BMM Nov/Dec 2018

THE MEMBERSHIP MAGAZINE OF THE BRITISH INDEPENDENT RETAILERS ASSOCIATION ISSUE 22 | NOV/DEC 2018

Style Partners in

After 14 years Elaine and Richard Graham have rebooted One 40, their lifestyle store in Cranleigh, Surrey

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Comment

Let’s hear it for our winners CEO Andrew Goodacre is impressed by bira’s innovative high achievers

Cover photograph: Ian Macaulay

IT IS ALWAYS great to celebrate success and recognise some of the best achievements in our business. On October 3 I attended the Excellence in Housewares Awards in London, an event celebrating retailers of all sizes, as well as their suppliers. I am delighted many of the winners were bira members (see p5).

I was particularly thrilled to see our own Potters Cookshop in Hockley, Essex carry off a trio of awards, concluding with the accolade of representing the UK at the Global Innovation Awards in Chicago next March. This achievement is testament to the hard work and love that Tom Carter and his team put into their business. Potters is the epitome of a progressive independent retailer, providing excellent service, wonderful experiences, knowledge, and products that people want. bira itself had reason to celebrate last month when we received two silver accolades at the Association Excellence Awards, which recognise the work done by member associations across the UK. Our awards are for our member

IN THIS EDITION ISSUE 22 NOVEMBER/DECEMBER 2018

This is your bira magazine, so share your news, views and ideas with like-minded retailers by contacting us at editorial@bira.co.uk All contributions will be gratefully received NOVEMBER/DECEMBER 2018

newsletter and for this magazine. We have worked hard in the past two years to improve our communications to the bira community and hopefully you enjoy the results.

Back on 11 September, we launched our manifesto to reduce business rates. We are asking the government to introduce a £12,000 allowance for all businesses as we believe this is easy to implement and will help the vast majority of independents. In October we took our campaign directly to MPs. In the past couple of weeks, I gave evidence to the select committee looking at the health of the high street. A select committee is a group of politicians from different parties, chosen to report and advise on a particular subject. The consideration of the state of the UK’s high streets gave bira the perfect platform to have robust discussions on many key areas of concern, such as parking, planning and, most importantly, business rates. This committee, which will make recommendations to the relevant government departments, was clearly sympathetic about

business rates, but I fear that the government is dragging its feet on this.

Additionally, I have met with individual MPs to explain the needs of independent retailers.

As well as our rates proposal, we also discussed retail crime, which increasingly is being ignored by the relevant authorities. My message to all MPs is clear – if they want to preserve the communities in their constituencies, they need to preserve the high street and its independents.

I really believe that diversity and innovation are the lifeblood of such independents. In today’s challenging market, they must respond to consumer trends and offer something different, as many Excellence in Housewares winners do.

I have seen many examples of retail innovation as I travel the country meeting our members. I was particularly interested by a barber shop that has installed a drinks bar.

This is a splendid example of diversification and entrepreneurial flair, but my one pressing question is this – would I trust myself to have a sensible haircut after a couple of drinks?

news for 2 Trade all bira members

rates 7 Business battle continues

will shopping store gloom 8 How look in the future?

12No at Browns

Excellence in Housewares winners, succeed by working smarter, RDT's big bonus

bira's campaign keeps the pressure on the Treasury to offer £12,000 relief allowance

How big will the backlash against the domination of online be?

Constant investment, product innovation and high service levels are Nick Brown's formula

27 Counterpoint: Nicky Naque Not much time to review 2018 as our fashion and giftware queen is planning 2019 already

Big Interview: passwords 16The Partners in style 21Reset to keep safe

Last Word: 32The Stu-Pots, Oundle

At One 40 in Cranleigh, Surrey Richard & Elaine Graham have created a dream lifestyle store

His parents named their shop after him and after 25 years Stuart Blow has got used to the idea

Cyber Aware wants you to tighten up your digital defences against hackers

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TRADE NEWS

bira magazine makes the news

Alan Hawkins, bira’s recently retired CEO, was put into the spotlight at the Excellence in Housewares Awards in London on 3 October when he was presented with an honorary achievement award to mark his long service to the industry. Alan joined the old BHF, a precursor to bira, in 1985 and was CEO for 12 years.

Save a little or a lot with our bank's deals SINCE BIRA BANK launched its regular savings account last year, bira members have been able to save between £25 and £500 a month by standing order, with easy instant access and up to two withdrawals per year.

Many high street banks attract your custom by advertising high interest rates but limit the amount you can put away each month. After listening to your feedback, bira bank is increasing the maximum amount you can pay in per month from £500 to £1,000.

This is the highest in the marketplace and unlike with many high street banks, bira bank’s interest rates stay competitive at a variable rate, currently 2.5%, regardless if you’ve had an account for two months or for over a year.

To find out more or to open an account, visit bira.co.uk/services/ bank/savings/regular-savingsaccount/ or call Frank Burton or David Pears on 0121 446 6688.

2

Some of the bira team who work on the magazine and the newsletter attended the awards lunch at the Kia Oval in London, including honorary life member Gary Gordon (right), who chairs the bira publishing committee on behalf of the membership.

THIS MAGAZINE, AS well as bira’s member newsletter, came away with silvers at the annual Association Excellence Awards, which recognise the work done by member organisations nationwide.

The awards’ judges said of the publication: “A great-looking magazine with an effective use of members by making them the main focus and highlighting content written by members, for members. The magazine has a modern and contemporary look and feel, complemented by their online offering. The integration with other communication channels was wellconsidered and executed. The reader feedback was positive. The magazine itself is engaging and vibrant. There is a nice feel through the publication, with excellent use of photography.”

The magazine was launched in October 2016 to replace various sectoral newsletters and pro-

vide bira’s members with a unified communication medium. Published 10 times a year, it is edited by ex-Drapers editor Eric Musgrave and designed by Alan Bingle of London-based Forty 6 Design.

Eric commented: “It was a pleasant surprise to be nominated and to nearly grab the top award at the first attempt, especially as the magazine is aimed specifically at the bira community, not the wider world. We will be hoping to go one better next year, so we would welcome ideas from readers about how we can improve the magazine.”

Kate Godber, the coordinator for the magazine at bira HQ, said: “We were absolutely thrilled to come away with two awards. We are very proud of our member communications and to see this recognised by the esteemed judging panel is very special. Members are at the heart of everything bira does and the magazine is the epitome of that.”

Commons debate keeps pressure on rates BIRA IS WORKING on an impact assessment for the government to support its proposal for a £12,000 business rates allowance for small businesses. Treasury minister Mel Stride welcomed the opportunity to see how administration costs for Small Business Rates Relief would be reduced by switching to a £12,000 allowance during an Adjournment Debate in the Commons on 9 October. (See page 7).

The debate was led by bira supporter Sir Geoffrey Clifton-Brown, Conservative MP for The Cotswolds, and follows the launch of bira’s proposal to MPs at the Houses of Parliament on 11 September.

Andrew Goodacre, bira CEO, said: “What was clear from the Adjournment Debate was that we are making great progress getting the government

to listen to our proposal. We welcome the opportunity to continue our discussions with Mel Stride and the Chancellor’s special advisors to show how our proposal will help all small retailers, as well as be cost-neutral to the Government. The fight for a level playing field for retail goes on, but we should be extremely encouraged by this crucial topic being debated in the House of Commons.” bira members are encouraged to continue to share bira’s Rates Manifesto with their local MPs to emphasise the effects rates are having on their business and their high street. The manifesto can be downloaded here: http://bit.ly/bira-ratesmanifesto-2018 .

NOVEMBER/DECEMBER 2018

TRADE NEWS

Work smart and work hard to regain the good times COMMENT

Eric Musgrave Editor bira magazine

WITH ABOUT EIGHT weeks to go until Christmas is upon us, it is worth remembering that changing consumer shopping patterns mean that the seasonal bonanza is not as reliable as it used to be.

The discounting culture that afflicts many major retailers – exemplified by the craziness of Black Friday, which is on 23 November, and its various extensions – is certain to be very pronounced this year given the wellsteep slowdown in high street sales.

Of course, there will be some sort of spike in business between now and 24 December, but the smarter retailer will not be relying on this to make up for 11 months of indifferent performance at the cash register. If 2018 has taught us anything, it’s that we cannot rely on the weather, traditional seasons, or consumers’ former habits. Perhaps it might be prudent to expect the unexpected this festive season.

The latest High Street Sales Tracker (HSST) from BDO, which outlines weekly like-for-like (LFL) sales changes of some 85 or so retailers which operate about 10,000 individual stores across fashion, lifestyle and homewares, reveals a tell-tale flat picture in September.

Total LFL sales were almost level at just +0.3%.

Total in-store LFLs were down by -2.7%, marking the eighth negative month for in-store sales in a row and the twelfth month since in-store sales growth exceeded 1%.

Total non-store LFLs – covering online and mail order - were up by +11.6% this month, but this was

the third lowest increase so far this year and the lowest September non-store increase since the HSST records began for that channel in 2010.

The BRC-KPMG Retail Sales Monitor for September, which is dominated by the figures of the largest retailers, revealed that over the three months to September, in-store sales of non-food items declined 2.7% on a total basis and 4% on an LFL basis, which is in line with the 12-month total average decline of 2.7%.

Online sales of non-food products grew 5.4% in September, the lowest growth since January and below the 3-month and 12-month averages of 6.7% and 7.1% respectively.

So, no one should be banking on a bumper Christmas, but how long can we expect trade to remain like this?

Nicholas Brown of Browns of York, whose department store business I profile on pages 12-13, contributes to a Bank of England survey of retail performance. He was told recently by analysts at the bank that the volatility in the retail market can be expected to continue until October 2019.

“If online has at least 18% of the market and retail space is still being added at places like Meadowhall, we can’t expect things to stay as they are,” he says. “Common sense says that the high street will suffer and, who knows, we may lose 20% of what’s there now. There are lots of businesses that might fall away. High streets might end up looking different, not just dominated by retail. But I am confident things will be good for those focused retailers who can survive the turmoil and get to next autumn.”

So, working smart will be just as important as working hard to ensure that you get your fair share of the consumers’ reduced spend. Happy trading – let us know how you get on. Our next edition will be published in early January.

Smarter retailers will not rely on this Christmas to make up for 11 poor months

Health stores’ work is recognised THE NATIONAL ASSOCIATION of Health Stores, which joined bira earlier this year, won the UK Health Radio Outstanding Contribution to Health, Wellbeing and Lifestyle Industry Award, for its contribution to promoting and protecting specialist health food stores.

UK Health Radio recognised the NAHS’ commitment to driving forward the UK health food trade in spite of increasing competition from supermarkets and the internet.

The awards organisers said: “Good independent health stores are integral to the whole natural health industry, the work of practitioners and the availability for the public to choose and access natural health care and remedies. We recognise that good health stores and support of these, contribute to the availability of remedies and treatments, by providing local centres where they can be accessed with the best standards of advice.”

Avril McCracken from the NAHS commented: “The NAHS is both delighted and honoured to accept this award, which recognises the selfless hard work our dedicated committee of health store owners have contributed to promote and protect the interests of their fellow retailers.”

Reboot for Suffolk fashion shop AFTER TRADING AS Déjà Vu Boutique for six years on the outskirts of Ipswich, Suffolk, owner Mandy Errington (left) has reinvented her fashion enterprise, relocated to larger premises in the city centre and renamed the business DJV Boutique.

The new site is 10 Cox Lane, off Carr Street, and boasts more floor space with contemporary interior styling. Mandy says she NOVEMBER/DECEMBER 2018

decided to commit to the expansion and investment to encourage more footfall and provide an accessible fashion destination for those who appreciate individual styles in womenswear, bags and accessories.

DJV, which opened its doors on Saturday 6 October, carries commercial fashion brands such as French Connection longside more niche labels.

Even the effects of a bit of autumn rain cannot dilute the happy sentiment of this sign we spotted on our travels.

Have you got a sign to encourage people to shop with you and other independent retailers? Send us a picture to editorial@bira.co.uk and we will be happy to publish the best in the magazine.

3

TRADE NEWS

Cash flows in for Rainy Day Trust’s 175th fund

The Rainy Day Trust’s 175th anniversary this year has inspired supporters to go far more than just the extra mile to raise money for the home improvement industry charity.

STEPPING UP TO the RDT’s #Challenge175 with spectacular results was “69-years-young” John Poore, who retired five years ago after selling Poores of Acton to Lawsons Builders Merchants.

An honorary life member of bira and a trustee of RDT for more than 30 years, John was housebound in a wheelchair for seven months in 2016-17 due to a leg infection. Having recovered, he decided to embrace the charity’s challenge for supporters to raise £175 with an ambitious four-way strategy that comprised cycling 17.5kms (about 11ml), walking 5kms (about 3ml), losing at least 17.5lb (8kg) in weight and – the hardest bit, says John – staying off alcohol for 17.5 days.

Between 29 June and 30 September all the targets were smashed as John raised more than £10,200 (including Gift Aid) by dropping 2st (13kg), avoiding booze for 20 days, completing TWO 17.5km cycle rides in 2hrs 18mins and doing his 5km walk in 1hr 17mins.

“My Just Giving page was exploding with generosity and I was amazed at the support of my family and friends. I sent everyone a personal thank you email, not only a Just Giving one, and that prompted a further £1,000 in donations,” says the new slimline John. “I feel a lot better for the training and execution and will keep going, hopefully, to lose more weight. It was fun doing it.”

In the West Country, Liz Lawson, of Lawsons of Plymouth, got on her bike for the RDT, pledging to complete three 100km (60ml) sportives or organised cycle events in a month. “I knew it would be challenging but didn’t realise how

4

hard it would be!” Liz confessed.

On 15 September she completed her first ride with 17 other female cyclists. The Land’s End sportive on 14 October was wet and very windy. Bad weather caused the cancellation of the third event, but to keep her promise, Liz, husband John Squara and three fellow riders created their own 100k route across Dartmoor on 21 October: “We started in thick fog, but the day developed into glorious sunshine, a great way to end my adventure.

I have raised just over £1,200 and would like to thank everyone who has sponsored me.”

Leading by example, Bryan Clover, the charity’s CEO, overcame injuries, fatigue and heavy downpours to raise almost £5,500 by attempting to walk 175 miles along the South West Coast path in Cornwall in what was planned to be seven days.

Accompanied by his friend David Crane and Chris Chapman, a local farmer who had seen the RDT’s Facebook posts, Bryan was expecting bad weather in October.

He was not disappointed.

On day 3 Bryan sprained his knee on the slippery ground. David pulled a thigh muscle on day 4 and Chris suffered a groin strain on day 5. The ferocity of the weather, with winds of more than 60mph driving the rain, meant the final day’s trek was abandoned on safety grounds.

Despite the cancelled day, the trio covered 156 miles, walking from sunrise to darkness to average 26 miles a day. They burnt 32,500 calories while taking 341,000 steps and managing 33,000 feet of climb and descent on Cornish hills.

Since then, they have all completed another 19 miles to hit the target of 175 miles.

Possibly smiling because she has just stopped cycling, Liz Lawson (right) tackled three 100km rides

The four-way challenge undertaken by John Poore (centre) included a fun glow-in-the-dark walk

RDT CEO Bryan Clover and David Crane see Poldark country the hard way on the South West Coast Path

To sign up for the Rainy Day Trust’s #Challenge175 fundraising project (committing to raise £175 during 2018 to help support the charity in its special year), visit rainydaytrust. org.uk. If you need help from the Rainy Day Trust, visit the website or call the helpline on 020 3192 0486. For details on signing up your company as a Partner, call the trust on 0121 237 1132

NOVEMBER/DECEMBER 2018

TRADE NEWS

Triple success for Potters Cookshop at Excellence in Housewares Awards THE INTERNATIONAL HOME + Housewares Show in Chicago next March will be the destination for Tom Carter of Potters Cookshop in Hockley, Essex after his business took the top accolade and two others at the Excellence in Housewares Awards in October.

“I’m in shock and very honoured!” said Tom, who was named GIA (Global Innovation Awards) UK winner after taking the Excellence in Retail Display award and the bira Cookshop & Housewares Retailer of the Year title.

At IH+HS in Chicago on 2-5 March Potters will go head to head with around 30 other national winners from around the globe to compete for the coveted title of GIA Honouree.

The last bira member to compete – the London-based mini-chain Lords – won the global

title in 2016 (see bira maagzine, February 2017).

Some 400 suppliers and retailers from across the housewares sector attended this year’s awards on 3 October. The event, organised by Progressive Housewares magazine in conjunction with bira, took place at the Royal Lancaster London where finalists and winners celebrated until the early hours, enjoying a 1980s Electric Dreams theme.

OSS Retail’s Dominic Prendergast presented the OSS Prize to bira member Steamer Trading Cookshop. The prize entitles the cookshop chain to specialised retail management training, with a value of up to £3,250.

Former bira CEO Alan Hawkins was thrilled to receive an Honorary Achievement Award on the night (see photograph on p2).

Director Tom Carter and visual merchandiser Alison Hobbs from Potters Cookshop with the GIA UK winner’s prize, presented by event host, stand-up comedian Tania Edwards, and GIA’s Mark Adkison.

The Excellence in Housewares Awards 2018 winners are: Global Innovation Awards UK Winner 2018-2019: Potters Cookshop, Hockley, Essex*.

Retail Employee of the Year: Sue Stone, manager, Dinghams, Winchester*.

Most Promising Newcomer: houseuk.com.

Excellence in Direct Retailing: Harts of Stur, Sturminster Newton, Dorset.

Excellence in Retail Training: Borough Kitchen, London.

Excellence in Retail Display (Independent): Potters Cookshop, Hockley, Essex*.

Excellence in Retail Display (Multiple or Department Store): Harrods.

Excellence in Retailer Initiative: Hobbs the Kitchen Shop, Penzance*.

Excellence in Non-Specialist Multiple Retailing: Blue Diamond Group.

Excellence in Specialist Retailing (Multiple and Large Independents): Steamer Trading Cookshop*.

Best Department Store (Independent): Dawsons, Skipton and Clitheroe*.

Best Department Store (Multiple Branch or Group Member): Fenwick, Brent Cross*. bira Cookshop and Housewares Retailer of the Year: Potters Cookshop, Hockley, Essex*.

Winner of the Oxford Summer School (OSS Retail) Prize: Steamer Trading Cookshop*.

Excellence in Cookware: Stellar Rocktanium Cookware from Horwood Homewares.

Top Tool or Gadget Award: Barista & Co Brew It Stick from Nixxee.

The Plugged-In Award: Baking Bamix from Burton McCall.

Cutting Edge Award: Signature Q Knife Block Range from Robert Welch Designs.

Excellence in Homewares: Mepal Cirqula Multi Bowl from Mistral Brands.

Top of the Table Award: Drift Barware Collection from Robert Welch Designs.

Innovation in Product Award: Flex and Flex Plus Toilet Brushes from Joseph Joseph.

Icon Award: Thermos Flasks from UK Thermos.

Excellence in Innovation Award: Joseph Joseph.

Excellence in Marketing Award: Le Creuset UK. Excellence in Service Award: Horwood Homewares.

Honorary Achievement Award: Alan Hawkins. * indicates bira member

B&Q “is UK’s favourite lighting shop” PATS Telford attracts

NOVEMBER/DECEMBER 2018

Matalan, indicating how hard it is to steal market share from rivals.

According to GlobalData, when looking for lighting former BHS shoppers now consider B&Q (23.6% of respondents), Amazon (22.5%), Ikea (21.5%), Dunelm (20.2%), Wilko (18.5%), Homebase (16.1%), The Range (16%), John Lewis (15.6) and Next (13.1%).

Where former BHS lighting shoppers now consider for lighting %

13.1

Next

16.0 15.6

The Range

16.1

John Lewis

18.5

Wilko

IKEA

Dunelm

Argos

Amazon

23.6 22.5 21.5 20.2

Homebase

29.4

B&Q

BIRA MEMBERS WHO sell lighting might be interested to learn that B&Q appears to have done best out of the major retailers in attracting consumers who used to shop at BHS, which collapsed in 2016.

Research by data and analytics company GlobalData suggests that the DIY giant has a 29.4% share of the UK market for lighting and has definitely picked up some of the 3.9% market share (equating to £28m) previously held

by BHS. Debenhams hired ex-BHS lighting buyers in 2017 and Matalan launched its lighting collection across 32 stores in autumn 2017, but GlobalData research shows only 8.9% of former BHS lighting shoppers consider Debenhams as an alternative to BHS, while 4.5% consider

2,000+ visitors again THE NUMBER OF visitors attending the two-day PATS Telford show has broken the 2,000 mark for a fourth successive year.

In all, 2,047 attendees visited the pet industry event on 23-24 September at the Telford International Centre, making it the second-highest PATS turnout ever.

Karen Scott of exhibitor Purely Fish commented: “Thank you for another awesome show. It has been a jampacked 48 hours but an excellent platform to meet and talk to pet trade wholesalers,

retailers and independent stockists, new and current.”

Among visitors, Wendy Appleby, of Wentworth Pet Supplies in Virginia Water, Surrey, said: “This show is perfect because it showcases everything a pet store could possibly want.”

Robert Bell, of Gladwells Pet and Country Stores in East Anglia, added: “The exhibition has a lovely layout, is very easy to navigate and I can find everything I want.”

The next edition of PATS, in Sandown, Surrey, will be held on 10-11 February 2019.

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Damages to your stock, business premises and property

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Loss of income following business interruption

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If your current business insurance is due in the next 90 days challenge us for a better deal. We will guarantee your quote even if rates go up between your quotation and the 90-day mark. bira insurance is a trading name of Towergate Underwriting Group Limited. Registered Address: Towergate House, Eclipse Park, Sittingbourne Rd, Maidstone, Kent ME14 3EN. Registered in England with company number 4043759. Authorised and regulated by the Financial Conduct Authority.

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BIRA POLICY UPDATE

Our rates fight continues in the Commons Independent retailing champion Sir Geoffrey Clifton-Brown MP presented bira’s proposal for rates reform during a debate in the House of Commons on 9 October. The fight goes on…

AS WE WENT to press, we did not know if shopping centres away Chancellor Philip Hammond was to address from town centres qualify business rates in his Budget on 29 October. In for much lower rates than any event, bira will continue to press the govern- smaller retailers on our ment for more support for the high street and its high streets.” independent retailers.

Rachael Maskell, To support bira’s argument that there ought Labour MP for York to be a £12,000 allowance on business rates for Central, commented: all businesses, Sir Geoffrey Clifton-Brown MP “In York, there are 47 led an Adjournment Debate on 9 October that empty units in the centre, as these extracts from Hansard show prompted a partly because of high response from Mel Stride MP, financial secretary valuation rates. Offshore to the Treasury and Paymaster General. landlords are more conSir Geoffrey, Conservative MP for The cerned with their investments than the revenue Cotswolds, began by stating: “Protecting from the rentals, so they keep pushing up the our country’s small businesses is of paramount rents. Does the hon. Gentleman agree that the importance. There are more than 5.7m small and whole system needs to change if order is to be medium-sized enterprises in the UK and we must restored? recognise their importance to the local economies Sir Geoffrey: “Yes. We shall ultimately need of all our constituencies. to reform the rates system, but it will take time.

"I have been working closeThe government have to be ly with the British Independvery careful to guard the huge ent Retailers Association and amount of revenue that they with many businesses in my gain from the rates. To reverse constituency to promote their the decline of our high streets business rates reform proposwe must ensure that compeals. It is an eminently sensible tition is fair in every respect, idea for the so-called small and if the rates system is makbusiness rate relief, which has ing it unfair, we should look at a £12,000 threshold and has reforming it. to be claimed, to be replaced by “A simple allowance, ahead an allowance which would be of a full review of the system, automatic. That would benefit Sir Geoffrey Clifton-Brown would see a reduction in rates the huge majority of the small for the majority of those small businesses that currently qualify for the small businesses that qualify for the relief and that are business rate relief. struggling with their tax. All those below this “The present system does not value business allowance would be out of the system entirely, rates on the basis of business profitability. That because they would not have to claim it.” unfortunately results in a system that fails to Mel Stride, Tory MP for Central Devon, place the burden of taxation on the businesses responded on behalf of the Treasury: “Busithat are most able to pay. The national decline of ness rates raise around £25bn a year, which is the British high street is a worrying trend. More a significant contribution to our public services. than 8,000 shops have closed over the last 18 The Government recognise that business rates months, and one in eight high-street shop units represent a high pressure on small businesses, in England and Wales now stands empty. Large particularly for high street retailers …we should

The decline of our high streets is accelerating, so the government cannot just sit back

NOVEMBER/DECEMBER 2018

Sir Geoffrey Clifton-Brown is spearheading bira's campaign

take measures to reduce the burden of rates, particularly among smaller businesses. “(Sir Geoffrey) asked what the costs of compliance were under the current system and suggested that, if we changed it, we might ​be able to absolve ourselves from those costs and pass the benefits on to these businesses. That is certainly something that I am happy to look at and discuss with him. He recognised that change would take some time, and we are likely to be considering these matters over some reasonable period. “(Sir Geoffrey) is focusing on one of the great challenges of our time for our high streets, which lie at the heart of our local communities. It behoves us all to do all we can to make sure they are live, whole and thriving.”

Sir Geoffrey: “I want to impress on the Minister that this problem is not going to go away. The decline of our high streets is accelerating, so the Government cannot just sit back.”

Mel Stride: "High streets face a variety of challenges; business rates is but one. One of the greatest challenges is the change in how we are now shopping, with just over 18% of all retail now going online. That presents a huge challenge and that number is likely to increase in time. That tells us that high streets will need to transition, reinvent themselves, change and come up with new ways to serve their local communities and drive traffic into our high streets. We recognise the importance of making sure those things are looked at through the planning system.”

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RETAILING TRENDS

Online shopping and Has the pace of change in shopping habits ever been faster? We doubt it. To find out more about what’s next, bira attended Tech, a recent retail technology event.

BABY BOOMERS, MILLENNIALS, Gen Z and Generation Alpha – there seem to be new demographic groups being identified on a regular base. Whatever they are called, they are all consumers and they have to shop somewhere.

Will it be with you?

Millennials (aged 22-37) are keen internet shoppers and account for 50% of online spend, according to the research. Some 87% said they were more likely to shop somewhere that was digitally innovative, compared to 72% among the general population.

Millennials also have been the key drivers of social media, with 33% of them using it for inspiration (compared to 23% of the general population) and 29% for active purchasing (versus 19% generally). They want their favourite brands and businesses to be in the social media space too.

What’s the current situation?

In a recent report called The Future Shopper: 2018 and Beyond*, 3,516 US and UK consumers who had shopped online at least once in the last month were questioned on their shopping habits. The report revealed price is high on the agenda for The backlash shoppers with 64% rating it as With ever-increasing demands important. Yet, some might be from Millennials and others, Having an online surprised to know while 51% technology cannot always of those surveyed start their presence right for keep up and frustrations are shopping journey on Amabrewing. Delegates at Tech, your market is key zon, 46% said they could find which was organised by trade but being agile and title Retail Week, heard from cheaper pricing elsewhere.

Free delivery was rated as flexible around that a psychologist that among being very important to 54% of future generations anti-tech those polled, with 43% expect- is crucial sentiment was only going to ing delivery within 24 hours. increase, as awareness of the Patrick Munden, global head of retail and effect of online-use on mental health increases marketing at digital agency Wunderman Com- and as anger towards invasion of privacy builds. merce, who spoke at the event said: “The online The #WACD or What Amazon Can’t Do behemoth has set the gold standard for online movement is growing with 24% of respondents selling, from skewing customers’ views on deliv- saying they were looking for instore experiery timescales through to offering the cheapest ences, something that pure online stores canprices on the biggest brands. not provide. The cashless shopping at Amazon’s “As shoppers’ loyalty shifts ever more towards bricks-and-mortar flagship store in the US lacks service and delivery, retailers and brands need to the human interaction of discussing products, ensure that they are asking what shoppers truly showing how they work, touch and feel. Shoppers want… and reflecting those high standards in want expert help, as well as a well-chosen display their ecommerce strategy.” of products to look at.

And what comes next?

Gen Z and Generation Alpha won’t remember a time when they couldn’t shop merely by saying: “Alexa order a box of Rice Krispies”. They are the generation able to ignore traditional advertising. They won’t have any comprehension of watching three minutes of commercials between TV programmes or watching ads between YouTube videos.

Brands and retailers will need to be increasingly innovative in how they promote their products. Influencer marketing, that is using YouTubers or “kid influencers”, and pester power will increase as traditional advertising is simply skipped. And yet this form of marketing might already be less influential than it has been as Gen Z consumers realise some of their favourite Instagrammers or YouTubers are featuring only products they are paid to promote.

Whether you see the future as exciting or a challenge, the important conclusion from the Tech event was having a presence online, in whatever channel(s) is/are right for your market, is key, but being agile and flexible around that is crucial. Having the ability to adapt to the constant changes in online shopping is good but being able to offer a reliable service and delivery is needed. Things will continue to change at break-neck speed, yet bricks-and-mortar still has its place as anti-tech sentiment grows and real experiences of products and expert knowledge is rediscovered by younger consumers. * Research by Salmon, a Wunderman Commerce company, which was presented at the Retail Week Tech event on 12-13 September.

What’s the future of retail, today, tomorrow and thereafter?

The retail environment never sits still.

The needs and demands of customers are changing faster than ever before. This raises plenty of questions for independent retailers including: lH ow do independent retailers survive the shopping revolution? lA libaba and Amazon, threat or opportunity for retailers? lH ow can David beat Goliath in retail?

8

H ow can smaller operators compete?

However, it’s not all doom and gloom. There are opportunities out there for those who embrace change.

In a recent study by The Telegraph, David Scott, head of retail and leisure at NatWest, commented: “The industry is being affected by multiple factors, but one of the most significant is without doubt the pace of changing consumer behaviour. l

“Our recent Outlook for Retail 2018 report explored the key issues facing the sector, and despite the tough conditions, we continue to see plenty of examples of retailers who are making the most of the difficult situation. Those who adapt to customers’ evolving needs and demands around technology and service will be the ones to thrive.”

Despite the tough conditions, a NOVEMBER/DECEMBER 2018

RETAILING TRENDS

government-backed study conducted by market research firm 3Gem on behalf of Visa found that more than half of independent retailers hold a positive view on the future.

Of the 750 independent retailers polled, some 40.7% of independent retailers describe themselves as “optimistic” about the future of their local high street, while 12.3% are “very optimistic” about it.

The study, which also polled 2,000 NOVEMBER/DECEMBER 2018

members of the public, found that four out of five shoppers would miss the high street if it wasn’t there.

It’s also worth noting that while online sales are growing, according to the Office of National Statistics (ONS) Retail Sales Index, online sales account for only 17% of all retail sales in the UK. There is still life in the high street.

Illustration: Dmi T/Shutterstock

the future

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9

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LEGISLATION UPDATE

Recent research by software provider Intuit QuickBooks revealed that 41% of business owners in the UK have never heard about Making Tax Digital (MTD) and of those who had, 76% are finding it difficult to understand how it would affect them. Jo Nockels from TaxAssist Accountants answers your questions.

Making Tax Digital – action needed!

What’s happening?

From April 2019, VAT-registered businesses with turnover above the current £85,000 VAT threshold must be ready to maintain their financial records digitally and be able to submit their VAT returns directly to HM Revenue & Customs using compatible software.

If the spreadsheet cannot do this, then the VAT return must be submitted via separate MTDcompatible ‘bridging software’. Such software allows relevant data to be digitally exchanged from the spreadsheet or other sources where the digital records are kept directly to HMRC.

What if I am already filing my tax return How will Making Tax Digital through the Government affect me and my business?

Gateway?

In April, businesses with a turnoSince 2010, VAT-registered busiver above the current VAT threshnesses have been able to submit old of £85,000 will be required to their VAT return by logging into the maintain digital records – but only Government Gateway and manualfor VAT purposes. Businesses with ly inputting the figures or by using turnover under the threshold will bookkeeping software. not have to use the new system but According to HMRC, while 99% have the option to do so voluntarly. Jo Nockels of TaxAssist of VAT returns are submitted online, Accountants Those taxpayers who are already only about 13% of those are submitfamiliar with using desktop software for book- ted via software. The other 87% of VAT returns keeping may have to make an upgrade to remain are manually entered in to HMRC’s Government compliant. While this means an additional cost Gateway. and inconvenience initially, the potential benefits Under MTD for VAT, affected businesses will of changing to a more user-friendly and efficient no longer be able to use the Government Gateway software will save you time and money. website. Instead, they will have to submit their If you already use software, you should speak VAT returns via MTD-compliant software and to your software provider to find out when it will maintain their records digitally. be MTD-compatible and what you must do.

This means hand-written VAT records will From April 2019, software must be MTD-com- be a thing of the past for businesses using MTD. patible in order to send VAT returns to HMRC. If you use spreadsheets, these must be able What if I don’t do it? to submit the required data to HMRC digitally. In its draft Finance Bill 2018-19, the GovernNOVEMBER/DECEMBER 2018

ment outlined a two-tier penalty system that will affect those businesses which come under the Making Tax Digital remit.

The proposed penalty regime for businesses and individuals will be enforced within 15 days of an overdue tax payment. However, the draft bill has indicated there will be an initial grace period for late filers who may still be getting to grips with the new digital system.

HMRC has confirmed that fines for being unable to maintain digital records will come into force from April 2019 too, but there will be an initial grace period for those whose financial data is overdue. Fines for the late filing of digital returns will be imposed from April 2020.

IF YOU NEED SOME ADVICE

If you would like TaxAssist Accountants to help you through these changes, call 0800 084 3273 or contact them via taxassist.co.uk

FINDING COMPLIANT SOFTWARE HMRC has released a list of software houses that have tested their products in HMRC’s test environment and demonstrated a prototype of their software to HMRC. Visit https:// bit.ly/2uurMKg

11

BUSINESS PROFILE

Putting on a confident show

Nick Brown (below) spends about £12,000 every three years to have the store fascia repainted to present a bright face to the residents of and visitors to York

Rumours about the death of the department store have been exaggerated. From York, Nicholas Brown runs four stores that show where the big guys have gone wrong HOUSE OF FRASER has collapsed into administration. Its larger rival Debenhams is wobbling. Even John Lewis has failed to make a profit in the past year. The media, which thrives on negative stories, is telling the world that the department store is dying. Happily, Nicholas Brown in York has a different story to relate.

The immaculately-presented Browns flagship store in the centre of the medieval city’s shopping district is vibrant proof that it is not the department store concept that is a problem, but rather the quality of the management that has run the larger national groups over the years.

Giving bira magazine a tour of the two trading floors that cover 44,000sq ft, Nick lists some of the ongoing and never-ending programme of investment that has helped keep Browns relevant, busy and confident in these challenging times. Every three years, the exterior of the building is repainted at a cost of about £12,000.

Browns is recognised as a landmark in York and Nick wants it to present a handsome face.

On the first-floor perimeter wall of the fashion department, the tall windows of the striking 1900 building have been opened up to allow in more natural light.

Two years ago, the business spent £115,000 converting hundreds of lightbulbs over to LED. That was a chunky outlay, but the electricity bill has dropped by £3,750 a month and as the LED lights have a five-year guarantee and hardly ever fail, the pay back period is going to be short.

In the smart Rhodes café at the rear of the first floor the facilities for the 72 covers were upgraded earlier this year. In the eight months since it reopened, sales have increased by 7%.

Its contemporary look and its attractive menu of food and drink – its Prosecco Friday evenings are becoming an event in York – is fashioned with a younger customer in mind. “As a business, we have to get 30-year-olds to see we are relevant to them and their lifestyle,” says Nick.

Next on the to-do list is the larger Browns Café, which is deliberately sited on the ground floor on prime retail space. “We will start on that next February,” he reveals. “We’ll be spending about £250,000 on the refurbishment, but the

12

space deserves it. We sell 3,000 cups of coffee and 2,800 pots of tea there every week, so it’s a big part of the attraction of the store to our traditional customer and visitors to York.”

The freehold site, formed by the amalgamation of several units dating from the turn of the 20th century, is Grade II listed, which means that dividing walls and irregular floor levels cannot be swept away to make a nice clean "box". The space is used sensibly, however, blending retail necessity with period charm.

The layout also necessitates a higher staff number than a modern “big box” equivalent would present but having knowledgeable sales assistants to help customers is another important strand in Browns’ strategy of competing in the age of ecommerce.

“Like everyone, we don’t have the staff numbers we used to, but our payroll is still 12.4% of our sales,” Nick explains. “At entry level we pay slightly above the minimum wage, but we are finding it difficult to recruit shopfloor staff.

Younger people do not want to work weekends, but we have to trade seven days a week. We have found that people from Eastern European have a great work ethic. We have deliberately upped our game in terms of service. Interestingly, despite the growth of online shopping and the supposed problems in the department store sector, in the past year or so we have never received so many complimentary letters from customers about the service our staff provide.”

On the subject of online selling, Browns has “been there, done that”. It ran a transactional website for a few years but two years ago it brought the experiment to a close when the losses it created became “unsustainable”. Its nontransactional site today offers a fine marketing vehicle for the group, which comprises York plus smaller satellite (and leasehold) stores in Helmsley in north Yorkshire, Beverley in east Yorkshire and Gainsborough in Lincolnshire.

While decisions such as stopping selling online are in Browns’ hands, other recent changes have been forced by outside influences.

On the face of it, the collapse this summer of Calvetron Brands, the womenswear group that NOVEMBER/DECEMBER 2018

BUSINESS PROFILE

Browns York 21 Davygate, York YO1 8QT (44,000sq ft. Business established 1890) Browns Helmsley 22 Market Place, Helmsley North Yorkshire YO62 5BJ (6,000sq ft. Opened 1998) Browns Beverley The Corn Exchange, Saturday Market, Beverley, East Yorkshire HU17 8BB (6,000sq ft. Opened 1998) Browns Gainsborough Marshalls Yard, Beaumont Street, Gainsborough Lincolnshire DN21 2NA (11,000sq ft. Opened 2011) Opening hours (York): Mon-Sat 9am-6pm.

Sun 11-5 All four stores trade 7 days a week, but the three satellite stores have slight variations on opening hours.

Fashion brands include Apricot, Autonomy, Betty Barclay, First Avenue, Hobbs, Klass, Phase Eight, Scotch & Soda, White Stuff.

Furniture brands include Atlanta, Chester, Lowry & Adelphi, Memphis, Tempest Beauty brands Benefit, Bobbi Brown, Chanel, Clinique, Dior, Estée Lauder, Lancôme, Regis Hair & Beauty) Annual sales: £19m bira member since: 1949  brownsyork.co.uk  @BrownsStores @BrownsDepartmentStores  @BrownsDepartmentStores

included Jacques Vert, Dash, Eastex and Precis, should have caused Browns problems as it did good business with the group. The space on the floor, however, has been more than adequately filled by a clutch of different names, such as Klass and Autonomy, and more space for promising established performers like Viz-a-Viz. Nick also praises the First Avenue collection, supplied by the AIS buying group, for hitting the fashion target with its style and prices.

“I’d definitely describe our price positioning across the store as medium-to-better-end, but we have had to drop our value-for-money entry price down a level because of the market conditions and customer expectations,” says Nick.

Poor performing categories have been axed.

Childrenswear was dropped when Browns could no longer compete with the supermarkets’ domination of the sector. Soft furnishings have gone too, reflecting changing demographics in York.

“The city is full of students and their needs are different to a traditional home-owning middleaged consumer. Quality soft furnishings have become a bespoke or boutique business,” Nick explains. “We still sell a lot of household linens NOVEMBER/DECEMBER 2018

and a lot of it is more expensive than you would guess. We serve many wealthy Chinese students who like to be comfortable!”

Cosmetics, a key category for every department store, are well represented in the brightlylit area at the front of the store. Possibly bucking wider retailing trends, Browns is still doing well with furniture and beds, an area in which the buying power of AIS is very advantageous.

“People do appreciate that we sell things that will serve them well for years, not months. Our sales of good beds are going up. The AIS exclusives are very important to us as are their margins.”

If a sense of “belonging” is important to bricks-and-mortar retailing, Browns has achieved that with its Rewards card, which, as its slogan explains, “earns points for every £1 spent” and equates to a 2% discount on purchases. Astonishingly, there are some 97,000 active users of the card and 57% of all transactions involve the use of the card, which was introduced only five years ago.

Being linked to the Browns’ Epos system, the Rewards card provides detailed information on customers’ buying habits, which allows targeted

emails and texts to be marketed to select groups.

The card also stimulates the biggest trading day of the calendar – this year it will be Wednesday, 14 November – when holders are eligible for a 20% saving on most items in the store (there is 5% discount on carpets and furniture).

“We run the promotion from 9am to 9pm and it is bigger even than the first day of the Sale,” Nick reports. “Yes, it is on lower margins, but it really pulls people in and gives us a useful cashflow surge at a crucial time of year. When customers have so many distractions aimed at them, it is good for us to jolt them up into spending.”

Nick is the fourth generation of his family to run the business, which was started as a drapery store in Nessgate, York by his great-grandfather Henry Rhodes Brown in 1890. It was relocated to its current corner position on Davygate in 1906 and expanded into adjacent properties over the years. Nick joined the firm in 1982 and has been in charge since 1986. He is hopeful that his 26-year-old son Toby, who currently works in property in London, will become the fifth generation to run the group. For Browns, the future of the department store is not in doubt.

13

Photographs: Eric Musgrave

BROWNS

TOP DRAWER PREVIEW Rachel Jackson London

Lumetrica

Emma Johnson

Fiona Walker Home

Picca Loulou

Emma Britton

Wolf and Moon

Sue Pryke

Lifestyle choices Bloomingville

Suck UK DOIY

14

At bira, we like trade fairs not least because, like bira itself, they bring together crowds of like-minded independent retailers. We salute the suppliers who invest in time and money to show their wares at such events.

With autumn 2018 well under way at retail, creative and progressive buyers will already be thinking of the buying season for autumn 2019, which will be on us very soon.

To put us in a positive frame of mind, we asked our friends at Top Drawer to select some goodies from its edition in September to stimulate thoughts about the next one, which will be held at Olympia London on 13-15 January.

Forward-looking buyers can expect an enthusiastic welcome from more than 1,000 exhibitors across nine sectors.

As Nicky Sloan, managing director of gifts and homewares supplier Cubic, observes: “Top Drawer is the best trade show in the UK by a mile. All the relevant design-led retailers make this a must-attend show.”

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BUSINESS PROFILE

Partners in

Richard and Elaine Graham had a simple ambition when they set about repositioning the family business – they wanted to create a relaxed store where they would want to shop and eat

17

Photographs: Ian Macauley

n style

THEY ARE JUST putting the finishing touches to a major overhaul of One 40 in Cranleigh, Surrey, when bira magazine calls. For the first time in 14 years, the lifestyle store has been given a new corporate identity, and with it a slightly amended name, a revamped shopfront, its firstever on-site stockroom, a couple of new kitchens for its busy café and outside catering business, new fitting rooms, till point, lights and carpet, plus new furniture and lighting in the café.

Understandably, Richard and Elaine Graham look pretty pleased to get everything done before the rush towards Christmas starts.

The programme represents an investment of £100,000 (with the kitchens accounting for half of that). It’s quite a statement of confidence in what is a challenging retailing environment.

“It was needed,” Richard says simply. “We started One 40 in 2004. Now we are 13-14 years older. Maybe we had become set in our ways and had slowed up a little bit.”

Elaine adds: “It’s easy to become complacent when it appears you are going well with a formula that works. As well as the other changes, I am now buying fashion and homewares that is slightly ‘cleaner’ in look. It’s constant evolution.”

Richard comes back in: “We have given up 800sq ft of selling space at the back of the ground floor for the stockroom. We don’t like to reduce the selling area but we had no storage area for stock, so it was all put out the shopfloor rails, which looked far too cramped. We were in danger of going back 15 years or more when we stocked mainly fashion bought via AIS.” The last big change came in 2004 when the husband-and-wife team bit the bullet and decided they had to completely start again with the business established by Richard’s father in 1959.

One day comedian Jim Davidson, then a local resident, popped in to the store and declared “It’s like Are You Being Served? in here”. It was a funny quip, but the Grahams were not laughing.

They closed the business – then called Grahams – for two weeks and reopened as One Forty, with a jolly corporate identity created by Elaine’s brother, Sam Chandler. They presented a fresh product offer, with Scandinavian fashion like Jackpot from IC Companys, and added housewares and menswear for the first time.

As Richard explains on the One 40 website: “In 2004, in recognising that the UK is flooded with high streets that contain the same shops, only in a different order, Elaine and I risked our home, reputation and the clothes on our back to create a vibrant store, full of character and full of really good products that you’ll find to be quite different (in a good way).”

His struggle to revamp the business had been a long one. His grandfather Ernest Graham had run a classic credit drapery business in Lewisham, south-east London. His parents John and Kathleen relocated to Cranleigh in 

BUSINESS PROFILE

1959 to take over a small, slightly shambolic childrenswear shop called Jack and Jill’s that occupied two front rooms of a Victorian house next to the railway station. In a somewhat risky move, they sold the London shop on Friday and used the money to buy the Cranleigh business on the following Monday.

John moved the business on to become a women’s clothing and soft furnishing store. The building was extended backwards in 1969 and 1979, which suggests he was doing something right, but by the time Richard reluctantly came into the business in the mid-1980s he and his father did not see eye to eye on very much. (Richard’s only post-school education for the role was a two-year course at The College for the Distributive Trades in London. He is not certain, but he thinks he got an HND qualification).

“Despite his risky strategy when he bought the business, Dad was very cautious with finances. He liked the benefits that being a member of the AIS buying group brought, such as high fixed margins. We sold fashion, fabrics, soft furnishings, lingerie, hosiery, schoolwear and we had a huge haberdashery section, but I felt we were doing nothing creative.”

In 1990, right in the teeth of a deep recession, John retired leaving Richard in charge of Grahams. He admits it was a grim time, with the bank putting the firm in special measures as it was so financially unstable. Salvation came from an unexpected quarter – the charity shop sector. 

18

“At the time we owned four or five other small lock-up properties in nearby locations like Cheam and Haslemere. They were terrible shops in terrible places and I had the job of selling them,” Richard recalls, obviously pained by the memory. “In 1992 I had a stroke of luck when Cancer Research contacted me and offered me £25,000 for our last unit in Worcester Park.

That cash injection pretty much was the reason we stayed afloat.”

With Grahams stable again, Richard found a shop manager and went off to work as a consultant in the area of forecourt retailing, a role that paid more than running a small retail unit in a Surrey village.

By 1996 he was advising Richard Branson’s Virgin Group about its retail options for the Eurostar terminal at Waterloo Station and there he met Elaine, who was on the Virgin team. Her career had started with major clothing suppliers to Marks & Spencer, such as Slimma, Claremont and Desmonds. At the last firm she concentrated on denim products and her designing talents were hired by the American jeans brand Jordache, first in Amsterdam and later in New York. In the US she joined Virgin and returned to the UK. The work colleagues became a couple and in 1996 they set off on a six-week world tour that was to shape their business future together. “It was our honeymoon before we got married,” Elaine jokes. While visiting Australia, New Zea-

land and California, they were impressed by the different retail experiences they saw and enjoyed.

Richard recalls: “I’d say California was at the time 10 years ahead of the UK. We saw all these places serving coffee and food that were relaxed, not stuffy. It was relaxed dining with good ingredients. We had a vision of doing something together, but we had no real interest in doing it in Cranleigh. The station next to our shop was axed by the Beeching cuts in the mid-1960s and by the mid-1990s the village was dying. What saved the village and all us independent retailers here was Sainsbury’s opening up right next door to our shop.

“Even back then, I saw that the internet was coming. Also I thought that whatever we did, our competition was not going to be other shops on Cranleigh High Street. Our potential customers were worldly-wise, they’d shop regularly in London, maybe Paris, occasionally New York. We realised we had to shed our small-town mentality if we wanted a chance to succeed.”

Between 1996 and 2004, mostly living in the flat above the shop and with sons Finn and Miles arriving in 1999 and 2002 respectively, the Grahams refined their concept. The day-today running of the shop soon passed to Elaine as Richard took another job, this time working for more than two years in the heady world of sponsorship and marketing for the Jordan Formula One racing team. “I dumped Elaine in it,” he graciously admits, “but the shop wasn’t makNOVEMBER/DECEMBER 2018

BUSINESS PROFILE

ONE 40 140 High Street, Cranleigh, Surrey, GU6 8RF Founded: 1959. Relaunched: 2004.

Size of store: about 5,000sq ft sales area. of which 1,200sq ft is the café on a mezzanine and an 800sq ft stockroom on ground floor.

Staff: 5 full-timers, c 35 part-timers Opening hours: Mon-Sat 9-5.30, except Thurs 8-5.30. Sun 10-4.

Fashion brands include Absolute Cashmere, Charli, Jess, Mama B, Mos Mosh, Part Two, Sandwich, Samsoe & Samsoe, Vila Gallo.

Giftware brands/suppliers include Becksondergaard, Gisela Graham, Lagoon, Maileg, Ortigia.

Jewellery brands include Ryland Peters & Small, Tilly Sveaas Homeware brands/suppliers include Côté Table, Emma Bridgewater, Himla, Hogben Pottery, Parlane.

Annual sales: £2m (inc VAT). bira member since 1960.  oneforty.co.uk @onefortycranleigh  @OneFortyCranleigh

One Forty has been rebranded as One 40 and has been given a new bright blue fascia.

Left: Different floor levels and the cafe mezzanine add to the store's individualistic charm

ing enough money to give us both an income.”

In 2004, the pair took on the small unit to the left of the store to add to the floorspace and then made their big change of direction. Grahams had had a café on the mezzanine at the back of the store since 1986. The couple’s concept was to run a fashionable clothing store with a café.

Inspired by what they had seen on their 1996 world tour, including stores like American Rag in Los Angeles, the American bookshop Barnes & Noble with its in-store cafes, and the Avoca minidepartment stores in Ireland, they wanted their shop to be a social hub.

Much as he dislikes the expression, Richard admits that One 40 is a lifestyle store. “From the outset, it was – and still is – aimed not at any age group, but at a state of mind. It’s relaxed. We have built the store that we would want to visit.”

The concept of 2004 is pretty much the concept of today, although Elaine remarks how much giftwares has grown in the past 14 years.

The business runs about 12,500 product lines, which are monitored by an Epos system installed six years ago. “It is worth the hassle involved to get set up,” says Richard.

On a day-to-day basis, Richard looks after the financials, marketing, menswear, retail operations, the café and food, and is, he claims, “Elaine’s secretary”. Mrs Graham takes care of most of the product and the staff, which number about 40, although only five are full-timers.

“Staffing is the most demanding part of runNOVEMBER/DECEMBER 2018

ning a business and Elaine is brilliant at it,” her admiring spouse reports. “She is also so thoroughly organised when buying, taking photos and details of everything she’s ordered. Heaven help anyone who sends something that is not like the sample…”

Maison et Objet in Paris and Pure and Scoop in London are important shows for Elaine’s buying, but most of it is done in showrooms. Any social trip abroad is another opportunity to find a supplier or inspiration.

On buying Elaine is assisted by the shop manager, Fanny Newman, who has been at One 40 for 12 years, and Jane Fleming, who selects books and accessories. As part of the Grahams’ inclusive approach, staff are encouraged to suggest products the store should sell.

“If I had my way, every fashion designer and homewares designer would work on the shop floor to find out how their products really perform with the customer,” says Elaine. “An important part of the philosophy here is that we see ourselves as a creative business and our staff have to reflect that. We move staff around the shop floor, between fashion, gifts and homewares. Several people help with our social media.

Working here is like being in a family.”

Some 85% of the staff are female. While One 40 cannot match the £9.20 Sainsbury’s offers as a basic wage, it pays above the minimum wage.

Cranleigh is now a prosperous, thriving village and for some members of the team the experi-

ence of working in such a busy and individualistic store is as important as the salary. The staff discount of 35% is also well used.

With such a large selection of products, pricing in the giftware area runs from about £7.50 up to £400 for a decorative horse’s head. As well as good volume lines, Elaine likes to offer a few statement pieces. On fashion, the entry level brand is Soya Concept, with tops at £30-£35, but the big sellers are European brands like Part Two and Sandwich, where blouses are £60-£90.

Menswear is a small part of the fashion offer and 90% of purchases are made by women.

The One 40 loyalty card, which earns points at 5p in the pound, can be used in the café as well as across the shop. The store’s non-transactional website will soon be updated with the new corporate identity; this will be its sixth iteration since 2004. Across the attractively merchandised store, fashion accounts for 40% of the £2m turnover, with the café and the related outside catering service contributing 25%.

The pair stress that the café-with-clothing idea is crucial to One 40’s success. If that is the case, we wonder, why did it take 14 years to upgrade what was a basic kitchen to what Richard describes as “a laboratory”.

“We definitely put it off because for many years we couldn’t afford to close the café and lose the takings. When we finally did it, the job took two weeks, but having no café sapped all the atmosphere out of this place,” he insists.

19

20

NOVEMBER/DECEMBER 2018

DIGITAL SECURITY

Be password aware with #OneReset The Home Office’s Cyber Aware campaign, with the National Cyber Security Centre (NCSC) and the Department of Media, Culture and Sport (DCMS), is asking you to change your passwords. Here’s why.

ALL TOO OFTEN companies neglect online security. Owners will share shop keys only with trusted individuals and ensure customer details are securely filed away, but when it comes to looking after their cyber security, such recautions aren’t always taken.

This is a problem for independent retailers because their reputation can rest on their cyber security and ability to protect their customers’ personal information from hackers. Most retail businesses hold a huge amount of customer data.

Home Office research with Experian earlier this year showed 52% of respondents aged 18-25 and 27% of respondents from all age groups reuse their email password across multiple accounts. If the same password is re-used for different accounts, it means that if hackers steal a password for a business’ less important account, they can use it to access the most important ones.

A retailer’s email account can NOVEMBER/DECEMBER 2018

be a treasure trove of data for cyber criminals who can use it to commit identity fraud or financial theft. If a retailer suffers a breach, they are putting all their customers at risk of theft or fraud.

With its Cyber Aware #OneReset campaign the Home Office is aiming to make people and businesses really think about the value of their inboxes and treat them in the same way they treat treasured possessions in the offline world. You wouldn’t go out without locking the front door of your shop, so why give people an open invitation to your assets online?

NEED HELP? talk to Towergate, bira’s insurance specialist that delivers cyber protection for bira members, on 0330 123 5939. bira insurance, Towergate and Towergate Insurance are trading names of Towergate Underwriting Group Limited

ARE YOU VULNERABLE TO CYBER CRIMINALS? Almost 50% of micro or small businesses have suffered from a cyber security breach, according to Government research. If you are involved in one or more of the following common practices, you must tighten up your defences lD ealing with incoming emails lH olding personal customer data l Trading online lR elying on third-party services delivered online

FOUR SIMPLE WAYS TO HELP PROTECT YOUR RETAIL BUSINESS ONLINE

A ctivate two-step authentication on your email U se password managers to store passwords for your less important accounts lD on’t use public WiFi to transfer financial information lA void clicking on suspicious links Use the Cyber Essentials scheme to guard against the most common cyber threats and demonstrate your commitment to cyber security l l

Further advice can be found on the National Cyber Security Centre website at ncsc.gov.uk/smallbusiness and, for larger organisations, at ncsc.gov.uk/ guidance/10-steps-cyber-security

21

Product news November/ December

Copper Stone Pans from JML Using cutting-edge non-stick technology, JML has created Copper Stone Pans, a range with unparalleled heat distribution with class-leading levels of durability and scratchresistance. Beautiful cop-

per toning and finish, and a handsculpted, wood-styled Bakelite handle, gives Copper Stone Pans a professional, high-quality look that will wow family, friends and guests. There are frying pans in three sizes, plus a wok and a griddle pan. RRP £19.99 – £29.99 NB: With JML, there’s no minimum order and free delivery! And the company will support retailers on price markdowns to ensure the margin is maintained on any stock not sold.

07776 145916 / james. thompson@jmlgroup. co.uk

Rely on the 5-year guarantee with Tefal’s Senator vacuum flask JML’s Finishing Touch for a flawless face The Finishing Touch Flawless is JML’s best-selling product of the year, with around 1m units sold since March and JML is expecting the demand to hot up as Christmas approaches. With its 18-carat-gold-plated hypoallergenic head, the facial hair remover looks like a lipstick so it can be used anywhere, anytime.

Dermatologist-approved, it pro-

Stay germ-free with the MasterSeal Fresh Box Tefal’s plastic leakproof food storage range, MasterSeal, seals in freshness for up to twice as long as conventional containers. These have a removable seal that leaves gaps for food to get trapped, allowing germs to build up. Even running them through the dishwasher will not remove all germs. With the MasterSeal Fresh Box, the lid and seal are attached firmly to one another, so there is no gap where germs can form. No germs mean food is fresher for longer.

0844 8008055 sally@epeinternational.com

22

vides instant and painless results, with no redness or irritation. Its slim, discreet design, including an inbuilt light, and its high-tech, precision micro-blade technology enhances a flawless face, every day.

RRP is £19.99. Remember, JML has no minimum order and offers free delivery! It also supports price markdowns to ensure margin is held on unsold items.

The robust stainless-steel body with double-walled insulation on Tefal’s Senator vacuum flask keeps drinks hot (for 12hrs) and cold (for 24hrs). Its easy-to-use safe-loc system prevents drips when pouring and leaks when on the go. The stylish embossed, soft-touch silicone sleeve ensures a secure and comfortable grip (except stainless steel). And every Senator vacuum flask is guaranteed for five years.

07776 145916 james.thompson@jmlgroup.co.uk

0844 8008055 sally@epeinternational.com

Rely on Tefal’s Senator Thermal Lunch for food on the move With a capacity of 1.4 litres, Tefal’s double-walled insulated stainless-steel food flask keeps hot or cold food at the right temperature. Containing no glass, it has a handy carrying handle and strap, which makes it ideal when travelling. Guaranteed for 5 years, the Thermal Lunch is 100% leak-proof. A matching drinks flask is also available.

0844 8008055 sally@epeinternational.com

NOVEMBER/DECEMBER 2018

Would bira members like your products?

CONTACT SIMONE ADAMS ON 0121 446 6688 EXT 259 OR EMAIL SIMONE.ADAMS@BIRA.CO.UK

No wiring needed on the Super Bright Switch

Right-handed craftsmen Mark-Right with Fisco Delivering faster, more accurate and comfortable measuring, Fisco’s new Mark-Right tape is designed for right-handed craftsmen and women with a blade that reads from right to left. Users won’t have to read the tape measure upside down and use their left hand to hold the tape in position while marking. Available in 5m lengths, the blade is graduated in mm and inches, is accurate to EC Class II and is housed in a tough ABS case with a positiveaction slide-lock brake, belt clip and zeroing end hook. The MarkRight reduces marking and cutting time for a right-handed user by 50%.

Styled on a traditional light switch, but with no wiring to worry about and no tools required to install it, Super Bright Switch from JML is as versatile as it is useful. The handy super-bright white LED light is cool to the touch so it’s perfect as a children’s night light.

It’s great as a detachable flashlight to illuminate a dark space like a basement or loft. Simple to fit virtually anywhere, instantly, it can be used indoors or outside.

Two Super Bright Switches are included in the RRP of £14.99.

NB: JML has no minimum order, offers free delivery and will support stockists on price markdowns to ensure they maintain margin on any unsold stock.

07776145916 / james.thompson@ jmlgroup. co.uk

Climate control underwear from Snickers Workwear The Snickers Workwear Baselayer clothing uses high-tech breathable fabrics for ventilation and body moisture transport for consistent warmth and comfort. The seamless designs are available in 37.5® ventilating technology as well as polyester and merino wool to suit different types of work in a variety of cold weather conditions. The cutting-edge FLEXIWork and LITEwork designs and fabrics keep wearers warm and dry. All the garments are made from quick-drying, lightweight fabrics that come with special ventilation features to control and regulate the heat from the body.

01484 854788 fisco.co.uk

01484 854788 / snickersworkwear.com

Easy drinking on the go This leakproof travel mug from Tefal has a 360° drinking edge and a simple Quick-Press closure to ensure easy drinking on the move. The high-quality, vacuuminsulated stainless-steel liner keeps drinks hot (up to 4hrs) and cold (up to 8hrs). The slim design, with its stylish silicone grip and non-slip base, fits conventional car drink-holders. The mug is dishwasher-safe, certified BPAfree and guaranteed for five years.

And it has won the approval of the Good Housekeeping Institute.

0844 8008055 sally@epeinternational.com

23

Four benefits to start using today As a bira member, you have access to benefits that are typically only available to bigger businesses. Make the most of your membership by checking you are using the four services below:

Legal support

Unlimited support and advice on employment law & HR, health & safety, tax & VAT and commercial & general law. Visit bira.co.uk/ bira-legal for the numbers to call

Card processing rates

Preferential rates usually reserved for big businesses with average member savings of £516*. Request a card rates review at bira.co.uk/card-processing

Specialist retail insurance

Insurance that’s designed for independent retailers. Let us know your renewal month at bira.co.uk/bira-insurance and you’ll receive a quote prior to your renewal

To start using these services contact the membership team or visit the website 0121 446 6688 opt. 1 membership@bira.co.uk bira.co.uk

Business banking

30% cheaper tariffs than standard business banking*, plus next day crediting when using bira’s card processing service. View our banking tariff at bira.co.uk/business-banking

*T&C’s available at bira.co.uk/terms-and-conditions bira membership ad A5 - existing members - Oct BMM.indd 1

03/09/2018 15:59:05

Supporting independent retailers

Drive footfall to your shop this Christmas

with exclusive offers from bira direct.

Register today

bit.ly/footfalldrivers footfall bmm -.indd 1

24

09/10/2018 09:12:42

NOVEMBER/DECEMBER 2018

partofofthe the SUPREME family part SUPREMEIMPORTS IMPORTS family

NEW REDUCED PRICES ON ENERGIZER FILAMENT LED LAMPS Uses

New

Up to

85%

less energy*

Improved Pricing

FEATURES AND BENEFITS • Easy Replacement • Even Light Distribution • Flicker Free - IC Drivers • Automated Production

New

Filament

G9

Extended range below, contact your local rep for more details S-CODE

WATTAGE

CAP

LUMEN

KELVIN

FINISH

DIMMABLE

PACK

PRICE

Vintage Vintage Clear Clear Clear Clear Clear Clear Clear Clear Clear Clear

✗ ✗ ✗ ✓ ✗ ✓ ✗ ✓ ✗ ✓ ✗ ✗

Box Box Box Box Box Box Box Box Box Box Box Box

£1.54 £1.54 £1.25 £1.84 £1.21 £1.84 £1.82 £2.49 £1.78 £2.49 £2.12 £2.12

Vintage Clear Clear Clear Clear Clear Clear Clear

✗ ✗ ✗ ✗ ✓ ✗ ✓ ✗

Box Box Box Box Box Box Box Box

£1.17 £0.97 £0.93 £1.28 £1.74 £1.24 £1.74 £1.24

Clear Clear

✗ ✗

Box Box

£0.97 £0.97

Vintage Vintage

✗ ✗

Box Box

£2.11 £2.06

Vintage Vintage Clear Clear

✗ ✗ ✗ ✗

Box Box Box Box

£2.29 £2.80 £1.28 £1.24

Clear

✗

Box

£1.39

Clear

✗

Box

£1.49

GLS S12859 S12860 S12862 S12849 S12863 S12850 S12864 S12851 S12865 S12852 S12857 S12858

4.2W 4.2W 4.3W (Eq40W) 4.3W (Eq40W) 4.3W (Eq40W) 4.3W (Eq40W) 6.2W (Eq60W) 7.2W (Eq60W) 6.2W (Eq60W) 7.2W (Eq60W) 11W (Eq75W) 11W (Eq75W)

B22 E27 B22 B22 E27 E27 B22 B22 E27 E27 B22 E27

310lm 310lm 470lm 470lm 470lm 470lm 806lm 806lm 806lm 806lm 1060lm 1060lm

S12861 S12866 S12867 S12868 S12855 S12869 S12856 S12870

2.6W 2.4W (Eq25W) 2.4W (Eq25W) 4W (Eq40W) 5W (Eq40W) 4W (Eq40W) 5W (Eq40W) 4W (Eq40W)

E14 B22 E14 B22 B22 E14 E14 E27

150lm 250lm 250lm 470lm 470lm 470lm 470lm 470lm

S12853 S12854

2.4W (Eq25W) 2.4W (Eq25W)

B22 E14

250lm 250lm

S9432 S9433

4W 4W

B22 E27

470lm 470lm

S9434 S9435 S12871 S12872

5.2W 5.2W 4W (Eq40W) 4W (Eq40W)

E27 E27 B22 E14

300lm 300lm 470lm 470lm

S13561

2W (Eq20W)

E14

240lm

2,200K 2,200K 2,700K 2,700K 2,700K 2,700K 2,700K 2,700K 2,700K 2,700K 2,700K 2,700K

CANDLE 2,200K 2,700K 2,700K 2,700K 2,700K 2,700K 2,700K 2,700K

BENT TIP CANDLE 2,700K 2,700K

ST64 2,200K 2,200K

GOLF / G95 / G125 2,200K 2,200K 2,700K 2,700K

PYGMY 3,000K

COOKERHOOD S13563

3.8W (Eq35W)

E14

420lm

3,000K

*Terms and conditions apply. Offers are only available when invoiced through bira direct.

Contact your local rep for details on full range.

4 Beacon Road, Ashburton Road West, Trafford Park, Manchester, M17 1AF Call: 0161 786 0113 Fax: 0844 583 4848 email: sales@brand-essentials.co.uk online: www.supreme.co.uk © Supreme Imports 2018 All Rights Reserved.

EMPLOYMENT LAW

Managing paternity leave in your business A retail assistant has announced that his wife is having a baby.

He has only been working at my business a couple of months. Is he eligible for paternity leave?

You may think that every expectant father is entitled to time off, but in fact there are a number of eligibility conditions that need to be fulfilled.

To qualify, the person must: l be taking time off to care for the child or to support the child’s mother l be an employee (not a worker or self-employed) l have worked for you for a minimum of 26 continuous weeks by the end of the 15th week before the week of the baby’s due date l be the biological father or be the husband or spouse, civil partner or the partner of the child’s mother l be responsible for the upbringing of the child (or have an expectation that they will have this responsibility)

l have given the required amount of notice

amount of time of paternity leave remains the same. The employee is still only entitled to up to two weeks of time off.

He has asked us whether paternity leave can start before the birth. Is this permitted?

How much notice must he give me?

No. If the employee wishes to take time off Ideally, the employee should do before to prepare for the birth or so as soon as possible, but no adoption, they may request another later than the end of the 15th form of leave, for example, week before the expected week annual leave. of the child’s birth.

In cases of birth, an Do you have more They must notify you of the employee may choose to questions? Contact bira expected week of the birth, how start their leave from the legal on 0345 450 0937 much leave they have decided to date of the birth; an agreed or email bira@ take and when they will commence number of days after the elliswhittam.com. this leave. birth or an agreed number of days after the expected week He has told me his wife is expecting twins. of childbirth.

Is he entitled to extra paternity leave?

In any case, leave must be taken within 56 Even if the employee has multiple children, the days of the child’s birth or placement. l not

have taken shared parental leave in respect of the same child. bira legal can help you ascertain whether the employee is entitled to paternity leave or not.

Find out more

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Trade Prices: Exclude VAT and are subject to change without prior notice

26

WHOLESALE & A WHOLE LOT NOVEMBER/DECEMBER 2018

COUNTERPOINT / NICKY NAQUE

Optimism is my strategy for 2019 Whether the weather behaves itself or not next year, Nicky Naque is ready for anything with a streamlined offer, more staff and a keen nose for interesting products

WELL IT’S BEEN a bit of a strange year for us. Perhaps unexpectedly, the biggest issue we’ve faced has been the weather. We took quite a large risk to stock more fashion than we’d ever done (traditionally we sold gifts, homeware and fashion accessories), but then the spring decided to desert us entirely, to be replaced by the kindly Mr Snow and then his friend Ms Scorchio.

Who could have predicted that we would essentially leapfrog spring to go straight into high summer, leaving lots of our spring fashion in a sorry little Sale come August, while we joined other retailers rifling through their summer stock trying to find that itsy-bitsy teenie-weenie yellow polka-dot bikini?

Perhaps we retailers need to take heed of the latest climate change warnings and consider what this means for our customers and their clothing choices. Layering has always been a key option in the UK but I think the seasons could become a little skewed, and with them our buying patterns. Should we be preparing for an entirely different set of needs? It’s one to think on. Who knows?

Reflecting further on 2018, it’s actually been a bit of a year of ‘who knows?’. With Brexit seeming to have a continuous dulling effect on consumer spending and confidence, and the high street reportedly saying its farewells to the department store, I’m not sure the British public have known what to do with themselves or their money.

As independents, we have to stay ahead of the game and help guide them through these tough times. So, I am working on a series of special lifestyle events and collaborations that will allow my customers to grow a bond with our boutique far beyond what they purchase. They will see us as an integral part of their community, their lives and their homes, so we can support each other through the good times and bad times.

Looking ahead to May 2019, we are planning, during our local history and community month, to gather old postcards and photos of the area to display and explore how our village has changed over the years and how we decorated our homes, then and now.

Before that, in the run up to Christmas, we

have a series of events to promote our autumn fashion collections and help our customers find the perfect gift. We’re moving beyond general shopping evenings to more tailored offerings.

Additionally, we are streamlining our services to put us in the best position possible to serve our customers in the future. We have installed Vend to help us with a number of modernisations in managing our stock, our customers and our finances. In due course this will allow us to provide an online service as well.

With staff, we have also stepped up our game, hiring a deputy manager to allow me to get out and about and grow the customer base, as well as creating further brand awareness. We also have hired a team of ad-hoc staff to help give us f lexibility during the busy Christmas period and other staff holidays.

All these things have taken investment, but we’ve seen a big return with increased customer loyalty and spending.

I am hopeful that in 2019 we will continue to find innovative products. I am (nearly) always pleasantly surprised by some of the new products that appear each time I attend a trade show. There is always some little corner of the globe creating something different and special for us to love. At this year’s Top Drawer (see page 14) I found two new brands for our men’s gifting area - Orbitkey and Secrid. Both offer strong, stylish innovative products that our customers will love. They will be great Christmas presents.

It’s not always as easy as turning up at a trade show to find great product. I still believe you have to do your research, especially if you want to keep your store unique. I have only ever found one men’s tie brand at a trade show which I liked, but I wasn’t convinced it was modern enough. I did some research with my male customers and discovered the ties were too wide, so after a ton of further research I found one that fits my customer profile. And it is British-made. Definitely worth the effort.

In summary, I have lots of optimism for 2019, but with the constant weather changes and Brexit due imminently, I approach it with cautious optimism.

There is always some little corner of the globe creating something special for us to love

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

NOVEMBER/DECEMBER 2018

27

the show

The latest generation of Draper Storm Force cordless tools offers 20 volts of power and 2.0Ah or 4.0Ah Lithium batteries at a competitive price.

sensational exceptional original 8. – 12. 2. 2019 The outstanding diversity of the international consumer goods market. Eye-catching innovations, trends and designs in sight. All segments. All themes. The trade fair that leads your industry into the future.

Information and tickets: ambiente.messefrankfurt.com Tel. +44 (0) 14 83 48 39 83 info@uk.messefrankfurt.com

Partner Country India

28

67617-031_AM_allg_BIRA_87_5x265 • FOGRA 39 • CMYK • tp: 19.10.2018

DU: 19.10.2018

England

Feel the force of this brand new multi-tool battery system

Ask for copies of the range leaflet and catalogue to pass on to your customers.

To find out more visit www.drapertools.com/bmm-nov

BMM_NOV18.indd 1

Strength in Quality

NOVEMBER/DECEMBER 2018

05/10/2018 14:20

Make more with Masons With our new, upgraded levels of service you’ll make even more opportunities, more sales and more profit.

NEW improved 5 day delivery service NEW improved savings on bulk purchases NEW PVC and aluminium mouldings One of the UK’s leading manufacturers of timber home improvement materials n 80 years experience with Independent Retailers n FSC and FEFC accreditation, members of the Timber Trade Federation For more information call: 0800 021 4888, email: orders@masons-timber.co.uk or visit: www.masons-timber.co.uk n n n n

Mouldings PSE’s Handy Pack Ranges Finished Products Garden Range Sheet Materials Louvre Doors Laminated Boards Sawn and Treated Sawn

4 4 4 4 4 4 4 4 4

BG-Wifi-NewFinishes-BIRA.pdf

1

24/09/2018

11:27

Wi-Fi Socket

Range Extender C

M

Y

CM

MY

CY

CMY

K

Expand your Wi-Fi coverage Up to 300Mbps data transfer speed

2.4 GHz

SINGLE BAND

FITS

25MM BOX

Bira_Handy Heater(s).pdf

1

25/09/2018

300 MBPS

W

Easy to install and set up - 1 touch WPS

USB

NE

Works with ALL wireless broadband routers

15:25

Handy Heater™ is the ideal solution to those cold spaces, at work, home or on holiday. Whether you’re doing a spot of DIY in a shed, car maintenance in the garage or just sitting at a draughty desk in a cold office space, all you need is a standard plug socket to surround yourself with warm, cosy air. No cables, no wheels and no bulky heating units to get in your way. Just direct, comfy heat straight from the wall!

Huge National TV Advertising Campaign from 12th November - 31st December

C

M

Handy Heater™

Y

CM

• Plugs Directly Into A Wall Socket

MY

• Adjustable Thermostat

CY

• 12-Hour Programmable Timer • Safe Ceramic Heating Element

CMY

• Runs up to 8 hours per fill

K

• High & Low Speed Setting • Stay-Cool Plastic Housing • Digital LED Display

Cost £20 ex vat.

RRP £39.99 40% margin

• Auto Shut-Off

In-store package Only £576 (inc vat)

• 1 Bulk Stack Unit with Handy Heater™ TV • 24 units of Handy Heater™ • JML rep to set-up in-store • Free Delivery • Potential profit on just 24 units = £383.76

Contact James Thompson for any queries and to place orders: James.Thompson@jmlgroup.co.uk • Tel 07776 145916

30

NOVEMBER/DECEMBER 2018

BIRA NOTICES

The membership magazine of the British Independent Retailers Association 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 PA, senior communications & PR officer Kate Godber 0121 446 3730 kate.godber@bira.co.uk Multimedia sales executive Simone Adams 0121 446 6688 Ext 259 simone.adams@bira.co.uk All advertising and editorial enquiries editorial@bira.co.uk Printed by Stephens & George, Merthyr Tydfil, Wales

bira, 225 Bristol Road, Edgbaston, Birmingham B5 7UB Tel 0121 446 6688 Fax 0121 446 5215 www.bira.co.uk bira national president 2018-19 Surinder Josan, All Seasons DIY, Smethwick CEO Andrew Goodacre Finance director Beverley Long Commercial director Jeff Moody

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. © 2018

NOVEMBER/DECEMBER 2018

Lay the (curious) facts before us AT BIRA, WE love the variety and individualism of our thousands of members. Now we want to know more about you to share that knowledge with other independent retailers in the bira community.

No matter what your We want you to tell us business fact is, we some of the fascinating want to hear from and curious facts about you. Don’t be shy - get in touch with us at you and your business. editorial@bira.co.uk.

Whether the information is sublime or ridiculous, share it with us.

Who, we wonder, has the smallest shop (by area) across the bira membership? Which of you has the longest business name above your door? Who can claim to have the oldest or longest-serving member of staff still working?

Who has the business with the longest trading history? Have you got the greatest number of family members working in your business? Maybe you’d like to claim the largest number of lines stocked? Let us know!

And don’t forget to send us images of your business. Who has the prettiest storefront among bira members? Or the strangest? Or the oldest original frontage? Or the most imaginative?

Welcome the newest members to our bira community County Hardware, Donaghadee, County Down; FireParts.com, Atherstone, Warwickshire; Harvey Robb, Southwark, south-east London; Home Fix, Twickenham, south-west London; Jeffries Hardware, Birmingham, West Midlands; MeggaService, Atherstone, Warwickshire; Phoenox Textiles, Huddersfield, Yorkshire; Quantum UK, Guisborough, Yorkshire; Rise & Shine Living, South Molton, Devon; Sarah Thomson, Melrose, Roxburghshire; The Gallery, Slaithwaite, Yorkshire; The Robin Pub, Birmingham, West Midlands; TwoJ Nottingham, Nottingham

Sarah Thomson, who runs a womenswear business under her own name in Melrose in the Scottish Borders, joined bira in October 2018. She tells us why: ‘’I have been trading for almost 21 years and have worked over the past few years to develop relationships with my customers and my suppliers. We know our products and brands very well, which means we’ve become a destination shop. We do lots of events and really take time to get to know our customers, their lives and their families.

I’m not sure that what we do is unique, but I believe that getting the basics right ̶ good customer service, good stock and a lovely environment in which to shop ̶ is why we are still here!

“I decided to join bira firstly to save money in various areas of the business. For instance, I need to move the business into the modem world.

I wanted an Epos system and I knew that bira would be a great source of information. More than that, although I have staff helping me in the shop, I run the business on my own, so I thought it would be good to be part of a group and to have opportunities to meet people in the same situation. Sometimes it can feel like you’re juggling everything on your own as an independent retailer.’’

Find out more about Sarah and her business on facebook.com/SarahThomson-272945599482751/

31

THE LAST WORD

We are a small shop but we have a surprisingly big range on offer. People do appreciate all our experience and knowledge yes. Even though it was about £60, she had to buy it.

Q

Stuart Blow STU-POTS, OUNDLE

He didn’t like the name his parents picked for their hardware and cookware business, but after 25 years Stuart Blow has got used to Stu-Pots.

Q

When did the business start?

In 1993 our family bought an existing business from the receiver but the next day we went on a pre-arranged long family holiday in Australia. Poor Mr Upton, the previous owner, had to keep working in the shop until we got back. My father Tony had worked in the ironmongery trade all his life and at the time was working for a supplier, Thomas Plant (Kitchencraft), in Leicester, so my mum Marian ran the shop at first with the help of a friend she’d worked with at Woolworths.

My parents thought Stu-Pots was a very clever play on words as my name is Stuart and we were selling pots. For years, I really didn’t like it but I have to say it worked.

Q

How has the business changed over 25 years?

I was working at another supplier, C O Hamshaw and Son, when we bought Upton’s. I joined the family firm after a couple of years, once it started to make some money. My dad has always stayed behind the scenes, doing the books and the admin, while continuing to work in the industry.

After about three years we moved location, from No 1 Market Street to No 36, which is almost three times as big as the first shop. My mum retired about 20 years ago, so I’ve been in charge since then. Starting key cutting was a big plus for

32

us. Another retailer in the town who was closing down encouraged me to take it over from him.

It’s very profitable. Having learned to cut keys, it wasn’t that difficult for me to learn to sharpen knives. That’s more of a specialist service, but I have a nice little following after 13 years of doing it. I charge only £2-£4 depending on the knife and its condition. Another change more recently is that we are doing a lot more eco-related products, such as LED lights and corn starch bags instead of plastic.

Q

What is the weirdest request you’ve had from a customer?

I have a habit of buying just one of an odd thing that I know we won’t sell for ages. The strangest was a tongue press, which is used to turn a cow’s tongue into processed meat. The customer nearly fainted when she asked if we had one and I said

Personally speaking

Hobbies: History Fave music: Simple Minds Fave food: Tandoori chicken Car: Ford Grand C-Max Fave gadget: iPad Fave film: A Man For All Seasons Business hero: Sir John Timpson Best bit of advice ever received: Turnover is fiction. Profit is reality.

How is Oundle as a centre for independents?

The town has certainly recovered from being burnt down by King John in 1216! It’s a beautiful market town and nearly all the limestone properties in the centre, including ours, are Grade II-listed. The big employers are Oundle School and Fairline Boats, which has a boatyard on the River Nene. The town still has a lot of independents although a Waitrose opening on the edge of town a couple of years ago has affected trade in the centre a bit.

Q

You are continuing a family tradition by chairing the local bira branch…

My dad has been chairman a couple of times but he has been secretary for about 30 years. He still does that and acts as treasurer, even though he is 85. I am just chairman for this year. Although bira’s branches have gone a bit out of fashion, the seven or eight of us who meet socially about four times a year find it very beneficial. We come from Lincolnshire, Leicestershire and Northamptonshire. We can discuss problems, hear how other retailers do things and generally keep in touch with trends in retailing. It’s a very worthwhile friendship group.

Q

What’s the biggest satisfaction in your job as an independent retailer?

It’s selling a product that genuinely helps a person. Of course we are here to make money but knowing that we have helped someone with an issue in their life is great. Although my dad has stayed behind the scenes, it’s been great to be able to draw on his encyclopaedic knowledge of the ironmongery industry. For a small shop of about 1,000 sq ft, we have a surprisingly big range on offer. People do appreciate all our experience and knowledge.

Stu-Pots, 36 Market Street, Oundle, Peterborough PE8 4BE  stu-pots.com NOVEMBER/DECEMBER 2018

Transform your business with a bira bank equipment loan.

6.4

% APR

typical

£305.27 per month

Typical example based on £10,000 over 36 months

We’ve reduced our equipment loan rates until 31.12.18.

Call David or Frank today for a non obligation quote on 0121 446 6688 or visit birabank.co.uk bira bank. Registered in England No. 555071. FRN: 204478 BIRA BANK LIMITED is authorised by the Prudential Regulation Authority and regulated by the Financial Conduct Authority and the Prudential Regulation Authority (Finance Services Register No. 204478) Registered office: 225 Bristol Road, Edgbaston, Birmingham B5 7UB Registered in England. Company No. 0555071

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