Retailer Matters 04

39726 LANDMARK RETAIL MATTERS (GIFT WRAP):Layout 1

14/10/09

16:18

Page 2

In this issue

Unwrap Christmas Sales Ideas!

Retail Matters gives you top tips on stocking up this Christmas! See page 10 Make a Killing this Halloween!

The Sweet Sound of Success

Brew up Better Beer Sales

Get into the Spirit of Things

Halloween Tricks for Retail Treats Page 4

Maximise your Confectionery Sales Page 7

A simple guide to improve Profits and Sales Page 17

Key opportunities for you to maximise Sales. Page 29

ALSO INSIDE YOUR GUIDE TO CORE RANGE AND RRSP’s l ALSO INSIDE YOUR GUIDE TO CORE RANGE AND RRSP’s

39726 LANDMARK RETAIL MATTERS (GIFT WRAP):Layout 1

14/10/09

16:18

Page 3

Retail Matters

Welcome A Festive Focus Summer is now a distant memory, the nights are drawing in, the weather is turning colder and the long run in to Christmas has started.

Raj Krishan Senior Retail Controller Landmark Wholesale

However, don’t be alarmed if you feel you’re not quite ready for the festive season, as there are plenty of sales opportunities.

First up is Halloween at the end of this month.

As our feature on page 4 shows, there’s plenty of fun and profit to be made on this spooky night. Trick or treating is becoming a major social event in the UK, so read our guide as to how to make this a night to remember for the right reasons.

Bonfire Night follows shortly after, and with the popularity of firework parties on the increase this is definitely a date to mark in your diary to try and maximise your sales around this event.

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.

2

We feature a comprehensive ‘Dates for the Diary’ section to ensure you know exactly when all the major events and sporting occasions are happening, so you can plan ahead in-store and ensure you are stocked up on key categories.

Despite it being over two months away (and counting!) we cannot ignore that Christmas is nearly upon us, and can be a very lucrative season for Retailers. It’s not about trying to compete with the Supermarkets, but working to your strengths, having the right range, tapping into impulse and distress purchases and above all being a true ‘convenience’ store to your many Customers at a hectic and stressful time of year.

Also, don’t miss our focus on core categories within a Convenience Store. This issue we look at Confectionery, Beer, Spirits and Medicated Confectionery – all areas that certainly come to the fore over the coming months.

I hope you enjoy this festive issue of Retail Matters and, whilst it may seem a little early, may I take this opportunity on behalf of Landmark Wholesale and its Membership to wish you a happy and prosperous festive season.

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: l

Cadbury

www.cadbury.co.uk

l

Carlsberg

www.carlsberg.co.uk

l

Mars Chocolate

www.mars.com

l

Wrigley

www.wrigley.co.uk

l

Molson Coors

www.molsoncoors.co.uk

l

Scottish & Newcastle www.scottish-newcastle.com

All issues of Retail Matters can be viewed or downloaded at: www.landmarkwholesale.co.uk.

39726 LANDMARK RETAIL MATTERS (GIFT WRAP):Layout 1

14/10/09

16:18

Page 4

ISSUE 04 OCT-DEC 2009

Contents

Page

Make a killing this Halloween

4-5

The sweet sound of success

7-9

Have a cracker of a Christmas Dates for the Diary

wholesale.co.uk.

10 - 13 15

Brew up better beer sales

17 - 18

Core Range & Recommended Retail Selling Prices

21 - 26

Get in the spirit of things

29 - 31

Soothe your sales

33 - 34

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

3

39726 LANDMARK RETAIL MATTERS (GIFT WRAP):Layout 1

14/10/09

16:18

Page 5

Retail Matters Make a killing this Halloween Add a spooky twist to your current range!

Halloween is no longer a night celebrated by a few

Almost 1.5 million households in the UK are now

school children dressed in dodgy witches’ wigs.

getting into the spirit of Halloween, with Brits

These days the 31st October means big business

spending upwards of £120 million each year on

and it appears that, despite the credit crunch, the

confectionery, novelties and drinks - £5.5

UK has caught the Halloween bug and is out for

million alone on

some devilish fun!

confectionery,

The Halloween market has grown by 50% since 2003 The UK is yet to embrace Halloween as warmly as the USA, but thanks to major events such as the release of the Harry Potter films, Halloween is fast becoming a major date in Consumers’ calendars.

which is significant for just one night each year!

The Consumers’ appetite for all things ghoulish is on the increase, with the Halloween market having grown by 50% since 2003. Therefore it is a date in your diary that cannot be ignored as the potential for your sales is one to die for.

Halloween Tricks for Retail Treats!

Trick or treat goodies are a must, so look out for new products from Manufacturers at this time of year, and Halloween-themed treats so you can tweak your current range and add a spooky twist.

Try adding fizzy fangs and eye balls to your offering. Confectionery is key and bagged sweets are ideal to hand out to trick or treaters.

4

www.landmarkwholesale.co.uk

39726 LANDMARK RETAIL MATTERS (GIFT WRAP):Layout 1

14/10/09

16:18

Page 6

ISSUE 04 OCT-DEC 2009

Consumers will be drawn to the last minute impulse Look to Suppliers for help with Point of Sale and shelf-ready displays to add some theatre to your store. Make sure it is in a prominent place to get maximum exposure. Consumers will be drawn to that last minute impulse buy to ensure they can satisfy any potential trick or treaters that come calling.

The season is short so you need to choose carefully which products to promote.

The benefit of a display is that the products do not need to be Halloween-specific. Try fun bags and bumper packs to drive basket spend on trick or treat purchases, without the worry of having residual stock left over post Halloween.

Grown up frights And Halloween is not just for the kids. It is now the second biggest party night behind New Year’s Eve so Retailers should notice an increase in adult party drinks and snacks – so make sure you are well stocked up, especially in cold beer and wine.

Have you got in stock…

Sweets ✓ Apples ✓ Candles ✓ Torches (& a supply of batteries) ✓ Novelties & Costumes ✓ Lucky Bags ✓ Adult Party Drinks ✓

Bonfire Night Bonanza!

Immediately following on from Halloween is Bonfire Night – bear our top tips in mind so your sales can go off with a bang!

• Remember, Remember the 5th of November.. and the 6th, 7th and 8th. Whilst Bonfire night is officially the 5th November, don’t forget that the week leading up to and the following weekend are all crucial selling times.

• Selling Fireworks – If you decide to stock a range of fireworks make sure you adhere to the rules and regulations and ensure your staff are aware of these too. Check with your local trading standards authority.

• Selling Fireworks – Capture extra sales with an eye catching in-store display.

• Party time – As well as Bonfire-specific goods, like parkin cake and treacle toffee, make sure Customers can get all their other party essentials at your store. Try running a special Bonfire night promotion and link categories together for extra sales, i.e. for a Bonfire BBQ offer free buns with burger purchases.

• Impulse – Promote your Bonfire offering at busy areas in-store and near the till points to inspire impulse purchases.

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

5

39726 LANDMARK RETAIL MATTERS (GIFT WRAP):Layout 1

14/10/09

16:18

Page 7

39726 LANDMARK RETAIL MATTERS (GIFT WRAP):Layout 1

14/10/09

16:18

Retail Matters

Page 8

ISSUE 04 OCT-DEC 2009

Sweet sound of success Maximise your Confectionery sales Whilst exotic holidays and new cars may be on hold during the recession, Consumers seem to be extremely reluctant to forgo that sweet treat during hard times which is good news for all Retailers. Confectionery sales still packed a punch last year, and it seems that it is one of the few categories that Consumers aren’t cutting back on.

But with the vast amount of products and constant New Product Development (NPD) how do you make sure that you are making the most of your sweet sales?

To maximise your Confectionery sales, you need to follow these simple guidelines:

1. Site Confectionery in highest traffic flow 68% of Confectionery is bought on impulse, so make sure your Shoppers are tempted by this category whatever they came into your store to buy. Additional units should be sited in key areas to take advantage of impulse purchases – these include the till sites, lunchtime snacking areas and news & magazines.

2. Select the right range Having the right range in-store is crucial for maximising sales. The top 50 lines account for over half of all Confectionery sales (consult our RRSP Guide starting on page 21 for a guide to the best sellers). Ensure these best sellers are always in stock to maximise the impact of your display, and remove slow sellers.

3. Allocate space according to sales Confectionery should be grouped by sub category and the space allocated to each sub category should reflect the volume of sales.For example, the ‘Eat Now’ (bars) sub category will have the greatest space followed by Bags, Blocks, Gift boxes and Multipacks making up the rest of the display in that order.

CONTINUED PG 9

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

7

39726 LANDMARK RETAIL MATTERS (GIFT WRAP):Layout 1

8

14/10/09

16:19

Page 9

39726 LANDMARK RETAIL MATTERS (GIFT WRAP):Layout 1

14/10/09

16:20

Page 10

4. Best Sellers in Best Sites

6. Promotions

Research shows that the rate of sale of a product can vary as to where it is sited on display.

Promotions are still extremely important to the shopper and multi-buys still remain the favoured mechanic.

Best Sellers should always be sited in the ‘hot spot’ on the fixture. At the till this ‘hot spot’ is the point within arm’s reach from the till point.

On a five-shelf fixture the optimum area is the fourth shelf up in the middle.

5. Multi-face the Best Sellers Multi-facing the Best Sellers reduces the chances of out of stocks and increases the impact of your display.

By siting and promoting Confectionery with other categories you can capture extra sales as Shoppers no longer have to ‘hunt out’ additional purchases. Confectionery is particularly important in meal deals, for example a sandwich, drink, crisps and confectionery deal.

For best practice see our 2m plan below.

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

9

39726 LANDMARK RETAIL MATTERS (GIFT WRAP):Layout 1

14/10/09

16:20

Retail Matters

Page 11

ISSUE 04 OCT-DEC 2009

Have a Cracker of a Christmas!

Christmas and the New Year can be an extremely profitable time Whether it is meeting the demands of Shoppers on their way to a party by offering chilled beer and wine, or keeping stocked up to satisfy those last minute purchases, there are many opportunities at this time of year, but only if you manage it well.

What to stock?

Whilst other industries may be struggling due to the economic slowdown, it appears that the Convenience Sector is a little more robust against the recession, with Consumers looking to cut down on car journeys and shop more locally, more often. Research has shown that whilst Consumers intend to cut back on spending on presents and decorations, they are still planning on spending a similar amount on food and drink as the previous couple of years.

filling your freezers with turkeys and shelves with

A top tip is not to go too overboard with festive products. It is accepted that the majority of Consumers will do their main Christmas grocery shop at the Supermarket, so sprouts is unnecessary. Convenience Retailers should be just that… ‘Convenient’.

You should focus on the distress purchases and the last minute things that Consumers tend to forget to purchase, for

Be prepared It is important that your Customers see that you are well-stocked with seasonal items early on so they know they can rely on you in the busy run-up to Christmas Day. Remind Customers what you have on offer with in-store festive displays and posters.

example batteries, tin foil, cream and cranberry sauce. Also Shoppers are more likely to shop locally for these smaller purchases to avoid the hassle and congestion of the Supermarkets at this time of year.

98% of British households buy biscuits over Christmas Other items that Shoppers tend to forget or run out of are mincemeat, nuts, biscuits, mixers and alcohol. These are also items with a longer shelf life so it won’t matter if you have residual stock left over after Christmas.

CONTINUED PG 12

10

www.landmarkwholesale.co.uk

39726 LANDMARK RETAIL MATTERS (GIFT WRAP):Layout 1

ofitable time

14/10/09

16:20

Page 12

39726 LANDMARK RETAIL MATTERS (GIFT WRAP):Layout 1

14/10/09

16:20

Page 13

Retail Matters 98% of British households buy biscuits over Christmas, to either consume themselves or as a gift, so you should increase your Premium and Tinned offering at this time of year whilst keeping your existing range well stocked up.

Try cross promoting party essentials such as crisps and snacks with soft drinks and confectionery

Drink up If Consumers only buy one bottle of spirits this year, chances are it will be during November and December as they stock up for the party season.

The festive season is also a key time for beers and wines, with alcohol being the leading category for sales at Christmas. Despite the Multiples’ price wars at this time of year, the Independent Convenience Store plays a vital role, so ensure you meet the needs of the Consumer.

See our features in this issue of Retail Matters on beer and spirits and remember these top tips when it comes to maximising your sales this Christmas:

1. Chill out – ensure there is a large range of chilled beers and wines on offer to cater for those on their way to a party and needing a ready-chilled drink.

2. Large packs – try stocking cases of chilled beer and encourage Customers to trade-up to larger volumes.

The non-food category provides an ideal opportunity for Retailers looking to expand product lines this Christmas. Stock up on Christmas cards, decorations, crackers and batteries. Also why not stock gift bags so Customers can turn that box of chocolates or bottle of wine into a last minute gift? It is also worth keeping a selection of Over The Counter medicines, as research shows that 28% of all indigestion packs are bought due to overindulgence at Christmas time.

If you want to indulge in a little festive cheer, look to Manufacturers NPD at this time of year. Try stocking gift packs, seasonal specials and festive-themed packs as well.

12

3. Premium wines are big sellers as people look for gift ideas or to purchase something a bit special at this time of year. Add Premium Brands and Champagne to your range and combine with gift bags.

4. Use clear POS to promote any products you have on special offer. Even if you can’t match the promotions that the Supermarkets are running, Consumers will overlook this in favour of convenience and locality.

5. Try wine tasting in the run-up to Christmas to tempt Customers into trying and purchasing new Brands.

6. Try gift packs of those ‘traditional’ Christmas drinks, for example Bailey’s and Malt Whisky.

7. Don’t forget the Essentials Sellotape, Blu-tack, drawing pins, batteries, stuffing, crackers, tin foil, cards, frozen party food, spray cream, cheese, large snacks, boxed confectionery and frozen desserts.

www.landmarkwholesale.co.uk

39726 LANDMARK RETAIL MATTERS (GIFT WRAP):Layout 1

14/10/09

16:20

Page 14

ISSUE 04 OCT-DEC 2009

It’s not just alcohol that goes down well at Christmas, soft drinks too receive a boost in sales over the festive period. Encourage trading up by stocking premium brands. Consumers are buying more at this time of year and are willing to pay a bit extra for something special as a treat – and this applies across the store not just with soft drinks.

Promotions The Consumer may be willing to spend a little bit more during this time of year, but be warned, they

Be a true Convenience Store Multiples often have limited trading hours during this season, so take advantage and make sure your Customers know when you are open.

Advertise in-store or send leaflets to your local catchment area to guarantee that you are top of the list for those last minute emergency buys.

Dress your Store to get in the Christmas spirit, with festive window displays and in-store decorations.

The big Supermarkets can be a nightmare in the build-up to the big day so entice your Customers with a reminder of what Christmas is all about.

Offer mince pies in-store or hold a raffle for a local charity. You are a community store and this is one area where you can steal a march on your Multiple peers and offering good old fashioned service may just win over arguments over the last bunch of sprouts and trolley fights!

are still looking for value for money and therefore promotions are key. Check out what your local Landmark Wholesaler has on promotion in the run up to Christmas and make sure you pass these on to your Customers.

Multi-buys are particularly successful as Consumers look to over stock their cupboards at this time of year.

Try stocking gift packs, seasonal specials and festive-themed packs as well.

Cross category promotions are also good to engage the Consumer and hopefully drive basket spend. Try cross promoting party essentials such as crisps and snacks with soft drinks or confectionery. Clear POS is essential stating the deal, and make sure you have good, eye-catching displays.

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

13

39726 LANDMARK RETAIL MATTERS (GIFT WRAP):Layout 1

14/10/09

16:20

Page 15

39726 LANDMARK RETAIL MATTERS (GIFT WRAP):Layout 1

14/10/09

16:21

Dates for the Diary

Page 16

ISSUE 04 OCT-DEC 2009

Use our quick guide to key calendar dates and upcoming sporting events to help maximise sales in-store

October 4th 10th

14th

18th 31st

Formula 1 Japanese Grand Prix Ukraine vs. England (Football World Cup 2010 Qualifier) Finland vs. Wales (Football World Cup 2010 Qualifier) England vs. Belarus (Football World Cup 2010 Qualifier) Liechtenstein vs. Wales (Football World Cup 2010 Qualifier) Formula 1 Abu Dhabi Grand Prix Halloween

13th 14th 20th 21st 25th 28th

South Africa vs. England (International Twenty20 Cricket) England vs. Argentina (International Rugby Union) South Africa vs. England (International ODI cricket) England vs. New Zealand (International Rugby Union) Liverpool vs. Manchester United (Football Premier League) Scottish Cup, Third Round

November

December

5th 7th

24th 25th 31st

Bonfire Night David Haye vs. Nikolai Valuev (Boxing) FA Cup, First Round Proper

Christmas Eve Christmas Day New Year’s Eve

Support the home teams as Arsenal, Chelsea, Liverpool, Manchester United and Rangers continue their progress in the Champions League throughout October & November.

DON’T FORGET! Advertise your own Dates for the Diary and make sure your Customers know your opening hours during the busy Christmas period.

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

15

39726 LANDMARK RETAIL MATTERS (GIFT WRAP):Layout 1

14/10/09

16:21

Page 17

39726 LANDMARK RETAIL MATTERS (GIFT WRAP):Layout 1

14/10/09

16:21

Page 18

Retail Matters

ISSUE 04 OCT-DEC 2009

Brew up better beer sales Use our simple guide to increase profits and sales The total Off Trade Beer Market is worth £3,181 million (up 3.9% on last year), so is a huge market in Convenience Retailing. Use our simple guide to increase profits and sales on this core category for your store.

Get your range right The total beer market is growing and Retailers should be looking to allocate approx 78% of their Beer and Cider section to Beer alone.

The top ten total beer brands are:* 1.

Stella

2.

Foster’s

3.

Carling

4.

Carlsberg

Price-marked packs have instant appeal to

5.

Kronenbourg 1664

Shoppers and offer a clear and simple message

6.

Budweiser

7.

Carlsberg Export

8.

Carlsberg Special Brew

9.

Grolsch

that is essential in helping Customers with their decision-making process.

Use your store’s ‘hotspots’ The location of the display is one of the biggest factors influencing impulse purchasing.

Particularly given that less than half of purchasing is

10. Own Label Lager

planned. Moving beer to an area in store where it is

*IRN MAT VALUE 11th July 2009

highly visible will help encourage traffic and capture those unplanned purchases. Check your licence perameters as to where you can display alcohol.

Make sure you are stocking a range of pack sizes to capitalise on different drinking occasions CONTINUED PG 18

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

17

39726 LANDMARK RETAIL MATTERS (GIFT WRAP):Layout 1

14/10/09

Retail Matters

16:21

Page 19

ISSUE 04 OCT-DEC 2009

The Chilled opportunity

Top Tips for Better Beer Sales

A beer chiller attracts over four times more footfall than an ambient section and is more likely to convert a Browser into a Buyer. By offering Customers cold beer, you can increase your beer sales by up to 60%. Also 57% of beer purchased from a Convenience Store is consumed within 3 hours so chilled is vital to satisfy this need.

1. Have the right range & layout

Occasion opportunities Make sure you are stocking a range of pack sizes to capitalise on different drinking occasions.

Weekday beer sales will mostly take place during the evening / after work, when Consumers are looking to relax at home. However, Friday and Saturday’s beer is more likely to be bought for occasions when the end-Consumer will be drinking in a larger group e.g. party, friends around for dinner or before going to the pub.

4-packs are key during this time with the peak trading times between Friday and Saturday, 4pm-7pm.

2. Use your store hotspots 3. The chilled opportunity is massive so make sure you have a fully stocked chiller on offer 4. Cater for the big occassions with larger packs 5. Promote with other categories 6. Keep fully stocked - as out of stocks = lost sales.

A beer chiller attracts over 4 times more footfall than an ambient section Crossed category promotions Linking beer brands with other categories will help create new/additional purchasing occasions, particularly in line with key events. Beer can be linked with BBQ food, football matches or the Big Night In, such as the X factor Final.

Out of stocks = Lost Sales With 1 in 10 Shoppers leaving the beer fixture without making a purchase, it is estimated that out of stocks are costing the sector approximately ÂŁ4 million a year. A well-organised, well stocked fixture, of the most popular brands can avoid out of stocks and, backed up by a chilled offering, will maximise your beer sales.

18

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

39726 LANDMARK RETAIL MATTERS (GIFT WRAP):Layout 1

14/10/09

16:21

Page 20

39726 LANDMARK RETAIL MATTERS (GIFT WRAP):Layout 1

14/10/09

16:22

Page 21

39726 LANDMARK RETAIL MATTERS (GIFT WRAP):Layout 1

14/10/09

16:22

Core Range and Recommended Retail Selling Prices Item

Size

RRSP

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 2.59 1.37 1.39 1.99 0.59 0.59 0.59 0.59 0.59 1.85 1.15 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

Chilled

Item

Page 22

ISSUE 04 OCT-DEC 2009 Size

RRSP

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

1.25 1.25 0.99 0.99 0.99 0.99 0.89 0.89 0.99 0.99 0.99 0.99 0.89 0.89 0.72 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

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

6.58 4.16 2.79 4.57 3.16 1.65 3.69 5.99 4.88 4.20 3.18 1.12 1.12 1.86 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 1.37 1.37 1.37 0.52 0.52 0.52 0.52 0.52 0.48 0.15 0.51

Soft Drinks 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 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 Mcvitie’s Snickers Flapjack Mcvitie’s Brownie With M&M’s Mcvitie’s Galaxy Muffin Mcvitie’s Mini Chocolate Chip Cookies

Crisp & Snacks McCoy’s Flame Grilled Steak BEST SELLER McCoy’s Salt & Vinegar BEST SELLER McCoy’s Cheddar & Onion Walkers Ready Salted BEST SELLER Walkers Cheese & Onion BEST SELLER Walkers Salt & Vinegar BEST SELLER Walkers Smoky Bacon Walkers Prawn Cocktail BEST SELLER Walkers Roast Chicken Walkers Pickled Onion Scotland only Walkers Tomato Ketchup Scotland only Walkers Worcester Sauce Walkers Sensations Thai Sweet Chilli Doritos Tangy Cheese BEST SELLER Doritos Chilli Heatwave BEST SELLER Monster Munch Flamin Hot BEST SELLER Monster Munch Pickled Onion Walkers Squares Cheese & Onion Walkers Squares Salt & Vinegar Walkers Snaps Tomato Wotsits Cheesy Quavers Cheese BEST SELLER Hula Hoops Original Hula Hoops BBQ Beef Mcvitie’s Mini Cheddars KP Salted Nuts KP Dry Roasted Nuts Nobby’s Sweet Chilli Nuts

Red Bull BEST SELLER Red Bull Sugar Free Diet Coke BEST SELLER Coca Cola BEST SELLER Cherry Coke Coke Zero Pepsi BEST SELLER Pepsi Max Fanta Orange Fanta Fruit Twist Dr. Pepper BEST SELLER Sprite Irn Bru Irn Bru Diet Scotland only Lucozade Original BEST SELLER Lucozade Orange BEST SELLER Lucozade Sport Orange BEST SELLER Ribena Ribena Light Ribena Blackcurrant Oasis Summer Fruits Fruit Shoot H20 Blackcurrant Fruit Shoot Blackcurrant & Apple BEST SELLER Capri Sun Orange Just Juice Orange Just Juice Apple Volvic Touch Of Fruit Lemon Volvic Touch Of Fruit Strawberry Volvic BEST SELLER Volvic

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 Cadbury Chocolate Eclairs Maynards Wine Gums Bassett’s Jelly Babies Maynards Sports Mixture Aero Bubbles Mint - Pouch M&Ms Peanut - Pouch Revels - Pouch Maltesers - Pouch Minstrels - Pouch Starburst Rowntree’s Fruit Pastilles Cadbury Dairy Milk Whole Nut Cadbury Dairy Milk Fruit & Nut Cadbury Dairy Milk Bournville Cadbury Dairy Milk Whole Nut Cadbury Dairy Milk Fruit & Nut Cadbury Dairy Milk Caramel Cadbury Dairy Milk BEST SELLER Cadbury Buttons Freddo Flake

On the following pages is a full listing of the core range products that you should have in-store and their Recommended Retail Selling Prices (RRSPs). This is a list of all the Best Selling products by category. Within the impulse categories and licensed categories we have highlighted the top selling SKU’s for your convenience.

21

39726 LANDMARK RETAIL MATTERS (GIFT WRAP):Layout 1

14/10/09

16:22

Page 23

ISSUE 04 OCT-DEC 2009

Core Range and Recommended Retail Selling Prices Item

RRSP

Size

Wispa BEST SELLER Fry’s Turkish Delight Picnic Starbar Twirl BEST SELLER Double Decker BEST SELLER Boost Glucose Crunchie BEST SELLER Maynards Wine Gums Topic Bounty Milk Snickers BEST SELLER Snickers Mars BEST SELLER Mars Twix BEST SELLER Twix Mars Delight Galaxy Caramel Galaxy Milk Galaxy Ripple Maltesers BEST SELLER Maltesers Minstrels Revels M&M’s Peanut Starburst Skittles Original Mars Planets Milky Way Magic Stars Milky Way Yorkie Milk Lion Bar Kit Kat Chunky Kit Kat Chunky Peanut Kit Kat 4 Finger BEST SELLER Kit Kat Dark 4 Finger Kit Kat Senses Aero Mint Medium BEST SELLER Toffee Crisp After Eight Munchies Aero Bubbles Munchies Original Rolo Milky Bar Buttons Milky Bar Rowntree’s Fruit Pastilles Jelly Tots Smarties Kinder Bueno BEST SELLER 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 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

0.51 0.59 0.51 0.53 0.54 0.48 0.50 0.50 0.44 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 0.52 0.52 0.29 0.62 0.45 0.37 0.44 0.44 0.44 0.63 0.63 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

Kid’s 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

22

Item

RRSP

Size

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

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

2.99 1.49 2.99 1.49 3.29 3.29 1.39

Spirits Three Barrels Martell VS BEST SELLER Martell VS Glenlivet 12 Year Old Glenmorangie Malt BEST SELLER Laphroaig Islay Single Malt Jameson Jack Daniels BEST SELLER Jack Daniels Southern Comfort BEST SELLER Prince Consort Whisky Prince Consort Whisky Famous Grouse BEST SELLER Famous Grouse Famous Grouse Bell’s BEST SELLER Bell’s Bell’s Whyte & Mackay Whisky Scotland only Glen’s Vodka Prince Consort Vodka Prince Consort Vodka Smirnoff BEST SELLER Smirnoff Smirnoff Prince Consort Gin Gordon’s Gin BEST SELLER Gordon’s Gin Captain Morgan Rum Scotland only Captain Morgan Spiced Rum Scotland only OVD Demerara Rum Scotland only Bacardi BEST SELLER Bacardi Malibu Bailey’s BEST SELLER Tia Maria Archers Peach Schnapps Drambuie Scotland only

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

13.75 19.49 11.75 20.99 22.29 26.46 15.99 19.99 10.99 17.99 10.49 6.39 14.49 7.99 4.99 14.29 8.09 4.99 13.49 9.49 9.19 5.65 12.79 7.29 4.89 9.19 12.99 7.89 12.79 14.99 15.99 14.29 8.29 12.49 13.49 13.99 11.29 22.99

Beer & Lager San Miguel Peroni Beck’s Bier BEST SELLER Kronenbourg 1664 Grolsch Grolsch Stella Artois BEST SELLER Stella Artois Stella Artois BEST SELLER Carling Carling BEST SELLER Carling Foster’s BEST SELLER Foster’s Budweiser Budweiser BEST SELLER Carlsberg BEST SELLER Carlsberg Export BEST SELLER Carlsberg Export Carlsberg Special Brew Tennent’s Scotland only Tennent’s Scotland only Tennent’s Special Ale Scotland only Tennent’s Super

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

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

1.05 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

39726 LANDMARK RETAIL MATTERS (GIFT WRAP):Layout 1

14/10/09

16:22

Page 24

Core Range and Recommended Retail Selling Prices Item

RRSP

Size

McEwans Export Scotland only Miller Genuine Draft Scotland only Boddingtons Draught John Smith’s Extra Smooth BEST SELLER Guinness Draught BEST SELLER Newcastle Brown Ale Belhaven Best Ale Scotland only Holsten Pils

500ml 330ml 440ml 440ml 440ml 550ml 440ml 500ml

1.09 1.09 0.93 0.98 1.38 1.57 1.12 1.26

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

1.99 1.50 2.59 0.91 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

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

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

Wines Asti Martini Montana Sauvignon Blanc BEST SELLER Campo Viejo Crianza Lindemans Bin 50 Shiraz Lindemans Bin 65 Chardonnay Blossom Hill Red BEST SELLER Blossom Hill White BEST SELLER Blossom Hill White Zinfandel BEST SELLER Blossom Hill Merlot Blossom Hill Pinot Grigio Jacob’s Creek Sparkling White BEST SELLER Jacob’s Creek Grenache Shiraz Jacob’s Creek Shiraz Cabernet BEST SELLER Jacob’s Creek Chardonnay Jacob’s Creek Semillon Chardonnay BEST SELLER Jacob’s Creek Shiraz Rose Echo Falls Merlot BEST SELLER Echo Falls Chardonnay BEST SELLER Echo Falls Rose BEST SELLER Gallo Chardonnay Gallo Cabernet Sauvignon Gallo White Grenache BEST SELLER Stowells Merlot Stowells Tempranillo Stowells Chenin Blanc BEST SELLER 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 D’or Red Piat D’or White Hardy’s Nottage Hill Cabernet Shiraz Hardy’s Nottage Hill Chardonnay Hardy’s Stamp Shiraz Cabernet BEST SELLER Hardy’s Stamp Semillon Chardonnay BEST SELLER Hardy’s VR Shiraz Hardy’s VR Chardonnay BEST SELLER Black Tower Rivaner

Item

ISSUE 04 OCT-DEC 2009 RRSP

Size

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

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

4.35 4.59 4.35 4.35 4.59 3.99 3.99 4.35 3.99 3.99 4.85 4.05 4.05 4.59 8.55 4.35 3.99

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

8.94 8.15 6.99 3.99 3.99 4.15 4.15 4.99 6.99 2.99 1.49 1.99 3.49

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

1.99 2.35 2.49 1.89 2.26 2.29 2.09

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

Soft Drinks Ambient Diet Coke BEST SELLER Coca Cola BEST SELLER Pepsi BEST SELLER Pepsi Max BEST SELLER Diet Pepsi Dr. Pepper BEST SELLER Fanta Orange BEST SELLER Sprite Schweppes Lemonade BEST SELLER Irn Bru Irn Bru Diet Scotland only Lucozade Original BEST SELLER Ribena Original Robinsons Orange NAS BEST SELLER Robinsons Apple & Blackcurrant NAS BEST SELLER Robinsons Fruit & Barley Summer Fruits Ocean Spray Cranberry Juice Schweppes Tonic Water Red Bull Just Juice Orange Just Juice Apple Evian Volvic Water BEST SELLER Volvic Touch Of Fruit Strawberry

Kid’s 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

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

39726 LANDMARK RETAIL MATTERS (GIFT WRAP):Layout 1

14/10/09

16:22

Page 25

ISSUE 04 OCT-DEC 2009

Core Range and Recommended Retail Selling Prices Item

RRSP

Size

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

375g 500g 375g 500g 375g 450g 375g 8’s

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 1.29 1.09 1.21 1.89 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

Biscuits Cadbury Milk Chocolate Fingers Fox’s Viennese Milk Chocolate Sandwich Mcvitie’s All Butter Shortbread Mcvitie’s Jaffa Cakes Mcvitie’s Milk Chocolate Digestives Mcvitie’s Plain Chocolate Digestives Mcvitie’s Caramel Milk Chocolate Digestives Mcvitie’s Milk Chocolate Hob Nobs Mcvitie’s Digestives Mcvitie’s Rich Tea Mcvitie’s Hob Nob Mcvitie’s 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 Mcvitie’s Penguin Nestle Kit Kat Nestle Blue Riband Jacob’s Cheddars Jacob’s Cream Crackers

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 Hellman’s Mayonnaise Sarsons Malt Vinegar Flip Top Amoy Dark Soy Sauce Lea & Perrins Worcestershire Sauce Tabasco Sauce Colman’s English Mustard Colman’s Apple Sauce Colman’s Mint Sauce Ocean Spray Cranberry Sauce Sharwood’s 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 Ben’s Express Long Grain Rice Uncle Ben’s Express Basmati Rice Tilda Easy Cook Basmati Rice Buitoni Spaghetti Buitoni Pasta Shapes Sharwood’s Medium Egg Noodles Uncle Ben’s Medium Chilli Sauce Homepride Curry Sauce Sharwood’s Korma Sauce Sharwood’s Rogan Josh Sauce Dolmio Express Tomato & Basil Dolmio Original Bolognese Sauce

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

1.99 1.39 1.25 0.69 0.99 2.19 1.05 1.59 2.05 2.05 2.29 0.85 0.85 1.29 2.15 0.90 1.05 1.05 1.09 1.99 1.39 1.39 1.65 1.99 1.69 1.09 1.65 1.65 2.49 1.09 1.29 0.65 1.85 1.49 1.55 1.55 1.75 1.85

Item

RRSP

Size

Dolmio Extra Mushroom Bolognese Sauce Dolmio Extra Onion/Garlic Sauce Loyd Grossman Tomato & Chilli Sauce Sacla Italia Classic Pesto Sharwood’s Hoi Sin & Spring Onion Sauce Sharwood’s Thai Green Curry Uncle Ben’s 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

500g 500g 350g 190g 425g 425g 500g 500g 500g 525g 525g 122g 120g 100g 100g Standard Standard Standard

2.09 2.09 1.79 1.75 1.69 1.69 1.85 1.59 1.49 1.87 1.87 1.15 0.85 0.65 0.65 1.01 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 0.99 0.99 0.99 0.99

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

2.25 1.69 1.69 1.19 2.55 2.55 1.49 0.79 0.85 2.55 1.19 1.79 0.82 0.82 0.82 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 0.79 0.69 1.25 1.25 1.25 0.82 1.35 0.82 1.02 0.49

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

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

39726 LANDMARK RETAIL MATTERS (GIFT WRAP):Layout 1

14/10/09

16:22

Core Range and Recommended Retail Selling Prices Item

RRSP

Size

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

300g 300g 300g 300g 300g 300g 300g 300g 290g 290g 415g 400g 420g

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 100g 100g 100g 80’s 80’s 80’s

0.93 1.65 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 1.59 1.59 0.59 0.75 1.49 1.49 1.49 1.79 2.49 1.75 1.80 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

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

Hot Beverages Silver Spoon Granulated Sugar Cadbury Drinking Chocolate Nescafe Original Nescafe Gold Blend Nescafe Original Decaffeinated PG Pyramid Teabags Tetley Teabags Scottish Blend Teabags Scotland only

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 Gale’s Pure Clear Honey Sun Pat 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 Rowntree’s/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’s 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 Butcher’s Tripe & Chicken Cesar Turkey & Lamb Winalot Chicken Pedigree Chicken Pedigree Loaf Original

Item

Page 26

ISSUE 04 OCT-DEC 2009 RRSP

Size

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

1200g 6pk 650g 1.5kg 1.5kg 1kg 140g 7’s 2’s 12’s

1.70 3.49 1.53 3.65 3.65 2.79 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 0.56 0.56 0.53 1.49 1.19 1.19 2.49 2.74 2.99 2.99 2.99 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

1.36 1.09 1.09 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

Baby Products Farley’s Rusks Reduced Sugar Heinz Baby Food Varieties as stocked Heinz Baby Food Varieties as stocked 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

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

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

39726 LANDMARK RETAIL MATTERS (GIFT WRAP):Layout 1

14/10/09

16:22

Page 27

ISSUE 04 OCT-DEC 2009

Core Range and Recommended Retail Selling Prices Item

RRSP

Size

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 Lavender & Camomile Vanish Oxi Action Multi

800g 16’s 730ml 730ml 730ml 750ml 750ml 750ml 750ml 750ml 500g

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 5’s 250ml 100g 250ml Single 50ml

2.49 1.99 1.99 3.35 1.99 2.29 2.29 2.79 1.99 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

0.99 0.65 0.69 0.79 0.79 0.89 0.65 0.99 0.99 0.69 0.69 0.36 1.29 0.45

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

Feminine Hygiene Kotex Super Kotex Maxi Night Time 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

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

26

Item

RRSP

Size

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

5m 40’s 10’s 20’s 1Ltr 1Ltr 1Ltr 1Ltr 1Ltr 2Ltr 2Ltr 2Ltr 2Ltr 1Ltr 10’s 10’s

0.65 0.89 0.85 0.99 0.89 0.89 0.89 1.69 1.59 0.59 0.59 0.59 0.69 0.75 1.39 1.25

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

5.85 3.00 5.29 5.85 5.30 2.72 5.30 5.85 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 3.75 3.75 3.89 3.89 3.68 2.76 2.74 2.78 2.78 3.02 2.58 3.02 2.85

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 *Some recommended lines may vary by region.

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

39726 LANDMARK RETAIL MATTERS (GIFT WRAP):Layout 1

14/10/09

16:22

Page 28

39726 LANDMARK RETAIL MATTERS (GIFT WRAP):Layout 1

14/10/09

16:22

Page 29

39726 LANDMARK RETAIL MATTERS (GIFT WRAP):Layout 1

14/10/09

16:23

Page 30

Retail Matters

ISSUE 04 OCT-DEC 2009

Get into the spirit of things In the run up to Christmas, spirit sales are at a peak In the run up to Christmas, spirit sales are at a peak and are the nation’s second choice of drink behind light wine.

From Santa’s sneaky tot of whisky, to the brandy poured over the Christmas pudding, it is no surprise that Retailers estimate that 30% of their annual spirits sales are generated at this time of year.

With the ‘Big Night In’ replacing the ‘Big Night Out’, the Take Home Drinks Market is big business, and there is no reason that with careful management, the right range and merchandising that spirits cannot soar in sales all year round.

Get your range right Brands drive this category so it is important you have all the key brands in stock. There are opportunities to offer brand leaders, as well as Premium and Own Brand options so that you have a complete range that will cover all your Customers’ drinking occasions and budgets.

In addition to this, a variety of sizes is also important, so offer ‘entry-level’ smaller sizes, fractionals (halves and quarters etc.) and larger bottles across your range.

Once you have merchandised your fixture, make sure you and your staff maintain it. Regularly check your fixture for low stock and face up brands for better presentation and easier browsing for your Customers. As Customers tend to know in advance what they are looking for, over one third will go elsewhere if you are out of stock (or they can’t find what they are after) which is a massive missed sales opportunity.

Mixers are the obvious add-on purchase to a bottle of spirits so have a good range of mixers and try cross promoting to drive sales.

Your local Landmark Wholesaler will regularly have special offers on recommended brands, local choice options and Own Brand. Use these to drive volume sales by promoting through to your Customer, highlighting your offers with Point of Sale material and Shelf Talkers.

Secure More Sales Chances are that some of the most valuable stock you have in-Store is your spirits’ range, and to protect this investment it is kept behind the counter. However, with all your cash flow tied up in this valuable stock, shouldn’t you ensure you are making the most of this category and get a better return on your investment?

CONTINUED PG 30

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

29

39726 LANDMARK RETAIL MATTERS (GIFT WRAP):Layout 1

14/10/09

16:23

Page 31

Retail Matters There is a big opportunity in moving your spirits out from behind the counter and on to self-select in the main aisles of your Store to encourage browsing and more impulse purchases, and reducing lost sales in Customers not being able to see your full range. Your stock can be safely secured using a security cap system, similar to those used in Multiples.

Brands drive this category so it is important you have all key Brands in stock By moving your larger spirits onto self-select, Customers can spend time browsing the fixture, comparing different brands and prices. It is thought that Customers are more willing to trade up to Premium brands when the spirits are on display in-Store than when the pricing is obscured behind the counter. This also opens up the chance to better display your fractionals behind the counter and moving them into better view.

Retailers using the caps have reported an average increase in sales across this category of 37%, and an average uplift in sales of 12% across fractionals.

A trial conducted by the FWD Take Home Blueprint scheme and Diageo reported that Retailers who make life easier and more convenient for the spirits Shopper will be rewarded with increased basket spend (on average £1.13) and increased dwell time in-Store.

A selection of appropriate mixers on your self-select spirits’ fixture will also encourage an obvious cross category purchase. Also the space freed up behind the counter can now be dedicated to other valuable items that are prone to theft, including batteries, razor blades or expanding your range of OTC medicines.

Supported and subsidised by the major spirits’ Suppliers, Project PLOD provides a kit of 72 caps and 2 detachers worth over £200 for a refundable deposit of £50.

The team will install the kit and merchandise the fixtures, including the fractionals behind the counter as part of the process.

Want to know more? Call the PLOD hotline on 0161 440 2757

30

www.landmarkwholesale.co.uk

39726 LANDMARK RETAIL MATTERS (GIFT WRAP):Layout 1

14/10/09

16:23

Page 32

ISSUE 04 OCT-DEC 2009

There are certain Stores where placing your spirits on self-select in-Store will not be appropriate. It is not a solution for all Stores. You know your business and Customers well. Security caps deter theft from your spirits offering, however you must consider your current theft levels and the area your Store serves. If you are already suffering from high levels of theft or break ins, or do not, for example have CCTV, then it is recommended to retain your spirits behind the counter.

Pocket the difference with the Own Brand opportunity The Prince Consort range of spirits, an exclusive own brand to Landmark Wholesale, comprises Vodka, Whisky, Brandy, Gin, White Rum and Dark Rum, available in various sizes ranging from miniatures through to 1.5 litres.

The range has been designed to be a high quality, well presented, value-for-money alternative to the well-known brands, which offers Retailers excellent profit margins, of up to 26.1% POR. The entire range can be purchased at any licensed Landmark Depot, which can be found at www.landmarkwholesale.co.uk, as can details of the full Prince Consort range.

Top Spirits Brands you should be stocking to ensure you have a complete offering…

Vodka – Smirnoff, Absolut, Glen’s Vodka Gin – Gordon’s, Bombay Sapphire Blended Whisky – Teacher’s, Famous Grouse, Bell’s, Whyte & Mackay (Scotland only) Malt Whisky – Glenfiddich, Glenmorangie, Glenlivet, Laphroaig Imported Whiskey – Jameson, Jack Daniels White Rum – Bacardi Dark Rum – Lamb’s, Captain Morgan, Morgan’s Spiced (Scotland only) Brandy & Cognac – Three Barrels, Martell, Courvoisier Liqueurs – Baileys, Drambuie, Cointreau, Disaranno, Tia Maria Speciality – Southern Comfort, Warninks, Pernod, Malibu, Archers, Taboo, Jose Cuervo, Luxardo Sambucca, Pimms.

(As recommended by the FWD Take Home Blueprint and supporting Suppliers).

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

31

39726 LANDMARK RETAIL MATTERS (GIFT WRAP):Layout 1

14/10/09

16:23

Page 33

39726 LANDMARK RETAIL MATTERS (GIFT WRAP):Layout 1

14/10/09

Retail Matters

16:23

Page 34

ISSUE 04 OCT-DEC 2009

Soothe your sales Winter is the peak season for Medicated Confectionery It will be no surprise that winter is the peak season for Medicated Confectionery with sales jumping by over two thirds in this period – however seasonal cold and flu symptoms occur in significant numbers throughout the rest of the year too!

The Medicated Confectionery category closes the gap between taste-led cough sweets and cold remedies (e.g. Lemsip Max) – and is worth £22.8m to the Independent Retail channel.

Shoppers are trading up their purchases when they are unwell and buying into products that are designed for overcoming the symptoms of their colds. In addition to this the world is experiencing a swine flu pandemic so a focus on flu in-store has never been more important or relevant.

such as honey and lemon or blackcurrant which provide a welcome relief to the symptoms of mild coughs and colds.

The ‘Hardcore colds’ sub-category follows a growth of 31.2% from the previous year.

Furthermore, the ‘Hardcore colds’ segment can offer premium price points as Shoppers are willing to pay considerably more for products with added benefits.

In the last 12 months, total Medicated Confectionery is in decline in the Impulse Channel and even more so in the Independents sector with sales being lost to Grocery Multiples.

The universe of products aiming to overcome flu symptoms can broadly be split into two sub-categories.

‘Hardcore colds’ products provide a greater functionality and satisfy the needs of those with heavy cold symptoms whereas Consumers seeking ‘Taste enjoyment’ will have their needs met by pleasant tasting products with flavours CONTINUED PG 34

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

33

39726 LANDMARK RETAIL MATTERS (GIFT WRAP):Layout 1

14/10/09

16:23

Page 35

Core Range and Recommended Retail Selling Prices To win sales back from the Grocery channel, it is vital to: 1. Provide a complete range for the

ISSUE 04 OCT-DEC 2009

Top Five Medicated Brands in Symbols and Independents:

Shopper, which should include:

•

The Top Brands in the category (as listed right)

•

Different price points

2.

Merchandise the category directly adjacent to cough and cold medicine with a good visibility at times with high incidence rates.

3.

Keep well stocked, especially in winter time, but remember the all year round opportunity.

1. Halls Soothers 2. Halls Mentholyptus 3. Lockets 4. Strepsils 5. Tunes

Example of medicated/cough and cold merchandising Regardless of the time of year, this category should be put in a prominent location, especially in Independent stores as it delivers great incremental profits and your Shoppers will be seeking it out!

34

www.landmarkwholesale.co.uk

39726 LANDMARK RETAIL MATTERS (GIFT WRAP):Layout 1

14/10/09

16:23

Page 36

39726 LANDMARK RETAIL MATTERS (GIFT WRAP):Layout 1

14/10/09

16:17

Page 1

In this iss

U Retail Matt Make a Kill this Hallowe Halloween Tric for Retail Trea Page 4

ALSO INSIDE YOUR