Retail expert and Natural Products columnist Paul Clapham focused on the strengths of the independent sector during his business seminar at Natural & Organic Products Europe last weekend (7 April).
Among his practical tips was setting out a store manifesto and making sector expertise a real selling point.
“Independent health store staff know what they are talking about,” he said.
“Supermarkets can beat you hands down on price – but consumers are looking for more than low prices.”
“You’re not going to get the same expertise on aisle five of Tesco’s.”
He also proffered students as one target market that retailers all too often miss.
“Students are an easily defined market. Many of them are vegetarians and healthy eating enthusiasts,” he said.
“Each year there are 5000 potential customers coming into your town. They don’t know the city, and they certainly don’t know where you are – so you have to tell them.”
