Christmas in the nursery industry is different from most other areas of retailing. Shops tend to be crowded at this time of year, and shopping tiring, especially when you're several months pregnant. So most shopping for baby is done in the early autumn or, if they can, mums wait until the January sales, hoping to pick up a bargain. Nursery shops can be very quiet in December.

Quiet or not, rent and salaries still have to be paid. So what can be done to boost trade? A couple of retailers have brought forward their January sales, but it is questionable as to whether this has any real and lasting effect on the bottom line. In addition, it is putting pressure on pregnant mums at a time when the last thing they want is additional pressure. The answer has to be - if you can't beat them, join them! Move some of your normal stock back into the store room; bring in a range of items suitable for giving. This is where toys are vital. Rocking horses have long been a Christmas favourite but there is a whole range of other toys ranging from the 'I just want a little something for the neighbour's baby' to 'what do I buy for the grandchildren'. Dress up the window with all sorts of festive gear and work on attracting the many other people out there spending money. And now's the time to start planning!