Big Furniture Group Magazine June 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: 22

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 June’s Big Furniture Group Magazine ”

This month sees a focus on how to embrace the future of outdoor living through Maze’s 2025 furniture collection, while we also get the low down on the company as well as the opportunity to speak with Carole Nolan, National Sales Controller, in our latest Big Interview. She talks about the day job, what products are proving popular, gender diversity and what’s next for the company.

In keeping with outdoor, NOVA recently announced a complete overhaul of its product range with new collections now available to view at the NOVA Experience Centre. Meanwhile, moving to another product category, Koble Designs speaks about elevating the gaming experience with smart gaming furniture and Gallery Direct talks sofas. We also spoke with PrestiAI on transforming furniture with AI, as well as DispatchTrack about enhancing the customer experience through optimised self-scheduling.

There’s some big news emerging from Sweet Dreams, who share a teaser into their rebrand plans, while RetailSystem gear up for their major unveiling at the Manchester Furniture Show. On MFS, we share an initial preview of next month’s show, while Harmony and Sofa Connections both share their latest updates ahead of the event. We also recap the recent INDX Beds & Bedroom show, while catching up with Sleepeezee on their recent Royal seal of approval and Hypnos as they continue to celebrate a year of special anniversaries and milestones. Harrison Spinks is also celebrating after achieving another prestigious King’s Award for Enterprise. You’ll also find an interview with Bed Kingdom following their recent asset acquisition of e-commerce furniture retailer Cuckooland, as well as an insight into how the relationship between Dreams and TEMPUR continues to evolve.

We caught up with M6 Beds once again following the official opening of their second store, while Style Furniture talks about recent investments, including the launch of two new websites. In keeping with retail, we spoke with David Marsden, founder and partner at advisory firm Park Place Retail, who shares an insight into the retail park property landscape with a particular view on the furniture and beds sector. As for our Retail Focus feature, Feather & Black are in the hotseat, while Green Retail highlights the latest updates from JYSK, Panda and Arighi Bianchi. On sustainability, Silentnight shares an insight into running a sustainable business.

The Furniture Components Expo Review features too, as well as a case study from Pathfinder, while our next Agent under the spotlight is Colin Boyce who highlights what is most challenging and why being tenacious and patient are key attributes. Our other regulars, The Bed Expert and Letter’s from China and Vietnam also return with more insights. Meanwhile, PurePR talks about the importance of PR in the furnishings sector and Furniture And Choice shares another overview of on-trend styles and interior looks currently inspiring furniture buyers. To wrap things up, Furniture Sales Solutions talks about how to get the best from yourself each and every day.

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.

CONTENTS

06 / 14

16. Big on Social

18. The Big Interview

22. KOBLE Designs enters the game

24. Website refresh aims to boost business

26. Sit Comfortably with Gallery Direct

28. Inside M6 Bed’s new Northwich store

32. Retail Focus: Feather & Black

36. The birthplace of software

38. Are retail parks thriving for furniture?

40. Harrison Spinks achieves another prestigious King’s Award

42. INDX Beds & Bedroom Review

46. Sweet Dreams: The Rebrand Plan

48. Peter Keen: A lifetime of beds

50. Dreams and TEMPUR – A Cool Partnership

52. Royal seal of approval

54. The Bed Expert

56. The Kingdom Keeps Growing

58. Next stop: Manchester

60. Transforming furniture with AI

62. Embrace the future of outdoor living

64. What’s fashionable in furniture: Part Two

66. The power of PuRe PR

68. Optimised Self-Scheduling

70. Why Pathfinder?

72. Furniture Components Expo Review

76. Meet the Agent

78. Manchester Furniture Show Preview

80. Sofa Connections ready to connect at MFS

82. Buying is in the detail

84. Green Retail

86. Running a sustainable business

88. Big Question: Sustainability?

90. Register Now for IFHS

92. Letter from Vietnam

94. Letter from China

96. The Big Furniture Show

98. New Products

102. Introducing McGimpsey

104. Jobs

106. Last Word with Furniture Sales Solutions

ON THE COVER

MAZE

Beautifully crafted outdoor furniture designed around you. www.maze.co.uk

NATIONAL SALES CONTROLLER AT MAZE, talks about the day job, what products are proving popular, gender diversity and what’s next for the company.

WEBSITE REFRESH

Andy Walker, owner of Style Furniture and Relax Sofas and Beds, talks about the year so far as well as recent investments including the launch of their new websites.

RETAIL FOCUS

Steve Payne, Head of Feather & Black - part of the Dreams group, talks about how the brand continues to grow, future product expansion plans and why customer support is key.

THE BIRTHPLACE OF SOFTWARE

David Hewitt, Head of Global Support & Implementation for RetailSystem, reveals why the upcoming Manchester Furniture Show is going to be a big milestone in their history.

NEWS

Barker and Stonehouse sign up to BFM retail membership

Barker and Stonehouse is the latest high-profile company to join the new retail membership category, created by British Furniture Manufacturers.

Launched in 1946, Barker and Stonehouse is the UK’s largest independent, family-run furniture retailer, with 11 stores nationwide and a reputation for quality, style and value.

The BFM’s new retail membership category, launched in 2023, recognises companies committed to selling and promoting British made goods and is open to retailers across the UK.

Phil Spademan MD of the BFM, said: “Barker and Stonehouse is widely recognised for championing British manufactured goods and we are delighted to have them join our retail membership. They spearheaded the campaign ‘Let’s Get Going Britian!’ bringing on board the BFM and other industry bodies in 2020, to lead the charge for British furniture manufacturing.

“Barker and Stonehouse has taken an active role in re-energising the industry and reinforcing the value of British-made goods. We look forward

to working with them, and our other retail members, to continue to get this message across.”

MattressNextDay announces new partnership with Jay-Be

Mattress and beds retailer

MattressNextDay has announced a new partnership with Jay-Be, one of the UK’s leading manufacturers of sofa beds, folding beds, and guest beds.

The partnership between MattressNextDay and Jay-Be is in many ways a “perfect match”, with both being recognised at the last NBF (National Bed Federation) Awards. MattressNextDay were crowned the ‘Online Bed Retailer of the Year’ for 2023/24 and Jay-Be were awarded ‘Bed Manufacturer of the Year’ at the same prestigious awards ceremony.

“We’re delighted to partner with Jay-Be, a leading innovator in the sleep industry,” commented Martin Seeley, CEO of MattressNextDay. “We were particularly drawn to their sustainability focus, which aligns with the values both of our companies share. Their Zero Waste to Landfill accreditation and ISO 14001:2015 Environmental Management certification is a testament to their steadfast commitment to sustainability and support our #SustainableSnooze campaign.”

Jay-Be has been a trusted name in the industry for over 70 years, renowned for their commitment to quality, sustainability, and customer satisfaction. Their extensive collection of sofa beds, folding beds, and guest beds are designed to offer both comfort and versatility, making them the perfect choice for homes with limited space or for those hosting host overnight guests.

“We’re constantly seeking ways to enhance our range and provide our customers with a wider range of highquality sleep solutions,” Martin added.

“MattressNextDay is excited to embark on this new chapter with Jay-Be and look forward to a long and successful relationship.”

Sleepeezee acquired by Silentnight majority shareholder

Kent based bed and mattress manufacturer, Sleepeezee, has been acquired by The Sleep Group, owned by H.I.G. Capital. The Sleep Group is also the majority shareholder of Silentnight, the UK’s most trusted sleep brand.

The acquisition by H.I.G. Capital from French-based Private Equity company, Perceva, sees two strong, independent brands with distinct market positions delivering a group market share of circa 20% and continuing to operate under the stewardship of their current management teams from their respective sites in Rochester, Kent and Barnoldswick, Lancashire.

Both businesses will continue to work in partnership with their valued customer bases and established supplier networks, with a future focus on leveraging their combined strengths in the bed and mattress market.

John Harper, H.I.G. Capital Managing Director commented: ‘We’re excited to add Sleepeezee to the group, it is a strong, scalable brand, with significant room for growth both domestically and internationally’.

Tracey Bamber, Silentnight CEO, said: “We’re delighted to welcome Sleepeezee to the group and look forward to moving forward together as two well respected distinct businesses in the UK market.”

Steve Warren, Sleepeezee Managing Director added: “2024 sees Sleepeezee celebrating our 100th year in the bed industry, we’re delighted to be joining the group at such a pivotal time and can’t wait to start delivering on our growth plans under new ownership for many more years to come.”

NEWS Yorkshire furniture maker HSL awarded top industry accolade

HSL, a family business which employs more than 500 people and has been making and selling upholstered chairs, sofas and adjustable beds in Batley, West Yorkshire, since 1968, has been awarded the prestigious Manufacturing Guild Mark for business excellence by The Furniture Makers’ Company, the City of London livery company and furnishing industry charity.

Owned and managed by the Burrows family, who established the company over 55 years ago, HSL is known for its luxury recliner chairs and comfortable sofas as well as adjustable electric beds. The manufacturing process, at the company’s Batley production site, was the subject of an episode of BBC show Inside the Factory earlier this year.

The Manufacturing Guild Mark has been the mark of excellence for Britain’s top furniture and furnishing manufacturers for 30 years and is awarded to companies demonstrating the highest standards in design, product development and function, manufacture, human resources, financial stability, sustainability and sales and marketing.

Steve Bulmer, Manufacturing Guild Mark chairman, said: “Gaining the Manufacturing Guild Mark is the result of an extremely rigorous audit and assessment process. We scrutinise every aspect of a business’s operation and the fact that HSL passed with flying colours is testament to their pedigree and credentials as an exceptional British furniture manufacturer.”

He added: “The team really impressed us with their commitment to continuous improvement. They have refined and re-engineered their manufacturing

processes after establishing their own design and development team eight years ago, investing in high-spec machinery and technology to improve efficiencies and quality.”

The firm has also launched new product ranges, gaining the Queen’s Award for Innovation.

Mr Bulmer added: “Equally impressively, HSL now work with a local college, which delivers the company’s furniture manufacturing apprenticeship standards. They are also keenly focused on sustainability, reusing much of their own packaging, installing a new, super-efficient extraction system in the factory and expanding LED lighting, with plans to install solar panels at its Leeds distribution facility.”

Ben Waters, HSL operations director, said: “We are incredibly proud of our craftsmen and craftswomen and delighted to be awarded this prestigious mark of excellence from The Furniture Makers’ Company. The award is testimony to the hard work and dedication of everyone in the HSL family.”

La-Z-Boy launches movie campaign to celebrate Garfield

La-Z-Boy has announced a purr-fect collaboration as they join forces with a world-famous feline, Garfield.

Throughout the promotional period for Columbia Pictures/Alcon Entertainment’s The Garfield Movie, La-Z-Boy, a global leader in the manufacture and retail of residential furniture, will debut a La-Z-Cat moniker based on everyone’s favourite Mondayhating cat, after Garfield has gotten his paws on the iconic logo.

Garfield has his very own recliner chair in the movie which makes the collaboration a natural fit with La-ZBoy. La-Z-Boy UK is one of 15 La-Z-Boy International territories taking part in the collaboration, which will see innovative activations, including a world-first logo takeover and fun competitions.

La-Z-Boy and The Garfield Movie has launched a contest to crown the World’s Laziest Cat, asking pet owners to share photos of their pampered pets living their best nine lives.

Cinema-goers in the UK can win a £3,000 prize package by finding a promotional Garfield-themed version of the classic La-Z-Boy Spectator recliner chair, snapping a selfie and sharing it with the hashtag #LaZCatselfie.

A working La-Z-Boy interpretation of Garfield’s own recliner from the movie will be used at the world premiere of the film. Plus, miniature feline-sized versions created by La-Z-Boy pet bed licensee, Petmate, will be created on a limited run.

Creative campaigns will run across TV, out-of-home, print, digital and social channels in participating territories. Participating La-Z-Boy stores will run bespoke display materials and the promotional chairs will be making surprise appearances in some fun and unexpected locations, offering lucky people the chance to win a grand prize if their selfie is a winner.

Brand marketing director for La-Z-Boy International, Natasha Shillingford, said the collaboration would help introduce the benefits of reclining furniture to new audiences.

“We are so excited to be giving Garfield a purr-fect place to embrace his lazy side to celebrate the release of The Garfield Movie. As a brand, this is the first time La-Z-Boy has allowed any character near our logo, and just look how pleased he is with the results.

“We have planned our campaign to put a smile on people’s faces, and we are sure our customers will enjoy many fun, lazy meow-ments, just like Garfield.

“As a proud ambassador for his recliner, we’re delighted to be sharing Garfield’s favourite piece of furniture far and wide.”

Million Dollar Retail Sales Programme

The “Million Dollar Retail Sales Programme” is for Retail Furniture store owners who want to generate One Million GBP in additional sales to their business. He created this because most are sick and tired of inconsistent cashflow, wondering where their next client will come from and working in their business rather than having their business work for them.

He helps them get the freedom to live the life they want, help their sales team up-sell and cross-sell with ease and turn their existing customers into a tribe of raving fans that actively promote them and their business.

Bottom line, he generates One Million GBP in additional sales to their business in 2 years or less, Guaranteed.

How does it work?

There are 3 components that are included in the Programme.

Sales Training

Any top sales or growth minded person knows that learning never stops! Consistent training is key to success and studies show you must keep going over the same content so it is engrained in your minds. It needs to be repeated so much that the content second nature and instinctual to you. In reality, it’s a complete paradigm shift.

Sam says he has a coach that tells his clients to read his book 10-15 times to ensure the information is received.

This is why there are live weekly 1-2-1 coaching calls on an e-learning platform that helps serve and support retail store owners and their salespeople to hone in on their knowledge and find the missing links that could swing a sale.

There is also a full day of in-store sales training as a bonus for fast movers.

Marketing

Relationships are the key to growth and success, not cold advertisements. Would you rather risk spending money on google and social ads (Mark Zuckerberg has enough money without giving him more!) or would you rather have other people referring you to their friends, families and clients?

A referred lead spends more, haggles less, already trusts you, is more inclined to buy first time and shop around less.

Mastering your mindset

Limiting beliefs are the biggest singular issues that many people face in stopping them from achieving their dreams and goals.

Be very wary of any Programme that does not have a mindset element included as the likelihood is you will hit a wall at some point and need a way to breakthrough.

This is where we help you unlock certain beliefs to keep the momentum moving forward.

This Programme is a long-term investment and not a quick fix as we’ll be working together very closely for 2 years at a minimum. Every member of the Programme must get along and have the same positive, growth fuelled mindset. Thats why there is an application process.

The fees for the Million Dollar Retail Sales Programme are linked to results too.

If you’re successful in applying, the initial investment is 25% of the total fee, then 25% is paid when you have increased your business by One Hundred Thousand GBP above current pace and the remaining 50% is only paid when you have increased One Million GBP above current pace as a direct result of joining the Programme.

Do you want to increase an extra One Million GBP in your business?

If yes, click here to apply on a Strategy Session to see if Sam can crush it for you.

https://calendly.com/sam-king-/milliondollar-retail-sales-program-strategysession or email sam@fromfeartomindful.com

Download your Toolkit here:

https://fromfeartomindful.com/free-toolkit-tbfg/

John Lewis ‘clicks’ with EasyKlix™ by Forte furniture

The innovative EasyKlix™ by Forte furniture range has been launched exclusively in the UK for 2024, at the John Lewis flagship London store in Oxford Street.

The 19-piece flat-pack collection has been beautifully designed to assemble up to 10 times quicker than conventional furniture thanks to an innovative ‘clicktogether’ system using Threespine ID technology.

The collection features cabinets and sideboards, wardrobes, TV stands, chests of drawers and side and console tables, available in white, natural and sage green colours.

Over the next month the exciting range from Poland-based Forte will be rolled out at John Lewis stores in Glasgow, Westfield Stratford City, Southampton, Solihull, Leeds and Liverpool.

Brian

as 62nd Master of The Furniture Makers’ Company

Brian Ahern has been installed as the 62nd Master of The Furniture Makers’ Company, the City of London livery company and charity for the furnishing industry, succeeding Amanda Waring.

The annual Installation Ceremony took place on 13 May 2024 in the Long Parlour at Mansion House, the official residence of the Lord Mayor of London. During the same ceremony, Debbie Johnson and Jessica Alexander were installed as the new senior and junior warden of the Company, respectively. Brian, a stalwart in the British furniture manufacturing sector, joined The Furniture Makers’ Company in 2003, became a liveryman in 2006 and has served on the Court – the Company’s board – since 2013.

The ceremony was followed by the celebratory dinner in the venue’s stunning Egyptian Room. Around 200 guests were in attendance to celebrate the new Master’s installation and were joined by City dignitaries including the Rt Hon the Lord Mayor, Honorary Liveryman Alderman Professor Michael Mainelli; the Lady Mayoress; Alderwoman & Sheriff Dame Susan Langley DBE; and Alderman & Sheriff Bronek Masojada.

Commenting on his installation, the new Master said: “I am immensely honoured to have been installed as the 62nd Master of this great livery company. I very much look forward to working closely with my wardens, Debbie Johnson and Jessica Alexander, to champion our livery and deliver our strategy, increasing membership and promoting our wonderful industry. The next 12 months are going to be very busy and I am excited to represent The Furniture Makers’ Company at City and industry events.”

NBF appoints Tean Dallaway, Airsprung CEO, as first female President

The National Bed Federation (NBF), the

trade association for British and Irish bed manufacturers and their suppliers, has appointed its first female president following the election at its AGM in May.

Tean Dallaway, CEO of Airsprung Furniture Group, has stepped up from her position as NBF vice president, manufacturers, taking over from Jim Gerety, MD of Vispring who has served two years as NBF president.

Mike Holmes, MD of Leggett & Platt (Kayfoam Woolfson/Kaymed), has also been appointed as the NBF treasurer, a position Tean has held since 2009.

“It is an honour to have been asked to serve as the president of the NBF,” said Tean, who has contributed to the board for 15 years. “The NBF plays a vital role in championing the interests of the British and Irish bed-making industry, which not only provides employment to a substantial workforce but also supports a crucial supply chain.

“As the first female president of the NBF, I am proud to represent the growing diversity of leadership within our industry. I see this as an opportunity to inspire others and pave the way for greater inclusion and representation.”

Tean has worked for Airsprung for 30 years and the last 20 years as the group FD. Before arriving at Airsprung she trained as a Chartered Accountant with Price Waterhouse. Simon Green, MD of CPS Group, continues as the vice president, suppliers.

At the AGM, members also voted on the re-election of Fara Butt, director of Shire Beds, and Simon Green to the NBF Council.

Ahern installed

Tai Ping opens new showroom

Artisanal and handmade luxury rugs maker Tai Ping has announced the opening of its new flagship showroom in London. Located on Fulham Road, at the heart of Brompton Design District, the showroom sits within a Victorian era building and marks a new chapter for Tai Ping in Europe.

UK retail division sales up at Swedish bed maker

The UK retail division of Swedish bed manufacturer Hästens has reported a growth in sales while narrowing losses. According to its latest filed accounts for the year ended 31 December 2023, total sales rose 26.5% to £6.2m from £4.9m in 2022. Pre-tax losses during the period narrowed from £1.4m to a loss of £1.1m.

Qualita acquires Centrepiece’s wholesale operation

Furniture wholesaler Qualita Ltd has announced the acquisition of Centrepiece International Ltd’s wholesale operation. This strategic move expands Qualita’s product portfolio, supply chain, and customer base, while also providing Centrepiece with significant growth opportunities. Through this acquisition, Qualita gains access to Centrepiece’s established product lines, expanding its portfolio and catering to a wider range of customer needs.

BFM confirms return of expo for 2025

British Furniture Manufacturers (BFM) has confirmed the success of its inaugural Furniture Component

Expo (FCE) and will see the event return to the Telford International Centre next year on 19 and 20 March 2025. The one-stop-shop trade show allows manufacturers to review and purchase products across the whole furniture supply chain from leading suppliers.

Sealy UK expands leadership team

Mattress maker Sealy UK has announced a new senior hire for the business, as sales continue to build following three years of transformation under new ownership. Neil Clark has been appointed as Sealy UK’s General Manager. In his new role, Clark will spearhead the company’s strategic growth initiatives, positioning Sealy within the premium sectors of the UK’s mattress market, with a continued focus on NPD.

Industry charity welcomes Dreams as corporate member

Bed and mattress retailer Dreams is the latest company to join The Furniture Makers’ Company, the City of London livery company and charity for the furnishing industry. Michael Dingwall, director of production and quality at the Dreams bed factory, said: “Through this membership, we are looking forward to taking a more active role in the sector and supporting The Furniture Makers’ Company’s initiatives.”

Bisley opens new Dublin showroom

Bisley, the British office furniture designer and manufacturer, has opened a new showroom in Dublin, their second Irish location. Located on the outskirts of the city centre, on

the edge of Phoenix Park and on the banks of the Liffey, the new 2,000sq ft space will showcase Bisley’s wide-ranging commercial interiors collections. Bisley will share the building with flooring firm Interface.

Carpetright announces restructure

Carpet retailer Carpetright has announced restructuring plans across a number of departments to better support regional stores and digital plans. A staff reduction of just over 25 percent will affect the company’s central support centre and field management teams leading to approximately 70 job losses. This reduction reflects the depletion in the retail portfolio, and revenues, that the business has experienced over the past eight years.

Mobile upholstery repairs firm secures investment

Investment firm Middleton Enterprises has announced its investment into Upholstery2u, a mobile upholstery repairs provider. Middleton Enterprises is investing £1.125m of Growth Capital, primarily to assist the company in solidifying its position as a market leader in the UK, whilst also expanding internationally.

Daro Furniture announces launch of new website

Indoor and outdoor furniture manufacturer Daro has announced the launch of its new website, darocane.co.uk. This new development marks a significant step forward in providing an enhanced online experience for the public and its stockists.

ON

BIG SOCIAL

June 24!

MattressOnline

This morning, we not only welcomed the sunshine; but also welcomed Simon Williams from the National Bed Federation to our Doncaster store for a look around, chat about how it’s going since opening, and what the NBF are doing to provide ongoing support to our industry. Thanks for coming to see us!

Julian Charles Home

We’re thrilled to announce that our newest store is now open at St Johns Shopping Centre in Leeds! As our journey of growth continues we wanted to make a special shoutout to all our hardworking staff who have played a pivotal role in getting this store up and running. If you’re in the area stop by and say hello!

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

dan@bigfurnituregroup.com

Mattressman

We are so proud of our newly refurbished Stevenage store. A complete transformation. Showcasing our own Arthur Sleep mattress range on the shop floor alongside all of the latest models from the top brands we stock. We love how it looks and can’t wait to implement this appearance into more of our stores in the not-too-distant future.

Celebrity Motion Furniture

Happy 60th birthday, Ellie! Here’s to celebrating this milestone with laughter, joy, and lots of cake. The cake is amazing! Ellie, enjoy your well deserved time off and make the most of this special day!

Toons Furnishers

The new outdoor dining area opens this weekend extending the seating capacity of our busy cafe. It’s a lovely suntrap let’s hope the sun continues to shine. It’s an amazing transformation.

Peak Converters

Last week we said farewell to Maggie Brooks-Kinder who retired after 23 years’ service on Friday. She is a local resident of our beautiful Derbyshire Dales town, Wirksworth where we have been based for 50 years, and was a valued member of our Cushion Line Team. Maggie has seen many changes during her time with us and has always approached them with enthusiasm and support. She is well known for her delicious cheese scones which she makes for our annual MacMillan bake sale. Maggie is looking forwards to spending time with her daughter and grandchildren. We wish her all the best and hope that she will pop in to see us from time to time. Thanks for everything, Maggie!

BIG INTER VIEW

Carole Nolan, National Sales Controller at Maze, talks about the day job, what products are proving popular, gender diversity and what’s next for the company. WITH CAROLE NOLAN

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

I entered the Furniture and Furnishings wholesale industry back in 2008, initially in an administrative capacity. However, as time passed, I found myself drawn to product development and negotiations. This led me into creating furniture and accessories tailored for major nationals, eventually transitioning into the world of outdoor living. Interestingly, my upbringing played a sort of role; with parents who ran a green grocers and a newsagents, I spent many school holidays lending a hand in their shops.

What is your current job role and key responsibilities?

Following my redundancy from the company who previously headhunted me from Maze, I’m very happy to say I

have returned to Maze this year to take charge of the running of the Wholesale side of the business. This includes overseeing purchasing, product development, quality control, and the development of customer-exclusive Maze ranges.

What do you love about your job?

I have a passion for product development and thrive on growing relationships with factories; I see them as valuable colleagues, maintaining connections even after our business transactions conclude. Exploring manufacturing processes and witnessing the creation of products fascinates me I love product development. At Maze, we’re more than just a business; we’re a tight-knit family. I’m fortunate to have an exceptional team on the trade side, making my role incredibly fulfilling. I love my job and wouldn’t trade it for anything.

What time is your alarm clock set for?

My husband serves as my alarm clock, rising at 4:30am each morning to walk his dog. I then take this time to check my emails and WeChat to see what faces me for the day ahead. When he returns it’s a rush to get ready for the gym, aiming to leave by 6 a.m. After our workout (well he swims and I exercise), we typically get back home around 7:45am, giving us just enough time to enjoy a quick coffee before heading off to work.

Why did you choose to work in the furnishing industry?

Initially, my motivation was to secure a Monday-Friday job that aligned with my children’s school schedule. However, in the process, I stumbled upon a genuine passion and talent for sourcing and product development. Since then, I haven’t turned back, embracing this wholeheartedly.

Who do you most admire in the industry and why?

Ed and Francoise, the owners of Maze, are more than just great bosses; to me they’re my friends. I’ve witnessed their generosity firsthand over the years, as they’ve supported numerous staff members, including myself during a challenging time. They’ve opened their home to employees in need, bought cars for staff who were struggling, and always offer a helping hand to anyone facing difficulties. The story of how Maze began is great….it all started with just one container.

Have there been any special moments during your career?

Throughout my career, I’ve been fortunate to experience numerous memorable special moments. One such instance occurred recently when I was made redundant less than a month before Christmas. I reached out to Ed that day, and he swiftly responded, inviting me back to Maze. Thanks to this, unlike many others who were not so lucky, my period of redundancy was short-lived, and I was able to enjoy a fantastic Christmas.

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

I own one of Maze’s Corner dining sets with a Fire pit in outdoor Fabric, perfect for enjoying the garden. There’s nothing quite like relaxing with a bottle of wine alongside my husband, soaking up the sun. As the evening cools down, we light the fire pit and enjoy the sunset. It’s my idea of heaven.

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

The demand for sustainable products and eco-friendly packaging is on the rise. Additionally, our outdoor fabric ranges at Maze are incredibly popular, often selling out through pre-sales even before the containers arrive.

What would you change in the industry?

I believe it’s time for a change in the industry’s “Boy’s Club” mentality and see more women occupying higher roles. Having dedicated myself to this industry and earned recognition, I advocate for greater gender diversity in senior positions. It’s crucial for maximizing talent potential.

Can you share an insight into your future plans?

Maze has consistently led the outdoor industry, frequently pioneering new designs and models in the marketplace. This commitment to innovation remains unwavering as we continue to work behind the scenes on numerous new ideas and designs, I love working on new designs and I am lucky to know some very good designers who help put my ideas onto paper, I’m very excited at what’s on the horizon. Stay tuned for exciting developments ahead!

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

I have an appreciation for food, drink, and travel. I am very fortunate to be married to an amazing cook who is very good at pairing drinks with our meals. We make it a priority to travel as much as possible, exploring new cultural experiences. My kids always look forward to visiting, knowing that my husband will cater to their dietary preferences.

What might someone not know about you?

I have five kids! I don’t know how I managed to juggle raising them while travelling and not letting it affect my job. There were moments of doing homework over FaceTime early hours in the morning in the Far East, but somehow, I made it work. Now, with the youngest two at university, I hope they can be inspired to be able to have a career as well as a family.

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

I would be a Midwife; I love the thought of being there at one of most precious times in a couple’s life and handing a mum her newborn.

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

5 FUN QS:

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

To be honest, that‘s not something I would do. I’m not a nosey person and I‘m not inclined to snoop into someone else‘s computer.

What fact amazes you every time you think of it?

That LEGO bricks withstand compression better than concrete.

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

While sitting in a beer garden, I was reminiscing with a friend from Ireland over the phone about our missed Saturday nights. Next thing I had packed a change of clothes, grabbed my passport, and within three hours, I found myself enjoying a drink with her.

What is the most important object you own and why?

My Father’s Rosary Beads; they have been with me through the toughest of times, I pass them over to my kids during their times of need too.

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

Hair Crimpers! I thought I was so cool in the 80s Ha!

If I were a piece of furniture, I’d be a lounge chair with a footstool — perfect for basking in the sunlight and embracing a laid-back vibe. www.maze.co.uk I believe it’s time for a

FEATURES

KOBLE Designs enters the game

Nathan Morgan, Commercial Director at Koble Designs, talks about elevating the gaming experience with smart gaming furniture.

In a world where gaming is not just a hobby but a lifestyle, there is no room for compromise in your set up. KOBLE Designs is traditionally known for innovative smart furniture solutions but has recently embarked on a new journey into the realm of gaming furniture.

With over six years of experience in crafting tech-integrated home office furniture, KOBLE Designs brings its expertise to revolutionise the gaming world and is ready to shake things up.

The decision to venture into gaming furniture was a natural progression for KOBLE Designs, leveraging our proficiency in integrating technology within furniture. With the professional gamer in mind, KOBLE aims to create meticulously designed gaming pieces that embody functionality, style, and sophistication.

Going to market in late 2023 a core range has been introduced including the Cyclone height adjustable smart gaming desk, the Avalanche and Vortex gaming chairs, and the Shadow TV gaming media unit. And this is just a start of the gaming range.

One of the key principles guiding KOBLE Designs’ into gaming furniture is the fusion of work efficiency with enhanced gaming experiences. The company’ ethos revolves around enabling users to: “Work Smart but Play Harder”. Drawing insights from professional gamers and meticulously gathering detailed feedback, KOBLE Designs focuses on delivering what gamers truly want.

Focusing on minimalist designs, we are pulling away from the garish and over the top designs that so many of our competitors are embracing. Our products boast simplicity that speaks volumes, emphasising clean lines and sophistication while maintaining functionality at the core.

Take, for instance, our gaming desks - the clear and clean worktops facilitate focused gameplay, while the integrated AC charging points eliminate the need for unsightly extension cables cluttering the space beneath the desk. The ingenious cable management tray, designed to be deep and wide, provides ample room for organising messy cables, ensuring

Our products boast simplicity that speaks volumes, emphasising clean lines and sophistication while maintaining functionality at the core.

a clutter-free gaming environment. Additionally, the desks feature wireless charging stations to keep devices powered and within easy reach.

What truly elevates KOBLE Designs’ gaming desks is the incorporation of dual motors that support heavy worktops, accommodating large gaming screens for an immersive visual experience. The desks are controlled by a patented unique screen interface, thoughtfully designed around a smartphone, allowing users to set reminders for healthier habits like standing up at intervals, promoting higher concentration during gameplay.

Complementing the desks, KOBLE Designs’ media gaming unit offers similar technological advancements, enhancing the gaming setup with an extremely powerful integrated soundbar accompanied by a subwoofer. This addition ensures an all-encompassing sensory experience, immersing gamers deeper into their virtual worlds.

In a world where gaming setups are evolving from mere entertainment corners, or the foot of your bed hunched over in front of a screen, gamers are now looking to personalised, tech-savvy spaces, KOBLE Designs stands at the forefront of this movement, paving the way for a new era of gaming furniture.

To find out more on how you could be become a retail partner for Koble designs new gaming furniture, make contact with our sales team via sales@kobledesigns.com www.kobledesigns.com

FEATURES

Website refresh aims to boost business

Andy Walker, owner of Style Furniture and Relax Sofas and Beds, talks about the year so far as well as recent investments including the launch of their new websites.

Louth-based independent furniture retailer Style Furniture has continued to evolve over the last 50 years, which has now seen the business complete another milestone, an overhaul of their online presence. Understood to be one of the first furnishing companies to retail furniture online some 15 years ago, the business has now revamped both its Style Furniture and Relax Sofas and Beds websites.

In fact, ever since their first website was launched, the company has continued to invest and improve their online operations, alongside other projects. Owner, Andy Walker, explained: “We are always investing and improving the quality of the business. Over the last few years, we have again upgraded our online presence and also streamlined our internal systems, both at the ‘front’ end of the business and at the ‘back’.

“We began this investment journey back in 2017, when we partnered with RetailSystem. Since then, we have been able, with their help, to establish an effective, simple and tailormade ERP & EPOS system, which has consequently helped to make the business more effective and more profitable.

“More recently, I needed a more exciting fresh look to both our websites, but even more importantly, it needed to work more efficiently and it needed to consistently find searches by my potential customers. This conundrum is not easy to solve, but WebSystem, a division by RetailSystem, with their expertise, made the new sites not only look better, but they designed them in a way to capture more potential customer searches, geared at boosting traffic to our websites.

“It doesn’t finish there. A search by a customer needs to be converted into a sale within a few minutes at the most, or potentially you have lost that sale forever. WebSystem designed the site to give that potential order, by that potential customer, the best chance of finding its way into the sold basket within 3-4 clicks and then it’s up you, the retailer, to do the rest. The launch has been a big success for us.”

And on success, so far this calendar year, the company has, as a group, seen sales grow 4% up on the comparative period, with sales margin increasing by 3%. In challenging times, Andy said that performance this year has been very positive, despite “erratic” footfall. “The average unit price achieved per sale is up, accompanied with a higher sales margin, and a part stabilisation of overhead costs,” he said.

“There seems to be less footfall, but we are also now selling more quality and more expensive products at a higher margin. We always ‘protect’ our sales margin. There are aways challenges to the business, but specifically at this point in time, it would be the general economic and political environment we all have to work in and around.

I

needed a more exciting fresh look to both our websites, but even more importantly, it needed to work more efficiently.

”

“Confidence with the general public is at a particularly low point and this translates itself to a less vibrant market place. We counter this, as we have always done, by building a business that is completely customer focused, has quality products, a strong sales margin, the best service we can provide, employees who are looked after by their employer and who look after their customers. It may sound easy, but in practice it’s exceptionally difficult to achieve consistently. We’re very proud of what we have achieved.”

Andy added that they are seeing a customer shift from cabinet furniture sales, while their core categories are all performing well, including their disposal service, which helps customers too. “Our sales of cabinet furniture are down, but dining sets, beds and sofas are still our mainstay. We give our customers the option to let us dispose of their old furniture when we deliver their new products. Any items we collect are uplifted by a waste disposal company who we pay to separate fully recyclable items. All our cardboard waste is collected and recycled too.”

Looking ahead, Andy revealed that the business plans to expand further. “We are planning to increase the size of our sales floor, by building onto to land we acquired some years ago. We also plan to incorporate a café within this new extension, so watch this space!”

www.stylefurniture.co.uk

www.relaxsofasandbeds.co.uk

Sit Comfortably with Gallery Direct

Sofas are the heart of any living room and can be accompanied by matching or complementary chairs to create the desired look.

Size, colour and style are all important factors to consider when choosing the right sofa for a room. Gallery Direct offer a varied range, whether you prefer compact or large, bold or subtle, traditional or contemporary. Their catalogue also features a great selection of armchairs and accent chairs, as well as sofa beds.

All Gallery’s sofas, chairs and sofa beds are ‘readymade’ and sold from stock held here in the UK for quick delivery, enabling customers to benefit from reduced lead times and costs compared to ‘made to order’ manufacture. Their collection features fresh design-led styles and inspiring finishes that utilise some of the finest materials.

The Gateford Collection features 2-seater and 3-seater sofas along with an armchair and offers simple contemporary style which would suit a wide range of interiors. All are offered in a choice of three lovely fabrics, charcoal, natural and rust, which work together beautifully, so you can pair different colours together or choose matching for a fully coordinated look. The deep seat and back cushions give comfort, whilst the turned wooden legs echo the shape of the gently tapered arms in a lovely design detail.

For an unusual softer look, the eye-catching Curvo offers stunning design with its curvaceous and smooth back which wraps around the rounded seat to create an unforgettable style. With a retro influence, the sofa is a perfect fit for modern and vintage inspired interiors. A matching armchair is also available, and both are offered in a choice of three colours, cream, espresso and moss green.

Ideal as an accent chair used on its own or paired with a complementary sofa, the Cortona Armchair offers a touch of retro style and would look at home in a wide range of interiors. The stunning wooden frame has a lovely natural finish which shows the grain of the oak. It pairs beautifully with the seat and back cushions which are upholstered in brown leather.

These examples are just a taster of Gallery’s upholstered seating collection. Take a look on their website, www.gallerydirect.co.uk, to view their entire catalogue.

01795 439159

sales@gallerydirect.co.uk

Cortona Armchair Curvo Sofa

Gateford Sofa & Armchair

Inside M6 Bed’s new Northwich store

Louis Mitchell, Director at The M6 Bed Warehouse, talks about the recent opening of their second store and what’s next for the future.

Last month, Cheshire-based second-generation family-run bed and mattress retailer The M6 Bed Warehouse officially opened the doors to their new purpose-built, glassfronted 6,000sqft store in Northwich. Situated on Winnington Business Park, the opening, which took place on 4 May 2024, marked their second store location, adding to their existing premises on Radway Green Road in Alsager.

After two years planning and implementing the project, Louis Mitchell, Director at The M6 Bed Warehouse – established in 2001, reflected on the initial moments of opening the store for the first time. “It’s a fantastic location and allows us to showcase some of the very best products we offer.

“We decorated the entrance with a balloon arch, had personalised ‘M6 Beds’ cupcakes made and gave an extra ‘gift’ to the first 20 customers, where after each sale the customer picked an envelope at random, which gave them an additional ‘prize’, ranging from free pillows, mattress protectors or an extra discount. This built a great buzz for the opening weekend.”

Louis summed up the moments before opening the doors for the first time in three words, being “excitement, apprehension, and enthusiasm” as the graft and long hours proved instantly “worth it” as customers came walking through the door from the minute they opened over the first May Bank Holiday weekend. The initial reaction has been really well received too, which has been a particular highlight for Louis. “We’ve had really positive feedback from everyone.

“We’ve worked hard to achieve an inviting layout and create a story within the entire range, which is easy to follow but keeps interest. Local residents are delighted and we’ve had lots of people popping in, having a look around and talking with us too, which is great.”

This praise has filtered through to the till too, with opening targets already being smashed. “Opening on the hottest week of the year so far certainly had its challenges; however, we surpassed all targets we had set and finished our first

week with strong results – a great base to push on from,” Louis continued. “Our Radway store continues to perform strongly YOY too as we see AOV increase, and we continue to invest in enhancing our in-store customer experience through effective displays and excellent customer service.”

On that note, Louis revealed some other investments in the pipeline for the year ahead. “We have dedicated resources to do some great advertising campaigns throughout summer to drive local awareness and customers into our new Northwich store. These include local radio campaigns and multiple billboards, alongside greater investment in print and digital media.”

Alongside the store expansion, the business has invested in five new full-time salespeople as well as expanding their fulfilment capability by adding a fourth delivery vehicle and more warehousing space for delivery processing and stock holding.

Following the success of their second store launch, M6 Beds is already planning their third location, which remains on course to open during 2025. For now, the team remain busy and look to build on their early momentum.

We’ve worked hard to achieve an inviting layout and create a story within the entire range.

“The overall finish of the new store and how the team has grown and developed over the short time we’ve been open is fantastic,” Louis said. “It’s a new challenge operating over two stores and every team member has adapted and developed their role to ensure the needs to of the customers are met. It’s been great and I’m really proud of the whole team.”

Retail Focus with

32 FEATHER & BLACK

Steve Payne, Head of Feather & Black - part of the Dreams group, talks about how the brand continues to grow, future product expansion plans and why customer support is key.

Meet Steve

I am responsible for managing and improving the overall performance of Feather & Black, including brand strategy, operational activities and partnerships to secure our success in the furniture and furnishings market.

Recent investments?

Since acquiring the brand, Dreams has put significant investment into enabling us to have a bricks and mortar presence. Today there are eight Feather & Black concessions across the Dreams store estate.

To meet our customers’ ever-changing needs, we continuously invest in the brand, both in our diverse range of products, and in terms of the technology we use to serve them, whether online or in-store.

Using current data, insight and a keen understanding of consumer trends, we invest in high quality materials and introduce new ranges that we know our customers will love.

Our buyers have a good understanding of who our customer is, introducing trend-led collections such as the Charlotte, and the Jacob. Both add something new and innovative to our classic and very popular collections such as Sienna, and the Oliver Bed, a long-standing favourite and repeat best-seller.

When it comes to customer service, our people are our biggest asset. In-store, our retail colleagues are as passionate about our range as I am, they are fully armed with every inch of detail about the collections they sell and are dedicated to offering exceptional customer satisfaction.

Online, ensuring the user journey is as slick and simple as possible for our customers is crucial. Our offers are clearly defined, but very much in the style of the Feather & Black brand, presented in a discerning way. We aim to make every part of the choosing, ordering and delivery process as easy as possible. For example, customers are able to rearrange their delivery very swiftly on our website, at no extra cost.

Our most recent partnership with Next Plc, where we have joined forces to offer a curated collection for Next shoppers, has proven to be a great success already. This was a landmark move for the business, and we’re excited to see how this partnership continues to flourish.

We offer customers instant support using the latest and most trusted customer support software and extensive support with a team of customer service representatives based in our head office in Buckinghamshire.

Future plans?

We’re continually updating the collection with new and distinctive ranges and pride ourselves on having unique products that set our brand apart from other furniture retailers, online or on the high street. We are also keen to explore new channels and innovative methods to market our beautiful products to a wider customer base.

Our most recent partnership with Next Plc, where we have joined forces to offer a curated collection for Next shoppers, has proven to be a great success already. This was a landmark move for the business, and we’re excited to see how this partnership continues to flourish.

What is your mission?

Our mission is to expand our product offering beyond the bedroom and grow the range into a wider furniture collection. You only have to look on social media to see an increasing number of décor enthusiasts looking to make their homes both comfortable and stylish with the latest trends.

We want to support this with our beautiful product ranges that are built to last. There’s nothing quite like seeing a piece or a collection, being celebrated either on social media or in the media.

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

Like many brands, we too are committed to becoming a more sustainable business. As part of the wider Dreams Group, in 2023 we achieved eight consecutive years of sending no waste to landfill and recycled 83% of all our plastic packaging, but we know there is more we can do.

In 2024 and beyond we will continue to make inroads with our partners to do the right thing for our planet, our customers, and our colleagues.

How has recent business been?

We are operating in challenging times. The cost-of-living crisis continues to impact how we live, but we’re finding people still want to shop, perhaps buying fewer but higher quality pieces. Customers are also shopping in a more strategic and savvy way, taking advantage of seasonal offers. As a business, we are doing everything we can to support customers with compelling offers, attractive payment terms and offering interest-free credit on purchases.

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

As a niche brand, we are up against brands that can be on TV several times a year, and invest heavily in marketing.

We know the quality and style of our products stand out, so we use

our expertise to be strategic about the marketing channels we choose to reach customers. Having a good grasp of our customer DNA means we can be dynamic, agile and reactive when necessary.

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

There are too many members of the team to individually recognise for their efforts, because at Feather & Black, every member, right through every stage of the customer journey, plays a vital role and is hugely valued. I am lucky to work with such a supportive, and closely connected team, that all have the same passion for the brand.

Why do you think customers choose your business?

We are a product and people-first business. We are hugely passionate about both, providing the best quality, unique products and exceptional customer service, including consistent 5-star reviews via Trustpilot. From the point of purchase, we care for our customers, with clear and concise communication right until their product is delivered, be that via phone, email or text.

From offering convenient dates to calling on the day of delivery to check everything is okay to receive their purchase. Our drivers don’t just deliver the product, they take the item to the designated room and can even support with assembly if needed.

We believe these elements are vitally important for our customers, to ensure they have the best experience possible, doing everything within our power to prevent customer disappointment and be proactive should they arise.

We truly believe the experience of owning a piece of Feather & Black furniture should be perfect, from the very start of their journey with us.

Charlotte Buttoned Back Bedframe

Astrid and Ida Chairs

Carraway Bedframe

The birthplace of software

David Hewitt, Head of Global Support & Implementation for RetailSystem – an award-winning, industry leading furniture & bed retailers combined ERP & EPOS solution, reveals why the upcoming Manchester Furniture Show is going to be a big milestone in their history.

Some 75 years ago, Manchester was the setting behind the birthplace of software. Although not furniture software, the milestone moment began the revolution of computing. In fact, The University of Manchester developed the ‘Manchester Baby’, also called the Small-Scale Experimental Machine (SSEM), and was the first electronic stored-program computer. It was built by Frederic C. Williams, Tom Kilburn, and Geoff Tootill, and ran its first program on 21 June 1948.

Since then, software has continued to develop at a rapid pace, with the furniture industry fortunate to have its own such developments. Streamlining this further, award-winning, industry leading furniture & bed retailers combined ERP & EPOS solution provider, RetailSystem has continued to make their own strides since its inception 20 years ago.

And now, in the birthplace of software, RetailSystem is preparing to unveil their ‘Version 20’ upgrade at next month’s Manchester Furniture Show (MFS), which takes place from 10-11 July 2024 at Manchester Central (just over a mile from the University where software began). “During MFS we present our upgrade ‘Version 20’, which is set to revolutionise the furniture industry,” said David Hewitt, Head of Global Support & Implementation for RetailSystem.

“Manchester is the perfect setting due to the city being the birthplace of software over 75 years ago and we’re really excited to showcase the next revolutionary software to our current and prospective customers. I would say it’s probably the biggest game changer the furniture retail industry has ever seen.”

I would say it’s probably the biggest game changer the furniture retail industry has ever seen. ”

Remaining tight lipped for now on the details, David did, however, reveal that the show will also see RetailSystem take their largest ever stand at a trade show in 20 years. “We’ve decided to really ramp up our presence due to everything we offer within our portfolio, including our rapidly growing website division ‘WebSystem’, FurnitureBooks, DigitalWarehouse, FurnitureKiosk and FurniturePay.”

Another area of investment that RetailSystem has continued to support is security. In the digital age, fraud, cyber threats and genuine human error can all lead to big problems, especially when it comes to software. “For every furniture and bed retailer that uses our services, we know that safety and security are vital,” says David.

“We consistently invest a huge percentage of our revenue into security to make sure every aspect of our service is safe, reliable and secure, giving our customers complete peace of mind.

“Whether you are a small, medium or large furniture or bedding retailer, RetailSystem has a solution to help you control, develop and scale your business into the future. If you want to be part of the Retail Revolution then look no further. We are here to guide and advise you on the best solution for your business. Join us in Manchester for the big ‘Version 20’ launch.”

www.retailsystem.com/uk/mfs24/

FEATURES

Are retail parks thriving for furniture?

David Marsden, founder and partner at advisory firm Park Place Retail, shares an insight into the retail park property landscape with a particular view on the furniture and beds sector.

Late last year, Park Place Retail formed, comprising eight partners specialising in retail warehouse leasing and investment. The eight partners, who have worked together for many years, both at Wilkinson Williams and Avison Young, include David Marsden, who represents a mix of institutional and private investors including Realty, NFU Mutual, Columbia Threadneedle, LondonMetric and The Crown Estate.

David also sits on the Executive Board of Directors of Accessible Retail, the industry body representing the interests of retail warehouse occupiers and owners, and has over 25 years of retail warehouse market experience.

“I’m a Chartered Surveyor and I started my career at Dixons Stores Group (now Currys) in 1999 before joining leading retail warehouse property consultants Wilkinson Williams in 2002, where I became a partner before selling the business to Avison Young in 2018,” David told us. “I then founded Park Place Retail in November 2023 with seven business partners, all of whom I worked with at Wilkinson Williams. We are really excited about our new venture and keen to grow. We advise a host of both occupier and investor clients, many of whom we have worked with for two decades or more. This helps us understand both sides of any transaction and advise accordingly.”

With a deep knowledge of the retail property market and its constant evolution, David outlined what he expects to see moving forward, while also indicating the main areas of category growth. “The retail property market is always evolving and we are now seeing record low levels of voids on retail parks, which is the location of choice for bulky goods retailers. The main area of growth is from the discount food and variety retailers such as Aldi, B&M and Poundland for example.

“We have also seen a diversification by way of non-retail uses on retail parks such as gyms/leisure and even healthcare operators. We currently advise investor clients on circa 22 million sq ft of retail warehouse space, of which only 2.8% is vacant. This compares with the market average of 5.6%. With strong footfall and low vacancy rates, we expect to see rents increasing in strong trading locations despite the economic headwinds.”

Drilling down to the furnishings sector more specifically, David said that there

is growth in this category, but far from the rapid pace of those sectors highlighted above. He explained: “From our experience, the furniture and beds market are expanding, but at a fairly modest rate. Most established operators have mature portfolios, so are only acquiring a handful of units a year and these are often re-sites to units which better meet their needs.

“We are seeing the emergence of some new occupiers, but we aren’t experiencing the race for space that we have done in the past. There will always remain a need for customers to see and feel the product, resulting in the need for physical stores. Retail parks provide ideal, accessible and convenient locations for furniture occupiers.”

Reflecting on changes over the past 12 months, David added that the number of vacant and available units on retail parks has been steadily declining and he is expecting this to continue and to set a new record low later this year. “We have been through a period of rental rebasing, particularly since the pandemic, but that seems to have

bottomed out and the shortage of space is likely to lead to rental growth in the medium term.

“Sadly, the macro-economic factors may lead to some corporate failures, but we are aware of a handful of European furniture retailers who are looking for space in the UK, and they could well fill any voids. Retail parks are thriving and look set to continue.

“One of the biggest issues over the last 12 months has been the cost of construction and raw materials. This has stifled the feasibility of new development and the refurbishment/ reconfiguration of retail space. We believe this has peaked and is set to reduce, which should improve the prospects for owners looking to invest in their bricks and mortar assets.

“Finally, the green agenda has become front and foremost in many investors’ strategies, partly due to the forthcoming changes to Minimum Energy Efficiency Standards (MEES). We are now seeing initiatives such as EV chargers and renewable energy

sources, predominantly by way of PV cells on roofs, becoming more prevalent and retailers are having to consider LED lighting and de-gassing their units to minimise the harm to the environment.”

If the retail park scene fits your furniture business expansion plans, David urges retailers to seek professional advice before taking the plunge. “All too often, we see retailers trying to “save” money by doing it themselves, but this is generally a false economy. The market is dynamic and the legal framework can be a minefield for the ill-informed.

“Seeking advice from a reputable and established company, such as Park Place Retail, will ensure you pay a fair price/ rent, secure the terms and incentives that are suitable for the specific transaction and safeguard against onerous lease clauses which could end up costing significantly more than if you had paid for advice in the first place.”

www.parkplaceretail.co.uk

We are aware of a handful of European furniture retailers who are looking for space in the UK, and they could well fill any voids. Retail Parks are thriving and look set to continue.

FEATURES

Harrison Spinks achieves another prestigious King’s Award for Enterprise

Harrison Spinks, a fifth-generation family-owned luxury bed and components manufacturer based in Yorkshire, has earned a prestigious King’s Award for Sustainable Development. This esteemed award adds to its two current King’s Awards for Innovation and International Trade, which were won last year, and its five previously awarded Queen’s Awards, bringing the total number achieved by the business to eight.

The King’s Award win solidifies the company as an industry leader in sustainability, having made significant strides to reduce environmental impact, including CO2 emissions across the main beds business and within its component manufacturing division, as well as working to improve local biodiversity in Yorkshire where both businesses are based.

The business is the only bedmaker to have its own farms where it produces homegrown natural materials for use within its luxury mattress fillings, and is the only British bed manufacturer to create 95%* of its own mattress components, including its woolbased, naturally fire-retardant, and chemical-free mattress fabric that’s also woven in-house in Yorkshire.

The news follows the release of the bedmaker’s newly-launched Impact Report which outlines a host of sustainability-focussed initiatives, including plans to become Nature Net Positive across all operations and decrease carbon emissions from direct operations by 95% within 10 years. The company’s components division has already introduced new manufacturing technology to reduce energy consumption by 60%, as well as decreasing raw material usage.

Harrison Spinks is one of the UK’s largest growers of hemp – a crop known for its environmental benefits. This year the business is also increasing its flax acreage by 500% to 120 acres to replace cotton within its luxury mattress fillings, as well as investing in UK-based wildlife programmes.

The Leeds-based bed manufacturer has also been successfully recognised for its sustainability initiatives at the Yorkshire Sustainability Excellence Awards, where it was announced as the winner in the Circular Economy Excellence category.

Simon Spinks, Chairman of Harrison Spinks, said: “Receiving the King’s Award for Enterprise in Sustainable Development is a tremendous honour, especially after previously holding a Queen’s Award in this category, and it reflects the unwavering dedication of our whole team’s efforts to be the UK’s most responsible bedmaker. We have now been awarded a total of eight King’s and Queen’s Awards which is more than any other bed or component manufacturer in our field.

“As a proud British manufacturer, this award win is testament to our commitment to driving the business forward through industry-leading, responsible business practices that also enrich the lives of our colleagues and communities.

Receiving the King’s Award for Enterprise in Sustainable Development is a tremendous honour, especially after previously holding a Queen’s Award in this category, and it reflects the unwavering dedication of our whole team’s efforts to be the UK’s most responsible bedmaker.

“Whether it’s actively encouraging biodiversity on our farms, supporting children’s bed charity Zarach with mattresses each month for children and families in poverty, or helping our employees achieve a better work-life balance by introducing a compressed four-day working week, we know the importance of making a positive difference to the world around us.

“We are immensely proud to have been recognised with such a prestigious award, which is incredibly hard to achieve, with only 29 companies in the UK achieving the Sustainable Development Award this year.”

Harrison Spinks is making further sustainability commitments to benefit its business and the environment, including working towards becoming Net Zero by 2050, investing in Solar PV technology to reduce reliance on fossil fuels, which is projected to create 400,000 kWh of energy per year, and digitising the wiredrawing process within its components division to reduce CO2 by 40%.

The King’s Awards for Enterprise are designed to recognise and encourage outstanding achievements in four categories: Innovation, International Trade, Sustainable Development and Promoting Opportunity. Successful businesses can use the prestigious King’s Awards emblem for five years.

www.harrisonspinks.co.uk

*By weight – Harrison Spinks manufactures its own mattress components in-house, equating to 95% of the total mattress by weight.

FEATURES

Review

INDX Beds & Bedroom

Providing retailers with a forum to network with the industry and discover new products, new suppliers, and new business opportunities, INDX Beds & Bedroom recently returned to its West Midlands venue Cranmore Park to rave reviews.

Organised 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 was reserved for AIS Members with general trade visitors welcome to attend on day two.

Bringing together market-insight, trends and design inspiration, visitors were able to explore an exciting product showcase across beds, sofa beds, and bedroom furniture, from a stellar line-up of brands including new exhibitors Breasley, HTL, MLily, New Trend Concepts, Purecare, and X Sensor.

With a commercial focus on delivering newness, show highlights included new range – Exquisite, from Sealy Posturepedic, new Remi sofa bed from Limelight, and new VIP Lagos and Genf ranges from Wiemann. Kaydian presented a new static bed design, and Sweet Dreams unveiled its AIS Member-exclusive Landmark collection, which was launched with a prize draw. The show also played host to some notable industry anniversaries, such as Sleepeezee, celebrating their 100-year milestone and Hypnos, commemorating 120 years in business.

As highlighted above, Sweet Dreams unveiled their brand-new Landmark Collection exclusively for AIS members. This collection, which prioritises sustainability and comfort, features six luxurious beds with a focus on comfort. “Featuring 100% recyclable foam-free fillings and sleep surfaces made from chemical-free, ecofriendly, and sustainable fabrics,” the company said. “A choice of three spring systems with 1000, 1500, and 2000 pocket springs, are available in both no-turn quilted and two-sided tufted models for each spring count.

“Eco-friendly bases and headboards in a choice of six GRS-certified, 100% recycled fabrics. (GRS certification ensures traceability, environmental responsibility, ethical production, chemical limitations, and proper labelling throughout the supply chain.) The collection was well-received by AIS members, with one lucky member winning a bed in a prize draw.”

Meanwhile, newcomer, HTL, a prominent upholstery partner, unveiled their latest Bed Collection. Established in Singapore in 1976, HTL boasts over 45 years of expertise and stands as a premier manufacturer of leather and fabric upholstery on a global scale. With a workforce exceeding 6000 individuals, nine manufacturing facilities across China, India, Vietnam, and Italy, as well as eight international offices, HTL maintains a robust presence worldwide.

Kaymed shared their show success: “The INDX show was very successful, with our Regulatex, Therma-Phase Ultra and Mighty Bed ranges attracting the most interest. We also saw far more customers on the open day than usual, which demonstrated how this initiative is now attracting non-AIS members to the show from far and wide.”

As for another first-timer, XSENSOR Technology Corporation added: “The event boasted an impressive attendance, providing a vibrant hub for networking and business engagement and offering a valuable space for showcasing innovations, forging partnerships, and staying on top of market trends. The show’s organisers went above and beyond, offering exceptional support and guidance, making our debut exhibition a seamless experience. INDX Beds & Bedrooms Show became a must-attend event for those seeking to navigate the dynamic market in the bed and mattress sector. Exhibitors could benefit from more promotion to the AIS members list. Nonetheless, the event’s overall impact was undeniable.”

Our approach paid-off and we had a great show. Retailers and suppliers were able to connect, catch-up, discuss business, and make exciting plans for the future.

Sealy UK added that “This show was the best yet,” while Millbrook Beds said: “The recent AIS INDX bed show was very successful for us, it brought a great mix of both AIS members and non-members to a fantastic show. We launched several new lines of our highly successful internally tufted mattresses, including a brand-new range of Pillow Tops which were all very well received. Thank you to everyone at AIS for all their hard work to put on such a fantastic show.”

Harrison Spinks took a large space upstairs at the show, and were overwhelmed with attendance. “The show was very well attended again this year and we were thrilled to see retailers finding their way to our stand where we were presenting our new ranges. Our brand-new AIS Exclusive 2024 Turn Free collection, specifically produced for the show, was incredibly well received, as were our new 2024 Adam Henson collection, and the Electric Ottoman.

“We were overwhelmed with how many customers we saw and were able to present to, especially on the first day when we felt incredible support. We’d like to say a big thank you to all our customers as it means a lot to us – in particular James Browne, Managing Director at Rodgers of York, who stars in our in-store POS support video which proved to be a fantastic talking point.”

As for Sleepeezee, the business praised the event too: “It was fantastic to be back at another INDX Beds & Bedroom show to catch up with retail partners old and new, and to showcase a new exclusive collection for AIS members,

named Heritage – a collection of 3 beds featuring 100% natural fillings at competitive price points for members. We received positive feedback from retailers on our new collection as well as the existing exclusive collections available on stand. We were thrilled to be able to demonstrate to members our exceptional quality and value the Sleepeezee brand has to offer.”

Award-winning German bedroom manufacturer, Wiemann, enjoyed brisk business at the recent INDX trade show too. The specialist in contemporary bedroom furniture reported “great engagement and lots of customers”. There was particular interest in its latest VIP range, Lagos. Urban chic VIP offering Denver also continued to attract attention. They said: “The Wiemann team had a good show at INDX. We are delighted that despite tough trading conditions, purchases of the higher priced, VIP ranges are holding up.”

Finally, The Furniture Recycling Group (TFR Group) used the show to launch a completely new service, which went down a treat. “The INDX Bed and Bedroom Show 2024 proved to be an unforgettable event, full of innovation and inspiration. Among the standouts for The Furniture Recycling Group was the debut of our White Label Home Collections Service, marking another bold step towards sustainability in the industry.

“Attendees were treated to a glimpse of the future as industry retailers showcased their products & services on the day plus, our CEO, Nick Oettinger’s interview provided invaluable insights into the evolving landscape of mattress recycling and rejuvenation. A great event which fostered invaluable networking opportunities among industry professionals, fostering collaborations and business growth.”

Commenting on the success of the show, Emma Rackley, Director of Furniture and Home, AIS, said: “The current retail landscape is tricky, and to give retailers a reason to visit the show, we focused on delivering newness across all categories - from presenting the industry’s best new design innovations to adding in a strong selection of first-time exhibitors.

“Our approach paid-off and we had a great show. Retailers and suppliers were able to connect, catch-up, discuss business, and make exciting plans for the future.”

Whilst INDX Beds & Bedroom will return in April 2025, the AIS Team now have their sights set on planning the summer edition of INDX Furniture, which is back from 28*-29 August 2024 (*AIS Member-only day).

For the first time, the upcoming show will include a curated edit of beds and bedroom exhibitors, alongside its regular showcase of leading upholstery, living room, and dining room suppliers.

Following the success of the January 2024 edition of INDX Furniture, exhibitors have been keen to secure their stands and the line-up to date includes, HTL, Hydeline, Alstons, Value Mark, Michael Tyler Furniture, Hjort Knudsen, Parker Knoll, Duresta, and Sofitalia.

Sweet Dreams: The Rebrand Plan

Nick Williams, Sales Manager at bed manufacturer Sweet Dreams, shares a teaser into their rebrand plans.

On the subject of branding, a quote from Amazon CEO, Jeff Bezos, springs to mind: “Your brand is what people say about you when you’re not in the room.” This sums up the purpose of a brand – it’s everything. It’s who and what you are and stand for. It’s far more than just a logo.

As with many long-established businesses, there comes a time when a rebrand is required. And it can take years of planning. For Sweet Dreams, which was founded back in 1988, this year marks a milestone in its history as they prepare for their big rebrand unveiling.

Working with brand guru, Guy Marson from Nettl Worcester, he reaffirms the meaning behind a brand. “Branding is all about giving a meaning to an organisation, a product, services or even a place, by shaping how people feel about that brand. Brand is all about helping customers identify products and organisations and to give them a reason to choose one over the other by identifying what a particular brand is, and what it is not.”

For Sweet Dreams, Nick Williams, Sales Manager, revealed just why now is the right time. “We have decided on a rebrand in order to shift the perception of the bed, mattresses and upholstery ranges, from one of quality, service, value and mid-market to one of premium quality with good value for money.

“Anybody who knows Sweet Dreams, knows that they are premium quality, but the perception in the market is they may be more of a value brand. Identifying the Sweet Dreams brand values and value proposition with a new identity, will demonstrate to the market that after 36 years of bed manufacturing and handcrafting in the UK, that they are a well-established, committed and passionate, family-owned businesses that is here to stay, grow and bring some creativity and innovation to the comfort and sleep market.

“Choosing the right time to rebrand is often quite complicated, a new brand can evoke a new lease of life, and help with predicted growth, and demonstrate to new customers in the market that there is a great sense of brand unity across the business and creating a shift in perception can make perfect sense to rebrand. The current brand has served the business well for 36 years, however it’s not in line with current and future thinking.”

As part of the rebrand, which remains tightly under wraps for now, Sweet Dreams is reflecting, identifying and committing to their brand values, defining these values, so that everybody in the business can live up to them. “We have strong brand values and always have, but this exercise is making us look to and commit to identified values,” Nick said.

“We have worked with Guy on several furniture projects over the past 20 years, and I felt that Guy had a particular affinity to Sweet Dreams, he is a customer after all! His proposal ticked all our boxes. We’ve spent a significant amount of time, money and people resources into this investment that will continue way past the brand launch.” Nick added that it’s been “tough” at times but mainly “rewarding” through the

The current brand has served the business well for 36 years, however it’s not in line with current and future thinking.

rebranding journey, where “there is a light at the end of our branding tunnel and the creative stage awaits”. In a time where there are constant challenges within the industry, it is testament to the business to continue to invest for the future. Watch this space, as next month will unveil more.

“We all know it’s tough with footfall down, ecommerce slowing with the cost of living and geopolitical unrest, but there is a cautious optimism for the autumn with the launch of our brandnew product range. There will be more details in the July edition, so we’ll see you there!”

www.sweetdreamsuk.com www.nettlworcester.co.uk

Peter Keen: A lifetime of beds

In a year of special anniversaries and milestones for Hypnos, including its 120th as a family-run British bedmaker and 95th as a Royal Warrant Holder, it’s been an absolute pleasure for the business to celebrate the 80th birthday of Peter Keen.

Passionate about the family-owned business he inherited in his early thirties, Peter has been central to driving the brands success through hospitality partnerships and cementing lifelong relationships with many retailers and suppliers throughout the years.

His strong character, sense of fun, and broad experience has made him a determined initiator of change, transforming the business to a global brand, and representing the industry on key issues with both the NBF, BFM and The Furniture Makers’ Company - whether that be establishing the annual Bed Show or encouraging the early beginnings of mattress recycling.

Peter has also eagerly championed numerous community ventures, charities and conservation groups within Buckinghamshire, with his genuine interest and commitment to the areas rich furniture-making heritage and beauty.

“The legacy of Peter’s charismatic nature and determined drive is apparent across the Hypnos brand and team approach today,” David Baldry, Group Managing Director of Hypnos said. ”The strong sense of family and loyalty remains and the Hypnos ‘quirkiness’ and pioneering spirit shines through - it enables us to be true to our values and determined to push new initiatives forwards.”

“I’m always struck by the number of stories about Peter so we set about collating them from his friends across the industry. We were overwhelmed with stories of kind gestures, a lot of wine and a great sense of fun which is something that we strive to continue!”.

“One of Peter’s greatest strengths is spotting people who get things done’ said Jessica Alexander, from The Furniture Makers Company, who first met Peter at the NBF conferences over 30 years ago and worked with him at the NBF during his presidency from 2006-9. “Looking back, Peter has been at the forefront of quite a number of industry innovations.”

She describes Peter ‘as larger than life, outrageous, unpredictable, never sticking to a script’ but, as with many others we heard from, kind, fun, and loyal.

Having found so many people willing to give stories, memories, and gold pens, pictures and year books, the team at Hypnos are creating a little red book that can be shown for all to see at the NBF Bed Show this year - the Bed Show that Peter started.

It’s hard to believe that my father has worked within the bed industry for almost 60 years! An industry and business he remains so committed to and still loves. James Keen, son of Peter and CEO of Hypnos

Dreams and TEMPUR A Cool Partnership

Paul Solly, Chief Commercial Officer at Dreams, talks about the details behind the recent TEMPUR Pro Air SmartCool product launch and their ongoing relationship with the mattress maker.

Can you tell us about the relationship between Dreams and TEMPUR in the context of this launch?

Dreams began partnering with TEMPUR UK over 25 years ago. This means that for a long time our businesses have been aligned in how we approach customers and the world of sleep. In 2021, building on this relationship, Dreams officially joined the Tempur Sealy family, the world’s largest bedding company. Our partnership was born out of Tempur Sealy’s ambitions to grow within the European market, and its firsthand experience of Dreams as a successful and muchloved brand.

The launch of the new TEMPUR Pro Air SmartCool range is exciting for a number of reasons. Firstly, it brings new advanced sleep technology to our customers. It also reinforces the strength of Dreams and Tempur Sealy’s longstanding partnership, demonstrating our shared commitment to helping our customers get the best sleep possible.

Can you tell us more about the TEMPUR Pro Air SmartCool range and the technology behind it?

The new TEMPUR Pro Air SmartCool range is TEMPUR’s most adaptive and coolest mattress yet. It’s been designed with pressure relief and motion absorption in mind, alongside cooling technology, for a perfect night’s sleep.

The story behind TEMPUR’s sleep technology and innovation is a really unique one, and something we’re shining a light on as part of this product launch. In the 60s, NASA invented a new material for use onboard its space shuttles which TEMPUR then spent years adapting to create the world’s first viscoelastic mattress and pillow. This material has been at the heart of every TEMPUR mattress and pillow ever since and is the foundation of this new TEMPUR Pro Air SmartCool range available in our stores and online.

We showcased this new range to our retail colleagues at a launch event held at the National Space Centre. Our retail teams were hugely excited by the technology and to be sharing these products to Dreams customers.

The range, available at Dreams, also features ultra-sensitive cells which relieve pressure on crucial joints and absorb motion to avoid disturbances during the night, as well as technology which transfers heat away from the body.

TEMPUR has also extended its adaptive and cooling technology to a range of pillows such as the new TEMPUR Cloud Air SmartCool pillow range. There has been lots of excitement around the new Ombracio pillow which is unusually shaped like a four-notch clover leaf, ideal for front sleepers and pillow huggers.

I’m sure you’ll agree there’s no doubt that the range has got comfort covered, but we know there are other factors that contribute to a good night’s sleep. For example, over 40% of adults in the UK snore, and 75% of people who share a bed with a snorer say it impacts their sleep in some way. TEMPUR’s Ergo Smart Base aims to tackle this by utilising AI sensors that detect micro-vibrations from snoring. When snoring begins, the mattress base will automatically respond by elevating the snorer’s upper body 12 degrees, a position known to help reduce this.

The Smart Base can also provide personalised sleep coaching for anyone wanting to take their rest a step further. Integrated sensors in the base monitor sleep and compare this to the data of 250 million nights rest. AI then interprets and analyses this data, turning it into personalised insights and advice.

I’m delighted to say that since the TEMPUR Pro Air SmartCool range launch in March, sales of the new range have exceeded our expectations.

How has joining the Tempur Sealy family bolstered Dreams’ customer offering more broadly?

Joining the Tempur Sealy family has helped us to drive our growth in the UK, building on our position as the UK’s most recommended and loved bed retailer. The partnership has enabled us to work with TEMPUR on its product development and launches, bringing innovations such as this latest range to the UK market.

What are some wider challenges and trends Dreams is seeing within the retail and homeware sector?

There are a number of challenges the retail sector is facing right now. Of course, a key one being the cost of living and the impact this is having on customers’ willingness to shop and price sensitivity. As a mattress manufacturer and retailer, this dip in disposable income is especially relevant to us, as big-ticket purchases are often the first to be delayed when finances become a little tight.

This kind of economic downturn also serves to intensify market pressures, with retailers competing for customers who are still able to buy. We recently launched a new brand campaign inspired by the fact that we spend around a third of our lives in bed. We wanted to elevate the role of the humble mattress and sleep, and prompt customers to ‘Think what a Dreams bed could do for you’.

It was really exciting to feature Hollywood star Gillian Anderson in this campaign and reinforce Dreams’ quality credentials.

There are also ongoing issues around supply chain disruption, largely a result of attacks taking place on shipping vessels travelling through the lower Red Sea. Thankfully, our supply chains are agile and operate via various global routes, allowing us to greatly mitigate this issue. However, we, like many other businesses, continue to experience some disruption.

In terms of trends, aesthetically, we’re seeing a departure from brighter, more vibrant colours with natural tones and materials back in style, much like the stone grey and ivory colourways of TEMPUR’s new Arc Sensory Headboard.

We know that white and magnolia have long been the go-to wall colours for UK households, including rental properties. So, as customers become more concerned with sustainability and buying furniture to last, they’ll be on the hunt for neutral shades and fabrics that complement this timeless colour palette.

We’ve also seen a growing interest in the connection between sleep and wellbeing over the past few years, particularly among the younger consumer base. This has largely been driven by the rise of sleepcast apps and sleep wellness podcasts. Increasingly, we expect to see customers opt for beds that help them optimise their health, which is why we’re so excited to be bringing TEMPUR’s snore reduction technology and AI powered sleep coaching to our customers.

Heat regulation also continues to be a prominent concern in relation to sleep quality. 2022 saw the hottest summer’s day on record, reminding consumers of the significant impact of temperature on their rest. With warmer weather an ever more common occurrence in the UK, mattresses that offer heat regulation technology, such as those in the Pro Air SmartCool range, will also become increasingly sought after.

Since the TEMPUR Pro Air SmartCool range launch in March, sales of the new range have exceeded our expectations.

Royal seal of approval

Sleepeezee, the renowned British bed manufacturer, proudly announces its prestigious recognition as the first bed manufacturer holding The Royal Warrant of Appointment from His Majesty King Charles III.

This esteemed certification marks a significant milestone in Sleepeezee’s illustrious history, reaffirming its commitment to excellence and service to the monarchy.

The Royal Warrant of Appointment is a highly esteemed accolade given to companies that have demonstrated exceptional quality and service to the British Royal Family. Sleepeezee’s attainment of this honour underscores its unwavering dedication to craftsmanship and its enduring relationship with the monarchy.

Having previously held the Royal Warrant of Appointment under HRH The Price of Wales since 1985, Sleepeezee’s continuation of this distinguished recognition underscores its consistent delivery of superior products and services over the decades.

Warrant holders undergo rigorous evaluations and are required to reapply every 3-5 years, demonstrating sustained excellence and active supply of good or services to the monarchy for at least 5 years. Sleepeezee’s success in securing this warrant reflects its enduring commitment to meeting and exceeding the highest standards of quality and service.

To be the first bed manufacturer to currently hold this prestigious accolade from His Majesty The King, is a privilege we do not take for granted. ”

Commenting on this milestone achievement, Steve Warren Managing Director and Grantee of Sleepeezee’s Warrant, said: “It is an absolute honour to be among the first UK businesses bestowed the Warrant from His Majesty King Charles III, particularly at a time where Sleepeezee is celebrating its milestone centenary year.

“The application process is vigorous, but the fact Sleepeezee has successfully held a Royal Warrant for nearly 40 years continuously is a testament to the hard work and care every employee gives, demonstrating the high standards Sleepeezee maintains across all aspects of our business.

“To be the first bed manufacturer to currently hold this prestigious accolade from His Majesty The King, is a privilege we do not take for granted and signifies our commitment to producing beds and mattresses to the highest standards’.

Sleepeezee remains steadfast in its pursuit of excellence and innovation, further cementing its position as a leading authority in the bedding industry. As the sole bed manufacturer currently holding The Royal Warrant of Appointment, Sleepeezee continues to set the standard for luxury and comfort.

For more information about Sleepeezee and its range of premium bedding products, please visit:

www.sleepeezee.com

Coronation Congregation Chairs

TheBed Expert

Vic Smith, owner of independent beds retailer Vic Smith Beds, talks about catering for all customer demographics that fall in your target audience, highlighting that communication is more than just verbal.

Customers come in many shapes and forms as you know, but the environment is changing and you need to change and move with the times. ”

I’m sure I’m not the only one that finds the current climate forever changing. As an example, the demographics of your customer may be changing and evolving from lower budget buyers to potentially wealthier shoppers from all parts of Europe. For the customers that speak English as their native tongue, some shoppers will not have English as their first language, which could create a potential barrier to sales and cause the ‘lost in translation’ effect.

Stereotyping is perhaps something you have to do to a degree as it helps break down your target audience and customer demographics. You will see that you still must remain flexible at the same time, catering for all customer audience needs. As best you can, of course.

We see that very often a lady will come into the shop doing the first recce seeing if you have what they want, but as this is not their first language they can often buy with their eyes. Do you really want to lose out? Remember a smile goes a long way and communication isn’t just verbal.

If you look like you’re miffed or can’t be bothered to talk to a customer, they will know and will buy elsewhere. It’s the same as you do when you go abroad and can’t speak their language, so don’t be silly and don’t be naïve. The basic rule of sales is to find common ground to communicate, and if it is non-verbal, point to springs or point to the foam or other upholstery or product that the customer seems interested in.

Show them a colour swatch. Show them what’s in one bed that’s different to another. After all, unless I’ve got this wrong you still want their money. And then when the wife comes back with the husband or partner, they will be more open to doing business.

So, if you have to work a little bit harder and think outside the box do it, maybe have a few phrases on Google translate too. Maybe you need to think what your customers need from you - after all you’re the one selling the goods and they are the buyers.

Customers come in many shapes and forms as you know, but the environment is changing and you need to change and move with the times. Do you have an influx of a certain demographic in your area? What are they used to at home? Have you done your research? If not, you’re losing out.

FEATURES

The Kingdom Keeps Growing

Following the recent asset acquisition of e-commerce furniture retailer Cuckooland, we sat down with the founder and director of Flair Furniture and Bed Kingdom, Ashley Hainsworth, to find out more about plans for the year ahead.

Earlier this year, Flair Furniture, the rapidly expanding furniture retail group that owns Bed Kingdom, acquired stock and intellectual property from Dorchester-based Cuckooland, which valued at over £800,000.

Specialising in children’s bedroom furniture, upholstery, cabinets, and outdoor furniture, Cuckooland reported a net loss exceeding £690,000 for the fiscal year 2022/23 and was subsequently placed into liquidation after experiencing issues post Covid. For Ashley Hainsworth, founder and director of Flair Furniture and Bed Kingdom, this presented an “opportunity to expand”.

“We see Cuckooland as an opportunity to expand laterally into home furnishing categories that we feel do not fit into the Bed Kingdom brand. The assets also included various components crucial to Cuckooland’s operations and this asset acquisition paves the way for us to grow. It’s a great opportunity for us to branch out and work alongside new and existing suppliers.

“We already have a strong digital presence for children’s beds through one of our biggest brands, Bed Kingdom, so acquiring Cuckooland’s website and assets made sense. We’re pleased to be in a position to nurture and expand this exceptional brand.”

As Cuckooland settles into the group, Ashley remained tightlipped for now on their plans moving forward with the brand, but hinted that there will be “more of an update later this year”. For the core business, which has seen continued growth over the last few years, including recent recognition for Flair Furniture, being named in the Yorkshire Fastest 50 Companies list for 2024, an initiative from The Yorkshire Post and law firm Ward Hadaway to celebrate the region’s fastest-growing, privately owned companies, Ashley said there is more to come.

“We’ve had a promising few years in terms of business growth. “Last year, Bed Kingdom made the Sunday Times Top 100 list after achieving a 76.06% average annual sales growth over the past three years and Flair Furniture keeps on growing too.

“For Bed Kingdom the goal remains the same, we want to continue our trajectory and goals for 50% YoY growth. For Cuckooland, the goal is just to get the website functioning again, properly optimised and back to where it was 12 months ago.”

Adding to its 70,000sqft facility, which opened last year to house stock and become the main distribution site for its brands, the group plans to expand further with a showroom extension, in-house studio for content creation and a new website.

“We’re working on a new website to improve customers’ online shopping experience, and we’re investing in all areas of digital marketing for Bed Kingdom and Cuckooland,” Ashley revealed. “However, we can’t say too much about the website as it’s still a while away. We spent over a year deciding which platform we were going to use to ensure that it was going to be future-proof. The upgrade is needed because the website has existed now for several years and it is very difficult to make changes and developments.

We see Cuckooland as an opportunity to expand laterally into home furnishing categories that we feel do not fit into the Bed Kingdom brand.

“We’re also in the process of expanding our showroom and building an in-house studio for content creation. The expansion is necessary because we previously had only one showroom with limited capacity. Some customers travel a long way to visit us and are often disappointed when the products they have come to see are not there.

“The studio will give us a space to create video content for our products, which will help customers with their purchasing decisions. It will also support our goals to create better content and grow our social channels - an area where we see huge growth potential.”

With 2024 delivering a strong start for the group, the plan is to maintain this growth trajectory and keep “improving and expanding”. Ashley says: “Q1 was strong for us, and despite hearing from other retailers that their sales were down, we have been 70% up year-on-year. The downside is that we have experienced a few website errors and also have not been able to keep products in stock due to unforeseen demand. This is a big part of the reason why we feel like our performance could have been better.

“One thing we are noticing with increasing customer demand is that they are doing their due diligence and wanting to know everything about the product, such as the chemicals and materials used. I think in general, people are more sustainabilityconscious and more careful about the products they have and things they consume, as many online retailers lack transparency. There are also so many online retailers selling similar products that sustainability and materials can be a real point of difference and USP for customers.”

The group is also working hard at maintaining high customer data streams, while adapting and preparing for life without the use of third-party cookies, which will become an “ongoing challenge”. Ashley said: “The death of third-party cookies means we no longer have to rely solely on first-party cookies.

“It’s more about accepting than adapting; we just have to accept that we will have less data. To combat this, we are looking into new data analytics software that can give us better insights into what is happening on our website and how customers are interacting with it. We’re confident in our strategy as we continue to expand and develop.”

www.bedkingdom.co.uk www.flairbeds.co.uk www.cuckooland.com

Next stop MANCHESTER

Jason Stone, CEO at leading bedroom furniture supplier Harmony Furnishings, talks about the year so far as they prepare for the Manchester Furniture Show.

2024 has been a busy year for Harmony, launching new bedroom collections and appointing their first regional sales agents. Alan Rochlin for Scotland, and Northern Ireland alongside Gary McGovern for the Northwest. “Both are extremely respected and experienced agents who bring a wealth of experience which will be very beneficial to Harmony and our customers,” Jason said.

The appointment is part of a wider plan to grow Harmony’s strategic long-term partnerships with independent retailers across the whole of the UK. “Alan and Gary are supported by a dedicated and experienced UK-based sales office who are on hand to answer any questions customers may have,” Jason added.

With the Manchester Furniture Show returning to its traditional home, Harmony felt it was fitting to show their support to the industry and return to the show. “MFS will give a focal point for the hard work being done by Alan and Gary, allowing retailers the chance to meet us face to face,” Jason continued.

“But more importantly it will give retailers the chance to see, touch and feel our products first-hand. This is something we feel is vitally important when making a decision to buy.”

The Manchester Furniture Show will see Harmony launch two more new bedroom collections, a new revised catalogue and, most importantly, new colours and sizes to their existing popular Sliding Door wardrobes.

“Our new Sorrento collection has proven to be an instant hit with retailers,” Jason said. “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, it will see the addition of more colours and door styles to further enhance this already popular collection.”

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

Beyond Manchester, the future is “very bright”, with feedback from retailers about their products and overall supply proposition has been “very positive”. “This has been reflected by increased floor displays and repeat sales from stockists,” Jason said, adding: “We look forward to maintaining our positive year so far and can’t wait to see you in Manchester.”

Lexington Anthracite

ELGIN Slider

Burlington Bedroom by Harmony

Transforming furniture with

AI

With AI technology being more openly explored in the furnishings industry, we caught up with the founders of a new platform that is looking to transform the furniture space.

Based in what is known as the largest ‘tech incubator’ hub in Europe, ‘Station F’ in Paris – understood to be Europe’s equivalent to Silicon Valley, is AI specialist Presti. Founded by Hamza Bennis, Nabil Toumi, Abdellah Lamrani Alaoui and Saad Bencherif, the quartet have spent the last 18 months researching and developing their technology, geared towards the furniture industry.

Despite being a new face in the AI game, their core background is data science and they’ve worked in large corporations such as Uber, Kearney and BCG. Presti has been created to solve an issue they became aware of in the furniture industry and that was the challenges surrounding product imagery. “After realising, that due its awkward, sometimes bulky nature, furniture is, at times, a painful, costly and timely process to create good product imagery,” says Hamza. “18 months on, Presti, whilst still in Beta is creating waves across Europe.”

Presti is already working with over 100 furniture companies worldwide including many renowned retailers which are now harnessing the power of this technology.

“With furniture, both home and garden, customers expect to see ‘lifestyle’ imagery that really helps sell the product with it being such an ‘emotional’ purchase,” Hamza continued. “The bulky nature makes this more of a difficult process and costly, with many things to take into account such as studio hire, logistics, building the products, creating the set, prop costs, photographer costs, photo editing costs, high costs for different room settings, etc.

“Alternatively, there is also CGI. However, this is also a costly process, with a lot of time and effort involved, costs in modelling products, ensuring accuracy, lots of ‘backwards and forwards’, not looking ‘realistic’, room set designs have to be built for lifestyle images. You get the gist. For many businesses, product imagery and the options above become not cost effective and there is a lot of time in managing these processes too.

“What then tends to happen for many companies unable to afford such costs and time, is that they end up using ‘poor’ images generated from manufacturers, poor CGI images done ‘cheaply’, images taken in a factory or showroom setting with low quality, as well as using manually cut out and ‘bodged’ into a room set that ultimately doesn’t help sell the product. Furthermore, simply just using white background only images does not always help with visuals for the customer either. Ultimately all these issues don’t portray the products well and will impact sales. It’s a doubleedged sword.”

There is also an issue with repetitive imagery and multiple size factors to consider for different platforms – just to add further confusion to the fray. “Wholesalers and e-tailers have a

Edited with AI

”

It eliminates the need for expensive photoshoots, modelling and CGI.

broad range of sales outlets for their products,” Hamza adds. “Whether that’s various customers selling via marketplaces or other online platforms, this can create issues as the same image/product ends up being pushed and used across the internet.

“Ultimately, there can end up being no differentiator across the platforms. These platforms also require varying specifications when it comes to image sizes too, which again can be time, cost and hassle having to amend images to suit the respective platform. When it comes to ‘refreshing’ images or wanting to have a product in a different setting or theme it also becomes a costly process. Presti AI was created to help solve all of these issues.”

So, what can Presti actually do?

Presti AI was created to offer an alternative to both of the aforementioned but at a fraction of the cost, with images generated automatically and within seconds. Furthermore, as Hamza explains, it is specifically created for the furniture industry and understood to be the only technology of this type. “In a nutshell, Presti allows you to upload an image into the tool, strip out the background (if needed), choose the image size you want, place the product where you want it to sit within the image, and then prompt the AI on the setting you want the product in.

“For example, a sofa in a modern room, white walls, wooden floor, window with curtains and a standing lamp. Within seconds, Presti will create an image based on the prompt and build a background around the product. If you’re not happy with certain elements there are other features such as a magic eraser or shadow generator. If you’re not happy with the room setting you can simply run the process again with a different or tweaked prompt or reposition where you want the product to sit within the image. There is also the ability to ‘crisp’ up the image from the standard 1k to 2 or 4k resolution - perfect for print.”

Presti also allows users to work with current product images and completely change them or create numerous versions of them in different settings, or within different themes of the user’s choice. Hamza shared another example: “It can help with seasonal events or themes too, by creating a Christmas theme for your products. You can also take a photo within a factory or showroom setting and, within seconds, place this into a lifestyle set of your choice by simply uploading and prompting. It eliminates the need for expensive photoshoots, modelling and CGI.”

While Presti is still in Beta stage, it already provides “amazing results” with many more features to be added to the platform, which is expected to evolve over the coming months. “Customers who have signed up and bought into the technology have said that in terms of payback and return on investment, it is almost instant,” Hamza said.

“We’re are inviting interested companies to find out more and take advantage of our free trial, as well as live demos to the Presti platform. Simply email uksales@presti.ai for more information and to register your interest.”

www.presti.ai

Edited with AI

Edited with AI

Edited with AI

FEATURES

Embrace the future of outdoor living

Andy Baxter, Managing Director at Maze, shares an insight into Maze and how you can embrace the future of outdoor living with the Maze 2025 furniture collection.

Why not pull up a chair and visit us at SOLEX, the UK’s leading outdoor living show hosted at the NEC between 9th and 11th July. We’ll be showcasing the latest additions to our range, and you’re invited to experience the future of outdoor living first-hand.

As we look forward to an exciting year ahead, we are thrilled to introduce our new outdoor collections for 2025. Meticulously curated to deliver style, comfort, and quality, our diverse range offers a fantastic opportunity for lifestyle retailers looking to elevate their outdoor category sales and profits.

A Bit About Maze

Since 2009, Maze has been dedicated to delivering outdoor relaxation. As a proudly independent business, we foster long-lasting relationships with both our trade and retail partners. Our unique approach ensures we provide exceptional products and services tailored to our customers’ needs. Over the years, our commitment to quality and innovation has helped us grow into a trusted name in outdoor furniture.

We believe in a different approach - one that emphasises collaboration and mutual growth. By developing strong partnerships, we ensure that our customers receive the best products and support available. This philosophy has been a cornerstone of our success, allowing us to continuously evolve and meet the changing needs of the market.

The Value of Our Outdoor Spaces

At Maze, we understand the importance of outdoor spaces in enhancing life and wellbeing. Our collections are designed with a deep understanding of how customers enjoy their time outdoors, turning any garden into a personal sanctuary for health and mental wellbeing.

Our designs are inspired by real-life moments and the way people live and interact with their outdoor environments. Whether it’s a quiet morning coffee on the patio or a lively evening gathering with friends, our furniture is crafted to support and

enhance these experiences. We know that well-designed outdoor spaces can significantly improve quality of life, and this belief drives everything we do.

Our New Collections

The Maze 2025 collections are designed to inspire and enhance any outdoor space and occasion. Our pioneering designs draw inspiration from global trends and cultures, ensuring a blend of modern and timeless styles. We offer a wide range of products, from dining sets perfect for family meals to luxurious lounge sets that invite relaxation and conversation. With Maze, you can trust that our outdoor furniture will provide comfort and style for years to come.

A Proud LOFA Member

As proud members of LOFA (the Leisure and Outdoor Furniture Association) with LOFA assured products, quality, craft, and comfort are built into everything we do. You can trust in the durability and excellence of our furniture. Our membership with

LOFA underscores our commitment to maintaining the highest standards in the industry.

Join Us at SOLEX

We invite you to pull up a chair and visit us at SOLEX, where we’ll be showcasing our latest products. Explore our range and discover why we are a trusted partner in the furniture industry. Additionally, visit our new trade showroom to experience our innovative products and retail concepts for 2025.

Become a Trade Partner

Join us on our journey towards a brighter future in the furniture industry. Visit our website to learn more about becoming a trade partner and the exclusive benefits it entails, including access to our latest collections and personalised support for your business. Don’t miss the opportunity to redefine outdoor living with Maze in 2025 and beyond.

Partnering with Maze means gaining access to our innovative designs, high-quality products, and dedicated support. We work closely with our trade partners to ensure mutual success, offering resources and assistance tailored to your needs. By becoming a trade partner, you’ll be able to offer your customers the best in outdoor living, supported by our expertise and commitment to excellence.

We invite you to pull up a chair and visit us at SOLEX, where we’ll be showcasing our latest products.

FEATURES

What’s fashionable in furniture: Part Two

Amthal Karim – Head of Design at Furniture And Choice – shares her monthly overview of on-trend styles and interior looks currently inspiring furniture buyers in the latest ‘What’s fashionable in furniture’ insight.

When we talk about furniture trends, sofas are usually the first thing that comes to mind. Lately however, it seems that dining is intent on stealing the interior limelight.

Dining furniture is being transformed with the introduction of stunning patterns and textures which evoke the beauty of natural materials. We’ve noticed demand for textures such as stone, travertine and quartz are on the increase. Dining tables with statement marble patterns and colours are also gaining popularity, such as Calacatta viola marble with its distinctive purple streaks.

The inspiration for this new style of dining furniture emanates from the revival of neo-classical design and a nod to the Japanese Wabi-Sabi movement — interior designers are appreciating the simplicity of natural materials in their own right. This aesthetic is all about crafting elegant, timeless pieces with organic textures, and showcasing them in minimal, modern spaces.

Florence stone-effect dining set

Marble and stone finishes are being chosen for their ability to make interiors feel instantly luxurious. The choice of marble patterns and colours are endless and allow customers to express their individuality and make home design personal. What could be more designer than selecting your own, custom-made marble kitchen worktop or slab table?

When it comes to colour, we’ve noticed a move away from traditional white and grey. Customer demand is for noteworthy cream, beige and off-white shades such as brown Carrara marble or cream quartz. For contemporary spaces with warm, soft tones, texture becomes ever more important — for a minimal room with abstract styling, a stone-effect dining table offers tactile interest and becomes the focal point.

With the recent uptrend for luxury looks in interiors we’ve also noticed that customers are more interested in the details. Understated elegance can only be successful when the silhouette, curves and edging of a dining table convey quality.

Of course, it’s not only the table that creates a design aesthetic — chairs will also influence the look. Light and warm hues are trending in upholstery, and a colour that borrows tones from the table pattern works best for creating an elegant feel. However, for the ultimate luxe when entertaining, it has to be classic velvet chairs and a statement marble table — the perfect choice.

We’ve noticed demand for textures such as stone, travertine and quartz are on the increase.

Florence calacatta viola marble-effect dining set

The power of PuRe PR

Cara Ward, Co-Founder and Director of PuRe PR, talks about the importance of PR in the furnishings sector while reflecting on the last 25 years.

Founded by female power houses Cara Ward and Kelly Marks, this year marks PuRe’s 25th anniversary, with the specialist award-winning agency boasting some iconic clientele from across the globe. These include Andrew Martin, Matthew Williamson, Brintons, Caesarstone, LSA, Tom Howley, Thorp, String Furniture, and lights&lamps to name but a few.

As the London-based agency celebrates their milestone year, Cara Ward revealed that their proactive approach to generate compelling media exposure and brand collaborations to support bigger-picture business goals has been fundamental right from day one.

“We’re passionate about creating strategic and commercially successful campaigns for all our brands,” Cara says. “Our specialties are focused on the Interiors + Design sectors and the Beauty + Wellbeing industries and we were the first UK agency to combine the two.

“Working with both interior designers, architects and developers and the brands they employ, we have a unique understanding of the purchasing patterns, design trends and the routes to sale. We provide a full 360 service including tactical media outreach, strategic brand positioning, considered copywriting, creative photography and shoot creation, coordinated social media services, event management, impactful license deals and brand collaborations.”

Another key pillar to PuRe’s ongoing success is that they strive to be a dynamic creative agency, adapting to achieve commercial returns that work for brands’ business goals.

“We like to think we’re an intelligent agency, who execute industry leading strategy,

coverage that surpasses market trends, breathtaking events, impactful partnerships together with scroll stopping content, copy and creative design,” Cara added.

So, why is PR important?

“In a highly competitive market, you need your brand to stand out and appeal to specific customers and PR is able to create unique brand narratives and assets that speak to the needs of these customers,” Cara continued.

“Often brands haven’t changed their company wording or identified their core values for many years or have lots of confused messaging that means get overlooked or surpassed. PuRe understands the marketplace and offers copywriting, shoot management and brand messaging services to position, identify and attract, especially useful for international brands entering the UK.”

PuRe not only adapts to different customer requirements, they also keep apace with how consumers are changing their furniture shopping habits. Cara explains: “The way furnishing customers shop now has changed and social media channels are very important but it’s vital that they complement your key messages and brand identity across all platforms from your website, retail outlets, packaging on every step of the consumer’s journey.

“Often a large ticket design item such as a sofa, carpet, bed or kitchen takes up to 18 months from choice to sale depending on a project or hotel opening, so you need consistent and engaging PR and messaging from a brand to create loyalty and trust.”

“Remember that new or potential customers need connection to a brand not just communication so tap into their emotions (on their communication channels) and how they feel about their interiors – and think critically about how your brand can elevate that. If they can remember their first purchase and how it made them feel, then you’ll have them hooked for life! Encourage feedback and engagement and make the journey to sale simple – great customer service will be the new luxury.”

Another area of change PuRe PR is seeing includes a shift towards Western Gothic – think American ranch house chic married with stately home architecture, while fast furniture is phasing out for craftmanship. In fact, PuRe is working on a Trend Report to explore this further, so “watch this space”, Cara says.

Cara also outlined that to stand out in a crowded marketplace, rule number one is to “establish your brand identity, messaging, and create imagery that illustrates this visually”, while identifying what you really excel at and why you’re important to the marketplace today. “Never forget what your objectives for PR are. Is it to create brand awareness and identify your USP, direct more traffic to your site/retail space, sell your business, enter a new territory, or industry, engage with social media platforms, or create affiliate opportunities?

“This manages expectations but also allows your PR campaign to have clear targets and strategies. If you have a clear brief and strategy, you can make everyone in your

company, including your PR agency, accountable for the results.”

On results, Cara reminisced over a previous front cover PR campaign for Andrew Martin x Kit Kemp mural wallpaper, which created a 500% increase in sales and is still their biggest seller to date. For designer Matthew Williamson, PuRe forged successful and ongoing license collaborations with Pooky Lighting, a seven-category collection for John Lewis, plus a Country Life partnership for Brintons carpets and Elle Decoration design deals for lights&lamps. The proof really is in the PR.

“One of the great achievements at PuRe is the longevity of our clients and this is because we work as an extension of their team, understanding their business model, margins and standards of success,” Cara said. “Fundamentally, while PR is the same, the channels of communication and commerce have changed. Over the last decade, many companies have recognised the importance of having a strong online presence to reach a broader audience. As such, today’s campaigns often focus heavily on positioning clients in high-authority digital media to boost their SEO (Search Engine Optimisation) rankings, further establishing them as highly trusted, expert voices in the industry.

“If your brand has ambitions to grow, send me an email on cara@purepr.com or give me a call 07989 322 706 to see how we can come up with a strategic PR campaign proposal to address your targets.”

www.purepr.com

Optimised Self-Scheduling

David Lewis, Sales Director at DispatchTrack, talks about enhancing the customer experience through optimised self-scheduling.

Scheduling last mile deliveries can be difficult and costly for furniture retailers. It can often take multiple phone calls to reach the customer, consuming valuable staff time; missed connections and callbacks just make things worse for you and for your customer.

Allowing customers to schedule their own delivery, how and when they want, not only cuts down on the time you spend, but also ensures the slot is convenient for the customer and less likely to result in a costly failed delivery. Putting the customer in control of their delivery slot, is not a new concept, with sectors such as grocery offering it to their customers for years, yet it has a powerful impact on the customers experience which furniture retailers should consider.

Having a behind-the-scenes solution that knows your capacity and existing deliveries and only offers the customer time windows that maximise capacity usage within your given parameters creates a win-win situation; Your customer gets to pick a delivery time that fits their schedule; you get a delivery window that optimises your fleet capacity utilisation and miles driven.

The benefits don’t end there:

Convenience - By choosing a delivery time that aligns with a customers schedule it eliminates the need to wait for long delivery windows or take time off work to be in to receive an item.

Increased satisfaction - By giving customers control over their delivery schedules, you improve the customer experience resulting in greater satisfaction and loyalty, positive reviews and even repeat purchases.

Streamlined operations - Self-scheduling can help businesses optimise delivery routes and allocate resources more efficiently, leading to reduced delivery costs and improved operational efficiency.

Self-service scheduling helps furniture companies rise above the crowd with reliable last-mile deliveries.

Lower Costs -Self-scheduling, alongside the ability for customers to re-schedule in advance should a customers’ circumstances change, reduces the likelihood of missed deliveries and the need for costly redelivery attempts.

Overall, self-service scheduling helps furniture companies rise above the crowd with reliable last-mile deliveries while creating more loyal, informed customers.

Alongside self-scheduling, another popular option is “click and collect” service for warehouses. As with self-scheduling, the software allows customers to pick up at a time convenient for them. Allowing a customer to pick up on a day of their choice in some instances could be even more flexible than offering delivery on a day of choice. Warehouses can automatically be notified when customers are en-route to collect and have a representative there to greet them.

To learn more about how self-scheduling can increase customer satisfaction and lower costs for furniture retailers visit www.dispatchtrack.com/industries/furniture-appliance

Why Pathfinder?

There are a variety of options out there for automatic fabric cutting and spreading CAD/CAM technology. The question is, which one and why Pathfinder? We recently caught up with Rob Livingstone, Operations Director at Jay-Be, Andrew Brown, Financial Director at Alliance Office Systems, and Craig Weston, Production Manager at Knightsbridge Furniture, to find out the answer.

Livingstone Operations Director at Jay-Be

How were you cutting before?

Like most companies, Jay-Be relied on highly skilled pattern makers and hand-cutting tools to cut manually using patterns.

Why did you decide to automate your cutting?

During the design stages of our new folding bed range, it soon became clear that the volumes of product required would exceed our current cutting capacity. After a chance meeting with John Hollo many months earlier, we arranged to meet and discuss the potential to introduce Pathfinder technology into our business.

How has Pathfinder improved your business?

The Pathfinder cutting machine has not only allowed us to upscale production quickly and efficiently but reduced our waste to almost zero. Training time for the machine was a matter of days, and we have been able to train and promote our machine operator from within the business. The new folding bed range for Jay-Be has been a huge project spanning almost three years, the new beds will be sold globally in many of the largest retailers both online and instore. Having the Pathfinder cutting machine has been pivotal in being able to upscale production quickly to meet our tight deadlines and played a huge part in launching such a well-received product.

How easy was it for your staff to learn?

Very, we advertised the role internally and trained two operatives in a matter of days.

Would you go back to manual operations now?

There will always be a place in our business for manual cutting operations for some of our more detailed and intricate sofa beds. However, when it comes to bulk production and total accuracy we will continue to rely on Pathfinder.

Would you recommend Pathfinder?

Absolutely, from the first meeting through to the final installation we have had nothing but positive and proactive conversations with each member of the Pathfinder team. The machine is simple to use, well built, and does exactly what we want, with the added benefit of having everything we could ever need in the future.

How were you cutting before?

Previously, we relied on skilled operatives to mark-up templates and then manually cut them using electric knives.

Why did you decide to automate your cutting?

Training fully skilled cutting operatives takes several years, which could become a challenge as our business grows. Therefore, we decided to automate the cutting process to simplify the operation, increase efficiency, maximize fabric yield, and reduce waste.

Andrew Brown - Financial Director at Alliance Office Systems

Rob

Rob Livingstone

How has Pathfinder improved their business?

Alliance has an excellent reputation for being one of the fastest manufacturers in the office seating industry. The Pathfinder machine will help us maintain, and potentially enhance, this reputation as we continue to grow. Cutting time has significantly improved, particularly when cutting soft seating, breakout furniture, and more complex pattern layups, where the time savings have been substantial. Nesting the cut parts, especially on larger layups, has significantly improved material yield and helped us minimise waste. Although we haven’t developed any new product lines since the machine’s installation, I am confident that the software and the machine will enable us to develop new models much faster than before.

How easy was it for your staff to learn?

All of the software is very easy to learn. The pattern-making software is the most challenging, but the basics can be learned within a day or two. The machine operating software is much more straightforward, and we’ve trained new operators from within the company in just half a day.

How does Pathfinder compare with other cutters you’ve used?

We haven’t had any automated cutting machines previously, but we evaluated numerous options before purchasing the Pathfinder. We found the other machines to be overly complicated for furniture applications and more suited to apparel.

Would you go back to manual operations now?

We still have the capability to cut manually for smaller items, but we are increasingly shifting to the Pathfinder machine due to its clear benefits. Therefore, I can confidently say we will not be going back to manual operations.

Would you recommend Pathfinder?

Yes, we would have no hesitation in recommending Pathfinder. The level of support, from ordering to installation and after-service, has been excellent.

Craig Weston - Production Manager at Knightsbridge Furniture

How were you cutting before?

We were using a different cutting machine that was not working for us.

Why did you decide to automate your cutting?

We did this many years ago to improve efficiency and save costs.

The Pathfinder cutting machine has not only allowed us to upscale production quickly and efficiently but reduced our waste to almost zero.”

Rob Livingstone - Operations Director at Jay-Be

How has Pathfinder improved their business?

The new machine has given us many benefits in efficiency, reliability and service contract costs, which are a lot less than previous.

How easy was it for the staff to learn?

It was easy for the operatives to learn. The Pathfinder software is very user-friendly.

How does Pathfinder compare with other cutters you’ve used?

As it’s a new machine it’s more user friendly and reliable. All the software is easy to learn and use, which has streamlined training time too.

Would they go back to manual operations now?

No, never. We’re very happy with the new machine.

Would they recommend Pathfinder?

Yes, as they offer very reliable machines.

For more information about Pathfinder Cutting Technology please email salesuk@pathfindercut.com or call 07572949248 www.pathfindercut.com

Furniture Component Expo Review

British Furniture Manufacturers (BFM) has confirmed the success of its inaugural Furniture Component Expo (FCE) and will see the event return next year.

Held during April at the Telford International Centre, the debut FCE event provided opportunities for visitors to explore products, network, gain industry insights and more. The show had a buzz around the stands, alongside the sounds of machinery and other tool demonstrations.

The one-stop-shop trade show allowed manufacturers to review and purchase products across the whole furniture supply chain from leading suppliers, as Phil Spademan, BFM MD, says: “FCE is all about backing British furniture manufacturing and we were honoured to have Mark Eastwood MP, chair of the Furniture & Furnishings All-Party Parliamentary Group cut the ribbon at our inaugural show and meet some of our exhibitors. “The show was also made possible through the support of our headline sponsors Vita Group and BeA Group, registration sponsor Carpenter Limited and DispatchTrack, sponsors of the seminar theatre.”

FCE was the first show of its kind in the UK, bringing specific focus to the supply side of the furniture industry and designed to meet the needs of large and small makers of furniture including beds, mattresses, cabinet and upholstery.

Mark Eastwood MP said: “I was delighted to be able to open this inaugural event which brings together component and furniture manufacturers and industry leaders. The furniture industry is worth £42 billion to the UK economy, and it is important that the we support the manufacturers and retailers to help them grow and thrive.”

The event proved successful for many exhibitors, with leading foam and fibre converter, Peak Converters experiencing a positive two-day show, meeting with both existing customers as well as new contacts. John Davies, Sales Director, commented: “The show gave us a good insight into the ways furniture manufacturing may be changing. The general opinion was that it had been a good show and everyone I spoke to said they would be doing it again next year. I believe it could grow into an important industry event.”

Pathfinder added: “There was a lot to like about the show, the venue was very accessible, and the onsite team were great and accommodating. Whilst the show itself was small and only on for two days the quality was good. It was refreshing to be at a show and see that it was a clear case of quality over quantity. For a brand-new show, first of its kind, it was good and we will consider going again.”

Leggett & Platt Springs UK’s attendance at the inaugural Furniture Component Expo 2024 was also a success. “Our booth was consistently populated with new and existing customers as we showcased advanced capabilities and product offerings,” the company said. “With this opportunity to display innovative spring technologies, we were able to gain a number of leads and introductions – especially for upholstery trade – and all were excited about the possibilities and benefits of a partnership with Leggett & Platt. We look forward to attending this Expo in the years to come as it was well organised, well attended, and in a centrally located area.”

The furniture industry is worth £42 billion to the UK economy, and it is important that the we support the manufacturers and retailers to help them grow and thrive. ”

During the show, JJ Smith marked a pivotal moment in the furniture manufacturing industry, unveiling cutting-edge robotics solutions including frame assembly, sanding, bandsawing and T-nut insertion, setting a new standard for efficiency, safety and innovation. Sales Director, Ian Stanley, comments: “The enthusiastic reception from furniture manufacturers underscores the pressing need for automation in this industry. We’re pushing the boundaries of what’s possible in woodworking automation to help furniture manufacturers become more efficient and competitive in an increasingly dynamic market.”

Woods Packaging echoed the positive vibe: “As a first-time show, we were unsure as to what to expect however we were pleased with the quality of the visitors and exhibitors. It was nice to catch up with other BFM members and to learn more about the whole process of furniture manufacturing. It was interesting to hear how the packaging of furniture is still a crucial part of the manufacturing chain and pleased that we had many options available to offer

the customer. We welcomed lots of people to our stand, some of whom were existing customers, which is always nice, along with many other new potential customers. We’re already looking forward to the show in 2025.”

For VetiGraph, they said that the experience at the Furniture Component Expo was “very encouraging”, adding: “The show provided us with an opportunity to showcase our latest CAD/ CAM software and hardware solutions to industry professionals and potential customers. We were also very proud to have won a magnum of Champagne for getting the most visitor registrations for the show! The Expo allowed us to stay up to date with the latest trends and technologies in industry, ensuring that we remain competitive and innovative. Overall, we found the show to be very beneficial for both our company and the industry, and we look forward to participating in future events.”

Meanwhile, Massasoit/Tackband Co., the US-based manufacturer of metal tack-tite, flex grip & decorative nail trim, was excited to exhibit and left “very pleased” with the results. “The show provided an excellent opportunity to showcase our customizable products and work directly with distributors of furniture supplies and the furniture manufacturers. Massasoit/Tackband is a member of the BFM and AMUSF and has proudly been serving the UK market for decades. We look forward to returning to the FCE show in 2025”

The event also proved the ideal platform for Glazpart, a leading plastic components manufacturer, with many furniture manufacturers visiting the Glazpart stand seeking component solutions for office and domestic furniture. At the Expo, Glazpart promoted its extensive product range of tube inserts, tube adjusters, desk feet, spacers and fittings. Following the success, Glazpart has already booked up for next year too.

R J Binnie were “pleased” to support the event. “We had a very pleasing reaction to the wide range of products that we were showing, with Linkrest

sofabeds and MotionItalia recliner mechanisms providing much interest. The show was well supported by the UK’s major furniture manufacturers and I am sure that next year’s show will build on a promising start. We look forward to returning next year. Many thanks to everyone who was involved in launching this event.” Carpenter added that they had a “wonderful time” exhibiting, “We showcased many of Carpenter’s innovative comfort products, including Podz™ Foam Springs and our graphiteinfused foam. Thank you so much to everyone who visited our stand!”

As for COMFORTEX, they said: “The inaugural show was a resounding success allowing us to exhibit our innovative range of ECOTEX, ECOFIL and HR COLDCURE seating. The exhibition was focussed and what the industry required. Looking forward to

the next edition in March next year.” LCK International had an “exceptional showcase” in Telford, where they immersed attendees in “The Entire World of Furniture Care”. “Our participation was marked by an influx of enthusiastic inquiries and promising leads, reflecting the vibrant interest in our offerings. With significant foot traffic and an electric atmosphere, the event provided an ideal platform to engage with industry professionals and showcase our innovative solutions.”

From furniture care to insurance, Bolt detailed how to embed furniture insurance seamlessly into a sales process, which was well received during the show. “We were excited to connect and discuss how to offer value-added services that set a business apart, as well as how to boost sales with peace-of-mind protection for customers.”

FCE 2024 in numbers

Preparations for FCE 2025 are already underway. Here, BFM MD Phil Spademan takes a look at some of the figures from the first ever event held this year:

Drilling down into the numbers is a key part of measuring success and understanding the value FCE 2024 brought to delegates and exhibitors alike.

The overwhelming majority (86%) of delegates attending the show this year had a role to play in purchasing products and services for their businesses.

Overall, 33% had influence on purchasing, 34% had joint responsibility for purchasing and 19% had sole purchasing power.

The main driver for delegates to attend FCE 2024 was looking for new products (21%), new suppliers (18%) and new innovations (15%).

Networking opportunities and meeting new suppliers were both on the agenda for 14% of visitors, with 12% looking to meet up with existing suppliers at the show.

Of those attending, 6% were prioritising educational content.

Upholstery manufacturers comprised the majority of visitors (37%), although bed and mattress manufacturers (16%) and contract furniture manufacturers (14%) also made up the bulk of visitors along with cabinet furniture manufacturers and bedroom furniture manufacturers (both 9%).

Of the total number of visitors, 14% were from the kitchen/bathroom cabinet manufacture, leisure/ transport furniture manufacture or ‘other’ categories, demonstrating a wide demographic of people from across the industry engaging with exhibitors.

Unsurprisingly, given the prevalence of delegates from upholstery manufacturers, fabrics and upholstery were the main source of attraction for delegates attending FCE 2024, with 50% stating that as their priority interest.

However, foam and fibre fillings came a close second at 48%, with furniture manufacturing machinery, and hardware and components, both at 41%.

The broad scope of FCE 2024 was reflected in the other areas of product and service interest listed by delegates, which included:

A further 3% of delegates had interest priorities outside these areas, demonstrating the need for an industry event which provides a showcase for suppliers of products and services encompassing the whole furniture supply chain within a format that promotes connections with manufacturers.ç

While FCE 2024 attracted a healthy number and range of exhibitors, this will be something we look to enhance even further as preparations get underway for 2025 in recognition of the need for manufacturers to explore options with suppliers and to discover the latest innovations in components, products and services.

Furniture and bedding mechanisms

Wood and wood products

Adhesives, finishes and paints

Packaging

Foam fabricating

Tools

Sewing equipment

Wood processing machinery

Labels

Bindings and trims

Electronic components

Yarns and threads

Non-wovens

Research and development

Logistics, distribution and warehousing

Racking systems

Software and IT

Testing laboratories

Legislative and regulatory support

Finance, insurance and financial management

The event will return to Telford International Centre on

19 and 20 March 2025.

For more information about exhibiting and sponsorship visit,

www.fcexpo.co.uk

FEATURES

In the next instalment of our series of interviews with agents across the furnishings industry, we spoke with who highlights what is most challenging and why being tenacious and patient are key to being an agent.

Meet Colin

Colin Boyce, co-founder of Passage House Agency, and represents Contrast Upholstery, Enchanted House Beds, Mattsons Beds and Sofa Connections.

How long have you been an agent in the industry?

I have been in the industry for over 25 years.

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

I was very frustrated at being employed as representative for a bed brand so I looked to become an agent in 2009. My first agency was with a company called Furmanac but stopped working with them some time back to focus on Mattsons Beds and Enchanted House Beds, and just this past year with Sofa Connections.

What is the best part of your role?

The thrill of establishing a new brand and gaining distribution of products is the best part of the job, alongside getting in consumer orders, which is, of course, the best feeling.

What is the most difficult?

Selling in top end products from manufacturers that are not known.

Do you have any particular highlights so far?

Yes, plenty! Between myself and James Leach we have brought onboard over 40 new retailers in the first year of working with Enchanted House Beds and Mattsons beds. It has been an incredible journey so far and we’re always looking to grow our brands in the UK. Also, setting up a whole new way to help retailers sell upholstery with their own choice of fabrics has been great fun too.

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

I think it’s the time it takes for old floor models to be sold off to make room for your ranges. It seems to be much longer these days.

What would you like to see change?

Many more young people in the game, mostly on the retail side is needed.

What would help agents more?

Assuming you have reliable suppliers, the best help has to come from within, invest in growing your own skills, such as being able to use presentation software to get your proposal across and also being able to use software to show potential retailers what your products would be like in their space. This is stuff that employed reps tend to do as they work for bigger companies that provide these tools as they have a marketing department, so as agents, we need to do this ourselves.

What would you say to someone considering becoming an agent?

If it’s to start up a new brand from scratch, make sure you have at least a year of income put by, but more importantly, only do it if it’s a product or brand you have fallen in love with. If you get a chance to take up existing business for your first agency - what you waiting for? Do it!

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

This is a very friendly and warm trade, but agents get knocked back and even ignored all the time. Agents have to accept that’s the case and be okay to keep going, so I guess it’s tenacity. But you also have to understand it’s all about timing, so patience is another must have attribute.

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

I have started work to launch a contract/hospitality brochure for my agencies in 2025. With the plan to exhibit at hotelier trade shows.

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

For many years we have all seen retailers change model names etc. to try and protect margin. I am recognising that some retailers now know this does not work well enough. Some retailers I work with are going way further. I think the next big thing could well be more and more retailers wanting to work with manufacturers that allows retailers to be in control of the swatches they offer. This way, any quote given for their own products, would be much better protected.

Final thought?

Becoming an agent for me was the best ever career decision. So far, it’s been fantastic. I have enjoyed every minute of it, especially these past couple of years. If you would like to become and agent, all of us on this side on the fence would be delighted to help an share some advice, so reach out to any of us.

Becoming an agent for me was the best ever career decision. So far, it’s been fantastic. ”

colin@thefurnitureandbedagent.com

07876 198938

www.linkedin.com/in/colin-boyce-762b3023/

Back with a Bang FEATURES

The Manchester Furniture Show (MFS) is back with a bang! With a much-anticipated return, the beloved show is set to make a grand return to Manchester Central on the 10th and 11th of July.

This event marks a significant moment for the furniture industry, as MFS returns for its first major gathering since the pandemic. With over 3,500 buyers, more than 100 exhibitors, and an expected spend of over £50 million, MFS is poised to be the summer’s most exciting trade event.

As the days lengthen and the anticipation for summer mounts, thoughts naturally drift to the cozy evenings and the comfort of our homes. The MFS is the perfect destination for retailers and customers looking ahead to the Autumn / Winter season, offering a treasure trove of fresh finds and innovative designs. Celebrating its legacy of 28 years, MFS has been the cornerstone of the furniture industry, providing a platform for the best brands and retailers to showcase their latest offerings.

Set to impress with a curated selection of over 100 brands, MFS boasts an incredible 40% of exhibitors who are brand new to the show, ensuring a fresh influx of design ideas. Retailers will be able to source from these new names including Creation Italia/Incanto, Dappr, DECORTIE UK, HND (UK), Kennett & Lindsell Ltd, Mayfair Upholstery, Oswald & Pablo Ltd, Shape Furniture, Viva Sleep by Sitting Pretty, and more. Plus, source big names like Ashwood Designs who will be joining the show floor, along with show regulars AWS Trading, Blue Bone Imports, Buoyant Upholstery, Kettle Home, Lebus Upholstery, La-Z-Boy, Welcome Furniture and more.

However, trade shows aren’t just about sourcing products, they are also the chance to reconnect with the industry and network with like-minded professionals. Meeting face-toface can’t be beaten in the digital age where customers have become harder to reach, making trade shows even more vital for business success. Networking is an important part of MFS as the Summer Solstice Show Party, The Spritz Bar and the Women in Furniture Network Brunch are ideal opportunities to strengthen client relationships and meet new clients away from the stands.

The Manchester Furniture Show is the ideal place to source new products, gain inspiration, and connect with the heart of the furniture community.

Don’t let this chance slip by! The Manchester Furniture Show is the ideal place to source new products, gain inspiration, and connect with the heart of the furniture community. Register now for your free badge and be part of the most awaited event in the furniture industry.

www.thefurnitureshows.com

Sofa Connections ready to connect at MFS FEATURES

Husband and wife team, Matt and Sarah Oakley, owners of furniture manufacturer Sofa Connections, share an insight into the company, their expansion and plans for the Manchester Furniture Show.

As a family run furniture manufacturer based in the heart of the West Midlands, Sofa Connections has over 30 years’ experience within the trade and prides itself on crafting high-quality upholstery for its customers. At the helm today are Matt Oakley and his wife Sarah, who are taking the business to new heights, spearheaded by its expansion into offering direct to the retailer services.

“We have recently taken the leap to expand and go direct to the retailer offering top quality ranges of furniture,” Matt revealed. “Having worked for many years with the guidance of leading industry figures, we have been committed to crafting highquality upholstery for our customers. We pride ourselves with a perfectionist approach, with everything we make delivering the highest attention to detail and the quality really comes through with every piece that leaves us.

“I started working with my dad and uncle when I was just 17 years old. I’ve worked in every part of the business and thoroughly understand the importance of quality and comfort. To take our company to the next level of growth is truly an honour, as well as a challenge I, and the team, are fully embracing.”

Sofa Connections currently has 12 ranges as part of its portfolio, with Sarah revealing that this is set to expand during the Manchester Furniture Show (MFS) next month. “We’re excited to announce that we are launching two new ranges during MFS in July. This will be our first big show and we can’t wait to meet everyone and tell them about us as a company and show off our products.

“For me, I started working with my husband nearly two years ago now, however it does seem like I’ve been there forever. I entered the company to take over from my mother-in-law, who had been there since the start. Having worked within the furniture manufacturing industry for many years, it was always the plan to jump on board when I was needed.

We have recently taken the leap to expand and go direct to the retailer offering top quality ranges of furniture.

“Matt and I are very passionate about building this business with a family focus to hopefully pass onto our daughters one day. Even the dog comes into the office too! We’re very much a family orientated company and that’s something we’re really proud of.”

The Sofa Connections team also includes two “very well respected” Sales Agents, Colin Boyce and Gary Birch, both of which have supported the company into its next phase of growth and new market. “After years of supplying just one trade brand, we feel it’s now time to show everyone who Sofa Connections are and what they have to offer,” says Colin.

“I fully believe we have something special and are able to offer retailers something that they are absolutely screaming out for, a chance to build their own library of fabrics, therefore making a price match elsewhere near impossible.”

Sofa Connections have its own range of fabrics and are also “very happy” to be a ‘white label’ brand so retailers can be their own brand, have their own ranges in store, personalise their swatches and be truly independent. Alex from Ideal Furnishings in Guernsey commented: “Sofa Connections have really supported us at Ideal with launching our very own fabric swatch. We now have a very stylish studio showcasing fabric hangers of our own choosing and a beautiful range of furniture with our name sewn on.”

Gary Birch added: “We believe that our attention to detail, craftsmanship, and dedication to customer satisfaction sets us apart in the market, and we are eager to connect with retailers who share our commitment to excellence.”

As the team prepares for the upcoming MFS, Matt and Sarah are full of optimism as they continue to grow the family business. “We look forward to meeting with you at the Manchester Furniture Show and discussing potential partnership opportunities. Please feel free to contact a member of the team if you have any questions or would like to schedule a meeting during the event.”

www.sofaconnections.co.uk

Buying is in the detail

NOVA recently announced a complete overhaul of its product range with new collections now available to view at the NOVA Experience Centre.

With over 400 new products available, we spoke to Rob Mead, NOVA’s buying director to discuss the NOVA design process.

Rob, what do you do for NOVA?

I oversee the buying department, putting together collections and families of products to bring to the market based off the latest trends and styles. My team and I are constantly learning more about our products with every trip to our suppliers and trade shows.

What’s your favourite part about working on new product designs?

I personally like the fact that we consider different customer demographics when designing a new collection; we look at the type of garden the furniture suits and hand-pick the colours and fabrics to complement the style.

I love knowing that something that started off as a sketch has been brought to life and gives families somewhere to make memories together.

What’s your favourite product range?

It changes every week at the moment! If I had to pick one design, it would be the Hunter family. The Hunter will be available to view in the NOVA Experience Centre and I can’t wait for trade buyers to see it. The masculine design has a unique powder coating finish and has softened wood-look accents making a great, low-maintenance option for the end consumer.

NO DETAILS IS TOO SMALL FOR US TO CONSIDER ”

What sets NOVA apart from other wholesalers?

aspect. We focus on everything, down to the composition of our cushion fillings, to make sure our furniture is made to the right specifications. Plus, the relationship with our suppliers helps us to constantly upskill and look at how we can add benefits to the consumer as well as the retailer.

To add to Rob’s words, we spoke to one of NOVA’s suppliers, who had this to say about the brand: “Our collaboration with NOVA began in 2018 when we met at the SPOGA exhibition that year. Since then, we have built a strong partnership. The NOVA team have impressed us with their professionalism and integrity.”

“Over the years of working with NOVA, we have gained a lot. They are not just our business partners but also our friends. We trust each other, work closely together, and have achieved business growth and development collaboratively. Their spirit of teamwork and dedication has been truly inspiring to us.”

We are so particular about the details, especially myself, and this shines through in our design principles. No detail is too small for us to consider. When designing a new collection, we start off with a blank slate and work from the ground up. All measurements are considered to ensure that our furniture is not only comfortable but also loads well from a commercial www.novaoutdoorliving.co.uk

To view NOVA’s full collection of new products, the team recommend booking a visit to their Experience Centre by emailing: ian.read@novaoutdoorliving.co.uk or visiting the NOVA website

G reen Retail

In the next part of our ongoing sustainable series, we take a look at the latest updates from furniture retailer JYSK, sleep brand Panda and home furnishings retailer Arighi Bianchi.

JYSK

Danish furniture retailer JYSK is scrapping top plastic on its pallets as part of its ongoing sustainability efforts, which will ensure savings for both the business and the environment.

The change has already been made at most of JYSK’s distribution centres, and a smart replacement has been found, which will save around 920,000 kilograms of plastic annually.

“It’s a step towards a more sustainable future for JYSK. Until now, we have put top plastic on all the pallets, but thanks to optimisation, it’s no longer needed that often. So, we’ve come up with a reusable cover for stores who may need it,” says Michael Olesen, Retail Operational Manager at JYSK.

The purpose of the top plastic was to protect the goods from the weather, but most of the pallets go straight into storage at the stores. In rare cases, the pallets may need to be outside for a while, and here the stores may use the new covers.

To ensure they are easy to use, a workgroup consisting mainly of retailers from different countries worked on a smart design. Selected stores then tested the covers.

755 JYSK stores have already received their new covers, while an additional 100 stores have placed orders to get theirs.

In addition to being gentler to the environment, the change will also result in financial savings. And as an added bonus, the new initiative is also more efficient for those working at the distribution centres.

It’s a step towards a more sustainable future for JYSK. Until now, we have put top plastic on all the pallets, but thanks to optimisation, it’s no longer needed that often. - JYSK

“It saves them time and that makes for a better work environment which is always a win,” says Michael Olesen.

Panda

Manufacturer and retailer of bedding and mattresses, Panda, has recently launched its new sustainable bedding, a pivotal step forward on its journey to harmonise the relationship between luxury and sustainability.

Utilising the most advanced production techniques, the latest fabric is made from bamboo sourced from sustainable forests. Using a closed-loop process that saves 98% of water, bamboo lyocell is certified Standard 100 by OEKO-TEX® and is said to be the purest bamboo-based textile on the market.

Director Matan Gilan hails bamboo as “the fabric of the 21st century,”

We are inspiring a shifting mindset to choose quality over quantity, taking care of our environment and creating a world of natural comfort. –

Panda

” ”

We also work closely with suppliers to ensure that they share our sustainability ambitions too and we believe in sharing best practice as an industry so that we can collectively do our bit. –Arighi Bianchi

stating: “The Signature+™ Collection was created to provide the most eco-friendly option for consumers who do not wish to compromise on luxury. Offering all the benefits of their signature bamboo, the fabric is softer, slightly more durable and the kindest choice for your skin and the planet.

“Available in two new colours inspired by nature, our Forest Green and Pebble Cream Bedding Sets are available as a full bedding set or as individual pieces, and will be available on the website and via selected retailers.”

“We never stop innovating. Any product we bring to the market undergoes stringent testing, allowing consumers to buy in confidence and rest soundly. We are inspiring a shifting mindset to choose quality over quantity, taking care of our environment and creating a world of natural comfort,” added Director Tamir Teitelbaum.

Arighi Bianchi

Sustainability is also “very important” to Arighi Bianchi with the retailer continuing to learn and evolve their sustainability practices. In addition to funding EV charging points in the car park, they have been working hard to reduce waste and plastic usage and driving efficiencies with investments including LED light upgrades

“At Caffè AB we work with very local suppliers, which ensures the highest quality of ingredients whilst supporting the local economy,” said Sarah Bianchi, CEO. “We also work closely with suppliers to ensure that they share our sustainability ambitions too and we believe in sharing best practice as an industry so that we can collectively do our bit.”

“We always try to group deliveries together and create the most effective route... a perk of having our own delivery team. Choosing the most efficient route will cut down on transport emissions, which is exactly what we want.

Our delivery team also send all packaging back to CABs (our services department) to be reused on other furniture. And any old furniture removed from a customer’s home is brought back and donated to different charities where it can be loved again.

“Our aim for the future is to progress to the use of an electric fleet of vans when delivering locally.”

www.jysk.co.uk - www.pandalondon.com - www.arighibianchi.co.uk

Running a sustainable business

Angela

Moran,

ESG Director at Silentnight,

discusses how sustainability and climate consciousness should begin in the workplace and how the changes made to ensure that a business is operating in a sustainable way will support all wider environmental commitments.

With the climate alarm ringing ever louder, it’s imperative that UK businesses take steps sooner rather than later to minimise their environmental impact.

And we recognise that, as a large manufacturer, there’s an increased emphasis on us to ensure that every aspect of our business is run with sustainability front of mind.

In my last article, I discussed how important accuracy and transparency is for a business as it seeks to improve its environmental offering but practicing holistic sustainable practices is just as important.

So how can businesses ensure that sustainability is integrated into every aspect of a business?

Making operational changes that favour the environment

The last few years have forced companies across the UK to re-evaluate their traditional ways of working,

ensuring that all processes are completed with sustainability and efficiency at the forefront.

This extends to the vehicles used for distribution. We are regularly reviewing our company fleet, exploring ways to reduce fuel consumption as much as we can. Currently, well over 70% of our company cars are either fully electric or hybrid and we are aiming to raise this to 90% in the next 12 months.

While UK infrastructure makes it difficult for our distribution fleet to become fully electric, we have already replaced a number of our large vans with more fuel-efficient models, and by the halfway point of this year over 80% of our distribution fleet will be newer, more sustainable vans. These vehicles optimise petrol usage while having a lower carbon footprint on the environment compared to previous models.

Maintaining an environmentally conscious workplace

We are also constantly looking at how we can improve efficiencies. Over 99% of electricity consumed throughout the business is via renewable contracts and we have embarked on a number of cap expenditure projects to increase the efficiency of our buildings.

Through metering and data tracking, we have been able to keep our eye on our consumption patterns and this has allowed us to refine our processes and optimise usage.

At the beginning of the energy crisis in 2022, we began to scrutinise consumption habits, launching a company-wide energy awareness campaign. This led to key operational changes that have saved hundreds of kilowatts of energy. These changes allowed us to reduce our overall energy usage by over 30%, even as we continue to increase production year by year.

We are also closely monitoring our water usage with regular tracking and reporting. While we’re not huge water consumers, it is important for us to save where we can. That can be through recycling water when cleaning our vehicles, or by making our bathrooms more water efficient – even the smallest changes can make a big difference.

Our newly refurbished bathrooms also have low-flush toilets and push taps – both of which use significantly less water than their conventional counterpart. Low-flush toilets use at least 30% less water and push taps reduce water usage by up to 50%.

Sourcing materials responsibly

As one of the UK’s largest manufacturers, it is in our best interest to ensure that all materials used in our products are obtained in an environmentally conscious, socially responsible and economically viable manner. That’s even more important with consumers and stakeholders increasingly aware of and concerned about where their products are made.

Like with a lot of our sustainability practices, through constant monitoring and evaluation of our supply chain, we continue to find new ways to reduce our environmental impact through responsible sourcing without sacrificing the comfort and quality that are synonymous with our brand.

Through this we have found that over 90% of our carbon emissions lie in our supply chain. That’s why reducing emissions associated with the production and transportation of materials, and ensuring the materials we use are recyclable, is a strategic focus for us.

This focus has allowed us to reconsider the materials we use to ensure that they are not only durable but also recyclable. For instance, 70% of our domestic range is made from materials which are inherently low in flammability. By eliminating the need for additional flame-retardant chemicals, we’ve

We’ve also made changes to our plastic and cardboard packaging, as well as the sourcing of polyester, steel and timber, to ensure maximum recyclability and reduce our environmental impact.

been able to significantly improve recyclability options post-consumer use and where we have been unable to use flame-retardant materials, our long-term partnership with UCLAN university has enabled us to drive innovation in novel treatments.

We’ve also made changes to our plastic and cardboard packaging, as well as the sourcing of polyester, steel and timber, to ensure maximum recyclability and reduce our environmental impact.

”As more businesses move towards more sustainable practices, it is important that these practices are holistic. Not only does a holistic approach to sustainability positively affect our brand reputation and consumer loyalty – but it allows us to remain steadfast in our net zero journey, ensuring that we are doing all we can to reduce environmental impact across the board.

THE BIG QUESTION

This month we’re asking retailers: What’s your next sustainability-focussed target?

We do try to help sustainability the best we can, it normally comes hand in hand with making more profit we have found, our targets are;

• We help our customers by taking away their old mattress etc & recycle them.

• We have a recycle bin for paper & carboard

• We also recycle any metal be have that is no use. It’s strange but this does crop up e.g.’s old fixtures & fittings, old plant & old customer metal bedframes.

• We have an electric vehicle on order, we will see how that goes....

• We generally recycle point of sale & anything else we can

Land of Beds & The Furniture Recycling Group (TFRGroup) have partnered to promote sustainability through our mattress rejuvenation initiative. When comfort guarantee mattresses are returned to Land of Beds, they are sent to TFRGroup who complete a robust quality assurance process and sanitise the mattresses to NHS standards. This means the returned mattresses are able to be re-used and, ultimately, gives them a ‘second life.’ This collaboration is part of our wider plan to expand our recycling programmes and enhance our product lifecycle management to ensure that every item we sell can be either reused or recycled.

Mattress Online Style Furniture and Relax Sofas and Beds

As well as always focusing on improving the take up on our mattress recycling offer, we are also increasing our listing of new mattresses that have considered the end-of-life process to facilitate easier dismantling with materials and components that can be recycled into the circular economy.

We give our customers the option to let us dispose of their old furniture when we deliver their new products. Any items we collect are uplifted by a waste disposal company who we pay to separate fully recyclable items. All our cardboard waste is collected and recycled too.

Home World – Mattress & Bed Centres

Land of Beds

MattressNextDay

We believe that true sustainability goes beyond just environmental initiatives - sustainability should also encompass a commitment to positively impact society. With this view, our next sustainability goal, running alongside our ongoing targets of recycling 100,000 mattresses and planting 500,000 trees by 2025, is to broaden our efforts, introducing new initiatives that not only prevent mattresses from ending up in landfills, but also address wider social issues at the same time. We have a new, exciting initiative in development that we can’t wait to share more about soon, and we’re certain this project will help us to create long-term value for both the environment and for society.

We always try to group deliveries together and create the most effective route... a perk of having our own delivery team. Choosing the most efficient route will cut down on transport emissions, which is exactly what we want. Our delivery team also send all packaging back to CABs (our services department) to be reused on other furniture. And any old furniture removed from a customer’s home is brought back and donated to different charities where it can be loved again. Our aim for the future is to progress to the use of an electric fleet of vans when delivering locally.

JYSK is scrapping top plastic on its pallets as part of our ongoing sustainability efforts. The change has already been made at most of JYSK’s distribution centres, and a smart replacement has been found, which will save around 920,000 kilograms of plastic annually. It’s a step towards a more sustainable future for JYSK. Until now, we have put top plastic on all the pallets, but thanks to optimisation, it’s no longer needed that often. So, we’ve come up with a reusable cover for stores who may need it.

“One significant initiative we’ve undertaken is the introduction of sustainable mattress ranges in our stores. Brands like Silentnight’s Plant Natural range and Harrison Spinks exemplify our commitment to offering products that prioritise both comfort and environmental consciousness. These mattresses are crafted with eco-friendly materials, ensuring a restful night’s sleep without compromising the health of our planet.”

Like many brands, we too are committed to becoming a more sustainable business. As part of the wider Dreams Group, in 2023 we achieved eight consecutive years of sending no waste to landfill and recycled 83% of all our plastic packaging, but we know there is more we can do. In 2024 and beyond we will continue to make inroads with our partners to do the right thing for our planet, our customers, and our colleagues.

Arighi Bianchi

Linthorpe Beds

JYSK

Feather & Black

Register Now!

Registration is now open to attendees for the highly anticipated Irish Furniture and Homewares Show 2024.

Hosted in The National Indoor Arena Blanchardstown, Dublin, this premier event offers an exclusive opportunity for professional buyers within the furniture industry to discover the latest trends, forge valuable connections, and source exceptional products from leading wholesalers within the Irish Market.

The IFHS 2024 is the dedicated tradeshow that unites the industry at every level, with a singular focus of adding value to the sector. The show is a testament to a decade-long commitment to fostering the growth of the Irish furniture industry. It’s about creating an environment that unites industry professionals at all levels and catalysing collaborations within their own home market.

Thinking of Exhibiting?

We are delighted to announce that we have the top Irish suppliers in the market committed to showcasing their new and innovative furniture and homeware products at the IFHS 2024.

Exhibiting at the IFHS will give your business exclusive access to a large number of customers under one roof with the opportunity to build relationships, showcase your products and increase your sales.

The show will offer you an eager audience of serious buyers who are looking to discover new products and innovations. Our key focus is to support and boost the industry in which we work. Be a part of that and grow with us.

The IFHS 2024 is the dedicated tradeshow that unites the industry at every level, with a singular focus of adding value to the sector.

Our remaining spaces are filling up fast but if you want to showcase your furniture or homeware products to over one thousand Irish trade buyer attendees this August contact event manager Aisling on 00353 838576794 or email aisling@ifhs-tradeshow.ie

Be part of this premier trade event and support the Irish Furniture industry by attending IFHS 2024. Witness where passion meets innovation, and the Irish furniture industry takes centre stage. The three-day show runs from Sunday 25th - Tuesday 27th August at the National Indoor Arena Blanchardstown, Dublin.

For more information and our list of exhibitors, check out our website www.ifhs-tradeshow.ie/

FEATURES

Henrik Pontoppidan,

Director of S2U Design, talks about supply chain management in Vietnam.

Are you engaging with subcontractors?

When it comes to buying furniture, various attributes like great designs, useful functions, competitive prices, right packaging, consistency, reliability of supply, and prompt deliveries are crucial for good business. However, despite their importance, many buyers often overlook potential problems arising from the supply chain or detailed specifications, leading to issues later on. This is especially true in Vietnam, where many buyers tend to purchase what they see without delving deeply into potential supply chain problems until it’s too late.

Good buying practices are frequently discussed, but the sourcing team, whether part of an owned buying office or outsourced to a sourcing company, is rarely involved in the steps behind the exporting supplier. This includes identifying and directly cooperating with subcontractors. The understandable argument to leave those headaches to suppliers makes perfect sense. In the fast-paced world we live in, it’s best to stick to what you know: the buyer (retailer) focuses on selling furniture, and the manufacturer focuses on making it. This avoids getting into the nitty-gritty of finding the right material, sourcing tubes in the correct dimensions, or defining the chemical compound and application method for the finishing. These are all production challenges that the supplier should handle, right?

Currently, I have the privilege of working closely with Vinahardware in Saigon. Vinahardware is predominantly a subcontractor, developer, and manufacturer of bespoke functional metal brackets, frames, and mechanisms. Additionally, it operates a large-scale wholesale business for over 10,000 SKUs of standard hardware like nuts and bolts. While working with Vinahardware to stimulate exports and international business, I often find myself filling in the gaps for buyers who appear to buy rather blindly. They frequently miss opportunities in the supply chain to create better products simply because they passively rely on the word or knowledge of their chosen manufacturer or supplier.

This is not to say that the chosen supplier provides false information or misconstrued advice—they rarely do. Good

suppliers do their best, including Vietnamese suppliers. However, they are human and usually operate in their own bubble. They are busy with many different projects and may not have time to think outside the box or tailor solutions to unique needs. Additionally, it is very difficult for a Vietnamese supplier to advise on the best solutions for furniture due to a lack of detailed understanding of the culture, market, and competitive conditions that the buyer operates under.

A few examples to illustrate

I would like to illustrate this with a few examples - projects I have been working on lately. These involve cooperation not just with the customer of Vinahardware (typically manufacturers in Vietnam and around the world exporting complete furniture) but also with the foreign retailer buying the furniture.

Wall Rack: A US customer needed wall racks developed—a combination of shelves and cupboards in a metal frame mounted on the wall—manufactured to precision at an ambitious target price. I designed the products and connected the exporter who won the business, one of the leading kitchen cabinet manufacturers in Vietnam, with Vinahardware. We matched the target prices through careful design and coordinated specialist technology for the two main components: MDF panels with quality surface and finish, and metal parts manufactured to high precision. This cooperation yielded the desired results because

TV coffee table

of the insistence on engaging specialist skills in different disciplines.

TV-Dinner Coffee Table: A large European retailer developed a classy quality ‘TV-dinner coffee table’ with a European-owned wood furniture factory in Vietnam. This type of table function has been around for a long time, but standard mechanisms available in the market are usually flimsy and not well-thought-out. I designed a new mechanism from scratch, addressing the shortcomings of existing mechanisms. At Vinahardware, we made samples and re-designed details six times in as many weeks, resulting in a sturdy, luxurious mechanism worthy of the customer’s quality requirements without resulting in a higher cost. It is now ordered from Vinahardware and in production.

The takeaway from such examples is that any sizeable retailer/importer with resources could—and perhaps should— actively engage in such developments. This includes creating technical designs, finding the best-equipped subcontractor to work with directly, and taking the lead in solving a given problem. By doing so, they can ensure the most mutually beneficial results for a given project and stay on top of the competition. Without active engagement from the importer, this often does not happen organically.

In conclusion, good supply chain management – particularly in Vietnam - involves more than just buying what is seen. It requires active engagement and cooperation between buyers, manufacturers, and subcontractors to create better products and avoid potential problems. Investing in the right skillset and knowledge can help buyers take control of designs and processes, leading to improved outcomes and satisfied customers.

If you would like to discuss your project in Vietnam, and how you can engage better with the whole supply chain and start developing challenging details with subcontractors, you are welcome to contact me.

Email: henrik@s2udesign.com www.s2udesign.com www.vinahardware.com

A Small World

Paul Wray, Managing Director of Furntec Ltd and Modern Outlook Furniture, talks about the Canton Fair and why it’s important to have someone on the ground in China.

How time fly’s, with the Canton Fair just taking place in Guangzhou,

The Fair was well attended with more overseas buyers this year, which was great to see. We even bumped into some good friends from the furniture industry and was good to catch up with Asif and his son from CFS of Leicester. The one thing I must say about this industry, we may all be striving for business but when we come together, we are all friends and the banter we have, is what keeps us all going. Many have come and gone as years go by, but the camaraderie between us all makes it all worthwhile.

It was exciting to see the Canton Fair busy again, with many exhibitors ranging from wall art, mirrors, decoration items, outdoor and indoor furniture and a good way to get those steps in over the four days. I would certainly recommend doing your homework before attending these fairs as the halls are many and spread over long distances. Look at what you are attending the fair for, and target those

areas first so you can make sure you have everything addressed. Then you can explore at your own leisure, believe me it’s very easy to run out of time.

Another important aspect of visiting the shows from overseas is to make time to visit the factories you are looking to buy from. I see many buyers placing orders but have not looked at the factories. I cannot stress enough how important this is, and quite often the exhibitors do not have their own factories and outsource once they have your order.

You need to know where your product is being produced, how your product is being produced, and to what quality and specification. If you cannot get to the factories due to time and location restraints, find someone within the industry who can for you. Remember, you are parting with your good hard-earned money to buy a product to sell in your market, so don’t take chances and hope everything will be fine without checking or finding a professional who will do this for you.

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/

China.

The Big Furniture Show, hosted by Big Furniture Group, offers a myriad of benefits for exhibitors and attendees alike, serving as a dynamic platform within the furniture industry. We explore the top six benefits of being on the Big Show.

Unlike traditional trade shows that run for limited periods, the Big Furniture Show operates continuously online. This allows exhibitors to showcase their products all year round, providing consistent visibility and marketing opportunities without the constraints of a physical event.

The Big Furniture Show facilitates networking within the industry by connecting suppliers, retailers, and agents. This helps in building professional relationships, discovering new business opportunities, and staying updated with industry trends. The show also includes events like the Big Furniture Awards, which recognize and celebrate industry excellence, fostering a sense of community and collaboration

The show features the latest product ranges from various suppliers, ensuring that attendees can explore a diverse array of furniture options. This extensive product display helps buyers find exactly what they need, from new launches to established bestsellers

By being an online event, the Big Furniture Show reduces the costs associated with physical exhibitions, such as travel, accommodation, and booth setup. Additionally, it supports eco-friendly practices by eliminating the need for printed materials and physical logistics, contributing to a greener environment

Utilising advanced digital tools, the Big Furniture Show enhances the online exhibition experience. Features such as interactive brochures and dynamic displays bring products to life, offering a more engaging and informative experience for visitors. This not only aids in product discovery but also helps in making informed purchasing decisions

The Big Furniture Show leverages digital innovation to provide a robust, cost-effective, and environmentally friendly platform for the furniture industry.

Participants benefit from the Big Furniture Data platform, which manages product data efficiently and enhances digital presentations. This tool aids in better product management and marketing, ensuring that exhibitors can effectively reach their target audience through well-organized and visually appealing displays

Overall, the Big Furniture Show leverages digital innovation to provide a robust, cost-effective, and environmentally friendly platform for the furniture industry. It ensures continuous exposure, comprehensive product displays, and valuable networking opportunities, making it an essential event for industry professionals.

Robin Sutherland Global Sales Director robin@bigfurnituredata.com

Devonshire

Wiltshire Dining and Living is a stunning white-washed pale oak collection, in a contemporary design, creating a lovely sense of lightness and elegance. The sophisticated Wiltshire Bedroom collection has a painted body in their popular Moon Grey and a strikingly contrasting oak top in the same light finish as the dining and living room pieces. Eight more colours are offered by their on-site paint shop, including Raven, Devonshire’s colour of the year. An incredibly gorgeous dark grey that looks amazing against the pale top. Generous sized rails, tapered legs, chunky tops with softly rounded edges, and the exceptional craftsmanship that one expects from Devonshire are features shared by both collections. The design is completed with modern chrome pull handles for a flawless finish. Together, these exquisite elements produce two collections that are both captivating and breathtaking, each with all the pieces you would expect from a successful range.

www.devonshireliving.co.uk

DUXIANA

DUXIANA has announced the launch of its latest version of its DUX Bed. Their new collection, Sustainable Comfort, is their fully re-engineered most advanced customisable and replaceable component bed, that continues to provide the unique DUX spring system that combined with the finest natural materials and handcrafted attention to detail, delivers unrivalled comfort and longevity. The new collection is our most advanced and customisable DUX bed to date but continues to offer the ability, like no other, to unzip the mattress to see within. This now also allows you to replace three key components to both adjust and maintain the support and comfort. These three components being our… Removable Top Pad –Inner Comfort Layer –Customisable Pascal system. The name Sustainable Comfort was chosen for two literal meanings… Firstly, by utilising the ability to exchange the three replaceable components, the user can sustain the comfort of the product throughout its life. Secondly, in an era of false environmental claims, we can proudly say that our component-based products both reduce the amount of waste going to landfill and use as many sustainable materials as possible. www.duxiana.co.uk

Sweet Dreams

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, ecofriendly 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 two-sided 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. www.sweetdreamsuk.com

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

JOBS BOARD

Here are some of the latest furnishing industry jobs.

(Correct as of 23 May 2024)

Sharps - Sales Design Consultant

OTE £50,000 - £100,000 p.a. Portsmouth/Southampton (Next Course June 2024). Sharps Bedrooms, the UK’s No1 fitted bedroom company are looking for self-employed sales professionals to join its busy sales team across the Portsmouth and Southampton postcode areas working within customer homes, designing and selling the bedrooms and Home Collections of their dreams. Design skills including CAD are advantageous however not essential as full training is provided but previous customer facing sales experience/ communication skills would be beneficial. For more information, visit this link: https://rb.gy/axs4ga

Trago Mills - Experienced Senior Buyer - Furniture

We are the South West and South Wales leading Discount Retail and Leisure Group with a head office in Cornwall and four large retail sites in Cornwall, Devon and South Wales. We are looking to recruit an experienced Senior Buyer for Furniture to join our team based at head office. Reporting to the Group Managing Director, the successful candidate will be an established professional buyer, with proven relevant experience. If you enjoy working in a challenging, competitive environment this position could be for you. The role is rewarded by a competitive salary and benefits package, including generous staff discount and pension scheme. To apply, visit: https://rb.gy/ogtdy9

NEXT - Technologist - Kids Furniture, Beds & Mattresses

Find out more about the world of Home Technology, have a listen to our awesome Tech Manager Tim Stanton talk all things Tech on one of our Podcasts here. You’ll be working closely alongside the Home product teams, using your extensive technical knowledge of Children’s Furniture, Beds and Mattresses and skills to provide support and ensure product development is meeting the business’s standards for quality, value and sustainability – as well as adhering to legal and industry standards. You’ll be carefully managing new products in-season, following up with issues, analysing returns data and carrying out store visits and supplier factory evaluations. For more information, visit: https://rb.gy/sg55du

Sofa.com - Showroom Manager

You will be responsible for the efficient and smooth running of our brand new Castleford Showroom alongside your Area Manager. Your key focus will be to maximise sales and showroom profitability paying particular attention to maintaining and building on customer service and operational standards, maximising brand image, enhancing team development and providing inspirational leadership and support to the teams within your remit. For more information, visit: https://shorturl.at/USnaW

Carpetright - Website Manager

John Miller Upholstery - Upholstery Sewing Machinist

We are looking to recruit an Upholstery sewing machinist to join our small & friendly team based in Shepperton. We are a busy upholstery company established over 30 years making bespoke furniture and re-upholstery specialists. Duties: Sewing on industrial flat bed & overlocker machines plus hand sewing all types of upholstery fabrics & styles. Experience: Previous upholstery sewing machining experience required. Cutting experience would be an advantage but not essential. Full or Part-time - 20-39 per week. Please apply with CV to: Jacqui@johnmillerupholstery.com

NEXT - Furniture Designer - Kids, Cabinets & Dining - 12 Month Mat Cover

A unique opportunity has arisen to join our fantastic Home team as a Children’s Bedroom Furniture, Cabinet and Dining Designer! We are looking for a trend led, creative Designer with a love of furniture. Experience of researching & identifying new & commercial trends & opportunities in furniture, specific to Children’s furniture, children’s lighting, dining and cabinetry. Supporting the creation of cohesive and coordinated design looks across the Next Home range. Identifying opportunities for our furniture ranges and ensuring broad style choice in style that reflects our customer profiles. For more information, visit: https://rb.gy/m63ptd

Oak Furnitureland - Store Manager

The Store Manager role is a vital and integral part of our business. Our customers and can count on you for valuable guidance as they seek to design the ideal home for themselves. You are an excellent listener who takes time to understand the needs of the customer and you will take a consultative approach to the sale, ensuring your customers leave having purchased the perfect product while experiencing an excellent customer journey. As an accomplished, motivational and inspirational manager you will be able to deliver a great team sales performance. You are a great people person who cares, nurtures and supports their team, someone who is able to lead by example displaying the OFL values and behaviours. You will be an experienced sales professional in big box retail, ideally furniture, although this is not essential as in-depth structured training will be provided. For more information, visit: https://shorturl.at/3VIg7

Loaf - Web Operations Executive

As our Web Operations Executive, this role will be instrumental in managing product data, refining it for customer presentation, and optimising backend operations. Roles include Product Information Management (PIM), Website Maintenance and Optimization and Performance Analytics. For more information, visit: https://rb.gy/bc7sta

The opportunity: Website Manager, Purfleet, Essex / Hybrid Working. We’re transforming the way we do things here at Carpetright, so this is an exciting time to join our fantastic Marketing Team and really make a difference. We’re looking for a customer obsessed, experienced Website Manager to lead the day-day management activities of the website. This is an important role within the business to manage the development roadmap, CRO, UX, KPIs and trading. For more information, visit: https://shorturl.at/t1FzY

LAST

WORD Adam Hankinson

Our attitude dictates our altitude

Adam Hankinson, Managing Director at Furniture Sales Solutions, talks about how to get the best from yourself each and every day.

Do you have the right attitude to sell well every day?

This is the most important question to ask yourself as a salesperson and the starting point of our seven-step sales philosophy. When I ask people whether attitude makes a difference in their performance, they always say “Yes! 100%!” They acknowledge that adopting a positive, focused and consistent attitude leads to more sales and makes them happier in their work. In turn, customers sense this, which can only influence their buying decision positively.

Even though we know a good attitude can make a huge difference, it’s something that very few people spend any time focussing on, especially within their work. Your attitude doesn’t only affect you and your results but often the results of your coworkers too. Just think of the negative influencer on your team (this doesn’t usually take long!) and their effect on your morale when they corner you for a chat in the break room. And if you can’t think of anyone on your team, could that mean you’re the negative energy in your store?

Without tackling attitude first, nothing else can improve, so this is where we begin.

Measuring your attitude

Until they’re asked and have had a chance to observe their own behaviour, most salespeople can’t tell you what they do every day; “I just do what I do…”. They’re usually just running on autopilot. It’s the same with attitude; being positive one day and negative the next. These dramatic swings in attitude are often based on how much you’ve sold on that particular day, which is one of the major reasons why results are inconsistent.

Another mistake I see salespeople make all the time is setting their attitude before the day has even begun by telling themselves “The weekends are the busiest and most profitable days” and conversely “Weekdays are always quieter/less profitable”. Not only is it of no help to think in this way, but it also may be incorrect. In reality, the customer who walks through the door on Monday could be the one who is about to spend thousands of pounds because he might have gone out of his way to come in on a quieter day. If you ignore or dismiss him, he’ll go elsewhere.

I started selling at 15 years old and was terrible at it for the first five years, letting the result of every interaction with my customers affect me. If they didn’t buy, I’d carry the disappointment and frustration into the next sale and often through the rest of the week, which meant even more customers said no, and that cycle would continue. I would also decide the day’s outcome on things like what the weather was doing or on the day of the week - no one would enter the store to buy if the sun was shining and Tuesdays are always dead, for instance, was my mindset. I was often negative and emotionally driven rather than focused and positively expectant in my attitude.

MORE SALES GUARANTEED

I now use a 1-10 scale to measure and take control of my attitude because putting a number on our feelings and focus gives us a better sense of where we are currently versus us at our best, or worst, and then we can start to think about what we need to do to improve our score. How would you score yourself at the start of your working day? Are you down at a two or three? Ask yourself if this is helping in making the right impression and ultimately selling more.

I encourage salespeople to aim for a rock-solid attitude score of 8 every day, it’s more achievable to maintain this level throughout the day. If you work as part of a team, agree that everyone will keep up with the same level of positivity – competent, helpful, professional, not seeming desperate, and the consistency of sales will follow. I also recommend that salespeople imagine the entrance to their store as a reset point for their attitude. In their minds imagining all of their personal issues and negativity being left aside, leaving themselves ready to take on a positive day of sales.

Like any habit-forming exercise, these techniques will not feel natural and easy to begin with, but after a while of doing them consistently, they will become second nature. With regular practice, you will no longer need an overnight reboot to pick yourself up after a customer puts a hand in your face. Like a great boxer, you’ll learn to roll with the punches and bounce back ready to try again.

Aim for a rock-solid attitude score of 8 every day, leave your negativity at the door, and learn to pick yourself up after every rejection. Making these few decisions every day is the start of creating winning habits. Being positive isn’t just good for your mindset, it’s good for customers, good for business and good for your wallet!