Retailer Matters 22

Retailer Matters The magazine exclusively for Lifestyle Express Retailers

Issue

22

March/April 2014 September 2013

plus‌

Risky business

Top tips to stay secure

Best offer Make promotions work for you

Football focus Plan ahead for world-class sales

thinking

Ex cl fr usi om ve ly

Forward

Why you should always be looking to the future

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March/April 2014 welcome

Welcome

On the cOver Thanks to our cover star Amjed Pervez, from Lifestyle Express in Glasgow. See page 30

tOp stOries

20 25 28 16

eye On the ball Get prepared for World Cup sales

crime stOppers Top tips to keep your Store secure

shOut abOut it Make the most of promotions

planning ahead For some egg-cellent Easter profits

get in tOuch, share yOur neWs If you have news, top tips or ideas for features, get in touch with Retailer Matters.

Just pick up the phone and call

01926 319982 Alternatively, email

retailermatters@summersault.co.uk or write to Retailer Matters, Summersault Communications, 23-25 Waterloo Place, Warwick Street, Leamington Spa, Warwickshire CV32 5LA.

Retailer Matters is published six times a year

by Summersault Communications Ltd on behalf of Landmark Wholesale.

For Landmark: stuart Johnson For Summersault: Editor stephenie shaw Sub editors Karen Darlow and Kate Feasey Senior art editor emma Bramwell Account manager Julia Fulford Advertising account manager Adam Turner Managing director simon Chappell

Hello and welcome to the march/april issue of Retailer matters. Finally, the cold and gloomy days are behind us as we spring forward into warmer days and brighter mornings. at this time of year, it’s easy to feel optimistic about the coming months and in this issue we’re focusing on looking ahead, starting with the biggest confectionery date on the retail calendar – easter. every Retailer will have been planning for some time now, with shelves bursting with coloured-foil eggs and those impossible-to-resist impulse buys, but it’s never too late to go the extra mile to make some cracking sales. turn to page 16 to read more.

This year also promises to be a fantastic one for sports fans. alongside the usual big annual events such as wimbledon, the Fa cup Final and the Grand national, there’s the world cup kicking off in June. on page 20 you’ll find some great ideas to help your customers enjoy the tournament and score you some winning sales.

However, it’s not always easy being a Retailer and the one big downside is crime. By opening their doors to the public, Retailers run the risk of robbery, theft, shoplifting and vandalism. we talked to a retail insurance expert to get the low-down on how you can best protect yourself, your staff and your Store – turn to page 25 for details. as always, I want to hear from you. do you have a suggestion for a story, or would you like us to visit your Store? are there any great ideas you have that you’d like to share with other Retailers or have any tips you’ve read about in Retailer matters paid off for you? Please get in touch.

To advertise: Please contact Adam Turner on 01926 319932 or email adam.turner@summersault.co.uk To discuss editorial: Please contact Stephenie Shaw on 01926 319982 or email stephenie.shaw@ summersault.co.uk Disclaimer: all prices listed are correct at the time of going to press, but may be subject to change.

Stuart Johnson Retail Controller, Landmark Wholesale issue 22 2014

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March/April 2014 contents

20 29 25

19 07 Industry news The latest from the industry

10 Under fire New laws on cigarette sales

13 New products Tempt and excite your Customers for spring

16 Looking ahead A guide to making Easter the best it can be

19 The big interview Balraaj Sindhu discusses his life as a Retailer

20 World Cup Advice and tips on how to score some winning sales

16

25 Security

13

Protecting your assets

28 Promotions Stuart Johnson on making the most of promotions

30 Store profile Getting to know Amjed Pervez from Glasgow

34 Top tips Amjed’s great advice on boosting sales

37 If you only do one thing…

39 Core list Your at-a-glance guide to the top-selling products

47 The secrets of my success Paul Uppal talks about what it is that makes his Store so successful

50 Your guide to… … Core Range Advisors

37 47

… consider offering a parcel collection service

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industry news

Landmark scoops top awards honours again The hard work of people within the Landmark Wholesale Group was acknowledged at an awards event last year finished on a high note when the landmark Wholesale Group picked up two prestigious awards at the fWd Gold Medal awards.

winners alan evans (pictured far right, second from left) of Blakemore Wholesale, newport, was winner of the Cash & Carry Manager (Multiple) award for his hard work to ensure his depot had an incredible year, with profitability up and costs down. alan was praised for the way he works closely with Customers and looks

out for his staff. one of his initiatives has brought the depot 99.85% availability and is now being shared throughout the Group as a model of best practice.

The delivered Wholesale driver award was presented to tony Beardsall (pictured above, second from left) of Creed foodservice, ilkeston. tony was praised for his work in addition to his driving; he’s also in charge of a drivertraining programme, which saves the company an estimated £250,000 a year in fuel costs. he was also recognised for his passion for the vehicle fleet.

shortlisted landmark Wholesale was shortlisted in the following categories: nichola Bryce of Creed foodservice, for Gold Medal young Wholesaler of the year; east end foods, West Bromwich, for Gold Medal environmental initiative in the Wholesale Channel; east end

foods and sutherland Bros, Wick, for Gold Medal Green Wholesaler of the year; sony Bihal of time Cash & Carry, Barking, for Gold Medal Cash & Carry Manager (independent); and nazaqat ali of Blakemore Wholesale, Birmingham, for Gold Medal Cash & Carry shop floor Worker.

Bank of England paper cut Paper banknotes on borrowed time as Bank of England announces new plastic £5 note Paper money is soon to be replaced by plastic banknotes

an innovative neW plastic £5 banknote will be in circulation in 2016, after 320 years of paper money.

The new notes, bearing the face of Winston Churchill, are made of polymer, a durable plastic said to be cleaner, more resistant to damage and harder to counterfeit. laboratory tests also showed they are likely to survive an accidental spin in a washing machine.

This announcement follows the success of a similar style of

currency in Canada and australia and a UK public consultation in which 87% of the 13,000 respondents backed the plan.

The plastic note will be 15% smaller than the existing paper note. While this brings english notes into line with sizes in other countries, it will cause significant issues for operators of vending machines and atMs, who will need to install new cassettes or technologies to accept the new banknotes.

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news

Lessons learned from 2013 What trends can Retailers draw on to increase sales this year and how do you keep the top-up shoppers coming back?

RetaileRs weRe always going to find 2013 challenging, with families still feeling the pinch of the recession, but what other lessons can be learned from the retail highs and lows of last year?

Natalie Goodridge from him! research & consulting identified particular trends for Convenience store Retailers. “shoppers displayed a ‘little and often’ approach to spending last year, which Convenience stores have

benefited from,” she said. There have also been developments with credible Own-Brand ranges from symbol stores, and Customer satisfaction with these has improved year-on-year.

fresh investment The biggest threat for Convenience stores is the increasing competition for where shoppers can do their top-up shop. However, Natalie has identified an emerging pattern.

Healthy fruit and veg bring healthy profits for your Store

“stores that see ratings hit 10/10 for their fruit and veg will see shoppers spend 12% more,” she said. “investing in fresh ranges and equipment is risky, but we hear it is worth it in attracting bigger baskets, more frequent trips and new Customers.”

Retailers have worked hard to create a point of difference between them and their competition. By offering coffee-to-go, supporting the local community and

Staff to keep watchful eye on underage sales Stay one step ahead of youngsters and ensure you keep it legal Do your staff know the law on sales to under-18s?

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aCCORdiNG tO a ReCeNt poll, nearly two-thirds (65%) of independent Retailers have taken the decision to formally train their staff in preventing underage sales.

The poll, carried out by independent Retail News, showed that 31% of Retailers said they regularly remind their staff about guarding against sales to under-18s, but do not give any formal training, and 4% said they had never trained their staff.

The main source of advice and

information for Retailers to carry out this training was from their local authority or trading standards. some Retailers relied on trade magazines, trade associations and guidance from manufacturers. some 63% of independent Retailers were in favour of test purchasing for age-restricted products, such as tobacco and alcohol, saying that it helped to keep them alert, while 38% said test purchasing made no difference to the way they worked.

advertising their promotions, services and new products, they can help their store stand out from the crowd.

meal solution One suggestion Natalie makes for a successful 2014, is offering the meal-for-tonight solution. “shoppers spend on average 44% more than usual on this, which illustrates how this is a category to focus on,” she said.

Stronger penalty for retail crime tHe GOveRNmeNt is BeiNG urged to only give out-of-court penalties to first-time offenders to hammer home the message that theft against Retailers is not a victimless crime. association of Convenience stores (aCs) has advised the ministry of Justice that such penalties are not an effective deterrent against repeat offenders, and should be handed out only to first-time offenders. aCs research showed that for the last three months of 2013, 75% of Retailers had some form of theft in their store, while 94% of retail crime involved theft of stock.

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Customers urged to make healthy swaps

open case Cases for cigarettes have proved big sellers as smokers are keen to disguise the graphic warnings on packets.

The cases also have room for bank or business cards.

Prepare for campaign to drive shoppers to make healthier choices for everyday foods As the lAtest ChAnge4life ad campaign hits our tV screens, Retailers should be thinking about stocking up on healthy options.

Change4life is urging Customers to make one smart swap to cut down on sugar and fat.

The campaign includes tV, radio and online ads that encourage shoppers to change one unhealthy choice for a healthier version, such as substituting sugary drinks with diet or sugar-free versions, whole

milk with semi-skimmed, sugary cereals with plain porridge or full-fat cheese or butter with low-fat versions. The campaign also highlights the amount of sugar in everyday items, including 52 cubes of sugar in a 2-litre bottle of fizzy drink.

Think about what items you have on your shelves and ensure you have plenty of low-fat or low-sugar alternatives, such as diet drinks, and low-fat or reduced-fat butters, spreads and cheeses, and cereals.

LocaL London boost Parking times in some parts of London have been extended to encourage people to shop local. The Stop and Shop initiative is fronted by London Mayor Boris Johnson.

wHat’s

hot

Make bag laws speedy and simple MPs ARe CAlling foR the 5p levy for plastic bags to be introduced in england earlier than the planned date of october 2015. scotland plans to introduce it later this year, while Wales and northern ireland already charge for bags.

MPs on the environment, food and Rural Affairs select Committee are urging the government to bring this forward and to simplify the rules on who can charge and who can’t. in the other nations, the 5p charge applies to all single-use bags and all stores, regardless of size. But the charge in england will not apply to biodegradable or paper bags or to shops with fewer than 250 employees.

Association of Convenience stores (ACs) argues that it would be better if there was a single uniform scheme of charges that also applied to its members to make it simple to understand and implement.

What’s good and bad in the industry

wHat’s

Not HGV ban opposed

Future looks bright Green shoots as Store investments are up MoRe loCAl RetAileRs ARe looking to invest in their business than at any other time over the past two years, according to a survey.

The Voice of the local shops survey, carried out by Association of Convenience stores (ACs), shows that Retailers are more optimistic than they have been in recent years and are planning for their future.

The survey of 1,100 Retailers across the UK revealed that one in four plan to improve their stores

over the coming year, with that figure rising to a third in scotland.

ACs Chief executive James lowman said: “These figures demonstrate Retailers’ optimism for the future… a promising indication that economic recovery is being felt by the everyday entrepreneurs running local shops… Despite tough competition and tight margins, local shops are backing their communities with hard cash and jobs.”

Measures to ban HGVs from city centres at busy times are being considered to improve cycle safety. This has caused outcry from Retailers, who rely on the timing of deliveries to maximise sales.

tHeft on ttHe up Shoplifting is at a nine-year high, according to the British Retail Consortium. It says shoplifting accounts for 82% of retail crime, and the average value per incident of Customer theft is £177, up from £109 the previous year.

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tell uS what you think about theSe changeS Let us know. Get in touch with us

retailermatters@ summersault.co.uk

Retailers can expect changes in the way Customers shop for cigarettes

Sale of cigarettes under fire again Changes ahead for cigarettes and tobacco will hit Retailers hard

banned, alongside use of the words ‘light’, ‘low tar’ or ‘mild’.

New eU laws have announced the end of the road for smaller packs of cigarettes and roll your own (RYO) tobacco.

The new eU Tobacco Products Directive has controversially declared that cigarettes may no longer be sold in packs of less than 20 and RYO in packs of less than 30g. while aimed at making cigarettes less appealing to young

Menthol cigarettes are also facing the axe, but not until 2020. This is projected to wipe out annual British cigarette sales worth up to £650 million, and potentially turn menthol smokers to the black market in order to get access to their chosen product.

These changes have also led to concerns that there will be an increase in cigarette smuggling and illegal cigarettes, which are said to have cost the UK economy more

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smokers, the move has been criticised for penalising those on low incomes. Currently, Britain and Italy are the only eU countries that allow cigarettes to be bought in packs of less than 19 or 20.

warnings Other changes to be introduced include the requirement for graphic health warnings to cover 65% of the front and back of packaging, including images of tumours, with text warnings added to the sides. and slim ‘lipstick’ size packs will no longer be allowed, as a result of new minimum dimensions for health warnings. any promotion that makes reference to taste or flavourings will also be

concern than £2.9 billion last year. electronic cigarettes, or e-cigs, have been given the go-ahead to remain on the market, but will be subjected to the same strict limitations on advertising as ordinary tobacco products. They will have to meet new safety and quality standards, including a maximum nicotine concentration level of 20mg/ml.

tobacco and shoppers: the facts n The average tobacco shopper spends 58% more than the average shopper (£9.55 versus £6.03). n 66% of tobacco shoppers buy two or more items.

n Tobacco shoppers visit a Convenience Store 14% more often than the average shopper.

Source: him! CTP 2013

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new products

Say cheeSe Anchor has rolled out its popular Cheddar cheese range to Convenience Stores.

Anchor Mature Cheddar and Anchor Extra Mature Cheddar cheeses are both available in 350g blocks, with distinctive and handy resealable packaging designed to appeal to the family market.

Anchor Mature Cheddar RRP £4.50 and Anchor Extra Mature Cheddar RRP £4.75

Our tips for your shelves Customers are always looking for new, exciting products to try – here’s a round-up of the latest products to tempt them with

top of the popS As shoppers turn to lighter options, Walkers is extending its range of healthier snacks with Walkers Pops. Described as ‘full-on taste’ with half the fat of standard crisps, Pops are made using high-pressure cooking, rather than frying or baking, to create a popped chip. Available in Original, Sour Cream & Onion, Melted Cheese & Crispy Bacon and Prawn Cocktail flavours in multipacks of six 19g bags.

Original and Melted Cheese & Crispy Bacon are available as 23g individual bags.

Walkers Pops multipacks (6 x 19g) RRP £1.99, single bags 23g RRP 63p

Grab and Go Weetabix is launching a breakfast drink in a bid to offer a more convenient product to Customers who want to grab breakfast while on the move.

Weetabix On The Go drinks are the first breakfast drinks to launch in the UK and Weetabix forecasts that this category will be worth in excess of £300 million by 2015. The drinks are available in vanilla, chocolate and strawberry flavours, 250ml, RRP £1.39

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new products

get fre freSh As Halls launches a major TV ad campaign, expect new interest in its XS range. The ad focuses on how medicated sweets aren’t just for the cough and cold season, but a great choice all year round. Halls is the number one sugar confectionery brand and these lemon and peppermint sweets, score high on the Halls menthol ‘power meter’. Halls XS 17g, RRP 75p

Small – but Perfectly formed To cater for the impulse market, which may be exercising some restraint up to summer, Legacy Wines has launched a new mini bottle format for its New Zealand Shorn range (right).

The bottles of Marlborough Sauvignon Blanc are just 187ml and are available at an RRP of £2.29

Peace of the action Freshen up your shelves with the latest offering from Lynx. Designed to appeal to younger consumers, the new Lynx Peace range features an edgy blend of mixed citrus, pepper and ginger.

If this proves a hit, why not consider adding other items from the range, which also includes deodorant, shower gel, hair-styling gel and cream? Lynx Peace body spray, price-marked £3.29

in the can SPirit of Summer

fancy a tiPPle?

Excellent as an impulse buy or for those planning get-togethers or parties, V*dgrad is a must-have spirit for Retailers as we approach the summer months. Ideal on its own over ice, with mixers, or as a base for cocktails, this latest offering from Landmark Wholesale is an affordable, versatile choice for Customers.

V*dgrad 1 litre, price-marked £8.29

The Shallows, a fresh 2013 Sauvignon Blanc, from the Nelson area of New Zealand, is a brand-new addition for your wine shelves, which is bound to be a popular choice for white wine fans.

With its delicious gooseberry, green apple and ripe melon flavours, this zesty vino is well balanced and a great price.

The Shallows, 75cl, RRP £7.49

14 Retailer Matters

Perfect for an easy lunch or warming snack, Crosse & Blackwell launched its Best of British range of soups last year with great success. These traditional-recipe soups are new to Landmark Member Depot shelves and are made using ingredients grown on UK farms. Inspired by some of Britain’s favourite

recipes, the range includes Cream of Roast Chicken, Carrot & Coriander, Winter Vegetable, Roast Chicken & Vegetable, Pea & Ham, Leek & Potato, Beef, Root Vegetable & Ale, and Broccoli & Stilton.

Crosse & Blackwell Best of British soups, 400g, RRP £1.29

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looking ahead

Plan your way to

egg-cellence Easter is always big business, but this year is looking bigger and better than ever.

Follow our guide to stocking the right products to make your Easter sweet as chocolate For most retailers, easter is already being planned before Christmas has been and gone. But, if you haven’t stocked up or want some fresh ideas, it’s never too late to scoop some cracking sales. all Convenience store retailers know that sales of traditional large shell eggs are dominated by the multiples, who shout about their hard-to-beat promotions. Despite that, it’s still worth offering a varied selection of traditional eggs to ensure you meet the needs of Customers who don’t want to drive to a supermarket or who dash in wanting a last-minute easter gift.

choices When choosing your range, think about margins, but also think about choice. Give Customers a choice of chocolate eggs with extra small bars or packets of sweets, eggs that offer a novelty such as a

mug or egg cup, and eggs featuring characters such as Peppa Pig or Bob The Builder – all are popular gifts for children. Don’t forget the adults though, make sure you have several eggs to suit grown-ups too.

impulse buys The multiples may dominate the traditional boxed egg sales, but where Convenience stores can really egg-cel is with impulse buys.

These could be filled and mini eggs, novelties and self-eat ranges – all big sellers at this time of year. encourage Customers to treat themselves by offering eggs on promotion or position them around your store and close to the door and till. You could offer 3 for 2 or multiple buys at a discount price – both of which have proved to be quick wins in previous years. self-eat filled eggs are soaring in popularity – mars Galaxy Bubbles

£304m Easter eggs are now worth more than

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It’s not all about ChoColate Eggs aren’t the only things that are cracking business at Easter.

Hot cross buns are a traditional Easter teatime and breakfast favourite, so make sure you have plenty to offer Customers. Display them at the front of the Store or near the till. And don’t forget the butter.

With lamb a popular choice for Easter Sunday lunch, it’s a good idea to have mint sauce in stock for last-minute shoppers who realise they’ve forgotten it.

and Chocolate Caramel eggs both saw sales grow by 35% last easter.

For the past few years, the top of the chocs has been the Cadbury Creme egg, with a whopping 44% sales growth in January 2013. This year it is likely to improve on that with an attention-grabbing ‘Gooless’ campaign that will see one lucky Customer a day unwrap a ‘gooless’ egg and win cash.

mini eggs and novelties as well as individual self-eat eggs, be sure to stock up on bags of mini eggs, such as Daim mini eggs or Cadbury mini eggs. and don’t forget easter novelties like the malteaster Bunny – mars’ biggest success story – which is currently worth more than £16 million.

at easter, it’s worth being daring and taking a risk. Customers, especially children, can always be tempted to try something new if it’s positioned in an eye-catching spot and at an enticing price. take a look to see what’s on offer at your landmark Wholesaler Depot and if you need advice on expanding your range, talk to your BDm. But it’s not all about chocolate.

Just as Halloween has taken off dramatically, the UK is hot on the heels of america where easter has always been a big event. Whether it’s tiny chicks, baskets or buckets, it is worth providing shoppers with the things they need for easter egg hunts. and the ingredients to bake their own easter goodies, such as biscuits, nests and cakes.

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easter Dates tO reMeMBer Here are the key Easter dates for Retailers to make a note of.

It’s well worth bearing in mind that the multiples will be closed on Easter Sunday, providing an unmissable opportunity for Convenience Stores to pick up extra sales.

Good Friday 18 april EastEr sunday 20 april EastEr Monday 21 april

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the big interview

Balraaj Sindhu runs Smoke & Wine Stores in Wolverhampton, a busy city centre off-licence supported by a small range of essential groceries

Q

How did you become a Retailer?

I was involved with retail from a young age and I always enjoyed it. After doing a degree in Forensic Psychology, I discovered that jobs in that area were scarce. I secured a job at William Hill and worked my way up to managing the Store. After 16 months, I wanted to move on, so I decided to run my own Store and I’ve not looked back.

Q

What has been your most challenging time?

The Store refurbishment was particularly tough. I was looking forward to the challenge, but there were numerous difficulties along the way. It was a stressful experience, but a great learning curve. By far the easiest element was the transition to Lifestyle Express through East End Cash & Carry.

Q

What is your highlight so far?

Overcoming all the complications during the refit and not having to delay the completion date was incredibly satisfying. We now have a fully refurbished Store that previously had

Retail

in detail

toP Try to keep your Store as up to date as possible, tiP with all the technologies associated with the trade.

You can’t afford to be left behind by your competitors. been untouched for more than 20 years, and we’ve received some wonderful compliments. Plus, I now have a better sense of how I would do things for projects further down the line.

Q

How has joining Lifestyle Express benefited you and your Store?

We have a lot of local competition and since becoming a Lifestyle Express Store, we attract a wider range of Customers.

I used to hear people outside my Store discussing which of the bigger name Stores they were going to, which was frustrating as we offered a similar, often better, range of products, but we struggled to compete as an independent Store. Lifestyle Express has helped us to attract those Customers and we’re also benefiting from solid direction with promotions and POS material.

the finer details… at work… n What’s your bestselling product?

Our bestselling branded product is Carling 500ml cans. We offer £1 lighters, which are also a big seller. n Bestselling Lifestyle Own-Brand product?

The price-marked LSV Energy Drink (35p) is a big hit, outselling the next bestseller by a long way. It’s great value and sales reflect this.

at home… n Favourite holiday destination? I recently went to Bali on honeymoon and it was amazing. After working so hard, it was great to sit back and relax with a beer on a beach. n Best childhood memory?

I spent the millennium new year in Disney World. The memories will always stay with me.

Q

What’s your favourite time of day?

When we’re busiest, so between 12pm and 3pm. Lunchtime can be really busy as we have lots of offices and local businesses nearby, so seeing so many new and familiar faces is great. We have spent time getting to know our local community and we pride ourselves on knowing our Customers – we believe this brings us a lot of return trade.

Q

What are your plans for the future?

I really enjoyed taking on the new Store and turning it around, so I’m looking forward to expanding on this.

I’m now looking for a second Store and would love to have it up and running by mid-2015. With the help of Lifestyle Express, I think this is achievable.

Q

Who or what inspires you?

My parents always inspire me.

They started with nothing, then owned their own business before moving on to wholesaling and importing. To do that in my lifetime would be an achievement. issue 22 2014

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feature World Cup

Score some

winning As England’s football team jet off to Brazil, it’s not just diehard footie fans who will embrace the beautiful game. By planning ahead, Retailers can cash in when World Cup fever strikes

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sales The big nighT in Given the timings of the matches and with the debate raging about extended licensing laws for pubs for the 11pm kick-offs, it makes sense that most Customers will be watching the England games at home. With this in mind, think carefully about your ‘big night in’ offer.

What usually works well in your Store?

Large sharing bags of crisps and savoury

snacks are likely to be popular, as well as plenty of beers, wines, spirits and ciders.

Many shoppers will be looking to throw World Cup parties (see our guide on page 23), so make sure you’ve stocked up on party foods and barbecue supplies.

Be ready for those Customers who decide to hold a last-minute get-together with friends and family and desperately need to grab supplies. You’ll need

to keep them cool as the temperatures, and emotions, soar.

When it comes to deals on drinks, look first to the sponsors of the World Cup, such as Budweiser and Coca-Cola, as they’ll be offering deals in Depot.

Always remember you’re in direct competition with supermarkets, who will be offering some hard-to-beat offers.

TOP Why not put together a list of the drinks for each TIP country, with recipes for that nation’s cocktail? Have the recipes by the till and put them in with each Customer’s shopping. Next time, they may buy all the ingredients. charcoal, sausages, burgers, bread rolls, crisps, dips and fresh salads to hand. Remember the essential extras – ketchup, brown sauce, mayonnaise and other dressings.

Don’t give Customers a reason to have to go to a supermarket and potentially miss some of the build-up or the first few minutes of a key match.

And, critically, make sure your most popular brands of lagers, wines and ciders are chilled.

Not everyone will be drinking alcohol, so have soft drinks on display and, for younger footie fans, maybe a good range of ice creams

Keep an eye out for the best promotions in your Member Depot so that you can pass on savings to your Customers. If you have great deals on popular items that compete with the multiples, your Customers will keep coming back to your Store for more.

geT inTo The spiriT As well as food and drink sales, think about anything relating to football. A grab bin near the entrance with brightly

Remember!

The World Cup isn’t the only fixture on the sports calendar this summer. The Commonwealth Games in Glasgow opens on 23 July and closes on 3 August. The Tour de France begins in Yorkshire, with the three legs taking place on 5, 6 and 7 July.

And Wimbledon is on from 23 June until 6 July, so expect a rush on strawberries, cream, and chilled still and sparkling wines.

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t

w

ith the world’s biggest football event kicking off in just a matter of weeks, smart Retailers are already planning their strategy and selecting their key players this summer.

The 2006 World Cup was said to have generated more than £1.25 billion for Retailers in the UK, so it really does pay to think about what Customers will be looking for as the matches kick off.

This year, the match timetable couldn’t be better to cash in on pre-match top-up shops and half-time dashes. With the games scheduled for 5pm, 8pm and 11pm UK time, fans are likely to be cheering on their teams with a beer or two and wanting a selection of easy, convenience snacks and foods to leave them free to watch the match.

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feature World Cup

coloured balls in at pocket-money prices will attract children’s attention.

How about selling flags of the competing nations or decorating your Store with them? You could print out images from previous competitions, such as Bobby Moore holding the Jules Rimet trophy, Beckham’s 2002 penalty or Michael Owen’s 1998 goal against Argentina, and put them up on your walls or in your windows.

make it fun When it comes to merchandise, it’s all about fun. There’s sure to be a rush for

official replica shirts in the sports shops, but why not provide Customers with some light-hearted options at much lower price points? This could be red and white imitation hair plaits, hats, wigs and face paints. For children, you could stock official World Cup stationery, such as pencil cases, pens and pencils, or mugs and egg cups, or even bibs for your smallest shoppers.

The more you get into the spirit, the more your Customers appreciate it, and you’ll end up with a few more regular faces.

The big maTches – geT Them in your diary Prepare for the pre-match and half-time rushes with England’s key fixtures.

group sTages 14 JunE – England v Italy (11pm, uK time) 19 JunE – uruguay v England (8pm, uK time)

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24 JunE – Costa Rica v England (5pm, uK time) n If England are successful in the group stage, they will play either at 9pm on 28 June or 9pm on 29 June. n If England reach the quarter-finals, their match

will be at 9pm on 4 July or 5pm on 5 July. n If England progress to the semi-finals it will be at 9pm on 8 July or 9pm on 9 July. n The World Cup final takes place at 8pm on 13 July 2014.

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Help your Customers celebrate You can play a key part in preparations for their World Cup-themed parties Help your Customers really get in the spirit by promoting particular alcoholic drinks for each of the international teams taking part. It isn’t as hard as it sounds – here’s a guide to what you could offer. aRgentina Argentinian wines, such as Malbec, are popular and Quilmes is the nation’s bestselling lager. austRalia Lots of big-brand wines are Australian, including Penfolds, Wolfblass and Hardys, plus beers such as Fosters.

Belgium Popular beers include Leffe, Hoegarden and Vedett.

Best known for B BRazil cachaca spirit (made from sugar cane), an essential ingredient for a caipirinha, Brazil’s famous cocktail (with lime juice and sugar).

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Chile Tempt Customers with pisco, a colourless or yellow grape brandy, alongside all the other ingredients to make a pisco sour cocktail (brandy, lemon juice, egg white and sugar) and there are lots of popular Chilean wines such as Vino Maipo and Cono Sur. england You’re spoilt for choice with lagers such as Carling, and ales such as London Porter and Tetley Bitter.

FRanCe Lots of lagers to choose from including Kronenbourg 1664.

Japan Recently popular for beers, such as Asahi, Kirin and Sapporo, but also for whisky and sake.

Russia Russian Standard, the bestselling vodka in Russia. south KoRea Best known for its rice wine and beers, try offering Hite, the nation’s favourite beer. spain Plenty of wine, including Campo Viejo, plus San Miguel, Alhambra and Estrella Damm beers.

switzeRland Very expensive wines, but you could offer Goldschlager, a cinnamon-flavoured schnapps with real gold leaf. usa Lots of big-brand Californian wines, such as Echo Falls and E. & J. Gallo, plus big-brand beers, including Coors Light and Budweiser.

geRmany Most popular are Beck’s, Bitburger and Krombacher beers. holland A range of popular beers at a good price point, including Heineken, Amstel, Grolsch and Bavaria. italy Peroni Nastro Azzurro and Moretti beers, Martini and Campari liqueurs, and Chianti and Montepulciano wines.

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Security feature

Safe and sound The threat of crime is something that can keep Retailers wide awake at night. Take steps now to protect yourself, your Store and your staff

devastating Crime against Retailers can take many forms. Shoplifting is one of the most common, followed by others such as robbery, theft, violence, vandalism, arson… the list goes on. Crime, large or small, can have devastating consequences for Retailers and their families and staff, but how can you best protect your business?

Retailer Matters spoke to Ian Hughes, Affinity Development Manager of Bluefin Insurance – which provides specialist insurance and risk

CCTV is a good way to keep an eye on your Store

Cover yourself – our top tips for buying insuranCe

1

Never buy insurance on price alone – always ensure it covers your real needs. Too many Retailers think they know what they are buying and then have a shock when a claim is not paid. Correct cover is more important than price.

2

Be truthful with your insurance provider. If you gloss over something or tell a white lie, it could cost you dearly if you make a claim. Claims can be refused if incorrect information or dates were supplied.

3 4

If you don’t understand the jargon, ask. Insurance companies are there to help you get the right cover.

Better to ask and get it right than never ask and get it wrong.

Use a broker who really understands your sector.

A local broker may have one or two Convenience Stores on their books, but it doesn’t make them an expert in your trade and they’re unlikely to be able to include sector-specific extras in the policy. Ask your broker how many Convenience Store clients they have and for any testimonials. This is a good way to tell if the broker has sufficient experience to represent you.

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t

R

ecent crime statistics show that the number of burglaries, robberies and incidents of violence against retail staff is thankfully on the decline. However, it always pays to stay one step ahead and be constantly evolving your security and business insurance.

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feature Strapline

keep cash and stock safe – what you need to know

1

SoMething to think about: When it comes to getting an insurance quote for your business, insurance companies will look around at the wider area. If it’s an area with signs of vandalism, your premium will increase. If your Store has graffiti, remove it immediately. Graffiti attracts graffiti, and other acts of vandalism, and the cost of your insurance will go up. management services for the retail sector – to get some ideas, suggestions and advice for Retailers.

“As security technologies get more advanced, so do the criminals,” said Ian. “The advice I give to all Retailers is to always regard their business as vulnerable and take the right security steps to protect it.”

Self-fill ATMs need to be emptied at the end of the day and, for insurance purposes, should have a sign to say no money is left in the machine overnight

the right steps As security technologies are constantly changing, it’s easy to fall behind and become vulnerable.

“By all means, keep an eye on the latest developments, but don’t overlook some of the more traditional security measures too,” said Ian. “Look at your Store’s back door – how does it open?

If it opens inwards, change it to open outwards so that it can’t be forced or rammed open. Consider having a steel-plated back door, with secure bolts or dog bolts, or both, for that extra security measure.”

out of sight Opportunistic shoplifters will target anything that can be easily concealed and will often steal everyday food items or alcohol. As far as premeditated theft is concerned, the most desirable and profitable items to steal are cigarettes and money from the till. Retailers should aim to keep these out of sight where possible. “Cigarettes are the easiest item

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Raids on internal self-fill ATMs are declining, but hole-in-the-wall theft is on the increase, particularly with merchant-fill ATMs. Where possible, make sure you have anti-ram-raid bollards, flower beds or posts put up to deter thieves.

2

if you have a self-fill atM in your Store, be sure to take out all money at close of business and leave the door to the atM open. also, ensure there’s a notice to say ‘no money kept in this atM overnight’ – a standard requirement of the association of british insurers. Failure to comply will negate any claim you make.

3

Most burglaries involve cigarettes and money. Keep the minimum cigarette stock on display overnight, storing what you can in a safe, secure compound or strong cabinet, and make sure the area is covered by the alarm detectors.

4

train your staff to skim the till money into either a CounterCache™ or, even better, a nearby underfloor safe with a drop chute, leaving just enough in the till for your needs. Do not leave money to accumulate in the till.

5

to steal and transport away as they’re so light and they can be sold on easily and without a trace,” agreed Ian. “It’s vital that you don’t let money accumulate in the till and don’t display more cigarettes than you need. Use a locked safe or a secure room away from the till point for extra stock.”

As crime is such a serious issue for Retailers, it pays to spend time checking that you have the right insurance.

If you are the victim of criminal activity that results in a loss or damage for your business, the blow is softened when you know that you are covered financially.

Check the money section in your insurance policy to see how much money you can take to the bank per visit and how many people should accompany you.

This is called the carrying warranty and, again, compliance is vital in the case of a claim.

6

When you receive your policy wording, read it, and the schedule, carefully. if you do not understand the documents, or think something is not right, contact your insurance broker immediately.

if you would like impartial help or advice, you can use the bluefin freephone helpline: 0800 904 7009 (monday-friday 9am-5pm)

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feature Promotions

Shout

out loud

Are you doing your best to tell everyone about the great deals you offer? Follow these top tips and you can’t fail to make the most of your promotions

A

s the recession caused families the length and breadth of the country to tighten their belts, Convenience Stores, big and small, experienced some challenging times. Customers have become price savvy and, whether they’re comparing prices online or shopping at different Stores up and down the high street, they aren’t afraid of doing the legwork to get more bang for their buck.

28 Retailer Matters

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You need to work hard to remind Customers why your Store is the best one for their needs. An easy way to grab attention is to shout about your promotions. What are you offering, at what price and why is it a great deal?

Promotions are an essential part of every Retailer’s offer these days.

Not only do they deliver great products and prices, but they hammer home the message that your Store gives great value

for money and is the best choice locally.

Every Independent Retailer knows that the big supermarkets are hard to beat when it comes to price, and Customers expect offers every time they shop, regardless of where that is.

Thankfully, as a Lifestyle Express Retailer, you have access to a regular promotional programme, with free window posters and shelf cards, from your Landmark Wholesale Depot.

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Stuart Johnson (right) with Retailer Derek Hallett

Stuart Johnson, Retail Controller for Landmark Wholesale, has the following top 10 tips to help you make the most of your promotions and ensure your Customers get what they want at the right price Keep it FreSh

loCation, loCation, loCation

Updating your promotional display every four weeks keeps your Customers interested and actively engaged in your offers.

By keeping your displays fresh, it will grab attention and catch the eye of Customers, and potential Customers, and encourage them to buy more or try new products.

1

The best place to highlight your promotions is on the gondola end units most visible as you enter the Store and opposite your counter. If your Store has an off-licence, try to have one end unit for licensed deals and one for grocery and impulse deals.

4

JuSt one more?

leSS iS more

With clever promotional offers, you can subtly encourage more of your regular Customers to pick up one extra item when they visit your Store. This extra item will make a huge difference to your turnover and profit. We know that when it comes to adding items to a shopping list, promotional items are the number-one choice.

When building your promotional displays on your end units, try not to have too many products. A crammed display is off-putting to Customers and looks confusing. Arranging your shelves to display two or three products per shelf works best. Let the deals stand out and speak for themselves.

2

5

thinK Creatively

upSelling really worKS! Encourage your staff to talk to Customers about the products you have on offer – you’ll be surprised by how many Customers will take advantage of those deals if a member of staff suggests them.

3

The best place for promotions is on end units. Keep the shelves tidy so that the deals stand out

Consider creating floor stacks of great deals to really drive promotional sales, with eye-catching point of sale materials. Or invest in some collapsible wire dump bins, which are perfect for smaller items around your Store. Always be mindful, though, of how accessible your entrance and aisles are for those in wheelchairs or with pushchairs.

6

Counter produCtive Try placing a carefully selected promotion product on the counter.

This instantly grabs attention and you can ask Customers if they’d like to try it before they pay for their goods. More than 80% of Customers don’t mind being upsold to, but keep your counter tidy.

7

FanCy thiS? Why not try crossmerchandising your promotions? You could display your latest deal for sharing bags of crisps or snacks right next to chilled beers and ciders. Or offer your most popular chocolate promotion next to your wine deals, and, of course, right next to the counter for that impulse buy.

8

Shout loud Don’t forget to use your POS material effectively, as even the best promotion is no good if you don’t tell anyone about it. Position posters correctly in poster frames or windows and remove any outdated promotional material so that the latest deals stand out and get noticed.

9

Keep it tidy Never ever leave poster frames empty. This tells Customers that you’re not interested in giving them great value.

Worse, it makes you look like you’re going out of business.

10

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store profile Lifestyle Express Glasgow

Getting to know

you…

Glasgow Retailer Amjed Pervez follows a very simple philosophy: focus on your Customers, understand their needs and offer excellent value for money

D

Name: Lifestyle express Store’S time with LifeStyLe expreSS: Five years

t

Store CV

Clear signage, including Amjed’s own signs, makes the shopping experience easier and more enjoyable for his Customers

riving along Glasgow’s Dukes Road on a wet Monday there is a welcome ray of sunshine in the form of a smart, modern Lifestyle Express, with plenty of on-street parking spaces and amiable Retailer Amjed Pervez (pictured, right) waiting inside to brighten your day.

Amjed is a little busier than normal, making sure everything is shipshape after the weekend. One of the biggest challenges for any Retailer is keeping the floor clean and dry when it’s wet outside. Trade is brisk today, so the mop and bucket are close at hand. But Amjed takes it all in his stride The clean floor, combined with daylight tube lighting, sends out the clear message to Customers that this is a professionally run Store. Meanwhile, eye-catching Lifestyle Express signage highlights key areas of the Store, such as soft drinks, news and magazines,

Staff: Four, one part-time featureS: Newspapers and magazines, greetings cards, Collect+, PayPoint, The Health Lottery, internal ATM BeStSeLLerS: Chilled soft drinks, LsV, Value Zone, newspapers, confectionery, crisps and snacks NeareSt CompetitioN: Costcutter, less than 100 yards away tradiNg timeS: 6.30am-7pm, seven days a week

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“Good clear signage, inside and outside the store, is important because it gives your store a sense of identity and makes you stand out from competitors�

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store profile Lifestyle Express Glasgow

grocery, crisps and snacks, stationery and the ever-popular Value Zone.

dual purchasing Amjed is also keen to encourage Customers to dual purchase. His signs such as ‘Don’t forget the milk’ in the bakery section see results. “These are the little things that take virtually no effort yet are really effective,” said Amjed.

“Good clear signage, inside and outside the Store, is important because it gives your Store a sense of identity and makes you stand out from competitors.”

Outside, the strong Lifestyle Express fascia acts as a beacon, encouraging passing trade. Window panels state clearly that this is the go-to local Convenience Store for key impulse products – soft drinks, crisps and snacks, confectionery, greetings cards, and newspapers and magazines. And the clear signage means Customers are left in no doubt that this is where they can also pay their bills.

news business Dukes Road, in the Burnside area of Glasgow, is reasonably affluent, with a mixture of private and social housing, and several schools on the doorstep.

Top-end titles, including The Scots Magazine and The Lady, are very much in demand as opposed to mainly tabloid newspapers and the weekly TV listings magazines that fly off the stands in many other newsagents. “We were previously a Confectioner, Tobacconist and Newsagent (CTN) and always had a big

News & magazines, and the Value Zone are popular sections of the Store, offering a great variety of products

Extending the Store to 900 sq ft meant Amjed could upgrade to Lifestyle Evolution and stock all the key lines

news business, so I developed that when we joined Lifestyle Express,” said Amjed.

“I have regular Customers who are teachers, lawyers, doctors and so on, and they come here to buy a particular newspaper or magazine because they know they’re unlikely to get it anywhere else locally.”

Amjed also provides a newspaper delivery service, employing three local paperboys who have a dedicated area for sorting out their papers.

Lunchtimes during term time can be like an ‘organised onslaught’ as hordes of pupils make their way to the Store from three nearby schools. “Today’s pupils are tomorrow’s Customers,” he said. “We’re

happy to welcome them. Luckily the schools stagger their lunchtimes to avoid chaos in the shops, but we always have to replenish the drinks, confectionery, and crisps and snacks after they leave.”

The LSV Energy Drink in assorted pack sizes is a key seller for Amjed, and not just with teenagers. This is just one of the reasons why he believes joining Lifestyle Express five years ago was the right decision. Exclusive lines like this give Lifestyle Express Retailers a competitive edge.

“LSV has been fantastic for us – the quality and price point is perfect. We also sell a lot of multipacks of LSV, as people like to stock up,” he explained.

progressive So was the decision to get involved with such a progressive retail group a difficult one? “Not really,” admitted Amjed, who has been a Retailer for 17 years. “I was doing fine trading as an independent CTN, but I could see things were changing. Other Retailers were joining retail groups and I needed to up my game. I’d known John Farrell, Retail Operations Manager at Landmark Wholesale, for many years and when he got in touch to talk to me about Lifestyle Express, I felt really positive about it.”

Eventually acquiring the adjoining premises to enable him to extend the Store to 900 sq ft, Amjed then upgraded to Lifestyle Evolution, allowing his Store to become a fully fledged Convenience Store, stocking all the key lines and

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“Value Zone has been fantastic for us because our Customers love it and we’re confident selling it because we know we’re giving them a great deal” services. These include a small range of fresh and chilled foods and The Health Lottery, plus he was able to extend the core CTN offer that Customers have known him for over the years.

“We’re able to stock more product lines now, but what is key to our growth since joining Lifestyle Express is stocking the right products,” said Amjed.

“There’s always help at the end of the phone and our BDM David McKenzie calls in regularly to help us and offer good advice. We have a great relationship with our local Wholesaler, United Wholesale Grocers, too. They’ve all been great to work with and, since joining, my weekly turnover has gone up from £7,000 to around £11,000.”

unlicensed Interestingly, the Store remains unlicensed. “Believe it or not, I don’t have a great deal of competition,” he said. “I’m happy to let others sell alcohol, including the Costcutter Retailer next door – we have a very respectful relationship. There are also Tesco, Morrisons and other supermarkets where people can go for alcohol – I prefer to concentrate on great Customer service and providing vital services for local people, such as Collect+.

somewhat cumbersome, particularly in a small shop with limited storage space.

“It’s not for everyone, but I’d certainly advise others to consider becoming a Collect+ agent because it makes you unique in your neighbourhood.”

Other added-value services in the Store include an ATM, photocopying, faxing, and the all-important bill-paying and PayPoint: mobile top-ups, utility bills, TV licence, and so on.

“We’re a very tight family business,” Bright and welcoming, the Amjed continued. “My wife, Saeed, and Lifestyle Express my daughter, Nala, both help and we Store on Glasgow’s have another part-time member of staff, Dukes Road gives so we know most of our Customers. We its Customers many reasons to keep like to offer them added value and that’s one of the reasons we decided to become coming back value zone a Collect+ agent.”

While Amjed’s Store is the first stop for For those unfamiliar with Collect+, locals wanting their Telegraph or Sunday it’s a UK-wide network of over 5,000 Times, the very same people are just as local Stores open from early in the likely to grab a box of teabags, can of morning to late at night. When ordering tuna or kitchen foil from the Value Zone. goods online from companies including Prominently positioned near the till, the Amazon, John Lewis, Very.co.uk, River display has a big turnover. “It doesn’t Island, Clarks, and many more, matter what’s on promotion there – Customers simply choose the Click & it flies off the shelves,” he said.

Collect option to have the item delivered “People from all backgrounds want to their local Collect+ Store. value for money and once they discover “It’s a great local service for people that our Own-Brand products are such who are out at work all day and can’t good quality, they come back time take deliveries,” said Amjed. “At and time again. Value Zone has the moment we have between been fantastic for us because 30 and 40 parcels coming in our Customers love it and each day. People pop in to we’re confident selling it collect them on their way because we know we’re Would you like your Store to be home and if they have a giving them a great deal.” featured? Get in touch with us return, they can drop it off With a clear understanding retailermatters@ in the morning on their way of what his Customers want, summersault.co.uk to work.” a great location and a Amjed admits that some willingness to try something Retailers might find the process new, Amjed’s Store is very well placed indeed to thrive and survive. of handling and storing parcels

tell us about your store

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store profile

amjed’s top tips

Check out his simple, but effective, advice to boost sales in your Store

TRY new THInGs

KnOw YOUR sTRenGTHs

Don’t be afraid to try something new.

We’re currently trialling some delicious new cakes from a Glasgow baker called Sutherlands. The quality is absolutely fantastic and our Customers are snapping them up.

It’s good to keep evolving your offering.

I know what I’m good at – news, soft drinks, confectionery, crisps and snacks, and greetings cards – so I work hard to do those as well as I possibly can. If you can get your Core Range right and avoid gaps on the shelves and in your chillers, I don’t think you can go wrong.

speAK TO YOUR cUsTOmeRs Whatever you’re doing, always stop and greet your Customers with a cheery hello. As I know so many of mine, we always pass the time of day and have a chat. Remember, the big supermarkets don’t do this and Customers appreciate the personal touch.

AmjeD’s besTseLLeRs A Chilled soft drinks, LSV, Value Zone, newspapers, confectionery, crisps and snacks

TRY TO ReLAX Retail is hard work – do your best to have some time to yourself. I’ve enjoyed some great holidays with my wife Saeed, and I turn 50 this year and quite fancy a cruise.

34 Retailer Matters

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about amjed After 12 years in retail, Amjed joined Lifestyle Express and his weekly turnover leapt from £7,000 to nearly £11,000. Popular in his local community, family man Amjed likes nothing better than chatting to his Customers.

ADD VALUee Consider adding value to your Store with extra services such as a photocopier, ATM or PayPoint. I offer Collect+, which has brought us new Customers, as they tend to buy something from us too.

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Parcel service feature

If you only do Providing a parcel collection and drop-off service at your Store will attract business for little effort, but big rewards

retail neighbours, it makes sense that Customers look to you for this kind of service. And it will give you an invaluable edge over the local competition.

increase

parcel collection and drop off

For those of you looking to stand out from the competition, have you considered extending your Store offering and adding parcel collection and drop off to your list of services?

R

ecent research has shown that almost one in five online sales are now delivered via a ‘click and collect’ service, a trend that is predicted to increase throughout 2014.

While some of the big Retailers and multiples offer collection from one of their own Stores, those who are looking more at the bigger picture are using delivery services that can send items to secure local locations, as well as Customers’ home addresses. This provides Customers with the ideal compromise, saving them a trip into a busy town or city to collect their items, or a potentially long wait at home.

Instead, they can collect their items from a local Store just around the corner at a time that is most convenient for them.

convenience The key word here is convenience. As most of you are already open seven days a week and much longer hours than your

Retailers like Amjed Pervez (above right) can expect increased footfall when providing a parcel collection and drop-off service

Providing a parcel collection or drop-off service could dramatically increase your footfall, as new Customers discover your Store when they come to collect or return a parcel. They may not buy anything there and then, but, if they like your Store, they may well be converted into regular Customers. And if the process is easy and stress-free, they’ll use the service, and your Store, frequently.

“Handling parcels is really straightforward and, as a result, we now have new Customers using the Store for other things. We get 35p per parcel, which mounts up,” said Retailer Amjed Pervez, who started the service in 2011.

As you’re paid for handling the parcels, it’s an extra source of revenue and you are usually provided with training and the full suite of point of sale materials.

The two biggest names for these parcel collection and drop-off services are currently myHermes and Collect+.

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core range item

Size

rrSp

Soft DrinkS – ChilleD Irn-Bru Rockstar Xdurance Blueberry Rubicon Mango Boost Boost Boost 7UP Mountain Dew Diet Pepsi Fruit Shoot NAS Blackcurrant & Apple Fruit Shoot NAS Orange Juicy Drench Orange & Passionfruit Lipton Iced Tea Lemon Pepsi Pepsi Max Pepsi Max Tango Orange Capri Sun Orange Cherry Coke Cherry Coke Coca-Cola Coca-Cola Diet Coke Diet Coke Dr Pepper Dr Pepper Fanta Fanta Fruit Twist Monster Oasis Citrus Punch Oasis Summer Fruits Powerade Berry & Tropical Relentless Sprite Evian Sportscap Evian Volvic Sportscap Volvic Volvic Touch of Fruit Strawberry Lucozade Caribbean Crush Lucozade Orange Lucozade Original Lucozade Pink Lemonade Lucozade Sport Orange Lucozade Sport Raspberry Ribena Blackcurrant Ribena Blackcurrant Ribena Strawberry Ribena Strawberry Highland Spring Still Buxton Red Bull Red Bull Red Bull Red Bull Sugar Free Vimto Still *Barrs Cream Soda *Barrs Limeade *Irn-Bru *Irn-Bru Sugar Free *Irn-Bru Sugar Free *Irn-Bru Wee Bru *Rockstar Original *Rockstar Punched Guava *Rubicon Passionfruit *Lipton Iced Tea Peach *Volvic Juiced Apple *Volvic Touch of Fruit Lemon & Lime

500ml 500ml 500ml 1ltr 500ml 250ml 500ml 500ml 600ml 275ml 275ml 440ml 500ml 500ml 600ml 330ml 600ml 330ml 500ml 330ml 500ml 330ml 500ml 330ml 500ml 330ml 500ml 500ml 500ml 500ml 500ml 500ml 500ml 500ml 750ml 500ml 1ltr 500ml 500ml 380ml 380ml 380ml 380ml 500ml 500ml 500ml 288ml 500ml 288ml 500ml 500ml 473ml 355ml 250ml 250ml 500ml 500ml 500ml 330ml 500ml 330ml 250ml 500ml 500ml 500ml 500ml 500ml 500ml

£1.11 £1.83 £1.10 £1.29 £0.95 £0.65 £1.25 £1.35 £1.25 £0.85 £0.85 £1.09 £0.99 £1.25 £1.25 £0.60 £1.25 £1.19 £1.19 £0.71 £1.19 £0.71 £1.19 £0.71 £1.20 £0.71 £1.20 £1.20 £1.59 £1.20 £1.20 £1.30 £1.59 £1.20 £0.85 £0.52 £0.91 £0.46 £0.84 £0.95 £0.95 £0.95 £0.95 £1.10 £1.10 £1.03 £0.65 £1.03 £0.65 £0.49 £0.50 £2.19 £1.89 £1.35 £1.35 £1.19 £0.79 £0.79 £0.76 £1.11 £0.76 £0.54 £1.83 £1.83 £1.10 £0.99 £1.19 £0.84

Soft DrinkS – lifeStyle & lSV range Apple Juice Orange Juice LSV Energy LSV Energy LSV Energy LSV Sugar Free LSV Glucose Cherry LSV Glucose Orange LSV Isotonic Mixed Berry

200ml 200ml 1ltr 500ml 250ml 250ml 380ml 380ml 500ml

£0.33 £0.33 £0.89 £0.69 £0.35 £0.35 £0.45 £0.45 £0.50

item

Your guide to the bestselling brand and Own-Brand products, along with suggested selling prices Size

rrSp

LSV Isotonic Orange LSV Isotonic Tropical Berry

500ml 500ml

£0.50 £0.50

Soft DrinkS – ambient Irn-Bru Rubicon Mango J20 Orange & Passionfruit Diet Pepsi Pepsi Pepsi Max Robinsons NAS Blackcurrant & Apple Robinsons NAS Orange Coca-Cola Diet Coke Dr Pepper Fanta Orange Schweppes Lemonade Schweppes Indian Tonic Water Schweppes Slimline Indian Tonic Water Volvic Volvic Touch of Fruit Strawberry Lucozade Energy Orange Lucozade Energy Original Ribena Blackcurrant Highland Spring Sparkling Vimto Cordial Vimto Fizzy *Irn-Bru Sugar Free

2ltr 1ltr 4pk 2ltr 2ltr 2ltr 1ltr 1ltr 2ltr 2ltr 2ltr 2ltr 2ltr 1ltr 1ltr 1.5ltr 1.5ltr 1ltr 1ltr 600ml 1.5ltr 725ml 2ltr 2ltr

£2.31 £1.53 £4.39 £2.09 £2.09 £2.09 £1.59 £1.59 £2.25 £2.25 £2.25 £2.25 £1.78 £1.79 £1.79 £0.92 £1.35 £1.99 £1.99 £1.99 £0.99 £1.75 £1.59 £2.31

Soft DrinkS – lifeStyle range Apple Juice Cranberry Juice Orange Juice

1ltr 1ltr 1ltr

£0.95 £0.99 £1.09

biSCuitS Cadbury Milk Chocolate Fingers Jammie Dodgers Maryland Choc Chip Cookies Oreo Vanilla Roll Kit Kat Jacob’s Cream Crackers MCV Digestive MCV Ginger Nuts MCV Hobnobs MCV Jaffa Cakes MCV Milk Chocolate Digestives MCV Milk Chocolate Hobnobs MCV Plain Chocolate Digestives MCV Rich Tea Penguin Original Paterson’s Shortbread Fingers *Tunnock’s Caramel Wafer *Tunnock’s Teacakes

150g 150g 150g 154g 5pk 300g 300g 250g 300g 146g 300g 300g 300g 300g 6pk 150g 4pk 6pk

£1.39 £1.15 £0.99 £1.08 £1.09 £1.30 £1.19 £1.46 £1.36 £1.55 £2.49 £2.49 £2.49 £1.36 £1.00 £0.49 £0.79 £0.99

biSCuitS – lifeStyle range Custard Creams

300g

£0.69

CriSpS & SnaCkS Pringles Original Pringles Salt & Vinegar Pringles Sour Cream & Onion Pringles Texas BBQ Hula Hoops BBQ KP Dry Roasted Nuts KP Salted Nuts McCoy’s Cheddar & Onion McCoy’s Flamegrilled Steak McCoy’s Flamegrilled Steak McCoy’s Salt & Vinegar McVitie’s Mini Cheddars McVitie’s Mini Cheddars Space Raiders Beef Doritos Tangy Cheese Doritos Tangy Cheese Doritos Chilli Heatwave Doritos Chilli Heatwave Doritos Cool Original Doritos Hot Salsa Dip Doritos Mild Salsa Dip Frazzles Bacon

165g 165g 165g 165g Sharing 80g 90g Std Sharing Std Std Sharing Std Std Sharing Std Sharing Std Sharing 150g 150g Std

£2.49 £2.49 £2.49 £2.49 £1.00 £0.89 £0.89 £0.63 £1.00 £0.63 £0.63 £1.00 £0.63 £0.20 £1.29 £0.55 £1.29 £0.55 £1.29 £1.29 £1.29 £0.39

item

Size

rrSp

Monster Munch Beef Monster Munch Pickled Onion Quavers Quavers Sensations Thai Sweet Chilli Squares Salt & Vinegar Walkers Cheese & Onion Walkers Cheese & Onion Walkers Cheese & Onion Walkers Deep Ridged Flamegrilled Steak Walkers Prawn Cocktail Walkers Ready Salted Walkers Ready Salted Walkers Salt & Vinegar Walkers Smoky Bacon Walkers Snaps Tomato Wotsits Mr Porky Pork Scratchings Transform-a-Snack BBQ *Walkers Pickled Onion *Walkers Tomato Ketchup *Golden Wonder Cheese & Onion

Sharing Std Sharing Std Sharing Std 6pk Sharing Std Std Std 6pk Std Std Std Std Std Clipstrip Std Std Std Std

£1.29 £0.89 £1.29 £0.55 £1.29 £0.55 £2.06 £1.29 £0.55 £0.85 £0.55 £2.06 £0.55 £0.55 £0.55 £0.39 £0.55 £0.80 £0.30 £0.55 £0.55 £0.51

Sweet SnaCkS Kellogg’s Nutri-grain Strawberry Kellogg’s Rice Krispies Squares Mallow Kellogg’s Rice Krispies Squares Totally Chocolatey Kellogg’s Special K Biscuit Moments Strawberry Kellogg’s Special K Cereal Bar Tracker Bar Chocolate Chip Belvita Breakfast Milk & Cereal Biscuits Cadbury Brunch Bar Raisin Cadbury Snack Shortcake Lu Mikado Oreo Snack Pack Go Ahead Yoghurt Break Strawberry KP Milk Chocolate Dips MCV Medley Hobnob Alpen Strawberry & Yoghurt Bar

37g 28g 36g 25g 23g 37g 50g 35g 43g 39g 66g 35g 32g 40g 29g

£0.50 £0.55 £0.55 £0.55 £0.55 £0.50 £0.55 £0.75 £0.49 £0.79 £0.55 £0.68 £0.59 £0.55 £0.42

ConfeCtionery – gifting Ferrero Rocher Celebrations Maltesers Milk Tray Heroes Roses Quality Street

T16 388g 120g 400g 350g 350g 350g

£4.49 £4.79 £1.73 £8.49 £4.59 £4.59 £4.38

ConfeCtionery – Sharing Haribo Starmix Haribo Supermix Haribo Tangfastics Galaxy Counters Galaxy Minstrels Maltesers M&M’s Peanut Revels Galaxy Galaxy Caramel Cadbury Giant Buttons Cadbury Twirl Bites Bassett’s Jelly Babies Cadbury Eclairs Maynards Wine Gums CDM Caramel CDM Dairy Milk CDM Fruit & Nut CDM Wholenut Rowntree’s Fruit Pastilles Aero Mint Milkybar Skittles

Large Bag Large Bag Large Bag Pouch Pouch Pouch Pouch Pouch Large Bar Large Bar Pouch Pouch Large Bag Large Bag Large Bag Large Bar Large Bar Large Bar Large Bar Large Bag Large Bar Large Bar Pouch

£1.00 £1.00 £1.00 £2.09 £2.09 £2.09 £2.09 £2.09 £1.39 £1.39 £2.13 £2.13 £1.52 £1.49 £1.52 £1.00 £1.00 £1.00 £1.00 £1.29 £1.29 £1.29 £1.28

ConfeCtionery – ChoColate Kinder Bueno Kinder Bueno White Kinder Surprise Bounty Galaxy

Std Std Std Std Std

£0.65 £0.62 £0.75 £0.54 £0.57

*Scotland only issue 22 2014

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Retailer Matters 39

2/14/14 4:38 PM

core range *Scotland only

iteM

Size

Galaxy Caramel Galaxy Minstrels Galaxy Ripple Maltesers Malteser Teasers Mars Mars Milkyway Stars M&M’s Peanut Snickers Snickers Twix Twix Boost Cadbury Buttons Cadbury Freddo Cadbury Freddo Caramel Cadbury Fudge CDM Caramel CDM Dairy Milk CDM Fruit & Nut Crunchie Daim Double Decker Flake Fry’s Turkish Delight Picnic Starbar Twirl Wispa Wispa Aero Mint Drifter Kit Kat Kit Kat Chunky Lion Bar Milkybar Milkybar Buttons Munchies Rolo Smarties Toffee Crisp Yorkie Yorkie Raisin & Biscuit

Std Std Std Std Std Duo Std Std Std Duo Std Xtra Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Duo Std Std Std Std Std Std Std Std Std Std Std Std Std Std

rrSp £0.57 £0.56 £0.57 £0.56 £0.59 £0.69 £0.51 £0.53 £0.56 £0.71 £0.51 £0.69 £0.51 £0.58 £0.52 £0.25 £0.25 £0.25 £0.61 £0.61 £0.61 £0.58 £0.58 £0.58 £0.61 £0.67 £0.58 £0.58 £0.61 £0.80 £0.61 £0.62 £0.57 £0.58 £0.58 £0.59 £0.50 £0.50 £0.75 £0.61 £0.50 £0.59 £0.60 £0.60

ConfeCtionery – Sugar Maynards Wine Gums Randoms Rowntree’s Fruit Gums Rowntree’s Fruit Pastilles Rowntree’s Jelly Tots Skittles Starburst

Std Std Std Std Std Std Std

£0.47 £0.51 £0.51 £0.51 £0.51 £0.49 £0.49

ConfeCtionery – MintS & MediCated Tic Tac Mint Halls Soothers Blackcurrant Trebor Extra Strong Mints Trebor Softmints Peppermint Trebor Softmints Spearmint Polo Lockets Honey & Lemon

Std Std Std Std Std Std Std

£0.55 £0.67 £0.47 £0.47 £0.47 £0.50 £0.58

ConfeCtionery – Chewing guM Airwaves Menthol Eucalyptus Airwaves Menthol Cherry Extra Cool Breeze Extra Ice White Extra Ice Peppermint Extra Ice Spearmint Extra Peppermint Handy Box Extra Peppermint Extra Spearmint Extra Strawberry

10’s 10’s 10’s 10’s 10’s 10’s 25’s 10’s 10’s 10’s

£0.45 £0.45 £0.40 £0.49 £0.49 £0.49 £1.00 £0.40 £0.40 £0.40

groCery – BreakfaSt CerealS Kellogg’s Bran Flakes Kellogg’s Coco Pops Kellogg’s Cornflakes Kellogg’s Crunchy Nut Cornflakes

500g 295g 500g 375g

£2.19 £2.09 £2.19 £2.65

40 Retailer Matters

4094_RM22_p38-45_Core list_v3.indd 4

issue 22 2014

iteM Kellogg’s Frosties Kellogg’s Rice Krispies Kellogg’s Special K Kellogg’s Variety Pack Nestle Multi Cheerios Nestle Shredded Wheat Nestle Shreddies Quaker Oats So Simple Golden Syrup Quaker Oats So Simple Original Alpen Weetabix Sugar Puffs

Size 500g 340g 310g 8’s 375g 16’s 500g 8’s 10’s 375g 24’s 320g

groCery – hot BeverageS Horlicks 300g Cadbury Drinking Chocolate 250g Cadbury Hot Chocolate 280g Carte Noir 100g Kenco DeCaff 100g Coffee-mate 200g Nescafé Cappuccino 10’s Nescafé Cappuccino Unsweetened 10’s Nescafé DeCaff 100g Nescafé Gold Blend 100g Nescafé Original 100g Nescafé Original 50g Nesquik Strawberry 300g Silverspoon Granulated Sugar 1kg Tetley Decaf 40’s Tetley Green Tea 50’s Tetley Teabags 80’s Tetley Teabags 40’s Taylors Rich Italian 227g Yorkshire Tea 80’s PG Tips 80’s PG Tips 40’s Twinings Earl Grey 50’s *Scottish Blend 80’s *Nambarrie 80’s groCery – hot BeverageS – lifeStyle range groCery– hot BeverageS – lifeStyle range Teabags 80’s groCery – Canned veg, Meat & fiSh Heinz Baked Beans Heinz Baked Beans Heinz Baked Beans with Sausages Heinz Character Spaghetti - As Stocked Heinz Macaroni Cheese Heinz Ravioli Heinz Spaghetti Heinz Spaghetti Bolognese Heinz Spaghetti Hoops Heinz Spaghetti Hoops Heinz Spaghetti with Sausages John West Anchovies John West Mackerel Fillets in Tomato Sauce John West Sardines in Rich Tomato Sauce John West Tuna Light Lunch French John West Tuna Light Lunch Mediterranean John West Wild Pink Salmon Smash Original Smash Original Batchelors Bigga Marrowfat Peas Batchelors Mushy Peas Batchelors New Potatoes Batchelors Red Kidney Beans Branston Baked Beans Hunger Breaks All Day Breakfast Hunger Breaks The Full Monty Napolina Tomato Puree Princes Beef Paste Princes Chicken & Stuffing Paste Princes Corned Beef Princes Ham Princes 8 Hot Dogs Princes Red Salmon Princes Sliced Mushrooms Princes Stewed Steak Princes Tuna Chunks in Brine

415g 200g 415g 205g 400g 410g 400g 400g 400g 205g 400g 50g 125g 120g 240g 240g 213g 176g 88g 300g 300g 540g 400g 415g 395g 395g 142g 75g 75g 340g 200g 400g 213g 300g 400g 160g

rrSp £2.39 £2.09 £2.69 £2.45 £2.29 £1.89 £2.29 £2.79 £2.79 £1.99 £2.59 £2.39

£1.99 £1.79 £2.09 £3.99 £3.79 £1.39 £3.00 £3.00 £3.39 £4.19 £3.29 £1.99 £2.09 £1.09 £1.59 £1.89 £2.45 £1.35 £3.65 £2.49 £2.51 £1.45 £2.99 £2.51 £2.29

£0.99

£0.69 £0.53 £1.07 £0.49 £1.07 £1.07 £0.60 £1.07 £0.60 £0.49 £1.07 £1.25 £1.55 £1.09 £2.49 £2.49 £2.49 £1.09 £0.59 £0.59 £0.65 £0.65 £1.09 £0.65 £1.85 £1.85 £1.25 £0.85 £0.85 £2.69 £1.39 £1.15 £2.99 £1.09 £3.59 £1.55

iteM Princes Tuna Chunks in Sunflower Oil Princes Tuna & Mayonnaise Paste Green Giant Naturally Sweet NAS Sweetcorn Green Giant Original Niblets Sweetcorn Fray Bentos Chicken & Mushroom Pie Fray Bentos Meatballs in Gravy Fray Bentos Meatballs in Tomato Sauce Fray Bentos Steak & Kidney Pie Glenryck Pilchards in Tomato Sauce Spam Chopped Pork & Ham Tyne Beef Curry Tyne Chicken Curry Tyne Chilli Con Carne Tyne Irish Stew

Size 160g 75g 340g 198g 475g 410g 410g 475g 155g 200g 392g 392g 392g 392g

rrSp £1.55 £0.85 £1.09 £0.87 £2.49 £0.95 £0.95 £2.49 £0.65 £1.85 £1.29 £1.29 £1.29 £1.29

groCery – Canned veg, Meat & fiSh – lifeStyle value range Baked Beans 400g £0.35 Tuna Flakes 185g £0.75 groCery – Canned veg, Meat & fiSh – lifeStyle range Baked Beans 420g Carrots Sliced 300g Carrots Whole 300g Peas Garden 300g Peas Mushy 300g Peas Processed 300g Tomatoes Chopped 400g Tomatoes Peeled Plum 400g Tuna Chunks in Brine 185g

£0.55 £0.51 £0.55 £0.55 £0.41 £0.38 £0.49 £0.49 £1.35

groCery – Soup Heinz Big Soup Beef & Vegetable Heinz Big Soup Chicken & Vegetable Heinz Chicken Soup Heinz Lentil Soup Heinz Minestrone Soup Heinz Mushroom Soup Heinz Oxtail Soup Heinz Tomato Soup Heinz Vegetable Soup Batchelors Cup a Soup Chicken Batchelors Cup A Soup Golden Vegetable Batchelors Cup a Soup Minestrone Batchelors Cup a Soup Tomato *Heinz Chicken Noodle *Heinz Scotch Broth *Baxters Chicken Broth *Baxters Lentil & Bacon *Baxters Minestrone *Baxters Scotch Broth

400g 400g 400g 400g 400g 400g 400g 400g 400g 4pk 4pk 4pk 4pk 400g 400g 415g 415g 415g 415g

£1.09 £1.09 £0.85 £0.85 £0.85 £0.85 £0.85 £0.85 £0.85 £1.75 £1.75 £1.75 £1.75 £0.85 £0.85 £1.25 £1.25 £1.25 £1.25

groCery – SauCeS & CondiMentS Amoy Dark Soy Sauce Heinz Salad Cream Heinz Tomato Ketchup HP Original Sauce HP Classic BBQ Sauce Lea & Perrins Worcestershire Sauce Dolmio Bolognese Extra Mushroom Dolmio Bolognese Extra Onion & Garlic Dolmio Bolognese Original Dolmio Creamy Tomato Pasta Bake Uncle Ben’s Express Basmati Rice Uncle Ben’s Express Egg Fried Rice Uncle Ben’s Express Long Grain Rice Uncle Ben’s Medium Chilli Sauce Uncle Ben’s Original Sweet & Sour Sauce Batchelors Pasta’n’Sauce Chicken & Mushroom Batchelors Savoury Rice Golden Batchelors Super Noodles BBQ Beef Batchelors Super Noodles Chicken Bisto Chicken Gravy Granules Bisto Gravy Granules Homepride Curry Oxo Cubes - Beef Paxo Sage & Onion Stuffing Sharwood’s Green Label Mango Chutney Sharwood’s Korma Sauce Sharwood’s Rogan Josh Sauce Sharwood’s Tikka Masala Sauce

150ml 460g 460g 255g 425g 150ml 500g 500g 500g 500g 250g 250g 250g 500g 500g 122g 120g 100g 100g 170g 170g 500g 12s 85g 227g 420g 420g 420g

£1.29 £2.09 £1.89 £0.85 £1.59 £1.25 £2.35 £2.35 £2.35 £2.09 £1.70 £1.70 £1.70 £1.85 £1.85 £1.09 £0.89 £0.89 £0.89 £1.45 £1.45 £1.72 £1.35 £0.65 £1.75 £1.95 £1.95 £1.95

41

2/14/14 4:38 PM

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2/14/14 5:35 PM

core range *Scotland only

item

Size

Colman’s Bramley Apple Sauce Colman’s Cheddar Cheese Sauce Mix Colman’s Classic Mint Sauce Colman’s English Mustard Colman’s Sausage Casserole Mix Hellmann’s Mayonnaise Hellmann’s Mayonnaise Light Knorr Chicken Stock Cubes Pot Noodle Chicken & Mushroom Pot Noodle Curry Baxters Sliced Beetroot Branston Original Pickle Branston Small Chunk Pickle Chicken Tonight Honey & Mustard Chicken Tonight Spanish Chicken Haywards Traditional Onions Oceanspray Cranberry Sauce Old El Paso Fajitas Dinner Kit Sarson’s Malt Vinegar Tilda Basmati Rice

250ml 40g 250ml 100g 40g 400g 400g 8’s 90g 90g 340g 360g 360g 500g 500g 454g 190g Kit 250ml 500g

rrSP £1.29 £0.75 £1.29 £0.99 £0.99 £2.12 £2.12 £1.59 £1.10 £1.10 £0.99 £1.69 £1.69 £1.99 £1.99 £1.99 £1.25 £3.49 £0.85 £2.49

Grocery – SauceS & condimentS – LifeStyLe ranGe Pasta Quills 500g Salt 750g Spaghetti 500g Sunflower Oil 1ltr Vegetable Oil 1ltr

£0.65 £0.55 £0.65 £1.69 £1.59

Grocery – Homebake Nutella Carnation Evaporated Milk Ambrosia Creamed Rice Ambrosia Devon Custard Pot Ambrosia Devon Custard Angel Delight Strawberry McDougalls Plain Flour McDougalls Self Raising Flour Marmite Yeast Extract Del Monte Fruit Cocktail in Juice Del Monte Peach Slices in Juice Del Monte Sliced Pineapple in Juice Hartley’s Best Apricot Jam Hartley’s Best Raspberry Seedless Jam Hartley’s Best Strawberry Jam Hartley’s Strawberry Jelly Block Robertson’s Golden Shred Marmalade Rowse Honey Pure & Natural Clear Squeezable Sunpat Peanut Butter Crunchy

400g 410g 400g 150g 400g 59g 1.5kg 1.5kg 125g 415g 415g 432g 340g 340g 340g 135g 454g 340g 227g

£2.19 £0.85 £1.09 £0.59 £1.09 £0.59 £1.98 £1.98 £1.55 £1.09 £1.09 £1.09 £1.75 £1.75 £1.75 £0.85 £1.89 £2.79 £1.75

Grocery – baby Farley’s Original Rusks Heinz Country Veggies & Chicken Heinz Egg Custard with Rice Heinz Mums Creamed Porridge Heinz Mums Cottage Pie Heinz Mums Sweet Potato & Mince Heinz Rice Pudding Heinz Sunday Beef Dinner Huggies Pure Baby Wipes Pampers Baby Dry Size 3 Pampers Baby Dry Size 4 Pampers Baby Dry Size 4+ Pampers Baby Dry Size 5 Pampers Baby Dry Size 6 Sudocrem J&J Baby Bath J&J Baby Lotion J&J Baby Oil J&J Baby Powder J&J Baby Shampoo SMA Gold RTU SMA White RTU

150g 128g 128g 128g 200g 128g 128g 128g 64’s 22’s 20’s 18’s 16’s 17’s 60g 200ml 200ml 200ml 100g 200ml 250ml 250ml

£1.49 £0.49 £0.49 £0.65 £0.85 £0.65 £0.49 £0.49 £2.49 £4.49 £4.49 £4.49 £4.49 £4.49 £2.32 £1.19 £1.49 £1.29 £1.00 £1.19 £0.56 £0.56

Pet care – doG Cesar Turkey & Lamb Pedigree Dentastix Pedigree Jumbone Pedigree Original Pedigree Original Pedigree Schmackos Beef

42 Retailer Matters

4094_RM22_p38-45_Core list_v3.indd 6

150g 7s 2s 1.2kg 400g 10’s

£0.85 £2.03 £1.88 £1.79 £0.68 £1.00

item

Size

rrSP

Bakers Complete Beef & Veg Winalot Chicken Winalot Chicken

1.5kg 400g 1.2kg

£3.99 £0.65 £1.49

Pet care – LifeStyLe VaLue ranGe Dog Food Superchunks Beef

1.2kg

£0.99

Pet care – cat Sheba Turkey & Chicken Thomas Cat Litter Whiskas Chicken Whiskas Chicken Pouch Whiskas Pouch Fishermans Choice Whiskas Pouch Poultry Whiskas Salmon Whiskas Temptations Chicken & Cheese Felix As Good As It Looks Ocean Feast Felix Chicken Felix Pouch Mixed Favourites Felix Tuna Pouch Go Cat Complete Duck, Rabbit & Chicken Go Cat Complete Tuna, Herring & Veg

150g 5ltr 390g 100g 12 x 100g 12 x 100g 390g 60g 12 x 100g 400g 12 x 100g 100g 375g 375g

£0.60 £2.65 £0.76 £0.40 £4.21 £4.21 £0.76 £1.38 £5.06 £0.70 £4.09 £0.48 £1.35 £1.35

PerSonaL care – toiLetrieS Gillette Blue II Fixed Disposable Razors Gillette Shave Gel Sensitive Head & Shoulders Shampoo Classic Clean Pantene Shampoo Smooth & Sleek Silvikrin Hairspray Firm Dove Cream Bar Lynx Bodyspray Africa Lynx Showergel Africa Sure APA Active for Men Sure APD Crystal Clear Aqua Carex Handwash Original Colgate Toothbrush Twister Colgate Toothpaste UCP Radox Showergel Fresh Moisture VO5 Mega Hold Gel

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

£2.06 £1.99 £2.99 £2.79 £1.96 £0.59 £3.25 £2.54 £2.61 £2.49 £1.63 £1.00 £1.00 £2.59 £2.80

PerSonaL care – feminine HyGiene Kotex Maxi Pad Normal Always Ultra Long Plus Always Ultra Night Always Ultra Normal Always Ultra Normal Plus Tampax Regular Tampax Super Bodyform Ultra Normal with Wings Lil-Lets Super

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

£1.15 £2.29 £2.29 £2.29 £2.29 £2.29 £2.29 £1.49 £1.60

non food - PaPer Andrex Natural Andrex Natural Andrex Quilts White Andrex White Andrex White Fiesta Kitchen Roll White Kleenex Balsam Pocket Tissues Kleenex Balsam Regular Kleenex for Men

4 Roll 2 Roll 4 Roll 4 Roll 2 Roll 2 Roll 9’s 90’s 100’s

£2.82 £1.61 £2.85 £2.82 £1.61 £1.39 £0.43 £1.99 £2.34

PaPer – LifeStyLe VaLue ranGe Facial Tissues Toilet Tissue White

120’s 4 Roll

£0.59 £0.79

PaPer – LifeStyLe ranGe Kitchen Roll White Softest Toilet Tissue White Softest Toilet Tissue White

2 Roll 4 Roll 2 Roll

£1.19 £1.85 £0.99

non food – Laundry Ariel Biological Ariel Excel Gel Bio Ariel Liquitab Biological Bold 2 in 1 Crystal Rain Daz Auto Regular Lenor Concentrated Spring Awakening Comfort Fabric Conditioner Original Blue Comfort Fabric Conditioner Pure

800g 592ml 11’s 800g 680g 750ml 750ml 750ml

£4.29 £4.59 £4.59 £3.99 £2.97 £2.13 £2.73 £2.73

item Persil Capsules Non Bio Persil Non Bio Persil Small & Mighty Liquid Non Bio Surf Small & Mighty Liquid Tropical Surf Tropical

Size

rrSP

10’s 850g 630ml 630ml 800g

£3.49 £3.99 £4.41 £2.99 £2.63

non food – Laundry – LifeStyLe VaLue ranGe Auto Washing Powder 780g

£0.99

non food – Laundry – LifeStyLe ranGe Conc Fabric Conditioner Jasmine & Sandalwood

750ml

£0.99

non food – HouSeHoLd Fairy Wash Up Lemon Fairy Wash Up Original Febreeze Airspray Cotton Fresh Flashguard All Purpose Liquid Lemon Flashguard Bathroom Spray Flashguard Spray with Bleach Flash Wipes Lemon Cif Cream Lemon Domestos Original Bleach Bloo Acticlean Original Dettol Surface Trigger Duck Liquid Fresh Finish All in 1 Mr Muscle Lemon Kitchen Mr Muscle Oven Cleaner Mr Muscle Sink & Plug Unblocker Mr Muscle Window Mr Sheen Original Shake ‘n’ Vac Citrus Blossom Vanish Carpet Powershot Vanish Oxi-Action Multi

433ml 433ml 300ml 500ml 500ml 500ml 40’s 500ml 750ml Twin 500ml 750ml 13’s 500ml 300ml 500ml 500ml 300ml 500g 600ml 500g

£1.51 £1.51 £2.99 £1.20 £2.25 £2.25 £1.00 £2.34 £1.17 £1.15 £2.03 £1.45 £3.99 £2.24 £2.59 £3.95 £1.99 £1.11 £1.15 £4.50 £4.59

non food – HouSeHoLd – LifeStyLe ranGe Clingfilm 350mm Disinfectant Firelighters Heavy Duty Refuse Sacks Kitchen Foil 300mm Press ‘n’ Seal Sandwich Bags Thick Bleach Original Wash Up Liquid Original

25m 500ml 14’s 10’s 7.5m 50’s 750ml 500ml

£1.00 £0.69 £0.80 £1.00 £1.00 £1.09 £0.79 £0.89

tobacco – ciGaretteS JPS Blue KS JPS Blue KS Lambert & Butler KS Lambert & Butler KS Richmond KS Richmond SK Windsor Blue KS Windsor Blue SK Mayfair KS Sterling KS Sterling SK Sterling SK

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

£6.61 £3.39 £7.45 £3.83 £7.11 £7.18 £6.61 £6.66 £7.36 £6.86 £6.91 £3.55

ciGaretteS – no3 (own brand) ranGe No3 KS No3 KS No3 SK No3 SK

20’s 10’s 20’s 10’s

£6.25 £3.19 £6.31 £3.20

ciGarS Classic Hamlet Hamlet Miniatures Café Crème Café Crème Blue

5’s 5’s 10’s 10’s 10’s

£4.81 £4.55 £4.30 £4.77 £4.77

tobacco Golden Virginia Golden Virginia Amber Leaf Amber Leaf Gold Leaf

12.5g 25g 25g 12.5g 12.5g

£4.32 £8.42 £7.93 £4.06 £3.77

issue 22 2014

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core range *Scotland only

item

Size

rrSP

Beer Budweiser Bottle Budweiser Can Stella Artois Bottle Stella Artois Bottle Stella Artois Pint Can Stella Artois Can Stella Artois Can Tennent’s Super Can Carlsberg Can Carlsberg Can Carlsberg Export Bottle Carlsberg Special Brew Can San Miguel Bottle Skol Can Guinness Draught Can Desperados Bottle Foster’s Gold Bottle Foster’s Pint Can Foster’s Can Foster’s Can John Smith’s Extra Smooth Can Kronenbourg 1664 Can Newcastle Brown Ale Peroni Bottle Peroni Bottle Tyskie Can Carling Pint Can Carling Can Carling Can Carling Zest Bottle Cobra Bottle Coors Light Can Corona Bottle Grolsch Bottle Crabbie’s Alcoholic Ginger Beer Old Speckled Hen Red Stripe Can *McEwan’s Export Can *Tennent’s Pint Can *Tennent’s Can *Tennent’s Can *Tennent’s Special Ale Can *Miller Genuine Draft Bottle

6pk 4pk 660ml 6pk 4pk 4pk 8pk 4pk 4pk 8pk 6pk 4pk 4pk 8pk 4pk 350ml 6pk 4pk 4pk 8pk 4pk 4pk 550ml 4pk 660ml 4pk 4pk 4pk 8pk 4pk 4pk 4pk 6pk 4pk 500ml 500ml 4pk 4pk 4pk 4pk 8pk 4pk 6pk

£6.49 £6.45 £2.30 £5.99 £6.99 £5.89 £8.99 £10.20 £4.50 £7.50 £5.25 £9.20 £5.00 £5.00 £6.36 £1.89 £5.79 £5.29 £4.49 £8.29 £4.49 £5.50 £2.25 £5.96 £2.78 £6.52 £5.29 £4.49 £7.79 £3.49 £4.99 £5.99 £9.19 £4.99 £2.39 £2.25 £4.99 £5.56 £6.68 £4.50 £8.29 £5.20 £8.10

Cider Stella Cidre Bulmers No.17 Bulmers Original Bulmers Pear Jacques Fruit des Bois Scrumpy Jack Strongbow Strongbow Strongbow Pear Magners Original Magners Original Can Magners Pear Carling Cider Merrydown Dry Merrydown Medium Crumpton Oaks Frosty Jacks Koppaberg Mixed Fruit

568ml 568ml 568ml 568ml 750ml 4pk 4pk 2ltr 4pk 568ml 4pk 568ml 500ml 750ml 750ml 2ltr 2ltr 500ml

£2.30 £2.19 £2.01 £2.01 £5.40 £5.40 £4.25 £3.79 £4.49 £2.09 £6.25 £2.09 £1.89 £2.80 £2.80 £3.49 £3.87 £2.55

Cider – eridge Vale & White Storm (oWn Brand) range Eridge Vale 2ltr White Storm 2ltr White Storm 1ltr White Storm 500ml Wine – White Echo Falls Chardonnay Echo Falls Pinot Grigio Echo Falls White Hardys VR Chardonnay Hardys VR Pinot Grigio Kumala Cape Classics White Stowells Chenin Blanc Turner Road Chardonnay-Pinot Grigio

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

£2.79 £2.99 £1.69 £0.99

£6.99 £6.99 £6.99 £7.39 £7.39 £6.09 £7.39 £6.09

item Casillero Del Diablo Sauvignon Blanc Isla Negra White Barefoot Pinot Grigio Gallo Pinot Grigio Gallo Sauvignon Blanc Blossom Hill Chardonnay Blossom Hill White Jacob’s Creek Chardonnay Jacob’s Creek Semillon Chardonnay Lindemans Bin 65 Chardonnay Wolf Blass Yellow Label Chardonnay Oyster Bay Sauvignon Blanc

Size 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl

rrSP £7.99 £5.99 £6.79 £6.99 £6.99 £6.75 £5.99 £8.05 £8.05 £8.49 £9.29 £10.99

Wine – VintnerS ColleCtion (oWn Brand) range Vintners Australian Chardonnay 75cl Vintners Californian Chardonnay 75cl Vintners Californian White 75cl Vintners Chilean Sauvignon Blanc 75cl Vintners Italian Pinot Grigio 75cl

£5.49 £5.49 £4.99 £5.49 £5.59

Wine – Premium oWn Brand The Narrows New Zealand Sauvignon Blanc

75cl

£6.79

Wine – red Echo Falls Cabernet Sauvignon Echo Falls Merlot Echo Falls Red Hardys VR Cabernet Sauvignon Hardys VR Merlot Hardys VR Shiraz Kumala Cape Classics Red Stamp Shiraz Cabernet Stowells Tempranillo Turner Road Cabernet Sauvignon Merlot Casillero Del Diablo Cabernet Sauvignon Isla Negra Red Gallo Cabernet Sauvignon Blossom Hill Red Campo Viejo Crianza Jacob’s Creek Grenache Shiraz Jacob’s Creek Shiraz Cabernet Lindemans Bin 50 Shiraz Wolf Blass Yellow Label Cabernet Sauvignon Wolf Blass Yellow Label Shiraz

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

£6.99 £6.99 £6.99 £7.39 £7.39 £7.39 £6.09 £7.79 £7.39 £6.09 £7.99 £5.99 £6.99 £5.99 £8.69 £8.05 £8.05 £8.49 £9.49 £9.49

Wine – VintnerS ColleCtion (oWn Brand) range Vintners Australian Shiraz 75cl Vintners Californian Merlot 75cl Vintners Californian Red 75cl

£5.49 £5.49 £4.99

Wine – Premium oWn Brand Don Fabian Spanish

£5.59

Wine – roSé Echo Falls Rosé Echo Falls White Zinfandel Stowells Merlot Rosé Barefoot White Zinfandel Gallo White Zinfandel Gallo White Grenache Blossom Hill White Zinfandel Jacob’s Creek Shiraz Rosé

75cl

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

Wine – VintnerS ColleCtion (oWn Brand) range Vintners Californian White Zinfandel 75cl

£6.99 £6.99 £7.39 £6.79 £6.99 £6.99 £6.75 £8.05

£5.49

Wine – SParkling Asti Martini Jacob’s Creek Sparkling White

75cl 75cl

£9.99 £10.39

Wine – Premium oWn Brand Prosecco Santa Loretta

75cl

£7.99

Wine – FortiFied Wine Stone’s Ginger Wine Martini Bianco Martini Extra Dry Harveys Bristol Cream Cockburn’s Fine Ruby Port Croft Original

70cl 75cl 75cl 75cl 75cl 75cl

£7.49 £9.49 £9.49 £11.49 £11.99 £12.99

item

Size

rrSP

QC Cream QC Medium Taylor’s Select Port

70cl 70cl 75cl

£5.49 £5.49 £12.45

Wine – SParkling Perry Lambrini Lambrini Lambrini Cherry

1.5ltr 75cl 75cl

£3.59 £1.79 £2.89

Wine – Bellarini (oWn Brand) range Bellarini Bellarini

1.5ltr 75cl

£2.39 £1.35

SPiritS & artd’S – SPiritS Bacardi Jack Daniels Jack Daniels Southern Comfort Baileys Bell’s Whisky Bell’s Whisky Captain Morgan Captain Morgan Spiced Gordon’s Gin Gordon’s Gin Smirnoff Smirnoff Disaronno Glenfiddich Three Barrels Brandy Tia Maria Courvoisier Sourz Apple The Famous Grouse The Famous Grouse Jameson Malibu Russian Standard Glen’s Vodka Glen’s Vodka Glen’s Vodka Jagermeister *Bacardi *Drambuie *OVD Rum *OVD Rum *The Famous Grouse *Martell *Isle of Jura *Whyte & Mackay *Whyte & Mackay

70cl 70cl 35cl 70cl 70cl 70cl 35cl 70cl 70cl 70cl 35cl 70cl 35cl 50cl 70cl 70cl 70cl 70cl 70cl 70cl 35cl 70cl 70cl 70cl 70cl 35cl 20cl 70cl 35cl 70cl 70cl 35cl 20cl 70cl 70cl 70cl 35cl

£18.49 £23.99 £13.99 £19.99 £15.49 £17.49 £9.79 £17.49 £16.99 £16.45 £9.49 £15.99 £8.99 £15.29 £35.29 £18.29 £15.99 £25.70 £13.45 £16.59 £9.39 £21.95 £14.99 £16.30 £11.49 £6.59 £3.99 £22.45 £8.75 £27.10 £17.99 £10.19 £5.75 £26.49 £32.99 £16.50 £9.45

SPiritS & artd’S – PrinCe ConSort (oWn Brand) range Prince Consort Brandy 70cl £11.99 Prince Consort Brandy 35cl £7.29 Prince Consort Gin 70cl £11.49 Prince Consort Vodka 70cl £10.99 Prince Consort Vodka 35cl £6.79 Prince Consort Whisky 70cl £12.49 Prince Consort Whisky 35cl £7.79 artd’S Jack Daniels & Cola Gordon’s Gin & Tonic Smirnoff Ice Smirnoff Ice Smirnoff & Cola Smirnoff & Cranberry WKD Blue WKD Blue WKD Iron Brew *Bacardi Breezer Orange *Morgans Spiced & Cola *WKD Red

330ml 250ml 70cl 4 x 275ml 250ml 250ml 70cl 4 x 275ml 70cl 70cl 250ml 70cl

£2.55 £2.09 £3.75 £4.59 £2.09 £2.09 £3.59 £6.05 £3.59 £2.99 £2.09 £3.49

light SPiritS (oWn Brand) range V*dgrad V*dgrad

70cl 35cl

£5.59 £2.99

All RRSPs listed are correct at the time of going to press, February 2014. 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.

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The secrets of my

A V T A GRE

R E C O R G

Retailer Matters goes behind the scenes in a busy Store to discover the tools of the trade

E U L A V T A GRE IES

R E C O GR

GREAT VALUE

GROCERIES

V T A E GR

E C O R G

This issue, meet Retailer Paul Uppal, who owns Uppals Lifestyle Express Store in Middlesbrough When did you start out as a Retailer?

My mother opened Uppals in 1983 and we have run it as a family for the past 30 years. She’s responsible for building the business up to what it is today and she always understood that listening to what Customers need is key to a business’s success. Her happy, positive disposition meant that she was loved by her Customers and, now she’s retired, I’ve

taken over her incredible work and aim to take the Store to the next level.

Q

When did you join Lifestyle Express?

We wanted to be able to keep up with the changes in the industry and be better placed to compete with the multiples, so we looked at the fascia groups. We felt that Lifestyle Express provided a service that would allow us to develop our business and keep our

Paul Uppal and his family, who between them have run their Store for 30 years

Customers happy, so we joined in 2013.

We have been committed shoppers at Blakemore Wholesale for many years and by joining Lifestyle Express, we can provide our Customers with better offers and promotions.

Q

What is your unique selling point?

It’s simple – good, old-fashioned service with a smile! First impressions are so important in retail, as no one issue 22 2014

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t

Q

Retailer Matters 47

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feature Your Store

You and Your Store in the Spotlight

in n Describe your Store , friendly three words: Warm

and convenient.

n Describe yourself in d, three words: Motivate

driven and happy.

lling n What is your bestse y product: LSV Energ

Drink cans.

Q

wants to be greeted by an unfriendly face. I ensure we follow my mother’s example and always provide a warm, friendly service to our Customers and local community.

Q

What has been a recent success for you?

Since joining Lifestyle Express, we decided to extend our opening hours, so we are now open from 7am until 10pm (previously it was 10am-10pm). Now we’re open earlier, we can sell newspapers and provide a more convenient service to our Customers. We’ve seen our sales go up as a direct result.

Q

How do you spread the word?

I believe that word of mouth is the best form of advertisement, although we also advertise our offers through leaflets and posters.

Q

What sort of promotions do you take advantage of?

The many special offers Lifestyle Express provides have proved to be a hit with Customers. It’s good to be able to give something back and our Customers appreciate the savings. A really popular promotion for us is the meal deals.

Q

What is the best thing about being part of the Lifestyle Express group?

The Uppal’s Store now looks vibrant and smarter, with clear signposting to special offers

commented on how good it looks. There are still a lot of improvements we want to make, but those will happen over time.

Q

What has been the best decision you’ve made about the Store?

Joining Lifestyle Express has been a great decision, as we’ve found a symbol group that suits our needs and those of our Customers. The decision to extend our opening hours and stock newspapers has been a huge success and suits our Customer base.

Q

Any tips for other Retailers?

You have to adapt to the changing ways that people shop. Customers are savvy with their spending and are prepared to travel to get a cheaper deal.

We would highly recommend joining a fascia group, it’s the only way forward to really grow your business.

What are your plans for the future?

I want to expand the product line and look at adapting innovative systems and practices to ensure we stay up to date as the industry changes so that we can continue to grow. I would love to become an Evolution Store and win Retailer of the Year. This would be testament to my mother’s hard work and the long, dedicated service she has given to the local community. I really believe that you should be recognised for your efforts and be proud of what you have achieved.

Q

Final words?

Our family-run business has seen many changes in the retail industry, as well as increases in the competition with other local businesses and supermarkets.

We aim to provide an outstanding, friendly service, to always listen to our Customers and to provide what they want at a competitive price point so that there is no reason for them to go anywhere else.

What’s the secret to your success?

It’s been a really smart move.

I’m still my own boss, but I have fantastic advice and Get in touch and share your story support from the group.

They’re there when you need retailermatters@ them and are always willing to summersault.co.uk help. Plus, the Store looks much smarter and more vibrant now, and so many of our Customers have

48 Retailer Matters

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your guide to…

… working with Core Range Advisors The new Core Range Advisors are now in place and will work with you to boost your business. What are you waiting for?

Core Range Advisor Deborah White works with AJ Kassim to boost sales at M&A Stores

EvEry rEtailEr knows that the only way to succeed in retail is to sell the products that your Customers want, right? But because it’s not always that simple, lifestyle Express created Core range, a list of 860 bestselling products that Customers know and love.

By stocking the Core range, you will see an increased basket spend,

Lifestyle Express has appointed four Core Range Advisors who will work with you to maximise your sales and profits, and give your business a boost satisfied Customers with loyalty to your store, and you’ll receive Cash Back. to make it even easier for retailers to ensure their shelves are groaning under the weight of the best possible products for Customers, lifestyle Express has appointed four Core range advisors who will work with you to maximise your sales and profits, and give your business a boost.

The advisors will visit your store, assess your stock, and identify products with a proven track record that you should be stocking. if you make sure your Customers can always buy their

50 Retailer Matters

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favourite items, they’ll leave happy and return again and again. oh, and you’ll be driving up sales, so it’s a win-win situation.

What happens? assessment: your Core range advisor will look at the products you currently stock and identify which of the Core range products you should add to your shelves. cash back: For every Core range product we recommend, you will receive a Cash Back voucher for £1 off the case price at your Member Depot. folloW-up: your Core range advisor will arrange a follow-up

visit to see how they can continue to help you and your business.

What do I do?

Email your details to corerange@ lmkcc.co.uk with ‘Core range advisor’ in the subject line and we’ll get in touch to arrange a date for one of the advisors to visit you.

if you’d like to talk to a core range advisor, email your details to corerange@ lmkcc.co.uk

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