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 FEATURE WRITER Wayne Swiffin wayne@cabinet-maker.co.uk 01623 372215 SALES & SUBSCRIPTIONS Sharon Rickersey Operations & Sales Manager sharon@cabinet-maker.co.uk 01623 372213 Siobhan Foster subscriptions@cabinet-maker.co.uk 01623 372216 PRE-PRESS PRODUCTION Tim Morriss tim@cabinet-maker.co.uk 01623 372158 DIGITAL Jakub Krzyzanowski jakub@cabinet-maker.co.uk 01623 372157 Subscription prices Cover price for a single print copy £9.99 Published daily online at www.cabinet-maker.co.uk and monthly in print Subscribe online at www.cabinet-maker.co.uk P&P extra. VAT will be charged where applicable. Refunds on prepaid subscriptions will only be provided at the publisher’s discretion. Issue no 6129 published by Information Publications Ltd, Suite 15 Brunts Business Centre, Samuel Brunts Way, Mansfield, NG18 2AH VAT No: GB 945225521 © Information Publications Ltd. All rights reserved. No part of this publication may be reproduced, or transmitted in any form or by any means, electronic or mechanical including photocopying, recording, or any information storage or retrieval system without the express prior written consent of the publisher. We regret we cannot be liable for the safe custody or return of any solicited or unsolicited material. Contributors are advised to keep copies of all materials submitted.
Last month was a busy month. If you’re in the beds sector the NBF Bed Show is always a must-attend event. This year was no different. Arriving in Telford I got a sense that the Bed Show’s 10th anniversary exhibition would deliver some interesting insights. I wasn’t wrong. Two keywords were often said over the two-day event — sustainability and traceability. The topic has long been at the forefront of manufacturers’ minds, especially when trying to educate the consumer about all the ingredients that go into a mattress, and, of course, the benefits eco practices achieve for the environment.
Sofa & Chair Company, who all put forward personnel to take part in their own respective Q&As. Willis & Gambier talks about its takeover by Birlea with an outlook on what this means for the brand; we share an insight into design trade show Decorex; and DFS talks apprenticeships and why it’s important to adopt a scheme to help growing budding talent. For the more technical topics, SATRA explains the test procedures used to assess the hardness and durability of sofa cushions, whilst Sarah Phillips, from Abel & Imray, explains more about intellectual property in the furnishings industry, on behalf of the Chartered Institute of Patent Attorneys (CIPA).
Walking through the stands I was met with numerous sustainable innovations — such as Hypnos’ new wool in partnership with Red Tractor Assured Farms, Harrison Spinks’ ‘free from foam’ collection and Gallery Direct’s plastic bottled mattress. Amongst the product chat, there were hints that the ‘sustainable’ topic has become just that — a topic that seems to sell. However, the businesses that can prove, back-up and challenge their own claims of sustainability and traceability are now beginning to highlight themselves ahead of the competition. This signals true transparency that now every manufacturer will be able to replicate. Over the next few months and into next year, it won’t be a surprise to hear more of this topical news.
Back to beds, there was a certain ‘buzz’ around the Bed Show this year and not as much Brexit talk as I first expected. Perhaps it is a sign that, despite everyone being a tad fed-up with the ongoing drama Brexit is causing, businesses are rolling their selves up and just getting on with life as best they can. Hopefully this mindset will travel into the shows ahead for the remainder of the year, and, of course, into the big one — JFS. Whatever your view of market conditions at present, the innovations in products are injecting some positivity back into the spotlight — where they deserve to be.
In keeping with the beds theme, you will find inside a quick-fire round-up of the Bed Show ahead of our full review in November. Breasley and Sweet Dreams talk about what was on show, whilst Slumberland highlights what to expect to see at the upcoming shows and Sealy features in another of our People Behind The Products features. On that note, we also meet La-Z-Boy, EKM and The
Dan Squires Editor
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LAST WORD 106
FEATURES
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MEET DOMINIC EKM’s Dominic Foran features in our People Behind The Products series.
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CABINET GETS COOL
A look ahead to the upcoming Brussels Furniture Fair.
The winners of the Celebration of Craftsmanship & Design awards revealed.
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Find out more about intellectual property in the furnishings industry.
DESTINATION DECOREX
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A look at what to expect to see at this year’s edition.
PERCEPTION OF PRICE
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Geoffrey Parker talks prices and the perception of what price actually means.
DOING IT THE DFS WAY
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Willis & Gambier talk about its takeover by Birlea and what’s next for the brand.
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La-Z-Boy’s Colleen Fogle features in our People Behind The Products series.
FIRM TEST
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SATRA explains the test procedures used to assess the durability of sofa cushions.
INDUSTRIAL CHIC
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Kettle Interiors is stretching its style legs with the launch of the IA and IB collections.
WELL STOCKED
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Furniture Link talks about its rapid growth over the past 12 months.
WHY GERMANIA?
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Germania previews what’s on show during next month’s Brussels event.
MEET CORY DFS shares an insight into its apprenticeships journey and its success.
HERE TO STAY
A recap on last month’s NBF Bed Show in Telford.
LAND OF SLUMBER
UPHOLSTERY & CABINET MEET COLLEEN
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ARE YOU PROTECTED?
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Breasley unveiled its eyecatching new look Salus range at the NBF Bed Show 2019.
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CELEBRATION TIME
BUZZING BED SHOW
EYE CATCHER
Cabinet has been a core feature of JFS since 2015. It gets cool for 2020.
BRUSSELS FUSION
BEDS & MATTRESSES
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The Sofa & Chair Co’s Cory Parker features in our latest People Behind The Products series.
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Slumberland is launching mini collections throughout the Autumn Show season.
MEET NATALIE
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Sealy’s Natalie Armstrong features in our People Behind The Products series.
AFFORDABLE LUXURY
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Sweet Dreams reflects on a successful Bed Show.
MADE FOR PEACE
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Sleep technology brand Simba has launched a major new brand campaign.
CONTRACT FURNITURE ULTIMATELY PREPARED
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AJ Products talks about its ULTIMATE racking system.
STORY OF SUCCESS Hilary Birkbeck recalls his 30-year relationship with Sven Christiansen.
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NEWS
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NEWS
NEWS IN BRIEF EXPANSION STRATEGY Macclesfield-based home furnishings retailer Arighi Bianchi has appointed business advisory firm HURST to oversee potential expansion plans that include a focus on a younger market and growing its overseas service to furnish British holiday homes abroad. The company aims to continue to invest in technology and logistics to support its growth as well as focus on online sales.
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Independent closes Independent furniture retailer Dargie Design has confirmed it has closed. Dargie Design, which had been trading for almost 30 years after opening in 1992, confirmed the news citing that serious illness issues and the ongoing Brexit impact had led the owners to make the decision to close.
Italian furniture brand opens debut UK store Luxury Italian furniture retailer Giorgetti has secured its first UK store. Giorgetti has signed a 15-year lease on a 3,741sqft unit on London’s Fulham Road through international real estate advisor Savills, which acted on behalf of The Wellcome Trust.
BIID Conference Partner
The British Institute of Interior Design (BIID) has announced Havwoods as the official conference partner for Inside Knowledge 2019: What Is an Interior Designer Worth? This year, the conference will be taking place on 7th November at 30 Euston Square, London, exploring the value of interior design.
Charity event
Manchester-based home department store Housing Units has raised nearly £6,000 at its golf day in aid of children’s cancer charity Kidscan, the company’s chosen charity for 2019. Over the last four years the company has raised more than £50,000 for the charity. More than 60 golfers attended the event, with Michael Boyle crowned the winner. He was presented with the Housing Units green jacket. October 2019 | 06
50 NEW JOBS Furniture retailer ScS has confirmed it plans to create 50 new jobs at its Sunderland HQ. ScS is expanding its dedicated customer experience team as it looks to improve and streamline its ordering and customer care services. The recruitment drive follows its successful implantation of its in-store technology solution.
Founded in the Northern Italian region of Brianza in 1898, Giorgetti is a key player of the made in Italy design. Situated within a parade of premium retailers and restaurants, in the affluent residential location of South Kensington, the new Giorgetti store will be located in an area that is renowned for luxury furniture and lifestyle brands, including Christian Liaigre, Oro Bianco, Poltrana Frau and Tom Howley. Tiffany Luckett, associate director in the Central London retail team at Savills, said: “Fulham Road and the surrounding Brompton Cross area is becoming a popular destination for luxury furniture retailers, with a standout line-up of international brands creating an unrivalled offering. “It is testament to this reputation that Giorgetti has chosen 52-58 Fulham Road for its debut UK store, further enhancing the high calibre line-up of retailers in the area.”
Design Manager Swedish furniture giant IKEA has confirmed the appointment of Eva Lilja Löwenhielm as its new design manager. Officially taking on the role from 1st September, Eva will be responsible to lead a team of in-house designers and to develop the IKEA design identity to ensure that the IKEA product range creates a better everyday life for the many people, as well as lead the design agenda.
Giovanni del Vecchio, Giorgetti chief executive, said: “After the most recent openings of monobrand stores in Boston, Beijing, Hong Kong and Kiev, we are particularly proud to enlarge our monobrand retail network with the opening of London. “Our vision of creating unique and sartorial articulated architectural projects for our customers needed a proper window in the British capital, which represents a point of reference for residential and hospitality projects worldwide. “The London Store will not only host our beautiful products renowned all over the world for their quality and timeless aesthetic, but it will also be the window for an impressive selection of materials and technical solutions able to satisfy any bespoke needs of our customers.”
w www.giorgettimilano.it
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Royal Armouries pay £5,000 to ACID Member When long-standing Anti Copying in Design members Table Art discovered that the Royal Armouries was using centre pieces identical to some of its signature pieces, it immediately contacted McDaniel & Co, ACID affiliate lawyers. Despite sending a strong Letter Before Action (LBA) with evidence of its IP ownership, at first Royal Armouries denied any infringement, forcing Table Art to issue proceedings in the Small Claims Court. Despite not admitting liability, Royal Armouries has now agreed to destroy, on oath, all the centre pieces complained of and pay £5,000 in damages and costs. Gary Martin, chief executive of Table Art said: “Destroying all the copies and paying us £5,000 is a clear indication to us that Royal Armouries recognised our IP ownership. I hope they will, in the future, acknowledge that it is unlawful to use others’ designs without permission. We value the IP we create in our original products and fail to see it is right, under any circumstances, not to respect our IP rights.” Niall Head-Rapson, Partner in IP specialists McDaniel & Co, said: “We are increasingly enabling design-led companies to fight for their IP rights by sending a strong Letter Before Action. In this case Royal Armouries at first refused but now the Small Claims Track is available for claims up to £10,000, it is a cost and time effective route to take against much larger organisations. In this case, I am delighted that there has been a settlement.” Dids Macdonald, chief executive of ACID, said: “The credibility of such a strong and respected brand as Royal Armouries should not be jeopardised by a disrespectful act of IP infringement. It is incumbent upon all national heritage brands to ensure that they do not infringe IP rights and that they display the highest standards of IP respect, compliance and ethics. I hope this will be a strong lesson for the future.”
w www.acid.uk.com
MANUFACTURE
FIRA HOST HOUSE OF LORDS RECEPTION On Tuesday, 11th September, the Furniture Industry Research Association held its 23rd annual reception at the House of Lords. More than 250 delegates from across the furniture industry attended the ever-popular event, which also included a behindthe-scenes tour of the Houses of Parliament. Jonathan Hindle, a council member of the Furniture Industry Research Association, oversaw proceedings during the evening. Speaking on the event, he said: “It’s a very iconic venue, which hosts such a key event in the furniture industry’s calendar, and I know first-hand that the event is a highlight for many of our guests. On behalf of everyone who attended I would like to extend our thanks to Baroness Warsi for hosting us. Without her support we would not have such a great platform to come together and celebrate all that our sector brings and highlight the importance of our industry.”
w www.fira.co.uk
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Kitchens retailer continues on growth path More than 25 former Bathstore employees have secured a job after being hired by kitchen retailer Wren Kitchens. Wren held several retail recruitment events where hundreds of applicants applied, including Bathstore job seekers who are eager to work at Wren’s state-of-the-art showrooms across the UK. Now, those recruits have been fully immersed into the Wren family at a comprehensive two-week training course at Wren’s headquarters, The Nest. Daryl Richardson, 27, a kitchen designer at the Doncaster showroom who recently trained at the Wren Training Academy, said: “As soon as I stepped into a Wren showroom I was blown away, I wish I had worked for Wren sooner!” Daryl, who previously worked at Bathstore for 18 months, added: “It was obviously a tough time when Bathstore was going into administration so when the job opportunity came available at Wren I jumped at the chance. I had no doubts as I’d heard so many people speaking highly about it.” He has joined more than 1,000 expert kitchen designers at Wren, and that figure will continue to grow. Training is always key to Wren’s expert designers, and the company has plans for further investment with seven new training suites located at its showrooms, as well as six new training programmes. Wren has ambitious plans to continually strengthen its retail presence with the opening of eight more showrooms in 2019. Next year it will be launching showrooms in Bradford, Harrogate, Wakefield, Banbury, Wolverhampton and Worcester to name a few.
w www.wrenkitchens.com
MANUFACTURE
SCOTTISH FURNITURE BUSINESS SECURES SEVEN-FIGURE FUNDING Furniture manufacturer The Furnishing Service has secured new funding to boost growth. East Kilbride-based The Furnishing Service has been granted a £3.2m funding package from the Royal Bank of Scotland. The business said that the funds would be used to increase its presence south of the border as well as cope with increased demands from clients. The Furnishing Service, which currently operates out of branches in Edinburgh, Aberdeen, Dingwall and Merthyr Tydfil, added that it hopes the funding will be able to put it on the map as a leader in corporate social responsibility within its market.
w www.tfs.direct October 2019 | 08
MANUFACTURE
BED BRAND FORMS CHARITY PARTNERSHIP Bed brand Sealy UK has joined forces with the British Heart Foundation shops to offer a free bed collection service to its customers. The new partnership means that the British Heart Foundation (BHF) will arrange to collect unwanted Sealy bed frames, divan beds and mattresses, which will then be sold in one of over 185 BHF Furniture and Electrical stores across the UK, helping to raise funds for life-saving research into heart and circulatory diseases. This is in addition to BHF collecting any other make of bed and mattress or items of furniture as part of its free furniture collection service. To qualify for resale, the items must be in a saleable condition and free from wear and tear or heavy stains, while all upholstery must hold a fully intact valid fire retardant label. Neil Robinson, marketing director at Sealy UK, said: “We run a zero to landfill policy, to minimise adverse environmental effects as a result of our production. We’re thrilled to be partnering with the BHF to further develop this programme, and to be supporting a great cause. “We hope this new initiative will encourage our customers to donate their unwanted furniture, which can then be used to raise all-important funds to help combat heart diseases and save lives, as well as reducing the amount of furniture being sent to landfill.” Karen O’Donoghue, head of retail partnerships at British Heart Foundation, added: “We are delighted that Sealy has chosen to support the BHF as part of its ongoing service to its customers. Every year many beds enter landfill when they are still in a sellable condition and could help raise money for charitable causes such as our own. We have a continual demand for beds and bedroom furniture in our stores, which hopefully this partnership will help to fulfil.”
w www.sealy.co.uk
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Furniture company charged with unfair trading practices Mobility furniture company Anchor Mobility Limited has pleaded not guilty following accusations of unfair trading against the business and its owner. David Waters, 71, and Suffolk-based Anchor Mobility Limited, appearing at Ipswich Crown Court, submitted not guilty pleas to charges including non-delivery over paid items, misleading commercial practices and failing to refund customer money. Following an investigation by Suffolk Trading Standards, the court heard that the alleged incidents, which involve around 16 charges, took place from October 2016 to October 2017. The trial is fixed to begin on 9th October and is expected to last three weeks.
w www.gov.uk
aQO John Lewis to relaunch upholstery offer John Lewis has relaunched upholstery as half year sales and profit both declined. According to its latest trading update to 27th July, total John Lewis sales fell 1.8% to £2,054.8m from £2,093.4m with like-forlike sales also down by 2.3%.
MANUFACTURE
FURNITURE BUSINESS COMPLETES MBO DEAL Furniture specialist Hunters has completed the first stage of its management buyout. Four long-standing employees — Stef Brennan, Norman Campbell, Lewis Harman and Rob Cannon — have taken control of the business from founder Martin Playell and Gary Thomas, managing director.
Within its Home category, John Lewis said it was redesigning every part of its range, starting with the relaunch of upholstery.
The four have been appointed as the new management team of the £37m turnover business with Gary set to remain managing director to oversee a transition period.
It has expanded its Home design team by 50% over the last 18 months and confirmed it will launch 3,000 new own-brand products this autumn.
The MBO was advised by FRP Advisory, which has helped facilitate the deal as part of a two-step management buyout.
Overall, partnership pre-tax losses was £25.9m compared to its profit of £0.8m. The decline was led by an increase in operating losses from John Lewis, down £42.5m to £(61.8)m.
Hunters, which currently employs around 50 staff and operates out of Dagenham and Clerkenwell, said that it is an exciting time for the business as it enters its new phase of ownership and growth prospects.
This was driven by the impact of subdued consumer confidence as well as Home (and Electrical) sales declining, with ‘more considered purchases remaining depressed’, but also in increased marketing costs as it responded to ‘soft consumer demand’.
w www.hunterscontracts.co.uk
w www.johnlewis.com
DESIGN
Tech workshop a ‘great success’ KBB retailers declared that the training and technology workshop hosted by dedicated KBB and merchant service provider Acres Consultancy and award-winning interactive design software company Virtual Worlds was a great success. The event included a presentation from principal director at Acres Consultancy, Simon Acres, a panel discussion and a demonstration of Virtual Worlds’ unique virtual reality system 4D Theatre. The panel, which was hosted by Ben Roberts, from Virtual Worlds, included Simon Acres; co-founder at Bathroom Origins, Sofia Charalambous; and Acres Consultancy consultant Graham Jackson. There was a lively debate with participation from retailers, suppliers, service providers and trade associations in the audience, around the importance and financing of training, technology and digital marketing. Simon said: “We are grateful to those that attended and for their views. We had clear agreement on the importance of recruiting the very best people, the value of training and how best to harness the benefits of technology.” Ben Roberts, from Virtual Worlds, added: “We are experiencing huge shifts in technology, making this a hugely exciting time for the KBB industry. We are committed to harnessing the power of virtual reality for 4D presentations and helping businesses discover how to achieve a real return on their investment.”
w www.acresconsultancyltd.co.uk
VIRGINIA By popular demand, the recently-introduced
Virginia range is also now available in leather. Suiting both traditional and contemporary homes, it features soft, fibre-filled backs and soft ‘pillow’ arms. New Queensbury Slate colour (see inset) also now available.
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Julia sofa Julia sofa and Cooke and Cooke ottoman ottoman
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Profit up 23% at Dunelm; confirms new appointment Furniture and homewares retailer Dunelm has reported a growth in both sales and profits. According to its full year results for the 52 weeks to 29th June, 2019, total sales rose 4.8% to £1.1bn from £1bn in 2018, with like-for-like sales up 10.7%. The company reported a pre-tax profit of £125.9m, up by 23.4% compared the last year’s figure of £102m. Both in-store and online sales increased during the year by 7.7% and 35.1% respectively. Commenting on the results, Nick Wilkinson, chief executive, commented: “As Dunelm celebrates its 40th anniversary, we are pleased to have delivered a strong performance during the year, with an improvement across all our customer, operating and financial metrics. “In particular, the strong like-for-like revenue growth, both in stores and online, demonstrates the progress we are making with our multichannel proposition whilst maintaining the breadth and depth of our specialist customer offer in homewares. “These results reflect our focus on the core Dunelm business and we see further opportunities to develop our customer first plans, through extending product choice and value, improving our customer experience enabled by technology, and bringing more people to the brand. “Recent trading performance has continued to be strong, reflecting both weak comparatives in the prior year and continued market share growth. “However, we remain cautious about the full-year outlook due to increased Brexit uncertainty and specifically the impact it may have on consumer spending as we enter our peak period. “Looking to the future, I am excited about the opportunity to grow our business as we enhance and extend our specialist and multi-channel offer, build on our market leading position and fulfil our purpose of helping everyone create a home they love.” Accompanying the announcement, Dunelm confirmed the appointment of Paula Vennells as a non-executive director, who will be a member of the Audit and Risk, Remuneration and Nominations committees. Paula is chair of Imperial College Healthcare NHS Trust, a nonexecutive director of Wm Morrison Supermarkets PLC, and a non-executive director of the Cabinet Office. The chairman of Dunelm, Andy Harrison, said: “I am delighted to welcome Paula to our Board. Her experience of successfully leading the Post Office, a large and complex consumer business, through a period of significant change is extremely valuable, and she will be a great addition. “We shall also benefit from the breadth and quality of Paula’s boardroom experience.”
w www.dunelm.com
MANUFACTURE
ACCESSORIES FIRM PREDICTS FUTURE GROWTH Home décor specialist Dowsing & Reynolds has confirmed it expects sales to increase as it enters its busiest trading period. The business said that Christmas remains a key period with sales up 100% year-on-year as total revenues are forecast to hit the £5m milestone in 2019. Dowsing & Reynolds added that plans for 2020 are well under way to increase future growth further and include the launch of new ranges and products. The business, which mainly specialises in statement lighting products from its Leeds base, has also grown its workforce to cope with the increased demand, with staff numbers expected to reach 50 by the end of the year. James Dowsing-Reynolds said that the influence from public figures showcasing their homes across social media has created a sharp spike sales as customers look to transform a room.
w www.dowsingandreynolds.com
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Furniture Village celebrates 30 year anniversary; launches limitededition collection The UK’s largest, independently-owned, family-run furniture retailer, Furniture Village is celebrating its 30th birthday. In honour of the milestone, the retailer has been rewarding its customers with a multitude of competitions, daily deals and a birthday sale, as well as releasing a limited-edition collection, named Thirty. As part of the celebrations, Furniture Village teamed up with leading brands to host a series of exclusive competitions, including a luxury mini-break to Italy, courtesy of Italian brand, Nicoletti Home, and a one-on-one sleep consultation with the Sleepeezee brand ambassador and celebrity doctor, Dr Ranj. The Thirty collection will be available for customers to buy until December 2019. Charlie Harrison, director of multi-channel at Furniture Village, said: “Our customers, some of whom have been with us since the very beginning, are integral to Furniture Village’s success and, because of this, we decided to host a summer of celebrations to thank them for being part of our journey so far. “The range, quality and diversity of brands that we stock at Furniture Village are also one of the key reasons our customers keep returning to us year after year, so it was important that they played a big role in our birthday celebrations too. “We opened our first store in 1989 and now, 30 amazing years on, we’re the largest family owned furniture chain in the UK. So, here’s to the next 30 years and beyond!”
w www.furniturevillage.co.uk October 2019 | 12
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A changing homewares consumer
COUNCIL APPROVES EXPANSION PLANS
Furniture and homewares retailer Dunelm has unveiled its insight into a ‘changing homewares consumer’, highlighting social media as key driving force behind the shift in shopping.
Contract furniture manufacturer Foremost Furniture has seen its plans to transform a former bus depot as part of its expansion given the green light.
Detailed in its recent annual results ended 29th June, which saw sales rise 4.8% to £1.1bn and pre-tax profit increase 23.4% to £125.9m, Nick Wilkinson, chief executive officer, shared his thoughts on the ‘savvy shopper’.
Detailed in a change of use planning application to Rossendale Council, Foremost Furniture wants to convert the former Rosso bus depot in Knowsley Park Way, Haslingden, in to a furniture manufacturing site
“We are observing new behaviours in the homewares market as shoppers become more focused on digital content, more resourceful online, and more eager to find new ways to be ‘a smart and savvy’ shopper. These behaviours are not strongly correlated to age or wealth segments. Indeed, technology is increasingly being adopted by older consumers, often influenced in their homewares shopping by their children. Social media is fuelling these habits, with value being placed on how your home looks, and how well you are managing it,” he said.
The expansion would see 15 new jobs created, bringing its staff number to 80. In an update on the application, Rossendale Council’s economic development team has back the proposal.
“In the last three years we have seen a noticeable reduction in the attitudinal customer segment, which we label as ‘classic and content’, towards a much more digitally-focused consumer segment, aged from 18 to 60, which we refer to as ‘savvy home lovers’. More consumers are able and willing to seek out new sources for homewares products and are using a broader portfolio of retailers to fulfil their needs.
The council added: “We would welcome the expansion into the building of a furniture manufacturing business. This will bring the substantial site back into productive use and fulfil its role as an employment site.
“We believe that Dunelm is benefiting from these trends. We are becoming part of the portfolio of more homewares consumers, across more categories. Put simply, where once we may have been the place where a customer bought their quilts or curtains, we are now being considered for a wider range of products. “One implication of this is that we need to meet a wider range of customer expectations: from buying ‘everyday necessities’ (stuff that just needs to get done, like a replacement school lunchbox), to more ‘rewarding essentials’ (where comfort and quality matter more, like towels or bedding), to decorative enhancements, to items for room refresh projects (like rugs, curtains and occasional furniture) and on to bigger-ticket ‘permanent’ purchases (like made-to-measure curtains or a mattress). “Some of our traditional competitors are retrenching, and new ones are emerging, as different retailers react at different speeds to changing consumer behaviour. Ultimately, understanding and reacting to these trends is the key to sustainable and profitable growth over the long-term.”
w www.dunelm.com
MANUFACTURE
NOBIA CONFIRMS BOARD RESIGNATION; NEW CEO Kitchen furniture specialist Nobia has confirmed the appointment of Jon Sintorn as its new president and chief executive. As announced earlier this year, Jon assumes the position following the resignation of former president and CEO Morten Falkenberg, who officially stepped down from the role on 31st August and has now retired from the board. Swedish-based Nobia operates across 20 brands, including its UK-based businesses Magnet and Rixonway Kitchens.
w www.nobia.com October 2019 | 14
Stated in the plans, Hadyn Creer, sales director, said: “We require a change of existing use as a garage/bus depot to use for our furniture manufacturing business. We manufacture compact furniture for use in public houses and have the following workshops — joinery, upholstery and polishing.”
“This development complements the council’s priority — a connected and successful Rossendale that welcomes sustainable growth and supporting inward investment and business growth.” Foremost Furniture has been established since 1974 and operates out of its current 40,000sq ft premises on Carrs Industrial Estate. The business supplies compact furniture for use in pubs and restaurants.
w www.foremost-furniture.co.uk
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Independent furniture retailer relocates store Independent furniture retailer Coytes Furnishing has confirmed the relocation of its store. Coytes Furnishing has been trading from Tutbury Road for more than 46 years, since it was first established in 1972, and has now relocated to its new premises on Derby Road, just over one mile away. Over the last 12 months, the business has been preparing to move its Tutbury Road stock to one of Coytes’ two Derby Road sites to house its furnishing division alongside its carpet store on the same road. The store Tutbury Road store closed for the final time on 31st August. It said it was a decision that wasn’t taken lightly but needed to be made due to the huge investment required to modernise the store for customer accessibility. Despite the relocation, the business reaffirmed that it was ‘here to stay’ as a company and paid tribute to its loyal customer base for its continued support.
w www.coytes.com
THEY WERE LINING UP THEN AND THEY’RE STILL LINING UP TODAY! "I am delighted the business made the key decision to once again engage the professional services of Lynch Sales Company. I have no hesitation in recommending their great services to any other retail business. Lynch makes things happen whilst delivering outstanding results." Alan Bushnell, Group Merchandising and Operations Director • Tudor Williams • 28th August 2019
"I have no hesitation in recommending Lynch to any retailer who wishes to re-energise their business, galvanise their people and make profitable sales." Michael Roome, Managing Director • Roomes of Upminster • 13th August 2019
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"We all had an exciting and enjoyable time, and we achieved both our sales and sales margin targets. This was not the first time we have used Lynch, and I very much doubt it will be the last!" Andy Walker, Managing Director • Style Furniture • 13th October 2018
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Digital development to drive future sales growth
MANUFACTURE
BESPOKE MANUFACTURER RELOCATES TO LARGER PREMISES
Furniture and homewares retailer Dunelm has confirmed a ‘major milestone’ in its digital journey as it prepares to launch its new platform.
Bespoke furniture manufacturer Style Matters has expanded into a larger premises.
Whilst Dunelm is already live with some of its new technologies, the project has taken two years to fully transform its technology capability.
Style Matters has relocated from its site on Astmoor Industrial Estate in Runcorn to a new larger facility on Manor Park Industrial Estate at Christleton Court.
This includes bringing in more engineering talent and developing new ways of working to create a scalable suite of retail services founded on the latest cloud-native technology.
The furniture business has secured a 10-year lease on the unit and moved due to needing a larger premises as the business continues to expand and also features its showroom alongside its workshop.
Commenting on the digital platform, Nick Wilkinson, chief executive officer, said: “We will launch our new digital commercial platform in FY20. “The transition to the new platform brings sales risks, but our tests to date give us confidence that users will experience material improvements to site speed, search effectiveness and checkout functionality (e.g. the ability to transact a mixed basket of items with different fulfilment options, and the ability to pay for store-stocked items for collection). “Our development roadmap post go-live will be ambitious: to complete the ‘catch up’ needed on convenience and to drive tangible customer enhancements that improve conversion, frequency and basket size. We view digital development as driving store sales as much as our online sales and will continue to invest in developing our offer across all channels.”
w www.dunelm.com
Style Matters said: “This expansion into bigger premises is a key factor in our plan to expand the business over the next two to three years. “Our new distribution centre premise has the added benefit of a showroom. It ensures that we are able to show our valued clients Style Matters’ capabilities by opening up a sector of the company that would usually be behind closed doors. We will be working on an opening preview for our valued clients shortly.”
w www.stylematters.co.uk
MANUFACTURE
FURNITURE BUSINESS SECURES PEOPLE STANDARD Furniture manufacturer Whitemeadow has been accredited as an Investors in People organisation, having met the appropriate requirements of the Investors in People framework.
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Future in doubt as sale collapses Administrators of department store Bennetts have taken back control after its proposed sale collapsed. In February Louise Freestone and Paul Mallatratt, both of Bridgewood, were appointed joint administrators of Bennetts (Irongate) Limited, Trading as Bennetts.
Head of Group HR, Karen Clarridge (pictured with Ian Oscroft), said: “After several years of hard work and following a rigorous assessment process, we are thrilled to receive this recognition.”
Since then a sale for its Derby store was agreed while its other store in Ashbourne ceased to trade. However, it has now emerged that administrators took back control of the business and its assets on 27th August after the new owners seriously breached the sale conditions.
Investors in People is a standard for people management, offering accreditation to organisations that adhere to the Investors in People Standard. Until January 2017, Investors in People was owned by the UK Government, but it transitioned into the Investors in People Community Interest Company.
In a statement, Bridgewood said: “This was a regrettable but necessary step, following serious breaches of the sale agreement and licence to occupy between the joint administrators and the new owners, London Sole Limited. During the following 10 days the joint administrators have given London Sole every opportunity to rectify these breaches, however London Sole was either unable or unwilling to make the required payments. This left no option other than to confirm the termination of its agreements with London Sole.”
Investors in People assessments are conducted locally and involve Practitioners being present for a number of days on site to observe management meetings and production processes.
Administrators added that closing down the store is ‘now a very real possibility’. It remains closed while other options are being explored.
The award is valid for three years and Whitemeadow will be reassessed at yearly intervals.
w www.bennettsirongate.co.uk
w www.whitemeadow.com
October 2019 | 16
It also involves online surveys being conducted with each member of staff, face to face interviews with management and randomly selected members of staff, observation of activities and interactions between staff and managers and review of supporting documents.
Dulwich Collection Complete the apartment living look with our Dulwich collection. Featuring a smart, upholstered Sofa, Sofabed, Armchair and Stool. This range of seating is ideal for the city apartment look but could also fit into an array of styles. This stunning design is sleek and modern and is available in each of our 58 new fabric options.
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GD Cabinet Maker - 2009 Bed Show Review.indd 1
Fri 20/09/2019 15:12:06
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Heatwave impacts high street sales Soaring temperatures and Brexit uncertainty meant Britain’s high street sales continued to melt in August, figures released by accountancy and business advisory firm BDO LLP reveal. According to the High Street Sales Tracker (HSST), like-for-like in-store sales dropped by -0.1% last month from an already gloomy base of -2.7% for August last year. The final week of the month resulted in a calamitous fall for instore sales as record-setting temperatures singed sales into the bank holiday weekend. The result marks six months of negative like-for-like in-store sales this calendar year, as consumers tighten their belts in the face of mounting uncertainty. Following an eight-month run of positive in-store sales, homewares failed to continue its pattern of encouraging results. In-store like-for-like sales fell by -0.8% from a very poor base of -6.1% for August 2018. The hottest summer on record didn’t halt online shoppers, however, with non-store sales increasing by +18.6% in August from a base of +13.7% for the equivalent month last year. The category continued to be a source of growth for the sector as retailers failed to convert rising footfall into in-store sales. Sophie Michael, Head of Retail and Wholesale at BDO LLP, said: “2019 continues to deliver bad news for the British high street, with crumbling consumer confidence and growing uncertainty discouraging discretionary spend. As the retail landscape changes, the pressure on traditional retailers to adapt is bigger than ever. However, recent research suggests retailers are failing to invest in their digital strategy and omnichannel offering despite the huge shift online. “The current political and economic uncertainty is adding to the struggles of cash-strapped retailers and their increasing reluctance to make investment decisions. The sector is in desperate need for the government to take action, provide some clarity and give retailers the confidence to make the necessary investment to deliver long-term growth.”
w www.bdo.co.uk
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FURNITURE MAKER REACHES RECORD TURNOVER Furniture manufacture Funky Chunky Furniture has reported record sales in its sixth year of trading. The Jarrow-based business has seen revenue reach £1.6m, an uptick of 31%, whilst net profit was at an estimated £149,000. Due to its rapid growth, the business has recruited five new members of staff as well as rolling out several new furniture collections from its own manufacturing facility. Funky Chunky Furniture, which specialises in solid wood rustic furniture, said that a third of sales now comes through its online platform. Looking ahead, the business said that it plans to focus on future sustainable growth by finding ways to streamline operations and create opportunities to expand further.
w
www.funky-chunky-furniture.co.uk
October 2019 | 18
LIGHTING BUSINESS CONFIRMS APPOINTMENT OF NEW MD Lighting business Holophane Europe has confirmed that its managing director Alasdair McRury (above) has stepped down from the role. After more than 30 years of dedicated service to Holophane, Alasdair has decided to retire, resigning his position on 30th August. Alasdair has been managing director of the Holophane Europe business for the past 12 years and successfully led the business through a period of significant change, investment and profitable growth. Alasdair has also represented Holophane on the council of the UK Lighting Industry Association (LIA), having previously served as its president for three years. He will remain as a non-executive chairman for Holophane Europe. In a statement from Holophane, the company said: “We thank Alasdair for his commitment to Holophane and congratulate him on his tremendous career in the lighting industry.” The company also confirmed the appointment of David Barnwell as Alasdair’s successor. “David has over 19 years of experience in leading roles within Holophane Europe and is uniquely placed to build on the success Holophane has enjoyed over its 123-year history. “He is a highly respected leader within the business and will continue to execute the business strategy with his management team. “This is a well-earned promotion and we have every confidence that under David’s leadership the business will continue to thrive and grow.”
w www.holophane.co.uk
aQO High street footfall struggles; retail parks see small uplift High street footfall continued to decline in August as weak consumer confidence took its toll. According to the latest BRC-Springboard Footfall & Vacancies Monitor for August 2019, overall footfall declined by 1.3% in August compared to the 1.6% decrease last year. High street footfall declined by 1.9%, following from the decrease of 2% in August last year, whilst retail parks saw an improvement of 1%, gaining on its increase of 0.3% the previous year. Shopping Centre footfall continued to decline by 2.2%, following August 2018’s decline of 2.4%. Helen Dickinson OBE, chief executive, British Retail Consortium, said: “Retail footfall continues its downwards trajectory this month, with high streets and shopping centres most affected. The long-term trend, which has seen footfall decline by an average of 1.7% over the last 12 months, reflects the fact that increasingly cautious consumers are holding back on discretionary spending and not heading out to the shops. Only retail parks, with their combination of activities and shopping, were able to buck the trend. “There is little sign that the stresses on retail will abate any time soon. Stuck between weak demand thanks to Brexit uncertainty, and rising costs resulting from business rates and other public policy costs, many retailers are clearly struggling. The Government should take the opportunity to reduce the heavy cost burden holding back retail investment.” Diane Wehrle, Springboard marketing and insights director, added: “In the face of weak consumer confidence and declining sales a drop in footfall of -1.3% in August wasn’t unexpected. We must remember that declining footfall is a long-term trend with annual increases being the exception rather than the rule. Indeed, footfall has declined in every year since Springboard started publishing its national data in January 2009. “On a positive note, August had the strongest footfall over the summer months, and it was also an improvement on last year when footfall declined by -1.6%. This month’s result was bolstered by the final week of the month, when the hottest August bank holiday on record improved footfall from -1.4% to -0.6%. “The final week of the month also highlighted the difference in consumer demand for each of the destination types. Despite back-to-school trading, footfall in shopping centres dropped by -2.4% in the final week compared with an average of -2% over the previous three weeks. “In high streets, footfall strengthened noticeably in the final week to just -0.1%, moving from a decline of more than -2% in each of the first three weeks, as consumers looked to make the most of the good weather. In contrast, in retail parks footfall rose in each of the first three weeks, averaging +1%, levelling off in the last week but remaining in positive territory. “This demonstrates their ongoing attractiveness to shoppers as they continue to bridge the convenience-experience gap, necessary in today’s retail environment.”
w www.brc.org.uk
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LONG EATON GUILD REMEMBERS INDUSTRY PIONEER The Long Eaton Guild has a new website courtesy of digital creative agency Orbital Vision. Instead of payment for the project, Orbital asked for the fee to be paid as a donation to St Michael’s Hospice in Sussex, in memory of a dear friend of the Guild, Matt O’Flynn. Orbital Vision has had a close relationship with the guild since its beginning. As well as being based in the heart of the UK Centre of Upholstery, and recently redesigning Iain James’ website — a core member of the Guild — Orbital Vision has a lot more history. It used to be a widely varied digital design agency, but in the summer of 2017 the business was realigned to focus on the interiors industry. This was in no small part down to a strong friendship-turned-business venture between its founders, Rob Walker and Matt. After many years of close friendship and business partnerships, they decided to team up to create the vision Orbital has today. From launching a new hub of the industry, to being at the forefront of the field after developing brand new technology to digitally recreate fabric, they built a studio, and a great team from the ground up. Matt was chairman of the Long Eaton Guild from 2007 to 2019, being completely immersed in the furniture industry from a young age. A pioneer in the industry, there aren’t many people in UK furniture manufacturing who haven’t heard of him. Sadly, Matt was diagnosed with cancer just as Orbital moved into the new studio. Earlier this year, Matt lost his battle with cancer after a stay in St Michael’s Hospice in Sussex. The hospice gave incredible care, and always made sure there was an atmosphere of laughter and warmth, making not only Matt’s time more comfortable, but that of his family too. When the Guild approached Orbital to create a new website to house both details of the Guild, and the famed bi-annual Long Point trade show, there was only one condition — the agency would happily create a new, user-friendly website, as long as it was created in dedication to Matt, and that the price of the project was waived, and donated to the hospice instead. Andrew Mitchell and Iain James, of the Guild, couldn’t think of a more fitting way to create a new look in the memory of an old friend. The Guild now has a new site to encourage visitors to Long Point, and in turn have donated £500 to the hospice. The hospice responded to the donation with gratitude to both the Guild and Orbital, highlighting how many more people they could now help with the funds. “Thank you so much for your overwhelmingly generous donation given in memory of Matt O’Flynn. What an incredible gift, which will enable the hospice to continue to support many more people,” it said. “As you know, our services are provided free, and we are reliant on the kindness of people like you who give so generously in order for others to benefit from the support we offer. On behalf of the team at St Michael’s Hospice, thank you. Your generosity is heart-warming.”
w www.longeatonguild.co.uk October 2019 | 19
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Heimtextil prepares for 2020 show The development in Heimtextil exhibitors over the past few years shows one thing clearly: while the German market is currently going through a challenging period and the number of producers and retailers is declining, Heimtextil in Frankfurt am Main is positioned as a world-leading platform with a strong international appeal. This trend is set to continue at the upcoming trade fair for home and contract textiles, which takes place from 7th to 10th January 2020. Exhibitor numbers have increased year-on-year over the course of the past decade, from 2,469 (2010) to 3,012 at the most recent edition (2019). This significant growth has come from abroad — 2,125 companies from abroad attended Heimtextil in 2010, while in 2019 this number had risen to 2,714. There is also a positive upswing in the number of visitors from abroad. “As before, we are seeing growth from other countries in Europe and overseas. International manufacturers rely on Heimtextil as an attractive platform for export business and as a trendsetting launch event where they can present their new season products at the start of the year”, said Olaf Schmidt, vice-president textiles & textile technologies at Messe Frankfurt. At the upcoming Heimtextil, the organisers once again expect there to be 3,000 exhibitors, including many big players in the industry and global market leaders.
w www.heimtextil.messefrankfurt.com
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JFS SPONSORS YOUNG FURNITURE MAKERS’ EVENT For the first time JFS is sponsoring the awards ceremony for The Furniture Makers’ Company Young Furniture Maker’s Awards. It will be held on 9th October, 2019, at The Furniture Makers Hall and the Dutch Church in Austin Friars, London. An exhibition featuring the students’ work is open to visitors prior to the ceremony. More than 100 designers from schools, colleges, universities and graduates from across the UK will be showcasing pieces, including furniture and lighting intended for the domestic and contract markets. The exhibition is open from 12noon with the presentation of the awards commencing at 7pm. Dids Macdonald OBE, Master of The Furniture Makers’ Company, will welcome guests to the ceremony, which ends at 9pm. JFS event director Cleere Scamell said: “January Furniture Show is delighted to be supporting the Young Furniture Makers awards evening. “The importance of events such as this cannot be understated, as they excite and encourage young people to pursue a career in furniture and design, while celebrating their hard work and recognising excellence in the field. The team and I look forward to seeing you at the exhibition.”
w www.januaryfurnitureshow.com October 2019 | 20
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FRETWORK FORMS NEW NOTTINGHAMSHIRE COUNCIL PARTNERSHIP Fretwork comprises organisations that apply flame retardant treatments to textiles and those who provide the chemical formulations for the treatments. These businesses play a vital role in ensuring furniture manufactured in the UK meets the stringent flammability requirements. FRETWORK has announced the formation of a Primary Authority partnership with Nottinghamshire County Council Trading Standards. Fretwork members enrolled in the scheme can now benefit from formally assured advice. A group of Fretwork members has developed a Code of Good Practice (FCOGP) with input from Nottinghamshire Trading Standards. Nottinghamshire is also developing an audit programme to ensure Fretwork members comply with the Code’s requirements. This makes it possible to demonstrate traceability through the supply chain to the stage at which those fabrics are made into furniture. FRETWORK began work on this venture in 2014 but all involved recognise it is only a beginning with the scope to do more. The group of companies represented by FRETWORK in the FCOGP carry the responsibility in the UK upholstery manufacturing supply chain for daily decisions made in dealing with the textile cover fabrics, any treatments made, subsequent testing and ensuring legal compliance with the Furniture Fire Safety Regulations (FFR). The FRETWORK Group is seeking to demonstrate the advances made during the development of the scheme and their commitment to ensuring process controls deliver legally compliant products. Developing the FCOGP has challenged an industry sector that has relied heavily on Custom, Practice and Experience in their day to day business. This has been described as “writing down what the text books cannot tell you”. The objective has been to create transparency and increase understanding through the documentation and empower our auditors. A simple example of this is fabrics that change from one consignment for treatment to another. The skills needed to identify such changes and adjust the treatment can go unnoticed. They require an extensive knowledge of the different fibre types and the implications for the treatment to achieve a legally compliant end result. The FRETWORK Code of Good Practice (FCOGP) comprises a set of documents that set out general information about textiles and common techniques and procedures and how process control is applied. The code provides insight into the main requirements of the FFR and includes clarification about the way process control is applied. It includes a summary that gives a set of simple bullet points to help identify key areas. What makes good practice is framed as a set of standards that must be met before a company can be recognised as or remain a member of the scheme.
w www.fretwork.org.uk/fcogp-good-practice-is-list/
aQO RETAIL
Wren opens another store Kitchen retail chain Wren Kitchens has opened another showroom. Situated at Peel Centre in Blackburn, the new 12,230sqft store has created more than 20 new jobs for the area. Wren Kitchens Blackburn showroom manager Helen Winstanley said: “We’ve completely renovated the former Onit Furniture store to our impeccable high standards, so that we can offer an inspirational space for our customers to discover a world of affordable, luxury tailored kitchens. “Since launching 10 years ago, this is Wren’s 82nd showroom and we look forward to being part of the Blackburn community for many years to help make dream kitchens become reality. “From shaker to country, industrial and ultra-modern styles, we have something for everyone with over 30 kitchens on display. With more than 10 million possible combinations, there are endless opportunities to create a completely unique space.”
w www.wrenkitchens.com
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UK KITCHEN FURNITURE MARKET SHOWS ‘STEADY GROWTH’ AMA Research’s latest Kitchen Furniture Market Report reveals that the total UK domestic furniture market has shown steady growth in the last five years. The UK kitchen furniture market saw good growth in the period 2014-15 with an 9% increase in market size over the two-year period. With the recovery in the UK economy, improving levels of consumer confidence supported value growth. AMA said that the total market for kitchen furniture is estimated to have reached £1,725m in 2018. However, the market is forecast to show moderately increasing annual growth in the next few years. Furniture will continue to account for around 7980% of the total market. Commenting on the report, AMA said: “The rate of growth has been slower since 2016; inflation has continued to outstrip wage increases and uncertainty has clouded the UK economic environment, with the ongoing Brexit negotiations proving to be very challenging. “Since then the rate of growth has slowed annually with the uncertainty about the UK economy and the Brexit decision affecting consumer confidence and expenditure on ‘big ticket’ items such kitchen refurbishments. The new housing sector has remained moderately positive supported by Government initiatives such as Help to Buy.”
w www.amaresearch.co.uk/report/kitchen-furniture-2019/
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BRITISH MANUFACTURERS ENCOURAGED TO ATTEND OPEN DAY British furnishing manufacturers interested in finding out about the marketing and operational benefits of the Manufacturing Guild Mark are encouraged to attend a free open day this October at technology giant Biesse Group UK’s Daventry headquarters. Awarded by The Furniture Makers’ Company and co-sponsored by Biesse and Lectra, the Manufacturing Guild Mark has been the mark of excellence, distinguishing Britain’s top furnishing manufacturers, since 1993. The mark is awarded to manufacturers on completion of a successful independent audit, performed by FIRA International, which assesses high standards across all aspects of the business, including manufacturing, design, product quality, marketing, finance, commitment to training, employment conditions and sustainability. Any manufacturer of any size operating within the wider furnishing industry, including furniture, beds, upholstery, kitchens, carpets and flooring, is eligible to apply for the mark. Currently 19 British manufacturers hold the Manufacturing Guild Mark, including Bisley, Delcor, Ercol, Gratnells, Harrison Spinks, Herman Miller, Jay-Be and Wren Kitchens. The open day is on Thursday, 24th October and will include an overview of The Furniture Maker’s Company and what is involved in the audit process. Visitors will get to hear from an existing Manufacturing Guild Mark holder and find out first-hand the positive promotional impact the mark has had on their business and how the audit process has enabled them to make improvements and embrace change at the business. Rick Petini, managing director at Delcor, said: “We promote the fact that we hold this award in our stores, on our website and in our marketing communications. We want our customers to know we have this seal of approval. It’s a guarantee for them that we are a British company, that does things right.” Charles Winn-Jones, UK operations director at Herman Miller, added: “The Manufacturing Guild Mark gives us recognition. It gives our customers more confidence in our brand, ensures them that they are getting the best quality product, the best service and that we will be there to support them today, tomorrow and in the future.” The open day will conclude with a tour around Biesse’s stateof-the-art tech centre, during which delegates will get to see demonstrations of Biesse machinery. Ben Burbidge, Manufacturing Guild Mark chairman, said: “We’d like to thank co-sponsor Biesse for hosting in their headquarters — the team share our passion of promoting exceptional British manufacturers and we’re very grateful for their support.” Steve Bulmer, chief executive at Biesse Group UK, said: “Holding a Manufacturing Guild Mark provides a great platform for any company involved in the UK furniture industry to showcase their business, hence why we have committed to supporting this initiative and we look forward to welcoming everyone to the event.” Companies interested in attending should visit Eventbrite at:
w www.bit.ly/MGMopenday October 2019 | 21
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Scottish retailer posts slight lull in sales Scottish-based independent furniture retailer Andersons of Inverurie has reported a slight decline in sales and profit. According to its latest filed accounts for the year ended 31st October, 2018, total sales fell 1.8% to £10.5m from £10.7m in 2017. Gross profit remained consistent at £4.4m, whilst pre-tax profit resulted at £477,192, down from £524,059 recorded the previous year. Stated within its report, Andersons of Inverurie, which is based in Inverurie, Aberdeenshire, said that trading performance reflected local economic conditions and continued to be influenced by the reduced activity in the oil and gas sector. The business added that despite this, margins have been maintained and it remained confident of future growth looking forward.
w www.andersonsofinverurie.co.uk
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CURTAIN MAKER DEBUTS ‘UNIQUE’ READY-MADE COLLECTION Curtain and blind manufacturer Ena Shaw has unveiled its first collection of luxury ready-made velvet curtains, designed and manufactured exclusively in the UK under its Montgomery brand. The Ready Made collection comprises 12 velvets and will be available in 10 sizes with two headings, eyelet and pencil. Steven Ross, Ena Shaw commercial director, said: “Launching a collection of luxury ready-mades, designed and manufactured in the UK, under the Montgomery brand has been a top priority of ours for some time. “Montgomery is renowned for top quality curtains and blinds, and our new collection is no exception. It is the most comprehensive range of luxury, high-quality ready-mades on the market and we cannot wait to get it in front of our retailers. “Ena Shaw is passionate about supporting Britain’s high street and independent shops. We want to give them something unique we know their customers will want.”
w www.enashaw.co.uk
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SCATTER BOX WINS BEST NEW DECORATIVE PIECE AT IRISH SHOW
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At the Furniture and Home Awards at the Irish Furniture and Homewares Show, Scatter Box won Best New Decorative Piece. The award was given for its Orion piece of art. Orion, Multi is a modern original abstract painting. The piece features bold hues of blue and navy with gold leaf accents, finished inside a gold frame. Orion is a hand-painted design, by artist Charlene Lynch. Caroline Horgan, Abbbeylands Furniture Ltd & Scatter Box managing director, said after winning the award: “We are thrilled and honoured to have won the Best New Decorative Piece award. “To win at Ireland’s largest trade-only furniture & homeware event, is an amazing achievement. We are celebrating 40 years in business this year, which makes this award all the more special.” Established in 1979 by Danny Fitzpatrick, Abbeylands Furniture started out as furniture manufacturers. When Danny’s daughter, Caroline Horgan, took over from her father, the sector was in steep decline. She had to look at the capabilities of the company to survive and 12 years ago it diversified into home interiors. Horgan added: “I would like to thank all those who have supported the business over the past 40 years, whether as a customer or colleague.”
w www.scatterbox.ie
Family business launches closing down process Family furniture business Oak Loft has confirmed plans to close. Situated on Dart Business Park in Topsham, Devon, the business launched a closing down sale with final deliveries due to be made at the end of September. The news of Oak Loft’s closure was revealed through a planning application from Chime, an NHS Audiology Service, which will take over the premises and change the use from retail to a nonresidential institution. Stated on Oak Loft’s website, the store is currently trading between Thursday and Saturdays, whilst an official closing date has not been confirmed.
w www.theoakloft.co.uk October 2019 | 22
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Danish furniture brand opens fourth Irish store Danish furniture brand JYSK has opened its new store in Ireland. JYSK officially opened in Portlaoise at the Laois Shopping Centre, which became the company’s fourth outlet in Ireland adding to stores in Navan, Naas and Drogheda. The new store has created 10 jobs for the local area and forms part of JYSK’s wider plans to open a further 10 stores in Ireland this year. Commenting on the opening, Roni Tuominen, head of retail for JYSK Ireland, said: “We wanted to stay outside of Dublin from the beginning. We knew that our brand was not well known in Ireland and we want to be closer to customers. “We picked some cities and tried to be clever because our organisation is a small team, so we keep our stores at a reasonable distance from each other. “Portlaoise compared to Naas, Navan and Drogheda, which are purely retail parks, is a bit of a different store. I think that is a good addition to have a mix of retail parks and now a shopping centre. “Of course, the retail parks are busy but from the very first time I visited a year and a half ago to Portlaoise, I think I saw the kind of traffic and it is a really nice complex, which offers something for everybody, so I’d say it’s the mix of commercial opportunities there. We suit that puzzle. I think that was the only thing that was missing but now we are there.”
w www.jysk.co.uk
IRISH SHOW TOP SUPPLIER AWARD WINNER IS… Organisers of the Irish Furniture and Home Show have announced the winner of its coveted top supplier award. Claiming Retailer’s Choice - Best Supplier’s award for the second successive year was Annaghmore Angenices (above). This award is voted on by the attendees of the IFHS during the registration process and with over 1,000 retailers voting. Speaking to the IFHS, Conor McKeown, director of Annaghmore said: “We are both delighted and honoured to receive the award of best supplier for the second year running. We appreciate that we are up against stiff competition in a highly competitive market, which makes the receipt of this award all the more special. “To receive such a prestigious award is recognition of a combined effort by all the Annaghmore team where we focus everyday on achieving the highest levels of customer service possible and I know everyone at Annaghmore is extremely proud to see their efforts acknowledged.”
w www.annaghmoreagencies.com
MANUFACTURE
FLOORING GROUP GROWS HALF-YEAR SALES Floorcoverings distributor Headlam Group has reported an increase in sales during its first half. According to its latest trading update for the six months ended 30th June, 2019, total sales increased 3.3% to £348.7m from £337.5m in 2018, with both the residential and commercial sectors in the UK and continental Europe all contributing positively. Like-for-like revenue increased 1.8% and 3.2% in the UK and continental Europe respectively, resulting in an overall like-forlike revenue increase of 2%. Gross margin maintained at 32.5%, despite a shift in business mix towards the commercial sector, whilst pre-tax profit fell from £16.4m to £15.9m during the period. Headlam added that construction commenced at its new 190,000sqft regional distribution centre in Ipswich, with the anticipated timetable of being operational set for Easter 2020. The proposed capital investment of £26m to fund the project remains unchanged.
w www.headlam.com
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E-marketplace appoints new CEO Online marketplace Notonthehighstreet has announced the appointment of Claire Davenport as its new chief executive. Claire succeeds Barrie Seidenberg, who was diagnosed with brain cancer earlier this year and will step down to focus on her health. In her role, Claire will continue Barrie’s work in modernising the company’s technology platform and strengthening the ecommerce operations of the business. Darren Shapland, chairman of Notonthehighstreet, said in a statement: “Barrie has led the transformation of the company over the last 15 months and has significantly increased momentum in the business. “Through Barrie’s leadership, the business now has a strong foundation for growth, supported by a skilled leadership team, with experienced additions including a new CTO, CFO and CPO. The Board would like to thank Barrie for her expert leadership and we wish her our heartfelt best as she focuses on her health.”
w www.notonthehighstreet.com October 2019 | 23
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Bedding retailer introduces debut hemp range Following increased customer demand for more sustainable products, Soak&Sleep is the first major UK bedding retailer to add a range of hemp products to its collection. The range will include pillow cases, duvet covers and fitted and flat sheets in all sizes, from single to superking. The range was expected to officially launch in late September. Hemp’s sustainable credentials are high. It grows in abundance and produces double the fibre yield of cotton per hectare. It also uses 30% less water than cotton to grow and 25% less water in the production process. The plant is naturally repellent to pests, meaning less pesticides are needed to grow it successfully. It returns 60-70% of nutrients to the soil, keeping the land better fertilised for the following year’s crop. When hemp is made into a fabric it is up to eight times stronger than linen and is resistant to UV light, so it holds colour better, meaning these items will last longer than any other natural fibre. Commenting on the new range, Sally Hancox, buying manager, said: “Being environmentally conscious doesn’t mean compromising on luxury. Our hemp range isn’t like you’d imagine, it’s super soft, smooth but with a textured hand-feel — similar in texture to our French linen but even softer, with a superb drape. “It’s a true super-fibre and is exceptional at regulating your body temperature, helping you to sleep comfortably all year round — sleeping green never felt so good!”
w www.soakandsleep.com
MANUFACTURE
FLOORING WHOLESALER CONTINUES ITS POSITIVE GROWTH Flooring wholesaler Unilin Distribution has reported a sixth straight year of turnover growth. According to its latest filed accounts for the year ended 31st December, 2018, total sales rose 10.7% to £69.1m from £62.4m in 2017, producing another record year. Gross profit increased 4.3% to £9.5m from £9.1m, whilst pre-tax profit also rose by 6.6% to £1.6m from £1.5m the previous year. The business, which is a subsidiary to US parent flooring group Mohawk, stated within its report that the company continues to be proactive in seeking out new customers and new opportunities. Furthermore, the company, which trades through brands including Quick-Step, Elka, Balterio and Pergo, is ‘continually investing in the quality of its people, product offerings and infrastructure’ for future growth.
w www.unilin.com October 2019 | 24
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ANTIQUE FURNITURE BUSINESS REBRANDS FOLLOWING SALE Specialist furniture business Fagin’s Antiques Showrooms & Reclamation Yard has been sold and rebranded after the owner decided to retire. Beardsley Theobalds — a business and corporate transfer specialist agency — brokered the sale of the business, located at The Old Whiteways Cider Factory at Hele, near Exeter, to London Fine Ltd. The new owner, who took over the reins earlier this year, has immediately started to implement plans to ensure that the fouracre site and its various buildings remains a go-to destination for the trade and public. The business has been renamed and is now trading as The Antique Village, which has been busy signing up dealers to rent space within the main showrooms (approx. 22,000sq ft over four floors) — either cabinet space, floor space, wall space or dealer mini-shops as well as outdoor opportunities. In addition, skilled crafts people are being attracted, including furniture upholsterers and French polishers, to set up their businesses there. A café is planned in a few months’ time. The project is the brainchild of the founders and directors of London Fine Ltd, which has successfully traded as London Fine Antiques for many years and boasts a worldwide client base which it intends to further expand at The Antique Village. Over the years Fagin’s built up an excellent reputation and it frequently appeared on television programmes such as Antiques Road Trip, Celebrity Antiques Road Trip and Salvage Hunters. It was often used by The National Trust and film production companies for sourcing specialist items. The former owner, Chris Strong, said: “Out with the old and in with the new is a saying that is almost unheard of in the antique business, but in the case of Fagin’s Antiques it seems very apt. “After 30 years of business at The Old Whiteways Cider Factory and having met thousands of people, both local and foreign, and dispensing to most of them a great restored and recycled product, it is with great sadness that it has all come to an end (mainly brought on by the huge increase in overheads especially the dreaded Business Rates). “Having cleared the decks through a massive three-day auction in April I have now struck my colours and handed ‘the ship’ over to the new kids on the block, who will navigate their own style through the aptly named Antique Village. “I would like to thank Roger Mundy, of Beardsley Theobalds, Exeter, for piloting me towards the calm waters of transition and also to ‘the crew’ who have worked tirelessly to have made Fagin’s the iconic business that many of our great customers hopefully will remember in years to come.”
w www.beardsleytheobalds.co.uk
aQO Furniture sales down; lighting and bed linen provide uplift; IMG deal
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BREXIT CONTINUES TO HAMPER UK KITCHEN MARKET
Furniture and fashion retailer Laura Ashley has reported a decline in furniture sales as ‘weak consumer confidence’ continued to impact big-ticket purchases.
Swedish kitchen furniture brand Nobia has reported a decline in organic sales, although operating income increased.
According to its full year results ended 30th June, 2019, total furniture sales fell 10.1% with like-for-like sales down by 9%.
According to its latest trading update ended June 2019, Nobia said that the UK market continues to be ‘soft’, largely due to Brexit.
Within its home accessories division, sales were down by 0.8%, although like-for-like sales did increase by 1.1%. Laura Ashley said that lighting was its best performing category, ahead of seasonal gifting and bed linen. Overall, total group sales were down from £257.2m to £232.5m, with like-for-like sales falling by 3.5%. Online sales dropped from £59.7m to £51.2m, with like-for-like sales down by 14.2%. During the year, six stores were closed, reducing its estate to 155 across the UK. The company added that two new stores will open in the year ahead, with five to seven set to close as it continues to optimise its store portfolio. Laura Ashley recorded a loss before tax, excluding exceptional items, of £9.8m compared to its profit of £5.6m in 2018. An exceptional charge of £4.5m was recorded in the year, of which £1.3m relates to the write-off of an investment in a Japanese associate company. Commenting on the results, Andrew Khoo, chairman, said: “The last 12 months have proved to be a difficult trading period for the Group and indeed for the retail sector as a whole. “The primary causes for the year-on-year drop in profit have been the performance of home furnishing and that of our website following a re-platforming exercise, which took place in November 2018. “We have focused on the reasons why home furnishings have under-performed and have taken necessary steps to mitigate this, including adding new contemporary product to our ranges. We have taken active steps to listen to our customers and now believe that we are on an appropriate recovery path. “As the group expands its international reach, we are delighted to announce that we have recently signed a master licensing agreement with IMG to market and develop the brand in China. This partnership will give us greater access to customers and increase the distribution of our products in the market. We will also be focusing on the Australian market with the first store anticipated to open in Melbourne in 2020. “We are delighted with the progress of our growing licensed hospitality business. There are now nine Laura Ashley licensed tearooms and two Laura Ashley licensed hotels. The pipeline of new licenses is very healthy as we enter a new financial period. “During the last 12 months the Group disposed of its property in Singapore and its hotel property in Elstree. This has enabled us to eliminate all long-term debt and put us on a stronger financial footing for the years ahead.
Commenting on its UK performance, Morten Falkenberg president and chief executive, said: “The UK market continues to be soft on the back of Brexit uncertainty, with the retail segment remaining challenging in terms of both price and volume. “However, we are continuing to grow sales through other channels, including Magnet Trade. Thus, with an organic growth in the UK of -1%, we estimate to have captured shares in a declining market. Deliveries to our larger projects in London are also progressing well which should give tailwind going into the second half of 2019.” Overall, net sales for the second quarter amounted to SEK 3,751m (3,503). Organic growth was -1% (-2), whilst profit after tax amounted to SEK 290m (297). Morten continued: “Group organic net sales were down 1% and operating income was slightly higher than last year’s second quarter. The performance in Nordic retail coupled with improvements in our supply chain mitigated softer market conditions and increasing inflationary pressure. “In the Nordics we delivered a 2% organic sales growth, if adjusted for the conversion of Norema stores into franchise. Retail sales improved, especially in Sweden, partly thanks to the favourable trend for our new kitchen concepts. “The solid retail sales more than compensated for the decline in the Swedish and Norwegian project markets and fewer delivery days due to the timing of Easter. As the Nordic project segment overall remains soft, we will redirect more resources to the consumer segment going forward. “In Central Europe our latest acquisition, Bribus, is performing above expectations and we are now investing in the supply chain to cater for profitable growth. “We believe the high market volatility and inflationary pressure is likely to continue, especially on the back of Brexit. But our recent trend in Nordic retail and UK trade, coupled with improved supply chain performance, puts us in a favourable position to grow market shares and improve profitability. “After nine years as the chief executive and president of Nobia, I have now ended my final quarter and will soon hand over to the newly-appointed chief executive, Jon Sintorn. “I am proud to hand over a company that has a great set of assets in its dedicated employees and strong kitchen brands, and is several times more profitable and financially stronger than when I took over.
“As we look to expand our international licensing and hospitality business and optimise UK retail, we are confident in our business strategy which is to create a total lifestyle experience.”
“I am convinced Jon together with our employees will lead Nobia to further success. I would like to extend a warm thank you to all our employees, customers and shareholders, for your support over these years.”
w www.lauraashley.com
w www.nobia.com October 2019 | 25
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Closing the post-purchase gap
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CHIPPENDALE SCHOOL GRADUATE HONOURED
Communicating directly with customers once they have made a purchase during the shipping and returns period can significantly increase repurchase rates for online retailers, according to new research by parcelLab. Most online retailers leave post-purchase communication to their courier company. In fact, only 11 of Britain’s 100 largest online retailers contact their shoppers directly during shipping, according to the UK E-commerce Shipping Survey 2019. By doing so, parcelLab has revealed that they are missing out on a major opportunity to increase revenues by boosting customer retention and loyalty. “We closely monitor the service we deliver to each of our clients, which include more than 350 of Europe’s biggest online retailers, and our research has found that enabling them to communicate directly with shoppers post purchase is driving three out of four customers on average back to their websites during shipping and returns,” explained parcelLab chief executive and founder Tobias Buxhoidt. “This is significantly increasing repurchase rates — by up to 90% in some cases. Meanwhile, our clients are also seeing on average 25% fewer customer service enquiries, saving time and money.” Taking control of the post-purchase communications process means online retailers can be more attentive and pro-active during shipping, keeping their customers better informed. Each message can also be branded in terms of look and tone, reinforcing awareness. Online retailers can also include personalised offers in their messages, together with suggestions for complementary purchases, turning the postpurchase phase into a marketing channel. This works well as parcelLab has found that post-purchase emails achieve around 60% to 70% opening rates. “At a time of increasing competition, where shoppers have more choice than ever before, driving retention and loyalty has never been more important for online retailers, and we’ve found that communicating directly with customers post-purchase holds the key,” added Tobias.
w www.parcellab.com
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FLOORING FIRM GROWS UK PRESENCE Northern Irish flooring supplier The Wooden Floor Company has expanded its English presence with three showrooms. The business has opened two in Reading and Peterborough, as well as confirming plans to launch a third in Manchester soon. Its Peterborough site is located on the Discovery Business Park in Yaxley, with its Reading store situated at the Mayfield Trade Centre on Acre Road. The new showrooms add to its existing portfolio, which includes sites in London, Falkirk, Edinburgh, Paisley, Glasgow, Lisburn and Belfast. The company confirmed that 12 new jobs will be created, whilst turnover is expected to increase by up to £2m. Looking ahead to next year, The Wooden Floor Company added that it would expand into Wales, across the Midlands and the South East of England in 2020.
w www.thewoodfloor.co.uk October 2019 | 26
A young Australian furniture designer who graduated from the Chippendale International School of Furniture in June has been shortlisted for two awards in the prestigious Young Furniture Makers Awards. Alex Stanton, 24, (left) from Brisbane, who came to the school with no real woodworking experience, has been shortlisted first for his Shou Sugi Ban hall table in Ash (Design Award). The second shortlisting was for his sideboard in Rosewood and Walnut veneers (Bespoke Award). Organised by The Furniture Makers’ Company, Alex’s pieces will be exhibited at the Young Furniture Makers exhibition in October. The event showcases the best furniture and furnishing design talent, offering industry the opportunity to connect with young, creative designers. The Young Furniture Makers Awards are the student equivalent of the Company’s Guild Marks, recognising excellence in the fields of bespoke, design and innovation. Alex is currently launching his business in the UK called Alexander Stanton Fine Furniture & Design, from incubation space at the school. These spaces, Myreside Studios, allow graduates to set up their own businesses, while still having full access to the school’s facilities, equipment and tutor support. Alex did have the advantage of having had three years of experience fitting timber floors and staircases, and also had a long interest in designing furniture. His first project was his shortlisted hallway table, with beautiful decorative flourishes. For its legs, Alex moulded laminated supports that were a design echo of Gothic cathedral architecture. He also incorporated African ebony veneers into the leg supports, and carried that colour contrast through to the Douglas fir drawer fronts, using a burning technique, called Shou Sugi Ban, which originated in 18th century Japan. Alex also made a small and delicate display cabinet in oak and spalted Beech, and a steam-bent coffee table in olive Ash and spalted Beech. His last piece, for which he has been shortlisted, was a fluted sideboard in rippled Rosewood with Walnut veneers. Due to late cancellations, there are two places available for the school’s 30-week professional course starting in October, which provides a complete pathway into professional fine furniture design and making. “Alex proved himself a gifted woodworker over his year with us, and we are delighted that he has been recognised so early in his career,” said Tom Fraser, deputy principal.
w www.chippendaleschool.com
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Online overtakes in-store sales at Next Fashion and homewares retailer Next has reported a growth in both sales and profit during its first half of the year. According to its latest half year trading update, ending July 2019, total sales rose 3.7% to £2bn from £1.9bn. Online sales gathered pace and overtook in-store sales, rising by 12.6% from £892.3m to over £1bn. In-store sales represented £874.3m, down by 5.5% compared to its figure of £925.1m. Group pre-tax profit increased 2.7% to £319.6m from £311.1m. Next said that its Home category had seen an uplift of 41.4% to £16.4m from £11.5m and was the second highest area of growth as all three core category groups reported an increase in performance. Over the last 18 months, Next said it had closed 17 mainline stores and it has monitored the impact on sales in nearby stores. It has seen around 25% of sales from the closed stores transfer to local stores. Next added that it expects central guidance of full price sales growth of +3.6%, and estimates that group profit before tax would be around £725m, up +0.3% on last year.
w www.next.co.uk
MANUFACTURE
TEXTILES MAKER SEES NEW ECO UNDERLAY GAIN APPROVAL Family-run manufacturer of textile materials Texfelt has confirmed that its new SpringBond adhesive has been approved. Following the successful launch of SpringBond, a heavy contract double stick underlay system earlier this year, it has now received approval from four leading adhesives companies. SpringBond FR has been exhaustively tested and approved by FBall, Uzin, Ardex and Xchem, demonstrating the quality and trustworthiness of the product, which is designed to keep underlay secure in heavy traffic areas. Commenting on the success, Texfelt said: “An alternative to PU foam, SpringBond is a cleaner, greener choice and improves indoor air quality. “SpringBond FR is our revolutionary carpet underlay made from recycled PET plastic bottles (over 120 per roll) and other single use plastics, offering maximum performance with minimum environmental impact.” Following the announcement, flooring retailer The Flooring Superstore has wasted no time in stocking the product and has secured a deal with Texfelt. SpringBond will now be available at Flooring Superstore, both online and in-store.
w www.texfelt.co.uk
New bio-based fabric launches at London Design Festival Ultrafabrics, manufacturer of high-performance fabrics, previewed its first product with bio-based ingredients, during 100% Design (18th-21st September) as part of the London Design Festival. Ultraleather® | Volar Bio, was presented as part of the Material Driven exhibition, Material Studio, and signifies a new direction for the brand. Committed to reducing dependency on finite resources, Ultrafabrics has incorporated renewable plant-based materials into the multiple layers of the unique product construction. Corn-based content is used to prepare polyols for polycarbonate polyurethane resin and wood pulp-based materials are incorporated into the twill backcloth. Volar Bio was created with both functionality and sustainability in mind and has a 29% BioPreferred Program Label. The BioPreferred® programme is managed by the US Department of Agriculture (USDA) and is designed to provide useful information to consumers about the bio-based content of a product. “As the leader of high-performance fabrics, we have to answer the future needs of our customers,” says Toyohiko Nakagawa, director of Ultrafabrics Holdings and president of Daiichi Kasei Co Ltd (DKK), the division responsible for manufacturing and engineering. “Over four years ago we partnered with a boutique supplier and challenged them to create custom naturally-derived ingredients that would improve our sustainability profile without sacrificing the renowned aesthetics and durability of Ultrafabrics. We are pleased with the final product and look forward to upholding our commitment to a greener future while moving our product category in a new direction.” Ultrafabrics aims to pioneer innovative materials that conserve resources and protect the wellbeing of people and the planet. Volar Bio marks the beginning of the company’s dedicated journey towards a sustainable future. By 2025, the company’s goal is to include bio-based ingredients and/or recycled content in 50% of new product introductions. By 2030 that goal will increase to 100% with existing collections evaluated along the way. The brand is addressing sustainability from all aspects including product quality, material innovation and transparency.
w www.ultrafabricsinc.com October 2019 | 27
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RetailSystem.com launches industry-first buying platform RetailSystem.com, the UK’s award-winning EPOS for furniture retailers, has launched TradeAxis. A collaborative platform for furniture product suppliers and retailers, TradeAxis is a dedicated trade-buying platform. It marries up independent furniture retailers with supply side product manufacturers and suppliers. Integrated with the RetailSystem.com EPOS software platform, TradeAxis is a ‘go to’ support service for retailers. Retailers can browse, choose and buy products from all furniture categories — all from the comfort of their own EPOS dashboard.
‘WE USE OUR HANDS WE WORK WITH HEART’
Trialed over the last few months, the system is now ready for full release. The release date to all RetailSystem.com customers was from 30th September.
New British design brand AT THE HELM has launched its recent marketing campaign focusing on the beauty of modern living, celebrating new luxury as the connoisseurs of comfort.
Stephen Smith, RetailSystem.com founder, said: “It’s an exciting time for us right now. We have started the roll-out of TradeAxis as part of the Retailsystem.com product eco-system. It is the first of our new support service initiatives that our customers will see over the coming months.
‘We use our hands we work with heart’ defines the new look and brand values and sets a new voyage of discovery within the European market.
“We listened to what our customers said and developed a tradeonly product buying portal. It is a way to integrate the buying function of their business through their EPOS dashboard. It is intuitive, and seamless. TradeAxis reflects our stated aim to deliver EPOS excellence to independent furniture retailers.” The service is free to its customers and it is free for suppliers to upload products on to the platform. Retailers can place orders for floor models, ranges or DHD orders.
w www.tradeaxis.org
MANUFACTURE
SWEET DREAMS UNVEILS ANNIVERSARY WINNER Sweet Dreams has announced the latest winner of its Anniversary competition, launched at the 2018 NBF Bed Show in celebration of the Lancashire manufacturer’s 30th year. The winner is The Bed Shop Superstore of Pontefract, West Yorkshire, part of the independent Symbolglen Group and one of five shops throughout Yorkshire and Lincolnshire. The group was itself established more than 45 years ago. Area sales and marketing manager Rob Sands-De Freitas said: “We are delighted and grateful to have won the competition for an Anniversary Celebration divan. Sweet Dreams is one of our very easiest to deal with suppliers and we’ve been a stockist of theirs for over 15 years.” All orders of Sweet Dreams Anniversary beds from October 2018 have been entered into a draw and every three months one of those orders is chosen at random with the buyer receiving it free of charge. The Bed Shop Superstore ordered a kingsize Anniversary Celebration 3000.
w www.sweetdreamsuk.com October 2019 | 28
AT THE HELM is establishing itself as a pioneering brand full of meaningful hand-crafted pieces and vintage reference points. Creating a bolder world of style and comfort, the new introduction of eclectic lifestyle photography has enhanced its luxurious appeal. Commenting on the launch, AT THE HELM said: “The intention is to further develop the brand direction and create a personality that reflects luxury. The offering encompasses hand finished collections in leather and fabrics across signature sofas and accent chairs. “The new photography helped create inspiring lifestyle environments, blending historical reference points and delivering a contemporary fresh approach. Styling at the Helm never looked so good!”
w www.atthehelm.com
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Debenhams CVA challenge rejected The challenge to Debenhams’ CVA has been rejected on four of the five grounds of challenge, and the remaining ground has been addressed by the deletion of a technical provision of the CVA relating to landlord forfeiture. Stefaan Vansteenkiste, Debenhams’ chief executive, commented: “We are delighted that the court has today confirmed that our CVA is effective and will continue to be implemented as planned. We note that the only aspect that the judge required to be adjusted was a technical provision of the CVA relating to landlord forfeiture provisions. “Our proposals had unprecedented levels of support from our landlords and the outcome is good news for our 25,000 employees, our pensioners and suppliers. We retain the support of our lenders, and everyone at Debenhams can continue to focus on trading ahead of the important Christmas period.”
w www.debenhams.com
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French furniture fair a successful event French international trade fair MAISON&OBJET has seen a slight increase in visitor numbers. The international trade fair for the decoration, design and lifestyle sector, which ran from 6th to 10th September at the Villepinte Exhibition Centre in Paris, saw visitor numbers grow 0.5% to 76,862. The September edition saw 3,137 brands showcase their latest creations, with 863 exhibiting for the first time ever. The trade fair is also becoming an increasingly international event, with 61% of brands heralding from overseas, calling 69 different countries home. Organisers said: “This encouraging set of figures in an uncertain economic climate pays tribute to the strategy adopted over the course of the past year. “Organising the offer into two separate hubs, Maison and Objet, helped made the event clearer and more intuitive than ever. “As the countdown begins to the 25th anniversary celebrations next year, the MAISON&OBJET trade fair maintains its reputation as a global showcase for design.” MAISON&OBJET is scheduled to run from 17th to 21st January 2020. It will focus on the topic of regeneration, marking the 25th anniversary of the trade fair.
w www.maison-objet.com
MANUFACTURE
COMPONENTS SUPPLIER GROWS SALES IN ‘DIFFICULT’ YEAR
MANUFACTURE
BFM EXPANDS COMMODITY PRICE TRACKER DATA The British Furniture Manufacturers’ commodity price tracker has been extended to enable members to gain further insight into the cost of goods. Widely used across the furniture manufacturing sector, the tracker of input costs will now include information on duck feathers from China. Launched 10 years ago, the commodity tracker has gone from strength-to-strength among BFM members, who rely on the service to gain an indication of trends where comparisons can be made. From information on the price of birch logs in Estonia compared to Finland and much more, the service provides detailed information that supports members’ business operations, with all data presented in a clear, graphic format to allow price movements to be reviewed easily. Nick Garratt, managing director of BFM, said: “Raw material price increases put members margins under real pressure. Our members consistently report that the commodity price tracker provides them with a high value service, which can be relied upon to make informed decisions. The addition of duck feathers from China further enhances the market intelligence available. “Following a prolonged period of increases, this year many BFM upholstery companies have gained significant reductions in the cost of foam as the BFM data showed chemical prices falling downwards. This has helped members to mitigate some of the increases seen in recent years. “As the voice of our industry, providing effective representation and a range of appropriate services that embrace the needs and add value, the tracker is an important benefit available exclusively for our members. The items tracked are relevant to a wide range of furniture sectors, including energy and fuel, fibres, foam chemicals, iron and steel and leather. “Logs, packaging, timber and wood, veneer and composites, as well as wire and springs, are also included.”
w www.bfm.org.uk
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Preformed wood components supplier Stonebridge has reported a growth in both revenue and profit.
Independent to close one store
According to its latest filed accounts for the year ended 30th November 2018, total sales rose 6% to £3.2m from £3m in 2017.
Independent furniture retailer Better Furniture has confirmed plans to close its store.
Gross profit increased 15% to £1.5m from £1.3m, whilst pre-tax profit rose 12.2% to £256,454 compared to its profit of £228,128 recorded last year.
Situated on Southtown Road in Yarmouth, Better Furniture has launched a closing down sale at the site, whilst its sister store on Baker Street in Norwich is to remain open.
Stated within its report, the company said trading was difficult during the year.
The announcement was made through social media and stated: “Our Southtown Road store is closing down. The building has been sold and everything is reduced to clear.”
Despite the uncertainty regarding Brexit, the business has ‘managed to control costs,’ which resulted in an improved gross profit margin.
It added that there would be huge reductions on all stock and that its Norwich store would continue to fulfil all new, existing and future orders.
Looking ahead, the group said it is seeking new trading opportunities and will implement production efficiencies.
Better Furniture has been established since 2008.
w www.stonebridge-ltd.com
w www.betterfurniture.co.uk
October 2019 | 30
aQO Furniture firm rebrands to ‘evolve its offering’ Fitted kitchen furniture business Hub Kitchens has rebranded under a new name. Onestà, a room-by-room spatial design service, has rebranded to evolve its offering from kitchens to whole home, bespoke fitted furniture. Acknowledging that each individual and space is unique, the experienced team combine interior and product design disciplines to deliver unique extraordinary fitted furniture for the residential market. Co-founder Daniele Brutto shared his comments on the evolution of his brand: “It’s an exciting time for us at Onestà as we expand our offering to spaces beyond the kitchen. Our vast experience over the last 12 years means that we understand how to inspire our clients and have the expertise in all areas of design. “Our Italian heritage remains central to everything we do, as we engage and enthuse clients, old and new. Our team of experts are passionate and dedicated to shaping inspiring spaces.”
w www.onesta.design
MANUFACTURE
BIG LAUNCHES DEBUT RECYCLABLE EVENT CARPET Beaulieu Flooring Solutions, a division of the Beaulieu International Group (B.I.G.), has unveiled Rewind, a unique latexfree carpet designed to help the trade show and special events industries go greener. Rewind is a concept that offers both economic and ecological advantages as part of a strategy on corporate responsibility. Every year, more than 100m sqm of carpet is manufactured for corridors, fair stands, entrance halls and other event spaces. Traditional carpet ends up in an incinerator or as landfill. As it contains latex, it cannot be sustainably recycled. Rewind is 100% polyolefin, which means it is 100% latex-free. Consequently the production process is very environmentally friendly. Compared with traditional carpet, no water is used and gas consumption is cut by 83%. This green production process reduces total CO2 emission by 35%. Rewind contains no latex and it can be fully recycled into a pure recyclate that can be re-used as a raw material for the injection molding of new, high grade products. Wim Coppens, general manager Needle Felt, said: “As the market leader in needle felt floor coverings, we are proud to be at the forefront of this technologically innovative product. Rewind is the result of collaborative efforts by B.I.G. employees across all divisions.
MANUFACTURE
NEW PLASTIC-FREE MATTRESS LAUNCHES The French Bedroom Company says it has launched the UK’s first plastic-free mattress. Made from naturally flame retardant organic materials, the mattresses are 100% recyclable, 100% biodegradable, 100% chemical free and made from sustainable materials, reducing the pressure on over-capacity landfill sites across the UK. The average mattress is made from 60% plastic-based materials, which means it can take up to 120 years to biodegrade. The National Bed Federation recommend consumers change their mattress every seven years. Mattress mountains are an all too familiar sight on the UK’s landscape; between 5.9 and 6.2 million mattresses are sent to landfill each year, weighing an estimated 167,000 tonnes, the equivalent to 92,800 cars. They take up 3.6 million cubic metres of landmass, the equivalent of 32,000 double decker buses every year. Out of all mattresses disposed of, an average of 16% are recycled, 73% are sent to landfill, and the remaining 11% are incinerated. The French Bedroom Company’s My Kind Mattress is 99.87% plastic free, meaning it will biodegrade entirely within one to three years. The company said Britons were being exposed to harmful chemicals from birth, with UK mothers’ breast milk containing the highest concentration of flame retardants in Europe. A Commons environment audit committee has issued a report raising concerns about flame-retardant chemicals used on home furnishings. Committee chairwoman Mary Creagh said: “Most people assume that they aren’t at risk from toxic chemicals but the reality is different. Mums in the UK have some of the world’s highest concentrations of flame retardants in their breast milk, some of which have now been banned. “Chemical flame retardants are still being widely used in our furnishings from children’s mattresses to sofas. We want consumers to make an informed choice when choosing their mattress, knowing the health risks associated with FR chemicals.” The French Bedroom Company’s My Kind Mattress is 100% chemical free as it contains no fire retardant chemicals; the wool layer nestled just beneath the cotton surface is naturally fire retardant. The My Kind Mattress is made from layers of organic natural materials — flax, cotton, and wool, with draw steel metal springs, all 100% biodegradable. Commenting on the launch, Georgia Metcalfe, founder of The French Bedroom Company, said: “We are delighted to be launching the UK’s first plastic free biodegradable mattress and excited about what this means for reducing the burden on landfill sites across the UK. In addition, we’re pleased to be doing our bit towards making mattresses chemical free. “As a mother, I want my home as chemical-free as possible, knowing my children aren’t breathing in toxic chemicals as they sleep each night, and I know I speak for every mother in the UK.”
“Rewind is also more than a product, it is a philosophy in which economy and ecology merge into one. That ensures that Rewind creates added value for every stakeholder and the environment, at every stage of its lifecycle.”
The business is also working with clothing recycling centres to create bags for protecting the mattresses during delivery. These bags are made from recycled clothing, which are donated to charities and used as sleeping bags for the homeless.
w www.bintg.com
w www.frenchbedroomcompany.co.uk October 2019 | 31
NEWS
DESIGN
NEWS NEWS
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Heritage department store acquired
FLOORING BUSINESS SEES SUSTAINABLE GROWTH
Long-serving Northumberland department store Rutherfords of Morpeth has been acquired by for an undisclosed sum.
Preston-based bamboo flooring specialist Bamboo Family Co Ltd has announced growth aspirations to recruit six employees after participating in Boost’s Growth Support Programme.
Chris Mitchell, its general manager, has bought out the firm, which has been operating as a family-run business for more than 170 years. Rutherfords confirmed that all 40 staff have been retained as well as maintaining the brand name. Following the sale, managing director Richard Rutherford, who has sold due to retirement, will exit the business. Richard’s mother, Audrey, his sister, Anne Petrie, and finance director Seymour Jobling will also leave as directors as part of the terms of the sale. Commenting on the sale, new owner Chris — who has been acting as chief executive for the past two years — said that he will embrace new trends and will help the store evolve and appeal to a wider market.
w www.rutherfordsofmorpeth.co.uk
MANUFACTURE
VISPRING TARGETS YOUNGER CONSUMER WITH NEW RANGE British luxury bed maker Vispring has launched J. Marshall by Vispring, a new contemporary lifestyle brand aimed at a younger design-conscious consumer. It combines pioneering pocket-sprung technology with the highest quality materials in an affordable and easy to navigate first collection.
David Lord set up Bamboo Family Co Ltd in 2018, importing bamboo flooring from China, which he then distributes throughout the UK. He was introduced to the programme after seeing a Facebook post about the support and was then referred to Sue Denver, from Winning Pitch, to help him get started. Boost is Lancashire’s Business Growth Hub and is led by the Lancashire LEP (Local Enterprise Partnership) and Lancashire County Council, supported by funding from the European Regional Development Fund (ERDF). The programme is delivered by Winning Pitch and Enterprise4All. David said: “I have family connections with a niche bamboo flooring manufacturer in China. I recognised that this was a great business opportunity for me and something I could operate in the UK, despite my disability. “I was keen to be involved in promoting the environmental benefits of bamboo flooring. But having little experience in importing, wholesaling and marketing, I needed the confidence to set it up. “Bamboo flooring is much more durable than wood and longer lasting too. As a grass, bamboo regrows quickly when cut and is faster to replace that replanting felled trees.” Rona McFall, head of entrepreneurial solutions at Winning Pitch, said: “When David was introduced to Boost, he needed knowledge to get started. “Things had significantly changed since he last worked. This included learning about marketing and social media.
J. Marshall by Vispring presents traditional comfort through modern making and is aimed at those looking for an uncomplicated bed-buying process.
“He attended Boost’s Grow How Series to learn all about Google AdWords and digital marketing as well attending Facebook masterclasses.
Unlike the currently ubiquitous foam mattresses and lowergrade pocket-sprung beds, all J. Marshall by Vispring mattresses are hand-tufted by master craftsmen.
“He benefited from our practical sales techniques course — to help him manage the opportunities his marketing efforts were generating.
A tried and tested process ensures mattress fillings are evenly spread and do not lose shape, even after years of use. A top layer of woven Belgian Damask, known as ticking, creates a feather-soft surface and smooth uninterrupted feel across the whole mattress.
“David also needed a better understanding about importing from China. With our help he learnt to manage this part of his business more effectively.”
The J. Marshall by Vispring mattresses are available in a choice of five sizes: single, double, king, super king and emperor, and is manufactured at its Plymouth factory. Commenting on the launch, the company said: “Offering simplicity balanced with individuality, J. Marshall by Vispring’s also offers a shallow divan that can be paired with all four mattresses in the brand’s range. The divan can be easily customised with four different sizes of headboards and a choice of 16 colourful, ultramodern fabrics. For additional personalisation, customers can choose from bed legs in brushed brass, brushed silver, or black chrome.”
w www.vispring.com October 2019 | 32
Since receiving support and advice from Boost, David has set up storage and distribution facilities in Rossendale. He has also exhibited at homebuilding and household shows in London and Birmingham to showcase the bamboo flooring and secure potential supply contracts. When David joined the programme his growth aspirations were to recruit six employees and turn over £500,000 over a threeyear period. He is now developing his website to enable customers to order online and plans to appoint a part-time IT specialist as well as additional warehouse workers.
w www.bamboofamily.co.uk
MANUFACTURE
RETAIL
Hilary Birkbeck recalls his 30-year relationship with Sven Christiansen — and many chairs later!
Office and workplace furniture supplier AJ Products talks about its ULTIMATE racking system.
Deanestor announces record intake, with £12.5m of orders secured in the last six months.
Contract Furniture
Gallery Direct | Seagreen Collection October 2019 | 33
CONTRACT FURNITURE
DESIGN
CONTRACT FURNITURE NEWS CONTRACT FURNITURE
DESIGN
MANUFACTURE
Office furniture business grows sales and eco drive Office furniture supplier Humanscale has reported another year of top and bottom line growth. According to its latest filed accounts for the year ended 31st December, 2018, total sales rose by 16.4% to £8.5m from £7.3m in 2017. The company also saw pre-tax profit increase by 11.5% to £782,872 compared to its profit of £701,804 recorded the previous year. Earlier this year, Humanscale announced the release of its annual Corporate Social Responsibility (CSR) Report. From operations and product development to company-wide initiatives and individual actions, the detailed report outlines Humanscale’s goal to achieve a net positive environmental impact. “We took a look at our manufacturing and operational activities to understand our key impacts: energy, water, emissions, resource depletion, wildlife preservation, social responsibility and healthy materials,” said chief executive and founder Bob King. “In each area, we consider what it would take to go beyond “sustainability” to making a truly positive impact on the world around us. If a company can make a positive impact in all of these ways, it will be acting like a tree. “While trees aim to grow, they’re self-sustaining and they replenish the environment. If we want to live at peace with the planet, then our factories must be like trees; our companies like a forest.”
w www.humanscale.com
MANUFACTURE
FURNITURE FIRM DELIVERS RECORD PERFORMANCE Office furniture supplier SBFI has reported its highest turnover and profit in more than a decade. According to its latest filed accounts for the year ended 30th November, 2018, total sales rose 30.3% to £14.6m from £11.2m in 2017. UK sales increased 38.9% to £8.2m from £5.9m, whilst EU sales also picked up 121% to £2.2m from £995,021. However, sales outside the EU fell slightly by 4.6% to £4.1m from £4.3m. Gross profit increased 47.3% to £5.6m from £3.8m, whilst pretax profit resulted at £2.5m, up by 185% compared to its profit of £877,710 recorded the previous year. Stated within its report, the company said that continued investment into research and development of new products has been integral to its success. During the year SBFI moved into its new London showroom that features an enhanced design office layout.
w www.sbfi.com October 2019 | 34
RECORD ORDERS FOR CONTRACT FURNITURE FIRM Contract furniture specialist Deanestor has announced a record order intake, with £12.5m of orders secured in the last six months. This is a significant increase on the same period in 2018. Contracts have been awarded for delivery through to 2020 and across a diverse range of sectors — private rental schemes, student accommodation, healthcare and education. A large proportion of the projects are for repeat clients — both developers and contractors — following Deanestor’s successful performance on previous schemes. The latest contracts to be awarded are also spread across the UK — in England, Scotland and Wales. Commenting on the record order intake, William Tonkinson, managing director of Deanestor, said: “We are delighted with the performance of the business in the first half of this year. We have been very successful in diversifying into new markets, which has provided a healthy forward order book and a solid foundation for the business in an uncertain economic environment. “We are the longest-established furniture and fit-out provider to the NHS with a track record that spans more than 70 years. It is fantastic to see this work continue but also the success of our move into other areas, such as high-quality kitchens for major private residential developments.” A total of £6.8m of the orders are for the manufacture and fitting of fixed furniture for new build-to-rent schemes and student residences. These include a contract to fit out 656 bedrooms and provide more than 200 kitchens for student accommodation provider urbanest in London, and a third student project for the development arm of Mace in Oxford. In the healthcare sector, Deanestor will be providing furniture for the £350m Grange University Hospital in Gwent for Aneurin Bevan University Health Board — another project for main contractor Laing O’Rourke. Deanestor’s largest project in the education sector is a £3m contract awarded by Robertson Construction for the new £55m Inverurie Community Campus. The Mansfield-based manufacturer will furnish and fit out 360 rooms across the campus in just 26 weeks. This will include the manufacture of 1,950 metres of shelving, 670 metres of laminate and laboratory worktops, 400 base and wall storage units, over 80 teaching walls, and more than 500 items of metalwork.
w www.deanestor.co.uk
Our Seagreen Collection is handmade in the UK, featuring ticking containing upcycled marine plastics. By using revolutionary technology, we have created a mattress that optimizes sleep comfort while reducing existing problem plastics affecting marine life.
WICKS AWAY MOISTURE
100% NATURAL ANTI-ALLERGEN
MADE USING UPCYCLED PLASTICS
www.gallerydirect.co.uk 01795 439159 | orders@gallerydirect.co.uk
GD Cabinet Maker - 2009 Contract Supp.indd 1
Fri 20/09/2019 12:43:43
C O N T R A C T F U R N I T U R E F E A T U R E |A J P R O D U C T S U K CONTRACT FURNITURE
Ultimately
PREPARED Following the successful launch of ULTIMATE pallet racking, AJ Products has now developed its range further with the introduction of ULTIMATE MOBILE, ULTIMATE PUSHBACK and ULTIMATE SHUTTLE. ULTIMATE pallet racking is one of Europe’s most modern pallet racking systems and offers many benefits for businesses of all sizes. The pallet racking is certified according to European standard EN 15512 and is a result of AJ Products’ own design and production. AJ explored the range further: ULTIMATE MOBILE Ultimate Mobile is a highly-efficient mobile racking system that increases storage capacity by over 200%. The system can store both Euro & CHEP pallets, while maximising the available storage height of the warehouse. Improved volume utilisation: Compact mobile bases combined with the unique, space-saving design provide a solution that maximises volume utilisation. October 2019 | 36
Office and workplace furniture supplier AJ Products talks about its ULTIMATE racking system.
Easy to manoeuvre: An easy-to-use touchscreen on the control panel enables operatives to move the mobile racking bases easily and safely.
the design automatically sends pallets from the rear to the front when the pallet closest to the aisle is removed.
Ultimate safety: Smart solutions make daily use exceptionally safe and efficient. The system checks that the aisle is empty before the base starts moving. Light sensor beams on the front and sides of each mobile base detect any potential obstacles or people in its path, immediately stopping the system to avoid collision.
Quick and easy pallet access: The front beam features a specially designed cut-out to make loading and unloading as simple and time efficient as possible. The front beam provides convenient access to the pallet and maximises the handling space above the pallet. Ultimate Pushback can handle both EUR and CHEP pallets and allows pallets to be stored with the short or long side facing forwards.
ULTIMATE PUSHBACK Ultimate Pushback has been developed to optimise volume utilisation in any warehouse by allowing storage of pallets up to six deep on a Last In First Out (LIFO) system. Pallets are placed on a trolley inside the storage lane;
Optimised use of space: Ultimate Pushback racking minimises the number of aisles necessary by making up to six pallets accessible from a single aisle. Thanks to compact trolleys and rails, it is no wider than a conventional pallet rack system. To further economise the use of space, it has also made
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aQO Trolley design is robust
Robust trolley design: All Ultimate Pushback’s trolleys have a robust construction with durable powder coating. The trolleys remain completely horizontal and roll on the same rail. The design of the trolleys has also been adapted to allow use of Ultimate Pushback with half-pallets and poorquality pallets. ULTIMATE SHUTTLE Ultimate Shuttle is the result of cutting-edge shuttle racking design and technology, designed with a focus on volume utilisation, safety and efficiency. It is built for the future and prepared for integration with WMS systems and Industry 4.0. The machine is manufactured in Sweden and assembled in the company’s own premises, offering the highest quality and reliability. High volume utilisation: The rails and beams are specifically designed to maximise volume utilisation in the warehouse. For the customer, this means that they can store more pallets in any given space, increasing the available capacity of the warehouse or reducing the cost of the building dramatically. Fastest on the market: With a top speed
of 2.4 m/s, Ultimate Shuttle is revolutionary. The system is optimised for low cycle times and effortlessly increases productivity.
reference points. Ultimate Shuttle is CE marked according to EN 60204-1 and 13489-1 with PL d.
The latest technology for safe operation: Ultimate Shuttle uses nextgeneration sensor and safety technology. The adaptive control system adjusts to every situation and does not depend on fixed
For more information on how the systems can benefit your business, visit AJ Products UK at:
w www.ajproducts.co.uk
About AJ
AJ Products (UK) Ltd is a long-established supplier of office and workplace furniture, school furniture, lockers and changing room facilities, canteen furniture, shelving and racking, premises management equipment and much more.
AJ Products in Europe
Established in Sweden in 1975 by Anders Johansson, the AJ Group is now represented by 26 companies across 19 European countries, with two factories and more than 800 employees. While AJ Produkter AB and its subsidiaries are still family owned, the company has been transformed from a small catalogue trader to a modern and international sales enterprise. It has taken the Swedish entrepreneurial spirit and successfully exported it to Western, Eastern and Northern Europe.
AJ Products UK Award win
AJ Products UK has won the Product Innovation Award for the Modulus standing conference table (above) awarded by the Building & Construction Review Best Practice Industry UK.
AJ Products has been trading in the United Kingdom since 1999 and, in that time, it has expanded to become the thriving company it is today. The AJ offices and warehouse are located next to Farnborough International Airport. The office is home to the UK sales, marketing and accounts departments as well as 3,000sq ft of storage space.
October 2019 | 37
CONTRACT FURNITURE
its pushback system available with double units.
C O N T R A C T F U R N I T U R E F E A T U R E |S V E N C H R I S T I A N S E N CONTRACT FURNITURE
Hilary Birkbeck
Story of
Hilary Birkbeck, furniture designer, recalls his relationship with contract furniture manufacturer, Sven Christiansen plc, which stretches back over 30 years and a great many chairs later, in the CM Q&A hot seat.
Success
October 2019 | 38
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“I LIKE TO THINK THAT BETWEEN MY
DESIGN AND ENGINEERING SKILLS AND SVEN’S CRAFTSMANSHIP WE MAKE THE
PERFECT MATCH .”
How long have you known and worked with Sven? The story starts in the mid 80s at a company called Pieff Furniture. Pieff produced a series of iconic designs in a brief period of frenzied creativity before it crashed and burned. Many of its former employees and highlyskilled craftspeople went on to set up the manufacturing arm of Sven Christiansen. In 2005 Sven approached me, when I was just setting up as a freelance designer, to develop chairs for its newly-established seating division. What do you like about working with Sven and what makes them special as a company? Developing chairs with Sven has always been a pleasure, largely because of the ability and character of the craftspeople who work there. While now supported by state-of-the-art CNC machines, Sven still employs craftspeople capable of creating prototypes and revisions of my designs within days, if not in hours. What has been your most successful furniture design for the company? One that springs to mind is the Fulcrum chair: a meeting chair in a choice of solid hardwoods, designed to complement Sven’s high-end boardroom tables. Thousands of Fulcrum chairs have been sold over the past
14 years. The Fulcrum chair is exceptionally strong, due to steel plates embedded within the hardwood frame, and it also, very unusually for a four-legged chair, offers the option of a tilting seat. What have you designed recently for Sven? I designed a new conference chair (NC3 pictured above) primarily to complement
» Wind
October 2019 | 39
CONTRACT FURNITURE
Ligni Conference Chair
C O N T R A C T F U R N I T U R E F E A T U R E |S V E N C H R I S T I A N S E N CONTRACT FURNITURE
Hilary and the MD of Sven discussing designs
Wind sofa and chair Sven’s ply-based Ligni™ office furniture collection, but that also happily suites with any of their table ranges. The new model made its successful debut appearance this year at Clerkenwell Design Week (CDW). The strength of this new Ligni chair lies in its jointless, one-piece frames machined from sustainable birch ply, and offered with a choice of veneer or laminate facings. The polished aluminium armrest, capped in fabric or leather, has a subtle curve that enhances its appearance and exemplifies the attention to detail within the design. What was the inspiration behind ‘Wind’ and how would you describe the design? This new chair and sofa family are the furniture equivalent of a classic black dress reimagined by Giorgio Armani. Rectilinear seating in the workplace is a design mantra that reflects the architecture of the space and our need for visual order: ‘Wind’ deconstructs the traditional box sofa and recreates it with widened angles and inset panels. The result is fresh but still harmonious. Do you have any favourite Sven stories? One day when I was making a steel prototype in the metalwork factory, my skin was sore from welding and my hands covered in October 2019 | 40
respect. Bringing outstanding design to market requires a combination of creativity and capability. I like to think that between my design and engineering skills and Sven’s craftsmanship we make the perfect match. Above all, it’s based on trust and a common commitment to delivering great design.
black muck. A pair of kindly eyes peered out between the curtains of one of the welding bays, looked at me, then at my hands. “Fell over son?” said a gentle voice as he proceeded to sort out my poor welding. What makes this relationship so special? Ours is a relationship that stretches back over decades and is rooted in mutual
w www.sven.co.uk w www.61-54design.co.uk
MANUFACTURE La-Z-Boy features in our People Behind The Products series as we meet Colleen Fogle.
RETAIL Kettle Interiors is stretching its style legs with the launch of two new industrial looks.
Upholstery and Cabinet
Pa Furniture LinkLa-Ztalks| about its rapid growth — pages 50 and 51 October 2019 | 41
UPHOLSTERY AND CABINET
DESIGN Willis & Gambier talks about its takeover by Birlea and what it has planned for the future.
UPHOLSTERY AND CABINET NEWS UPHOLSTERY AND CABINET
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MANUFACTURE
NATUZZI TAKES UK NETWORK TO 17 STANDALONE STORES Italian upholstery manufacturer Natuzzi has acquired a new store in Manchester. Situated at White City Retail Park, which is owned by The Derwent Group, Natuzzi has signed a 10-year lease on the new 7,582sqft store and will trade as Natuzzi Editions, becoming the brand’s 17th standalone store in the UK. Natuzzi joins other furniture retailers at the site, including Furniture Village, SCS, Sofology and Oak Furnitureland.
Loaf opens new store in Bristol Furniture retailer Loaf has announced the opening of its new showroom in Bristol. The 5,000sqft space features dedicated products areas from sofas, a mattress testing arena, a swatch station, bedroom furniture and accessories. The new store is situated on Centaurus Retail Park on Cribbs Causeway in Bristol and becomes the retailer’s eight location across the UK, adding to stores in Battersea, Notting Hill, Spitalfields, St Albans, Guildford, Wilmslow and Solihull. The ever-growing team is now around 200 strong and Loaf is on track to grow into a £100m business over the next few years. Commenting on the launch, Loaf said: “The new Bristol Shack has plenty of on-site parking and is just off the M5, four miles from the M4 and 12 miles from Bristol city centre. “And we’re certain it will be the coolest slowroom in the South West! Pop along and see what loafing is all about.”
w www.loaf.com
MANUFACTURE
INDEPENDENT TO LAUNCH DEBUT SHOWROOM A new independent furniture showroom has opened in Wellingborough. Auburn Fox officially opens this month at Nene Court Shopping Court in Embankment. The business was founded by self-taught upholsterer Vicky McAlwane, who has been running its refurbishment service from a small Corby unit as well as online. The new 1,000sqft workshop has space for many furniture projects, including chairs, sofas and cushions, as well as sharing the space with the business’ own designed bespoke products. Ahead of its launch, Vicky said: “Our showroom will be opposite Bestbuys The Great Outdoor Store in Wellingborough so come along and see us on opening day! “We’ll be stocking sofas, armchairs, tables and just about everything else for your home so there’s absolutely no need to go anywhere else!”
w www.auburnfox.co.uk October 2019 | 42
Founded in Italy almost 60 years ago, Natuzzi is one of the largest designer furniture retailers globally, with products distributed in the UK, Europe, US, Asia, UAE and Australia. Catherine Barnard, associate in the retail team at Savills, which secured the deal, said: “Natuzzi are already familiar with Manchester with their Natuzzi Italia store at Barton Square having been open for 12 years, and it’s great to have acquired this second store for them to showcase the Natuzzi Editions brand. “White City is the prime furniture destination for the city and the store is a fantastic addition to Natuzzi’s growing portfolio. We look forward to continuing to work with them on future acquisitions.”
w www.natuzzi.co.uk
RETAIL
Sofology rejoins forces with Owen Wilson British sofa retailer Sofology has teamed up with actor Owen Wilson for its second instalment of TV ads. Instilling the importance of feeling happy, comfortable and ‘at home on a sofa you love’, the adverts capture Wilson, of films Marley & Me and Wedding Crashers, achieving the art of relaxation in a mixture of settings. Owen said: “It’s nice to be working with Sofology again and it’s cool to build on what we did last time and play around with these a bit more. What better way to spend a day than taking it easy on a comfortable sofa?” Depicting Wilson in an LA-esque home, the adverts first draw on the star and a canine companion reclining on Sofology’s new launch Odessy leather sofa, whilst the actor muses about being way too comfortable to go surfing. Jan Duckworth, head of marketing at Sofology, said: “We are delighted to have teamed up with Owen again. He’s the perfect fit for us as he lives and breathes relaxation — he’s the King of Chill! “This time around, we have directed more emphasis on the features of Sofology’s products, perfectly summarised by Owen, who effortlessly translates the significance of feeling at home on a sofa you love.”
w www.sofology.co.uk
UPHOLSTERY AND CABINET FEATURE|PEOPLE BEHIND THE PRODUCTS
How long have you been in your current role? My role has evolved over the years, but, I have been focused on the product side for about 11 years.
B ple eh
Can you give a brief background on yourself? My career has been solely with La-Z-Boy, and I couldn’t be happier. I have been with this incredible company for 31 years and the majority of that has been focused on international growth for La-Z-Boy, which we define as outside of the US and Canada. What is the best thing about your role? The best thing about my role is the amazing people who I have the pleasure to work with, both colleagues and customers. The next best thing for me is seeing the fruits of our labour – beautiful products, displayed at a
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rodu
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Email... la-z-boy.com customerservices-uk@
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Can you describe your current job role and responsibilities? I have the very great pleasure of working with our La-Z-Boy dealers and partners around the world to develop La-Z-Boy products that are meaningful in the various regions where we are represented. I work on development of the furniture and the selection of covers that are offered for our international markets.
gle Name... Colleen Fo ional , La-Z-Boy Internat Job role... Director Incorporated Company... La-Z-Boy
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Colleen Fogle, director at La-Z-Boy International, features in our People Behind The Products series with an insight into her role and her love for treasures of the past.
UPHOLSTERY AND CABINET
Meet Colleen
show or on a shop floor that the consumers love.
What is the most challenging? What I find most challenging is not being able to be out in the markets as often as I would like. Can you describe your typical working day? I travel quite a bit, so those days in the office are spent checking in with my team, reviewing new designs, working with vendors, and, just like everyone, answering those many emails that appear overnight! » October 2019 | 43
UPHOLSTERY AND CABINET FEATURE|PEOPLE BEHIND THE PRODUCTS UPHOLSTERY AND CABINET
Colleen reviews fabrics for new designs
s
What are your favourite things in life? Easy! Family. I have an incredibly supportive husband; I have two wonderful sons who both married amazing women who are like daughters to us. I have siblings, nieces and nephews who I am very close
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Peo
My husband and I love visiting antique shops; we enjoy treasures from the past.
ind
October 2019 | 44
Can you share something that your co-workers may not know about you?
Cassia
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“I HAVE A BEAUTIFUL TRADITIONAL LA-Z-BOY WING CHAIR, DONE IN THIS AMAZING EGGPLANT COLOUR FABRIC THAT IS IN MY SITTING ROOM... SO COMFORTABLE AND ALL MINE!”
What would you say pulled you into wanting a career in the furnishing industry? To be honest, I stumbled upon my opportunity with LaZ-Boy and have never looked back!
B ple eh
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aQO UPHOLSTERY AND CABINET
with. And, most importantly, our littlest loves are our five grandchildren — they are the lights of our life. What are your future ambitions? To mentor and coach others who have a passion for the industry and are interested in developing their skills. Do you have any furnishing industry icons you admire? I do have two individuals who I admire who are icons in the US furniture industry, and both of whom have steered the path for LaZ-Boy. First, Kurt Darrow, the current chairman, president and chief executive of La-Z-Boy Incorporated. Kurt has led the company in his current capacity over the past 16 years and brilliantly navigated us through the economic crisis in 2008. The other is Patrick Norton. He took La-Z-Boy to another level by introducing the Furniture Galleries Programme, which led La-Z-Boy to unprecedented growth during his tenure. What industry trends are you seeing at the moment? We are seeing a movement towards lovely green hues in textiles, but blues are remaining strong.
Did you know that Cabinet Maker has been established since 1880? How long have you been reading the magazine? Well, funnily enough, La-Z-Boy was featured many years ago in Cabinet Maker, back when we began manufacturing in the UK! I remember how thrilled we all were to have been featured.
What is your favourite piece of furniture you own? And why? I have a beautiful traditional LaZ-Boy wing chair, done in this amazing eggplant colour fabric that is in my sitting room... so comfortable and all mine!
If you weren’t working in the industry, what would you be doing? That is a tough one; I have been doing this for a while! I would probably have my own design business.
What do you love about the furnishing industry? The fact that we are helping families be comfortable in their most important place, their home.
And finally, if you had to describe yourself in three words, what would they be? Passionate, Dedicated, Creative
w www.la-z-boy.co.uk
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If you would like to feature your staff members in our People Behind The Products features, email editor Dan Squires at dan@cabinet-maker.co.uk or go to www.cabinet-maker.co.uk and follow the link at the bottom of the home page to fill in our questionnaire form.
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Can you predict any future trends that may emerge? I wish I could, we would be ahead of the game! I keep a keen eye on fashion as
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What could be improved to make the industry better in your opinion? I think we need to focus on helping consumers visualise how furniture will look in their home, help them develop their own individual style, and expand their boundaries with new style suggestions. One way to achieve this is with increased use of technology.
upholstery tends to mirror those colour trends. And, innovation is key in the near future! Power product offerings and options are important.
Peo
Do you have any career highlights that spring to mind? Oh I have a few special moments, for instance when we opened our manufacturing facility in Thailand; and when we hosted the first International Dealer Summit in Monroe, Michigan, which was right after we opened our new World Headquarters. But, the most impactful memories are around the wonderful people I have met and places I have been.
October 2019 | 45
U P H O L S T E R Y A N D C A B I N E T F E A T U R E |S A T R A UPHOLSTERY AND CABINET
Andrew Munns, from SATRA, explains the test procedures used to assess the hardness and durability of sofa cushions.
There are ways of measuring the hardness (or softness) of a cushion, which is an important aspect of its performance. Another important aspect is how the cushion stands up to use. Does it retain its initial hardness quality, or is this lost over time? Such durability can be assessed by measuring the initial hardness, then subjecting the cushion to a pounding or fatigue process, where actual use is simulated, and then remeasuring the hardness afterwards. There are standards that can be used to assess the polyurethane (PU) foam material that is often used as a filling material in cushions. The tests involved are carried October 2019 | 46
FIRM TEST
out on rectangular blocks of PU foam with specified standard dimensions. These standards classify the initial hardness of the PU foam material, and also classify the fatigue performance after the blocks have been pounded. On the basis of the loss in hardness after pounding, the fatigue classification may be ‘light’, ‘average’, ‘severe’, ‘very severe’ or ‘extremely severe’, indicating the service type for which the PU foam is suitable. For a whole sofa cushion, however, there is no national, European or international standard that can be used. A typical sofa cushion may have a mixture of foams, loose fibres, or feathers used as the filling material. By sofa cushion, we here refer to a large cushion that the user sits on — not
the smaller scatter cushions that are not subjected to such large loads, and for which fatigue performance is not generally so important. A test method is developed In response to requests from customers, SATRA has developed a test method (SATRA TP28 – ‘Hardness testing of sofa cushions’) to measure the initial hardness of a large complete cushion and then subject it to a pounding procedure to simulate extended use. The final hardness is then measured to assess any loss in performance during use. No classification scheme is provided, but the measurements may be used to compare similar sized cushions with different constructions. SATRA TP28 is used to test
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The method utilised to measure the initial hardness of the cushion is based on a European standard that is used to characterise mattresses. This method is EN 1957:2012 – ‘Furniture. Beds and mattresses. Test methods for the determination of functional characteristics and assessment criteria’. The thickness of a large sofa cushion is similar to a typical mattress, and so the test method is transferable. An indentometer is used to measure the hardness of the cushion (see image left). In this method, the cushion is compressed using a loading pad under computer control, and data is collected that enables the load versus indentation characteristic to be plotted. From this plot, EN 1957 provides a mathematical calculation that gives a hardness value (in N/mm), and also a firmness rating. It is the firmness rating which is perhaps more useful. The firmness rating is a number on a scale between one and 10, which expresses the firmness of the cushion. A rating of one corresponds to a very firm cushion, and a rating of 10 corresponds to a very soft cushion. Following the principles used in EN 1957 when testing mattresses, the cushions are conditioned in a controlled temperature and humidity environment before each measurement is taken. EN 1957 does have a fatigue procedure, but this is a rolling action that is only suitable for mattresses. It is not an appropriate fatigue procedure to use on a sofa cushion.
Thousands of cycles The pounding procedure that simulates actual use is based on a European standard used to test the durability of complete chairs. This method is EN 12520:2015 – ‘Furniture. Strength, durability and safety. Requirements for domestic seating’. In clause 5.4.1 of this method, there is a ‘seat and back fatigue test’. This simulates a user sitting down in a chair, and then standing up again — many thousands of times. When using this to test just a cushion, the item is placed on the platform of the chair test machine, and is then subjected to the pounding procedure that would normally be applied to the horizontal seat of a complete chair (see image below). Taking account of the test method (EN ISO 3385:2014) that is used to subject blocks of PU foam to a pounding process, the number of cycles used to pound the complete cushion is extended from 25,000 to 80,000 cycles. After pounding, the cushion is remeasured using the indentometer. By comparing the initial firmness rating measured before pounding with the final firmness rating measured after pounding, as assessment of the durability of the cushion can be made. This method is often used to compare cushions with different constructions (filling arrangements). The initial firmness rating, and how this stands up to the pounding procedure, can be compared between cushions. In this case, the overall size of the cushions should be similar to enable a fair comparison. For further information on chair, sofa and furniture testing, contact furniture@satra. com or visit:
w www.satra.com/furniture
UPHOLSTERY AND CABINET
seat cushions — a modified version of this test is available for the assessment of back cushions.
aQO
“IN RESPONSE TO
REQUESTS FROM CUSTOMERS , SATRA HAS DEVELOPED A TEST METHOD TO MEASURE THE INITIAL HARDNESS OF A LARGE COMPLETE CUSHION AND THEN SUBJECT IT TO A POUNDING PROCEDURE TO SIMULATE EXTENDED USE.”
October 2019 | 47
U P H O L S T E R Y A N D C A B I N E T F E A T U R E |K E T T L E I N T E R I O R S UPHOLSTERY AND CABINET
IA Dining
Industrial Kettle Interiors is stretching its style legs with the launch of the IA and IB collections, two hot new industrial looks for its Kettle Interiors brand that are set to take the market by storm. Underlining Kettle Interiors’ ambition to bring UK retailers diversity throughout its portfolio, the two new collections are certainly a departure from the oak and painted furniture collections usually associated with Kettle Interiors. Simon Ainge, sales director, explained the rationale behind the launch of the ranges to Cabinet Maker. “We’re famed for oak and painted collections that deliver wide, mass-market appeal and October 2019 | 48
this has worked very well for us, helping to establish Kettle Interiors as a key supplier for many UK retailers. However, at any given price point, there are only so many oak or painted styles that we can introduce to the market before the boundaries are blurred,” he said. “As we look to cement our position as one of the UK’s best furniture suppliers, a wider choice of styles is a natural direction for us to take, helping us to break new ground by putting us in the focal point of retailers that
may have previously overlooked our styles, and giving our customers a wider choice of looks. The striking industrial aesthetic of both collections certainly stands apart from our more traditional ranges and we’re thrilled with the finished article.” With its metal hairpin legs, boxy lines and sleek bar-style handles, The IA Collection certainly delivers a modern aesthetic that’s very much in keeping with the warehouse styling and raw, industrial aesthetic appearing in today’s lifestyle press and social feeds.
FOR FULL STORIES AND DAILY NEWS UPDATES: WWW.CABINET-MAKER.CO.UK
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“IT’S A STYLISH RANGE THAT’S NOT JUST FOR
ULTRA-CHIC WAREHOUSE APARTMENTS, BUT FOR MORE
CONVENTIONAL HOMES TOO.”
Softened through the characterful oak grain and light tone finish, the range also manages to hold on to wide-ranging appeal.
In short, it’s a stylish range that’s not just for ultra-chic warehouse apartments, but for more conventional homes too.”
“It’s easy to overdo ranges such as these,” Simon added. “Just a little too much design and you run the risk of narrowing the appeal’s collection. Through maintaining the familiarity and popularity of light oak, rather than opting for a darker finish or more dramatic wood, we’ve ensured that The IA Collection delivers just the right balance of modern, trendforward looks and wide consumer appeal.
In 18 pieces for dining and occasional use, including a large sideboard, exceptionally useful large bookcase — serving well as a practical storage unit thanks to its three drawers and cupboard — three dining chair styles in a choice of grey, tan and brown, and three dining table sizes; The IA Collection is ready for any size home. “For The IB Collection we’ve pushed things a little further, with a basket weave pattern inlay on table tops and cabinet fronts in a really stunning aged grey oak finish. It’s a look that blends classical parquetry influences with modern styling and the result is nothing short of impressive,” explained Simon. “While sampling from two ends of the spectrum — classic Chateaux style and modern industrial chic — The IB Collection manages to deliver a balanced approach that sees a unique aesthetic that will work in traditional, mid-century and modern homes alike. The retro feel of the mirrored and lit wine cabinet is a real treat and demonstrates just how Kettle Interiors is trying to innovate in furniture with wide market appeal.” Featuring quality details, such as metal drawer runners and soft close doors, both collections are available through Kettle Interiors’ wholesale, stockist and container packages with fast delivery from UK stock. The IA Collection is in-stock with the IB Collection expected next month.
IB Drinks Cabinet
w www.kettleinteriorsagencies.com October 2019 | 49
UPHOLSTERY AND CABINET
IA Sideboard
U P H O L S T E R Y A N D C A B I N E T F E A T U R E |F U R N I T U R E L I N K UPHOLSTERY AND CABINET
Warehouse holds 97% of core lines at all times
Well
STOCKED
Inside the showroom
Simon Gardiner, national sales manager at Furniture Link, talks to Cabinet Maker about its rapid growth over the past 12 months.
The last year has been surrounded by cloud after cloud of uncertainty, low confidence and, of course, a heavy dose of the Brexit blues. However, there are some glimmers of light breaking between these clouds, which should be seen as signs of encouragement across the UK and especially in the furniture industry. Cabinet Maker caught up with one company that is pushing its boundaries of growth to new levels in a climate that few have dared to navigate head on. Furniture Link has a clear passion for furniture. It has created a ‘buzz’ around its Telford HQ, one that has been a key driver in delivering its recent growth. Simon Gardiner, national sales manager at Furniture Link, revealed: “There is a buzz about Furniture Link at the moment. Whether sales, admin, warehouse or transport, all of our areas have seen significant investment October 2019 | 50
and growth in the past 12 months. We have been non-stop.” Based in a purpose-built distribution centre in Telford, Furniture Link has a large, well-stocked showroom, warehouse and designated loading bays for its fleet of lorries, which has also seen an expansion with the addition of more vehicles into the fleet. “Holding 97% of core lines in stock in the warehouse enables Furniture Link to make prompt delivery to customers,” Simon said. Alongside its fleet is the Furniture Link showroom, which serves as a great opportunity for customers to get to see what is on offer, including its the newest products and core lines, such as the award-winning Linea leather upholstery range. “Linea won the award for Best Upholstery Product 2019 at the Irish Furniture and Homewares Show, and it is no surprise,”
Simon smiled, adding: “It is a contemporary, stylish leather group including a corner sofa and swivel chair with an optional footstool. For those who prefer fabric sofas, the Oslo grey fabric collection is also on display, with its clever dual motors allowing customers to adjust the head and footrests independently, and a fold down drinks console, it is the perfect sofa for a quiet night in with a film.” Furniture Link also has its own branded and trademarked collection of exclusive SmarTops® scratch, stain and heat resistant tables. These are all complemented with a range of chairs, including the Uno chair, which has made such a stir that in November it will be available in trendy new autumnal
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“WE ARE REGULARLY VISITING OUR LOYAL CUSTOMERS TO ENSURE THEY ARE BEING LOOKED AFTER, AS WELL AS SEEKING OUT OPPORTUNITIES WITH NEW CUSTOMERS .”
Also new to the Furniture Link collections are ottoman-style beds, as Simon explains: “The Georgia and Morgan beds have proven to be hugely popular, and to respond to the demand for storage beds, ottoman options have now been introduced. The Morgan is side opening and the Georgia opens from the foot of the bed. The same beautiful styling, but new, practical, clever storage has been incorporated.”
Ireland. To add even more benefits to buying from Furniture Link, it is also working with carefully-selected partners to re-introduce direct home delivery. “Although there is a charge for this service, many of our retailers have already jumped at the chance to be able to offer their customers delivery at short notice and avoid additional transit and handling costs,” Simon said. “Having worked in retail we have a real understanding of what it takes to have an effective and profitable business and we are committed to working in partnership with our retail customers to meet these demands.
Moving away from its traditional roots, Furniture Link is now Linea offering Hollywood Mirrors, available in five different sizes, with touch controls allowing customers to switch on and off, “So, no wonder there is a buzz dim or even change colours (with some at Furniture Link. It’s been a busy year so models) all with the slightest of touches. far and there are no signs of a slowdown Not wanting to stray too far away from its anytime soon!” winning formula, however, Furniture Link www.furniturelinkuk.co.uk understands the importance of investing in its people.
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Simon, who heads up the sales team, said: “We are regularly visiting our loyal customers to ensure they are being looked after, as well as seeking out opportunities with new customers. We are supported by our customer account administrators, who keep things moving smoothly behind the scenes. “Our warehouse team and drivers all work to ensure that those vital deliveries arrive on time and all this hard work has recently been recognised at the AIS Furniture Show, with Furniture Link winning the Gold Standard Award for Service and Quality. This is an award we are extremely proud of receiving.” Furniture Link is passionate about furniture and home interiors and prides itself on being one of the leading importers and wholesalers of design-led quality furniture in the UK and
Hollywood Mirror
Georgia
Oslo October 2019 | 51
UPHOLSTERY AND CABINET
colours of burnt orange and mulberry. One to watch out for next month!
aQO
Itʼs time for you to get to know UPHOLSTERY AND CABINET
Why?
because, to be honest, we are really persistent when it comes to developing products, producing and selling them.
because we sell flat-packed furniture with upmarket quality and contemporary design
because our products are perfect for drop shipment
because we can supply to your warehouse or dropship directly to your end costumers
because 98 % of our furniture leave our warehouse in less than 48 hours
because we are a leading European manufacturer in one of the fastest growing market segments, home offices
because we are the new alternative to the specialized bathroom trade
and although certain retailers have told us that UK households donʼt need them, we are selling literally thousands of shoe cabinets to the UK
We are different!
“Not needed” shoe cabinets
We are obsessed with details when it comes to manufacturing furniture which are not only nice to look at but also easy to mount and use. October 2019 | 52
ADVERTORIAL
From 3 to 6 November, 50 new products will be presented at the Meubelbeurs Brussel in hall 4 booth 302 all immediately available and optimized for drop shipment.
Be punctual!
Because we always are, as nobody wants to wait to put inspiring furnishing ideas into practice. Our UK and Ireland collegues:
Adrian Eyre (UK) +44 (0) 77 14 34 01 41 uk@mygermania.com
Nathan Edwards (UK) +44 (0) 79 50 37 98 23 uk@mygermania.com
Carolyn Ruth (IE) +353 (0) 87 2 11 72 50 c.ruth@mygermania.com October 2019 | 53
UPHOLSTERY AND CABINET
Visit us at the Brussels furniture show 2019 or contact our collegues
UPHOLSTERY AND CABINET FEATURE|PEOPLE BEHIND THE PRODUCTS
Cory Parker, buying and merchandising manager at The Sofa & Chair Company, features in our People Behind The Products series and reveals more support for local manufacturing is needed.
Name... Cory Parker manager and merchandising Job role... Buying & Chair Company Company... The Sofa andchair.co.uk Email... cory@thesofa
October 2019 | 54
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UPHOLSTERY AND CABINET
Meet Cory
FOR FULL STORIES AND DAILY NEWS UPDATES: WWW.CABINET-MAKER.CO.UK
aQO UPHOLSTERY AND CABINET
Can you describe your current job role and responsibilities? As buying and merchandising manager I am responsible for leading a team of four who collectively source the finest quality upholstery and furniture pieces from across the globe. One a day-to-day basis I am primarily focused on nurturing relationships with leading suppliers to ensure that we maintain our reputation for delivering beautiful products, crafted to the highest standard. I also look to explore new opportunities to broaden our in-house capabilities, such as the introduction of a specialist joinery service and the expansion of our product range into the luxury outdoor sector. How long have you been in your current role? Since January 2019. Can you give a brief background on yourself? I joined The Sofa & Chair Company in 2012 with a background in stock control and purchasing. Whilst the role at the Sofa & Chair Company was my first introduction to the world of interior design, I was given the opportunity to learn quickly, firstly as a showroom coordinator, and subsequently in a more product-focused role where I helped develop the upholstery, lighting and case goods categories. Working across different areas of the business has given me a holistic understanding of how the business operates. It’s been fascinating to watch the company evolve from a manufacturer of luxury sofas and chairs to become the UK’s leading specialist in high end upholstery, furniture, lighting and accessories.
What is the most challenging? The company has grand expansion plans for the next few years so my ongoing challenge is keeping my core responsibilities on track, whilst developing new initiatives that will help us grow the business. Can you describe your typical working day? It changes daily, which keeps everything fresh and interesting. There is always something new to explore and creative ideas being discussed, so a typical day sees me strike the right balance between the implementation of new collections with ongoing brand projects. What would you say pulled you into wanting a career in the furnishing industry? My career in the furnishing industry happened by chance. I joined The Sofa & Chair eight years ago and have progressed through the company, learning all about the industry. I have grown with the company and learnt so much along the way.
Can you share something that your coworkers may not know about you? I’m a closet Arsenal fan but I work with an all-female team who would rather talk about more important things! What are your favourite things in life? Food, wine and travel. I travel abroad as much as I can, with France and Italy being my favourite destinations. What are your future ambitions? I see myself relocating to France and owning a vineyard in the Provence area. Do you have any furnishing industry icons you admire? The industry innovators that I admire are individuals who have built their brands from the ground up. Design icons like Tom Dixon who have grown global businesses and taken their brands global. Do you have any career highlights that spring to mind? My recent promotion to manage the Buying & Merchandising Team is certainly a highlight. »
What is the best thing about your role? Not many companies have the luxury of such an expansive showroom — already one of the largest in Europe — which gives the buying and merchandising team so much more scope when it comes to product selection. As we all live and breathe high end furniture design this is one of the most rewarding parts of my role.
October 2019 | 55
UPHOLSTERY AND CABINET FEATURE|PEOPLE BEHIND THE PRODUCTS UPHOLSTERY AND CABINET
Faye Armstrong
What industry trends are you seeing at the moment? We’ve seen a notable rise in the use of metal in furniture, giving a more contemporary look, as well customers wanting to combine a variety of textures and materials on one piece of furniture. This makes a huge statement and it’s becoming more and more popular as consumers are more discerning than ever. We’re also seeing an increase in enquiries for different types of coloured marble to be used on furniture like dining tables, which looks spectacular.
How long have you been reading Cabinet Maker? Since joining the company, I’ve always had the latest copy of Cabinet Maker on my desk. It offers a great insight into the industry and is great for keeping up to date with relevant industry news. If you weren’t working in the industry, what would you be doing? One of my ultimate goals in life is to set up house in France and so I probably would have relocated there. And finally, if you had to describe yourself in three words, what would they be? Honest, committed and patient.
w www.thesofaandchair.co.uk
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If you would like to feature your staff members in our People Behind The Products features, email editor Dan Squires at dan@cabinet-maker.co.uk or go to www.cabinet-maker.co.uk and follow the link at the bottom of the home page to fill in our questionnaire form.
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October 2019 | 56
What could be improved to make the industry better in your opinion? I’d like to see more support for local manufacturing.
Did you know that Cabinet Maker has been established since 1880? I didn’t, but that is impressive!
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Cory Parker, buying and merchandising manager, The Sofa & Chair Company
What do you love about the furnishing industry? I am motivated by the people in the industry and the partnerships we build with high end suppliers. It’s a sector built on relationship building, where business is based on trust and mutual respect.
Can you predict any future trends that may emerge? We are always looking at future trends and our teams take so much inspiration from shows like Salone, Milan. A trend that seems to be gaining traction is the need for stylish furniture that is suitable for indoors and outdoors. Consumers are now investing more into their outdoor spaces than ever before. Giving them durable yet stylish furniture that can be moved outside during the warmer months allows people to mirror their indoor living spaces. I envisage further popularity in consumers experimenting with interesting surface materials and textures in the design world to create unique, spectacular pieces.
Peo
MY CAREER IN THE FURNISHING INDUSTRY HAPPENED BY CHANCE. I JOINED THE SOFA & CHAIR EIGHT YEARS AGO AND HAVE PROGRESSED THROUGH THE COMPANY LEARNING ALL ABOUT THE INDUSTRY.”
What is your favourite piece of furniture you own? I love the Parker Chair because it’s an elegant chair that has been ergonomically designed to complement the curve of your spine ‚ I’m slightly biased because this piece was named after me. Another piece that I have in my own home is the Picasso sofa — a comfortable and contemporary piece that still looks and feels great after five years of family use.
DESIGN Sealy’s Natalie Armstrong features in our People Behind The Products series.
MANUFACTURE Pioneer bedmaker Breasley unveiled its eyecatching new look Salus range at the NBF Bed Show last month.
RETAIL A round-up of events that took place at the recent NBF Bed Show in Telford. BEDS
Beds October 2019 Lift-off for the 10th anniversary Bed Show — page 66
BEDS NEWS BEDS
RETAIL
MANUFACTURE
Furniture retailers receive exclusive BSI Kitemark Bensons for Beds and Harveys furniture have received the BSI Kitemark™ for Domestic Furniture accreditation across 34 products, for the first time in the brands’ history. Best known as a sign of quality, BSI is one of the most established and recognised symbols of expertise and safety throughout the world. The BSI Kitemark™ gives consumers the confidence that a product or service goes above and beyond standard levels of quality, and can be trusted to meet the highest levels of safety and reliability. Harveys saw 18 receive the accreditation, including the new Blaire Corner Sofa, its bestselling Kensington range and new IDOL range. Across Bensons for Beds, which is the first bed retailer in the UK to receive the BSI Kitemark™ accreditation, a selection of 16 of the brand’s bespoke mattresses, chairs and ottoman boxes have all been certified. Before certification is received, a lengthy testing period is carried out to put all products through their paces, assessing their quality and durability. Throughout this assessment process, both Bensons For Beds and Harveys products were tested rigorously, undergoing assessments on factory process control, technical reviews and sample product testing. Alan Williams, managing director, said: “Quality is paramount to our business and this accreditation is testament to our high-quality products. We’re delighted to have such a wealth of products receive the BSI Kitemark™ — an accreditation consumers know they can trust. “This certification goes a long way in showing our customers what they can expect from both Bensons for Beds and Harveys, which is incredibly high standards and quality across the board.”
w www.bensonsforbeds.co.uk
MANUFACTURE
BED MANUFACTURER EXPECTS SALES BOOST Mattress manufacturer Dura Beds has reported a growth in sales. According to its latest filed accounts for the year ended 30th November, 2018, total sales rose 2.8% to £14.2m from £13.8m in 2017. Gross profit stood at £2.8m, slightly down from £2.9m the previous year, whilst pre-tax profit remained consistent at £1m. Stated within its report, the company said that it has invested heavily in new machinery and an expansion to its factory, which is expected to significantly increase sales moving forward. Dura added that to remain competitive, profits will be invested into staff to ensure that customer demand is met.
w www.durabeds.co.uk October 2019 | 58
From left, chairman Peter Spinks, Lord Lieutenant Ed Anderson and managing director Simon Spinks
ROYAL VISIT FOR HARRISON SPINKS Fifth-generation family bedmaker Harrison Spinks has welcomed the Queen’s representative in West Yorkshire to its Leeds headquarters to receive the Queen’s Awards for Enterprise: Sustainable Development. Lord Lieutenant of West Yorkshire, Ed Anderson, visited the 179-year-old bed manufacturer’s new £2.5m Innovation Centre to present the award to chairman Peter Spinks and managing director Simon Spinks. The prize for Sustainable Development was granted in April in recognition of a number of eco-friendly and sustainable innovations within the company’s process of mattress manufacturing and within the mattress products themselves. This includes growing hemp and using natural fibres to replace synthetics, reusing waste from the production process, designing truly recyclable products and reducing CO2 emissions. The company believes it is the only furniture maker to have won five Queen’s Awards and the only specialist bedmaker to win the Sustainable Development award twice. Simon Spinks said: “We are delighted and humbled to have welcomed Ed Anderson to our Harrison Spinks headquarters to receive our third current Queen’s award. “Having seen the factory, he was blown away by the amount we do here on site. “In recent years we have invested significantly in areas that have made our business more sustainable and vertically integrated — including weaving and wire drawing — and are proud to be leading the way and setting the standard in the furniture making industry.”
w www.harrisonspinks.co.uk
Constable 3000 Pillow Top
“
The Constable 3000 Pillow-Top. A luxury 3000 count pocket sprung pillow top mattress with the finest quality natural fillings to enhance your sleeping experience. The mattress deserves the ‘Product of the Year’ award as, put simply, it is a mattress that punches far above its weight competing with all the leading brands in the industry yet providing excellent margins for the high street retailer in these challenging market conditions.
www.shirebeds.co.uk | T: 01924 439898 | E: info@shirebeds.co.uk
”
BEDS NEWS BEDS
RETAIL
DESIGN
Sleep Council partners with Penguin
Tempur Sealy forges new strategic partnership
The Sleep Council has joined forces with Penguin Random House to develop a range of 10 Sleep Tales that have been designed to help people relax before bedtime. The stories are part soundscape, part descriptive narrative, with relaxing sounds and soothing, slow voices to get people into the right frame of mind for sleep. There are 10 titles in the collection, each 15 minutes long, and a sleep timer can be set for any duration with no need to return to the screen. Themes include Wakarango Mai, set in New Zealand’s hot springs at Lake Taupo, and the tropical paradise of Hammock On A Distant Shore. Lisa Artis, head of The Sleep Council, said: “We were approached by Penguin to collaborate on this project and we were delighted to get involved and offer advice around what sort of tone and feel the tales should have, the narrative voice as well as overall feedback on the overall story content. “It was important to get the message across that these weren’t a traditional story — with a beginning, middle and end — but are a tool to be used as part of the wind down bedtime routine to get people to switch off and relax. The stories drew on our own research from 2014 into sounds that helped people wind down, such as waves lapping on a shore, soft rainfall and birdsong.” The audiobooks went live at the end of August and are available on Audible, Google Play and Apple. Children’s versions are available under the Ladybird and Puffin umbrellas as part of the wider project.
Global bed brand Tempur Sealy International, Inc. and Fullpower® Technologies, Inc., the sleep technology company, have announced a new strategic partnership. “When selecting a technology partner we evaluated all existing options and Fullpower has a clearly superior platform,” said Scott Thompson, Tempur Sealy president and chief executive. “We also share a common vision to radically improve customers’ sleep experiences through continued innovation.” “Tempur Sealy is the best bedding company on the planet,” said Philippe Kahn, Fullpower Technologies chairman. “Together, we aim to improve lives through better, smarter sleep.” Through this partnership, Tempur-Pedic recently unveiled the Tempur-Ergo® Smart Base Collection, powered by Sleeptracker® AI. The Sleeptracker® Technology Platform is designed and operated by Santa Cruz-based Fullpower. Combined with adaptable Tempur-Pedic mattresses, the Tempur-Ergo® Smart Base, powered by Sleeptracker® AI, creates a completely integrated system with personalised sleep analytics and coaching, plus a uniquely-responsive foundation that can now automatically respond to snoring and may help people sleep more comfortably.
w www.tempursealy.com
MANUFACTURE
BREASLEY’S BED SHOW BIRTHDAY Bedmaker Breasley marked its own 10th birthday milestone at the NBF Bed Show 2019 as the event itself celebrated its first decade.
w www.sleepcouncil.org.uk
MANUFACTURE
The inventive bedmaker unveiled a new look and collection of its Salus range during the show.
HEALTHCARE FIRM LAUNCHES NEW CHAIR MATTRESS Specialist healthcare business MediSmart Technologies has announced the launch of a new mattress, designed for rise and recliner chairs. Set to have launched during Rehacare in September, the new MicroCell Companion, an ultra-low profile recliner chair mattress, aims to reduce the risk of pressure ulcers in elderly people who use chairs as beds for long periods of time. The product comprises a patented micro cell slim alternating air mattress, which includes 70 alternating cells, with a pump allowing it to fit any recliner chair. David Beavis, sales director and chair of the BHTA’s beds and support surfaces section, said the product has received a lot of interest from clinicians and therapists.
w www.medismart.co.uk October 2019 | 60
The Midlands-based company, known for its innovative approach, gave its premium range an eyecatching rebrand and further improvements to specification. Head of marketing Clare Taylor said: “Salus has been a trusted brand within the higher-end mattress market for several years now. The 10-year anniversary seemed an appropriate time to refresh its look and offer further improvements to our customers in terms of comfort and specification.” Originally created for independents, Salus combines high end luxury with a more accessible pricing structure — a strategy that ensures it remains a favourite with UK retailers.
w www.breasley.co.uk
BEDS NEWS BEDS
RETAIL
DESIGN
Steinhoff looks to sell two UK furnishing names
Components firm launches new eco programme
Steinhoff-owned Bensons for Beds and Harveys could be sold as the group looks to raise funds for its creditors.
Components supplier Leggett & Platt Springs UK has announced a new worldwide Eco Initiative programme. The formal environmental management system, developed by Leggett & Platt, requires the business to have a number of management systems in place.
According to The Times, PWC has been given the green light for initial bids for the beds and furniture retail chains, with a view to complete a sale by this month.
These include an environmental policy, goals and awareness training for employees, incident preparedness plans, public communication policy and supplier interaction.
The Times added that potential suitors to make a bid could include rival national chain Dreams, as well as Hilco and Alteri. However, no bids have been confirmed from any party at present. Beds and mattresses retailer Bensons currently operates from around 250 stores, whilst furniture chain Harveys trades from 140 stores across the UK.
w www.steinhoffinternational.com
Other systems include regulatory agency notification, information and technology exchange, measurement of performance, corrective action plan and social responsibility activities. Commenting on the initiative, Leggett & Platt said: “Please feel free to contact us if you would like any more information on the projects we are working towards. “We would also love to work with yourselves on any ideas you may have towards improving any one of the following items or any new ideas you may have on reducing packing materials or using alternative materials, reducing the volume of shipments and environmentally-friendly alternative products.”
w www.leggett.com
MANUFACTURE
FABRICS WHOLESALER DRIVES UP PROFIT BY £500K
MANUFACTURE
FURNITURE BRAND CONTINUES TO PUSH PET BEDS Online design brand MADE. com is celebrating the anniversary of iconic music festival Woodstock with a pet teepee for dogs and cats.
Bedding and soft furnishings fabrics wholesale group Ashley Wilde has reported a fifth straight year of turnover growth. According to its latest filed accounts for the year ended 31st December, 2018, total sales rose 2.5% to £31.7m from £30.9m in 2017. UK sales experienced an uptick of 1.5% to £25.8m from £25.4m, whilst EU and outside the EU sales both increased by 9% to £2.4m from £2.2m and 6% to £3.5m from £3.3m respectively.
The 50th anniversary of Woodstock took place over 17th and 18th August, as an ode to the most famous festival in
Gross profit increased 6.7% to £12.7m from £11.9m, whilst pretax profit rose 41.6% to £1.7m from £1.2m year-on-year. Stated within its report, the group said that its core markets and demand for products has shown resilience, leading to an increase in turnover. Ashley Wilde added that new product development continues to be a key element of its model with further new products launched during 2019 expected to drive future growth. In March 2019 the company also acquired the assets of Voyage Decoration Limited under its subsidiary Ashley Wilde Designs Limited. This has been rebranded under a new name of Voyage Maison Limited and is expected to deliver new growth opportunities once fully integrated within the wider group.
w www.ashleywildegroup.com October 2019 | 62
American history. MADE.com first launched pet beds in October 2018 to great success with the popular Kyali bed selling out within three days of its launch. Including styles from Bauhaus to retro, and Nordic to millennial luxe, Britain’s dogs and cats have a selection to choose from, no matter their interior style. The design director at MADE.com, Ruth Wassermann, said: “Pet beds are a fun collection for us to work on as the designs and styles really give us free reign to create something stand out. The pet teepee celebrates the best of the festival spirit and is a great tribute to the summer season.”
w www.made.com
BEDS NEWS BEDS
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MANUFACTURE
Right to Sleep campaign launches
BRITISH BED BRAND CONTINUES TO EXPAND
Boxed mattress brand eve Sleep has launch a campaign to make sleep a human right.
Luxury British bed maker Savoir has announced the launch of its new online store.
As one of its first steps in the process, eve has sent an open letter to Lord Chancellor and Secretary of State for Justice, The Rt Hon Robert Buckland QC MP.
Introducing ecommerce to the recently rebranded website, the initiative will help increase the brand’s direct to consumer retail reach.
In the letter, eve said: “22 million people in Britain woke up this morning suffering from a damaging lack of sleep. We’re eve sleep, and we’re fiercely passionate about the power of sleep. From the way it makes you feel, mentally and physically, to how it fuels everything we do. And, yet, this essential need isn’t protected as a fundamental human right. Pretty crazy when you think about it.
The new online store is in addition to three showroom openings across Europe and Asia.
“The cost of bad sleep goes beyond the everyday. It leads to poor immunity, depression and anxiety, obesity, heart disease and diabetes. It can take years off your life. Society depends and thrives on sleep. So why aren’t we doing something about it? Why aren’t we protecting people’s right to sleep? The people living under the Heathrow flight path. The shift workers. The A&E doctors suffering from burnout. Exhausted teachers. Exhausted pupils. “We’re asking for your help to change the law and recognise sleep in the Human Rights Act 1998. It’s time to wake up to the injustice of poor sleep, and work together to give vulnerable groups the #RightToSleep.”
w www.evesleep.co.uk/why-eve/right-to-sleep
RETAIL
Bensons launches personalised sleep diet model
Earlier this year, Savoir launched its first collection of exquisite bed linen, which seamlessly marries the finest natural cottons with impeccable British craftsmanship. The collection and additional bed accessories are now available to purchase in the UK online, as well as from the brands 15 showrooms around the world. The expansion of Savoir’s ecommerce operation will coincide with the opening of new showrooms in major cities including Berlin, Singapore and Qingdao, with additional presence in the US planned in the near future. The Berlin showroom, located on the exclusive Fasanenstraße, is the brand’s second destination in Germany. The new Singapore showroom is located within the iconic and worldrenowned Raffles Hotel Arcade. The Qingdao showroom, in China’s eastern Shandong province, offers an array of new and iconic Savoir bed designs, displayed in a tranquil and private space. Alistair Hughes, owner and managing director of Savoir, said: “Launching our linen collection was an exciting development for our brand and it also allows us to offer our customers linens for extraordinary beds. “Savoir is proudly British, but we’re also truly global, and it’s our goal to give customers the most comfortable and stylish beds imaginable, no matter where they are in the world.”
Bensons for Beds has unveiled its bespoke Sleep Diet model, designed by sleep expert, Stephanie Romiszewski. Available to everyone nationwide from the Bensons for Beds website, the Sleep Diet allows Brits to determine a sleep profile which they can relate to, and subsequently, follow a bespoke sleep regime.
w www.savoirbeds.com
The launch comes following recent figures from Bensons revealing the huge impact sleep has on mental health, with 69% of people feel at their wit’s end from lack of sleep and 31% even feeling depressed if they don’t get enough sleep.
MANUFACTURE
Stephanie Romiszewski, Bensons for Beds sleep expert, who developed The Sleep Diet, said: “We are all so different, and there are a range of so many different types of sleep issues. “These will change over our life span, as sleep is not a stagnant process! It could be that you are a mix of profiles, so you should use the advice which works for you. The most important thing is to maintain a positive, healthy attitude about sleep.” Helen Nunn, head of marketing at Bensons for Beds says: “We have developed the Sleep Diet model as part of our commitment to delivering Sleep Wellness™ to the nation, as everyone should be able to enjoy a great night’s sleep — and follow a regime that works for them.”
w www.bensonsforbeds.co.uk/sleep-diet October 2019 | 64
BED MAKER OPENS FOURTH RETAIL STORE Bed manufacturer Silentnight has announced the opening of its new store in Bristol. Situated in Broadmead, the new store becomes Silentnight’s fourth retail location and officially opened on 22nd August. The new store features 12 different models of Silentnight mattresses, including its Geltex collection, Healthy Growth and Safe Nights ranges. The Bristol store adds to Silentnight’s other locations in the Intu Trafford Centre in Manchester, Lakeside Shopping Centre in Essex and the Bentall Centre in Kingston.
w www.silentnight.co.uk
B E D S F E A T U R E |T H E B E D S H O W BEDS
Buzzing Bed Show The Bed Show proved to be another successful event. Cabinet Maker reports from Telford.
There was a ‘buzz’ around the stands during the 10th anniversary of the NBF’s Bed Show. The Telford International Centre was full of positive innovations, new technologies and a sheer determination to work through the wider economy uncertainty. In fact, the ‘B’ word was hardly mentioned as Cabinet Maker explored what was on offer, with a focus on changing the way people sleep, and the world, as sustainability took a firmer grip on products displayed. Brexit or no Brexit, the Bed Show served as a warm distraction to outside world and proved to be another popular event — especially the Gala Dinner as broadcaster Gyles Brandreth hosted with his typical comic approach, to the expense of some in the room I might add! However, the banter was greeted with plenty of laughs and made for a great evening, setting up the stage to deliver the awards. October 2019 | 66
Read on for the full list of winners and photographs. Ahead of the show, the NBF was in positive mood and that certainly passed through into the show itself. Over the two days from 17th to 18th September, the beds industry came together with brands including Apropa, Airsprung, Breasley, Duvalay, Enkev, Gallery Direct, Harrison Spinks, Highgrove Beds, Hypnos, Kaymed, Mammoth, Millbrook, Relyon, Sweet Dreams, Vogue Beds, Vitafoam and Vispring, to name but a few. As the Cabinet Maker team made its way through the stands, we bumped into visitors who were also in positive mood — and, of course, in the mood to buy, which echoed the ‘buzz’! Here’s what some of the exhibitors made of the show… Enkev — “As we haven’t exhibited for
several years, the show was a great success. This was an opportunity to not only showcase our products and developments but also our change on management and staff. The interest, enquiries and feedback was extremely positive and we feel that the exposure has cemented the ideals and position of the use of natural fibres within the industry. Thank you to all involved with the show success and see you all next year!” Vogue Beds — “The show went great. We were finalists for our Maxi storage base and we had amazing feedback for our products from all the customers who visited our stand!” Vispring — “As always, the 2019 Bed Show brings together all the key players in UK industry across manufacturers to key suppliers. The best thing is the nature of the event. It’s a unique family, striving for »
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B E D S F E A T U R E |T H E B E D S H O W BEDS
The Breasley stand
Burgess Beds
greater transparency and sustainability. It’s great to see the innovation and energy the members bring.”
remains challenging and customers are looking for a competitive advantage wherever possible. The Bed Show remains a great platform for Highgrove to launch new products and generate new business, and we were delighted with our customer reaction to the new models added to our Collection.”
Gallery Direct — “Gallery were delighted with the response to our new launches and one of the stand-out products on our stand was the new Sea Green mattress collection, which really got the attention of the industry, including some very key customers. We, as always, want to have a point of difference in everything we do and not follow the flock — to pun a sheep phase. Our sofa beds and new 58 fabrics were also a hit and the ability of our customers to be able to use 58 fabrics on divans and headboards really gives retailers customers their own interior design look. Our new luxury mattresses, with chemical free, and our Every Night range of mattresses with our air flow technology, put across the depth of our collections with new technology at the top of our focus, along with beautifully handmade in Wiltshire products. Customers who missed the NBF show will have another chance to view our MTO offer at the forthcoming Minerva Autumn Fair.”
Harrison Spinks — “This year’s show was a big one for us. Showcasing Cortec and introducing three new launches, we were really pleased with the quality footfall and genuinely enjoyed getting together with our peers to demonstrate just what the sector can offer at the minute. 2020’s going to be an exciting year!”
Mammoth — “We had our completed collection on show and we had an excellent response, especially from our new addition of our Move and Adjustables, which flew off the stand! We opened a good number of new accounts, adding to our positive year of growth, making this year’s show another successful one for Mammoth.”
Highgrove — “We were pleased with new business generated, opening several major new accounts and achieving additional floor space with existing customers. There’s no doubt that the marketplace
The Enkev stand
October 2019 | 68
Sweet Dreams — “We are thrilled by the reaction of our retail customers. We demonstrated that the quality and luxury associated with high-end ranges can be delivered at mid-market prices, and buyers were delighted with that.”
Burgess Beds — “The show was absolutely fabulous for Burgess Beds, as a team and a business we have been focused on redesigning our ranges to have the proud 92 years of history and heritage at heart. The reception to the redesigned mattress ranges has been great. It was so important to us that collections from entry level (Classic) to the luxury line (Autograph) look, feel and have the values upon which Burgess has been built.” Breasley — “The 10th National Bed Federation show was a great platform from which to launch our 10th anniversary rebrand of the Salus collection. Customers really liked the fresh new feel to a range which has long been a favourite with independent retailers our aim was to broaden the target market among consumers with a look that is »
Apropa Machinery
www.salusbeds.co.uk
LIVE IN LUXURY. SLEEP IN STYLE.
ILEX
Indulgently finished with a deep quilted pillow top cover featuring natural fibres
Celebrating 10 years of comfort and innovation
B E D S F E A T U R E |T H E B E D S H O W BEDS
Gallery Direct
Vogue Beds
much more contemporary and exciting, while retaining all the great value qualities that has made Salus such a hit with retailers.”
“DESPITE CHALLENGING MARKET CONDITIONS, THE INNOVATIVE AND INGENUITY HAS BEEN A DELIGHT TO SEE.””
To conclude, Jessica Alexander, executive director of the NBF, the organisers behind the Bed Show, said: “This event is where the UK bed industry unveils a host of new products, concepts, marketing initiative and this year, despite challenging market conditions. The innovative and ingenuity has been a delight to see. For quality visitors and industry networking, the Bed Show is unrivalled. Plus, all our exhibitors made such a huge effort to make the whole show look terrific too. It is such a well-loved event by both exhibitors and visitors and the Bed Show will be back in 2020 (22nd to 23rd September).”
Bed Show award winners
awards, now in their ninth year, recognise bed manufacturers, suppliers and retailers, representing the very best in inspiration, design, growth and innovation.
This year’s winners were J. Marshall 4 by Vispring for Bed of the Year; Vitafoam with FReefoam for Innovation of the Year; Cortec by Harrison Spinks for Component of the Year; Dreams for National Bed Retailer of the Year; Mattress Online for Pure Online Bed Retailer of the Year and North Eastbased Linthorpe Beds for Independent Bed Retailer of the Year.
“The annual awards are a valued opportunity to recognise stand-out companies to the bed industry. We congratulate all those who put themselves forward to be judged and, celebrate those who were finalists and award winners,” said Tony Lisanti, president of the NBF.
Packed full of action and glamour, the evening was hosted by broadcaster Gyles Brandreth, and was attended by more than 450 guests from the industry. The
Harrison Spinks October 2019 | 70
This year’s Bed of the Year prize went to Vispring with its J. Marshall 4, which was praised for targeting a different type of consumer to the brand’s traditional one. It aims to challenge both existing and ‘disrupter’ brands with a sleek, modern finish — beautifully upholstered and backed up by superb marketing materials for its bed retailers. Taking the Innovation of the Year trophy was Vitafoam with FReefoam. The judges felt this winning innovation could have significant benefits to UK mattress producers, retailers, consumers and the environment. Not waiting for any potential changes to UK flammability regulations, which could see the banning of certain FR chemicals, this new ‘TCPP-Free’ foam material doesn’t compromise on quality, performance or fire retardancy.
— Jessica Alexander, executive director of the National Bed Federation Winning Component of the Year was Harrison Spinks with Cortec — a truly innovative component that is set to redefine comfort technology and potentially change the bed industry. Five years in the making, this glue-free, patented pocket spring system has already enabled the development of the world’s first 100% recyclable luxury sustainable mattress. The winner of Pure Online Bed Retailer of the Year went to Mattress Online. In a year of change, this company was a strong front-runner, enjoying double digit profit increase on the back of mid-single digital sales growth and saw customers trading up. With a good clarity of entry, it showed great use of interactive features such as live chat and video series to enhance the customer shopping experience. North East-based Linthorpe Beds scooped Independent Retailer of the Year. The company showed an impressive sales increase in the qualifying period, with like-forlike sales at 17%, which stemmed from » TURN OVER FOR PHOTOS OF THE WINNERS
B E D S F E A T U R E |T H E B E D S H O W BEDS
The Bed of the Year prize went to Vispring (above) for its J. Marshall No.4
The National Bed Retailer of the Year was Dreams (right)
ABOVE: Winning Component of the Year was Harrison Spinks with Cortec LEFT: Linthorpe Beds scooped Independent Retailer of the Year
October 2019 | 72
We are proud to achieve recognition as a finalist in the accessory/component category at this year’s award ceremony for our Tailok XXE and hope this demonstrates our commitment to responsibly source natural fibres for the industry. Enkev maintains its position as a leader with the fillings and upholstery market; since our foundation in 1932 we have become a pioneering processor of natural material. With our experience and knowledge within the field of fillings and covering materials, it allows us to continually develop an innovative natural solution of outstanding quality for any of your requirements.
Taking the Innovation of the Year trophy was Vitafoam with FReefoam
To find out more go to www.enkev.com or email sales@enkev.co.uk The winner of Pure Online Bed Retailer of the Year was Mattress Online
»
Barker & Finch and Easyrest are well established brand names of our independent company Easyrest Beds Ltd, which is based in West Yorkshire. We have been members of the National Bed Federation for twenty years. A manufacturing legacy to be proud of. Quality and craftsmanship is our priority, from which our customers will have unsurpassed comfort and reliability. To sleep is to dream life’s never ending stresses away in comfortable effortless sleep, in a bed to be proud of, knowing we have your interests and desire and dreams at heart ourselves in the way we craft your bed or mattress so that you wake refreshed and rested, ready to face a new day. Our range of Barker & Finch and Easyrest will make sleeping a pleasure and resting a dream, just relax in sumptuous comfort in any of the models and let life’s highs and lows drift away in comfortable sleep. Our customers will have our guarantee that we have your interest at heart in the making of your Barker & Finch and Easyrest products. We endeavour to use the best materials available in all our products and the best craftsmen to assemble them. Easy Rest Beds Ltd, Parkside Mill, Parkside Road West Bowling, Bradford, BD5 8DY Tel 01274 733743 | talib@easyrestbeds.co.uk | www.barkerandfinch.com
BEDS
After another positive and successful exhibition at the 10th Anniversary NBF show we would like to thank all our stand visitors, new and existing customers.
B E D S F E A T U R E |T H E B E D S H O W BEDS
Sweet Dreams
Vispring
investment in marketing, the website and strong add-on sales. It took a bold, brave move to refurbish its flagship store as well as a second store and committing to a new van fleet to defy the notion that traditional retailing is dead. Winner of the National Bed Retailer of the Year was Dreams. It was a close call in this contested category, but the judges were impressed with its fifth straight year of improvement including like-for-like growth. This company is also driven by its innovative approach to customer service and retail, including investment in training and partnerships with the Olympic team GB athletes.
What the award winners said: Scooping Bed of the Year, Vispring’s managing director, Jim Gerety, said: “We are
extremely proud to win Bed of the Year — a brilliant result and it makes us very proud after all the hard work the entire team has put into the development and launch. We hope our new J. Marshall range will bring even more customers to the Vispring brand and are looking forward to seeing it roll into stores this month.” Simon Spinks, managing director of Harrison Spinks, which won Component of the Year, said: “At Harrison Spinks we live and breathe innovation, so it’s a huge achievement for us to have won the Component of the Year accolade for Cortec. The five years of blood, sweat and tears that were involved in the making have well and truly paid off! We are really excited to be driving this new technology forward ensuring beds are manufactured in the most sustainable way possible.” Winning Innovation of the Year, Greg Flynn, sales director - Block & CPT, Vitafoam, added: “As keen supporters of the NBF, Vita is delighted to receive this year’s Innovation Award for our newly-developed ‘FRee’ foam range. We believe FRee has significant benefits for UK mattress producers, retailers, consumers and the environment. Not waiting for any potential changes in legislation concerning fire retardant chemicals, Vita has taken a strategic step with our forward thinking vision. FRee is a ‘TCPP-free’ foam that doesn’t compromise on quality, performance or fire retardancy.”
Mammoth October 2019 | 74
Keith Humble, co-owner of Linthorpe Beds who won Independent Bed Retailer of the Year, said: “We’re thrilled that the effort of every one of our staff has been recognised. Obviously, we couldn’t have done this without them. It’s a tremendous boost to win,
especially when one looks at the quality of the entrants and it makes all of the investment of time and money worthwhile. Being recognised by your peers is a great accolade and we’re happy about that. “We’re going to use the award to its maximum advantage to try to build our brand further. It’s great for the people of the North East to know that they have another fantastic business on their doorstep, where they can shop and get the best products and service that will match anywhere else in the country. I’m sure that the award will enhance the trust that both local and national customers have in us and will drive the business to even better things in the coming year.” Online Bed Retailer of the Year, Steve Adams, chief executive of Mattress Online, said: “We are honoured to have won this award. We’re delighted that our achievements have been recognised and supported by industry leaders. Winning this prestigious accolade means so much to us at Mattress Online and we’re grateful to everyone who has played a part in our journey so far. We look forward to building on our successes this year — and for many years to come.” On a final note, Kayleigh Sweenie, PR manager at Dreams, which won National Bed Retailer of the Year, commented: “We are truly delighted to be named the NBF’s National Bed Retailer of the Year. With the awards in their ninth year, it’s great to be able to continue celebrating our industry’s successes with our peers.”
w www.bedshow.co.uk
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Samphire
EYE-CATCHER! Pioneer bedmaker Breasley unveiled its eye-catching new look Salus range at the NBF Bed Show 2019 last month.
Breasley’s luxury brand has been refreshed and updated to mark 10 years since the first Salus mattress was crafted by the East Midlands-based family company. Salus has undergone an eyecatching rebrand and further improvements to specification. The new look across eight models was successfully revealed to key buyers and trade professionals at the Telford event, which took place over 17th-18th September. Said head of marketing Clare Taylor: “We October 2019 | 76
were really proud to present our new look Salus at the Bed Show. A great deal of thought and love has gone into the rebrand and our feedback points to a bright future for Salus.
The indulgent mattresses combine two of our unique technologies, Viscoool and the Salus Comfort layer, and make use of natural fibres to offer the best in deep harmonious sleep.”
“At a time of economic uncertainty where many manufacturers are taking a more cautious approach, Breasley is continuing to invest in its flagship brand.
Viscoool is Breasley’s luxurious, pressure relieving, breathable, next generation memory foam made from sustainable and natural soybean oil. The Salus Comfort layer brings increased softness and indulgence.
“The new-look collection features our most comfortable and luxurious Salus beds yet.
To maintain a hygienic sleep environment all eight mattresses in the Salus range are
FOR FULL STORIES AND DAILY NEWS UPDATES: WWW.CABINET-MAKER.CO.UK
BEDS
“WE WERE REALLY PROUD TO PRESENT OUR NEW LOOK SALUS AT THE BED SHOW. A GREAT DEAL OF THOUGHT AND LOVE HAS GONE INTO THE REBRAND AND OUR FEEDBACK POINTS TO A BRIGHT FUTURE FOR SALUS.”
aQO
also treated with Breasley ProGuard to help regulate body temperature, fight bacteria and inhibit house dust mites. Top of the new look Salus range is Samphire, combining Viscoool, Salus Comfort layer, a 3,900 dual layer pocket spring system and deep quilted pillow top cover. The sleep surface features integral natural fibres of lambswool, bamboo, alpaca and pashmina to complete the luxurious feel of the bed. Other models are Ilex, Topaz, Autumn, Tawny, Iris, Fern and Cypress. All are available on a range of Breasley base options, including the innovative ottoman, which hinges at the head end to create maximum storage. Originally created for independents, Salus combines high-end comfort with a more accessible pricing structure — a strategy that ensures it remains a favourite with UK retailers.
Salus is available in 16 inspiring, contemporary colour and fabric choices. The mattresses in the range come in four sizes. All mattresses are fitted with electronic RFID tags, allowing full manufacturing traceability. To finish, mattresses are wrapped in regranulated polythene, reducing the product’s carbon footprint. All Salus mattresses come with a 10-year guarantee and are backed by the expertise and reputation for quality and customer care which Breasley has developed throughout 44 years in business.
w www.breasley.co.uk
The refreshed branding evokes Salus, the Roman goddess of wellbeing and the inspiration behind the eye-catching new logo. Its attractive, softer pastel branding reflects a product that appeals to a younger target demographic.
Cypress October 2019 | 77
B E D S F E A T U R E |S L U M B E R L A N D BEDS
LAND OF
SLUMBER New sleep technology that targets sleep issues
Slumberland is launching its new cleverly-designed range consisting of six mini collections throughout the autumn show season.
To bring Slumberland back to the focus of retailers shop floors, its new Natural, Comfort, Ortho, Plus, PremAIR, and Nordic collections offer a bed suitable for everyone, no matter your customer’s sleep style, age, body shape or budget. In line with its commitment to offering innovative sleep solutions, the six new mini collections from Slumberland feature a spectrum of exciting brand new, ground-breaking sleep technology that targets the nation’s common sleep problems. BIOPRO TREATMENT for those who suffer allergies According to Allergy UK, a staggering 44% of October 2019 | 78
FOR FULL STORIES AND DAILY NEWS UPDATES: WWW.CABINET-MAKER.CO.UK
EDGEMAX AIR for those who sleep hot Overheating during sleep is one of the top inhibitors to sleep because as your temperature rises your body wakes up. Slumberland’s EdgeMAX Air, featured in the PremiAIR, Plus and Nordic collections, is an exciting breakthrough in ventilation technology. Advanced perforations in the mattress border have been cleverly engineered so that the mattress breathes with the user and natural movement throughout the night helps ventilate the mattress. This greater airflow infusion helps keep the bed at a constant and comfortable temperature, encouraging a more restful sleep. COOLING GEL LATEX for those who seek cooling pressure point relief With aches and pains often causing a disturbed night’s sleep, Slumberland’s innovative cooling gel latex offers targeted pressure point relief to give users a better quality sleep. This is featured within the PremAIR collection, as well as in one of the two enhancer options in the customisable Nordic collection. The highly-responsive gel latex, which is infused with cooling gel capsules, acts to draw and release heat away from the user, enabling an optimal temperature and comfort level to be maintained throughout the night for a more rejuvenating sleep. MEMORY FOAM WITH RESPIRE TECHNOLOGY for those wanting cool contoured support Most memory foam mattresses store heat, causing uncomfortable sleep. In contrast, Slumberland’s memory foam features its pioneering Respire airflow technology. Many engineered perforations throughout the top of the mattress enable air to circulate freely throughout the mattress to reduce excess heat. Featured in the top two mattresses in the Plus collection, it’s ideal for those wanting the supportive body moulding properties of memory foam without the associated heat problems.
BEDS
British adults now suffer from at least one allergy, and the number of sufferers is on the rise. With allergies often worsening at night, it’s crucial for beds to provide an allergen free haven. All Slumberland pocket sprung mattresses from their new mini collections benefit from Biopro treatment. A 100% natural probiotic fabric treatment to protect against allergens, bacteria and odours, it also promotes a fresh and healthy sleep environment for users every night.
aQO
enabling a cleaner, cooler and healthier sleep environment. ICE FABRIC for those desiring temperature regulation Sleeping warmly is a nightly frustration for many. The Nordic and PremAIR collections feature Slumberland’s new, cool-to-touch fabric technology, perfect for those seeking a cooler, longer sleeping experience. Featuring advanced conductive and heat absorption qualities, Ice fabric delivers a cooler sleeping surface throughout the night. NATURAL COMFORT for those seeking traditional natural fillings Not forgetting those who desire a more traditional, natural comfort, the Natural collection boasts a mix of speciallyselected natural fillings that offer enhanced temperature controlling properties for a breathable sleep environment. Wool, cashmere, bamboo, alpaca and silk have all been expertly blended to offer varying levels of support to suit a wide range of consumer needs. With people spending around a third of their lives in bed it is crucial that their mattress aids and not prohibits a good night’s sleep. Benefiting from exciting new sleep technology offering solutions for all customer’s needs, coupled with attractive pricing spanning all price points, the new mini collections from Slumberland make for a very commercial retail proposition. It’s time to enter the Land of Slumber.
w www.slumberland.co.uk
Slumberland will launch six new
“WITH PEOPLE SPENDING AROUND A THIRD OF THEIR LIVES IN BED IT IS CRUCIAL THAT THEIR MATTRESS AIDS AND NOT PROHIBITS
A GOOD NIGHT’S SLEEP .”
mini collections
ECOOL QUILT for those who suffer night time perspiration With the average adult losing two cups of moisture throughout the night to perspiration, Slumberland’s new and inventive eCool quilt employs specially selected fibres, designed to accelerate evaporation and wick moisture away from the body. Featured within the PremAIR and Plus collections, the eCool quilt helps keep the night sweats at bay, October 2019 | 79
BEDS FEATURE|PEOPLE BEHIND THE PRODUCTS BEDS
Natalie Armstrong, marketing co-ordinator at Sealy, features in our People Behind The Products series and highlights the shift towards health and wellbeing as a growing industry trend.
Meet Natalie
October 2019 | 80
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How long have you been in your current role? I started working at Sealy when I graduated from university and have now worked for the business for three years. My initial role was a maternity cover position (for one of my now colleagues) and I was lucky enough to be offered a permanent contract when the term was complete. Can you give a brief background on yourself? I currently live in the Lake District and have done for most of my life. The time spent away from home was during my time at university,
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where I achieved a first-class honours degree in English language and literature.
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Aside from this, building and maintaining relationships with each retailer’s team is a huge part of my day-to-day work. I’ve learnt over the past few years that communication is an important part of marketing and it is the strand that helps you achieve the greatest sense of fulfilment. When you overcome obstacles, meet a deadline, complete or surpass a project to a retailer’s satisfaction, it encourages you to be the best you possibly can be. Each day brings a new opportunity, a new goal to strive for, and that is why my role is so exciting!
mstrong Name... Natalie Ar g Co-ordinator Job role... Marketin Company... Sealy UK
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Can you describe your current job role and responsibilities? Marketing can be quite spontaneous and demanding at times, so I try to organise my workload the best I can. My main responsibilities lie with our national retailers — Bensons for Beds, Amazon, Argos, Next and Furniture Village to name a few. It is within my remit to provide the creative marketing media for use in stores and online platforms — this involves anything from catalogue page designs, online brand pages, promotional campaigns to in-store literature.
What is the best thing about your role? The diversity of my role means that every day can bring a task or larger project that I may not have come across previously, therefore I am constantly learning new things. New challenges vary in size and scale but no matter how big or small, each is an opportunity to learn and build on my knowledge — it is the gift that keeps on giving!
FOR FULL STORIES AND DAILY NEWS UPDATES: WWW.CABINET-MAKER.CO.UK
aQO BEDS
2018 Anniversary Ortho
WHEN YOU
OVERCOME OBSTACLES , MEET
What is the most challenging? The most challenging part of my role is juggling my workload and prioritising projects when everything you are involved in has equal importance. Sometimes it is hard to predict consumer behaviour and, therefore, the demands of the stores/ retailers. Developing relationships with our major retailers has helped me gain perspective on this and stressed the importance of adaptability. That is why planning and organisation is key within my role and it is something I work to improve and build upon on a daily basis. Can you describe your typical working day? The first hour in the morning is spent working through my inbox and planning the structure of my day. Day-to-day tasks can involve anything from working up briefs for new artwork to designing online assets or composing product literature and, most importantly, keeping in touch with our retailers.
currently report in to. Since I started in the business in 2016, I have received copious amounts of support and guidance from her and it is something I will always be eternally grateful for. Working with someone so inspirational every day is the greatest motivation. Do you have any career highlights that spring to mind? Each quarter of the calendar year, Sealy honours three members of staff with a ‘You Make a Difference’ award. To be eligible for the award, an employee has to be nominated by their superior or senior management for something that has had a positive impact on the business. Last year, I was awarded for my contribution to the Marketing team, something I am very proud of to this day. »
A DEADLINE, COMPLETE OR SURPASS A PROJECT TO THE RETAILER’S SATISFACTION IT ENCOURAGES YOU TO
BE THE BEST YOU POSSIBLY CAN BE .”
What would you say pulled you into wanting a career in the furnishing industry? Marketing was not really something I had considered during my time at university and I never envisaged the career path being longterm. However, as I have immersed myself in the role and watched my skill-set develop and grow, the job has turned into an opportunity that has surpassed my expectations. The job allows me to be creative, expressive and confident — all attributes that I was hoping to achieve no matter which path I decided to take. What are your future ambitions? In the future, I hope that I am still working in a fast-paced role with great people around me. I aspire to be as driven, passionate and successful as the marketing controller I October 2019 | 81
BEDS FEATURE|PEOPLE BEHIND THE PRODUCTS BEDS
Faye Armstrong
What is your favourite piece of furniture you own? And why? I recently bought my own home, so picking one piece is really difficult as a lot of research (and hours spent on Pinterest) went into choosing my furniture! However, one of my favourite purchases was my dining table and chairs. The furniture ensemble embodies quite a traditional style, but with a modern touch and feel. I wanted something that would retain its opulence and withstand the test of time, so when I first saw this set I knew it was exactly what I was looking for.
and would try out one in a shop — and that would be it for the next 10 years. These days though, we are seeing a shift as people realise just how important sleep is for overall health, and we’re seeing people really do their research as they look for a mattress that will provide them with the comfort and support to achieve that. It’s part of the reason that Sealy created its award-winning Activsleep range, which was designed with the needs of these consumers in mind, with good sleep health at the heart of its design and technology.
And finally, if you had to describe yourself in three words, what would they be? Positive, creative and open-minded.
w www.sealy.co.uk
Did you know that Cabinet Maker has been established since 1880? How long have you been reading the magazine? I was unaware that the publication had been established for such a long time. I started reading Cabinet Maker when I joined the Sealy team, so around three years now.
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If you would like to feature your staff members in our People Behind The Products features, email editor Dan Squires at dan@cabinet-maker.co.uk or go to www.cabinet-maker.co.uk and follow the link at the bottom of the home page to fill in our questionnaire form.
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Can you predict any future trends that may emerge? I think the shift towards health and wellbeing is only going to get bigger in the future, and we’ll see more and more brands in our industry racing to develop technology that supports the health needs of consumers. At Sealy, we are at the forefront of developing new technology that will help people achieve a deeper and healthier sleep than ever before and are constantly updating our ranges to meet consumer needs, so watch this space!
If you weren’t working in the industry, what would you be doing? My initial career plan was to be an English teacher. However, as my degree progressed it seemed less appealing to me and I chose not to pursue it. It has worked out for the best as I really enjoy my current role at Sealy.
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What industry trends are you seeing at the moment? I think in the past few years there has been a shift in consumer behaviour towards products that people know are going to support their health and wellbeing, and that is starting to filter down into industries like ours, where our products can genuinely have a transformative effect on people’s health.
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What do you love about the furnishing industry? It’s a really exciting time to be a part of the furniture industry and I really enjoy getting a behind the scenes look at the products and technology that are coming on to the market. Sealy is very much at the forefront of new technology and innovation when it comes to sleep and mattresses, and it’s exciting to be a part of that process. There is still a lot to be done when it comes to educating consumers on just how important your mattress is in order to get a good night’s sleep and a lot of my role is working with our retailers to get that message across.
Five years ago, people would maybe not do much research into buying a mattress
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EVERYTHING TO KEEP YOU WINNING We at Vita TalalayÂŽ want to support and comfort you. We want to be a selling point in the mattresses or pillows you manufacture and/or sell. We do this with proprietary, healthier products. But we also support you with training tools, point-of-sale material and demonstration tools. Everything to keep you winning. Contact us at vitatalalay.com/contact for more information. Looking forward to hearing from you.
www.vitatalalay.com
B E D S F E A T U R E |S W E E T D R E A M S BEDS
Zelda Pillowtop 1500 from Defined Edge Support
Luxury Silk 1500 from Hand Crafted
Sweet Dreams reflects on a successful Bed Show last month and highlights its newest collections.
Pure Angelic 4000 from Pocket Air Pure
Luxury made
AFFORDABLE Sweet Dreams welcomed buyers to its stand at the NBF Bed Show last month and was delighted with the reaction to its range-defining new collections of beds.
four beds, all with either 3000 or 4000 pocket air springs. The beds come in three sizes and the bases offer a wide choice of storage and four colourway options.
The first was the new Pocket Air Pure collection of divans. The mattresses employ the Lancashire manufacturer’s sensational Pocket Air spring system — and feature new FR chemical-free fabric covers for a safe, pure sleep. A simple heat finish preserves the natural integrity of the fabric, which is pleasant to touch and to sleep on.
Then there was the new Hand Crafted collection, featuring just three beds. The exquisite hand-crafted side stitch to the mattress border was very well received by retail customers, and elevates the mattresses to something not previously associated with mid-market products.
The natural wicking effect of the two-fold viscose yarns means the fabric provides a cool and comfortable sleeping environment. The fabric is produced using inherently flame-retardant yarns and so avoids the need for a chemical treatment to introduce flame retardancy. The end result is a mattress cover that’s safe, comfortable and free of chemical flame retardant. A mock five-box side stitch border and either tufted or microquilted tops characterise the October 2019 | 84
The luxury quilting on these beds is also exceptional — testament to the new Dueffe quilting machinery that Sweet Dreams has invested in and which brings high-end finishing to affordable collections. Retailers were not unnaturally surprised — and delighted. The beds’ natural fillings such as silk and cashmere maintain the luxury theme throughout. The beds are offered in three sizes and the bases come with Sweet Dreams’ usual options, plus a special low option on platform top bases.
Last, but not least, was the third Bed Show launch: Defined Edge Support. Retailers loved this! The collection comprises six beds in three sizes, featuring the foam-encapsulated pocket springs that are now such a favourite among consumers, and offering attractive specifications such as pillowtops and luxury fillings. The bases, with drawer storage options, come in a choice of wooden or chrome-effect legs and in six luscious velvet colourways. Add to this the wow factor contrast tape and it’s not surprising that buyers were paying serious attention to the collection, which, like the other new ranges — and new models — is highlighted in the new Sweet Dreams brochure.
w www.sweetdreamsuk.com
B E D S F E A T U R E |S I M B A BEDS
Made for
The TV advert opens on the deck of an aircraft carrier
PEACE Sleep technology brand Simba has launched a major new brand campaign, Made for Peace, to raise awareness of how a lack of sleep can radically affect both decision making and emotional reactions, whilst also playing a vital role in conflict resolution.
Simba’s Made For Peace campaign, which has been devised by award-winning creative agency BBH London, will feature TV, organic social and digital adverts. Saying it needed to stand out, the sleep tech brand is shifting the gear from consideration to campaigning. The Made for Peace campaign launches the idea that if we each got a better night’s sleep, collectively we might all be a little more considerate, rational and collaborative — potentially having massive global consequences as a result. The 60-second TV advert opens on the deck of an aircraft carrier. It’s the Cuban Missile Crisis, 1962. We see a close-up of an American general and a Russian general staring intensely at each other. But rather than erupting into conflict, there’s a real sense of camaraderie. A tennis net is rolled out between them and a gentle and friendly rally ensues. The film ends by returning us to the present day with a poignant reminder that the world could do with more peace now as much as then. The advertising campaign will be shown on Channel 4, ITV and Sky, together with paid spend on Facebook, Instagram and YouTube. October 2019 | 86
To support its peace initiatives worldwide, Simba has contributied £10 to Peace One Day from every Simba Hybrid® Mattress sold in the UK from 21st to 27th September. Every customer’s purchase supported Peace One Day to inspire and empower young people to become active in the creation of a more peaceful and sustainable world. Sir John Hegarty is an investor in Simba through his early-stage investor business, The Garage Soho. As creative advisor to Simba, and the creative director on this project, he has been involved throughout the strategic and creative development of the idea, and execution of the TV spot. Steve Reid, co-founder and chief executive of Simba, said: “Our Made for Peace campaign has been carefully curated to make a serious point about how lack of sleep radically affects decision making. “Whilst the campaign is designed to be light in tone, it is also intended to highlight a serious and growing issue we face as a nation. Just one night of bad sleep can make the part of your brain that processes threats react more aggressively. “There is overwhelming scientific evidence to support the view that better sleep leads to
calmer emotional reactions — yet we live in a 24-hour world where sleep is often considered a weakness. “During the Cuban Missile Crisis the rational decision of one person, Vasily Arkipov, prevented a devastating escalation of conflict. The importance of calm decision making is as relevant now as ever and that’s something science links to sleep. As a global company in three continents, including North America, we recognise the importance of improving sleep everywhere. “A recent study we commissioned revealed nearly half (44 per cent) of Brits are getting just six hours of sleep or less a night, and only 17 per cent get their recommended eight hours of rest. We believe the sleep crisis we’re facing cannot be ignored any longer.” Sir John Hegarty, commented: “In these stressful times the world needs a better night’s sleep. Simba’s superior spring and foam technology can help the world sleep more peacefully. Which is why our Made for Peace Campaign is so powerful. From the White House to your house.”
w www.simbasleep.com
F E A T U R E |E K M / P E O P L E B E H I N D T H E P R O D U C T S
ran Name... Dominic Fo E-commerce Expert, Job role... Senior s Advanced & Pro Plan Company... EKM com Email... sales@ekm.
Can you describe your current job role and responsibilities? As an e-commerce expert, a dedicated point of contact for our customers on the Advanced Plan, my main aim is to proactively identify ways that our shop owners can attract visitors to their EKM shop and convert these visitors into paying customers. I use all available tools and research such as Google Analytics, Search Console, heatmapping etc to achieve this and speak to customers on a regular basis to convey my recommendations. The senior part of my role is to ensure that the team is delivering a high level of service we set and expect. I conduct monthly one-toones and ‘huddles’ (meetings), and regularly quality assure work, to monitor performance whilst dealing with any customer queries.
How long have you been in your current role? I have been an e-commerce expert since the introduction of our plans a couple of years ago and a senior member of the team for several months now. I’ve been a member of the EKM team for just over four years. Can you give a brief background on yourself? Following university, I joined the police in the Criminal Justice admin office, as it was always something I’d been interested in, although I didn’t know at that point if I actually wanted to become a police officer! I decided against it but worked my way up the Criminal Justice department to admin team leader, looking after 40 people. Following several departmental reviews after many
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Dominic Foran, Senior E-commerce Expert, Advanced & Pro Plans at EKM, features in our latest People Behind The Products series.
FEATURES
Meet Dominic
governmental budget cuts, and limited opportunities to progress, I looked for opportunities elsewhere and found EKM to be the ideal place to grow. What is the best thing about your role? The relationships you build with your customers. We really try to get to know them and their businesses inside and out to understand their goals and help them achieve them. It’s really rewarding when you achieve these goals and receive positive feedback as it just shows you’re doing the right things; all we want to do is help our customers and provide an excellent level of service. Their success is our success. »
October 2019 | 87
F E A T U R E |E K M / P E O P L E B E H I N D T H E P R O D U C T S FEATURES
EKM has the ability to create a successful online shop
What is the most challenging thing about your role? The e-commerce world is ever-changing, so we have to research as much as we can to stay one step ahead of the game and advise our customers at the earliest opportunity, so they can stay one step ahead of their competitors. This can range from the design (HMTL/ CSS) and functionality of a website to marketing, search engine rankings and paid advertising. Furthermore, we have a vast range of customers from different industries with differing levels of technical ability and e-commerce knowledge so we really have to adapt, often quickly from phone call to phone call, to deliver the best service using the correct terminology. But, as we have a good understanding of our customers because of the relationship we’ve built with them, this certainly helps us to achieve this. It’s also very busy, so we continuously have to organise and prioritise work accordingly to deliver the excellent service I mentioned earlier.
Can you share something that your coworkers may not know about you? I once ‘starred’ in a TV advert for a hotel in Malaysia and also appeared in the country’s Tatler magazine when celebrating my birthday at a cocktail party whilst at the same hotel several years later!
What would you say pulled you into wanting a career in the furnishing industry? Whilst the furnishing industry space isn’t where we compete, a lot of our customers do, so it’s important for us to be in the know in order to better help our customers, no matter what industry they’re in. October 2019 | 88
What are your favourite things in life? Spending valuable time with my wife, Mandy, and 10-month-old son, Sebastian, and other family and friends; good food and wine; watching and supporting Burnley Football Club (I am a season ticket holder for 25 years).
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Can you describe your typical working day? The first thing I do is review our internal communications to get up to speed with the latest news and developments within the organisation. I then respond to any outstanding customer email queries I have. During this time, I may receive phone calls or further emails. Once I’ve finished responding to all queries, I then look at any other longerterm jobs that I have to see if I can progress these whilst also dealing with any senior work I need to do. I will also proactively reach out to as many of my customers as I can by phone to let them know about EKM platform updates or anything in the e-commerce world they need to know about, check how they are and see if I can help them with anything — this is our main aim.
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What are your future ambitions? To be the best I can be. I am always looking at ways to progress and self-develop. I have progressed in both organisations I’ve worked for and secured my current senior role whilst partaking in EKM’s Leadership and Management Programme. What does the business offer to furnishing businesses? And how has this particular market grown for the company? We offer the ability to create a successful online shop, and we’ll provide as much advice and expertise as is needed to help our customers’ businesses grow and evolve — their success is our success. We want all our customers to succeed and we’ll do everything we can to see that happen. Since EKM launched, the furnishing industry
has quickly become the largest segment in our customer base and, with more and more people purchasing online, having an online shop is pivotal to our customers success. What would you say are the benefits to furnishing businesses to partner up with you? The aforementioned support from a team full of experts — we’re always on hand to offer our help and expertise. We really do pride ourselves on our first-class support and we’ll advise on absolutely everything that can affect your online business — it may not even be shop specific; we advised on the (complex!) GDPR changes that came into force last year, for example. We also offer our customers our unique Evolution Mode, which means their shops will be continually optimised and updated to ensure their online shop never feels out of date. Our data shows that businesses that have taken advantage of Evolution Mode are more likely to succeed, and in some cases have increased their sales by 25.28%. Our e-commerce experts will review our customers shops on a regular basis and propose improvements to help them sell more — helping them to focus on their business rather than worrying about having an outdated website. Do you have any career highlights that spring to mind? When progressing to team leader in my previous organisation and the senior position at EKM. It shows that hard work pays off; it increases motivation and instils confidence as you are being entrusted to lead a team.
FOR FULL STORIES AND DAILY NEWS UPDATES: WWW.CABINET-MAKER.CO.UK
aQO FEATURES
Dominic is a keen Burnley fan
What is your favourite piece of furniture you own? And why? Our master bedroom is equipped with matching French chic furniture throughout, and it’s a style I really like. What do you love about working with a variety of furnishing businesses? The variety! Even if you have several customers from the same industry, every business is unique, offering different insights and challenges, which not only keep you on your toes but develops your knowledge (therefore, the service we offer) considerably. How could businesses like this improve their website to increase sales? We offer unique recommendations depending on the website a customer has at the time. They may be doing some things right but could potentially improve areas — we regularly complete comprehensive reports to offer our advice and recommendations — the ultimate aim is to drive traffic and, in turn, conversions.
An image heavy theme would be better suited to this sort of shop, to really show off the products. With over 90% of customers starting their purchasing journey by browsing online (regardless of where they ultimately purchase), it’s important to consider their expectations from the online shopping experience.
It’s said that the attention span of a human is now less than that of a goldfish, so you really need to engage the end-user as quickly as possible — you must, therefore, ensure that your design is as optimised as possible to reduce page load times. Anything more than three seconds and you’re losing at least half of your visitors!
Something that will be more prominent in the future is the visualisation of the piece of furniture within the shopper’s home, so they can make an informed decision before purchase. We’re also seeing that more and more shoppers are becoming environmentally conscious, so if your products are ecofriendly, don’t be scared to shout about it, and the benefits it brings!
If you would like to feature your staff members in our People Behind The Products features, email editor Dan Squires at dan@cabinet-maker.co.uk or go to www.cabinet-maker.co.uk and follow the link at the bottom of the home page to fill in our questionnaire form.
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Broadly speaking, we’ve seen a shift towards a more “modern” and clean look. The focus
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What industry trends are you seeing at the moment with website design for furniture suppliers? In terms of website design for this industry, we’re seeing two distinct approaches that could really help inform you what choices to make in terms of focus.
And finally, if you had to describe yourself in three words, what would they be? Ambitious, determined, diligent
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You’ll also need to include an ‘about us’ page and reviews/ testimonials to increase trust and confidence. Display contact details to build trust too, have a clear and simple navigation/ category menu with around seven top-level categories — make it as easy as possible for the end-user to find what they’re looking for.
If you weren’t working in the industry, what would you be doing? Most likely blogging or some form of journalism; I got my degree in journalism many moons ago — I have a passion for writing and working with words - but I’m thoroughly enjoying what I’m doing at the moment!
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is on ease of navigation and the buyer is able to easily find what they’re looking for. On the other hand, shops that are all about personalisation or high-end products naturally have a focus on the products themselves.
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The basics are to have a responsive theme, have fresh, relevant, unique content (such as category and product descriptions) as search engines love this; regularly act as an end-user to check your website’s design and functionality; advertise your USPs to set yourself apart from your competitors; use good quality photos — your products are your bread and butter!
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FEATURES
JANUARY FURNITURE SHOW
F E A T U R E |J A N U A R Y F U R N I T U R E S H O W
cabinet gets
Cool
Cabinet has been a core feature of the January Furniture Show (JFS) since its inception in 2015. Looking ahead to JFS 2020, the category has seen plenty of cool developments.
At the forefront of modern furniture design, visitors to the four-day event, which takes place at Birmingham’s NEC and commences on 19th January 2020, will see cabinet set trends, be eco-friendly and capture the attention of buyers looking for a new take on 21st Century form.
Cabinet has seen a big step change in recent years with the introduction of mixed materials — marble, stone, metal and glass, and the use of reclaimed and repurposed woods. A multitude of finishes from raw to painted has seen cabinet embrace variety and means
FOR FULL STORIES AND DAILY NEWS UPDATES: WWW.CABINET-MAKER.CO.UK
aQO FEATURES
Skye
January Furniture Show January 2020 it can be more individual than ever for the consumer. Companies at JFS that are striding forward with cabinet design and the use of new
materials include Rowico, which is doubling the size of its stand in 2020 and will introduce nine different Scandinavian influenced collections. Using metal, bleached woods, dark woods, sustainable materials »
“COMPANIES AT JFS WHO ARE STRIDING FORWARD WITH
CABINET DESIGN
AND THE USE OF NEW MATERIALS INCLUDE ROWICO, WHO ARE
DOUBLING THE SIZE OF THEIR STAND Filippa
IN 2020.” October 2019 | 91
FEATURE|JANUARY FURNITURE SHOW FEATURES
and contemporary lines, buyers on the Rowico stand will be spoilt for choice. Among the new collections are Skye, which features rich stained tops and black metal framework that create an ultra-modern look, and Filipa, which is a stunning collection with geometric framing and stylish symmetry — its handless design gives it a real air of sophistication echoing its Scandinavian roots. Vienna is a retro-modern classic with a 60s vibe, made from natural timbers it has sleek matt black under-frames giving it a sense of cool contemporary living. Another company with a big story and on an upward trajectory is Birlea, which recently acquired Willis & Gambier. The acquisition enables Birlea to expand its portfolio and broaden its business strategy. With the aim of returning the Willis & Gambier brand to
January Furniture Show January 2020 prominence in the marketplace, Birlea will focus on innovation, quality and classic designs for the reinvigorated W&G collections at JFS. It won’t all be about W&G for Birlea, however. Its own collections are riding high and there will be new additions to the popular Urban range as well as a considerably wider selection of beds in up-to-the-minute styles. Kesterport, with its sound ethos of being design led, value orientated and service driven, will again show its forward-looking designs. Designing furniture for modern living leads it to use sustainable materials,
new materials and new and faster methods of production. As well as a strong retail presence , its furniture has wide commercial use — gracing some of the world’s most prestigious buildings, including the Burj Al Arab and the Houses of Parliament. Already in the full swing of planning for JFS, visitors can expect to see new, well-executed designs that will promise longevity, ingenuity and huge desirability for both residential and commercial spaces. Hall 2 will again be home to European high cabinet design as A.L.F., Hartman, B4 Living, Skovby and Camel Group are among those showing their latest living, dining and bedroom collections. High gloss and streamlined shapes will merge with new materials and modular design to produce furniture of distinction Throughout the five halls of JFS visitors will see cabinet ranges in every style, every price point and for every space — Bentley Designs, Baker Furniture, VIDA Living, Gallery, Heartlands, Welcome Furniture, Kettle and Seconique are just some of the other notable companies that will be showing their latest cabinet designs. For information on all of the exhibitors at JFS 2020 please go to:
w www.januaryfurnitureshow.com October 2019 | 92
BRUSSELS FURNITURE FAIR 3 - 6 NOV 2019
www.modulo.be | 320308
SUN - TUE 9AM - 7PM & WED 9AM - 6PM BRUSSELS EXPO - WWW.FURNITUREFAIRBRUSSELS.BE
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F E A T U R E |B R U S S E L S F U R N I T U R E F A I R FEATURES
Brussels Fusion
A look ahead to the upcoming Brussels Furniture Fair. Since 1937, this Brussels trade fair has been linking furniture manufacturers to the furniture trade — first nationally, and later internationally. It connects to the furniture trade in Belgium and other West European countries such as Great Britain, the Netherlands, France, Luxembourg, Switzerland, Germany and Scandinavia.
Segments Its division into segments makes the fair easy for visitors to navigate, saving both time and effort. Each segment is targeted at a specific part of the furniture trade, from contemporary pieces to bedroom comfort. An efficient trade fair visit is guaranteed — and if you save time, you can discover more!
Exhibitors from Belgium, the Netherlands, Germany, Italy and other European countries present their latest collections over a total surface area of 66,000 m² at the Brussels Expo, Place de Belgique. The starting point for all this is the commercial value on the shop floor.
Exhibitors The range on show at the Brussels Furniture Fair is geared to the needs of the European furniture trade. You’ll find collections in Brussels that are sure to give sales a lift. The focus of the fair’s high-quality, hugely diverse and representative selection is on commercial value on the shop floor. There’s a representative mix of the Belgian furniture industry, plus a select offering from leading European manufacturers in the broad middle segment, with the UK being represented by Baker Furniture and Derry’s, both of which are situated in Hall 8.
Visitors and exhibitors value the business-like, yet convivial atmosphere at the fair. It creates an environment in which to stage enjoyable meetings and do business with people from the sector — Brussels Furniture Fair’s greatest strength. October 2019 | 94
FOR FULL STORIES AND DAILY NEWS UPDATES: WWW.CABINET-MAKER.CO.UK
The same logo also appears on name-boards at the stands, which make it clear who is professionally engaged in the contract market. And visitors can, of course, also find these exhibitors by using the search function in the list of exhibitors on the website.
Fusion - The atmospheric interiors of tomorrow in Hall 8 Romantic country style This atmospheric hall shows that a romantic, country style does not need to be oldfashioned. The look is becoming sleeker, but the warm mood remains. Space for decor The stands in Fusion have an eye for trends and decor. A whole experience is created around furniture and seating in an authentic decor. Decoration and interior accessories play a leading role, and this is the key hall in which these areas can be found. Nostalgic and ethnic The inspiration is often nostalgic or ethnic, with high-quality materials such as solid wood, warm fabrics, luxurious marble and metals — but designed in a way to appeal to today’s consumers.
“CREATING AN ENVIRONMENT IN WHICH TO STAGE ENJOYABLE MEETINGS AND DO BUSINESS WITH PEOPLE FROM THE SECTOR IS THE BRUSSELS FURNITURE FAIR’S GREATEST STRENGTH.”
Mozaïek - Price-conscious and trendy in Hall 9 A highly marketable offering Mozaïek is living proof that the entry-level segment of the market is becoming evermore attractive. This is where a highly marketable offering is exhibited in a contemporary mix. Price-conscious and trendy Price-conscious can also be trendy. These days, it’s possible to find attractive furniture and seating for a limited budget. Intelligent solutions Affordable furniture demands intelligent solutions. Today’s consumer wants value for money, and manufacturers are responding by developing cleverly thought-out pieces that not only look great, but whose prices can also be prominently displayed. Some 20,000 European visitors from Belgium, the Netherlands, France, the UK, Ireland, Germany, Switzerland and Scandinavia attended the previous show. If last year’s statistics are anything to go by, this is an atmosphere that encourages buying and one that puts Brussels in good stead for the upcoming edition.
w www.furniturefairbrussels.be
20,000 visitors attended from Euro
pe last year
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Contract More and more exhibitors at Brussels are also turning their attention to the contract market or are offering tailor-made products. So a visit to the fair is definitely worthwhile for contract specialists too. On a specially-adapted plan of the fair, exhibitors who may be of interest are marked with a special logo.
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F E A T U R E |C E L E B R A T I O N O F C R A F T S M A N S H I P & D E S I G N FEATURES
Meet the
Fernanda Nunez won the Furniture Makers’ Company Design Award for her ‘Guilloché’ Bedside Tables
Winners The winners of the Celebration of Craftsmanship & Design awards were unveiled at its recent exhibition. Cabinet Maker found out who won what.
The UK’s largest selling exhibition of contemporary bespoke furniture by many of the finest designer-makers and artisan workshops in the British Isles was yet again another successful showcase. Every August sees the arrival of 300 exhibits from more than 70 exhibitors at Cheltenham College’s Thirlestaine Long Gallery for a display of talent, skill and imagination, known as the Celebration of Craftsmanship & Design. This also hosts a number of awards, with the winners revealed in this special editorial. The Furniture Makers’ Company Design Award This award is a significant accolade for the winner as their work is judged by an esteemed panel against the best of their contemporaries. October 2019 | 96
Winner Fernanda Nunez - ‘Guilloché’ Bedside Tables Recently graduated from Waters & Acland Furniture School, Celebration of Craftsmanship & Design was Fer’s first exhibition experience. To say that she was delighted and slightly stunned to be selected as the winner of this years award by the Furniture Makers Company doesn’t really cover it. The judges commented that her ‘Guilloché’ Bedside Tables showed: “Extremely accomplished cabinetmaking from a student of just two years. All elements of the design are beautifully resolved, and the oriental feel are unified with several subtle references.” Highly Commended Laurent Peacock Design - ‘Piper’ Sideboard
Leatham Creative Woodwork - ‘Toro’ Hallway Chairs (Dave Taylor) Theo Cook @ Robinson House Studio Console Table Visitor Top 10 Award Visitors voted on their favourite exhibit with the top 10 being: 1. Marc Fish ‘Ethereal’ console photos 2. John & Louise Cropper - ‘Lighthouse’ cabinet 3. Galt Designs (Waters & Acland Furniture School) Writing Desk 4. Theo Cook at Robinson House Studio Console Table 5. Sophie Moraveg (Williams & Cleal Furniture School) - ‘The Rocket’ 6. Tom Acland Furniture (Rycotewood Furniture School) - ‘Xylem’ Cabinet 7. Christine Meyer-Eaglestone - ‘Spheres’
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8. Peter Lanyon Furniture - 7 Stem ‘Clump’ Lamp 9. Lionginas Cizas (Rowden Atelier Furniture School) - ‘The Walnut Bureau’ 10 Joint. Matthew Burt - ‘Four Pebbles in a Pool’ 10 Joint. Nick James Design - Drinks Cabinet The Celebration of Craftsmanship & Design New Talent Award – Sponsored by Design-Nation Working in partnership with Design-Nation this award is designed to encourage and promote emerging talent within the bespoke furniture industry. It gives designer-makers the opportunity to win free exhibition space, mentoring and membership with DesignNation and offers a fantastic opportunity to ensure they get off on the right path. Winner Galt Designs (Waters & Acland Furniture School) writing desk Recently graduated from Waters & Acland Furniture School, Tom Galt, of Galt Designs, is certainly a designer-maker to watch. Having already produced a number of striking and refined designs, this award for his writing desk will be the first of many accolades for the young designer-maker from Manchester. The judges commented that the writing desk
FEATURES
LEFT, from top, Best Use of British Timber Award winner, the Ark (Adrian McCurdy); New Talent Award winner, writing desk Galt Designs (Tom Galt); Visitor Top 10 Award winner, Marc Fish
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Theo Cook won the Future Icons Award for Accessories for his Collection of Planes
was “A fully resolved design, immaculately crafted with exquisite hidden details. Elegant and contemporary with great poise.”
I’m delighted to see a maker investing time to create such beautiful tools that can be handed down to generations to come.”
The desk, whilst relatively understated in its initial aesthetic, has a number of beautiful details that continue to add to its appeal as you further explore the piece. Tom enjoyed the experience of allowing visitors to engage with the desk during the exhibition and his hidden drawer constantly surprised them. Its beautiful sprung mechanism offered an insight into his previous life as an engineer and contributed to making Tom’s desk the visitors third favourite piece in the entire exhibition of more than 300 pieces from a range of established makers.
Highly Commended Louise Parry – Silver & Diamond Clock
Highly Commended Tom Acland Furniture (Rycotewood Furniture School) - ‘Xylem’ Cabinet Aidan Donovan (Waters & Acland Furniture School) - ‘Gibran’ Seat
Winner Adrian McCurdy – The ‘Ark’ Everything about this piece is bespoke and considered, leaving the judges in no doubt of their decision as they commented: “A masterpiece of skill and commitment made over several years, materially extraordinary, a truly individual piece of craftsmanship, and a contemporary expression of a craft tradition. We hope it finds a loving home.”
2019 Future Icons Award for Accessories Accessories are incredibly important to a room as they can make or break a space! Every year at Celebration of Craftsmanship & Design there are some exceptional exhibits on display from carefully-selected alternative disciplines and without such inspirational and creative work the exhibition wouldn’t be complete.
2019 Best Use of British Timber Award – Sponsored by Woodland Heritage @ Celebration of Craftsmanship & Design Working in collaboration with Woodland Heritage, this award looks to promote the use of local resources to produce pieces that have added meaning beyond their basic function. The use of local materials has numerous benefits for the designer-maker’s local economy and environment.
Highly Commended Jonathon Vaiksaar - Burr Elm & Resin Jewellery Box
w www.celebrationofcraftsmanship.com
Winner Theo Cook at Robinson House Studio Collection of Planes As a critically-endangered skill set on the Heritage Crafts red list, it was encouraging to see hand plane making receive such positive interest at this year’s exhibition from both visitors and judges alike. It was fantastic to hear how people could admire them both as practical objects and decorative objet d’art alike. Louisa Pacifico, from Future Icons, commented that they were: “A cohesive collection of beautifully-made planes, with a very fair price point. Instant collector items. October 2019 | 97
F E A T U R E |I N T E L L E C T U A L P R O P E R T Y FEATURES
Sarah Phillips, from Abel & Imray (a firm of UK and European patent attorneys), explains more about intellectual property in the furnishings industry, on behalf of the Chartered Institute of Patent Attorneys (CIPA).
Are you
Protected?
The pharmaceutical industry famously relies on patent protection, but is there also a place for intellectual property in the home furnishings industry?
For a growing number of businesses, intellectual property can account for more than 80% of the value of the company and is something to be identified, protected and put to commercial benefit. Home furnishing production generates intellectual property in many different forms: the visual appeal of individual products (for example tables, chairs, cabinets and 2-D patterns/surface decoration) is protectable by unregistered and registered designs; the look of your websites, brochures and new software are protectable by copyright; and the technical innovations (for example new fixtures and fittings, or methods of assembly) required to make items function are protectable by patents, or may October 2019 | 98
There are a range of options for protecting your ideas. Know-how, when recognised as such and kept confidential in the form of trade secrets, can be a powerful way of retaining valuable information inside your company for an indefinite period of time. On the other hand, should the information be leaked, it becomes public knowledge, and the options for protecting your intellectual property are greatly reduced. Know-how arises organically, and can be lost, for example as personnel move on, taking with them their knowledge and expertise.
be retained as secret know-how. Aside from protection relating to products and methods of manufacture, trademarks allow you to protect and assert your brands.
Another draw-back is that know-how provides no protection against independent generation of the same ideas by a third party. Knowhow can be captured and defined, and if commercially important, can be actively
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Patents, however, can provide a 20-year monopoly for exploitation of your new technical innovations, in exchange for disclosing to the public what you have devised. The right is exclusive: you can prevent others from working your invention but will still need to check for existing rights to be “free to operate” in the field yourself. At the end of the patent term, protection expires and the public may freely use your invention. Patents, therefore, give you the certainty of exclusive use of your invention for a limited period of time, and during that time protect against independent generation of the same idea by a third party. In addition, patents provide a tangible business asset than can be attractive to investors, and can be used to generate extra revenue, whether through licensing or as a result of having exclusivity over the innovation. Of course, having a patent also provides marketing value, and serves as a deterrent to potential competitors. Registered trademarks protect your brand, enabling your customers to identify you and to differentiate your products from those of others. They usually take the form of a word, slogan or logo but, in certain circumstances, can also cover shapes, colours and sounds. Trademarks are registered for particular goods or services; the more narrow the category, the easier they are to obtain. As long as they don’t conflict with other existing rights, they are straightforward to register in the UK. Copyright arises automatically through the creation of a work, and protects the expression of your ideas, rather than the ideas themselves. It arises in original 2-D artistic
“ASIDE FROM PROTECTION RELATING TO PRODUCTS AND METHODS OF MANUFACTURE, TRADEMARKS ALLOW YOU TO PROTECT
AND ASSERT YOUR BRANDS .”
works such as drawings, patterns and other graphic works, and photographs. It also arises in literary works such as computer programs. Importantly for the home furnishing trade, there is also provision for works of artistic craftsmanship. Since 2016, copyright bans
replicas of such pieces, thus protecting original, high-quality works like the Eames DSW chair and the E1027 side table. Copyright outlasts other forms of protection (e.g. design right), which might subsist in such designs (lasting for a considerable period of 70 years after the death of the author, or 50 years from the making of any computer-generated work). In order to assert copyright, it is necessary to prove actual copying; there is no protection for independent creation of the same work. Registered designs protect the appearance of your product, and aside from the product itself, cover things such as packaging, get-up, graphics, surface decoration and parts for assembly into a complex product. To qualify for protection, designs must be new and have individual character (giving a different overall impression to previously disclosed designs). Registered designs last up to 25 years from registration, providing a monopoly right for use of the design. Registered design right provides many of the same benefits as patents, but can’t protect the function of an article, just its 2-D or 3-D appearance. Unregistered design right can arise automatically under certain conditions, but lasts for a shorter duration, and doesn’t provide a monopoly right (so copying must be proved in order to establish infringement). If you would like further information on any of the points discussed, or have a query on any intellectual property matter, Sarah would be happy to assist you — you can email her at Sarah.Phillips@abelimray.com
w
www.cipa.org.uk/find-a-patentattorney
Make sure your IP is protected
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protected through registered rights, or managed through internal confidentiality procedures.
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F E A T U R E |D E C O R E X FEATURES
Almost 15,000 visitors attended last year
Destination
DECOREX
Decorex International is Europe’s leading event for interior design professionals. Cabinet Maker takes a look at what to expect to see at this year’s edition. Established for more than 40 years, Decorex will open its doors for 2019 at Olympia London on 6th-9th October. Each year it curates a four-day show presenting nextlevel design from across the world, featuring interior products, projects and perspectives — and, of course, the people who create them. This year Decorex International will, in fact, make its debut at Olympia London, marking an exciting new chapter in the show’s 41year history. Visitors can discover the new collections and commission bespoke pieces from more than 400 established brands and up-and-coming makers. Displayed will be a variety of designs from hand-painted wallpapers and bespoke furniture, to October 2019 | 100
conceptual lighting and printed fabrics. The event is expected to be just as popular as last year, when it drew 14,903 high-profile interior designers and trade visitors from a whole range of sectors, including furniture, lighting, textiles and interiors. Offering a showcase of the very latest in high-end design, an exceptional speaking programme and highly-anticipated curated exhibitions, the annual gathering is one of the must attend showcases in the calendar. So what’s new for 2019? New for 2019 is a boundary-pushing collaboration that takes visitors on a journey
through a series of interconnecting spaces for an immersive and personalised encounter. Each area will be beautifully created by a selection of top international interior designers and overseen by one of the UK’s leading architects. Decorex will continue to nurture new talent with Foundation, a platform for the next generation of designer-makers of contemporary, bespoke furnishings. For 2019, Decorex’s best-loved features, such as the bar and the VIP lounge, will be taken to the next level with fresh new interpretations. Other highlights will include an array of experiential feature areas that will see makers transform areas of the show floor into live workshops, as well as an inspiring seminar
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“NEW FOR 2019 IS A BOUNDARY-
PUSHING COLLABORATION THAT TAKES VISITORS ON A JOURNEY THROUGH A SERIES OF INTERCONNECTING SPACES FOR AN
IMMERSIVE AND PERSONALISED ENCOUNTER .”
More than 400 brands will be on show programme with talks from some of the industry’s key influencers. Decorex will also celebrate luxury British craft and applied arts through Future Heritage, an exhibition of some of the best emerging talents in the UK with new work created especially for the show. What each sector offers… NEXT LEVEL DESIGN Decorex welcomes the finest high-end international suppliers showcasing a diverse collection of quality products across the interior design world, covering furniture, fabric and wallcoverings, lighting, carpets and rugs, and accessories. INDUSTRY INSIGHTS Expect a packed programme of talks featuring industry names discussing and debating craft, lighting, hotels, yacht design plus much more.
Decorex International 2019 Dates: Sunday 6th Wednesday 9th, October Location: Olympia London Opening Hours: Sunday 6th October: 10am-6pm (trade only) Monday 7th October: 10am-6pm (trade only) Tuesday 8th October: 10am-7pm (open to the general public) Wednesday 9th October: 10am-5pm (trade only) New home at Olympia, London
Tickets: £18 trade/£30 consumer
THE BAR The Bar at Decorex creates an inspiring space on the show floor for visitors to relax, meet friends and reflect on the inspiring designs seen at the show. NEW: DESIGN ENCOUNTER Head upstairs and journey through a series of interconnecting spaces for a unique, immersive and personalised encounter, a boundary-pushing collaboration between architect John Allsopp and acclaimed interior designers Natalia Miyar, Run for the Hills, Samantha Todhunter Design, These White Walls, Zachary Pulman and Sella Concept. COLLECTIBLE CRAFT Showcasing the most exciting emerging makers and craftspeople, Future Heritage is the UK’s leading platform for British craft, designed to discover and support collectible artists and designers. DESIGN IN THE MAKING Gain insight into the craft behind a piece of bespoke furniture or decoration as designers transform areas of the show floor into live workshops. Last year’s In the Making showcase included decorative artists Artisan Collective, Asprey, Lincrusta and Pigmentti. FOUNDATION Foundation, formerly known as CraftWork, is a platform where the next generation of designers from across disciplines will be showcasing products with the highest level of artisanal craftsmanship. VIP LOUNGE Re-imagined each year, acclaimed interior designer practice Harding & Read will be transforming the VIP Lounge into a space to meet, relax and reflect, in association with House & Garden.
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F E A T U R E |G E O F F R E Y P A R K E R FEATURES
Perception of
Bespoke poker table
Price
Elliot Parker, sales director at bespoke maker Geoffrey Parker, speaks to Cabinet Maker, ahead of exhibiting at Decorex International 6 – 9 October at Olympia, London, on prices and the perception on what it actually means to the consumer. When you work in an industry such as ours, you meet customers from varied lifestyles; those who don’t even ask the price, those who want the cheapest price possible and those who only want the best. At Geoffrey Parker all of our products are custom made; they are handmade to order in our workshops in the English countryside by our skilled team.
course, many variables and elements that can change the price accordingly. It is because of this that in initial conversations we advise clients a product has a base price and this can range up to a certain value, depending on how far they customise and embellish their product. Price should be based on perceived value
It can take between five and seven years to train one of our craftsmen or women, and many of the skills they are taught are traditional techniques, which have been handed down from our founder, Geoffrey.
When you consider the pricing story of BA’s flagship aircraft, Concorde, it’s no surprise businesses like ours begin to re-evaluate our pricing strategies in the way we have in recent years.
When it comes to discussing price after a workshop tour, many of our customers ask how you even begin to put a price on heritage and traditional skills.
When BA launched Concorde, for the first six years it lost money, despite the aircraft being one of the finest flying machines in history, offering those who travelled on it comfort, luxury and service. In 1982 losses were so vast that BA boss Sir John King gave the responsibilities of the newly-created Concorde division to Captain Brian Walpol —
We have to agree; it can be tough to try to price something so unique. As every item we produce is custom made to order there are, of October 2019 | 102
with two years to turn the losses into profits. If he failed, BA would terminate operations, and shut down Concorde for good. The first thing Captain Walpol did was market research; he started to ask the businessmen and women flying on the jet, how much their ticket cost. They had no idea! The reason was that their secretaries were the ones who booked the flight. When asked what they thought it might have cost, they were all guessing much higher than the actual price. This led to BA putting the prices up, charging the customer the value they saw the product was worth. Prices were doubled and thus led to the jet being considered one of the most elite and luxurious ways to travel in the world. How the craftsmanship industry should learn from this One afternoon a customer who was purchasing on behalf of their employer visited our showroom and we began discussing how a price increase in our business was
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industry. Our products are a testament to the craftsmanship skills and the quality we provide; when we look at our products they are the Concorde of the board game industry.
Price can often be considered a dirty word; it is also a difficult thing to get right. If He highlighted a global player to us how and billion his employer dollar company had suggested a like BA can get it competitor to us wrong, then we purely because can guarantee Gaming furniture their prices were companies of our higher and, therefore, size will no doubt he expected the products and service to be have to revisit pricing structures throughout better. Fortunately, the customer had worked their history. If you always do what you have with us before; with his experience working always done, you will always get what you’ve with us, he knew we were producers of the always got... Never be afraid to set the price finest games tables in the world, despite our to what you feel your products, skills and comparatively lower price. experience are worth. That’s why we are celebrating 60 years of Geoffrey Parker. It struck a chord with us at Geoffrey Parker; www.geoffreyparker.com our product and the experience we offer when purchasing with us (GP) is far superior www.decorex.com to many of our competitors.
w w
Our craftsmanship is second to none and our customisation and customer service is like no other in the bespoke furniture and board game
“IT CAN TAKE BETWEEN FIVE AND SEVEN YEARS TO TRAIN ONE OF OUR CRAFTSMEN OR WOMEN, AND MANY OF THE SKILLS THEY ARE TAUGHT ARE
TRADITIONAL TECHNIQUES ,
WHICH HAVE BEEN HANDED DOWN FROM OUR FOUNDER, GEOFFREY.”
ABOVE: Craftmanship is second to none with all bespoke furniture products RIGHT: Chess table handmade by Geoffrey Parker
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imminent. He mentioned how his employer had overlooked many brands due to their pricing, in both the interior design industry and in purchasing cars and yachts. Contrary to what we thought, it wasn’t that prices were too high but often because brands had set their prices too low.
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F E A T U R E |D F S FEATURES
Championing apprenticeships
Doing it the
Caroline Gascoigne, national qualifications manager at DFS Furniture Group, shares an insight into its apprenticeships journey and its following success. At DFS, we started our apprenticeships journey back in 2014. We were finding it difficult to recruit for our service manager roles and, with an ageing workforce, it was time to look at ways to find and develop the next generation of talent. Our service managers are fully-qualified upholsterers who visit our customers’ homes to resolve any issues or queries our customers have with their furniture. This is a varied role where they work with many materials, using a range of different skills to enable them to carry out repairs to wooden frames, recliner and sofa bed mechanisms, hand and machine sewing covers in both fabric and leather. Upholstery is not a widely known trade amongst young people, with few therefore contemplating it as a career option. In addition, training and job opportunities in manufacturing have declined over the past couple of decades, particularly in the south. We knew that we needed to take action to secure and develop a talent pool for the future, not just for DFS, but for the industry as a whole. It was then that our apprenticeship scheme was created, designing a training programme that would give them the opportunity to learn these skills in a training environment with an expert, and applying October 2019 | 104
way
these skills on the job with their service manager mentor. As part of our apprenticeship scheme, we were keen to ensure that we offered young people the chance to develop skills not just for the job, but for life too. DFS was already a supporter of The Duke of Edinburgh Award and we decided to make a further investment in our apprentices by incorporating the Gold Award into our programme. Every one of our apprentices now completes The Duke of Edinburgh Gold Award alongside their industry training, building skills such as leadership and teamwork, through a demanding but rewarding volunteering and expedition programme. We were also keen to keep ownership of the apprenticeship scheme and have our own training plan and programme in place, to make sure that our apprentices would be ‘job ready’ as well as benefit from gaining a qualification. Our current service managers were very keen to be able to pass on their skills to a young person, as in the majority of cases, this is how they had learned their own skills. Each apprentice, therefore, joined an experienced service manager, working side by side with each other enabling the apprentice to learn from the expertise of the service manager and put these skills into practice in a real world environment. The
service managers also benefited from having an extra pair of hands to help them each day! Six months after our first apprentice group began training, we were pleasantly surprised at how quickly these young people were picking up the skills and how much commitment and motivation they had shown to the programme. We were pleased with how our apprenticeship scheme was progressing and, although it was still in its infancy, we decided to enter the UK Employee Experience Awards for the Youth Employment Award. We were delighted when the judging panel recognised the strength of our programme and awarded DFS with first place. The initial success of the training with service managers, the talent and dedication
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Our journey so far with apprenticeships has been exciting and challenging — and it does require significant investment from colleagues, who take the time to train and support our young people. However, we have certainly seen the benefits — we are delighted to have been able to offer 40 young people permanent positions at DFS over the past five years. These talented apprentices have thrived, making a great start to their careers working in a range of disciplines, from sewing, upholstery, retail, customer service, warehousing and engineering. Our apprenticeship programmes offer young people a great start to a successful career in a growing company. At DFS we are celebrating our 50th anniversary this year and we’re incredibly proud that we’ve been designing, making, selling and delivering sofas to homes for more than five decades. We’re the UK market leader for upholstered furniture and our business depends on skilled individuals across a range of disciplines — from frame makers to upholsterers, from administration to sales and delivery. Apprenticeships have now become an important part of our business, as we continue to develop the next generation of talent to drive our workforce for the years to come and ensure our future success. Given the right support, guidance and a structured programme, our apprentices have made loyal hard-working employees. With the introduction of the Apprenticeship Levy and Apprenticeship Standards, DFS is determined to continue to support and expand apprenticeship programmes. The Senior Leadership Team is fully supportive and we are now the employer provider for our Level 2 programmes, which gives us the opportunity to embed all of the apprenticeship programmes fully within two years and offered a blended training approach, involving face to face, online and project-based learning. With the success of these Level 2
“WE KNEW THAT WE NEEDED TO TAKE ACTION TO SECURE AND DEVELOP A TALENT POOL FOR THE FUTURE, NOT JUST FOR DFS, BUT FOR THE
INDUSTRY AS A WHOLE .”
• Winner of Youth Employment Award 2015 in the UK Employee Experience Awards • Winner of Youth Employment, Talent Management, and Recruitment award 2016 in the UK Employee Experience Awards • Winner of the Special Recognition award with Webs Training Provider in 2016 • Winner of Youth Employment, Talent Management, and Recruitment award 2017 in the UK Employee Experience Awards • Winner of Highly Commended Large Employer of the Year Award with Qube Training 2018 • Winner of Large Employer of the Year Award with Qube Training 2019 • 2nd place for Retailer of the Year Award in the All About School Leavers Awards 2019 • Ranked 92nd in the All About School Leavers Top 100 Apprentice Employers We are only at the start of our journey with apprenticeships and will continue to invest in our apprentices and colleagues, to build a strong and highly-skilled workforce for our future.
w www.dfs.co.uk
programmes, we have also started on the journey of promoting both Advanced and Higher Apprenticeships, to make further use of the Apprenticeship Levy and to upskill our existing workforce, supporting them in their career aspirations. We have been happy to share our journey with other businesses, through supporting the Furniture Industries Company with a ‘best practice’ day for apprenticeships and speaking to other employers just starting out on their own apprenticeship journey. We also hold a seat on the steering group for the Furniture Manufacturing Apprenticeship Standard and Assessment Plan and have a seat on the Retail Apprenticeship assessment board. We really recognise the value of our apprenticeship programme, both for the value it brings to our young trainees, and to our business as a whole. It is fantastic that the strength of our programme has also been recognised externally and since launch we have won the following awards: DFS apprentices celebrate success
Cabinet Maker is dedicated to supporting, encouraging and championing apprenticeships within the furnishing industry by working with businesses and organisations to continually highlight the importance of apprenticeships and the benefits they offer — not only to a business, but to the industry and future generations of furniture making. Cabinet Maker welcomes your thoughts and also invites your business to share your story on your apprenticeship success so far and plans for the future — email editor Dan Squires at dan@cabinet-maker.co.uk or call 01623 372215. October 2019 | 105
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shown by the apprentices, and the Youth Employment Award, all confirmed that apprenticeships were a fantastic investment and something we should expand to other areas of the business. It was at this point we introduced apprenticeships into DFS manufacturing and retail.
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F E A T U R E |W I L L I S & G A M B I E R / B I R L E A FEATURES
Here to
Camille bedroom
Jake and Joe Magill, joint owners and managing directors of Birlea Furniture, alongside David Lane, trading director at Willis & Gambier, talk about the latters takeover by Birlea and what the brand has in store for the future.
It has been an interesting year for Willis & Gambier. Back in February, Samson Holding, the parent company of Peterborough-based Willis & Gambier, confirmed its exit from the UK marketplace, citing ‘little signs of clarity’ following the Brexit vote. Samson also said that a ‘change in customer buying patterns and expectations’ has added to the placed pressure on its division in the UK under its Willis & Gambier operation. So what happened next? W&G was quick to point out that the business was not entering administration; rather, it was searching for an alternative route following its parent’s decision to cut its ties. In the months that followed, Birlea Furniture took the opportunity to acquire the Willis & October 2019 | 106
Stay
Gambier brand, along with its intellectual property rights, which was officially completed in July. A few months further on, Cabinet Maker caught up with Jake and Joe Magill, joint owners and managing directors of Birlea, to see how the brand has fitted in under its umbrella. “The timing was fortunate in the terms of Birlea Furniture. The Birlea business has gone from strength to strength and the strategy has been to have an offer that sits in the medium to premium marketplace. In terms of the Willis & Gambier brand, we have always personally admired and respected the brand and the acquisition fitted perfectly into the business strategy,” they said.
“In terms of the Willis & Gambier brand, the short-term aim is to stabilise the brand from the ownership change. In the longterm, we want to get the brand back to where it should be in the marketplace. Willis & Gambier’s place in the marketplace centres around innovative classic design and innovative design classics. We know what our customers expect from Willis & Gambier and we intend to get back to be very good in delivering product in those areas.” It is a known fact that the Willis & Gambier brand has been in the UK marketplace since 1990 and evolved into the premium market leading brand in 1998, which, coincidently, was the same year of Birlea’s inception. Birlea’s new strategy is based on bringing to the marketplace premium designed,
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“David Lane joined us in May and will concentrate his time on Willis & Gambier,” Jake and Joe said, adding: “David has been with Willis & Gambier for over 10 years and will be a key person in settling Willis & Gambier within Birlea. However, we have a good successful team already within Birlea and those attributes and experiences can be shared to ensure we meet our aims for the brand.” So what is the plan moving forward? David revealed: “Initially the Willis & Gambier core ranges will be maintained and will be in stock by the Autumn with additional existing ranges brought back too. New product development is currently under way and will be showcased in the New Year. “All we can say is watch this space! Product and supply chain have always been key and we are sure it will become an even greater challenge and, in doing so, offer a greater opportunity.” It certainly is an exciting time for the business. That’s not to say it doesn’t present any challenges, with the main issue probably the most obvious across the whole industry — Brexit. The owners said: “The issue that is most challenging and has been for some
Ivory dressing table
time is the uncertainty around Brexit and the impact to currency. We will do what you would expect an importer to do and we have always operated on a low-cost overhead model to cover for some of this uncertainty, but ultimately the situation needs clarity. “Brexit uncertainty has been with us for three years and is likely to be with us for some time, therefore we have no choice but to work in the marketplace we have. As the saying goes, ‘we must meet the challenge rather than wish it were not before us’.” Some sound advice. And it appears that Birlea’s efforts to strive forward are singing in tune. “The marketplace is good. The addition of the Willis & Gambier brand into Birlea will only enhance the opportunities open to both Birlea and Willis & Gambier. Birlea is a progressive business and we can see only opportunities for all our brands,” Jake and Joe continued. “The business has been very good and we are on course with our expectations, hence our optimism and positive outlook.” To find out more about Birlea’s and Willis & Gambier’s product offering, you can catch them at the Autumn Furniture Show at Stoneleigh this month as well as at the Independent Hotel Show at the Olympia London, also in October. As David said, ‘watch this space!’
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bedroom, dining and living collections. The core values that Willis & Gambier hold dear in design, quality, service, sustainability and inspiration go hand-in-hand with Birlea’s ethos and, with David Lane appointed as trading director at Willis & Gambier, the brand has the know-how to push on to the next level.
aQO
“THE MARKETPLACE IS GOOD. THE ADDITION OF THE WILLIS & GAMBIER BRAND INTO BIRLEA WILL ONLY
ENHANCE THE OPPORTUNITIES
OPEN TO BOTH BIRLEA AND WILLIS & GAMBIER.” Ivory drawer chest
October 2019 | 107
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TO ADVERTISE A JOB PLEASE CONTACT SHARON RICKERSEY Q 01623 372213 m SHARON@CABINET-MAKER.CO.UK
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The Furniture Makers’ Company the furnishing industry’s charity
WE CAN HELP YOU
Things don’t always follow the design
Life
There may be times you need
have in mind
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We will always be there for
The Furniture Makers’ Company has been supporting the welfare of employees in the interiors and furnishing industry for more than 100 years. If you or someone you know is in need of financial support, let us help. Visit our website www.furnituremakers.org.uk/assistance or contact 020 7256 5558
This advertising space was generously donated by Cabinet Maker magazine in support of The Furniture Makers’ Company’s welfare campaign. The Worshipful Company of Furniture Makers’ Charitable Funds incorporating the Furnishing Trades Benevolent Association is a registered charity in England and Wales (no. 1015519) and a registered company (no. 02759359) in England and Wales
Welfare FX half October 2019 | page.indd 108
1
12/10/2017 15:12
CLASSIFIED
TO ADVERTISE A JOB PLEASE CONTACT SHARON RICKERSEY Q 01623 372213 m SHARON@CABINET-MAKER.CO.UK
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Sales Representative - South Michael Tyler and Hjort Knudsen are both well-established furniture manufacturers, equally possessing over 40 years’ experience in designing and manufacturing high quality contemporary upholstery for the UK and European markets. Due to continued growth and recent expansion we now have an exciting opportunity for the right person to develop and increase our sales across the South of England.
Reporting directly to the Sales Manager, and residing in the South of England, the successful candidate will be responsible for developing business prospects between both existing and new account sites, within the independent retail sector for the Michael Tyler and Hjort Knudsen brands. With an emphasis on continued support to our retailers, regular contact, implementing in-store training, range planning and optimising sales are crucial within this role. We are looking for a well-organised, ambitious, self-motivated individual with a personable approach that will enable them to work as a key member within our small, dedicated and pro-active team. Previous experience in the furniture industry would be preferred and the ideal candidate will have a proven track record in sales.
If you feel you have the attributes, combined with the desire and commitment to succeed in this exciting new role, please apply with your CV and a covering letter highlighting what you can bring to this role to debby.dawson@michael-tyler.co.uk
This is a full-time, permanent position. We offer salary commensurate with experience to be discussed at interview. Benefits include a company vehicle, mobile phone and pension. Michael Tyler Furniture (UK) Ltd Woodlands Way, The Ridge Hastings, East Sussex TN34 2RY Email: debby.dawson@michael-tyler.co.uk Closing date for applications is Friday 25 October 2019
Barker & Finch and Easy Rest Beds are the well established brand names of our Independent Company – Easy Rest Beds Ltd – which is based in West Yorkshire. We have been Members of the National Bed Federation for twenty years. Having been manufacturers of quality beds and mattresses, since 1998, we are now looking to expand our Sales Force. This post requires experienced candidates with a positive and confident approach for the development of new accounts. In addition to an ability to app recognise opportunity the initiative and enthusiasm to create contacts and turn them into new business in the following areas:
Easy Rest Beds Ltd, Parkside Mill, Parkside Road West Bowling, Bradford, BD5 8DY Tel 01274 733743
October 2019 | 109
A L P H A A D S |C O N N E C T I N G BUYERS A N D S E L L E R S BIID
A
London, EC2A 4PE www.biid.org.uk
/_bodyease
0800 0469901 www.bodyease.co.uk
SMART M AT I C
A By Andre
0207 6280255
/bodyease1
The Next Generation of Smart MotionTech Beds
www.abyandre.com
ACID
Malvern, WR14 1GP www.acid.uk.com
iTEK
0845 6443617
ADVANSA
Hamm (Germany), 59071 www.advansa.com
+49 23888402207
AHF
Boss Design Group
Dudley, DY2 8SZ www.bossdesign.com RIO
Peterborough, PE3 7PR www.ahf.co.uk
01733 336200
01225 754411
HALL 5 Stands D48-D49 & E50
Alpha Designs Upholstery Bilston, WV14 7HZ
C O L L E C T I O N
BRC
Colchester, CO2 9JU www.alstons.co.uk
01206 733300
AMA Research
01242 235724
Aquaclean Fabrics www.aquaclean.com
07779 597040
Arc Lighting & Design
Swindon, SN1 3BH www.arc-lighting.co.uk
01793 612660
Archers Sleepcentre
Glasgow, G52 4BN www.archerssleepcentre.co.uk
0141 892 0308
Ashley Manor
Dudley, DY2 0RL www.ashleymanor.co.uk
01384 486800
Association of Independent Stores Solihull, B90 4LF www.aistores.co.uk
Bodyease-FP-Jan-11-2019.indd 1
Ilkeston, DE7 5EP www.breasley.co.uk
0905 873 8509
10/12/2018 22:38:42
+90 (212) 549 20 60
B
Connah’s Quay, CH5 4DP www.brownsfurniture.co
Bunnings
Melbourne (Australia) www.bunnings.com.au
020 7823 3612
01609 776 667
Bazaar
Dewsbury, WF13 3RD www.thefurniturebazaar.com
(03) 8831 9777
C Calia Trade SPA
Matera (Italy) www.caliaitalia.com
Carpenter Ltd
01457 861141
Carpetright
Purfleet, RM19 1TT www.carpetright.co.uk Leicester, LE3 1TH www.cimchome.com
Barkers Home
Northallerton, DL7 8UB www.barkershome.co.uk
01244 812628
0330 333 3444
Ceramic Import and Manufacturing Company
Baker Furniture
London, SW10 0XE www.bakerfurniture.com
01629 823680
Browns
Glossop, SK13 6LE carpenter.com/uk/en
Aydin Tekstil Ticaret
0333 7721242
Belfield Furnishings
01159 071700
Bensons for Beds
0333 222 6800
Betta Living
Midsomer Norton, BA3 4BS www.charltonsfurniture.co.uk Rochdale, OL16 4NG www.clelandmciver.co.uk
01706 374431
Colefax
London, W1K 3QD www.colefax.com
020 8874 6484
Cookes Furniture
Birmingham, B23 5PN www.cookesfurniture.co.uk
0121 2505050
D
01332 321 827
Decorative Panels
Banbury, OX15 4FF www.londonfabricshow.co.uk 01295 724202
020 3058 2751
Cleland McIver
Daniel Stores
BFM Fabric Show - London
0116 287 5288
Charltons Furniture
0800 083 1127
BFM
Long Eaton, NG10 4QD www.bfm.org.uk
Halton Hills, ON L7G 4R9 www.brc.group
Breasley
Cheltenham, GL50 1TY www.amaresearch.co.uk
Oldham, OL9 7TH www.bettaliving.co.uk
+90 352 322 05 88 www.boyteks.com OSB. 8. Cad. No: 60, 38070, Kayseri, Turkey
01902 492937
Alstons Upholstery
Mansfield, NG18 1HA www.bensonsforbeds.co.uk
ANNABELLE
With customizable features you can create the perfect essence of modern living, with options for feet, grab rails, contols and even slatted massage systems.
Staverton, BA14 8RQ www.airsprungbeds.co.uk
Ilkeston, DE7 5EP www.thebelfieldgroup.com
01384 455570
C O M P L I M E N T S
Airsprung
Istanbul (Turkey) www.aydintekstil.com
SAVANNAH
0800 0469901 www.bodyease.co.uk
Windsor, SL4 1DP www.danielstores.co.uk Elland, HX5 9HF www.decorativepanels.co.uk
01753 801000
01484 658341
Decorex International London www.decorex.com
020 7921 8275
E
S
EVERY DAY
TO ADVERTISE ON THESE PAGES AND ONLINE CALL 01623 372213 OR GO TO: WWW.CABINET-MAKER.CO.UK
London, EC2N 2HE www.designguildmark.org.uk
020 7562 8520
G
Housing Units
Failsworth, M35 9BA www.housingunits.co.uk
DFS
Doncaster, DN6 7NA www.dfs.co.uk
01302 573 200
Dunlopillo
Wellington, TA21 8NN www.dunlopillo.co.uk Dreams
0800 652 5090
Dura Beds
Batley, WF17 6PB www.durabeds.co.uk
01924 422 537
Duvalay
Gomersal, BD19 4HX www.duvalay.co.uk
01274 877200
Dwell
London, SE1 0SW www.dwell.co.uk
0345 675 9090
E
Dewsbury, WF13 1EN www.hyderbedsltd.com
Hypnos
Princes Risborough, HP27 9RS www.hypnosbeds.com
Gillies
01382 477281
Glasswells
01844 348200
I
01284 752804
Global Furniture Alliance Chepstow, NP16 6UN www.gfa.uk.com
Elgin, IV30 8QN www.grampianfurnishers.com
www.enkev.com 01697 33 62 00
01291 645080
Princes Risborough, HP27 9PX www.ercol.com
Habitat
03451 203 603
FIRA International 01438 777 700
Forte Furniture
Warsaw ww2.forte.com.pl
+48 29 64 42 222
Furmanac
Kingswinford, DY6 7FF www.furmanac.com
01384 408844
Furnico
London, E12 6SJ www.furnico.co.uk
020 3348 9829
0800 035 0070
Furniture Link
Telford, TF1 7AD www.furniturelinkuk.co.uk 01952 604960 Furniture Makers
London, EC2N 2HE www.furnituremakers.org.uk
Ilminster, TA19 9DN www.iconography.co.uk
Ikea International
www.ikea.com/gb/en
Indus Valley Furniture Ltd Nottingham, NG2 4BN www.indusvalley.co.uk
ISM Networks Furniture Leigh, WN7 2RR www.ism.furniture
London, W1T 7PJ www.habitat.co.uk/furniture
0344 499 4686
Hammonds www.hammonds-uk.com
0800 021 4363
Harrison Spinks Leeds, LS11 5SB www.harrisonspinks.co.uk
0113 205 5200
0300 030 9915
J January Furniture Show
Harry Corry
Belfast, BT17 9GX www.harrycorry.com
Iconography
London, SW6 3JW januaryfurnitureshow.com
020 7384 8211
Jarrold & Son 028 9060 6801
Norwich, NR2 1JF www.jarrold.co.uk
01603 660661
Harvey Norman
www.harveynorman.com
Harveys
www.harveysfurniture.co.uk
0344 372 1000
Headlam
Furniture Choice
Mirfield, WF14 9DQ www.furniturechoice.co.uk
Call 01565 650101 Today
0800 808 5766
F Stevenage, SG1 2EW www.fira.co.uk
Britain’s Leading Experts in Retail Sales Promotion
H
Findel Education Ltd
Accrington, BB5 4EE www.findel-education.co.uk
GREENWOOD RETAIL LTD
01844 271800
Eve Sleep
London, N5 1XL www.evesleep.co.uk
01343 813271
www.greenwoodretail.com
ercol
Birmingham, B46 1LW www.headlam.com
01675 433000
JJOplc
Health Beds
Rotherham, S66 9HU www.healthbeds.co.uk
01709 559977
Heico
Hockley, SS5 4AD www.heico-fasteners.co.uk
02380 517067
Furniture Village
0800 804 8879
Furniture World
01209 210080
Rotherham, S66 9HU www.heimtextil.messefrankfurt.com
01268 745421
069 7575-0
Heritage Furniture
Blackburn, BB1 1TJ www.heritagefurnitureuk.com
01254 660777
Hazel Grove, SK7 5BW www.jysk.co.uk
03300 883818
K Dublin www.kaymed.co.uk
+353 45 484 300
KBSA 0845 226 9776
Highgrove
Liversedge, WF15 6QA www.highgrovebeds.co.uk
01706 877877
Kaymed
Herman Miller
Melksham, SN12 6GN www.hermanmiller.com
Bacup, OL13 0EA www.jjoplc.com
JYSK
Heimtextil 020 72565558
Furniture to Go
Newquay, TR7 2HS www.furnitureworld.co.uk
Schlangen, Germany www.mygermania.com +447950 379823
Bury St Edmunds, IP33 3TU www.glasswells.co.uk
01908 968228
Hyder Beds
Grampian Furnishers Quality products from Natural Fibres
Slough, SL1 4DX www.furniturevillage.co.uk
Milton Keynes, MK12 6HS www.hydeline.co.uk
01795 439159
Dundee, DD5 2AJ www.gillies.co.uk
01924 486902
Hydeline Furniture
GERMANIA
Mansfield, NG18 1HA www.dreams.co.uk
Portsmouth, PO3 5QD www.furniture-to-go.co.uk
www.hslchairs.com www.gallerydirect.co.uk
01823 668200
0161 681 5678
HSL
Mansfield, NG19 8R www.kbsa.org.uk
01623 818808
Kelston House 01924 406600
Foxrock www.kelstonhouse.com
353 404 80068
»
October 2019 | 111
AND FINALLY
Design Guild Mark
A L P H A A D S |CONNECTING BUYERS AND SELLERS K Kettle Interiors
Corby, NN17 4JN www.kettleinteriorsagencies.com
01536 444960
Kobe UK
Crowthorne, RG45 6LS www.en.kobe.eu
Award winning mattress protection mattressgard.co.uk | 01244 888 658
01344 771653
L
Rossendale, Lancashire BB4 9PX 07891 506241 / 07929 905392 / +(44)1282 479922 www.mattresstek.co.uk
Lanzet
Blackburn, BB1 2BX www.lanzet.co.uk
01254 265883
Laura Ashley
Newtown, SY16 1DZ www.lauraashley.com
03332 008 009
Metro Wardrobes and Kitchens
London, HA9 0LB www.metrowardrobes.co.uk 0203 4883347
Millbrook Beds 023 8086 6111 www.millbrook-beds.co.uk
Lebus Upholstery
Scunthorpe, DN16 3RN www.lebus.co.uk
01724 281381
Greengates, BD10 9TQ www.lectra.com/en
MPT Group
Bacup, OL13 9RW www.mptgroup.com
Leekes
Bilston, WV14 8LB www.leekes.co.uk
0333 222 4120
Telford, TF3 3BQ www.thelia.org.uk
01480 442244
N
London Design Fair
020 7739 5561
N Brown Group
01332 321827
Nathan Furniture Group
London Fabric Show
Long Eaton, NG10 4QD www.londonfabricshow.uk
01706 878 558
Myers
Huntingdon, PE29 7EF www.myersbeds.co.uk
LIA
London, E1 6QR www.londondesignfair.co.uk
An independent buying group for the independent retailer
www.minervafurnituregroup.co.uk
Lectra
Manchester, M60 6ES www.nbrown.co.uk
0161 236 8256
Wensley, DL8 4HS www.nathanfurniture.co.uk
Long Eaton Guild Skipton, BD23 1NL
Luxury Furniture Manufacturers www.longeatonguild.co.uk
www.bedfed.org.uk 01756 799 950
Natuzzi
Italy www.natuzzi.co.uk
07974 209761 www.lynchsales.co.uk
Guildford, GU1 3DU www.natuzzi.co.uk
M
Stretford, M17 1RW www.nevillejohnson.co.uk
London, WC2H 0JG www.made.com www.maisonsdumonde.com
Bury, BL9 8RN www.nolte-mobel.co.uk 0808 234 21 72
Wallsend, NE28 9NZ www.mammothcomfort.com
www.oakfurnitureland.co.uk 0116 4422363
Mathias Wiemann GmbH & Co KG 49 5401 852-0
0161 767 8244
O Oak Furniture Land
Mason and Pearl
Germany www.wiemann-online.com/en
0161 873 8333
Nolte Mรถebel
Mammoth
Dudley, DY2 8NT www.masonandpearl.co.uk
01483 306 280
Neville Johnson
Made.com
Maisons du Monde
0039 080 8820488
NCF Furnishings
0800 440 2254
Oldrids and Downtown Scunthorpe, DN15 6SU www.oldrids.co.uk
Oliver & Sons
www.oliverandsonsuk.com
01724 281888 0800 083 0683
E
S
EVERY DAY
TO ADVERTISE ON THESE PAGES AND ONLINE CALL 01623 372213 OR GO TO: WWW.CABINET-MAKER.CO.UK
www.oliverbonas.com
The Furniture Ombudsman (TFO) Stevenage, SG1 2AD thefurnitureombudsman.org
020 8974 3332
P
The Good Sleep Company
Banff, Aberdeenshire www.goodsleepcompany.co.uk 01261 819984
01274 882633 www.sherborneupholstery.co.uk
Paragon Interiors
Nottingham, NG8 6PX www.paragonplc.com
Shire Beds
0115 951 9512
Park Lane Bedding
Birmingham, B8 1AG www.parklanebeds.co.uk
01924 439898 www.shirebeds.co.uk
01623 441886
Pickworth Furnishings
Loughborough, LE11 3HB www.pickworthfurnishing.co.uk
The Great Chair Company
Cheltenham, GL52 6NZ www.thegreatchaircompany.com
The Lounge Co
0121 389 4262
Perfect Home
Huthwaite, NG17 2HW www.perfecthome.co.uk
www.theloungeco.com Bolton, BL3 2NZ www.timelesschesterfields.com Thirsk, YO7 4LX www.treske.co.uk
01509 235236
01945 461361
020 8731 0020
Simmons Bedding Group www.simmons.com Denmark www.skovby.com
RJ Binnie
Slumberdream 0116 284 9063
017738 38800
Relyon
Wellington, TA21 8NN www.relyon.co.uk
01823 668200
+32 87 59 59 59
01249 821 748
01254 665228
0800 14 13 786
Cwmtillery, Abertillery, NP13 1LZ www.sassyhome.co.uk 0115 943 8980
SATRA
Co. Louth, Ireland www.sofahouse.ie
01480 442244
Vi Spring 01204 368413
0808 159 9679
0208 8384838
Stockport, SK3 0XT www.vidaliving.com
0161 495 7990
Orpington, BR6 0PH www.tapi.co.uk Louth, BT35 8PX www.tcsimports.com
vitatalalay.com
Vitsoe 01244 888658
London, W1U 3ED www.vitsoe.com
W Walker Greenbank
Denham, UB9 4DX www.walkergreenbank.com 01689 886888
0203 457 5862
Wayfair
www.wayfair.co.uk
00353 42 935 1351
Tempur Sealy
Lexington (USA) www.tempursealy.com
800.805.3635
01772 792936
The Cotswold Company 0800 789 789
01562 749610
01278 557755
T
Preston, PR1 5PQ www.tetrad.co.uk
www.sharps.co.uk
Kidderminster, DY10 1JR www.victoriaplc.com
+353 42 935 1950
Tetrad
Sharps
01752 366311
VIDA Living 0345 400 2222
Burnley, BB10 1SH www.sweetdreamsuk.com 01282 830033
TCS Imports
0115 943 8980
Plymouth, PL5 2TT www.vispring.com/en-uk
Victoria Plc
Sweet Dreams
01536 410000
SCS
V
Sopha
Tapi Carpets
Savoir
Nottingham, NG2 3GZ www.scs.co.uk
0121 773 6669
Mansfield Woodhouse, NG19 9AL www.unitedcarpetsandbeds.com 01623 428481
Sofahouse Importers Ltd
Waverton, CH3 7PD www.staingard.co.uk
Sassy Home
London, NW10 6UD www.savoirbeds.com
www.sofa.com/gb
U United Carpets
Staingard
Sareer
Kettering, NN16 8SD www.satra.com/furniture
Godalming, GU7 1EY www.sofaworkshop.com
Highbridge, TA9 3AE www.sopha.co.uk
S Dewsbury, WF12 9AH www.sareerfurniture.co.uk
Bolton, BL3 2NZ www.sofasbysaxon.com
Sofa.com
Royams Upholstery Lancashire, BB1 5JJ www.royams.net
45 87 54 55 00
Sofa Workshop
Rowico
Calne, SN11 9BN www.rowico.co.uk
Huntingdon, PE29 7EF www.slumberland.co.uk
07711 743531
0177 0512 7700
Sofa by Saxon
ROM Sofas
Belgium www.romsofas.co.uk
Birmingham, B11 2NR www.slumberdream.co.uk
Peter Rex
pjrex@hotmail.co.uk
Slumberland
Recticel
Somercotes, DE55 4RD www.recticel.com
Bishop Wilton, York
0333 123 0892
Skovby Mobelfabrik A/S
Radium Foam (see Vita Talalay)
01845 522770
Turnaround
Silentnight
Barnoldswick, BB18 6BJ www.silentnight.co.uk
R Leicester, LE8 6LH www.rjbinnie.co.uk
01204 368413
Treske
Protect-A-Bed
London, NW2 1LJ www.protectabed.co.uk
01225 792429
Timeless Chesterfields
Pike Textiles
Wisbech, PE13 2RS www.pike-textiles.com
0333 241 3209
Norwich, NR1 3PA www.cotswoldco.com
0333 200 1725
01352 746269 www.westbridgefurniture.com
Wood Strutts 24”, 30”, 32”, 36” or any size made to measure www.worldcomponents.co.uk October 2019 | 113
AND FINALLY
Oliver Bonas
AND FINALLY
LAST WORD STEPHEN SIDKIN, HEAD OF COMMERCE AND TECHNOLOGY AT FOX WILLIAMS LLP Agency and distribution – the opportunities presented by Brexit
Why then the possibility of Brexit opportunities?
Could there be opportunities for suppliers and principals and distributors and agents alike as a result of the UK leaving the EU, as is expected, on 31st October, 2019, without a withdrawal agreement being in place?
Many distributorship and agency agreements will contain force majeure clauses. The literal meaning of force majeure is an unforeseen circumstance that prevents the fulfilment of a contract.
The question may seem counterintuitive. But where a supplier or principal is looking to exit a distributor or agent, Brexit could well turn out to provide an opportunity to do so. However, the same may also be the case for the distributor or agent that is acting for the supplier or principal!
So far, so good. But:
Why is this important? Distributorship and agency agreements exist (as do all contracts) to regulate the relationship between two parties in respect of a particular issue. But unlike other commercial contracts, the law of many countries provides specific protection for distributors in the event of termination of the distributorship agreement. The same is true — but for even more countries — in respect of agency agreements. As a result, if the supplier gave notice to the distributor in accordance with the terms of the distributorship agreement, the supplier may be presented with a claim for compensation by the distributor for the loss of the distributorship agreement. Where the same notice is given by a principal to terminate an agency agreement, a claim for compensation can be compounded by a claim for the other statutory rights that the agent may enjoy. For example, under EU law an agent may on termination of the agency agreement be entitled to claim:
• experience shows that many force majeure clauses are poorly drafted in terms of when they operate and what are the consequences of the occurrence of an event of force majeure. • Can it really be said that the occurrence of a hard Brexit and its consequences is an unforeseen event? It has also been recently argued by the European Medicines Agency that the consequences of the UK leaving the EU meant that a lease of its offices had been frustrated — resulting in the EMA not being liable for its continuing lease obligations. However, this argument was rejected by the English High Court. The upshot of this is that as the distributorship or agency agreement cannot as a matter of English law be ended as a result of Brexit occurring, then it must be the case that both parties are required to continue to perform it. As a result, it will not be possible for the distributor or agent to claim that it has been unable to do this or that as a result of Brexit. Non-performance is likely to provide an opportunity for the termination of the agreement.
• damages for failure to give proper notice; and • commission earned but unpaid at the time of termination; and • commission that would have been earned had the agency agreement continued by reference to the orders which reached the principal after termination as a result of the efforts made by the agent before termination; and
Following on from this, the supplier or principal should consider the provisions in its agreement that deal with the distributor or agent’s performance obligations. Non-performance of a particular obligation may provide the opportunity to claim that the distributor or agent has committed a breach, so allowing the agreement to be terminated for cause — and putting the supplier or principal in the position where they can avoid a claim for compensation!
Be careful what you wish for Given that such an agreement cannot be ended on the basis that Brexit has resulted in the agreement being frustrated or that Brexit amounts to an event of force majeure, it is the case that the distributor or agent can look to supplier or principal to continue to perform their contractual obligations. It will not be enough for supplier or principal to claim Brexit this or Brexit that. Non-performance of the agreement by them may enable the distributor or agent to claim breach and immediate termination of their agreement. In this event, they are likely to claim damages for the supplier’s or principal’s failure to give proper notice and, if the law permits, also claim for compensation. And finally It is possible that the distributorship or agency agreement will be governed by law other than English law. Indeed, in the case of agreements where one party is in the EU and there is no express reference to the law of a particular company, EU law will determine which country’s law (that of supplier or principal or distributor or agent) will apply. This is important as the laws of many member states of the EU may take a different view as to the effect of Brexit — so resulting in termination of the distributorship or agency agreement or a claim for damages by distributor or agent in any event.
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• commission on orders that have been accepted but not fulfilled by the principal where the reason for non-fulfillment is a reason for which the principal is responsible.
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