David Riddiford Chief executive, Links of London


Gregory “Successful retailers now view the internet as an opportunity – and something that should complement stores and brands rather than compete against them.”


Riddiford “Within a business, store managers can see the internet as a threat so it’s important that there is joined-up thinking and everyone is incentivised to drive sales through all channels.”


Akers “All of them feel it’s an opportunity, but it requires expertise and capital investment in a multichannel platform. Those that can’t aff ord to invest might feel threatened.”


Grant “The internet is an integral part of being a retailer on the high street. It really does enhance sales and is a way of attracting new customers and retaining old ones.”


Will retail square footage move away from high streets to centres and out-of-town developments?


Sharp “Directionally that’s probably what will happen. Some of that is to do with planning and some with convenience. As retail parks evolve they are increasingly important and are now compelling places to shop.”


Walker “No more than it has done already.”


Gregory “Long term there will be a shift in growth from larger out-of-town superstores to smaller stores in high street and residential locations. This is already happening.”


Riddiford “As national multiples relocate and consolidate it opens up an opportunity for independents to fi ll high street vacancies to give a point of diff erence.”


The internet is an integral part of being a retailer on the high street


Gary Grant, The Entertainer


Richard Akers Executive director, Land Securities


Gary Grant Managing director, The Entertainer


Akers “The popularity of out of town is still growing, but it’s really all about the quality of the individual destination that determines success.”


Grant “It depends on what the retailer is trying to achieve. For us, for example, it’s not our style to do out of town.”


How should retailers react to such substantial structural changes in the industry?


Sharp “You have got to develop the ability to look around corners and see things coming. As an industry we manage the here and now very well but more time should be allocated to looking into the future too.”


Walker “Diff erent types of retailer by product type and size will react in diff erent ways. If you are selling books or CDs you are in trouble. If you are a high-end jeweller you don’t need to worry.”


Gregory “With the shopper moving and changing so fast retailers need to get as close to them as possible, be fl exible and move with them at the earliest possible stage.”


Riddiford “You have to understand which are the most important centres, make sure you invest heavily in multichannel and think about opportunities for wholesale.”


Akers “By identifying their real core competencies; rather than being blinded by technology. They must focus on what diff erentiates them and push it through every channel.”


Grant “You have got to be prepared to change and have the ability to move quickly. Long-term handcuff s just don’t work.”


autumn 2012 33


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