Retailer matters 29

Retailer Matters The magazine exclusively for Lifestyle Express Retailers

Issue

29

May/June 2013 2015 September

PLUS‌

The right range Are you really stocking the bestsellers?

Light-bulb moment Why swapping to LEDs is a bright move

Sound advice Stay on the right side of the law

SUMMER Score scorching sales while the sun shines brightly

Ex cl fr usi om ve ly

It’s nearly

May/June 2015 welcome

Welcome

ON THE COVER Thanks to cover star Jameel Ahmad, from Lifestyle Express Clouden Road Stores in Cumbernauld (p47).

TOP STORIES

16 23 26 37

IT’S NEARLY SUMMER How to get hot, hot, hot sales

SOUND ADVICE Stay on the right side of the law

THE RIGHT RANGE Are you selling the right products?

LIGHT-BULB MOMENT Why switching to LEDS is a bright move

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, 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 Retailer Matters, where we bring you up to speed with the latest industry news and developments, as well as showcasing yet more fantastic retailers and their inspirational stores and stories.

Now the sun is making an appearance, it’s not so difficult to start planning for summer. Our feature on page 16 will give you the low-down on this year’s trends for hot sales, from ice creams to chilled drinks.

We all know that offering the right products is critical for retailing success. And, it’s this time of year that we launch our annual Core Range list of bestselling products, which you can find on pages 39 to 44. To find out why these products are your best weapon to fight the competition, turn to our feature on page 26.

We pride ourselves on our packed promotions calendar and the latest retailer promotion offers double the savings! Not only are we offering brilliant savings on the Top 12 bestselling energy drinks, but we’re also offering money off our own-brand cider.

Find out more about these offers on page 21.

I hope you enjoy this issue 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 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 29 2015

Retailer Matters 03

May/June 2015 contents

14 12 07 Industry news The latest from the industry

12 New products Our round-up of the best new products for your shelves

14 Retail in detail Rubesh Navaratnam is living the dream in Nuneaton

16 Focus on summer Making the most of seasonal summer opportunities

21 All you need Stock up and save with the latest All You Need promotion

23 Speaking up for retailers Helping you stay on the right side of the law with new scheme

26 Core range The updated core range and planograms help you choose the right stock and right positioning

37 If you only do one thing… … install LED lighting and see the difference it makes

39 Core list

37

08

It’s updated and essential for all retailers

47 Secrets of my success Jameel Ahmad tells us his trade secrets from his Cumbernauld store

54 Your guide to…

30 Store profile Saj Siddique opens his first store

34 Saj’s top tips Advice for retailers old and new

… beating the multiples and staying one step ahead of them

16

30 26

industry news

What are the costs of a UK-wide pay rise?

As the debate continues over raising the minimum wage, ACS stands strong in its opposition to the rise as it could damage independent retailers’ businesses ASSOCIATION OF Convenience Stores Chief Executive James Lowman has dismissed plans set out

by David Cameron to raise the minimum wage as ‘potentially damaging for retailers’.

MINIMUM WAGE INCREASE Earlier this year, the prime minister announced plans to increase the national minimum wage to £8 an hour by 2020 after financial reports stated that business is the strongest it has been in seven years. He declared that employees should benefit from this economic growth.

However, these plans have been declared ‘reckless’ by retailers who have calculated the impact this rise

would have on their businesses.

“The national minimum wage is already a significant cost for retailers and we know when it rises, measures such as staff cuts and reduced hours have to be taken to ensure a store remains viable,” said Lowman.

The ACS 2014 Minimum Wage Survey revealed that 88% of retailers reduced staff hours within their business as a result of increases in employment costs, while 72% increased their own working hours to reduce costs in their business.

ACS research shows that the majority of independent retailers believe they earn less than the minimum wage when their working hours are taken into account.

Driving down duty evasion on alcohol Alcohol registration scheme will ensure wholesalers are legit A NEW REGISTRATION scheme for alcohol wholesalers is set to be launched in April 2017 with the hope that it will help to stamp out duty evasion on beers, wines and spirits.

STRICT TESTS ON THE WAY The Alcohol Wholesaler Registration Scheme will require every wholesaler that sells beer, wines and spirits to undergo strict tests to ensure they are trading within the law. All

wholesalers need to apply for registration between October and December 2015.

INSPECTIONS Failure to apply for registration will mean that companies will no longer be able to trade in alcohol.

Inspections will take place throughout 2016.

From April 2017, licensed retailers will have to demonstrate that they have bought alcohol from registered wholesalers.

Budget boosts MARCH’S BUDGET BROUGHT positive news for the retail trade.

Chancellor George Osborne announced a 1p cut in beer duty rates, a 2% duty cut for cider and spirits and a freezing of duty rates for wine. As expected, duty rates on tobacco products will increase, leading to concern about a rise in the illegal tobacco market.

ISSUE 29 2015

Retailer Matters 07

news

Bobby has gifts all wrapped up Offering something different that keeps customers coming back WHAT STARTED AS A SMALL sideline for Lifestyle Express retailers Bobby and Raj Singh is now bringing in new customers all the time.

Ever since Bobby introduced a range of gift baskets last year, they’ve been incredibly popular.

Some are bespoke to customers’ needs, such as wines, chocolates, beers and confectionery, or tailored to customers’ ages and budgets, while others are themed around occasions, such as Valentine’s Day, Christmas and Father’s Day. Mother’s Day baskets were a big hit, and they had plenty of orders for Easter too. By keeping ready-to-buy baskets on the counter, customers can’t miss them

ALL KITTED OUT

and are quick to snap them up or order bespoke baskets.

Bobby’s delighted that this has brought their store, Lifestyle Express Newhouse Mini Market in Kilbirnie, yet another point of difference locally.

“Nobody around here is offering anything like this,” he said. “We’re delighted they’re so popular and that our customers love them. It means that local people can always get a gift right on their doorstep and don’t need to travel elsewhere.”

Thanks to Lifestyle Express retailer Bay Bashir, delighted youngsters at an orphanage in India are playing football in a team kit.

Having heard of a fellow parent who was involved in building and supporting the orphanage, Bay wanted to lend his support. As a sponsor of local youth teams, Bay rounded up football strips that were no longer in use and sent them over.

“I love getting involved in this kind of good cause,” said Bay. “I’m really looking forward to supporting the orphanage any way I can.”

Shop theft figures dropped Percentage of retailers who have been victims of shop theft has fallen to 74% THE LATEST FIGURES FROM Association of Convenience Stores (ACS) Crime Report shows that the percentage of retailers who have been victims of shop theft has fallen from 91% in 2012 to 74% in 2014.

The cost of shop theft to the convenience sector also fell over the last year from £44 million to £35m a year.

Other key findings from the report include: Q each store surveyed had invested, on average, more than £1,700 during the previous 12 months in crime prevention measures, such as CCTV, product

08 Retailer Matters

tagging and anti-theft devices Q the most commonly stolen products in convenience stores were higher-value items such as alcohol, meat and cheese Q 70% of offenders committed premeditated offences either individually, or as part of organised gangs.

£35M GOODS EACH YEAR “Shop theft is not a victimless crime,” said James Lowman, ACS Chief Executive. “Despite the success of investment in crime prevention measures, our sector still has to deal with £35m worth of goods being taken from shelves.”

ISSUE 29 2015

Investment in crime prevention has shown success

news

A revolutionary new era for convenience him! research reveals that customers are shopping smaller and more frequently, rather than doing a ‘big shop’. How will you attract this new breed of convenience customer?

ACCORDING TO INDUSTRY research experts him!, the combination of changing market conditions and a new breed of shopper have created a period of revolution, not evolution, for UK convenience stores.

SHOPPING SMALLER So, what is this new convenience landscape? Well, according to him!, we’re entering a new age of convenience for a number of reasons.

People are shopping smaller and more often, and they’re visiting more channels. Could this be the end of the ‘big shop’? Franchised stores and symbol groups are continuing to grow, offering shoppers more and

more, including new technologies and additional services. Even forecourts are moving away from a focus on oil and petrol towards grocery top-up customers.

And there’s a new breed of shopper, which him! refers to as Generation C. The Generation C shopper is less forgiving. For them, it’s all about the shopping experience.

They want retailers to make their life easier and want to find everything they need or they won’t be back. They shop on autopilot, heading from one aisle to another, knowing what they’re looking for, so retailers need to find new ways to interrupt and inspire these customers in store. These shoppers are conscious of price, but not completely price-driven, meaning retailers need to demonstrate value and quality.

For retailers, the challenge now is how to plan for this new era of convenience retailing. How can you capture this new generation of shopper and ensure their experience is such a good one that they become loyal customers?

Irish cigarettes go plain First European country to change packets IRELAND HAS BECOME THE first country in Europe to introduce tobacco plain packaging.

Despite the threat of lawsuits by tobacco firms, the legislation was passed in March and made the Republic the second country in the world to enforce the ban.

Retailers in the country are concerned the law may increase trade in illicit tobacco.

The decision was based around stopping children from smoking after being attracted to the ‘colourful’ cigarette packets.

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ISSUE 29 2015

Fake e-cigs on the rise WITH THE E-CIGARETTE market booming, with estimated sales of £340m this year, fake brands are on the increase, according to industry experts.

Counterfeit versions of brands, using cheaper materials and sold at heavily reduced prices, are cropping up across the country, sparking fears that it could follow

in the footsteps of rolling tobacco, where illicit trade accounts for 39% of the market.

Experts believe illicit trade in e-cigarettes will increase as demand continues to grow, leading to demands for stricter regulation from the European Union around the standardisation of many features of e-cigarettes.

new products

MIX IT UP Walkers is creating a stir with its latest offering. MixUps offers a selection of different types of snacks and flavours all in one bag. The range includes Cheese and Spicy snacks mixes, Sweet & Salty and Sweet & Spicy popcorn mixes and Cheese & Bacon and Cheese & Worcester Sauce crisps mixes.

RRP £1.99, 150g

ONE TEQUILA, TWO TEQUILA Desperados, the UK’s fastest-growing bottled beer brand, is showing no signs of sales slowing down. The latest innovative addition to its range is Desperados Red, combining beer with the intensely warming, fruit notes of tequila.

RRP £6.85, 3x330ml

ONES TO

watch out Our at-a-glance guide to the latest products hitting depot shelves in the CASH IN ON FLAVOUR As we head towards the summer months, the big brands know only too well that flavoured ciders are where the money is, following soaring sales during the last couple of years.

Stella Artois Cidre is launching Peach and Elderflower, following the success of Raspberry, which launched last year.

RRP £1.99 – £5.99 Carling British Cider has launched Orchard Fruits, which blends peach and apricot with apple. This will sit alongside its existing lines of Original and Cherry.

RRP £2.09, 500ml With a £12m advertising campaign, Bulmers is launching Zesty Blood Orange to target younger, affluent tastes.

RRP not available

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ISSUE 29 2015

AN A-SALT ON THE TASTEBUDS Mars Chocolate is going all out on promoting the latest in its confectionery range: Galaxy Salted Caramel. As part of the Galaxy Caramel range, Salted Caramel will have different branding to ensure it stands out and captures customers’ attention, while being supported by a £12m advertising campaign including TV ads and extensive POS. RRP 60p single bar, sharing block price-marked £1, standard price £1.39

for

Robinsons Kids has been created to make the squash category more fun and engaging, while providing a soft drink that parents are happy to buy. The range consists of three tasty fruit flavours developed for kids, all available in the 1L, no-added-sugar, single-concentrate product format. Available in Tropical Twister, Apple Berry Blitzer and Toffee Apple Tangle.

RRP £1.59, 1litre

UNWRAP YOURS An iconic 80s favourite for lunchboxes and snacktime, Burton’s Daily Fish ’n’ Chips is back. And if that wasn’t enough, there are two new chip-shop -themed flavours to get stuck in to: Pickled Onion and Curry Sauce. RRP £1.59, 5-pack; share bag £1.39; grab bag 59p

next few months

MILKING IT Reflecting the growth in the flavoured milks category, Mars has just introduced yet another innovative new product to its already extensive range of flavoured milks. The first toffee-flavoured milk drink to hit the chiller, Creamy Toffee Revels will join others including Bounty, Snickers, Milky Way and Galaxy.

RRP not available

KIDS ONLY

GET UP AND GO The super-smooth breakfast drink from Weetabix is now available in Banana, alongside existing Chocolate, Vanilla and Strawberry flavours. Supplied ambient, but served chilled to boost food-on-the-go breakfast sales.

RRP £1.39, 250ml

the big interview

Retailer Rubesh Navaratnam is living the dream now he has opened the doors to his first store in Nuneaton, Warwickshire

Q

Can you give us a brief description of your store?

The store is in the middle of a residential area, with plenty of competition. There are a few independent stores and several symbol group stores within a few minutes’ walk, so I know it’s vital that my store stands out and stays ahead of the competition. I do this by ensuring we have the right products at the right prices and the best promotions. It has been a local store for more than 25 years, but in recent years became very rundown, so my mission is to spread the word and win over the local community.

Q

How long have you had the store?

It became mine in January this year.

As soon as I had the keys, I carried out a whole-store refit, with brand-new shelving, lighting, refrigeration, even a new ceiling. I also completely changed the layout and have installed an EPOS system to ensure I have the right pricing and it’s easy to keep on top of.

Q

Did you always want to be a retailer?

I actually fell into retailing, and as time went on, I discovered I enjoyed it. And, over the years, you pick up the tricks of the trade and learn the tiny details until you realise it’s what you know best. I’ve spent 13 years in retailing, in a variety of locations, working for some of the multiples. Owning my own store is like a dream come true – I absolutely love it.

Q

What has been your biggest challenge?

I think the biggest challenge for any retailer is ensuring that your prices are competitive, as customers need to know they’re getting good value. And getting the range of fresh products right is a challenge as they have such a short shelf life and increased waste, but this is definitely the direction I’m looking to

14 Retailer Matters

ISSUE 29 2015

RETAIL

in detail take the store in as I know this is a real area of opportunity in convenience.

Q

What has been the highlight so far?

Without a doubt it’s looking at the store and seeing how far it has come already and it’s still only early days – it really is all-singing, all-dancing now.

Customers can see the investment I’ve made and they’re delighted. It’s a great starting point.

TOP Go with the full package TIP – baskets, uniforms, mats and EPOS – so that customers take you and your store seriously

THE FINER DETAILS… AT WORK… Q What is your bestselling product? LSV. Q Bestselling Lifestyle own-brand product?

The range of groceries.

Q Best thing about your job? Being your own boss means you have flexibility and space to think. It’s also wonderful to know you can be proud of your achievements as it all comes down to you and your hard work.

AT HOME… Q Favourite holiday destination? Malaysia.

Q What do you do in your spare time? At the moment I’m a workaholic, but I like to spend any time with my 11-year-old son playing cricket.

Q Favourite meal? It would have to be Indian, something very spicy.

Q

How has joining Lifestyle Express benefited you and your store?

There are no other Lifestyle Express stores nearby, so I know that, instantly, this makes my store stand out. I have to compete with other symbol groups, but having a professional look and known name above the door really helps. By working with Lifestyle Express, I’ve been able to completely refurbish the store with their expertise and knowledge, which has made the whole process run smoothly.

Q

Any tips for other retailers?

For me, retail is all about detail.

Everything comes down to pricing and what you’re offering. If you’re going to do it, go with the full package – baskets, uniforms, mats and EPOS – so that customers take you and your store seriously.

feature Summer

Be spontaneous this

As the temperatures hot up, make sure your sales are sizzling too with these great ideas for making the most of seasonal summer opportunities

16 Retailer Matters

ISSUE 29 2015

T

he summer is upon us and we are welcoming lighter evenings and longer days with open arms.

Retailers are more aware than most that a scorching weekend in May can be followed by a drizzly week in June. Being prepared for those sunny outbursts with chilled grab-and-go products will guarantee customers coming through the door.

Your sales are bound to sizzle if you stock bottled beers, wines and ciders in your chillers; the perfect temperature for customers to pick up and enjoy as part of a picnic in the park, or an impromptu gathering in the garden.

Think beyond ice cream and salads, be the go-to retailer for your customers’ every whim. Disposable barbecues are ideal for customers who don’t fire up the coals on a regular basis. Quick, safe and easy to use, they’re the perfect solution for one-off occasions.

There are plenty of scheduled summer events that people will prepare for in advance. Keep your eye on the ball for sporting events such as Wimbledon and the FA Cup Final, which will draw in crowds hosting get-togethers around the TV. From crisps and dips, to Pimm’s

The UK hosts over

125 million barbecues a year***

and strawberries, structure your promotions around the sporting calendar to maximise your profits.

CORE RANGE HAS IT COVERED In 2013 the UK was once again crowned Europe’s leading barbecue nation, hosting over 125 million barbecues*** h with the average number of annual w barbecues per family rising sharply from b

two in 2003 to over nine in 2013. Our core range has it covered, from Richmond Thick Sausages to Birds Eye Chicken Burgers. These modern comfort foods provide guaranteed satisfaction, regardless of the weather, or experience level of the chef! For some light-bite snacks, hand-held goodies are a perfect accompaniment to a spontaneous barbecue. Dairylea Dunkers Jumbo Tubes and Cheestrings are delicious, convenient snacks and for a sweet treat, stock up on Müller Corner Strawberry yoghurts, or for the more health-conscious, Müller Light yoghurts.

DRINK IN THE PROFITS

W

Where a beer and a barbecue go hand in hand, ready-to-drink cans of alcohol have also seen a huge jump in popularity,, with more products available than ever before. Be sure to make the cans of popular spirit and mixer combinations, such as Jack Daniel’s and Cola, and Gordons Gin & Tonic, available with other chilled alcohol products.

It’s important not to forget the soft drinks. An IPSOS Liquid Intake Study* suggests that retailers should allocate at least 27% of their soft drink chiller space to water, thanks to a rise in bottled water drink sales of 12% last year**.

ISSUE XX 2015

Retailer Matters XX

THINK BEYOND FOOD When the sun comes out, take the chance to remind customers about grocery and non-food summer essentials that can be forgotten. A great way of doing this is by having end-of-aisle promotions on items such as sun cream, baseball caps or bite cream. What about hand-held fans positioned near the tills? The perfect impulse buy for customers wanting to keep their cool.

Position foil,

kitchen roll and condiments, such as ketchup, mustard and mayonnaise, next to your disposable barbecues to upsell your products.

For families with young children, great company and food isn’t always enough to keep the little ones entertained. Consider getting in a selection of outdoor toys, such as bats and balls, or buckets and spades, to ensure you are one step ahead of the discounters and multiples in thinking of everything.

CAPTURE THE MOOD From amateur sports to the more professional kind, the mood of the nation during the summer is greatly shaped by the UK’s farings in the sporting world. As an independent retailer, you have the chance to support the feel-good mood and optimism of your local community with great customer service. The FA Cup Final at Wembley kick-starts the sporting season on 30 May and retailers should grab the

Summer feature

27%

of your soft drink chiller space at least should be allocated to water opportunity to cash in by pushing sharing bags of crisps and chocolate treats, frozen pizzas and quick-heat products for a hot half-time snack.

The nation will have its eyes on Wimbledon, as Andy Murray fights for his place on Centre Court. And the Rugby World Cup isn’t until September, but is something to prepare for.

Summer is an exciting time for retailers, with endless opportunities to make good profits and connect with your local community. Make the most of it! *DANONE/Insight usage and Attitudes Research July 2013/DANONE/ IPSOS Liquid Intake Study 2010 ** IRI Total Market Value Growth in 2014 *** EBLEX 2013 Report on Summer Eating Trends of UK Customers

TOP TIPS

1

Cater for the spontaneous Merchandise grab-and-go drinks and ready-to-eat rre e food in prominent positions fo spur-of-the-moment get-togethers. fo for

2

Don’t forget the non-food items Get the upper hand over the m multiples and discounters by providing g great offers on items such as kitchen towel, foil, sun cream and outdoor toys for kids.

3

Get in the sporting spirit Make sure you have the right range for the summer’s key sporting events, such as sharing bags and multipacks.

4

POS is paramount Use posters and labels to grab your customers’ at tttte ttten tte ten ntt n attention and encourage extra purchases.

5

Hydration is key H S Stocking chilled, bottled soft drinks and water wat w atterr is vital for customers needing instant ater refr ref frresh ffres sh ure ur re yyou re ou u al alw alwa llw lwa wa ayyss ha have ave ave e refreshment.

Make sure always p plenty le e of chilled products prrod rod duc duc ctts c in stock. in

All You Need feature

Save £35† on the Top 12

Stock up and save while you can Energise your sales with the latest great promotions from Landmark Wholesale and create an eye-catching display in your store

A

s retailers, you know that the combination of big names, bestselling products and fantastic prices makes a winning promotion.

This is why you can’t go wrong if you stock up on the latest promotions from Landmark Wholesale. And this time there’s not one but two amazing promotions up for grabs.

Available for a limited period (11 to 30 May 2015), Landmark Wholesale member depots are offering the Top 12 bestselling energy products all at fantastic prices. The promotion includes LSV, Red Bull, Monster, Relentless, Boost, Powerade, Lucozade and Rockstar. Plus, if you buy all Top 12 products, you make an impressive saving of £35. That’s not all. Lifestyle Express retailers can get £25 Cash Back just by displaying 10 of the Top 12 energy products.

THE SPECIAL TREATMENT

Black Storm (500ml) and Amber Strong (4x500ml) are all on offer – buy one case, save £1 and you can get £20 Cash Back by stocking these four products and displaying shelf cards. Inspire will visit your store week commencing 11 May to explain how it works.

Not only do these promotions give your customers what they need, but they allow you to compete locally. Attentiongrabbing show that your g g promotions p y store is a force to be reckoned with when it comes to delivering excellent value.

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

Buy 1 case of cider, get £1 off *

£off1

£off1 £off1

£off1

And it’s not just energy drinks receiving this special treatment. Following last year’s great cider promotion, Landmark Wholesale is offering retailers the chance to snap up some of its top-selling own-brand ciders at a discounted price.

Eridge Vale (2ltr), White Storm (2ltr), † Check your local Landmark Wholesale Members PLOF and in depot signage for details of local member pricing *on selected lines only

ISSUE 29 2015

Retailer Matters 21

about y r r o uw e with t a Do yo d up to g n i aking m p m d kee n the sa g w n a i l t n g tradin re impleme eed to ’t n ou’ sure y y? You don a new tl to tailers correc re, thanks e r t c o te anym me to pro sche

g n i k a e p S R

O F UP AILERS T E R

W

hether it’s the new tobacco display ban rules, or the constantly changing Challenge 25 procedures, retailers are under increasing pressure to make sure they stay on the right side of the law. And it’s not always as straightforward as it seems.

That’s why a new initiative called the Assured Advice Scheme has been launched to safeguard retailers when authorities challenge the way they have applied legislation. Philip LeShirley (above), Member Advice Consultant for Association of Convenience Stores (ACS), introduced the scheme. He said: “We’re the voice of more than 33,500 retailers across the country and a lot of our retailers tell us they try their best to follow legislation, but they still worry about being prosecuted.”

It can be hard for retailers to know what’s right, as different authorities have

different interpretations of the law.

“We’ve had an incident where shop owners have trained their staff to prevent underage sales based on Challenge 25, but the local authority decided that the rule had to be Challenge 30 instead.”

DEFENDING RETAILERS ACS launched the Assured Advice Scheme in partnership with Surrey County Council and Woking Borough Council to defend retailers.

If a retailer opts in and complies with the legally assured guidelines laid out in the learning materials, Surrey and Woking councils can challenge any enforcement action imposed by environmental health, police and trading standards.

The Assured Advice Scheme is regularly updated according to new legislation, so guarantees added protection. The aim is to reward businesses that invest in legislative

compliance and better yet, it costs nothing to opt in if retailers are ACS members.

“One retailer told us he managed to save thousands after opting in to the scheme,” Philip added. “He was considering paying to hire a private consultant to train his staff on fire procedures. But once he’d signed up to the scheme, he was able to access assured advice on fire safety and risk assessments, and train his staff himself for nothing. Now they’re fully compliant.”

INTERESTED IN SIGNING UP? Q To sign up, simply download the registration form at www. acs.org.uk/download/acs-assured-advice-sign-up-form/ Q Once completed, send it to Sarah Johnson at sarah. johnson@acs.org.uk or return it by post to Assured Advice, Association of Convenience Stores, Federation House, 17 Farnborough Street, Farnborough, Hampshire GU14 8AG. Q For more information, call Sarah Johnson on 01252 515001.

ISSUE 29 2015

Retailer Matters 23

We hand-pick over

800 26 Retailer Matters

bestselling items for Lifestyle Express retailers to boost your business

ISSUE 29 2015

Core range feature

Back to BASICS When it comes to selecting stock, Lifestyle Express has done all the hard work so you don’t have to.

With the launch of the updated core range and planograms, you can easily make sure you’re offering the latest bestsellers in the right places

E

very retailer knows that the only way to succeed is to sell the products your customers want.

By stocking their favourite items, you are guaranteed to build loyalty and keep them coming back again and again.

Our core range is there to help you do just that. We have hand-picked over 800 bestselling items for Lifestyle Express retailers to boost your business.

Every year we update the core range according to new customer trends by working with all the top suppliers and using Landmark’s sales data.

More and more retailers are taking advantage of the core range. Last year, we saw an increase of 5% of retailers stocking the entire recommended range, from 62% to 67%. And these retailers are reaping the benefits. Stores have reported an average increase of £1,000 in weekly sales.

The core range takes into account our ‘good, better, best’ principle by including products from the Lifestyle Value Own Brand, Own Brand and branded product

ISSUE 29 2015

Retailer Matters 27

W

INCREASE YOUR WEEKLY SALES

feature Core range

£1,000 The amount stores have reported as an average increase in their weekly sales from stocking the recommended core range ranges to cover the preferences of all customers.

If you feel you may need extra support, we have experts on hand to help you get the most out of our product recommendations. The Core Range Advisors are specialists in identifying specific ranges that would work best for your store. What’s more, for every core range product we recommend that you then stock, you will receive Cash Back to spend in depot. If you want a Core Range Advisor to call, email your name, store address and phone number to corerange@lmkcc.co.uk

PROVEN TRACK RECORD

HOW DO YOU USE CORE RANGE TO MAXIMISE SALES?

Stuart Johnson, Retail Controller for Landmark Wholesale, said: “These Let us know. Get in touch with us products have a proven track record with customers and retailermatters@ you’ll know you have an summersault.co.uk impressive mix of products across all price points. Those retailers who stock the core range consistently report a positive impact on their sales.”

With the introduction of exciting new products to the range and brand-new planograms, now is a great time to get involved.

TIPS FOR UPDATING YOUR RANGE Q Don’t know where to start? Avoid trying to tackle your entire store in one go. Compare sections of products to the core range list one step at a time to see what you are missing.

Q If you want some more support, our Core Range Advisors are here to help. Email your name, store address and phone number to corerange@lmkcc.co.uk and an advisor can arrange to visit your store. They can help guide you on products that will work well for you and issue money-off vouchers to reduce the cost of buying new stock.

Q Merchandise own brand next to branded items, with clear price tickets on shelves so that the price difference is obvious.

Q Ou Our core range listing is fe featured in the Retailer Best S Sellers Guide, which you can p pick up from your Landmark me member depots.

28 Retailer etailer Matters

ISSUE 29 2015

store profile Oxford Convenience

WHEN

opportunity

KNOCKS… B

iding his time, Saj Siddique was waiting for the perfect property before he could make the dream of owning his own store a reality. And, now in his gleaming refurbished new Lifestyle Express store in Thornaby, Stockton-on-Tees, it’s clear that it was worth the wait.

While it may be a new store, retailing isn’t new to Saj, who has earned his stripes by working in a variety of stores and petrol stations across Newcastle and Middlesbrough.

“I always wanted to run my own business,” admitted Saj. “It was just never the right time. Either I hadn’t quite got the funds in place or the premises wasn’t right, but I knew if I waited I’d find the right store for me.”

And find it he did. “A friend called and told me he’d found a store that might be what I was looking for,” he said. “So I went along to have a look and while it was dreadfully run-down and badly cared for, I could see the potential it offered straightaway.”

TURNING BASIC INTO FANTASTIC For Saj, it wasn’t just about the building, but about the bigger picture.

“The most important thing to me was that the store was in the right area and had a community around it, which this one had. I knew that with a lot of hard work and investment, I could make it

30 Retailer Matters

ISSUE 29 2015

a fantastic asset to the local area.”

Everything all came together – the right store, the right price and the right time. But despite the scale of the changes ahead, Saj was never daunted by them.

He said: “I genuinely believe that if you’re a hard worker, you can take something very basic and develop it into something fantastic.”

Saj had already decided that he would join a symbol group as soon as he had his own store and, for him, Lifestyle Express stood out. “For me, the beauty of Lifestyle Express was that it was so flexible. I could make my own decisions about how I ran my store and developed

W

Opening his first store was just a matter of time for retailer Saj Siddique, and his patience has paid off

STORE CV NAME: Lifestyle Express Oxford Convenience STORE’S TIME WITH LIFESTYLE EXPRESS: Two months STAFF: Three FEATURES: National Lottery, PayZone, free-to-use ATM, newspapers, Slush Puppy BESTSELLERS: Lifestyle Value toilet roll, sugar, kitchen towel, dog foods and LSV energy drinks

“I always wanted to run my own business, it was just never the right time.

I knew if I waited, I’d find the right store for me”

NEAREST COMPETITION: Premier, Nisa and Bargain Booze, all within five minutes’ walk TRADING TIMES: 7am-9pm, Mon-Sat, 8am-8.30pm Sunday

ISSUE 29 2015

Retailer Matters 31

store profile Oxford Convenience

WOULD YOU LIKE TO SEE YOUR STORE FEATURED HERE? Let us know. Get in touch with us

retailermatters@ summersault.co.uk

Saj with Business Development Manager Danny Smith (left)

“I talked endlessly to customers about what they liked, and what they were looking for, and that has really shaped the decisions I’ve made about the store” my business, but I had all the benefits of being part of something bigger.”

From working elsewhere, Saj already shopped at Blakemore Wholesale and so he knew Business Development Manager Danny Smith. “Danny was also part of the reason I joined Lifestyle Express,” admitted Saj. “He’s a really nice guy, very knowledgeable and helpful. I liked and trusted him and when he talked about Lifestyle Express, I knew instinctively it was the right decision.”

Once Saj had been running the store for a short while, he decided to go ahead with the refurbishment to become a Lifestyle Express store. This took just two weeks. “Working with Danny and Lifestyle Express meant that the process was smooth and everything went to plan,” said Saj. “I was really impressed by how professionally it was run.”

The response locally was unanimous.

“Everyone was thrilled with the changes I’d made,” said Saj. “The store is bright, looks professional and welcoming, and it

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ISSUE 29 2015

has made such a difference to the area.”

Saj’s focus for the first few weeks was clear. “My main aim was to get to know my customers and the community so that I could better understand what they wanted and needed from their store.”

PROMOTIONS A PLUS As a result, Saj has recognised that promotions are a sure-fire winner with his customers and are also a brilliant way to attract new ones. “I advertise my promotions in the window and it’s a great way to spread the word about my latest deals and special offers,” said Saj. “Right now, I have some great brands on promotion, including Lucozade and Pringles, which are flying off the shelves.”

Another big hit is the dedicated Value Zone. “So many customers come in just for the Lifestyle Value products I have,” admitted Saj. “They’re so popular, I’m always

Below: Saj (left) with colleague Muhammad Saeed

restocking my shelves.”

And, as you’d expect with such a positive reaction from local people, sales are looking great. “I saw an improvement immediately after the refurbishment and this is continuing week-on-week” said Saj. “I know our promotions and range of Lifestyle Value products play a huge part in this.”

A BRIGHT FUTURE Saj has lots of plans for the future. “Short term, I’m focusing on making this store the best it can be. I want to extend product lines and roll-out more Lifestyle Value products. Getting the products right is essential to any store’s success.

Longer term, I’d like to think about potentially opening another store, but we’ll see. Whatever I do, I’ll be sticking with Lifestyle Express.”

SAJ’S

TOP TIPS Experienced Saj Sa is the ideal pers person on to offer f advice o successf successful retailing iin a heavily competit competitive local area

MAKE VALUE A PRIORITY Customers want to know that they’re getting great value. I’ve created a dedicated Value Zone for my Lifestyle Value products, which has been a huge hit. They offer me excellent margins and brilliant sales, and help drive up customer loyalty.

I’m always looking at the latest products from Lifestyle to add to my shelves. Own brand has been a really popular choice for my customers, so I’ll always try and extend my own brand product lines where I can.

LSV is a great example of this – it offers excellent value and is a top seller for me.

DEAL OR NO DEAL? Every customer loves a promotion, discount or special offer. Position a dedicated promotion bay at the front of the store. Deals are a great way to get ABOUT SAJ a point of difference Saj Siddique had always and are also a wanted to own a store, and is now happily behind his own counter. Saj brilliant way to runs the store with two other members of staff and knows he has attract new to deliver something extra-special as he has so much competition, customers. all just a few minutes’ walk away from his store.

TALK IS CHEAP Talk to your customers.

Find out what they want and what they’re looking for in your store. This is a great way to upsell, point out relevant promotions or ask for their opinion to make them feel valued.

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ISSUE 29 2015

SPREAD THE WORD Let potential customers know about your promotions, especially in an area where there’s lots of competition. Use every means you can – I put up posters in the window and have leaflets on the counter for customers to take. I also post leaflets in the local area to spread the word even further.

LED Lighting feature

If you only do

INTRODUCE LED LIGHTING

Make a change by introducing LED lighting. Not only will it save you money and make you more energy efficient, but it will also improve the look and feel of your store.

A

nything you can do to pull extra traffic into your store is always worth considering, and these days more and more retailers are discovering that simple things, such as better lighting, can make a dramatic difference.

Our stores already benefit from the great reputation that comes with being part of Lifestyle Express, but investing in visual improvements is a key way to boost business and make sure you are providing the best possible shopping experience for your customers.

ATTRACT ATTENTION LED lighting is a great way to do this.

The fixtures are designed to focus light in a single direction, which results in a brighter and more uniform look across package facings. If paired with eye-catching POS, customers will be attracted to particular parts of the store or specific items.

They also have the potential to help you make drastic savings on your energy bills, with reports suggesting that a single LED light can last up to 30 times longer than your average bulb. A good LED bulb can last up to three years if used 24 hours a day seven days a week.

Lifestyle Express stores come in all shapes and sizes and stock products across the grocery, chilled and frozen spectrum. The LED bulbs are versatile, durable and can be used as overhead lighting, on shelves or in fridges and

A good LED bulb can last up to three years if used 24 hours a day seven days a week freezers. They are contained within robust plastic casings, reducing the risk of breakage and preventing dust or insects from entering the unit, cutting out additional maintenance costs and hygiene concerns.

Research suggests that LED lights can deliver around four times the illuminance of typical retail ambient

lighting, so have the power to create dramatic effect in retail stores.

Your next step would be to speak to your Business Development Manager, who can give you specialised advice on how to become more energy efficient.

They could arrange a visit to a Lifestyle Express store that already uses LED lighting – a great way to assess the pros and cons.

Lifestyle Express is always looking for ways to enhance customers’ shopping experience, and with better light quality, you can give your store and your products an improved look and feel.

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Retailer Matters 37

41

core range ITEM

SIZE

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

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

SOFT DRINKS – LIFESTYLE & LSV RANGE Lifestyle Apple Juice Lifestyle Orange Juice LSV Energy LSV Energy (Can) LSV Energy (PET) LSV Glucose Cherry LSV Glucose Orange LSV Isotonic Mixed Berry LSV Isotonic Orange

200ml 200ml 250ml 500ml 500ml 380ml 380ml 500ml 500ml

42One of the Must Stock Own Brand Range

*Scotland only

Your guide to the bestselling brand and Own-Brand products

ITEM

SIZE

SOFT DRINKS – LIFESTYLE & LSV RANGE LSV Isotonic Tropical Berry (Blue) LSV Sugar Free

500ml 250ml

SOFT DRINKS – AMBIENT Boost Coca Cola Diet Coke Diet Pepsi Dr Pepper Fanta Orange Highland Spring Sparkling Highland Spring Still Irn Bru Lucozade Energy Orange Lucozade Energy Original Pepsi Pepsi Max Red Bull Ribena Blackcurrant Robinsons NAS Blackcurrant & Apple Robinsons NAS Orange Rubicon Mango Schweppes Indian Tonic Water Schweppes Lemonade Vimto Cordial Vimto Fizzy Volvic Volvic Touch of Fruit Strawberry *Irn Bru Sugar Free

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

SOFT DRINKS – LIFESTYLE RANGE Lifestyle Apple Juice Lifestyle Cranberry Juice Lifestyle Orange Juice Lifestyle Soda Water LSV Energy

ITEM

FOR 2015 -2016’ SIZE

CRISPS & SNACKS Pringles Sour Cream & Onion Pringles Texas BBQ Quavers Quavers Sensations Thai Sweet Chilli Space Raiders Pickled Onion Transform-a-Snack BBQ Walkers Cheese & Onion Walkers Cheese & Onion Walkers Classic Variety Walkers Prawn Cocktail Walkers Ready Salted Walkers Salt & Vinegar Walkers Snaps Tomato Wotsits Wotsits *Golden Wonder Cheese & Onion *Golden Wonder Spring Onion *Nik Naks Nice ‘n’ Spicy *Walkers Pickled Onion

190g 190g Sharing Std Sharing Std Std Sharing Std 6pk Std Std Std Std Sharing Std Std Std Std Std

SWEET SNACKS Belvita Breakfast Milk & Cereal Biscuits Kelloggs Coco Pops Bar Kelloggs Nutri-grain Strawberry Kelloggs Rice Krispies Squares Mallow Kelloggs Rice Krispies Squares Totally Chocolately KP Milk Chocolate Dips Nutella & Go Oreo Snack Pack

50g 20g 37g 28g 36g 32g 48g 66g

1ltr 1ltr 1ltr 1ltr 1ltr

CONFECTIONERY – GIFTING Celebrations Ferrero Rocher Milk Tray Quality Street Roses

Carton T16 Box Carton Carton

BISCUITS Cadbury Milk Chocolate Fingers Fox’s Melts Viennese Chocolate Jacobs Cream Crackers Jammie Dodgers Maryland Choc Chip Cookies MCV Digestive MCV Ginger Nuts MCV Hob Nobs MCV Jaffa Cakes MCV Milk Chocolate Digestives MCV Milk Chocolate Hobnobs MCV Rich Tea Nestle Blue Riband Nestle Kit Kat Oreo Vanilla Roll *Tunnocks Caramel Wafer *Tunnocks Teacakes

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

BISCUITS – LIFESTYLE RANGE Lifestyle Custard Creams

300g

CRISPS & SNACKS Burtons Fish ‘n’ Chips Doritos Chilli Heatwave Doritos Chilli Heatwave Doritos Cool Original Doritos Tangy Cheese Doritos Tangy Cheese Frazzles Bacon Hula Hoops BBQ KP Dry Roasted Nuts KP Salted Nuts McCoys Cheddar & Onion McCoys Flamegrilled Steak McCoys Flamegrilled Steak McCoys Salt & Vinegar McVities Mini Cheddars McVities Mini Cheddars Monster Munch Beef Monster Munch Pickled Onion Pringles Original Pringles Original Pringles Sour Cream & Onion

Std Sharing Std Sharing Sharing Std Std Sharing 80g 90g Std Sharing Std Std Sharing Std Sharing Std 40g 190g 40g

CONFECTIONERY – SHARING Aero Bubbles Mint Aero Mint Bassetts Jelly Babies Cadbury Eclairs Cadbury Giant Buttons CDM Caramel CDM Dairy Milk CDM Fruit & Nut CDM Wholenut Galaxy Galaxy Caramel Galaxy Minstrels Haribo Starmix Haribo Supermix Haribo Tangfastics M&M’s Peanut Maltesers Maoam Pinballs Maynards Wine Gums Milky Bar Revels Rowntrees Fruit Pastilles Skittles

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

CONFECTIONERY – CHOCOLATE Aero Mint Boost Bounty Bounty Dark Cadbury Freddo Cadbury Fudge CDM Caramel CDM Dairy Milk CDM Fruit & Nut Crunchie Daim Double Decker Ferrero Rocher Flake Frys Turkish Delight Galaxy Galaxy Caramel

Std Std Std Std Std Std Std Std Std Std Std Std T3 Std Std Std Std

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Retailer Matters 39

core range One of the Must Stock Own Brand Range *Scotland only

ITEM

SIZE

CONFECTIONERY – CHOCOLATE Galaxy Minstrels Galaxy Ripple Kinder Bueno Kinder Bueno White Kinder Snack Bar Kinder Surprise Kit Kat 4 Finger Kit Kat Chunky Kit Kat Peanut Chunky Lion Bar M&M’s Peanut Malteser Teasers Maltesers Mars Mars Milky Bar Buttons Milkyway Milkyway Stars Munchies Nestle Milky Bar Picnic Rolo Smarties Snickers Snickers Starbar Toffee Crisp Twirl Twix Twix Wispa Wispa Gold Yorkie Yorkie Raisin & Biscuit

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

CONFECTIONERY – SUGAR Maynards Wine Gums Rowntrees Fruit Gums Rowntrees Fruit Pastilles Rowntrees Jelly Tots Skittles Starburst

Std Std Std Std Std Std

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

Std Std Std Std Std Std Std Std

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

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

GROCERY – BREAKFAST CEREALS Alpen Kelloggs Bran Flakes Kelloggs Coco Pops Kelloggs Cornflakes Kelloggs Crunchy Nut Cornflakes Kelloggs Frosties Kelloggs Rice Krispies Kelloggs Special K Kelloggs Variety Pack Nestle Multi Cheerios Nestle Shredded Wheat Nestle Shreddies Quaker Oats Quaker Oats So Simple Original Honey Monster Puffs Weetabix

375g 500g 290g 500g 375g 375g 340g 300g 8’s 375g 16’s 500g 500g 12’s 320g 24’s

40 Retailer Matters

ISSUE 29 2015

ITEM

SIZE

GROCERY – HOT BEVERAGES Cadburys Drinking Chocolate Carte Noir Coffee Mate Horlicks Kenco De-Caff (Jar) Kenco Rich Eco (Jar) Kenco Smooth (Jar) Nescafe 3 in 1 Nescafe Azera Nescafe Cappuccino Nescafe Cappuccino Unsweetened Nescafe Gold Blend Nescafe Original Nescafe Original Nesquik Strawberry PG Tips PG Tips Silverspoon Granulated Sugar Tetley De-Caff Tetley Teabags Tetley Teabags Yorkshire Tea *Nambarrie *Scottish Blend

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

GROCERY – HOT BEVERAGES – LIFESTYLE RANGE Lifestyle Value Sugar

500g

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

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

GROCERY – CANNED VEG, MEAT & FISH – LIFESTYLE RANGE Lifestyle Baked Beans 410g Lifestyle Chopped Tomatoes 400g Lifestyle Garden Peas 300g Lifestyle New Potatoes 540g Lifestyle Plum Tomatoes 400g Lifestyle Sliced Carrots 300g Lifestyle Tuna Chunks in Brine 170g GROCERY – SOUP Batchelors Cup a Soup Chicken Batchelors Cup a Soup Tomato Heinz Chicken Soup Heinz Oxtail Soup Heinz Tomato Soup Heinz Vegetable Soup *Baxters Chicken Broth *Baxters Scotch Broth *Heinz Lentil

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

GROCERY – SAUCES & CONDIMENTS Amoy Dark Soy Sauce Batchelors Pasta ‘N’ Sauce Chicken & Mushroom

150ml 122g

ITEM GROCERY – SAUCES & CONDIMENTS Batchelors Super Rice Golden Batchelors Super Noodles BBQ Beef Batchelors Super Noodles Chicken Baxters Sliced Beetroot Bisto Chicken Gravy Granules Bisto Gravy Granules Branston Original Pickle Chicken Tonight Spanish Chicken Colmans Bramley Apple Sauce Colmans Cheddar Cheese Sauce Mix Colmans Classic Mint Sauce Colmans English Mustard Colmans Parsley Sauce Mix Colmans Sausage Casserole Mix Crisp n Dry Vegetable Oil Dolmio Bolognese Extra Onion & Garlic Dolmio Creamy Tomato Pasta Bake Dolmio Original Bolognese Sauce Haywards Traditional Onions Heinz Salad Cream (New Design) Heinz Tomato Ketchup Hellmanns Mayonnaise Hellmanns Mayonnaise Light HP Original Sauce Knorr Chicken Stock Cubes Lea & Perrins Worcestershire Sauce Napolina Extra Virgin Olive Oil Old El Paso Fajitas Dinner Kit Oxo Cubes - Beef Paxo Sage & Onion Stuffing Pot Noodle Chicken & Mushroom Pot Noodle Curry Sacla Green Basil Pesto Sarsons Malt Vinegar Sharwoods Korma Sauce Sharwoods Tikka Masala Sauce Tilda Basmati Rice Uncle Bens Express Basmati Rice Uncle Bens Express Egg Fried Rice Uncle Bens Express Long Grain Rice Uncle Bens Medium Chilli Sauce Uncle Bens Original Sweet & Sour Sauce

SIZE 120g 100g 100g 340g 170g 170g 360g 500g 250ml 40g 250ml 100g 20g 40g 1ltr 500g 500g 500g 454g 235g 460g 400g 400g 255g 8’s 150ml 250ml Kit 12’s 85g 90g 90g 190g 250ml 420g 420g 500g 250g 250g 250g 500g 500g

GROCERY – SAUCES & CONDIMENTS – LIFESTYLE RANGE Lifestyle Ground Black Pepper 25g Lifestyle Pasta Quills 500g Lifestyle Salt 750g Lifestyle Spaghetti 500g Lifestyle Sunflower Oil 1ltr Lifestyle Vegetable Oil 1ltr GROCERY – HOMEBAKE Ambrosia Rice Pudding Ambrosia Devon Custard Angel Delight Strawberry Carnation Evaporated Milk Del Monte Fruit Cocktail in Juice Del Monte Peach Slices in Juice Del Monte Sliced Pineapple in Juice Hartleys Best Raspberry Seedless Jam Hartleys Best Strawberry Jam Hartleys Strawberry Jelly Block Jif Lemon Marmite Yeast Extract McDougalls Plain Flour McDougalls Self Raising Flour Mr Kipling Golden Syrup Sponge Puddings Nutella Robertsons Golden Shred Marmalade Rowse Honey Pure & Natural Clear Squeezable Sunpat Peanut Butter Crunchy

400g 400g 59g 410g 415g 415g 432g 340g 340g 135g 250ml 125g 1.25kg 1.25kg 2 x 95g 400g 454g 340g 227g

GROCERY – BABY Cow & Gate Stage 1 Milk Cow & Gate Stage 2 Milk Farleys Original Rusks Huggies Pure Baby Wipes J&J Baby Lotion J&J Baby Oil J&J Baby Powder J&J Baby Shampoo Pampers Baby Dry Size 3 Pampers Baby Dry Size 4

200ml 200ml 150g 64’s 200ml 200ml 100g 200ml 22’s 20’s

core range One of the Must Stock Own Brand Range *Scotland only

ITEM

SIZE

GROCERY – BABY Pampers Baby Dry Size 5 Pampers Baby Dry Size 6 Sudocrem

16’s 17’s 60g

GROCERY – BABY – LIFESTYLE RANGE Lifestyle Cotton Buds Lifestyle Nappies Size 5

100’s 12’s

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

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

PET CARE – DOG – LIFESTYLE VALUE RANGE Lifestyle Value Dog Food Beef

1.2kg

PET CARE – CAT Dreamies Chicken Felix Mono Fish Felix Pouch Fish Selection Felix Pouch Mixed Favourites in Jelly Gourmet Perle Pouch Chicken Kitekat Chicken Sheba Turkey & Chicken Thomas Cat Litter Whiskas Chicken Whiskas Chicken Pouch Whiskas Complete Chicken Whiskas Fishermans Choice Whiskas Pouch Poultry Whiskas Salmon in Jelly PERSONAL CARE & MEDICINES – MEDICINE Alka Seltzer Original Anadin Extra Caplets Beechams Powders Calpol Sugar Free Calpol Sugar Free Six Plus Imodium Anti-Diarrhoea Capsules Lemsip Max All in One Lemon Lemsip Max Capsules Nurofen Express Liquid Capsules Nurofen Tablets Piriteze Allergy Tablets Pro Plus Rennie Spearmint Savlon

SIZE

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

200g 200g 500ml

CHILLED & FROZEN – FROZEN Aunt Bessies 12 Yorkshire Puddings Aunt Bessie’s Jam Roly Poly Bernard Matthews 8 Mini Kievs Birds Eye 10 Value Fish Fingers Birds Eye 4 Chicken Burgers Birds Eye Chicken Curry 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 Carlton SK JPS Blue KS Lambert & Butler KS Lambert & Butler KS Lambert & Butler Blue KS Mayfair KS Mayfair KS Richmond SK Sovereign Blue KS Sovereign Blue SK Sterling Fresh Taste on Demand KS Sterling Fresh Taste on Demand KS Sterling KS Sterling SK Sterling SK Windsor Blue SK

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

NON FOOD – HOUSEHOLD – LIFESTYLE VALUE RANGE Lifestyle Value Dishcloths 5’s

CIGARETTES – NO3 (OWN BRAND) RANGE No.3 KS No.3 KS No.3 SK No.3 SK

19’s 10’s 19’s 10’s

CHILLED & FROZEN – CHILLED Cathedral City Mature Cheddar Cheestrings Original Singles Copella English Apple Dairylea Dunkers Jumbo Tubes

TOBACCO Amber Leaf Amber Leaf Amber Leaf Gold Leaf

12.5g 25g 50g 12.5g

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

2 Roll 4 Roll 2 Roll

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

4 Roll 4 Roll

60g 6pk 12pk 12pk 85g 400g 150g 5ltr 390g 100g 340g 12pk 12pk 390g

NON FOOD – LAUNDRY Ariel Liquid Ariel Excel Gel Bio Bold 2 in 1 Lavender & Camomile Bold 2 in 1 Lavender & Camomile Liquid Comfort Fabric Conditioner Original Blue Comfort Fabric Conditioner Pure Daz Go Pods Daz Auto Regular Lenor Spring Awakening Fabric Conditioner Persil Capsules Non Bio Persil Non Bio Persil Small & Mighty Liquid Non Bio Surf Liquid Tropical Surf Tropical

1.2ltr 16 Wash 10 Wash 1.2ltr 750ml 750ml 12’s 10 Wash 550ml 10’s 10 Wash 15 Wash 16 Wash 10 Wash

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

NON FOOD – LAUNDRY – LIFESTYLE VALUE RANGE Lifestyle Value Auto Washing Powder 780g

PERSONAL CARE & MEDICINES – FEMININE HYGIENE Always Ultra Long Plus 12’s Always Ultra Night 10’s Always Ultra Normal 16’s Always Ultra Normal Plus 14’s Bodyform Ultra Normal with Wings 14’s Kotex Maxi Pad Nighttime 10’s

SIZE 284ml 500g 60g 200g 250g 120g 100g 150g 175g 25g 213g 454g 150g 190g 850ml 330ml 850ml 330ml 500g 260g 260g 180g 180g 180g 140g 200g 475ml 475ml 75ml

4 Roll 2 Roll 4 Roll 4 Roll 2 Roll 2 Roll 9’s 80’s 100’s

400ml 250ml Single 100ml 100g 5’s 200ml 250ml 250ml 150ml 250ml 250ml 250ml 150ml 75ml

ITEM CHILLED & FROZEN – CHILLED Elmlea Double Flora Original Fridge Raiders Roast Kraft Philadelphia Lurpak Mattessons Crumbed Ham Mattessons Wafer Thin Ham Muller Corner Strawberry Muller Light Strawberry Peperami Original Richmond Skinless Sausage Richmond Thick Sausage Rustlers Chicken Sandwich Rustlers Quarter Pounder Tropicana Original Tropicana Original Tropicana Smooth Tropicana Smooth 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

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

PERSONAL CARE & MEDICINES – LIFESTYLE RANGE Lifestyle Ibuprofen Blister Pack 16’s Lifestyle Paracetamol Tub 16’s PERSONAL CARE & MEDICINES – TOILETRIES Balsam Shampoo Raspberry Carex Handwash Original Colgate Toothbrush Twister Colgate Toothpaste UCP Dove Cream Bar Gillette Blue II Fixed Disposable Razors Gillette Shave Gel Sensitive Head & Shoulders Shampoo Classic Clean Listerine Coolmint Mouthwash Lynx Bodyspray Africa Lynx Showergel Africa Radox Showergel Refresh Silvikrin Hairspray Firm Sure APD Active for Men Sure APD Crystal Clear Aqua Compressed

ITEM

PERSONAL CARE & MEDICINES – FEMININE HYGIENE Tampax Compak Regular 20’s Tampax Compak Super 20’s Tampax Compak Super Plus 20’s

NON FOOD – HOUSEHOLD Bloo Acticlean Original Dettol Surface Trigger Domestos Original Bleach Duck Liquid Fresh Fairy Wash Up Lemon Fairy Wash Up Original Febreeze Airspray Cotton Fresh Finish All in 1 Flash Wipes Lemon Flash All Purpose Liquid Lemon Flash Bathroom Spray Flash Spray with Bleach Mr Muscle Lemon Kitchen Mr Muscle Oven Cleaner Mr Muscle Sink & Plug Unblocker Mr Muscle Window Mr Sheen Original Shake ‘n’ Vac Citrus Blossom

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

NON FOOD – HOUSEHOLD – LIFESTYLE RANGE Lifestyle Clingfilm 350mm Lifestyle Disinfectant Lifestyle Firelighters Lifestyle Heavy Duty Refuse Sacks Lifestyle Kitchen Foil 300mm Lifestyle Press ‘n’ Seal Sandwich Bags Lifestyle Soap Pads Lifestyle Swing Bin Liners Lifestyle Thick Bleach Lifestyle Wash Up Liquid Original

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

200g 21g 330ml 47g

ISSUE 29 2015

Retailer Matters 43

core range One of the Must Stock Own Brand Range *Scotland only

ITEM

SIZE

TOBACCO Golden Virginia

12.5g

BEER Budweiser Bottle Budweiser Can Carling Can Carling Can Carling Pint Can Carlsberg Can Carlsberg Pint Can Carlsberg Export Can Carlsberg Export Bottle Carlsberg Special Brew Can Coors Light Can Corona Bottle Crabbies Alcoholic Ginger Beer Desperados Desperados Fosters Can Fosters Can Fosters Gold Bottle Fosters Pint Can Guinness Draught Can Heineken Can Holsten Pils Can John Smiths Extra Smooth Can Kronenbourg 1664 Can Newcastle Brown Ale Old Speckled Hen Peroni Bottle Peroni Bottle Red Stripe Can San Miguel Bottle San Miguel Bottle San Miguel Can San Miguel Fresca Bottle Skol Stella Artois Bottle Stella Artois Bottle Stella Artois Can Stella Artois Can Stella Artois Pint Can Tyskie Can *McEwans Export Can *Miller Genuine Draft Bottle *Tennents Can *Tennents Can *Tennents Pint Can *Tennents Special Ale Can

6pk 4pk 4pk 8pk 4pk 4pk 4pk 4pk 6pk 4pk 4pk 4pk 500ml 3pk 650ml 4pk 8pk 6pk 4pk 4pk 4pk 4pk 4pk 4pk 550ml 500ml 660ml 4pk 4pk 660ml 4pk 4pk 6pk 8pk 660ml 6pk 4pk 8pk 4pk 4pk 4pk 4pk 4pk 8pk 4pk 4pk

CIDER Bulmers Bold Cherry Bulmers Red Berries & Lime Crumpton Oaks Frosty Jacks Henry Westons Vintage K Cider Koppaberg Mixed Fruit Koppaberg Strawberry & Lime Magners Original Magners Original Can Scrumpy Jack Stella Cidre Stella Cidre Raspberry Strongbow Strongbow Pint Can Strongbow Strongbow Citrus Edge Strongbow Dark Fruits Strongbow Pear

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

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

44 Retailer Matters

75cl 75cl

ISSUE 29 2015

ITEM WINE – WHITE Blossom Hill White Brancott Estate Sauvignon Blanc Casillero Del Diablo Sauvignon Blanc Echo Falls Chardonnay Echo Falls Pinot Grigio Echo Falls White Gallo Pinot Grigio Hardys VR Chardonnay Hardys VR Pinot Grigio Isla Negra Sauvignon Blanc Jacobs Creek Chardonnay Jacobs Creek Semillon Chardonnay Kumala Cape Classics White Lindemans Bin 65 Chardonnay Stowells Chenin Blanc Wolf Blass Yellow Label Chardonnay

SIZE 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl

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

75cl

WINE – RED Barefoot Merlot Blossom Hill Red Campo Viejo Tempranillo Echo Falls Merlot Echo Falls Red Hardys VR Cabernet Sauvignon Hardys VR Merlot Hardys VR Shiraz Isla Negra Cabernet Sauvignon Jacobs Creek Grenache Shiraz Jacobs Creek Shiraz Cabernet Kumala Cape Classics Red Lindemans Bin 50 Shiraz Stamp Shiraz Cabernet Wolf Blass Yellow Label Cabernet Sauvignon Wolf Blass Yellow Label Shiraz Yellow Tail Shiraz

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

WINE – VINTNERS COLLECTION (OWN BRAND) RANGE Vintners Collection Australian Shiraz 75cl Vintners Collection Californian Merlot 75cl Vintners Collection Chilean Cabernet Sauvignon 75cl WINE – RED – PREMIUM OWN BRAND Don Fabian Spanish Rioja

75cl

WINE – ROSE Barefoot White Zinfandel Blossom Hill White Zinfandel Echo Falls Rosé Echo Falls White Zinfandel Echo Falls Pinot Grigio Blush Gallo White Grenache Gallo White Zinfandel

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

WINE – ROSE – VINTNERS COLLECTION (OWN BRAND) RANGE Vintners Collection Californian White Zinfandel 75cl WINE – SPARKLING Asti Martini Jacobs Creek Sparkling White Pinot Noir

75cl 75cl

WINE – SPARKLING – PREMIUM OWN BRAND Prosecco Santa Loretta

75cl

WINE – FORTIFIED WINE Cockburns Fine Ruby Port Croft Original Harveys Bristol Cream Martini Bianco Martini Extra Dry QC Cream QC Medium Stones Ginger Wine Taylors Select Port

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

ITEM

SIZE

WINE – SPARKLING PERRY Lambrini Lambrini Lambrini Cherry

1.5ltr 75cl 1.5ltr

WINE – BELLARINI (OWN BRAND) RANGE Bellarini Bellarini

1.5ltr 75cl

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

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

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 Gordons Gin & Tonic Jack Daniels & Cola Morgans Spiced & Cola Smirnoff & Cola Smirnoff & Cranberry Smirnoff Ice Smirnoff Ice WKD Blue WKD Blue WKD Iron Brew

250ml 330ml 250ml 250ml 250ml 70cl 4pk 70cl 4pk 70cl

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

1ltr 70cl 35cl

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

The secrets of my

Retailer Matters goes behind the scenes to see how retailers keep their stores running like clockwork

When did you start as a retailer?

I became a retailer in 2011. It has been a brilliant four years and I have b been climbing up the ladder every year. b Before that, I worked in cash and B ccarry as a business development eexecutive. It gave me great insight into the retail market. in

Jameel Ahmad runs the successful Clouden Road Stores in Cumbernauld and tells us his trade secrets

Q

When did you join Lifestyle Express?

I joined about four years ago. After two years in sales, I was ready for a change. I had been thinking of going into the retail business for a while and decided to take the leap and open my

own store. I knew that if I was going to do this, I wanted to do it as part of a successful fascia group. It’s been the best decision I ever made.

Q

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

First of all, I knew Landmark from working in cash and carry, and its people were really helpful in giving me great up-to-date advice about opening my own store. Also, the exclusive promotions Landmark runs are really competitive and allow me to offer my customers great value.

ISSUE 29 2015

Retailer Matters 47

W

Q

feature Your store

Q

What’s your unique selling point?

Our key selling point is food-to-go.

We are close to a school, so a lot of the children will come in here on their way to school in the morning or on their lunch break. Our bestselling product is probably hot dogs, which we serve with a range of sauces.

Q

What has been a recent success for you?

your st Q Describe words: e re th st in ju dy.

Offering fantastic value on our most popular food-to-go products has been our most recent success. I decided to reduce the price of our hot dogs and by doing that we have seen an increase in footfall. A personal success is that I have recently opened a newsagent in Waterloo Street, Glasgow city centre.

I wouldn’t have been able to do that if this store wasn’t so successful.

Q

Q

fe, ti Friendly, sa self your Q Describe ds: in three wor

sk-taking, Ambitious, ri patient. ng ur bestselli Q What is yo dogs. ot H product?

as customers know they don’t do have to go to a bigger store to get big deals.

How do you spread the word about your store?

We use leaflets to advertise our latest deals and offers, but the key thing for me is giving great customer service – word of mouth is so important when increasing awareness of your store.

What promotions do you take advantage of?

We have a dedicated promotions aisle, so customers who want the best deals know they can rely on us. The offers change every two weeks, so we can offer top discounts on new products all the time. The 2 for £2.50 deal on Coke drinks is great,

48 Retailer Matters

R STORE YOU AND YOOTULIGHT IN THE SP ore

Q

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

Choosing to stick with it and not be daunted that other retailers have only lasted six months here. Because I introduce new lines and I have made an effort to establish relationships with my customers, they always come back. I have worked long hours, seven days a week non-stop, to get Get in touch and share your story the shop to the success retailermatters@ it is today.

WHAT’S THE SECRET TO YOUR SUCCESS?

ISSUE 29 2015

summersault.co.uk

Q

Any tips for other retailers?

It takes time and patience

l ’ confidence. fid d into to get people’s I moved the th community my store is based in so th that people knew they could trust me and my store. My biggest tip to other an retailers is to keep an eye on your re customers. Make them happy, make them feel important when they come in and help them when they need help.

If you make a real effort to win people’s hearts, it definitely pays off.

Q

What are your plans for the future?

Q

Final words?

When I left the cash and carry I knew that whatever I was going to do, I wanted to be the best at it. I didn’t want to be a regular retailer and just see running the store as a nine-to-five job.

I want to stay within this industry, and my plan for the future is to make my second store as successful as my first.

I would like to thank Landmark for giving me the opportunity to set up and run my own successful business.

your guide to…

… beating the multiples You’ve just heard that a major multiple is setting up shop nearby. Will your customers desert you? Not if you view the challenge as an opportunity and make a few changes

7.6%

It would be hard to find a town n in the UK now without a multiple iple chain store such as Sainsbury’ss he or Tesco. But in recent times, the multiples have put greater focus us on the convenience market, expanding from sprawling superstores to little locals.

So what can you do when a chain store opens and threatens to steal your custom??

Lifestyle Express retailers need d to be prepared to evolve and we have pinpointed the top five ways ays you can keep your cool and fend nd off the competition.

services can be a massive draw to customers. Now is the time to offer something a multiple can’t. This can be a range of extra services from home deliveries and parcel collection and drop off to dry cleaning or hot food-to-go. By offering something different, you can make a trip to your store a necessity for your customers, as well as a preference.

IDENTIFY YOUR STRENGTHS HS AND WEAKNESSES If you don’t have one already, put in place an action plan to build customer loyalty.

What do you do well? What do customers appreciate about you and your store? Whether it’s your food-to-go section that offers a great variety or Landmark’s exclusive Lifestyle Value range that your customers love, keep working to improve your offering. Likewise, is there something that you know needs improving? Think bigger than the products; take the chance to reconsider the layout or appearance of your store. A revamp of the lighting can make a world of difference or a lick of paint outside the store can encourage customers, regular or new, to walk through the door.

KEEP OFFERING THAT PERSONALISED SERVICE Supermarkets simply cannot provide the high levels of customer service that independents can. As a Lifestyle Express retailer, you will already have the benefit of knowing the area well and being

50 Retailer Matters

USE YOUR BUSINESS DEVELOPMENT MANAGER Landmark has trained experts on hand to give advice and support for you if you are looking to refresh the appeal of your store. Our Business Development Managers have great industry insight and can help you prepare a strategy to win over customers and stand out against competitors, while staying within the confines of your budget.

MAKE AVAILABILITY MATTER

40% of independent convenience stores make up the UK’s total number of convenience stores*

ISSUE 29 2015

a recognisable face in the community. Use this to your advantage. Make every customer feel special and get to know them on a first-name basis so that they have even more reason to visit your store over any competitors.

OFFER SOMETHING DIFFERENT As many of you know, extending your store offering to include other

Have you ever had to turn away a customer from your store as the item they want is out of stock? Research conducted by convenience experts him! shows that if a customer fails to make a purchase twice, they will not come back. Make availability count, especially on key convenience categories such as tobacco, news, milk, confectionery and soft drinks, as they account for 80% of the footfall in convenience stores.

*There are 47,294 convenience stores in the UK. Statistics from IGD Research and William Reed Business Media, 2014

of convenience stores in the UK are multiples