Edinburgh Edinburgh Corn Exchange

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1 Tuesday 14 Wednesday 15 March 2017 Annual ACE Convention & Trade Show Guide Edinburgh Edinburgh Corn Exchange

2 Convention Programme Monday 13 March Registration Open Edinburgh Corn Exchange Welcome Drinks Reception at the The Fruitmarket Gallery followed by free time Tuesday 14 March 2017 Tim Registration, Coffee & Trade Show Viewing The Baron Freshers meeting. New to the Convention? Come along and meet each other and tell us what you need Chairman s Welcome Caroline Brown: Head of Commercial Services, British Library The Big Picture Dr Bridget McConnell: Chief Executive, Glasgow Life Coffee & Trade Show Viewing Question Time Our panel of senior representatives from a cross-section of museums and galleries representing the independent, local authority and national segments of the sector, will debate topical questions previously submitted by delegates.. The Panel Kari Coghill, Head of Business Development & Enterprise, Historic Environment Scotland; Kate Mavor, CEO English Heritage; Bernard Donoghue, Director & CEO, ALVA; Joanne Orr, CEO Museums Galleries Scotland Chair Caroline Brown, Chair of ACE Trade Show Viewing Trade Show & Lunch

3 Tuesday 14 March Online shopping: three royal years Join Jessica on a journey through three magnificent years of royal online shopping! The highs the lows the things that worked the things that didn t work! From the very beginning, hear how the Royal Collection Trust engaged virtual customers and how they plan to continue doing so in the years ahead, without a major royal event on the horizon. Maintaining a competitive food and beverage offer After the extensive works of the National Theatre Future scheme which included the refurbishment of existing areas and the creation of new public facing catering offers, the focus turned to the operation and continuing development of a substantially increased catering portfolio. This talk will look at the driving factors behind ensuring a contemporary and competitively priced offer once the capital has been spent and the outlets are open. George Cardwell, Director of Catering, National Theatre Exposed! The restored Mary Rose Shop is back The Mary Rose Museum reopened in July 2016 following a 7 month closure. ACE has followed the progress of the team over three years as they removed the walls of the hot box, took a pop up shop on tour, refurbished the shop and café, sourced new product lines, turned the retail team into crew, embarked on their largest training programme and ran a temporary exhibition! Now hear about the reinstatement of the retail offer on board. Jessica McGarry, Head of ecommerce: Royal Collection Trust Paul Griffiths, Head of Operations, Mary Rose The Secret Garden RHS Licensing rejuvenated RHS Licensing has built a solid programme over 20 years that no one really knew about, but over the last two years much cultivated effort has gone into this area of work and the team at The Royal Horticultural Society are beginning to see great results. With the right promotion and the reworking of some of their beautiful artwork, business has grown significantly. Cathy explains how they grow more than plants at the RHS. Cathy Snow, Licensing Manager, Royal Horticultural Society Implementing and Managing Change; Planning and Leadership In addition to addressing the challenges of a changing economic environment, organisations need to change to meet new objectives and deliver organisational and commercial growth. In this session, gain insight on what to consider when planning and implementing change and hear practical guidance on managing your team through change. Tickets: An undiscovered goldmine? The Mercury Theatre Colchester are using their ticket sales technology to increase turnover by hundreds of thousands of pounds each year. This talk explores bundling, marketing automation and agency sales. John Barford, Interim Director, Museum of Brands and Consultant Robin Fenwick, Deputy Executive Director, Mercury Theatre, Colchester

4 Tuesday 14 March Tea & Trade Show Viewing Developing an Artisan & Craft range for the National Trust In 2014, the National Trust launched their Artisan & Craft range that is available both in shops and online, working with some of the best craftspeople in the UK to promote heritage craft skills. Genevieve will discuss her experience of working to source makers and develop product that takes inspiration from the National Trust s special places, unique stories and landscapes. What are the benefits of working with artisan suppliers? What are the challenges? And why is it important to your cultural enterprise? Genevieve Sioka, Artisan & Craft Buyer, National Trust Panel Discussion: Commercial Marketing vs Arts Marketing Finding a better way for cultural organisations Marketing was once a commercial management process. It was appropriated by cultural organisations and became arts marketing. But now many of these organisations find themselves with tough and rapidly rising commercial targets and are unclear where to put people and resources, how to share them and how to align them to achieve results. And then there s Theatre box office marketing... The Long Tale: Why Books Matter Books are a given in retail in the cultural sector and Matthew will explore why that is. They do so much more for your offer than almost anything else you sell, and in understanding the reasons for that, you can benefit your whole operation. Chair: Adam Lumb, Head of Commercial Development, Royal Armouries Panel: Julie Molloy, Managing Director National Gallery Company; Jo Taylor, Chair, Arts Marketing Association Matthew Perren, Managing Director, Bookspeed Can you ever have too many shops? Following the opening of the magnificent Switch house and the new 500 m 2 terrace shop at Tate Modern, Paul will present back on the early results of this fascinating retail space and how Tate Modern retail is delivering success by engaging with its broadest audience through its most diverse retail offer ever! New income initiatives: from planning to delivery of results Since Lycia Lobo took over the role of Commercial Director at the Ashmolean she has introduced a successful series of income generating initiatives: Chargebox for mobile phones; Gift Wrap Service and Upselling on Live Fridays, at ticket stations or entry to the institution. Lycia will tell of the successes and share her experiences with us. Write On Kew Setting Up and Running a Book Festival Over 350 literary festivals are held in the UK every year. Most struggle to make their finances work. Last September saw the launch of Write on Kew. Why another book festival? How did Kew go about arranging it? What worked and what didn t and what lessons were learned? How do these sorts of events contribute to visitor programming and the mission of an organisation like the Royal Botanic Gardens, Kew? Paul Ogburn, Retail Director, Tate Enterprises Lycia Lobo, Commercial Director, Ashmolean Gina Fullerlove, Head of Publishing, Royal Botanic Gardens, Kew Drinks reception, Gala Dinner and ACE Best Product Awards (followed by a ceilidh): National Museums Scotland 6

Wednesday 15 March 2017 09.00 09.45: Trade Show Viewing 10.00 10.

5 Wednesday 15 March : Trade Show Viewing Visual Matters unlocking the potential of your shop through Visual Merchandising Visual Merchandising is an ever-changing industry with shops searching for new and innovative ways to present their merchandise and encourage customers to buy. This presentation showcases great ideas that attract customers to shops and to the products inside. Find out clever techniques you can use with display and get inspiration for new ideas both from here in the UK and abroad. Café trends learning from the high street The coffee shop sector continues to be one of the most successful in the UK economy. This session explores how attractions and cultural enterprises can learn from branded operations as well as emerging artisan suppliers, offering practical suggestions around product selection, presentation, operational flow, staff skills and pricing models to drive a compelling visitor proposition. Money, Money, Money in a small museum s world With the capacity to increase earned income reaching its limits, nothing could be more welcome than a successful funding bid. With exciting new expansion plans to create a national centre for Thomas Gainsborough, hear how Gainsborough s House is expanding an already busy commercial role to further increase income and help secure the future of the childhood home of a great Suffolk artist. Lynda Murray, Director, International Visual Sandra Reid, Director, FARE Consulting Liz Cooper, Commercial Manager, Gainsborough s House : Trade Show Viewing & Refreshments International Speaker A Museum Store World The Museum Store Association (MSA) recently determined that one of its core strategic focus areas would be to tell the world the value and importance of non-profit retail with its curated products and unique experiences. Stuart will discuss how this key initiative was identified and also discuss how he has positioned retail operations and museum stores as a respected resource within his own institution and the importance of non-profit retail to the general public. Stuart Hata, Director of Retail Operations, Fine Arts Museums of San Francisco & President of the MSA 7

Wednesday 15 March 2017 12.15 13.00 Trade Show Viewing 13.00 13.45: Trade Show Viewing and Lunch 13.45 14.00: Chairman s Summary 14.00 14.

6 Wednesday 15 March Trade Show Viewing : Trade Show Viewing and Lunch : Chairman s Summary Striking a Pose: Selling 100 Years of Vogue Vogue100: A Century of Style was not the most popular exhibition ever staged at the NPG, but the accompanying books and merchandise are the best-selling range in the Gallery s history with sales now in excess of 1million. Perry will talk about working with Vogue, the approach to ranging and pricing, building the assortment and the all important visual merchandising. Trading at the Science Museum Group Davide will talk about his career, from the world of Merlin & Madam Tussauds to the museum world of South Kensington. He will focus on the development of Science Museum Group Retail & Product, covering recent successes and current challenges as well as future direction and goals in relation to Retail, Online, Licensing and the Picture Library offer. How to Create a Practical Digital Strategy With over thirty years experience in the media, arts and technology space, Simon Hopkins has spent the last decade working with organisations large and small helping them create a digital media strategy. In this talk, Simon will talk through a process that enables smaller organisations to create their own practical, results-driven digital strategy. Simon Hopkins, Founder & Director, Turner Hopkins Perry Bushell, Head of Retail: National Portrait Gallery Davide de Matteis, Head of Commercial Operations, Science Museum Group Originality by design Creating bespoke ranges doesn t have to mean one colour, one position print or importing huge quantities from China; it can mean working with local, up-and-coming talent to create exclusive, press-friendly, profitable product that furthers your institution s reach and remit. Having worked at some of the country s largest cultural institutions, from the Natural History Museum to Southbank Centre, and now heading up the newly expanded retail offer at London s iconic Barbican Centre, Adam Thow shares his approach to working with makers to create design-led ranges. Adam Thow, Head of Retail, Barbican Centre Lord s the home of cricket, dancing, spies, pies and police dramas Clare Skinner speaks about the challenges of non-match day filming at a major sporting venue. How filming is arranged around the core business. Ensuring that any filming that takes place fits with MCC s image and does not conflict with MCC and ECB s corporate partners and sponsors. All at a time when Lord s Cricket Ground is undergoing major redevelopment. Innovation and Motivation: code words for success We all know people through the door and bums on seats are fundamental to our businesses, but how do we sweat our assets to drive further income? Rebecca Foy talks about the initiatives Bletchley Park have used to get their visitors to part with their cash! Clare Skinner, Filming & Photography Manager, MCC Rebecca Foy, Director of Public Engagement, Bletchley Park Trust Ltd Acknowledgements Thank you to the following ACE Associate Members for their very generous support and sponsorship of the 2017 Convention: Cultural Enterprises (Trading) Limited is a company limited by guarantee, registered in England no Registered office: 24 Petworth Road, Haslemere, Surrey GU27 2HR. Designed and produced by Jigsaw Design & Publishing, Norwich /16

Standards Matter. Thursday 22 June Sheraton Grand Hotel Edinburgh

Standards Matter. Thursday 22 June Sheraton Grand Hotel Edinburgh Standards Matter Your invitation to an exciting one-day event exploring the role of standards in a changing world Thursday 22 June 2017 Sheraton Grand Hotel Edinburgh Follow @BSI_UK #StandardsMatter17