Retailer matters 28

Retailer Matters The magazine exclusively for Lifestyle Express Retailers s

Issue

28

March/April 2015 September 2013

PLUS‌

We are family Why a community demanded back their family store

Best of the best Could you be an award-winning retailer?

Smart thinking

Time for a

CHANGE? Give things a shake-up and get better results

Ex cl fr usi om ve ly

Make uniforms your next move

March/April 2015 welcome

Welcome

ON THE COVER Thanks to cover star Dal Singh, from Lifestyle Express Harry Perks in Willenhall. See pages 34-38.

TOP STORIES

24 30 34 41

SPRING CLEAN YOUR BUSINESS Make changes for the better

BE AN AWARD-WINNER TOO Bay Bashir has won plenty and explains why

SINGHS, PLEASE COME BACK! Local community’s plea to retailers

UNIFORMS ARE WAY FORWARD The reasons why wearing uniform is wise

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 319 982 Alternatively, email

retailermatters@summersault.co.uk or write to Retailer Matters, Summersault Communications, Victoria Court, 8 Dormer Place, Leamington Spa, Warwickshire CV32 5AE

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 Editor Kate Feasey Senior Art Editor Emma Bramwell Account Manager Julia Fulford Advertising Account Manager Adam Turner Managing Director Simon Chappell

WELCOME TO THE latest issue of Retailer Matters, landing in time for you to take note of some key dates.

One of them is 6 April, when the tobacco display ban comes into force. On page 8, we help you get prepared by looking at ways you can cover your tobacco displays according to guidelines, without having to spend a fortune.

As we all know, putting customers first is key and stocking the nation’s favourite brands and products is a great way to make sure we are inline with the competition. Check out our latest promotion to help you (pages 28-29). And please get in touch and tell us what your customers’ favourite products are.

Another key date for you is Mother’s Day on 15 March. Mum’s the word on page 22 – how can you make your store a gift destination and not just a quick stop for an emergency purchase? We suggest some ways you can think outside the (chocolate) box!

And if there’s one retailer who knows all about responsible retailing it’s Bay Bashir. Find out how he became a multi award-winner on pages 30-32.

Enjoy the read and get in touch if you have a story to share, we’d love to hear from you.

To advertise: Please contact Adam Turner on 01926 319 932 or email adam.turner@summersault.co.uk To discuss editorial: Please contact Stephenie Shaw on 01926 319 982 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 28 2015

Retailer Matters 05

contents March/April 2015

51 09 Industry news The latest from the industry

15 New products

23

Check out our suggestions for the latest must-have products

19 Retail in detail

19

We catch up with Kesh Bagha, who shares his retailing story

23 Mum’s the word Be prepared for another big date on the retail calendar

24 Time for a spring clean Ring in the changes and make a big difference to your business

28 Stock up on Britain’s Favourites Cash in on Landmark Wholesale’s latest promotions

30 Top of his game Get the low-down on retailer Bay Bashir’s industry award wins

34 Back by demand We profile a much-loved Willenhall store

38 D Dal’s l’ ttop ti tips Community-minded Dal shares his suggestions for store success

41 If you only do one thing… ... get smart and buy uniforms

43 Core list The essential guide to the topselling products for your store

34

24

51 The secrets of my success New retailer Ranjit Shocker swaps his pub for a store

54 Your guide to… … supporting pporting your local community unity

30

15

41

industry news

Are you ready?

The tobacco display ban comes into force in just a matter of weeks and it is essential that every UK retailer is prepared URGENT – TAKE ACTION NOW

OPTION 2

FROM 6 APRIL 2015, all tobacco displays in stores across the UK must be covered up. Failing to act simply isn’t an option. There are no exceptions to the rule; if you sell tobacco products, the ban includes you. If you don’t cover up, you could be prosecuted, handed a hefty fine or even face six months in prison.

OPTION 3 OPTION 3 – PREMIUM

SO WHAT DO RETAILERS NEED TO DO? The first thing to do is establish how you will cover up your gantry. While the new legislation states that all gantries must be covered up, it doesn’t dictate how.

Some retailers have an agreement with their tobacco company to adapt their gantry, but many retailers need to source their own solution.

Landmark has sourced new options for you so that you don’t have to and advise retailers to find a solution such as the ones detailed below. When considering the best option, think about what will work best for your store, budget and timescale.

OPTION 1 – LOW COST Q Covering up your tobacco gantry with a curtain screen is the simplest and most cost-effective solution.

Simply measure your existing display equipment, choose your preferred colour, the width and height you need, and your curtain screen will be delivered. You can then fit this yourself to become instantly compliant.

Q From £50, available in a

OPTION 1 choice of colours.

Q Call 020 8242 4724.

Q Visit www.tobaccodisplay screens.co.uk

OPTION 2 – MID-PRICE Q Another solution is to choose made-to-measure sliding doors for your tobacco gantry. The doors

are opaque-coloured plastic with aluminium sliding tracks at the top and bottom, and they can be retrofitted to your existing display.

Q From £355 per set, available in a choice of colours.

Q Call 020 8242 4724.

Q Visit www. tobaccodisplayscreens.co.uk

Q Automated tobacco gantries.

All units are fully compliant with both the UK and Scottish tobacco display regulations, even when doors are open for restocking. The stock is locked in a secure metal cabinet, which prevents over-counter thefts and discourages break-ins. Simply make a selection and the chosen product is instantly dispensed and automatically scanned to the till, saving staff time. It also provides real stock control, as no product is dispensed without being rung up on the till.

Q Prices start at £2,574 from Navarra Retail Systems Ltd. Q Call 0121 384 2328 or 07568 115160.

Q Email: info@ navarraretailsystems.com Q Visit www.navarraretail systems.com

REMEMBER Q Make sure all your price lists and product details are compliant. Prices can only be shown on a display list no larger than A3 in size. The words must be in Helvetica font and no larger than

7mm. Adults can be shown a picture price list, if requested.

Q Ensure all your staff are fully aware of the ban and how they can access the gantry to check stock levels, clean it and serve customers.

ISSUE 28 2015

Retailer Matters 09

news

Craft cracking sales FOR OCCASIONS SUCH AS Easter, customers tend to buy gifts from the convenience channel for two reasons: a last-minute emergency purchase; or because the promotions are winners. So think about your prices and choose products carefully. Don’t stock too many lines and focus on the bestselling medium-size eggs, and you can’t go far wrong.

And don’t forget the rapidly expanding self-eat market. Place self-eat products, such as the ever-popular MaltEaster Bunny and Cadbury Creme Eggs, close to the till point and support them with eye-catching POS to grab your customers’ attention and interrupt them.

Rate relief request for ATM retailers COUNCILS ARE BEING URGED to use their business rates powers to increase access to free-to-use cash machines on high streets and in town centres.

Companies who install and operate ATMs generally pay business rates to the local authority for each machine. Convenience stores can struggle with this, despite there being help available from the government that reduces costs by offering business rates discounts.

Councils opting to provide a discount on rates can incentivise shops and ATM providers to install new machines and remove charges on pay-to-use machines.

The government wants councils

to make full use of these powers to benefit local residents and make fee-free withdrawals widely available. Under the government’s business rates retention scheme, it funds 50% of the cost of any local discount granted.

VITAL SERVICE High Street Minister Penny Mordaunt has written to councils across the UK asking them to offer rate relief to shops that do not charge for ATM transactions. She said: “People should not have to pay through the nose to access their cash. Free-to-use cash machines are a vital service that we are asking councils to take seriously.”

James Lowman, Chief Executive of ACS, said: “Councils should be thinking about using discretionary rate relief to reduce the costs of operating these services so that we can see more free-to-use cash machines supporting more high streets and local centres.”

news

The future looks bright The convenience channel is perfectly placed to respond to changing shopper trends.

Make sure you know what your customers want and need to safeguard future success ACCORDING TO RECENT research, the future for convenience retailers is looking good, as it revealed that convenience stores are being visited, on average, 12 times a month by individual shoppers.

IGD’s latest ShopperVista research revealed that convenience is already the second-largest grocery channel and it forecasts that by 2019 convenience could account for nearly a quarter of all food and grocery sales.

CONVENIENT Together, convenience, discount and online retailing are expected

to grow by more than £31 billion over the next five years and claim 43% of the market. The research also found that half of shoppers now believe that it’s more convenient to shop around rather than buy everything under one roof, with the average shopper making 24 grocery trips a month through four different channels.

SHOPPERS’ PRIORITIES Today’s shoppers have three main priorities: save money on food and groceries (64%); reduce food waste (47%); and stick to a budget (47%).

Joanne Denney-Finch, IGD Chief Executive, said: “The

fundamental shifts in shopper behaviour we have seen in recent years indicate that whether you’re a retailer or a supplier, there is a huge opportunity in the convenience channel.”

IGD’s research also unveiled some key improvements that convenience shoppers would like to see on pricing and promotions: Q 42% said they favour price reductions over multi-buys in the channel Q 41% would like to see more pound deals or value areas Q 37% want it to be easier to compare offers with the original price.

new products

BREAKFAST LIKE A KING Belvita is hoping to capture the attention of those looking for new ideas for breakfast with its brand-new Tops.

Already launched in France, the crispy biscuits are made with wholegrain cereal and have a flavoured topping, either strawberry or chocohazelnuts. The launch is supported by a £2 million marketing campaign.

Belvita Tops RRP £2.79, 5x3 biscuits

SPRING MUST-HAVES Here’s our round-up of the best new products that will make a welcome addition to your shelves

IN--CID IN-CIDER INFORMATION INF FOR Keen Ke een to expand on the success ss of its ex ge, existing alcohol-free range, Kopparberg has added a new Ko va variant – strawberry & lime.

The T new flavour joins the e cu d current offering of mixed fruit fr and pear. berg’s Rob Calder, Kopparberg’s Head H of Marketing, said: d: “ “Our alcohol-free ciderss don’t compromise on taste and offer retailerss a way to capitalise on d for the increasing demand alcohol-free products and ople occasions where people want to moderate their eir alcohol intake.”

Kopparberg Strawberry wberry ee & Lime Alcohol-Free RRP Not available e

VALUE IN VOLUMES Walkers is extending its popular 39p price-marked range by adding Roast Beef and Pickled Onion Monster Munch. These two Monster Munch flavours will join the existing 39p range, which includes Cheese Balls, Snaps, Frazzles, Twisted and Chipsticks. To help retailers maximise the impact, Walkers is producing a four-case stacker and in-store POS to provide an eye-catching display for the 39p collection.

Walkers Monster Munch RRP 39p

ISSUE 28 2015

Retailer Matters 15

new products

HEINZ IS ON A ROLL Created with customers on the go in e mind, new Heinz Ploughman’s Pickle Pork Sausage Roll and Tomato Ketchup Pork Sausage Roll are packaged for convenience. Made from pork sausagemeat topped with Heinz Ploughman’s Pickle or Heinz Tomato Ketchup and wrapped in light puff pastry, they can be enjoyed hot or cold, and are perfect for a quick and tasty snack – a great addition to your food-to-go offering.

Heinz Ploughman’s Pickle Pork Sausage Roll and Heinz Tomato Ketchup Pork Sausage Roll both £1, 130g

TOP CHOICE Heinz has added children’s favourite characters Angry Birds and Teenage Mutant Ninja Turtles to its range ge of pasta shapes. According to Heinz, the licensed canned pasta range is worth £10.6m, as parents choose characters based on their family’s preference.

Heinz pasta shapes RRP not available, 205g

GOING TO THE DARK SIDE Aiming at the adult market, Ferrero is launching Kinder Bueno Dark, a limited edition variant of its popular chocolate bar. Ferrero is keen to appeal to a target audience of 25 to 34-year-old women, so is including an on-pack promotion giving customers £5 off Nails Inc. products and services, as well as giving away nail varnishes.

Kinder Bueno Dark RRP not available

BONBONS WITH FIZZ

EGG-CELLENT NEWS FOR BISCUIT FANS After the runaway success of Cadbury Creme Egg Biscuits last year, they’re back for Easter 2015. Available from 1 January until 6 April, the biscuits will be supported by in-store POS. The 106g packs come in cases of 12. David Costello, Head of Customer Category

16 Retailer Matters

ISSUE 28 2015

Management at Burton’s Biscuit Company, said: “Cadbury Creme Egg Biscuits drove category growth within special treats, bringing in an additional 850,000 buyers to Cadbury sweet biscuits over 17 weeks.” Cadbury Creme Egg Biscuits RRP £1.79, 106g

Available from February in 140g sharing bags, brand-new Refreshers Fizz Balls combine the traditional taste of children’s favourite Refreshers in a bonbon format.

Each pack contains four flavours – raspberry, lime, lemon and orange – and the packaging reflects the easily recognisable Refreshers swirled design.

Refreshers Fizz Balls RRP £1, 140g

the big interview

RETAIL

in detail Q

Can you give us a brief description of your store?

It’s a modern Lifestyle Express convenience store in Rutherglen, Glasgow, which has been refurbished from top to bottom.

Q

store standards and stock levels.

I immediately carried out a huge refurbishment and have created a lot more space and a totally new store, with brand-new flooring, shelving and bright LED lighting. We then opened six weeks later.

How long have you had the store?

I took it over at the end of 2014 from the previous owner, who had let things deteriorate badly, with low

Q

Did you always want to be a retailer?

My father has had stores for as long

as I can remember and I started getting involved from around the age of five. At 16, I began working full-time with my dad in his store, which was also in Glasgow. In 2000, my brother and I bought a shop together and ran it for eight years, before selling it.

I then returned to my dad’s store and ran it for him, but I knew I wanted the challenge of owning and running my own store. Through working for my

ISSUE 28 2015

Retailer Matters 19

W

Long-time retailer Kesh Bagha has always worked with his family, but now he has taken the plunge and opened his very own store in Glasgow

the big interview

Kesh and his brother together again in Kesh’s bright and modern new store

TOP Spend time building up your knowledge TIP and experience in retailing and take on your own store when you feel confident. that I’ve gone to so much effort, which will benefit the whole community.

What’s really wonderful is when I see the surprised look on a new customer’s face as they walk through the door. And then they quickly become regulars. I’m seeing new faces all the time and they’re coming back again and again, which is just great. dad, and with my brother, I’d learnt so much and I wanted to see if I could bring a store up from the very bottom and make it a success.

Q

What has been your most challenging time?

Right now! The previous owner had closed the store for 14 weeks before I bought it and so not only do I have to overcome the poor reputation that the store had, but I’m trying to win back the customers who went elsewhere while the store was closed.

Q

What has been the highlight so far?

Without a doubt it’s been customers’ reaction to the store. They’re delighted that it’s so clean, modern and different to what was there before. They’ve told me how much they appreciate the fact

20 Retailer Matters

ISSUE 28 2015

Q

How has joining Lifestyle Express benefited you and your store?

My father has always used United Wholesale for our cash and carry and so have I. I trust their knowledge and experience, and when United introduced me to Landmark Wholesale Retail Development Manager Derek Ramsay, I knew I was in the safest possible hands. The Lifestyle Own Brand products and promotions are brilliant, and the Cash Back is an added bonus!

Q

Who or what inspires you?

I’m inspired by other retailers. I also read Retailer Matters and other trade titles to see what successful retailers are doing and I take their ideas on board. I’d love to think that in a few years’ time, someone might look at me and feel inspired.

THE FINER DETAILS… AT WORK… Q What are your bestsellers? le ers?

Irn Bru is popular, as are other th her soft drinks, pet food, confectionery and alcohol.

Q Bestselling Lifestyle Own-Brand product?

Lifestyle Value Cooking Oilil and Toilet Roll.

Q What’s the best thing g ng g about your job? Knowing that my success is in myy o own hands, but I have to put in the hard work.

AT HOME… Q Favourite holiday destination?

Portugal. I last went in 2004 and it made a lasting impression on me.

Q What do you do in your spare time? I love spending time with my friends and family, and work out at the gym. Right now, I don’t have much sp spare time, but I’m hoping to ge get a better balance soon. ba Q Favourite meal? It’s got m to be Italian as I love lasagne.

Mother’s Day feature

MUM’S

the word It’s all too easy for other occasions to be eclipsed by Easter, with its bunny and egg overload, but don’t forget Mother’s Day – fill your shelves with spring treats for customers to give as thank you gifts to their mums

W

hen it comes to stocking up on Mother’s Day gifts, it pays to think ahead and plan what you want to offer.

While boxes of chocolates will always be a popular choice, what can you do to stand out from the crowd and provide different options for your customers?

Think about expanding your range to cover not only the tried-and-tested bestsellers, but also more luxury, indulgent options. And don’t always go for size. Rather than huge boxes of standard chocolates, think about smaller formats and promotions, which mean customers could choose two or three gifts instead of just one.

OFFER SOMETHING DIFFERENT Look at what your competition are doing and see if you can offer something different. Is there a supplier that isn’t stocked locally, which would mean you have more to offer customers? Make your store a destination for gifts, rather than just somewhere for a last-minute emergency purchase.

And it’s not just about gifts, think about cards too. Even if you don’t currently sell greetings cards, see if you can make space for a small display for special occasions. It pays to place things together, so put cards and wrapping paper next to any displays of Mother’s Day items so that it’s clear you have everything your customers need.

MULTIBUY PURCHASES You could encourage shoppers to team a traditional gift of chocolates or flowers with something more unexpected, such as a hamper, mug, scarf or photo frame.

Champagne, Prosecco or sparkling wine is always a lovely idea, especially when it’s on offer or comes in a gift bag or wrapped with a gift tag. Offer a promotion where such items are linked to drive up multibuy purchases.

ISSUE 28 2015

Retailer Matters 23

PROMOTIONS

SPRING CLEAN to boost business If you never change what you do and how you do it, your results will always be the same. Spring is the ideal time to introduce new things or have a change around to drive up sales, proďŹ t and footfall 24 Retailer Matters

ISSUE 28 2015

Business spring clean feature

BASKETS

LIGHTING

SHOUT ABOUT YOUR PROMOTIONS

ATMs

FOOD-TO-GO

Special offers, promotions and discount deals are the secret weapons for retailers to win new customers and keep their regulars happy. Advertise your promotions and great deals to win back the shoppers who have been wooed by the multiples, discounters or your local competition. They’re also a great way to steer customers on to Own Brand or products offering you, the retailer, better margins.

HAVE BASKETS AVAILABLE

LIGHT BULB MOMENT By installing LED lights, your whole store will look and feel improved.

Lighter and brighter than traditional lighting, LED lights create a feeling of warmth and spaciousness, and will also give your store a real air of professionalism. And as LED lighting uses less energy, it helps to cut overheads and your carbon footprint.

CASH IN ON CONVENIENCE When it comes to offering customers what they need, adding an in-store ATM is a wise move. The benefits are twofold: having cash in their hand means customers are more likely to spend in store; and newly withdrawn cash on site can also lead to additional impulse purchases. Compellingly, research shows that 87% of people who have ever used an in-store ATM cited it as a vital in-store service.

GRAB AND GO Offering an enticing range of food-to-go ensures retailers are not only cashing in on a significant shopper need and benefiting from a new revenue stream,

but they’re also increasing footfall and driving up customer loyalty. With 79% of purchases in convenience made by shoppers on an ‘eat now’ mission, food-to-go offers huge opportunities for retailers. Talk to your customers about what they’d like and find out what’s on offer locally. Freshly made sandwiches, hot dogs and pastries are all relatively easy to offer and deliver impressive sales.

BEST NAME IN TOWN Offering customers variety, value and quality, an Own Brand label is essential for successful convenience retailing.

A great range of Own Brand products gives your customers choice, and not only allows them to save money, but

ISSUE 28 2015

Retailer Matters 25

W

Make it easier for your customers to spend more by providing them with baskets. Research shows that if every customer bought one extra item per visit, this would result in an additional £3.20 per customer per week, which is pretty impressive. Even the smallest store can find room for half a dozen baskets, which means your customers won’t be limited by how much they can carry.

EPOS

also caters to differing tastes and preferences.

Research shows that shoppers who buy Own Brand products tend to spend 32% more than the average shopper.

FANCY A CUPPA? Grab-and-go hot drinks can be a real winner when it comes to increasing footfall and having a pointt of o local difference. With 55% of customers leaving the house without breakfast, your hot drinks machine will come into its own first thing in the morning. Think about teaming the hot drinks with other impulse purchases, like a pastry,

PARCEL COLLECTION

cereal bar or cookie. With a potential margin of 70% and very little effort involved, hot drinks are a tasty offering.

BE A COLLECTION DESTINATION With almost one in five online sales being delivered via a ‘click and collect’ service, an in-store parcel collection and drop-off service is a great way to attract new customers and offer added value.

This will mean customers discover your store when they come to collect or return etu a parcel and chances are they’ll pick up some milk, th bread or a bottle of wine while they’re there. And, of course, it’s an added revenue stream. r

EEMBRACE TECHNOLOGY If you haven’t yet embraced modern technology in your m store, sto 2015 should be the year that you do. Installing an tha EPOS system will not only EPO make mak your accounts much easier, easie but will also help you

to assess stock levels, carry out audits and analyse what has sold well and when.

BECOME A POINT FOR PAYMENT By adding a payment service such as PayPoint, you’re giving yourself yet another reason for customers to use your store. Providing this kind of service can be a lifeline for many local people and will drive new customers to your store.

WHAT’S FOR DINNER? A definite pattern has emerged in the past year where shoppers use their local store for that evening’s meal. Meal-fortonight options are showing significant growth and this looks set to continue. By 2018, him! predicts that the combination of meal-for-tonight and food-to-go will be worth a staggering £9.6bn, which is just under a third of trade spend. Ask your customers what they want and merchandise meal solutions at the

Business spring clean feature

front of the store to make their shopping trips even easier.

GET FRESH A huge area of opportunity for retailers is chilled and fresh. Not traditionally a strength in the convenience channel, customers are looking for this more and more. If you want to compete with the multiples, mini multiples and discounters on your doorstep, you need to offer a varied range of chilled and fresh options, which will help you become a destination for meal-for-tonight shoppers.

VALUE ZONE Setting up a dedicated area of the store where you have your range of Lifestyle Value Own Brand products all together is a brilliant way to generate interest and impact for your customers. With a Value Zone, you’ll create an eye-catching area of the store and will clearly be telling your customers that you represent great value, while you benefit from Lifestyle Value’s great margins.

A NEW LOOK Freshening up your store doesn’t have to mean a full store refurbishment. Making any changes, big or small, can give your store a new lease of life. Be as objective as you can and take a long, hard look at your store from the outside in. How does it look as you approach it? Is the store clean, tidy and well laid out? Would it benefit from a lick of paint, some new chillers, or dedicated areas or zones to interest and impress your customers?

EXPERTS

TALK TO THE EXPERTS To make sure you’re stocking the products your customers are most likely to buy, it makes sense to talk to the experts. Lifestyle Express has appointed several Core Range Advisors, who work with retailers to maximise your sales and

“Offering customers variety, value and quality, an Own Brand label is essential for successful convenience retailing”

profits, and give your business a boost.

They visit your store, assess your stock and identify products with a proven track record that you should be stocking.

By ensuring your customers can always buy their 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.

A RIT IN’

ALL YOU NEED

FA

VO

S

O

O

S

B

feature Britain’s Favourites

U RI T

E

Stock up on the NAT ION’S FAVOURI T ES Put a smile on your customers’ faces with the latest promotions from Landmark Wholesale

A

s retailers, you know that the combination of big names, popular products and great prices make a truly fantastic promotion for your customers, and for you and your business.

In depot from 9 to 28 March, the latest promotion from Landmark Wholesale offers a fantastic range of products, all from some of Britain’s favourite brands.

On offer in Landmark’s latest promotion is the Top 12 bestselling products from Britain’s favourite brands, including Robinsons cordials, Foster’s, Ribena, Carling, Bisto and Wispa. But that’s not all. When you buy all of the Top 12 products, you make an additional saving of £35. And it’s not just the Top 12 that offer impressive savings, there are also more than 40 other great deals to be snapped up.

At the same time, Landmark is also offering some fantastic deals on Lifestyle Value groceries, including teabags, sugar, baked beans and apple juice, so you can enjoy sensational savings on the must-have items your customers want and need.

28 Retailer Matters

ISSUE 28 2015

Also, exclusively for Lifestyle Express retailers, you can earn £59 Cash Back, £29 for branded and £30 for Own Brand, by creating a display and using the supplied POS. While these promotions give your customers what they need, they also enable you to compete locally against the big supermarkets and discounters.

Attention-grabbing promotions show that your store is a force to be reckoned with when it comes to delivering excellent ent value.

So what are you waitingg for? Head to yourr local Landmark mark Wholesale esale member er depot and stock up now.

TOP Think about how you’ll TIP grab the attention of your customers. Choose an area close to your store’s entrance that will instantly catch their eye. Use all the provided POS to make an impact, and wait for the queues to form.

feature Responsible retailing

Bay Bashir’s dedication to responsible retailing has seen him win many prestigious awards

Want to be an AWARD WINNER? Winning a national award for your business is something many of us dream of, but for Bay Bashir it’s a reality, as his tireless hard work and clear focus has ensured he is top of his game 30 Retailer Matters

ISSUE 28 2015

“My local community supports me and my stores, and I love being able to give something back. I try to make the community a safer, healthier, happier place to be” love being able to give something back,” he said.

“I try to make the community a safer, healthier, happier place to be by taking responsible retailing seriously, and I support as many good causes through donations or sponsorship as I can. Not only does this make me feel good, but it has strengthened my relationship with local people as they see us contributing towards the local area.”

Every retailer knows that they should ensure age-restricted products, such as alcohol and tobacco, don’t fall into the wrong hands, but there’s much more to it

than that, as demonstrated time and time again by Bay and his staff at his three Middlesbrough Lifestyle Express stores. So how can you go the extra mile to ensure you’re really delivering responsible retailing?

SECRET WEAPON An easy-to-achieve first step is to clearly display Challenge 25 posters and materials in your store. Ensure your staff wear Challenge 25 badges at all times so that underage customers are in no doubt that your store isn’t an easy target.

Bay’s secret weapon in responsible retailing is investing in training for every member of staff.

“I know that by investing in training, I’m enabling my staff to do their job to the best of their ability,” he said.

ISSUE 28 2015

Retailer Matters 31

W

W

hen it comes to responsible retailing, Bay Bashir’s Lifestyle Express stores really are top of the shops.

Retailer Bay’s dedication to responsible retailing has ensured he’s picked up countless regional awards, but during 2014, he also scooped the title of UK’s most responsible retailer at not one but three national industry awards. And it’s not just Bay who can win industry recognition for a job well done, anyone can enter and be in with a chance of landing a top title.

So what is Bay doing that means his trophy cabinet is bursting? For a start, he has an unwavering focus on doing what he believes is right, not just for him or his business, but for his whole community.

“My local community supports me and my stores, and I

feature Responsible retailing

Bay ensures his staff get all the right training so that they know the law and can help protect their store and their customers

BAY’S TIPS FOR RESPONSIBLE RETAILING

1

Be clear about your zerotolerance approach and let as many people know in as many ways as you can. In addition to posters in store, I also produced carrier bags to help spread the word about not buying age-restricted products for those who are underage.

2

It’s all about your staff. I invest heavily in staff training and treat it as a top priority for my business. I provide every employee with training from D&B Licensing to help make sure they know the law around age-restricted sales and avoid underage sales. This is carried out on a regular basis and we also hold weekly staff meetings where we talk about any potential issues around responsible retailing.

3

To ensure my shoppers feel safe at night and put off any youngsters lurking outside the store, I employ a security guard every evening, seven days a week. Not only does this keep my customers and staff safe, it also sends out a message that I take community safety seriously.

32 Retailer Matters

ISSUE 28 2015

Part of Bay’s success is down to the dedication of his staff

“I use a company that specialises in this type of training, so I can be confident my staff know the law around age-restricted sales. It’s a significant investment, but it really pays off in keeping my community and customers safe.”

Bay also made the wise decision to get involved in local licensing forums and initiatives.

“I’m the ambassador for a locally run alcohol awareness campaign,” he said.

“I can be confident my staff know the law. It’s a significant investment, but it really pays off in keeping my community and customers safe”

“This campaign highlights the dangers of buying alcohol for those who are underage. As a result, I introduced plastic bags with messaging on, discouraging customers to buy for underage children.”

ASSESS YOUR STRENGTHS So what could you do to excel and win recognition for you, your staff and your store? Assess your own strengths, and those of your store. Are you brilliant at merchandising? Do you have a flair for exceptional customer service? What do you, or your store or staff, do that really makes a difference to your customers, sales, profits or community? If you think you have something that makes you stand out, please do get in touch as we’re always looking for potential award-winning stores and retailers. See page 5 for details of how to contact us, and let us help you shine like Bay.

store profile Lifestyle Express, Harry Perks

BACK

by popular demand When Dal Singh and his family handed over the reins of their family-run store, little did they know they’d be back behind the counter after their local community begged for their return

W

hen you can’t walk more than a few steps down the high street without being stopped by ex-customers pleading with you to come back to your store, well, that’s the sign that you’re a rather special retailer.

For Dal Singh, his father Gurbaksh (known as George) and brother Bharv, this is exactly what happened when they made the difficult decision to give up their popular convenience store in Willenhall, West Midlands, and lease it out. The store, previously known for being a centre for gossip, banter and personal service, began to go downhill without the family behind the counter and customers began leaving in droves.

“The local community reacted badly to us leaving and told us how the store was being run into the ground, which was really hard to hear,” said Dal. “We were inundated with people asking when we were coming back. It felt like every time we went out, we’d bump into an old customer who’d tell us how much they missed us. Hearing how badly run the store was, with poor stock and even worse service, we couldn’t let all our parents’ hard work have been for nothing, so we discussed it as a family and knew we had to come back.”

After making the decision to return in September last year, the family knew that things had to change, and rather than

34 Retailer Matters

ISSUE 28 2015

1960S

After 27 years, the next generation of the Singh family are at the helm of their beloved store

Dal’s parents being in charge, it would be Dal and Bharv. “My parents ran the store for 27 years,” said Dal. “While Dad doesn’t run it anymore, he still likes to come in every day and enjoys his regular visit to Blakemore’s to stock up.”

RING IN THE CHANGES The family also decided that they needed to ring in a few changes. They returned to a store with nothing on the shelves.

“As we had no stock and virtually no customers, it seemed the ideal time to make a difference to the store, which was looking rundown,” said Dal. “After the community had rallied round to get us back, it was great to be able to provide customers with a nicer store to shop in.”

“It seemed the ideal time to make a difference to the store. Customers can call in now to top up their utilities, as well as buy bread and milk, and our footfall is increasing all the time”

STORE CV NAME: Lifestyle Express Harry Perks, Willenhall RETAILER’S TIME WITH LIFESTYLE EXPRESS: Five months STAFF: Three members of the family FEATURES: National Lottery, PayPoint BESTSELLERS: LSV and soft drinks, Lifestyle Value range NEAREST COMPETITION: Nothing close, but other stores around a 15-minute walk away

The store had previously been a Lifestyle Express one, but this had lapsed and Dal knew that he wanted to enlist the help of the experts, so he talked to the Lifestyle Express team, including Business Development Manager Matthew Wakelam. Matthew helped them plan out how the store would look with a more contemporary feel.

“Matthew’s experience and enthusiasm really helped the refurbishment process,” said Dal. “He had some great ideas for how it could look and this expertise has paid off.”

They also worked closely with Craig Edwards, Business Development Manager at Blakemore Wholesale. “Craig has been brilliant in helping us start from

ISSUE 28 2015

Retailer Matters 35

W

TRADING TIMES: 8am-9.30pm Sun-Thurs, 8am-10pm Fri-Sat

store profile Lifestyle Express, Harry Perks

scratch – again!” admitted Dal. “Thanks to him, we had all the right stock at the right prices to start trading again. After being out of retail for a couple of years, we had to get our offers spot on, and thanks to Craig, we did just that.”

Craig said: “We knew we had to get the store up and running quickly from a standing start. We needed to get the basics right and build up from there, so we focused on getting the right range and availability, concentrating on lines that we knew would sell, and making the most of promotions and offers that would attract customers.”

WOW FACTOR And the new store really does have the wow factor the family wanted. It was taken back to the bare walls and all of the old, dated shelving, flooring and decor was replaced, as was the dingy lighting.

The new pure-white LED lighting ensures the store is bright and welcoming, while the carefully planned layout ensures the store has greater capacity for more products and dedicated promotional areas, such as Lifestyle Value, which is a big hit with customers.

Outside, the gleaming fascia stands out in a sea of residential houses and posters advertising the latest promotions catch people’s eyes as they walk past.

Stocking an extended range, including Value products, brought customers back to the store

“Thanks to Craig, we had all the right stock at the right prices to start trading again. After being out of retail for a couple of years, we had to get our offers right”

Craig and Dal worked closely in partnership to get the store back in shape

36 Retailer Matters

ISSUE 28 2015

The store wasn’t an immediate hit, as the family was tasked with winning back all the customers lost by the previous management. However, the new-look store immediately attracted attention and with an extended range, great promotions and added services, it’s no wonder that word soon spread that the family was back at the helm. “The addition of PayPoint has been a big hit, as the majority of houses here have pre-paid meters,” said Dal. “Customers can call in now to top-up their utilities, as well as buy bread and milk, and our footfall is increasing all the time.”

FRESH AND NEW Promotions are also a hit with local customers, and Dal and Bharv are keen to keep the displays fresh with new offers all the time. They work with Craig to ensure they take advantage of the latest deals from Blakemore, and Craig is always quick to advise on new products or promotions that would work for them.

“We’ve always stocked Lifestyle products,” said Dal. “However, now we’re a Lifestyle Express store, we’re carrying as many of the Own Brand products as we can fit in and they’re selling well. The Value Zone is popular, and products such as Lifestyle Nappies and LSV are a great addition to our stock.”

For Dal, retailing was always going to be his future. He and his three siblings grew up in the store, stocking shelves and taking trips to the nearby Blakemore Wholesale depot. “Taking a trip to the cash and carry with Dad was always a real treat,” he remembered. “We grew up

in the store, pitching in where we could, so it seems only right that I’m here now.”

DELIGHTED Taking over from his parents has meant a steep learning curve for Dal. “There’s so much more to it than even I realised, even though I’d been helping Mum and Dad for years,” he admitted. “But we’re all really delighted with how it’s going.

We’ve only been open for five months and sales are picking up week on week.

Our January sales were fantastic.”

However, it hasn’t all been plain sailing. Less than a month after opening, the store was burgled. “They came in from the front of the store while we were out the back,” said Dal. “They were in and out within a minute and a half and took £8,000 worth of cigarettes. Not only this, but they destroyed the new shutters we’d installed.”

Testament to the family’s commitment to the store and their customers was their attitude towards the burglary. “We had a few days of questioning our future as we had put our hearts and souls into the refurbishment. It was also hard for my dad as this was our first experience of anything like this. However, we pulled together and are focused on our next steps, like installing the blinds on our tobacco gantry and extending our range.”

So, what next for the family? “I’m looking into taking on a parcel collection/ drop-off service,” said Dal. “For now, I’m just focusing on getting the basics right and doing them well. We pride ourselves on knowing our customers and giving them what they need.”

store profile Lifestyle Express, Harry Perks

ABOUT THE TEAM

STICK TOGETHER

Harry Perks really is a family business and the only faces you’ll see behind the counter are Dal Singh, his brother Bharv and their father Gurbaksh (George). The store has been owned by the family for 27 years and their pride in the business shows. They made the difficult decision to leave the store three years ago, only to be begged to return by the local community. Now they’re back and the store is looking better than ever.

When you own and run a store as a family, there will always be things you disagree about, but it’s essential that you put personal feelings to the side and always view things professionally.

As a family, we stick together in good times and bad, and our strength comes from each other.

DAL’S

TOP TIPS

Experienced retailer Dal al knows exactly how to run a successful store.

Here he shares his knowledge and advice

BE ORGANISED When it comes to adding services, don’t leave it until the last minute. Even when you apply for services online, it’s not an instant decision. These things take time and we had to open without some of our essential services, including a card machine.

BE UNIQUE It definitely pays to offer something that nobody else does in your community, such as parcels, an ATM or food-to-go. We’re the only store with PayPoint in an area where the majority of people have pre-paid meters, so not only are we providing an essential service, but in doing so, we’re also driving up footfall.

DON’T THINK TOO FAR AHEAD While it’s great to plan ahead and have ideas for the future, don’t lose sight of the here and now. I have some ideas for what to do with the store, but right now, I want to focus on getting the basics right and ensuring we deliver what our customers want – friendly personal service, the right products and brilliant prices.

38 Retailer Matters

ISSUE 28 2015

WORK HARD It sounds simple, but you don’t get good results unless you put in the hard work.

We’ve only been open for the past five months and I know it’ll take time and a lot of effort to get the store, and the sales, where we want them, but we’re dedicated to putting the time in.

Uniforms feature

If you only do

INTRODUCE UNIFORMS

‘Dress to impress’ may be an old saying, but it’s true.

Uniforms reinforce your brand, and demonstrate professionalism and a pride in your business. ess. So what are you waiting for? or? Get your clothes on!

I

f you want to take the look and feel of your store to the next level, an easy win is to introduce uniforms for you and your staff. By wearing a uniform, you’re reinforcing your brand, rand, and your partnership with Lifestyle Express. This shows, at a glance, thatt you and your store are part of something hing bigger, which helps to instil confidence ce and trust. It also shows your competition ion that you’re a force to be reckoned with.

FIRST IMPRESSIONS All retailers know that their staff are at the forefront of the business. If customers see your staff in a clean, smart uniform, this gives a brilliant first impression. Wearing a uniform also has a demonstrable effect on staff behaviour. Staff know that when they’re wearing the uniform, their behaviour reflects on the business and so are more conscious of their actions.

Research shows that customers prefer a staff uniform. It’s easier to spot a member of staff, and helps to reinforce the idea that they’re spending money in a store that takes its business, and its

There are many benefits to wearing a uniform, mainly that customers prefer it

customer se service, seriously.

Research by mystery shopping experts Shopper Sho Anonymous discovered that when a range of retail businesses busin introduced staff name badges and uniforms, customer c satisfaction ratings rose by 12% overnight. staff there h are benefits too. Not For staff, having to decide which of their own clothes to wear is a positive. A uniform also promotes equality, meaning there’s no pressure on employees to look a particular way. It helps staff feel like they belong to the business and this in turn encourages them to go the extra mile for their employer, and their customers too.

“We introduced the Lifestyle Express uniform for a number of reasons,” said Stuart Johnson, Retail Controller, Landmark Wholesale. “Staff uniforms are the finishing touch for your Lifestyle Express store – they are an inexpensive way to create a professional image and make a great first impression.”

UNIFORM OPTIONS Create a more professional image for your store by providing your members of staff with uniforms.

Lifestyle Express has a number of options available, such as tabards, aprons, polo shirts, fleece tops, sweatshirts and formal shirts, starting at just £5.95.

Q For more information, ask your cash and carry Business Development Manager or call UK Merchandising Ltd on 0121 446 6201 to order direct.

ISSUE 28 2015

Retailer Matters 41

41

core range ITEM

SIZE

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

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

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 LSV Isotonic Orange LSV Isotonic Tropical Berry (Blue)

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

42One of the Must Stock Own Brand Range

New

ITEM

New New

New

Your guide to the bestselling brand and Own-Brand products SIZE

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 Highland Spring Sparkling Lucozade Energy Orange Lucozade Energy Original Ribena Blackcurrant Vimto Cordial Vimto Fizzy *Irn-Bru Sugar Free

2ltr 1ltr 4pk 2ltr 2ltr 2ltr 1ltr 1ltr 1.75ltr 1.75ltr 2ltr 2ltr 2ltr 1ltr 1ltr 1.5ltr 1.5ltr 1.5ltr 1ltr 1ltr 600ml 725ml 2ltr 2ltr

SOFT DRINKS – LIFESTYLE RANGE Apple Juice Cranberry Juice Orange Juice

1ltr 1ltr 1ltr

BISCUITS Cadbury Milk Chocolate Fingers Jammie Dodgers Maryland Choc Chip Cookies Oreo Vanilla Roll Kit Kat Jacob’s Cream Crackers MCV Digestives 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 *Tunnock’s Caramel Wafer *Tunnock’s Teacakes

125g 150g 150g 154g 5pk 200g 300g 250g 300g 150g 300g 300g 300g 200g 6pk 4pk 6pk

BISCUITS – LIFESTYLE RANGE Custard Creams

300g

CRISPS & SNACKS Pringles Original 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 BBQ Rib 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 Monster Munch Beef Monster Munch Pickled Onion Quavers Quavers Sensations Thai Sweet Chilli Sensations Thai Sweet Chilli

190g 190g 190g Sharing 80g 90g Std Sharing Std Std Sharing Std Std Sharing New Sharing Std Sharing Std Sharing 150g 150g Std Sharing Std Sharing Std Sharing Std

New

New

New New New

New

New New New

New

New to Core Range for 2014/2015 *Scotland only

ITEM

SIZE

Squares Salt & Vinegar Walkers Cheese & Onion Walkers Cheese & Onion Walkers Prawn Cocktail Walkers Ready Salted Walkers Salt & Vinegar Walkers Smoky Bacon Walkers Snaps Tomato Wotsits Wotsits Mr Porky Pork Scratchings Transform-a-Snack BBQ *Walkers Pickled Onion *Walkers Tomato Ketchup *Golden Wonder Cheese & Onion *Golden Wonder Spring Onion

Std Sharing Std Std Std Std Std Std Sharing New Std Clipstrip Std Std Std Std New Std

SWEET SNACKS Kellogg’s Nutri-grain Strawberry Kellogg’s Rice Krispies Squares Mallow Kellogg’s Rice Krispies Squares Totally Chocolatey Kellogg’s Special K Cereal Bar Kellogg’s Coco Pops Bar Tracker Bar Chocolate Chip Belvita Breakfast Milk & Cereal Biscuits Cadbury Snack Shortcake Lu Mikado Oreo Snack Pack Go Ahead Yoghurt Break Strawberry KP Milk Chocolate Dips Alpen Strawberry & Yoghurt Bar Eat Natural Almond & Apricot Nature Valley Crunchy Oats & Honey Granola Bar

37g 28g 36g 23g 20g 37g 50g 43g 39g 66g 35g 32g 29g 50g 42g

CONFECTIONERY – GIFTING Ferrero Rocher Collection Ferrero Rocher Celebrations Milk Tray Roses Quality Street

T15 T16 380g 200g 350g 400g

CONFECTIONERY – SHARING Haribo Starmix Haribo Supermix Haribo Tangfastics Galaxy Minstrels Maltesers M&M’s Peanut Galaxy Galaxy Caramel Cadbury Giant Buttons Cadbury Bitsa Wispa Bassetts Jelly Babies Cadbury Eclairs Maynards Wine Gums CDM Caramel CDM Dairy Milk CDM Fruit & Nut CDM Wholenut Rowntree’s Fruit Pastilles Aero Mint Aero Bubbles Mint Milkybar Skittles

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

CONFECTIONERY – CHOCOLATE Ferrero Rocher Kinder Bueno Kinder Bueno White Kinder Surprise Kinder Snack Bar Bounty Bounty Dark Galaxy Galaxy Caramel Galaxy Minstrels Galaxy Ripple Maltesers Maltesers Malteser Teasers Mars

New T5 Std Std Std New Std Std New Std Std Std Std Std Big Bag New Std Std Duo

ISSUE 28 2015

New

New New

New

Retailer Matters 43

core range One of the Must Stock Own Brand Range

New New to Core Range for 2014/2015

ITEM

SIZE

Mars Milkyway Stars M&M’s Peanut Snickers Snickers Topic Twix Twix Boost Cadbury Freddo Cadbury Fudge CDM Caramel CDM Dairy Milk CDM Fruit & Nut Crunchie Double Decker Flake Fry’s Turkish Delight Picnic Starbar Twirl Wispa Wispa Gold Aero Mint Kit Kat 4 Finger Kit Kat Chunky Kit Kat Peanut Chunky Milkybar Milkybar Buttons Munchies Rolo Smarties Toffee Crisp Yorkie Yorkie Raisin & Biscuit

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

CONFECTIONERY – SUGAR Maynards Wine Gums Rowntree’s Fruit Gums Rowntree’s Fruit Pastilles Rowntree’s Jelly Tots Skittles Starburst

Std Std Std Std Std Std

CONFECTIONERY – MINTS & MEDICATED Tic Tac Mint Tic Tac Orange & Lime Halls Soothers Blackcurrant Trebor Extra Strong Mints Trebor Softmints Peppermint Trebor Softmints Spearmint Polo Lockets Honey & Lemon

Std Std Std Std Std Std Std Std

CONFECTIONERY – CHEWING GUM Airwaves Menthol Eucalyptus Airwaves Menthol Cherry Extra Cool Breeze Extra White Extra Ice Peppermint Extra Ice Spearmint Extra Peppermint Extra Spearmint Extra White Bubblemint Extra Strawberry

10’s 10’s 10’s 10’s 10’s 10’s 10’s 10’s 10’s 10’s

GROCERY – BREAKFAST CEREALS Kellogg’s Bran Flakes Kellogg’s Coco Pops Kellogg’s Cornflakes Kellogg’s Crunchy Nut Cornflakes Kellogg’s Frosties Kellogg’s Rice Krispies Kellogg’s Special K Kellogg’s Variety Pack Nestlé Multi Cheerios Nestlé Shredded Wheat Nestlé Shreddies Quaker Oats So Simple Original Quaker Oats Alpen Weetabix Sugar Puffs

500g 295g 500g 375g 500g 340g 300g 8’s 375g 16’s 500g 12’s 500g 375g 24’s 320g

44 Retailer Matters

ISSUE 28 2015

*Scotland only

ITEM

New

New

SIZE

ITEM

GROCERY – HOT BEVERAGES Horlicks Cadbury Drinking Chocolate Kenco Millicano Kenco Rich Eco Refill Kenco Smooth Eco Refill Kenco De-Caf Eco Refill Coffee-mate Nescafé Cappuccino Nescafé Cappuccino Unsweetened Nescafé Gold Blend Nescafé Original Nescafé Original Nescafé 3 in 1 Nescafé Azera Nesquik Strawberry Silverspoon Granulated Sugar Tetley Decaf Tetley Teabags Tetley Teabags Yorkshire Tea PG Tips PG Tips Twinings Earl Grey *Scottish Blend *Nambarrie

200g 250g 85g 100g 100g 100g 200g 10’s 10’s 100g 100g 50g 5pk 60g 300g 1kg 40’s 80’s 40’s 80’s 80’s 40’s 50’s 80’s 80’s

GROCERY – CANNED VEG, MEAT & FISH Heinz Baked Beans Heinz Baked Beans Heinz Baked Beans with Sausages Heinz Ravioli Heinz Spaghetti Heinz Spaghetti Bolognese Heinz Spaghetti Hoops John West Mackerel Fillets in Tomato Sauce John West Sardines in Rich Tomato Sauce Smash Original Batchelors Bigga Marrowfat Peas Batchelors Mushy Peas Hunger Breaks All Day Breakfast Hunger Breaks The Full Monty Princes Beef Paste Princes Chicken Paste Princes Corned Beef Princes Ham Princes 8 Hot Dogs Princes Mild Chicken Curry Princes Red Salmon Princes Tuna Chunks in Brine Princes Tuna Chunks in Sunflower Oil Green Giant Naturally Sweet NAS Sweetcorn Green Giant Original Niblets Sweetcorn Fray Bentos Meatballs in Tomato Sauce Fray Bentos Steak & Kidney Pie Spam Chopped Pork & Ham Wilson Chilli Con Carne

415g 200g 415g 400g 400g 400g 400g 125g 120g 176g 300g 300g 395g 395g 75g 75g 340g 200g 400g 400g 213g 160g 160g 340g 198g 410g 475g 200g 392g

New

New

GROCERY – CANNED VEG, MEAT & FISH – LIFESTYLE RANGE Baked Beans 410g Carrots Sliced 300g Peas Garden 300g New Potatoes 540g Tomatoes Chopped 400g Tomatoes Peeled Plum 400g Tuna Chunks in Brine 170g GROCERY – SOUP Heinz Big Soup Beef & Vegetable Heinz Big Soup Chicken & Vegetable Heinz Chicken Soup Heinz Lentil 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

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

*Baxters Lentil & Bacon *Baxters Minestrone *Baxters Scotch Broth

400g 400g 400g

GROCERY – SAUCES & CONDIMENTS Amoy Dark Soy Sauce Heinz Tomato Ketchup Heinz Salad Cream 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 Korma Sauce Sharwood’s Tikka Masala Sauce Colman’s Bramley Apple Sauce Colman’s Cheddar Cheese Sauce Mix Colman’s Classic Mint Sauce Colman’s English Mustard Colman’s Parsley Sauce 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 Napolina Extra Virgin Olive Oil Sacla Green Basil Pesto

150ml 460g 285g 255g 465g 150ml 500g 500g 500g 500g 250g 250g 250g 500g 500g 122g 120g 100g 100g 170g 170g 500g 12’s 85g 420g 420g 250ml 40g 250ml 100g 20g 400g 400g 8’s 90g 90g 340g 360g 360g 500g 500g 454g 190g Kit 250ml 500g 250ml 190g

GROCERY – SAUCES & CONDIMENTS – LIFESTYLE RANGE Pasta Quills Salt Spaghetti Sunflower Oil Vegetable Oil Ground Black Pepper

500g 750g 500g 1ltr 1ltr 25g

GROCERY – HOMEBAKE Nutella Carnation Evaporated Milk Heinz Taste of Home Cadbury Chocolate Pudding 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 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 300g New 400g 190g 400g 59g 1.25kg 1.25kg 125g 415g 415g 432g 340g 340g 135g 454g 340g 227g

New New New

New New

New

New

SIZE

New

New

New

New

New

New New

New

core range One of the Must Stock Own Brand Range

New New to Core Range for 2014/2015

ITEM

SIZE

GROCERY – BABY Cow & Gate Stage 1 Milk Cow & Gate Stage 2 Milk Farley’s Original Rusks 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

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

PET CARE – DOG Cesar Turkey & Lamb Pedigree Dentastix Pedigree Jumbone Pedigree Original Pedigree Original Pedigree Schmackos Beef Bakers Complete Beef & Veg Winalot Chicken in Jelly Winalot Chicken in Jelly Bonio

150g 3’s 2’s 1.2kg 400g 10’s 1.35kg 400g 1.2kg 650g New

PET CARE – DOG – LIFESTYLE VALUE RANGE Dog Food Beef

1.2kg

PET CARE – CAT Sheba Turkey & Chicken Thomas Cat Litter Whiskas Chicken Whiskas Chicken Pouch Whiskas Pouch Poultry Whiskas Pouch Favourites Whiskas Salmon in Jelly Dreamies Chicken Felix Chicken in Jelly Felix Pouch Mixed Selection Felix Pouch Fish Selection Felix Tuna Pouch Go Cat Complete Tuna, Herring & Veg Gourmet Perle Pouch Chicken

New New

150g 5ltr 390g 100g 12 x 100g 12 x 100g New 390g 60g New 400g 12 x 100g 12 x 100g New 100g 375g 85g New

PERSONAL CARE & MEDICINES – MEDICINE Alka Seltzer Original Anadin Extra Caplets Calpol Sugar Free Calpol Sugar Free Six Plus Immodium Anti-Diarrhoea Capsules Lemsip Max All In One Lemon Lemsip Max Capsules Nurofen Tablets Beechams Powders Piriteze Allergy Tablets Pro Plus Rennie Spearmint Savlon Nurofen Express Liquid Capsules

10’s 16’s 100ml 100ml 6’s 5’s 8’s 12’s 10’s 7’s 12’s 24’s 30g 10’s

PERSONAL CARE & MEDICINES – LIFESTYLE RANGE Paracetamol Tub Ibruprofen Blister Pack

16’s 16’s

PERSONAL CARE & MEDICINES – TOILETRIES Gillette Blue II Fixed Disposable Razors Gillette Shave Gel Sensitive Head & Shoulders Shampoo Classic Clean Silvikrin Hairspray Firm Pantene Shampoo Classic Dove Cream Bar Lynx Bodyspray Africa Compressed Lynx Showergel Africa Sure APA Active For Men Compressed Sure APD Crystal Clear Aqua Compressed Carex Handwash Original Colgate Toothbrush Twister Colgate Toothpaste UCP Listerine Coolmint Mouthwash Radox Showergel Moisture

5’s 200ml 250ml 250ml 250ml 100g 100ml 250ml 75ml 75ml 250ml Single 100ml 250ml 250ml

New New

New

New

New

*Scotland only

ITEM

SIZE

PERSONAL CARE & MEDICINES – FEMININE HYGIENE Kotex Maxi Pad Nighttime 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

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

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 80’s 100’s

NON FOOD – PAPER – LIFESTYLE VALUE RANGE Toilet Tissue White Kitchen Towel

4 Roll 4 Roll

NON FOOD – PAPER – LIFESTYLE RANGE Kitchen Roll White Softest Toilet Tissue White Softest Toilet Tissue White

ITEM New

New

2 Roll 4 Roll 2 Roll

NON FOOD – LAUNDRY Ariel Biological Ariel Excel Gel Bio Ariel Liquitab Biological Bold 2 in 1 Lavender & Camomile Bold Lavender & Camomile Gel Comfort Fabric Conditioner Original Blue Comfort Fabric Conditioner Pure Daz Auto Regular Lenor Concentrated Summer Breeze Persil Capsules Non Bio Persil Non Bio Persil Small & Mighty Liquid Non Bio Surf Small & Mighty Liquid Tropical Surf Tropical

10 Wash 16 Wash 12’s 10 Wash New 16 Wash New 750ml 750ml 10 Wash 750ml New 10’s 10 Wash 15 Wash 15 Wash 10 Wash

NON FOOD – LAUNDRY – LIFESTYLE VALUE RANGE Auto Washing Powder

780g

NON FOOD – HOUSEHOLD Fairy Wash Up Lemon Fairy Wash Up Original Febreeze Airspray Cotton Fresh Flash All Purpose Liquid Lemon Flash Bathroom Spray Flash 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

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

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 Swing Bin Liners

25m 1ltr 14’s 10’s 7.5m 50’s 750ml 500ml 20’s

New

NON FOOD – HOUSEHOLD – LIFESTYLE VALUE RANGE Dishcloths

5’s

New

SIZE

CHILLED & FROZEN – CHILLED Dairylea Dunkers Jumbo Tubes Kraft Philadelphia Muller Corner Strawberry Muller Light Strawberry Copella English Apple Tropicana Original Tropicana Original Tropicana Smooth Tropicana Smooth Cathedral City Mature Cheddar Cheestrings Original Singles Elmlea Double Flora Original Fridge Raiders Roast Lurpak Mattessons Crumbed Ham Mattessons Wafer Thin Ham Peperami Original Richmond Skinless Sausage Richmond Thick Sausage Rustlers Quarter Pounder Rustlers Chicken Sandwich Utterly Butterly Walls 8 Rashers Smoked Back Bacon Walls 8 Rashers Unsmoked Back Bacon Walls Chicken & Bacon Slice Walls Chicken & Mushroom Slice Walls Chicken Tikka Slice Walls Sausage Roll Wyke Farm Ivy’s Farmhouse Butter Block Yazoo Banana Yazoo Chocolate Yazoo Strawberry

47g 200g 150g 175g 330ml 1ltr 330ml 1ltr 330ml 200g 21g 284ml 500g 60g 250g 120g 100g 25g 213g 454g 190g 150g 500g 260g 260g 180g 180g 180g 140g 200g 475ml 475ml 475ml

CHILLED & FROZEN – LIFESTYLE RANGE Mature Cheddar White or Coloured Mild Cheddar White or Coloured Pure Orange Juice

200g 200g 500ml

CHILLED & FROZEN – FROZEN Aunt Bessie’s Jam Roly Poly Aunt Bessie’s 12 Yorkshire Puddings Bernard Matthews 8 Mini Kievs Birds Eye 4 Chicken Burgers Birds Eye Chicken Curry Birds Eye 10 Value Fish Fingers Birds Eye Garden Peas Chicago Town 2 Deep Dish Pepperoni Pizzas Dr Oetker Mozzarella Pizza Freshlink 8 Pork Sausages Kershaws Chicken Dinner Lyons Maid Vanilla Brick McCain Oven Chips Ross Cottage Pie Viennetta Vanilla Wall’s Magnum Classic Young’s Admiral Pie

pack pack pack pack pack pack 480g pack pack pack pack pack 907g pack pack 3 pack pack

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 Mayfair KS Sterling KS Sterling SK Sterling SK Sterling Fresh Taste On Demand KS Sterling KS Sovereign Blue KS Sovereign Blue SK

19’s 10’s 20’s 10’s 19’s 19’s 20’s 20’s 19’s 10’s 19’s 19’s 10’s 19’s 10’s 19’s 19’s

CIGARETTES – NO3 (OWN BRAND) RANGE No3 KS No3 KS No3 SK No3 SK

19’s 10’s 19’s 10’s

ISSUE 28 2015

New

New

New New New New

New

New New New New

Retailer Matters 47

core range One of the Must Stock Own Brand Range

ITEM

New New to Core Range for 2014/2015

SIZE

ITEM

TOBACCO Golden Virginia Amber Leaf Amber Leaf Gold Leaf

12.5g 25g 12.5g 12.5g

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

6pk 6pk 4pk 660ml 6pk 4pk 4pk 8pk 4pk 4pk 4pk 4pk 4pk 660ml 4pk 8pk 4pk 4pk 3pk 6pk 4pk 4pk 4pk 8pk 4pk 4pk 4pk 550ml 640ml 4pk 660ml 4pk 4pk 4pk 8pk 4pk 660ml 4pk 4pk 4pk 500ml 500ml 4pk 4pk 4pk 8pk 4pk 4pk

CIDER Stella Cidre Bulmers Red Berries & Lime Bulmers Original Bulmers Bold Cherry Jacques Fruit des Bois Scrumpy Jack Strongbow Strongbow Strongbow Pear Strongbow Citrus Edge Strongbow Dark Fruit K Cider Magners Original Magners Original Can Magners Pear Crumpton Oaks Frosty Jacks Koppaberg Mixed Fruit Koppaberg Strawberry & Lime

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

CIDER – AMBER STRONG, ERIDGE VALE, WHITE & BLACK STORM (OWN BRAND) Amber Strong 4pk Eridge Vale 2ltr White Storm 2ltr White Storm 1ltr White Storm 500ml

48 Retailer Matters

*Scotland only

ISSUE 28 2015

New

New New

New New

New

New

New

New New

New

New New New

SIZE

ITEM

Black 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 Casillero Del Diablo Sauvignon Blanc Isla Negra Sauvignon Blanc Barefoot Pinot Grigio Gallo Pinot Grigio Blossom Hill Chardonnay Blossom Hill White Jacob’s Creek Chardonnay Jacob’s Creek Semillon Chardonnay Wolf Blass Yellow Label Chardonnay Oyster Bay Sauvignon Blanc Black Tower Rivaner Lindemans Cawarra Chardonnay

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

New

New New

WINE – WHITE – VINTNERS COLLECTION (OWN BRAND) RANGE Vintners Australian Chardonnay 75cl Vintners Californian Chardonnay 75cl Vintners White 75cl Vintners Chilean Sauvignon Blanc 75cl Vintners Italian Pinot Grigio 75cl WINE – WHITE – PREMIUM OWN BRAND The Shallows New Zealand Sauvignon Blanc

75cl

WINE – RED Echo Falls Merlot Echo Falls Red Hardys VR Cabernet Sauvignon Hardys VR Merlot Hardys VR Shiraz Kumala Cape Classics Red Stamp Shiraz Cabernet Turner Road Cabernet Sauvignon Merlot Casillero Del Diablo Cabernet Sauvignon Isla Negra Cabernet Sauvignon Barefoot Merlot Gallo Cabernet Sauvignon Blossom Hill Red Campo Viejo Tempranillo 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

WINE – VINTNERS COLLECTION (OWN BRAND) RANGE Vintners Australian Shiraz Vintners Californian Merlot Vintners Red

75cl 75cl 75cl

WINE – RED – PREMIUM OWN BRAND Don Fabian Spanish Rioja

75cl

WINE – ROSE Echo Falls Rosé Echo Falls White Zinfandel 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

WINE – ROSE – VINTNERS COLLECTION (OWN BRAND) RANGE Vintners Californian White Zinfandel 75cl New

New

WINE – SPARKLING Asti Martini Jacob’s Creek Sparkling White Pinot Noir

75cl 75cl

WINE – SPARKLING – PREMIUM OWN BRAND Prosecco Santa Loretta

75cl

WINE – FORTIFIED WINE Stone’s Ginger Wine

70cl

New

New

New

SIZE

Martini Bianco Martini Extra Dry Harveys Bristol Cream Cockburn’s Fine Ruby Port Croft Original QC Cream QC Medium Taylor’s Select Port

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

WINE – SPARKLING PERRY Lambrini Lambrini Lambrini Cherry

75cl 1.5ltr 1.5ltr

WINE – BELLARINI (OWN BRAND) RANGE Bellarini Bellarini

1.5ltr 75cl

SPIRITS & ARTD’S – SPIRITS Bacardi 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 Jagermeister *Drambuie *OVD Rum *OVD Rum *Martell *Isle of Jura *Whyte & Mackay *Whyte & Mackay

70cl 35cl 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 70cl 70cl 70cl 35cl 70cl 70cl 70cl 35cl

New

New

SPIRITS & ARTD’S – PRINCE CONSORT (OWN BRAND) RANGE Prince Consort Brandy 70cl Prince Consort Brandy 35cl Prince Consort Gin 70cl Prince Consort Vodka 70cl Prince Consort Vodka 35cl Prince Consort Whisky 70cl Prince Consort Whisky 35cl ARTD’S Jack Daniels & Cola Gordons Gin & Tonic Morgans Spiced & Cola Smirnoff Ice Smirnoff Ice Smirnoff & Cola Smirnoff & Cranberry WKD Blue WKD Blue WKD Iron Brew

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

LIGHT SPIRITS (OWN BRAND) RANGE V*dgrad V*dgrad V*dgrad

1ltr New 70cl 35cl

This listing is believed correct at time of printing. E&OE.

The secrets of my

Retailer Matters heads to Blackheath in the West Midlands to visit a new store with a brand-new owner

Q

How long have you been a retailer for?

I only opened my doors on 1 October 2014, so this is all very new to me. I also have a pub nearby and had never considered getting into convenience retailing. However, when I saw the empty shop on a busy high street, it

Ranjit Shocker didn’t want to miss the opportunity to try something new, and doesn’t regret his decision for a second

seemed a great opportunity and I had to look into it. I took the risk as I knew I didn’t want to kick myself every time I walked past if I hadn’t taken advantage of such a great location.

Q

When did you join Lifestyle Express?

I decided to join Lifestyle Express as

soon as I bought the store. I was starting the store from scratch and I knew that I wanted to be guided along the way, as I was so new to the convenience sector.

Also, I thought that it would pay to enlist the help of the industry experts from the very beginning to make sure I started off on the right foot.

ISSUE 28 2015

Retailer Matters 51

W

While he may be more experienced behind a bar than behind a shop counter, Ranjit Shocker has just opened his store on a busy high street and is revelling in his new role

feature Your store

WHAT’S THE SECRET TO YOUR SUCCESS? Get in touch and share your story

retailermatters@ summersault.co.uk

YOU A IN THENSD YOUR STOR E POTLIGH Q Desc T ribe yo u r sto in just thre

re

Conven e words: ie friendly nt, clean, .

Q Desc ribe yo urself in three words: Frie

ndly focused , customer .

Q Wha t is

LSV En your bestseller? ergy Dr ink.

Q

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

Without a doubt it’s the industry expertise and knowledge. They know what they’re doing and you feel you’re in safe hands. I chose Lifestyle Express for the flexibility that they offer, and as a result, I’m delighted that I’m never under pressure to conform to rules, they give me advice and support and I then get on with running my store.

Q

“I thought that it would pay to enlist the help of the industry experts from the very beginning to make sure I started off on the right foot” competition, this helps to drive up footfall. We’re still new and word is still spreading that we’re here and that we have great products and prices.

What’s your unique selling point?

A huge part of my store’s USP is its brilliant location. We’re on a busy high street in a small town that’s thriving. We have a market and all the major banks are still here, as well as many big-name stores. While there’s theres a lot of

Q

What has been a recent success for you?

Our biggest sellers are soft drinks and energy drinks, especially pricemarked packs, which customers love. We stock around six different types of still water, as well as LSV, Boost and other energy drinks, and I’m continually restocking these throughout the day.

Q

How do you spread the word about your store?

Right now, I’m working purely on word of mouth alongside lots of passing trade.

Despite the brand-new, eye-catching signage and advertising boards outside, people walk past a few times without realising we’re here. But people are starting to get to know we’re here and by adding new services, such as PayPoint, I’m definitely seeing footfall and sales increase.

52 Retailer Matters

ISSUE 28 2015

Q

What promotions do you take advantage of?

I try and take advantage of as many promotions as I can, but I do take a cautious approach to stocking up. I watch what sells well and stock up on those items, especially when on promotion.

Q

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

Our opening hours. We’re the only store in the area that is open on a Sunday and in the evenings, and so we’re on our way to becoming the established community store that everyone associates with being open when they need it.

Q

What are your plans for the future?

Q

Any tips for other retailers?

I haven’t got a clue! I’m looking forward to the summer, as I know our sales will pick up even more. I can visualise having the doors wide open, selling ice creams and soft drinks, and watching the world go by.

Make the most of all your available space – use every spare inch. I’ve tried to include as many categories and items as I can so that if customers are looking for something in particular, it should be there, either a brand or Own Brand. This way your customers can rely on you to have what they need and they’ll come back time and time again.

your guide to…

… supporting your local community doing the community any favours.

Ensure your store, and your staff, operates Challenge 25 and doesn’t make any exceptions.

Establishing your store as the heart of the community not only benefits those around you, but will boost your bottom line too THE MOST SUCCESSFUL retailers know that to become the heart of the community, they have to demonstrate a commitment to making their neighbourhood a happier, safer, healthier place.

Caring for your community is absolutely essential for establishing trust, building loyalty and reaffirming your place at the very centre of it. When your customers and neighbours see you doing your best for the local area and its people, they’ll recognise and respect it, and want to return the favour, which could give your business a boost.

Doing your bit can take a variety of forms. Find out what the neighbourhood needs by talking to your customers. It could be that the area is crying out for a new sponsor for the local youth football team, or a nearby good cause needs funds raising. If your store is close to other businesses, could you join forces to make a bigger impact and raise awareness of your particular street or area? Here are some ideas for great starting points.

KEEP IT CLEAN You want to live in a clean, tidy area, and so do your customers.

Research shows that people feel safer in a litter-free space, so it’s in

54 Retailer Matters

GOING THE EXTRA MILE Do you have customers who struggle to get to the store, or when they get there, struggle to get home with their shopping? Think about offering a home delivery service, or telephone ordering. Some Lifestyle Express retailers have told Retailer Matters about how they shop for elderly customers, or those with ill health. Not only would this make a difference to that one shopper, but it generates a lot of goodwill in the community.

FINISHING TOUCHES

TOP If local schools run a breakfast club, TIP consider making a monthly donation so that schoolchildren get a free breakfast. everyone’s best interests to get stuck in and clear up. With food-to-go and eat-now items easily available from inside the store, it’s all too easy for litter to build up, which could lead to you losing out on custom as shoppers take their business elsewhere because no one wants to shop somewhere that looks uncared for.

customers how you’re on top of it by moving people on and taking crime-prevention measures such as installing CCTV. Or, take a leaf out of Bay Bashir’s book (see page 30) and think about providing an evening security guard.

RESPONSIBLE RETAILING A store that enables youngsters to buy age-restricted products is not

Brighten up the place and add a splash of colour with hanging baskets. If local schools run a breakfast club, consider making a monthly donation so that schoolchildren get a free breakfast.

Appoint street champions who are responsible for keeping their road clean and tidy.

SO WHAT NEXT? If your area could do with a bit of TLC, how about investing in some £10 handheld litter pickers and get volunteers together to use them?

Make it an event by laying on refreshments and talking to local groups, such as Scouts or Guides, too. Ask your customers if they’d like to get involved. Find advice and info from Keep Britain Tidy.

CUT DOWN ON CRIME Show your community that you operate a zero tolerance policy, and this can only increase how safe they feel. If your store is in an area that has struggled with trouble or loitering, demonstrate to your

ISSUE 28 2015

ENSURE YOUR STORE, AND YOUR STAFF, OPERATES CHALLENGE 25 AND DOESN’T MAKE ANY EXCEPTIONS