COMMENT The right selling tools Editor, Fiona Garcia: fgarcia@datateam.co.uk


We take a look at the tools market in this issue and, as anyone who owns or has been inside a specialist tool retailer will know, this is a very broad market indeed.


“You don’t need to be a tool


specialist to take advantage of opportunities in the


market.” In fact, it is such an expansive category that several of the DIY


retailers I have spoken to recently told me they are in the process of reviewing and attempting to streamline their offer. However, that is certainly not the case with D&M Tools, which I had the pleasure of visiting last week. Managing director Paul Dowding has a serious passion for tools, and would relish having extra space to grow the shop’s more-than-comprehensive offer even further. A tool enthusiast or professional tradesperson would be like a kid in a candy store at D&M, with walls and shelves filled from floor to ceiling with every kind of product you could think of, from carpentry chain saws, to micro screwdrivers and drill bits. The business prides itself on its breadth of range, as you can imagine, and backs that up with strong customer service from knowledgeable people within the business – something our suppliers commenting in this issue say is key to closing a sale in tool categories. But you don’t need to be a tool specialist to take advantage of opportunities in the market. Reading what our experts have to say, there are plenty of things you could be doing to power up your sales (pun very much intended), whatever the size of your tool offer. Whether you jump on the trend for tool storage – something D&M is capitalising on, with a whole room dedicated to tool boxes of every shape, size and function – or change the way you display lines in store and potentially drive impulse buys, there are plenty of ideas to take away and put into practice.


PEOPLE NEWS HTA appoints new director


As part of an ongoing review into the management structure, the HTA board has appointed Alex Vick as the senior executive director with immediate effect. Mrs Vick is a statutory director of the HTA, having joined the board in April last year, and brings a wealth of experience in financial and commercial management to the role HTA president Adam


Wigglesworth said: “I am delighted that Alex has


accepted this position. Her commitment and enthusiasm to improving the HTA for the members has become clear to the Board. I am confident that with her direction, the Leadership team of the HTA will focus on the areas that bring most value to its members.” He added: “The HTA is fortunate to have a senior team with specialist knowledge which working collaboratively, can cover the very diverse issues affecting all of our members.”


Stax bolsters buying team with two new additions


Wholesaler and trade supplier Stax Trade Centres has added two new members to its purchasing team, further strengthening the department. Ian Evans joins from Makro, bringing with him a wealth of experience and a strong background in wholesale buying. He will take ownership of the hand tools, power tools, door


4 DIY WEEK 26 MAY 2017


furniture, hardware, ironmongery and workwear departments. Matthew Ball, who has worked in a number of roles at Stax, will now carry his valuable experience into the buying team. He will also be paying particular attention to council contracts, and tenders, to support the successful expansion growing within that sector.


Sarah Golden leaves BIRA


BIRA marketing, member and publishing director has left the British Independent Retailers Association after 15 years. BIRA CEO Alan Hawkins said


of the news: “It is with a mix of sadness and gratitude that the board of directors announces Sarah Golden’s departure.” In a statement issued by the association this week, Ms Golden said: “After a decade and a half with BIRA, time has come for me to pursue new challenges and spend more time with my son before he starts school. While I have a mix of emotions (and some really fond memories) as I move into this next chapter of my career, I look forward to keeping in touch with my good friends and colleagues and to the exciting challenges ahead of me. “The decision did not come easily as I am extremely proud of all that BIRA staff, board and members have accomplished during the past fifteen years and hold in great


regard the


relationships I’ve built during my time as a director of BIRA.” She added:


“I want


my deepest gratitude to all who have been so supportive of the association but especially of me


to give Editor: Fiona Garcia


News editor: Jenny Wonnacott Art editor: Paul Forster


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© 2015 Datateam Business Media Ltd. DIY Week incorporates Decor Retailing, DIY Retail Leaders, DIY Superstore, Do-It-Yourself Retailing, Domestic Electrical Appliances, Excellence In Garden Retailing, Excellence In Woodcare Retailing, Excellence In Timber Retailing, Excellence In Tile Retailing, Garden Retail Leaders, Garden Retailing, Hardware Merchandiser, Hardware Trade Journal, Homecentre, Home Storage Retailing, The Ironmonger, Ironmongery & Hardware, Lighting, Martineau & Smith’s Monthly Circular, Mercantile Guardian, Superstore Management, Tools Retailing, and Wholesale Leaders. No part of this publication may be reproduced by any means without prior written permission from the publishers. Every effort is made to ensure the accuracy of material published in DIY Week. However, Datateam Business Media Ltd will not be liable for any inaccuracies. The views expressed by contributors are not necessarily those of the editor or publishers. DIY Week is registered at Stationers’ Hall. ISSN 0954-8823. DIY Week is printed on environmentally friendly paper; both text paper and cover stock are elementary chlorine free and sourced from paper suppliers with a well planned environmental policy. This issue of DIY Week includes some editorial photographs provided and paid for by suppliers. Printed by Buxton Press.


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No 5,816 26 MAY 2017 www.diyweek.net


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personally over the years: staff, board members, and, of course, our partners and bira members. Without you, the association would not be as strong and vibrant as it is. I will watch with excitement and anticipation as you take BIRA through its next chapter.” Ms Golden’s achievements with BIRA include her marketing leadership in growing BIRA Direct from the first ever £1m month to £26m-plus turnover, delivering the major rebrand of BHF-BSSA Group to British Independent Retailers Association and the subsequent brand refresh, as well as directing the delivery of annual BIRA events and the organisation’s presence at national exhibitions.


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