Welcome to the all new edition of Off the Cuff magazine. I hope the new design
reflects the continued progress that the business is making and matches the
ever changing fashion environment within which we operate.
This twice a year publication will be filled with up-to-date news and information
and will be timed to bring you information in advance of our two major selling
seasons i.e. spring/summer and autumn/winter.
You will see on page 8 reference to the roadshows, whick took place in early
July, which I believe went down extremely well. For those who could not attend
we have produced a DVD , and this will be circulated for team briefings over
the next two weeks.
Although the retail environment has not been brilliant (primarily weather driven
during our first quarter) we picked up from a poor start to fi nish strong in June
at which point we were ahead of our budget numbers.
The climatic conditions continued to work to our advantage through July
however, with the holiday season now upon us, trading in August has initially
been difficult, but I am sure we will redouble our efforts to keep the business
on track following such a positive start to the year.
Once again I do hope you enjoy reading the new Off the Cuff. Please feel free
to feed back your comments to Paul Thompson, the Editor for future issues.
Peter Lucas, Chairman & Chief Executive
Retail detail>
The ‘Branch of the Half’ is decided by Area Manager nominations based on performance during the half year. These nominations are then presented to Mike Rich, Divisional Director, Retail Operations who makes the final decision. The branch selected for this half is: House of Fraser, Oxford Street, London. Many congratulations to the team on their achievements not only over the last half, but the last few years. Here’s the inside story on what makes one of our most successful teams tick.
Pictured from left: Anil Makhija, Isaac Maslavi & Suki Suntharalingam
How long have you been with BMB & where did you start?
Isaac_Concession Manager: I’ve been with BMB for fifteen years, when I started I was in Debenhams Oxford Street working for Principles, I was there for five years before moving into Selfridges and I worked there for three years. Finally I moved to HOF Oxford Street where I worked ever since. I’ve been in this store the longest as it has been the most challenging and rewarding place I’ve worked.
Anil_Assitant Manager: Nine years in total I started in Selfridges then I moved into HOF Oxford Street, so I’ve been on Britain’s busiest street for quite a long time.
Suki_Full Time Salesperson: I’ve worked with BMB for three years I started working in Allders Marble Arch and I was there for six months. Then I moved into HOF Oxford Street where I’ve worked ever since.
What was you’re ambition when you were 10?
Isaac: I didn’t really have an ambition when I was that young, I was enjoying life.
Anil: When I was younger I wanted to be a car salesman.
Suki: I wanted to be a commercial airline pilot.
What was your first ever job?
Isaac: My first ever job was an accountant. I did this for many years but it was a really boring job I found. I really wanted to change my career from there I really wanted to get into retail.
Anil: My first job was back when I lived in India and it was in a ladies boutique. I was 20 at the time and I really enjoyed it.
Suki: My first job was when I lived in Denmark, I was 17 and it was at a very posh Italian restaurant and it was as a waiter. It was really good because we always have famous people coming in so I met a lot of Danish celebrities.
Who is the greatest influence in your career and why?
Isaac: I’ve never really been influenced by anyone apart from myself. I’ve always worked towards my own goals and achievements.
Anil: No one has really influenced me as such I’ve always desired to do something for myself.
Suki: The biggest influence in my career has to be Isaac and Anil, in the time working with them they have taught me a great number of things, which has helped become the sales person I am today.
The team have shown consistent sales growth in the past four years, what is your secret?
Isaac: Always putting the customer first, listening to each one individually and serving them to best meet their needs. We pride ourselves on our excellent standards. We aim to be the best in the store. I always make sure I’m communicating with my staff on a daily basis, even on my day off. I make sure my staff are always updated on anything new within the business. We get excellent support from head office, they are always making sure we have a quick turnaround on replenishment. The ranges are excellent the customers love the designs, styles and fits.
Anil: The best part of working for BMB is the satisfaction I get from the job, when the customer finally commits to what I have to offer there is no greater feeling. The product is excellent, Sarah Howells (Buyer) puts a lot of hard work into the ranges and every season the brand identity grows more and more. The team always puts 110% into every part of the job.
Suki: Its down to a few things, firstly we have a long term team so the relationship we have is excellent. We all know our place in the team and just work very well together. Next I will have to say having Isaac as the manager, all teams need a good strong manager to steer them in the right direction and he does exactly that. We have all received good training and of course great customer service.
What standard are you on Passport To Success? And do you believe it has contributed to your success?
Isaac: I’ve just been signed off for my silver and about to start my gold. I aim to have this fi nished within a year. I have found the passport to success training program brilliant. When I first started with the company I had very little knowledge, so it helped me fill all the gaps and have been a big part of why I am where I am today. I also really find the range reviews we have every six months useful. Finding out what we have coming into store next season, helps with creating customer interest.
Anil: I’ve fi nished my silver and I’m currently working on gold. It help me learn a lot about the foundation of the business and the way the company operates, as well as giving me the confidence and the knowledge to serve customers and help them meet there needs.
Suki: I’ve completed my bronze award and I’m currently working on my silver award which I plan to have finished by the end of September. It has helped me quite a lot mainly giving me the knowledge to help sell the product.
Your Regional Manager is Ian Fleming, what to you believe he has contributed in helping you achieve outstanding success in Sales?
Isaac: I communicate with Ian everyday updating him on the business and the department. Ian always gives support in making sure I’m getting the stock to drive the business forward.
Anil: Ian has put a lot of trust into the team which has been excellent.
Suki: Ian is always communicating and meeting with Isaac, together they are always coming up with ways to push the business forward.
Who do you believe are your customers in profile terms?
Isaac: Our customer range is very vast; we get customers of all ages from all walks of life. Our regular customer base is growing every year and it’s something I’m very pleased about. Customers are coming to our store, getting great service and great suits then going on to tell their friends and family. We are getting very good word of mouth advertising.
Anil: Our profi le is everyone, anyone who comes onto the mat we aim to sell them a suit. Alexandre has brought us a better brand image and made to measure gives our customers the freedom of choice.
Suki: The stock on our department caters for all types from school kids up to the older gentlemen. We offer a wide range of suits backed up with made to measure.
What next to develop your business?
Isaac: The re-fit we have just received has been phenomenal for the business we are seeing on average a 33% increase in sales per week. The shop fit has given made to measure a set, more focused area which has already seen increase in sales, this is an area that we are going to be giving a real push as it has the most potential growth. We are having the retail system being installed later on in the year, this is going to be a massive help with stock replenishment. The last big thing that’s going to help develop the business is the introduction of formal hire, there is a massive market out there and I think we can get our piece of the pie.
Anil: The refit has makes the brand stand out more within the store, so we aim to just keep building the brand.
Suki: The new shop fit is going to help move the business more forward, now we have a set area for made to measure to give it more focus so this is something we are going to drive forward, also the made to measure shirts are starting to sell more.
Baracuta - 70 Years of Style & Attitude
Baracuta jackets are one of our nation’s greatest contributions to Menswear. Baracuta G9 is the original Harrington jacket, much copied but never bettered.
The Spring Summer 07 collection designed by Mark Weston and developed in-house launched at Pitti Uomo in June with our Italian partners - The Sixty Group.
Sixty look after Baracuta in Italy and expect to sell 20,000 jackets per year; they have also taken over sales for the USA.
The collection features new designs and fabrics in our G9, G10 and G4 styles, complemented with 100% Mercerised Cotton Pique Polo shirts in Aqua, Red, Black, Navy, Grey and White, Short sleeved 1/2 placket Multi Checked Shirts in Aqua and Yellow and 1/2 placket Aertex shirts in classic Navy & White colourways. The capsule collections also features Merino Cardigans, V Necks and sleeveless cardigans.
Baracuta will exhibit at the TBC trade show in London on the 5th and 6th of August and at Vision in Copenhagen on the 8th, 9th and 10th of August.
Collaborations –Baracuta will be again collaborating with Stussy and Griffin (Camo jacket featured.) New collaborations for Spring Summer are Katharine E Hamnett and Margaret Howell.
Baracuta 70th_ birthday party_
To celebrate its 70th birthday, Baracuta is holding a party on Sunday 5th August at Favela chic in the East End of London. Co-hosted by music and fashion magazine: Clash the party will also be the official party of the TBC trade show. The guest list will include Tastemakers, Press, music VIPS and of course customers of both Baracuta and the TBC show. Bands signed up will include the Bishops & Addictive TV - Terry Hall, ex-lead singer of The Specials, Funboy Three and The Colourfi eld will be spinning the tunes....
To celebrate Baracuta’s 70th Anniversary, and the connectivity between our icon jacket and icon
celebrity wearers: Elvis and Sinatra, we have designed three Limited Edition classic G9 Jackets.
Each jacket comes presented in a bespoke, illustrated box and contains a quote printed onto the Fraser
Tartan inside the jacket.
Latest Baracuta wearers: 007 James Bond, Daniel Craig, proudly wearing his natural G9, NME ‘Best Solo Artist’
winner, Jamie T wearing his G9 (above right) and Babyshambles lead singer, Pete Docherty (hand in hand with
Kate Moss, below).
Alexandre London took Las Vegas by storm as the
staff flew in from all over the USA the night prior to the
conference. They “mingled” with each other talking
business and pleasure until mid evening.
Conference day began with an early set up and took
on a more interactive approach between presenters
and attendees. Feedback was excellent and
constructive tasks were given to each presenter to
action prior to the conference.
Both the USA and European formats were the same
with detailed updates of trade and profi t performance
and future developments being delivered by Peter Lucas. Venues of Washington
and Frankfurt are set for 2008. See you there!!!
Mike Rich, Divisional Director – Retail Operations recently awarded the prestigious ASM and STC of the year awards to two new recipients, Mike Barber and Shashi Patel.
Of the ASM of the Year award, Mike explained, “Throughout the year there is a healthy competition between areas and regions within the retail team, this award is an extension of that but is judged on real business objectives and achievements such as sales levels, standards across the area, controls of cost, training and labour turnover. It is always a tight contest as I feel my retail team is a strong unit, and this year it was no different....a really close call between several areas with Sailesh Gokani eventually coming runner up and Mike Barber just squeezing past him at the post. Mike’s deserved success was borne out of the fact that he is a very good all-round ASM, producing a consistently good performance across all areas and he has developed a very good team.”
The STC of the Year Award was also close but Shashi Patel was the winner. Mike comments, “In a year when we have been re-accredited with Investors in People, it is appropriate that Shashi receives the award for his pure enthusiasm in the role. He has met and exceeded all training objectives for the area, having run over 50 courses in the year and spending an average of three days a week training. He received an excellent observation mark and has advanced standards on the area to new heights.”
Congratulations to Mike, Shashi and Sailesh on their respective awards.
In style 07>
Bob Marshall recently joined BMB as Financial Controller. Bob trained as a chartered accountant with KPMG in Leeds and prior to joining he was at Matalan (based in the North West) where he was the Group Treasurer.
Andrew Thomson joined BMB at the beginning of July as Divisional Director of Wholesale Sales. Andrew, who is based in Goole will have a specific responsibility for the sale of our Wholesale brands which include: Gibson, Baracuta, Label, Haggar and Melka. Andrew has joined BMB from the German luxury Golf brand, Golfi no, where he held the position of European Sales Director. Previously Andrew held senior positions at Lyle & Scott. He is married with two children and lives in York.
See the results in the next edition of Off the Cuff.
What was your ambition when you were 10?
