An upbeat group of speakers gave key advice tailored especially for independent DIY and hardware retailers at a recent forum hosted by the British Home Enhancement Trade Association (BHETA).
In a well attended and practical session, speakers explored the realities behind the latest ONS figures and set out the best tactics for winning retail formula for the DIY sector, from using EPOS to targeting the over 55s. In all cases the most successful approach involved proactive co-operation between retailers and suppliers based on longstanding and mutually supportive relationships.

Heading the agenda was Vin Vara, owner of The Tool Shop Group, nine London-based hardware, DIY and housewares stores. His advocacy of using EPOS data, staff training and supplier supported promotions and events was a rallying call for likeminded operators.

BIRA's director of communications Mick Weedon, who has a wealth of knowledge and experience of both independent hardware and cookshop retail, reiterated the importance of promoting services as well as products in store and of events to attract custom.

The theme continued with presentations from Insight DIY md Steve Collinge, and Paul Halliwell, chief operating officer of Twenty Ci, the UK's leading lifestage trigger agency. Mr Collinge's talk entitled 'Retail Prices - How to avoid the race to the bottom' again stressed the importance new and exclusive products and the use of customer data to target precisely - in particular the over 55s. Mr Halliwell also discussed how the value of consumers varies according to life stage and how targeting can maximise returns.

BHETA's home improvement sector director Paul Grinsell said: "This was a very constructive session with some great advice and comment shared between all parties. Yet again the theme of mutual benefit between retailers and suppliers proved its worth."