Richard Gourlay
He was educated at Stonyhurst in Lancashire and
Wye College (now part of Imperial, London University), where he achieved Honours Degree in Rural Environmental
Studies.
He has a second degree in Marketing from the Chartered Institute of Marketing at Moor Hall DipM, Fellow (FCIM).
Richard is also qualified to assess Return on Investment for the impact in developing people, processes and making change delivering Return On Investment ROI (Phillips method).
Berghaus Ltd
In 1989 Richard moved to Newcastle Upon
Tyne where he joined the then privately owned Berghaus, the world-class mountaineering and outdoor
equipment brand. Richard was closely involved in developing the brands growth and development and in sustaining the brands' reputation as an iconic outdoor brand.
As part of the family owned company Richard worked within the unique Berghaus creative culture of this innovative world-class brand. Richard worked in developing the Berghaus brand's premium position within the mountaineering sector working with the
leading market retailers.
Berghaus Broadcasting Corporation
I took a call from the BBC's outside broadcasting unit who had at the Open Golf competition they had to have a camera man on top of a crane providing an overview shot for the 3 days. They always complained that they were wet all week, could we provide them with a waterproof. Then we discussed how to provide the whole of the BBC's outside broadcast unit with jackets, with them buying 650 jackets.
This led to the Berghaus jacket becoming prominent across the BBC ever since. Even raising questions in parliament and instructions within the BBC to not buy Berghaus. For 30 years Berghaus has benefited from free global marketing for the brand.
Lillywhites In-Shop Concession
I took a call from the head of buying at Lillywhites (at the time an independent retail shop). They had been doing some renovations and knocked through a wall on the 5th floor, where they found a ballroom which has been sealed up since a bomb dropped through it during 1942. In 1942 the ballroom had been sealed up with the beautiful tables and chairs found still covered with velvet covers.
This created a 5,000 retail space with no stock planned to fill it for a whole season, the buying team wanted to know what solutions might exist. I listened and then said we will take the space and I would get back to them with a solution of us management that space.
Running down to my director I outlined the problem and the opportunity for us to take that space in central London and to run it as a concession for the next 3 years. We would need to merchandise the space, and I suggested we use our existing trade show stand, launch with our new range and reserve stock, provide experienced mountaineer training (only in the Home Counties) but at least a chance to buy-in staff.
This model worked well so we were able to open up several other these models taking space within existing retailers and owning the space, removing competition and increasing ranging and category penetration with these retailers.
This and many others successes in growing the brand
throughout the UK's leading retailers developed his strategic sales and category management skills with premium retailers and his marketing skills in
brand positioning.
Craghoppers
In 1995 Richard was headhunted to relaunch
the once respected Craghoppers brand. Richard was given a
free hand to recreate and re-define the brand in a new direction. Richard researched and defined the optimum opportunity for the brand to achieve success within the market.
By focusing on where the growth was emerging within the global outdoor market, and developing successful product categories to fit these newly emerging categories coupled with developing internal core competencies, the brand became the fastest growing brand within the outdoor industry.
In doing so Craghoppers redefined how the industry delivered value to customers and retailers. Richard drove the remodelling of the sector so it could successful operate and compete within the emergence of internet retailing.
In doing so Craghoppers redefined how the industry delivered value to customers and retailers. Richard drove the remodelling of the sector so it could successful operate and compete within the emergence of internet retailing.
Richard also undertook a second degree this time in marketing at Moor Hall and became a fellow of the Chartered Institute of
Marketing, to further his knowledge of marketing principles, enabling him to
further is ability in engaging and adding value to customers and
businesses. Something which he now lectures on to degree students.
Go Outdoors
After five years of dynamic growth at
Craghoppers, Richard was approached to develop an idea he had of a new business concept within
the outdoor retail market. The first "one-stop-shop" for the outdoors. This step change change within the retail outdoor sector enabled him to develop a Britain’s most prestigious outdoor retailer Go
Outdoors.
The business's owner (formerly Sheffield's Camping Caravan Centre universally called CCC) approached Richard to ask how to exit his business so he could retire. Richard was instrumental in the transfer of the business to new owners and investors into Go Outdoors.
The business's owner (formerly Sheffield's Camping Caravan Centre universally called CCC) approached Richard to ask how to exit his business so he could retire. Richard was instrumental in the transfer of the business to new owners and investors into Go Outdoors.
Richard as strategy director, operations director and marketing
director helped developed the unique concept of a one-stop-shop under one-roof
for the outdoors, called Go Outdoors.
From developing the business model to investor development, brand, re-design of store, loyalty card development and people development all fell under his remit. The vision to create a new concept of retail for customers the one-stop-shop for the outdoor sector. This unique concept model providing all the world’s leading brands covering all
outdoor sports and activities under one roof became the template which we made it investor ready and enabled venture capital to successfully invest in making this the fastest growing chain of retail stores throughout the UK. With Richard leading the first round of funding for the initial 15 store acquisition.
The Unique Buying Proposition (USP), which Go
Outdoors developed was delivered through its unique loyalty card. This was as the key advantage
the brand had in its market providing the business with deep insights into its
customers. By linking the brands buying power to a revamped loyalty offering
the brand was not only able to rapidly grow, through targeted loyalty marketing, but also survive the disaster of
foot and mouth epizootic which was nearly fatal to the outdoor sector (-70% of sales overnight) as
customers were unable to visit the countryside.
The model developed during this
challenging time was able to persuade corporate investors to back this venture
and enable Go Outdoors, which enabled it to rapidly expand its UK presence,
buying up optimum sites Go Outdoors was able to grow and become the largest
outdoor brand in the UK with in excess of forty sites across the country.
Equip Outdoor / Rab
His first step, identifying an opening within the
market was to recommend going from being a accessory design label, to a premium
clothing brand, through acquisition of the Rab brand whose owners were looking to retire.
Coupled with this was the need to develop
capability. The company operate from a series of second world-war derelict
sheds with all the limitations associated with that. Richard found the ideal
operational based with modern infrastructure, space for a bonded warehouse,
manufacturing space and modern logistics and design function.
This relocation
enabled the brand to grow and develop as a premium brand exploiting weaknesses
elsewhere and demand for something new from within the industry and by
discerning younger active customer segments. Creating new systems and operations, finding and developing people and processes to ensure operations were effective allowed the company to grow and develop from a micro-business into a brand.
Cowden
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| Cowden Your route to Business success |
Providing strategic planning services
Richard provides leaders and directors of businesses direction, focus and a
plan their success. Richard works with companies from PLC's through to new
start-ups, developing their capability to succeed in their chosen markets.
Working with both global PLC's including Caterpillar, TUI, Office Depot and Honeywell, to name a few.
Testimonials
Richard works with many aspiring high growth brands to become established continues
to enhance Richard's reputation for delivering outstanding results.
Richard provides senior people, from business owners and directors with the skills, time and resources to develop winning strategies for their business. Richard works with leaders particularly in high-growth companies and rapidly changing sectors to develop leaders able to drive their organisation forward.
Richard provides senior people, from business owners and directors with the skills, time and resources to develop winning strategies for their business. Richard works with leaders particularly in high-growth companies and rapidly changing sectors to develop leaders able to drive their organisation forward.
Speaker
Alongside this work Richard is also a
public speaker providing inspiration and motivation for leaders as well as
valuable insights for entrepreneurs in how to lead and drive your business
towards success.
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| Richard Gourlay |
Qualifications
Richard has three higher qualifications,
BSc Honours in Rural Environmental Studies, Wye College London University; Postgraduate
Diploma in Marketing (DipM) and a degree in Return on Investment (ROI).
Richard has lectured at Oxford College for CIM qualifications, and the ILM for senior ILM qualifications ILM 3, 5 and 7 for over 20 years.
Richard Gourlay is a Fellow of the
Chartered institute of Marketing (FCIM), The Accredited Association of Strategic Planners (AASP) and
evaluation Return On Investment (ROI).
He is a regular contributor to the world
of leadership and strategy online through a series of blogs and articles as well
as speeches and talks.
Richard Gourlay Management consultant and NED
Richard is an experienced management consultant providing business's with advice and support enabling them to grow and develop.
From strategic and business planning, through to market research, mentoring and leadership development programmes, Richard supports business across sectors develop the next stage of their development.
Richard Gourlay delivers strategic planning workshops which develop business strategy for new and existing businesses.
As a management consultant Richard works with business leaders to develop enhanced capability within their senior leadership team.
Consultancy Projects
As a management consultant Richard works on developing projects, including researching market opportunities through to re-organising departments and operations. The advantages of using us as a consultant is that we hit the road running with over 25 years experience, we understanding realistic scoping of projects and achievable outcomes combining both quick. wins to buy-in teams for change and longer term big wins.
Research Projects
Undertaking practice search into strategic market opportunities for a business. Working with the senior leadership team Richard develops aligned strategic opportunity identification for high growth businesses.
Non Executive Director
As a non executive director Richard supports business leaders looking to develop their business. As a Non Executive Director (NED) Richard works with directors providing an outside independent voice of reason.
Providing diverse, fresh thinking and an alternative viewpoint makes boards stronger and more resilient from risks such as group-think and biases.
Richard Gourlay Mentor
Richard mentors senior people across a wide range of sectors, supporting them grow and develop their skills, thinking and the outcomes they achieve. Mentoring support works over time to enable people through regular meetings to think through ideas, review outcomes and strengthen skills to improve senior people's abilities to lead and succeed.
Richard is approved by MentorsMe a UK Finance initiative which has been around since 2003.
Richard can also be contacted through his website Richard Gourlay www.richardgourlay.com where he also writes and posts comments and articles on leadership and strategy in this blog https://cowdenconsulting.blogspot.com. He is also on LinkedIn and Facebook see links to connect and learn more about Richard's work..
Richard is married to the Alison Gourlay
a successful accountant and they have three children, two dogs and cat. They live in rural
Galloway, Scotland in an old farm courtyard.
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