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: 26
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
This month sees the return of the Autumn Furniture Show where we take a look at what to expect to see, including the latest developments from Vogue Beds, Owl + Lark, PureCare and Wiemann. AI specialist Presti lifts the lid on how the technology can save time and money, while RetailSystem details just why their software is best in class and why WebSystem is the go-to platform when searching for a new website provider.
We also caught up with Euro Lamps, making their debut during the Minerva event, where they shine a light on, well, their lighting products! In keeping with bright ideas, Spaceworks features with their focus on the process of finding the right partner when freshening up a retail store. Our cover star, Vogue, unveils all the information behind their new Climate Mattress Collection, taking the brand up another level with its sustainability offering.
Remaining on the eco-path, we spoke with Purman Recycling where they talk about turning industrial debris into stylish, sustainable furniture, while our Green Retail feature focuses on the latest updates from home furnishings retailer Dunelm. We also revisit the Dreams Manufacturing Guild Mark story and why the recognition means so much to the business, while Emmiera shares an insight into their own journey to excellence and Peak Converters explains how leveraging their expertise and innovation has led to big success.
The edition features a recap of the recent INDX Furniture and Irish Furniture & Homewares Show events, as well as an insight into the expansion at AIT Home Delivery, anniversary celebrations at JB Commercial and the recent changes at Guardsman, including the move to a new office. Timber Art Design UK explore how tradition meets modern living, Gallery Direct gets cosy with Autumn and reveals a look at their AW24 collection, while Sweet Dreams continues their rebrand conversation and GNG details the expansion behind its Komfi range.
As for the regulars, Alan Spencer and Andrew Kerr, both from Siren Furniture, talk about their respective roles, industry trends, sustainability and why fire regulations are a barrier to change in our latest Big Interview, while Rightstyle Furniture features in our latest Retail Focus. The Bed Expert and Letter’s from China and Vietnam return with more industry insights, while we also spoke with Ian Dormer in our next Meet the Agent/Rep series.
We also spoke with Sourcebynet who shares an insight into their creative direction for children’s furniture. In other monthly events, Decorex takes place in London, while also in the capital is the Outdoor Living & Wellness Expo. Next month, our attention shifts towards the January Furniture Show with an early look at developments ahead of 2025’s JFS.
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.
56. Continuing the Growth Journey
18. The Big Interview
22. Autumnal Colours
24. It’s all change for Guardsman UK
26. AI saves time and money
28. Lighting the way to growth
30. Design and Build with Spaceworks
32. Retail Focus: Rightstyle Furniture
36. Looking for a new website?
38. Why RetailSystem?
40. Autumn Furniture Show
42. Introducing Owl + Lark
44. PureCare maintains momentum
46. The Climate Mattress
48. Meet the Agent
50. Wiemann looks to a busy future
52. New logo for historic year
54. The Bed Expert
16. Big on Social ON THE COVER Vogue Beds: The Climate Mattress www.voguebeds.co.uk
58. Peak Converters leverage expertise and innovation
60. Emmiera’s Journey to Excellence
64. GNG expands Komfi Range
66. A decade-long commitment to the Irish furniture industry
68. Destination Furniture
70. Furniture for Future Generations
72. JB celebrates 20-year milestone
74. Turning Rubble into Furniture
76. Green Retail
78. INDX Furniture delivers design and innovation
80. AIT Home Delivery continues to expand
82. New Products
86. Letter from Vietnam
88. Letter from China
90. Outdoor Living & Wellness Expo 2024
92. Big Question: Sales training?
94. Jobs
96. Discover Timber Art Design UK
ALAN SPENCER, MANAGING DIRECTOR, and ANDREW KERR, COMMERCIAL DIRECTOR at Siren Furniture, talk about their respective roles, industry trends, sustainability and fire regulations.
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98. Last Word with Furniture Sales Solutions
DESIGN AND BUILD
Kate Rowe, founder at Spaceworks Interiors, details the process behind a design and build project when looking to freshen up a retail store.
32
RETAIL FOCUS
Rightstyle Furniture talks about the recent opening of its new store in Santry, how storage is a balancing act and why building trust with customers is crucial. BIG INTERVIEW ALAN SPENCER and ANDREW KERR
THE CLIMATE
46
Bilkis Patel, Director at Vogue Beds, talks about their consistent evolution in offering a range of eco mattresses including the development of their Climate collection.
Furniture brand Sofa Club has announced the appointments of Sally Mason as Finance Director and Chantal Amado as Merchandising Director.
These two highly experienced leaders will bring valuable expertise to help drive Sofa Club’s continued growth and success.
Sally Mason joins the company after a successful 6-year tenure at Tesco, where she led the Finance Business Support function driving efficiencies through their Save to Invest program. Before this, Sally held several Senior Finance roles at easyJet, Primark and John Lewis. Her background in financial strategy and leadership will be key as Sofa Club continues to enhance its financial performance and operational processes.
Sally shared her excitement about joining the company: “I’m thrilled to be joining Sofa Club at such an exciting time in its growth journey. The company’s innovative approach and commitment to quality make it a dynamic place to work, and I’m looking forward to contributing to its success.”
In addition to Sally, Sofa Club is also excited to welcome Chantal Amado as the new Merchandising Director.
Chantal brings with her 4 years’ experience as Merchandise Director previously at Loaf followed by Head of Trading & Merchandising at Snug, where she played a crucial role in driving the company’s merchandising strategy. Chantal’s expertise in product selection and market trend analysis will help Sofa Club continue to offer high-quality, on-trend furniture at competitive prices.
Chantal Amado expressed her enthusiasm for her new role: “I’m incredibly excited to join Sofa Club and be part of such a forward-thinking company. I look forward to working with the team to create a compelling, customer-focused merchandising strategy that drives growth and ensures we continue to deliver products people love.”
“We are delighted to welcome both Sally and Chantal to the Sofa Club leadership team,” said Louis Rose, CEO of Sofa Club. “Sally’s expertise in managing complex financial operations and driving efficiency, combined with Chantal’s keen understanding of customer needs and her talent for curating collections, makes them the perfect additions as we continue to grow and expand.”
With these key new starters in the leadership team, Sofa Club is well positioned to strengthen its market presence and continue its mission of delivering exceptional products and service to its customers.
Independent furniture retailer Choice Furniture Superstore (CFS) has undergone a refurbishment project at its Leicester store.
CFS, which operates online and from its store at Grosvenor Works, aims to enhance the customer experience through the significant revamp
through its store. Bilal Alimahomed, Co-Founder at CFS, commented: “We want to create a better experience for our customers and with new ranges coming in, we wanted to get the showroom looking its best.
“We’ve had a very successful summer sale clearance of stock ahead of the works, which will make way for new lines ahead of an anticipated busy winter period. It’s exciting times here at CFS and our refurbishment will further showcase quality products in a perfect setting, giving our customers an enhanced shopping experience.”
Pocket springs supplier Wolf Components has announced the appointment of George Joyce as a Director of the company.
As an Engineering Design graduate, George brought his drive and enthusiasm to push Wolf’s manufacturing forwards over the last four years in operations along with gaining significant knowledge and expertise in the products.
At the beginning of the year, he took on the Commercial & Business Development role, leading its efforts in continuous innovation. Now joining Wolf’s experienced Director team, George will assist in shaping the company’s direction and strategy with a focus on further product development and manufacturing excellence.
“Wolf Components continues to go from strength to strength as a leading manufacturer of pocket springs and with George joining our board of directors, we’re excited for this next chapter of innovation as we work to deliver the highest quality products and service to our customers,” the company said.
Having achieved a distinction in his ‘MSc Sustainability’ and a fellowships to all leading sustainability organisations, Richard Naylor, has decided to turn his passion for sustainability into a new consultancy, which he has branded ‘Hawksfield’.
Headquartered centrally at Loughborough University’s prestigious science and enterprise park, the new company is focused on helping to navigate and prosper from the many complex areas of sustainability.
Richard stated, “I have a genuine passion for sustainability, innovation, storytelling and bringing all three areas together to create commercial opportunities that delight customers and that are positive for society and the environment”. He added “I have worked with many businesses in the furniture industry value chain and quickly came to the realisation that accessible, bespoke and specialist advice was not readily available, which is why I have launched the new business”.
Not restricted to just the furniture industry, Richard and team are undertaking ESG due diligence audits for private equity and venture capital companies and are planning to develop the advisory aspect of the business into the fashion and food sectors during 2025. The consultancy also plans to start the Hawksfield foundation, which will aim to support good causes that align with the United
Nations Sustainable Development Goals. Richard is also a guest lecturer at Cranfield University on sustainable and green finance.
To help with expansion, Richard has received philanthropic advice from Simon Spinks who over a decade ago introduced him to the positive impacts that sustainable businesses can achieve. On the new venture Simon stated: “when Richard mentioned Hawksfield, I thought what a great idea, there is such a shortage of expertise in this area, and it is rare to find someone offering these services with a real-life background in business. Most qualified people come from a mainly academic place”. He added “Offering advice that is commercial as well as doing the right thing has got to be good for business and the planet”.
Some of Hawksfield’s® unique services include tailored sustainability advice; specialist research; product innovation and incubation; storytelling and content creation; and the Hawksfield training academy. For further information on Hawksfield and its services please contact Richard Naylor on 07904 713920 or visit: www.hawksfieldconsulting.com
Following five years of continuous growth for Co Tyrone bed manufacturer, DFI Beds, the company has committed to further growth and expansion by investing £500,000 in the
business and the creation of a further five roles.
Based outside Coalisland and headed up by Managing Director, Brian McCann, DFI Beds plans to invest £500,000 in new machinery and in its GB expansion, which is scheduled for autumn 2024.
The investment includes a mattress roll-pack machine for the production of mattress toppers, which are increasingly popular with customers across the UK and Ireland. More compact in size, the development of DFI Toppers will enable to business to expand its operations across the UK.
Established back in 2019, DFI Beds has grown consistently year-on-year by expanding its product range for consumers, working with hospitality and accommodation providers, and establishing a successful business-tobusiness offering in which it provides superior quality beds and mattresses to many leading names across Ireland.
Speaking about the business’s growth and expansion plans, Brian McCann, Managing Director of DFI Beds commented, “In just five years, we have manufactured and sold 75,000 mattresses and 65,000 beds to customers across Ireland. We have thousands of five-star Trustpilot reviews, and this success has given us the confidence to further invest in the business and expand to Great Britain.
“DFI Toppers is a new strand of the business. We have confidence in our product and manufacturing processes, we have the right people in place, and we’re well positioned to build the DFI Beds brand across the UK.”
As part of its strategic growth plan, DFI Beds has undergone a rebrand, combining all elements of its business under one brand – DFI Beds, DFI Toppers, and DFI Contracts. The new branding reflects the company’s growth and commitment to offering a complete range of sleep solutions under one roof.
Luxury bed manufacturer Enchanted House has joined the National Bed Federation (NBF) following an A rated factory audit and recently exhibited at the Bed Show, with an exciting new look sales team.
James Leach and Colin Boyce will now represent the brand with support of their national sales manager Tracy Selway in looking to bring the most talked about new bed brand in the industry to potential partners within the United Kingdom and Ireland.
Investment in the brand doesn’t stop with the sales team but there are also plans underway and have been submitted to add two further extensions to the factory, which in the last year has already been doubled in size and capacity to cope with the increase in demand. A recruitment drive is underway for very skilled craftsmen to join the growing team at the luxury Devon bed makers.
Swedish furniture retailer IKEA and supermarket giant Tesco are expanding their partnership by adding next generation self-serve IKEA lockers at Tesco’s Dereham Extra and Cambridge Newmarket Road Superstore.
The new automated pick-up lockers in Dereham and Cambridge are among just three locations in the UK selected for the trial, where customers can easily order a wide range of IKEA products, from home accessories and homewares to furniture, for collection at their nearest locker, which is available 24/7.
At each store customer orders will be available for collection from one of 35 differently sized lockers that can accommodate furniture of almost all sizes. From smaller IKEA products such as KNOPPÄNG picture frame to larger items of flat pack favourites from a BILLY Bookcase to a BRIMNES Bed or even a PAX wardrobe. Larger orders may be split across multiple lockers.
These automated ‘pick-up lockers’ build on the existing partnership between IKEA and Tesco, which has seen over 100 mobile pick-up points launch at Tesco stores across the UK. A further 100 pick-up points are planned to launch, half of which are due to open this year.
Jakob Bertilsson, Country Customer Fulfilment Manager, IKEA UK, said: “We’re continuously exploring new ways to connect with our customers across the UK and this trial marks a significant milestone in our ambition to become even closer to our customers. We’re excited to extend our successful partnership with Tesco to bring these next-generation lockers to our customers in the Norfolk and Cambridgeshire areas and provide a range of services that are affordable, accessible and offer the best possible experience.”
Simon Williams, Tesco’s Assets and Estates Director, said: “We’re pleased to be building on our existing partnership with IKEA to trial innovative ways of improving the shopping experience for Tesco and IKEA customers.”
James Robinson Fibres invests £750k in future-proofing operations
Yorkshire-based textile innovator
James Robinson Fibres is investing
over £750,000 into its head office and warehousing at Euroway Industrial Estate in Bradford, enhancing operational efficiency as it celebrates 150 years of pioneering spirit in the textile industry.
The fifth-generation family business, which includes Texfelt in its portfolio, has been making significant investments across the group. This follows a £10m investment into Texfelt’s Cutler Heights facilities, positioning the company as a global leader in innovative textile fibres & fillings solutions.
JR Fibres will utilise this investment to refurbish buildings, enhance office and welfare facilities, and consolidate all business departments under one roof. The investment also extends to IT infrastructure and other operational efficiencies, improving flow and function to achieve world-class efficiency levels in manufacturing, warehousing, and logistics divisions.
James Taylor, Group Chairman, said: “As we celebrate 150 years of James Robinson Fibres, we’re not just reflecting on our achievements but actively shaping our future. This investment represents our commitment to continuous innovation and adaptability – principles that have been the cornerstone of our success since 1873.
“Throughout our history, we’ve consistently reinvented ourselves to meet changing market demands. From our origins in wool dyeing to pioneering recycled fibres, and now leading the way in sustainable products and materials, we’ve always embraced change. This latest investment ensures we remain at the forefront of innovation, ready to tackle the challenges and opportunities of the next 150 years.”
James Robinson Fibres is a leading independent manufacturer, stockholder and supplier of Polyester staple fibres, supplying predominantly to the furniture, furnishings, and bedding industries, with large warehouse facilities situated in Bradford UK and near Keelung, Taiwan.
Europe’s leading high-end interior design event, Decorex returns to Olympia Events, London. Taking place from 6-9 October, more than 280 brands will exhibit their latest design innovations and product launches.
Bespoke luxury linen manufacturer, Heirlooms (B54) will be exhibiting an array of new designs and embroideries set to wow visitors. Each year, the brand displays a fully dressed bed in line with the theme of Decorex. For 2024, Heirlooms will embrace the modern organic look with earthy tones and subtle embroidery.
Holmes Bespoke (F20) specialise in hand-crafted custom rugs using the finest natural fibres for projects worldwide, across luxury residences, hotels and super yachts. The brand will launch its most luxurious collection to date, Hidden Gems, which combines the calming and serene qualities of nature’s most precious gemstones with deeply tactile and sumptuous bamboo silk crafted to depict each gemstone’s unusual graining and luminescence.
Visitors will see the latest designer and brand collaborations at the V&A Interiors (G35) stand, which takes inspiration from its vast archives and diverse museum collections. There will also be the opportunity to join the stand talk ‘Textile Treasures’ by the V&A’s Research team to learn how the museum’s collection of Indian textiles is influencing today’s manufacturers and designers.
Presenting its collection of high-end
rugs will be FLOOR_STORY (G34) with hand-made and off-beat designs that are bold and original.
FLOOR_STORY’s unique archive is built on the foundation of guiding designers from all mediums into the world of rug-making, creating an award-winning edit of rugs.
Recognised B Corp COAT Paints (D36) will make a splash at Decorex with The Green Collection, in collaboration with House Nine Studio whose founder Jojo Barr will also be speaking on the main stage. Challenging what it means to be a paint company, COAT will showcase its six paint finishes and recyclable Peel & Stick swatches for your next project.
Omexco (B24) design and manufacture exquisite wall decorations, including printed, woven, natural, or custom cut to bring poetry to your space. Omexco will launch its new collection, Café Society, an exclusive range of designs featuring rich velvety weaves, luxurious chenille yarns and printed textiles.
Fromental (H32) specialise in hand-painted and embroidered silk wallpapers which blend the elegance of historical design movements with contemporary creativity. Decorex will feature a series of installations by Fromental in the Making Spaces area, offering visitors an exclusive glimpse into the silk wallpaper production process. The brand will also reveal
an exciting new collection by interior designer, Sophie Paterson.
UK-based decorative lighting company, Pooky Lighting (D40) is a designer and maker of high-quality lighting that looks beautiful, but is still affordable. A go-to destination for leading interior designers, Pooky will debut a new rechargeable collection of over 20 cordless lights, providing the freedom to integrate with existing lighting schemes.
Bert Frank (E37 & F40) will showcase its renowned British luxury lighting, celebrated for its original design and exceptional craftsmanship. Using high-quality materials, such as solid brass and precision-engineered components, ensures the longevity and integrity of every product. The brand will launch a variety of collections including the Colt Hexagon and Octagon at Decorex.
British lighting manufacturer J. Adams & Co (F50) specialise in elegant luminaires of unparalleled quality. The brand offers bespoke designs, tailoring special editions and different finishes of its products. New to Decorex, J. Abrams & Co will exhibit its outdoor Tor Down Wall collection, its first collection to explore the decorative capabilities of metal casting.
Registration is now open - trade tickets £22, consumer tickets £35, student tickets £12 and VIP tickets £60 – all exclusive of VAT. To register, visit: https://rb.gy/9ruybr
Office furniture and home furnishings supplier Herman Miller has announced the opening of a new showroom in London. Situated in the design neighbourhood of Clerkenwell, MillerKnoll London includes three floors spanning contract showrooms and retail stores for its Herman Miller, Knoll, and Maharam brands. “We believe there is substantial opportunity to grow internationally,” said Ben Groom, President, International Contract at MillerKnoll.
After 21 years of promoting European and UK KBB and interior brands, Simpler PR has announced the launch of its dedicated PR service in the USA, aimed at helping British design brands make their mark in the affluent North American market. Founder Marie Fuller, who has spent considerable time in the USA for personal reasons, saw the love and demand for British interiors at first hand. “From quintessentially British to a more modern, European vibe, UK brands create a unique narrative in the US —and we’re excited to help them tell that story – to an entirely new audience.”
Home furnishings retailer Dunelm has unveiled the latest iteration of its Home of Homes campaign ‘Easing Into Autumn’, showcasing its extensive product offering. The campaign, created by global creative agency Creature London with media support by Goodstuff and will run until 3 November, aims to surprise and delight customers who have shopped with the brand for years, or are about to for the first time.
Global online furniture retailer Wayfair and Brighton & Hove Albion has announced an official partnership for the 2024/25 season. Throughout the
season, Wayfair will be prominently featured at the American Express Stadium, on digital platforms, and across social media, strengthening brand visibility and connecting with football fans and home enthusiasts alike.
Irish home store EZ Living Interiors has announced the launch of its collaboration with Kukoon Rugs, delivering an exclusive in-store experience which enhances its offering. It’s a collaboration, which sees a roll-out of dedicated in-store Kukoon Rug Hubs designed for all 21 EZ Living Interiors stores, marking the first time the retailer has collaborated with a rug company.
Home furnishings retailer Dunelm has reported a growth in sales and profit in what has been another strong year for the business. According to its preliminary results for the 52 weeks to 29 June 2024, total sales rose 4.1% to £1.7bn from £1.6bn in 2023. Gross margin improved from 50.1% to 51.8%, while pre-tax profit resulted at £205m, up 6.6% from £193m against the previous year.
Digitally-led furniture and homewares retailer The Cotswold Company has reported a 15% growth in sales to £40.1m for the six months ending 25th August 2024, experiencing a 21% yearon-year increase in active customers. E-commerce accounted for 80% of total sales, with growth driven by both customer and conversion rates. Sales via its nine retail showrooms increased significantly driven by new categories and footfall growth as a result of geotargeted digital marketing.
Bed manufacturer Hypnos has announced the appointment of Mark Cort as Commercial Director,
completing the senior leadership team. Joining the board of directors in the company’s 120th year, Mark will use his experience in the industry to build on its legacy and continue growth in sales of Hypnos beds and mattresses within the retail and hospitality sectors.
Tesco clothing brand F&F has launched its debut homeware brand, F&F Home, offering over 1,000 lines across home décor and furnishings. Products from the range include plates and glassware, rugs and foot stools, bedding, soft furnishings, and decorative accessories. The in-house F&F Home design team at Tesco and trend experts have developed the range, focusing on upcoming autumn and winter trends.
Danish furniture manufacturer Skovby has announced the appointment of DXN (Graham Dixon) and Westgarth (Greg French) as the new agents for its UK sales activity. This strategic collaboration aims to strengthen Skovby’s presence in the market and aligns with the respected Scandinavian brands already represented by Westgarth and DXN, such as SITS and Flexlux.
Global specialist in motion upholstery, La-Z-Boy Incorporated, has announced a new partnership with leading UK furniture retailer, DFS. Through this exclusive national partnership in the UK and Ireland, DFS will introduce a range of recliner sofas in store and online during October. The products will be manufactured at La-Z-Boy’s factory in Lancashire, UK and will bear the Made In Britain mark. Currently available in a choice of fabrics, leather options will be introduced in the coming months.
24!
Today at Birlea we’re showing our support for Stand Up to Cancer. Stand Up To Cancer takes developments in the lab and turns them into new tests and treatments for people who need them. The research you fund will help see 3 in 4 people in the UK survive their cancer by 2034. 100% of any donations made will fund life-saving research.
Land of Beds is thrilled to sponsor Northwich Victoria Football Club under 11s girls team. Look out for our logo on their new kits; we can’t wait to cheer them on this season. Here’s to fostering local talent and team spirit!.
A look at what’s been going on over social media channels. Share your news with us and email
dan@bigfurnituregroup.com
We marked our 20th anniversary with a spectacular celebration at the historic Whitstable Castle & Gardens. The beautiful grounds provided the perfect backdrop for a night filled with joy and laughter! We want to express our gratitude to everyone who helped make our 20th anniversary celebration a resounding success. The venue was beautifully decorated by Shindigs and Dos, and the delicious BBQ food and drinks kept everyone fuelled for a night of celebration. The entertainment was top-notch - Magician Seral Mehmet amazed us all with his incredible tricks, and the DJ kept the dance floor packed all night long.
As part of our store refit transformation, our teams here at ScS have been working in collaboration with our Italian colleagues from poltronesofà to learn all about our new products to help them provide a great customer experience. Here are our Bolton team who welcomed our new colleague, Valentina from poltronesofà to their new store which is looking fantastic - Well done team!
We are thrilled to announce that Fidelius Busse is joining our team as the Marketing Manager at Mattsons Beds. At just 25 years old, Fidelius brings a youthful energy and a fresh perspective to our company, and we are excited to see his innovative ideas come to life. With Fidelius on board, we are excited to elevate and expand our marketing strategies and initiatives, ensuring that the world recognizes the luxury and quality of Mattsons Beds. We are proud to produce luxury natural beds right here in Sweden, and we believe Fidelius is the perfect person to help us share our story and values with a wider audience.
Celebrating another year of success. It was fantastic to celebrate our 35th birthday last week. We all had a wonderful day, with lots of cake, ice cream and celebrations. Growing our family business from one store in 1989 to over 1,000 employees and 56 stores today has been a real team effort. It’s the people who make our business what it is, and we couldn’t be prouder to share this day with everyone who has been part of our journey so far. Here’s to the next 35 years of helping our customers love the place they call home
Alan Spencer (AS), Managing Director, and Andrew Kerr (AK), Commercial Director, at Siren Furniture, talk about their respective roles, industry trends, sustainability and why fire regulations are a barrier to change.
AS: My background in sports science interestingly led me into the furniture industry. I was working at Satra Technology Centre in their advanced concepts research team focused on formulating new test methods and proving product concepts. At the time there was a European furniture project underway and I was asked to assist and join the department, which led to a transition into quality and technical in retail before moving to Siren in 2005. AK: I set off with dreams of a job in advertising and marketing for big brands but spent 25 years in sales, merchandising and commercial roles in the clothing industry. Like Alan I somewhat fell into the upholstery industry whilst looking for a new role.
Fortunately, many of my existing skills and experiences were relevant and transferable so the transition was quite smooth.
AS: Appointed Managing Director earlier this year, I oversee the running of the business, co-ordinating the business strategy and plans alongside my codirectors at Siren. have also maintained responsibility of overseeing the Quality and Technical side of the business since 2005. This involves factory sourcing, design and development, ensuring products will meet our own internal standards as well as those of the retailers we work with. Ethical and Sustainability issues come under my umbrella alongside customer service. AK: I joined at the start of 2020 running the John Lewis account, then Covid struck, so probably didn’t fully start until October. I have since picked up additional responsibilities and became Commercial Director earlier this year.
I am now responsible for all commercial activities including sales and product development across the business.
AS: We have a small productive team at Siren and long-term relationships with all of our suppliers and many of our retailers, and working with them all always seems very personal so it encourages us to give our rule and do our best for each other. Since the management buyout we’ve also had the opportunity to really drive the business forward and inject fresh impetus, which is a great feeling.
AK: I love the passion for product that everyone in the industry seems to have. From suppliers to customers in the industry, our trusted contacts in the factories and fabric suppliers, and the fact that we have the opportunity to get involved with everything and work closely as a team.
AS - 6am - more often than not, I am awake before that time. I would love to say I get up, exercise and then head off to work; but in reality, it’s a shower, checking emails on my phone in case one of our factories needs some urgent information and then getting in the car.
AK: I am usually up before 6:00, ideally, I get in a quick exercise session, scan through any urgent messages, then it’s lunches and the school run before hitting the office.
AS: Thinking back, my first real insight into furniture was William Morris as we visited the museum as part of my design tech level, but modern day Timothy Oulton. He created a really strong brand with beautiful designs.
AK: Being relatively new to the industry, for me it is no one individual, more the collective efforts of our factories to jump through hoops to make things happen - there’s more of a personal touch then I have experienced before.
there
AS: Completing the Management Buyout currently sits in top spot and the fresh look and feel that has come to fruition over the past 9-12 months.
AK: I worked for Touker Suleyman (Dragon’s Den) for nearly 7 years and learnt a lot from him, both in a business sense, but also on a personal level. Then like Alan, the completion of the MBO, which has given us the freedom to completely revitalise our showroom and product range in our ambition to evolve creative direction and grow the business.
AS: I have a small chair and stool that was developed many years ago but never really went into production. I had it made up in a sample leather from Italy. Very comfortable and looks great, it wouldn’t look out of place in the showroom today.
AK: My Siren sofa of course!
What do you think is trending within the industry at present?
AS: Everything in the Siren showroom and if it’s not, it should be! So come and speak to us about stocking it! Earlier this year we launched the largest-ever collection of new models, and unveiled more designs at AW
Long Point in our continued momentum to design and develop new ranges.
AK: Show-wood models such as our Somerton range and Cradle accent chair are proving popular. Along with curved silhouettes such as the Carpella and designs with sleek, refined lines like the Varese, whilst rich textures and leather finishes are also in demand.
AS: Fire Regulations as they stand are a barrier to change and environmental / sustainability within the industry. I wouldn’t want to see a reduction in the safety of products but there is such uncertainty about what is happening at the moment it doesn’t help any manufacturer prepare or plan for the future.
AK: A consistent approach to sustainability would be a positive step forward.
AS: Continued design and development, and a drive for sustainability - my colleague Murray has recently been given the role of Sustainability and Compliance Manager and is formulating our strategy to move forwards. We will continue to look for and trial more sustainable materials in our products. AK: Simply to continue to look at ways we can improve all that we do to make Siren bigger and better.
AS: I have always enjoyed encouraging and watching my children play sports; my eldest daughter competes in cycling time trials, my other daughter was a gymnast for 12-14 years and won numerous competitions including county champion; and my son loves his Martial Arts (Jado Kuin Do) He has been doing this for 6-7 years and is a Black Belt; as well as playing rugby and cricket. So that keeps us very busy. AK: Being outside, we love walking and exploring new places as a family. I really enjoy cycling when I get the time and the occasional game of 5-a-side, though the knees take a while to recover these days.
AS: I am grading this October for my black belt, and hopefully by the time this is released I will have qualified as a Jado Kuin Do instructor. AK: As a 12-year-old I won the Nottingham Evening Post Junior Superstars competition.
AS: RAF pilot - I spent a brief while in the Air Squadron as an officer cadet at university.
AK: As being a professional footballer was not an option, I would have loved to have worked in advertising.
AS: A bookcase so that I have a purpose but stand quietly in the corner and hear what’s going on.
AK: A dining table at Nottingham Forest Football Club so I could hear the goings on behind the scenes!
If you could hack into any one computer, whose computer would you choose and why?
AS: Donald Trump just to see if he believes what he says, and the truths behind the fake news.
AK: It would be interesting to hack Richard Branson’s computer, and also access his famous contacts.
What fact amazes you every time you think of it?
AS: The Jamaican hummingbird (doctor bird) can fly upside down.
AK: That the earth can fit into the sun over a million times, not sure how accurate that is, but it sounds good.
What’s the most spontaneous thing you’ve ever done?
AS: Brought a motorbike on eBay whilst having a few drinks with family friends.
AK: After being made redundant in the 2008 recession, decided to up sticks and tour Australia for 6 weeks.
What is the most important object you own and why?
AS: Sea fishing rod. Although it‘s not been used for several years it was handed down to me from my grandad.
AK: My vintage watch -it was bought as a gift for my 40th and all of my family and close friends contributed to buy it, so it means a lot.
What did you think was cool when you were young but isn’t cool now?
AS: Hair (yes I used to have some) or double denim. Having said that not sure I would know what’s cool and what’s not nowadays.
AK: Most things that were cool when I was young have come and gone a couple of times since, but I don’t think my burgundy sta pressed trousers have ever enjoyed a revival moment!
www.sirenfurniture.com
As we move into autumn, it is a great time to add warmth to rooms with the use of rich colours. From furniture to decorative pieces, Gallery Direct’s catalogue offers a fantastic range, including new textiles and accessories in their AW24 collection.
Wood furniture with a deep finish is beautiful all year round but helps add warmth to a room in autumn. The Borden range of living and dining pieces are crafted from richly grained acacia wood with a lovely warm finish. The dining tables look fantastic paired with the stylish Holm Dining Chair in Rust which offers an unusual, eye-catching look.
Cushions, throws and accessories are ideal for adding touches of warm colour to rooms, from rich and deep to more subtle, muted shades. Gallery’s catalogue includes a wonderful selection of cushions, including the Embroidered Pumpkin
Cushion which features soft bouclé with an embellished pumpkin design, to add a subtle fun touch to a room for autumn.
Throws can be used to add colour and texture but are also great for snuggling up under as the nights get colder. Chunky knits, faux furs, sherpas and chenilles are amongst Gallery’s collection of throws, in a range of colours.
Accessories add personality and character to interiors and can be purely decorative or functional as well. Candles, votives and lanterns, such as the Melati Lantern, can add ambience and warmth, offering subtle lighting as well as interest to rooms. They are perfect for autumn and the darker evenings.
Gallery’s Half Flow Wreath, featuring faux mushrooms & toadstools alongside berries, fern leaves, pinecones and delicate flowers on a woven wreath, offers an easy way to add rustic charm to a room, whilst in their artificial flowers and plants collection, there is a great selection of sprays and stems that are ideal for autumn, including feathered and dry look, that can be used to create lovely bouquets.
Take a look at Gallery’s website, www.gallerydirect.co.uk, to select your range of autumn lines and to find out more about all their products. www.gallerydirect.co.uk 01795 439159
sales@gallerydirect.co.uk
The Guardsman UK Team recently announced a significant milestone in their journey — the move to new, fresh, modern office premises.
This isn’t just a change in location; it marks the beginning of a fresh chapter filled with exciting opportunities for growth, innovation, and collaboration.
Mark Potter, Guardsman MD comments: “Our new office space has been carefully considered to foster collaboration and teamwork. Open-plan workspaces, and inspirational meeting rooms all contribute to an atmosphere where ideas can flow freely, and teamwork can thrive. We believe that this move will not only enhance our working environment but also inspire our team to reach new heights in delivering excellent products and services to our customers.”
In addition to the office move, the team also explained their current warehouse operations are relocating to a larger, more advanced facility.
Keith Durham, Warehouse Manager explains “the new warehouse will significantly increase our capacity, allowing us to hold more of our care products and efficiently manage the despatches of them to ensure that we continue to provide an exceptional service that our customers and partners have come to expect.”
our products but also the ability to customise the kits with their own branding. This combination of customisation and superior quality has set us apart in the market and solidified our reputation as an industry leader. With this expanded facility, my team and I are now well-positioned to develop an entirely new range of products that we’re excited to share with you.”
Back in August, the team welcomed Chris Whelan as Head of Claims and Insurance Services. Chris brings with him a wealth of expertise in insurance, business process improvements, and building strong retail partnerships. They also welcomed Mandy Coates as Compliance Manager.
Commercial Director, Zeyn Kassam adds: “The growing demand for our Premium Kits has also contributed to our need for a larger warehouse space. We’re proud to highlight the incredible success of this range, which has been enthusiastically adopted by many of our retail partners. They value not only the best-in-class quality of
Mandy brings a deep understanding of the regulatory landscape set by the FCA, and she will play a crucial role in navigating these complex regulations.
Mandy’s appointment reflects the company’s ongoing commitment to maintaining the trust and confidence of their retail partners and customers in an increasingly regulated environment.
And the staff updates continued as the team also announced several internal promotions, recognising and nurturing talent within their organisation.
Zeyn Kassam was appointed as Commercial Director, following the retirement of Lyndon Willshire. While Richard Oloyede and Paul Jennings were both promoted to Head of Sales and Key Partnerships and Head of Sales and Development UK/Europe respectively. “These promotions
reflect the exceptional skills and dedication that these individuals have shown, and we are excited to see them thrive in their new roles. By investing in our people, we ensure that we continue to grow and succeed as a company” comments Mark Potter Guardsman MD.
To support their expansion and maintain their self-set high standards of service, they have also taken on several new repair technicians who join their network over the last few months. “These skilled professionals are dedicated to putting the customer at the heart of everything we do. Our commitment to excellence is reflected in our industry-leading repair rate, with an impressive 80% first visit fix rate. This achievement is a direct result of our better processes and the expertise of our technicians, ensuring that we consistently deliver the best possible service to our customers.” Continues Mark.
The team also commented on the recent recognition they received within the industry and how incredibly proud they are to have won three prestigious industry awards—an achievement that no other company has accomplished simultaneously. Zeyn continues “These awards underscore our position as market leaders and reflect the hard work, dedication, collaborations and expertise
”Our move to new premises, and relocation of our warehouse, the introduction of talented new team members like Chris and Mandy, and our continued industry recognition all underscore the exceptional progress we’re making.
that our team brings to the table every day. With over 100 years of heritage, our commitment to excellence is unwavering, and these accolades serve as a testament to our enduring value in the industry.”
Mark sums up the excitement and pride felt throughout the company: “I couldn’t be more pleased and proud of our entire team. The dedication, hard work, and innovation everyone has shown during this period of transformation have been truly remarkable. Our move to new premises, and relocation of our warehouse, the introduction of talented new team members like Chris and Mandy, and our continued industry recognition all underscore the exceptional progress we’re making. But this is just the beginning. There’s so much more to come, and I’m confident that with the incredible team we have in place, the future holds even greater achievements. Together, we will continue to lead, innovate, and set new standards in our industry.”
Furniture companies invest significant amounts of time and money each year on photoshoots or CGI to produce their product imagery. With Presti AI, it’s now possible to upload a simple product image and stage it in any environment within seconds.
Hundreds of furniture companies have started to use the solution to generate their lifestyle photos. “The creation process takes just seconds, with no alteration to the product and at a fraction of the usual cost,” said Hamza Bennis, co-founder of the company. This disruption, he explained, benefits retailers and manufacturers in three ways:
1. The technology allows the rapid creation of any scene, from Vintage and Scandinavian to Bohemian and Modern styles, in just seconds.
2. It ensures that the product’s features are accurately preserved, even for challenging textures like velvet and rattan.
3. The speed and cost-effectiveness of generating images open up new possibilities for businesses in leveraging their product imagery.
AI ensures that the product’s features are accurately preserved.
“Companies are, for instance, starting to update their website imagery more regularly,” Hamza added. “Expect to see your favourite sites undergo seasonal refreshes for spring, summer, winter, Halloween, and Christmas!”
In a study on consumer perceptions conducted by the company, a group of participants was shown several websites featuring photos created either entirely or partially with Presti. They were asked to differentiate between AI-generated images, photoshoots, and 3D renderings. Most participants perceived those produced through photoshoots or AI as authentic.
Presti recently 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.
Their fresh funding will help Presti further expand its reach and continuously improve its technology and product offerings for the furniture industry. It has recently introduced a new feature that allows users to change colours and fabrics within seconds. Additionally, the team is exploring video, a new frontier they are actively working on.
“Presti offers the best AI solution for creating lifestyle imagery,” said James Ward, Company Director at FW Homestores. “It has provided us with a viable alternative to CGI and photoshoots. Last month, we easily generated over 200 lifestyle images for both print and digital material.”
www.presti.ai
Euro Lamps Ltd is the UK distributor for Neuhaus Lighting Group, one of Germany’s largest family-owned lighting brands, and is ready to light up the Autumn Furniture Show.
The two companies have worked together for many years supplying some of the best independent lighting specialists across the country with highly innovative and market leading products.
Euro Lamps is also family owned and operated with Ian Dormer having many years’ experience in both wholesale and retail markets, and the shared synergies of the companies of choice, quality, service and price brings a great understanding of what the retailer and the consumer look for when buying lighting.
Now supplying furniture stores directly rather than through third party wholesalers, and debuting at the Autumn Furniture Show, purchasing from Euro Lamps gives retailers the advantage of their buying power with the supplier, but the company recognises that furniture stores are not lighting specialists so, at this show, they will be exhibiting 30 products from their Top 100 Range of table and floor lamps, aimed specifically at bricks and mortar retailers.
With outstanding prices, a selection of proven sellers, fast delivery and guarantees of five years, our objective is to make buying simple, to maximise retailer margins, and to support our customers.
“With outstanding prices, a selection of proven sellers, fast delivery and guarantees of five years, our objective is to make buying simple, to maximise retailer margins, and to support our customers,” says Ian.
The range includes floor lamps both large and small, table and desk lamps, with integrated LED, with shades, made of glass, with remote control, even with voice control via an Alexa; the list of features goes on but, essentially, Euro Lamps knows that consumers buy with their eyes and to a budget.
“At the show, we will be offering a 2m tall, arc style floor lamp, with fabric shade, in chrome at a promotional price of under £60,” revealed Ian. “Our UK number one selling three arm LED floor lamp will be priced from under £70, and the shower proof, rechargeable LED table lamps, suitable for patios that Neuhaus have sold in their thousands across Europe, will start at just over £20.
“And if you want to really ‘wow’ your customers, how about a pendant light, ideal for over a large table that has full remote control, with electric motors for rise and fall and for extending to 2m length, that retails for over £1500, with a 10-year guarantee.
“We are the only lighting brand that has won a German Design Council Award with no other lighting supplier having this level of innovation and these guarantees. Make sure you come and see us during the show. We look forward to meeting you.”
www.eurolamps.uk / sales@eurolamps.uk
Kate Rowe, founder at Spaceworks Interiors, details the process behind a design and build project when looking to freshen up a retail store.
A design and build project delivery method is where the contractor can provide both design and delivery under a single contract. “Choosing that partner needs to be a good fit for you personally and also your business as the process can take anything from six months to two years depending upon the parameters of the project,” Kate explains.
So, what makes a good partner in design?
Preparing an initial brief is the first key step, which sets the tone for the project and partnership. This goes hand-in-hand with getting to know the business, asking questions – even the uncomfortable ones – which all forms part of honing the brief into a proper plan. A fundamental point is to clearly understand what is driving the business for the change, while determining the parameters of the scope of works and initial date outline.
And that’s just the start, as Kate continued: “Then, still with our design head on, we take a look around, research the market, look into your competitors, the environment and then start to plan the space, providing mood boards and imagery, as well as initial sketches and materials to determine the design direction.
“We also provide detailed designs for all aspects of the project and present a working budget for implementation. As a fit out partner, we have experience of what things cost, so at this stage we ensure to keep this to a realistic and achievable target.”
Once these details have been ironed out and the business is ready to press the button, Spaceworks jump into ‘Contractor fit out mode’ and really turn on the planning and precision. They manage all trades and aspects within the scope in a detailed programme of works, ensuring safe working practises to hand over a project within budget and on time.
“During the lead up to your project start date, and in the construction phase, we are meticulous about our planning and deadlines focussing on a quality end result,” says Kate. “Arranging pre-start meetings, issuing final drawings packs, circulating programmes and assessing health and safety considerations are just some of the activities we’ll be focusing on. We’ll ensure you’re kept up-to-date on progress with weekly reports, regular site meetings and inspections. With our robust approach to safety always; your space, staff and customers are in safe hands.”
Once the project nears its conclusion, Spaceworks supply all the certificates, maintenance details and training on items as required upon handover. “We’re here to help and to ensure your project works for you, with reviews and regular check-ins after trading has commenced to identify any tweaks and suggestions for continued improvement in your future projects,” Kate added.
Why Spaceworks?
Ferry to name but a few in the furniture space. The benefits of working with the design and build specialist provide vision to reality in a seamless process.
“We forge a strong, honest and trustworthy working relationship with our clients from the beginning stages of concept design to the opening of the doors once the project is complete,” Kate said. “Content and scope are known by both parties from the beginning, making there no grey areas to hide any detail or mask up, while we streamline and efficiently reduce overall project costs.
“All projects carry risks, but for the retailer these can be reduced as they are tied to one single contract and entity. The collaboration through design and build services is vital to ensure errors are minimised – and we’re the one entity that can handle this much more efficiently.”
Spaceworks has delivered successful projects for many retailers in various industries, including the likes of Woods – Dorchester, Fairway Furniture and Gillies of Broughty www.spaceworksinteriors.com
Orla Walsh, Retail Sales & Marketing Manager at Rightstyle Furniture, talks about the recent opening of its new store in Santry, how storage is a balancing act and why building trust with customers is crucial.
I’m the Retail Sales & Marketing Manager for Walsh Furnature Limited, trading as Rightstyle Furniture, OGEL KIDS BEDS & The Smart Storage Bed Company. My main responsibility within the company is to ensure that our product offering is fresh, on trend and at an affordable price, while marketing our products in a fun and modern way. We are always on the lookout for the next innovation when it comes to furniture products. I also oversee the procedures within the company to ensure that we are running as smoothly as possible when it comes to orders, communication between teams and with customers too.
We are big on providing the customer with the best experience from when they learn about us first, enter our store and finally all the way to receiving their goods. Buying furniture is a huge thing that can be scary and confusing for a customer. We pride ourselves on making that experience as easy and stress free as possible by providing them with our extensive knowledge and advice when choosing their items.
Our latest big investment would be our brand-new store which houses our three brands: Rightstyle Furniture Dublin, OGEL KIDS BEDS & The Smart Storage Bed Company. It is based in the Omni Shopping Centre in Santry. We had been looking for a location on the north side of Dublin for maybe close to five or six years now but could never find the right fit. I think the wait was worth it as our current Omni location seems like the perfect fit so far.
We have had an overwhelming amount of positive feedback from the community with nearly every second person that enters the store telling us that a store like ours was needed in that area. We worked really hard on ensuring that the store had a fresh and modern look to reflect our brand values. I think we have shown that area that updating your home with new furniture doesn’t have to break the bank and can be accessible to all.
It’s also a one stop shop for all of your furniture needs as it has everything from electric sofas, ottoman beds, bunk beds, dining sets, mattresses,
occasional furniture, a range of smart top tables which are scratch, stain and heat resistant, easy clean sofas too and so much more. A lot of our furniture was created with our customer in mind, they’re looking for something fashionable but practical as well that will stand the wear and tear of everyday life.
Our future plans are to eventually expand again, maybe out of Dublin next. Opening a new store is such a huge task so I don’t think it will be for a while but our goal is always to bring on trend furniture to as many people as possible. We ship nationwide but I know a lot of our customers like to come into the store to test it all out so that is definitely a long-term goal.
The short-term goal at the moment is to improve our current business model. Our managers meet quite often to discuss issues that we are having and to find solutions. As we grow, we are finding new challenges all the time so our aim is to handle these challenges with the goal of improving the customer service that we provide. Customer satisfaction is so important to us, it’s at the heart of everything we do.
Our mission is to provide quality furniture at an affordable price. Our internal mission is to create a company that works hard but works hard together. We are all
equal here and all ideas are listened to. Some of our best ideas, especially when it comes to marketing, come from our team.
It is so fun to work in a company surrounded by people who are highly motivated and aim to improve every day. I think we all ask ourselves, what can we do better today? What procedure can we implement that will improve this company? We all get along so well which helps massively.
On sustainability, what is your business doing on this topic?
Sustainability is definitely a massive topic of conversation. We speak a lot with our suppliers on this topic to ensure the supply chain is as sustainable as possible when it comes to transport, fabrics and labour. Talks of recyclable materials and recyclable inserts are being discussed at the moment with some products such a bean bags now being made of recyclable material.
Internally, our biggest challenge when it comes to sustainability is the deliveries. We try our best to plan routes and bunch deliveries in one area together in order to cut fuel emissions. As a small company, we try our best to implement sustainability and will continue to find ways to improve.
this point but also count our lucky stars.
Our director always says, “We’re an overnight success built on years and years of hard work”. The market is so volatile so I think it’s really important to keep an eye on consumer’s behaviours in regards to how they buy and how they make their decision when selecting a furniture store to shop with. Marketing activities from as little as five years ago wouldn’t be as effective today as they were then. I believe consumers now connect with companies in a completely different way. They want to build a relationship or a “likeliness” to the company now
The way we build brand awareness is way less formal now. We don’t only market in a way that shows our product offering, we show them a glimpse of our personality through social media, which I believe gives us an opportunity to build trust and rapport with the customer before they even enter the store. They nearly know us already when they come in, which is so nice as they can really open up to us, let us know exactly what their needs are and then we can accommodate them
How has recent business been? What trends are you noticing?
Recent business has been great! We have a strong social media presence, especially across Tik Tok and Instagram so I feel even when it is the usual the “quiet periods”, we are finding ourselves still busy, which we are so grateful for. Whenever anyone asks me, “How’s business?”, I say it that it’s going well and then continue to touch some wood as to not jinx ourselves. We have worked hard for years to get to
I can’t think of anything that I would change within the industry. I think it is a really nice industry to be in. Even with our competition, we would often dine with them and have extensive chats with them exchanging information at trade shows. At the end of the day, most of our industry is filled with independents who are just trying to survive and make a living. Even with the biggest suppliers in the industry, everyone is so humble, generous and pleasant. You would never know of their success unless someone else told you. It’s a lovely industry to be in.
One major challenge that we are facing at the moment is storage. We work on a just in time business model where we get the items in for our supplier and then
”We worked really hard on ensuring that the store had a fresh and modern look to reflect our brand values.
deliver them to the customer. With all the new houses being built in Ireland, comes delays. If a customer doesn’t have their keys, we can’t deliver which backlogs our warehouse.
We’re trying to navigate this by not pulling the items into the warehouse until the customer is ready but this creates issues if the customer doesn’t give us enough notice, which isn’t their fault as they are usually waiting on word from developers / lawyers etc. Some suppliers are only into us every two weeks and the customer may be moving in in two days and need their items.
We try to overcome this by communication and letting the customer know from the initial purchase of notice needed. It’s a balancing game of trying to not back log the warehouse while also trying to adhere to customer’s expectations and satisfaction.
Do you have any staff you would like to pay special thanks or recognition to and why?
We are so grateful for our entire team. I don’t just say that to sound politically correct, but we really are so lucky with our team. They work so hard and go above and beyond when we need them to. I would feel awful giving anyone a special shout out because every single of one of them work as hard as each other. We are very lucky.
Why do you think customers choose your business?
I think they choose us because they can see that we are a small Irish family run business who are essentially just trying our best to provide quality furniture at affordable prices. I think our natural brand values show in our marketing activities and they can recognise that.
When they come into store, they are treated like royalty and we do everything in our power to accommodate their needs and give them all of our knowledge and advice. No customer walks into the shop without being greeted with a friendly smile. They know and feel like they are being looked after correctly.
David Hewitt, Head of Global Support & Implementation at RetailSystem, talks about the continued growth of WebSystem and why it’s the go-to eCommerce platform.
Did you know that RetailSystem, an award-winning, industry leading furniture & bed retailers combined ERP & EPOS solution, has been powering successful eCommerce Furniture & Bed websites across the globe for over two decades?
Since its inception some 20 years ago, RetailSystem has consistently evolved WebSystem and towards the end of the last decade, a game-changing move to build its own in-house team of highly skilled web developers was implemented. Since then, WebSystem has developed websites for many furniture and bed retailers, including recent projects such as Grove Home, Elite Interiors and KC Sofas to name but a few.
“As our industry evolves, there is a need to become more agile and visible. An online presence is fast becoming crucial, which is why we responded to this need and developed WebSystem,” explains David.
“WebSystem later evolved into WebSystem Shopify. This powerful combination drives sales and footfall to our clients’ websites as well as bricks and mortar stores, by taking full advantage of all the incredible Shopify marketing apps and combining them with WebSystem thus creating some incredible features.”
What’s more, you don’t need to be a RetailSystem client to have all the WebSystem features and benefits. “You just need to call us on +44 207 0961 456 and book a demo, show us team what your ideal website would look like or similar, we will match the plan that suits your needs starting from just £315.00 per month. We then help you build the theme, branding and design,” David said.
Furthermore, WebSystem also populates the entire product content of the website, pricing, descriptions (re-banded if required), sizes & hi-res product images. Adding to the benefits, WebSystem has its very own team of SEO specialists that conducts in-depth research to identify high-volume, low-competition keywords that resonate with your target audience.
“1. Our unrivalled complex product builder, allows your client to build products with unlimited options for sofas and bed’s etc.
“2. A unified single database for live REAL TIME inventory online and in-store, you can literally sell from your stock or stock on order as well as update all your prices in-store and on-line simultaneously.
“3. WebSystem’s Unified CRM, Online Order Tracking, Logistics & delivery scheduler enables you to manage that oh so important last mile. You can even let your clients select their preferred delivery date at the checkout.
“And that’s just a few highlights, the list goes on. We would prefer to spend 30 minutes with you, when it suits, either on a zoom call or we would be happy to visit your store, either way it lets us show you in detail how the magic happens.”
This laser-focused approach ensures your website attracts qualified leads, genuinely interested in the furniture and beds you sell, not just random internet traffic. By tailoring website content and meta descriptions to these relevant keywords, WebSystem SEO bridges the gap between potential customers and your furniture or beds.
“I know what you are thinking, ‘How much does it cost upfront’ - the great news is that it doesn’t, just a simple monthly subscription on a rolling 30-day agreement,” revealed David. “As your eCommerce partner, our objective is to help you the retailer SELL MORE FURNITURE & BEDS! Get in touch today to see how WebSystem can transform your online operation.”
As our industry evolves, there is a need to become more agile and visible. An online presence is fast becoming crucial, which is why we responded to this need and developed WebSystem.
Robin Sutherland, Global Sales Director at RetailSystem, shares an insight as to why RetailSystem is an award-winning, industry leading furniture & bed retailers combined ERP & EPOS solution.
In the fast-paced world of retail, managing operations efficiently is crucial for success. RetailSystem has emerged as an indispensable tool for retailers, providing a myriad of benefits that streamline processes, enhance customer experiences, and ultimately boost profitability.
One of the primary advantages of RetailSystem is its ability to manage inventory effectively. With real-time tracking, retailers can monitor stock levels, automate reordering, and reduce excess inventory. This leads to lower holding costs and minimises stockout shortages, ensuring that customers find the products they want when they want them.
RetailSystem can significantly improve the customer experience through personalised service and seamless transactions. By leveraging customer data, retailers can tailor promotions, recommend products, and understand shopping behaviours. This level of personalisation not only fosters customer loyalty but also encourages repeat business.
In today’s data-driven landscape, having access to accurate and timely information is critical. RetailSystem aggregate data from various touch points, allowing retailers to analyse sales trends, customer preferences, and inventory turnover. This information empowers retailers to make informed decisions, optimise pricing strategies, and plan for seasonal fluctuations.
Omnichannel retailing is essential in meeting modern consumer expectations. RetailSystem facilitate integration across various sales channels, including brick-andmortar stores, e-commerce platforms, and mobile applications. This unified approach ensures consistent branding, pricing, and customer service, regardless of where the transaction occurs.
RetailSystem automate many operational tasks, such as payroll processing, sales reporting, and employee scheduling. By reducing the manual workload, retailers can focus on core activities that drive growth. Automation also minimises errors, increases accuracy, and saves valuable time for employees.
Retail systems offer robust marketing tools that enable retailers to design and execute effective promotional campaigns. By analysing customer data and purchasing behaviours, retailers can target specific demographics and increase the effectiveness of their marketing efforts. This targeted approach not only enhances customer engagement but also drives sales.
As businesses grow, RetailSystem can easily scale to accommodate increasing demands. Whether it’s adding new locations, expanding product lines, or enhancing e-commerce capabilities, a robust retail system can adapt to changing business needs without major disruptions.
In conclusion, investing in a RetailSystem can transform how retailers operate, creating a more efficient, customercentric approach to business. By harnessing the power of technology, retailers can not only improve their bottom line but also create exceptional shopping experiences that keep customers coming back.
Not only do we build the entire content, of all of your suppliers for you completely free of charge,
we also provide full training & support for all of your team, free for life.
The RetailSystem will work from any device that connects to the Internet, so there is no need to invest in new hardware, in short you can be operational with a ‘Best in Class’ POS system with zero upfront cost.
www.retailsystem.com/uk/
The Autumn Furniture Show is back at Stoneleigh Park Exhibition Centre from Tuesday 8th to Wednesday 9th October. We take a look at what to expect to see.
This year’s major event features various furniture suppliers from around the world presenting their latest Upholstery, Cabinet, Bedroom Cabinet, Beds and Accessory ranges for the forthcoming Autumn/Winter season.
For Ashwood, the business has something exciting for the upcoming Autumn show. “We are launching a new import leather collection. We recently showed it at AIS and it had a very good reaction.”
As for Celebrity, they will be introducing the Farndon range, the latest addition to their Riser Recliner Collection. Featuring contemporary styling and enhanced comfort, along with their innovative powered headrest and lumbar support options available in all 3 chair sizes. The range features a two-tier fibre filled supportive high back cushions and curved padded arm details. Available in all Celebrity fabrics and is fitted as standard with Mammoth Medical Grade™ Foam Seating Technology.
Award-winning German bedroom manufacturer, Wiemann, is taking its latest stunning contemporary bedroom furniture to the Autumn Furniture Show. The company’s stand looks set to be the hot ticket as the team behind the brand looks forward to showing off the quality products and customer service commitment it believes is behind its summer success in various industry-voted awards.
Litmus Furniture is Wiemann’s sole agent for the UK and Ireland. Managing director Simon Hewitt commented: “New range New York, will be on display as well as bestselling Shaker-style Cambridge and established favourite Miami Plus.”
Kai Schwenke, Wiemann’s export manager, added: “New York features solid hinged wooden doors and a range of accessories to give a striking, natural effect perfect for any room.”
Making their debut at the Autumn Furniture Show is Euro Lamps, which is the UK distributor for Neuhaus Lighting Group, one of Germany’s largest family-owned lighting brands. The range includes floor lamps both large and small, table and desk lamps, with integrated LED, with shades, made of glass, with remote control, even with voice control via an Alexa; the list of features goes on but, essentially, Euro Lamps knows that consumers buy with their eyes and to a budget.
“At the show, we will be offering a 2m tall, arc style floor lamp, with fabric shade, in chrome at a promotional price of under £60,” the business said. “Our UK number one selling three arm LED floor lamp will be priced from under £70, and the shower proof, rechargeable LED table lamps, suitable for patios that Neuhaus have sold in their thousands across Europe, will start at just over £20.”
Meanwhile, Vogue Beds will be presenting the Climate Mattress collection, which has a new recyclable fabric, with the construction of the fabric made from polyester/
repreve, which is yarn extracted from plastic bottles from the ocean. “We offer three types of Climate mattresses featuring three pocket counts, 1000 Pocket, 1500 Pocket & 2000 Pocket all the Pocket springs have been approved and certified by the Vegan Society ensuring no animal content is used in the manufacturing process,” said Bilkis. “This moves us beyond just ‘Vegan Friendly’, offering the retailer and consumer the very best of sustainable, recyclable and comfortable mattress choices.”
Owl + Lark is excited for another show following their debut success at the Spring Furniture & Beds Show earlier this year. “We are now looking forward to another successful Minerva Autumn Furniture Show where we will be showcasing our products and welcoming new and existing clients.” Celebrating the recent recognition that its OmniGuard Advance 5-Sided Mattress Protector has been recognised with the Good Housekeeping Approved Award 2024, PureCare aims to maintain its
momentum with this coveted accolade at the show and will be presenting its commitment to excellence and innovation in sleep technology.
In keeping with technology, AI-powered Presti will be on show detailing their innovative solution to product imagery, while RetailSystem is also in attendance, explaining just why they are an award-winning, industry leading furniture & bed retailers combined ERP & EPOS solution provider. Other exhibitors showcasing their latest updates include Alstons, Bluebone, Breasley, Carlton Furniture, dar lighting, Gainsborough, HTL, IMG by Ekornes, Sherborne Upholstery, Spaceworks and Staingard.
Jim Orr, Group Chief Executive at Minerva Furniture Group, said:
“The Autumn Furniture Show is an open show, so we welcome buyers and representatives from all retail businesses. The show is an excellent opportunity to meet current, and new leading Suppliers as well as to network with other business colleagues.
“All visitors to the Show are invited to enjoy a complimentary delicious hot, or cold lunch at the onsite Strollers Restaurant. We look forward to welcoming all visitors to the Autumn Furniture Show.
Hafiz Shariff, Founder & CEO at Owl + Lark, shares an insight into the company, products and how the year has been so far.
Owl + Lark is a pioneering sleep technology company, built on a rich family legacy in furniture and luxury hotel design spanning over two decades. By combining heritage craftsmanship with cutting-edge technology, we create advanced sleep products designed to transform the way people rest and recover. From our 5-star mattresses to luxury sheets and weighted blankets, each product is crafted to not only deliver exceptional comfort but also to enhance sleep health. Our meticulous attention to detail and commitment to innovation ensure that every item supports a deeper, more restorative sleep experience.
I founded Owl + Lark after co-founding a bank and personally experiencing the negative effects of sleep deprivation. Realising how essential quality sleep is to overall well-being, I brought together a team of experts, including award-winning designers, sleep scientists, and architects. Together, we share a passion for improving sleep health and creating products that truly make a difference.
Our journey started with the creation of our flagship product, a meticulously designed hybrid mattress. After 18 months of development and countless nights of testing, we found the perfect balance between innovative technology and traditional craftsmanship. We’re continuing to innovate with new products aimed at enhancing the sleep-wake cycle and overall sleep quality.
2024 has been a transformative year for Owl + Lark. We launched a significant technology project, supported by an Innovate UK grant, aimed at pioneering advancements in AIpowered sleep technology. This initiative is making remarkable progress in shaping the future of sleep by integrating artificial intelligence to enhance sleep quality and personalisation.
In addition to our technological advancements, we’ve achieved substantial milestones with our bedding products. These products, which represent our commitment to quality and innovation, are set to hit showrooms in the coming weeks and months. This expansion into physical retail spaces marks
We have launched a significant technology project supported by an Innovate UK grant, aimed at pioneering advancements in AI-powered sleep technology.
an exciting phase in our journey, allowing more customers to experience the exceptional comfort and design of Owl + Lark’s sleep solutions firsthand.
One of our current challenges is the push to get our sleep products into showrooms. While the feedback from retailers has been overwhelmingly positive, emphasising the beauty and tactile appeal of our products, the logistical aspects of this transition are demanding. Our sleep products are designed to be seen and felt to be fully appreciated, so showcasing them in physical stores is crucial.
To overcome this challenge, we are focusing on strategic partnerships with key retailers to ensure our products are displayed prominently. We are also investing in marketing efforts to educate consumers and retailers about the unique benefits and quality of our offerings. These initiatives are aimed at enhancing visibility and ensuring that our products reach a broader audience.
The Minerva Spring Furniture and Bed Show was a great success for Owl + Lark. The event provided an excellent platform to connect with numerous interested retailers and gather valuable feedback on our products. The positive reception and enthusiastic response underscored the quality and appeal of Owl + Lark’s offerings. As a result, we are excited to announce the launch as an approved Minerva Supplier from 1 August 2024, marking a significant milestone in our growth and outreach efforts.
We are now looking forward to another successful Minerva Autumn Furniture Show where we will be showcasing our products and welcoming new and existing clients.
Following PureCare’s OmniGuard Mattress Protector Good Housekeeping Award win, the US bedding brand explains why such renowned recognition has continued to fuel its momentum in the UK.
Back at the January Furniture Show earlier this year, US bedding brand PureCare launched into the UK market. During 2024, PureCare’s momentum has continued to build at rapid pace after joining the Minerva Buying Group as an approved supplier in May, further solidifying its reputation as a trusted partner for retailers.
This accomplishment was supported during the Spring Furniture & Beds Show, where PureCare made its debut as an official supplier. Adding to its bow, PureCare became an official supplier to the AIS buying group with the brand already experiencing great success. Following on from another popular INDX event, PureCare recently exhibited at the NBF Bed Show in Telford, where momentum continued.
Next up, PureCare returns to Minerva for the Autumn Furniture Show at NAEC Stoneleigh Park where the brand will be showcasing its award-winning OmniGuard Mattress Protector as well as an expansive range of other mattress protectors and encasements, aimed to enhance every individual’s unique sleep experience.
Celebrating the recent recognition that its OmniGuard Advance 5-Sided Mattress Protector has been recognised with the Good Housekeeping Approved Award 2024, PureCare aims to maintain its momentum with this coveted accolade further highlighting PureCare’s commitment to excellence and innovation in sleep technology.
“The OmniGuard Advance 5-Sided Mattress Protector stands out for its exceptional protective features, creating
a barrier against moisture, allergens, dust mites, mould, and mildew,” says Johan Bosman, Senior Vice President of Global Business Development. “This comprehensive protection ensures a cleaner, healthier sleep environment, which is essential for maintaining a hygienic bedroom space. The mattress protector is designed to fit like a fitted sheet, making it compatible with both adjustable and standard bases, and accommodating various mattress depths.
“The five-sided protection of the OmniGuard Advance Mattress Protector offers unparalleled coverage, shielding not only the top but also the sides of your mattress from spills, stains, and allergens. This extensive safeguarding is particularly beneficial for allergy sufferers and those
who prioritise maintaining a clean and comfortable sleeping environment. By extending the life of your mattress, this protector is a wise investment for any bedroom.”
The Good Housekeeping Institute’s rigorous testing process, known for its thoroughness, evaluated the OmniGuard Advance 5-Sided Mattress Protector across several key parameters, including durability, effectiveness, and ease of use. The protector excelled in repelling liquids, resisting allergens, and maintaining its quality even after multiple washes. This recognition assures consumers that PureCare’s products not only meet but exceed industry standards, offering reliability and peace of mind.
“This Good Housekeeping Approved Award 2024 is a testament to PureCare’s innovative approach and the superior performance of our products,” Johan said. “We are proud to add this honour to our growing list of accolades as we continue to deliver sleep solutions that prioritise health, comfort, and quality.”
You can see PureCare’s award-winning products in person at the upcoming Autumn Furniture Show. “We invite you to visit us to learn more about how we
can help your store significantly grow sales with our top-tier mattress protection solutions,” Johan added.
This comprehensive protection ensures a cleaner, healthier sleep environment, which is essential for maintaining a hygienic bedroom space.
Bilkis Patel, Director at Vogue Beds, talks about their consistent evolution in offering a range of eco mattresses including the development of their Climate collection.
The Vogue Beds Group operates from its head office and factory in Barwell just outside of Leicester. The factory itself was previously one of George Wards shoe factories, one of the UK’s largest shoe and boot manufacturers. Some of G Ward’s Companies Ledgers books from the 1920’s can still be viewed in the factory today.
The Vogue Beds Group started to repurpose the factory in 1993 and have continuously improved and worked on the site for it to become 60,000sqft centre of manufacturing excellence it is today. The factory now also features its own photography studio, research and development area and Factory Direct shop.
He became president of the National Bed Federation 2015. The group is still very family orientated with other members of Ebrahim’s family working within the business. Along with many members of the manufacturing team which have worked for The Vogue Beds Group of over 25 years.
The founder of the Vogue Bed Group Ebrahim Patel has spent all his working life in the bed and mattress industry.
“We have been constantly innovating with different products and ideas ever since the inception of Vogue and have been determined to provide our customers with a place they can buy mattresses and all types of bases and headboards,” says Bilkis. “We wanted to create a one stop for our customers, giving them the opportunity to have a variety of mattress ranges from your traditional mattress to an eco-friendly sustainable range.
“Our journey for the NEW Climate mattress collection started with the development of Vegan mattress back in 2022, when we were the first NBF manufacturer to make a Vegan Society certified mattress.
“Over the last two years learning, understanding the market
with customer and retail research, we have progressed this mattress to the next level.”
The Climate Mattress collection has a new recyclable fabric, with the construction of the fabric made from polyester/repreve, which is yarn extracted from plastic bottles from the ocean.
The fillings also consist of recycled plastic, from the spring insulated pad to the specialist fibre fillings offering support and comfort. All the fillings are made from recycled plastics, which brings it in line with circular economy, where materials never become waste and are regenerated.
“We offer three types of Climate mattresses featuring three pocket counts, 1000 Pocket, 1500 Pocket & 2000 Pocket all the Pocket springs have been approved and certified by the Vegan Society ensuring no animal content is used in the manufacturing process,” said Bilkis. “This moves us beyond just ‘Vegan Friendly’, offering the retailer and consumer the very best of sustainable, recyclable and comfortable mattress choices.”
The three mattresses offer a different comfort/tension level – Meadow 1000 offers a Medium Soft feel; Floral 1500 offers a Medium Firm Feel and the Forest 2000 offers a Firm feel.
“All three NEW mattresses headlined at the NBF Bed show and were a big success during the event,” Bilkis added.
Over the last two years learning, understanding the market with customer and retail research, we have progressed this mattress to the next level. ”
“More importantly, we realised over the last few years that although the Vegan story was powerful, the end user/consumer message required a better explanation of the benefits of these mattresses. Our Climate Mattress collection provides this message and we’re really excited about our next stage of innovation.”
www.climatemattress.co.uk
In the next instalment of our series of interviews with agents and reps across the furnishings industry, we spoke with who shares an insight into his new role at bed manufacturer Vogue Beds Group, as well as career highlights and challenges.
I’m newly appointed as the London and Northern Home Counties agent for Vogue Beds Group. I am also the sales contact for Samer Furniture, and the UK agent and distributor for Neuhaus Lighting Group.
How long have you been an agent in the industry?
I’ve been an agent for 17 years but most of that has been in the lighting industry.
What drew you into the life of an agent and what’s the day-to-day like?
I was UK MD and UK Sales Director for two of the larger European lighting brands and I got tired of the internal politics that brought with it. In 2007, a former colleague from Germany offered me the UK agency for his lighting brand and it started from there. My days are now as full as I can make them.
What is the best part of your role?
I like the autonomy and challenges. I gained so much knowledge and experience working for major companies
that I now get to use for the benefit of myself and the companies I now work with. There are some great brands out there that without agents would never be in the retail marketplace.
What is the most difficult?
Overcoming complacency - if we don’t move forward, we fall back. How many smaller brands have failed because they could not persuade buyers to look at their product or their offer was wrong? This was one of the reasons I have joined Vogue Beds Group – a good product, a great team, a new vision and, for me, a fresh marketplace to take it to.
Do you have any particular highlights so far?
Many, over the years, and that’s part of the role but building a brand from almost nothing to having a market presence is always gratifying - something I could not have done without the customers that believed and supported me. I’m hoping the furniture and bed retailers of London and home counties will give me the same opportunity my lighting customers do.
What challenges do you think currently face agents in the furnishing industry?
I think there are challenges for both agents and companies alike. The market still has some way to go to recover and we cannot increase the speed of that, but we have to be ready for when it does. Suppliers need to be innovative and moving forward rather than just static, agents need to be active and talking to their customers, and retailers need to look to the suppliers that are supporting them with products on which they can make margin. It’s the usual circle.
What would you like to see change?
Good sales people are always in demand but many companies don’t value the input an experienced and active agent can bring to their brand so, to companies, I’d say trust in your agents. To agents, I would say be professional and active.
What would help agents more?
Is this a trick question? More commission, obviously.
What would you say to someone considering becoming an agent?
Do it, but make sure you can support yourself in the early days. The rewards are there both financially and in satisfaction, but they take time to realise.
What is the most important attribute to have as an agent and why?
Integrity. Because without your reputation you will never be trusted.
Can you share something that irritates you the most as an agent?
Laziness. Those agents who just take the commission and give the rest of us a bad name.
Can you share an insight into your plans for the year ahead?
I’m planning to be busy! It’s early days for me with Vogue Beds Group but I’m looking forward to it. With the new ranges and focus I’m sure we are going to be a brand that retailers will be wanting to talk to.
What’s the next big thing you are seeing in the industry and why?
This market sector is too new for me to comment on but Vogue’s move to sustainability and the use of recycled materials is definitely a selling point for our customers. Retailers need to come and see what we can offer them against their competitors.
Good sales people are always in demand but many companies don’t value the input an experienced and active agent can bring to their brand.
ian@fhbsales.co.uk / 07745 763251 www.linkedin.com/in/ian-dormer-3b914b14/
German bedroom manufacturer, Wiemann, is building on a summer of award-winning success with a busy autumn.
The company was delighted to recently top the reader-voted polls in the Best Overseas Furniture Supplier and Best Bedroom Cabinet Supplier categories in the Big Furniture Awards. Now the team is heading to the Autumn Furniture Show (Stoneleigh, October 8-9) after enjoying exhibiting at the Irish Homewares and Furniture Show, Autumn Long Point and the NBF Bed Show.
Litmus Furniture is Wiemann’s sole agent for the UK and Ireland. Managing director Simon Hewitt commented: “Colleagues across the business all work extremely hard to produce and deliver amazing products which are beautiful, practical and excellent quality. We believe it is this combination which is behind our award wins this summer and to be consistently recognised for this is obviously pleasing and much appreciated. However, we never rest on our laurels. We are passionate about bringing stunning furniture to the market and backing it up with an enviable delivery, installation and customer service.”
Wiemann has a long history of producing excellent quality, contemporary bedroom furniture being particularly known for clever design which offers a total bedroom solution to any size or style of home.
Wiemann and Litmus have proved perfect bedfellows for more than 20 years – the two first started working together in December 2003 – and it is a partnership which has seen the UK and Ireland become well established as Wiemann’s largest export market.
Simon added: “Wiemann is a tried, trusted and reliable brand, qualities which are so important in today’s climate and which we value highly.”
Wiemann is renowned for its VIP furniture ranges which bring excellent quality and design to every bedroom.
Kai Schwenke, Wiemann’s export manager, said: “Our design team brings imaginative and beautiful ideas to life in our products. We pride ourselves on offering practical and flexible bedroom furniture which is adaptable to any size or style of property. We have ranges which look amazing in feature bedrooms, dressing rooms, attic conversions or spare rooms, to name but a few.”
Wiemann’s current VIP high-flying collections include Denver, Lagos, Monaco and Loft.
Kai said: “Customers love Denver’s urban chic decking-effect panel on slider doors for an on-trend look. The different colour options combined with the decking panel give a massive variety of choice to the range.
We
are passionate about bringing stunning furniture to the market and backing it up with an enviable delivery, installation and customer service.
”
“Lagos has been a market star since its launch earlier this year. Its stylish floor to ceiling handles can be made into a stand-out feature by adding optional downlights.
“The Monaco system continues to be a solid best-seller with new accessories added all the time. This collection really does have something to suit every size and style of home. It comes in a wide variety of sizes and options including bifold, sliding and hinged doors, or even no doors to create the dressing room vibe. It has corner runs, drawers, accessories galore and choices of colours and finishes.
“Loft is a hugely versatile combination wardrobe range with options from 50cm single units right up to four metre runs, with cupboards full length or with drawers below.”
Colours and finishes include wood effect and mirror as well as pebble grey, champagne, graphite and white with different options on various collections. Looking ahead, Wiemann’s latest ranges, plus new products, will also be on display at the January Furniture Show (NEC, January 19-22 2025).
For those who can’t make or simply cannot wait for the trade exhibitions, Wiemann has two permanent showrooms at Harlow, Essex, and Long Eaton, Nottinghamshire. The Long Eaton showroom has recently undergone an extensive refit, unveiled for the first time at the Autumn Long Point show. Appointments to visit can be made by emailing
enquiries@wiemannuk.co.uk
www.wiemannuk.co.uk
Independent beds and mattress retailer Mattressman is celebrating its 20th birthday this October and is marking its journey with a brand-new look.
beds and mattresses to women and children fleeing domestic violence. They are also expanding their aftersale services with a 60-night sleep trial option and free next working day delivery on any in-stock purchase over £45 ordered before 4pm. Offering prices that are noticeably lower than many of their competitors and with quicker delivery times, every customer can choose a mattress that meets their sleeping and comfort requirements and have it delivered on a day convenient for them.
Going from strength to strength, the Norwich-based company has updated its logo, in-store look, and core messaging as it waves goodbye to its iconic Mattressman character and looks towards expanding its business across the country.
Mattressman’s 20-year story is brought to life not only by the new look but also by the emphasis on a great night’s sleep for its customers, which has been at the heart of the rebrand and is felt throughout the in-store and online experience.
As well as the new visual identity for Mattressman, the company has also launched a variety of new products from exciting brands they are working with for the very first time including Tempur, Willis & Gambier, Little Seeds and an exclusive in-store showroom for Vispring which can be found at the flagship Norwich store. Mattressman is also expanding the range from its biggest suppliers, both in-store and online, including Silentnight, Hypnos, Sealy, and Arthur.
Recently, as part of their improved services, Mattressman partnered with the charity Furnishing Futures to provide new
Speaking about the 20th anniversary, Managing Director Andrew Kerry said: “The significant market research we undertook told us that customer perception of us and our look didn’t match the quality of our product range, the excellent value and ultimately our company values anymore and we felt that coming up to our big anniversary we wanted to change that.
“This new look is the final piece of the puzzle for us to showcase our extensive product range, in-store experience, free delivery, committed staff and our amazing customer service. There’s no doubt that we will be the market leaders across the nation for the next 20 years.”
As part of its rebrand and anniversary celebrations, Mattressman’s Northampton Store is undergoing a £50,000 refurbishment and rebrand.
Based on Nene Valley Retail Park, in addition to a new look, the store will feature a range of new products from the biggest suppliers of sleep in the industry such as Silentnight, Hypnos,
There’s no doubt that we will be the market leaders across the nation for the next 20 years.
Rest Assured and Relyon as well as exclusive brands, ensuring a greater selection for the customer.
The store has been closed between the 16th and 20th September to prepare the finishing touches, with a grand reveal launch date of 21st September. As part of the refurbishment, the store will continue to cater to all budgets. There will also be interactive elements so customers can see the company’s whole range of products, beyond what’s just in-store.
Andrew added: “We felt it was the right time to update the store’s aesthetic to better align with the company’s image and values. This new look is the final piece of the puzzle for us alongside our product range, the in-store experience, free delivery, expert staff and amazing customer service. There’s no doubt that we will be the market leaders across the nation for the next 20 years and can’t wait for our customers to experience it.”
Starting out in the market town of North Walsham in 2004, Managing Director Andrew Kerry has steered the company from strength to strength over the last two decades. Mattressman employs more than 100 people and has nine stores across the East of England. It stocks a wide range of mattresses, bed frames, divans, and bedding.
For the year ending 31 March 2024, the company saw a significant 11.1% increase in total sales, rising from £22.4 million in 2023 to £24.9 million. The latest figures underscore Mattressman’s continued success as a leading provider of mattresses, beds and all things sleep.
Vic Smith,
owner of independent beds
retailer Vic Smith Beds, talks about the importance of knowing your local and national diary.
By the time you read this, we should all hopefully be back in the swing of things after the summer holidays and trade picking back up. But have you noticed how the events that happen in the year that can impact on retail and take longer to bounce back from these days?
For example, the first couple of weeks after the school summer holidays seems to drag on longer, parents aren’t interested in sorting the household needs, they are savouring that cup of hot uninterrupted coffee in the local coffee shops. Never mind the extra length half terms, or inset days!
So, we talk to our customers – do you? Do you know the 5 – 10 nearest schools around you (depending if you’re rural or city based)? It’s not just about their shopping requirements, but also current local news or what’s going on – it’s like an extra ear to the ground. This helps us with planning and where to target. The country has seen a few big national events this year, and all of us must have been impacted – for example the World Cup followed by the General Election - it all puts a handbrake on things.
My kids are all grown up so we aren’t as familiar with the school diary, but talking to customers has helped us realise that some schools now do a two week half term in October, and even the reception year has an easing in period of 2 – 3 weeks of very small induction times. So, again, retail shopping takes a back burner.
Do yourself a favour – create a ‘diary’ for the year. Look at what’s coming up both locally and nationally –then tailor your promotions. ”
Do yourself a favour – create a ‘diary’ for the year. Look at what’s coming up both locally and nationally – then tailor your promotions to work around the people that won’t be affected by these. For example, at the end of August, our promotional marketing was based around back to school - you’ve bought the shoes, bought the new phone, but what about recharging your child?
In September, we’ve been asking people if they found they slept better on holiday, or how can we help recreate that hotel feel or look they admired on holiday.
In these times, we have to use every available avenue to get those sales, even though you may not necessarily be able to sell your merchandise via social media, you can still use it as a tool to remind people that you exist - even if it’s a funny meme relating to the product you sell.
Try it yourself. It’s amazing what Google will come up with for you, or even something as simple as posting up customer testimonials. But get people to engage with you via the current events. It humanises your retail outlet –and may even help customers align with you!
People need to remember you when they are buying your goods – after all, you want them to come to you and not your competition. Keep political opinions out of it – you don’t want it to be a ‘negative’ or people to form a bad opinion.
So, you should be looking at your calendar and planning out what you are doing for Halloween and dare we even say it – Christmas! We are!
Following last month’s feature explaining how national bed retailer Dreams was awarded the coveted Manufacturing Guild Mark, we take a look at what winning the accolade means to the business.
Over the last 30 years, the Manufacturing Guild Mark, which is awarded by The Furniture Makers’ Company, has become renowned as ‘the mark of a Great British furniture manufacturer’ for businesses of all sizes. In order to achieve this mark of excellence, a furnishing manufacturer must undergo a rigorous, independently reviewed audit and demonstrate exemplary standards across seven key areas, spanning its operations.
Earlier this year, Dreams became one of the latest companies to attain the mark. With 230 bed experts employed at the Dreams Bed Factory in the West Midlands, the company prides itself on the skills of its team of craftspeople. Offering an extensive range of specialist skills, over half of the mattresses Dreams sell are handmade at the Oldbury site before being delivered to homes across Britain and Northern Ireland. It manufactures around 275,000 mattresses and 150,000 divan pieces a year.
With a history dating back to 1987, Dreams has 2,300 colleagues across the UK and boasts a store network of 208 sites in addition to its e-commerce platform.
Ian King, operational excellence manager, who successfully led the Manufacturing Guild Mark audit at Dreams’ Bed Factory, explains: “Gaining the prestigious Manufacturing Guild Mark shows how far we have come as a business – having been in the industry for many years, I see it as the pinnacle of operating excellence. Dreams’ Bed Factory has undergone significant change over the last two years, from re-designing the whole product range to implementing a new factory layout and improving our processes. In fact, the same inspector had visited the factory a few years earlier and he was extremely
complimentary about the improvements we have made, describing them as being ‘transformational’.
“To have sailed through the comprehensive FIRA audit without the inspector finding a single non-conformance is a real credit to the skills and hard work of our team, and I would like to congratulate every one of them on the part they have played in our success. From design, product development and manufacture, to HR, financial stability, sustainability, sales and marketing, Dreams came through with flying colours.”
He concludes: “Our internal and external quality metrics show the levels of improvement we have achieved in recent years and the Manufacturing Guild Mark accreditation underpins this, giving assurance to our customers and the wider industry that we are one of the leading bed manufacturers in the UK.”
Daniel Mesecke, Manufacturing Guild Mark chairman, commented: “It’s fantastic to see Dreams gain the much sought-after Manufacturing Guild Mark. A mark of excellence, it demonstrates Dreams’ ongoing commitment to outstanding craftsmanship and innovation in the bed retail sector.
“The award is more than a badge of excellence. The complex audit it requires also delivers benefits, sometimes highlighting areas for further improvement and providing constructive advice or, as in Dreams’ case, reaffirming the high standards a company has achieved. It is also a highly effective way of giving external validation to the amazing team at the Dreams Bed Factory.”
Paul Solly, chief commercial officer at Dreams, said: “The Manufacturing Guild Mark accreditation is a real testament to the expertise of our craftspeople and the high standards we maintain throughout our business. At its core, Dreams is committed to
The Manufacturing Guild Mark accreditation is a real testament to the expertise of our craftspeople and the high standards we maintain throughout our business. – Paul Solly ”
providing premium products that meet our customers’ needs. Being awarded the Manufacturing Guild Mark cements this promise and recognises our success in doing so.”
In addition to communicating the business’ success in achieving the Manufacturing Guild Mark to colleagues, Dreams will also be utilising the mark in its marketing to customers both via its website and in point-of-sale displays instore. The accolade perfectly aligns with the company’s mission to encourage customers to choose Dreams first, further building trust for the business as a great quality manufacturer and retailer.
The Manufacturing Guild Mark is only open to businesses that manufacture most of their products in the UK. Companies undergo an independent audit every three years by the Furniture Industry Research Association on behalf of The Furniture Makers’ Company to ensure their standards of operation remain high.
www.dreams.co.uk
www.furnituremakers.org.uk/excellence/ manufacturing-guild-mark/
For over five decades, Peak Converters, a leading foam and fibre conversion specialist, has been delivering market-leading products and exceptional customer service to upholsterers across the UK from their factory in Wirksworth, Derbyshire.
With a commitment to innovation, the company focuses on minimising waste by optimising the use of raw materials to maximise product output. This often involves collaborating with customers on product design and development to create cost-effective and inventive solutions.
A recent example of this innovation is the development of a new fibre-encapsulated sprung cushion in partnership with Wade Springs. The two companies have co-created an innovative design that simplifies separation and recycling.
The cushion’s fibre contains recycled material sourced from plastic bottles, and every component is designed for easy disassembly and recycling at the end of its lifecycle. This versatile cushion is suitable for any sofa design and offers comparable benefits in terms of longevity and comfort when compared to traditional foam or fibre cushions.
Whilst upholstery is Peak’s bread and butter, the company also manufactures components for hundreds of other applications, from car sponges to pipeline pigs, converting a total of around one thousand tonnes of foam and 250 tonnes of fibre annually.
Always inventive in their approach, Peak are often challenged with designing packaging solutions that allow for bespoke component kits to be assembled for transportation in an optimised way. One recent example is thousands of lighting kits which were despatched all over the world.
At the core of Peak Converters’ role as a development partner is their commitment to improving the overall customer experience.
This summer, the company embarked on a major machine refurbishment programme, which includes upgrades to advanced machine monitoring software.
We are inventive in our approach, which is why our customers like to collaborate with us.
These improvements are aimed at increasing production efficiencies, reducing lead times, and delivering even greater value to customers. Plans for the next few years include further investment in machinery and IIoT technologies to increase capacity and reduce machine downtime.
Comments managing director, Mike Crowshaw: “Here at Peak we strive to be true to our core values and mission, which is to excel at what we do by using high-tech skills to deliver market-leading products and exceptional service.
“It is always pleasing to be asked to support our customers with their new product developments, whether that be designing a new cushion, assessing a new filling material, or trialling a new conversion method. We are inventive in our approach, which is why our customers like to collaborate with us.”
A message of Gratitude and Insight from Emmiera Group - Furniture Repairs and Insurance specialist.
At Emmiera Group, we have always strived to provide the highest standard of service to our clients, and we are proud of the strong relationships we have built over the years. As we continue to be the UK’s leading furniture repair specialist, we would like to take a moment to thank our loyal clients for their unwavering support and trust. Your continued partnership has been instrumental in our journey of growth, innovation, and improvement.
Behind the scenes, we’ve been working tirelessly to improve the quality and efficiency of the services we offer. Over the past year, we have focused on streamlining our operations
to ensure that we continue to exceed client expectations. Our commitment to operational excellence has been led by Jason Grinnall, our Operations Director, whose focus has been on enhancing quality, consistency, refining workflows, and improving the systems we use on a daily basis.
We are pleased to announce that our customer contact and lead times on appointments are now back in line across most areas in the UK, and our furniture repair first visit fix rate is at its highest level ever. This improvement is the result of the hard work from all teams within the Emmiera Group and the implementation of a more rigorous approach to the initial job setup, ensuring that we maximise results for every client.
One of the key innovations we’ve introduced is the expansion of our Technical Triage team, led by Jason Grinnall Operations Director and supported by time-served technicians with decades of hands-on experience. This team plays a vital role in supporting the Technicians out on the road and reviewing the information, images and videos provided by clients and ensuring that each job is set up correctly, putting the customer first from the outset. By having seasoned professionals assess and triage each case, we can offer greater technical insight, resulting in better outcomes and more efficient repairs for our clients. This process not only improves the accuracy of our work but also significantly improves the customer satisfaction, which is echoed in our current 4.7 trust pilot review score.
At Emmiera, we recognise that our success is driven by our people. Over the past year, we have made significant investments in the wellbeing and morale of our staff, with the leadership of Kate Cooke, our Human Resources Manager. Kate and her wellbeing team have introduced a series of wellbeing activities aimed at supporting our staff both professionally and personally. This focus on employee welfare has had a tremendous impact on team morale, with staff reporting increased satisfaction and engagement. Our belief is simple: when our employees are happy and healthy, they deliver better results for our clients. We remain committed to fostering a positive and supportive work environment for our team, which in turn drives the quality and consistency of our service.
We are thrilled to welcome Martin Hall to Emmiera Group to support our Furniture Insurance department, bringing over 30 years of experience in insurance and compliance to our team. Martin’s vast knowledge of the insurance industry, combined with his deep commitment to client relationships, makes him an invaluable addition to our leadership. Throughout his career, Martin has guided and mentored businesses to optimise their insurance programmes, ensuring compliance while driving efficiency.
Martin’s expertise extends beyond advising clients—he has successfully grown, merged, and acquired brokerages, making him uniquely equipped to provide strategic insights. His focus on training and coaching clients to navigate the complexities of the insurance and compliance landscape will be crucial in helping our clients achieve the best results. Martin’s hands-on approach to relationship-building aligns perfectly with Emmiera’s values, and we are confident that his leadership will further enhance our service offering.
As we look to the future, we remain committed to continuous improvement in quality, systems, efficiency, and client satisfaction. Our founder and CEO, James Lane, has always championed family values, and this guiding principle will continue to shape our journey as we grow. We deeply appreciate your support.
Once again, we would like to thank you, our valued clients and staff, for your continued support. Your trust and loyalty have been integral to our success, and we look forward to continuing to provide you with exceptional service in the years to come.
As we look to the future, we remain committed to continuous improvement in quality, systems, efficiency, and client satisfaction. ”
Following a successful appearance at the Bed Show, GNG Group has further solidified its position as an industry leader by unveiling exciting new additions to its Komfi range.
Focusing on luxury, innovation, and sustainability, these new collections build on GNG’s reputation for delivering high-quality sleep solutions while also catering to a broad range of price points and sleep preferences.
At the forefront of the launch is the new Infinity collection, which represents the pinnacle of luxury and innovation. Combining the cooling benefits of TrueGel with the breathability of TrueAir foam, Infinity delivers an exceptional sleep experience. The luxurious materials not only offer superior airflow and pressure relief but are also tailored to adapt to the body’s movements, ensuring comfort throughout the night. A standout feature of this collection is its adaptability through a zip-and-link option, the Infinity range allows a mattress to offer two distinct feels, making it suitable for partners with different sleep preferences. This unique innovation demonstrates that luxury and customisation are at the heart of Komfi’s offerings.
Sustainability is another key theme for GNG’s new product launches, with the Harmony collection leading the way. The collection’s highlight, the Ocean model, combines eco-friendly Seaqual covers made from recycled ocean plastics with GNG’s signature Ecofoam, crafted from 100% recycled materials. This sustainable yet affordable mattress delivers outstanding comfort without compromising the environment, or the consumer’s budget. By offering a carbon-neutral mattress from a carbon-neutral manufacturer, Harmony continues to reflect GNG’s dedication to both quality and environmental responsibility.
GNG has also elevated its KomfiMed collection by introducing a new luxurious quilted cover, adding an extra touch of elegance to a range already known for its superior comfort and support. The GelMed Hybrid model, designed with TrueGel technology,
medically proven foam, and pocket springs, ensures enhanced pressure relief, spinal alignment, and temperature regulation. The combination of these advanced materials creates a mattress that not only supports various sleep styles but also elevates comfort to a new level of luxury, making it appealing to a broad consumer base.
One of the key messages GNG aimed to convey at the show is that Komfi is not just an entry-level brand. With its comprehensive range, GNG offers a sensible hierarchy of products designed to meet the sleep needs and preferences of all consumers, from those seeking affordable, eco-conscious options to those in the market for premium, luxurious sleep experiences. Each collection, from entry-level to high-end, is carefully crafted to deliver exceptional comfort and value at every price point.
The Komfi Unity collection continues to expand as well, offering retailers short lead times, reliable UK manufacturing, and convenient delivery options. This means retailers can stock up without the burden of high container costs or tying up capital in inventory.
To learn more about these new products and the full Komfi range, visit: www.komfi.com
The IFHS is not just a tradeshow; it is a decade-long commitment to the Irish furniture Industry. Over the past ten years, the show has strived to unite the industry, add value and foster growth. Held from August 25th to 27th at the National Indoor Arena, Dublin, the 2024 edition of the show proved to be its most successful to date, solidifying its position as Ireland’s premier trade event for the furniture and homewares industry.
The IFHS 2024 was an excellent representation of the wide variety of Furniture and Homewares available in Ireland and the UK. With the show being the only one of its kind in the country and attended by all the top furniture suppliers and businesses, it is a great event for meeting others within the industry. This year’s show had thousands of impressive and unique products on display.
Over the past decade, the show has grown exponentially, both in size and stature. The IFHS has now evolved into an international affair, featuring exhibitors from across Ireland, the UK, and Europe. The event’s evolution mirrors the transformation of the furniture and homewares industry, which has seen a shift towards sustainable materials, innovative designs, and a renewed focus on quality craftsmanship.
“I’ve been a part of the show for a number of years in different capacities, and I’ve seen a lot of growth. Particular this year, I’ve seen so much more diversity than usual and it can only be a good thing both for suppliers and retailers alike. It’s really important to get in front of customers and it can be difficult. So, for us, attending the show was really important.” - Cofra
The 2024 edition of the IFHS saw record-breaking 28% increase in attendance across the three days. With attendees ranging from independent retailers to large-scale buyers, the show saw a noticeable improvement in customer mindset and purchasing activity.
Beyond the impressive footfall, exhibitors reported a substantial increase in sales and business inquiries, with many citing this year’s show as their most profitable yet.
“This is one of our best shows for return on investment. This show for us is very strong in terms of the amount of orders that we get, and especially for the cost. It’s very cost effective for us. The best thing about the show for us is that the Irish customer is always prepared to buy. Anyone that is walking on the stand 9 times out of 10 they’re placing orders and a good one at that.” - Think Rugs
The Irish Furniture & Home Show (IFHS) hosted a spectacular Awards Night that brought together the brightest talents and leaders of the Irish furniture and homewares industry. The event, held on the evening of August 25th, 2024, was a testament to a decade of innovation, collaboration, and growth that has elevated the Irish furniture sector to new heights.
In his opening remarks, Mark Gannon, Event Organiser at IFHS, reflected on the journey that began 10 years ago. “It’s a true pleasure to welcome you all to our annual Show Awards Night, and what makes this evening even more special is the milestone we’re celebrating. This year, the Irish Furniture & Homewares Show marks its 10th anniversary—a decade of showcasing the very best of our industry, building a community that supports and elevates the Irish furniture industry.”
This year’s awards were judged and announced by Amanda Bone, an esteemed architect, educator, and broadcaster, widely known as a presenter on the RTÉ Television programme Home of the Year Amanda’s presence as head judge has greatly enhanced the awards’ significance, solidifying their status as a platform that recognises the enormous efforts made by exhibitors. The awards presented during the night highlighted the outstanding achievements of exhibitors and professionals who have set new benchmarks in the industry.
Best New European Product: Cofra for their innovative Table 02
Best New Global Product: Sealy for their cutting-edge Mattress
Best Sustainable Initiative: Think Rugs, recognized for their commitment to sustainability
Best Overall Exhibition Display: Scatter Box for their exceptional showcase
Retailers’ Choice - Sales Rep of the Year: Terry McKeon from Annaghmore Agencies, honoured for his outstanding service and dedication
Retailers’ Choice - Best Supplier: Annaghmore Agencies, recognised for their excellence in supply and partnership
These awards underscore the incredible talent, creativity, and innovation that are the driving forces behind the Irish furniture industry’s continued success.
The night also featured a special recognition ceremony for long-time exhibitors who have been instrumental in the show’s success. These companies have consistently supported the IFHS and have been part of every event since its inception. They have not only showcased their products but have also played a crucial role in fostering growth and unity within the industry. The companies honoured were:
Brennans Furniture
Annaghmore Agencies
Buoyant Upholstery
Honey B
Gannon’s Furniture
Image Furnishings
Gleneagle GIE
“These exhibitors have been with us from the beginning, and their commitment to the Irish furniture industry has been a cornerstone of our success,” said Mark Gannon. “Their partnership and dedication have helped us create a platform that unites, inspires, and drives the industry forward.”
IFHS 2025 is already on people’s minds with current and new exhibitors looking forward to signing up for an even better event next year! Join us for the IFHS from the 24th – 26th August 2025 at the National Indoor Arena, Dublin.
www.ifhs-tradeshow.ie
Furniture imports during July 2024 increased on the same month last year while exports from the UK declined.
According to the latest UK trade data, analysed by Big Furniture Group, total imports of furniture into Britain valued £717.2m in July 2024, up 11.4% from £645.3m against the same month the previous year.
Imports from the EU registered an uptick of 1.4% to £342.8m from £337.8m. Imports from Italy were up 9.4% to £82.3m, while Polish imports rose 15.8% to £62.8m. Imports from Germany were up 3.4% to £55.3m.
As for outside the EU, total imports rose 21.7% to a value of £374.3m from £307.4m. Chinese imports were up 34.9% to £270.9m, while Vietnam fell by 5% to £16.1m. Imports from Morocco increased 58% to £11.9m, while the USA declined 5% to £21.1m, as did Turkish imports, down 19% to £9.6m. Imports from Brazil rose 7.2% to £3.5m, while Indian imports increased 18.9% to £7.3m.
Moving to exports, the total value of UK furniture leaving the country fell 0.6% to £175.4m from £176.5m year-on-year. In Europe, exports rose 1.7% to £84.1m from £82.7m. Exports to Italy were down 14% to £3.1m, while the Netherlands rose 14.3% to £10.1m. Exports to France rose 9.8% to £23.7m, while German exports decreased 7% to £10.2m. Irish exports were down 9.3% to £18.5m.
Outside the EU saw exports decrease 2.6% to £91.3m from £93.8m. Exports to China were down 54% to £2.1m, while UAE rose 3.6% to £7.2m. Exports to the USA fell 2.2% to £47m, while exports to India increased 58% to £2.2m.
A look at some notable data within the upholstery, mattresses, cabinet and carpets sub-categories.
Upholstery Imports Year-on-Year
Get the free data
For the monthly data and all other annual changes across four main sectors of the market – including upholstery, mattresses, cabinet and carpets, download the full report of imports and exports by country and value at:
www.bigfurnituregroup.com/furniture-imports-rise-in-july2024-exports-down/
Upholstery Exports Year-on-Year
Mattress Imports Year-on-Year
Mattress Exports Year-on-Year
Cabinet Exports Year-on-Year
Suzanne Macleod, Chief Commercial
Officer
at Sourcebynet, shares an insight into their creative direction for children’s
Global furniture development and sourcing company, Sourcebynet is on a mission to transform the children’s furniture market.
Recently appointed as the official licensed furniture partner for the BBC’s hugely successful Bluey franchise, the company also includes the Disney licence within its portfolio; working collaboratively with each brand to create defined children’s furniture collections launching in AW24. With a vision to evolve design and development, the new collections reveal a step-change in creative direction, quality and value for branded children’s furniture.
“We are committed to creating something truly new and exciting for today’s parents, delivering furniture that not only enhances the home but also captures the imagination of children,” says Suzanne. “Partnering with major brands in the children’s space is evident of the trust in our expertise and alignment with our vision for a revolutionary shift in the children’s furniture market; where innovation meets storytelling, and functionality seamlessly blends with the modern lifestyle.”
Sourcebynet is not just about furniture; it’s about creating a new standard for children’s living spaces, where every piece tells a story and serves a purpose. Combined with value and exceptional quality that ensures longevity in durability and design.
“We’re witnessing a notable shift in consumer preferences, particularly among parents who are increasingly mindful of how their homes reflect their values, tastes, and the environments they wish to create for their families,” Suzanne said. “While a certain percentage of parents are happy to indulge their children with character-focused products,
there is an increasing desire for products that are not only fun and engaging for their children, but aesthetically align better with personal tastes and overall design of their living spaces.
“We believe this shift represents an exciting opportunity to reimagine children’s homewares. We’re dedicated to offering innovative, story-driven designs that satisfy both the playful spirit of kids and the refined tastes of parents, bridging the gap between childhood joy and contemporary style.”
The recent appointment of the BBC Bluey licence for children’s furniture marks a major milestone for Sourcebynet. Taking as much inspiration as possible from Bluey content, pieces have been designed and developed to emotionally engage, capture the fun and imaginative play of Bluey on-screen and bring to life in the home.
“Bluey fans will recognise the reversible play sofa inspired by favourite episodes ‘Cubby’ and ‘Neighbours’, and the teepee designed in our own unique Bluey print gives a nod to the hugely popular ‘Camping’ episode,” Suzanne said. “We have purposely kept our first collection tight as we bring a new execution on licensed furniture to the market.”
Sourcebynet was brought onboard by Disney in 2022, prior to the launch of Disney Home to take the brand into broader retail distribution.
“AW 24 sees our new vision finally start to come to life,” Suzanne revealed. “We are confident our new ranges, including a first ever Moana furniture collection ahead of the big screen release of Moana 2, will challenge industry and consumer perceptions for licensed children’s furniture and have widespread appeal.”
Sourcebynet’s sourcing operation is built around the fundamental principles of ethical and sustainable practice that enables supply of great value products with guaranteed quality and compliance to the strictest global standards. Strengthened by over 20 years of expertise, this ensures brands benefit from Sourcebynet’s robust supply chain and established global network of trusted partners.
“Sustainability is ensuring conscious design and responsible sourcing is second nature throughout our business. Our strategy holds us accountable for our actions while supporting our customers and suppliers to adopt on theirs.” comments Ben Peasdon, Head of Sustainability. “We have seen significant progress over the past 12 months, through achieving third-party verification of our Green House Gases, following the ISO 14064-1 standard.
“We now understand our impact and are committing to targets to reduce. Our focus over the coming 12 months will be lower the emissions of our products. Over 90% of measurable CO2e emissions from furniture retailers come from the products they design, source, and sell. We are proud of the progress we’re making, and recognise that sustainability is an ongoing journey yet has opportunities for improvement.”
We’re witnessing a notable
shift in consumer preferences, particularly among parents who are increasingly mindful of how their homes reflect their values, tastes, and the environments they wish to create for their families.
”
Sourcebynet offers innovative furniture solutions across living, bedroom, dining, children’s and outdoor categories for private label, own brand and licensed partners. With a vision to bring best in class solutions focused products for modern homes, delivered with excellence in quality assurance for leading global retailers via its network of offices in Europe, Asia and Australia.
“Our commitment to continued progression and innovation in development,” Suzanne added. “For the branded division, we have a significant development pipeline across a number of new categories including outdoor and play as well as new partnerships and licences coming online.
“We are very focused on delivering enhanced value for our retail partners and that now includes also helping them to identify brands and collaborations that will appeal to their customers and managing that end-to-end process right through to delivery of the ranges. On non-branded we continue to grow and invest in dining, living, bedroom and outdoor with a number of very exciting developments and new ranges coming.”
For more information, contact UK Head of Sales, James Kyte james.kyte@sourcebynet.com - www.sourcebynet.com
Fábian Busto, Website Product Manager at JB Commercial Group, talks about the company’s historic milestone as well as how it has adapted following major changes since Brexit and Covid.
It is often said that businesses must be nimble, able to adapt and consistently evolve to navigate through the good times and the uncertain periods. For contract furniture supplier JB Commercial, the company has strived on all three attributes to not only future-proof the business, but deliver growth, all while keeping it in the family.
This year – actually this month – marks a special milestone for the Irchester-based business as it reaches its 20-year anniversary. Starting life from a home office back in 2004, JB Commercial is now spearheaded by the children of its original founder and has grown into an outfit that has surpassed £1million in turnover.
“The company was founded by my parents back in 2004,” says Fábian Busto. “Now they are mainly retired and myself, my brother (Dominic) and my sister (Francesca) run things. We all manage different aspects of the business and it has worked well. The transition has been slow and steady, which I think was very helpful.”
As part of this transition, the business had to adapt to Brexit and then Covid, which presented a number of challenges but also opportunities, as Fábian explains: “At the very beginning of 2020, we had to adapt to the changes that Brexit would create whilst looking at the new opportunities it could bring.
“The main part of the former was the new regulations brought in, namely exporting to neighbouring countries. We had to evolve our process to make sure that we were compliant with new standards while never passing on needless stress to the client.
We are proud to say that the team were able to adapt and continue the first-class service we are known for.”
A far greater challenge was on the horizon, however. The Covid pandemic and the ensuing lockdown severely affected the business model and decimated the hospitality sector.
“We found the mettle to change the way we operated for the ‘new normal’,” continues Fábian. “We ventured forth with a reduced team and moved operations to our respective homes to guarantee that our standards would remain high, while we could preserve the safety of our colleagues.
“New products had to be integrated into our catalogue, especially the necessity of protection screens and devices to make everyone’s workplaces more secure. As people around the country returned to work, we continued to provide new solutions to help the process while assisting the recovering hospitality sector. We assisted with new ventures intended to kick start the market and our Interiors arm were involved in updated projects around the country.”
Having navigated through the unprecedented times felt across the wider industry, JB Commercial has continued to implement changes, bringing back production for some of its products to the UK. “The last 12 months have been hard to judge,” revealed Fábian.
“This year has so far been one of our busiest yet and last year was more quiet than usual. Like any family business, things are often up and down - we are fortunately able to react quite quickly with things as we work fully remote and can jig things around when/if we need to.
“We plan to rejuvenate our Premier Range of furniture with items that were made in Poland. We stopped using Poland for this range goods shortly after Covid/Brexit, due to the amount of paperwork and costs paired with the uncertainty of post-covid life, but we’ve found a factory and a solution and all
We are finding our solid marble tops (finished in the UK) are selling exceptionally well. Our UK made sofa beds are also gaining traction, which is very positive.
had the relevant protocol training, so we are working on this range as we speak. It was very popular, so we look forward to bringing this back.
“Furthermore, we are finding our solid marble tops (finished in the UK) are selling exceptionally well. Our UK made sofa beds are also gaining traction, which is very positive.”
As mentioned, October marks the official 20-year anniversary and Fábian added that the company will run a special discount to celebrate the occasion, while also reflecting on the journey so far: “It feels great to be part of such a big milestone. Looking back to when I was a little boy helping around the warehouse/the office and assembling my first office chair at around 8/9 years old after school (under supervision of course!), I would never have imagined being here today running things with my siblings.
“It feels amazing and I’m very lucky to be part of something which has stood-fast and even grown considering the tumultuous few years we’ve all had! We’re excited for the future and look forward to celebrating our anniversary as a team. Here’s to the next 20 years and beyond!”
Industrial waste is one of the biggest challenges of modern society, and rigid polyurethane (PU) foam is a key contributor. Used in everything from warehouse insulation to refrigerated trucks, cold storage facilities, and sandwich panels, PU foam provides excellent thermal properties but presents a significant disposal problem. Once these structures reach the end of their life, the foam typically ends up in landfills, where it can take centuries to decompose. But what if we could transform this waste into something new and valuable? That’s where innovative recycling comes into play, turning industrial debris into stylish, sustainable furniture.
One groundbreaking approach to this recycling challenge focuses on mechanically breaking down rigid PU foam and giving it a second life as furniture. The upcycled foam is mainly applicable for furniture frames, making it an ideal solution for the furniture industry. This process begins with the demolition of old warehouses, cold storage units, or vehicles containing polyurethane insulation. Instead of sending the foam to waste, it is captured and recycled. Once the foam is collected, it’s shredded into small, reusable
pieces. These pieces are then combined with lignin, a renewable resource often sourced from the by-products of the paper industry, along with other materials to create a strong, durable binder. Together, these components form a solid, sturdy material that can be moulded into furniture frames.
This blend of natural and synthetic binders ensures that the recycled material is not only robust but also versatile. By using lignin, along with other compounds, the recycling process minimizes the need for harmful synthetic adhesives while still producing a durable, long-lasting product. The end result? High-quality furniture that’s as tough as traditionally manufactured pieces but with a fraction of the environmental impact.
The materials used exhibit more favourable fire resistance compared to those commonly used in the furniture industry, enhancing the safety of the final products. Additionally, almost any shape can be cut and milled from the blocks, providing great flexibility for furniture designers and allowing for custom and innovative designs. Its density is higher than that of standard foam materials, ranging between 80-120 kg/m³, and it also has a high compressive strength, making it a durable and reliable choice for long-term use.
The transformation of polyurethane foam into furniture is more than just a recycling solution—it’s a prime example of upcycling, where waste materials are transformed into something better and more valuable. Instead of being discarded, industrial insulation materials are reborn as sleek, modern furniture pieces. Imagine sitting on a couch that once insulated a cold storage unit or lounging on a chair made from the walls of a refrigerated truck. It’s a tangible reminder that waste isn’t the end—it’s the beginning of something new.
The process of turning industrial rubble into furniture also brings significant environmental benefits. By recycling foam and using renewable binders, we reduce the demand for virgin materials
like timber and steel, which are commonly used in furniture manufacturing. This shift helps preserve natural resources and reduces the environmental footprint of furniture production. Plus, using materials like lignin, a natural by-product, eliminates the need for harsh chemicals often found in traditional adhesives, making the process cleaner and safer for the environment.
As consumers become more conscious of sustainability, the demand for eco-friendly furniture continues to rise. People no longer just want beautiful and functional furniture—they want pieces that align with their values. The idea that a couch or table could be made from recycled insulation and foam not only appeals to those seeking sustainability but also adds a unique story to every piece. Each item carries with it a
history of industrial use, now repurposed into something that plays a central role in daily life.
This innovative recycling method shows how we can reimagine the future of materials. A warehouse that once stored goods or a refrigerated truck that transported perishables now serves a completely different purpose, becoming part of someone’s home. And because the process retains the strength and integrity of the original foam, the furniture created is not only stylish but also highly durable.
The journey from warehouse to living room highlights the potential of circular design. Instead of viewing industrial waste as the end of a product’s life, this approach turns it into a new beginning. The use of advanced recycling techniques, combined with renewable binders, allows us to extend the life of materials that would otherwise be thrown away. It’s a powerful reminder that with the right technology, even the most unexpected materials can find a place in our homes.
In today’s world, sustainability is no longer just a trend—it’s a necessity. By incorporating recycled industrial foam into furniture design, we’re not only solving waste disposal problems but also contributing to a more sustainable future. The next time you sit on a stylish chair or relax on a comfortable couch, take a moment to think about where it came from. It could very well be that the furniture you’re enjoying was once a part of an industrial building or a cold storage facility.
The future of furniture is being built from the past. Demolish a warehouse, recycle the foam, and sit on the results—it’s that simple. This innovative process proves that with creativity and technology, even industrial waste can be transformed into something valuable and enduring.
The core idea was to develop a solution that’s both competitive and industrially scalable. A significant portion of rigid PU foams ends up in incinerators or landfills. This isn’t right because we’re talking about a material with great properties. It’s a waste to burn it, and most of the disposal methods aren’t sustainable.
Even the newly developed chemical recycling methods are extremely energy-intensive, which limits their widespread use. In contrast, our method is very cost-effective, and, to be honest, it’s not just recycling—it’s upcycling, which makes us incredibly proud.
We are targeting manufacturers, as upholstery or coating is required to finish the products. We are also seeking partners in manufacturers who are open to recycled furniture components to expand the use of this innovative material. The global patent is in progress.”
- Gábor Hangosi
In the next part of our ongoing sustainable series, home furnishings retailer Dunelm shares its latest sustainability and social responsibility progress.
Home furnishings retailer Dunelm recently reported a growth in sales and profit in what has been another strong year for the business. According to its preliminary results for the 52 weeks to 29 June 2024, total sales rose 4.1% to £1.7bn from £1.6bn in 2023. Pre-tax profit resulted at £205m, up 6.6% from £193m against the previous year.
As well as a strong financial performance, Dunelm has delivered positive outcomes across its broad group of key stakeholders. “We strive to make good decisions and ensure what we do is increasingly sustainable,” Nick Wilkinson, Chief Executive Officer, said. “During the year we reiterated our good and circular approach to sustainable growth, and continue to ensure it is embedded into our strategy and ways of working so that we are delivering for all of our stakeholders and focussing on our planet, communities and people.
“In FY24 we were proud to become the first homewares specialist to have validated SBTi targets across Scope 1,2 and 3 carbon emissions, which sees us align to the latest climate science from the Intergovernmental Panel on Climate Change (IPCC). We have also made further progress in extending our good and circular approach into our customer proposition, increasing the proportion of own-brand products which have our more sustainable ‘Conscious Choice’ label, and introducing the ‘Too Good to Go’ initiative to our Pausa cafes to help reduce food waste.”
Dunelm’s committed supplier partners are also helping the retailer to limit its impact on the planet. “Having grown together over several decades, we see these enduring relationships as a key strength of our unique operating model,” Nick continued. “On sustainability matters, we work together with our suppliers and
continue to learn. Where necessary, we have been encouraging suppliers to adopt a data monitoring standard and action planning tool (the Higg Index) to underpin their improved manufacturing programmes.”
Dunelm says it is continuing to place importance on and build momentum in the work its stores and sites do in their local communities too. Originating during the pandemic and expanding since, all Dunelm stores now support important local organisations including selected schools, care homes, women’s refuges and more.
“Our annual Delivering Joy campaign is an example of this work in practice,” Nick said. “Last year, I am immensely proud to say that we delivered 125,000 gifts to these local causes. Communities also form the backbone of some of our circularity initiatives, including our expanding takeback schemes and ‘Home to Home’, through which customers can donate pre-loved homewares items to those in need.”
Dunelm also places great importance on the development and engagement of its committed colleagues.
Developing talent improves retention, enables internal succession, and increases productivity and business resilience. Nick added: “Encouragingly, we saw colleague retention increase to 89% during the year (FY23: 87%). Whilst our colleague engagement score fell in FY24, although high by industry standards, we are actively listening to our colleagues. We see very strong response rates to our colleague engagement surveys throughout the year, which give us detailed and extensive feedback, from which we are building positive action plans across the business.
“As technology changes the nature of all roles across our business, we are as committed to lifetime learning as we are to early careers recruitment and development. Our data academy and apprenticeships are good examples of this. We are also excited about our ‘Reach’ development programme which launched during the year and is focused on increasing the number of ethnically diverse colleagues in senior positions. We have much more to do in this area but are encouraged that the proportion of our ‘role model’ leaders from ethnically diverse backgrounds increased to 5.8% in FY24 (FY23: 3.8%).”
Looking forward, Dunelm has three broad focus areas which frame its priorities and investments. These are an evolution of its strategy, and in combination will allow the retailer to achieve its full potential as the Home of Homes, and to be the UK’s most trusted and valuable brand for homewares and furniture.
In FY24 we were proud to become the first homewares specialist to have validated SBTi targets across Scope 1,2 and 3 carbon emissions.
“Secondly, we are building further confidence in opening more stores and developing our digital channels to deliver an outstanding and connected multi-channel shopping experience for our customers. We know that multichannel shopping is the preference for most when it comes to homewares and furniture, so joining up our channels as much as possible is a priority.
Nick explained: “Firstly, in the area of product: we see opportunity to redouble our focus on product development, increasing our curated ranges, bolder design differentiation, enhancing cross-category coordination in our collections and innovation in sustainable materials. In recent times we have been acutely aware of the importance in having the right product offer, at the right time, to ensure we remain relevant and appealing to customers. In the year we saw this demonstrated with stronger upholstered furniture collections, combined with 5-day delivery leadtimes.
“Thirdly, after building up our skills and operational capabilities in recent years, we see significant opportunity to harness them to achieve both productivity improvements and further strengthen our customer offer. In light of elevated wage inflation, and with growing technology and data capabilities, where foundational investment has been made over recent years, there are increasing opportunities to introduce more automation and productivity tools throughout the business. These are already driving efficiencies in parts of our operations (such as reducing volumes in the Customer Contact Centre) and our capacity to successfully implement more of these initiatives will increase going forward.”
INDX Furniture returned to its West Midlands exhibition venue, Cranmore Park, at the end of August – bringing together the latest market innovations, new product launches, and show exclusives from an expertly curated selection of top suppliers across upholstery, living room, dining room, and garden furniture.
The August edition of the show also featured an additional showcase of beds and sofa beds from brands including Harrison Spinks, Hypnos, Owl & Lark, Reylon, Sealy, Sweet Dreams, Alstons, and New Trend.
Emma Rackley, Director of Furniture and Home, AIS: “We continue to trade within a challenging economic landscape and when curating the show, we made sure to focus on commercial trends and market intel to give visitors what they were looking for –namely newness and innovation.”
With a focus on delivering newness, Parker Knoll took the spotlight with a fresh and exclusive collection launch. Other leading brands introducing new product ranges included Ashwood, Ashwood International, Hydeline, New Trend, Primavera, Sofasexpress, Devonshire, Alfrank, Torelli, Value Mark, and Hill & Hunter.
A solid line-up of first-time exhibitors including Aquinos, Vilmers, The Lounge Company, Hjort Knudsen, Indus Valley, Maxfurn, and X8 also made their debut.
Continuing the theme of newness, the INDX Shows group has just revealed exciting plans for 2025 including the launch of a new website, a fresh brand identity and
‘National’ titles, while it’s event home Cranmore Park will be introducing a new state-of-the-art and sustainable exhibition shell scheme to elevate the whole exhibition experience.
We continue to trade within a challenging economic landscape and when curating the show, we made sure to focus on commercial trends and market intel to give visitors what they were looking for – namely newness and innovation
INDX Furniture returns on 17-20 January 2025, with the first day being exclusive to AIS Members. Visitor registration is open and can be completed at www.indxshows.co.uk/ shows/furniture
Exhibitor enquiries should be submitted via the application form: www.indxshows.co.uk/application-form
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, plus complimentary barista refreshments and breakfast pastries.
www.indxshows.co.uk/shows/furniture SAVE
AIT Home Delivery, which under its previous banner of Panther Logistics has dominated the two person delivery market for nearly 15 years, is now making its mark with its storage and fulfilment services as more and more customers take advantage of the company’s extended offering.
In just the past three years, AIT Home Delivery has increased its warehousing space by over 400,000sq ft. to accommodate the increasing trend of customers wishing to reduce their stockholding.
And now with over 40,000sq ft of warehousing and 8,000 pallet spaces at its disposal, AIT Home Delivery is ideally placed to support its retail customers with a total pick and pack, fulfilment and delivery end to end solution.
Renowned for its dedicated, market leading premium two-person delivery services, AIT Home Delivery has eight depots nationwide including three strategically located storage sites at Seaham, Castleford and more recently Swindon - AIT Home Delivery’s latest flagship depot and the company’s biggest site so far.
Situated in South Marston Swindon, the 224,000sq ft facility first opened its doors 12 months ago and features 100,000sq ft of bulk storage and 15,000 pallet spaces, reflecting the company’s growth and increased commitment to its warehouse and fulfilment offering.
This site alone is already being used by major furniture retailers Sofa Club and Happy Beds, Swyft Home and Blue Badger providing excellent logistics links to the south.
One constant within the company’s offering is its core philosophy of ensuring the customer is at the very heart of everything it does, as such providing a level of service unmatched in the industry.
Revolutionising the market in 2010 with the introduction of a game changing next day delivery service, AIT Home Delivery now offers a market leading 98% next day coverage across the UK.
Providing total flexibility customers can enjoy next day delivery seven days a week with a 9 p.m. cut off time or nominated day delivery and have their goods delivered to a choice of room with removal of packaging as standard.
Additional value-added services include Saturday and Sunday delivery slots, upgrades such as wet and dry installation, soft assembly, premium time windows, plug and play,
dedicated gym equipment configuration, door removal and customer returns. Also on offer is the recovery of nonoperational and obsolete goods with specialist disposal.
Customers can also gain peace of mind from AIT Home Delivery’s robust inventory control and stock management systems, full order tracking capabilities for clients and customers to provide total transparency across the delivery cycle, a fully integrable online booking diary and a two-hour delivery slot with a phone call 30-60 minutes before driver arrival time. AIT Home Delivery also boasts a marketleading 99.9% first time delivery success rate and has a Trustpilot rating of 4.6.
AIT Home Delivery Sales Director Samuel Scott commented: “As a customer centric organisation, meeting the requirements of our customers has always played a pivotal role in our operation.
“Storage and fulfilment are now a key part of our offering which is demonstrated by our ever-increasing footprint designed to service the needs of our clients.
“A number of our customers have already embraced our expanded offering. By continuing to expand our storage and fulfilment operations further represents our commitment to streamlining solutions for the benefit of our customers as more and more clients seek a complete end-to-end solution for consumers.”
Storage and fulfilment are now a key part of our offering which is demonstrated by our ever-increasing footprint designed to service the needs of our clients.
www.aithomedelivery.co.uk
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
Experience the refined comfort and sleek design of the Ander bed, where minimalist aesthetics meet the cosy warmth of a cushioned headboard. Crafted from durable, beautiful materials, its frame showcases clean lines and a natural finish, embodying contemporary style with a nod to classic comfort. The tufted, plush headboard invites you to relax, adding a sophisticated touch to your bedroom. Designed for both form and function, the Ander bed offers sturdy support for a restful night’s sleep, effortlessly integrating into any bedroom décor. If you’re interested in stocking the range, contact info@birlea.com www.birlea.com
Ekornes has launched Stressless® Erik, crafted to order at the Ekornes factory in Norway to deliver unparalleled comfort – and style. Stressless® Erik is a luxurious recliner with a nod to mid-century styling that provides sumptuous comfort with an ergonomic fit. The exclusive look is highlighted by a supple top cushion with double stitching. An adjustable headrest can add an additional 10 cm to the back height if required. Exceptional comfort is obtained by using a curved seat mould, combined with a soft top cushion. Choose form three sizes – small, medium and large and 5 different base options including a home office base. www.stressless.com
EInterior Door Systems (IDS) the Warrington-based specialists in sliding door technology, have unveiled a new collection of stylish hinged bedroom doors. The portfolio is a versatile mix of traditional and more contemporary doors. The comprehensive collection comprises 8 ranges: Stratford, Lancaster, Chelsea, Warwick, Richmond, Winchester, Oxford and Windsor. All the new hinge doors come with a choice of complementary handles and are available in a selection of door and cabinet colours and finishes including high gloss and super matt paint and wood grain and grained wood. The beautiful new hinge doors chime with tradition, with even the more contemporary styles evoking a timeless charm, perfect for adding a touch of elegance to bedroom storage. www.interiordoorsystems.co.uk
Henrik Pontoppidan, Director of S2U Design, talks about connecting with suppliers in Vietnam and the power of the contract.
Business and trade have a unique ability to build personal relationships across borders. In Vietnam, these relationships are the backbone of business. The Vietnamese are hospitable and curious about mingling with foreigners. Connecting outside of work can smooth business dealings, but keeping business and pleasure separate is essential. Once you’ve established good chemistry, you’ll likely be invited into your partner’s personal life, whether it’s a wedding, company event, or a game of tennis. Participating can deepen your business relationship and is genuinely enjoyable—Vietnamese people are full of humour and charm.
Being invited to a Vietnamese home is a special honour. Here, it’s about socializing and having fun, not talking business. Just remember to leave your shoes at the door and be ready for ice-breaker questions like your age, which help them use the right pronoun. Vietnamese culture values being well-connected, especially with influential people. While connections can help navigate bureaucracy, it’s safer to understand the laws and regulations yourself before relying solely on others. Still, embrace social invitations— they might lead to valuable introductions that make navigating Vietnam’s business environment easier.
For ten years, I imported furniture from Vietnam, Indonesia, and China for my UK business, OAKEA. Yet, I never grasped the significance of the Vietnamese contract until I set up my company in Vietnam in 2019. A Vietnamese contract is technically a legal requirement, requiring formal signing and stamping with a company seal. This practice, rooted in older Vietnamese law, was originally meant for government oversight on business transactions. While not often enforced for export orders today, it holds importance for domestic transactions.
‘From Glide Factory’ – With one of the owners of one of my favourite factories making high volume Drawer Runners and Handles sold worldwide.
The contract starts with ‘Socialistic Republic of Viet Nam’ and the slogan ‘Freedom – Happiness – Independence’ (Tự do - Hạnh phúc - Độc lập), followed by the decree and identification of ‘Party A and Party B.’ It outlines obligations, delivery terms, product specifications, prices, and payment terms. Both parties’ directors must sign and stamp each page. Although this process seems bureaucratic from a Western perspective, it ensures your agreement is respected and adhered to by your supplier without implying distrust. Had I known its power when importing for OAKEA, I would have used it all the time. Now, with S2U Design, I always use it for traded orders.
Henrik Pontoppidan, Director of S2U Design, talks about connecting with suppliers in Vietnam and the power of the contract.
In Vietnam, it’s essential, in order to achieve the best possible results, to fully understand – before entering into any negotiations - some of the reasons why Vietnamese manufacturers can sometimes appear unfocussed, impulsive and reluctant to give in, and offering their lowest price point. If the points below are fully understood by the western buyer, it is much easier for her/him to argue the right way for better prices:
1 2 3 4 5
High Demand for Quotes: Manufacturers get flooded with requests, but only a fraction turn into orders.
Uncertainty and Silence: Suppliers often aren’t told when they’ve lost a deal, leading to skepticism and hesitance in prioritizing new opportunities.
Skepticism Toward Long-Term Promises: Past experiences make them doubt verbal promises of large, ongoing business.
Frustration Over Delays: Buyers often feel suppliers are dragging their heels, not realizing the hesitation stems from a need to protect their interests.
Manufacturer frustration Over changing requirements: Buyers’ request changing specifications over and over, and each change requires a new calculation process. This shortens the manufacturer’s attention span.
These points highlight the need to spark genuine interest in your business and the necessity to understand that customer is not always king. Without demonstrating real intent to move quickly under the right circumstances, while being clear, concise and consistent in formulating your requirements and specifications, you will experience high prices being quoted – after a too long wait. To navigate this landscape effectively, follow these steps:
1 2 3 4 5
Prepare for the Negotiation: Understand the factory’s capabilities and cost structure, and know the market prices for similar products. Be clear on the price you’re willing to move forward with.
Be Honest with Your Target Price: Unrealistic requests can turn off the factory. A fair target price builds trust and encourages a genuine wholehearted effort to match it.
Pre-Close the Deal: Prepare a realistic provisional order based on your research and target prices to speed up the process. The manufacturer will see you mean business.
Meet Face-to-Face: Whether in person or via video call, this personal touch shows commitment and builds rapport.
Bond Over a Meal or Drinks: Socializing with your supplier will always achieve better prices – a little better or a lot better.
Understanding the manufacturers’ situation, and following these steps you will capture your supplier’s attention, ensuring quicker responses and the best possible prices. This approach fosters a strong business relationship, keeping your supplier on board for the long term.
If you need help with your activities in Vietnam, don’t hesitate to reach out.
CTY TNHH S2U Design Vietnam
S2U Design Denmark ApS
Tel (UK) +44 (0)1432 851 824
Tel (VN) +84 (0)82 7600 171
email: henrik@s2udesign.co.uk
www.s2udesign.com
Paul
Wray,
Managing Director of Furntec Ltd and Modern Outlook Furniture,
answers the question, should you deal directly with Chinese factories?
Over the years I have heard many times that companies would rather deal directly with factories here in China and not with a trader, thinking they can get a better deal or a better product.
Sometimes this may be the case, but is it all just a myth?
Working with suppliers in China and building up trust takes time and it’s not something that happens overnight. I have spent many years living in China working with many suppliers to build up trust and reputation.
As a trader, and knowing how to work with the suppliers, this adds huge benefit for customers around the world who cannot be based in the Far East and need help sourcing or QC.
Do customers think dealing direct they can obtain much better prices for the products they intend to buy?
In most cases, prices are best negotiated by someone who knows the culture and people and how to get the best deal and not affect the quality of a product.
Trust is 100% key here in China.
Understanding your product is also key to a successful negotiation, how do you know if the price you are being offered is a good price? Yes, you can compare but are you getting what you really need to the correct specifications?
Remember, when you’re pushing for a much better price, what is being taken out of the product in terms of quality or materials to achieve the price you want?
I have spent many years living in China working with many suppliers to build up trust and reputation. ”
Working with a trader who has local knowledge in the country you are buying from and has years of experience in the furniture industry working with many furniture suppliers can benefit your business in many different ways.
We are here to make your working life easier and to take away the stress by making sure we get you what you need at the right price, quality and service and to the correct specification.
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/
The Outdoor Living and Wellness Expo 2024 is upon us! This show is the definitive event for architects, landscapers, retailers and designers who are looking to source the products and innovations that will take the finishing touches of their garden projects to the next level, and will be coming to the ExCeL London on the 15-16 October. Tickets are free, so mark the dates in your calendar, because this is going to be an unmissable event.
With demand for improved outdoor spaces and the importance of personal wellness both at an all-time high, the outdoor living & wellness market has never been so primed and ready for another installment of this exciting business-to-business event.
This year’s seminar agenda is now live! Featuring stage takeovers from the Royal Horticultural Society and the Society of Garden Designers, as well as focuses on hot topics such as lighting, business operations and even sessions on education and personal development, you’re not going to want to miss out.
Here’s some of our top picks:
Show Garden Sustainability - Malcolm Adnerson, Liz Nicholson & Paul Cowell
Top Tips for Future Proofing Your Business - Neil Stead
Building Communities with Light - Magdalena Gomez
Innovative Exhibitors
The Outdoor Living and Wellness Expo will have a full seminar and live debate programme specifically designed for any landscaping project in the domestic market, as well as a carefully curated lineup of industry leading exhibitors for visitors to connect with, covering areas including:
• Garden Furniture Shading
• Outdoor Cooking
Garden Decoration
• Outdoor Heating
Outdoor Entertainment
As one of the exhibitors in the garden furniture space, Teakunique, owned by cousins Rachel and Victoria, deliver exquisitely designed, impeccably crafted, top-grade, sustainably sourced teak furniture – all underscored by an unparalleled, personalised service you’d expect from a family business. The collection includes classic, contemporary and versatile pieces, that are at home as much in the city as they are in the countryside.
Embark on a journey into the future of outdoor living at our captivating Garden of the Future, a visionary showcase curated by a top designer in collaboration with our esteemed exhibitors. Step onto a world where imagination meets innovation, and witness first-hand the cutting-edge products and designs shaping the landscapes of tomorrow.
The purpose of this exciting new section of the event is to help professionals in the industry source not only the products, but also systems and services that will enable them to enhance offering, boost retail capabilities, and maximise revenues.
Outdoor Living and Wellness Expo visitors work on all sizes of projects, from smaller budgets to multi-million pound schemes.
Tickets are completely free, so grab yours now while there’s still time, and we hope to see you at the show!
We have a team meeting every Monday morning where we discuss figures etc for the previous week & update everyone on any new sales advice. At this meeting we then do any relevant training E.G. at the moment we have new beds coming in, so we discuss all the features to benefits of each bed. It’s good to do it as a team because we always ask if anyone has any good sales tips or questions. This way we can share all the information & keep the team communication clear.
We aim to provide training to Sales Staff every six months to keep abreast of all the latest manufacturing techniques and innovation. We work closely with Representatives from our Manufacturers and Suppliers.
Making sure that our sales team are across new and current product knowledge to best help and support our customers through the buying journey is an ongoing process, however we also regularly work with our in-house Sleep expert, James Wilson, to deliver bespoke sleep-focused training to every person in the business who has a customer touchpoint.
We start every day with training. 5-mile run followed by half an hour in the company gym singing “we love our customers” to the sound of Abba. We find it works wonders. Motivated and sweating we rip up the sales floor. Customers have no chance to say no!
At Land of Beds, we prioritise regular sales training for our team, recognising our staff as our most valuable resource. We’ve developed a comprehensive “Land of Beds Way” training package, which combines in-house expertise with external support. This includes supplier training days to keep product knowledge current and collaborations with external sales companies to ensure best practices.
Our approach focusses on equipping staff with skills to support customers, facilitate sales, and promote personal growth. Training is ongoing, with frequent recaps, reviews, and refreshers. We also schedule more in-depth sessions periodically. This continuous professional development is a key metric for us, reflecting our commitment to investing in our team’s success and, by extension, our customers’ satisfaction.
At Linthorpe Beds, we are committed to ensuring all our staff are consistently well-trained and equipped to excel in sales. From day one, it is mandatory for all new employees to undergo our in-house introduction to beds, alongside completing the National Bed Federation (NBF) module and accessing the comprehensive online Silentnight Academy. This ensures a strong foundation in product knowledge and industry standards.
To keep our team informed and up to date, we regularly arrange visits from sales reps and agents, both in-store and online, to provide hands-on product training. Additionally, we maintain close relationships with manufacturers, organising factory visits to give staff an in-depth understanding of the products and innovations. We believe in continuous learning, so we roll out regular refresher courses for both the NBF module and the Silentnight Academy, ensuring knowledge retention and skill improvement.
Our commitment to staff development extends through our performance review process. Every three months, we conduct performance reviews, giving staff the opportunity to highlight areas where they may need additional support. Store managers use this feedback to assess strengths and weaknesses in sales performance and implement targeted training, ensuring each team member is fully supported in their growth and success.
We’ve developed a 2-week intensive & immersive training program which introduces new starters to the key aspects of our business and their role - enabling them to ‘hit the ground running’ and adding value from day one. Additionally, to keep long-term engagement high we combine formal sales training (when new products are introduced) with ad hoc exercises such as games & quizzes – we’ve also found resources such as YouTube has a wealth of great content we can use to help develop sales skills. Finally, we use role play to challenge our team with new/challenging scenarios and learn how to deal with a wealth of different situations - we’re keen on continual improvement and treat sales training as something which should constantly and consistently be done.
Our organisation places a high priority on continuous professional development and sales training. We have implemented a comprehensive training program that ensures our team remains at the forefront of industry knowledge and skills.
We offer our staff the flexibility to engage in training one day per week. This training can encompass any subject that they believe will bring long-term business value. This approach not only enhances their sales capabilities but also allows them to pursue areas of personal and professional interest, fostering a culture of continuous learning and development.
In the past year, we have encouraged all staff members to visit our suppliers. This initiative has been embraced across all levels of the organisation, including our general manager and our 82-year-old owner, who have both completed fundamental training courses to refresh their knowledge. This hands-on experience with suppliers ensures that our team is well-versed in the latest product developments and industry trends.
Our customer interactions are grounded in the philosophy of education rather than mere sales. We believe that an informed customer is an empowered customer. Therefore, it is fundamental that our team is thoroughly educated on the intricacies of our products. This educational approach not only builds trust with our customers but also positions us as a knowledgeable and reliable partner.
are some of
(Correct as of 20 September 2024)
Please note this is a Self-Employed Commission Only Based Position
Requirements: Direct Sales experience is a plus but not essential. Essential to own a vehicle, preferably an estate car and have a full UK driving licence. An ambitious individual with the passion to succeed, positive outlook, energetic and confident, DBS check is mandatory.
The Role: Enthusiastic and target driven Field Sales Representative, you will attend enquiry appointments in the home and demonstrate our unique portable and furniture products. You can achieve a sizeable income which takes skill and dedication to achieve and we will give you all of the tools that you need to become successful very quickly.
What you will benefit from: Qualified enquiry appointments. OTE is between £50K to £70K OTE first year. Up to 23% commission paid weekly. Initial fuel allowance. More information: https://www.bigfurnituregroup.com/ adjustamatic-beds-field-sales-representative/
We are currently looking for a Sales Agent for the South East Region. Kayflex UK LTD manufacture Mattresses, Bed Frames, Divans, Headboards in the UK. 10 working day delivery Schedule. Contact Greg Bachelor, Sales Director at Kayflex UK Ltd, on: gbachelor@kayflex.co.uk or 07973731762.
We have a great opportunity for an experienced PR & Marketing Manager to join Heal’s on a full-time basis. The position will be based at Heal’s Head Office in Central London. As PR & Marketing Manager, you are essentially the public face of Heal’s. Your core objectives are to manage the day-to-day press office, providing a high level of service for the media, focusing on building brand awareness and achieving excellent media presence. You will also be responsible to overseeing our industry leading events, such as Dinner with the Designers. More information: https://www.bigfurnituregroup.com/heals-pr-marketingmanager/
Want to drive your career forward at a company where you’re truly valued? Then we’d love you to join us at ScS as a Delivery Driver. You’ll be part of a supportive team dedicated to bringing smiles to customers’ faces, not just furniture to their door. In a career that rewards hard work with great benefits. If you’re all about making the people around you smile and delivering a great service for customers then you could be the perfect for us. All you need in order to apply is a 7.5 tonne vehicle licence, a driver digital tachograph card and the relevant drivers CPC qualification (certificate of professional competence). We’ll sort the rest! Previous furniture delivery experience can be a benefit, but we find personality and the ability to learn new skills more important. More information: https://www.bigfurnituregroup.com/scs-delivery-driver/
Sofa Factory, part of the Bentinck Group, has a great opportunity to join its team as a sales agent in the South East & East Anglia. As one of the fastest growing upholstery companies in the UK, Sofa Factory supplies sofas, sofabeds and footstools and specialises in fabric upholstery sofas. For more information or to apply, please email your CV to Kevin Barfoot on: kevin.barfoot10@gmail.com
Are you looking to expand your team? Advertise your job with us. For more information, contact Nick on nick@bigfurnituregroup.com
For more jobs and further information, visit www.bigfurnituregroup.com/jobs
Timber Art Design UK are the Designers, Manufacturers, & Suppliers Of Quality Furniture, offering a diverse range of beautifully crafted furniture that blends traditional, modern, and industrial designs in a variety of colours, and styles. Each piece is designed to bring a unique character and elegance to any room.
At Timber Art Design, with over 20 years of industry experience, we provide flexible ordering with our fully automated process and seamless direct drop shipping service. Whether you’re looking for individual pieces, wholesale orders, or large container shipments, we’ve got you covered. With our efficient system, you can enjoy a same-day dispatch for quick delivery every time.
Our UK office is situated in North Wales, with our factory based in Muar, located in the south of Malaysia. This allows us to craft exceptional products and bring custom designs to life—whether they’re our creations or yours. We also offer a wide range of products, ensuring there’s something to fit every need.
For trade customers, it’s simple to apply for an account through our website.
You’ll gain access to a fully integrated system with direct stock feeds from our warehouse, streamlining your inventory management.
At Timber Art Designs our customer service team is at the heart of everything we do.
What makes us stand out is our dedication to your satisfaction at every step. Our team is knowledgeable, responsive, and always ready to assist with any questions or concerns you may have—whether you’re placing a first-time order, managing a custom project, or looking for ongoing support.
Our team understands the importance of clear communication and works closely with you to ensure that every interaction is smooth, efficient, and focused to your needs.
With a genuine commitment to helping you succeed; our customer service team ensures that your experience with Timber Art Design is always exceptional.
Our extensive ranges include wardrobes, chest of drawers, storage cabinets, sideboards, TV cabinets, storage solutions, desks, and much more. We oversee the entire process—from conception and design to prototyping, final design certification, and production—to ensure that every product meets our high standards of manufacturing and quality control. This meticulous
approach guarantees that our products are not only stylish but also built to last.
We deliver products throughout the UK by partnering with the nation’s leading logistics providers. Your order will be shipped using the fastest, safest, and most reliable method available. Whether it’s a single box or multiple pallets, we ensure your order reaches you within our guaranteed delivery timeframe. Our fully tracked delivery solution keeps you updated at every stage, providing peace of mind from dispatch to delivery.
As we look ahead to 2025, Timber Art Design is excited to announce new and innovative additions currently in production at our factory. We are committed to expanding our range while continuing to deliver the highest standard of service to both our loyal customers and new clients alike.
Join us for what promises to be an incredible year! With new products, unbeatable service, and ongoing growth, we’re here to help you bring your ideas to life. Contact us today and be part of something special.
Email: sales@timberartdesignuk.com
Telephone: 01978 660768
Address: 108 Abbey Road South, Wrexham Industrial Estate, LL13 9RF Trade Application: www.timberartdesignuk.com/customer/account/create
Adam Hankinson
Adam Hankinson, Managing Director at Furniture Sales Solutions, talks about the importance of keeping up-to-date with sales training.
I’ve been in sales for years, what could you possibly teach me?! ”
It’s not an uncommon attitude held by some of our more experienced delegates and, to a degree, I understand it. When you’ve been selling for 10, 20, or 30+ years, especially if you’ve been performing well, it’s very easy to come to that conclusion. After all, “If it ain’t broke, why fix it?”.
The first thing that we like to stress to the more experienced members of any sales team is that we’re here to learn from them, as much as the other way around. We’ve got lots of experience ourselves and plenty of valuable techniques to pass on, but so many of those tools were learned or “borrowed” from exceptional salespeople that we had the good fortune of working with throughout the years.
We tell all of our clients that the way we make our training truly effective is by fortifying it with all the unique and specialised techniques that they’ve found to work best on their shopfloor, with their customers, selling their products.
There are lessons to be learned for everyone from our training sessions and even the most experienced and very best can learn something new. There are a few key areas where we find even those longest in the tooth can enjoy some big improvements.
Even with years of experience, maintaining the right attitude can be difficult. With all the other variables accounted for, it’s the one thing that can turn a good sales day into a terrible one.
Being unaffected by a negative outcome may not be as much of a problem as it would be for a new starter, but it’s always good to zoom out and re-evaluate your attitude across other areas; Are you starting the day with a positive mindset? Are you leaving your problems at the door? Are you speaking positively to your colleagues? All of these are important questions to ask yourself to not get stuck in patterns of negative behaviour.
Successful experienced salespeople have likely mastered the skill of asking open rather than closed questions, and probably have a catalogue of questions that
they ask each customer, but adding a few ‘probing questions’ to this funnel can be a simple way to improve their average order value and ability to cross-sell.
For example, “Can you tell me more about why durability is a priority for you?” is a great question to help undercover the customer’s underlying needs. They may answer “We’ve got young children…”, which will help to inform any recommendations down the track.
Being in the game for so long comes with a few main advantages, one of which is having a good network of customers who deal exclusively with you. However, there’s a novel technique that we like to teach our delegates to help expand this network.
You should already be handing every customer a business card once the sale is complete to use when they’re next in the market for your products. We like to take this one step further by giving them another business card to give to a friend or family member who could use your help.
It’s a simple way to start expanding your network of loyal customers and it’s a technique that will quickly compound over time.
We’re all guilty of getting stuck in our ways, it’s easily done, especially when you’re performing well. However, if you try out just one of the techniques we’ve mentioned above and start to weave it into your established sales process, I guarantee it’ll refresh your mindset, sharpen your skills and it might just give you an extra sale or two.
