P26 PAUL CLAPHAM:SGBGolf_NEW_template 24/04/2009 09:18 Page 27
Retailer Feature
are to deal with.”
Nor is Malcolm a doom and gloom merchant about prospects for the
coming year or two. In general, he is philosophical that this is merely part of
the business cycle, but he is also encouraged by news coming out of the
local tourist trade. Campsites and hotels are getting a very high volume of
enquiries and bookings, promising a lot of opportunity for the stores,
especially the outdoor business.
Having seen two previous recessions, Malcolm doesn’t expect this one to
be as tough as some commentators are suggesting, especially compared to
the early 80s. He believes that businesses will need to take greater care with
their buying, being a little more risk averse and being ready to sell off stock
that isn’t moving at cut prices. He says, "Remember: Stock is money.”
For new entrants to the trade, Malcolm is genuinely upbeat: "If you've
got a good idea, go for it!” He balances that by saying that a well-
researched business plan reflecting in-depth homework on a trading area is
essential, and counsels anyone to avoid buying into a business that doesn’t
have room for expansion.
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