COMMENT DIY down under Editor, Fiona Garcia: fgarcia@datateam.co.uk “Every


opportunity for add-on sales and impulse buys was exploited”


As part of our POS and merchandising feature in this issue, I decided to pay the new Bunnings Warehouse in St Albans a visit to see for myself just how the Aussies do DIY retailing. And, I have to say I was quite impressed. I had been dubious about how effective a retail store that reverted back to handwritten price-tags and simply tore open cases of products and left them displayed where they stood could be when it came to merchandising but, actually, I think it works. This back-to-basics approach may not be for everybody but, as that well-known woodcare brand states, “it does what it says on the tin”. That’s not to say the store itself is scruffy looking or rudimentary by any stretch of the imagination. The red racking looks smart and impactful, the paint mixing desk and colour wall are striking and bang up to date, and there’s not a scrap of paper (apart from a stray pricing label that had attached itself to a passing customer’s shoe) to be seen on the floor. Now, I know the store is newly re-fitted, so things have not yet had the chance to look tired but I also spied a cleaner hard at work the whole time I was there ensuring the sales areas, inside and out, were kept spotlessly clean, which was a nice touch. Every opportunity for add-on sales and potential impulse buys was exploited at the store and I challenge a browser to try and leave there without spending money on something – even if it’s a cup of tea. I left with two children’s seats for the garden and some anti-tip TV straps, none of which I realised I needed until that moment. Hopefully our merchandising feature will give you some ideas to try in store, so you too can capitalise on your footfall and capture more sales.


PEOPLE NEWS


Nicholas Marshall takes the helm at Dobbies


Former Wyevale boss Nicholas Marshall has replaced John Cleland as CEO of the garden centre chain. Dobbies recently announced the appointment of garden industry veteran Nicholas Marshall to the role of chief executive officer, as it was revealed that John Cleland has left the business for family and personal reasons. Mr Marshall, whose most


recent role was as chief executive of Wyevale Garden Centres, has over 30 years’ experience in the garden centre sector. He founded and built two garden centre chains, Country Gardens PLC, which was bought


by


Wyevale in a hostile takeover for over £120m and Country Homes and Gardens PLC. He became CEO of Wyevale


Garden Centres in 2008, running the chain alongside his own business for a while. During his time at Wyevale, the firm re-branded as The Garden


4 DIY WEEK 14 APRIL 2017 Changes at the top at Abus


Abus has announced the appointment of Peter Romanov as new managing director of ABUS UK. Mr Romanov


replaces Nick


Vanderhoest who has stepped down as Abus UK MD in anticipation of his pending retirement.


He joins ABUS with a wealth


of previous experience in the security market including both mechanical and electronic security


products for both residential and commercial


Centre Group and Mr Marshall revived


its fortunes, taking


it from near administration to a successful sale for £300m to private equity vehicle Terra Firma.


Dobbies chairman Andrew Bracey said of Mr Marshall’s appointment: “I have known Nicholas for many years. He is one of the most successful leaders the industry has ever seen and we are thrilled that he has joined Dobbies as CEO. Since the acquisition from Tesco in


July, we have been highly impressed by the dedication,


markets. Over the past 20 years he has held various management positions successfully growing those businesses. Commenting


on his


appointment, Mr Romanov said: “It is a genuine privilege for me to be able to take up this appointment with Abus. During my career I have long seen Abus from the perspective of both a customer and


competitor,


and everything I have seen has always been excellent. The product range Abus offers is of


exceptional quality, but for me, and I hope our customers, what is perhaps more important is the genuine Abus spirit. “Knowing you are working for and with a company that has such high standards in


Henkel national sales manager Jim Bratt retires


Jim Bratt will retire later this month after nearly 30 years with the company.


Mr Bratt joined Henkel after leaving the army in 1988, taking up the role of a junior rep on builders merchants in the North East, before being promoted to sales rep. He has won a number of accolades, including Henkel UK salesperson of the Year. Mr Bratt has held a number of roles over the years and, in 2014 was promoted to head up the trade and DIY independents channel. He told DIY Week: “I have


worked with some great managers over the years - Guy Malam, Dale Poulton, Mark Portman and my first Manager Keith Greenwood who gave me the opportunity for a new career.” Henkel’s Jon Robinson said


of Mr Bratt’s departure: ‘’Jim has made a great contribution to the DIY business over the years with some quite remarkable performances. He has been a major asset to both Henkel and his customers who I am sure would join us in wishing Jim, and his partner Jan, the very best for the future’’


Editor: Fiona Garcia


Acting editor: Jenny Wonnacott Art editor: Paul Forster


Publishing director: Paul Ryder Publication manager: Joanne Bamber


Product news co-ordinator: Margaret Poole


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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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Jim Bratt “has ben a major asset to both Henkel and his customers”


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