FIELDREPORT
Changing rooms
It’s the goal of shopfitting experts Millerbrown to improve retail performance through a sharper-looking store. Design director Paul Sanders explains why he believes a shop faceliſt could mean a profit upliſt
M
ost people have pet hates in their lives, but it’s unlikely yours is the same as shopfitting design consultant Paul Sanders.
“Slat walls,” he groans. “If I could contribute one
thing to the future success of the club professional, it’d be to ban slat walls. The only places you see them these days are charity shops, cheap card shops and, unfortunately, pro shops.” Aſter spending the past 27 years working on aspects like shop layout, design and product placement – and consulting for leading shopfitters Millerbrown for the past eight – Sanders has heard all the arguments. “People usually tell me slat walls are what the manufacturer’s displays come to fit. But this gets to the heart of what we are trying to do at Millerbrown. This is your shop, not the manufacturer’s. The displays should be yours, not theirs. Go down the slat wall route and you just end up with a shop plastered in brand names, with half-full
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displays using up valuable space, because you can’t put one brand’s product on another brand’s display. “The bottom line is pros need to plan and run their
shop, not let the manufacturer run it by default for them.” Millerbrown’s impressive catalogue of clients includes the likes of Royals Troon and Dornoch, The Belfry, Stoke Park and The Wisley, though their services and practices are relevant at any club. Enlisting their help costs anything between £10- 20,000. For that cash you can give your shop the feel, look and layout you’ve always suspected it needed. Sanders understands that kind of investment is a daunting prospect, but argues the outlay can be recouped in at most three years, and sometimes inside one. “Most shops we refit experience a 10-15% upliſt in
sales per annum. If we take a figure of £175,000 as a shop’s turnover, a 10% increase would be £17,500 – which would likely earn out the investment.” Sanders believes there are two main benefits to
treating your shop to a makeover. “Firstly, a refit is a good opportunity to take a good, hard look at your stock and have a proper clear-out. The average pro
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