For those in the trade unable to attend London Book Fair this week, here are some of the images of the past few days.
Turkey was the Country in Focus for this year’s Fair.
The Books are My Bag national promotion was launched this week.
Kobo ereaders had a major and impressive presence at this year’s fair.
Monday was a very busy day at the Fair this year with very full aisles.
Canadian retail blogger, PaulThinkingOutLoud was upset recently by one publisher’s website and its aggressive discounting policy. Writing in his blog – which is well worth following – he saw this as
‘Another example of a publisher or distributor bypassing the brick and mortar stores. Although some of this might be legitimate overstock inventory, it raises the expectation of consumers for this level of discounting to be normative, which adds to the discouragement of already battered retailers’.
In another post, Paul writes movingly of competing emotions during the closure of one of his stores. He ends with an appeal to press on towards the goal of in-store ministry.
Do you feel battered by falling sales or emboldened by spiritual opportunity? Yes, Christian bookshops continue to close, footfall is in decline, competition from online is savage and at best support from churches is patchy. Yet we are not always that well informed of current trends in the wider publishing scene. In the same way as what happens in the USA often affects the UK, the same is true of events in the general market impacting the Christian trade.
Generally speaking, our grasp of the financials on both ‘sides’ is often lacking. Retailers operate on lower margins with high fixed costs (upward only rents, rising business rates – up 2.6% again in April) whereas publishing in the main has higher margins and a far more flexible cost base. Clearly there are worries on all sides and as publishers face lower physical sales, print-runs continue to fall making the viability of mid-list titles ever more tenuous. Many publishers struggle with storing high levels of physical stock, much of which will eventually be written-down. Ironically for publishers, digitalisation represents yet more cost and a growing overhead; this, coupled with falling average cover prices (ebooks sell at half the average price of a paperback: £3.21 v. £6.31).
Our industry is a torrid place. The physical consumer book market declined by 4.6% in value in 2012, with fiction down 4.5% and non-fiction down 6.3% – only Children’s books held steady. The value of print sales slumped by £74m last year. (It could be worse – in Australia their market fell 6.3%). The marketplace churns violently in a volatile landscape; over 200 libraries were closed between 2011/12 and in another sign of turbulence, Cambridge University Press ceased print production on their Cambridge site after 400 years.
Yet 2012 saw the continued growth in digital publishing, social media marketing and self-publishing. Hive became established. Amazon’s Kindle grew faster than ever and a number of other e-readers, notably Nook, Kobo, and Nexus gathered momentum. Controversially Waterstones began to sell Amazon’s Kindle, recognising that they had neither the time nor money to develop their own platform. The Fifty Shades publishing phenomenon came out of nowhere ending the year with sales of £47.3m.
The market for ebooks was revised upwards to £300m late last year and continues to grow, albeit more slowly. Major publishers report e-sales of between 8% and 17% of overall revenue. In November, the ebook agency price probe in the USA and the EC brought a chill to the major houses as they battled against what felt like unfair external pressures. Now ebooks sell for an unsustainable 20p (a marketing idiocy pioneered by Sony) and most slots in the Kindle top 20 are populated by cheap ebooks. Nielsen data suggest that there are 7m UK ebook adopters, with heaviest use amongst ages 35-44, lowest in the under 20’s. However, the BBC reports that just as many UK adults, 7.4m or 15% of the population have yet to access the Internet.
Bookshop closures continue apace with The Booksellers Association figures documenting ongoing decline: down to 1,028 shops (2012) from 1,535 in 2005 – conversely Children’s bookshops are thriving with more opening this year. In the USA, the one surviving major bookstore chain, Barnes and Noble announced after Christmas that they expect to slim down store numbers by a third. B&N have 689 stores currently with 190-240 of these slated to close over the next decade. It’s a widely held view that the holy grail of ‘Discoverability’ is best achieved in a physical bookshop; browsing activity is their USP.
The debate over the future of our libraries is equally as fierce. The UK Government’s Sieghart ebook library lending review is yet to report but author, Terry Deary said recently: ‘Libraries have had their day. They are a Victorian idea and we are in the electronic age’. How to win friends! It’s worth noting that the PLR on printed books from library lending is more than £6m paid out to 23,000 authors. The debate remains live as people continue to ask if digital will trounce the physical book or whether in due course it will all settle down benignly?
There’s a lot of anger amongst booksellers towards the perceived lack of a level playing field. Writing in The Bookseller, Charles Tongue of the Stroud Bookshop said, ‘I believe Publishers are blindly colluding with Amazon and the result will be the destruction of High street retailing’. He was widely applauded.
I like Foyle’s of London advertising slogan; This Bookshop Will Change Your Life – no ambiguity there! Earlier this year, Sam Husain, CEO of Foyle’s sent an open letter to publishers arguing the need for better terms (an average of 60%) and increased support (promotional stock on consignment). He stated that the current bookshop model is broken, needing a complete rethink. This at a time as Foyle’s announced eight redundancies. Bravely, Foyle’s and The Bookseller have since conducted a two-day ‘Re-imagining the Future Bookshop’ workshop, held in London, allowing the trade to collaborate on what the bookshop of the future might look like.
WH Smith continue to do a sterling job in showcasing books but even their sales fall year on year; down 7% to the end of August 2012 and down a further 6% in the 20 weeks to mid-January 2013. Another indication of the parlous state of the High Street trade is wholesaler Gardners sales results which dropped 3% to the end of February last year. Blackwell’s did improve their results last year but remain loss making.
Waterstones is far from being out of the woods with the release of poor results (admittedly pre-James Daunt) showing a £37.3m loss. I wish Waterstones well because if their 290 branches were to disappear from the High Street then it would be a very serious matter, and I might add, particularly for publishers. However, I’m encouraged for two reasons: anecdotally, people seem very warm towards the ‘W’ brand and some are switching their buying away from the mighty ‘A’. The question is, will it be enough? Waterstones iconic branding campaign last autumn was well received and this year it has plans for the refurbishment of another 60 shops.
My other reason is that when I visit Waterstones, they generally prove to be busy places and people are markedly buying books. It’s just a shame that Waterstones do not ‘do’ Christianity better and with more visibility. On a positive note, I welcome the announcement by Waterstones of the launch of its staff-training academy and Certificate in Bookselling (accredited by the University of Derby); surely a vote of confidence in its own future by a visionary book chain?
Maybe I’m pipe dreaming? After all, Amazon had overall sales in the UK in 2011 of £2.91 billion (on which they famously paid £416m UK tax). They reported Q4 worldwide revenue growth of 22% to £13bn last Christmas! Latest innovations include customer collection lockers in railway stations and newsagents. This is an immensely powerful online juggernaut and our small trade faces a very significant challenge indeed!
Yet I dare to believe that localism can prevail, customer attitudes can change and that people continue to care about their local shops – you must just hope that I am right! The demise of retailers, Jessops and Blockbuster earlier this year followed by HMV going into administration shows just how tough conditions are. Incredibly, HMV was selling 27% of all CD’s and 38% of DVD’s at the time of its demise.
I would echo Philip Downer’s (ex-Borders) comment from last year;
‘The old days of Borders and Ottakars will not return … Coffee, carrot cake, cards and an ebook offer are now essentials for Indies who want to stay in business and thrive for the future’.
We have to give customers a reason to come to our shops. Why should they shop with you? I was recently handed a forward-dated 15% off voucher for a national (non-book) retailer. It worked. I visited the shop on the stated date, I used my voucher … and I bought far more than I had intended. In the Christian trade we must start thinking more creatively and connecting with customers in a very different way to the past.
Church engagement is a hugely important topic that needs far greater attention and one to which we shall return in the next issue. Many shops find difficulty in communicating with ministers. An earlier church / retail compact has seemingly broken down as leaders shop around – usually online – driven by ‘best price’ owing to the Churches’ own financial constraints. Managers struggle to venture outside their own premises due to low staffing levels or sometimes, unwillingness. And yet, somehow, retailers have to get back in touch with their core customer base – the Churches.
The days of waiting for a church to contact you are long gone. It’s often a salutary task to record daily footfall and till data – but it may just serve as the severe jolt you need in order to take action?
This article was written in early March 2013 for Together Magazine (April – May 2013)
Today I visited the CLC Bookshop in Ave Maria Lane, London, adjacent to St Paul’s Cathedral and just off Ludgate Hill. The shop moved here from much bigger premises on Holborn Viaduct in August 2011.
CLC London is now the largest Evangelical bookshop in England and is run by CLC, an interdenominational Christian charity, now operating in 58 countries with 180+ bookshops around the world. CLC began its work in Colchester in 1941 and its London presence has been in this area of the capital since the first shop opened on Ludgate Hill in 1946, just after World War 2 ended.
The nearest tube station is St Paul’s (Central Line) and from there it’s literally a five minute walk through Paternoster Square across to the shop. Pater Noster (Latin) means ‘Our Father’. The Square lies near the top of Ludgate Hill, the highest part of the City of London.
This area – originally Paternoster Row – resonates with the history of publishing houses and booksellers as, in the 1940’s; this was the centre of the British publishing trade. In December 1940, the entire area was devastated during the London Blitz – but miraculously St Paul’s Cathedral was saved. An estimated 5 million printed books were lost in the ferocious fires caused by the bombing.
Emerging from Paternoster Square into Ave Maria Lane (I love the name of this street given the theological predisposition of CLC!), the first building you see is a well-lit and well-signed modern bookshop - but leaving no-one in any doubt that this is a ‘Christian bookshop’.
I still mourn the closure of the Scripture Union / Wesley Own shop in London’s West End at Wigmore Street. As the book market changes and the European recession continues to bite, bookselling in our towns and cities is changing markedly and the world of Christian bookselling is no different.
I applaud the efforts of Manager Petra Nemansky and the CLC team who are doing such a sterling job in increasingly difficult times. I hope that the shop will go from strength to strength as the very last thing that London needs is the demise of yet another well located Christian bookshop.
Please pray for the important ministry of this shop, only a stone’s throw away from the buildings of the London Stock Exchange and if you’re in London, especially if you are anywhere near St Paul’s Cathedral, please do visit the shop – you will not be disappointed.
Last week the UK came out of recession and into growth, albeit at just 1%. The naysayers feel that we may well slip back again but hey, for the moment even the media is upbeat about the economy.
For me, this underlined how important the mood music is to how we feel about our lives. For as long as I can remember, the Christian book trade has always ‘been getting worse’! We seem to believe that things are ‘not as good as last year’ or ‘sales are not what they used to be’. Now it’s possible that this could all be true but it could also be that we are creating (and believing) our own negative PR and adding to our own gloom. No-one likes to be around gloomy people – or patronise gloomy retailers. Or for that matter read gloomy blogs!
It really is time to change the mood music in this trade. Someone else said last week, ‘This is the new normal, get used to it’. Change is here to stay; trade structures and loyalties are shifting before our very eyes and the way people shop has already altered – just look at the recent Argos announcement.
I’ve toyed with the idea of starting a new Facebook group dedicated to the sharing of useful retail tips – and maybe I will do just that. Somehow we must ramp up our effectiveness for the sake of the business and the ministry. There are some things out there that we simply cannot change but we do not have to cower as victims. The Gospel demands that we live our lives with joy, optimism and hope; how much more so when we are in this particular trade.
So how to move on? Well, we have to accept that, for starters, it’s not all bad. This has definitely become the day of the Indy bookshop, no question. Chains no longer work for all the reasons we know so well. There are many new, vibrant entrants to the trade. This is bringing in new – and hopefully younger – blood, and better ideas with different ways of doing things.
Actually, despite appearances sometimes to the contrary, publishers and suppliers still need the whole retail piece to make their own numbers work. I would hazard a guess that for most product originators, retail still represents c. 55% (maybe more) of their turnover. The balance of power within the industry has substantially altered in recent years; retailers’ are better off, suppliers less so (I know to some of you it doesn’t always feel that way). There is still way too much product out there so retailers can and should use their buying power to favour some suppliers over others – and therefore certain product lines over others. You just cannot buy or stock everything you are offered!
What action can retailers take – practically – to avoid falling sales? Let me sketch out some of the more obvious ways here. Feel free to offer your own as a comment and let’s start a conversation.
Here are my top two observations and recommendations which I believe can quickly impact your sales for the better. You may have to readjust your timetable and your shop to carry these out:
- Re-engage with your local churches and church leaders – but make friends with them first. Even the best of shops can do better in this area. What prevents you from getting out there?
- Increase the amount of space given to Children’s books – ramp up your range – stats prove that this is the ONE area in publishing that continues to thrive despite the ongoing shift to digital.
Try these other top tips:
- Become known locally for doing great deals – be flexible – match online prices if you have to. Join the fight-back against the online competition. Badger suppliers into helping with margin. Take a lower margin if you really have to as ‘less margin is better than no margin’.
- Stats prove that it’s wise to trade upmarket with card and gift – avoid tat, embrace quality.
- Make more use of staff and personal recommendations when speaking with customers.
- Keep stock looking fresh. Return stock wherever possible; mark-down stock, dump old stock. Take extreme care with stock levels. Buy wisely. Buy tight. Make sure stock works for YOU.
- Engage in positive PR – let your customers know what’s new and what’s happening. Use social media – Twitter, Facebook and LinkedIn - and make yourself heard in your own locality. Build community. Build links. Do visits. Share ideas. Above all, realise that you are not alone in this trade. Use the Facebook CABP group and get help and advice from others online.
- Keep up with digital developments – sign up to KOBO, HIVE and others as yet unknown!
- Stay positive and avoid the ‘numbers’ game (bigger, better, more). Be proud of your own calling and work.
- Pray constantly – on your own, with your trustees, with your staff and with your customers.
Maybe together – and ever so slowly – we can change the mood music? Together we should strive to build a vibrant trade sector where we feel proud to be known as Christian retailers. Eschew any perceived downward spiral and stay positive. Don’t despair. Don’t lose heart.
If you really have had enough of the trade, then perhaps you should call it a day because life is too short to be gloomy!
Almost 300 delegates and over 50 suppliers met together in June at the Hayes Conference Centre, Swanwick for Christian Resources Together 2012. The conference hashtag #CRT2012 reveals a Twitter stream full of pertinent observations, not least by super-speedy-trade-tweeter, Melanie Carroll.
CRT’s latest venue (in 2011 it was held at the smaller Highleigh centre) meant that almost 100 extra people registered for this year’s extremely well-run one-night, two-day retreat, a tribute to the meticulous organising skills of Steve and Mandy Briars.
For me, the most memorable aspect of the two days was the chance to hear not one, not two, but three really engaging speakers:
Mark Stibbe, The Father’s House Trust
Charlie Cleverely, Rector, St Aldate’s, Oxford
Alister McGrath, King’s College, London
The worship for each session – full of the presence of God – was sensitively and powerfully led by Lou Fellingham (Lead singer, Phatfish). Her new refrain to the Welsh hymn, Here is love vast as the ocean, particularly affected me:
Grace takes my sin,
Calls me friend,
Pays my debt completely
Love rescued me
And seated me with my King forever.
Opening the retreat, Mark Stibbe described Borders Bookstores as ‘an icon of a bygone age’! He spoke of the Book-trade facing huge challenges and being in ‘the perfect storm requiring prayerful and careful navigation’.
These points particularly struck me as Mark Stibbe worked through his five key ideas:
Passion – He spoke movingly of his adoptive father stimulating his own great love and passion for reading and writing, by deluging him with books during his youth!
Perspective – ‘There are never enough books to contain the wisdom of God’, ‘the Christian bookshop is an outpost of heavenly wisdom in the midst of a land of barren ideas’ and ‘we are in the business of the Kingdom and not the kingdom of business’.
Partnership – ‘All parts of the trade need the other’.
Proactivity – ‘We need not to be reactive but to breakout … Christian bookshops have immense value … the Starbucks founder talked of a third place, not at work or at home but of somewhere just to hang out … Bookshops can offer that sense of the presence of God … Indy’s can thrive again … we need a creative business model’.
Pliability – Stibbe especially recommended Jim Collins, ‘From Good to Great’.
‘No man can be called friendless who has God and the companionship of good books’. Elizabeth Barrett Browning.
On the second day, Charlie Cleverley was the guest devotional speaker and commenced with ‘God has not yet finished with the printed book’!
His latest book is about God-appearances: ‘Epiphanies of the Ordinary’ (Hodder Faith).
Charlie’s theme was ‘regaining vision’. In visions become realities. The vision of how good God is drives mission: ‘Grant unto me a vision that changes everything’.
In Revelation, John saw the heavens open. He saw the Divine. In Exodus 34, Moses boldly asked God ‘to show him His glory’ and Ezekiel wrote down the vision that he saw: colour, flashes and lightening, an awesome sight. On Patmos, John called the Church back to its first love. When we behold God’s glory, it will refresh and restore us.
Cleverley moved on to talk about stillness and discipline: Stop – Look – Listen. The discipline of living in the presence of God – not activism but contemplative prayer. He quoted Nouwen and Fenelon (Be silent and listen to God) and embarked on a tour of some of the great mystic writers of the Christian tradition.
He spoke about ‘being Charis-mystical’, of seeing the Lord and of the Prayer of Quiet. Then … of being stilled, of union and communion and of spiritual ecstasy. To be on fire with devotion. Of the patrimony, the inheritance of God. He encouraged retailers to so strive to hold resources in our outlets that will enable people to ‘see’ God.
Alister McGrath was the final speaker. It was a privilege to finally get an opportunity of listening to such an important theologian and apologist.
McGrath is author of the best-selling The Dawkins Delusion (SPCK) and he commented first on the Diamond Jubilee of Mere Christianity (C.S. Lewis, 1952); the 60-year spiritual impact of which since publication has been ‘simply colossal’.
McGrath moved on to discuss the development of the New Atheism kicked off by Richard Dawkins and Christopher Hitchins in 2006. Ironically the public debate had rekindled interest in God and, as a result, it’s now much easier to talk about faith and spirituality. There seems less enthusiasm for the new atheism, which indeed seems to be fading, but there remains in society a lingering interest in who God is and in the ‘Big Questions’.
Finally, Alister complimented all that was being done through Christian resources. His theme for the remainder of the session was ‘Building a vision of God, the Gospel and of who we are’. He drew our attention to Isaiah 6 and the need to refresh and renew our vision of God.
McGrath concluded by stressing the absolute constancy and faithfulness of God. God is utterly trustworthy even in the midst of much change.
Click here for a comprehensive report of the #CRT2012 industry awards: the People and Products.
Next year, Christian Resources Together will again be held at The Hayes Conference Centre, Swanwick on Monday 29th and Tuesday 30th April 2013.
It has felt like a tsunami of bad news of late with so many Bookshop closures. The UK has lost 26% of its Bookshops since 2006 (over 400 outlets according to the Booksellers Association) and many of these are Christian Bookshops. This decline seems to be quickening with various shop closures announced almost weekly. Even the once-invincible Christian chains have succumbed, weighed down by high central costs and slow decision making: Scripture Union, The Church of Scotland, SPCK, Living Oasis and now Wesley Owen. I’ve written elsewhere that I believe the future belongs to a well-run and nimble independent sector. Have we simply gone full-circle?
The whole sorry saga of these closures came home to me as a bitter blow when I heard of the closure of Wesley Owen on Park Street in Bristol. This was originally the venerable ECL shop where I had cut my bookselling teeth in 1980 under the watchful eye of dear Alan Maynard, God bless him. The ECL Bookshop was originally opened in 1852 by Bristol’s famous George Muller and the building is still owned by the George Muller Charitable Trust.
I wrote on Twitter this week:
‘Sad times – iconic and memorable homes of Christian Bookshops have disappeared: Wigmore St London, George St Edinburgh & now Park St Bristol’.
Let’s remind ourselves of why we do what we do. My esteemed ex-colleague, Steve Bunn replied on Facebook:
‘What powerful ministries these stores and their dedicated workers had; there will be many when we get there (heaven) who will have come through their doors’.
Our trade urgently needs the rationale for a new approach. The bulk of Christian bookshops, developed in the 1960’s and 1970’s, were a response to what God was doing in the wider church. They embodied a strong pastoral thrust through staff with a vocational calling. Such shops are now often portrayed as outdated and outmoded with an elderly demographic. They are seen as disconnected from the Church and overtaken by changes and events in wider society.
It’s fashionable even amongst some Christians to decry and downplay the significance of Christian Bookshops but, make no mistake about it, where these shops have closed, they will be missed.
I believe that if Christian shops are lost from the High Street, it will be impossible to replace them.
Yes, I accept that we do need to pose some important questions – what is God saying and doing today? What does the Church want? Where is the new market for resources? How does digital affect sales and delivery? Can we sustain the passion to remain as Christian ministries on the High Street? And if so, how?
Is there still a place for a Christian Resource Centre on the High Street? In my view, emphatically YES. Would a local community be worse off without a Christian presence on its streets? Again, emphatically YES. However, I accept that some ministries may need to be repositioned to serve God’s purposes today and we may need to build a new expression of Christian retailing through which to develop new local relationships.
We need a fight back. We need to show why selling Christian material on the High Street has never been more important. Closures are insidious. They weaken all of us across the entire trade. It’s bad for Churches, it’s actually worse for our culture – Christian values should be at the heart of society, plain for all to see. It lessens the availability of prayer and pastoral advice in the community, it damages the visibility of Christianity on the High Street and it severely diminishes the reach of suppliers.
I know of what I speak. For Publishers’ to survive they need markets. They must maintain their print runs and they need a sales network. Already print runs are falling and sales (and margins) are simply not being replaced by the Internet or via digital networks. Gradually, publishers are recognising the magnitude of the problem that shop closures are creating. Just where is the required volume of replacement sales going to come from?
That elusive balance of mission and business is constantly shifting. The line continually needs to be recalibrated. My sense is that we once again need to regain the vision of what can be achieved through the ministry of quality Christian material. We may have strayed too far into the territory of mammon and lucre.
It’s not too late. Publishers can still support the Indy’s and what’s left of the Chains. I remain a retailer at heart. I’ve worked for a distributor and a publisher but always with a retailer’s instinct. Other publishers too are doing their best. Consistently, Lion Hudson and IVP have won accolades for their support of the trade – and deservedly so. To my mind, the mantle of the original OM STL has transferred to IVP. They have built on that all important sense of deep concern and support for the ministry of Christian literature. CLC continues to plough a steady and significant furrow in UK retail.
It’s not too late for all suppliers to give retailers a better deal. Sometimes it’s more about their tone, not discount. Some give lip-service to supporting shops but go headlong and unfairly into chasing other markets. Retailers aren’t stupid, they know when they are being strung along and unjustly treated.
As I was contemplating this post, I listened to this moving song by Don Moen. I feel it’s apt for our present situation:
‘You are brighter than my darkest night, stronger than my toughest fight
Just one touch from you my King, my Friend and I’ll never be the same again’.
Soli Deo Gloria
I visited Good News Centre Newent again this weekend. It’s always a pleasure to go there. It was looking even more splendid than usual and was really busy – important in the run-up to Christmas. The shop continues to defy all the normal location rules of retailing, situated as it is in rural Gloucestershire.
They have an excellent card and gift range including a really good range of Indian crafts, with which I was not familiar. It was especially good to see lots of books being sold. Good to see the Bookseller Association’s marketing campaign kit in use – ‘Celebrate Bookshops in Your Community – Keep Books on the High Street’.
I couldn’t resist taking this shot of the CWR Cover to Cover Bible Study spinner! Those of you who know me well know how much I love spinners in shops – something about a poacher and a gamekeeper, I think!
Here’s my mobile phone photo update and my earlier GNC post;
TMD’s announcement this week of its imminent withdrawal from wholesaling for UK publishers came as no surprise. The surprise to me is that it’s been able to carry on as long as it has.
Even at the height of STL Distribution’s involvement with wholesaling, it was incredibly cash, stock and shelf-space intensive. The breakthrough for STL in those early days came when it moved into trade distribution (starting with Kingsway) and began to develop its own extensive retail infrastructure. Without those two elements, in my view STL may not have survived beyond the 1990′s.
In the late 19980′s, STL tried to emulate the likes of Gardners and Hammicks. Now the competition is even fiercer with Amazon taking on a quasi-wholesale supply role within the book trade. It seems crazy that it makes sense for shops to buy from Amazon and receive better terms than from publishers!
The retail sector has to take its own share of responsibility for the difficulties experienced by suppliers in recent years. Too often shops use their distributors as bankers – by not sticking to agreed payment terms and by often paying late. This has had a rolling, detrimental and destabilising effect across the whole trade putting a lot of pressure on companies’ cash flow.
For TMD to concentrate on its American lists makes a lot of financial sense. These are usually high margin transactions, with stock often placed on consignment and a much healthier impact on cash management. USA Publishers can afford to throw greater margin and to slightly increase their already high print runs for sale to the UK market. One negative effect may be to further accentuate the already disproportionate USA / UK title balance on display within UK bookshops.
The ‘Elephant in the Room’ behind the TMD decision is the hugely shrinking pool of retail outlets for suppliers to sell into. The UK market has lost a very large number of shops in a relatively short period of time. There is simply much less shelf space to go around. There is just not as much business to be had. Everyone involved is ‘competing’ for less space on shelves and seemingly for fewer customers. TMD do not own their own outlets as STL did and so the vertical integration model does not work for them.
I’ve said elsewhere that I wish CLC Wholesale well. However, I remain unconvinced that they can pick up the slack due to two reasons; (1) their remuneration policy which mitigates against being able to attract enough competent and professional staff (no slight whatsoever intended to existing CLC’ers, all of whom do an amazing job in often difficult circumstances) and (2) the need to significantly widen their stock holding policy at the wholesale warehouse level. If these points are courageously and urgently addressed, then the chance still exists for CLC to fill the current vacuum and grow their own market share considerably.
This is now such a seriously changed landscape; one in which specialist Christian trade wholesaling may possibly have had its day. Like so often in life, we’ve gone full circle from a viable wholesale model – brilliantly pioneered for this market by the likes of Raymond Stanbury, Daan van Belzen and Keith Danby– to again buying direct from Publishers with all of the built-in inefficiencies and additional costs. C’est la vie!