Cornwall Retail Network

Secret Shopping Habits of the Cornish… and the rest of us…

Its been an uncharacteristically long time since I actually managed to have two seconds spare to get some words down here and I’m sorry to those of you who have been regularly checking only to be disappointed by the lack of activity. But much like our high streets recently I have been madly running around meeting new businesses, moving house, chasing cattle out of my garden and trying to get a grip on some filing that has been building up since this time last year… 

Enough with the excuses – how about some Christmas Trivia! Well it’s a little more than Trivia, it actually from a national survey of Christmas present shopping habits, commissioned by John Lewis… 

 - Nearly a Quarter of Working People Plan to Take Annual Leave to do Their Christmas Shopping 

- 52% Write Lists and 46% Work Out budgets before hitting the shops 

- The Trend for "Me-Gifting" is Booming - 39% of us are planning to "me-gift" This Christmas, Taking two Hours to Find That Extra Special Something for Ourselves, Costing on Average GBP42.00 

- 31% of Those with a Boss Will Be Buying Them a Present 

- Average Amount Spent Around GBP17.00 - When he is buying for her, the Average Spend is GBP114.70; when she is buying for him, the Average Spend is GBP75.00 

- 65% of Pet Owners Buy Their Pet a Present 

Taking note of the above, and experiencing the enormous amount of people that descended on Truro last week for the late night shopping and Christmas Market, and more locally the amazing turn out for the Bodmin Christmas lights grand switch on – you would be forgiven for thinking that money this Christmas is growing on trees – literally! Unfortunately I won’t be ‘me gifting’ this Christmas, as my money seemed to go on my trees rather than grow on them! That aside, it is really great to see that so far this Christmas retailers are doing really well… or at least so it looks when you stand back and watch the mad Christmas dash and the empty shelves left in its wake! Its testament that when you turn towns or shopping centers into destinations, by adding entertainment, and a little bit of ambiance people flock to look and take part, and by doing that its just about read that they will spend money. It comes back to the old point that seems to be echoed every time I sit in on a workshop – the longer you can keep people in a space, or a shop, the more they are likely to buy. 

 As it is Christmas and we are all busy and I’ve cards to write this is perhaps a good point to end – if you want to check out John Lewis exclusive Christmas Clinics, like Christmas Wrapping Master classes, and Christmas Gift Clinics then you might want to visit www.johnlewis.com If like me you have got your Christmas Shopping sorted, sit back and enjoy feeling smug with a warm cup of wine and a mince pie… 

Nadelik Lowen ha blydhen nowydh da!

Need

Need is a funny word. It’s something that has kept me intrigued over the last few weeks and as I know some of you will have frequented Alf’s workshops – I feel compounded to talk a little about the word ‘need’. 

 I’ve already introduced it as a funny word, well that’s perhaps because it is. Think about it – NEED – what do we actually need each day to make us function? What do we need to keep us warm, to feed us? Personally I ‘need’ several cups of tea, a good run and a few pounds in my jeans for a good local pint to keep me sain – only one of those I can do for free when ever and where ever I like. 

 So I’m wondering what happens when you say to customers – or perhaps anyone - is there anything else you need? Because I need lots of things, but can scarcely afford to buy them, and I find myself asking what’s the difference between ‘want’ and ‘need’ if you are already in a shop in preparation to buy a product? Perhaps its reputation, perhaps its cost, perceived status, stress release, whatever it is you will always find yourself with a customer that says – ‘what do you mean – is there anything else I ‘need’ – because everyone needs something more than what they have. It’s just about how basic that need is and how you go about satisfying it that makes the difference. 

 It’s been a pretty mad month September, New Look thinking about floating on the stock market, Tesco getting bigger bra’s in competition with M&S, and ladies yes they are cheaper and just the quality of M&S (those of you who know Peter can ask him about his own research), the founder of GAP bounding out and Sir David of Next managing to make friends with the other David that was also once of Next – and now he’s opening his own boutiques – oh yeah, its all going on out there. 

 So back to ‘need’ – I guess you can decide… the jury’s out this end at least until the pre Christmas sales… … let me know what you think….

Breathing new life into dead space

I've had so many interesting things sent to me this month, I thought I'd give a couple of them room on the blog site. You need to check out retail week to see the pictures, but I'm quite intrigued about the idea of 'pop-up shops!' Read and enjoy. 

 Breathing new life into dead space August 21, 2009 | By John Ryan 

http://www.retail-week.com/newsletter/5005610.article 

 With voids skyrocketing in the recession, landlords and developers need to be creative with empty space to keep shoppers interested. John Ryan reports on some of the inventive ideas being tested 

News that about 12,000 independents and 7,000 branches of retail chains in the UK have closed over

 the past year, taking vacancy rates from 4% to 12% by the end of June, means only one thing – a lot of empty space. With voids running at close to 20% in parts of the big cities, there is a need for urgent action if consumer confidence is not to slump further. 

The problem is simple really. Confronted by a mall or high street with large numbers of empty units, the perception – and perception is all – is that things are bad and wallets will be speedily locked away. If this happens, an absolute decline in footfall seems inevitable and retail tenants begin to ask their landlords uncomfortable questions about whether they are doing enough to stimulate trade – leading to demands for rent cuts. It’s a vicious circle and one that many will recognise. But some of the more enlightened landlords and developers have acted pre-emptively to stop the rot. 

They have done so by pursuing a distinctly non-traditional route – employing the services of the designers and architects normally used by retailers. Ronan Faherty, retail commercial director at developer and mall-owner Land Securities, has taken the plunge. He has retained consultancy Dalziel + Pow to work on ways of “using space creatively”, instead of just putting up the well-worn “coming soon” signs, seen in so many centres. “We looked at this and asked how can you create some visual impact and enhance the customer experience?” he says. 

Before describing some of the measures that are under consideration to maintain footfall and positive perceptions, it’s worth noting elements of the present legislative framework that make this kind of thing relatively attractive. Adam Rawls, managing director of design consultancy Rawls & Company, says: “Business rates can be as much as the rent, but if you can show occupancy of part of the unit and prove that there is no access to the remainder, then you can benefit from a reduction in the rates.” He also points out that until January 31 next year, if a tenancy attracts a rent of less than £15,000 during the period, then no business rates will be payable. 

Practically, this means that pop-up shops look attractive, but the problem is ensuring that they have sufficient resonance and quality to make the whole exercise worthwhile. Equally, for longer short-term tenancies, it makes sense to subdivide a unit so that each of the areas occupied will have a rentable area that falls under the £15,000 threshold. 

And pop-up shops are presently in vogue. As Rawls points out, there are two schools of thought on this one. The first is to create pop-up shops that are aimed at making money. But allowing for the limited time available for such initiatives, this will be dependent on a pop-up’s owner managing to find a series of landlords willing to allow this to take place. 

If this is a reality, then the possibility of creating pop-up formats that can be rapidly assembled and then dismantled prior to being taken to another location becomes a commercial proposition. This is cheap for both landlord and tenant, potentially profitable, and lends a degree of animation to a shopping centre or high street that certainly wouldn’t be achieved by a hoarding, no matter how colourful the graphic that has been applied. 

The other pop-up option is the one presently favoured by brands and some retailers and is less about making money than lifting brand awareness. Matthew Brown, head of research at trend consultancy Echochamber, highlights Dutch department store Vroom & Dreesman’s decision to open a pop-up shop called “School Campus”, selling items for students. It’s still trading and, as Brown says: “They kept the rough concrete floors and used cardboard fixtures and it really looks great.” It’s a path that Sony, Gap, Nike and Louis Vuitton, have all followed and as Rawls remarks: “This is a chance for some brands to test-drive ideas that they might not try if they were to commit to a long-term lease.” 

 Outlet inspiration 

However, there is more that can be done with retail space in need of occupants and the key seems to be not to follow retail norms. Rawls says that much can be learnt from outlet centres, which operate a model where a very high tenant churn is the norm. “The trick is for landlords to put in a really good fit, so that if a tenant does move in for a short time, they don’t have to change the floors and lighting and can just put their name over the door and get on and trade,” he says. “The full price shopping centres could learn a lot from the factory outlet centre model.”

 He also suggests that for those landlords opting to use tenant-free space in unconventional, semi-temporary ways, the possibilities are very broad indeed. “Concentrate on putting in things that are unique to a centre and which you wouldn’t see elsewhere,” he says. He then lists everything from new car model launches to piggy-backing on the many festivals that take place in the UK during the summer. “If there’s a festival near a centre, create an area perhaps that could be filled with tents – make it a pop-up with a purpose,” he says. 

For Land Securities, Dalziel + Pow associate director Marcus King has created a system called “White Box” – a click and build ceramic tile fit-out that enables a unit to be equipped very quickly, promoting tenant flexibility for landlords and making short-term promotional initiatives a possibility for retailers and brand owners. King says it’s possible that the system may get an outing at the forthcoming St David’s Centre 2 in the autumn. 

“Voids give landlords the chance to create opportunities for smaller, cooler retailers who might not otherwise come into a centre,” says King. “All of this is very tied up with pop-up shops and it definitely isn’t about hoardings with graphics on them. On the whole, things feel a bit more positive than they did six months ago.” 

In many ways, the surprising thing about all of this is that it hasn’t happened sooner. Pre-recession, the emphasis was on getting new space out of pipelines sooner rather than later, but perhaps more attention might have been paid to what really makes a high street or mall different from its competition. 

Faherty comments that the past 12 months have altered approaches for both landlord and tenant. “It has evolved and is now about providing retailers with a much more flexible approach that will maximise their ability to generate sales in a more affordable business model. It also has the ability to provide smaller and more niche retailers with a new avenue to market.” 

There have always been different ways to encourage tenants to sign on the dotted line, but to date the notion of low-cost, but eye-catching, short-term events, promotions and tenancies has not been among them. The financial shake-up has meant that long-term institutional leases of 10 or more years have vanished, with turnover arrangements taking their place. Now retailers and landlords are finding new ways to use design to make malls and high streets worthy of continued consumer patronage. 

Making more of empty space 

- Smaller spaces may be eligible for business rate holidays 

- Make it easy for potential tenants to move in quickly 

- Consider promotions linked to local events 

- Hoardings should be a last resort, even when the graphics are colourfull

New Beginnings

 By the time we get to August every year, I always find myself getting excited about September. Namely because in August each year I get to finally hit the mess that is my office and sort out all the paper work and filing that has been waiting for me for the last 12 months, which means from September to Christmas things run much more smoothly. But also because I know that September is the month of new beginnings – like The Coffee Shop Project, which I am amazingly excited about! The first evening event will be on the 9th of September – venue to be confirmed – and will be hosted by Experience Wine and Humfreys Farm Shop – watch this space for updates….

 …It’s a short blog this month, because I know that you will all be busy, but I just wanted to get across a few key things about this summer. 

 1. We are in a recession – still. As a result, holiday makers and locals (it seems), have less money to spend and are more particular about where they spend it. Good service really can make the difference between a spend and no spend this season.

 2. There will probably be tourists in Cornwall this summer who haven’t been here before – so don’t give them reason NOT to return next year. (I know that none of you will be guilty of this!) 

3. Make use of the weather – what ever it does. If the sun shines and people don’t come to you – take your retail offer or stand to them. Christian at Inhabit is great at this – ask him for some tips. 

 4. At the same time if it does keep raining, don’t forget to put your umbrellas at the door – impulse buys are a great way to sell product if you can link in with peoples ‘need’. 

 5. If you have a website, cards or information, remember to give these out with all purchases. Give people a way to find you again in the future. If you don’t have a website, you can get all you need from Microsoft. People are already buying Christmas presents! It’s true; I was in a shop last week in Bude where this happened! http://smallbusiness.officelive.com/?lc=2057&cloc=en-gb 

6. Take advantage of the coach trips – make sure the drivers know where your shop is! Give them all the information they need when visitors arrive, it will help drive up footfall. Again that came directly from visitors in Bude, who had just arrived on a bus!

 7. Try teaming up with other local traders and get your product in their window, so that it gives a sign post to your shop and your product. It could do you both some favours. 

 8. Give people a reason to visit your shop! Why not run some holiday offers for children if you can link your core product to that market. Remember drawing in children often draws in parents, or perhaps organize a demonstration, a book reading, a colouring competition…… 

That’s me done for the summer! Have a great August, apart from being confined to the office, I’m also taking a few weeks off and I look forward to catching up with you all when I’ back. In addition, if any of you have any good news stories, or things you want to promote don’t forget to send them through - and I will post them on the blog. 

Keep your eyes peeled for the invasion of Sock Creatures!!

Time to Stop and Stare

I’ve just been standing at our gate, looking out over the fields at the late evening sun. Despite the fact that I’m still cross about the fact that some one has seen fit to steal four of my very old chickens, who had huge sentimental value - It’s a brilliant night. In fact, it’s the night after midsummer’s eve and the sky is still blue. I know the sunset will be well worth seeing, and part of me thinks its one of those evenings for a late surf and a well deserved ale at the doom bar… but that’s another story… 

However, the whole essence of tonight has put me in mind of one of my favorite poems. When I was a student, I had this tacked to the inside of my brain, as it was my unsurpassed response to most, if not all, criticism of my time management.

 “What is this life if, full of care, We have no time to stand and stare” 

These I think are two of the simplest and possibly most powerful lines, ever written.  In a former life, I could have spent the best part of 5000 words discussing why. But in this instance I think they speak for themselves. 

Time is one of those commodities, that we often take for granted. As retailers its one of those things that’s vital. Not only for the amount of personal time you spend pouring over books on a Sunday, and yes I know some of you do, but also in terms of the amount of time you need, or would like, potential customers to spend in your shop with your products. I’ve been talking to lots of traders over the last few weeks and several have been telling me that shopping habits, especially of those who are on holiday are changing. The consistent theme is that customers are spending more time looking and less time buying. Perhaps it’s a direct result of the recession, which has probably been harder felt in more circles than have been apparent in Cornwall. Or perhaps it’s just that consumers are becoming savvier and they are getting used to researching the market and its current offers before committing themselves and their money to a product or a shop. 

So I’m wondering, and so we get to the topic of this months blog, what is it, if not just having time, that makes us as consumers or retailers, stop and stare? 

I’m sure that I can’t answer that for everyone. For Davis, the romantic teller of verse, its several things; animals, woods, night, and not forgetting a dancing beauty with a wonderful smile… While perhaps some of us may agree that a great pair of legs, or scantily clad man or women might grab our attention – the attraction might not translate into a sale. What’s more alarming is the point that if you are competing for market share with amazing customer service alone and customers are not buying on impulse, then perhaps you could be missing a trick. 

About a two weeks ago now, I found myself wondering around Quimper. It’s a city, and I guess you can compare it to Truro. Its compact and you have to search for things, but the coffee is amazing, the food as always in France just hits the spot and the local retailers really know how to make you welcome. In fact, most of the time, there I am arrogantly exclaiming several things that normally I would keep to myself, when the shop manager responds to my questions directly in perfect English! I had a great chat with the guys that own ‘Breizh Punisher’s’ who are a band of 5 people with three shops, who have been trading for the last 15 years, and sell amazing local Breton type things… anyway I’m digressing. What I want to say is that in just about every local window there was a cow. Yes a cow. It was raining and people don’t generally tend to stop and stare when it rains – perhaps I’m an exception, but I was so taken by the range, colour and type of small plastic cow on display that I was hooked. Not only did I stop and stare, but I went in and made a purchase– and no not the cow. 

It’s a round about way of getting back to the crux of my point. There were two reasons why the cows made me stop. The first – they were a reoccurring theme, which meant the local traders had to be working together, and trust me; one cow would have made no impression at all (remember its raining!). The other thing that struck me was at some point I had to ask why there were cows everywhere, so I had to do more than look and more than stop. So, the stopping and staring was translated to stopping and asking, and ultimately making that all-important impulse purchase. 

Time is a random, phenomenon, and some times it can be as fickle as the customers we intend to entice. However just as we have the capacity to control how we capture our customer, we have the capacity to control, make and bend time to our whim should we see fit to use it to our advantage.

As Davis says, “A poor life this if, full of care, We have no time to stand and stare”.

Sight Lines

I’m just on my way back from a flash tour of the capital city. I actually think I could now direct a person around Paddington Station blind folded – but that’s another story.   

However it does bring me nicely to the subject if this months blog, which is about ways of ‘seeing’.

Perhaps on the outset, this is an unusual topic, however, everyone has some sort of site – fact. Literal or metaphorical, if affects the way we look at the world because we never just look at one thing, and we are constantly assessing the relationship between things and ourselves. Sight impacts on the way we dress, shop, stop to gaze at a window, a poster or a news story, and while it is all about site, there are when you think about it, fundamentally hundreds of ways of ‘seeing’. 

Those of you who have heard Peter Cooper from Artysmith2 speak on a number of occasions will know he is fond of telling you that consumers don’t read. In a sense he is right. Seeing comes before words, as children we learn to recognize and point before we can lucidly communicate with sounds that form words. But just how much of our site, our seeing, our interpretation of that vision into words, with which we explain what we have seen to others, is a self formed perception, and how much of it has been seen and described to us through the written or spoken word of others? 

By way of example, I stood in a room yesterday with Mary Portas. Having recently been impressed by the fluidity of her writing and depth of description in one of her many books about windows, I was slightly in awe of seeing, let alone speaking to her. First impressions? She is probably shorter than me and looks about a size 6 or smaller. Amazingly well dressed, fantastic shoes, and a beautifully styled mass of auburn hair. She gave everyone that look which said – don’t speak to me – and I didn’t, neither as far as I could see did anyone else. What still bugs me today as I’m on the way home is that relationship between what I saw of Mary Portas yesterday and what I know through news clippings and books is not aligned. It’s funny because while photos and images have always proved the medium through which to communicate a direct testimony about how a person or item was at that given time, here suddenly the expressive power of the written word had already defused the clarity of what I was seeing. 

Without rambling on two much, the point I’m trying to get at, is that there is, it seems, a gap between what we see and what we know. While red might well say sale to you, it might say danger to me – perhaps that explains why HMV have pink sale signs... 

With this in mind, this morning, I tried Peter’s line on a new shop that I’ve just started working with. “Consumers don’t read”, I told her, “it’s a fact”. 

Apart from looking quite sympathetically at me and asking if I needed a cup of tea, she promptly informed me that she never trusts other people’s colours or signs, and takes her glasses everywhere so she can read about the product she wants to buy before she buys it. Regardless of whether that’s a sale item, a regular purchase, a food item or a gift. “I read everything” she said. 

“You can never be too careful”. This particular example might constitute a one in a million shopper, but at a time when we are all looking to sell more product to both new and existing customers, in a consumer market that is so unpredictable it’s difficult to know who is buying what from where, I think its perhaps a point that shouldn’t be over looked. 

So as I sit here and flick through this months creative review, marveling at some of today’s best creative talent, I know I’m back to the whole issue about seeing. We never stop absorbing images; our eyes are continually active, seeking to define one thing against another. If sight establishes our place as shops and consumers, enables retailers to define their target consumer market and moreover it establishes our place as individuals in the world, why do we seek to reaffirm this and often reorder this in words if the visual image really is mightier than that scribbled in ink? 

For me I guess that the jury is still out. I know that we are programme to see certain messages in different colours and define our characters by certain styles and images. Yet I can’t help thinking that as a consumer I need both. Enticing me with amazing visuals is one thing, actually getting me to buy one product over another, or buy anything at all, well I see that as a multi-sensual activity, for which words and verbal communication are perhaps the most important.

A little bag of help - update

Dear All

Thanks for all your interest in these sessions. I've spent all day
with Peter working up this course and finalizing details. At the
moment, we have had no response from the 25 traders based in Camborne
who specifically asked for this workshop to be run. I will be giving
these businesses until after the bank holiday to respond. If the
response is still poor, it is likely that we will run one workshop on
the 6th of May, from 5.30 until 8.30 (including dinner) and will run a
separate mentoring project which is due to be launched in June as a
response to the requests for more time with Peter or other similar
experts. I will send you more information about this when I have it.

In the mean time thank-you again to those that responded with
interest, I will keep you all posted.

Finally I hope you have all received postal invites for the awards
ceremony later this month.

Kindest Regards

Jo Lake Cornwall Retail Skills

CRS Visual Merchandising Awards Event Invite

Hi All Please find below a downloadable PDF Invite for this event. Most of you should already have had yours in the post! But just in case here it is again! Also check out the photo album, I think there should be a photo there showing all of you - if I have forgotten anyone please let me know! There will be more photos available at the awards event. 

Jo 

Download Invite 25th April 09

Selling more and marketing smarter in a recession

Dear All

Please find attached information about a new course set to run in May,
these workshops and mentoring support are all about helping you look
at the sales and marketing strategies that are already working for
businesses in retail, and helping you establish a sales and marketing
plan that works for your business and customer groups.

Many of you will already know how helpful Peter Coopers time is, this
programme will allow you to benefit from a series of mentor visits
lasting for a six month period, where Peter or another area specialist
will help you implement your marketing plan into your shop.

Its a fantastic opportunity for those in retail in Cornwall, if you
want to get involved, or want more information, please feel free to
get in touch with jclake@cornwall-learning-partnership.org or give me
a call on 0773 777 2181. Alternatively if you would like to speak to
the course tutor, you can find Peter on info@artysmith2.com or 01929
427523.

In addition to this, some of you might have heard of the 'you are the
difference' programme. Its all about customer service and putting the
customer first. There is a great extract from Alf Dunbar's
presentation on his website if you want to take a look. Alf travels
all over the world delivering this programme and I am lucky enough to
have managed to get him to come to Cornwall in May. As an addition to
the above programme Alf will be running a workshop (date to be
confirmed) for 30 people. If you are also interested in attending this
workshop please let me know as soon as possible. Depending on the
geographical spread of those wanting to attend I am open to ideas
about venues!! In the mean time check out www.youarethedifference.co.uk

Please feel free to send this email to anyone I may have forgotten!

I think thats all for now.

Jo Lake Cornwall Retail Skills

IN A WORLD WHERE EVERYTHING IS ‘FREE’, NOTHING IS SO COST EFFECTIVE AS GIVING A LITTLE TIME.

We all spend time everyday talking to people, although while I have to admit that normally most of my conversations are done via email, recently I’ve spent quite a few hours on the phone, as is reflected in this mornings phone bill. It’s been a topic of this blog before in a slightly different guise, but yet again I find myself being drawn back to look at the art of relationship marketing. 

Perhaps the phrase ‘relationship marketing’ is another buzzword created by bored office workers. Incidentally, I’ve just discovered a rather amusing website www.theofficelife.com, where words such as “alpha pup”, which is used to describe trendsetting young people, or “apple polish” which means to suck up are posted by office staff, who clearly have their own way of communicating between themselves. I’m only glad that in my office we tend to talk pure ‘local’ so everyone knows what we are on about. 

I digress slightly, relationship marketing. What businesses all over the globe claim to know everything about, after all if they didn’t would they actually have any customers? Marketing and relationships are all about effective communication, and at the heart of a good piece of communication is a dialogue. This is not a new thought. In 44BC the roman philosopher Cicero constructed a series of rules to help people understand the art of a great conversation - they look a bit like this: 

• Speak clearly 

• Speak easily, but not too much, give others their turn 

• Do not interrupt 

• Be courteous 

• Deal seriously with serious matters, gracefully with lighter ones 

• Never criticize people behind their backs 

• Stick to subjects of general interests 

• Do not talk about yourself 

• Never lose your temper 

These, I think, should also be followed at dinner parties, but that’s for another blog. Cicero in his conversational rules has also highlighted, possibly not by chance, the importance of building a relationship with the person you are having a conversation with. In marketing terms, aiming your pieces of communication at the customer who understands your product, your message and wants to start a relationship with you as their retailer of choice. I’m a consumer so I’m not going to give you the option of saying ‘customers don’t want relationships with companies’ -because I do. What I want to know is as a business do you want a relationship with me, or are you just interested in making a sale?

In Cornwall, independent traders have a huge advantage. Why? It’s very rare that in consumer market place a customer can have a direct relationship with a person. Take Nike (yes again), I am100% more likely to have a relationship with the Nike brand than a Nike person – fact. Nike’s brand as discussed in the last blog, doesn’t fit me – that brand isn’t about me its about Nike. However, I am 50% more likely to have a relationship with the staff at Rowes who delight me every time I go into my local shop. In the same way that brands stimulate communities, human relationships that are fostered with understanding, patience, tolerance, support – you know the deal, create their own communities and translate into loyal customers and more sales. There are several retailers I know in Cornwall already doing this exceptionally well and generating sale after sale after sale in exactly this way. They understand customer affinity and are reaping the rewards in return repeat custom, which is by far more cost effective than trying to generate new customers. 

I’m not going to bore you with more on this because I could literally go on all night, relationship mapping, loyalty schemes, satisfaction, customer partnering, the list is really endless and its all about understanding the people who are buying your products and trying to link in with those that for what ever reason aren’t. If you want to know more about marketing, we will be running a series of workshops in May that will deal with all these topics and more. (jclake@cornwall-learning-partnership for more info).

I want to leave you with this thought, relationships require work. They are about thought, require developing, need ‘actioning’ and in there somewhere require a sense of mutual attraction, as well as commitment. Einstein, slightly paraphrased said that we are in a strange situation here on Earth; the one thing known to man is that he ‘is here for the sake of other men’. Are you taking advantage of that?