CWB Magazine

chiLdrEnswEArBUYEr:

novEmBEr/dEcEmBEr 2012issUE 79

cwb-online.co.uk

£8.50

A/w 13 show insightPreviewing this season’s

key exhibitions

hArrodsthe iconic retailer’s new

children’s floor

tAking stockEpos for schoolwear

independents

CWB79 Main Document_Layout 1 29/11/2012 12:06

Tel: 44(0)1442 248103Email: [email protected]

www.kissykissyonline.com


November/December 2012 03� � �

REGULARS FEATURES SCHOOLWEAR� � �

05:Comment

06:News

08:NCWA news

12:Open for businessLegal and business advice plusindustry opinion

14:Retail therapyStore profiles, news and events

16:Brands to watchEditor’s pick of labels

38:Style guideHats

40:Laura LovesThe coolest products for kids

54:Talking Point With Question Everything’s Angie Adams

19:Industry measureBestselling children’s brands

20: UK Manufacture – a viable option? A round-up of the ASBCIconference, Made in the UK –Fashioning a Future for BritishClothing Manufacturers

24:Harrods: Home to kids’ fashionWhat to expect from Harrods’ newchildren’s floor

29:Autumn/winter 2013 show insight A round-up of the key a/w 13exhibitions for the children’s sector

43:Schoolwear

44:News

46:OpinionHow schoolwear companies can utilisesocial media for business

47:Stock:Socks and tights

48:Taking stockEpos and stock management forschoolwear independents

hand-finished clothes for heroines & wayfarers

www.damselflyboutique.co.uk [email protected]

ages 2 - 12


November/December 2012 cwb-online.co.uk 05�

Therefore, as the most crucial trading period of the year, there is no better test of a retailer than Christmas and no better time for the forward-thinking, proactiveindependent to shine.

Like all customers at this time of year, I’mlooking for retailers that take the hard workout of Christmas shopping, and thechildrenswear independents I have spoken torecently have been brimming with ideas ofhow to do just that, from late night andextended opening hours, in-store events, gift ideas and wrapping services to loyaltyincentives, promotions and social mediacompetitions. Combine this with an onlineshopping service – ideally mobile-enabledwith almost 10 million people usingsmartphones to do their Christmas shoppingthis year according to Bss Digital – and theseindependents have their Christmas tradingstrategy wrapped.

You can read more on how childrenswearcompanies have helped boost theirChristmas sales in our Open for Businessfeature on page 12. Also key on the retailfront this issue is our interview on page 24with Harrods’ childrenswear generalmerchandise manager, Torly Grimshawe, who discusses how new developments to theiconic Knightsbridge store are set to make it a key destination for premiumchildrenswear fashion.

It’s also this time of year where we take ourfirst look at the a/w show season. Don’t missthe extensive a/w 13 exhibition insightstarting on page 29, where we look at theseason’s key national and international tradefairs for children’s fashion and product.

In schoolwear, we address the topic of Eposin our feature, Taking Stock, on page 48.Here, industry experts address some ofschoolwear retailers’ most frequently askedquestions on the topic, including specificdesign features that schoolwear stores needfrom an Epos system, what training staffshould be given, how Epos can aid forwardplanning and how quickly a retailer canexpect a return on investment. Another keytopic of discussion is social media on page 46, where schoolwear retailers andsuppliers reveal the positive effects it has had on their business.

As the last issue of 2012, I’d like to sign offby wishing you all a very Merry Christmasand a Happy New Year. In the meantime, youcan keep updated on the latest industry newsand views at cwb-online and via CWB’sTwitter and Facebook page.

Laura TurnerEditor

Editor Laura Turner [email protected] Contributors Isabella Griffiths [email protected] Christina Williams [email protected] Victoria Jackson [email protected] Fashion writer Natalie Dawson [email protected] editor Amanda Batley [email protected] Online editor Suzanna Bain [email protected] assistant Carey Whitwam [email protected] Michael Podger [email protected] Clive Holloway [email protected] James Lindley [email protected] Richard Boyle [email protected] Sales manager Sharon Dennis [email protected] Subscriptions Katie Brook [email protected] Production director Gill Brabham [email protected] Group sales director Lindsay Hoyes [email protected] Marketing director Stephanie Parker [email protected] Managing director Colette Tebbutt [email protected] Reprographics/printing Image Data Group Ltd 01482 652323

CWB is published 6 times per year by RAS Publishing Ltd, The Old Town Hall, Lewisham Road, Slaithwaite, Huddersfield HD7 5AL. Call 01484 846069 Fax 01484 846232 cwb-online.co.uk

Copyright© 2012 CWB Magazine Limited. All rights reserved.Reproduction of any written material or illustration in any form for anypurpose, other than short extracts for review purposes, is strictly forbidden. Neither RAS Publishing Ltd nor its agents accept liability forloss or damage to transparencies and any other material submitted for publication.

CWB is a joint venture between RAS Publishing and the National ChildrenswearAssociation.

A Buyer Series Fashion BusinessPublication CWB is a fashion businesspublication produced by RASPublishing Ltd.Other titles include WWB, MWB, andFootwear & Fashion Extras. RASPublishing is an ITE Group company.

November/December 201206 �

Copenhagen trade fair CPH Kids has ceased allfuture operations and will not go ahead for a/w 13.The decision follows the fair’s rescheduled s/s 12edition which, on receiving inadequate industrysupport, has led the team behind CPH Kids torethink its trading platform.

“We put our ears to the market and presented ourideas of how to maintain and develop children’sfashion fair in Copenhagen under current marketconditions,” says CPH Kids founder, Lone Holm.“The proposed rescheduling of the spring/summerfair was met with positive response throughout theindustry, but we must recognise there hasn’t beenenough support to continue the fair in its currentformat without selling out on values and ambitions.”

Cacharel is implementing a new brand strategy thatwill see it independently launch its ready-to-wearby utilising in-house resources across design,visual communication and worldwide distributionof the kidswear, womenswear and menswear lines.

From a/w 13, the kids’, men’s and women’s rangeswill be shown in the brand’s Parisian showroomsas well as seven international showrooms, with thekidswear also available to view at the forthcomingJanuary edition of Pitti Bimbo in Florence.

Cacharel is also collaborating with an industrialFrench partner for each of its lines, with thosepartners having the responsibility of theproduction and deliveries.

Clothing brand Original Penguin, part of PerryEllis Europe, has relocated to new headquarters.The move is part of parent company Perry EllisInternational’s investment plan to support itsthriving European retail and wholesale business.

Previously based on London’s Great TitchfieldStreet, Perry Ellis Europe’s new headquarters arenow located on the mezzanine of Mappin Housejust off Oxford Street. With almost 8,000 sq ft, itprovides multiple showrooms, design space andexpanded offices.

The new headquarters will continue to service theUK and European markets, consolidating sales,marketing, direct-to-consumer, design andproduct development departments. As aconsequence of the move, the opportunity forPerry Ellis International to introduce more of itsstable of over 30 brands currently in the US is nowalso viable.

In March 2013, Children’s charity Kids Companywill launch Global Kids’ Fashion Week (GKFW), anew London event to educate and inspire peopleabout kids’ fashion and celebrate how the sectorhas grown and evolved over the past five years.

GKFW, which is sponsored by online childrenswearstore AlexandAlexa.com, will feature two mainfashion shows. The first will be an exclusive mediaevent showcasing a/w 13 trends, while the secondticketed event, in aid of Kids Company, is open to thepublic and will showcase current s/s 13 looks fromAlex and Alexa’s brand portfolio. As a finale, GKFWwill cast a spotlight on premium kids’ fashion fromboth established and emerging designers.

As well as runway shows, GKFW will featureperformances, exhibitions, industry talks andactivities for children and parents includingworkshops with V&A Museum of Childhood, aperformance from the London Children’s Balletand an interactive bloggers’ lounge.

Apparel sizing and fit expert Alvanon has launcheda new mobile phone app and online widget to helpconsumers buy the right size garment from over500 UK childrenswear brands.

AlvaKids uses a child’s key body measurements,from newborn to pre-teens, to recommend theright size garment thus enhancing the customershopping experience and helping reduce returns.Once a child’s profile has been created onAlvaKids, the measurements in that profile growautomatically with the child. Users can alsosuggest new brands to add to the system.

AlvaKids is available to consumers as a freedownload app from the Apple Store and as anonline widget to major childrenswear high streetand online retail groups. The widget also allowsretailers and labels to create brand-specific sizing recommendations in-store and on their e-commerce websites.

International environmental organisation Planet Positive has launched a free sustainabilityprogramme for small and medium businesses.

The Seven Days to Sustainability campaign offersbest practice advice in an easy-to-action formatthat is low on resource. Through the campaign,firms can reduce costs, engage employees anduse sustainability to stand out from competitors.Once registered at www.7days2sustainability.com,a business receives a campaign poster and sevendaily emails containing practical sustainabilityadvice on issues such as energy efficiency andrecycling. There is also advice on how businessescan communicate their sustainability success tohelp with brand enhancement.

“With rising energy prices and growing pressuresfrom customers, there are an increasing number ofreasons why businesses are adopting sustainability,”says Planet Positive CEO, Steve Malkin.

November/December 2012 07�

Having launched online for s/s 12, casualchildren’s footwear label Nipperkit is seekingindependent accounts as it expands into wholesale.

Aimed at children between the ages of three andeight years, the brand offers footwear inspired byclassic, adult designs, which have been scaled-down for children.

Highlights include deck shoes, slip-ons and hi-tops, with all styles suitable for boys and girlsand featuring on-trend colour options, durablerubber soles, canvas or suede uppers anddistinctive cotton stripe lining. Rain boots andbags are to be added to Nipperkit’s offer in duecourse. Wholesale prices start from £12.

Auraley is a new brand focused exclusively on luxury sleepwear for children aged two to eight years.

The premium London label is manufactured usingsustainably sourced, high-quality fabrics and will beavailable to view at the forthcoming a/w 13 editionof Bubble London. Auraley is currently available viaAuraley.com and exclusive London boutiques.Wholesale prices range from £24 to £35.

A three per cent growth in retail sales is expectedthis month, according to global supplier ofconsumer, product and media intelligence Mintel.

The forecasted increase is attributed to a numberof positive factors, including consumer confidenceimproving, a drop in unemployment and thesqueeze on incomes falling.

“Retail sales growth has averaged around three percent so far this year and, as the pressures onconsumers are, if anything, easing, there is noreason that rate cannot be maintained,” saysMintel’s director of retail research, Richard Perks.“Three per cent should be the median forecast.”

Best Years, a UK wholesaler of knitted, crochet andfair trade toys, is adding organic childrenswear and toy brand Under the Nile to its offer fromFebruary 2013.

Established in 1998, Under the Nile producesclothing, toys and accessories for infants andchildren, all of which are produced from organicEgyptian cotton.

Until now, only Under the Nile’s organic toys and asmall range of essentials have been available in theUK. Best Years will offer a wider selection,including clothing, with more ranges planned forautumn 2013 as the wholesaler rolls out thebrand’s full organic collection to UK retailers.

Department store group John Lewis is launchingits first apprenticeship programme, which will seethe retailer taking on 80 apprentices. The scheme,which focuses on young people, guaranteesapprentices secure employment with the retaileronce training is complete.

The programme features two levels – the modernapprenticeship scheme, for those who have leftschool at age 16 years of age and the advancedapprenticeship scheme for young people who havecompleted their A-Levels.

The programme builds on John Lewis’ existingvocational qualification offer, which each yearawards over 2,500 of its staff with qualifications to help them progress in their careers in areasranging from retail and warehousing through toleadership and barista skills.

Brilliant Little Britain is a new children’s fashionshowroom based in central Florence that willpresent both new and established British brands,on 17-18 January.

Located at the Hotel Roma on the Piazza SantaMaria Novella and running at the same time asFlorence’s childrenswear fair Pitti Bimbo, theshowroom will feature the a/w 13 collections ofBonnie Baby, Hucklebones and Indikidual.

Buyers wishing to visit are advised to make anappointment, which can be done by emailing the brands directly or via the websitewww.brilliantlittlebritain.com.

For more industry news visit cwb-online.co.uk


EXECUTIVE DIRECTOR’S COMMENT: PERFECTING THE ART OF ONLINE

NCWA Council: Chairman SHARON BEARDSWORTH Emile et Rose ManufacturerVice Chairman DAVID HULL AgentImm Past Chairman DAVID BURGESS David Luke Ltd ManufacturerTreasurer COLIN WILSON

Council Members: TONY RIDEWOOD APR Agencies Agent NUALA MCKENNA Nuala McKenna Agencies Agent DIANE SHAW AgentSARAH TAYLOR Agent RAY WILLIAMS Agent HANNAH MCHALICK Oh Baby London ManufacturerMALCOLM TRAVIS Travis Designs Manufacturer JO PERSECHINO Antz In Yer Pantz Retailer JANETTE REED Cotswold Kids RetailerVIRGINIA ROSS Pollyanna Retailer

President: KEN SCATES Marketing and sourcing consultantVice Presidents: LESLEY FALLON Retail consultant JACKIE COOK Retail consultantExecutive Director: ELIZABETH FOX

The growth of internet shopping, particularly in the run-up to Christmas, is not a new phenomenon, butevidence is growing that more and more consumers are researching websites before they go out to shop.Such trends affect all in the childrenswear industry. Retailers need to ensure their websites will attractcustomers to their stores (as well as to buy online), manufacturers/suppliers must persuade customers tolook for their brands and stockists, and agents should be helping both their principals and theircustomers by directing consumers to the brands they carry.

I have written before about checking that your website is “legal, decent, honest and truthful”, as websitescome under the responsibility of the Advertising Standards Authority (ASA). The Office for Fair Trading(OFT) also has a role and, only a few weeks ago, the OFT warned some large retailers (not specifically ofchildrenswear) that their websites were not sufficiently transparent, particularly when it came to postageand packing or charges for using credit cards, which only “popped up” at the end of a transaction.

Do not forget, too, that the people most likely to be checking your website for errors are your competitors.The ASA (and OFT) may not have the resources to check, but it will look into complaints received,including sales offers that are no longer current. For smaller companies, setting up a website may seemthe obvious answer to flagging sales, but how do you ensure your website is not on the 200th page ofGoogle? Larger companies may pay to move their website to the top of the page (you can tell by theshading), but what is the alternative?

Search Engine Optimisation (SEO) – getting your website to the top of the page – is an area that NCWAhas recently been investigating. Plans are under way for a seminar for members in the New Year and thechance of a discount on the services of a company to push your website up the pages. This may be“regionally”, to encourage people to visit your shop, or “nationally”, to drive people to your website.

So, how about a New Year Resolution to review your website and look at what SEO can offer you as anNCWA member? Incidentally, if you search for NCWA, it appears at the top of the page, so do not forgetto update your free page on the NCWA website.

If you are not a member and you would like to join, take a look at www.ncwa.co.uk, [email protected] or call 020 7843 9488. You can also visit us on our stand at Bubble London,taking place on 27-28 January at the Business Design Centre, Islington.

Elizabeth Fox, NCWA executive directorNCWA is based at 3 Queen Square, Bloomsbury, London WC1N 3AR Tel: 020 7843 9488 Fax: 020 7843 9478 Email: [email protected] Visit: www.ncwa.co.uk

Read our blog and follow us on Twitter

• Membership is open to everyone involved inthe British childrenswear industry.

• Associate membership, open to non-Britishorganisations, is now available.

• Membership costs from £85.

LITTLE WORLD

Little World Online launched in May 2009,following the opening of the Little Worldchildrenswear store in Edinburgh in 2008.Owner Sandra Bowdler chose a website thatconveyed the fun nature of the shop with lots ofprimary colours in the logo. Recently, the siteunderwent a redesign that included new top linenavigation and a slideshow to showcase certainbrands and products. Future developmentsinclude the possibility of a blog and expandingthe toy section. www.littleworldonline.co.uk

BLU KANGAROO

Formby, MerseysideBlu Kangaroo offers childrenswear and, morerecently, giftwear. Owner Christine Campbellhas created a cosy and welcoming atmospherein her small shop, which stocks brands such asMiss Grant, Moschino, Mayoral, Emile et Rose,Timberland and Converse, but hopes toeventually move to larger premises. “I’d like tomove to a larger shop with space for changingrooms, and I want to introduce a variety ofshoes and bespoke hair accessories to theshop,” she says. Campbell uses Facebook,Twitter and Instagram to promote her business. www.blukangaroo.co.uk


Childrenswear brand Kite Kids has achieved GlobalOrganic Textile Standard (GOTS) accreditation foranother year, earning it the right to trade andpromote itself as a legitimate organic label.

Companies must meet a set of strictenvironmental and social criteria to achieve annualcertification. Kite’s supply chain – from the cottongrower to the brand’s printers and embroiderers –were successfully inspected to ensure they meetthe necessary organic and ethical standards.

“We believe consumers should have confidence inorganic and ethical claims made by a brand,” saysRoger Hakes, a director at Kite. “This is why wework hard to ensure external accreditation for theKite supply chain.”

New brand Slugs & Snails, offering infant boys’tights as an alternative to trousers, has creditedsocial media as a driving force behind its growth.

The label’s owner, Kathleen Redmond, highlightsTwitter in particular as having played a key role inraising brand awareness. “Following the label’slaunch last November, I discovered the benefit ofsocial media, and can honestly say Slugs & Snailswould be a shadow of what it is now without it,” shesays. “Within weeks of joining, we had manycelebrities following us and publicising theirrespect for our products.”

Redmond also tributes Twitter to helping infiltrate the brand into the parenting blogging community, imparting further promotion throughreviews and coverage, as well as providing directconsumer feedback.

Caramel Baby & Child has opened its first own-brand store in New York.

Situated on Madison Avenue in the heart of thecity’s Upper East Side, the shop carries the brand’sseasonal collection for boys and girls age threemonths to 12 years alongside its homeware offerand a hand-picked mix of toys, books andaccessories.

Caramel Baby & Child is available wholesale andalso has own brand stores in London’s SouthKensington, Sloane Square, Notting Hill andSelfridges’ fourth floor on Oxford Street as well asa shop in Tokyo, Japan.

UK manufactured label Organics for Kids, whichoffers organic clothing and gifts for babies madefrom fairly traded textiles, has appointed OdetteRivas as its new trade account manager.

Rivas’ role will include developing existingrelationships with clients, maintaining highcustomer service levels and building the brand’sclient-base by initiating a new sales strategy. Shewill also assist the label as it seeks growth furtherafield, especially in Japan, ensuring that as thecompany grows, it continues to provide support forits UK and overseas customers.

Rivas, whose background is in businessdevelopment within the heritage industry, bringswith her experience in buying, brand licensing,product development and sales.

Babywear brand Emile et Rose has reported itshighest ever sales of outwear this season.

Bestsellers include the shower-proof microfibrejackets, knitted jackets and smart velour coats. Emile et Rose’s outerwear offer caters for boys andgirls aged newborn to two years, and includesspecial-occasion styles such as velour coats,snowsuits and jackets in deep pile fleece, andshower-proof styles such as microfibre snowsuitsand jackets.

All designs are available short order subject to availability. Wholesale prices start from £17.60 for fleece jackets through to £28 formicrofibre snowsuits.

This month, the party range from CWF’s new own-label girlswear brand, Billieblush, hits House of Fraser stores across the country.

The rest of the collection will be available to buy inearly January from key retailers and etailers.

The Billieblush party range comprises outfits witha capsule of dresses with matching cardigans anda host of accessories including sparkly shoes,headbands and handbags. The range is availablefor two age groups – Toddler, for six months tothree years and Kid, for four to 12 years.

Wholesale prices start from £8.50 for shoes and£18.70 for a dress for ages six months to three years.

For more industry news visit cwb-online.co.uk

Photography: steven visneau, swvphoto.com

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27 & 28 January 2013Business Design Centre, London

A great mix of children’s productsA unique buying experience

Apply to exhibit now online atbubblelondon.com

Register to visit now online atbubblelondon.com



DON’T BE LEFT HOLDING THE BABY

It is that time of the year. As a brand owner youare wondering whether you will be paid byretailers or if they are simply intending to tradethrough Christmas before going bust.

While taking a long time to pay an invoicemight be a sign of a well-run companyprudently managing cash flow, a brand ownercannot be sure that nothing is amiss. Certainly,sudden delays in making payments should setalarm bells ringing. If this occurs, the brandowner should reach for its standard terms andconditions of sale (T&Cs). But, have the T&Csbeen properly made part of the contract withthe retailer? Lawyers are often amazed as to thelarge incidence of clients failing to do so.

If the T&Cs are not made part of the contractwith the retailer, the fact that they were draftedby the best law firm in the country will beirrelevant. They will simply be unenforceable.

As such, the brand owner should make sure, atthe onset of a commercial relationship, that theretailer signs a copy of them. Alternatively, it isacceptable if the brand owner can show thatthey were brought to the retailer’s attention,although this may be an evidential issue.

Either way, the brand owner should make clearreference to the T&Cs on order forms,confirmations, delivery notes, and invoices. Ifthe T&Cs have been properly incorporated, dothey contain a retention of title clause?

RESOURCE FOR A MERRY CHRISTMAS

There is no escaping the fact that for manyretailers in the UK, the run-up to the festiveseason can account for up to half of annualtakings. The profitability for this well-anticipatedperiod is as much down to having the right peoplein the right place at the right time as it is to theproduct being sold. Staff costs can, however,account for 75 per cent of company expenditureafter the purchase of stock so, the question is,how can you manage your staffing effectively?

Here are some of the key issues to be aware of:• The National Minimum Wage increased in

October to £6.19 per hour for over-21s and£4.98 for 18-20 year olds.

• Non-EU citizens must have a work permitbefore you can employ them – do not risk a UKBorder Agency inspection or raid. Hold copiesof the necessary documents to prove you havetaken steps to confirm your workers’ identitiesand right to work. Be aware that non-EUcitizens on student visas can usually only work20 hours per week.

• Recruitment – identify the experience andskillset you require, and recruit to a clear jobdescription and person specification.Obviously, employ the best person for the job,and beware of discrimination on grounds suchas gender, age, marital status, religion andsexual orientation.

• Working Time Directive – recruit sufficient staff.Remember, staff have the right to a continuousbreak of 11 hours per 24-hour period and 24hours break in each seven-day period. Ideally,no-one should work in excess of 48 hours perweek. Be well-versed on the special regulationsfor night workers and young workers.

In particular, does the clause:• Oblige the retailer to store the goods

separately and label them as belonging to the supplier?

• Include a right of the brand owner to enter theretailer’s premises to recover goods supplied?(However, a brand owner cannot use force toenter the retailer’s premises.)

• Permit enforcement without having to wait fora formal insolvency event to occur? In fact, abrand owner may have more chance ofenforcing against a retailer than it would a wiryold insolvency practitioner!

• Incorporate a so-called “all monies” provision?This may allow the brand owner to recover allgoods, even if some individual invoices havebeen paid. However, the goods claimed undera retention of title clause must still be capableof identification, and a brand owner must beable to link them to specific invoices. Thegoods should also be marked with the nameof the supplier, with serial numbers deployedand quoted on relevant invoices.

However, often retention of title clauses try toextend protection to the proceeds of sale whena brand owner’s goods are onwardly sold.Unless extreme care is taken over the draftingand the correct procedures are followed, thisprovision may be void unless registered atCompanies House. Not only that, but theinclusion of an invalid proceeds of saleprovision may void the rest of the retention oftitle clause.

Often, a knee-jerk reaction of insolvencypractitioners will be to reject claims that arelodged with them. Brand owners should not beafraid to fight their corner and take legal adviceas to the validity of the claim.

Equally, the retailer’s directors may not alwaysbe able to hide behind the corporate veil of alimited liability company. If they have tradedpast the point where the company could nothave avoided insolvency, or made personalpromises, they may be personally liable for thecompany’s debts.


Are you feeling confident about Christmassales?—We only launched six months ago, so this is ourfirst Christmas trading and, so far, we’ve beenvery encouraged by customer orders andpositive feedback. This is just the beginning forIndiaCoco; we are learning every day, embracingnew opportunities and, most importantly,listening to our customers to improve our offer.In terms of specific seasonal initiatives, we’repromoting free delivery; complimentary gift-wrapping, gift-messaging andpersonalisation, and we’ve renewed our onlineadvertising with Ocado to raise awareness ofour brand and customer proposition.

What is selling well for Christmas? —So far, baby gifting, newborn outfits, partyoutfits, coats and pyjamas are selling well. We work closely with 10 fantastic brands,championing the best of UK product design.

Are you involved in any Christmas shoppingevents?—We’ve recently extended our ranges from babygifting to sleep suits and babywear, andshowcased our broader range during a two-dayshopping event on 1-2 December at our retailenvironment at Blacker Hall Farm in Wakefield,West Yorkshire.

Is social media something you are using to aid sales?—Social media is powerful for our brand. We willcontinue to use this channel to bring our brandpersonality and values to life, runningcompetitions, sharing customer feedback, outfit-building ideas, promoting our retailevents and letting our love of style andoriginality shine through in everything we do.

Are you feeling confident about Christmassales?—Yes I am – we’ve had a good start to the season,and, now the weather has suddenly turnedcolder, people are stocking up their wardrobeswith winter warmers. Customers are Christmasshopping and we have had lots of pre-orders.Stocking fillers have been flying out.

Have you increased your product offer? —As always, during the run-up to Christmas, weincreased our toy ranges. This year we have alsoexpanded our homeware section, offering awider selection of adult gifts ideas, as this wasan area that did well last year. We’ve learnt overthe years that customers like to buy all theirgifts under one roof so hopefully we haveachieved this.

Have you extended your opening hours? —Yes, we are extending opening hours on threedays of the week and, due to popular demand,we will also be extending the hours of ourchildren’s hair salon.

Are you hosting in-store events or gettinginvolved in community activities forChristmas?—As part of a traders’ association we will beparticipating in a Christmas shopping eventand promotion, which will bring on the spirit of Christmas. As an ongoing support to thelocal community, we will be donating prizes forschool winter fair raffles. We also plan to runvarious festive promotions and competitions,and intend to use social media to hostcompetitions and offer promotional discounts.

Are you feeling confident about Christmassales?—With the effort we’re putting in, we’re hoping forgreat results. We’re always looking to improvecustomer experience and welcome feedback.As always, we will do our best to support ourretailers. This year, for instance, we are offeringshort-order top-ups, providing 24-hour deliveryto help retailers with the Christmas rush.

Did you offer any pre-Christmas promotions?—We always place promotional offers in relation tothe major holidays, and have used eventsleading up to Christmas – Halloween, BonfireNight and Children in Need – to engage ourcustomers for the Christmas promotions.

Are you taking part in any community activitiesfor Christmas?—Getting involved in the community shouldalways be a main concern for businesses, but itis especially brought into focus in the run-up toChristmas. We’re working with local andnational charities, and we did a promotionaloffer for Children in Need. Recently, we alsodonated over £5,000 worth of clothing toSuhog, a Glasgow charity.

Do you value social media for business? —Social media is incredibly powerful, and wepromote offers and events through Facebookand Twitter. We constantly engage withcustomers, but feel it’s important to createcolloquial conversations to make relationshipsmore personal, and this can be done throughsocial media. We are launching a new websitebefore Christmas, so this will add to thepromotional attractions available for ourretailers and customers, too.

For more industry opinion visit cwb-online.co.uk


BELLS AND WHISTLES

Thornham, North NorfolkChildrenswear boutique Bells and Whistleslaunched online in June 2009 followed by ashop in Creake Abbey, home to an award-winning farmers’ market, as well asshops and studios, in autumn 2009.

In October 2012, the retailer moved to newstandalone premises at shopping destinationDrove Orchards, in Thornham. Located on amain coast road, the area is populated byholidaymakers and affluent second homeowners.

“Over the last three years, we have grown thebusiness steadily despite hard economic times,”says owner Kirstin Crane. “Running asuccessful website all year round alongside theshop works well in an area where sales can beaffected by seasonal trade.”

Childrenswear is available for 0-10 years frombrands such as Mini A Ture, I Love Gorgeous,Kidscase and Bobo Choses. With double thefloor space in the new shop, the gift range hasbeen extended to include more baby gifts, toysand stocking fillers in time for Christmas. www.bellsandwhistleskids.co.uk


APPLE & PIE

Hong KongThe owner of Hong Kong children’s footwearstore Apple & Pie has shown her commitment tocorrectly fitted children’s shoes by undertakingthe Society of Shoefitters course in the UK.Shamsa van Keulen, who opened the store inAugust with business partner Anita Klaus, tookthe course to help set the business aside fromits competitors by providing a fitting service.www.appleandpie.com

HERBERT & STELLA

Ilkley, West YorkshireChristine Asher opened her West Yorkshirechildren’s clothing and gift boutique in July.Alongside brands such as Mayoral, Frugi andMini Rodini, the shop stocks an eponymousown-brand line that includes personalisedartwork and hand-knitted accessories, as well as a recently launched, exclusive nurseryfurniture range. www.herbertandstella.co.uk

BRIT CHIC LAUNCH

CLOTHING RETAIL SALES BOOST

DESIGUAL REFITS LONDON FLAGSHIP

Trotters Childrenswear & Accessoriesrecently opened its sixth store, located

at Westfield London. The business,whose first shop opened 22 years ago,

marked the opening with in-storeentertainment, including face painting,

storytelling, puppetry, balloonmodeling, giveaways and competitions.

No Added Sugar celebrated the

opening of its new flagship store inNotting Hill last month. While party

entertainers performed tricks, visitorsperused No Added Sugar’s offer, with

art installations from young Britishdesigners providing inspirationalbackdrops to collections, whichincluded a new partywear range.

MY 1ST YEARS

Since its launch in 2009, My 1st Years has builta celebrity following for its personalised gifts for babies and children, with fans including Sir Elton John, Mo Farah and Dannii Minogue.In October, the site relaunched to offer its30,000 unique, monthly visitors with a morecontemporary look and a number of newfunctions. Highlights include image zoom,improved product sorting on catalogue pages,more search filters, increased social mediaintegration and a one-page checkout design.www.my1styears.com

For more retail news visit cwb-online.co.uk

November/December 2012

03: MOST WANTED CLOTHING

Launched in Los Angeles in 2010, Most WantedClothing offers street-inspired childrenswearfor boys and girls in sizes two to 14 years.Highlights include crystal-embellished T-shirtsand tracksuits, and graphics that takeinspiration from American and British culture,including British Bulldogs, dollar signs, Jubileecrowns and Mohawks. A new men’s andwomen’s line is also available. Wholesale pricesare available on request. www.mostwantedclothing.com

01: DAMSELFLY

UK label Damselfly launched in 2010, offeringluxurious and unashamedly romantic dressesfor ages two to 12 years. For a/w 13, the brand isreleasing its first wholesale range. Expect opulentfabrics and hand-worked detail combined withcontemporary structured silhouettes. Key stylesinclude an ombre-dyed, hand-cut feather dress.The a/w 13 line comprises 15 core pieces plusmatching party tights and accessories, while acapsule bridesmaid range is also available.Wholesale prices range from £40 to £200. www.damselflyboutique.co.uk

02: LA LOI

New childrenswear label La Loi has made itsdebut with a capsule collection of digitallyprinted, unisex leggings. Designed, printed andmanufactured in England, the brand caters forboys and girls aged four to eight years withstyles including a leg x-ray (pictured), smokeand fireworks, birds in flight, a cosmos, a treeand the sea. La Loi is represented in the UK by Little Icons. Wholesale prices range from£16 to £18.www.littleicons.co.uk

04: TOMAT KIDS

American label Tomat Kids launched in 2005,offering clothing for newborn to six years. Madein the US, the brand supports local businessand sweatshop-free production, and places anemphasis on graphics within its designs, all ofwhich are printed by hand using water-basedink. Tomat Kids is currently seeking UKaccounts, and can be contacted directly by UK buyers. Wholesale prices range from $12.50 to $19. www.tomatkids.com

05: LA QUEUE DU CHAT

Established in 2005, French label La Queue Du Chat is making its UK debut for a/w 13.Catering for boys and girls aged newborn to 10 years, the brand offers a broad collectionthat features daywear pieces such as dressesand blouses for girls and multi-pocket trousersand hoodies for boys. Sleepwear, includingsleepsuits and pyjamas; accessories, such asscarves, hats and booties; and underwear, arealso available. Wholesale prices range from ¤6 to ¤34. www.laqueueduchat.com

�16


Bestselling childrenswearbrands overall

Mayoral Frugi Hatley

Bestselling babywear brandsBestselling girlswear brands

Bestselling footwear brands

Bestselling gift brands Bestselling boyswear brands

01 Lelli Kelly

02 UGG

03 Start-rite

01 Mayoral 02 Frugi

03Catimini

01 KissyKissy

02 Organicsfor Kids

03 PetitBateau

01 Mayoral

02 Hatley

03 ScotchShrunk

01 Bigjigs

02 Bam Bam

03Le Toy Van

“HOW ETHICAL A CHOICE ISUK MANUFACTURING”

MICHAEL SPENLEY

Michael Spenley is head of corporate responsibility at online andhome shopping retailer Shop Direct Group (SDG). The Group hasannual sales of over £1.7bn and serves more than five millioncustomers. It has around 200 suppliers of own-brand clothing andfootwear globally, with 400 factories, five of which are UK-based. —Michael Spenley shared the realities of production in both the UK andin developing countries. “The ethical debate goes something like this,”he began. “UK manufacturing is good, offshore manufacturing isbad. But is this view misguided?” Spenley revealed that SDG wouldlike to produce more in the UK, but cannot find enough factories whomeet its ethical standards and can work with its prices and minimumson styles, with currently only five out of its 400 factories based in theUK. “We are a business, not a charity, and must deal with our UKsuppliers on a level playing field with our options globally,” heexplained. Spenley stressed that contrary to public perception,developing countries – in particular China – have seen vastimprovements in health, safety and better wages for its workers, while“sweatshop Britain” is also a sad reality, listing a number of examplesof these “ugly ducklings”. “There are certainly lots of factories outthere, but most are too small to fulfil our orders, unless they clubtogether with unauthorised ‘hidden’ sub-contractors, where manyworkers are on temporary contracts or self-employed without access tosick pay, holiday pay or benefits, resultingin transparency issues around permissionto work in the UK as well as factors suchas minimum wages, hours and so on,” heexplained. Spenley concluded by sayingthat UK manufacturing offers lots ofopportunities, but the suppliers’ costs arehigh and margins are narrow and, wherethere are narrow margins, there areshortcuts and risks. “We are hopeful for aresurgence to the UK, but we are alsorealistic,” he said. “I feel we probably needto give it a few years before we can thinkof England as the manufacturingsuperpower it once was.”


“WE MUST NURTURE OUR DESIGN TALENT”

KATIE GREENYER

Katie Greenyer is creative director of fashion designer andmanufacturer Red or Dead, owned by UK British brandmanagement company Pentland. She also heads the group’s centralstyle, product and innovation team and is a Pentland ambassador,regularly speaking at design conferences and colleges. —The woman who famously staked Red or Dead founder WayneHemingway in the late 80s to land freelance work is now creativedirector of the quintessentially British brand, which was acquiredby Pentland in 1996. She opened the conference with acharacteristically passionate and patriotic presentation on allthings British-made, while fast-tracking delegates through hermeteoric career in fashion, which was founded on a lifelongpassion for print and colour, having worked with the likes ofChristian Lacroix, Vivienne Westwood, Next, Jigsaw, PaulCostelloe, French Connection and Dr Martins. She explained thatin a bid to constantly refresh its creative edge, Pentland, thebiggest employer of designers in the UK, has set up the DesignPool, where “we nurture the best design talent in the world.” TheDesign Pool gives outstanding design graduates 11 months’ work,an £18,000 salary and an opportunity to apply their talent tocommercial products. Greenyer enthused, “I am proud to be froma British family company... a British business paying British taxes!”

production. Holloway highlightedthe lack of specialist training andskills, and passionately urged theindustry to do more to rectify thesituation. “There are a number ofbarriers in UK production, suchas a lack of specialist trainingand skills,” she said. “Ourworkforce is from Europeancountries such as Poland, Hungary and Bulgaria. Our own,domestic workforce in these fields is ageing – our machinistsaverage at age 45. We have a patchy infrastructure, becausethere is no concerted effort to work as one for the good ofmanufacturing. The perception generally is that manufacturingis not sexy; everyone wants to be a designer, but what about theproduction skills behind it? We need to make manufacturingsexy again!” she demanded, and offered a number of solutions.“Yes, there is price pressure, but we can compete on large runs.”

JENNY HOLLOWAY

Jenny Holloway is the founder of Fashion Enter, a not-for-profit industry organisation that offers support,mentoring, professional advice and exposure to talented young designers and manufacturers. Among Fashion Enter’sportfolio of services is resource website FashionCapital.co.uk,the Profile Fashion Event and The Showroom, a platform foryoung designers. —Holloway put forward the case for apprenticeships and trainingschemes, offering a new generation of designers – butespecially production and manufacturing professions – amuch-needed break into the industry. Holloway talked about herown experiences, having set up – with support from onlineretailer Asos – The Factory, a 4,500 sq ft production unit inHaringey that employs 34 people and produces up to 5,000garment units per week for clients such as Asos, John Lewis,Oasis, Lipsy and smaller emerging London designers. A morerecent addition is The Fashion Studio, based at the KnowledgeDock at the UEL campus, which is also the home of the Fashionand Textile Apprenticeship Programme, and gives over 40 newdesigners facilities for toiles, patterns and short-run


“MAKING MANUFACTURING SEXY AGAIN”

“VOLUME PRODUCTION IN THEUK IS POSSIBLE”

SANGITA KHAN

Sangita Khan is the founder of Buff Clothing, a UK manufacturerproducing volume garments for the likes of Next, River Island andMatalan in its factory in Leicester, as well as its own capsulecollection, Buff Clothing. —In her speech, Sangita Khan focused on the feasibility of volumeproduction in the UK, and passionately put forward the case that“Yes, it can be done. It is being done but, unfortunately, notenough.” Khan used her own company’s example of producing forbig high street names, and listed six reasons why other companiesshould follow suit and start producing in the UK. Firstly, lead timesare quicker when producing in the UK with speedier lead times,from concept and design to production and delivery, as companiescan hold fabric and react quickly to different style requirements inthe same fabric. Secondly, UK manufacturers can react to emergingtrends quicker. Thirdly, Khan suggested that by dealing with UKdesigners and manufacturers, communication is much morestreamlined and slicker. Fourthly, Khan looked at bestsellers andhow UK manufacturing enables immediate and reactive productionon repeats. As the fifth reason for moving to UK suppliers, Khanquoted a rise in consumer interestin UK-produced goods. “Made inthe UK is increasingly associatedwith quality, as well as a sign thatwe value the society in which welive, and the idea of it beinghome-grown is ever-moreimportant,” she said. Finally, Khanhighlighted the value that revivingUK manufacturing would bring tothe society as a whole, creatingmore jobs and allowing the clothingindustry to thrive once more.

“ASPIRE TO BEING THE BEST TO SECUREFUTURE OF UK MANUFACTURING”

JAMES DRACUP

James Dracup is group managing director of Scottish knitwear brandJohnstons of Elgin. With over 700 employees, the privately held companyis one of the largest independent employers in Elgin since the mid-1800s,operating a knitting plant in Hawick and a weaving plant in Elgin. —James Dracup spoke about the rich heritage of Johnstons of Elgin andthe Made in Scotland attribute that defines what the company does andstands for. He acknowledged that this year has been one of the mostchallenging in recent times, but asserted through a number of reasonswhy the company is looking to the future with cautious optimism. Crucialto this is “customer” and “market” which, as he stressed, “are theheartbeat of our business”, exporting to over 40 countries around theworld. Dracup explained that Johnstons of Elgin is investing heavily inproduct design and innovation, responding to the expectations of theluxury consumer and creating “a need to buy” with new compositions,colours, textures and aesthetics. He urged delegates to “only aspire tomake the best”, and not look for volume per se, but for quality ofproduction. “While it’s true that textile manufacturing in the UK hasreached a dangerously small size, it is no coincidence that those whosurvive and prosper have a commitment to craft quality and bespokemanufacture,” he highlighted, adding that production flexibility is acrucial element in the company’s considerations, as run sizes are gettingsmaller and speed to market is accelerating. “This production flexibilitycomes only with enormous commitment to capital investment in plant,people, systems and facilities,” he said. “Every year, we investcontinuously back into our business.” Dracup finished by saying there isa future for textile manufacturing in the UK “for businesses that basetheir proposition on excellence of product, invest in design and capitalprojects, operate in niche markets, employ bright young people, giveexcellence of service and look to the world for their markets.”

Derhy Kidssummer 2013

[email protected]

www.derhy-kids.com


LAURA TURNER: Whatdoes Harrods’ newchildrenswear floor offer? TORLY GRIMSHAWE: On completion, it will beexpanded to over 66,000 sqft to create one of the largestdestinations for mini fashionin the world. It willencompass 11 rooms,housing all things for totsthrough to tweens. Theredevelopment is takingplace in stages. We haveopened two new JuniorCollections rooms [for 10-16

years], as well as Children’s Essential, includingnightwear, underwear and shoes, Maternity andthe Baby Shop. The Baby Shop offerseverything required to start family life with anarray of beautiful clothing and accessoriesavailable, while the nursery furniture room hasinterior products and the latest technicallyadvanced pushchairs, high chairs and babybouncers. There are two more Children’sDesigner rooms [for 2-10 years] opening priorto Christmas, and the final one will becompleted in January 2013.

LT: Why has Harrods chosen now to expand itschildrenswear department? TG: Childrenswear is an area of growth for thestore. These exciting developments will see asizeable growth in space for the area andconsiderable expansion opportunities acrossmany product categories so we can continue toincrease our offering of beautifully craftedchildrenswear of the highest quality. In recentyears, we have seen an emergence inprominent fashion houses expanding theirranges and creating children’s clothing.Customers have responded to this and areincreasingly investing in key seasonal piecesand buying into the high fashion trend-leditems that feature fabrics from many of theadult mainline ready-to-wear collections. Wealso wanted to create an environment that isreflective of our chic womenswear andmenswear fashion floors, allowing ourcustomers to experience luxurious surroundingswhile shopping for childrenswear, too.

LT: What is the design theme and layout of the floor? TG: The environment has been transformed toan elegant neutral colour palette with oakflooring throughout. Contemporary fixtures


have been used in an array of colours, rangingfrom pastels in Baby, primaries in Childrenswearand brights in Junior, together with colourfulmannequins to continue the element of fun.

LT: How will the new floor allow Harrods tobroaden its children’s offer? TG: The expansion will allow the depth of ouroffering to be increased across key areas. Theseinclude Junior Collections [10-16 years], whichhas expanded to two dedicated rooms fortweens with new branded boutiques for a hostof our key labels including Gucci, Burberry, PaulSmith, Hugo Boss, Ralph Lauren and Armani.We have also introduced Zadig and Voltaire tothe brand mix. To celebrate the launch of JuniorCollections, we have partnered with Stardoll, theworld’s largest online fashion and dress-upgames community for girls, where memberscan create their own MeDoll avatar to virtually goshopping and dress up. It’s been exciting topartner with Stardoll in a department store andcreate an exclusive virtual online boutique thatshowcases a host of leading brands from ournew Junior Collections room. It’s a uniqueinteractive experience that is opening the doorsof Harrods to a new generation of fashion-lovers.

LT: How would you describe the children’sfashion selection in terms of product and brand mix? TG: Harrods offers an extensive selection ofchildrenswear, from birth to teens, and thissignificant development means we will becomean unrivalled destination, bringing together themost premium designer brands available. Eachseason, our buyers will handpick exclusive keypieces from the collections to be housed in thisluxurious environment.

LT: How is the children’s fashion presented? TG: The flow of the floor has been realigned toensure there is synergy in age ranges, making

it easy for the customer to shop. For example,entering the department at door five, whereMaternity is situated, the walkway leads on toBaby Shop and Nursery, then to thechildrenswear rooms for 2-10 years, which aregrouped together, and Junior Collections sitsalongside Children’s Essentials and Nightwear.

LT: What does Harrods look for in thechildrenswear brands it stocks? TG: We constantly look at our customer andmarket in an effort to meet and exceedexpectations. We look for the best andendeavour to offer it at Harrods. The key thingswe look out for with products are; a point ofdifference; great heritage or craftsmanship;strong visual appeal; and, of course, acommercial slant.

LT: What do you think are some of the keytrends for a/w 12?TG: Each season, elements and trends from the mainline men’s and women’s designercollections are important. Designersincreasingly create “grown-up” catwalkcollections in their childrenswear ranges, andmany incorporate similar styles, fabrics anddesign details, such as signature leopard print

from Cavalli; multi-colour knits by Missoni;miniature tunic tops and dresses from Chloe;multi-colour signature stripes from SoniaRykiel; and the most stunning exclusive sequinparty dress from Dolce & Gabbana. We alsohave an exclusive collaboration with Disney thisChristmas, and we have created limited-editionCinderella slippers.

LT: Has Harrods introduced any newchildrenswear brands for a/w 12? TG: Marni’s adorable childrenswear has arrivedat Harrods this season. Block colour dressesand printed knitwear perfectly embody the funspirit of the brand. We are also excited to seethe development and growth of collections forLanvin and Fendi, as well as the strength ofChloe. In Junior Collections, for a youngercontemporary feel, we have added Converse,Levi’s and Vans.

LT: Can we expect anything new and excitingfor s/s 13? TG: We are adding some great new brands,including Kate Mack and Paz Rodriguez forBaby Shop; the much anticipated collectionfrom Oscar de la Renta in the DesignerChildrenswear area; as well as swim brandsMelissa Odabash, Babiators and Paul & Shark.

LT: Does Harrods have any further plans for itschildren’s fashion offer? TG: We are continually reviewing our productoffering, and are planning to extend many ofthe designer ranges we currently buy into, withmore space to showcase collections indedicated boutiques. We are also excited aboutopening a new boutique for Bonpoint, andadding to our selection of nursery furniture tooffer more special furniture room sets.Constant innovation and identifying new trendsis key to differentiating Harrods andhighlighting our diverse mix of product.

4ff by 4funkyflavours is a fun funky brandfrom The Netherlands that offers cool kidsclothes with a 70’s feeling.Tel: +31 402 180 567Email: [email protected]

gravel+grass create understated clothing forgirls aged 2-10. Their UK manufacturedcollection comprises timeless dresses andknitwear with the emphasis on simple luxuryand classic shapes.Tel: +44 7771 708 789Email: [email protected]

A decade of Darcy Brown....born and raisedin London with over 10 years of dressingchildren in quintessentially British Design,Darcy Brown has come to be recognised as abrand that parents can trust to let theirchildren be children.Tel: 01672 838069Email: [email protected],co.uk/trade

Baby bathroom essentials and beautiful giftsets - Goodness you can Trust.Give parents the choice of organic purity bystocking Green People’s pure and gentlecertified organic baby products! New “HelloBaby” gift sets for boys, girls and surprises! Tel: 01403 740350Email: [email protected]

Bam Bam-Wonderful classic baby gifts with acontemporary twist. All items are beautifullypackaged be it for a Christening or thatspecial first gift.For further details please contact:Tel: 44(0)1442 248103Email: [email protected]

Chipmunks is a collection of fun, fashionableand durable infants shoes, specially designedto look after those precious little feet.Our exciting AW13 range showcases fun,colourful footwear, available in sizes 4-12.Tel: 01925 710110www.chipmunksfootwear.co.uk

The Best Childrenswear on the Planet.It’s as simple as that.

Tel: 01326 558462Email: [email protected]

Emile-et-Rose is the perfect collection ofoutfits for babies, gift packed andaccessorised. In stunning quality, modernfabrics combine with traditional colours anddetail. Autumn’s highlights include beautifulknitted outerwear.Tel: 01509 881300Email: [email protected]

Moccis - the perfect solution for an indoorshoe. The skid proof leather sole preventsfrom slipping, and double elastics at theankle keeps them on. The best part: they aremachine washable!Tel: +44 (0) 333 577 7500Email: [email protected] www.moccis.co.uk

The 2013 Beach & Swimwear range isavailable for immediate delivery. Thistraditional British nautical range includestowelling tops, swimwear, board shorts, babydesigns and UPF50+ rash vests, shorts andsuits. From Baby sizes to Age 12 years.Tel: +44 (0) 1442 289898Email: [email protected] www.travis.co.uk

ilovegorgeous design beautiful, vintage-inspired, clothes and accessories for girlsfrom 0 to 13 years. The signature is classic,flattering silhouettes made interesting withthe use of gorgeous fabrics, vintage trimsand pretty embroidery.Tel: 01748 822055Email: [email protected]

This amazing Layette Collection in 100%pure Pima Cotton can be found in all of thefinest stores around the world. Exquisite handembroideries and wonderful fun colours andprints.Tel: 44(0)1442 248103Email: [email protected]

Immink baby and childrens wear is made inEngland from the softest organic cotton.Gorgeous clothes that children love to wear, aversatile and home-grown wardrobe totreasure.Tel: 01328853458Email: [email protected]

Planet-friendly kit. Soft organic fabrics.Beautiful colours and prints. Relaxed styles.Thoughtful details. Brought to life withpassion and care by the sea in Dorset.Kite Kids 2-11 years and Kite Baby 0-3 years.Tel: +44 (0)1202 733222Email: [email protected]

Visually stunning, hand printed suede solemini shoes for babies & unisex lo-rise Welliesfor infants, limited edition exclusive design,inclusive price. All with re-usable packaging.Short lead times.Tel: 07941089702Email: [email protected]

The LuxeDesAnges S/S 13 and W/14 'stheme is modern, romantic and vintageinspired. Designed and produced in France,LuxeDesAnges is minimalist and spiritual inevery way. Created for girls from age 8 to 18.Tel: 0033 6 75 23 09 38Email: [email protected]/luxedesanges

Pigeon Kids (2-8 years) presents it’s secondorganic collection. Alongside Organics forKids (0-3 years) the two ranges offer originalprints and classic styling, all purely organicand mainly made in the UK.Tel: +44 (0) 1865 379230Email: [email protected]

Slugs & Snails, the original boys tightscompany launched in 2011 and hasintroduced little boys from 0-4 years to theworld of super soft, flexible and funky tights.Tel: 00353867338107Email: [email protected]

120 years of passion for quality, childhood,innovation and colours.Steering its own path through current trends,the famous French fashion house hasmanaged to create edgy but timelessclothing. And all in softness…Tel: 02074625770Email: [email protected]

Rockabye-Baby was established in 2006 as alabel that wanted to offer an alternative to themainstream cute of baby clothes. Inspired bymusic they stand for fun, fashion, andattitude. Go see for yourself!Tel: 07982 307926 / 01442 382571Email: [email protected]

COPENHAGEN INTERNATIONAL FASHION FAIR

PRESENTING FALL / WINTER 2013–14

CIFF KIDS SHOW IN COLLABORATION WITH COVER KIDS

CIFF.DK


KLEINE FABRIEK:13-14 JANUARY

Amsterdam RAI, Hall 8, AmsterdamKleine Fabriek returns this season, offering ahost of child-related product, from clothing,footwear and accessories to interior products,toys and gifts.

This season, the show is expecting around 250exhibitors with signings including Aden + Anais,Anne-Claire Petit, Bengh per Principesse,Catimini, Derhy Kids, Desigual, DumplingDynasty, Ej Sikke Lej, Falke, Kidscase, Mayoral,Noppies, Oilily, Petit Louie, Room Seven,Tommy Hilfiger Kids and Wild.

To assist visitors in finding the products theyrequire, Kleine Fabriek has four destinationareas, each presenting brands determined bylifestyle, image and distribution. The zonescomprise Object+, to showcase toys, bed linen,furniture and interior accessories; Star, forclothing and footwear brands with a distinctivehandwriting; Industry, the area for on-trend,fast-fashion collections for kids and teens; andBlueprint, which plays host to collections with astrong emphasis on jeans. New for a/w 13across all areas of the show is Space Only,which will allow a selection of exhibiting labels– both large and small – to create their ownbrand experience and look.

Additionally, to complement the fixed areas and further fine-tune product segregation,Kleine Fabriek will present a new handpicked,selection of inspiring start-up brands in a pre-engineered installation.

The show is expecting around 4,500 visitors –mainly European – with around 25 per cent ofvisitors travelling to Kleine Fabriek from outsideThe Netherlands. www.kleinefabriek.nl


TOP DRAWER:13-15 JANUARY

Earls Court One, LondonAmid Top Drawer’s design-led gift offer is achildren’s area, featuring toys, games,accessories and childrenswear. Brandsexhibiting include Bob + Blossom, Best Years,Nook Nook, Bonnie Baby, Powell Craft, Mibo,Olive & Moss, White Rabbit and Natures Purest.

Points of interest for visitors this season includethe return of the event’s co-located sister show,Home, which launched alongside Top Drawer inJanuary 2012. Located at Earls Court, theexhibition will provide visitors with homewareand interior accessories.

PLAYTIME PARIS:26-28 JANUARY

Parc Floral de Paris, L’Espace Evénements,Paris Presenting its 13th edition for a/w 13, PlaytimeParis provides an offering that ranges fromchildrenswear, maternitywear, footwear andaccessories through to homeware, gifts andnursery product. The forthcoming show isexpected to attract around 6,500 visitors, witharound 60 per cent of that figure being fromFrance and the remaining primarily from Europe.

The theme of this season’s show is the notionof space, which will be depicted through specialevents, exhibitions and four trend spaces.Playing host to around 370 exhibitors and 400brands, Playtime Paris will showcase a numberof new signings, including Beatrix New York,Doré Doré, Le Big, Hartford, Moccis, NixieClothing, Småfolk and Starchild. This seasonwill also feature the event’s largestScandinavian offering, with more than 35brands set to exhibit, as well as an increase offootwear, accessories and homeware.

Other highlights for a/w 13 include a specialexhibition called Play With Design. Open to thegeneral public, it will reflect on the universe ofchildren’s design, exemplified by 10 uniqueobjects by 10 well-known designers.

Playtime Paris has also made improvements toenhance visitor experience and, based onfeedback, has introduced more shuttle busesfrom the metro station to the event, a fasterregistration service and further discounted hoteldeals for those requiring accommodation. www.playtimeparis.com

Other highlights and developments this season include Spotted, the curated designerarea of the event that showcases exhibitors who have never been seen at any other tradeshows; a/w 13 trend insights across all product sectors, supplied by the show’s trendpartner and dedicated home and interiors trend agency, Trend Bible; a free businessadvice seminar programme; clearer signage to aid visitor navigation around the show; andthe development of a new Top Drawer app, which will be available to users prior to the event. www.topdrawer.co.uk


CHILDREN’S CLUB

TOY FAIR

FIMI

PITTI BIMBO:17-19 JANUARY

Fortezza da Basso, Florence, Italy Pitti Bimbo is the global reference trade fair forthe childrenswear sector, spanning the biggestnames in children’s fashion through to new,independent labels and everything in between.

The theme of the exhibition’s 76th show is Pitti Bookswear Mania which, as it sounds,focuses on books; everything from therelationship between literature and fashionthrough to books featuring within innovativebackdrops throughout the fair. “Pitti BookswearMania is the passion for reading books that fuelsthe world of fashion, and that fashion stimulatesin turn,” says Agostino Poletto, deputy generalmanager of Pitti Immagine. “In January, bookswill be the leading players in the settings,installations and projects at Pitti Bimbo.”

Key new and returning names to watch out forthis season include Avirex, Bonpoint, CarlaPerretti, Cacharel, Gi’n’Gi, Herno, Jungera,Liberty London, Marc O’Polo, New Balance andQuis Quis Designed by Stefano Cavalleri. Thereare new names to look out for in the show’s Pop Up Stores area, too, such as Alto Milano,Blui, Carla Perretti, I Remigini, JT Luxury, Ki et La and Ro, and Twin-set Girl.

Also, don’t miss the fresh design and layout ofthe show’s New View area, which includes theaddition of Alternative Set, a concept involving aselection of independent brands creatingtemporary installations and events. New Viewwill also play host to the collections of thefinalists in Pitti Bimbo’s competition Who is onNext? Bimbo, dedicated to new talent inchildren’s fashion.

As always, there will be an impressive offeringof runway shows, events and performances inand around the show, details on which can befound on the exhibition’s website.

Finally, this edition of Pitti Bimbo will also markthe launch of Baby Fashion, the first web TVchannel dedicated to the world of kids’ fashion,which can be found at www.babyfashion.it. www.pittimmagine.com


BUBBLE LONDON:27-28 JANUARY

The Business Design Centre, Islington, LondonTaking place on 27-28 January at the BusinessDesign Centre in Islington, Bubble London isthe leading UK trade fair for children’s fashion.The event provides a stimulating environmentby which to encourage retailers to inject newenergy into their businesses, and it does this ina variety of ways, from offering new brands andcollections through to providing retailers withinspiring ways to develop their stores andconnect with customers.

Continuing to evolve season-on-season, the a/w 13 edition is set to be the most dynamic todate, with a combination of new visuals, acontemporary new look for certain areas of theshow and improved stand build helping toprovide an altogether fresher feel to the event.

With this in mind, visitor highlights this seasoninclude the launch of Nest. This new category inthe exhibition will showcase brands selected fortheir individuality and fresh approach, offeringbuyers an edited gathering of original andenticing product. New labels to Bubble Londonthat will be located in Nest include Dis UneCouleur, Gravel + Grass, La Queue Du Chat,Quack Quack Moo, Luxe Des Anges, Bluebird,Blooming Baby Showers, Marquise De Labordeand Time Machine.

Additionally, the show’s Bubble GUM section isexpanding for a/w 13, providing buyers with aneven more varied selection of brands andproduct. There will also be an overview of thekey a/w 13 trends and colours available from theevent’s trend partner Stylesight and the returnof the Look Who’s Talking free businessseminar programme.

With regard to the show’s brand line-up, visitorscan expect to see over 250 collections on offer.Debuting brands to be seen across the show

include Billieblush, Timberland, Roxy,Quiksilver, Falke, Auraley, Mijn, Cuquito, AlmaLlenas, Belle Enfant, Little Blue Zebra, Herschel,Leopold & Livia, Amore Di Mamma, Froy &Dind, Question Everything, Ruff and Huddle,Slugs & Snails, Gigi & Co and Lucy Moose.

As always, the show will provide a happymedium between the creative and thecommercial. Therefore, alongside theaforementioned new signings and small,cutting-edge labels, there will be a host ofestablished returns including Agatha Ruiz de laPrada, Bonnie Baby, Derhy Kids, Hucklebones,Il Gufo, I love Gorgeous, Mayoral, Mini A Ture,Molo, No Added Sugar, Petit Bateau, RachelRiley, Silvian Heach Kids and Tutto Piccolo.

The show will also assist buyers specificallyseeking British designed and manufacturedgoods through its Homegrown initiative which,having successfully launched last season,places a spotlight on British manufacturedlabels.

To encourage communication between the show and its visitors, Bubble London is looking at introducing a facility called theBubble Hub for January 2013. The Hub willprovide a designated area for buyers to gaininformation about specific brands and products at the exhibition and to give feedbackon their experience.

Finally, the post-show drinks event will make its

return this season, providing an idealopportunity for buyers and exhibitors to gettogether with the teams behind Bubble Londonand the show’s official media partner, CWBmagazine, to network and relax after the firstday of trading. www.bubblelondon.com


SPRING FAIR

PURE JUNIOR

HARROGATE NURSERY FAIR

CIFF KIDS:31 JANUARY – 3 FEBRUARY

Center Boulevard 5, Copenhagen A/w 13 will see the 40th edition of theCopenhagen International Fashion Fair (CIFF),catering for the childrenswear, womenswear,menswear, jewellery and footwear sectors. Still the largest fashion fair in Northern Europe, the show in its entirety covers over40,000 sq m and is expected to attract around 35,000-40,000 visitors over the four-day event.

Last season, CIFF unveiled a new visual identityalongside a range of new services, with the aimfor a/w 13 to build on this success. Theexhibition’s focus is on creating an improvedspace, more logical integration and anenhanced overall experience for exhibitors,buyers, press and visitors alike.

From the centrally located Bella Centre, CIFF’schildrenswear show, CIFF Kids, provides thelatest trends in childrenswear, footwear andaccessories for babies through to teens.

Featuring a line-up of around 300 children’sbrands, new signings to watch out for this seasoninclude Petit by Sofie Schnoor, Zebra, LegoWear, Petit Nord, Bock Cph, Danefæ, CaramelBaby & Child, IKKS, Guess Kids, Leopold &Livia, Noa Noa Miniature, Green Cotton, Reimaand Garcia jeans. Other key names showing for

a/w 13 include Aya Naya, Me Too, Mim-Pi,Nono, Paul Frank, Racoon and Ticket to Heaven.

The theme for CIFF Kids this edition is TimeTravel, which will be depicted in the CIFF Kidsmagazine, throughout the exhibition’s variousinspiration areas and via the CIFF Kids trendshow. The trend show takes place daily during thefair, with Noa Noa Miniature and Petit by SofieSchnoor also hosting their own fashion shows.

For a/w 13, visitors will notice CIFF Kids is

placing particular focus on the teen segmentand its new talent area. There will also be newinspiration areas created by Papier Mache – anonline children’s magazine that now alsoproduces bi-annual print publications – andHelle Høgsbro, owner of Danish childrenswearstore Creme de la Creme a la Edgar.

Visitors can follow CIFF KIDS on Facebook,Twitter, Pinterest, Instagram and via its website.www.ciff.dk


MODA FOOTWEAR:17-19 FEBRUARY

NEC, BirminghamModa Footwear is the UK’s largest and busiestfootwear exhibition, showcasing the latest linesfrom more than 400 brands across six keyproduct zones, including children’s footwear.

This season, the event welcomes a host ofexhibitors offering children’s footwear,including Agatha Ruiz De La Prada, Angulus,Biomechanics, Chipmunks, Danco, Froddo,Grace Shoes, Gumbies, Lelli Kelly, Noel,Pediped, Pepino, Petasil, Pineapple, Primigi,Richter, Ricosta, She's Best, Skechers, Superfit,William Lamb, XTI Kids and Vivobarefoot Kids.

As well as viewing the latest children’s footwearcollections, buyers can also take advantage ofModa’s seminar programme, featuringhandpicked industry experts offering free,practical business advice. Seminars take placedaily at the catwalk theatre located next to Moda Footwear in Hall 20.

Other events of interest include the annualFootwear Industry Awards, held on the firstnight of Moda Footwear on Sunday 17 Februaryat the National Motorcycle Museum inBirmingham. Organised in association with theBritish Footwear Association (BFA), IndependentFootwear Retailers Association (IFRA), The Society of Shoe Fitters and Footwear Today,the awards encourage nominations from thefootwear industry for either companies orindividuals in each of the relevant categories.Nomination forms can be found atwww.footwearindustryawards.com. www.moda-uk.co.uk LELLI KELLY

FRODDO

LITTLE BARCELONA:3-4 FEBRUARY

Disseny HUB, BarcelonaLittle Barcelona returns for its third edition thisa/w, offering a mix of children’s clothing,accessories, footwear, toys and books.

Hosted at a different venue each season, theupcoming event will be set in the recentlyopened Disseny HUB building, which is amerger between a museum, a reference centreand a laboratory for the design world. LittleBarcelona opts to be small and select, and capsits exhibitors at around 75-80.

Although catering mainly for Spanish visitors,the show is increasingly attracting internationalbuyers with the objective of consolidating theexhibition as a fixture on the internationalchildrenswear calendar and developing theLittle Barcelona brand. Other highlights includetrend spaces, photo shoots and workshops.www.littlebarcelona.com


PLAYTIME NEW YORK:9-11 MARCH

Saint John’s Center, New YorkThis season, Playtime New York is moving to anew venue to better accommodate its growingnumber of exhibitors and buyers. Now hostedfrom Saint John’s Centre, the show will providevisitors with a larger offering of childrenswear,footwear, accessories, homeware and gifts.

Presenting around 90 exhibitors andshowcasing around 110 brands, the show’s a/w 13 brand list includes Atsuyo et Akiko,Beetroot, Bensimon, Boy + Girl, Grass &Clovers, Ode, Rayil, Wovenplay and Zuzii.

Attracting mainly American buyers, visitorfigures are expected to exceed 1,500. www.playtimenewyork.com

PLAYTIME TOKYO:19-21 FEBRUARY

Belle Salle Shibuya Garden, Tokyo, JapanPlaytime Tokyo offers a mix of footwear,childrenswear, maternitywear, accessories, homedecoration, gifts and baby product. For a/w 13,the event will present around 90 exhibitors. InJapan, agents represent multiple brands, withthe number of labels this season being around170. Playtime Tokyo caters primarily to Atlanticbuyers, mainly from Japan, as well as thosefrom South Korea, China, Taiwan and Australia. www.playtimetokyo.com

INDEPENDENT KIDS:17-18 FEBRUARY

Cranmore Park, SolihullIndependent Kids specialises in children’s fashionand occasionwear from newborn to 16 years aswell as babywear and gifts. The a/w 13 edition ofthe show will present around 60 exhibitors and80 collections and is expected to attract around500 visitors, primarily from the UK, but alsoMalta, Spain Libya, Germany and South Africa.

New signings to watch out for this seasoninclude Name It, 3 Pommes, Levi’s andAbsorba. Key returns, meanwhile, includeMayoral, Frugi, Kite Kids, Pretty Originals, Darcy Brown, Coco, Little Darlings, Best Years,Finest for Baby, Brecrest and Uttam.

Entry to the show is free and visitors are offeredcomplimentary lunch and refreshments. Forupdates in the run-up to the exhibition, followIndependent Kids on Twitter @IndiKidsShow.www.independentkids.co.uk3 POMMES NAME IT

Eskimo EPOS is the intuitive multi-channel, stockcontrol retail solution suitable for single or multi-store organisations in most retail sectorsincluding Clothing, Toys, Gifts.

• Eskimo is an in-house developed retail solution

• 10 years experience

• UK wide customer base

Call Gary Dyett on01202 477111Email: [email protected]

@EskimoEPOS

PEBBLE£6.80, 01327 262189

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TOBY TIGERFrom £7.50,

01903 766777—

ELLA & OTTO£5.50, 020 8245 0458

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MINNIE’S MACAROONFrom £4.20, 01535 664494

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INDIKIDUAL £12, 07882 178873

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BLADE & ROSE£6.50,

07920 752260—

For more stock ideas visit cwb-online.co.uk


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04: FLEECE MITTENSBearhands From £507739 998521

02: MICROWAVABLE TOYS THATRELEASE A LAVENDER AROMASocky Dolls £5.1001933 679777

05: FOLD-AND-SLOT CARDBOARDPIRATE FORTRESSCalafant £8.2501628 200077

03: LE SAC IGLOO FOOTMUFF 7 A.M. Enfant From £440844 824 6685

06: MAKE YOUR OWN SNOWGLOBE KITSeedling£701628 200077

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44:News

46:OpinionHow schoolwear companies can utilisesocial media for business

47:Stock:Socks and tights

48:Taking stockEpos and stock management forschoolwear independents

TRUTEX


Plus-size schoolwear and childrenswear retailerSturdy Kids is expanding into manufacturingfollowing customer demand for its niche offer.

Having secured a range of schoolwear in taller andplus sizes, the retailer is expanding its casualchildrenswear offer. However, with nothing availablethrough regular suppliers, company MD VanessaFowler has partnered with a UK manufacturer toproduce Sturdy Kids’ own range. “It was a bigdecision to go down the manufacturing route, butI’m confident we’re well-placed to develop rangesfor this market,” she says.

John Lewis has introduced biodegradable polythenepackaging to some of its ranges, includingschoolwear, as part of an initiative to reduce itsenvironmental impact. The packaging contains anadditive that encourages micro-organisms in thesoil to break the material down within 15 years,compared to conventional plastic bags that cantake centuries to biodegrade in landfill sites.

“Our new bags are designed to make it easier forour customers to dispose of polythene bags in amore environmentally sustainable way, helping toreduce our overall impact as a business,” saysMark Gallen, John Lewis’ packaging design andproduction manager.

Schoolwear supplier Trutex has launched a mobileoptimised version of its website, www.trutex.com,to make ordering easier and faster for itscustomers. The development means that whenvisitors view the website from a mobile device,some of the pages are simplified, with only themost important information displayed. It alsoallows users to check stock, add items to basketand access account information from theconvenience of a smartphone.

Additionally, QR codes – Quick Response codes –in Trutex’s 2013 brochure enable customers toquickly check stock levels with a smartphone. Byscanning the QR code for the product they want tocheck, they are instantly taken through to thatproduct page. To see stock levels, customers haveto sign into the website, but only one sign-in permonth from a mobile phone is required.

This year’s annual Schoolwear Association (SA)fundraising evening raised £9,000 to help the SAcontinue its work on behalf of the industry and asa voice to media and political decision-makers.

Sponsored by David Luke, this year’s rock ’n’ rollthemed event took place at The MotorcycleMuseum near Solihull on Sunday 14 October,following the first day of The Schoolwear Show.Highlights from the evening included a drinksreception, a three-course meal and live musicentertainment by The Jets.

Pictured L-R: Jill Robertson of The Fashion & Textile Children’sTrust; Falcon Sportswear’s Simon Dooley; and CWB editor Laura Turner

Girlguiding UK has received a body shape analysis,new garment grading guidelines, and fit strategyfor its clothing – much of which is sold throughschool uniform retailers – from apparel fit and sizeexpert Alvanon.

Alvanon has donated a consultancy servicethrough its Alvalnsight division worth £10,000 asa contribution towards a long-term project,enabling Girlguiding UK – the UK’s largestvoluntary organisation for girls and youngwomen – to review uniform sizing for is 500,000-plus members.

“We are looking forward to working with oursuppliers to see if, and where, improvements canbe made,” says Nicola Johnson, merchandiseplanner for Girlguiding UK Trading Service. “We always want to supply comfortable uniformsthat our members are proud to wear.”


Why does Pex use social media for business?—People source information differently and willuse social media to find suppliers, companyand product reviews and general information.We had seen the success B2C sites had withFacebook, Twitter and Pinterest, and felt theywere perfect environments for us to buildrelationships with our retailers.

Which forms of social media does Pex use? —We’re committed to B2B social media, and havemade it an integral part of our growth strategy.We publish blogs when we have somethinginteresting to say; we can talk about thechildren’s wholesale industry and occasionallypromote our products. We're slowly building afollowing on Facebook and Twitter, and usethem to share product information andpromotions. We’ve recently got into Pinterest,which we love, because it’s more image-led andallows us to show off our products and sharethings we believe our customers will beinterested in.

Has social media improved Pex’s sales?—It’s difficult to ascertain which social mediaactivity has an influence on sales – peoplecome to the site through several different routesbefore making a purchase. Social media worksbest to raise brand awareness and drive trafficto our site.

Do customers expect businesses to have asocial media presence? —People expect to be able to get informationfrom their preferred media, whether that’sFacebook, Twitter, e-shots or blogging. For us,it’s a fun way of delivering information andkeeping our retailers informed.

Which forms of social media does David Luke use? —Facebook, Twitter, LinkedIn and blogs, witheach serving a different purpose. Twittermessages have very little screen time, which isgood for quick updates and getting involved inconversations, and hashtags allow you toparticipate in huge debates and expand yourgeographical reach. Facebook is better forstories and providing a build-up to events. Italso allows customers to speak directly to you,but in a public manner, to raise issues, bothpositive and negative. LinkedIn and blogs areappropriate for industry news and keeping up-to-date with new developments. Apps suchas Hootsuite make it easier for us to use socialmedia appropriately, only targeting those wewant to reach.

How does social media help business? —After seeing our online presence, it’s clearmany people look more deeply into whatproducts we sell, leading to sales enquiries andproduct feedback. It’s important companies getused to criticism and negative feedback –nobody is perfect. It’s how you handle a mistakethat’s important. It can also be used for quickmarket research.

Do customers expect businesses to have asocial media/online presence? —Yes. If you want to know about any aspect of acompany, you go online. We recently appointeda new online content coordinator and a largepart of her role is the day-to-day managementof David Luke’s online presence. In everythingwe do, we remember it’s called “social”, not“corporate”, media. People don’t want a salespitch when you speak to them, they want to getto know your business and the values it has.

Which forms of social media does Brenda’suse?—We use Twitter, Facebook, Wordpress and Flickr.We’ve dabbled with Pinterest – although it isn’tlocalised enough yet – and YouTube clips are onthe horizon. We want customers to feel part ofour business; to have an insight into the trialsand tribulations of the schoolwear trade andhow active we are in trying to improve ourbusiness, product and service for ourcustomers’ needs.

How has social media directly helped your business?—Many of our customers have come in-store dueto news on our Twitter and Facebook feeds; it’sa fantastic way to notify customers of newproducts, re-stocks and promotions. We’ve alsomade some great contacts in the trade and hadenquiries from new schools. We follow the well-known names and like to retweet and postnews “from the horse’s mouth” to ourcustomers and schools. Our Wordpress blog issomething we’ve enjoyed this year; it’s fantasticto have an outlet to let parents and schoolsknow what’s going on behind the scenes andwhat we have coming up. It’s also a great placeto (politely) vent some of our frustrations.

Do customers expect businesses to have asocial media presence nowadays? —Most definitely; social marketing is 21st centuryword-of-mouth. You can’t beat someone“liking” your business on Facebook and theirfriends seeing it’s worth a personalrecommendation. It’s amazing how quicklythese things can grow with a few Facebookposts and Tweets; it takes on a life of its own aslong as you keep content coming.

For more on how social media can be used for business see Trutex’s marketing manager, Daniel Tomlinson’s article at cwb-online.co.uk


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04: MAGICFIT£3.36 for a pack of three pairs0116 277 9789

02: COUNTRY KIDS£3.95 per pair01883 740066

05: PEX£15.30 for a pack of six0116 286 1616

03: DOBOTEX £3 for a pack of two pairs01942 272881

06: TYKES TIGHTSFrom £2.99 per pair01502 501009

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Q: CAN I JUSTIFY INVESTING IN ANEPOS SYSTEM WITH ONLY A SMALLBUDGET TO SPEND?

A: “Most of our prospective customers come to usknowing they need an Epos system but are unsure ofthe benefits Epos and stock management brings to abusiness, and therefore are unable to justify the cost.Many of us don’t like change and, when you’ve beendoing something manually for so long, the thought oftrusting a computer to do the job must seem daunting.

However, there are many benefits of an Epos and stock management solution, such as faster salestransactions, stock management, real-time salesfigures, integrated card payments, reduced theft, staffrotas, customer loyalty, promotions and much more.

We listen to the needs and requirements of ourcustomers, and advise on the best solution to fit in withtheir business. We understand that one size doesn’t fitall. We offer hardware to suit the environment; flexiblepayment terms and ongoing support and training tomake sure our customers are getting the most out oftheir investment. We build strong relationships with ourcustomers and, if cash flow is an issue, we help. Wecan offer leasing, rentals and extended payment terms,so if you’re a schoolwear independent wanting anEpos/stock management solution but are worried youcan’t afford it, I assure you we can find an answer.” Sarah Herrick, sales manager, Senso Group

Q: HOW MUCH DISRUPTION WOULD INTEGRATING ANEPOS SYSTEM INTO MY SCHOOLWEAR SHOP CAUSE?

A: “Installing an Epos till and stock control system into a schoolwear storecan, for some owners, conjure up horrible thoughts about the disruptionit may cause to business. However, as with many things in life that bringchange, the reality is nowhere near as dreadful, especially if you choosean experienced and knowledgeable Epos supplier to partner with.

Prior to expecting you to commit to an order, any Epos company worth itssalt would firstly provide you with a comprehensive demonstration of its system. This enables you to make an informed decision on how thebenefits to your business stack up against the proposed cost of investment.Secondly, and equally as important, it should give in-depth detail of thewhole process involved in implementing the system. This is your chance toallay any fears about the possible disruption to your day-to-day business.

There are points to cover to help you understand and be more comfortablewith the process. Firstly, plan for the delivery of equipment. What is thelead time from received signed order? Up to two weeks is reasonable.How do you input your products onto the new system? How much manualwork is involved? This is one of the major fears we encounter. We offerour clients an import service – if they provide us with their productdatabase in Excel format, we supply the system pre-loaded with theirdata – and each garment will be allocated its own unique barcode. If yourchosen supplier doesn’t offer such a service, you’ll have to input datamanually. Eskimo has a feature that greatly reduces the effort, easilyadding multiple sizes and colours of the same product. Also, ask if thesystem comes with a barcode printer for printing the labels for your items.

The next big worry – what training do you receive? Does the packageinclude basic training on the use of the till? Does your support contractinclude ongoing training? It will be a bad investment if neither you, noryour staff, can operate the system effectively. Are there any hiddenextras? You do not want to receive your first invoice only to find the textpackage for informing your customers their goods are in for collection, is costing far more than expected.

It’s important to find out how long the supplier envisages an engineer willbe on-site to carry out the installation. Make sure you’re clear as to what itinvolves so you don’t receive any expected charges for things like networkcabling. If you’re unsure of what is required for the system to function,ask the supplier to go through it until you understand.

When you decide to invest in an Epos system, you’ll be forming apartnership with the supplier. Spend time checking out its experienceand ask for reference sites in the schoolwear industry so you can speak to those using it in the white heat of your specialised sector of retail. Timespent here will mean less disruption and more benefit to your business.When you choose the right system from a knowledgeable supplier, you’llreceive a far better return on your investment.”Simon Geraghty, managing director, Eskimo Epos (Nebula Systems)


Q: HOW CAN AN EPOS SYSTEMHELP WITH FORWARD-PLANNING?

A: “Schoolwear is one of retail’s mostseason-led sectors. It can be challenging tostock adequate quantities of a wide range ofitems in an equally wide range of sizes forthe critical buying periods in addition tomaintaining year-long “tick-over” stocklevels. Seasonality puts pressure both on theretailer’s ability to manage the supply chaineffectively and budget accordingly. Failure toforecast and get stock levels right for thosetrading peaks can have an impact that’shard to recover from.

There are also extra requirements withschoolwear retailing. Taking deposits,spreading payment plans, coping with parentsliving far away and consolidating internet salesin the system need to be essential featuresof the Epos solution you choose. The goodnews is that Epos makes it easier, morepredictable and more profitable. Regardlessof how well you know your business, only withEpos can you accurately do certain things.

For instance: • Keep stock levels right – knowing when toreplenish products and how many, analysesales by trading periods and analyse margin. • Forward planning – system-generated Eposreports reveal trading patterns that makeplanning easy, such as which products werestocked when, how they sold, which sizes ranout and which products should be introduced. • Getting pricing right – whether you’re astore owner or the buyer for a multiple group,Epos consolidates data on sales history andcompares competing products, helping youset correct pricing and protect margins in anincreasingly cut-throat market. • Managing staff – Epos guarantees staff enterprices correctly via touch buttons or scanning.Both methods speed up service, giving stafftime to talk to customers and up-sell.• Minimising fraud – an Epos system trackswhat stock should be in-store, while reportspick up anomalies such as refunds on low-value items or a till operator taking lessthan colleagues. • Upgrading payment services to contactlessand Chip and Pin – an Epos system withintegrated Chip and Pin enables you to takesecure card payments. Contactless cardsaccept purchases up to £20. Both servicesare proven to increase spend.

Epos benefits are tangible and immediate.Armed with the information needed to stockthe right products at the right time, retailerscommonly break even on their Eposinvestment in as little as six months. Paul Hudson, business developmentmanager, J2 Retail Systems

Q: AS A SCHOOLWEAR RETAILER, ARE THERE SPECIFIC DESIGNFEATURES I NEED TO LOOK FOR IN AN EPOS SYSTEM?

A: “Schoolwear retailers do need a specialist system, since they have to deal with not one,but two essential levels of product analysis. They need to view every one of their productlines as both a product summary line – ignoring individual sizes and colours – and also asa matrix/grid. A general system will normally only show each size and colour as a separateitem, so if a product has ten sizes and four colour options, the information wouldnormally only be available as a list of 40 separate stock records (10 sizes x 4 colours).

In order for a retailer to understand their true stock positioning in a meaningful way,however, they need to see this information in a matrix version ie all size and colourpermutations in a grid on one screen. This is the clearest way to view the size and colourfor any one product. However, for the bigger picture, you need to work at the overallproduct level. That means the separate sizes and colours can be instantly broughttogether to give you a per-product view of all the sizes and colours combined into asingle product line on your screen.

The ability to see both a product overall and the same product as a matrix isn’t a featuremany systems possess, but it is essential in a stock management system utilised by aschoolwear retailer. Some systems may be adapted and are able to display some matrixviews and overall product views – to varying extents – but a specialist system will havethis view duality available universally throughout the system, including at the tills.

While the duality concept is simple enough, the consequences are potentially huge andfar-reaching if it is only available to a limited degree. Increased workload, additional time,less responsive analysis of what’s happening, less clarity, increasing staff salaries and lessprofits are some of the issues if this key, system wide, requirement is not met. More reasonto invest in the right software and carry out thorough research prior to purchase. With theright system in place, its full potential can be maximised. Your time can then be used forreal business management, resulting in a more efficient business performance overall. Michael Bloom, managing director, Top to Toe

Q: HOW CAN AN EPOS SYSTEM HELP ME COORDINATE MULTICHANNEL RETAIL?

A: “Epos systems are critical in helping schoolwear retailers manage their stock, orders,customer records and even an ecommerce site. Retailers tend to neglect that the moneythey have invested in their business has to come back through a till or a website.

There are different types of Epos systems – those that are “traditional”, whereby thesoftware is installed on the till; and more modern Epos systems, whereby the software ishosted on the web. The web-based Epos systems are easier for an independent retailerto manage, as the software upgrades and data backups are done for them. What’s more,web-based systems link seamlessly with ecommerce sites. The main issues faced byindependent schoolwear retailers are when trading online is their actual stock. They can’tnormally afford to ring-fence large amounts of valuable stock just for web sales but, atthe same time, the majority of separate web sites don’t communicate in real time to theretailers’ Epos stock control system. This means web stock levels are either not availableonline, reducing customer confidence, or are simply inaccurate, allowing for sales to bemade against stock that has already been sold in-store.

Modern web-based Epos solutions such as Cybertill have the capability to share stock inreal time with the store – or stores – and provide a truly, integrated solution. This removesall of the above stock issues and allows for a unified customer file, so customer trackingand loyalty systems are also integrated, increasing sales. It’s even possible for clients toreserve online and collect in-store, again in real time, which increases sales further.

Mobility is a key requirement for retailers. Web-based Epos systems enable retailers toaccess their system from any location so they can manage their business anywhere. Thelatest development of this is deploying Epos systems on iPads, so the till and stock controlis mobile. Mobile points of sale (PoS) are ideal for schoolwear retailers taking stock toschools to sell, as they can process sales on-site as if they were in-store. Mobile PoS is alsoideal for peak times in-store, acting as a queue-buster, but also allowing retailers tocheck stock levels on their iPad while with customers. IPads can also be locked down socustomers can check stock themselves. The future for retailers is mobility and the ability touse the software as they would an app on their Smartphone, anywhere, any time, any place.”Ian Tomlinson, CEO, Cybertill

For more Epos advice see Michael Bloom’s series of articles, ‘A tale of two Epos systems’, at cwb-online.co.uk

November/December 201250 � � �

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SOUTH WEST

IRELAND SCOTLAND


7: 7 A.M. Enfant 0844 824 6685 www.babyandmore.co.ukA: Alvanon 020 7 92 5977 www.alvanon.com : ASBCI 01422 354666www.asbci.co.uk : Auraley 020 8123 3343 www.auraley.comB: Bam Bam 01442 248099 www.finestforbaby.co.uk : Bearhands 07739 998521www.watersdistribution.com : Best Years 01327 262189 www.bestyears.co.uk :Billieblush 020 8964 8605 www.groupecwf.com : Bigjigs 01303 250400www.bigjigstoys.co.uk : Blade & Rose 07920 752260 www.bladeandrose.co.uk :Blue Max Banner 0845 230 0888 www.bluemaxbanner.co.uk : Brilliant LittleBritain www.brilliantlittlebritain.com : Bubble London 01484 846069www.bubblelondon.comC: Cacharel xxxxxxxxxxx www.cacharel.fr : Calafant 01628 200077 www.asobi.co.uk: Caramel Baby & Child 020 7352 8857 www.caramel-shop.co.uk : Catimini 020 7025 7850 www.catimini.com : CIFF Kids 0045 32528811 www.ciffkids.dk :Country Kids 01883 740066 www.cksox.co.uk : Cybertill 0800 030 4432www.cybertill.co.ukD: Damselfly 01588 660221 www.damselflyboutique.co.uk : Dobotex 01942272881 www.dobotex-international.com : DOHR 01923 504100 www.dohr.co.ukE: Ella & Otto 020 8245 0458 www.ellaandotto.com : Emile et Rose 01392677555 www.emile-et-rose.co.uk : Eskimo Epos (Nebula Systems) 01202 477111www.eskimoepos.comF: Fimi 020 7886 3121 www.fimi.es : Frugi 01326 572828 www.welovefrugi.comH: Harrogate Nursery Fair 01902 880906 www.nurseryfair.com : Hatley 020 75444833 www.hatleynature.comI: Indikidual 07882 178873 www.indikidual.com : Independent Kids 0121 683 1415www.independentkids.co.ukJ: J2 Retail Systems 01925 817003 www.j2retailsystems.comK: Kissy Kissy 01442 248099 www.kissykissyonline.com : Kite Kids 01202733222 www.kite-kids.co.uk : Kleine Fabriek 0031 204421960www.kleinefabriek.nlL: La Queue Du Chat 01832 776588 www.laqueueduchat.com : La Loi 07970383188 www.littleicons.co.uk : Lelli Kelly 0039 0583431219 www.lellikelly.it :Le Toy Van 020 8979 2036 www.letoyvan.com : Little Barcelonawww.littlebarcelona.comM:Magic Fit 0116 277 9789 www.magicfit.co.uk : Mayoral 01277 227427www.mayoral.com : Minnie’s Macaroon 01535 664494 www.minniesmacaroon.net: Moda Footwear 01484 846069 www.moda-uk.co.uk : Most Wanted Clothing 0151 494 2445 www.mostwantedclothing.com : Moulin Roty 0114 235 6922www.moulinroty.uk.comN: Nipperkit 01626 214477 www.nipperkit.com : No Added Sugar 020 7226 2323www.noaddedsugar.comO: Organics for Kids 01865 725730 www.organicsforkids.com :Original Penguin Kids 020 7580 5838 www.originalpenguin.co.ukP: Pebble 01327 262189 www.bestyears.co.uk : Petit Bateau 020 7462 5770www.petit-bateau.com : Pex 0116 286 1616 www.pexwholesale.co.uk :Pitti Bimbo www.pittimmagine.com : Playtime New York 0012 125637301www.playtimenewyork.com : Playtime Paris 0033 143727537www.playtimeparis.com : Playtime Tokyo 0081 337930057 www.playtimetokyo.com: Pretty Ballerinas 07740 308634 www.prettyballerinas.com : Pure Juniorwww.purelondon.comQ: Question Everything 07815 145459 www.questioneverythinglondon.comS: Scotch Shrunk 020 3137 3503 www.vida-kids.co.uk : Seedling 01628 200077www.asobi.co.uk : Senso Group 0116 279 3116 www.sensogroup.co.uk : Slugs &Snails 0035 3867338107 www.slugsandsnails.ie : Socky Dolls 01933 679777www.intelex.co.uk. : Spring Fair www.springfair.com : Start-rite 01603 595200www.startriteshoes.com : Sturdy Kids 0800 043 9335 www.sturdykids.co.ukT: Toby Tiger 01903 766777 www.tobytiger.com : Tomat Kids 0016 267914020www.tomatkids.com : Top Drawer 020 7384 7734 www.topdrawer.co.uk : Top to Toe0845 130 3535 www.toptotoe.com : Toy Fair 020 7701 7127 www.toyfair.co.uk :Trutex 01200 421200 www.trutex.com : Tykes Tights 01502 501009www.tykestights.co.ukU: UGG 020 7016 2200 www.deckers.com

November/December 201252 � � �

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LAURA TURNER: How did you switchfrom being a drummer to becoming achildrenswear designer?ANGIE ADAMS: I studied at the London Collegeof Fashion after finishing school. During my timethere, I put together a band with friends. Weimmediately got a record deal, and the demandsof touring and recording meant putting fashionon hold. In my mid-20s, I had my first childand, after my second, I stepped back from themusic industry and studied homeopathy. At thesame time, I started to make clothes for mychildren, and the positive feedback got methinking I might be able to turn a lifelongpassion and pleasure into a business.

LT: How has your life experience inspiredQuestion Everything?AA: I’ve been lucky to grow-up between twodifferent and vibrant cultures; to tour the worldand meet and play alongside amazing people. I hope this is seen throughout the brand – loudmusic, quiet health, travel, east meets west, mychildren – as they are what inspire me, and Ifeel they contribute to the look of the brand.

LT: How would you sum up the brand?AA: Classic with a modern and quirky twist –designs that grandparents, parents and kidscan relate to – and styles that can be worn as aparty dress or equally with a pair of Conversefor a casual look. For 2013, there are 12

spring/summer designs – nine dresses andthree blouses. For autumn/winter 2013, thereare eight dress designs, which I’ll be showing atBubble London in January. Sizes range from 6-12 months to 6-7 years.

LT: What is your work ethic?AA: Question Everything supports localcommunities wherever possible. The clothing ismade by a family-run business in Manila in thePhilippines, the smocking is hand-stitched in alocal community outside the city and a donationfrom each dress is made to a charity forPhilippine street children.

LT: Which childrenwear brands do you admire?AA: No Added Sugar, as I’ve seen it grow from a tiny company into the leading brand it istoday. I remember buying one of its T-shirts formy son when he was a baby and thinking howmuch I loved the designs and also that thebrand logo is genius.

LT: Which are your favourite childrenswearindependents?AA: I like Felix and Lily’s, One Step Beyond andMini Kin, all London-based shops.

LT: What is your vision for the brand?AA: I’d love to expand it; take it around the world.I’d also like to do some funky dresses for anolder age group, and maybe even a boys’ range.

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