April/May 2025
housewareslive.net
NEWS: BHETA INDEPENDENTS DAY Fresh focus on indies
With the decline of major national chains, housewares suppliers are rediscovering the value of independent retail. BHETA’s recent forum brought suppliers, retailers, and wholesalers together to explore how personalised partnerships, responsive service, and smart channel management can unlock growth and long-term success on the high street.
Nick Squire of Dayes
• A named point of contact, with experienced, attentive sales reps highly valued
• Accessible training for retail teams, ideally in-store or via video • Marketing assets tailored to independents, including printed catalogues
• Practical ordering policies and sensitivity around minimum orders, accounts or aggressive online discounting
Potential rewards for suppliers Richard Walker of Eddingtons F
ollowing the departure of major national names like Homebase and Wilko from
UK high streets, housewares suppliers are taking a fresh look at independent retail as a key route to market. Will Jones, Chief “There are now many high
streets and retail parks without a national presence in home products,” said Mr Jones. “While many of our members already
Sarah Wood of Trevor Mottram Cookshop
immediate feedback on new products or promotional concepts. They are hands-on, trend-responsive, and effective at driving customer engagement — especially in categories where in-store advice enhances the purchase decision. Margins can also be more favourable, as long as Even when a wholesaler is involved, strong supplier-retailer
without good reason, making the quality of the sales relationship — and representative — a crucial factor in long-term success.
work closely with specialist cookshops, for others this has been a much- needed wake-up call about how to better serve the indie retail sector.” Keen to support productive partnerships between suppliers and
retailers, BHETA recently hosted a well-attended in-person forum focused on building collaboration. The event brought together retailers, suppliers, and wholesalers from across the home and garden sector to share ideas and proven strategies.
The retailer viewpoint
Opening the forum, Sarah Wood of Tunbridge Wells-based Trevor Mottram shared valuable insights into the realities of independent retail. With a long-standing heritage and a reputation for product expertise and customer loyalty, the store represents the best of what indie retail offers — and what it expects in return.
Wood outlined what strong supplier-indie partnerships depend on: • Fair, sustainable margins based on an understanding of indie retailers’ cost structures
• Reliable stock availability and delivery that align with key trading periods such as Easter and Christmas
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“What this boils down to is proactive and excellent channel rethink the role of their traditional salesforce entirely.” Successful suppliers emphasise that using a wholesaler should never mean losing direct contact with the retailer. Providing everything from product samples and catalogues to photography, training, and marketing assets keeps the relationship strong and the brand front of mind. Mr Jones concluded: “BHETA is all about collaboration. We’re here to
complementary route to market, we’d love to help you on that journey.”
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