DESIGN
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A look at what to expect from this year’s London Fabric Show.
Nichola Bell, sales director at Westbridge Furniture, shares her JFS diary entries.
A recap on the recent January Furniture Show 2019.
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To all of our customers.....
Thank you for visiting us at
the January Furniture Show!
New products on our website soon! www.westbridgefurniture.com
The new Milton range
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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Positivity was certainly in the air during last month’s January Furniture Show and it seemed, just for a moment, that there were no fears of what the future may hold. And in that moment, four days to be precise, the furniture industry came together to unveil new products, new innovations and a new sense of optimism. From the students who took part in Heico’s annual furniture design competition, with the finalists revealed during JFS, to seasoned brands demonstrating their longevity in the furniture field — most notably one particular business celebrating 150 years (I’m sure you can gauge whom) — the show delivered on what was a real success story of a ‘can-do attitude’ and ‘carrying on,’ despite the cloudy surroundings of wider economy uncertainties. Perhaps one company that wouldn’t necessarily spring to the minds of industry folk when it comes to heritage is in fact us! With much recognition and astoundment, many visitors who explored our stand during the show didn’t realise how long Cabinet Maker has been in existence — since 1880 — and serving the furniture industry. For us, it was a privilege to be around all that makes this industry such a thriving sector, and to join in with the anniversary celebrations — albeit not quite to Parker Knoll’s figure. We were pleased to highlight that 2020 will be Cabinet Maker’s 140th year. As the remainder of this year unfolds, so will plans of how we will be celebrating our historic milestone. All I can say for now is watch this space!
of the January Furniture Show 2019 as well as a host of features from businesses that exhibited, including the return of the ‘Diary Of A Show Girl’ entries from Westbridge Furniture. Lady luck was with the company throughout the show and even at the postevent trip to the casino! Also sharing their show success are Sweet Dreams, Bazaar Group, Kelston House, La-Z-Boy and Vogue Beds, with the latter signing off by revealing some exiting news within its adjustable collection. Furniture To Go recap on a busy 2018 as well as unveiling the details behind its new partnership. From one event to the next, the London Fabric Show returns to Chelsea FC’s Stamford Bridge next month with this week featuring what to expect to see as plenty of ‘Choice and Colour’ take centre stage. It is ever so easy to jump on a bandwagon of ‘doom and gloom’, especially when times are tough. As Ebrahim Patel, managing director of Vogue Beds, says within his feature this week, the UK consumer is ‘confidence led’, so keeping consumers in bullish mood will help maintain positive growth. Hopefully Ebrahim is right when he says that the industry will kick on once March is concluded and consumers can begin to feel confident in parting with their cash. If the recent January Furniture Show is anything to go by, I share his confidence that our industry will bounce back from Brexit. Dan Squires Editor
This week’s editorial features a full round-up
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this to expect from A look at what Fabric Show. year’s London
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at Westbridge sales director Nichola Bell, entries. her JFS diary Furniture, shares st
22nd February 2019
British Furniture Manufacturers
recent January A recap on the 2019. Furniture Show
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NEW IN for SS19 Launching brand new products for SS19 in all our ranges of furniture, home accessories, lighting, made to order, soft furnishings and wall décor.
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INSIDE THIS WEEK’S ISSUE NEWS
06
FEATURES FEELING POSITIVE
24
Cabinet Maker recaps on the recent January Furniture Show 2019.
ALL EYES ON AYLA
34
36
40
Cabinet Maker takes a look at what to expect from this year’s London Fabric Show.
DIARY OF A SHOW GIRL 2
TIME TO ADJUST
54
Cabinet Maker caught up with Vogue Beds managing director Ebrahim Patel following the recent January Furniture Show.
PRODUCTS
56
Sherborne Upholstery.
42
Nichola Bell, sales director at Westbridge Furniture, shares her diary entries during this year’s January Furniture Show.
RECORD BREAKER
52
Furniture To Go unveils its new partnership following a busy 2018.
Cabinet Maker catches up with the students of the recent Heico Competition that were unveiled during JFS 2019.
CHOICE AND COLOUR
48
La-Z-Boy UK enjoyed a successful JFS as brand prepares for upcoming global events and starts production of its 2019 models.
PROUD PARTNERS
Philippe Galland, head of marketing at Bazaar Group, shares his success story following a debut JFS appearance.
AND THE WINNER IS…
IN WITH THE NEW
LAST WORD
58
Mike Clare, furniture industry professional, has the Last Word.
36
44
Bed manufacturer Sweet Dreams reflects on its sweet success following the recent January Furniture Show.
A BIG THANK YOU
46
Following a successful JFS, Marius Verwijs, of Kelston House International, thanks their loyal customers for visiting its stand.
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40
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Heritage department store retailer Bennetts has entered administration. Paul Mallatratt and Louise Freestone, both of Bridgewood Financial Solutions, were appointed joint administrators of Bennetts (Irongate) Limited, which trades as the Bennetts Department Store in Derby and Ashbourne. The business continues to trade as a going concern while all options are explored, including a sale. Five redundancies have already been made.
Panel production specialist Aquapac Ltd has been recognised as one of the ‘most exceptional’ businesses in the UK. Aquapac Ltd has been named one of just three finalists across the UK for the Growth award in the Citi Microentrepreneurship Awards, funded by the Citi Foundation. The winners will be announced on 13th March at an awards ceremony in Liverpool.
Electrical guide
NEW CFO
FIRA has published ‘Electrical accessories incorporated into furniture — a guide to the UK Regulations’. The 66page guide is the third in a series of publications concerning electrical components in furniture. The new publication is aimed at designers and manufacturers of furniture incorporating electrical accessories.
Dunelm has confirmed the appointment of Laura Carr as its new chief financial officer (CFO). Laura officially joined the business in November. Dunelm also confirmed that Rachel Osborne stepped down as a non-executive director in August, following her appointment as CFO of a competing business, with the search for her successor currently under way.
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Family furniture business mourns loss of former MD Independent furniture retailer Hopewells Furnishers has confirmed that its former managing director, John Hopewell (above) has sadly passed away, aged 90. John had worked at Hopewells Furnishers since 1949 after his National Service, becoming managing director and then chairman before retiring in his late 70s, although keeping an active interest in the business. He was an early pioneer in the importing of Scandinavian design into post-war Britain, originally by rail. As a passionate believer in good, modern design, he remembered the excitement of the Festival of Britain, the Brussels World Fair and seeing for the first time the Charles Eames Lounge chair in the 1950s, of which he finally bought one for himself 20 years ago. He steered Hopewells as a beacon of style, recognising the merits of continental suppliers such as Ligne Roset and Hulsta in the 1970s, which still maintain large studios. He served on various trade boards, and as a director of Green Group Furniture and a founder member of Furniture Traders.
w www.hopewells.co.uk
MANUFACTURE
Sales growth Furniture supplier Seconique has reported a return to sales growth with turnover up by 1.2% to £24.2m for the year ended 30th June 2018. Pre-tax profit was down from £2.2m to £1.8m as continued uncertainty around Brexit and the devaluation of sterling led to increased costs of furniture imports. Looking ahead, the company expects to see the benefits of relocating to its own newly-developed site. 22nd February 2019 | 06
Project complete Furniture Fusion has completed its recent project to design and furnish the Shoreditch headquarters of music-streaming tech startup Keakie. Designed in-house, the Furniture Fusion team refreshed both floors, featuring retro Tonella sofas and lounge chairs, which were custom-made. Upstairs there is a meeting room featuring a bespoke table as well as space for hot desking and collaborative working.
TEXTILE FIRM COMPLETES MBO DEAL Textiles supplier Brook International has been sold in a management buyout (MBO) with Chris Drury and Chris Melia taking over as joint managing directors. Both have been with the company in senior roles, as sales and commercial manager for seven years and as company accountant for 17 years respectively. Former managing director Andrew Brook will remain within the business to help support the transition and aid future growth. In a press statement, Chris Melia said that the takeover marked the beginning of an exciting period for the business.
w www.brookinternational.com
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Furniture retailer embraces new technology British furniture and homeware retailer Heal’s has improved online conversions and reduced cart abandonment with a solution from BounceX, a leading behavioural marketing technology provider. Heal’s recognised that customer-buying journeys often took longer, especially due to the big ticket nature of its high-end collections. In fact, nearly half of the purchases on Heal’s website involve three or more sessions, often across more than one device, before conversion. BounceX deployed its email capture techniques and proprietary identity resolution technology, allowing Heal’s to increase visitor recognition across devices, sessions and browsers by around 300%. David Kohn, customer and eCommerce director at Heal’s, explained: “With this partnership, we’re able to deliver relevant, motivating messages to prospects wherever they are in the sales journey, and the continuity of messaging across devices and sessions means they get a consistent experience. “BounceX’s technology was able to start linking different device journeys and identifying customers, not only on a single device, but across all their devices. This gives a greater idea of where the customer is in the journey.”
w www.heals.com
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NEW PARTNERSHIP SUCCESS DURING JFS A new partnership between Mammoth and Celebrity Motion Furniture was officially launched during the January Furniture Show 2019. The collections, which now exclusively feature Mammoth’s Medical Grade™ Foam technology, were showcased for the first time at this year’s exhibition, held at the NEC in Birmingham, and received high praise from retailers visiting the stand. Mammoth has introduced its unique pressure-relieving seating technologies as standard, and at no extra cost to the retailer or consumer, in five of Celebrity’s best-selling Rise and Recline styles. Celebrity Furniture now manufactures the only seating to feature Mammoth’s NHS health award-winning technologies, recommended by health professionals and in partnership with the Chartered Society of Physiotherapy. John Tuton, founder and managing director of Mammoth, said: “Retailers can offer their customers, many of whom are living with mobility issues, a product that has the backing and endorsement of a wide range of health professionals.” Wayne Hollis, Celebrity managing director, said: “You need only look at the partnerships Mammoth has forged to see that they leave no stone unturned in their quest to make a difference in people’s lives. We are excited about the potential of this partnership and delighted by the feedback it received from retailers at the January Furniture Show.”
w www.celebrity-furniture.co.uk 22nd February 2019 | 07
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YORKSHIRE CABINET MAKERS PARTNER WITH FOOTBALL CLUB A dedicated team of cabinet makers, specialising in a range of products from kitchens to bespoke wine cellars, has strengthened its ties to the Yorkshire sporting community by forming an official Business Club partnership with Leeds United Football Club. Gaining the opportunity to showcase the Watkinson Joinery name in front of more than 30,000 fans each matchday, there is also potential for the business to be broadcasted to a national audience.
Team GB confirms partnership with bed retailer Team GB and Dreams have confirmed a new partnership, which will see the bed retailer become the official sleep partner for Team GB up to and including the Tokyo 2020 Olympic Games. With the Games under 20 months away, Dreams and Team GB will work closely together to further prepare for Tokyo 2020, specifically looking to help the athletes sleep, rest and recuperate. Double Olympic gold medal-winning rowers Helen Glover and Alex Gregory (above) visited Dreams HQ, Bedquarters, to help launch the partnership. Team GB and Dreams sights are firmly set on planning for Tokyo 2020, with the first activation of the partnership due to land around 500 days to go in early March. British Olympic Association chief executive Bill Sweeney said: “We are very proud and excited to announce that we will be partnering with Dreams, a well-known, respected, and marketleading British manufacturing and retail brand. “Planning for Tokyo 2020 is well under way and to have their support ahead of the Games is key given our reliance upon our commercial partners to fund the support programmes for Team GB athletes.”
w www.dreams.co.uk
MANUFACTURE
EXPORTS EXPECTED TO GROW AS DEMAND RISES FIRA has published its annual ‘Statistics Digest for the UK Furniture Industry,’ revealing continued growth in demand for furniture and furnishings, with consumer expenditure in this group being almost £17.5bn in 2017 — exceeding all other spend in the household goods sector and representing an increase of 21% from 2014. Exports have gradually increased since 2012, peaking at £1.136bn in 2017 and representing a 12% increase on 2016 figures. Estimates for 2018, based on extrapolations from November 2018 data, are that this figure could be as high as £1.208bn, equating to a year-on-year increase of 6.3%. More detailed analysis will feature next month.
w www.fira.co.uk 22nd February 2019 | 08
By becoming Leeds United Business Club partners, Watkinson Joinery has enhanced its connections to local sporting institutions, with prior links to Yorkshire County Cricket Club through its sponsorship of England Test cricket captain Joe Root and Karl Carver, the brother of a Watkinson Joinery employee. Founder of the business, Ian Watkinson, is also keen to contribute towards sport at an amateur level, with the company sponsoring Sessay CC and Sessay CCFC, as well as the Hambleton Junior Cricket League. Ian said: “Being linked to a high-profile club, gets our name out there. You’re getting yourself out there with things that have a lot of people following them or looking at them, and there’s a good chance of being seen. It’s another point of contact.”
w www.watkinsonjoinery.co.uk
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Simba cuts valuation; seeks fresh cash injection Boxed mattress business Simba Sleep has slashed its valuation for the second time as it looks to raise new funds. According to Sky News, Simba has reduced its valuation to just £20m as it aims to raise £10m. The valuation represents less than a sixth of the company’s value it stated in November at £125m, which was lower than its original figure of £200m, and is a some way off of its £1bn value it hopes to achieve over the next few years. The report states that new chairman Allan Leighton and shareholder Nigel Wray, Saracens rugby club owner, have already pledged £5m along with other board members, with the remaining £5m being sough from other shareholders. Simba said that the fundraise will help the brand return to ‘profitability’. Steve Reid, Simba’s co-founder and chief executive, told Sky News that the funding environment became increasingly challenging due to numerous external factors, which included macroeconomic and political uncertainty, as well as the decline in the market capitalisation of other e-commerce and direct-toconsumer businesses.
w www.simbasleep.com
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www.satra.com furniture@satra.com Tel: +44 (0)1536 410 000
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Furniture retailer delivers growth as store network builds Furniture and homewares retailer Dunelm has reported a growth in half year sales and profits. According to its latest trading update for the 26 weeks to 29 December 2018, total sales rose 1.2% to £551.8m from £545.4m, with like-for-like sales up by 6.9% as both instore and online revenue increased by 3.8% and 35.8% respectively. Gross margin improved from 48.6% to 50.3%, whilst pre-tax profit resulted at £70m, up by 24.3% compared to its profit of £56.3m. Stated within its report, Dunelm said that it expects to open three to five stores per year, aiming for full coverage in the UK at around 200 stores. One new store (a relocation) is committed for the second half and discussions are under way on a number of sites for FY20 and beyond. Dunelm also aims to complete one more major refit before yearend (and a number of smaller ones) and will continue to test and learn with regard to the layout and service proposition offered in our stores. Nick Wilkinson, chief executive officer, commented: “The likefor-like revenue growth, both in stores and online, demonstrates the progress we are making in improving our multi-channel proposition while maintaining the breadth and depth of our specialist customer offer in homewares. “As previously highlighted, we are cautious about the outlook for the remainder of the financial year due to the continuing political uncertainty in the UK.”
w www.dunelm.com
MANUFACTURE
PROFITS MORE THAN TREBLE Direct-to-consumer kitchen and bedroom furniture manufacturer Starplan has reported a third consecutive year of turnover growth. According to its latest filed accounts for the year ended 30 April 2018, total sales rose by 2.8% to £17.9m from £17.4m from in 2017. The uptick in performance was its highest sales since 2013 when sales reached £17.1m. Gross profit remained at £10m, whilst pre-tax profit resulted at £788,007, returning to growth by 280.6% compared to its profit of £207,709 recorded last year. Stated within its strategic report, the company said that net assets had increased to £12.2m from £11.7m, and that it was ‘satisfied with the results’ for the year.
FITTINGS FIRM CONTINUES CHARITY SUPPORT Furniture fittings specialist Häfele UK has raised almost £30,000 for Macmillan Cancer Support. The Rugby-based company is on track for its £50,000 fundraising target following its recent campaign that raised £29,520 for the charity. The money was raised over the course of the previous year, with employees (some of whom are pictured above) at every level taking part in a variety of activities to raise money for the cause. Fundraising initiatives included quizzes, raffles, cake sales and various sporting events, with several members of the company taking part in the Great North Run and London Marathon. The company’s fundraising drive is continuing this year, with numerous events including quizzes and a race night planned for the coming months. Diane Rowicki, chairperson of the Häfele Charity Committee, comments: “We are absolutely delighted with the amount raised so far and look forward to reaching our £50,000 target. “It wouldn’t have been possible to raise so much money without the tireless support of our staff, who have really excelled themselves, dedicating so much of their time and energy to all of the fundraising efforts.”
w www.hafele.co.uk
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Furniture prices creep up in January The latest ONS Consumer Prices Index (CPI) for January 2019 saw furniture price rate increase by 0.9% from -0.6% in December. Compared to the same month last year, furniture prices fell by a rate of -4.2% from -5.6% in 2017.
Looking ahead, the business added that it remains ‘confident about the future’ and would continue to invest in ‘people, products and facilities’ in order to support future growth.
Carpets price rate both increased on an annual and monthly comparison, up by 0.2% and by 0.6% respectively.
Based in Dungannon, Northern Ireland, Starplan operates from 10 stores across the UK.
Overall, the 12-month rate was 1.8% in January 2019, down from 2.1%.
w www.starplandirect.com
w www.ons.gov.uk
22nd February 2019 | 10
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Furniture and flooring retail sales down in January
COMPONENTS FIRM MAKES SENIOR TEAM CHANGES
According to the latest January 2019 figures from the Office for National Statistics (ONS), the total value of furniture and lighting sales decreased by 28% to £1bn from £1.4bn in December.
Global hardware solutions firm Hettich Group has expanded its management team following a senior retirement.
Compared to January 2018, furniture and lighting sales were also down by 9% from £1.1bn. Floorcoverings retail sales also reported a decline on an annual and monthly comparison. Sales fell 7.1% to £107.5m from £115.8m last month, while compared to the previous year, sales declined by 18% from £132.4m. In overall terms, the quantity bought in the retail industry during January increased by 4.2% on last year — the highest since December 2016. The total amount spent within retail during the month represented £29.4bn, up by 4.5% compared to 2018. When compared with the previous month, the quantity bought in textile, clothing and footwear stores showed strong year-onyear growth at 5.5%. In January, online sales as a total of all retailing decreased to 18.8% from the 19.8% reported in December.
w www.ons.gov.uk
After 32 years with Hettich, Peter Kuppen retired at the end of 2018 from his role of managing director of Hettich Marketing und Vertriebs GmbH & Co. KG. Hettich has announced Catherine Courcel as Peter’s successor, who officially started in the managing director role on 1st January. Catherine has been with the Hettich Group since January 2001. Until 2008, French-born Catherine was managing director of the subsidiary Hettich France, south of Paris, before moving to Kirchlengern in October 2008 as group process manager at the headquarters of the Hettich Group. She was appointed director international business in October 2010 before becoming regional director of the newly-installed organisational structure in June 2013. In her new role, she continues being responsible for Canada, Australia, New Zealand, Japan, Korea, the UK and Turkey. Peter was also in charge of Hettich’s Office Systems and White Goods segments, which have been taken over by Uwe Kreidel.
w www.web.hettich.com
22nd February 2019 | 11
La-Z-Boy. but not as you know it.
Our 2019 upholstery range includes something for every taste, from our traditional styles to modern off-the-floor designs - all with our famous reclining technology.
Comfort for every occasion.
Whatever your customers’ tastes, there’s a La-Z-Boy suite for their living room.
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Online retailer launches two furniture brands
FLOORING GROUP ENTERS LIQUIDATION
Online marketplace Amazon.co.uk has announced the launch of two furniture brands. Amazon.co.uk has unveiled Movian and Alkove, its first own brands of furniture available in the UK, which includes products for the living room, dining room, and bedroom. In a statement, Amazon said: “The home and interior lines aim to refresh the home with versatile pieces that fit seamlessly into various lifestyles. Lighting, additional home furnishings and textile items will be introduced to the ranges in due course.”
w www.amazon.co.uk
MANUFACTURE
Flooring and wall finishing specialist Chelmer Group has been placed into liquidation. Insolvency firm Parker Andrews was appointed liquidator of Chelmer Group Limited following a creditors meeting on 8th February. Simply Floors and Walls (Essex) Limited and Chelmer Flooring Limited, which are part of the group, are also understood to be facing liquidation. In a brief statement on Chelmer’s website, it said: “The directors of Chelmer Group Limited have instructed Parker Andrews Limited to place the company into liquidation. Correspondence will be sent to creditors of the company in due course.” According to reports, it is understood that the company owed £445,000 to creditors at the time of insolvency proceedings.
w www.parkerandrews.co.uk
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Group reveals new furniture offer Home shopping group N Brown Plc has confirmed a new partnership with Joe Browns as it expands into furniture.
Team Tyne Innovation is made up of Phil Kite, Claire Hughes, Allan Huntly and Steve Sidaway.
Fashion business Joe Browns is to enter the furniture and homewares market by launching a collection with N Brown’s JD Williams and Fashion World websites.
ROWERS BREAK RECORD WITH HELP OF MAMMOTH
Set to launch next month, the collection features 49 products and will include furniture for the bedroom and living room, as well as other product categories within soft furnishings, bedding and accessories.
Health and wellbeing company Mammoth has supported a group of North East rowers who successfully completed a 3,000 mile Atlantic Challenge.
Commenting on the partnership, George Kowalik, lead designer at Joe Browns, said the move was to offer its customers more choice in the home as well as their wardrobes.
It was a dream ending to one of the world’s toughest challenges for Team Tyne Innovation as they entered the record books to become the fastest mixed four to cross the Atlantic. The team, who reached the end point of the Talisker Whisky Atlantic Challenge in Antigua late last month, after 42 days and 10 hours on the ocean, were helped on their way by a range of innovative North East companies, including Mammoth.
Paul Tattersall, head of buying home and gift at N Brown, added that the move is expected to be really popular with its customers with the exclusive collection set to launch on 4th March.
Mammoth created and fitted the specially-designed mattresses, including unique Medical Grade™ Foam and PostureCell® comfort technologies, into the boat’s tiny cabins. Team Tyne Innovation skipper, Phil Kite, said: “It was an incredible adventure, helped greatly by the support of our sponsors. Having our Mammoth beds in the cabins was a huge help. Our cabins were tiny, but the Mammoth mattresses packed a whole lot of comfort into slimmed down versions, which were specially designed to fit.” John Tuton, founder and managing director of Mammoth, said: “We would like to say a huge congratulations to Team Tyne Innovation on their incredible achievement. We are very proud to have played a small part in their journey to success.”
w www.teamtyneinnovation.com 22nd February 2019 | 16
w www.nbrown.co.uk
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SALES SURPASS £30M AT SOFT FURNISHINGS FIRM Soft furnishings supplier Rectella Limited has reported a fourth straight year of turnover growth as sales rose by 18.5% to £30.7m from £25.9m in 2017, with UK sales up 17.5%. According to its latest filed accounts for the year ended 30th April 2018, the company, trading as Rectella and Julian Charles, also saw growth across Europe, up by 62% to £589,537. Pre-tax resulted at £95,195, down from £404,811 last year.
w www.juliancharles.co.uk
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Department store makes first step in refinancing
OFFICE SUPPLIER EXPANDS UK PRESENCE Office furniture supplier Humanscale has announced the opening of its second UK showroom.
Department store retailer Debenhams has announced a new sourcing partnership with Li & Fung.
The new showroom is situated in Manchester, further reinforcing its presence in the North of England.
Debenhams has entered an agreement in principle with Li & Fung, the world’s leading supply chain solutions partner for consumer brands and retailers, to develop a strategic sourcing partnership.
This is Humanscale’s second showroom in the UK this year, after moving to a new flagship space in the heart of London’s design quarter in Clerkenwell.
This agreement is expected to cover a material part of its own-brand sourcing over time and will deliver benefits through improved product quality and lead-times, higher achieved margins, and better working capital efficiency.
Humanscale, which specialises in office furniture and equipment from its New York headquarters, has been operating in British market since 2001 and was the first outpost beyond North America.
In an update on discussions with its lenders, Debenhams has also agreed an additional 12-month senior secured credit facility with certain of its current Revolving Credit Facility (RCF) lenders and Noteholders, together with the waiver and amendment of certain RCF covenants.
Ever since, the UK capital has had a key role in the business, acting as the catalyst to grow the brand internationally. , Humanscale also has plans to expand outside the UK with new showrooms to open in its native New York, as well as in Paris and Dubai.
This additional facility fully utilises permissions within the terms of the current RCF and the Notes and provides £40m of increased liquidity headroom, as the company looks to keep the business on a “stable footing for a sustainable and profitable future.”
w
Pakize Nasuh, managing director of Humanscale UK and Ireland, said: “I am delighted that we will be able to communicate our important message effectively to even more people.”
w www.humanscale.com
Lebus JFS Advert artwork 188 x 128 (Sofa) Dec 2018 v2 copy.pdf www.debenhams.com
Comfort
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Sophistication
Lebus Upholstery Ltd, Queensway Ind Est, Dunlop Way, Scunthorpe, Lincolnshire, DN16 3RN, United Kingdom
For more information contact: t. 01724 407 751
e. sales@lebus.co.uk 22nd February 2019 | 17
Thank you to our customers for supporting us at the January Furniture Show 2019 and making the show a huge success.
www.alstons.co.uk
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Online group appoint new CTO
CONTRACT FIRM EXPANDS KITCHENS MARKET
Online shopping group Shop Direct has announced the appointment of Andy Burton (left) as its new chief technology officer (CTO). Shop Direct, which operates through online brands including Very. co.uk, Littlewoods.com and VeryExclusive.co.uk, confirmed that former Sky Betting and Gaming CTO has also been appointed to its executive board. He will join the business in May 2019 and report to the company’s group chief executive, Henry Birch. In his new role, Andy will lead Shop Direct’s 275-strong technology team as it continues to transform its technology and platforms. Andy will join Shop Direct from The Stars Group, a global leader in online gaming, where he became a director following the company’s merger with Sky Betting and Gaming in 2018. Continuing its investment in technology leadership, Shop Direct has promoted former head of IT architecture and engineering Karl Wintrell to technology director, responsible for data science and strategy, and tech engineering and architecture. Interim CTO, JM Domaingue, will also take up the role of technology director, leading technology operations including information security. Karl and JM will report to Andy, and jointly oversee the technology team prior to his arrival. Andy commented: “Shop Direct is hugely ambitious and has a track record in delivering successful transformation through tech. The business has achieved so much in a short time but there’s still a lot of work to do. I’m delighted to have the opportunity to be part of the next chapter. The best technology innovation, culture and talent will play a massive part in that.”
w www.shopdirect.com
MANUFACTURE
UPHOLSTERY BUSINESS TO EXPLORE EXPORTS Upholstery manufacturer Kingcome Sofas Limited has reported a return to turnover growth. According to its latest filed accounts for the year ended 30th April 2018, total sales rose 13% to £2.6m from £2.3m in 2017, marking a return to growth from its decline of 11% in 2016. UK sales, its primary market, experienced growth by 9.5% to £2.3m from £2.1m, whilst EU also increased by 41.7% to £309,000 from £218,000. USA sales rose to £18,000 from £1,000, while revenues from the rest of the world declined 61% to £15,000 from £39,000.
Mansfield-based contract furniture specialist Deanestor has announced its expansion into kitchens for the premium build-torent and market sale housing sectors. Following its success in the manufacture and installation of high-quality kitchen furniture across a range of sectors for the last two decades, Deanestor has launched a new service to provide bespoke contemporary kitchens to developers and main contractors for studio and apartment projects for both rent and market sale. Commenting on the new service, William Tonkinson, managing director of Deanestor, said: “We have manufactured kitchens for many years — for hospitals, commercial projects and multioccupancy developments. We are building on this success and experience, with our expansion into kitchen manufacture for high specification build-to-rent and market sale housing. We will work with developers and contractors from the concept design and development stages to manufacture and installation. “We offer ease of procurement and unrivalled project management, combined with a highly flexible approach to manufacturing. This means that we can supply kitchens to meet the precise requirements, architectural design and layouts of major projects — whether new build or refurbishment.”
w www.deanestor.co.uk
RETAIL
Footfall improves but still down High street footfall continued to fall during January, marking a sixth consecutive month of decline. According to the latest BRCSpringboard Footfall and Vacancies Monitor for January, overall footfall fell by 0.7%. High street footfall declined 0.7%, an improvement on December’s decline of 2.1%. This was a lesser decline relative to the previous year when it fell by 1.9%. Northern Ireland saw growth of 4.7%, while Wales, the West Midlands and the South West increased by 3.2, 2.1, and 0.4%, respectively. Retail parks experienced a decline of 0.3% in December, narrowing from a 2.1% fall in November. However, compared to last year, January 2018 footfall increased by 0.9%. Following four consecutive months of decline, the East returned to growth, footfall increasing by 6.7%, the fastest growing region for this shopping location and the largest growth since October 2017 when it grew by 6%. The East Midlands grew as well, at 2.1%. Shopping centres saw a continued fall in footfall of 0.9%, a significant slowdown from its 3.9% decline of last month. January 2019 is now the 22nd month of consecutive decline. Northern Ireland, Scotland and the South West were the only regions to see growth, at 1.7, 0.7, and 0.3%, respectively.
Pre-tax profits resulted at £131,000, growing by almost 500% compared to its profit of £22,000 the previous year.
Overall, three regions experienced growth in January, Northern Ireland, the East and Wales at 3.9 %, 0.3% and 0.3%, respectively.
w www.kingcomesofas.co.uk
w www.brc.org.uk
22nd February 2019 | 20
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RETAIL
Huge fire destroys carpet business property
DESIGN
Showroom revamp Furniture business Cult Furniture has announced the opening of its newly-refurbished showroom in London.
The property of an independent carpet business has been completely destroyed following a large fire. Six crews from the Greater Manchester Fire and Rescue Service attended the fire at Dave’s Carpet Warehouse on Darnley Street, Old Trafford, at around 5am on 8th February. The fire, which is not believed to be suspicious, measured 30m x 30m and around 45 people from nearby properties were also evacuated as a precaution. An investigation into the cause is currently under way. However, due to the extent of the damage caused by the fire, demolition work has taken place to make the building safe. Paul Duggan, group manager for the fire service, said in a short statement: “Crews have done a fantastic job tackling this difficult fire.”
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Situated on Wandsworth Road in Clapham, the showroom has been redesigned and gives customers a glimpse into diverse designs that are made for a variety of different living spaces. The showroom also houses Cult’s interior design service and advice studio, as well as a variety of fabric swatches and samples of products on display.
Commenting on the fire, Dave’s Carpet Warehouse took to social media and said: “The warehouse is currently closed due to the fire on Darnley Street. We do hope to be back to normal as soon as possible but hope you will bear with us. We appreciate your continued support.”
Commenting on the relaunch, Cult Furniture said: “In the showroom, you can find a variety of designs like the beloved Heather range, a collection of sofas and bar stools and a luxurious selection of unique home accessories.
The company added that it was working hard to fulfil all outstanding sales and fits, and that it was still trading.
“If you struggle to shop online because you are unsure if the colour and design are authentic, then this showroom is ideal.”
w www.davescarpetwarehouse.co.uk
w www.cultfurniture.com
The definition of true beauty Inspired by the rich cultures of the North African continent. The Sahara collection is the definition of true beauty. Crafted in wood with clear mirrored panels throughout that has carefully been etched with a delicate quatrefoil pattern that gives this range an exclusive finish. For that extra glamorous finish, storage pieces are adorned with a sparkling crystal handles.
Sahara
For further information visit our showroom or contact us on: 01162875288 www.CIMChome.com
COLLECTION 22nd February 2019 | 21
9 FANTASTIC COLLECTIONS COMING SOON! Will all be available for Next Day Delivery – without an MOQ We are very proud to be launching these collections, and we know that you are going to love them. Each of them tells their own story, with their beautiful yet functional designs. They also have something in common. A modern style, great quality, and a great price point. This product launch is going to be big, and we look forward to you being a part of it!
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JANUARY FURNITURE SHOW 22nd February 2019 | 24
F E A T U R E |J F S R E V I E W 2 0 1 9
feeling
Positive Cabinet Maker recaps on the recent January Furniture Show 2019.
The January Furniture Show 2019 proved to be another successful year with organisers reporting ‘strong results’ across all five halls at the NEC in Birmingham. The four-day event, which took place from 20-23 January, saw exhibitors launch hundreds of new collections and they were rewarded with ‘confident order levels’. Walking from hall to hall, it was clear to see how much hard work had gone into each and every stand, with the plethora of products on display continually prompting the feet to stop to allow adequate time for the eyes to explore. It was Hall 3 that immediately grabbed Cabinet Maker’s attention with all the lighting on show, which — for this year — saw an expanded category and dedicated decorative lighting section, LIGHT@JFS. One company in particular, which is set to feature in CM’s first lighting supplement in next week’s issue, was där lighting. The business showcased new innovations, including its ‘game-changing’ developments in LED lighting. Nicola McGuirk, managing director of the där lighting group, reflected on another successful show for the business: “It was another busy year on our stand. We were very happy with the footfall and the calibre of
Hexagon 3 Light Pendant by där lighting attendee. We’ve been supplying lighting to the UK for more than 40 years, so the show is a great opportunity to catch up with old friends. We have been working with many of our customers for decades and the NEC provides a central location for us to share our latest collections and catch up with our retail partners.” The other new dedicated section was the launch of the sleep-centric BED@JFS.
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Visitors made the most of the four-day JFS event
“THE REACTION WE’VE HAD TO THIS YEAR’S SHOW FROM BOTH EXHIBITORS AND VISITORS HAS BEEN
OVERWHELMINGLY POSITIVE.” In fact, according to organisers, both new sectors contributed to a 5% increase in visitors compared to the 2018 event, with the new Bed Zone showcasing a host of debut exhibitors and one notable high-profile return in the form of Silentnight. Steve Freeman, managing director of Silentnight, who personally exhibited at JFS for the first time as the company returned to the NEC after a 10-year break, commented: “We set some tough objectives that we wanted to meet to support the investment we made and pleasingly we surpassed every one. We were extremely busy across all four days, booking orders, securing new floor distribution within existing retail
partners, opening up new customers and arranging follow-up meetings with many new potential stockists. There was a great feeling of optimism permeating the halls, which generated a very positive vibe. For Silentnight, Sealy and Rest Assured it was a great show.” A popular feature of the Silentnight stand was the testing and development laboratory, one of the few SATRA-approved testing labs in the UK and a visible representation of Silentnight Group’s commitment to quality and the innovation in understanding how to get better sleep. Health, quality of sleep and sustainability were also key themes of a number of products featured on the stand. In keeping with beds, The Shire Bed Company
enjoyed a successful debut at the show, with Fara Butt, marketing director, revealing: “We had a fantastic debut show — celebrating our 21st anniversary. We launched our Heaven7, boutique bedsteads and Italian Edit collections at the exhibition — all seeing a great reaction from visitors. We also had a number of meaningful discussions with some existing and key potential new customers.” Millbrook Beds followed up its September Bed Show success with a positive JFS, with Team England rhythmic gymnast Mimi Cesar taking centre stage at its stand by putting on a great show of skills. Beds and upholstery manufacturer Sweet Dreams announced a number of new launches during JFS. Alongside new products within its typical » 22nd February 2019 | 25
F E A T U R E |J F S R E V I E W 2 0 1 9 upholstery, the company has also launched its new line of living furniture and decorative accessories. These included dining tables, with matching living room furniture, plus occasional tables, and decorative mirrors, clocks and lamps. Its brand new decorative accessories collection consists of five rectangular mirrors, three clocks and three art deco style lamps with square or rectangular shades.
Sealy stand at JFS
Backtracking to Hall 3, but remaining on a beds focus, saw Gallery Direct launch its new Simply Sleep brand — as revealed in last week’s issue. Also on the Gallery stand, which again stood at two levels, were new designs Rest Assured
across multiple product categories as well as its sofa beds collection, which continued to perform well from its debut showing during last year’s Bed Show. And while Cabinet Maker was being shown around the stand, Gallery gave us a unique insight into its research and inspiration methods, which sees the business travel to pretty much every corner of the globe. Some behind-the-scenes snapshots were a picture to say the least, which is why Cabinet »
Windermere by Sweet Dreams
22nd February 2019 | 28
Everyone’s a winner with Wiemann’s winning ranges!
Monaco
Stand out from your competitors with Wiemann’s award-winning Monaco. “Why has no-one done this before to this standard? It’s a revelation – and it’s seriously practical. From the unobtrusive lighting to the size and scale, this is seriously practical, giving complete access to the whole wardrobe, and it’s flexible enough to create cracking in-store displays, no matter the space.” The 2019 Judges.
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CM Full page Wiemann Feb19.indd 1
14/02/2019 15:12
F E A T U R E |J F S R E V I E W 2 0 1 9 Top left: Holiday winner Catherine Taylor Bottom left: Parker Knoll’s 150 year stand celebration Below: JFS director Cleere Scamell and CM editor Dan Squires present winners
Anniversaries highlighted at the January Furniture Show January 2019 Maker intends to explore their journeys further in an upcoming issue. In the other show areas — Premium Design, Living, Dining and Bedroom and Interior Accessories — the high quality of the retail buyers throughout was constantly commented on, as was their eagerness to buy — given strong trading leading up to Christmas and into the New Year sales period. Before day four had started, Karl Walker, managing director of Lebus, which exhibited in Hall 5, said: “We’re having a cracking show! The buyers are in positive mood and they’re loving our new products.” This was echoed by Sherborne Upholstery, which also had a good show that saw the launch of several new products, including a new fabric suite in two sizes, alongside a new range of rising recliners. Sherborne even dedicated an entire part of its stand to its riser recliners to re-emphasise how many fabrics, leathers and features it has across such a wide range of products. It was certainly eyecatching. That’s not all. Sherborne revealed some additional changes to its adjustable bed mattresses by offering a new range of sprung mattresses that are specifically designed for adjustable beds. In Hall 4, Steve Lamb, UK sales director of VIDA Living said: “It’s been non-stop from start to finish. We’ve been constantly busy and our new table sets have been show winners.” Meanwhile, in Hall 1 — and charting 150 22nd February 2019 | 30
Calia Italia Belle Epoque
years of producing and selling UK-made upholstery — Parker Knoll got its celebrations off to a fine start with sales across the board for its new models. Head of marketing Meisha-Grace Nicely said: “We’ve had a great response to our new models, which contain elements of Parker Knoll’s famed history. We were delighted to win an award and at this show we have definitely proved that the brand still has plenty of longevity.”
From one anniversary celebration to another — albeit a year early — our Cabinet Maker stand in Hall 2 received positive feedback as we explored the decades of historical events since 1880 as we prepare for our 140-year anniversary in 2020. And what better way to kick-off celebrations than to hold a competition to send one lucky winner, and wider family or friends — or indeed
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colleagues — to sunny La Manga in Spain. The three winners were picked at random by January Furniture Show director Cleere Scamell, with first place for the holiday going to Catherine Taylor, from AGTC Brands. Second place for the paintball experience went to Shane Allard, from Upholstery by Shane Allard, while third place for a year’s free subscription to Cabinet Maker magazine (arguably the best prize out of the bunch) went to Rory Smyth, from Mid West Furniture. Thank you to everyone who took part and we hope you all enjoyed the show. Congratulations to the winners! Hall 2 also featured Nordic-C UK, with the company ‘delighted’ at how the show went, as Simon Orr, director, explained: “As well as the orders taken and positive enquires received, it was the understanding retailers had of where we were positioning our products in the market and the defined areas we were targeting that gave us a great deal of encouragement.”
Peter Andersson, director, added: “Given the economic and political uncertainty we were delighted with the positive outlook of people we spoke to and based on this we are very confident in having a successful launch, having already established a number of key business partnerships.” As the Cabinet Maker team continued to explore the halls, other stands that caught the eye included Westbridge Furniture, which was continuously busy throughout, Baker Furniture, Calia Italia, ercol, Bazaar Group, Rowico, Wiemann, Mason and Pearl, Alstons, La-Z-Boy, Skovby, Heritage Furniture, Health Beds and Celebrity, with the latter unveiling the launch of its official partnership and collaboration with health and well being specialist Mammoth. The British Furniture Manufacturers Association (BFM) was in full praise of the event, which marked the first industry outing in the hot seat of BFM’s new managing director, Nick Garratt. He gave a rave review of the show: “My
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thoughts on the approach to January was that I would take the time to visit every attending member, to introduce myself and find out more about each member. However, upon arrival, I struggled to talk to a huge number of members due to the stands constantly being full of potential buyers. “By the end of the fourth day, I had managed to speak to a majority number of exhibiting members and it seemed that everyone had experienced an astonishing show. One member stated that they couldn’t remember the show being so triumphant in the last six years! Feedback from retailers »
Loft by Wiemann
22nd February 2019 | 31
F E A T U R E |J F S R E V I E W 2 0 1 9
BFM congratulate Larraine and Theresa of Clarion Events on such a successful last January Furniture Show
and visitors was also full of praise concerning the high quality of the stands and that the investment into presentation was terrific. “This is all testament to the hard work and organisation from Clarion Events. We would like to say a huge congratulations and thank you to Theresa and Larraine for their years of hard work and support, as it was sadly their last ever show with Clarion. We also look forward to the years to come, working with the new management team who will, I’m sure, encourage the continual growth of what has become such an iconic event in the furniture calendar, and of which we are honoured to be partners.” In fact, as event director Cleere Scamell sums up, the 2019 edition saw many new
Celebrity Motion Furniture with Mammoth 22nd February 2019 | 32
Boutique Bedsteads by Shire Beds
innovations and was an overall success. “The reaction we’ve had to this year’s show from both exhibitors and visitors has been overwhelmingly positive,” said Cleere, continuing: “We’re delighted with the great support from our exhibitors who build amazing stands and present inspired new product collections so thoughtfully — together with the huge support from buyers who come in their thousands to source everything they need for their stores, projects and contracts. We’ve already started planning JFS for 2020 and intend to make it even better.”
And on that note, it is worth pencilling in the official dates for the 2020 event, which takes place from Sunday 19th to Wednesday 22nd January. See you next year where Cabinet Maker will be making an even bigger splash to celebrate our 140th anniversary.
w www.januaryfurnitureshow.com
F E A T U R E |B A Z A A R Ayla Dune Chair in Moonlight Chenille
Philippe Galland, head of marketing at Bazaar Group, shares his success story following a debut January Furniture Show appearance.
British soft seating manufacturer Bazaar Group enjoyed a successful debut at the January Furniture Show with the launch of its eye-catching first in-store retail collection Ayla. The Northumberland-based company secured a number of orders at the show and is in promising negotiations with several more retailers ahead of its May product launch. Bazaar believes an increase in urban living, smaller living spaces and changing lifestyles is creating a demand for more adaptable furniture in stores. Ayla’s pieces have been created to have smaller footprints to fit in with the decreasing size of living spaces. They are design-led with fluid shapes featuring flowing curves, tactile fabrics and on-trend colours selected to complement a variety of interior styles 22nd February 2019 | 34
and rooms around the home. The collection features seven pieces — Horizon Lounger, Dune Chair, Drift Chair, Oasis Loveseat, Oasis Snugchair, Mirage Pouffe and Halo Pouffe. Philippe Galland, head of marketing, told Cabinet Maker: “The JFS was a fascinating experience for us and we had a very positive and successful show. “We were obviously pleased to secure orders, but it was also extremely useful to gauge the reaction to the products and we were grateful for all the constructive feedback we received. It was incredibly satisfying that so many people understood what we were trying to do. “The concept resonated with retailers, as they experience first-hand the problems urban consumers face. They recognise a need for good design, innovation and small footprint
furniture, as well as the added benefit of our flexible delivery options. “Many appreciated the opportunity that the smaller footprint pieces can offer with incremental sales at minimal risk. Ayla’s designs can complement, rather than replace, existing displays as well inhabiting ‘dead space’ in store. “It also creates an opportunity to freshen up their stores and pull in a different type of customer.” The Dune Chair stole the show, with its unique shape piquing interest, closely followed by the Oasis Snugchair — a piece that needs to be used to be truly appreciated, as the soft-fill moulds to the body providing both support and comfort. Philippe added: “Another thing about the
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Ayla Horizon Lounger
show that really hit home was the surprise and pleasure when visitors realised we are a British company. “Being in Hall Two, which is traditionally more design led with a European flavour, many visitors who came to our stand assumed we were based abroad. Having well designed, British-made pieces was a genuine selling point.” Bazaar Group is already well-established as a leading specialist in the soft seating category, with brands including Icon and Eden Learning Spaces. The group believes that with traditional in-store retailing in the home interior sector still commanding 80% of all sales, despite the growth of online, there is a clear gap in the market for stylish furniture with a smaller footprint. The size of the average British living room has shrunk by a third since the 1970s — but furniture hasn’t. More than 80% of the UK population now lives in urban areas and the booming rental sector also means people move more frequently — and they need furniture that will easily move too.
“IT WAS INCREDIBLY SATISFYING THAT SO MANY PEOPLE UNDERSTOOD WHAT WE WERE TRYING TO DO.” through various routes to market. It has doubled its workforce every five years, and now operates from a 42,000sq ft commercial premises in Northumberland.
Launched in 2005, the company began when owner and creative director Jayne Dolder recognised an opportunity to evolve soft-fill contemporary seating and began selling to her friends and family.
The company is now using the feedback to refine the pieces ahead of the May launch and has already started its 2020 product development.
Since then, the self-funded company has quietly been leading innovation in the soft seating category, enjoying significant growth
w www.bazaar-group.co.uk
Ayla Soft Collection
From top, Ayla Drift Chair. Oasis Snugchair and Mirage Pouffe. Unbuttoned Mirage Pouffe.
22nd February 2019 | 35
F E A T U R E |H E I C O F A S T E N E R S C O M P E T I T I O N Tilly Farmery won the competition for a second successive year
And the winner is... Cabinet Maker catches up with the finalists and winners of the Heico Fasteners Competition who were unveiled during the January Furniture Show 2019.
Susan Ingram
Debbie Jordan
The January Furniture Show 2019 was once again the perfect platform to unveil and showcase the winning designs of the latest Heico Fasteners Competition. The Heico Competition is run in partnership with the Association of Master Upholsterers & Soft Furnishers (AMUSF) and the BFM and is open to students studying the Diploma course at AMUSF Certified Training Centres, with this years finalists coming from the Upholstery Skills Centre and the London Metropolitan University. 22nd February 2019 | 36
The overall winner was Tilly Farmery for her chair / cabinet design. In fact, Tilly has now won the competition two years in a row and becomes the first ever student to achieve
this in the competition’s 10-year history. The other main accolade went to Beth Buchanan, who won the British Furniture Manufacturer’s (BFM) Joan Milton Award
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Beth Buchanan won the BFM Joan Milton Award Left: BFM MD Nick Garratt presents the award
for her chair with lighting fixture. This award went to the product that is most likely to be mass manufactured. The runners-up included Debbie Jordan for her guitar-shaped chair and Susan Ingram for her Count Me In sensory chair. Cabinet Maker sat down with all four in a quick-fire Q&A. How was the process behind the production? Tilly: I did a lot of sketches in the early stages to try to design a chair that reflected the 1920s’ era. Once I was happy with the design I make some paper and cardboard mock ups to see if the cabinet would work. Mark at the Upholstery Skills Centre kindly made these into wood panels so then I had my frame to work on. There was a certain amount of planning before it came together, but a lot of discoveries along the way!
Beth: It was great fun but full of unexpected problem solving! With the help of my tutors I moved the back rail of the chair forward to make space for the bookshelf, and fixed a sheet of flexible ply to the seat and back in order to create both the curved shape of the chair and also the wooden back of the bookcase. After this, the deep button was the next challenge as I needed to fix the buttons to the plywood without coming through the back of the plywood into the book case, but it worked out after lots of trial and error.
Debbie: It is very different to design something and it’s another matter to put that design into true form. I found out how to try to get the balance between creativity and achievability. However, it was rewarding to challenge myself to deliver the end result.
What inspired you to create your design? Tilly: The 1920s is one of my favourite decades. The designs and styles are so iconic of the era and ooze with sophistication and glamour. In America it was a tough decade consumed by the Great Depression and fierce gang brutality. Despite this, it was a celebratory decade, people had survived the Great War and they wanted to live life to the fullest. I wanted to design a chair to celebrate the striking deco design and remember the fabulous Speakeasies, where Americans danced and drank their worries away, hidden from the law.
Susan: This worked well although what you imagine and put on the mood board at times is not so easy to actually make to gain the desired effect that you see in your mind. Thinking around the issues to transfer the image into an item of furniture was a learning curve, but one that helped build confidence that can be taken forward when working on other projects.
Debbie: I have a passion for country music and I thought I could showcase some associated physical design elements with this project, from the cowboy boots with decorative stitching to rhinestone shirts and decorated guitars. Susan: I have worked with children with special educational needs for a number of years and wanted to create a piece that was bright that a child with a visual impairment would find inviting. Children will explore regardless of disability and it is lovely to see their faces light up when they discover something new, such as a sound or texture. Although I think this chair would appeal to all children. Beth: I’ve always loved the look of Chesterfields and the idea of having a library chair, but like lots of people I know space, or lack of, is an issue! So I wanted to try to add more function to a classic idea by hiding a bookshelf in the outside back and attaching an adjustable lamp to the side of the frame. What did you enjoy most and what do you plan to do next? Tilly: I loved developing the idea and » 22nd February 2019 | 37
F E A T U R E |H E I C O F A S T E N E R S C O M P E T I T I O N
Presentation celebration on the Heico stand during JFS
seeing it come into fruition. The final steps, dressing the chair and putting on the doors were real ‘icing on the cake’ moments, finally seeing it from the initial sketches. I’m trying to get as much experience as possible. I’d love to be more confident and ambitious to take on jobs that intimidate me. Debbie: I really enjoyed the challenge of building the chair, working out how Heico’s fittings and fastenings could embellish the design. Now that I have finished the AMUSF Diploma, I aim to be taking this forward on a professional level, broadening my client base and developing the upholstery skills that I have learnt and practised.
What was the feeling behind being able to exhibit at JFS? Tilly: It’s a wonderful feeling! Very humbling to have something I made amongst so many great products and inspiring companies. It’s very flattering (on winning). There were so many wonderful designs I was bowled away by, it’s incredible to see what people come up with and I was amazed to be picked. Debbie: I felt nervous, but very proud that my chair was one of the winners and on display at the eye-catching Heico stand. The colourful backdrop caught the attention of many visitors and was a great showcase opportunity.
Susan: To be able to be imaginative, creative and to push the boundaries. I plan to go on and do Stage 2.
Susan: It was a great feeling of achievement, something that was unexpected but very proud.
Beth: The bit I always enjoy the most is choosing what fabric to cover a chair with and seeing it come to life when the covering fabric goes on. I’m hoping to finish my AMUSF Diploma in July and my long-term goal is to set up my own business. Until then, I’m hoping to find work with an upholsterer so that I can continue to learn and build on the experience I’ve gained during my course.
Beth: Being able to exhibit my chair at the January Furniture Show was really exciting, especially as all the other chairs that were entered into the Heico competition were of such a high standard. It was great inspiration too; hopefully I’ll be back again one day!
22nd February 2019 | 38
Each product looked stunning, with Stuart Elmy, marketing manager at Heico Fasteners UK Ltd, full of praise: “This year’s entries
were incredibly creative and every year we continue to be amazed by the imagination and innovation of the students’ designs, which showcase our decorative nails, buttons, legs and brass castors. “The winning chairs were very popular on our stand. Visitors loved the unique designs and were really impressed by the quality of the students’ work. The awards ceremony always draws a crowd and is a great way to celebrate the students’ achievements. The competition was a great success and we are already looking forward to seeing next years’ entries.” Yvette Dearden, one of the directors at Upholstery Skills Centre, concluded: “We’re incredibly proud of our students and what they have achieved this year. They all worked so hard to make these high-quality pieces and we are delighted that they have been so successful. This competition gives the students the opportunity to be really creative, while at the same time it challenges them at every stage to use a range of high-level skills in making their designs a reality.”
w www.heico-direct.co.uk w www.upholsteryskills.co.uk
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
F E A T U R E |L O N D O N F A B R I C S H O W
Choice
Colour
and
Cabinet Maker takes a look at what to expect from this year’s London Fabric Show.
This year’s London Fabric Show will be awash with new weaves and patterns in every kind of fabric — from pretty, light cottons to rich, heavy jacquards — and they will be shown by 38 of the best fabric producers from across Europe. Taking place on Monday 4th and Tuesday 5th March, the BFM (British Furniture Manufacturers Association) show returns to Chelsea FC’s West Stand in Fulham.
Registration is now open
Fabric producers don’t stand still, continually creating new designs in a myriad of colours and developing new fabric technologies to make fabrics more durable and aesthetically pleasing for longer. Renowned for their expertise and the beauty of their fabrics, 11 of the famed Flemish producers from Belgium, including new exhibitor Ragolle Fabrics, produce luxury
Arruma Trapos
jacquard fabrics in a diverse range of patterns. Like most of the other Belgian exhibitors, it designs and carries out every part of the production process in house, including fabric treatments and backings. Other new exhibitors include Bill Beaumont, from the UK, and Teksium Fabrics, from Turkey. With long-established relationships with many UK upholstery manufacturers, the Belgian exhibitors, including Annabel, Molveta, Ter Molst International, Van Neder and Verstraete and Verbauwede, all have new fabrics to show at Chelsea. Collaboration with the National Trust has resulted in a sumptuous new collection from Abraham Moon. Called National Trust by Moon, it features a kaleidoscope of colours, inspired by the places and properties of the National Trust, combined with modern tartans and coordinating plains. The full collection will be on show. Portugal’s Arruma Trapos has checks of a different kind and will be showing its new range of light brushed checks and railroad stripes, all in natural fibres. These bright and lively designs are eye-catching and instantly appealing.
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“IT IS A JOY EVERY YEAR TO SEE THE NEW FABRICS AND WELCOME FAMILIAR AND NEW BUYERS TO THE SHOW.”
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London Fabric Show returns to Stamford Bridge
Warwick is introducing its new Chunki Weaves collection. Taking its inspiration from the popularity for oversized knitted home furnishings, these new weaves celebrate the structure of the fabric and come in a variety of colourways. Also new for 2019, Warwick is launching FibreGuard’s Stain Free Technology,which means that household stains can be easily removed from FibreGuard fabrics simply using mostly just water; they are high performance, durable, child and petfriendly. Aqua Clean continues to develop its comprehensive selection of fabric treatments and is now determined to be as chemical free as possible. As a result it is launching a number of inherently FR and Wipe cleanable fabrics that will be totally chemical free and good for the environment. New exhibitor Bill Beaumont is proud to National Trust by Moon
launch a new upholstery collection at Chelsea. Well known and highly regarded for its soft furnishing fabrics, the new upholstery collection features 16 dedicated plains and semi plains, as well as dualpurpose accent fabrics.
Chunki Weaves by Warwick
Looking forward to a busy show, the BFM’s Jackie Bazeley said: “Yet again we have a full complement of exhibitors, who all continue to develop their creative and inspiring collections. It is a joy every year to see the new fabrics and welcome familiar and new buyers to the show. “London Fabric Show has become a must-attend event for upholstery, bed and soft furnishing manufacturers in the UK — the expertise and design flair on show is magnificent. We are looking forward to a busy show and look forward to welcoming everyone.”
and registration is open on the website below.
w www.londonfabricshow.uk
Entrance to the London Fabric Show is free 22nd February 2019 | 41
F E A T U R E |W E S T B R I D G E
Nichola Bell (inset) took her team at Westbridge Furniture (right) to a casino after four days at the January Furniture Show
Diary of a Cabinet Maker catches up with Nichola Bell, sales director at Westbridge Furniture, who shares her diary entries during the January Furniture Show. Preparation Game It’s that magical time again. SHOWTIME — My favourite week of the working year! It’s where we get to show off and strut our stuff in Birmingham. And what a week it was. The usual ‘Saturday Sneaky Peekers’ were very surprised that they didn’t have to climb over plastic bags and paint pots to get an early glimpse. This was because, for once, we were ready early. Our new stand builders did a tremendous job on our brand new stand and it was completed on time. What a difference a day makes! So, due to being all prepared and ready for the next four days, my sales team were confident, revved up and raring to go for the Sunday mayhem when the doors officially open. Sunday Showdown Let the fun begin. Our new stand design created a fantastic open and airy space enabling our customers to easily navigate round each group of furniture. The day started in a frenzy but finished in what felt like just 10 minutes later! 22nd February 2019 | 42
Showgirl 2 Time flies when you are having fun they say, and, who ever ‘they’ are, are right. With brilliant attendance from very good retailers, our fantastic customers were out in force and it was a pleasure to see them once again. Stand D80 was certainly the place to be and we were pleased with how footfall was flowing. With nine new ranges introduced for the show we had our annual wager on the winner, but it was too early to tell yet! Place your bets!
in the name) was romping ahead, followed closely by Lucille. Both exceptional family friendly Westbridge models which offer two different looks, one pure Sunday afternoon comfort and the other ,affordable glamour. Bar chasing the usual “camera wielding “ suspects off the stand - and a sweat inducing video interview, the day went well. However, I clearly won’t be looking to change my career for one in TV presenting any time soon.
With day one winding down, there was no need to nurse any sore feet – yet - as the adrenalin carried all of us through the day. It was a great start and a great team effort. Steve Olds, our Group Creative Director heaved a sigh of relief when he saw us all frantically scribbling orders out.
Tuesday Tremors I am always incredibly impressed with our customers ability not to go “sofa blind” especially since the JFS produced a great show this year with a lot of good upholstery to offer. Although surrounded by our competitors it is always with pride that we are part of Hall 1 and part of something that should be celebrated more, British manufacturing.
Monday Mayhem Today couldn’t possibly beat yesterday but incredibly I was wrong. We have started to see some clear winners; Slouch (the clue is
Being a member of BFM (British Furniture Manufacturers) and with the obvious uncertainty of Brexit looming, never before should our industry be shouting about what
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Westbridge team at JFS
we do best. I’d love to see retailers promoting “buy British” more too. Talking of the ‘B’ word, it was a pleasant surprise that we had very few doom and gloom conversations about the country’s uncertain future. Our attitude was “let’s just get stuck in and go for it”. Let’s give our customers what they want, value, good design and something to inspire them. Inspiration certainly came with our showstopper Solace, a grand scale, grand comfort modular corner group that just begs you to curl up on and indulge in its luxury. It’s the perfect partner to help ease any of those Brexit worries. Weary Wednesday Surely we can’t be on the last day already! Please can we have another one! (Did I actually say that out loud?)
Having already smashed last year’s figures today was a pure bonus, and a bonus it certainly was. We had such a good response to all of our new models and I was proud as punch. It seems the long hours, sleepless nights and a few more grey hairs were worth it. In pole position were the Slouch, Lucille, Petra, Milton and Solace. What a result! It is now time that I should probably mention the end of an era with the departure of Larraine and Theresa from JFS. What a great show they have created over the years and they will be sorely missed. Thank you ladies, now go and put your feet up and relax! As exhibitors we can get caught up in the hype of the show, and it is by far the most important week of our year but the exhibition would not survive without the support and attendance from our customers. So I have to
Slouch
“I HAVE TO TAKE THIS OPPORTUNITY TO THANK EVERYONE WHO VISITED US AND MORE IMPORTANTLY WHO CHOSE TO BUY OUR GORGEOUS PRODUCTS. THANK YOU.” take this opportunity to thank everyone who visited us and more importantly who chose to buy our gorgeous products. Thank you. After a successful four days of exhibiting, there was nothing left to do but to take my team to the casino and see if we can be as equally successful there. However, I have a feeling we have used our luck up already!
Lucille
We will certainly be back at JFS 2020 for the third instalment of the ‘Diary of a Show Girl’ trilogy, where, hopefully, lady luck will be on our side once again. In the meantime you can always view our new models on our website and get in touch with us if there is anything you need. As with every post show, the hard work continues on. Is there time to put the feet up for a second – not a chance!
w www.westbridgefurniture.com
22nd February 2019 | 43
F E A T U R E |S W E E T D R E A M S Harvey
RECORD BREAKER
Bed manufacturer Sweet Dreams reflects on its sweet success following the January Furniture Show.
Sweet Dreams surpassed records set in previous years at the 2019 January Furniture Show with a hugely impressive display that saw the opening of 124 new accounts and total sales up by around 25% on the 2018 outing. The Sweet Dreams stand, a celebration of 30 years in business, was one of the largest in Hall 5 if not the entire show, as the company took the opportunity to show off what is an extended range this year. Roomsets were created for the new bedroom furniture collections and the latest bunks had their own exclusive space, too. Divans and frames benefited from plenty of space around them, as did the new dining collection and the latest sofabeds and upholstery. Across the way, Sweet Dreams also took advantage of last-minute space availability 22nd February 2019 | 44
Tuscany Chair to create a clearance section and, while obviously buyers were more focused on the new products, this chance to grab a bargain was not overlooked. So which of the many new models on display really did the business for the Lancashire company? Upholstery sales accounted for 40% of the total orders taken at the show. This represented 50% more in actual sales than at the 2018 show, demonstrating how the collection is steadily gaining traction in the
market. The collection includes Sweet Dreams’ own-manufactured upholstery, imported models and the latest sofabeds. Looking first at the British-made sofas and chairs, sales easily doubled the orders taken on the range from last year. The manufacturer has improved the sit and comfort of the range, and buyers were quick to appreciate it. The range comprised new models as well as established sofas, for example Harvey, a 3-2-1 plus stool with foam seat cushions and luxury back cushions, available in Sweet Dreams’ extensive range of fabrics, and in a choice of two finishes for the wooden feet.
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“WE ARE DELIGHTED WITH OUR SHOWING AT THE NEC. EVERY MANUFACTURER TURNS UP FOR A SHOW FULL OF HOPE AND EXPECTATION AND IT’S ALWAYS GRATIFYING WHEN THAT OPTIMISM IS MORE THAN JUSTIFIED.”
Spencer
— Nick Williams, Sweet Dreams sales manager
Carnival
Understated Fraser also performed well, as did a range of four accent chairs — so new they don’t feature in the Book 18 brochure. Imported sofas saw strong sales, especially power recliner Tuscany — also a brand new model — and fabric manual recliner Rutland. Another significant success was with sofabeds. They accounted for 12% of total sales. The stand-out story was the own manufactured range and these included Dusk, Twilight, Dawn and Faith. Dusk is a corner sofabed with a pull-out section that forms the sleeping surface together with the chaise. The chaise itself lifts up to reveal useful storage — handy for pillows and quilts if the sofabed is to be converted on a regular basis. Dawn, a plump and inviting pull-out model, was also a good performer and other new British-made models, Twilight and Faith, weren’t far behind. Altogether, the sofabeds represent excellent commercial value and buyers were clearly impressed. Moving on to beds, the divans and mattresses featuring encapsulated springs saw outstanding sales. Celebration 3000 and Carnival 2000 from the Anniversary collection, launched in September and sporting an encapsulated mattress topped with extra mini springs, saw outstanding success, as did all four models from the Enchanted collection, where foam-encapsulated springs are a defining characteristic.
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Divans didn’t take all the glory. Children’s bunks too were strong sellers at the show, especially Treble, a one-up-two-down wooden model in white or grey finish; Space, which takes a more adventurous design approach to a similar layout and adds two integral drawers; and traditional bunk Whiz, also in white or grey and which converts into two single beds for versatility. Taking a wider approach to the bedroom is Sweet Dreams’ furniture range — a major showstopper. The two ready-assembled ranges, Vincent in dark acacia and Spencer in solid oak, each with a slatted bedframe together with a myriad of gorgeous matching furniture, caught buyers’ attention big time. Shown off in beautiful, spacious roomsets, the quality couldn’t be missed. A further new collection of very commercial, ready-assembled bedroom furniture, comprising seven ranges, each with 11 pieces plus two mirrors, was also well received. Melamine-faced chipboard lends itself to a variety of finishes from high gloss (Staveley) to beech wood and linen white (Gosforth) to walnut (Keswick) and this furniture is set to be a volume performer. Buyers were also keen to place orders for the brand new dining collection. Three models were launched — Fern, an extendable contrast-top table partly from solid oak with matching living room and occasional
furniture, and Bluebell and Cassia, both extending tables with a solid oak frame. Occasional table sets Hyacinth, Clove, Lupin and Holly rounded off the new collection. Sitting on the tables and mounted on the walls were some glittering accessories — Sweet Dreams’ collection of lamps, clocks and mirrors, a first for the company and attention-grabbers, too. Yet no matter how attractive the product, keen prices and short lead times are vital to retailers these days and Sweet Dreams accommodates these demands. For products manufactured to order in their Lancashire premises, Sweet Dreams guarantees delivery of beds within three working days and upholstery within 10 to mainland Britain. For products that are not own manufacture, such as bedroom furniture, bunks, specified upholstery models and the living collections, Sweet Dreams carries stock and can offer a same-day collection service if orders are placed before 9.30am, or next-day delivery. January Furniture Show 2019 represented a triumph for Sweet Dreams as the family firm celebrated 30 years in business with a remarkable launchpad for a formidable offer.
w www.sweetdreamsuk.com 22nd February 2019 | 45
F E A T U R E |K E L S T O N H O U S E
A
Kelston stand at JFS
thank you
Following a successful JFS, Marius Verwijs and Patrick Ford, of Kelston House International, thank loyal customers for visiting its stand. Furniture manufacturer Kelston House International always looks forward to the January Furniture Show each year. And with 2019’s edition firmly behind the industry, the business paid tribute to how successful the event was for the company, but also to its loyal customer base that made the effort to stop by and explore their stand. Marius Verwijs, of Kelston House International, told Cabinet Maker: “We would like to thank all customers for visiting Kelston House at JFS. The new Adele and Diane collections were very well received, along with additions to the Claridge, Celine, the ever-popular Sofia and Mix & Match. “JFS is the main furniture show for the UK and Ireland and it is the perfect platform to launch our new collections for the year. Having the show at the end of January means retailers have had a few weeks of sales and have a better idea of their sales projections for the start of the year.”
Sofia collection 22nd February 2019 | 46
Kelston was quick to recognise the importance of the show for two key reasons.
FOR FULL STORIES AND DAILY NEWS UPDATES: WWW.CABINET-MAKER.CO.UK
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“JFS THIS YEAR CONFIRMED THE APPEAL FOR OUR PRODUCT OFFERING, WITH AN INCREASE IN NEW CUSTOMER ORDERS AND REALLY POSITIVE FEEDBACK.” One is — as already mentioned — that it is the ideal time to launch new products, with the second offering the chance to meet customers new and old in one place. Reflecting on this year’s show, Marius said it was a great way to start 2019, which for the business will be another ‘exciting’ period of growth. “It is an exciting time for the company as we experienced further growth into new markets such as South Africa, Holland and France. Kelston has recently taken on new customers in these markets as well as taking on new agents in France and Holland to help push our growth into mainland Europe,” Marius said. Not only does the brand aim to push its exposure outside of the UK and its Irish headquarters in Co Wicklow, Kelston will also be putting the miles in as it prepares for a countrywide tour. “Following the January show our show van will be on the road throughout the UK during the spring season. We are open to bookings if customers would like us to visit. Don’t hesitate to contact us so that we can make an appointment.”
Diane console table Furthermore, the company is also considering exhibiting at the Manchester Furniture Show later this year, although plans are still at an early stage. Aside from its show van launch, Marius added that it has also announced the launch of its trade login and new system to better inform customers and streamline operations. “Kelston House has just launched our trade login and ordering system. This is a really useful tool as it will be showing live stock and prices, so customers can now place orders seven days a week, 24 hours a day. It’s a tool that will help the business meet customer demands and also reflects our customer values by making our products readily available.” And it’s Kelston’s core ethos that has seen the business continue to grow over the past decade, which the company takes immense pride over. “We pride ourselves on supplying our independent customers with a quality product at a good price that is different to the multiples. Along with good deliveries and after-sales service, which have been key to our success and our recent growth into new markets affirms that this is what the market is looking for.
Claridge swivel armchair and sofa
“We can see the market from two age groups (from myself and Patrick), so when designing new collections, they can target a wider audience. JFS this year confirmed the appeal for our product offering, with an increase in new customer orders and really positive feedback. “We are already looking forward to presenting our new collections at JFS next year. Once again, thank you to all our customers that came and saw us. If we missed you or you were unable to attend the show and would like to know more about us, please contact us.”
w www.kelstonhouse.com Celine collection
Claridge headboard and bench 22nd February 2019 | 47
F E A T U R E |L A - Z - B O Y
In With The
NEW
La-Z-Boy UK enjoyed a very successful January Furniture Show, with its mix of traditional styles and modern designs, as well as new categories, proving popular with buyers. The brand is now preparing for upcoming global events and starting production of its 2019 models.
Augustine corner group from Comfort Studio
At this year’s January Furniture Show, La-ZBoy UK displayed its largest ever range of models, across three product categories – upholstery, beds and mattresses, and cabinet. The solid wood occasional furniture was arranged in room sets alongside the upholstery, working to accent the collections and create an attractive and aspirational display. Cabinet Maker caught up with La-ZBoy UK marketing director, Mark Draper, at the show to chat about the new direction for the brand. “Upholstery is still very much our core focus and always will be,” he told us.
Kenzie from Urban Attitudes 22nd February 2019 | 48
“La-Z-Boy is world renowned as being the number one recliner brand and we’ll never lose sight of that. But we’re looking at ways to capitalise on the power of the La-Z-Boy brand and, in turn, help our retailers increase sales and profits.
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“Our occasional furniture and dining ranges fit easily into existing showrooms and complement the upholstery, making for an easy upsell for customers who are investing in reviving their living rooms.” The cabinet ranges include coffee tables, console tables, sideboards, units and shelving. Items are hand-finished and feature discreet La-Z-Boy nameplates as part of the highquality finish. These ranges will again be on display at La-ZBoy’s forthcoming Spring Showcase event in China, held at the Pullman Hotel in Dongguan, from 10 to 20 March.
“For 2019, we focused on our traditional Comfort Studio collection and our contemporary Urban Attitudes collection, offering a broad range of choice. We also introduced a new luxury leather grade, Dune, which features a distressed effect. This was very popular, with buyers appreciating the unique look and the warm feel compared with traditional leather.”
Among the most successful products at the January Furniture Show were the Winchester corner group, a La-Z-Boy’s new UK and traditional model Far East models will be offering supreme displayed too, with the comfort; the opportunity to view the Augustine, a newlyvery latest designs and introduced Comfort AIS exclusive ranges. Studio model that Cortina dining chair was shown in the “We had fantastic new Dune leather; feedback from both the and the modern January Furniture Show and the AIS show, for Kenzie range, which proved popular with its which we introduced a selection of exclusive bold style, solid wood legs and sensor-touch products,” Mark explained. power recline. »
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“WE’RE LOOKING AT WAYS TO CAPITALISE ON THE
POWER OF THE LA-Z-BOY BRAND AND, IN TURN, HELP OUR RETAILERS INCREASE SALES AND PROFITS.”
Winchester corner group from Comfort Studio 22nd February 2019 | 49
F E A T U R E |L A - Z - B O Y
Mark said: “We secured a number of new accounts and repeat orders from existing customers.
Kenley three seater from Comfort Studio
“The show was a great success for us and we achieved everything we’d set out to do, from the look and feel of the stand to the uptake of the new models.” La-Z-Boy UK has created a variety of enticing offers for AIS members, including exclusive products, promotional ranges and backlit freestanding pointof-sale displays. These were displayed simultaneously at the nearby AIS Furniture Show in Solihull. “We’re really pleased to have repartnered with AIS and have worked closely with the team there to create a collection that can truly add value for members,” Mark said. “The products have been very well received and we’re looking forward to showing them again in China, as well as later in the year. “It was useful to have the two shows on at the same time, as buyers could switch between both and clearly see the differences in our offering and the efforts we had put in.” It’s a busy year of events ahead for La-Z-Boy UK. Following the Spring Showcase in China, the team will be at High Point Market in the USA, then gear up for the next AIS show and Elisa two seater
the Manchester Furniture Show, and the October High Point Market. Mark continued: “There’s plenty for us and our stockists to get excited about in 2019. The brand has never been in such a strong position in the UK and we’re constantly investing in consumer advertising, focusing on digital, to ensure continuous brand recognition.
“Our aim also is to educate consumers that La-Z-Boy products and designs embrace more than they may think. It is particularly important that customers have a wider expectation of the brand now that we’ve expanded our product categories.” The brand’s successful Connoisseurs of Comfort advertising campaign continues, with the characters from the TV and print adverts featuring in online display ads. There are plans to refresh the campaign later in the year. For more information on the Spring Showcase in China contact sales director Dave Darragh on dave.darragh@la-z-boy.co.uk.
w www.la-z-boy.co.uk
22nd February 2019 | 50
Take aim for fun and fundraising
Wednesday 12 June 2019 Holland and Holland shooting ground, Northwood, Middlesex
Book your place now! Contact: 020 7562 8526 events@furnituremakers.org.uk Supported by
F E A T U R E |F U R N I T U R E T O G O
Proud
Steven Edwards and Paul Sheldon
Partners Furniture To Go unveils its new partnership following a busy 2018. Last year there were many challenges for every business to absorb, react to and build from. Furniture To Go spent 2018 working hard as a business to prepare for its next growth phase, whilst managing to navigate through a year of uncertainty across the economy and retail sector. With pressures mounting through the furniture sector and other industries, retail store closures, further costs increases and full company administrations, 2018 delivered many blows up and down the country. However, in a changing market place, Furniture To Go maintained its forwardthinking plans, building upon its existing strategy, and continuing to adhere to one of its key strategies by putting the customer first. As the company reflects on its past year, 2019 looks to be an exciting year of development within the business and highlighting its previous successes is something that the company should be proud of. And proud it is, as Paul Sheldon, Furniture To Go’s director of sales and operations, revealed: “We are incredibly proud of what we have achieved at FTG in recent years. Our partnerships with our suppliers was how it all began and it continues to be the way we thrive. “It is about building a relationship with them and creating a long-term sustainability model and not a fly-by-night supply and demand model. We have worked hard on delivering the route to market for some key commercial products through our supply chain management. We have also recognised that 22nd February 2019 | 52
it’s one thing selecting the product, but the challenge is managing the customer journey.” Furniture To Go operates a B2B model, supporting retail stores, buying groups, key accounts and drop ship fulfilment traders. The business continues to forge lasting relationships, which has been key to its growth, as Paul continued: “We have worked with our customers the same way that we have worked with our partner suppliers, by building that relationship and understanding their needs. For the bricks and mortar retailer, we offer unbranded POS, roller banners, display discounts — and a tiered pricing structure where they can gain discount. We also offer our drop ship approach, whereby the customer doesn’t need to hold any stock, keeping overheads down to a minimum for them. The product on display in a store can be with their customer the next day.” Why is the drop ship approach a beneficial tool for the business? “Drop shipping in the UK is growing really fast, and it’s always been part of our strategic plan. This year we have doubled the capacity of our warehouse, to maintain our 96% availability of products ready to ship for next day delivery,” Paul said. “We have worked with our key account customers on their KPIs, and this has been filtered through the business to our other customers who also benefit from the focus on the customer journey. It’s that trust that helps build brands, and customer loyalty, which results in repeat spends. It’s that all-important customer review that builds on a product’s attractive merchandising. The product getting
“WE ARE INCREDIBLY PROUD OF WHAT WE HAVE ACHIEVED AT FTG IN RECENT YEARS. OUR PARTNERSHIPS WITH OUR SUPPLIERS WAS HOW IT ALL BEGAN AND IT CONTINUES TO BE THE WAY WE THRIVE.” there as described, on time, and with very little complications.” And it is this ethos that has maintained a solid platform for growth over the years, as well as providing the strategy for growing its partners. Furniture To Go has now announced
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the next stage of this growth with another key partner, Tvilum, to its FTG brand. Tvilum have been producing contemporary furniture for more than 50 years and is highly recognised within the industry. Paul says: “This is a fantastic opportunity for the UK market. The Tvilum product is really commercial, and to have this available to our customers on a next day basis is really great news. Tvilum is a great company, with great people, and some great products. I’m
proud to be launching some great existing commercial products, but also the exciting new ones I saw at Cologne last month.” The feeling of pride is equally shared with Steve Edwards, Tvilum’s UK and Ireland country manager, who said: “We chose to work with Furniture To Go as it was very clear to see a gap in the market and the need for us to work with someone to fill it. FTG has the infrastructure to make it work and make it work well. It’s great that our products will
The romantic Paris collection. One of the first 15+ ranges being brought to customers by the FTG and Tvilum partnership
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be available for next day delivery to so many end customers, through the B2B channels that FTG works with. It’s an exciting time for us all.”
w www.furniture-to-go.co.uk w www.tvilum.com
Paris in white
Paris in walnut 22nd February 2019 | 53
F E A T U R E |V O G U E B E D S Cabinet Maker caught up with Vogue Beds managing director Ebrahim Patel following the January Furniture Show.
Time to
Adjust
Reflecting on last month’s January Furniture Show, Vogue Beds used the platform to focus on three of its main categories, which included the Vogue Helix mattress, the Repose collection and some of the Vogue Bedsteads. The centralised focus fitted nicely on a smaller stand that Vogue traditionally has — and it was smart move that delivered solid footfall.
With Hall 5 turning into the dedicated ‘Bed Zone’ — and seeing more brands exhibit in the sector than in previous years — Vogue’s stand allowed for easy navigation that kept customers flowing through. “We had a nice stand, which was easy to navigate round. This year we took the decision to not take every brand down and focus on our three main categories,” Ebrahim Patel, managing director 22nd February 2019 | 54
of Vogue Beds, told Cabinet Maker. “We definitely saw an increase in footfall compared to last year. It is always hard to judge, some days we were very busy. It was a good show and we were very happy with it and made some new accounts, which is always good.” Like many furniture businesses, the January Furniture Show is always a key indicator on how successful the year ahead may look and, for Vogue, 2019 has started well after it enjoyed a ‘good show’. This early success, however, will not be taken for granted as the business — and indeed the wider economy — prepares itself for ‘B-Day’, or in other words, Brexit. Ebrahim shared his thoughts: “I think with Brexit, customer confidence out there
DME Bedtstead in Pebble
Swift - Hybrid Pocket 2000
is very low at the moment so it continues to have an impact on the whole industry and also outside the furniture industry. I think until we get Brexit sorted there is going to be a period of uncertainty and we are like any company, just working our way through it. “The last few years have been very good for us so we have that cushion to sit on, but it is worrying and in the back of my mind I knew this was going to happen, so hopefully the resolve will come soon and everything will get back to normal. The thing is about this country — for example, when elections happen — a few months before they take place, the buying slows down due to all the uncertainty but as soon as it’s over everyone just gets back on with life. The next few months will be difficult for us all but we
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continue to work hard.” When Cabinet Maker spoke to Vogue at the back end of last year, its ‘keep calm and carry on’ mantra was a key strategy in coping with what may be around the corner. This ethos has continued to be adopted in the early months of 2019, which will no doubt serve the business well in the times that follow. Brexit aside, the other challenge that Ebrahim highlighted is the constant threat of rogue traders. “Another big issue in our industry is the cowboys. We have too many cowboys and the NBF is trying to do the best it can to regulate members. You have manufacturers now selling direct to the pubic via eBay or other internet channels, and what they are putting on there is displaying false information, but people are buying it,” said Ebrahim. He makes a good point. There has been a boom of businesses selling mattresses on the cheap, which is harming the education of the consumer and the importance of buying a good mattress with the overall aim of getting a good night’s sleep. “There are too many people selling mattresses for £60 delivered! You can’t even make it for that and we don’t know how it is working. As a business we are not in that price point but the worrying thing is that we have worked very hard over the years to put that message of buying reputable beds out there and having a good mattress is very important,” Ebrahim said, continuing: “We are trying to encourage people to buy from stores. I personally would never buy a mattress online — how can you test a bed without using it! It’s the same with sofas. I
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wouldn’t buy one online — how can you test it without sitting on it! “We want the independent retailers to be educated on the benefits of our products so they can, in turn, educate the consumer in store. A real bed retailer will want to know everything about it, so that’s what we are trying to do and help them on that sales journey. These challenges of rogue traders and online will be constant and probably over the next generation.” Despite the growing number of online sales within the beds industry, Vogue is confident there will be a shift back towards the more traditional way of buying beds, but only when the younger generation learn. He says: “There is a shift for online purchases, which is being led by the younger population, but once these are tried and tested, if they have a bad experience, this will reshift the drive again back into stores to go back to basics. “I think online sales will grow due to the millennial attitude, but they will learn that they will need to go into shops at some point. However, there is an increasing ageing population too. People are living longer so there is that market as well, which is growing, and they will be going into shops.” And talking of shift patterns changing, Vogue Beds has announced that it is developing its adjustable beds range to cater for a new, emerging market. Ebrahim revealed: “I think there is a market here that is growing in a different way and I know adjustable beds are typically seen for the older generation, but I’m seeing a lot of younger people looking at that market now and making it more fashionable. “It’s not just about getting in and out of bed, it’s about what you do in bed. A lot of people play computer games in bed, watch TV, use their phones and tablets, read and all that kind of thing. So we are looking at how we can push this new image forward for adjustable beds as a product. We also worked on the bedstead range last year so we will have an adjustable bedstead in that category as well.” It is an exciting development and one that Cabinet Maker will be keeping an eye on as Vogue prepares to roll out this new concept by the end of April. Aside from product innovations, Vogue will be attending numerous industry events throughout the year, as Ebrahim concluded: “We will be at Minerva in May and again in October, the Irish show in August and then the Bed Show in September, so it will be a busy year preparing for each show and keeping up our momentum to showcase our brands.”
w www.voguebeds.co.uk Vogue Beds stand at JFS
22nd February 2019 | 55
PRODUCT PROMOTION|SHERBORNE
Virginia
Optional Lumbar Adjustment
Sherborne Upholstery were overwhelmed by the success of all their new launches at the January Furniture Show, where they displayed their entire range of electric riser recliners, including the new Malham and Virginia designs and the recently-introduced Albany. Also new and extremely popular was the exciting additional option of an Adjustable Lumbar Support available on all riser recliners, including on Express Delivery in all fabrics and leathers. The new Virginia Recliner/Suite was also extremely well received, as were the 32 new fabrics and the new sprung mattresses to offer even more comfort on their Adjustable Bed range.
w www.sherborneupholstery.co.uk
Malham Royale
Hampton 22nd February 2019 | 56
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
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22nd February 2019 | 57 12/10/2017 15:12
LAST WORD MIKE CLARE, FURNITURE INDUSTRY PROFESSIONAL Why does a selling price need to be so complicated?
“SURELY THERE MUST BE A WAY OF FURNITURE RETAILERS MAKING THE OVERALL PRICE CLEARER AND SIMPLER?“
Is it right to include pence on a price? I know 95p is nearly a pound, however, with furniture in the hundreds or thousands of pounds, is pence really relevant or necessary? Mistakes are easily made on credit card machines… is it an extra administrative issue? Does it possibly make the retailer look greedy/ desperate? Also, why do so many retailers end their prices in 9? We all understand the psychological argument of a product seeming less if it ends in a 9, but surely this has really worn thin over the years and a round £500 seems so much more honest than £499.95. Have half price sales now had their day? So many retailers have tried to go all ‘goodie two shoes’... that is everyday low prices, but going ‘cold turkey’ on ethical pricing never seems to last. Trading Standards have had numerous attempts (over the past few decades) to try to eradicate false and misleading half-price sales, but they still seem to abound.
stores double a product’s price for 28 days before the sale? John Lewis famously say they don’t have a ‘sale’, they just call it a ‘clearance event’… surely this is just playing with words. Similarly, are JLP really ‘never knowingly undersold’, just because they change a couple of tiny aspects in the design of a product and call it a different name to other retailers? However, morally they are selling a very, very similar product at a higher margin/price. Finally, are customers put off by complicated pricing? With so many price variances on different sizes of furniture (beds, sofas etc) plus fabric options, extra for delivery, extra for collection of old product, extra for fabric protection, and then throw in some complicated matrix for IFC, you’ve got a recipe for customers getting confused, not understanding what they are expected to pay and a good chance of them walking out and into the next retailer… or clicking to the next website. Surely there must be a way of furniture retailers making the overall price clearer and simpler?
In reality, if something is going to be genuinely reduced then maybe 10% or 20% for a discontinued or damaged item might be more believable than 50%/half price. Do customers really believe that a piece of furniture is half price?
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There is lots of confusion when retail
LIGHTING LONDON FABRIC SHOW SPRING FAIR REVIEW
22nd February 2019 | 58
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