Retailer Matters 02

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ISSUE 02 APRIL-JUNE 2009

Retail Matters Because at Landmark Wholesale EVERY Retailer Matters

RECESSION BUSTING SPECIAL

In this issue

Helping you through the recession Retail Matters gives you top tips and a strategy to weather the storm. See page 14 Easter Focus

National Independents’ Week

Dates for your Diary

Tips for better Wine sales

Be prepared with clever Easter product stocking and promoting. Pg 7

Reap the rewards and get involved with your local community. Pg 12

Key sales opportunities for you to maximise sales. Pg 11

Make your fixture work harder to bring you great results. Pg 24

ALSO INSIDE YOUR GUIDE TO CORE RANGE AND RSPʼs G ALSO INSIDE YOUR GUIDE TO CORE RANGE AND RSPʼs

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Retail Matters

Welcome to our recession-busting issue of Retail Matters

Raj Krishan Retail Controller Landmark Wholesale

This is our second issue, and Landmark Wholesale has again joined forces with leading organisations and Suppliers within the Industry to provide Independent Retailers with the latest information, advice and solutions to help improve and develop their businesses.

In this issue we tackle surviving the recession with top tips from him! This covers everything from how they see the market changing as Consumers change their habits due to the credit crunch, to how Retailers should adapt so they are best-placed to meet their Customers’ needs.

Own Brand will become a key offering for Consumers looking to tighten their belts, and our feature gives the low-down on how to maximise the Own Brand opportunity. Also our Own Brand Pricing Guide which accompanies this issue of Retail Matters will offer a full guide to what Own Brand ranges are available through your local Landmark Wholesaler and their Recommended Selling Prices (RSPs). Branded products should also be available and again you will find our recommended listing of core range products and their RSPs in this issue of Retail Matters.

During a recession price may be important but service will also play a key part, and the FWD’s My Shop Is Your Shop campaign is ideal for Independent Retailers looking to forge closer links with their community.

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Our article looks at how you can get involved in this year’s activity and the benefits previous Retailers have experienced by reminding their Customers of the value of the local shop.

Easter is fast approaching and, with help from leading Suppliers, Retail Matters covers the essential guide to make the most of this lucrative holiday. We look at how Independent Retailers can wrestle back some of the market share from the Multiples by focusing on the right range and how limited trading hours for the Supermarkets can be used as an advantage.

This issue’s category focus covers Chilled Food and Wine. The Chilled category is in growth and an area that can build incremental sales by having the right range in place with good availability.

Follow our guide on how to manage this category and watch sales grow.

The Wine category can be a bit daunting for both Retailers and Consumers with such a vast array of Brands and varieties in the marketplace. Our focus shows how to make it a vintage year for wine sales in your store.

All issues of Retail Matters, can be viewed and downloaded as a pdf file at: www.landmarkwholesale.co.uk.

If you have any feedback on Retail Matters or any issues you would like us to cover in future editions, contact us at: www.landmarkwholesale.co.uk/retailmatters

www.landmarkwholesale.co.uk

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ISSUE 02 APRIL-JUNE 2009

Who Are We? Landmark Wholesale is the UK’s leading Independent Buying Group with 33 Members operating 70 Depots nationwide.

Through its Membership, Landmark Wholesale runs its Hot House Retail Development programme which helps to develop Independent Retailers’ businesses in conjunction with its nationallyrecognised Lifestyle Express fascia. 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.

To find out more about Landmark Wholesale, the Hot House programme or to locate your nearest Landmark Wholesale Depot visit www.landmarkwholesale.co.uk or contact the team on 01908 255 300.

Special thanks to all our contributing Industry Organisations and Suppliers: • ACS - www.acs.org • Constellation Europe - www.cbrands.com • Cadbury’s - www.cadbury.co.uk • Dairy Crest - www.dairycrest.co.uk • him! - www.him.uk.com • Mars Chocolate - www.mars.co.uk • Muller - www.muller.co.uk • Nestle - www.nestle.co.uk

Contents

Page

Egging on Sales this Easter

4-8

Dates for the Diary including National Independents’ Week

11 - 13

Are Independents’ Recession-Proof?

14 - 17

Core Range and Recommended Selling Prices

18 - 23

Make it a Vintage Year for Wine Sales

24 - 26

Brands to Call Your Own

29 - 30

Chill Out with Extra Sales

33 - 34

T: 01908 255 300 E: landmark@lmkcc.co.uk

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Retail Matters Egging on sales this Easter Be prepared with clever Easter product stocking and promoting Whether Easter falls early or late in the calendar,

How to Get Your Ranging Right

the promotional activity surrounding this holiday is relentless with every outlet from the Multiples

Easter is all about chocolate - it is the one time of

to the Independent CTN store competing for

the year when even the most health-conscious

the Consumer’s attention.

allow themselves to indulge. The gifting opportunity is massive at this time of year.

Over the years, the Multiples have ripped the value out of this market with their price-

Consumer research shows that whilst Shoppers feel it is becoming over-commercialised they still want the occasion to be special, often trading up to Luxury Eggs and Premium lines for a gift.

slashing volume deals across Standard Shell Eggs, used primarily as a footfall driver, with Independents not being able to compete on

Easter is more than just Eggs stock Boxed Chocolates, Champagne, Cards & Flowers.

price and therefore losing out.

Combine this with add-on purchases, for example However, whilst the Easter market has declined in value, it is still a ÂŁ353m market that has endless opportunities for Independent Retailers if they get their offering and range right.

champagne, gift cards, novelty lines and boxed chocolates and it can prove to be a lucrative period after all. Also not forgetting the incremental sales that Easter brings with hot cross buns, fresh flowers, plants and novelty cakes.

As many Independent Retailers have found, it is almost impossible to compete with the Multiples on price across the range of Shelled Eggs, however there are many other areas of the Easter market that Independents can thrive on.

Whilst standard Shell Eggs have lost ground, Filled Eggs and Mini Eggs have increased their market share.

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ISSUE 02 APRIL-JUNE 2009

nd promoting Filled Eggs are bought for a variety of reasons, from a quick self-treat to Easter Egg hunts.

Cadbury’s Crème egg continues to be the number one brand so ensure you have good availability and visibility of this product as well as popular brands such as Mars, Galaxy, Nestle Smarties or Aero Filled Eggs.

At the other end of the scale is the Premium and Luxury Eggs market, which again are good sellers for Independents. Luxury and Premium Eggs are predominantly bought for women as a gift to impress and to show that the giver ‘cares’. Remember, Consumers are looking for well-known and trusted brands.

Novelty lines such as Kinder Eggs and New Product Development such as Maltesers Bunny Egg also have a place in store. This year both Mars and Cadbury’s have launched new lines with reduced packaging to cater for the environmentally conscious Consumers, so have these on your stocking list.

Easter is a fantastic opportunity to up-sell.

Encourage staff to ask Customers at the checkout if they have all their Easter purchases ready. Have your Easter range clearly displayed and in promotional bins near the till to capture those impulse buys.

POS needs to be clear and use additional space such as floor stacks for maximum impact.

CONTINUED PG 7

T: 01908 255 300 E: landmark@lmkcc.co.uk

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ISSUE 02 APRIL-JUNE 2009

Follow our top tips to get your Easter Offering right: 1. Stock a range of products to appeal to all purchase needs – with a focus on filled and Premium Eggs.

2. Merchandise products that fulfil the same purchase need together.

3. Put your best sellers on the best shelf.

4. Use theatre to signpost the fixture.

5. Multi-site fast selling, high impulse lines, like Filled and Mini Eggs.

6. Easter is more than just Eggs – stock boxed chocolates, champagne, cards, flowers, plants, hot cross buns and novelty cakes.

Make friends whilst the Multiples close!

They can open on a Sunday and, if

Due to the ever-changing date that

open 24 hours, seven days a week

Easter falls on, make sure you know

all year round, even on Christmas

exactly when the Easter weekend is,

Day or Easter Sunday.

they so choose, keep their shop

as this is a major opportunity in trading terms.

Good Friday 10th April Easter Sunday 12th April Easter Monday 13th April Throughout the year, Convenience Stores with a floor area of up to 280 square metres (3,000 square feet) can benefit from having no restriction to their opening hours.

CONTINUED PG 8

T: 01908 255 300 E: landmark@lmkcc.co.uk

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Retail Matters

ISSUE 02 APRIL-JUNE 2009

Retailers must be aware that staff

The weather can play a major factor

working on a Sunday may have

in what you need to stock up

special employment rights –

on, so pay close attention to

contact the ACS for more

the forecast for the week

information on this.

ahead so you can anticipate what will be

Many large shops with a

in demand.

floor area greater than 280 square metres (3,000

Have a ‘hot weather’ and a

square feet) and Multiples are

‘cold weather’ plan and

limited to a set number of hours

therefore, depending on the

on a Sunday, with the majority of

forecast, plan accordingly on what

shops only allowed to open for a continuous

needs stocking up on. For example if the

period of six hours between 10am and 6pm.

weather is going to be bad, Shoppers are likely to

As well as these restrictions on normal Sundays,

keep it local, and therefore you need to be well

large stores and Multiples can NOT open at all on

stocked in the essentials, where as good weather

Easter Sunday (except in Scotland), thus leaving

will call for a well stocked chilled offering,

the opportunity wide open for smaller stores to

including alcohol, soft drinks and ice cream,

capitalise on this. If Consumers need a last

plus bbq and picnic offerings.

minute purchase on Easter Sunday, the Independent Store is the place to fulfil this requirement – so make sure you are prepared for this potential increase in custom. Stock up on the general everyday ‘top up’ items as well as the traditional Easter products.

Multiples can NOT open on Easter Sunday, leaving you the opportunity to capitalise on this

Whilst the Multiples are closed you may see new

Again ensure you have good availability, and

faces in your shop, make sure you are well-

encourage trade-ups with multi-packs of beer

prepared with a clean store and most importantly

and crisps, for example. This issue of Retail

good availability. If you get this right you will keep

Matters outlines the core range

the Consumer for future visits.

and Recommended Selling Prices so Retailers can identify the ‘best

8

Easter is late this year and following in quick

sellers’ across each category and

succession are the May Bank Holidays – both are

ensure they have the core items

dates that Independent Retailers need to be

in stock that Shoppers will be

prepared for.

wanting come rain or shine.

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ISSUE 02 APRIL-JUNE 2009

Dates for the Diary

Build promotional activity around these key dates to maximise sales and ensure your Customers get what they want.

April 1

England v Ukraine – 2010 World Cup Qualifier

4

Grand National

10

Good Friday

12

Easter Sunday

13

Bank Holiday

r, cold *FA Cup – bee & bbq food drinks, snacks er are a must if good weath **British Gra nd Prix – support Lewis Hamilton with beer, drinks an d snacks

18/19 FA Cup Semi-Finals*

May 4

Bank Holiday

16

Guinness Premiership Final

23

Heineken Cup Final

23

Coca Cola League 2 Play Off Finals

24

Coca Cola League 1 Play Off Finals

25

Coca Cola League Championship

n – mark the ***Wimbledo gest tennis start of the big the UK with tournament in monade, soft Pimms and le , strawberries drinks, snacks et and don’t forg uash!

Robinsons sq

Play Off Finals 25

Bank Holiday

27

UEFA Champions League Final

30

FA Cup Final*

June 1

National Independents’ Week Begins

18/19 ICC World Twenty20 Semi-Finals 21

British Grand Prix**

21

ICC World Twenty20 Finals

22

Wimbledon Championship Fortnight Begins***

SEE THE NEXT PAGE FOR NEWS ON NATIONAL INDEPENDENTS’ WEEK.........

T: 01908 255 300 E: landmark@lmkcc.co.uk

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Retail Matters What a difference a week makes!

NIW is bigger and better this year - get involved!

The FWD My Shop Is Your Shop campaign is bigger and better this year with increased promotional activity to help drive footfall for Independent Retailers for National Independents’ Week, starting 1st June 2009.

My Shop Is Your Shop is a national campaign to promote the value of local Independent Retailers to their community. It is supported by major Suppliers and Wholesalers throughout the UK. The campaign culminates in a week-long celebration of the small shop, designated ‘National Independents’ Week’.

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During the week itself promotional activity includes Cuppa Day for Retailers to offer Customers a quick tea break in-store and ‘Walk & Shop Day’ encouraging Consumers to ditch the car and walk to their local shop instead. This is in addition to big Brand and Own Brand exclusive offers during the week.

Retailers can register for their FREE promotional kit, which is available on a first come, first serve basis by calling the special hotline 0161 440 2789. The kits contain two branded t-shirts, baseball caps, window stickers and in-store posters. This will help Retailers to promote their store during National Independents’ Week.

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ISSUE 02 APRIL-JUNE 2009

National Independents’ Week – In-store activity plan

Here’s how it has helped one Retailer…

Use our guide to help plan a week full of activity to help you and your Customers celebrate National Independents’ Week:

Last year Geeta and Charanjit Doal celebrated National Independents’ Week in their Lifestyle Express Store in Wheaton Aston, Staffordshire, by joining forces with their local community school to promote healthy living.

Monday - Own Brand Day - focus on Own Brand to help Consumers in these hard times.

Have a display of all your Own Brand or try a taste-test against the major Brands.

Tuesday - Wine Tasting event – get sampling glasses and POS to encourage your Customers to try a tipple of some of the wine you have instore.

Wednesday – Cuppa Day – have free tea and biscuits available to take a break with your Customers.

Thursday - Walk & Shop Day – Encourage your Customers to ditch the car and walk to your store today.

Friday - Green Day – Encourage your Customers to use a Bag for Life instead of plastic bags. For every Customer who uses a Bag for Life, donate the cost of a plastic bag to a local charity, good cause or school.

The Doals have supported the school for a long time, and decided to include the local community in their week-long My Shop Is Your Shop promotional programme, by donating fresh fruit and sports equipment to them.

Geeta Doal explained: “We are delighted that through National Independents’ Week we can show our thanks to the local community and give something back to the school. These children will grow up to become our future Customers and therefore it’s important to establish the right link with them today. With the current issues surrounding child obesity, we wanted to make a positive contribution to our local school, with the baskets of fruit, juice and footballs.”

In addition to the school presentation, the Doals held a Cuppa Day with the local policeman and lollypop lady stopping by for a brew and a biscuit, and a wine tasting was also held in-store. They also had a local guitarist on hand to entertain Customers with live music all week.

Local Retailers make the most of NIW

T: 01908 255 300 E: landmark@lmkcc.co.uk

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Retail Matters Are Independents Recession-Proof?

Retail Matters has some top tips for you to consider Consumers are tightening their belts as the recession hits the UK economy, but does that spell hard times ahead for Independent Retailers?

Research shows that whilst Convenience Stores are not recession-proof, people still need to eat and therefore there is no reason why Independent Retailers cannot thrive despite being in a recession.

In a recent survey of over 30,000 Shoppers conducted by him!, 80% said that the recession would not affect their shopping habits at a local store. Whilst 8% did admit they would be shopping less at their local shop, 8% said they would use it more, so the opportunity is there to help your community through these hard times.

Retail Matters has some top tips for you to consider to make the most of your sales during a recession.

‘Little yet often’ Consumers will be looking to get the best value for money out of every penny. Top-up shops will become more frequent as Consumers move to shopping ‘little yet often’, so ensure you have the core staples such as grocery, milk and bread. Try introducing a ‘milk and bread availability’ guarantee – something the Multiples won’t do.

Look to exploit the growth in the frozen category, which is driven by Consumers looking for healthier food which lasts longer and therefore less wasted product thrown away. Canned products will follow a similar surge in popularity as a good way of controlling wastage.

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Confectionery still remains the most impulsive category and, as the dark clouds of recession loom large, self-treating could be on the increase. Try using parasite units to maximise impulse sales – but be strategic, don’t over clutter your store.

‘Staying in is the new going out’ Pubs, Bars and Clubs are being shunned by Consumers looking to save money by having a night in instead. Sales in beers, wines and spirits should be excellent during the credit crunch, as people move to entertain and drink at home, providing local Retailers keep well stocked, list key sellers, offer value with promotions and ensure there is a chilled offering.

Confectionery still remains the most impulsive category and self-treating could be on the increase Make spirits more accessible by moving them to self-select in your store using security caps to protect them from theft. These can be kept near the checkout so staff can keep an eye on this valuable stock, but being out on self-select can boost sales in this category by encouraging Consumers to browse the fixture and compare prices across the Brands.

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ISSUE 02 APRIL-JUNE 2009

o consider

Cooking from scratch happens more during a recession, so be prepared for increased demand across products such as mince meat, pasta and tomatoes. At the other end of the scale, Pot Snacks have a huge appeal amongst students so will we see sales increase during a recession?

Be prepared for increased demand across products such as mince meat, pasta and tomatoes Research has shown that Retailer availability can be at its worst during evenings and weekends, when the trip to the Supermarket is most unappealing, so keep well stocked up to avoid missed sales opportunities.

‘Availability and visibility’ On average Shoppers spend 5 minutes in-store, so they therefore want to be able to locate their desired purchases quickly so consider the layout of your store carefully and always ensure the fixtures are kept well-stocked.

The fixtures need to be Shopper friendly and logical, because if Consumers can’t find a product they are likely to presume that it is not stocked and 40% of those who failed to purchase an item will simply go elsewhere.

‘Couldn’t find it’ was the third most mentioned reason for failed purchases in the him! Consumer Tracking Programme 2008, and is costing the sector £970,000 per week. Eliminate missed sales opportunities by merchandising effectively by category and keeping well-stocked fixtures. Ask your local Landmark Wholesaler about the Hot House Retail Development programme which can help you achieve this.

Whilst Shoppers may be in and out in 5 minutes, 10% of this time is spent in the queue which is a chance to communicate with your Customers with impulse and promotional opportunities and encourage up-selling with associated products on display, for example mixers alongside the spirits.

‘Communication is key’ Typically over 65% of money spent in your store comes from Customers who live within a ½ mile radius of the shop. How you communicate with those living and working around your store will determine how successful you are over the coming months.

Eliminate missed sales opportunities by merchandising effectively CONTINUED PG 17

T: 01908 255 300 E: landmark@lmkcc.co.uk

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ISSUE 02 APRIL-JUNE 2009

On average, those Consumers who receive leaflets from their local store visit the shop more frequently, spend more per trip, buy more items on promotion and have a greater awareness of what is sold in store. So what better excuse do you have to introduce yourself to your neighbours?

‘Services are vital to survival’

Many Retailers add to their offering by helping in the community, for example offering home delivery services. Our My Shop Is Your Shop article, in this issue of Retail Matters, might inspire you to forge closer links with your community.

Consider a ‘Coffee to Go’option or In-store bakery

A re-cap of our Top Tips to beat a recession: 1.

Little yet often - stock up for those top-up Shoppers.

2.

Staying in is the new going out – cater for the growth in homeentertaining.

3.

Communication is key – promote your store to your local area.

4.

Services are vital – add value with extra services to help your community.

5.

Availability and Visibility – if it’s not in stock or Consumers can’t find it they will shop elsewhere. Consider the missed sales opportunities.

6.

Maximise Opportunities – work hard to stay ahead of the game.

7.

Promotions – speak to your Wholesaler about the benefits of belonging to a Retail Club.

Other things to consider might be to introduce a ‘Coffee to Go’ option. Use quality coffee, for example Nescafe-to-Go or bean-to-cup machines, which are cheaper than a high street coffee shop chain but still gives the Consumer their caffeine fix. In-store bakery remains excellent value food-on-the-go.

Finally, don’t forget the pet owners, who spend more on their pets than parents do on their children! So make sure you maintain a pet food and pet treat offer.

T: 01908 255 300 E: landmark@lmkcc.co.uk

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Core Range and Recommended Selling Prices Item

Size

RSP

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

0.45 0.45 0.45 0.40 0.87 0.95 1.10 0.50

50g 50g 50g 34.5g 34.5g 34.5g 34.5g 34.5g 34.5g 34.5g 34.5g 34.5g 40g 40g 40g 40g 40g 25g 25g 18g 21g 16.4g 34g 34g 50g 90g 80g 50g

0.52 0.52 0.52 0.38 0.38 0.38 0.38 0.38 0.38 0.38 0.38 0.38 0.54 0.38 0.38 0.54 0.54 0.38 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 300ml 500ml 500ml 500ml 500ml 500ml 1Ltr

1.19 1.19 0.99 0.99 0.99 0.99 0.89 0.89 0.99 0.99 0.99 0.99 0.89 0.89 0.77 0.77 1.05 0.99 0.99 0.58 0.99 0.65 0.65 0.75 1.09 1.09 0.79 0.79 0.45 0.77

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 H20 Blackcurrant Fruit Shoot Blackcurrant & Apple Capri Sun Orange Just Juice Orange Just Juice Apple Volvic Touch Of Fruit Lemon Volvic Touch Of Fruit Strawberry Volvic Volvic

18

Size

RSP

Confectionery

Crisps & Snacks McCoys Flame Grilled Steak McCoys Salt & Vinegar McCoys Cheddar & Onion 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 Worcester Sauce Walkers Sensations Thai Sweet Chilli Doritos Tangy Cheese Doritos Chilli Heatwave Monster Munch Flamin Hot Monster Munch Pickled Onion Walkers Squares Cheese & Onion Walkers Squares Salt & Vinegar Walkers Snaps Tomato 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

ISSUE 02 APRIL-JUNE 2009

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

400g 400g 220g 480g 265g 120g T16 T24 273g 480g 300g 175g 175g 175g 200g 215g 215g 207g 215g 215g 215g 135g 185g 140g 135g 170g 215g 205g 140g 140g 140g 45g Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Duo Std Duo Std King Size Std Std Std Std Std King Size Std Std Std Std Std Std Std Std Std Std Std

All RSP’s listed are correct at the time of going to press, March 2009. We must stress that this is a recommended guide to pricing, and you must use this guide in conjunction with your knowledge of your store and your Customer base.

6.26 4.16 2.79 4.57 3.16 1.64 3.49 5.49 4.88 4.20 3.18 1.12 1.12 1.56 1.37 1.46 1.46 1.46 1.46 1.46 1.46 1.75 1.65 1.65 1.65 1.65 1.37 1.35 1.17 1.17 1.17 0.50 0.50 0.50 0.50 0.50 0.46 0.15 0.49 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 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 0.49 0.42 0.42

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Core Range and Recommended Selling Prices Item

Size

RSP

Kit Kat Chunky Peanut Kit Kat 4 Finger Kit Kat Dark 4 Finger Kit Kat Senses 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 Bueno White 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

Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Stick Stick Stick

0.42 0.42 0.42 0.46 0.49 0.42 0.61 0.49 0.61 0.46 0.39 0.17 0.39 0.39 0.39 0.49 0.49 0.27 0.59 0.40 0.37 0.43 0.43 0.43 0.61 0.61 0.54

Stick Stick Single Roll Single Mini Bag Single Single Bar

0.29 0.29 0.10 0.10 0.15 0.10 0.29 0.29 0.10

200ml 200ml 250g 500g 250g 250g 500g 200g 150g 175g 175g 200g 4pk 330ml 6pk 100g 200g 200g 125g 200g 6pk 260g 454g 65g 170g 190g

0.65 0.95 0.60 2.85 1.35 1.45 1.99 0.59 0.59 0.59 0.59 0.59 1.85 1.15 1.92 0.70 1.75 1.49 1.15 2.69 2.45 2.79 2.39 1.19 1.89 1.89

2Ltr 2Ltr 2Ltr 2Ltr

1.75 1.75 1.69 1.69

ISSUE 02 APRIL-JUNE 2009 RSP

Item

Size

Diet Pepsi Dr. Pepper Fanta Orange Sprite Schweppes Lemonade Irn Bru Irn Bru Diet Lucozade Original Ribena Original Robinsons Orange NAS Robinsons Apple & Blackcurrant NAS Robinsons Fruit & Barley 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

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

1.69 1.65 1.65 1.65 1.35 1.39 1.39 1.89 1.95 1.19 1.19 1.25 1.49 1.45 3.99 0.95 0.99 0.76 0.81 1.07

330ml 330ml 300ml 330ml 330ml

0.35 0.35 0.39 0.26 0.26

375g 16's 375g 320g 10's 24's 500g 375g 500g 375g 500g 375g 450g 375g 8's

1.89 1.39 2.49 1.69 1.99 1.89 2.09 1.99 2.09 2.59 2.39 2.35 2.49 2.49 2.29

150g 150g 200g 12pk 300g 300g 300g 300g 300g 300g 300g 300g 150g 165g 150g 150g 300g 300g 300g 300g 9pk 6pk 6pk 150g 300g

1.45 1.38 1.09 1.21 1.85 1.85 1.81 1.85 0.99 1.05 0.99 1.25 0.95 0.99 0.95 0.95 0.99 0.65 0.65 0.65 1.46 0.79 0.79 1.15 0.95

Kids Soft Drinks Panda Orange NAS Panda Blackcurrant NAS Fruit J’s Apple & Blackcurrant Cool Characters Cherry Kiss Cool Characters Lemon Buzz

Kids Confectionery Barratt Black Jack Barratt Fruit Salad Haribo Maoam Minis Barratt Frosties Kola Chuppa Chups Haribo Starmix Barratt Dip Dab Barratt Sherbet Fountain Swizzels Refreshers Chew

Chilled Lifestyle Double Cream Lifestyle Single Cream Stork Clover Lurpak Butter Slightly Salted Lurpak Spreadable Slightly Salted St Ivel Utterly Butterly Mullerlight Strawberry Yoghurt Muller Corner - Vanilla & Choc Balls Muller Corner - Strawberry Muller Corner - Peach & Apricot Muller Rice - Strawberry Danone Actimel Strawberry 100g Yop Strawberry Yoplait PetitsFilous Fromage Frais Strawberry/Raspberry 60g Cadbury Flake Dessert Lifestyle Mature Cheese Lifestyle Mild Cheese Kraft Philadelphia Full Fat Soft Cheese Cathedral City Mature Yet Mellow Cheddar Babybel Mini Original Wall's Classic Bacon Rashers Unsmoked 8 Pack Richmond Thick Sausages 8 Pack Mattessons Fridge Raiders Roast Chicken Bites Rustlers The BBQ Rib Flame Grilled Rustlers The Quarter Pounder Flame Grilled

Soft Drinks Ambient Diet Coke Coca Cola Pepsi Pepsi Max

Cereals Alpen Shredded Wheat Nestle Multi Grain Cheerios Quaker Sugar Puffs Quaker Oatso Simple Original Weetabix Kellogg’s All Bran Flakes Kellogg's Fruit N Fibre Kellogg’s Cornflakes Kellogg’s Special K Kellogg's Frosties Kellogg’s Crunchy Nut Cornflakes Kellogg’s Rice Krispies Kellogg’s Coco Pops Kellogg’s Variety

Biscuits Cadbury’s Milk Chocolate Fingers Fox's Viennese Milk Chocolate Sandwich 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 Oreo Roll Pack Maryland Traditional Chocolate Chip Cookies Maryland Chocolate Chip & Hazelnut Cookies Lifestyle Choc Digestives Lifestyle Digestives Lifestyle Custard Creams Lifestyle Bourbon Creams McVities Penguin Nestle Kit Kat Nestle Blue Riband Jacobs Cheddars Jacobs Cream Crackers

All RSP’s listed are correct at the time of going to press, March 2009. We must stress that this is a recommended guide to pricing, and you must use this guide in conjunction with your knowledge of your store and your Customer base.

19

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Core Range and Recommended Selling Prices Item

Size

RSP

Sauces, Stuffing, Oil, Condiments and Snack Meals Crisp And Dry Oil OXO Cubes Bisto Gravy Granules Paxo Stuffing Saxa Salt Heinz Tomato Ketchup HP Sauce The Original HP Original BBQ Sauce Heinz Salad Cream Heinz Salad Cream Light Hellmans Mayonnaise Sarsons Malt Vinegar Flip Top Amoy Dark Soy Sauce Lea & Perrins Worcestershire Sauce Tabasco Sauce Colmans English Mustard Colmans Apple Sauce Colmans Mint Sauce Oceanspray Cranberry Sauce Sharwoods Green Label Mango Chutney Branston Original Pickle Branston Small Chunk Pickle Branston Hot Chilli & Jalapeno Relish Haywards Traditional Onions Haywards Silverskin Onions Baxters Sliced Beetroot Uncle Bens Express Long Grain Rice Uncle Bens Express Basmati Rice Tilda Easy Cook Basmati Rice Buitoni Spaghetti Buitoni Pasta Shapes Sharwoods Medium Egg Noodles Uncle Bens Medium Chilli Sauce Homepride Curry Sauce Sharwoods Korma Sauce Sharwoods Rogan Josh Sauce Dolmio Express Tomato & Basil Dolmio Original Bolognese Sauce Dolmio Extra Mushroom Bolognese Sauce Dolmio Extra Onion/Garlic Sauce Loyd Grossman Tomato & Chilli Sauce Sacla Italia Classic Pesto Sharwoods Hoi Sin & Spring Onion Sauce Sharwoods Thai Green Curry Uncle Bens Sweet & Sour Sauce Homepride Pasta Bake Cheese & Bacon Homepride White Wine & Cream Sauce Knorr Chicken Tonight Honey & Mustard Sauce Knorr Chicken Tonight French Country Chicken Sauce Batchelors Pasta 'n' Sauce Chicken & Mushroom Batchelors Savoury Rice Golden Batchelors Super Noodles Chicken Batchelors Super Noodles BBQ Pot Noodle Chicken & Mushroom Pot Noodle Beef & Tomato Pot Noodle Curry

1Ltr 12's 170g 85g 750g 460g 255g 425g 460g 460g 400g 250ml 150ml 150ml 57ml 100g 250ml 250ml 190g 360g 360g 360g 380g 454g 454g 340g 250g 250g 500g 500g 500g 125g 500g 500g 420g 420g 380g 500g 500g 500g 350g 190g 425g 425g 500g 500g 500g 525g 525g 122g 120g 100g 100g Standard Standard Standard

ISSUE 02 APRIL-JUNE 2009

Item

Size

RSP

410g 410g 410g 410g 475g 475g 560g 400g 425g 340g 200g 200g 75g 75g 75g 213g 200g 200g 185g 185g 185g 120g 120g 125g 155g 410g 410g 415g 415g 200g 420g 420g 400g 400g 400g 410g 400g 88g 176g 198g 340g 300g 300g 300g 300g 300g 300g 300g 300g 300g 290g 290g 415g 400g 420g

2.25 1.69 1.69 1.19 2.39 2.39 1.49 0.79 0.85 2.55 1.19 1.79 0.65 0.65 0.65 2.99 1.75 1.75 1.65 1.65 0.89 0.85 0.85 1.15 0.45 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 0.66 0.45 0.45

1kg 250g 100g 100g 100g 80's 80's 80's

0.93 1.39 2.99 3.95 2.79 1.98 1.79 1.98

59g 420g 220g 415g

0.79 0.86 0.57 0.99

Canned Veg, Meat & Fish 1.99 1.39 1.29 0.49 0.79 1.85 0.99 1.59 2.05 2.05 1.83 0.85 0.85 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 1.55 1.55 1.43 1.99 2.09 2.15 1.79 1.75 1.69 1.69 1.55 1.59 1.09 1.87 1.87 1.09 0.89 0.83 0.83 1.01 1.01 1.01

Princes Tender Stewed Steak Stagg Classic Chilli Con Carne Stagg Grande Chicken Chilli With Beans Fray Bentos Meatballs In Gravy Fray Bentos Steak & Kidney Pie Fray Bentos Chicken & Mushroom 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 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 Lifestyle Tuna Chunks Princes Sardines In A Rich Tomato Sauce Princes Sardines In Extra Virgin Olive Oil Princes Mackerel In Olive Oil Glenryck Pacific Pilchards In Tomato Sauce Crosse & Blackwell Hunger Breaks The Full Monty Crosse & Blackwell Hunger Breaks All Day Breakfast Heinz Baked Beans With Pork Sausages Heinz Baked Beans Heinz Baked Beans 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

Hot Beverages Soup Batchelors Cup A Soup Minestrone Batchelors Cup A Soup Tomato Batchelors Cup a Soup Chicken Heinz Tomato Soup Heinz Vegetable Soup Heinz Chicken Soup Heinz Oxtail Soup Baxters Chicken Broth Soup Baxters Minestrone Soup Baxters Scotch Broth Soup Baxters Cock-A-Leekie Soup

20

5 Sachet 5 Sachet 5 Sachet 400g 400g 400g 400g 415g 415g 415g 415g

1.45 1.45 1.45 0.89 0.89 0.89 0.89 0.75 0.75 0.75 0.75

Silverspoon Granulated Sugar Cadburys Drinking Chocolate Nescafe Original Nescafe Gold Blend Nescafe Original Decaffeinated PG Pyramid Teabags Tetley Teabags Scottish Blend Teabags

Homebake/Fruit/Desserts Angel Delight Strawberry Del Monte Peach Slices In Syrup Del Monte Sliced Pineapple In Own Juice Del Monte Fruit Cocktail In Juice

All RSP’s listed are correct at the time of going to press, March 2009. We must stress that this is a recommended guide to pricing, and you must use this guide in conjunction with your knowledge of your store and your Customer base.

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Core Range and Recommended Selling Prices Item

Size

RSP

McDougall's Fine Plain Flour McDougall's Fine Self Raising Flour Lifestyle Bicarbonate of Soda Lifestyle Baking Powder Hartley's Best Strawberry Jam Hartley's Best Raspberry Seedless Jam Hartley's Best Apricot Jam Robertson's Golden Shred Marmalade Gales Pure Clear Honey Sunpat Peanut Butter Crunchy Nutella Marmite Yeast Extract Ambrosia Devon Custard Ambrosia Creamed Rice Carnation Evaporated Milk Ambrosia Devon Custard Pot Hartley's Strawberry Jelly Block Rowntrees/Hartley's RTE Strawberry Jelly

1.5kg 1.5kg 100g 100g 340g 340g 340g 454g 340g 227g 400g 250g 425g 425g 410g 150g 135g 125g

1.49 1.49 0.59 0.75 1.20 1.20 1.20 1.59 2.05 1.29 1.75 2.49 0.75 0.75 0.79 0.55 0.59 0.45

ISSUE 02 APRIL-JUNE 2009

Item

Size

RSP

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

0.39 0.39 1.15 2.09 1.99 1.19 1.19 2.20 1.24 2.33 1.24 1.24 0.99 1.79 0.99

300ml Twin Single 750ml 750ml 750ml 500ml 500ml 40's 500ml 500ml 500ml 500ml 750ml 500ml 300ml 500ml 500ml 500ml 15's 15's 950g 950g 16's 18's 780g 800g 16's 730ml 730ml 730ml 750ml 750ml 750ml 750ml 750ml 500g

1.39 1.00 2.00 1.64 0.79 1.27 0.69 1.99 1.19 0.99 1.39 1.56 1.35 2.75 1.49 1.09 0.79 1.25 1.25 4.20 3.42 2.15 3.32 2.29 2.83 2.63 2.68 2.29 2.69 3.90 3.90 1.69 1.69 1.69 1.69 0.99 4.20

200ml 200ml 200ml 200ml 250ml 150ml 150ml 150ml 200ml 5's 250ml 100g 250ml Single 50ml

2.49 1.99 1.99 2.73 1.99 2.25 2.25 2.74 1.99 1.79 1.00 1.51 1.99 1.69 1.26

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 White Andrex White Toilet Tissue Andrex White Toilet Tissue Andrex Quilted Toilet Tissue White Andrex Warm Natural Toilet Tissue Andrex Pink Toilet Tissue Lifestyle White Toilet Tissue Lifestyle White Toilet Tissue Lifestyle Pink Toilet Tissue

Household/Laundry Pet Food Felix Pouch Chicken Felix Pouch Tuna Felix Pouch CIJ Mixed Felix Pouch CIJ Fish Felix Pouch As Good As It Looks Favourites Felix Chicken In Jelly Felix Tuna In Jelly Whiskas Pouch Chicken Whiskas Pouch Tuna Whiskas Pouch Favourites Whiskas Pouch Fisherman Choice Whiskas Pouch In Gravy Whiskas Salmon In Jelly Whiskas Supermeat Rabbit Whiskas In Jelly Mixed 400g Gourmet Pearl Pouch Chicken Sheba Turkey & Chicken GoCat Chicken/Duck/Rabbit GoCat Tuna/Herring/Vegetable Chunky Beef Butchers Tripe & Chicken Cesar Turkey & Lamb Winalot Chicken Pedigree Chicken Pedigree Loaf Original Pedigree Loaf Original Pedigree Cuts In Gravy Mixed 400g Bonio Original Bakers Complete Beef & Vegetable Bakers Complete Chicken & Vegetable Bakers Complete Gravy Bites Beef Bakers Allsorts Pedigree Dentastix Medium Pedigree Jumbone Small/Medium Pedigree Schmackos Beef

100g 100g 12pk 12pk 12pk 400g 400g 100g 100g 12pk 12pk 12pk 390g 390g 6pk 85g 100g 375g 375g 1.2kg 400g 150g 400g 385g 400g 1200g 6pk 650g 1.5kg 1.5kg 1kg 140g 7's 2's 12's

0.31 0.31 3.45 3.45 4.29 0.59 0.59 0.35 0.35 3.75 3.75 3.75 0.68 0.68 3.89 0.46 0.57 1.02 1.02 0.95 0.57 0.75 0.55 0.61 0.61 1.70 3.49 1.53 3.39 3.39 2.55 1.53 1.99 1.73 1.35

9's 128g 163g 250ml 250ml 250ml 200ml 200ml 200g 125g 63's 18's 16's 14's 20's 16's

1.29 0.52 0.58 0.53 0.53 0.50 1.49 1.19 1.19 2.49 2.74 2.79 2.79 2.79 3.79 3.79

Baby Products Farley’s Rusks Reduced Sugar Heinz Baby Food VAS Heinz Baby Food VAS SMA 1st Infant Milk SMA 2nd Infant Milk SMA Progress Milk 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 5 Junior Large Pampers Baby Dry Size 4 Maxi Pampers Baby Dry Size 5

Airwick Air Freshener Lavender Jeyes Bloo Blue Block Harpic 3 In 1 ITB Block - Lavender Harpic Duraguard Limescale Remover Liquid Original Lifestyle Bleach Domestos Original Bleach Lifestyle Disinfectant Dettol 4 In 1 Multi Action Spray - Green Apple Flash Lemon Wipes Flash Multipurpose Liquid - Lemon Flash Spray With Bleach Cif Cream Lemon Mr Muscle Lemon Kitchen Cleaner Cillit Bang Grime & Lime Mr Muscle Window Spray Mr Sheen Furniture Polish Original Lifestyle Washing Up Liquid Fairy Liquid Original Fairy Liquid Lemon Finish Dishwasher Tablets 5 In 1 Lemon Fairy Active Bursts - Lemon Surf Washing Powder - Tropical Ariel Bio Ariel Tabs Persil Tabs Non-Bio Daz Auto Regular Bold 2 in 1 Lavender & Camomile Bold Tablets Ocean Clear Surf Small & Mighty Liquid - Tropical Persil Small & Mighty Liquid - Bio Persil Small & Mighty Liquid - Non Bio Comfort Concentrated Fabric Conditioner - Pure Comfort Concentrated Fabric Conditioner - Blue Lenor Concentrate Summer Breeze Lenor Concentrate Spring Awakening Lifestyle Fabric Conditioner Lavendar & Camomile Vanish Oxi Action Multi

Toiletries Head & Shoulders Shampoo Classic Clean Pantene Shampoo Classic Care Pantene Conditioner Classic Care VO5 Mega Hold Gel Silvikrin Hairspray Firm Sure APA Cotton Fresh Sure APA Active For Men Lynx Bodyspray Africa Gillette Shaving Gel Sensitive Gillette Blue II Fixed Disposable Carex Handwash Original Dove Soap Cream Twin Pack Radox Showergel Fresh Colgate Toothbrush Twister Colgate Toothpaste Total

All RSP’s listed are correct at the time of going to press, March 2009. We must stress that this is a recommended guide to pricing, and you must use this guide in conjunction with your knowledge of your store and your Customer base.

21

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Core Range and Recommended Selling Prices Item

Size

RSP

16's 10's 16's 14's 12's 20's 20's 16's

0.99 0.99 1.99 1.99 1.99 2.85 2.85 2.49

12pk 16pk 12pk 16pk 5pk 5pk 5pk 125ml 100ml 24pk 10pk 6pk 100ml 24pk 12's 10's

1.65 2.25 1.69 2.68 3.12 1.95 3.12 3.39 2.48 1.75 2.40 2.99 2.15 2.49 3.98 1.26

80's 40's 326g 325g 490g 568ml 300g 1.5kg 1.5kg 15g 25g 16's Box 10m 5m 40's 10's 20's 1Ltr 1Ltr 1Ltr 1Ltr 1Ltr 2Ltr 2Ltr 2Ltr 2Ltr 1Ltr 2Ltr 10's 10's

0.99 0.65 0.69 0.79 0.79 0.75 0.65 0.99 0.99 0.69 0.69 0.36 1.29 0.45 0.65 0.89 0.85 0.99 0.89 0.89 0.89 2.29 1.59 0.59 0.59 0.59 0.69 0.77 0.49 1.39 1.25

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

2.99 1.38 3.59 1.65 3.29 3.29 1.39

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

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 Mixed Herbs Lifestyle Whole Black Pepper Lifestyle Paracetamol Tubs 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 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 LV Junior Nappies LV Maxi Nappies

Alcoholic RTD’s Bacardi Breezer Orange Bacardi Breezer Orange Smirnoff Ice Smirnoff Ice WKD Iron Brew WKD Blue WKD Blue

22

Size

RSP

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

13.69 19.29 11.65 20.99 22.29 22.99 15.29 19.99 10.99 17.49 10.19 6.15 14.15 7.99 4.99 13.85 7.89 4.99 13.35 9.29 8.89 5.49 12.49 7.19 4.89 8.89 12.59 7.69 12.49 14.25 15.99 13.99 7.99 13.29 13.39 15.29 11.99 22.99

Spirits

Medicine Nurofen Tablets Anadin Extra Anadin Paracetamol Sudafed Dual Relief Lemsip Max Cold & Flu Lemsip Cold & Flu Beechams Flu Plus Caplets Benylin Chesty Adult Cough Medicine Calpol 2 Months+ Rennie Peppermint Tablets Alka Seltzer Imodium Instants TCP Antiseptic Pro Plus Benadryl Allergy Relief Elastoplast Fabric Assorted

Item

ISSUE 02 APRIL-JUNE 2009

Three Barrels Martell VS Martell VS Glenlivet 12 Year Old Glenmorangie Malt Laphroaig Islay Single Malt Jameson Jack Daniels Jack Daniels Southern Comfort Prince Consort Whisky Prince Consort Whisky Famous Grouse Famous Grouse Famous Grouse Bells Bells Bells Whyte & Mackay Whisky Scotland Only Glens Vodka 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 Scotland Only OVD Demerara Rum Scotland Only Bacardi Bacardi Malibu Bailey’s Tia Maria Archers Peach Schnapps Drambuie Scotland Only

Beer & Lager San Miguel Peroni Becks Bier Kronenbourg 1664 Grolsch Grolsch Stella Artois Stella Artois Stella Artois Carling Carling Carling Fosters Fosters Budweiser Budweiser Carlsberg Carlsberg Export Carlsberg Export Carlsberg Special Brew Tennents Scotland Only Tennents Scotland Only Tennents Special Ale Scotland Only Tennents Super McEwans Export Scotland Only Miller Genuine Draft Scotland Only Boddingtons Draught John Smith’s Extra Smooth Guinness Draught Newcastle Brown Ale Belhaven Best Ale Scotland Only Holsten Pils

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

All RSP’s listed are correct at the time of going to press, March 2009. We must stress that this is a recommended guide to pricing, and you must use this guide in conjunction with your knowledge of your store and your Customer base.

1.04 1.19 0.92 1.09 0.76 1.14 0.92 1.38 1.13 1.14 1.04 0.88 1.03 1.25 1.38 1.02 1.00 0.83 1.18 1.65 0.92 1.12 0.87 1.49 1.08 1.19 0.92 0.92 0.90 1.56 0.92 1.25

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Core Range and Recommended Selling Prices Item

Size

RSP

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

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 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

7.49 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 5.49 5.49 4.49 4.49 4.79 4.49 4.99 4.99 4.99 4.99 4.99 4.49 4.49 5.99 5.99 5.99 4.09 4.09 4.59 4.59 7.49 7.49 6.49 6.49 5.49 5.49 4.89 4.29 4.55 4.29 4.29 4.55 4.09 4.09 4.29 4.09

Cider Magners Bulmers Original Merrydown Vintage Dry Strongbow Super Strongbow Strongbow Scrumpy Jack Blackthorn Olde English Olde English Woodpecker Woodpecker Eridgevale Eridgevale Diamond White Diamond White White Storm White Storm

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 Hardy's Nottage Hill Cabernet Shiraz Hardy's Nottage Hill Chardonnay Hardy's Stamp Shiraz Cabernet Hardy's Stamp Semillon Chardonnay Hardy's VR Shiraz Hardy's 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

ISSUE 02 APRIL-JUNE 2009

Item

Size

RSP

Vintners Collection Italy Fruity White Vintners Collection Pinot Grigio Vintners Collection Soft Red Vintners Collection Dry White Vintners Collection Liebfraumilch Vintners Collection Liebfraumilch Vintners Collection USA White Zinfandel Vintners Collection USA Delicious Rose

75cl 75cl 75cl 75cl 75cl 1.5Ltr 75cl 75cl

4.09 4.79 3.99 3.99 4.55 8.45 4.29 4.09

75cl 75cl 75cl 70cl 70cl 70cl 70cl 70cl 70cl 1.5Ltr 75cl 75cl 4pk

9.49 6.99 6.99 3.49 3.49 4.05 4.05 5.10 7.49 2.99 1.49 1.98 3.09

Fortified Wine Cockburn’s Fine Ruby Port Harveys Bristol Cream Croft Original QC Cream QC Medium Eridge Royal Cream Eridge Royal Medium Stones Ginger Wine Martini Extra Dry Lambrini Lambrini Babycham Popping Cork Babycham THP

Tobacco (Cigarettes, Cigars, Hand Rolled)* Benson & Hedges Gold Benson & Hedges Gold Benson & Hedges Silver Embassy No.1 KS Lambert & Butler KS Lambert & Butler KS Lambert & Butler KS Gold (Lights) Marlboro Gold (Lights) Marlboro Gold (Lights) Mayfair KS Mayfair KS Mayfair Smooth KS Mayfair Smooth SKS Mayfair SKS No.3 KS No.3 KS No.3 SKS No.3 SKS Regal KS Regal KS Richmond KS Richmond SKS Richmond SKS Richmond SKS Menthol Royals Red KS Silkcut Purple Sovereign KS Sovereign KS Café Crème Café Crème Blue Classic Hamlet Hamlet Miniatures Amber Leaf Cutters Choice Drum Drum Gold Golden Virginia Gold Leaf Old Holborn Samson

20's 10's 20's 20's 20's 10's 20's 20's 10's 20's 10's 20's 20's 10's 20's 10's 20's 10's 20's 10's 20's 20's 10's 20's 20's 20's 20's 10's 10's 10's 5's 5's 10's 12.5g 12.5g 12.5g 12.5g 12.5g 11.5g 12.5g 12.5g

5.78 2.96 5.22 5.78 5.22 2.68 5.22 5.83 2.96 4.85 2.47 4.85 4.91 2.50 4.29 2.17 4.31 2.19 5.78 2.96 4.81 4.91 2.51 4.91 4.71 5.78 5.00 2.55 3.61 3.61 3.86 3.86 3.65 2.73 2.70 2.75 2.75 2.99 2.55 2.73 2.82

*Some recommended lines may vary by region.

All RSP’s listed are correct at the time of going to press, March 2009. We must stress that this is a recommended guide to pricing, and you must use this guide in conjunction with your knowledge of your store and your Customer base.

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ISSUE 02 APRIL-JUNE 2009

Retail Matters Make it a vintage year for wine sales

Make your fixture work harder to bring you great results Wine is the largest value contributor in the alcohol sector, and making your fixture work harder for you by promoting wines can bring great results.

Customers on promotion can be significant. It’s not unusual to see a 100% increase in sales when a wine goes on offer. Show your saving on shelf as “50p off” or “£1 off”.

Price promotions are the obvious place to start.

You will find lots of offers available from your local Landmark Wholesaler, especially on well-known branded wines such as Hardys, Echo Falls, Jacob’s Creek, Kumala and Blossom Hill.

Multi-buys You can also convert the saving into a multi-buy.

For example, if you normally stock a wine retailing at £4.99 but you purchase it at a price that allows you to sell out at £3.99, why not convert that offer into a “Buy 2 for £8” deal? The great thing about this style of promotion is that it entices Customers to buy more than one bottle. It also encourages them to try a wine they haven’t tried before if you run the multi-buy across a range of wines at the same price.

Running a money-off promotion When you buy wine at a reduced price from your Wholesaler, this is the ideal time to run a price promotion in store. It may be tempting just to leave the shelf price in your store the same and pocket the extra profit, but the additional profit you can make by selling that wine to your

Link saves You can link wines with other products and offer a saving. There are lots of ideas you can use but here are a few to start with:

• Link with crisps or snacks for a night in front of the TV.

• Link with chocolates/flowers for birthdays, Mother’s Day & Valentine’s Day.

• Link with ready meals, for the perfect dinner solution.

• Link wine with beer for a night in with friends, e.g. a bottle of wine (£5.99) and four cans of beer (£4.99). Buy both for £10.

Make sure you advertise these deals in a prominent place throughout the store and that you display the linked products together on the shelf, where space allows.

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Effective Pricing and using Point of Sale It is essential that you display the price of all wines in your store. No-one wants to buy a wine if they can’t see how much it costs.

This doesn’t just apply to the main fixture; don’t forget pricing for wine in the chiller and wines on display in other areas around the store. The best way to price wines is with a ticket on the edge of the shelf. This is preferable to stickering each bottle with a pricing gun as bottles are often bought as gifts or to take to parties and the sticky labels can be difficult to remove.

“Point of Sale” is a term used for any material you use in store to advertise the wines or highlight them on shelf. This includes posters in store or in the window, tickets on the edges of the shelves, specially designed display units or dump bins, blackboards, signs, leaflets etc.

Point of sale can be very useful to highlight your promotions. You can obtain point of sale materials from your Cash and Carry, direct from Suppliers or you can make your own.

A blackboard can be useful as you can easily chalk up your best offers and it can be changed as often as you like. You’ve probably seen similar boards outside specialist wine shops.

• Tasting notes / Food recommendations Try writing up some tasting notes onto luggage labels then tie them around the necks of the bottles. e.g. Stowells Chenin Blanc “A fabulously crisp and zesty white with lively scents of green apples and surprisingly soft melony flavours that really linger, serve chilled on its own or with fish or chicken.”

You will find information about the wines on the back label, on the internet or you can write your own description of what the wine tastes like.

•Top Ten chart List the top ten wines sold in your store • Stock the Best Sellers Use the Core Range RSPs guide in this issue of Retail Matters for guidance • Press quotes If you see a write up of any of your wines in the newspapers or magazines (especially the weekend papers) cut it out and display it on the shelf next to the wine or glue it onto a neck tag. Consumers like to choose wines that are recommended by an “authority”.

Some more ideas for promoting wine in store You don’t have to use price to promote wine, there are lots of other ways: • Wine of the Month / Manager’s choice Highlight a wine in the store with a poster or blackboard. Ensure you or a member of staff are familiar with the wine so that you can explain to Customers why it is special.

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• Run a Wine tasting Giving your Customers the chance to taste wine before they buy is a great way to give them the confidence to trade up/buy wines they’ve not tried before. It’s quite easy to set up and run, you just need to make sure you plan properly in advance. The FWD Take Home Blueprint has advice and a tasting kit, including POS and sampling glasses, to help Independent Retailers run a successful in-store tasting.

Visit www.takehomeblueprint.co.uk for more information.

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ISSUE 02 APRIL-JUNE 2009

Own Brand Brands to call your Own

With Consumers tightening purse strings, Own Brand is the way You cannot have failed to notice how the credit crunch has spurred the Multiples to turn their backs on the Branded offering, pushing their Own Brands and Discount Brands instead.

However, is this what the Consumer is actually looking for and should Independent Retailers be following a similar course of action?

Over the last three months,70% of Consumers have purchased an Own Brand product Research shows that over the last three months, 70% of Consumers have purchased an Own Brand product. With the credit crunch biting hard, 41% of those surveyed said they would be likely to purchase more Own Brand products than they previously have done over the next year, with 56% stating they would be looking to buy the same amount and only 3% cutting down on their Own Brand purchases.

When the Consumer tightens their purse strings, Retailers need to ensure that they have a good quality Own Brand available for them to turn to, so they are not losing potential sales. However, whilst Consumers might complement their shopping with Own Brand purchases, there is still definitely a market for the Brands, and Independents should therefore be looking to strike a good balance between a core range of branded best sellers, complemented by a quality Own Brand range.

A good stock of Own Brand ranges can provide Independent Retailers with a level footing in competing with the Multiples by having a range that is exclusive to the Independent Sector, and feedback shows that Own Brand lines can inspire Consumer loyalty as well.

A good stock of Own Brand ranges can provide Independent Retailers with a level footing in competing with the Multiples Only 34% of Independent Retailers said they actually stocked an Own Brand range, and therefore this is a massive opportunity to all Independents who don’t already offer a value alternative to the leading Brands.

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If you are looking to introduce an Own Brand range, research by him! highlights that the top three categories for Own Brand in the Independent sector are Soft Drinks, Grocery and Household products. However, as the Multiples increase their focus on their Own Brand ranges, Consumers are more likely to try an Own Brand product over a Branded one across any category, and therefore expect to see growth across other areas, for example Own Brand Beers, Wines and Spirits.

Own Brand can be a very profitable opportunity for Independent Retailers, as well as helping Consumers save money. For example, last Summer Landmark Wholesale launched its Own Brand Premium Cider Keane’s to rival the major Brands in the over-ice market.

The Profit on Return (POR) for Retailers on Keane’s is a healthy 19.24% compared to the POR for the market leader which is 16.1%.

Own Brand can be a very profitable opportunity for Independent Retailers Landmark Wholesale also follow the market trends to ensure that Retailers have an Own Brand alternative to the key products in the market. At the end of last year, it launched LSV energy drink, to allow Independents to take advantage of this major growth area.

Planograms are available through Landmark Wholesale’s Hot House programme which offers advice on how to balance your Branded and Own Brand offering and how to best merchandise your fixtures to give maximum visibility to both ranges.

Ask your local Landmark Wholesaler for more information.

Also consult the Landmark Own Brand Retail Price Guide, a sister publication that comes with this issue of Retail Matters which covers the entire Own Brand range available at your local Landmark Depot and how this should be priced to help Retailers maximize this opportunity in-store.

If you are not already stocking Own Brands, now is a great opportunity for you to look at what your local Landmark Wholesaler has to offer you and your Customers. There is a vast portfolio of Own Brand ranges covering all categories from Grocery and Soft Drinks to Alcohol and Tobacco.

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ISSUE 02 APRIL-JUNE 2009

Chilled Brand Chill out with extra sales

Chilled products are high on Customer’s lists Are you ready to address a huge opportunity in your chilled food sales?

Customers are demanding more from their Convenience Stores. Food-on-the-go and fresh and chilled products are high on their list, and Independent Retailers need to fulfil this expectation if they are to truly encompass the role of offering ‘convenience’.

The chilled category in the Convenience Sector is worth £27.4bn and continues to grow year-onyear, adding £821m last year alone. Whilst it is the fastest growing category in the Convenience Channel, Independent Retailers are slow to realise this opportunity and are well behind their Multiple counterparts in addressing this situation.

The chilled category in the Convenience Sector is worth £27.4bn

difficult, with problems with short-date items and wastage. However, if controlled well with the right range, this can be a hugely profitable category which can have a positive knock-on effect to a store’s overall sales.

Merchandising the chiller correctly can encourage Shoppers to browse Across the chilled category, milk is by far the greatest footfall driver, accounting for 58% of chilled sales, so Retailers must ensure they have good stock levels.

Research has shown that 50% of actual chilled purchases take place between midday and 5pm, so it is vital that replenishment of the chiller is done regularly during this time.

The Multiples are dedicating more chiller space in their Convenience format stores, adding up to 40% more allocated space to this category.

The chilled category is an area where many Independent Retailers are missing out on potential sales, as they do not have adequate space, stock or variety on offer to capitalise on this huge market.

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Merchandising the chiller correctly can encourage Shoppers to browse the range and purchase more, so make sure that the fixtures are kept simple using blocking to segment the different sections. ‘Eye-line is buy-line’ so utilise the ‘hot spot’ shelves to drive interaction. ‘Cold spots’ on the top of the fixture and corners should be used for planned purchases.

Use the guide in this issue of Retail Matters for the recommended core range that you should be stocking and their RSPs.

Milk is by far the greatest footfall driver, accounting for 58% of chilled sales Availability is vital and must be 100% to encourage Customer loyalty particularly in high demand periods. To manage wastage, stock must be rotated to keep the shortest date-life products at the front. The fixture must be kept spotless as this acts as the benchmark for the hygiene of a store. The chiller needs to have a prominent place in-store too, so Customers know there is a chilled offering.

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You too can take advantage of this profitable category and grow your sales, just by following the simple advice: 1. Ensure you have the correct equipment.

We would recommend a minimum 1m open deck dairy chiller.

2. Populate fixtures using recommended range and planograms. Make sure this is maintained and regularly updated.

3. Set up a stock, sales, order and waste document to monitor sales and ordering and waste patterns, this will help minimise waste and allow you to grow your sales.

4. Check freshness/sell-by dates of products daily.

5. Keep your chilled cabinet clean and tidy at all times.

6. Use promotional activity to support the range.

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