DANISH DESIGN
DANISH PRODUCED
HALL 2 STAND E:20
DESIGNED AND MANUFACTURED IN DENMARK
WWW.SKOVBY.COM
review it, share it, poll it!!! w
www.cabinet-maker.co.uk
T
@cabinetmakermag
Q
/cabinetmakermag
S
Cabinet Maker Daily Furnishing News
DECEMBER DISCOUNTS TRIGGER PRICES SLIDE HELEN DICKINSON OBE, CEO OF THE BRC
“After several months of shop prices teetering on the edge of inflation, December saw them retreat deeper into deflationary territory. Prices in December fell at the fastest rate since March this year when only last month we saw the shallowest rate of deflation for four years. This is good news for shoppers. Retailers offered lower prices at the beginning of December than last year on many of their non-food ranges, providing welcome options for Christmas shoppers on a stretched budget. These discounts allowed consumers some much needed breathing room during the festive period at a time when the cost of their food shop is on the rise.”
MIKE WATKINS, HEAD OF RETAILER AND BUSINESS INSIGHT, NIELSEN
“The SPI inflation rate is below other inflationary measures, showing there is little inflationary pressure coming from retailers. With consumer confidence wavering and unpredictable levels of demand, many non-food retailers have been keeping prices low to stimulate spending, which will undoubtedly have come at a cost to margins.”
HOW HAS CHRISTMAS TRADING BEEN FOR YOUR BUSINESS?
32 | 12th January 2018
16%
36%
48%
Sales are up
In line on last year
Sales are down
s
TOP STORIES
1
F U R N I T U R E B U S I N E S S I M PA C T E D BY BRE X I T S AVED FR OM ADMINI S T R AT IO N
2
HOME FURNISHING RE TAILER REBRANDS WITH NEW LOGO
11k 3
B R I T I S H B E D B R AN D E X PAN D S RE TAIL SHOWROOM PRE SENCE
O NLINE USERS
THIS WEEK’S TWEETS! HAS CHRISTMAS TRADING IMPROVED ON LAST YEAR? YES NO
60% 40% Barnsley Furniture @BarnsleyWksp
Happy 2018! If you’re looking to start the new year by supporting a cause, please consider our fundraising appeal which seeks to raise £500,000 to fund a building project. Learn more here http://ow.ly/ IbNj30hzIzB
JanuaryFurnitureShow @JanuaryFurnShow
We’ve got that #FridayFeeling! Have you got your free ticket for #JFS2018 yet? http:// bit.ly/2nL1IdI The clock is ticking and team JFS can’t wait for you to see the major launches we have in store...
Grey an d pink b edroom www.is , Is To tome.co Me .uk
Chaise, Loaf Dixie Love Seat www.loaf.com
If you would like to share your opinion, take part in our polls, or give us your review please visit:
w www.cabinet-maker.co.uk T @cabinetmakermag S Cabinet Maker Daily Furniture News Q /cabinetmakermag
The Sleep Council @TheSleepCouncil
We’ve definitely got the #FridayFeeling this week... It’s been a shock to the system after coming back from the Christmas and New Year festivities! 12th January 2018 | 33
JANUARY FURNITURE SHOW
JANUARY FURNITURE SHOW:THE UNUSUAL With just over a
week until doors at Birmingham’s NEC
open for the January Furniture Show
2018, manufacturers and designers will be putting the
finishing touches
on displays for the
show while retailers
will be rubbing their hands together in
anticipation of some
delectable discoveries for their showrooms
o v e r t h e c o m i n g y e a r.
Meanwhile, Cabinet Maker has been delving deeper into just what visitors can look forward to at the third consecutive four-day JFS when it descends on Birmingham on the 21st January. Boasting over 90 products in chair ranges and over 150 in upholstery products from 100 different exhibitors, JFS has the widest choice of suppliers, according to organisers. The end result being, of course, that visitors will not be short of variety, in either products or styles. With eight halls chock full of contemporary and classic designs, the show will be bursting at the proverbial seams (disclaimer: actual seams will not be bursting), loaded with beds, mattresses, flooring, upholstery, cabinets, wardrobes, sofas, chairs, accessories and lighting, and more to boot. A new exhibitor from the mattress sector, Simba Sleep, will be making its JFS debut this year, with 16 years of industry experience. The brand will be looking to build upon their current success having sold over 1m mattresses since the dawn of the company in 2002. In the ever-growing jungle of stands, you can locate them in the Living & Beds Hall at stand 5-E65.
RE TAIL|JFS PRE VIEW GOOD COMPANY La-Z-Boy
Hall 5, Stand E30
La-Z-Boy UK’s Canterbury is one of five new models revitalising its Comfort Studio Collection, to be unveiled at the January Furniture Show.
Available in static, latch recline or power and offering a three-seater, two-seater and chair, Canterbury power models will also be available as priority stock with three to four-week delivery (in Altara suede-effect fabric – pictured).
Westbridge
w www.la-z-boy.co.uk Vogue Beds For those retailers in attendance searching
Founded 27 years ago, Hong Kong-based leather upholstery manufacturer Violino will be exhibiting. Violino (or Joy Glory) uses a combination of imported Italian and Brazilian leather with over 200 colour options for the manufacture of its sofas, recliners, memoryfoam mattresses, chairs and sofa-beds. An unmissable stand for the leather-inclined retailers, this supplier can be found in the Living & Beds Hall at stand 5-B40. Spink & Edgar will also be exhibiting at the show for the first time, bringing with them an esteemed legacy of bed manufacturing alongside the launch of an upholstery range. Manufactured by Tetrad, the much sought after eco-friendly upholstery designs feature a multi-layered spring system, marrying contemporary design with classic styles, adding to the appeal in the intricately detailed designs. To visit Tetrad and find furniture built to last, head to Hall 1 and stand 1-F90. Launched in Turkey almost 30 years ago and exporting internationally since 2010,
Assuva Balikesir are a prolific company in the field of sofas and will be exhibiting with their range of premium-quality sofas, sofabeds and corner sofas at affordable prices in the Living Dining Hall at stand 4-D49. 36 | 12th January 2018
for something extra lavish and luxurious at the show, perhaps for hotels or restaurants, glass furnishings manufacturer Baranska Design will be exhibiting in the Interior Accessories Hall on stand 3-B24. The Polish company with nearly 25 years of experience working with glass has become one of the most knowledgeable brands on glass installations. Their varied array of glass furniture and furnishings are amongst the most developing architecture trends and, while based in Poland, they are known around the world for their designs, particularly in Europe, Japan, the USA and Dubai.
Skovby
Hall 2, Stand E20
Danish family business, Skovby will bring a comprehensive range of modern dining room and living room furniture - designed and produced in Denmark - to the NEC. The Skovby collection of innovative and functional tables, chairs, sideboards, display cabinets and occasional pieces is well-known throughout the world for its unique designs, high quality and Danish craftsmanship. The extensive and adaptive range is available in a variety of finishes.
w www.skovby.org.uk
FOR FULL STORIE S AND DAILY NE W S UPDATE S: WWW.C ABINE T-MAKER .C O.UK
As a furniture show would be incomplete without a specialist in furnishings and stain free technology, Belgium-based FibreGuard also makes its JFS debut, on the Fabrics and Soft Furnishings Pavilion in Hall 2 at stand 2-E60. Cunningly situated next to the café, FibreGuard are a welcome reminder that fabrics may need rescuing from stains from time to time. (Hands up those of us who’ve fallen asleep on a sofa while holding a glass of wine. Referring to a friend, obviously.) With their attractive and easyto-clean, long-lasting fabrics, FibreGuard are manufacturers of low-maintenance and good quality textiles for the times that gravity gets the better of us. Event director Theresa Raymond said on the new signings: “It is great to see that the show is attracting new exhibitors with excellent products - who will also be
aQO
Heritage
Hall 4, Stand D20
Heritage Furniture unifies beauty and functionality, quality and value, we make it our business to design and craft furniture that constantly evolves. Our pieces are made to last and to impress at first glance.
Displaying four new exclusive ranges, all of which are in stock ready for retailers for immediate delivery.
w www.heritagefurnitureuk.com JFS welcomes a host of new exhibitors
familiar names to our visitors. We have new exhibitors in every hall joining the already superb line-up, and we know it is going to be a fantastic show for buyers.”
Sweet Dreams Hall 5, Stand H10
Sweet Dreams’ British-made collection of sofas features a number of new models, including Lennon. Lennon comes in a three-seater and two-seater sofa, chair and stool, in around 50 fabrics. The seat cushions use DuratechTM carded fibre for luxurious, longlasting support.
w www.sweetdreamsuk.com
12th January 2018 | 37
RE TAIL|JFS PRE VIEW GOOD COMPANY
IN ADDITION TO SOME NEW NAMES, THE JANUARY FURNITURE SHOW 2018 IS ALSO TO INTRODUCE A NEW FEATURE, WHICH LOOKS SET TO PAVE THE WAY FOR CONTACTLESS EVENT TECHNOLOGY. Wiemann
Hall 4, Stand C50
Make a strong design statement with award-winning German bedroom manufacturer Wiemann’s Boston collection and its unique dual-depth cupboards and bi-fold doors. The contemporary VIP range, set to be on display at the January Furniture Show, also offers a wide choice of functional and attractive lighting options as well as a comprehensive selection of bedroom pieces. Boston comes in combinations of white, champagne and havana in glass and matt finishes.
w www.wiemannuk.co.uk
Vogue
Hall 5, Stand C45
The Helix Model features an Intelligent Pocket Spring which is receptive to individual body weights and quickly adapts and adjust accordingly providing an equal sleeping surface for two people creating a softer feel on the outer edges and a support zone in the middle for that optimum sleep experience. The Helix Pocket spring provides a special combination of responsiveness, comfort and support, making the springs highly receptive to individual body weights and shapes..
w www.voguebeds.co.uk In addition to some new names, the January Furniture Show 2018 is also to introduce a new feature, which looks set to pave the way for contactless event technology. JFS will be the largest event by UK organisers to use this feature – known as Poken. Poken provides quick and easy information and lead generation. On arrival, visitors receive a Smart Badge which allows them to collect exhibitor information. There will be Touchpoints on all exhibitor stands, which contain exhibitor information such as contact details and brochures. To collect this information, visitors tap their Smart Badge on the Touchpoint. Even if a stand is busy, Poken ensures that visitors and exhibitors don’t miss a crucial contact. The British Furniture Manufacturers (BFM) will also unveil a new association initiative at this year’s show. The furniture industry trade association will announce details of its new enhanced membership scheme for 2018, as well as giving visitors to the exhibition the opportunity to see and
JFS to introduce Poken 38 | 12th January 2018
explore the services that the BFM offers to its members. Commenting on the new scheme, Jackie Bazeley, managing director of the BFM, which can be found in Hall 1 on Stand A90, said: “We’re keeping exact details of the new initiative under wraps for now and looking forward to attending the flagship event for British-made furniture. It presents us with a great industry networking opportunity with key industry figures and enables us to meet up with current and potential members to discuss the benefits of being part of the BFM.” The Cabinet Maker team is very proud to support our industry show, and we will once again have a stand this year. Please feel free to come over and speak to a member of the editorial team about your latest news and developments, or find out how we can help you promote your business to the right people. You’ll be able to find us in Hall 2, on Stand A10.
w www.januaryfurnitureshow.com
JFS 2018 logo_venue/dates whiteout
If you’re in the business of furniture, we’ll see you in January. Register now at januaryfurnitureshow.com
RE TAIL|AIS PRE VIEW GOOD COMPANY
INDEPENDENT A second preview ahead of the AIS
Fu r n i t u re S h ow, w h i c h takes place from 1 9 - 2 2 J a n u a r y.
January doesn’t just bring with it a case of winter blues from the close of the party season and Cliff Richard calendars that might make it as far as the circular file. At least, not for those of us in the furniture industry. Furniture buyers and those alike will be sweeping through the doors of Cranmore Park in just a few days to enjoy the AIS Furniture Show from 19-22 January. With AIS consistently regarded as the best Furniture Buying group in the country, the Furniture Show is a highly anticipated show for independent furniture retailers. Whilst the first two days of the show are reserved for members only, the show opens to the rest of the industry for the remaining two days. And if that wasn’t enough for you, the show overlaps with the NEC’s January Furniture Show just eight miles away in order to give those in the industry another rather large portion of retail and design delights to make the most of a journey to Birmingham.
AIS to feature exclusive ranges 40 | 12th January 2018
A variety of upholstery companies showcasing luxurious chairs and sofas will be in attendance, varying from the older and more classic styles through to more contemporary and innovative designs. Big hitters in the industry will be on hand such as the esteemed Parker Knoll with AIS exclusives, who have been steadfast at the forefront of the furniture industry for nearly 150 years. With IMG Comfort, Bentincks Ltd, and Primavera, the very best of new designs in the upholstery industry will be on offer to inspire visitors with the vast variety of fabrics and styles. Some exciting new additions will be exhibiting, such as Papaya Furniture from the Far East, Poland’s Sofa Via and Willy Schillig from Germany, whose “Tom” and “Sherry” sofa designs have recently been nominated for the German Design Award 2018. The Cabinet Maker office is looking forward to seeing who comes out on top in that contest. Disselkamp, also based in Germany, will be showcasing a selection of their furniture that highlights the variety of design expertise, ranging from sliding doors to corner units. AIS merchandise director – home, Peter Mallinson, has been looking forward to the show: “All the suppliers exhibiting, whether they are new to the show or have exhibited previously will be launching new product. There will be some excellent new product from Habufa, Venjakob, MWA and Nathan to name but a few!” Andrena, established in 1973, will be amongst the many highly regarded manufacturers exhibiting at AIS. Combining traditional manufacturing methods with
RE TAIL|AIS PRE VIEW GOOD COMPANY collections such as New England and Cromwell Dining, Stag delivers a range of household products essential for the ‘timeless’ appeal, such as bookcases and coffee tables. Their New England Dining range, while made of oak, combines a “relaxed contemporary edge” with a high level of craftsmanship to achieve a sophisticated natural timber look.
AIS is free to attend modern technology, Andrena produce furniture that is attractive and functional. Their bespoke dining and cabinet furniture can be made to customer specification, whether it is a small addition to a regular item, or a complete overhaul and made to measure piece designed to change the entire aesthetic in a room. Even the tables come with size options, for both retailers and customers to really achieve the perfect look in the spaces used most often.
VENUE
Cranmore Park Exhibition Centre, Solihull B90 4LF N 0121 683 1428
OPENING HOURS AIS members only: 19 - 20 January 2018
The size of the hall at Cranmore Park, AIS group’s own exhibition centre, has been increased by 500 sq m to 3500 sq m over the last few years. The show is tailor-made and streamlined in order to afford exhibitors more space to reveal their products to independent retailers. The strategy behind who does receive an invitation to exhibit at the AIS Furniture Show each year is unconventional compared to the majority of furniture shows, and very much concerned with whether the company has something special to offer to members. Italian furniture design company STATUS will be strutting their collections this year, showcasing their deep knowledge of the latest in production techniques and market trends. A staple household name amongst retailers since the 1960s and the days of the Stag Minstrel collection, Stag Furniture has stood the test of time. Now manufacturing
AIS general trade: 21 January: 9.00am – 17.00pm 22 January: 8.30am – 17.00pm
With Serene’s wide range of products available they are recognised as one of the nation’s leading bed and bedroom furniture supply businesses. Collections you can find at Serene include: Recliner, Metal, Precious Metals, Occasional, Upholstered, Dining, Oak, Hevea and Faux Leather. Making manufacturing expertise and design prowess available to all is Serene Furnishings’ “mission statement”. Also exhibiting will be The Art Group, who boast a number of new collections in their accessories range, including wood prints, to excite retailers who desire a shop floor look that really brings collections to life. Peter was excited about what the show has in store for visitors in 2018. “We’re very proud of what we’ve created with our AIS exclusive ranges, both branded and also under the Stag and Ducal names, and there are a number of new initiatives in this area.” Last year’s show witnessed the launch of a brand new concept especially for AIS members, which has been further developed this year. “Working with our main accessories and lighting suppliers, the ‘5 Key Looks’ area will involve presenting current on-trend interior designs: Industrial, Hotel Boutique, Scandi, Country and Classics. The completeness of the furniture and accessory displays make it easy for retailers to replicate in store,” Peter explains.
ADMISSION
Admission to the show is FREE but reserved for independent retailers only. Onsite parking, exhibition guides, lunch and refreshments are all also complimentary to all independent buyers and exhibitors.
TRANSPORT
Cranmore Park can be located just off the M42 within a few minutes of Birmingham International Rail and air links and the NEC
For sheer variety of fabrics and accessories to feast your eyes on, there has never been a better time to get to the AIS Furniture Show. Richard Barrie fabrics will be on display for all interested in giving the industry those delicate final touches, with promises of fire retardant fabrics for curtains or upholstery if required.
‘5 key Looks’ area developed
So, now we’ve whet your whistle for a spectacular exhibition, we’ll look forward to hearing what you thought about it.
w www.thefurniture-show.co.uk
AIS Furniture Show
Exclusive Show with exciting ranges & brands for the Independent Retailer This is THE Show for all independent furniture retailers. AIS Ltd have brought together a refined choice of ranges and we’re opening the doors to non members to show the very latest in furniture and accessories. THE Show takes place at one of the UK’s premier exhibition venues - Cranmore Park with unrivalled show facilities, excellent catering and ample FREE car parking just minutes from J4 M42, only 8 miles from the NEC.
Register online now at
www.thefurniture-show.co.uk t: 0121 683 1428 e: natalie.adams@aistores.co.uk Follow us: twitter.com/FurnitureShowUK
21 & 22 January 2018 [19 & 20 January Members only]
Cranmore Park Exhibition Centre, Cranmore Avenue, Shirley, Solihull, West Midlands B90 4LF
cabinet MAker.indd 1
07/11/2017 16:26
Come and see our new Swivel Recliner Collection at the January Furniture Show 2018 21st - 24th January Hall 5 Stand E40
Plus many more exciting new products! T: 01291 645080
F: 01291 645099
E: sales@gfa.uk.com
W: www.gfa.uk.com
MANUFACTURE|CABINE T GOOD COMPANY
BANG
German bedroom m a n u f a c t u r e r,
Wiemann, is excited
to be in attendance at the Januar y Furniture S h ow, w h e re i t w i l l
provide visitors with
lots of inspiration for the year ahead.
Excitement is mounting as Wiemann prepares to unveil its much touted Cayenne collection at the 2018 January Furniture Show. The range, which creates a strong design statement as well as maximising every inch of the space in the home thanks to its dual-depth wardrobe offering, is set to create a storm at the exhibition where it will be shown in a new Wiemann finish, pebble grey, and with a new lighting concept. The award-winning German bedroom manufacturer will also be introducing a minimum of six further exciting new
Berlin
models, three finishes and a multitude of smart innovations. It will have more than 18 models on display, ranging from entry level to top quality VIP and semi-solid wood – a winning mix of bedroom furniture, ideal for the midmarket, that looks good, is well made and offers plenty of flexibility and excellent value for money. Said Simon Hewitt, md of Wiemann’s UK and Irish sole agents, Litmus Furniture: “We’re looking forward to starting our year off with a bang at the 2018 January Furniture Show. If you sell bedroom furniture and you’re in attendance of the exhibition, you should really schedule a visit onto our stand! “We’re very confident with our new product collections - they are all welcome additions
Cayenne
44 | 12th January 2018
MANUFACTURE|CABINE T GOOD COMPANY Westside
WE’RE EXCITED TO START 2018 OFF WITH A BANG AT THE JANUARY FURNITURE SHOW to our portfolio. The Wiemann team and I can’t wait to show customers what we’ve been working hard on for the past year. All our ranges will be on display in room sets with dressed products, featuring good quality bed linen and accessories to create the ‘finished look’.” Other new models being added to Wiemann’s VIP collection for 2018 are: • Cannes, a dual depth hinged robe in havana and new finish, pebble grey • Cadiz, an extra deep slider (79cm) in white with a new vertical and horizontal highlight strip design on the door fronts. There’s a new semi-solid model, Lido – super flexible bi-fold, bi-fold combi and slider robe in semi-solid wood, complemented by bronze mirror or magnolia finishes. Three new models join the core collection: • Almeria, a contemporary white over bed range, based on the best-seller Luxor • Helsinki, a shaker style robe available in dark rustic oak and polar larch • Sydney, an oak reproduction look with the choice of bronze mirror, havana or white glass doors. 46 | 12th January 2018
Boston
Visitors to the Wiemann stand will also get a chance to see a selection of popular and recent additions. From the VIP collection comes: • Boston, a versatile bi-fold combi system available in three matt and glass finishes • A revamped Shanghai range, a hinged and hinged-combi robe offering with a shining multitude of glass colours • Popular sliding door range, Westside. Set to take centre stage from the core range will be: • Kansas, an alternative to bestseller Loft, with auto opening bi-fold doors in an array of wood, glass and mirror finishes • Hollywood 4, one of Wiemann’s most popular sliding door robe options • Classic swing-door wardrobe range Valencia.
Said Kai Schwenke, export manager: “For 2018 we’re placing lots of emphasis on innovative yet practical styles and designs and are building on our current offering – if you want bedroom furniture that sells, then look no further than our comprehensive collections.” Good products are half the battle – but the team behind Wiemann know great service is just as important. “We never forget that we must make dealing with us as easy and trouble-free as possible,” said Simon Hewitt
• Berlin, a comprehensive selection of stylish bedroom furniture
As well as Wiemann’s product style and quality, retailers can enjoy the benefit of the nationwide delivery and installation service which is proving increasingly popular. “Our aim is to be the best we can be with our product offering and our service and it’s something we are constantly working at to improve – we are the first to recognise there is always room for improvement,” added Simon.
• Versatile sliding robe range Miami 2.
w www.wiemannuk.co.uk
While from the promotional product category: • Bern, a traditional style collection at an affordable price
Create the perfect bedroom display!
Kansas
Bedrooms of distinctive style, quality and value See for yourself on Stand C50, Hall 4 January Furniture Show, NEC, January 21-24
made in germany enquiries@wiemannuk.co.uk | www.wiemannuk.co.uk
CM Full page Wiemann Kansas Nov17.indd 1
05/12/2017 13:40
We look forward to seeing you at the January Furniture Show NEC 21st to 24th January Hall 5 stand number E10
Lebus Upholstery Ltd, Queensway Ind Est, Dunlop Way, Scunthorpe, Lincolnshire, DN16 3RN, United Kingdom
For more information contact:
t. 01724 407 751
e. sales@lebus.co.uk
MANUFACTURE|CABINE T GOOD COMPANY Alpha Lounge Dust Grey
MODERN Kingstown furniture is a proud, family-
owned business with more than 40 years
of supplying furniture
specialists across the UK. Best known for its high end, ready
assembled bedroom
furniture, the company has embraced the
growing demand for h i g h q u a l i t y, c l e v e r
and stylish living and dining furniture, so
moves into 2018 with a new focus on these areas of the home.
Cabinet Maker finds out more.
48 | 12th January 2018
The growing popularity of Kingstown’s downstairs furniture has seen the magic of their bedroom collections burst out of wardrobe doors and into living rooms and dining rooms across the country. The end result is series of new and innovative collections for 2018, set to be unveiled at the January Furniture Show, that combine on-trend contemporary styles with flexible functionality, creating stylish, multifunctional solutions to the living needs of a modern home. One of these new ranges is Alpha Lounge: a premium range of living and dining furniture. Beautifully crafted in a painted ash effect, every piece of furniture in this contemporary range is complemented with cleverly designed features that add real practicality to any living or dining room.
Whether it’s shelving units with contemporary soft-back lighting, entertainment units that have been specifically designed to accommodate a variety of modern media requirements without the unnecessary clutter thanks to drop down flaps, or matching dining tables with a high-tech, synchronised extending table mechanism, this range has everything families need for the perfect home. One of the key colour trends for 2017 has been grey, and it’s definitely here to stay. As a controlled colour, it fits comfortably between the stark, monochromatic effect
of black and white and is an excellent colour to balance the warmth of any wood tones; the grey cantilever faux leather chairs that sit beautifully under the Alpha Extending Table being a testament to this.
FOR FULL STORIE S AND DAILY NE W S UPDATE S: WWW.C ABINE T-MAKER .C O.UK The Alpha Lounge collection with its beautifully crafted five-piece doors is available in a choice of contemporary light grey colour or dust grey. The Alpha collection extends to bedroom furniture too, and also offers the perfect mix of style and functionality. The Alpha Bedroom range also offers Kingstown’s “Your Wardrobe Your Way” storage solutions. This ethos is illustrated by modular wardrobes that can be customised to suit all storage solutions, featuring optional lighting and plenty of space for additional shelf packs and an internal chest, allowing customers to customise their wardrobes interiors to suit their style and individual requirements, from robe lighting to rails. For that perfect finishing touch, polished bevelled mirrors are a key feature of this range, ideally reflecting cool, grey tones throughout the entire bedroom. The Alpha collection is just one of six ranges that makes up the Luxury Collection, a premier collection of bedroom furniture. Modern styling, beautiful details and a choice of finishes with the ability to tailor each bedroom solution come as standard across the range. The Kingstown Furniture team is proud of the new launches for 2018 as they continue to craft innovative designs that have been influenced by global trends. With superior product testing and over 340 team members making over 5000 pieces of furniture a week, the team pour their heart and soul into creating each new product, and are confident customers will continue to appreciate their dedication to great British craftsmanship. A key trend that Kingstown’s team of researchers understand is that all customers are looking for a stylish combination of quality and flexibility, which is what led to the creation of the Everyday Bedroom Collection. Covering four ranges, each one with its own unique feel, this collection offers customers the ability to create their own bedroom style. The Everyday Collection suits a range of tastes and preferences, and the natural look
finishes makes these ranges a must have for contemporary and traditional living alike. Leon is another new range for 2018, a timeless bedroom collection with a
OVER 340 TEAM MEMBERS MAKE OVER 5000 PIECES OF FURNITURE A WEEK
aQO
Alpha Lounge Light Grey
range of bedroom furniture downstairs and into the living and dining room for 2018.
Cosmos Lounge Graphite simplistic scribed route design to its doors and drawers. Featuring an on-trend, washed oak carcase, customers can choose from dust grey, light grey or cashmere textured finish fronts with bright chrome metal handles. The Leon range also features soft close doors and drawers with optional wardrobe lighting and linen look interiors. The Leon range joins the Toledo, St Ives and Aylesbury ranges in this collection. Toledo is a range of traditional furniture that comes in either warm oak or a Swiss elm finish, Aylesbury ensures classical beauty never goes out of style and is suited to any bedroom, whilst St Ives provides a real sense of character to the bedroom with its elegant range of oak and grey or oak and white furniture. Whatever your style, the Everyday Collection truly has something for everyone. By its very definition, the word ‘cosmos’ implies a complete, orderly and harmonious system. Previously confined to the bedroom, Kingstown is excited to extend their prestigious and popular Cosmos
This contemporary lounge collection is available in washed grey oak with a choice of graphite or white high gloss doors and contrasting grey textured pods. All units feature an angled frame design to enhance the appearance of your living room, whilst providing functional and formal storage solutions with soft lighting. The Cosmos bedroom furniture range is well-known for its ‘wow’ factor, and Kingstown has built on this throughout the extended range by adding a glamorous feel to the cosmos living range with features such as tinted glass shelves, mirrored glass fronts and optional lighting on select pieces. The Cosmos dining table has also been developed with high impact in mind. This fixed top dining table boasts a brushed metal underframe with a contrasting washed grey oak top. This beautiful piece is complemented by matching contemporary bench seating with a grey or taupe faux leather pad, so customers (and their guests!) always feel right at home. All of Kingstown’s new ranges will be officially unveiled at the January Furniture show at the NEC and the team are thrilled to be showcasing such a breadth of products
at this key event. You’ll be able to browse the newest Kingstown collections by visiting their stand at the NEC, Hall 5, Stand 20.
w www.kingstownfurniture.co.uk 12th January 2018 | 49
MANUFACTURE|BEDS & MAT TRESSESS GOOD COMPANY
TURNING UP THE Nick Williams, sales manager at Sweet Dreams, looks into why the luxury bed market is growing. Luxury used to be the preser ve of high-end bed manufacturers.
Maybe your more mid market manufacturer had a couple of
models that fitted the bill, but in the main
they ’d offer ever yday divan models, with luxur y not really
featuring in the range,
despite its advantages in terms of greater
margins and higher
perceived value. Over the last few years,
things have changed.
Clarence 50 | 12th January 2018
Here at Sweet Dreams, one of the UK’s largest bed manufacturers, we’ve always found space in our extensive range for one or two upmarket collections and pocket spring models have featured since the 1990s. However, over the last few years this has grown. In addition to the Pocket Spring collection, Sweet Dreams have introduced the Well Being collection, then the Pocket Air and the Royal Pillowtop collections. Models in those luxury collections now account for almost half the divan range – and that still doesn’t include the upmarket pillowtop models with combined pocket springs and encapsulated foam from the Enchanted collection, nor the Sleepzone™ collection with its double bonnell springs. The luxury beds are taking over! Gabriela
What are the reasons? There are several. The first is a reaction to the days when producing a bed at the cheapest possible price was paramount because that’s essentially what consumers wanted, or thought they wanted. Happily, Sweet Dreams never succumbed to this bargain-basement mentality, seeing it as a destructive downward spiral harming the market as well as the individual business. This refusal to follow a trend has put us in a strong position to expand our product offer upwards! Second, and full marks to the NBF: the consumer is much more aware today that mattresses should be replaced after seven years if not five. They also appreciate how much a good mattress contributes to good quality sleep, and how that in turn affects
FOR FULL STORIE S AND DAILY NE W S UPDATE S: WWW.C ABINE T-MAKER .C O.UK
aQO
overall well-being and energy levels. This awareness has made people look again at what goes into a mattress and value the extra qualities. Leading on from this, third: concern for health and well-being. Increasing numbers of the population care for their health, and while we’re used to seeing that evidenced in nutritional choices and exercise programmes, we also witness it in an interest in what their sleep, and subsequently their bed, can do for them. So Sweet Dreams’ Well Being beds, for example, which offer benefits such as reduced tension and increased deep sleep – Magnarest, with its melatonin-producing magnetic field, or Cooler Touch, with its comfortably cool cover – are popular, even while they’re at the luxury end of the market with higher prices than a standard divan. The qualities are complemented by high quality of fillings, such as pocket springs, memory foam and latex, to ensure that the benefits of the cover are supported by the rest of the mattress spec and to effectively endorse the ‘specialness’ of the health benefit. Innovation is the fourth. Consumers can’t opt for more luxurious choices if they’re not offered them. Witness for example one of Sweet Dreams’ best-selling collections; Pocket Air. We introduced this a few years ago and it’s been doing the business ever since. Why? Spring count has become something consumers perceive as important: the higher, the better. Quite right, too. But there is a limit to
Lennon
how many springs you can fit in a mattress before it becomes impossibly heavy, not to mention beyond the reach of most people’s pockets. Pocket Air tackles both issues with alternate shortened springs, so that while there is a gratifyingly high spring count, the beds remain affordable and practical. They’re also supremely comfortable, because the effect of the alternate shortened spring is to create a ‘lighter-than-air sleep sensation’, as our marketing goes. As with the other beds in our luxury collections, the high spring counts demand other luxurious touches to complement that: Tencel® covers and silk or cashmere fillings, for example. Fifth is the all-important added value. This more than any other factor has probably led to more sales, more choice and an escalation towards luxury. In a crowded market – and the beds marketplace is pretty populous – manufacturers have to find ways to get their products to stand out. And if you’re doing that, it usually costs money, with higher spec details such as hand-stitched borders (that’s Gabriela in
our Pocket Spring collection) or pillow-tops (our Royal Pillowtop collection, and models in the Enchanted collection), so again the trend is upwards towards luxury. This makes good marketing sense: the consumer who is willing to spend more money on the special feature want their choice to be ratified by a general sense of luxury. Of course, Sweet Dreams are not the only mid-market manufacturer to have introduced more luxury to their ranges. But we are one of the most successful at doing so, as our sales figures show – and our sales figures are reflected in our retailers’ figures. So retailers who have become Sweet Dreams stockists have found that turning up the luxury is working for them, too. It’s an ethos that we’ve extended into sofabeds, for example with the fully sprung, tufted Stranraer, and more completely with the Sweet Dreams upholstery collection. Again it’s a crowded market, and again manufacturers are doing what they can to differentiate and attract sales for their products while not putting the price out of reach of their target audience. We’ve made a few changes to our range over the last 18 months or so, yet the majority of our British-made models still boast parthardwood frames, and luxury fillings such as Duratech™ carded fibre or high density Reflex™ foam to the seat cushions. It seems to be working – our new upholstery key accounts manager Brian Levitt reports a positive reaction to the models in our latest catalogue – and we look forward to showing them off to retailers at the NEC. If you’d like to find out more, pop along to our stand at the January Furniture Show: Hall 5 Stand H10. Or drop me an email: nick@sweetdreamsuk.com.
Sovereign
w www.sweetdreamsuk.com 12th January 2018 | 51
RE TAIL|MULTI-CHANNEL GOOD C OMPANY
ARE YOU INVISIBLE The way in which your customers interact with your business is changing at an alarming pace as
technology becomes
more ingrained in our daily lives. Whether you have 1 or 1000 employees, your
customers expect
you to have an online p r e s e n c e . H o w e v e r, with companies
like made.com and Way fair setting
the benchmark,
consumers do not
just expect any type of online presence, but a particular
customer journey and user experience.
52 | 12th January 2018
When used to their full potential, websites are extremely cost effective and efficient. You can be open online 24 hours a day, 365 days a year, without the restrictions and overheads a bricks and mortar store would have. Having an online presence gives your customers the flexibility to visit your site for product information and support whenever it’s convenient for them, if your website is set up for ecommerce then you are also giving them the ability to buy from you without having to leave the comfort of their own home. However, many retailers think that by merely having an online shop, they will automatically sell more, not realising that there are two key parts to the customer’s decision making process when they look for a product or service – firstly your website needs to be found and then the customer needs to choose to continue their shopping journey with you. Today’s consumers are smart and have become accustomed to doing their own research online, using Google to find the product or service they are looking to purchase and being delivered a ready sorted list of the most relevant results. It’s this part of the process that many retailers are missing, they simply are not being found by these hot prospects as
their website isn’t appearing high enough in these search results to be chosen. Most retailers have never put themselves in their own customers’ shoes to see how well they appear online and if their website is barrier free. Every moment in a customer’s decision journey matters, it is a competitive market place online and its crucial to reach these customers and stand out from the competition as soon as they start researching their potential purchase. Online marketing campaigns can have the broadest reach possible to customers looking for your exact products and services, delivering a far greater return on investment than traditional marketing and helping to future proof your business during an extremely competitive time. But do not expect your business to flourish online with sheer luck, given the volume of retailers pitching for this lucrative business, you have to know what online marketing strategy will work for you. Certain methods that work for your competition may not work for you, but by running bespoke campaigns based on your specific business needs and products, you can maximise your opportunities and increase your chances at not only being found in the first place but the customer then choosing to continue their journey with you.
FOR FULL STORIE S AND DAILY NE W S UPDATE S: WWW.C ABINE T-MAKER .C O.UK
In order to deliver an effective online campaign, you need to understand your website and business, as well as your SEO and online social requirements. The first step to online success is ensuring that your website is built on solid foundations and in a way which the search engines can easily “read” to see what your site is offering. This will lead to ranking well in organic search results, appearing on that all important first page. Search Engine Optimisation (SEO) is a widely used tool that can significantly increase the traffic to your website. Search engines want your website to clearly display what it is you offer, be easy to navigate and be populated with relevant and engaging content. An SEO strategy combines technical and content optimisation to ensure your website fits these criteria, resulting in ranking well on search engines. While SEO is the foundation of strong digital strategy, it can take time for the results of your hard work to filter through. There are a number of other methods you can employ to speed up the process, the main one of which is Pay-Per-Click (PPC). PPC is a model of online marketing where you buy visits to your site, paying each time one of your ads is clicked on. The ads appear at the top of the search results page which are relevant to the criteria outlined when setting up the PPC campaign meaning they are only being shown to people who are likely interested in what you are selling, increasing the probability of a click-through to your site. There is no one size fits all approach with PPC, but Google has the largest search network in the world, so much so that the word “google” is now used as a verb to mean searching for information online regardless of what search engine is being used. Their AdWords and Shopping platforms have granular and geographic targeting that enables businesses to showcase their products or services to prospective customers.
Let us not forget to mention that Google also owns the world’s 2nd largest search engine, YouTube, which also happens to be the largest video platform in the world. Google gives preference to websites with video content as a video can help engage customers with products or services you offer.
With YouTube and social networks, people are now sharing their opinion on products not just with friends, but with millions of people around the world. With every satisfied customer acting as an ambassador for your business, savvy retailers are recognising the opportunities that lie in promoting their business and products using these platforms. It is important to recognise the status given to these channels by consumers. You may be sitting at the top of the search engine results page, but if a quick search on social media reveals poor customer engagement or unfavourable reviews then you are likely to lose out on that business opportunity. As well as being a platform for the sharing of opinions and engaging with your customers, social media, in particular Facebook, also allows for some granular targeted audience advertising. You can reach any group among its users, with the bonus being that everyone on the network self-defines their requirements into little marketing packages, telling you exactly what they like. Knowing the audience that you are trying to target delivers a fantastic ROI and it is the place to build awareness of your business and get in front of your target audience.
aQO
Finally, take time to nurture your blog as this not only gives your customers a personal touch, it also enables you to inspire and act as a knowledgeable voice in your industry, something which search engines are very keen on promoting. Google want to present the best result options to their users and one of the criteria they judge this on is how relevant and knowledgeable you are on the subject being researched. A blog is considered to be one of the best branding strategies in online marketing, giving you the opportunity to provide opinion pieces, going into more detail on topics relevant to your industry, proving that you are the business to visit for answers. Marketing your business online is a potential minefield and knowing where to start your efforts can be daunting. We have briefly covered a variety of solutions retailers can utilise to succeed, however it is vital that you get your website in order first. You don’t want to start investing in online marketing bringing valuable traffic to your website, only to then lose it due to your site not providing a seamless, user-friendly experience. Not only will it initially damage your reputation and you will lose the customer to a competitor but you run the risk of that customer never coming back. Swan have recently launched ecommerce and digital marketing solutions that tailor to your individual needs. We understand your industry better than anybody else, so blending our knowledge with our best in practice ecommerce and digital marketing offering will ensure we take your invisible online business to the prime location in front of your prospective customers, getting you found and chosen!
w www.swanretail.co.uk 12th January 2018 | 53
retail intelligence BERN AR D E ATO N, M.D . G R EENW O O D R E TAIL LT D
THE FOUR TESTS OF AN ADVERTISED OFFER Most retailers would claim to understand the principle of the ‘loss leader’ offer. And most have heard the legend of the
1p can of beans advertised by a wellknown supermarket, where hoards of people turned up to buy the irresistible tinned bargain. And how, the majority of customers took the opportunity, there and then, to buy the rest of their groceries at normal price. Legend or not, it works. And, it works at all retail ticket price levels too. Be sure to include some highly attractive offers when advertising your sales events to ensure a good response. Remember that the main purpose of an advertised offer is to attract large numbers of customers to your store (physical or virtual). It’s more about market share, footfall, web traffic and winning new customers than it is about shifting the actual advertised products. Whatever the marketing media channel, (print, social media, e mail, TV, Etc.) the following four tests will help you to ensure that your advertised offers bring in more buying customers.
1. BRAND – where possible, you should offer deals on recognised brands. However, non-brand offers can work quite well if imaginatively described in the advertisement. 2. RELEVANCE – offer only your most relevant product lines – those for which your business is best known. Don’t waste expensive ad space to move duds. 3. PRICE COMPARISON – show a substantial difference between the reference price (WAS/RRP/AEP) and your special offer price. I recommend at least 30% discount. 50% or more will make a big difference - everyone loves a Half-PriceSale! Consumer law applies. 4. VALUE – Be sure your offer is truly competitive after all, by comparing it online – everybody else will! If your advertised offers represent genuine value, then your sales event will be successful, legal, and ethical plus, the reputation of your retail business will be enhanced. For more information contact bernard. greenwoodretail@gmail.com.
Central Furniture Manufacturing Ltd For a Full Colour Brochure please call 0121 766 8110
Vogue Range Mussel & Gloss Noche Marino Mulliner Works, 154 Bordesley Green Road, Birmingham, B8 1BY Tel Fax Email Web
: : : :
0121 766 8110 0121 766 7450 info@centralfurnituremfg.co.uk www.centralfurnituremfg.co.uk
Central Furniture Manufacturing/CFM Advert.indd 1
27/07/2017 09:43
CLASSIFIED
TO ADVERTISE A JOB PLEASE CONTACT KACEM
Q 01223 846 825 m
KACEM@CABINET-MAKER.CO.UK
HALL 5 - STAND G42
SALES AGENTS REQUIRED
SALES AGENTS REQUIRED We now require experienced sales agents to broaden our distribution and work with new and well as our existing customers for our complete range of divan beds and mattresses. Our sales support for the retailer is second to none, using impact marketing along with promotional offers at various furniture exhibition campaigns displaying our tailored high calibre divan beds and mattresses with excellent presentation, our aim is to have our furniture retailers at complete ease whilst maximising and providing constructive sales experience.
YOU MUST HAVE Personal Drive and Genuine Enthusiasm for the Product Excellent Presentation and Compatible Marketing Skills Bed & Furniture Retailers Knowledge & Previous Experience
TO APPLY PLEASE SEND YOUR DETAILS TO e-mail: easysleep@hotmail.co.uk Mobile: 07967 110 786 Easy Sleep Beds Ltd, Montgomery Street, Sparkbrook, Birmingham, B11 1DT
Excellent Relax Ltd bespoke handmade beds are among the country’s most innovative manufacturers of calico pocket mattresses, beds & headboards. Selling to the trade bespoke adjustable beds & mattresses, this role would suit established agents with experience in selling mattresses and/or frames in the following areas:
West Midlands East Midlands Scotland East Anglia & South East London North/South Wales
Or
Please telephone 01924 441654
Email CV to jeff@exrelax.co.uk All applications will be treated in the strictest confidence
PRODUCT PROMOTION|FURNITURE TO GO
Grey-t new colour option for the Florence range Following the success of Florence, Furniture To Go are pleased to announce the addition of a grey option. This classy, neutral tone perfectly compliments the Florence shape and will bring a touch of elegance to any room.
Sofa, so good
In a move which has been in the pipeline for quite some time, FTG are adding yet more variety with the introduction of the Cleveland range of sofas and armchairs – another step towards becoming the industry’s first choice for all things furniture.
w www.furniture-to-go.co.uk
12th January 2018 | 57
LAST WORD K EI T H MC K EN N A - MANA G ING D IR E C TO R , CHAIR CHO ICE LIM I T ED
It’s a chair Jim – just as you’d know it!
COME ON ALL YOU MANUFACTURERS, MAKE WHAT THE PUBLIC WANT TO BUY. LISTEN TO THE RETAILERS, FIND OUT WHAT THAT IS AND LOOK AT OTHER PRODUCTS
It’s January and time to visit the annual furniture trade event, the biggest and most important of the year, the January Furniture Exhibition. I have been attending this event for as long as I can remember following behind my Grandfather and Father. I now travel to the NEC from Somerset where my wife and I have a retail business specialising in chairs.
support, an extra chair in the lounge or a chair for the other room but today they are driving a SUV, MPV, or a GTI. Once again we will head to the Furniture Show looking to find new and exciting models which will fit our potential customer’s requirements. Will our quest to find new and exciting designs be successful? Hopefully we will be able to say “It’s a chair Jim but not as you’d know it.”
As retailers we have to earn a living from selling furniture to our potential customers who are looking to buy something to sit on. The ranges we have to offer is dependent on what manufacturers are currently making, we offer ranges from leading British manufacturers (wherever possible). However it is becoming increasingly frustrating to be told by our customers that they do not like what we have to offer! Come on all you manufacturers, make what the public want to buy. Listen to the retailers, find out what that is and look at other products. Car dealers are not still trying to sell the Morris Minor, Austin Maxi or MGBGT. Every home has a telephone but It’s not on a cord in the hall any more. However, leading British upholstery manufacturers are still expecting retailers to sell Queen Anne wing chairs, dark wood fireside chairs and recliners that my Grandfather would recognise! People still want a compact high seat chair with good
JFS ISSUE DONT MISS STEINHOFF NEXT WEEK'S BEDS & MATTRESSES ISSUE
TO HAVE YOUR LAST WORD OR OPINION PLEASE CONTACT DAN@CABINET-MAKER.CO.UK
IN THE MEANTIME CHECK OUT THE DAILY NEWS ON LINE >>>