bira Member magazine - May2018

THE MEMBERSHIP MAGAZINE OF THE BRITISH INDEPENDENT RETAILERS ASSOCIATION ISSUE 17 | MAY 2018

A man for all

seasons New national president Surinder Josan is ready for his year of action

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Comment

Let us praise unsung heroes On his farewell tour, Alan Hawkins is reminded of bira's great servants

ON OUR NEWS pages we have a picture of with a helpful and swiftly-processed loan, for Howard Lewis, of Morris Bros in Tenby fame, everything from cars to refurbishment projects receiving his bira honorary membership. One to working capital. of the main reasons has been Howard’s work John Collins as bira bank MD has steered as chairman of bira bank, seeing it through an it well for the past 12 years. Without it, many unparalleled period of double-digit growth, members would not be where they are today.

LDC/BIRA REPORT while also helping to keep our regulatory All members should be proud of this bira jewel. reputation strong during significant change.

Visiting bira branches, in a final tour leading Who else but a bira member would put their to my retirement in the second half of the year, name forward to chair a bank in a period of has shown me there are so many others who serious change to personal responsibility?

The deserve honorary membership, but perhaps More than 303,000 independent retailing businesses were surveyed by Local Data Company for its latest overview ofhide the make-up the UK under landscape.a Welocal presentbushel. the highlights. so-called “senior manager regime” sees most theiroflight Top 10 independent business openings board directors accept significant liability in I am on dangerous ground mentioning in 2017 by classification mix their own name should something go astray. names, but there are two examples of branch The buck stops with the chairman. Howard, secretaries, Tony Hayward of Three Counties partly because of his knowledge of how the (aka Hereford, Worcs and Glos) and Tony Blow bank works, and partly because of a genuine of East Midlands, who I met most recently.

UGHT OUT wish to put something back into his industry, We are talking here of individual periods of RGES FOR YOUR has always stepped forward, not back. office of up to 30 years, keeping calling noticHaving es, venues, and speakers coordinated for local UILT A TRUSTED WORKING RELATIONSHIP OVER 17 a licensed bank in our group is NSHIP ONE THING YOU CAN BE SURE OF IS THAT ARENT PRICING. unique in trade association circles. Founded inoutlets being members’ benefit. The help we give them from With 65% of independents, is British 1955, what we now call bira bank has helped head society really braced for the office is limited by resource, but I have you will have to pay is clearly presented on your hole their continued demise FEES Everything service schedule and Global Payments will answer allget of your their feet on the ladder many members been properly reminded of the hard and loyal so there are no nasty surprises when your bill arrives each month. will bring? well as being clear on pricing you’ll also get BENEFITS As access to other membership benefits should

No let up in the squeeze on indie retailers in 2017

IN THIS EDITION MAY 2018

06/10/2017 09:03:03

ISSUE 17 MAY 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 MAY 2018

news for 2 Trade bira members

£90k rebate for bira direct users, indie shops hit in 2017, Scots pets shop consultation

Source: LDC

Bars

Convenience stores

Nail salons

Mobile phones

Restaurants & bars

Alternative & complementary medicines

Beauty salons

Cafe & tearoom

Tobacconists/e-cigarette shops

Barbers

Number of Units

Source: LDC

-300 -200

Florists

0

Newsagents

-100

Shoe shops

more information. t Bank Holidays ard processing in the UK. K LLP is authorised by the Financial Conduct Authority under the Payment Services Regulations 2009 (504290) onsumer Credit Act (714439) for the undertaking of terminal rental agreements. n England number OC337146. Registered Office: 51 De Montfort Street, Leicester, LE1 7BB. The members are K. 2 Limited. Service of any documents relating to the business will be effective if served at the Registered Office. icester, LE1 7BB. GP588

Top 10 independent business closures in 2017 by classification mix

Hairdressers

H? Give Global Payments a call on 0800 731 8921** quoting BIRA

0

Computer shops

Terminal rental fees waived for the first 3 months if you’re new to Global Payments

100

Electrical goods shops

plc

Access to a cashback facility

● Multiple retailers also continued to decline across GB with a net loss of -4,010 shops (1.93%) in 2017, compared to -2,633 shops (-1.33%) in 2016. ● In 2017, 67,503 indies either opened (33,010) or closed (34,493), +4.4% up on 2016, when 64,661 opened (32,728) or closed (31,933). ● For comparison goods retail (non-perishable goods) shops – the category in which most bira members sit – the net change last year was -2.62% (-1.50% in 2016). This is a decrease of -2,240 units, compared to -1,210 in 2016. ● Leisure (restaurants, cafes, bookmakers & entertainment) grew by +0.15% in 2017, against +0.49% in 2016. In 2017 the increase was +132 units versus +410 units in 2016. ● Convenience retail (bakers, butchers, food shops & supermarkets) saw a decrease of -266 units (-0.88%) in 2017 versus +314 units (+1.13%) in 2016.

200

Estate agents

h cleared funds

Preferential rates

400

300

Indian restaurants

£150)

Cover photograph: Paul Driver

ion fees

500

Womenswear shops

bira CEO Alan Hawkins

nts including:

700

600

Number of Units

OCESSING

● Service retail (health & beauty, financial services, tattoo parlours and estate agents) increased by the greatest number of units (+891), yet this was fewer than the number of openings in 2016 (+1,281). The change in units was +0.91% against +1.47% in 2016. bira CEO Alan Hawkins commented: “The net loss of 1,483 independents across 2017 comes as no surprise since only the tiniest retailers received government help in the last rates review. Uncertainty over Brexit, changing shopping habits, a harsh winter and falling real incomes can all be used to explain these dismal figures, but if one sector is faced with a false cost base against their online competitors, don’t be surprised at the inevitable consequences.

“A growth of 44 independents in retail parks, while welcome does not redress the balance.

With 65% of outlets being independents, is British society really braced for the hole their continued demise will bring?”

Key growth sectors have been barbers, beauty salons, tobacconists/e-cigarette shops and cafes. Sectors in decline include newsagents, pubs, women’s clothing shops and estate agents. ● Mail order & catalogue showrooms (+100%) and German restaurants (+66.67%) have increased the most as a percentage of their total units. ● The West Midlands showed the greatest increase of independents at +230 units (+1.01%) in 2017. It also saw the greatest increase of independents in 2016 at +280 units (+1.43%). ● Yorkshire and the Humber and Greater London saw the greatest decline of independents at -460 units (-1.58%) and -374 units (0.54%).

Wider analysis of in- and out-of-town locations show that retail parks saw an improvement from a decline of -3 units in 2016, to an increase of +44 units last year. This was an increase of +7.26% in 2017 from a -0.48% decrease in 2016.

High streets and shopping centres had a decline in independent units. High streets saw a decrease of -476 units (-0.28%) and shopping centres a decrease of -88 units (-1.07%). In 2016 both location types experienced an increase in independents; +929 units (0.58%) on the high street and +47 units (0.59%) in shopping centres.

Public houses & inns

DESPITE THE CONTINUING pressures on the sector, in 2017 some 65% of all retail and leisure units in Great Britain were independents, the same as in 2016. The latest survey from The Local Data Company (LDC) and bira shows, however, there has been a decrease in the number of traditional independent shops year-on-year, as well as continuing closures by national chains across the UK. Independents saw an decrease of -1,483 shops (-0.49%) in 2017, a significant change from the net increase of +795 shops (+0.28%) in 2016. The only location type to see an increase in indies in 2017 was retail parks, with a net growth of just +44 units. In all, 303,130 independent businesses across Great Britain were covered in this research.

service they and their compatriots around the country provide.

One superb job this month has been the judging by an expert panel of members of the entrants to our annual awards, the winners of which will be announced on 10 May. The contenders are always good, but this year the originality and the outside-the-box thinking to shine above competitors is incredible. The plans we have judged are not impossible to achieve or even closely guarded ideas. Among independents, the willingness to share is astounding.

Forget the gloom on the high street. I can guarantee the last retail business standing will not be large or internet-only. It will be a bira member quietly, or even loudly, plying their trade, while adding value to the community.

Finally, while it might be almost (but not quite) too late to book into our conference and awards on 10 May, the Just Giving page for my sponsored weight-loss in aid of the Rainy Day Trust charity is still open. Please put in some pounds as the pounds drop off me.

let up on the the good now for an 7No squeeze on indies 10Living life in Fife 9 Apply OSS place 7

Some 65% of shops are still independent, but market forces hit their numbers in 2017

It's time to apply for a scholarship to the Oxford Summer School Academy 2018

Rejects in Kirkcaldy, a huge department store, is celebrating 40 years of trading

goodbyes, 19Fond with discounts Our Counterpoint girl closes her shop and discovers unknown loyal customers

man for all 14Aseasons bira's new national president Surinder Josan is one very happy retailer

the Last Word: 21Making most of seasons 28The Suzanne Temple Georgina Collins of Bijouled explains how she creates awardwinning windows

How a squash club led to a premium women's fashion shop and a lovely lifestyle store

1

TRADE NEWS

Record £90k rebate for bira direct users BIR A MEMBERS IN VOICING through bira direct have shared a rebate of £90,000 as a result of their use of Stax Trade Centres in 2017. This is the largest sum bira members have enjoyed under the scheme; individual pay outs are based on products that members have had delivered.

David Hibbert, joint managing director of Stax, said: “The scheme was set up simply to give our most loyal customers a reward for shopping with us. We understand any additional saving can be crucial to being even more competitive on the high street and online.”

Steve Akers, bira direct's director of buying, added: “bira members have once again benefitted financially from the excellent delivered wholesale solution offered by our supplier partner Stax, which offers unparalleled range, price and service to our retailers.

We understand any additional saving can be crucial to being even more competitive on the high street or online “In our market, retailers cannot ignore this essential wholesale service so I would encourage any independent retail member of bira selling from hardware and DIY through to cookware and more to set up an account today.

Just contact us at bira head office and we’ll do the rest. Start earning a rebate as soon as you start buying.”

Stax has a stock holding in excess of £20m consisting of over 40,000 products from top brands at the lowest prices, as well as a comprehensive range of ownbrand products designed specifically to give retailers better margins. Products range from decorating tools to lighting, housewares and electricals.

Visit staxtradecentres.co.uk to see the full range of products available to members. To start using the service contact Steve Akers on 0121 446 6688 and steve.akers@bira.co.uk

2

Source UK goods at Make It British Live!

BUYERS KEEN TO source UK-made goods and suppliers looking to work with UK factories will find much of interest at the Make It British Live! event in London on 23-24 May. The trade fair, now in its fifth year, concentrates on clothing, footwear, accessories, home furnishings and other textile goods, are represented among its 180 exhibitors. The brainchild of Kate Hills, a former high street chain buyer who became disenchanted in having to source from overseas, the Make It British initiative runs 12 months of the year but has its physical manifestation at the Old Tru-

man Brewery, east London this month.

Visitors should apply for a ticket via makeitbritishlive.com/register. Alongside the trade show, a two-day symposium of presentations and discussions about the pleasures and pitfalls of manufacturing in the UK will be chaired by clothing industry commentator Eric Musgrave, who is also the editor of bira magazine.

Those who are unable to get to London but who are interested in products and services from UKbased manufacturers will find a comprehensive directory on the Make It British website.

Last call for your conference THERE ARE ONLY a few days left to book your place at bira’s conference and awards 2018. Thursday 10 May is the date of this informative and entertaining event specifically targeted for the independent retail sector.

At Jurys Inn, Hinckley Island, Leicestershire, delegates will hear from musician-turnedentrepreneur Levi Roots, founder of Reggae Reggae Sauce, and bira members Emma Woodward and Samantha Yair, owners of Aspire Style, a chain of independent lifestyle boutiques, among a whole host of forward-thinking speakers.

New to the day’s schedule is the Payments Panel, on which experts will debate what future payments will look like, as well as discussing the increasingly complex changes affecting merchants and suppliers. Panelists include Nick Dryden, founder of Sthaler, technology which allows you to pay with your fingerprint, and Paul Rodgers, chairman and founder of European payments community Vendorcom and a member of the UK Payments Systems Regulator Panel.

Surinder Josan, from All Seasons DIY in Smeth-

wick, who will take up the position of 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 this.

“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 day will close with 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.

Conference-only tickets cost from £135 per person (exc VAT). A combined conference and awards ticket costs £235 per person (exc VAT).

The full speaker line-up and details of how to book is available at bira.co.uk/conference-2018/ With only a few days left to book, don’t delay.

For a profile of Surinder Josan, see pages 14-17.

MAY 2018

TRADE NEWS

and awards 2018 tickets

Since winning £50,000 of backing from the Dragons' Den in 2007, Levi Roots (left) has become one of the most inspirational entrepreneurs in the UK. Hear his story at the bira conference, alongside a packed programme of presentations, break-out sessions and discussions.

MAY 2018

Yorks/the Humber

West Midlands

Wales

South West

South East

Scotland

North West

0

North East

100

Greater London

200

East of England

-100

-200

-300 -400

Source: LDC

Key growth sectors in 2017 were barbers, beauty salons, tobacconists/e-cigarette shops and cafes, while sectors in decline included newsagents, pubs, women’s clothes shops and estate agents.

The West Midlands showed the greatest increase of independents at +230 units (+1.01%) last year. The region also saw the greatest increase of independents in 2016 at +280 units (+1.43%).

Yorkshire and the Humber and Greater London showed the greatest decline of independents at -460 units (-1.58%) and -374 units (0.54%) respectively. Wales was the only region to see a reduction in the number of closures in 2017 (-1,163 units) compared to 2016 (-1,328 units).

Portobello Road in London has the highest percentage of independents at 95.0% (based on locations with 50+ units), knocking Sparkhill in Birmingham from the top spot. Telford is the town with the lowest percentage of independents at 19.9% (based on locations with 50+ units) for the second year running. bira CEO Alan Hawkins said: “The figures are particularly galling for bira, whose members are significantly in the comparison or non-perishable sector. The increases in leisure

East Midlands

THE ONGOING RESHAPING of the UK retail scene is clear from a new report that shows the number of independent shops decreased by 1,483 units in 2017, a significant change from the net increase of 795 shops in 2016.

Statistics from The Local Data Company (LDC) and bira show that retail parks was the only location type to see an increase in the number of independent shops last year, but net growth here was only by 44 units.

Multiple retailers are also scaling back or disappearing completely. There were 4,010 fewer chain shops (-1.93%) in 2017 across Great Britain, which compares to -2,633 shops (-1.33%) in 2016.

Last year a total of 67,503 independents either opened (33,010) or closed (34,493), +4.4% up on 2016, when 64,661 opened (32,728) or closed (31,933). Independents still account for 65% of all retail and leisure units in Great Britain, the same as in 2016.

Most bira members fall into the LDC’s category of “comparison goods retail (nonperishable goods)”. The net change here was -2.62% in 2017 (-1.50% in 2016), which represents a decrease of -2,240 units, compared to -1,210 in 2016.

300

Number of Units

Closures continue as market restructures

National and regional net variations of independents

-500

and service categories, where the customer has to be present, such as hair and nail salons and coffee shops, are masking even worse figures.

How much choice does the consumer need in these areas? On many high streets, they must be reaching saturation point.

“Interestingly, on a regional basis, there is not a North-South divide. It is more like a good high street anywhere is still a good high street, and vice versa. Thank heavens bira has the best independents under its umbrella.”

For more on the LDC/bira report, see page 7

New GDPR video resources for members bira has commissioned a series of videos that provide guidance for members on becoming GDPR compliant. They offer practical advice for retailers to implement in their business in readiness for 25 May when the General Data Protection Regulation comes into force.

The videos cover key issues that members have been reporting to bira, including how to become compliant, sharing data with third parties, how to do a data audit, training staff and dealing with a breach. There are also supporting fact sheets on the website to accompany the videos.

Go to bira.co.uk/gdpr

3

TRADE NEWS

A WEIGHTY CHALLENGE After a week-long all-inclusive holiday, bira commercial director Jeff Moody is now full steam ahead with his weight loss mission for the Rainy Day Trust, which he is doing alongside Alan Hawkins and Vin Vara.

Jeff said: “After six weeks of being unable to hit the gym due to a back injury and my holiday in Turkey, I am now confident that by the conference on 10 May I will have lost half of my 17.5lb target. What will really inspire me though is more sponsorship.”

All three have pledged to lose 17.5lbs in 175 days to celebrate the RDT’s 175th anniversary, each aiming to raise £1,750 for the home improvement trade charity. You can sponsor their efforts at justgiving. com/bira. Funds raised will support people who have worked in the home improvement and enhancement industry.

Cooking up an experience TWO FLOORS ABOVE the Cookmate cook shop in central Worcester have been converted into a cookery school by owner Caroline Gregory to increase the footfall and relevance of her business.

Established in 1981, Cookmate, at 62 Broad Street, is Worcester’s only independent cook shop. The school, featuring the best e q u ip m e n t a n d la r ge , so c iable work stations, has been designed as a warm and friendly space where students feel at home.

The idea, says Caroline, is for attendees to enjoy themselves, have fun, meet new friends and take away new skills and cherished memories.

It is being marketed for product launches, product education,

sponsored classes, team building, corporate events and even hen parties. All levels of skill are catered for from complete novice to keen cook.

Course topics range from making bread to knife skills,

from Best of British to vegetarian and vegan. Prices range from £30 to £45, with a maximum of 12 guests each time.

Full details of the school are on cookmate-worcester.co.uk

Punish criminals, not cook shops

March sales fall THE TOUGH R ETA IL market conditions and changing shopping patterns are revealed in the latest tranche of reports from the British Retail Consortium.

Over the three months to March, in-store sales of non-food items declined 3% on a Total basis and 4% on a like-for-like basis. On a 12-month basis, the Total decline was 2.2%.

Online sales of non-food products grew 7.9% in March, against a growth of 6.6% in March 2017. This is above the 3-month and 12-month averages of 6.6% and 7.8% respectively. Online penetration rate increased from 20.6% in March 2017 to 22% in March 2018.

Total UK retail footfall in March fell by 6%, a sharp decrease compared to the March 2017 increase of 1.3%.

4

THE REPORTS OF recent knife stabbings and knives, cook’s knives, scissors, Santoku knives… killings in London are deeply shocking. It would The proposal says that knives need to be colappear that these crimes are committed in cer- lected in person. Retail shops are dwindling away, tain poorer, deprived areas of the city, such as so where are people supposed to collect these goods Walthamstow and Hackney, and not the affluent from? To ban the online sale of one of the single areas like Mayfair, Hampstead and Primmost important utensils in the kitchen rose Hill. The murders and violence are will not stop knife crime but it will limit linked to drug and gang culture. access to cookware for the population In recent years, there have been and effect retailers’ livelihoods. at least two government papers pubThe government needs to think DEAR lished to tackle the prevention of things through. Guns are banned EDITOR violent crime. Obviously these have in this country, yet there are still gun not worked. The latest bill is in direct crimes reported every day. This proposal response to recent crimes. The government is a knee-jerk reaction to a deep-seated social has set out that it wants to enforce a ban and problem in a small sector of our society. The measrestriction on knives and certain products in the ures the government intends to implement will not Offensive Weapons Bill. The proposal I am most stop knife crime and violence. Examine the comconcerned about is to ban online selling of knives munities, the people, policing, education and the to domestic addresses. reasons why people join gangs and commit these As a retailer of kitchenware with over 40 years crimes: the answers will lie there. of experience, I have had to move with the times Dave Bains, M K Cookware, Rothersthorpe and selling kitchen knives on Amazon as well as in Share your thoughts with the bira community. my retail shop. We sell online with an age-verificaEmail your letters to editorial@bira.co.uk or tion delivery service. A blanket ban on the online write to Postbag, bira magazine, 225 Bristol selling of knives to domestic addresses is excessive.

Road, Edgbaston, Birmingham B5 7UB for This will stop the general public from having consideration. Please include a daytime access to a whole array of kitchen equipment, such telephone number in case we need to call you. as bread knives, palette knives, butter knives, fruit MAY 2018

TRADE NEWS

Attempt to license Scottish pet shops PET SHOPS IN Scotland may be subject to tighter controls if a proposed Member’s Bill wins support.

Consultation is now under way for the initiative from Jeremy Balfour, Conservative Member of the Scottish Parliament for the Lothian Region.

His Proposed Pet Shop (Licensing) (Scotland) Bill is designed “to improve animal welfare by enhancing local authority pet shop licensing powers and updating the licensing system, including in relation to licence conditions, fees and inspections”.

Balfour says: “The Scottish Parliament has a real opportunity to improve the lives of pets and pet owners across Scotland. Current legislation governing the sale of pets is vastly outdated and is failing to protect animals or pet owners. There are just under 200 licensed pet shops in Scotland selling a variety of species and the maximum licensed by any one local authority is 18. It is vital that Scottish legislation ensures that no pet suffers or has its welfare compromised and that, in situations where issues arise, the relevant authority is fully equipped to respond.”

The Pet Animals Act 1951, which currently regulates the sale of animals as pets, is, Balfour maintains, “no longer fit for purpose. The aim of the proposed Bill is to ensure clarity and consistency for pet shops across Scotland. It is not the intention to hamper the trade but purely to ensure that pet shops operating in Scotland are licensed and inspected in

a full and thorough manner and they are meeting the welfare needs of the animals they are selling.”

Views on his proposed Member’s Bill should be addressed to Jeremy Balfour MSP, Room M3.13, Scottish Parliament, Edinburgh, EH99 1SP. Tel: 0131 348 5961. Email: Jeremy.Balfour.msp@ parliament.scot.

This is only the first stage in the process of introducing a Member’s Bill in the Scottish Parliament. At a later stage, Balfour will need the support of at least 18 other MSPs from at least half of the political parties or groups in the parliament to have the right to introduce a Member’s Bill.

Several months may be required to finalise the Bill and related documentation. Once introduced, a Member’s Bill follows a 3-stage scrutiny process, during which it may be amended or rejected outright. If it is passed at the end of the process, it becomes an Act. According to Balfour, the 200 licensed pet shops in Scotland are a fraction in relation to other licensable activities, such as pubs (4,900) and taxis (over 10,000). On average, each local authority in Scotland licenses only six pet shops.

Is Jeremy Balfour’s proposed Member’s Bill an overdue overhaul of the existing legislation or more bureaucratic meddling? Let us know your opinion on editorial@bira.co.uk

After five years as chairman of bira bank and many more as a director, Howard Lewis has stepped down.

In recognition of his lengthy service to the association, he was presented with Honorary Membership, the highest award the association can bestow. With his wife Veronica at his side, Howard was bira president in 2005-06, a year when the annual conference was held on a Mediterranean cruise. The family's hardware business, Morris Brothers in Tenby, Glamorgan, is now run by his daughter Katherine, leaving Howard more time to tend his beloved bees. In the picture, Howard is surrounded by other bira bank directors: Katrina Arnold, Andrew Jones, Susan Potter-Price, David Pears, Dave Baker, Frank Burton, John Collins, Andrew Golding, John Spires, Richard Stevens, Keith Simpson, John Morris, Alan Hawkins.

MAY 2018

Obituary: Donald Mackay THE THIRD GENERATION to run engineering firm Mackays of Cambridge, Donald Mackay, died on 5 April, aged 92. He passed away at home in his favourite chair with his two Dalmatians at his side.

Donald Roderick Hubert Mackay was born in Cambridge on 30 October 1925, very close to the engineering business run by his father Duncan and grandfather, also Donald.

In 1940 an engineer called Sommerfeld came to the workshops to build the prototypes of the Sommerfeld Track, a “tin lino” system for producing runways almost anywhere. Donald became Sommerfeld’s apprentice and together they developed what became a crucial element for the air force.

After the war Donald trained as a structural and welding engineer. In the early 1950s he worked with Martin Ryle to design and construct the first radio telescopes in Cambridge. Ryle's radio surveys of the universe proved it was expanding, supporting the big bang theory; he was awarded a Nobel prize.

Later, Donald patented a novel way of building spiral staircases and was also very involved in the development of artificial silicon crystals, having made one of the first experimental chambers at Cambridge University.

In 1979 Donald became mayor of Cambridge, determined to root out what he saw as local corruption.

Donald’s first marriage, to Hazel, produced Alison, Duncan and Neil. The brothers are joint managing directors of the family firm and are very active bira members. With his second wife Sue, Donald held memorable parties at their home on the banks of the River Cam. He was involved in the business until very recently. His funeral was held in Cambridge on 27 April.

5

DON’T GET CAUGHT OUT

WITH HIDDEN CHARGES FOR YOUR

CARD PROCESSING BIRA AND GLOBAL PAYMENTS HAVE BUILT A TRUSTED WORKING RELATIONSHIP OVER 17 YEARS AND AS PART OF THIS RELATIONSHIP ONE THING YOU CAN BE SURE OF IS THAT GLOBAL PAYMENTS PROVIDE TRANSPARENT PRICING.

NO HIDDEN FEES

Everything you will have to pay is clearly presented on your service schedule and Global Payments will answer all of your questions about your fees, so there are no nasty surprises when your bill arrives each month.

As well as being clear on pricing you’ll also get access to other membership benefits should you switch to Global Payments including:

ADDITIONAL BENEFITS No separate authorisation fees

Preferential rates

No setup fee (normally £150)

Access to a cashback facility

Next day crediting* with cleared funds if you bank with HSBC plc

Terminal rental fees waived for the first 3 months if you’re new to Global Payments

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

LDC/BIRA REPORT

No let up in the squeeze on indie retailers in 2017

More than 303,000 independent retailing businesses were surveyed by Local Data Company for its latest overview of the make-up of the UK landscape. We present the highlights.

MAY 2018

600

Number of Units

500 400 300 200

Bars

Convenience stores

Alternative & complementary medicines

Mobile phones

Nail salons

Restaurants & bars

Cafe & tearoom

Tobacconists/e-cigarette shops

Barbers

Beauty salons

0

Source: LDC

100

Top 10 independent business closures in 2017 by classification mix Source: LDC

-300 -200

Newsagents

Florists

Shoe shops

Hairdressers

Electrical goods shops

Computer shops

0

Indian restaurants

-100

Estate agents

lM ultiple retailers also continued to decline across GB with a net loss of -4,010 shops (1.93%) in 2017, compared to -2,633 shops (-1.33%) in 2016. l I n 2017, 67,503 indies either opened (33,010) or closed (34,493), +4.4% up on 2016, when 64,661 opened (32,728) or closed (31,933). lF or comparison goods retail (non-perishable goods) shops – the category in which most bira members sit – the net change last year was -2.62% (-1.50% in 2016). This is a decrease of -2,240 units, compared to -1,210 in 2016. lL eisure (restaurants, cafes, bookmakers & entertainment) grew by +0.15% in 2017, against +0.49% in 2016. In 2017 the increase was +132 units versus +410 units in 2016. lC onvenience retail (bakers, butchers, food shops & supermarkets) saw a decrease of -266 units (-0.88%) in 2017 versus +314 units (+1.13%) in 2016.

700

Womenswear shops

bira CEO Alan Hawkins

Top 10 independent business openings in 2017 by classification mix

Public houses & inns

With 65% of outlets being independents, is British society really braced for the hole their continued demise will bring?

lS ervice retail (health & beauty, financial services, tattoo parlours and estate agents) increased by the greatest number of units (+891), yet this was fewer than the number of openings in 2016 (+1,281). The change in units was +0.91% against +1.47% in 2016. bira CEO Alan Hawkins commented: “The net loss of 1,483 independents across 2017 comes as no surprise since only the tiniest retailers received government help in the last rates review. Uncertainty over Brexit, changing shopping habits, a harsh winter and falling real incomes can all be used to explain these dismal figures, but if one sector is faced with a false cost base against their online competitors, don’t be surprised at the inevitable consequences.

“A growth of 44 independents in retail parks, while welcome does not redress the balance.

With 65% of outlets being independents, is British society really braced for the hole their continued demise will bring?”

Key growth sectors have been barbers, beauty salons, tobacconists/e-cigarette shops and cafes. Sectors in decline include newsagents, pubs, women’s clothing shops and estate agents. lM ail order & catalogue showrooms (+100%) and German restaurants (+66.67%) have increased the most as a percentage of their total units. lT he West Midlands showed the greatest increase of independents at +230 units (+1.01%) in 2017. It also saw the greatest increase of independents in 2016 at +280 units (+1.43%). lY orkshire and the Humber and Greater London saw the greatest decline of independents at -460 units (-1.58%) and -374 units (0.54%).

Wider analysis of in- and out-of-town locations show that retail parks saw an improvement from a decline of -3 units in 2016, to an increase of +44 units last year. This was an increase of +7.26% in 2017 from a -0.48% decrease in 2016.

High streets and shopping centres had a decline in independent units. High streets saw a decrease of -476 units (-0.28%) and shopping centres a decrease of -88 units (-1.07%). In 2016 both location types experienced an increase in independents; +929 units (0.58%) on the high street and +47 units (0.59%) in shopping centres.

Number of Units

DESPITE THE CONTINUING pressures on the sector, in 2017 some 65% of all retail and leisure units in Great Britain were independents, the same as in 2016. The latest survey from The Local Data Company (LDC) and bira shows, however, there has been a decrease in the number of traditional independent shops year-on-year, as well as continuing closures by national chains across the UK. Independents saw an decrease of -1,483 shops (-0.49%) in 2017, a significant change from the net increase of +795 shops (+0.28%) in 2016. The only location type to see an increase in indies in 2017 was retail parks, with a net growth of just +44 units. In all, 303,130 independent businesses across Great Britain were covered in this research.

7

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lF ormulate actions that will improve business difference, especially as I came back with a betperformance ter understanding of merchandising, marketing, lU nderstand, analyse and interpret key finan- space planning and finance. cial data and KPIs “The Academy was truly inspiring. I still can lA nalyse and understand the importance of remember how passionate the expert speakers brands in marketing and OSS team were. It really brought our induslD evelop effective management styles try to life! It made me realise how many people lU nderstand how they influthink like me and how we should be ence the team as a leader proud to be part of this industry.

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9

Living the good life in Fife With a frontage more than 100 yards long, 13 departments and a busy café with seating for 220 people, Rejects Department Store in Kirkcaldy is a dominant retailing force in Fife. Yet, 40 years after it was founded, the one thing it doesn’t sell is rejects.

BY 11AM ON a Monday morning, there are already 50 customers in Café Fresco on the first floor of Rejects Department Store. By the time we have finished speaking with co-owner Alex Cruickshank an hour later, at least another 25 have arrived for a coffee or lunch.

Alex looks to a couple of well-turned-out women in their late 50s, chatting animatedly in a corner table. “They are typical of Rejects’ customers,” he confides. “We attract people from all walks of life, but most important are well-off older people. They will come up here to the café to meet with friends, then hopefully have a wander round the store and buy something.”

There is quite a selection to choose from across the two floors and 13 departments of this huge unit. Alex, a man of few words, is a little vague on facts about Rejects, but he suggests that the retail space might be 75,000sq ft. The front of the shop is just over 100 yards long and at the rear and the side there are car parks for more than 500 vehicles (although, once again, Alex cannot be accurate about the precise number).

The vast choice embraces bedding and bath shop, china and gifts, cookshop, furnishing

10

fabrics, dress fabrics and craft centre, picture gallery, lighting and home accessories, home décor, f lower department, garden centre, kitchenware, ready-made curtains, and hardware and stationery. Apart from a concession for Vidaco, which sells sophisticated contemporary kitchens, everything in the store is own-bought.

With the exception of the absent fashion and furniture, this is an old-fashioned, full-line department store. It appears that if Rejects decides to stock something, it does so in depth, whether it is curtain fabrics, paint, clocks, prints, artificial flowers or garden furniture. Stockkeeping is old-fashioned too, as there is no EPOS system to monitor what Alex guesses might be as many as 100,000 lines. “We are a bit of a low-tech operation,” he admits.

The one thing that can’t be found these days is any reject stock, but the foundation of this familyowned concern was built by Alex’s father, Alex Sr, who made the long road trip from Kirkcaldy to the Potteries in 1978 buying up factory rejects.

His wife Caroline, Alex Jr plus his sister Anne were all involved in the venture, which was based originally in a small shop about half a mile away.

The van was driven on the 600-mile return trip to Staffordshire every couple of weeks in the early days as the Cruickshank family built up important relationships with their suppliers.

Dress fabric, sourced from wholesalers in Manchester, was the next category to be added to the burgeoning business. “We knew that people round here knew the value of things and were on the lookout for a bargain,” says Alex.

The great leap forward for Rejects came when it moved to its present location at 123 Saint Clair Street, about a 10-minute drive from Kirkcaldy’s main shopping area. It first took over the Andrew Hutt department store, which sat alongside a field. Over seven years, additions were added to this initial unit until the impressive edifice of today was created. The entire property is freehold.

On its non-transactional website, Rejects is described as “Fife’s largest department store”. The third largest local authority area by population in Scotland, Fife has around 367,000 residents.

About 49,000 live in the coastal “lang toun” of Kirkcaldy, which is so-called because in the 17th century its high street stretched over four miles.

Alex explains today’s recipe for success for MAY 2018

BUSINESS PROFILE

MAY 2018

We knew that people round here knew the value of things and were on the lookout for a bargain REJECTS DEPARTMENT STORE 123 Saint Clair Street, Kirkcaldy, Fife KY1 2BS Founded: 1978 Size: c75,000sq ft across two floors.

Staff: c160, mainly full-timers Opening hours: Mon-Sat 9-5.30. Sun 11-5 Main brands include: Arthouse, Ashley Wilde, Asiatic Carpets, Dar Lighting, Groves & Banks, Horwood, Kaemingk, Nomination, Prestigious Textiles,Vossen, Yankee Candle bira member since: 2002  rejectsonline.com

Photography: Eric Musgrave

Alex Cruickshank and some of the many departments in Rejects

this destination store, which has no nearby retail neighbours of any size: “We offer good value. We are not the cheapest in the land, but nothing is over-priced. Very early on in the 1980s, our custom-made curtains put us on the map. We must have been cheaper than anyone in Britain giving a similar service and it is still big for us.”

One failure was furniture. Alex has some choice words to say about the failings of furniture suppliers and the problems they cause with non-delivery or late delivery. It’s clear he is glad he does not have a furniture department today. He seems far happier with the performance of Café Fresco, which was introduced in 2003, expanded in 2007 and resited to its current expansive position overlooking the street in 2016.

Alex, 59, and Anne, 56, took over the running of the business from their father a number of years ago. In 2006 Debbie Rendall was hired as general manager and Alex is happy to explain that these days he leaves most of the buying to a younger team. “Most of the departmental supervisors do the buying as well. We felt we needed a younger eye, so most of the buyers are in their 30s. We like to train up our own people into these roles. We have about 160 staff all told and long service is the norm. We have very low staff turnover.”

Getting ready to celebrate 40 years of trading with “a massive fuss”, Alex reflects on how competition has affected this independent business. “For the past five years, our margins have gone down each year, but our turnover was gone up.” Without revealing exact figures, he confirms, with the faintest smile, that the business is healthily profitable: “We make a crust.”

11

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Drop shipping an evolution of your business?

DROP SHIPPING CAN be the key to expansion for an independent retailer. It is not a new concept, but the awareness and detail of it is not well known or understood. The initiative enables even a small independent retailer to offer a supplier's full catalogue of products without having to purchase and hold them.

The service is primarily offered by larger suppliers that distribute branded goods in the small domestic appliances (SDA) sector or by those suppliers that deal in large items or very small parts and accessories.

The benefit of drop shipping for an independent is that you’re able to present a far larger product range than ever before, backed by delivery within 24 or 48 hours.

Many retailers who have bought into drop shipping employ a “one to show, one to go” strategy. By stocking one display model of popular but relatively expensive items from leading brands, such as coffee machines, floorcare equipment or electric fans, you’re cutting down on stock investment that would just sit on your shelf.

Yet at the same time, your customer can

12

examine the “one to show” item, which hopefully will lead to a purchase. Having the “one to go” on the shelf means the customer can walk out with it having completed the transaction.

The benefits of drop shipping could be invaluable to you and your customers: lY our shop will offer an array of items that you would not usually stock. The wider choice could exceed your customers’ expectations and positively change their attitude towards you as an independent. lA s noted above, the customer who is happy to carry a larger item home can take your second unopened item immediately, leaving you to replenish it from the supplier. For the customer who does not want that hassle, drop shipping permits their purchase to be delivered next day to wherever they choose – home, work or anywhere else. lM ore often than not, your supplier will print your company name and logo on the invoice your customer will receive, so you will retain your company’s brand and integrity. lW ith limited investment or obligation, you

are able to test a product’s viability by ordering in quantities, from singles to packs, that suit your expected demand. lY ou get the sale and the income instore immediately (but have 30 days to pay your supplier via bira direct).

The result of this more sensible route to buying will be satisfied customers, who will more than likely turn to you for their next purchase with the brands and products they see represented in your store.

Connect Distribution, a bira direct supplier, stocks over 127,000 lines that are available by next-day delivery, direct to your customer’s door. Connections, the direct delivery service that backs up its drop shipping proposition, enables you to offer your customers all the service and personal experience that only a bricks-and-mortar independent can, but with the speed and ease of a slick online operation. bira direct can help bira members to find out all about drop shipping and those offering it. For more details, contact Steve Akers on 0121 446 6688 and steve.akers@bira.co.uk

MAY 2018

MARKETING INITIATIVES Among those displaying their independent spirit is Natalia Tarjanyi, who owns the Nati’s On Priory cafe in Tottenham, north London

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JULY 4 WILL remain the day of action for Independents’ Day, the campaign that promotes and celebrates British independent retailers, but it will operate all year round in its relaunched form.

Originating in 2011 by performance and talent management organisation People 1st, the initiative is now managed and run by London-based Astute Marketeers with new branding, a new website and a programme of activity on social media underway.

“We want Independents’ Day UK to be a campaign that independent retailers across sectors and throughout the country can use to promote their own businesses online and in their own communities,” explains campaign spokesman Howard Robinson.

“We call it a grassroots movement because it needs the retailers’ active involvement and support.

It needs independent retailers to grab it by the scruff of the neck and make it work for their own businesses.”

How to become involved: lF ollow and engage with the campaign across its social media lS hare the campaign with fellow retailers and customers. lD ownload the Independents’ Day UK logo and share it on your website, social platforms and in shop windows.

MAY 2018

lC ontribute a blog for the Independents’ Day website on issues important to you as an independent retailer.

If a business owner has a particular story to tell, the campaign would like to hear from them with the possibility of inclusion in a series of Retail Stories videos or on a future episode of the Retail Stories podcast.

Owners can consider now doing something special for Independents’ Day on July 4th, such as an event, promotion or special offer to bring people, especially new customers, into the shop.

“It’s no secret that shoppers want diversity in their high streets and independent retailers that give their towns a distinct character and service,” says Howard.

“Independent retailers offer choice, diversity of product and service, tradition as well as innovation, and a more personal service to customers. They are also job creators and contributors to local and national economies.

And with retail spending under pressure, never have they needed support more and we hope this campaign will become a new way of generating that support.” bira is supporting the campaign and wants to encourage as many members as possible to get behind it. More information is available at independentsdayuk.org or on Twitter, Facebook and Instagram @ukindieday.

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13

27/03/2018 11:56

THE BIG INTERVIEW

A man for all

seasons Meet bira’s new national president, Surinder Josan, who is looking forward to his 12 months of meeting independent retailers who are as enthusiastic as himself WHAT DOES THE incoming national president of bira think to the current state of the independent retailer sector? “I am looking forward to finding out during my presidential year,” says Surinder Josan, without hesitation. “I’ll tell you afterwards, but, right now, I am quite optimistic.”

After his inauguration at bira’s agm on 10 May, Surinder will have 12 months to travel the country, meeting members to

learn about them and from them: “One of the reasons I wanted to take on the role was to advise others while learning from them. As independent retailers, we don’t think strategically enough. Technology is playing such a big part in our industry, but shops will always be around. Even though Amazon is so powerful and distribution channels are changing, are all online retailers making money?”

He points to the fact that on his local high street in Smethwick, a high-density residential suburb of Birmingham, there are 70-plus shops on the long parade that houses his own All Seasons DIY business.

“We have been here since the mid-1970s and during that time, there has never been a vacant unit here. Through the move to out-of-town retailing, the rise of catalogue shops like Argos and now with online, the

THE BIG INTERVIEW

local shop has remained relevant.”

As well as being positive, Surinder is a very happy independent retailer. “I love running my shop,” he says with a broad grin, “although we regard it more as a doctor’s surgery where people bring their problems. The leaves of their house plant are discoloured; what should they feed it with? Something’s fallen off the wall and made a hole – how do they fix it? Can we find some paint to match a colour of their sofa? Unbelievably, we are regularly asked if we sell milk, bread and eggs. One man asked us if we could sell him a belt for his trousers.”

At first glance, fresh provisions and men’s fashion accessories appear to be among the few categories not stocked at All Seasons DIY. Minimalism does not get a look in as every inch of wall space and free-standing units is crammed with merchandise. And what doesn’t have room on the shelves is hung from the ceiling. This is heaven for browsers and students of the multi-ethnic community of Smethwick.

Returning to the question of analysing the indie market, Surinder observes: “These days, shops are rarely specific. We are generalists, selling all sorts of everything. Here we don’t talk too much about what we sell – we sell ourselves.

When a customer comes in to have a key cut, hopefully he or she will look around while they are waiting and remember what we have.

“We keep lots of background stuff that is pretty boring, that just keeps rolling along. In general, we don’t look at our different categories, like tools or kitchenware, as different profit centres because they all contribute to the whole experience. We are aware, however, that we need to keep moving forward and we are always looking for opportunities.”

In recent years, Surinder says, he has taken more risks in the business, adding higher-priced goods if he thinks there is a justification. “We have a few Dyson fan heaters at £400 – not long ago we’d have thought that £20 was our limit. In our very popular Christmas shop, we sold a tree that changed from gold to silver for £300. You cannot let yourself get too limited.”

He stresses, however, that what he really enjoys is buying up bankrupt stock. Reflecting the true essence of an independent trader, Surinder is always alert to a deal: “Generally we are running on about a 30% profit margin, but on some things we hardly make any profit. But at the other end of the scale, with liquidation purchases, we can do very well. I took a risk on buying, unseen, a container of Christmas decorations that was too small for the big guys and too big for most independents. But we went for it and so ended up with about £40,000 of stock for £2,100.”

This cheerful and ebullient shopkeeper was, predictably enough, born to be a retailer. The family business was set up in 1975 by his father

Photography: Paul Driver/Eric Musgrave



16

and uncle who had come to the UK from India.

Displaying the work ethic of the entrepreneurial immigrant community, the men had “day jobs” in local factories as well as running their fledgling concern.

Surinder’s father, Karnail Josan, and his mother, Swaran Kaur, had tried selling fashion on market stalls before deciding that hardware is a less volatile and unpredictable commodity.

In partnership with Karnail’s brother, Swaran Singh Josan, the family acquired adjacent units – one a butcher's and its neighbour a fishmonger’s – on High Street, Smethwick and opened a business called Warley Hardware Centre.

All 15 members of the two families lived above the premises. In 2000, the two sides of the family parted company and Surinder’s uncle moved Warley Hardware, which concentrates on plumbing, kitchens and bathrooms, just two doors down the street. That gave Surinder the chance to rename his business All Seasons DIY. The name was not picked by accident.

“We set ourselves up so that we sell something for every season,” he explains. “We Sikhs are farmers originally, so that’s maybe why we do so well with gardening products. In January we sell seeds, by April we have bedding plants, then come the fruit trees and the hanging baskets in mid-summer.”

Surinder committed himself to the family business in the late 1980s when his father suffered ill-health. He had been studying for a Master’s degree in electrical engineering at the University of Canterbury, where he’d got his BSc degree. In between the two courses, Surinder had a job with Kent County Council, buying medical supplies like plasters and surgical dressings. Despite the difference in product categories, he says this helped him when he took over buying responsibilities at home.

“From the age of 15, I had been heavily involved in the family business. I’d come home from school and get down to assembling kitchen cabinets, a part of the business that my uncle took with him when we separated. Working for Kent council was good experience, but my first big lesson as a buyer was when a rep from a supplier called PBI persuaded me to take delivery of a big pallet, rather than running backwards and forwards to the cash and carry. They dealt in garden pesticides and chemicals and I took delivery of 300 cartons of slug pellets.

“That year it rained for most of the summer, which was great for the slugs. When my dad came back from one of his long trips to India, he expected me to still have a full palett, but I was able to show him that we had got rid of most of the 300 cartons. We still work with PDI, although it’s changed its name a few times in the interim.”

Beyond garden products, All Seasons DIY is an incredible mixture of merchandise, some

of which is aimed at the local Asian community. The annual Hindu and Sikh celebration of Diwali, which brightens every November with light and colour, is served by an extensive range of celebratory materials, including fireworks.

Surinder fell foul of the local fire service when he advertised his premises as a “Diwali Shop and Firework Factory”. They did not like the idea of explosives being manufactured on Smethwick High Street (even though they were not being made there), so he dropped the factory bit but still retains the Diwali Shop branding.

All year round one cabinet is devoted to Indian religious figures, which is not the type of product stocked by many bira members. “I confess to not knowing the significance of every god or goddess we stock. This is not niche marketing; it’s micro-niche marketing! But it serves a local need and that is why we are here.”

No sooner has Diwali finished, then the shop switches emphasis to Christmas. Surinder is very proud of the large grotto he creates at the rear of the premises in which traditional real trees are augmented by whatever latest innovation he and his wife Kiran, who assists with the massive task of buying for the shop, can source.

“With our grotto, we create a fantasy world and people travel for miles to come and see it. It’s a great boost for our takings. People come to see the Christmas display and end up buying other things,” he says.

This is still an old-school family business.

Kiran, who seems to spend a lot of time trying to control Surinder’s zeal for a deal, is a regular on the shop floor with her husband, while his mother is usually to be found sitting by the heater next to the cash desk.

“My mother has a very calming effect on customers – and she is very good at turning down any requests for a discount!” Surinder reveals.

About 10 years ago he attempted to install an EPOS system in the business, but his mother could not get on with it: “It was a question of the EPOS system or my mother had to go. We kept my mother, but we have had our own good stock keeping system from Day 1, so we manage fine.”

For all his devotion to the traditional ways of retailing and his love for the original shop, Surinder is ready to move the business forward.

Over the past few years he has acquired a site further along the high street and has gained planning permission to erect a custom-built unit that will give him four times the space he has now.

Crucially, the new premises will have a car park with five spaces at the rear.

The development of the new All Seasons DIY is on hold, however, until Surinder has completed his presidential year. He is ready to take on his new responsibilities with the same passion, energy and sense of fun he brings to independent retailing. It should be a very rewarding 12 months for him, for bira and its members nationwide.

MAY 2018

ALL SEASONS DIY 56-58 High Street, Smethwick, West Midlands, B66 1DS Founded: 1975 Size of store: 2150sq ft Staff: All family members. Numbers can increase from the usual two to four when it's busy to about 20 during Diwali Opening hours: Mon-Sat 8.30am-7pm, Sun 10am-5.30pm Annual sales: approx ÂŁ200,000 bira member since: 1996 Major brands stocked: Bostik, CK, De'Longhi, Dulux, GE, Harris, Hozelock, Johnstone Paints, Premier Decorations, Prestige, SBC Life Sciences, Stellar, Westlands Buying groups used: bira direct Trade fairs visited: Spring & Autumn Fairs, Harrogate Xmas Fair

Surinder Josan and his wife Kiran, plus a small selection of their huge range of products

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COUNTERPOINT/INDIE-ANNA JONES

Fond goodbyes, with discounts When the retailing sands ran out for Indie-Anna, posting the Closing Down Sale signs became inevitable. They proved to be quite a magnet for customers

People we had never seen before sympathised about our closure and said they would miss us, insisting they'd bought everything from us

Have your say Would you like to share your views and experiences with the bira community? We welcome contributions like Indie-Anna'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

MAY 2018

OH WELL, I supposed the day had to come.

With so many empty units around us, our footfall had slowed incredibly. With the addition of online and out-of-town offerings, we wondered which of them was the biggest negative we had working against us.

Having been to the accountant to discuss matters, I decided to hang up my retail hunting hat once and for all. I had not known how to break it to the team, as they had all been with me for so long. I had made no secret of the reality - we no longer took what we needed to break even and I had no more money to put into the business. The Christmas and winter season had become shorter, and the summer season seemed to have become longer and leaner.

Looking into the finances, after a meeting with the bank, we had more than enough stock to clear the overdraft and pay all our suppliers before packing up, even with the massive “Closing Down” discounts we planned to offer.

Having been on a bira course with (employment law specialist Ellis Whitham), I was geared up on how to correctly advise the team of the impending closure and about what they would be entitled to.

The dreaded day came and I had all the team in. Fortunately, two already were claiming their state pension and merely had been waiting for me to name the day before leaving.

One was already planning to go elsewhere, out of retail, and the weekend students already had other jobs lined up. The announcement was easier than I could have hoped for.

Each one was then individually seen and advised of their rights and what was due on leaving. The Closing Down Sale was started.

Those golden words, Closing Down, seem to be the biggest magnet to customers’ wallets and purses and the credit cards inside them. It almost seemed that we did not need to reduce anything, but just put Closing Down in the window!

I was amazed that we did not have to reduce prices nearly as much as I thought we would until the last few days. Trade was like Christmas every day. By the end, we had paid off the bank and all the supplier invoices.

We were staggered, however, at some comments from customers. People who we had never seen before sympathised with our

closure and said they would miss us, insisting they had always bought everything from us.

One claimed to have bought her first set of cookware from us 40 years ago and it was still going strong. Firstly, I thought, if she had made no further purchases, no wonder we were closing. Secondly, we were not trading there 40 years ago. Confusion abounded.

One rude person claimed that we were still too expensive, so it was no wonder we were going. He always bought cookware at the supermarket, he said. Clearly he just did not relate to the phrase “You get what you pay for”.

On the final day of the five-week Closing Down Sale, one dear soul came in and bought our last three pieces of cast-iron cookware and asked us to take a special order for three more at the same cost, which was half price. “Can’t you get them for me?” she asked.

“No, we won’t be here”, we explained. It took several efforts to get her to comprehend we could not do it for her if we were not here to do it!

Many of the regular customers were very kind. Good Luck cards, flowers, chocolates and even bottles of wine were passed over the counter. Many had come in just to say farewell, but all ended up spending money. They were all lovely. I just wish that we had had many more of them on a regular basis.

At the end of the final fateful Saturday, the register was totalised and cashed up for the final time. The credit card machine was slid back into its holster and hung up for ever. The clearing-out plan was in hand for the following week, when the small amount of saleable stock we had left was to be packed off and collected by the clearance people.

I bade farewell to the team formally for the last time and thanked them for all their support, as we all left with arms full of bunches of flowers and edibles. I put on my hat and locked the door for the last time as a cook shop retailer.

As I turned to go, a couple raced up, devastated to see that we had closed already. The woman looked rather disappointed, but her partner reassured her: “Don’t worry, dear, there’s bound to be another Closing Down Sale somewhere next week!”

Is retailing really as sad as that, I wondered.

Oh well, there’s now’t as queer as folk!

19

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20

MAY 2018

Georgina Collins from jewellery and accessories retailer Bijouled in Yorkshire says using the seasons, trying new things and having a critical eye is the key to grabbing attention with windows throughout the year VIEWERS OF CHANNEL 5 may recognise Bijouled from Harrogate: A Great Yorkshire Christmas, which aired last year and is still on the My5 catch-up service. Owner Georgina Collins won the spa town’s Best Christmas Window Award for her Christmas Past, Present and Future-themed display. We asked how she uses special events and seasons to enhance sales.

How powerful is a window display?

We learnt from the Christmas window competition that people love looking at shop windows. Thousands came to Harrogate to look at our window because of the programme.

Effective window displays still have such an important role to play in encouraging people to shop with you and have a great personal experience, as opposed to what can be a very different shopping experience online. A fantastic window display is critical and can only be a positive!

How do you decide what to feature?

We have moved away from a product-focused window, which we used to change every few weeks, to a themed window, which is based around the four seasons of the year. This way we can be bolder in our window displays to attract potential customers. We weave in our product to give the necessary detail to the windows to ensure people who stop are “rewarded” with this detail and so understand what we are selling.

Seasonal windows are in for longer, but we can subtly change them to celebrate key events, such as Valentine’s Day and Mothers’ Day and to tie them in with events at the Harrogate Convention Centre and key holiday times like Bank Holidays.”

What is the planning process?

It takes us around three months to create each window. The planning and time to generate ideas and source products is critical. It’s also costlier, but we regard it as a marketing exercise with its own budget and try to make or upcycle things ourselves to add a personal touch.

We have found we can sell the props to recoup some money when we remove each display. Window merchandising is also a great team building exercise as everyone likes to be involved. It stretches us and our creativity in a different way to other aspects of our jobs.

MAY 2018

Making the most of the seasons Above: Cabaret performer Lubelle Rose in the window at Christmas. Left: The spring display is big on florals

How else do you use special occasions?

We tie them in to our changing A-board display posters, website home page banners and to our internal merchandising displays. Our website address is now more predominantly displayed along the top of both windows. We’ve also introduced an interactive door, where people can take selfies to helps promote our social media. This interactivity hopefully means that more people help promote our business.”

Seasonal windows are in for longer but we can subtly change them to celebrate key events, such as Valentine's Day, Mothers' Day and the Bank Holidays

Any other advice for other bira members?

We constantly look at other shop windows for inspiration and are very critical about our own effort. It’s very important to step back and look at your displays from a customer’s viewpoint.

Everyone has different levels of resources and space, but it is important to try different things and ask for feedback from customers. Making mistakes is a great learning experience but getting displays right means new custom, repeat custom and sales. It also means your business becomes a talking point.”

21

CORPORATE SOCIAL RESPONSIBILITY

Giving back is good for business CORPORATE SOCIAL RESPONSIBILITY (CSR) is an increasingly popular concept in the retail world. More and more retailers are realising that giving back doesn’t just make the world a better place, it’s good for business.

Modern shoppers are aligning themselves with brands that stand for something, and many prefer to buy from companies that share their values. A survey of UK consumers by social enterprise Reason Digital found that 96% of participants “agreed that it is important for companies to have good social and environmental policies”.

If you’re planning to ramp up your CSR efforts, here are a few ideas to help you do it.

Francesca Nicasio, content marketing manager for retail POS software expert Vend, explains the importance of a good social and environmental policy

Donating revenue or products One of the most common ways to engage in CSR is to support a charity. Look for a group that supports a cause you believe in, get in touch, and discuss how you can support them.

You may, for example, donate a portion of your revenues to the charity. That’s what US casualwear chain Gap is doing in its Give Twice initiative. For every gift card sold, the retailer donates 2% of the purchase to organisations such as CARE or Communities in Schools.

answered no or if you’re unsure, you may want to re-examine your suppliers. Get in touch and talk about their policies and working conditions to see if they’re upholding ethical business practices and working conditions.

Being concious about how your products are sourced or manufactured While trying to find products with low wholesale prices is good business, don’t do it at the expenses of workers or the environment.

Consumers increasingly are starting to care about how products are sourced or made.

Ask yourself, are the goods you stock and sell sourced or produced responsibly? If you MAY 2018

Sponsoring a community initiative There probably are plenty of CSR opportunities right on your doorstep. Research what’s going on in your community and see if there are charitable initiatives or events you could support.

Is a local non-profit organisation hosting an event? Are members of your community raising money for a local facility? Do what you can to support these efforts. It will enrich your neighbourhood, while boosting your image.

If you already have CSR efforts in place, here's how to spread the word: Include it on your packaging If revenues or part-revenues for a particular

item are going to charity, be sure to mention it on your packing. This spreads awareness while encouraging shoppers to buy the product.

Actively market your efforts Market your CSR efforts like you would an event or a promotion. Mention your initiatives to customers, put up in-store signage, talk about them in your newsletter or emails, and dedicate a few social media updates to your cause. If you have a website, create a dedicated page for it too.

Celebrate the success of your initiatives Once your CSR programme has traction, be sure to celebrate its success. Customers love to hear that their money is being put to great use, so update them on what you’ve accomplished.

Document the results of your efforts (such as the money you raised, number of people that you’ve helped and so on), then spread the word through your site, employees, newsletter, and social media accounts. It’s always great to communicate good news and this move could encourage customers to buy from you and support your cause even more.

Final words Giving back is good for business. On top of its positive impact on the community, engaging in corporate social responsibility efforts can enable you to connect better with your customers and drive sales.

FOR MORE RETAIL TIPS AND INSPIRATION

check out the Vend Retail blog at blog.vendhq.com

23

PRODUCT NEWS

Product news May

Cooking made simple with Tefal pressure cooker

Healthy frying with Tefal

Flawless coffee with Krups

The Easy Fry Deluxe from Tefal allows healthy frying, roasting, grilling and baking with little to no oil. Easy Fry is compact, yet its innovative basket system comes with XL capacity, to cook up to 1.2kg of food. The digital panel with easy touch controls features a 60-minute timer with auto-shut off, eight automatic programmes and adjustable temperature controls from 80° to 200°. With a stainless steel finish and non-stick coating, it is dishwasher-safe.

With its elegant design, compact dimensions and 15 one-touch drinks options, the Evidence EA893C40 bean-to-cup coffee machine by Krups will delight coffee connoisseurs. Coffees are customisable and two cappuccinos or lattes can be made at once. Coffee can even be made using a smartphone with the Krups Espresso app. Underpinning it is the Krups Quattro Force system for barista-quality grinding and ultraflat tamping for a uniform crema.

0844 8008055 / sally@epeinternational.com epeinternational.com

0844 8008055 / sally@epeinternational.com epeinternational.com

Using pressurised steam, Tefal’s All-in-One Pressure Cooker prepares food faster than conventional methods, while preserving nutrients and natural flavours, to deliver healthy and tasty meals in minutes. The 25 one-touch programmes allow pressure cook (low/medium/ high), slow cook (up to 9 hours), steam, brown, simmer, reheat and bake. The All-in-One also keeps food warm until you’re ready to eat. The lid is hinged to allow food to be added easily. Sleek and compact, the 6L capacity All-in-One comes with a steam basket, trivet, measuring cup and spatula, all dishwasher-safe.

Clever baking by Villeroy & Boch

0844 8008055 / sally@epeinternational.com epeinternational.com

07831 146060 pauline.hinkley@villeroy-boch.co.uk

After the success of its Clever Cooking ovento-table ware, Villeroy & Boch has developed a Clever Baking range. It comprises just seven professional-quality SKUs; there are two sizes of footed cake plates, a baking dish for ring cakes, tart baking dishes in two sizes, a muffin cup set, plus a cookie stamps and cutter set. The clever shaping enables comfortable handling, while the unique glaze ensures it is all easy to clean. All items come in gift boxes. Retail prices are from £19.90 to £39 and there are some special deals exclusively for bira members.

Tefal’s Actifry Genius XL Healthy meals can be easily prepared thanks to the nine automatic settings on the Actifry Genius XL. Chips, Rolls, Breaded Snacks, Meat & Vegetable Balls, Battered Snacks, Chicken, and Desserts are augmented by 1-meal-in-1-go programmes, which cut down preparation time.

The Wok setting is perfect for stir fries, sautés and rice dishes, while World Cuisine is great for curries, tajines and more. Simply add all the ingredients and press the button. The 1.7kg capacity produces five main meals or eight side dish servings with no stirring required due to the Dual Motion technology that uses hot air and an automatic stirring paddle to achieve evenly cooked results using little or no oil.

0844 8008055 / sally@epeinternational.com

24

MAY 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

Stay cool with Stellar cookware Safe and 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. Curved bases (holding the induction plate), black-edge lids and dynamically-styled handles make these high-grade stainless-steel pans look good and they are backed by a lifetime guarantee.

0117 940 0000 sales@horwood.co.uk stellarcookware.co.uk

Hand-decoration from Denby Denby’s stunning new range of hand-decorated mugs preserve unique skills perfected over 200 years at its pottery in Derbyshire. Combining new techniques like splattering and marbling with traditional hand-decorating create a textural collection of contemporary mugs epitomising Denby’s artisan skills and stunning glazes. The

nine iron-rich stoneware mugs in the collection are safe to use in the dishwasher and microwave.

Ideal for gifting, the mugs are available with the option of premium packaging.

Exclusively Housewares Stand No. 352 01773 740715 denby.co.uk

Coffee is served, by Judge The new Judge Cafétieres are available in 8-cup and 3-cup sizes in four on-trend styles - Copper, Anthracite, Satin and Classic. Made from borosilicate glass, these are simple, smart and stylish. Scratch- and stain-resistant, with a high thermal shock performance, they are made to last, dishwasher-safe and have heat-resistant bases. The mesh filter within the plunger and the glass vessel are replaceable.

0117 940 0000 / sales@horwood.co.uk judgecookware.co.uk

MAY 2018

Smart door locks for smart security Developed for commercial offices or highend buildings, affordable electronic door locks are becoming more popular as a smart security solution for both homes and businesses. One of the biggest deterrents for customers thinking of switching to electronic door locks is the expense and inconvenience of having to change the whole locking mechanism including the housing. Burg-Wächter’s secuENTRY cylinder is designed to be a direct replacement for standard Euro cylinders, leaving the existing lock housing in place. The length of the electronic cylinder is adjustable making it suitable for a wide range of door thicknesses up to 130mm.

The self-install secuENTRY Easy system combines keypad, biometric fingerprint reader and Bluetooth technologies into one easy-to-use system. The illuminated keypad is programmable with up to 50 different users with a choice of 1m different codes, while the optional biometric finger scanner can recognise up to 24 prints. The keypad provides IP65 weatherproof protection against dust and water, making it ideal for doors inside and out. Bluetooth allows the lock to be activated via the Burg-Wächter smartphone app, available on both Android and iOS. 01274 395333 /burg.biz/uk

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: • 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 membership ad A5 - existing members - April BMM.indd 1

26

To start using these or any of our other services contact the membership team or visit the website membership@bira.co.uk

Find a full list of the services at bira.co.uk/services

05/03/2018 16:48:27

MAY 2018

BIRA NOTICES

The membership magazine of the British Independent Retailers Association Published 10 times a year by bira publishing Editor Eric Musgrave 07702 628848 eric@ericmusgrave.co.uk

What does GDPR mean for bira and its members?

Design Alan Bingle 07949 024737 alan@forty6design.com PA, senior communications & PR officer Kate Godber 0121 446 3730 kate.godber@bira.co.uk Multimedia sales executive Simone Adams 0121 446 6688 Ext 259 simone.adams@bira.co.uk All advertising and editorial enquiries editorial@bira.co.uk Printed by Stephens & George

bira, 225 Bristol Road, Edgbaston, Birmingham B5 7UB Tel 0121 446 6688 Fax 0121 446 5215 www.bira.co.uk bira national president 2018-19 Surinder Josan, All Seasons DIY, Smethwick CEO Alan Hawkins

AS EVERY MEMBER should know, the should be live before the end of May. The sysGeneral Data Protection Regulation (GDPR) tem will allow you to subscribe or unsubscribe comes into force from 25 May 2018. to the types of email you receive from the head As the majority of members join us as office in Birmingham. Of course, as a member a business and f ill in an you will be able to opt out of any application form, no radical of our marketing campaigns c h a ng e s t o ou r c u r r e nt at any time by contacting the YOUR JOURNEY TO approach on data protection membership department or GDPR compliance by updating your email preferlaw is required.

We still wish to stay in touch ences once this is live. with you via the methods we If you have any questions do now, such as magazines, about the policy and how we letters, emails, telephone and treat your data, contact us at other appropriate routes, any time but, in line with the but we will by applying the requirements of GDPR, your new requirements on a more interests in this respect will personal basis. We are therefore assume the highest priority. recognising and applying the rights of individuals to ensure Further information will be we are contacting you fairly issued as and when required. and in line with our legitimate For now, bira’s full privacy business interests as a trade association. policy is enclosed in this issue of bira magazine We are working hard on an update to our and is available on request at any time from membership and CRM (customer relationship the membership team or our data compliance management) system that will see the biggest officer, David Wilson, on 0121 446 6688 or via change in approach to how we email you. This david.wilson@bira.co.uk.

LEGISLATION

By 25 May companies must be compliant with the new GDPR (General Data Protection Regulation).

That deadline is fast approaching, so make sure you are travelling in the right direction

Commercial director Jeff Moody Membership & marketing director Bob Jarrett

Your customers should be provided with a detailed “fair collection notice” when their data is first being collected. Consent needs to be a positive “opt-in” indication of agreement to personal data being processed.

You can only rely on consents given prior to 25 May 2018 if they were GDPR-compliant when received. If you didn’t get a positive opt-in for your current data, then you won’t be compliant.

Your customers can request to receive a copy of all the information you hold on them (via a Subject Access Request). Make sure you have a system by which you can provide this within a month’s timeframe.

Your customers need to know they have a right to withdraw their consent and they have a right to rectify and restrict the data you have on them. If they are unhappy with how their data is handled, then they have a right to complain to the Information Commissioner’s Office (ICO).

SECURE CUSTOMER CONSENTS

REVIEW POLICY AND SECURITY

Review your current privacy policies. You will need to explain the legal basis for having the data you have and for how long you plan on keeping it for. Policies and procedures need to be kept up to date.

You need to have appropriate security to protect the personal data you hold, to ensure it isn’t lost or inappropriately accessed. Check your IT and physical security policies.

You are obligated to notify the ICO of a data breach within 72 hours, so make sure you have a policy in place for if this happens.

MARCH 2018

BMM15 18-19 firth/GDPR.indd 19

Finance director Beverley Long

Retailers should complete an audit and document what data they hold, where it came from, how they use it and with whom they share it. You should only keep personal data that you need for lawful processing. You need to keep it up to date, keep it secure and delete it when you can.

Retailers will need to be justified in sharing the data they have to third parties and cannot share it outside the European Economic Area COMPLETE A (subject to some exemptions).

DATA AUDIT

ONGOING THINGS TO REMEMBER

TRAIN STAFF

Once you have your policies in place, ensure your staff understand their responsibilities to keep personal data secure. Personal data needs to be treated with care and only used in appropriate ways.

Changes apply to all UK businesses and the deadline for having your processes in place is 25 May 2018. Penalties for non-compliance will be introduced after this date and are going to be high with a maximum fine of up to £18m or 4% of an organisation’s global turnover.

19

23/02/2018 10:02

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

MAY 2018

A Coombs Pet Centre: branches in Brighton and Hove, Sussex; AAA Decorating Centre, Lampeter, Ceredigion; Baroque Beauty Lounge, Sedgefield, Durham; Bisque UK, Basingstoke, Hampshire; Bumpstart Baby Shop, Milton Keynes, Buckinghamshire; C & A Garage Services, Redcar, Yorkshire; Calon Cariad, Aberaeron, Ceredigion; Charles Brook’s Shoes, Sheffield, Yorkshire; Chas Tapp, Islington, north London; Chi Chi Gifts & Interiors, Lickey, Worcestershire; Cold Mountain Kit, Southwark, central London; Doodledales, Stonham Aspal, Suffolk; Four Seasons, Wallasey, Merseyside; Gina’s Boutique and Beauty, Tamworth, Staffordshire; Hair All Day, Sheffield, Yorkshire; Hammer & Tongs UK, Chester, Cheshire; Insight Green, Newcastle, Northumberland; Jerk Kitchen, Nottingham; Little Eden, Tamworth, Staffordshire; Punjab Meat Traders, Preston, Lancashire; Sassy Nix Boutique, Penrith, Cumbria; Totally Brewed, Nottingham; Voni Blu, Northampton; Wax Lyrical, Ulverston, Cumbria; Xanber Young, Kingswinford, West Midlands.

27

Suzanne Temple and daughter Chloe in the entrance to The Loft in Bath. Inset, one of their room settings in the lifestyle store.

THE LAST WORD

More than 30 years ago, after a career in architectural graphics, Suzanne Temple bought a squash club on a whim. From there a circuitous route has led her to owning a premium women’s fashion store in Cheltenham and an eclectic lifestyle business in a former department store in Bath.

It’s all about, she says, doing what you like to do.

Q

What is your retail philosophy?

We like to sell things we like. For the past eight years my daughter Chloe has been working with me, bringing a different, younger eye to the business. I am not interested in just selling clothes. I want them to be interesting, eclectic, even artistic. That comes from my graphics training, I’m sure. We work really hard to find clothes, furniture and other products that are unusual and not easily found anywhere else.

Q

Tell us about the stores.

I have been in Cheltenham since 2001.

There we sell only womenswear, such as Annette Görtz (from Germany), Lurdes Bergada (Spain) and Bitte Kai Rand (Denmark). We were renting the building but the ow ner offered me the lease and, incredibly, HSBC gave me an amazing deal. For the mortgage I now pay half what we were paying in rent. I am currently converting the upstairs into an amazing Air BnB flat. In Bath we took the lease on a near-derelict building in 2010 and spent about eight months making it habitable. A long time ago it was Evans & Owen, an independent department store. The space is vast and we call it The Loft. We sub-let part of it to Café Lucca and have the rest as our lifestyle store, where we sell everything from fragrance to fashion, from sunglasses to sofas.

Q

All this started in a squash club?

I ran my squash club in Painswick in the Cotswolds for about 15 years, until 2001.

I bought it on a whim. It had only four courts, so to bring in some more money, I opened a blues club there, which attracted some great performers and became really popular. This inspired me to turn one of the squash courts into a gallery, where I started selling a few clothes as well as art. I thought, I like this, so I sold the club and opened a small womenswear shop in Nailsworth, near Stroud. It all went from there. I called the shop Blue as a link with the club.

28

Suzanne Temple

BLUE, CHELTENHAM AND THE LOFT, BATH

Q

Then you took another gamble in Bath...

I had a small shop in Bath in Milsom Street, one of the main shopping areas, but I wanted something more off-beat. I really took a punt on The Loft, which was in a pretty grim state. But it’s on a corner site, with beautiful large windows all the way round and I loved its potential. I knew I wanted a very lovely café and I approached a lot of big names, but no one was interested. Then a man called Richard Fenton approached me and his Café Lucca has been perfect. Like our store, he’s dog-friendly and the place is always full.

Q

What’s the difference between buying fashion and furniture?

Well, none of it is easy! It’s all hard work.

But we take the same approach for everything – we are trying to find something unusual.

If we like it, we buy it. We take risks on a lot of things, but that’s what an independent is supposed to be about. We don’t want to get in a rut, so our minds are always open. We travel to shows in Europe, we research things on the internet, we’ll even ask customers where they got what they are wearing if we like the look of it.

Q

How do you find selling online?

We started the site in 2010. It’s OK, we send things all over the world, but it’s not brilliant or as it should be. It is all about how much time we have to devote to it.

Q

What’s next for you?

We offer an interior design service so customers can achieve our look in their home.

Inspired by Chloe’s son Max, who was born in December, we have added Baby Blue, a selection of interesting children’s accessories.

Personally speaking Hobbies: Pilates, friends Music: Blues, soul, world Food: Most things healthy and yummy Drink: Cold white or blush wine Car: Nissan Qashqai (for its big boot!)

Best gadget: Nespresso machine Fave film: The Godfather trilogy Business hero: Sheryl Sandberg Best advice: You can do it if you try  bluewomensclothing.co.uk/  theloftbath.com/  twitter.com/BlueWomens  twitter.com/Theloftbathuk bluewomensclothing the-loft

MAY 2018

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must hav haves 2018/19

Discover at Tendence the latest fashion accessory and jewellery must-haves, as well as lots of other highlights from the home and gift segments for the autumn/winter season and the coming spring/summer 2019.

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International trade fair for consumer goods.