Big Furniture Group Magazine April 2024

Editorial

Dan Squires

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

EDITOR´S NOTE

BigFurnitureGroupLtd

UK registered company number

05484239

2 Jordan Street, Knott Mill, Manchester, England, M15 4PY

Print: Buxton Press

ISSN No: 2753-3387

Copyright © Big Furniture Group 2022

Issue No: 20

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.

Dan Squires Managing Editor

Welcome to April’s Big Furniture Group Magazine ”

It’s another bumper edition, with this month focussing on some other industry events as the Furniture Components Expo prepares for its debut show. We explore what exhibitors will be showcasing their services as well as some key seminars that will be taking place during the event in Telford later this month. Our Cover Star, Peak Converters, is one such exhibitor and shares an update on their ongoing transformation journey.

We also spoke with JJ Smith on woodworking robotics, Assyst & Bullmer on cutting machines and VetiGraph answers two common questions furniture factories have been asking. Running just ahead of the Expo, and not too far from Telford, is the next instalment from INDX, with Beds & Bedroom the focus at Cranmore Park in Solihull. We take a look at what to expect when visiting with Sweet Dreams being a standout, announcing the launch of their AIS exclusive Landmark range.

In keeping with shows, this month takes a first look at May’s Long Point exhibition in Long Eaton, while also sharing the details of The Sleep Expo Europe as it makes its debut in the Netherlands. Boutique are also back as they prepare for their Home & Garden Marketing Conference and explain all when trying to understand an audience.

We unveil the new sustainability-driven MAZZU mattress and get the low down on design firm SHEPEL’s first premises here in the UK, as well as an interview with Lewis Holden, Product Designer at TNS Design Services, who shares an insight into providing retailers and suppliers ‘super-fast’ design services. Silentnight talks about achieving ESG goals through accuracy and transparency, The Furniture Recycling Group explores how mattress rejuvenation is a multi-million-pound revenue stream, while Raskelf Group shares a deeper insight into their recent restructure and we also revisit Toons to find out how business has been over the last year.

As for the regulars, our Green Retail highlights the latest updates from three retailers, Furniture And Choice is the retailer in focus and Kate Rowe, co-founder at Spaceworks Interiors, shares an insight into her business and how independent furniture retailers continue to amaze her in our latest Big Interview. The Bed Expert and Letter’s from China and Vietnam also return with more insights, while we sat down with another agent in the industry.

In more ongoing developments, DUXIANA features their latest collaborations, we take a look at how BLOQS is helping furniture makers scale up, Asiatic London’s new product launches and the three big announcements from Harmony. Furthermore, Novaluna aims to bridge the bed design gap, Gallery focusses on the summer, Purecare looks to build on recent momentum and WebSystem continues to grow from strength-to-strength.

To wrap things up, Sam King explores how to gain long term sustainable success through his toolkit, the Big Question reflects on how 2024 has started and Furniture Sales Solutions talks about the ‘Winter Sale’ and how to maximise its effectiveness beyond the period.

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.

16. Big on Social

18. The Big Interview

22. Get Ready for Summer with Gallery

24. Bridging the bed design gap

26. Purecare powers on with protection mission

28. DUX continues with collaborations

32. Retail Focus: Furniture And Choice

36. Why WebSystem?

38. Peak Converters continue their transformation journey

40. Furniture Components Expo

44. Innovative Woodworking Robotics

46. The Role of Bullmer Cutting Machines

48. VetiGraph offers versatile options

50. Super-Fast Designs

52. The MAZZU mattress

54. An introduction to SHEPEL’

56. Achieving ESG goals through accuracy and transparency

58. A Landmark for INDX Beds

60. INDX Beds & Bedroom

66. Money in mattress rejuvenation

68. A true origin story

70. The Bed Expert

72. The Sleep Expo Europe

74. Toons continues to invest

78. Green Retail

80. Redefining boundaries

82. Building BLOQS for scale

84. Long Point Preview

88. Harmony’s three headlines

90. Meet the Agent

92. Letter from Vietnam

94. How to gain long term sustainable success

96. Big Question: Year so far?

98. New Products

101. Letter from China

102. Jobs

104. Understanding Audiences

106. Last Word with Furniture Sales Solutions

BIG INTERVIEW KATE ROWE

KATE ROWE, co-founder at Spaceworks Interiors, shares an insight into her business, what she would change in the furnishings industry and how independent furniture retailers continue to amaze her..

DUX

DUXIANA continues the conversation on the importance of partnerships and unveils some upcoming collaborations.

RETAIL FOCUS

Amthal Karim, Head of Marketing at online retailer Furniture And Choice, talks about recent investments, the upcoming launch of a new website, why AI is important and what consumers are looking for before making a purchase.

The past couple of years have been a whirlwind for leading foam and fibre converter Peak Converters as they have embarked on an impressive transformation journey.

NEWS

Furniture repair specialists join The Furniture Makers’ Company

Furniture repair business, the Emmiera Group, has joined The Furniture Makers’ Company, the City of London livery company and charity for the furnishing industry, as a corporate member.

Founded in 2004 and formerly known as Homeserve Furniture Repairs, the company re-branded to the Emmiera Group in 2023 to better reflect its full offering. Over the last two decades, the independently-owned company has provided on-site repair services for leather, soft furnishings, beds and cabinets across the UK and Ireland.

Headquartered in Brierley Hill, West Midlands, the Emmiera Group has an 8,000sqft training academy and distribution centre and employs around 250 people. Its team of skilled furniture technicians visit over 25,000 customers every month nationwide.

James Lane, founder and CEO of the Emmiera Group, said: “As a business, we like to support positive initiatives which benefit society and, with the Furniture Makers’ Company doing so much for the industry, we believe that it is right for us to be involved. It is a sector where many people spend their entire careers, we all know one another, and we are keen to do our bit.”

Craig Hart, sales director, adds: “Having recently re-branded, corporate membership also gives us an opportunity to raise awareness of our new name and ensure that potential customers, whether retailers or hospitality providers, understand the full range of services we offer.”

Amanda Waring, Master of The Furniture Makers’ Company, said: “The Emmiera Group’s ‘green’ commitments fit well with our own – the success of the business is based on its belief that every piece of furniture has a story worth preserving to save history and the environment, with its skilled technicians turning back the clock on wear and tear and helping to reduce the number of items destined for landfill. We are confident that they will make a valuable contribution to the future of the industry.”

Bensons for Beds returns to profitability as sales rise

Beds and mattresses retailer Bensons for Beds has reported a return to profitability and a growth in sales.

According to its latest accounts for the 53 weeks to 30 September 2023, total sales rose 7.5% to £257.5m from £239.4m 2022. Reported EBITDA profit resulted at just over £1.5m, significantly improving from its loss of £15.4m recorded in the prior period.

The increase follows the implementation of the brand’s recovery plan set out in 2022, which has also seen the successful stabilisation of the business.

The turnaround strategy included appointing a new leadership and retail team and resetting the strategic focus in operations, digital and commercial areas. This included the appointment of a new Chief People Officer, Linda Sleath.

Bensons has increased store conversion with 14 new store openings across the year including Bensons re-entry into markets such as Peterborough and Speke and new catchments including Edinburgh

Craigleith and Edrington. Furthermore, since Bensons acquired eveSleep.co.uk in October 2022, the has shown “strong growth” and contributed positive EBITDA since its relaunch.

Cost programme improves profit at DFS

Living room and upholstered furniture retailer DFS has reported a decline in half year sales while profit improves. According to its interim results for the 26-week period ended 24 December 2023, total half year sales were down 5.6% to £666.2m from £705.6m against the same comparative period.

DFS sales were down 5.7% to £525.6m, while Sofology sales were also down 5.3% to £140.6m. Gross margin increased to 56% from 53.8%, while underlying pre-tax profit resulted at £8.7m, up 1.6% from £7.1m.

The retailer said that after a ‘solid start to January’, market demand has weakened significantly over the last two months, with market order volumes down c16% year on year across January and February (H1 -10%).

Due to this, DFS now expects full year revenues to be in the range of £1,000m-£1,015m and profit to be in the range of £20-25m, excluding risk of Red Sea delays which it continues to monitor closely. If the Red Sea issues continue through to the year end, potential delivery delays could result in up to £4m of profit being deferred into its following financial year

This represents a £60-£65m reduction in revenue guidance, partially mitigated to a £10m reduction in profit guidance, supported by ‘strong progress on costs and gross margins’.

Tim Stacey, Group Chief Executive Officer said: “We remain confident in both our long-term growth strategy and the capability to deliver on our objectives. We remain well positioned to improve our profit margins without market recovery and remain confident in delivering our 8% PBT target when the market recovers.”

Furniture retailer announces new Gateshead store opening

Furniture retailer NCF Living has announced the opening of its brand new store in Gateshead.

Situated at Metro Retail Park, the new 15,000sqft store is NCF Living’s 18th location in the UK and officially opened on 16 March 2024.

The new store features a large selection of sofas, dining furniture and beds, as well as offering free delivery and lifetime sofa frame guarantees. Furthermore, the new store is part of plans to open an additional four more stores during 2024.

“We will be continuing to expand, which is really exciting,” the retailer said. “We look forward to what the future holds for NCF Living as we continue to grow our presence across the UK.”

Kettle Home’s Stuart Caddy and Tom Bayliss complete Mount Kilimanjaro

Cabinet furniture supplier Kettle Home has seen two of its director’s take on the challenge of making it to the top of Africa’s highest mountain, Mount Kilimanjaro.

Kettle Home’s Stuart Caddy, MD, and Tom Bayliss, UK Sales Director, decided to attempt the challenge for Cancer Research UK, a charity close to home for both, with the team fundraising in memory of company founder John Kettle and Tom’s parents Andrew and Jennifer Bayliss.

The aim, alongside completing the climb, is to raise £5,000 for the charity. At the time of writing, the duo has reached 70% of that goal, so far raising over £3,500.

Reflecting on the experience, as both made it to the top after four gruelling days, Stuart said: “Tom and I can safely say that it was the hardest physical challenge that we’ve ever done!”

The pair arrived in Tanzania on 22 February 2024 and met with the guides ready to set off the following morning for the first leg of the trek, which saw them hike over six and a half hours, covering 12 miles through the rain forest and continuing on an ascending path, crossing the valley along a steep rocky ridge.

The final part of the route was west onto a river gorge until they arrived at the Shira campsite. The second day saw the team trek up a further 147m, which is important for acclimatisation, as they made it to the Lava Tower and climbed to the top before back down and arriving at Barranco Camp for the night.

“The day’s hike was tough on the knees along a ridge and saw us trek over four hours and 22,000 steps,” Stuart revealed.

Day three began with a trek along a steep ridge up to the adventurous Barranco Wall and on to the Karanga Valley and junction, which connects with the Mweka Trail, then stopping at Barafu Camp.

Stuart said: “This was an eight-mile trek, clocking up over 23,000 steps and we hit an altitude of 4,700m. An early night was in store, as we would be heading for the summit at around 1.30am!”

The final day of climb saw Stuart and Tom head for the summit, which was

the most “mentally and physically challenging” portion of the trek.

“Making our way between the Rebmann and Ratzel glaciers, we had to contend with a steep 1,200m climb alongside plummeting temperatures, but the sunrise at the highest point in Africa was worth every step,” Stuart said.

After a short break at the top, they started the descent back to the base and made it back down the mountain in one go, navigating loose rocky and volcanic ash terrain. We had such an amazing experience and to do this for a charity close to our hearts made it even more worthwhile.”

Oak Furnitureland opens new Grimsby showroom

Hardwood furniture retailer Oak Furnitureland has opened its first new showroom since 2021 in Grimsby’s Alexandra Retail Park, as part of plans to make the brand more accessible to a wider target customer base.

Through new consumer demographic analysis Grimsby was identified as a location with substantial potential new Oak Furnitureland customers and a strong commercial opportunity for the business.

The new 10,000sq ft showroom, located in Alexandra Retail Park in Grimsby, opened on Saturday 23 March.

The brand is also be trialling a lower threshold on its interest free credit proposition, starting from only £499. The offer runs until 7th April. This trial forms part of Oak Furnitureland’s customer strategy which is aimed at making the brand more accessible to even more homes across the UK.

Alex Fisher, Chief Executive of Oak Furnitureland commented: “We want to make Oak Furnitureland more accessible to more people. By expanding our showroom portfolio and reducing the threshold for our interest free credit proposition we are making it easier for customers to experience the style, quality and outstanding value synonymous with our brand.”

NEWS

Sleepeezee celebrates centenary with new staff uniforms

Mattress manufacturer Sleepeezee has announced the launch of a brand-new uniform for its staff in commemoration of the company’s 100th anniversary.

As Sleepeezee marks its centennial milestone, the introduction of new staff uniforms symbolises the company’s dedication to embracing the future while honouring its rich heritage. The new uniforms, meticulously crafted with attention to detail and employee comfort in mind, embody Sleepeezee’s core values.

Featuring a contemporary design that seamlessly blends modern aesthetics with the brand’s traditional elements, the uniforms showcase a timeless elegance that aligns with Sleepeezee’s longstanding reputation for excellence.

“We are thrilled to introduce our new staff uniforms as part of our centennial celebrations,” said Steve Warren, Managing Director at Sleepeezee. “As we look back on a century of providing premium sleep solutions, we also look forward to the future with a renewed commitment to innovation and customer satisfaction. The new uniforms are a symbol of our continued dedication to delivering the highest standards of quality and service.”

Furniture retailer wins another TV ad challenge

A TV ad for furniture retailer DUSK, seen in October and November 2023, featured an older woman sitting in a quirkily decorated room, sipping tea while speaking to the camera.

She said, “Of course I thought about going down the traditional route, you know, visiting a big old showroom, flicking through endless swatches and then ordering a sofa for well over a grand. But instead, I decided to buy direct from dusk.com and have money left over to pay Carlo!”

A topless man, with his head out of the frame, walked into the room and poured tea into the woman’s cup. The woman then looked at the camera and said, “Dusk sayin’.”

The advert received 40 complaints, believing that the ad objectified men and challenged whether the ad was harmful and offensive.

In response, DUSK said the ad portrayed a “glamorous and aspirational lifestyle”. It was light-hearted and tongue in cheek, and they believed it was unlikely to cause serious offence. There was no serious nudity, and Carlo was not sexually explicit or suggestive.

“He was admired and respected by the main character, Kitty. It was clear that he was viewed as someone who performed a paid-for job she appreciated, rather than an object, as she referred to him by his name,” the retailer continued.

“The focus of the ad was on Kitty and the DUSK product throughout, and it did not shift to focus onto Carlo. Further focus was drawn to the product and price by a roundel popping on screen while Carlo was also on screen.

“The ad avoided gender stereotypical roles and ensured that neither character

was belittled or made fun of. They considered that seeing a man carry out his job in a role that would historically and stereotypically be viewed as associated with women, deconstructed gender stereotypes and confirmed that anyone could undertake such roles.”

Clearcast said that the ad was lighthearted, good humour. For almost the entire duration of the ad viewers only saw Kitty. Her visually eclectic style, and her shopping at DUSK was the ad’s focus, with Carlo briefly appearing at the very end.

The Advertising Standards Authority (ASA) found that there was no breach and dismissed the challenges, stating: “The ad featured a female character talking about how she had decided to purchase a sofa from DUSK.com for a lower price than sofas from “traditional” showrooms. At the end of the ad, a butler (Carlo), appeared and refilled the woman’s drink.

“The ASA considered that because he was shirtless, and his face was not in frame, viewers’ focus would be drawn to his body. However, he appeared only briefly at the end of the ad, and in a manner that was not sexually suggestive in tone. We considered, instead, that the ad depicted an exaggerated scenario, and viewers were likely to recognise the ad’s surreal and comical tone.

“Because of that, we considered that Carlo’s portrayal did not objectify the character. Whilst we acknowledged that some viewers might find it distasteful, we concluded that the ad was not irresponsible or likely to cause serious or widespread offence. We investigated the ad under BCAP Code rules 1.2 (Social responsibility) and 4.2 (Harm and offence), but did not find it in breach.”

This is the second time a DUSK TV ad has been challenged and waved away by the ASA following an earlier, which was reported during February of this year.

Glencraft secures first retail contract in North America

Social enterprise and luxury mattress manufacturer, Glencraft, has signed its first retail partner contract in North America.

The contract, expected to yield Glencraft an annual six-figure turnover, has been secured with Inform Interiors, a high-end furniture retailer based in Canada.

A not-for-profit organisation, Aberdeenbased Glencraft has been providing opportunities for disadvantaged people for more than 180 years.

The retailer will showcase Glencraft’s Sovereign and Heritage mattresses – two of its most sought-after luxury products. In addition, Inform Interiors will also feature Glencraft’s range of luxury mattress toppers handcrafted from multiple layers of all-natural sheep’s wool. These include the Lowlander Comfort topper and the Highlander Comfort topper.

Its Sovereign and Heritage mattresses along with the luxury toppers will be displayed in Inform Interior’s showrooms located at 97 and 50 Water St, Vancouver, for customers to purchase in store.

Established in 1963, Inform Interiors is a family-run furniture, lighting and home accessories retailer. It supplies furnishings from an array of global manufacturers.

Donald MacKay, managing director of Glencraft, said: “This milestone contract with Inform Interiors marks a significant stride forward for Glencraft in the international market, reinforcing our commitment to delivering quality luxury products globally.

“We look forward to a successful collaboration with Inform Interiors and are encouraged by the positive reception already received in the Canadian market to Glencraft’s exceptional products.”

Michael Hanos, senior design and sales executive at Inform Interiors, said: “The inclusion of Glencraft’s exquisite mattresses and toppers in our collection aligns with our dedication to offering discerning customers the epitome of comfort and style. We very much look forward to continuing our working relationship with them.”

The Canadian contract comes as Glencraft strengthens its executive team with the appointment of Michael Ballantyne as marketing and global retail strategy advisor and Kate Stott as sales and business development executive.

Registration opens for the Manchester Furniture Show

The furniture industry’s favourite summer show is back by popular demand! Registration has now opened for the Manchester Furniture Show (MFS), which is making its grand return this July after a five year hiatus.

Having run for 28 years previously, MFS will be relaunching at Manchester Central from the 10-11 July, making the North the furniture industry’s summer meeting place once again. This year’s show relaunch will offer a unique blend of networking, inspiration, and summer sourcing - which MFS is well known for.

Retailers and exhibitors alike have been asking for MFS’ return, Jeff Hughes, Director of Housing Unit said that attending ‘the Manchester Furniture Show is a no brainer for and we’re glad it’s back as buying for us is a 365 day affair and we tend to work 6 months in advance.’ Perfectly timed at the beginning of the second buying season, MFS provides an essential opportunity for mid-year buying which is crucial for pre-Christmas sales. With over 40% of

visitors doing the bulk of their orders in the latter half of the year, MFS is an industry-leading event that brands and retailers can’t afford to miss.

With over 100 brands to explore, retailers, designers, manufacturers and distributors from across the UK will unite for 2 days of sourcing, inspiration and socialising. Prepare to see new designs and find a wealth of creative inspiration from top brands including Buoyant Upholstery, BlueBone Imports, Creation Italia/Incanto, Dappr, Final Touches Trading Ltd, Harmony Furnishings, Kennett & Lindsell Ltd, Kettle Home, La-Z-Boy, Lebus Upholstery, Taylors of Scotland, Heritage and many more!

Networking is as much a part of MFS as the sourcing and this year won’t disappoint. With the Summer Solstice Show Party on the 10th July, visitors and exhibitors can celebrate MFS’ return in a relaxed setting, perfect for casual networking. Then on the 11th July the Women in Furniture Network will be hosting a Leadership Brunch with a talk from Melinda Whittington, CEO at La-ZBoy, speaking on her career journey and advice for women in the industry. Both are invaluable opportunities to meet and mingle with the furniture community in an easy, laid back atmosphere.

Portfolio Director Zoe Bonser can’t wait for MFS to return saying, “We are delighted to finally bring back the Manchester Furniture Show following a five year break, now is the right time to provide sourcing and networking opportunities for the industry in the historic city of Manchester. Running the second biggest show for the industry is a privilege and we look forward to celebrating with the furniture community this summer.”

The Furniture Show’s team are looking forward to welcoming you to the Manchester Furniture Show 2024, where tradition meets innovation in the heart of the North of England. Register now using the QR code opposite.

Fairway invests £1.5m in store revamp

South West independent furniture retailer Fairway Furniture has announced a £1.5m internal refurbishment of its flagship Plymouth store during 2024. The work, starting in April, will take 6 months and will involve removal of the entire existing interior and installation of a completely new store layout, enabling an even wider range of product to be displayed within a fresh, contemporary shop-fit design.

Mattress Online opens in Doncaster

Independent mattress retailer Mattress Online has opened its first Doncaster store. Located on the Sprotbrough Road Retail Park, the new flagship store has been fitted out with a unique new design which includes warm lighting, relaxing colours and a simple and transparent pricing system.

Vidato pop-up

Bespoke upholstery manufacturer

Vidato Interiors UK has announced that it will show at Clerkenwell Design Week in May. Taking place from 21-23 May 2024, Vidato Interiors’ pop-up installation will be located in Cowcross Yard for the duration of the three-day long show.

Head office move for Sanderson

Interior design and furnishings group, Sanderson Design Group PLC, has announced that its head office will relocate to West London. The Group’s head office will move to Voysey House, in Chiswick, in the Summer 2024 following the signing of a 10-year lease.

Dunelm secures new logistics unit

Home furnishings retailer Dunelm has signed a 10-year lease for a 20,400sqft of Grade A space at Gateway 36 in Barnsley, a major hub

for logistics and manufacturing in Yorkshire. It will be used as a site to support the business’ Home Delivery Network, improving the 2-man delivery service for its customers.

Arlo & Jacob opens West Midlands showroom

Handcrafted British furniture brand Arlo & Jacob has announced the opening of its new showroom in the West Midlands. Situated at Mell Square in Solihull, the new showroom is the business’ ninth location.

krow Group launches SNUG campaign

Sofa-in-a-box brand SNUG has announced the launch of its first out of home (OOH) campaign with the tag line ‘Sofas to fit big, little or awkward spaces’, created by krow Group. The agency has also created several executions in Islington that include bespoke details to drive local awareness of the SNUG pop-up in Islington Square.

The Belfield Group strengthens with £7.5m investment

The Belfield Group has announced that it has received investment of £7.5m from its principal stakeholders, NorthEdge LLP and Virgin Money. This investment forms part of a wider package of measures designed to support the business in completing its transformation plans for Westbridge, Tetrad, Belfield Home & Leisure and Clinchplain. It will enable further investment in plant, equipment and system upgrades, modernisation of their facilities and a faster roll-out of its people-first plans.

Kaydian extends Derbyshire showroom

Upholstered bedstead supplier

Kaydian has announced the extension of its Alfreton showroom. The project, which has taken four months to

complete, has allowed the business to significantly increase its wholesale product range, while also moving into offering sofas to its customers. The expansion has seen the space double in capacity and is geared towards helping the business reach its next level of growth.

John Pye Auctions opens its largest site

Commercial auctioneer John Pye Auctions, supporting retailers, manufacturers, distributors with its reverse logistics and providing a sustainable exit route to over 750,000 end consumers nationwide, has announced the opening of its latest facility. With over 2,500 online auctions held annually, John Pye Auctions process circa 350,000 items weekly, across their network. With the latest facility just opened in Cradley Heath, Birmingham, this adds to its sites across England, Wales, Scotland and Spain.

Women in Furniture Network launches Mentorship Platform

Building upon the success of their third Networking event at the January Furniture Show, the Women in Furniture Network (WIFN) is expanding its offering by providing members with the facility to build lasting MentorMentee relationships beyond the Network’s events. This online Platform will offer Network members the opportunity to connect with and learn from experienced professionals within the furniture industry.

Independent opens second store

Independent furniture retailer

Furniture for the Home has opened its new store. The business has completed a full refurbishment of the old Amblecote Furnishers building on Market Street in Kingswinford, adding to its existing location in Sedgley. The new store has created three new jobs for the local area.

BIG SOCIAL April 24! ON

HUMZ

We’ve delivered and assembled into 4 new stores this week and the displays looks great!.

MattressTek

After ISPA this week, we’re off to Michigan to install a huge new production line for a customer. Check out all these conveyors that have been delivered ready to take their place in the factory.

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

MattressOnline

It’s finally all coming together.... our Doncaster store is opening on Good Friday!

Leekes

Since moving our Carpet department on to the Fantastic new Furniture floor at our newly refurbished Llantrisant store business has been fantastic, why wouldn’t it just look at the choice from some awesome Branded Carpet suppliers.

Sterling Home

We presented Children’s Hospices Across Scotland (CHAS) with a cheque for over £100,000, which has been raised through the sale of second-hand books on our bookstall in the Mill Cafe in our Tillicoultry store. What started as just a few books on a table has, little by little, grown into a well-stocked, busy bookstall built into the café wall, so it’s well and truly in with the bricks!

MFC GROUP

Before the UK team returns home, we reflect on a trip filled with productive meetings and valuable connections.

Thank you to everyone who made this journey memorable.

See you soon!

BIG INTER VIEW

WITH KATE ROWE

Kate Rowe, co-founder at Spaceworks Interiors, shares an insight into her business, what she would change in the furnishings industry and how independent furniture retailers continue to amaze her.

Let’s start with you. Can you share a bit about yourself and your background?

I’m a married mum of two children, living and working in Somerset – it’s where my heart is and I’m hugely grateful to return to the lush green fields after each trip away. Don’t get me wrong, I like to visit other places and wonder at the variety of the British Isles - I’ve worked with chains and multiples across the UK and Ireland - on ground breaking new retail developments paper to build eight weeks, I’ve managed re-fits in challenging environments, I’ve sat on the design board to develop in-store solutions with the best in practice.

I set up Spaceworks to move away from the high street, channel my passion to deliver results to the Independents

and make design and fit out affordable to them. I still get to travel – TICK, and meet interesting people – TICK – now, I can do all this and balance work and home life by finally at the age of 40 running my own successful business.

What is your current job role and key responsibilities?

Owner and Director at Spaceworks for seven years. My role includes client interface, design lead, marketing, and new business. I wear many hats, and as a small business, the job is varied, but keeps me on my toes!

What do you love about your job?

Our clients and meeting new retailers, understanding their journey, how I can help them and getting them results to be proud of.

What time is your alarm clock set for?

Three mornings a week the clock is set for 5:30 and I’m in the gym weight training for 6am – feeling alive and annoyingly chirpy, I’m ready with smiles and energy to help the kids get ready and get off to school. At the PC by 9am with coffee and list of the day!

Why did you choose to work in the furnishing industry?

Fell into my first job in shopfitting out of university looking for a business to grow with – I loved retail from the off, always inquisitive about each individual set up, set of circumstances and products / techniques – starting Spaceworks, I’ve focussed on independents and meeting clients through AIS was our first intro into the world of furniture.

Who do you most admire in the industry and why?

The independent furniture retailers –you know who you are – I’m amazed through the tough trading periods over the last three years, their abilities to flex, respond and change to trends. I’ve seen one retailer increase warehousing capacity as new online sales took off during the pandemic, another who has analysed shopfloor space and brought in well-known brands to boost return on sales, and another who can see the benefit of improving the shopping experience for their customers and is investing heavily in their infrastructure to compete directly with the national chains

Have there been any special moments during your career?

Making it through the pandemic with a business intact and when a customer comes back and wants to work with you again and again.

What is your favourite item of furniture you own and why?

A bow fronted painted blue chest of drawers I keep in the hallway - I picked up when living in Italy. It has a renaissance feel about it, makes a bit of a statement. Its deep drawers take all the family table linen and provides an excellent hallway stand.

What do you think is trending within the industry at present?

Styles and colours that increase a sense of comfort and peacefulness – we’re all now so mindful of creating relaxing environments that improves our metal health.

What would you change in the industry?

Less reliance on foreign manufacture and a greater move back to British – it’s happening, but still more could be done to re-invest in our manufacturing base and realise the greater benefits it brings.

More could be done to re-invest in our manufacturing base and realise the greater benefits it brings.

Can you share an insight into your future plans?

To be here for the foreseeable and work with more true established pillars of furniture retailing world.

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

I love trail running (away from the kids (!) head space and time with friends), gardening, particularly my veg garden and consuming all the fruit of my labours - travelling (desperate to learn more about other places in the world), I tap dance, and love reading books that will open my mind to subjects I know little about.

If you had a different career, what would it be?

Historical Archaeologist – I’d love to dig around for proof of earlier civilisations, study objects and remains, photos and written literature and piece together parts of the puzzle – fascinating!

Finally, if you were an item of furniture, what would it be and why?

I normally steer away from these sorts of questions, as the responses are far to read into! But I will this time. I would be a kitchen table, as like a kitchen table that invites all sorts of activities at it – I like to do all sorts of activities too, from painting, crafting, cooking, gardening, running, walking, reading to name a few – and the kitchen table remains at the heart of the family interaction, and keeping my family together and talking is very important to me.

If you could hack into any one computer, whose computer would you choose and why?

That’s totally illegal! Not my bag, I’m not tech enough… but hey, maybe if I could my bank???!!! ...obvious reasons.

What fact amazes you every time you think of it?

It’s amazing and sad at the same time – 8 million tonnes of plastic enter the oceans each year! We learnt this at a recent Live with Steve Backshall (our children are huge Steve fans!) – I’m constantly reminded of this fact when I open the fridge, use the bathroom, go shopping etc.… and I really hope our government can do more to ban plastics and their use in the future.

What’s the most spontaneous thing you’ve ever done?

I booked a sky dive when on holiday in New Zealand, there was no waiting list, I could go immediately – no time to think about it, just did it! The most exhilarating and adrenalin pumping thing I’ve ever done!

What is the most important object you own and why?

My Garlic Crusher – I moaned at my secret Santa this year being so ‘useful’ - a kitchen gadget and not luxury frivolity, but apparently it’s the best on the market, and now I’ve used it loads I can see why –no need to peel, effortless motion, no waste and cleans like a dream - it’s definitely my favourite object of the moment.

What did you think was cool when you were young but isn’t cool now?

I used to download my favourite song as a ring tone and make sure it would blast out when the calls came in – I thought that was so cool, breaking into song each time it rang! Not now though, just a simple traditional phone ringing tone is enough.

Get Ready for Summer

With Spring already here, now is the time to start thinking about outdoor furniture. Gallery Direct offer an exciting and varied range with a wide selection of stunning new garden products for 2024.

“We have added a wonderful variety of exciting new durable styles to our outdoor living category this year, including some innovative designs, which offer added functionality and practicality,” says James Hudson, Commercial Director. “Consumers now like to style their outdoor spaces as they do their interiors, so offering a varied range of pieces and styles, to suit different tastes and requirements, is vital to success.”

One of the innovative new lines is the chic and contemporary Pescara Lounge Set. This lovely set includes a cleverly designed 3-seater sofa, which has a raising end so that it doubles as a sun lounger. The set also includes a footstool to give a chaise corner, and a coffee table with a beautiful slatted teak top. The frames are crafted from aluminium with a lovely anthracite finish, which pairs beautifully with the grey cushions on the seats.

Another stylish yet practical set is the Kavala Balcony Set which is perfect for small outdoor spaces and balconies with its innovative folding design. The set offers two chairs and a dual-layered table. When folded away, the chairs fit inside the folded table for storage, taking up very little space. Kavala is made from dark grey powder coated steel with a Textilene seat and back on the chairs for comfort.

Gallery’s outdoor furniture includes a wide range of lounge sets, from more

We are continually developing new lines to keep our offering fresh.

traditional to contemporary styles, in a range of materials, along with dining furniture, sun loungers, benches, traditional deckchairs and even a stunning day bed. The Marzano Lounge Set is crafted from aluminium paired with round PE rattan on the seats and acacia wood for the coffee table top.

“For all our product categories, we are continually developing new lines to keep our offering fresh,” continued James, “and outdoor living is no different. We have recently been designing a new collection ready for next year, giving the lines the Gallery feel, and basing them on an indoor-outdoor thought plan. Although the products are designed with durability in mind for outdoor use, many could equally well be used indoors.”

To find out more about Gallery’s current Outdoor Collection, take a look at their website and/or contact them below.

www.gallerydirect.co.uk - 01795 439159 - sales@gallerydirect.co.uk

Marzano Lounge Set

Pescara Lounge Set with raising end.

Kavala Balcony Set, which folds for easy, compact storage

Bridging the bed design gap

Italian bed manufacturer Novaluna talks about the upcoming Salone del Mobile 2024 and how their new wave of bed designs bridges the gap between traditional and contemporary.

We invite you to join us at Salone Del Mobile, Milan- April 16th to 21st 2004 ~ Hall 7 Booth D22 where we can walk you through our ranges and introduce our new models.

“We are very excited for Salone del Mobile 2024, and for showing retailers and designers all over the world, just what we can do,” says the brand ahead of the upcoming exhibition.

The Milan Expo this year will be a special edition for Novaluna. After riding the challenging times of the pandemic and the tumultuous period after, Novaluna is now emerging stronger than ever.

With 11 beautiful bed models staged with their own new cabinetry lines and another strong stand design, it is believed that this exhibition will be the best yet for the bed brand.

It is the company’s expertise in all elements of furniture that has seen them grow stronger over the recent years. With manufacturing of unlimited capacity, in the upholstery mecca that is the Matera-Motescaglioso region of Southern Italy, the company has a team of skilled craftsmen and women who put their all into making the artisan handcrafted beds they are hailed for.

Owners of the F.lli Cornacchia manufacturing business, who supply all the wood frames for many worldwide sofa brands, the management team of Novaluna are strongly regarded as experts in the furniture field.

Partnered with Bluebird Agents & Consultants for the UK/IRl market, both teams are confident that Novaluna’s entrance into the UK will bring a new wave of bed designs that the market needs.

Katie Marshall, Director of Bluebird Agents says: “At Bluebird our experience has mostly been based in Sofa Upholstery and we acknowledge that the bed market is sometimes considered a slightly separate entity in the UK. However, Novaluna bridge a wonderful gap between the traditional views of bed design and contemporary pieces of furniture to be proud of.”

It is worth noting however that the team in Italy don’t just make pieces of furniture, it is a much more considered design than that - it is a member of the family, a

companion, a resting place in life. Each bed model has intricate detail in upholstery, fabric and leather contrasts and leg and frame options which allow the consumer to model a design specific to their desires.

Choices of one motion and two motion storage, Electric models and slimline ranges all mean that we can cater to any needs both in functionality and looks. Katie adds: “The wonderful thing about Novaluna beds is that the functionality that one often needs in their bed, for example storage in times when we often don’t have enough, doesn’t compromise on the beautiful Italian Design and Form we come to expect from their beds.”

“We very much look forward to seeing bedroom staging from Novaluna sitting alongside the more traditional solutions often seen in stores. For those retailers who would like to show our models, we look forward to supporting them in any way we can.”

Purecare powers on with protection mission

US bedding brand Purecare continues to build on its success after entering the UK and European markets earlier this year.

Purecare has built international success by focusing on wellness products which are designed to enrich sleep wellbeing. Having launched into the UK and European markets at the January Furniture Show at the start of 2024, the brand continues its awareness drive by signing up to both the upcoming INDX Beds & Bedroom show and the Spring Furniture & Beds Show.

Johan Bosman, Senior Vice President of Global Business Development, explains: “Our company’s mission is to make home the heart of wellness. We’re the bedding company devoted to you and your family’s well-being.

“With every fibre of our being and stitch of our fabric, we care about the sleep quality and wellness of everybody and every body. This is why we design products with one simple mission: to wrap the world in whole-body care and comfort. Because when we sleep well, we rise to live well too.”

Purecare started in 2008 focusing on mattress protection that is both extremely high in quality and aimed to enhance every individual’s unique sleep experience.

Johan continued: “Today, our ranges specialise in five-sided protection and six-sided encasements which are bed bug proof with our flagship OmniGuard ranges.

“Additional mattress protectors also incorporate the use of high-quality fibres such as CELLIANT Recovery, which uses the world’s most advanced infrared fibres to support restorative sleep and stimulate faster recovery.

“With growth in product development being our speciality, in addition to mattress protection we now have a wide range of state-of-the-art pillows and premium bedding sheets. One of our flag ship pillows uses new technology such as mineral based FRIO fibres, which are designed to tunnel your body heat away from you instead of allowing it to build up and disrupt your sleep.

“These are just a handful of examples of our innovation behind our wellness products.

We’re excited to build on our momentum and grow in the UK.

It’s also one of the main reasons why today we are recognised as one of the largest and leading experts in this category within the US market.”

After a positive January Furniture Show, where the brand launched an expansive range of mattress protectors and encasements, Purecare aims to build on its momentum, utilising its partnership with Dr. Andrew Weil, a world-renowned pioneer in integrative medicine, who helps to uncover universal connections between the mind and body that can bring gaps in our collective sleep wellness experience.

Sarah Bergman, Chief Marketing Officer, added: “This partnership further enhanced our understanding and development of our core wellness products which has already shown to be a great success. As we’ve grown from strength to strength in the US, we’ve long recognised that the UK & European market’s consumer trends mirror the growth in demand for wellness products.

“If you want to partner with a leading wellness specialist in mattress protection, pillows and premium bedding, that will help increase your sales and profit within this category, please do contact us and get involved. We’re excited to build on our momentum and grow in the UK.”

www.purecare.com

FEATURES

Kevin Slade, Director of Growth at DUXIANA, continues the conversation on the importance of partnerships and unveils some upcoming collaborations.

Late last year, we spoke with Swedish bed and furniture manufacturer DUXIANA on the benefits of being a DUX partner, exploring their ongoing partnerships across a number of sectors. These included Tottenham Hotspur Football Club and The Arran Hotel in St Andrews, Fife. More on both Spurs and their hotel business, which has already seen the company partner up with more than 150 prestigious hotels globally, later.

For now, the attention focuses on a new, sky-high collaboration with airline SAS. DUXIANA has been appointed as Official Comfort Partner of SAS airline, as Kevin Slade, Director of Growth at DUXIANA, explains: “We have been working with the brand for many years but this new initiative takes our relationship to new heights and will see us with dedicated relaxation areas within the Gold member lounges at Stockholm, Oslo and Copenhagen airports.

“We will be utilising a number of our iconic furniture pieces to create various vibes or environments from small group work areas, to casual chatting spaces through to individual chill zones. In addition to this, we will build on the existing sleep rooms that exist in the Copenhagen lounge to further enhance our offering to the SAS customers.”

And that’s not all. The partnership will also see DUXIANA products become a fixture on board SAS aircraft too. “Away from the lounges and moving on board, we are providing the pillows, duvets and comfort kits within the first-class cabins across the fleet,” continues Kevin. “This ensures that we have enhanced the comfort of the premium traveller from the airport to their destination. It’s an exciting partnership for us and we look forward to seeing how our collaboration grows.”

From the sky to sound, next up on the partnership programme takes DUXIANA to Danish premium audio and vision producer, Bang & Olufsen. Officially announcing the collaboration in May, Kevin said that it was a “no brainer” to forge a relationship due to the many points of “synergy” between both brands. “We are preparing our announcement of our new Bang & Olufsen (B&O) collaboration next month, where there are many points of synergy between our brands. We are both 98 years old and seen as high-end premium/luxury brands and products, while also both predominately manufacture all aspects, or at least key the elements, of our products in house to having an almost identical customer demographic.

“The collaboration will see us launch a handcrafted statement headboard constructed in solid wood and upholstery with any premium features that also includes B&O sound. The product will be exclusivity available through the DUXIANA retail channel and will be offered in three wood finishes with a number of further customisable elements.”

The main launch event is planned to be in Malmö during early May before simultaneous events in London and Los Angeles. Staying in London, DUXIANA has also revealed plans to further enhance their ongoing partnership with Tottenham Hotspur Football Club.

As previously reported, the Spurs collaboration has been a huge success story for both brands, which saw every player kitted out with a DUX Bed, both at home and at the training ground, with sleep an important ingredient when trying to achieve sporting success.

“The partnership is working really well,” said Kevin. “The products have been really well received as has our concierge style of service. To ensure that the players gain the full effects of sleeping in The DUX Bed, a personalised fitting for each player was carried out to set their

”The reason for each of these collaborations is of course to drive brand awareness, however more than that, they are driven by our desire to work with like-minded brands in a way that enhance people’s lives.

Pascal, lumbar support and pillow needs, which is the level of attention to detail we provide to all our DUX users.”

Spurs players got to learn about the products DUXIANA provides, as well as the benefits of its unique customisable comfort zone system, called Pascal – their patented Cassette System named in honour of the French physicist and mathematician, Blaise Pascal. A “pascal” is an international unit of measure for pressure, and in DUX’s case, a measure of the precise pressure required by each spring to support a resting body of a particular size, shape and weight.

Adding to this partnership, Kevin revealed a sneak peak of what’s to come. “We are now working with the club to enhance the comfort and maybe even the sleep of the players when travelling, be that by bus or air. This is likely to be in place for preseason travel, but that’s all we can say right now, so watch this space.”

Kevin didn’t stop teasing there either, with two more under-wraps projects currently ongoing that are close to launch. One is the expansion of their hotel division here in the UK where the brand is working closely with a London hotel to kit out their premium suites with DUX beds, just like The Arran Hotel, while the other is the opening of their second British showroom, and their first outside the capital, in Stamford. Situated on Ironmonger Street, the new store is one of DUXIANA’s strategic locations to grow the business model and target audience, and opens this month adding to its Marylebone in London site.

“Our next hotel venture will see their premium suites offer a fully customised sleep experience utilising Pascal and pillow choices,” revealed Kevin. “From here we will look to move to all rooms across the hotel. As for our Stamford store, this forms part of our expansion strategy where we are actively looking for 6-10 retail partners across the UK that are in line with our strategy of offering, which is a premium unique product via a premium customer experience.

“The reason for each of these collaborations is of course to drive brand awareness, however more than that, they are driven by our desire to work with like-minded brands in a way that enhance people’s lives. We will continue to explore further opportunities and have a number of equally exciting possibilities on the horizon.”

www.duxiana.co.uk

Retail Focus with Furniture And Choice

Amthal Karim, Head of Marketing at online retailer Furniture And Choice, talks about recent investments, the upcoming launch of a new website, why AI is important and what consumers are looking for before making a purchase.

Meet Amthal

As Head of Marketing, I manage the brand assets at Furniture And Choice. I’m passionate about creating amazing photography and inspirational content. I’m also responsible for researching the latest trends for our buying and sourcing team.

Recent investments?

We’ve recently invested in an exciting TV campaign which aired over Black Friday and during the New Year. Styling a set for television instead of photography was an entirely new experience - we certainly didn’t realise how much work goes into creating just one thirty second clip! Venturing into ‘above- the-line’ was an important turning point for our brand - we want people to notice us. The TV campaign helped us to

increase awareness of Furniture And Choice and we want to keep up the momentum with further marketing investment.

Within buying and sourcing, we’ve spent a significant amount of time revamping our product ranges. We’ve been analysing interior trends closely so that we can offer fashionable furniture to our customers - the monochrome aesthetic and curved shapes are really popular at the moment. We intend to keep expanding our product offering so that customers will always find something new when they visit our website.

Future plans?

We’re currently developing a new website to meet the growing needs of the business and to take advantage of new technology, AI and personalisation. This will enable us to run more efficiently and increase our competitiveness in the current economic climate. Artificial Intelligence has developed rapidly in the last few years and –within ecommerce - we believe it will empower asset development, predicting consumer behaviour and enhance the customer experience.

As for our marketing strategy, we’re planning to work with influencers and brands a lot more this year so there will be some strong collaborations to watch out for.

What is your mission?

At Furniture And Choice, our mission is to banish the fear of buying furniture online. We have a high level of product, manufacturing, and e-commerce experience within the company. This enables us to offer quality products backed up by free delivery, free and easy returns, and knowledgeable staff.

On sustainability, what is your business doing on this topic?

To offset our carbon footprint, we plant a tree for every order - our aim is to plant 500,000 trees. We’re also moving to 100% recycled cardboard and phasing out virgin plastics in our product packaging. In terms of products, we’re now offering customers recycled and solvent free upholstery options, and all the wood we use is sustainably sourced. We’ve been using sustainably sourced wood from the very beginning - since we launched in 2005. The timber we use comes from managed forests, which adheres to strict guidelines to prevent deforestation. Within our business operations, we also recycle and manage waste responsibly.

How has recent business been? What trends are you noticing?

In the current economic climate, we’re noticing that customers are browsing around for the best deals more than ever before they make their purchase. It seems there is a demand for good value, high quality furniture that will last longer - as opposed to the more ‘fast-fashion’ approach which had started to take hold before the Pandemic. We’re also seeing a trend towards luxurious detail in furniture design - customers want subtle touches that make their sofa or dining chair feel like a designer purchase.

It’s become less about making a statement and more about understated luxury.

What would you change in the industry?

It would be great to see more female digital marketing specialists, buyers and directors within the furniture industry - this is an area that seems to be underrepresented at the moment.

What challenges do you currently face and how are you overcoming these?

We’re facing the same challenges as probably every businessthe downturn in the economic climate. Our strategy is to maintain Furniture And Choice’s strong USPs - good value, high quality furniture with fast, free delivery. We’re investing in the brand, building brand awareness and

We’re currently developing a new website to meet the growing needs of the business and to take advantage of new technology, AI and personalisation.

increasing market share. We’ll also continue to inspire our customers with exciting content and new furniture designs.

Do you have any staff you would like to pay special thanks or recognition to and why?

The entire team at Furniture And Choice - they’re amazing! Everybody works towards our brand values of being open, knowledgeable, agile and cooperative. We have offices in the UK and Asia and its impressive how everybody works so well together. Every member of staff matters and we all contribute to the success of the business together.

Why do you think customers choose your business?

Customers choose us because - in online furniture retail - we’re a well-established, trusted and knowledgeable brand. We boast thousands of independent reviews rated ‘Excellent’ and once people discover our brand, they love to browse and buy from us. We back this all up with excellent customer service, free delivery and free returns which entices customers to commit to that final click.

About Furniture And Choice

Brothers Howard and Tom Obbard started Furniture And Choice in 2005. Howard is a furniture manufacturer — for over 20 years, his factories have supplied well-known high street brands around the world.

Tom worked at Amazon and then Heal’s, known for their design-led furniture. Howard and Tom still lead the company — hands on.

www.furniturechoice.co.uk

Why WebSystem?

David Hewitt, Head of Global Support & Implementation at RetailSystem, talks about their powerful eCommerce platform, WebSystem.

Right from our inception some 20 years ago now, RetailSystem has been powering successful eCommerce Furniture & Bed websites across the globe.

So why WebSystem? As our industry evolves, the need to become more agile, and visible continues to grow, an online presence is fast becoming crucial, we simply responded to this need, and developed WebSystem.

Towards the end of the last decade when WebSystem was born, our very own in-house team of highly skilled web developers who are completely in-tune with the furniture industries leading EPoS, RetailSystem, became a winning combination.

WebSystem later evolved into WebSystem Shopify, this powerful combination drives sales and footfall to our clients websites as well as bricks and mortar stores, by taking full advantage of all the incredible Shopify marketing apps and combining them with WebSystem thus creating some incredible features…

1. Our unrivalled complex product builder, allows your client to build products with unlimited options for sofas and bed’s etc.

2. A unified single database for live REAL TIME inventory online and in-store, you can literally sell from your stock or stock on order as well as update all your prices in-store and on-line simultaneously.

3. WebSystem’s Unified CRM, Online Order Tracking, Logistics & delivery scheduler enables you to manage that oh so important last mile. You can even let your clients select their preferred delivery date at the checkout.

And that’s just a few highlights to be honest, the list goes on. We would prefer to spend 30 minutes with you, when it suits, either on a zoom call or we would be happy to visit your store, either way it lets us show you in detail how the magic happens.

You don’t need to be a RetailSystem client to have all the WebSystem features and benefits! You just need to call us on +44 207 0961 456 and book a demo, show us what your ideal website would look like or similar, we will match the plan that suits your needs starting from just £315.00 per month. We then help you build the theme, branding and design.

On top of that we will populate the entire product content of the website, your pricing, descriptions (re-banded

if required), sizes & hi-res product images.

I know what you are thinking, ‘How much does it cost upfront’ - The great news is that it doesn’t, just a simple monthly subscription on a rolling 30day agreement.

As your eCommerce partner our objective is to help you the retailer SELL MORE FURNITURE & BEDS!

Coming soon, our very own SEO specialist is joining the team, but more about that on our next catchup!

David Hewitt

Peak Converters continue their transformation journey

The past couple of years have been a whirlwind for leading foam and fibre converter Peak Converters as they have embarked on an impressive transformation journey.

Since their re-brand in 2022 the company has invested across all areas of the business to modernise, increase capacity, and ensure their commitment to technology and innovation as the driving force of their business.

As the second part of their transformation programme unfolds in 2024, managing director Mike Crowshaw provides an insight into the exciting things that are to come from the company that will ensure it is poised ready for the next phase of growth.

Investing in excellence: Modernising facilities

Mike said: “We are continuing to invest in modernising and upgrading our plant and facilities to deliver the absolute best in service for our customers, whilst also making our environment inviting and comfortable for our employees.

“To that end we are about to embark on a refurbishment programme of our staff facilities, which will include new kitchens, flooring, paintwork, and general modernisation. The goal is to help us make Peak Converters a great environment to work in, to help attract new talent into the business, and to support the growth of our Peak Converters family.”

Continuous improvement: Increasing efficiencies

“A significant machine refurbishment programme is scheduled to kick off during the summer, which will see us conduct major upgrades to EVERY machine in our factory,” Mike continued. “This will include advanced IIoT (Industrial Internet of Things) based monitoring for all of our CNC machines. The aim is to reduce downtime, increase efficiencies, and provide an overall better experience for our customers.

“As part of this I am really excited about the work our team are undertaking to help speed up our upholstery kit assembly process. Having supplied more upholstery kits than ever before in 2023, we are striving to further improve on our already incredibly competitive lead times by introducing innovative technology to speed up the process and deliver the goods to our customers even more quickly.”

Green Initiatives: Moving towards net zero.

“Building on the success of our project to upgrade LED lighting right across our factory in 2023, which slashed our lighting energy consumption by a remarkable 59%, we are continuing our journey towards net zero manufacturing and are committed to improving our environmental impact. We’ll be installing solar panels on our factory roof, which will generate sufficient power to supply

our entire factory with any surplus energy contributing to the national grid,” Mike revealed.

Working together:

Development partner

“It is always pleasing to be asked to support our customers with their new product developments, whether that be designing a new cushion, testing a new filling material, or trialling a new conversion method,” Mike says. “Our team enjoy the challenge of new product development and pride ourselves on being a part of both our customers’ and suppliers’ extended NPD teams. Some of the recent initiatives we have been involved in include designing a new sprung sofa cushion alongside Wade Springs.”

Exhibition debut!

Adding to the excitement, Peak Converters are looking forward to participating in their debut exhibition at the Furniture Component Expo, where you’ll be able to find them on Stand 83.

Mike adds: “This will be the first time we have taken part in a show, and we are really looking forward to supporting this inaugural event.

“With so much going on it will be a fantastic way to bring our customers up to speed with what we have to offer. We will be displaying some of our innovative foam and fibre fillings, as well as our upholstery and cushion kits on the stand.”

The exhibition provides a prime opportunity for customers to witness first-hand the advancement of Peak Converters and to find out more about their offering. Visit them on Stand 83 at the Furniture Component Expo.

We are continuing our journey towards net zero manufacturing and are committed to improving our environmental impact.

Furniture Components Expo

With the British Furniture Manufacturers (BFM) Furniture Component Expo taking place from 24-25 April at the Telford International Centre, we take a look at what to expect from exhibitors on display.

This month marks the debut of the Furniture Component Expo, sponsored by Vita Group, BeA and Carpenter. The Expo provides an efficient platform for businesses of all sizes to connect with leading suppliers, source innovative materials and explore cutting-edge machinery and tools.

Featuring a diverse exhibitor landscape showcasing everything from hardware and finishing materials to furniture components and advanced manufacturing equipment, the Expo also includes the Innovation Trail, showcasing new products and services, as well as informative seminars led by industry experts who delve into topics like sustainable practices, emerging technologies, apprenticeships and skills, exporting and new trends.

As for exhibitors, Peak Converters are looking forward to participating in their debut exhibition too, where you’ll be able to find them on Stand 83 and witness first-hand the advancement of the company and to find out more about their offering. Mike Crowshaw, managing director, said: “This will be the first time we have taken part in a show, and we are really looking forward to supporting this inaugural event. With so much going on it will be a fantastic way to bring our customers up to speed with what we have to offer. We will be displaying some of our innovative foam and fibre fillings, as well as our upholstery and cushion kits on the stand.”

Meanwhile, experience cutting-edge furniture care solutions with LCK International. As a trusted German company specialising in furniture care, LCK invites manufacturers to explore its innovative product line tailored for factory environments. “Discover our range of leather repair kits and colour pigments designed to meet the specific needs of manufacturers,” the company said, adding: “Our rigorously tested aftercare products seamlessly integrate with leather and fabric ranges, ensuring superior quality and longevity. We’ll be in booth 79G at the exhibition, so come over to learn more about how LCK International can elevate your furniture care standards.”

JJ Smith unveils their latest groundbreaking product range from Woodworking Robotics (Stand 73). Partnering with leading robotics manufacturers, they can offer cutting edge automation solutions to the woodworking industry aimed at simplifying manufacturing processes. R J Binnie Ltd is also pleased to be supporting the event and will be showing their extensive range of furniture components and mechanisms. You will be able to see Linkrest sofabed mechanisms and MotionItalia recliner mechanisms. “We will also be showing extensive ranges of metal and wooden furniture feet, as well as hardware, internal fabrics, zips, thread, piping cord, springs etc,” the company said.

“All of these products are stocked in our Leicester warehouse and can be delivered by our fleet of delivery vans or couriers, giving our customers the service and comprehensive range that they require. Visitors are welcome to visit our stand to find out what is new in the market. Come and sit on our sofabeds and recliner chairs to understand the benefits and features on offer.”

As for Assyst Bullmer, they said: “We can’t wait to showcase our latest innovations in composite cutting technology and engage with visitors to demonstrate how our solutions are shaping the future of the industry,” and German fabric wholesalers HOPKE Textiles are introducing its high-tech furniture fabric, stating: “Wizard combines outstanding technical properties with timeless aesthetics, ease of care, and high utility value. Stains, such as those caused by ballpoint pens, can be easily removed with a dry cloth. Thanks to over 150,000 abrasion cycles and a scratchresistant surface, Wizard is also capable of withstanding strong wear and tear.”

Moving on to Anderton Board and Packaging Ltd, the family-owned business, originally founded in 1850, specialises in sustainable solid board solutions for the furniture industry. “We have an excellent reputation for quality, service and innovation, engaging with our clients to understand their needs and challenges, ensuring that the correct product is supplied on time and fit for purpose,” they said.

Vetigraph will be showcasing a range of furniture and upholstery design cutting solutions. With over 30 years of expertise in developing innovative computer-aided design solutions (CAD) for the home furnishings, upholstery, and related industries,

Vetigraph offers a diverse selection of computer-aided manufacturing hardware (CAM), from plotters to advanced CNC fabric cutting machines. “Our cutting-edge technology has empowered top brands and manufacturers to enhance quality and profitability, streamlining their production processes and allowing them to bring their products to market quicker and more efficiently,” the company said.

One of the show sponsors, Vita Group, a provider of value-added and differentiated flexible polyurethane (PU) foam products. Vita’s Comfort UK is part of the group, and is its UK division that manufactures and converts polyurethane foam focusing on bedding, upholstery, and medical markets. Meanwhile, Wood’s Packaging, voted ‘Best Supplier for Packaging Products’ in 2023 as part of the Big Furniture Group Awards, supplies hundreds of manufacturers and retailers all over the UK and Ireland, and has been doing so for over 30 years. “We stock everything you would need to protect your products, from polythene sofa and mattress bags, reusable padded covers, tape, bubble wrap and much more,” the company said.

When it comes to spring manufacture, Wade Spring has been producing a full range of springs used by the furniture trade for over a century. “All springs are manufactured in the UK at our factory in Long Eaton and our experienced team are on hand to advise regarding all aspects of spring specifications and fitting,” they said.

Glazpart is also exhibiting its full furniture product range. In 1998, Glazpart the plastic injection moulding company entered the UK furniture sector after acquiring Promould Ltd. Since then, Glazpart has developed a huge range of plastic moulded tube inserts (in multiple colours) for the furniture sector. Using its diverse range of skills, expertise and services, Glazpart delivers an endto-end service, from bespoke smart design to full mass production of moulded components for furniture manufacturers. Offering component solutions for office and domestic furniture their range includes tube adjusters, feet, spacers and fittings.

Other exhibitors sharing their respective updates include BeA, Carpenter, Camco, CPS, Clockwork Components, Fibreline, Fibre Components, Fryett’s Fabrics, Leggett

& Platt, Handy, Westmid Logistics, Tyler Hardwoods, Triumph Needle Company, Verisio, Trentside Products, Talbotts Biomass Energy Systems, Simpson Packaging, Sebatex UK Ltd, Ramsey Timber, Nagro Frames and DispatchTrack to name but a few.

Alongside exploring the exhibitor stands, the Expo has a packed programme of seminars over the two days, with the latest addition from the Department for Business and Trade (DBT) taking place on day two of the inaugural event. A bespoke presentation will be given by Naomi Steemson, who is an International Trade Advisor at DBT in the Midlands. Her talk will provide an overview of the complete service offer from DBT, which is designed to support enterprises of all sizes, including furniture businesses looking at export markets for the first time.

Naomi will also outline the role of International Trade Advisors, who are the DBT’s experts in connecting businesses with export opportunities, as well as sharing initiatives such as the UK Export Academy, UK Export Finance and Trade Missions. Phil Spademan, MD of the BFM, said: “The session will provide a comprehensive guide to the advice, support, and promotion available for British furniture businesses wanting to grow and export, including the wide range of tools and resources provided by the DBT to assist businesses on their exporting journeys.”

The seminar programme also features talks on best practice, sustainability, workforce and apprenticeships alongside a workshop on carbon footprint and net zero. The first day of the event will also feature two panel discussions.

Automation vs Skills: Friend or Foe? is the topic for The Dorset Chairman Alan Payne; Racheal Baker from JJ Smith, Ian Peers from Ercol and John Mercer of BeA Fastening Systems.

The second panel discussion will feature Dr Jake Lane, Silent Night; Paul Vaughan, DFS/BFM; Aleksandra Wilczynska, Mobus; Julie Walker, Vita Group; Moderator: Phil Spademan, BFM, and is entitled Fire regulations: what next?

Silentnight has engaged with the furniture sector on how to enable a reduction in CFR use, sharing their knowledge and findings on various subjects impacted by Fire Safety Regulations, and the segment will include a Q&A session.

Phil Spademan added: “This is a hugely important topic for our industry and the Furniture Component Expo 24. The session will see experts from their fields offering

Prepare to be inspired at the Furniture Component Expo – your gateway to a thriving and dynamic furniture-making landscape.

their perspectives and insights into the research which has been conducted since the announcement of the Government Consultation on the regulations.

“BFM is seeking input into creating a round table discussion beyond the Furniture Component Expo 24 to present to Government as a further industry response, so this will provide an invaluable opportunity to collate viewpoints across the sector.”

Finally, and serving as a reminder, the BFM previously announced that its popular London Fabric Show, a long-standing date in the industry’s calendar, has moved from its traditional London location to run alongside the Furniture Component Expo. The new arrangement responds to an industry call to have a location that is more accessible to the entire UK, as well as international visitors, with easy rail, air and road connections, as well as ample parking. It also provides more space for visitors and exhibitors, coupled with the opportunities and convenience of having two industry events in one format.

“Whether you’re a seasoned manufacturer or a burgeoning entrepreneur, the Furniture Component Expo has something for everyone,” the organisers said. “It’s an opportunity to save precious time and resources by consolidating your supply chain under one roof, stay at the forefront of industry advancements, and forge valuable connections that can propel your business forward.

“Prepare to be inspired at the Furniture Component Expo – your gateway to a thriving and dynamic furniture-making landscape.”

Innovative Woodworking Robotics

JJ Smith unveils innovative Woodworking Robotics at Furniture Component Expo 2024.

JJ Smith leads the charge in woodworking innovation at Furniture Component Expo 2024, unveiling their latest groundbreaking product range from Woodworking Robotics. Partnering with leading robotics manufacturers, they can offer cutting edge automation solutions to the woodworking industry aimed at simplifying manufacturing processes.

The aim of Woodworking Robotics is not to replace humans, but to enhance their capabilities. By delegating the ‘3 Ds’ of manufacturing – Dirty, Dangerous and Dull tasks – to collaborative robots, operators can focus on higher value tasks, boosting productivity and reducing risks.

At this year’s Furniture Component Expo, from 24 to 25 April 2024, visit Woodworking Robotics (Stand 73) to witness their latest innovations, including robotic assembly systems, conveyor loading, furniture sanding, screwdriving, machine tending and T-nut insertion.

For more information on how automation can revolutionise your woodworking production processes, contact JJ Smith today.

The aim of Woodworking Robotics is not to replace humans, but to enhance their capabilities. ”

FEATURES

Precision in Furniture Making: The Role of Bullmer Cutting Machines

In the world of furniture manufacturing, precision is paramount. Every cut, every seam, every detail contributes to the quality and aesthetic appeal of the final product. For over 30 years Assyst Bullmer, suppliers of Bullmer cutting technology in the UK, have provided customers with its products as well as unparalleled industry experience to help them move their business forward.

Bullmer cutting machines are renowned for their accuracy, efficiency, and versatility. These state-of-the-art machines utilise advanced technology, to precisely cut various materials used in furniture production, such as fabrics, foam and leathers.

One of the primary advantages of Bullmer cutting machines lies in their ability to execute complex designs with utmost precision. Whether it’s intricate patterns, elaborate shapes, or custom dimensions, these machines can effortlessly translate digital designs into flawless cuts, ensuring consistency and quality throughout the manufacturing process.

In the realm of furniture making, where customisation is increasingly valued, Bullmer cutting machines offer unparalleled flexibility. Manufacturers can easily adapt to changing design trends and customer preferences, seamlessly integrating intricate details and unique elements into their creations. This flexibility not only enhances creative freedom but also enables manufacturers to efficiently meet the diverse needs of their clientele.

Moreover, Bullmer cutting machines significantly streamline the production process, reducing waste and optimising material usage. With their high-speed cutting capabilities and intelligent nesting algorithms, these machines maximise yield while minimising scrap, resulting in cost savings and environmental benefits allowing customers to save up to 20% on their fabric usage.

When it comes to large-scale production, efficiency is key. Bullmer cutting machines excel in this aspect, allowing furniture manufacturers to ramp up production volumes without compromising on quality. By automating the cutting process and

Bullmer cutting machines are renowned for their accuracy, efficiency, and versatility.

eliminating manual errors, these machines enhance productivity and ensure consistency across batches, enabling manufacturers to meet tight deadlines and fulfil large orders with ease.

Bullmer cutting machines have become indispensable assets in the modern furniture manufacturing industry. Their combination of precision, versatility, and efficiency has transformed the way furniture is designed, produced, and experienced.

With single and multiply cutting solutions available Assyst Bullmer have a solution for any production environment. Whether it be a multiply and spreader for mass production or a versatile, speedy single ply cutting. With additional solutions for automatic pattern matching, Leather scanning and quality zoning, Assyst Bullmer has a solution to suit your production.

To find out more and how we can improve your production please get in touch

sales@assystbullmer.co.uk - 01924373900

www.assystbullmer.co.uk

VetiGraph offers versatile options

Hervé Andrieu, CEO, and Paul Smithers, Business Development Executive, at VetiGraph answer two common questions furniture factories have been asking.

There is an unfortunate misconception in the furniture and upholstery manufacturing industry that modern technology is only accessible for the biggest companies. “This couldn’t be further from the truth”, says VetiGraph’s Hervé Andrieu, CEO.

“If a factory wants to be more versatile by designing quicker, cutting faster, controlling costs, and reducing waste, there are cost effective solutions available.”

In fact, two common questions the business sees often asked are: ‘I know there must be a better way to cut, but I don’t know where to start. What options are there?’ And: ‘We want technology but can’t afford to invest in digital cutting, so what can we do?’

One solution is VetiGraph. The company has been supplying Computer Aided Design and Manufacturing (CAD/CAM) solutions for over 35 years. During that time, they have developed design and cutting solutions which are utilised by over 1,500 businesses in the UK and worldwide.

“The days of having hundreds of cardboard templates hanging up in the factory are long gone,” Paul Smithers, Business Development Executive, said. “VetiGraph CAD design software is a cost effective, quick and easy way to digitally create templates with pinpoint accuracy.

“The system provides the added peace of mind that templates, which are the intellectual property of the business, are safely stored and protected away from any potential damage.”

One of the biggest advantages of using CAD is the ability to produce lay plans and cut markers more quickly, instantly saving time and money by improving fabric consumption as the software nests the templates in the most efficient

way possible. “Costings and fabric usage are instantly available, which is particularly useful for custom products and to improve lead times,” adds Hervé.

“The advanced nesting and marker software can work as a standalone solution with a marker plotter for the smaller factory which may still prefer to cut by hand.”

VetiGraph also offers a comprehensive range of CNC auto-cutters for factories looking to scale up their production. This technology offers high precision, high-speed cutting to suit every operation.

“The furniture industry has many layers of complexity such as leather cutting and dealing with the irregular shape and faults in the hides, pattern matching with complex fabric designs and bespoke products,” says Paul.

“These complex manufacturing challenges can be overcome with software and hardware solutions which are so quick and easy to use that they cannot be ignored anymore.”

VetiGraph will be displaying their solutions and latest products at the Furniture Components Expo this month, with both Hervé and Paul welcoming all to visit them. “We look forward to showcasing our latest products at the Expo and invite you to come and see us. We can’t wait to show our technology and answer any of your questions.”

Hervé Andrieu, CEO

Hervé was part of VetiGraph’s very beginning, clocking up thousands of miles around the globe, implementing CAD/CAM and PLM solutions as Business Development Executive and Export Manager. Since setting-up VetiGraph UK in 2006, Hervé and his team have deployed their digital solutions all around Britain, gaining recognition as disruptors and innovators.

Paul Smithers, Business Development Executive

Paul started working in the fashion industry in early 2000 owning and running a factory manufacturing swimwear and dancewear for private CMT clients. Early on the business adopted the VetiGraph systems and hardware. After closing the business at the end of 2021, and moving to the North of England, Paul joined the team as a Business Development Executive. He brings with him a wealth of manufacturing knowledge and a passion for the industry.

If a factory wants to be more versatile by designing quicker, cutting faster, controlling costs, and reducing waste, there are cost effective solutions available. ”

Super-Fast Designs

Lewis Holden, Product Designer at TNS Design Services, shares an insight into providing industry creative services during a recession and how he has refined his skills to offer retailers and suppliers ‘super-fast’ design services.

Can you share a bit about your background and current role?

I grew up in the hotel industry and found a love for production in hotel kitchens. I studied Product Design at University and then worked in industry in Leeds for two years before taking the leap of faith. I’m a very tangential thinker who assimilates dissociated information.

I currently work on a sub-contractual bases for customers in the bedding industry providing my services as a designer of both graphic and product outcomes. Recent responsibilities have included working with fabricators and signage manufacturers in order to produce production ready LED Retail Displays, Tv Rails as well as artwork for exhibition display stands; recently for Purecare at the January Furniture Show.

I’m also responsible for the design and production of the Ovafly Bowling Machine, which is a 3D printed batting trainer designed for junior cricketers to use in their back garden. Ovafly is made using an exciting method of production called CPM (Compartmentalised Printer Manufacturing) and I’m in the process of upscaling this venture.

What do you love about your job?

Most people I work with only have a ‘vision’ of what they want me to deliver, so I really enjoy bringing that dream to life which is a very spiritual process involving the discernment and assimilation of prior experience as well as new research.

What skills do you use to design for your customers?

I’m very proficient in vector drawing programmes and produce artwork very quickly for visual approval. For fabrication I will produce visual interpretations of the concept, which is a digital rendering of the final product for discussion with the fabricator or to accompany the product advertising, and then technical drawings and models for post-production/machining. I can take a concept drawn on paper and turn it into something real - very quickly. It’s a very technical process but this comes very naturally to me now after years of doing it.

What can you offer retailers looking for design services?

I’ve built up enough experience now to know how to really quicken up the initial idea phase and converge on something specific and relevant to the brief. If not done correctly this phase can really take up a lot of time and money. I’m good at focusing things and getting inside the customers head so that I am on their ‘wavelength’. Very often I am working to week or 10-day deadlines. I’m very often working with people who don’t know what they want but expect me to produce it for them in a week - and I do.

What is the hardest thing about the job and running your own business?

Experiencing life’s ups and downs brings the realisation that no problem is ever fundamentally solved - you are only ever ‘outgrowing’ the problems that used to cause anxiety. Remaining on the ‘half-full’ side of things is important because there is always going to be the temptation to focus on ‘the darkness’ at any moment. I think we are given those two options to push us to ascend into a better self. Running an enterprise during a recession and Covid has been a test and sometimes it is an achievement to simply survive. My advice is to make sure your inner state is in order, and then the external stuff follows suit naturally.

What most excites you about the industry in the future?

Production and post-production in the additive manufacturing sector is a great passion of mine. Taking responsibility for sustainable plastics production is high on the planet’s priority list and a lot of overseas import/export shipping networks are now inefficient. I think we have lost our way in this country in regard to producing things of quality rather than penny pinching on outcomes that serve a very short-term life.

I’m very often working with people who don’t know what they want but expect me to produce it for them in a week - and I do.

The MAZZU mattress

Benjamin Hubert, Founder of design studio LAYER, talks about their recent project with MAZZU as they engineered a new sustainability-focussed mattress concept.

Earlier this year, LAYER, a thought leading design studio working across strategy, industrial design, engineering, branding and digital design, formed a partnership with MAZZU’s engineering team to create a groundbreaking new product typology that prioritises sustainability and intuitive UX. The result, the MAZZU mattress.

LAYER has designed a revolutionary foamless, modular mattress for start-up sleep brand MAZZU. The new system combines ultimate adaptability and repairability with the elevated comfort of a regular sprung mattress.

LAYER says that the design challenges the conventions of the mattress industry, with a focus on sustainable materials and a unique modular construction that significantly prolongs the product lifespan and reduces waste.

“The individual spring modules are attached together with a secure “snap-fit” connection and combined with a Base Matrix and comfortable Cushion Topper to create a versatile mattress that can be configured and repaired as needed to fit all frame sizes in every country. Once assembled, the mattress has an open structure that proudly displays the spring system to create a distinctive and ownable identity when desired.”

The MAZZU mattress is made from “skin-friendly and sustainable materials” – including organic wool, recycled polyester, natural latex and recyclable polymer – which provides comfort and support while eliminating the use of glue and foam.

“The use of PU foam in the mattress industry is a major cause of concern – both environmentally and for our health,” adds Benjamin. “According to studies released in 2018 and 2020, approximately 60 million metric tons of mattresses are discarded worldwide each year and more than 90% of mattress components are not recyclable. Additional research has shown that PU foam is not only energy intensive in production, but also produces volatile organic compounds (VOCs) that are harmful to our health and wellbeing.

The MAZZU mattress, which officially launched at IMM Cologne in January this year, is created by assembling “modular pocket springs”, comprised of an hour-glass spring wrapped in a seamless, two-tone, 3D-knit textile that creates a melange sleeve, and a recyclable connecting system. The modular pocket springs are available in three different tensions – Firm, Medium, and Soft – allowing users to intuitively build a mattress to suit their sleeping position. This also allows the two sides of the mattress to be individually configured to suit the different needs of couples.

“We conducted intensive user research around the world to determine the needs of different sleepers, and used these insights to shape the final product,” Benjamin Hubert, Founder of LAYER, said. “We also developed a reusable packaging system to ship and then store the mattress.

The MAZZU mattress aims to overcome these issues with a completely foam-free, glue-free construction.”

The MAZZU spring modules can be compressed from a height of 250 mm to 50 mm, allowing for efficient shipping and convenient storage in a compact, reusable packaging system. A small double mattress, for example, can be compressed from a volume of 0.6m3 to just 0.12m3 – a reduction of 80%.

The modular nature of the MAZZU mattress not only means it can be disassembled for storage, easy cleaning, and replacing of individual modules. New modules can also be combined with existing modules so that the mattress can grow as needed.

“We’ve been working with MAZZU for the last three years, and have been so impressed with their commitment to driving a groundbreaking, sustainable system for sleep,” says Benjamin. “The bedding industry needs step changes in the way it thinks about delivering high-performance products whilst being mindful of the planet and MAZZU are leading the way in contributing to that dialogue.”

Coronation Congregation Chairs

The bedding industry needs step changes in the way it thinks about delivering high-performance products whilst being mindful of the planet and MAZZU are leading the way in contributing to that dialogue.

An introduction to SHEPEL’

Alexander Shepel, Luxury Interior Designer and Founder of London-based design studio SHEPEL’, talks about its first UK showroom launch and how it will help solidify the brand in the country.

Bespoke furniture manufacturer and interior design studio SHEPEL’ launched in the UK last year as it looked to secure a foothold in the British market. Just over six months in, we caught up with Alexander Shepel, Luxury Interior Designer and Founder of SHEPEL’, who shared an update on progress here in the UK.

“The SHEPEL’ showroom opened in September 2023, marking its debut in the UK market. Spanning an impressive 120 m², the showroom is situated on the third floor of the North Dome, Design Centre Chelsea Harbour. The space is designed as three distinct zones: a living room, a kitchen, and an office space, to allow prospective clients to view our custom pieces in situ.

“The inception of SHEPEL’ is deeply rooted in Ukrainian heritage and a commitment to expert craftsmanship. This unique proposition has resonated with the discerning tastes of the UK audience, who often seek individual, time-tested classics that hold value for years to come.”

And the response has been overwhelmingly positive, as Alexander continues: “SHEPEL’ has received such a positive response. The Harbour is internationally renowned as a hub for its interior design and furniture excellence, offering exposure to some of the world’s best interior designers, architects and fellow design brands, who seem to appreciate SHEPEL’s thoughtfully curated schemes.

“The showroom’s design, resembling a furnished apartment, enables clients to envision how SHEPEL’s furniture seamlessly integrates into various interior settings.”

A key aspect of SHEPEL’ is their ethos on sustainability, as Alexander highlights: “Sustainability is at the forefront of SHEPEL’s ethos, with a commitment to using responsibly sourced, natural wood in its furniture production. The company prioritises suppliers that share its values of environmental stewardship, ensuring that materials meet stringent criteria. Additionally, SHEPEL’ actively contributes to environmental conservation efforts through annual tree-planting initiatives.”

Looking ahead, SHEPEL’ remains focused on solidifying its presence in the UK and expanding its reach on the international stage. “Despite facing various challenges, SHEPEL’s past 12-month trading history has proven strong, Alexander said. “The company’s ability to adapt and innovate has enabled us to explore new markets while maintaining strong relationships with existing clients. With numerous projects underway across different locations, SHEPEL’ is poised for sustained growth.

“With strategic plans underway for expansion into key markets such as the USA, particularly New York, and the Gulf countries, especially Dubai, SHEPEL’ is set to establish its presence through new offices and showrooms, catering to a global clientele.

“As the company expands into new territories, we face logistical hurdles, regulatory requirements, and the need to establish local partnerships. However, SHEPEL’

approaches these challenges with diligence and determination, maintaining its unwavering commitment to delivering exceptional quality and service regardless of location.”

SHEPEL’ is a custom furniture manufacturer and multi-brand design studio which crafts bespoke luxury furniture and interiors for a range of discerning clientele. Its founders Alexander and Helen Shepel work alongside a team of passionate artisans to create truly unique pieces – spanning from upholstery and case goods to kitchens and joinery. Each bespoke design masterfully blends form with function, reflecting the distinct character and lifestyle needs of its owner. SHEPEL’s family of brands include: Atelier Helen, Studio Shepel, Shepel Furniture, and S-Contract.

The showroom’s design, resembling a furnished apartment, enables clients to envision how SHEPEL’s furniture seamlessly integrates into various interior settings.

”

Achieving ESG goals through accuracy and transparency

Angela Moran, ESG Director at Silentnight, argues that accuracy and transparency are crucial to monitoring and communicating a business’ ESG goals and achievements. In this piece, she explains how businesses like Silentnight can do that.

Moving towards a more sustainable future is one of the most pressing issues facing UK businesses. Stakeholders increasingly seek accurate insights into the impact their businesses are having on the environment and, as such, the size of the ESG market continues to grow.

We think there are two elements needed to ensure ESG advances continue in a way that drive the industry forward and engage businesses: transparency and accuracy. So, what does that mean for a business like Silentnight?

Accuracy

First take accuracy, which we’ve been able to better refine through the adoption of various ESG frameworks. In turn, this has enabled us to recognise the importance of measuring our impact on society and the environment when assessing our ESG performance.

One of the frameworks that we rely on is the Science-based Target initiative (SBTi). Science-based targets provide companies with a clearly defined path to reduce emissions in line with the Paris Agreement goals. We’re one of around 4,000 other businesses across the world who have adopted this approach which helps us have clarity and confidence that our decarbonisation plans are robust and transparent.

The SBTi has become the gold standard for corporate climate targets since its inception in 2015. It allows businesses to not just blindly commit to reducing their carbon footprint by an arbitrary amount by a point in the future, but to commit to targets that are in line with what scientists have said are needed to avoid the worst effects of climate breakdown.

We’re the first sleep brand to get our targets validated by the SBTi and, our latest annual carbon report covering scopes 1,2 and 3 found that we had achieved a 36% reduction across Scope 1 and 2 emissions and an 8% reduction on its Scope 3 emissions target. That puts us in a healthy position to reach our targets of reducing Scope 1 and 2 emissions by 54% and Scope 3 by 28% over the next seven years to 2030. It will also support our target of reaching net zero by 2040.

Building on the momentum of SBTi, the Science-based Targets organisation also launched the Science Based Targets Network (SBTN). The SBTN highlights the interconnection of the broader ecosystem of global initiatives mobilising businesses working towards a nature positive future.

Moving beyond climate commitments, the SBTN allows businesses to address environmental impacts across freshwater, land, biodiversity, and ocean. Led by environmental NGOs, the network helps companies to comprehensively quantify their environmental impacts across their operations and value chains and then move to precise and credible action at landscape-level.

We’ve also recognised how critical halting and reversing nature loss is. Our long-term goal is to become the world’s first sleep brand to integrate biodiversity commitments into our net zero journey.

To do this, we are working on developing our Science Based Targets for Nature with the support of SBTN’s Corporate Engagement Program. We’re already a certified FSC business but we know there is so much that we still need to do.

Transparency

It’s unsurprising that, as consumers, investors and climate activists are looking to businesses to be more climate conscious, there are gaps between what businesses are pledging to achieve and what they are actually doing.

But it still needs to change. By increasing transparency in ESG reporting, businesses can demonstrate a real commitment to

Our long-term goal is to become the world’s first sleep brand to integrate biodiversity commitments into our net zero journey.

responsibility and sustainability. This has become even more important as consumers become more attuned to a business’ ESG performance and activity before engaging with them. We’re committed to transparency in our ESG practices. Not only do we publish our ESG progress report every year, but all our ESG activity is disclosed on our website in an easy-to-read format – making it more accessible for our customers to get the information they need before they choose to buy from us.

In addition to this, we are also in the process of introducing Digital Product Passports that allow for the collection and sharing of a product’s data to aid post-consumer recycling and keep materials in circulation at the highest value for longer.

As we look to the future, the hope is that businesses will recognise just how important accuracy and transparency is in achieving climate goals, as well as improving their reputation with potential consumers and investors.

Companies who prioritise transparency and accuracy in their ESG journeys are leading with their best foot forward, positioning themselves as leaders in sustainable business practices and fully showcasing the positive impact they are making.

www.silentnight.co.uk

A Landmark for INDX Beds

Following on from the successful launch of Sweet Dreams sustainable Landmark Collection at the 2023 Bed Show, INDX Beds & Bedroom in April sees the creation of an AIS exclusive, responsibly sourced, Landmark bed range.

The reaction from our agents is really encouraging, we believe that we are delivering a high-quality sustainable product range with great price points and value for money for the AIS members.

”

AIS Landmark showcases six luxurious beds featuring 100% recyclable foam free mattress fillings and sleep surfaces made from chemical free eco-friendly sustainable fabrics.

Foam free, eco-friendly fillings include Platinum™, free from chemicals with sustainability at the forefront and 100% recyclable at the end of life. A luxurious cotton mattress border completes the look.

The six mattresses are designed on three of Sweet Dreams best-selling spring systems, 1000, 1500 and 2000 pockets and are available as three no-turn quilted and three twosided tufted models in each of the spring counts.

The Landmark base comes with a choice of six fabulous 100% GRS Certified 100% recycled base fabrics. The GRS standard applies to the full supply chain and addresses traceability, environmental principles, social requirements, chemical content and labelling.

Another benefit is that our Landmark base, border and headboard fabrics will feature 94% less water use, 59% less energy use and 32% less CO2 emissions in the production process. All the timber used in the bases are FSC certified and to the sustainability story.

Options include platform top or spring edge bases, with non-storage, two, four and continental drawer options along with both side opening and end opening ottoman bases. AIS Landmark is offered in double, king and super-king sizes.

Three luxurious headboards along with a selection of stunning accent furniture including chairs, ottoman boxes and bedside cabinets complete the range.

UK Sales Manager Nick Williams, who recently presented the product to the sales team, said: “The reaction from our agents is really encouraging, we believe that we are delivering a high-quality sustainable product range with great price points and value for money for the AIS members. We are looking forwards to the INDX show in April so that we can showcase the members the new collection.”

Sweet Dreams continue to offer entry price point models in the AIS Dreamworld collection. Two open coil models along with three pocket sprung beds featuring their 1000, 2000 3000 spring units. Nick continued: “We have high hopes for member buy-in for the AIS Landmark range, it delivers quality, value for money, sustainability and above all a great looking comfortable bed!”

Sweet Dreams and the new AIS Landmark Collection can be found on Stand P21.

Mattress Stack Room Shot

Lord Accent Chair Room shot

INDX

BEDS & BEDROOM

Providing retailers with a forum to meet with existing suppliers and discover new opportunities, INDX Beds & Bedroom returns to Cranmore Park this month.

Curated by buyers from Associated Independent Stores (AIS), the UK’s leading buying, event, and services group for fashion, home, and leisure, the first day of the show, which takes place from 23-24 April 2024, is reserved for AIS Members with general trade visitors welcome to attend on day two.

Bringing together market-insight, trends and design inspiration, visitors can look forward to exploring an exciting product showcase across beds, sofa beds, and bedroom furniture. With a commercial focus on delivering newness, HTL, New Trend, Purecare, and X Sensor are exhibiting for the first time.

Meanwhile, show highlights will include new range, Exquisite from Sealy Posturepedic, the new Remi sofa bed from Limelight, new VIP Lagos and ultraversatile Genf ranges from Wiemann, and a new static bed design from Kaydian. It will also play host to some notable industry anniversaries, such as Hypnos, celebrating 120 years in business, and Sleepeeze, celebrating their 100-year milestone.

Sleepeezee will also launch several new models exclusive for AIS and showcase some of their best-selling ranges.

Brand new for 2024, Sleepeezee will be launching a collection of beds named Heritage. This new collection of 3 beds will feature 100% natural comfort fillings including Romney Mash wool, silk and luxurious cashmere, finished with a chemical free sleeping surface.

Alongside this new collection that has been designed exclusively for AIS members, Sleepeezee will also be showcasing some of its best-selling AIS collections including Memory Luxe, Eco-logic and its unique cooler collection.

Amy Curtis, head of Marketing comments: “We’re excited to be attending another AIS show to demonstrate to its members the exceptional quality and value the Sleepeezee brand has to offer. We’re celebrating our 100th anniversary this year and so we have lots of wonderful events planned and exclusive promotions on offer to thank our retail partners for their continued support.”

Sealy Posturepedic returns to the 2024 INDX AIS Spring Beds and Bedroom Show to showcase its latest offering in product innovation, Exquisite. Sitting proudly at the very top of the Posturepedic Range, this brand-new collection introduces the one- of- a- kind RestSupport® Coil. Informed by scientific research from the Orthopaedic Advisory Board, and developed in Sealy’s very own R and D centre, Exquisite offers the next level in correct support, true comfort and longlasting performance. Also available to view are the award-winning Sealy Posturepedic Range and popular Sealy Classics collections.

Award-winning German bedroom manufacturer, Wiemann, will be showcasing its latest products at the INDX Beds and Bedrooms Show. Two hotly anticipated new-for-2024 ranges, VIP Lagos and ultra-versatile Genf, will hit the stand after a successful launch earlier in the year. New colours and options for established Wiemann favourites will also be on show.

VIP Lagos - brings a new detail to the Wiemann ranges. An accented trim merges with an elegant floor to ceiling handle, which can be further accentuated by a stylish downlighter. Lagos is a hinged range available in a wide choice of finish combinations.

Genf – available in two colourways in a hinged or combi robe, joins Lagos as centre of attention due to its three height options (197cm, 216cm and 236cm). Its modular design gives any bedroom the flexibility to make it your own. Combinations of doors in Bianco

Centurial by Sleepeezee

Harrison Spinks

Oak or white with mirrors are set to be this year’s ‘must-have’ look for lower ceiling loft conversions.

Every Wiemann item enjoys the back-up of the company’s renowned network of agents, plus marketing support, home delivery and installation service.

Simon Hewitt, MD of Wiemann’s sole agents for the UK and Ireland, Litmus Furniture, said: “This is one of our most exciting stands of recent years. We have stunning new collections at all price points and up-to-date additions to established ranges offering options for beautiful furniture whatever the size or shape of bedroom. The Wiemann team is looking forward to welcoming visitors to our stand at INDX and meeting up with friends old and new.”

April also sees the launch of the AIS exclusive, responsibly sourced, Landmark bed range at the INDX Beds and Bedroom Show by Sweet Dreams. Showcasing six luxurious beds featuring 100% recyclable foam free mattress fillings and sleep surfaces made from chemical free eco-friendly sustainable fabrics. Bases, headboards and accent furniture feature a choice of 6 fabulous GRS Certified 100% recycled fabrics. The beds are based on Sweet Dreams best-selling pocket spring systems and are available as three no-turn quilted and three two-sided tufted models.

Rest Assured and Silentnight present their innovative ranges. “Experience the wonders of our Plant Based comfort layer, expertly crafted from bamboo, kapok, flax, and aloe vera for unparalleled comfort and sustainability,” the group said. “Dive into the cosy embrace of our British Wool range, combining natural warmth with Silentnight’s craftsmanship, perfect for year-round comfort. Plus, explore our handcrafted upholstered bed frames, proudly made in the UK. Join us for a journey into the realm of ultimate sleep solutions.”

Meanwhile, luxury British bedmaker Harrison Spinks will be showcasing its latest models for 2024 including its Non-Turn Performance Collection with new turn free and pillowtop models and a new turnable enhancer featuring warm/cool side technology. The Adam Henson collection will also be on show, including the sumptuous Chedworth Pillowtop model and the Adam Henson premium turnable loose enhancers; Cotswold and Golden Fleece.

Continuing to build on their recent show success, Purecare announced their introduction into the UK market earlier this year. Purecare started in 2008 focusing on mattress protection that is both extremely high in quality and aimed to enhance every individual’s unique sleep experience. Johan Bosman, Senior Vice President of Global Business Development, explains: “Our company mission is to make home the heart of wellness. We’re the bedding company devoted to you and your family’s well-being. With every fibre of our being and stitch of our fabric, we care about the sleep quality and wellness of

Purecare

Silentnight

Wiemann

everybody and every body. This is why we design products with one simple mission: to wrap the world in whole-body care and comfort. Because when we sleep well, we rise to live well too.”

Kaydian is also exhibiting at the show, following their recent announcement of the extension of its Alfreton showroom. The project, which has taken four months to complete, has allowed the business to significantly increase its wholesale product range, while also moving into offering sofas to its customers. Furthermore, the expansion has seen the space double in capacity and is geared towards helping the business reach its next level of growth.

Stuart Priestley, Sales Director at Kaydian, commented: “Our wholesale product range has increased significantly recently and we needed the space to show everything to customers. A large part of our business is selling direct containers to retailers and we needed more space to show new designs and innovation effectively.

“Also, we are to diversify slightly and have taken delivery of sofas that we will be selling to UK container customers. We have over 30 sofa designs to choose from and all are made within our existing Malaysian factory, so we know Kaydian’s reputation for quality will be upheld with our sofa offering.

“The showroom is a massive upgrade to what was there before and has more than doubled in size, plus we have heating (before it was freezing), which will enhance our customer experience. We think the new showroom investment will help us grow and take the business to the next level.”

Alongside this investment, Kaydian has been busy working on a number of other projects, which includes further product

innovation, as Stuart reveals: “There are exciting times ahead regarding new product and innovation. For example, we are launching a new Dolby Atmos Sound TV Bed, which are fully automated power lift ottoman beds, as well as introducing new fabric ranges soon across all products, including wholesale beds, container beds and sofas, plus much more in the pipeline.”

Other confirmed exhibitors include Alstons, Bell & Stocchero, Disselkamp, Dreamworld, Dunlopillo, Flooring One, Furmanac (Mi-Bed & Hestia), Gainsborough, Healthbeds, Highgrove, Hypnos, Kaymed, MA Living, Mammoth, Millbrook, Nectar, Nolte, Protect-A-Bed, Rauch, Relyon, Rest Assured, Tempur, TFR Group and Trend Setter.

www.indxshows.co.uk/indx-home/beds-bedroom/beds-bedroom www.bigfurnitureshow.com/aistradeservices

Sweet Dreams

Sealy

Kaydian showroom

Money in mattress rejuvenation

The Furniture Recycling Group (TFR Group) explores how mattress rejuvenation is a multi-million-pound revenue stream.

In the competitive world of mattress retail, the ongoing fight for sustainability presents both opportunities and challenges for businesses. While landfill sites across the UK are full of waste and nearing capacity, a continuous stream of mattress returns adds to the growing problem. Mattress rejuvenation is a transformative process that lies at the heart of the solution. Not only does it offer a financial lifeline to businesses grappling with comfort night guarantee returns but also allows for a more sustainable industry that utilises its waste stream.

Each year, hundreds of thousands of mattresses are returned under comfort night guarantees in the UK alone. This flood of returns not only weighs heavily on retailers’ bottom lines, to the tune of £60 million annually, but also exacerbates the environmental crisis. With UK landfills already stretched to capacity, an additional 1,572,000 square metres of discarded mattresses—equivalent to over 220 football pitches only worsens this issue.

Mattress rejuvenation is a game-changer in the fight against waste and financial losses. Spearheaded by pioneers, the Furniture Recycling Group (TFR Group), this innovative process offers a lifeline to both businesses and the UK environment.

Through the invention and implementation of the world’s first automated sanitisation machine, TFR Group rejuvenates over 2,000 mattresses weekly. To date, they’ve diverted over 200,000 mattresses away from landfill and back to retailers, embodying the essence of a circular economy.

But the benefits of mattress rejuvenation extend far beyond waste reduction. For businesses, embracing rejuvenation means more than just salvaging returns—it’s about unlocking a new stream of revenue. To date, TFR Group has returned over £40 million to retailers through mattress rejuvenation, showcasing its potential for substantial financial gains.

TFR Group’s innovative rejuvenation process seamlessly

combines automation, cutting-edge sanitization technology, data capture and expert oversight. Upon receiving a returned comfort night guarantee mattress, it undergoes rigorous inspection and is sanitised using biocide fogs, atomized peracetic acids, and UV sterilisation. This ensures 100% cleanliness and compliance with the highest sanitation standards.

By rejuvenating returned comfort night guarantee mattresses to NHS cleanliness standards, businesses can tap into a burgeoning market for pre-loved, premium products. As consumers become increasingly ecoconscious and the cost of living crisis continues to impact their disposable income the demand for sustainable alternatives grows.

Moreover, by recouping lost revenues from returned mattresses, businesses can turn a financial setback into a strategic advantage. With an estimated 40% of consumers embracing the trend of purchasing second-hand or refurbished goods, there’s a vast market waiting to be tapped into.

Nick Oettinger, CEO of TFR Group commented on what his latest service means for the industry, “With our automated rejuvenation process, we can protect both the mattress industry and the environment from the negative impact of returns, while simultaneously revitalising revenue streams for businesses and promoting a circular economy. It’s a winwin scenario—one where financial gain aligns seamlessly with corporate social responsibility.”

Mattress rejuvenation represents an unprecedented shift in the industry—a move towards sustainability and profitability working hand in hand. By embracing this innovative solution, businesses can not only weather the storm of returns but also emerge stronger, more sustainable, and better positioned to thrive in a rapidly evolving market.

www.tfrgroup.co.uk

A true origin story

William Colleran, Finance Director at Raskelf Group, shares a deeper insight into their recent restructure as well as future plans and investments.

Back in 2011, Alan and Elizabeth Colleran became a Dragons’ Den success story with their patented Duvalay Memory Foam Sleeping Bag. National Bed Federation (NBF) Award wins, major contracts and retail partnerships fuelled a decade of expansion and diversification, with sub-brands Summerby Sleep and Raskelf Contract Beds joining Duvalay in the portfolio. Last year, the group continued to grow, acquiring Nursery Connections out from administration, substantially broadening the spectrum of sleep products offered – ranging from sleeping bags, mattress toppers and bedding to mattresses for online retail, hospitality and children’s cots.

This breadth of product offering has allowed for further opportunity too, paving the way to unite these various business interests under a single umbrella, the Raskelf Group. “When we first set out to provide mattresses and sleeping products to the leisure industry back in 2003, Raskelf was our registered business name,” reveals William Colleran, Finance Director.

“Duvalay became our trading name in the leisure sector for years; then, over time, the business began to grow in multiple directions within the mattress and sleep sector. Following National Bed Federation (NBF) awards success, we emerged as a leading manufacturer of private label mattress ranges for major UK retailers, as well as for contract mattresses for student accommodation and holiday parks.

“We then launched Summerby, which has gone from strength to strength as a standalone brand – selling through major online UK retailers. Our acquisition of Nursery Connections last year then took us into the cot mattress business, with a customer base of the UK’s leading nursery furniture retailers.

“Those who have followed our journey since Dragons’ Den may know us best as ‘Duvalay’, but the Duvalay brand only represents one aspect of our offering – albeit a very important one! Moving towards a group structure more accurately portrays the full range of products we are so proud to manufacture and supply.

“The name ‘Raskelf’ also powerfully connects us to our origins. When we first started out 20 years ago, our goal was to

become a leading innovator and trusted manufacturer within the sleep sector. To have accomplished that, working together as a family, feels very special.”

In addition to their ongoing growth, the Group’s workforce has increased to 120 skilled craftspeople, who produce 10,000 sleep products each week across its sites in West Yorkshire and Northamptonshire. And that’s not the only part growing either, as William continued: “We have had planning permission approved for a new 16,000sqft factory extension at our West Yorkshire site.

“We currently produce up to 2,000 mattresses a week on this site at Heckmondwike, but this output should increase by approximately 30% once the extension is completed. It is exciting to think about our increased capacity and what that will mean in terms of new jobs created and increased market share. Raskelf Group is ambitious in its goals and we are continually investing in our infrastructure to achieve them.”

As part of this investment, the group plans to introduce solar panels to their factory extension, with the longer-term ambition to use them across the wider site. This will ensure they are on a path to using more sustainable power sources to run the factory, while being part of its wider sustainability ethos, with the group also members of the NBF ‘Pledge for our Planet’ scheme and constantly reviewing product designs to embrace further eco-beneficial changes.

More than ever, we have noticed that people are waiting for big promotional periods to make their purchase.

”The group has also continued to ride the wave of wider industry challenges, including the cost-of-living crisis and inflation pressures of late, but has consistently tackled these head on to maintain a strong business performance. William said that over the past 12 months, the group has delivered growth, safeguarded jobs, acquired a new brand and will invest for further expansion as highlighted above. Looking ahead, forecasts are “healthy” for 2024/25 and beyond.

“Inflation pressures have been a huge headache for every business. Managing a rapidly changing cost base is extremely difficult; then, we have the subsequent effect of inflation tempering product demand. Having a flexible approach and good communication with suppliers and customers helps us to better manage this challenging landscape,” William said.

“Having been around for two decades, we are also inclined to take more of a long-term view – recognising that challenging times come and go. We have thrived in good times and been very resilient when required to do so. A lot of our strength comes from being a family business. We are close to our values, pull together as a team and are very focused on building a legacy.

“One of our values is that everyone deserves a good night’s sleep, whatever their budget, so we have concentrated on affordability without compromising on quality – making the most of our ability to be relatively self-sufficient and find lean ways of working as a manufacturer.”

In such challenging times, William adds that consumers are often searching for the best deal possible. “More than ever, we have noticed that people are waiting for big promotional periods to make their purchase. Again, a contributing factor is the cost-of-living crisis. Planning and implementing promotions have, therefore, become crucial to growing sales volume and managing to maintain our margins.”

As a final thought, and thank you, William was keen to express the group’s gratitude towards the NBF and colleagues across the sleep sector. “Having been in this business for 20 years, we have worked alongside a lot of people and there are so many whom we owe a debt of gratitude to – from sales reps and retailers who backed us when we came to them with brand-new product ranges, to suppliers who have kept our factory running with vital components (especially during the pandemic). We hope to continue to contribute positively to the industry for decades more to come.”

www.raskelfgroup.co.uk

TheBed Expert

Vic Smith, owner of independent beds retailer Vic Smith Beds, talks about adapting to changing times and asks whether sticking to your principles makes you a dinosaur?

Principled or Dinosaurs? (well, it’s worked for years)

As owners of our own businesses, we can all be accused of following the same business formula that we have employed since we started the business. Yes, it’s the ethos of your company that should make you unique and be ‘the one to go to’. However, we have as a country hit huge challenging times. So, at what point do you stop, take stock, and work out what changes and what you need to make in order to survive, yes survive! There is a fine line between being principled and not wanting to compromise your business model, and being as my teenage kids would class as a ‘dinosaur’ and not able to exist in the modern world.

You need to analyse your market, see what it is you need to do to increase footfall – whether it’s having a great flash sale promotion advertised in the window, but put it on display at the back of the store so people have got to see and walk past your other offers to get to it – a bit like being the furniture equivalent of the piped bread smell at the front of the supermarket, but you’ve got to walk all the way to the back of the shop – passing many other temptations to get your French stick.

I’m not suggesting you change your entire business, because like myself, it’s not why you started in the first place. But we do all need to move with the times and stay ahead, and strike a balance – keeping your old customers coming through the door, and this is the biggie – spending once they are in your store and increasing their total spend! You’ve also got to cover your costs, and supply a product that your customer will be happy with and sing your praises from start to finish – the sales pitch, the lead time, delivery and the after value of the product.

Again, back to being principled – if you’re known for

being a certain level in the market – there is no point selling throw away goods just to make a quick buck as your reputation could take a dive – not exactly ensuring repeat business! I know in my trade, if I sell the right product, my repeat customer isn’t normally fast returning if I’ve sold them the right product - Catch 22, but I should be able to pick up extra business via them buying for the spare room. They should be my best adverts - ask them to tell and push us to their offspring or even friends, ask them for their recommendations.

But I have to know where to pitch? – No point selling them a water filled, surround sound speakers TV bed for the spare room just to fund the retirement plan! (Disclaimer – not even sure that type of bed exists!) There is no one product that suits all needs – so listen to your customer. Today’s type of customer is not the same as 30 years or even 15 years ago! Or are they? I think they are but a little different.

Everyone’s biggest complaint is they are time poor, so make the whole process easy from start to finish and that’s what you need to tap into, move with the times, and your business model should evolve without being too far removed from the core of your original belief to continue to make money and survive. foresight goes a long way.

Everyone’s biggest complaint is they are time poor, so make the whole process easy from start to finish. ”

www.vicsmithbeds.co.uk

Unlocking Opportunities

A comprehensive look at Sleep Expo Europe, Furtech Show, and Sleep Expo Middle East.

Welcome to the nexus of innovation, networking, and growth – the Sleep Expo Europe, Furtech Show, and Sleep Expo ME. As leading platforms in the sleep, bedding, and furniture industries, these exhibitions offer unparalleled opportunities for businesses to thrive and excel. These three events are the brainchild of Media Fusion - a dynamic trade show organiser based in Dubai, UAE.

Sleep Expo Europe

Date: 23rd to 25th April 2024

Venue: MECC Maastricht, NL, Europe

Website: www.sleepexpoeu.com

Sleep Expo Europe is a dedicated trade show for the mattress and bedding industry in the European market. The first edition of Sleep Expo Europe will offer global manufacturers of mattress, mattress machinery, sleep technology and accessories, sleeping aids suppliers and distributors, etc., a unique platform to showcase their products and network with potential buyers and their supply chains in the European market. With a focus on revolutionising the sleep experience, this event brings together industry leaders, innovators, and enthusiasts under one roof. From cutting-edge technologies to sustainable solutions, Sleep Expo Europe offers a glimpse into the future of the sleep, bedding and mattress industry.

Furtech Show

Date: 10 - 12 September 2024

Sheikh Saeed Hall 1 & 2 & Trade Centre Arena

Dubai World Trade Centre, Dubai, UAE

Website: www.furtechshow.com

The first edition of Furtech Show takes centre stage as a specialised exhibition catering to suppliers and manufacturers of furniture fittings, machinery, raw materials, and components. Designed to empower businesses in the furniture manufacturing sector, Furtech offers a unique opportunity for exhibitors to showcase their products and connect with manufacturers of finished furniture products, fit-out companies, designers and other stakeholders of the furniture industry at its first edition in Dubai.

Sleep Expo ME

Date: 10 - 12 September 2024

Sheikh Saeed Hall 1 & 2 & Trade Centre Arena

Dubai World Trade Centre, Dubai, UAE

Website: www.sleepexpome.com

Sleep Expo ME is the definitive event for the sleep, bedding, and mattress industry in the Middle East region. In its 5th edition and with a rich history, this exhibition continues to be a cornerstone for industry players seeking to expand their reach in the Middle Eastern market.

From the latest sleep technologies to sustainable bedding solutions, Sleep Expo ME is a catalyst for business growth and innovation.

Whether you’re looking to exhibit or attend as a visitor, there’s something for everyone at Sleep Expo Europe, Furtech Show, and

”Sleep Expo ME from their respective industries.

Be a part of these shows

For exhibitors, these events serve as invaluable platforms to showcase products, forge new partnerships, and expand their business horizons. Whether you´re a supplier of raw materials or a manufacturer of finished products, participating in these events offers countless benefits. As visitors, it is a fantastic opportunity to see the plethora of solutions at your fingertips across three days! The attached conferences to all these events are a great way to get key insights into the industry and meet the right stakeholders.

Networking Opportunities: Industry leaders, suppliers, manufacturers, and distributors and their direct target audiences can network and forge business relationships.

Market Expansion: For exhibitors, these events are fabulous opportunity to establish their presence in markets like Europe, the Middle East, and beyond.

Product Showcase: The latest innovations, technologies, and solutions will be showcased at the event! A fantastic professional marketplace for all stakeholders.

Business Growth: Forge strategic partnerships and collaborations to drive business growth and expansion.

Conference Sessions: Three days of dedicated onference sessions provide the latest industry updates on emerging trends, market dynamics, consumer preferences and latest technologies in the respective industries.

Don´t miss out on the opportunity to be part of these transformative exhibitions. Whether you´re looking to exhibit or attend as a visitor, there´s something for everyone at Sleep Expo Europe, Furtech Show, and Sleep Expo ME from their respective industries.

Book your stand or Register as a Visitor today and take your business to new heights!

www.sleepexpoeu.com - www.furtechshow.com

www.sleepexpome.com

For more information, contact: Adnaan Petiwala

Email: adnaan@mediafusionme.com

Tel: +971 52 143 7353

Toons continues to invest

A year on from our last sit down with Huw Williams, Managing Director at Toons Furnishers, we found out how the last 12 months has been for the business and what plans are in store for 2024.

Last April, Toons shared an insight into recent investments, sustainability progress and a shift away from the higher-end of the market. Now, 12 months on, we caught up with Huw Williams, Managing Director at Toons Furnishers, where the business has delivered a double-digit growth.

“We have had a reasonable year with the store experiencing double-digit growth year-on-year, which is much higher than the furniture and flooring industries current 0% growth. We have seen a fall in sales on lower priced items such as budget carpets and an increase in customers wanting interest free credit.

“This is mostly amongst our younger customers whose budgets are becoming under pressure from the huge cost of

living increases the we have seen recently. Our elder affluent customers so far seem unaffected.”

In terms of consumer behaviour, Huw added that the colour grey is becoming a thing of the past while other colours are taking its place. “We are seeing customers moving away from the colour grey in both furniture and flooring with the trends moving towards blue, brown and greens. Also, the demand for leather is fairly weak at the moment.”

Another area of the business that is performing well is their very popular ‘cute wee coffee shop’, which went under a full refurbishment project last year. This has been a key driver in attracting footfall, as Huw continues: “The biggest challenge has been to drive footfall into the store. A great coffee shop is vital in this, which is something that we are proud to offer.

“We are also experimenting with different avenues of advertising to see which works best for us and are in discussions with ITV to possibly run our first TV campaign in 35 years.”

Other investments in the pipeline at Toons include roof works, its gift department and incorporating a new bedding department too. Furthermore, the company has just launched the first of two EV charging points.

“We have launched our first of two EV charging points which will be powered by the solar panels that were installed last August,” revealed Huw. “This has made the store self-sufficient in electricity and now generates energy surplus to requirements.

“We can make more profit by selling the energy via EV charging than selling the surplus back to the grid and aim to have the most competitive price in the area.

“In the next year, we are investing in replacing the roof on one of our buildings which is starting to show its age. We will be extending and refurbishing our gift department and bringing in a new bedding department to complement the bed department. We will be operating a linked sale offer with a discount off bedding when purchased with a new bed too.”

Earlier this year Toons also invested in the launch of its new interior design service. The company, which operates out of its Swadlincote-based 60,000sqft store, has partnered with Marguerite Harrison Interior Design to provide its customers with personalised advice and guidance. Rolling back to last year, Toons announced the launch of its new own-brand mattresses. The move into offering an own-brand UK manufactured mattress follows a successful own-brand carpets initiative, with Toons stating that it feels its customers can relate to its reputation as a strong and reliable brand.

The consistent investments are testament to the retailer as it continues to drive growth in challenging times. Huw added that suppliers and retailers need to work together in such times, while wider ecomony issues are also being monitored.

“Some suppliers are quite supportive with offers and deals but quite a few don’t ever offer anything. In these tough times suppliers and retailers need to work together to drive sales, which will be beneficial to both parties.

“Furthermore, it looks almost certain that the next government will be Labour and I have looked at their proposed policies. Some I agree with, such as banning fire and rehire and zerohour contracts, however, some concern me greatly, such as eligibility for unfair dismissal from the first day. No maximum limit on compensation for unfair dismissal and removing the laws on limiting the impact of industrial action. These could have serious implications for anyone who employs staff.”

Next year will mark the 55-year anniversary for Toons where plenty more plans are afoot to celebrate the occasion. Huw added: “We have been in business for over 50 years in the East Midlands and have a good reputation for service and quality. We have a huge amount of repeat business and new customers from personal recommendations.”

G reen Retail

In the next part of our ongoing sustainable series, we take a look at the latest updates from furniture retailer Barker and Stonehouse, homeware retailer Dunelm and furnishings and accessories retailer OKA.

Dunelm

Dunelm has stepped up its sustainability commitment by having lower impact operations through an acceleration of its extensive solar panel installation project.

This financial year will see 2,642 panels installed across Dunelm’s portfolio. The installation of photovoltaic (PV) panels has recently been completed at five stores, including 442 at the Bristol store, 410 at Derby, 356 at Romford and 398 at Swansea. 262 panels have also been installed on the roof at Dunelm’s Head Office in Syston, Leicester.

The business plans to install PV panels across another three sites before the end of June 2024 which, in total, will produce approximately 337,302 kWh’s of electricity as the business continues to decarbonise its operations.

Despite the expansion of its store portfolio, now at 183 stores following three recent openings, overall store electricity usage at Dunelm has remained flat, in line with 2019 usage, with 99.7% of energy from renewable sources in the last financial year.

Alongside the solar panel project, Dunelm is improving sustainability across its operations, including a focus on energy efficiency across its sites:

Transitioned to Renewable Energy Guarantees of Origin (REGO) qualifying electricity sources for the majority of sites in 2019

Engaging colleagues to promote energy efficiency

Replacing gas-fired heating and refrigerants with lower-carbon alternatives

Increasing recycling of waste

Dunelm’s approach to sustainability is centred on being Good & Circular, with a focus on Planet, Communities and People. Steve Barton, Director of Property at Dunelm, commented: “We’re very proud to be stepping up the solar panel rollout across our sites. It’s just one part of our commitment to reducing our environmental impact and in line with our ambition to reach net zero by 2040.”

Barker and Stonehouse

Barker and Stonehouse are also stepping up its green credentials via a trial of a new prototype hydrogen delivery vehicle, which will see the retailer continue its commitment to reducing its emissions above and beyond its own carbon footprint.

Barker and Stonehouse are proud to be a Carbon Neutral Plus company, a status it achieved in April 2021, making the business the first UK furniture retailer to receive this certification. The business’ new hydrogen delivery vehicle emits zero emissions and is highly energy efficient, marking the retailer’s first step in introducing a more environmentally friendly delivery service.

The vehicle has been two years in the making, with the prototype currently based at Barker and Stonehouse’s Lincoln test centre where delivery drivers will trial its use for 12 months to assess whether its usage is effective whilst delivering environmental gains. The trial will start in July (2024).

If found to be viable, the company’s ambition would be to roll these vehicles out on a national basis, gradually replacing its current delivery fleet.

In line with its sustainability strategy, the company is exploring a range of options for its delivery vehicles as part of an ongoing process. The strategy also includes initiatives to optimise delivery routes for efficiency, invest in renewable energy sources for its stores and warehouses and utilise sustainable packaging materials where possible. By implementing these initiatives, Barker and Stonehouse is setting a new standard for sustainable deliveries across the UK.

We’re very proud to be stepping up the solar panel roll-out across our sites. It’s just one part of our commitment to reducing our environmental impact and in line with our ambition to reach net zero by 2040.

- Dunelm

Further exploring the use of hydrogen-powered vehicles forms part of our commitment to environmental responsibility and aligns with our goal of minimising our impact on the planet. We are proud to be pioneers in exploring the possibilities of this exciting potential shift.”

– Barker and Stonehouse

As highlighted, Barker and Stonehouse achieved Carbon Neutral Plus status back in 2021, meaning it is now reducing its emissions beyond its own carbon footprint. This is the result of a decade of investment in new technologies and new processes, covering every aspect of the business, from freight and logistics, to store design and its furniture manufacturing suppliers.

James Barker, Managing Director of Barker and Stonehouse, commented: “Further exploring the use of hydrogen-powered vehicles forms part of our commitment to environmental responsibility and aligns with our goal of minimising our impact on the planet. We are proud to be pioneers in exploring the possibilities of this exciting potential shift.”

OKA

As for OKA, it’s sustainability vision is to work with global craftsmen and women to create unique and timeless pieces that are designed to inspire practical living while respecting the planet, people and future generations. The company prepares a Sustainability Report each year, with its most recent published for 2022 identifies current progress, including a 31% reduction in total landfill waste and 27.1 tonnes reduction in paper use for direct marketing activity against the prior year.

Furthermore, OKA became a Certified B Corporation in 2023, a significant milestone in its sustainability journey. “This achievement reflects our ongoing commitment to our strategic pillars, including our mission to reduce our impact on the planet and positively contribute to the communities we interact with,” OKA said.

“B Corp certification is not just a badge of honour; it represents a powerful commitment at OKA to environmental and social responsibility. We know we still have a way to go, but we are committed to making better choices every day. Keep your eyes peeled for more updates and initiatives, which we will be sharing soon.

“This certification from non-profit organisation B Lab demonstrates our dedication to holding ourselves accountable to the highest standards of sustainability and transparency, where every action, no matter the size, counts. Through this certification, we will now appear on B Lab’s directory of B Corp-certified businesses, joining a global community of like-minded companies that prioritise the planet and people alongside profitability.”

As part of this achievement, OKA is actively taking steps to reduce the mark it leaves on the planet. It has set achievable Science Based Targets, which are aligned with the Paris Agreement’s target of limiting global warming to a 1.5 degrees Celsius increase by 2030. In 2022, 56.2% of emissions came from renewable resources (versus 2% in 2021).

“We have long-standing relationships with our suppliers, who we expect to comply with our Supplier Code of Conduct,” OKA adds. “Our top 10 suppliers have been assessed by third-party auditors for their compliance with human rights and labour rights in China, India, Indonesia and Vietnam. We have made active changes to reduce waste, such as reusing our cardboard boxes in stores and returning flat-packed boxes to our Warehouse for reuse.”

As part of this initiative, OKA offers an ongoing Spare Parts Project, extending its products’ lifecycles, while also rehoming products to community projects and charities. Furthermore, improving yields from fabric off-cut imperfections helps reduce wastage during upholstery production. “What we are always working on and championing; the building blocks of our journey to being a more conscious and sustainable business.”

www.dunelm.com - wwwbarkerandstonehouse.co.uk - www.oka.com

Redefining boundaries

Asiatic London launches their 2024 catalogues with over 800 exquisite designs.

Asiatic London stands tall as a leader in rug production with a rich history spanning over six decades. The family-owned business has become a household name synonymous with exceptional design and has one of the widest collections of rugs in Europe. Their rugs have garnered praise from interior design experts, their signature looks that have left a distinctive mark in the world of interiors.

At the heart of the company’s success lies their unwavering dedication to quality, creativity, service, and craftsmanship. They have continuously channelled their knowledge of rug production and combined exceptional design to create innovative pieces that redefine the boundaries of luxury and functionality. Asiatic London is committed to creating beautiful rugs that stand the test of time utilizing honed techniques, cutting-edge technology, and the finest materials. Each collection is designed in London by their talented in-house team and brought to life in collaboration with the best manufacturers in the world.

Asiatic London is committed to creating beautiful rugs that stand the test of time utilising honed techniques, cutting-edge technology, and the finest materials.

This year, Asiatic London launched two new catalogues featuring over 800 exquisite designs. In the 2024 Contemporary Home Collection, statement looks take centre stage in vibrant colours and versatile finishes. The catalogue is spilt into various categories to suit different interior aesthetics, from Contemporary ranges that showcase the core designs for which the brand is renowned, to soft organic textures in the Boho range to Cosy collections that steal the hearts of those seeking maximum comfort underfoot.

In the 2024 Essentials Home Collection, each rug is crafted with high-performance in mind using the latest technology. This catalogue ticks every box when it comes style, comfort, and functionality, from lustrous abstract pieces that effortlessly exude sophistication to versatile rugs made from recycled materials, perfect for use both indoors and outdoors.

Asiatic London is well positioned with a dedicated team of industry experts that cater to each customers unique requirements, offering a wide range of services including FOB solutions, consolidation services and bespoke product development, allowing for customisation by size, colour and design. The company operates from two large warehouses in North London, maintaining an extensive inventory of products for immediate delivery and exports to over 30 countries.

Get in touch today

Visit www.asiatic.co.uk or contact their sales representatives at sales@asiatic.co.uk for personalised assistance.

Matrix

Loxley

Reef Curve

Building BLOQS for scale

Leading a revolution in manufacturing in London, BLOQS is the UK’s first open-access factory, offering pay-as-you go accessibility to makers.

BLOQS provides the missing link for solopreneurs and SMEs seeking to bridge the gap between start-up and producing at scale.

The BLOQS site in London’s Lea Valley houses £1.3 million worth of light industrial equipment, including comprehensive wood processing & metal fabrication, engineering mills & lathes, CNC machining, 3D printing, and sewing machines catering for a range of professional makers across woodworking, metalworking, fashion, engineering, product design, event production, construction and architecture.

With backing from the Mayor of London and sitting on an advisory board for MAKE UK, BLOQS is disrupting manufacture with a “WeWork” model for the maker economy of today. The partnership between the founders of BLOQS and Enfield Council has created a blueprint for city regeneration of neglected industrial sites, sustainably creating jobs, and fostering creativity with a modern community-centred ethos.

With pay-as-you-go access, entrepreneurs can utilise this state-of-the-art equipment as and when they need it, eliminating the burden of fixed and high overhead costs, reflecting the increasing trend of the sustainable ‘sharing economy’, which is expected to be worth £140 billion by 2025. It also reflects the growing public desire for bespoke items, or products manufactured with a lower carbon footprint.

“BLOQS provides the missing link for solopreneurs and SMEs seeking to bridge the gap between start-up and producing at scale,” says Al Parra, Co-Founder at BLOQS. “Our space empowers, fostering growth that remains rooted in the community.”

Sustainability has been designed into the BLOQS infrastructure itself. All energy from wood waste is recovered by a biomass boiler and used for space heating, central heating, and the building’s various hot water needs. And recently installed state-of-theart solar panels to the roof provide 35% of the site’s electricity.

“BLOQS is a social enterprise whose purpose is the creation of social and economic capital for the communities it serves, whilst being frugal with the planet’s increasingly scares resources. We take environmental stewardship seriously, as we look to regenerate urban creative economies by seeding maker hubs where creatives can learn and thrive together” adds Parra.

Currently, the scheme has created 380 full-time equivalent jobs and £15m a year is generated in the local economy by BLOQS members. In the furniture making space,

BLOQS revealed around 500 members are involved that make free standing to fitted, hard wood to soft wood to composites, commercial and domestic, community and designer products.

Parra continues: “It’s a dream ecological factory for furniture makers – packed with top end equipment, people to teach you how to use it, the place is clean and bright, loads of natural light, surrounded by peers, lots of new technology alongside knowledgeable experience, a supply of materials, helpful staff, handy technicians, a raft of services, and a café bar to eat in and meet clients. All this and more, and with no fixed over heads.

“As well as the obvious woodworking department our furniture makers value our bookable spray booths and drying room, the 5-Axis CNC, our tube and pipe bending machines in the metal work department, engineering lathes, sewing machines, laser cutters, 3D printers, design software classes and a copious supply of Gorilla Glue.”

Two such members that are benefiting greatly from the enterprise include DWC Carpentry and DEMAND. DWC Carpentry is made up of David and Billy Chamberlain, a father and son team and the fourth and fifth generations from

a lineage of carpenters stretching back over a century. Based In stoke Newington, they work in a variety of carpentry and joinery areas ranging from full bespoke wardrobes, bookcases and entertainment media units to general carpentry projects. “Joining BLOQS eight years ago has allowed us to broaden our offering without the additional expense of running our own workshop and benefit from the community of other friendly co-workers,” Billy Chamberlain from DWC Carpentry says.

As for DEMAND, they create unique, effective and enabling assistive equipment. Its mission is to help people live life their way; to overcome barriers to independence and to enable them to access life enriching opportunities for study, travel, work, sport and leisure. Their Freasel accessible artists easel is made in small batches using BLOQS’ 3 axis CNC router and is helping disabled artists paint and create comfortably from a wheelchair or bed without having to reach out to the canvas. DEMAND’s Lynette Smith said: “Being at BLOQS has massively improved our production flow. The bulk of DEMAND’s production currently relies on intricate routered plywood shapes, those that make up our Sensory Shell rocking chair for example. We’d used a CNC router for several years to manufacture our products but it’s nowhere near the reliability of BLOQS’ Holz-her, which is a real professional beast.”

For makers keen to get involved, the process is simple by just heading to the BLOQS website and clicking ‘join’ to get the process started. Parra said that BLOQS London is just the beginning of the journey, adding: “If we’re not in your area yet and you’re keen that we should be, get in touch. We’re opening branches where we’re needed and aim to help makers wherever they are with innovative support and learning resources. Our model ecologically democratises resources so that people can unlock their creative potential, invent, innovate, design, and grow prosperity.”

www.bloqslondon.com

www.dwccarpentry.co.uk

www.demand.org.uk

Images

Long Point Preview

The Long Eaton Guild’s Long Point Exhibition takes place from 13-15 May 2024 and will showcase an array of new designs, covering a wide selection of upholstery, cabinets, bedroom furniture and accessories. We take a look at what’s on show.

The Long Eaton Guild have held trade exhibitions in the East Midlands for over 50 years, with its latest upcoming Long Point exhibition introducing new members and a fresh intake of product design.

Regarding new members, cabinet furniture supplier Fortune Woods recently announced it will be exhibiting at the show for the first time and will be showcasing new collections in both cabinet and upholstery. Back in October last year, Fortune Woods opened its debut showroom in a converted mill opposite Harrington Mill, Long Eaton, with the business investing a six-figure sum in the location.

The showroom displays Fortune Wood’s entire upholstery collection, new cabinet designs along with a huge selection of accessories, lighting and textiles from European partner Light & Living. Commenting ahead of its Long Point debut, Mark Bonner, Sales Director at Fortune Woods, said: “This will be the first time that we will be part of the Long Point show. We are excited to be showcasing our new upholstery collection along with some new cabinet collections.

“Our new upholstery portfolio consists of three collections, Soft Modern,

Bosco by Fortune Woods

Wiemann

Legacy Collection

Classic Casual and Vintage. Many models are available in a wide choice of beautiful aniline leathers or fabrics. There are a number of different options including corner groups, sofas, electric recliners, occasional chairs and more. In addition to this we have a wide selection of accessories to see from Light & Living who we are working closely with. We are looking forward to the show and welcoming both existing and new customers.”

Another new company entering the Long Point fold is the first trade showing of the Legacy Collection, made by The Hastings Sofa Company. “This is a new and exciting range of sofas and chairs bringing a new, vibrant and stimulating change of direction to the upholstery market, the first in a very long time,” said Simon Orr, Sales Director, on the launch. “Come and see us at the West Gate Suites (just five minutes’ walk from Harrington Mills).”

Andrew Paul Furniture are also fresh members to the Long Eaton Guild and you will be “amazed” by the selection of upholstered sofas and chairs on offer in their large showroom. They said: “The product range is constantly evolving. Presented are exciting modern designs with 60’s influences, 80’s designs with soft tonal fabrics and classic elegant traditional sofas with a modern twist, all in all one of the most comprehensive upholstery ranges you will see within Long Eaton.”

Meanwhile, Ramaro, a family-owned Polish upholstery company with manufacturing facilities close to Poznan, has been supplying quality fabric furniture for the last 40 years. Currently their export markets are France, Germany, Netherlands, Belgium, Austria and now Ramaro is targeting the UK and Irish markets with Tim Robinson Furniture Agencies and some samples to be included in the permanent Hartmann showroom in Long Eaton. Moving onto to Hartmann Möbelwerke, the company’s origins go back to the foundation year 1911. Following on from the recent appointment of Tim Robinson Furniture Agencies, Hartmann is opening a permanent trade showroom in The Wade Building in Long Eaton and will open the doors for The Spring Long Point show.

As for Hunter Knight, the company looks forward to showcasing new and current collections, including its everpopular Harlequin range. “Pop in and say hello, the kettle will be on!” Award-winning German bedroom manufacturer, Wiemann, is showcasing six of its finest and most popular ranges at Spring Long Point.

VIP star Denver and ultra-versatile Monaco are joined by new-for-24 Lagos and established favourites Miami, Split and Tampa on the display at Harrington Mill, Long Eaton. Stylish Lagos is a hinged range with an eyecatching floor to ceiling handle which can be downlit to stunning effect. It is available in a wide choice of finish combinations. Every Wiemann item

Hunter Knight

Vara range from Hartmann

Andrew Paul Furniture

Ramaro

enjoys the back-up of the company’s renowned network of agents, plus marketing support, home delivery and installation service.

Simon Hewitt, MD of Wiemann’s sole agents for the UK and Ireland, Litmus Furniture, said: “The Wiemann team is looking forward to welcoming visitors to our display at Harrington Mill, Long Eaton, and meeting up with friends old and new.”

Violino are “delighted” to be once again opening their doors at their Harrington Mill showroom, which is being spruced up for the event. From a successful September Long Point, Violino will have 25 new ranges launching in the showroom, with around 30 upholstery displays in total. “Violino will have new additions to the Zero Gravity power recliner ranges, and will be launching some great value good looking static sofas that reflect trends in the marketplace,” the company said. “With freight prices falling again to good commercial levels Violino will be promoting value ranges where they are needed, and of course adding plenty of luxury too in the right places.” Kesterport will also be showing in the Violino showroom with brand new ranges of dining and occasional furniture.

AMX Design will be introducing various sofa collections at Longpoint which focuses on commercially designed innovation and motion. Designed with dynamic aesthetics and versatile configurations, each piece seamlessly integrates advanced motion technology for unparalleled comfort, including reclining capabilities, adjustable headrests, and lumbar functionality. Crafted with premium materials and offering customisation options, these sofas are tailored to the UK market in mind. Packed with innovative features such as built-in charging ports and integrated power options, the collection promises to transform ordinary seating into extraordinary experiences.

Alexander & James

Ashley Manor

AMX

Ashley Manor is set to unveil its newest line-up of handcrafted sofas from the UK, with an emphasis as always on great design, unparalleled comfort, and exceptional value. Anticipate the debut of a new fabric collection boasting a modern trendled spring palette, alongside fresh interpretations of some familiar shapes. In addition, there will be the introduction of a brand-new lifestyle sofa and modular seating range, elevating the mid-market segment with a high-end, modern aesthetic.

Alexander & James welcomes you back to the Mill with all things new for the year ahead. “Following the launch of our MEDIUMS collection in 2023, we continue to design with this aesthetic in mind,” the company said. “Mixing playful edges with texture and tone, we introduce our latest models to the collection. Also welcoming new faces into our core range, our signature style continues with that laid-back luxe and comfort at the core… always.”

Artistic Upholstery’s showstopper is their Art Deco style ‘Hector’ Sofa, featuring a solid hardwood frame, coil sprung base with a foam wrap cushion combination developed together with their supplier. As for Duresta, they revealed: “We will be unveiling a captivating new aesthetic, with stunning enhancements to our Harrington Mill showroom and anticipate remarkable changes on the horizon. Brace yourself for a showcase of breathtaking new fabrics featuring bold and sophisticated patterns that will redefine elegance. Explore a stunning array of styles, complemented by our latest models that promise to surpass anything you’ve experienced from Duresta before.”

Couch & Co will be showcasing Jackie and Melody. The company said: “Intricate pinch quilt detail makes Jackie stand out from the crowd and offers the ultimate in modern comfort available in modular sections to create any size corner sofa or traditional size sofas and chairs. Get three chairs in one with Melody from our Cosy Collection. It rocks, it swivels, it reclines! Choose a size to fit and add functions to take the comfort to another level.”

Siren Furniture is set to launch its largest-ever collection of new contemporary upholstery ranges exclusively at Long Point. The new collection, includes show wood models and accent chairs, and will be revealed across 2 floors of its redesigned showroom. Each piece is designed in-house and presented in luxury fabrics.

Andrew J Mitchell, Chairman of the Long Eaton Guild and MD of guild member Artistic Upholstery, commented: “Long Point continues to be the UK’s most enjoyable and relaxed Furniture Exhibition. Our Spring show is the perfect event for retailers, manufacturers and suppliers to meet and discuss new collections.

“If you haven’t visited us before, then I invite you to take a day or two of your time to come and see why we are known as the most enjoyable and relaxed quality furniture show in the UK. I guarantee you will not be disappointed.”

www.longeatonguild.co.uk/longpoint

Couch&Co Melody

DURESTA

Artistic

Harmony’s three headlines

Jason

Stone, CEO

at leading

bedroom furniture

supplier

Harmony Furnishings, talks about the launch of its new catalogue and collections, as well as the appointment of its first UK agent.

Often things happen in threes and for Harmony, the leading suppliers of ready to assemble bedroom furniture and storage solutions, the company has recently made three announcements. Firstly, the business has announced the appointment of Gary McGovern as its first UK agent. Gary will represent the company in the North West and coincides with Harmony’s second slice of news, the launch of its ‘new for 2024’ collections.

Adding to this further still, the appointment and product launch adds to its newly refreshed and restyled printed catalogue, which will promote its ‘new for 2024’ collections.

“I’m delighted to have Gary McGovern represent Harmony in the North West,” Jason said. “Gary is a respected and well-known furniture agent, whose experience and background mirror Harmony’s core values.

“He will ensure that retailers are able to benefit from some of the best quality and functional bedroom collections that are available direct from UK stock. His appointment coincides with our new catalogue. Despite the growth in digital catalogues, we still feel there is very high demand from the independent sector for a printed version as a sales tool.”

Harmony’s new Sorrento collection is produced in arguably mainland Europe’s most “technically advanced RTA

Our new Sorrento collection has proven to be an instant hit with retailers.

production facility”. Using high quality European materials, its clean modern design, generous sizes, modular construction are complemented by a selection of internal optional extras.

“Our new Sorrento collection has proven to be an instant hit with retailers,” Jason continued. “The wardrobe’s generous height and modular design, coupled with a selection of internal accessories, give retailers and consumers alike almost limitless choices, ensuring precious bedroom storage space is maximized.”

Sorrento is currently available from UK stock in Light Oak and Anthracite, while over the next few months. Jason said it will see the addition of more colours and door styles to further enhance this already popular collection.

“In addition to Sorrento, Harmony also has a selection of other bedroom collections to suit all budgets along with Sliding Door wardrobes, all available from UK stock,” Jason said.

This July will see Harmony return to the Manchester Furniture Show for the first time in seven years, an event Jason is looking forward to. “This will allow clients to meet the Harmony team and see first-hand the very latest Sorrento developments alongside some established collections. We can’t wait to see you in Manchester.”

www.harmonyfurnishings.co.uk

FEATURES

In the next instalment of our new series of interviews with agents across the furnishings industry, we spoke with

as he shares his insight as an agent and why decent point of sale goes a really long way.

Meet Phil

Phil Gant, owner of PG Agencies Ltd, represents Papaya Trading, DiGio by Sofitalia, Vogue Beds Group and SoftNord.

How long have you been an agent in the industry?

I have been an agent since 02/01/24 but previously worked for 10 years at Kettle Home Ltd as a representative.

What drew you into the life of an agent and what’s the day-to-day like?

I wanted the challenge of working with different products within the industry as I had spent my whole career with a cabinet company. I also wanted to be closer to home as I have a young family.

What is the best part of your role?

I love to sell, but I also like to find solutions for my

customers. I’m fundamentally a people pleaser, so I like to help.

What is the most difficult?

Having been part of a big team at Kettle over the years, having a hub in the office was nice. Just catching up with my colleagues and being social. It’s a lonelier experience on this side of the fence, which is taking time to adjust to.

Do you have any particular highlights so far?

I really enjoyed the January Furniture Show. This was the first time meeting all of my new colleagues from the various companies I am working with, but also the first time to showcase the products to my customers in a big way. Samples, swatches and brochures can only show you part of the picture. Trade shows allow you to really impress and get commitments.

What challenges do you think currently face agents in the furnishing industry?

It’s no secret that this year is and will be challenging for everyone in this industry. Sales Agents/reps get a lot of pressure on them to go out and get results even when the market is tough. The challenge is really to keep your head up and find those opportunities.

What would you like to see change?

Interest rates coming down would stimulate the housing market, which will in turn stimulate the furniture market as well as other industries. With the boom in our industry during the Covid years, we have brought forward the sales from future years. We need to see something to give it a boost and hopefully return the market to more normal trading patterns.

What would help agents more?

Decent point of sale goes a really long way. Having easily consumed information makes everything easier from that point on. Before, during and after the sale.

What would you say to someone considering becoming an agent?

Get a good network of fellow agents to bounce ideas off and chat to. I feel very lucky to have many fellow agents I consider to be friends, they all have helped me in some way, from small comments of encouragement and advise, to helping me find the agencies I am working with today.

What is the most important attribute to have as an agent and why?

Being thorough is probably the most important attribute. Outlining all the details at the beginning prevents confusion further down the line. Remaining positive is also very important. It’s hard to do when you receive knock backs, but it’s all about how you can pick yourself back up again.

Can you share something that irritates you the most as an agent?

The perception that what we do is easy. I think that the misconception that we as a group just swan about taking orders is pretty commonplace. But the work that goes on in the background is pretty incredible, but goes unseen.

Can you share an insight into your plans for the year ahead?

My goals are simple, to grow my agencies and my own reputation as an agent, whilst staying sane, healthy and happy. Easy right?

What’s the next big thing you are seeing in the industry and why?

I’ve just been keeping my head down running my business and learning the products I’m working with now.

The perception that what we do is easy. I think that the misconception that we as a group just swan about taking orders is pretty commonplace. But the work that goes on in the background is pretty incredible, but goes unseen.

FEATURES

Henrik Pontoppidan, Director of S2U Design, talks about the coming together of both HAWA and VIFA, as well as explaining why there were two Saigon shows this year.

The HAWA Exhibition in Saigon, formerly known as VIFA, unfolded its splendour from March 6th to 9th this year. Since 2010, I have either visited or exhibited at the Vietnam International Furniture & Home Accessories Fair (VIFA) in Saigon every March. In the early days, this Furniture Exhibition occupied a solitary hall, a far cry from the expansive showcase it has become today. Beyond its role as a marketplace, VIFA has served as an annual reunion for global furniture enthusiasts, offering insights into emerging trends and providing a platform for networking with colleagues from around the world, as well as catching up with old friends scattered around the globe.

HAWA/VIFA – an evolving event not to be missed

Over the years, I’ve witnessed VIFA’s remarkable growth, from its modest origins to its pre-COVID peak featuring seven circus-sized tents adjacent to the main halls. The show’s evolution mirrored Vietnam’s ascent as a major player in the global furniture industry. Pre-COVID, VIFA’s organizers demonstrated a commitment to enhancing the show’s quality, transforming it from a market-stall-like event into a professionally organized international showcase. Government institutions and industry trade organizations began to take notice, further elevating VIFA’s stature on the world stage.

The HAWA/VIFA confusion

However, the onset of the COVID-19 pandemic ushered in a period of upheaval for VIFA. After two years of cancellations, the Handicraft and Wood Industry Association of Ho Chi Minh City (HAWA), the perennial sponsor of the show, decided to chart its own course. This decision severed ties with ‘Lien Minh Company’, the traditionally contracted organizers of VIFA, and gave rise to a period of rivalry between the two entities. The resulting confusion led to the defiant organisation of two competing shows in 2023 and the subsequent year, both vying for the coveted March dates. This fragmented landscape left international buyers bewildered and diluted the impact for exhibitors.

Fortunately, (at least at present) it appears that VIFA and HAWA have now reunited under a single banner, offering hope for only one event again in 2025. The upcoming show, slated for March 5th to 8th, 2025, presents an opportunity for reconciliation, consolidation and collaboration. With the potential to become the largest iteration yet, it’s an event that should not be missed.

Review of HAWA 2024

At this year’s HAWA Exhibition, the range of products showcased was nothing short of impressive, spanning from the weird to the wonderful. From avant-garde designs to timeless classics, exhibitors left no stone unturned in their quest to captivate attendees. Moreover, the general quality standard of both booth design and products was on the rise, reflecting the industry’s commitment to excellence and innovation.

In the spotlight this year, the HAWA Exhibition showcased a plethora of daring designs, innovations, and ambitions. The show’s March edition boasted three large, air-conditioned tents in addition to the main halls, ensuring a steady flow of visitors. Exhibitors unveiled a diverse array of products, from chairs and upholstery, Cabinets and Dining Furniture to outdoor furniture and many new eco-friendly materials. The exhibition hall buzzed with excitement as attendees marvelled at the industry’s latest offerings, signalling a promising future for Vietnam’s ever evolving furniture sector.

The HAWA Exhibition stands as a testament to the resilience

and adaptability of Vietnam’s furniture industry. As we look ahead to next year’s show, let us celebrate the spirit of collaboration and innovation that defines this remarkable event.

If you need help with connecting with any of the exhibitors you are welcome to reach out. My contact details are underneath. You can find a list of exhibitors here: www.hawaexpo.com/exhibitor-list/

henrik@s2udesign.com

www.s2udesign.com - www.vinahardware.com

Urban Garden

Urban Garden

Interfurn UK Company offering Traditional British Style Wooden Furniture

How to gain long term sustainable success

In recent months, Sam King, founder of From Fear To Mindful, has shared an insight into his free toolkit and why it’s an industry game-changer for furnishing retailers to help double sales. In our latest catch up, he discusses some success stories.

“The Toolkit has had so many success stories. From helping retail owners see huge returns on revenue to simply reinforcing what they already know,” Sam said.

“The best compliments you can receive aren’t necessarily the highest paying clients seeing massive results. For me, the greatest ones are when you give away your best knowledge and unsolicited positive feedback comes back and people thank you for the positive effect you have on their life and wellbeing.”

One particular salesperson who read Sam’s toolkit shared some feedback of how he gained a £8,000 order from one simple tip. “Apparently, he would normally give his clients a price and then give them the ‘Death Stare’, his words, not mine! Obviously, this isn’t the easiest way of going about getting orders and it certainly won’t strengthen the relationship between company and client. Which is what we stand for,” Sam continued.

“Instead, I ask my clients to only ask for the order when they know their prospect is ready to buy. This means that there is an air of peace and tranquility between them and the natural next step is to place the order. When there is a little bit of awkwardness however and something just seems a little ‘off’ I ask my clients to ask their prospects, ‘You seem a little hesitant...?’. This provides them with enough emotional respite to then bring up any objections that they may have which can then be overcome in a loving way.”

Sam says that hard closing is a thing of the past and people appreciate a softer approach now, not to mention it slashes the chances of buyer’s remorse and the referral rate skyrockets through the roof. “Repetition is a huge factor in seeing long term success. Many people and sales trainers for that matter believe that a one-day course is enough for their sales teams to increase their knowledge and turn into top salespeople.

“Many people however can’t just absorb all of that information at once, never mind process it and understand the theory and mindset that goes along. It’s all about working that mental muscle and keeping going over the skills that work.

“I had another client achieve a 30% increase in five weeks because every week we went over the new scripts we were implementing. If we hadn’t had done this over and over and over again, her team wouldn’t have remembered it. It’s not because they were lazy or didn’t want to succeed, it’s human nature to not take everything on board in one sitting.”

Sam added that he has a coach that advises his clients to read his book 10-15 times. Many people think this is excessive but readers only take in between 8-10% of the information each time at best. “By reading it this number of times, you take in all the information and the nuances that make the difference. The exact same is in this training.

“Being there as a source of support and enforcing the skills helped bring the new thought process out and slowly but surely, they understood the ethos behind the script. Going from being transactional to having a ‘giving’ and ‘advising’ mentality. It takes time but

once you have it, it comes naturally. She’s well on her way to doubling her sales now.”

Furthermore, some managers have even printed off the toolkit and given it to their sales team to rehearse and roleplay when there are lull periods between customers. As Sam says, “that’s dedication, right?!”

In fact, there are around 800 retail and business owners across the globe using the Toolkit at the minute from the US and UK, all the way to India and Kenya. “It’s funny, no matter what culture you’re in or what language you speak, people’s psychology is exactly the same,” Sam said.

Not just when you feel like it or when it’s the flavour of the day.

“Do it each and every time a client buys from you and you will see the benefit. It doesn’t matter if you own an independently owned furniture store with your wife or if you own a multi-million-pound corporation with 50 stores. This toolkit will give you the expertise you need to make a huge difference.”

“People want to be heard and understood and like their opinions matter without a battle. Make people feel like that and you’ll win every time. Oh, and everybody loves a freebie. So, throw in an incentive for referring your company and they’ll love you even more.”

For retailers looking to enhance their sales but are unsure of committing to such a toolkit, Sam says the Nike approach of ‘Just do it’ will help transform the mindset. “If you’re unsure about downloading the toolkit, I recommend you just do it anyway. It has a resale value of $497 and I’m giving it away for free.

“There are 13 actionable tools that you can implement to help you and your business succeed and grow. The ‘Envelope Method’ is one of the tools that you will receive in the kit and that alone has bought in the 100’s of Millions of Dollars and 10X’d businesses. “If you implement that referral strategy you will see huge gains in revenue, I guarantee it. If it doesn’t, reach out to me personally and I’ll create your own referral strategy free of charge, I’m that confident. But there’s one catch, you must implement it consistently!

As Sam concludes, there is “no other company in the world doing what we’re doing. We aren’t just sales trainers, we’re relationship strengtheners. We strengthen the relationships between you, your clients and businesses in your community. This is how you gain long term sustainable success.”

Scan here for your free toolkit

fromfeartomindful.com/free-toolkit-tbfg/

THE BIG QUESTION

This month we’re asking retailers: How has 2024 been for your business so far?

2024 so far as been hot & cold with sales. We’ve had some really good weeks then a couple of really quiet weeks. Quite extreme the difference in the change from busy to quiet. It would be the best-selling book ever if you good explain why it goes like this now & then. I don’t think the threat of a General Election helps, people subconsciously sit on their hands when there’s a General Election, even though their day to day lives won’t change for a year or two no matter who gets elected. We’ve dropped two suppliers that were late with deliveries and moved to better suppliers that deliver quickly.

2024 appears to be challenging. Lukehurst’s as a company had a reasonable January, probably bucking the trend, with a small increase on the previous year. However, I think in common with the majority. February has been very tough, with a significant decrease in orders taken. February takings we’re on a similar level to the year before but the decrease in sales will impact in the next couple of months. March has been marginally better than February but awful weather and local road closures has impacted business. We have run a bed promotion in conjunction with bed month, which has improved sales, particularly at our Rainham high street location. As a result of increases in utility bills and the imminent rise in the national wage, we have looked to increase our margins in an effort to manage the impending price rises. 2024 will continue to be a challenge..

In the current economic climate, we’re noticing that customers are browsing around for the best deals more than ever before they make their purchase. It seems there is a demand for good value, high quality furniture that will last longer - as opposed to the more ‘fast-fashion’ approach which had started to take hold before the Pandemic.

“We continue to navigate a market undergoing an exponential pace of change and we remain optimistic, as we continue to invest in growth. Our strategic plan involves leveraging brand, investing in technology and driving new, multi-sector brand partnerships, to enhance the customer experience and adapt to a continuing shift in consumer demands. We know that retailers need to look beyond the realms of the sector to understand and adapt to how consumers are making spending choices. This is of infinite importance within the furniture sector, where repeat purchase takes place on average, every five years. Therefore, delivering a customer experience which is perfectly on point, is vital. At Arighi Bianchi, our focus is intent on delivering an enhanced, multi-channel customer experience, delivering a curated retail, dining and lifestyle experience too.”

We have had quite a good year so far with us running in excess of 6% above budget and over 10% up yoy. In the last three weeks we have definitely seen a slowdown in the market as the cost-of-living issues bite. I think consumers are starting to feel punch drunk as a tsunami of significant cost increases have hit home in March such as Christmas credit card bills, water bills, car insurance, council tax, car tax etc. Let’s hope this is a temporary hiccup and not the start of a trend!

“Five months into the new financial year and in an external market which remains challenging, we continue to make progress, and our performance remains in line with our expectations. For the remaining months of the financial year, we remain focused on those factors in our control; store number growth, investment in colleague training, product innovation and digital capability.”

Grant Berry – Home World – Mattress & Bed Centres

Martin Lukehurst – Lukehurst

Huw Williams - Toons Home Furnishers

Sarah Bianchi - Arighi Bianchi

Nick Collard - Bensons for Beds

Amthal Karim - Furniture And Choice

New Products

Devonshire

The Lydford Bedroom Collection evokes traditional craftsmanship, quality and timeless design elements with a contemporary twist. Designed in the UK, the range features elegant, gently curved mouldings and a light Grey Mist paint finish, as standard, with a further 9 premium colours to choose from. Complemented by solid oak, lightly finished tops featuring softly rounded corners. Practical storage options are plentiful with a range of free-standing chests, dressing table and robes to cater for all the storage solutions required.

www.devonshireliving.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 tailormade 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

Wiemann

VIP Lagos - brings a new detail to the Wiemann ranges. An accented trim merges with an elegant floor to ceiling handle, which can be further accentuated by a stylish downlighter. Lagos is a hinged range available in a wide choice of finish combinations. Every Wiemann item enjoys the back-up of the company’s renowned network of agents, plus marketing support, home delivery and installation service.

www.wiemannuk.co.uk

Purecare

OmniGuard® Advance is the unique, award-winning base fabric used as the foundation of our entire premium mattress and pillow protector collection. It is designed to deliver the highest standards of cleaner sleep and whisper-quiet protection. Our zippered total encasement mattress protector completely surrounds your mattress for the best, most effective protection layer available. Our 6-sided cover is a locking, zippered barrier against moisture, allergens, bed bugs, dust mites, mold, mildew, and stains.

www.purecare.com

Sweet Dreams

April sees the launch of the AIS exclusive, responsibly sourced, Landmark bed range at the INDX Beds and Bedroom Show by Sweet Dreams. Showcasing six luxurious beds featuring 100% recyclable foam free mattress fillings and sleep surfaces made from chemical free eco-friendly sustainable fabrics. Bases, headboards and accent furniture feature a choice of 6 fabulous GRS Certified 100% recycled fabrics. The beds are based on Sweet Dreams best-selling pocket spring systems and are available as three no-turn quilted and three two-sided tufted models.

www.sweetdreamsuk.com

Paul Wray, Managing Director of Furntec Ltd and Modern Outlook Furniture, shares two big announcements from China with one being the introduction of his son.

Finally, a Dream come true!

As many will know in the furniture trade, it’s a small world and although we may move on to different companies over the years to work in this industry and even sometimes decide to uproots and move to another country to do what we love most, we are dedicated in what we have a passion for, and that’s Furniture!

I have been working in the Far East, mostly China for the last 27 years and lived here for 12 years. It was extremely hard at first, moving away from my family to set up my office to be at the front end of where my customers products are produced and settling into a completely new culture, but I did it.

Nothing has changed in terms of my passion for the furniture business and now

adding more products and ranges to the existing lines has been an exciting challenge allowing the business to grow in other areas, such as lighting, decoration and outdoor furniture along with the indoor furniture products we produce.

As mentioned in February’s Big Furniture Group edition I had some exciting news to share for March. My son has decided to uproots from the UK and now join the family business and become part of the team here in China. Initially James will learn from the ground up, to give him a solid foundation of the furniture business and all the types of products we produce which will include extensive training in quality control within all our factories. As his father, I cannot be happier knowing one day I will be able to pass all what I have done over to my son to carry on what I have achieved.

Now for even more exciting news! Modern Outlook and Ben Womack from B Womack Furniture Ltd have now taken a major shareholding in two factories here in China. It has taken many years to get this far but with lots of painstaking hard work, we are now partnered with our newly built sofa upholstery factory in Huizhou, Dongguan and our outdoor factory in Bengbu, Anhui. We have created a new exciting range that is on trend, and recently exhibited at the Guangzhou CIFF Furniture Fair. We had lots of visitors at the show where our newly developed product ranges were greatly received.

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/paulwray-79403935/

JOBS BOARD

Here are some of the latest furnishing industry jobs.

(Correct as of 22 March 2024)

Indus Valley – Sales Agent

Established since 1998 and supplying furniture throughout the UK, Indus Valley is a wholesale business specialising in solid wood, ceramic and reclaimed furniture. We are recruiting for experienced sales agents in the Scotland area. For more information about the role or to apply, please send an email with your CV, to the Managing Director Atul Joshi atul@indusvalley.co.uk

Hunters Derby – Furniture Sales Consultant

We are a family-run furniture retail store established over 95 years ago. We are very proud of our longstanding reputation for quality and service operating from our 27,000sqft store based in Derby. We are on the lookout for a Furniture Sales Consultant to join our team in Derby on a full-time, permanent basis. The role involves direct discussion with customers to help and inform them to buy the products most suitable for them and to provide the high levels of service that our customers expect. Product training will be provided and we would prefer applicants with experience in selling high end products with personal service. To apply, email your CV to info@huntersfurniture.co.uk

HUMZ – Sales Agent

The Humz Marble Creation Furniture is a range of furniture that is designed to appeal to a wide range of retailers. The business is recruiting for sales agents for its marble range of products. Areas include: North West, North East and South West including Wales. To apply, email your CV to bilal@humz.co.uk

Herringbone Kitchens – Apprenticeships

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

Get Laid Beds – Trade Sales Manager – Contract Furniture

Hybrid offered, office is based in Glen Parva, Leicester. Competitive salary, bonus & benefits. Crafting Careers in Comfort – Join the Get Laid Beds Family! Are you a passionate and driven sales professional with a knack for B2B success? Get Laid Beds is looking for a Trade Sales Manager to join our dynamic team. If you have a proven track record in trade sales, excel at relationship management, and thrive on exceeding targets, we want to hear from you. Please email applications to barbara.robertson@getlaidbeds.co.uk

The Furniture Bazaar – Sales Agents

A well-established family run business located in West Yorkshire supplying upholstered bed frames and Headboards throughout the UK. We are recruiting for sales agents in the following areas: Scotland, North West England, Midlands and London. For more information about the role or to apply, please send an email with your CV, to info@thefurniturebazaar.com

Vogue Beds – Agent for Home and East Counties

Vogue Beds Group is recruiting for a sales agent for Home and East Counties. To apply, email your CV to emp@voguebeds.co.uk or bilkis.patel@voguebeds.co.uk

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 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.

Understanding Audiences

Independent marketing agency Boutique, who specialse in representing brands and retailers in the Home & Garden space, have developed a new way of making sense of the consumer purchase journey. They believe that the key to success for businesses in the sector is to understand not just the steps that customers go through before buying, but also the thought-processes behind them, to help gain advantages in an ever-competitive market.

We believe that only once we truly understand the consumers, can we start thinking about how to talk to them and where to advertise to them.

We spoke to Sophie Cork, Senior Planner at the agency, about the importance of understanding audiences and the advantages it can offer to brands in the sector.

Tell us about the process you go through to help Home & Garden brands better understand their customers…

Before we get underway with any specific projects or campaigns, we spend a lot of time talking to our clients about their audiences - who they really are, how they think, what they do - because we really feel like it’s time worth spent. We believe that only once we truly understand the consumers, can we start thinking about how to talk to them and where to advertise to them. It sounds obvious, but we always start with data. We look at what the company has available - whether that’s postcode sales data, website analytics or previous customer surveys or brand studies, and then plug in the gaps where we need to help us get to the full picture. We have a huge amount of tools and resources to help us with this. From there, we apply these audiences to our Customer Buying Cycle model to illustrate how these customers come to make a purchase.

What’s the Customer Buying Cycle?

This is our own unique approach to the traditional awareness ‘funnel’. While the old funnel model typically goes from Awareness to Consideration to Purchase in a simple linear way, our Cycle, as the name suggests, is cyclical in nature and illustrates the complexities of the modern customer journey. It maps the different stages buyers of a brand go through, and are custom made depending on the specifics we found out about the customer types.

How can brands use this to their advantage?

Unlike the traditional funnel, the Customer Buying Cycle details not just the actions that consumers go through when deciding

what to buy, but the goals and tactics brands can employ to help them get to the next stage to purchase. It includes real actionable advice that can help businesses understand, and crucially, acquire more customers.

How can brands find out more about it?

Reach out to us! We love talking to new brands and building new connections with businesses in the Home & Garden space. We’ll also be discussing the Customer Buying Cycle in detail in the next edition of our Home Report, our own research report that covers the shape of the sector, trends, insights, helping brands to build marketing strategies to grow their business. This is launched at the face-to-face conference, which will happen this year in May 2024 in Leeds.

You can sign up via the Boutique stand below and also request copies of the previous Home Reports https://bigfurnitureshow.com/weareboutique

Last Word The Winter Sale - a post mortem

Adam Hankinson, Managing Director at Furniture Sales Solutions, talks about the ‘Winter Sale’ and how to maximise its effectiveness beyond the period.

MORE SALES GUARANTEED

Adam Hankinson

By the time you read this article the most important eight weeks of the trading year, the Winter Sale, will be a distant memory. It may be one you’d rather forgetindustry sources tell me a 30% drop in like-for-like performance is not uncommon.

You may have had an OK time of it reassuring yourself that results in line or just below last year puts you on par with your competition. I hope that makes you feel better!

Allow me to give you an insight into two anonymous retailers who performed +15% and +17% respectively throughout January and February.

These retailers are in different parts of the country, have different ways of marketing and operating, completely different sale discount structures and completed different leadership and management systems and styles. So, while there are many differences between them, we can leam what made them successful by studying their similarities.

Similarity 1: Both had a vision and goal to have their “Best Ever” Winter sale. This was decided on in the previous September.

By setting this big, hairy, and audacious goal they set in motion a whole raft of things that left no stone uncovered in their genuine desire to perform exceptionally and to record breaking levels.

When you set and articulate this type of goal and you really believe that it’s very possible, you carry the team with you. It’s called leadership.

Similarity 2: They came up with a plan. To deliver exceptional results they had to plan the best ever marketing campaigns. Every part of their marketing plan was looked at with fresh eyes and new perspective and old ideas and practices were challenged. What got us there last year won’t cut it this year!

Their plan was jointly created by all departments with best ever results in mind. Truly working together to ensure that every aspect of display and merchandising was taken to new heights.

Similarity 3: Targets were broken down into daily and weekly achievable goals. These were then split amongst stores, departments and individuals in a realistic and fair way (i.e. everyone believed that their goals, whilst stretching, were possible).

Similarity 4: Great thought was given to the ongoing and continuous motivation of managers and their sales teams. They were rewarded and acknowledged for their contributions in 2023 and given new “spirit” prizes to win in every week of the sale - from beginning to end.

“It’s a marathon not a sprint” is the old adage - Regular new and exciting competitions for all sales KPI’s ensured relentless focus on excellent performance.

Similarity 5: Both businesses engaged with a sales training company before and during the winter sale.

Despite decades of experience in both businesses the teams were taken through “the most exciting, thoughtprovoking and change-creating” training programme in their history. Poor performers became good, the best improved by 10% and most importantly the ‘middle of the pack’ performers became great.

Both teams were trained for weeks inperson and virtually with daily reports of orders generated “that we wouldn’t have got without your training”.

They say that if you always do what you’ve always done then you’ll always get what you’ve always got.

Who was that training company I hear you ask…

…hang on a minute I have their business card here somewhere.

www.moresalesguarantee.com