Retailer Matters 25

Retailer Matters The magazine exclusively for Lifestyle Express Retailers

Issue

25

September/October 2014 September 2013

PLUS‌

Music to your ears Why in-store radio is the next big hit

Winter warmers Why world foods are hot sellers

THERAPY

Ex cl fr usi om ve ly

Retail

When, where and why your customers shop

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welcome Issue 25 2014

Welcome WELCOME TO THE latest issue of Retailer Matters.

It’s now time to look ahead to what’s in store for Retailers this autumn. As always, we bring you the low down on the latest must-stock products for your shelves and bring you up to speed on what we think will be big trends in the coming months.

This issue gives you a bumper feature on your shoppers. We have the results of the latest industry research and we’ll explain what is on your Customers’ minds, and shopping list, as they walk into your Store.

This makes fascinating reading and will really help you when it comes to planning ahead and making improvements to ensure your Store is the best it can be.

Turn to page 20 to find out more.

In every issue we bring you some terrific examples of what works well for other Retailers, with suggestions

ON THE COVER Thanks to this issue’s cover stars, Tariq Ali and Muhammad Amin from Lifestyle Express Chapel Mini-Market, Airdrie.

TOP THREE STORIES

18 23 38

WARM-UP WINTER SALES Tempt your customers with world foods for some hot sales

SHOPPING HABITS EXPOSED The facts and figures about what makes your customers tick

SING WHEN YOU’RE WINNING Is in-store radio the latest big hit?

GET IN TOUCH, SHARE YOUR NEWS If you have news, top tips or ideas for features, get in touch with Retailer Matters.

Just pick up the phone and call

01926 319982 Alternatively, email

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

and top tips you could apply in your own Store, and this issue is no different. If you’d like to be included in Retailer Matters, get in touch, we’d love to hear from you. Or, if you have a story to share, we’d love to hear more.

Have a great autumn,

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 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

Stuart Johnson Retail Controller, Landmark Wholesale 06 Retailer Matters

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Disclaimer: all prices listed are correct at the time of going to press, but may be subject to change.

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contents

u n e M

16

18

09 Industry news

All the latest retail news and developments

14 New products

Our guide to the latest must-stock products

16 The big interview Roger Dhillon shares his retailing story

18 Winter warmers

14

Tempt your customers with tasty world foods

21 Big Night In

All you need for your Customers’ Big Night In

23 Convenience facts

The low down on your Customers’ shopping habits

49

23

25 4100_RM25_p06-07_Contents_v1.indd 3

41 Core list

37 Top tips

49 The secrets of my success

We visit a popular Airdrie store with the personal touch Retailer Tariq’s suggestions for happy customers

52

17

34 Store profile

38 If you only do one thing…

...why not add in-store radio?

Everything you need to know

Your at-a-glance guide to the top-selling products

Meet Bhopal, putting his customers first in Bushbury

52 Your guide to…

... improving your chilled and fresh offering

34

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retailer news

Landmark celebrates great start to the year The new financial year began extremely well for Landmark Wholesale with the trend set to continue during the year with a continuing commitment to the independent sector LANDMARK WHOLESALE’S new financial year has got off to a flying start, after May’s sales figures showed year-on-year increases in all categories.

During May 2014, cigarette sales rose by 15.5%, while licensed sales increased by 6.1%, contributing to an overall increase in sales of 10.4%.

Martin Williams

A TERRIFIC START Martin Williams, Landmark Wholesale Managing Director, said: “This is a terrific start to the year, and we’re delighted that we’re achieving such great

Lending our support to GroceryAid INDUSTRY CHARITY GroceryAid has been given a boost by the public backing of Landmark Wholesale. GroceryAid reaches out to the wider grocery industry, from the largest factory to the smallest of Stores. It looks after more than 8,500 current and former industry colleagues and, in these tough financial times, will spend more than £3.7 million on welfare support this year.

INVALUABLE SUPPORT “Landmark is delighted to support such a fantastic cause,” said Martin Williams. “The work of GroceryAid is absolutely brilliant, providing a lifeline to those in the industry who need it most.”

sales growth in every area.

“At our recent conference, we set out our priorities for the year and both Members and suppliers were incredibly positive about the direction we wish Landmark to take.”

COMMITTED TO SECTOR “We remain as committed to the independent sector as ever and I’m confident that our continued focus on price, promotions and continued investment into the business will ensure this great start continues throughout the year.”

The future looks bright Experts predict great success in the years ahead for Retailers CONVENIENCE STORES WILL be the big winners, along with discounters and online food Retailers, in the grocery market over the coming five years.

Grocery expert IGD estimates the convenience sector will grow its share from 21.4% to 24.1% to be worth £49 billion, while online retailing will more than double in size to account for 8.3% of the market.

The convenience sector is thriving because shoppers are responding positively to the choice of high-quality local Stores that enable them to shop little and often.

The report also shows that discounters are set to double in size to take a significant 10.5% of the grocery market, while superstores and hypermarkets will be declining

in importance, with market share dropping from 42.2% to 34.9%. Sales will hold steady in small supermarkets of between 3,000 sq ft and 25,000 sq ft, but market share will drop from 20.4% to 17.6%.

IGD Chief Executive Joanne Denney-Finch said: “People are now more willing to shop around at different types of grocery formats, such as Convenience Stores and discounters, and to buy online.”

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news

WHAT’S

HOT What’s good and bad in the industry A JUICY GOOD CROP

Plain packaging row rages on ACCORDING TO A NEW study from Australia, the introduction of plain packaging for tobacco products has led to smoking rates falling at their fastest pace in more than two decades.

RATES FALL The research – the largest and longest-running study into cigarette use – showed that the

daily smoking rate fell by 15% between 2010 and 2013. The survey also showed that young people were delaying taking up smoking while the average number of cigarettes smoked per week fell from 111 in 2010 to 96 in 2013.

However, tobacco companies such as JTI and Philip Morris International argue that the figures released are incorrect and that the

plain packaging rules infringe their intellectual property rights.

HEALTHIER LIFESTYLES The tobacco companies state that while smoking levels have decreased, this is simply in line with existing trends for healthier lifestyles, and the study actually revealed that underage smoking had increased in the same period.

This year, British strawberry growers have benefited from a boost in sales, thanks to a bumper crop. The mild winter combined with a warm summer meant that supplies hit the shelves earlier than usual.

CIDER’S LOOKING ROSY Always a popular choice in the summer, cider’s fortunes are really looking rosy, with value and volume sales growing 5% and 1.3% respectively. With an ever-increasing variety of fruit-flavoured ciders, it’s attracting new drinkers.

SOFT DRINKS SUCCESS A 2% increase in sales last year took the value of the soft drinks category to more than £10 billion for the first time, and 2014 is likely to be another successful year for Retailers.

SWEET TREATS KEEP SALES FIZZING In the wholesale and convenience channel, sugar confectionery is worth £622 million and is growing more than 1.8% year-on-year, according to Nestlé Confectionery.

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Top of the shops Research shows that Independent Retailers are top of the shops on the high street when it comes to what shoppers need INDEPENDENT RETAILERS, Post Offices, restaurants and banks have topped a list of the high street’s most desirable shops and services, according to a new report from Association of Convenience Stores (ACS).

The ACS Community Barometer reveals what Retailers, consumers and councillors really feel about the make-up of their local area, and what they would

like to see more, and less, of on their high streets.

DIVERSE MIX IS NEEDED The report also revealed a north/south divide, with more of a demand for Convenience Stores, coffee shops and banks in the north, where shop vacancy rates average 17%.

“Our research suggests that people in the north are crying out

for more vital services,” said James Lowman, ACS Chief Executive.

“While in the south, people want to avoid the wrong type of outlets on the high street. Throughout the country, Retailers, councillors and consumers agree that a diverse mix of business types is what is needed to create a sustainable local retail offer.”

Takeaways, betting shops and pawnbrokers were top of the list for least-loved shops and services.

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news

Reduce the energy drinks

Scottish Retailers urged to cut back energy drinks sales to children health and behaviour because of their high-sugar, high-caffeine content. This follows a move by Morrisons to implement a sales ban to under-16s in their Stores.

RESPONSIBLE RETAILING “Promoting responsible community retailing is the aim of the Scottish Grocers’ Federation, so this is something that we are more than happy to be involved in,” said John Lee, Public Affairs Manager.

“We have more than 2,000 Stores in membership, which is a sizeable chunk of the Convenience Store estate in Scotland, so it would be a big boost to the campaign if we could encourage our members to sign up to it.”

Campaign gets boost SMALL BUSINESS SATURDAY is set to be bigger and better this year, with a raised profile, more publicity and a branded bus visiting a number of UK cities.

The event, which launched on 6 December last year following its success in the USA, aims to get UK customers to support small, independent businesses.

Last year’s one-day event is said to have helped generate sales of more than £450 million on the day.

THE SCOTTISH GROCERS’ FEDERATION is backing a campaign to halt the sale of energy drinks to under-16s.

The campaign is proposed by the

Responsible Retailing of Energy Drinks lobby group and calls for Retailers not to sell energy drinks to children due to concerns about the impact the drinks can have on

Strong growth and low prices on spirits

Underage e-cigarette warning to all Retailers

ALMOST 60% OF BRANDED spirits are sold at a promotional price, according to a recent market report.

The report, by William Grant & Sons, also revealed that sales of premium spirits had grown 6.4% compared with 4.5% for non-premium spirits, and that spirits growth is up just 1.3% in convenience.

Vodka accounts for 45.8% of spirits sales in convenience, up 5.5% in value, while malt whisky (up 12.9%) and non-cream liqueurs (up 10.1%) are seeing strong value growth.

12 Retailer Matters

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Report shows it’s too easy for under-18s to purchase e-cigs MORE THAN A THIRD OF Retailers are selling electronic cigarettes to under-18s, according to a new report by the Trading Standards Institute.

TOO EASY TO BUY

Under-18s can easily buy e-cigarettes

A test purchasing operation carried out on behalf of Public Health England showed that 574 visits were carried out by under-18s and on 40% of occasions they were able to buy e-cigarettes.

Under-18s were able to purchase e-cigs at 33% of small Stores they visited, 74% of independent pharmacies and 28% of off-licences. Market stalls had the

highest rate of sales to under-18s, at 80%.

NO RESTRICTION While e-cigs carry voluntary warnings that they are not available for sale to under-18s, there is currently no legal age restriction.

This is likely to change, however, with new powers provided for in the Children and Families Act 2014, with regulations subject to future consultation.

While e-cigarettes are thought to be safer, their possible long-term health risks are still unknown. The concern of GPs is that it will give young people a taste for nicotine.

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new products

SO BERRY NICE Children’s favourite Jammie Dodgers are getting a tasty addition to the range.

A blackcurrant-flavoured jam version has been launched by Burton’s Biscuit Company to boost biscuit sales and appeal to parents and children alike. Berry Blast is available in 140g standard-size packs and also mini snack packs (7 x 20g).

Berry Blast Jammie Dodgers RRP £1.15 (140g) and £1.59 (7 x 20g)

FLAMING GOOD DEAL McCoy’s has launched price-marked packs into the convenience and independent channel on a ‘three for two cases’ deal via Wholesalers.

The price-marked packs are available across the brand’s top three flavoured packs: Salt & Malt Vinegar; Flame Grilled Steak; and Cheddar & Onion. The packs will also feature in a ‘three for £1’ customer promotion.

McCoy’s RRP 55p, 50g

COUS COUS? YES, YES!

MINIONS UNLEASHED Fans of the movie Despicable Me will be eager to get their hands on the latest sweet treat from Haribo.

Haribo Minions are available in 180g £1 price-marked packs, with a choice of three collectible bags. Each pack contains a mixture of five Minion-shaped jelly and foam pieces in strawberry, apple, raspberry, cherry and blueberry flavours.

The launch of Haribo Minions will be supported by in-store POS and a full marketing campaign, including digital and social media. Haribo Minions RRP £1 (180g)

Keen to combat the negative association of pot snacks with being an unhealthy choice, Premier Foods has extended its Batchelors Deli Box range into cous cous.

Two cous cous dishes – Spicy Chicken and Roasted Vegetable – will join the existing pasta and noodle lines from August. Both products contain less than 2% fat.

Aimed at those with demanding lifestyles, such as busy professionals and parents, Premier is aiming to widen the selection of lunchtime choices.

Batchelors Deli Box Cous Cous RRP £1.19

products Pick of the

There are plenty of fantastic new products launching this autumn.

Here are Retailer Matters’ top selections to help lift your sales 14 Retailer Matters

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CHIP AHOY Walkers is extending its choice of snacks by launching its Market Deli range, targeted at Customers shopping for snacks for special occasions.

The new upmarket range consists of potato chips, pita chips and tortilla chips using flavours from across Europe, including Roasted Red Chilli with Mediterranean Sundried Tomato and

Flame Grilled Spanish Chorizo with Roasted Onions.

All variants come in sharing bags, while the potato chips also come in single bags. The new range is backed by a TV ad campaign and in-store activity.

Walkers Market Deli range RRP £2.39 (165g sharing bag) and 83p (40g single bag)

SPICE UP YOUR SHELVES

TIME FOR A TREAT

As consumers look for spicier ways to season their meals at home, Nando’s Peri-Peri sauces and marinades are an increasingly popular choice. With a delicious blend of lemon, garlic and chilli, the Hot and Medium sauces and marinades are fresh and delicious, allowing shoppers to create restaurant-quality meals without having to leave the house.

Nando’s Peri-Peri sauces range is in 18% value growth, twice the market growth, and faster than any other brand, and is the number-one hot sauce in the market.

All marinades and sauces are available in price-marked packs through most Landmark Member Depots, and now feature in the Lifestyle Express planogram.

Nandos Peri-Peri sauces, PMP £1.99 (6 x 125ml) Nandos marinades, PMP £1.99 (6 x 260g)

Ideal for the consumer who is watching their wallet or their waistline, Mars Chocolate has launched Galaxy Little Treat.

With more than two-thirds of consumers admitting they give in to temptation at the till, this treat-size 23g bar is designed to meet the rising demand for smaller, more affordable impulse buys.

The launch of Galaxy Little Treat is backed by an £11 million marketing campaign. Mars will be providing retailers with POS, including posters and units ideal for till-point displays.

Galaxy Little Treat RRP 35p (23g)

BIG DIPPER One of the US’s top-selling confectionery snacks is finally coming to the UK. Launched in August, Nutella & Go! is a portable snack pack containing mini breadsticks that can be dipped into a pot of Nutella, the ever-popular cocoa and hazelnut spread.

Aimed at the teen market, Ferrero is hoping to cash in on the growth of the snacking market, and wants to see Nutella & Go! take its place on Retailers’ single countlines fixtures.

Nutella & Go! 52g, RRP 83p

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the big interview

Roger Dhillon has joined forces with Lifestyle Express and opened up a new Store, Lifestyle Southwick Services, in Sunderland

Q

How did you become a Retailer?

I started out as an electrical engineer working around the Midlands area. One day, I visited my brother-in-law in the north-east, and he suggested I move up and get a shop. I liked the idea and so that’s exactly what I did. I’ve been running Stores for almost 20 years now.

Q

When did you join Lifestyle Express?

Very recently – we opened up in the summer.

Q

How did it go?

It’s been a lot of hard work, but it’s good to be up and running now. The premises were in a bit of a state when we took them over, so we had to put a lot of time in. It was an old freezer shop before, so we had to soundproof it and fireproof it, among other things.

Q

How big is the Store?

It’s 3,000 square foot, so there’s plenty of room to fill!

Q

What’s been the biggest challenge with the new set-up?

Q

Why did you choose Lifestyle Express and was it a good choice?

Well, it’s taken six months to refurbish, which is a long time without an income.

A big premises needs a big name. It was definitely a good choice. They have helped me out a lot. They have installed fascia and graphics and also planned and merchandised my store.

Q

And how is business?

It’s still early days. We’ve just installed PayPoint and a cash machine, so we think they will

16 Retailer Matters

RETAIL

in detail

TOP Word of mouth is the best TIP advertising, but we have big window displays showing our offers

Are you advertising?

We’re in a very busy area of shops, so word of mouth is the best form of advertising for us, but we do have big window displays showing off our offers. We’ve got a Premier, Londis and Boozebusters close to us, but we are very competitive, especially on our wine offers. We think this will help our business do well.

Again, it’s early days for you, but do you have any plans for the future?

We’re looking at ice cream and slush machines as potential additions to the Store to help push sales up a bit more.

Q

draw more people in. We’ve been running a 10p off morning papers offer as an incentive for new Customers too.

Q

Q

Who or what inspires you?

Helping those less fortunate.

THE FINER DETAILS… AT WORK… n What are your bestselling products?

Wine and beer, especially 500ml cans of Foster’s and Carling. n Bestselling Lifestyle Own-Brand product? Washing-up liquid and detergent sell really well.

AT HOME… Mr & Mrs Dhillon

n Favourite holiday destination? We took a family holiday to Goa three years ago. Me, my wife, and son and daughter found it incredibly relaxing. n Your passion? Coventry City!

Fundraising is also a big part of my life. We helped raise £4,500 for the 2004 Tsunami appeal through raffles and putting on a school concert.

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looking ahead

Worldwide WINTER WARMERS With world food continuing to rise in popularity, it’s time to start stocking up for the winter

S

andwiches, pies, Yorkshire puddings – these British staples have some fierce competition to contend with. Because when it comes to cuisine, British consumers are demanding variety. The good news is that there’s plenty of it available.

Indian curries and Chinese stir-fries are firmly established on most British families’ weekly menus. However, UK shoppers not only want Indian and oriental cuisine, they are looking to spice

sold in complete kits, tasty dinners couldn’t be easier.

Along with kits such as fajitas, tacos and burritos, you should also provide additional extras like jars of jalapeños and tins of refried beans. Why not highlight Heinz Fajita Beanz? It’s brand new to the market and promises to be perfect for filling up fajitas, with its mix of pinto beans in a chilli and coriander sauce.

“Customers will be after hot, hearty food to feed the family. Making sure your Store is a one-stop shop for all the ingredients they’ll need will make their lives much easier.” up their life with other world cuisines too. Leading the charge is Mexican food.

Fajitas, tacos and chilli con carne are now commonplace at the family dining table, so it makes sense to take advantage of the demand for the whole Tex-Mex market.

With the nights drawing in, Customers will be after hot, hearty food to feed the family. Making sure your Store is a one-stop shop for all the ingredients they’ll need will make their lives much easier. So with variety being very much the spice of culinary life, take a look at what you should be stocking to give your Customers the best and widest choice in world food.

YOU KNOW IT MEX SENSE There’s only one name when it comes to Tex-Mex: Old El Paso. With plenty of meal choices, so simple to prepare and

18 Retailer Matters

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u n e M esy aso Che Old El P s 995g a d ila h c n Baked E

12 Crunchy Old El Paso 156g ls el Sh co Ta

CASH AND CURRY There are many Core Range products, including cooking sauces and rice, that will spice up any dinner time. Throw in some other products from leading brands, such as naan bread and poppadoms, and your Customers will have everything they need for the perfect curry night. The homely appeal of a tasty Indian-style meal will increase your Customers’ appetites, and their spend.

ORIENTAL EXPRESS Chinese and Thai food can be some of the quickest and easiest dishes to prepare. With quick-cook rice and simple stir-in sauces, get the right products in at the right price and you can stop Customers from picking up those takeaway menus.

o Chilli Old El Pas os 500g it rr u B f Bee ’s Uncle Ben r fo ce au S Chilli Con t Carne Ho 450g

o Original Old El Pas 750g BQ Fajitas B ky o m S

o Old El Pas Chunky Salsa Mild 295g

o Old El Pas en Sliced Gre s Jalapeño 215g

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WHICH WORLD FOODS SELL WELL IN YOUR STORE?

u n e M

Let us know. Get in touch with us

retailermatters@ summersault.co.uk Uncle Ben’s Express Egg Fried Rice 250g

Sharwood’s Oyster Sauce Mild 150ml

Uncle Ben’s Sweet & Sour 450g

Sharwood’s Thai Green Curry Medium 415g

Sharwood’s Prawn Crackers 60g

Sharwood’s Medium Soft Noodles 375g

Menu Homepri de Curry 50 0g

✴ ✴

✴

✴ Nights to remember

✴

Halloween and Bonfire Night are two events that are perfect for drumming up a little extra business. It’s a great time to draw Customers in with some outdoor and window advertising and once they are in your Store, impulse buys can really soar, provided you have the right set-up.

Here are some useful tips to make the most of the events. n Get everyone in the mood – decorate your Store n Set up dedicated display areas n Use outdoor and window advertising n Prepare Customers for the trick or treat invasion by running promotions on confectionery n Stock up on fancy dress items n Hot dogs, bread rolls and ketchup are very popular come Bonfire Night, along with jacket potatoes and toppings.

Sharwo od’s Lif estyle 2 Rogan J Large P osh Na lain an Brea Cooking d 240g Sauce 4 20g

Lifestyle 4 Garlic & Coriander Naan Bre ad 240g

Uncle B en’s Boil in B ag Long Gra in Rice 1kg

Sharwo od’s Green L abel Mango Chutney 360g

£67.5m

the amount that shoppers spent on Mexican meal kits in 2013

Tilda Pu re Original Basmati Rice 2x1 25g

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Big Night In feature

Boost your BIG NIGHT IN SALES

ALL YOU NEED FOR A

BIG NIGHT IN

Family nights in are the thing to do right now. The Big Night In promotion will help you make sure you’ve got everything they’ll need at a great price

A

s the darker evenings creep in, families will be planning nights in, with the TV taking centre stage. Whether they’re watching family favourites such as The X Factor or Doctor Who, enjoying a movie or catching up with the latest Premiership match, a big night in can be fun and entertaining for every member of the family.

And you can play your part by providing them with all they need.

Inspire their choices by creating an eye-catching display in a prominent part of your Store and link together all the essentials for them.

Think about bumper bottles of soft drinks, beers, ciders, wines and pre-mixed alcoholic drinks, sharing bags of crisps and snacks, bags and blocks of chocolate and confectionery, twist-wrap assortments and popcorn.

HELP YOUR CUSTOMERS HAVE THEIR BIG NIGHT IN Staying in is the new going out, so stock up on these family favourites n Vintners Collection White 6x75cl n Vintners Collection Red 6x75cl n Doritos Chilli Heatwave PM £1.29 10x132g n Walkers Cheese & Onion PM £1.29 12x120g n McCoy’s Ultimate Sharing Sizzling BBQ Chicken PM £1 12x90g n Dr Pepper PM £1.85 6x2ltr n Fanta Orange PM £1.85 6x2ltr n Foster’s PM £8.49 3 x 8x440ml n Amber Strong Cider Can PM £2.99 6 x 4x440ml n Cadbury Dairy Milk PM £1.29 17x120g n Stella Artois 6 x 4x568ml n Strongbow PM £8.49 3 x 8x440ml

REMEMBER! If you stock up on one case of all top 12 products

you can save £25 And, if you create a display featuring 10 of the 12 bestsellers, you’ll receive

£30 Cash Back In Depot 25 Aug – 13 Sept

THINK BIG Don’t just think snacks – fresh and frozen pizzas and ready meals are perfect family fare, finished off with a tub of ice cream.

When you’re planning your displays and promotions, think about how you tell your Customers. Consider adding a sign to your ambient display, telling Customers not to forget the freezer or chiller.

Big Night In is fast becoming a major fixture on the retail calendar, and those Retailers who feature a permanent display will be well placed to profit from this latest trend.

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Convenience feature

Your Customers:

THE FACTS

him! research & consulting talks to 30,000 shoppers each year and here, Jill Livesey, him!’s Executive Director, shares that insight with Retailer Matters

I

WHAT DOES THE AVERAGE CONVENIENCE SHOPPER LOOK LIKE?

t won’t come as news to Retailers that competition in the convenience sector is fierce. Chances are, within walking distance of your Store there will be numerous others with similar offerings vying for your Customers’ business.

It has never been more important for Convenience Stores to satisfy the needs of their shoppers. And essential to this is understanding what shoppers are using the Store for and tailoring the range of products and services to meet these needs.

Read on to find out how to get Customers to stay in Store longer, what matters to them, and what the future looks like.

n 3.66 VISITS TO STORE EACH WEEK n AVERAGE BASKET SIZE IS 2.79 ITEMS

WHO IS THE CONVENIENCE STORE SHOPPER?

n AVERAGE BASKET SPEND IS £6.13 n AVERAGE TIME SPENT IN STORE IS 5 MINUTES n 10% INCREASE IN SHOPPERS BUYING ON AUTOPILOT

The average shopper is 47 years old

n 3% OF CUSTOMERS FAILED TO BUY

56% are female

n 17% BUY ON IMPULSE n 14% BUY ON PROMOTION

Key mission shoppers use Convenience Stores for: top-up shopping, meal solutions, newsagent and food-to-go.

Top importances for shoppers in a Convenience Store: product availability, friendly staff and ease of shop.

34% have kids

47% are ABC

TOP CATEGORIES BOUGHT: 44% work full-time

21% bakery

20%

newspapers

20%

confectionery

20% cigarettes

t

22%

soft drinks

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Convenience feature

GOOD NEWS Demand for the local Store is set to stay. The trend remains that convenience Customers are shopping little and often. There are increasing numbers of single households where Customers are buying for one, and don’t feel the need to go to a large supermarket to do a traditional big shop.

Customers are also working longer hours, so are more likely to shop and go at the beginning and end of their working day.

And, with an ageing population, there is more demand for the Convenience Store, right on Customers’ doorsteps.

POUNDS AND PENCE In value terms, Convenience is the place Customers go to for top-up shopping and snacks. The real money-spinners are top-up shopping, newsagent, food-to-go and meal for tonight.

WHAT DOES CONVENIENCE LOOK LIKE IN 2014?

Top-up shopping: £12.3bn per year Newsagent: £8.1bn per year Food-to-go: £5.2bn per year Meal for tonight: £3.5bn per year

• Meal occasions have grown, with a 4% increase in spend • Grab-and-go shopping is on the up and shoppers are on autopilot • Shoppers respond well to promotional leaflets and digital communications • Availability is what Customers voted most important • 24p in every £1 is spent on meal for tonight and food-to-go • Investing in credible, appealing meal solutions, quality, deals and displays will mean you stand out from the competition.

“Between 3 and 5pm, more than a third of UK adults don’t know what they’re having for dinner that night” Most British families live off just six tried-and-tested recipes that they prepare week in, week out. Show your Customers that you can be relied on by making sure you always stock the essentials.

Between 3 and 5pm, more than a third of UK adults don’t know what they’re having for dinner that night. This is the perfect opportunity to stock up on tasty, fresh meal-for-tonight options so that Customers know they can call in and find the ideal solution.

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WHAT DOES THE FUTURE LOOK LIKE? What UK convenience shoppers need and expect is changing.

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feature Convenience

A QUESTION OF TIME We are all creatures of habit, and Retailers need to look at ways to break shopper habits.

The average Customer visits 200 times a year, but spends just five minutes per visit in Store.

How do you increase basket spend in less than five minutes spent in Store? How many of your Customers wander around, visiting every aisle, and how many head for the item they came in for and then go straight out of the door?

CHANGING HABITS If every person currently shopping in convenience bought just one more item, it would equate to a massive ÂŁ59.5 million for the sector.

So what can you do to change that? Some of the single items that have been identified as ones that shoppers buy frequently are hot

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15%

of Customers visited every aisle

18%

went straight to the till

67%

only went to the aisle that had the product they needed

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68%

of convenience shoppers said a leaflet drove them to Store

1/3

of shoppers said they received them

58%

of shoppers failed to notice signs or messages in Store

t

drinks, cigarettes, newspapers, lottery tickets and beers, wines and spirits. So think about what they could be linked with to encourage that extra sale. A morning pastry to go with the hot drink or newspaper, some snacks to go with the beers or wines, or maybe an impulse chocolate bar at the till?

If you can, regularly move things around in your Store to keep it fresh and interesting. Have attentiongrabbing promotional ends or eyecatching displays that will interrupt grab-and-go shoppers. When you serve Customers, talk to them about your best deals or promotions, and ensure you regularly refresh POS at the till points.

Another way to grab that extra sale is to communicate with shoppers before they come into your Store. Consider distributing leaflets in your local area, advertising in the local press or putting a board outside highlighting your offers.

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feature Convenience

SO WHAT MATTERS TO SHOPPERS? It’ll come as no surprise to anyone that availability is what ranks as most important to shoppers, swiftly followed by staff friendliness, ease of shop, speed of service, range, value for money and prices.

Remember, three strikes and you’re out. If a shopper fails to find the product they’re looking for in your Store twice, they’ll go elsewhere and won’t come back.

WHAT DOES CUSTOMER SERVICE LOOK LIKE? Customer service looks different to shoppers depending on their location. When asked: ‘What constitutes good customer service?’, the number one answers given were: n Knowing Customers’ names, in Scotland and the north n Looking happy and smiling, in Wales, the south-west and south-east n Fast service without chatting, in London.

So speedy service is essential in the capital, while it’s clear to see that elsewhere, a warm, friendly welcome scores more points with shoppers. Bear this in mind and you’ll be number one with your Customers.

“If a shopper fails to find the product they’re looking for in your Store twice, they’ll go elsewhere and won’t come back”

AND HOW DOES LIFESTYLE EXPRESS MEASURE UP? In 2014, Lifestyle Express shoppers rated their experiences out of 10:

9.1

9.5

9.3

9.4

9.1

8.9

AVAILABILITY

STAFF FRIENDLINESS

EASE OF SHOP

SPEED OF SERVICE

RANGE

VALUE FOR MONEY

Excellent work!

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store profile Tariq Ali

Bring on the

BANTER Lanarkshire Retailer Tariq Ali and his family have seen competitors come and go. So why have they thrived and survived when others have shut up shop?

A

STORE CV NAME: Lifestyle Express (Chapel Street Mini-Market) STORE’S TIME WITH LIFESTYLE EXPRESS: Five years FEATURES: Newspapers and magazines; soft drinks; confectionery; crisps and snacks; grocery; greetings cards; The National Lottery; free internal ATM BESTSELLERS: LSV, Irn-Bru, milk, 2-litre Lifestyle Value Cola and Lemonade, 50p Lifestyle Chocolate NEAREST COMPETITION: Other independents in Chapel Street plus Tesco Express and Morrisons, both within half a mile TRADING TIMES: 6am-7.15pm, Monday to Saturday; 6am-3pm on Sundays

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sk Tariq Ali what gives his family business in Airdrie a competitive advantage and he answers without hesitation: “Customer service,” he says. “It’s the most basic thing for any Independent Retailer and the one aspect of retailing that the supermarkets are always going to struggle with.”

Moments later, Tariq demonstrates his particular style of customer service with aplomb as he strikes up a conversation with local hairdresser Stacy McMillan who has popped in to get a sandwich for her lunch. “I’d love to get my hands on his hair,” she laughs. “I’m in here most days but he’s never in our salon. I don’t think he ever leaves the shop!”

“I’m too busy,” Tariq answers straight back. “Someone has to work around here. We have someone come in to cut our hair in the back shop because we don’t have time to leave... that’s how committed we are to our shop. We love it and we have the most fantastic relationship with our Customers – they love our banter and we love theirs. It’s what local retailing is all about.”

As Stacy waves goodbye, she passes comment that the Retailer Matters photographer may well struggle to get a decent shot of Tariq. Her cheeky retort leads to yet more laughter. “She’s brilliant,” says Tariq, who runs the shop with his cousin, Muhammad Amin and father, Niamat Ali. “As I’ve already

said, it’s all about the Customers – give them a good experience, make them feel welcome and they’ll come back time and time again.”

Tariq is proud of how much his fascia stands out on the busy street

WELCOMING CUSTOMERS It’s not rocket science. The trio’s simple philosophy makes perfect sense and where other Retailers have often failed to grasp the fact that Customers are more likely to support a local shop if it’s friendly and welcoming, it has always been a priority for this business. For Tariq and his family, it also comes down to years of experience in the industry.

“We’ve been around for a very long time so we’re in tune with our Customers,” says Tariq.

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“It’s all about the customers – give them a good experience, make them feel welcome and they’ll come back time and time again.”

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Increasingly, customers are choosing own brand over more expensive branded items

“Customers like Lifestyle Express, it’s more flexible than other groups, there’s no minimum spend and the prices are good. The image is really professional and it makes us stand out, particularly in this area where there is a lot of choice for customers.”

30+ YEARS OF SERVICE A long time, indeed, as the family opened their first shop, in Springburn in north Glasgow, back in 1977 before moving to Airdrie in 1978. While they have always been Customers and great supporters of Glasgow-based Landmark Wholesale member United Wholesale Grocers (UWG), the family remained totally independent until 2000 when they joined Londis for a short spell.

“It didn’t really suit us or our Customers so we left the group and became independent again,” Tariq explains. “We started to think about

Lifestyle Express because other Retailers spoke so highly of the group and its flexibility so we took the plunge and joined five years ago. We’ve not looked back since.

“Our Customers like it and it’s more flexible than other groups, and the prices are good,” he continues. “The image is really professional and it makes us stand out, particularly in this area where there is a lot of choice for Customers with other independents and two big supermarkets, Morrisons and Tesco Express.

“We also get great support from our Retail Development Managers at Landmark Wholesale and UWG. They’re always popping in to see how we’re getting on and give us a hand.”

Bright, clean and fresh, the Store is particularly strong on grocery, fresh and chilled, crisps and snacks, soft drinks, confectionery, bakery and news. On-street parking encourages plenty of passing trade although the core Customer base is made up of local people coming to the Store on foot.

“You get to know what people like,” he continues. “We have generations of families coming in here and we’ve ISSUE 25 2014

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Tariq Ali store profile

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store profile Tariq Ali

WHAT’S YOUR CUSTOMER SERVICE SECRET? Let us know. Get in touch with us

retailermatters@ summersault.co.uk

watched kids grow up. It’s great to see how people are doing and hear what their kids or parents are up to – that’s a key part of a Retailer’s job.”

QUALITY & VALUE Value for money, however, is also important to Customers of Lifestyle Express (Chapel Street Mini-Market).

That’s where Lifestyle Own Brand comes

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into the equation. “One of the biggest changes I’ve seen over the years is the move away from the big brands,” says Tariq. “People will always want the wellknown brands that are advertised on TV but for many Customers nowadays they’re choosing Lifestyle over the likes of Andrex, Heinz and Coke.

“I think they’re realising that the quality of the cheaper product is really good so it’s great value for money, plus they’re used to seeing Own Brand products in the supermarkets,” he points out. “The Independent Retailer needs a quality Own Brand in order to compete with the supermarkets and with Lifestyle we have a comprehensive range that we are proud to stock.”

Very much an integral part of the local community, Tariq and his family are moving into the autumn trading period on the back of a great summer, thanks to an unprecedented spell of sunny weather which saw sales of chilled soft drinks and ice-cream soar. “It’s been great,” says Tariq. “The Queen’s Baton Relay also visited Airdrie ahead of the Commonwealth Games in Glasgow and passed along Chapel Street so it was really exciting for the community.”

“We have generations of families coming in here and we’ve watched kids grow up.

It’s great to see how people are doing and hear what their kids or parents are up to – that’s a key part of a Retailer’s job!”

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Tariq Ali store profile

TARIQ’S

TOP TIPS With years of retail experience behind him, Tariq knows just what his Customers are looking for and rewards their loyalty ABOUT TARIQ

TAKE ADVICE Get to know your RDM and let them help you.

RDMs have a wealth of knowledge and industry experience and may have suggestions or solutions that could really benefit your business.

STOCK LOCAL PRODUCTS People like to buy local products. We stock many, including Mortons rolls, milk from Graham’s The Family Dairy and sandwiches from Glasgow Sandwich Mania.

Tariq runs the Store with his father and cousin in Airdrie. He comes from a family of Retailers who have run Convenience Stores in the area for more than 30 years. They joined Lifestyle Express five years ago and haven’t looked back, working closely with the Lifetyle Express RDMs to grow the business and plan for the future.

DON’T RUN OUT

ADD VALUE

Know what your bestsellers are and keep on top of stock levels to ensure you never run out of them.

KEEP IT CLEAN Always make sure your Store is clean, fresh and uncluttered.

Stay on top of the housekeeping, put things away as you go and your Store will always look inviting to Customers.

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An ATM inside encourages Customers to spend money in the Store and makes it more of a destination Store. Offer extras such as mobile phone top-ups or bill payments.

Give Customers more reasons to choose your Store.

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feature In-store radio

If you only do INSTALL IN-STORE RADIO

Turning the local radio station on is unlikely to have any direct effect on your sales. In-store radio, on the other hand, is background noise that can immediately drive up your sales

I

f you’re not familiar with the concept of In-store radio, then read on as it’s something that could have a significant impact on increasing your sales.

Landmark has recently joined forces with Viz Adzz – a company that offers a range of services from CCTV to the provision of intruder alarms, but what Viz Adzz also provides is In-store radio.

Apart from the range of music that comes with it, which helps to create an enjoyable atmosphere, In-store radio can significantly engage with Customers through its messaging, encouraging them to purchase both promotional and additional goods.

JUST FOR YOU Where commercial radio stations are filled with adverts that you have no control over, as well as potential competitor promotions, In-store radio runs adverts on offers and ranges specifically for Lifestyle Express. You can even arrange in-store adverts targeted specifically at your own Customers.

Andy Hart, who runs Viz Adzz, said: “We offer a lot of flexibility with Lifestyle Express Radio. Store managers can decide how often they want ads to be played in Store, they can even get in touch with us a few days in advance of a promotion they wish to run and we can create a jingle for them.”

Along with in-store promotion, Lifestyle

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RADIO STATS – WHY YOU SHOULD BE TUNING IN

77%

of people say music is an important factor in creating the ideal atmosphere in a shop

90%

of people would select a shop that was playing music over one that wasn’t

72%

say a shop playing music is more inviting

84%

of shoppers like shops that play in-store music

76%

of Retailers believe they can positively influence the behaviour of their Customers through music

79%

of Retailers say that music helps create a better atmosphere for Customers in Store

86%

of Retailers agree that playing music can help reduce awkward tension and silences

Source: PPL & PRS for music

Express Radio has a catalogue of thousands of licence-free tunes, so you receive all the benefits of playing music, but without the need to purchase a Performing Rights Society (PRS) or PPL licence.

A REASON TO STAY IN STORE “Having music on really helps to create a good atmosphere. Research tells us that Customers will stay in Store between one and two minutes longer if music is being played,” added Andy.

Bay Bashir (above right), who owns Belle Vue Convenience Store in

Middlesbrough, has recently had In-store radio installed. “It’s a great way of promoting my offers,” he said. “The installation was quick, simple and good value too – it’s a small fee to pay and the saving against PPL is worth it. Already it has given the Store a warmer feeling.”

FIND OUT MORE – CONTACT ANDY HART AT VIZ ADZZ ON 0800 071 3705 OR SALES@UK-S.CO.UK

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core range ITEM

SIZE

ITEM

New and updated for 2014/2015.

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

ITEM

SIZE

SOFT DRINKS – AMBIENT SOFT DRINKS – CHILLED Squares Salt & Vinegar Std Irn-Bru 2ltr Irn-Bru 500ml Walkers Cheese & Onion Sharing Rubicon Mango 1ltr Rockstar Punched Guava 500ml New Walkers Cheese & Onion Std J20 Orange & Passionfruit 4pk Rockstar Sours Bubbleburst 500ml New Walkers Prawn Cocktail Std Diet Pepsi 2ltr Rockstar Xdurance Blueberry 500ml Walkers Ready Salted Std Pepsi 2ltr Rubicon Mango 330ml New Walkers Salt & Vinegar Std Pepsi Max 2ltr Boost 1ltr Walkers Smoky Bacon Std Robinsons NAS Blackcurrant & Apple 1ltr Boost 500ml Walkers Snaps Tomato Std Robinsons NAS Orange 1ltr Boost 250ml Wotsits Sharing New Coca-Cola 1.75ltr 7UP Free 600ml Wotsits Std Diet Coke 1.75ltr Fruit Shoot NAS Blackcurrant & Apple 275ml Mr Porky Pork Scratchings Clipstrip Dr Pepper 2ltr Fruit Shoot NAS Orange 275ml Transform-a-Snack BBQ Std Fanta Orange 2ltr Juicy Drench Orange & Passionfruit 440ml *Walkers Pickled Onion Std Schweppes Lemonade 2ltr Lipton Iced Tea Lemon 500ml *Walkers Tomato Ketchup Std Schweppes Indian Tonic Water 1ltr Diet Pepsi 600ml *Golden Wonder Cheese & Onion Std Schweppes Slimline Indian Tonic Water 1ltr Pepsi 500ml *Golden Wonder Spring Onion Std New Volvic 1.5ltr Pepsi Max 600ml Volvic Touch of Fruit Strawberry 1.5ltr Pepsi Max 330ml SWEET SNACKS Highland Spring Sparkling 1.5ltr Capri Sun Orange 330ml Kellogg’s Nutri-grain Strawberry 37g Lucozade Energy Orange 1ltr Cherry Coke 500ml Kellogg’s Rice Krispies Squares Mallow 28g Lucozade Energy Original 1ltr 330ml Cherry Coke Kellogg’s Rice Krispies Squares Totally Chocolatey 36g Ribena Blackcurrant 600ml Coca-Cola 500ml Kellogg’s Special K Cereal Bar 23g Vimto Cordial 725ml Coca-Cola 330ml Kellogg’s Coco Pops Bar 20g New Vimto Fizzy 2ltr Diet Coke 500ml Tracker Bar Chocolate Chip 37g *Irn-Bru Sugar Free 2ltr Diet Coke 330ml Belvita Breakfast Milk & Cereal Biscuits 50g 500ml Dr Pepper Cadbury Snack Shortcake 43g SOFT DRINKS – LIFESTYLE RANGE Dr Pepper 330ml Lu Mikado 39g Apple Juice 1ltr Fanta 500ml Oreo Snack Pack 66g Cranberry Juice 1ltr Fanta Fruit Twist 500ml Go Ahead Yoghurt Break Strawberry 35g Orange Juice 1ltr Monster 500ml KP Milk Chocolate Dips 32g Monster Ripper 500ml New Alpen Strawberry & Yoghurt Bar 29g BISCUITS 500ml Oasis Citrus Punch Eat Natural Almond & Apricot 50g New Cadbury Milk Chocolate Fingers 125g Oasis Summer Fruits 500ml Nature Valley Crunchy Oats & Honey Granola Bar 42g New Jammie Dodgers 150g Relentless 500ml Maryland Choc Chip Cookies 150g Sprite 500ml CONFECTIONERY – GIFTING Oreo Vanilla Roll 154g Volvic Sportscap 1ltr T15 New Ferrero Rocher Collection Kit Kat 5pk 500ml Volvic Ferrero Rocher T16 Jacob’s Cream Crackers 200g Volvic Touch of Fruit Strawberry 500ml Celebrations 380g MCV Digestives 300g Volvic Touch of Fruit Lemon & Lime 500ml New Milk Tray 200g MCV Ginger Nuts 250g 500ml Highland Spring Still Roses 350g MCV Hobnobs 300g Buxton Still 500ml Quality Street 400g MCV Jaffa Cakes 150g 473ml Red Bull MCV Milk Chocolate Digestives 300g Red Bull 250ml CONFECTIONERY – SHARING MCV Milk Chocolate Hobnobs 300g Red Bull Sugar Free 250ml Haribo Starmix Large Bag MCV Plain Chocolate Digestives 300g 250ml New Red Bull Zero Haribo Supermix Large Bag MCV Rich Tea 200g Ribena Mango & Lime 500ml New Haribo Tangfastics Large Bag Penguin Original 6pk 500ml New Ribena Pineapple & Passionfruit Galaxy Minstrels Pouch *Tunnock’s Caramel Wafer 4pk Ribena Blackcurrant 500ml Maltesers Pouch *Tunnock’s Teacakes 6pk Ribena Blackcurrant 288ml M&M’s Peanut Pouch Lucozade Caribbean Crush 380ml Galaxy Large Bar BISCUITS – LIFESTYLE RANGE Lucozade Orange 380ml Galaxy Caramel Large Bar 300g Custard Creams 380ml New Lucozade Strawberry Cadbury Giant Buttons Pouch Lucozade Original 380ml Cadbury Bitsa Wispa Pouch New CRISPS & SNACKS Lucozade Pink Lemonade 380ml Bassetts Jelly Babies Large Bag Pringles Original 190g Lucozade Sport Orange 500ml Cadbury Eclairs Large Bag Pringles Sour Cream & Onion 190g Lucozade Sport Raspberry 500ml Maynards Wine Gums Large Bag Pringles Texas BBQ 190g 500ml Vimto Still CDM Caramel Large Bar Hula Hoops BBQ Sharing *Barrs Cream Soda 500ml CDM Dairy Milk Large Bar KP Dry Roasted Nuts 80g *Barrs Limeade 500ml CDM Fruit & Nut Large Bar KP Salted Nuts 90g *Barrs Bubblegum 500ml New CDM Wholenut Large Bar McCoy’s Cheddar & Onion Std *Barrs Cola 330ml New Rowntree’s Fruit Pastilles Large Bag McCoy’s Flamegrilled Steak Sharing *Irn-Bru 750ml New Aero Mint Large Bar McCoy’s Flamegrilled Steak Std *Irn-Bru 330ml Aero Bubbles Mint Pouch New McCoy’s Salt & Vinegar Std *Irn-Bru Sugar Free 500ml Milkybar Large Bar McVitie’s Mini Cheddars Sharing *Irn-Bru Sugar Free 330ml Skittles Pouch McVitie’s Mini Cheddars Std *Irn-Bru Wee Bru 250ml Space Raiders Beef Std *Rockstar Juiced 500ml New CONFECTIONERY – CHOCOLATE New Doritos BBQ Rib Sharing New *Lipton Iced Tea Peach 500ml Ferrero Rocher T5 Doritos Tangy Cheese Sharing Kinder Bueno Std Doritos Tangy Cheese Std SOFT DRINKS – LIFESTYLE & LSV RANGE Kinder Bueno White Std Doritos Chilli Heatwave Sharing Apple Juice 200ml Kinder Surprise Std Doritos Chilli Heatwave Std Orange Juice 200ml Kinder Snack Bar Std New Doritos Cool Original Sharing LSV Energy 1ltr Bounty Std Doritos Hot Salsa Dip 150g LSV Energy 500ml Bounty Dark Std New Doritos Mild Salsa Dip 150g LSV Energy 250ml Galaxy Std Frazzles Bacon Std LSV Sugar Free 250ml Galaxy Caramel Std Monster Munch Beef Sharing LSV Glucose Cherry 380ml Galaxy Minstrels Std Monster Munch Pickled Onion Std LSV Glucose Orange 380ml Galaxy Ripple Std Quavers Sharing LSV Isotonic Mixed Berry 500ml Maltesers Big Bag New Quavers Std LSV Isotonic Orange 500ml Maltesers Std Sensations Thai Sweet Chilli Sharing LSV Isotonic Tropical Berry (Blue) 500ml Malteser Teasers Std New Sensations Thai Sweet Chilli Std Duo Mars One of the Must Stock Own Brand Range New to Core Range for 2014/2015 *Scotland only New

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core range One of the Must Stock Own Brand Range

ITEM

New New to Core Range for 2014/2015

SIZE

*Scotland only

ITEM

SIZE

ITEM

SIZE

GROCERY – HOT BEVERAGES Mars Std *Baxters Lentil & Bacon 400g Horlicks 200g Milkyway Stars Std *Baxters Minestrone 400g Cadbury Drinking Chocolate 250g M&M’s Peanut Std *Baxters Scotch Broth 400g New Kenco Millicano 85g Snickers Duo Kenco Rich Eco Refill 100g New Snickers Std GROCERY – SAUCES & CONDIMENTS New Kenco Smooth Eco Refill 100g New Amoy Dark Soy Sauce 150ml Topic Std 100g Kenco De-Caf Eco Refill Twix Xtra Heinz Tomato Ketchup 460g Coffee-mate 200g Twix Std Heinz Salad Cream 285g New Nescafé Cappuccino 10’s Boost Std HP Original Sauce 255g Nescafé Cappuccino Unsweetened 10’s Cadbury Freddo Std HP Classic BBQ Sauce 465g Nescafé Gold Blend 100g Cadbury Fudge Std Lea & Perrins Worcestershire Sauce 150ml Nescafé Original 100g CDM Caramel Std Dolmio Bolognese Extra Mushroom 500g Nescafé Original 50g CDM Dairy Milk Std Dolmio Bolognese Extra Onion & Garlic 500g New Nescafé 3 in 1 5pk CDM Fruit & Nut Std Dolmio Bolognese Original 500g Nescafé Azera 60g New Crunchie Std Dolmio Creamy Tomato Pasta Bake 500g Nesquik Strawberry 300g Std Uncle Ben’s Express Basmati Rice 250g Double Decker Silverspoon Granulated Sugar 1kg Flake Std Uncle Ben’s Express Egg Fried Rice 250g Tetley Decaf 40’s Fry’s Turkish Delight Std Uncle Ben’s Express Long Grain Rice 250g Tetley Teabags 80’s Picnic Std Uncle Ben’s Medium Chilli Sauce 500g Tetley Teabags 40’s Starbar Std Uncle Ben’s Original Sweet & Sour Sauce 500g Yorkshire Tea 80’s Twirl Std Batchelors Pasta’n’Sauce Chicken & Mushroom 122g PG Tips 80’s Wispa Std Batchelors Savoury Rice Golden 120g PG Tips 40’s Wispa Gold Std New Batchelors Super Noodles BBQ Beef 100g Twinings Earl Grey 50’s Aero Mint Std Batchelors Super Noodles Chicken 100g *Scottish Blend 80’s Kit Kat 4 Finger Std Bisto Chicken Gravy Granules 170g *Nambarrie 80’s Kit Kat Chunky Std Bisto Gravy Granules 170g

Kit Kat Peanut Chunky Std New Homepride Curry 500g GROCERY – CANNED VEG, MEAT & FISH Milkybar Std Oxo Cubes – Beef 12’s Heinz Baked Beans 415g Milkybar Buttons Std Paxo Sage & Onion Stuffing 85g Heinz Baked Beans 200g Munchies Std Sharwood’s Korma Sauce 420g Heinz Baked Beans with Sausages 415g Rolo Std Sharwood’s Tikka Masala Sauce 420g Heinz Ravioli 400g Smarties Std Colman’s Bramley Apple Sauce 250ml Heinz Spaghetti 400g Toffee Crisp Std Colman’s Cheddar Cheese Sauce Mix 40g Heinz Spaghetti Bolognese 400g Yorkie Std Colman’s Classic Mint Sauce 250ml Heinz Spaghetti Hoops 400g Yorkie Raisin & Biscuit Std Colman’s English Mustard 100g John West Mackerel Fillets in Tomato Sauce 125g Colman’s Parsley Sauce 20g New John West Sardines in Rich Tomato Sauce 120g CONFECTIONERY – SUGAR Hellmann’s Mayonnaise 400g Smash Original 176g Maynards Wine Gums Std Hellmann’s Mayonnaise Light 400g Batchelors Bigga Marrowfat Peas 300g Rowntree’s Fruit Gums Std Knorr Chicken Stock Cubes 8’s Batchelors Mushy Peas 300g Rowntree’s Fruit Pastilles Std Pot Noodle Chicken & Mushroom 90g Hunger Breaks All Day Breakfast 395g Rowntree’s Jelly Tots Std Pot Noodle Curry 90g Hunger Breaks The Full Monty 395g Skittles Std Baxters Sliced Beetroot 340g Princes Beef Paste 75g Starburst Std Branston Original Pickle 360g Princes Chicken Paste 75g Branston Small Chunk Pickle 360g Princes Corned Beef 340g CONFECTIONERY – MINTS & MEDICATED Chicken Tonight Honey & Mustard 500g Princes Ham 200g Std Chicken Tonight Spanish Chicken 500g Tic Tac Mint New Princes 8 Hot Dogs 400g Std Haywards Traditional Onions 454g Tic Tac Orange & Lime 400g New Princes Mild Chicken Curry Halls Soothers Blackcurrant Std Oceanspray Cranberry Sauce 190g Princes Red Salmon 213g Trebor Extra Strong Mints Std Old El Paso Fajitas Dinner Kit Kit Princes Tuna Chunks in Brine 160g Trebor Softmints Peppermint Std Sarson’s Malt Vinegar 250ml Princes Tuna Chunks in Sunflower Oil 160g Trebor Softmints Spearmint Std Tilda Basmati Rice 500g Green Giant Naturally Sweet NAS Sweetcorn 340g Polo Std 250ml New Napolina Extra Virgin Olive Oil Green Giant Original Niblets Sweetcorn 198g Lockets Honey & Lemon Std Sacla Green Basil Pesto 190g New Fray Bentos Meatballs in Tomato Sauce 410g Fray Bentos Steak & Kidney Pie 475g CONFECTIONERY – CHEWING GUM GROCERY – SAUCES & CONDIMENTS – LIFESTYLE RANGE Spam Chopped Pork & Ham 200g Airwaves Menthol Eucalyptus 10’s Pasta Quills 500g Wilson Chilli Con Carne 392g New Airwaves Menthol Cherry 10’s Salt 750g

Extra Cool Breeze 10’s Spaghetti 500g GROCERY – CANNED VEG, MEAT & FISH – LIFESTYLE RANGE Extra White 10’s Sunflower Oil 1ltr 410g Baked Beans Extra Ice Peppermint 10’s Vegetable Oil 1ltr Carrots Sliced 300g Extra Ice Spearmint 10’s Ground Black Pepper 25g New Peas Garden 300g Extra Peppermint 10’s New Potatoes 540g New Extra Spearmint 10’s GROCERY – HOMEBAKE Tomatoes Chopped 400g Extra White Bubblemint 10’s New Nutella 400g Tomatoes Peeled Plum 400g Extra Strawberry 10’s Carnation Evaporated Milk 410g Tuna Chunks in Brine 170g Heinz Taste of Home Cadbury Chocolate Pudding 300g New GROCERY – BREAKFAST CEREALS Ambrosia Creamed Rice 400g GROCERY – SOUP Kellogg’s Bran Flakes 500g Ambrosia Devon Custard Pot 190g Heinz Big Soup Beef & Vegetable 400g Kellogg’s Coco Pops 295g Ambrosia Devon Custard 400g Heinz Big Soup Chicken & Vegetable 400g Kellogg’s Cornflakes 500g Angel Delight Strawberry 59g Heinz Chicken Soup 400g Kellogg’s Crunchy Nut Cornflakes 375g McDougalls Plain Flour 1.25kg Heinz Lentil Soup 400g Kellogg’s Frosties 500g McDougalls Self Raising Flour 1.25kg Heinz Mushroom Soup 400g Kellogg’s Rice Krispies 340g Marmite Yeast Extract 125g Heinz Oxtail Soup 400g Kellogg’s Special K 300g Del Monte Fruit Cocktail in Juice 415g Heinz Tomato Soup 400g Kellogg’s Variety Pack 8’s Del Monte Peach Slices in Juice 415g Heinz Vegetable Soup 400g Nestlé Multi Cheerios 375g Del Monte Sliced Pineapple in Juice 432g Batchelors Cup a Soup Chicken 4pk Nestlé Shredded Wheat 16’s Hartley’s Best Raspberry Seedless Jam 340g Batchelors Cup a Soup Golden Vegetable 4pk Nestlé Shreddies 500g Hartley’s Best Strawberry Jam 340g Batchelors Cup a Soup Minestrone 4pk Quaker Oats So Simple Original 12’s Hartley’s Strawberry Jelly Block 135g Batchelors Cup a Soup Tomato 4pk 500g New Quaker Oats Robertson’s Golden Shred Marmalade 454g *Heinz Chicken Noodle 400g Alpen 375g Rowse Honey Pure & Natural Clear Squeezable 340g *Heinz Scotch Broth 400g Weetabix 24’s Sunpat Peanut Butter Crunchy 227g *Baxters Chicken Broth 400g Sugar Puffs 320g

42 Retailer Matters

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core range One of the Must Stock Own Brand Range

ITEM

New New to Core Range for 2014/2015

SIZE

*Scotland only

ITEM

SIZE

PERSONAL CARE & MEDICINES – FEMININE HYGIENE GROCERY – BABY Kotex Maxi Pad Nighttime 10’s New Cow & Gate Stage 1 Milk 200ml New Always Ultra Long Plus 12’s 200ml New Cow & Gate Stage 2 Milk 10’s Always Ultra Night Farley’s Original Rusks 150g Always Ultra Normal 16’s Huggies Pure Baby Wipes 64’s Always Ultra Normal Plus 14’s Pampers Baby Dry Size 3 22’s Tampax Regular 20’s Pampers Baby Dry Size 4 20’s Tampax Super 20’s Pampers Baby Dry Size 4+ 18’s 14’s Bodyform Ultra Normal with Wings Pampers Baby Dry Size 5 16’s Lil-Lets Super 10’s Pampers Baby Dry Size 6 17’s Sudocrem 60g NON FOOD – PAPER J&J Baby Bath 200ml Andrex Natural 4 Roll J&J Baby Lotion 200ml Andrex Natural 2 Roll J&J Baby Oil 200ml Andrex Quilts White 4 Roll J&J Baby Powder 100g Andrex White 4 Roll J&J Baby Shampoo 200ml Andrex White 2 Roll Fiesta Kitchen Roll White 2 Roll PET CARE – DOG 9’s Kleenex Balsam Pocket Tissues Cesar Turkey & Lamb 150g Kleenex Balsam Regular 80’s Pedigree Dentastix 3’s Kleenex For Men 100’s Pedigree Jumbone 2’s Pedigree Original 1.2kg NON FOOD – PAPER – LIFESTYLE VALUE RANGE Pedigree Original 400g 4 Roll Toilet Tissue White Pedigree Schmackos Beef 10’s New Kitchen Towel 4 Roll Bakers Complete Beef & Veg 1.35kg Winalot Chicken in Jelly 400g NON FOOD – PAPER – LIFESTYLE RANGE Winalot Chicken in Jelly 1.2kg Kitchen Roll White 2 Roll Bonio 650g New Softest Toilet Tissue White 4 Roll 2 Roll PET CARE – DOG – LIFESTYLE VALUE RANGE Softest Toilet Tissue White

Dog Food Beef 1.2kg NON FOOD – LAUNDRY

10 Wash Ariel Biological PET CARE – CAT Ariel Excel Gel Bio 16 Wash Sheba Turkey & Chicken 150g Ariel Liquitab Biological 12’s Thomas Cat Litter 5ltr Bold 2 in 1 Lavender & Camomile 10 Wash New Whiskas Chicken 390g 16 Wash New Bold Lavender & Camomile Gel Whiskas Chicken Pouch 100g 750ml Comfort Fabric Conditioner Original Blue Whiskas Pouch Poultry 12 x 100g 750ml Whiskas Pouch Favourites 12 x 100g New Comfort Fabric Conditioner Pure Daz Auto Regular 10 Wash Whiskas Salmon in Jelly 390g Lenor Concentrated Summer Breeze 750ml New Dreamies Chicken 60g New Persil Capsules Non Bio 10’s Felix Chicken in Jelly 400g Persil Non Bio 10 Wash Felix Pouch Mixed Selection 12 x 100g 15 Wash 12 x 100g New Persil Small & Mighty Liquid Non Bio Felix Pouch Fish Selection Surf Small & Mighty Liquid Tropical 15 Wash Felix Tuna Pouch 100g Surf Tropical 10 Wash Go Cat Complete Tuna, Herring & Veg 375g 85g New Gourmet Perle Pouch Chicken NON FOOD – LAUNDRY – LIFESTYLE VALUE RANGE 780g PERSONAL CARE & MEDICINES – MEDICINE Auto Washing Powder Alka Seltzer Original 10’s NON FOOD – HOUSEHOLD Anadin Extra Caplets 16’s Fairy Wash Up Lemon 433ml 100ml Calpol Sugar Free Fairy Wash Up Original 433ml Calpol Sugar Free Six Plus 100ml Febreeze Airspray Cotton Fresh 300ml Immodium Anti-Diarrhoea Capsules 6’s Flash All Purpose Liquid Lemon 500ml Lemsip Max All In One Lemon 5’s Flash Bathroom Spray 500ml Lemsip Max Capsules 8’s Flash Spray with Bleach 500ml Nurofen Tablets 12’s New Flash Wipes Lemon 40’s Beechams Powders 10’s New Cif Cream Lemon 500ml Piriteze Allergy Tablets 7’s Domestos Original Bleach 750ml Pro Plus 12’s Bloo Acticlean Original Twin Rennie Spearmint 24’s Dettol Surface Trigger 500ml Savlon 30g Duck Liquid Fresh 750ml Nurofen Express Liquid Capsules 10’s Finish All in 1 13’s Mr Muscle Lemon Kitchen 500ml PERSONAL CARE & MEDICINES – LIFESTYLE RANGE Mr Muscle Oven Cleaner 300ml Paracetamol Tub 16’s Mr Muscle Sink & Plug Unblocker 500ml Ibruprofen Blister Pack 16’s New Mr Muscle Window 500ml 300ml PERSONAL CARE & MEDICINES – TOILETRIES Mr Sheen Original Shake ’n’ Vac Citrus Blossom 500g Gillette Blue II Fixed Disposable Razors 5’s

Gillette Shave Gel Sensitive 200ml NON FOOD – HOUSEHOLD – LIFESTYLE RANGE Head & Shoulders Shampoo Classic Clean 250ml Clingfilm 350mm 25m Silvikrin Hairspray Firm 250ml Disinfectant 1ltr Pantene Shampoo Classic 250ml New Firelighters 14’s Dove Cream Bar 100g Heavy Duty Refuse Sacks 10’s Lynx Bodyspray Africa Compressed 100ml Kitchen Foil 300mm 7.5m Lynx Showergel Africa 250ml Press ‘n’ Seal Sandwich Bags 50’s Sure APA Active For Men Compressed 75ml Thick Bleach Original 750ml Sure APD Crystal Clear Aqua Compressed 75ml Wash Up Liquid Original 500ml Carex Handwash Original 250ml New Swing Bin Liners 20’s Colgate Toothbrush Twister Single

Colgate Toothpaste UCP 100ml NON FOOD – HOUSEHOLD – LIFESTYLE VALUE RANGE Listerine Coolmint Mouthwash 250ml New New Dishcloths 5’s Radox Showergel Moisture 250ml

ITEM

SIZE

CHILLED & FROZEN – CHILLED Dairylea Dunkers Jumbo Tubes 47g Kraft Philadelphia 200g Muller Corner Strawberry 150g Muller Light Strawberry 175g 330ml Copella English Apple Tropicana Original 1ltr Tropicana Original 330ml Tropicana Smooth 1ltr Tropicana Smooth 330ml 200g Cathedral City Mature Cheddar Cheestrings Original Singles 21g Elmlea Double 284ml Flora Original 500g Fridge Raiders Roast 60g Lurpak 250g Mattessons Crumbed Ham 120g Mattessons Wafer Thin Ham 100g Peperami Original 25g Richmond Skinless Sausage 213g 454g Richmond Thick Sausage Rustlers Quarter Pounder 190g Rustlers Chicken Sandwich 150g Utterly Butterly 500g Walls 8 Rashers Smoked Back Bacon 260g 260g Walls 8 Rashers Unsmoked Back Bacon Walls Chicken & Bacon Slice 180g Walls Chicken & Mushroom Slice 180g Walls Chicken Tikka Slice 180g Walls Sausage Roll 140g 200g Wyke Farm Ivy’s Farmhouse Butter Block 475ml Yazoo Banana Yazoo Chocolate 475ml Yazoo Strawberry 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 19’s JPS Blue KS 10’s Lambert & Butler KS 20’s Lambert & Butler KS 10’s Richmond KS 19’s Richmond SK 19’s Windsor Blue KS 20’s Windsor Blue SK 20’s Mayfair KS 19’s Mayfair KS 10’s Sterling KS 19’s Sterling SK 19’s Sterling SK 10’s Sterling Fresh Taste On Demand KS 19’s Sterling KS 10’s Sovereign Blue KS 19’s Sovereign Blue SK 19’s CIGARETTES – NO3 (OWN BRAND) RANGE No3 KS No3 KS No3 SK No3 SK

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New

New

New New New New

New

New New New New

19’s 10’s 19’s 10’s

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22/08/2014 16:33

core range One of the Must Stock Own Brand Range

ITEM

New New to Core Range for 2014/2015

SIZE

TOBACCO Golden Virginia 12.5g Amber Leaf 25g Amber Leaf 12.5g Gold Leaf 12.5g

*Scotland only

ITEM Black Storm

SIZE

ITEM 500ml

WINE – WHITE Echo Falls Chardonnay 75cl Echo Falls Pinot Grigio 75cl Echo Falls White 75cl Hardys VR Chardonnay 75cl Hardys VR Pinot Grigio 75cl Kumala Cape Classics White 75cl Stowells Chenin Blanc 75cl Turner Road Chardonnay Pinot Grigio 75cl Casillero Del Diablo Sauvignon Blanc 75cl Isla Negra Sauvignon Blanc 75cl Barefoot Pinot Grigio 75cl Gallo Pinot Grigio 75cl Blossom Hill Chardonnay 75cl Blossom Hill White 75cl Jacob’s Creek Chardonnay 75cl Jacob’s Creek Semillon Chardonnay 75cl Wolf Blass Yellow Label Chardonnay 75cl Oyster Bay Sauvignon Blanc 75cl Black Tower Rivaner 75cl Lindemans Cawarra Chardonnay 75cl

BEER New Becks Bottle 6pk Budweiser Bottle 6pk Budweiser Can 4pk Stella Artois Bottle 660ml Stella Artois Bottle 6pk Stella Artois Pint Can 4pk Stella Artois Can 4pk Stella Artois Can 8pk Carlsberg Can 4pk Carlsberg Special Brew Can 4pk New Carlsberg Export Can 4pk New Holsten Pils Can 4pk San Miguel Bottle 4pk San Miguel Bottle 660ml New New 4pk San Miguel Can Skol Can 8pk Guinness Draught Can 4pk Red Stripe Can 4pk WINE – WHITE – VINTNERS COLLECTION (OWN BRAND) RANGE Desperados Bottle 3pk Vintners Australian Chardonnay 75cl Foster’s Gold Bottle 6pk Vintners Californian Chardonnay 75cl Foster’s Radler Bottle 4pk New Vintners White 75cl Foster’s Pint Can 4pk Vintners Chilean Sauvignon Blanc 75cl Foster’s Can 4pk Vintners Italian Pinot Grigio 75cl Foster’s Can 8pk New 4pk Heineken Can WINE – WHITE – PREMIUM OWN BRAND 4pk John Smith’s Extra Smooth Can 75cl The Shallows New Zealand Sauvignon Blanc Kronenbourg 1664 Can 4pk Newcastle Brown Ale 550ml WINE – RED New Tiger 640ml Echo Falls Merlot 75cl Peroni Bottle 4pk Echo Falls Red 75cl Peroni Bottle 660ml Hardys VR Cabernet Sauvignon 75cl Tyskie Can 4pk Hardys VR Merlot 75cl Carling Pint Can 4pk Hardys VR Shiraz 75cl Carling Can 4pk Kumala Cape Classics Red 75cl Carling Can 8pk Stamp Shiraz Cabernet 75cl Carling Zest Bottle 4pk Turner Road Cabernet Sauvignon Merlot 75cl Cobra Bottle 660ml New Casillero Del Diablo Cabernet Sauvignon 75cl Coors Light Bottle 4pk New Isla Negra Cabernet Sauvignon 75cl Coors Light Can 4pk Barefoot Merlot 75cl Corona Bottle 4pk Gallo Cabernet Sauvignon 75cl Crabbie’s Alcoholic Ginger Beer 500ml Blossom Hill Red 75cl Old Speckled Hen 500ml Campo Viejo Tempranillo 75cl *McEwan’s Export Can 4pk Jacob’s Creek Grenache Shiraz 75cl *Tennent’s Pint Can 4pk Jacob’s Creek Shiraz Cabernet 75cl *Tennent’s Can 4pk Lindemans Bin 50 Shiraz 75cl *Tennent’s Can 8pk Wolf Blass Yellow Label Cabernet Sauvignon 75cl *Tennent’s Special Ale Can 4pk Wolf Blass Yellow Label Shiraz 75cl *Miller Genuine Draft Bottle 4pk WINE – VINTNERS COLLECTION (OWN BRAND) RANGE CIDER 75cl Vintners Australian Shiraz 568ml Stella Cidre Vintners Californian Merlot 75cl Bulmers Red Berries & Lime 568ml Vintners Red 75cl Bulmers Original 568ml Bulmers Bold Cherry 568ml New WINE – RED – PREMIUM OWN BRAND Jacques Fruit des Bois 750ml 75cl Don Fabian Spanish Rioja Scrumpy Jack 4pk Strongbow 4pk WINE – ROSE Strongbow 2ltr Echo Falls Rosé 75cl Strongbow Pear 4pk Echo Falls White Zinfandel 75cl New Strongbow Citrus Edge 4pk Barefoot White Zinfandel 75cl New Strongbow Dark Fruit 4pk Gallo White Zinfandel 75cl K Cider 4pk New Gallo White Grenache 75cl Magners Original 568ml Blossom Hill White Zinfandel 75cl Magners Original Can 4pk Jacob’s Creek Shiraz Rosé 75cl Magners Pear 568ml Crumpton Oaks 2ltr WINE – ROSE – VINTNERS COLLECTION (OWN BRAND) RANGE Frosty Jacks 2ltr Vintners Californian White Zinfandel 75cl Koppaberg Mixed Fruit 500ml Koppaberg Strawberry & Lime 500ml New WINE – SPARKLING

Asti Martini 75cl CIDER – AMBER STRONG, ERIDGE VALE, WHITE & BLACK STORM Jacob’s Creek Sparkling White Pinot Noir 75cl (OWN BRAND) New 4pk Amber Strong WINE – SPARKLING – PREMIUM OWN BRAND Eridge Vale 2ltr Prosecco Santa Loretta 75cl White Storm 2ltr White Storm 1ltr WINE – FORTIFIED WINE White Storm 500ml Stone’s Ginger Wine 70cl

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New

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

SIZE 75cl 75cl 75cl 75cl 75cl 70cl 70cl 75cl

WINE – SPARKLING PERRY Lambrini 75cl Lambrini 1.5ltr Lambrini Cherry 1.5ltr New

WINE – BELLARINI (OWN BRAND) RANGE Bellarini 1.5ltr Bellarini 75cl

New New

New

New

New

SPIRITS & ARTD’S – SPIRITS Bacardi 70cl New Bacardi 35cl Jack Daniels 70cl Jack Daniels 35cl Southern Comfort 70cl Baileys 70cl Bell’s Whisky 70cl Bell’s Whisky 35cl Captain Morgan 70cl Captain Morgan Spiced 70cl Gordon’s Gin 70cl Gordon’s Gin 35cl Smirnoff 70cl Smirnoff 35cl Disaronno 50cl Glenfiddich 70cl Three Barrels Brandy 70cl Tia Maria 70cl Courvoisier 70cl Sourz Apple 70cl The Famous Grouse 70cl The Famous Grouse 35cl Jameson 70cl Malibu 70cl Russian Standard 70cl Glen’s Vodka 70cl Glen’s Vodka 35cl Jagermeister 70cl *Drambuie 70cl *OVD Rum 70cl *OVD Rum 35cl *Martell 70cl *Isle of Jura 70cl *Whyte & Mackay 70cl *Whyte & Mackay 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 Jack Daniels & Cola 330ml Gordons Gin & Tonic 250m Morgans Spiced & Cola 250ml New Smirnoff Ice 70cl Smirnoff Ice 4 x 275ml Smirnoff & Cola 250ml Smirnoff & Cranberry 250ml WKD Blue 70cl WKD Blue 4 x 275ml WKD Iron Brew 70cl

LIGHT SPIRITS (OWN BRAND) RANGE New V*dgrad 1ltr V*dgrad 70cl V*dgrad 35cl

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

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

Harminder Bhopal runs the very busy Bushbury News in Wolverhampton When did you start as a Retailer?

I first came to retailing in 2007 when I bought my first Store. Before then, I worked for other companies but hated how they could be unpredictable and unreliable. I knew I wanted to take control of my future and protect my family so I decided I needed to start my own business. With so many options open to me, retailing made sense as I could focus on items that people needed every single day, like bread and milk,

and I haven’t looked back since. My life, and that of my family, is now so much better.

Q

When did you join Lifestyle Express?

Initially I began retailing on my own, but joined Lifestyle Express around six years ago. I knew I wanted the expertise and support a symbol group offered and Lifestyle Express was the best fit for me and the business.

Harminder has made being part of Landmark Express work for him, making the most of help and advice

Q

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

Lifestyle Express is a fantastic symbol group as they understand that I still want to run my business my way. I make the big decisions without any pressure from them but I can make the most of the industry experience and knowledge they have. In particular, Adrian Nichols at Blakemore has been a great support, offering suggestions for products and Store development that have all really worked.

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Q

Retailer Matters 49

22/08/2014 16:49

feature Your Store

YOU AND YOUR STORE IN THE SPOTLIGHT

Talking to shoppers about promotions and what they want to buy can really boost sales

n Describe your Store in just three words:

Friendly customer service is key to the success of the Store

Organised, welcoming, busy. n Describe yourself in three words:

Q

Good boss, honest, focused.

What’s your unique selling point?

offers to make sure they’re not missing out on a multibuy deal or an opportunity to get money off a particular product.

n What is your bestseller?

I pride myself on my Store LSV is a big seller in Store, we sell an average of three being really welcoming and cases a day! friendly, and we will always try our best to find a solution for a Customer. If they want a particular product and we don’t have it, we’ll get it in or suggest a great alternative. My staff are fantastic and always go the extra mile, which results in our loyal Customer base.

Q

What has been a recent success for you?

Get in touch and share your story

retailermatters@

How do you spread the word about your Store?

We always use our pavement signage outside, and we have leaflets which advertise the latest deals and offers.

We have dedicated promotion areas in the Store which work really well to catch Customers’ attention. We also talk to Customers about the latest

50 Retailer Matters

What promotions do you take advantage of?

We always take advantage of the Lifestyle Express promotions.

Shoppers love them and often ask what the next one will be.

WHAT’S THE SECRET TO YOUR SUCCESS?

Ice creams have been a big summersault.co.uk seller for us just recently. We changed our chiller to a better, bigger, three-tier version and our ice-cream sales have been fantastic.

And not just during the summer Harminder keeps his months, they sell brilliantly even when shelves clean, tidy the temperature drops. and well-stocked

Q

Q

Q

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

The best decision was to buy the Store in the first place. It was a big gamble as I’d never worked in

retail before and I knew nothing about it.

I’ve never smoked or drank, so choosing stock initially was daunting, but I overcame every hurdle and obstacle. It was a big investment but I’ve never looked back.

Q

Any tips for other retailers?

My advice would be to stay on top of your stock. If your shelves are full, your Store looks well organised, well presented and appealing to Customers.

If shelves are empty, shoppers will walk away. Also, talk to your Customers about what they want and if you don’t stock it, it might be worth trialling or getting an alternative.

Q

What are your plans for the future?

We have the possibility to extend in the future, which is really exciting. For now though, I want to maintain the business as it is and work with Lifestyle Express to explore the Evolution standard in the years to come.

Q

Final words?

Always be open to new products.

Customers will see new products advertised on TV, in the media and in other Stores, so make sure you’re aware of new products and take advantage of promotions when they’re in Depot.

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your guide to…

…chilled and fresh A clean, tidy and well-stocked chiller that provides Customers with all the essentials they need to make simple meals is key to good sales and repeat purchases

WE ALL KNOW THAT CHILLED and fresh foods are the essential ingredients for the success of any Convenience Store, particularly if your Store is situated in a neighbourhood location.

As you’ll have read about in the feature on page 23, a real opportunity for Convenience Stores is meal solutions. Always think, can my Customers visit my Store and get everything they need to cook a family meal tonight? This could be fresh vegetables, fruit, fresh meat and chilled fresh foods,

including ready meals for those short on time.

By having the key essentials for a meal in your Store, you will encourage the daily top-up shopper to frequently use your Store. And this type of shopper generally spends more and will buy items that make you more profit.

To ensure you’re stocking the right products, follow the Core Range of chilled foods featured in Best Sellers and the planograms on the Lifestyle Express website.

RETAILER MATTERS’ TIPS

1

Supplement the stock you buy from your Landmark Wholesaler with fresh foods delivered direct to your Store by Kerryfresh.

They’re the experts, so ask them to help you build your range and your sales.

2

Try new things. Shoppers love to be inspired by seeing something new in your Store.

3

New products don’t always sell straightaway. The first time you stock something different it may cause some wastage, but shoppers will notice new products and may well return to purchase them in the following weeks.

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4

Keep your chiller clean. No one likes to see fresh foods on a dirty shelf, so make sure your cabinet is sparkling clean and that all light tubes are working.

5

Try displaying the ingredients for an easy family meal together. Place minced beef, onions, tinned tomatoes, spaghetti and garlic bread all in one place and you’ll provide shoppers with all they need for a quick and easy spaghetti bolognese.

6

Fresh foods have a short shelf life.

When goods are past their best, remove them from display and dispose of them.

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4100_RM25_p56 AD.indd 2

22/08/2014 17:02