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: 27
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 recaps recent industry shows including the Bed Show, Long Point and the Autumn Furniture Show, with all three showcasing the latest product developments and innovations. Our Cover Star heaped praise on their attendance at the Bed Show, while also being named ‘Bed Manufacturer of the Year’. We spoke with Harrison Spinks on the award as well as a deeper dive with Jon Varley, UK National Sales Manager, who took our latest Big Interview and talks about how rewarding the industry can be, his admiration for Peter Spinks and why discounting needs to be transparent and fair for customers.
From one award winner to another, Adjust-A-Bed picked up the accolade of ‘Supplier of the Year’ at the Autumn Furniture Show. We got the low down on their reaction, as well as an insight into how the show was for the business, which caught the eye and turned necks with its Bespoke headboards. In keeping with beds, GNG shared their post-Bed Show thoughts, while Sleepeezee continued their centenary celebrations at the event with a, very-real looking, mini-bed cake.
We also caught up with ercol on their first branded store opening, Caffreys on continued investments and why using FurnitureTexts can boost sales during promotional periods. Gallery Direct return with mirrors, while Sofa Connections talk about its expansion journey with the appointment of two trusted and respected agents in the industry. With agents in mind, we meet James Gledhill, who shares an insight into building relationships, how the pace of change can be challenging and why agents need more recognition.
Shifting attention to sustainability, Purman Recycling continues the conversation on turning waste into designer furniture, Silentnight looks at how businesses can improve manufacturing and recycling processes to extend the lifecycle of materials used in mattresses, and Jodi Skelton, owner and director at retailer Uneeka and wholesaler Ancient Mariner, shares an insight into their unique story and why ‘a lifestyle made fair’ is deep within its ethos.
As for the other regulars, DFS features in our latest Retail Focus, JYSK goes under the Green Retail spotlight and The Bed Expert, along with Letters from China and Vietnam, return for more industry insight.
The edition also features Purecare’s take on pillows, while Prodoto debates the differences between photography and CGI, asking the question, which production method is best for your brand? Posing another question is FurnitureBooks and talks about how RetailSystem integrates directly with QuickBooks online – suggesting that perhaps it’s time to add the Missing Piece? Meanwhile, we explore more about FurnitureBrochure and how it’s an industry game-changer. Trying to also change a perception in the industry is WEBS Training as they talk about apprenticeships and how the stigma remains unchanged.
To wrap things up, Furniture And Choice shares its latest on-trend styles and interior looks currently inspiring furniture buyers, while Furniture Sales Solutions talks about emotive language and we get an early insight on the upcoming January Furniture Show 2025.
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.
06 / 14
16. Big on Social
18. The Big Interview
22. Mirror, Mirror, on the Wall
24. ercol’s debut branded store
26. Lighting up Autumn
28. In Pictures: Autumn Furniture Show
30. Caffreys continues to invest
32. Retail Focus: DFS
36. Time to add the Missing Piece?
38. Review: Bed Show
44. Bed Manufacturer of the Year is…
46. Customise Your Sleep
48. Is it cake? Sleepeezee celebrates centenary
50. Purecare Continues Success in UK Market
52. Boost Autumn and Black Friday Sales with FurnitureText
54. The Bed Expert
56. The Adjustable Bed Experts
60. Meet the Agent
62. Respected duo joins Sofa Connections family
64. Review: Long Point
66. Perception of Trades and Apprenticeships
68. Destination Furniture
70. The Art of Upcycling
72. Life beyond the factory doors
74. A Lifestyle Made Fair
76. Green Retail
78. JFS
80. From Paper to Pixels
82. New Products
86. Letter from Vietnam
88. Letter from China
90. What’s fashionable in furniture: Part Six
92. Big Question: Black Friday?
94. Jobs
96. Photography or CGI?
98. Last Word with Furniture Sales Solutions
Harrison Spinks: Cut from a different cloth www.harrisonspinks.co.uk
30
CAFFREYS CONTINUES TO INVEST
Caffreys Furniture talks about recent investments including store fitouts and the launch of a new inhouse bed brand.
JON VARLEY, UK NATIONAL SALES MANAGER AT HARRISON SPINKS, talks about the day job, how rewarding the industry can be, his admiration for Peter Spinks and why discounting needs to be transparent and fair for customers.
RETAIL FOCUS
DFS talks about continued investment for beds and mattresses instore, being a leader in sustainability, mattress recycling and adapting to market demands. BIG INTERVIEW JON VARLEY
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Samarah Dawson, Business Development Manager at WEBS Training, talks about the perception of apprenticeships and how the stigma remains unchanged.
Bed manufacturer Hypnos has continued its ongoing support of The Furniture Makers’ Company charity with a donation presented at The Bed Show.
Hypnos has been handcrafting beds and a part of the furniture-making heritage of Buckinghamshire since 1904. The company’s long history of furniture making makes the association with charitable organisation, The Furniture Makers’ Company – whose benevolent fund was established just a year earlier in 1903 – a natural partnership.
The company recently attended The Bed Show, celebrating its 120th year in business and marking several key milestones in the past year. Playing a starring role at the company’s champagne reception was Chairman Peter Keen, joining through a live video link as the Hypnos team and guests raised a glass to his 80th year and 60th year within the fifth generation family firm.
Brian Ahern, Master of The Furniture Makers’ Company also joined the reception to be presented with a cheque of £2,000 from Hypnos and its partners. Presented by Hypnos Group Managing Director David Baldry, the donation will help the charity to support the welfare of furniture industry members.
David Baldry said: “The Furniture Makers’ Company has a longstanding commitment to support those less
fortunate in our industry. As a business that has been handcrafting beds and mattresses for 120 years within the heart furniture industry, it’s a great pleasure to present the cheque to Brian and The Furniture Makers’ Company, so that the charity can continue improving the lives of people within our industry when they need it most.”
Brian Ahern added: “We are delighted to have received this sizeable donation from Hypnos, holder of our Manufacturing Guild Mark, and its partners. We would like to thank all those who have raised funds for our valuable work in supporting the industry in many ways, including providing for industry members most in need.”
Furniture retailer Furniture Village has reported improved results despite economic headwinds that have faced retail and big ticket spending.
According to its latest trading update for the year ended June 2024, order intake was up 3% on a like-for-like basis, which together with improved margins and strong cost controls enabled the retailer to produce an “even stronger trading performance last year with profits in the order of £12.35m, a record year outside the immediate post Covid period”.
“Whilst the troubles in the Middle East and Suez in particular caused a degree of disruption to deliveries, our supply chain and fulfilment teams were able to work smartly to contain the disruption to a minimum,” Furniture Village said.
Pre-tax profit resulted at £10.1m, with year-end cash at £40m.
With the share buyback in October 2022 resulting in the business becoming 100% family owned, the company was able to implement a
companywide profit-sharing scheme known as the ‘Family Partnership’. “These results far exceeded the prior year and the budget we set ourselves and the additional profit generated has enabled us to double the amount paid out in our Family Partnership Profit Share scheme this year to around 1050 of our employees of circa £2.25m!”
Charlie Harrison, Managing Director, commented: “Once again, we have demonstrated that it is possible to be profitable and cash generative yet still ‘do it properly’, as we say. We have no borrowings and no external shareholders, but sufficient funds to continue to grow organically by investing in new and existing stores as well as online.
“Throughout the years we have been very considered and deliberate in our expansion strategy and our plans are to continue to grow in a sensible, measured way, taking advantage of the right opportunities when they become available. We have recently announced that we will be opening our first store in Edinburgh, Scotland on Boxing Day 2024 – swiftly followed by three or four more.”
Industry leaders gathered in force at Northern Big Shots earlier this month, raising an impressive £7,300 in aid of industry charity The Furniture Makers Company.
Organised by the charity’s North West Region, the annual clay pigeon shoot took place on Thursday 17 October, once again held at the superb Catton Hall Shooting Ground in Frodsham. Fifteen teams from furnishing companies including Celtheath, Furniture Village, Hypnos, KI, Panaz, Sealy, Sofa Source and Whitemeadow took part in the popular industry fundraiser.
Foam and fibre converter, Peak Converters, has announced that this month will see the start of its solar energy project, which will involve the installation of 500 solar panels on its factory roof.
The sizeable installation will generate sufficient energy to power their entire factory and will take 60 days from project inception to completion, with the installation of the panels anticipated to be completed within the next two weeks.
Solar energy is a clean, renewable source that produces zero emissions. Peak’s project is equivalent to avoiding 54 tons of CO2 output – comparable to planting 10,318 trees over the lifetime of the system.
Managing Director, Mike Crowshaw, commented: “We are really excited about this project which will result in 111% of our energy being generated from solar with surplus going back into the national grid, so that any excess electricity can be stored for later use.
“This investment demonstrates our dedication to reducing our environmental impact and brings us closer to achieving our long-term goal of becoming a net-zero converter. We are leading by example by ensuring a brighter, greener future.”
Mammoth can confirm that following a comprehensive restructure, bed manufacturer Dura Beds has acquired the UK licence for Mammoth beds, mattresses and bedding.
A statement said: “This new partnership will bring together Mammoth’s comfort technologies and healthcare pedigree with Dura Beds’ market-leading reputation for quality and customer service.
“Under the agreement, Dura Beds will take on the manufacturing of Mammoth’s flagship Comfort collection and its highly popular Performance collection, commencing production with immediate effect.
“Mammoth can also confirm that Celebrity Motion Furniture have retained the licence to manufacture motion seating in the UK furniture trade, continuing to offer its best-inclass riser-recliners and tilt-in-space seating products.
“Cambridge Sleep Sciences have acquired the global rights for the manufacture and distribution of the Mammoth SmartPillow featuring SleepEngine technology.
“Following the recent restructure, the global rights to Mammoth Sit & Sleep have been acquired by Blue Dragon Assets Ltd.”
January 2024, up 29% from £111.3m in the previous year.
Sales were supported by increasing demand in its contract division and a resilient performance by its consumer division despite a challenging operating environment.
EBITDA, a key indicator of underlying profitability, was £12.6m, up 43% from £8.8m in 2023. Pre-tax profit was £10.0m (2023: £6.3m).
Silentnight, which has manufactured its products in Lancashire for over 75 years and also has an office in central Manchester, is ultimately owned by H.I.G. Capital. Silentnight is part of The Sleep Group, which also owns Sleepeezee, the Kent-based bed and mattress manufacturer.
Tracey Bamber, chief executive of Silentnight, said: “Our laser focus on retaining the trust of consumers, to maintain our position as the most trusted brand in the market, while also growing our contract business, delivered strong financial results last year on both the top and bottom line. I’m also really pleased to report that trading has remained robust so far in the current financial year.
“With The Sleep Group bringing together Silentnight and Sleepeezee, I believe we now have the most compelling offer in the market. The two brands are complementary, serving customers at every price point.
Silentnight lasers in on ‘trust’ as sales and profit grow
Bed manufacturer Silentnight has recorded a rise in revenues in its past financial year, with the results boosted by sales to some of the UK’s leading bed retailers and hotel operators.
Revenues at the company reached £143.8m in the year to the end of
“Looking ahead, we continue to invest in both our brand and product offering and are well placed to continue being the first port of call for consumers seeking a brand they can trust for a good night’s sleep.”
In its past financial year, Silentnight also maintained its commitment to product quality, sustainability and service excellence, investing almost £0.9m in research and development at its manufacturing hub in Barnoldswick, Lancashire.
Teemo, the international B2B furniture designer, manufacturer and supplier, is delighted to announce the appointment of John Watkinson as its new non-executive chairman.
With a career that includes senior leadership roles in some of the UK’s most iconic retail brands, including six years as CEO of Hamleys and also previously head of furniture & operations at Habitat in the 1990s, John’s appointment signals Teemo’s commitment to further growth and innovation in the furniture industry.
His extensive experience and leadership will be a key asset as Teemo continues to deliver beautifully designed, commercially successful furniture to its global retail partners.
Nick Green, managing director at Teemo, commented: “John’s track record of steering established and growing brands through successful periods of change and growth is exceptional. His leadership and insights will be invaluable as Teemo looks to expand and develop new opportunities in the market. We are excited to welcome him on board.”
John’s blend of executive experience, industry knowledge and entrepreneurial spirit is expected to play a crucial role in shaping Teemo’s strategic direction.
His appointment comes as the company continues to focus on producing original, high-quality furniture that aligns with the demands of leading retailers worldwide.
John Watkinson said: “I first worked with Teemo in the 1990s at Habitat, and I am delighted to join Nick and his team at such an exciting time for the business.
“Teemo has a strong foundation, and I look forward to working with the team to further its growth and innovation. The company’s dedication to design excellence and sustainability resonates with me, and I’m eager to contribute to its continued success.”
Bedding products manufacturer Comfy Quilts has reported another growth in sales as turnover edged closer to £100m.
According to its latest filed accounts for the year ended 31 January 2024, total sales rose 11.2% to £97.8m from £87.9m in 2023, adding to its 1.1% uptick from £86.9m in 2022. Pre-tax profit resulted at £6.9m, rising from £2.4m recorded the previous year.
UK sales delivered growth of 11.9% to £97.2m from £86.8m, while EU sales declined to £564,000 from £1m yearon-year.
Stated within its report, the company said: “The directors are happy with the business performance this year. We continue to expand our customer base and product offering and demand remains robust.”
Comfy Quilts licensee several brands in UK bedding industry including Silentnight and Sealy, as well as its own brands including nanu, Snug and Soundasleep.
Interior Door Systems (IDS), the Warrington-based specialists in sliding door technology, has reaffirmed its support to The Walton Centre Charity, a partnership that has been ongoing since 2019.
The charity holds much personal significance for the company and its team, and this continued support reflects this.
The Walton Centre is the UK’s only specialist NHS Trust dedicated to neurology, neurosurgery, and pain management. Based in Liverpool, the centre provides life-changing care to patients from across the UK, specializing in the treatment of complex brain and spinal conditions.
Interior Door Systems’ involvement with The Walton Centre began for deeply personal reasons, and since 2019, the company has made it a priority to support the vital work the charity.
Interior Door Systems’ support includes regular financial contributions, team fundraisers, and awareness-building initiatives to highlight the incredible work The Walton Centre does for patients and their families.
“As a company, we are deeply connected to The Walton Centre through personal experiences. It is an honour for us to confirm our commitment to continue to help the vital work they do for so many individuals and their families,” said Sam Russell, Managing Director at Interior Door Systems.
“Corporate responsibility is at the heart of our business, and our partnership with this remarkable charity allows us support an organisation that we know truly changes lives.”
Flooring retailer Tapi Carpets has reported a growth in sales and a return to operating profit for the first time outside Covid.
According to its audited financial results for the year ended 31 December 2023, total sales rose 7.9% to £171m from £158m in 2022. Operating profit resulted at £8.1m, improving from a loss of £1.7m year-on-year.
The update solely represents the organic performance of Tapi and does not include any contribution from the Carpetright transaction, which completed in July 2024.
The growth in revenues reflected new store openings and a 4.1% like-for-like sales growth, despite the continued pressures on consumer spending. In total, seven new stores were opened in 2023, including sites in Sutton, Speke, Putney, Merthyr Tydfil, Hanworth Homebase, Crewe and Bletchley.
The improved performance in operating profit – its first outside of Covid –reflects the benefits of revenue growth and the continued focus on tight cost control across the business.
Jeevan Karir, Managing Director of Tapi, commented: “The market remains tough, and consumers are under pressure, but the Tapi proposition, combined with outstanding customer service, is winning through.
“Thanks to the commitment and dedication of our colleagues, we have delivered revenue growth and returned the business to profitability in 2023. Our progress has continued through the first half of 2024 as we remain focused on delivering for customers.”
Independent furniture retailer Furniture Warehouse has opened its sixth store.
Situated at 23-25 Kirkgate in Newark, the new store opened on 2 November 2024 and becomes its first store in Nottinghamshire.
The Furniture Warehouse also has stores in Corby, Melton Mowbray, Peterborough, Spalding and Wisbech.
To celebrate the opening, the retailer offered customers opening discounts as well as an additional 10% discount throughout November.
A business committed to bringing exceptional, sustainable furniture into the homes of its discerning customers, COKU Home prides itself on the quality of service it provides.
And it was recognising the importance of ensuring its customers enjoy a bestin-class final mile delivery experience that led the company to bring AIT Home Delivery (formerly known as Panther Logistics) on board as its two person delivery partner.
Established in 2018, COKU Home has gone from strength to strength with demand for its offering of uniquely designed pieces each of which combine
exclusivity with eco-consciousness ever increasing post the pandemic.
James Langer, AIT Home Delivery’s Business Development Manager, commented: “COKU Home’s offering is very much designed for the discerning customer. We are delighted to be supporting them as they continue their upward trajectory.”
Sam Murfitt, COKU Home founder, added: “The home furnishings market is fiercely competitive with quality and service being an absolute must. Our choice of delivery partner is vital as the last-mile service is essentially an extension of our own brand with the delivery driver the only human touch point in the transaction process.
“There have been so many benefits in bringing AIT Home Delivery on board from the booking system to the way their drivers handle our products and interact with the customers. By using AIT Delivery, we are confident that we can provide our customers with a level of service and flexibility synonymous with our own further reinforcing our own reputation in the marketplace for delivering a quality product which sets us apart.”
Irish furniture retailer EZ Living Furniture has announced the opening of a new store in Dublin.
Situated at Malahide Road Retail Centre, Dublin, the new store officially opened on 12 October 2024 and becomes its 22nd location.
Commenting on the opening, the retailer said: “A huge thank you to our special guests, Lucy Kennedy and Sunshine106FM for joining in on the celebrations. We are thrilled to introduce you to our new EZ Living Furniture Team and we wish them all the best as they embark on their new journey in our brand new store!”
Kitchen furniture manufacturer and retailer, Wren, has reported a decline in sales and profit. According to its latest filed accounts for the year ended 31 December 2023, total sales to £967.3m from £1.06bn in 2022. EBITDA stood at £116.9m, down from £150.4m, while pre-tax profit resulted at £74.8m, down from £112.2m recorded the previous year.
Multi-channel retailer Roseland Furniture has seen its online platform named as best website of the year at the 2024 UK eCommerce awards. Roseland has won the DIY, Home, Furniture & Interior Design eCommerce Website of the Year 2024 Award, in association with Shopify and Dark Matter Commerce.
Flooring retailer Flooring Superstore reported a decline in sales but a return to profit. According to its latest filed accounts for the year ended 31 July 2024, total sales fell 4.8% to £49.3m from £51.8m in 2023. EBITDA stood at £1.8m, up from a negative £545,000, while pre-tax profit resulted at £619,000, improving from a loss of £3.2m recorded in the previous year.
Independent furniture retailer Cookes has reported another year of strong sales despite a slight decline in turnover. According to its latest filed accounts for the year ended 31 March 2024, total sales fell 11.2% to £9.5m from £10.7m in 2023. Pre-tax profit resulted at £83,000, down from £661,000 recorded the previous year.
With 50 years’ experience of fitting out care homes and assisted living
accommodation, Barons Contract Furniture has become a corporate supporter of The Furniture Makers’ Company, the City of London livery company and charity for the furnishing industry, as the business embarks on the next chapter of its evolution.
Fabric supplier Panaz has reported another growth in sales as revenues surpassed £20m. According to its latest filed accounts for the year ended 31 March 2024, total sales rose 7.6% to £21m from £19.5m in 2023, adding to its previous growth of 15.3% from £16.3m in 2022. UK sales were up 9.7% to £15.8m from £14.4m, while EU sales rose 10% from £4m to £4.4m. Rest of the world sales decreased to £779,000 from £1m. Pre-tax profit resulted at £1.5m, up from £1.4m recorded the previous year.
Aram, the celebrated destination for furniture, lighting, and home accessories, has unveiled ‘Adaptations’, the latest exhibition in Aram’s new gallery space, relaunched earlier this year to mark the brand’s 60th anniversary. Exploring a ‘playful deviation from a system,’ Aram invited 10 UK creatives to design adapted or ‘hacked’ configurations of the USM Haller modular system to enhance their everyday lives. It will run until 14 December 2024.
Danish furniture retailer JYSK has introduced a dark store concept. JYSK’s strategy is called “Seamless and Closer to customer” and to support this ambition, JYSK is launching a new dark store concept in logistics. Dark stores will help JYSK become more competitive and offer a faster and more reliable delivery to customers in selected countries. The first one will open in Dublin, Ireland, in November, and a second is planned
to open in Casablanca, Morocco, in spring 2025.
Living room and upholstered furniture retailer DFS has announced that John Fallon has informed the Board of his intention to step down. John will not to stand for re-election at the Company’s AGM on 22 November 2024 and is to step down from the Board at the end of that meeting. The DFS Group has started an external search for John Fallon’s replacement.
Plumbs, a specialist in producing made-to-measure loose furniture covers, curtains and reupholstery, has been sold out of administration in a prepack deal. Sarah O’Toole and Jane Steer of PwC have been appointed as joint administrators of Plumbs Limited. On appointment, the joint administrators completed a sale of the majority of the business and assets of the Company to Sarah Plumb Limited. The sale includes the transfer of nearly all 239 employees. As part of the deal, all existing orders are being honoured, therefore protecting all customer deposits.
E-commerce homeware brand Online Home Shop (OHS) has announced a strategic partnership with logistics provider DHL Supply Chain. This partnership will leverage DHL’s Fulfilment Network – which offers on-demand fulfilment services for small and medium sized e-commerce businesses –to optimise Online Home Shop’s supply chain and meet increasing customer demand. Through this collaboration, DHL Supply Chain will manage warehousing, inventory management, and order fulfilment, ensuring exceptional service for customers across the UK from the point of order.
24!
Show season has come to an end at our farm in Yorkshire, but wow have we had a successful year! We ended things on a high with 6 trophies at a local show, Masham Sheep Fair. Our farmers Liam McPartland and Becky have worked really hard this year, and it shows in the results we’ve achieved. We can’t wait to see what 2025 brings!.
Julian Charles Home
In October, we’ve proudly been wearing it pink in support of Breast Cancer Now. By joining together, we’re not just raising awareness but also vital funds to support life-changing research and care. To everyone who’s participated, popped in for a cake or donated - thank you!
A look at what’s been going on over social media channels. Share your news with us and email dan@bigfurnituregroup.com
It was fantastic to welcome Haskins Furniture, Lees of Grimsby, Pearsons, Arthur LLewellyn Jenkins, Selbys, Hafren, Mattressman, Bed Factory Direct, Peter Betteridge, Downtown and 100% Comfort LTD to Hypnos Beds yesterday! We had a wonderful day showcasing our showroom, giving them a behindthe-scenes factory tour, and even letting them try their hand at the intricate craft of hand-stitching a mattress. From exploring our heritage to seeing firsthand how we combine traditional skills with sustainable innovation, we hope they enjoyed getting a closer look at what goes into making our beds.
We celebrated Sterling Home’s 50th Birthday — a significant milestone reflecting our journey from a single store in a former paper mill in Tillicoultry to becoming Scotland’s leading destination for home furnishings. To mark this occasion, we held special in-store promotions to thank our customers, communities, and dedicated staff, who are at the heart of our success. As we look ahead, we are excited to build on this legacy with new offerings, expanded locations, and an unwavering commitment to inspiring homes across Scotland for many years to come.
We’re excited to announce a brand-new store to be opened in Westfield London, Europe’s largest shopping and leisure destination. The new store will bring Dunelm’s specialist homewares proposition to Central London for the first time, showcasing our ability to offer style, value and quality for all budgets. The 4,500sq ft store will create an inviting, inspiring and easy-to-shop environment in an iconic, high footfall location, significantly expanding our reach in the Capital.
TEMPUR UK
Our Kingston store officially opens! Pop down to see us if you are in the area.
Jon Varley, UK National Sales Manager at Harrison Spinks, talks about the day job, how rewarding the industry can be, his admiration for Peter Spinks and why discounting needs to be transparent and fair for customers.
Let’s start with you. Can you share a bit about yourself and your background?
I’ve been in the furniture industry most of my career, including an apprenticeship in retail, before joining Harrison Spinks in 1995.
I left school with engineering aspirations, and then fell into this trade once I knew that path wasn’t for me. Ironically, Harrison Spinks is the most innovative bed company designing, engineering and producing award-winning pocket and microsprings, so my earlier career interest and passion for engineering has really helped me in my role here.
What is your current job role, key responsibilities and when you started this role?
I’m the UK National Sales Manager for our Independent sector, supporting our Area Sales Managers and working with our product development and marketing
teams to make the best ‘home grown’ mattresses in the UK. I also help explore new business opportunities and maintain and strengthen our relationships with customers –independent retailers up and down the country. This involves helping them understand our family business heritage and responsible manufacturing story so they can relay it to their own customers.
I enjoy how every day is different and often challenging – but in a good way – so it isn’t monotonous and I look forward to coming to work! I also appreciate how everyone at Harrison Spinks really cares about how our production affects everyone, from those in our community to the end customer, and how we are always working to improve things, whether it’s making things better for the environment, for the people we work with, or those who are sleeping on our products.
7am (It’s rather difficult to get out of a comfy Harrison Spinks bed on a morning!) Though like I said before, every day is different, so this isn’t a fixed routine as I could be in the office at our Leeds HQ, attending Teams meetings or going on a road trip to visit customer retail stores.
It’s just something I fell into but I’m really glad I did. I’ve been working at the company for over 28 years and still enjoy it to this day. It’s rewarding to know that as a result of the work I do, I can help someone have years of comfortable sleep, and I like utilising my initial interest in engineering, as well as helping champion quality British manufacturing and craftsmanship.
Peter Spinks, former Chairman of Harrison Spinks. He helped me in the early days to realise I shouldn’t take the job too seriously, to enjoy myself and build great relationships with our customers.
Have there been any special moments during your career?
There have been so many, but my personal stand out ones are; my recognition for 25 years of service at Harrison Spinks, being promoted to my current position, and my first BMW company car.
Aside from my Harrison Spinks products, it has to be my mahogany table with a green felt top, six pockets, 16 balls and two cue sticks.
What do you think is trending within the industry at present?
On my travels I often I hear ‘chemical-treatment-free’, natural linen fabrics and shades of greens being spoken about a lot.
What would you change in the
A ban on discounting. There is a place for it, but it can be used incorrectly. It can encourage inflated pricing rather than offering customers transparency and a fair price from the start.
On my travels I often I hear ‘chemical-treatment-free’, natural linen fabrics and shades of greens being spoken about a lot.
Can you share an insight into your
2024 has been a big year for new ranges at Harrison Spinks. Following new exclusive collections launched at the April AIS show and our premium brand Somnus being revealed at our ‘At Home’ show in Leeds, we’ve just showcased a host of new products at the NBF Show. We had 12 new models on display from our Bed Tailor range including ‘The Pearl’ created to celebrate 30 years of the collection, plus a new range of headboards designed by Patrick Grant, from The Great British Sewing Bee, who we’ve been working in collaboration with more closely.
What do you enjoy most outside of work / free time?
Local walks with a pair of loaned Labradors, golf, DIY, travelling and spending time with family members and my in-laws.
might someone not know about you?
I taught black belt Thai Boxing in my mid 20s / early 30s.
If you had a different career, what would it be?
Top Gear / Grand Tour presenter or helicopter / fighter pilot (you can probably tell I’m an adrenaline junkie!).
Finally, if you were an item of furniture, what would it be and why?
I should be saying bed here, but I think I would be a recliner chair so I could chill out and still watch TV.
If you could hack into any one computer, whose computer would you choose and why?
National lottery, I’ll let you figure out why!
What fact amazes you every time you think of it?
When the sun rises.
What’s the most spontaneous thing you’ve ever done?
Skydiving in Australia.
What is the most important object you own and why?
An electric power caddy – it carries my golf clubs.
What did you think was cool when you were young but isn’t cool now?
Tattoos – I got one myself when I was younger and now regret my choice!
Wall mirrors are a versatile and essential element in interior design, serving both practical and decorative purposes.
They reflect light, enhancing the brightness in a room, and so are ideal for darker spaces and corners. A large mirror on a wall opposite a window can increase the amount of light dramatically and create a more open atmosphere. They also create an illusion of space, adding depth to make smaller rooms appear larger and more open. And of course, they allow you to check your appearance!
Gallery Direct’s catalogue features an extensive range of over 450 mirrors in different shapes, sizes, styles and finishes, so there’s something to suit all needs and interiors. Choose from statement pieces to create an eye-catching focal point, add a contrasting or complementary style to the décor of a room, or use a mirror to help balance the proportions of a room (vertical mirrors emphasise height, whilst horizontal ones stretch the rooms width).
Their AW24 Mirror Collection offers a wide range of new styles, from bold curvy designs
Gallery Direct’s catalogue features an extensive range of over 450 mirrors in different shapes, sizes, styles and finishes.
and intricate, globally inspired details to simple, elegant looks. The collection showcases expert craftsmanship, from the rich textures of the frames to the decorative finishes, each mirror is sure to elevate the overall design of your décor with their striking patterns and exceptional attention to detail.
For those who like a subtle, sophisticated look, the Holworth range offers a choice of shapes, including an arched overmantle, an irregular pebble shape, a curved leaner and a graceful arched leaner. They feature a slim elegant metal frame, available in a choice of a sophisticated gold or a contemporary black finish.
In contrast, the Pimlico range features a carved-style frame in either a black or a white wash finish which highlight the design of the frame. Three shapes are available – an elegant arched leaner, a simple yet stylish round version, and a sophisticated arched overmantle.
The Hackney features an industrial-style metal edge combined with a whitewashed wooden frame effect to add a touch of rustic elegance. The whitewash effect enhances the grain detail, bringing warmth and texture to the piece.
Gallery’s Como mirror range offers two styles. There are two ‘pebble’ mirrors which feature irregular organic shaped frames with a textured white-concrete effect finish, blending industrial and natural elements to create unusual stylish mirrors. The Como Curved mirrors, offered in two sizes, feature a uniquely designed wavy edge frame with a smoother, lightly textured finish. All add a touch of artistic flair to a room and create an eye-catching focal point.
These are just a tiny taster of Gallery’s mirror collection. To view their whole selection, along with all their other products, take a look at their website, www.gallerydirect.co.uk. 01795 439159 sales@gallerydirect.co.uk
Furniture manufacturer ercol has revealed a successful opening of its first branded store.
Situated on Kings Road in Chelsea, the 3,500sqft flagship store has introduced the company to a new audience and demographic, whilst strengthening the brand’s UK distribution.
Alongside the physical launch, the franchise has also gone live with a dedicated store website, www. ercolchelsea.com, while all staff have been trained at the factory with somebody in the store present to help with any trade and interior design requirements too.
Reflecting on the launch, Arno Koch, Sales & Marketing Director at ercol, said: “As with all new ventures there were a few challenges, but overall, the launch has been successful and we are already seeing new customers discovering ercol.
The store will evolve over the coming months, and we plan continued improvements in our point of sale, evolving our instore communication, as we engage with the London clientele.
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“The store will evolve over the coming months, and we plan continued improvements in our point of sale, evolving our instore communication, as we engage with the London clientele.
“In the first instance we need to strengthen the brand’s presence in London, while simultaneously introducing our collection to the interior designer community.
“Developing the trade side of the business has been on the table for some years, but now that we have the physical location in Chelsea, we can action these plans.”
Furthermore, Arno hinted at potential expansion, once proof of concept is achieved. “Being our first franchise store the focus for the time being is solely on the Chelsea store,” he said.
“Once we have proven that the model is successful, there will be opportunities to look at further locations within the M25.”
Euro Lamps Ltd is the UK distributor for Neuhaus Lighting Group, one of Germany’s largest family-owned lighting brands, and enjoyed a successful 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 recently 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 the show, they exhibited 30 products from their Top 100 Range of table and floor lamps, aimed specifically at bricks and mortar retailers.
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.
“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 show was a big success for us.”
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 offered 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 was priced from under £70, and the shower proof, rechargeable LED table lamps, suitable for patios that Neuhaus have sold in their thousands across Europe, started 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. We look forward to expanding out presence further with UK retailers, so please get in touch.”
www.eurolamps.uk sales@eurolamps.uk
Minerva Furniture Group hosted the annual Autumn Furniture Show at Stoneleigh Park Exhibition Centre on 8th and 9th October. This year’s event showcased the best British, European and Overseas Furniture Suppliers presenting their exciting new Autumn/Winter ranges, and designs.
The show was also supported by major service providers to the furniture industry, from the Finance, Technology and Insurance sectors. Visitors selected and ordered new product ranges from leading Suppliers as they prepare for a ‘kick start’ to increased sales in the forthcoming peak season.
Minerva also hosted their prestigious Supplier Awards at their Gala Dinner Evening, with Parker Knoll being awarded the Best Dressed Stand, Adjust-A-Bed the Best British Supplier, and HTL the Best Overseas Award. Also exhibiting at the show were several new Guest Suppliers looking to become approved suppliers, including upholstery brands Grace and Favour, Franco Ferri and Sofa Connections.
Jim Orr, Group Chief Executive, commented: “In summary, this year’s event was a fantastic collection of exciting, ambitious, and commercial suppliers from around the world exhibiting the best products at competitive prices and delivery lead times!
“The next Minerva event is our 35th Anniversary Spring Furniture and Bed Show which is being held at Telford International Centre on 20th and 21st May 2025. This is an open trade show, therefore welcomes visitors from representatives from all furniture businesses. We look forward to seeing you there.”
We are passionate about bringing stunning furniture to the market and backing it up with an enviable delivery, installation and customer service.
Barry Dunphy, General Manager at direct to the public Irish manufacturer and retailer Caffreys Furniture, talks about recent investments including store fitouts and the launch of a new inhouse bed brand.
Family business Caffreys Furniture has continued evolving through the decades, with original roots dating back to the 1970’s. As part of its ongoing development, the company has been busy updating its store portfolio with a facelift, as well as extending its offer. Two stores from its five locations across Ireland were the first to experience a refresh, with both Navan and Cavan since reopening following successful respective refits.
“We first launched the ‘Caffreys Beds’ brand within our Caffreys Furniture Navan showroom last September along with a full store refit and remodel,” Barry said. “We have seen great results since September in our new bedroom gallery and we are delighted to present our brand newly refurbished, remodelled Cavan showroom with the launch of Caffreys Beds here too.
“We have added some great new features and enhancements in store including a free customer coffee and prosecco bar, where customers can enjoy a coffee or glass of bubbly upon arrival while they explore some of our new gallery’s. These include a new Pillow innovation gallery, a new Italian sofa gallery, our 100% Irish made gallery along with our lift & rise motion chair range.
“We have extended our bar stool area now offering greater choice in dining, while not forgetting our largest bedroom gallery to date which features over 50 beds, including our handmade in Oldcastle Divan beds, ottomans, headboards, bedroom furniture and more! In addition, outside of our own manufactured products we are delighted to launch some great new upholstered ranges in-store from Lebus Upholstery, Sofa Source International, MA Moran and Connolly Furniture.”
Barry revealed that the business has invested “heavily” in its fitout projects with increased lighting, new customer features, additional POS and extensive galleries as highlighted above. Specifically on the bed department, the company spotted an opportunity to grow this further. “We manufacture to the trade under two brands, Gleneagle & Homelee who supply retailers, property developments and hotels across the country.
We didn’t want to just make a new showroom, but to create a destination in an already established town and strengthen our position in the Cavan area.
”“As we are Ireland’s only furniture and bed manufacturer selling direct to the public, we saw a huge opportunity in the bedroom department to develop it further, as other competitors in our areas have been mainly focused on sofas,” Barry said. “We wanted to give our customers a better choice for their bedroom interior and we are not relying on a middle man resulting in a faster delivery direct from our factory to the customers room, while offering better value for money.”
Following the refits, Caffreys Furniture has seen a positive response, an uplift in sales and compliments from visiting customers. Barry continued: “At the Navan store, we have received nothing but great compliments about the whole store remodel and we can see this resulting in a higher average sales figure on each order especially in the bedroom department. Our like-for-like sales on the previous period has seen an uptick in revenue. As for Cavan, we were delighted to officially relaunch the remodel of our Cavan showroom in September and we’re very proud of what our in-house fitout team has produced.”
Caffreys Furniture also intends to rollout its refit strategy at its other locations in Athlone, Dublin and Dundalk, while keeping a watchful eye on expanding its portfolio with the addition of new stores. “Despite challenging trading conditions, we never like to stand still, we are always looking for our next move,” Barry said.
“We are always on the lookout for new locations to expand the Caffreys brand and offering. We are constantly developing new products at our in-house design office, looking at new fabrics and timbers to make the best engendered furniture ranges.
“We have plans for fitout works at our Athlone, Dublin and Dundalk showrooms next to introduce our Caffreys Beds brand and our new Galleries at these locations. We will see new investment in our warehousing and production facility over the coming 12 months along with new additions to our IT system. We have just commissioned our new multi-needle quilting machine, as well as our new edge bander.
“We are currently introducing a new fleet of vehicles to support our home delivery services, each vehicle has been branded, while supplied with tec cameras and tracking to support our planning office, giving customers the most up-to-date information. All these upgrades and investments will see us go through staff training programmes and development to bring us to the next level.”
As final word, Barry extended his gratitude to all of the Caffreys Furniture team. “We now have over 80 staff directly employed in our group and we’re proud of all the work and effort that goes in each day.”
John Rastall, Head of Home at DFS, talks about continued investment for beds and mattresses instore, being a leader in sustainability, mattress recycling and adapting to market demands.
I’m Head of Home at DFS. I joined the business in 2017 and work closely with our expert team of designers, buyers and suppliers, together with our trusted brand partners, to deliver our growing range of beds, mattresses, dining and homeware for DFS.
When it comes to the home offering at DFS, we’ve made several key investments recently. We’ve implemented a new warehouse management system that enables quicker delivery of our beds and mattresses, and a broader offering of shorter lead products across beds, mattresses, dining and living room furniture. We’ve also created a dedicated customer services
team for our home offering, to provide specialist support to customers who have ordered products from DFS’s home range.
Finally, we’ve refreshed our training programme for our retail teamsdelivering bespoke training plans in store with trusted supplier partners and senior leadership, and adding dedicated training modules on our home offering to the induction plans for all retail colleagues.
At DFS, we have 115 stores across the UK and Ireland and over the past few years, we’ve continued to invest in these sites to deliver an inspiring, helpful and convenient shopping experience for our customers. Continued investment is planned for stores where beds and mattresses are on display. This includes the refreshing of our product assortment in 26 stores andfollowing a successful trial at our Beckton and Aintree stores - the rolling out of new home range display formats across 24 stores in our retail estate.
Of course, we also recognise that the online experience is incredibly important to our customers, and we continuously review our online offering to ensure that we are optimising the customer journey on site; effectively showcasing the fantastic range of home product we now offer at DFS; and that we’re providing the right guidance to the customer at the right time, to help them find the perfect pieces for their homes.
Our mission is to be the leading furniture retailer in the UK and we see beds and mattresses as a significant growth opportunity to support our market-leading upholstery business. We have 55 years of experience in designing, manufacturing, selling and delivering furniture, a 36% market share in upholstery, and a broad customer base.
This strong foundation is bolstered by our highly skilled sourcing and buying teams, who remain responsive to customer needs and current trends; our industry leading marketing expertise and ‘What’s Your Thing’ creative brand platform, which is resonating well with customers; and our exclusive collections with much-loved brands. All of this, combined with the continuous optimisation of our web and logistics platforms, means that we are well-positioned to grow market share in the home segment.
On sustainability, what is your business doing on this topic?
As the largest upholstery business in the UK, we are conscious that we have the opportunity and the privilege to lead in many areas, including sustainability, and we want to bring great design, comfort and value into every home in an affordable, responsible and sustainable manner. Our Sustainable Sourcing Policy ensures greater transparency by requiring suppliers to provide certifications from recognised third-party service providers*, while our Science-based Net Zero strategy outlines our ambition and timeline to become a Net Zero business.
Specifically, within DFS Home, we have also increased the percentage of certified timber (FSC/ PEFC) used in our supply chains to 83%; set a
target for suppliers to provide plastic packaging with a minimum of 50% recycled content by 2026; and are working to ensure all ranges have zero polystyrene in packaging by December 2024. From a product perspective, we have also introduced multiple ranges from Jay-Be, who are an accredited Zero to Landfill manufacturer.
*All suppliers are required to provide the following certifications:
SMETA 4 pillar audit (a 2 pillar audit will be initially accepted, provided it is followed by 4 pillar on expiry)also applies to sub-contractors in the supply chain
FSC - Timber chain of custody
PEFC - Timber chain of custody
OEKO-TEX (OEKO-TEX STEP) – Textile Mill Auditing
has recent business been?
After a challenging summer period, we have seen an upturn in performance in recent weeks, with storage beds and mattresses showing strong year on year growth. Our quick delivery and express products are also proving popular.
One of the challenges that the furniture industry faces is reducing the number of mattresses that go to landfill and this is a key area of focus for me and the DFS Home team. We are a National Bed Federation Retail Champion and we are actively working with our supplier partners to support finding a solution to this industrywide challenge, from developing new, innovative
After a challenging summer period, we have seen an upturn in performance in recent weeks, with storage beds and mattresses showing strong year on year growth.
materials for use in manufacturing, to sourcing partners who can support in collecting and recycling used mattresses.
What challenges do you currently face and how are you overcoming these?
Like many other retailers, our key challenge is the weaker UK market place, with consumer confidence remaining challenging on bigger ticket purchases. However, we are confident that when the market does return, we are in a strong position, thanks to our continued improvements to operational efficiency across the Group and the strengthening of our offering over the last two years. .
Do you have any staff you would like to pay special thanks or recognition to and why?
I’d like to say a huge thank you to our buying and merchandising team, who have transformed our DFS Home product offering over the last two years, through building strong relationships with our suppliers and taking inspiration from the latest interiors trends. We’re incredibly proud of our home offering and the high
quality, trend-led pieces that are available to our customers at affordable prices, to complement our market-leading upholstery offer.
In addition to this, our Quality Assurance team has done an incredible job in working with our supplier partners to strengthen our product quality and have implemented a market-leading code of practice, which our suppliers are all working to.
Why do you think customers choose your business?
We’ve been designing, making, selling and delivering furniture for 55 years so we really are the experts - in fact, today around one in four homes has a DFS sofa!
Despite having been around for over five decades, we continue to innovate. We have our own design studio where our designers and buyers take inspiration from all over the world to bring the latest trends into new collections, and we have excellent relationships right across the business - from exclusive brand partners like Joules, House Beautiful, Country Living, Ted Baker and French Connection, through to the fantastic supplier base for our DFS Home offering. We work with leading brands such as Silentnight, Sealy, Sleepeezee and Harrison Spinks to bring a real breadth and depth of choice to our customers, together with outstanding comfort and quality, all with the expertise and convenience of DFS.
We’re also always looking for ways that we can enhance the customer’s experience so that they can get even more from their product - whether that’s with technology like surround sound, heated seats, charging points or inbuilt lighting; hidden storage to make spaces work even harder; or new brand partnerships so that customers can easily incorporate the style they love into their home interiors.
Our independent quality testing, DFS guarantees, and interest free credit options also mean that customers have peace of mind knowing that they can rely on us to deliver comfortable, high quality, stylish furniture, at an affordable price.
www.dfs.co.uk
Maria Ayley, Implementation Manager at FurnitureBooks, talks about how RetailSystem integrates directly with QuickBooks online.
By validating invoices received from suppliers against the purchase orders in RetailSystem, users are ensuring their pricing is correct, and also that margins on sales to customers are correctly stated, as these are corrected retrospectively if the price on the invoice is different to that on the purchase order. These invoice entries then also pass to QBO in real time
Powered by QuickBooks Online, the world’s number one online accounting software, which is used by 4.3 million global subscribers, the FurnitureBooks integration tool, translates the customer deposits, invoiced sales, cancellations, refunds and credits into QuickBooks online entries, providing therefore a full customer ledger and all accounting transactions in QBO – seamlessly and in ‘real time’ preventing double keying and the potential for introduced errors when doing so.
Furthermore, it allows users to run their accounting anytime, anywhere and on any device.
I really believe that our integration offers something different from any others out there in that it makes all the QBO entries for you, just as though they had been manually entered, no upload and download of files, just a real time entry that matches the customer transaction on RetailSystem.
FurnitureBooks allows the user to link to their bank/credit card and PayPal accounts, and then imports the transactions in real time – automatically, then looking to reconcile and match these, further boosting efficiency and the ability to identify anything not accounted for.
Moreover, each integration is tailored and personally managed to ensure the best ‘fit’ for the way our client works, with ongoing support and training from someone familiar with your business, rather than a ‘faceless’ entity at the end of a support line, who can only supply generic help.
“Payments taken from customers are also passed into FurnitureBooks from RetailSystem, and configured to match with the way the retailer receives them into their bank account,” Maria said, continuing: “Again, this allows proper reconciliation of customers’ monies as they are received, and highlights any discrepancies between entries in RetailSystem, and actual bankings.
“Supplier invoices are entered onto RetailSystem, so creditor payments can be efficiently handled, and duplications/mistakes avoided.”
The VAT functionality is very simple and also intuitive to use: “Returns are submitted directly from the software and HMRC receipt is instantly provided. Excellent vat reporting and particularly The VAT Audit checker allows the user to make spot checks within the return to be submitted on transactions that FurnitureBooks sees as possible issues or anomalies –such as duplications.
“FurnitureBooks is easy to use, and very intuitive, as well as being very forgiving when entries need to be changed or deleted, whilst capturing a full audit trail of every change or deletion that can be accessed and interrogated in the event of a query.”
”With RetailSystem as your POS it makes sense to use all the information captured therein become the source of your bookkeeping and accounting transactions, flowing as it does, in real time, through to QuickBooks Online, when integrated.
www.retailsystem.com/uk/features/ accountsmodule-powered-byquickbooks/
The Bed Show 2024, organised by the National Bed Federation (NBF), proved to be another successful show with plenty of product innovation on display.
Taking place at Telford’s International Centre from Tuesday 24 September to Wednesday 25 September, the two-day sell-out event continued to serve as the focal point for the UK and Irish bed manufacturing industry.
This year’s exhibition showcased the latest innovations with a number of exhibitors also celebrating milestone years. On that note, Sleepeezee marked the occasion with its ongoing centenary year celebrations, with its stand displaying an array of products, including four cutting-edge new collections, all designed to enhance the comfort and wellbeing of customers. This included a refreshed Campaign for Wool, ActivFlex™ Response, Cool Refresh and Graphite Memory ranges that boasted a range of unique and innovative sleep solutions. The Sleepeezee stand also featured a special cake to celebrate it’s rich 100-year heritage – and it looked just like a real bed, albeit on a smaller scale!
Another bed brand celebrating its own anniversary milestone was Hypnos, with the company reaching its 120th year. Hypnos, sponsors of the Reception Drinks and glittering Gala Awards evening, caught the eye before even entering into the show through its new partnership with logistics supplier DFDS, by parking its first Volvo electric articulated lorry outside exhibition centre. Inside, visitors discovered new products including two new adjustable mattresses, its range of pillow tops, now in two tensions, and fabric collaborations with leading British design houses, and a new approach to Hypnos’ Project Zero and the launch of ‘My First Hypnos’, a new
partnership with Barnardo’s with the aim for ‘zero’ sleep hours lost to child poverty. 5% of the wholesale proceeds of the My First Hypnos mattresses and bed sets will be donated to the charity.
As for Harrison Spinks, during the show the company presented 15 completely new handcrafted models, including a special Limited Edition Pearl mattress to celebrate 30 years of its iconic Bed Tailor collection, all featuring the brand’s homegrown hemp and 100% recyclable Cortec™ spring systems. Alongside these, three new luxury Somnus mattresses were on display, as well as a brand-new collaboration of headboard styles in a range of exclusive fabrics designed by Patrick Grant, designer and judge of BBC’s The Great British Sewing Bee.
Meanwhile, GNG Group launched three new collections designed to cater to a variety of sleeping styles, incorporating sustainable materials and advanced sleep solutions. The first collection, “Infinity,” leverages GNG’s renowned sleep technology, featuring True Gel for breathability and cooling, alongside True Air foam for exceptional airflow. Other collections included “Harmony” - a carbon-neutral mattress from a carbon-neutral manufacturer, while also enhancing its KomfiMed collection with the introduction of a new cooling SensICE cover. Additionally, the new Gel Med Hybrid mattress combines medically proven foam, True Gel technology, and luxurious pocket springs with a SensICE cooling cover.
Vogue Beds presented is new Climate Collection and said: “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 exhibition also showcased the redesign of the much-anticipated Smeaton Ultimate collection, by Smeaton Brothers. “It features a new and improved “ProEdge Technology” spring system, lavish layers of wool fillings and a refreshing contemporary finish,” revealed Ross Yeardley (Sales Manager). “A standout feature of this new range is the optional luxury wool topper, designed to improve comfort for all sleepers, with particular benefits for side sleepers.” The Bed Show saw The Shire Bed Company unveil “inspiring” products, through the launch of a new range of innovative mattresses as well as trend led headboards, divans and ottomans.
In keeping with anniversary celebrations, Enchanted House Beds celebrated its recent 10-year anniversary by joining the NBF and enjoyed a successful show. Proudly on display were Sealy’s signature product ranges, each of these featuring one of their family of patented coil systems. Structured to target a variety of market sectors and price points, this collection of unique spring technologies has been entirely designed and developed at the Sealy International R and D Facility, exemplifying their continuing dedication to world-class innovation. At the show, the brand showcased for the very first time its new 50th anniversary range, Sealy Posturepedic Elevate UltraLux. Finally, mattress protection specialist PureCare unveiled its new pillow range, while award-winning German bedroom manufacturer, Wiemann presented its popular VIP ranges, Lagos and Monaco, which were a hit during the event.
We have been thrilled to receive such positive feedback from visitors and exhibitors about this year’s show - from the stand designs to the unrivalled networking opportunities.
The NBF crowned its eight 2024 Bed Industry Awards winners at the Bed Show Gala Dinner, with Strictly Come Dancing star Anton Du Beke the host and award presenter for the evening. This year’s winners in the NBF member awards were Airmesh™ Air Luxury by Silentnight Beds for Bed Product of the Year; ValueRest by Nestor Springs for Component Product of the Year; Harrison Spinks for Bed Manufacturer of the Year; and Handy Ltd for Supplier of the Year.
Winners in the retail awards: DFS for National Bed Retailer of the Year; MattressNextDay for Online Bed Retailer of the Year; The Bed Post for Large NBF Retail Champion of the Year; and Dreamland Bedding Centre for Small NBF Retail Champion of the Year. Linthorpe Beds was highly commended in the Small NBF Retail Champion of the Year category, as was Land of Beds in the Online Bed Retailer category.
esteemed title of Small NBF Retail Champion of the Year at the 2024 Bed Industry Awards. Engaging with the other finalists in our category was an intellectually enriching experience. Each of them exhibited remarkable dedication and innovation. It was a genuine pleasure to interact with such commendable individuals who share a collective passion for excellence in the bed retail industry. I extend our deepest gratitude to the National bed federation for this prestigious honor. This award is a testament to the relentless hard work and dedication of my entire team.”
Tean Dallaway, NBF president, said: “The industry renowned NBF awards are a valued opportunity to recognise the standout companies and individuals in the UK and Irish bed sector. Congratulations to all the worthy winners and finalists and those who put themselves forward to be judged.”
DFS said: “We’re absolutely delighted to win the NBF’s Beds Retailer of the Year award! It’s great to see all our hard work and investment recognised in this way. For various external reasons the last financial year has been challenging for DFS but growth in beds and mattresses has been a real success story for us. We’ve launched new ranges, many in partnership with NBF members, extended product presence throughout our retail estate and enhanced our quick delivery proposition. All of this, supported by a passionate and dedicated team, has contributed to increased sales year on year. I’m excited to see what the year ahead has in store.”
Matt Randle, DREAMLAND BEDDING CENTRE, said: “I have the profound honor to announce that we have been conferred the
THE BED POST SHARED: “The Bed Post has been announced as Large Retail Champion of the Year at the National Bed Federation (NBF) Bed Industry Awards 2024! We picked up the trophy in the Large Bed Retailer of the Year category – open to retailers with 5 to 20 stores – at the awards ceremony yesterday! This comes after we were runners up in the same category last year!”
MATTRESSNEXTDAY commented: “We did it again! For the second year in a row, we’re thrilled to announce that we’ve won the National Bed Federation ‘Online Bed Retailer of the Year’ award! Every member of our team has played a crucial role in our success this year. Thank you to all of our employees, partners and customers for making this possible. We couldn’t have done it without you.”
Nick Booth, Managing Director at HARRISON SPINKS said: “We’re delighted to win this highly respected award once again, which couldn’t be done without a fantastic team effort and everything that goes on behind the scenes at Harrison Spinks. It’s incredible to get this recognition for all our hard work, and winning this is a testament to what goes into making each and every bed that Harrison Spinks produces, from the expert craftsmanship that goes into hand-stitching our mattresses and sewing each piece of fabric, to the unwavering commitment to product innovation and development – and of course, manufacturing everything responsibly and sustainably. This is why we believe we are cut from a different cloth. Achieving this win for Bed Manufacturer of the Year is an acknowledgement of our standing in the luxury sustainable sleep market, while still maintaining our ethos of using responsibly and ethically sourced natural materials,
allowing each product to be recycled at end of life and ensuring exceptional quality for our customers.”
HANDY commented: “We are delighted to announce that Handy Ltd have won the Supplier of the Year at the National Bed Federation Awards. The judges commented on the teams “commitment to ingenious product innovation, clear understanding of its customers’ needs, and razor-sharp focus on customer satisfaction”. To have received such praise from the industry’s leading trade association is a great honour and highlights the excellent work of the Handy team. The good news doesn’t stop there… Handy Ltd were also recognised as Finalists for the Component of the Year for our Narrow Woven Tape Edge. Our commitment to delivering highquality products and services remains stronger than ever, and we look forward to continuing to serve the industry with excellence.”
that our innovative ValueRest product won the prestigious Component Product of the Year award! This is a tremendous honour for us and a motivation for further efforts. We sincerely thank everyone who visited our booth for their interest, conversations and support. We are grateful for every moment and look forward to more meetings!”
The NBF Bed Show offered a valuable opportunity to connect with retail partners, both new and existing, in a collaborative environment that was echoed throughout the stands. The NBF reflected on the event:
SILENTNIGHT SAID: “We are incredibly proud to share that Silentnight has won Best Product of the Year at the National Bed Federation (NBF) Awards 2024 for our new Eco Comfort Airmesh™ mattress! As the UKs most trusted sleep brand, we’re committed to bringing the best products to Britain’s sleepers. This award recognises the latest step in our journey to provide solutions for every sleeper. Our Eco Comfort Airmesh™ mattress is designed to provide ultra breathability, tailored support, and ecoconscious innovation. Fully recyclable and made from 60% recycled content, Airmesh™ is the newest addition to our Eco Comfort range. Thank you to the NBF for this recognition and well done to our Silentnight colleagues!”
“The NBF team extends a huge thank you to everyone who attended the 14th Bed Show in Telford. A special thank you to all our official sponsors - without them, the Bed Show wouldn’t be the award-winning event it is today.
“We have been thrilled to receive such positive feedback from visitors and exhibitors about this year’s show - from the stand designs to the unrivalled networking opportunities. The annual awards ceremony, presented by the ever-effervescent Anton Du Beke, was an absolute triumph. Many guests said it was one of the best, if not the best, NBF gala dinners and awards ceremonies they have attended. Guests enjoyed Anton’s wit and charm, a delicious formal dinner and a live band to keep the celebrations flowing. Congratulations once again to all the worthy winners and finalists in manufacturing, supply and retail.
NESTOR SPRINGS said: “This event gave us the opportunity not only to meet with our existing customers but also to establish valuable new business relationships and meet potential suppliers. We also had the pleasure of seeing mattresses that use our springs and gaining valuable information and tidbits about the latest industry trends. It was an unforgettable trade fair, which certainly opened up new opportunities for us! We would especially like to thank you for the incredible excitement at the gala dinner held on September 24. During this special dinner hosted by Anton Du Beke, we learned
“We are passionate about providing a great sales platform for our members and can’t wait to welcome back the bed trade in 2025 for an even better event!
Leeds-based fifth-generation luxury bedmaker, Harrison Spinks, has been awarded ‘Bed Manufacturer of the Year’ at the 2024 National Bed Federation Awards.
The family-owned bedmaker secured the prestigious award for its continued productrelated initiatives and development, after previously winning the same accolade at the NBF Awards in 2022.
The judges commended the business for its financial performance, its revised export strategy and the retelling of the Harrison Spinks story and brand ethos, as well as its commitment to sustainability, including the company’s focused environmental achievements, helping it earn a third King’s Award for Enterprise.
Nick Booth, Managing Director at Harrison Spinks, said: “We’re delighted to win this highly respected award once again, which couldn’t be done without a fantastic team effort and everything that goes on behind the scenes at Harrison Spinks.
“It’s incredible to get this recognition for all our hard work, and winning this is a testament to what goes into making each and every bed that Harrison Spinks produces, from the expert craftsmanship that goes into hand-stitching our mattresses and sewing each piece of fabric, to the unwavering commitment to product innovation and development – and of course, manufacturing everything responsibly and sustainably. This is why we believe we are cut from a different cloth.
“Achieving this win for Bed Manufacturer of the Year is an acknowledgement of our standing in the luxury sustainable sleep market, while still maintaining our ethos of using responsibly and ethically sourced natural materials, allowing each product to be recycled at end of life and ensuring exceptional quality for our customers.”
At the stand, which displayed the company’s ‘Cut From A Different Cloth’ messaging on retailer signs and lightboxes, three new luxury Somnus mattresses were showcased, alongside 15 completely new handcrafted Harrison Spinks models, including a special Limited Edition Pearl mattress to celebrate 30 years of its iconic Bed Tailor collection, all featuring the brand’s homegrown hemp and 100% recyclable Cortec™ spring systems.
Patrick Grant, designer and judge of BBC’s The Great British Sewing Bee, was also at the show, promoting a brand-new collection of headboard styles in collaboration with Harrison Spinks, incorporating a range of exclusive fabrics designed by Patrick himself.
The luxury bedmaker relocated its ‘Ha Ha Baah’ pop-up bar from the Harrison Spinks farm, where Farm Manager Liam McPartland explained how the natural fillings are grown, and gave out the brand’s own tote bags that were woven in-house from homegrown hemp.
Achieving this win for Bed Manufacturer of the Year is an acknowledgement of our standing in the luxury sustainable sleep market.
GNG expands Komfi Range with revolutionary “Customise Your Sleep” Infinity Collection.
The Infinity collection has been met with widespread enthusiasm from retailers and consumers alike, thanks to its exceptional comfort and customisation capabilities. At the heart of Infinity is the unique combination of TrueGel and TrueAir foam technologies, designed to adapt to body movements while delivering outstanding airflow and cooling. These advanced materials work together to cradle pressure points, providing targeted support and maintaining an ideal sleeping temperature, even for those who tend to overheat. The breathable cover further enhances airflow, ensuring a comfortable, refreshing night’s sleep.
In addition to these innovative materials, the Infinity range introduces a zip-and-link system that allows a single mattress to feature two distinct firmness levels within the same bed. This customisation is especially appealing to couples with differing sleep preferences, as each side of the bed can be tailored to an individual’s preference for firmness. Whether one partner prefers a softer feel and the other a firmer one, Infinity seamlessly combines both options for a uniquely personal sleep experience.
Following an impressive debut at the Bed Show, GNG Group’s latest Komfi collections, especially the Infinity range, continue to capture attention for their commitment to luxury and personalised comfort. The Infinity collection represents a new level of premium sleep experience, with advanced materials and flexible design answering the growing demand for tailored, high-quality mattresses.
GNG’s new Harmony collection has also gained attention for its eco-conscious design. Harmony’s “Ocean” model, created with sustainable Seaqual covers made from recycled ocean plastics and GNG’s Ecofoam, underscores GNG’s commitment to creating responsible yet affordable products. This mattress not only aligns with the company’s carbon-neutral status but is also offered at an exceptional price point,
The
response to Infinity and our new ranges has been phenomenal.
making sustainable comfort accessible to more consumers.
The KomfiMed range continues to stand out with a new luxurious quilted cover. And the latest GelMed Hybrids integrate the same medically proven foam and True Gel technology, with the addition of pocket springs, creating a sleep solution that combines comfort, pressure relief, and temperature control in one. With a range of offerings designed to support different body types and sleep styles, KomfiMed and GelMed exemplifies GNG’s dedication to health-focused, innovative sleep products.
Richard Gretton, GNG’s Commercial Director, comments: “The response to Infinity and our new ranges has been phenomenal. Our goal has always been to deliver tailored solutions that address individual sleep needs, and the customisability of Infinity does exactly that. By offering adaptable support options and luxurious materials, we’re redefining how customers think about sleep quality.”
Retailers can expect short lead times and high availability on Komfi products as GNG’s manufacturing facilities are in Yorkshire, a significant advantage in today’s supply chain landscape. With an established hierarchy of offerings from entry-level to premium, Komfi’s portfolio is designed to serve a broad range of preferences and price points, reinforcing GNG’s position as a leader in sleep innovation.
For more information on the Infinity, Harmony, KomfiMed and GelMed collections, or to discover the complete Komfi range, contact GNG at 01924 950 300 or email info@gng-group.co.uk
www.komfi.com
www.gnggroup.co.uk
Following a highly successful appearance at the 2024 NBF Bed Show, Sleepeezee is proud to reflect on an event filled with exciting highlights, industry-leading designs, and a celebration of the brand’s rich 100-year history.
The show, held in Telford from 24-25th September, provided an exceptional platform for Sleepeezee to unveil their latest collections. The Sleepeezee stand, which garnered significant attention from visitors and industry experts alike, was a true reflection of the company’s commitment to craftsmanship, innovation, and style.
The stunning display showcased an array of products, including four cutting-edge new collections, all designed to enhance the comfort and wellbeing of customers. This included a refreshed Campaign for Wool, ActivFlex™ Response, Cool Refresh and Graphite Memory ranges that boasted a range of unique and innovative sleep solutions.
The Sleepeezee stand was one of the highlights of the event, with its celebratory feel reflecting on its 100-year history drawing in guests from across the industry. Visitors had the opportunity to experience first-hand the quality and craftsmanship that has defined Sleepeezee over the past century. From luxurious materials to the latest in sleep technology, each product demonstrated why Sleepeezee remains at the forefront of the bed manufacturing industry.
This year’s show was particularly special for Sleepeezee, as it provided the perfect occasion to celebrate the brand’s 100-year anniversary. The centenary celebrations were a key part of the event, and Sleepeezee was delighted to mark this milestone with their retail partners, colleagues, and supporters in attendance. Reflecting on the company’s heritage and looking toward the future, the show was
The feedback we received on our new collections has been incredibly positive, and we’re excited to continue driving the future of sleep technology.
a fitting tribute to Sleepeezee’s ongoing commitment to quality, sustainability, and innovation.
The NBF Bed Show also offered a valuable opportunity to connect with retail partners, both new and existing, in a collaborative and celebratory environment. Sleepeezee’s team engaged in productive discussions, sharing insights on future trends, sustainable initiatives, and product innovations, while receiving invaluable feedback from retail partners. The interaction further strengthened the close partnerships that have been crucial to Sleepeezee’s continued success over the decades.
Amy Curtis, Head of Marketing at Sleepeezee commented: “The 2024 NBF Bed Show was the perfect platform to showcase not only our latest innovations but also to celebrate our rich 100-year history with our valued partners and colleagues. The feedback we received on our new collections has been incredibly positive, and we’re excited to continue driving the future of sleep technology while staying true to the craftsmanship and quality that have defined Sleepeezee for a century.”
Sleepeezee’s successful presence at the NBF Bed Show 2024 is a testament to its enduring legacy and vision for the future. As the company embarks on its next century, it remains committed to delivering innovative, highquality sleep solutions that meet the evolving needs of its customers.
www.sleepeezee.com
Purecare’s success reached new heights at the NBF Bed Show in Telford this September, where the brand showcased its innovative products to industry leaders.
The event was a major triumph, serving as the perfect platform to introduce three advanced cooling pillows, each designed to elevate the sleep experience. The newly launched pillows bring cutting-edge cooling technology to the forefront, raising the bar for sleep comfort.
The Nano Memory Foam Pillow features Memory Foam Crumb and PureCool thermoregulating fabric, delivering optimal comfort and advanced temperature regulation. The Groove Contouring Memory Foam Pillow is designed for front sleepers, offering adaptive support with a thinner core and strategic zoning.
Combined with advanced airflow technology and a cold-to-the-touch cover, it ensures a truly restorative sleep experience. Lastly, the Wave Pillow integrates dual layers of Gel Memory Foam and Memory Foam to provide targeted pressure relief for side and back sleepers, supporting the head, neck, and shoulders. The wave’s cool-
to-the-touch surface adds a touch of luxury to its exceptional comfort.
As Purecare celebrates these achievements, including the success at the NBF Bed Show and earning the Good Housekeeping Award, the brand remains dedicated to delivering superior sleep products. The next opportunity to experience Purecare’s award-winning solutions will be at The January Furniture Show 2025, where customers can explore the latest in sleep innovation.
The highlight of the year was Purecare’s OmniGuard Advance Mattress Protector earning the prestigious Good Housekeeping Approved Award 2024. This accolade underscores Purecare’s commitment to producing innovative sleep products that meet the highest industry standards. The Good Housekeeping Institute’s rigorous evaluation considered aspects such as durability, effectiveness, and ease of use, with the mattress protector excelling in liquid repellence, allergen resistance, and quality maintenance even after multiple washes.
The OmniGuard Advance Mattress Protector stands out by providing comprehensive coverage to shield the top and sides of the mattress from moisture, stains, allergens, dust mites, mould, and mildew. It fits like a fitted sheet, making it suitable for various
Combined with advanced airflow technology and a cold-to-the-touch cover, it ensures a truly restorative sleep experience.
mattress depths and adjustable bases, helping create a healthier sleep environment while extending mattress life.
Purecare has achieved remarkable success this year, marked by significant milestones and growing recognition in the bedding industry. The journey began with the brand’s launch at The January Furniture Show, setting the stage for continued growth.
In May, Purecare joined the Minerva Buying Group as an approved supplier, enhancing its reputation as a trusted partner for retailers. The debut at the Spring Furniture Show was met with
at sales@purecarehome.co.uk
Nick Mizin, Sales Manager at Big Furniture Group, shares why using text marketing through key sales periods like Black Friday can boost business.
As autumn ushers in cooler weather and festive seasons, it’s also the ideal time for furniture retailers to capitalise on consumers looking to refresh their homes. With Black Friday just around the corner, the competition intensifies, and reaching customers effectively can make or break your seasonal sales targets. That’s where FurnitureText, from RetailSystem.com, steps in to revolutionise how you engage with customers during this critical period.
FurnitureText allows retailers to connect with customers through the most direct form of communication—SMS. In today’s fast-paced world, people are more likely to check their phones than emails or social media, making SMS marketing a powerful tool to ensure your promotions get seen. Whether it’s announcing exclusive autumn discounts or reminding customers about your Black Friday offers, text messages cut through the noise and reach your audience directly.
One of the key benefits of FurnitureText is its ability to create personalized marketing campaigns. Retailers can segment their customer base and send tailored messages based on shopping history, preferences, or past interactions. By addressing customers by name and offering targeted promotions—like exclusive discounts on that dining set they’ve been eyeing—you increase engagement and significantly improve conversion rates.
Autumn and Black Friday are all about limited-time deals, and FurnitureText allows you to promote flash sales, instore events, or special offers in real-time. SMS marketing is the quickest way to inform your customers about these opportunities, ensuring that they don’t miss out on your
As you prepare for the busiest shopping period of the year, take advantage of FurnitureText to keep your customers engaged, informed, and ready to shop.
promotions. With a nearly 100% open rate, texts have an immediate impact that can drive foot traffic or online visits within minutes of sending.
FurnitureText provides detailed analytics so retailers can measure the effectiveness of their campaigns. From clickthrough rates to redemption statistics, you can gain insights into what’s working and optimise your strategy as the season progresses.
As you prepare for the busiest shopping period of the year, take advantage of FurnitureText to keep your customers engaged, informed, and ready to shop. Whether it’s autumn promotions or Black Friday blowouts, SMS marketing ensures your messages get delivered right to the heart of your customers’ attention.
www.retailsystem.com/uk/features/text-marketing/
Vic Smith, owner of independent beds retailer
Vic Smith Beds, talks about the perception of shoppers and expectations of value.
Not sure if it’s me getting a lot older and maybe too long in the tooth, or having been trading for too many years, but it’s becoming more and more apparent people’s perception of value as to what they would pay for goods.
I’m yet to see anyone standing in a queue questioning the price of a coffee in that well known chain store and not buying – can you imagine anyone saying, “but it’s just a bit of steam!” Or actually calculating how much that piece of ham left in the unsealed packed that now needs to be thrown is worth.
Yet, tell them the price of the bed that they have been eyeing up in the window on their daily commute and the horror on their face! In fact, after you told them the price of the bed they are looking at, they might need that coffee after all. Doesn’t matter that a good night’s sleep is what they will be getting from their new bed (well at least in our opinion!) and it could save them a small fortune every day in terms of buying ‘wake up coffee’ because now they should wake up more refreshed than before.
I’m extremely curious to know where they get their figures from as to what is a suitable purchase price. I’d say it applies to about a third of our customers that walk through the door, and like it or not, it’s our job to convert them from a walk in to a prospective buyer.
So, find out how much a coffee at Starbucks cost: so, your coffee costs x and lasts 20 minutes and your 7/8 hour human recharging station (because that’s what your new bed is - it’s your human recharging station, costs xyz per night) - you could even break this down by an hourly cost if you like.
It’s amazing when you break down the costs over time, how that light bulb moment kicks in - obviously for us we take the number of years the bed should last, divide the cost by that, then by weeks, and then if applicable by two, assuming that’s the number of adults. It’s almost become a slightly direct targeting form of selling - you almost need to go in direct with what is their budget, and what is their expectation of the product – we’re navigating a new world here!
We decorate our ceiling tiles in two ways, we have customer reviews and these are interspersed with the above equation. That way when people are lying on the beds, they can read them. It helps to reinforce what the sales team are saying and a further ‘prompt.’ Remember, a picture speaks a thousand words - people see a poster and believe it 10 times more than if a sales person says the same.
Talking to different types of retail, everyone in the same boat as to what people are expecting for their money – I’m not sure if I’m meant to send someone with their delivery to stroke their brow to send them to sleep, and make them a cup of tea in the morning! Yet no one expects that large coffee chain to give them a free cake every time!
Sleep is fundamentally important to our health and wellbeing and one of life’s best medicines, but that flat screen TV or the latest must have trainers – well, the card gets handed over straight away. People are becoming more and more shallow in their wants and desires.
A bend with them and sell them what they want?
B try to re-educate your customers and show them the benefits of quality over cheap?
C you try to educate and if that’s not working sell cheap instead of well made?
So, when our delivery staff get to a delivery and the customer say can you… “Move the old bed into the spare room” or can you…. “Move theses bits of furniture and see if I like it before they decide if they really want it in that place or not”. Our delivery team are well versed to say “of course we can, we will just let the store know to let the other deliveries behind you that some will be late and others will have to be cancelled so we can help you out. The store will work out a price and will call to take the Extra payment”.
You won’t be surprised how many customers suddenly are just happy for us to do the job we have been asked and paid to do!
Tell them the price of the bed that they have been eyeing up in the window on their daily commute and the horror on their face.
Simon Morris, Marketing Director at Adjust-A-Bed, reflects on the recent Autumn Furniture Show where the business was crowned Supplier of the Year.
As experts in the field of adjustable beds, Adjust-A-Bed, arguably the fastest growing British manufacturer of electric adjustable beds, recently exhibited at the Autumn Furniture Show, organised by the Minerva Furniture Group at Stoneleigh Park. The show was a big success for the brand, which unveiled a number of eye-catching products, including its bespoke range of entirely tailor-made-to-measure headboards. None more so eye-catching than its floor-to-ceiling headboards – a real innovative display that got plenty of attention.
“The recent Autumn Furniture Show proved a fantastic success for AdjustA-Bed, by not only winning the Minerva Supplier of the Year Award, but also the launch of our new Bespoke Headboard and base combinations,” Simon said.
“Everyone at Adjust-A-Bed is delighted to receive the award, and it’s very gratifying to see all the hard work that everyone has put into making the company the market leader in adjustable beds in such a short space of time, as well as being recognised by our retail partners.
“Whilst showing our best-selling adjustable beds, the real showstoppers were the new Bespoke Headboard and base combinations that were launched, giving something new and unique to our retailers to offer their consumers.
“Headboards that can be any size - Bespoke - combined with the choice of a static bed base, or Gas lift ottoman base, or standard adjustable base or Lifestyle adjustable base, all available in a great new collection of fabrics - something for every consumer! I’m pleased to say that they were very well received and generated a great buzz around our stand.”
The Dewsbury-based business has grown at a very rapid rate since its inception just four years ago, which is down to a number of core pillars. These include, as Simon continued: “Our growth has been due to our great quality, value for money and quick lead-times along with having a very effective sales team ensuring the high growth in the number of retailers selling the brand, all supported by an industry leading Marketing and POS package.”
Spearheading this growth over the last year has been the expansion of Adjust-A-Bed’s sales force, with a number of agents joining the team, including Mark Hughes, representing the North-East & Yorkshire, and Iain Anderson, representing Scotland.
Furthermore, the business, run by Managing Director Ehtesham Nasir, previously launched its express delivery service at the 2023 Autumn Furniture Show. A year on, the
Express DHD service, offering a prompt and professional white glove delivery service, has been key in its expansion, offering unrivalled delivery. “Our delivery offer is superior in the marketplace and we think we are providing the fastest delivery in the industry,” says Simon.
“Our expert 2-man installation and setup delivers great customer satisfaction and we are competitively priced to deliver in a room of choice too. We also offer a service to remove all packaging as standard if required.”
With this year’s Autumn Furniture Show proving to be another successful event for the business, Simon added: “Visitors loved our brand new Bespoke range of entirely tailormade-to-measure headboards, each available in advanced adjustable motion, ottoman, and fixed frame options.
From the skilled production staff to the dedicated customer service team, the creative minds in our marketing department, and the experienced sales team, this is a shared achievement we can all be proud of.
”“Many commented on our leading specialist skills in delivering adjustable beds across our retailer network with speed and exceptional customer care backed up with superb retailer graphics and point of sale. Each of our dedicated sales agents reported great feedback from visitors on our dedication and drive to make the company move forward at a professional pace.
“Thank you to all those who attended, and we are grateful for aiding us in making this event such a success. We are also delighted to have been awarded The Best British Supplier award. This accolade, voted by the retailers we serve, is a testament to the collective efforts of our entire team.
“From the skilled production staff to the dedicated customer service team, the creative minds in our marketing department, and the experienced sales team, this is a shared achievement we can all be proud of.”
All this sets Adjust-A-Bed apart from the competition and now with the introduction of Adjustable-A-Bed studios, retailers have the opportunity to be seen as experts, by the consumer, in this important sector of the bed market.
“There is still a long way to go before we reach our ultimate goals, and everyone at Adjust-A-Bed will be working as hard as ever to support and grow our retailer network, with the “complete package” for adjustable beds and associated products,” Simon concluded.
“If you are not yet a stockist, please get in touch and call the office on 01924 650 150. We’d love to work with you.”
Specialising in a five year guarantee, highest quality, handmade bedroom furniture. Our adjustable beds are designed to help you find the perfect position, whether you’re relaxing, reading in bed or off to a great night’s sleep. Providing positional relief of conditions such as Backache, Arthritis and many others.
You can find our adjustable bed, mattress and bed frame ranges in selected retailers across the UK. We also supply the finest in crafted headboards and additional extras that help with mobility and clinical functionality.
James Gledhill
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 building relationships, how the pace of change can be challenging and why agents need more recognition.
I currently represent three key brands in Yorkshire and the North East: Wiemann, Wiemex, and Ashwood Designs.
How long have you been an agent in the industry?
I’ve been an agent for 12 years now, but my involvement in the industry goes back even further through family connections.
What drew you into the life of an agent, and what’s the day-to-day like?
I grew up around the furniture industry. My Dad worked in it, and I saw firsthand the opportunities and relationships that come with the role. After more than a decade in retail with Barker and Stonehouse and the Stokers Group, I made the shift to becoming an agent. Every day is different, but a lot of it revolves around connecting with retailers and making sure the brands I represent are consistently delivering quality and service to our clients.
What is the best part of your role?
Building relationships is the best part. I love seeing a retailer
and a brand really connect and succeed together. Helping people find solutions that benefit everyone is incredibly satisfying.
What is the most difficult?
The pace of change can be challenging. You always have to be on your toes, keeping up with customer changes, supply chain issues, and market demands. It can be tough to juggle all of that while still making sure your customers feel supported.
Do you have any particular highlights so far?
One of the standout highlights has been getting my first opportunity with Litmus Furniture. They are the principal agents for Wiemann in the UK. The owners, Peter and Simon Hewitt took a chance on me when I was young and new to the role, and I’ve worked hard to build on that trust. Seeing my brands grow in my region has been incredibly rewarding and a true testament to that opportunity.
What challenges do you think currently face agents in the furnishing industry?
There’s a lot of competition and consolidation in the market, which means agents need to work harder to prove value. The digital shift in retail also means we have to adapt and find ways to stay relevant as more sales move online.
What would you like to see change?
I’d like to see more recognition for the role agents play. We’re often behind the scenes, but we’re critical in ensuring smooth communication between manufacturers and retailers. More transparency and collaboration between all parts of the supply chain would benefit everyone.
What would help agents more?
Every other industry is talking about and starting to adopting AI into their day-to-day to help make them more efficient. This hasn’t really happened yet in our space, but I can see that having access to better technology and data insight would be invaluable.
What would you say to someone considering becoming an agent?
I’d say go for it if you’re passionate about the industry and love building relationships. It’s not an easy job, but if you’re genuinely interested in people and solving problems, it can be incredibly rewarding. Be prepared for long hours and a lot of travel, but the variety and freedom it offers are huge perks.
What is the most important attribute to have as an agent and why?
Adaptability. The industry is constantly changing, and the ability to pivot when things don’t go as planned is essential. Whether it’s adjusting to new market trends, shifting consumer demands, or product delays, being able to respond quickly and effectively is key.
Can you share something that irritates you the most as an agent?
When communication breaks down between a retailer and a supplier. It creates unnecessary delays and frustration on both sides, and often the solution is something simple, like better clarity upfront.
Can you share an insight into your plans for the year ahead?
I’m focused on strengthening relationships with existing retailers and exploring new opportunities with stores. There’s a lot of potential out there, and I want to make sure the brands I represent are front and centre.
What’s the next big thing you are seeing in the industry and why?
The next big thing I’m seeing in the industry is a push from manufacturers for more exciting, commercially viable designs, especially in upholstery. As competition tightens, brands are focusing on innovative designs to stand out, so staying ahead with fresh, appealing products is key more than ever. I think we’re really starting to see more of that with a renewed focus on in-store experience.
Final thought…
The furniture industry is one of tradition but also innovation. It’s a privilege to be part of a space where we can influence the way people live, and that’s something I never take for granted.
I’d like to see more recognition for the role agents play.
We’re often behind the scenes, but we’re critical in ensuring smooth communication between manufacturers and retailers.
jgledhill@hotmail.co.uk www.linkedin.com/in/james-s-gledhill/
West Midlands-based family run furniture manufacturer, Sofa Connections, has continued on its expansion journey with the appointment of two trusted and respected agents in the industry.
Husband and wife team Dave and Debbie Jenkins have recently joined the white label sofa maker and will be representing Sofa Connections in East and West Midlands.
Both Dave and Debbie have been a prominent team in the East and West Midlands for the past 20 years, yet their combined experience in the furniture trade stretches to over 60 years!
Commenting on joining the Sofa Connections team, Debbie shared: “It’s such a great team, and Dave and I have known Sarah and Matt for many years, so it’s great that we can work together with a true quality British manufacturer.”
Dave echoed the sentiment: “The whole industry is changing, and there is an ever-increasing demand from retailers to create their own brand, with exclusive designs, fabrics and marketing, something that Sofa Connections does better than most others. I’m delighted to represent this fast-growing business.
“It’s like ‘two for the price of one’ and can only be a good thing ensuring our
manufacturers have outstanding representation and retail partners have a team that will make a positive difference to their business!”
Owners, and also a husband-and-wife team, Matt and Sarah Oakley, have welcomed Debbie and Dave into the fold with open arms. “We welcome Dave and Debbie and look forward to our next phase of growth as our operation continues to expand,” Sarah said.
With Dave and Debbie firmly onboard, the focus turns to the upcoming January Furniture Show, which takes place from 19-22 January 2025 at Birmingham’s NEC. Matt, who has been designing furniture since he was just 18 years old, added: “All focus right now is making sure all the display orders get delivered in time for the winter sale as we prepare for the NEC where we’re showing in Hall 1 We can’t wait already!”
The whole industry is changing, and there is an ever-increasing demand from retailers to create their own brand. ”
A recap of the recent Long Point exhibition in Long Eaton.
Making its debut at the show was Sofa Connections. They said: “We had a brilliant show. The footfall wasn’t high but the people who did come through the door were from fantastic retailers. Sometimes it’s about quality not quantity and Long Point certainly delivered the key decision makers of some great companies.” Sofa Connections is a family run manufacturer based in the heart of the West Midlands, ran by husband-andwife team Matt and Sarah. “We signed up some new accounts, made some new acquaintances and even met some lovely new suppliers. Our stand featured a new piece of ours called the Sherwood, with quilted arms and luxurious feather back cushions with a supportive bolster it was a hit. Our Blakedown sofa with its beautiful sloped arm was also a key player, landing it’s well deserved place on some new shop floors this autumn.”
“Show-wood models such as the Somerton range and Cradle accent chair are proving popular,” says Siren Furniture. “Along with curved silhouettes such as the Carpella and designs with sleek, refined lines like the Varese. Rich textures and leather finishes are also in demand. Demonstrating a real contrast in desirable aesthetics and that customers are getting tuned in to the breadth of product ranges that we now offer. Ultimately, superior comfort and long lasting luxury is what customers want.” Iain James enjoyed a successful Autumn Long Point with particular success gained by the introduction of new collections of occasional furniture in Cluster Oak and Burr Elm. Both ranges featured square edged profiling along with the addition of refined polished finish, to perfectly complement both classical and contemporary upholstery.
Team Couch & Co would like to thank everyone who visited us at Autumn Long Point. “Our new models Mollie and Georgie, additions to our Static Collection, were very well received, with the star of the show being our Wing Chair from our MultiFunctional Recliner Collection, and part of our Forward Order Programme with many models still available for pre-Christmas delivery.” Contrast Upholstery is pleased to say, “we had a great show and took on some new independent stores with our sofas & chairs featuring the Laurence Llewellyn-Bowen fabrics. We exhibited at the Westagate Suites alongside Akante and Julian Bowen. Pictured was our best-selling item, The Balmoral sofa and Richmond chair in Laurence Llewellyn-Bowen printed linen fabrics.”
Kilva owes its name to the Scandinavian word for axe. The Kilva is manufactured from solid Ash heartwood lacquered anthracite with natural core oak. This is demonstrated by the
split wood accents on the door fronts, drawers, and back panels of the display cabinets and is furthermore highlighted by the subtle LED lighting. Kilva offers a selection of TV lowboards, sideboards, highboards and display cabinet plus matching dining and coffee tables along with an interesting selection of lamps and wall racks.
Hartmann Möbelwerke are among Germany’s leading manufacturers of solid wood furniture. Already in the third generation, the family business can draw on more than one hundred years of experience in the production of quality furniture. “In the spirit of our founder, our production is sustainable and almost climate-neutral.” Ramaro, a familyowned Polish upholstery company with manufacturing facilities close to Poznan and has been supplying quality fabric upholstery for the last 40 years, showed a collection of upholstery in room settings to complement Hartmann cabinet ranges.
The Autumn Long Point Show was also a great success for At The Helm, showcasing the full range of Signature Heritage, Modern Explorer, and Wanderlust, alongside the launch of the new Zenith cabinetry collections. Visitors were impressed by the innovative designs and fresh leathers and fabrics, even as the showroom undergoes renovation. The event highlighted the brand’s blend of tradition and modernity, drawing praise from industry professionals.
Award-winning German bedroom manufacturer, Wiemann, showcased new product launches and updates in its newly refurbished showroom during the event. New York is a semisolid wood, eye-catching contemporary collection featuring hinged door wardrobes and a tactile ribbed effect door, plus a full selection of chests, bedsides, beds and accessories. Finally, WEBS Training were on hand to discuss apprenticeships in the industry having trained apprentices in upholstery for over 50 years.
THE NEXT LONG POINT WILL TAKE PLACE DURING SPRING FROM 12TH – 14TH MAY 2025, WHILE AUTUMN RETURNS FROM 15TH – 17TH SEPTEMBER 2025.
Samarah Dawson, Business Development Manager at WEBS Training, talks about the perception of apprenticeships and how the stigma remains unchanged.
The phrase “skills gap” in furniture and interiors should not be unfamiliar to anyone in the industry. And although there are several contributing factors, negative perceptions of apprenticeships and their associated trades could be a key one – and a difficult one to tackle.
The government perception of apprenticeships changed dramatically in 1999, where a higher education initiative was launched with a target to get 50% of students into university or higher education. This led to school subsidies for achievers and active dissuasion for apprenticeships and joining practical trades – affecting generations of workers born from 1983 onwards.
The generations prior to this still regard apprenticeships highly based on their own experience – although feedback has been given about apprenticeship programs not being as difficult, or as rigorous, compared to when they completed their training. This is not entirely untrue – entry level courses are now shorter; however, the shorter courses are suitable for certain job roles given the changes in mass furniture production, and follow-on courses are there for further skills development.
However, if these older generations - who are key decision makers (average age of a director is 50-54) - aren’t aware of how the current standard works, then their perception may mean that even though they see value in the principle of an apprenticeship, they’re not necessarily buying into the current standards, and therefore not recruiting apprentices in their businesses.
The belief that an apprenticeship was a “bad choice” or a “last resort” from the initial higher education push in schools, is unfortunately a perception that has persevered. In late 2000s this was the case when I left school, and younger friends and peers have advised their experience was the same.
With the introduction of the apprenticeship levy in 2017, the pledge for apprenticeship reforms and extra vacancies in 2021, and the current government wanting apprenticeships to be presented as an equally viable post school choice, I was hopeful that this was no longer the case and that perceptions were now being changed. Sadly, no.
Speaking to a current group of eight apprentices, all from different companies and different schools, on how they found their apprenticeship, none of them said that it was through school.
All in the group stated their schools predominantly promoted their own further education provision and university. Only one apprentice commented that their school had mentioned apprenticeships, but added that this was only in passing, with no actual guidance on potential career pathways or how to access this option.
A contributor to this may be that many schools are now academies, leading them to act more commercially to protect themselves as a business – however by not promoting apprenticeships, schools are directly going against government initiatives. What is the point in government
communications saying that apprenticeship schemes are a key part of the future of Britain, when this sentiment is not reflected by secondary education?
Needless to say, if the school’s perception and portrayal of apprenticeships is negative (whether in the interest of self-preservation or not) then the school leavers themselves also pick up this negative perception – where they are not seeing apprenticeships as a credible post-school choice. And as collateral damage, the associated trades to apprenticeships also get negative representation – being viewed as sectors for non-achievers or as a last resort.
For the furniture and interiors sectors, this could be disastrous for attracting new people to these trades. And scarily, this lack of promotion for apprenticeships has now been happening for 25 years.
We can all play a part in changing the perception of apprenticeships. And as a specialist furniture and interiors training provider, WEBS Training are on this mission too.
We can all ask for our trades, and British manufacturing, to be promoted by government bodies, and shown as a rewarding career choice. WEBS will be speaking with schools for them to better represent apprenticeships and trades, and also seeking support from local authorities with this message.
Employers can think about the future generation of their business. It would be great to see more employers in schools and careers fairs, creating apprenticeship schemes and showcasing career options. By creating apprenticeship vacancies, it will help address the skills gap and give opportunities to those who want to explore the apprenticeship route. But without employer’s apprenticeship vacancies, there can be no apprentices.
As the training provider for an employer’s apprenticeship scheme, WEBS can support them in careers events and the recruitment of apprentices. We can advise additional follow-on courses, and tailor training content to suit the business. We can also train
Speaking to a current group of eight apprentices, all from different companies and different schools, on how they found their apprenticeship, none of them said that it was through school.
”
additional skills to the standard if there is something specific to business needs.
It may be difficult to tackle the negative perceptions of apprenticeships and trades, but with consistent positive exposure we can give our trades the promotion they deserve.
Furniture imports during August 2024 decreased on the same month last year while exports from the UK rose.
According to the latest UK trade data, analysed by Big Furniture Group, total imports of furniture into Britain valued £616.2m in August 2024, down 2.6% from £632.6m against the same month the previous year.
Imports from the EU registered a decline of 14.5% to £274.3m from £321.2m. Imports from Italy were down 25% to £51.3m, while Polish imports fell 6.4% to £60m. Imports from Germany were down 13.8% to £43.8m.
As for outside the EU, total imports rose 9.7% to a value of £341.9m from £311.4m. Chinese imports were up 16% to £243.5m, while Vietnam rose by 23% to £18.6m. Imports from the USA increased 7.3% to £21.4m, while Turkish imports declined 33% to £8.5m.
Moving to exports, the total value of UK furniture leaving the country rose 11% to £186.4m from £167.9m year-on-year. In Europe, exports rose 6.3% to £89.2m from £83.9m. Exports to the Netherlands rose 33% to £11.1m, while exports to France increased 15% to £26.9m and German exports decreased 9% to £12.9m. Irish exports were down 4.4% to £17.9m.
Outside the EU saw exports increase 15.7% to £97.2m from £84m. Exports to China were up 70% to £4.7m, while the Philippines saw growth of 386% to £3.5m. Exports to the UAE rose 55% to £8.1m, while the USA increased 19% to £48.4m.
A look at some notable data within the upholstery, mattresses, cabinet and carpets sub-categories.
Upholstery Imports Year-on-Year
Country
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-fall-inaugust-2024-exports-rise/
Upholstery Exports Year-on-Year
Mattress Imports Year-on-Year
Mattress Exports Year-on-Year
Cabinet Exports Year-on-Year
Carpet Imports Year-on-Year
Have you ever wondered what happens to buildings when they reach the end of their useful life? In the past, structures made from natural materials like wood, brick, and stone could easily be repurposed or recycled. But modern buildings, especially those constructed with sandwich panels filled with synthetic materials like polyurethane (PU) foam, present a significant challenge. Unlike timber or stone, PU foam is non-biodegradable and doesn’t break down naturally over time, raising important questions about disposal and repurposing.
PU foam is widely used across various industries due to its excellent insulation properties, lightweight nature, and durability. It’s found everywhere—from buildings and furniture to household appliances like refrigerators. Sandwich panel manufacturers are particularly aware of this issue, as they generate significant waste at multiple stages, making sandwich panel production one of the largest sources of PU foam waste.
During manufacturing, mistakes, production errors, and setup mishaps result in substantial waste. Even when panels are successfully produced, their fixed dimensions often lead to on-site waste during installation. Constructing walls with these panels inevitably results in leftover pieces from trimming or cutting openings for doors and windows. In large industrial buildings, this waste can accumulate to hundreds of square meters. Globally, estimates suggest that PU foam waste from sandwich panel manufacturers ranges between 40,000 and 50,000 tons annually— and that’s just one industry.
Traditionally, PU foam waste ends up in landfills or is incinerated, but both methods have significant downsides. Landfilling PU foam doesn’t solve the problem; it merely postpones it, as the foam doesn’t decompose, leading to long-term space occupation and environmental pollution. As urban areas expand and environmental regulations tighten, finding new landfill sites becomes increasingly difficult.
Incineration, while reducing waste volume, releases toxic chemicals like dioxins and furans into the atmosphere, posing significant health risks including cancer and respiratory issues. Burning PU foam also contributes to greenhouse gas emissions. As global PU foam production continues to rise, these disposal issues will worsen. Without innovative and sustainable solutions, the environmental impact will intensify, threatening ecological balance and public health.
Enter Purman®, a startup that has developed an innovative solution to tackle these environmental challenges. They upcycle PU foam using lignin, a byproduct of the paper industry, to bind the particles together. This method not only repurposes PU foam but also utilizes a natural waste product, creating a more sustainable and circular solution. Imagine turning industrial insulation materials into designer seating furniture and other valuable products—transforming waste into something beautiful and useful.
Why is this method particularly exciting for the furniture industry? The recycled PU foam exhibits exceptional strength and durability, making it ideal for furniture bases and structural components. The integration of lignin enhances the mechanical properties of the material, resulting in furniture pieces that can withstand daily wear and tear, ensuring longevity and customer satisfaction. Robust sofa frames, sturdy table bases, and resilient chair structures can be crafted from recycled materials without compromising on quality.
Safety is also paramount. The natural properties of lignin contribute to improved fire resistance, enabling the recycled PU foam to meet stringent fire safety standards. Furniture made from this material is inherently safer, reducing the risk of fire-related incidents. This makes it perfect for public areas where compliance with fire regulations is mandatory, providing peace of mind for both manufacturers and consumers.
In an era where environmental consciousness influences consumer choices, using recycled PU foam offers a significant advantage. The method is eco-friendly and sustainable, reducing environmental impact by diverting PU foam waste from landfills and incineration. By utilizing lignin—a renewable, plant-based binder— the process minimizes reliance on synthetic chemicals and lowers carbon emissions. Furniture produced this way appeals to environmentally conscious consumers who prioritize sustainability,
enhancing brand reputation and marketability.
One of the most exciting aspects for designers is the material’s versatility in design. The recycled PU foam can be molded into various shapes and sizes, allowing for innovative and customizable furniture creations. This flexibility enables designers to push the boundaries of traditional furniture aesthetics, experimenting with unique forms and intricate details. From sleek minimalist chairs to complex geometric tables, the possibilities are vast. Customization also allows manufacturers to cater to specific client needs, offering personalized solutions that stand out in a competitive market.
Imagine turning industrial insulation materials into designer seating furniture and other valuable products—transforming waste into something beautiful and useful.
emissions. In contrast, using lignin as a natural binder allows the recycling process to operate at lower temperatures, reducing energy consumption and operational costs. Adopting such economically viable and environmentally sustainable methods is both timely and necessary.
This innovative approach opens up new markets and economic opportunities in the furniture industry. Manufacturers can tap into the growing demand for sustainable products, differentiating themselves in a crowded marketplace. The versatility of products made from recycled PU foam maximizes the value of the recycled material, embodying the very essence of a circular economy.
By transforming waste into high-quality furniture products and utilizing renewable resources, this method helps close the loop, keeping materials in use for as long as possible. It reduces the need for virgin materials, conserves natural resources, and minimizes environmental impact. As the world moves towards more sustainable practices, innovative solutions like this are essential for achieving long-term environmental and economic goals.
By integrating these advantages, the furniture industry can contribute to environmental sustainability while benefiting from high-quality, durable, and versatile materials that meet modern consumer demands.
Traditional recycling methods for PU foam often involve high temperatures and complex chemical reactions, consuming significant energy and contributing to greenhouse gas
Imagine a future where the chairs in our offices, the sofas in our homes, and the seating in public spaces are all made from materials that were once considered waste. With the Purman® method, this future is within reach. Isn’t it time we embraced the possibilities?
www.purman.com
Reflecting on last month’s Recycle Now’s Recycle Week, Angela Moran, ESG Director at Silentnight, looks at how businesses can improve manufacturing and recycling processes to extend the lifecycle of materials used in mattresses, ensuring that comfort and environmental impact are a priority.
Consumers could be misled into thinking their mattress will be composted at end of life, which often isn’t the case.
Being the UK’s most trusted sleep brand means being synonymous with comfort. What we’re perhaps less well known for is our passion for recycling and quest to follow the life journey of mattresses beyond our factory doors.
The comfort of our customers will always be a priority. But, having discovered that postconsumer mattresses account for between 15-20% of carbon emissions, it’s important that the materials we use not only help people sleep well but can be recycled and reused.
For us, achieving net zero and transitioning to a circular economy go hand in hand and it is only through collaboration with the wider supply chain and through external partnerships that businesses can progress with circular thinking.
Rethinking the design of our mattresses
For our mattresses specifically, transitioning to a circular economy has required shifting our mindset to consider what happens to mattresses at the end-of-life stage.
This has meant revisiting our entire manufacturing process with a fresh perspective – from design right through to working with our recycling partners. Through the conversations we’ve had with those we’ve been able to open our eyes to what materials are harder to recover and why the way we build a product can make a world of difference.
Historically, mattress assembly processes rely on staples and glue and various mixed materials are used in quilting and padding layers. These can make disassembly difficult and recycling almost impossible. Ultimately, this led us to place eco-design principles at the heart of our product development process for our entire catalogue.
And eco-design principles are desperately needed in mattress manufacturing. In the UK around seven million mattresses end up in waste streams every year with local authorities handle the majority. The problem lies in what happens with these mattresses post-disposal. According to the National Bed Foundation Mattress Disposal website, 34% of local authorities handle with recycling partners to deconstruct or shred 39% of mattresses for energy recovery. But more than a quarter of local authorities still send mattresses straight to the landfill. That can’t continue.
The good news is that if a mattress gets to a responsible recycler, 86% of materials can be reused in new products. In the last few years, more retailers and manufacturers have been partnering with responsible recycling partners and,
to support others, the NBF launched a mattress disposal website earlier this year.
In addition to adapting the design of our mattresses to help with disassembly, we’ve also had to think about the various ‘what ifs’ in regard to the re-use and worth of the materials our recycling partners are left with.
The best way to improve the recyclable value of old mattresses is to ensure they get to recyclers in a dry condition. Local authority collections typically mean that mattresses end up getting wet while waiting for collection. When this happens, only the steel can be recovered. That’s why we now offer our customers a collection service which ensures products are collected in a clean, dry state, in turn increasing the value of the materials used.
Encouraging our customers to reduce, reuse and recycle
Most of our consumer purchases go through retailers, and by working closely with them, we can help improve our messaging with an aim to encourage people to adopt a ‘Reduce, Reuse, Recycle’ approach when mattress shopping.
We encourage all of our customers to think about durability and seek out mattresses built with comfort layers that can stand the test of time. We also advise customers to invest in a pocketsprung mattress, which are known for their extra durability.
Customers can also extend the life of their mattresses by using a mattress protector, airing the bed daily and turning or rotating the mattress regularly.
We also encourage people to reuse their mattresses. If a mattress that is no longer needed is in good condition, we advise customers to get in touch with organisations such as the Re-use Network or think about donating it to charity.
recycler. For customers, the best way to ensure this happens is via a retailer Trade-in or dedicated mattress collection service.
Mattress rejuvenation facilities are also being invested in. That means when a mattress can’t be donated straight away, it can be safely cleaned and sold on for a second life, just like we do with clothes on resale apps like Depop and Vinted.
Finally, people should also be mindful about manufacturers making bold claims around the use of sustainable materials and suggestions that, for example, natural materials are better than synthetic ones.
At Silentnight, we tend to think in ‘systems’ rather than ‘materials’ and always look for evidence that a recycling system is in place for each material. Natural materials may be compostable and biodegradable, but they aren’t if there’s no infrastructure in place to support this. Consumers could be misled into thinking their mattress will be composted at end of life, which often isn’t the case. The reality is that the product will end in landfill or incineration. Other materials such as polyester will go on to have many other lives.
While manufacturers can adopt processes to improve the recyclability of their mattresses, it is also important that we support new regulations.
We do this by working to ESPR (Eco-design Sustainable Products Regulation) standards, in which Digital Product Passports are a key element.
We’d also encourage the new government to implement an Extended Producer Responsibility (EPR) scheme for mattresses. Silentnight and the NBF are in support of a mandatory, industry led EPR similar to that in other countries, and it’s part of the jigsaw of the transmission to the circularity we all need.
It is our hope that through ensuring all aspects of the supply chain bear in mind their environmental impact, from design to disposal, that we’ll not only be able to extend the lifecycle of our mattresses, and the materials used to create them, but also support our wider journey towards achieving net zero and transitioning to a circular economy.
Where a mattress can’t be donated, mattresses need to go to a responsible www.silentnight.co.uk
Jodi Skelton, owner and director at retailer Uneeka and wholesaler Ancient Mariner, shares an insight into their story and why ‘a lifestyle made fair’ is deep within its ethos.
Almost 20 years since its conception, Uneeka still maintains its original ethos of ‘a lifestyle made fair’ with a transparent supply chain which is thoughtfully screened.
Established in idyllic Cornwall, the independent, family run business has been offering truly ethical lifestyle products and goods for the home with much focus on provenance. “We have been working very closely with our suppliers from the outset, something that was an essential part of our vision for the business,” explains Jodi Skelton, owner and director.
It was the first of its kind in the South West, and it’s still going strong with the recent expansion and restyling of its Falmouth lifestyle store, as well as the newly appointed in-house interior designer.
The business comprises of Uneeka. life, which focuses on lifestyle goods, Uneeka.home, an interior designer’s dream providing statement furniture and furnishings, and a cosy café above its Truro store, providing homemade, local hearty meals and drinks.
Suppliers include B Corps, Fair Trade organisations & social enterprises, from the local vicinity as well as further afield, with products ranging from mango wood furniture and hand printed quilts to vegan skincare, hand poured candles and artisan chocolate.
Small UK companies include stationary made from discarded coffee cups and upcycled bags from textile offcuts.
“We really do take our time in sourcing suppliers, ensuring not only great quality, but uniqueness with products which tell a story,” Jodi said.
Keeping with their business values, Uneeka chooses green energy for their retail stores and reuses all packaging materials to minimise their footprint. Bespoke shopper bags are made with discarded newspapers - crafted by an
reusing packaging materials themselves.
Is a proud partner of Swyft Sofas, offering the only showroom of its kind in the South West. “The stylish sofas do not use PFAS chemicals in the manufacturing and choose only D2w technology when recyclable plastic has to be used,” Jodi said. “This technology breaks down the plastic until it’s no longer a plastic, speeding up oxidation until there’s no trace of toxic residue or microplastics. D2w can be recycled with conventional polymer, is made with recylate and classed as biodegradable.
“Uneeka.home is also able to offer commercial grade furnishings, with interior designers & hoteliers invited for one-to-one viewings.”
Looking to continue its growth, entrepreneurs Jodi and wife Carrina, have recently relaunched long standing furniture & lifestyle wholesaler, Ancient Mariner. The unique pieces range from solid wooden tables, upholstered chairs and cabinets to decorative lifestyle items to one off vintage pieces all handcrafted in small Fair Trade factories in Indonesia.
With ethical sourcing and environmental responsibility at the heart of the supply chain, the duo traveled with their children earlier this year to meet the traders first hand and start building new, long-lasting relationships. “It was such a fantastic experience,” reflects Carrina. “It’s unbelievable to think in just three months we went from chatting over a drink in Yogyakarta to receiving our first shipment in our Cornish warehouse.”
The Skelton’s aim is to keep this a family business, ensuring “excellent, efficient and personal service”, supplying customers with “good quality products at a great value, without penalising on style and uniqueness”.
We
really do take our time in sourcing suppliers, ensuring not only great quality, but uniqueness with products which tell a story.
The previous owners of Ancient Mariners had been supplying Uneeka. home for over 10 years, as Jodi explains: “James Ellis had been a supplier for many years. We’ve always been impressed by the selection of high quality and unique pieces he had to offer. When we heard James wanted to step back from the business and focus on his family and other projects, we couldn’t miss out on the opportunity to keep the Ancient Mariner name trading and meet the wonderful artisans in person.”
Working closely with local artisans, the company can ensure that each product is crafted with care, adhering to Fair Trade principles, with artisans that are paid fairly for their labour and their working environments are safe and dignified. The focus of this initiative is not only on the welfare of the workers but also on protecting the environment by using sustainable production practices.
“Our goal is to provide high-quality products to our customers, while also making a positive impact on the communities we work with,” added Jodi. “By partnering with small artisan makers, we are able to support traditional craftsmanship while ensuring their working conditions and compensation meet Fair Trade standards.
“We continue to work with suppliers who adopt eco-friendly production methods, such as the use of sustainable materials and environmentally conscious practices that protect local ecosystems.”
www.uneeka.com
www.ancientmarinerimports.com
In the next part of our ongoing sustainable series, Danish furniture retailer JYSK shares its latest sustainability progress.
Danish furniture retailer JYSK has been busy with a number of sustainable business initiatives to support the global movement towards greener business practices. Since 2021, JYSK has been updating its packaging to remove as much unnecessary plastic as possible. In 2021, the company successfully updated its packaging on bed linen and bed sheets from plastic bags to FSCTM certified paper bands which resulted in an estimated saving of 27 million plastic bags annually.
As of March 2024, the same packaging concept has now been introduced across a number of its duvet lines. This move has not only reduced plastic waste, but also streamlined its freight requirements, allowing room for an additional 300,000 units within the existing container space.
The packaging initiative has also been seen across its distribution network, as they have introduced a reusable material cover for its delivery pallets, replacing a previously plastic foil, saving approx. 920,000kg of plastic annually.
Furthermore, JYSK has introduce lyocell bed sheets as an alternative to cotton. Lyocell is a good alternative to cotton and offers several advantages for textile production in JYSK products. On 25 June, three new series of bed sheets were launched for sale in all JYSK stores worldwide.
JYSK said that 35 % of the material composition in these sheets will now be from lyocell, which is a fabric made from wood pulp from eucalyptus trees. In 2025, JYSK added that the plan is to introduce a selection of bed linen made with more lyocell.
Berit Stokholm Christiansen, Senior Category Manager, Duvets, Pillows, Bed linen & Sheets, said: “One of the things we focus on in JYSK is the raw materials used
78 tonnes is quite a significant reduction. - JYSK
”for our products, and we are always looking for new materials that can be incorporated into our products. Lyocell is an interesting alternative to cotton as the amount of water used in the production process is lower than for cotton production.”
JYSK will also save 78 tonnes of plastic packaging on curtains, changing from plastic packaging to cardboard bellybands on ready-made curtains. The change is part of JYSK’s strategic work to reduce the use of plastic. By changing the packaging from plastic to cardboard bellybands on ready-made curtains, JYSK will save around 78 tonnes of plastic every year. The improvement has already been introduced on all curtain subgroups in all JYSK stores around the world (except string curtains).
“The primary reason for this change is to reduce our use of plastic, and 78 tonnes is quite a significant reduction. With the new packaging, you also see the colours of the products more clearly, which attracts more attention. The feedback from our colleagues in the stores is that it looks nice and gives a more consistent impression along with the bellyband on other product groups,” says Lene Østerberg, Category Buyer Window Dressing.
Once again, the furniture industry will be uniting at the NEC Birmingham for the January Furniture Show (JFS) from 19-22 JANUARY 2025.
Not only is JFS the UK’s largest furniture show, it is now the only global show taking place in January 2025, making it an unmissable sourcing and networking opportunity for any industry professional. JFS holds the chance for suppliers and buyers alike to stay ahead of the curve and see the trends and designs shaping the future of furniture and interiors. In its 37th year, JFS continues to champion the industry, showcasing craftsmanship and playing an integral part in boosting attendee and exhibitor commercial success.
JFS sets the benchmark for exceptional design attracting a global audience, attendees will have the chance to explore over 500 international brands and suppliers. Set out across 4 distinct sectors: Premium Design, Home & Lifestyle, Living, Dining & Cabinet, and Upholstery & Beds - JFS will showcase the best in classic, innovative, and contemporary modern design, featuring everything from standout pieces to accessible, mass-market options.
Following the success of the 2024 edition, this year the show promises to be bigger and better! With only 3 months to go, Hall 1 has already sold out and as a result been made bigger to accommodate even more brands including the likes of Maxfurn, Sofa Connections, Nicoletti Home, Qualita, ACTONA GROUP A/S, At The Helm, A.L.F. UNO S.P.A., Ego Italiano, Baker Furniture, Whitemeadow, Hooker Furnishings amongst many more. As the first show of the year, JFS will be the stage for new and established brands to present their new collections, giving attendees the opportunity to explore over 50,000 new launches at the start of Q1.
Beyond the impressive number of new products, JFS fosters the perfect environment for connections and collaboration. There are ample opportunities to network with over 20,000 UK and international industry professionals, representing major retailers like Sofology, DFS, ScS, Wayfair, NEXT, Furniture Village, Marks & Spencer, Argos, John Lewis, The Very Group, and many more. Whether it’s at the Champagne Bar in Hall 2, the Crafting the Future Networking Hub in Hall 5 or the brand-new Social Studio in Hall 2, JFS offers endless networking opportunities.
Over the show’s 4 days, there will also be a host of events where retailers, exhibitors, interior designers, architects, garden centre buyers, property developers, manufacturers and wholesalers can connect, including the return of the Furniture Awards, which takes place Sunday evening. Attendees and exhibitors can celebrate the winners at the Show Party that same evening, offering the perfect casual setting to mingle, enhance your business connections and foster new relationships. Monday’s Happy Hour will host the not-to-be-missed announcement of the winners of the Best Stand Award. Tuesday the Women in Furniture Network will host their ‘Celebrating Success’ event, where women from across the industry will come together for an evening of networking coupled with inspirational discussion from our panel of experts.
Don’t miss this opportunity to play a part in defining the future of furniture. Register now for JFS 2025 and build the future of furniture, together.
Nick Mizin, part of the BigFurnitureData team, talks about how a FurnitureBrochure can outshine the paper catalogue.
In an era where technology is revolutionising every facet of business, the transition from print to digital catalogues is a transformative move that companies cannot afford to overlook. While traditional print catalogues have been a staple for decades, the digital FurnitureBrochure offers a range of advantages that print simply cannot match. Here is why embracing this shift is not just a passing trend, but a strategic necessity for staying competitive and responsive to today’s market demands.
“One of the most significant benefits of the FurnitureBrochure is the reduction in costs,” says Nick. “Printing catalogues is an expensive process. From designing and producing the physical copies to the expenses associated with paper, ink, and binding, the costs can quickly add up. Additionally, there are substantial shipping costs involved in distributing these catalogues to customers and stores nationwide or even globally.”
With FurnitureBrochure, these expenses are “drastically” reduced. “Once the digital catalogue is created by the BigFurnitureData team, it can be distributed to an unlimited number of customers at no additional cost,” Nick continues.
Switching to FurnitureBrochure is an environmentally friendly choice too, as Nick explains: “The production of print catalogues requires a significant amount of paper, contributing to deforestation and environmental degradation, as well as consuming energy through the printing process. The FurnitureBrochure has a minimal environmental footprint. By reducing the need for paper and other resources, businesses can significantly lower their environmental impact and promote sustainability.”
Product lines are constantly evolving. New products are introduced, and existing ones may be discontinued, often just weeks after the latest catalogue has been printed. With print catalogues, these changes cannot be reflected until the next printing cycle, leading to missed opportunities and potential customer frustration. “The FurnitureBrochure offers unmatched flexibility,” Nick said. “Updates can be made in real-time, ensuring that customers always have access to the most current product information, while enhancing customer satisfaction.
FurnitureBrochures are a modern solution that drives efficiency and growth.” ”
“Unlike static print catalogues, digital versions can incorporate images from every angle and detailed product descriptions. These features provide a flexible, more immersive shopping experience that can help customers make informed purchasing decisions.” A FurnitureBrochure in the hands of showroom sales teams across the market is the perfect tool to showcase an entire product range to prospective customers.
It’s common that stores often keep copies of old print catalogues, which can lead to the dissemination of outdated information. Customers referencing these outdated catalogues might become frustrated if they cannot find certain products or if prices have changed. This can damage a company’s reputation and erode customer trust. “The FurnitureBrochure ensures that all information is up-to-date,” Nick says. “As soon as changes are made, they are immediately reflected in the digital version, eliminating the risk of customers encountering obsolete data.”
A FurnitureBrochure can be accessed by clients from anywhere in the world, breaking down geographical barriers. For furniture suppliers, the benefits of switching to FurnitureBrochure far outweigh the advantages of traditional print, as Nick concludes: “From cost savings and environmental sustainability to enhanced customer engagement and real-time updates, FurnitureBrochures are a modern solution that drives efficiency and growth. Embracing this digital transformation is not just a smart move - it’s a necessary step to stay competitive in today’s dynamic market.
Contact Nick Mizin today! 02070 961010 | 01223 298489
nick@bigfurnituregroup.com
www.bigfurnituregroup.com/furniturebrochure/
Owing to the popularity of our award winning Lydford Painted collection, we are launching the range in all-over pale oak. Radiating sophisticated ambience with gently curved edges, rounded tops, sculptured plinths and a beautiful pale oak finish, the Lydford Oak is a true show stopper. Matching piece for piece with the painted collection, the Lydford Oak will carry our most popular and best-selling items, including our very impressive Quad Robe. www.devonshireliving.co.uk
Sofa Connections is a family run manufacturer based in the heart of the West Midlands, ran by husband and wife team Matt and Sarah. During the recent Long Point show, our stand featured a new piece of ours called the Sherwood, with quilted arms and luxurious feather back cushions with a supportive bolster. It was a hit. Our Blakedown sofa with its beautiful sloped arm was also a key player, landing its well-deserved place on some new shop floors this autumn. www.sofaconnections.co.uk
Celebrity strives to continue creating and developing new products within the market whilst ensuring they keep up with the latest trends. We have launched the new Farndon range within our Riser Recliner Collection, which features contemporary styling and enhanced comfort, along with our original powered headrest and lumbar support options available in all three chair sizes. The Farndon features a two-tier fibre-filled supportive high back cushions and curved padded arm detail. This range is available in all Celebrity fabrics and is fitted as standard with our Mammoth Medical Grade™ Foam Seating Technology www.celebrity-furniture.co.uk
Door Systems (IDS) the Warringtonbased 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 the elephant in the room – communication.
When sourcing from Vietnam, many of the delays, misunderstandings, and costly mistakes I encounter frequently stem from poor communication. After 15 years of navigating these challenges, I’ve adopted methods that ensure clear, actionable agreements, which I highly recommend implementing for quick and effective results.
The following example outlines a – possibly familiar - frustrating flow of communication between Western buyer and Vietnamese Salesperson. What you might not fully realize is that communication related delays, mistakes and excessive costs can be entirely avoided. Read on and find out:
Buyer: “The sample finish is glossy, but we agreed on matte. Can you confirm the final product will meet my specifications?”
(The buyer is really asking for a new sample, though this is not clearly stated.)
Salesperson: (after consulting internally but no real conclusion being reached and no one dares to take responsibility): “Yes, yes, it will be the same.”
A WEEK LATER:
Buyer: “Can I get a correct matte sample, and when?”
Salesperson: “OK.”
Buyer: “OK, meaning...?”
Salesperson: “I’ll check with the boss.”
ANOTHER WEEK PASSES:
Salesperson: “Matte is more expensive.”
(The salesperson has been informed by the – now impatientboss, who wants to cover the development cost, anticipating future confusions)
Buyer: “Has the new sample been sent?”
Salesperson: “I’ll check.”
Buyer: “You promised it would be sent last week!”
Salesperson: “I told logistics to send it.”
In the end, the buyer is left bewildered, wondering if the issue will ever be resolved.
This kind of miscommunication and delayed action is incredibly common. The root cause is the informal nature of communication in Vietnam relying on chat platforms like
WhatsApp or Zalo (Vietnam’s version of WhatsApp) to discuss business matters, coupled with both parties not , fully grasping each other’s mindset and situation. In Vietnam, keeping discussions informal in chats is a guard against having to take full responsibility, and often lead to forgotten agreements, lost details, and a lack of accountability.
After navigating this issue for 15 years, I always insist on watertight confirmations of conclusions, agreements and decisions through email. This is non-negotiable if you want to ensure clarity and correct action. Informal chats are great for brainstorming or providing updates, but all final decisions, agreements, and instructions must be confirmed by email, with all relevant parties—especially the boss—copied in and confirming.
Here’s the critical part: I insist on confirmation from every responsible person, bullet point by bullet point. This eliminates any ambiguity and ensures that no detail is overlooked. You’ll see immediate improvements in both clarity and accountability by adhering to this practice. And yes, sometimes you’ll need to chase confirmations daily until they arrive—otherwise, your project is left in limbo.
Another common issue arises from poorly framed questions. For example, a buyer might ask, “Will you use 5-ply cardboard?” or “What is the wall thickness of the steel tubes?” or “Do you supply with FSC certification?” Although these questions seem reasonable, they often cause unnecessary confusion, and here’s why.
Firstly, such details should be included, formulated as instructions, in your initial brief or Request for Quotation (RFQ). If they aren’t, how can you expect to receive accurate quotations that you can compare with others? Leaving critical requirements out creates room for misinterpretation.
Secondly, asking these questions after receiving a quotation shifts the responsibility of defining your needs to the supplier. In Vietnam, if something is not specified as non-negotiable—like the use of 5-ply cardboard or FSC certification—the supplier will assume it’s optional and go for the cheapest alternative. If their original quote didn’t cover these details, adding them later will lead to higher costs, disputes, and even expensive fixes once production has started. Additionally, the supplier may revise their quote with inflated prices to cover potential future changes.
Cultural misunderstandings compound these issues. For example, in Vietnam, a “yes” doesn’t always mean agreement. If you ask, “So, you can’t finish this by next week?” and they respond “yes,” it means, “Yes, you are correct”, not, “Yes, we can finish next week.” Always be as clear and direct as possible, avoiding ambiguous phrasing to ensure accurate understanding.
To avoid these pitfalls, here’s how the glossy colour sample issue should be handled:
“Please make three color swatches—one with 5% gloss, one with 10%, and one with 20%. I need them by Tuesday, [specific date]. We will come to your factory to inspect them. Please confirm.”
Chase email confirmation until you get it.
A few days later, the 3 samples are inspected at the factory and the one with 10% gloss is agreed.
Buyer – again by email:
“The 10% gloss sample is correct. Please make three new samples of the 10% gloss panel for dating and signing for QC reference. I need them by Thursday, [specific date]. We will place our order when we have the master samples. Please confirm by return.”
Chase confirmation until you get it. Done!
If you need help with sourcing in Vietnam, managing your existing suppliers, product development, or anything else on the ground, feel free to reach out. With 15 years of experience in Vietnam’s manufacturing landscape, I can help ensure your projects run smoothly from start to finish.
Email: henrik@s2udesign.com
Tel VN: +84 (0)82 7600 171
WhatsApp: +44 (0)7766 70 50 60
Tel UK: +44 (0)1432 851 824
www.s2udesign.com
Paul Wray, Managing Director of Furntec Ltd and Modern Outlook Furniture, talks about game-changing movements in China.
Now our newly built sofa factory in Huizhou is underway with four dedicated production lines exclusively for B Womack Furniture Ltd, our UK and European partner. For the first time we and other factories will be holding stock in the UK at significantly lower prices than UK wholesalers. I see this as the next step for many Chinese factories to join the platform in the UK and sell direct to UK retailers effectively cutting out the UK wholesalers.
It’s already happening in the B2C market with platforms like Temu, Shien, Amazon and Wayfair. This not only makes it more accessible for UK retailers to compete on a level playing field with UK importers but also, it’s a big advantage for retailers that are currently importing. Importing from the Far East can be very expensive and you can become a victim of your own success. The more you sell, the more you need to buy, however there is at least a 12-week cycle of production and shipping to take into account, and with a deposit of 30% up front then the balance before shipping in many cases, plus the hassle of exchange rates and shipping.
All the need for importing is taken away by being able to buy stock in the UK at import prices and there is even a DHD service. It’s going to be a real game changer for the furniture industry.
It has been extremely challenging over the last few months as our outdoor factory in Anhui has also undergone huge changes and moved to a brand-new premise as we wait the new construction of a brand-new factory that will be ready next year. Adding to the above, this factory will also be joining the sofa factory in partnering with B Womack Furniture to hold stock in the UK. This really will change the landscape of the furniture Industry.
How things have changed over the last few years, an incredible journey where trust and reputation has put us in positions in China with our partners in the factories. It has not
been an easy ride, with a lot of hard work and understanding of culture, people, and environment. Now we are moving into new horizons with the B Womack B2B platform partnership, giving the factories the ability to increase their customer base and profits at the same time.
Ben, the director, has a great passion for the furniture business, with new concepts and ideas on driving this industry forward. Ben Womack will be exhibiting at the January Furniture Show 2025 showcasing the factories products that will be in the UK stock programme.
If you would like an insight into my journey in China with over 27 years in the furniture industry, please listen to the trade only furniture group podcast where I share my furniture story. (Search for Trade only Furniture Group Paul Wray).
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.
For the first time we and other factories will be holding stock in the UK at significantly lower prices than UK wholesalers.
paulw@modernoutlook.cn www.linkedin.com/in/paul-wray-79403935/
Amthal Karim – Head of Design at Furniture And Choice – shares her monthly overview of on-trend styles and interior looks currently inspiring furniture buyers.
There’s a strong argument to say that biophilic is no longer a trend – it’s become a mainstay of the design and retail world. Biophilic-led design is influencing everything, and the most accessible way for customers to introduce this into their home is the colour green. Over and above it’s obvious connotations with nature, green is proving popular with interior experts and DIY amateurs alike – not least in the fashion world.
We’ve noticed a significant increase in demand for green upholstery and expect this to stay strong as we move into the new year. Some of this demand is led by the revival of retro style — olive green, moss green and the latest chartreuse tones certainly represent a strong seventies aesthetic and a perfect accent for dark wood which is also making a comeback. The rest is determined by the design flexibility of green in interiors.
The beauty of a green sofa or bed is that it can just as easily be used in a maximalist design setting as a minimal one — and a classic setting as much as a modern one. The ability of green to adapt to different looks comes from the vast array of tones on offer.
Choose a shade of green with brown undertones such as moss or forest to make your space feel timeless with fashionable hints of retro décor. Switch to a cooler setting such as emerald or teal and suddenly you have a pop of vibrant colour that looks stunning against a soft pink or peach room. In this instance, material really matters because a washed linen fabric in sage green emanates a classic aesthetic whilst a bold, emerald velvet is an utterly contemporary choice.
The seasonal transition into Autumn further showcases green for customers. Upholstery shades such as moss, forest and pine green become the perfect marketing tool for social media to evoke cosy nights in, log fires and woodland walks in fall. A green velvet dining chair offers the perfect accent for a teak or walnut wood dining table emphasising the desire to surround ourselves with references to nature in design.
Within furniture retail customers are more willing to experiment with colour than ever before. Neutrals are still the preferred choice but the shift from monotone to colour confident homes is ongoing – especially for Gen Z. At this stage, it would be no surprise if we started to consider green as the new neutral for 2025.
Within furniture retail customers are more willing to experiment with colour than ever before.
This month we’re asking retailers: Is Black Friday an important sales period for your business and will you be running any promotions?
Black Friday has evolved into a broader sales period, with customers now searching for deals throughout most of November. This extended event serves multiple strategic purposes for us. It’s the perfect time to introduce new product lines and significantly boost both in-store traffic and online engagement. Importantly, it also presents a valuable opportunity to strengthen our relationships with retail partners. We’ll be rolling out deals across all major brands to meet shopper demand. By aligning our promotional strategies with consumer behaviour, we’re positioning ourselves to maximise the potential of this key sales period.
Black Friday promotions aren’t something we run with. The reasons for this are that we don’t sell online, we focus on giving our customers the best instore buying experience possible, not gimmicky promotions.
Regarding Black Friday and any other sales period that the industry follows. We made a decision about six years ago to offer our best prices all year round. We do however, reduce some clearance lines that are slow to go, to help clear them. This does help to create a “Sale” image, when we do in fact notice an increase in footfall due to the marketing of the industry creating a “sale period”.
Black Friday hit these shores a number of years ago with a BANG and suggested ‘Great bargains to be had’. There are numerous events held throughout a retailer’s year suggesting huge savings. I think todays ‘Savvy’ shoppers are coming to terms with the fact that this might just be another gimmick to attract customers to their business. I also think that this promotion is better suited to certain product types and maybe better as an online promotion.
Historically a quieter time in the furniture industry, Black Friday brings an element of consumer demand forward which in turn can help smooth out capacity issues for our suppliers. We work closely with our manufacturing partners to ensure that we can offer further discounts to the consumer during this event each year.
Dreamland While Black Friday has historically represented a pivotal moment in our retail calendar, its significance has somewhat diminished in the context of an increasingly competitive market. Unlike in previous years, where the event marked a critical sales peak, the industry’s competitiveness now extends across the entire calendar year. Consequently, the promotional landscape has evolved, resulting in a less pronounced impact during Black Friday itself. We do anticipate increased footfall during this period, although the average transaction value tends to be lower than at other times.
In past years, suppliers often aligned their most aggressive discounting strategies with key sales events like Black Friday. However, the shift toward continuous competitiveness has led to a reduction in the exclusivity and attractiveness of such promotions. Suppliers now provide competitive pricing year-round, diminishing the traditional appeal of Black Friday offers.
Nevertheless, the event continues to play a strategic role in Dreamland’s sales cycle. Following the National Bed Federation show, approximately 40% of our product range is set to be replaced, and we view Black Friday as a critical opportunity to clear these older models. This ensures that our store is well-prepared for the incoming stock and aligns with our operational efficiency goals. Although the relative importance of Black Friday has evolved, participation remains essential as each sale contributes significantly, especially given the potential for higher-value transactions during clearance promotions of higher ticket models.
are some of
(Correct as of 22 October 2024)
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
The Company: ercol has been producing high quality furniture for over100 years and our passion for innovation in design and manufacturing is still as strong today. ercol continues to manufacture high quality, solid wood products at its state-of-the-art factory in Princes Risborough, Buckinghamshire as well as sourcing products from several companies around the world.
The Role: We currently have an exciting opportunity to join our dedicated team as Area Sales Manager for Northern England and Scotland on a full-time basis, supporting and developing our existing customer base, as well as identifying new opportunities for growth within the territory.
This is a high-profile role within ercol and whilst experience in the furniture sector is desirable, it is not essential. However, the successful candidate must be able to demonstrate a proven track record of growing and developing a mature sales territory coupled with an enthusiasm and desire to succeed. Whilst this position will be heavily focussed on the key independent furniture retailers across the North of England and Scotland, some experience of working with national accounts in the furniture sector would also be a benefit.
About you: You will be a self-starter, with strong negotiation skills, is target driven and can develop superb relationships with both customers and internal colleagues to help achieve the Company’s objectives for growth. Based in the North of the country you will carry out frequent trips to your dealers, with regular travel to the head office in Princes Risborough. To apply please email your CV to Stella May – stella.may@ercol.com
WPlease 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-bedsfield-sales-representative/
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
Will Lack, Prodoto Managing Director, debates the differences between photography and CGI, asking the question, which production method is best for your brand?
Brands face a significant choice when producing images; photograph their products in a built room set or create a digital environment to generate the images instead. There are advantages to both methods despite a trend towards digital solutions in recent years. Prodoto Photographic Studios Managing Director of 18 years, Will Lack, has worked with both production methods to help furniture brands such as The Branded Furniture Company, Duresta, and SCS, promote their products.
Based in Yorkshire’s Calder Valley between Manchester and Leeds, Prodoto’s in-house set build team are experts at creating bespoke backdrops. Hundreds of sets have been created from Prodoto’s workshop and constructed in their large studio space. With a prop library, network of stylists, and expert photographers, each build has led to authentic images that connect brands with customers.
For some of Prodoto’s clients, they prefer the CGI route. Will’s team of specialist 3D modelers use their skills in lighting and texture to create believable lifestyle environments using a photographer’s eye.
With Prodoto offering both options, Will explores the merits of the two styles for brands looking to produce captivating images.
I’ve seen lots of different sets built over the years, and there’s something special about seeing the final images knowing everything was built from scratch. A tangible set in a studio brings a sense of drama and scale to image production.
Talented individuals are involved in a set - the builders who can often be the forgotten heroes, the stylists who bring the scene to life, and the photographers who take those all-important shots. This production style may seem old school, but it brings benefits to the process as well as captivating end results when done well.
For me, a physical set can’t be beaten when displaying textures. Even with advances in technology, soft furnishings still need to be photographed - the details matter. Further to this, a set allows brands to introduce people into the scene. Use of models can help brands appeal to a specific demographic, whilst making a scene relatable, engaging, and adding interest.
Consider your team’s working style. Creative decisions can be made on a set to bring ideas to life in real time. I love the thrill of a photoshoot; it has never worn off even if I’m not the one behind the camera anymore. Ideas come together during shoots - a combination of planning and sparks of inspiration always produce creative results.
With a photographer snapping away, a large number of shots is easily possible. Changes in style, adjusting props, different angles, and variations on lighting set ups can all be done quickly by an experienced studio team. For brands requiring lots of content, photography can be very costeffective.
Technology’s ever-increasing capacity to deliver accurate representations of products with greater control has encouraged many brands to switch to a fully digital production method. There are also hybrid solutions which place a photographed product into a digital scene. CGI is well worth considering for brands new to the technology.
Creating images for products that don’t exist yet is the biggest advantage of CGI. With a CAD (computer-aided design) file, you can produce marketing content before the physical product is out of the factory. Additionally, a CGI artist will be able to change the colours of products to generate different swatches in the final images. For pioneering, trending, and in-demand designs, being quick to market can get you ahead of the competition.
Both styles, if executed professionally and creatively, will lead to effective product promotion, and any cost advantages of either approach will depend on your requirements.
If your brand is pushing boundaries, CGI offers creative options that stretch as far as the imagination. Products can be animated to show functionality, made transparent to highlight mechanisms, or an exploded view can show hidden details. Plus, movements around the product can provide customers with a comprehensive ‘all angles’ display.
In your computer-generated world, the size of a studio is not an issue. Brands can create office spaces, large restaurants, or far stretching views down hallways. This digital scene can be kept on file, meaning new product designs and alterations to the image no longer need a full construction.
Finally, by using technology to fully produce an image, logistics don’t need to be considered. CGI production is likely to be more environmentally friendly because of this, however rendering an image does have a surprisingly big carbon impact.
Digital methods are becoming more popular, but the merits of building a physical set should not be ignored. Both styles, if executed professionally and creatively, will lead to effective product promotion, and any cost advantages of either approach will depend on your requirements. Writing from a studio that offers both solutions, it’s important to approach projects openly with production partners to consider all options.
Russ Platts, the new Head of Learning and Development at Furniture Sales Solutions, talks about emotive language.
Emotive language is a potent tool in sales, playing a crucial role in how messages resonate with potential customers. It transcends mere product descriptions, tapping into the emotions, desires, and aspirations of the customer. By crafting messages that evoke feelings, businesses can create stronger connections, foster trust, and ultimately drive sales.
It’s simple and anybody can do it, all you need to do is use more ‘adjectives/adverbs’ in conversations with customers. These are essential parts of speech that add depth and detail to language. Here’s a breakdown of their roles:
Adjectives/adverbs modify nouns or pronouns, providing additional information about their qualities, quantities, or states. They provide details about a noun, helping to create a vivid picture. For example, “the **bright** sun” conveys more than just “the sun.”
Adjectives/adverbs enhance conversations by making it more descriptive and engaging, allowing customers to visualise and connect with the subject matter more easily. They help convey the salespersons attitude and enhance the overall clarity of the conversation.
Together, adjectives and adverbs enrich language by adding layers of meaning and detail, making language more vivid, engaging, and expressive. They help paint a clearer picture in the customers mind, allowing for deeper understanding and emotional connection.
At the heart of effective sales is the ability to connect with customers on a personal level. Emotive language helps achieve this by creating relatable narratives. For instance, sharing a story about a customer who found joy in a product can evoke feelings of empathy and aspiration in potential buyers. When a salesperson uses language that reflects the customer’s experiences—such as struggles with sleep or the joy of family gatherings—they create a bond. Phrases like “We understand the stress of a long day” can make customers feel heard, turning a simple transaction into a meaningful interaction.
To inspire purchases, it’s essential to highlight the benefits of a product in a way that resonates emotionally. Instead of just listing features and benefits, successful salespeople use vivid, positive language. For example, instead of saying, “This sofa has a high back,” one might say, “This sofa has a high back which elevates your posture and helps promote that indulgent sit you’re after” This transformation not only informs but also paints a picture of an improved lifestyle, making the product more irresistible.
Equally important is the ability to acknowledge and address customers’ pain points. Emotive language allows sellers to validate customers’ frustrations, creating a sense of understanding and urgency. For instance, using phrases like “Are you tired of sleepless nights?” or “Do you feel overwhelmed with daily tasks?” can resonate deeply. By articulating these struggles, sellers position their product
as the perfect solution. Following up with phrases like “Imagine the relief of finally having a restful night” can stir feelings of hope and anticipation, motivating customers to take action.
Emotive language is also effective in building a sense of urgency. Words like “limited time,” “exclusive offer,” or “don’t miss out” can evoke feelings of anxiety and excitement. When customers perceive that they might miss a valuable opportunity, they are more likely to act quickly. For example, “This is your chance to indulge in luxury—act now before it’s too late!” uses emotive language to compel immediate action, appealing to the fear of missing out (FOMO).
Trust is foundational in sales, and emotive language can play a significant role in building it. Authenticity is key; customers are drawn to brands that communicate genuinely. Using words like “honest,” “reliable,” and “trusted” can inspire confidence. Furthermore, employing inclusive language fosters a sense of community. Phrases like “Join our family of satisfied customers” can evoke feelings of belonging, encouraging loyalty beyond a single purchase.
In conclusion, the use of emotive language in selling is essential for creating meaningful connections, inspiring trust, and driving action. By tapping into the emotional landscape of potential customers, businesses can elevate their sales strategies, turning simple transactions into lasting relationships. Through storytelling, addressing pain points, and evoking feelings of aspiration and urgency, sellers can not only promote their products but also enrich the customer experience.
