Uncorked: Majestic results

The business pages of the national broadsheets make depressing reading when it comes to retailing, yet when you get it right - the product range, the people and of course the price - bingo, the consumers are there.

A sceptic would argue that Majestic has that sector by itself, but then making your customer bulk buy - at least 12 bottles of wine - is hardly a positive when you look at the buying and consumption patterns of your average wine drinker.

The fact is that Majestic succeeds through good, some may say old-fashioned, hand-selling, and to do that you have to have the right people and train them properly. The company invests a lot of money in getting its people through the Wine & Spirit Education Trust courses, but it's more than just the knowledge. You also need enthusiasm and the ability to sell.

While everyone (well certainly among the major multiples and specialists) is gayly discounting and bogof-ing, Majestic majestically posts another average bottle-price rise - 5.51 from 5.40. While not averse to doing the odd multi-saver deal, Tim How and his team seem to be holding the line and holding the margin, creating a template for success not based on sheer scale and buying muscle.

• Harpers Says...