What’s not discussed enough is the critical importance of the relationship between manufacturer and retailer. The retailer should be able to trust that in paying a fair price for innovation he can expect some unique USP’s, great service and strong committed support. When this fails it can be a catastrophe. We are seeing stronger encroachment from the multiples such as B&Q, Magnet, Howden, and IKEA, whose recent Gold Award from FIRA for installed quality, should send a collective shudder through the independent sector. Their appetite for premium sales is undeniable at a time when volumes are stagnant.

The value of buying from an independent retailer has always been to deliver total design, professional installation and personal customer service, all at a relative and reasonable cost to meet the customer’s needs. But what also gives retailers the edge is being unique in offering innovative design and products that have not been traditionally available through the multiples, something which is fundamental to our business thinking here at Bushboard.

It takes time, investment and a lot of hard work to build Innovation and exclusivity for the independent sector. There are those who would take the short route via the multiples only to try the independent route when their fingers get burnt. So buyers beware; choosing the right partnerships will create real sustainable value and not just a few percentage points on the next installation.

For further information, please contact 01933 232 242 or visit www.bushboard.co.uk

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