Retailer Matters 09

Retailer Matters

Issue

9

Because at Landmark Wholesale EVERY Retailer Matters

Jan – Mar 2011

Shopper Missions Get to know your Customers and maximise your sales each visit.

Page 5 

Focus on Own Brands A good Own Brand range is an essential offering for C-Stores.

Page 6 

Healthy New Year

Looking Ahead to New Year Opportunities

Help your Customers keep their New Year’s resolutions.

Page 14 

2011 is here, but how did you do in 2010?

Breakfast is the most important meal of the day, it’s also an important category for Convenience Retailers.

Page 15  Poundzone, Check out the fastest growing price point in Retail.

Page 18 

The price is right Full price listing for Winter 2011.

Page 8 

The key to a successful Convenience Store is continuous improvement.

You need to re-appraise your store and your offer on a regular basis to ensure you have the products and services that your Customers are looking for whilst providing them in a modern, bright and well laid out shopping environment.

A new year brings new opportunities but, if you do nothing different, you can expect the same results as last year - or can you? Many people would suggest that to stand still is to move backwards!

The finest way to improve your stores turnover and profit levels is to consider upgrading your store by investing in a full refit. The stores and Retailers who have upgraded to Lifestyle Evolution standard have reaped the benefits

with an on average 25% increase in turnover on top of a previous average 29% increase when they joined the group.

Upgrading to a full refit will produce significant results but requires a significant investment. This is not always possible for every Retailer, however there are many things that you can do at little or no cost that will have a positive effect on your turnover and profits. continued on p3

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Category Focus – Breakfast Cereals

02 | Retailer Matters

Introduction Happy New Year!

Welcome to the first issue of Retailer Matters for 2011.

With the busy key trading period of Christmas and New Year behind us, now is the perfect time to reflect on what your business achieved in 2010. Our feature on looking ahead to New Year Opportunities lists a few examples of things you could do to make 2011 the year that your business really takes off!

Stuart Johnson Retail Controller Landmark Wholesale

Also in this issue we take a close look at Own Label Products and the key reasons why you should offer your Customers a value alternative as well as the Brand leading best sellers. Our feature on the increasing popularity of the ÂŁ1 price point and creating a ‘Pound Zone’ within your store will also help you convey the message that you offer good value to your Customers.

I am sure that you will also find the ‘Get To Know Your Customer’ feature very interesting as it points to shopper missions, the reasons why Customers are motivated to visit convenience stores.

I hope 2011 is a happy and prosperous year for you all.

For more information about Landmark Wholesale, their Members and Lifestyle Express please contact Head Office on: 01908 255300 www.landmarkwholesale.co.uk

Contents

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Introduction

2

Looking ahead to New Year Opportunities

3&4

Get to Know Your Customers

5

Focus on Own Brands Get to know your Customers and maximise your sales each visit.

6&7

Price List

8 – 11

What’s On Sweet success is in your hands.

12 & 13

Healthy New Year Help your Customers keep their New Year’s resolutions.

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Corporate Consulting | Financial Advice | Insurance Solutions | Wealth Management

14

Category Focus Breakfast is the most important meal of the day, it’s also an important category for Convenience Retailers.

15 & 16

Poundzone Check out the fastest growing price point in Retail.

18

Dates for your diary Key dates and upcoming sporting events.

18

Retailer Matters | 03

Looking ahead...

continued from front cover

1. R eview the range of services that you offer Do you accept Credit Cards, do you have an ATM Machine, do you accept Bill Payments and Mobile Phone E-Top Up? It is important to have as many reasons as possible for Customers to visit your store. People who use these services often make additional purchases whilst in store.

On average Customers who pay by credit or debit card spend more money than Customers using cash.

2. Stock the Core Range of Best Selling Products The 700 products listed in our price guide are the core range of best sellers and essential products. By stocking these best sellers, you will ensure that you have all the best selling Branded and Lifestyle Own Brand products that your Customers want, enabling your business to grow.

3. Ensure that you fully support your Promotion Package

5. Upgrade your Store Have your store professionally planned and refitted and really see your turnover and profit levels take off. If you cannot stretch to a full redevelopment but still wish to improve your store, plan to do things in stages, upgrade one area of your store each year, i.e. new shelving this year, new refrigeration next year, new floor and ceiling the year after etc. Creating the right look and feel really does have a positive impact on your sales and profit margins.

By making full use of the promotions available to you, you will further maximise your sales and profit potential. Ensure you display promotions in a prominent position, have a dedicated promotion-end display and use off-shelf displays to ensure your deals get noticed.

Fully utilise your promotion shelf cards and posters. Your Customers are used to buying goods on promotion at the multiples; they now also expect to find promotion deals when they shop locally.

4. Consider adding a Food To Go option More and more people eat out of the home or on the move. Is your store on a busy road or do you have schools and colleges, offices, factories or other places of work nearby? Maybe a Food To Go offer with hot savouries, pastries and sandwiches could make a real difference to your business. Or maybe test the water with an entry level coffee machine, a microwave, sandwiches and some thaw-and-serve cakes.

7. I mprove your general store standards Try to look at your store like a Customer sees it and ask yourself the following questions • Is the store tidy and uncluttered?

• Are the aisles free of obstructions so that customers can freely move around?

• Are the shelves, counter and refrigeration clean?

• Is the stock on the shelves tidy and faced up to the front?

• Are there gaps on the shelves where stock should be, particularly best sellers?

• Is the entrance to the store tidy and inviting, or are there crates, bread trays and lots of old POS stickers on the doors and windows?

• Is the floor clean and are all the lights switched on?

These are all very basic things but they make a huge difference to how Customers view your store and the beauty is, that these basic things cost nothing to get right.

6. Ensure you have enough chilled space Whether soft drinks, beer or wine, sales success is all about chilled. Studies show that 75% of these products purchased from convenience stores are consumed within 2 hours, therefore, having the correct amount of space to display these categories chilled is vital to your future success. By always having plenty of chilled stock available and well merchandised your store will become a destination for these categories.

continued on p4

04 | Retailer Matters

Looking ahead...

continued from p3

8. Join a Symbol Group If you are not already in a group this is a sure fire way to make a huge difference to your business. Retailers who join Lifestyle Express benefit from a professional planning and merchandising service, have access to new fascias and graphics and get lots of advice about the right range to stock and promotions to support. On average an Independent Retailers turnover grows by 29% upon joining Lifestyle Express.

9. Install an Epos System If used correctly, Epos systems are a very powerful tool that can help you increase your profit margins and control your stock,

they can also help you to identify products that are performing well or even not selling. Epos systems also give you a great deal of control when deciding upon and implementing retail prices.

Whatever you do, make a resolution to do something positive with your store in 2011.

Whether making an investment or not, you can do something that your Customers will notice and your sales will grow!

Retailer Matters | 05

Get to Know Your Customers Understanding shopper missions is vitally important to enable Independent Retailers to identify new sales opportunities.

Each year 30,000 Convenience Store shoppers are interviewed across 42 C-Store formats for him!’s Convenience Tracking Programme (CTP), revealing some useful insights on shopper missions.

The largest group (39%) of Customers visiting a C-Store are on a ‘top-up’ mission, meaning that they are buying a small basket of grocery essentials (bread, milk, fruit & veg, etc.) in between their larger shopping trips. On average the top-up shopper will spend £6.21 and visit 4.1 times a week, making them the highestspending shopper.

The next biggest sector (28%) of Customers are on a newsagent mission (news, cigarettes, services, etc.). They will spend on average £3.89 and visit the store 4.4 times a week, as they visit the store most frequently, you have

more opportunities to sell to them. There is no price differential between C-Stores and supermarkets for many of the top selling lines, like newspapers, lottery and magazines.

More than one in five shoppers (22%) are on a food-for-now mission, to buy food and drink for consumption out of home (sandwiches, hot food, hot drinks, snacks from in-store bakery, etc.). This leaves 4% of Customers who are on a food-for-tonight mission, and 2% of Customers who are on a celebration mission (buying gifts, flowers and cards).

Understanding these missions is invaluable when it comes to planning your trading strategy, especially in tough economic times. For example, notice how the old favourites of milk and bread are the most important categories in the most important missions.

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matchmaker?

Try matching each dish with a wine. The Hardys Stamp of Australia range is an easy-drinking style which complements many foods. Try the crisp and refreshing Hardys Stamp Semillon Chardonnay with chicken or pasta. Like a kick to your meal?

Try the Hardys Stamp Rosé with a spicy curry. Why not pair the Hardys Stamp Shiraz Cabernet with a hearty stew or pizza?

Another Dinner Party Tip from Hardys www.hardys-wine.co.uk

Please drink responsibly.

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Capitalise on these findings by identifying the top cross-purchased categories and bring associated lines close together in-store, don’t make shoppers walk from one end of the store to the other to buy products which typically get bought together. For example, only 4% of shoppers who were “buying food for dinner tonight” also bought alcohol. Is this a missed opportunity?

Clearly zone your range based on the missions of your Customers with the appropriate signage.

And don’t forget that Customers within half a mile radius account for over 65% of the spend coming in to stores so it is important to communicate with those living and working nearby. Consumers receiving leaflets from their local store visit more frequently, spend more per trip, buy more items on promotion and have a greater awareness of what is sold in store.

06 | Retailer Matters

Make More of Your Own Brands According to the him! recession study, 30% of baskets contain an Own Brand product and 38% of UK shoppers say they will be buying more Own Brand products in the future. But only 8% of shoppers are actually buying more Own Label products in C-Stores compared with a year ago.

This presents a huge opportunity to sell more Own Brand and increase margins.

Margins on Own Brand goods are higher than those on similar Branded products and though Consumers generally used to see them as low-cost imitations of Branded products, they have overcome this reputation and achieved significant growth in recent years.

Own Brands can help you build value and recognition from your Customers; they give you a point of difference in the marketplace, an opportunity to build loyalty and offer a high quality alternative to Brands at a lower price.

It is important for Independent Retailers to offer a good Own Brand product range, to ensure they cater for all local shopping missions. It is also important to have an understanding of the current economic situation where Customers are looking for a value alternative to the Brands and the importance of a value offer to the Independent Sector.

Landmark Wholesale has a comprehensive range of Own Brand products across all key categories. All products offer “Great Value Everyday” to all Independent Retailers and their Customers.

Within the total range, it is strongly recommended that Retailers stock a Core 122 Retail lines. Landmark Wholesale Depots now provide a handy “Core-Range shopping list” combined with clear POS to make it easy for Retailers to find and buy the most important products to stock. These will give all Retailers a fantastic POR whilst offering their Customers great value for money.

Landmark Wholesale Own Brands – An Overview.

“Over recent years the multiples have made Own Label product acceptable to consumers so that they now feature in practically everyone’s shopping basket, This means that Consumers will now also look for better value Own Label products when shopping locally.

It is vital for Independent Retailers to stock a range of Own Label products across all categories.”

Lifestyle is Landmark Wholesale’s long established and highly successful Own Brand range offering excellent quality and value across hundreds of grocery products available to all Independent Retailers. Lifestyle Value is the price marked, economy range of everyday grocery and non-food products which complements the Lifestyle Brand.

Blackcurrant, Strawberry & Apple and Apple varieties.

Cool Characters and Sweet Characters children’s products encompass carbonated soft drinks and confectionery. The bright and up-to-date packaging is designed to appeal to specific target age groups for each product.

Fruit J’s is a premium, no-sugar-added range of fruit juice available in Orange, Apple &

Since its launch in March 2009, Landmark Wholesale’s LSV Sport and Energy Drink range has been hugely successful. The Sport and Energy Drinks market has grown significantly over the past five years with high growth predicted for the next three years also. The LSV range now has 12 different lines with

Stuart Johnson, Landmark Wholesale

Retailer Matters | 07

eye-catching packaging all offering high quality product and retailing at less than half the price of the leading Brands whilst still giving over 40% POR. The licenced Own Brand range includes Scandia Lager, White Storm and Eridge Vale Ciders. The Prince Consort range of Own Brand spirits includes Whisky, Gin, Vodka, Brandy, Light and Dark Rums in a variety of bottle sizes to suit every taste and every pocket.

Within the Independent Sector there is a clear opportunity for a high quality, competitively priced, well packaged range of wines from all over the world and the Vintners Collection specifically addresses this opportunity. The range has won many awards including medals and commendations in The International Wine Challenge.

La Flamenca Spanish table wines have been specifically developed to hit the table wine price point and compete with the multiples on both price and multibuys. Four La Flamenca varieties; red, dry white, medium white and rose, offer value-for-money, great taste and an excellent POR.

Landmark Wholesale was the first cash & carry to launch an own brand cigarette, No3, in 1983.

Today, No3 is a well-established Brand and, as the cigarette market continues to fragment and the budget sector continues to grow, No3’s ongoing success is assured. The recent launch of No3 Hand Rolling Tobacco was prompted by the 30% growth in hand rolling tobacco sales in the UK over the last two years.

lifestyle

lifestyle

“I stock Lifestyle Own Brand products throughout my store, this gives my Customers choice, those that buy them come back for them again, this makes me happy as they also have a higher margin than the Brands.”

lifestyle

Shailesh Parek, Molineux Lifestyle Express 2 colour

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LSV ENERGY DRINKS

For more information contact your local Landmark Wholesale Depot or call Landmark Wholesale central office on 01908 255 300 www.landmarkwholesale.co.uk

08 | Retailer Matters

Price List Item

For Great Value Everyday, for you and your Customers, look out for this sign for Must Stock Own Brand from Landmark Wholesale.

Size

RRSP

Cereals Kellogg’s Special K Kellogg’s Bran Flakes Kellogg’s Fruit ’n Fibre Kellogg’s Variety Pack Kellogg’s Frosties Kellogg’s Rice Krispies Kellogg’s Coco Pops Kellogg’s Corn Flakes Kellogg’s Crunchy Nut Cornflakes Quaker Oat So Simple Original Alpen Weetabix Nestlé Shredded Wheat Nestlé Multi Cheerios Nestlé Shreddies

375g 500g 375g 8’s 500g 340g 295g 500g 375g 10’s 375g 24’s 16’s 375g 500g

2.69 2.19 2.09 2.29 2.39 2.09 2.09 2.19 2.35 2.26 1.89 2.39 2.29 2.49 2.65

Canned Veg/Meat/Fish John West Tuna Chunks in Brine 185g John West Tuna Steak in Brine 200g John West Tuna Steak in Sunflower Oil 200g John West WeighWatchers Tuna Mayo & Sweetcorn 3 x 80g John West Tuna Light Lunch French Style 240g John West Wild Pink Salmon 213g John West Wild Red Salmon 213g John West Sardines in Rich Tomato Sauce 120g John West Mackerel Fillets in Tomato Sauce 125g John West Anchovies 50g Glenryck Pilchards in Tomato Sauce 155g Princes Stewed Steak 410g Stagg Chilli Con Carne 400g Fray Bentos Meatballs in Gravy 410g Fray Bentos Chicken & Mushroom Pie 475g Fray Bentos Steak & Kidney Pie 475g Smash Original 88g Smash Original 176g Princes 6 Jumbo Hot Dogs 560g Princes 8 Hot Dogs 400g Goblin 4 Hamburgers 425g Princes Corned Beef 340g Princes Ham 200g Spam Chopped Pork & Ham 200g Princes Chicken & Stuffing Paste 75g Princes Corned Beef & Onion Paste 75g Princes Tuna & Mayonnaise Paste 75g Lifestyle Whole Carrots 300g Must Stock Lifestyle Sliced Carrots 300g Must Stock Lifestyle Mushy Peas 300g Must Stock Lifestyle Garden Peas 300g Must Stock Lifestyle Marrowfat Peas 300g Must Stock Lifestyle Processed Peas 300g Must Stock Batchelors Mushy Peas 300g Batchelors Bigga Marrowfat Peas 300g Lifestyle New Potatoes 540g Must Stock Crosse & Blackwell Red Kidney Beans 420g Green Giant Original Niblets Sweetcorn 198g Green Giant Naturally Sweet No Added Sugar Sweetcorn 340g Heinz Spaghetti 400g Heinz Spaghetti Hoops 400g Heinz Spaghetti Hoops 200g Heinz Spaghetti Bolognese 400g Heinz Ravioli 410g Heinz Macaroni Cheese 400g Heinz Baked Beans 200g Heinz Baked Beans 415g

1.65 1.88 1.88 2.15 2.15 2.24 2.98 0.89 1.19 1.20 0.65 2.75 1.99 1.19 2.55 2.55 0.82 1.35 2.10 1.29 0.85 2.19 1.39 1.85 0.82 0.82 0.82 0.53 0.49 0.39 0.53 0.35 0.35 0.49 0.45 0.79 0.66

Item

Size

Branston Baked Beans Lifestyle Baked Beans Heinz Baked Beans & Pork Sausages Crosse & Blackwell Hunger Breaks The Full Monty Crosse & Blackwell Hunger Breaks All Day Breakfast Lifestyle Plum Tomatoes Lifestyle Chopped Tomatoes

420g 420g

RRSP

Must Stock

0.65 0.49

415g

1.25

410g

1.39

415g 400g 400g

Must Stock Must Stock

1.39 0.39 0.39

Homebake Hartley’s Best Strawberry Jam 340g Hartley’s Best Raspberry Seedless Jam 340g Hartley’s Best Apricot Jam 340g Robertson’s Golden Shred Marmalade 454g Gale’s Pure Clear Honey 340g Sunpat Peanut Butter Crunchy 227g Marmite Yeast Extract 125g Ambrosia Devon Custard Pot 150g Hartley’s Strawberry Jelly 125g Hartley’s Strawberry Jelly Block 135g Ambrosia Devon Custard 425g Ambrosia Creamed Rice 425g McDougalls Self Raising Flour 1.5kg McDougalls Plain Flour 1.5kg Lifestyle Bicarbonate of Soda 100g Lifestyle Baking Powder 100g Nutella 400g Del Monte Peach Slices in Syrup 227g Del Monte Sliced Pineapple in Juice 220g Del Monte Fruit Cocktail in Juice 415g Carnation Evaporated Milk 410g Angel Delight Strawberry 59g

1.49 1.49 1.49

Must Stock Must Stock

1.79 2.69 1.75 1.55 0.55 0.45 0.59 1.09 0.95 1.59 1.59 0.59 0.75 1.90 0.59 0.59 0.89 0.79 0.79

Hot Beverages Coffee Mate Nesquik Strawberry Cadbury Drinking Chocolate Cadbury Hot Chocolate Instant Horlicks Douwe Egberts Real Coffee Cafetieres Med Nescafé Cappuccino Nescafé Cappuccino Unsweetened Nescafé Gold Blend Nescafé Original Nescafé Original Decaf Kenco Really Smooth Twinings Earl Grey Tetley Green Tea Tetley Decaf Tetley Teabags Tetley Teabags PG Tips Pyramid PG Tips Pyramid Lifestyle Teabags Lifestyle Teabags Silverspoon Granulated Sugar * Scottish Blend

200g 300g 250g 400g 300g

1.19 1.72 1.79 2.58 1.50

250g 10’s

3.14 2.40

10’s 100g 100g 100g 100g 50’s 50’s 40’s 40’s 80’s 40’s 80’s 40’s 80’s 1kg 80’s

2.40 3.39 2.99 2.99 2.89 2.89 1.79 1.45 1.25 2.29 1.45 2.51 0.65 0.99 0.93 2.51

0.69

Sauces, Stuffing, Oil, Condiments and Snack Meals

0.90 0.59 0.69 0.42 1.25 1.25 1.25 0.49 0.69

Lifestyle Salt Colman’s English Mustard Colman’s Bramley Apple Sauce Colman’s Classic Mint Sauce Ocean Spray Cranberry Sauce Lifestyle Sliced Beetroot Haywards Traditional Onions Haywards Silverskin Onions Branston Original Pickle

750g 100g 250ml 250ml 190g 340g 454g 454g 360g

Must Stock Must Stock

Must Stock

Must Stock

0.59 0.99 1.29 1.29 1.09 0.85 1.99 1.69 1.39

Item

Must Stock

Size

Branston Small Chunk Pickle 360g Oxo Cubes - Beef 12’s Oxo Cubes - Chicken 12’s Bisto Gravy Granules 170g Paxo Sage & Onion Stuffing 85g Crisp ’n Dry Oil 1Ltr Branston Hot Chilli & Jalapeno Relish 380g Blue Dragon Sweet Chilli Sauce 190ml HP Classic BBQ Sauce 425g Heinz Salad Cream 460g Heinz Salad Cream Light 460g Hellmann’s Mayonnaise 400g Hellmann’s Mayonnaise Light 400g Heinz Tomato Ketchup 460g HP Original Sauce 255g Tabasco Sauce 57g Amoy Dark Soy Sauce 150ml Lea & Perrins Worcestershire Sauce 150ml Sarsons Malt Vinegar 250ml Knorr Chicken Tonight Country French 500g Knorr Chicken Tonight Honey & Mustard 500g Homepride White Wine & Cream 500g Homepride Curry 500g Hompride Pasta Bake Tomato & Herb 500g Uncle Ben’s Medium Chilli Sauce 500g Uncle Ben’s Original Sweet & Sour Sauce 500g Sharwood’s Black Bean Stir Fry Sauce 195g Loyd Grossman Thai Green Curry 350g Sharwood’s Rogan Josh Sauce 420g Sharwood’s Tikka Masala Sauce 420g Sharwood’s Korma Sauce 420g Sharwood’s Green Label Mango Chutney 227g Sacla Classic Pesto 190g Loyd Grossman Tomato & Basil 350g Loyd Grossman Tomato & Chilli 350g Dolmio Original Bolognese Sauce 500g Dolmio Bolognese Extra Onion & Garlic 500g Dolmio Bolognese Extra Mushroom 500g Dolmio Express Tomato & Basil 170g Buitoni Pasta Shapes 500g Buitoni Short Spaghetti 500g Batchelors Pasta ’n Sauce Chicken & Mushroom 122g Batchelors Savoury Rice Golden 120g Batchelors Super Noodles Chicken 100g Batchelors Super Noodles BBQ Beef 100g Sharwood’s Medium Egg Noodles 375g Pot Noodle Chicken & Mushroom 90g Pot Noodle Beef & Tomato 90g Pot Noodle Curry 90g Tilda Basmati Rice 250g Uncle Ben’s Express Long Grain Rice 250g Uncle Ben’s Express Basmati Rice 250g

RRSP

Must Stock

1.39 1.39 1.39 1.25 0.69 1.99 1.65 1.25 1.59 2.05 2.05 1.83 1.83 1.75 1.05 2.15 1.14 1.29 0.85 2.01 2.01 1.49 1.49 1.59 1.85 1.85 1.29 1.89 1.55 1.55 1.55 1.59 1.75 1.79 1.79 1.99 1.99 1.99 1.19 1.19 0.99 1.15 0.85 0.65 0.65 0.65 1.10 1.10 1.10 2.49 1.65 1.65

Soup Heinz Classic Cream of Chicken 400g Heinz Classic Cream of Mushroom 400g Heinz Classic Oxtail 400g Heinz Classic Cream of Tomato 400g

0.95 0.95 0.95 0.95

Retailer Matters | 09

Item

Size

RRSP

Heinz Classic Vegetable 400g Heinz Classic Minestrone 400g Heinz Classic Lentil 400g Heinz Big Soup Chicken and Vegetable 400g Heinz Big Soup Beef and Vegetable 400g Heinz WeightWatchers Tomato 295g Heinz WeightWatchers Carrot and Lentil 295g Batchelors Cup a Soup Chicken 4 Pack Batchelors Cup a Soup Minestrone 4 Pack Batchelors Cup a Soup Tomato 4 Pack Batchelors Cup a Soup Chicken & Vegetable 5 Pack * Baxters Chicken Broth 415g * Baxters Scotch Broth 415g * Baxters Lentil & Bacon 415g * Baxters Minestrone 415g

0.95 0.95 0.95 1.19 1.19 0.72 0.72 1.45 1.45 1.45 1.59 0.99 0.99 0.99 0.99

Baby Sudocrem J&J Baby Shampoo J&J Baby Bath J&J Baby Lotion J&J Baby Powder SMA Gold RTU SMA White RTU SMA Progress RTU Heinz Breakfast Creamed Porridge - 4 month Heinz Baked Beans & Bacon 4 month Heinz Rice Pudding - 4 month Heinz Egg Custard with Rice 4 month Heinz Spaghetti Hoop & Sausage - 7 month Farley’s Original Rusks Pampers Wipes Sensitive Pampers Baby Dry Nappies Size 4 Pampers Baby Dry Nappies Size 5 Huggies Super Dry Nappies Size 3 Huggies Super Dry Nappies Size 4 Huggies Super Dry Nappies Size 5

60g 200ml 200ml 200ml 100g 250ml 250ml 250ml

2.32 1.19 1.19 1.49 1.00 0.56 0.56 0.56

128g

0.52

128g 128g

0.52 0.52

128g

0.52

163g 150g 63’s

0.58 1.29 2.29

20’s

3.49

16’s

3.49

18’s

3.49

16’s

3.49

14’s

3.49

Feminine Hygiene Lil-Lets Super Tampax Regular Tampax Super Always Wrapped Liner Always Ultra Normal Always Ultra Normal+ Wings Always Ultra Long+ Wings Always Ultra Night+ Wings Kotex Maxi Pad Normal

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

1.60 2.79 2.79 1.00 2.17 2.17 2.17 2.17 1.15

Household & Laundry Lifestyle Washing Up Liquid Original 500ml Fairy Washing Up Liquid Original 450ml Fairy Washing Up Liquid Lemon 450ml Fairy ADW Lemon 20’s Finish All in 1 14’s Mr Sheen Original 300ml Febreze Airspray Cotton Fresh 300ml Lifestyle Thick Bleach 750ml Domestos Bleach Original 750ml Harpic Duraguard Limescale Remover 750ml Lifestyle Disinfectant 500ml Mr Muscle Trigger Window 500ml Cif Cream Lemon 500ml Flash Guard All Purpose Liquid Lemon 500ml

Must Stock

Must Stock

Must Stock

0.79 1.00 1.00 3.99 3.79 1.07 2.69 0.79 1.02 1.46 0.69 1.99 2.03 1.00

Item

Size

RRSP

Flashguard Spray with Bleach 500ml Flashguard Spray Bathroom 500ml Mr Muscle Trigger Lemon Kitchen 500ml Dettol Trigger Surface 500ml Vanish Oxi-Action Multi 500g Daz Auto Regular 680g Bold Auto Lavender & Camomile 800g Bold Tablets Blue/Crystal 16’s Ariel Biological 800g Ariel Liquitab Biological 12’s Persil Small & Mighty Liquid Non Bio 630ml Persil Non Bio 850g Persil Non Bio Capsules 20’s Persil Tabs Non Bio 18’s Surf Tropical 800g Surf Small & Mighty Liquid Tropical 630ml Comfort Fabric Conditioner Pure 750ml Lenor Fabric Conditioner Spring Awakening 750ml Lifestyle Fabric Conditioner Lavender & Camomile 750ml Lifestyle Fabric Conditioner Jasmine & Sandalwood 750ml Harpic 3 in 1 Power Block Lavender 40g Lifestyle Blue Toilet Cistern Block 40g Mr Muscle Oven Cleaner 300ml

1.49 1.49 2.24 2.79 4.31 2.97 3.29 2.99 3.49 3.69 4.41 3.45 3.29 3.27 2.63 3.47 2.48 1.69 Must Stock

0.99

Must Stock

0.99 1.99

Must Stock

0.69 2.49

Medicine Nurofen Tablets 12’s Anadin Extra 16’s Lifestyle Paracetamol Tub 16’s Lemsip Max Strength Lemon 5’s Benylin Adult Chesty Non Drowsy 125ml Calpol Sugar Free 100ml Benadryl Relief Allergy 12’s Rennie Peppermint 24’s Gaviscon Handypack Cool 12’s Alka Seltzer Original 10’s Imodium Anti Diarrhoea Capsules 6’s Elastoplast Fabric 10’s Savlon Cream 30g TCP Liquid Antiseptic 100ml Proplus 24’s Beechams Flu Plus Capsules 16’s Sudafed Non Drowsy Dual Relief 16’s

Must Stock

2.01 2.71 0.36 2.95 3.69 2.48 4.35 1.98 2.11 2.39 2.86 1.55 1.78 2.29 2.40 3.45 2.68

Paper Lifestyle Regular Tissues 150’s Kleenex Balsam Pocket Packs 9’s Lifestyle Pocket Tissues 10’s Fiesta White Kitchen 2 Roll Lifestyle White Kitchen 2 Roll Kleenex Balsam Regular Tissues 80’s Kleenex for Men 100’s Lifestyle White Toilet Tissue 4 Roll Lifestyle White Toilet Tissue 2 Roll Andrex White Toilet Tissue 4 Roll Andrex White Toilet Tissue 2 Roll Andrex Natural Toilet Tissue 2 Roll Andrex Natural Toilet Tissue 4 Roll

Must Stock

Must Stock

Must Stock

Must Stock Must Stock

1.15 0.40 0.25 1.39 1.19 1.99 2.29 1.85 0.99 2.69 1.49 1.49 2.69

Pet Food Sheba Turkey & Chicken Cesar Turkey & Lamb Felix Pouch Tuna in Jelly Felix Pouch Mixed in Jelly Whiskas Pouch Chicken Whiskas Pouch Favourites Felix Chicken in Jelly Whiskas Salmon in Jelly Butcher’s Tripe & Chicken Winalot Chicken in Jelly Pedigree Original Pedigree Original

100g 150g 100g 12 x 100g 100g 12 x 100g 400g 390g 390g 400g 400g 1.2kg

0.59 0.79 0.32 3.75 0.37 3.91 0.65 0.69 0.64 0.60 0.62 1.74

Item Go Cat Complete Duck, Rabbit & Chicken Go Cat Complete Tuna, Herring & Vegetable Bakers Complete Beef & Vegetable Bakers Complete Chicken & Vegetable Thomas Cat Litter Pedigree Dentastix Medium/Large Pedigree Schmackos Beef Pedigree Jumbone

Size

RRSP

375g

1.25

375g

1.25

1.5kg

3.75

1.5kg 8lltrtr

3.75 3.09

7’s 10’s 2’s

2.03 1.00 1.81

Toiletries Head & Shoulders Classic Clean Shampoo 200ml Pantene Shampoo Classic Care 250ml Silvikrin Hairspray Firm 250ml Shockwaves Ultra Strong Gel 200ml Gillette Blue II Fixed 5’s Gillette Series Shave Gel Sensitive 200ml Radox Showergel Fresh For Men 250ml Sure APA Active For Men 150ml Lynx Bodyspray Africa 150ml Sure APA Cotton Fresh 150ml Dove Soap Cream 2 Pack 2 x 100g Carex Handwash Original 250ml Imperial Leather Showergel Softly Softly 250ml Colgate Toothpaste Total Tube 50ml Colgate Toothbrush Twister Single

2.49 2.27 1.96 2.93 1.79 2.49 1.99 2.61 2.79 2.61 1.57 1.63 1.00 1.29 1.00

Alcoholic RTD’s Smirnoff Ice Smirnoff Ice WKD Irn Bru WKD Blue WKD Blue Bacardi Breezer Orange

70cl 275cl 70cl 70cl 275cl 70cl

3.69 1.69 3.29 3.29 1.39 2.99

75cl

7.81

75cl 75cl 75cl 75cl

9.24 8.22 5.09 5.34

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

7.49 6.29 6.29 5.16 6.42 5.16 6.42

75cl 75cl 75cl 75cl

6.42 5.69 5.69 4.99

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

5.69 6.39 6.39 6.39 6.49 6.49 4.99 4.99 7.20 7.20 7.20

75cl 75cl 75cl 75cl

7.20 9.79 7.20 5.89

75cl

5.89

Wine Asti Martini Brancott Estate Sauvignon Blanc (Formerly Montana) Campo Viejo Crianza Black Tower Rivaner Piat Dor Red Casillero Del Diablo Sauvignon Blanc Barefoot Merlot Barefoot Pinot Grigio Blossom Hill Red Blossom Hill Merlot Blossom Hill White Blossom Hill Pinot Grigio Blossom Hill White Zinfandel (Rose) Echo Falls Merlot Echo Falls Chardonnay Echo Falls Rose Echo Falls White Zinfandel (Rose) Gallo Cabernet Sauvignon Gallo Chardonnay Gallo White Grenache (Rose) Hardys VR Shiraz Hardys VR Chardonnay Isla Negra Red Isla Negra White Jacob’s Creek Shiraz Cabernet Jacob’s Creek Grenache Shiraz Jacob’s Creek Chardonnay Jacob’s Creek Semillon Chardonnay Jacob’s Creek Sparkling White Jacob’s Creek Shiraz Rose JP Chenet Cabernet Syrah JP Chenet Colombard Chardonnay

10 | Retailer Matters

Item

Size

Kumala Cape Classics Red 75cl Kumala Cape Classics White 75cl Kumala Rose (Blush) 75cl Lindemans Bin 35 Rose 75cl Lindemans Bin 50 Shiraz 75cl Lindemans Bin 65 Chardonnay 75cl Nottage Hill Cabernet Shiraz 75cl Nottage Hill Chardonnay 75cl Stamp Shiraz Cabernet 75cl Stamp Semillon Chardonnay 75cl Stowells Chenin Blanc 75cl Stowells Tempranillo 75cl Stowells Merlot 75cl Stowells Pinot Grigio 75cl Wolf Blass Yellow Label Rose 75cl Wolf Blass Yellow Label Chardonnay 75cl Vintners Collection Cabernet Chile 75cl Vintners Collection Sauvignon Blanc 75cl Vintners Collection Shiraz 75cl Vintners Collection Australian Chardonnay 75cl Vintners Collection USA Smooth Red 75cl Vintners Collection USA Merlot 75cl Vintners Collection USA Fruity White 75cl Vintners Collection USA Chardonnay 75cl Vintners Collectgion USA White Zinfandel 75cl Vintners Collection Italy Smooth Red 75cl Vintners Collection Italy Fruity White 75cl Vintners Collection Pinot Grigio 75cl Vintners Collection Chenin Blanc 75cl Vintners Collection SA Delicious Rose 75cl Vintners Collection Soft Red 75cl Vintners Collection Dry White 75cl Vintners Collection Soave 75cl Vintners Collection Liebfraumilch 75cl Vintners Collection Liebfraumilch 1.5ltr

RRSP 4.99 4.99 4.99 7.69 7.69 7.69 7.79 7.79 6.79 6.79 6.29 6.29 6.29 6.29 9.18 9.18 Must Stock

4.59

Must Stock

4.59 4.99

Must Stock

Must Stock

4.99

Must Stock

4.35 4.59

Must Stock

Must Stock

4.35

Must Stock

4.59

Must Stock

4.59

Must Stock

4.35

Must Stock Must Stock Must Stock

Must Stock Must Stock Must Stock Must Stock Must Stock Must Stock

4.35 5.29 4.59 4.35 4.45 4.45 4.85 4.89 9.35

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 Take Home Pack

75cl 75cl 75cl 70cl 70cl 70cl 70cl 70cl 70cl 1.5ltr 75cl 75cl 4 Pack

10.79 8.80 9.49 5.09 5.09 4.35 4.35 7.79 7.75 3.39 1.69 2.27 4.25

568ml 568ml 568ml 568ml 568ml 750ml 500ml 2ltr 500ml 500ml 2ltr 500ml 2ltr 500ml 2ltr 500ml 2ltr 500ml 2ltr 2ltr

2.03 1.94 1.94 1.84 1.84 3.75 1.03 3.45 1.18 1.03 3.25 1.18 3.58 1.21 3.49 1.29 3.38 0.85 2.59 2.39

Cider Magners Bulmers Original Bulmers Pear Gaymers Original Gaymers Pear Jacques Fruits de Bois Blackthorn Blackthorn Scrumpy Jack Olde English Olde English Strongbow Strongbow Diamond White Diamond White Woodpecker Woodpecker White Storm White Storm Eridge Vale

Must Stock Must Stock

Item

Size

RRSP

Beer Peroni Corona Extra San Miguel Becks Newcastle Brown Old Speckled Hen Budweiser Budweiser Carling Carling Carling Carlsberg Carlsberg Export Carlsberg Special Brew Foster’s Foster’s Foster’s Grolsch Grolsch Kronenbourg 1664 Stella Artois Stella Artois Stella Artois Stella Artois Stella 4% Guinness Draught John Smith’s Extra Smooth Tennent’s Super * Caledonian Deuchars * McEwan’s Export * Miller Genuine Draft * Tennent’s * Tennent’s * Tennent’s Special Ale * Tyskie

6 x 330ml 330ml 4 x 330ml 6 x 275ml 550ml 500ml 6 x 300ml 6 x 440ml 4 x 568ml 4 x 500ml 8 x 440ml 8 x 440ml 4 x 440ml 4 x 500ml 4 x 568ml 4 x 500ml 8 x 440ml 6 x 275ml 4 x 440ml 4 x 440ml 6 x 284ml 4 x 568ml 4 x 500ml 8 x 440ml 4 x 500ml 4 x 440ml 4 x 440ml 4 x 440ml 500ml 4 x 500ml 6 x 330ml 8 x 440ml 4 x 440ml 4 x 500ml 500ml

7.99 1.38 3.95 5.99 2.04 2.41 6.25 6.99 4.99 3.99 7.00 6.95 4.99 7.16 4.62 3.95 7.18 4.99 3.69 4.91 5.25 5.85 4.89 8.50 4.25 5.79 5.13 7.40 1.90 5.95 6.99 7.18 4.18 3.99 1.59

Spirits Russian Standard Glenfiddich Three Barrels Martell VS Martell VS Jameson Jack Daniels Jack Daniels Archers Malibu Southern Comfort Baileys Prince Consort Whisky Prince Consort Whisky Famous Grouse Bells Bells Bells Prince Consort Vodka Prince Consort Vodka Smirnoff Smirnoff Smirnoff Captain Morgan Morgan Spiced Bacardi Bacardi Tia Maria Sourz Apple Prince Consort Gin Gordon’s Gordon’s * Highland Park * Drambuie * Whyte & Mackay * OVD Rum * Glen’s Vodka * Famous Grouse * Famous Grouse

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

Must Stock Must Stock

Must Stock Must Stock

Must Stock

14.25 28.99 15.09 23.68 12.35 18.37 20.49 10.75 11.99 13.57 18.85 13.99 10.99 6.75 15.39 15.99 8.49 5.29 9.69 6.05 14.29 7.99 4.99 14.99 15.99 16.65 8.85 13.79 11.57 9.89 14.49 7.99 30.36 25.85 14.99 15.39 9.79 8.65 5.42

Soft Drinks – Chilled Irn Bru Cherry Coke Coca Cola Diet Coke Coca Cola

500ml 500ml 500ml 500ml 330ml

0.99 1.09 1.09 1.09 0.65

Item

Size

RRSP

Diet Coke 330ml Pepsi 500ml Pepsi Max 600ml Dr Pepper 500ml Fanta Orange 500ml Sprite 500ml Ribena Blackcurrant 500ml Ribena Strawberry 500ml Ribena Blackcurrant 288ml Oasis Summer Fruit 500ml Oasis Citrus Punch 500ml Lucozade Energy Orange 380ml Lucozade Energy Orange 500ml Lucozade Energy Original 380ml Lucozade Energy Original 500ml Lucozade Energy Cherry 380ml Lucozade Energy Cherry 500ml Lucozade Sport Orange 500ml Lucozade Sport Raspberry 500ml Powerade Ice Storm 500ml Capri Sun 330ml Fruit Shoot Apple & Blackcurrant No Added Sugar 300ml Lifestyle Orange Juice 200ml Relentless 500ml Red Bull 250ml Red Bull Sugar Free 250ml LSV 250ml Volvic Still 500ml Volvic Sportscap 1ltr Evian Still 500ml Evian Action Cap 750ml * Irn Bru Diet 500ml * Irn Bru 330ml * Highland Spring 500ml * Highland Spring Sportcap 750ml

0.65 1.05 1.05 1.09 1.09 1.09 0.99 0.99 0.61 1.09 1.09 0.82 1.10 0.82 1.10 0.82 1.10 1.06 1.06 1.15 0.99

Must Stock

Must Stock

0.69 0.32 1.49 1.35 1.35 0.35 0.45 0.89 0.52 0.85 0.99 0.65 0.52 0.87

Soft Drinks – Ambient Coca Cola 2ltr Diet Coke 2ltr Schweppes Tonic Water 1ltr Schweppes Slimline Tonic Water 1ltr Shloer White Grape 750ml 4 x 275ml J20 Orange & Passion Fruit Fruit Shoot Apple & Blackcurrant No Added Sugar 4 x 200ml Dr Pepper 2ltr Robinsons Orange No Added Sugar 1ltr Must Stock Lifestyle Orange Juice 1ltr Must Stock Lifestyle Apple Juice 1ltr Ocean Spray Cranberry 1ltr Pepsi Max 2ltr Fanta Orange 2ltr Robinsons Apple & Blackcurrant No Added Sugar 1ltr Ribena Blackcurrant 600ml Volvic Still 1.5ltr Highland Spring Sparkling 1.5ltr Pepsi 2ltr Irn Bru 2ltr Schweppes Lemonade 2ltr Red Bull 4 x 250ml Lucozade Orange Barley 1ltr Lucozade Original 1ltr * Sprite 2ltr * Irn Bru Diet 2ltr

2.09 2.09 1.45 1.45 2.35 3.69 1.69 1.99 1.25 0.79 0.75 1.49 1.89 1.99 1.25 2.03 0.81 0.99 1.89 1.46 1.55 4.29 1.99 1.99 1.99 1.46

Crisps & Snacks McCoys Classic Multipack 6 Pack Walkers Ready Salted Multipack 6 Pack Walkers Classic Variety Multipack 6 Pack Quavers Multipack 6 Pack Hula Hoops Multipack 7 Pack McVitie’s Mini Cheddars Multipack 7 Pack

1.99 1.81

Pringles Sour Cream & Onion Pringles Original Pringles Salt & Vinegar Pringles Texas BBQ Sauce McCoy’s Flame Grilled Steak

1.99 1.99 1.99 1.99 0.63

165g 165g 165g 165g 50g

1.81 1.81 2.19 2.19

Retailer Matters | 11

Item

Size

RRSP

McCoy’s Salt & Vinegar 50g McCoy’s Cheddar & Onion 50g Walkers Ready Salted 34.5g Walkers Ready Salted 50g Walkers Cheese & Onion 34.5g Walkers Cheese & Onion 50g Walkers Cheese & Onion 175g Walkers Salt & Vinegar 34.5g Walkers Prawn Cocktail 34.5g Walkers Sensations Thai Sweet Chilli 40g Walkers Sensations Thai Sweet Chilli 160g Doritos Tangy Cheese 40g Doritos Tangy Cheese 110g Doritos Chilli Heatwave 40g Doritos Chilli Heatwave 110g Doritos Cool Original 110g Monster Munch Flamin’ Hot 40g Monster Munch Beef 40g Monster Munch Beef 85g Wotsits Cheesy 21g Quavers Cheese 16.4g Hula Hoops Original 34g Hula Hoops BBQ Beef 34g McVitie’s Mini Cheddars 50g KP Salted Nuts 90g KP Dry Roasted Nuts 80g * Walkers Pickled Onion 34.5g * Walkers Tomato Ketchup 34.5g * Walkers Squares Cheese & Onion * Walkers Squares Salt & Vinegar

0.63 0.63 0.43 0.63 0.43 0.63 0.99 0.43 0.43 0.63 1.73 0.43 0.99 0.43 0.99 0.99 0.63 0.63 0.99 0.43 0.43 0.42 0.42 0.63 0.89 0.89 0.43 0.43 0.43 0.43

Sweet Snacks Kellogg’s Rice Krispies Squares Mallow 28g Kellogg’s Nutri-Grain Strawberry 37g Kellogg’s Special K Cereal Bar 23g Tracker Bar Chocolate Chip 37g McVitie’s Snickers Flapjack 65g McVitie’s Brownie with M&M’s Single McVitie’s Galaxy Muffin Single Mcvitie’s Mini Chocolate Chip Cookies 40g

0.50 0.50 0.50 0.48 0.84 0.89 0.99 0.62

Biscuits McVitie’s Jaffa Cakes McVitie’s Milk Chocolate Digestives McVitie’s Milk Chocolate Caramel Digestives McVitie’s Milk Chocolate Hob Nobs McVitie’s Digestives McVitie’s Rich Tea McVitie’s Hob Nobs Cadbury Chocolate Fingers Maryland Chocolate Chip Cookies Burtons Jammie Dodgers McVitie’s Penguin Nestlé Kit Kat Jacob’s Cheddars Jacob’s Cream Crackers

150g

1.42

300g

2.29

300g

2.29

300g 300g 300g 300g 125g

2.29 1.00 1.25 1.25 1.69

150g 150g 9 Pack 6 Pack 150g 300g

0.99 0.99 1.86 1.00 1.29 1.19

400g T16 400g Duo Std Duo Std King Size Std Std Std Std Std Std Std

4.59 3.97 7.30 0.66 0.49 0.68 0.49 0.66 0.49 0.52 0.52 0.57 0.57 0.57 0.54

Confectionery Cadbury Roses Ferrero Rocher Cadbury Milk Tray Mars Bar Mars Bar Snickers Snickers Twix Xtra Twix Bounty Galaxy Ripple Galaxy Cookie Crumble Galaxy Caramel Galaxy M&M’s Peanut

Item

Size

Minstrels Std Maltesers King Size Maltesers Std CDM Wholenut Std CDM Fruit & Nut Std CDM Caramel Std Cadbury’s Dairy Milk Std Flake Std Wispa Std Twirl Std Star Bar Std Boost Std Double Decker Std Crunchie Std Picnic Std Fry’s Turkish Delight Std Kit Kat 4 Finger Std Kit Kat Dark 4 Finger Std Kit Kat Chunky Std Kit Kat Chunky Caramel Std Toffee Crisp Std Aero Mint Std Lion Bar Std Drifter Std Munchies Std Yorkie Std Rolo Std Daim Std Kinder Bueno Std Kinder Bueno White Std Rice Krispies Totally Chocolatey Std Starburst Stick Skittles Std Rowntrees Fruit Pastilles Roll Rowntrees Fruit Gums Roll Randoms Std Maynards Wine Gums Roll Cadbury Buttons Std Cadbury Fudge Std Cadbury Freddo Std Milky Way Magic Stars Std Milky Way Twin Nestlé Milky Bar Buttons Std Nestlé Milky Bar Std Smarties Std Jelly Tots Std Kinder Surprise Egg Std Tic Tac Fresh Mint Std Trebor Extra Strong Roll Trebor Softmints Roll Trebor Softmints Spearmint Roll Polo Roll Polo Spearmint Roll Halls Extra Strong Stick Halls Blackcurrant Soothers Stick Lockets Honey & Lemon Stick Cadbury Bournville 200g CDM Fruit & Nut 140g CDM Wholenut 140g CDM Caramel 140g Cadbury Dairy Milk 140g Galaxy 125g Aero Mint 125g Aero Milk Chocolate 125g Aero Bubbles Milk Chocolate 135g CDM Giant Buttons 175g Cadbury Clusters 150g CDM Caramel Nibbles 175g Cadbury Chocolate Eclairs 200g Galaxy Minstrels 170g Maltesers 135g M&M’s Peanut 185g Revels 140g Mars Planets 150g Werther’s Original Butter Candies 150g Rowntree’s Fruit Pastilles 205g Rowntree’s Fruit Gums 205g Bassett’s Liquorice Allsorts 215g Bassett’s Jelly Babies 215g Maynards Wine Gums 215g Maynards Sports Mixture 215g Extra Gum Peppermint/ Spearmint/Cool Breeze 10 Pellets Stick

RRSP 0.54 0.74 0.54 0.57 0.57 0.57 0.57 0.56 0.56 0.59 0.57 0.54 0.54 0.54 0.55 0.63 0.50 0.50 0.50 0.50 0.51 0.56 0.51 0.49 0.68 0.56 0.53 0.52 0.56 0.53 0.50 0.41 0.42 0.45 0.45 0.45 0.47 0.52 0.17 0.17 0.51 0.46 0.45 0.17 0.45 0.45 0.68 0.46 0.47 0.47 0.47 0.44 0.44 0.67 0.67 0.58 2.04 1.42 1.42 1.42 1.42 1.39 1.00 1.00 1.89 2.03 2.03 2.03 1.52 1.89 1.89 1.89 1.89 1.89 1.09 1.48 1.48 1.52 1.52 1.52 1.52

0.37

Item Extra Handy Box 25’s Peppermint/Spearmint Airwaves Menthol & Eucalyptus/ Black Mint/Cherry Menthol Orbit Complete Peppermint/ Spearmint Wrigley’s Spearmint/Juicy Fruit/ Double Mint Haribo Charmallows Mellow Mania Haribo Kiddies Super Mix Haribo Tangfastics Haribo Starmix

Size

RRSP

Handy

0.89

Stick

0.42

Envelope

0.69

Stick

0.37

160g 160g 160g 160g

1.12 1.12 1.12 1.12

* Scotland only

All RRSP’s listed are correct at the time of going to press, December 2010. Whilst we have made every effort to ensure that the prices shown reflect the new VAT rates from January 2011, this is a guide only, some prices may still be subject to change. 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. E&OE.

Buy Your Must Stock items from our extensive Own Brand range

12 | Retailer Matters

What’s On in 2011 Easter followed by the Royal Wedding followed by the May Day Bank Holiday means that 2011 will give us the biggest opportunity for increased sales and profits that we’ve had for years.

Gifting is still a huge untapped opportunity within the Convenience Sector. Him! Research shows that 27% of shoppers would use their local store for gift purchases. However, unless they can find what they’re looking for, they will go elsewhere for their gifts.

Get the offering right and it can bring you lots of extra sales and it doesn’t necessarily require a huge amount of time or effort to do it. Making the most of special events can just mean a bit of fine-tuning to your existing range and merchandising.

For gifting occasions, 55% of Shoppers are looking to buy a card, 31% a box of chocolates, 11% buy flowers, 8% buy alcohol such as spirits and liqueurs and 4% buy champagne or wine. Confectionery is a key driver in gift sales and the three occasions of Easter, Mothering Sunday and Valentine’s Day are vitally important for exciting and re-engaging shoppers with confectionery following the Christmas period.

Cadbury recommends starting early when it comes to Easter and stocking up on Creme Eggs from 1st January so as not to miss early sales. Boxed chocolates are a huge seller during these periods and is widely associated with a romantic gesture and is therefore ideal for Valentine’s Day. Premium Gifting is on

1619MARS_MALTEASERS_RND_TRADE_210x148AW.pdf

15/12/10

St Patrick’s Day St Patrick’s Day is the most celebrated Patron Saint’s Day. Even those of nonIrish descent take the opportunity to enjoy ‘the crack’, so stock up on cold Guinness and potatoes!

the rise and up 20% year-on-year, so look at stocking a range of higher value confectionery to meet this demand. Premium wine and champagne are always good gifting ideas, so why not help your Customers turn it into a gift by providing gift bags?

13:42:42

and drum up big sales At least 2p donated to Comic Relief for every promotional pack sold Maltesers is the No.1 Bitesize brand, with 36% market share* ®

Campaign supported by TV and press advertising

Build your display in time for Red Nose Day on 18th March 2011 Stock up on promotional packs from 17th January

*Data Source: IRI value sales 52 weeks ending 6th November 2010.

Comic Relief, registered charity 326568 (England & Wales); SC039730 (Scotland).

MALTESERS is a registered trademark. © Mars 2010.

Retailer Matters | 13

What’s On continued

Easter – Not Just for Chocoholics

Easter Sunday is Independents’ Day

A Right Royal Opportunity

Easter is the one time of the year when even the most health-conscious allow themselves to indulge. Although it is almost impossible for Independent Retailers to compete with the Multiples on price across the range of shelled eggs, there are many other areas of the Easter market where Independents can do well. Whilst standard shell eggs have lost ground, filled eggs and mini eggs have increased their market share.

Easter weekend is a major opportunity for smaller stores. Large Stores (over 280 sq m) and Multiples cannot open at all on Easter Sunday (except in Scotland). If Consumers need a last minute purchase on Easter Sunday, the Independent Store is the place to fulfil this requirement. So make sure you are prepared by stocking up on the general everyday ‘top up’ items as well as the traditional Easter products.

Lots of us will be spending the Royal Wedding Bank Holiday in front of the TV and we won’t want to miss a minute of this unique ceremonial occasion. Stock up on ready meals, convenience foods and licensed goods and don’t forget to chill some wines (including sparkling), beers and ciders.

Shoppers want Easter to be special and often trade-up to luxury eggs and premium lines for gifts. Combine this with add-on purchases such as champagne, hot cross buns and Easter cards, and it can prove to be a lucrative period.

“

Since I rearranged my chiller, beer

and cider sales have

”

really improved.

Amandeep S. Cheema Shop owner, Kettering

Warm beer and cider isn’t cool Tips for Easter, Mother’s Day & Valentine’s Day • Stock a range of products to appeal to all shoppers • Merchandise all these products together • Use POS to make sure your customers find them • Multi-site fast selling, high impulse lines like filled and mini eggs at Easter • Focus on flowers and boxes of chocolate for Mother’s & Valentine’s Day

•

Chilled products will really set you aside from supermarkets, but don't just chill lager, cider and some ale needs to be chilled too.

•

Around 3/4 of beer and cider purchases are made from the chiller so merchandise it well.

•

Stock your chiller with small and medium sized packs.

•

Fridays and Saturdays are your busiest times - ensure your chiller carries sufficient stock of the biggest sellers for this peak time.

•

Shoppers will return to purchase chilled drinks so have the top 10 products ready for them all the time.

14 | Retailer Matters

Stock Up for a Happy, Healthy New Year New Year is a time when people like to make resolutions like eating more healthily and trying to get back into shape after the seasonal excesses. So make sure that you’re stocked up with plenty of fresh fruit and veg, five-a-day will be a goal that many of your Customers are aiming for. At this time of year there are lots of wonderful root vegetables in season such as carrots, parsnips, swedes and turnips, all perfect for hearty winter dishes. Frozen fruit and veg, as well as fresh, tinned and dried, all count towards the 5-a-day target.

® Registered trade mark of United Biscuits (UK) Limited. *ACN: MAT 11/9/2010. Britain’s Got Talent® FremantleMedia Ltd & Simco Ltd.

Some foods can help shift the pounds when they’re included in diet meal plans, apples, beans, broccoli, chicory, citrus fruit, nuts and seeds, onions, peppers, pineapple, radishes and wholemeal bread for example. And certain ‘power foods’ can give a real boost to health by

working to heal and nourish: carrots, tomatoes, walnuts, blueberries, oats, beans, salmon, soy, tea and greens.

Soups are always popular at this time of year so stock a good range including some fresh soups and Own Brands. Warming winter soups are an easy-to-serve and popular food-to-go option too.

Drinking more water is a great way to stay healthy. Water is essential for the body’s growth and maintenance; it moves nutrients around the system and it helps the body get rid of waste.

It also contains valuable minerals, boosts immunity and keeps skin elastic. It’s even believed that high water intake can help reduce the risk of chronic health problems including

Alzheimer’s, multiple sclerosis, diabetes, high blood pressure and osteoporosis.

We lose 2 litres of water every 24 hours so we need to constantly rehydrate. If you don’t consume enough you can become dehydrated, causing symptoms such as headaches, tiredness and loss of concentration. Chronic dehydration can contribute to a number of health problems such as constipation and kidney stones.

Most healthy adults need between one and a half to three litres a day. Tap water’s all very well but, in many areas, it just doesn’t taste that good so a range of Own Brand and Branded bottled waters will always be popular, and don’t forget to keep some smaller sizes in the chiller.

A HOLE LOT OF TALENT 42p

42p

Hula Hoops are joining forces with Britain’s Got Talent. With every pack you can win a free talent lesson instantly and be in with a chance to win £10,000.

42p

TV Advertising will air in February and March.

Hula Hoops is worth £77 million at RSV and is a top seller in the impulse market.*

STOCK THE RANGE OR MISS OUT! The Britain’s Got Talent promotion is available on the following formats

42p

Product Hula Hoops Original 42p PMP Hula Hoops BBQ Beef 42p PMP Hula Hoops Cheese & Onion 42p PMP Hula Hoops Salt & Vinegar 42p PMP Hula Hoops Original Grab Bag

Format 48 x 34g 48 x 34g 48 x 34g 48 x 34g 36 x 55g

Product Hula Hoops BBQ Beef Grab Bag Hula Hoops Cheese & Onion Grab Bag Hula Hoops Salt &Vinegar Grab Bag Hula Hoops BBQ Sharing Bag £1.00 PMP Hula Hoops Original 7 Pack

Format 36 x 55g 36 x 55g 36 x 55g 12 x 100g 27x7x25g

Retailer Matters | 15

Category Focus

Breakfast Cereals No. 1 for Breakfast 97% of households bought cereal last year making it the most popular form of breakfast in the UK. The category is worth £152m in the convenience market and growing by 2% year-on-year. There are 16 billion breakfast occasions in the UK and a further 4 billion skipped breakfast occasions – nearly 50% (27 million) of us aren’t eating breakfast every day, so there is still plenty of room to grow the category.

How to ensure retail success It is important to have the right range for your store and to make the most of your selling space. Kellogg’s recommends a category core range and offers a set of merchandising principles to help implement this.

Shoppers spend less than two minutes on average in store, and if they can’t find what they want they leave without purchasing. In store POS has been proven to increase sales, Kellogg’s offers a range of solutions from promotional POS to the perfect fixture to help you maximise sales.

Cereal shoppers are important to convenience stores – they spend around ÂŁ5 more per trip than the average shopper and deliver lost sales if their required Brands aren’t available (38% of convenience shoppers would ‘go without’ if their preferred brand of cereal was not available). Availability of product has overtaken value for money as being the most important factor for convenience store cereal shoppers.

• Being able to buy their favourite product is most important to your customer, availability is key

continued on p16

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Get ready for pancake day and see your sales y higher

1. AC Nielsen Value Sales Total Coverage MAT 02.10.10. 2. AC Nielsen, Total Coverage, Total Sweet Spread, 52 wks to 02.10.10. 3. AC Nielsen Unit Sales Total Coverage MAT 02.10.10 4. Ferrero internal data.

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16 | Retailer Matters

•S tock a core range of cereals, 88% of shoppers are looking for the Brands they buy as part of their main shop – but also offer variety within the range to meet Customer needs •G ive the right space to the right products – fast selling products require more shelf space to stay on sale •M erchandise cereal as two categories, adults and kids, but lead the fixture with adult cereals as this is the core cereal category in convenience stores •P osition best sellers at eye level within the diamond zone hot spot

Top 10 cereals in the UK convenience market 1. Weetabix Original

2. Kellogg’s Corn Flakes 3. Kellogg’s Crunchy Nut Original 4. Kellogg’s Special K Original

5. Kellogg’s Rice Krispies Original

6. Kellogg’s Coco Pops Original 7. Kellogg’s Variety

8. Kellogg’s Frosties 9. Kellogg’s Bran Flakes

10. Kellogg’s Fruit ‘n’ Fibre

•Britvic ’s •chance •Big

biggest ever consumer promotion

to win every minute −1 million prizes to be won

name brand partnerships

•£5.5m

marketing spend

STOCK up now to drive your sales!

Promotion available on 500ml & 600ml packs of Pepsi, Tango, 7UP & Mountain Dew and 500ml & 440ml Drench & Juicy Drench only. For UK, CI & IOM aged 16+ only. Exclusions apply. Prize illustrations are indicative only. For no purchase entry, point rewards & full details, visit rewardyourthirst.com. Internet access required. Text entries incur a cost of 25p, plus your standard network rate. Closing date 20.02.2011. All copyrights and trade marks are the properties of their respective owners.

Retailer Matters | 17

18 | Retailer Matters

Poundzone is the fastest growing price point!

No one can have failed to have seen the growth of the discount retailer Poundland and the host of me-too copies on the High Street. The multiples have got in on the act by promoting a range of goods at a £1. These promotions have captured the Consumer’s attention and are here to stay.

Now Independent Retailers can fight back with their own Poundzone and create a focal point to turn the heads of their bargain seeking Customers.

point-of-sale can be supplied including shelf wobblers and shelf edge stripping.

To create maximum impact, choose a balanced range of major name Brands together with a selection of complementary products such as the Enliven Brand – this will give you a healthier POR. Site the Poundzone in a prominent front of store, high traffic location, ideally away from the normal Toiletries and Household products

fixture. Make sure the range is kept well stocked and it’s important to refresh the offer regularly to keep your Customers interested.

Poundzone Tips • Site your Poundzone in a high traffic area near to the front of the store.

• Make sure the display is well stocked at all times • Use the Poundzone POS to highlight the area for your Customers

There are over 300 products available in the Poundzone. These are primarily toiletries, household and healthcare products and include many products from major name branded suppliers such as Procter & Gamble, Colgate Palmolive, Cussons, S C Johnson and Unilever.

There is also a very successful range of Own Brand toiletries marketed under the Enliven Brand which forms part of the Poundzone range.

• Look for products from across your store that can be sold at the £1 price point For more information about Poundzone take a look at their website www.poundzone.co.uk or contact DCS Central on 01789 208000.

Free-standing display units are provided free to Retailers buying stock to fill the display and

Dates for your Diary

Make the most of these calendar dates Use our quick guide to a selection of key calendar dates and upcoming sporting events to help maximise sales in-Store.

January 2011

March 2011

April 2011

25th Burns Night

14th Valentines Day

1st 8th 17th 26th 27th

Golf 10th – 13th Dubai Desert Classic

Horse Racing 15th – 18th Cheltenham Gold Cup

3rd Mothering Sunday 17th London Marathon 21st Queen’s Birthday 22nd Good Friday 23rd St George’s Day 24th Easter Sunday 25th Easter Monday 29th Royal Wedding

Rugby 6 Nations 4th Wales vs England 5th France vs Scotland 5th Italy vs Ireland 12th England vs Italy 12th Scotland vs Wales 13th Ireland vs France 26th Italy vs Wales 26th England vs France 27th Scotland vs Ireland

Motor Racing 13th Bahrain Grand Prix 27th Australian Grand Prix

February 2011

Football 27th League Cup Final

St David’s Day Shrove Tuesday – Pancake Day St Patrick’s Day Oxford vs Cambridge Boat Race British Summertime begins

Rugby 6 Nations 12th Wales vs Ireland 12th Italy vs France 13th England vs Scotland 19th Scotland vs Italy 19th France vs Wales 19th Ireland vs England

Horse Racing 9th Grand National Motor Racing 10th Malaysian Grand Prix 17th Chinese Grand Prix Football 16th & 17th FA Cup Semi Finals

®

WANT TO KNOW HOW YOU COULD INCREASE YOUR TILL SALES BY £5,000? **

** Beer shoppers are valuable to your store. Beers shoppers, buy more, spend more and visit more often. If we can get just 1% more of your customers buying beer this could mean an extra £5,000 in your till!

COLD IS KEY Cold beer is critical for your beer sales as this is the main difference between you and the big supermarkets. *Beer shoppers are prepared to spend 13% more than they would pay in a supermarket for the convenience of a local shop. * *80% of consumers want to buy cold beer. *Half will*drink their beer within 2 hours of purchase.

Ensure your fridge is set between 4-6ºC.

Clearly price mark each brand and pack.

Communicate that cold beer is available in store.

So why not advertise to your customers that you sell cold beer and order your free Cold Beer POS Kit? Please call 0800 015 2583 to arrange one.

Sources: *HIM CTP 2009

Kantar World Panel

**

want to open more stock business? the right

fact

range

The top 30 products deliver 50% of your sales.* So make sure you stock the best sellers.

top tips Avoid stocking any products that take longer than 12 weeks to sell out

Top 10 soft drinks

Avoid stocking any products that sell less than 3 a week. Slow selling lines ‘tie up your cash’ Stock the top 5 take home soft drinks

and think about good space and layout

fact fact

Slow sellers take up valuable space.

1 in 3 shoppers will not buy an alternative soft drink if their preferred brand is not available.**

top tips Give at least triple facing to the top 10 sellers

Give at least double facing to the next 20 best sellers

Applying these simple steps can unlock up to 8%† growth for your soft drinks.

Look out for more information in your depot or call Customer Services on 08705 33 66 99 Sources: *Nielsen Independents Sales Value 52 weeks to 21.08.10. Immediate Consumption, Excluding Own Label.**HIM CTP 2009. †FCRS research 2009.

Coca-Cola, Coke, Coke Zero and Diet Coke the design of the Coca-Cola Contour Bottle and the Dynamic Ribbon device are registered trade marks of The Coca-Cola Company. Dr Pepper is a registered trade mark of DP Beverages Limited.