leader
Editor Lewis Eckett
irst of all, anyone out there who to collaborate as closely as possible with your key
F
is considering staying away from allies.
Spring Fair this February – think Clearly, there will be retailers who will want to
again. avoid some suppliers – those they owe money to
I realise there’s a significant mostly. But even this situation should be met head
cost attached to visiting any trade show: the travel, on rather than avoided. Most suppliers I speak to
the parking and maybe the hotel, but you need to would rather see you at the show to sort things out
consider what you will be missing by electing to constructively.
stay at home. Fortunately, the greetings sector seems to have
The opportunity to see the best and brightest weathered the economic storm quite well. There
card publishing talent available in the UK in one is still good margin to be had for the independents
place is not to be missed for any retailer, whether and the threat from the supermarkets and multiples
Do you agree/disagree?
Send your views to:
it is a small independent cardie or a chain of high jostling for footfall at the value end of the market is
lewis@lemapublishing.co.uk
street stores. still just that – a threat.
Please don’t think I’m trying to teach anyone to Nonetheless, cannot afford to relax. You can stay
suck eggs here but profitable selling requires smart, in your store, save for the occasional visit to the
creative buying. I’ve been involved with retail wholesalers, or wait for the regular reps to turn up “Successful
businesses that have failed to understand this basic and take you through the new lines. Alternatively,
principle and seen what damage it causes. you can be a bit more proactive and enjoy the
retailers are
It comes down to a failure to plan, which in turn opportunity to see everything together in one place.
means you end up planning for failure. New stock And that process starts with Spring Fair.
avid buyers of
is the lifeblood of any retail business and buying
effectively is a key discipline.
new lines and
But having just got over the Christmas hump and
with Valentines fast approaching, a fair few people Editor’s favourite
have no qualms
will be rejecting the opportunity to look forward I don’t have a favourite this month
and buy new stock. That’s understandable. But it’s as such (although there’s plenty to
about kicking
not something to be recommended. choose from), but I am very excited
established
Many card retailers are risk adverse and buy at the imminent arrival of our own
from the same suppliers year in year out. In this creative development – the GT
players out of
situation buying becomes more of a process than website.
a key skill. Successful retailers are avid buyers
We’ve been getting our head
their stores if
of new lines and have no qualms about kicking
around what a website will offer
established players out of their stores if their offer
the marketplace for some time
their offer no
no longer fits the bill.
now. But we feel we’ve hit on
the right approach now, which
So many stores cling to lines well past their
will make www.greetingstoday.
longer fi ts the
profitable period and are invariably left with space-
co.uk an essential source of news,
hogging slow sellers that give the store an eclectic
comment and
bill”
junk shop feel. This is bad for business. Getting rid
advice.
of slow-moving lines and using the space for new
By the time you you
stock and fresh ideas is essential to keep customers read this, the main main
coming back. elements of the e
Spring Fair is the perfect opportunity for
site should be
retailers to get up and personal with new stock,
up and running, g,
new ideas and new horizons. This should give
while we work
you a good an overview of what’s out there and
on further
developments..
because everything’s in one place you can compare
We hope
different suppliers and products and build a proper
you enjoy
framework for your business going forward.
being part
You also get the chance to research other areas
of the next
of the wider gift market for products and lines that
stage of GT’s
will complement your core card business. development.
Shows like Top Drawer and Spring Fair also
offer the opportunity to get close to your suppliers
and strengthen the bonds between you. The
relationship between buyers and sellers should
be a partnership at the best of times, but when
times are tough it becomes even more important
www.greetingstoday.co.uk 5
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