In this issue... Education (Guidance about Costs of School Uniforms) Act Uniform Tenders Keeping it simple & sustainable We catch up with Bishop Stopford School’s Business Manager Top Tips For Retailers
Working together with Banner
Industry News & Updates brought to you by Banner. October 2021
welcome to insight content 04 Education (Guidance about Costs of School Uniforms) Act 07 Uniform Tenders 14 Keeping it simple & sustaiable 20 We catch up with Bishop Stopford School’s Business Manager 18 Showcasing your uniform: Top Tips for Retailers 22 Working together with Banner
Everything you need to know about winning tenders. 2
Are you one of those people who groans at the thought of paperwork, head in hands at the prospect of form filling and bureaucracy? If you are, then you’re not alone. At times it can seem that administration is never ending, and the recent Education Act has raised the concern that schools and schoolwear suppliers will be faced with even more red tape. So when we say that contracts and tendering are our theme for this edition of insight, please don’t switch off just yet… Because rather than get lost in the detail we want to help you keep things simple, asking experts for tips and advice on how to make it through the administrative maze. We also look at the positive side of contracts, how they can support your business planning and build relationships with your partner schools. Our article on the new Education Act is a plain English guide at what the regulations mean and how they’ll affect retailers, schools and suppliers. We’ve answered the most common questions and included checklists to help you plan for any changes ahead. Sarah Robins, Insight’s sustainability expert, takes a look at the importance of having a sustainability policy and how to present that to schools and parents in a straightforward and authentic way. We also look at some contract success stories, talking to schools and retailers about their approach to tenders and the benefits they bring. We ask them what matters most and explore how retailers, schools and suppliers can work together over the lifetime of a contract. It’s been a busy but stressful summer for many schoolwear retailers and we all hope the removal of social distancing measures will help to ease the strain on stores. Changes to the rules on classroom bubbles and isolation requirements should also help make the return to school more stable. We look briefly at what’s happening and what retailers can expect over the coming months. And last but not least, we bring you at the latest industry news, with an update on service and supply chain as we start the new school year. Best wishes for a successful school year to all our partners.
Insight October 2021
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The education act explained.
After a long passage through parliament the Education (Guidance About Costs of School Uniforms) Act has received royal assent.
The law requires the Department for Education to issue statutory guidance for schools on the cost of school uniforms. This is expected to be published in the autumn. Here at Insight we’ve cut through the jargon to explain why the act matters to schoolwear retailers.
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What does this mean for schools and retailers?
The new legislation means schools will have legal duty to follow the published guidelines on the cost and supply of school uniform. Over time this is likely to change the way many schools choose their retailer partners. Whatever form the final guidance takes, the key goal of the law is that uniform should be affordable, durable and not exclude those families on lower incomes. The new regulations will apply to school sportswear too. Under the new education act, all schools will have a responsibility to consider more carefully the cost of uniform and the types of items they require parents to buy. Large schools and academy trusts will be required to run a formal tendering process, typically no less frequently than every five years.
Smaller schools will need to demonstrate that they have considered options and given due regard to the aims of the bill, especially the overall cost of uniform.
School governors and head teachers will need to pay close attention to these rules in future.
And more generally, it is likely that there will be a greater focus on value, choice and sustainability. 5
Is this good news for retailers? In many ways it is. The new guidance helps to make clear the importance of uniform and the benefits it brings to students and classrooms. It also helps to highlight the value of schoolwear and the importance of supplying durable and good quality garments which have lower lifetime cost than some of the apparently cheaper alternatives. Retailers who work with their schools to follow the guidelines will be able to reassure parents that they offer great value, with a range of suitable choices that have been carefully considered. By demonstrating good practice along with good service, a retailer’s relationships with their schools and parents can be strengthened by the new rules.
But is there a catch?
Schools and retailers will need to be mindful of the guidelines at all times. In some cases, retailers will need to respond to formal tenders. All retailers will need to show schools and parents that they are working to the spirit of the new rules.
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What are tenders?
1.
2.
3.
They are a written request in the form of a document sent out to potential suppliers.
A school will release an invitation to tender when they are looking to procure a service or product.
A tender document is the basis of the tendering process that details certain contract criteria. This allows interested suppliers to compete for the contract.
4.
5.
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The Education Act came into law on 29th April 2021, but is awaiting the formal Guidance from the DfE to be published.
The purpose of the guidance is to ensure that the cost of school uniform is reasonable and achieves best value for money for parents.
As a schoolwear provider, it is important to acknowledge that schools will be looking for value for money on behalf of parents and cost of uniform will be a key factor in their decisions.
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The education act key points.
1. 2. 3. 4. 5. 6. 7. 8. 9. 10.
Uniform policies need to consider best value and quality not just price.
When considering costs, schools should take into account all items that may make up the uniform, including non-specific items like shoes. Schools should avoid frequent changes to uniform specifications, and should be able to show how any proposed change has secured best value for money for parents, or why the change was required. If a school already has an existing contract, they must have regard to the guidance once they consider renewal or extension of their existing contract. Schools should continue to keep branded /logo’d items to a minimum as per the direction in the 2013 guidance. Uniform policies should clearly state which items are optional and compulsory and where to purchase items from.
Schools should tender their supply at least every 5 years.
Schools should ensure that second hand uniform and information about its availability is available.
Schools should consider parents and students’ views on uniform policy when reviewing.
A school’s policy should be available to view by all existing and prospective parents and be easy to understand.
What are schools wanting to know? All retailers should follow the checklist opposite that will help them to discuss the requirements with their partner schools.
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Your story, background and experience.
Comprehensive product information including visuals.
Physical samples with the school logo where appropriate – dress to impress.
Supply methods for busy parents.
Pricing of garments including views on increases during the term of the tender. Supply chain information and details of the manufacturers that you propose to use including your relationship with these partners, and possibly details of their ability as a supplier. Environmental and Sustainability information including details of any policies.
Stock management, availability and lead times.
Added value - what more can the retailer offer the school to add value to their tender response.
Case studies - provide case studies/details from two schools to whom you currently supply uniform and sportswear.
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Examples of tender questions
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We know that tendering for business can be stressful and time consuming.
PRICING
Here are some of the most popular questions to help you approach tendering with confidence. “Please outline your pricing strategy in regards to consistency when it comes to sizing and gender.” “Please complete the attached Schedule of Prices as well as any explanatory notes.”
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SERVICE & SUPPLY
“Please provide details of the proposed purchasing and delivery service with information regarding returns, exchanges and refunds.” “Giving parents the ability to shop online is essential. Please outline what you offer in terms of online shopping including details of: - Delivery and returns options. - Presentation of uniform on the web shop (including imagery). - Information for parents.” “The supplier awarded the contract should have a proactive approach to optimised stock management. Please outline your proposed stock holdings as well as delivery lead times.” “Please outline the sales channels from which parents may purchase uniform.”
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PRODUCT DESIGN & QUALITY SUSTAINABILITY ADDED VALUE
“Please detail which manufacturers you propose to use including your relationship with the supply partners.” “Can you provide any garment mock-up imagery to support your proposal?” “It is essential that you are able to cater for students of all sizes. Please outline the availability of different sizing options and any details regarding alteration services.” “Please outline how you will minimise returns and ensure that sizing information is as accurate as possible.” “Discuss your products in relation to fit, durability, comfort and ease of washing.”
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“Please discuss your Environmental Policy and details of any sustainability strategy you have in place.” “Please outline the ethical standards you implement within your supply chain.” “Please provide details on how your business supports the local community and employment.”
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“Please provide 2-3 case studies from schools that you currently supply schoolwear and sportswear to.” “Outline how your business is using innovation to improve customer experience and supply chain efficiency.” “Outline any contribution your business is willing to make to the school. E.g. Free staff kits, provision of promotional and informational materials, participation in open days.”
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Keeping it simple
& sustainable!
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For many schoolwear retailers, putting together a sustainability strategy can seem like a mountain to climb. Where do you start? What’s the best way to go? And how long will it take to get there?
Sarah Robins Sustainability Manager
‘Faced with so many questions it’s no surprise that some customers feel overwhelmed at the prospect,’ says Sarah Robins, Sustainability Manager at Banner. “I regularly get enquiries from retailers wanting to do the right thing, but who are worried that it all feels a bit ‘corporate’ and removed from the role they play.” “Retailers want a plan that’s appropriate and relevant to them not just hollow phrases that have little relevance to their customers and schools.” The good news is that being a small enterprise is no barrier to taking professional approach. Local businesses can be nimble in the way they work, says Sarah, and they’re especially well placed to work with their communities.
But with the new education act coming into force Sarah claims it’s important that every retailer is clear on the commitments and contribution they can make. The key to a good strategy she says is keeping things simple, and not setting unrealistic or inauthentic goals. Banner’s research shows that schools are asking for more detailed sustainability information. They want their retailers to be active in four areas: high ethical standards, responsible sourcing of products that are made from sustainable fabrics, provenance of products and strong environmental practices and policies. Energy usage and carbon neutrality; the ethical sourcing of products; community involvement; and recycling and reuse schemes. With this in mind, we asked Sarah to recommend a sustainability template for smaller retailer to follow. 15
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Stage Plan
1 2
Sustainability Strategy for Tenders
Responsible Suppliers
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• Stock garments from leading schoolwear suppliers with strong ethical standards. • Check for policies on your supplier websites (eg Ethical Trading Statement, Modern Slavery Transparency Statement, AntiBribery and Anti-Corruption statement). • Look for any accreditations or standards achieved for social and ethical compliance.
Eco Products • Stock eco alternatives across all key ranges – the availability of recycled fabrics is growing every year. • Promote wash tested and cool wash garments. • Remember young people want to feel good about what they wear – so promote your eco credentials.
Energy and Carbon Emissions • Reduce energy consumption with LED lighting and low energy appliances. • Signing up to renewable energy providers - a simple way to help reduce carbon emissions. • Monitor and measure your consumption and target year on year reductions. 16
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Packaging • Can you find ways to reduce packaging and use recyclable materials wherever possible? • At Banner we are working to eliminate single use plastic packaging from our supply chain with 50% recycled content in our packaging by 2022 and 100% sustainable packaging by 2025. • Can you join us in working to our targets or set similar goals?
Community - Giving Back • Support community activities and encourage staff to take time in the community too. • Forge links with your partner schools and support their community goals. • Have a community notice board for say, second hand uniform and sports equipment and sponsorship support for school/community teams.
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Recycle and Reuse • Get the basics right by adopting good recycling practices in your store. • Host drop-off boxes for second hand uniform that helps with reuse and show that uniform lasts. • Holding a second hand uniform sale can be a great way to boost your reputation—and actually helps new business long term.
“By following this six-point plan every retailer can have a meaningful sustainability strategy that meets the key criteria of all but the most detailed of tender requirements.” 17
Keeping it simple
Bringing all this together into a sustainability policy doesn’t need to be complicated says Sarah Robins. ‘Ultimately, any policy is a statement of intent and the very best of these are simple to say and easy to understand. The last thing anyone wants is reams of pages that say everything but mean nothing!’
‘The competitive advantage of independent schoolwear specialists is that they know their customers, their schools and communities, so let’s reflect that in our policies too.’ Sarah concludes by reminding us that there’s a famous saying which asserts ‘small is beautiful’ . The same is true, she advises, for sustainability policies. ‘Listing your goals for each of the areas above, should be more than enough for most tender requirements. Where appropriate, linking to the more detailed policies on your suppliers’ websites might be helpful too.‘ But keeping it simple is her watchword and best advice.
As they say, every journey - and every mountain we climb - begins with a single step.
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We know that schools and pupils care about responsible sourcing and environmentally friendly products. Make sure you promote the leading ethical and environmental standards from suppliers and highlight these logos in store, online and in tender documents. We’ve included some of the leading examples below.
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education viewpoint Holistic approach leads to successful tender outcome.
Clare Curchin
Business Manager, Bishop Stopford School.
Insight talks to Clare Curchin, Business Manager from Bishop Stopford School. The new UK guidance on uniform might seem like an examination for retailers, but before issuing their tender, one school set about asking a few questions of their own. The results were surprisingly helpful in reaching an outcome that met the needs of all concerned. ‘In many ways, the most important
deeper than first envisaged.
tender document at all,’ says Clare
purely on the price of garments was too
questions we asked were not on the Curchin, Business Manager at Bishop Stopford school. ‘And that’s because
we started our process by asking what
it was that we most wanted to achieve. We also thought carefully about the
impact on parents and pupils, and how any changes would fit with the ethos of our school.’
Taking this holistic approach meant
considering a range of factors that went
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‘It quickly became clear that focusing
simplistic,’ Clare explained. ‘We needed first to review the range of items were we asking parents to buy. We also
asked ourselves if we had the balance
right between uniform and sportswear, and whether our uniform policy fitted the principles we strive to live by?’
Bishop Stopford is a large secondary
comprehensive of 1,400 pupils. Drawing from a wide and varied catchment
summarised in its commitments to
needed to buy more sports items than
compassion. ‘We wanted a uniform that
this by favouring unisex garments
faith, justice, responsibility, truth and
represented those values, meaning it
needed to affordable, responsibly made and able to help pupils feel part of our
girls—the new approach eliminates
that reduce cost and promote gender equality.
community,’ says Clare.
By limiting the tender to a selection of
In preparing the tender, some clear
parents’ preference for a local stockist
themes emerged. Clare explains:
‘We realised that while our core uniform was simple and inexpensive, our sports
requirements had gradually grown over the years. Pupils were required to buy six compulsory items and sometimes more if they were on representative
local suppliers the school ensured that was guaranteed. ‘The school uniform is a visible part of our community,’ says Clare. ‘Our chosen supplier is
established in the area and a regular sponsor of events and teams; this
commitment matters and fits our overall ethos.’
teams – we wanted to find ways of
When Clare explained that the winner of
the pupils some choice in which items
incumbent we asked if the process had
reducing this expense as well as offering they bought. In speaking to parents,
they were also clear that they wanted to buy from a local shop not just an online supplier.’
The outcome was a simplification of the
the tender, had also been the previous been worthwhile after all?
‘Absolutely!’ she replied. ‘It was almost ten years since we’d reviewed our
uniform suppliers, and we learned a
uniform policy, but in a way that would work for retailers and parents too. ‘By
allowing choice but not discontinuing
items, it meant that existing stock would
not go to waste—we could also continue to sell quality second hand garments.’
The new policy not only considered the overall price of the average basket but
also looked to address wider issues too. For example, under the old policy, boys
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great deal in doing so.
keeping cost low while making progress
that our school tie is made entirely of
community involvement.’
For example, I hadn’t been aware
recycled materials. Over time we want
on service, responsible sourcing and
to look at the same for other garments
It’s clear there is more to tenders than
uniform as possible.’
if Bishop Stopford is anything to go by,
so we have as ethically sourced a
And this, says Clare, is an example of
how the process can be a springboard for partnership. By consulting with
retailers and parents before issuing
the tender it helped Bishop Stopford School set goals that worked for all.
‘Looking ahead, this is a dialogue we want to continue so that we learn and work together-
simply forms for retailers to fill out. And it’s by asking questions as much as answering them that we get the best results.
We were delighted to retain our contract with Bishop Stopford school. Working together to plan changes to the uniform policy is the best way to ensure we can provide great value and service to our customers.
Karl Sanders, owner of Karlsports
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Best practice for showcasing your uniform. Showcasing uniforms can make a big difference to the sales you make, as well as giving a professional impression on schools and customers. This is especially important when tendering for contracts, but it’s also vital in store to help parents visualise the total look of uniform and sportswear.
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We asked Head of Product Emma Robertson for some tips on displaying products to best effect.
Showcase garments with prominent school logos.
Use thick chunky hangers to show off products at their best — and use the same style of hangers throughout the store.
Used dressed mannequins to display a basket of garments and show the ‘total look’.
Know and promote the features and benefits of every core garment. For example, highlight quick dry fabrics in sportwear, or ethical sourcing and eco fabric credentials in uniform.
Always display blazers with a shirt and tie under it — and try to display sports tops together with shorts, skirts or leggings.
Create a product support document for your schools, showcasing images and giving detailed product information with photographs.
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Working together with At Banner, we’re dedicated to working in partnership with you and providing the best solutions to uniform requirements. That’s why we’ve gathered together our top tips and expert advice for completing a successful tender and preparing you for the process. Our aim is to give you everything you need to win and retain schools that tender.
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The Banner Media Hub Helping you develop winning tenders
Support Coming soon to the media hub our step by step guide and support material to help you win and retain school contracts.
Ready to get started? To request your account visit mediahub.banner.co.uk Support
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Supporting you all the way Easy to use editable documents and templates to win tenders.
View, download and share any resource you need with schools.
Create your own collection of resources for presentations to schools.
Photography for showcasing products presentations to schools.
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What customers say that use The Banner Media Hub
This is so easy for downloading images to use on my website. The Banner Media Hub is perfect for sending images to new and potential customers too. Using the Hub and working with the Banner marketing team has helped me to produce promotional and advertising materials for my customers.
Alan Santry Alan Santry Ltd
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Industry Update
An industry update with Howard Wilder. Howard Wilder
Sales Director, Banner
Moving from hindsight to foresight. They say that hindsight is a wonderful thing! Across the industry, and despite tireless efforts on everyone’s part, it’s been one of the most challenging Back to School periods most of us can remember. From shipping to schools, we’ve seen restrictions impacting on the smooth running of our supply chain and regrettably, at times, customer service has suffered. But for all the disruption, we should call out the positives too. Sales have held up very well, as indeed has service across the vast majority of lines. The actions we took last winter have made a huge difference and we will be placing orders even earlier in future. Stock levels are currently building at pace which will help to ease backlogs and get us all 30
on the front foot once again. I’m excited too about the new ranges that are coming on stream, with more items than ever being added to our Eco range. These include the Signature and Designer ranges, our stock supported flannel blazers, Classic sweats and polos, summer dresses, girls’ skirts and boys’ shorts and trousers.
And this is just the start of the journey: we’re also launching a range of eco shirts and blouses, with new packaging and attractive pricing. By next year our retailers will have the opportunity to offer customers a ‘head to toe eco in eco’ uniform for primary school children. And did I mention the new Classic sweat jog pants or the new Skinny Fit boys’ trousers- both in eco fabric too? Demand is going to be high, so without apology I’m going to be saying the same thing time and again to all our customers – order early to ensure your supply!
With so much development, we’re looking forward to meeting reatilers at The Schoolwear Show on the 10th and 11th of October. Do come to our stand and have a chat and a coffee. From supporting your tenders to serving you better, we want to hear how we can help your business grow. Because if hindsight is wonderful thing, foresight is even better. And by working together, we have the best chance of next year being just as successful, if hopefully a little less stressful than the summer just gone. Best wishes for a successful autumn to all our customers.
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Next Edition Uniform Matters!
If you have a question or a suggestion on an issue you’d like us to cover in future editions then please get in touch and email marketing@banner.co.uk
In our next edition we look at why uniform matters, and the difference it makes to schools, pupils and communities. We’ll be sharing research and tips on how this can help your business, with information for parents and partners schools. We also have some fascinating insight into the role of sportwear in supporting a sense of belonging and wellbeing in young people. And of course, we‘ll have retailer views, supply chain news and the even some early results from Banner’s customer survey.
