newtrade media pack 2012

Newtrade publishing media pack 2012 | 1

Newtrade PublishingEnergising Independent Retailersmedia pack 2012

2 | Newtrade publishing media pack 2012

Contents04 Retail Newsagent

06 Retail Express

08 Better Wholesaling

10 Face-to-face In-Store Activation Networking Opportunities

11 Local Shop Summit

12 Independent Achievers Academy

13 Testimonials

14 betterRetailing.com

16 Classified

17 The Fed

The best way to grow my business is by learning from others, building relationships

with suppliers and retailers, and sharing

ideas. I trust Newtrade to help me do this.

Pinda Cheema, Costcutter


Introduction

Helping suppliers build relationships and grow their sales in the independent and wholesale channels.

Newtrade

Through our growing portfolio spanning print, events and online, you can be confident in finding the right solution for your trade messages. We produce high-quality communication solutions that provide you with flexibility, reach and return, ensuring you always speak to your customers in the way that works best for you.

Why Newtrade? n Get your messages seen by more decision makers as

we have the biggest reach in the channel*

n Get the best return on your investment, as retailers who read our titles stock an advertised product 2.5 times more often than those who read other trade titles only**

n Promote your messages on credible platforms where retailers are engaged with the content – we have more journalists dedicated to helping independents than any of our competitors

n Be confident and creative. We are trusted to deliver trade messages by the world’s top 5 packaged goods companies, and are consistently singled out for the quality of our innovation and how well we listen to briefs***

Contact us020 7689 0600www.newtrade.co.uk www.betterretailing.com www.betterwholesaling.com www.iaacademy.co.uk(*66% of trade press users read Retail Newsagent and Retail Express: him! Cash & Carry research 2011)

(**him! Cash & Carry research 2011)


Features 2012January6 Tobacco: RYO & economy

Breakfast13 Confectionery in-depth:

spring Fairtrade20 Diet drinks – EPoS27 HND

February3 Snacks: crisps, Big night in10 Collectables International food & drink17 Tobacco in depth

Household cleaning24 Bestsellers: Magazines

Male grooming

March2 Bottled Beer, Bread9 Snacks: cakes and biscuits

Pre-mix and RTD drinks16 Soft drinks in depth

Confectionery: countlines23 Female grooming30 Ice cream in depth

Food to go

April6 Tobacco, Cider13 Sports & energy drinks

Desserts & puddings20 Snacks in depth, Hot drinks27 Wine

May4 Confectionery: sharing

Barbecue11 Summer spirits, Bakery18 Confectionery:

mints & gums25 Soft drinks in depth

Own label

June1 Beer, Rice, pasta & sauces8 Tobacco: cigarettes Kid’s magazines15 Chilled: dairy22 Confectionery in depth:

sugar British food29 Healthier snacks

Health & beauty

July6 Water, Cereal Bars13 Sharing snacks

Puzzle magazines20 Back to School27 Tobacco in depth

Refrigeration

August3 Kids snacks

Money machines10 Greetings cards17 Soft drinks, Point of sale,

display & equipment24 Bestsellers: Magazines

Pricemarking31 Chocolate confectionery

Annuals

September7 Collectables14 Tobacco: cigars

Halloween21 Confectionery in depth:

Christmas, Hot drinks28 Batteries, HND

October5 Snacks in depth: Christmas

Frozen food12 Christmas soft drinks

Hot snacks19 Chilled: yogurts & desserts26 Alcohol in depth: Christmas

CTN World preview

November2 Winter ice cream

OTC medicines9 Pets16 Tobacco in depth

Saoup & ready meals23 Laundry, Cheese30 Own label, Babycare

December7 IAA SPECIAL

New year1 Seasonal impulse: Easter

Partworks21 Top Products 2012

Squashes, juices & smoothies

28 Diet products 2013 preview

Retail NewsagentThe only paid-for trade magazine for independent retailers –providing in-depth retailer-focused business advice in high-quality format.n Reach an audience of 13, 384* engaged

news and convenience retailers, who choose to pay £1.95 per week in a market of free titles

n Most read and most recommended title by UK independent retailers**

n Weekly title provides opportunities to target disciplined retailers with your time-sensitive campaigns

(*ABC total average net circulation per issue (1 Jul 11 – 30 Jun 12))

(**him! Cash & Carry research 2011)

Editorial Contacts

Editor Chris [email protected] 020 7689 3378

Features Editor Chris [email protected] 7689 3362

News Editor John [email protected] 7689 3358

Sales Contacts

Account Director Mike Baillie [email protected] 7689 3367

Account Manager Jeremy [email protected] 7689 3366

Account Executive Will [email protected] 7689 3370

Account Executive Kate Ellis [email protected] 020 7689 3372

Production Coordinator Eszter Endredi [email protected] 7689 3380

@retailnewsagent


Advertisement dimensions (mm)

Double page SpreadBleed: 426 x 303 | Trim: 420 x 297Type: 400 x 263

Dummy front coverBleed: 216 x 206 | Trim: 210 x 203Type: 190 x 183

Single pageBleed: 216 x 303 | Trim: 210 x 297Type: 190 x 263

Half page landscapeBleed: 216 x 143 | Trim: 210 x 140Type: 190 x 128

1/8 page landscapeBleed: 190 x 40 | Trim: 190 x 40Type: 170 x 28

Half page portraitBleed: 106 x 303 | Trim: 103 x 297Type: 93 x 263

1/3 page portraitBleed: 67 x 303 | Trim: 64 x 297Type: 54 x 263

SpecificationsArtwork to be supplied in high-resolution PDF. All images within the PDF must be 300dpi images formatted to PPA Pass4press Version 9.

Files can be sent in the following ways:1. Email [email protected]. On a CD or DVD to Rob Ratcliff,

Newtrade Publishing, 11 Angel Gate, City Rd, London, EC1V 2SD

3. FTP – details available on request

Deadlines1. Display advert: Complete artwork is

required 10 days prior to publication date.

2. Advertorial: Complete artwork is required 15 days prior to publication. (Production staff must be notified if artwork is to be advertorial).

Rate card (£)

DisplayPage 3,185Double page spread 5,735Half page 1,690Quarter page 1,108Eighth page 715

Special positionsInside front cover 3,505Outside back cover 3,505Opposite leader page 3,505Early guarantee 3,505

CoverwrapFull cover wrap 8,975Front cover and inside front cover 7,050Branded polybag 10,405

ClassifiedVariable sizes 24ccmRetail Watch colour separations from 150Advertisement featurePage PDF supplied 3,505

Retail Newsagent

23 March 2012 Retail Newsagent34

It doesn’t have to cost a fortune to innovate your business. Here Tom Gockelen-Kozlowski gets some of the UK’s best retailers

to reveal their top ideas

Ideas and innovations are the lifeblood of success-ful businesses, ensuring that they never stand still and become stale. But, while the multiples can employ hundreds of people to make sure the

next great idea belongs to them, for smaller operations, where each member of staff must work hard to keep the doors open and the tills ringing, finding time to go out and gather inspiration from conferences, store visits or meeting suppliers can be a real challenge.

RN has therefore collected 50 brilliant tips from some of the best retailers in the UK which you can imple-ment in-store today.

Covering everything from new product ranges, tech-nology and in-store services to marketing, store layout, financial assistance and the way you run your store, these ideas are simple and have been tried and tested in stores just like yours.

Not only that, they are also mostly very cheap - 21 are completely free - but can all have a dramatic effect on your profits, costs, community spirit or general ef-ficiency as a business.

You might not be in a position to invest in a signifi-cant all-store refit, but you can use small changes to make a big difference. Can you afford not to read on?

INNOVATION

exclusive BUSINESS IDEAS to MAKE & SAVE money

Changing the way we WORK

FIX YOUR FRIDGE WHILE THE SUN’S NOT SHININGDean HolbornHolborns, Redhill, SurreyNow is a great time to clean and restock your ice cream fridge, in time for the bet-ter weather. Get lots of boiling water and pour it in. By doing this you can defrost it within 20 minutes.

GIVE STAFF AUTONOMYSunder SandherS&S Londis, Leamington SpaI’ve just trained eight members of staff for a new shop and after three days I’m confident that they could easily run it without me. I’ve put one woman in charge of bakery and told her its suc-cess is down to her. It’s given her a real passion for it and she’s working in her own time, creating charts and graphs to record the growth in sales.

FREEIDEA!

I SPENTa couple of hours

of my time

I MADE

a functioning, clean

chiller ready for

the ice cream sales

season

I SPENTtime building the confidence of my staffI MADE dedicated and trained staff I SPENT

time training my staff

I MADE almost

£1,000

in 12 months

I SPENT£1,280 on stock per week I MADE £320 profit

FREEIDEA!

TURN YOUR STAFF GREENPaul CheemaCostcutter, CoventryWe’ve reduced our energy consumption by train-ing our staff to make sure they unplug appliances, keep chiller doors shut and switch lights off.

I SPENT£0 I MAKE constant savings by avoiding unwanted magazines

CHECK YOUR MAGSIan Taylor Portgordon Stores, Buckie, Moray You can save money on your magazines at the click of a button. We use Men-zies’ website to check our range, look at our sales his-tory for the last six issues and amend the quantity or remove it all together. It changes the delivery for the very next morning and can save you a fortune in cash flow. If Menzies sends you 10 magazines at £5.99, but you only want two and change it, you’ve saved yourself £48.

FREEIDEA!

Retail Newsagent 23 March 2012 35

»

DO DEALSMandeep SinghPremier Singh’s, SheffieldYou’ve got to go out and do deals: be cheeky and buy cleverly. If you’ve got a half-decent store you’re a valuable customer to your whole-saler and have room to bargain. I ask: “What can we do for £1 that’s branded and a good deal for customers?” We’ve been concentrating on £1 items like four-packs of Toffee Crisp or Mars bars, making 20%

from them and selling nearly £1,600 worth

a week.

FILL IN THE GAPSJohn Green JR Green Newsagent, Sawtry, CambridgeshireWe focus on news and magazines, but recently put in a chiller when the grocery shop next door closed. We’re now making sales of £2,000 a week on grocery from products such as fresh bread and milk, tins and packet foods.

AUTOMATIC FACE UPRaj AggarwalLondis, Wigston, LeicesterMany products in petrol stations are on spring-loaded shelves so that as an item is taken out, it automatically fac-es up the display. I’ve installed 3.75m

of shelving like this from Beemak and it’s cost £800, but as it saves

an hour of staff time a day and has a three-year warranty,

this will save us more than £6,000 in that time.

A LITTLE AND OFTENVip PanchmatiaHexagon Store, Andover, HampshireRather than baking ev-erything in the morning and seeing sales dry up by lunchtime we’ve been baking a little and often throughout the day and getting the smell around the shop to make our customers hungry. We were selling 50 or 60 products a day but that’s now gone up to 110. With margins of 40%, that’s excellent.

USE EVENTS AS A TRAINING OPPORTUNITYAlkesh GadherBest-one, Isleworth, Greater LondonWe’ve been increasingly involved with the community and are using events as training opportunities for staff. Every time there’s an event like a Harvest fair we nominate some-body to take charge of it. They organise prizes and donations and work with the community associations. It’s a brilliant free way to work on their management and organisational skills, as well as showing that our business cares about local issues and events.

FREEIDEA!

FREEIDEA!

I SPENT£1,280 on stock per week I MADE £320 profit

I SPENT£0 I MADE

valuable management experiences for staff

I SPENT

£0 I MADE

probably thousands

I SPENT

£800

I MADE saving of

£2,329 per year

I SPENT

£1,300 I’M MAKING

£2,000 extra sales per

week

FREEIDEA!

MULTITASKINGJames BrundleSpar, Walthamstow, London We’re making the most of our staff by having them multitask. We have a baker for our in-store bakery and when things are quiet, he starts making freshly-made ready meals. For his days off, he prebakes the bread and a member of staff finishes it off. The best way to increase margins is by doing as much as you can yourselves.

I SPENT£0 I MAKE

an extra

£60 per day

24 23 March 2012 Retail Newsagent

Sunday trading will redirect Olympic spend from indiesWe are baffled and horrified at the chancellor’s suggestion that Wednesday’s Budget will include a ‘temporary’ suspen-sion of Sunday Trading laws nationwide over eight weeks during the largely London-centric Olympics.

This proposal was put before parliament as a Private Mem-bers’ Bill last year and was very widely opposed and subse-quently withdrawn. Just as it was also withdrawn in the 11th hour from last years’ Budget.

If the House cannot even approve this measure when it is democratically debated, then the chancellor has no justifica-tion to railroad this through the Budget. Such ‘temporary’ provisions have historically set us on the road to permanent change – and the chancellor is clearly wrong in suggest-ing that there is not sufficient provision of retail to satisfy demand over the Olympics – it is only large supermarkets that face the restriction.

All this will achieve is the redirection of the £100m antici-pated spending into the hands of supermarkets and away from community based retailers who so desperately need the increased spending that the Games will bring.

Kieran McDonnell,National president,

NFRN

Let’s hope Sunday trading doesn’t go past the OlympicsI hope the proposed extension to Sunday trading hours doesn’t go beyond this summer’s Olympics.

The supermarkets will push for it as the economy is down and it could be a way of kick-starting trade.

But it will affect a great number of independent busi-nesses, especially those near a supermarket.

It is ok during the Olympics when there will be a lot of new customers visiting the country, but it must go back to the way it is now afterwards.

When changes were made to

Sunday trading laws a couple of years ago, and large stores were allowed to open at all, it had a significant effect on my business. Newspaper sales were worst hit.

If supermarkets are allowed to open earlier, it won’t make people shop more. They will just shop in different places. And it

will be less in local shops.I also think it is bad that we

are losing that Sunday feeling. It is a special day for rest or going to church, and I feel it is being made into a 24-hour shopping culture.

Paresh Patel,Coborn Corner Store,

Mile End,London

email [email protected] 020 7689 0600fax 020 7689 0700

103706 JTI Retail Newsagent 297x64.2.indd 1 20/03/2012 10:22

I bought a 3m dairy cabinet from Husky last April and as part of the deal I was prom-ised 12 cases of Stella.

Nearly a year on and I am yet to receive my lager. Every time I ring Husky, I am told someone will look into it and get back to me. I have spoken to head office and the rep who sold the chiller to me and this has been going on for far too long.

I spent nearly £4,000 on the chiller, and a main reason why I chose this one was because of the offer.

I want to warn other retailers who are thinking of taking up a similar deal, to make sure they get the stock they are due before exchang-ing contracts.

Mohammed Nabi, Mayland Garage,

Mayland, Essex

COLD SHOULDER OVER PROMISED STOCK

Independents set to lose outto mults if Sunday trading laws

are suspended for the Olympics

25Retail Newsagent 23 March 2012

Don’t worry about the minimum wage, just pay people what they are worthI was surprised to hear the ACS thinks the increase in mini-mum wage for adults willbe a blow to independent retailers.

I have been in the retail busi-ness for 13 years and have never used the National Minimum Wage as a guideline for what I pay my staff – and I don’t think other retailers should either.

I’ve always decided what I pay all my employees, whatever their age, depending on their job role and their experience

– and it always ends up being more than minimum wage.

With the economy still struggling, many retailers will keep wanting to decrease what they are paying their staff to lower and lower levels.

I think it’s the wrong way round.

Pay people what they are worth, and then the govern-ment deciding new rules on minimum wages won’t even matter.

Andy Davidson,Drayton NewsagentsDrayton, Portsmouth

Just to set the sales record straightI have been collecting circula-tion figures for 20 years and

there is a serious decline year on year apart from the odd exception.

However I fear the publisher of the Observer will not be happy with its circulation in February in last week’s RN.

Look and you will see why. More attention to detail is required, I feel.

I am willing to share figures of 20 years ago if you think this would be of interest to readers.

Philip Elliott,Bristol

Editor responds:“The correct February core sales figure for the Observer is 253,022. This is a 4.3% month-on-month decline and an 11.6% year-on-year decline. Apologies for the mistake in the 16 March issue of Retail Newsagent.”

The opinions on this page do not necessarily represent those of the editor

Letters may be altered by the editor for reasons of clarity or of length

Good morning. Or rather it is not today as the Mirror group newspapers were on a re-run, so we had to start delivering without them, substituting the Daily Mirror for The Sun in time sensitive drops.

We were told the expected time of arrival in Barnstaple was at 6am, so if we had waited for Smiths to deliver, we would have been waiting

until 6.30am – half an hour after our opening time.

We have taken the decision this morning we will no lon-ger promote the Daily Mirror as a home delivery title.

This is due to the fact that, over the last couple of weeks, the Mirror has caused either re-runs or late delivery of all titles because Smiths waits for it to arrive. This has happened

on four occasions.I tried the number I have

for circulation director John Howard at 6am, but as it’s a 9-5 phone could not even leave a message.

Rest assured I will be speak-ing to someone at the Mirror today to vent my frustration.

Lesley Brown,Frankmarsh Stores,

Barnstaple,North Devon

LATE MIRROR MAKING SMITHS LATE

RETA

IL

NEW

SAGE

NT

Mirror re-runscausing delivery

troubles in Barnstaple

103706 JTI Retail Newsagent 297x64.2.indd 2 20/03/2012 10:22

10 30 September 2011 Retail Newsagent

Cigarette promotion Top prizes to be won

by Steven Lambert

Retailers can win £30,000 worth of prizes as part of British American Tobacco’s plans to celebrate the 20th anniversary of Royals.

While details of the prizes are currently being finalised, goods such as top-end electronic gadgets are expected to be up for grabs for independents who send in barcodes col-lected from pack outers of Royals. The competition will run alongside this month’s launch of updated packaging for the value for money cigarette.

Brand manager Henry Lewis said: “We increased

our share in the value for money cigarette mar-ket – the fastest growing segment in the category and currently worth £3.7bn – with the launch of our previous limited edition pack last year. We expect to improve on this with our new pack designs.”

Mr Lewis added the com-pany will highlight the pack changes on receipts produced through PayPoint terminals, as well as hold-ing trade days at up to 500 cash & carries and whole-salers. Retailers will also be provided with A5 leaflets to show customers requesting further information about the changes.

£30k from Royals mint

New product sales are at their highest, per point of distribution (per outlet) during the fi rst 6 weeks from launch1

Action: To maximise sales stock NPD as soon as it’s available

: 65% of consumers who buy confectionery have planned to do so when they enter the store2

Action: As well as secondary displays, stock NPD on the main confectionery display so consumers can easily fi nd it

A simple guide to help you sell more confectionery.In this feature we look at new products (NPD).

: 66% of shoppers don’tsee confectionery in store2

Action: Use dump bins andcounter displays in high footfall areas to ensure shoppers seeNPD. This will drive awareness,trial and most importantly – sales

Speak to your Kraft sales executive, or call 0870 600 0699 to fi nd out more.

Sources: 1 Nielsen CROS in Independents, Top 15 Chocolate Singles launches from May 2008 - March 2011, 2September 2007, Cadbury UK Internal Research, 3 HIM, CTP: 27,000 Convenience Customers 2009. 4 Retailer’s own promotion.

: Value for money is an important factor when shoppers are deciding to buy3

Action: Clearly display prices and consider using multi-buy deals to increase rate of sale

1.Fact : : see confectionery in store

2.Fact

:: factor when shoppers are deciding to buy

4.Fact “My advice to other retailers is to get engaged with NPD as soon as possible, it’s critical to the category. My best sales are achieved when I put a FSDU in a high traffi c area, ideally by the till, and site the product on the main fi xture, it drives trial and future purchase. Sampling to the staff is also a great idea. If my staff are engaged with a new product they are likely to recommend it to our customers”

Darren MacDonald, Bishop Retail Durham

:: confectionery have planned to do so when they 3.Fact

4

THE BESTCATEGORYADVICE.UNWRAPPED.

CADB-0260_DelicDisCATAd_HDPS_AW1.indd 1 21/09/2011 10:56

Lewis refuels British Formula 1 star Lewis Hamilton took time to refuel with a Lu-cozade Sport before last weekend’s Singapore Grand Prix. The drinks brand is also supporting Hamilton’s teammate, Jenson Button, after signing a five year deal as supplier to the Vodafone McLaren Mercedes F1 squad.

11Retail Newsagent 30 September 2011

Lower ABV for SkolCarlsberg is reducing the strength of its Skol lager to take advantage of a gov-ernment scheme offering favourable duty rates on lower ABV beers.

From this month, Skol will be brewed to an ABV of 2.8%, down from its previous level of 3%. The changes mean the brand will now fall in line with new laws offering reduced duty rates on beers of 2.8% ABV or lower, part of plans from parliament to promote responsible drinking.

Dr Isaac Sheps, chief executive of Carlsberg UK, said: “We are responding directly to the govern-ment’s duty initiative to encourage the develop-ment of beers at lower ABV levels.”

“We are committed to working in partnership with the government.”

New season at TyrellsPremium crisp label Tyrrells is replacing its limited edition summer flavour with a new winter line.

Sour Cream and Roasted Garlic will replace English Summer Barbecue as the firm’s current seasonal pack, available in 40g (RRP 69p) and 150g bags (£1.89) from October to February.

Packs of the crisps will feature the same black and white photography – high-lighting eccentric British scenes – that appear on Tyrrells’ core range.

New product sales are at their highest, per point of distribution (per outlet) during the fi rst 6 weeks from launch1

Action: To maximise sales stock NPD as soon as it’s available

: 65% of consumers who buy confectionery have planned to do so when they enter the store2

Action: As well as secondary displays, stock NPD on the main confectionery display so consumers can easily fi nd it

A simple guide to help you sell more confectionery.In this feature we look at new products (NPD).

: 66% of shoppers don’tsee confectionery in store2

Action: Use dump bins andcounter displays in high footfall areas to ensure shoppers seeNPD. This will drive awareness,trial and most importantly – sales

Speak to your Kraft sales executive, or call 0870 600 0699 to fi nd out more.

Sources: 1 Nielsen CROS in Independents, Top 15 Chocolate Singles launches from May 2008 - March 2011, 2September 2007, Cadbury UK Internal Research, 3 HIM, CTP: 27,000 Convenience Customers 2009. 4 Retailer’s own promotion.

: Value for money is an important factor when shoppers are deciding to buy3

Action: Clearly display prices and consider using multi-buy deals to increase rate of sale

1.Fact : : see confectionery in store

2.Fact

:: factor when shoppers are deciding to buy

4.Fact “My advice to other retailers is to get engaged with NPD as soon as possible, it’s critical to the category. My best sales are achieved when I put a FSDU in a high traffi c area, ideally by the till, and site the product on the main fi xture, it drives trial and future purchase. Sampling to the staff is also a great idea. If my staff are engaged with a new product they are likely to recommend it to our customers”

Darren MacDonald, Bishop Retail Durham

:: confectionery have planned to do so when they 3.Fact

4

THE BESTCATEGORYADVICE.UNWRAPPED.

CADB-0260_DelicDisCATAd_HDPS_AW1.indd 1 21/09/2011 10:56

»PROFITS FROM PRICEMARKING

Pages33-35

by Steven Lambert

JTI is giving retailers extra incentive to stock its Silk Cut cigarettes with its latest range of packaging redesigns across its 20s packs.

The move follows on from a competition launched earlier this month across the com-pany’s 14s packs, including Silk Cut, offering retailers cash prizes of up to £1,400.

Independents will be able to pick up larger packs of the premium tobacco brand in three autumnal designs, featuring imagery such as acorns and leaves, as of next week. The limi-

tied edition packs will run across Purple, Blue and Silver varieties to the end of October.

JTI head of communica-

tions Jeremy Blackburn said: “These new limited edition packs are the latest example of innovation and creativity from Silk Cut. By continu-ing to provide retailers with premium profit margins Silk Cut remains one of the most important cigarette brands for retailers.”

Packaging redesigns for Silk Cut Limited edition lines

JTI offers retailers autumn incentives

New look■ New packs for Silk Cut■ Autumnal designs on sale

to end of October

13,384*Reach an audience of

13, 384 engaged independent retailers, who choose

to pay £1.95 a week despite 8 free alternatives


Features 2012January17 Focus on spring confectionery Olympic year 2012 Preview: RE Workshop Healthy eating31 Roll Your Own tobacco Frozen Food Fairtrade & Organic Breakfast

February14 Focus On Crisps & Snacks Household cleaning Male grooming28 Big Night In Chilled Food & Dairy Food To Go Confectionery: single/ countlines

March13 Focus on ice cream Mints & Gums Bottled Beers Energy drinks27 Focus on Fascias Water Female Health & Beauty Collectables

April10 Focus on Chocolate In-store Services Tobacco Spirits24 Single serve snacks Beer & Lager Babycare & busy mums The Jubilee Weekend

May8 Focus on soft drinks Summer Sport BBQ On-Pack & In-Store Promotions22 Tobacco: Display ban impact Pasta & Pasta Sauces Laundry

June5 Focus on health & beauty Ice cream Sugar Confectionery19 Butters & Spreads Own label Olympic Month

July3 Focus on Breakfast Picnic Cider17 Cigars Healthier Snacks EPoS31 Focus on back to school Students & young adults Point of Sale, display & equipment

August14 Pre-mix and RTD British Food Fortnight Bread & Bakery Confectionery: sharing bags28 Focus on Energy Drinks Yoghurts & Pot Desserts Male Grooming Roll Your Own Tobacco

September11 Christmas Confectionery Big Night In International Foods Collectables25 Focus on Batteries Halloween Haircare Price-marked Packs

October9 Mints & Gums Spirits Juices, Squashes and Smoothies23 Focus on Christmas Hot Beverages Medicine

November6 Carbonated soft drinks Cakes & Biscuits Core Grocery20 Focus on Tobacco Cheese Big Night In

December4 Rice and Noodles Diet products World Beers Focus on New Year18 2012 Review RE Workshop Dinner For Tonight

Retail ExpressUnique newspaper format: a free fortnightly that provides easy-to-use, actionable advice to help retailers grow their sales.n Largest distribution of all the trade press,

reaching 50,004 news and convenience retailers*

n Speak to busy convenience retailers quickly and effectively through our bite-sized content

n Engage and inspire our readers with highly visual, high-quality executions across our flexible platform

(*ABC total average net circulation per issue (1 Jul 11 – 30 Jun 12))

Editorial Contacts

Editor Stefan Appleby [email protected] 7689 3376

Associate Editor Louise Banham [email protected] 7689 3353

News Editor Tan [email protected] 7689 3379

Sales Contacts




Account Executive Kate [email protected] 7689 3372


@retailexpress


Specifications

Files: Artwork to be supplied in high-resolution PDF. All images within the PDF must be 300dpi images formatted to PPA Pass4press Version 9.Text: Designers must make allowances for the newspaper printing process. The minimum size for coloured text or reversed out white is 8pt BOLD – preferably upper case. No small text should have a fine serif typeface.Proofs: The printer requires a proof to ensure faithful reproduction of original artwork – proofs will need to be configured for newsprint.Transmission: Files can be sent by e-mail to [email protected] or via FTP on request.Contacts: Your Newtrade Publishing contact is [email protected] or Eszter Endredi on 020 7689 3380.

Additional newspaper spec info

Printing process: Cold-set web off-set 45grm newsprint.Screen ruling mono: 85LPI Maximum Angle 450. Colour/Mono dig res: Scitex Res 8/200ppi.Line work res: 1016 LPI/40ppm Dot Shape: Round/Mini dot 4% Max dot 90%.Dot Gain all four cols: 40%dot= 32%G : 80% dot = 18%G.Ink densities: Cyan .85, Mag .85,Yellow .75, Black 1.10.Supplied Proofs: Digital Newsprint to News International

Rate card (£)

DisplayPage 3,235Double page spread 5,823Mini page (24cm x 4col) 2,160Maxi page (29cm x 5col) 2,465Fractional advertising 22

Special positionsFront cover banner 750Solus mini page on leader 2,376Solus mini page on launches & promotions 2,376

CoverwrapFull cover wrap 10,608Front cover and inside front cover 6,988

ClassifiedVariable size spaces 24ccmPage set by Retail Express 3,882

Advertisement featurePage PDF supplied 3,559Page set by Retail Express 3,882

Advertisement dimensions (mm)

Double page SpreadTrim: 339 x 536

Dummy front coverTrim: 265 x 260

Single pageTrim: 339 x 260

24cm x 4 colTrim: 240 x 172




102837 SC Seasons Retail Express Ad 536x150.indd 1-2 27/09/2011 14:49

6 Retail Expresswww.newtrade.co.uk October 11-24 2011Product News 7October 11-24 2011 Retail Express

www.newtrade.co.ukProduct News

SILK CUT PACKS A PUNCHLouise Banham

JTI is bringing sea-sonal cheer to re-tailers’ stores this

month and aiming to boost cigarette sales with the launch of three limited-edition pack de-signs for Silk Cut.

The one-off designs for the lower-tar premium cigarette brand feature pictures of acorns, leaves and ice cubes, and were rolled out nationally from the first week of the month.

Packs of Silk Cut Purple, Blue and Silver 20s, RRP £7.09, have been given the temporary

makeover and will be available for just four weeks while stocks last.

With Silk Cut claim-ing an 18.7 per cent share of the p r e m i u m cigarette sec-tor, the special packs are ex-pected to per-form well.

“Available for just four weeks, these limited-edi-tion packs are the latest example of

innovation and creativity from Silk Cut,” said Jeremy Blackburn, JTI’s head of commu-nications.

“By con-tinuing to provide re-tailers with premium p r o f i t margins , Silk Cut r e m a i n s one of the most i m p o r -

tant cigarette brands for retail-ers and should be stocked at all times.”

The introduction of the au-tumnal packs follows the success of limited-edition V-shape packs for Silk Cut in June. The packs, which featured a unique struc-tural design with an innovative opening and inner frame, were available nationwide on Silk Cut King Size 20s for four weeks.

Earlier this year JTI launched a 14s range across its Silk Cut, Benson & Hedges and May-fair brands, along with a range competition in which retailers could scoop cash prizes of up to £1,400.

IF YOU’RE looking to make more dough from your lunch offering, look no further than Warburtons, which has launched a £2.4million marketing campaign aimed at driv-ing sales.

Kicking off with sponsorship of new ITV1 weekday show There’s No Taste Like Home, fronted by celebrity chef Gino D’Acampo, the campaign will focus on the secret to making lunchtimes special, by educating consumers on the brand’s range. The sponsorship will be supported with press, radio and online advertising, digital and social media, and will run until the end of November.

BUSINESS LUNCH

n CASH & carry chain Booker is giving the energy drinks category a boost by launching three new variants to its Euro

Shopper range. Retailers can now pick up Euro Shopper Energy Drink in a

500ml can and Euro Shopper Sugar Free Energy Drink in a 250ml can, RRP 69p and 35p respectively, while a new flavour – Isotonic Sport Tropical – has also been added to the range with an RRP of 50p for a 500ml bottle.

Steve Fox, Booker’s retail sales director, said: “The energy drink market continues to grow and these new Euro Shopper products will help our customers increase their sales further.”

RETAILERS can help their cus-tomers become Olympic win-ners every day this month with a Coca-Cola on-pack promotion across all My Coke packs.

Consumers are being given the chance to win London 2012 Olympic Games VIP experienc-es every day until October 31, as well as weekly chances to win a trip to the opening or closing ceremony for four people with every purchase of Coca-Cola, Diet Coke and Coca-Cola Zero.

The campaign is supported with a multi-million pound marketing campaign, including radio and outdoor advertising.

“We are confident this promo-tion will boost sales,” said Craig Smith, VP marketing & strategic planning at Coca-Cola Enter-prises. “Retailers should utilise the opportunity by stocking special packs this October, and take advantage of our full range of dedicated PoS materials for maximum awareness in-store.”

Coca-Cola has also launched an on-pack promo-tion aimed at teenagers, on 330ml cans and 500ml bottles of Fanta, Sprite, Dr Pepper and Oasis.

Consumers can obtain free mobile minutes with each purchase until the end of the year.

Coca-Cola’s got gameWe really want to see those fingers

Louise Banham

MÜLLER is getting animat-ed about the yoghurt cat-egory with the launch of a

£20million campaign to promote its range.

A 90-second ‘Wünderful Stuff’ ad, featur-ing children’s favourites Yogi Bear, Wacky Races’ Muttley and characters from Mr Men transforming a grey and mundane city into a mass of colour, aired simultaneously across more than 50 channels for the first time on October 8, and will continue to run for the rest of the year.

The campaign also includes outdoor, cin-ema, press and digital advertising, as well as promotions through social media.

PoS kits to promote Müller will be available to the independent sector, which retailers can

obtain through most wholesalers or their sym-bol groups.

Müller is also working on an initiative to provide category management advice to the independent sector.

Its plan is to encourage consumers to place the chilled yoghurt and pot dessert category, which it says is worth £2.2billion,

higher up on their shopping list.“The aim of the Wünderful

Stuff campaign is to get consum-ers to sit up and take notice of the yoghurt category, and to get them to see yoghurts and the Müller brand in a new and different way,” said Lee Rolston, marketing director for Müller Dairy.

The campaign follows a relaunch of the core Mül-ler range this summer, which introduced blue packaging on Corner, Müllerlight and Mül-ler Rice to give the brand uniformity and improve stand-out in-store.

MÜLLER’S MUTTLEY CREW

BURTON’S Foods is adding a touch of glamour to the biscuit category with the launch of Cadbury Fabulous Fingers.

The new biscuit fingers, which combine a thick outer layer of Cadbury milk choco-late with an inner layer of white chocolate, is the first ever sub-brand for Cadbury

Fingers and is expected to drive incremental sales in the category.

The launch has an initial promotional price ranging from £1 to £1.35 for a limited period, before going up to an RRP of £1.99.

It will be backed by a £2mil-lion marketing cam-paign, including TV advertising in No-vember and PoS.

20 Retail Expresswww.newtrade.co.uk February 14-27 2012Focus on Crisps & Snacks Retail Express

www.newtrade.co.ukFebruary 14-27 2012 Focus on Crisps & Snacks

In the impulse sector alone, the crisps and snacks category is worth £469million. It’s a category that not only drives footfall, but can encour-age shoppers to trade up from one planned purchase to a whole basket – providing retailers have the right offering, says LOUISE BANHAM

AS SHOPPERS have become increasingly more concerned with their health, the market for healthier snacks has flourished.

Products such as Whitworth’s range of fruit snack packs for adults and children and Jack Link’s Beef Jerky and Chicken Bites are growing in popularity as they are low in fat and calories.

And big name brands are also addressing the consumer desire for a healthier lifestyle.

Walkers’ Sunbites brand, which contains 30 per cent less fat than regular crisps is now the fastest-growing ‘better for you’ brand from Walkers.

Nick Stuart, customer marketing manager at United Biscuits says the company continues to make a number of nutritional upgrades to some of its bestselling brand ranges.

“Some consumers don’t necessarily want to have to make a conscious decision about buying and eating healthier prod-ucts. They’re looking for nutritional improvements to their old favourites,” he explains, using a further 30 per cent reduction in saturated fat for McCoy’s as an example.

He says that while women have, historically, been the main purchasers of healthier alternatives, United Biscuits has noted strong sales growth among men and recommends retailers also cater for them.

“Healthy eating and healthier alternatives continue to offer significant profit opportunities for retailers. Independents that

don’t stock the right mix of healthy products will see their business suffer as customers will go elsewhere to get what they want,” he adds.

THE CEREAL snacks market is worth £68million after growing three per cent in value in the last year.

“Cereal snacks are bought by as many as 70 per cent of the UK so it’s really important retailers make the most of this opportunity and stock plenty,” says Lee Doherty, Kellogg’s head of specialist accounts.

He recommends retailers have a varied range, including top seller Rice Krispies Squares and products such as Kellogg’s Special K bars, which are growing in popularity as they deliver on both health and convenience. He also suggests retailers capitalise on the trend for value by picking up £1 multipacks for some of its

bestsellers from cash and carry’s. “Multipacks will continue to remain important to shoppers as we know price is the most impor-tant factor when it comes to choosing what goes in our shopping basket,” he adds.

SECONDARY displays are a must for crisps and snacks, particu-larly at till point, because with 43 per cent of shoppers picking up crisps and snacks without visiting the main fixture, additional areas are vital for driving sales. They should be placed in high traf-fic areas and close to other impulse products such as sandwiches, soft drinks and beers, wines and spirits, to drive linked purchases.

PepsiCo recently carried out merchandising in-store trials, positioning products at till point, which resulted in a 30 per cent uplift in crisps and snacks sales.

Huw Davies, PepsiCo field sales director says: “Simply creating secondary displays and merchandising based on eating occasions – such as at-home sharing – can pay dividends. It’s also important to use PoS. It not only signals to the shoppers what brands, fla-vours and promotions might be on offer, but also helps staff to re-stock the shelves effectively.”

For its latest Walkers ‘What’s That Flavour’ campaign, the com-pany has invested in the impulse channel with the introduction of smaller 32 case stackers and ready-to-sell clips strips in mixed cases of 24. They have been designed to offer value and allow retailers with limited space to stock mystery flavours alongside the core Walkers range.

AS THE second most impulsive category in the market, effectively merchandising products and executing it well is fundamental to driving crisps and snacks sales.

Nick Stuart, customer marketing manager at United Biscuits, says it’s now more important than ever that independent retailers practice even better retailing disciplines, as the benchmark is getting higher.

“Shoppers know when they enter a supermarket or a major convenience store chain that they’ll be able to get what they want at a reasonable price. Independent retailers, therefore, need to blend their USP of offering great service, with stocking the best-selling brands and passing on trade deals so that value for money can be passed onto their customers,” he says.

He adds that retailers can obtain advice on getting the most from their snacks fixtures, information on best sellers, merchandising tips and planograms from United Biscuits’ Perfect Store website.

Paul Lettice, Procter & Gamble head of trade communications, recommends that retailers ensure they have a varied range as choice is a bigger driver in this category than share of shelf. “Ad-ditionally, sub-categories should be grouped together in single-serve, multipack and large sharing sections to make it easier to

shop,” he says. “Retailers can use their ShelfHelp guide, which incor-porates hints and standards that are easy to implement, to merchandise and make the most of their crisps and snacks category.”

AS CONSUMERS continue to try and save money by opting to entertain at home, the sharing sector provides a significant incremental sales opportunity for retailers. And it’s in sharing that consumers are willing to trade up to premium products. Nick Hurst, director and founder of Burts Chips says consumers are seeking out “quality convenience”.

“Over the last 12 months the significant growth has been in two areas: discount stores and upmarket retailers, including quality independents, which have grown at twice the pace of other food retailers,” he says. “Retailers who embrace this trend as well as continuing to offer great value will succeed.”

The trend for staying in more and picking up sharing bags has also filtered through to the popcorn market. Butterkist, which holds a 60 per cent share of the £49million market, has benefitted from 10 per cent year-on-year growth. Sarah Brown, Tangerine Confectionery senior brand manager, says it has seen increased distribution for all of its Butterkist varieties across the market. “The sharing bags category is the key success story of the mo-

ment, so large formats capitalise on this,” she says. “Retailers need to ensure that they have products which cater to all consumer needs. So whether they’re looking for a sharing pack for a big night in or multipacks for on the go snacking, there is something to suit all needs.”

DURING tough economic times, consumers are demanding greater value from the products they buy and price-marked packs respond to this growing need.

United Biscuits says visible value is vital to shoppers and that 65 per cent of impulse purchases for crisps and snacks in convenience stores are because of promotion and packaging. Mr Stuart adds that a recent test the manufacturer carried out on price-marked packs generated a 13 per cent increase in retail sales value.

To help convenience retailers compete with multiples on offering value to their cus-tomers, United Biscuits has a range of range of price-marked products, offers mixed cases and has ongo-ing promotions in wholesale and cash & carries.

EFFECTIVEMERCHANDISING

CEREAL BARS

SHARINGPRICE

ADDITIONAL

Tillpoint displays can grow sales by 30 per cent

Consumers are willing to trade up to premium products in the sharing sector

Men are becoming more interested in healthier alternatives and independents need to cater for them

70 per cent buy cereal snacks

Promotions and packaging influences 65 per cent of crisps and snacks impulse purchases

n Doritosn Pringles n Kettle Chipsn Sensationsn Walkers n Walkers Extra Crunchy

n Tyrrellsn Private labeln Quaversn Monster Munch

Top 10 sharing crisps

n Kellogg’s Rice Krispies Squares Marsh-mallown Kellogg’s Rice Krispies Squares Caramel & Chocolaten Kellogg’s Nutri Grain Soft Bake Straw-berryn Kellogg’s Rice Krispies Squares Totally Chocolatey n Tracker Chocolate Chipn Kellogg’s Nutri Grain Soft Bake Applen Kellogg’s Special K Ceral Bars Originaln Tracker Roasted Nutn Cadbury Brunch Bar Raisinn Belvita Breakfast Biscuits Milk & Cereal

Top 10 cereal snacks

LAUNCHES & PROMOTIONS

l McCOY’S has launched an on-pack ‘Win tickets’ promotion to increase awareness of its sponsorship of the PDC Premier League Darts.

l WALKERS has launched three mystery flavours, supported by a multi-million pound campaign, giving away three £50,000 prizes

l Smokey Bacon is the most recent addition to the PRINGLES range

l KELLOGG’S NUTRI-GRAIN brand is getting a new look and is relaunching as three key

products – Soft & Fruity, Elevenses bakes and new Nutri-Grain Crunchy bars, available Oats

& Honey

l HULA HOOPS, NIKNAKS, MINI CHEDDARS, SKIPS, DISCOS and WHEAT CRUNCHIES are offering free music downloads with every purchase

l KP has added Jumbo Salted Nut Mix and Jumbo Fruit & Nut Mix to its range

l TWIGLETS Tangy Worcester Sauce is back on the shelves this year due to popular demand

l WARBURTONS has launched an 85g mid-sized format of its Baked Pitta Chips, available in both price marked and non-price marked packs

l SUNBITES has a new Cheddar and Caramelised

Onion flavour

l DORMEN SAVOURIES are available in Indian Korma and Mediterranean Tomato & Herb flavours, in sharing and single bags.

DISPLAYS

Crisps and snacks are the second most impulsive category in the market

Retailer viewpoint Sergi Singh, Jackpot Wines, Hull“Having a good variety of crisps and snacks is an essential part of my business. I have around 100 different types of crisps and in different formats because they appeal to different groups of people. For children, I have things like Space Raiders, and then I have Walkers for teenagers and adults and premium crisps.

“I also make sure I have things like Snack a Jacks to cater for people who are trying to eat more healthily. Breakfast bars also meet this need – the market is developing all the time with bars such as Go Ahead! and Nutri-Grain being really popular. I get help from cash & carries, trade magazines and reps. Walkers recently came in to put up a tower to promote its ‘What’s That Flavour?’ campaign.

“Independents need to start by focusing on key lines, then experiment with their crisps and snacks offering. Use planograms and make sure it’s well presented. I see some newsagents with boxes of crisps to the ceiling. It’s much better to have them displayed well.”

21

l Stock market leading flavours, such as Walkers’ core range, and build in special and limited edi-tion products

l Give the best-selling lines the space they merit so customers have more chances to buy the products they want

l Ensure the crisps and snacks display is highly visible and introduce secondary displays, par-ticularly near the till point

l Make sure shelf-edge labels are clear and up to date

l Provide shoppers with value for money and en-courage extra sales by stocking and signposting price-marked packs and products on promotion

l Empty shelves will encourage customers to shop elsewhere, so ensure you’re always stocked up with the right products in the right formats

l Communicate deals and promotions on a daily basis in a shop window or on an A-board outside to attract customers.

TOP TIPS

n Walkers Big Eat Cheese & Onionn McCoy’s Flame Grilled Steakn Walkers Big Eat Ready Saltedn Hula Hoops Beefn McCoy’s Salt and Malted Vinegarn Walkers Big Eat Salt & Vinegarn Mini Cheddars Originaln Quavers Big Eat Cheesen Walkers Big Eat Prawn Cocktailn McCoy’s Cheese & Onion

Top 10 handy packs

HEALTH

Crunchingthe numbers

nKINGSMILL is giving youngsters food for thought by launching the first phase of its campaign to support this summer’s ‘Big Lunch’, a national curriculum food-

focused lesson programme. As one of the initia-tive’s sponsors, the company will be involved

in activity to drive participation. The first phase will educate children aged

seven to 11 about food, while other lessons will focus on

food hygiene, how food differs around the

world and food packaging.

February 28-March 12 2012Product News February 28-March 12 2012 Product News

MARS PLANS TO WHIP UP ICE CREAM SALES

HARIBO AD PUTS IT TOP OF THE CLASS

7Retail Expresswww.newtrade.co.uk

Stock our new price-marked packs

and you’ll move lots too.

With new technology to lock in leaks, the UK’s No.1 selling nappy* is now even dryer. Size 6 already accounts for 16% of Pampers carry pack sales,**

and with a price-marked pack now available it’s about to become even more popular. It’s true, when it comes to bringing your

customers a better nappy we never rest.

Our new nappies keep baby dry, no matter how

much they move.

Sources *Last 52 w/e June 2011 IRI data. **IRI Value sales w/e 22 Oct 2011.

PRU0811_PampersSlashAd_AW2.indd 1 14/02/2012 12:11

6 Retail Expresswww.newtrade.co.uk

Louise Banham

MARS Ice Cream is investing in in-dependents this

year to help them scoop more sales.

The manufacturer will send out sales reps to 10,000 inde-pendent stores throughout the country and assist them in grow-ing the category by offering ad-vice and PoS. Retailers will also receive help through a dedicated customer careline, a trade web-site and PoS ordering line.

Mars’ pledge coincides with the launch of a Twix Ice Cream bar with an improved recipe, after an eight-year absence from the market.

For the impulse channel, Twix Ice Cream will be available as a single bar, RRP £1.35, and in

packs of four, with a price-mark of £1.50.

The introduction of price-marked packs follows feedback from the independent sector. The company has also launched redesigned packaging for Mars

and Snickers Ice Cream bars to improve standout in freezers.

Tony Lorman, general manager for Mars Baked and Ice Cream, said the compa-ny is committed to driving sales

of the ice cream bar category as a whole.

“There are six steps to execut-ing ice cream well in-store,” he said. “Ensure consumers know you sell ice cream, make the freezer easy to find, stock best-selling lines, keep ful-ly stocked all year round,

promote your range in other areas of your shop and keep your freezer clean.”

Mars Ice Cream plans to double its

marketing spend to £2million

this year and hopes to re-i n v i g o r a t e

the ice cream bar sector, which saw a four

per cent fall in profits between 2008 and 2011.

nRETAILERS can stimulate their chewing gum sales this year, thanks to an interactive promotion from Wrigley.

The ‘What’s next?’ promotion will run for the next five months, offering five consumers the chance to win a selection of

must-have prizes from the worlds of fashion, art, music,

game and film. It will target 14 to 25-year-olds with a passion for

cutting-edge technology.The promotion follows the recent launch of sweet-to-sour citrus pear

flavour 5 Evolution.

Louise Banham

C-STORE re-tailers can benefit from

some tasty sales, thanks to Walkers’ price-marking of its standard bags for the first time.

From March 5 the manufacturer will intro-duce a price flash of 49p

on single bags of its five core fla-

vours.

Salt & Vinegar, Ready Salted, Cheese & Onion, Prawn Cocktail

and Smoky Bacon will all fea-ture an on-pack price tag

communicating value to consumers,

while giving i n d e -

pendent retailers the opportunity to grow their sales of crisps.

The PMPs will come in indi-vidual cases of the five flavours, as well as a price-marked three-case stacker stocked with Ready Salt-ed, Salt & Vinegar and Cheese & Onion flavours.

The core Walkers range is worth £111million in the im-

pulse sector and Walkers believes this will help in-

dependent retailers to grow sales

further.

“Research shows that price-marked packs are critical in achieving positive price per-ceptions in-store,” said Kieran South, wholesale director for PepsiCo UK&I. “We have made a substantial investment in this activity and are encouraging retailers to maximise this in-cremental sales opportunity by stocking up on the new Walkers 49p PMPs.”

To maximise sales, Walkers suggests retailers stock them in a prime position within crisps and snacks, place a pre-merchandised stacker unit close to the till to drive incremental sales and site addi-

tional price-marked wobblers and shelf edge labels

on the fixture to grab the atten-

tion of cus-tomers.

WALKERS BAGS TO DIFFER

HARIBO is reaching for the stars with a new TV campaign to support its top-selling product Starmix. The ad began earlier this month on TV and in cinemas and is a continu-ation of the brand campaign showing kids and grown-ups

playing together. Haribo will support the ads through-out the year with integrated marketing, sampling,

and PR activity. “The very essence of the brand is fun and playful,” said Katy Clark,

marketing manager for Haribo. “We hope the advert will bring a smile

to the face of our consum-ers. We can see them

conducting their very own Haribo tests

at home.”

Pringles will add more fla-vour to the crisps and snacks category next month when it launches its ‘best-ever chip’.

Created using an innovative new technique, which enables the seasoning to be spread across the whole chip, it prom-ises to give consumers a more intense taste.

Pringles will highlight the improvement with a ‘Burst-ing with more flavour’ claim on-pack and will support the launch with an extensive marketing campaign, includ-ing TV, print advertising and PR. A range of PoS will also

be available to help retailers boost awareness.

“Our consumer research has revealed that taste is one of the most important factors in pur-chase decisions within snacks,” said Fiachra Moloney, market-ing manager UK and Ireland for Pringles.

“We’re confident the new product will not only be a suc-cess with existing consumers through increased media aware-ness, but we hope to drive pen-etration with new consumers.

“Retailers should ensure they are stocked up to make the most of the opportunity.”

Why Pringles is full of seasonal cheer

50,004* Largest distribution of all

the trade press, reaching 50,004 news and

convenience retailers*


Features 2012February2 Tobacco - RYO

Confectionery Ethnic Foods

March1 Energy Drinks

Hot Beverages Toiletries & Grooming

April5 Alcohol - Wines & Spirits

BBQ Frozen Food & Ice Cream

May3 Soft Drinks

Petcare Breads & Spreads

June7 Alcohol - lager, ale and

cider Biscuits, cakes and desserts Sugar confectionery

July5 Tobacco - Cigars

Back To School Laundry & Homecare

August2 Buying Groups

Freshers Week Juices, smoothies and water

September6 Confectionery

Hot Beverages Batteries

October4 Big Night In

Dairy & Chilled Seasonal alcohol

November1 Tobacco - Cigarettes

Soft Drinks Information Technology

DEADLINES Editorial: 20 days prior to cover

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4,193* depot managers, buyers, directors, and development managers

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cover story

protect and save

feature

13february 2012Betterwholesaling.com

protect and save

It’s hardly a secret that price-con-scious consumers are searching out bargains. But tesco’s spec-

tacular fall from grace with its dire Christmas trading results prove that one size, even a cheap one, doesn’t necessarily fit all.

The retailer’s much criticised ‘big Price Drop’ campaign, launched last autumn, appeared to fail at both ends of the shop-per spectrum – not attracting enough shoppers from the clutches of aldi and Lidl, while at the same time letting more affluent consumers pass through the doors of Sainsbury’s and Waitrose.

To its credit, Tesco has been quick to rec-ognise the problem and is already looking at a more tailored strategy in which stores in economically squeezed areas will see sharper price points and promotions to prevent the exodus to the deep discount-

ers, while outlets in better-off locations will see a sharper focus on quality and service.

The value equation, as Tesco has learned to its cost, is a complicated one that can be as much about quality, range, service and convenience as it is about price, depending on the customer base.

This means it has never been a better time for wholesalers and suppliers to help their customers get the balance right. after all good, independent businesses

have always tailored their offers to their customer bases.

Patrick Mitchell-fox of IGD explains: “Price competition is intensifying – booker’s Charles Wilson started it with his ‘prices down’ mantra and a lot of his actions since have been devoted to building value.”

He adds that since the economy has tak-en a turn for the worse, booker’s strategy has really chimed with customers, mean-ing other wholesalers have followed suit.”

but, he also points to the other side of the value equation that wholesalers are increasingly offering to customers – in-formation, efficiency and convenience. He says retailers want to feel they can spend their time efficiently and effectively and wholesalers can offer this by creating cap-sule ranges of products that allow retailers to make a ‘one-stop shop’ for store basics.

“a wholesaler does not have to be the cheapest line-by-line – the service area has certainly opened up as well. Increasingly, wholesalers are also offering insight, infor-mation and ready-made solutions around core ranges and recommendations.”

Delivered wholesaler Palmer and Harvey is one of those operators that has realised that value isn’t just about the prices of the products it sells. In December, it launched a price-match initiative across 600 of its biggest brands that it benchmarked against competitor cash & carries – some-thing it says covers nearly 60% of its non-tobacco convenience sales. However, at the same time it has also calculated how many hours – and pounds – a retailer spends restocking in a cash & carry. It claims retailers spend nearly five working weeks a year in cash & carries, which could be costing them nearly £5,000 if lost in-store management time, van running costs, ex-tra staff cover and lack of 14-day interest-free credit are taken into account.

5Weeks spent by

retailers in cash & carries each year

It has never been a better time for wholesalers and suppliers to help their customers get the

balance right. After all good, independent businesses have always tailored their

offers to their customer bases

Consumers are looking for bargains – but the right kinds of bargains. LISA MOORE looks at what you can do to help retailers help their customers

Soft drink sales are currently worth £639m in cash & carry and growing at 2.3%, but this growth is only half that of total sales growth in cash and carries (IGD, Grocery & Foodservice Wholesaling, 2011).

With soft drinks growing at 6.3% in the total market over the last year, it seems that there is a great opportunity for wholesalers to capitalise on the scale and opportunity of soft

drinks (Nielsen Scantrack Total Coverage, MAT to 28.01.12). If cash & carries increased their sales by the same growth as the total market, £24m of sales would have been added to the industry.

Making small changes to range and layout ensures the fixture is easier to shop and ultimately helps drive growth levels that match the total market.

1/ the symptoms

DEPOT DOCTOR

22 march 2012 Betterwholesaling.com

soft drinks,hard cashAre you looking after the health of your soft drink sales? Get a full checkup with Britvic soft drinks depot doctor AdriAn Howe

3/Not easy to shop

Time is precious for de-pot customers, and it is important that both the main fixture and wider depot floor are easy and logical for people to shop. The main reasons for lack of purchase in depot are either out of stocks or not being able to find the product in depot.

1/ The wrong products

Cash & carry shoppers often rely on the same range that they always buy, or focus on the top impulse lines only. How-ever, stocking a broad range that meets all consumer needs, incor-porating best sellers and new products, will help to grow sales.

2/ the DIAGNosIs

2/Not knowing your customers

It’s important not to take a ‘one size fits all’ approach and to appreciate different customer types. Although retailers deliver most soft drinks sales, caterers bring in 35% of soft drink sales and should be catered for with the right products in the right formats. One idea would be for depot managers and staff to speak to customers on their visit to the depot to find out what they want.

6.3%The total market

growth in 2011

p22-23 Britvic Depot Doc.indd 1 23/02/2012 19:30

1/ The right range It is key to stock best selling soft drink categories, such as cola. Be aware of trends, such as the

growing demand for energy drinks, like Mountain Dew Energy, which can help boost sales. Consider all your customers. Licensees might need glass formats, rather than the PET format a retailer requires.

2/ The right advice Cash & carries can be business advice centres. Research trends,

like the increase in popularity of cold hot drinks such as Lipton Ice Tea, so you can tell customers about them. Speak to customers regularly in depot and when they are at work or at home by email and direct mail.

3/A logical layout Ensure all products are

visible, by avoiding single facings, managing your lower performance SKUs and palletising brands that deserve space. Place related sub-categories, such as cola and carbon-ates, next to each other in-depot. Group categories that complement each other, such as soft drinks, snacks and confectionery.

1/A new rangeWork with your suppliers to analyse the current

range and how it could be evolved. Try to make sure fixture layout is simple, dedicating more space to the best selling brands.

2/A dedicated area Creating a dedicated soft drinks area in depot can

help make shopping easier. Signposts placed throughout the depot will also help customers find it. Break the fixture into different segments (cola, pure juice, energy drinks) and formats (bag in a box, on-the-go, take home) to make shopping simpler.

3/Category adviceOffer engaging business building advice at the main

soft drinks fixture to help customers maximise their soft drinks sales. Help customers understand the category, sug-gesting which brands and formats they could stock, as well as what deals they might offer in store. Keep it simple and focus on the opportunities soft drinks present.

3/ the cure

4/ for better health

In assocIatIon wIth

sdsdsadsadsadsadasdasdasdsadsadsa

23MARCH 2012Betterwholesaling.com

soft drinks,hard cash

Creating a dedicated soft drinks area in depot can help make shopping easier.Signposts placed throughout the depot will also help customers find it

p22-23 Britvic Depot Doc.indd 2 23/02/2012 19:32

Editorial Contacts

Editor Elit Rowland [email protected] 020 7689 3355

Sales Contacts

Account Director Mike [email protected] 7689 3367



Account Executive Kate [email protected] 7689 3372


Half page horizontalBleed: 216 x 143 | Trim: 210 x 140Type: 190 x 128

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Eighth page landscape (banner)Bleed: 190 x 40 | Trim: 190 x 40Type: 170 x 28

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Face-to-FaceBuild lasting relationships, find retailer advocates, grow support for your brands and gain insight from leading independents through our range of events.

In-Store Activation n Engage and share best practice through

our bespoke projects, by showing proactive retailers how to implement your advice in-store

n Advocate in-store success through coverage in print titles to more than 40,000 retailers

Networking Opportunitiesn Build relationships with independents and

get close to the channel through leading networking events, where you can discuss key issues, gain insight and work with leading influential retailers

n Coverage of our roundtables and workshops spreads market moving ideas

Local Shop Summit: Winning the battle for salesn The largest independent-focused

conference with an audience of more than 300 independent news and convenience retailers

n Share market moving ideas, grow awareness of your brand and category objectives and win the support of influential retailers through speaker opportunities

n Build relationships with retailers and other leading industry figures through networking opportunities

My energy drinks sales have

gone through the roof

Harry Goraya, Nisa Local, Northfleet on taking part in the 2011

Open More Business project for Coca-Cola

Enterprises


Face-to-Face

Face to Face Contacts

Head Of Engagement Kate [email protected] 7689 3368

Face To Face Operations Manager Caroline [email protected] 7689 3369

Sales Contacts


24 25 March 2011 Retail Newsagent24

Two retailers strugglingto get to grips with their

biscuit merchandising have managed to turn

their displays into real money-spinners

following expert advice from United Biscuits.

Here we look at thechanges they made

Perfect endingsbudget and big brands so customers could see the wide variety of budget biscuits. Six weeks on, and Steve’s streamlined biscuit offering has resulted in reduced waste and increased profits.

“We’ve definitely sold more of our pricier brands since the changes were made, and it didn’t affect the sales of our value brands either. We have permanent-ly delisted the two variants of economy biscuits that UB advised us to remove, and replaced them with some premium products which are new to us, that so far, are selling well.”

As budget biscuits were Steve’s best-sellers and main focus, there was a lot of scope to push sales of other biscuits such as chocolate biscuit bars. Jo moved these from the bottom to the top of the

UNITED BISCUITSPromotional feature

Six weeks ago, James Brundle was struggling to understand how to make the most of the premium biscuit range in his 1,800 sq ft store

in Walthamstow, and Steve Robinson wanted help to make the biscuits display in his 1,200 sq ft store in Streatham more profitable.

With advice from United Biscuits and its ‘Perfect Store’ range and display initiative, a series of changes were made on-shelf. Six weeks on, the two retailers are enjoying thriving sales.

Steve RobinsonSteve wanted to increase the overall sales of his biscuit range without compromising his best selling budget brands. UB category manager Jo Gregory clearly separated the

Steve Robinson has reduced waste and increasedhis profits by streamlining his biscuit range.

l Budget and big brands were separated

l Big brands were moved higher up the display fixture to boost sales

Steve says: “I use planograms all the time but it was useful for me to have UB come into the shop and see them actively implement their own one. After talking to Jo I understand the logic behind planograms better and it’s nice to see a big supplier putting the time in to work with us smaller retailers. It was great work-ing with them and I’d definitely do it again.”

Steve’s results

increase in revenue across entire biscuit range

38%99%

increase in revenue from the big brands

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25Retail Newsagent 25 March 2011 25

James BrundleAt the start of the project, James said he wanted to focus on his premium biscuits, a popular range he felt he could build on. Jo grouped these lines together in a one-metre bay at the beginning of the aisle and James has seen a huge uplift in sales.

“Grouping all our premium products together was the best thing we could have done. I have since extended our premium lines and added a few new products to that part of the fixture to keep momen-tum going.

“I could do this easily as UB had left me space to add more lines, so it means I haven’t sacrificed other types of biscuits.”

Jo also recognised that while James had a great range of biscuits, they needed to be merchandised more strategically, group-ing the bestsellers together and splitting up the core lines from the crackers and crispbreads, which benefitted from a 32% increase in sales as a result.

These changes have also resulted in an overall sales uplift, and James now has new merchandising knowledge he can apply in the future.

“Within a few days of UB coming in, I noticed improved sales. It’s easier for me to visualise where I should put any new products, as the fixture is split so clearly into categories. That means it’s easier for my customers too” l

James’ results

l Grouped premium products together at beginning of the aisle

l Crackers and crispbreads separated from sweet biscuit lines

James says: “No matter how well you think you know your shop, it’s always good to get a second opinion and I’d recommend all retailers to do so. Getting the clarity I needed on this particular area of the shop has been priceless. I’m going to keep the fixture the way it is now because it’s working so well for me, and I’ll use the UB website to keep up to date with the planograms so that my sales keep increasing.”

Promotional feature

fixture. Steve has since seen a surge in sales of chocolate biscuit products which had previously not been popular, selling an additional 138 units, which is a 575% increase.

“Our customers are finding the prod-ucts they want a lot more easily than before, which inevitably boosts sales. It also reflects well on us as a business if customers can see exactly what we have to offer now.”

Retailer James Brundle says the ‘second opinion’he got from United Biscuits has been ‘priceless’

22%

“It’s been brilliant to take the principles from the Perfect Store website and apply them in-store to prove that they really work. It was great that the shops needed a differ-ent set of changes, one concentrat-ing on range, the other focusing on merchandising, but both delivering brilliant results. Applying the advice from the site is very straightforward and we hope that other retailers realise the sales opportunity by merchandising their biscuits cor-rectly and stocking the right range of products.”

Visit www. ubperfectstore.com to find out how UB’s advice can help you achieve great results.

£00,000 United Biscuits’ Jo Gregory says:

increase in revenue across entire biscuit range

24%increase in revenue from

premium products

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Independent Achievers Academywww.iaacademy.co.uk

Develop, inspire and recognise independent retailers through the Academy, our leading business development and recognition programme. The nine month programme shows retailers what is required to achieve the highest possible standards across 12 key categories of retailing, providing invaluable advice on how to implement best practice in store. Sponsor advice is shared through the Academy’s editorial programme, providing greater reach and added value over competitor Awards, and successful retailers are recognised for their achievements at the Gala Dinner in November.n Share best practice and insight with independent

retailers across the UK

n Build relationships with leading retailers and win their support

n Invest in a credible platform, from which you can communicate your brand messages

n Demonstrate your involvement to over 40,000 news and convenience retailers with comprehensive coverage in Retail Newsagent, Retail Express and betterRetailing.com

IAA Contacts

Head Of Engagement Kate [email protected] 7689 3368

Face To Face Operations Manager Caroline [email protected] 7689 3369

Sales Contact


@iaacademy


Independent Achievers Academy

The IAA helped me improve my

business by showing me what other retailers

are doing. I incorporated these

positive practices into my business too

Roli Ranger, Londis Ascot

26 8 July 2011 Retail Newsagent26

ACADEMY IN ACTION

R etailers have a responsibil-ity to take an environmen-tally-friendly approach to business and play their

part in encouraging customers to live healthier lifestyles.

Whether you have a refit that incorporates environmentally-friendly equipment, change the way stock is sourced or delivered, stock a good range of healthier products or reduce the number of carrier bags you use, there are a mul-titude of large and small.

Norfolk retailers Mark and Carol Stubbs understand this and have worked hard to implement a health-conscious and environ-mentally-friendly ethos in their one-year-old store.

Kate Woolf, PepsiCo’s media rela-tions manager visited their shop in Dereham to find out more.

Offer healthy and locally-sourced produce and consolidate local deliveries to reduce carbon emissionsMARK EXPLAINS THAT while the shop only has a small number of locally-sourced products, this is a range he and Carol plan to extend, and they have been in contact with local suppliers.

“You already source local produce so you could highlight where it comes from on the fixture by label-ling on the shelf edge strip”

“You could also use leaflet drops via your home news delivery to update local customers on the im-provements you’re making.”

Carol explains that they have also been working to consolidate deliver-

Making your shop more environmentally friendly doesn’t have to be a costly exercise and, long-term, it can make a

difference to your profits. PepsiCo and Chris Rolfe visited a shop in Norfolk to find out how its owners are making their

shop sustainable and promoting healthy eating.

Environment & Health

In association with

PART

10

Mark &CarolStubbsDereham News,Dereham, Norfolk “We took over this store a year ago and made sure we did our best to recycle existing shopfittings and buy environmentally-friendly chillers and lighting while we were fitting it out, even if this was more expensive. We’re keen to do what we can to help the environment, whether that’s through recycling, stocking local products or reducing the mileage caused by deliveries.”

KateWoolfMedia relationsmanager, PepsiCo

“For entries in to this year’s awards I’m looking for stores who make sustainability a core part of how they operate. Having moved in to a bigger store I’m keen to see what decisions Mark and Carol have made along their journey to make their store and staff health-ier, greener and com-mercially more suc-cessful.”

Pre-visit Tips of the Day

Ensure youstock locally- sourced products, promote these lines and tell customers

where they come from

Save yourself money by re-using items you already have in your shop

Invest in low-energy lighting and chillers. It might seem expensive but it will pay for itself long term.

CAROL EXPLAINS THAT the store was previously a Threshers and that she and Mark were keen to recycle as many of the existing shop fittings as possible when refitting.

They used shelves from the Threshers layout to build shelving

and a desk in the back office. Mark adds that the couple

also introduced energy-effi-cient lighting and chillers.

“The chiller is very efficient and has saved us money. Our electric-

ity bill is markedly lower because we need less air conditioning. We also have low-noise emissions to help our neighbours.”

Kate asks what else the couple are doing now the shop is open.

“Cardboard is separated and recycled and the rubbish is sorted so we send less to landfill,” says Carol.

Encouragecustomers andstaff to live ahealthierlifestyle bystockinghealthier alternatives

ies, trying to buy supplies from one source. “Having more items deliv-ered by wholesalers saves us driving to the cash and carry three times a week,” she says.

Invest in environmentally-friendly solutions. Use energy- saving light bulbs and recycle your cardboard

12 3

27Retail Newsagent 8 July 2011 27

The Independent Achievers Academy is a learning, development and recognition programme for independent retailers. If you think your shop excels at being environmentally friendly, let us know.Phone us on 020 7689 3369 or email [email protected]

Mark &CarolStubbsDereham News,Dereham, Norfolk

“We will definitely look into extending our range of local products. Kate’s suggestion that we promote this via our deliveries and point the range out in store is a good one and some-thing we will look to do.We don’t like to waste anything and are keen to do what we can to help the environ-ment, so we will look for more ways to do this in future.”

KateWoolfMedia relationsmanager, PepsiCo

“I admire Mark and Carol’s initiative to save on landfill by recycling the timber and metal matrials left by the pre-vious owner. They made a conscious investment in to the installation of a larger, greener chiller unit which has not just made a difference to their carbon footprint but they’ve save money on electricity and they are making more money from that space which is proving long term reward.”

Post-visit

KATE ASKS HOW Carol and Mark use their range of products to help give customers the option of a healthier lifestyle.

“Kids buy a lot of sweets and drinks but we make a point of offer-ing a good range with healthier, low sugar or sugar-free options,” says Carol. “We choose stock that has no artificial colours and flavours in sweets as much as possible. We’re lucky that Haribo is popular, but that it also has no added sugar and colours.”

Get involvedin local andnationalinitiativessuch asChange4Life and encourage staff and customers to do likewiseMARK AND CAROL EXPLAIN that community involvement is very important to the store and that they have supported the local area by sponsoring a girls’ football team.

Carol adds that staff look out for

on-pack promotions on food and drink related to health initiatives and promote them to customers.

“There are sports promotions on Lucozade and Abbey Wells offering things like free swims, for example, so we actively point these out. It’s something we need to be involved in and are looking into more,” she says.

Consider introducing a reward scheme for customers who re-use their shopping bags

WHILE MARK AND Carol haven’t considered a reward scheme to decrease bag use, they have been working to cut the number of bags given to customers.

“We only give out bags when people ask for them and ask people whether they need bags for their cards. Our usage is much lower,” says Carol.

“Mark adds that Threshers left a

lot of carrier bags behind and, while these can’t be used in the shop, he has made use of them elsewhere.

“Why throw them away? We use them for deliveries to local schools, elderly people and hospitals,” he says. ●

To watch a video of this store visit go to http://www.betterretailing.com/brtv/

3 4 5

PepsiCo’s Kate Woolf talks to Mark and Carol Stubbs about their use ofrecycledequipment

The Guide to

Better Sales & Profits 2012

www.iaacademy.co.uk

46 GREAT IDEAS FOR YOUR SHOP

INSIDE

YOUR CHANCE TO ATTEND A MARY PORTAS RETAILING MASTERCLASS

WIN!

2012 IAA AWARDS ARE NOW OPEN ENTER FREE TO GET EXTRA BENEFITS


betterRetailing.comThe creative online hub for independent retailers to find advice, ideas and inspiration for their business, through engaging blogs, retailer tools and regular video content. n Rapidly growing audience, with 1,000s of

unique hits per month

n Grow brand awareness and share category advice through a range of advertising options, supporting your campaigns and utilizing the creativity of the web

n Extend your reach online with the only independent-focused website

Web Contacts

Associate Editor Steve [email protected] 596 608

Web Executive Ryan [email protected] 7689 3385

Sales Contacts


Rate card (£)

All rates are for 1 week on site.

Leaderboard: 728 x 90pxLocation = underneath main navigation menu £249

Header banner: 468 x 60pxLocation = top of page on the right*this ad is usually for a house ad but is available as part of a bundle pack or full page take over.

MPU: 300 x 250pxLocation = on sidebar £219

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Bundle offers2 of the 3 ad slots £449

Full page takeover £1195

Optional extras – please ask for details• Custom background image• Featured advertorial posts • Inclusion in Video Reel• Custom video projects


Betterretailing.com

betterRetailing is a fantastic site for

independent retailers, providing invaluable

business advice that’s really targeted to our shops

Jai Singh, Singh’s Premier,

Sheffield


ClassifiedRetail Express and Retail Newsagent will drive your sales with their established classifieds sections. Whether you are looking for a continuous market presence or a chance to boost optimum selling periods, our classifieds deliver results.

Sales Contacts

Account Director Mike [email protected] 020 7689 3367

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Rate card (£)

Retail Express Single Insert 3+ Inserts 6+ Inserts 12+ Inserts 26+ InsertsFull page (339mm x 260mm) £2,000 £1,800 £1,700 £1,600 £1,400A4 Full page equivalent (267mm x 172mm) £1,800 £1,620 £1,530 £1,440 £1,2601/2 page (150mm x 260mm) £1,153 £1,038 £980 £922 £807A4 1/2 page equivalent (128mm x 172mm) £988 £889 £840 £790 £6921/4 page (150mm x 128mm) £855 £770 £727 £684 £599A4 1/4 page equivalent (128mm x 84mm) £624 £562 £530 £499 £4371/8 page (70mm x 128mm) £504 £454 £428 £403 £353A4 1/8 page equivalent (60mm x 84mm) £288 £259 £245 £230 £202

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The FedThe monthly magazine for the National Federation of Retail Newsagents, which members turn to as a trusted source of information. n Reach 18,000 independent news and

convenience retailers and put your messages in front of a highly responsive and organised audience

Editorial Contact

Associate Editor Louise [email protected] 020 7689 3353

Sales Contacts

Account Director Mike [email protected] 020 7689 3367

Account Executive Kate Ellis [email protected] 020 7689 3372

Print Media Executive Sophie Spurr [email protected] 020 7689 3359

We publish a range of titles for our customers, including the National Federation of Retail Newsagent’s annual Members Business Guide and Sweet Times, the main publication for Sweet Charity. With a track record of delivering high-quality professional publications, you can be confident that we will produce top-end publications for your business.

Customer Publishing

april 2012 / issue 107/ £1.95 where soldthe voice of the independent retailer

since 1919 / www.nfrnonline.com

Model Shop transforms an East Sussex store p12

Seize the opportunities from the display ban p14

How checking invoices could save you money p20

criME figHt dEalto HElp MEMbErS

The NFRN has taken a huge step forward in its bid to cut retail crime by joining forces with innovative crime reporting website Facewatch.

Under the scheme, all 16,500 members will be provided with a bespoke crime recording module to enable them to record all shoplift-

ing and other low level crimes as they occur, providing accurate and real time statistics on crime across the UK.

National President Kieran McDonnell said: “This initiative will be a big step forward in helping members fight the menace of crime in their shops while, at the same time, equipping us with the statistical information

that will enable us to achieve the level of police and government attention this problem deserves.”

Chief executive Paul Baxter added: “In these difficult times we have seen a rise in shoplifting, violence and criminal damage among members. Facewatch is not only a cost effective way to record and understand the scale of the problem to help us present the facts to the police and the Government in order to compel change - it is the only scheme in existence which allows us to do so.”

for a full rEport SEE p10

NfrN is to join forces with hi-tech website facewatch to help all members to tackle shop crime

thefed a groundbreakingdeal with the independent p17

coMMErcial

Fed cover.indd 1 15/03/2012 17:02

NF

RN

Mem

bers’ B

usin

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Gu

ide 2

011-1

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BusinessGuideMembers’NFRN

Plus the NFRN diRectoRy all the coNtacts you Need

NF

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ess G

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011-1

2

2011-12

l A look back at a successful year for our award winners

l Build your business with our Model Shop programme

l How NFRN Shoplink will help you get paid to display

front_cover.indd 2 21/07/2011 18:53

Sales Contacts

Print Media Executive Sophie Spurr [email protected] 020 7689 3359


Sales ContactsAccount director Mike Baillie [email protected] 020 7689 3367

Account manager Jeremy Fordrey [email protected] 7689 3366

Account executive Will [email protected] 7689 3370

Account executive Kate [email protected] 7689 3372

Editorial Contacts Retail Newsagent Chris Gamm [email protected] 020 7689 3378

Retail Express Stefan Appleby [email protected] 020 7689 3376

Retail Express Louise Banham [email protected] 020 7689 3353

Better Wholesaling Elit Rowland [email protected] 020 7689 3355

betterRetailing.com Steve Denham [email protected] 596 608

Customer Contacts Managing Director Nick Shanagher [email protected] 020 7689 0600

Head of Engagement Kate Daw [email protected] 020 7689 3368

Finance Manager Nicola Holmes [email protected] 020 7689 3356

Face-to-Face Operations Manager Caroline Cronin [email protected] 020 7689 3369

Energising Independent Retailers

newtrade media pack 2012

Documents

depth confectionery

depth food

dairy22 confectionery

bakery18 confectionery

trade messages

goapril6 tobacco

school27 tobacco

bread9 snacks