Retailer Matters 05 by Sonder

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ISSUE 05 JAN-MAR 2010

Retail Matters Because at Landmark Wholesale EVERY Retailer Matters

2010 - YOUR YEAR AHEAD IN THIS ISSUE: • NEW YEAR NEW STORE

• HOT BEVERAGES • EVENTS

• HEALTHIER STORE FOR HEALTHIER SALES • FOCUS ON CEREAL

NEW YEAR SPECIAL

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ISSUE 05 JAN-MAR 2010

Welcome New Year Special Welcome to our first issue of Retail Matters for 2010. This New Year Special edition aims to offer advice and guidance to all Independent Retailers on how to kick-start 2010 and make the most of the year ahead. Raj Krishan Senior Retail Controller Landmark Wholesale

We look at the New Year’s Resolutions that you should be making to ensure you are in a sound position to make the most of all opportunities that will come your way this year. Plus we have a guide to what New Year’s Resolutions your Customers will be making and how you can deliver what they are looking.

Contents

Our regular category focus features Cereal and Hot Beverages in this issue – key categories to get right in-Store to complete your overall offering, plus advice on stocking a Poundzone range in-Store, and a guide to upcoming events. We also feature our list of core range items that you should be stocking in-Store and their RRSPs. This is vitally important to cross-check now that VAT has gone back up to 17.5% as of 1st January 2010. Use Retail Matters to keep up-to-date with the latest advice, guidance and information so that 2010 can be a prosperous and Happy New Year for you all. For more information on Landmark Wholesale and its Hot House/Lifestyle Express Retail Development Programme visit www.landmarkwholesale.co.uk or call us today on 01908 255300.

Page

Your New Year’s Resolutions for 2010

Core Range and RRSP guide

Focus on Cereal

Healthy Options In Store

Guide to Poundzone

Focus on Hot Beverages

Upcoming Events

Dates for the Diary

All issues of Retail Matters can be viewed or downloaded at: www.landmarkwholesale.co.uk.

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ISSUE 05 JAN-MAR 2010

Retail Matters New Year’s Resolutions for You & Your Store

10 Ways to improve your store this year New Year’s Resolution No.2 – Keep your Store looking its best Post-Christmas is the time to give your Store a top-to-toe clean, from the fixtures and kick plates, to removing excess POS and any promotional material still hanging around from Christmas, as the appearance of your Store will influence whether or not a Customer returns. Ask yourself, would you be happy to shop in your Store?

Start your New Year in the right possible way with our top tips to make the most of the year ahead. If you resolve to do one thing this year to better your Store, then make it to use our checklist to identify areas that you can improve on across your Store for the benefit of you, your Staff, your Customers and importantly your sales.

New Year’s Resolution No.1 – Maintain a core range of products in stock Without a focussed core range, you may be missing out on huge sales opportunities as Shoppers will look to shop elsewhere if they can’t find their desired product in your Store. Customers expect to find certain products inStore – these are known as the core range. This range of best sellers and must stocks generate the biggest percentage of sales and therefore if these are missing or out of stock then Customers will soon start going elsewhere for their shopping, leaving you to miss out. Check out our core range guide on page 9.

New Year’s Resolution No.3 – Get your prices right As well as using our guide as a checklist of the core range of products that you should be selling, you should also be cross-checking each item’s Recommended Retail Selling Price (RRSPs) – this is more important than ever as now VAT has been reinstated to 17.5% as of January 1st 2010, from the temporary 15% of the past year. Pricing your products too high, or even too low, will effect your sales, so maintaining an RRSP across all your range stands you in good stead for the year ahead. CONTINUED PG 6

T: 01908 255 300 E: landmark@lmkcc.co.uk

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Retail Matters New Year’s Resolution No.4 – Introduce a Range of Own Brand Products Traditionally money is always tight at this time of year for Consumers, and this year they will be watching their pennies even more so. Shoppers need to be enticed into your Store with the promise that you can deliver value and this is where an Own Brand can help.

New Year’s Resolution No.6 – Chill, Chill, Chill Chilled alcohol has always been a must for Independent Retailers. Apart from the fact that it is a point of difference versus the Multiples, it is also responding to the drink-now market that the Independent Retail Sector service, be it a planned or impulse purchase. 95% of all beer Consumers will drink their purchase on the same day and over a third of chilled beer is bought as part of an unplanned or emergency shop. Purchasing chilled alcohol is all about convenience, which is why it fits neatly with the Independent Sector, so seriously consider investing in additional chiller space for your alcohol if you don’t already do so.

New Year’s Resolution No.7 –

Your local Landmark Wholesaler has a wide range of quality Own Brands to meet your Customers’ needs. Look to the Lifestyle and Lifestyle Value brands for grocery and non-food items, whilst there is fantastic quality and excellent value to be found in the off licence category including the Prince Consort range of spirits, Vintners Collection Range of Wines the newly launched Vodgrad half strength spirit drink, plus a range of Own Brand beers, lagers and ciders.

New Year’s Resolution No.5 – Improve your Customer Service (& Staff Morale) The Consumer is looking to shop locally where possible, but without the correct Staff training your standards of service could be turning your Customers away. Many Retailers shy away from Staff training, believing that it will encourage their Staff to move elsewhere. However, research shows that it can improve Staff retention and encourage loyalty amongst employees as they feel a valued member of the team with a clear career path. Visit RetailPlus at www.retailplus-uk.com or speak to your local Wholesaler about training available.

Be a Responsible Retailer Refresh your Staff’s knowledge on responsible retailing. Implement a ‘Challenge 25’ policy in Store and train your Staff on how and when to ask for ID, how to deal with abuse as a result of refusing a sale and the consequences that underage sales can have. You can’t just be good at this, you need to be great. It cannot be stressed how important it is to safeguard the future of your Store by being vigilant when it comes to responsible retailing. It is your responsibility to ensure your Staff adhere to these guidelines, as it is all too easy to let a few slip through the net and end up losing your licence.

New Year’s Resolution No.8 – Get

www.landmarkwholesale.co.uk

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ISSUE 05 JAN-MAR 2010

more involved with your Community Independent Retailers play a vital role within their local communities, however many are not making the most of these valuable local links. By getting involved and supporting local causes and events, you can increase your Customer loyalty and improve footfall. Try supporting the local school by donating products for raffles and events, collect funds in-Store for a local charity or good cause, or offer a home delivery service.

New Year’s Resolution No.9 – Introduce New Ranges Look at what ranges you can add to complement your current offering. This could be a food-to-go range, a coffee station or a range of fresh fruit and vegetables. Think about your current Customers and why they use your Store. If you have office workers coming in on their way to work for a newspaper and a chocolate bar, think about adding a coffee station and a hot baked selection as a breakfast solution. Or meal deals across sandwiches, drinks and snacks for lunchtime. Fresh produce can appeal to those Customers who pop in looking for dinner solutions.

New Year’s Resolution No.10 – Add value with in-Store services

If you don’t already do so, consider adding services that add value to your Store. It is proven that extra services such as offering an ATM machine, credit/debit facilities, Paypoint, Payzone or E-Top Up can drive footfall and that Shoppers who come in to use these services will also buy something from your Store at the same time.

f Your New Quick Recap o ns for 2010 o Year’s Resotluti 3

To do lis ore tidy 1. Keep your St re range co a 2. Maintain prices 3. Check your n Brand 4. Introduce Ow ill 5. Chill, chill, ch ith omer Service w st Cu 6. Improve Staff Training sible Retailer 7. Be a Respon Community 8. Support your w ranges 9. Introduce ne es in-Store servic ith 10. Add value w

T: 01908 255 300 E: landmark@lmkcc.co.uk

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Core Range and Recommended Retail Selling Prices Item

Size

RRSP

Chilled Lifestyle Double Cream Lifestyle Single Cream Stork Clover Lurpak Butter Slightly Salted Lurpak Spreadable Slightly Salted St Ivel Utterly Butterly Mullerlight Strawberry Yoghurt Muller Corner - Vanilla & Choc Balls Muller Corner - Strawberry Muller Corner - Peach & Apricot Muller Rice - Strawberry Danone Actimel Strawberry 100g Yop Strawberry Yoplait Petits Filous Fromage Frais Strawberry/Raspberry 60g Cadbury Flake Dessert Lifestyle Mature Cheese Lifestyle Mild Cheese Kraft Philadelphia Full Fat Soft Cheese Cathedral City Mature Yet Mellow Cheddar Babybel Mini Original Wall’s Classic Bacon Rashers Unsmoked 8 Pack Richmond Thick Sausages 8 Pack Mattessons Fridge Raiders Roast Chicken Bites Rustlers The BBQ Rib Flame Grilled Rustlers The Quarter Pounder Flame Grilled

200ml 200ml 250g 500g 250g 250g 500g 190g 150g 175g 175g 200g 4pk 330ml 6pk 100g 200g 200g 125g 200g 6pk 260g 454g 65g 170g 190g

0.65 0.95 0.60 2.69 1.47 1.49 1.99 0.59 0.59 0.59 0.59 0.59 1.85 1.15 1.62 0.70 1.85 1.59 1.15 2.69 2.45 2.79 2.39 1.19 1.89 1.89

28g 37g 23g 37g 65g Single Single 40g

0.45 0.45 0.45 0.40 0.84 0.89 0.99 0.53

50g 50g 50g 34.5g 34.5g 34.5g 34.5g 34.5g 34.5g 34.5g 34.5g 34.5g 40g 40g 40g 40g 40g 25g 25g 18g 21g 16.4g 34g 34g 50g 90g 80g

0.55 0.55 0.55 0.40 0.40 0.40 0.40 0.40 0.40 0.40 0.40 0.40 0.57 0.40 0.40 0.57 0.57 0.40 0.40 0.40 0.40 0.40 0.37 0.37 0.55 0.79 0.79

Sweet Snacks Kellogg’s Rice Krispies Squares Kellogg’s Nutri-Grain Strawberry Kellogg’s Special K Cereal Bar Tracker Bar Chocolate Chip McVitie’s Snickers Flapjack McVitie’s Brownie With M&M’s McVitie’s Galaxy Muffin McVitie’s Mini Chocolate Chip Cookies

Crisp & Snacks McCoy’s Flame Grilled Steak BEST SELLER McCoy’s Salt & Vinegar BEST SELLER McCoy’s Cheddar & Onion Walkers Ready Salted Walkers Cheese & Onion BEST SELLER Walkers Salt & Vinegar BEST SELLER Walkers Smoky Bacon Walkers Prawn Cocktail BEST SELLER Walkers Roast Chicken Walkers Pickled Onion Scotland only Walkers Tomato Ketchup Scotland only Walkers Worcester Sauce Walkers Sensations Thai Sweet Chilli Doritos Tangy Cheese BEST SELLER Doritos Chilli Heatwave BEST SELLER Monster Munch Flamin Hot BEST SELLER Monster Munch Pickled Onion Walkers Squares Cheese & Onion Walkers Squares Salt & Vinegar Walkers Snaps Tomato Wotsits Cheesy Quavers Cheese BEST SELLER Hula Hoops Original Hula Hoops BBQ Beef McVitie’s Mini Cheddars KP Salted Nuts KP Dry Roasted Nuts

ISSUE 05 JAN-MAR 2010

Item

Size

RRSP

Nobby’s Sweet Chilli Nuts

40g

0.65

250ml 250ml 500ml 500ml 500ml 500ml 500ml 500ml 500ml 500ml 500ml 500ml 500ml 500ml 380ml 380ml 500ml 500ml 500ml 288ml 500ml 300ml 300ml 300ml 500ml 500ml 500ml 500ml 500ml 1Ltr

1.25 1.25 1.09 1.09 1.09 1.09 0.89 0.89 1.09 1.09 1.09 1.09 0.89 0.89 0.72 0.77 1.05 0.99 0.99 0.58 1.09 0.65 0.65 0.75 1.09 1.09 0.79 0.79 0.45 0.77

400g 400g 220g 420g 270g 120g T16 T24 273g 480g 300g 175g 175g 175g 200g 215g 215g 207g 215g 215g 215g 135g 185g 140g 135g 170g 215g 205g 140g 140g 140g 45g Std

6.58 4.16 2.79 4.57 3.16 1.65 3.69 5.99 4.88 4.20 3.18 1.12 1.12 1.86 1.37 1.46 1.46 1.46 1.46 1.46 1.46 1.75 1.65 1.65 1.65 1.65 1.37 1.35 1.37 1.37 1.37 0.52 0.52

Soft Drinks Chilled Red Bull BEST SELLER Red Bull Sugar Free Diet Coke BEST SELLER Coca Cola BEST SELLER Cherry Coke Coke Zero Pepsi BEST SELLER Pepsi Max Fanta Orange Fanta Fruit Twist Dr. Pepper BEST SELLER Sprite Irn Bru Irn Bru Diet Scotland only Lucozade Original BEST SELLER Lucozade Orange BEST SELLER Lucozade Sport Orange BEST SELLER Ribena Ribena Light Ribena Blackcurrant Oasis Summer Fruits Fruit Shoot H20 Blackcurrant Fruit Shoot Blackcurrant & Apple BEST SELLER Capri Sun Orange Just Juice Orange Just Juice Apple Volvic Touch Of Fruit Lemon Volvic Touch Of Fruit Strawberry Volvic BEST SELLER Volvic

Confectionery Milk Tray Heroes Roses Celebrations Celebrations Maltesers Box Ferrero Rocher Ferrero Rocher Black Magic Quality Street After Eight Haribo Super Mix Haribo Starmix Cadbury Giant Buttons Murray Mints Fruit Allsorts Liquorice Allsorts Cadbury Chocolate Eclairs Maynards Wine Gums Bassetts Jelly Babies Maynards Sports Mixture Aero Bubbles Mint - Pouch M&Ms Peanut - Pouch Revels - Pouch Maltesers - Pouch Minstrels - Pouch Starburst Rowntrees Fruit Pastilles Cadbury Dairy Milk Whole Nut Cadbury Dairy Milk Fruit & Nut Cadbury Dairy Milk Bournville Cadbury Dairy Milk Whole Nut

On the following pages is a full listing of the core range products that you should have in-store and their Recommended Retail Selling Prices (RRSPs). This is a list of all the Best Selling products by category. Within the impulse categories and licensed categories we have highlighted the top selling SKU’s for your convenience.

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Core Range and Recommended Retail Selling Prices Item

RRSP

Size

Cadbury Dairy Milk Fruit & Nut Cadbury Dairy Milk Caramel Cadbury Dairy Milk BEST SELLER Cadbury Buttons Freddo Flake Wispa BEST SELLER Fry’s Turkish Delight Picnic Starbar Twirl BEST SELLER Double Decker Boost Glucose Crunchie BEST SELLER Maynards Wine Gums Topic Bounty Milk Snickers BEST SELLER Snickers Mars BEST SELLER Mars Twix BEST SELLER Twix Mars Delight Galaxy Caramel Galaxy Milk Galaxy Ripple Maltesers BEST SELLER Maltesers Minstrels Revels M&M’s Peanut Starburst Skittles Original Mars Planets Milky Way Magic Stars Milky Way Yorkie Milk Lion Bar Kit Kat Chunky Kit Kat Chunky Peanut Kit Kat 4 Finger BEST SELLER Kit Kat Dark 4 Finger Kit Kat Senses Aero Mint Medium BEST SELLER Toffee Crisp After Eight Munchies Aero Bubbles Munchies Original Rolo Milky Bar Buttons Milky Bar Rowntrees Fruit Pastilles Jelly Tots Smarties Kinder Bueno BEST SELLER Kinder Bueno White Kinder Happy Hippo Kinder Surprise Egg Tic Tac (White) Polo Trebor Softmints Trebor Softmints Spearmint Trebor Extra Strong Halls Mentholyptus Halls Soothers Blackcurrant Lockets Honey & Lemon Extra Gum Peppermint/Spearmint/Cool Breeze 10 Pellets

Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Duo Std Duo Std King Size Std Std Std Std Std King Size Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Std Stick Stick Stick Stick

0.52 0.52 0.52 0.48 0.15 0.51 0.51 0.59 0.51 0.53 0.54 0.48 0.50 0.50 0.44 0.49 0.44 0.41 0.58 0.41 0.56 0.41 0.56 0.49 0.49 0.49 0.49 0.46 0.63 0.46 0.46 0.46 0.39 0.40 0.46 0.43 0.20 0.49 0.42 0.42 0.42 0.42 0.42 0.46 0.49 0.42 0.61 0.49 0.61 0.46 0.39 0.17 0.39 0.39 0.39 0.52 0.52 0.29 0.62 0.45 0.37 0.44 0.44 0.44 0.63 0.63 0.54 0.35

Item

RRSP

Size

Extra Handy Box 25’s Peppermint/Spearmint Airwaves Menthol & Eucalyptus/Black Mint/Cherry Menthol Orbit Complete Peppermint/Spearmint Wrigleys Spearmint/ Juicy Fruit / Double Mint

Handy Stick Envelope Stick

0.85 0.40 0.65 0.35

Stick Stick Single Roll Single Mini Bag Single Single Bar

0.29 0.29 0.10 0.10 0.15 0.10 0.29 0.35 0.10

70cl 275ml 70cl 275ml 70cl 70cl 275ml

2.99 1.49 2.99 1.49 3.29 3.29 1.39

Kids Confectionery Barratt Black Jack Barratt Fruit Salad Haribo Maoam Minis Barratt Frosties Kola Chuppa Chups Haribo Starmix Barratt Dip Dab Barratt Sherbet Fountain Swizzels Refreshers Chew

Alcoholic RTD’s Bacardi Breezer Orange Bacardi Breezer Orange Smirnoff Ice Smirnoff Ice WKD Iron Brew WKD Blue WKD Blue

Spirits Three Barrels Martell VS BEST SELLER Martell VS Glenlivet 12 Year Old Glenmorangie Malt BEST SELLER Laphroaig Islay Single Malt Jameson Jack Daniels BEST SELLER Jack Daniels Southern Comfort BEST SELLER Prince Consort Whisky Prince Consort Whisky Famous Grouse BEST SELLER Famous Grouse Famous Grouse Bells BEST SELLER Bells Bells Whyte & Mackay Whisky Scotland only Glens Vodka Prince Consort Vodka Prince Consort Vodka Smirnoff BEST SELLER Smirnoff Smirnoff Prince Consort Gin Gordon’s Gin BEST SELLER Gordon’s Gin Captain Morgan Rum Captain Morgan Spiced Rum Scotland only OVD Demerara Rum Scotland only Bacardi BEST SELLER Bacardi Malibu Bailey’s BEST SELLER Tia Maria Archers Peach Schnapps Drambuie Scotland only

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

13.75 19.49 11.75 20.99 22.29 26.46 15.99 19.99 10.99 17.99 10.49 6.39 14.49 7.99 4.99 14.29 8.09 4.99 13.49 9.49 9.25 5.65 12.79 7.29 4.89 9.25 12.99 7.89 12.79 14.99 15.99 14.29 8.29 12.49 13.49 13.99 11.29 22.99

Beer & Lager

All RRSP’s listed are correct at the time of going to press, December 2009. We must stress that this is a recommended guide to pricing, and you must use this guide in conjunction with your knowledge of your store and your Customer base.

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Core Range and Recommended Retail Selling Prices Item

RRSP

Size

San Miguel Peroni Beck’s Bier BEST SELLER Kronenbourg 1664 Grolsch Grolsch Stella Artois BEST SELLER Stella Artois Stella Artois BEST SELLER Carling Carling BEST SELLER Carling Fosters BEST SELLER Fosters Budweiser Budweiser BEST SELLER Carlsberg BEST SELLER Carlsberg Export BEST SELLER Carlsberg Export Carlsberg Special Brew Tennents Scotland only Tennents Scotland only Tennents Special Ale Scotland only Tennents Super McEwans Export Scotland only Miller Genuine Draft Scotland only Boddingtons Draught John Smith’s Extra Smooth BEST SELLER Guinness Draught BEST SELLER Newcastle Brown Ale Belhaven Best Ale Scotland only Holsten Pils

330ml 330ml 275ml 500ml 275ml 500ml 330ml 568ml 500ml 568ml 500ml 300ml 500ml 568ml 500ml 300ml 500ml 275ml 500ml 500ml 500ml 568ml 500ml 440ml 500ml 330ml 440ml 440ml 440ml 550ml 440ml 500ml

1.05 1.29 0.95 1.08 1.24 1.39 0.99 1.40 1.18 1.53 1.32 1.13 0.98 1.10 1.38 1.03 1.01 0.84 1.19 1.67 0.95 1.15 0.93 1.59 1.09 1.09 0.93 0.98 1.38 1.57 1.12 1.26

568ml 568ml 1Ltr 500ml 500ml 2Ltr 500ml 2Ltr 500ml 2Ltr 500ml 2Ltr 500ml 2Ltr 500ml 2Ltr 500ml 2Ltr

1.99 1.50 2.59 0.91 0.87 3.29 0.88 3.35 0.97 3.19 0.81 3.09 0.69 2.09 1.17 3.25 0.75 2.25

Asti Martini Montana Sauvignon Blanc BEST SELLER Campo Viejo Crianza Lindemans Bin 50 Shiraz Lindemans Bin 65 Chardonnay Blossom Hill Red BEST SELLER Blossom Hill White BEST SELLER Blossom Hill White Zinfandel BEST SELLER Blossom Hill Merlot Blossom Hill Pinot Grigio

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

6.99 8.29 7.49 6.49 6.49 4.99 4.99 5.49 5.49 5.49

Jacob’s Creek Sparkling White BEST SELLER Jacob’s Creek Grenache Shiraz Jacob’s Creek Shiraz Cabernet BEST SELLER

75cl 75cl 75cl

8.49 6.29 6.29

Cider Magners BEST SELLER Bulmers Original BEST SELLER Merrydown Vintage Dry Strongbow Super Strongbow BEST SELLER Strongbow BEST SELLER Scrumpy Jack Blackthorn Olde English BEST SELLER Olde English Woodpecker Woodpecker Eridgevale Eridgevale Diamond White BEST SELLER Diamond White White Storm White Storm

Wines

Item

ISSUE 05 JAN-MAR 2010 RRSP

Size

Jacob’s Creek Chardonnay Jacob’s Creek Semillon Chardonnay BEST SELLER Jacob’s Creek Shiraz Rose Echo Falls Merlot BEST SELLER Echo Falls Chardonnay BEST SELLER Echo Falls Rose BEST SELLER Gallo Chardonnay Gallo Cabernet Sauvignon Gallo White Grenache BEST SELLER Stowells Merlot Stowells Tempranillo Stowells Chenin Blanc BEST SELLER Isla Negra Cabernet Merlot Isla Negra Sauvignon Semillon JP Chenet Cabernet Syrah JP Chenet Colombard Chardonnay Kumala Cabernet Sauvignon Shiraz Kumala Chardonnay Semillon Kumala Rose Rivercrest Red Rivercrest White Piat D’Or Red Piat D’Or White Hardys Nottage Hill Cabernet Shiraz Hardys Nottage Hill Chardonnay Hardys Stamp Shiraz Cabernet BEST SELLER Hardys Stamp Semillon Chardonnay BEST SELLER Hardys VR Shiraz Hardys VR Chardonnay BEST SELLER Black Tower Rivaner Vintners Collection Cabernet Chile Vintners Collection Shiraz Vintners Collection Sauvignon Blanc Vintners Collection USA Merlot Vintners Collection Aus Chardonnay Vintners Collection USA Smooth Red Vintners Collection USA Fruity White Vintners Collection USA Chardonnay Vintners Collection Italy Smooth Red Vintners Collection Italy Fruity White Vintners Collection Pinot Grigio Vintners Collection Soft Red Vintners Collection Dry White Vintners Collection Liebfraumilch Vintners Collection Liebfraumilch Vintners Collection USA White Zinfandel Vintners Collection USA Delicious Rose

75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 75cl 1.5Ltr 75cl 75cl

6.49 6.29 6.49 5.49 5.49 4.49 5.99 5.99 5.99 4.99 4.99 4.99 4.99 4.99 4.49 4.49 5.49 5.49 5.49 4.29 4.29 4.75 4.75 7.49 7.49 6.49 6.49 5.75 5.75 4.99 4.35 4.59 4.35 4.35 4.59 3.99 3.99 4.35 3.99 3.99 4.85 4.05 4.05 4.59 8.55 4.35 3.99

75cl 75cl 75cl 70cl 70cl 70cl 70cl 70cl 70cl 1.5Ltr 75cl 75cl 4pk

8.94 8.15 6.99 3.99 3.99 4.15 4.15 4.99 6.99 2.99 1.49 1.99 3.49

2Ltr 2Ltr

1.95 1.95

Fortified Wine Cockburn’s Fine Ruby Port Harveys Bristol Cream Croft Original QC Cream QC Medium Eridge Royal Cream Eridge Royal Medium Stones Ginger Wine Martini Extra Dry Lambrini Lambrini Babycham Popping Cork Babycham THP

Soft Drinks Ambient

Diet Coke BEST SELLER Coca Cola BEST SELLER

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ISSUE 05 JAN-MAR 2010

Core Range and Recommended Retail Selling Prices Item

RRSP

Size

Pepsi BEST SELLER Pepsi Max BEST SELLER Diet Pepsi Dr. Pepper BEST SELLER Fanta Orange BEST SELLER Sprite Schweppes Lemonade BEST SELLER Irn Bru Irn Bru Diet Scotland only Lucozade Original BEST SELLER Ribena Original Robinsons Orange NAS BEST SELLER Robinsons Apple & Blackcurrant NAS BEST SELLER Robinsons Fruit & Barley Summer Fruits Ocean Spray Cranberry Juice Schweppes Tonic Water Red Bull Just Juice Orange Just Juice Apple Evian Volvic Water BEST SELLER Volvic Touch Of Fruit Strawberry

2Ltr 2Ltr 2Ltr 2Ltr 2Ltr 2Ltr 2Ltr 2Ltr 2Ltr 1Ltr 600ml 1Ltr 1Ltr 1Ltr 1Ltr 1Ltr 4 x 250ml 1Ltr 1Ltr 1.5Ltr 1.5Ltr 1.5Ltr

1.69 1.69 1.69 1.85 1.85 1.85 1.55 1.39 1.39 1.79 1.99 1.19 1.19 1.25 1.49 1.45 3.99 0.99 0.99 0.76 0.81 1.07

330ml 330ml 300ml 330ml 330ml

0.35 0.35 0.39 0.26 0.26

375g 16’s 375g 320g 10’s 24’s 500g 375g 500g 375g 500g 375g 450g 375g 8’s

1.99 2.35 2.49 1.89 2.26 2.29 2.09 1.99 2.09 2.59 2.39 2.35 2.49 2.49 2.29

Cadbury Milk Chocolate Fingers Fox’s Viennese Milk Chocolate Sandwich McVitie’s All Butter Shortbread McVitie’s Jaffa Cakes McVitie’s Milk Chocolate Digestives McVitie’s Plain Chocolate Digestives McVitie’s Caramel Milk Chocolate Digestives McVitie’s Milk Chocolate Hob Nobs McVitie’s Digestives McVitie’s Rich Tea McVitie’s Hob Nob McVitie’s Ginger Nut Burtons Jammie Dodgers

150g 150g 200g 12pk 300g 300g 300g 300g 300g 300g 300g 300g 150g

1.45 1.29 1.09 1.25 2.00 2.00 2.00 2.00 1.00 1.12 1.06 1.34 0.99

Oreo Roll Pack Maryland Traditional Chocolate Chip Cookies Maryland Chocolate Chip & Hazelnut Cookies Lifestyle Chocolate Digestives Lifestyle Digestives

165g 150g 150g 300g 300g

0.99 0.99 0.99 0.99 0.65

Kids Soft Drinks Panda Orange NAS Panda Blackcurrant NAS Fruit J’s Apple & Blackcurrant Cool Characters Cherry Kiss Cool Characters Lemon Buzz

Cereals Alpen Shredded Wheat Nestle Multi Grain Cheerios Sugar Puffs Quaker Oatso Simple Original Weetabix Kellogg’s All Bran Flakes Kellogg’s Fruit N Fibre Kellogg’s Cornflakes Kellogg’s Special K Kellogg’s Frosties Kellogg’s Crunchy Nut Cornflakes Kellogg’s Rice Krispies Kellogg’s Coco Pops Kellogg’s Variety

Biscuits

Item

RRSP

Size

Lifestyle Custard Creams Lifestyle Bourbon Creams McVities Penguin Nestle Kit Kat Nestle Blue Riband Jacobs Cheddars Jacobs Cream Crackers

300g 300g 9pk 6pk 6pk 150g 300g

0.65 0.65 1.61 0.99 0.99 1.20 0.99

Sauces, Stuffing, Oil, Condiments and Snack Meals Crisp And Dry Oil OXO Cubes Bisto Gravy Granules Paxo Stuffing Saxa Salt Heinz Tomato Ketchup HP Sauce The Original HP Original BBQ Sauce Heinz Salad Cream Heinz Salad Cream Light Hellmans Mayonnaise Sarsons Malt Vinegar Flip Top Amoy Dark Soy Sauce Lea & Perrins Worcestershire Sauce Tabasco Sauce Colmans English Mustard Colmans Apple Sauce Colmans Mint Sauce Oceanspray Cranberry Sauce Sharwoods Green Label Mango Chutney Branston Original Pickle Branston Small Chunk Pickle Branston Hot Chilli & Jalapeno Relish Haywards Traditional Onions Haywards Silverskin Onions Baxters Sliced Beetroot Uncle Bens Express Long Grain Rice Uncle Bens Express Basmati Rice Tilda Easy Cook Basmati Rice Buitoni Spaghetti Buitoni Pasta Shapes Sharwoods Medium Egg Noodles Uncle Bens Medium Chilli Sauce Homepride Curry Sauce Sharwoods Korma Sauce Sharwoods Rogan Josh Sauce Dolmio Express Tomato & Basil Dolmio Original Bolognese Sauce Dolmio Extra Mushroom Bolognese Sauce Dolmio Extra Onion/Garlic Sauce Loyd Grossman Tomato & Chilli Sauce Sacla Italia Classic Pesto Sharwoods Hoi Sin & Spring Onion Sauce Sharwoods Thai Green Curry Uncle Bens Sweet & Sour Sauce Homepride Pasta Bake Cheese & Bacon Homepride White Wine & Cream Sauce Knorr Chicken Tonight Honey & Mustard Sauce Knorr Chicken Tonight French Country Chicken Sauce Batchelors Pasta ‘n’ Sauce Chicken & Mushroom Batchelors Savoury Rice Golden Batchelors Super Noodles Chicken Batchelors Super Noodles BBQ Pot Noodle Chicken & Mushroom Pot Noodle Beef & Tomato Pot Noodle Curry

1Ltr 12’s 170g 85g 750g 460g 255g 425g 460g 460g 400g 250ml 150ml 150ml 57ml 100g 250ml 250ml 190g 360g 360g 360g 380g 454g 454g 340g 250g 250g 500g 500g 500g 125g 500g 500g 420g 420g 380g 500g 500g 500g 350g 190g 425g 425g 500g 500g 500g 525g 525g 122g 120g 100g 100g Standard Standard Standard

1.99 1.39 1.25 0.69 0.99 2.19 1.05 1.59 2.05 2.05 2.29 0.85 0.85 1.29 2.15 0.90 1.05 1.05 1.09 1.99 1.39 1.39 1.65 1.99 1.69 1.09 1.65 1.65 2.49 0.99 1.19 0.65 1.85 1.49 1.55 1.55 1.75 1.85 2.09 2.09 1.79 1.75 1.69 1.69 1.85 1.59 1.49 1.87 1.87 1.15 0.85 0.65 0.65 1.01 1.01 1.01

5 Sachet

1.45

Soup Batchelors Cup A Soup Minestrone

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Core Range and Recommended Retail Selling Prices Item

RRSP

Size

Batchelors Cup A Soup Tomato Batchelors Cup a Soup Chicken Heinz Tomato Soup Heinz Vegetable Soup Heinz Chicken Soup Heinz Oxtail Soup Baxters Chicken Broth Soup Baxters Minestrone Soup Scotland only Baxters Scotch Broth Soup Scotland only Baxters Cock-A-Leekie Soup Scotland only

5 Sachet 5 Sachet 400g 400g 400g 400g 415g 415g 415g 415g

1.45 1.45 0.89 0.89 0.89 0.89 0.99 0.99 0.99 0.99

410g 410g 410g 410g 475g 475g 560g 400g 425g 340g 200g 200g 75g 75g 75g 213g 200g 200g 185g 185g 185g 120g 120g 125g 155g 410g 410g 415g 415g 200g 420g 420g 400g 400g 400g 410g 400g 88g 176g 198g 340g 300g 300g 300g 300g 300g 300g 300g 300g 300g 290g 290g 415g 400g 420g

2.25 1.69 1.69 1.19 2.55 2.55 1.49 0.79 0.85 2.55 1.19 1.79 0.82 0.82 0.82 3.29 1.75 1.75 1.69 1.69 0.89 0.85 0.85 1.15 0.45 1.39 1.39 1.19 0.69 0.55 0.65 0.45 0.79 0.69 1.25 1.25 1.25 0.82 1.35 0.82 1.02 0.49 0.47 0.39 0.53 0.35 0.35 0.49 0.45 0.42 0.85 0.89 0.66 0.45 0.45

Canned Veg, Meat & Fish Princes Tender Stewed Steak Stagg Classic Chilli Con Carne Stagg Grande Chicken Chilli With Beans Fray Bentos Meatballs In Gravy Fray Bentos Steak & Kidney Pie Fray Bentos Chicken & Mushroom Pie Princes Jumbo Hot Dogs 6’s Princes Hot Dogs 8’s Goblin Hamburgers 4’s Princes Corned Beef Princes Ham Spam Chopped Pork & Ham Princes Chicken Paste Princes Beef Paste Princes Tuna & Mayo Paste John West Wild Red Salmon John West Tuna Steak In Oil John West Tuna Steak In Brine John West Tuna Chunks In Brine John West Tuna Chunks In Oil Lifestyle Tuna Chunks Princes Sardines In A Rich Tomato Sauce Princes Sardines In Extra Virgin Olive Oil Princes Mackerel In Olive Oil Glenryck Pacific Pilchards In Tomato Sauce Crosse & Blackwell Hunger Breaks The Full Monty Crosse & Blackwell Hunger Breaks All Day Breakfast Heinz Baked Beans With Pork Sausages Heinz Baked Beans Heinz Baked Beans Branston Baked Beans Lifestyle Baked Beans Heinz Spaghetti Heinz Spaghetti Hoops Heinz Spaghetti Bolognese Heinz Ravioli Heinz Macaroni Cheese Smash Original Smash Original Green Giant Corn Niblets Green Giant Sweetcorn Lifestyle Whole Carrots Lifestyle Sliced Carrots Lifestyle Mushy Peas Lifestyle Garden Peas Lifestyle Marrowfat Peas Lifestyle Processed Peas Batchelors Mushy Peas Bigga Marrowfat Peas Crosse & Blackwell New Potatoes Crosse & Blackwell Sliced Mushrooms Crosse & Blackwell Whole Button Mushrooms Batchelors Red Kidney Beans Lifestyle Plum Tomatoes Lifestyle Chopped Tomatoes

Hot Beverages

Item

Silverspoon Granulated Sugar Cadbury Drinking Chocolate Nescafe Original Nescafe Gold Blend Nescafe Original Decaffeinated PG Pyramid Teabags Tetley Teabags Scottish Blend Teabags Scotland only

ISSUE 05 JAN-MAR 2010 RRSP

Size

1kg 250g 100g 100g 100g 80’s 80’s 80’s

0.93 1.65 2.99 3.95 2.79 1.98 1.79 1.98

59g 420g 220g 415g 1.5kg 1.5kg 100g 100g 340g 340g 340g 454g 340g 227g 400g 250g 425g 425g 410g 150g 135g 125g

0.79 0.86 0.57 0.99 1.59 1.59 0.59 0.75 1.49 1.49 1.49 1.79 2.49 1.75 1.80 2.49 1.09 0.95 0.79 0.55 0.59 0.45

100g 100g 12pk 12pk 12pk 400g 400g 100g 100g 12pk 12pk 12pk 390g 390g 6pk 85g 100g 375g 375g 1.2kg 400g 150g 400g 385g 400g 1200g 6pk 650g 1.5kg 1.5kg 1kg 140g 7’s 2’s 12’s

0.31 0.31 3.49 3.49 4.29 0.59 0.59 0.35 0.35 3.75 3.75 3.75 0.68 0.68 3.89 0.46 0.57 1.25 1.25 0.95 0.57 0.75 0.55 0.61 0.61 1.70 3.49 1.53 3.65 3.65 2.79 1.53 1.99 1.73 1.35

Homebake/Fruit/Desserts Angel Delight Strawberry Del Monte Peach Slices In Syrup Del Monte Sliced Pineapple In Own Juice Del Monte Fruit Cocktail In Juice McDougall’s Fine Plain Flour McDougall’s Fine Self Raising Flour Lifestyle Bicarbonate of Soda Lifestyle Baking Powder Hartley’s Best Strawberry Jam Hartley’s Best Raspberry Seedless Jam Hartley’s Best Apricot Jam Robertson’s Golden Shred Marmalade Gales Pure Clear Honey Sunpat Peanut Butter Crunchy Nutella Marmite Yeast Extract Ambrosia Devon Custard Ambrosia Creamed Rice Carnation Evaporated Milk Ambrosia Devon Custard Pot Hartley’s Strawberry Jelly Block Rowntrees/Hartley’s RTE Strawberry Jelly

Pet Food Felix Pouch Chicken Felix Pouch Tuna Felix Pouch CIJ Mixed Felix Pouch CIJ Fish Felix Pouch As Good As It Looks Favourites Felix Chicken In Jelly Felix Tuna In Jelly Whiskas Pouch Chicken Whiskas Pouch Tuna Whiskas Pouch Favourites Whiskas Pouch Fisherman’s Choice Whiskas Pouch In Gravy Whiskas Salmon In Jelly Whiskas Supermeat Rabbit Whiskas In Jelly Mixed 400g Gourmet Pearl Pouch Chicken Sheba Turkey & Chicken GoCat Chicken/Duck/Rabbit GoCat Tuna/Herring/Vegetable Chunky Beef Butchers Tripe & Chicken Cesar Turkey & Lamb Winalot Chicken Pedigree Chicken Pedigree Loaf Original Pedigree Loaf Original Pedigree Cuts In Gravy Mixed 400g Bonio Original Bakers Complete Beef & Vegetable Bakers Complete Chicken & Vegetable Bakers Complete Gravy Bites Beef Bakers Allsorts Pedigree Dentastix Medium Pedigree Jumbone Small/Medium Pedigree Schmackos Beef

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Core Range and Recommended Retail Selling Prices Item

RRSP

Size

Baby Products Farley’s Rusks Reduced Sugar Heinz Baby Food VAS Heinz Baby Food VAS SMA 1st Infant Milk SMA 2nd Infant Milk SMA Progress Milk Johnson’s Baby Lotion Johnson’s Baby Shampoo Johnson’s Baby Powder Sudocrem Pampers Baby Wipes Sensitive Refill Huggies Size 3 Midi Small/Medium Huggies Size 4 Maxi Medium Huggies Size 5 Junior Large Pampers Baby Dry Size 4 Maxi Pampers Baby Dry Size 5

9’s 128g 163g 250ml 250ml 250ml 200ml 200ml 200g 125g 63’s 18’s 16’s 14’s 20’s 16’s

1.29 0.52 0.58 0.56 0.56 0.53 1.49 1.19 1.19 2.49 2.74 2.99 2.99 2.99 3.79 3.79

Single Single Box Box Box 2 Roll 2 Roll 4 Roll 2 Roll 4 Roll 2 Roll 2 Roll 2 Roll 4 Roll 2 Roll

0.39 0.39 1.15 2.09 1.99 1.19 1.19 2.15 1.15 2.25 1.15 1.15 0.99 1.79 0.99

300ml Twin Single 750ml 750ml 750ml 500ml 500ml 40’s 500ml 500ml 500ml 500ml 750ml 500ml 300ml 500ml 500ml 500ml 15’s 15’s 800g 800g 16’s 18’s 680g 800g 16’s 730ml 730ml 730ml 750ml 750ml 750ml

1.36 1.09 1.09 1.64 0.79 1.29 0.69 2.21 1.29 1.09 1.59 1.59 1.59 3.30 1.59 1.29 0.79 1.49 1.49 2.99 2.99 2.57 3.49 2.49 3.04 2.99 3.29 2.99 2.89 3.99 3.99 1.99 1.99 1.69

Paper Products Velvet Handy Andies Kleenex Handy Balsam Tissues Lifestyle Regular Tissues Kleenex Regular Balsam Kleenex For Men Lifestyle Kitchen Towel White Fiesta Kitchen Towel White Andrex White Toilet Tissue Andrex White Toilet Tissue Andrex Quilted Toilet Tissue White Andrex Warm Natural Toilet Tissue Andrex Pink Toilet Tissue Lifestyle White Toilet Tissue Lifestyle White Toilet Tissue Lifestyle Pink Toilet Tissue

Household/Laundry Airwick Air Freshener Lavender Jeyes Bloo Blue Block Harpic 3 In 1 ITB Block - Lavender Harpic Duraguard Limescale Remover Liquid Original Lifestyle Bleach Domestos Original Bleach Lifestyle Disinfectant Dettol 4 In 1 Multi Action Spray - Green Apple Flash Lemon Wipes Flash Multipurpose Liquid - Lemon Flash Spray With Bleach Cif Cream Lemon Mr Muscle Lemon Kitchen Cleaner Cillit Bang Grime & Lime Mr Muscle Window Spray Mr Sheen Furniture Polish Original Lifestyle Washing Up Liquid Fairy Liquid Original Fairy Liquid Lemon Finish Dishwasher Tablets 5 In 1 Lemon Fairy Active Bursts - Lemon Surf Washing Powder - Tropical Ariel Bio Ariel Tabs Persil Tabs Non-Bio Daz Auto Regular Bold 2 in 1 Lavender & Camomile Bold Tablets Ocean Clear Surf Small & Mighty Liquid - Tropical Persil Small & Mighty Liquid - Bio Persil Small & Mighty Liquid - Non Bio Comfort Concentrated Fabric Conditioner - Pure Comfort Concentrated Fabric Conditioner - Blue Lenor Concentrate Summer Breeze

Item

RRSP

Size

Lenor Concentrate Spring Awakening Lifestyle Fabric Conditioner Lavender & Camomile Vanish Oxi Action Multi

750ml 750ml 500g

1.69 0.99 4.20

200ml 200ml 200ml 200ml 250ml 150ml 150ml 150ml 200ml 5’s 250ml 100g 250ml Single 50ml

2.49 1.99 1.99 3.35 1.99 2.29 2.29 2.79 1.99 1.79 1.51 1.54 1.99 1.00 1.29

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

1.15 1.15 1.99 1.99 1.99 2.85 2.85 2.49

12pk 16pk 12pk 16pk 5pk 5pk 16’s 125ml 100ml 24pk 10pk 6pk 100ml 24pk 12’s 10’s

2.01 2.25 1.69 2.68 3.49 1.89 3.49 3.69 3.49 1.98 2.58 4.19 2.30 2.40 4.35 1.26

80’s 40’s 326g 325g 490g 568ml 300g 1.5kg 1.5kg 15g 25g 16’s Box 10m 5m 40’s 10’s 20’s 1Ltr 1Ltr

0.99 0.65 0.69 0.79 0.79 0.89 0.65 0.99 0.99 0.69 0.69 0.36 1.29 0.49 0.65 0.89 0.85 0.99 0.89 0.89

Toiletries Head & Shoulders Shampoo Classic Clean Pantene Shampoo Classic Care Pantene Conditioner Classic Care VO5 Mega Hold Gel Silvikrin Hairspray Firm Sure APA Cotton Fresh Sure APA Active For Men Lynx Bodyspray Africa Gillette Shaving Gel Sensitive Gillette Blue II Fixed Disposable Carex Handwash Original Dove Soap Cream Twin Pack Radox Showergel Fresh Colgate Toothbrush Twister Colgate Toothpaste Total

Feminine Hygiene Kotex Super Kotex Maxi Nighttime Always Ultra Normal Always Ultra Normal With Wings Always Ultra Long With Wings Tampax Regular Tampons Tampax Super Tampons Lil-lets Super Plus Tampons

Medicine Nurofen Tablets Anadin Extra Anadin Paracetamol Sudafed Dual Relief Lemsip Max Cold & Flu Lemsip Cold & Flu Beechams Flu Plus Caplets Benylin Chesty Adult Cough Medicine Calpol 2 Months+ Rennie Peppermint Tablets Alka Seltzer Imodium Instants TCP Antiseptic Pro Plus Benadryl Allergy Relief Elastoplast Fabric Assorted

Lifestyle Own Brand Lifestyle Round Teabags Lifestyle Round Teabags Lifestyle Sweetcorn Kernels Lifestyle Brown Sauce Lifestyle Squeezy Tomato Sauce Lifestyle Distilled Vinegar Lifestyle Rich Tea Lifestyle Plain Flour Lifestyle Self Raising Flour Lifestyle Mixed Herbs Lifestyle Whole Black Pepper Lifestyle Paracetamol Tubs Lifestyle Strongest for Men Tissues Lifestyle All Purpose Cling Film 350mm Lifestyle Foil 300mm Lifestyle Pedal Bin Liners Lifestyle Refuse Sacks Lifestyle Swing Bin Liners Lifestyle UHT Semi Skimmed Milk Lifestyle UHT Skimmed Milk

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ISSUE 05 JAN-MAR 2010

Core Range and Recommended Retail Selling Prices Item Lifestyle UHT Whole Milk Lifestyle Sunflower Oil Lifestyle Vegetable Oil Lifestyle Cola Lifestyle NAS Cherryade Lifestyle NAS Lemonade Lifestyle Premium Cloudy Lemonade Lifestyle Pure Orange Juice LV Junior Nappies LV Maxi Nappies

RRSP

Size 1Ltr 1Ltr 1Ltr 2Ltr 2Ltr 2Ltr 2Ltr 1Ltr 10’s 10’s

0.89 1.69 1.59 0.59 0.59 0.59 0.59 0.75 1.39 1.25

Tobacco (Cigarettes, Cigars, Hand Rolled) Benson & Hedges Gold Benson & Hedges Gold Benson & Hedges Silver Embassy No.1 KS Lambert & Butler KS Lambert & Butler KS Lambert & Butler KS Gold (Lights) Marlboro Gold (Lights) Marlboro Gold (Lights) Mayfair KS

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

5.95 3.05 5.40 6.13 5.56 2.85 5.56 6.15 3.15 5.02

Mayfair KS Mayfair Smooth KS Mayfair Smooth SKS Mayfair SKS No.3 KS No.3 KS No.3 SKS No.3 SKS Regal KS Regal KS

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

2.57 5.02 5.09 2.61 4.45 2.26 4.47 2.28 6.13 3.14

Item

RRSP

Size

Richmond KS Richmond SKS Richmond SKS Richmond SKS Menthol Royals Red KS Silkcut Purple Sovereign KS Sovereign KS Café Crème Café Crème Blue Classic Hamlet Hamlet Miniatures Amber Leaf Cutters Choice Drum Drum Gold Golden Virginia Gold Leaf Old Holborn Samson *Some recommended lines may vary by region.

20’s 20’s 10’s 20’s 20’s 20’s 20’s 10’s 10’s 10’s 5’s 5’s 10’s 12.5g 12.5g 12.5g 12.5g 12.5g 11.5g 12.5g 12.5g

5.14 5.24 2.69 5.24 4.92 5.95 5.18 2.66 3.75 3.75 4.04 3.95 3.68 2.84 2.80 2.94 2.94 3.17 2.71 3.10 2.93

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ISSUE 05 JAN-MAR 2010

Retail Matters On a Cereal Mission

Wake up to the sales opportunities available Breakfast is widely regarded as the most important meal of the day, and this is supported by the fact that the total UK breakfast market is currently worth over £1.5bn*. The ready to eat sector, which includes breakfast cereals, has grown by 6% in value and it is thought that over 90% of UK households keep cereal in their

The Market Breakfast cereals have a healthy image and are therefore particularly strong in sales compared to other breakfast alternatives such as croissants and pastries. The brands have also strived to maintain this healthy images by cutting the salt and sugar contents.

cupboards. The three leading manufacturers Weetabix, The cereal market has grown and diversified rapidly over the last couple of years and it is

Kellogg’s and Nestlé, dominate the market. Weetabix remains the top-selling ready-to-eat

becoming increasingly difficult to keep ahead of the market trends and for Independent Retailers to be confident that they have the right range in stock.

(RTE) cereal, followed by Kellogg's Corn Flakes, Crunchy Nut Corn

There are many options to consider stocking such as muesli, brands aimed at children, traditional family favourites such as corn flakes plus the ever-increasing multi-grain varieties being introduced into the market.

Flakes, Special K and Nestlé's Shreddies. Many smaller

What is clear through, him!

companies that

research is that the average

are targeting niche

Shopper with cereal in their

areas, such as

basket will spend £9.93

demand for organic

compared with the

and premium

average Shopper who

products, are also

spends £5.02, and

prospering and

therefore

should be considered on your

having a good

fixture too.

cereal offering inStore is key to driving sales. CONTINUED PG 20

T: 01908 255 300 E: landmark@lmkcc.co.uk

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ISSUE 05 JAN-MAR 2010

Retail Matters The Cereal Customer The average cereal Shopper will tend to vary their choice of cereal brand and, as him! reports, value for money seems to be the number one driver in

Top 5 Tips for Better Cereal Sales 1.

Cereals = increased basket spend. Site your cereals in a high profile place and ensure they are ALWAYS well-stocked.

Include the brand leaders, but there is room for niche brands to appeal to Customers looking for a premium or organic version.

Merchandise your fixture so that the best sellers are in prime position.

Value is key so look for Price Marked Packs at your local Wholesaler.

Cereal Bars have a dual purpose, so appeal to both impulse and planned purchasers by siting with the cereals and the confectionery/snacks.

selecting what to purchase. Price-marked packs are key in the Convenience Sector and can help grow the Shoppers confidence in the category and your Store’s offering.

The Range Depending on the size of your fixture in-Store, multi-face the best sellers as this increases the impact of your display and also reduces the chances of out of stocks of these key brands. Use our 2m by 4 shelf plan below as recommended by the Hot House retail development programme for best practice as to how to merchandise your fixture.

Cereal Bars Cereal Bars are increasing in sales as they cross over from a breakfast snack solution to a mainstream ‘healthyoption’ snack. It is important to dual-site these to cover impulse and planned purchases. *Talking Retail October 2009.

T: 01908 255 300 E: landmark@lmkcc.co.uk

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ISSUE 05 JAN-MAR 2010

Retail Matters Healthier Options for Healthier Sales

Make your Customer’s Health Kick work for you January is typically the month where Consumers look to become healthier in their choices. It’s no surprise that gym membership applications treble in the first months of the year, and your Customers will be looking for some healthier alternatives in your Store too. We have already outlined some suggestions for YOUR New Year’s Resolutions earlier in Retail Matters, so here is our guide to helping your Customers stick to theirs. The Consumer is becoming more health conscious, and 70% say they now regularly check nutritional information on packets. In the 2009 him! Customer Tracking Programme, 22% of Convenience Store Shoppers said they would use a Store more if it increased the amount of healthy options available, and 20% said they would like to see more low-fat options in-Store also. Despite the recession, 40% of UK adults said they would be willing to spend more on ‘healthy’ food so now is the time for Independent Retailers to give their Store a health-assessment if they are to satisfy the needs of these health-seeking Customers.

FAST FACTS: • Only 16% of Shoppers think Convenience Stores have a suitable range of healthy options available. • 18% of Shoppers will be looking to increase the amount of healthy food they buy in the next 12 months. CONTINUED PG 25

T: 01908 255 300 E: landmark@lmkcc.co.uk

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ISSUE 05 JAN-MAR 2010

Retail Matters Get Fresh in Store Fresh fruit and vegetables on offer in-Store, is the ultimate way of providing a healthy option for your Customers. A clean display of fruit and vegetables automatically enhances the appeal of your Store and can increase footfall and basket spend. Many Retailers are put off fresh produce due to the short life and wastage that can occur, however the benefits and increased sales can far outweigh this. Consumer habits are shifting. People shop around 27% of adults claiming they will be cooking more

Top Tips for Healthy Options In Store

from scratch, the need to offer fresh ingredients

Make sure you have a selection of fresh fruit on offer, ideally placed near the front of the Store.

A basket of fruit near the counter can offer a healthy alternative to traditional impulse products like confectionery.

Make sure your soft drink range includes juices, diet drinks and water. Brands such as Evian will be running high profile ad campaigns in the opening months of this year to encourage people to take on more water for a healthier lifestyle.

Make sure you have a range of healthier products in stock, e.g. Go Ahead Bars, Jaffa Cakes, Walker’s Baked, Coors Light, Carling NRB, Sugar substitute (i.e. Splenda), Ryvita / crisp bread, brown bread and dried fruit.

Highlight displays with POS.

at different outlets several times a week, and with

in-Store is vital for their convenience. A strong fruit and vegetable offering will attract more Customers who are looking to ‘top up’ in the week, which is typically a high spend mission. On average a Customer who purchases fruit and vegetables is likely to spend £4.06 more than an average Shopper. Whilst a non-fruit and vegetable Shopper will buy on average 2.6 items, a fruit and vegetable Shopper will have 4.9 items in their basket. However, it’s not about ditching the fat completely, neither is it about preaching to your Customers about leading healthier lifestyles. You still need to have a rounded offering, simply compliment your range with diet, light or fat-free ‘healthier’ alternatives.

T: 01908 255 300 E: landmark@lmkcc.co.uk

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Retail Matters Are you in the Poundzone? Grab yourself a slice of the £1 market The grocery retail market has been assaulted with a host of products marked at the £1 price point. From Tesco and Asda to discount Retailers like Poundland, all have thrived on offering discounted brands at the £1 mark promoted heavily in-Store with punchy POS. It appears the £1 offer is really connecting with the Consumer who wants great value in this current financial climate. These are compelling reasons as to why Independent Retailers should fight back with their own Poundzone and create a focal point of value to turn the heads of their bargain-seeking Customers. Landmark Wholesale Member DCS Europe is Britain’s leading distributor of toiletries and household goods, and its Chairman and Chief Executive Denys Shortt has been instrumental in developing and driving the Poundzone concept within the Independent Wholesale and Retail Sector. In partnership with leading brand owners, DCS has managed to harness the volume opportunity to provide household names at the £1 price point. DCS has produced a full colour catalogue and planograms for advice on how to display your Poundzone range in-Store.

This is not exclusive to households goods, Retailers can create a Poundzone covering any category in-Store. To further drive the Poundzone concept, DCS has developed ‘Poundzone Store in a Box’, which are free-standing display units branded with the Poundzone livery. These stands are provided free of charge and offers a no risk way to add new sales to categories that are not traditionally key footfall generators in small stores. If you don’t have space for a stand, utilise a gondola-end preferably at the front of the Store.

Top Tips for Poundzone Success in your Store 1.

Identify a high traffic area at the front of the Store to site a Poundzone.

Select sufficient range to fill the space allocated and keep it wellmaintained.

Use the dedicated Poundzone POS and signage to help promote the good value available

Implementing a Poundzone can help you generate the impression of offering good value across the whole Store.

Look for £1 price points across other products in your Store. For more information visit www.poundzone.co.uk

www.landmarkwholesale.co.uk

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Retail Matters Brew up better Hot Beverage Sales Make the most of Tea, Coffee & Hot Chocolate

The Hot Beverage Category in the Independent Sector*

Put the kettle on, make yourself a cuppa, relax for five minutes and read our article on how to make the most of your hot beverage category. Last year, over 45 billion cups of tea and coffee were consumed (according to TNS data). That’s not surprising as most of us build a hot drink into our daily way of life, from our morning wake-up coffee, through to our mid-morning tea break to a mug of cocoa before we go to bed.

Hot Fact No. 1 98% of UK Households stock either tea, coffee or in most cases both. It is official that in recent years we are now a nation of coffee drinkers and, in a market worth over £182 million to the Convenience Sector, instant coffee is the star accounting for 47% of sales. Tea sales are still big accounting for 38% of the market and worth £69m. Hot chocolate is experiencing good sales in the Sector whilst niche products such as malted drinks and specialist teas may only occupy a small proportion of the overall market but are showing staggering growth, up 20% in some cases.

DRINK

Market Share

Market Worth

Coffee

47%

£86m

Tea

38%

£69m

Hot Chocolate

£10m

Roast & Ground Coffee

£10m

Malted Drinks

1.7%

£3m

Fruit & Herbal Tea

1.7%

£3m

Green Tea

0.4%

£800k

*IRI Channel data 52 weeks ending July 11 2009.

Hot Fact No. 2 Tea and coffee purchasers tend to have a basket spend of over £10, because they will buy other products at the same time. Coffee Break Nescafe Original and Gold Blend account for three quarters of Convenience Store coffee sales and are therefore key brands that Retailers should focus on, however only 60% of Retailers actually have these in stock and less than half offer a decaffeinated brand. The recession may be forcing Consumers to forgo their coffee shop bought latte, but it seems this is having a knock-on effect in-Store with Consumers looking to Premium brands for superior taste.

www.landmarkwholesale.co.uk

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ISSUE 05 JAN-MAR 2010

Instant sachets of café-style drinks such as cappuccinos are increasingly selling well in Convenience Stores, with sales up 18% to £8.5m this year. Fairtrade and other ethical brands are also selling well, although the Independent Sector has been slow to respond to this growth.

Category t Sector* Market Worth

If you are looking to introduce a Fairtrade offering, why not try to get involved with the annual Fairtrade Fortnight which runs from February 22nd to 7th March 2010, where you can promote brands such as Kenco in-Store?

£86m £69m £10m £10m £3m £3m £800k weeks ending July 11 2009.

Highlights and Nestlé’s Skinny Cow launched last year are leading the way. Consumers are choosing low-calorie hot chocolate as a chocolate treat substitute, and therefore it is essential that these are featured on the fixtures. Whether the Customer is looking for a tea/coffee alternative or a ‘treat’, the key brands such as Cadbury, Galaxy or Nestlé must be in stock and visible on the shelves, to ensure higher frequency of purchase and better sales.

A Nice Cuppa Tea is a staple purchase but is undergoing somewhat of a revolution at the moment. Tetley tea is still the leading brand but there is an influx of more exotic variants such as green, redbush, infusion and even decaf flooding the market that Retailers should be aware of. Size is also key for Convenience Stores, and Retailers should take into account their Customerbase when considering what pack sizes they should be stocking. Whilst 80s are considered the core size, Retailers should look at stocking 40s if they have elderly Customers who shop on foot, or 160s for families or Customers who come by car regularly.

Quick Recap: 1.

Get the basics right – have a core range of the best sellers in stock.

Look at niche and premium brands to complement your range.

Pack size is key – vary the sizes available depending on your Customer base.

Price marked packs and extra free offers appeal to the Consumer.

Consumers look to low calorie hot chocolate as a treat substitute.

Tea Break Fact No. 3 Green and decaf tea are always most popular in January as Consumers look for healthier options. Price marked packs and extra free offers always sell well, so look out for these special promotional packs at your local Wholesaler.

Hot Chocolate Sales No Hot Beverage fixture would be complete without a hot chocolate offering. New ‘light’ varieties are driving the growth of hot chocolate sales in the Convenience Channel and Cadbury

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Retail Matters Seasonal Success Make Events work for you in-Store

Gifting is a huge untapped opportunity within the Convenience Sector. Over the next few months there are three key events in the calendar - Easter, Motherâ&#x20AC;&#x2122;s Day and Valentineâ&#x20AC;&#x2122;s Day - which could bring you masses of extra sales if you get the offering right. It does not necessarily require a huge amount of time or effort to make the most of these events. With just a few simple tweaks to your existing range and

merchandising correctly, you can provide a credible offer for your Customers. There is a demand from the Consumer to be able to buy a gift in a Convenience Store, with 27% of Shoppers interviewed by him! saying they would use their local Store for gift purchases. However unless you provide what your Customers are after, they will vote with their feet and get their gift elsewhere.

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For gifting occasions, 55% of Shoppers are looking to buy a card, 31% a box of chocolates, 11% buy flowers, 8% buy alcohol such as spirits and liqueurs and 4% buy champagne or wine. If a Shopper is looking for these gift opportunities in your Store, would they leave happy? Confectionery is a key driver in gift sales and the three occasions of Easter, Mothering Sunday and Valentine’s Day are vitally important for exciting and re-engaging Shoppers with confectionery following the Christmas period.

however there are many other areas of the Easter market that Independents can thrive on. Whilst standard shell eggs have lost ground, filled eggs and mini eggs have increased their market share.

Follow our top tips for Easter, Mother’s Day & Valentine’s Day 1.

Cadbury recommend starting early when it comes to Easter and stock up on Crème Eggs from 1st January so as not to miss early sales. Apparently a staggering 3.7 million Crème Eggs were sold in the month of January through Independent Retailers (Source: AC Nielsen, Independents 2009). Boxed chocolate is a huge seller during these periods. The iconic Milk Tray is widely associated with a romantic gesture and is therefore ideal for Valentine’s Day. Premium Gifting is on the rise and up 20% year-on-year, so look at stocking a range of higher value confectionery to meet this demand. Premium wine and champagne are always good gifting ideas, so why not help your Customer turn it into a gift by providing gift bags?

The Easter Egg-travaganza Easter is all about chocolate - it is the one time of the year when even the most health-conscious allow themselves to indulge. Shoppers may feel it is becoming over-commercialised but they still want the occasion to be special, often trading up to luxury eggs and premium lines for a gift for someone close. Combine this with add-on purchases, for example champagne, hot cross buns, gift cards, and it can prove to be a lucrative period.

Stock a range of products to appeal to all purchase needs.

Merchandise products that fulfil the same purchase need together.

Use theatre to signpost the fixture.

Multi-site fast selling, high impulse lines, like filled and mini eggs at Easter with a focus on flowers and boxes of chocolate for Mother’s & Valentine’s Day.

As many Independent Retailers have found, it is almost impossible to compete with the Multiples on price across the range of shelled eggs,

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Dates for the Diary

Use our quick guide to a selection of key calendar dates and upcoming sporting events to help maximise sales in-Store.

January 2010

28th

4th 25th

March 2010

African Cup of Nations Burns night

13th

February 2010 6th

7th 14th 16th 22nd

Carling Cup Final, Wembley

Six Nations Rugby: Ireland vs Wales,

Six Nations Rugby: England vs Wales Ireland vs Italy Six Nations Rugby: Scotland vs France Valentine’s Day Shrove Tuesday (Pancake Day) Fairtrade Fortnight begins

Scotland vs England 14th

Mother’s Day

17th

St. Patrick’s day

April 2010 2nd

Good Friday

4th

Easter Sunday

Put the date in your diary! Due to the ever-changing date that Easter falls on, make sure you know exactly when the Easter weekend is as this is a major opportunity in trading terms. Large Stores (over 280 sq m) and Multiples cannot open at all on Easter Sunday (except in Scotland), therefore leaving the opportunity wide open for smaller Stores to capitalise on. If Consumers need a last minute purchase on Easter Sunday, the Independent Store is the place to fulfil this requirement – so make sure you are prepared for this potential increase in custom. Stock up on the general everyday ‘top up’ items as well as the traditional Easter products.

T: 01908 255 300 E: landmark@lmkcc.co.uk

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