Retailer matters 03

ISSUE 03 JULY-SEPT 2009

Retail Matters Because at Landmark Wholesale EVERY Retailer Matters

SUMMER SPECIAL

In this issue

This Summer let your sales shine!

Retail Matters gives you top tips on making the most of the weather! See page 4 The Softer Side of life

Cider - the Summer Drink

Dates for your Diary

Go Nuts over Crisps and Snacks sales

How to make the most of your soft drinks fixture this Summer Page 9

The cider category is enjoying healthy growth... you could too! Page 15

Key sales opportunities for you to maximise sales. Page 33

Make your fixture work harder to bring you great results. Page 29

ALSO INSIDE YOUR GUIDE TO CORE RANGE AND RRSP始s ALSO INSIDE YOUR GUIDE TO CORE RANGE AND RRSP始s

Retail Matters

Welcome Let your sales shine!

Raj Krishan Senior Retail Controller Landmark Wholesale

We have already seen glimpses of the fantastic summer we are promised this year, and hopefully you will be beginning to experience the effect that a spell of nice weather can have on your sales.

With more of the British public intending on holidaying in the UK this year, increased summer trade could present a lot more opportunities for local Retailers. Use our guide to summer as a checklist as to how you can maximise sales come rain or shine during the summer season.

We also have covered the key categories that stand out in summer; Soft Drinks, Cider, Crisps and Snacks. With help from leading Suppliers within the industry, we looked at these markets, what you should be stocking and how to make the most of

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

your range to capitalise on extra sales throughout the summer months.

There is also a feature on the lucrative Back to School market, which indicates the end of the summer holiday for all school children, but could mean the start of good sales for you if you get your offering right.

Don’t miss our regular guide to the important dates to look out for over the next few months. This summer sees major sporting events taking place from Wimbledon fortnight through to the Ashes.

As the home teams take another step closer to the Football World Cup in 2010, make sure you and your customers know when the key qualifying games are on with our guide.

Whatever the weather that summer brings, Retail Matters is your one-stop guide to prepare yourself ahead of what could be the most lucrative summer trade for recent years.

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

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ISSUE 03 JULY-SEPT 2009

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

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.

With thanks to the following Companies for their input in this issue of Retail Matters:

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.

Beverage Brands www.beverage-brands.co.uk Bic UK

www.bicworld.com

Britvic

www.britvic.com

Coca-Cola

www.cokecce.co.uk

Gaymer Cider Company www.gaymercider.eu.com him!

www.him.uk.com

PepsiCo

www.pepsico.co.uk

Red Bull

www.redbull.co.uk

Scottish & Newcastle www.scottish-newcastle.com United Biscuits www.unitedbiscuits.com

Contents

Page

Summer Opportunities

4-7

The Softer Side of Life - Make the most of soft drinks fixture

9 - 12

Cider – the summer drink of choice

15 - 18

Go Nuts over Crisps & Snack sales

29 - 31

Dates for th Diary

33

Back to School

34

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

3

Retail Matters Summer Opportunities Be prepared for whatever weather comes our way!

In the past few years, the British summer has

The weather is key. In the summer months, there

been a wash out for many in more ways than one.

are a few categories that are dependent on the

With hot weather spells few and far between, the

weather and if the sun shines the demand for

retail trade has never had a chance to fully benefit

them could rocket, however if the rain pours they

from a decent summer trade and has suffered as

could sit on your shelf going nowhere.

a result.

It sounds obvious, but the key for Independent However, with the

Retailers to keep ahead of the rapidly changing

economy in a

weather is to follow the weather forecast for the

recession and the

week ahead so that they can anticipate what

pound falling against

products will be in demand.

the dollar and the euro, the British

A Retailer should have a ‘hot weather’ and ‘cold

public are foregoing

weather’ plan and therefore depending on the

their holidays

forecast plan accordingly on what needs stocking

abroad in favour of

up on. For example, ahead of a hot weather spell,

staying at home.

ensure the chilled offering is well-stocked,

Whilst this may be

including alcohol, soft drinks and ice-cream. Also

bad news for foreign

tap into other outdoor activities, such as bbq and

tourist boards, it is

picnic equipment.

certainly good news for British Retailers, who have the

Retailers should have a hot weather and cold weather plan

chance to boost sales with a proper

If it’s going to be bad weather, then Shoppers are

British summer

likely to keep it local and therefore it is important

season.

that Independent stores are well-stocked in all the essentials.

Come rain or shine, with more people holidaying at home, the local shop needs to be ready to make the most of these coming months so that a one-off distress visit to your store converts to a loyal and regular Customer.

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ISSUE 03 JULY-SEPT 2009

If you anticipate good weather ahead make sure you have the core basics for a bbq ready and waiting, including burgers, sausages, bread rolls, baps and ketchups, as well as the disposable bbqs, charcoal and firelighters.

Try to encourage Consumers to trade up by cross promoting bbq items, for example a free pack of rolls with every combined purchase of

Through your local Landmark

sausages and burgers. Create

Wholesaler, Retailers

some theatre around this occasion to offer some inspiration to

can identify the ‘Best Sellers’ across each category

Consumers, as well as remind them that

and therefore can ensure they have the core

you have this range in stock. Merchandise your

items in stock that Shoppers will be wanting

bbq offer together in one destination with clear

whatever the weather.

signage to direct Customers. Communicate your offering to your Customers through

Use our ‘Dates for the Diary’ guide in this issue,

leaflets.

to plan promotions around key events and to anticipate where extra demand for products may be.

Chill Out A cold beer on a summer’s day seems a simple

Sizzling sales through bbqs One category that could see an uplift this summer is bbqs. As well as Consumers choosing to holiday at home, staying in is the new going out and there has been an increase in the amount of entertaining at home.

In the summertime, with longer evenings, the natural choice is to turn to the bbq.

request, however with the vast majority of Multiples not offering chilled beer and wine, this is definitely an area where Independents can steal a march on their Supermarket peers.

Independents can really carve out a point of difference by offering a chilled beer and wine guarantee. Promote that chilled beer and wine is available, and make sure your chillers are always fully stocked.

CONTINUED PG 7

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

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ISSUE 03 JULY-SEPT 2009

Customers are looking for indulgence during a recession If the weather appears that it is going to be nice for a long period or over a weekend, consider having chilled cases in the stock room to cater for the huge demand.

Soft drinks should also be offered cold. See our article on page 9 about how to best manage this category.

Focus on Ice Cream Despite two back-to-back dreary summers, the ice cream category has still seen a 4% sales rise, which indicates that it could be a key seller over the next months. An easy way to maximise sales in this area is to advertise that you sell ice cream. Have an A-board or window poster to let your Customers know that they can get ice-cream at your store.

Consumers are also looking for indulgence during a recession, and ice cream seems to satisfy this need.

As well as individual ice cream, tubs too can be a winner especially with a general increase in popularity of frozen food in general since the recession. Look for popular brands, New Product Development, price-marked packs and promotions at your local Landmark Wholesaler as well as locally sourced products if available to make the most of this category.

the ice cream category has seen a 4% sales rise, which indicates that it could be a key seller over the next months T: 01908 255 300 E: landmark@lmkcc.co.uk

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ISSUE 03 JULY-SEPT 2009

Retail Matters The Softer Side of Life

Worth ÂŁ1.8 billion, soft drinks are an important part of the impulse market Symbol Groups and Independent Retailers account for a combined 60% of the soft drink market. Therefore it is a key area for Independent Retailers to get right in order to maintain this superior share.

By using simple solutions in-store you can grow sales in this category and drive footfall.

Know your market The soft drinks category has ballooned with the amount of brands and sub-categories, from carbonates / sparkling, to non-sparkling, energy, bottled water and flavoured waters which can be over-whelming to even the most seasoned of Retailer.

The market is also being constantly flooded with New Product Development (NPD), and whilst it is important to recognise new products it is also key not to ignore the major brands and top sellers.

Get your core range right with help from your local Landmark Wholesaler, and then compliment this with what you know sells well in your store.

Use the RSP Guide in this edition of Retail Matters as a reference to the core range in each category.

Top Ten Brands (according to Nielsen Scantrack MAT Dec 27, 2008)

1.

2.

3.

4.

5.

6.

7.

8.

9.

10.

Coca Cola Lucozade Robinsons Tropicana Pepsi-Cola Red Bull Ribena Fanta Volvic Schweppes

33% of soft drink purchases are

by Customers aged 24 and under (him! CTP 2008) Soft drinks shoppers are likely to have one of two main reasons for their shopping trips – food for now or top up shop. According to research, these two reasons account for over a third of shopper missions to a local store, as these outlets are convenient, quick and easy. Use simple solutions in-store to make the most of the soft drinks opportunity on these missions.

Different stores have different busy periods, for example some stores may cater for the school run with busy morning and mid-afternoon times, whilst others may attract workers, with breakfast, lunch and evening meal requirements.

CONTINUED PG 10

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

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ISSUE 03 JULY-SEPT 2009

Retail Matters Make sure you are meeting your Shoppers’ requirements. If you know your Customers are looking for a breakfast solution then your soft drinks should reflect this, with fresh juice available and highlighted in the fixture. If you have a busy lunchtime, pre-prepare by ensuring the fixtures, especially the chillers, are well-stocked up ahead of the rush.

A well-stocked chiller is vital Shoppers must be able to see chilled drinks when they enter the store. To encourage impulse buys, in larger stores locate a smaller chiller by the checkout to capture these extra sales.

86% of Shoppers want their soft drink chilled.

Optimise Range & Merchandising The right share of space allows the ideal range of soft drinks to be offered. The space allocated to soft drinks is constantly under pressure due to Retailers looking to introduce more value-added services and the increasing number of new brands to market.

Despite the vast amount of NPD in the market, cola is still the category beacon that Customers will use to find soft drinks in your store. During the shopping process a red wall is associated with cola, a blue wall with water. And whilst ranges have increased outside the core sparkling range, it is still important to recognise that this is a key driver of the category and relevant and important to Shoppers.

Focus on Offering Value It’s no surprise that with the credit crunch Consumers say that price is an important factor.

A third go on to say that a price-marked pack would encourage them to purchase a product as they feel it offers value.

Pass on Wholesaler promotions to your Customers to encourage purchases. Promote these offers on the fixtures and in the chiller using POS such as shelf barkers.

Encourage Shoppers to try new products by offering an introductory low price, and cross promote with other categories, for example offer meal deals to increase frequency of purchase.

Cross category promotion is key with soft drinks as this category strongly interacts with other impulse categories. For example, 22% of sandwich Shoppers will also purchase a soft drink, 20% of soft drink Shoppers will also purchase confectionery and 23% of crisp/ snack Shoppers also purchase soft drinks.

Therefore locating these categories together can drive basket spend.

Make sure pricing is up to date and on the fixture next to the corresponding product. Lack of prices is often a barrier to sales.

CONTINUED PG 12

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ISSUE 03 JULY-SEPT 2009

Retail Matters Get an Energy Boost

The Sports and Energy market is the only soft drinks category to feature in the top 10 fastest growing categories and is growing at 7% year-on-year.

You will have seen a growing number of brands emerge in this category and it is worth remembering that 77% of sales come from three brands so don’t over clutter with excessive brands.

Top Three Sports & Energy Brands 1.

2.

3.

Lucozade Energy Red Bull Lucozade Sport

This year has seen the launch of LSV and LSV Isotonic, Landmark Wholesale’s Own Brand energy and sports drinks. This has proved a fantastically successful brand for Independent Retailers. With fantastic margins, these quality products are offering Consumers, and Retailers, value for money.

It has proved that these products are actually creating new sales too, and Consumers are purchasing LSV and LSV Isotonic as well as the leading brands, so generating extra sales within the category rather than stealing sales from a branded competitor.

Recommended planogram for a 2m chilled fixture for England & Wales.

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WKD

ISSUE 03 JULY-SEPT 2009

Cider – the summer drink of choice The cider category is enjoying healthy growth The cider category is maintaining healthy growth (and growing faster in the recession than ever before), since its reinvention over three years ago with the emergence of the Premium and over ice sector.

Today, the take home cider market is worth ÂŁ646 million (latest MAT off trade figures value sales to 18.04.09) and is the fastest growing alcohol sector, up 17.5% year-on-year (Nielsen latest MAT to 18.04.09).

placed on the bottom shelf and premium glass bottles on the top shelf, firstly because of weight, but to also encourage Shoppers to trade up to higher value products.

Use our recommended 1.5m planogram as to how your fixture should look.

Cider is no longer about selling the biggest volumes at the lowest margins, Premium brands are enjoying strong growth in the market, despite poor summers, and new brands are attracting new drinkers and injecting value and cash margin back into this category.

As the cider market is growing, this should therefore be reflected on your fixtures, with approximately 20% of your beer and lager fixture dedicated to cider. Cider space should be taking up space from declining categories such as ale, stout and Alcopops. Signpost cider next to beers & lagers and also use widelyrecognised brands such as Strongbow and Blackthorn vertically to help Shoppers find the fixture easily. Focus on big brands and less variants to keep fixture clear for Shoppers and merchandise similar colours away from each other to give clearer stand out as Shoppers tend to navigate by colour.

Space should reflect percentage of sales, ie.

Make sure you allocate the most space to your best sellers. Large plastic bottles should be CONTINUED PG 16

15

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Retail Matters Cider sells well all year round, but extremely well in key periods such as summer and Christmas With the upcoming months of summer you should consider; • 57% of all cider purchases are consumed within three hours. Ensure you stock your glass bottles and cans of cider in the chiller.

• Clearly communicate price on the fixture, otherwise Consumers may leave the fixture without making a purchase.

• Avoid out of stocks and lost sales by having enough additional stock of key cider brands – keep an eye on the weather forecast – you may need more cider on a warm weekend.

ISSUE 03 JULY-SEPT 2009

• Stock ice in your shop as many Premium Ciders such as Magners, Bulmers Original, Jacques and Gaymers are enjoyed more ‘over ice’. Consider link purchases, for example buy four bottles and get a bag of ice at a reduced price.

• Cider is a highly impulsive purchase, therefore consider siting it away from the cider fixture or beside bbq foods and snacks to capitalise on this.

• Attract Customers to the display by linking current adverts to the products such as wobblers and posters.

The cider category is maintaining healthy growth and growing faster in the recession

ISSUE 03 JULY-SEPT 2009

Cider sells extremely well in key periods such as Summer • Cider has done a fantastic job of bringing new female consumers into the market, particularly new brands such as Jacques Fruits De Bois and Gaymers Pear. Make sure you stock these to meet this opportunity.

• One in ten Shoppers leave the beer and cider fixture without making a purchase – a well merchandised cider fixture, stocking the most popular brands, avoiding out of stocks and with a chilled section will maximise your cider sales.

• Be sure to also include in your range Price Mark Packs and multipacks of cider. These packs -are driving growth within the cider category.

Products such as Blackthorn 8 packs PMP at £6.25 will help upweight your Customer’s purchase from a 4 pack to an 8 pack There are key decisions that Shoppers will follow when purchasing cider –cans, glass bottles or PET bottles and sweeter/ contemporary or dry/traditional. However this can also be broken down further into different Customer-types/ missions and it is important to ensure that each occasion and Customer type is catered for.

Everyday Cider is likely to be purchased by Consumers looking to relax at home after a hard day at work, either alone or with friends.

Premium Cider is more likely to be purchased by slightly more affluent Customers who will be drinking with larger groups of friends.

White Cider is likely to be purchased by slightly less affluent Customers.

Friday and Saturday Evenings are the main shopping times for cider.

57% of cider will be consumed within three hours of purchase and 83% on the same day of purchase.

A well merchandised cider fixture will maximise your cider sales Cider is the TOP alcohol destination purchase within the independent sector over and above wine, beer and spirits. You therefore have an extra advantage if you can stock cider in your chiller.

A chilled offering will mean your Customers are more than likely to choose your store more often and buy more.

See over page for Cider Top Sellers list

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

17

Retail Matters

Cider Top Sellers CANS

PET

GLASS BOTTLES

Strongbow Scrumpy Jack Magners Olde English Blackthorn

Strongbow Frosty Jacks Olde English Blackthorn

Magners Bulmers Bulmers Pear Jacques Gaymers

(Nielsen total Off Trade data latest MAT we 24.04.09)

Core Range and Recommended Retail Selling Prices Item

Size

RRSP

200ml 200ml 250g 500g 250g 250g 500g 200g 150g 175g 175g 200g 4pk 330ml

0.65 0.95 0.60 2.59 1.37 1.39 1.99 0.59 0.59 0.59 0.59 0.59 1.85 1.15

6pk 100g 200g 200g 125g 200g 6pk 260g 454g 65g 170g 190g

1.62 0.70 1.85 1.59 1.15 2.69 2.45 2.79 2.39 1.19 1.89 1.89

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 0.79 0.79 0.66

250ml 250ml 500ml 500ml 500ml

1.25 1.25 0.99 0.99 0.99

Chilled Lifestyle Double Cream Lifestyle Single Cream Stork Clover Lurpak Butter Slightly Salted Lurpak Spreadable Slightly Salted St Ivel Utterly Butterly Müllerlight Strawberry Yoghurt Müller Corner - Vanilla & Choc Balls Müller Corner - Strawberry Müller Corner - Peach & Apricot Müller Rice - Strawberry Danone Actimel Strawberry 100g Yop Strawberry Yoplait Petits Filous 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

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

Crisp & 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 Scotland only Walkers Tomato Ketchup Scotland only 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

Soft Drinks Chilled Red Bull Red Bull Sugar Free Diet Coke Coca Cola Cherry Coke

ISSUE 03 JULY-SEPT 2009

Item

Size

RRSP

Coke Zero Pepsi Pepsi Max Fanta Orange Fanta Fruit Twist Dr. Pepper Sprite Irn Bru Irn Bru Diet Scotland only 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

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

0.99 0.89 0.89 0.99 0.99 0.99 0.99 0.89 0.89 0.72 0.72 0.94 0.94 0.94 0.58 0.99 0.65 0.65 0.75 1.09 1.09 0.79 0.79 0.45 0.77

400g 400g 220g 420g 270g 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

6.26 4.16 2.79 4.57 3.16 1.65 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

Confectionery 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

All RRSP’s listed are correct at the time of going to press, June 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 Retail Selling Prices RRSP

Item

Size

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 Milkyway Yorkie Milk Lion Bar Kit Kat Chunky 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 Milky Bar 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 Duo Std Duo Std King Size 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 Std Std Std Std Std Std Std Std Std Std Stick Stick Stick

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 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 0.35 0.10

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

2.99 1.49 2.99 1.49 3.29 3.29 1.39

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

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

Spirits Three Barrels

22

70cl

13.75

ISSUE 03 JULY-SEPT 2009

Item

Size

RRSP

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

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

19.49 11.75 20.99 22.29 22.99 15.99 19.99 10.99 17.99 10.49 6.39 14.49 7.99 4.99 13.99 7.99 4.99 13.49 9.49 9.19 5.65 12.99 7.49 4.89 9.19 12.99 7.75 12.99 14.99 15.99 14.29 8.29 12.49 13.49 13.99 11.99 22.99

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

1.05 1.29 0.95 1.08 1.19 1.32 0.99 1.40 1.18 1.45 1.25 1.09 0.98 1.10 1.38 1.03 1.01 0.84 1.19 1.67 0.95 1.15 0.93 1.59 1.09 1.09 0.93 0.98 1.38 1.57 1.12 1.26

568ml 568ml

1.99 1.50

Cider Magners Bulmers Original

All RRSP’s listed are correct at the time of going to press, June 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.

Core Range and Recommended Retail Selling Prices Item

Size

RRSP

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

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

Item

Size

RRSP

2.59 0.91 0.87 3.29 0.88 3.09 0.95 2.95 0.81 3.09 0.69 2.09 0.95 2.95 0.75 2.25

Vintners Collection Liebfraumilch Vintners Collection USA White Zinfandel Vintners Collection USA Delicious Rose

1.5Ltr 75cl 75cl

8.55 4.35 4.15

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

9.49 7.99 6.99 3.99 3.99 4.15 4.15 4.99 6.99 2.99 1.49 1.99 3.49

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 75cl

6.99 8.29 7.49 6.49 6.49 4.99 4.99 5.49 5.49 5.49 8.49 6.29 6.29 6.49 6.29 6.49 5.49 5.49 4.49 5.99 5.99 5.99 4.99 4.99 4.99 4.99 4.99 4.49 4.49 5.49 5.49 5.49 4.29 4.29 4.75 4.75 7.49 7.49 6.49 6.49 5.75 5.75 4.99 4.35 4.59 4.35 4.35 4.59 4.15 4.15 4.35 4.15 4.15 4.85 4.05 4.05 4.59

Soft Drinks Ambient 2Ltr 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

1.75 1.75 1.69 1.69 1.69 1.65 1.65 1.65 1.35 1.39 1.39 1.79 1.99 1.19 1.19 1.25 1.49 1.45 3.99 0.99 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

1.99 2.35 2.49 1.89 2.26 2.29 2.09 1.99 2.09 2.59 2.39 2.35 2.49 2.49 2.29

150g 150g 200g 12pk 300g 300g

1.45 1.38 1.09 1.21 1.89 1.89

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 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 Vintners Collection Liebfraumilch

ISSUE 03 JULY-SEPT 2009

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

Diet Coke Coca Cola Pepsi Pepsi Max Diet Pepsi Dr. Pepper Fanta Orange Sprite Schweppes Lemonade Irn Bru Irn Bru Diet Scotland only 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

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

Cereals Alpen Shredded Wheat Nestle Multi Grain Cheerios 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

All RRSP’s listed are correct at the time of going to press, June 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.

23

Core Range and Recommended Retail Selling Prices Item

Size

RRSP

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 Chocolate Digestives Lifestyle Digestives Lifestyle Custard Creams Lifestyle Bourbon Creams McVities Penguin Nestle Kit Kat Nestle Blue Riband Jacobs Cheddars Jacobs Cream Crackers

300g 300g 300g 300g 300g 300g 300g 150g 165g 150g 150g 300g 300g 300g 300g 9pk 6pk 6pk 150g 300g

1.89 1.85 1.89 0.99 1.05 0.99 1.25 0.99 0.99 0.99 0.99 0.99 0.65 0.65 0.65 1.49 0.99 0.99 1.15 0.95

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

24

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

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 1.99 1.69 0.89 1.65 1.65 2.49 0.89 1.09 0.65 1.85 1.49 1.55 1.55 1.75 1.85 2.09 2.09 1.79 1.75 1.69 1.69 1.85 1.59 1.49 1.87 1.87 1.09 0.89 0.83 0.83 1.01

ISSUE 03 JULY-SEPT 2009 RRSP

Item

Size

Pot Noodle Beef & Tomato Pot Noodle Curry

Standard Standard

1.01 1.01

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 0.89 0.89 0.89 0.89

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 2.55 2.55 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 0.65 0.45 0.55 0.55 1.19 1.19 1.19 0.75 1.29 0.65 0.85 0.49 0.47 0.39 0.49 0.35 0.35 0.49 0.45 0.42 0.85 0.89 0.66 0.45 0.45

1kg 250g

0.93 1.39

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 Scotland only Baxters Scotch Broth Soup Scotland only Baxters Cock-A-Leekie Soup Scotland only

Canned Veg, Meat & Fish 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 Silverspoon Granulated Sugar Cadburys Drinking Chocolate

All RRSP’s listed are correct at the time of going to press, June 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.

Core Range and Recommended Retail Selling Prices Item

Size

RRSP

Nescafe Original Nescafe Gold Blend Nescafe Original Decaffeinated PG Pyramid Teabags Tetley Teabags Scottish Blend Teabags Scotland only

100g 100g 100g 80’s 80’s 80’s

2.99 3.95 2.79 1.98 1.79 1.98

59g 420g 220g 415g 1.5kg 1.5kg 100g 100g 340g 340g 340g 454g 340g 227g 400g 250g 425g 425g 410g 150g 135g 125g

0.79 0.86 0.57 0.99 1.49 1.49 0.59 0.75 1.35 1.35 1.35 1.59 2.05 1.39 1.70 2.49 1.09 0.95 0.79 0.55 0.59 0.45

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 3.49 3.49 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 1.25 1.25 0.95 0.57 0.75 0.55 0.61 0.61 1.70 3.49 1.53 3.65 3.65 2.55 1.53 1.99 1.73 1.35

9’s 128g 163g 250ml 250ml 250ml 200ml

1.29 0.52 0.58 0.56 0.56 0.53 1.49

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 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

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

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

ISSUE 03 JULY-SEPT 2009

Item

Size

RRSP

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

200ml 200g 125g 63’s 18’s 16’s 14’s 20’s 16’s

1.19 1.19 2.49 2.74 2.79 2.79 2.79 3.79 3.79

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 2.15 1.15 2.25 1.15 1.15 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 800g 800g 16’s 18’s 680g 800g 16’s 730ml 730ml 730ml 750ml 750ml 750ml 750ml 750ml 500g

1.36 1.09 2.00 1.64 0.79 1.29 0.69 2.21 1.29 1.09 1.59 1.59 1.59 3.30 1.59 1.29 0.79 1.49 1.49 2.99 2.99 2.57 3.49 2.49 3.04 2.99 3.29 2.99 2.89 3.99 3.99 1.99 1.99 1.69 1.69 0.99 4.20

200ml 200ml 200ml 200ml 250ml 150ml 150ml 150ml 200ml

2.49 1.99 1.99 3.35 1.99 2.29 2.29 2.79 1.99

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 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 Lavendar & 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

All RRSP’s listed are correct at the time of going to press, June 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.

25

Core Range and Recommended Retail Selling Prices Item

Size

RRSP

Gillette Blue II Fixed Disposable Carex Handwash Original Dove Soap Cream Twin Pack Radox Showergel Fresh Colgate Toothbrush Twister Colgate Toothpaste Total

5’s 250ml 100g 250ml Single 50ml

1.79 1.51 1.54 1.99 1.00 1.29

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

1.15 1.15 1.99 1.99 1.99 2.85 2.85 2.49

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

2.01 2.25 1.69 2.68 3.49 1.89 3.49 3.69 3.49 1.98 2.58 4.19 2.30 2.40 4.35 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 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 1.39 1.25

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

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

ISSUE 03 JULY-SEPT 2009

Item

Size

RRSP

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

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

3.00 4.92 2.51 4.92 4.98 2.54 4.29 2.17 4.31 2.19 5.85 3.00 4.89 4.99 2.55 4.99 4.78 5.85 5.07 2.59 3.65 3.65 3.89 3.89 3.68 2.76 2.74 2.78 2.78 3.02 2.58 3.02 2.85

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 LV Junior Nappies LV Maxi Nappies

*Some recommended lines may vary by region.

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)

26

20’s 10’s 20’s 20’s 20’s 10’s 20’s 20’s

5.85 3.00 5.29 5.85 5.30 2.72 5.30 5.85

All RRSP’s listed are correct at the time of going to press, June 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.

ISSUE 03 JULY-SEPT 2009

Go Nuts over Crisps & Snack sales How to get the most out of this growing category It seems the UK is a nation of snackers. Despite a recession, Consumers are reluctant to forgo their savoury treats and as a result the total crisps, snacks and nuts market has grown by 7.1% over the last year and is worth £2.1 billion…that’s a staggering 9 billion packs of crisps, snacks and nuts sold every year!

So how can you get the most out of this growing category? With over 1,900 skus in this category it is difficult to know what you should be stocking and how to maximise your range to boost sales.

It is worth remembering that 80% of your crisps and snack sales come from just 12% of the lines.

Your Crisps, Snacks and Nuts fixture should be segmented into four key sectors: Singles, Sharing, Multipacks and Nuts, and allocation of space should be split with 70% dedicated to Singles, 10% to Multipacks, Sharing 15% and Nuts should make up 5%. Follow Landmark Wholesale’s Hot House recommended planogram for Crisps, Snacks and Nuts.

See page 31.

CONTINUED PG 30

The Top Best Selling Crisps and Snacks* Sharing

4.

Walkers Crisps Meaty 21 Pack 25gm

8.

Doritos Tangy Cheese 40gm

1.

Pringles Original 170gm

5.

Pringles Sour Cream & Onion 170gm

McCoy’s Crisps Classic 6 Pack 32gm

9.

2.

Doritos Chilli Heatwave 40gm

3.

Doritos Tangy Cheese 140gm

Handypack

10. Mega Monster Munch Flamin’ Hot 40gm

4.

Doritos Cool Original 135gm

1.

Walkers Crisps Cheese & Onion 35gm

11. Walkers Crisps Smoky Bacon 35gm

5.

Pringles Salt & Vinegar 170gm

2.

Walkers Crisps Ready Salted 35gm

3.

Walkers Crisps Salt & Vinegar 35gm

4.

Quavers Cheese 17gm

14. Walkers Big Eat Crisps Ready Salted 50gm

Walkers Crisps Prawn Cocktail 35gm

15. Wotsits Cheese 19gm

Multipack 1.

Walkers Crisps Assorted 6 Pack 25gm

5.

2.

Walkers Crisps Variety 14 Pack 25gm

6.

12. McCoy’s Crisps Salt & Malt Vinegar 50gm 13. McCoy’s Crisps Cheddar & Onion 50gm

Walkers Big Eat Crisps Cheese & Onion 50gm Sharing and Multipack sales within independent 3.

Walkers Crisps Assorted 7.

McCoy’s Flameremain the biggest opportunity and so it is vital that you stock the best selling lines to Crispsstores * AC Nielsen Independents 21 Pack 25gm Grilled Steak 50gm maximise your sales and profits. should be a majorMAT focus for Retailers in 2009PG 30 CONTINUED 28.03.09 T: 01908 255 300 E: landmark@lmkcc.co.uk

29

Retail Matters Sharing and Multipack sales within Independent Stores remain the biggest opportunity and should be a major focus for Retailers in 2009 and beyond.

the total crisps, snacks and nuts market is worth £2.1 billion

Sharing represents the biggest incremental sales opportunity for Crisps, Snacks and Nuts sales.

Whilst the average Independent store will stock only one Sharing line, its high street competitor will carry more than 15 Sharing lines.

Multipacks are also an untapped area within the Independent Sector. Currently most Independent Retailers do not stock Multipacks, but it is a great way of offering value to the Consumer whilst driving sales for the Retailer. A core range of 3 or 4 best sellers will do well.

Building Blocks to Success 1. Right Range – Stocking the wrong range can cost your store thousands of pounds each year in lost Crisps & Snacks sales. The Top 40 Best Selling lines will generate over £4,000 more in a year than the next best 40 lines.

2. Right Space – Focus on the Best Sellers and ensure they are always available. Merchandise Standard and Big Eat bags separately so the Customer can see the difference in size and price easily on the fixture. Having a minimum of two facings per product will enable the Consumer to find what they want easily.

Encourage shoppers to trade up to higher value lines by making them more visible – merchandise these lines at eye line on the shelf or in high traffic areas of the store. Try clip strips to save space and also as a way of displaying seasonal lines and cross promoting with other categories in store, for example Beer or Soft Drinks.

Sharing represents the biggest incremental sales opportunity for Crisps, Snacks and Nuts sales.

30

www.landmarkwholesale.co.uk

ISSUE 03 JULY-SEPT 2009

4. Promotions – Strategically use promotional activity to drive sales. Make sure these are communicated to your Customers in-store through effective point of sale and also on any Consumer leaflets you distribute locally.

5. Value – Consumers are looking for value more than ever these days. Help them out by offering price-marked packs to inspire loyalty and confidence.

3. Secondary Displays – Drive impulse buys and create additional focus for Crisps, Snacks and Nuts in store by using secondary fixtures, for example near the till. Also, think about tapping into the Lunchtime trade, and site Crisps and Snacks together with Soft Drinks and Sandwiches to make the most of this opportunity.

6. Service – Great Customer service is essential and should underpin everything a Retailer does. Staff friendliness, store cleanliness, product knowledge, attentiveness and attitude are absolutely critical to success.

Multipacks are a great way of offering value to the Consumer and driving sales for you

3M RECOMMENDED CRISPS AND SNACKS PLANOGRAM - ENGLAND & WALES

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

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ISSUE 03 JULY-SEPT 2009

Dates for the Diary

Make a note of these major dates, so you can build activity promotions and ensure you have enough stock to maximise sales at these key times.

July

September

4th

Wimbledon Ladies Final

4th

South Africa vs. British & Irish Rugby Lions

5th

International Football Friendly 5th

5th

Wimbledon Men’s Final

12th

German Grand Prix

26th

Hungarian Grand Prix

5th

9th

The FA Community Shield, Wembley

12th

9th

England vs. Croatia,

9th

2010 World Cup Qualifier Northern Ireland vs. Slovakia, 2010 World Cup Qualifier

9th

Scotland vs. Netherlands,

12th

2010 World Cup Qualifier 9th

Wales vs. Russia,

13th

2010 World Cup Qualifier Italian Grand Prix

Holland vs. England, International Football Friendly

Scotland vs. Macedonia, 2010 World Cup Qualifier

1st/ 3rd Bank Holiday (Scotland & Ireland) The Football League 09/10 starts

Poland vs. Northern Ireland, 2010 World Cup Qualifier

August 8th

England vs. Slovenia,

Montenegro vs. Wales, International Football Friendly

12th

Northern Ireland vs. Israel, International Football Friendly

12th

Norway vs. Scotland 2010 World Cup Qualifier

15th

The Premier League 2009/10 starts

29th/31st Bank Holiday (England)

Make the most of the Biggest 1st Test Cardiff, 8th – 12th July Summer of 2nd Test Lord’s, 16th – 20th July Cricket – 3rd Test Edgbaston, 30th July – 3rd August The Ashes 2009 4th Test Headingly, 7th – 11th August England vs.

5th Test The Oval, 20th – 24th August Australia T: 01908 255 300 E: landmark@lmkcc.co.uk

33

ISSUE 03 JULY-SEPT 2009

Back to School Educate yourself for Back to School Sales The words ‘Back to School’ can instil fear into school children up and down the country but exhilaration into the hearts of Independent Retailers. Over the last few years, the lucrative Back to School market has been overrun by the Supermarkets. There is still, however a real opportunity for Independent Retailers to actively generate interest and extra business at this key time of the year.

There are two areas that you should be looking at in order to capitalise on the Back to School boost in sales – lunch box items and stationery.

Help busy parents source their lunch box fillers locally, by stocking up on multipacks of soft drinks, such as Fruit Shoots, crisps and snacks and sandwich items such as bread rolls, cheese and cold meats. Promote your store as a place to stock up with these items with POS. The UK Back to School stationery market was worth £68m in 2008 and with the Independent Sector representing 30% of the total retail market, the size of the prize is enticing to say the least. In the stationery market some products are high volume lines whereas others are high value, and it is up to you to decide which range or combination of lines is right for your store and your Customers. For example, the traditional ballpoint pen is a low value item but will generate high volume sales, compared to a higher value item such as a fountain pen which may not sell as many units.

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Stationery to consider stocking: • Ballpoint pens /Biro pens • Marker Pens • Highlighter Pens • Correction Fluid eg. Tippex • Colour Pencils • Felt Tip Pens (Higher End Market eg Fountain Pens & Mechanical Pencils)

lucrative Back to School market... a real opportunity for Independent Retailers The Back to School period is a key sales time for the whole of the office products industry, so aim promotions, multi-deals and offers at children and adults alike. On kid’s fun and funky products it’s important to appeal to the children but also offer value to the parent who invariably will be the ones having to pay for it. Try running promotions that combine a number of products or offer money off on selected packs.

Here are some top tips to make the grade: From early August to the middle of September, stock up on your Back to School ranges to ensure parents know you have these items in store and maintain good levels of availability.

Create a dedicated Back to School fixture for some in-store theatre and to capture impulse buys.

Create atmosphere in-store with retail hanging banners as an effective way of promoting your Back to School range. Use POS in the form of posters, wobblers and shelf talkers to get parent’s attention when they are in-store and browsing the fixture.

www.landmarkwholesale.co.uk