Hand in Glove with Garden Centres


Town & Country has been in the vanguard of all major developments in the glovemarket for more than 20 years. As the UK’s top-selling specialist supplier - offering an unrivalled collection of gardening gloves and footwear - the company demonstrates an attention to detail probably matched by few others, if any, in the industry. Barry Page, current chairman and founder, tells us how the company stays ahead of the game


confidence has remained low - compounded by the continuing spells of bad weather - and sales and gardening activity has been affected. Despite the prevailing conditions, we have managed to buck the trend and have seen our garden centre sales increase year on year. This has been achieved thanks to the hard work of everyone here to ensure that we continue to supply our retail partners with an outstanding level of service and superior quality products that not only represent exceptional value for money but deliver excellent returns on their investment. A restructuring of our business during the


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last three years has enabled us to implement a growth development programme which has given our highly active sales team the tools to really drive the business forward and increase sales. This is being achieved by identifying consumer profiles/ demographics and optimising floor space, which has translated into increased sales and profits. We believe firmly that product quality


has more bearing than price on customer satisfaction and loyalty. The key factor is offering value for money without compromising the quality.


Margin Margin is a great seducer and is an important criterion for any business, but only sustainable if the products tick all the right boxes. Our research shows that our products outsell competitor products at a rate of 4 to 1. It also shows that 1 metre


Growth Development Plan


he last few years have been challenging times for everyone involved in the industry. Consumer


of Town & Country gloves produces more revenue than 4 metres of tools. However there is a tendency by some retailers to place margin above sales volume and space. Although the margin appears to be very attractive, it can turn out to be poor value when adjusted for loss of sales, and repeat sales will not be realised if the product on offer is not what it appears to be The consumer understands the


differences in product offerings. When the product proves not fit for purpose or of inferior quality then the repetitive sale is lost. Given the prevailing economic climate, consumers are more aware of value than ever before and will be more selective in their choices.


Innovation As market leader it is our job to help drive the market and research plays a vital role in helping to develop our range. We listen to customers, consumers and the media who influence the sector. The key is to keep ahead of the latest developments in manufacturing, materials and fashion trends and this combination helps to produce up to the minute, innovative products. Our new Bamboo Gloves are a perfect


example of this. They meet the demands of an increasingly discerning consumer who is happy to spend money on a quality item, but wants to get the very best value they can.


With provenance and environmental


sustainability remaining high on the consumer agenda, we will continue to develop the technologies and products that will keep us one step ahead.


Contact details: Town & Country


Tel: 01530 830990 Email: info@townandco.com Web: www.townandco.com.


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