This was one of the key messages to emerge from the annual industry conference, which was held in Portugal between 27 and 29 April.

“We have got very, very good at telling customers that the only important thing is price,” said motivational speaker Richard Hammond.

“Consumers have taken on board everything the industry has taught them and have decided to shop online or at the supermarket because that’s the place for cheap prices.”

Delegates heard that in a challenging marketplace, service will hold the key to success for independent retailers.

Stephen Robertson, Director-General of the BRC, said: “Someone has stamped on the brakes of sales growth. We are currently experiencing a 15-year low in consumer confidence.

“But there is still a lot of good business out there for small retailers. This is because your service is top notch. You can continue to build your business based on service.”

The upbeat conference identified many exciting opportunities that lie ahead for the astute and adaptable retailer.

“There are still 7.7 million homes who do not have HD ready TVs,” pointed out James Randall, Commercial Director for GfK. “So despite a downturn in the economy, we still have an untapped market to sell into.”

By the end of 2009, 12 transmitters affecting 4.3 million homes in the West Country, Wales and Granada will switch to digital. This represents almost a fifth of the UK population and will be a huge opportunity for many retailers.

A new programme of training and support was unveiled at conference by Digital UK, which will help retailers more effectively communicate the digital switchover to consumers.

Mike Chandler, Managing Director for ASTRA, also revealed that freesat will provide a range of free-to-air HD channels when it launches this month.

A basic SD and HD box will be available from launch, with a HD DTR available from July. Panasonic will also launch a freesat HD iDTV in June.

Jamie Lennox, Managing Director of Home-tek International, and Denver Hewlett, Chief Executive for Glen Dimplex Home Appliances highlighted the opportunities that lie in the white goods market. According to Jamie, independent retailers can maximise sales by using their expertise to sell higher end products not usually stocked by the supermarkets.

Independent electrical retailer Peter Bowden discussed how tracking sales can help improve business and John Clare, former Chief Executive for DSG International, gave his thoughts on an economic downturn.

He said: “My advice is not to forget that every significant downturn is also a significant opportunity.

“Retailers must focus on cash and profit margins. Do not chase discounts. Do not let the margin go. If you can, try and re-negotiate payment terms with suppliers. Manage stock more efficiently and turn your attention to reducing costs wherever possible.

“Economic downturns sort out the long-term winners from the losers. “

Reflecting on this year’s conference, retra President Peter Mann said: “My theme was a time to talk and I can safely say we did just that. There were some excellent presentations and we’ve shared many different points of view. I am delighted that the tone was upbeat throughout.

“There are plenty of opportunities still out there for switched on independent retailers. I hope everyone went away feeling re-energised and better able to tackle the challenges that lie ahead.”

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