By W. Stewart Howe (auth.)

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Although some of the present firms in the mail order sector can look back more than a century to their origins,92 the roots of the mail-order catalogue business are to be found in the early years of the present century among lower income groups in the north of England who valued the availability of the tallyman or clubman's credit for clothing and household items. 93 At the present time the mail-order sector can be divided into two parts. The traditional agency mail-order system - accounting for 90 per cent of home shopping sales - where the part/spare time agent sells usually to a close circle of friends from a catalogue, and direct mail order where customers order by telephone.

Delicatessen. But as we saw above, even in a number of these trades the onward march of the multiples is steady; and in Chapter 5 the particular issues confronting the single-shop retailer are analysed in more detail. Franchising An increasingly popular form of retailing is the business-format franchise. Franchising - deriving from the French verb 'affranchir', 'to free' - involves a relationship between a franchisor, who has developed a particular form of product or service, and a number of franchisees, who are independent businesses which pay the franchisor for the right to conduct the franchise operation in a particular locality.

This demands from the independent retailer a high level of expertise in merchandise choice and retail buying, personal selling, and retail business management, including finance: all, often, on the part of one or two people in the organisation. This can, however, still be achieved on the part of the independent wine and spirits shop, the jeweller-cum-watch-repairer, the clothing boutique or gentlemen's outfitter, the independent chemist, the fruit and vegetable shop, or even the traditional counter-service grocer!

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