Number 1, September 2022 www.bigfurnituregroup.com RETAIL FOCUS Mattress Online NEW IN THE UK Meet Mattsons SHOW TIME NBF Bed Show & Long Point David Baldry, new Group Managing Director at Hypnos THE SHIREINTERVIEWBIGBEDSOnStandC30AtTheNBFBedShowAwardWinning
3 Big Furniture Magazine #1 Editorial Dan 07531dan@bigfurnituregroup.comManagingSquiresEditor854718|01223298489 Advertising Gary 0207gary@bigfurnituregroup.comSalesHallManager0961010 Publisher Stephen Smith Production Juan www.bigfurnituregroup.comGraphiMoranteCDesign
EDITOR´S NOTE
Dan Squires Managing Editor
Welcome to our very first edition of Big Furniture Group Magazine. ”
We’re excited to bring a fresh take on the furnishing industry and to be a valuable resource for all areas of the trade, all for free. To kick things off, there’s no better way to launch a new title than at a trade show. This issue features a look at some of the upcoming shows in the calendar, the NBF Bed Show and Long Point, with an insight to some of those exhibitors that will be attending.
BigFurnitureGroupLtd UK registered company number 205484239JordanStreet, Knott Mill, Manchester, England, M15 4PY Print: Buxton Press ISSN No: 2753-3387 Copyright © Big Furniture Group 2022 Issue No: 1 No part of this publication may be reproduced without the specific prior written consent of the publisher. Big Furniture Group Ltd accepts no responsibility for variations in colour reproduction and cannot be liable for the safe custody or return of any solicited or unsolicited material. We are committed to producing a true, factual, fair and unbiased publication through the editorial content within and takes appropriate measures to do so. Big Furniture Group Ltd reserves the right to edit any content other than advertisements, with the editor’s decision being final. All material submitted for inclusion in Big Furniture Group is done so entirely at the owner’s risk. Advertiser information is accepted in good faith and Big Furniture Group accepts no responsibility in in adverts appearing in the magazine, and do not necessarily reflect the publisher’s views. Contributors are advised to keep copies of all material submitted.
The magazine is also packed with news and big reads including our Big Interview with David Baldry, new Group Managing Director at Hypnos, and our Retail Focus with Mattress Online. There’s also our Big Question of the month, which is all about sales training, and a special feature with the training guru himself, Adam Hankinson from Furniture Sales Solutions. There’s plenty more inside including an introduction to Mattsons Beds and their UK plans, as well as how Devonshire Living has adapted and grown following internal changes. Then there’s the story of Rh45 and all the elements of their journey so far, while Bentinck and MattressTek talk investments. We hope you enjoy our first magazine and if you’re reading this, thank you for your support and once again, welcome aboard to our Big journey. It’s only going to get Oh,bigger.and if you have any news you want to shout about, drop me an email on dan@bigfurnituregroup.com. We’d love to share your story.
focus.
first Big Interview where he talks about the day job,
New Group Managing at features in our very who he such a key
Director
bed manufacturer Hypnos,
Chief Executive Officer at retailer Mattress Online, takes part in our Retail Focus feature where he discusses recent investments and future plans. LAST WORD, Kate Rowe, founder at Spaceworks Interiors talks about the key to right retail layout. FEATURESNEWS 1606/14 482432INTERVIEWBIG BALDRYDAVID CONTENTS ON THE COVER, Shire Beds On Stand C30 at the NBF Bed www.shirebeds.co.ukShow 36. The Big Question: How do you keep on top of sales training? 38. Adam Hankinson from Furniture Sales Solutions talks training 40. A preview of the Long Point show in Long Eaton 42. Sofa Factory – part of the Bentinck furniture group, talks investments 44. New Products: Shire Beds, Wiemann, Hypnos & Vogue Beds 46. Evolution of Art with Rh45 48. Last Word with Spaceworks 50. Sealy mattressrevolutionarylaunchesnewrange
most admires and why sustainability is
5 #1 16. How investmentsrecentare driving the MattressTek machine 18. NBF Bed Show preview with floor plan 22. Taking a healthy approach with Mammoth 24. The Big Interview with David Baldry, new Group Managing Director at Hypnos 26. Three great brands from GNG 28. New in the UK: Meet Mattsons Beds 32. Retail Focus with Mattress Online 34. Devonshire talks about how the company has continued to adapt and grow
RETAIL FOCUS, Steve Adams,
using state-of-the-art technology and the Science of Sleep, our new improved beds have been rigorously tested and refined in response to evolving insight over the course of the past two years. In research our guests loved them, and we can’t wait to begin rolling them out in our 800+ hotels in the UK, Ireland, Germany and the UAE from October.
“We’d like to say a massive thank you to all the teams in trial sites across the UK who have worked with alongside us – we couldn’t do it without you.”
Established in 1930, Frasers of Ellon have been around for over 90 years in the Ellon area and is now run by the fourth generation of the family. Today, the business boasts an impressive showroom with a huge selection of lounge, dining and bedroom furniture and accessories as well as a large flooring department which offers an extensive range of flooring, from carpets, vinyls and rugs to laminate, wood and luxury vinyl tiles.
Frasers of Ellon have signed a oneyear agreement to become an official partner of Aberdeen Football Club. Under the commercial deal, the family firm will benefit from high profile branding at Pittodrie and on the AFC Women’s strip. As the official furniture and flooring partner to the Dons, Frasers of Ellon will also become premier members of the By Official Appointment programme – the Club’s B2B initiative that connects local brands with the Club’s loyal fanbase and brings a family of businesses together under one banner with a range of benefits.
Silentnight announced as Premier Inn bed supplier
One of the UK’s biggest hotel compa nies, Premier Inn, has appointed mat tress maker Silentnight as its official bed supplier as it invests in its most
Robbie Hedderman, the Club’s business development manager brokered the deal. He said: “Frasers of Ellon is a long-established, family firm and we are delighted to welcome them into the AFC family. “This latest deal underlines the creative approach AFC is taking to its commercial partnerships. At a time when businesses really need a helping hand and everyone is feeling the pinch, we’re focusing our efforts on attractive deals which offer the prestige of and profile from being associated with the Club but also tangible ways of increasing business through connection with our fanbase. This also means that our supporters can make use of the deals and discounts offered by our partners and BoA members.”
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NEWS technologically-advanced bed yet to the benefit of guest experience. The new partnership represents a significant financial investment for Premier Inn and will see tens of thousands of new and exclusive enhanced-specification beds roll out in hotels across the UK, Ireland Germany and the UAE from October. Comfort, sustainability and durability are at the heart of the technologicallyadvanced upgraded new bed, which has been extensively refined, tested and validated through research undertaken from hundreds of overnight stays on trial beds over a two-year tender process.
In fact, composite bed parts are 92 per cent recyclable, while the company added that customers will also be able to buy the new bed Globalonline. Brand Director Tamara Strauss said: “With a relentless focus on comfort our eye is always on delivering the best night’s sleep for our guests and our new enhanced specification mattresses represent a significant financial investment we are making into our new bed roll out across our 80,000 plus bed estate as beds reach their life and we open new
Colin McKay, Managing Director at Frasers of Ellon, added: “We are delighted to be getting involved in an official partnership with Aberdeen Football Club. At the heart of our business are the core values of being family owned and a local institution. This fits in well with AFC’s philosophy, as a family club, and being part of the wider community. We are very much looking forward to working together throughout this season.”
Aberdeen Football Club signs furniture business as official partner Furniture and flooring company
AFC Women will proudly display Frasers of Ellon logo on their shorts and participate in a series of interviews entitled “On the Couch with AFC Women” sponsored by the firm.
“Designedproperties.
Home furnishings retailer launches new sustainable product range Home furnishings retailer Dunelm has announced the launch of its new sustainably focused homewares range ‘Conscious Choice’.
Cassie continued: “With us extending our boundaries for free delivery this has really been a year of growth and change and we are all thrilled with our amazing effort from our fantastic sleep experts (shop staff), exceptional delivery team, stupendous support staff, management and internet development crew.
Stockton-on-Tees-based independent beds and mattresses retailer Linthorpe
feel, Cassie Cooper, PR and digital engagement specialist at Linthorpe Beds, said: “We know how well known our red and white logo is and how people often spot us around the region delivering their new beds so we have still included the branding that is hugely recognised and slogan “Rest your head on a Linthorpe bed”.
Linthorpe Beds upgrades delivery branding with fresh family focus
“The images actually feature staff and staff members’ children as models and we felt the image captured us as a business, being at heart a family company with a small, but mighty, team!”
“So, we were delighted to be able to raise money through our sofa raffle for such a great cause, raising over £800. We’ll do anything from bake sales to abseils for good causes, and the generous team here at Whitemeadow never disappoint.
on the fresh fleet
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Beds has revealed the new look of its upgraded delivery vans.
“We look forward to raising more money for The Children’s Bereavement Centre and The Furniture Maker’s Company in the coming months.”
The launch includes over 800 products from bedroom and kitchen items to accessories and decorative Dunelmproducts.said that the Conscious Choice collection is aimed to help customers shop more environmentally friendly as all products will meet sustainability driven criteria. To get this stamp of approval, every item must be made from at least 50% more sustainable materials (by weight), compared to conventional Thesealternatives.materials include recycled plastics, glass, polyester and cotton, alongside organic fabrics, man-made cellulosic fibres and responsibly sourced Furthermore,timber.Dunelm is offering an extended guarantee of between 5-25 years, with the ambition to ‘encourage everyone to keep our products away from landfill’ as these products have designed with ‘quality and longevity in mind’.
The new look features an image from a recent photo shoot that was based on children starting school again after the summer holidays, perhaps needing a new bed to settle back into a Commentingroutine.
NEWS Upholstery WhitemeadowmanufacturerFurniturehas raised over £800 for local charity The Children’s Bereavement Centre. Whitemeadow has a Charity Committee which organises fundraising campaigns for a local charity every year, voted for by its employees, as well as continuously raising money for The Furniture Makers’ Company, the furniture industry Commentingcharity.on the recent charity event, Zehra Gezer, Head of Group Marketing and Chair of the Charity Committee at Whitemeadow, said: “Every 22 minutes in the UK, a child is bereaved of a parent. That was a shocking statistic that really struck home with a lot of us at Whitemeadow, we even have staff members and relatives that have had to use The Children’s Bereavement Centre themselves.
“We have been pleased with our marketing focus, our investment into our website, some new employees joining us and the excitement of our involvement in the NBF awards again, this time for National Bed Retailer of the Year and Best Marketing Campaign. It’s been an amazing team effort to drive the business forward and make this such an exciting time for us.”
Linthorpe Beds has experienced a strong year with marketing efforts delivering great results for the business, while extending its free delivery radius to include YO and NE postcodes has also had a positive impact.
Upholstery manufacturer raises over £800 for local charity
from strength to strength in recent years, as Jeremy continues: “The cabinet designs we created for the trade incorporate some innovative ideas which reduce the components and allow customisation to a new degree, and assembly which is massively faster.
“Power is the next factor, as larger mattresses (queen and US King sizes) demand it. Being designed originally in the USA, we find that our power capability is more than enough to handle the heaviest products, right up to super California king size.
“They are just too restrictive for our market. When the pressurised gas lift fails, as they do, sometimes spectacularly, the repair process is complex. We get calls from clients who have experienced this and we developed a kit which can often replace gas lifts. To my knowledge no one ever replaced springs with gas lifts.”
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“We call this feature ‘RETA’ (‘really easy to assemble’) and the response from trade and consumers has been remarkably positive. It means that mattress and furniture retailers’ concerns on complexity are eliminated and, for really the first time, a cost effective and safe solution is Withpossible.”retailers in mind, Jeremy added: “The design of the NeXT bed in our range means that the kit can even be used in a mattress store to display mattresses, freeing up space and adding displays. “I do urge mattress retailers and manufacturers to have a look at our ideas, to save space, increase products on display and generate sales of wall beds that a consumer can access immediately and customise themselves. Trade prices mean that investment is minimal for the Andretailer.”it’snotjust aimed at the retail market. The contract and hospitality sector are another area where wall beds can thrive as they save space and change-over work, eliminating roll away Lookingbeds.ahead, Jeremy added that the business is starting to get back to developing further products, which include integrated desks and related storage ideas. “We will have increasingly interesting ideas to offer the mattress trade, specifically, but the wall bed for retail stores is something that can be implemented very quickly and creates impact as soon as it is installed.”
Why springs are the secret behind Wallbed Systems success and how retailers can benefit from the front and it takes a minute or two to increase or reduce the power.
For wall beds from Wallbed Systems, up to 18 springs, nine each side, are used for its NeXT bed product, which has been specially developed.
difference is massive, as we know. Springs can do that; on our NeXT bed design, they are accessible
“Thehybrid.weight
NEWS
“Adjustability is a key, practical reason behind our spring technology,” Jeremy said. “Other methods are impossible or very difficult to provide adjustment to suit the mattress and bedding being balanced. This is a safety and comfort issue. ‘Balanced’ is the key work here. The wall bed needs to be easy to operate and therefore must balance the load, regardless of whether it is a lightweight 100mm foam mattress or a 350mm pocket coil
“We developed springs specially for this, which is why they are incredibly reliable. It means we have no spares business to speak of, which I prefer too, as do clients. We have produced well over one million springs since we Jeremystarted.”adds that using a gas lift might be an easy option if starting out, but there are limitations.
Jeremy Waller, Director at Wallbed Systems Ltd, says there are many benefits with the most important being adjustability, balance and power.
Wallbed Systems has been going www.wallbedsystems.co.uk
When it comes to wall beds, one question is often asked to Wallbed Systems, and that is why are springs used over other methods?
The partnership, which will see Swaffer distribute all 46 current collections of fabric, along with rugs and accessories, is a strategic decision by WIND to move away from agents, as Lorena Diomidous, Managing Director at Swaffer Ltd, reveals: “Swaffer and WIND will mutually benefit from the partnership in the UK as both have a similar history and a shared customer base. This enables us to offer six new collections a year under the WIND name. We are also very excited to be able to market such beautiful rugs and accessories.”
NEWS NBF appoints new sustainability and circular economy lead
Flooring retailer advert ruled as misleading following rival complaint
Jessica Alexander, NBF executive director, said: “We are thrilled to welcome Tom to the NBF team to help us support members on their sustainability journeys and spearhead much needed industry collaboration in making progress. We know our members are all at different stages and will need different types of support. “Having Tom on the team will help us identify those and respond.
The advert, seen on 30 March 2022 on its website, displayed a series of images of different types of flooring that was accompanied by text showing “was” prices compared to “Now only” prices.
Flooring retailer UK Flooring Direct has seen one of its saving claims adverts deemed as misleading.
Swaffer reveals new Belgian fabric UK distribution deal
Fabric wholesale business Swaffer Ltd has announced a new distribution partnership with Belgian fabric manufacturer WIND.
Further text relating to each type of flooring made claims concerning savings, stating that consumers could save from 20% to 58% on various Textproducts.atthe top of the homepage stated “Up to 60% off, plus … Extra 10% off … Use code: APR-10 … Offer ends 11th April” and was accompanied by a countdown timer showing the apparent time left in the Rivalpromotion.carpet retailer Tapi complained to the Advertising Standards Authority (ASA), challenging whether the savings claims were misleading and could be substantiated, as well as the use of the countdown timer also being misleading after implying that the promotion was time limited. They understood that the extra discount offer would appear again soon after the countdown ended.
Swaffer is the sole distributor of WIND textiles and fabrics to the UK market, which also includes a number of new collections, including Alpina, Explore, Frisian, Mythology and Oase.
The National Bed Federation (NBF) has appointed Tom Williams as its new sustainability and circular economy lead, a position created to deliver the NBF’s broad sustainability Tomagenda.will be instrumental in supporting both bed manufacturer and supplier members become more sustainable businesses and helping the NBF meet its goal of 75% of new mattress sales diverted from landfill by 2028. He will oversee projects on the NBF Green agenda, including the recently launched Pledge for Our Planet and the about-to-be-launched ecodesign assessment toolkit.
Originally from Swansea but now living in Leeds, Tom joins the NBF from ASDA, where he worked in the sustainability team for three and a half years. Since getting his master’s degree in environmental conservation and management over 10 years ago, Tom has also worked for a timber door designer and importer and held various other sustainability-related roles.
While business attention is understandably focused on the immediate challenges of rising inflation and the cost-ofliving crisis, climate change is not going to go away and, actually, measures taken to address it can both save money and create future business resilience and even income streams.”
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Following an investigation, the ASA upheld both rulings and stated: “We told UK Flooring Direct Ltd to ensure that future savings claims did not mislead and to ensure they substantiated savings against the usual selling prices of their products. We also told them not to portray promotional offers as being time limited if that was not the case.”
Come and visit us at the Bed Show on Stand D5
“We do not have current plans for further flagship stores as we have a network of nearly 600 retail partners globally.”
More news online at www. bigfurnituregroup.com
Fusing traditional craftsmanship with modern technology, each floor will focus on demonstrating Vispring’s expertise in handmaking beds for over 120 years. The showroom will be an interactive retail experience, offering customers a “factory tour” to explore Vispring’s unrivalled natural materials and the space will host talks with sleep Commentingexperts.onthe
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Regent Street St James’s, Vispring’s new London flagship will display the brand’s diverse product portfolio from the Original, Classic and Luxe collections, as well as its latest products. The 394 m2 space is spread across three levels and will showcase the quality and comfort of Vispring’s handmade mattresses. The grand opening will take place in October, but a soft launch will take place during this month.
Alex Westbury, who is a Vispring expert and currently with And So To Bed on King’s Road, will open the store.
opening of the new Vispring showroom, Jim Gerety, Managing Director of Vispring says: “Vispring is doing very well so far this year. We have seen the results following Covid, and more people are focusing on their home and health.
Luxury British bedmaker Vispring has announced the opening of the brand’s first flagship showroom in the centre of LocatedLondon.on
NEWS
Vispring to open debut flagship London showroom factory had to shut. Covid didn’t just have financial implications, it was also hard on peoples mental and physical health. But we are passionate about what we do, and that allows us to always push forward.
“For mattresses we are seeing an interest in our use of natural and sustainably sourced materials. As for the look of the bed, it very much differs between regions/countries. But we can say that velvets have continued to be popular. “As for Covid, it was difficult for everyone. There was a time when the
“As London emerges from the height of the pandemic, there is no better time for us to open our new flagship showroom in the centre of London, which will underpin and showcase Vispring’s luxury bed offering, unparalleled quality and commitment to craftsmanship to a global audience.
“We felt that we needed a flagship location in our home, the UK; a place where we can showcase our product portfolio and solidify Vispring as the luxury bed brand.
@DesignMuseum Which design do you wish you’d invented?
Steven mentioned in one of the clips during his first sneak peak around the house: “Carpet - very important, because we want it to feel like home still”. At Tapi, our mission is to make a house into a home, and to give customers that barefoot feeling we’re always talking about!
The Furniture Makers’ Company
We partnered up with the amazing Steven Bartlett on his home renovation, one of the rooms being his podcast room (where the magic happens!)
Tapi Carpets & Floors
Steven mentioned he’s been shooting his recent podcasts in his socks; we can’t blame him, the carpet both feels, and looks, like you’re walking on clouds.
Connection
LinkedIn Silentnight Group Silentnight are proud to have partnered with Pendleside Hospice for another year. A great charity that provide fantastic care for those with life-limiting illnesses, Pendleside deliver specialist care not only to patients, but to their families and carers too. We are thrilled to be supporting them once again- if you’d like to find out more about the charity or how you too can get involved with Pendleside Hospice, please visit pendleside.org.uk.
Arlo & Jacob @ArloAndJacob Our Violet armchair is a classic design with intriguing updates like bobbly legs and sleek upholstery. Here we’ve gone for Luxury Velvet in the Mayfly colourway to emphasise details like pinch-pulled buttons and scrolled arms.
A look at what’s been going on over social media channels. Share your news with us and dan@bigfurnituregroup.com
Charlotte Jubin’s Eko lounge chair was designed for the higher end market and sold as a flat pack. Eko is shortlisted for the Young Furniture Makers Design Award and will be on show at the Young Furniture Makers exhibition on 12 October.
@horwichinterior
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Horwich Carpets & Interiors
SOCIALBIGemail September
Proof if ever it was needed where you can get to with hard work and dedication. You will make a fantastic Business Manager!
David Molloy, Flagship Branch Manager at ScS - Sofa Carpet Specialist What a lovely surprise from Suzanne Coyle to thank me for being her mentor the last year on ScS - Sofa Carpet Specialist Moving Up Programme. It’s been a helluva year and I think there’s been more thrown your way than either of us could have anticipated. I’m so proud to have played a very small part in your development and watching you grow so much.
Two new books added to our collection of Laura Ashley fabrics. Suitable for curtains, blinds and upholstery.
@Connectiontweet
@FurnitureMkrsCo
The Design Museum
ON
The first steps in our journey to becoming one @Flokk_UK team have begun, with a day of sales training and team building! From the 1st August 2022, the Connection team will be promoting a curated selection of products from fellow Flokk brand, Profim.
“Our machines meet those needs and allow seamless production, ensure efficiency, reduce downtime and www.mattresstek.co.uk
“We have also invested in a Material Resource Planning system to streamline, track and plan production and resourcing, which will support the sustained global export of our range.”
FEATURES
MattressTek Directors, Shaun Peel and Michael Birtwistle, talk about why automation is the way forward and how the company has affirmed itself as a force for growth.
complete mattresses, as we meet the ever-innovative approach to packing compact mattresses.
MattressTek has recently developed its Stacker and Stuffer machines, as well as 90/180 degree turning and flipping inspection and straight-line belt and roller driven conveyors, which can be made to suit bespoke requirements and be added into existing production Fellowlines.
“Along with our extensive range of stitching and panel cutting machines, and our offering of conveyors, we have been refining our machines for unbaling and unwrapping pocket spring beds, as well as those that can compress and roll springs and
And that’s not all. Over the past 12 months, MattressTek has been busy expanding its physical presence too, all in line with its rapid growth.
MattressTek has also revamped their website, where the brand has gone all out to help customers with more resources and product information. The refreshed website, mattresstek. co.uk, features a downloadable catalogue and a more interactive and accessible layout and design to provide solutions to issues that manufacturers face.
“We have built a store for the fabrication and build part of the site and have completed construction of a meeting room space to welcome customers and conduct internal meetings,” Shaun said.
Michael added: “Growth has been pretty rapid, attributable to the development of existing products and processes, along with the introduction of new machines. We look forward to our next phase of growth.”
How recent investments are driving the Mattress Tek machine
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“We have cemented ourselves as one of the leaders in the making of machines for the mattress industry, and our range has proven popular with clients and big brands in the UK, US, Mexico, Europe and Australia.
”
Director, Michael Birtwistle said: “We have refined and developed our machines, with regard to design and the hardware and technology, to adapt them to fit into limited space at factories, as well as incorporating sensors to flag up when material runs out, threads break and bottlenecks Shaunoccur.
Shaun said: “We have added the full range of machines and conveyors and really considered the information customers want to know, as well as videos of machines in operation and in situ on a production line.”
We have invested in the business to innovate our products and improve efficiency for our customers.
increase the number of products made. Automating the process also helps to deal with the labour lag the industry is currently facing.”
“There are a whole host of machines needed to help manufacturers to make their products to a high qualitypositioning, stuffing, stitching, sewing, spring unbaling, gluing, turning, flipping, inspecting and packing. Automation is literally the way forward.
explains: “We have seen growing demand for machines such as the Hot Glue Bridge, which applies glue and layers mattress filling components before they are pressed together by the Tamping machine.
With over 40 years worth of combined experience, made up of a mix of designers and engineers, Lancashire-based mattress machinery manufacturer, MattressTek, has maintained its positioning as a provider of quality, robust and reliable production lines for the bed industry and Innovationbeyond.and problem solving are at its core, which has seen the company invest in a number of areas across the business of late. Shaun Peel, Technical Director at the brand, shares an insight into the importance of continually developing with its focus on helping manufacturers to streamline and automate their production lines.
With an abundance of established exhibitors, returning names and even first-timers, visitors will not be disappointed with what is on offer with a product selection that meets every price point. Some of this year’s manufacturer exhibitors include Featured Exhibitor Hypnos, Airsprung, Breasley, GNG Group, Harrison Spinks, Kaymed, Mammoth, Sealy, Shire Beds, Silentnight, Sleepeezee, Sweet Dreams, Vispring and Vogue Beds, plus many more.
Fara said: “We are thrilled to have so much to celebrate, the silver jubilee and a whole host of top awards is affirmation of our company’s achievements. The range of prestigious industry awards is proof the company is not only responsive to the current manufacturing and retail climate showing tremendous ability and agility but is able to make commercially successful decisions for all its retail partners in a difficult trading climate. Shire Beds a must see for any visitor to the NBF show.” Find Shire Beds on Stand C30.
In addition, our ‘Active’ range features innovative materials such our unique Ecofoam, made from 100% recycled and re-engineered foam, while its premium Sonlevo range has
The NBF Bed Show returns to the Telford International Centre from 20-21 September. Here’s a look at what’s on show.
This year it feels like we will finally be getting back to a more ‘normal’ Bed Show, and I know all our exhibitors are working on exciting new product and marketing developments to launch in Telford. Our Suppliers Innovation Zone returns after its successful introduction last year, plus we are planning some exciting new features for our NBF Hub.
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Meanwhile, GNG Group has developed eco collections within its popular premium consumer mattress range, Komfi. These carbon neutral mattresses have been carefully designed to replace traditional foams with alternative, more sustainable comfort fillings that aim to take end-of-life mattresses out of landfill and back into the recycling chain.
Bed Show Buzz
Jessica Alexander, NBF Executive Director ”
Hundreds of bed buyers and specifiers will congregate at the September ritual in Telford and explore all that’s new in beds, mattresses and components over two days.
The organisers, the National Bed Federation (NBF), anticipate another sterling event and are excited to welcome more than 60 exhibitors and visitors back to familiar surroundings to celebrate the very best in British and Irish bed manufacturing, component suppliers and retail customers all under one roof.
As for component supplier exhibitors, these include Featured Exhibitor Handy Ltd, Apropa, Boyteks, CPS Group, John Cotton, Leggett & Platt, Recticel, Spinks and The Vita Group to name but a few. There will also be guest exhibitors, which include Mattressgard, Protect-A-Bed and Wiemann. A new meeting point in the NBF Hub will also host some of the industry’s experts in technical support and provide a comfortable space to catch up with colleagues.
If you’re in the beds industry, there’s one event on the calendar that is always earmarked, the Bed Show.
Following the pandemic and reduced numbers of guests last year, the Gala Dinner and Awards Ceremony are back to full capacity for 2022 and the evening of the first day promises to be a fantastic night of celebration and fun for the bed trade. This year’s host is the renowned television and radio presenter Colin Murray, who has covered everything from sport to music to lifestyle in his varied career and is the current host of Channel 4’s long-running quiz programme, TakingCountdown.acloser look at some of the exhibitors on show, Shire Beds – also on our Cover, celebrates 25 years in the bed industry and showcases its Spectrum Range. As well as the silver jubilee Shire Beds is riding on a high having won the major industry awards over the last 12 months. The company’s return to in person shows post pandemic saw it win the prestigious NBF Product of the Year last year (2021), while going on to win the Best of British at JFS Awards in April 2022. Their Marketing Director Fara Butt also won Business Woman of the Year at the Yorkshire Choice Awards in May 2022 too. The awards didn’t stop there.
Vogue Beds will be showcasing its Vegan Mattress Collection, which has been certified by The Vegan Society. Ebrahim Patel, director of Vogue Beds, said: “We’re looking forward to seeing all the NBF members again as well as our customers, and celebrating all the hard work and successes at the annual Gala Dinner and Awards.” Vogue Beds are on Stand D50.
NBF Bed Industry Awards
19 Big Furniture Magazine #1 been carefully designed to offer greater support, advanced pressure relief and a cooler night’s sleep, helping create a feeling of weightlessness as you drift off. GNG can be found on Stand G20.
Winners will be announced at the Gala Dinner on Tuesday 20th September. As for Sleepeezee, they will be showcasing some exciting new ranges this year. The show marks the launch of a brand-new Ortho range that uses luxury materials to offer a firmer comfort level. They will also be introducing a new Cooler collection featuring a cool touch cover and new TemperatureSmart Technology. Find Sleepeezee on Stand C50. If you’re attending the show don’t forget to share your Bed Show experience on social media, using the hashtag #BedShow2022.
Why: Retailers and specifiers interested in British and Irish-made mattresses, divans, bedsteads, futons, headboards and bedding. Bed manufacturers and specifiers looking for ticking, springs, foam, fillings, bed machinery, plus many other bed-related components.
Where: The International Centre, Telford, Shropshire, TF3 4JH
When: 20-21 September 2022
There are 11 award categories, including: Bed Product of the Year, Component Product of the Year, Bed Manufacturer of the Year, Component Supplier of the Year, NBF Member Sales Agent/Rep of the Year, Small NBF Retail Champion of the Year, Large NBF Retail Champion of the Year, Outstanding Bed Store/Department of the Year, National Bed Retailer of the Year, Online Bed Retailer and Best Marketing Campaign.
Family: Any visitors who need to bring children with them into the halls are requested to do so on the second day of the show. Under 15s are permitted in the halls, but pushchairs, buggies and prams must be left at the cloakroom. Please be aware that there are no crèche facilities at the venue, and any visitor aged 16+ needs to register. Key Info www.bedshow.co.uk
But what makes the Women’s Health Men’s Health retail collection stand out from the crowd? The answer lies within the
FEATURES In a challenging market, it’s never been more important for retailers to be able to count on brands that speak for themselves – household names that reach large audiences and enjoy genuine brand loyalty. Having launched a stunning new four-model retail collection earlier this year, the most trusted voices in health and wellness have fast-earned a reputation for excellence through their partnership with the awardwinning team at Mammoth. Every inch of the collection is designed to improve sleep, accelerate recovery and support better performance in both body and mind. That’s why everyone from elite athletes to office workers, weekend warriors to stay-at-home parents are discovering the benefits of the Amongcollection.those
For health-conscious customers who are active and on-the-go, there’s no better way to unwind at the end of the day, than on a Women’s Health Men’s Health mattress. Visit stand F100 for more information or contact sales@mammothuk.com
turning to the Women’s Health Men’s Health retail collection is England rugby star and former World www.mammothcomfort.com
Taking a healthy approach Beds and mattresses manufacturer Mammoth showcases its new Women’s Health Men’s Health retail collection at the NBF Bed Show.
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As those familiar with Medical Grade foam will know, independent tests have shown this advanced material to increase pressure relief by 46% and disperse heat 69% faster – keeping sleepers cool and comfortable. It has been carefully engineered to support body weight, aid circulation and improve recovery – the perfect combination for those who lead fast-paced lives at work, at home or in the gym.
innovations and superior materials featured in Mammoth’s M-Tex™ Health Technology. The much-loved combination of pocket springs and memory foam is elevated by the addition of Mammoth’s unique, naturally cooling Medical Grade™ foam – which has been extensively tested and shown to improve sleep.
To top it off, each Women’s Health Men’s Health mattress features CoolPlus heat and moisture- wicking fabric to ensure the most hygienic and indulgent sleep possible.
Player of the Year, Emily Scarratt, who recently ramped up her preparations for October’s Women’s Rugby World Cup by ordering the Form mattress.
awhywhotalksBigfeaturesmanufacturerbedHypnos,inourveryfirstInterviewwhereheaboutthedayjob,hemostadmiresandsustainabilityissuchkeyfocus.
VIEWINTERBIG
What is your current role and key responsibilities?
Let’s start with you. Can you share a bit about yourself and your background?
I’ve worked in the KBB and design-led consumer goods industry for over a decade with some of Europe’s largest consumer brands, including Aqualux, Fetim Group and Grohe. My roles have focused on leading the operational and commercial teams across multiple brands, as well as overseeing new product development and launches, material sourcing and manufacturing processes. From shelving to shower enclosures, I’ve covered the home design spectrum and I love it!
I was appointed as Group Managing Director at Hypnos in May 2022. It’s a fantastic globally renowned brand with a phenomenal legacy that’s well over a century. With an innovative approach, sustainability at its core and a commitment to a positive environmental and societal impact, it will no doubt enjoy another successful 100 years. I am thrilled to be joining such a responsible business and an experienced team to help further build on the brand’s great foundation to improve, optimise and transform its approach, particularly when it comes to furthering our progressive decarbonisation journey. We’re committed to expanding our sustainability plans and going beyond neutralising our impact, to actively helping to regenerate the planet with a focus on circular designs via our honest, ethical, and transparency I’mmodel.also looking forward to leading our team on Hypnos’ pioneering journey as well as using my experience to mentor and develop those around me.
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What do you love about your job?
”
andSustainabilityESGisakey focus for the industry right now, putting the battle to help climatecombatchange at the heart of everything we do.
I’m an early riser so the alarm is set for 5.45am. The day always starts with coffee, followed by catching up with the news and then a session at the gym. I’m then usually at my desk by 8.30am ready and raring to go.
New Group Managing Director at
Every day is different. One day I could be focusing on our new product development or looking at how we’re furthering our transparent and ethical supply chain to responsibly source certified natural and sustainable materials, and the next I could be mentoring the team or in a board Beingmeeting.able to influence change by empowering, encouraging, and mentoring is also a key highlight of the role for me. Hypnos is passionate about being a force for good, an ethos I strongly believe in, so I can’t wait to get going. As Hypnos is a family run business, there’s a great atmosphere and real camaraderie, everyone wants to grow and develop together and there’s a real hunger for continually improving and supporting the community - it’s one of the reasons I love working here.
What time is your alarm clock set for and do you have a morning routine?
BALDRYDAVID
A Hypnos bed of course – perfect for welcoming people home, comforting them at the end of a hard day, preparing them for the next with a great night’s sleep, a place to recover and prepare for life every day! About Hypnos Having manufactured luxury handmade beds for more than 100 years, Hypnos is internationally renowned as the expert in handcrafted pocket spring mattresses and divans. Combining traditional skills with constant innovation and using only the finest natural and sustainable materials, Hypnos has a reputation for making the most comfortable and sustainable beds in the world and has a Royal Warrant, providing not only bespoke beds but advice on sleep and wellbeing to the Royal Family.
If you had a different career, what would it be? I’d have to say a Sommelier, so many wines and flavours!
Martin, one of our fantastic upholsterers here at Hypnos. He’s 72 years young and is never without a smile. He’s always happy to share his skills and nurture new talent, to ensure that our hand-crafted beds and mattresses always offer the upmost in quality. Has there been any special moments during your career?
I have a white Eames style office chair in my office at home, which is stylish and comfortable and always makes me smile whenever I sit in it. What more could you ask for? What do you think is trending within the industry at present? Sustainability and ESG is a key focus for the industry right now, putting the battle to help combat climate change at the heart of everything we do. However, it’s important that this isn’t simply viewed as a trend, but something that needs to be embodied from start to finish from farm to home.
Apprenticeships are a fantastic training ground but working with someone with years of experience is invaluable. We have an incredibly experienced team here at Hypnos and I’m passionate about them sharing their knowledge with our younger or more junior team members.
Finally, if you were an item of furniture, what would it be and why?
I am fortunate to have worked with many amazing people throughout my career, that have resulted in some special moments. From comedy journeys such as arriving in a small TukTuk at a 5* hotel in Asia for a meeting (there was 2 of us squashed in neither skinny and one 6’2 – fair to say we didn’t really fit in!), to running a team building event with comedy hats in Amsterdam. Special people make special moments and I have no doubt I will share many more in the future with the team here at Hypnos.
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Why did you choose to work in the furnishing industry?
Who do you most admire in the industry and why?
Home is where the heart is and a beautiful home can really make a difference to people’s everyday life, so it’s wonderful to have a role that inspires and enables people to achieve that. Not to mention that sleep is integral to everyone’s health and wellbeing, so what could be better than working for a brand that’s all about inspiring everyone to sleep sustainably?
Designing products that offer true comfort with integrity sits at our core here at Hypnos, from our resilient and ethical supply chain in collaboration with our certification partners, to sourcing traceable materials, to ensuring we can offer greener future in design that provides a positive impact on both the environment and sleep We’vewellness.beenpractising sustainable bed creation and business operation for over a decade, it’s ingrained in everything we do and in every decision we take, we believe that sleep should cost the earth, that’s the approach that all manufacturers should have. What would you change in the industry?
Everyone’s goal must be to offer truly eco-conscious products that don’t compromise on quality. At Hypnos we not only believe in an integrityfirst approach, but are always actively looking for ways to do better.
What is your favourite item of furniture you own and why?
I’d like to ensure specialist skills are transferred to new generations. There are many, many experienced craftsmen and women who have a lot of knowledge to share, and I think it’s important that this isn’t overlooked.
What do you enjoy most outside of work / free time?
Can you share an insight into your future plans? My focus is always on the customer journey, initially focusing on reconnecting with our customer and supplier partners, especially after the long distance working of recent years, and then looking at further improving the customer experience through people, processes, and systems. We are currently exploring updates across the business. I’m fortunate we have an excellent team, at all levels from the factory floor to the board room, who are passionate about working on this.
Time with family and, golf are all hobbies of mine. I also enjoy wine and am a self-confessed foodie, anything from food trucks to the occasional Michelin restaurant, I like to try it all. What might someone not know about you?
I’m friends with a Brazilian TV and Film star, Daniel Tavares. I also speak a little Bulgarian.
FEATURES Three Great Brands from GNG GNG Group, one of the UK’s leading manufacturers of mattresses, is showcasing three popular brands, Komfi, Sonlevo and Nectar Sleep, at this year’s Bed Show.
As part of its commitment to continual improvement, GNG invested in expanding its West Yorkshire facilities with the opening of a new manufacturing site in Normanton earlier this year which has enabled it to meet new business demands and develop partnerships with companies such as Nectar Sleep, whose products will also be on display on the GNG Withstand.a
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Designed as part of GNG’s plans for a greener and more sustainable future, its popular Komfi brand includes the development of carbon-neutral mattresses. The brand’s success story is continuing with the launch of the Unity vacuum-packed mattress range at the show. Benefitting from an affordable price point, it further boosts the existing diverse and successful Komfi collections: Active, Sensory and Rhea. Following its acquisition of part of the Foam Company, GNG has added the luxury Sonlevo mattress brand to its growing portfolio. Its exclusive TrueGel technology and the amazing look and feel of this collection has helped to establish the brand very be five Sonlevo models on display, along with examples of the point of sale materials available. The entire range is recommended to its members by the Football Medicine and Performance Association as the products offer correct posture support and ultimate comfort, ensuring the best sleep and, therefore, the best performance. As an NHS approved supplier, GNG manufactures to the highest standards. All mattresses are made in the UK to National Bed Federation approved standards and come with a reassuring 10-year guarantee. It also prides itself on being an environmentally responsible organisation and has been accredited with Carbon Neutral certification.
focus on exceptional comfort, combined with a 365-night trial and lifetime warranty, Nectar Sleep mattresses are designed to meet the demands of modern living. Led by a data-driven, global team of experts, Nectar Sleep is changing the way people buy and fall in love with their bed. With more than two million satisfied sleepers, the brand can help boost your retail revenue by driving customers that want to try before they buy, directly to your store.
Find out more about the Komfi, Sonlevo and Nectar Sleep brands –visit GNG on Stand G20 at The Bed Show where our team will be happy to tell you more! For information about becoming a stockist please call 01924 950300
Therequickly.will
Colin Boyce, UK agent of Swedish luxury bed manufacturer Mattsons Beds, talks about the company’s debut British showroom and shares an introduction into the Mattsons brand.
Meet Mattsons
We believe that Mattsons should be experienced in the right way; with the guidance of a Mattsons educated and trained expert. Our intention is to have only a select few number of partners in each market. ”
“Making use of the Nordic land in a traditional and ethical way, we source Swedish steel, slow-growing pine, flax from open fields, and wool as well as hair from healthy horses and free-ranging sheep,” says Colin. “We create beds that are meant to last for many, many years. All are entirely crafted by hand by our skilled craftsmen and women, to provide the most exquisite and dreamy experience. www.mattsonsbeds.com
Mattsons Beds has opened in Topsham, near Exeter, and features its full range of beds and mattresses. The brand will host an official launch event from 14th to 16th of September at the Dartmoor Bed Company at Unit 2 Dart Business Park, opposite Darts Farm. Colin Boyce, UK agent for Mattsons Beds, revealed: “We are excited to invite the British public and potential partners to experience our philosophy of a customised and designed bedroom experience.
Mattsons Beds are on the path to widen its network through retail partnerships with select home interior and bed boutiques around the world. With 16 showrooms strategically located across the globe, 11 of which in Europe including countries such as Germany, the Netherlands, Poland, Spain, Greece and its homeland of Sweden, the business has officially entered the UK market with its British debut and 17th showroom.
With a rich heritage of just over 170 years, today, Tomas Anders and Oscar Mattson represent the fifth and sixth generation of the family bedmakers, and take personal responsibility for every single bed leaving Sweden’s west coast and going out into the world.
The Mattsons Beds experience dates all the way back to 1851 when Isak Mattson set up a sawmill on the family estate, Österkvarn, in Malmbäck Småland, an area of Sweden that has been associated with fine furniture making for centuries.
“We know a better sleep is possible, and we spend all of our waking time tweaking the smallest details to make that happen,” they said, continuing: “To be embraced by a hand-tufted bed by Mattsons is like touching cashmere for the first time, after wearing coarse wool against your skin your entire life. Your body will feel weightless, and you’ll soon drift off into a dreamlike state of blissful sleep, safely resting on only the finest natural materials. It will be the beginning of a new way for your body and mind to rest, in which you’ll find out how well you’re actually capable of sleeping, and how incredible that can make you feel.
We make beds for families, for hotels, for restless sleepers and for every weight, body, spine and mind. And if you wish, we’ll make your bed entirely made to order, customised accordingly to your own environment, down to the exact colour nuance of the tufting thread.”
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“Made entirely in our cold, harsh and stunningly beautiful country, we’re very proud to be able to offer you the most refined, sophisticated and blissful beds that exist today. One stitch at a time.”
FEATURES
“The event will be the ideal setting to explore our full range of amazing products. We believe that Mattsons should be experienced in the right way; with the guidance of a Mattsons educated and trained expert. Our intention is to have only a select few number of partners in each market.”
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In the last year we’ve invested in our people through training and development across the workforce, introduced a health and wellbeing programme for employees, and skilled up 10% of the company as Mental Health First Aiders. Future plans? I’ve got at least eight more stores to open in the next five years - and more if the right opportunities present themselves. The hybrid stores we’re spearheading on blend our excellent
On sustainability, what is your business doing on this topic?
Main responsibilities?
We also recently acquired additional warehouse space at Rotherham HQ. Mattress Online invests heavily in digital technology and skills in-house. Digital investment and continual innovation are key areas of focus to maintain ongoing development and work towards future success.
My role includes overseeing the Leadership team and being responsible for key decisions and the wider strategy of the business. However, as the company grows, I’m gradually handing some of the responsibilities and entrusting those key hires and heads of departments to take the reins on business-as-usual activities.
In house, the mission is to scale the business in the right direction, while retaining and securing the positive culture that’s been developed over the almost 20 years that Mattress Online has been trading. The “MO DNA” is hard to pin down, but we’ve got it in Forspades!thecustomer the mission we want to execute is to maintain the trust we’ve built around the brand, not to become too corporate, and to enhance the buying experience and purchase journey with enriched advice content and user experience on our bespoke website.
FEATURES
Steve Adams, Chief Executive Officer at retailer Mattress Online, takes part in our Retail Focus feature where he discusses recent investments and future plans.
online value and delivery promise with a traditional showroom experience, reinforced by outstanding product knowledge and great levels of customer service. We’re also going to be augmenting our in-house digital division with more key hires and the recent introduction of a Chief Innovation Officer, my brother Martin Adams. He’s been on the journey with me in a consultancy role but will now bring his expertise to the forefront keeping us ahead of the curve and driving our tech focus forwards to further enhance the customer experience.
What is your mission?
In 2015 Mattress Online launched a non-profit mattress collection and recycling service, pledging to recycle 40% of all mattresses by 2025. So far, we’ve saved more than 100,000 mattresses from landfill and a third of all our customers take up the offer. All our plastic polythene mattress bags are made from 100% recycled content and are 100% recyclable, and our staff all wear uniforms made from ethically sourced materials. In early 2022 we were recognised for our efforts and won the Modern Retail Sustainability Award.
Retail Focus with Mattress Online
Recent company investments? We’ve recently announced a second store acquisition in six months as part of our strategy to add 10 physical stores over the next five years. We acquired the Skipton Bed & Sofa Centre earlier this year and has now added the premises of Sheffield bed outlet, Eades & Co formerly Discount Beds, to its portfolio. Our first fully branded store opened at Alderson Road, Sheffield on 12 August 2022.
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Anyone you would like to thank?
Anything else to add?
We’re seeing a spending divide currently.
Everybody truly plays their part at Mattress Online and we look after each other - the loyalty and commitment from my team speaks for itself - we’ve recently awarded over 40% of the whole team for their long service of five, ten and fifteen years. When we added up the current combined service it was over 250 years which is incredible - I’m proud to recognize the hard work of everyone at Mattress Online.
I have a worry about becoming overly corporate and losing the personality of Mattress Online; and keeping the entrepreneurial spirit alive while scaling up and going national with our bricks and mortar strategy. As the business grows through those acquisitions, I don’t want my people becoming a number.
I’m excited about how we innovate and take that forward, as well as other digital and tech plans we have in the pipeline. Watch this space!
The number of orders is lower than two years ago but the individual order value is up by a decent margin and I believe this is the same across our sector.
Why do you think customers choose your business? We’re the amazon prime of the mattress world! Our great service and delivery promise makes us stand out, we work hard to be highly visible when it comes to Google presence and we are consistently striving to demystify the mattress buying experience.
How has recent business been?
Over the last couple of years Mattress Online made a substantial investment in a new bespoke platform and website, known locally as “Hollywood”. The development team has produced something totally user experience targeted and that is unique to us as a tech forward retailer. It’s performing well and we’re seeing Steve Adams Chief Executive Officer at retailer Mattress Online the benefits and improvements for customers and staff already.
Steve also co-chairs a retail advisory forum with other manufacturers and suppliers from across the board, working on a collective approach to tackling recycling challenges in the bedding industry.
What challenges do you currently face?
It’s been a challenging market since the height of the pandemic, but we’ve retained a lot of that growth we experienced in 2020/21. Three years ago, I couldn’t have predicted the revenue we saw during that time, and even now to be fair.
I’ve got at least eight more stores to open in the next five years - and more if the right opportunities present themselves. ”
The industry is incredibly traditionaland for us it’s been a slow burn to be accepted as a retailer as opposed to an online retailer. Thankfully we’re all there now. For me, I feel that as an industry we could streamline and simplify some of the mattress and bed jargon and be more transparent at a product level to simplify understanding for consumers.
www.mattressonline.co.uk
The customers that come to our site are there to buy, as confirmed in the conversion rates, there might be less people out there browsing but the ones that are there are committed to the purchase - simply put, it’s not an accident that they visit our website. What would you change in the industry?
”
Nicolle Hockin, Managing Director of Devonshire, talks about how the company has continued to adapt and grow despite operating in tough times.
With an in-house quality control department, knowledge built over 25 years of manufacturing, a devoted and flexible customer service office, and a strong logistics team, it’s the people in the company which make the difference.”
“We have a full fleet of vehicles, a fully stock warehouse with £4m worth of cabinet furniture, offices and a dedicated showroom all owned outright by the business, we have a solid foundation to build and expand on this new model,” Nicolle revealed.
With Andy’s departure and the current sales climate, Devonshire have taken the opportunity to completely restructure, looking at new and innovative ways to handle sales and operations in a more efficient and creative way, with Nicolle firmly at the helm.
“With the rise of internet selling in recent years, choice is becoming more and more important to the end consumer. From classic neutrals like Ivory and Moon Grey, to eye-catching pops of colour like Electric blue and Honeycomb yellow, we can offer that choice on an extremely short lead-time.
Since taking over, Nicolle has advocated for a more flexible approach to customer service, encouraging the team to think outside the box to find the best solutions to challenges, with one of Devonshire’s key selling points being their paint spraying facilities, which currently offer nine colour options across their four painted Nicolleranges.added:
To adapt is to adjust to new conditions or make something suitable for a new use or purpose. Many furniture businesses have had to do just this in recent years following the many challenges across the industry from Covid-19, increased shipping costs, the conflict in Ukraine and the cost-of-living pressures to name but a few.
Adapt and Grow
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Contact: 01237 enquiries@devonshireliving.co.uk471872
“One keen focus going forwards is the environmental impact of the supply chain, the beginning of which can be seen in our new Reclaimed Pine ranges Henley and Chiltern. These are produced from the wood of old demolished buildings.
“Despite the challenges of today’s market, we have entered our 30th decade in a strong position and will continue to maintain a high level of quality and service for many years to come.”
“Devonshire’s 30th year has been one of growth and adaptation so far. One big change this year has been the departure of long-term figurehead Andrew Waddell. For 21 of those 30 years, Andy rose through the ranks from HGV driver to MD of the company. Andy decided that this was his time to pursue new interests, and we wish him all the best for his future endeavours.”
“In 2019 we closed the manufacturing facility to focus on the import, wholesale and distribution side of the business with our core values remaining the same - providing top quality service, upholding our environmental responsibilities, and supporting our local community wherever we can,” Nicolle said.
One furniture company that has continued to meet these challenges head on is Devonshire Living. Based in the historic port town of Bideford, Devonshire boasts a 240,000sqft factory and warehousing facility, plus a 24,000sqft purpose-built showroom and local retail outlet.
FEATURES
“All of our furniture is sustainably sourced from carefully selected suppliers from all around the globe.” Devonshire is still an independent and family-run business, with Peter stepping back for Nicolle to take on ownership during 2019. You could argue it’s been one of the toughest starts for a new owner after the past few years, but Nicolle has kept the company pushing on, with May 2022 marking its 30th birthday as a Ltd company.
“It may sound cliché, but the core of Devonshire’s model is quality and service.
All of our furniture is sustainably sourced from carefully selected suppliers from all around the globe.
A well-respected business in the industry, Devonshire has built a strong reputation for quality, reliable products, and fantastic value for money since its inception back in Nicolle1992.Hockin, Managing Director of Devonshire, told us more: “As our name suggests, our location in the British countryside is an important story for our company. With humble beginnings as a small bespoke furniture spraying facility, our founder, and also my father, Peter Hockin continued to grow the factory from strength to strength, adding new phases and processes to the building over the years.
As one of the UK’s largest independent furniture suppliers, Devonshire has continued to weather the turbulent industry and plans to come out the other side stronger than ever, all while celebrating an historic milestone, their 30th anniversary.
Matt Scott, Owner at Sopha
Vic Smith, Owner at Vic Smith Beds Sales training is massive. One thing that we find works really well between our stores, since going back after Covid is daily video calls. We alternate between these to stop staff getting complacent, and every member of the sales team takes the lead. We find when the individual sales staff are pulling apart and scrutinising their own sales, it’s far more effective than having your manager tell you that you could have done better and this is where you went wrong. This wouldn’t work on a phone call.
Wendy Martin Green, owner at Peter Green Furnishers
Martin Eastwood, Chief Operations Officer at Mattress Online
We view product training as being far more important than sales training. In an age where people can easily shop from our website they’ve often come into the store because the information they needed wasn’t easily found online. We have three main methods of training. When a new employee starts we go through comprehensive training but we know that realistically a huge amount of what you’re told doesn’t stick. That’s why we have the other two parts of training, which are ongoing throughout a member of our team’s employment. We use our suppliers to help show the products to our team, this includes factory visits and time spent going through features in store.
We recruit for retail with a consultative approach - we want our sales team to have a mindset of helping our customers to find the right mattress or bed for them. Our induction programme is extensive and covers all areas of the business - including the online, operational and customer support departments - and product training programme is ongoing both on and off site. The retail team is also a big part of testing and reviewing of new and existing products, and they regularly engage with our product reviews to get a more rounded view of actual customer product feedback.
Training entails providing our employees with up to the minute product information about the vast repertoire of furniture ranges we stock. This includes full product specifications and properties as advised by the manufacturer. Staff are then able to offer impartial advice to satisfy the customers needs and requirements and not linked to commission based selling in any way.
Tim Morgan, Director at Hafren Furnishers
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Josh Pickering, Group Sales Manager at Sussex Beds
THE BIG QUESTION
Lisa Dymott, Owner at Swan Systems Furniture
We have to consistently utilise our customer feedback and attack the weaker areas of the customer experience. Identify our areas for improvement and continuously level up our team members with training and coaching, whilst also letting our team member’s personalities shine through in the sales process!
It is easy to sell what we love, so we aim to create an atmosphere where our Sales Consultants can ‘fall in love’ with all of our ranges, by understanding how each a product is made and the ethos behind each manufacturer. To achieve this, we have a robust training program. A visit to the manufacturer is always very effective. Additional training is regularly undertaken in our store. Training in ethical selling, the ‘Peter Green’ way, is carried out ‘in house’ on a continuing basis and periodically we bring an expert in to help our sales team. We also have regular sessions to discuss internet and banking fraud as we all know ’scammers’ are busy now more than ever!
This month we’re asking retailers, how do you keep on top of sales training and what top tips can you share?
We don’t invest in Sales training in times like this. All our focus is on getting every installation right and courting the leads we have. In the past we had a business coach but he’s gone now. Sorry it’s not more positive but it’s the reflection of trading in 2022.
The job itself is fantastic and it’s what I’ve done for 40 years. The challenge is planes, trains and automobiles - travelling around the world for work is mostly straight forward but sometimes a challenge.
How often do you complete sales training yourself?
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I probably read a sales book every month at least and have for the last 30 years. I watch webinars and videos, as well as follow some great sales leaders on social media. Best bit of advice? Be genuine, ask good questions and listen.. I try to talk less than the customer. ”
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Furniture Sales Solutions
Adam Hankinson, Managing Director at Furniture Sales Solutions, talks about sales training and shares some key tips.
About Adam As the Managing Director of Furniture Sales Solutions, Adam is responsible for developing and delivering sales and management training content that makes a tangible and financial difference to their customers and teams. He also has a hand in marketing and content development, and is not far from a sales book to aid his own development. We sat down with Adam in a quick-fire Q&A to talk more about sales training.
I love seeing people grow in confidence and skill, and subsequently seeing the business itself grow. How do you sell to a customer? We mainly receive referrals and recommendations from existing customers to other retailers they know. We create interest via LinkedIn and we have a very informative website. What is important for you when selling? Integrity, genuine interest and solving the customers problem. What do you avoid when selling?
I try to talk less than the customer. Why is your service important for furniture retailers? Typically, our customers are owner operators who are busy running their business with all the challenges that brings. We help motivate, inspire and up skill their managers and teams with our award winning training. This is delivered in fun and participative workshops and then followed up in person in store on a regular basis until best practice is www.furnituresalessolutions.com
instilled. We then refresh that training on a regular basis to ensure its still alive and working. What other services do you provide? We consult with a handful of customers each year, helping them work on their business, not in it. We help them plan a growth strategy and then help them deliver that strategy through great leadership, competent managers and an engaged team. We’re excited and looking forward to making all of our content, tips, tools and techniques available online in early 2023. What is the hardest part of the job?
What do you love most about your role?
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The
Time To Relax
As for Tetrad, they return to display washable cotton velvets, unique handwoven Bagru fabric and contemporary chesterfields, designed to make an impact in any space. Spink & Edgar by Tetrad will also be featured,as well as their new website featuring a 3D configurator allowing you to customise and visualise products.
Artistic Upholstery, the company is proud to be celebrating 70 years as family sofa makers, all manufactured to the highest standards in terms of raw materials and traditional skills. Look out for their Rafe-Paul sofa and chair.
Warwick Fabrics will be showcasing seven new colours including Lovely Cypress, while Westbridge Furniture’s Sales Director, Nichola Bell, revealed: “We will be back at the Village hotel and will have a selection of both Westbridge and Spirit models. By popular demand we will be introducing range extensions to our Maxwell and Elby ranges giving more flexibility to customers. Visitors will also have the chance to see two new leather and fabric combination ranges. Oh and there might be a cheeky little Christmas special to get the tills ringing again. Did I just mention Christmas!”
The Belpasso collection from ALF offers an attractive contrast between the wood-effect finish of the top and the unusual glossy texture of the body. At Collins & Hayes, they will be showcasing their latest collections, newest styles and continue its focus on handcrafted comfort, including up-close details of natural fibre fabrics and a sneak peek at their brand-new fabrics. Duresta will display new designs and fabrics, while Nicolettihome is situated
LocationsBridgeStreet
Finally, award-winning German bedroom manufacturer, Wiemann, is exhibiting a selection of its most popular and new-in-2022 ranges, including ever-popular Monaco and Kos, plus new stars such as Quito, which was launched this year.
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“If you haven’t visited us before, then I invite you to take a day or two of your time to come and see why we are known as the most enjoyable and relaxed quality furniture show in the UK. I guarantee you will not be Startingdisappointed.”with
The Long Eaton Guild’s Long Point Exhibition takes place from 19 – 21 September and will showcase an array of designs covering a wide selection of upholstery, cabinets, bedroom furniture and accessories. We take a look at what’s on show.
at its new venue, the Trent Golf and Country Club on Lock Lane, showcasing four new models alongside signature long-term successful models too.
Artistic Upholstery Iain James Furniture Harrington Mills Alexander & WiemannSirenParkerDavidHunterGCollinsCarltonAshleyALF/BontempiJamesManorFurniture&HayesPlanKnightGundryKnollFurnitureBedroom
Village Hotel Baker WestbridgeTetradSpinkBlueboneFurnitureFurniture&Edgar West End Mills Bree’s New World Richmond Interiors WarwickTamarisk Fabrics Trent Lock Golf & Country Club Nicolettihome Novotel Ashwood Designs Bonsall St Steed Upholstery Wilsthorpe Road Gascoigne Designs Hopewells, Huntingdon Street, Nottingham Duresta
The Long Eaton Guild have held trade exhibitions here in the East Midlands for over 50 years. Originally known as ‘Long Eaton Week’, it was often held in May with strawberries and cream, and, at some locations, stilton! The exhibition continues to get stronger year-on-year and with 2022’s edition upon us, we take a look at some of the exhibitors and the products on show. But first, a word from Andrew J Mitchell, Chairman of the Long Eaton Guild and MD of guild member Artistic Upholstery, who says: “Long Point continues to be the UK’s most enjoyable and relaxed Furniture Exhibition. Our Autumn show is the perfect event for retailers, manufacturers and suppliers to meet and discuss new collections for 2023.
Parker Knoll believes customers should love their furniture for a long, long time and that idea is at the heart of their new Evolve collection, with each piece recycled and recyclable. Meanwhile, Siren Furniture will be featuring a selection of new ranges from midcentury sleek designs to classic and sophisticated designs, presented in coordinating leathers and fabrics. Tamarisk Designs will be showcasing their latest trends in fabric along with best-selling models and new additions.
41 Big Furniture Magazine #1 www.longeatonguild.co.uk/longpoint Parker Knoll Siren Furniture Wiemann Westbridge Tetrad ArtisticCollinsUpholstery&Hayes
Sham added: “We will be attending the Autumn Furniture Show in October as well as the January Furniture Show in 2023. With over 30 models to choose from and a six week delivery, I’m sure we have something for all retailers.”
Invest, invest, invest Sham Alaq, Commercial Director at Sofa Factory – part of the Bentinck furniture group, shares an insight into the company’s recent investments.
The second pillar is on technology, as Sham continued: “We have been investing in new factory machinery over the last few years to allow us to maintain our high standards and lead times, with the purchase of our own wood mill machinery, foam conversion equipment and new trucks.”
The last few years have presented many challenges. Brexit fallout, raw material shortages, Covid-19, the cost of living and much more. Navigating through these in a positive manner is Sofa Factory, part of the Bentinck furniture group, with the business fuelling its own fire through ongoing investment across three core pillars –people, technology and sustainability. We spoke to Sham Alaq, Commercial Director at Sofa Factory – a familyowned company based in Gateshead occupying a 129,000sqft factory, to share why ongoing investment in the business has been crucial.
our customer list. Our core values of design, quality, service and speed of delivery has been the catalyst for the dramatic increase in our customer base and we work tirelessly to maintain these values,” Sham said.
The final pillar is in an area of key focus across the industry and further afield. Sustainability. Sofa Factory has just initiated phase one of its £750,000 investment into new solar panels to reduce its carbon footprint and provide a sustainable supply for the factory for the years ahead.
“At Sofa Factory, every item of furniture is hand-made in our UK factory and undergoes inspection at every stage of production to ensure our customers receive the highest quality finish possible across our sofas, sofabeds and accent chairs.”
Sham revealed: “We take the sustainability of our products and factory extremely seriously and we are always looking for ways to reduce emissions and improve energy Theefficiency.”installation will cover approximately a third of the roof, equating to 32,000sqft of solar panels.
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It has been said so many times before that when challenges arise it’s much better to absorb the impact and try to move forward in some capacity rather than stand still and wait. Why? If you do the latter, it is more likely you will either be left behind when the fog clears or succumb to the pressures and collapse entirely.
www.sofafactory.uk We take sustainabilitythe of our products and factory extremely seriously. ”
2 qualifications with more due to complete the apprenticeship scheme later this year.
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“Sofa factory has grown over the last few years with both groups and many more independent retailers joining
“As a UK manufacturer, we employ over 150 staff and are delighted to work with the government as the only North East company to run two year courses in furniture manufacture apprenticeships,” Sham said, adding: “We currently have six new members of the team that have achieved Level
“We value all our staff and see our apprenticeship programme a vital part of our business, which has been extremely successful.”
Starting with the first of the three pillars mentioned, the company continues to invest in its people and incorporates a well run and established apprenticeship scheme, which also helps bridge the skills gap.
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Hypnos
The new Origins Organic Collection by sustainable luxury bed manufacturer, Hypnos, has been carefully curated to create a sustainable sleep experience which celebrates the beauty and the prestige of Hypnos’ heritage. As part of this range, Hypnos has worked with the Soil Association Certification for over a year to certify this luxury collection, meaning consumers can be assured that what they are buying is legitimate. Every element of this collection has been scrutinised and audited at every stage so there is no risk of contamination with non-organic materials at any point; from the collection, washing and preparing the fibres, to having a dedicated approach to making the Organic mattresses at Hypnos
www.hypnosbeds.comworkshops. / sleep@hypnosbeds.com
www.shirebeds.co.uk / info@shirebeds.co.uk
At Shire Beds we are always striving to improve our quality and sustainability. We have recently completed the full FSC certification. You will therefore see the new FSC label on all our divan bases and joins a very limited number of UK bed makers who have this accreditation.
FEATURES Shire Beds
The Spectrum Range, from award-winning Shire Beds, is their latest innovative collection that are the best within price parameters, enabling everyone, no matter what their budget, the opportunity to get a good night’s sleep. Within the Spectrum Range there are two selections of six mattresses, one exclusively for the “Bricks and Mortar” retailer and the other uniquely designed for the online etailer. The ranges offer a variety of feels and spring counts, from open coil to luxury pocket sprung. The differing feels are achieved by the clever use of integrating spring and comfort fillings. They will be available for the first time at the NBF Bed Show.
New Products
www.wiemannuk.co.uk / enquiries@wiemannuk.co.uk
Wiemann Award-winning German bedroom manufacturer, Wiemann, has two new-in-2022 VIP ranges available to view at trade shows throughout the Autumn. Quito is an eye-catching premium VIP range featuring a distinctive square design to set it apart from the crowd. Featuring hinged doors and a variety of carcase, door and finish options including mirrors, pebble grey, champagne and rustic oak. Asmara is a versatile and contemporary premium VIP total bedroom solution featuring hinged doors with or without drawers. Available in a variety of finishes including Bianco oak, pebble grey, champagne and mirrors. Chests, bedsides and beds complete the collection.
The most important part of the Vegan Story is not what we associate vegan with, mainly food products. This mattress contains no animal products, even the oil required to lubricate the manufacturing process of springs do not contain any animal products. Our mattress range is not only Vegan but is benefiting for the environment. All the fillings are made from recycled plastic, and not only is this mattress recyclable it’s also Thissustainable.mattress is free from all animal content, which will be beneficial for allergy sufferers, as well as being Certified by The Vegan Society.
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Vogue Beds
The whole mattress is wrapped in a plant base cover, which allows it to breathe, with the fabric unique in its construction. Keeping the environment in mind, the mattress can be fully recycled at the end of its life. There’s so much more to this mattress than just being called www.vegan-mattress.co.ukVegan! / www.voguebeds.co.uk / Call: 01455 841257
“We are not just another picture company. We are the Evolution of Art – continually striving for new and exciting images.”
“Eventually, we had to rent a house with a triple garage, where we had more room to manufacture our art, laying them out on the drive on nice days to dry,” Jason said.
A trip to Greece. A glance at the periodic table. A passion for art. Three essential components that saw the birth of picture company Rh45. Since the launch of Rh45 back in 2019, life started out like many new businesses, in a spare room of the family home, to then eventually upgrade to a larger space, in a garage.
Rh45 has continued to evolve in the art space too. The company regularly commissions and works with artists, graphic designers and photographers to create bespoke images fresh from their minds as well as working with their existing profiles.
Jay said: “We love to collaborate and see the results from our vision to the end picture. This means our pictures cannot be seen anywhere else and are unique to Rh45.”
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“We had such a passion for art and so many ideas of pictures that we wanted to bring to life. We had seen so many pictures and saw how we could make them better. So, we started, as a couple, making pictures in our spare bedroom in our house and they started selling!
Jay explained: “While on holiday with the children in Rhodes, we decided to form our business properly. We were trying to find a name that suited Rhodes, as it was the place that inspired us to go for it officially, and found that Rhodium is one of the strongest and most precious metals in the world.
”
The business quickly relocated production to a new warehouse and began to expand with extra staff on board to help with demand. Before this point, it’s worth noting that the couple made everything themselves, and to keep tight control of quality, it was only most trusted friends and family that joined initially.
Evolution of Art
“It’s indestructible and all around us. Its element name on the periodic table is Rh45, and there our company and brand were born.”
Jason and Jay Knapton, Co-Founders and Directors at Rh45, reflected on their roots to where they are now, as well as sharing an insight in why the brand name is what it is.
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Once the vision has been captured, the pictures are printed directly onto glass, so there is no fading or bowing, as Jay continued: “We use only the highest quality materials including resin, pigments, crushed mirror, glass and Swarovski crystals. This makes our pictures really stand out over and above any other picture manufacturer.
As time passed, and the business began to grow bigger, a family escape to the Greek Island Rhodes proved to be pivotal point in their journey.
“When we started out, we made every single element ourselves, but we needed to grow and took on our most trusted friends and family that would share our passion, and have the same vision as ourselves,” Jason said. “Training them, to take on the same techniques as ourselves with the liquid art – so that every picture leaves our warehouse with the same quality as we first started out with, was a great journey and process. Every element, from the frame, print and embellishment of our pictures is made in-house, at our West Yorkshire facility.”
Contact us on info@rhodium-art.co.uk
Our pictures cannot be seen anywhere else and are unique to Rh45.
Jason and Jay Knapton, Co-Founders and Directors at Rh45, talk about their journey so far and why they are shaking up the art space.
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Last Word with InteriorsSpaceworks
Avoid overcrowding aisles, and blocking up with too much noise and distraction of fixtures, displays, stands and messaging – customers can be confused quickly, disheartened and leave too soon.
And what’s not?
Kate Rowe, founder at Spaceworks Interiors talks about the key to right retail layout.
Making the journey too obvious – don’t be too excited to make the route around the store too easy that it can be done visually by your customers from the entrance at a glance and therefore dismissed to get any further. Ensure sight lines and clear across the store to places in the distance of interest, build expectation early from the entrance and make sure you deliver on the journey to meet those expectations.
Creating a magical mystery tour, keeping your customer guessing as to what is going to come next – a sense of exploratory, a sense of being able to linger as it’s a pleasant experience to – not because their lost and can’t find their way amongst a sea of furniture – make things easy and clear – messaging, lighting, pricing – appeal to the senses and engage with your customer to spend time. Maximise the layout potential by knowing your customer and why they are shopping you – and layout your store according to those needs – Demand purchases– I need a new sofa, ours has come to the end…. and impulse purchases – “I’d like a velvet fashionable sofa, as they look hot in this week’s style magazine” …. and then browser products – “by the way, I fancy a reclining chair and footstool”– ensure you place your demand products where customers have to pass your impulse products and leave plenty of room for the browsers for customers to deliberate - and soon you’ll have a winning formula to maximise your retail journey.
Any layout trends?
Know your target audience and customerscurrent–ensure products they want to buy are easy to find.
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www.spaceworksinteriors.com
Any top tips? Know your target audience and current customers –ensure products they want to buy are easy to find yet they must travel past and experience other items along the journey. The Flow – a strong store layout should flow seamlessly and allow access to all of your products and areas of your store without causing blockages. Lighting – this is often key and overlooked as unnecessary – good light draws attention to your products and enhances appearance. Strong displays – you’ve got your customers where you want them, now make an impression and persuade them to buy. Dress the sofa set with accessorising cushions, add a side table with a small pot of flowers, place a rug on the floor and ensure price tags are clear and clean to read.
Founded by husband and wife partnership Kate and Michael Rowe, Spaceworks Interiors aims to make a difference to independent and family owned businesses, which are a key driver of entrepreneurship, employment and innovation. They have worked with brands such as Woods – Dorchester; Barbours – Dumfries; and Gillies – Broughty Ferry, to name but a few in the furniture space.
Where retailers offer experiential journeys and customer engagement – what more are you offering your customer than of the expected? Supermarkets offering free tasters, using IT to find our more about certain products, Theatre and Wow displays – using props and merchandising to create innovative and unique displays that are memorable and changing – key points of customer focus in store are used to display ‘best in range’ dressed displays, cross mechanised to offer more and entice the customer to stop, like and buy – customer service points that are clear and welcoming with staff to match – all these elements will ensure our shoppers return to repeat the experience and find out what’s new next time.
What is key to a retail layout?
