BRITISH - Attire Bridal magazine

ATTIRE
Bridal
JUL/AUG 08 ISSUE 6
Tiny Tots
Best of
BRITISH
Home-grown bridalwear
Fabulous fashion
for the young ones
BUYING
and accessories
ABROAD
One retailer’s
experiences
ON TREND
Hot looks for your
brides-to-be
Grooms’
Accessories
Luxury
Our pick of the best
LINGERIE
Plus
Make the most of this
buoyant market
Industry
News
Expert Advice
Retailer Interview
WWW.ATTIREBRIDAL.COM
Email:
[email protected]
Website:
www.jewellery-world.co.uk
40
33
Contents
Regulars
12
38
6
Industry News
Our regular round-up of the latest bridal
movers and shakers
28
Business Link
Upali Dayasena, Senior Research Adviser
at Business Link, answers your questions
on trade marking your business
53
Jane Watson
Regular columnist, Jane Watson, reveals all
about the life of an agent
59
Buying Time
Abigail Neill tells all about her recent
buying trip to Madrid, and talks tactics for
sourcing stock from the BBEH
60
Q&A Special
Our experts, Jane Watson and Beth Scott,
answer all your retail queries
66
Up and Coming
Angela Cole interviews Nuala Tivnan,
who opened her self-named bespoke bridal
and occasion gown shop earlier this year
Features
20
Retailer Interview
We speak to Clare Louise of Brides &
Maids, Cambridge to find out
about her successful bridal boutique
23
Tiny Tots
Fabulous fashions for the young ones
31
IJL Interview
We speak to show director, Chris Hartley
33
Best of British
We champion UK-based manufacturers
and designers
40
Bridal Fashion Trends
Discover four exciting looks for
your brides-to-be
50
Groom’s Accessories
Make the most of these terrific
add-on sales
54
Bridal Lingerie
How to support this growing market
Profiles
12
Rainbow Club
Diane Kelsall talks to us about
her fabulous shoe range
38
Crystabelle Jewellery
Sarah and Christine discuss their stunning
necklaces, earrings and bracelets
12
50
Shows
16
Couture Fashion Week
We showcase the hottest bridal fashions
from the runways of New York
ATTIRE 3
Fashion
JULY/AUGUST 2008
ATTIRE
Bridal
GROUP EDITOR
Demelza Rayner
+44 (0)1376 535 609
[email protected]
Made in the UK
EDITORIAL ASSISTANT
Jennifer Kettle
+44 (0)1376 535 609
[email protected]
been so important to support home-grown talent.
Britain boasts some of the world’s most gifted
bridal designers who, despite spiralling overheads,
stay true to their roots and continue to make their
SALES MANAGER
Mark White
+44 (0)1376 514 000
[email protected]
dresses in the UK. We speak Emma Tindley and
Nicola Harvey-Rowley at Nicola Anne, among
DESIGN MANAGER
Vicky Longman
+44 (0)1376 535 616
[email protected]
others, to find out more.
One of the most interesting sectors of the market
that is largely undervalued by bridal shops is lingerie. It’s an essential
purchase for any bride-to-be, yet too few bridal retailers are choosing to
stock it in store. Why? It takes up very little space, provides an excellent
add-on purchase and may even make the difference between a bride-to-
PRODUCTION MANAGER
Stuart Weatherley
+44 (0)1376 535 616
be buying or not buying a dress.
ADMINISTRATION
Scott Brothwell
+44 (0)1376 514 000
Fashion Week, which showcased the work of eminent fashion designers
Kline Davis Limited
Broseley House
Newlands Drive
Witham, Essex CM8 2UL
www.attirebridal.com
Staff photographs courtesy of
Ian Scott Photography
Tel: 01707 263 844
www.ianscottphotography.co.uk
Industry News Page 6
Tny Tots Page 23
Best of British Page 33
Bridal Lingerie Page 54
In today’s difficult economic climate it’s never
CONTRIBUTOR
Angela Cole
GRAPHIC DESIGNERS
Sarah Barnes
Sophie Farage
Laura Perry
Steve McKea
+44 (0)1376 535 616
Cover image courtesy of
Suzanne Neville
www.suzanneneville.com
Crossing the Atlantic now, we take a look at the New York Couture
based all around the world. We take a look at some jaw-dropping designs
that graced the runways, including fabulous creations by Jean Fares and
Haya al Houti.
Finally, we focus on some fabulous bridal fashions, including pleated
and folded fabric, pretty capped shoulder straps, striking necklines and
brightly-coloured sashes.
ISSN 1758-0072
Attire Bridal is solely owned,
published and designed by Kline
Davis Limited. Whilst every effort
was made to ensure the information
in this magazine was correct at the
time of going to press, the publishers
cannot accept legal responsibility
for any errors or omissions, nor
can they accept responsibility of
the standing of advertisers nor by
the editorial contributions. The
views expressed do not necessarily
reflect those of the publisher. Attire
Bridal is published six times a year.
Subscription rates for overseas
readers are £40 per annum (incl.
p+p), Cheques should be made out
to Kline Davis Limited and sent to
Attire Bridal @ Broseley House,
Newlands Drive, Witham, Essex
CM8 2UL.
Enjoy reading
Demelza
Demelza Rayner
Group Editor
ATTIRE 5
INDUSTRY NEWS
We take a look at what’s new in the bridal industry this summer
Expansion nearing completion
for Benjamin Roberts
After months of work, Benjamin Roberts will
shortly be unveiling their new showrooms. Back
in 2003, Benjamin Roberts were operating from
3,000 square feet in the city centre over two
levels with just two collections. After taking on a
third collection in 2003, the firm moved into the
premises next door, enlarging available space to
4,700 square feet, and now, with four collections,
Benjamin Roberts are moving to a 17,000 square
feet brand new unit. ”This latest move is to be able
to improve the way in which we receive the goods,
store them and send them out to our customers,
so improving our customer service,” explains
Managing Director, Karen Taft.
One of the most exciting aspects of the new
developments is the new garment handling
system (which is often seen in large clothing
manufacturers and storage). The dresses will arrive
in a shipment, be opened and pressed, quality
controlled and then stored in a dry, humidity
controlled sealed area until a delivery note is raised
for dispatch.
CONSUMER MAGAZINES – A
NEW REVENUE STREAM?
You may think you stock
everything a bride-to-be needs:
the dress, the shoes, the veil, the
lingerie. But have you considered
stocking consumer wedding
magazines? If not, you could be
missing out on an extra revenue stream.
County Wedding Magazines publish nine
consumer wedding magazines, all for clearly
defined areas, and will shortly be launching a
title for London. “At present all our county wedding
titles are sold through major supermarkets, high
street newsagents and other independent outlets,”
says Sales and Marketing Manager, Mark White. “However, we are now
looking to expand our distribution into bridal outlets.” He continues: “When
located at the point of sale, magazines make a great impulse buy. After,
all, what’s a few pounds compared to the price of a wedding dress?” To
find out how to stock the magazine, please telephone Jacquie at Diamond
Distribution on +44 (0)1797 225 229. To find out more about county
wedding magazines, please visit www.countyweddingmagazines.com.
European expansion for Sasso
DRESS TO IMPRESS
A fabulous new charity event, with a bridal twist,
is to be held this November to raise money for
Pancreatic Cancer UK. Indeed, on 1st November
2008 (which is the beginning of pancreatic
cancer awareness month) wedding & portrait
photographer Julia Boggio will throw a charity
wedding-ball at the five-star ANdAZ Hotel,
Liverpool Street, London - formerly the Great
Eastern Hotel.
The idea behind THE BIG I DO REDO is to
encourage women back into their wedding dresses
across the country to raise money for the charity.
For further details, visit the handy website at
www.thebigidoredo.com.
6 ATTIRE
Sasso Bridal Accessories began back in
2004 with just four marabou garments
and a small collection of accessories. The
firm now has over 250 accounts and an
ever-expanding collection from Europe.
“Lapa gloves, for example, have over
30 years of experience in the bridal
marketplace, and have allowed us
to choose from their collection of
accessories just for our UK market,” says
Elaine Carter. The accessories include
gorgeous
lace and
organza pleated gloves, embroidered,
lace and flowers with swarovski crystal
trim. There are also Sex and the City
themed hats, vintage lace-effect skull
caps, supersized organza flowers,
hair combs and lace headbands.
“We have also introduced the Emmi
Mariage collection of dresses, which
we are launching at Harrogate in
September,” she adds. All are available
to view online at www.sassobride.com.
News & Events
PEARL INNOVATION FOR ETHICAL JEWELLERY BRAND
BoBijou designer pearl jewellery (Edinburgh) recently introduced its in-house developed exclusive knotting technology “Needless
Restringing” to guarantee the wearer 10 years without needing pearl restringing, offering supreme quality of finish.
As a distinctive brand, BoBijou’s USP is to offer a wide range of unique, refreshingly designed Couture style jewellery that
are hand made with purely precious and natural materials such as cultured pearls and gemstones with solid silver and gold, at
affordable prices. The brand prides itself on the superior design and outstanding quality of jewellery. With a wide collection of 300
designs developed in the Edinburgh head office, every piece is hand made in association with their exclusive workshop in Spain.
It takes three years for their team to develop this sophisticated knotting technology. Compared to traditional knotting that takes
a skilled worker one hour to hand string and knot a 18” standard pearl necklace, this technology takes four hours. However, the
end quality is uncomparable, the thread is very strong and will not move or become elastic and loose, hence the shape will last
at least 10 years with no need to pay for restringing. Yet the traditionally knotted pearl necklace would need to be restrung every
two years.
BoBijou is an ethical jewellery brand. Their pearls come directly from the largest pearl farm that cultures pearls in the purest and
cleanest lakes, and the firm implements a strict environmental policy throughout. For further details visit www.bobijou.com.
EXPORT AWARD FOR CYBERTILL
Etiquette Hire Ltd
Over the next couple of months, Etiquette Hire Ltd will be doing a
nationwide launch of their made to measure suit service under the banner of
Ascot Personal Tailoring. “We are very excited about this project and could
well see our retailers that we are offering it through, massively increase their
turnover with no extra finacial outlay,” they say. “Operated on our already
established touch screen ordering system, the personal tailoring will offer
customers the chance to own
a suit to their exact sizes and
specification retailing for as
little as £225.”
Etiquette were named
as a finalist in the Best
Groomswear Manufacturer
catorgory at the recent
Bridal Buyer Awards.
“Although we were pipped to
the title by Antony Formal
Wear we see this as a step
in the right direction and
appreciate the recognition of
the nomination.”
Find out more about
Etiquette Hire Ltd by
visiting www.i-do.uk.com.
EPoS and e-commerce technology
specialists, Cybertill, has won a regional
export award from UK Trade & Investment
(UKTI).
Cybertill has secured the Merseyside
sub-regional Passport to Export Awards
2007 in recognition of its achievements in
the export market following participation
in the UK Trade & Investment (UKTI)
programme. The award was one of
five county awards given to companies
across the north-west that have shown
considerable progress in growing their
international business.
Passport to Export is UK Trade &
Investment’s flagship programme for new
and inexperienced exporters. It provides
the training, planning and ongoing
support a company needs to begin a
successful export operation.
Since signing up to the Passport to
Export programme, Cybertill has made
significant inroads into new export
markets. It is now selling to more than
20 countries including Dubai, Belgium,
Austria, Ireland, Switzerland and the
Czech Republic, and has seen an
increase in export turnover.
Cybertill MD, Ian Tomlinson (centre) receiving his
award from Clive Drinkwater UKTI North West
Regional Director and TV Presenter Lucy Meacock
ATTIRE 7 ·
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Hine Insurance Brokers Ltd have been established for 30 years and
for the last 20 have specialised in insurance products for the bridal
and wedding industry. Their Bridalsure and Formalsure policies are
designed to provide highly competitive and specialist shop insurance
for bridalwear and formalwear retailers.
Currently insuring approximately 500 bridal and formal wear shops
across the UK, Bridalsure and Formalsure are the only insurance
policies backed by the major bridal trade associations, Bridal Industry
Suppliers Association and the
British Bridalwear Association.
Find out more on www.hine.co.uk.
FRESH NEW PEARL DESIGNS
BY FENNIE LEUNG
Since the launch in 2005, Divine Destiny has
been producing quality handmade bridal jewellery
and hair accessories, and has earned a reputable
place in the thriving bridal jewellery sector.
Designed and handmade by Hertfordshirebased designer, Fennie Leung, her collections
have a fresh, contemporary look yet perpetuate
the integrity and sophistication of classic pearl
jewellery designs. Apart from freshwater pearls,
Fennie also incorporates semi-precious stones
including rock crystal and moonstone, cleverly
accented with Swarovski crystals in order to
inject light and sparkle into the designs. It is a
perfect compliment to details on bridal gowns
which are often decorated with crystals.
Thanks to the recent modern interpretations
in fashion jewellery, pearls have managed to
shake off its old fashioned image. Together with
advancements in cultured freshwater pearls
farming technology, the industry now offers
a greater variety in shapes and colours then
ever before. Fennie took advantage of this
and thoroughly demonstrated her creativity in
collections such as Glow and Cherry Blossom.
In Glow, Fennie skillfully mixed different shapes
together whilst in the Cherry Blossom collection,
lustrous teardrop pearls were teamed up with
peach and white pearls and iridescent crystals.
For details, visit www.yourdivinedestiny.co.uk.
Natalie Gladman of maternity bridal label,
Madeleine Isaac-James, and her family have
been shortlisted in the Mother@Work Awards
2008 and will be attending the final in the
State Room at 11 Downing Street. This award
recognises not only the contribution of working
mothers to the economy, but also the support
structure they have behind them that helps
them achieve success in their chosen field.
Find out more about the awards at the website
www.motheratwork.co.uk.
8 ATTIRE
New British bridal designer launches to the trade
Talented Britishbased bridal designer,
Emma Tindley,
will be launching
her collection at
the British Bridal
Exhibition, Harrogate,
this September. “After
six years designing
dresses under my own
label from my shop in
East Grinstead, I feel
that now is the time
to expand the business
and look for a select
number of boutiques
across the country to
stock them,” she says.
“The feedback from
my clients and the
displays in the shop
window have been
so good I’m looking
forward to hearing
what the trade think.”
Emma has selected
around 15 dresses,
some from her present
collection and some
new designs. “As I work very closely with my clients, I am able to keep
up-to-date with what girls are asking for so the collection stays current
and fresh,” she asserts. Emma’s collection covers all shapes and styles,
from slim fishtail through to the full and dramatic corsetry of the 18th
century. Lace also plays a big part with delicate crystal beading detail.
“All my dresses are silk and many incorporate fabulous figure flattering
internal corsets,” adds Emma. “All the dresses are made on the premises
and I will continue to do this as it is really important to me that the
dresses are not only perfect once completed, but also the client receives
a high level of customer service. The same will go for our new trade
customers. To find out more, visit www.emmatindley.co.uk.
News & Events
GIRLS LOVE PEARLS DEVELOP STRONG
UK STOCKIST NETWORK
Ruth Morton of Girls Love Pearls is pleased to
announce 12 new stockists: “The enthusiasm
of leading bridal magazines has led to huge
interest in our ranges of bridal jewellery,” she
says. “With over 20 stockists in the UK, it is now
even easier for brides-to-be to choose Girls Love
Pearls, browsing our website at leisure before
making their final selections in-store, closer to
home.” New stockists include The Bridal Suite
in Lincolnshire, Bellissima Weddings in Essex,
Alexanders Bridal Ltd in Dublin and Blossom in
Oxfordshire. Contact www.girls-love-pearls.co.uk
for further details.
Retailers remain optimistic in the face of the
credit crunch
SMEs operating in the retail sector are really feeling the bite of the
credit crunch, according to a recent study. Retail businesses admitted
that their suppliers are increasing their prices (73%), they aren’t
expanding as quickly as they would like (67%) and are actively looking to
reduce their own costs (50%).
However despite this customer downturn, and tough trading
condition for retailers, many small and medium sized businesses
(SMEs) appear to be reacting bullishly to the credit crunch. When asked
if they had to start their business again in today’s economic climate, 61%
of SMEs would do it all again tomorrow, of which 45% of retailers said
yes to the same question.
The research by The Credit Show, the UK’s largest exhibition and
conference dedicated to professionals associated with the consumer and
commercial credit arena, shows that SMEs on the whole plan to expand
sales in the UK on average 56% in the coming year.
The study is based on detailed online interviews with 117 small and
medium sized businesses. The businesses were drawn from across the
UK and from a mix of sectors.
To download a copy of The Credit Show’s ‘Credit Crunch and its
impacts on SMEs 2008’ report, visit www.creditshow.co.uk.
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Aristoc have recently released two ranges
of Bodytoners Briefs, specially designed
to flatten and smooth the tummy whilst
enhancing the bottom.
These ranges have been clinically proven
through Bodyscan technology to slim and
smooth the silhouette and will be backed
with a multi media marketing campaign,
encompassing PR & advertising.
Bespoke display units and display material
will be available to create impact in store. For
further details call +44 (0)115 924 6183.
Molly Brown launches new collections in Selfridges
and Harrods
Molly Brown London is pleased to announce the launch of two new
collections in Selfridges and Harrods this summer. Molly Brown London
adds to its collection of beautifully made keepsake jewellery for little girls
with the introduction of the new ‘Love Heart’ and ‘Dishy Fishy’ collections.
Currently the best selling children’s accessories brand in Harrods, the new
collections are sure to live up to all expectations with their gorgeous design
and beautiful details that little girls and stylish parents alike will love.
Director, Erica Illingworth says: “We are delighted that Selfridges and
Harrods continue to show their commitment to the Molly Brown brand by
launching our new Love Hearts and Dishy Fishy Collections within their
world renowned stores. For further details visit www.mollybrownlondon.com.
ATTIRE 9 ·
Shining new guide to
the best in retail display
available now!
The new sdea Directory of Shopfittings and
Display is full of creative and innovative
ideas to help you design retail interiors full of
theatre and sophistication.
Whether you are trying to source a single
retail display item or a complete shop fit, this
well known guide is a great place to start. As
always, it is a visual delight, with full colour,
descriptive and illustrative images of the huge range of products and services
that sdea members manufacture and supply to the retail world. Backed up
with company profiles and full contact details, it is a fully comprehensive
buyers guide to shopfittings and display equipment, PoS, signage and visual
merchandising.
The publishers are giving away free copies of the sdea Directory to the first
50 discerning readers that request a copy and mention this journal.
If you are a retailer, sdea will help you source a reputable supplier or an
elusive retail display product via the Directory, by calling the Infoline, the
Association’s telephone enquiry service, or online at www.shopdisplay.org.
If you are a supplier or manufacturer of shopfittings and display, sdea has an
excellent package of services on offer. Call +44 (0)1883 348 911.
JEWELLERY WORLD
CONTINUES TO INNOVATE
As a long-established trade supplier
of fashion accessories and costume
jewellery, Jewellery World Ltd identified
the bridal accessory market some three
years ago as a sector in which they
could play a major part.
With a reputation for keeping their ears
to the ground, the directors of Jewellery
World use their wealth of contacts here
in the UK, and in the Far East, to bring
together a plethora of designers and
manufacturers.
Three years on, Jewellery World is
proud to boast arguably the best range
of bridal accessories for trade buyers in
the UK.
Their dedicated buying department
enables Jewellery World to offer its
customers a vast collection of designer
bridal products at non-designer prices,
including tiaras, bridal jewellery, hats and
fascinators.
Jewellery World has recently
introduced an exciting collection of
bridesmaids’ hair ornaments including
combs, pins and headbands with
feathers and beads in a variety of
delicate pastel and monochrome
colours. For more details telephone +44
(0)161 834 5007.
10 ATTIRE
SFA Wholesale report steady sales
SFA Wholesale have a range of stunning bridal
accessories. According to the company, the
eight-row diamanté bangle has been a very good
seller since its launch at Harrogate in March.
SSFA have now revised the display presentation
box for this product, as shown here.
SFA has experienced good trading conditions
throughout the spring/early summer with retailers
particularly liking the fact that SFA holds products
in stock and can usually dispatch within 24hrs of
placing an order. This, along with a philosophy
of supplying products at an affordable price
has enabled the company to continue a pattern
of steady growth. SFA tries to make ordering as easy as possible with a
paper and online catalogue available, as well as attending the Harrogate
bridal shows in March and September.
Retailers can contact SFA on +44 (0)845 017 5059 or visit the website at
www.sfawholesale.co.uk.
NEW PRESIDENT AND VICE PRESIDENT
ELECTED AT AGM
At its Annual General Meeting on 29th April 2008,
the Shop and Display Equipment Association elected
Geoff Fairfield, Managing Director of Fairfield
Displays & Lighting Ltd as President and Nick
Wraith, Managing Director of United Aluminium
Ltd as Vice President.
Ronald Cohen, Managing Director of Foxbarn Ltd
becomes Immediate Past President.
For further details visit www.shopdisplay.org.
BRIDAL, BRIDESMAIDS & PROMS
www.thehouseofnicholas.co.uk
0208 802 1399
To view our collections visit us at The Harrogate Bridal Fair, Hall Q Stand 7
Diane Kelsall, Design Director of both Rainbow Club and the
bespoke Hassall bridal shoe ranges, is firmly established as one of
the UK’s leading and most inspirational bridal shoe designers. She
never doubted her career path and we spoke to her about the sheer
determination behind her success
Inspect the footwear most commonly chosen by brides and their accompanying
attendants and you will no doubt find that at least one of them is delighting in
wearing a pair of shoes designed by Diane Kelsall.
Design Director for Rainbow Club, which incorporates the Else, Miss Rainbow,
Miss Else and Gabriella & Lucido bridal and occasion footwear ranges and
Hassall bespoke bridal shoe range, Diane is as one of the UK’s leading and most
inspirational shoe designers.
Di and her team oversee all the ranges and she has had a huge influence in
shaping the brands. In addition, the shoes in these collections are available for
bespoke hand-dying by The Colour Studio, also owned by Rainbow.
The Hassall bespoke bridal shoe collection, designed by Di, is very personal
to her. So incredibly bespoke is the range, that customers can have the date of
their wedding inscribed on the heel of the shoe, making them truly personalised
and they are packaged in fabulous boxes with organza shoe bags and signed box
brochures, which makes a keepsake for each bride.
Influenced by Di’s love of all things vintage, the Hassall range is beautifully
detailed, making full use of embroidery, lace, velvet, buckles and bows.
Di also offers the ‘Fairy Godmum’ shoe service for all her customers.
“Fairy Godmum is there for brides who have any queries relating to shoes. It
could be anything from what shoes to wear with a particular dress, how to find
a particular size (for example if they have very small or large feet), how to get
shoes dyed… almost anything. We will always try to help and they will receive a
comprehensive personal email in response to their query. Not surprisingly it’s quite
popular. I like to answer all the Hassall queries personally.”
Diane’s decision to follow a career as a shoe designer was prompted by a very
fortunate meeting with another master of shoe design, Jimmy Choo, in her final
year at college.
“I have always loved shoes, since I was a small child I have been fascinated by
them, much more so than clothes”, Diane explains.
“At school, when everyone else was making cars and boats with their cereal
boxes, I was making mine into shoes, Scholl sandals were a favourite!
“I took a degree in fashion and textile design, specialised in embroidered textiles
and in my final year I did a work placement with the shoe designer Emma Hope,
who I really admire. Through her, I met Jimmy Choo, who made my final degree
collection for me, which was a range of embroidered silk shoes.”
“After that, I decided my career path just had to be shoes and, although it was
very difficult to start with, as I didn’t have the technical expertise, I was determined
to design shoes and nothing was going to stop me!”
“I started my own label, Diane Hassall, in 1988 and I worked from a studio in
Clerkenwell in London,” she explains.
Having now worked her way up to Design Director and with a whole host
of shoe labels to her name, Diane is glad she followed her heart, as she says she
absolutely loves her job.
“It’s quite a varied role, starting with reviewing the previous year’s collections,
what’s done well, what we need more of and so on, then putting together the four
collections from initial sketches, to sourcing fabrics and trims and making sample
pieces for the factory to work from.”
12 ATTIRE
“I work closely with our technical team, who make sure that the fit is great and
everything works properly from a technical point of view.”
“When the collections are finally ready after months of sampling, we then start
work on the marketing side of things. I love to attend the fashion shoots for our
photography, which we use for brochures, advertising and showcards.”
“I also enjoy the trade shows, where we finally present the collections to the
retailers and get feedback from them.”
“My favourite part of the job though, is putting the initial sketches and sample
pieces together for the bespoke Hassall range. I can visualise the final shoe and I
still find it really exciting that brides will walk down the aisle in something I’ve
created!”
Diane launches new collections across the numerous ranges yearly, with
occasional mid-season ranges, such as handbags.
She believes that her ranges suit all types of bridal retail store, with the Hassall
collection being particularly suitable for boutique-type bridal shops, who sell
design-led dresses and products.
Diane also feels that enthusiasm for the product and a broad range is key for
bridal stores keen to secure a sale.
“Bridal stores need to try to have as broad a range as possible, because if there are
only a few styles to try, brides will often go and look elsewhere. Our reps will give
great advice on the biggest selling styles and will always help the retailer to put a
good mix of styles together. It’s also best to have a mix of price points if possible to
suit the budget of all brides.”
“I always feel that if the staff in the shop love the product they will sell it with
enthusiasm and luckily for us, most girls seem to love shoes!,” she laughs.
She describes the current range for Else, as quite young, fresh and a little quirky.
“There are lots of contemporary styles with quite a strong high street feel. Cute
pumps and sassy T-bars are part of the new collection, which appeal to brides,
bridesmaids, are great for proms and they look fantastic hand-coloured too.”
“Rainbow, the biggest collection, has to have very wide appeal, so the styling is
very feminine, romantic and directional. There are some gorgeous peep-toe shapes
for the 2009 collection, which we expect will prove very popular.”
“Couture is an entirely new collection and we’re really excited to be launching it.
It’s all about grown up glamour and consists of sophisticated styles with glamorous
vintage styled trims and sublime satin overlays, which give each shoe a point of
difference,” explains Diane.
“Finally, we have the Hassall range and I love to use lots of texture, from pretty
lace to soft ethereal chiffons and organza. It’s a really romantic collection, full of
vintage glamour for true shoe-aholics on their wedding day.”
“For 2009, Hassall sees an introduction of very subtle sparkle and I have
incorporated some amazing golden crystals and stunning Swarovski banding,
which looks fabulous against soft, ethereal chiffon, look out for some flamboyant
bows too!”
Diane is also responsible for naming the ranges and delights in the task.
“I love naming the shoes and each collection has a theme of some sort. Else are
all named after cocktails, such as Mai Tai, Rainbow are girls names, Couture are
exotic places such as Tahiti and Hassall are all named after roses… there are some
really great names like Dainty Bess and Rosie O’Donnell!”
Diane sources materials from all over, but is always on the look out for
something new and visits shows in Europe looking to source lace, trims, buttons
and fabric.
She carefully promotes the collections through editorial coverage and advertising
in bridal magazines and by visiting retailers as often as possible.
“We supply brochures and showcards to our retailers to help them promote the
product too and of course, we show at Harrogate twice a year. It’s great to see all of
our retailers there and get lots of reaction and feedback,” she says.
Diane advises that retailers should help a bride select a shoe style that will look
great with their dress but also suit their personality.
“It’s no good advising a bride who only ever wears flat pumps to wear a 9cm heel
if she can’t walk in it,” she warns.
One aspect of her business that does particularly well is the Colour Studio,
through which retailers can offer customers a bespoke hand-dying service.
“This is doing fantastically well,” reveals Diane. “The brides, and of course the
retailers, love the whole concept and it works brilliantly. I even have several pairs of
beautifully-coloured shoes myself! It’s taken off so well, that the staff in the Studio
are inundated most of the time and the business is growing with amazing speed. It
takes the worry of dyeing away from the retailers and they know they can send us a
swatch and confidently expect a beautifully-coloured shoe back.”
So how does Diane view the current bridal footwear market and what trends
does she see emerging over the coming months?
“The bridal footwear market has become more exciting and adventurous over the
past few years, thankfully! Gone are the days of plain satin court shoes, now the
choice is vast, with companies like Rainbow producing comprehensive collections
covering everything from gorgeous peep toes to strappy sandals and vintage, lacecovered pumps.”
“There is a lot more variation in terms of shapes, such as round and almond toes,
which sit alongside the popular petite points. There is definitely a move towards
styles which crossover from bridal to fashion, styles like Scarlett from the Rainbow
collection are increasingly popular, as they are gorgeous wedding shoes but can
be dyed afterwards and worn again. Fashion is increasingly important, although
comfort is also a major factor now too.”
Reviewing her success in the business, Diane credits one particular commission
as the greatest achievement she has had so far.
“Launching the Hassall brand and getting such a great reaction three years ago
is definitely up there, but if I’m honest, I think my greatest achievement was being
asked to make a pair of handmade shoes for an exhibition at the Victoria and
Albert Museum in London. The shoes are part of their collection now.”
Rightly proud of her designs, Diane even wore them for her own wedding.
“They were ivory duchesse satin, with a sassy crossover ankle strap and a crystal
beaded panel around the throat. We got married at the end of December on a cold
and crisp day, so I wanted my shoes to sparkle in the frosty light!” A
To find out more about Rainbow Club and the Hassall collection, telephone
+44 (0)8445 872 775, or visit www.hassall.co.uk
We like to provide something different for the bride
Accessories sourced from different parts of europe to compliment our Sasso
feather garments ~ Shrugs, stoles, wraps and jackets in both marabou and
ostrich ~ New colours for autumn, rich steel grey, subtle stone colours and
shades of mint and moss green ~ New Vintage jewellery designed for Sasso
by Russian Beriozka, all hand made to order ~ Lapa gloves and accessories ~
Joltex, our new hair and jewellery supplier ~ Stockists required for our new
Emmi Mariage dress collection, showing at the show in September.
Tel: 0808 1789 103 ~ Email: [email protected]
www.sassobride.com
ATTIRE 13
www.Devamaids.com
An exciting new collection by
Jonathan James Couture, the 2009
“DEVA” collection, is now available
for instore preview.
With a range of over 120 colours
in 5 different fabrics, this stunning
collection of 50 gowns allows stockists
the flexibility not only to choose the
gowns fabric but also to alter gowns to
their customers specifications.
Along side the adult bridesmaid gowns,
we also offer matching flower girl
dresses, Junior and maternity sizing
and a menswear range, so that you
may offer your brides a complete
package in matching fabrics.
UK Sales Executive:
Mr Robert Wilson
07783 476 408
www.JonathanJamesCouture.com
ICON our stunning 2009 collection now
available for instore preview.
Please contact us to make an appointment.
UK Sales Executive: Mr Robert Wilson
07783 476 408
Stateside
We bring you some
breathtaking designs
from Couture Fashion
Week, New York
Style
Couture Fashion Week is a multi-day event
showcasing luxury couture and fine fashion including
eveningwear, elegant fashion, couture bridal as well
as accessories. Attendees include upscale consumers,
invited VIPs, the press and selected high-end store
buyers. The event also includes exhibits of luxury
brands as well as entertainment and networking
cocktail and after-parties, and is held in a number of
top venues in New York City, Palm Beach and other
selected cities.
In addition to its ongoing offering of unique
branding opportunities for luxury products and
services, Couture Fashion Week works in conjunction
with lifestyle industry leaders around the world in
offering attendance at the fashion shows as part of
lavish travel and shopping experiences for those with
exquisite tastes. For further details visit the website
www.couturefashionweek.com.
1
16 ATTIRE
Read on for our showcase of five fabulous fashion
designers…
Catalin Botezatu
One of Romania’s most important designers, Catalin
Botezatu has been named “Designer of the Year” six
years in a row by VIP Magazine (Romania), and has
twice been presented with the “Award for Excellency
in Fashion” by Fashion TV Romania, in addition to
numerous other fashion awards.
His fashion accomplishments have been featured in
prominent publications and media.
A prolific and energetic fashion icon, Mr. Botezatu
has done fashion shows all over the world, and
recently showed his designs as part of the Ford
Agency’s Supermodel of the Year competition in Las
Vegas. Between 1999 and 2000 the designer staged
fashion shoots and shows at the Amir Palace in Tunis
as well as in Luxor and Cairo, Egypt. In 2002, he did
a calendar shoot and three fashion shows in Kusadasi,
Turkey. In 2002 he presented his collections at Milan
Fashion Week following the Versace fashion show.
In 2004, he presented a highly creative collection
inspired by Japan’s Samurai warriors at Jimmi’z in
Monte Carlo followed by shows at Bali Fashion Week
in Indonesia and in Malta. Most recently he has done
fashion shows in Tunisia as part of that country’s
independence day celebrations; at the Cannes
International TV Festival; at fashion weeks in Jakarta,
Bali, Iceland, Athens, Bucharest and Jamaica; at the
ModaLiveMediteraneo fashion festival in Italy; and
at the Romanian embassy in Paris. In 2007 he created
the “Maserati Collection” inspired by the famous
luxury automobile brand.
Mr. Botezatu is one of the few major fashion
designers who directs and styles his own shows and
makes all his accessories (jewellery, shoes, hats). His
distinguished clientele includes politicians, socialites,
VIPs, entertainers and celebrities. But his beautiful
creations have a strong appeal for any woman looking
to bring out her femme fatale side through sensual,
refined and sophisticated fashions.
Couture Fashion Week
Haya Al Houti
In a much anticipated follow up to her stunning 2007
USA debut fashion show, accomplished Kuwaiti
fashion designer Haya Al Houti presented her latest
collection of sublime couture creations.
A prominent designer in her native country, Ms.
Al Houti established her fashion house in 2002 and
has since become recognised for her exquisite bridal
and evening gowns. Her clientele includes an array
of Saudi Arabian and Qatarian princesses as well as
prestigious dignitaries, socialites and VIPs throughout
the Middle East. Her creations are breathtaking
combinations of the finest satins, silks, taffeta, chiffon,
organza, tulle and lace with rich beading and jeweled
embellishments.
Along with her staff of more than 25 talented and
skilled employees, Ms. Al Houti prides herself on
creating not just beautiful fashions, but also “Art from
the Heart” - designs that transcend fabric and thread
and touch the wearer’s inner spirit.
In a recent interview with Kuwait Times, Haya Al
Houti spoke about how working on fashion shows is a
unique and special experience. “When thinking about
a fashion show I don’t just present a group of nice
dresses. I am always keen on presenting something
new, different and outstanding,” she pointed out. “I
love presenting dresses with strange but simple ideas,
that represent my identity and personality, so people
would know that these are my designs,” she added.
“Haya’s debut with us last year was a truly fabulous
and impressive show,” says producer Andres Aquino.
“Her meticulous attention to detail and creative
imagination make her designs unique.”
2
Jean Fares
Dynamic fashion designer, Jean Fares of Lebanon,
presented his latest collection of inspired evening
couture creations. The new collection is entitled
“Living...Energy” inspired by the ideal wearer of his
stunning designs: a dynamic, charming, thrilling and
energetic woman.
Since establishing his own fashion house in 1992,
Jean Fares has become known for his elegant colour
combinations and innate classic style sense. His
couture bridal and evening creations are favoured by
an exclusive clientele in the Middle East. His previous
collection, “Living-Eco”, featured an impressive array
of beautifully crafted designs.
Mr. Fares has done successful fashion shows in
Paris, including the Hydra Pret-a-Porter event, and
in Lebanon as well as other Middle Eastern countries
such as Egypt, Qatar, Saudi Arabia and the UAE. In
2007, he did a series of fashion shows in the USA
in Miami, Houston and Washington D.C. before
enthusiastic audiences of dignitaries and VIPs.
“Jean Fares’s creations are of the highest caliber,
like so many other gifted couturiers from his part
of the world,” notes producer Andres Aquino. “We
are fortunate to have him participating in Couture
Fashion Week this season and look forward to an
extremely enthusiastic reception from our audience.”
3
ATTIRE 17 ·
Couture Fashion Week
4
5
Romanitza
Acclaimed Romanian couture fashion designer
Romanitza Claudia Iovan presented her latest
collection at Couture Fashion Week 2008.
Romanitza made her debut at Couture Fashion
Week in September 2007 with a dramatic runway
show at the world-famous St. Regis Hotel. In
December 2007 she returned to New York City
presenting her collection as part of the grand opening
festivities of the Desmond Tutu Center.
A former fashion model, Ms. Iovan launched her
Romanitza fashion house in 1991. The label soon
became one of the most successful in Romania, and
Ms. Iovan’s inimitable style and work ethic helped
to build her reputation as a highly creative and
accomplished designer and business woman. The
exquisite quality and aristocratic air of her designs
have earned her distinctive runway shows a special
respect and recognition.
In 1993 Romanitza was invited by the Romanian
Youth Travel Office to be part of a governmentsponsored tourism promotion in the United Arab
Emirates, with a collection of Arab-inspired pret-
Michael Mione
A native New Yorker, Michael Mione showed an
aptitude for fashion starting at an early age. Inspired
by his mother’s glamorous style - she wore five inch
heels with everything and turned even mundane
occasions into black tie affairs - Mr. Mione went on
to graduate from the Fashion Institute of Technology
and later landed an internship with fashion icon Bob
Mackie, perhaps best known for his unforgettable
designs for Cher, Carol Burnett and many other
legendary performers. During his work with Bob
Mackie, Mr. Mione refined his concept of style: that
clothing should reflect a women’s inner as well as
outer beauty.
Mr. Mione gained experience on the business side
of the fashion industry through his tenure as store
manager with Macy’s and Victoria’s Secret and as a
Prada specialist at Neiman Marcus. These invaluable
insights into what is important to female consumers,
their buying patterns and preferences regarding
style, fit and quality served Mr. Mione well when he
launched his own design label.
In 2005 Mr. Mione debuted his signature women’s
line with a fashion show at Harry’s Loft in New York
City. He went on to show his bridal collection as part
of the Wedding Channel couture fashion show at the
Waldorf-Astoria in New York. He recently opened his
couture salon in a chic Soho loft offering a luxurious
shopping experience for his clients. Through his
impeccable designs, Mr. Mione strives to bring back
glamour with comfortable yet sexy clothes for today’s
sophisticated woman with discerning tastes.
a-porter. In 1994 Romanitza won first prize at the
National Fashion Festival of Romania, and shortly
after became the first Romanian designer invited to
open an exclusive showroom at the World Trade Plaza
in Bucharest. Her 1996 spring/summer collection
entitled “Rainbow Flowers” was presented on the
runway at the World Trade Plaza’s performance
hall - a gala performance that also celebrated the
designer’s fifth successful year in the fashion industry.
The event was covered by all major Romanian fashion
publications.
Romanitza opened her second boutique in 1999 on
Bucharest’s fashionable Calea Victoriei, and soon after
became the exclusive retailer of Elegance Paris fabrics
and the Elegance Boutique pret-a-porter line, as well
as of Borsalino hats and Bruno Magli shoes and bags
for Romania. A few years later, Romanitza opened the
first Escada Couture shop in Bucharest.
“We are happy to be working with this talented
designer for the third time,” says producer Andres
Aquino. “Romanitza is highly creative, business savvy
and a dynamic and visionary person.”
Romanitza continues to build her brand in the
fashion industry, presenting seasonal collections and
taking part in many television programs and fashion
events, including Bucharest Fashion Week.
ATTIRE 19
MASTERFUL
MERCHANDISING
Clare Louise Brides & Maids bridal shop in Cambridge, has become so successful
that both staff numbers and turnover have doubled recently. We spoke to the owner,
Clare Louise Wilson, about her winning strategy for the business
Cast your eye along
the rails at Clare
Louise Brides &
Maids in Willingham,
Cambridge and you will find a large range of bridal
gowns and separates, bridesmaids dresses and
eveningwear at affordable prices. The top designers
on offer include Bonny Bridal, Eva Jordan Couture,
Dynasty, Nicola Anne and Samantha Jane, with a
vast dress sizes range.
Brides keen to personalise their wedding
dress can utilise the services of the experienced
seamstress at the store, who is able to customise
any off-the-peg gown.
Bridesmaids dresses are available, with sizes
ranging from two year olds to junior Miss ‘Plus’
ranges for 14 year olds and all dresses are designed
to match the adult styles.
A vast range of accessories, such as veils, shoes
and a large range of jewellery is also available, as
is Mark Alan Formal Hire, which includes groom,
best man and father of the bride attire, as well as
Highland wear.
With seemingly everything the bridal party
could possibly need on offer, the family-run store
is constantly busy and the owner and managing
director, Clare Louise Wilson, laughingly admits
there aren’t enough hours in the day.
“We find the current bridal market extremely
busy, so much so that I have recently doubled my
20 ATTIRE
staff and turnover,” she says.
Along with a wedding stationery company, Pick
a Card, Clare Louise has been running the family
company for six years and was prompted to do so
as a result of customer enquiries.
“It all stemmed from my stationery business. I
was getting so many brides asking where to go for
bridal gowns, bridesmaids’ dresses, accessories and
men’s formal hire, that I decided it was time to
start my own bridal and men’s formal hire shop,”
Clare Louise explains.
We asked more about her shrewd sales sense and
what she feels is the key to her success…
How did you decide on the location for the store?
I started my business from home, after converting
part of the house. As business boomed, I decided
to rent premises elsewhere, but still in Cambridge,
as this is where we had built our reputation.
I was particularly mindful of choosing premises
with plenty of space and ample parking, as people
come from far and wide to visit us. Above all, I
wanted to offer my brides a personal and stressfree environment, where I could listen to their
ideas and expectations of their special day and they
could choose the dress of their dreams.
How would you describe your current collection?
Our current collection of wedding gowns in store
is both stunning and unique, ranging from taffeta
to satin and silks, so brides have plenty of choice.
We also have a very large selection of
bridesmaids’ dresses to compliment any bridal
gown, which works particularly well as brides can
envisage the complete look.
The men’s formal hire is adjacent to our bridal
showroom, which means the brides can coordinate
their wedding day perfectly by matching colours
with the finest of detail in her groom’s outfit.
Brides and their families often compliment us
on our friendly and relaxed atmosphere within the
showrooms, and we also make sure our dresses are
designed with every body shape in mind, so there is
something to suit everybody.
How did you decide which designers to stock?
I chose stockists that are well known and well
loved within the bridal industry, as this makes a
real difference to a bride who is often familiar with
an established brand. We also stock individual
brands that stand out from the crowd thanks to
their stunning fabrics and elegant designs.
I find that stockists who keep exclusivity
between rival stores a real bonus too, as it keeps our
showrooms unique within the area.
How have brides-to-be responded to your most
recent collection?
Brides have responded extremely well! They love
the fact that our designs are very varied, whether
Retailer Interview
the bride is looking for something to wear to
a beach wedding or a more traditional Church
ceremony, they can find the perfect dress within
our showrooms at amazing value and of the
highest quality.
What do you enjoy most about your role and the
bridal business in general?
The part of my job I enjoy most is being in the
shop and talking to the brides about what they
want for their special day, then seeing the look on
their face (and their mum’s!), when they put on
THE dress. I also love knowing I can give them
exactly what they want within their budget.
Do you hold in-store events?
I find designer days a must, as this gives brides the
opportunity to meet with the designer and view
their complete collections. I also hold two threeday genuine sale events a year, offering brides real
bargains. We never have a constant sale rail in the
shop, as I feel this gives the wrong impression, but
brides know that if we are having a three-day sale,
we genuinely mean it.
What do you feel makes your store unique and
how do you self-promote?
Our attention to detail in every way, from the first
appointment to the collection of the dresses and
suits, this is what makes us stand out from other
bridal shops. Our willingness to always go that
extra mile and to exceed customer expectations is a
marketing strategy that we have evolved and pride
ourselves on.
How often do you update your window display?
We update our window display once a week to
keep it looking fresh. Brides always comment that
every time they pass our window they have a fresh
look to see what dresses are in there.
What do you believe is the key to running a
successful bridal retail business?
Clare Louise prides itself on being able to cater
to the needs of the whole wedding party; brides,
bridesmaids, flower girls, groom, ushers, father of
the bride and the best man and I feel this is a key
aspect of a bridal business. Offering collections that
are tried and tested, but always being on the look
out for new suppliers as the trends change, is also
important.
What has been your greatest success in the
business so far?
Amongst my successes was recently being informed
that we are one of the top 10 best stockists in the
country for our men’s formal hire and gaining a
contract for our wedding stationery at the best and
most prestigious hotel in Cambridge.
My greatest success in the business though, is
the amount of referrals I receive, along with the
many ‘thank you’ letters.
How would you like to see your business develop
in the next five years?
Over the next few years I want to build on the
collections we have with our current suppliers, but
more importantly, continue offering our brides a
comfortable and relaxed atmosphere with the best
service that they deserve. After all, it is one of the
most important days of their life. A
Further information
For more information on Clare Louise Brides
& Maids, call +44 (0)1954 205 248 or visit
www.clarelouisebridal.co.uk
ATTIRE 21
THEPERFECT½NISHINGTOUCH
To view our new collection please call us or email
[email protected]
0121 705 2244
www.girls-love-pearls.co.uk
“A stunning collection of maternity wedding gowns for brides that
refuse to compromise on style just because they’re pregnant.”
View our new collection at
the BBEH in the exclusive
Designer Hall – stand D5.
Appointments now being
taken, please email
[email protected].
New pricing structure offering
excellent margins for our stockists.
No minimum order quantity.
Excellent lead-times and an
in-stock programme available.
Madeline Isaac-James – British
designed stylish maternity wedding
gowns and maternity bridesmaid
dresses for discerning retailers.
www.maternityweddingdress.co.uk
T: +44 (0) 1252 377725
madeline isaac-james
maternity bridal
Pearls
Tiny
Tots
TINY TOTS
Top fashions for babies, toddlers, flower girls and page boys
www.alfredangelounitedkingdom.com
ATTIRE 23 ·
Expand your in-store offering by stocking up on cute suits,
stylish shoes and pretty flower girl dresses. We take a look at
some of the companies offering these exclusive lines...
Henry Kaye
www.henrykaye.co.uk
With summer weddings in mind, Henry Kaye has
introduced a brand new collection of lace flower girl dresses
and accessories inspired by the latest wedding dress designs.
For a classic, romantic look, lace is this season’s popular
choice of fabric for bridal gowns. Satin is a perfect partner for
lace and the latest dresses are often adorned with satin sashes or ribbons.
To complement this look, Henry Kaye has just launched a select collection of bridesmaid dresses,
boleros and bags all based on a gorgeous creamy floral lace and satin, a perfect combination for
summer weddings.
The collection is designed for flower girls aged 12 months to nine years and comprises a choice of
dresses, bolero and dolly bag. The scalloped edged bolero is ideal as a cover up to protect little shoulders
either from the chill or the sun. The dresses come in a choice of styles either with a matching lace
skirt or a lace bow sash. The matching lace dolly bag is the final touch, perfect for holding those little
essentials such a hairbrush and a few sweets.
Nicki Macfarlane Bridesmaids
www.nickimacfarlanebridesmaids.co.uk
Nicki Macfarlane Bridesmaids interpret the bride’s
dream by designing and making exquisite outfits.
Offering bespoke flower girl, bridesmaid and special
occasion dresses, and page boy suits for every
occasion, from pretty country weddings to elegant
London occasions, Nicki Macfarlane is able to offer
a very personal service.
All the dresses have the child’s name embroidered
inside and come with a pretty carrier bag containing
their accessories. They can then put their everyday
clothes in the bags to keep them together to take
back after the wedding – saves sorting out the pile
of unidentified clothes and shoes on someone’s
bedroom floor!
Little Eglantine
www.littleeglantine.com
Designer, Stephanie Staub, is known for her wonderfully
girly flower girl dresses, in a range of beautiful fabrics. The
made-to-measure Isabelle flower girl dress shown here is an
enchanting dress priced at £195 in a size 4. This red taffeta
dress is embroidered with pretty dragonflies and is completed
with a large creamy sash. The creamy flowers crown (£40)
adds to the unique look of the flowergirl.
Etiquette Hire
www.i-do.uk.com
Etiquette are proud of the fact that they can supply suits to
almost every shape and size person. In the vast majority of
their garments they start at 20” jackets and 18” waist trousers
which in theory will fit as small as a two-year-old toddler.
“This season we have extended our contempory prince edward
range in brown, beige and silver grey to incorporate children’s
sizes which means that a full wedding party can now wear
coordinating garments,” they say. “The same applies to all of
our waistcoats; every new product line that we introduce is
now available in smaller sizes as this is what our customers
said they wanted to see. In addition to the clothes being
available to children we are also offering shoes for hire down to a size 1. In terms of highland wear
we are the only hire company that offers Skean Dhu’s in smaller sizes to suit children. All this makes
Etiquette the most child friendly hire company in exsistance today.
Mori Lee
www.morilee.com
For the special occasions in a little girl’s life Mori Lee
has a charming selection of flower girl dresses, first
communion gowns and christening gowns. Embellished
with whimsical touches of youthful innocence like delicate
flowers, pearls and crystals, these flower girl dresses and
event gowns will mark this special event as the memory of
a lifetime. Whether you’re drawn to practical touches like
a removable hemline band of colour, or the precious design
of a waterfall skirt with ruching, there’s something for
everyone in the collection.
24 ATTIRE
Alfred Angelo
www.alfredangelounitedkingdom.com
Aside from its extensive bridal and bridesmaids’ ranges,
Alfred Angelo are also able to offer stunning flower
girl dresses, in a choice of 55 accent colours, along with
traditional white or ivory. This is ideal for brides wanting to
match all dresses to their chosen colour theme.
Stenco Flowers
Limited
Importers of Craft Bridal Flowers & Wedding Accesories - Paper, Display Flowers,
Hand Painted Millinery Flowers
Unit 2, Watermill Business Centre, Edison Road, Enfield, Middlesex. United Kingdom
Tel: +44 (0)20 8443 4555 Fax: +44 (0)20 8443 4999
Email: info@stencoflowers.co.uk Web: www.stencoflowersltd.co.uk
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Trust in your
trade mark
Upali Dayasena, senior research adviser at Business Link, answers your
questions on trade marking your business.
What is a trade mark and how can it
benefit my business?
Trade marks are signs, symbols, logos,
words, sounds or music (such as jingles)
that distinguish your products and
services from those of your competitors.
It can be one of the most powerful
marketing tools you have, helping
customers recognise your business for the
quality of its products or services.
A trade mark can be seen as a badge
of origin for a business. It provides a
distinctive way of representing your goods
or services that sets them apart from
those of other traders. It is a valuable
piece of intellectual property and can play
an important role in your marketing and
branding activities.
A trade mark can be:
• a word, phrase or slogan;
• logo or symbol;
• sign or form of packaging;
• sound or jingle;
• colour;
• gesture;
• brand name; or
• your company name.
A trade mark must be distinctive for
the goods and services you use it for. And
it mustn’t mislead people about the nature
of your products or services. Common
law may give some trade mark protection
automatically, provided sufficient trading
reputation and goodwill have been built
up in a mark. But this is likely to be
difficult and costly to defend against
infringement.
You should consider registering your
trade mark for added protection. If you
want to register a trade mark in the UK it
must be possible to represent it in words
and pictures.
28 ATTIRE
Registering a trade mark costs money and
you need to get it right. But registration
establishes in law that your mark is a trade
mark and belongs to you alone. You then
have an automatic right to sue anybody
who infringes it. In fact, just registering
a trade mark can serve as a deterrent to
people who might otherwise infringe it.
I’m thinking of starting a new business
or developing a sub-brand. How do I
make sure the name I choose is unique
and that I’m not treading on anyone
else’s toes by using their name?
Well done for thinking about this early,
because not doing so could cost your
business dearly. Start by making sure that
you’re not planning to use the same name
as a similar business that’s in your area or
sector, or that may be supplying similar
products or services.
Names
Check your preferred business name on
the Companies House online registry,
www.companieshouse.gov.uk. You’ll
quickly find out if there are any limited
companies using the name, but not
whether any sole traders or partnerships
are. So do widespread searches using
Google, Yahoo, etc as well as yell.com,
thomsonlocal.com and other business
directories and phone books. And do be
careful to try out different variants of the
name that might sound or look the same.
Trade marks
The other thing to be careful of is that
you’re not infringing anyone else’s trade
mark. These can be signs, symbols, logos,
words, sounds or music that distinguish
products or services from each other. The
strongest trade marks are those registered
at the UK Intellectual Property Office
(formerly the Patent Office). But trade
marks don’t have to be registered, as
companies have common-law rights that
protect them if they can prove to have
used trade marks over time. Also bear in
mind that more than one company can
use the same trade mark if, for example,
they are supplying different products or
services.
It’s really important to get this area
of your business right, and the sooner
you start the better. If you do infringe
someone else’s name or trade mark you
may be forced to change your company
name. Not only will that cost you money
and time, but you’ll also lose the goodwill
you’ve built up in that name. And if a
competitor can prove that you’ve damaged
their business, you can be sued for
damages and compensation.
So start early, do your research, and
protect you and your company.
How do I register a trade mark outside
the UK?
Registered trade marks are territorial. If
you apply for a trade mark in the UK,
you’ll only have protection in the UK. If
you’re considering taking your services
or exporting your goods overseas - now
or in the future - you might want to
consider registering your trade mark in
other countries in order to gain wider
protection.
Generally, you have to register trade
marks in each of the countries where
you want protection. However, there are
two other options which could make life
easier.
Business Link
1. Registering in the European Union
You can apply for a Community
Trade Mark through the Office for
Harmonization in the Internal Market
(OHIM) website at http://oami.europa.
eu/en/mark/default.htm.
This will give you protection in all
European Union countries.
2. Registering worldwide
Under the Madrid System, if you’ve
applied for UK registration of your
trade mark you can also apply for an
International Trade Mark through the
World Intellectual Property Organization
at www.wipo.int/madrid/en/index.html
The eight golden rules on trade marks
The Institute of Trade Mark Attorneys
can help you find a trade mark attorney
who will be able to help you to protect
trade marks anywhere in the world. They
have also outlined some ‘golden rules’ on
trade marks:
1. Stand out - make sure your trade mark
is distinctive rather than descriptive.
2. Check it out - conduct searches to
make sure that your chosen trade mark is
available for use and registration and that
it does not infringe any other trade mark.
3. Decide which classes of goods or
services will be in association with your
trade mark.
4. Think about the geographical coverage
you will need.
5. Apply to register your trade mark - a
trade mark attorney can help you.
6. Make sure your trade mark is used
correctly. Do not allow it to become a
generic name, like aspirin, escalator and
linoleum.
7. Once you have a registered trade mark,
police your rights. Make sure no-one
infringes it. If someone does threaten to
infringe your registration, seek urgent
advice from a trade mark attorney.
8. Use a trade mark attorney. For help
finding your nearest one call Upali on +44
(0)8457 171 615.
Business Link
Upali Dayasena, (BSc, MIET, MCLIP)
is a senior research adviser on the team.
With Business Link for 12 years, Upali
is now responsible for the information
broking activity with particular emphasis
on use of online sources.
A graduate electrical engineer from
Portsmouth Polytechnic (now the
University of Portsmouth), Upali has
worked in the telecommunications
and information management fields
for many years. He has a wide-ranging
understanding of the information
needs of business and industry and a
commitment to the appropriate use of
technology to deliver those needs.
An experienced online researcher
with a wide-ranging knowledge of
online resources, covering business,
science & technology and intellectual
property information, Upali has
compiled and edited two bibliographies
on microprocessor applications in
engineering and manufacturing industry
for the Institution of Electrical Engineers
and was also responsible for editing
telecommunications and computer science
abstracts while working for the INSPEC
database.
Upali is a Member of the Institution of
Electrical Engineers and the Chartered
Institute of Library and Information
Professionals. His mission at Business
Link is to: “advise and meet the needs of
our clients – with respect to proper use
and acquisition of intellectual property
rights so companies can maximise their
intangible assets within the IP law”.
The Information and Intelligence Team at
Business Link are here to help you.
Getting the information you need
to help you run your business quickly
and easily can make a huge difference.
Business Link’s team of 40 information
advisers are on call daily to give practical
business information and advice which is
impartial and, in most instances, free of
charge.
The Information and Intelligence
Centre hotline on +44 (0)8457 171
615 goes straight through to one of the
Business Link team who can offer you
help with a wide range of information
from credit checks on new customers to
help with business planning or mailing
lists. A
For further help with
Trade Marks visit…
Business Link
www.businesslink.gov.
uk/east
Chartered Institute of
Patent Attorneys
www.cipa.org.uk
UK Intellectual
Property Office
www.ipo.gov.uk
The Institute of Trade
Mark Attorneys
www.itma.org.uk
World Intellectual
Property Organisation
www.wipo.int/madrid/
en/index.html
For information,
practical advice and
support to help you run
or grow your business,
contact Business Link
on +44 (0)8457 171
615 or log onto www.
businesslink.gov.uk/east.
ATTIRE 29
w
C
an
P
View the Collection at BBEH
The Old Swan Hotel, Harrogate 7th-9th September 2008
Enquiries or Agent to call, tel: 01256 766 744
SJC
Samantha Jane
Collection
View the Collection at BBEH
The Old Swan Hotel, Harrogate 7th-9th September 2008
Enquiries or Agent to call, tel: 01256 766 744
IJL
Stand and Deliver
We speak to Chris Hartley, Show Director of International Jewellery London, to
find out about this year’s event
How did the new
creative come
about and what
feedback have you
had since?
The idea for the
new creative was
based on solid
research and
conversations with
exhibitors, retailers,
manufacturers and
designers. We found that, while our exhibitors were
fully aware of the various zones within the exhibition,
as the show continues to grow many retailers were
unaware of the breadth of our offering. IJL now
boasts dedicated areas showcasing the best across Fine
Jewellery, Jewellery Solutions (tooling, packaging,
technology solutions etc), Diamonds, Gems, Silver &
Fashion, Watches, International pavilions and a new
zone called the Design Gallery which incorporates
the British Design Pavilion, plus two new zones:
Designer Brands and the International Design
Pavilion. The new creative will help visitors identify
key areas of interest during their visit to the show,
especially as the show now hosts exhibitors from over
30 countries. The creative received full approval from
our advisory panel, which comprises key players from
across the industry.
This year Autumn Fair and IJL are at different times.
How do you anticipate this will impact visitor/
exhibitor numbers?
IJL has run on the same dates for over half a century.
We are always evaluating the date by speaking to
visitors and exhibitors to understand timelines.
We find that the timing of the show is perfect for
independent retailers, who are ordering stock for
Christmas, and for multiples and larger retailers, who
are ordering further ahead - perhaps for Mother’s Day
and beyond.
IJL focuses on mid to high-end manufacturers
and designer-makers. We are the largest specialist
jewellery show in the UK and, therefore, attract
a clearly defined target market. According to our
research 40% of all visitors do not attend any other
show in the UK.
Which sectors of the jewellery market are currently
flourishing?
The ones doing well are the mid to high-end cutting
edge designers who are innovative and design-focused.
This is an incredibly buoyant area of the market.
Retailers that are pushing design-driven jewellery are,
in general, benefiting from stocking such lines, while
those selling volume seem to be affected the most by
the present economic climate.
How do you anticipate the current ‘credit crunch’
will affect the jewellery market? What can retailers
do to minimise the impact of the testing current
economic situation?
At present retailers are not buying as much stock as
they may have done in previous years. There are two
key reasons for this: firstly, the price of precious metal
is very high and secondly, retailers are running their
existing stock down. Therefore, in August/September,
retailers are going to need to buy their vital Christmas
stock, so ordering should be strong at IJL.
In the current economic climate, retailers, designers
and manufacturers are all working harder to develop
their businesses. Retailers, in particular, need to look
at multi-channel marketing, rather than relying solely
on a bricks-and-mortar shop.
In an economic downturn one of the first areas
that organisations cut is training. IJL’s education
programme boasts the largest array of jewellery related
seminars anywhere in the UK, visitors can attend
a range of sessions focusing on business solutions,
training, marketing, trends and forecasting with some
internationally renowned speakers, including Martin
Rapaport and Jamie Fraser of Hamilton & Inches.
The best thing is it’s all entirely free to IJL visitors!
My feeling is that any organisation that is creative,
innovative, quick to embrace change and has a strong
product offering coupled with excellent customer
focus will continue to do well.
How would you like to see the show develop over
the next few years?
London is a fantastic destination for the show and
IJL is attracting more international retailers than ever
before. Over the next few years we will work hard
to support the British market and bring non-UK
retailers into our event.
I am especially keen to champion British
participation in overseas jewellery exhibitions,
particularly from designer-makers and strong UKbrands. It is only by showing overseas retailers the
strength of British jewellery design that we can expect
them to visit the UK’s leading jewellery exhibition.
At IJL this September, we will have over 600
exhibitors. I am especially proud of the Design
Gallery, a purpose-built mezzanine which will feature
around 160 new and established jewellery designermakers, many of which only show at IJL. A
Further information
Register in advance for International Jewellery London
by visiting www.jewellerylondon.com.
ATTIRE 31
Emma Tindley
Designer dresses handmade in the UK
BBEH STAND D8
191 London Road, East Grinstead, West Sussex, RH19 1HA
tel: 01342 321514 www.emmatindley.co.uk
¢†
www.trudylee.co.uk
email: [email protected]
tel: 01707 643633
Fashion
Fashion
Best of
British
We champion UK-based bridal
manufacturers and designers
Nicola Anne
www.nicolaanne.com
ATTIRE 33 ·
In today’s difficult economic climate it’s never been so important to
support home-grown talent. Britain boasts some of the world’s most
gifted bridal and accessories designers who, despite spiralling
overheads, stay true to their roots and continue to make their
dresses and accessories in the UK. We speak to a handful of Britishbased firms to determine the challenges and benefits of retaining a
British-based manufacturing process.
Nicola Harvey-Rowley,
Head Designer at Nicola Anne Bridalwear
www.nicolaanne.com
Have Nicola Anne dresses always been designed and
made in the UK? If so, why was this so important to
the brand?
Nicola Anne Gowns have always been designed and made
by our team in Leicestershire.
We have been consistently told by our customers that
our styles are classic, colourful and, above all, ‘different’.
Together with our flexibility in the designs and sizing, we
are able to offer a unique service to our retailers.
What challenges do companies that design and made
their dresses in the UK face?
Our aim is to be competitive, but with the rising costs of
our own economy, this will always be a challenge. That
said, we would not look to source manufacturers overseas
as all our customers buy from us mainly because we are
‘British Made’.
Karl Metcalfe,
Sales Manager at Liza Designs
www.lizadesigns.co.uk
Have your tiaras always been designed and made in the UK? If so,
why was this so important to the brand?
Yes, I began designing and making all the tiaras myself, and although I
now have a great team behind me the flexibility of manufacturing in
house is one of our greatest advantages. Liza Designs now has a
reputation spanning more than 20 years of unrivalled customer service
and quality.
What challenges do companies that design and make their bridal
accessories in the UK face?
It’s all about labour costs and overheads. Most of our competitors use
factories in the Far East which have been much cheaper than using a
UK workforce. I think over the next few years we will see the gap
between the two options narrow with the growing economies of the
Far Eastern countries and transport costs escalating. Liza has the skills
to perform well under the new conditions that UK-based companies
will be facing.
What benefits do you feel your company has over those who choose
to manufacture abroad?
Liza Designs is in control of its own future. If we were to let a
customer down it would be our fault - there is nobody else to blame!
We carry vast stocks of materials, we have good reliable staff and we
remain both efficient and flexible. We don’t let our customers down:
they sometimes “ask the impossible” of us and they know we will
still deliver!
34 ATTIRE
What benefits do you feel the company has over those
who choose to manufacture abroad?
Quite simply, our company delivers what it promises! We
have complete control over our bespoke orders. Our
customers are able to speak to us regarding sizing for
gowns and are even able to ask advice on design changes.
In addition, our quick turn around for rush orders
becomes invaluable during the busy months when every
order counts.
BRIDAL, BRIDESMAIDS & PROMS
www.thehouseofnicholas.co.uk
0208 802 1399
To view our collections visit us at The Harrogate Bridal Fair, Hall Q Stand 7
Fashion
Emma Tindley,
Head Designer at Emma Tindley
www.emmatindley.co.uk
Have Emma Tindley dresses always been designed and made in the
UK? If so, why was this so important to the brand?
My dresses have always been made in the UK and on my premises as I
like to oversee every stage of the manufacturing process. This way, should
any issues arise - such as quality of fabric to the intricate stitching of
beadwork - I am on hand to ensure the quality remains constant. The
dresses are all finished to a high standard and using couture techniques
and some hand stitching, which would be lost if they were to be made
abroad. I also like to make the dress designs as flexible as I can, so girls
can personalise the styles by adding or changing details to each individual
dress; this would be impossible to oversee abroad. I am quite determined
that Emma Tindley dresses will always remain Made in the UK.
What challenges do companies that design and made their dresses in
the UK face?
Joyce Jackson,
Managing Director of Joyce Jackson Bridal Veils
Have Joyce Jackson Bridal Veils always been designed
and made in the UK? If so, why was this so important to
the brand?
When I started the business 22 years ago everyone was
manufacturing in the UK and I never gave another
thought to someone else doing work for me
What challenges do companies that design and make
their bridal accessories in the UK face?
I do not think that there is a big threat to accessories as it
is impossible to carry all the stock needed. Furthermore,
in my opinion, deliveries from China are not good at all.
What benefits do you feel the company has over those
who choose to manufacture abroad?
We can supply an urgent custom-made order within a day.
This is an invaluable service for retailers.
Why is it so important for retailers to support bridal
and accessories designers who create and make their
designs in the UK?
There are two big challenges when you choose to manufacture in the UK:
The costs of employing staff in the UK and costs of premises, so my
dresses are in a higher price bracket. I could never compete with China.
Also the number of dresses I make is lower than those who manufacture
abroad. I have a small team behind me and find it difficult to get
seamstresses. As I’m sure the industry is aware, it’s a dying art form and a
bit like trying to find a plumber!
What benefits do you feel the company has over those who choose to
manufacture abroad?
I think the main advantage I have over dresses made abroad is the fact
that I can be that bit more flexible with the styles and girls can change
the details or even design a dress unique to them. My bespoke service
does just that and girls get to see their dresses come together from start to
finish. We also know exactly when the dresses will be finished and don’t
have to worry about customs!
Why is it so important for British bridal retailers to support companies
who make their products in the UK?
Our customers in general have found out the hard way that companies
that manufacture off shore are constrained by their suppliers, and so
cannot always say ‘Yes’ to the tight schedules that most retailers face these
days. Retailers must look at the longer term and see that supplier service
is every bit as important as their own customer service. Liza Designs is
keeping the skills we need alive in the UK by compromising some of the
high profits demanded by some companies who become more and more
reliant on the Far East as their cheaper option. A
If we do not have the support then the British industry
will die and newcomers coming into the trade will not
have the manufacture process in place and will import. In
all the years of being in bridal I have had very few
competitors. That shows that they do not want to make it,
and it is too difficult to buy from abroad.
Do you feel there’s anything extra the government could
do to better support UK-based designers and
manufacturers? If so, what?
Yes, I feel the government could cut some of the red tape,
for example, making VAT clearer on certain items. I am
also in favour of the government giving grants to British
manufacturers who exhibit abroad and feel they should
promote British whenever possible.
ATTIRE 37
Sparkle
in their eyes
Designers Sarah and Christine Hatton are the
driving force behind their increasingly successful
Crystabelle bridal and occasion jewellery brand.
We talk to them about their bespoke designs and
determination to be different
Magpie brides intent on as much sparkle as they can
muster for their wedding day and retailers keen to
provide it for them are amongst the many fans of
Crystabelle jewellery, as the brand promises to add as
much twinkle as customers require to their purchase,
thanks to the unique nature of each bespoke piece
and the best quality materials that they use, including
Swarovski crystals, freshwater pearls and gems
sourced from around the world.
Founded in 2004 by family members Sarah and
Christine Hatton and based in Cheshire, Crystabelle
has grown to be a very creditable company in a very
competitive market and is now available through
retailers and on-line.
Both from art and design backgrounds, Sarah and
Christine design and make all the jewellery they sell
and are also in charge of running the business. They
have a distinct passion for all things creative and
credit this as the impetus and reason for their decision
to launch the business.
“I have a degree in graphic design, but I found that
38 ATTIRE
field to be too constrained and I needed something
I had carte blanche to create exactly what I wanted,
with no brief to adhere to,” explains Sarah Hatton.
“I started making jewellery for myself, then a
friend asked me to design something for her and it
snowballed from there.”
Christine Hatton trained as a dress designer and
worked in women’s and childrenswear for many years,
before branching into wedding dress design.
“The love of the wedding industry kept me there
for quite some time,” she remembers, “but when
Sarah suggested a turn to jewellery, it just felt right.
I was able to remain in an industry I loved, but with
the perfect chance to stretch my creativity in a totally
different direction.”
Sarah and Christine wanted to feature crystal in the
name of the brand, as it originally defined the focus of
their designs.
“Belle means charming and beautiful and we
believe we are makers of both, hence the company
name,” they explain. Their current collections are a
celebration of all things pearl and sparkle.
“One of the collections we have introduced most
recently is our freshwater pearl and Swarovski crystal
tiaras and complementary jewellery,” they explain.
“The pearls and vines are mixed with the tiniest
of fully-coated silver Swarovski crystal which gives
that extra sparkle and lifts the iridescent colours from
the pearls. Pearls are the ultimate symbol of love and
marriage and have always been considered valuable
since man first walked the earth.”
“The components in this new collection aren’t
Profile
necessarily new to the wedding field, but what we
do with them is. We don’t just string bracelets and
necklaces, we entwine several threads, producing
unique patterns. The end result is quite stunning. We
also have an eye for the little details which may not be
explicit to the design, but are key to the final piece.”
Another of their new collections is a vintageinspired collection of tiaras and jewellery, with subtle
colours of Swarovski crystals to give the gold pieces a
modern edge.
“The collection we are currently working on is our
statement necklaces for brides that want a little more
drama,” Christine says.
“We’ve been inspired by different periods in history
and given the pieces a contemporary edge. The
necklaces are quite beautiful and perfect for brides
with a little attitude!”
Sarah and Christine source materials from all over
the world.
“The hunt for them can take months, but we’re
thrilled when we think we’ve found something no-one
else is using and we put great store in finding quality
components as we will only use the best in our work,”
they explain.
They try to launch new lines every couple of
months as they have a large customer base that like to
be kept aware of the latest jewellery trends.
“We’re constantly coming up with new ideas
though,” they laugh. “Designing is certainly the best
bit of our job!”
The couple have benefited from press coverage to
promote their business so far, in addition to attending
wedding fairs when they have the time, as they feel
this is a great way to meet prospective customers and
keep in touch with demand. They also make full use of
their well-designed website for promotion.
“We launched our website last year,” says Sarah.
“We absolutely love it as it looks very feminine and
inviting and our customers have found it extremely
easy to use.”
So how did they source stockists?
“Our stockists have found us so far,” they muse. “They
have read press coverage and like that we are making
something a little different. We think our range is so
dynamic that we suit any outlet and, because virtually
our entire range is adaptable in colour, component and
dimension, we literally have something for everyone!”
“We will often design a range exclusively for
a stockist, so that they have a jewellery and tiara
collection that harmonises with their wedding and
bridesmaids’ dresses perfectly.”
The response has certainly been incredibly
favourable, as the brand goes from strength to
strength. Sarah and Christine credit this to their
unique designs.
“We have always strived to make something
different. It would be easy to simply reinvent the
wheel but that’s not what we are about. It gives
us pleasure to design something new and our
customers and retailers like this about us. They are so
complimentary about our jewellery and we can’t help
but smile at some of the lovely responses our bridal
range receives.”
Shortlisted as finalists at the Wrapit Wedding
Awards Bridal Accessories category in 2008, the
couple consider their greatest success in the business
so far to be making tiaras for Coleen Nolan.
“It was very exciting to see them worn by such a
well known celebrity,” says Christine. “Also, the fact
that more people are recognizing the brand name is a
success in itself for us.”
So what can we expect from the brand in 2009?
“More colour!” they state. “We love using colour
in our wedding jewellery, but brides are still wary
of using too much of it. Obviously clear crystal and
white pearls are never going to go out of fashion, but
soft colours are becoming more popular.”
If the current level of success enjoyed by these
ladies is anything to go by, we suggest that trend
predictors for the bridal jewellery market take note! A
Further information
To find out more about Crystabelle, call
+44 (0)161 485 6585 for mail order and stockist
enquiries, +44 (0)161 486 6099 for trade/wholesale
enquiries, or visit www.crystabelle.co.uk
ATTIRE 39
1.
2.
Perfect
Pleats
3.
We showcase three pages
of bridal gowns that feature
fabulous folded fabrics
4.
40 ATTIRE
5.
6.
Bridal Trends
1. D’Zage
+44 (0)20 8554 2332
www.dzage.co.uk
2. Ian Stuart
+44 (0)20 8761 6302
www.ianstuart-bride.com
3. Eternity Bride
+44 (0)870 770 7670
www.eternitybridal.co.uk
4. Pronuptia
+44 (0)845 2968740
www.pronuptia.co.uk
5. Phil Collins
+44 (0)8701 124 858
www.philcollinsbridal.co.uk
6. Alan Hannah
+44 (0)20 8882 0007
www.alanhannah.co.uk
7. Impression Bridal UK
+44 (0)1727 851 452
www.impressionbridal.co.uk
8. Mori Lee
+44 (0)1476 541 116
www.morilee.com
9. Justin Alexander
+44 (0)1908 615 599
www.justinalexanderbridal.com
7.
8.
9.
ATTIRE 41 ·
10.
10. Suzanne Neville
+44 (0)1483 533 209
www.suzanneneville.com
11. Victoria Shelsher
+44 (0)1844 290 135
www.victoriashelsher.com
12. Essense of Australia
+44 (0)800 961 140
www.essensedesigns.com
13. Je T’aime
+44 (0)20 8554 2332
www.jetaimebridal.co.uk
42 ATTIRE
11.
12.
13.
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HiVgi^c\VGZiV^a7g^YVa7jh^cZhh4
Setting up costs-Commercial Property LeaseBusiness Plan-Vat-AccountsFixtures-Fittings Advertising-Sales Stationary
-Purchasing stock-Fitting garments etc…
:hiVWa^h]ZY7jh^cZhh4
Increase sales-Stock control-Showroom design
-Staff training-AdvertisingStationary with Terms’ conditionsDisposal of discontinued dresses etc…
EjgX]Vh^c\:m^hi^c\7jh^cZhh4
9Zh^\cZg!bVcj[VXijgZ
ndjgdlcYZh^\ch
Supply to the Bridal Industry
Importing from Far East -Business Plan-Financial Cost
Trade Exhibitions etc…
30 Years experience in the Bridal & Fashion
Industry Consultancy from £350 per day
Visit the web site for additional information
www.startingabridalbusiness.com
Telephone 01256 766 744
Visit us at BBEH,
The Old Swan Hotel, Harrogate 7th - 9th September 2008
All enquiries tel: 01256 766 744
We are looking for new stockists in all areas
Simply Stunning Bridal Gowns Ltd
92 Dudley Road, Sedgley, Dudley DY3 1TA
Tel: 01902 677277
www.simply-stunning.com
Picture supplied by www.evajordan.com
Valuation of existing business
Current stock and sales value- Business Plan –
Employment- Managing a successful business etc…
Gown:TIA
Hollywood Dreams
Enquiries: 0208 801 9797 E-mail: [email protected]
1.
2.
3.
Bridal Trends
1. Alfred Angelo
+44 (0)1908 262 626
www.alfredangelounitedkingdom.com
Centre
Stage
4.
5.
Encourage your brides
to add a splash of
colour to their dresses
with a vibrant sash
8.
6.
2. Pronuptia
+44 (0)845 2968740
www.pronuptia.co.uk
3. Sassi Holford
+44 (0)20 7584 1532
www.sassiholford.com
4. Sacha
+44 (0)1621 856 497
www.sachajames.plus.com
5. Art Couture
+44 (0)1432 815 978
www.artcouturebridal.co.uk
6. Kosibah Creations
+44 (0)20 7424 8832
www.kosibah.co.uk
7. Essense of Australia
+44 (0)800 961 140
www.essensedesigns.com
8. Kate Sherford
+44 (0)1823 256 012
www.katesherford.com
7.
ATTIRE 45 ·
1.
Over the
Shoulder
Cute capped sleeves are all
the rage – here are our pick
of the best
46 ATTIRE
4.
Bridal Trends
2.
3.
5.
6.
7.
1. Impression Bridal UK
+44 (0)1727 851 452
www.impressionbridal.co.uk
2. D’Zage
+44 (0)20 8554 2332
www.dzage.co.uk
3. Eternity Bride
+44 (0)870 770 7670
www.eternitybridal.co.uk
4. Sassi Holford
+44 (0)20 7584 1532
www.sassiholford.com
5. Estés
+44 (0)1621 855 653
www.sachajames.plus.com/estes
6. Charlotte Balbier
+44 (0)1625 521 547
www.charlottebalbier.com
7. Pronuptia
+44 (0)845 2968740
www.pronuptia.co.uk
ATTIRE 47 ·
Bridal Trends
1.
2.
3.
4.
Swan Lake
A fabulous neckline can add elegance and sophistication to a
gown. Here are our favourites…
5.
6.
1. Sacha James
+44 (0)1621 856 497
www.sachajames.plus.com
2. Estés
+44 (0)1621 855 653
www.sachajames.plus.com/estes
3. Kosibah Creations
+44 (0)20 7424 8832
www.kosibah.co.uk
4. D’Zage
+44 (0)20 8554 2332
www.dzage.co.uk
5. Ian Stuart
+44 (0)20 8761 6302
www.ianstuart-bride.com
6. Suzanne Neville
+44 (0)1483 533 209
www.suzanneneville.com
ATTIRE 49
HEIRLOOM
www.heirloomwaistcoats.co.uk
This winter Heirloom will introduce more
accessories for evening wear, for example fancy
bows, cummerbunds and waistcoats. Their
current collection has broad appeal and features
an extensive range of waistcoats to enhance any
suit choice.
A Man’s World
Stock up with some of these stunning grooms’ accessories
50 ATTIRE
Grooms’ Accessories
BABETTE WASSERMAN
RICHARD JONES
www.jones-menswear.com
Richard Jones has been a specialist shirt maker for close on four decades.They are a
leading supplier to the UK retail sector for wedding and special occasion shirts.
They offer a stock supported service for men’s and boys’ styles. At any one time they
keep 100,000 shirts in their warehouse. They stock selected sizes up to a collar size of 23.
In addition they also offer a full range of accessories from stock including waistcoats,
wedding cravats and bows.
New products for this season include an increased range of co-ordinating silk ties,
cufflinks and handkerchiefs presented in a silk covered gift box for the wedding day. They
offer lots of plain colours to ensure the men’s silk accessories will match the colour theme
of the wedding occasion.
In a response to frequent requests they have now added a Page Boy design to their
successful range of wedding day socks for the men in the wedding party.
www.babette-wasserman.com
Babette Wasserman is renowned for her cutting edge jewellery
designs for men and women. Her latest range of cufflinks and
accessories is bang on trend for 2008. The men’s Pelle Plaited cuffs
mix leather with sterling silver or rose gold clasps for a stylish way to
bring the leather trend to your outfit. The cuffs are made from fine
strands of black or brown leather plaited into a tight rope-like cuff
with a simple clasp.
The new London Links cufflinks bring in the trend for sterling
silver accessories. A simple solid silver design in a quirky triangular
shape is an easy way to wear sterling silver every day.
ANTHONY FORMALWEAR
www.anthonyformalwear.co.uk
Leading the way in vibrant, stylish suits and accessories, Anthony
Formalwear boasts a growing selection of waistcoats to add a touch
of flair to any suit. From traditional formal wear to the contemporary
designer range, the wide selection allows men to create any look,
from classic chic to individual or high fashion.
CAMERON ROSS
www.hirewear.co.uk
As one of the UK’s leading formal hire
companies, Cameron Ross has a comprehensive
range of accessories to accompany its stylish
formal, evening and highland wear ranges.
From cummerbunds and ties in every colour of
the rainbow and more, to traditional top hats
and stylish black shoes, the accessories range is
undeniably extensive.
ATTIRE 51
FIELD
+HDG2IÀFH
7 Standen Street
Royal Tunbridge Wells
KENT
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Royal Tunbridge Wells
KENT
TN2 5TN
(01892) 521146
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Column
“If you are attending the
BBEH, try to visit for the full
three days. This will allow
yourself time to browse and
see everything on offer as the
exhibitors spend time and
money to give you the very
best show in the industry”
‘Tis the Season
Special agent
Regular
columnist,
Jane
Watson,
explains
how to
make space
for the new
bridal collections, and asks
retailers to consider the role of
an agent or representative
New collections for 2009
Are you ready?
Do you know what your budget is for the
new designs?
At this time of year, you may possibly be viewing
the new designs for 2009. If you have not already
been shown the collections, you may be looking
forward to viewing the vast number of suppliers
and designers at the British Bridal Exhibition,
Harrogate (BBEH) in September.
If you are attending the BBEH, try to visit
for the full three days. This will allow yourself
time to browse and see everything on offer as the
exhibitors spend time and money to give you the
very best show in the industry
This is the time you need to be looking at your
existing samples to create room for new ones.
You may be adding to your already full sale rail to
make way for the new collections, so make some
informed decisions now.
Sort out the really old samples on the sale
rail and give them to the local colleges or
universities for use by the students. I am sure
they will be very grateful for the beautiful fabrics.
Alternatively, send them to countries abroad.
When giving them to colleges or universities
consider putting a small cut in the bodice so that
the dresses can’t be passed on to charity shops,
creating unfair competition for you.
So now your rail is still full but only with
modern dresses. It is not a good time to have
a sale now so wait, if you can, until September
when the majority of brides will begin to look for
their dresses for 2009.
If you have ordered your 2009 designs they
will possibly arrive in September so during
your sale you can also show your new designs.
Therefore your advertising will work twice as
hard for you
Don’t forget the “three day genuine sale” is
best. (See Attire Bridal, issue 1 - if you missed
this issue, simply request it for free via the
website www.attirebridal.com)
I wonder how many retailers are aware of what
is involved in the life of an agent or company
representative? For those of you who aren’t sure, I
thought I would give you an insight into some of
the experiences encountered on a day to day basis.
Their first call of the day would perhaps
be at 9.30am. To arrive on time the agent or
representative would need to set the alarm for
6.00am, have a shower and a light breakfast ready
to leave home at 7.00am. The appointment may
only be a one and half hour trip; however, having
to allow for traffic could take two and a half hours.
The appointment is normally booked a few days
before or even weeks in advance. Knowing the
retailer is expecting a visit, the agent would expect
them to be ready to view the collection. However,
this is not always the situation; arriving with a
collection of dresses and abruptly told you only
have half an hour as they are busy, it is obvious they
didn’t really want to see the collection and didn’t
know how to say “no”.
Another example is clients will look at the
complete collection on offer then say they can’t
afford to purchase any more dresses at the moment.
Clients cancelling appointments when the
agent is already on the road to visit them is
another situation to try to avoid. Indeed, visiting
retailers can be costly and disheartening for the
agent or representative and a waste of time for
all concerned.
My point is spare a thought for your agent or
representative; they work hard, have busy lives
and need genuine customers.
If you have your budget ready so you know what
you can afford to spend then every one is happy. A
Further information
Visit the website with your point of view or email
Jane Watson at www.startingabridalbusiness.com
or www.bridalbusiness.co.uk.
ATTIRE 53
Charnos
The bridal market changes almost as often as the mind
of a bride and, as with business, it is often the support
provided that seals any crucial decisions. Many people
consider a bridal gown to be the most important
purchase in the lead up to a wedding, however, a dream
dress cannot meet expectations unless the bride feels
and looks comfortable and confident, elusive emotions
that can be achieved with the appropriate choice of
underwear. With bridal fashion constantly evolving,
the right lingerie can make or break the sale of a gown,
as many styles could be rejected as impractical without
due consideration of the lingerie available. In offering
lingerie, retailers can tap into an area of the market
which takes up minimal space but offers a large return
in sales, whether in relation to a gorgeous gown or as a
stand alone purchase for the all important honeymoon.
Read on for our pick of the most stunning styles for the
ceremony and the celebrations that follow...
Undercover
As the image of the modern bride transforms,
lingerie is becoming an important and influential
add on sale. Read on to discover the best products on
the market...
TRADITIONAL BRIDAL
Charnos continue to celebrate their 50th Anniversary
in autumn/winter 08 with a bridal collection inspired
by treasured moments, romance and enchanting
fairytales. The modern yet timeless Eve collection
provides the answer to every bride’s dream with sexy,
practical, and pretty lingerie that looks every bit as
fabulous as it feels. The ivory colourway brings an
understated vintage glamour to the collection, whilst
the stylish Swiss embroidery combined with silk
touch microfibre creates a range which is perfect for
bridal wear. This ultra feminine range includes full
cup and multi-way bras, a basque, French brief, thong
and suspender belt. Access www.charnos.co.uk or
telephone +44 (0)115 850 8000 for more details.
Penrose, the first Italian designer of an exclusively
bridal lingerie collection, is now available in the UK
through White Mischief Bridal. Penrose creations
are designed to enhance the natural beauty of the
bride’s silhouette. Items such as soft bodies, corsets,
bras, slips, and hosiery are made from precious fabrics
and styled by exquisite tailoring in sophisticated
white, ivory, neutral, and black colours. This season
has seen the introduction of seductive transparencies
created by twice folded tulle, as well as the ‘Exclusive
Collection’, which includes a range of truly seamless
undergarments made with state of the art techniques.
For further information contact White Mischief
Bridal on +44 (0)1903 810 104.
54 ATTIRE
White Mischief Bridal
Lepel understands a bride’s desire to feel confident,
stylish, and captivating on her wedding day and has
designed three stunning bridal collections focusing on
simple sophistication this season. The delightful Pearl
collection creates a truly classic look, with a mix of
soft ivory satin, delicate embroidered mesh, and pretty
pearl bead detailing. This range is offered in a choice
of three styles; a figure flattering basque available
up to a DD cup priced at £30 with the option of
Lepel
detachable suspenders, a strapless bra available up to
a DD cup priced at £20, and an underwired plunge
bra available up to an E cup at the same price. Each
style has accompanying co-ordinates in the form of
a suspender short that costs £14 available in sizes S
to XL, and string available in sizes S – L priced at
£8. Telephone +44 (0)115 983 6000 to find out more
about the range.
‘Be cherished forever and ever in Bjem Bridal Lingerie’
Benmark
Bjem Bride’s beautiful collection of speciality, luxury lingerie designed
specifically for today’s modern bride. Sumptuous silk satins in a pallette
of ivory, blush pink and aqua blue are complemented with exclusive
sequinned embroidery, swarovski crystal embellishment and unique
jewellery trims. A bespoke service is available on personalised
crystal messages and designs for no extra cost.
Bjem bridal lingerie is available for immediate delivery.Wholesale prices
start from £8 and sizes are available from 8 to 20 and 30 to 38 A to E.
Bjem Bridal Lingerie
www.bjembride.co.uk
[email protected]
07932784398
Jupon
This romantic torselette from
Carnival Lingerie is available
through specialist bridal
distributor Jupon Ltd, and
features a cleverly shaped
structure that is perfect for
creating a highly desirable, well
defined waist. The sensational
strapless style is made from
luxurious, soft lace with a deep
decollete and low back to be
both sensual and practical for
brides that have chosen popular,
close fitting gowns. Visit www.
jupon.com or ring +44 (0)1753
622 922 for further information.
Benmark Foundations Ltd is a family business that has been importing
lingerie from the U.S. for 60 years, and count leading manufacturer
Dominique as an exclusive supplier of quality bridal underwear. With
great support and fantastic fit, the Dominique Bridal range includes
basques, strapless bras, longline bras, a seamless bustier with a hidden
wire and matching briefs and thong to complete the look.
This season Benmark have introduced a new full figure basque,
Dominique style 8900, in an ivory tone complemented by feminine
embroidery on a fine background. The basque has a fantastic size range
from B to F cup in back sizes 32 to 48, with matching thongs and a brief
design also available. Look out for a new strapless underwired bra with
a boned cup up to a size G in the same range. Call +44 (0)208 908 2690
for more details.
ATTIRE 55
Bjem Bridal
Panache
Diamon’T
HONEYMOON
Bjem Bride’s beautiful collection of speciality, luxury
lingerie has been designed specifically for the modern
bride. Sumptuous silk satins in a feminine palette
of ivory, blush pink, and aqua are complemented
effortlessly with embroidery, sequins, Swarovski
crystals and jewellery trims.
This small company is able to create individual
designs to fit customers’ needs by adding any message
or design to their products, which have been made
from the quality fabric with great attention to detail
in many different shapes and colours to fit under
any gown. Some of Bjem’s bestselling lines are the
ivory silk bodice and ‘just married’ Swarovski crystal
message briefs, as well as the classic embroidered
narrow garter with sequins. New products include
a smoothline bodice and blue and pink Swarovski
crystal garters, and wholesale prices start at £6 with
bespoke items available at no extra charge. Visit the
handy website at www.bjembride.co.uk or telephone
+44 (0)7932 794 398 for more information.
Succinctly in line with the company ethos of ‘Love
The Fit’ and available in D-H cup sizes without
forsaking comfort and style, Panache have launched
four fabulous new bridal styles this season. Hestia is
an exquisite silk bridal story in classic ivory or sultry
black using guipure embroidery trim with delicate
organza and pearl bows. The stunning structured
basque features traditional satin lacing and is made of
smooth satin with delicate detail across the top of the
cups and straps. Thong briefs again match the design
with pretty yet simple detailing, and a Hestia twin-set
is also available featuring a smooth, padded balconnet
bra with seamed-cup details and coordinating deep
thong. For further details call +44 (0)114 241 8888 or
access www.panache-lingerie.com.
Diamon’T’s Pure Lingerie collection is an adorable
and affordable range including luxury lace garters,
satin and mesh thongs, and a beautiful babydoll set in
black or ivory chiffon adorned with the words ‘Mrs’
or ‘Just Married’, presented in a tissue lined gift box
and perfect for the wedding night. The personalised
service Diamon’T introduced from its inception
remains extremely popular, and allows customers to
have any item from the collection decorated by hand
with the message or name of their choice in diamanté
rhinestones, with prices starting from RRP £19.99.
To order a catalogue visit www.diamon-t.com or
telephone +44 (0)845 330 2366.
Eternal Spirits
Award-winning company Eternal Spirits are one
of the UK’s most talked about corsetry specialists,
offering a unique range of traditionally made,
handcrafted corsetry, lingerie and bridal wear in
their exclusive Bridal Parlour. La Belle Epoque is
the company’s decadent autumn/winter story, and is
influenced by the elegance of Paris and Edwardian
England. The rich colour palette of the collection
is derived from peacock feathers, where metallic
gold, bronze, and chocolate meet jewel tones such
as emerald and violet in designs adorned with pearls
and Swarovski crystals. Luxurious silks, leathers,
and traditional wools combine classic tailoring and
conceptual design for an original and glamorous
bridal aesthetic. For details call +44 (0)7789 281 159
or access www.eternalspirits.com. A
ATTIRE 57
On Display
ATTIRE
To advertise here call Mark White
on +44 (0)1376 514 000
or visit www.attirebridal.com
Help your bride choose the best fabrics
for her bridal party. The Carrington Bride
book is a beautifully presented collection
of stunning, quality fabrics brought
together in one indispensable volume.
&
st le
Fa liab e
Re ervic
S
Bridal
The fabric of a great wedding…
…starts with a great dress
Place your order 24/7
View online swatches
Order samples swatches or full orders
quickly and easily
%HQHÀWIURPRQOLQHGLVFRXQW
See our latest ranges as they are added
To order your copy
call 01204 692223 or visit
www.carringtonbride.co.uk
Michael’s Bridal Fabrics
Unit F15, Northfleet Indst Est, Lower Road, Northfleet, Kent DA11 9SW
Tel: 01322 380480/568 FAX: 01322 380680
We offer a fast, reliable and friendly service on our continually increasing range
(currently over 1,500 choices) of bridal fabrics.
All fabrics and trimmings are available in cut lengths via our 6 sample books.
Range includes: plain and shot taffeta, velvet, duchess satins, organzas, shimmer,
chiffons, crepes, various embroidered and beaded fabrics, inc tulles and chiffons.
We also offer a range of embroided/beaded edgings and motifs.
We have no minimum order value or quantity.
Credit/Debit card payment accepted. Free monthly updates on stock availability
Email: [email protected]
www.michaelsbridalfabrics.co.uk
ADORE Bride
Specialists in the Art Of Dyeing Shoes
Unique sophistication, dazzling design,
unmatched value and service.
Prices for highly structured Bodices
start from £45 and Gowns for £95.
www.adorebride.co.uk
Call Duncan: 0845 490 0209
email: [email protected]
58 ATTIRE
Column
Buying Time
Award-winning bridal retailer, Abigail Neill, discusses her recent
buying trip to Madrid, and talks tactics for sourcing stock from
The British Bridal Exhibition in Harrogate
The radio alarm clock
interrupted my cosy
sleep at 5am. My full
time Sales Assistant
Lauren and I had
a flight to catch to
Madrid. We were off on
our first international
buying trip and had
been invited to the
launch of the 2008
San Patrick collection. Despite the early start I was
looking forward to a little sunshine, tapas in Plaza
Mayor, a few vinos and, of course, the fabulous
catwalk shows.
Lauren was due to arrive at my house at 6am for a
timely and civilised departure so I had a whole hour
to throw together my bags, enjoy a quick shower and
grab a coffee. Then, the village church bell struck six.
Yes, six! Not ‘five’ as per the luminous ‘5.00am’ on the
alarm clock but ‘six’. Oh dear, or words to that effect.
It wasn’t 5am at all. It was 6am and foolishly I had
forgotten to put the clocks forward! The door bell
rang, I froze - it was Lauren. Leaping up and whilst
disturbing my husband with several expletives I raced
downstairs, tripped over the dog and answered the
door in my nightdress – not the best attire for such
an occasion. And if the scary welcome at our front
door wasn’t enough for poor Lauren, after frantically
packing, I then drove at excessive speeds to Gatwick
in order to catch our flight.
Despite being tired from a morning of frenzied
travel, the buying trip was a great success…
Under the glare of blinding spot lights we sat
poised and watched as six stunning Spanish models
paraded 100 of the latest bridal gowns. The dresses
were exquisite. I loved so many but like other retailers
I am restricted by space and budget. I suspect that
with regards to buying I probably labour more than
most. As a relatively young business I take the subject
seriously, perhaps too seriously. Annoyingly for many
of my suppliers I have the same approach when I visit
BBEH. Armed with pads, pens, cameras and post
it notes, I relentlessly jot away, coding design lists
with a series of ticks and crosses whilst asking myself
a myriad of questions … Will the design appeal to
my brides? Will it repeat? Is it a wearable/flattering/
fashionable/alterable dress? What’s the margin? Does
it fill a gap? Do ‘I’ really like it?… Oh God the list is
endless. If I consider Pareto’s rule; 80% of my sales
will result from 20% of my stock so the reality is that
all of that jotting and analysing is probably wasted
effort. Maybe I should shift focus onto what I simply
‘love’ and enjoy the buying process a little more?
Despite the over analysis, my buying confidence has
grown. I’m still relatively strict about sample spend
and it seems to have stood me in good stead. Much
to the annoyance of my suppliers I avoid making
buying decisions until after a show. It is tempting to
get carried away and it was certainly a temptation the
first time I visited Harrogate where I met business
owners who start with a budget and then spend twice
the amount on day one! It’s easily done and I too am
like a girl in a sweetie store. I get really excited about
new styles, colours and fabric options and whilst I
don’t have a fashion PhD, I know what I like and
I know what my brides like. They are probably the
most important buying factors that I should consider.
Comically I have brought one or two dresses that
have been such a disaster they’ve been relegated to
a cupboard. A lightweight v-neck a-line dress (great
shape) which featured the occasional and randomly
stitched coloured tulle bow (bad detail). Before
cupboard relegation I used it with customers to break
the ice as a ‘what not to wear’ example. Brides laughed
out loud and their mums often said that there would
be a bride out there somewhere that would love it.
Well, she’s not in Essex and I am still looking.
Like many retailers occasionally I find the
subject of ‘minimums’ frustrating. On the other
hand I understand why designers require a good
representative of styles in-store. Stock rotation can
be demanding - it’s another business challenge and I
suppose it keeps me on my business toes.
BBEH is round the corner and, as usual, I’ll be
looking for fresh new styles and accessories for
our collection. I hope to find time to pop into my
favourite boutique and visit Betty’s for afternoon
tea. I expect the start of the trip to be more civilised
than the Madrid adventure – I know that the clocks
aren’t scheduled to change and after discussing the
embarrassing door greeting situation with Lauren
(who politely described me as ‘unrecognisable’) I have
brought a new nightdress! A
BBEH
Further information
Abigail Neill runs Abigail’s Collction,
based in Colchester, Essex.
Tel: +44 (0)1206 574 575
www.abigailscollection.co.uk
ATTIRE 59
Q
ALL THE ANSWERS
Expert advice from Jane Watson and Beth Scott
Adding a new supplier
Q
I have been running my bridal shop for two
years and receive regular calls from agents
keen to show me their bridal collections. So far I
stock four different designers, and am considering
taking on a fifth. As I found my existing suppliers
at a bridal trade show, I’ve never dealt with an agent
before and am not sure if this is the best way to
source new lines. What is your opinion? Any advice
would be gratefully received.
A
Jane Watson says: First I would consider
carefully if you really need another supplier,
bearing in mind that you need to buy new samples
from all your suppliers each season. Having five
suppliers each wanting you to order a minimum of 12
to 18 new gowns through the year could be as many
as 50 or 75 new samples possibly creating a situation
of too many samples and a very big sale rail.
My answer to the second part of your question
is if you have not seen the collection at the bridal
trade show the agent may visit with a presentation of
photographs. If this is the situation when the agent
visits your showrooms why not ask to see some of the
gowns so you can check out the quality.
Ask about minimum orders required, delivery and
what is expected of you by the supplier. How close
are other stockists with this collection? Alternatively,
make an appointment to see the complete collection
at the trade show.
60 ATTIRE
Opportunities for
expansion
Q
out the competition and ask yourself why customers
will want to purchase their goods from you and not
your competitor
However, if you have a fantastic sales record, are
taking a good wage and making really good profits
then go for it.
The opportunity has just come up to
purchase the retail premises next to my
existing shop, which would allow me to diversify my
in-store offering. At present I only sell bridal attire
and accessories, but I’ve been considering expanding
into formalwear or mother of the bride outfits.What
would you recommend? I’d be interested in hearing
your thoughts about the merits/drawbacks of each.
I’ve heard people talking about hackers and
site attacks – what are the possible risks to
my business?
A
A
Jane Watson says: I would check out my
current overheads, plus the new premises, as
you may need additional staff.
I find that a very high percentage of retailers do not
know what their every day running costs are.
This is a very important part of planning. When
you know what your costs are, multiply the costs to
see what weekly sales you need to cover costs of both
premises and make profits. For example, are you as the
proprietor having a monthly wage? Taking on more
responsibility without payment is not a good idea.
If there is a demand for a Mother of the Bride
collection check out the local competition and try to
ensure your collection is different to your competitors.
Men’s formal wear is normally easy as I understand
the suppliers will help with samples for window
displays as stock is not always needed. Again, check
LǸȘȐɜɴсɑɕɜ
Q
Beth Scott says: There are two principal risks
your website faces: hacking and denial of
service attacks.
The first of these – hacking – is where someone
gains unauthorised access to your site and makes
changes. These changes may merely be cosmetic
vandalism or they may be for fraudulent purposes.
Vandalism is a serious problem in that no business
wants someone changing their public face, especially
if it involves abusive text or offensive images. Indeed,
there is also a knock-on effect whereby potential
customers are less likely to trust a site that has obvious
security flaws.
The more worrying instance of hacking involves
unauthorised access to the site in order to compromise
the site security – this may allow the hacker to access
either your business information or your customers’
Q&A Special
A
Q
Beth Scott answers your
questions on behalf of Loudn-Clear.com Ltd, a firm that
has been making websites for
over a decade, specialising
in e-commerce sites for
independent businesses.
Jane Watson has over 30
years experience in bridal
retail, selling dresses to brides
and supplying shops with Eva
Jordan Couture Bridal and
Samantha Jane Collection
Bridesmaids and Proms.
In response to retailer
demand, seven years ago she
launched a consultancy firm,
‘Starting a Bridal Business’,
to advise new and existing
bridal retailers on all aspects
of running a successful shop.
financial details. These details could then be used for
fraudulent purchases on other sites etc.
As a business, there is not much you can do to
protect against hacking but your hosting service
should be taking the relevant precautions. In addition,
there are services such as “Hackersafe” which, for a
monthly fee, check your website on a regular basis,
highlighting potential vulnerabilities as they are
detected. On an individual level you should take good
care not to introduce possible openings into the site
yourself
– further details are in the question below.
The other risk is a distributed denial of service
(DDOS) attack – this is where the attacker floods
your host with a huge number of users simultaneously
to overload the server, thus preventing any other users
gaining access to the site. To arrange a large number
of simultaneous users normally requires the use of
hijacked (usually by a virus) computers. There is little
that you can do to prevent such an attack but they
tend to be made against high-profile websites, as there
is a fair amount of effort and planning necessary.
Again, your hosting company should be active in
detecting and stopping DDOS attacks.
These risks sound (and are) serious, but as long as
your website host takes the appropriate care and you
take care of your personal data security (see the next
answer for some pointers) the risk of your website
being hacked into is quite low.
Protect your interests
Q
I’m now aware of the risks posed to my
business by hackers and site attacks. But
what should I be doing to keep myself safe online?
A
Beth Scott says: This falls into two areas:
firstly, safeguarding your computer and
secondly, protecting your personal details.
To safeguard your computer, you should be running
anti-virus software, anti-spyware software, a firewall
and if you have a Windows computer (as most of
you will have) it should have the latest patches and
security updates. It’s probably safest to configure all
these things to keep themselves updated automatically.
To protect your personal details, set your computer
up so that it needs a password to access it, even if it is
your personal machine and only used at home. Your
house could be burgled and without a password the
burglar can easily get into your address book, find
your banking details etc. Whenever you’ve logged
into something (be it updating your website, checking
orders or online banking), be sure to log out once
you’ve finished what you were doing. It’s not a good
idea to use the same password for everything and
neither is it a good idea to use obvious passwords
such as dates of birth and children’s names. You also
don’t want to keep all your passwords on a piece of
paper next to your computer – a sticky note may be
tempting idea but it allows anyone who can get to
your computer to get to your website, bank account
and email.
Another method of gaining access to details online
(eBay, PayPal and online banking have real problems
with it) is the “phishing” e-mail. This normally takes
the form of an e-mail, apparently from eBay (or
PayPal or whoever), informing you of some problem
with your account and asking you to log in. If you log
in by clicking on the link in the e-mail then you will
be logged in - but it will have been via another site
that will have captured your username and password.
While it is sometimes easy to spot a “phishing”
e-mail (poor spelling or grammar are the obvious
giveaways),the surest way to avoid getting caught is
never to click on the link in an e-mail but to type in
the website address yourself. A
If you have a question about any aspect of your
business, simply write to Q&A Special, Attire
Bridal magazine, Broseley House, Newlands
Drive, Witham, Essex CM8 2UL. Alternatively,
send your queries to: [email protected].
ATTIRE 61
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Retailer Interview
ATTIRE 65
Custom-made career
Nuala Tivnan opened her self-named bespoke bridal and occasion gown shop earlier
this year. She has been inundated with orders since, so we spoke to her about her
business and the somewhat unconventional design roles she had previously held…
Nuala Tivnan’s many
talents are endless.
Not only is she owner
and director of Nuala’s
Bespoke Gowns in
Braintree, Essex, but
she is also the designer, pattern cutter, dressmaker,
tailor, body mapping and colour consultant and
quality controller for the business.
“My skills go way back to my Great
Grandmother,” Nuala explains.
“I learned to crochet, knit, embroider and sew.
My Mum got me a job sewing when I was 16 and
from there I progressed to make my own wedding
gown, as well as many for family and friends.”
“I worked for Daniel Poole as a supervisor and
both Nicole Farhi and French Connection as a
quality controller. I also worked for a rave gear
company and a bridal shop for almost eight years!”
Inspired by her husband to open her own store,
Nuala wisely began by purchasing and designing
her website in October 2006, then opened her store
in February 2008.
“My dream had become reality!,” she remembers.
We found out more…
How did you decide on the location of your store?
I had moved to Braintree from London and seen
the shop in August 2006, but I put it to the back of
my mind, as I was busy with other commitments.
My daughter, Kelly-Marie, then came home
with a brochure for that same shop, which was now
empty and I decided it was destiny! I loved the size
and layout of the shop and the location was perfect.
There was a need for my skills in the town and I
could fulfil my life-long ambition to design and
make dress for weddings and special occasions.
Opening the store also gave me the opportunity
to work with my daughter, as she makes tiaras,
fascinators and does all the embellishments on the
dresses. I have recently taught her all my skills and
she now helps to make the dresses too, she’s a gem!
Tell us a little about the style of gowns that you
design and produce…
They are unique, bespoke gowns designed and
made to the highest standard possible. Each style is
entirely different.
Where do you source materials?
I have many contacts and friends in the fabric
66 ATTIRE
and haberdashery industry, both in England and
abroad, so I source my materials from there.
motorbike sites regularly, but he enjoyed building it
and said it was a challenge! I love it!
How have customers responded to your bridal
collection?
So far, I’ve seen many a happy face, made their
dreams come true, and received recommendations
as a result. I’ve also had the pleasure of meeting
some really fantastic people.
If you could design a gown for someone in the
public eye, who would it be and why?
I would love to have designed a gown for Princess
Diana, her elegance and grace would have carried
off my dress to perfection. Sadly she is no longer
with us. In complete contrast, I would also like
to design for Pamela Anderson, because she’s all
woman and my husband thinks she is sexy! He
would love to teach her how to ride a motorbike.
For once he’d be lost for words!
How do you promote your business?
I attend local wedding fairs, advertise in local
papers and magazines as well as using everything
from the Internet, to friends of friends to the
Yellow Pages and the local church to promote my
business.
Are you hoping to stay as the sole trader for your
gowns, or will you be sourcing stockists?
I make all my own gowns, so at the moment I’m
not sourcing stockists, but you never know, if
someone approaches me, maybe!
Who designed your website?
My website, www.nualas.co.uk, was designed by
a friend, Jon, from UK Biker. It was completely
different from his normal designs, as he works with
What do you most enjoy about your role?
Meeting people, sharing their experience on
their special day and making them look and feel
beautiful and happy. I simply enjoy the whole
process, from the design, to choosing the fabrics, to
the final stage. The most satisfying part is to see a
customer’s face at the final fitting in their gown. It
makes me tingle when I see their excitement and
delight. A
Further information
For more information on Nuala’s Bespoke
Gowns, call +44 (0)1376 560 730 or visit
www.nualas.co.uk
Gown:TIA
Hollywood Dreams
Enquiries: 0208 801 9797 E-mail: [email protected]