THE MEMBERSHIP MAGAZINE OF THE BRITISH INDEPENDENT RETAILERS ASSOCIATION ISSUE 16 | APRIL 2018
Modern
the
Storyteller
How Lucy Matthews is writing the next chapter on her family’s book shops in Cumbria
Nick Fisher, CEO, Facewatch
conference and awards
Jurys Inn Hinckley Island Hotel, LE20 3JA
10 May 2018
Energy efficiency
SEO & content marketing
Online market places
Tackling crime With the estimated cost for retail crime in the UK over £600million each year, businesses are fighting a losing battle against low-level crime. At the bira conference in May Nick Fisher, CEO of facial recognition platform, Facewatch, will share information on the greatest advance in retail security since the introduction of CCTV.
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0121 446 6688 opt. 1
3. Select one 4. Enter the 5. Click ‘Add to option for all number of basket’ (repeat 3 & 4 four of the drop tickets you’d for other ticket types) down boxes like to purchase then click ‘Proceed to Checkout’ events@bira.co.uk
bira.co.uk/conference-2018
Comment
Learn in print and in person Why not join us at your bira conference on 10 May, asks Alan Hawkins On the publishing side, however, producing several magazines and newsletters was not a sensible or viable decision, so the decision was taken for all our printed output, apart from the BAGMA Bulletin for our dealer members, to be consolidated into this publication. All the editions are posted on the bira website but, like many of you, I love the paper magazine because when a quiet period comes I can catch up on areas affecting independent retail. This month, for example, we warn about cyberattacks and the problems they can cause. If you don’t think it will ever happen to you, read our profile on Pease of Garforth on p10. GDPR, making tax digital, card fees, auto enrolment, plastic bag charges - the list of subjects we have covered is ever-changing and endless. bira magazine is designed to be a single trusted source of all you need to know about, including upcoming trade shows, new bira services to benefit your business and, of course, supplier offers. On our publishing committee, chairman
Gary Gordon and members Bruce McLaren and Emma Leah keep a careful eye on retail relevance. But please remember, we need your stories and views to share with other bira members. Have you done something amazing in your business or personal life, is your business celebrating a milestone, or a major revamp? We would love to hear from you so we can spread the word. Let us know via editorial@bira.co.uk. Another key topic in this issue is the final information on the bira conference and awards on 10 May (see the ad opposite and pages 18-19). I would be so pleased to see some new members among the regular supporters at this event. Come and give me a good send-off! Finally, I hope to be leaving bira in the autumn a slightly lesser man than I am today. Perhaps ambitiously, I have pledged to lose 17½ pounds in 175 days to celebrate 175 years of the Rainy Day Trust trade charity. If 175 trade friends go to justgiving.com/bira and donate £10, I shall hit my target of £1,750. Will you please put your weight behind my dieting?
Cover photograph: Paul Driver
HOPEFULLY BY THE time you read this column, the snowstorms of March will be merely a memory and a glorious spring will be with us. It used to be said that the weather had as much effect on a retailer’s turnover as anything else, but as large concerns like Maplin and Toys R Us bite the dust, it’s clear that other factors are at work too. The key for many members this month will be rates, with the last revaluation finally hitting your bottom lines from April. At bira, we battle on with government for alternatives to the current system and so many other areas that make independent retailing harder every season. As I approach the end of my time as CEO I want to reflect on some of the bigger changes bira has experienced recently. Nothing is more obvious than this very magazine. The decision to create bira out of all our divisions was a brave one, as some preferred the comfort of their own specialist area, name and traditions going back 100 years or more. But those divisions still exist, of course, and operate strongly when needed.
IN THIS EDITION ISSUE 16 APRIL 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 APRIL 2018
news for 2 Trade bira members
Final call for the 10 May conference, Salisbury keeps trading, Scots tailor is renewed
for the 6Thanks memories
Vin Vara presents his favourite photographic highlights from his two-year presidency
Modern 14The Storyteller 10Commonsense approach How Pease of Garforth survived a cyber attack to celebrate 100 years of trading
Lucy Matthews writes the latest pages in the history of her family's bookshops
25 Counterpoint by Nicky Naque Fairs are always fair for our show-loving buyer on the look-out for something fresh
conference 18 bira & awards 2018 20Colour trends All the details for the essential 10 May event. Will you be inspired this year?
New directions for interiors in 2018 from the international Dulux trend team
Last Word 36The John Brown After 60 years, the DIY-to-watches store is still a fixture in Nailsea, near Bristol
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TRADE NEWS
Celebrations at Essentials THE NATIONAL CHARITY Autism at Kingwood received a donation of £1,000 from the finale of the year-long celebration for the 30th anniversary of Essentials of Hazlemere on 30 January. The Fendall family got the number of their Facebook followers to more than 1,000 too, thanks to a social media campaign that gave away prizes from their hardware and homewares shop. The all-day party was laid on to show appreciation to the many loyal customers who have given support during the past three decades. As well as a 30% discount on everything, there were prizes galore, homemade cakes donated by customers and, later in the day, fine ales to sample from a local brewery called Malt.
During a 30-week campaign, each week the shop posted on Facebook one of 30 “Things That We Love”, which was won by one “Liker”. “Our customers really got into it and it was so nice to see their smiles when they came into Essentials to collect their prizes,” said assistant manager Thomas Rutland, who is responsible for the social media campaign. “I was a bit sceptical about the Facebook part before we started,” said shop manager Matt Fendall, “but I’m delighted to see the number of our followers ballooning to more than 1,000. Not bad for a little shop.” Matt’s dad Geoff, the founder of the business, added: “This was a milestone in our history, but not the last. We look forward to serving the people of Hazlemere for the next 30 Tailoring a bright future: Vixy Rae and Dan Fearn
Five turn 30: owner Geoff Fendall, Matt Fendall (manager),Simon Stevens (pet food buyer), Thomas Rutland (assistant manager), and Bob Bruton (DIY buyer).
years. The 30th birthday was more than we hoped it would be. It was a really memorable and emotional day, terrifically busy, enjoyed by our whole family, our lovely staff and loyal customers. The goodwill from our suppliers has been overwhelming, enabling us to increase the value
of our donation to the charity from the £600 that we raised to a healthy £1,000.” Autism at Kingwood, which helps prepare young people with autism to live more independently, has opened close to the shop, which is near High Wycombe, Bucks.
New wage rates apply from 1 April The latest levels for the National Minimum Wage and the National Living Wage took effect on 1 April. bira’s view is that we support staff being paid a good living wage, but the speed at which it has been increasing, on top of pension contribution increases, is too fast for many retailers in the currect economic and trading climate. We list here how the officially sanctioned wage rates have changed in the past dozen years or so. The National Living Wage and the National Minimum Wage 25+
21-24
18-20
Under 18
Apprentice
Apr-18
£7.83
£7.38
£5.90
£4.20
£3.70
Apr-17
£7.50
£7.05
£5.60
£4.05
£3.50
The following rates were for the National Living Wage and the National Minimum Wage from April 2016
Brushing away the dust to find the hidden gold SCOT L A N D'S OL DE ST BESPOKE tailor, Stewart Christie in Queen Street, Edinburgh, is being revived and renewed under its new owners, Vixy Rae and Dan Fearn. The business partners, who have worked in classic clothing retailing in Scotland for many years, took over the concern, which dates back to the early 1700s, almost two years ago. Since then, they have been updating its systems and refurbishing its premises, while main-
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taining the charm of this unique emporium. "We have been spending a lot of time brushing away the dust that dates from the 1970s to reveal the original gold beneath," said Vixy, who is creative director, while Dan is managing director. A new shopfront was fitted in March to improve access and natural light into the store. Adjacent to Stewart Christie, the pair is developing a tea room called The Chaumer, which should be open by the summer.
Year
25+
21-24
18-20
Under 18
Apprentice
Oct 2016 Mar 17
£7.20
£6.95
£5.55
£4.00
£3.40
April 2016 - Sept 16
£7.20
£6.70
£5.30
£3.87
£3.30
The following rates were for the National Minimum Wage before the National Living Wage was introduced. The rates were usually updated every October Year
21-24
18-20
Under 18
Apprentice
2015
25+
£6.70
£5.30
£3.87
£3.30
2014
£6.50
£5.13
£3.79
£2.73
2013
£6.31
£5.03
£3.72
£2.68
2012
£6.19
£4.98
£3.68
£2.65
2011
£6.08
£4.98
£3.68
£2.60
2010
£5.93
£4.92
£3.64
£2.50
The age groups were different before 2010 and there were no National Minimum Wage rates for apprentices Year
22+
18-21
Under 18
2009
£5.80
£4.83
£3.57
2008
£5.73
£4.77
£3.53
2007
£5.52
£4.60
£3.40
2006
£5.35
£4.45
£3.30
2005
£5.05
£4.25
£3.00
APRIL 2018
TRADE NEWS
Reserve your place at the bira conference and awards THERE IS NOT long left to reserve your business more energy efficient and protect their place at this year’s bira conference and awards, business from cyber-crime. the informative and entertaining event every The conference element of the day kicks off independent retailer should attend. at 9.30am with bira’s annual general meeting On Thursday 10 May retailers, suppliers and and bira direct suppliers' conference. Keynote industry partners will come together at the Jurys speakers and sessions will run until 4.10pm. Inn, Hinckley Island, Leicestershire to celebrate The day programme allows delegates to everything that is great about the sector and to pick and choose from the breakout sessions of look to the future. Grow, Innovate and Challenge, allowing them Musician turned entrepreneur Levi Roots, to tailor their day to suit their business needs. founder of Reggae Reggae Sauce, will head the Please note that space is limited in the sessions, strong line-up of speakers, all so delegates should move The focus giving tangible tips for retailers quickly between speakers to to implement themselves. of the day’s avoid disappointment. Recently added to the The event will be rounded line-up are members Emma proceedings is off with the glittering bira Woodward and Samantha The Future and awards ceremony hosted by Yair, owners of Aspire Style, delegates will be Reverend Richard Coles, once a cha i n of independent of The Communards and lifestyle boutiques, who will able to explore the Strictly Come Dancing. be presenting the Retailer latest retail trends The awards recognise Address. Winners of the 2016 the talent and hard work of bira award for Independent Business of the independent retailers and suppliers that support Year, Emma and Samantha, who met at infants’ the sector. Categories include independent school, will talk about how they have grown their retail business of the year, independent retail business from one store in 2004 to five today. employee of the year, independent team of the The focus of the day’s proceedings is The year and the charity awards for Charitable Future and delegates will be able to explore the Champion and Local Hero. The awards drinks latest retail trends, learn how to better promote reception begins at 6.45pm, followed by dinner, their business online, find out how to make their the awards ceremony and networking until late.
Keynote speaker: Levi Roots
Conference tickets cost from £135 per person (exc VAT). A combined conference and awards ticket costs £235 per person (exc VAT). See full details of the conference programme on p18-19. To reserve your places at the event, visit bira.co.uk/conference-18, or call Lauren on 0121 446 6688 or email events@bira.co.uk
Salisbury “is open for business” RETAILERS IN SALISBURY are insistent that they are open for business despite the nerve agent outrage on 4 March that left three people fighting for their lives and parts of The Maltings retail centre cordoned off. Police say it is not possible to put a timescale on how long their investigations may take to conclude. bira member Stephanie Brown, owner of The Beauty Studio in Crane Street, five minutes from The Maltings, said: “It has been a very surreal week here, something reminiscent of a Hollywood movie. Contrary to numerous press articles, we are not frightened and anxious. The city centre is as busy as always. My clientele have not cancelled appointments and they are not avoiding the city. APRIL 2018
“From press reports, it would appear my experience differs from other independents nearer the cordoned area and I feel for them. Salisbury is not going to suffer in the long term, however. People still visit London and Manchester and anywhere else that has been affected by tragedies and bombings, so what makes us any different? This doesn’t change anything. I urge people to visit our beautiful city.” Lynda Cooper and David Bundy from menswear retailer Chas H Baker & Son, which is also close to The Maltings, told bira magazine: “Salisbury is open for business. There has been a considerable drop in footfall, but we are assured by the local BID group that all efforts are being made to
The Salisbury investigation could take a long time
encourage people back to the city, including injecting some positivity across social media. We feel lucky we have not been affected financially as much as the shops in the cordon area. We hope the shops forced to closed are given financial support from central government and not local government funds.” Wiltshire Council has approved
a £20,000 donation to a hardship fund to support local entrepreneurs and is helping some apply for business rate relief. It is working with HMRC on VAT and tax issues. As we went to press, Sergei and Yulia Skripal remained in a critical condition in hospital, while Detective Sergeant Nick Bailey was in a serious condition.
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TRADE NEWS
Lakeland turns to wholesaling INDEPENDENT FASHION SHOPS selling women’s bags and leathergoods are being sought by Cumbria-based bira member Lakeland Leather, which is launching its first wholesale collection at the INDX Accessories show, Solihull on 10-12 April. Founded in Ambleside in 1955 by Jack Standring, the leather specialist is still family-owned and runs 10 stores and five outlets, primarily in tourist spots like York and Keswick. Its large branch in Bowness, Cumbria, celebrates 40 years’ trading this year.
NEW SEASON
COLLECTION
FIRST EDITION
Managing director Martin Foster says stockists can be confident about the collection’s commerciality: “We sell 35,000 women’s leather bags a year, so we know the market well. For the wholesale range, we have concentrated on our best-selling shapes and leathers, so we are making the selection process easier for buyers.” Made in India, the 150 options extend from purses to handbags to luggage. The mark-up range is 2.6 to 2.8. The Buttermere shoulder bag shown here costs £35 wholesale to retail at £90.
Retailers urged to complete card survey DETAILS OF FEES charged to retailers by card schemes are urgently sought for a review by the European Commission of The Interchange Fee Regulation (IFR). bira is challenging the Payment System Regulator (PSR) for more transparency on charges from Visa and Mastercard, as well as a full investigation into increased scheme fees.
BIRA TRIO TAKES ON CHARITY DIET CHALLENGE FOR RDT To lose 17½lbs in 175 days (or less) to raise £1,750 each for the Rainy Day Trust is the challenge taken on by bira’s Alan Hawkins, Jeff Moody and Vin Vara. All trustees of the home improvement charity, they have pledged to contribute a total of at least £5,250 to the fundraising target for its 175th anniversary. The ambitious slim-down – they are looking to lose at least 1 stone 3½ pounds or almost 8 kilos – started on 1 March after all three had been weighed; their new weights will be taken on 22 August.
APRIL 2018
Evidence shows that of the £500million reportedly saved within retail in 2016 (under the IFR’s direction), £517million was recouped by card schemes last year from increased charges. We need to convince the EC that the IFR’s scope needs to be extended in several areas. bira urges members to complete the EuroCommerce survey
by 20 April. Answers need to be prepared before starting as it must be completed in one go. The survey, including templates that must be sent to your card acquirer for completion, are available at bira.co.uk/interchange. Contact the membership team on 0121 446 6688 for assistance.
Timber supplier Archwood pledges merchant support
The Archwood Group, supplier of sustainable timber components, is following a new merchant-focused strategy led by chief executive Tony Miles (above centre). He has pledged not to sell direct to the public or to "our customer's customer". His team comprises (l-r) financial director Andy Simms, commercial director Damian Bracken, operations director Phil Lomas and business development director Josh Burbidge. Archwood comprises mouldings manufacturer Richard Burbidge, flooring manufacturer Atkinson & Kirby and Masons Timber Products.
John Fewings
Honorary president of Home Hardware, John Fewings, died on 24 February after suffering a stroke. He was 83. His links with the home and garden wholesaler started in 1963. After many years as a director, he became MD in 1982 and was chairman from 1986 to 2011. He is survived by his wife Eilleen and daughters Jillian and Debbie. His funeral took place in Tiverton, Devon on 8 March.
Sussex branch stalwarts retire IT’S ALL CHANGE at bira’s Sussex branch, where retired members Fred Bishop (chairman) and David Garforth (secretary and treasurer) are stepping down after more than 15 years’ service. The winner of bira’s Independent Retail Employee of the Year award in 2017, Nathan Gale is now chairman, while Jackie McIntosh is secretary. Both work for Lancingbased builders’ merchant Gardner and Scardifield. Jonathan Barley of Bognor Regis-based hardware business A & M Barley is the new treasurer. Fred and David will continue to attend meetings to share their vast knowledge of the trade. The branch meetings held across the country are a great opportunity for bira members to meet and discuss current trade topics, voice any concerns, receive updates from bira head office and enjoy a meal with other retailers in a relaxed atmosphere. Want to know more about the bira branch network? Contact teodora.axente@bira.co.uk and 0121 446 6688.
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PRESIDENT’S SCRAPBOOK
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THE MEMB ERSHIP MAGA OF THE BRITIS H INDEP ZINE RETAILERS ASSOCIATI ENDENT ON ISSUE 01 | OCTO BER 2016
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Thanks for the
memories
Vin Vara has been a busy man during his two years as bira national president. As he prepares to hand over the chain of office on 10 May, he looks back over a hectic 24 months “BEING BIRA PRESIDENT has been a great experience, not least for me as a hardware and DIY retailer to see and learn for bira members in all sorts of retail categories. It’s been amazing to see what I can learn by coming out of my own shops,” says Vin Vara, who runs the 15-strong Tool Shop group in central London. During his presidency, he reckons he has visited every bira branch around the country and called in on around 70 bira members, as well as leading bira delegations to suppliers and even, in September 2017, to No 10 Downing Street to present the independent retailers’ case to the Prime Minister’s office.
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“Of course, we independents face lots of challenges around rates, parking, planning, and the fact that the government is trying to turn some shops like mine into mini police stations to regulate sales of certain items, but overall, after meeting so many bira members, I am very optimistic about the future of our sector.” Vin has been involved with the association since the mid-1990s, when he joined the British Hardware Federation. He started sitting on committees around 2000 and in 2013 he was persuaded to take on the president’s role. “I had about three years of working up towards it and I probably devoted a day a week
Mr Presiden t
Keeping it sim ple is the mini-chain run by bira approach at Tool Sho p, the central president he reveals the London secrets of hisVin Vara. In an extensive winning form inte ula for succes rview, s
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OFC Cover
READY.indd
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21/09/2016
out of my own time to be president. When I did take office in 2016, I was given so much help by the team at bira HQ, who organised my time very efficiently.” Vin’s one-year stint stretched to two when ill-health prevented his successor-elect Vivienne Abbott from taking on the role. This has been a crucial period for bira, given its reorganisation and combining two sites to one in its refurbished Birmingham offices, which Vin officially opened. Vin is proud of the way in which bira’s position as the voice for UK independents has been elevated internationally through its involvement in events like the DIY Summit event in Berlin APRIL 2018
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PRESIDENT’S SCRAPBOOK
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1 Vin learned all about the BAGMA side of bira at places like the Highland Show in Edinburgh
2 Relationships with suppliers was cemented with visits like this one to the Dulux Academy
3 Everyone likes a photo with the president; here it’s new member Guiseppe Alfonso from Bromborough Paints on The Wirral
4 Vin has been a high-profile media spokesman for bira, here being recorded for BBC TV on rate rises 5 Vin checks out the Oxford Summer School at Keble College 6 Vin’s sister Bharti Parmar celebrated his presidency with a rather impressive cake
9 in 2016 and the International Hardware and Housewares Association conference in Shanghai last year. “Even the big boys now realise how important we are,” he says. Outside his bira role, the energetic and highly popular Vin managed to open six new shops and has seen two of his daughters married during the past two busy years. Now he is looking forward to a slightly less hectic time. Surinder Josan of All Seasons DIY in Smethwick will succeed him at the bira conference on 10 May. What’s Vin’s advice for Surinder: “Enjoy it. It’s actually a very short term that passes very quickly.” APRIL 2018
7 Vin was our first cover subject in October 2016 8 Vin and the bira contingent waved the flag for Britain at the IHA conference in Shanghai in October 2017
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9 On 21 September last year, he officially opened bira’s refurbished head office
10 V in led a bira delegation to 10 Downing Street on 23 August 2017 to outline our policy strategy 11 T he German approach to retailing was viewed during the DIY Summit in Berlin in 2016
12 At the bira conference 2016 Labour MP Chuka Umunna and bira CEO Alan Hawkins were the first to congratulate Vin on his new role 13 I n between his hectic bira schedule, Vin and his wife Anu enjoyed the weddings of daughters Bansri and Amisha
14 Vin chaired the last bira board meeting at the now-closed Middleton Cheney office in June 2017
It’s been amazing to see what I could learn by coming out of my own shops Vin Vara has visited around 70 bira members
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OXFORD SUMMER SCHOOL Delegates at the Oxford Summer School Foundation in 2017 line up with retailTrust's Amy Prendergast (centre)
Join the retailing high-flyers retailTRUST scholarships are now open for OSS Foundation programme 2018 THE OXFORD SUMMER School (OSS) is delighted to announce that applications are now being accepted for Foundation retailTRUST scholarships. Each year trade charity retailTRUST offers a number of fully-funded and part-funded scholarships across the range of OSS programmes. Scholarships provide an opportunity for all retail employees to develop their careers and gain lifelong skills for business. The deadline to submit your Foundation scholarship application is 7 May. The Foundation programme provides store managers with leadership learning and builds confidence in their role. It gives them the opportunity to reflect on their own approach to leadership and management while gaining a wider understanding of the impact that successful leaders can create. The course is designed to enhance the vital skills leaders need to ensure their team delivers to the organisation’s standards, targets and expectations. Last year George Cox from Weston-SuperMare department store Walker & Ling attended the Foundation on a 50% funded scholarship from retailTRUST. Immediately following the APRIL 2018
programme, George commented: “What an member Goddards of King’s Lynn (part of amazing experience. This week I have met some Coe’s of Ipswich), who commented: “It’s been amazing people and it’s really improved my self- an incredible journey which has completely confidence as a leader.” changed my outlook. I learnt so much. The We caught up with George Foundation has helped me to be more to see if the lessons he learnt confident and become better at straIf you have during his week with OSS tegic planning. any questions were still making an impact: “I now understand the need about retailTRUST “Absolutely. The confidence to establish a clear vision for my scholarships or OSS I’ve gained from attending the role in the business. Using the programmes, please Foundation has been incredskills I’ve learnt at the Foundacontact Neil Moss on 0121 446 6688 or neil@ ible. I arrived nervously at the tion I feel I can create a more oxfordsummerschool. Foundation programme, not efficient and productive team.” co.uk. Alternatively visit knowing anyone, but through The Foundation residential oxfordsummerschool. the activities I quickly realised programme will run between co.uk/scholarships. we were all in the same situation. 25-29 June at St. Hugh’s ColI met some amazing people and eight lege, Oxford. To apply for a months later my group still keeps in conretailTRUST scholarship worth tact on WhatsApp. up to £2,295, please visit retailtrust.org.uk/oss. “The work we did with (personality profiling You will be asked to complete a short quessystem) Clarity4D has also been really useful. It tionnaire outlining why you and your business helps me to manage the different personalities would benefit from attending. within the team at Walker & Ling and allows me Once you submit your application you will to better understand the team dynamics.” receive an acknowledgement within five working Another delegate who attended the Foun- days. If you have been shortlisted, you will then dation in 2017 was Jonathan Wilson from bira be invited to a 30-minute telephone interview.
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BUSINESS PROFILE
Common-sense approach Celebrating its centenary, Pease of Garforth is sticking to its principles as the third generation hands over to the fourth – with the help of a new transactional website IN 1962, AS a talented 11-year-old, Kevin Pease stood on the stage of the Garforth Cinema playing saxophone in a youngsters’ pop group, entertaining the audience during the breaks at the kids’ Saturday matinee film performance. Nowadays that exact spot is about six feet from the cash desk of his family’s hardware and houseware store, Pease of Garforth. To the dismay of some in the village near Leeds, Kevin oversaw the demolition of the long-closed cinema in 1991 when he was creating his vision for the business his grandfather had opened in 1918. To convert an untidy threestorey warehouse – formerly the storage unit of a musical instrument importer – and to the knock down the adjacent cinema, he took a bank loan of £260,000, the equivalent of about £740,000 in today’s values. Nobody could ever accuse Kevin of not having confidence in himself. Looking at the neat and well-organised store today, with thousands of lines superbly presented, and 28 spaces in the car park outside, it’s clear that his bold move has paid off. “If we
hadn’t acquired the freehold then, we wouldn’t be here now,” the straight-talking Kevin admits. “It was a huge commitment to do what I did, but I was tired of being messed around by landlords. I thought taking on the refurbishment of the old warehouse was too much, but luckily a builder friend persuaded me to go for it.” The impressive building at the top of the high street is the fourth home for Pease of Garforth, which was set up 100 years ago by Kevin’s grandfather, Charles, in a very small shop half way down the street. Wounded in the knee in the First World War, Charles started by selling pots and pans, an early link with the extensive cookshop selection seen today. Helped by his wife Florence, the business prospered, with Charles visiting local villages with a horse and cart to hawk his wares. Just after World War II, the family moved into a larger unit in the high street, living above the shop. Kevin was born in the property in 1951. By this time
his father Reg and mother Cora were in charge and at the age of 16 Kevin joined the business, working in the separate builders’ yard a few hundred yards away. “My dad didn’t really want me involved. He wanted me to go and work somewhere else to get some life experience, but that didn’t happen,” he recalls. He took over from Reg in the early 1980s by which time the former shop had been converted into a business called The China Cabinet, selling the likes of Royal Doulton and Wedgwood. It was run by Cora and Kevin’s wife Hazel. The main hardware business had been relocated to a nearby larger property, a former Co-op building, directly opposite the modern store. A demand for increased rent prompted the bold purchase of the current property. Following this final move, over the past 27 years, Kevin has built up a positive reputation in the national hardware industry to mirror the one the business has had locally since the 1920s, but he still maintains that he might be able to do better. “I don’t know anything apart from what my Matthew and Kevin Pease outside the main store
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APRIL 2018
BUSINESS PROFILE
APRIL 2018
The huge superstore is the fourth Pease’s shop in the same high street
PEASE OF GARFORTH 76 Main Street, Garforth, Leeds LS25 1AA (main store) Dale Croft, Garforth, Leeds LS25 1QD (builders’ yard) Founded: 1918 Main store: 5,700sq ft across two floors. Third floor used for offices and storage Opening hours: Mon-Fri 8.45-5.30 Sat 9-5 Sun Closed (“The day we have to open on Sunday is the day I give up,” says Kevin) Main brands include: Abus, Addis, Brabantia, Crown, Draper, Dulux, Everbuild, Horwood, Kitchen Kraft, Ronseal, Stanley bira member since: 1963 @peaseofgarforth peaseofgarforth.co.uk
installed as part of a new integrated system. “At one time we were taking up to £3,000 a day on eBay with the old site, but once you take all the costs into account, especially the returns, all the margin was eaten away,” says Kevin. “But we need to be online to compete. We know it is possibly a lot of work for little return, but we want it also to be integrated with social media – we need to do more of that. The reality of an independent retailer’s life on the internet is that we are just scraping up the crumbs left by Amazon, John Lewis and the other big guys.” Everything for the site will be done in-house, with the staff photographing the product and adding content. While the ecommerce site represents the future, Kevin still believes in the old-fashioned values of getting out to shows and events to meet with suppliers and other retailers. “I don’t understand people who don’t go to shows. It’s good to be out talking to people, seeing what new products are around and what deals are going. If you have a good face-to-face relationship with your suppliers, they are more likely to think of you when they have an offer.” The centenary celebrations will be centred on an open day in July, but throughout the year there is a weekly draw for a £100 voucher for customers to spend in store. In May the Tour de Yorkshire cycle race will pass up the high street, so that’s a good excuse to invite good customers to watch it from Pease’s car park. “It will be a good day for customer relations,” says Kevin. With 100 years completed, Pease of Garforth looks to have a secure future as Matthew is going to be a dad for the first time later this year. “So that’s the fifth generation already started,” he says with a smile.
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Photography: Eric Musgrave
dad taught me or I learned for myself. I don’t have advisors. I have always just kept my head down and worked at it. I always believed that if I worked hard, I’d succeed. We always had our local competitors even before the big boys started appearing, but I don’t look at what other retailers are doing. I just try and do everything right. This business works - and that hasn’t happened by accident,” he says. Kevin has been passing on this commonsense approach to retailing to his son Matthew, 34, for the past 17 years. Matthew avoided going straight into the business from school, but when the shopfitting firm where he was an apprentice went bust after a year, history repeated itself and the fourth Pease generation joined the third in the firm. The pair are now business partners. The China Cabinet was closed several years ago, so now Pease’s comprises the main store and the long-established builder’s merchants a minute’s walk away. Although he declines to quote precise figures, Kevin reveals the store accounts for 60% of sales. Despite his assertion that he does things the old way, Kevin was an early adopter of EPOS, having the first system installed about 25 years ago. He is a great believer in having the detailed breakdown of stock control and performance of his 30,000 lines, but he remains in charge. “The EPOS system is essential, but you don’t let it make your decisions for you. If an accountant came here, they would say we are doing it all wrong, that we have too much stock in some areas, but it’s worth buying up a lot of stock if there is a good deal going. The system can give you figures, but you still have to use your brain.” While technology generally has worked well for Pease’s, it failed spectacularly three years ago when its computer system was seized in a cyber attack. Returning to work after a Bank Holiday weekend, Kevin received an email demanding a ransom to have control restored. He ignored that but was faced with the problem of having lost almost all his back-office information on staff, stock and suppliers. Luckily the tills still worked, so trade could continue immediately, and some records were recovered, but it took a year to get back fully to where they had been. “We paid a firm £8,000 to support and maintain our systems the previous year, but they clearly didn’t do a good job and they were useless once it had happened,” says Kevin, who still has no idea who the cyber-hackers were. At the time the firm was running a transactional website, but this was suspended after the attack. As well as celebrating their centenary, this year Kevin and Matthew are re-entering the world of ecommerce with a new site, built and run by RBA. Five tills have already been
Defend yourself against cyber crime Do you know that almost 50% of micro or small businesses have suffered from a cyber security breach? Do you: 9 9 9 9 9
Deal with incoming emails Hold personal customer data Rely on your system to protect trade secrets or other assets Rely on third party services Buy or sell goods online as a part of your business?
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You can take out cyber insurance on its own or add on to your existing bira retail policy Reference: Government Cyber Security Breaches Survey https://www.gov.uk/government/statistics/cybersecurity-breaches-survey-2017. bira insurance is a trading name of Towergate Underwriting Group Limited who are authorised and regulated by the Financial Conduct Authority.
Get a quote from bira insurance today on 0330 123 5939
PROTECTING CUSTOMER DATA
Don’t ignore the cyber security risk R ESE A RCH FROM THE government’s Cyber Aware campaign, in conjunction with KPMG, shows that one in seven retail businesses do not take steps to protect their data. If you hold customer’s personal details, are processing transactions online, or store valuable data such as an inventory or orders on your devices, you have something of value to cyber criminals. Cyber Aware suggests businesses adopt a cyber security strategy. While 95% of retailers consider this to be very or quite important to their business, only 45% of retailers have a formal cyber security plan in place. Taking appropriate action is simple and affordable. Experts suggest you must: lu se a strong, separate password for your email accounts l i nstall the latest software and app updates l a lways back up your most important data l s ecure tablets or smartphones with a screen lock. For staff training, bira legal recommends making sure your employees know about your data protection policy, what their responsibilities are, and the consequences if they fall short. In your employee policy, you should reserve the right to look at the contents of all incoming and outgoing work emails and the history of the web pages browsed using work devices. You also should reserve the right to have a call recording system in place (for example, for training, quality or service delivery purposes). This may APRIL 2018
put employees off accessing and using data and help you investigate a suspected breach. Employees are under an implied duty of fidelity. This means that if an employee does use or disclose confidential information without your permission, it could be considered to be gross misconduct and pave the way for summary dismissal. If you notice someone covertly scanning or photocopying data or copying files onto an external drive, you can apply for an injunction to secure and recover the stolen data. If employees do have access to sensitive or confidential data, then you should ensure you have robust post-termination restrictive covenants inserted into the employee’s Contract of Employment. Great care must be taken when drafting these covenants to ensure they are enforceable, so contact bira legal. In the case of a data breach If there is unauthorised access to personal data, which is likely to result in a risk to the rights and freedoms of individuals, businesses must notify the Information Commissioner’s Office (ICO) without undue delay and where possible no later than 72 hours after the breach. Data subjects must be informed without undue delay about breaches that could pose a high risk to their rights and freedoms.
WANT MORE INFORMATION?
bira legal: 0345 450 0937 bira@elliswhittam.com Cyber Aware Resources: www.cyberaware.gov.uk
Most retailers go to great lengths to protect their customers in their shop, but have you considered protecting your customers digitally?
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THE BIG INTERVIEW
Modern
the
Storyteller Read all about it! In Carlisle and Keswick, Lucy Matthews has found plenty of ways to keep her family’s bookshops relevant and popular in the age of Amazon RECENT ADVICE FROM bira reported that the major trends in retailing for 2018 were storytelling, personalisation and bespoke production, transparency and authenticity. The Bookends bookshops in Cumbria can put a big tick in each of these boxes, especially the first one. Despite well-publicised competition from Amazon, national chains and large non-specialist retailers stocking bestsellers, the business run by Lucy Matthews and her parents Steve and Gwenda is typical of the independent booksellers that remain important in their local communities. There cannot be many, however, that are active with so many initiatives to create the unique formula that operates under the umbrella of Books Cumbria. The huge main shop in Carlisle, which occupies an entire Georgian townhouse and includes a cosy café and a small garden, is complemented by a smaller, longestablished, counterpart in Keswick, about 50 minutes’ drive away. All this started 35 years ago with Gwenda selling a few second-hand books on a market stall in Whitehaven on the Cumbrian coast, about 40 miles west of Carlisle. The family had relocated from Wales when Steve, an English teacher, had taken a job in Wigton, about 10 miles from Carlisle. Although the family are not native to the region, one of the foundations of Books Cumbria is its expertise in publications about the Lake District county, its history and its characters. It’s a niche specialisation – or “bespoke production” – that has served them well.
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Within a couple of years, Gwenda graduated from the market to a small shop in Carlisle. Steve became more involved in the business and 25 years ago he gave up teaching entirely to concentrate on books. As the business evolved, Gwenda concentrated on new books, selling them through a shop called Bookends, while Steve began to build up Bookcase, which specialises in secondhand books, as well as starting to publish books on Cumbria. In the past 20 years, Steve has overseen about 120 titles with a Cumbrian theme. He writes regular reviews on Cumbrian books in a local newspaper and a magazine. Gwenda’s shop was in rented premises in the pedestrianised main shopping area of Carlisle, while Steve’s second-hand business was based in part of an impressive Georgian townhouse a few minutes’ walk away in Castle Street, off the main retailing area. After having Bookends in Carlisle for five years, the Matthews opened the Keswick branch in 1995. After stints as a healthcare assistant and a social worker, Lucy joined the family business six years ago and has been in charge of the new books side for four years as her mother has largely retired. Steve, however, is still very much in control of the vast secondhand books selection and the publishing arm. Retirement is not part of his plan. After more than 25 years of having separate shops in Carlisle, a significant change was made in 2016 when the old unit was closed and Bookends was relocated into the Georgian building alongside Bookcase. Over the years, the Matthews had bought up
the townhouse, so now everything in Carlisle is run from a freehold property. Since last year, the building has also had the added attraction of the Cakes and Ale Café, an idea Lucy had to make the off-pitch location more of a destination and to increase the dwell time of customers. “Running a café is a lot of work, but it’s been worth it,” she says. “Moving from our long-established position further down Castle Street was a big decision, but it was the right one. We were in a property with a high rent and rates bill, a small shopfront and limited storage space. Now we are in our own spacious and interesting building, offering old and new books, a coffee shop and a garden. We have reduced our overheads and we have made ourselves quite special.” The relocation was not without its downside, however. “Even though we are only three minutes’ walk away from the old shop, we did see a drop in sales in Bookends because we don’t have the footfall at this end of Castle Street. We know we have lost those casual buyers who come in only once or twice a year. We have become truly a destination store, but, having settled down, we have seen a sales lift year-on-year and the entire offer works well together. We get a lot of good feedback from customers and the staff have picked up on those positive comments. We all have a sense of pride about what we do.” So, the themes of storytelling, personalisation, and authenticity are well-covered in Carlisle. The huge building retains impressive Georgian staircases and ceilings, and old security safes that are used for storage.
I’d like to do more events as it is a great way to engage with customers and potential customers
THE BIG INTERVIEW
While the three rooms occupied by the Bookends “new” business are pleasantly and efficiently laid out, the real impact is made by the vast spread of second-hand books on the Bookcase side of the business. This is not the place for a quick visit. Lucy reckons her father’s domain extends across about 35 rooms of various sizes, located from the basement to the third floor. Even huge walkin safes in the basement are packed with books. The collectibles selection also includes vinyl LPs (mainly classical), CDs of all types, and sheet music. Everything is sectioned, labelled and arranged as neatly as in any reference library. There are around 200,000 books on the many, many shelves. This is a great example of specialist retailing with authority. The Bookends branch in Keswick does not have a second-hand offer, and it’s different in other ways too. “We were living between Carlisle and Keswick and 23 years ago my parents thought the latter was an ideal location for a bookshop. Carlisle has a population of about 71,000, while Keswick is about 5,000, so it’s a completely different town and demographic, with no market crossover,” Lucy explains. “Sitting next to Derwent Water, it’s a very busy tourist town. What we have noticed in the past two years is that more people are taking regular short breaks instead of one big annual holiday. We notice that they are ready to spoil themselves by buying a book or books. They have more time to look round a bookshop when they are relaxed. We have also noticed more international customers, presumably attracted to the UK by the post-Brexit weak pound.” The Keswick store, which is freehold, is run
Portrait photograph: Paul Driver. Other photography: Eric Musgrave
BOOKENDS BOOKCASE CAKES AND ALE CAFE 19 Castle Street, Carlisle, Cumbria CA3 8SY 66 Main Street, Keswick, Cumbria CA12 5DX Founded: 1983 Size (Carlisle store): 12,000sq ft on four floors Size (Keswick store): 600sq ft aon one floor Staff: 6 full-timers, 25 part-timers Opening hours: Mon-Fri 9.30am-6pm, Sat 9.30am-6.30pm, Sun 11am-5pm bira member since: 2010 bookscumbria.com bookendscarlisle.tbpcontrol.co.uk @BookendsCarl / @BookendsKeswick / Hootlet @bookendskeswick/ @ BookendsCarlisle @BookendsCarlisle / BookendsKeswick
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by a full-time manager, backed by part-time staff. In Carlisle, Bookends has two part-time managers, while the Cakes and Ale café has its own full-time manager. Steve has a manager to assist him with his second-hand side. In total, the business has around six full-timers and around 25 part-timers. Unsurprisingly, long service of up to 20 years is not uncommon. In a simple split of group sales, the café contributes 15%. The second-hand side of the business and the publishing contributes 20%, with new books accounting for the lion's share of 65%. Keswick makes 30% of new book sales. One regular problem faced by passionate independent retail founders like Steve, 69, and Gwenda, 67, is persuading the next generation to take over. While her two older brothers are not involved in the family business, Lucy, who is 33, gives the impression of being very much at home in her controlling role. “Despite doing other things first, I probably always knew I’d end up working here,” she says. “I did look at opening my own bookshop in Whitehaven before coming on board here. I like the variety of managing a business. I look after the ordering and buying of the new books, and the finance, payroll, HR and admin for Bookends and the café. Although I don’t have a lot of time to do it, I enjoy being in the store and getting feedback from customers directly. “Every day is different and managing people can be hard, but it’s so rewarding to see people develop, and see people you work with care. I also enjoy working with my mum and dad, despite the inevitable difference of opinions.” Initiatives like the café are a more sensible response from an independent retailer than trying to win a price war with Amazon. Lucy is quick to point out, however, that her competitors include more than the online monster: “The biggest challenge is getting a decent price for new books, when as well as big national chains like Waterstones and W H Smith, we have discounters like The Works and the supermarkets, let alone Amazon.” Despite the modest size of the Bookends shops, the wonders of the digital age allow the business to offer millions of books to be ordered for delivery next day or soon after. Using Bertline, the UK’s leading stock control and ordering system for independent bookshops, Lucy and the team have access to the lists of thousands of publishers. The bookscumbria.com site gives an overview of the activities of the Matthews family, but the specific Bookends site is run in conjunction with The Bookshop Partnership, which assists independents. Sales online are small, but useful to have. “There is a feeling if you are not selling online, you are not doing it correctly,” says Lucy, but her major focus is on the physical experience of Bookends. In charge of buying, she says profit margins APRIL 2018
are generally good in bookselling, running at about 40%, which will drop to 25%-30% if the book is being discounted in a supermarket. Hence buying the right numbers of less obvious titles that will sell at the higher margin is the name of the game. Lucy is pragmatic about the role of the independent in today’s bookselling landscape: “We have hundreds of suppliers and how we work with them varies enormously. With some new titles, you can return the stock you don’t sell or substitute the hardback for a paperback when it comes out. Big wholesalers like Bertrams and Gardners are great for replenishment and fulfilling customers’ special orders with often next-day delivery. “We order direct from some suppliers and still see reps from others, but the reps are becoming fewer and getting bigger areas to cover. The reality is that small shops are less important to major book publishers. I might order three of a title, but Amazon will order 50,000. “In some cases we hardly bother stocking a big new title that we know will be discounted in Tesco. We make more money selling books APRIL 2018
about a Cumbrian hero like (legendary fell runner) Joss Naylor than we do with some big titles. We do reduce some of our prices because of the competition and we buy in remaindered books, but it is better for us to have some in-store competitions or do more events for customers than cut prices.” Almost every week the Carlisle store has an “author evening” at which a new title is presented by its writer; the café makes an ideal venue for the gathering. Every Saturday morning there is a 30-minute activity and story-reading session for children aged 6 years and under – it’s good to get them young. Although she makes only the occasional appearance in the shop these days, Gwenda is heavily involved with Borderlines, the Carlisle Book Festival, which will take place in October. The three-day event is likely to attract about 2,500 people. Bookends also benefits from an association with the 10-day Words by the Water literary festival held in Keswick in March. “I’d like to do more events as it is a great way to engage with customers and potential customers,” says Lucy.
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The unmissable event for
independent retailers All entrepreneurs need a break from their work to sharpen their skills. At the bira conference and awards on 10 May you’ll hear from expert speakers, share ideas and network with other independent retailers and leave feeling inspired for whatever the future of retail holds. THE TEAM FROM bira is heading to Leicestershire on Thursday 10 May for this year’s conference and awards. With an impressive line-up of speakers, the 2018 event at the Jurys Inn Hinckley Island, will bring together retailers, suppliers and industry partners for an inspiring, thought-provoking and enjoyable day and evening. Join your fellow members at the gathering that is dedicated to independent retail by booking your tickets today. Surinder Josan, from All Seasons DIY in Smethwick, who will take over as bira’s national president for 2018-2019 at the conference, says: “Our line-up of speakers this year will focus on what the future has in store for independent retail and the steps we can take to prepare for it, as well as the opportunities available to us at this time of real change. It is time for retailers to embrace these changes. We can no longer stand still. “With the aim of inspiring you, it will give you some great ideas to implement back in your business and give you the opportunity to meet and share ideas with other independent retailers in exactly the same boat as you.” The conference will bring back the popular breakout sessions of Grow, Innovate and Challenge from the 2017 programme. There are nine interactive sessions to choose from, allowing you to pick your own programme between the keynote speakers. The jam-packed day will be rounded off by the annual bira awards, which recognise and reward the best in the independent retail industry, showcasing the talent, hard work, innovation and achievements of bira members and suppliers. Tickets for the conference start from £135 per person (£235 for non-members).
CONFERENCE AGENDA 2018 9am Registration and refreshments 9.30am Annual General Meeting bira direct suppliers’ conference 10.15am Refreshment break 10.30am Conference welcome 10.40am CEO’s report: Alan Hawkins, bira 10.50am Retailer address: Emma Woodward & Samantha Yair, Aspire Style 11.15am Branding your business: Danny Crowe, marketing & insight specialist 11.50am Refreshment break 12.10pm Breakout sessions #1: Choose Grow, Innovate or Challenge 12.50pm Breakout sessions #2: Choose Grow, Innovate or Challenge 1.20pm Lunch break 2.05pm Breakout sessions #3: Choose Grow, Innovate or Challenge 2.45pm Future of payments panel 3.20pm Keynote address: Levi Roots Recipe for success 4.10pm Conference close 6.45pm Drinks reception for bira awards attendees
BOOK TODAY To book tickets to the conference, awards or both visit bira.co.uk/conference-18 Email events@bira.co.uk Or call Lauren on 0121 446 6688
Thanks to our sponsors and contributors
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10 MAY 2018 JURYS INN HINCKLEY ISLAND KEYNOTE SPEAKER
LEVI ROOTS Entrepreneur Levi’s inspirational personal story will include insights into how he became one of the most popular figures in UK business. From a musician to a highly successful businessman, he has grown the Levi Roots brand to amazing heights since Dragon’s Den in 2006.
STREAM: INNOVATE
BRANDING YOUR BUSINESS
DANNY CROWE Planning director, TwentyCi Marketing specialist Danny Crowe will focus on customers and their journey through a brand. He has worked with numerous brands in the last 35 years, as a client, an agency and a consultant.
STREAM: CHALLENGE
STREAM: GROW
VAUGHAN ROWSELL Founder & chief product officer, Vend If you’ve ever asked the question, ‘What’s next for the retail industry?’, this session is for you. Vaughan will discuss trends and issues that he thinks will make the biggest impact on independent retail in the very near future.
STREAM: GROW
POLLY BARNFIELD OBE Founder & CEO, Maybe* & #WDYT campaign
CHRIS FOWLER Relationship manager, Local Data Company
STEWART MUIR Project manager, Energy Saving Trust
Polly will demonstrate how simple digital actions can have a significant impact on bricks-and-mortar retailers. Her #WDYT, What Do You Think, campaign helps towns and districts increase digital influence to drive footfall to the high street.
Chris will focus on how pavement footfall trends relate to the retail mix on our high streets. Such insight is being used to better manage places, target new investment and ultimately make town centres more successful.
Stewart will shine a light on what’s important to retailers when it comes to lighting and how installations could make or break a sale for an independent retailer. He will focus on energy efficiency, conservation and sustainability.
STREAM: INNOVATE
HUGO JENKINS Commercial director, Trouva Customers want experiences, not purchases, so Hugo will guide attendees through utilising experiential retailing in an independent. He’ll explain how embracing technology in a smart way can help bira members engage with customers.
STREAM: CHALLENGE
STACEY MACNAUGHT Digital marketing professional After a decade in SEO and content marketing, helping businesses of all sizes to win new customers in the digital space, Stacey will provide practical tips on how independent retailers can beat the big brands online.
STREAM: CHALLENGE
LUAY ALFAHAM Senior partnerships manager for Cyber Aware, Home Office Luay’s main focus for the Home Office is to equip small businesses with tools to protect themselves against the increasing threat of cyber crime, a topic that will be explored in great detail in his session.
DAY-TIME HOST
STREAM: GROW
NICK FISHER CEO, Facewatch Businesses of all sizes are paying a high price for rising petty criminal activity and it’s now time to take things into our own hands. Nick will cover how using facial recognition technology to identify undesirable customers gives retailers the upper hand in crime prevention.
EVENING HOST
HARDEEP SINGH KOHLI
REVEREND RICHARD COLES
Hardeep Singh Kohli is a Glaswegian entrepreneur, responsible for one of the most successful Indian restaurant chains in the city, and an award-winning stand-up comedian. Hardeep will be introducing the speakers and keeping us on track for the day as conference host.
Broadcaster, writer and Church of England vicar, Richard Coles was once best-known for being half of the 1980s pop duo, The Communards. Richard then turned his hand to acting, penned music for film and TV, served up advice as an agony uncle on BBC Radio London.
legal APRIL 2018
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Colour me
Heart Wood “COLOUR IS THE most powerful form of non-verbal communication and yet we often overlook its ability to attract customers into store, make them stay for longer and spend more money. If you know what the next big thing in interiors is going to be, you can use it to stay one step ahead of competition and win more business by offering visitors a richer instore experience.” So says Marianne Shillingford, creative director for Dulux in the UK and Ireland, who is part of a huge team brought together by AkzoNobel to decide on colour trends. Every year Colour Futures, an essential annual publication for professionals who use colour in interiors and design, identifies one overarching theme or mood of the moment, one important Colour of the Year with a supporting palette, and three trend stories, each of which features 10 colours.
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For 2018 the overarching theme is ‘a welcome home’. “It reflects our need to return to the safe and familiar in times of uncertainty. When things worry us, we seek out places and colours that make us feel nurtured and secure. We tend to go home, or to places that feel and look like home,” says Marianne. Colour of the Year, Heart Wood, is inspired by reassuring materials: warm rich solid wood and leather. It is a complex smokey warm neutral that changes in different lights, making it hugely versatile, yet beautifully intriguing. It has a palette of nine complementary trend colours, a combination of warm muted pinks and browns with one rich blue, Sapphire Salute, that connects to last year’s Colour of the Year, Denim Drift. The trend palettes capture the Comforting Home, the Inviting Home and the Playful Home. The colours in the Comforting Home
palette feature rich and warm reds, oranges and rose shades that create a cosy atmosphere with a touch of opulence. The Inviting Home palette of relaxed, breezy, modern blues and teal hints fill a space with positive energy. The Playful Home combines golden yellows with rich foliage greens to create a look that is youthful, optimistic and fun. To see how these latest trend colours could look on your walls or your customers’ walls, download the Dulux Trade Paint Expert App from iTunes and use the Visualiser, a digital tool that lets you try out thousands of colours and colour combinations before you even buy a drop of paint.
FIND OUT MORE
Visit duluxtradepaintexpert.co.uk to download a copy of Colour Futures 2018 for commercial interiors.
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DULUX TRENDS
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Moods of the moment 1: An Inviting living room named Slough by Dulux 2: T he Sassenheim palette from the Comforting theme 3: T he Peckham, another Comforting room idea 4: From the Playful trend palette, the Rye living room 5: Antwerpen, a take on Colour of the Year, Heart Wood 6: H eart Wood seen in a presentation called Amsterdam 7: T he Sassenheim palette using Heart Wood
6 APRIL 2018
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DON’T GET CAUGHT OUT
WITH HIDDEN CHARGES FOR YOUR
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LOOKING TO SWITCH? Give Global Payments a call on 0800 731 8921** quoting BIRA
*Maximum limit applies, call 0121 446 6688 opt.1 for more information. **Lines are open 9am to 5pm Monday to Friday except Bank Holidays Global Payments is HSBC’s preferred supplier for card processing in the UK. Global Payments is a trading name of GPUK LLP. GPUK LLP is authorised by the Financial Conduct Authority under the Payment Services Regulations 2009 (504290) for the provision of payment services and under the Consumer Credit Act (714439) for the undertaking of terminal rental agreements. GPUK LLP is a limited liability partnership registered in England number OC337146. Registered Office: 51 De Montfort Street, Leicester, LE1 7BB. The members are Global Payments U.K. Limited and Global Payments U.K. 2 Limited. Service of any documents relating to the business will be effective if served at the Registered Office. Issued by Global Payments, 51 De Montfort Street, Leicester, LE1 7BB. GP588
PROMOTION
EXCLUSIVELY HOUSEWARES
The No 1 housewares show Exclusively Housewares and Exclusively Electrical have become the focus of the year for housewares, table top and small domestic appliances exhibitors to showcase new products, Christmas collections and preview spring/summer launches. Make sure you visit the event at the Business Design Centre, London on 12-13 June. ASKED WHY HE thought it attracted so many retailers, Tony Grimshaw OBE at exhibitor What More UK said: “It’s what it says on the tin. Exclusively Housewares. The No 1 housewares exhibition. Our industry’s must-attend show.” There are so many reasons for bira members to attend, the most obvious being the myriad of new product and collection launches, followed on day two by the informative seminar programme. And there's an additional financial bira benefit. The bira Bonus is an amazing offer for members attending the show. They can use the £100 bira Bonus voucher towards an order with a minimum value of £300 minimum (net VAT). It should be presented to the bira direct supplier, who can redeem it with the show organisers. (NB: The offer is limited to one bira Bonus per bira member. Vouchers must be claimed and redeemed at the show by the supplier.) To ensure this opportunity is not missed, bira members should confirm their intention to attend via the new Exclusively Housewares website within exclusivelyshows.co.uk and check
APRIL 2018
out the show preview, which will be published in May. Create a shortlist of suppliers to redeem the bonus. For bira suppliers, this offer provides the opportunity to open new accounts and build business with existing accounts. Will Jones, director of housewares at trade body BHETA, adds: “We are delighted to be working closely with bira to support the independent sector. This offer highlights our commitment to bira members and suppliers.” More reasons to attend Buying decisions can be inspired by viewing the displays in the trend hub created by design forecaster Scarlet Opus. The displays and must-see products highlighted throughout the show are the result of a comprehensive survey of exhibitors’ wares that align with key design trends for 2018/19, as is explained on the Exclusively Shows website. Launched in 2017, The Brand Showcase is
dedicated to promoting exhibitors’ products to the British media, with coverage obtained in titles such as GQ, Hello!, Good Housekeeping, Ideal Home, and Sainsbury’s Magazine. The upcoming show marks the introduction of Christmas in June, an area of the showcase dedicated to gift guides. It’s uplifting to know that products ordered at the show have the potential to be featured in the national press. New for retailers in 2018 Win a Survive and Thrive consultation. The winning store will benefit from a review of its layout, decor, product offering, website and social media activity, merchandising and the customer experience, and will be offered recommendations for development. The only request from the show is for the winner to share the story of the implementation and the results. There are so many reasons to visit Exclusively Housewares/Exclusively Electrical on 12-13 June at The Business Design Centre. Which is yours?
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There’s never been a better time to be a member We’re always looking for ways to increase the value of your membership further. So, whether it’s future-proof ePOS or cost saving waste management, we’ll support you. Here are just a few of the ways you can benefit:
To start using these or any of our other services contact the membership team or visit the website
• Legal support (inc. employment law & HR, health & safety, tax & VAT, commercial & general law) and indemnity protection
• Preferential buying terms on thousands of brands
0121 446 6688 opt. 1
• Utilities and telecoms discounts
• Specialist retail insurance
bira.co.uk
• Licence-free music
• Card processing rates
• Waste management
• Business banking
• Retail ePOS & inventory management
• Loans and deposits through bira bank
Bira_Half page Advert_2018_P3.pdf
bira membership ad A5 - existing members - April BMM.indd 1
membership@bira.co.uk
Find a full list of the services at bira.co.uk/services
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APRIL 2018
COUNTERPOINT/NICKY NAQUE
Fair’s fair on the show circuit Our energetic scribe Nicky Naque treads miles of aisles at trade events in her never-ending search for innovative products and sympathetic suppliers
I have over 100 suppliers to manage and I see quite a range of differences in their attitude to small businesses. Some are helpful. Some are really unhelpful.
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
APRIL 2018
A LITTLE AND pretty well-informed bird told me that a lot of independent retailers don’t go to trade shows anymore. I must admit to being quite shocked by that. Perhaps they never went in the past, but simply relied on their existing and inherited suppliers, or on reps popping their heads through the door. As I mentioned in my first Counterpoint column in October 2017, I’m relatively new to retail, with only 4½ years’ experience, so maybe 10 years down the line I’ll be laughing at my own words. For now, however, I can’t imagine a year passing without me going to at least four trade shows to identify new suppliers and different products. My customers wouldn’t allow anything else. They’ve come to expect change, freshness and difference from me. We have such regulars that they would get seriously bored if we had the same old products on our shelves. I stock stationery (cards, wrap etc), gifts (women's, children’s, men’s), homewares and fashion, so I need to visit several trade shows a year. I usually go to a mixture of Top Drawer, (January or September) Spring Fair, Pure London, Progressive Greetings Live, The London Shoe Show, Scoop and Premiere Classe (Paris). I’d like to visit Moda and Maison et Objet (Paris) too. It takes a lot of organisation, time and obviously some cost to visit the fairs. Trying to get staff cover is often the big challenge, but it’s worth it as I can have the majority of my buying for the year done by March and can then focus on marketing. For a number of reasons I prefer trade shows to having suppliers visit my shop. I get a huge variety approaching me, from professional reps to local makers and artists. The problem with people just walking in is: l I often just can’t spare the time because I’m busy with customers or other work and so I have to make a rushed decision; l I t creates a situation where I feel obliged to look at products I may or may not like, and potentially I have to have a rejection conversation straight to someone’s face (how hideously unBritish!) and; l I t takes a lot of time explaining “how it works” to those less experienced in selling to the trade, and it is hard to watch faces drop as they realise what’s involved.
I am happy also to go to showrooms to see new products, which is primarily what I do now for my fashion ranges. I still attend Pure to check if there’s anything I’ve missed and to see what the trends are, but I prefer to go to a showroom as it’s far more relaxed and you can ask a lot more questions. (You usually get a cup of tea and a biscuit too). That’s not to say I don’t see any reps at my shop. If you get a good professional rep, who books an appointment, they can be invaluable. I have at least three visiting me that I trust implicitly and I take their advice on buying decisions. They look after me and I reward them with loyalty and orders. And that leads me to another point about the importance, for both sides, of a good relationship. I have over 100 suppliers to manage and I see quite a range of differences in their attitude to small businesses. Some are helpful. Some are really unhelpful. As independent retailers, we work at the coal face. We can see how the economy affects people’s wallets. We see how the weather affects people’s moods and desire to shop. We can really feel it when people rein in their spend, which means that cash flow is often challenging to manage. So, if a supplier is really rigid about minimum spend or proforma payments, it makes life really difficult for us. I totally understand that some suppliers are small businesses just like us and everyone is trying to make a living, but surely if we communicate issues with each other and are both able to be flexible on those occasions when it’s needed, then both parties are winners? We all want to stay in business and make money, so let’s work together to continue to make our ventures successful. I for one intend to keep on looking for newness and trends, which means continuing to visit the trade shows and continuing to build relationships with flexible suppliers. One of the constant, almost daily, comments we get in our shop is: “I love coming in here because there is always something so different to what you see everywhere else”. I love that. I’m sure it has contributed to the success we’ve had this past year, including winning a Best Gift Shop award in our county.
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PRODUCT NEWS Crystal -clear Judge glassware Crafted in Poland, the Judge range offers great design in crystal-clear glassware with the strength to withstand dishwashing for years. Packed in sets of four, the glasses are perfect for every drinking occasion. There are three different shapes for sparkling, white and red wine, each featuring a stable foot and a stem long enough to keep warm hands away from the
bowl. The small diameter of the sparkling glass ensures bubbles do not escape, while the wide bowl of the red allows it to breathe; the white sits perfectly between these. The bowl and stem are joined seamlessly. For cocktails, juices and water, Judge offers two options: the stemless wine has shapely curves, while the second has a weighted base with a floating bubble. 0117 940 0000 sales@horwood.co.uk judgecookware.co.uk
Stay cool with Stellar cookware Safe, efficient cooking, easy draining, and higher levels of nutrient retention are among the selling points of the Stay Cool collection from Stellar. Thanks to its unique design, the handles stay cool while all the heat is directed into the pan body to ensure efficient cooking. Innovative silicone-edged glass lids seal in nutrients when cooking, while the unique lid design delivers hassle-free draining. Regardless of hob type, Stay Cool pans will operate to maximum efficiency and will perform equally well in the oven up to 210°C. These high-grade stainless-steel pans are supported by a lifetime guarantee. 0117 940 0000 sales@horwood.co.uk
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Product news April
Everbuild Multi-Use Wonder Wipes are ideal for cleaning hands, tools and surfaces of sealant and adhesive, as well as wet and semicured paint, bitumen, expanding foam, oil, grease and much more. They are the perfect cleaning wipe when no water is available on site. Wonder Wipes contain a powerful antibacterial additive to kill bacteria on dirty surfaces and hands. Also they incorporate lanolin, so they are kind to skin. They are available in a 100-wipe trade tub, a 300-wipe giant tub, and a bucket containing 500 wipes. 0113 240 2424 / everbuild.co.uk
Sika MaxTack Super Charged, the new super adhesive from Everbuild – A Sika Company, boasts a fast fixing time of just 20 minutes, allowing work to continue without a prolonged wait. Able to bond to almost any surface, Sika MaxTack Super Charged can be used indoors and outdoors, is completely weatherproof and waterproof, and will even stick in the wet or underwater. Available in white in a 300ml cartridge, this next level in adhesive technology is just one of the fantastic products in the Sika Pro Select range. 0113 240 2424 / everbuild.co.uk
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APRIL 2018
Would bira members like your products?
TO DISCUSS APPEARING ON THESE PAGES, CONTACT SIMONE ADAMS ON 0121 446 6688 EXT 259 OR EMAIL SIMONE.ADAMS@BIRA.CO.UK
Step out safely with Solid Gear Designed for active professionals, the One GTX from Solid Gear is a superbly constructed safety shoe with seven integrated layers to deliver excellent comfort and protection. With a Gore-Tex Surround membrane, they’re fully breathable and ideal for warmer weather and combined indoor/outdoor activities. The shoe’s stretchable upper is waterresistant. The honeycombed sole provides enhanced grip and the stabilising heel support minimises injuries from twisting. The One GTX has Solid Gear’s newly-developed Nano Toe Cap, which is 40% stronger than fibreglass, lighter than other materials, and thinner than other non-metallic toe caps. 01484 854788 / solidgearfootwear.com
Joe Wicks shapes a Meyer range Meyer Group has partnered with Joe Wicks, aka The Body Coach, one of the UK’s most influential food and health experts, to develop a wide range of unique kitchen products. The assortment has been specifically designed with Joe to develop all the tools needed to create healthy, quick and easy meals for his army of followers. The selection uses quality materials such as hard anodised stainless steel and premium aluminium, and includes handy tools and gadgets, bakeware, knives and storage items.
Door security by Burg-Wächter
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Big K ignites BBQs and fires For its new Instant Light Charcoal, Big K has dips the charcoal in a lighting agent, which results in a very reliable product that lights every time. Also new is the Big K Disposable Instant BBQ, which is bigger than most on the market, offering a more reliable and longer-lasting option. For 2018, Big K has introduced Hickory Smoking Wood Chips, a natural flavour enhancer for BBQs, and Wood Wool Firelighters, a natural starter.
Combining a door bell and electronic door spyhole, the new door eGuard 8200 system from Burg-Wächter allows residents to see who’s on the other side of the door without an expensive entryphone system. A high-quality 4in TFT screen provides a large clear image, while the infra-red-capable camera boasts a 105° angle lens to give a wide view even in low light conditions. As well as the live feed, a still image is recorded whenever the door bell is pressed. The last 25 images can be stored on the device (plus up to 2,000 on an 8GB microSD card), allowing owners to keep a record of who called, even while they were out. Designed to be easily self-installed, the door eGuard 8200 is compatible with most doors and is a direct replacement for existing spyholes. There are no fiddly cables to route as power is supplied by four AAA batteries, which are easy to replace. 01274 395333 /burg.biz/uk
01366 501 485 / bigk.co.uk anette.lorimer@bigk.co.uk
Posting ideas by Burg-Wächter The revised Sterling range from Burg-Wächter, Europe’s largest manufacturer of post boxes, includes three models designed for C4 envelopes. With a front-opening post slot, the Elegance (right) can be grouped in banks for multiple occupancy buildings. It is in black, white, silver, APRIL 2018
red and green. The top-opening Aire is in black, white and silver. The Liffey, available in black, is top-opening and has a rear-opening flap, making it ideal for mounting on gates and fences. All three boxes are made from weather-resistant powder-coated galvanised steel. 01274 395333 / burg.biz/uk
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PRODUCT NEWS
Tribal’s truly cool dog food Designed to meet dogs’ nutritional requirements, the new TLC (Truly Lower Celsius) selection from Tribal Pet Foods uses significantly lower temperatures in its production processes to better preserve the food’s nutritional content. This grain-free, hypoallergenic dog food uses fresh meat rather than meat meal, which appeals to increasingly health-conscious customers who are demanding premium and practical products
at a competitive price. With a choice of Puppy, Adult and Senior varieties, Tribal TLC is the only cold-pressed dog food to offer the full range of life-stage foods. TLC nuggets are denser than extruded kibbles, so don’t absorb water. This makes them easier to digest and results in smaller pack sizes, optimising retailer’s shelf space. POS material and offers are available. 0800 085 7440 tribalpetfoods.co.uk
Drinks on the go from Tefal The 100% leak-proof Tefal Travel Mug 360ml has a robust double-walled stainless-steel liner to keep some drinks cold for up to eight hours and others hot for up to four hours. Permitting 360° drinking and one-press opening (making it perfect for in-car drinking), it features a silicone sleeve with an embossed coffee design. It comes in black, lime, blue and pink options. The easy-cleaning lid can be separated in to two parts and the whole cup is dishwasher safe. 0844 800 8055 / sally@epeinternational.com epeinternational.com
Product news April BBQ Passion free stock offer Villeroy & Boch’s BBQ Passion range is designed to ensure that every item of food retains its flavour and stays just as crisp, crunchy or juicy as the BBQ chef intended. Practical features include separate compartments, drainage grooves and kebab skewer supports. It all comes in attractive, colourful packaging, making it suitable as an original gift idea. The starter pack of best-sellers
costs just over £500 and comes with free stock worth £149 +VAT in the till. The pack is offered with 90-days credit and a promise to swap it out for something else if it doesn’t sell by the end of the BBQ season. It’s a no-risk deal. 07831 146060 villeroy-boch.co.uk pauline.hinkley @villeroy-boch.co.uk
Cosy comfort in Snickers hoodies The new range of knitted hoodies from Snickers include a full zip and an over-head option. In XS-XXXL sizes, they’re the ideal combination with Snickers’ first and second layer undergarments and can comfortably be worn under a jacket on chilly days. With a contemporary design, four colour options and a double-lined hood for extra warmth, these hardworking hoodies are great for all trades on site. Made from a cosy, durable cotton/polyester fabric, they’ve got an adjustable drawstring in the hood plus kangaroo handwarmer pockets at the front. Featuring a 3D-printed Snickers logo, they are ideal for company profiling. 01484 854788 / info@snickersworkwear.co.uk snickersworkwear.co.uk
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Freshness guaranteed by Tefal Food wastage can be kept to a minimum with the four options of the Tefal Food Storage range. Each in its own vibrant colour, MasterSeal Fresh, MasterSeal Glass, MasterSeal Micro and MasterSeal To Go are scientifically proven to keep food fresh up to twice as long as original food packaging. All are 100% leak-proof and hygienic thanks to the innovative lid seal technology. They are microwave-, dishwasher- and freezer-safe, while the MasterSeal Glass is also 100% oven-proof. MasterSeal Micro features a microwave valve, so there is no need to remove the lid when heating. The MasterSeal To Go Box comes with foldable inserts, making it perfect for separating and carrying all types of food on the go. Tefal Food Storage comes with a 30-year guarantee. 0844 800 8055 / sally@ epeinternational.com epeinternational.com
APRIL 2018
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BMM_APRIL18.indd 1
AS PART OF its commitment to remain as relevant as possible for its members, bira needs to update its legal status. At the forthcoming AGM on 10 May 2018 bira members will be invited to authorise a significant change to the structure of the Group. The purpose of this article is to explain the background to this important development. Many trade associations, including bira, were founded back in the 19th century and their constitutions and governing rules, even if they have changed during the intervening years, have often not moved with the legislation and regulations applicable now. This is certainly true of the British Independent Retailers Association (bira), where the constitution is that of an unincorporated trade association. More recently, as bira has been borrowing on items such as its properties (and for a longer period on photocopier leases etc), it has suddenly become an issue across the whole of the unincorporated world as to where responsibility lies for such loans and commitments. For this reason, bira is proposing to follow the route taken by many other trade associations and become a company limited by guarantee (“Restructure”). It is proposed that all current members of bira will become members of this company limited by guarantee on the same terms as their membership of bira. The maximum exposure for any member will be limited to a set amount of £1. This figure will then represent the maximum liability that bira members have to any external fund provider or in relation to any other matter where bira takes on an obligation or liability. The result is that all members will benefit in becoming members of the company limited by guarantee as the question of responsibility (identified above) for liabilities to funders and other third parties will be resolved by the limitation of liability to £1.
05/03/2018 12:46
It would be much simpler if bira could simply pass a resolution to change from an unincorporated association to a company limited by guarantee. Unfortunately, however, with the level of bira’s assets this could raise significant tax implications and charges, which would be a waste of members’ resources. With this in mind, bira has taken specialist advice and understands that the best way to structure the Group going forward is: lT o firstly obtain HMRC clearance that the course of action being taken will have no hidden tax implications (so far as the Revenue can give such assurances). lT o restructure as follows: lF orm a new holding company. This is the company limited by guarantee. This company will be 100% owned by bira members and limited to the £1 per member guarantee; lF orm a company limited by shares and make it a 100% owned subsidiary of the company limited by guarantee. The formation of this company is necessary to enable bira to avoid any tax charges, such as capital gains tax etc. This is where the assets of the Group and all the staff will sit. It will provide all the services currently offered by bira. Indeed, bira has operated most of its bigger operating ventures through 100% owned limited companies for the last 40-plus years. All the following are run as separate normal limited companies: lB ira Direct Limited lB ira Bank Limited lB ira Publishing Limited lO xford Summer School Limited lB SSA Limited lB SSA Insurance Brokers Limited The structure of all these group subsidiaries will remain as they do now, sitting directly under the control of the new operating company or the 100% owned bira Trustee Company Limited. APRIL 2018
GROUP RESTRUCTURE
This all sounds rather complicated, but it has to be in the context of explaining the reason for the proposed changes. What is certain, and will be explained at the AGM, is that the top holding company will be 100% member-owned. The existing rule book will be adopted by the holding company and the 100% subsidiary sitting below it as the rule book governing their day-to-day operations. The structure of the Group following the proposed Restructure is set out in the organogram below. A fuller version, showing all the details of the proposed Restructure, is on the bira website. The implementation of this structure is being proposed to protect all members’ interests. There will be no loss to members’ assets or their privileges. Indeed, the implementation of the structure will protect members from the downside consequences of trading in the modern world. As such, the board of management commends the Restructure to all bira members and proposes that all resolutions shown in the attached draft AGM resolution be passed and made binding on all members (“Resolutions”). The Resolutions will, subject to members voting in favour of them, be passed at the upcoming AGM. The transaction itself and the new structure will be put in place for 1 January 2019. This means that all members will become members of the new company limited by guarantee on this date and all assets will transfer to the new subsidiary on this date. The gap between the AGM and the completion date is necessary to avoid unnecessary accounting complications. For those members wanting to ask any questions, please feel free to contact CEO Alan Hawkins via alan.hawkins@bira.co.uk or on 0121 446 6688. Depending on the questions, he may refer you to bira’s specialist advisers. For all those members attending the AGM at Jurys Inn Hinckley Island on 10 May, a detailed explanation will be given on the day. It is the view of the Group’s board of management that there are no downsides to members agreeing to the changes outlined above. APRIL 2018
RESOLUTION FOR THE ANNUAL GENERAL MEETING
10 MAY 2018 The Annual General Meeting (AGM) of the British Independent Retailers Association (bira) is asked to pass the following resolutions: lT hat the new structure set out in the attached ‘Restructure Step Sequence’ be approved and implemented (“Restructure”) on close of business on 31 December 2018; lT hat in accordance with the incorporation of bira and step 1 of the Restructure the board of management be authorised to: la ppoint the Company Limited by
RESTRUCTURE STEP SEQUENCE The Restructure: bira is currently
an unincorporated association (“Association”). The following structure and procedure is proposed in order to incorporate the Association and provide its members with the protection that incorporation provides (“Restructure”). The Restructure is also shown in pictorial form in the organogram below. The following steps are required to effect the completion of the Restructure:
The Step Sequence Step 1 A company Limited by
Guarantee is formed (“CLG”). The CLG will be the vehicle for incorporation of the Association and will ultimately take the Association’s place; There is an exchange of rights whereby:
THE FINAL STRUCTURE
Guarantee (“CLG”), as identified as the new bira holding company in the attached Restructure Step Sequence, as a full member of bira; and lc ease all current memberships of bira in exchange for all members being appointed members of the CLG on the same terms as their current membership of bira. lT hat bira be authorised, in accordance with step 2 of the Restructure, to transfer all of its business and assets and liabilities, including all employees, pension provision and any other assets, liabilities or obligations whatsoever to the company limited by shares and known as ‘Newco’ in the attached
lT he CLG is made a member of the
Association; and lT he members of the Association give up their membership of the Association in exchange for membership of the CLG. The membership of the CLG will be on the same basis as that of the Association. Step 2 A company limited by shares is formed (“Newco”). This company will hold the assets and employ the staff of the Association. Its formation is required for technical tax reasons. The following transaction will then take place: lT he Association transfers its business, liabilities, obligations and assets to Newco. This transfer will include all staff and pension provision; lT he CLG as the remaining sole member of the Association is issued shares in Newco in exchange for giving up its rights and assets in the Association. As a consequence the CLG will become the owner of
Restructure Step Sequence lT hat Newco be authorised, in accordance with Step 3 of the Restructure, to acquire all of the shares in the bira Trustee Company Limited. lT hat, in accordance with Step 4 of the Restructure and subject to the completion of the Restructure: lb ira be dissolved. l t he CLG and Newco be renamed to include the name bira. lT hat the board of management be authorised to sign all necessary documentation to effect the Restructure and to make such changes to the Restructure as are required to complete it for the greatest benefit of bira and its members.
Newco and as such the members of the CLG (the former members of the Association) will become indirectly the owners of Newco through their membership of the CLG. Step 3 Newco will then acquire the shares of the Bira Trustee Company for nominal value in order to join up the structure. Step 4 Subject to the completion of the Restructure: lb ira be dissolved. lu pon the dissolution of bira the CLG and Newco be renamed to include the name bira to make it clear that there is continuity of bira’s existence through a different structure.
Timeline Authority for completion of the Restructure will be given by the bira AGM on 10 May 2018. The Restructure will be completed at close of business on 31 December 2018 with the CLG and Newco becoming active on 1January 2019.
Company limited by guarantee Newco Bira Trustee Company Ltd
Bira Direct Ltd
Bira Bank Ltd
Bira Publishing Ltd
Oxford Summer School Ltd
BSSA Ltd
BSSA Insurance Brokers Ltd
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BIRA NOTICES
The membership magazine of the British Independent Retailers Association
Give a little…
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
Quarterly Sales Monitor
Quarter to 31 December 2017
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
bira, 225 Bristol Road, Edgbaston, Birmingham B5 7UB Tel 0121 446 6688 Fax 0121 446 5215 www.bira.co.uk bira national president 2016-18 Vin Vara, Tool Shop, London CEO Alan Hawkins Finance director Beverley Long Commercial director Jeff Moody Membership & marketing director Bob Jarrett
EVERY QUARTER YOU are sent emails from bira asking you to participate in the Quarterly Sales Monitor. As you might have guessed, it is a quick survey of your three month’s sales and you are also asked to share your views on why your sales might be up, down or static, and how your high street is performing. Your collective responses ensure the government and media recognise the contribution independent retailers are making to retail sales in the UK and how well (or badly) you are faring in the current trading quarter. The more bira members that participate, the stronger our message and data. So, please help us represent you by giving just a few minutes of your valuable time to complete the short QSM survey when it next appears in your inbox. In return, you will have access to the full set of results and member comments, so you can benchmark your business against others.
…get a lot AS A MEMBER of bira you receive discounts on lots of business services. But you might not realise that you also have the opportunity to apply for scholarships to Oxford Summer School (OSS) programmes. Each year trade charity retailTRUST provides a number of fully-funded and part-funded scholarships across the range of OSS courses. These scholarships provide an opportunity for all retail employees to develop their careers and gain lifelong skills for business. OSS development programmes provide an exclusive opportunity for both small and large retailers from across the industry to learn together and from one another. See p9 for more feedback. Scholarship applications for the Foundation course (which is aimed at store managers and department managers) are now open; the deadline
is 7 May. Applications for the Academy scholarships (aimed at senior store managers) open on 23 April and close on 11 June. Applying for a scholarship couldn’t be simpler and the benefit to you and your business could be life-changing. For more information or to apply, please visit retailtrust.org.uk/oss. For enquiries, email neil. moss@bira.co.uk or call Neil on 0121 446 6688.
We welcome the latest additions to the bira community 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
APRIL 2018
Ayr Guitar, Ayr; College Pines Golf Club, Worksop, Notts; Compton & Clarke, Stratford-upon-Avon, Warwickshire; CQFD Profiles, Romsey, Hants; D-pod, London SE1; Edenside, Carlisle, Cumbria; G Clarkes Barbers, Northallerton, Yorks; GM-R Sprayers, Stowmarket, Suffolk; Hellewells, Preston, Lancs; Heming Engineering, Broadway, Worcs; Hempsted Historic Dry Dock, Gloucester; House of Carillon, Weedon, Northants; Hydro Mechanical Services, Sutton Coldfield, West Midlands; JML, London W4; Leonidas Chocolates, St. Helier, Jersey; Little Oak, Carlton, Notts; Louth Tractors, Louth, Lincs; Marketing Shop, Birmingham, West Midlands; M-Trac (Agri. Engineers), Brackley, Northants; Nice ‘n’ Naughty, branches in: Warrington, Cheshire; Bangor, Gwynedd; Bristol, Somerset; Chester, Cheshire; Leeds, Yorks; Liverpool, Merseyside; Newcastle, Tyne & Wear; and Wigan, Lancs; One Ash Training, Widnes, Lancs; Polytrade Building Supplies, Harleston, Norfolk; Priya Exclusives, Forest Gate, London E7; T H Engineering, Dumfries, Dumfries & Galloway; The Highland Bookshop, Aberfeldy, Perthshire; The Olde Bakery Curiosity Shop, Nottingham; The White Lion, near Ventnor, Isle of Wight; Thornaby Sports and Leisure Club, Thornaby, Yorks; Velvet, Bury, Lancs; Zaeem Jamal, London SW3.
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THE LAST WORD Joe Fordham has racked up 42 years’ service at John Brown
Joe Fordham JOHN BROWN, NAILSEA, BRISTOL
Since 1957 John Brown has been serving the household and hardware needs of the residents of Nailsea, near Bristol. His sonin-law Joe Fordham, who always refers to him at work as “Mr Brown”, has worked in the shop since 1976. Here Joe reveals the winning formula that has worked for more than 60 years.
Q
How the John Brown business start? Mr Brown’s father, a well-known local builder, built a parade of six shops in 1957 and Mr Brown bought the end unit. A benefit is the sizable back yard with four garages that we use for storage. Mr and Mrs Brown and their daughter, now my wife Maggie, lived in the flat above the shop, which is now used for storage.
Q
What’s the approach? Service, respect, commitment and integrity. The ethos has always been service with civility, with 100% focus on customers and their needs. Now a Bristol suburb, Nailsea was a separate village and the business was energised by local people using it. We were part of the social fabric.
Personally speaking John Brown Hardware & Cookware 90 High Street,Nailsea,Bristol BS48 1AS Size: 1400q ft Staff: Joe Fordham and full-time manager, plus five part-timers. Founder John Brown works every afternoon. Main suppliers: Calor, Culpitt, Decco, Dexam, Fairways Electrical, Horwoods, Kitchencraft, Stax, Widdop Bingham, Winterstoke Decorators. Opening times: Mon-Sat 8.30-5.30. Sun closed bira member: since 1972 johnbrownhardware.co.uk
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Q
How did it develop? Ironmongery was the start, quickly followed by general household goods and DIY. Mr Brown was very knowledgeable about the building trade and Mrs Brown looked after the bookkeeping. Gifts, clocks, watches and cookshop were added gradually. Today kitchenware, DIY, paint, household goods, clocks and watches sell well.
Q
How did you mark the 60th last year? The focus for customers was the last Saturday in September, when we offered them cake, coffee and somewhere to sit and relax. The shop took on a community feel. We had a free tombola, free prize raffle, gifts with purchase, and giveaway John Brown jute bags. It was amazing how many cards we received from customers, fellow traders and well-wishers.
Q
You also invested in the store… In March 2017 we spent about £20,000 upgrading the area from the main entrance to the back of the store on the left-hand side. It was done by Salespoint - recommended by bira - and they provided an excellent service, with very little disruption to our business. While the economic climate has been tricky, we still felt it would be a positive move to have a face lift. It has proved a huge success with staff and customers. Sales were up 2% in 2017.
Q
How do you view 2018? We are cautiously optimistic. The big boys are suffering and we can be much more flexible in our buying. We use an EPOS system from RBA that was installed by Salespoint. It gives me a detailed overview of our 30,000 lines and it has made us much more competitive. I can easily check the best price from suppliers.
Q
What’s your attitude to selling online? We sell online though Amazon and we have our own website, but the admin involved takes a lot of time. It is not as satisfying as working directly with our customers. It is worth doing as an extra on top of the store. On marketing, we prefer mailshots to social media.
Q
Is John Brown still involved? Aged 92, Mr Brown comes in to work every afternoon, especially for watch and clock repairs. He has something of a following among customers. In 2011 a local public vote named him Legend of Nailsea, which says everything about how he is regarded. APRIL 2018
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