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
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: 24
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
Another BIG congratulations to all of the Big Furniture Awards 2024 winners, as voted by the industry. We share some photos of the winners as we continue to celebrate the best of the best in the industry.
Our cover star this month is also celebrating a special anniversary with the Irish Furniture & Homewares Show reaching its 10-year milestone. We take a look at what to expect to see during the event just outside Dublin. From Ireland to INDX Furniture in Solihull, we also preview this show as well as looking ahead to the NBF Bed Show and Flooring Show in September. In keeping with shows, we caught up with Maze on their triumphant return to SOLEX, while also sharing a recap of the recent Manchester Furniture Show.
Also in this edition, we reveal more behind NOVA’s rebrand and new Experience Centre following a recent visit, while Sweet Dreams continue their own rebrand teaser, which they are set to reveal officially in September in time for the Bed Show. GNG and Shire Beds have also been busy in preparation for next month’s show, while Sealy focus on IFHS. There is a recap of DUXIANA’s showroom party with Bang & Olufsen, Purecare reveals the difference between sleep hygiene vs sleep wellness, and Health Beds talks about crafting timeless comfort.
We caught up with West Midlands Upholstery, who are celebrating an historic milestone, as well as Sherborne Upholstery as they introduce Cloud Comfort. Stroolmount talk about Pharaohs, Asiatic share their latest update, while Gallery Direct, Wiemann and Sleepeezee reflect on their recent award wins. Furthermore, Furniture & Choice are back talking trends and Oak Furnitureland share their own insights into popular products, while Jaipur Rugs open the doors to its debut London showroom.
Silentnight explains the importance of running a socially sustainable business, Land of Beds shares their own sustainable progress and we delve into Wayfair’s recent sustainability report in our latest Green Retail feature. On sustainability, this month features a fantastic insight from Matthew Randle, of Dreamland Bedding Centre, who talks about building a greener future – not to be missed!
As for the regulars, Wayne Kelly, Managing Director at MFC Group, shares an insight into his role, upcoming plans and why buyers need more time to travel and review products in our latest Big Interview, while JYSK UK take the Retail Focus feature. The Bed Expert and Letter from China return with more industry insights, while we also spoke with John Dolan in our next Meet the Agent/Rep series.
John Evans details a career in retail design, Mini Divani talks sofa beds and we meet McGimpseys. To round off the edition, we explore CGI and Furniture Sales Solutions shares their latest industry insight.
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.
Beds:
76. A career in retail design
80. Who’s the market leader within home furnishings?
82. Mini Divani sofa beds now available in UK
84. Anniversary: West Midlands Upholstery
86. Sherborne introduces Cloud Comfort
88. What’s fashionable in furniture: Part Four
90. Summer into Autumn Furniture Trends
92. Why the Pharaohs would have loved Move-it Pads
94. Why you need to visit The Flooring Show
96. Asiatic is leading the way
98. Inside Jaipur Rug’s debut London showroom
100. Green Retail
102. Running a socially sustainable business
104. Land of Beds: Elevating Sustainability
106. Building a greener future
110. New Products
114. Not all CGI is good CGI
116. Jobs
117. Letter from China
118. Big Question: MFS?
119. MFS Review
122. Last Word with Furniture Sales Solutions
MANAGING DIRECTOR AT MFC GROUP, shares an insight into his role, upcoming plans and why buyers need more time to travel and review products.
RETAIL FOCUS
JYSK UK & Ireland talks about the continued focus on growing their store network, recent sustainability achievements and how logistics is a constant challenge.
A look at this month’s Irish Furniture & Homewares Show in its 10th-anniversary.
16. Big on Social ON THE COVER Irish Furniture & Homewares Show www.ifhs-tradeshow.ie
Matthew Randle, General Manager at independent
retailer Dreamland Bedding Centre and sustainability guru, talks about his commitment to greener practices as well as sharing his ongoing work in the beds industry.
Brintons’ CEO celebrates a decade at the helm
The CEO of carpet manufacturer Brintons, Duccio Baldi, is celebrating a decade at the helm of the heritage carpet brand.
Duccio Baldi was appointed CEO of Brintons in 2014 with the aim to modernise the business and propel it towards another generation of success. This year, Duccio celebrates 10 years at the helm of the business.
He comments on navigating changes to the luxury carpet market over the past 10 years: “It’s been a challenging few years in the industry, especially as the Covid-19 pandemic impacted the hospitality market and as a result, people weren’t traveling.
“However, we had a steady stream of mid-size hotel refurbishments throughout the pandemic, and we’re starting to see large projects return to our books as the market recovers. For example, we’ve just received a $2.3 million order for the Gaylord Pacific Resort and Convention Center in San Diego.
“This year, we expect to be just shy of our pre-Covid turnover, but we
anticipate full market recovery to flush out the ‘Covid effect’ within the next year. This has been evidenced by the return of refurbishment work in the cruise sector, which is expected to experience continuous growth in coming years.”
Family run soft furnishing retailer and manufacturer, Bedwin Soft Furnishings, is celebrating 40 years of trading.
Established since 1984, the company, which operates in Kilkeel and Banbridge, Northern Ireland, has marked the milestone with a substantial investment of over £350,000, aimed to fuel further growth.
The business is currently run by Directors Chris Wallace and Erica Maxwell, the son and daughter of founders Ossie and Pamela.
The investment has enabled the business to expand, including the recent new store opening in Banbridge, which launched earlier this month, as well as the implementing additional production lines at its Kilkeel factory. This has also led to three new jobs being created.
Furnishings and homeware retailer Dunelm has reported a growth in fourth quarter and full year sales.
According to its latest trading update for the 13-week period ended 29 June 2024 and for the full year, Q4 sales rose 5% to £399m, while full year revenues increased 4% to £1.7bn.
Dunelm said that the sales uptick continued to be driven by increased volumes, with both store and digital
channels, with digital participation up 1ppt to 40% in Q4, delivering growth.
“We remain focussed on offering outstanding value and quality to our customers, and believe that we have continued to gain market share against a backdrop of ongoing macro volatility and subdued consumer sentiment,” the retailer said.
“We had a good summer sale period in June, with customers finding the attractive offers they were looking for, as well as buying full priced lines, and responding well to our new products.
“Aside from outdoor furniture, which saw softer sales due to the extended period of cooler weather, sales growth was fairly consistent across our categories in the quarter, demonstrating our broad customer appeal and the relevance of our product ranges.”
Dunelm added that it expects pre-tax profit to be slightly ahead of market expectations for FY24, at £200m. This performance reflects its ‘inherent resilience and agility’ in another challenging year.
In the quarter Dunelm opened a new store in Brighton and relocated its Edinburgh store to a better site, taking its total store openings to six for the full year. The new stores were a mixture of superstores and smaller format stores, and are showing encouraging early performances.
The retailer has continued to invest in its digital platform, further developing and enhancing the customer experience. Improvements in the quarter included introducing ‘back in stock’ notifications and increasing the number of products available for Click & Collect.
Further development of its operational capability was also achieved, opening a new depot in Barnsley, replacing its existing facility with additional capacity to better serve its Home Delivery Network.
Gallery Direct’s James Hudson completes 400k charity bike ride
James Hudson, Commercial Director at Gallery Direct, has recently completed a 400k 4-day charity bike ride organised by Help for Heroes, the UK’s leading Armed Forces & military veterans’ charity.
The ‘Big Battlefield Bike Ride’, which began on 24 and finished on 29 June 2024, was organised by Help for Heroes to commemorate the D-Day 80th Anniversary and Armed Forces Day, and to raise funds for the charity.
There is still time to donate to this amazing cause. 100% of the donations James receives will go directly to the charity, to help veterans and their families. He’s well on the way to reaching his target, but he would love to raise as much as possible for the heroes who have given so much for our country so any donations will be greatly appreciated.
To donate to James’s fundraising, visit: www.justgiving.com/page/jameshudson-bikeride
The Cotswold Company, the digitallyled premium handcrafted furniture and homeware brand, has announced plans to open its 10th UK store, located in Stamford, in September.
Founded in 1996 in the heart of the Cotswolds, the Cotswold Company sells thoughtfully designed, carefully crafted premium furniture and
accessories through a digital-led omnichannel model. Working in tandem with specialist manufacturers and employing traditional woodworking techniques, all products are built to last.
Building on its existing UK footprint, the Cotswold Company’s store in Stamford will be its first in the East Midlands. This strategically located store will provide an opportunity to introduce new customers to the brand, build advocacy amongst existing customers, and provide in-store experiential services and after-care support.
The new store is more than 4,000 square feet and will showcase the brand’s living and dining ranges, bedroom, kitchen and accessories. It will also feature a floral installation, as well as feature walls and decorative statements to give design inspiration to every visitor.
Stamford will also feature the Cotswold Company’s newly launched Upholstery Hubs, which showcase a variety of upholstery colour swatches, styles, and fabrics to give additional peace of mind to customers. The roll-out of its Upholstery Hubs comes amid surging demand for its upholstery furniture. In the year to date, the Cotswold Company has recorded a 96% increase in revenue generated by its upholstery furniture, as consumers seek highquality, timelessly designed sofas, armchairs and love seats.
Expanding its UK retail footprint is the latest milestone in the Cotswold Company’s expansion strategy. Late last year, it opened its 9th store in Bath, which is trading ahead of expectations and subsequently launched in Northern Ireland. Over the next 12 months, the Cotswold Company is planning to open several new stores as it bolsters its UK retail footprint and omnichannel service for customers.
Ralph Tucker, Chief Executive Officer at the Cotswold Company, said: “We are really excited to open our 10th UK store – a significant milestone for the brand. Launching into a new region, Stamford
will offer us a unique opportunity to introduce the Cotswold Company to new customers, build brand advocacy and loyalty, and move more customers away from throwaway furniture in favour of high-quality, made-to-last furniture.
“Our plans to expand do not stop here. Over the next year, we will continue to look at new opportunities to launch retail stores, bolster our digital platform and digital marketing capabilities, and invest in products and brands. This will help strengthen our position as one of the UK’s leading premium handcrafted and homeware brands.”
National bed and mattress retailer Bensons for Beds has revealed plans to open its first store on the Isle of Wight.
It is understood that the retailer is set to take over the former Pavers store on Town Gate Retail Park in Newport. An official opening date is yet to be confirmed, although it is expected that the store will open in the next few months.
“We are always looking for opportunities to bring the Bensons brand to different areas across the UK to make sure as many people as possible have access to a better sleep experience through our quality products and expert advice,” statement said.
“Newport on the Isle of Wight is one of many areas that we are excited to be bringing the Bensons for Beds brand to very soon, and we look forward to confirming more store details in due course.”
Bensons for Beds has also confirmed that it will close its Eastbourne store after launching a closing down sale at the location on The Crumbles, in Sovereign Harbour. A planning application to Eastbourne Borough Council revealed that Smyths Toys Superstore will be taking over at the premises.
AI specialist Presti has announced the successful closing of a $3.5m seed round as the company looks to build on its momentum.
The seed funding round was led by Partech, alongside a handful of angel investors including the likes of Thibaud Elzière, Maxime Brousse, Abou Laraki, Rémi Lemonnier and Julien Hirth.
Presti is starting out to revolutionise product photography through generative AI for the furnishing industry. The company provides a solution to generate tailored, high-quality imagery solutions that significantly reduce production time and costs.
“Our mission is to make high quality product imagery accessible to all brands, allowing them to showcase their products in the best possible light without the traditional cost and time constraints. We’re excited about this round of funding as it allows us to further develop our technology and expand our market presence”, said Nabil Toumi, co-founder and CEO of Presti.
The fresh funding will help Presti further expand its reach and continuously improve its technology and product offerings.
The company is committed to delivering even more advanced solutions to brands worldwide, helping them create compelling visual content that drives their digital marketing efforts.
Boris Golden, General Partner at Partech, commented: “We’ve been truly blown away by how quickly Presti has built a technology and product making them a highly credible and differentiated player in this competitive space.
“Most importantly, we have strong conviction and a genuine belief that the Presti team has the talent, skills, and ambition to perfectly navigate this fast-moving space and become a leader of verticalized high-end product imagery for commerce, powered by generative AI, and we’re excited to back this exceptional team.”
The company has also announced a strategic partnership with furniture e-tailer Maisons du Monde fostering its leading role in AI-driven product photography for the furniture industry, offering best-in-class photorealism and customisation.
“Right from the start we have been impressed by the solution that Presti is offering. It not only reduces the cost of marketing, but also accelerates our product launch cycle. With Presti, we bring our products to market faster and with stunning, precise imagery.
It’s a game-changer for our business!” said Constance Fouquet, Digital, IT & B2B Director at Maisons du Monde.
Upholstered furniture retailer ScS has confirmed it no longer sells carpet and flooring in a move to focus on its core business.
ScS, which was acquired by Italian furniture retailer Poltronesofà earlier this year after its bid of £99.4m back in October 2023 was accepted, said it will fulfil all customer orders in relation to flooring, adding that all warranties remain valid.
In a short statement, the retailer said: “ScS no longer sells flooring. All customer orders will be fulfilled, and all warranties remain valid.
“Flooring was a small category, representing c8% of Group revenue. The core ScS business continues to perform well. Despite investment and operational change, market share in flooring had not progressed.”
Leekes, the family-owned retailer based in South Wales has announced the closure of its Cardiff store on Newport Road in August 2024.
The temporary store opened whilst its flagship store in Llantrisant was undergoing a £4million refurbishment and will close its doors for the final time on Sunday 11th August following a closing down sale.
Emma Leeke, Managing Director of Leekes Retail, said: “We’ve been proud to call Cardiff our home for almost three years while we invested heavily in modernising our Llantrisant store.
“Our fabulous newly refurbished Llantrisant store is now fully reopened and is full of inspirational products for every room in your home.”
Furniture retailer Sofa Club has announced the opening of its first store in Liverpool as part of its UK expansion.
Situated in the heart of Liverpool, the newest Sofa Club store, officially opened on Saturday 20 July, and is based at Unit 1, Speke Hall Road (previously the Taskers Building) and offered 10% off all purchases for the first weekend only to celebrate the launch.
The store made an impressive record number of sales on its first day. The lively atmosphere included drinks hosts, a DJ, music, and a stunning balloon installation. Guests enjoyed free-flowing prosecco while sofa hosts helped them find their dream sofas.
Tom O’Neill, Co-Founder of Sofa Club, said: “We are absolutely thrilled with the incredible response from the Liverpool community.
“Smashing our target for our opening day is a testament to the hard work and dedication of our team, and we couldn’t be happier to see our largest showroom resonate so well with our customers. It’s an exciting start, and we look forward to bringing more luxury and comfort to homes across Liverpool.”
Local authorities are struggling with old mattress collections, while bedsteads are enjoying a resurgence and foam mattresses overtake pocket springs in the popularity stakes.
According to the National Bed Federation (NBF)’s latest – the 16th – annual consumer survey of 1,000 adults who bought a new mattress or bed in the last 12 months*, just 10% had their old mattress collected by their local council, compared with 15% two years ago and 11.5% in 2023.
“Our annual survey of bed buying habits sheds useful light on gradually changing behaviours,” says Simon Williams, NBF Head of Marketing. “Some of the statistics are a surprise – such as the current resurgence in popularity of bedsteads or pocket spring beds falling behind foam. Others confirm what we already think we know or don’t alter much from year to year. All in all, we hope our members find the results useful for their own business planning.”
Bedsteads are enjoying a renaissance: 27% of all purchases were mattresses and bedsteads together, up from 24.5% in 2023 and 22% in 2022. They are especially popular with the 16-24-yearold age group, 43% choosing them; and 25-34-year-olds (37.5%). But older age groups have lost interest, only 15% of the over 55s opting for this combination (down from 22% in 2023).
Roll up mattresses continue to lose favour year-on-year, only 24% choosing this option compared with 27% two years ago.
Meanwhile, foam mattresses saw an increase from 38% to 43% of the total, with pocket spring options slipping to second place (42%). The age split of younger buyers opting for foam and the over 55s for pockets still holds. Memory foam crept up from 45% to 48% as the comfort layer of choice, while natural fillings account for less than 10%.
Mattress only purchases top the bill at 55% (up from 53% last year) while divan sets slumped to just 17% of the total compared to 21% last year.
Prices have not shifted much since last year, despite inflationary pressures. The mean price paid across all sizes and types was £595, up from £565, with the vast majority –76% – spending up to £799 and 43% (down from 46%) paying less than £400.
The vast majority of consumers – 73% –gamely said they would pay more for a ‘greener’ mattress which would not end up in landfill at the end of its life. But the cost of living crisis is having its effect on just how much – which was never very encouraging. 31% said they would pay up to 5% more; 40% between 6 and 10% and just 17% (down from 19%) said they would pay between 11 and 15% more.
Add-on sales all saw an encouraging uptick of two or three percentage points. Almost two thirds (64%) buy pillows, 63% duvets and sheets, and 49% mattress protectors.
Buying habits reveal the over 55s becoming increasingly tech savvy, 55% of the over 55s choosing to purchase online. However overall, online purchases have dropped from 58% to 51%, with just 48% of 16-24-year-olds choosing that method, while in store sales have climbed from last year’s 35% to 44%.
Online marketplace platforms such as Amazon, Facebook, eBay or Groupon seem to have fallen out of favour, with just 9% choosing these to shop at, down from 13% last year. National furniture/ homeware stores (IKEA, John Lewis, M&S, DFS, Dunelm etc) and national bed specialists (Dreams, Bensons etc) each accounted for around a fifth of all bed purchases, with local independents running at 15%. Bed-in-a-box online brands accounted for 7%. There is still a small but worrying 2% purchasing from ‘back of van’ traders!
Gratifyingly, visibility of the NBF logo before, during or after the consumers’ purchasing journey continues to rise –now standing at 51% compared with 32% two years ago and 40% last year. It remains highest among the younger age groups – perhaps because the vast majority of NBF branding is online and on social media.
*The NBF Consumer Bed Buying Survey was conducted by Censuswide in June 2024, based on a nationally representative sample of 1,000 people who had purchased a bed or mattress in the previous 12 months.
Hardwood furniture retailer Oak Furnitureland has announced the appointment of media agency the7stars to handle its UK media account. As the new agency for Oak Furnitureland, the7stars is tasked with reinvigorating the media strategy through its Grow, Inspire and Sell initiative.
Furniture retail sales increased during June on last month but were down against an annual comparison. According to the latest data from the Office for National Statistics, furniture and lighting retail sales rose 18.1% to £1.37bn from £1.16bn in May. Compared to the previous year, sales were down 13.8% from £1.59bn. Floorcovering retail sales increased month-on-month, up by 24% to £270.7m from £218.2m. Compared to the same time last year, sales also rose by 11.9% from £241.8m.
Interior design store, specialising in Nordic furniture, lighting and home accessories, Nordic Living by Biehl, has announced the opening of its second store in Edinburgh. Situated on 175 Bruntsfield Place, the new store officially opened on 12 July 2024 and adds to its existing store just down the road at 185 Bruntsfield Place.
Ashford hand-made interiors company, Collins Bespoke, has won a prestigious national quality award for its business, production processes and products. The business, which designs, manufactures and installs bespoke kitchens for domestic and commercial customers, has been recognised by the City of London livery company and charity for the furnishing industry, The Furniture Makers’ Company, with its quality award, the Manufacturing Guild Mark.
Norfolk-based bespoke furniture firm Mirror Image has announced plans to open a second showroom, expanding into a new county. Situated on St John’s Street in Bury St Edmunds, Suffolk, the new showroom is the business’ first town centre location, adding to its existing location on Sweet Briar Industrial Estate on Barrow Close in Norwich, where it also operates its factory and HQ.
Danish furniture and homewares retailer has revealed plans to open a fourth store in Cork. The retailer has submitted a planning application to Cork City Council for the development of a unit on the Blackpool Retail Park, aiming to change existing storage and office areas into retail spaces, with the installation of stairs. The council is currently reviewing the application, with a decision expected by 28 August 2024.
Sofa retailer DFS has announced the appointment of Bruce Marsh as an Independent Non-Executive director of the Company effective from 1st August 2024. Mr Marsh will also be appointed as a member of the Audit Committee, Remuneration Committee and Nomination Committee, from that date.
Independent furniture business
The Gosport Furniture Shop has received a funding boost to help with a refurbishment. The business has secured a £40,000 heritage grant to redecorate the Stoke Road store in Gosport, which includes renovating the dated first-floor shop fronts. In total, it is expected that the refurbishment will cost around £66,000, with the grant covering the majority of the works.
Kitchen manufacturer nobilia has announced the appointment of David Lambert and Matt Hollis as the company’s two new Sales Directors. Working as part of the nobilia team, David and Matt will be responsible for the North and South respectively, as the business looks to grow sales opportunities across the UK.
Iconic recliner brand La-Z-Boy UK is asking customers to review its products online and in return, the company has pledged to plant trees. La-Z-Boy UK has signed up to Feefo, the world’s largest verified reviews provider, which will allow potential customers to read online reviews of its products. And the platform’s new sustainability feature, Treefo, means that every time someone leaves feedback, a tree is planted.
Interior Door Systems (IDS) the Warrington-based specialists in sliding door technology, has announced the successful completion of its management buyout (MBO). Following a companywide review of the IDS operation, Managing Director, Sam Russell, and Commercial Director Steve Healy, head the new management structure. IDS is at its heart a family owned and run business, founded in 1996.
Flooring
Contracts has announced six new summer starters and promotions. Mathew Gregory, Matt Miles, Georgina Lee, Mark Johnston, Stephen Miles and Bradley Stone have all joined the company or been promoted within it to strengthen its project management and sales teams.
On Tuesday, July 9th, our Managing Director Martin Gill had the privilege of attending a reception at Windsor Castle hosted by His Majesty The King. The reception celebrated Vispring and other prestigious companies as winners of this year’s The King’s Awards for Enterprise.
We are delighted to announce that Felicity Norton has joined MFC Group, to lead our Upholstery Division. Felicity has a wealth of experience in this sector, & we are confident she will continue to take our Upholstery business from strength to strength.
A look at what’s been going on over social media channels. Share your news with us and email
dan@bigfurnituregroup.com
We hosted our annual summer BBQ for all our employees, and it was a fantastic afternoon! A big thank you to all our employees who attended and made it such a special afternoon. We’re already looking forward to next year!
Some of the team got to do something a little different - volunteering! They visited the Wild Ingleborough area; a programme we are delighted to support, where Yorkshire Wildlife Trust, Natural England and others are leading work to restore, reconnect and protect the large upland areas of Ingleborough in the beautiful Yorkshire Dales. The team got stuck into drystone walling.
It’s bring your dog to work day at Bishops today! Having these pups lying around the office cheers everyone up as we get to the end of another busy week!
We are thrilled to share that our Customer Service team won the Best Customer Engagement Award at the South West Contact Centre Awards. This award shows our dedication to providing exceptional service and truly connecting with our customers. We had a fantastic time at the event and couldn’t be prouder of our team’s hard work.
After 18 wonderful years, we celebrated the retirement of Kevin Pearce our Quality Manager, who has been responsible for ensuring the highest standards at Hypnos. Kevin is known for his meticulous attention to detail, sense of humour and always having a story to tell! His commitment to excellence has been important in our journey and he will be missed. We hope you enjoyed celebrating your retirement with the team! Thank you for your exceptional dedication. We wish you all the best for the future!
So far this year, we have added 10 new trucks to our fleet of delivery vehicles. This latest investment ensures we have one of the UK’s largest independently owned delivery fleets in the flooring sector. Our extensive fleet delivers nationwide via over 75 trucks to carpet retailers and contractors across the UK.
WITH WAYNE KELLY
Managing Director at MFC Group, shares an insight into his role, upcoming plans and why buyers need more time to travel and review products.
Let’s start with you. Can you share a bit about yourself and your background?
I was born in Manchester, but now reside in Rutland. I live with my partner Jen and have shared responsibility for my son George who is just about to leave primary school. Football and martial arts were a huge part of my life well into adulthood, however my main hobby (when I’m not travelling for work) is music. I play in a local band and we released an album last year –it’s a real escape from the day to day.
Career wise I’ve spent a lot of time in retail. I joined the Co-operative Retail Group straight from school and progressed in the buying team until I got head hunted to ASDA to be a buying manager on seasonal GM, where I experienced the Good, the Bad & the Ugly working for the world’s largest retailer (Walmart). This
provided a great foundation in buying, sourcing, negotiation and trading. I left to spend about five years running the FOB division for a large UK trader. After that, I joined Dunelm to run the extended ranges and seasonal categories. Then about seven years ago, I joined MFC Group.
I joined MFC Group seven years ago as Commercial Director when I was approached by Founder & CEO Casper Olesen. We (MFC Group) source and develop all elements of furniture for large retailers across the world. We have a global showroom in Ho Chi Minh, with sourcing offices in Brazil, China and Malaysia.
When I joined, Casper was running the company alongside driving product development and key customer partnerships. He needed a ‘wingman’ to help run the business day to day and look at mid-long-term strategies.
In addition to some budgeting and cost control elements. After my first year of ‘settling the ship’, we opened the Outdoor Division, which has gone from strength to strength, and which I still directly run with a hands-on approach.
Earlier this year I became Managing Director, taking the reins even more and freeing Casper up to focus on the MFC Brand, and also some special projects we are working on currently.
Two days are never the same. And our teams around the world (Vietnam, China, Malaysia & Brazil) are so dedicated, it inspires me to deliver my best every day. As we are a Global supplier, we are literally developing new product every single week, and seeing these ranges go from a concept you have to successfully being sold in your customers stores is still the biggest buzz you can have in this industry.
What time is your alarm clock set for and do you have a morning routine?
It depends, as I spend approx. four months of the year travelling and working abroad. However, an average day in the UK would start with an alarm at 6.30am and a cup of tea. I’d then check some emails before showering and getting ready usually for approx. 7.30am. It’s either then a school run before working from home, or a drive to our UK office in Stratford upon Avon to work with the team on that day’s projects.
Why did you choose to work in the furnishing industry?
I didn’t, it chose me. The seasonal elements (Outdoor) I have done for every company I’ve worked for, and it’s one of the hardest things to get right (or even close to right). The Indoor I have also done extensively, and enjoy; however, Casper is extremely talented at constantly knowing what the market needs next.
do
It’s tough, very tough, so I would say the people within it. Issues like the current freight prices affect the furniture industry far more than other product categories with smaller CBM’s. However, everyone in the industry that I know, sees such issues as a challenge, & in most cases an opportunity. Our Chairman, Philp Hand, has an incredible network within the industry full of knowledge and information, and both he and his contacts will always be on hand to offer advice in any situation.
Have there been any special moments during your
I’ve been involved in a lot of key
product / concept launches for major retailers, which has been nice. However, being part of MFC, has been the biggest challenge & therefore the most rewarding. Seeing our (relatively small) private business survive & prosper in the toughest of times, & then grow to what it has become today. I guess walking onto our class leading Stands on the opening day of our Vietnamese exhibition (HAWA), was a very special feeling this year, as it showed to our customers, and the industry just how far we had come.
Theres a reading chair in one of the spare rooms, that I’ve read my son many books on. It’s a rocker, so we’ve fallen to sleep a few times on their together when he was a bit smaller. I can’t even remember where I got it from… I’m pretty sure it was a secondhand bargain…. I feel very at peace, whenever I sit on it.
As we have a Global customer base,
I think we have a slightly different perspective on things. Sometimes we hit a trend too early, so need to hold back until our customers are ready. In terms of materials, For MFC Faux travertine tables & accessories are still performing extremely well, & we are seeing a lot of interest in our Occasional chairs out of Vietnam.
If I could choose a word to focus on for the next 12 months, it would be ‘compact’. Both in terms of freight / home delivery requirements from our customers, and also consumer spaces in their homes and gardens - we will be developing lots of product for both indoor & outdoor ranges using compact as a theme.
What would you change in the industry?
We always try to have a positive impact on the industry in any way we can. However, one thing I have never understood is the limited amount of time buyers get to travel and review products. I’ve always felt this is the most important part of buying / selling furniture, yet timewise its extremely comprised for the majority of our customers. I would encourage them all to invest more time in and around products and in development stages – if you get the product right you have a chance of success. However, if you get it wrong, no matter what you do… it won’t work out well.
Can you share an insight into your future plans?
We are a private company, so we invest carefully, but with great intent. So firstly, we will be bringing in some excellent talent during 2024 and 2025, which will set the bar within our sector.
We have a global customer base; however, we intend to expand more
into the US markets & Middle east. With the majority of our manufacturing coming from Vietnam, we are in a great position to supply the US market, without the tax levies imposed on China. From a Middle east market perspective, we are seeing it growing so fast, with all the building development & people moving there. This also represents a great opportunity for MFC & its partners in the next few years.
Another plan going forward relates to our global showroom in Vietnam, which was too big for us when I joined and is now extremely full. It’s a brilliant space to both work in and develop customers ideas and concepts in, we will need more space sooner rather than later, so that is also under consideration.
Having said the above, one of our strengths is that we are very nimble, so we will ensure we are capable of reacting quickly to any opportunities that come our way.
Spending lots of time with my son George, and my partner Jen is right up there. Time seems to be becoming a rarer
commodity these days. I get to the gym 3-4 times every week, which I really enjoy. And as I’ve mentioned already, writing & performing music is really good fun & a great way to escape from the everyday.
I’m a black belt in two styles of Karate, and one style of Taekwondo – when I first trained karate at 12, it was very, very traditional, so I had to learn everything in Japanese. To the point where my first dog ‘Merlin’ learnt all his instructions in Japanese!
I genuinely believe this is what I was meant to do, and feel very lucky I can do this. However, I would have liked to have been a solicitor or barrister, as a totally different career.
I’d be a kitchen larder cupboard – organised, dependable…. But every now and again you’ll find the odd surprise!
If you could hack into any one computer, whose computer would you choose and why?
Elon Musk – to understand what our future looks like!
What fact amazes you every time you think of it?
That the US went to the Moon in 1969 and now we can only travel to low earth orbit.
What’s the most spontaneous thing you’ve ever done?
Hot air ballon ride in Kenya – amazing.
What is the most important object you own and why?
A ring from my late father, who died when I was 12. It has a very unique style ‘k’ on it, which is now part of my signature.
What did you think was cool when you were young but isn’t cool now?
Shell suits!
“I am very happy to learn that I have been selected as the recipient for this award and I would like to express my sincere gratitude and thanks to all who voted for me.”
“I feel totally humbled that my retailers have voted for me, most of my customers have become friends, after 44 years of covering the South West as a Sales Representative.”
“I was totally shocked to receive this award and very Humbled by it. I would like to thank everyone who found the time to vote for me. I would also like to thank all the Kaydian staff because everyone plays a part from the people in the office in Newcastle to the warehouse staff who pick and despatch every order that gets placed and down to the delivery people. Because without teamwork I would not be able to give the service I like to provide to my customers.”
“A huge thank you to everyone who voted for me and to win the award gives me a great feeling of appreciation, I take great pride in what I do and try to provide the very best for all my customers. I’d like to thank all my retail partners and also Highgrove Beds and Julian Bowen for all their support.”
“I am thrilled to have won this award, I am so grateful for this recognition and will continue to strive to provide the best support to all my retail partners and friends I have made along the way. Thank you from the bottom on my heart.”
“It will be 25 years ago next month that I took my first order for Celebrity Motion Furniture, so this award has come at a great moment! Thank you very much to The Big Furniture Group and all who kindly voted for me. I will endeavour to continue to keep up the good work, maybe for another 25 years.”
“Thank you to everyone who voted for me and feel even more grateful to win this award for 2nd year in a row. Big thanks to all the team at Devonshire who give me and my customers such great service and commitment in providing such absolute high standards in everything we do. In means a great deal to win this award and be recognise by the trade.”
“I am thrilled to have won this award as best agent for Ireland I would like to thank everyone for the votes and support given to me.”
Managing Director at Devonshire Living
“Not sure I’ve mentally accepted this win yet, what a complete yet fantastic surprise!
Although I’ve been back in the industry for 8 years now (which has gone incredibly fast), I still feel relatively new compared to a lot of my peers, so to win the Big Personality Award this year was both a shock and a privilege. Networking doesn’t come naturally to me so to be recognised as a key contributor (or at least noticeable!) is very humbling, and I’d like to thank everyone who voted for me. I look forward to meeting more of you personally in the future. I’ll be on the Devonshire Living stand at INDX in August, please come and say hello!”
“It is an honour and privilege to be nominated for this award. To win it is absolutely stunning. I was shocked and delighted to get this prestigious award. May I thank everyone who voted for me and everyone in the Big Furniture Group. I have had the pleasure selling Sealy for over 22 years and to be recognised with this award is humbling. A special thanks to all my colleagues and friends in Sealy who help me promote the best brand in the world. We are “The Heart and Soul of Sleep”. Also, many thanks to Graham Carberry and Mark Tuley for their guidance and support.”
Melissa Gibbons, Managing Director at logistics provider McGimpsey Removals, shares an insight into the company, recent investments and why final mile delivery is key.
Back in 1983 with one Volkswagen camper van, McGimpsey’s hit the road by offering localised domestic house removals. The business expanded rapidly to operate a weekly cross-channel removals service, which was followed by entering the overseas exports and imports markets.
Today, the second-generation family business has expanded into new furniture contracts and specialised logistics services, including warehousing, delivery and installation. “We now operate out of two warehouses in Bangor County Down with over 60 members of the team over 20 vehicles in the fleet ranging from 3.5 tonne to articulated vehicles,” said Melissa Gibbons, MD at McGimpsey.
“Our mission is to deliver customer satisfaction by providing the highest quality service with trust and reliability to facilitate a stress-free experience for our clients. We are committed to delivering excellence through continual investment, innovation and improvement whilst remaining environmentally responsible.”
In keeping with the latter statement of sustainability, McGimpsey’s holds the ISO 14001 environmental accreditation and is always looking at ways to reduce its carbon footprint on a companywide perspective. “As part of this process, initiatives we have introduced over the last few years includes changing to LED lights and make use of our solar panels,” Melissa said.
“We also recycle 100% of our wood and dry waste, while when we introduced our telematics software, we were able to reduce our idle time by 52% and improve our fuel efficiency by 12%, so we continually monitor these for further gains.”
Alongside eco-investments, the company has continued to upgrade its fleet and recently purchased a new Mercedes 18t rigid vehicle, as well as a new Maximover low loader Luton van with tail lift. “We continue to upgrade through our fleet replacement programme,” says Melissa. “We have also invested in new kit for our vehicles to adhere to the Direct Vision Standard (DVS) / Progressive Safe System in London and continue to upgrade our telematics and CCTV packages.
“In addition, we re-cladded our HQ warehouse last year and
continue to invest in our team through training and personal development.”
McGimpsey’s commitment to moving forward is testament to the company while operating in challenging times. Despite a slower start to the year, impacted by economic variables, the business has accelerated with new contracts. “This year has had a slower start to the year which has a lot do to with economic factors impacting on our industry, but we have seen this change course and we are now in busy summer mode,” Melissa said.
We
are committed to delivering excellence through continual investment, innovation and improvement whilst remaining environmentally responsible.
”driver shortage has improved in recent years but there is still a gap in the labour market for HGV drivers.”
Another area Melissa highlighted was the focus on final mile delivery and why it’s important to offer a complete service. “We can see more and more manufacturers and retailers focusing on the final mile delivery and wanting a premium white glove service as opposed to kerbside deliveries. This reflects the service, value and customer experience the manufacturers/ retailers have already delivered and they see transport companies being an extension of their service.
“After all, there is no point in delivering a first-class customer journey for this to fail at delivery stage. Reputation, reliability, quality and service should continue throughout the entire process.”
Looking to the future, Melissa remained coy on sharing what’s around the corner, however, she did reveal that McGimpsey’s have some “very exciting plans for this year, which for now our lips are sealed on, but will be announced in the coming months”.
“We are the go-to partner in Ireland,” Melissa said. “For warehousing, final mile, delivery and installation solutions, get in touch today.
Contact our team on 02891 456222 or steven@mcgimpseys.com. Give your clients a delivery experience worth repeating.”
“With that being said, we have had various new specialised logistics contracts commence this year that are now in full swing. The main challenges we face are economic fluctuations impacting on the market and a shortage of HGV drivers. The www.mcgimpseys.com
Gallery Direct are delighted to have won the Best Garden/Outdoor Furniture Supplier in this year’s Big Furniture Awards, as voted by the furnishings industry.
James Hudson, Commercial Director, told us: “We are honoured to have won this award and would like to thank everyone who voted for us. It is fabulous to be recognised by the readers, it makes the awards really special.”
“Our outdoor living catalogue offers a fantastic range of furniture offering a variety of exciting durable styles, including some innovative designs, which offer added functionality and practicality, with many designed to fold for easy storage,” continued James.
Offering a modern twist on a traditional style are Gallery’s deckchairs. They are offered in a choice of fabrics, from subtle florals to more classic stripes to the eye-catching, patriotic Union Jack. The acacia wood frames have armrests for added comfort, are adjustable to three positions and fold up when not in use.
Gallery’s Marina Lounge Set features a stylish 2-seater sofa, two armchairs and a coffee table. All are crafted from acacia wood with a beautiful natural finish. The sofa and chairs are finished with woven rope backs and soft grey cushions, whilst the coffee table has a slatted top. Designed for easy storage, both the armchairs and the sofa fold flat once the cushions are removed.
Ideal for smaller spaces, the Lindos White Foldaway Dining Set combines practicality with simple elegant style. Crafted from acacia wood with a white finish, the set features a slatted dining table and four chairs, all of which fold. The Lindos Folding Dining Set is also available in a natural wood finish.
If you are looking for stylish relaxation, the Aspri Lounge Chair is perfect. The classic design has a hidden twist for added comfort. At the front of the seat there is an integrated footstool - just pull it out and unfold the leg support when you want to lie back and relax, then simply slide it away when not needed. For added practicality, the whole lounge seat folds away for easy storage, perfect for when space is tight.
Gallery’s collection features pieces and sets to suit all sizes and styles of outdoor spaces, from compact bar and bistro sets to large lounge and dining sets, and from traditional to contemporary designs. And to complement these they have a range of outdoor accessories, including mirrors, lanterns, fire pits, pizza ovens and parasols.
But Gallery are constantly looking forwards, and have recently held an @Home event at their Chesterfield showroom to give customers a preview of their exciting 2025 Outdoor Collection which features over twenty-five new sets to expand their catalogue still further.
To find out more about Gallery’s current outdoor collection, visit their website www.gallerydirect.co.uk, or contact their sales team if you are interested in preordering their 2025 collection.
www.gallerydirect.co.uk - 01795 439159 - sales@gallerydirect.co.uk
Ciaron Hearns, Sales & Marketing Manager, JYSK UK & Ireland, talks about the continued focus on growing their store network, recent sustainability achievements and how logistics is a constant challenge.
Meet Ciaron
I’m based in our Dublin headoffice and head up JYSK’s UK and Ireland marketing team covering traditional marketing, social and communications strategies, alongside supporting with bolstering our retail presence with store opening activation. Ultimately my key responsibility is to champion the JYSK name and ensure JYSK is a well-known and respected brand within our market.
Currently in the UK and Ireland, our key focus with investment is expanding our store network with a target of 8-10 new stores annually to boost our retail presence. We’re delighted to have just opened a brand-new store in Sheffield which is our 4th opening of the year and will be followed by our Blackburn store being fully refurbished and reopened in August.
We are also continuing the process of bringing all of our UK retailers to the latest JYSK store concept, which provides the very best shopping experience and visual merchandising to our customers. Since the beginning of this initiative in 2022, we’ve successfully transformed 6 stores and we aim to have one more additional instore rearrangement completed by the end of the year.
For JYSK UK & Ireland, our priority is to continue to focus on our retail success and expansion, alongside building up our market share and wider brand awareness. We know the great product and brand experience we have to offer, so the focus is on championing that message across all touch points.
Looking ahead to 2025, we have a goal to open another 8 JYSK stores across both markets and hope to have completed our initiative to update all our existing stores to the latest retail concept. With the new concepts
in place, all our stores will offer enhanced visual merchandising, alongside excellent shopping experience including payment via Klarna, localised delivery services, and same-day click and collect.
Ciaron Hearns, Sales & Marketing Manager, JYSK UK & Ireland
Our mission remains to bring the joy of Scandinavian living and sleeping to as many individuals as possible. People are at the centre of the JYSK mission; be the customers first choice when it comes to shopping for the home, but also be employees first choice when it comes to seeking careers in retail.
On sustainability, what is your business doing on this topic?
We have a number of sustainable business initiatives to support the global movement towards greener business practises, and understand our responsibility as a recognisable, international business to encourage change by leading by example.
Since 2021, we’ve been updating our packaging to remove as much unnecessary plastic as possible. In 2021, we successfully updated our packaging on bed linen and bed sheets from plastic bags to FSCTM certified paper bands which resulted in an estimated saving of 27 million plastic bags annually.
As of March 2024, the same packaging concept has now been introduced across a number of our duvet lines. This move has not only reduced plastic waste, but also streamlined our freight requirements, allowing us room for an additional 300,000 units within the existing container space.
The packaging initiative has also been seen across our distribution network, as we’ve introduced a reusable material cover for our delivery pallets, replacing a previously plastic foil, saving approx. 920,000kg of plastic annually.
Within our product assortment, we are also making updates to support our wider sustainable goals. We are now part of the Danish voluntary sector collaboration, which aims to reduce the environmental and climate footprint of the textile industry. By 2030, all garment and textiles from Danish companies will consist of at least 40% recycled materials and we are committed to reach this goal throughout our portfolio.
Increasing the amount of recycled content in the products is in general an important part of JYSK’s sustainability strategy, and the number of products that are fully or partly made from recycled materials is increasing with each new product assortment.
In March, we successfully removed up to 4.5 million aluminium caps from circulation annually, thanks to an updated design on our popular outdoor stacking chairs GUDHJEM and AIDT. The decorative aluminium foot caps have been removed, while still providing customers with a functional and quality product.
How has recent business been?
Despite difficult economic conditions witnessed in both the UK and Irish markets, we have continued to grow against market trends in the furniture and garden sector. With a snapshot of some warmer weather and timely offers in May, we witnessed our most successful month in JYSK UK trading history.
Similar to last year, we’ve seen customers being more conservative on spending, however there’s still an evident desire for soft home updates with affordable furnishings and DIY projects. Customers continue to invest in their homes and with social media playing a huge part in our everyday lives, we’re becoming more house proud than ever before.
What challenges do you currently face?
For the UK and Ireland market, our main challenge and opportunity currently is to improve and enhance our logistics and distribution arm in this territory. As announced last year, we are actively researching solutions that will enable us to reach our customers faster than before, catering to the increased demand year-on-year.
We hope in the coming years to have a well-established Ireland distribution centre that will overcome this challenge and streamline our market logistics.
Do you have any staff you would like to pay special thanks or recognition to and why?
I would like to acknowledge and give my thanks to Eamon Breen (Finance Manager) and John Keane (Retail Manager) who have both joined the business in recent months and are working tirelessly with the senior leadership Country Management Team for the JYSK UK & IE organisation as we outline our FY25 strategy, alongside Country Director Roni Tuominen and HR Manager Anastasiia Kruta who continue to provide the team with unwavering support.
Why do you think customers choose your business?
We put our customers front of mind in everything that we do, and this includes a refreshing and on-trend product assortment. Our Design and Range team work tirelessly to keep bringing sought-after, quality products to our stores and caters to ever changing customer demand in terms of trending styles, colours, and categories.
Trust and reliability are also key. We ensure that our best-selling categories and hero products are available year-round, allowing our customers to come back time and time again. For example, our garden category is available for online ordering all year, making us a reliable choice.
Despite difficult economic conditions witnessed in both the UK and Irish markets, we have continued to grow against market trends in the furniture and garden sector.
Lastly, our reasonable price point and offers are well known and competitively positioned within the market.
Carl Smithers, Director of Operations at NOVA Outdoor Living, talks about the opening of its new NOVA Experience Centre.
Garden furniture wholesaler NOVA Outdoor Living recently invited Big Furniture Group’s editor to visit its new NOVA Experience Centre after the business concluded a significant rebrand journey. Around 18 months ago, NOVA, part of the 036 parent group which also houses White Stores, the business embarked on a transformative rebrand, aiming to stand alone and form its own identity.
As part of this rebranding, the company also invested in a new physical space that has now become the heart and soul of NOVA, while offering a mind-blowing view that most showrooms would be envious of. However, before we share a bit more into that, Carl Smithers, Director of Operations at NOVA Outdoor Living – and tour guide for the day, explained why the rebrand was important.
“We acquired the brand six to seven years ago, but through Covid, we wanted to really define our offer and identity, so we decided to go on this marketing journey. We knew we wanted to break away from the NOVA / White Stores stigma to allow our brand to stand on its own.
“In doing so, it made sense to do a whole new product range and rebrand at the same time. We don’t want to forget the past as our history has got us to this point, but at the same time, we want to look forward and concentrate on that.
“We have a whole new team and feeling, new energy and excitement and it’s been a fantastic journey so far bringing it all together. It’s been a real team effort.”
In fact, Carl often praised the wider team in their involvement in everything, from initial rebranding brainstorms, to painting the walls of the new showroom. Katie Blake, Customer Relations Coordinator, echoed this sentiment and shared a full presentation about NOVA, its journey and how important relationships are for the business with its customers.
As the brand formed its new identity, a new hub was needed to showcase its personality, products and perception of where the outdoor furniture market sits. Back in January this year, NOVA invested over £1m into its 44,000sqft NOVA Experience Centre, just outside Royston and 25 minutes from its distribution centre, which has
undergone a complete refurbishment. From the flooring to the lighting, the showroom feels premium and is presented elegantly.
“The work on the NOVA Experience Centre took around five months to complete,” says Carl. “It officially opened on 3 June 2024 and has been a big investment for us. We wanted to bring the Far East culture into the experience and I feel we have done this. The show-stopper though, is our balcony, which offers a complete view of the showroom, room sets we have designed and all of our products. It’s something we want our customers to experience first hand and we feel it really has that wow-factor impact.”
Carl’s not wrong. Leading the way up the stairs, you walk out onto a spacious balcony that overlooks the entire showroom. It’s very impressive and as Carl says, something you have to go and see – no spoilers here! After taking in the view, the showroom serves up plenty of product and holds over 200 sets and 40 ranges. Walking through, Carl detailed current projects, trending designs and tributes to its key suppliers, some of which have been working with the brand since the beginning. “It’s all about relationships,” Carl said.
“Building relationships with suppliers and customers is key for NOVA. We wanted to show this off even further by giving some recognition to our suppliers on the walls of the showroom so our customers can see and feel this connection.
“The products on show offer something for everyone too. High dining is trending at the moment, and there seems to be a bit of toing and froing between mixed materials or rope. We are playing around with designs on both to see where they go and we’ve created some fantastic products so far. I personally think mixed materials is the way forward. Every product is designed to maximise comfort and we are constantly evolving in development and design.
“Our pergolas also do very well for us and we’ve recently developed a BBQ Titan pergola, which I actually created and it sold out within three weeks!”
way! It’s quite a substantial place when you walk into it. When you see this, it’s like a big ‘wow’ moment but then they realise there is much more to the other half as well. I think it’s been really good.
“The balcony also offers something truly amazing and we call it the ‘money shot’ as we love seeing the reaction of our customers when they come in. We have purposely avoided sharing images so it creates that anticipation of customers when they visit us here.” – Told you, no spoilers here!
Carl added that business so far this year has been “tracking at forecast”, while the NOVA Experience Centre has proved to be hit with customers since launching.
“We’ve been booked up every day since we opened. It’s been really positive and people have been very shocked – in a good
Carl Smithers
Operations Director
With a long history of running businesses, Carl oversees all of NOVA’s operations and strategies. Carl’s focus is on developing & setting NOVA apart and offering their customers genuine benefits.
Sales Director
As NOVA’s first employee in 2018, Ian has seen the evolution of NOVA first-hand. In the role of Sales Director, Ian communicates with customers on a daily basis, building strong business relationships with NOVA’s customers.
The NOVA Experience Centre is already prepared for the future too, with two additional spaces to be used for future product categories. Remaining tightlipped for now, Carl did reveal that NOVA plans to do much more in accessories, so watch this space! As the tour came to an end, Carl reaffirmed the importance of the NOVA team.
“It’s been a real hands-on effort that everyone contributed towards, which is nice because we can all look around and say we did that together. The rebrand has been brilliant and the team have been instrumental in this. The product ranges, sheer size of our offer and the Experience Centre is a game-changer in our sector. We look forward to welcoming more visitors, so come and see us.”
The balcony also offers something truly amazing and we call it the ‘money shot’ as we love seeing the reaction of our customers when they come in.
Katie
Customer Relations Coordinator
Having grown up around garden furniture, Katie had a huge role in the launch of the NOVA Experience Centre and now spends her time ensuring NOVA fosters great relationships with customers.
Darcey Hill
Operations Assistant
Having joined NOVA in 2023, Darcey works closely with Carl to oversee the day-to-day operations of NOVA and manages projects such as the launch of the NOVA Experience Centre.
David Shenton Buying Administrator
With a wealth of experience in the garden furniture industry, David joined NOVA in 2022. David’s days are spent assisting with the development of hundreds of new product collections.
On the back of a successful launch of the Sustainable Comfort collection at 3DoD in Copenhagen, Swedish bed and furniture manufacturer DUXIANA recently unveiled its new collaboration with Danish premium audio and vision producer Bang & Olufsen (B&O) at its London showroom in Marylebone. The exclusive event attracted an array of stars including 90s icons Angie Brown and Ben Ofoedu of Phats and Small, celebrity chef Aldo Zilli, Spurs legends Ossie Ardiles and Ledley King, and TV presenter and psychotherapist Melinda Messenger. Here’s a look at how the brand marked the celebration where sleep and sound meet.
We are incredibly excited about this groundbreaking collaboration with Bang & Olufsen. By combining our expertise in sleep performance with their supremacy in audio technology, we’re not just creating products—we’re crafting experiences. The launch event was a big success and we thank everyone that attended. –
Kevin
Slade, Director of Growth at DUXIANA
We’re pleased to be joining forces with DUXIANA in bringing Bang & Olufsen’s excellence in sound, design and craftsmanship to the bedroom. With our equally rich heritage in design innovation, and dedication to longevity and circularity, this collaboration is an example of great brand synergies, beautifully integrating technology into the sleeping realm. -
Tiina Karjalainen Kiersch, Head of Design at
Bang & Olufsen
A statement headboard constructed in solid wood and upholstery, with premium features including B&O sound. Central to the audio technology are the Beosound Level speakers of exceptional sound quality and versatility. These speakers feature a two-way setup with four drivers, including the most powerful woofer found in any portable speaker, delivering an immersive audio experience. It is further complemented by composite stone side tables, positioned behind a super king bed. The headboard is equipped with builtin Wi-Fi and Bluetooth connectivity, as well as enduring battery life and wireless charging capabilities, which is on the side tables. From the adaptive RoomSense technology, which tailors playback to suit the environment, to the effortless streaming capabilities via Airplay or Chromecast, the potential for personalisation and expansion is almost limitless. Both brands are committed to sustainability, with Bang & Olufsen having been awarded the Cradle to Cradle certification for the Beosound Level speaker in September 2021. The product is exclusively available through the DUXIANA retail channel and features three wood finishes, including oak or walnut, with a number of further customisable elements.
Sustainable Comfort is their fully re-engineered most advanced customisable and replaceable component bed, that continues to provide the unique DUX spring system, delivering unrivalled comfort and longevity. 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, DUX can proudly say that its component-based products both reduce the amount of waste going to landfill and use as many sustainable materials as possible.
As anticipation builds for the upcoming Bed Show in Telford this September, GNG Group is thrilled to announce the launch of several innovative new products.
Renowned for its commitment to quality, sustainability, and cutting-edge technology, GNG is set to showcase the latest additions to its acclaimed Komfi mattress collection, promising to meet the evolving needs of consumers and retailers alike.
Leading the lineup is a new range that integrates the latest advancements in sleep technology. Building on the success of previous ranges, this new collection features enhanced materials designed to provide exceptional pressure relief and spinal alignment, ensuring a comfortable and healthy sleep experience. These mattresses are engineered to deliver superior support and durability while maintaining the eco-friendly ethos that GNG is known for.
Each mattress in the new range is upholstered with a luxurious, breathable cover that ensures a cool and dry sleeping surface, perfect for hot summer nights.
GNG is also proud to introduce significant improvements to some existing ranges. These enhancements include advanced support systems that cater to different areas of the body, providing gentle cradling for the head and neck, firm support for the lower back, and pressure relief for the hips and legs. This approach helps to reduce tossing and turning, allowing for a deeper and more restful sleep.
Additionally, the improved mattresses are equipped with advanced cooling technology. Not only does this technology regulate temperature and minimise motion transfer, but it also adds an extra layer of cooling comfort, making it ideal for those who tend to overheat during the night. With options ranging in tension, there is a mattress to suit every preference and sleep style.
Richard Gretton, commercial director of GNG, comments: “We are incredibly excited to unveil these new products and improvements at the Bed Show in Telford. Our in-house team has worked tirelessly to develop mattresses that not only meet but exceed the expectations of today’s discerning consumers. The new ranges embody our commitment to innovation, sustainability, and superior comfort.”
Visitors to the Bed Show can experience these new products firsthand at GNG’s stand. With quick lead times and a reputation for reliability, GNG continues to support its retail partners in delivering top-quality sleep solutions.
Don’t miss the opportunity to explore the complete Komfi range at Stand B30. For more information, contact GNG at 01924 950 300 or email info@gng-group.co.uk
We are on track for a big splash at the Bed Show!
Sweet Dreams, a family-owned and operated sleep solutions provider with a rich heritage dating back to 1988, are poised for a period of exciting growth.
Their core mission remains unwavering: to deliver exceptional comfort and quality sleep experiences through innovative design, premium materials, and unparalleled customer service.
Renewing the brand identity, Sweet Dreams are embarking on a brand refresh to reflect their commitment to superior craftsmanship and luxury sleep products. This shift aligns with the evolving needs of their discerning customers who seek not just comfort, but a premium sleep experience.
Over three decades, Sweet Dreams has served customers across the UK, establishing a reputation for excellence. They have consistently delivered on their promise of quality products, fast delivery, and exceptional customer service. This dedication has earned them the trust of their loyal clientele.
Nick Williams Sweet Dreams’ Sales Manager states: “The sleep landscape is constantly evolving. Customers are increasingly seeking not just functional products, but those that elevate their sleep experience and contribute to their overall well-being.”
Sweet Dreams are embarking on a strategic brand refresh to showcase their commitment to premium quality
and luxury sleep solutions. This new brand identity will embody the values that have always defined Sweet Dreams – innovation, comfort, and exceptional service – while reflecting an elevated aesthetic that resonates with their target audience.
The upcoming NBF Bed Show will serve as a launchpad for the re-brand and an exciting new product line. Meticulously designed, a comprehensive range of beds, mattresses, and bed frames that cater to a diverse range of sleep styles and preferences. This collection will be characterized by cutting-edge technology, premium materials, and an emphasis on personalized comfort.
Nick continues, “the new brand identity, the new catalogue and a fantastic new product range has been a challenge to get ready in time, however we are on track for a big splash at the Bed Show!”
Sustainable sleep solutions are key. Recognising the growing importance of environmental responsibility and are committed to operating in a sustainable manner. Sweet Dreams are actively investing in upgrading our manufacturing processes and equipment to minimize their environmental footprint. This includes sourcing sustainable materials, optimizing the supply chain to reduce transportation emissions, and implementing waste reduction strategies.
Sweet Dreams is dedicated to providing exceptional sleep solutions to customers throughout the UK. Committed to maintaining short lead times to ensure customers receive their beds quickly and efficiently. This commitment to fast and reliable delivery differentiates them from competitors and underscores a dedication to customer satisfaction.
It’s a pivotal juncture. With refreshed brand identity, a carefully curated new product line, and a focus on environmental responsibility, they are poised to capture new market share and redefine the sleep experience for our customers. They are confident that their commitment to innovation, quality, and sustainability will propel them towards continued success and solidify their position as a leading player in the sleep solutions industry.
Following on from the Bed Show, be on the lookout for the Sweet Dreams Show Van, designed specifically for beds. Their agents will be out and about making appointments to show off Sweet Dreams’ new look and their fantastic new bed range.
Nick concluded: “There are exciting times ahead and our team at Sweet Dreams looks forward to meeting customers both old and new at the Bed Show 24/25th September Stand B40. See you there!”
www.sweetdreamsuk.com
The countdown is on until the UK’s biggest and best bed exhibition on 24 and 25 September.
Now in its 14th year, the Bed Show is a pivotal event in the industry calendar, and the halls are busier than ever, with the most prominent names in the British and Irish bed manufacturing industry exhibiting at this year’s event.
Organised by the National Bed Federation (NBF), the show provides an unrivalled platform for networking and showcasing new products, concepts, and marketing initiatives to quality visitors.
2024’s exhibitors include some of the biggest names in the bed industry, such as the Airsprung Group, Breasley, Harrison Spinks, GNG Group, Harrison Spinks, Highgrove Beds, Hypnos, Millbrook Beds, Sealy UK, Silentnight, Sleepeezee, Sweet Dreams as well as many smaller, niche players.
The ever-popular Supplier Zone is a must-visit for all purchasing managers of bed manufacturers and those involved in mattress production units. Located in the heart of the halls, visitors will find a selection of key component and service suppliers: Apropa, Boyteks, CPS Group, Enkev, Flex 2000, Handy Ltd, John Cotton Nonwovens, Leggett & Platt, Maes Mattress Ticking, Nestor Springs, Rawson Fillings, The Vita Group and Wolf Components.
New for 2024, a large main hot food café will span the back of hall one, generously sponsored by Silentnight. Visitors can also enjoy the two other onsite cafes in halls
two and three, sponsored by Sealy UK and Sleepeezee. Complimentary refreshment vouchers will be available at the NBF stand by the entrance to the halls for visitors to spend across the cafés.
The glittering Gala Dinner & Bed Industry Awards ceremony returns on the first evening of the show. Generously sponsored by Hypnos, the awards are an opportunity for bed retailers and NBF members to highlight their achievements from the past year, raise their company profile and honour their team’s efforts.
Guaranteed to be a perfect blend of celebration, relaxed networking and first-class entertainment, the evening will begin in style with the drinks reception at 7 pm before a formal three-course sit-down meal.
Host and Strictly Come Dancing
superstar Anton Du Beke will reveal the eight award winners, and this year, a fantastic live band will add to the lineup, with a dedicated dancefloor to continue the celebrations into the night.
Don’t miss the opportunity to be part of the number one event in the bed trade calendar. Register to attend the show and book your gala dinner tickets at www.bedshow.co.uk
The Shire Bed Company, established in 1997, is an A rated NBF manufacturer and winner of major industry awards including NBF Product of the Year and Best of British.
In a difficult economic climate for the industry, Shire Beds took the bold step and embarked on a period of growth and transformation. In the last year the company has increased its market share and has a greater presence on the high street, a major aim of the strategic changes it put into place.
By focussing on innovation and analysing market trends, The Shire Bed Company developed products that have expanded its presence in the traditional handcrafted mattress sector.
Shire Beds offering of own label branded options for retailers ensures retailer protection and higher return on their margins. In an increasingly competitive market, the High Street retailers have particularly welcomed this option. In the current economic climate, customers are much more aware of their financial spend and thus more discerning in their choices. Thus, value for money is key for both retailers and their customers.
Shire Beds product offering has also seen a radical transformation. It now has greater offering of high-quality hand side stitched mattresses. The highly successful Capri and Ravello ranges are all traditional hand side stitched pocket sprung tufted mattresses. With comfort layers designed for firm support in The Capri and medium soft support in the Ravello, the wide offering ensuring there is something there for a range of comfort requirements.
The Capri and Ravello are available in matching or contrasting tape edging. Spring counts range from 1000 to 9000. Natural wool, silk and cashmere fillings come as standard in all options above the 1000. The Pillowtop versions are available in 3000, 5000 and 7000 spring counts making these the ultimate luxury option in the hand side stitched range.
Two further ranges introduced include the Como which is a tufted pocket sprung range and The Milan, a hand sidestitched pocket sprung which was developed as a response to the quilted market requirements and comes in a 1500 or 3000 pocket spring count option. With successes at the NBF show in the encapsulated pillow top Sona and micro quilted Zen, Shire Beds have a product offering that is one of the most varied in specification and price points in the industry.
The new sales team in collaboration with Stuart Hibbert has been instrumental in developing some winning products.
The development of all these ranges has been meticulous. The differentiation of feels was achieved through regular testing and market feedback so when the products were launched, they were an immediate success.
“We have achieved growth through innovation and product development. The new sales team in collaboration with Stuart Hibbert has been instrumental in developing some winning products.” said Sales Director Fara Butt.
The Bed Show will see The Shire Bed Company unveil further products. It will launch a new range of quality mattresses as well as trend led headboards, divans and ottomans. With a commitment to sustainable manufacturing from the company its new products will be groundbreaking in this area.
www.shirebeds.co.uk
US bedding brand Purecare explores the differences between sleep hygiene and sleep wellness, while sharing some tips on how they overlap and how to help customers sleep better.
To start with a quote from Purecare’s Johan Bosman, Senior Vice President of Global Business Development, on their mission, the brand has continued to grow in the UK since its launch back in January. “Our company’s mission is to make home the heart of wellness. We’re the bedding company devoted to you and your family’s well-being.
“With every fibre of our being and stitch of our fabric, we care about the sleep quality and wellness of everybody and every body. This is why we design products with one simple mission: to wrap the world in whole-body care and comfort. Because when we sleep well, we rise to live well too.”
It’s a powerful mission statement that touches on a couple of keywords, ‘quality’ and ‘wellness’. Focusing on the latter, to achieve overall sleep wellness, the quality of products used, combined with good sleeping practices, are paramount. And that’s where Purecare excels. However, when terms like sleep hygiene and sleep wellness are used, perhaps people think they are two of the same things. They cross over, but the fundamental concept behind both terms is different.
Johan explains: “Sleep hygiene sounds fancy, but it’s actually pretty straightforward. Sleep hygiene means cultivating good habits to get quality rest. It involves the healthy behaviours that we regularly perform, like properly caring for our bedding, so we can sleep cleaner, limiting screen time, and avoiding caffeine close to bedtime.
“While sleep wellness does overlap and may be interchangeable with sleep hygiene in certain contexts, it often extends beyond our laundry rooms and the habits we carry out in the hours before bedtime. Sleep wellness includes things like assessing our unique sleep needs and setting realistic sleep goals, investing in high-quality bedding that helps us reach our sleep goals, and engaging in healthy lifestyle choices that contribute to better, wholeperson health. It takes into account not only the things we must do to sleep well, but the things we must do to rise to the challenges of our days, too.”
Fortunately, cultivating good sleep habits and improving sleep wellness is “simple”, says Johan, who has shared his top tips.
Establish a Regular Bedtime – “Our bodies naturally respond to natural patterns, such as the rising and setting of the sun. By sticking to the same bedtime every night, your body will start associating that time with rest and relaxation. If maintaining a regular bedtime is a struggle, try setting an alarm for when it’s time to begin getting ready for bed. This will prompt you for when it’s time to start your usual wind-down routine.”
Move Your Body – “Regular exercise is essential for improving not only your sleep quality but your overall wellness as well. And it’s no surprise. Regular exercise helps reduce stress and anxiety, regulate hormones, and improve energy and focus during the day—all of which help you sleep better at night. For optimal results, aim for 15-30 minutes of moderate activity each day.”
Limit Screen Time – “It’s no secret: the blue light from our phones, computers, and TVs can is notorious for making it hard to fall and stay asleep at night. To make deep, nourishing sleep easier to come by, limit your exposure to screens for at least an hour before bed. (Bonus Tip: To lessen eye strain during the day and nighttime hours, consider glasses designed with lenses that block blue light.)”
Swap Caffeine for Chamomile – “If you love a warm cup of coffee in the afternoon, consider swapping it out for chamomile tea instead. Not only is it delicious and considered a safe alternative to coffee, but it is also celebrated for helping to soothe a variety of concerns, including an upset stomach, inflammation, muscle cramps and spasms, and more.”
Create a Comfortable Sleep Space – “Set the stage for restful sleep by creating a calm, inviting bedroom environment. If you’re sensitive to light or sound (or both), consider blackout curtains and noise-canceling headphones or earplugs to help you sleep more deeply. We also suggest investing in a highquality mattress, pillows, and bedding that meets your unique comfort, support, and sleep needs.”
In keeping with Johan’s final tip above on quality product, Purecare offers just that. One in particular is the OmniGuard Advance 5-Sided Mattress Protector, which recently achieved recognition in the form of a Good Housekeeping Award. Here’s why.
The OmniGuard Advance 5-Sided Mattress Protector is celebrated for its superior protection and advanced features. This innovative protector creates a 5-sided barrier against moisture, allergens, dust mites, mold, and mildew, ensuring a cleaner, healthier sleep environment. Designed to fit like a fitted sheet, it is compatible with both adjustable and standard bases and fits a variety of mattress depths.
While sleep wellness does overlap and may be interchangeable with sleep hygiene in certain contexts, it often extends beyond our laundry rooms and the habits we carry out in the hours before bedtime.
“The five-sided protection offered by the OmniGuard Advance Mattress Protector ensures that not just the top, but also the sides of your mattress are safeguarded against spills, stains, and allergens,” Johan said. “This comprehensive coverage helps extend the life of your mattress and maintain a hygienic sleeping environment, crucial for allergy sufferers and those looking to maintain a clean bedroom space.”
The Good Housekeeping Institute’s testing process is rigorous and thorough, designed to evaluate products on various parameters such as durability, effectiveness, and ease of use.
The OmniGuard Advance 5-Sided Mattress Protector was subjected to a series of tests that assessed its ability to repel liquids, resist allergens, and maintain its integrity after multiple washes. This testing ensures that the product not only meets but exceeds industry standards, providing consumers with reliable and trustworthy recommendations. www.purecare.com
“This accolade underscores our commitment to innovation and excellence in sleep technology, reaffirming our position as leaders in the industry,” Johan said. “We are proud to add this honour to our accolades and remain committed to delivering sleep solutions that prioritize health, comfort, and quality.”
Purecare offers a variety of mattress protectors to the UK market, including Bamboo and Copper alongside other refreshing products all geared at bridging the gap between sleep hygiene and sleep wellness. “From the ideas we’ve explored, the list of healthy habits and different steps you can take on your journey to better wellness is endless,” Johan said. “The trick is to focus on the healthy routines that make the most sense for you, coupled with quality bedding products.”
David Smeaton, Toby Smeaton and Ross Yeardley all share an insight into the legacy of Healthbeds & Smeaton Brothers.
Nestled in Rotherham, South Yorkshire, Healthbeds & Smeaton Brothers has upheld a tradition of excellence in crafting luxury beds and mattresses since 1893. Founded on principles of quality, longevity, and family values, this sixth-generation family business blends heritage craftsmanship with modern innovation to offer an unparalleled sleeping experience.
To uphold their core values and drive future growth, the company has undergone a dynamic transformation, guided by Toby Smeaton, who assumed the role of Deputy Managing Director, together with his brother-in-law Ross Yeardley, appointed as National Sales Manager. The duo, working alongside Managing Director David Smeaton’s 45 years of experience, plan to build on its success and continue to grow.
“David’s guidance ensures we stay true to who we are as we evolve,” Ross said. “We’re committed to maintaining our identity while pursuing corporate success.”
Toby, who has worked in every aspect of the business for over a decade, from bedding manufacture, deliveries and sales, echoed Ross’ commitment. “We feel we have a clear view of where we will lead the company, building on our success in the past 18 months and the wealth of expertise in the factory we have. We hope to ensure a bright future for our family business.”
An investment in quality sleep & well-being. ”
And that future starts now. As a team, the company is driving product development, all geared towards exceeding customer expectations, while blending tradition with evolving innovation. Part of this strategy is marrying comfort and quality, but in a sustainable way.
“We understand that choosing the right bed is not just about comfort—it’s an investment in quality sleep and well-being,” explains Ross. “That’s why every mattress we develop undergoes rigorous roller testing, simulating 14 years of use to ensure durability and performance.
“These tests allow us, and the customer, piece of mind that what they are buying is more than fit for purpose. This is reflected in our fantastic word of mouth sales, often being passed down in the family from generation to generation.”
In keeping with product quality, sustainability is another core pillar of the company’s ethos, with the business certified by the National Bed Federation and endorsed by the Vegan Society. “We are committed to ethical practices and sustainability,” Toby says. “All materials, including FSC-certified timber, are responsibly sourced locally whenever possible, reflecting our dedication to environmental stewardship.”
Coronation Congregation Chairs
Healthbeds & Smeaton Brothers also works closely with local waste management companies and is a “proud” zero to landfill company. The factory it currently operates
from was bespoke built to meet their sustainable-focused targets, and even includes solar electricity to endorse their greener goals further.
As indicated earlier, the company’s commitment to customer satisfaction is paramount to ongoing growth and future success. David explained further: “Beyond our product excellence, what truly sets us apart is our unwavering dedication to customer satisfaction.
“With a team largely composed of longserving members—many with over two decades of tenure—customers benefit not only from expert knowledge but also from a personal touch rarely found in today’s market.
“Our staff aren’t just employees—they’re family. Their commitment ensures that every customer receives the care and attention they deserve and it’s something we’re really proud of.”
Looking ahead, Healthbeds & Smeaton Brothers remains committed under their leadership trio, promising a future that honours heritage while embracing new market opportunities.
“We will continue to innovate, blending traditional craftsmanship with modern advancements to meet the evolving needs of our customers,” adds David.
“We pride ourselves on combining handmade artistry with precision technology. It’s this balance that allows us to maintain the highest standards of quality while adapting to contemporary demands.”
As the company embarks on their next chapter, Ross reaffirmed that Healthbeds & Smeaton Brothers remains steadfast in their mission to provide “unparalleled comfort and luxury”, ensuring that every bed is not just a purchase, “but an investment in a good night’s sleep and lasting quality”.
We’re committed to maintaining our identity while pursuing corporate success. ”
German bedroom manufacturer, Wiemann, is delighted to top the polls in two Big Furniture Magazine award categories.
The company, with headquarters in northern Germany and a UK-based sales and customer service team, is proud to be named Best Overseas Furniture Supplier and Best Bedroom Cabinet Supplier 2024.
Kai Schwenke, Wiemann’s UK export sales manager, said: “We are delighted that Wiemann has been endorsed by UK readers and would like to thank everyone who voted for their support.
“This represents a big well done to our entire team, whether that’s in Germany including our designers, factory staff and distribution team, or the UK- based sales, delivery, installation and customer service colleagues.”
Litmus Furniture is Wiemann’s sole agent for the UK and Ireland. Managing director Simon Hewitt commented: “We are over the moon! To be voted by the industry as Best Overseas Furniture Supplier and Best Bedroom Cabinet Supplier in the Big Furniture Awards is both humbling and an honour.
“Colleagues across the business all work extremely hard to produce and deliver amazing products which are beautiful, practical and excellent quality. To be recognised for this is pleasing and much appreciated. I would like to add my thanks to Kai’s to everyone who voted for us.”
Wiemann has a long history of producing excellent quality, contemporary bedroom furniture being particularly known
This represents a big well done to our entire team, whether that’s in Germany including our designers, factory staff and distribution team, or the UK- based sales, delivery, installation and customer service colleagues.
for clever design which offers a total bedroom solution to any size or style of home. It celebrated the 20th anniversary of working with Litmus in December 2023, a partnership which has seen the UK and Ireland become well established as Wiemann’s largest export market.
Simon said: “These awards show that our products and customer service are heading in the right direction. We will take confidence from the backing to carry on working to become even better.
“Some of our latest ranges have been particularly popular with Denver and new-for 2024 Lagos proving to be hits. Monaco continues to be a solid best-seller with new accessories added all the time.
“We are delighted with feedback from the market which suggests retailers especially value our reliable delivery and installation service, and our five-star customer service.”
The next chance to see Wiemann will be in Dublin at the Irish Furniture and Homewares Show from 25- 27 August then at Autumn Longpoint 16–18 September, NBF Bed show 24– 25 September and Autumn Minerva 8– 9 October. In addition, Wiemann has two permanent showrooms at Harlow, Essex, and Long Eaton, Nottinghamshire and appointments to view here can be made by emailing enquiries@wiemannuk.co.uk
www.wiemannuk.co.uk
Vic Smith, owner of independent beds retailer Vic Smith Beds, talks about the traditional ways of retailing.
Last month we spoke about about embracing the digital age and moving forward, but call me a dinosaur, I still believe in certain traditional ways. Think about the last time you went food shopping – self-service tills I’m guessing? And it always goes wrong! You are left waving your hands round to find someone to come over and help. For me, it’s sad to see this is the way forward. The reason why our main ethos as a company is good old fashioned customer service is down to the personal touch.
We see it every day – for some customers that come in, we are the only point of contact that they may see that day or even that week. So, whilst it may seem that your sale is taking longer, think about the difference you are making in their day for the social interaction. It’s a fine art of selling these days, and it’s about finding a point for that customer to identify with you (remember - you’re not just selling the product, you’re selling a service, and you’re selling your company) without getting so sidetracked, the point of why they came in gets forgotten.
The classic lines tend to get forgotten. In our sector, beds, who’s the bed for? It may be a regular family member that stays often – it could be an older couple that sleep apart so you’re not selling them a spare room bed, you’re selling a second main bed. Talking to people as individuals is fundamental to selling more. Bizarrely enough, buying a bed seems to be one of the most embarrassing purchases people make.
Yes, we can all have personal issues - but what’s the harm in parking it at the door? Trade is hard enough without our body language putting customers off.
And the same goes for your delivery staff – it’s all very well you doing what you need to, but these are the final pieces of the jigsaw puzzle. You need to ensure that they are singing from the same hymn book as the in-store staff. Because despite you having done a sterling job in store, the customer’s last impression of your company will be the delivery. So, remind them to smile – as again it’s potentially the customer’s only interaction.
Also, if the customer calls in afterwards to sing your praises and how happy they are with the product, and how well the delivery went, surely there can be no better form of free advertising than that? Yes, free advertising! Remind them, and ask them, to tell people, “We have looked after you, don’t forget to tell your friends”. And by friends, that could even be one of their other social interactions that week in the chemist! It’s no harm in keeping the human touch!
Every avenue in enhancing your business can’t be a bad thing. Don’t get me wrong, the internet is a useful tool, but we shouldn’t forget the basic tools we have that cost nothing.
www.vicsmithbeds.co.uk
Talking to people as individuals is fundamental to selling more.
Sleepeezee is proud to announce an impressive series of award wins that highlight the brand’s dedication to quality, comfort, and value. In 2024, Sleepeezee has been honoured with multiple accolades that reinforce its position as a market leader and innovator in the mattress sector.
At the Big Furniture Group Awards, as voted by the furnishings industry, Sleepeezee picked up the award for Best Mattress Supplier, recognising the brand’s unwavering commitment to delivering high-quality products that meet the evolving needs of consumers. The award reflects Sleepeezee’s excellence in providing superior sleep solutions and its ability to maintain the highest standards in the industry.
In addition, Sleepeezee has received several top honours at the Review Suite Awards, including Best Value for Money, Most Comfortable, and Mattress Brand of the Year. These awards underscore the brand’s focus on delivering exceptional value and comfort to its customers. Sleepeezee’s products are designed with the latest sleep technology to ensure a restful and rejuvenating sleep experience, making it the preferred choice for consumers seeking both affordable and luxury.
We are incredibly honoured to receive these awards, which validate the hard work and dedication of our entire team.
”Furthermore, Sleepeezee has been recognised for its commitment to its employees, winning the Best for Staff Welfare award at the recent Furniture News Awards. This accolade highlights the brand’s dedication to fostering a positive and supportive work environment, ensuring that its staff are well-cared for and motivated. Sleepeezee believes that a happy and healthy workforce is essential to delivering the best products and services to its customers.
“We are incredibly honoured to receive these awards, which validate the hard work and dedication of our entire team,” said Amy Curtis, Head of Marketing at Sleepeezee.
“At Sleepeezee, we strive to provide our customers with the best sleep experience possible, and these accolades reflect our commitment to quality, innovation, and customer satisfaction. We are also immensely proud of our commitment to staff welfare, as we believe that taking care of our team is crucial to our success.”
For 100 years, Sleepeezee has been crafting luxurious beds and mattresses that combine traditional craftsmanship with innovative design. Each product is meticulously constructed to provide unparalleled comfort and support, ensuring a perfect night’s sleep. Sleepeezee’s dedication to quality has earned it a reputation for excellence, with a range of products that cater to different sleep preferences and needs.
With these recent awards, Sleepeezee continues to build on its history of excellence, reinforcing its position as a trusted brand in the bedding industry. As the company looks to the future, it remains committed to pushing the boundaries of sleep technology and enhancing the sleep experience for its customers.
For more information about Sleepeezee and its awardwinning products, please visit www.sleepeezee.com
In the next instalment of our series of interviews with agents and reps across the furnishings industry, we spoke with who shares his view of being a rep in the industry and why sustainability and educating the consumer is important.
John Dolan, Head of Sales in Ireland for Sealy Posturepedic.
How long have you been a rep in the industry?
I’ve been selling within the industry for the last 22 years.
What drew you into the life of an Rep and what’s the day-to-day like?
Having a major retail background, I was approached by my previous MD to come on board to bring new insights and experience to the business.
What is the best part of your role?
I love the interaction with retailers/Agents not just on a business level but personally which I really enjoy. Also, each town/city has a different want and need for their business. Always learning.
What is the most difficult?
Sometimes convincing retailers to move away from previous ranges and experience new and exciting product that I know from experience will suit their business.
Do you have any particular highlights so far?
There are quite a few to mention from multiple awards from major retailers over the years but winning the Best Agent/ Rep in Northern Ireland Award in the Big Furniture Awards really has meant a lot as it was the retailers across the country that voted for me. It is their endorsement of what I and Sealy Posturepedic have been and are doing.
What challenges do you think currently face agents/ Reps in the furnishing industry?
A big challenge is dealing with low quality products coming into the marketplace from abroad. Whilst these offer a low-cost option, they have a short usage life. We all need to educate and plan for a more durable and sustainable product going forward.
What would you like to see change?
Sustainability as a key issue is growing in awareness for both retailers and consumers. I would like to see the bedding industry taking a more hands on approach to deliver the best for this planet. Sealy along with NBF are perusing this very strongly.
What would help agents more?
For the Companies they represent, Trust in you Rep/Agent as they know the area to get the best result for both the company and themselves. Also make sure the company they represent is professional and will look after the retailer and end consumer into the future.
What would you say to someone considering becoming an agent?
Be brave and go for it, it is a great and rewarding job. You will reap the benefits, but you have to put in the effort. It will be hard initially but build up your reputation and the rest will follow.
What is the most important attribute to have as an agent and why?
To build a good relationship with your customer and to be honest with both existing and new retailers. There is nothing worse than someone saying they can do something and not deliver on it.
Can you share something that irritates you the most as an agent?
Reps and agents can be tempted to over promise to meet their targets. Whilst I understand this pressure, in the longer term this does not benefit the retailer or the consumer, this is something that I find rather frustrating.
Can you share an insight into your plans for the year ahead?
To spread the innovations that Seay Posturepedic have for the marketplace. The main promise for me is “To be the heart and soul of sleep”. I firmly believe in this statement with the work Sealy have put in over the last number of years, “Sealy are after all the World’s number one mattress brand, being the No1 Brand”.
What’s the next big thing you are seeing in the industry and why?
It’s all about durability, sustainability and educating consumers on a better night’s sleep from reputable companies.
Final thought...
It is a privilege to work for Sealy, the biggest bedding brand in the world.
Their dedication to innovation and technology is second to none. Everyone in the company has the same vision and to have access to the latest Technology and trends worldwide makes us No 1. Also, a major thank you must go out to the whole team at Sealy for always having my back.
They trust me to get the best result in Ireland.
I love the interaction with retailers, not just on a business level but personally.
John.dolan@sealy.co.uk - +00353876596065 www.linkedin.com/in/john-dolan-83226692/
This August, Sealy, the world’s number one bed brand, is thrilled to present its range of Sealy Posturepedic mattresses on full display at the Irish Furniture & Homewares Show.
The Sealy Posturepedic range exemplifies our dedication to enhancing sleep quality, featuring a number of unique features.
”With a rich heritage and decades of expertise in craftsmanship, Sealy combines patented technology and scientific research to provide optimal support and comfort. Its commitment to customer satisfaction, rigorous testing, and sustainable practices makes Sealy a trusted choice for stockists looking to provide a range of high quality mattresses in their store.
The Sealy Posturepedic range exemplifies our dedication to enhancing sleep quality, featuring a number of unique features. This includes the AlignSupport™ coil system, offering correct support and evenly distributing body weight. Its unique geometry ensures consumers enjoy optimal spinal alignment for personalised, deep-down support.
Each Sealy Posturepedic also features our UniCased® technology, created to bring unrivalled structure to every edge of the mattress, maximising the sleep surface and to stop any ‘rolling off’ feeling. This unique feature helps to preserve the mattress for years to come, preventing any potential deformation and lateral movement.
Sealy continually invests in innovation, researching new materials and technologies to deliver the most restful night’s sleep for its customers around the world.
All Sealy Posturepedic product development is informed by cutting-edge scientific research, and the brand has partnered with the Orthopaedic Advisory Board for more than 20 years, implementing advice from its expert team of bio-mechanical engineers and medical scientists into its product range.
Each Sealy Posturepedic boasts a high-quality comfort architecture, including feature fillings, to provide a restful night’s sleep, night after night.
Make sure to visit Sealy to experience the Sealy Posturepedic range and discover why customers trust a Sealy over any other mattress. Sealy’s Global Sleep Census 2024 – Sealy voted “most preferred mattress brand in the world” (14% of 20,264 respondents worldwide)
Ireland’s leading furniture and homewares suppliers will be exhibiting at the IFHS 2024, as the industry prepares to come together for the 10th-anniversary of the show.
Hosted in The National Indoor Arena Blanchardstown, Dublin, this premier event, which runs Sunday 25th – Tuesday 27th August, 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 decadelong 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.
The 2024 exhibitor list features a diverse array of industry leaders from multiple categories including Scatter Box, Sofa Source, Image Furnishings, Wiemann, Sealy UK and Cófra, all introducing their exciting new product designs, as well as other service providers such as RetailSystem, an award-winning furniture & bed retailers combined ERP & EPOS solution. Here’s what to expect to see from some of the exhibitors on show.
Backed by scientific research, Sealy Posturepedic is the world’s leading sleep brand. Attending the Irish Furniture and Homewares Show for the first time this year, they will be showcasing the award-winning Sealy Posturepedic mattress collection. The range features patented coil technology, to deliver genuine support, true comfort and dependable durability. Plus, the much-loved Sealy Classics collection will be on display. Visit the Sealy team to discover exclusive show offers.
Our NEW collections are dedicated to improving lives through the best “Premium Sleep” as a 100% Irish business we are proud of our heritage, craftsmanship & innovation. Discover our new mattress & pillow ranges on stand G3.
Your bedroom should be your haven, create a space that’s luxurious as it is comfortable with Gleneagle. As we embark on celebrating 50 years of furniture, we are delighted to showcase a new range of furniture & bedroom ranges this
August at the IFHS show. With the latest technology in machinery, all our furniture is handmade at our manufacturing facility in Oldcastle.
Wiemann
Award-winning German bedroom manufacturer, Wiemann, is taking a selection of best-selling and premium ranges to the Irish Furniture and Homewares Show. New-for-24 Lagos
IFHS 2024 is also thrilled to welcome back Amanda Bone as the head judge for this year’s Irish Furniture and Homewares Awards.
will demonstrate its premium credentials and Shaker-style favourite, Cambridge, joins it in stunning sage green – a look which has proved to be a favourite in the UK. Simon Hewitt, md of Wiemann’s sole agents for the UK and Ireland, Litmus Furniture, said: “Wiemann is a tried, trusted and reliable brand, qualities which are so important in today’s climate. We can’t wait to show the Irish market our quality products and five-star delivery, installation and customer service.”
Sofa Source, specialists in contemporary upholstery, are thrilled to announce its participation in this year’s Irish Furniture and Homewares Show. On display will be a select range of products of contemporary reclining sofas and modern accent style sofas. Every furniture retailers needs are unique, Sofa Source offering at the IFHS will be one tailored to the demands of today’s complex industry. Our range on display at this year’s show will underpin the innovation in our supply chain services and creativity in the designs in an everchanging market.
Scatter Box, the Irish luxury interiors brand is thrilled to announce the launch of its Edition 2 2024 Collection. The much-anticipated collection beautifully connects the vibrancy of maximalism with the serenity of minimalism, offering something for every style connoisseur and is a celebration of Scatter Box’s 65 years of innovative design.
The Luxurious Cognac Maximalist story is at the heart of this collection, designed to exude personality. The bold palette is complemented by intricate designs, offering a sensory feast that transforms any space into a lively, stylish haven.
Whether you’re looking to make a dramatic statement or simply infuse your home with a touch of daring elegance, the
Cognac Maximalist collection promises to deliver unparalleled sophistication and flair.
In contrast, the Calm Edit story offers a serene escape with its neutral and soft colour palette, perfect for those who seek a retreat from the hustle and bustle of everyday life. The understated elegance of the Calm Edit embodies a sense of peace, providing the perfect backdrop for relaxation and unwinding. The delicate hues and minimalist designs work together to create an atmosphere of calm, making it easier than ever to achieve a balanced and tranquil home environment.
New to this year’s collection are their fur Pods, filled with high-quality by-product crumb foam, these Pods provide an eco-friendly seating option that doesn’t compromise on comfort. The crumb foam filling adapts to your body shape, offering personalized support and an indulgent lounging experience. This innovative design reflects Scatter Box’s commitment to sustainability without sacrificing luxury.
The Edition 2 2024 Collection also includes a curated selection of eleven stunning hand-painted canvases by international artists. These art pieces are designed to complement any home decor and add a hint of magic to the spaces they grace.
Don’t miss the opportunity to get an exclusive first look at Image Furnishings’ latest designs, launching at this year’s Irish Furniture and Homewares Show. Image Furnishings is dedicated to offering a new level of wholesale experience, featuring a new range of products supported by high-quality delivery and after-sales service, without ever compromising on product quality. Attendees can expect a wide selection of new on trend products on display, with the expert team from Image Furnishings there to ensure a seamless buying experience.
For over 3 decades, we have provided the highest quality picture framing services to Ireland and the UK. As one of the first picture framing importers in NI, we have experience in sourcing the best materials from all over the world and continue to bring you the best in picture framing and printing. Our investment in state-of-the-art machinery allows us to supply any type of picture/mirror framing and printing at a large scale. Our services include, but are not limited to furniture & gift shops, hotels/B&Bs, cruise ships, nursing homes, schools and custom sports framing (medals & jerseys).
We specialise in repair of upholstery, leather, timber and furniture assembly. Offering an in home or business inspection, a detailed quotation and a professional repair service or assembly. We repair and assemble furniture in customers homes and commercial premises, a convenient alternative to costly replacements. We pride ourselves on providing skilled workmanship, top of the line replacement
parts and excellent digital communication skills on each and every job. We understand and care about the importance of having the best home or business and ensure that your furniture is treated with the utmost care and professional manner.
IFHS 2024 is also thrilled to welcome back Amanda Bone as the head judge for this year’s Irish Furniture and Homewares Awards, which takes place on the evening of the show’s opening day, 25 August 2024. Amanda is an architect, educator, and broadcaster. As a presenter on the RTE Television programme Home of the Year she champions creativity, individuality, and clever design. Her presence as head judge has enhanced the award’s significance, solidifying its status as a platform that recognise the enormous efforts made by exhibitors. Amanda’s dedication to promoting excellence in the furniture and homewares sector aligns perfectly with the Irish Furniture and Homewares show commitment to showcasing the very best in the industry.
Following the announcement of the return of Amanda Bone as head judge, IFHS 2024 has revealed a new format and entry process this year, making it easier than ever for exhibitors to submit products, innovations and initiatives.
Entries are invited under three categories as follows: Best New European Product Best New Global Product Best Company Sustainability Initiative
This year, a new category has been introduced to acknowledge a move towards a more sustainable future for the furniture industry. Entrants are asked to showcase a sustainable initiative or new product design to reflect their company’s broader commitment to environmental and social responsibility. From reducing waste and conserving resources to embracing eco- friendly technologies, green transportation and sustainable product development and lifecycles. This award celebrates company achievements, leadership and excellence in environmental initiatives.
All exhibitors will be automatically entered into the Best Overall Product Display and Exhibition Stand Category, which will be judged by Amanda Bone on the day of the Awards.
The highly anticipated Retailer’s Choice Awards for Best Supplier and Sales Rep of the Year will also feature in the ceremony, with both being voted on by shows attendees, when they register to attend the event.
These awards provide the perfect opportunity for suppliers of furniture and homeware products into the Irish market to showcase the best of their products. The awards also recognise the enormous efforts made by exhibitors to present new products and new ideas to the trade buyers at the Irish Furniture & Homeware Show. To register to attend, visit:
www.ifhs-tradeshow.ie - www.bigfurnitureshow.com/ifhs
After a seven-year hiatus, Maze made a triumphant return to the Summer Outdoor Living Exhibition (SOLEX) this year, and it was nothing short of spectacular.
Our reappearance at this prestigious event was marked by the unveiling of our stunning 2025 Collection, a testament to our commitment to innovation and excellence in outdoor living solutions. The event also provided an invaluable platform for reconnecting with longstanding partners and forging new relationships with potential customers.
The highlight of our attendance was undoubtedly our 2025 Collection, which received rave reviews from attendees. This collection epitomises our dedication to blending style, functionality, and sustainability in outdoor furniture. Each piece is meticulously designed to meet the evolving needs of our customers, ensuring they can enjoy the outdoors with unmatched comfort and elegance. The positive feedback and enthusiastic reception from both industry professionals and consumers reaffirm our belief that this collection is set to redefine outdoor living in 2025.
Our 2025 Collection stands as a beacon of our core values: style, functionality, and sustainability. In today’s rapidly evolving market, consumers are increasingly seeking products that not only enhance their living spaces but also contribute to a more sustainable world. Each piece in the collection is a fusion of contemporary aesthetics and practical design, ensuring that our customers can make the most of their outdoor spaces, whether for relaxation, entertainment, or family gatherings.
SOLEX was not just about showcasing our latest innovations; it was also about strengthening existing relationships and building new ones. We had the pleasure of reconnecting with our long-time trade partners and meeting new ones, discussing how we can collaborate to create exclusive ranges that align with their brand visions and values. These discussions pave the way for exciting joint ventures that will benefit all parties involved. Our commitment to understanding and meeting the unique needs of our partners is a cornerstone of our business philosophy, and the SOLEX exhibition provided the perfect setting to reinforce this commitment.
During the exhibition, our stand became a hub of activity. Industry professionals and potential partners were drawn to the sophisticated design and exceptional craftsmanship of our displays. It was an opportunity to showcase the thought and care that goes into each piece we create. From the initial concept to the final product, our team is dedicated to pushing the boundaries of what is possible in outdoor furniture design.
The 2025 Collection is just the beginning. We have several innovative projects in the pipeline, each aimed at enhancing the outdoor living experience ”
Looking ahead, we are excited about the future and the possibilities that lie ahead. The 2025 Collection is just the beginning. We have several innovative projects in the pipeline, each aimed at enhancing the outdoor living experience. Our goal is to continue to lead the industry with groundbreaking designs and sustainable solutions that cater to the diverse needs of our global clientele.
The unveiling of our 2025 Collection marked a significant milestone in our journey, highlighting our commitment to innovation, quality, and sustainability. Reconnecting with our partners and forging new relationships has set the stage for future collaborations that will drive our mutual success. We are grateful for the positive reception and look forward to continuing to transform outdoor living spaces. Are you
Robin Sutherland, Global Sales Director at BigFurnitureData, details the benefits of FurnitureBrochure and why it’s a game-changer in the furnishings industry.
Over the years we have all been at the point of needing to instruct the printers to do the next print run of brochures but having to hold back because there is a new model arriving that was held up on delivery and missed the photoshoot, or perhaps a product has been discontinued so you don’t want it included but you still have large stocks to clear, hence the dilemma ‘To Print or not to Print’.
So, the concept of the digital brochure was born.
The digital online brochure offers a clean professional appearance, vastly superior to the often dog-eared printed version hidden in a filing cabinet, whose cover is often enhanced by a coffee ring stain and perhaps ‘SHOP COPY’ written in a fat marker pen. Not to mention that it is dated 2021 and we are now in January 2024. Perfect for the retailer to use to show consumers and Reps & Agents to present to buyers, the products are loaded into the FurnitureBrochure will all fabric, size, finish and foot options and can be sorted to present all options onto a single screen, rather than flicking back and forward between pages. Thereby enriching the shopping experience and aiding in efficient decision making, creating a seamless buying experience for all concerned.
The digital online furniture brochure offers so much more than its printed counterpart, not only it is timeless, it has interactive features, categorisation and high-quality visuals, it also enhances the brand image and also proves highly useful
A digital online furniture brochure offers a clean and professional appearance. With interactive features and high-quality visuals, it not only enhances the brand image but also proves highly useful for reps & agents along with salespeople in showrooms.
for reps & agents along with salespeople in showrooms. They can swiftly present various options and details to customers on tablets or screens, enriching the shopping experience and aiding in efficient decision-making, creating a seamless and engaging sales process.
FurnitureBrochure offers an eco-friendly addition to traditional paper brochures. They are effortless to distribute, update and can incorporate interactive elements that enrich the buying experience. The content is all created for you and our content team will keep your brochure updated in real-time with live over the air updates. As soon as you advise us that say a fabric is no longer available, it is removed from the brochure, likewise when a new item arrives, it can be added to the brochure in minutes and will be there for everyone to see.
robin@bigfurnituredata.com
www.bigfurnituredata.com/ furniturebrochure
INDX Furniture returns to West Midlands exhibition venue, Cranmore Park, from Wednesday 28 August to Thursday 29 August 2024, and while the first day is reserved for AIS Members, general trade visitors are welcome to attend the show on the second day.
Bringing together industry trends, insight, and innovation, the upcoming show will present the latest ranges from an expertly curated selection of top suppliers, and visitors can look forward to exploring an exciting product mix from plush sofas and dreamy beds to al fresco dining.
As part of the INDX portfolio, which exclusively delivers 18 retail focused, business to business tradeshows a year, INDX Furniture is organised by Associated Independent Stores (AIS), the UK’s leading buying, services, and event group for Fashion, Home, and Leisure.
Emma Rackley, Director of Furniture and Home, AIS: “We are trading in a challenging economic landscape, and therefore we have been carefully focused on putting together a show driven by market intel. Attendees can expect a trend and innovationled showcase which has been curated by a team of experts with a wealth of experience and knowledge across buying, retail and product.
“This season, alongside our usual categories of upholstery, living room, dining room, and garden, we’re also incorporating a commercial edit of beds and bedroom furniture – creating a one-stop shop for furniture and bed stockists. We look forward to welcoming everyone to the August edition of the show which will be an unmissable opportunity for retailers and suppliers to come together, connect and do business.”
This season, traditional techniques meet modern design as INDX Furniture showcases the legacy of British furniture making. Shop local and sleep soundly with top British beds from Sweet Dreams, Highgrove, Sealy and Hypnos, all bringing decades of traditional bedmaking excellence to the show.
Sweet Dreams showcases the AIS exclusive, responsibly sourced, Landmark bed range. Landmark - six luxurious beds featuring 100% recyclable foam free fillings and sleep surfaces
made from chemical free eco-friendly sustainable fabrics. They are designed on their 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. Sweet Dreams offer models in the AIS Dreamworld collection. Including three pocket models and two Bonnell options.
With sustainability at the heart of their business, Harrison Spinks are the only UK bedmaker to grow luxury fillings on their own farm – as a fifth generation Yorkshire business, there’s heritage in every piece. As part of their Somnus collection, they will be showcasing six luxurious models. Since 1840, Somnus has blended time-honoured traditional skills and cutting-edge innovative design to create sheer luxury here in the UK. Natural, sustainable materials from its own farm lie at the heart of every mattress, these work perfectly with the Sensa Intelligent Spring System; featuring award-winning Cortec™ pocket springs.
Sealy is the world’s leading sleep brand, renowned for developing unique, cutting-edge mattresses. Discover patented
coil technology in the award-winning Sealy Posturepedic collection. Designed and developed alongside the Orthopaedic Advisory Board to offer a support system that’s unique from top to toe, to deliver sleep that’s best in class. Experience excellence and visit the Sealy team for exclusive show offers.
For 60 years, Alstons have produced not just beautiful sofas, but sofas that withstand the demands of life. They are joined by Parker Knoll with exquisite sofa designs, and Celebrity, one of the UK’s leading manufacturers of reclining chairs.
Parker Knoll is thrilled to introduce three exquisite new models featuring sleek lines, sweeping curves, luxurious motion technology, and heated seats! “We’re also reintroducing a beloved classic with a modern twist,” the company said. “Additionally, we are unveiling an extraordinary collection of new fabrics with unique patterns and textures, unlike anything we’ve offered before. Each fabric is designed to enhance comfort and style in your home. We are incredibly excited to share these innovations with you. Discover the future of comfort and style with Parker Knoll.”
The Hollingwell modern high back all action suite by Celebrity offers a stylish look, with the feature of its innovative powered headrest and lumbar support options for all 3 chair sizes and powered settees. Petite options are available on all fixed pieces to complete the range. All fabric models are fitted with Mammoth Medical Grade Foam seating technology and are available in any Celebrity fabric or leather, with its 5-year peace of mind guarantee.
Meanwhile, Hydeline Furniture are excited to attend the show, where they’ll unveil its latest models. “Our new collections feature beautiful new leathers and fabrics, showcasing our commitment to expanding our offering. It promises to be an exciting show, with a relaunch of the brand as we continue to innovate and set trends in the industry. Join us at the show to experience our designs firsthand and discover the perfect blend of comfort and style with our newest offerings.”
Discover Ashwood Designs, who combine traditional craftsmanship with modern technology and quality upholstery from Michael Tyler. Plus, journey on a voyage of discovery with British made furniture and bespoke services from Hill & Hunter.
Owing to the popularity of Devonshire’s award winning Lydford Painted collection, they are launching the range in all-over pale oak, with the first look at the show on stand P10. Radiating sophisticated ambience with gently curved edges, rounded tops, sculptured plinths and a beautiful pale oak finish, the Lydford Oak is a true show stopper. Matching piece for piece with the painted collection, the Lydford Oak will carry their most popular and best-selling items, including the very impressive Quad Wardrobe.
Other exhibitors confirmed for the show include HTL, Value Mark, Hjort Knudsen, Sunnii Lifetsyle and Celtic Spas & Garden. Alf Italia offers a diverse range of modern furniture, crafted from high-quality materials through
a meticulous production process that strictly adheres to regulations. Embodying the essence of Italian design, the brand blends elegance with functionality. We are excited to showcase our collections and introduce two new ones made in wood veneer with inlays and featuring trendy curved shapes. One collection boasts Alf Italia’s signature high gloss finish, while the other is matt, epitomizing the sleek and stylish aesthetic the brand is known for.
Attendees can expect a trend and innovation-led showcase which has been curated by a team of experts.
Promising an unrivalled opportunity to see top brands, source new products, and discover new business partners, INDX Furniture is set to welcome buyers and retailers from across the UK, including AIS Members, department stores, category specialists, garden centres, key high street players and leading e-tailers.
Online registration is open and can be completed at www.indxshows.co.uk/indx-home/ furniture/furniture
Cranmore Park is situated on the edge of Birmingham, close to Birmingham International and links to M40/M6/M42/ M5. Visitors to INDX Furniture enjoy free entry, free onsite parking (including electric vehicle charge points), plus complimentary barista refreshments and breakfast pastries.
www.indxshows.co.uk
Last year, we spoke to John Evans, Principal Designer and Founder at Je+1 (John Evans Design), who shared an insight into good store design. We caught up with John again to learn more about his interiors and design journey, with a particular focus on retail design.
My parents owned a small local retail ironmonger - there aren’t many left nowadays as soon as the likes of Homebase and B&Q opened up it killed them off. We lived above the shop, as was, and probably still is, often the case with small shopkeepers. I have often said that I don’t ever remember not working, because as a family business my sister and I were expected to pitch in. I didn’t mind, it was enjoyable and fun at the same time. The benefit was I learnt an enormous amount about a lot of things.
I learnt about construction techniques, and materials, I learned how to deal with people and I learned about running a retail business and what it takes. My real passion was Art and Design. So, at the age of 23, with an immense amount of help from my parents, I opened my own shop offering items to buy with a design bias. I wanted to bring to the midlands the designer pieces and styles that I saw for sale in the stores in London. Of course, I was incredibly naive, young and ambitious and what I didn’t realise was that design that starts in the capital cities takes a while to filter down to the suburbs, so that cutting edge design that I thought was great didn’t sell very well until about 12 months later, by which time I had moved on to something else. Again, a learning curve.
The wallcoverings and paint that I sold were also cutting edge, which meant that they were difficult to use. No problem I thought, I will start my own decorating company and employ specialists, which I did and called it; The Decorating Company a catchy name, and to borrow a phrase does what it says on the tin. I felt that the van that I bought should reflect the design aspect so I purchased a beautiful old 2cv van and painted it black with the lettering picked out in white. I am not sure that the decorators that I employed were as enamoured with it as much as I was. It wasn’t very practical. It pitched and rolled around corners and hadn’t a great deal of power.
Having the shop did though bring me some amazing opportunities particularly with the people I met. My passion
for design led me to use the shop to showcase furniture, accessories and soft furnishings in roomsets, which I changed regularly to attract customers. My wife and I would travel to London, take photos of the latest styles in curtains and blinds and sit in our house in the evening trying to replicate them.
I had sussed out that we had a very popular pub opposite and the car parking in front of our shops window became extended parking for the pub in the evenings. Which gave me a perfect opportunity to showcase my skills. Customers came in and wanted to buy everything just as presented. Representatives who visited, many of whom are still friends today, liked what they saw, which led to things that I hadn’t imagined when I started out.
I was asked to design exhibition stands and showrooms. I was on my way to being a retail designer. The real bonus happened when a certain Graham Kirkham walked onto a stand I had worked on and asked who had designed it. This started a 45-year journey designing furniture stores. When I met Lord
Kirkham, he had three stores and an enormous amount of ambition and knowledge of the product he was selling.
We worked closely together to form DFS into the market leader in furniture retailing that it is today, both of us learning how to present and position the product that we were selling in the best possible way. The goal was to make the sale easier for the salesman. I’m pleased to say that Graham is a close friend to this day.
It’s simple really, if the customer has already decided to buy something because of the way it is presented and priced, it is much easier to take the order and move on to the next person needing assistance. Nowadays it’s slightly more complicated as we now have the internet, where products can be presented beautifully, more easily than in a physical store. The downside to this for retailers that have both an online and physical presence is that what may be easy to get right online is not always the case in the actual store. This can create disappointment and a customer can be easily lost to a competitor on the retail park with a better presentation.
It is imperative that the stores are not allowed to become dated and seen as less important. Online is one thing, but for furniture retailers the stores are important. When making a major purchase such as a piece of furniture most people will want to
see it, sit on it, stroke it, see what they are paying for. I know I do. When we are designing a store, every aspect is taken into account starting with the product, this is the most important part of the equation. Who does this appeal to? What is the target audience? How do we present it and make it look more appealing than it already is? There is a lot to consider. A lot of retailers feel it is enough to just to have an item priced and on the shop floor, it isn’t.
This leads me onto a major consideration of the customer journey. Today, it mostly starts with a Google search, which makes the website really important. This has to be attention grabbing and the products need to be presented well and priced competitively. This should, if done well, lead to the next part of the journey. The visit to the store. On arrival, the outside is very important as this is the first impression and first impressions are so important. If someone else’s store looks more attractive, through either the signage, window display or lighting, your potential customer is going to visit, even if they initially visit your store.
Once you have managed to get them through the doors the important thing for every retailer is to sell them something, this is where the next part of the journey starts. It is important that the displays at the front of the store are attention grabbing but on entering the main focus will be on the store itself, does it meet expectations? Is it bright, well-lit, warm and welcoming? Is the salesperson welcoming without being pushy?
If it’s a large store, can the customer see all there is to offer from the door? If they can you are allowing them to make a judgement without going any further into the body of the store.
The real bonus happened when a certain Graham Kirkham walked onto a stand I had worked on and asked who had designed it. This started a 45-year journey designing furniture stores.
This is a big mistake as if they had walked the whole store, they may well have spotted something that they would have found irresistible.
Years ago, the way to get customers to walk the store was by providing a walkway that was like a journey around the store. The problem with this approach is that the walkway can lead them around the store and out of the door. What’s needed is a way to guide the customer to the items that you wish to show them and allow them time to take in and appreciate what they are looking at. Over the years, we have developed ways of leading the customer in the direction we want them to go without obvious walkways, which makes for a slower, more enjoyable experience.
There is a reason why Ikea is so successful, it’s not just because the products they sell are irresistible, though they are pretty good. It’s because they force you to look at everything they sell and they present the furniture and accessories in room settings that show you how to use them in the correct way. They make it almost impossible to visit a store and leave without buying something and it is all down to presentation and pricing.
Good lighting is so important to every retailer and yet so neglected by most. The quality of the lighting options offered today is exceptional. There is a right light for every purpose and can be a retailer’s biggest asset. I really don’t understand it, when a store is filled with flat panelled LEDs giving out an average boring light. Yes, it might meet the right amount of lumens calculated for the area size and they may be cost effective compared with the old type fluorescents, but in my view, they are no better. Today’s lighting can enhance the product so much if used correctly. The colour rendering properties are amazing, this means that the products colours can be brought to life and shine out, making it irresistible. It doesn’t matter what the product is that you trying to sell, furniture, fruit and veg, accessories, clothes etc, they can all be enhanced and complimented by using the right lighting.
We want to help you with your retail store and we know we can help you to increase your turnover by planning and presentation. How do we know? Because we have been doing it for over 40 years. Why not give us a call, it won’t cost you a thing to talk to us, and it may be the start of a journey to increased profits.
www.jeplus1.com
Which home furnishings retailers in the UK are ranked highest in online visibility? This report unveils the top performing, and highest growth rate, of furniture retailers when being searched online.
According to a new report, furniture retailer IKEA is the most prominent brand within the home furnishings sector for 2024.
Salience Search Marketing’s annual supplements sector report uncovers the industry’s leaders based on their online prominence and visibility. The report analysed 11 crucial performance indicators, including year-on-year visibility, search volume trends, and brand awareness, for home furnishings brands to reveal the industry’s most successful names. The full report is available to view here.
The report identifies market leaders in the home furnishings industry based on consumer familiarity with the brand through online searches or social media interactions. By merging branded search metrics with social media performance, the report determines which brands stand out across various channels, offering insights into their overall prominence in the market.
At the top of the charts, Ikea was revealed as the most prominent leader in the home furnishings market. With 3.35 million monthly brand searches, the Swedish brand is known all around the world and boasts an impressive social score of 65,312. Their social following is massive, with 1.2 million Instagram followers.
Next leads in monthly searches (7.48 million each month) indicating high consumer interest in the brand and its products. With a social score of 9,807, Next has 271,000 Twitter followers and 3.3 million on Facebook.
Through analysis of monthly brand searches and social media followings, it’s clear that the home furnishings industry remains extremely popular among consumers.
Wayfair is another popular brand in the home furnishings industry this year with a social score of 17,713. The brand experiences 1 million searches each month on average and has an impressive following on Facebook with 7.9 million followers.
Moving on, another prominent brand in the sector is Dunelm with 3.35 million monthly searches and a social score of 2,377. The brand has a combined 1.7 million followers
across Facebook, Twitter and Instagram.
With 3.5 million Facebook followers, La Redoute has great online reach and a search volume of 201,000 with a social score of 7,652.
Known for its range of homeware and luxury clothing, The White Company proved prominent this year with 368,000 brand searches each month. The brand has 1 million followers on Instagram and an owned social score of 1,857.
With 110,000 monthly searches, Made has a steady online presence compared to competitors. The brand also has an impressive following on Facebook (1.8 million) and Instagram (1.4 million) with a social score of 5,053.
Famous for its huge variety of sofas, DFS receives 673,000 monthly searches. However, with an owned social score of 479, the brand could improve further by increasing its online following.
Additionally, Habitat experiences 201,000 monthly searches while West Elm receives 60,500 on average. Despite lower search volume, West Elm has a higher social score (2,414) than Habitat (1,147).
Brett Janes, managing director at Salience Search Marketing, said: “Through analysis of monthly brand searches and social media followings, it’s clear that the home furnishings industry remains extremely popular among consumers.
“With so many unique brands to choose from, these companies must implement and stick to a thought-out strategy that boosts awareness of their brand. This year, it’s no surprise to see Ikea rank high, with the Swedish brand being a go-to name for homeware.
“The importance of a strong social following and overall online presence should never be underestimated in a competitive industry such as the home furnishings sector.”
www.salience.co.uk
Italian furniture manufacturer Mini Divani shares an insight into the business as they continue to grow in the UK market.
We have now decided to offer our sofa beds to the English market.
The Mini Divani company was founded in 2008 in Tuscany, not far from Florence. Their sofas range is a blend of both traditional and modern designs with a timeless appeal. It is their reputation for first quality expert workmanship that has now let them gain the position as one of the leading suppliers to the UK market.
“Our family has been involved in making furniture for over 50 years before Mini Divani was born,” reveals Simone Galardini, director of Mini Divani. “Our products are not mass-produced, but handcrafted in every single phase of production. This allows us to also satisfy special requests from our customers.”
Despite the meticulous workmanship dedicated to each individual piece, they are able to guarantee their customers rapid deliveries within 4/6 weeks. The entire production process takes place in Italy in the hands of skilled craftsmen, experts in the processing of leather, fabric and wood that make-up their models.
Mini Divani also has their own logistic platform now in the UK, as well as offering an
exclusively designed upholstery range just for the UK market place. “This guarantees that our products are fully up to the United Kingdom Regulations, so there’s no more risk of buying imported products from dubious sources,” Simone continued.
For many years now the company has been present at the major trade fairs in England and Ireland, trying every year to introduce new models, fabrics and colors to keep up with demand and meet their customers preferences.
“We have always created, alongside the production of wooden frame sofas, an every-day sofa bed collection, which, until now, has always been set aside for other European markets,” revealed Simone.
“This year, we attended at the recent Manchester Furniture Show and presented this range into the UK. Our mission has always been to offer our customers a contemporary product, in step with the times and with design trends in the furniture sector.
“For this reason, we have now decided to offer our sofa beds to the English market, receiving excellent feedback from those who came to visit us at the Manchester Furniture Show.”
Mini Divani’s collection of sofa beds include different models with a modern and contemporary look. It offers a new range of fabrics with “elegant and sophisticated colors” and the possibility of choosing the mattress according to the customer’s needs.
“The lines and design that we have chosen for our products make them perfect for any residential setting,” Simone said. “Uniquely elegant and nicely balanced shapes, our products are designed for a demanding public, which has high attention to detail. Our sofas are made to rest on, to relax on, to read and watch TV on. In short, our sofas are to be experienced.”
info@minidivani.com - 0208 133 2168 www.minidivani.com
Husband and wife team, Steve and Alison Whitehouse, co-owners of West Midlands Upholstery, share an insight into the Company as they celebrate 20 years in business.
West Midlands Upholstery officially turned 20 years old on the 29th July 2024 but they class their anniversary date to be the 13th August, which is the date that the keys were collected to their business premises.
West Midlands Upholstery Ltd was born in Tipton, in the Heart of The Black Country and still holds true to its hard working, fair, down to earth roots. The company was started by Steve Whitehouse, who was involved in a previous upholstery partnership for
17 years but decided to go solo. Shortly after the formation of the Company, Steve was joined by his wife Alison, who had come from a construction management background to help run the business, whilst also fitting working around their two small children.
“We now have a wide customer base throughout the UK,” says Steve. “Surprisingly, many of our customers are based outside of the West Midlands and include AIS members and Minerva members. We have over the past few years increased our supply into Scotland and Wales. We make all our own birch hardwood frames, have our own team of dedicated sewers, upholsterers, cutters and driver.
“Everything is UK made in The Black Country. As we manufacture everything from the frame up, we can custom size our models, which is something the bigger manufacturers may not be able to offer. We’re not about the designer exhibition stands, press releases, swagger and buzz words. The people of the Black Country tend to say things as they are, hence our fundamental business ethic is that of being completely honest and transparent with our customers.
“Honesty always pays as they say, and consequently we have several loyal customers who have kept with us throughout the past 20 years and have built great relationships with them in addition to others who have come on board since.”
Alison added that the company rarely ‘follows trends’ but rather creates their own when implementing new designs.
“When we are designing a new model, everyone on the factory floor has an input into the design. All our models are named after special places close to our hearts, for example, our Riviera model is homage to the beautiful English Riviera, where we have enjoyed family holidays over the years.
“Two of our models are named after our children. We still offer some of the
more traditional models, which continue to be popular but are finding that customers now want less fuss and more simplistic styles with clean lines. Having said that, we are known for our wonderful patchwork chairs, which are made from 125 individual patches, all top stitched. Each individual piece is unique in design and our customers love their quirkiness. We can even incorporate our customers’ colour schemes.”
Challenges over recent years have been foam shortages post Covid followed by huge energy bills, which has impacted the whole industry and country. “Around 10 years ago, we were all competing with the cheap imported sets coming in from China,” Steve said. “It’s great to see that many customers have now come back to buying British. One of the main challenges
Our business is all about the relationships we have with our customers, staff, agents, and our suppliers who all support our business. ”
is juggling everything that needs to be done on a daily basis, anything else we have managed to get through relatively unscathed!”
Alison continued by saying that business has been busy over the past 18 months. “Like everyone we have seen a dip only very recently, but we are confident that when the sun eventually starts to shine for a few weeks, we will see an upturn. However, we haven’t been quiet since well before Covid and our turnover has increased on a yearly basis.”
Over the next few months, West Midlands Upholstery has plans to showcase at the upcoming South West Furniture Show in September and then onto The January Furniture Show 2025. “Although the big trade shows can be costly, we have learnt how important they can be for the continuity of the business and although extremely hard work, they have proved enjoyable
and rewarding,” Steve said. “It’s great to meet our customers, both old and new. Of course, show vans can be a fantastic way of seeing our customers whilst keeping costs down too.”
Having reached their 20th year and taking a moment to reflect on the past two decades, Alison concluded that their ongoing success hasn’t been without its difficulties, but it has been an enjoyable ride. “We enjoy coming in each day and working alongside our great team of people. Our business is all about the relationships we have with our customers, staff, agents, and our suppliers who all support our business.
“We will be having a quiet celebration with our lovely staff, some of whom have been with us from the very beginning. Here’s to the next 20 years!”
www.westmidsupholstery.co.uk
Gary Broom, Sales, Marketing & Design Director at Sherborne Upholstery, talks about company investments, sustainability, new products and why powered furniture is continuing to be a popular choice with consumers.
Sherborne Upholstery has been a family run business for 94 years working independently and funding itself through good and tough times. Well-known and respected in the furniture industry and renowned for comfort and quality at an affordable price, Sherborne aims to be the company retailers think of first when they are looking for a partner to work with to help their business flourish. A testament to its ongoing success, Sherborne was crowned ‘Best Supplier for Customer Service’ in the Big Furniture Awards 2024, as voted by the industry.
“Our mission at Sherborne is to continue giving quality designed products, with excellent after sales service and on time deliveries by our own drivers,” says Gary. “We’re not here just to make furniture but we engage with our retailers and give them the easiest and best experience we can, from order, to delivery, to after care. It’s what we have always done and what we will always strive to do. This recent award win highlights this and we’re delighted to have been voted for this particular award.”
For 2024, the year so far at Sherborne, as like with many other furniture manufacturers, has been tough. However, the continuous investment within the business, across in personnel, plant and products, Gary revealed that this has allowed the company to “weather this storm” of economic uncertainty. “As with all businesses you have to keep on top of your management structure and we have had some restructure in the last year or two, bringing forward younger fresh thinking personnel who have lifted the expectations internally and brought some real energy and ideas to their roles.
“It’s great to see the dynamic change in the company for the better, knowing going forward we are in a stronger position for whatever the future throws at us and as people move on there are great options to keep the company moving forwards from within.
“This year has been tough for most furniture manufacturers, ourselves included, but years of investment and strategic planning have allowed us to weather this storm and be prepared for the upturn, which hopefully is just around the corner. There are always challenges in the furniture industry, this is just another one that you need to meet head on and find the best way to come out of it stronger. After 94 years in the industry, I like to think we have always adapted and found the right path to continued success.”
Gary also highlighted that keeping skills within the company, and industry as a whole, is key to continued development and prosperity. “As older more experienced people are retiring, engaging with younger staff, showing them what a great industry the
furniture trade is to be in, ensures they are getting the training they need to develop skills, both physically and mentally, to see the pathways available to them. It’s something we take very seriously at Sherborne.”
Another area Sherborne prides itself on as a company as continued product development, in line with current and future product demand and trends. Gary revealed that powered furniture has become “so much more popular” in recent years, which is one of the areas of the industry Sherborne excels at, with the company recently launching its new Cloud Comfort 3 motor recline, lift and tilt action product.
“This allows the user to find so many more comfort positions, so they can really relax and just let the world sweep by,” Gary says. “As this is a Sherborne
product you will find it is available on all our lift and rise products. To put that into perspective, we now have 15 ranges of risers, mainly in a choice of four sizes, available in single, dual and tri actions, with over 200 fabrics and over 25 leathers. That equates to a choice of over 40,000 individual combinations! Now, that’s mind blowing enough, but when you put into the mix these are all available in three weeks, now that’s a choice we give to our retailers to be proud of.
“To continue the powered theme, we have added a head tilt function this summer to one of our bestselling models, The Roma. I’m sure this will be a great success and give our retailers even more options to the customer to finalise that precious sale. The trend going forward as I see it is options, be that action movement, powered lumbar, head tilts, heat, charging points - everyone one wants that little bit of extra comfort and choice on their furniture.”
From products to plant investments, Gary also revealed a number of areas the business is continually improving across the factory. “When retailers get the chance to take time out and come to the factory, they always go away
Everyone one wants that little bit of extra comfort and choice on their furniture. ”
impressed by the reinvestment we make as a company and the friendly vibe around the shop floors. We are investing heavily in lifting benches for all our upholsterers, assemblers and packers to help make their environment a better place to work.
“All our woodworking machines have been upgraded over the last several years along with our CNC cloth and leather cutting machines, with a total investment of over £2 million in these areas. We are very proud to produce our own frames and cut and sew our own leather inhouse, which bring jobs and prosperity to the local area.”
Another key area of investment at Sherborne is sustainability, which Gary says has become a “watch word” for all industries. For Sherborne, being a sustainable-led business has always been a core focus, which has seen many investments over the years. He explained: “We are proud to say we have been pro-active as an individual in this area for many, many years, investing in solar panels, reducing energy consumption via led lighting, boiler efficiencies, using waste products to heat the building, re-cycling card, plastic and other materials.
“Our Hardwood is from sustainable sources and we are always looking to reduce our carbon footprint where we can. Every new vehicle we buy meets the new legislations and have been brought with the health and well-being of our drivers in mind. Also, where possible, our reps’ cars are electric or hybrid. I like to think we are investing in the right areas for a brighter future.”
Immerse yourself in luxury - but do it quietly. That’s what the latest fashion and design reports are telling us Quiet luxury is a fast evolving trend which relies on premium materials, fine detail and letting the inherent quality of a product shine through.
But what does this mean for furniture?
Until recently, opulent furniture was characterised by a flamboyant show of gold or silver accents and statement features. The latest look demands understated Luxury – the details you notice only when you get up close like exquisite piping on a sofa arm or the premium hand-feel on a fabric. Quiet luxury is the combination of a return to all things classic and a desire for better quality products. Interior design has seen a strong movement towards retro, timeless pieces which evoke nostalgia but are also – most noticeably – built to last.
Customers have moved away from the ‘fast-fashion’ mindset where they choose a piece of furniture simply because it looks great on their social media feed. Furniture that is durable, well-crafted and aesthetically pleasing without having to shout about it – that’s the quiet luxury look.
Sofa upholstery is an area of interior design where luxe is playing an important role. We’re noticing the introduction of mixed materials and a strong desire to take familiar fabrics to a new level.
Sofa upholstery is an area of interior design where luxe is playing an important role.
Standard linens and plain velvets are being elevated with shimmer-effect, two tone weaves and distressed finishes. Fabrics such as chenille might have been considered a thing of the past but suddenly it’s avant-garde because it’s durable and resistant to pilling.
It’s important to understand – however – that investing in good quality craftsmanship and everything labelled ‘vintage’ is not just a fad for the current generation. In the current climate we’re all looking to make the most of the resources we have – and this is where quiet luxury comes into its own.
Customers expect luxury materials that look chic, but they must also be sustainable. So, the new look velvets are made of recycled polyester utilising plastic that would otherwise have gone to landfill. Modern fabrics deliver on being eco-conscious but also perform well on rub-tests, stain-resistance and softness.
It seems quiet luxury is pushing us to a position where the modern customer really does want it all. After all, the long-term value that a beautiful piece of furniture brings to your home is just as important as how good it looks over the years.
Erika Vipas, Head of Buying at Oak Furnitureland, shares an insight into top trending products.
August is a key moment for the home, as consumers enjoy the last of the summer entertaining period and meet up with friends alfresco, while keeping an eye on the upcoming autumn dinner party season.
Storage and family-focused items are crucial around this time. With the lighter days and warmer weather, the summer months bring a preference for lighter wood and natural or wash finishes. This is particularly befitting for kitchen and dining areas.
At this time of year, some of our best-performing products include the Wren Ottoman, which features an elegant silhouette and handy under bed storage, and the Romsey, a large natural oak larder that combines style with storage.
As we head towards the August bank holiday, the real hero is dining. Consumers are looking for a refresh and are starting to think about the upcoming longer evenings that draw in across the next season, with the promise of hosting dinners with friends at home.
The dining room is the hub of excitement and sees the most love. Sideboards, dining tables, tall storage and drinks cabinets are stealing the spotlight with growing popularity. This room is the perfect canvas for trend-driven pieces that bring personality and style to your space.
For Oak Furnitureland, this means our stylish finishes are especially popular at this time of year,
adding something unique and eyecatching to everyday decor/ furniture. This could mean embodying modern luxury with acacia and marble accents, as seen in our popular Islington range. Or, it could showcase the elegant designs of our Gatsby collection, featuring luxe, washed oak with refined grooved details that elevate each piece.
The Autumn season brings with it a shift in tastes towards richer woods and dark stains.
We see consumers drawn to materials with a heavier patina, as the upcoming party season inspires a search for statement items to elevate and display.
Our urban cool Stowe range perfectly encapsulates this with its stylish curvature and blend of wood, metal and marble, making it a standout product.
We’re also seeing a touch of Christmas opulence creeping in early with the introduction of gold and bronze accents, alongside the bold influence of black
metal. Lighter wood designs feature stylish finishes with beautiful grains, putting a fresh spotlight on textures and carved details.
Consumers are embracing more playful colour choices as we head into the autumn season, reflected in their upholstery choices featuring rich, warm tones. From mustards and gingers to russet and honey colours, there’s a vibrant mix.
The Montgomery 3 seater sofa embodies this trend perfectly with its Saffron Fabric available in deep seasonal hues.
This contrasts with cooler colours, where blues are leaning towards more pink undertones, and deep evergreens and moss hues are making a comeback.
For those who prefer neutrals, they won’t be disappointed. These tones are consistently popular, but as we head into September and October, neutrals begin to warm up to complement the deeper shades found this season.
For Oak Furnitureland, quality is our constant focus year-round. Our furniture is made to last and to be loved from season to season, with beautiful colourways and finishes to suit every taste.
As we head towards the August bank holiday, the real hero is dining.
Gill Finch, Managing Director of flooring protection specialist Stroolmount, shares an insight into Move-it Pads and why they sit top of the pyramid when moving heavy items.
No iron tools, no wheels, no pulleys. The Great Pyramid of Giza has over two million blocks weighing 1.5 -2.5 tons. Plus, the granite burial chamber roof blocks are estimated to be 70-80 tons.
So how were these ancient blocks moved? And what can this teach us today when moving heavy furniture in and out of customer’s homes and businesses?
I’ve saved the trade £1,000s in insurance claims, saved the hassle of refitting flooring and saved hefty hikes in annual insurance premiums.
WATCH HOW TO MOVE-IT HERE
Blocks had to be cut and hauled out of quarries, moved to the pyramids and then moved into position up the pyramid layers.
Ramps and levers are the generally accepted view of how they were moved. Most blocks came from nearby quarries, but special stones – e.g. limestone from Tura and granite from Aswan – were transported on barges.
To haul them out of quarries and up a 20+% slope, they used a central ramp. On either side were staircases and wooden posts to attach ropes to pull up each block.
Experts believe that wooden sleds were probably used to move the stones from the quarries to the pyramid construction site. This illustration is of an alabaster statue of Diebutiboten– estimated to weigh over 60 tons – being pulled on a sledge by 172 men towards his Twelfth Dynasty tomb.
Pouring water in front of the sled reduced the friction of the sand and increased its stiffness.
The water droplets create a bridge between the grains of sand to help them stick together and probably reduced the force needed to move the statue by 50%.
Once at the pyramid, levers and ramps were used. But differing theories include the straight ramp; the zig-zag up one face ramp; the spiral around 4 sides ramp; and the ramp up to one unfinished side in the middle and building the other side.
MOVE-IT PADS ARE THE MODERN EQUIVALENT OF WOODEN SLEDGES
“Dents, scratches and scars on flooring mean disaster when you move furniture in and out of a room. The special layer in in our exclusive Move-it Pads means even heavy furniture floats effortlessly.” explains Gill Finch, MD of flooring protection specialist Stroolmount.
“I’ve saved the trade £1,000s in insurance claims, saved the hassle of refitting flooring and saved hefty hikes in annual insurance premiums. Plus, Moveit Pads are handy add-on sales making customers’ spring cleaning easier.”.
While up to an estimated 50,000 men constructed a pyramid, Move-it Pads, make moving even heavy furniture easy, says Gill. “See on our website how I’ve moved a sideboard around like it was a dance partner.”
Earlier this year The Flooring Show announced its expansion into Hall Q, a decision that sees the show grow by 30%. Such growth is testament to the strength of the flooring industry and cements the show as the UK’s largest and market leading flooring trade event.
Open to retailers, contractors, fitters, architects, interior designers, specifiers, project managers, the list goes on... this is an unmissable event for anyone within the flooring industry. This year’s dates are set for 15-17 September, at its much-loved home of the Harrogate Convention Centre, and with over 300 brands exhibiting, The Flooring Show 2024 is the ultimate destination for flooring professionals.
The Flooring Show’s exhibitors span the breadth of the flooring industry, attracting manufacturers and suppliers of carpet, laminate, LVT, wood, vinyl, cork, grass, SPC, as well as underlay, adhesives, software, machinery and tools. The names that visitors know and love will be returning to support the three-day show, bringing with them new ranges across all types of flooring for the contract and retail markets. Suppliers include Abingdon Flooring, Adam Carpets, Associated Weavers, Ball & Young, Bostik, Cavalier Carpets, Cormar, COREtec Flooring, Kellars, Furlong Flooring, F Ball & Co, Hugh Mackay, Interfloor, Lifestyle, Likewise, Penthouse Carpets, Tarkett, Westex, Victoria Carpets & Design Floors, to name just a few.
Alongside the big names returning to the show, there are plenty of new names joining us this year including Floormart, Bjelin, T-Build Floors, Evolve Flooring, Fablon Fine Carpets & Rugs, Juvern, Peri UK, Floor Master, Tuftco, Rinos, Alsa Flooring, to name just a handful.
For years, The Flooring Show has attracted premium flooring brands, with Harrogate ranked the most exclusive place to live in Yorkshire and ranked in the top 25% most expensive cities in the world. Located in the newly accessed Hall Q, the Design Spotlight has been launched in response to the demand from architects, interior designers, property developers, and specifiers in search of the most unique, designoriented residential and contract flooring solutions on the market.
Event Director, Alex Butler, says “The Design Spotlight is a feature we’ve wanted to introduce for a couple of years now, and the expansion into Hall Q allows us to do just that. We want architects and interior designers to know that The Flooring Show caters to them as much as it does to our contractors and fitters.”
This year NICF’s ‘Fitter Of The Year Competition’ returns with a focus on carpet and the competition will take place over the Sunday and Monday of the show. The winner will be announced at 4pm on Monday 16th and receives a cheque for £2000, a trophy and some great prizes including a selection of tools, and one year’s free NICF Master Fitter membership.
The Wool Trends Centre returns this September. Located in Hall C, meet with brands that put wool carpet at the forefront, including Westex Carpets, Adam Carpets, British Wool, Cavalier Carpets, Brintons, Axminster Carpets, Brockway Carpets, Penthouse Carpets, and Ulster Carpets.
As always, the Demo Zone, run by the Flooring Industry Training Association (FITA) and supported by the Contract Flooring Association (CFA) and National Institute of Carpet & Floorlayers (NICF) is back in Hall B to impart more wisdom on the latest techniques and insights into working with the newest products on the market, via their live demonstrations across the three days of the show.
Registration
Registration for The Flooring Show is now open, meaning you can secure your COMPLIMENTARY passes by heading to www.theflooringshow.com and complete the short form. This pass will give you fast track access to the show and let you skip the queue on arrival.
www.theflooringshow.com
Dates: Sunday 15 – Tuesday 17 September 2024
Opening hours: Sunday 9:30-17:30 | Monday 9:30-17:30 | Tuesday 9:30-15:00
Venue:
Harrogate Convention Centre, King’s Rd, Harrogate, HG1 5LA
Entry:
The Flooring Show is a trade-only event and is free for industry professionals. Register via the show website theflooringshow.com
Asiatic London is elated to have been awarded “Best Rug Supplier” in this year’s Big Furniture Awards. Sharon Kelaty, CEO of Asiatic London, expressed her gratitude, saying, “Thank you to all our customers who took the time to vote for us. We look forward to continuing to provide the best products and service to our customers.”
Inspired by their core values of Quality, Creativity and Service, Asiatic London continues to lead the way in the rugs industry with cutting edge innovation and design. Throughout their new 2024 collections they bring to life the luxury style, featuring soft organic wools and flowing shapes with a timeless twist ensuring designs stand the test of time.
Hand made with care in the finest New Zealand wool the Olsen range is sculpted with soft organic curves and carved layers. Featuring domed shapes creating a modern Scandinavian feel, in the highest quality.
Inspired by boucle textures created to give a sophisticated texture effect for those looking to enhance a minimalistic style. Finished with soft detailing for a refined look.
Creating perfectly practical ranges for those who want the clean look every day, Asiatic had combined neutral style with the growing demand for washable rugs
Alongside their extensive portfolio, the brand offers a full range of services including FOB solutions, consolidation services, and bespoke product development, allowing for customization by size, colour or design.
Rug-making family business Jaipur Rugs recently announced the launch of its first showroom in London. Here’s a look inside.
The 331.1 sqm space is positioned in London’s renowned design destination, Design Centre, Chelsea Harbour. Heavily inspired by the illustrious Pink City, where Jaipur Rugs was founded, the showroom is designed to capture and convey Jaipur’s innate elegance and grace.
Jaipur Rugs is a social enterprise that has grown into a global luxury brand, with 85% of its weavers being women. Starting
from just two looms in 1978, the family-owned company has also become India’s largest network of artisans, with 40,000 craftspeople working across 7000 looms. Founder Nand Kishore Chaudhary and his family now hold one of the world’s most important private vintage rug collections.
The newly completed Jaipur Rugs London showroom embodies the brand and serves as a physical testament to
The grand entrance of the store has been inspired by the form and colour palette of The City Palace, which is renowned for its multiple arches.
the ethos of the company. The grand entrance of the store has been inspired by the form and colour palette of The City Palace, which is renowned for its multiple arches. The colour of the entrance was selected to perfectly match the pink tone that the palace, and more widely, the city is known for.
Jaipur became known as the ‘Pink City’ when, in 1876, Maharaja Ram Singh had most of the buildings painted pink, known as the colour of hospitality, in preparation for a visit by Queen Victoria of Great Britain.
“The entrance unfolds onto a striking modern black and white diamond-patterned floor, setting the stage for an immersive experience,” Jaipur Rugs said. “Upon entering the store, visitors are immediately transported through the archway and are bathed in an enveloping palette of pink and white, adorned with delicate hand-painted linework.
“There is a restrained colour scheme internally, predominantly featuring a matte finish which is a deliberate minimal choice that ensures the vibrant hues of the rugs and carpets take centre stage. This backdrop also elegantly highlights Jaipur’s rich heritage through various historic furniture pieces and objects.”
In the next part of our ongoing sustainable series, we take a look at the latest update from online global furniture retailer Wayfair.
The company recently released its third-annual Corporate Responsibility Report, showcasing the company’s progress and initiatives across sustainability, social impact, and diversity, equity and inclusion in 2023. This year’s report, titled “Bringing Impact Home,” marks the second consecutive year Wayfair has referenced the Global Reporting Initiative (GRI) and the Sustainability Accounting Standards Board (SASB) frameworks, reaffirming the company’s commitment to datadriven decision-making.
Alongside its Corporate Responsibility Report, Wayfair announced its commitment to achieving zero waste across its global operations by 2030. This ambitious target aims to divert over 90% of Wayfair’s operational waste from landfills and incineration. Along with the company’s goal of
reducing Scope 1 and 2 emissions by 63% by 2035, the zero waste initiative highlights Wayfair’s dedication to driving climate action and more effectively reusing, recycling and reducing waste.
Taking a closer look at the sustainability-side of the report, Wayfair has also doubled the number of third-party certified products in Wayfair’s Shop Sustainability program to over 33,000 items, while 66.5% of Wayfair’s electricity consumption in North America will be covered by contracted energy offtake from its participation in the Liberty Solar virtual power purchase agreement (VPPA). “In 2023, we signed onsite solar agreements for three of our fulfilment centres,” the retailer said.
“These agreements cover both onsite solar as well as battery storage facilities and will lead to lower power rates for our operations and a profit
share for excess energy generation. We also signed a community solar agreement for a fourth fulfilment centre. While this agreement does not directly benefit our facility, it contributes to the local community by improving the energy mix of the local grid and reducing utility rates for members.”
Wayfair is also focusing on more sustainable transportation. “We are tracking emissions reduced through transportation efficiency projects and exploring ways to enhance these reductions through collaborations with our key carrier partners.” In the UK, through optimisation of the Wayfair Delivery Network, the business reduced 29% of transportation miles in 2023.
Waste management programmes help keep usable products and materials away from landfills and incineration. In North America, Germany, and
I’m thrilled to be adding our zero waste goal as a key commitment. ”
the UK, together with its partners, Wayfair is introducing new processes and waste collection equipment to improve diversion rates and reduce costs. Wayfair is working to improve the sustainability of its packaging too. “In 2023, we achieved a global 90% recyclability rate for our purchased packaging, including boxes, wraps, fillers, and mailers.
“We were able to increase recyclability by 8% over 2022 by expanding the use of paper-based mailers with 100% recycled content in the US and shifting further to fiberbased recyclable packing fillers in the UK and Germany. Our procurement team also includes requirements for recycled content and recyclability in their processes.” The percentage of recycled content in paper-based packaging procured by Wayfair globally reached 34% in 2023.
“I’m proud to be sharing this year’s Corporate Responsibility Report, which highlights the important progress we’ve made towards our ongoing support of our communities, our people and our planet,” adds Kate Gulliver, Chief Financial Officer and Chief Administrative Officer at Wayfair.
“While this report is a retrospective of our impact and progress over the past year, we know that this work is never truly done. Looking ahead, we remain committed to investing our time and resources in these crucial areas, and I’m thrilled to be adding our zero waste goal as a key commitment.”
Angela Moran, ESG Director at Silentnight, believes sustainability does not just stop with environmental commitments. It should also include social impact, ensuring businesses are not only doing right by the planet but their people and communities too.
Businesses across the UK are increasingly more comfortable with the idea of environmental sustainability forming the backbone of their ESG plans. But it is also vital that social impact is afforded a similar level of attention.
The E in ESG has got the most attention in recent years, even more so as the net zero transition rises up the agenda in media and political circles. Yet this should not take away from social focuses.
In fact, when incorporated in tandem, social and environmental sustainability practices allow a business to not only be viewed more favourably in the marketplace and to future employees, but also have a bigger impact on future generations when it comes to people and the planet.
Wiemann
While environmental sustainability is a lot easier to define, social sustainability spans a wider breadth of areas. Businesses that focus on social sustainability tend to prioritise equity between people, support of local communities, guarding human rights, enforcing social justice and improving competence.
At Silentnight, we are considering what this means for us.
In my last article, I focused solely on environmental sustainability but this piece will focus on how businesses can meet socially-sustainable commitments to support their ESG journeys.
Achieving a balance between people and planet is crucial for businesses today. By embedding a holistic sustainability approach into their practices, companies can contribute to a more environmental and socially sustainable world.
People and communities make up a third of our strategic sustainability plan. That means it´s crucial that we understand the importance of striking a balance between our environmental commitments and social responsibilities. One of the ways we’ve been able to do this is by onboarding the United Nations Sustainability Development Goals (SDGs) into our plans.
The SDGs are a global shared blueprint for peace and prosperity for people and the planet. We have identified seven goals that, as a business, we can contribute to. These include ending poverty, promoting health and wellbeing, ensuring inclusive and quality education for all, promoting sustainable industrialisation, ensuring sustainable consumption, combating climate change and halting biodiversity loss.
These goals allow us to not only measure our progress but to also provide equal attention to our environmental and social goals.
For us, that means ensuring diversity and inclusion sits at the heart of our wellbeing strategy.
Take, for example, analysing our demographic data, which has enabled us to introduce activities that suit each individual employees’ needs. We learnt from this, for example, that a
significant proportion of our employees are Eastern European and Asian, for whom English is not their first language. We used this insight to redesign our new starter documentation to ensure it is user-friendly for everyone.
The health and wellbeing of our colleagues is also a central focus for the business. We’ve recently introduced weekly wellbeing days and offer health checks, lifestyle coaching and wellbeing classes to our colleagues, and trained 17 mental health first aiders.
Just knowing that a workplace has processes in place to support with mental health can have an impact on someone who is struggling. It’s not something we take for granted.
Supporting communities has always been important to us. Our engagement approach is twofold. Let’s consider the first half, which supports local organisations situated in and around our factory site in Barnoldswick.
For several years we have sponsored the Barnoldswick Town Football Club as well as other grassroots sporting programmes local to us. Pendleside Hospice is another local charity close to our hearts; last year we raised £8k for the Hospice and our donations help to fund specialist palliative and end-of-life care for patients and their families.
We also worked with Beyondly, a B-Corp consultancy company, to plant hundreds of trees and building protective circles around green spaces in the local area.
The second half involves the support we provide national organisations that share our mission to get the nation sleeping. Our two main charity partners are Zarach and the Sleep Charity, both of which do invaluable work with communities across the UK.
Sleep is critical for children to learn and grow and yet there are children up and down the country who don’t have a proper bed of their own. That prompted Zarach to set out on a mission to give ‘Every Head a Bed.’ We are a key partner in this campaign and since our partnership we’ve donated thousands of beds, mattresses, pillows and duvets.
We’ve recently introduced weekly wellbeing days and offer health checks, lifestyle coaching and wellbeing classes to our colleagues, and trained 17 mental health first aiders.
In addition to this, we were also the first brand to sign up to support The Sleep Charity’s pilot programme to tackle sleep poverty in South Yorkshire. After a series of initial donations, we have now broadened our partnership and are using our brand platform and reach to amplify the organisation’s purpose and mission. As part of this, we have recently collaborated with The Sleep Charity on the production of three training modules which will be launched through our Sleep Academy platform and made available to all our employees and customers across the country.
As the ESG agenda continues to evolve and more and more businesses look at ways to improve their sustainability offering, it is incredibly important that these practices remain holistic – encompassing environmental, social and economic sustainability. Not only will this sustainability trifecta enable a business to be seen more favourably in the eyes of stakeholders, it will also maximise its positive impact. There is a human cost to doing business and this must not be forgotten.
Mike Murray, CEO at independent beds and mattress retailer Land of Beds, talks about their sustainability progress through its partnership with The Furniture Recycling Group (TFRGroup).
Can you tell us more about your partnership with TFRGroup?
At Land of Beds, our commitment to quality sleep is matched by our dedication to sustainability. We are proud to announce our partnership with The Furniture Recycling Group (TFRGroup) to advance our CSR objectives. We began recycling our old mattresses with TFRGroup in 2023, and now we have also used their rejuvenation services. We have successfully recycled hundreds of mattresses and will continue to leverage TFRGroup’s expertise for both mattress recycling and rejuvenation.
This collaboration not only promotes environmental responsibility but also extends the life cycle of our products. Transforming Returned Mattresses into ‘Second Life’ Products: Through this partnership, comfort-guaranteed mattresses returned to Land of Beds are sent to TFRGroup, where they undergo a rigorous quality assurance process. Each mattress is sanitised to NHS standards, ensuring they are safe and clean for reuse. This process gives these mattresses a ‘second life,’ significantly reducing waste and supporting a circular economy.
We are thrilled with how our partnership with TFRGroup is going. Their commitment to high standards and sustainable practices aligns perfectly with our goals. This partnership not only benefits our customers but also significantly contributes to our environmental efforts.
Why is being a sustainable business
Being a sustainable business is crucial, and at Land of Beds, we’ve embraced this philosophy wholeheartedly. Our approach is simple yet powerful: “Always do the right thing, and if it can improve the bottom line at the same time, double down on it.” This philosophy guides our decision-making and has led us to some exciting initiatives that benefit both our business and the environment.
Take our mattress removal and recycling service, for instance. It’s a perfect example of a project that does good for the environment by reducing landfill waste while also providing added value to our customers and potentially boosting our sales. Our partnership with TFRGroup is another case in point; it enhances our sustainability credentials while also streamlining our operations.
We believe that sustainability isn’t just about being eco-friendly; it’s about creating a business model that’s resilient, efficient, and forward-thinking. By focusing on sustainable practices, we’re reducing costs through improved efficiency and waste reduction, attracting environmentally conscious customers, and futureproofing our business against tightening environmental regulations. This approach also inspires innovation in our products and services while building a positive brand image and customer loyalty.
Moreover, being a sustainable business benefits all our stakeholders. Customers get
high-quality, environmentally responsible products, while employees feel proud to work for a company with strong values. Our suppliers are encouraged to adopt more sustainable practices, and the local community benefits from our reduced environmental impact. Shareholders see long-term value creation and risk mitigation.
Ultimately, we recognise that we’re part of a larger ecosystem. By being a sustainable business, we’re contributing to the health of our planet and ensuring a better future for generations to come. It’s not just good business; it’s the right thing to do.
Other sustainable successes?
Expanding Recycling and Rejuvenation Programmes: One of our key initiatives is our mattress removal and recycling service for customers. This programme not only helps our customers dispose of their old mattresses responsibly but also significantly reduces landfill waste.
We’re excited to report that we’re forecasting a 10% increase in uptake of this service this year, which is a testament to our customers’ growing environmental awareness. Our collaboration with TFRGroup is a cornerstone of our broader strategy to enhance our recycling programmes and improve product lifecycle management.
We’re also focusing on sustainable sourcing, working with suppliers who share our commitment to eco-friendly materials and production methods. These initiatives reflect our dedication to not just selling quality beds, but doing so in a way that respects and protects
our environment. We believe that a good night’s sleep shouldn’t come at the cost of our planet’s health.
What would you like to see more of in the industry?
We’d like to see a greater move towards sustainability-first design and production. This means considering the entire lifecycle of a product from the very beginning of the design process, not as an afterthought. However, sustainability shouldn’t stop at the product itself. We believe packaging and logistics should be integral parts of this sustainable design process. This could involve using biodegradable packaging materials, designing products to be shipped more efficiently to reduce transportation emissions, or implementing innovative lastmile delivery solutions that minimise environmental impact.
Ultimately, we’d love to see an industry where sustainability is not just a buzzword, but a core principle that guides every aspect of product development, from initial concept to final delivery and beyond. This holistic approach to sustainability could drive innovation, reduce environmental impact, and create products that consumers can feel good about buying and using.
Are you noticing more sustainable-minded shoppers?
We are seeing an increase in sustainability-conscious shoppers, particularly among younger generations. We believe most people would prefer sustainable options if given the choice, but affordability remains a key barrier for many consumers. As economies of scale improve and sustainable technologies advance, we anticipate seeing sustainable products become increasingly cost-competitive.
We’ve been pleasantly surprised by our start to 2024, despite the difficult economic circumstances. Both the number of customers and the average order value have increased annually.
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We’d like to see a greater move towards sustainability-first design and production.
With the unemployment rate stabilising at remarkably low levels and inflation being around 2%, we are feeling cautiously optimistic about the rest of the year. However, we’re holding off on making any audacious forecasts because of the cyclical and usually turbulent nature of our sector. Instead, as the industry has seen personally over the past 24 months, we’re taking a practical, step-by-step approach while staying attentive since situations may change quickly.
The most challenging aspect at present is forecasting and making medium and longterm investment decisions. The economic landscape has been particularly volatile in recent years, making it difficult to plan with confidence. The recent stabilisation of inflation at 2% is certainly a positive development. If this level can be sustained, it should provide a more stable economic environment, potentially boosting business confidence.
We’re excited to share some upcoming plans that align with our core mission of helping as many people as possible sleep better. We’ve partnered with two renowned sleep experts to develop a free educational series focused on improving sleep quality for individuals with various conditions. This free, accessible resource will allow us to extend our impact beyond our product line, providing valuable information to a wider audience.
We believe that by offering both high-quality sleep products and expert knowledge, we can make a more significant difference in people’s lives. We’re confident this holistic approach will provide even more value to our customers and the wider community of individuals seeking better sleep. We’re currently putting the finishing touches on this series and plan to launch it soon.
www.landofbeds.co.uk
Matthew Randle, General Manager at independent bed retailer Dreamland Bedding Centre and sustainability guru, talks about his commitment to greener practices as well as sharing his ongoing work in the beds industry.
Back in 2011, Matthew Randle commenced his journey into the retail world of beds and mattresses, joining Brierley Hillbased Dreamland Bedding Centre as a part-time sales advisor. At this time, Matthew was also studying a Bachelor of Arts in Business Enterprise, where he graduated with first-class honours. From the moment Matthew jumped into beds, he was hooked and found an appetite for business improvement and continued learning.
Fast forward to the present day, Matthew has been nominated for awards, won accolades and championed local council policy changes as his desire and commitment to implementing change only grew stronger. But more on this later, as Matthew rolled back the 14 or so years, sharing an insight into his introduction to the furniture industry with fresh pair of eyes and a blank canvas to work from.
“My initial experiences at Dreamland ignited a fervent interest in both the industry and business improvement, though earning the proprietor’s confidence required some time. Mike Brown, who has successfully presided over Dreamland since 1976, was understandably circumspect about implementing changes, particularly those proposed by a recent graduate,” Matthew said.
“Over the years, my role at Dreamland has evolved substantially. Initially focused on sales, I gradually transitioned into marketing procurement and ultimately assumed responsibilities in business development. This progression reflects my commitment to personal growth and drive to contribute significantly to the company’s success.”
As the interview unfolded, Matthew remained extremely modest about his progression and achievements to date, stressing that he does not perceive his efforts as “extraordinary; rather, I consider them to be aligned with ethical and effective business practices which managers and leaders should always strive to adhere to,” he said.
We’ll let the readers decide, but with a knack of knowing a good story here at BFG, we’re sure others will find Matthew’s
”Presently, nothing from our operations goes to landfill, including cardboard, plastic, beds, mattresses, headboards, or frames. This initiative has incurred costs for the business, but the industry’s environmental impact is truly egregious.
journey rather remarkable. So, back to it. Recognising the imperative of continuous learning, Matthew completed all available industry-related training courses. However, his ambition extended further.
“In 2021, I approached Mike with a proposal to deepen my business acumen through further education,” he said. “After evaluating various options, I pursued a Level 7 Apprenticeship in Senior Leadership, complemented by an MBA. Mike, demonstrating the supportive culture at Dreamland, graciously offered to fund this endeavour, and I commenced my studies in September 2022. This period proved to be particularly tumultuous, as I soon discovered my girlfriend was pregnant, faced familial bereavements, and was promoted to General Manager, all while managing the rigorous demands of my academic program.
“Despite these challenges, Mike’s unwavering professional and personal support was instrumental in my ability to maintain consistently high grades. I am currently on track for a distinction, a testament to my ability to integrate real-world experiences with academic learning. This synthesis of theory and practice has profoundly deepened my understanding of business principles and their practical applications.”
Matthew said that one of its his most “transformative aspects” was the ethics module in his learning. “Initially sceptical due to the perceived dichotomy between academic theories and financial imperatives in a retail environment, I found this
module to be a defining moment. It enabled me to incorporate ethical theories into the strategic direction of Dreamland, particularly through the implementation of the triple bottom line framework, which emphasises the equilibrium of people, planet, and profit.
“One of the final areas where I sought to make a significant impact on the business was on the people within our organisation. My objective was to cultivate a culture of collaboration and self-improvement. Transitioning from the established norms was challenging but ultimately rewarding. We now offer extensive training opportunities for all staff, focusing not only on industry-specific skills but also on creating long-term value for the business. Some employees are pursuing AAT courses, others are engaged in apprenticeships, and many have participated in suicide awareness and dementia friend programs.”
Other implementations saw Matthew instigate regular staff appraisals and 360-degree feedback on his own performance, which have become integral to business operations, alongside regular staff meetings. Furthermore, and outside Dreamland, Matthew has taken his energy to the Dudley Council Voluntary Services (Dudley CVS) meetings, which helps us find ways to impact the area positive way. It doesn’t stop there either. Matthew also engages with the Brierley Community Forum, a consortium of town stakeholders dedicated to enhancing the local community, as well as working with schools to offer tailored work experience, with a focus on students’ career aspirations at the centre.
As for sustainability, Matthew has implemented significant changes to Dreamland’s operational practices as well as being a key influencer in the Brierley Hill Community Forum on how Government funding is spent. And yes, there’s more! Matthew is currently researching sustainability practices within the beds industry as part of his dissertation. But before we get into that, Matthew explained some of the sustainable-focussed initiatives embedded at Dreamland.
“Presently, nothing from our operations goes to landfill, including cardboard, plastic, beds, mattresses, headboards, or frames. This initiative has incurred costs for the business, but the industry’s environmental impact is truly egregious. If every bed retailer played their part, future generations would benefit immensely. This shift underscores our dedication to reducing our ecological footprint and promoting sustainable practices within the industry.
“By prioritising recycling and waste reduction, we aim to minimise our environmental footprint and foster a culture of sustainability among our stakeholders (this has resonated well with customers and internal stakeholders). In addition to our in-store policies, I am actively engaged in the Brierley Hill Community Forum, where we influence governmental spending decisions that impact our town.
“Our recent collaboration on a £15 million budget allocation underscores our commitment to enhancing the economic sustainability of our local area through strategic investments in infrastructure and community development. Building on this success, I have also been instrumental in curating the Age-Friendly Business Program, which has garnered positive feedback and participation from local businesses.
“I also became an Aging Champion this year. As an Aging Champion within our community, I serve as a conduit of information, ensuring effective communication between the older generation and the council. This role allows me to advocate for issues that affect our elderly population, bridging the gap between public concerns and council policies. Integrating myself and the business into the tapestry of the wider environment is key to business sustainability.”
That’s not the only title Matthew has earned of late either. In 2023, he was shortlisted for the ESBA Apprentice of the Year award for Staffordshire and the Black Country. This year, he was a finalist for the same award and Employee of the Year. “Although I did not win, I was honoured with a Special Recognition Award at the ESBA, highlighting my impact on both the business and the wider environment,” Matthew said. “This award was unprecedented, as the organisers, with 150 years of history, sought to recognise individuals who go above and beyond at this milestone event. Receiving this Special Recognition Award is not only a profound honour but also a testament to the support and guidance I’ve received from mentors, colleagues, and the organisation as a whole.
“Additionally, in 2023, I was nominated for a Community Champions Award. That same year, we entered the NBF Awards for the first time and made it to the final in the Small
Retail Champion category. This accolade is profoundly meaningful, as it truly shines a light on all the staff for their exemplary work.”
This work has been rewarded too, which takes us to the profit part of the framework. “I focus on the macro rather than the micro perspective, i.e., markup on a single item,” Matthew revealed. “By concentrating on the company’s EBITDA and evaluating performance over months and quarters rather than days and weeks, it becomes more economically efficient. Despite a general downturn in the industry year-over-year, we have maintained and exceeded last year’s figures. This holistic approach to financial performance ensures we are positioned for sustained success.”
As Matthew and the team continue to build on Dreamland’s momentum, the final thought of this article refers to Matthew’s ongoing dissertation research, as previously highlighted. He explained: “I am excited to share that my dissertation will focus on “Unravelling the Sustainability Dichotomy: A Critical Inquiry into Practices within the UK Bed Industry.” This research aims to explore various sustainability practices within the industry, with a particular emphasis on identifying opportunities for improvement.
“I plan to interview a diverse spectrum of stakeholders, including industry experts, suppliers, national retailers, and SMEs. By delving into these perspectives, I seek to inform my practices as a business manager and contribute valuable insights that can help others enhance their sustainability endeavours/policies. As I said earlier, it’s time for every bed business to do their bit towards a sustainable future.”
Mini Divani’s collection of sofa beds include different models with a modern and contemporary look. It offers a new range of fabrics with “elegant and sophisticated colors” and the possibility of choosing the mattress according to the customer’s needs. The lines and design that we have chosen for our products make them perfect for any residential setting. Uniquely elegant and nicely balanced shapes, our products are designed for a demanding public. We now offer our sofa beds to the English market, receiving excellent feedback from those who came to visit us at the Manchester Furniture Show. www.minidivani.com
DUXIANA and Bang & Olufsen (B&O) has launched a statement headboard constructed in solid wood and upholstery, with premium features including B&O sound. It is further complemented by composite stone side tables, positioned behind a super king bed. The product is exclusivity available through the DUXIANA retail channel and features three wood finishes, including oak or walnut, with a number of further customisable elements. Furthermore, the headboard is equipped with built-in Wi-Fi and Bluetooth connectivity, as well as enduring battery life and wireless charging capabilities. Integrating stateof-the-art home automation technology, this unified system is poised to redefine the home entertainment experience. Kevin explained: “From the adaptive RoomSense technology, which tailors playback to suit the environment, to the effortless streaming capabilities via Airplay or Chromecast, the potential for personalisation and expansion is almost limitless. www.duxiana.co.uk
Heated seats and a new easy-to-clean fabric option were unveiled by La-Z-Boy UK at the Manchester Furniture Show (MFS). The world-renowned recliner brand will showcase nine collections on its stand, including three new ranges –Bella, Douglas and Broadley. Both Bella and Douglas have the option of heated seats, power headrests and lumbar support, while Broadley is the latest UKmanufactured product to be released. MFS provided the first opportunity for retailers and buyers to check out a new fabric collection called i-Clean. This innovative performance fabric creates a protective barrier to repel dirt and liquids and prevent them from staining. www.la-z-boy.co.uk
With years of expertise in the mobility sector, we are thrilled to announce the launch of our brand new Vivasleep® bed range. Proudly designed and developed in the UK, these beds offer unparalleled comfort and style. Why Choose Vivasleep®? Premium Bed Frames: A variety of designs to suit any décor. Tailored Mattresses: Choose from a selection customised for optimal comfort. Innovative Adjustable Mechanisms with a 47 Stone Weight Capacity. Bluetooth Speakers, LED Lighting, Mobile App Control. Lumbar Support. Vivasleep® beds combine aesthetic appeal with cuttingedge technology, driving sales and satisfaction in your store. www.spchairs.co.uk
Lesley Edgar, Managing Director at 3D visualisation provider Red and Gray Ltd, talks about the use of CGI imagery in the furniture industry as well as why it’s a great way to showcase products.
In today’s digital world, it is common knowledge that 3D visualisation is firmly entrenched as a well-used tool to make advertising any product easier and less expensive to manage. However, not all CGI is good CGI.
One company that provides a quality service in the field is Red and Gray, with a particular focus on furnishings, which actually caters for around 90% of its client base. These have included brands such as Bensons for Beds, Harveys Furniture, Frank Olsen Furniture, Next Home, Sealy, Home Décor and Wiemann, to name but a few. Being experts in CGI imagery, the business has seen many ‘cut corners’ where brands have used poor CGI.
“We have seen many businesses focus on cost alone when choosing a CGI supplier. I would highly recommend asking for examples of work before commissioning a provider as the quality can vary dramatically,” said Lesley Edgar, Managing Director at Red and Gray Ltd.
“When a company offers top quality, high end, expensive product its important they don’t overlook the importance of investment in quality 3D render services to reflect the essence and characteristics of their brand and its values”. From furniture, kitchens, bedrooms, buildings, to taps, widgets or handles, time and money has been given to research and develop all these products but many are then advertised with poor quality images, “you don’t get a second chance to make a first impression”.
“Art/illustration is a subjective thing and appreciation of a product rendering is dependent on the viewer but these images are meant to be lifelike representations of particular products, they are selling a dream or an aspiration to own that product and we feel the most accurate, attractive and engaging image would be the ideal target.
Why sell high quality products without matching imagery? Is it cost, the opinion of the person signing off the marketing images, or something else? The most important aspect of any marketing imagery is how do you want your potential customers to see your product?
Red and Gray offer a full inhouse range of design, CGI, animation, configurators, AR and VR services, as well as recently investing in new AI technology, which is being “well received” with their clients. Having been established since 2001, the business has become the go-to for digital image services.
So, how can furniture businesses benefit from good CGI?
“We believe CGI is more important than ever,” Lesley says. “Many businesses are operating online and don’t have time/ space to photograph their products without the massive expense of hiring a studio or bespoke location, sending staff to manage the project, hiring a photographer, building an appropriate set, the list goes on.
“We now live in a world where everything is fast paced and visual, scrolling on autopilot. Imagery is everything, it needs to be eye catching and relevant, otherwise it won’t last for more than a second on screen. Furniture is important to most people, there is always a relevance, so sellers need to ensure the future buyer is attracted enough to the image to persuade them to find out more.
“All you need with CGI is your product details and an idea of what you’d like see in the final images, the rest is all on us.” As like with any service provider there is a cost for good CGI imagery. However, Lesley added that the reality is much more cost efficient than you might think.
“Clients often worry about the cost of CGI. The reality is, compared with traditional photography and set building, its inexpensive, its flexible and we keep up with all the current trends so can advise on the best way to showcase your furniture.
“All 3D sets, geometry and final images we create for our clients are archived so can be used again with a change of product, updated style or décor, or even a different window. By reusing an existing set, you can have a whole new room for a fraction of the cost and the time.
“I truly believe CGI is the future for any furniture business. The world has changed, most buyers are not interested in the detail until they are ready to buy, so it is all about an image being good enough to make the customer stop and
Most buyers are not interested in the detail until they are ready to buy, so it is all about an image being good enough to make the customer stop scrolling and take notice.
take notice. We want to see it, we want to imagine it in our home, we want to visualise how it will enhance our space.
“Furniture creates a feeling for a buyer, positive or negative. With CGI we have more control than with traditional photography and we can create a positive feeling with every image.”
If CGI is something your business is considering to enhance images and more, Lesley said the process is simple to get started. “We are here to guide you through the whole process, what we need to get started and manage your expectations. CGI is simple, if you can imagine it, we can create it.
“We can accurately model your product, create its texture and build the perfect setting to create a final high-resolution image all tailored to your brief, to target your audience and meet your marketing goals. If you would like to know more or have a chat then please get in touch to see how we can bring your images to life.”
(Correct as of 22 July 2024)
Established in 1990 The Vogue Beds Group is one of the UK most innovative bed and mattress manufacturers. Supplying retailers, hotels along with manufacturing mattresses for some of the UK’s biggest brands. The Vogue Bed Group knows what it takes to create the perfect night’s sleep.
We’re looking for an agent to cover: South West and South Wales & one for: North London and Northern Home Counties.k.
Shankar UK LLP is one of the leading designers, importers and distributors of quality furniture in the UK and they are seeking a dynamic and results-oriented Sales Agent to join their team in Scotland.
Requirements
• Minimum 3 years relevant experience in the furniture sales industry.
• Strong communication and interpersonal skills, building up a rapport with customers and creating long-term client relationships.
• Excellent negotiation and closing skills, with a strong focus on achieving sales targets and driving through sales growth.
• A valid drivers licence and willingness to travel within the agreed designatory territory. Shankar UK LLP provide their show van and require agents to regularly visit clients using this.
Responsibilities
• Developing and maintaining a strong understanding of the product range offered by Shankar UK LLP.
• Building and maintaining long-lasting relationships with customers and servicing all their needs.
• Identifying sales opportunities in designated territory and bringing in new customers in this area.
• Showcasing features and benefits of our products through presentations and product demonstrations.
• Provide exceptional customer service, dealing with any queries or concerns promptly and in a professional manner.
• Regularly provide feedback to management on industry trends, competitors offerings and feedback from customer base.
To apply, please contact Mark Prior at markprior@shankar.uk.com
You will be required to help develop and maintain a strong understanding of the product range offered by the Vogue Beds Group and to showcase these products to customers.
To apply, email your CV to Sales Director –Rob King on Rob.king@voguebeds.co.uk and Director Bilkis Patel on bilkis.patel@voguebeds.co.uk
Location: Covering the area from Stafford to the Southeast & SouthWest.
Job Description: We are looking for an energetic, highly motivated, results driven Sales and Business Development Manager with excellent selling, communication and negotiation skills. You will have a proven track record in Sales to furniture retailers and have the ability to identify potential opportunities and to actively seek out and engage customer prospects. The role also includes visiting existing customers and selling into them floor model displays, monitoring the repeat rates and adjusting display lines as appropriate to maximise repeat rates.
Responsibilities include:
• Liaise with, Support, guide and manage existing Sales agents on your region
• Achieve personal and regional monthly new business and year to date revenue targets.
• Strategically breakdown the region, identifying and turning prospects and leads into sales.
• Visiting existing and prospective new customers through a mixture of arranged appointments and cold calling.
• To have the strongest possible initial impact one of our companies Show vans will be made available exclusively to you for an agreed period of time (and for periods throughout the year) which will enable you to maximise sales from the commencement of your role.
Benefits include:
Competitive Salary, commission and Bonus OTE package. Company Pension. Fully expensed Pool Vehicle. Please forward your CV and covering letter to Mark Prior – markprior@shankar.uk.com
Job Description: Proven track record in sales and the ability to sell over the telephone. You will ideally have experience of selling floor model displays into furniture retailers. The role would be perfect for someone who wishes to have the flexibility of Part time working from home. Responsibilities include: Achieve monthly new business and year to date revenue targets; Telephone selling to both existing and prospective new customers. We will provide high quality brochures and promotional materials that can be emailed by yourself to customers to aid in the sales process. Benefits - Competitive salary, commission/ bonus OTE package. Please forward your CV and covering letter to Mark Prior – markprior@shankar.uk.com
Paul Wray, Managing Director of Furntec Ltd and Modern Outlook Furniture,
talks about ongoing issues with shipping.
There are lots of hurdles in the supply chain from China to the UK. If you have managed to overcome all these hurdles then you are doing great that is until it’s time to ship your goods back to the UK.
Why? Because it is happening again; the shipping prices have spiked making it unbearable for most furniture importers to ship their goods. If they do, they either must increase their prices or take the hit, either way it’s not good for the industry.
This has a big effect on the factories here in China, they are desperate to keep the cogs moving but factories all over China now are just holding stock waiting for the shipping to come down.
Shipping is not something I really get involved in but it has a big effect on what happens here, especially when you consider most furniture especially sofas to be big bulk product which takes up a lot of space on a container.
There needs to be a solution for the industry that gives them peace of mind. The shipping lines are a law to themselves and contracts are not worth the paper they are written on.
It’s going to keep happening, this is not the end of this issue and it is a big concern of mine and many factories
This is not the end of this issue and it is a big concern of mine and many factories in China.
in China. However, there could be a saviour who is willing to Charter their own vessels and guarantee a consistent rate all year round, with guaranteed no surcharges.
We have to all work together on this for the sake of not only your businesses but the furniture industry. Please feel free to contact me and I will send you information on the shipping consortium.
Modern Outlook Furniture assists businesses of all sizes in procurement from China at any stage of your project. If you would like a no obligation conversation about how we can assist you and help you avoid any costly issues or nasty surprises, please do get in touch!
paulw@modernoutlook.cn www.linkedin.com/in/paul-wray-79403935/
This month we’re asking retailers: Did you go to the Manchester Furniture Show and if so, what were your thoughts?
MFS is a great opportunity to see our suppliers and catch up with our network.
So happy to be back at the show, I truly missed it and absolutely thrilled to have it back next year. I love the ease of the venue and its location, the social side, renewing your contacts and discovering new business. MFS gives you an opportunity to fill in the gaps in your warehouse you might have.
We decided not to go the Manchester show this year. To be honest since they stopped doing the show there these recent years it seems to have lost its relevance to me, lost its momentum. I know they moved it to Harrogate once or twice but it didn’t seem to have the same importance it used to have. Also, because we are a bed specialist there didn’t seem to be much for us there.
Overall, it’s been great to see people all in one place and being local to Manchester has been very convenient for me. It has been really positive and this is a great show to look for newness and trendy products!
I went to this year’s Manchester show and enjoyed it. I think it was a good show after a break of 5 years but the organisers could definitely do with getting a few more manufactures on board next year. Next year is back to the Sunday and Monday dates which I think should help with attendance from retailers.
The only show worth going to in the UK is the NEC January Furniture Show and to be honest that has been a bit thinner recently. But Sir Keir says it’s all CHANGE and next year is going to be a stunner. Day out in Manchester. Go to the Lowry, it’s a better place to look at furniture and pictures!
Last month saw the Manchester Furniture Show (MFS) reopen its doors after a 5-year hiatus, to a wonderful reception.
Exceeding expectations, MFS welcomed thousands of visitors over the two days and has already rebooked two-thirds of the 2025 edition. The show floor buzzed with a vibrant energy as prominent buyers from across the UK and beyond flocked to Manchester Central. Notably, over a third of these buyers extended their visits beyond a single day, showcasing their commitment to exploring the show and taking advantage of the many networking opportunities.
The positive response to the show’s return cemented its place in the industry’s calendar as a must-attend for any furniture professional. With 2 days of selling, sourcing and networking, MFS saw an increase of +133% in Architectural Practice visitors, +36% in Distributors and +5% in Hospitality visitors compared to the last show in 2019.
With as much of an emphasis on networking as selling, MFS provided ample opportunities for networking and fostering connections between buyers, designers, architects, manufacturers, and distributors at The Spritz Bar, sponsored by Claimlane, The Networking Hub, Women in Furniture Networking Brunch, Food Court and the Summer Solstice Show Party.
With an impressive 65% conversion rate for VIP visitors, exhibitors gained access to some of the industry’s top buyers including DFS, Amazon, Benson for Beds, Wayfair, Arighi Bianchi, River Island, Dreams, Fishpools, Oak Furnitureland, Stollers, Harvey Norman, Sterling, Connollys of Moy, Cookes Furniture, Fabb Furniture, Joules, Housing Units, Sofology, Sainsburys, Argos, Dreams, Dunelm, Highgrove beds, Frasers, Silentnight, Trendbible, Royal Oak Furnishers, B&Q, Gillies and Stokers. With over 70% of total VIP attendees having over £1 million buying budget, boasting a combined buying power exceeding £40m+ it was great to see orders being made and taken at the show.
The Manchester Furniture Show welcomed international buyers who visited from 23 countries, including Bulgaria, China, Denmark, France, Germany, Hong Kong, India, Ireland, Lithuania, Italy, Morocco, Netherlands, Nigeria, Poland,
We
can’t wait to bring the show back next year, even bigger and better!
Portugal, Sierra Leone, Slovenia, South Africa, Turkey and more. The first evening hosted a fun-filled Summer Solstice Show Party to celebrate MFS’ triumphant return.
Clarion Retail’s Portfolio Director, Zoë Bonser, said: “It was wonderful to see the show have such a successful return and to celebrate with a brilliant party! There was no better way to mingle with the industry and make the most of our time together in the vibrant city of Manchester.
“The team did a great job to curate a fantastic collection of brands and give visitors the best opportunity to source the latest products in a fun and relaxing environment. We can’t wait to bring the show back next year, even bigger and better!”
Thursday morning saw the Women in Furniture Network host a Leadership-themed Brunch with its biggest turn out yet. With a wonderful keynote from La-Z-Boy Incorporated’s CEO and President Melinda Whittington who inspired guests with her authentic talk about her career journey and top tips for any woman and business in the furniture industry.
Visitors and exhibitors networked over a delicious brunch and made long lasting connections. Nandani Bansal, Head of Partnerships at Polygon Studios, said that Melinda’s Keynote ‘was one of the highlights of MFS as she shared her inspiring journey and invaluable advice for women in the furniture industry’.
MFS’ return has been an incredible success and The Furniture Show’s team can’t wait for the 2025 edition. Mark your calendars now for MFS 2025 taking place on the 6-7 July 2025, but in the meantime the team are busy preparing for an even bigger January Furniture Show. With Hall 1 already sold out and exciting new brands confirmed, roll on 2025!
www.thefurnitureshows.com
WORD Adam Hankinson
Adam Hankinson, Managing Director at Furniture Sales Solutions, talks about information overload.
The difference between a great salesperson and a poor salesperson is similar to that of a great teacher and a poor teacher.
A great teacher takes the time to learn about their students and tailor their tone, delivery, and subject matter in a way that appeals to them. Whereas a poor teacher bowls straight into telling instead of teaching, delivering their lessons in a rigid format with no regard for how the students will receive them and, as a result, overwhelming everybody.
It’s similar when it comes to sales too.
It’s very tempting when you’ve had a recent manufacturer’s visit to just download all of those detailed facts and features you’ve just learned to every customer within earshot. It’s a natural instinct, it all sounded so interesting when the manufacturer described it to you yesterday.
However, all of this information could become a barrier to a sale. We should instead try to follow the path of the great teacher, by learning about each customer before delivering only the information that is relevant to them.
MORE SALES GUARANTEED
A useful question to start building a more detailed picture of the customer’s needs is “What are your must-haves?” or “What are the 3 most important things to you about this product?”.
To this, a customer might answer:
“We want it to be comfortable, we want an updated style, and we want a darker colour”
From one simple question, we’ve learned that their top priorities are comfort, style, and colour. Now we’re able to start to dig a little deeper:
“What exactly do you mean by comfort?”. They might need lumbar support, something that’s easier to get up out of, or that’s nice and deep to curl up on.
“What do you mean when you say an updated style?”. Their current sofa might be 10 or more years old and is beginning to look a bit dated.
“What particular darker colours did you have in mind?”. They might want a dark grey to hide any marks or stains.
To key is asking the right questions to uncover the customer’s unique requirements, narrowing the recommendations down further and further in your mind BEFORE utilising all of that product knowledge.
The more that we’re able to flesh out what it is exactly that the customer is looking for, the better our recommendations will be. A handful of choices is a lot more manageable than a showroom full of a hundred different styles, colours, and fabrics.
To begin with, try “What are your 3 must-haves?” and see what a difference it makes to your sales interactions today.
