peas Bigga Marrowfat Peas Crosse & Blackwell New Potatoes Crosse & Blackwell Sliced Mushrooms Crosse & Blackwell Whole Button Mushrooms Batchelors Red Kidney Beans Lifestyle Plum Tomatoes Lifestyle Chopped Tomatoes

All RSP’s listed are correct at the time of going to press, December 2008.

Where possible, all RSP’s subject to VAT have been amended in line with the VAT changes as of December 1st 2008.

JAN-MARCH 2009 issue 01 Item

size

RSP

1Kg 250g 100g 100g 100g 80’s 80’s

0.79 1.39 2.99 3.95 2.79 1.89 1.79

59g 420g 220g 415g 1.5kg 1.5kg 100g 340g 340g 454g 454g 227g 250g 425g 425g 410g 150g 227g 135g

0.79 0.86 0.57 0.99 1.49 1.49 0.59 1.20 1.20 1.59 2.99 1.29 2.49 0.75 0.75 0.79 0.55 1.19 0.59

100g 100g 12pk 400g 400g 100g 100g 12pk 12pk 390g 400g 100g 375g 375g 8Ltr 400g 150g 400g 385g 400g 1200g 630g 650g 1.5kg 1.5kg 7’s 12’s

0.39 0.35 3.99 0.65 0.65 0.33 0.33 3.62 3.62 0.63 0.63 0.48 1.15 0.99 2.73 0.57 0.64 0.69 0.60 0.61 1.66 1.22 1.49 3.39 3.39 1.95 1.28

Hot Beverages

size

RSP

9’s 128g 163g 200ml 200ml Single 200ml 200ml 200g 125g 63’s 18’s 16’s 14’s 14’s 14’s 12’s

1.29 0.52 0.58 0.69 0.69 0.49 1.49 1.19 1.19 2.49 2.74 2.79 2.79 2.79 2.79 2.79 2.79

Single Single Box Box Box 2 Roll 2 Roll 4 Roll 2 Roll 2 Roll 2 Roll 2 Roll 2 Roll 2 Roll

0.39 0.39 1.15 2.09 1.99 1.19 1.19 2.15 1.15 1.15 1.15 0.99 0.99 0.99

Single 300ml 150g Twin Single 750ml 750ml 750ml 500ml 500ml 500ml 40’s 500ml 500ml 500ml 300ml 500ml 300ml 500ml 500ml 15’s 950g 16’s 10’s 1kg 18’s

0.43 1.39 0.96 1.00 1.99 1.64 0.89 1.27 2.58 1.99 1.99 1.19 0.99 1.39 1.56 2.19 1.49 1.09 0.79 0.99 3.45 2.75 2.29 3.45 2.93 2.83

Baby Products

Silverspoon Granulated Sugar Cadburys Drinking Chocolate Nescafe Original Nescafe Gold Blend Nescafe Original Decaffeinated PG Pyramid Teabags Tetley Teabags Homebake/Fruit/Desserts

Item

Angel Delight Strawberry Del Monte Peach Slices In Syrup Del Monte Sliced Pineapple In Own Juice Del Monte Fruit Cocktail In Juice McDougall’s Fine Plain Flour McDougall’s Fine Self Raising Flour Lifestyle Bicarbonate of Soda Hartley’s Best Strawberry Jam Hartley’s Best Raspberry Seedless Jam Robertson’s Golden Shred Marmalade Gales Pure Clear Honey Sunpat Peanut Butter Crunchy Marmite Yeast Extract Ambrosia Devon Custard Ambrosia Creamed Rice Carnation Evaporated Milk Ambrosia Devon Custard Pot Del Monte Fruit Express Tropical Hartley’s Strawberry Jelly Block Pet Food Felix ALU Cod & Haddock Felix Pouch Chicken Felix Pouch Jelly Felix Chicken In Jelly Felix Tuna In Jelly Whiskas Pouch Chicken Whiskas Pouch Tuna Whiskas Pouch Favourite Whiskas Pouch Fisherman Whiskas Salmon In Jelly Whiskas Duck/Chicken in Gravy Sheba Turkey & Chicken CIL GoCat Chicken/Duck/Rabbit GoCat Tuna/Herring/Vegetable Thomas Cat Litter Butchers Tripe Chicken Cesar Turkey & Lamb CIL Winalot Chicken Pedigree Chicken In Jelly Pedigree Loaf Original Pedigree Loaf Original Pedigree Mixer Bonio Original Bakers Complete Beef & Vegetable Bakers Complete Chicken & Vegetable Pedigree Dentastix Medium Pedigree Schmackos Beef

Farley’s Rusks Reduced Sugar Heinz Baby Food VAS Heinz Baby Food VAS Cow & Gate Ready Milk 1 Cow & Gate Ready Milk 2 Johnsons Baby Soap Johnsons Baby Lotion Johnsons Baby Shampoo Johnsons Baby Powder Sudocrem Pampers Baby Wipes Sensitive Refill Huggies Size 3 Midi Small/Medium Huggies Size 4 Maxi Medium Huggies Size 4+ Maxi Medium/Large Huggies Size 5 Junior Large Huggies Superdry Size 6 Huggies Natural Fit Size 5 Paper Products Velvet Handy Andies Kleenex Handy Balsam Tissues Lifestyle Regular Tissues Kleenex Regular Balsam Kleenex For Men Lifestyle Kitchen Towel White Fiesta Kitchen Towel Green Andrex White Toilet Tissue Andrex White Toilet Tissue Andrex Warm Natural Toilet Tissue Andrex Pink Toilet Tissue Lifestyle White Toilet Tissue Lifestyle Pink Toilet Tissue Lifestyle Peach Toilet Tissue Household/Laundry Lifestyle Light Bulbs 60 Watt Airwick Air Freshener Lavender Glade Block - Lily Of The Valley Jeyes Bloo Blue Block Harpic 3 In 1 ITB Block - Aqua Harpic Duraguard Limescale Remover Liquid Original Lifestyle Bleach Domestos Original Bleach Dettol Antiseptic Liquid Dettol 4 In 1 Multi Action Spray - Green Apple Dettol Antibacterial Surface Cleanser Flash Lemon Wipes Flash Multipurpose Liquid - Lemon Flash Spray With Bleach Cif Cream Lemon Mr Muscle Oven Cleaner Mr Muscle Window Spray Mr Sheen Furniture Polish Original Lifestyle Washing Up Liquid Fairy Liquid Original Finish Dishwasher Tablets 5 In 1 Regular Ariel Auto Ariel Tabs Ariel Liquid Tab Biological Persil Auto Non-Bio Persil Tabs Non-Bio

All RSP’s listed are correct at the time of going to press, December 2008.

Where possible, all RSP’s subject to VAT have been amended in line with the VAT changes as of December 1st 2008.

13

Core range and Recommended Selling Prices Item

size

RSP

Household/Laundry Continued Daz Auto Bold Auto 2 In 1 Bold Tablets Ocean Clear Lifestyle Bio Washing Powder Comfort Blue Comfort Pure Lenor Concentrate Summer Breeze Vanish Oxi Pre-Wash Spray

780g 950g 16’s 950g 1Ltr 1Ltr 750ml 500ml

2.05 2.75 2.29 1.15 1.19 1.19 1.69 2.06

Toiletries

Head & Shoulders Shampoo Classic Clean Pantene Shampoo Classic Care Pantene Conditioner Classic Care Shockwaves Power Hold Gel Silvikrin Hairspray Firm Sure APA Cotton Fresh Sure APA Active For Men Lynx Bodyspray Africa Gillette Shaving Gel Regular Gillette Blue II Fixed Disposable Carex Handwash Original Dove Soap Cream Twin Pack Radox Showergel Fresh Refresh Colgate Toothpaste Total

200ml 200ml 200ml 200ml 250ml 150ml 150ml 150ml 200ml 5’s 250ml 100g 250ml 50ml

2.49 1.99 1.99 2.99 1.99 2.25 2.25 2.74 1.99 1.79 1.00 1.51 1.99 0.79

Feminine Hygiene

Kotex Normal Kotex Maxi Nighttime Always Ultra Normal Always Ultra Normal With Wings Always Ultra Long With Wings Alldays Normal Liner Tampax Regular Tampons Tampax Super Tampons Lil-lets Super Plus Tampons

18’s 10’s 16’s 14’s 12’s 20’s 20’s 20’s 16’s

0.99 0.99 1.99 1.99 1.99 1.19 2.85 2.85 2.49

Medicine

Nurofen Tablets Anadin Extra Anadin Paracetamol Sudafed Dual Relief Lemsip Max Cold & Flu Beechams All in One Benylin Chesty Adult Cough Medicine

12pk 16pk 12pk 16pk 5pk 160ml 125ml

1.65 2.25 1.69 2.68 3.12 4.55 3.39

14

Item

size

RSP

Calpol 2 Months+ Rennie Peppermint Tablets Alka Seltzer Imodium Instants TCP Antiseptic Pro Plus

100ml 24pk 10pk 6pk 100ml 24pk

2.48 1.75 2.40 2.99 2.15 2.49

80’s 40’s 326g 325g 490g 568ml 300g 1.5kg 1.5kg 100g 15g 25g 227g 1Ltr 16’s Single Single Box 10m 5m 40’s 10’s 20’s 200g 200g 200ml 200ml 1Ltr 1Ltr 1Ltr 1Ltr 1Ltr 2Ltr 2Ltr 2Ltr 2Ltr 1Ltr 2Ltr 2Ltr 10’s 10’s

0.99 0.65 0.69 0.79 0.79 0.75 0.65 0.99 0.99 0.75 0.69 0.69 1.19 0.85 0.36 0.43 0.43 1.29 0.65 0.65 0.89 0.85 0.99 1.75 1.49 0.65 0.95 0.89 0.89 0.89 2.29 1.59 0.59 0.59 0.59 0.69 0.75 0.49 0.49 1.39 1.25

Lifestyle Own Brand Lifestyle Round Teabags Lifestyle Round Teabags Lifestyle Sweetcorn Kernels Lifestyle Brown Sauce Lifestyle Squeezy Tomato Sauce Lifestyle Distilled Vinegar Lifestyle Rich Tea Lifestyle Plain Flour Lifestyle Self Raising Flour Lifestyle Baking Powder Lifestyle Mixed Herbs Lifestyle Whole Black Pepper Lifestyle Crunchy Peanut Butter Lifestyle Fabric Conditioner Pink Lifestyle Paracetamol Tubs Lifestyle Light Bulbs 60W Lifestyle Light Bulbs 40W Lifestyle Strongest for Men Tissues Lifestyle All Purpose Cling Film 350mm Lifestyle Foil 300mm Lifestyle Pedal Bin Liners Lifestyle Refuse Sacks Lifestyle Swing Bin Liners Lifestyle Mature White Cheddar Lifestyle Mild White Cheddar Lifestyle UHT Single Cream Lifestyle UHT Double Cream Lifestyle UHT Semi Skimmed Milk Lifestyle UHT Skimmed Milk Lifestyle UHT Whole Milk Lifestyle Sunflower Oil Lifestyle Vegetable Oil Lifestyle Cola Lifestyle NAS Cherryade Lifestyle NAS Lemondade Lifestyle Premium Cloudy Lemonade Lifestyle Pure Orange Juice Lifestyle Sparkling Spring Water Lifestyle Pure Still Water LV Junior Nappies LV Maxi Nappies

All RSP’s listed are correct at the time of going to press, December 2008.

Where possible, all RSP’s subject to VAT have been amended in line with the VAT changes as of December 1st 2008.

JAN-MARCH 2009 issue 01

New Year – New Store Take a fresh look at your store and add our advice to shine!

The busy festive season is now over and traditionally follows a quiet time of trading.

However this doesn’t have to be the case if you prepare for this properly.

Post the chaos of Christmas and New Year, now is a good time to refresh your store with a top-to-toe clean. This is the time to give your store a thorough clean out, from the fixtures and kick plates, to removing excess POS and any promotional material still hanging around from Christmas.

Don’t forget the windows, till counters and chillers, as the appearance of your store will influence whether or not a Customer returns. Ask yourself would you be happy to shop in your store?

This is also an opportunity to use the RSP guide in this publication and cross check your prices and your range. Update the shelf edge labels and your EPOS system with any price changes you make. If you don’t have EPOS then make sure you ticket every product with the correct price.

You may have leftover stock from Christmas that needs clearing out, so price-down and put in a promotional dump bin to clear out any excess stock.

You may need to remove clutter from your store to make way for everyday stock. Any excess stock you keep on your fixtures will limit how much saleable stock you can display, so look to clear it out as soon as possible. Look at what new lines you should be introducing and any promotional opportunities that are coming up and make room on the fixture to include these new products.

Traditionally money is always tight at this time of year for Consumers, and this year they will be watching their pennies even more so with the credit crunch. Shoppers need to be enticed into your store with the promise that you can deliver value and this is where an Own Brand can help. At times of recession, Own Brand ranges become a key offering and Landmark Wholesale has a wide range of quality Own Brands to meet your Customers’ needs... cont’d on page 18

17

Retail Matters New Year – New Store Take a fresh look at your store and add our advice to shine!

Landmark recently launched its Keane’s cider to compete in the over-ice premium cider market, plus its No.3 cigarettes are one of the leading Own Brand tobacco products for Independents.

Be aware of NPD in Own Brand too. At the end of 2008, Landmark Wholesale launched LSV its Own Brand energy drink.

Price-marked at 35p, LSV is a fantastic Own Brand alternative to the mainstream brands in this growth category.

Landmark Wholesale’s ‘Bag for Lifestyle’ is a great option for Retailers looking to reduce the amount of carrier bags they issue, and these are available at your local Landmark Wholesaler.

For grocery and non-food, look to Landmark’s Lifestyle range. Having recently celebrated 21 years since it was first launched, Lifestyle has proved it has the quality, longevity and the Consumer loyalty to stand the test of time. Lifestyle Value complements this range as a basic, no frills alternative.

The Off Licence category is well catered for in the Own Brand department. Its awardwinning Vintners Collection range of wines fulfils the requirements for any Independent Retailer, whilst its Prince Consort spirits range can be a profitable choice for Retailers.

18

him! research shows that a recession can be good news for local Retailers. The British public will be taking fewer holidays abroad and will therefore be staying in the UK and spending their money here instead. 25% have stated that they will be cutting back on going out to the pub and getting takeaways in, therefore meaning more will be looking to the local shop for their take home beers, wines and spirits and their evening meals.

With the uncertainty over the cost of fuel, Shoppers will prefer to ditch the car and walk to their local store, so make sure you are in the prime condition to meet all their needs.

JAN-MARCH 2009 issue 01

Retail Matters Seasonal and sporting events to boost your sales It’s not just the multiples that can do it!

It’s not just the Multiples that can take advantage of special occasions throughout the year. As long as you promote the events carefully, you can benefit from additional sales all year round by capitalising on themed events.

Over the next few months there are several key occasions in the calendar, which can be used as an opportunity to drive sales and footfall. St Patrick’s Day, Mother’s Day, Valentine’s Day, Pancake Day and leading sporting events such as the Carling Cup Final and the Six Nations Rugby Tournament are all dates that you should be putting in your promotional diary.

Look for themed products that are related to your event and prominently display these in promotional ends, floor displays, open window displays, on higher shelves or in dump bins near the counter for those impulse buys. However, don’t over-clutter your store with too many displays, as your Customer still needs to be able to walk around your store and browse with ease.

Displays should be used to create some in-store theatre and draw attention to the event or occasion and the products that you are trying to promote.

For Pancake Day on the 24th February it’s all about providing the basic ingredients for a perfect pancake – eggs, flour, milk, a bag of sugar and don’t forget the Jif Lemon.

The 14th February is Valentine’s Day so think champagne, sparkling wines, premium boxed chocolates and flowers, and don’t forget the gift cards and non-

20

food lines. St Patrick’s Day is traditionally all about the Guinness and Irish Whiskey, but cross-promote drinks with snacks and dress your store to celebrate all things Irish.

Don’t ignore the gift card opportunity. As well as special events, there are year-round occasions to take advantage of, including birthdays, weddings, births etc.

Champagne too, can be a huge sales opportunity for those Customers looking to make a last-minute gift purchase. Stock a few brands of champagne and make sure you have the chilled offering covered for those special occasions.

The sporting calendar throws up an immense number of dates that you can build promotional opportunities around.

Certain events can influence sales, so why not consider introducing a crosspromotion on beers with crisps and snacks for the next high profile football game or the start of the Six Nations Rugby Union in February.

Key dates to look out for over the coming months include the Carling Cup Final, the Six Nations Rugby and the high profile football games such as Manchester United vs. Chelsea on the 11th January or Liverpool vs. Everton on the 19th January and the FA Cup fifth round ties on the 14th February.

Our calendar will help you schedule promotional activity for forthcoming events throughout the year.

JAN-MARCH 2009 issue 01

Event Calendar 2009 Use the calendar events below to plan ahead

January 2009 3rd

FA Cup 3rd Round.

24th

FA Cup 4th Round.

25th

Burns Night.

3

February 2009 7th

6 Nations - England V Italy

15th

6 Nations - Italy V Ireland

8th 6 Nations - Scotland V Wales

24th

Champions League

14th

8

FA Cup 5th Round

Pancake Day

6 Nations - France V Scotland

25th

Champions League

6 Nations - Wales V England

27th

6 Nations - France V Wales

Valentines Day

28th

6 Nations - Scotland V Italy 6 Nations - Ireland V England

March 2009 1st

Carling Cup Final

17th

St Patrick’s Day

7th

FA Cup Quarter Final

21st

6 Nations - Italy V France

10th

1

Champions League

6 Nations - England V Scotland

Cheltenham Festival

6 Nations - Wales V Ireland

11th

Cheltenham Festival

22nd

Mothering Sunday

12th

Cheltenham Festival

28th

WCQ Scotland V Norway

14th

6 Nations - Italy V Wales

15th 6 Nations - England V France

= event

WCQ Finland V Wales 29th

Australian Grand Prix

= sport match/event

21

JAN-MARCH 2009 issue 01

Adding value to your store Do you have the services that Consumers want?

As a local store you are often seen as the hub of the community and therefore introducing extra services can add a huge amount of value to your store.

It is proven that extra services such as offering e-top up or an ATM machine can drive footfall and that Shoppers who come in to use these services will also buy something from your store at the same time. him! research has shown that accumulated spend nearly doubles when services are present in-store. For example, a Shopper visits a store without services 3.9 times a week, spending on average ÂŁ20.48 each week. However, a store with services can expect its average Shopper to visit 4.6 times a week, and their average weekly spend to be ÂŁ39.42.

Customers who use utility bill payment services in-store visit over 25% more frequently than the average Shopper, spending approximately 10% more across each category.

Being convenient and offering these valueadded services can make your store a hub of the community and encourage Shopper loyalty amongst your local Customers. 98% of your target Consumers believe that a store that offers services integrates into the local community and 96% of service users also say they would be affected if their local store closed down.

In comparison to the competition, the Independent Sector is well behind in providing these extra services and it is therefore a great opportunity that many Retailers are currently missing out on.

To maximise effectiveness of these in-store services make sure you keep these available and accessible. Actively promote these services to your Customers with correct POS to build awareness of the service and include details of all services on offer on any local advertising and leaflets you have.

The in-store services available include: l

Paypoint Payzone ATM machine Credit and Debit card facilities E-Top Up Western Union

Having an in-store cash machine can also drive sales. According to him! a large percentage of cash withdrawn from an instore ATM is then spent in that store there and then.

l

him! report service facilities attract more females who visit the store more frequently, spend more and buy more top-up products whilst in-store, for example grocery, chilled and fresh. 91% of service users are on a shopping mission to top-up grocery, buy food for immediate consumption or for a newsagent purchase, and 1 in 5 service shoppers buy milk and/or news.

See your local Landmark Wholesaler for advice on what value-added services you could introduce to your store to improve the offering to your Customers and increase footfall and sales.

l l l l

23

Retail Matters Train your staff and improve your store Are your staff equipped with key retail skills?

With the credit crunch and the cost of living rising, people are looking to shop locally where possible, but without the correct staff training your standards of service could be turning your Customers away.

A unique training organisation aiming to revive the retail sector through the delivery of retail specific qualifications has been launched called RetailPlus.

RetailPlus supports Retailers by providing a broad range of qualifications aiming to develop employee skills and increase business potential within the retail sector.

The retail sector currently represents 11% of all businesses in the UK, however, a recent study by the Association of Convenience Stores revealed that since 2000 there has been a decline of more than 5,000 Independent Retailers. There is also widespread belief that many small shops across the UK will have ceased trading by 2015. Therefore, training has never been more important to ensure you have the store standards and knowledge to continue trading successfully.

24

Kevin Maxfield, founder and Managing Director of RetailPlus, explained: “The Retail Sector is an integral part of the UK economy, but lack of training is one of the many factors in the decline of the local convenience store. “RetailPlus delivers qualifications which are aimed at increasing skill levels across the sector, upskilling personnel, improving productivity, increasing sales and developing sustainable Retail businesses.�

Many Retailers shy away from staff training, believing that it will encourage their staff to move elsewhere. However, research shows that it can improve staff retention and encourage loyalty amongst staff as they feel a valued member of the team with a clear career path.

All RetailPlus qualifications are nationally recognised awards and programmes for all levels of staff. Qualifications are delivered in the workplace and include full NVQs and bitesize apprenticeship programmes and are focussed on employees developing their skills and climbing the retail career ladder.

JAN-MARCH 2009 issue 01

Certificates are available in the following areas:

NVQ courses are available in: l

l l l l l l l l l l l

Employee Skills Customer Service Chilled Foods Health & Safety Food Safety News & Magazines Lottery Skills Fresh Foods Beers, Wines & Spirits Personal Effectiveness Lottery Management

l l l

Customer Service Team Leading Retail Skills 2 Distribution & Storage

Kevin Maxfield, added: “The courses can help enormously in key areas of a convenience store, and in particular areas such as tobacco and alcohol, these courses can demonstrate a Retailers’ commitment to responsible retailing.”

For more information or to apply for training courses for your staff contact RetailPlus on 01244 677335 or visit www.retailplus-uk.com

25

Retail Matters Responsible retailing and you 2009 brings new guidelines & responsibilities for Off Licences.

In 2009, the guidelines on responsible retailing are being changed and the Retail Alcohol Standards Group (RASG) has announced that they will launch ‘Challenge 25’ to replace the current ‘Challenge 21’ initiative. With help from the Association of Convenience Stores (ACS), Retail Matters will explain what this means for you and how implementing this in your store will benefit both you and your licence.

Underage sales are a continuing issue, and everyday Retailers and their staff are forced to make decisions on whether a specific person should be asked for ID or not. Currently most stores operate a ‘Challenge 21’ policy, where anyone who appears under 21 years of age should be asked for ID. However, in recognition of the difficulties that Retailers still face and the challenge of preventing underage sales, the RASG is introducing its ‘Challenge 25’ initiative, meaning that Customers who look under the age of 25 should now be 26

challenged for proof of age when buying alcohol.

The ACS has reported that businesses that have already moved to ‘Challenge 25’ have demonstrated that using the older age has been successful in preventing underage sales and that they have had positive feedback from staff who said it made them more comfortable challenging older people for proof of age.

Challenge 25 POS in English and Welsh is available from the ACS website.

Implementation Implementing a ‘Challenge 25’ policy in your store is not difficult. It does involve training your staff about how and when to ask for ID, and also preparing them for an occasion where they face abuse or even violence as a result of refusing a sale. cont’d on page 28

Retail Matters Responsible retailing and you 2009 brings new guidelines & responsibilities for Off Licences.

It’s important to display the appropriate posters in-store advertising your policy to Customers too. Some Retailers also keep PASS and Citizen Card application forms by the till to give to young people who are unable to prove their age when asked.

It is of the utmost importance that Retailers adhere to any new guidelines issued, whether it is from Government or for changes to ID policies such as ‘Challenge 25’. The convenience sector has, as a whole, worked extremely hard to resist the accusations of blame for underage drinking and smoking that have in the past been laid at our feet by politicians and the media. We should continue this good work, always challenging anyone we believe to be underage, in order to fend off further damaging legislation in the future.

You can’t just be good at this, you need to be great. It cannot be stressed how important it is to safeguard the future of your store by being vigilant when it comes to responsible retailing. It is your responsibility to ensure your staff adhere to these guidelines, as it is all too easy to let a few slip through the net and end up losing your licence.

The penalties that you could receive are outlined later in this issue, but if you end up losing your licence the effect on the rest of your store and your livelihood could be extremely damaging. As a convenience store, your Customers will expect to be able to purchase all their needs under one roof, a one-stop-shop. They will come in to collect a few groceries and perhaps add a bottle of wine, or some cans of lager as well. If your off licence category is taken

away, your store will no longer be viewed as‘convenient’ and Customers will look to shop elsewhere. Research shows that an average Customers’ basket spend increased at stores with off licences, so can you afford not to take your responsibility seriously?

Test Purchasing Know Your rights Retailers are rightly concerned about the consequences of failing a test purchase for an age-restricted product.

The penalties, especially for the sale of alcohol, are potentially severe. However, rumours abound of sneaky and underhand enforcement tactics, and in this issue ACS have outlined what is common or best practice for enforcers, dispel myths that they are out to get you and provide practical tips on how to cope if you do fail a test purchase.

First of all, you need to be aware of the seriousness of selling to under-age persons and the severe penalties that you could face if caught.

cont’d on page 31

28

JAN-MARCH 2009 issue 01

20

Retail Matters

JAN-MARCH 2009 issue 01

The Penalties Alcohol l l

l

£80 Fixed Penalty Notice Prosecution under the Licensing Act 2003 a fine of up to £5000 An immediate 48 hour closure under the Violent Crime Reduction Act 2007, if a Retailer sells three times to an underage person they face: A If found guilty of an offence likely loss of personal alcohol licence B Licence review, which could lead to restriction, suspension or revocation of licence.

Tobacco l

A fine on conviction of up to £2500

Solvents l

A term of imprisonment not exceeding six months and/or a fine on conviction of up to £5000

Each Local Authority is free to set their own policies on how they conduct test purchasing. However, the national Local Authorities Co-ordinators of Regulatory Services (LACORS) has issued guidance that gives a good indication of the policies that most trading standards officers adopt. Some authorities traditionally use a rule whereby the young person will be 18 months younger than the age they are testing for. However LACORS guidance suggests ‘the young person selected may be any age up to the day before their 18th birthday’.

However ‘the young person must not look older than their age. It is acknowledged that this will be a subjective assessment that will be made by the Officer leading the operation. Child development is not an exact science and therefore the discretion of the Officer must be applied.’

‘Consideration should also be given to the clothing, jewellery and make-up worn by the young person. The purpose is to replicate, as far as possible, reality, and therefore within reason the young person should be permitted to wear their normal clothing for visiting the particular establishment under test.’

It is not common practice for enforcers to dress up young people to look older than they are. However, there is nothing in law or guidance that prohibits them from doing so.

In most Trading Standards enforcement operations test purchasers are instructed to be honest about their age if questioned.

However, again there is no legal prohibition on a young person lying about their age when asked. LACORS guidance says the following: ‘For routine test purchase operations, the young person must be told to answer any questions that the seller may ask about their age truthfully. However, in exceptional circumstances, the Local Authority may consider whether it is appropriate to undertake test purchase operations where the young person is instructed not to answer truthfully any questions relating to their age posed by the seller.’ cont’d on page 32

31

Retail Matters Responsible retailing and you 2009 brings new guidelines & responsibilities for Off Licences.

Equally there is no legal prohibition on trading standards equipping a young person with a fake ID, although this is extremely rare and LACORS guidance recommends that Trading Standards do not use this tactic.

Alcohol Test Purchasing has in recent times been employed not only by Trading Standards but also by the Police. There is no formal publicly available guidance of Police test purchasing. If you have concerns about the approach of the Police then you can make a formal complaint.

Details of your local Police’s complaint procedure are available locally.

Failing a Test Purchase Immediate Reaction: If a Trading Standards or Police Officer informs you that you have failed a test purchase you should focus on being calm and professional. This is not the time to argue with the Officer, you should concentrate on getting all the information on how the offence was committed and also on what the process is from here.

Fixed Penalty Notice: If you fail an alcohol test purchase, the Police may want to issue a fixed penalty notice (FPN) to the staff member who failed the test. It is their decision whether to accept the penalty. The fine is ÂŁ80 and if the FPN is not paid within two weeks it is then doubled. Failure to pay can lead to a Court appearance and a larger fine.

A member of staff can refuse the penalty, and decide to take the matter to Court, 32

if they do so the possible penalties are much higher. Trading Standards often require the owners or managers of shops that fail a test purchase to take part in an interview under caution. In that interview you are entitled to legal representation. At the meeting you will be asked questions about how the offence took place and your policies, procedures and training. You should prepare carefully for this meeting ensuring you take with you all the relevant information.

If you haven’t already got a detailed policy in place, it is a good idea to think very hard and act quickly to bring your procedures up to speed. Whilst it is not as effective as showing your procedures are in place already, showing that you have taken the matter seriously and made substantive changes to your business will help.

Policies and procedures you should consider having in place in your business are: l

l

l l l

l

Introduction training (that you can do inhouse) for all staff working on the till.

Regular refresher sessions.

Formalised training courses (available locally or from the BII www.bii.org.uk).

All training documented and signed by staff to say they have done it.

Challenge 25 policy and signs in place (available from ACS).

A refusal recording system that is used and regularly checked.

A list of approved ID accepted and application forms.

For more information please visit www.acs.org.uk

Diageo (plod)