Big Furniture Group Magazine February 2024 by bigfurnituregroup

Number 18, February 2024 www.bigfurnituregroup.com

www.gallerydirect.co.uk

INTERVIEW SPECIAL

Gallery Direct; ercol; Spaceworks; NEJ Stevenson; FurniturePay

RETAIL FOCUS Home World

THE BIG INTERVIEW Joanna Hautman, Co-founder at Hyde House

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Editorial Dan Squires

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EDITOR´S NOTE

Managing Editor dan@bigfurnituregroup.com 07531 854718 | 01223 298489

Advertising Nick Mizin Sales Manager nick@bigfurnituregroup.com 0207 096 1010

Publisher Stephen Smith

Production Juan Morante GraphiC Design www.bigfurnituregroup.com

Issue No: 18 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.

Welcome to February’s Big Furniture Group Magazine

Dan Squires

Managing Editor

”

This month sees a focus shift to tools. We explore different platforms from secure payments to measuring your carbon footprint, as well as supercharging sales through retail training. But before we get into that, to kick February off, we sat down with the team at Gallery Direct – our cover star this month - to discuss their furniture focus concept in more detail. Jump to page 22 to see what they have lined up for the year ahead.

Back to tools. In the digital age, fraud, cyber threats and genuine human error can all lead to big problems, especially when it comes to moving money. On this note, we caught up with FurniturePay and found out just why their platform is the perfect tool that is safe, secure and with the potential to save thousands of pounds in the process. Another tool that caught our eye was Design Conformity’s Carbon Efficiency Estimator – a unique carbon footprint calculator. In keeping with calculations, we spoke to Sam King who has formulated a toolkit that helps drive sales, while we got the low down from The Roost’s new planning tool that brings home furnishings to life. On the back of last month’s Trustpilot trust story, Gareth Price, UK Divisional Manager at Lynch Sales Company, talks about the topic of trust and the power it brings when promoting, especially a sale event. This edition also features our second ercol write up following our visit at the end of last year. The focus is all about the factory and the attention to detail that goes into every product. Their sanding tools where a standout too! With ercol in mind, the factory is also home to their recently refurbished showroom. We spoke to Spaceworks on the project as they were tasked with the refit following a flood last year. Turning our attention to anniversary celebrations, we caught up with NEJ Stevenson who reflected on the past 40 years and shared an insight about the things learnt along the way. Meanwhile, Emmiera Group, formerly known as Homeserve Furniture Repairs Limited, commemorates two decades of dedicated service in the furniture care industry. From birthday milestones to strategic partnerships takes us to Sofa Club. The company talks about how its partnership with Tessa Group came to fruition and why it’s a game-changer for the business. Moving to products, Kettle Home shares a look at what was launched at the recent January Furniture Show, while Carpe Diem Beds unveils their new floating bed design and GNG talks about how meeting market needs through further innovations has driven growth. The Bed Expert is back and talks about why now is the time for ‘aggressive marketing’. As for the other regulars, Joanna Hautman, Co-founder at Hyde House, takes the Big Interview and shares an insight into her bespoke furniture company, how she began her journey into the furnishings industry and what she would change to help bring through new and young talent. Meanwhile, Grant Berry, owner of Home World – Mattress & Bed Centres, talks about hard work, why its recent refurbishment is paying off and potential expansion plans in the future. Our next instalment of the Green Retail series focuses on ScS, while Letter’s from China and Vietnam share some insight into their respective territories. To wrap things up, The Big Question is all about investments moving forward and Furniture Sales Solutions concludes the edition talking about how to shift gears and mindset during two key winter sale phases. That’s enough from me, so enjoy our latest magazine. Oh, and if you have any news you want to shout about or if you’re keen to get involved in our Retail Focus and Big Interview features, drop me an email on dan@bigfurnituregroup.com. We’d love to share your story.

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CONTENTS NEWS 06 / 14 16. Big on Social

BIG INTERVIEW JOANNA HAUPTMAN

FEATURES 18. The Big Interview with Joanna Hautman 22. Something New going on at Gallery…

52. Royal Warrant Holder Celebrating 40 years in business

24. Trust me, I’m a Salesman

54. A Game-Changing Partnership

26. Into a new era with Emmiera

56. Introducing The Roost

30. The Bed Expert

58. What is your carbon footprint?

CO-FOUNDER AT HYDE HOUSE, shares an insight into her bespoke furniture company, how she began her journey into the furnishings industry and what she would change to help bring through new and young talent.

32. Retail Focus: Home World 60. Green Retail 36. Safe, secure and the potential to save 38. Meeting market needs drives GNG growth 40. The new floating bed design 44. ercol opens up the factory 48. The project behind ercol’s showroom revamp 50. New Year, New products

62. Big Question: Investments? 64. Letter from Vietnam 66. Letter from China 68. Toolkit to supercharge sales 70. New Products 72. Jobs

SOMETHING NEW GOING ON AT GALLERY… As the year begins, we caught up with the busy Directors at Gallery Direct to find out more about their plans for 2024.

RETAIL FOCUS Grant Berry, owner of Home World – Mattress & Bed Centres, talks about hard work, why its recent refurbishment is paying off and potential expansion plans in the future.

74. Last Word with Furniture Sales Solutions

ON THE COVER Furniture Focus from Gallery Direct www.gallerydirect.co.uk

ERCOL OPENS UP THE FACTORY Last month, Big Furniture Group unveiled ercol’s new era and partnership with Grown in Britain (GiB), marking the beginning of a long-term vision to re-establish its supply of British grown timber. In this edition, we explore more about the company following our recent visit.

NEWS Gallery Direct’s James Hudson preps for 400k charity bike ride

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Army and realise the struggles some soldiers have after leaving service, so this is an ideal opportunity to help raise funds whilst enjoying cycling with likeminded people and good friends.

The company has invested around £100,000 into the refurbishment after “resourceful planning”, and comes after nine months of work to get the store secured.

“As many will know, the 2 Rifles is supported by The Worshipful Company of Furniture Makers, our industry charity and where I was in the Livery, and so the military has a strong link to the furniture industry and myself.

“It has been absolutely worth the wait,” Joseph added. “We have had overwhelming positive feedback from our past and hopefully future customers on social media.

“I will be paying my own travel costs and therefore any donations will benefit the charity directly. I’m excited about the challenge and can’t wait to get on the bike for the French tour.” To donate, visit: https://www.justgiving. com/page/james-hudson-bikeride

A director at furniture supplier Gallery Direct has launched a fundraising campaign in aid of the Help for Heroes charity. James Hudson, Furniture Development Director at Gallery Direct, has signed up to bike ride 400k in June this year in an effort to help raise at least £3,000 for the charity. The Big Battlefield Bike Ride will take place from 24 to 29 June 2024 and will mark the 80th anniversary of the D-Day landings, while also remembering the sacrifices made by brave servicemen and women. The ride itself starts from SainteMere-Eglise in Northern France to D-Day beaches Omaha, Gold & Juno. It then follows the path of British expeditionary forces, by exploring Bayeux, Lisieux and Bernay, concluding in Paris. Commenting on the challenge, James said: “I was privileged to be part of the 5th Battalion Royal Green Jackets Reserves for seven years and had a small insight into life of the regular

“We are seeing a large demand for dining furniture at the moment, meaning we have increased our selection accordingly. As always, there is a demand for branded furniture but cheaper, which is what we do best.” The business also plans to add a further three physical showroom locations during the year, bringing its total portfolio of outlet stores to five by the end of 2024.

Furniture firm opens “largest outlet location in UK” Furniture outlet business Joseph James Furniture Outlet LLP has announced the opening of a new store in Stockport. Situated at a former Debenhams site in the heart of Stockport, the new store features 90,000sqft of retail space and will officially open this month. Commenting on the new store, Joseph Shenton, Co-Owner at Joseph James Furniture Outlet LLP, said: “Our new store is in the heart of Stockport, in the former Debenhams Department store. We chose this location for two main reasons. “The first, being the size of the store, and the second, the great location. Having a 90,000sqft capacity allows us to display a ludicrous amount of stock. We believe this will make us the largest furniture outlet location in the country. We want to give customers an unrivalled selection of sofas, dining and bedroom furniture. The location is ideal. Located on the A6, a busy road into Manchester, it has a very strong retail presence.”

Irish furniture retailer opens new Athlone store Irish furniture retailer EZ Living Furniture has announced the opening of a new store in Athlone. Situated in Daneswell Business Park, Monksland, the new store offers a variety of furnishings including sofas, dining, bedroom, mattresses and home accessories. Commenting on the opening, EZ Living Furniture said: “We are thrilled to announce the grand opening of our brand new store in Athlone. We are also excited to share that more EZ Living Furniture stores will be opening in 2024! Thank you for your continued support.” EZ Living Furniture is also set to open a new £5m flagship store in Belfast after securing planning permission. The business submitted a planning application to Belfast City Council to build the store on Boucher Road, which will create around 25 new jobs.

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Under the leadership of Mammoth CEO, John Tuton, and MD Mike Hobson, the next period of growth will see the brand continue to innovate and partner with experts in sleep, comfort and performance.

Mammoth accelerates growth plans through new investment Health and wellbeing brand, Mammoth, has created new jobs and developed the infrastructure needed to drive growth both at home and overseas after securing a six-figure investment from the North East Growth Capital Fund through regional fund management firm NEL Fund Managers. Headquartered in Newcastle, Mammoth will utilise the investment to help drive sales of its recently revamped product range, including its flagship Comfort collection, and has already secured a 40% increase in retail floor placements for the key winter trading period. The six-figure investment from the North East Growth Capital Fund Supported by the European Regional Development Fund will also enable Mammoth to recruit new personnel into roles that will be critical for the company’s future expansion. A new Bedding Manager, Global Sales Project Manager and Customer Service Manager joined the firm in January and work under new Managing Director, Mike Hobson, who joined the business in July 2023. The business will also be investing in new warehousing for its bedding collection, as well as a new European mainland international showroom, plans for which had been delayed by bad debt suffered as the result of supply chain issues and the challenges of Covid-19.

Mammoth Founder and CEO, John Tuton, said: “Mammoth’s mission to get people living longer, healthier and happier lives by enabling them to sleep better and sit more comfortably has never been more relevant than it is right now. “There’s no doubt, through no fault of our own, we’ve been through a challenging period over the last two years and weathered some tough trading conditions, which were compounded by the unfortunate loss of suppliers, but it’s a testament to the team we have in place and the relationships we have built that we’re now in a position to secure investment and grow once again. “Mike Hobson’s role in our turnaround has been critical and, with this funding in place, I’m confident that we are in the right place to accelerate our growth strategy. The response of our trusted retail stockists to the launch of our new Comfort mattress collection has been fantastic and early signs are that the year ahead will be Mammoth’s best ever, as we not only grow our UK footprint but also take Mammoth into new territories.”

As part of their next stage of growth, the company is looking to expand into the Republic of Ireland following Colin’s appointment, who will be tasked at growing its retail network. “We pride ourselves on meeting deadlines and we are known for making really comfortable, stylish, well-made furniture,” Matt said. “With designs that have been key staples in the British upholstery market for many years, we are confident about the next stage of our growth plan. “We are now wanting to expand the company and establish direct relationships with retailers in the Irish market and introduce nine new models, with Colin being appointed to establish partnerships throughout Ireland.” Commenting on his appointment, Colin added: “Sofa Connections has been designing and manufacturing high quality sofas, chairs and upholstery, supplying the retail and contract market in the UK, for over three decades. It’s a privilege to represent the brand as it enters Ireland. I’m excited for the challenge.”

Sofa group opens Wiltshire outlet store Upholstery manufacturing group Sofa Brands International has announced the opening of an outlet store in Chippenham.

Sofa maker enters Ireland following agent appointment

Situated on New Road in the town centre, the Sofa Brands Factory Outlet store officially opened on the 12 January 2024.

West Midlands-based upholstery manufacturer Sofa Connections has announced the appointment of Colin Boyce as its new sales agent for Ireland.

Sofa Brands takes over the vacant space following the closure of Enigma Rooms axe throwing and escape room venue, which closed in July last year.

With a history stretching over 30 years, the family business, set up by Brian and Paul Oakley, is now run by Brian’s son, Matt, and his wife Sarah.

The new Sofa Brands Factory Outlet store will feature a variety of products from its brands including G Plan, Parker Knoll, The Lounge Co and Duresta.

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excited about innovation and ufurnish. com absolutely solves a major consumer problem. This is a particularly interesting time in the market for digital businesses who can lean into a rapidly growing retail media space.”

Jellyfish co-founder joins ufurnish as advisor and investor Search and comparison website for home furniture and furnishings, ufurnish. com, has announced that Rob Pierre, the co-founder and former CEO of Jellyfish, has joined ufurnish.com as an advisor and investor. ufurnish.com was founded by Deirdre Mc Gettrick and Ray Wright to simplify searching for home furniture and furnishings by bringing products from multiple retailers together on one easy to navigate website. The business has grown rapidly and now boasts 100+ retailers including John Lewis, Wayfair, Heal’s, Benson for Beds, Dunelm, OKA and many more. ufurnish.com has raised over £5m since launching in late 2020, with prominent investors including Rosaleen Blair (Founder and Chair of Alexander Mann Solutions) and Tony Smurfit (CEO of paper and packaging company Smurfit Kappa Group). The business is now strengthening its advisory board ahead of an investment round planned for 2024 in which ufurnish.com aims to become the ‘go-to platform’ in the UK for home furnishing. Pierre will join the advisory board, leveraging his media expertise to scale ufurnish.com and is investing £500,000 of capital into the business alongside his advisory role. Pierre notes: “After meeting Deirdre and Ray, I felt they were creating something incredibly innovative that will change and enhance the way in which people furnish their homes. I’ve always been

Pierre is one of the UK’s most successful media entrepreneurs. He co-founded Jellyfish in 2005 and as Chief Executive grew the business from scratch to 38 offices worldwide employing more than 2,000 people. In June of 2023, Pierre completed the sale of Jellyfish to The Brandtech Group. Commenting on Pierre’s investment and advisory appointment to ufurnish. com, Deirdre Mc Gettrick explained: “Rob Pierre is a media visionary, he is an entrepreneur and creative talent with a deep understanding of consumer behaviour, media markets and value creation. Above all, Rob is a passionate problem solver and loves creating and scaling solutions that solve problems.” Mc Gettrick goes on to explain the philosophy of ufurnish.com is to always work with the best brains in the market, “if you want to be the best, you’ve got to work with the best and, I’m really excited about working with Rob to take ufurnish. com to the next level in our growth journey.” Upon joining ufurnish.com Rob Pierre said: “I am delighted to be investing in and joining ufurnish.com. The business has achieved so much already and I’m really looking forward to working with Deirdre and the team to help it reach its full potential.”

Luxury bed maker appoints new Irish agent Devon-based luxury bed maker Enchanted House Beds has announced the appointment of Colin Boyce and James Leach as its new agents for Ireland. Colin and James, co-founders of Passage House, will look to grow the

brand’s presence in the Republic of Ireland through establishing new retail connections. The pair will work closely with Tracy Selway, national sales manager in the UK, as well as with Stuart Cann, owner of Enchanted House Beds. Commenting on the appointment, Stuart said: “We’re delighted to use Colin and James’ experience in launching new brands to bring our special brand to the Irish market. We’re excited about our next phase of growth through this appointment.” Colin and James added: “We’re proud to represent Enchanted House Beds, a brand that has been producing luxury beds and mattresses for over a decade. We’re looking for retailers in Ireland that want something different and to be the first to stock the brand in the country.”

New independent retailer opens in Eastwood An independent furniture and beds retailer has opened a new store in Eastwood with an eye on expanding further. Situated on Nottingham Road, the Eastwood Sofa and Bed Centre has been launched by local businessman Greg Elston and has taken over the site formerly housed by Lawrences furniture store. The new store, which has been trading for around a month, stocks sofas and beds – including recliners and adjustable beds, with the owner featuring British-made products. Looking ahead, the company aims to expand with the opening of Arnold Sofa and Bed Centre. With talks currently underway, this aims to replace the closed store of the same name, which shuttered during August 2023 after the business’ owner, Kuki Verdi, decided to retire and list the property on Rightmove for £550,000.

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knowledge in bed retail sales, Phil replaces outgoing agents Tony DiVito and Gareth Wright. Commenting on his appointment, Bilkis Patel, Director at Vogue Beds, said: “We’re delighted to welcome Phil. He’s a great guy with great knowledge behind him and we’re looking forward to working with him. “We would also like to thank both Tony and Gareth for their dedication and commitment during their time with us and to wish them every success for the future.”

“Huge loss to the industry” as Sterling mourns Lesley Graham passing Family-owned home furnishing specialist Sterling Furniture Group has announced the sad passing of its Buying Director, Lesley Graham. In a statement on social media, Sterling paid tribute to the late Lesley, who passed away on 23 December 2023 at the age of 64. “We are very sad to announce the news that Lesley Graham, our Buying Director, and daughter of our founder George Knowles Snr, passed away peacefully on 23rd December. “Lesley was diagnosed with an interstitial lung disease some years ago, and although her health had deteriorated in recent months, this news has come as a sudden and profound shock to us all. “Lesley has worked in the family business for over 30 years, and is a highly respected and trusted furniture buyer. She has spent her working life travelling the world and forging lasting relationships and working partnerships with suppliers, agents and retailers alike. “Her passing will be a huge loss to the industry and to our Sterling family; many of whom have known and worked with Lesley for a great number of years.”

Vogue Beds appoints new Midlands sales agent Beds and mattress manufacturer Vogue Beds has announced the appointment of Phil Gant as its new agent for the Midlands. Joining with a decade of field sales experience and

Phil added: “I have been in the furniture industry for the past decade, working previously as a rep for Kettle Home. Over the years I have covered a vast area of the UK but always had sections of the Midlands included. “Living in Rutland, I am looking forward to looking after my home patch. I have been thinking of becoming an agent for a few years now and I am excited to be on board with Vogue Beds to start my journey.”

Carpet retailer grows sales to almost £160m; CEO departs Carpet and flooring retailer Tapi Carpets has reported a growth in sales as turnover reached almost £160m. According to its latest filed accounts for the year ended 31 December 2022, total sales rose 15% to £158.3m from £137.4m in 2021. Pre-tax losses resulted at £1.5m, down from a profit of £5.4m recorded the previous year. Stated in its report, Tapi said it produced ‘robust growth’ in both customer numbers and revenue due to its customer service and continued development on flooring ranges offered. “This alongside a focus on removing waste and optimising variable costs means that we expect significant increases EBITDA profitability for 2023 as well as net profit before tax.” Since its year end and in recent news, Tapi’s CEO James Sturrock, the former boss of eveSleep, has stepped down from his role after four years after joining raw pet food provider Bella & Duke. Tapi is not seeking to replace James at this time. Jeevan Kirar, a former Carpetright finance director, has been in the role of managing director since August last year.

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14 NBF launches mattress disposal website

The National Bed Federation (NBF) has launched a new website, www. mattressdisposal.co.uk, aiming to signpost consumers to the options for mattress recycling in their local town or city. The website has been developed in response to the results of a new survey undertaken by the NBF, which sought to establish how councils across the country deal with the estimated 6.4 million plus mattresses that are disposed of through their services every year.

Strong ‘golden quarter’

The Cotswold Company, the digitallyled handcrafted furniture and homeware brand, has reported a trading update for the nine-weeks from 30 October to 31 December 2023, covering the important Christmas trading period. The Cotswold Company continued its strong growth momentum in the Christmas trading period, delivering net order growth (ex VAT) of 13% year-on-year (+£1.8m) to £16.4m. This represents transformational growth of 64% against the comparable preCovid period in 2019.

Designer Contracts launches sustainability initiative

Flooring contractor Designer Contracts has launched its latest initiative with an in-house campaign to promote sustainability in the workplace. Its 2024 Sustainability Champions scheme gives employees in each of its regions, the chance to engage in positive climate action and environmental responsibility by recording energy usage and waste invoices. Each ‘champion’ will receive an incentive for doing so with the top five receiving a further bonus.

20-hour sloth sleep video

Mattress brand eveSleep has announced the launch of its relaxation and sleep video to help reduce stress and insomnia. The ‘Be More Sloth’ video, which lasts 20 hours and shows footage of a sloth, follows its own research where the brand, who surveyed 2,000 Brits, discovered that 45% found 2023 more stressful than last year, with 67%

BigBites blaming the cost of living crisis and 48% worrying about rising energy bills.

Simba signs with Channel 5 Boxed mattress brand Simba has announced a new sponsorship deal with Sky Media and Paramount UK to be the official sponsor of drama on Channel 5, plus the broadcaster’s ‘Evening’ programming strand, as well as on demand platform My5 throughout 2024. The seven figure, one-year partnership represents Channel 5’s biggest ever sponsorship and sees the British sleep brand renew its successful 2023 sponsorship campaign.

John Lewis appoints Executive Director

The John Lewis Partnership has announced two senior appointments at department store retailer John Lewis. Peter Ruis rejoins as Executive Director to lead John Lewis through the next phase of its transformation. Naomi Simcock, who stepped up as interim Executive Director for John Lewis, has been appointed into a new role as Operations Director for John Lewis. Working closely with Peter, Naomi will take responsibility for John Lewis Retail and Supply Chain.

Wages set to jump across furniture manufacturing

A survey of UK furniture manufacturers has revealed that 91% of participants plan to increase wages in 2024 despite concerns about economic uncertainty. British Furniture Manufacturers (BFM) Wages Survey 2024 predicts the average increase will be 4.9%. Over the last two years, average production wages in the industry will have increased by around 10% due to high consumer inflation and skill shortages. The BFM’s Wages Survey looks at pay across 24 job roles including foreman, upholsterer, cabinet maker and mattress maker, as well as standard hours and holidays.

Sofas & Stuff to open Chelsea showroom

British bespoke furniture and fabric company, Sofas & Stuff, has announced the launch of its latest

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showroom. Situated on Kings Road in the heart of Chelsea, London, the new showroom will officially open on 1 March 2024. The new showroom to be home to their latest collection, Threads of India in partnership with V&A.

Harvey Norman to open UK flagship store

Furniture and electronics retailer Harvey Norman has announced plans to open its debut UK flagship store. Situated at Merry Hill, the retailer will take over a former Debenhams store comprising of 57,000sqft of retail space. The opening, which will launch later this year, will create 100 new jobs and will feature luxury furniture, including sofas, dining sets and outdoor furniture.

Furniture resale market on the up

Aided by growing financial and environmental concerns among consumers, the UK furniture resale market is forecast to grow by 40.8% between 2022 and 2027 to reach a value of £1,101 million, outpacing the total furniture market, which is set to increase by 7.9% in the same period, according to GlobalData, a leading data and analytics company. The report states that 26.5% of consumers would consider purchasing furniture via resale in the future.

Carpet maker sales reach £80m

Northern Ireland manufacturer of luxury carpets, Ulster Carpet, has reported a growth in sales as turnover climbed to £80m. According to its latest filed accounts for the year ended 31 March 2023, total sales rose 17.4% to £79.9m from £68m in 2022. Pre-tax profit resulted at £3.2m, down from £7.9m recorded in the previous year.

ScS opens store number 101 Upholstered furniture and flooring retailer ScS has announced the opening of its new store in Tunbridge Wells. Situated at Great Lodge Retail Park on Longfield Road, the new 17,000sqft store brings its store count to 101 across the UK. The new store also marked ScS’ third location in Kent, adding to existing stores in Dartford and Broadstairs.

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BIG ON SOCIAL

A look at what’s been going on over social media channels. Share your news with us and email

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dan@bigfurnituregroup.com

February 24!

Abingdon Flooring National Bed Federation

Bed trade - with a new year and National Bed Month on the horizon, there is no better time to ensure your product knowledge is up to scratch than by taking the free Introduction to Beds course. ---

Our new vans arrived this morning, bigger and better than before. All branded and looking fab. ---

Toons

At Harrogate buying Christmas 2024! ---

EZ Living Interiors

This new year at EZ Living Interiors, we’re taking a moment to celebrate our success and growth. Our amazing creative and online sales team got together to commemorate being named Large Online Retailer of The Year at the Retail Excellence Awards in 2023. We’ve also welcomed some new additions to the team and are so excited for what we can achieve together this year. Stay tuned for what’s to come! ---

Panaz - 2024 TREND ALERT - Scandi

will be around for quite a bit longer! No need to shy away from this trend in commercial environments. Combine Panaz’ great design and unbeatable fabric performance credentials, and you can have muted tones in even the most challenging of environments. From sheers through to fauxs and everything in between, check out our Nature faux leather and Feldspar Sheer. ---

Loaf

Conker the cold with our winter warmer essentials. Shearling hot water bottle, anyone? ---

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18 FEATURES

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BIG INTER VIEW WITH

JOANNA HAUPTMAN Joanna Hautman, Co-founder at Hyde House, shares an insight into her bespoke furniture company, how she began her journey into the furnishings industry and what she would change to help bring through new and young talent.

Let’s start with you. Can you share a bit about yourself and your background? I studied Graphic Design at university and pursued a career in high end fashion which was my passion working in publishing - for over ten years I worked with brands such as Harvey Nichols, and Harpers Bazaar and Esquire. My client roster was the creme de la creme of the fashion world from Chanel to Louis Vuitton, Fendi and Prada to name but a few and traversed all luxury goods.

What is your current job role and key responsibilities? I am Managing Director of Hyde House Bespoke Furniture - a company I set up 17 years ago with my business partner Richard Searle. I design

bespoke furniture, oversee marketing, strategy, PR and frankly day to day ‘firefighting’ that is the cut and thrust of a high-end luxury furniture production company supplying trade clients such as interior designer, specifiers and developers.

What do you love about your job? I love the process of furniture design from conception to completion - I still get a buzz from seeing recently completed items of furniture come out of our workshop and how they transform and elevate an interior once delivered to our valued customers.

What time is your alarm clock set for? I wake up at 7am - get dressed, walk the dog and then commence work

at 8am when I feel I am at my most productive and least distracted. This is when Richard and I will run through the issues and tasks for the day ahead before the team start work at 9am.

Why did you choose to work in the furnishing industry? It happened organically since I always worked in fashion and design but when I designed and built my first home over 18 years ago - I discovered a passion for interiors and a chance meeting with Richard who was a third-generation furniture craftsman himself. I asked him to manufacture some pieces I had designed for my own home which he thankfully agreed to do and it was the beginning of a journey that inspired me to set up my own business. The combination of Richard’s technical

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craftsmanship and my passion for design and detail has been a wild punt that thankfully has paid off in spades.

Who do you most admire in the industry and why? I have great admiration for Peter Mikic and Studio Vero who both push the envelope in interior design with intelligent, though provoking, challenging and original interiors that are never the same and always truly distinctive in nature.

Have there been any special moments during your career? Yes, reaching our 10 years anniversary was a very touching moment - it has felt like a challenging climb to establish ourselves as one the leading manufacturers to trade in the industry and we celebrated by sponsoring bags and benches at Decorex and with a collaboration with Laura Hammett, Staffan Tollgard and Honky which made me enormously proud. To know we are respected and valued by our peers was extremely flattering.

What is your favourite item of furniture you own and why? I think anything we manufacture in Resinate (TM) our patented furniture finishing system. This was a passion project from the start - I developed this process whilst tinkering in our workshop and I am incredibly excited about this innovation and the many applications it has.

What do you think is trending within the industry at present? I think soft shapes, organic textures and generally a return to a ‘cosier’ aesthetic is certainly in vogue but I also see a return to maximalism (swags and tail curtains, hand carved timber seating frames, complex marquetry) particularly after the recent run of mid-century influenced design. Colour has also made a

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What do you enjoy most outside of work / free time?

comeback - as shown in our recent Miami Collection launched at Decorex and LDW - showcasing a soft and enticing range in pastel macaroon pinks, blues and eau di nils.

Spending time with my children, family and friends is paramount. I am a very social person and I love eating and drinking out - London is abuzz with many new hot spots and I am always intrigued to try. Particularly if I am in the process of designing a new collection since you never know where your next inspiration will come from. As far as Food & Beverage is concerned - design has become so much more important and standards raised significantly in the restaurant scene - it’s exciting to see what’s being rolled out.

What would you change in the industry?

What might someone not know about you?

I would make it more inclusive to the upcoming talent and the younger designers who may feel it’s like a closed private members club and it that it is a small but very guarded community. Having said that, I value greatly the wonderful people I have met and the relationships that have been nurtured with my fellow manufacturers in the industry.

That I probably suffer from a touch of ADHD - my energy is boundless and I can multi task brilliantly - I can even do 14-hour work day without feeling shattered!

Can you share an insight into your future plans? I aim to expand and grow our global position; we are keen to make inroads into the States and potentially develop further strategic partnerships and collaborations with like-minded brands. Hyde House represents the best of British luxury furniture design and we are keen to take this message across the globe and develop more inroads into the private yacht industry.

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I would make it more inclusive to the upcoming talent and the younger designers who may feel it’s like a closed private members club.

If you had a different career, what would it be? I would probably return to fashion, my first love although interiors is in my blood now… I can’t think of working in any other area!

Finally, if you were an item of furniture, what would it be and why? I guess a bespoke cocktail cabinet because it houses my favourite thing… Cocktails! and is often very luxurious in finish, it’s a brilliant opportunity to design a future heirloom furniture piece that is going to be a talking point in any scheme or interior but always the source of a wonderful social gathering and the beginning of a great and indulgent night. Entertaining brings people together and the start of a memorable evening begins with a well-designed cocktail cabinet or bar. www.hydehouse.co.uk

5 FUN QS: If you could hack into any one computer, whose computer would you choose and why? Rather than a computer - I would have loved to hack into Zahid Hadid’s brain to understand where she got inspiration and how she developed her brilliant vision.

What fact amazes you every time you think of it? Coco Chanel designed clothes over a century ago that one would happily wear today and look totally current and fashionable. My aim has always been to design and create timeless furniture that stands the ultimate test of time in terms of quality and style.

What’s the most spontaneous thing you’ve ever done? I arrived on the doorstop of my then boyfriend without invitation and suggested I move in! He is now my husband…

What is the most important object you own and why? A photographic birthday album made for me by my children and husband that has a note from each of my dearest friends along with a meaningful photograph… very touching and priceless to me. I am an extremely sentimental person.

What did you think was cool when you were young but isn’t cool now? If I’m honest I think it would be smoking! But seriously, I think age is a wonderful privilege because with it comes so much knowledge. Though setting up and running a business can be challenging, it is always rewarding in that it is a constant learning curve and that it is an immense opportunity to learn and grow. I feel grateful to have built Hyde House.

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Something New going on at Gallery… As the year begins, we caught up with the busy Directors at Gallery Direct to find out more about their plans for 2024. Tindon Armchair Footstool

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“We’ve used some of the finest materials, including stunning stone, natural timber, gorgeous glass and metallic accents. The ‘readymade’ upholstery features sofas, armchairs, sofa beds, occasional chairs, dining chairs and bedsteads, offering an amazing selection of styles. We’re also launching a new range of wall décor and textiles & home décor to complement the furniture.” Many of Gallery’s new furniture collections focus on greater depth of items to create families of products, offering a readymade solution and ease of shop. “Our clients can be confident to seamlessly recreate a look and deliver co-ordinating styles to their customers,” Peter continued. “These can be seen in our new catalogue with our beautiful photography which demonstrates the effortless styles. We will continue to expand ranges going forward in to 2024, ensuring best sellers have a depth within the range.” As Peter revealed, the collection incorporates 275 products – some feat! James Hudson, Commercial Director, explained just why now is the right time to launch such a milestone range of products and how a combination of factors played pivotal roles in the process.

To kick things off, and following Gallery’s appearance in last month’s edition where they revealed their largest furniture launch to date, expanding by around 50%, what was the thinking behind the SS24 Collection? “Let’s try something new was our aim for 2024,” commented Peter Delaney, Sales Director. “Focused on innovation and driven by our commitment to inspire fresh design-led styles, our team here at Gallery have expertly collated one of our boldest collections to date. “The SS24 Furniture Collection features over 275 individually crafted products, including 20 new ranges and an exciting ‘readymade’ upholstery offering. The lines include living, dining and bedroom furniture, featuring a wonderful range of styles from contemporary to traditional and from chic to rustic.

“We love bringing new and fresh designs to market, but the only way to do this properly is to get into the factories and roll up our sleeves. One of the challenges of the Covid pandemic was developing new products whilst not being able to travel. Now this has lifted, we were able to spend a lot of time with our suppliers, developing this amazing selection of products.” During 2023, Gallery made a strategic decision to have a ‘furniture first’ focus, which led to the creation of the extensive SS24 furniture collection. And it’s not just indoor furniture either, as James continued: “As well as continuing developing new indoor furniture, this year will see a design focus on outdoor

Kensington Bedstead

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with the all-important Gallery twist. The new Outdoor collection will be ready to preview in June, for launch in 2025, so watch this space.” Switching the focus back to the current year, Peter added that continued investment is key when offering customers a variety of products, while also maintaining top service, an area of the business Gallery is renowned for. “We invested in the design and development of all these amazing new products, in terms of time and money with our development teams travelling extensively with our country managers for approximately 32 weeks last year, to ensure we had this stunning new collection ready to launch in January. “But this alone wouldn’t give us the results we want. We’ve also invested in holding stock here in the UK ready for quick delivery to customers, with our Chesterfield distribution centre playing a major part in this, with its huge storage capacity and easy transport access around the country for our own dedicated delivery fleet. We even offer a direct home delivery service, and click and collect is available for our customers if required. “Investment in our sector leading photography and website has also been important in making it easier for our customers to shop with us, with its real-time stock updates and 24/7 access to their online account, including order history, invoices, returns, credits, tracking and stock, from anywhere, the office, home or when travelling.” As Peter mentioned, a lot of investment has gone into the design process, which, as Lizzie Sladen, Product Director, echoed, is fundamental when being ahead of the next trend. “We wanted to create a range of products with shape and texture, featuring organic materials from beautiful timbers to lovely stones and marbles.

As well as continuing developing new indoor furniture, this year will see a design focus on outdoor with the all-important Gallery twist. - James Hudson, Commercial Director

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“We’re confident all the new products will be successful, as we have offered not only a wide variety of styles to suit different tastes and interiors, but also a range of price brackets to suit different customer markets. Our textiles and accessories collections have been built to co-ordinate with our furniture, so customers can seamlessly incorporate additional items to recreate our looks and achieve authoritative style.” With all the fresh and new products bursting onto the stage, the only thing left to do is actually get up close and personal. Gallery has put plenty of thought into this too. While being on show during the Spring Fair at Birmingham’s NEC, Gallery has also recently played host to an @Home event at its Chesterfield showroom. This concept is something the team are exploring further, as Peter explains: “We will be promoting more @Home events as they give our customers time to view our products in a relaxed atmosphere where they can see the full scope of the Gallery offer. The expanse of our showroom allows customers to see all the size and shape options within our new collections, to allow them to select the best solution for their business needs.”

Artisan Extending Dining Table, Bench _ Chairs

A final thought comes from James, who says the new collection fully endorses the Gallery ethos, right through its core. “Gallery Director’s love design-led products and, as a home furnishing business, our aim and our passion is to offer customers a wide range of lines developed in house. We hope this carries through all areas of our business and reflects our core values.”

www.gallerydirect.co.uk

Marmo 3 Door Sideboard

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Trust me, I’m a Salesman Gareth Price, UK Divisional Manager at Lynch Sales Company, talks about trust and power it brings when promoting, especially a sale event. This year there will be elections across Western democracies, and voters will be bombarded with promises, claims and counterclaims. It is easy to become sceptical. Who has the time and energy to unpick it all?

Loyalty and trust are a big deal. Trust is hard-earned and should never be taken for granted. The truth is, it’s the most potent marketing tool in the retailer’s armoury. It is easy to remember and substantiate. Lynch loves to use it front and centre in every promotion. We always explain “The Reason for the Sale” - we always ask that all the offers are genuine and that everything is reduced. I recently walked the Winter Sale in Gunwharf Quays in Portsmouth’s major shopping outlet. What incredible offers, “up to (tiny font) 50% off” (huge font), “up to 60% off”, or even “up to 70% off”. Who are they kidding? Current ranges were barely reduced at all, and most reductions did not get close to the headline on their window posters. It is all beginning to look a bit like the Brexit bus. If I am disappointed one minute Amycrossing the threshold of a store, then the marketing has after backfired, trust in the brand and the sale is diminished.

Loyalty and trust are a big deal. Trust is hard-earned and should never be taken for granted.

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Staff may be on their back foot, having to justify a dubious claim. We at Lynch, make bold statements but they are rooted in the truth. In a recent ‘Store Closing and Relocation Sale’ for Vale Furnishers in Farnham, we told the story honestly. Vale has a loyal customer base thanks to its reputation for providing excellent quality products and exceptional customer service. We respect that and were determined not to tarnish their reputation or undermine the event by making overblown claims. We explained clearly that their lease was due to expire, and they had extended their Ash Vale store to accommodate the contemporary styles featured in Farnham. We did not make anything up and when we shouted, “selling out to the bare walls”, we meant it. Mark Chandler, MD at Vale gave me this testimonial to share: “This is the second time we have worked with Gareth. As before, the clear and direct message did an amazing job and created a fantastic first-day queue. It was a well-executed marketing campaign that kept customers coming in and helped spread the word about our store relocation. The challenge was to empty the shop ahead of the lease ending, and the site being re-developed, and Lynch did just that. In addition to putting together a great campaign, Gareth was then very present in-store and got his hands dirty helping to move sold furniture and even wrote up the odd order!” Honest, straightforward messages and offers will result in excellent sales, nurturing loyalty, trust, and positive reviews. For the last two years, all our clients are returning customers, and I thank them for their trust.

www.lynchsales.com

The recent ITV docudrama, Mr Bates vs the Post Office illustrates what can happen when trust is abused with catastrophic consequences. Misguided trust in an institution, its management, a ropey computer system and distrust of loyal employees. It is unlikely that the Post Office’s mismanagement would go unnoticed today as victims would share their experiences on social media and call out the Post Office’s actions. Public outrage has ensued since the program was broadcast.

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Into a new era with Emmiera

This month, Emmiera Group, formerly known as Homeserve Furniture Repairs Limited, commemorates two decades of dedicated service in the furniture care industry.

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This remarkable milestone not only signifies the company’s longevity but also reflects its unwavering commitment to excellence, as James Lane, the visionary CEO, owner, and founder of Emmiera Group, expressed his sentiments: “Two decades ago, we embarked on a journey to redefine the standards of furniture care. As we celebrate our 20th anniversary, I am immensely proud of what Emmiera Group has become—a symbol of reliability, quality, and customer satisfaction.”

We look forward to the next 20 years with enthusiasm, innovation, and an enduring commitment to excellence in furniture care.

The transition from Homeserve Furniture Repairs Limited to Emmiera Group represents more than a name change; it encapsulates two decades of continuous growth and evolution. Throughout this journey, the company has consistently delivered top-tier furniture repairs and insurance services, positioning itself as a leader in the industry.

15 years of being Financial Conduct Authority (FCA) registered, providing clients with essential coverage.

James added: “Our evolution into Emmiera Group is a testament to our adaptability and commitment to staying ahead in a dynamic industry. While our name has transformed, our core values and dedication to delivering exceptional services have remained constant.” Emmiera Group’s foundation is built on reliability, customer-centric solutions, and maintaining the highest standards. The selection of the name “Emmiera” holds profound significance, paying homage to the CEO’s cherished daughters, Emmie, Rosie, and Abbie. This family-oriented ethos has been a driving force behind the meaningful relationships cultivated with clients and the exceptional team. As Emmiera Group expands its services beyond core offerings in Furniture Repairs & Insurance to include Property Repairs, Commercial Re-upholstery & Projects, the anniversary becomes a moment to reflect on the company’s journey. Diversifying into new sectors signifies a forward-looking approach to meet the evolving needs of clients. Following our recent management restructuring, James expressed his confidence in the new team, stating: “I am excited to congratulate our new leadership team. With Jason Grinnall as Operations Director, Emma Gowland as Financial Controller, Dav Pattar as IT Director, Suzanne Aylmer as Chief Admin Officer, and Craig Hart as Marketing and Training Director, we have a formidable team ready to lead Emmiera Group into a new era.” Emmiera Group’s transition does not alter the ownership or functionality of the company, ensuring a consistent commitment to the high standards upheld for the past two decades. The company remains dedicated to regulatory adherence, with over

With the unveiling of the new and improved website, www.emmieragroup. com, Emmiera Group embraces the technological advancements of the 21st century. “This enhanced online presence reflects the company’s commitment to offering an even better customer experience, showcasing the full spectrum of services now provided,” James added. “Everyone here at Emmiera Group expresses our sincere gratitude to clients for two decades of unwavering support, and I extend this thanks to our staff too. This 20th-anniversary celebration is more than a reflection on the past - it’s a promise for the future. We look forward to the next 20 years with enthusiasm, innovation, and an enduring commitment to excellence in furniture care. Thank you for being an integral part of Emmiera Group’s remarkable journey.” www.emmieragroup.com

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TheBed Expert Vic Smith, owner of independent beds retailer Vic Smith Beds, talks about why now is the time for ‘aggressive marketing’ and how staring through the window of your store is more beneficial than you may think.

Christmas now feels like a distant memory for most of us, the credit card bills have arrived, and we’ve had the first payday since the festivities, so hopefully our customers know where they are financially. Most people haven’t started planning their summer holiday spending, so this is the best time to start with, for want of a better term, ‘aggressive’ marketing. We still have to bear in mind the interest rates aren’t stable for most and that utility bills aren’t settled. We need to ensure we are all getting that slice of the pie – after all, we all have bills to pay too! By now, you should have downloaded the NBF planning calendar and highlighted the dates they suggest, and commenced with your marketing plan, tailoring it to your type of customer/product. It’s a great free tool that more people should be utilising. You would be surprised how many dates in the year can be linked towards customers hopefully spending in your shop. March is always a big one for us, and we focus February to design artwork – as you may recall, we invested in a large poster printer to create instore signage so we can move and adapt quickly with our marketing. People notice when your shop window displays change – for us our shops are part of the High St, so there is a constant stream of walking traffic that we should be using as a resource. After all, that’s what shop windows are for. Not suggesting you just stand in your window and stare at people, but subtlety take a look, and watch. People will stop and read your window display – they can’t help themselves. And subliminally they start to be reminded of you as the go to for their next furniture purchase. It doesn’t even have to be always serious facts – inject a bit of fun into your marketing.

Like it or not, the world is relying on technology more and more – using our mobiles as an everyday tool kit – so make sure your social media and website is up to date and check your backlinks work. Are your opening hours and contact details correct online too? Can your customers get straight through to you? Not all customers are loyal – and we have become an impatient generation – doesn’t matter they have put off that new furniture purchase for months – they want it now, and if they can’t get through on the phone or walk through your door, they will go elsewhere. Your job is to stop them doing that. Take two minutes and go stand outside the front of your store. Then look in. Take a photo. Be objective, what do you see? Create a snag list – even if it’s something as simple as hoovering the inside of the window ledges. Look at your store as a customer would, see it through their eyes – what are they thinking when they are window shopping? People are being more selective on how they spend their money, so let’s ensure that 2024 is the success we all want it to be. Look at the uniform your staff wear – if it’s looking tired, you’re not creating a good image. You’d be surprised as to the difference those little touches make! Try them and let me know how you get on. www.vicsmithbeds.co.uk

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Retail Focus with Home World Grant Berry, owner of Home World – Mattress & Bed Centres, talks about hard work, why its recent refurbishment is paying off and potential expansion plans in the future.

Meet Grant I’m the owner and Managing Director of Home World. I’m in charge of buying, marketing and the day-to-day running of the business. Can you share some recent investments the company has made? In 2023 we invested £80k in upgrading our large 12,000sqft store. This included a new roof, new LED lighting, new carpets and signage. We also bought a new bigger Delivery Van, which has enabled us to now solely do our own deliveries to give better customer service, rather than using delivery contractors. The customer service is far better and we are experiencing great

feedback since this transition. Plus, the new vans look fantastic too! We also dropped sofas because we were doing well with beds, then we brought more beds in and started doing better, so we dropped dining and included more beds. It’s been a great success and it’s working well. The new signage was introduced to reflect beds only, and we repainted the interior and exterior. We also installed a commercial heating system to help with heating costs too. The refurbishment process took around 15 months to complete and with the internal layout now more focussed on beds, which includes a wide range of products from economy to premium, we’re now in a position to offer the whole market not just one end of it. What future plans do you have in the pipeline? We are going to give the store front an extra uplift to help with the message that we have moved slightly up market and that we now specialise in Mattresses & Beds, from when we were selling mostly cheap furniture. Also, now we’ve made things simpler by specialising, we are looking into the possibility to open another store as we have a model we can roll out. We still believe in bricks & mortar, with an internet backing.

33 What is your mission? To be the most loved bed retailer in the area, selling economy to premium all under one roof. I started my first shop when I was 20 years old and now, I’m 55, so I’ve actually been in the furniture trade for 35 years. Strong independents offering things the web can’t, can make good money. Providing the feel factor of the product, the reassurance of well-trained salespeople, good customer facing service and local loyalty puts us ahead of online. On sustainability, what is your business doing on this topic? Last year, when we upgraded the roof, we had the latest insulation fitted to help reduce heating costs and usage. Also, the LED lighting we had fitted reduces the

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electric costs and usage, helping the planet. We have upgraded one of our vehicles to electric and we will see how that goes then look to upgrade the others to electric in the future. How has recent business been? Since we moved into specialising, we have found we are happier, as specialising brings its own benefits; focus, image – higher perception of authority, ability to generate expertise, smaller learning curve, higher conversions, better networking. There are pros & cons for & against specialising, but I prefer it. Cool Gel is working well on mattresses too at the moment, while Grey is still the top seller on bases and frames. What would you change in the industry? To be honest, we are happy with our current suppliers, but gone are the days when agents/reps used to call and try to sell you new accounts with new suppliers. I’d like to see more show vans calling round after booking an appointment. Shows are good for networking etc but it’s hard to get quality time with suppliers at the shows, they are usually busy running around. What challenges do you currently face and how are you overcoming these? The internet can be a friend but it can also be an enemy. We de-brand our products to prevent sales being lost to the internet as customers

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I’ve been retailing furniture for approx. 35 years and the future looks as bright as it ever has done for those willing to work hard. The fundamentals are still the same.

sometimes use shops as a free testing station then order online from someone else who sells the product cheaper. If our supplier doesn’t de-brand for us, then we do it inhouse. We don’t need brands to add credibility. Do you have any staff you would like to pay special thanks or recognition to and why? We have built a great team, everyone in it is valuable. Just like a football team needs manager, a captain, attackers, defenders and a goalkeeper to win. We need people who do different roles but all pull together for the team to win. We have a winning team now and we’re being successful together.

Why do you think customers choose your business? We offer a massive range from economy to premium under one roof helping customers decide there and then themselves. Marketeers that say you should target one area of the market and explicitly target them, this is a sure-fire way to patronise and alienate all the intelligent population. Appealing to a made-up stereotype is what someone who is pumped up with rubbish from marketing courses does. We let the customer hone our plans, not others that don’t live and breathe our brand. We also offer quick delivery and we have the product feel factor, as well as staff reassuring customers, all of which the internet doesn’t have. Final thought… I’ve been retailing furniture for approx. 35 years and the future looks as bright as it ever has done for those willing to work hard. The fundamentals are still the same.

www.facebook.com/HomeWorldOnlineFurniture/

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Safe, secure and the potential to save Gary Hall, Sales Manager at FurniturePay, talks about the security benefits of its payment platform, with the added bonus of saving potentially thousands of £££s in the process.

The answer? FurniturePay. “We here at FurniturePay pride ourselves on being able to offer our customers a secure and safe card transaction service,” Gary Hall, Sales Manager said. “Not only are we totally secure, keeping your card transactions fraud free, but we can also potentially save you thousands of pounds on your transaction fees.” Before we get into the savings side, Gary explained that the core two pillars to its platform are safety and security – the two buzzwords already highlighted. “FurniturePay can fully integrate a POS device(s) into the RetailSystem EPoS, meaning that the transaction gets sent directly to the POS without human intervention, which eliminates human error. “Furthermore, it also makes it impossible to perform a chargeback, without authorisation, eliminating the possibility of potential fraud, while offering complete peace of mind that every transaction is secure and remains that way. The total amount you place into a RetailSystem EPoS is the amount which will appear in the blink of an eye on your payment device. It couldn’t be simpler.” From security to savings, the added benefit with FurniturePay is the potential to save “thousands of pounds” on transaction fees, as Gary continued: “FurniturePay has amazing, second to none, negotiating power with several top providers, including Barclaycard, due to over £2 billion of buying power through our clients, which means that we can negotiate very favourable rates for our customers. “We make the process really easy by doing all the legwork for

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We here at FurniturePay pride ourselves on being able to offer our customers a secure and safe card transaction service with fantastic transaction fees.

you and negotiating on your behalf. All we need is your last card transaction statement, and the rest is all done for you. We will then come back to you with your savings amount, typically within a few days, which, when coupled with your fully integrated POS, becomes invaluable. Who doesn’t like Security AND Savings?”

So, what’s next to get FurniturePay working for your business? As Gary said, if the prospect of changing provider seems daunting and laborious, the team at FurniturePay makes the transition seamless and smooth. They even order the POS device(s) for you and have It/them delivered to your store, as well as offering free integration. “We ensure that it is fully integrated with your RetailSystem EPoS, meaning seamless, quick and efficient payment processing, which then drops straight into your daily balancing within your system,” Gary added. “We will make all the necessary arrangements for you, order your POS device(s) for you, and have them delivered to your business. “It couldn’t be any easier, and if you’re tied into a current contract term with another provider, we’ve got you covered there too. You can continue running your existing provider alongside FurniturePay, until your current contract expires, with the added beauty of having a fully integrated system and savings from us, which means that your existing POS can collect dust until it is no longer required.” “To find out more, contact us directly on 0207 096 0191. It costs you nothing but a few minutes of your time. There’s nothing to lose, but everything to gain. As I said, who doesn’t like Security AND Savings?”

www.myfurniturepay.com

When dealing with card transactions, security is paramount. In the digital age, fraud, cyber threats and genuine human error can all lead to big problems, especially when it comes to moving money. Every furniture and bed retailer that transacts high value items using cards will echo the same statement, that safety and security are vital.

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Meeting market needs drives GNG growth GNG Group, one of the UK’s leading mattress manufacturers, is continuing to go from strength-to-strength with further product innovations planned in the coming months as well as additional investment in the latest machinery to enable it to stay ahead of the market.

Following the launch last year of the most recent addition to its popular Komfi collection which features GNG’s unique Ecofoam, the new KomfiMed range has got off to a flying start. With retailers now having received in-store displays, they report that the range is selling very well and customers are particularly enjoying the ease of selection and quality provided by KomfiMed. An industry-first which combines medically-proven foam with TrueGel technology, plus the environmental benefits of Ecofoam, the product has been designed to deliver excellent pressure relief while minimising motion transfer and regulating temperature to provide a peaceful night’s sleep. With sales increasing and further growth expected as GNG’s in-house team develops new ranges to target other gaps in the market, the company is continuing to invest in updating and expanding its manufacturing facilities, recently adding a second mattress line, which is four times faster than its traditional line. The latest £250,000 investment at GNG’s purpose-built 40,000sq ft West Yorkshire manufacturing facilities includes a new state-of-the-art automated glue line, enabling the company to further increase capacity and improve production efficiency. “As one of the UK’s most innovative mattress manufacturers, we are in frequent contact with our agents and stores, and are always keen to act on feedback by developing new products that meet customer needs,” explains Darren Potterton, managing director of GNG. “As part of this process, it’s vital that we continue to invest in the latest technology to ensure that we can provide a wide range of products as efficiently as possible. “Having seen rapid growth in recent years, we have a clear vision for the business

and ensuring we invest in the most up-to-date machinery available is at the heart of our strategy, enabling us to continue to innovate and respond to market needs while safeguarding the outstanding levels of service our customers have come to expect.” GNG is also continuing to focus on environmental concerns. Building on the success of its unique Ecofoam, which is made from 100% recycled and re-engineered foam and can be entirely recycled, the company is exploring new developments and options to meet demand for sustainable materials. If you’d like to find out more about stocking the Komfi collection, contact GNG on 01924 950 300 or email info@gng-group.co.uk www.gng-group.co.uk

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The new floating bed design Close your eyes and transport yourself to the West Coast of Sweden, where the archipelago’s gentle waves, light grey cliffs and fields of heater create a symphony of tranquillity. Börje Thuleskär, the founder of Carpe Diem Beds, once found himself on the Island of Stora Kornö, surrounded by the serene landscape. His experiences on that day have been the source of inspiration for The Iconic Collection – a range of four beds canalling luxury, comfort, and innovation.

Carpe Diem Beds is known for creating beds beyond the ordinary, seamlessly marrying sleek Scandinavian design with unparalleled comfort. With carefully chosen materials and the precision of expert craftsmanship, no detail is overlooked, ensuring an extraordinary sleeping experience. The upcoming The Iconic Collection takes the fusion of design and comfort to the next level, as the new beds will stand out in the world of bespoke bedroom furnishing.

Introducing The Iconic Collection Embarking on a journey to redefine bedroom furniture, Carpe Diem Beds introduces The Iconic Collection. Inspired by the serene archipelago on the West Coast of Sweden, this collection is inspired by founder Börje Thuleskär’s experiences on the Island of Stora Kornö.

“On a balmy summer day wandering the Island of Stora Kornö, Börje spread out his picnic blanket on a meadow of heather to lay down and rest. As he closed his eyes, he experienced a floating sensation and a feeling of weightlessness”. The Iconic Collection features a centred leg piece, creating an ethereal floating aesthetic. With its unique handcrafted details and high-quality materials, the new beds are designed to transform the bedroom unlike traditional beds. The Iconic Collection is destined to leave a lasting sensation of rejuvenation and an appreciation of its beauty. All the beds in the new collection feature the patented Contour Pocket system, where springs adjust instantly to your body’s shape, ensuring unparalleled support and delivering a weightless feel.

Meet the Icons

The Iconic Collection includes four bespoke bed models, each named after islands in the archipelago on the Swedish West Coast. Kungsö continental bed is a masterpiece, combining innovation with an elegant, modern design. Its centred leg piece creates a floating visual effect, elevating the room’s atmosphere and making it an actual work of art. Hallsö Walnut bed frame and Hallsö Upholstered bed frame exude timeless charm and tailored quality. The handcrafted walnut frame, with natural wood variations, ensures each bed is a unique masterpiece. With its fabric-padded elegance, the upholstery frame seamlessly complements modern interiors, adding sophistication to your bedroom. As the most exclusive bed in The Iconic Collection, Vindö adjustable bed offers the same luxurious, floating design as well as being adjustable. Control your body’s position, indulge in relaxing massages, and enjoy the convenience of a light feature. The Vindö adjustable bed sets a new standard, providing a one-of-a-kind luxury and comfort experience.

Elevating the experience with new fabrics

Along with the release of The Iconic Collection, Carpe Diem Beds is set to launch new exclusive fabrics. The new fabrics are inspired by the calming colours found in the archipelago on the West Coast of Sweden and will feature 22 design fabrics from Designers Guild, Romo Group, and Kvadrat. Introducing some of the new fabrics, one of which is Azuara from Designers Guild – a soft two-toned chenille with a deep pile. The fabric has a highly tactile surface and neutral shades that bring a sense of serenity reminiscent of the heather covering the coastal cliffs of the archipelago. Another new fabric from Designers Guild is Skye, a stylish weave made using a blend

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of mélange toned yarns, including soft linen. The mélange effect adds a subtle shimmering to the surface, just like the tranquil shimmering of the granite rocks on the Swedish shores. Loop is one of the new fabrics from Romo Group, which is a sophisticated flattened bouclé weave. The fabric has a comforting and refreshing tactility. The soft natural palette is minimalistic and evokes the pristine archipelago landscape, ultimately calming the room’s ambience. Finally, there’s Melange Nap, one of two new fabrics from Kvadrat. The wool fabric combines mélange and unicoloured yarn. With its seemingly brushed surface, Melange Nap is soft yet exceptionally durable. Just like the heathered landscape found on the western shores of Sweden, it’s perfect for building a sense of comfort.

Redefining luxury beds

The Iconic Collection invites you to experience a floating sensation that whisks you away to the serene shores of the Swedish West Coast. Picture the tranquillity, feel the calm, and transform each night into an unwinding retreat. This collection is more than mere beds; it’s a masterpiece that urges you to seize the day, beginning with a night of unparalleled sleep.

Available online and in stores Spring 2024

Join the unwinding world of Swedish luxury beds by becoming a Carpe Diem Beds dealer. Please get in touch with Oliver Bowen at oliver.bowen@carpediembeds.com carpediembeds.co.uk

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ercol opens up the factory Last month, Big Furniture Group unveiled ercol’s new era and partnership with Grown in Britain (GiB), marking the beginning of a long-term vision to re-establish its supply of British grown timber. In this edition, we explore more about the company following our recent visit at the back end of last year.

When reflecting on our visit to ercol’s 160,000sqft factory and showroom in the market town of Princes Risborough, attention to detail is the lasting impression. However, it’s a phrase commonly used in manufacturing, but with ercol it’s a phrase that is warranted. From the initial walkthrough from the showroom, where you get a glimpse of the finished product, to the very start of the manufacturing journey, the experience details every element of craftmanship that goes into an ercol product. The incorporation of newer machinery and processes compliments traditional methods still used in the factory today. As mentioned previously, hand bending, which is only used on the Evergreen Chair, is skillset that only a few in the business can do, and only a few in the industry can do to perfection. Trying our arm at the skill was a tough task, which reinforces just how skilled the ercol staff are, as well as the attention to detail message. Recapping the process, as it deserves another mention, working in pairs, the wood, after being steamed for precise amount of time, is placed into a steel strap, or restraint, end pressure is applied, and both sides locked in simultaneously – a key part of the process. Then the bending begins, with each side being bent at the same time in a fluent motion. Once in position, more clamps are placed to help protect against grain breakage. When watching this, it looked so effortlessly easy, but in reality, it’s much harder and you learn why it takes a specialist to complete the task.

ercol factory in 1950’s

ercol Ibstone cabinet

Did you know that ercol’s steam bending skill is one they have mastered since the 1950s? And that only 21 Evergreen frames can be made per day due to the number of straps. Moving on from one hands-on task to another came a pitstop at the matching area. This, again, echoed the attention to detail ethos at ercol, as the matching station is all about symmetry. Using light, knowledge and sharp eye

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Retort Steaming Timber

21 Year Service Board

to see grain variations, wood tops for tables are matched accordingly to make sure the grain and colour blends. Many hours go into this area, which is nicely positioned next to big windows to allow natural light in to match perfectly. Just a short walk down the line is yet another skill-based zone, and also where sanding really gets started. Fun fact – did you know there are seven key stages of sanding during the manufacturing process? And that’s not including the ongoing manual sanding at each checkpoint. To deal with

the amount of sawdust generated, there is a massive maze of extractors overhead, taking the sawdust to the boiler hopper, it’s very impressive. Back to sanding, it was here we met Robert, a very skilled craftsman who has been with ercol for some 44 years. Using the same jig that has been with the company for over 60 years, the process of manual sanding alongside a variety of machines and techniques all goes into making sure product is right. We watched Robert ‘dance’ with the steam bent wood while sanding different parts in one smooth motion, then onto lassoing the frame around

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his head. It’s actually quite amazing to watch and how effortless it looked. As the tour continued, we moved across to the assembly shop where we got to see the skill of dovetail joints being slotted together – yet another level of attention to detail. The chair shop was where we met Mario, ercol’s longest serving employee at 59 years. We also met Harry, a thirdyear apprentice, who showed how the Windsor Chair, ercol’s most traditional product, is made using no screws or metal. It’s a very skilled process, with even more sanding too. The company works closely with local education partnerships and currently has 14 apprentices. In fact, ercol is known for its long-serving employees and has a plaque at the factory entrance recognising employees with over 21 years of service. There are currently more than 600 names on this list, which has some resemblance to a Wimbledon honours board – if you’re into tennis! The final point of our tour before a sit down with Henry Tadros, Chairman and 4th Generation of the family business, took us to the finishing department. Yes, you thought right, more sanding is carried out before two final coats of lacquer and heat to seal and dry the finish. We met Simon, who has been with ercol for 39 years, and is only one of four who know how to do this skill. It’s actually one of hardest skills to master in the factory due to getting the right level of coating, which adds that level of protection to finished products.

”

The company is always evolving, we have huge heritage and knowledge, as shown in the factory, that we have gained over the last 100 years, so now it’s about making sure that we stay relevant and are reaching new customers

As the tour wrapped up, Henry shared that business has been positive in the past 12 months and expressed his excitement regarding the sustainable vision the company has through its partnership with Grown in Britain (GiB). Other areas of development at the business are in people and customers, as Henry explained: “The last year or two we have really focused on the people at ercol.

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We’ve got a great workforce with over 2,000 years of combined experience throughout the business, but we are aware that some will retire in the years ahead and we need to look at bringing in new people. “Apprenticeships have been growing. We have given a lot of time working with local schools giving tours and holding events to promote the business. I see this growing, when we go out to schools, most 15–16-year-olds haven’t heard of ercol, so what we are doing alongside this, is working with younger age groups 12 to 14 year olds offering schools factory tours, then a couple of years later, the name will be in their mind. Hopefully this helps encourage more young people to think of entering manufacturing, highlighting that making furniture is interesting and satisfying work, even if it’s not with ercol. “On the sales side, we’ve been working with our retail customers to help invest in their store displays and encouraging the best way to display and sell our brand in store. This transformation has been doing really well. Our showroom which was recently refurbished to a plan created by our Design team shows the way to display our furniture and we’re helping our retailers to replicate this. It’s an all-encompassing look, that goes from website through to display. “The company is always evolving, we have huge heritage and knowledge, as shown in the factory, gained over the last 100 years, so the future is now about making sure that we stay relevant and are reaching new customers. We’re always looking forward, and as well as having chairs designed by my great grandfather, we are constantly designing new pieces such as the Ibstone Cabinet or the Heritage chair collection, that fit with the way we live today.” www.ercol.com

Bow sanding

ercol factory

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The project behind ercol’s showroom revamp Kate Rowe, co-founder at Spaceworks Interiors, reflects on a successful project with British furniture maker ercol, sharing an insight into its showroom refurbishment.

The last time we caught up with Spaceworks Interiors they were busy celebrating their five-year anniversary. Almost a year later, the company has continued to grow and has completed a number of exciting projects. One such example, and the focus of this catch-up feature, is their role in the refurbishment of British furniture manufacturer ercol’s showroom in Princes Risborough. To set the scene, ercol needed a complete overhaul after its showroom was flooded during 2023. Spaceworks were tasked with implementing a specific design provided by the business, which included a number of room sets. “The ercol design team provided us with the 3D-coloured model and plan for us to breakdown and price against,” Kate Rowe, co-founder at Spaceworks Interiors, said. “A survey of the space was made to review practical aspects of delivery, installation and storage of materials – elements that alongside the physical pieces to be installed, are such important checks to run in our project management capabilities and fit out knowledge to ensure a smooth and snag free delivery. “We produced technical drawings for sign off prior to manufacture, while their team had approved previous manufacture in factory with the prototyping process. It was a great experience and project to get involved with.” As highlighted, the showroom fit out included the manufacture and installation of over 10 room sets, as well as including the decorations to walls, wall papering and flex faced lightboxes to some of them. The project was turnaround in efficient time too. It took just one week, after the new floor had been laid by local contractors prior to Spaceworks starting. “The oak frameworks that provide the structure to the room sets for each of the collections were developed by us before the showroom fit out,” Kate revealed. “Having produced a full working prototype in their factory for the creative team to review, these have also been rolled out to independent furniture retailers across the UK as part of ercol’s Club Studio programme.

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I think the showroom speaks for itself. Not only does it look fantastic at displaying products in different room sets, the whole project went smoothly and we’re all really pleased with the final outcome. It’s certainly worth a visit.

“The internals are designed to be flexible, while also allowing to be updated according to range changes and updates in décor and styling. The internal panels can be painted or wall papered, or even changed for lightboxes for graphic communication or a slatted oak insert.” Kate added that they even produced a dedicated area for L.Ercolani – the prestigious international design led collection that brings together pieces created by leading world furniture designers and architects. “Here the oak of the ercol area has been replaced with a deep walnut finish and clean neutral carpets and wall curtains to complement the minimal aesthetic as well as the pure elemental beauty of the wood of these pieces. It really looks stunning. “I think the showroom speaks for itself. Not only does it look fantastic at displaying products in different room sets, the whole project went smoothly and we’re all really

pleased with the final outcome. It’s certainly worth a visit.” Spaceworks Interiors are specialists in showroom and retail store fit outs in the furnishing industry. They have also worked with brands such as Woods – Dorchester; Barbours – Dumfries; and Gillies – Broughty Ferry, to name but a few in the furniture space. “If your showroom or store needs a fresh update, get in touch and let’s see what our collaboration can bring,” Kate added. www.spaceworksinteriors.com

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New Year, New products The January Furniture Show was yet again an outstanding event for the team at Kettle Home, delivering an array of new additions and most popular recent launches. The new CL Living, Dining and Kitchen collection is a range of unique items that are set to define the Signature brand for the year ahead. Billed as the most premium collection ever launched by Kettle Home, CL brings 33 items in a modern farmhouseinspired look. “The items are painted in a contemporary soft white with thick oak tops finished in a beautiful 100% natural oil, a first for any Kettle Home collection,” Kettle said.

pairing a soft white painted finish with rounded corners and sculptured feet to bring a timeless style to any interior. Among the headline pieces is another first for Kettle Home: an upholstered bedframe with an integrated electric ottoman storage lift function. Kettle also launched the redesigned Chair Collection. “The new 78-strong portfolio will now comprise established favourites alongside new stand-out designs,” Kettle said. Existing best sellers have been re-engineered to bring even better value, and new styles introduced to cover all bases, from contemporary classics to timeless traditional designs and an array of new fabrics. “As always, we loved having the opportunity to meet with customers both old and new, and discuss the new collections and how we can support your business in 2024,” Kettle added.

www.kettlehome.co.uk

Also joining the Signature portfolio is SB, a bedroom collection that will bring abundant luxury and elegance to homes. SB delivers at every level,

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Royal Warrant Holder Celebrating 40 years in business Neil Stevenson, Owner and Managing Director at bespoke furniture manufacturer NEJ Stevenson, reflects on the past four decades and talks about the things he’s learned along the way. Embarking on a journey in the business world is akin to setting sail on a vast and unpredictable ocean with no navigation aids. As we celebrate four decades in business, it’s a good time to reflect on that journey, which began in a single garage and has grown to a purpose-built state-of-the-art premises. But whilst the venue may have changed, the core principles have not.

High End Residential in London

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Adaptability and Resilience

The business landscape is constantly evolving, and adaptability is the key to survival. Over the past 40 years, we have witnessed seismic shifts in technology, market dynamics, the economy and consumer behaviour. We have had clients go under owing us lots of money, and we’ve had customers cancel orders deep into the process. We have seen economic downturns, economic upturns, and interior design trends change. Through it all, we remained resilient. Like anything worth fighting for, we have been willing to risk everything but never to compromise on quality or service. Being profitable is a fundamental requirement of any business but for us profitability is a result not the raison d’etre. If I had wanted to be rich, I wouldn’t have become a cabinetmaker and my principles and ethics are more important to me than the bottom line. When a large contractor went bust on us, I could have chosen to close the

Eltham Palace

Humble Beginnings

Every success story has its roots in humble beginnings. The NEJ Stevenson journey started with a vision, a thousand pounds and Neil’s parent’s single garage used as a makeshift workshop. The first few years were marked by hard work and a steep learning curve. It certainly wasn’t easy, but we focused on quality, design excellence, and customer service and slowly our reputation started to grow. These three things are still the founding principles that we work on today. I’m proud that the team know that I’ll never refuse a request if it will enhance the quality and integrity of a project and that our focus on excellence in all areas of the business resulted in us being granted a Royal Warrant as Cabinet Makers to Her Majesty the Queen.

Coronation Congregation Chairs

53 business and pass the pain on to my other customers, suppliers, and staff. Instead, we re-mortgaged the house, paid everyone their due and kept going. It’s not good business apparently but it was the right thing to do and that principal guides everything we do as a company. Many of my customers and suppliers know this story and it enhances our reputation as a safe pair of hands in a sector that has far too many failures.

Building Strong Relationships

Business success is always and will always be about people. Building and maintaining strong relationships with clients, employees, and partners has been integral to our longevity. Trust, transparency, and a commitment to delivering value and quality have been the cornerstones of these relationships, fostering a sense of loyalty that has withstood the test of time. Some of our staff have been with us since the beginning. Many started as Apprentices and are now part of the senior team. Many of our customers return year after year, our suppliers are key, and we value their contribution. Relationships are what get you through the tough times but also make the successful times

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more rewarding. We are all doing this together. I may be at the helm but without the team, NEJ Stevenson would not be the business it is today.

Lessons Learned

The journey of 40 years has been a learning experience filled with both triumphs and setbacks. From strategic decisions that propelled us forward to moments of introspection that led to wholesale change; every experience has been a valuable lesson. These lessons have not only honed our business acumen but have also contributed to the collective wisdom of our organisation. In the business world, 40 years is more than a milestone; it is a legacy. We express our gratitude to everyone who has been a part of this incredible journey – first and foremost our employees, clients, partners, and supporters. Happy Birthday to us. Here’s to the next 40 years of innovation, collaboration, and success!

The business landscape is constantly evolving, and adaptability is the key to survival.

”

About NEJ STEVENSON

NEJ Stevenson Ltd is one of the UK’s most highly regarded bespoke furniture manufacturers. Neil Stevenson established the company in 1984 and has steadily developed the business over forty years to become one of the most respected companies in its field, providing design solutions for fine quality, bespoke furniture and fitted interiors. Today NEJ Stevenson is a 40-strong company. Neil and his team have developed an unparalleled reputation for crafting outstanding individual pieces of fine cabinetmaking and intricate fitted furniture for projects around the world. These have included opulent palaces, prestigious private residences, historic buildings, independent schools, universities and places of worship. In addition to being a Royal Warrant holder, Neil is Liveryman of the Worshipful Company of Furniture Makers and the Worshipful Company of Distilleries. He chaired the National Training Board for Furniture and sat on the Board of Proskills (the Sector Skills Council for Process and Manufacturing). Neil is passionate about increasing awareness of the bespoke furniture sector and encouraging young people to enter the skilled trades. www.nejstevenson.co.uk

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A GameChanging Partnership Louis Rose, Co-Founder and Managing Director at Sofa Club, talks about how its partnership with Tessa Group came to fruition and why it’s a game-changer for the business.

During December last year, upholstery retailer Sofa Club announced a strategic partnership with Polish sofa manufacturer Tessa Group. This development involved Tessa Group acquiring a significant shareholding in Sofa Club, solidifying a decade-long relationship and unlocking substantial growth opportunities for both companies. A few months on since the big announcement, we caught up with Louis Rose, Co-Founder and Managing Director at Sofa Club, to find out more about the partnership and what’s in store for the future. “The Tessa Group have manufactured our products for a while. About a year ago, both parties had expressed an interest in investing/ being invested in by a supplier. “Given our existing relationship, we started to discuss a potential partnership and it grew from there. They’ve supported us throughout the years and understand our vision. It’s a perfect fit. The relationship has started well – it is great to have the perspective from further down the supply chain as they have a more macro view of the industry.

Founded in 2012 by Louis and Tom O’Neill, Sofa Club has consistently demonstrated impressive growth and has positioned itself as a formidable presence in the UK market. The partnership with Tessa Group, a respected family-run business with over 30 years of industry experience operating from two state-of- the-art factories, MT Kaczmarek and Tessa, marks the start of its next growth phase.

“2024 is all about growth – we are refining our offerings and have some great new products in the pipeline which should support our planned growth.”

The company is benchmarking an early forecast of revenue growth by around 40% this year. Fuelled by the partnership, this growth will be driven by accelerated product development

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”

The relationship has started well – it is great to have the perspective from further down the supply chain as they have a more macro view of the industry. an E-Commerce model,” Louis said. “Given that sofas are classed as a big purchase, customers generally like to visit showrooms so that they can touch and feel the products and imagine the products in their homes.

“We are seeing more and more customers are buying online without visiting a showroom. I think that they have the confidence to buy online given our strong Trustpilot reviews, strong social presence, and augmented reality features on our website.”

and innovation, as Louis continued: “We are constantly experimenting with different fabrics, designs, and technologies. “Having a manufacturer onboard will allow us test and learn more products, with the added perspective of Tessa’s wealth of product knowledge. In terms of plans, we will simply be doing more of what we already do – just more effectively and faster.” As part of this investment, Tessa Group is currently in the process of building a stateof-the-art manufacturing facility spanning an impressive 13,000 square meters. This new facility will be a huge benefit in supporting the growth strategy moving forward, as Louis explains: “Speedy inventory turnover is core to our success. “The relationship with Tessa will enable us to manufacture, ship and deliver sofas to our customers within a very short timescale. This shorter timescale allows us to adapt to changes in consumer demand quickly and will therefore enable more efficient growth.” The sentiment of the relationship is shared by Józef Kaczmarek, Founder of Tessa Group, who added: “I’ve had the privilege of witnessing Sofa Club’s incredible journey from its humble beginnings to its current prominence in the industry. Being a part of that growth has been immensely rewarding. Now, as a shareholder in Sofa Club, I am even more delighted to contribute to this exciting brand’s future.” Sofa Club is also investing heavily in its back-office technologies, which should enable the company to provide a “world class experience” for its customers, as well as other areas of the business. “Our plans are to open warehouse type store in the Northwest over the next year,” Louis revealed. “Our Hertford showroom has been incredibly successful, and we want to replicate that success in the North of the country, so watch this space!” In terms of trends, Sofa Club keeps a keen eye on customer behaviour, with Louis seeing a shift towards online. “Customer buying habits seem to be shifting towards

Back to the partnership, and with a final word from Co-Founder Tom, he emphasized the significant advantages of partnering with a manufacturer. “This partnership is game-changing; we now have an unrivalled end-to-end solution. We can develop sofas quickly, maintain inventory on the shelves, and deliver them to customers with unprecedented speed and convenience. I’m excited for the future!” www.sofaclub.co.uk

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Introducing

The Roost

Will Plowden, Founder and Managing Director of The Roost, shares his insights about the new planning tool that brings home furnishings to life. Late last year saw the arrival of a new planning tool which allows users to design a room based on precise sizes and colours. The aim is to help customers reduce the risk of making costly mistakes of ordering items that do not fit or suit the space. The Roost’s unique multi-brand visualisation tool, allows customers to play with a carefully curated array of colours, flooring, soft furnishings, rugs, furniture, lighting, paint, artwork and plants, and drag-and-drop their favourites onto a 2D mock-up to visualise their room in the correct proportions. Expert designers are also on hand to help create a unique look. Big Furniture Group jumped at the opportunity to sit down with Founder and MD, Will Plowden, to find out more. “Think of The Roost as a Skyscanner for furniture - a unified destination showcasing British brands while allowing mix-and-match visualisation and a seamless checkout.” “The process works for new rooms where you need to start from scratch as well as an existing space where you may only want to explore new furniture or a different colour scheme. Once you’ve made your room choices, all items can be added to the basket for one simple checkout.” The Roost is an ever-expanding community of over 40 British brands that thrive together including sofa.com, Graham & Green and Tala along with independent gems like Pelican House, Fishe & Lilly, Dado Atelier, Clock House Furniture, Arbala and Floor Story.

The variety of products and brands not only benefits the customers by providing a comprehensive shopping experience, but it also enhances the visibility of retailers as they are positioned alongside other highly reputable, well-known brands. “Our commitment to offering a diverse range of quality independents alongside well-established brands means that The Roost is the ultimate one-stop-shop for furniture, paint, artwork, lighting, soft furnishings, and accessories,” Will said. “We meticulously hand pick the brands we work with, ensuring a thoughtfully curated collection of complementary products. “For brands eager to join forces with The Roost, our onboarding process is designed to be straightforward, requiring minimal effort and involvement from the vendors’ perspective as we take charge of a significant portion of the process. Between us and the brands, we determine whether to take on a full

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to embark on partnerships and collaborations. From exclusive product Edits to brand-building exercises and expanding customers bases, being part of The Roost is about fostering collaboration and creativity as they look to shape the future of online shopping. “Designing a home can be stressful and time-consuming,” Will said. “I know first-hand how tricky it can be when you’re wrestling with colour schemes and product dimensions all the while trying to identify your personal taste. “We live in a society that is so saturated with trends and an abundance of furniture and lighting brands, it’s hard to even know where to start. That’s where The Roost comes in, I wanted to help consumers turn a blank space into a room that they love, while also making sure the process was enjoyable. Not only that, but without breaking the bank for the service!

suite of products, or simply hand select specific categories which align best with The Roost.” The ‘onboarding process’ starts with an initial introduction call and setting the agreement in place. Brands which utilise platforms such as Shopify, WooCommerce, Magento, Wix and similar, can seamlessly sync their websites with The Roost using dedicated software. A store being connected will allow The Roost to sync tagged products, get live inventory updates and fulfil orders all through the brand’s usual system. Each brand is provided with a personalised dashboard which shows real-time data from The Roost sales,” Will continued. “This not only monitors current and past orders, but it also provides live updates on deliveries.” “Our commitment to a streamlined process underscores our dedication to minimising the workload of brands, regardless of their size. From start to finish, the process is swift and efficient”.

“With careful planning using our free, one-of-a-kind, Roost Visualiser, users can design a room based on actual sizes, and reduce the risk of making costly mistakes of ordering items that do not fit or suit your space. “Beyond being a marketplace for brands to trade, we actively champion their products by providing invaluable exposure and access to a tool that customers can visualise their products, along with marketing and revenue channel support.”

”

Will comments; “We put this down to our pre-purchase visualisation tools and configurators which help customers to make informed purchasing decisions.”

For brands eager to join forces with The Roost, our onboarding process is straightforward requiring minimal effort from the vendors’ as we take charge of a significant portion of the procedure.”

Looking ahead to 2024 and beyond, The Roost aims to bring its brands together

theroost.com

The Roost also assumes responsibility for customer service queries with any orders placed through its platform, as well as efficiently managing returns, although to date, The Roost revealed it has had virtually zero returns and all 5-star reviews complimenting them on their customer service.

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What is your carbon footprint? “Lower environmental impact – through optimising production processes and transportation, greenhouse gas emissions, energy consumption, and pollution can all be reduced.

Katie Furmston, Head of Design & Research at Design Conformity, talks about the importance of sustainability within the furnishings industry and how its unique tool is equipped to help.

When it comes to sustainability, the furniture industry arguably one of the most important to embed sustainable practices into. In fact, everyone is talking about sustainability - it’s a buzz word that seems to be gaining more traction, especially with greater learning materials out there and businesses willing to invest in this journey to educate. “As a species, we are looking to improve and reduce the impact we are having on the earth and every industry is under pressure to prove that they are making strides to support this,” Katie says. “The furniture industry is no different and there are some great sustainable stories going on. “However, it’s also an industry that often comes behind others such as white goods, electricals, food and clothing. With furnishings encompassing a wide variety of products, and used every day in almost every aspect of our lives, the mindset of the consumer has certainly placed this element of their home towards the front of the line. “When we consider sustainability, we think about the environment, energy, emissions, and materials. Within the furniture industry, all of these must be considered, alongside costs, to determine both the most sustainable option – and the most cost-effective option over the short and long-term.” Katie added that companies need to think about how they design, produce, and sell their furniture in a way that minimises the environmental, social, and economic impacts, while also promoting longevity. One of the most immediate questions that arises when companies are told that they need to be more sustainable is, ‘What are the benefits?’ Katie explains some key points below:

“Resource/material reduction – by focusing on maximising the use of existing resources, promoting repair, refurbishment, and recycling, companies can reduce their reliance on virgin materials, therefore helping to conserve natural resources like timber, minerals, and water. “Waste reduction – furniture that is designed for longevity and can be easily disassembled and recycled or refurbished at the end of its life cycle, produces less waste. “Potential cost savings – by focusing on resource and waste reduction aspects, this can lead to less raw materials being used which reduces material and waste management costs. “Extended product lifetimes – furniture that is built to last, reduces the need for frequent replacements. Consumers then benefit from durable products that provide longterm value. “Competitive edge, customer awareness and engagement – companies that prioritise circularity in their business models stand out as market leaders in sustainability and raise awareness about the environmental and social impacts of their purchasing choices.”

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Furniture companies that are already making strides towards improving their sustainability need ways to demonstrate and track their sustainable output, such as highlighting the environmental impact of the products, materials and practices they use. “It is easy enough to use Google to find a free carbon footprint calculator to start understanding a company’s carbon footprint,” Katie says. “But it is important to note that not all of these are reliable. When calculating, it’s important to seek out resources with a high level of efficiency to be sure.” This is where Design Conformity’s Carbon Efficiency Estimator comes in. It allows designers, estimators, and procurement managers to quickly measure the carbon footprint of a design, with 90-95% accuracy, enabling them to create furniture and fixtures with lower carbon impacts.

”

The furniture industry’s journey toward sustainability is marked by challenges and opportunities.

“It is currently recommended, in the UK, that companies report their Scope 1 and 2 emissions,” Katie continued. “This positive move highlights those who are doing it well as they work to achieve certifications that show best practice across the industry. Design Conformity’s Independent Circular Design Certification provides a lifecycle assessment of product types and is awarded to manufacturers that comply with the dc design standard. “While working towards sustainability is vital, implementing sustainable practices can increase costs, particularly in the short term, which is often then passed onto the customer. Certain sustainable materials are also priced higher than nonsustainable ones and if sustainable practices cause longer lead times this can also increase costs, so it’s important to consider that sustainable efforts can often be a long-term process.” Katie adds that there is support out there for the companies making the decision to work on their sustainability, particularly with the introduction of Scope 4 emissions. “FISP, the Furniture Industry Sustainability programme, in particular is a key benchmark for sustainability with the UK furniture industry. Not only do they improve competitiveness and cost effectiveness, but they help companies work towards awards, gaining industry recognition.” “The furniture industry’s journey toward sustainability is marked by challenges and opportunities. While cost considerations may pose initial hurdles, the long-term benefits, coupled with supportive programs and collaborations, make sustainability a viable and crucial path for the future of the furniture industry.” www.designconformity.com

About Design Conformity

Design Conformity are the first independent quality and sustainability design standard for the retail fixtures and furniture industry. By adopting its design standard and using its certification process, designers and manufacturers ensure their adherence to quality standards (UKCA and CE) and commitment to sustainable, circular design practice (ISO and GHG) for their customers. Design Conformity work with over 100 companies to help them reduce and report the carbon impact of their products.

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G reen Retail In the next part of our ongoing sustainable series, we take a look at the latest update from upholstered furniture and floorings retailer ScS. Late last year, part of its full year audited preliminary results for the 52 weeks ended 29 July 2023, ScS highlighted its continued recognition on the importance of embedding its purpose and strategy in both an ethical and sustainable manner and has progressed towards its Environmental, social and governance (ESG) objectives. “These efforts continue, with our ESG committee establishing a Net Zero strategy,” the retailer said.

ScS “Since developing our ESG strategy, we have made progress against the targets and objectives set. We have worked hard to implement a number of wellbeing initiatives throughout the year and it was particularly gratifying to receive the ‘Bronze Better Health at Work’ award along with the ‘Best Newcomer’ award resulting from all of these fantastic initiatives. Our ESG steering group has also been working with external consultants on the development of a roadmap towards achieving our Net Zero strategy.” Detailed within its recent Responsibility and Sustainability Report, during 2023, ScS achieved another milestone from one of its targets within its longer-term strategy, which was to achieve 100% of leather to be from certified sources via the Leather Working Group. This adds to the prior year’s achievements of laminate flooring timber to be 100% from responsible sources, 95% post-consumer waste diverted from landfill for recycling, certification from the Furniture Industry Sustainability Programme (FISP) and 100% renewable electricity used across the Group. “Ensuring a sustainable supply chain is crucial, particularly for our furniture and flooring products which rely on materials such as timber, leather and textiles,” ScS said. “We acknowledge the significance of traceability throughout our supply chain and are fully committed to advancing sustainable sourcing practices whilst reducing our environmental impact. By prioritising responsible and ethical practices within our supply chain we aim to improve sustainable sourcing, whilst minimising our ecological footprint. “We take pride in being the first national upholstery and carpet retailer to obtain FISP certification, demonstrating our commitment to sustainability. ScS has diligently adhered to the stringent requirements outlined by FISP, maintaining our certification status. We actively collaborate with our suppliers,

encouraging their participation in FISP and supporting their certification journey. By fostering broader FISP membership, we aim to adopt industry-wide sustainability and drive collective positive change in the furniture sector.” ScS added that its commitment to sustainable timber supply is evident through its increased sales of FSC-certified timber. During 2023, ScS achieved 83% sales growth in products containing FSC timber, highlighting its dedication to promoting responsible forest management. PEFC (the Programme for the Endorsement of Forest Certification) and FSC® (Forest Stewardship Council®) are renowned international forest certification programmes that prioritise the preservation of forests through sustainable practices. ScS said that certification from these organisations provides added assurance that its products “originate from environmentally and socially responsible sources”. “In 2023, 100% of our wood flooring was from certified sources, ensuring that it adheres to the highest sustainability standards. Additionally, three of our furniture brands feature FSC® certified timber. We remain committed to offering customers products that align with their environmental values.” With regards to its most recent achievement in sustainable leather sourcing, ScS reaffirmed its commitment by being active members of the Leather Working Group (LWG), a not-for-profit community organisation focused on promoting excellence in sustainable leather production. “As a member of the LWG, our objective is to ensure that all leather sourced by our Group adheres to ethical practices. To achieve this, we have established partnerships with tanneries in our supply chain that are certified by the LWG. “All leather used in our products now originate from these certified tanneries. This commitment allows us to contribute to raising industry standards and reducing environmental impacts associated with leather production. This ensures our entire leather supply chain aligns with the LWG’s sustainability principles. Additionally, our Group actively participates in the LWG traceability working group, collaborating with other industry stakeholders to enhance transparency and traceability throughout the leather supply chain.”

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“These investments contribute to reducing our overall energy consumption and carbon footprint,” ScS said. “We have continued to maintain a sustainable energy supply by sourcing 100% renewable electricity for all ScS sites. This significant step allows us to operate on a zero-carbon basis, aligning our energy usage with our commitment to environmental sustainability.

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As for other production initiatives, ScS said it offers customers the choice of SpringBond underlay, which is composed of 85% recycled materials, predominantly sourced from plastic bottles. During the year, approximately 10% of its flooring customers opted for SpringBond when purchasing carpets. “We remain dedicated to exploring further advancements in upholstery interiors and textile production and incorporating sustainable practices into our business operations,” the retailer added. From products to packaging, ScS views this as an “essential” area. “Striking the right balance between sustainability and product protection is key,” the retailer said. “Throughout the year, we have taken significant steps towards more sustainable packaging.”

These steps include: • Eliminating unnecessary or problematic packaging, such as polystyrene. This has been achieved through its product specification policies and rigorous packaging audits; • All of its sofa packaging is now 100% recyclable; • ScS customers continue to support its packaging recycling scheme, which is provided as part of its home delivery service, where ScS offers to remove and recycle all packaging. This has been in place for more than 20 years; • In accordance with its requirements, suppliers have sourced plastic packaging with a minimum of 30% post-consumer recycled content. By incorporating recycled materials into packaging, ScS reduces reliance on virgin resources promoting a more circular approach. “By implementing these measures, we are actively working towards sustainable packaging solutions that align with our commitment to environmental responsibility,” ScS said. The company has also made gains within its logistics. Over the next 12 months, ScS will conduct a comprehensive review of its entire fleet. This evaluation aims to identify opportunities for further sustainability improvements, particularly in the realm of electric vehicles, adding to its commitment to reduce carbon emissions and transition to a greener fleet. Meanwhile, energy efficiency remains an ongoing process, which includes an initiative focused on LED lighting installations and the replacement of outdated equipment.

“To further support and guide our energy reduction endeavours, we maintain active collaborations with the Carbon Trust and other advisors. By securing a renewable electricity contract, we have effectively avoided the emission of approximately 2,582 tonnes of carbon.” A final thought turns to recycling, and while ScS already had recycling processes in place, it took the time to re-evaluate how it did things and understand areas for improvement. The company has since refreshed and refocused colleagues on the importance of recycling. “We want everyone here at ScS to be waste aware – by ensuring our colleagues know which bins to place their recycling in and that waste is segregated correctly, we as individuals and as a business are taking responsibility for the waste we generate through our operations and how this impacts our environment.” ScS added that its ability to generate sustainable social and economic value hinges upon embracing a longterm perspective. “Sustainability is increasingly a key factor in the decisionmaking processes of our customers. With this understanding, we are dedicated to continuously prioritising and advancing our sustainability efforts, ensuring they remain integral to our business strategies and operations.”

www.scs.co.uk

Sustainability is increasingly a key factor in the decision-making processes of our customers. With this understanding, we are dedicated to continuously prioritising and advancing our sustainability efforts.

“As part of our sustainability initiatives, all new format store investments deploy modern energy efficient lighting and we have initiated a programme to replace all gas-fired appliances with energy efficient air source heat pumps by the end of FY26. Additionally, we plan to replace outdated appliances with modern energy-efficient alternatives.

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THE BIG QUESTION Grant Berry – Home World – Mattress & Bed Centres We are looking to continue investing in our business in 2024. The shop front is getting a face lift to fit in with our move slightly upmarket from where we were. Also, we will be investing in more internal shop signage, such as new hanging signs etc. The big one will be, if the right shop or business comes along, to open another store. We are actively looking for another bed shop(s).

Joseph Shenton - Joseph James Furniture Outlet 1) Physical Locations. 2) Improved website, making it as easy as possible for somebody to order furniture online. 3) Improving the ‘experience’ element of stores.

Huw Williams - Toons Home Furnishers 2024 will see us invest in installing electric car charging stations powered by our solar panels giving us an additional income stream. We also are introducing a new bedding department into an area which is currently used for storage and extending and refurbishing our existing gift department. As well we will also be carrying out a full refurbishment of our curtain and blind department which is looking a little dated.

Louis Rose – Sofa Club

George Sinclair – Nimbus Beds In 2024, We are committed to further advancing our presence in the luxury bed manufacturing sector. A significant part of this vision involves the recent acquisition of a state-of-the-art CNC machine. This cutting-edge technology positions us to enhance our product quality, innovate in design, and streamline our manufacturing process, setting new industry standards. Simultaneously, with both of our retail stores flourishing, we are focusing on expanding our digital footprint. This includes investing in our online platform to enhance customer experience, widen our market reach, and streamline the purchasing process. Our goal is to balance the growth of our physical stores with a robust and user-friendly online presence, ensuring we cater to all customer preferences. This dual approach - embracing technological advancements in manufacturing while expanding our online capabilities - reflects our commitment to excellence and innovation in the luxury bed market.

Nigel Ledger-Lomas - Harvest Moon Interiors We were excited to be at the furniture show to see and order all the latest from TETRAD. This will be our 30th year, 25 with them. It’s still great upholstery!

Our plans are to open warehouse type store in the Northwest over the next year. Our Hertford showroom has been incredibly successful, and we want to replicate that success in the North of the country.

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This month we’re asking retailers: What is your business looking to invest in during 2024? Matthew Scott - Sopha

Sohail Khan – Choice Furniture Superstore

We are currently in the process of making some big investments in our coffee shop as it is vital to our business, not only because it drives footfall, but also because it provides a link to our local community. We’re currently in the process of installing new machines, which will allow us to cook in 90 seconds, in what used to take eight minutes, as well as allowing us to increase our menu offerings. We’re excited about this expansion and we hope our community enjoys the upgrade too.

2023 has been a major challenge for many businesses, but CFS has managed to survive and thrive despite the difficulties. As we enter 2024, we have a clear vision of how we want to expand our business into more categories and reach more customers. Our strategy is based on two key pillars: sourcing and social media.

Martin Lukehurst – Lukehurst We want to improve our operational efficiency. The main current warehouse is offsite and is not specifically designed for purpose, so efficient running is a challenge. We are therefore consolidating our warehouse facility, re-developing an existing on-site building into a purpose-designed warehouse. Having this on the same site as the store and fit out specifically for purpose, we will improve our operational efficiency. On the customer and sales side, we are developing our ecommerce offering, and plan to hold more niche and bespoke customer events.

Sourcing: We believe that quality and variety are essential for our customers, and that is why we are always looking for new and reliable suppliers who can offer us the best products. In 2024, we will be focusing on partnering with more UK and Europe based suppliers, who can provide us with faster and more efficient delivery, as well as more local and sustainable options. Social media: We know that our customers are savvy and smart, and they want to find the best deals and the most suitable products for their needs. That is why we are investing more in our social media presence, where we will be sharing more useful and engaging content to help our customers find CFS. We will be showcasing our products, offering tips and advice, and answering questions and feedback from our followers. We will also be using social media to promote our service, offers and discounts, and to create a loyal and happy community of CFS customers.

Vic Smith – Vic Smith Beds This year’s investment, we are looking at updating our outdoor signage, hoping to catch that extra customer’s eye. We are also looking into rerunning our TV advertising. Now in this digital age, they can target the market much closer on the spot advertising.

Josh Pickering – Sussex Beds This year we will be investing lots in upskilling our people! Bringing through and nurturing the talent we already have in the business is going to be huge for us throughout 2024.

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Henrik Pontoppidan, Director of S2U Design, talks about the hidden gems in Vietnam with Vinahardware being one of them. Choosing the right factory in Vietnam is a multifaceted journey, not just about technical prowess and specialisation in your specific type of product, but also about making the business experience smooth and genuinely enjoyable. The ideal partner goes beyond meeting specifications, ensuring clear and prompt communication. There’s also the crucial element of confidentiality, where an importer’s ideal factory should remain discreet, hidden from competitors’ prying eyes. Here is the bombshell: The best factories aren’t always dominated by your competitors. Quite often, they are not even known to most regular global importers. The everevolving Vietnamese furniture manufacturing industry constantly offers great opportunities to move at the right time, where the stars align perfectly, just now. Great, if you know where they are – at the right time.

Here’s a gem Among these gems is a Metal factory, which I have worked with extensively for my local sourcing and product development on the ground in Vietnam for 4-5 years. Over this period, during which I have seen the company evolving and investing, I have developed several sophisticated brackets for my furniture designs, with unique functions, adjustments and USPs. And while working with many different suppliers, all roads seemed to lead to Vinahardware for anything metal. They consistently ticked all the boxes, they had the right technology for the best balance between quality, precision, efficiency and cost, and - not least - they are refreshingly honest, modest, accommodating and straight to the point. On a personal level it always felt like I was important to them as a customer. Vinahardware was established in 2012 by a highly skilled and creative mechanical engineer with his degree earned in Taiwan, as a supplier of nuts and bolts, and has since grown

Meeting with Mr Jack, Founder and CEO in Vinahardware’s showroom.

to become a leading trade merchant for all kinds of hardware in the domestic market supplying more than 10,000 SKUs including screws, nuts and bolts, bespoke ornamental chrome parts, OEM folding brackets and complex recliner chair brackets to mention a few. Unknown to even some of their hundreds of domestic customers, a significant and growing part of their output is manufactured in-house. In fact, if you import furniture from Vietnam, it is more than likely that some of the metal parts, standard and purpose made, are made at Vinahardware’s sophisticated factory.

Evolving from professional Sub-Con to Consumer Products Being used to requirements and compliance for the global markets, through acting as subcontractors for hundreds, if not thousands, of Vietnamese furniture exporters, Vinahardware have recently set up a new division for direct export of complete furniture designs, Particularly Wall Racks, Shelving, Barstools, Chairs, Tables, Desks (Including height adjustable desks) and coffee tables, where Metal is an integral part, targeting the global retail industry. In addition, Vinahardware offer standard and customised OEM bracket systems for worldwide manufacturers. For the latter, Vina Hardware already has customers in China, which is quite telling of their capabilities.

High tech R&D and Machining Capabilities Vinahardware, often perceived as a trusted local merchant of hardware, conceals a hidden gem – a high-tech factory backed by a substantial R&D department. In the realm of metal craftsmanship, Vinahardware stands as a beacon of cutting-edge capabilities, poised to become a global star in their expertise. Beyond its domestic prominence, Vinahardware’s export division transforms it into a collaborative partner, dedicated to crafting and delivering precise technical solutions for your project. Their innovative approaches ensure meeting target

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prices without sacrificing quality, and the extensive range of 10,000 off-theshelf standard hardware SKUs for nationwide distribution, only adds to their strength and consistency, reinforcing their ability to meet your unique supply needs seamlessly.

If you would like to explore this opportunity for metal based furniture, you are welcome to reach out and I will introduce. Contact: henrik@s2udesign.com www.s2udesign.com www.vinahardware.com

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Paul Wray, Managing Director of Furntec Ltd and Modern Outlook Furniture, takes a look at what to consider when creating a bespoke product from China.

THE DESIGN

IRON OUT THE KINKS

The first thing you need to budget for is design work, also bear in mind that with product design comes research. You may find the design process entails revisions and tweaks as you go along.

Once you have received your samples there may be changes you would like to make to your design, hopefully any obvious change will have been pointed out by your manufacturer at this point. If there are any changes required, be sure to request a new sample with the changes applied and sign off your exact requirements so there is no confusion. Verbal communication in China can quite often be misinterpreted.

MANUFACTURING PARTNER Now you have the preliminary design you will need to find a manufacturer who can create your product. When you are looking for a manufacturer, you need to consider; company ethics, track record, referrals, previous experience, company processes, certification, and sampling costs.

NEGOTIATIONS

SOURCING MATERIALS & SAMPLING

Now you can negotiate minimum order quantities and the actual cost per unit. Only once you have finalised the design and signed off on samples will you be able to get a realistic expectation on pricing and MOQ’s. Then the hard work starts! Quality control and logistics.

I would recommend working with 2-3 factories for your initial samples, while this is more expensive to begin with it could save you money in the long run. You will be able to compare samples, experience, knowledge and service between each company.

Modern Outlook Furniture assists businesses of all sizes in procurement from China at any stage of your project. If you would like a no obligation conversation about how we can assist you and help you avoid any costly issues or nasty surprises, please do get in touch!

paulw@modernoutlook.cn - www.linkedin.com/in/paul-wray-79403935/

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Toolkit

to supercharge sales Sam King, founder of From Fear To Mindful, talks about why his free toolkit is an industry game-changer for furnishing retailers to help boost sales.

How many times have you heard the ‘just looking’ and ‘we need to think about it’ expressions from customers in your retail store? There are many more fob-off phrases too, which all have the same end result, no sale. What if there was a way to turn this on its head through regular training? There are many training providers in the retail space that offer crash courses on growing sales, but, as Sam King, founder of From Fear To Mindful, explains, these courses often get forgotten about due to them being one-off tutorials online or an open workshop with others. The difference with Sam King and his training is through their proven toolkit.

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If retailers are sick and tired of hearing the same old objections such as ‘just looking’ and ‘we need to think about it’, these are the scripts they need to overcome them.

“We help build stronger relationships and loyalty with customers, ensuring long term sustainable growth and success,” Sam says. “High ticket retail store owners such as sofas, carpets, beds and furniture hire me to generate One Million in additional sales (above current pace) to their business because most are sick and tired of inconsistent cashflow, wondering where their next client will come from and working in their business rather than having their business work for them.”

So, the toolkit. What’s it all about? “The toolkit has a value of $497 and I’m giving it away for free,” Sam revealed. “If retailers are sick and tired of hearing the same old objections such as ‘just looking’ and ‘we need to think about it’, these are the scripts they need to overcome them. “The toolkit also helps retailers turn their existing client base into a tribe of raving fans that promote their business without the need for expensive (and risky) advertising campaigns. How many referral strategies do retailers consistently implement on a daily basis? Is it one? Perhaps

two? Three, four or five? Very often the answer is zero. “When you implement three referral strategies consistently you see exponential growth, with no upfront cost. It’s a no-brainer. The toolkit contains these strategies and much more.” Sam added that there is proof in the pudding too. In fact, previous success where he has helped a retail store owner saw a 30% increase in sales in just five weeks. “One salesman gained a £8,000 order the very next day from one snippet of information he was told. He openly admitted that he would not have gotten that order if it wasn’t for the advice.

69 “The toolkit isn’t just something you should read and throw away. These are easy, actionable tools that you can implement today and see results.”

What is the next stage if a retailer is interested to learn more? “For furniture store owners to work with me we have a Strategy Session (similar to an application process) to make sure I can crush it for them,” Sam said. “We’re going to be working together closely until they have achieved an extra One Million in sales (above current pace), so we need to be on the same page, and be able to get on with one another. “This isn’t just an online course that you watch once and never use again, this is an investment with ongoing training and support until the goals have been achieved and beyond. It really is a community of like-minded forward-thinking entrepreneurs.

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“This is also where the belief shifting occurs as some owners just can’t seem to let go of the control to do it, which is natural as it’s their baby, but it doesn’t help their growth. Within just a few short weeks, they’ll experience huge shifts in their perspective and get back to being in a flow. “We work extremely closely; this is why it has to be a good fit. I don’t want to work with somebody I don’t like for a prolonged period of time as life is too short. And on the other hand, I wouldn’t expect somebody to work with me if it doesn’t seem right for them. It would be a complete waste of their money. Not to mention, it could and probably would harm their business and personal development instead of helping it. People should choose situations that resonate with them, not conflict with them.”

“Nobody else guarantees results by linking the fee to the results. Nobody else has the referral strategies we use that make exponential growth so easy. I also have a spiritual side and know that no matter how good the sales scripts and referral strategies are, if you aren’t aligned with the outcome mentally or subconsciously, you will not achieve the result. “I’m a trained mindset practitioner that helps you remove subconscious beliefs that are holding you back from success. They could be from childhood or a comment that was said to you growing up. Very often we take on the beliefs of others whether knowingly or unknowingly and it is these ‘stories’ that affect our day to day lives. “Even if you don’t work with us, if a training program of any kind doesn’t offer you a mindset element within it, be very hesitant about buying it, as you will not achieve its full potential.” Sam continued by saying that the ultimate goal is to not only help furniture store owners achieve an extra million in sales but to help them implement a ‘Sales Champion’ (effectively an overall manager) that deals with the process giving them more profit and a better work-life balance. “Why should business owners put in all the risk and still consistently work 50-70 hours a week? It makes no sense.

As a final thought, Sam reaffirmed that results only come through repetition and therefore the process needs to be close and handheld to forge a strong relationship. “We pride ourselves on strengthening the relationship with furniture store owners and their clients. “We know that by strengthening the relationship, this turns into long term sustainable growth and success. There are also some done-for-you elements working with us so you’ll see a huge influx of clients without having to lift a finger! Are you ready to shift your mindset from fear to mindful and grow sales in the process?”

Download Your Free Toolkit Here https://fromfeartomindful.com/free-toolkit-tbfg/

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New Products

At The Helm At The Helm introduces Kensington, a captivating reinvention of a cherished classic, Buckingham. This new design features a deeper seat for enhanced comfort, inviting individuals to sink into luxurious relaxation. With deep hand-tied buttoning, hand-applied studding and beautifully scroll arms, this model keeps all the traditional elements of the classic chesterfield. The addition of new accent cushions brings a contemporary flair, infusing the piece with a touch of modern style. Meticulously crafted with precision and attention to detail, the Kensington strikes a harmonious balance between timeless elegance and innovative design. www.AtTheHelm.com

Willis & Gambier Willis & Gambier, renowned for its exquisite craftsmanship in furniture design, is proud to announce the launch of the Toulon range, a groundbreaking collection that promises to redefine the essence of luxury interiors. This prestigious line is expertly designed to surpass the high expectations of the most discerning furniture aficionados. Embracing the heritage of traditional French design, the Toulon range pays tribute to an era replete with romantic artistry and grandeur. This collection is not merely a series of furniture pieces but a narrative of affluence, with every detail meticulously crafted to enhance living spaces and forge a lasting legacy of opulence. www.willisgambier.co.uk

Devonshire Moreton, Devonshire’s newest oak collection, has just launched. This premium entry level range is perfectly proportioned for modern homes with a sleek design in petite sizes. Crafted to a high quality with a contemporary vibe in a classic natural lacquer. Available across bedroom, dining and living and comes with 2 handle options. With the release of the Moreton range, Devonshire has added three new items to their product line: a combination robe, a single robe and an incredibly useful tall lamp table. Throughout, there is an excellent assortment of units to meet most needs, such as 3 dining tables, 5 wardrobes and key pieces for each room. www.devonshireliving.co.uk

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Hydeline Hydeline Lounge chair, Mira offers an unparalleled relaxation experience with its cutting-edge features. Embracing zero gravity technology, it allows users to recline to a position that minimises stress on the spine and enhances overall comfort. The advance 3-motor mechanism ensures seamless and customisable adjustments, while the telescopic footrest adds an extra layer of convenience. Tailor your comfort further with the adjustable headrest, ensuring optimal neck and head support. The home and memory function adds a touch of luxury, allowing you to save your preferred settings for a personalised and hassle-free lounging experience. Elevate your relaxation with the Mira recliner. www.hydeline.co.uk

Sherborne Upholstery

The Cartmel Electric Riser Recliner range has been a huge success since its recent introduction. Available in four sizes, and with a choice of scroll arms, or light oak or dark beech wood knuckles, it has been especially designed for optimum comfort and support, with lateral support cushions in the back in addition to a supportive headroll. Express delivery is offered on over 200 soft cover options, including dual or single motor control and optional lumbar adjustment. www.sherborneupholstery.co.uk

DUXIANA The brand has recently presented four classic armchairs in new sheepskin upholstery, which is tailor-made for selected armchair models, reflecting DUX’s commitment to offering exclusive craftsmanship and iconic design. “DUX continues to expand its range of upholstery and introduces sheepskin as an exclusive option for four selected armchair models, including Jetson, Anita, Domus and Spider,” the company said. “The models are meticulously crafted in collaboration with some of the most prominent names in architecture and design.” www.duxiana.co.uk

JOBS BOARD

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Here are some of the latest furnishing industry jobs. (Correct as of 19 January 2024)

Core Products – Agent for West Midlands

Welcome Furniture – Sales Agent

Core Products are looking to recruit an Agent for the West Midlands to service existing retail & e-commerce accounts and develop further opportunities. To support sales, the company carries a large inventory of stock in its dedicated distribution centre for quick delivery either to trade premises or DHD. Commissions are automatically paid monthly against goods delivered ensuring prompt reimbursement for your services. Please email your CV to mike@coreproducts.co.uk

Join our dynamic team as a Welcome Furniture Sales Agent in the two following prime trading territories: South West, South Wales, E. Anglia. N.London / Home Counties.

Woodland Heritage – Volunteers Woodland Heritage is looking to recruit three Trustees including a Vice Chair and Treasurer. You would be joining a dedicated and passionate group of volunteers and a wider staff group who are developing exciting plans for the charity’s future. Experience of the charity / woodland / forestry / timber / making sectors is helpful but certainly not essential.

We are seeking industrious, well connected individuals with a passion for quality British furniture and excellent communication skills. As a key player in our sales force, you’ll connect with customers, guide them through our comprehensive furniture ranges, and turn their vision into reality. Enjoy a competitive commission structure, 7 day dhd / to store delivery, ongoing training, two permanently available show vans and the opportunity to thrive in a fast-paced, rewarding environment. Contact us with your current agencies and personal details in the first instance. Email mark@welcomefurniture.co.uk

Herringbone Kitchens – Apprenticeships

We welcome applications from a diverse range of people and we want to listen to your ideas and benefit from your guidance. If you have any questions about this, please do ask. What is essential is compatibility with the charity’s mission and values and the desire to bring your life’s experiences and skills to the table. Please email office@woodlandheritage.org with CV, experiences and why you would make a fantastic trustee at Woodland Heritage.

We are investing in a training and apprenticeship programme for 8 young adults 16-21 years old across our workshop and installation team. These will be NVQ level 2 courses. They will be 2 year courses with training on learning at our workshop or out on-site. These are exciting apprenticeships including Fitted Furniture Installer, CNC specialist, Furniture Finisher, General Furniture Manufacturer and Project Management. Apply with CV apprenticeship@herringbonekitchens.com

Oak Furnitureland – Content Manager

Buy It Direct – Head of UK Sales - Fully Remote

Our Marketing Team is looking for an experienced and creative Content Manager to cover a 12-month maternity contract here at Oak Furnitureland. The role is based in our Swindon Head Office and we can offer hybrid working with 2 days in the office (Tuesday and Thursday) and 3 from home.

To propel our foray into the services sector, we are on the lookout for a results-driven Head of UK Sales. In this pivotal role, you will spearhead our sales strategy, driving revenue targets, and expanding our presence in the UK market. Armed with industry expertise and a network of established relationships with retailers and suppliers, you’ll hit the ground running, swiftly building our pipeline, and delivering sales revenue.

This role reports to the Senior PR, Content and Communications Manager and is responsible for creating, improving and maintaining a wide variety of multi-channel content to help reinforce our brand and cement our position as one of the UK’s leading furniture retailers. You will help bridge the gap between creative, informative content, and SEO. Your content will inspire, educate, and inform, but you’ll also be able to monitor and track performance to ensure your copy remains relevant and resonates with our consumer audience. For more information, visit: https://www.oakfurnitureland.co.uk/page/careers

What We Seek: Proven industry knowledge and a track record of success. Established relationships within the retail and supplier landscape. A strategic thinker who can drive results and growth. The ability to navigate the industry landscape, building a robust sales pipeline. Able to travel and meet customers throughout the UK. Salary - £65,000 DOE - OTE £100,000. If you’re ready to make a significant impact and be a driving force in our exciting journey, we want to hear from you! For more information, visit: https://www.buyitdirectgroup.co.uk/content/careers

For more jobs and further information, visit www.bigfurnituregroup.com/jobs

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Furniture Magazine #18 MOREBig SALES GUARANTEED Adam Hankinson

Last Word

It’s a marathon - not a sprint Adam Hankinson, Managing Director at Furniture Sales Solutions, talks about how to shift gears and mindset during two key winter sale phases.

they’re behind where they’d like to be. Desperation stinks and customers can smell it. So, how do we move forward with traction into this next tougher round of the winter sale. Over 43 winter sales I’ve learned to imagine the first two weeks as motorway, fast lane driving, and the next phase as off road driving where we’ll need to drop down several gears to “off road 4 x 4 driving”. This requires patience and grit to grind sales out, a slower pace to slow the customer down and a deeper connection with customers than the more transactional sales that were going on in the urgency period. I suggest we literally change gears in our mind. We slow ourselves down and expect more of the customers entering the store to be in the earlier stages of their buying journey and, whilst we’re still going to do our best to sell on the day, we’re going to focus on the quality of the conversation and interaction and moving the customer towards the right products and services for them.

I write this article on the 8th January 2024, the Monday after the busiest first 13 days of the winter sale. How was this period for you? In these 13 days you may have started slowly and hopefully built up the urgency within customers by using extra early bird savings and time or limited availability offers. If you did you probably had a good weekend with customers keen to sign up to avoid missing out- there will have been a real buying frenzy on Saturday and Sunday. Phew…. We can breathe again now ready for phase 2.

Unfortunately, Monday morning comes around very quickly and we enter the next longer period, maybe 6-8 weeks, of the remainder of the most important trading period of the year The Winter Sale. You’ve used up the initial urgency messages and customers now entering the market i.e., “just browsing for now” are more difficult to break the ice and build a relationship with and see no need to commit for a number of weeks: they ask you “when does the sale finish?” Translated this means “how long do we have to decide/delay commitment?” You also have the mind of the salesperson, depending on how they did in the first 2 weeks, either positive if they did well or desperate if they feel

We now have the time to offer teas and coffees and to provide a really good unrushed consultation. The customer will appreciate this patient approach and you will stand out from your competitors who may be desperate or even disinterested as they believe “it’s gone quiet now.” Over time and with experience this mindset and skillset of “switching gears” as one promotion finishes and another starts becomes more habitual, although even the most experienced sales people need reminding that “it’s a marathon not a sprint.”

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Big Furniture Magazine #18