BMM March 2017 by British Independent Retailers Assocation

THE MEMBERSHIP MAGAZINE OF THE BRITISH INDEPENDENT RETAILERS ASSOCIATION ISSUE 05 | MARCH 2017

Trade news

Small shop. Big appeal. All the best traditions of a local hardware store are alive and well with Dan Ebdon at Pextons in York

Strength

in numbers

Explore all that bira membership has to offer and make the most of your strength in numbers up to

10p

on average

£516

saved per litre on fuel1

saved on card processing2

only

almost

£359

for our auto enrolment solution3

£9m

worth of loans approved for bira members in 2016

01295 713 333

your number to call to start using a service You can also visit bira.co.uk for more information on all the services available to you or email membership@bira.co.uk 1.Save up to 5p per litre nationwide and up to 10p per litre at motorway pumps 2.Non-member cost per annum £2,021, member cost £1,655. Saving assumes credit card turnover of £225,000 per annum and includes £150 set up fee, figures are consistent with a typical bira member profile. 3.One off registraton fee of £359+VAT and £115+VAT annual governance fee

Comment

Making Tax Digital means more work CEO Alan Hawkins warns, Beware the digital tax revolution tied up with red tape I AM SURE that you are heartened by the fact that HMRC is bringing tax into the digital age with supposed great benefits to the tax payer, such as easier understanding of your tax affairs at the push of a button, the option to pay your tax quarterly to ease cash flow issues, and so on. It is termed Making Tax Digital, or MTD. Well, I am not so sure that the average tax payer is aware of what a revolution is about to take place for all but the smallest businesses (that is those with turnover under £10,000). Having bank interest, pension details and more sent directly to your digital tax account I can see as progress. For smaller businesses, however, to start sending quarterly summaries of income and expenditure digitally to HMRC seems a step too far, especially at the pace envisaged. The plan is that this will start in the second half of 2018 and in the long run there may be no need of a tax return as we currently

know it; the quarterly returns with a suitable reconciliation may be enough. Why then is my professional body, The Institute of Chartered Accountants, making the following points: “All the feedback from our members is that the ongoing costs will be significant…. the true cost of MTD will be at least £3bn and possibly as high as £7bn”; and “Unless Microsoft Excel is allowed as an acceptable way of digital record-keeping, then the reporting costs will be significantly higher”. More succinctly, in a Sunday tabloid a client asked his accountant what MTD meant; the accountant replied: “About £285 per hour”. The reconciliation of accounts to quarterly

information can be complex. The government seems to think that the tax gap is down to poor record-keeping but it has not said why going digital will improve that. While consultation and preparation for MTD goes on, bira supports: No mandation at the outset, the benefits should be sold to the tax payer; a slower implementation period; starting with the largest businesses first, not the smallest, as is planned; separating digital record-keeping from the requirement for quarterly returns. When these new proposals become better understood, I expect a growing disquiet will emerge. Is this a government wanting to reduce the red tape burden on business? bira Survey I am not so sure.

A client asked his accountant what MTD would mean. ‘About £285 per hour’ was the reply

Cover photograph: Paul Driver

bira Quarterly Sales Monitor Q4 2016 results Here are the results of the Quarterly Sales Monitor for the quarter ending 31 December 2016. The survey was conducted in January 2017 and 278 independent retailers responded. We would like to thank all the respondents for contributing to the survey and look forward to your continued participation.

Overall average performance by region

Performance compared with same quarter last year

Northern Ireland

57.2% 42.8% +1.6%

+1.8% +1.0%

-1.3% -0.2% +2.6% -0.4%

Scotland

North West

Wales

North East

+3.5% +3.4%

Midlands

South West

East Anglia

reported a higher performance

reported a lower performance Number of respondents by turnover

The overall average performance

IN THIS EDITION

news for 2 Trade bira members

Positive mood as the buying season starts, more parking problems & bira AGM

FIGURES FOR QUARTER Four in 2016 paint a more positive picture of the independent retail sector in the UK with 57.2% reporting a higher performance in store. This is the highest performance reported in our survey for the past two years. Despite this increase in sales, however, some 47.2% report being anxious about the future and what it holds for their shop. Pet products have reported its first fall in sales this year with a -0.45% decline. Only three of the 11 product sectors measured reported a decline this quarter, however, with cards and stationery reporting the biggest drop from the last quarter, at -7.7%. As expected at this time of year, gifts and toys saw the largest growth in sales in Q4 with an increase of 9.83%. Furniture and flooring continue to steadily grow. All locations, with the exception of the North West, North East and East Anglia, saw an increase in sales in the final quarter of the year. London and the West Midlands both recording their first increase since Q1 of 2016.

Up to £200k £1m-£3m £200k-£500k £3m-£10m £500k-£1m Over £10m

+0.8%

South East / London

finances the feel to 8 Plan new bira way 9 Positive Quarterly Sales Both corporate and private clients’ needs are all covered by bira partner Wren Sterling MARCH 2017

Did you find these results interesting?

How confident do you feel about the year ahead?

Respondents to our Quarterly Sales Monitor have access to detailed comments from the other participants about what is influencing their sales.

If you would like to join our nationwide panel and so receive the full results, please contact Sarah Arnesen on 0121 446 6688 and sarah.arnesen@bira.co.uk

6.8% 45.8% 7.2% The last three months of 2016 finished on a strong note, our latest survey reveals Very confident

Reasonably confident

Anxious

views 10 Positive from Pure

Fashion buyers retain an upbeat attitude as price rises start to appear in new ranges

ISSUE 05 MARCH 2017

Would you like to see your business featured in this magazine? We are always delighted to receive your news, views and ideas at editorial@bira.co.uk MARCH 2017

5D3_4087 (PEXTONS)

Goldings hits its 150th

Kate & Chris Temple are steering a Bedford retailing institution into the future

shop with Fair in 16Little lots on offer 20Spring a good mood 5D3_4089 (PEXTONS)

Pextons of York is still going strong after 84 years of selling all kinds of everything

Enjoy our four pages of news, views and opinions from the 14 halls of the NEC show

Last 32 The Word

The Canueto family of Pools Plus in Reading celebrates 35 years of trading swimmingly

Trade news

Test purchasing visit warning for knife sellers RETAILERS WHO SELL knives can expect testpurchasing visits over the coming months as part of a nationwide crackdown on knife crime. In a letter to traders, the police stress that this is not just a problem in London. The Metropolitan Police Service, the National Police Chiefs’ Council and the Home Office are working together on the issue. In the letter, Detective Superintendent Richard Turner of the Met, said: “As part of Operation Spectre and our national commitment to tackling crime, police forces across the UK will be carrying out test purchasing initiatives to ensure the proper standards are being adhered to by retailers around the sale of knives.” Alan Hawkins, bira’s CEO, commented: “While the legislation should always be adhered to for the protection of your business as much as to protect your customers, this is a good reminder for members to check the policies they have in place. Do you have till alerts relating to age-related sales? Are your staff adequately trained in this area? Do you have staff under the age of 18? Now is the time to review your policies.”

Martin Coles-Evans of bira member Hargreaves of Buxton, Derbyshire, added: “Our cook shop department offers a comprehensive choice of knives in the mid-to-high price range. The university in the town is well known for its hotel catering course and we often get students who wish to buy knives from us. We are very aware of young people purchasing knives and have fully-trained staff to always check anyone who looks under the age of 25, or even over this age if they feel necessary. “If you have systems in place for checking and logging age-restricted sales and refusals at the point of sale, good security and fully-trained staff, then there should be no major concerns about selling knives. If these are not in place, you run the risk of heavy fines and possible prison sentences – a position no one wants to be in.” Martin’s advice on selling knives as well as bira’s knife sales pack for members is available for download in the Knowledge Hub at bira.co.uk. More is on the Home Office website: gov.uk/ government/publications/sale-of-knives-voluntaryagreement-by-retailers.

This “Knife Angel” is being created at the British Ironworks Centre in Oswestry, Shropshire to highlight the ‘Save a life, surrender your knife’ campaign, which encourages knives to be given up anonymously at 150 locations in the UK. When finished, the structure will include parts of 250,000 knives.

Cyber-crime in Credit rating threat from pensions retail increases EMPLOYERS WHO IGNORE their automatic enrolment duties could find themselves with a County Court Judgement (CCJ), The Pensions Regulator (TPR) has warned. As TPR steps up its automatic enrolment enforcement activity, the number of fines has again risen in proportion to the large number of employers now reaching their deadline to comply. Between October and December 2016, some 2,919 £400 Fixed Penalty Notices were issued, bringing the total since 2012 to 9,831. In the same period, 870 Escalating Penalty Notices were issued, bringing the total to 1,477. A small number of employers have been handed CCJs after failing to pay their automatic enrolment fines. Employers that fail to

CYBER-CRIME SUCH AS hacking and data breaches already accounts for 5% of retail crime, according to research from the British Retail Consortium. Total retail crime costs the industry £660m annually, says the BRC, so cyber-crime costs an estimated £36m. Some 50% of respondents to the BRC’s Retail Crime Survey 2016 listed cyber-attacks as one of the most significant future threats (in contrast to 14% the previous year). Physical attacks on shop staff rose steeply in 2015-16, with 51 incidents of violence and abuse per 100 staff, up from 41 the previous year. According to the BRC “an inconsistent police response to even this form of retail crime means that deterrence is seen to be failing, as Keep your there is a growing sense that offenders ds safe bir are able to act with impunity”. Some 56% of retailers surveyed believe police performance regarding shop theft is poor or very poor. The survey says there were 3.6m offences of retail crime in 2015-16.

Bird flu crisis continues

is a notifiable poultry disease. Avian Influenza (bird flu) Zone has put in place a Prevention To prevent it spreading, governmentthat applies to ALL poultry. (including a housing order) our tips… Keep your birds safe by following

by Give your birds more space a run using a fine mesh to create

or at least separate from wild birds

birds Occupy your something by giving them a to peck and play with like straw bale or cardboard

etc. mites, worms eye out

is essential

call your vet

Keep yourself clean

if you’re worried about the birds health or welfare of your

boots, clothes, hands etc

your birds in an area which wild birds can’t access

rodent control

Keep an and treat if necessary

More information on Avian

Feed and water

deter wild birds

House your birds them

pay within 30 days of receiving the CCJ will have the details entered on their credit record. One South London removals firm took nearly two years to comply with its automatic enrolment duties, despite two FPNs and an EPN. It was only when TPR applied for a CCJ that the company complied and paid its fines. Charles Counsell, automatic enrolment executive director, said: “A CCJ goes onto an employer’s credit record and remains there for six years, seriously affecting their ability to borrow money for their business. Burying your head in the sand and ignoring your legal duties means your staff are missing out on pensions they are entitled to and your credit rating and reputation could be hit.”

water sources

Avoid sharing with wild birds

non-compliance

Pet shop owners and farming suppliers have been asked to increase awareness of the national avian influenza,or bird flu, epidemic. Under regulations imposed by DEFRA, all poultry – including even just a few birds kept privately in gardens – ought to be housed at all times to prevent contact with wild birds. The National Farmers’ Union has produced this poster outlining other tips. More can be found at nfuonline.com/aihub

may be an offence

Influenza can be found at

nfuonline.com/AIhub

MARCH 2017

Over

1.5bn of the new £1 coins will be minted. The 12-sided quid is legal tender from 28 March The Royal Mint calls it “the most secure coin in the world”

Realistic optimism on show as buying season begins A PRAGMATIC ATTITUDE to wholesale price rises and an optimistic, if realistic, attitude to the coming year’s trading were key traits displayed by bira members at the major shows in February. At the six-day Spring Fair at the NEC and the three-day Pure London fashion event, relatively subdued attendances reflected the challenging conditions that the independent sector faces, but the progressive retailers who did show up seemed determined to avoid negativity. Deryane Tadd, owner of premium womenswear shop The Dressing Room in St Albans, who spoke at a bira presentation at Pure, summed up the mood: “We are viewing 2017 with optimism because there is no other way to behave. We are confident in what we deliver to our customers.” At Spring Fair, bira organised a DIY Village of bira direct suppliers as part of a new DIY and Home Improvement section, which was well received. Surinder Josan, of All Seasons DIY in Smethwick, and bira vice president, said: “I’ve really benefited from bira’s DIY Village being at Spring Fair. It is a one-stop shop and having over 60 of bira direct’s suppliers all under one roof is a real bonus. It allows me to do all my buying at one time, rather than attend several different shows to see all different suppliers. I come to this show for inspiration and to look at products I never would traditionally sell.” Mick Belton, of the Belton and Slade tools shop in Wandsworth, London, added: “We only have so much time to attend trade shows, so we have to be very selective. Having the bira DIY Village, teamed with our BHF committee meeting, makes the time out of the business worthwhile.”

bira’s DIY Village, with over 60 bira direct suppliers, offers a onestop shop for buying. It’s a real bonus Surinder Josan, All Seasons DIY

MARCH 2017

Ceramic designer and bira member Alison Appleton, who runs a specialist tea room in Liverpool, was exhibiting her teapot designs for the first time at the NEC. “Spring Fair gives independent retailers the chance to discover a fabulous array of top-quality products and I was very impressed with the standard and the diversity on show. I made contact with a whole host of independent shops and cafés from around the UK and abroad. Anyone interested in selling teapots as gifts or for use in their cafés made a bee-line to my stand.” Price rises were a constant topic of conversation. Simon Wright, purchase director of Stax Trade Centres, confirmed that retailers would have to deal with increases: “There is nothing that is not going up. We deal with more than 1,000 suppliers and their price increases are hitting right now. The range is between 7% and 12%.” Like many exhibitors, Paul Grinsell, executive director of the BHETA trade body, felt the show was too long: “I’m a believer in face-to-face marketing and Spring Fair is the most powerful multi-product retail event in the UK. Where else do you get 60k+ buyers and visitors, domestic and international, to within a few hundred yards of your offering? “But seriously, six days? Some of our DIY members had some good trading, while others were less fortunate. The key is all in the follow-up. We hear too often from visitors that some suppliers do not follow up on their sales leads, which is a sin.”

SEE MORE FROM THE SHOWS

For more reactions from Pure, see pages 10-11, and from Spring Fair, see pages 20-25.

We view 2017 with confidence because there is no other way to behave. We’re confident in what we do Deryane Tadd, The Dressing Room

We only have so much time to attend trade shows, so we have to be selective about where we go Mick Belton, Belton & Slade

The new £1 coin will be legal tender from 28 March. Described by the Royal Mint as “the most secure coin in the world”, the 12-sided quid features several security features including microlettering, milled edges and a hologram-like image that changes from a £ symbol to the number 1 when the coin is seen from different angles. This is the first new £1 coin in over 30 years; over 1.5bn will be minted. The existing round £1 coins will be legal tender until 15 October 2017.

Fancy a trip to China? A LUCKY CUSTOMER of Stax Trade Centres and bira direct will be heading for an expenses-paid trip to the world’s major gathering of hardware and houseware professionals in Shanghai in October this year. The congress of the International Fe d e r a t ion o f H a r d w a r e a n d Housewares Association (IHA) is a fiveday event (18-23 October), which brings together more than 500 delegates from the industry across the world, including retailers, manufacturers and merchants. Any bira member ordering from Stax and invoicing via bira between 1 March and 31 August will be entered automatically into a free prize draw (NB Minimum order values apply for carriage paid orders). The winner will be drawn at random in early September. bira president Vin Vara, of the Tool Shop chain in London, has visited the IHA congress several times: “It was a great chance to meet like-minded people and learn from what they do. I built friendships with a diverse group of hardware professionals from around the world. I learned how the trade is changing for the future. I recommend it to anybody with the chance to attend the IHA congress.”

Trade news

Formal notice of bira AGM 2017 THE BIRA ANNUAL general meeting is a key point of interaction between members regarding their association and its future. It will take place during the National Conference on Monday 8 May 2017 at the Bristol Marriott Royal Hotel, Bristol. The meeting will focus on the election of officers to carry the organisation forward, with proceedings involving an en-bloc election on a show of hands. Sadly, due to illness, Vivian Abbott is not able to take up the role of national president for the year 2017-2018. The current national president, Vin Vara of Tool Shop Group, has kindly agreed to remain in the role for a further year and will be joined by the chairs of each of the divisions (BAGMA, BHF, CHA, FAB and PPRA). At the AGM the vice presidents are also elected, as is the honorary treasurer, who will detail and comment on the accounts for the past year (2016). Attendance at the AGM is free for members, although other parts of the event, such as the conference and the awards dinner, carry charges. Members not booking in to other parts of the event should reserve their place at the AGM by visiting the bira website or contacting bira’s events manager Paulina Swiech on paulina. swiech@bira.co.uk or 0121 446 6688.

The bira AGM will be asked to elect en-bloc the board of management as listed below: POSITION President

1ST Vice President 2nd Vice President 3rd Vice President

Immediate Past President Honorary Treasurer

Divisional Chair BHF

Divisional Chair CHA

Divisional Chair PPRA

Divisional Chair BAGMA Divisional Chair FAB

Board of Management elected representatives x2 (Both appointments to be confirmed at the Board of Management on 30 March 2017)

Member-elected representatives x2 Chief Executive Officer Executive Directors

NOMINEES Vin Vara Surinder Josan Howard Pullen (Vacant) Cliff Elliott John Morris Guy Lachlan (Vacant) Debbie Keeling Brian Sangster Bruce McLaren Matthew Hansford Richard Rowlatt

Jill Carver (Elected 2016 for a two-year term) Chris Patterson (Elected 2017 for a two-year term) Alan Hawkins John Collins / Jeff Moody Bob Jarrett / Sarah Golden

Board of management member-elected representatives NO BIRA MEMBER put their name forward to stand for one of the member-elected seats on the board of management for the two-year period commencing at the AGM on 8 May 2017. As bira is a member-led organisation, it is important that members are properly represented at board of management meetings.

Alan Hawkins, CEO of bira, is pleased to announce that Chris Patterson of Pattersons in Bristol, has agreed to stay on the board of management for a further two years. Members will be in good hands, as Chris has been a retailer for many years, was bira president in 2002-03, and is an active member of the International

Buy British this May Retailers who want to sell UK-produced merchandise are invited to register to attend the Meet the Manufacturer trade event, which is organised by Make It British, a campaign for UK manufacturing. Clothing, home textiles, fashion accessories, leathergoods and homewares are among the categories that will be offered by almost 200 exhibitors on 24-25 May at the Truman Brewery in east London. Entrance is free to trade visitors. Make It British was set up by former high-street fashion buyer Kate Hills six years ago to promote UK manufacturers. This year’s will be the fourth annual Meet The Manufacturer event, which is designed to introduce UK manufacturers and brands to potential customers. For more details, see makeitbritish.co.uk and meetthemanufacturer.co.uk

Hardware and Housewares Association (IHA). The other member-elected representative is Jill Carver of Added Ingredients in Abingdon, Oxfordshire. Jill has one more year of her term to run; members can rest assured that she has their best interests at heart and is vocal in their support at board of management meetings.

My, how you’ve grown! IN THE YEAR The Queen celebrates 65 years as monarch, lingerie brand Bluebella has compared the average British women’s figure of the mid-1950s with that of today’s woman. The results make interesting reading for fashion retailers. According to government statistics, Miss Fifties stood 5ft 2in tall, was a size 12 with a 34B cup and 28-inch waist, and weighed 9st 10lbs with a size 3 shoe. Today’s modern woman stands at 5ft 5in, and is a size 16 with 36DD breasts and a 34-inch waist. She weighs 11 stone and wears size 6 shoes. Bluebella CEO Emily Bendall said: “The modern woman is likely to exercise at least twice a week - consuming 2,300 calories a day compared to 1,800 calories back then. She is much healthier.” The average modern woman earns £530 a week instead of just

The big winners in online sales and page views during January were furniture and homewares

Trade news

The BRC-Hitwise Digital Retail Insight Report reveals early 2017 winners

Parking frustration is still a major national problem LACK OF SENSIBLE parking spaces, over- outside their premises all day long. This causes zealous enforcement of parking restrictions, and bad feeling between them and those of us who shop owners themselves occupying on-street prefer to leave parking for customers.” parking are some of the frustrations highlighted Heavy-handed enforcement of restricby bira members in our recent survey. tions regularly affects deliveries to shops and From north-eastern Scotcustomers’ ability to collect A camera heavy items. A London memland to the London suburbs, the issue is a national concern. targets the ber reported: “We are on a Often, illogical and impractical bay outside our Red Route with a loading bay decisions by local authorities outside the shop. A Transport shop, allowing no compound the problem. “The for London camera targets the time for loading council has limited so many bay, allowing no time to load spaces to 1 hour that no one uses and unloading and unload. In the past three them, so they remain empty,” Retailer in London suburb months, I have received three one respondent reported. tickets. One has been recinded Said another: “A few years ago, and I await the result of my appeal our town council thought it would against the others. be a really good idea to have the “This has affected our trade market on the main car park. Now drastically over the last 12 to market day is usually the second18months. Further up the high worst day for parking, just pipped street, there are two bays for parkby early closing day.” ing (for a maximum of 30 minutes A Scottish member told us: between 10am and 4pm) where “Our town has two free car parks clearly another five spaces could for visitors a small way from the be added with no effect to the shops. The high street is supposed traffic flow.” to be limited to a maximum of Parking remains one the key two hours parking. Due to lack of planks in bira’s manifesto with enforcement, however, there are usuwhich to lobby the legislators in Westally no spaces outside the shops because minster. We are eager to hear of memretailers and other business owners park bers’ experiences, good or bad.

Online boost for homewares and furniture SECTORS ASSOCIATED WITH a fresh start of the year experienced significant growth in online sales in January. Health & Beauty (+14%), House & Garden (+13%) and Sports & Fitness (+8%) were the outstanding performers, according to a BRC-Hitwise Digital Retail Insight report Some 2.9bn visits were made to UK retail websites in January, up 5% year-on-year. Almost 37bn pages were viewed on retail websites in the month, averaging just over 9.1bn page views a week. The average number of pages viewed per visit for all retail websites was 12.5, with an average viewing time of 6 minutes 32 seconds per visit. Mobile devices accounted for 51% of retail visits in January, down from 52% in December. Rachel Lund, head of retail insight and analytics at the British Retail Consortium, commented: “January is always a quieter month MARCH 2017

for shopping than (December), and this year was no exception. Total visits per week to retailers’ websites dropped back below levels seen in the last quarter of 2016, although they were up 5% on January 2015. With online non-food growth at 8% yearon-year, the fact that visits aren’t growing as fast suggests that as e-shoppers become more confident they are making more purchases per visit, rather than browsing a variety of pages. “The big winners in sales terms were furniture and homewares this month, so it’s not surprising that House & Garden saw some of the highest growth in page views. However, both Health & Beauty and Clothing, which saw weaker sales growth, recorded some of the highest growth in browsing activity. Clearly shoppers are still looking at products, even if they aren’t spending so much now.”

In brief l bira.co.uk applauded

The bira website, which was relaunched last autumn, has been shortlisted as a finalist in Best Association Website category of The Association Excellence Awards, which applaud best practice by professional and trade associations. The winners of the 2017 competition will be announced on 31 March.

l Train to Buy Better, Sell More

Selecting the right product, planning your sales strategy, and maximising sales are the three elements of a new one-day training course developed specifically for bira members. This course, aimed at owners, managers and department managers, will be held at bira’s office in Banbury, Oxfordshire, on 21 March. The cost is £165 +VAT, which includes all course materials, lunch and refreshments. See bira.co.uk/blog/event/buy-better-sell-more/

l Housewares newcomer nets £20,000

Quirky apron supplier Lobster Homeware has won the £20,000 first prize on Pop Up Start Up, a TV series for small entrepreneurs on business channel CNBC. Founded by sister and brother Nathalie and Alec Cuffy in 2016, Watford-based Lobster produces heightadjustable aprons which include integrated oven gloves that can be detached to use as heat mats, a mobile phone pocket, tea towel loops and belt tie back. They retail at £25-£55.

l Retail jobs decline in Q3 2016

The equivalent number of full-time jobs in retailing fell by 3% in the last three months of 2016 compared with the same quarter a year earlier, according to the British Retail Consortium’s Retail Employment Monitor. This was broadly in line with the fall in the previous quarter and was driven by food retailers reducing full-time hours.

l LaSer UK becomes BNP Paribas

Personal Finance

The financial services group known as LaSer UK has changed its name to BNP Paribas Personal Finance to underline it is part of one of Europe’s leading banks. The company will continue to provide point-of-sale finance for bira members.

l Jewellery & Watch condenses for 2018

As exhibitors at Spring Fair complain that its 5-day or 6-day schedule is too long, the Jewellery & Watch area at the event will reduce its duration to just four days from 2018.

A creative entrepreneur

who turned her £2,000 loan into a £55m retail business.

A retail business analyst who believes we’re in an unprecedented era of change.

A Google Digital Garage expert determined to get indies seen online by their customers.

Book your place today for just £95+VAT at bira.co.uk/conference17 Monday 8th May 2017 Bristol Marriott Royal Hotel

conference and awards

Trade news AWARD FOR NEIL MACKAY THE INAUGURAL DIY Week Industry Personality Award has been won by Neil Mackay of hardware store Mackays of Cambridge. The judges said: “We didn’t have far to look for this winner. (Based in East Anglia), he has put himself and his business on the national map with a series

of imaginative, innovative, creative and sometimes hilarious initiatives. The company’s response to a shop theft problem won massive national media coverage. He is forever seeking new ways to promote his business, to support the independent retailer, and to make retailing fun.”

Knee departs Knees AFTER NINE YEARS of working in his family’s business, H J Knee of Trowbridge, Jonathan Knee has returned to the financial services sector by taking a job with Bath-based Novia Financial. Jonathan was business & property development director at home appliance and furniture retailer Knees, which has

been trading since 1879. He was also a member of bira publishing’s Board, which has overseen, recent changes to bira’s strategy, including the launch of this magazine. Jonathan remains a shareholder in Knees, which will continue to be guided by managing director Marcus Holbrow.

In brief l JMA acquires SKS

SKS, the UK’s largest key blank and security wholesaler, has been acquired by Spanish-based JMA (the Altuna Group), the largest key blank supplier in Europe. SKS commercial director Richard Hawkins, who has been with the company for 14 years, will succeed Trevor Brett, who is departing after 36 years as managing director.

l Changes at Stax Birmingham

Philip Joyce has joined Stax Trade Centre in Birmingham as branch manager designate. He will succeed David Scully, who will retire this spring after 25 years’ service with Stax. Phil previously worked with Poundland after spending 25 years at Wilkinson Hardware Stores.

l Archwood group appoints new CEO

Tony Miles is the new chief executive of Chester-based Archwood Group. A well-known figure in the UK timber and wood products industry, Tony was managing director of International Timber, a subsidiary of Saint-Gobain Building Distribution, from 2007. He is a past president of the North West Timber Trade Association and is currently a board member of the Confederation of Timber Industries.

Fully funded retail management development from the Oxford Summer School in partnership with retailTrust. Scholarship applications are now open, closing dates: Foundation: 28 April 2017 Academy: 26 May 2017 OSS Masters Scholar 2016 Matt Rawlings, Coes, Ipswich bira member

OSS new version.indd 1

MARCH 2017

Visit the retailRight page at www.retailtrust to apply

09/02/2017 14:54

New bira service

Making sense of planning your finances Wren Sterling’s financial planning services are tailored for businesses and business owners. IN MUCH THE same way as an accountant or a lawyer makes sure you’re compliant, paying the right level of tax, or legally taking the right course of action, a financial adviser provides an impartial, expert service to make sure the financial decisions you make in life and in business result in the best outcome for you. You may have heard of Wren Sterling, the financial planning expert behind bira pensions. Now you can access our full range of financial planning services at a special discount too. Corporate services for businesses Businesses have a wide range of financial advice requirements. Typically, owners start with the essentials. Auto enrolment is one such essential service that Wren Sterling already has rolled out to bira members, helping them meet their legal obligations and arrange their qualifying workplace pension scheme for a significant discount against Wren Sterling’s standard charges and service. The real value in corporate financial planning, though, is the bigger picture. Often, we find we start a conversation with a business about an essential service, but we uncover ways to join up the overall strategy and deliver significant value to the business and its shareholders. For example, many businesses are underinsured. Or worse still, they hold policies that are not going to deliver the expected result. This is particularly valuable when discussing key person insurance, succession planning and eventually exiting your business. Similarly, in a very competitive market, companies are using their employee benefits to attract and retain talent. This isn’t just the company pension (although that’s a large part of it), there’s private medical insurance, flexible benefits and voluntary benefits to build in alongside and to review regularly. What was right for your company a couple of years ago is unlikely to still

be the most appropriate combination now, so we specialise in reviewing and securing the best possible terms from the whole of the market. In conjunction with our Private Client team, we’ll also take the time to educate your workforce through our financial education programme, maximising your return on investment and reminding your workforce of your commitment to them. Private client services for business owners In financial planning we talk a lot about longterm goals. After all, most of us work to make sure we’re financially secure and able to enjoy the fruits of a long career. We all have assets (property, savings, investments), but if they’re not working together, they’re not maximising their potential to deliver your lifetime goals. A financial adviser can ask the challenging questions and help you build a clear picture of your current circumstances and where you want to go. It’s not just a case of the here and now either. A financial adviser does his or her best work over a lifetime, continually refocusing your plans to ensure they’re right for you as you go through life, managing the effect of ever-changing rules and changes in your family and business circumstances to keep you on track. Our services allow you to carry on doing what you do best – running your business – with the peace of mind that your personal finances are in the best possible shape. Wren Sterling is a trading name of Wren Sterling Financial Planning Limited, which is authorised and regulated by the Financial Conduct Authority. The Financial Services Register number is 665653. Registered office: Castle Marina Road, Castle Bridge Office Village, Nottingham NG7 1TN. Registered inEngland.

Services CORPORATE A uto enrolment l E mployee benefits l F inancial education l B usiness assurance l S uccession planning l

PRIVATE CLIENT I nvestments l P rotection l P lanning for retirement l P assing on wealth and inheritance tax l F amily financial planning l

Key benefits CORPORATE F ree initial consultation l 1 0% discount on all fees* l E xperienced consultants who will take time to truly understand your business before proceeding l

PRIVATE CLIENT F ree initial consultation l 1 0% discount on all fees* l P ersonalised financial plan and regular reviews to guide you towards your financial goals l

*All fees will be agreed prior to any work commencing

Contacts CORPORATE l Bryan Stott 07717 506 115

bryan.stott@wrensterling.com l Alan Makinson 07775 537 819

alan.makinson@wrensterling.com PRIVATE CLIENT l South: Mark Deall 07515 629 213

mark.deall@wrensterling.com l North: Michael Rigg 07796 951 601

michael.rigg@wrensterling.com l Scotland: Derek Dunbar derek.dunbar@wrensterling.com 07887 726 141

MARCH 2017

bira Survey

Overall average performance by region

Performance compared with same quarter last year

Northern Ireland

57.2% 42.8% +1.6%

+1.8% +1.0% Scotland

Wales

+3.5% +3.4% South West

-1.3% -0.2% +2.6% -0.4% North West

North East

Midlands

East Anglia

reported a higher performance

reported a lower performance Number of respondents by turnover

The overall average performance FIGURES FOR QUARTER Four in 2016 paint a more positive picture of the independent retail sector in the UK with 57.2% reporting a higher performance in store. This is the highest performance reported in our survey for the past two years. Despite this increase in sales, however, some 47.2% report being anxious about the future and what it holds for their shop. Pet products have reported its first fall in sales this year with a -0.45% decline. Only three of the 11 product sectors measured reported a decline this quarter, however, with cards and stationery reporting the biggest drop from the last quarter, at -7.7%. As expected at this time of year, gifts and toys saw the largest growth in sales in Q4 with an increase of 9.83%. Furniture and flooring continue to steadily grow. All locations, with the exception of the North West, North East and East Anglia, saw an increase in sales in the final quarter of the year. London and the West Midlands both recording their first increase since Q1 of 2016. MARCH 2017

Up to £200k £1m-£3m £200k-£500k £3m-£10m £500k-£1m Over £10m

How confident do you feel about the year ahead?

6.8% 45.8% 7.2% Very Reasonably Anxious confident

confident

+0.8%

South East / London

Did you find these results interesting? Respondents to our Quarterly Sales Monitor have access to detailed comments from the other participants about what is influencing their sales. If you would like to join our nationwide panel and so receive the full results, please contact Sarah Arnesen on 0121 446 6688 and sarah.arnesen@bira.co.uk

Show report

Pure thoughts Let’s get on with it. That seemed to be the rallying cry for 2017 from bira’s fashion contingent at the Pure London show. Buyers and suppliers shared their views with us. THERE WAS A determinedly positive air among visitors at the three-day Pure London at Olympia (12-14 February). As buyers selected from collections for autumn/winter 2017, the overwhelming sentiment was that negativity breeds negativity and it is better to be positive. As with buyers at the Spring Fair held a week earlier (see pages 20-25), price rises are being seen as an inevitable fact of life, although they did cause buyers to sharpen their thinking about what would sell to their customers. “I am viewing the year with a degree of trepidation. This autumn/winter 17 buy is one of the most speculative I’ve ever had to do,” said Hilary Cookson, owner of Maureen Cookson in Whalley, Lancashire, which specialises in mainstream fashion for older women. “There is so much still going on with the Euro that a lot of my calculations involve holding my finger in the air. One of my German trouser suppliers has put up its wholesale prices by £7, which equates to a £20 increase in the shop price. I will have to pass it on to the customers, but I am not sure how many will accept such a price rise. “On the positive side, all this is causing me to be tighter with my budget. Where once I might have cut back on a weak collection, now I am just axeing it completely. I want brands to supply me with a strong statement in August to stimulate my customers. I am looking at items, rather than collections, because I am not getting the multiple purchases I used to do.” Ruth George, owner of young women’s fashion shop Eden Retail in Edinburgh, was determined to be positive: “I am viewing the year positively even though there is a lot of change around. You have to project a positive feeling to your customers because negativity is just

a downward spiral. What we want from our suppliers is something different but wearable. It’s important too that the brand is not in too many places locally. So far with the autumn prices we are not seeing too many increases from suppliers.” Samantha Yair and Emma Woodward run the five Aspire Style shops across the West Midlands. They are expecting 2017 to be an improvement on 2016. “There is a bit of optimism around because last year was a very uncertain 12 months with everything before Brexit and then after it,” said Samantha. “And the weather was not helpful, with snow falling in April. Last year took a long time to get going.” “You have got to be positive,” added Emma. “But we are going to have to think more carefully about our stock management. We are facing wholesale price rises of about 20% and we will have to pass most of that on in clothing, although we can absorb some of it in jewellery and accessories, where we have higher margins to play with. We mainly sell dresses at between £50 and £75, but now we have to ask ourselves how many customers will want to pay up to £80 or £85. They might if they are outstanding pieces, but generally we will have to buy differently. We won’t be so bullish and put most things in most of our stores. We will be buying some for just one or two stores, which should mean we have lower stocks at the end of the season.”

Samantha Yair & Emma Woodward of Aspire Style, West Midlands

James Lakeland, whose stand at Pure was busy, has not raised his prices

Editor of Vogue Alex Shulman pulled in a huge crowd on Sunday

Archie Hume of A Hume in Kelso has seen prices rise by about 10% From Eden Retail in Edinburgh, Ruth George and Paul Furniss

Bianca Miller was a firsttime exhibitor at Pure with her hosiery line

Our customers are not moaning and

groaning. The British public understands that prices have to go up Archie Hume, owner A Hume, Kelso

Pure London at Olympia attracted buyers with a positive outlook for 2017

Deyane Tadd of The Dressing Room in St Albans is staying positive

Agent Juls Dawson says fast fashion dominates even menswear today

Euro price rises worry Hilary Cookson of Maureen Cookson

Hugo Deane of the Love

MARCH 2017 Brands agency says buyers are cautious

Love Brands was Drapers’ Fashion Agency of the Year in 2015. Dealing mainly with European fashion collections and serving about 500 independents across the UK, director Hugo Deane has a good overview of the sector: “I’d say most of my customers are cautiously optimistic, but it is clear consumer demand for fashion has slowed down. Of course, they are looking for fresh product, like the athleisure line we sell from Elle Sport, but there is also an element of many of them playing it safe and sticking with what they know works. “Value for money is still very important, but that does not mean cheaper products. In fact, we are selling more products at a higher price, but they are better products, such as cashmere mixes. The price is higher, but it’s worth it. “To compete with online selling – which is here to stay – independents have to step up their service offer to attract consumers into the shop. They have to accept that brands will also want to sell online, but brands should not be discounting and undercutting their own stockists.” Passing on price rises Archie Hume had made the journey to London from Kelso in the Borders, where he and his wife Karen run A Hume, a successful shop and transactional website specialising in country clothing. He also views 2017 with pragmatic optimism: “Time moves on. We have had the EU vote and we have to get on with it. Our customers are not moaning and groaning. We are facing wholesale price rises of around 10% and we plan to pass on to our customer as much of that as we think is feasible. We will look at each piece individually to decide on the price, but the British public understands that prices have to go up.” Many independents complain that collections they stock are also sold online by the brands themselves. James Lakeland, owner of the eponymous premium womenswear business, rose to the challenge by offering a wholesale-only collection a year ago. On his very busy stand at Pure, he discussed why he thinks indies need to support brands that support them: “I introduced the wholesale-only line as I was tired of boutique owners moaning about the internet. In many cases consumers shop online because there are no stockists of what they want locally. We had a great sweater featured on the front cover of (the Mail on Sunday) You magazine but only four shops had stocked it. We had lots of consumers calling us to find out where they could buy it. Buyers need to be more adventurous. “On general trading, the Brexit vote didn’t affect our sales and we are just getting on with it. Although we make mainly in Italy, I have been very tough with my suppliers and I have made

a smaller collection, so I have not increased my wholesale prices at all.” A first-time exhibitor at Pure was Bianca Miller, who was a finalist in The Apprentice series in 2014 with her line of hosiery to match different skin tones. Trading as Bianca Miller London since November 2015, she sells the collection online and through Topshop, but wants more independents to buy into it: “My tights retail for £12 and the hold-ups are £15. They are a good, staple product that is not really affected by the seasons. To add to our different skin tones, we are now introducing more interesting patterns. We have held our prices as our manufacturer has absorbed the increases.” Representing about 15 young fashion collections for men and women, Juls Dawson of the Just Consultancies agency deals with hundreds of independents. He has noticed a change in the supply patterns of menswear brands. “Over the past 10 years we have become used to women’s brands following the fast fashion model, doing regular drops, but over the past two years many of the men’s ranges we deal with have done the same,” he says. “Of the 15 brands we represent, none is solely forward order now. Those that still take forward orders back them up with in-season stock. Independents are keeping a larger percentage of their budget back so they can be weatherreactive and trend-reactive in season. “Independents will always have a place on the high street because people want the personal service and we have seen a massive shift back to shopping locally for food, but they need to be aware that there are some sizable streetwear businesses being built up solely online, promoting themselves through social media.” bira member Deryane Tadd, owner of premium womenswear shop The Dressing Room in St Albans, spoke at a bira seminar at Pure on Sunday and reminded the large group of listeners that “no one really needs any more clothing – it’s a question of making them want it”. “We are viewing 2017 with optimism because there is no other way to behave,” she told bira magazine. “We are confident in what we deliver to our customers and we are going to continue to do it. They have been spending like crazy. We give them an experience that they like. “I have been seeing wholesale price rises of about 5% so far and we will pass those on. It’s hard enough as it is to make money as a retailer with all the other rising costs. I am looking for a stronger margin with what I am ordering. We must ask ourselves, will the customers pay £320 for a jacket in this autumn that was £299 in 2016? If the piece is strong enough, we could raise our exit price point.”

Win a trip to Shanghai courtesy of bira direct and Stax

Your opportunity to join some of the biggest influencers in hardware and housewares at the IHA Congress, Shanghai. Open to bira members placing orders with Stax when invoiced through bira direct up until 31 August 2017. Full details on our website.

Want to know more? Visit our newsfeed at biradirect.co.uk or call Steve Akers on 0121 446 6688

Business profile GOLDINGS OF BEDFORD

Colour photos: Richard Marsham at RMGPhotography

Ernest Lain (centre) worked at

Goldings from 1925. His son Tony (right) and Vic Warner (left) joined

the family firm in the early 1960s

New owners for an old favourite As it marks 150 years of trading on Bedford High Street, Goldings is in the care of new passionate proprietors with an old-school attitude BUSINESS COMMENTATORS WHO continue to claim that the death of high street retailing is imminent clearly have not met enthusiastic bira members like Chris and Kate Temple. For their first venture into retail ownership, the husband and wife team is in the process of acquiring Goldings of Bedford, a hardware shop – and much more – that has been a fixture in the high street since 1867. A local saying claims: “If you can’t get what you want in Goldings, you can’t get it anywhere”. Looking at the astonishing selection in the crowded shop, it is easy to believe it. There are 35,000 lines in the long narrow unit, which trades off the ground and first floors, with storage on the second floor. The new owners are committed to continuing to satisfy the needs of the community, whether it is for hand, power or garden tools, security products, pest control, housewares, key cutting, electrical and lighting, plumbing equipment and kitchenware, not forgetting all-year-round fireworks plus Airfix and other models. Goldings 107 High Street, Bedford MK40 1NE Established: 1867 Current management: Sept 2015 Staff: Chris Temple six days a week, Kate Temple five days, plus 10-12 part-timers Hours: Mon-Sat: 8.30-5.30 Sales: £500,000 home.btconnect.com/goldings. bedford/ facebook.com/goldingsbedford/ twitter.com/GoldingsBedford

MARCH 2017

The Temples are taking over the business from Vic Warner, who started as an assistant at Goldings in 1961 and became director with the then owner, Ernest Lain, about 20 years ago. For Chris, the move is a case of coming full circle. He left Goldings in 2005 after working there for six years, but always said no job since had made him as happy as working at the busy shop. Vic continues to come into the shop on Wednesdays – so he’s now in his 57th year of service – which helps reinforce the Temples’ “business as usual” message. “In the first month after the news broke we were taking over, we must have had about 40 members of the public coming in to tell us how pleased they were Goldings was continuing – and some of them weren’t even customers!” says Kate. “It’s not unusual to serve people who have been shopping here for 50 years or more.” Unlike Chris, Kate had no retail experience, but having just completed a psychology degree, she perhaps has some knowledge on how to handle customers and suppliers. In the division of labour, Kate primarily looks after the admin side of the business as well as assisting Chris with the buying and selling on the shop floor. They work full-time, augmented by about a dozen part-timers. Given the lack of space, the scope for adding extra lines is limited, but Kate has brought in some new gardening products like clogs and pots (“There are a lot of flats in Bedford with balconies”) and Hornby

trains will soon be added alongside the Airfix kits. She admits there is much to do to modernise the business without losing its distinctive charm. “We need to update our website and an EPOS system would be very helpful as we do everything manually and on paper, but time is our enemy. There is never a dull moment here.” To celebrate the 150th anniversary, Kate is hoping to stage an exhibition on the history of Goldings, which she has extensively researched. The business was established in 1867 as an ironmonger at 80 High Street by William Day, who was also a whitesmith specialising in silver and pewter. It moved to its current site at No 107 in the late 19th century and after Day’s death in the 1890s it was acquired by William Golding. In the early part of the 20th century, Goldings – all owners have retained the name – was also involved in furnishings, plumbing, gas suppliers and the esoteric service of bell hanging. The Lain family acquired the firm in the mid-20th century and ran it for 65 years before Vic took over.

It is not unusual for us to serve people who have been shopping with Goldings for 50 years or more Kate Temple, the shop’s latest custodian

He is pleased that Goldings is in the hands of a couple who understand the ethos of the business, based on traditional personal service and quality products. The Temples, who are in their early 40s, certainly adhere to that philosophy. “Recently an older lady came in and took a broken drawer out of her bag,” says Kate. “She asked me to sell her the screws and whatever tools she’d need to fix it. I sold her a few screws for £1.45 and repaired it for her myself then and there. You wouldn’t get that service in Homebase or Wilko.” She says that for her and Chris running Goldings is more than just a job: “We are merely the latest custodians of an institution that is here to serve the people of Bedford.”

Promotion

bira president Vin Vara runs a small fleet of green vehicles for his Tool Shop chain – and runs one for his own use

Go green, save money bira bank’s new vehicle loans are at a record low rate of 5.1% and are particularly appropriate for environmentally-friendly cars and small vans MARCH IS A great time to invest in a new vehicle as the first deliveries of the UK’s biannual new registrations arrive. But why is this necessarily a good opportunity for you and your business? The development of alternatively fuelled vehicles over the last five years, coupled with government grant schemes, has prompted a surge in purchases of private and commercial vehicle. The Society of Motor Manufacturers & Traders estimates more than 90,000 plug-in

vehicles had been registered in the UK up to December 2016, including 4,000 commercial vehicles. Over the past five years, bira president Vin Vara, owner of the Tool Shop chain in central London, has invested heavily in his fleet of electric vehicles, both for business and family use. Starting with a pair of Nissan Leafs, primarily for deliveries and transferring stock between branches, Vin quickly realised the potential for savings from running electric vehicles. He

Our lowest ever finance rate Available to you on all new vehicle finance until 30.4.17

expanded his fleet to comprise five electric vehicles, and added a Tesla Model S for his own use. bira bank funded the purchase of all five of the Tool Shops electric vehicles and his own Tesla S. And Vin isn’t alone in going green among the bira community. Some of the most popular vehicles bira bank has financed for members are the Tesla S, Mitsubishi PHEV, Porsche Cayenne SE Hybrid, Mercedes C350e and, of course, the Toyota Prius. Some of the key benefits of ultra-low emission vehicles (ULEVs) include: no road tax; exemption from congestion charges in central London; free parking in many UK locations (including central London); subsidised NCP rates; and free charge points (many of which provide a full charge in under 45 minutes). Reflecting the rapidly developing technology and growing range of ULEVs on the market, to further incentivise British motorists, the government has extended its plug-in car grant which offers up to £5,000 off a vehicle’s RRP (under £60,000) until March 2018. This scheme is worth more than £400m and aims to encourage more than 100,000 drivers to buy cleaner vehicles. Top tip: March also represents a great opportunity for bira members looking to update their vehicles for a nearly-new model as many used vehicles are traded in against the new registrations. Alongside its new vehicle promotion, bira bank is offering a used vehicle interest rate of 5.6% typical APR. Based on a £15,000 loan over 36 months, the monthly repayment would be £452.91 – and no deposit is required.

5.1

APR

Based on a £15,000 new vehicle loan over 36 months with a monthly repayment of £449.16

bira bank, 225 Bristol Road Edgbaston, Birmingham B5 7UB. bira bank limited is authorised by the Prudential Regulation Authority and regulated by the Prudential Regulation Authority and the Financial Conduct Authority (Financial Services register No. 204478).

MARCH 2017

Counterpoint / Frock Flogger

Why it’s good to talk with rivals Social media management, flood insurance claims, snow and uncooperative neighbouring independents – it’s all clogging the inbox of our new correspondent Frock Flogger. AMONG THE RANDOM thoughts of a frock flogger, I ask, how is it that global events affect a retailer in a small town in the North of England? How is it that my customers talk about how their disposable income is challenged? Will they go away on holiday as much as in previous years? Will they travel to Turkey, to France or to the US? Where is safe? What is likely to happen to the pound in their pocket? It’s all very well me stocking up my shop with fabulous merchandise sourced from the four corners of London and beyond, to then be told that prices and margins are hiking in opposite directions to that which I would like. I’ve been plying my own personal trade now for 38 years, woman and girl, and my other gripe is that the older I get, the harder I seem to have to work! As my years increase, so does my use of social networking. Now Twitter, Instagram and Facebook jostle for my time as much as magazine and newspaper advertising. Over the years, my shop has proved something of a magnet to other independent retailers who have opened up in our town, buoyed by the idea of us being a customer draw. We have all worked alone, however, and planned our Sales and events in isolation, hoping to steal a march on the competition. In 2015 we suffered the catastrophic Boxing Day floods that wreaked havoc on the smallest of shops and many houses. Trade ground to a halt, with visitors to the area being voyeurs rather than shoppers, there merely to marvel at our destitution. Personally, we were spared much, but still lost £30k of fridges and freezers (which served our café) and other electrical equipment stored in our cellars. So now we are negotiating with our insurance broker as our longstanding relationship nears breaking MARCH 2017

point due to unreasonable premium increases. I also have to deal with the living wage rises that demand we meet ever-increasing hourly rates. More importantly, do we increase all wages to maintain our differential? In all this, there is some good news. My small-town indie retailers have all started talking to each other. We now speak openly and honestly about trade and are working on initiatives that we will all join in with. There are, of course, still those who talk a good one but don’t want to invest in the production of information. But do you know what? I really don’t care about that any more. I am happy to share via my customer database news of their Sales and promotions. This is nothing to do with the chamber of trade or any other retail body. This is just good old-fashioned shopkeeping with posters advertising an event we will all be involved in, each shop presenting its own prize draw, raffle, discount or offer individually - but all on the same day. We are generating a website for the town with links to all our shops and, in time, I would love to explore a video walk around the town. Our local council produced one post-f loods, but it really didn’t feature the best of the shops - just a message on the London Tube that the northern hills would welcome visitors. Great. I have four different Facebook pages for separate elements of the business as the target customer is different for each facet. It’s confusing to know what I have posted where, so I use (social med ia ma nage ment dashboard) Hootsuite and other remind-

ers. I have a morning when I sit uploading photos and competitions. I’ve worked out triggers for customer likes and find the sophistication of Facebook adverts powerful. They will have their day, but for now, it works. Like any advertising, it’s about knowing which bit works, but there is something very satisfying in seeing what the age profile is of those who have opened and shared the event. Twitter is great for sourcing things and following a thread, but I find it not great for customer engagement. Instagram is versatile and immediate and I love the hashtags I can use to reach people who will never have heard of me. It’s far more scattergun in its destination but it makes me feel great to join a # trend. We have now set one up for our village and everyone has to use it each time they post something. You never know, we may go viral! But now, at the time of writing, it’s snowing. I have no customers in my shop and if they did come in, we are currently steaming cotton blouses and linen dresses. Woe betide anyone who might want a winter coat in February. “Wool sweaters are all in the Sale room, Madam. However, I do know a shop down the road that sells knitting wool. You could always knock one up? I’ll ring ahead and tell her you are on your way.” Solidarity, retailing sister!

Have your say Would you like to share your views and experiences with the bira community? We welcome contributions like Frock Flogger’s. You can write under your own name or under a pseudonym. If you are interested, please email editorial@bira.co.uk

The big interview

The little shop tha For their first venture into retailing, Dan Ebdon and Claire Gilham took on Pextons, a hardware business founded in York in 1933. Five years on, they enjoy being the latest Mr & Mrs Pexton

DAN EBDON WENT looking for a job and found himself a business. That, in a nutshell, is how he and his wife Claire Gilham came to be the proprietors of Pextons in York, an enterprise that proudly proclaims on its impressive website: Traditional Hardware Store, Est. 1933. This summer the pair will be celebrating five years in charge of Pextons. With its mass of products on the pavement, it is an unmissable fixture in the independent retailers’ haven that is Bishopthorpe Road, a mile or so from York city centre. As the pair are only in their early 30s, they are perhaps surprising owners of a concern that has been supplying the local community for more than eight decades. Life, however, sometimes takes unforeseen turns. Before buying the business, Dan’s retailing experience was limited to working part-time in an independent DIY store in rural Norway, of all

places. The couple – teenage sweethearts from York – lived in Norway for a couple of years as a post-university adventure and learned the language. When the Scandinavian sojourn came to an end when Claire was pregnant with the first of their two children, Dan found himself back in York “on a soulless industrial estate” in a business support call centre, using his language skills to help companies trade with Norway. Looking for a more satisfying role, he heard from a friend that Pextons was looking for a manager, so he presented himself at opening time the very next day. The owner informed him that he was looking for someone to buy the business, not a member of staff, so that same day Dan and Claire decided they should become the new Mr and Mrs Pexton, as the proprietors are always known locally. Within 24 hours they had secured the bank’s backing; the deal was sealed. MARCH 2017

“We lived locally, so knew of the shop’s reputation,” recalls Dan. “Claire wanted us to have some security and we had talked about having a shop, so it seemed the right thing to do.” The sellers were Frankie and Johnny Hayes, bira stalwarts who had run Pextons for 13 years and built it up to be DIY Week hardware shop of the year in 2010. They were on hand to answer any questions in the early days as Frankie runs Frankie & Johnny’s Cookshop a few doors away on Bishopthorpe Road (see bira Nov/Dec 2016), while Johnny is a city councillor and head of the newly-formed York Independent Business Association (see bira, January 2017). Dan worked in Pextons on Saturdays to get a feel for the business before the keys were formally handed over. So how have things worked out since Dan and Claire took control on 2 July 2012? “It’s all gone by in a bit of a blur,” says Dan. MARCH 2017

“We thought working for ourselves we might have more flexibility than in a 9-5 job, but it hasn’t turned out like that. I was a little bit naïve because in the shop in Norway there were often periods when we saw no customers. It’s never like that in Pextons! But we really love it.” The product list is extensive, to put it mildly, ranging from key cutting, pet food, ironmongery, tools, pocket money toys, shoe care, household cleaners, light bulbs, timber, mouldings, paint and even (as a delighted Twitter follower posted), table tennis balls. They like to describe Pextons as “the little shop that has everything”. In a clear division of responsibilities, Dan is the front man, the face of the shop, while Claire is the backroom controller, looking after the books and administration in the office. The team comprises seven part-timers and two fulltimers - Bobby Sixpence, who gave up working

in a tile warehouse to move to Pextons, and Tessa Hindle, whose service dates to the Hayes’ days. In the best tradition of a family business, Dan’s father Martin is one of the part-timers. Like many independent retailers, Dan finds recruitment of good staff a continuing challenge: “We receive lots of replies to our job ads, but the combination of skills in selling, product knowledge and customer service are usually sadly lacking, so it’s not easy to find people who match our high standards.” Pextons comprises two adjacent units served by an internal connecting ramp. Given that it was a well-run concern under the Hayes, the current owners have made only small changes to its product mix and infrastructure. “It was ticking over nicely when we bought it, so our changes have tended to be about lots of little things,” says Dan. “One of the first things we 

Photograph: Eric Musgrave

at sells everything



introduced was embroidered name badges for all the staff. A personal touch like that increase the customers’ trust in us, I think.” Claire’s degree is in English Literature, while Dan boasts a degree in Archaeology, backed by a Master’s in Archaeological Information Systems. While not textbook training for hardware retailing, Dan’s background has enabled him to embrace the digital era confidently and Pextons has a very well-organised website. Even the shop’s smart green-and-gold fascia prompts customers to “Browse & order online”. “We don’t do masses of online sales, but even local customers check our website first to make sure we have what they want,” says Dan. “They can order something and collect it in the shop.” His computer skills have also been applied to set up an online scheduling system for the staff rota which even sends alerts to team members reminding them of when they are due in. Another innovation is a computer-based system for making and tracking special orders, which is an important if time-consuming part of Pextons’ offer. “It is very normal for us to deal with 20 special orders a week,” says Dan. “It could be something in an unusual size or something for which we have only a limited selection in stock, such as fire grates. These are bread-and-butter for us, but special orders are very time-consuming and we do ask ourselves if it’s worth it. With the system I devised, however, it’s much easy to track when the special order arrives and just press a button to send an email to the customer to let them know it’s here.” Another necessary addition to the shop infrastructure has been a network of security cameras, fitted by the versatile Dan himself: “Early on, we discovered we had a worse pilfering problem than we thought, but we have brought that under control with a closed circuit of six high-resolution IP cameras.” One change that has not worked out as well as expected has been the introduction of a new EPOS system, which was meant to provide a unified view of stock across the shop and the website. With 15,000 lines in Pexton’s Aladdin’s Cave, this is very important. They chose a system that cost them about £5,000 over three years. As Dan wearily puts it: “It mostly works, but it could be better. Too often it is telling us that we have, say, 20 of an item in the shop, but no one can locate them. But we’ll have to persevere with it for now.” The shop layout and the product mix are topics that are concentrating the minds of Dan and Claire at present as they tackle the dilemma of how to become more efficient while maintaining the special charm, appeal and service of a

long-established, community-focused independent. “We have made a few changes to product offer in different categories. For example, we have added quality natural pet food to what was previously mainly pigs’ ears and trotters,” Dan explains. “Although our customers remain price-conscious, we also have gone slightly upmarket in some areas, such as introducing kiln-dried logs. People can appreciate the difference and are willing to pay a bit extra. “We have loads of allotments round here and our plants fly off the shelves at the right time of year. In cleaning products, we have added more modern ecological equivalents such as BioD but we retain the old favourites like Stardrops and bars of laundry soap. Pextons is like a cosy old dame of local retailing. I am really reluctant to drop any line because people expect to see them in the shop and buy them, but with the EPOS system we are getting a better idea of what actually makes us money.” A mammoth task would be to reformat the very crowded store to use the space better and make the ranging more logical. “About the only thing we have done physically is to have a local carpenter make us a new counter at the front of the shop. He built it to our specifications and it cost us only £300. But a total rejig of the layout is overdue. We need to rationalise the stock and where it is. For example, we have furniture wax in six different places, which doesn’t make sense. The 1960s fittings are not efficient as they should be, but I must admit the enormity of the task and the expense of ripping it all out and starting from scratch is daunting.” Possibly other bira members could offer some advice and encouragement to Pextons’ owners about how to approach such a challenge. The pair have valued the bira connection from the start. “Frankie and Johnny Hayes recommended the association to us and bira direct was so helpful for us when we first started. We were an unknown quantity to key suppliers, but the bira connection gave us credibility. We also Pextons Hardware, 11-13 Bishopthorpe Road, York YO23 1NA Founded: 1933. Current ownership since 2012 Size: 530sq ft Opening hours: M-S 8.45-5.30 Sun 10-5 Staff: Owners, plus 2 full-timers and 7 part-timers Sales: £352,000; 1% online Bira member since: 2012 www.pextons.co.uk/ @pextonshardware

use the bira insurance service and the card terminal package. Over the past few years, we must have had 20 different reps coming into the shop trying to win our card business, but it wasn’t until very recently that one managed to match the bira deal. But we are staying with bira.” Nearer home, he acknowledges the benefits of being in an independents’ stronghold like “Bishy Road” – it was named British high street of the year a few years ago – but he stresses that Pextons still must stand on its own two feet. “There is definitely a community feel here and I can pop to another retailer if I run out of till rolls, but I am not sure how much our neighbours actually benefit our sales figures,” Dan says. “The crowd that goes into one of the nice cafes or delis is not necessarily the crowd that wants to buy a mop, but having all the independent shops here does do wonders for the house prices!” Local deliveries are, of course, all part of the Pextons service. Its small liveried van is a regular sight in the district, with heavy bags of dog food a regular load. “Since we added more dog food, we have built up something like a milk round for pets,” jokes Dan, “and this is the sort of area where you can leave the bag on the doorstep if no one is in.” As well as learning how to run a busy hardware shop, Dan and Claire have had the delights of raising children Arthur, 6, and Bridget, 2, in the past few years. Their approach to Pextons has been evolutionary rather than revolutionary and sales have increased since summer 2012. As with many independents, word-of-mouth is their best marketing channel, but when they have something to say, the pair ensure the message is noticed. “We have an A-board outside the shop, which wouldn’t be allowed in York city centre,” says Dan. “I do Twitter and Facebook a fair bit, but we don’t have a consistent policy on posting. We find that leaflet drops are still effective for us, but we take a bit of care over them. We use thick paper, almost card, on which we have a local artist draw caricatures of the team to emphasise our personal touch.” One subject that does raise a groan from the current Mr Pexton is Christmas, which starts early for the business. “As soon as we come back from our summer holiday on the Yorkshire coast at the end of August, our Christmas tree supplier is emailing us, asking for our order. We loathe Christmas time in the shop. Having to carry in 550 Christmas trees while wondering if we will ever sell them is exhausting. We are busy all the time here but at Christmas, wow, we don’t have time to breathe from the beginning of November onwards. Still, it’s better than the alternative of being quiet!” MARCH 2017

Photograph: Paul Driver

The big interview

Pextons is like a cosy old dame of local retailing. I am really reluctant to drop any line because people expect to see them in the shop and buy them

Customers are

guided round the

mass of products

inside and out by a team that includes

Dan Ebdonâ&#x20AC;&#x2122;s father Martin.

Spring Fair report

Positive views for a challenging year The mood at the massive Spring Fair is a key indicator of trading prospects for 2017. We spoke to bira members and suppliers at the NEC to take the retailing temperature WITH 2016 FAST receding in the rear-view mirror of business, the talk at Spring Fair was all about what the new year would bring. While there was plenty of positivity in evidence – attendees at trade shows tend to be the more successful and more engaged retailers – there was no escaping the view that 2017 will present its own challenges, not least ongoing economic uncertainty and inevitable price rises. With 2,500-plus exhibitors across 14 halls in categories from Bed & Bath to Jewellery and Watch, and from Kitchen, Dining and Housewares to Greetings & Gift, bira members and their suppliers from many sectors had a unique opportunity to talk face-to-face across the main five days of the event at the NEC (Sunday-Thursday, 5-9 February). This season bira backed a new DIY & Home

Improvement section in Hall 10 and brought together selected bira direct suppliers in the dedicated bira DIY Village area. There was a general welcome for this initiative, given the cross-over between the hardware sector and many others at Spring Fair. The experiment to open the DIY area on Saturday 4 February (along with the Volume Gift & Home section in Halls 11 and 12) was not a success – how many independent retailers want to be out of their shop on Saturday? There were many experienced retailers and veteran suppliers at Spring Fair who are taking a pragmatic and realistic view of trading for 2017. A general view is that it is not going to be easy, but the passion and expertise of those committed to independent retailing will see most well-run businesses through.

DAVID JONES, CLAY CROSS DIY The arrival of new season’s deliveries has already put David Jones, of Clay Cross DIY in Derbyshire, in a confident mood. “We have had 30 tonnes of decorative stone chippings delivered, new lines in benches and a new selection of top soil and peat, so we are looking forward to the gardening products starting to sell,” he said. A regular at Spring Fair, he was pleased with his recent finds: “We have to avoid being undercut by the sheds, so I am here to find new lines and new suppliers. Last season I came across Nexus (a new bira direct supplier), which has a tremendous range of LED lighting that has become a strong seller for us. At Spring Fair 2016 we discovered imitation flowers, which have also been good. We have to come here to keep uncovering unique products.”

SIMON WRIGHT, STAX The purchase director of Stax Trade Centres, Simon Wright, was in realistic mood at Spring Fair: “This year will be challenging as we are going to feel the effects of several factors. The weather, with seasons apparently merging into one, is not doing our industry any favours. MARCH 2017

The

DIY hall proved a great move and the crosssell for us meant we saw a diverse range of retailers David Hibbert, joint managing director, Stax

There is over-supply in the high street, which produces price competition. And the economic climate is not promising, and that is not just about Brexit.” He confirmed that from now on retailers would have to deal with increased prices: “There is nothing that is not going up. We deal with more than 1,000 suppliers and their price increases are hitting right now. The range is between 7% and 12%.” On the DIY & Home Improvement area in Hall 10, Stax joint managing director David Hibbert commented: “Spring Fair was excellent. The addition of the DIY hall proved a great move and the cross-sell for us to other customers meant we saw a real diverse range of retailers who we wouldn’t normally gain exposure to.”

PAUL WRIGHT, MEYER On the Meyer stand in the K itchen, Dining a nd Housewares area in Hall 9, buyers saw more evidence of the aggressive sale and marketing support the cookware specialist is putting into the market for 2017, including sponsorship of the new ITV primetime cooking show The Secret Chef (see bira, February). More training videos and product launches were promised by managing director Paul Wright: “The wheels may be coming off the economy, but MARCH 2017

we are not waiting for an upturn – we are continuing to invest in new products, stock and marketing support.” Meyer has passed price increases of between 7% and 10% to the trade. “We held off until January, but we have not lost any shelf space. Our January order intake went to plan,” said Paul. “As for the show, attendance was disappointing both Sunday and Monday, Tuesday was better. The mood and sentiment was generally positive, although buyers’ optimism was tempered by concerns of price increases and inflation impacting demand.”

HOWARD THOMAS, CHAIN PRODUCTS bira direct supplier Chain Products exhibited in the bira DIY Village. Howard Thomas predicts that 2017 will be an “interesting” year for the trade: “We are all guessing which way it’s going to go, but January has been very good for us and we see plenty of optimism around.” On the new DIY area, he added: “Despite a somewhat low footfall, we were pleased with the interest in our stand and the quality of leads generated. The concept is very good one. The organisers now have a platform on which to grow, but they need to address the duration - three days would be sufficient.” 

ALISON APPLETON A visitor to Spring Fair regularly over the years, ceramic designer Alison Appleton made her debut as an exhibitor in Hall 9 with her range of teapots and related products. She spoke to bira’s Julie Holden at a bira seminar on the importance of connecting with other independent retailers. In October 2015, Alison opened Tea House in Lark Lane, Liverpool 17, to offer a wide range of teas, other drinks and food. “The general market I operate in has slowed down compared to five years ago, so now it’s all about carving out a niche. If you are in the right location, such as a foody area like Lark Lane, you can still do very well,” she said. “Opening my own tea room has been an education. People connect with you and what you are doing. Unlike suppliers, retailers get instant feedback.”

The general market’s slowed down, so it’s all about carving out a niche for your business 21

2017

SPRING

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Spring Fair report  DUNCAN & LORRAINE ZANKER, TRENDY HOME, CLEVEDEN There was plenty to keep Duncan & Lorraine Zanker busy at the NEC. The owners of Trendy Baby / Trendy Home, a varied store in Cleveden, Bristol, were looking for a wide range of goods from jewellery and watches to wellbeing products and from handbags to kitchenware. “We’ll be doing two days here but I’d love to be able spend more time,” enthused Lorraine. “We are optimistic about 2017 because with us if one section dips, something else is likely to be on the rise, so it all evens out.”

KATHY CLARK, CORELLE A debutant in Hall 9 at the show was Corelle, an American supplier of USmade dinnerware in Vitrelle, a tough triple-layered glass. Following market research, it has produced six patterns specifically for the British market. Kathy Clark, director of customer marketing for its parent company World Kitchens, said: “As a

first-time exhibitor, we found Spring Fair to be an essential event to meet with key contacts to launch Corelle dinnerware into the UK. Buyers were delighted that we had unique items, with consumer-validated designs and solid USPs.”

PATRICK GARDNER, T&G “To say I’m viewing 2017 with trepidation would be overstating it, but I am not expecting record results,” said Patrick Gardner, managing director of Bristolba sed exhibitor T& G Woodware in Hall 9’s Kitchen, Dining and Housewares area. “But we have been in business for 40 years, so we’ve learned how to be flexible.” He admitted that the company would be passing on price rises but declined to confirm

THE DICORATOS, M&K HARDWARE Husband-and-wife team Michele and Kanta Dicorato, who run M&K Hardware in the Guildhall Market, Bath, have been in business for 30 years. While they noted that the Brexit issue has drained some confidence from consumers, they take a pragmatic view, having seen plenty of trading ups and downs before. They were making their first visit to Spring Fair in about six years to help their son Tony to learn more about the industry. With about 10 appointments scheduled for Sunday, Tony stressed the importance of meeting suppliers face-to-face: “It’s worth coming

MARCH 2017

the figure: “We have postponed the introduction until March 1 to encourage buyers to order now.” Despite the tough market place, he sees reasons to be optimistic: “Spring Fair is the most important market in homewares and we have our most elaborate stand ever here. I am amazed how many new customers we have had coming on. I was pleasantly surprised in the optimism displayed by most of our customers. We all know it is tough, but the attitude was ‘We just have to get on with it’. Ordering was cautious but there was no doom and gloom. The type of retailer who makes the effort to attend Spring Fair will prosper.”

LISA WOODGER, THE COOK’S SHOP, EXETER Lisa Woodger (left), the owner of The Cook’s Shop in Exeter, and her manager Natalie Bergin had lots to cover at the NEC as they have been diversifying from being a specialist cookshop into selling more gifts, less expensive lines suitable for students, seasonal items for occasions like Mother’s Day, and more till pick-ups. They were particularly looking for new suppliers. “We like companies that help small independents with smaller pack quantities and carriage-paid  prices,” said Lisa.

here so your supplier means more to you than just an email and a brochure. Our main areas are DIY and hardware but we are always on the lookout for anything else we don’t know about. It’s worth coming to see what offers are available only at the show.”

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we did not come to Spring Fair, we would not still be in business

Spring Fair report

Carl Swanson, Riverside Interiors, Thurso

 GARY GORDON, KITCHEN KAPERS Veteran bira members Gary and Caroline Gordon, owners of Kitchen Kapers in Camberley, Surrey, were at Spring Fair for three days before heading to the Ambiente show in Frankfurt. “It’s important for buyers to come and see all that the suppliers have got to offer. We always find something new at the show. Often even an existing supplier has something we are looking for – they’d just never shown it to us before,” Gary said.

JEFF MOODY, BIRA Jeff Moody, managing director of bira direct, felt a positive atmosphere at the NEC: “The bira DIY Village in its new home in the DIY & Home Improvement section at Spring Fair has created a real buzz in the industry. It was

good to see so many visitors coming directly to us. Both the section and bira’s DIY presence were firsttime events and they surpassed my expectations, both in the number of visitors and the time retailers stayed. It has proved our move to the NEC was the right one for bira’s DIY supplier offering. The feedback from bira suppliers at the show was positive, with a very busy Sunday and constant traffic on the following days providing new customers and interest from existing ones. “I have been very impressed with the Spring Fair’s marketing that has produced such good attendance. Next year bira definitely will be

ANNE & CARL SWANSON, RIVERSIDE INTERIORS, THURSO Spring Fair pulls in buyers from across the country, but not many come as far as the team from Riverside Interiors in Thurso, the northernmost town on the British mainland, which is about 560 miles north of the NEC. At the event for the full duration, owners Anne and Carl Swanson, seen here with their colleague Andrew Buchan at the left, were in an upbeat mood and stressed the importance of seeing what was on offer. “We already have been given price rises of around 8%-10% by our suppliers, which we have passed on to our customers. But January trading has been very strong for us, so much so that we delayed our Sale until the start of February,” said Anne. “We have already been to the furniture show this

MARCH 2017

here again with our DIY village. Adding this sector to Spring Fair has enabled retailers who sell many products to visit one show rather two or three different ones within a month. Many members told me they were making a two-day visit as there was so much to see and buy.”

LYNN AND GRAEME CARTWRIGHT, STAFFORDSHIRE FARM SUPPLIES Graeme Cartwright of Staffordshire Farm Supplies, Ipstones, Stoke-on-Trent, was in a good mood due to improvements in the price paid to farmers for milk. “We hope this year will be better than 2016 when so many of our rural customers were hit by the fall in milk prices. They dropped from about 34p a litre to as low as 14p. An average dairy farm produces between 1m and 2m litres a year, so that’s a big loss. About 50% of our customers were hit by this, but the prices are heading upwards from the mid-20s again.” Like many visitors to the NEC, he is conscious of product price rises coming down the pipeline: “Since the middle of last year I have been buying stock to cushion against the inevitable price rises this year, but I can’t take any more in now. I’ve got to start selling.”

year and at Spring Fair we are here to find fresh things to add to what we have already. We just can’t stick with the same suppliers. We researched the show online before we came as there is so much to see.” Carl added: “Coming such a long way, we spend a full five days at the show. I can say absolutely that if we didn’t come to Spring Fair we wouldn’t still be in business.”

Product news March ON A ROLL WITH STIXALL An invisible double-sided tape with extreme power is how Everbuild describes its new Stixall on a Roll. Ideal for bonding glass or clear surfaces, it bonds virtually all materials, indoors and out, with outstanding adhesion. In 19mm x 2.5m packs, Stixall on a Roll is packaged in a high- quality printed hanging sleeve for easy display and features the familiar Stixall design. For more information, contact your sales representative, call 0113 240 2424 or visit everbuild.co.uk.

A QUICKER STRIPPER FIT AND FUNCTIONALITY In hard-wearing but comfortable DuraTwill, Canvas+ or Rip-Stop fabrics for long-lasting durability, the Snickers Classic Series 3 WorkTrousers have an advanced Twisted Leg design for a modern fit and outstanding working comfort. Cordura reinforcements on the knees and inside the holster pockets give extra strength, while the kneepad pockets are designed for the special KneeGuard positioning system for superior protection and comfort. In styles for men and women, the trousers have holster pockets and an easy-to-access leg cargo pocket with mobile phone and four pen/tool compartments. For more on Snickers Workwear, call 01484 854788, email info@snickersworkwear.co.uk or go to snickersworkwear.co.uk to download a digital catalogue.

New from Everbuild, the triple-strength, non-drip formula of Paint Away can remove in just one easy and fast application up to three layers of paint or varnish from masonry, wood, metals and most common building substrates. Brush the gel on to the paint, leave for 20 minutes, watch the paint blister and crack, then scrape away to fully remove it. Available in 750ml tins with 10% extra free, Paint Away works on most paints and varnishes on vertical and horizontal applications. Contact your sales representative, call 0113 240 2424 or visit everbuild.co.uk to learn more.

STEPPING UP WITH BELDRAY With a height of 1.65m, the 5-step aluminium ladder from Beldray is lightweight and strong and ideal for outdoor use, domestic use and DIY in the home. Featuring a large anti-slip platform and feet for added stability, and plastic feet to protect floor surfaces, it folds away for easy storage. For more details, contact sales@upgs. com, 0161 934 2283 and beldray.com.

SAFETY ON A KNIFE EDGE This Progress 5-piece set has all the knives a domestic kitchen could need. The unique Secure Bloc reliably locks and releases knives for a safer means of storage. Contact sales@upgs. com, 0161 934 2283 progresscookshop. com.

SHUT THAT DOOR SECURELY AND QUIETLY ABUS UK is introducing a comprehensive range of door closers that ensure entrance doors, front doors, internal doors and fire doors shut quietly and securely. Fire doors, for example, must be self-closing to comply with legislation. The ABUS top-fitting door closers are easy to install and are suitable for almost any door size and design. Options, ranging in size, strength and complexity, include the AC4223 (RRP £30 ex VAT), AC7023 (£60), AC7124 (£85) and AC7303 (£105). For full details, visit abus.com or contact the sales team on 0117 204 7000 and sales@abus-uk.com.

MARCH 2017

Want to sell to bira members?

To discuss appearing on these pages, contact mutimedia sales executive Simone Adams on 0121 446 6688 or email her on simone.adams@bira.co.uk

PRESERVATION AT THE PUSH OF A BUTTON All favorite cupboard foods can be kept fresher for longer with the new vacuum release preservation jar collection by Progress. Simply fill the container, and at the push of a button, remove the air to preserve and store â&#x20AC;&#x201C; itâ&#x20AC;&#x2122;s that easy. These are available in a variety of sizes. For more details, contact sales@upgs.com, 0161 934 2283 and progresscookshop.com.

A CONTEMPORARY COUNTERTOP COLLECTION The kitchen can be kept tidy and organised with this stylish steel and bamboo Progress canister and bread bin collection. Each container has a bamboo and silicone lid, which keeps it airtight and secure while preserving the goods for longer. The range comes in contemporary neutral colours to suit any kitchen. For more information, contact 0161 934 2283, sales@ upgs.com and progresscookshop.com.

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With the chemical-free Salter Pre-seasoned Pan For Life range, the more it is used, the better it becomes. This takes professional black steel cookware to the everyday consumer. Contact saltercookshop.com, sales@ upgs.com and 0161 934 2283 for details.

Megastone is an innovative new coating from Salter, born from the need for functional, durable cookware. Hard and longlasting, it will stand the test of time. Megastone coating is 2-3 times stronger than popular marble and aluminum cookware. It can be used with metal utensils and will remain scratch-free. For more, go to www. saltercookshop.com or contact sales@upgs. com and 0161 934 2283.

HOT AND COLD REFRESHMENT Drinks are kept at the perfect temperature for longer with the sleeklydesigned Progress Thermal Flasks. These are insulated to keep juice, smoothies, water, wine, cocktails and beer cold for up to 24 hours, and tea and coffee piping hot for up to six hours. It is perfect for the commute, picnics, festivals or where refreshment is needed on the move. Contact 0161 934 2283, progresscookshop.com or sales@upgs.com.

FOR LARGER, DEEPER, WELL-FILLED SNACKS A variety of delicious snacks with extra tasty fillings can be created with the Salter XL 3 in 1 Snack Maker. It comes with extra-large interchangeable top and bottom waff le, doughnut and sandwich grill plates, which allow for larger, deeper, well-filled snacks. The non-stick cooking plates release the snacks without tearing or crumbling, making

cleaning easy with no scrubbing. The XL 3 in 1 Snack Maker is easy to use. It has with Power On and Ready indicator lights with automatic temperature control. With 900W power, waffles, doughnuts and toasted sandwiches can be made in minutes. Recipes are included with the maker. For details, contact sales@upgs.com, 0161 934 2283 and saltercookshop.com.

VERSATILE VITREOUS ENAMEL FROM RUSSELL HOBBS Made from highly durable but lightweight vitreous enamel, this Russell Hobbs roasting range is designed for easy and simple cooking. The pieces can be used daily for most foods, including poultry, lamb, vegetables and potatoes. The various shapes can withstand temperatures up to but not exceeding 230C/Gas Mark 8 and are easy to clean. For more, contact 0161 934 2283 and homewares. russellhobbs.com. MARCH 2017

Looking for a quick way to quality? Looking to ForLavor A Quick Welcome Way To Quality?

Lavor may be a new brandTo nameLavor to you, Welcome but it was founded in 1975 by entrepreneur GiancarloLavor Lanfredi in Suzzara in the maybe a new brand name to you Lombardy Italy. As the company butregion it wasof founded in 1975 by an Italian grew, production of specific machines was entrepreneur Giancarlo Lanfredi in the town of relocatedMr. to Pegognaga and Milan. Pegognaga in theorLombardy Over the past 40 years so, Lavorregion has of Over the next forty years or so Lagrown toItaly. become a global company and vor has grown to become a Global coma worldwide leader in the industrial and pany and worldwide leader in industrial domestic&cleaning industry acquiring domestic cleaningbyindustry. Offering various leading and diversifying its a wide brands and diverse range of cleaning machines for the Professional own range to offersuitable innovative products of and Domestic markets. From household excellence. pressure washers and vacuum cleaners The aim of the company is to offer a to the professional range of pressure tailor-made range of cleaning solutions washers, vacuum cleaners, wet and dry required systems, by retailers and end-users. offers sweepers, steam Itcleaners, a diverseash range ofand cleaning machinesThe for Lavor vacs floor polishers. brand offers manufacturing assurance the professional and domestic markets, highest standards meeting all covering of all the kinds of cleaning applications, recognised quality certification.Today both indoor and outdoor. Lavorwash employs over 300 staff and Its selection stretches from household around 200 associates with operations pressurebased washers and vacuum in France, Spain,cleaners Poland, to Brazil, a professional range pressure washers, China and theofUnited Kingdom. The Lavor U.K. office is based in St. Helens, vacuum cleaners, wet and dry systems,

sweepers, steam cleaners, ash vacs and floor polishers. The Lavor brand is manufactured to the highest standards, meeting all recognised quality certification. Today Lavorwash employs over 300 staff Merseyside and offers technical supand around 200 associates with operations port and advice.The aim of the company based France, Spain, Poland, Brazil, is to in offer a tailored made range of cle-China and thesolutions United Kingdom. Itsthe UKretailers office, aning required by and end wants to enter the based in Stusers.Lavor Helens, Merseyside, offers U.K. domestic by working with technical supportmarket and advice, the Independent Retailers to offer a Lavor wants to enter the British domestic quality product range exclusively targemarket by working with independent ted at their customers with competitive retailers to offer a quality range promotions. Products thatproduct will not be diexclusively targeted theirorcustomers scounted by the DIYat sheds catalogue with retailers. For this reasonespecially Lavor havewith apcompetitive promotions, proached BIRA become a long-term products that willtonot be discounted by the supplier to the membership. The U.K. DIY sheds or catalogue retailers.

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For this reason, Lavor has approached bira to become a long-term supplier to its membership. The UK sales operation is spearheaded by Marco Rossi, who is looking forward to meeting bira members at events Lavor Sales operation is spearheaded year.who is looking by throughout Mr. Marcothe Rossi, forward to meeting BIRA members at events throughout the year.

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MARCH 2017

Retail law

Getting ready for the GDPR From May 2018 the General Data Protection Regulation will tighten privacy laws. Here Nigel Miller and Josey Bright of law firm Fox Williams explain the implications of the GDPR and why independent retailers need to start planning now to be compliant

DATA PROTECTION AND privacy laws will change substantially on 25 May 2018 when the General Data Protection Regulation (referred to as the GDPR) comes into force. As a result of the changes, the obligations on businesses in relation to personal data will be much more onerous. And the penalties for non-compliance will be much higher, with the maximum fine set at the greater of €20m (or sterling equivalent) or 4% global turnover. These changes will apply to all UK businesses irrespective of Brexit. The GDPR builds on many of the same principles as are in the current Data Protection Act. If you are complying properly with the current law, then you have a strong starting point. But there are important new elements, and some things will need to be done differently. Information you hold Typically, the data which independent retailers hold includes employee, supplier and customer records. The GDPR will apply where this data is held on computer or in a hard copy file. You should document what data you hold, where it came from, how you use it and with whom you share it. Doing this will also help you to comply with the GDPR’s “accountability” principle; this requires businesses to be able to show how they comply with the data protection principles, for example by keeping records of their data handling and having effective policies and procedures in place. Privacy policies You should review your current privacy policies and plan to make any necessary changes in time for the GDPR in just 14 months’ time. When you collect personal data you currently have to give people certain information (usually through a privacy policy), such as your identity and how you intend to use their information. The GDPR requires additional information to be provided. You will need to explain your legal basis for processing, your data retention periods and let individuals know that they have a right MARCH 2017

to complain to the Information Commissioner Office (ICO) if they think there is a problem with the way you are handling their data. The GDPR requires this information to be provided in concise, easy to understand and clear language. Consent You should review how you are seeking, obtaining and recording consent and whether you need to make any changes. Consent has to be a positive “opt-in” indication of agreement to personal data being processed; it cannot be inferred from silence, pre-ticked boxes or inactivity. If you rely on individuals’ consent to process their data, you must make sure it will meet the new higher standards required by the GDPR. If you collect information about children (in the UK this will probably be defined as anyone under 13) then you will need a parent or guardian’s consent. Individual rights On the whole, the rights individuals will enjoy under the GDPR are the same as those under the current law but with some significant differences. In privacy policies and the like, you have to inform people of their rights under the GDPR which include subject access, data portability, the “right to be forgotten”, the right to rectify data and to restrict processing. In addition, people have the right to object to their information being used for the purposes of direct marketing, including profiling. This is a good time to check your procedures and to work out how you would react if, for example, someone asks to have their personal data deleted, or asks you to stop sending them marketing material. Data security Cybersecurity is continuously in the headlines. Data security breaches can put individuals at risk and cause them loss; they also expose the

business to reputational damage, claims, fines and other potentially serious consequences. As at present, data must be processed securely to prevent against unauthorised access or accidental loss. Encryption of data is a key measure, as is “pseudonymisation” which can help protect data if it is lost or unlawfully accessed. A major change introduced by the GDPR is a requirement to notify the ICO of a data breach without undue delay and where feasible within 72 hours unless the data breach is unlikely to result in a risk to the individuals. If this is not possible you will have to justify the delay to the ICO. You should start now to make sure you have the right procedures in place to detect, report and investigate a personal data breach. Exceptions for SMEs Broadly the GDPR applies to all businesses, irrespective of size. There are some exemptions for SMEs with fewer than 250 employees; for example, SMEs do not need to maintain a record of occasional data processing. One small item of good news is it will no longer be necessary to file an annual notification of data processing with the ICO. Next steps With a little over a year to go, it is important to take stock of your current data protection compliance, to consider which of the new obligations are likely to impact on you and to prioritise accordingly. With the potential for high fines, as well as the fact that good data protection practice helps build trust and can act as a competitive differentiator, businesses need to start work now on becoming compliant with the GDPR. Nigel Miller is a partner, and Josey Bright is an associate, with City law firm Fox Williams LLP. They can be contacted on 020 7628 2000 or by email to nmiller@foxwilliams.com or jbright@ foxwilliams.com

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GP506

bira notices

The membership magazine of the British Independent Retailers Association

Neil Mackay DIY Week Industry Personality of the Year

Published 10 times a year by bira publishing Editor Eric Musgrave 07702 628848 eric@ericmusgrave.co.uk Design Alan Bingle 07949 024737 alan@forty6design.com Multimedia sales executive Simone Adams 01295 713329 simone.adams@bira.co.uk Publishing director Sarah Golden 0121 446 6888 sarah.golden@bira.co.uk All advertising and editorial enquiries editorial@bira.co.uk Printed by Buxton Press bira, 225 Bristol Road, Edgbaston, Birmingham B5 7UB Tel 0121 446 6688 Fax 0121 446 5215 www.bira.co.uk bira national president 2016-17 Vin Vara, Tool Shop, London CEO Alan Hawkins Finance director John Collins Marketing, membership & publishing director Sarah Golden Commercial director Jeff Moody Professional services & special projects director Bob Jarrett bira membership magazine incorporates bira alert, Hardware Today, Cookshop, Housewares & Tabletop and Pet Product Focus. If you would like to reproduce anything from bira member magazine, please contact the editorial team for permission. While every effort is made to ensure the accuracy of the material we publish, bira publishing cannot accept legal liability for any errors or omissions, nor can they accept responsibility for claims made by advertisers or contributors. Unless specifically stated, goods or services mentioned are not formally endorsed by bira. Views of the contributors are not necessarily those of bira. All rights reserved. © 2017

The unmissable event for independent retailers Progressive bira members will be gathering in Bristol on 8 May for this year’s stimulating and inspirational conference - register to join them BOOKINGS ARE NOW being taken for bira’s 2017 Conference on Monday 8 May at Bristol’s Marriott Royal Hotel. Retailers can pick the most relevant sessions for them and their business, getting practical retail solutions, and best practice advice from some of the retailing sector’s leading minds. The conference starts at 10am and will wrap up at 4pm, ready for the British Independent Retail Awards in the evening. THE LINE-UP SO FAR: NEW Retailer Address confirmed The DIY Week Industry Personality of the Year, Neil Mackay of Mackays of Cambridge (shown above), alongside his brother Duncan, will give the Retailer Address on the morning of the conference. Jonathan Reynolds Jonathan Reynolds, academic director at the Oxford Institute of Retail Management, will discuss the structures, skills and capabilities retail enterprises will need if they are to be successful in the new retail landscape. Laura Tenison, founder of Jojo Maman Bebe Laura Tenison will describe how she went from borrowing £2,000 from her brother after four high street banks turned her down to being the leading independent mother and baby brand in the UK.

PERSONALISE YOUR DAY This year, you can create your own event agenda, choosing which sessions best suit you and your business needs. Choose from (with more to be announced shortly): l Brand specialist Phil Dean, from creative agency Certain, who will give retailers the inside track on how to create a compelling and competitive brand fit for the future. l Google Digital Garage (above) will empower delegates to make their business more visible online to help new customers find their business through search optimisation (SEO), local listings and search engine marketing (SEM).

RESERVE A CONFERENCE PLACE

Book your ticket for as little as £95 +VAT at bira. co.uk/conference2017 or events@bira.co.uk

ENTER THE BIRA AWARDS NOW

You have until 31 March to enter the British Independent Retail Awards 2017. If you have a super business, a brilliant team, or if you want to shout about your charity fundraising, we’d love to hear from you. To find out more and to see all the awards you can enter, visit bira.co.uk/conference17

We welcome our latest new members

Adelos Dewsbury, Yorks; AL Agri Forfar, Angus; Ball & Ball Farm Services Gunnislake, Cornwall; Bespoke Barton Le Clay, Beds; Bowring Transport Mansfield, Notts; Flame Hold Barnetby, Lincs; Frillys Oldham, Lancs; G E Tools Deeside, Flintshire; Gilbert’s Equestrian and Country Hereford; Home by tea Southwell, Notts; Homecraft DIY Tonbridge, Kent; Kondi Henleaze, Bristol; S D Mechanical Engineering, St Neots, Cambs; Shirebrook DIY Home & Garden Shirebrook, Notts; Stationery Supplies Marple, Cheshire; The Linden Tree Cockermouth, Cumbria; The Studio Southampton, Hants; Whites Engineering Services Bedford.

MARCH 2017

The last word

Tony, Francesca and Christine Canueto ensure everything goes swimmingly at Pools Plus, which is now 35 years old

Francesca Canueto POOLS PLUS, READING NOT ALL BIRA members run a conventional shop. Swimming pool installation and complementary landscaping is the speciality of Pools Plus, a family firm celebrating its 35th anniversary. Francesca Canueto tells the story.

You must be the only bira member to operate as a tenant of a Wyevale garden centre. How did that come about? My father Tony Canueto was born in a tiny village in Spain and came to England in the early 1970s as part of a trip round Europe. He settled here, worked on building sites, taught himself landscaping, and met my mother Christine. Shortly after they were married in 1981, they founded Tony & Co. As the business gained momentum locally, Ian Simpson, the manager of Kennedys garden centre on the A4 near Reading, asked them if they’d like to do something with a derelict patch on the site. My dad had a good reputation for landscaping and had done some swimming pool installations, so in 1986 he set about transforming the abandoned timber buildings, wild gardens and crumbling swimming pool. He has since added two more swimming pools and a hand-crafted pond complete with waterfalls and some 20 tonnes of rock. We stayed after Kennedys was taken over by Wyevale in 1999. We have always built up our reputation through word of mouth.

The official company name, Tony & Co, is a good description, isn’t it? Absolutely. It is a real family business. Dad is the creative one, even though he is not the sort to bother with blueprints and plans. He just does things by eye and instinct. Mum, who had

Personally speaking Main hobby: I love history, particularly anything Tudor. As I have a toddler, Bebe-Rose, getting quiet time to read about it is a rarity. I enjoy

worked in fashion retailing in London, set up the retail shop we have on the site. She stocked it at first solely on a sale-or-return basis after striking a deal with a man called Dick Goodall from a supplier called Aquatech. Her first customer was a Mr Adams, who bought a floating chemical dispenser for just £8. We employed my mum’s sister Diane for a long time and my cousin Malcolm works on Saturdays. We are five full-timers and three part-timers

one about twice that size as a practice pool for professional swimmers, but that’s unusual. The cost for a pool is about £35,000, which people think of as a lot of money, but it’s a lot less than many people spend on a new car or an extension to the house. As well as being a leisure amenity for the family, a pool adds value to a house. We install about 10 new pools a year but we also do a lot of refurbishing and servicing of others. In the retail store, we sell everything you might want for a pool, including the chemicals, items for maintenance, brushes, automatic cleaners, safety covers, swimming costumes, pool toys, patio furniture, parasols...

Excuse the pun, but you are fully immersed in the business too... I’m born and bred. I started working here parttime as a teenager in the late 1990s. Most of my work now is in the office but I am very proud to be one of the few women in the country to be a certified technician of the Institute of Swimming Pool Engineers, a qualification I got in 2007. I can discuss all the technical aspects of swimming pools with customers.

What is the busy season for swimming pools? Understandably people want them ready for the summer, so our busy time for installations is from November to April. Our catchment area for building pools is about 20 miles, but we do servicing to about a 30-mile radius. We concentrate on domestic swimming pools in Berkshire, Oxfordshire and Buckinghamshire.

What’s your product range like? The standard domestic pool we do is about 10m by 5m, or around 33ft by 16ft, sloping from 3ft to 6ft deep. We have done the odd

spending quality time with my fiancée Martyn and Bebe-Rose, walking, swimming, settling down to a film and simply being together. Favourite food: Anything cooked by my Dad. You can’t beat it! Favourite drink: Anything from my Mum’s “pub”. (Yes, she has

Why did you join bira in 1998? Being next to the A4, we are physically set apart from the high street, but we are a retailer just like so many other bira members. We want consumers to view us like that and us being part of the national association for independent retailers provides them with assurance and confidence they can trust us.

Have you seen any strange pools? A property developer asked us to put the Playboy Bunny logo in tiles on the floor of his pool. One we were asked to service was shaped like a coffin, complete with black lining. Another was in the shape of a grand piano with black and white tiles in a keyboard pattern. We’d always recommend keeping it simple so you have something that is timeless.

Any famous customers? We have a few but must protect their anonymity. My dad can claim to have had the Queen Mother as a client for his landscaping business. When he delivered goods to Clarence House, she used to chat to him about gardening.

built a pub in her garage!) Best holiday: A trip around the US with Martyn — we took in New York, Las Vegas, San Francisco and Hawaii. Business hero: All the unsung heroes — the warehouse workers, delivery drivers, refuse collectors,

support teams, who are all invaluable to any business. Pools Plus (Tony & Co), Wyevale Garden Centre, New Bath Road, Twyford, Reading RG10 9SB poolsplusllp.com

MARCH 2017

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