Cabinet Maker 15th February 2019

DESIGN

MANUFACTURE

RETAIL

John-Paul Barnett, from Harrison Spinks, gives an insight into his role as a mattress tester.

Gainsborough speaks about its latest collection and how it’s become a key model for the business.

The National Bed Federation takes a nostalgic look back at the history of National Bed Month.

15th February 2019 ÂŁ3.75 l

first issue: 1st July 1880

cabinet-maker.co.uk

Mayfair 13000 | By Gainsborough Beds

DAN SQUIRES

CABINET-MAKER.CO.UK 01623 372 213 PUBLISHER Stewart Rickersey stewart@cabinet-maker.co.uk 01623 372218 EDITOR Dan Squires dan@cabinet-maker.co.uk 01623 372215 SALES Sharon Rickersey Operations & Sales Manager sharon@cabinet-maker.co.uk 01623 372213 Kacem Ellabbar kacem@cabinet-maker.co.uk 01623 372214 Peter Topley peter@cabinet-maker.co.uk 01623 372159 PRE-PRESS PRODUCTION Tim Morriss tim@cabinet-maker.co.uk 01623 372158

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Last week the Furniture and Interiors Education, Skills and Training Alliance (FIESTA) announced that the Institute for Apprenticeships (IFA) had approved five new Level 3 apprenticeship standards for the furnishing industry. The organisation, along with the Furniture Makers’ Company, issued a rallying call for the industry to take part in a survey before the end of February to have a voice on higher apprenticeships standards.

That call is being answered and in this week’s Last Word, Matt Philips, head of UK operations at German kitchen furniture manufacturer Rotpunkt, shares his views on the importance of apprenticeships as well as pledging his support to the cause.

I encourage everyone in the furniture industry — if they have not done so already — to take part in the survey, which can be found at www.surveymonkey.co.uk/r/2N89D2M, and do their bit to help raise the standards further.

Once you completed the survey, get comfortable and enjoy this week’s edition that features four bed-themed articles, just in time for National Bed Month.

Starting at the beginning of March, the National Bed Federation (NBF) and Sleep Council come together to raise awareness to highlight the impact of a good night’s sleep on health and wellbeing, the good lifestyle habits to follow and reassessing the need for a new mattress.

The NBF spoke to Cabinet Maker ahead of this year’s campaign and, with the looming Brexit deadline in the same month, a good night’s sleep is something we could all do with come 29 March. Actually, wake me up when it’s over!

Fresh from the January Furniture Show and Spring Fair, Gallery Direct unveils its new ‘Simply Sleep’ brand exclusively to Cabinet Maker, with the aim to make the overall mattress experience ‘simple’.

From simplicity to the technical side of beds, Harrison Spinks opens the doors to its mattress-testing lab, where Cabinet Maker found John-Paul Barnett ‘sleeping on the job’.

This issue brings you the low down of what a mattress tester does and why the role is such an important part of the Spinks business.

This week also features the latest company insight from Gainsborough, which reveals all about its new collection and how it has become a key model for the business.

With more testing times ahead, it is encouraging to see more positivity emerging out of our industry. And with new challenges comes new opportunities for businesses to embrace. It is those businesses, like the ones featured this week, which will have a strong platform to absorb, react and respond to whatever is thrown at them next.

Dan Squires Editor

The opinions and views expressed in Cabinet Maker are not necessarily those of Information Publications Ltd. Being subject to the Advertising Standards Authority guidelines in place at the time of going to press, all data submitted by advertisers and contained in their advertising copy is accepted by Information Publications Ltd in good faith.

ISSN: 0964-4199 Registered as a Newspaper at the Post Office.

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RETAIL DESIGN

from Harrison John-Paul Barnett, his role an insight into Spinks, gives tester. as a mattress

15th February 2019

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Gainsboroug a key model how it’s become collection and for the business.

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ON THE COVER MAYFAIR 13000 BY GAINSBOROUGH BEDS

w www.gainsborough-beds.co.uk | By Gainsborough Mayfair 13000

Beds

Covering all the bases The Mayfair collection is the most comfortable range we have ever made.

Commanding a real presence in store, these models sell themselves.

With pocket spring counts up to 13,000, a new pillow top and a variety of base options, including ottoman, bedstead and box-sprung contemporary divans there's a Mayfair to suit everyone.

For more information contact our National Sales Manager, Nigel Blake on 07741 246721.

CRAFTED IN GREAT BRITAIN

INSIDE THIS WEEK’S ISSUE

NEWS

06

FEATURES

16

A KEY MODEL Gainsborough speaks about their latest collection and how it’s become a key model for the business.

SLEEPING ON THE JOB

22

The NBF takes a nostalgic look back at the history of National Bed Month.

18

John-Paul Barnett, from bed manufacturer Harrison Spinks, gives Cabinet Maker an insight into his role of a mattress tester.

A SIMPLE CHOICE

NATIONAL BED MONTH

20

LAST WORD Matt Phillips, head of UK operations, Rotpunkt, has the Last Word.

26

18

Berni Rowland, Gallery Direct’s bed and mattress guru, talks to Cabinet Maker about their new Simply Sleep collection.

20

16

NEWS

NEWS IN BRIEF RETAILERS SIGN UP Two discount homeware retailers, Home Bargains and TJX UK – owners of Homesense — have secured leases on a new retail development in Evesham.

The pair have agreed 15year leases on 12,900sq ft and 10,000sq ft units respectively. Property firm LXi REIT is to invest £12m in the Sinclair Retail Park, which is expected to be completed by July.

RETAIL

New furniture retailer opens at Mailbox

Strong orders at JFS Organisers of the January Furniture Show 2019 have confirmed ‘strong results’ with confident order levels.

New beds and lighting sectors contributed to a 5% increase in visitors compared to 2018, while exhibitor feedback from furniture suppliers focused on the quality of buyers and orders committed on site.

Next year the event will run from 19-22 January.

Independent furniture retailer, Authentic Furniture, has officially opened at the Mailbox in Birmingham.

The 3,000sq ft store is the retailer’s second showroom and marks the brand’s debut in Birmingham.

The new retail space can be found in the 20,000sq ft Home at Mailbox section on Level 1, along with existing retailers Heal’s, MADE.com, BoConcept, Calligaris, and Design Quarter.

Consolidating Mailbox’s extensive home and interiors offering is a range of high-quality brands, including Castle Fine Art, Kitchen Gallery SieMatic, Harvey Jones Kitchens and iLite Lighting.

Project finished

Wood and finishes specialist Osmo UK has completed a project at Brasenose College in Oxford. The college contracted professional cabinet maker David Haddock to create the extended library and stipulated that the new desktops be protected with Osmo UK Polyx®-Oil, a premium wood finish that is guaranteed to keep wooden surfaces in top condition.

STORE CLOSURE Independent furniture retailer Scartop has confirmed plans to close after the announcement of its owner’s intention to retire. The furniture business has a store located on Kirkgate in Wakefield and has been at the premises for 25 years.

A closing date is yet to be confirmed but a clearance sale has already begun. The futures of its Heywood and Haworth stores are yet to be confirmed.

Authentic Furniture’s broad range of sofas, living room and dining room furniture is handmade to order in the UK by master craftsmen using traditional techniques.

Tim Lowry, managing director at Authentic Furniture, said: “We feel a great synergy with Mailbox in this respect and are thrilled to have opened our second showroom in the centre.

“It’s an incredibly exciting time to be moving to the UK’s second city, thanks to the significant level of investment and number of large corporations choosing to relocate there and we’re looking forward to welcoming people to the new store very soon.”

w www.mailboxlife.com

MANUFACTURE

New showroom Bed manufacturer Silentnight has announced the opening of its new showroom in London. Situated in the Bentall Centre on Wood Street in Kingston upon Thames, the new showroom adds to its other two dedicated spaces in Lakeside and Barton Square. The showroom officially opened on 31 January and features Silentnight’s complete range of beds, mattresses and sleep accessories.

15th February 2019 | 06

Rapid expansion

Bathroom furniture retailer Easy Bathrooms has confirmed plans to open 10 new showrooms this year.

The news follows Easy Bathrooms recent expansion, which saw the business open 11 new stores across the UK during 2018, as well as grow its team by 60% to 161 staff. The business has earmarked openings in Hayes, Swindon, Milton Keynes and Cheltenham.

FLOORCOVERINGS GROUP SELLS UNUSED LAND Floorcoverings group Victoria plc has confirmed the sale of surplus land in Kidderminster.

In a statement, Victoria said that it has sold its former sports ground in Kidderminster that had remained unused for more than 20 years.

The site, located a mile from Victoria’s head office in Kidderminster, had a net book value of £100,000.

The site was sold on 6 February with planning permission for housing for £2m.

w www.victoriaplc.com

FOR FULL STORIES AND DAILY NEWS UPDATES: WWW.CABINET-MAKER.CO.UK

DESIGN

Children’s interiors brand embraces technology Luxury children’s furniture and interiors brand Dragons of Walton Street has incorporated technology in its latest wallcoverings launch. The company has utilised expert digital printing technology to create its latest wallpaper — Blossom Tree — with artist Juliet Travers.

Designed to complement Dragons’ existing Linen Blossom artwork and Falling Petals fabric, the new wallpaper is the latest addition to the family.

Each aspect of the design was drawn full scale onto the panels and was then digitally scanned by cutting-edge factory machinery in the UK, in order to capture all the subtle detailing.

Lucinda Croft, Dragons’ creative director, said: “At Dragons we value true artistry and the appreciation that children have for it. Using advance digital printing methods means that Juliet’s beautiful work can easily be brought in to someone’s home without the time and expense usually needed for mural work.”

Juliet, director of Juliet Travers – wallpapers and fabrics, added: “This is such a special collaboration for both myself as an artist and Juliet Travers Ltd as a brand. It has been an incredible few months creating something so unique and exciting for such a high-end brand like Dragons.”

w www.dragonsofwaltonstreet.com

MANUFACTURE

BREXIT UNCERTAINTY CONTINUES TO IMPACT SWEDISH KITCHEN FIRM Swedish kitchen manufacturing group Nobia has indicated that the uncertainty surrounding Brexit continues to impact its UK division.

Nobia, which operates in the UK under its Magnet brand, stated group net sales for the fourth quarter of 2018 amounted to SEK 3,390 million, with organic growth down by 2%. Profit after tax amounted to SEK 62 million, down from SEK 232 million.

In a detailed statement, Morten Falkenberg, president and CEO, commented on the UK sector: “The political uncertainty over Brexit continues to hamper demand in the UK. At the beginning of 2019, the risk of a ‘no deal’ exit from the EU increased.

Nobia is well prepared for such a situation, having taken such measures as building a back-up supply of components and fronts so that we can deliver complete kitchens to our customers even if there are disruptions to imports.

“Sales via Magnet increased in the fourth quarter, despite the decision to reduce the joinery assortment as part of the repositioning of Magnet Trade. The new customer-centric Trade offering received a positive response and resulted in increased kitchen sales in this channel. Also, B2B sales increased, while project sales via Rixonway and Commodore/CIE weakened due to delayed projects.

aQO

MANUFACTURE

COMPONENTS FIRM ACHIEVES FIRA GOLD BA Clic Components has achieved the highest FIRA Gold Product Certification for its ClicBox range of kitchen cabinets.

The new certification is for Level H, or Heavy Domestic Use, based around BS 6222-2:2009+A1:2017. Domestic kitchen equipment. Fitted kitchen units, peninsular units, island units and breakfast bars. Performance requirements and test methods.

The newest certification follows on from previous FIRA International certification in early 2018 when the ClicBox kitchen cabinet range achieved Level G, or General Domestic Use. Level H is defined for heavy use and is the highest cabinet accreditation for furniture cabinet construction, workmanship and fitness. This level is often included in large domestic construction contract projects, where the cabinets will be subject to heavy use and where users are not expected to exercise care.

Howard James, testing operations manager at FIRA International, said: “The base and wall cabinets were subject to separate tests to assess their strength, durability and safety, as they are often used in demanding environments.”

Nick Corlett, chief executive at BA Clic Components, said: “We are delighted that our ClicBox kitchen cabinet range has been independently awarded Level H. This gives BA another reason to reassure our customers that our ClicBox cabinets are among the best in the industry, not only being audited by impartial experts but certified for their quality.”

w www.baclicbox.com

RETAIL

Boxed mattress retailer increases in-store presence NBF Award winning boxed mattress company, OTTY Sleep, has increased its in-store presence with a partnership with Beds Are Uzzz.

The collaboration is the first time Beds Are Uzzz has stocked a bed-in-a-box brand as it looks to extend its range of beds and mattresses. OTTY will be stocked in the bedroom furniture retailer’s six stores.

OTTY, which is also stocked within a number of Next Home stores, will be creating unique point-of-sale displays for Beds Are Uzzz to be showcased alongside the award-wining mattresses.

Michal Szlas, chief executive of OTTY Sleep, said: “We’re excited to have finally partnered with Beds Are Uzzz — ­ one of South England’s most respected independent retailers. Beds Are Uzzz share our standards when it comes to quality, customer service and convenience, and we’re confident the partnership will help more people receive a better night’s sleep.”

“A cost savings programme includes reductions in staff and the closure of 16 stores, primarily in the UK.”

Alex Fellingham, director at Beds Are Uzzz, added: “Beds Are Uzzz always look to stock the best and most innovative products, so adding OTTY to our collection was a natural move.

OTTY is a growing brand and we’re excited to be able to offer our customers the option to try the boxed mattress in store, alongside our other quality bedroom furniture.”

w www.nobia.com

w www.otty.com 15th February 2019 | 07

NEWS RETAIL

Furniture retailer reopens two stores

MANUFACTURE

NEW CUSTOMERS ACQUIRED AS A RESULT OF JFS Testing and research company SATRA has reported a successful JFS with new testing business acquired.

SATRA also confirmed it would continue its presence at the show by exhibiting in 2020, allowing the team the chance to meet new customers and cement relationships with current customers.

SATRA has extended its current show offer of a 15% discount off a customer’s first furniture test in 2019 by a month to the end of February. New customers need to email the code FUR19 to furniture@satra.com by 28th February to qualify.

SATRA celebrates its 100th anniversary in 2019 and also 21 years of furniture and floorcovering testing, demonstrating its heritage and wealth of knowledge in testing and certification.

Furniture retailer Lee Longlands has announced the reopening of its Kidderminster store.

Situated on Crossley Retail Park, the store had undergone a major refurbishment with the Mayor of Kidderminster Martin Stooke officially cutting the ceremonial ribbon (above).

The store was one of those acquired from Furniture Barn and had rebranded under the Lee Longlands identity back in 2016.

Both the mayor and showroom manager, James Lane, celebrated the reopening with a fizz reception, discounts on products and prizes for customers.

The reopening follows Lee Longlands other relaunch at its store in Cheltenham, with both undergoing a revamp since Christmas.

w www.leelonglands.co.uk

MANUFACTURE

FLOORING FIRM CONFIRMS UK RELOCATION Flooring firm Interface has confirmed plans to relocate its UK headquarters.

Following a review of the business, US-based Interface is to close its UK HQ on Halifax Road in Shelf Mills and will relocate its operations to another site in Halifax as well as Birmingham.

In a statement, Lee Mellor, vice-president, UK Ireland, Middle East and Nordics, Interface, said: “Following a review of our business, Interface has decided to close the Shelf site and relocate our Interface Europe, Middle East and Africa (EMEA) Central team to Dean Clough, Halifax, and our UK business to Birmingham.

“We have had a long history in Shelf and appreciate the support we’ve received from the local community since we started operating the site over 30 years ago.

“It is deeply regrettable that some colleagues will be affected by the relocation and we are supporting them during this time of change.

“Through the new EMEA Design Centre at Dean Clough we will be looking to create employment opportunities for local talent.”

w www.interface.com 15th February 2019 | 08

w www.satra.com

RETAIL

Fire rips through furniture warehouse Furniture retailer Heal’s has suffered a huge fire at is warehouse in Adlington.

The incident took place on 4 February at its furniture warehouse just off Market Street.

Lancashire Fire and Rescue Service and Greater Manchester Fire and Rescue Service both attended the scene where a “well developed” fire destroyed the building. There were 12 fire appliances at the scene along with two aerial ladder platforms (ALP) and a Stinger unit.

The cause of the fire is still under investigation.

Heal’s said: “In the early hours of Monday, 4 February, firefighters were called to our main furniture warehouse in Adlington, Lancashire, where a significant fire had broken out.

No one was injured and the cause of the fire is not yet known.

“Sadly, the scope of the fire means that nearly all of our stocked items have been destroyed. This will undoubtedly cause delays to a number of customer orders but, as most of our furniture is handmade to order and not kept in stock, the vast majority of orders are unaffected.

“We will be contacting affected customers in the coming days and are working as quickly as we can to put a plan of action into place.

“We aim to fulfil all of our outstanding orders as soon as we can and have already secured temporary space so we can continue our operations as normal.

‘We sincerely apologise for the inconvenience and will endeavour to keep all those affected up to date as much as we possibly can.”

w www.heals.com

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NEWS RETAIL

Department store explores CVA as union urges support Department store retailer Debenhams is understood to be exploring a company voluntary arrangement (CVA) with a view to close around 20 stores this year.

According to the BBC, Debenhams is in talks with its banks to increase its borrowings whilst considering a CVA, which would bring forward store closures that were previously announced last October. Back then, Debenhams confirmed that it would close up to 50 shops, which could put around 4,000 jobs at risk, in between three and five years time.

If the retailer went ahead with a CVA process, it would be able to start closing stores this year as well as open renegotiations with its landlords over rent.

MANUFACTURE

FLOORING DISTRIBUTOR COMPLETES ACQUISITION UK floorcoverings distributor Likewise Group plc has announced the acquisition of Lewis Abbott Limited, a floorcoverings distributor based in Peckham, South East London. Consideration was £1m in cash on completion with a further £200,000 payable in 12 months’ time.

Lewis Abbott’s sales revenue for the 12 months to 31st December 2018 was £2.3m with net assets acquired being £800,000.

This is the first move by Likewise into mainstream flooring distribution. Katie Cohen, daughter of the previous owner, Paul Cohen, will head the business in conjunction with Likewise executives, James Kellett and Adrian Laffey.

Following the report, trade union Usdaw has since moved to urge Debenhams to engage with the union to give staff a voice.

Together they will build the Lewis Abbott business, developing its current activity in residential flooring and expanding into commercial flooring, supplying trade customers inside the M25 area.

Dave Gill, Usdaw national officer, said: “This is clearly devastating news for the staff. Uncertainty hangs over every Debenhams shopworker, with the company announcing last year a possible 50 store closures, which would put 4,000 jobs at risk.

The group said: “We would like to thank Paul Cohen and wish him and his family well in his retirement.”

w www.tisegroup.com

“We are urging management to engage with Usdaw, the trade union for all Debenhams staff. We are here ready to get round the table and work together to turn the business around.

“Crucial to the future of the company is the staff and their voice should be heard. They must also be treated with dignity and respect and that is best done through their trade union Usdaw.

We will continue to provide our members with the support and advice they need at this very difficult time.”

w www.debenhams.com

MANUFACTURE

LUXURY SOFA BUSINESS GROWS SALES ABOVE EXPECTATIONS Bespoke furniture and sofa manufacturer The Sofa & Chair Company has significantly reduced losses as sales stormed past the £30m mark.

According to its latest filed accounts for the 18-month period ended 30 September 2018, total sales rose 72.8% to £31.8m from £18.4m in 2017.

UK sales, its core market, rose 72.4% to £28.8m from £16.7m, as did sales in the EU, up by 72% to £725,820 from £420,252.

Outside the EU, sales also increased by 75% to £2.1m from £1.2m.

Gross profit increased 80% to £15.9m from £8.8m, while pre-tax losses stood at £262,885, narrowing from its loss of £1m the previous year.

Stated within its report, the business said that results were above expectations, adding that the current financial year has made a positive start with new investors joining the business.

w www.thesofaandchair.co.uk 15th February 2019 | 10

RETAIL

Retailer to clarify savings claims Furniture retailer Alison at Home has been told to clarify savings claims after an advert was deemed misleading.

Alison at Home displayed a press advert, seen in August 2018, that showed a Hudson Living Capri leather chair with a price of £299 and a recommended retail price (RRP) of £379. It also included an Arbour with a price of £288 and an RRP of £338.

A single complainant, who understood that the quoted RRPs differed significantly from the prices at which the leather chair and the arbour were generally sold, challenged whether the savings claims were misleading and could be substantiated.

Alison at Home (Retail) Ltd provided a screenshot showing the same chair being offered for £379 on the website of a major retailer and provided another screenshot showing that another competitor was selling the chair with a savings claim against an RRP of £379.

They also provided links to a number of competitors’ websites showing savings against RRPs of around £379 and above. They said that the chair was quite specific and so would likely not have been available particularly widely elsewhere, which made it difficult to show that the chair was generally sold for £379.

Following an investigation, The Advertising Standards Authority (ASA) said that both savings claims were likely to mislead after no firm evidence supported the RRP claims.

Ruling on the case, the ASA added: “We told Alison At Home (Retail) Ltd to ensure that future references to RRPs reflected the price at which the products concerned were generally sold.

We also told them to ensure that they held adequate evidence to substantiate their savings claims.”

w www.asa.org.uk

FOR FULL STORIES AND DAILY NEWS UPDATES: WWW.CABINET-MAKER.CO.UK

RETAIL

Director faces retrial after jury unable to reach verdict The director of former independent furniture retailer Homes in Style Limited faces a retrial over an explosion at the business after a jury failed to reach a verdict.

Pascal Blasio, a named director of Homes in Style, was arrested in May 2017 on suspicion of arson and fraud relating to a huge explosion at its store location on Boundary Road in New Ferry, Wirral.

Mr Blasio has been standing trial at Liverpool Crown Court for the past four weeks and pleaded not guilty after being charged with ‘causing an explosion likely to endanger life’.

However, the jury failed to reach verdicts on both charges of insurance fraud and causing the blast, which injured around 81 people.

The case has been ordered for a retrial that has been provisionally set for 23 September 2019, with Mr Blasio released on unconditional bail.

w www.gov.uk

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MANUFACTURE

EXPORTS TO DRIVE GROWTH Furniture manufacturer Aspire Furniture has revealed it is on course to grow turnover by 50%.

The Barnsley-based business has secured support from the Department for International Trade (DIT) for export growth — an area of the company that supplies 100 beds a week overseas.

Aspire Furniture has already secured deals in Germany and is planning to expand to the Middle East and double its current sales to the Republic of Ireland.

The continued growth of its export division is expected to increase revenues by £6m in 2019 — an uptick of 50%.

In a press statement, Paul Murphy, managing director of Aspire Furniture, said that DIT has helped transform is export business: “When we were approached by overseas distributors requesting samples, we turned to DIT for advice as we didn’t know how we could send something as big as a bed to another country.

“With DIT’s help we identified the best method of transportation, which meant we could work with new overseas customers and grow the business.”

w www.aspire-furniture.co.uk

15th February 2019 | 11

NEWS RETAIL

MANUFACTURE

FURNISHINGS BUSINESS CONTINUES TO GROW SALES Soft furnishings and upholstery manufacturer Ashwood Designs has reported a fifth consecutive year of turnover growth as sales climbed towards £20m.

ABOVE: David Ashton and Lauren Steadman

Danish furniture brand reveals debut sport partnership Danish furniture brand JYSK UK has announced a new partnership with triathlete Paralympian Lauren Steadman.

The Danish-owned global Scandinavian furniture group has one of the longest-running sponsorships in world sport, now 30 years, with the Parasport Denmark.

Lauren, a triple world champion and six-time European champion, officially opened its latest store in Derby, which forms part of wider plans to expand its UK presence throughout 2019.

David Ashton, country manager for JYSK UK, said: “There has been a long association between JYSK internationally and Parasport. When we started early in 2018 to look for a Para athlete to support ourselves here in JYSK UK, we came across Lauren. We cannot wait to see her progress over the next 12 months and into the future — you are going to see even bigger things from this athlete, watch this space.”

Lauren is the current world and European champion — titles she has won three and six times respectively. She was born missing her lower right arm, however this has challenged her to be the best she can be —and she relishes the chance to overcome barriers.

Lauren competed at two Paralympic Games as a swimmer, and since specialised in Paratriathlon, representing Team GB in the sport’s inaugural entry to the Paralympic Games in Rio 2016, where she brought home silver. She has her sights set on Tokyo 2020 where she will be aiming for gold.

w www.jysk.co.uk

MANUFACTURE

FIRA PUBLISHES GUIDE TO EU BIOCIDAL REGS The Furniture Industry Research Association (FIRA) has released its first publication for 2019, entitled Guide To European Biocidal Products Regulations.

The guide aims to support furniture organisations in complying with the Biocidal Products Regulation (BPR, Regulation (EU) 528/2012).

The BPR concerns the placing on the market and use of biocidal products, which are used to protect humans, animals, materials or articles against harmful organisms like pests or bacteria, by the action of the active substances contained in the biocidal product. For more information on the guide, visit FIRA.

w www.fira.co.uk

According to its latest filed accounts for the year ended 30 April 2018, total sales rose 10% to £17.5m from £15.9m in 2017.

Gross profit declined 9.9% to £3.6m from £4m, while pre-tax profit resulted at £605,077, down by 39% from £1m recorded last year.

The Aberdare-based business stated that the company has become more competitive and desirable by its customers compared to furniture imports following the Brexit vote.

Ashwood added that it has seen continued price increases from all raw material suppliers, with foam, fabrics and timber all seeing rises. Despite this, the company has worked hard to mitigate these increases.

The business has continued to invest in new capital and technology to further improve its cost base and efficiency.

w www.ashwood-designs.co.uk

RETAIL

Carpet retailer names new CFO Carpet and beds retailer Carpetright has confirmed negative UK sales while adding that its chief financial officer is to retire later this year.

According to its latest trading update for the 13-week period to 26 January, the group’s overall performance remains in line with expectations as anticipated UK like-for-like sales remained negative for the period.

Carpetright added that the trend has improved from that of the first half, with trading patterns remaining volatile week to week, against a backdrop of uncertainty and weak consumer confidence.

The group added that it remains on target achieve the £19m of annualised cash savings announced as part of the recapitalisation of the group in May 2018.

Furthermore, Carpetright has announced that Neil Page will retire after more than 10 years as chief financial officer — and 30 years in retailing — on 25 February. Neil will continue to work in the business until the end of the financial year on 30 April.

As part of the succession planning process, Neil will be succeeded by Jeremy Simpson, who will become chief financial officer. Neil and Jeremy will work together thereafter to complete a smooth handover of responsibilities.

Wilf Walsh, chief executive, said: “As CFO, Neil has made an outstanding contribution to Carpetright over many years and the Board wishes to express its gratitude for his unstinting commitment to the business. We are delighted that Jeremy is joining us as CFO — he has a strong plc track record and will be able to integrate swiftly into the executive team.”

w www.carpetright.co.uk 15th February 2019 | 12

aQO DESIGN

RETAIL

Design studio opens UK office

Online furniture retailer grows sales

International design studio and consultancy firm FutureBrand UXUS has announced its expansion into the UK, with a new office opening in the capital this month.

Online furniture retailer Made.com has reported an increase in sales as UK revenues reached £100m.

The new London location will strengthen the studio’s global presence, providing a new base for the company, in addition to its existing New York and Amsterdam offices.

With a dedicated team in London, FutureBrand UXUS will have greater proximity to the exciting retail and hospitality opportunities within the UK and Northern Europe.

Alice Ellis, senior client manager, Joseph Lane, senior designer, and Adam Thompson, senior creative strategist, will form the London team.

Oliver Michell, chief creative officer, architect and co-founder of FutureBrand UXUS, said: “We are looking forward to expanding our reach and influence in the UK by opening a new London design studio. Our company has been working with British clients ever since FutureBrand UXUS’ inception 15 years ago.

We’re excited to continue building relationships within this vibrant, pioneering culture.”

Kate Fulford-Brown, FutureBrand’s London managing director, added: “We’re very excited to work even more closely with our FutureBrand UXUS colleagues; having them here on the ground in London strengthens our ability to deliver great, completely connected brand experiences to existing and new clients alike.”

FutureBrand UXUS has worked with multiple businesses on developing customer experiences, including furniture retailer IKEA, homewares chain’s John Lewis & Partners, and H&M Home.

w www.futurebranduxus.com

MANUFACTURE

CARPET FIRM FINED FOR POLLUTING WELSH RIVER Carpet supplier Abingdon Flooring has been fined after pleading guilty to polluting a river. Sentenced at Newport Magistrates’ Court, the firm was fined £33,000 and ordered to pay costs of £10,932 and a victim surcharge of £120 for contaminating the River Ebbw between Crumlin and Abercarn in November 2016.

Abingdon Flooring pleaded guilty to an offence under Environmental Permitting (England and Wales) Regulations after an investigation by Natural Resources Wales was launched against the business.

The company admitted that, on or before 24 November 2016, it caused a water discharge activity that entered into inland freshwater, turning the water white.

It is understood that the discharge was caused by blenders from a carpet backing unit. Natural Resources Wales responded to a number of observations from the public and traced the source of the pollution back to the carpet company.

Susan Fitzpatrick, team leader of the Rhymney and Ebbw Natural Resources Management team, said that businesses should have the measures in place to manage waste.

w www.naturalresources.wales

According to its latest trading update, Made.com saw global sales rise 37% to £173m in 2018, with UK sales up by 34%.

Philippe Chainieux, chief executive of Made.com, said the acceleration was due to a shift in shopping behaviour with more people open to buying big ticket items like furniture online.

Made.com also revealed it plans to launch into four markets during 2019, which include Italy, Portugal, Denmark and Sweden — expanding its network to 13 countries. This expansion will see the business grow international sales beyond its UK market worth.

Back in the UK, Made.com has revamped its London Soho showroom, with the business outlining that the physical aspect plays an important role for the brand moving forward.

Philippe said that the showroom gives the business the capacity to have more human interaction and offers a complete brand experience for consumers.

Furthermore, Made.com said it plans to launch a new interior design service to further engage with its consumers.

w www.made.com

MANUFACTURE

FURNITURE BUSINESS INTRODUCES NEW INITIATIVE Fife-headquartered furniture manufacturer Havelock International has announced the launch of its new sustainable manufacturing initiative to support its growth plans.

The firm, which employs 295 staff, has developed the programme, which comprises three key areas — flexible working, training and the introduction of skills passports.

There are three key initiatives that underpin the programme. The first is the introduction of flexible working, which reflects the seasonality of the business. During quieter periods, Havelock’s employees work shorter hours and four days a week, and revert to five days a week through peak periods such as the summer months. This approach, which is supported by the GMB Union, ensures that customer projects can be fully resourced and provides the workforce with greater stability.

The second is the commitment to employee training and broadening of skill sets. Havelock has partnered with Scottish Enterprise and Fife Council, which have provided grant funding to deliver a training programme that ensures its employees are multi-skilled and can be deployed across the business more effectively, delivering the highest quality products and services for clients.

The third element is the introduction of Construction Skills Certification Scheme cards. Thanks to the enhanced training, Havelock’s employees now qualify for the card ,which effectively provides them with a passport to customer premises and construction sites where they can work directly on projects, bringing their skills and expertise.

w www.havelock-intl.com 15th February 2019 | 13

NEWS RETAIL

Furniture software specialist makes key USA appointment Furniture retailing application specialist Swan Retail has announced the appointment of Pete Morone as its national account manager for its USA operation.

Since Swan Retail’s USA launch in October last year at the High Point Show, the company is delighted with the progress Swan FRS is making with the business performing beyond expectations.

MANUFACTURE

FURNITURE MANUFACTURER RECEIVES AWARD Furniture manufacturer Herman Miller has received a FIRA Ergonomics Excellence Award for its new range of Cosm office chairs.

There are four chairs within the Cosm range included in the award — the Cosm low back with fixed arms, medium back with adjustable arms, high back with leaf arms and the Workstool version with fixed arms.

Pete reports to Mark Jackson and is based in San Diego. Swan is hoping to see a lot more activity in this market with the potential for future websites and DMS.

The ergonomic assessment procedures conducted by FIRA International involved users representing the 26th to 99th percentile stature of the UK population, with test users selected based on their body type/build to ensure good cross section.

Commenting on his new role, Pete said: “With my 20+ years in the retail software industry, I believe a key difference in the success of one company or the other is its people, and from what I’ve seen and felt in the short time I’ve been with Swan, the right people are here.

Following this process there were various features of the Cosm chair range that stood-out to the FIRA International ergonomics team. These included the height adjustment options of the chairs, ease of use, the free-floating backrests and the suspension seat.

“I’m looking forward to working with each of you, and at some point, meeting you all.”

The chairs were also subjected to pressure mapping tests

by FIRA International, the results of which showed an even distribution of users’ weight, which minimises the chances of discomfort on pressure points.

Mark, who has commercial responsibility for the FRS, Midas and Manna products, which also includes Swan’s operations in the USA, added: “With Pete’s experience and knowledge of the home furnishings industry, we know that he is going to be a great asset to the business.

“Having a man on the ground demonstrates our commitment to the US market where we are selling FRS.”

w www.hermanmiller.com

MANUFACTURE

Swan’s customer base is growing strongly with many new customers signing up for the SwanFRS pay as you go application.

FURNISHINGS GROUP ANNOUNCES BOARD APPOINTMENT

Mark Jackson, VP furniture sales, continued: “Swan was looking at our venture into the US as a long-term project and we are extremely excited that the business is taking off far quicker than expected.

Luxury interior furnishings group Walker Greenbank has announced the appointment of Dame Dianne Thompson as a non-executive director and chairman designate.

“Watch this space because we have more news to follow cementing our launch and building on our success.”

Dianne Thompson is a highly experienced sales and marketing executive with an extensive track record in operational management in consumer businesses. She is currently a nonexecutive director of Next plc.

Swan is a leading provider of retail software with more than 20 years industry service and has 1,000 clients worldwide.

w

www.swanretail.co.uk

RETAIL

Furniture business to close Independent furniture retailer Cane Furniture Centre has confirmed plans to close. The business, which is based on Dereham Road in Norwich, said that rising costs and a fall in demand for rattan furniture led to the decision to close.

Cane Furniture Centre is run by husband and wife team Vanessa and Steve Pidgen, with the owners confirming that the store is set to officially close at the end of March after 17 years of trading.

w www.cane-furniture-centre.co.uk 15th February 2019 | 14

Dianne Thompson joined the Board on 1 February, initially as a non-executive director. Once a new chief executive officer has been appointed, Dianne will become non-executive chairman and Christopher Rogers, currently interim executive chairman, will return to being a non-executive director.

The ongoing recruitment of a new chief executive officer is progressing well and a further announcement will be made in due course.

Christopher Rogers, interim executive chairman of Walker Greenbank, said: “I am delighted to welcome Dame Dianne Thompson to Walker Greenbank’s Board both as a non-executive director and as chairman designate.

“Dianne is a highly experienced executive and non-executive director and, as chairman, will bring a strong marketing and operational focus to the Board. We look forward to working with her.”

w www.walkergreenbank.com

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RETAIL

Flooring firm plans expansion

Sales down at online beds retailer

Hardwood flooring supplier V4 Wood Flooring has confirmed plans to open a new showroom in Clerkenwell, with another to launch in the North of England, earmarked to be Manchester.

On top of this expansion, the business is nearing the completion of its new £3m design hub in Woking as the company plans to grow turnover from £12m to £20m within the next three years.

Chris Vincent, managing director, said that despite Brexit, the business has made a very positive start to the year and has confidence to progress its exciting plans.

w www.v4woodflooring.co.uk

Beds retailer Mattress Online has reported a decline in sales and profits. According to its latest filed accounts for the year ended 31 May 2018, total sales fell 5.2% to £14m from £14.8m in 2017.

Pre-tax profit resulted at £598,705 — a reduction from £1.2m.

The retailer said gross margin had decreased to 44.6% but it was optimistic for the year ahead after an encouraging start.

“The company continues to operate a strong order book and the directors are looking forward to another successful and profitable year,” the business added.

w www.mattressonline.co.uk

RETAIL

RETAIL

Interior focus boosts January

French business in line with targets

UK retail sales bounced back in January following the worst Christmas in 10 years. According to the latest BRC - KPMG Retail Sales Monitor January 2019, total sales rose 2.2% yearon-year, with like-for-like sales up by 1.8%.

French furniture business Maisons du Monde has announced that full-year figures are in line with expectations.

The BRC said it was a welcome return to growth following a flat December with retail sales at 0% and like-for-like sales down by -0.7%. Non-food retail sales were down at -0.4% over a threemonth average, although furniture sales were boosted by more interior focussed shoppers.

Paul Martin, UK head of retail, KPMG, said: “The colder weather and continual discounting drove up fashion sales, whilst the increased focus indoors also boosted furniture sales. However, not all categories or players have been so fortunate, and even online growth continued to slow.”

w www.brc.org.uk

Despite the Yellow Vests movement that hit the fourth quarter of 2018 in France, Maisons du Monde has stated a year-on-year sales growth of 7.4%. Based on its initial review, Maisons du Monde also confirmed its EBITDA margin target of above 13% of sales for full-year 2018.

w www.maisonsdumonde.com

RETAIL

Green light for plans Department store retailer Oldrids and Downtown’s plans for a £125m designer outlet centre near Grantham have been approved.

MANUFACTURE

COMPONENTS FIRM EXPANDS PRODUCTION LINE Kitchen and bedroom furniture components supplier Hill’s Panel Products (HPP) has opened its new production line.

The new £3m production line, based at its Oldham facility, will enable HPP to increase volumes of bespoke vinyl-wrapped doors from 30,000 to 45,000 units per month, with the aim to further increase output to 50,000 units in the longer term.

The new line contains automated routing, cleaning, gluespraying and vinyl-wrapping machinery supplied by Wemhoner and Sittex, with the latter the first Italian-made Sittex equipment in the UK. Commenting on the expansion, Keith Wardrope, HPP MD, said that the new line outlines the company’s importance of securing jobs through automation as well as allowing the company to be competitive in the door manufacturing market.

The plans, which could create more than 1,700 jobs, were approved by South Kesteven District Council at a meeting on 5 February. The site surrounding the existing Downtown store will be redeveloped with a raft of new facilities, including a new 220,425sq ft designer outlet centre that will house 107 shops.

The proposals also include a new Downtown at Home store, an indoor leisure unit, a tourist information and visitor centre, and the redevelopment of the existing garden centre.

w www.oldrids.co.uk

RETAIL

Brighthouse to close 30 stores

HPP secured support from Handelsbanken to fund its new manufacturing project.

Rent-to-own retailer Brighthouse has confirmed it plans to closure 30 stores over the next two months. Brighthouse said it was working on redeploying as many people as possible in alterative roles but redundancies were inevitable. It is understood that the closures, which see the retailer reduce its store network by 10%, will impact around 350 jobs.

w www.hpponline.co.uk

w www.brighthouse.co.uk 15th February 2019 | 15

F E A T U R E |G A I N S B O R O U G H Mayfair ottoman

A

Key

Model Nick Gigg, managing director of Gainsborough, speaks to Cabinet Maker about its latest collection and how it’s become a key model for the business.

Gainsborough has been making quality beds for over 30 years, and yet it judges its latest collection, Mayfair, to be the most comfortable range it has ever made.

The story starts with some of the finest fillings available, including cashmere, merino and alpaca wool. The mattresses carry all the hallmarks of the highest quality product; up to three rows of hand side stitching, hand tufting and eight embroidered flag-stitch handles.

However, what really sets this range apart is the support layer. Many brands would boast 3,000 springs in their top model, but for Mayfair this is just the beginning. Moving up through 5,000, 7,000 and 9,000, the range peaks at an amazing 13,000 individual pocket springs.

The range has rapidly become a key model for many retailers after being officially launched at Telford last year. This is not a complete surprise as feedback from key retailers was sought at an early stage of the design process.

Nick Gigg, managing director of 15th February 2019 | 16

Mayfair 13,000 on contempory bedstead

FOR FULL STORIES AND DAILY NEWS UPDATES: WWW.CABINET-MAKER.CO.UK

“MANY BRANDS WOULD BOAST 3,000 SPRINGS IN THEIR TOP MODEL, BUT FOR MAYFAIR THIS IS JUST THE BEGINNING. MOVING UP THROUGH 5,000, 7,000 AND 9,000, THE RANGE PEAKS AT AN AMAZING 13,000 INDIVIDUAL POCKET SPRINGS.”

Gainsborough, revealed the thought process behind the launch: “Mayfair is designed to make the retailers’ job as easy as possible.

The look and feel of the mattress sells itself and we’re rolling out new options to satisfy as many customers as possible.”

Having established the Mayfair model, there is a clear road map for new developments in 2019, as Nick continued: “First is a pillow top version, the clever combination of micro springs and quality fillings reduces settlement yet offers the same generous specification. The pillow top is an extremely attractive option for the customer who struggles to turn a top-quality pocket sprung mattress.”

Crucially for the retailer, it can be offered at exactly the same price points as the regular version.

“The next step is to offer an ottoman base, which offers up to four times the amount of storage as a normal divan. This option is becoming increasingly popular. The interior is finished with a cherry veneer and features the highest quality gas pistons and secure safety straps,” Nick continued.

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features a lower profile than a standard divan. It uses a revolutionary drop-in platform that is incredibly easy to assemble.

“The second option is a box sprung shallow base. The stylish sprung unit aids support and increases the longevity of the mattress.

With the retailer in mind, all options are commercially priced, making it an extremely attractive proposition.”

As with all the bases, the bedstead, box sprung and ottoman can be paired with any of the five Mayfair floorstanding headboards.

There is a choice of leg and foot options and all bases can be matched with any of the 14 fabrics, with more to come in 2019.

Nick concluded: “As with all Gainsborough products, Mayfair is made in the UK and carries a 10-year frame guarantee. Mayfair was conceived to give retailers a collection that they could confidently offer to any customer looking for a top quality bed, and it has proved that it can deliver a compelling solution.”

w www.gainsborough-beds.co.uk

“There are many customers, however, who are not prioritising storage, which has led to a selection of non-storage options. First is a stylish contemporary bedstead, which Mayfair divan with continental drawers

Box sprung base with Mayfair 9,000

15th February 2019 | 17

F E A T U R E |H A R R I S O N S P I N K S

Sleeping on the job John-Paul Barnett, from bed manufacturer Harrison Spinks, gives Cabinet Maker an insight into his role as a mattress tester.

What is your role at Harrison Spinks?

My official title is technical and quality assurance manager at Harrison Spinks, but in simple terms that would be a bed tester.

The role of technical and quality assurance manager includes ensuring that all new and existing product types are thoroughly tested to ensure they reach our quality requirements now and throughout the product’s lifecycle.

We use equipment like an Indentation Load Deflection (ILD) machine, which squashes a mattress to detect how firm it is, as well as a rollator, which mimics a person using a 15th February 2019 | 18

mattress for its 10-year lifespan. We also still use the age-old bum test so see how firm something feels — and, of course, lying down on the mattresses!

We test the wire that makes the bed springs with a tensile machine, which pulls the wire apart until breaking point. We also use torsion testing — twisting wire like a rope, and checking the shape the coil of the spring is making. This to make sure the springs in the mattress are performing as we expect and ensure they don’t lose height over time.

We also analyse the natural fillings that go into our mattresses — this includes a sniff test and washing them in distilled water to strip out any impurities, then checking the clarity to indicate how clean they are. We also fire test the mattresses to ensure British Standard compliance.

How long have you been with the business?

I have been with Harrison Spinks for over four years.

FOR FULL STORIES AND DAILY NEWS UPDATES: WWW.CABINET-MAKER.CO.UK

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John-Paul Barnett tests the wire that makes the bed springs

Can you give an insight into any new innovations?

We’re working on the next generation of springs that will change the way mattresses are made and eventually disposed of forever.

We have also been working on a chemicalfree and inherently fire-retardant mattress fabric. It is woven from an incorporated modal viscose fibre and finished using only steam (water). It has inherent and permanent fire retardant properties, so there is no need to use any chemicals to treat our mattresses to make them fire retardant.

The inherent fire retardant property developed in this fabric means that the fibre stays fire resistant for the entirety of its lifetime. This is an added benefit, bearing in mind the harsh chemicals that are added to traditional mattress fabric can wear off fairly quickly.

We weave this in-house so we have brought some weaving back to the North of England, which we’re really proud of too.

What is most challenging about the role?

One of the most challenging things is keeping at the forefront of innovation — it’s constantly changing and we never stand still, we’re always on to the next new thing. This also keeps the job exciting so it works both ways!

Why is the role such an important job at the business?

Sleep is such an important part of people’s lives so it’s crucial that our products live up to our promises and give the best night’s sleep possible. Harrison Spinks is one of the most vertically integrated bed makers in the world — we draw our own wire and make the machines that make the springs for our beds and even rear our own sheep to create natural fillings for our luxury mattresses.

This means that we face different challenges to other manufacturers but it also provides opportunities. We have complete quality control over all components at each stage of manufacturing and can even make changes to the way we make them. This makes the job completely unique and at the heart of the business.

What do you enjoy most about the job?

Seeing a new concept come through to a real product that people are sleeping on and benefiting from is so exciting! Hearing stories from customers who love our products is great and we know that our products are used in some really high-profile hotels, so it’s also nice to have that stamp of approval too.

machine at various intervals so we can see the impact of use after a year, two years, five years, eight years etc. We then use the Indentation Load Deflection (ILD) machine to check if it has lost height or firmness or gained tension at all. This particular test takes a full week.

Bringing a new mattress to market can take as long as 12 months once a new technology is developed. Much longer if you include the new component development time.

What mattress do you sleep on?

I am currently testing one of our prototype beds, which includes our new spring technology, so you could say I am literally sleeping on the job!

w www.harrisonspinks.co.uk

How long is the process behind testing a mattress?

We use a rollator to mimic the wear and tear that a mattress has over the equivalent of ten years’ use. We take the mattress off the 15th February 2019 | 19

F E A T U R E |G A L L E R Y D I R E C T

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simple choice

Simply Sleep Datsun headboard and two drawer base

Berni Rowland, Gallery Direct’s bed and mattress guru, talks to Cabinet Maker about its new Simply Sleep brand.

Last month when attending the January Furniture Show Cabinet Maker spent some time on the Gallery Direct stand exploring all its new collections — one of which, was the company’s new beds and mattresses brand, Simply Sleep. Following the show, we caught up with Berni Rowland, Gallery Direct’s bed and mattress guru, who revealed all behind the new collection, with the main aim being: ‘Simplicity for the consumer’.

“With the use of the internet, today’s consumers are more knowledgeable about products, and can spend hours browsing options and choices. However, the number of products on offer, and the marketing and technical jargon used can be confusing, making the decision difficult,” Berni said, continuing: “The concept of Simply Sleep was to make the decision-making process easier by offering a much more limited choice so as not to confuse consumers, but with sufficient options to meet different tastes 15th February 2019 | 20

Simply Sleep launched during JFS 2019

Five-day lead time

FOR FULL STORIES AND DAILY NEWS UPDATES: WWW.CABINET-MAKER.CO.UK

and requirements. The Simply Sleep brand brings together an easy-to-choose from range of mattresses, bases and headboards, all designed to offer quality, comfort and affordability. And importantly, it is held in stock by Gallery, and so ready for delivery to our customers in five days. To complete the offering, there are also Simply Sleep duvets, pillows and bed linen.”

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There are four models in the Simply Sleep range

Using JFS as the ideal platform for launch, the concept was initially formed from feedback from Gallery’s extensive network of retailers.

Working closely with Peter Delaney, managing director of Gallery, and their area managers, Berni was tasked to bring the project to life, which gained momentum during September 2018.

Berni revealed: “Gallery has invested heavily in developing the products through an intensive R&D process, and then in stocking the product to meet the five-day lead times.

Importantly, we are now in the marketing and brand development phase with photography, brochures and point-of-sale materials. When developing a “normal” range of mattresses, we tend to start with the ‘good, better and best’ idea. However, for Simply Sleep, we took a different approach, developing four individual mattresses — Simply Irresistible, Simply Everynight, Simply Natural and Simply Luxury. Each has its own values and attributes to meet different specific customer requirements.

“The mattresses aren’t just about filling them with high numbers of springs. We have developed each one individually to give four very different mattresses to offer choice, as one mattress does not suit all. For each, we have combined optimum spring count with UK-sourced fillings, to give products that are comfortable and affordable. A lot of consideration has also been given to the outer fabric, in terms of quality, technology and finish.”

It appears that the concept has already taken off following a ‘fantastic’ response at the January Furniture Show 2019. Berni said that the new brand was ‘incredibly well received’ and personally found attending the show to be of great benefit. He said: “The launch was a fantastic success. It was great to be at the show, allowing me the opportunity to have detailed discussions with our client base, many of whom embraced the simplicity of the

Berni Rowland

brand, and to see the positive reaction — it makes all the hard work worthwhile.”

As Berni mentioned, the fillings are all UK sourced and added to that all the mattresses, bases and headboards are hand crafted by its team of skilled craftsmen at its manufacturing unit in Wiltshire. Further to the line of mattresses, the Simply Sleep brand offers a range of five bases (shallow, no drawer, two drawer, four drawer and ottoman) and four headboards, which are all offered in a choice of six fabrics, and held in stock at its central depot.

“To complete the collection, there are duvets, pillows and bed linen, all with the Simply Sleep branding,” Berni said, continuing: “The concept is as easy as 1, 2, 3 … Choose a mattress, choose a base and choose a headboard, then simply add the bedding.”

And the hard work hard doesn’t stop there for Berni and the Gallery team as future plans for the brand are well under way — even if lips remained tightly sealed for the time being.

“We have loads of exciting plans for the brand but, sorry, we can’t tell you about them just yet. All we can say is to watch this space, as Gallery continues to lead by design,” Berni concluded.

w www.gallerydirect.co.uk

Simply Sleep luxury mattress, ottoman and Haywood headboard

Meet Berni Rowland

I have been in the industry for more than 35 years, working quietly in the background in the ‘engine room’.

I cut my teeth at a small bed manufacturer based in Holt, Wiltshire, where I quickly learned the skills as a journeyman. One of my first jobs was making Flock and Hair mattresses, which were pinch-pleated and hand tied before rolling them and tying them up.

I have worked with many of the major quality manufacturers in the UK, either employed or in a consultation role. My early days were at the ‘coal face’, working with the products, using and employing new machinery.

My more senior roles have been in development, through to the technical and purchasing side, not exclusively in the bed field but also the furniture side of the industry.

I enjoy the challenges and the practical side of the business, but also interacting with the customers and their everchanging needs.

Simply Sleep duvets and pillows

15th February 2019 | 21

F E A T U R E |N A T I O N A L B E D F E D E R A T I O N The National Bed Month campaign back in 2002

MARCH

into

National Bed Month The National Bed Federation’s marketing manager Simon Williams takes a nostalgic look back at the history of National Bed Month, how it was created and how it was responsible for the creation of the Sleep Council.

15th February 2019 | 22

This March sees the 30th anniversary of the UK bed industry’s annual promotional campaign to raise awareness of the importance of how a good bed, regularly replaced, is a key ingredient to a healthy lifestyle.

The idea for National Bed Month came from the USA where ISPA, the US mattress industry association had just launched its Better Sleep Month.

The NBF Marketing Committee (then headed by Peter Spinks) decided that the UK should adopt a similar approach and the first campaign — Time for

a New Bed — was launched in March 1990. (see logo, below) It proved a big success, with more than 1,000 promotional packs for retailers distributed by NBF members. There were pillow cases, balloons, window stickers, leaflets — and a big competition prize to win a trip to New York, travelling on Concorde and the QE II for both the winning consumer and retailer.

The campaign resulted in over 300 press cuttings, 30 radio interviews and three national TV slots.

FOR FULL STORIES AND DAILY NEWS UPDATES: WWW.CABINET-MAKER.CO.UK

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Many manufacturers came up with special Bed Month offers for customers, such as free drawers, headboards or a king size for the price of a double. Some even designed special Bed Month mattresses and divan sets.

Said Simon: “I was working for Dunlopillo when the first National Bed Month was launched and we really got behind the campaign. So much so that we were the first recipients of the NBF’s Manufacturer Marketing Award, which I was presented with by none other than Jessica Alexander!” (right) The trade fully embraced National Bed Month and it continued to flourish over the next couple of years. So successful was it that by 1993 the then chairman of the Marketing Committee, John Hancock, of Sealy, started to think more ambitiously.

Surely, he reasoned, if we could raise the money, we could come up with a national advertising campaign that would really raise awareness and change consumer habits.

What should the over-riding message be that would engage everyone?

It was to reduce the estimated

A young looking Simon Williams and Jessica Alexander in 1990 mattress replacement cycle of approximately 16-17 years and to focus on a 10-year replacement message.

This new 10-year replacement message was implanted in the campaigns that followed,

including ‘Say No To Second Hand Beds’ in 1994 and ‘Bigger Is Better’ in 1995.

It was during 1995 that the Sleep Council was founded as a separate trading entity to the NBF and the industry ‘levy’ introduced on sales of mattresses and bases to raise the necessary funds for a national advertising campaign.

1996 saw the first National Bed Month under the auspices of the Sleep Council ,with its ‘Boot Out Your Old Bed’ campaign. The Bed Buyers’ Guide was produced and agony aunt Claire Rayner carried out radio broadcasts and produced audio cassettes on behalf of the Sleep Council.

The levy continued between 1996 and 2004, with some notable Bed Month themes of Mattress Mountain in 1997, the Animal Heads campaign in 1998 (left), Sleeping Beauty in ( 1999, a Space Oddity in 2001 and Test Drive A New Bed in 2003.

Interestingly, from 1999 to 2001, Bed Month briefly changed from being held in March to April to allow retailers more time to establish new products on the shop floor after the Winter Sale period. The 1999 campaign also featured a great April Fools story of the introduction of an EEC directive to the bed industry to beef up bed strengths to cope with the increased bedtime activity thanks to the new Viagra drug!

One example of the Animal Heads campaign from 1998 for National Bed Month

2002 saw the launch of the Get Up & Go Go Go campaign (see main photo on ( page 22) 22 and a competition for consumers and retailers to win a Mini. There was also a survey on breakfast show presenters’ sleeping habits, resulting in more than 30 radio interviews as well as loads of press coverage.

The Sleep Council levy continued until 2003 when several of the major supporters decided to pull out. The board had no option but » 15th February 2019 | 23

F E A T U R E |N A T I O N A L B E D F E D E R A T I O N to dismantle the ‘opt out’ mechanism, but tried for 18 months to sign up retailers individually.

However, the new ‘opt in’ method of support for smaller retailers just didn’t get support.

So, in 2005, the NBF agreed to take the Sleep Council back in-house and continue with the PR and consumer advice, which carries on to this day into the digital world of social media.

Over the last 14 years, National Bed Month has continued to be a great PR hook for the bed industry and is a well-established and well-known event within the media calendar.

Many of the campaigns have been centred around the results of different surveys carried out by the Sleep Council.

2006’s Bed of Roses campaign focused on whether people change their beds when they change their relationships, whilst in 2008 a survey into couples’ sleeping habits resulted in the wonderful headline of ‘Britons swap sex drives for hard drives’ — as more people reported using laptops in bed to watch films.

2010 saw the Zombie Awards, where the focus was on how a lack of sleep resulted in people looking like zombies.

The star-studded cast of worn-out wellknowns was headed by none other than Prince Harry, who was caught eyes shut and thumb on forehead, at a garden party at the Garrison Museum in Barbados. Others on the ‘knackered’ list included Barrack Obama, Chris Evans, Simon Cowell (right) and then Prime Minister Gordon Brown (above right), who was caught napping during a visit to New York to meet with senior US bankers.

A 2011 survey called Toxic Sleep – The Silent Epidemic showed that four out of five people complained of disturbed or inadequate — or ‘toxic’ sleep, whilst 2012 saw the launch of the ‘Seven Year Hitch’ with the advice to replace mattresses after seven years of use.

Then Prime Minister Gordon Brown (above) and Simon Cowell (right) were used as some of the faces for the 2010 Zombie Awards as part of National Bed Month choosing to sleep in a different bed to their partner.

A brand-new National Bed Month logo was also launched in 2017 (bottom) with new infographics and web banners for retailers to use in their marketing.

2018 saw the production of special National Bed Month videos, designed to be shared across social media and embedded into retailers’ websites.

As for 2019, Simon Williams commented: “Whilst there is no specific theme for 2019, The first Great British we would ask retailers Bedtime Report was the to take advantage tish Bri at Gre rst fi The focus for 2013 (right). It of our free artwork, the s wa t por Bedtime Re was the biggest survey of logos, infographics and focus for 2013. its kind, with more than videos to use in their 5,000 consumers providing promotional activity. an overview of British They are easily downloaded sleeping habits and uncovering the various from the NBF website factors that impacted upon sleep quality. www.bedfed.org.uk and can be found under trade Following the launch of the NBF’s Code of / marketing support.

Practice in 2013, National Bed Month in 2014 was all about telling consumers to ‘look for “Whilst National Bed the BIG tick of approval’ when buying a bed.

Month may not command 2015 and 2016’s campaigns reinforced this the amount of column message, whilst 2017 saw the second of the inches, radio or TV Great British Bedtime Reports on the nation’s coverage that it once did, sleeping habits — revealing that more of it still gives bed retailers us were hitting the booze to help us drift the opportunity to create off at night and that more people were also a bit of a buzz during a 15th February 2019 | 24

traditionally quiet sales month.

“There are those retailers who are very proactive on social media and make an effort to dress and merchandise their store to full effect. They are the ones who still see the worth of this 30 year-old campaign. For those who say Bed Month doesn’t work for them, it’s a bit like saying Christmas doesn’t work!”

w www.bedfed.org.uk

CLASSIFIED

TO ADVERTISE A JOB PLEASE CONTACT KACEM Q 01223 846825 m KACEM@CABINET-MAKER.CO.UK

Mattress Production Manager We are seeking an experienced Mattress Production Manager to lead our mattress division through continued expansion.

The successful candidate will have extensive experience of mattress manufacturing, along with a considerable amount of management experience. Knowledge of product development and introduction to manufacturing is essential. ( DFME / FMEA ).

The role will be based at our Dewsbury factory and salary will be commensurate with experience.

Location: Dewsbury, West Yorkshire For more information, please phone: 01924 66 66 33 or email: leannescargill@jaybe.com

Discover more at jaybe.com

1901 - Mattress Production Manager.indd 1

30/01/2019 14:28:10

Take aim for fun and fundraising Wednesday 12 June 2019 Holland and Holland shooting ground, Northwood, Middlesex

Book your place now!

Supported by

Contact: 020 7562 8526 events@furnituremakers.org.uk

15th February 2019 | 25

LAST WORD MATT PHILLIPS, HEAD OF UK OPERATIONS, ROTPUNKT UK Rotpunkt has pledged its supported to further education apprenticeships.

“WITHOUT FEEDBACK FROM INDUSTRY INFLUENCERS, LEADING BRANDS AND COMPANIES THAT MAKE UP OUR SECTOR, HOW CAN WE COLLECTIVELY MAINTAIN OUR COMPETITIVE POWER?“

The announcement follows the successful submission by FIESTA [Furniture Industry Education and Skills Training Alliance], which saw the IFA [Institute for Apprenticeships] approve new Level 3 apprenticeship standards for Fitted Furniture Design.

Helping to ‘provide a clear path into the kitchen industry’, this announcement marks an important step for a qualification that sits just under the Level 4 and 5 FDA Foundation Degree in Kitchen Design, which is currently offered.

Companies are urged to complete the following survey, developed by FIESTA on behalf of trade associations across the UK furniture and interiors industries, so that demand for any future developments can be established — https://www.surveymonkey. co.uk/r/2N89D2M

In fact, skills shortages are putting significant pressure on the kitchen industry, which is why apprenticeship schemes that encourage new levels of engagement are imperative to safeguard the future of highly-skilled kitchen design that is qualified and cutting-edge.

FIESTA also plans to call on schools, with effect from March, with a view to invite post-graduates to visit key manufacturers throughout a trial period.

If successful, it plans to roll out this scheme across the UK and more information on this trial can be found here — https://www.fiestalearning.com/ fiesta-schools-week-4-8-march-2019/ The survey will close on 28th February, 2019, so make sure you have your say and influence the future of the kitchen design industry.

Having already completed the survey, we strongly urge UK kitchen retailers and fellow manufacturers to also have their say, impact opinion polls and, ultimately, future production. Without feedback from industry influencers, leading brands and companies that make up our sector, how can we collectively maintain our competitive power?

It is, therefore, my recommendation that we all take time to communicate our needs to the right industry bodies so that we can all become instrumental in the matter of further education.

TO HAVE YOUR LAST WORD OR OPINION PLEASE CONTACT DAN@CABINET-MAKER.CO.UK

DON’T MISS JFS REVIEW NEXT WEEK'S LA-Z-BOY ISSUE

VOGUE BEDS 15th February 2019 | 26

IN THE MEANTIME CHECK OUT THE DAILY NEWS ONLINE AT WWW.CABINET-MAKER.CO.UK AND SHARE YOUR STORIES WITH US, EMAIL DAN@CABINET-MAKER.CO.UK

Monday 4th and Tuesday 5th March 2019 Chelsea Football Club, Stamford Bridge, Fulham Road, London, SW6 1HS

See exclusive fabrics for upholstery and soft furnishings.

Meet 35+ premier suppliers and producers from around the world.

Attend the UK’s best fabric show.

For full information and to register your attendance go to: www.londonfabricshow.uk We look forward to welcoming you.

London Fabric Show 2019 CM-fullpage-portrait-v1.indd 1

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