DESIGN
MANUFACTURE
RETAIL
Retail Intelligence returns with a focus on the importance of copyrights in design.
Angela Moran, product strategy director at Silentnight, uncovers the secret to a great night’s sleep, backed by science.
Cabinet Maker reflects on last month’s Bed Show in Telford.
first issue: 1st July 1880 19th OCTOBER 2018 £3.75 cabinet-maker.co.uk l
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We’re changing the way the world sleeps. Four outstanding bed brands under one roof, and a new marketing campaign that will change the way the world sleeps forever.
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THANK YOU FOR VISITING US AT THE NBF BED SHOW
dan squires
cabinet-maker.co.uk 01223 846 825 Publisher Stewart Rickersey stewart@cabinet-maker.co.uk Editor Dan Squires dan@cabinet-maker.co.uk Pre-Press production Chris Randall production@cabinet-maker.co.uk Sales Sharon Rickersey Operations & Sales Manager sharon@cabinet-maker.co.uk Kacem Ellabbar kacem@cabinet-maker.co.uk Chris Manning chris@cabinet-maker.co.uk
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Another month passes with more data to digest across the industry. From last week’s topic of showroom formats and the best layout to keep shoppers in stores, brings this week’s analogy of physical feet that actually enter the store in the first place. And, well, it’s not great news once again in terms of footfall. According to the latest BRC-Springboard Footfall and Vacancies Monitor for September 2018, overall footfall fell by 1.7%, with high street footfall declining by 2.2%, which was the same fall seen in September 2017. In fact, shopper numbers on the high street fell in all regions, with Wales and Northern Ireland seeing the deepest declines at 7.9% and 6.1%, respectively. Retail parks experienced a growth of 0.1% in September, slowing from the 0.3% growth the previous month and compared to last year, the figure was down from 1.1% growth. Shopping centres saw a continued fall in footfall of 2.5%, a deeper decrease than the 1% decline of last year, with September marking the 18th month of consecutive decline. To top it all off, no region reported footfall growth during September, with highest declines coming from Wales at -5.5%, the East at -5.3% and Northern Ireland at -4.6%. This certainly indicated that shoppers are still feeling the squeeze of increasing shop price inflation and little real wage growth, whilst becoming ever more savvy about big ticket purchases. The drop in footfall was mirrored by a decline in retail sales during the month, down by 0.2% on a like-for-like basis with non-food sales also down by 1.6%. The rate of closures across the furniture industry has been consistent throughout the
year so it is even more important to consider every angle in trying to drive footfall, keep consumers in store and ultimately keep the tills ringing. Despite the dreary data, it is pleasing to confirm that one Scottish independent is navigating the storm by continuing to invest in its business and expand. Grampian Furnishers has relocated to a larger store, away from its roots, to accommodate future growth. It will be interesting to see how it has adapted its own store layout and if the new site can buck the trend in both data sets mentioned. Congratulations on the venture! Continuing to buck the trend, Cabinet Maker brings you the low down from this year’s Bed Show, where we were pleasantly surprised at the number of visitors flowing between stands. Also in this week’s editorial includes the latest updates from Sealy, Silentnight, Shire Beds, Mammoth and Gallery Direct, with the latter revealing all behind its debut Bed Show appearance. To round off the issue, Bernard Eaton returns with another slice of Retail Intelligence as he explores the importance of copyrights in design and advertising. The next few months are expected to see a rise in footfall statistics as the Christmas period gets into full swing. However, with the growing presence of online, could this continue to overtake the physical shopping experience? Let Cabinet Maker know what you have planned in your attempt to lure shoppers in-store and how you will combat the online competition.
Dan Squires Editor
The opinions and views expressed in Cabinet Maker are not necessarily those of Information Publications Ltd. Being subject to the Advertising Standards Authority guidelines in place at the time of going to press, all data submitted by advertisers and contained in their advertising copy is accepted by Information Publications Ltd in good faith. ISSN: 0964-4199 Registered as a Newspaper at the Post Office.
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On the cover New Shine Collection By Mammoth
w www.mammothuk.com
Silentnight’s new Inspired Collection is the most selection of beds and mattresses designed to all budgets and comfort preferences.
WE’RE ON THE ROAD for more information silentnight.co.uk We are holding a numbervisit of regional roadshows throughout September, please contact your area business manager for more information.
INSIDE T H IS W EEK ’ S ISSUE
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MANU F ACTURE
RETAI L All About Beds
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Cabinet Maker reflects on last month’s Bed Show in Telford.
RETAI L Retail Intelligence
06
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Bernard Eaton returns for another slice of Retail Intelligence with a focus on the importance of copyrights in design.
Rise & Shine
18
Mammoth recaps on last month’s Bed Show where the company launched its new mattress range.
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Spring into Winter
Neil Robinson, sales and marketing director at Sealy, discusses the important benefits of its new Activsleep range.
The Shire Show
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Fara Butt, sales and marketing director at Shire Beds, shares its Bed Show success with Cabinet Maker.
Science of Sleep
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36
Angela Moran, product strategy director at Silentnight, uncovers the secret to a great night’s sleep, backed by science.
A Gallery of Sofa Beds
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Gallery Direct reflects on their first Bed Show appearance and how its sofa beds took centre stage.
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last word
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Michal Szlas - CEO of boxed mattress retailer OTTY Sleep, has the Last Word.
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NEWS IN BRIEF STORE CLOSURE Furniture and homewares retailer Dunelm has confirmed the closure of its store in Newcastle. The store, which was situated on the High Street, closed for the final time on 13 October 2018 after operating in the city for 25 years. Affected staff, understood to be 13, have been offered re-employment at another Dunelm store or redundancy.
Members complete cycle challenge The Furniture Makers’ Company has revealed that eight of its members have raised almost £14,000 for the charity. The ‘Master’s Challenge’, saw the group collectively cycling all three routes of Mont Ventoux, Provence in a single day. It took place on 13 September.
To the rescue Upholstery manufacturer Lebus has encouraged affected employees of The Quality Furniture Company to apply for a number of vacant positions. QFC ceased trading on 12 October 2018 following administration. Although Lebus won’t be able to accommodate jobs for the 161 redundant staff, it is recruiting for six upholsterers and a few sewing machinists, frame assemblers and labourers.
19th October 2018 | 06
Bed maker reflects on show debut Huddersfield based bed manufacturer Hyder Living has revealed its success at the recent Autumn Furniture Show. Exhibiting for the first time at the show, Hyder Living showcased its range of bedframes and The Natural Collection of handmade luxury mattresses.
Customer’s commit to orders Home sales a John Lewis & Partners were down by 6.5% in the week to 6 October 2018. However, John Lewis said it saw an increase in customers committing to future purchases of sofas and beds. Its contemporary own brand House also had another strong week with sales up 13.5%.
Conference supporters The British Institute of Interior Design (BIID) has announced the official supporters for Inside Knowledge 2018: The BIID Business Success Conference. Craig & Rose, eporta, Havwoods, James Latham and MAISON&OBJET will be joining the official Conference Partner, Tradelinens, at the annual event on 8 November at 30 Euston Square, London.
MANU F ACTURE
Bed manufacturer launches new website that unifies its four brands for the first time; part of £1.5m investment Fifth-generation family bed maker Harrison Spinks has unveiled a new consumerfacing website that combines it’s Harrison, Somnus, Spink & Edgar and Hybed brands for the first time. As part of a £1.5m brand overhaul the new website has been developed to offer consumers a ‘best in class’ experience to help drive brand awareness and support commercial growth. The website unifies Harrison Spinks’ four bed brands Harrison, Somnus, Spink & Edgar and Hybed, on one site which means that users can explore all brands and understand more about each brand’s differentiating factors in a concise way. Despite being hosted on the same website, each brand section remains distinctive with bespoke branding and content for each collection. The product pages have been updated to focus more on video and photographic content which showcases the company’s luxury beds and mattresses. The new design has also included an overhaul of the ‘Find a retailer’ functionality. Utilising the Google maps API, and with results being clearly laid out on a map based on the users location, search results include features such as a ‘quick view’ of ranges stocked and advanced mapping features are included allowing consumers to calculate actual driving time rather than just the “straight-line” distance, making it even easier to find and compare retailers. The brand-new ‘Under the covers’ section brings a modern and fresh approach to content structure. With content categorised beyond a typical blog, the website will now provide a huge resource of lifestyle-based content around bedroom inspiration, product aftercare and most
importantly, sleep. There is also a dedicated aftercare and FAQ section to help consumers understand any queries they may have about their purchase, as well as the option to sign up to the newsletter for sleep tips and ongoing advice. A ‘Retailer area’ will allow Harrison Spinks retailers to login to a portal tailored to their individual needs. This includes access to a retailerspecific news feed, sales and technical assets (based on the ranges they stock), and key contact details. This section has been designed and built for future expansion, allowing Harrison Spinks to increase the toolkit available for all their retailers. Simon Spinks, managing director of Harrison Spinks said: “We know that customers are increasingly turning to the internet to research and often buy beds so it’s crucial that our online presence reflects the expertise, innovation and quality that we are known for. “The new website is designed to help make it easier to find which one of our beds is right for them and to easily find a retailer who they can visit, try and purchase from. We hope that this helps make the process of buying a new bed easier for customers and also helps to support our independent retailers. “We’ve been making and selling beds for over 178 years and we hope that this new website will help us to tell our story as the True Bedmakers now and for years to come.” The website was created by Leeds based digital agency Engage Interactive.
w www.harrisonspinks.co.uk
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DESI G N
Furniture protection firm expands
Design Guild Mark launches 2019 call for entries
Furniture protection specialist Staingard has announced the acquisition of Gliptone Leathercare UK. Leather furniture care supplier Gliptone Leathercare UK ceased trading at the of August after its owner Star Brands decided to close the business before it became ‘less viable’ due to challenging market conditions. Since the closure, Staingard has confirmed its has acquired the business and will stock and distribute all of the products previously supplied and has already enhanced the previously successful colour matching service.
Commenting on the acquisition, Paul Aiston, Staingard managing director, said: “Leathercare is in Staingards DNA, and continuing the great legacy of the Gliptone brand is our primary focus.” The brand supplies leather care products for a variety of industries, including furniture with its Liquid Leather, Scuff Master and Flexicoat ranges. Established since 1972, Gliptone supplies both furniture manufacturers and specialised furniture retailers.
w www.staingard.co.uk
RETAI L
Boxed mattress brand receives 18 complaints over TV ad Boxed mattress brand eve Sleep has won an advertising case against one of its TV adverts. A TV ad for eve Sleep, seen in July 2018, depicted a young woman who appeared to be pregnant. The ad began with the woman entering a pizza takeaway restaurant and being ushered to the front of a queue. It then cut to a scene showing the woman being given a seat on a crowded bus by an infirm, elderly man. Finally, the woman entered her home and removed a pillow from underneath her jumper before leaping onto the couch. The words ‘HOW DOES SHE SLEEP AT NIGHT?’ appeared on the screen followed by a scene of the young woman sleeping on an Eve mattress with the voice-over, “Nobody’s perfect but you could have the perfect night’s sleep thanks to our outrageously comfortable Eve mattresses”. A total of 18 complainants challenged whether the portrayal of a woman benefitting from pretending to be pregnant was irresponsible and likely to cause serious or widespread offence. Eve responded by stating that the script and ad scenario had been written with the intention of creating a ‘light-hearted scenario’. Following an investigation by the Advertising Standards Authority (ASA), the watchdog considered that while the ad depicted a woman, who appeared to be pregnant, gaining advantages through deception in a couple of social scenarios, the tone of the ad was light-hearted and tongue-in-cheek. No further action was taken.
w www.asa.org.uk 19th October 2018 | 08
The Design Guild Mark is now accepting applications for both the Furniture and 2D (textiles, wall coverings, surfaces, carpets and floor coverings) categories for the 2019 awards. For over 10 years the Design Guild Mark, awarded by The Furniture Makers’ Company, has been distinguishing the excellent from the ordinary in the design of furnishings intended for volume production. It is unique to other design awards as the panel of independent judges – all experts in the field of design – examine the submitted pieces and question the designer during a judging day that takes place in the fantastic surroundings of Carpenters’ Hall in the City of London. Designers and companies have until 29 November 2018 to submit an entry to meet the early bird deadline and until 24 January 2019 to meet the final deadline. Designs awarded a Mark benefit from increased industry and consumer awareness, press and social media coverage, with the designers and companies behind them also receiving recognition. The piece from both the Furniture and 2D categories deemed to be the most outstanding by the judges will also win the Jonathan Hindle Prize for Excellence – a £1,000 cash prize. Those interested in submitting an entry for the 2019 awards can download an application form from the Design Guild Mark website.
w www.designguildmark.org.uk
MANU F ACTURE
furniture brand secures new partnership Turkish furniture brand Siesta has announced a new partnership with Euroleague Basketball. Siesta has become an official partner of the Turkish Airlines EuroLeague and the Turkish Airlines EuroLeague Final Four. The partnership is to raise its exposure beyond its already strong market in Spain, Greece, Germany and Italy. Siesta will achieve that increased exposure across the continent through several means, including broad-based advertising on Euroleague Basketball platforms and a particular focus on the Game of the Week, to take advantage of its broadcast reach to upwards of 100 countries.
Tuncay Işıldar, president of Siesta, said: “A focus on quality is what makes Siesta products so unique and special, just like the EuroLeague.” Roser Queralto, Euroleague Basketball’s chief development officer, added: “We welcome Siesta as another partner with global ambitions and the vision to see basketball as a way to realise those ambitions. “By putting its trust in Euroleague Basketball to make that happen, Siesta has shown that our sport is a great vehicle by which business can raise to new heights.”
w www.siesta.com.tr
f o r F u ll s t o r i e s a n d d a i l y n e w s u p d a t e s : W W W . C a b i n e t - m a k e r . c o . u k
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Sealy beds are handmade in the heart of Cumbria, on the edge of the Lake District. When you create something in such beautiful surroundings, it’s a constant reminder that you want things to stay that way. In the UK, we currently produce over 200 million tonnes of rubbish each year. This includes everything from commercial and industrial to household waste but only a percentage of this is recovered – the rest is sent to landfill. The impact in dumping everything into landfill areas is evident; air pollution, ground water pollution, soil and land pollution, landfill fires, financial costs and of course, health implications. So what does ‘Zero to Landfill’ actually mean? The ultimate aim of this philosophy is to prevent any waste material produced within an organisation going to landfill, which in turn offers a more sustainable route to resourcing for future generations. At Sealy, we have been making positive steps to change that over the past decade. Ten years ago only 15% of the waste produced in the production of our beds was either recycled or sent to energy recovery. Today, we are Zero to Landfill from site. Our goal is to make our nation ‘Deeper Sleepers.’ We believe that, along with our beds containing state of the art technology and unsurpassed comfort, the knowledge that your bed has been manufactured under a Zero to Landfill policy will help you rest a little easier.
www.sealy.co.uk
12th October 2018 | 07
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DESI G N
Textiles event expands furniture offer
Two suppliers win Innovation Gold Awards
Organisers of furniture trade event Heimtextil have confirmed that it has expanded its furniture and decorative fabrics offer. With over 400 international manufacturers, the product range of upholstery and decorative fabrics as well as upholstery and artificial leather at Heimtextil is wider than in recent years. Heimtextil, trade fair for home and contract textiles, takes place from 8-11 January 2019 in Frankfurt am Main and has now further expanded its spectrum across a total of six hall levels. During the show, a design talk will take place on 8 January featuring the latest trends of furniture fabrics, which include certified organic, waterproof and/ or flame-retardant fabrics, as well as the growing use of wool and denim. The trend researchers will invite representatives from the
upholstery industry to the lecture area in hall 4.2 to exchange views on current topics. Olaf Schmidt, Vice President Textiles & Textile Technologies at Messe Frankfurt, said: “The upholstery and decorative fabrics segment has been growing very successfully for several years now. “In 2019, all the relevant European suppliers of upholstery and decorative fabrics, upholstery and artificial leather will be presenting themselves across the three levels of hall 4 for the first time.” There will also be an expanded presence of fibres and yarns suppliers. The range extends from traditional materials and eco-certified yarns to hightech fibres for use in highly specialised areas.
w heimtextil.messefrankfurt.com
Organisers of furniture components and machinery event W Exhibition and Elements have announced two winners of the Elements of Innovation Gold Award. Panel supplier Alpi and woodworking machinery manufacturer Biesse UK were both awarded with a Gold Award at the event. Alpi was awarded the accolade for its first finished panel collection, which has been created to offer the design market a new and inspiring take on surface design in the contract sector. Biesse UK won an Elements of Innovation Gold Award for its unique Opera R sanding machine. Part of the company’s new ‘Automaction’ concept, which brings automated, inter-connected production manufacturing processes to the woodworking industry, the new Opera R has been designed to offer a greater sanding consistency and a higher continuity of output on flat panels and shaker doors. On winning the award, Alpi SpA’s Pier Luigi Corti said: “The whole team have worked hard to create this new collection and every design within the range offers a unique and appealing aesthetic.” Giacomo Mariotti, product area manager for Biesse added: “This machine is an industry first and we believe it will revolutionise the way the industry works. Automation has huge potential in the woodworking sector but is yet to be fully utilised. We hope our machines will change this.”
w www.wexhibition.co.uk
RETAI L
MANU F ACTURE
Independent closes due to retirement
New accounts reveal loss that led to closure
Independent furniture and flooring retailer Marshall’s has closed for the final time this month. Situated in Hertford on Fore Street, Marshall’s launched a closing down sale last month, which concluded on 7 October 2018, bringing an end to 97 years of trading. Owners Keith and Sue Marshall inherited the business over 45 years ago and have now decided the time is right to enter retirement. Established back in 1921, Marshall’s has seen four generations run the business but a fifth generation decided not to enter the company, which has led to the owner’s decision to close. Marshall’s has paid tribute to loyal customers through social media and also confirmed once the store has closed, the property will be turned into flats following a successful planning application to put three flats on the first and second floor. The couple will be at the location until 14 December to process the bulk of orders it has received in the final weeks of being open and has reaffirmed its commitment to fulfil every order before putting the property up for sale.
w www.marshalls-furniture.co.uk 19th October 2018 | 10
Carpet manufacturer Ryalux reported growing losses in the build up to its closure. Earlier this year, parent company Airea confirmed that it had entered discussions in a bid to close Ryalux Carpets due to a continued downturn in performance. Detailed in just filed accounts of Ryalux, sales over an 18 month period ended 31 December 2017 resulted at £9.8m compared to £7.4m over a 12 month period. Pre-tax losses significantly widened from £1.6m to £4.7m. As a result of growing losses the company ceased to trade on 20 March 2018 with consultations with effected staff, understood to be around 50, completed ahead of its closure, with some
transferring to other parts of the group. In a statement released earlier this year, Airea said: “The closure follows a period of significant loss-making despite the implementation of a range of initiatives to improve business performance, including new product development, site rationalisations and strict cost and working capital controls. “The trading environment for residential carpets has worsened and the ongoing trend to cheaper synthetic products has led to further declines in demand for high quality wool carpets.”
w www.aireaplc.com
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19th October 2018 | 11
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RETAI L
Furniture Makers’ praise charity Golf Day
Homewares retailer sees ‘plenty of opportunity’ as sales grow
The Furniture Makers’ Company’s longest running charity event, the National Golf Day, has raised £8,500. Almost 100 golfers took part in the tournament at the Warwickshire Golf & Country Club on 27 September, making it the most well attended National Golf Day in recent years. The day started with bacon rolls and coffee which was then followed by an 18 hole Stableford competition on the Warwickshire’s championship Kings Course. The competition was followed by a lunch and then a raffle, auction and prize giving. Jonathan Rowe of Bisley won ‘Best Individual’ and a team comprised of members of The Furniture Makers’ Company putted their way to ‘Best Team’.
Companies that sponsored the event included: The 3dPartneship, Alstons, Baker Furniture, Bisley, Classic Furniture, G Plan Upholstery, Harrison Spinks, Himolla Polstermoebel GmbH, HIPPO, HTL (UK), Mammoth, N E J Stevenson, Parker Knoll, Savoir Beds, Sealy, Steinhoff, Swan Retail and Tempur. The Furniture Makers’ Company paid tribute to the sponsors as well as an additional thank you to the auction prize sponsors: Global Furniture Alliance, Graham Marley, Mammoth Beds, Peter Mallinson, Silentnight Beds and Sofa House.
w www.furnituremakers.org.uk
RETAI L
Independent prepares for relocation launch Independent furniture retailer Grampian Furnishers has closed its town centre store ahead of its relocation. Situated in Lossiemouth for around 40 years, Grampian Furnishers will now be based at its new store in Elgin, just a few miles from the town. Previously, Moray Council planning committee recommended that the site near the Reiket Lane was to be redeveloped making way for Grampian Furnisher’s new 30,000sq ft furniture store in an investment worth up to £3.5m. The grand opening of its new store, which is based on Linkwood Place, will take place on 20 October 2018. Taking to social media, Grampian Furnishers, Royce Clark, managing director, said: “The end of an era today (12 October) as we closed the doors for a final time. The old regal cinema has been our home for 32 years and has done us proud and we wish the new occupiers well in their new venture which we are sure will be a great asset to the town. “Thank you to everyone for their support and the surprise gathering this afternoon it was an emotional day for myself, the Clark family and our staff.”
w www.grampianfurnishers.com 19th October 2018 | 12
Furniture and homewares retailer Dunelm has reported a strong start to the year with online sales growth dominating the first quarter. According to its trading update for the 13-week period ended 29 September 2018, total sales rose 0.1% to £248.2m with like-for-like sales up by 4.2% to £228.1m. Like-for-like store sales increased 1.3% to £201.6m, whilst online sales rose 33.3% - or by £6.6m – to £26.5m. Dunelm confirmed that it has now closed the Worldstores and Kiddicare websites and has completed the transfer of approximately 20,000 lines onto Dunelm.com. During the quarter the company opened one new superstore, which was a relocation, as its total store network remained at 169 across the UK. The group plans to open one store towards the end of the financial year (which is also a relocation), and remains in ‘discussion on further new store opportunities’. Nick Wilkinson, Dunelm’s chief executive, said: “We delivered a good trading performance in the first quarter. Our positive LFL growth highlights the strength of our customer offer which we are continually working hard to improve as we focus on our core business again under one brand, with one platform and one supply chain. “Whilst we are cautious about the months ahead due to the level of market and customer uncertainty, I see plenty of opportunity over the medium term as we continue our journey to become the leading multichannel retailer in our sector, helping our customers create homes they love.’’
w www.dunelm.com
MANU F ACTURE
Wholesaler raises millions to expand into HQ Furniture wholesaler Eclipse has confirmed plans to expand after securing permission from its local council. According to a planning application submitted to Gloucester City Council, Eclipse plans to build a new 61,500sq ft facility at the Waterwells Business Park on Jessop Court. The new location will house its head office and distribution centre, with the business currently operating out of its site off Eastbrook Avenue. CDB Planning and Architecture has been appointed as the
architect, with the planning application now approved. It is not understood how long it will take for the construction to be completed at this stage, as the business has to meet 25 conditions to satisfy the council. Eclipse, which was launched back in October 2017 and specialises in the contract and hospitality markets, has previously raised £2.3m through shares ahead of the planning application.
w www.eclipsefurniture.co.uk
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19th October 2018 | 07
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MANU F ACTURE
Furniture manufacturer ceases trading
Interiors group confirms CEO resignation
Administrators of furniture manufacturer The Quality Furniture Company Limited have confirmed the business has ceased trading after failing to find a buyer. Chris Pole and Mark Orton, both from KPMG Restructuring, were appointed joint administrators of QFC on 2 August 2018 and have now confirmed it closed on 12 October 2018 making the majority of its workforce redundant. In a statement, Chris Pole, partner at KPMG and joint administrator said: “We have continued to trade the business since our appointment on 2 August 2018 to enable time for a sale of business process to take place. Unfortunately, despite a number of expressions
Interior furnishings group Walker Greenbank has confirmed that John Sach will step down from the role of chief executive officer later this month. John will officially leave the business on 31 October 2018 with Walker Greenbank confirming that Christopher Rogers, currently a non-executive director, will become interim executive chairman until such time as a new CEO is appointed with immediate effect. Terry Stannard will remain on the Board as a non-executive director. As a result of these changes, Christopher Rogers will step down from his role as chairman of the Audit Committee and Terry Stannard will become chairman of the Audit Committee until an additional non-executive director is appointed. The group said that the search for a new CEO, and for an additional non-executive director, has already commenced.
of interest in the business, no acceptable offer was received following the marketing process and as a result, trading ceased. “Whilst we will be retaining a small skeleton workforce in the short term to assist us with the wind down process, the majority of the 161 workforce will regrettably be made redundant. All affected staff have been informed and will be paid up to and including their last day of employment. We’d like to thank all employees for the support, service and co-operation they have provided to the company, both before and during the administration.”
w www.home.kpmg.com/uk
RETAI L
Sofa retailer continues to expand with new opening Sofa retail specialist Sofology has announced the opening of its first store in the South West. Continuing their expansion, Sofology opened its 42nd store at Gateway Retail Park, Plymouth on 12 October 2018. Deputy Lord Mayor, Chris Mavin, attended to cut the ribbon for the official opening event, with the 20,000sq ft store marking its first presence in the region. The new store boasts 80 interior designed room sets that showcase Sofology’s exclusive sofa ranges, as well as introducing its new collection ‘Private Label’. Each product bay features interactive touch screens enabled with technology to allow every customer to digitally visualise their chosen sofa in any colour or combination. Julie Pearson, senior buyer at Sofology, said: “Our most exclusive and luxurious collection of sofas yet, the Private Label collection includes some of my personal favourite pieces. Envisage the ultimate in luxury - soft, deep seats, beautiful fabrics and exceptional craftsmanship. These ranges are designed to make coming home feel really special.”
w www.sofology.co.uk 19th October 2018 | 14
Terry Stannard, non-executive chairman of Walker Greenbank, commented: “On behalf of the Board, I would like to thank John for his significant contribution to the Company and the pivotal role he has played in the Company’s development during more than 20 years. “He leaves the Company with our best wishes, and we wish him every success for the future. The search for a new Chief Executive has commenced and reflects the leadership needs of the business going forwards.” John Sach commented: “The evolution of the business continues and now is the time for me to hand over to a new chief executive to lead the Company in the next stage of its development. Walker Greenbank is a high-quality business with excellent brands and skilled manufacturing. I have great belief in its future success.”
w www.walkergreenbank.com
MANU F ACTURE
Factory fire at furniture manufacturer Lancashire manufacturer of kitchen, bedroom and bathroom furniture, JJO plc, has expressed its ‘business as usual’ following a factory fire. Lancashire Fire and Rescue Service were called to JJO’s Bacup factory on Newchurch Road at around 11:20am after a fire broke out at the premises spray booth. Six fire engines and crews from Bacup, Haslingden, Burnley, Bury and two from Rawtenstall, plus a Command Support vehicle and support pump and crew from Blackburn were in attendance to tackle the blaze. There were no casualties and
an investigation to determine the cause of the fire is currently underway. Taking to social media, JJO paid tribute to the fire service and stated that it continues to operate as normal: “It’s business as usual after ‘trouble at t’mill’. JJO plc suffered an accidental fire at our Bacup factory. “Thank you to Lancashire Fire and Rescue Service (Official) for its fast response, thankfully no one was hurt, and all the trucks have been loaded up ready for deliveries!”
w www.jjoplc.com
f o r F u ll s t o r i e s a n d d a i l y n e w s u p d a t e s : W W W . C a b i n e t - m a k e r . c o . u k
aQO
RETAI L
RETAI L
Reduced costs help department store chain
Home division down at shopping group
Department store retailer Beales has reported lower losses in what has been a challenging environment for trading. According to its latest filed accounts for the year ended 31 March 2018, total sales fell 11.2% to £48.7m from £54.9m in 2017. However, removing discontinued operations of £7.8m from stores exited last year, revenue improved by 3.3% from £47.1m. Beales said that it had made several cost savings throughout the year including administrative expenses, which were down by 11.9% from £30.2m to £26.6m. Pre-tax losses resulted at £1.1m, but were offset by savings of £1.1m by actuarial gains on defined benefit schemes, which saw overall losses improve by 56% on last year. Stated within its report, Beales said it would continue to implement cost savings throughout the next two years. Concluding within its report, Beales said: “Our trading strategy is starting to show signs of positive growth which we expect to continue as we concentrate on high margin promotional activity to deliver a profitable business. Our supplier base remains very supportive and we continue to build stronger relationships with them.”
Home shopping group N Brown Plc has reported a decline in half year sales within its furniture and home division. According to its first half results for the 26 weeks ended 1 September 2018, total group sales rose 1% to £457.8m. Online sales gained traction, which now account for 76.7% of group revenue. Within its product divisions, Home & Gifts sales declined by 4.4% to £92.3m from £96.5m, whilst overall product sales were down by 3.7% to £311.4m. Pre-tax profit declined by 5% to £30.6m from £32.2m, whilst the group completed its previously announced store closure programme by exiting out of its remaining 20 stores. In H1 FY19 the Group’s stores generated £6.9m revenue and an EBITDA loss of £1.0m. To benefit from more favourable terms, the Group is likely to accelerate the surrender of leases on several stores. Steve Johnson, chief executive, said: “We were disappointed with our wider product performance which was impacted by the ongoing decline of our legacy offline business and challenging market conditions.”
w www.beales.co.uk
w www.nbrown.co.uk
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|n e w s MANU F ACTURE
RETAI L
Dutch upholstery brand expands into UK
Online retailer proposes clearance disposal
Dutch motion chair producer RELEAZZ has announced the appointment of Matthew Kutas as head of sales. The appointment also signifies the brands expansion plan into the UK and Irish markets with a team of regional agents currently in the process of being put in place for 2019. Commenting on the appointment, Matthew said: “This represents an exciting opportunity for me, working with an young and ambitious company, making an innovative
and modern product. “We will look to work with retailers that are able to display our ranges to a high standard and can up sell the options which will raise the value of the sale.” Releazz produces motion chairs in leather and fabric, which can be customised with a number of different options. All manufacturing is at the company’s own factory in Eastern Europe.
w www.releazz.com
MANU F ACTURE
Weak market impacts UK sales at furnishings group Interior furnishings group Walker Greenbank has reported a decline in sales and profits during the first half of the year. According to its interim results for the six-month period ended 31 July 2018, total sales were down 1.4% to £54.7m from £55.5m against the same period last year. In the UK, its largest market, sales decreased by 5.9% compared with the same period last year to £23.1m, which was impacted by the weaker UK consumer environment. Within its Brands, Clarke & Clarke sales were up 7.8% at £11.1m in reportable currency compared with the same period last year. UK sales were up 11.9% at £6.5m compared with the same period last year, boosted by the launch of a number of homewares ranges including ready-made and made to measure curtains, bedding, cushions and furniture. These launches form part of
the Board’s product category extension growth strategy. April 2018 saw the debut launch of furniture, combining best-selling fabrics with contemporary chair designs, marketed under three separate brands: Clarke & Clarke, Oasis and Emma J Shipley. International Brand sales were down 4.3% in reportable currency, down 2.9% in constant currency, to £19.5m. Sales in the US, its second largest market after the UK, were down 0.7% in reportable currency, up 5.8% in constant currency, compared with the same period last year, to £6.9m. Total manufacturing sales grew 1.4% over the first six months to £16.3m compared with the same period last year. Group adjusted underlying pretax profit was down by 28.3% at £4.3m compared to its profit of £6m recorded the previous year.
w www.walkergreenbank.com
Online shopping group Shop Direct has announced proposals to close its standalone clearance operation, Littlewoods Clearance. Shop Direct clearance operation comprises of seven UK stores branded ‘The Outlet’, websites including ‘Bargain Crazy’, and a Boltonbased fulfilment centre and head office team. The proposed move would impact 143 permanent colleagues, with whom Shop Direct will soon enter into a period of consultation, and six agency colleagues. If enacted, redundancies are anticipated as a result of the proposed closures, which are expected to be completed by the end of February 2019. Littlewoods Clearance sells unsold stock from Shop Direct’s retail brands, including Very.co.uk and Littlewoods.com. Sam Perkins, group retail director at Shop Direct, commented: “While it has been successful in clearing unsold stock for many years, our standalone operation Littlewoods Clearance is expensive to run and is losing money. Aware of this, and the need to continue our digital transformation, which has seen us remove the catalogue and consolidate brands in recent years, we reviewed alternative options for clearance. “We found that selling unsold stock in bulk to third parties is the most efficient way to clear it. Simplifying our approach in this way will allow us to free up money to invest further in our digital future and focus on our core pureplay online business. “The proposal to close Littlewoods Clearance is a difficult decision, but one we believe is necessary for our business. Our priority is to provide a fair outcome for our team and we’ll do everything we can to support potentially impacted colleagues. The company’s recognised trade union, Usdaw, is aware of the proposals, and we are keeping them updated on progress.”
w www.shopdirect.com
DESI G N
Furniture firm appoints new CEO British furniture designer Tom Dixon has announced the appointment of Alessandro Vergano as its new chief executive officer. Alessandro Vergano, the former chief marketing officer at Swarovski, has replaced Jamie Mitchell. In a press statement, the company said that Alessandro Vergano will work closely with founder Tom Dixon between London and Hong Kong to expand the brands exposure. Commenting on the new role, Alessandro said in a statement: “I am excited to start this new adventure. My mission will be to introduce Tom Dixon to the most extreme corners of the world and transform everyday spaces into something truly extraordinary.”
w www.tomdixon.net 19th October 2018 | 16
f o r F u ll s t o r i e s a n d d a i l y n e w s u p d a t e s : W W W . C a b i n e t - m a k e r . c o . u k
aQO
MANU F ACTURE
RETAI L
FIRA supports manufacturing survey
Bed retailer inks radio partnership; extends Conran range
The Furniture Industry Research Association is supporting a survey into the ‘Perception and use of Additive Manufacturing in the UK Furniture Industry’ by Andrew Fox BSc MSc MIMgt from Brunel University London. The aim of the Survey is to gauge current usage and perceptions of Additive Manufacturing (3D Printing Technologies) in the UK Furniture Industry. Similar surveys have been undertaken amongst overseas manufacturers, but to my knowledge none in the UK. The overall focus of the research is the development of ‘Environmentally Sustainable Smart Furniture’ through the
application of novel digital modelling, simulation and manufacturing technologies. A specific focus will be on the use of 4D printing with smart materials using robotic application technologies. The results of this initial survey will serve as a foundation for the development of future research directions & strategies. All data provided is anonymous and the Survey has been scrutinised and given approval for distribution by the Brunel University Research Ethics Committee.
Bed retailer Bensons for Beds has announced the extension of its luxury range designed by Sir Terence Conran. Following the success of the Harper, an exclusive bed frame designed by renowned designer Sir Terence Conran, Bensons for Beds has extended the range by adding four new premium beds to the product line up. The four new bed frames, which include The Elycia, The Avery, The Langdon and The Maddox, will be available in 14 different fabrics, and two different solid wood foot colours. Bensons for Beds has also announced the launch of a brand new radio sponsorship with Magic. Bensons creative sponsorship of Magic Breakfast and evening show Mellow Magic will harness Bensons for Beds’ campaign of ‘Sleep like a pro, live like a pro’. The deal is part of Bensons for Beds strategy for relaunching its successful in-store sleepPROTM – exclusive sleep technology that analyses the way you sleep to help find the right mattress for you.
w www.fira.co.uk
ORGANIC
Platinum Enterprise (UK) Ltd T/A Sareer Furniture Savile Business Centre Mill Street East Dewsbury West Yorkshire WF12 9AH
w www.bensonsforbeds.co.uk
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19th October 2018 | 17
F EATURE |MAMMOT H
Mammoth founder and director, John Tuton, recaps on last month’s Bed Show where the company launched its new mattress range bringing science and luxury together. 19th October 2018 | 18
f o r F u ll s t o r i e s a n d d a i l y n e w s u p d a t e s : W W W . C a b i n e t - m a k e r . c o . u k
At this year’s coveted Bed Show, Mammoth unveiled a fresh and innovative new mattress range, tailored to meet the latest design and comfort needs of customers that caught the attention of high street retailers, department stores and interior experts at the exhibition. Mammoth’s all-new RISE and SHINE collections signal an exciting new chapter in the company’s history, establishing the business at the forefront of the mattress industry. It showcases innovation and quality to customers, based on their requirements for a mattress and what they want and need from it. Speaking about the new range, Mammoth Founder and Director, John Tuton, said: “We were thrilled to reveal our new RISE and SHINE collections to the industry at the Bed Show and they received a great reception at our stand. “Our customers are at the heart of each stage of our evolution and development, and, as we continue to innovate our designs and update our range, we do this based on customer requirements from both a practical and aspirational point of view.
So, what’s the difference? The RISE collection is ideal for those where fitness and exercise is a key aspect of their day-to-day life. RISE customers like to stay healthy but also enjoy affordable and attainable luxury and comfort. Each RISE mattress is vacuum packed and arrives rolled in a box, making the process of getting and using a new mattress quick, easy and convenient. The SHINE collection is perfect for those who want to give their health and energy a boost by investing in premium quality products. SHINE customers will benefit from our best collection and be able to choose a mattress that has the correct depth and feel to ensure a great night’s sleep. The new Mammoth RISE and SHINE collections are available for stockists to order now for delivery in November.
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“We were thrilled to reveal our new RISE and SHINE collections to the industry at the Bed Show and they received a great reception.”
To find out more about the new RISE and SHINE collections, and how you can stock them, please contact the Mammoth team on enquiries@mammothuk.com or call us on 0845 838 7767 to request more information.
w www.mammothmattress.co.uk
“Mammoth will always be about providing sleepers with the very best in comfort and quality, but now we’re also focused on guiding them through the purchasing decision with a clear and simple process, so that they can select the best mattress for them, based on their specific wants and needs. “Our new RISE and SHINE collections retain our brand DNA, keeping key features including our unique Medical Grade™ Foam, Posture Cell technology and zonal support, but with added benefits that help customers go to sleep more comfortably than ever before, so that they wake up feeling truly refreshed and full of energy.” Personalised buyer experience Built on the same foundations of scientific research, medical grade comfort technologies and rigorous product development, the RISE and SHINE collections provide specific options that ensure a unique buying experience for customers. Each collection provides three choices: something softer, something in between with the familiar bounce of pocket springs, and something a little firmer.
About Mammoth Mammoth mattresses are British-made with all manufacturing facilities based in the UK. The company is partnered with the Chartered Society of Physiotherapy and Tottenham Hotspur and proud to be the go-to benefit provider to: British Athletes Commission, The Rugby Players’ Association, WRPA, IRUPA and the Professional Cricketers Association.
healthcare origins, where its predecessor ‘High-Specification Foam’ was successfully used as a pressure relieving and supportive component in medical beds and seating within the NHS and private healthcare. Mammoth’s HQ is at Cobalt Business Park, near Newcastle. For more information about
Mammoth’s invention, Medical Grade™ Foam, is an innovation derived from
19th October 2018 | 19
MANU F ACTURE |BED S H O W R e v i e w
Garland Floral by Sweet Dreams
Cabinet Maker reflects on last month’s Bed Show in Telford.
The ninth edition of the annual Bed Show took over the International Centre in Telford from 18-19 September 2018. Organised by the National Bed Federation (NBF), this year’s show delivered another successful event despite most admitting the market has continued to be challenging. How best to combat a challenge? Display new products in force, maintain a presence 19th October 2018 | 20
and continue to ride the waves the next storm brings. And largely speaking, the array of new product, revamped ranges and show specials on display at this year’s Bed Show clearly dictated a ‘keep calm, lets carry on’ attitude. When walking through the stands it wasn’t hard to overhear the two topics of conversation over the two days, with the first being a familiar word us Brits have adopted; Brexit. Without going into detail, to sum
up what the overall view lingered on was the phrase ‘Don’t know!’ Some have their opinions of what will happen come March next year but the ultimate factor is that no one really knows what to expect – and with that air of uncertainty you can either dwell on it or continue to be as proactive as possible. Thankfully, it was more of the latter. So the second hot topic was in fact boxed
...for visiting us at the Bed Show! Our brand new collection of Salus headboards and divans features ten contemporary designs and a superb swatch book of seventeen colours and three fabric types to choose from. The full range will be available for pre-Christmas delivery, so contact us now for more details.
email: customerservices@breasley.co.uk | tel: 01629 823680 salusbeds.co.uk
MADE IN UK
19th October 2018 | 21
Memory foam
No turn
Made in the UK
5 year guarantee
MANU F ACTURE |BED S H O W R e v i e w space to date with its innovative stand, whilst the majority of exhibitors had their respective offerings of the concept.
TREYFORD 140 Sofabed by Gallery Direct
From one debut to another, Gallery Direct was delighted with the success of its first Bed Show and paid particular praise to its new sofa bed launches. As you read on, Cabinet Maker explored the Gallery of sofa beds more thoroughly in this week’s issue.
mattresses. No prizes there if you had already guessed it! Yes, the mattress-in-a-box concept is certainly creating its own storm in what has been generously described as a ‘crowded market’. Dewsbury-based bed manufacturer The Shire Bed Company took the opportunity to unveil is new bed-in-a box offer, as well as its Egyptian cotton collection of white mattresses, where it has spent almost half a million pounds on its dedicated ‘roll and rest’ production facility, which
Hybed by Harrison Spinks
19th October 2018 | 22
includes a new wrapping and rolling and foam cutting machinery as well as a glue line to further automate its systems. Both were well received. Breasley used the show as the perfect launch platform for its revitalised vacuum-packed range UNO, as well as the brand’s Natural Affinity boxed mattress collection featuring wool, silk and cashmere. Simba, a debutant at this year’s show, took its largest exhibition
It wouldn’t be a Bed Show without the crowning of the new Bed Manufacturer’s of the Year for both over and under £10m turnover. Harrison Spinks took the top accolade, whilst Millbrook Beds won the other. Commenting on their respective titles, Simon Spinks, managing director of Harrison Spinks, said: “We are delighted to be named the National Bed Federation’s Bed Manufacturer of the Year in the over £10 million turnover category. To be recognised by our peers and customers for our approach and achievements in the last 12 months is really special and important to the whole Harrison Spinks team. “This year’s Bed Show was our most successful yet. Our new collections from Harrison Bed Tailor, Somnus and Hybed were incredibly well received by attendees
THE NAKED TRUTH
The naked truth is that the key to a great night’s sleep is maintaining the body’s temperature all night long. The body’s core temperature has a natural rhythm while sleeping which many people struggle to maintain by adding and removing layers in bed each night. It’s time to strip off your old ways! Therma-Phase+ is an advanced mattress with a unique combination of built-in phase-change crystals and additional copper particles which react to the skin’s temperature, absorbing and releasing heat while you sleep - whilst at the same time ensuring the mattress is as supportive as it can be. If you want to increase sales and realise the return on investment of innovation over imitation, contact us now via the ‘Become a Stockist’ link on www.kaymed.co.uk and discover the naked truth about Therma-Phase+ 19th October 2018 | 23
www.kaymed.co.uk
MANU F ACTURE |BED S H O W R e v i e w was the latest launch of bedframes by Sweet Dreams. Its foam-encapsulated spring mattresses with luxury specifications were also an ‘outstanding success’ for the business that has recently celebrated its 30 year milestone. Commenting on its star performer, Sweet Dreams said: “The star of the show was Ramsay Tencel® 1000, which is from Sweet Dreams’ Enchanted collection. Also launched at the show to acclaim was the Anniversary luxury collection. The showstoppers, however, were from the bedframe range: Garland and Vivien. With movie star looks and upholstered in sensational new fabrics, the British-made debut models elicited wows from show visitors. With a spring-slatted base, and in three sizes, these bedframes garnered a high level of attention
Vivien in Tulip by Sweet Dreams and we secured new listings for Hybed with a number of new customers. Our Spink & Edgar upholstery bedsteads caused a stir and visitors were impressed to find out that they are 100 per cent foam free, using only springs and natural materials to give their support. “We also gave retailers a sneak preview of our plans for our new marketing campaign and unveiled our new website which showcases all our brands in a single destination. 2019 promises to be an exciting year and the Bed Show really helped us to get off to a brilliant start.” Millbrook’s operations director, Ross
Thurston, commented: “The new Perfect 2 collection is the best range of mattresses we have ever made and is the result of a year’s worth of significant R&D.” Millbrook added that winning the award was the ‘icing on the cake’ for the business who enjoyed its ‘most successful Bed Show’ to date with an order book totalling just short of a 350% increase compared to last year’s show. The company also found time to host its own award ceremony with Adam Oldham taking the Millbrook Beds Agent of the Year accolade. Adam is one of the newest additions to the sales team, and looks after retailers in Yorkshire, Lincolnshire and the North East of England. Moving onto another category of success
Shine by Mammoth
for the Sweet Dreams stand.” Also drawing attention was Kaymed’s open plan stand where they showcased its Therma~Phase™+ range, which includes pocket sprung and all foam models that are available in a range of eight divan colour options. Therma~Phase+™ is a pressure relieving high density material, containing unique phase-change crystals and copper particles.
Therma-Phase+ Synergy 2000 by Kaymed 19th October 2018 | 24
The phase-change crystals work by constantly absorbing and releasing body heat to maintain the ideal sleep surface temperature. The copper infusion works as a super-fast conductor, quickly moving heat to and from the mattress surface as required. Visitors also got to try their new GelBreathe™
Our Brand New Collection of no-turn pocket sprung mattresses feature sumptuous fillings, including natural latex and memory foam, to ensure a wonderfully restful night’s sleep. www.myersbeds.co.uk
Made in the UK
5 Year Guarantee
MANU F ACTURE |BED S H O W R e v i e w a subdued attendance firmly put to bed. The concerns of market conditions, uncertainty, consumer confidence levels and even the noshow of some big name bed brands played on the minds of potential visitors leading up to the show – and even on some of the exhibitors. However, the halls were busy, the stands were populated and the buzz was there to see. The Gala Dinner was another show highlight, with man-mountain Martin Bayfield, a former rugby union star and future comedian on his hosting performance, excelling in conducting the awards evening. All the winners of this year’s awards can seen in the ‘Winners’ panel and on behalf of the Cabinet Maker team, congratulations to each of the businesses. Shire Beds welcomed guests to its stand collection. This unique combination delivers the feel of latex combined with gel technology. Finally, the Kaymed Mighty Bed® was also on display, which is designed to be ultradurable with long-term performance. Kaymed said that ‘this range has proved enormously fruitful for our stockists and is now the UK’s
As another year passes by, the NBF are eagerly awaiting the 2019 edition, which will market leading firmer feel premium brand’. It has to be said that the show proved to be another hit and footfall flocked the stands with the preanticipated worry of
Next year will be the 10th anniversary of the Bed Show 19th October 2018 | 26
Millbrook Beds team collecting award
WHAT’S THE SECRET OF COMMONWEALTH GOLD
www.millbrook-beds.co.uk
#PERFECTSLEEP
MANU F ACTURE |BED S H O W R e v i e w
Harrison Spinks was named the Bed Manufacturer of the Year (over £10m turnover) be the Bed Show’s 10 year anniversary. The dates have already been confirmed and will take place from 17-18 September 2019 at the usual setting of Telford’s International Centre. To conclude a successful ninth show, Jessica Alexander, executive director of the NBF, said: “Once again, the Bed Show was fantastic and feedback from exhibitors and visitors was really positive. Over the years the event has become known and admired for its formula-winning format and we were pleased with our visitor numbers this year. “The industry has had a challenging six months but our NBF members pulled out all the stops to deliver some quality, eyecatching stands and some exciting new products. The Bed Show will be back in 2019 for its 10th year and we are looking forward to making it a show to remember.”
w www.bedshow.co.uk
And winner is... • Harrison Spinks for Bed Manufacturer of the Year (over £10m turnover) Runner up Hypnos
• Millbrook for Bed Manufacturer of the Year (under £10m turnover) Runner up Duvalay
• Maes Mattress Tickings for Bed Component Supplier of the Year Highly commended John Cotton Group
19th October 2018 | 28
This year’s Bed Award winners were...
• Dreams for Large Bed Retailer of the Year Runner up Bensons for Beds
• Argos for Large Online Bed Retailer Runner up Land of Beds
• Arighi Bianchi for Small Bed Retailer of the Year Runner up Peter Betteridge
• Otty Sleep for Small Online Bed Retailer of the Year Runner up Hügge
Thanks For Being Our Guest at the 2018 NBF Bed Show
A big thank you to the many customers – old and new – who came to see us at the show. We had an excellent response to our new launches – especially the new concept bed-in-a-box Sleep8 product. www.shirebeds.co.uk | Tel: 01924 439898 | Email: info@shirebeds.co.uk
19th October 2018 | 29
RETAI L INTE L L I G ENCE |ADVERTISIN G COPYRI G H TS
COPYRIGHTS IN ADVERTISING How to Avoid Copyright Infringements in Your Advertising - Bernard Eaton, managing director of Greenwood Retail Ltd Quite naturally, everyone in business is looking for ways to improve their sales and profit. The stakes are high. After all, business is something that if you don’t get enough of, you go out of. This is why most business people are constantly watching and thinking about (if not obsessed with), what everyone else in their marketplace is doing. It’s not surprising, that when we find out someone else in our marketplace is doing well; the temptation to try and emulate their success is huge. To some, this temptation is irresistible. And temptation can lead you into big trouble.
Without these laws, we would be living in an ugly state of intellectual property anarchy. Brilliant and creative people would not and could not share their life enhancing works of art, music and literature with the world. Businesses at the cutting edge in medicine, science, computing, marketing and engineering simply would not function, never mind prosper, in an environment where anyone could just help themselves to the intellectual property of others. This is why courts all over the world take these laws very seriously indeed to protect the motivation for creativity, invention and progress.
It’s not their fault that the general business community don’t know much about copyright law. Why would they? Why would anyone except legal professionals? For this reason, advertising plagiarism is rife and most cases are due to ignorance of the law, rather than from malice. However, as we all know, ignorance of the law is no defence in law. As the lawyers say, you won’t get home by pleading stupidity.
Any company which has painstakingly created and developed its own copyrighted advertising materials, must of course protect their intellectual property. These special advertising materials are the very thing clients pay to have the exclusive use of from time to time. These special materials mean to a company such as ours what a ‘Best Seller’ is to an author or, a ‘Number One’ hit means to a singer. Naturally one cannot allow their intellectual property to be used without permission. Companies and people literally have no choice other than to protect their materials against such theft.
The Myth.
The Solution.
Usually, the perpetrators (accidental or otherwise) believe the myth that they’ll be innocent of any wrongdoing, just as long as they make a certain number of changes to an existing print advertisement, letter, web page design, etc. This is simply not true. The legal test of copying is the comparison of the similarities – not the differences. It is not about how many changes one makes.
The elements which make advertising work are very subtle indeed. Some elements are obvious to the eye. Some are not obvious at all. As anyone who is experienced in advertising will know, even the slightest alteration to a marketing piece can make a huge difference to its performance. Ironically, those who use amended versions of other peoples advertising materials don’t realise until it’s too late that the changes they make in the hope of avoiding a copyright prosecution, actually diminish the performance of the advert. So, they risk an expensive and stressful legal issue, while at the same time, failing to profit from the exercise after all.
The Problem.
If it is obvious to any reasonably intelligent person (for example a judge), that the offending item has been created from a process of reference to, and amendment of, the original, and if the similarities can be fairly described as substantial, then it will usually amount to infringement, regardless of the number of differences or changes. Fines and legal costs can be very substantial, usually totalling five figures, even in simple cases.
Below is a simple guide to help avoid any inadvertent advertising copyright issues.
The Law.
Always start with a blank sheet of paper.
Copyright law is wide and complex. It covers all aspects of design across media, music, literature, manufacturing etc. (search ‘Berne Convention’). Basically, in most countries, copyrights in any design, musical or literary work including advertising materials, automatically exist for the author, as soon as the work is recorded, saved or committed to paper. The work does not need to be registered, nor is there any requirement to display a copyright notice but, displaying the © symbol, and stating the year of the work, does highlight the author’s intention to protect the work.
Don’t refer to other peoples advertising for ideas.
Instead, list of all the details and messages you wish to convey to your potential customers.
Then arrange the list in to a logical order.
Compose the messages in your own original words and style.
For example, if you composed a song or, designed a brand logo and scribbled it on to the back of a napkin in a coffee shop, the copyright in that work will be your sole property for up to 50 years after your death. Imagine if that work were to become globally recognised, if your song became the next big hit for Ed Sheeran or, if your logo design was purchased by Apple. You can imagine the maths. And you certainly would not allow anyone to claim that your work was their work.
Finally, fashion the advert to look unique – this will make it stand out.
The Importance of Copyrights.
If you’re not sure of the originality or, you’re not happy with the outcome of your design, then it’s often worth hiring a professional copywriter to put your adverts together for you. You’ll find them through advertising agencies everywhere. And this is the one sure way, to be certain that you could not be accused of copying!
Copyright laws have evolved through necessity over nearly 200 years.
Contact: 01565 650 101 or visit www.greenwoodretail.com
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An award for excellence in British design Judging panel - Furniture Simon Alderson - twentytwentyone Helen Berresford - ID:SR Joanna Biggs - GA Design Elliott Koehler - Layer Design Jeremy Myerson - Royal College of Art Tom Pearce - Farrah & Pearce Campbell Thompson - The Conran Shop Terence Woodgate - Studio Woodgate
Judging panel - 2D Linzi Coppick - Forme UK Daniel Hopwood - Hopwood Design Studios Prof Clare Johnston - Royal College of Art Natasha Marshall - Natasha Marshall Corinne Pringle - tp bennett Peter Thwaites - Rapture & Wright
Now accepting applications for: - Furniture - 2D (textiles, wall coverings, surfaces,
carpets and floor coverings)
Submission deadlines: Early bird: 29th November 2018 Final: 24th January 2019 Apply now: www.designguildmark.org.uk
Famiglia by PearsonLloyd, Awarded DGM 206 in 2018 19th October 2018 |
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MANU F ACTURE |SEA L Y
Activsleep – Pocket Memory 2800 in Dark Steel
Neil Robinson, sales and marketing director at Sealy, discusses the important benefits of its new Activsleep range. Wake up with a spring in your step this winter with Sealy . It’s official – summer is over and the clocks have gone back meaning darker and colder, nights ahead. No matter whether you’re a sun worshipper or love to get cosy in the cooler autumn months, this time of the year can play havoc when it comes to people’s sleeping patterns, with colder weather and darker mornings making it harder for many people to get to sleep at night and wake up in the mornings. A supportive mattress can be the difference between springing out of bed in the morning, and wanting to hibernate for the rest of the day. Luckily, Sealy’s new Activsleep range is on hand to ensure people can get the best night sleep possible this winter. After all, to sleep well is to be well. Sealy Smart Fibres One of the biggest culprits of sleep theft are allergens, and the winter is no 19th October 2018 | 32
exception. Those who have a sensitivity to house dust mites can be at particular risk during the colder months, when a combination of central heating and closed windows helps them to thrive. Luckily, all Activsleep mattresses contain Purotex, a probiotics-based textile made of five 100% natural bacteria. Purotex microcapsules release friendly bacteria into the fabric of the mattress to clean up allergens, reduce humidity and create the perfect clean, healthy sleeping environment, meaning a better night’s sleep for everyone. Adaptive technology A combination of colder temperatures outside and cranking up the central heating to overcompensate can make it difficult for the body to regulate temperature throughout the night. Luckily Sealy’s intelligent textile
technology, Adaptive, is on hand in all Activsleep mattresses to combat moisture and temperature. Adaptive technology uses the body’s energy to accelerate moisture wicking, evaporation and cooling – the perfect solution for a cool, dry sleep. Innovative gel fillings Comprising three out of the twelve products in the Activsleep range, Sealy’s Activ Geltex models offer support, comfort and coolness. A layer of Geltex in these mattresses
Activsleep – Pocket Memory 1800 in Pebble
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provides triple benefits of pressure relief, body support and breathability. Offering excellent zonal support to the body, Geltex responds to each person’s individual shape and springs back as they move in their sleep, ensuring full body support throughout the night and promoting spinal alignment. This helps prevent extra strain on muscles and joints throughout the night, meaning it’s easier to wake up feeling refreshed and ready for the day – especially important when the dark mornings make it harder to get out of bed. A comprehensive range Whether it’s the support of an extra firm mattress or the cosy softness of a pillowtop, Sealy’s Activsleep range comprises a range of twelve mattresses that are perfectly adapted people’s needs - whatever type of sleeper they are.
Activsleep – Ortho Extra Firm in Fawn
Winter can come with a host of problems that make it difficult to get a good night’s sleep, but whatever the issue, tackle it with Sealy’s Activsleep range. Offering a variety of spring systems and comfort ratings, the Activsleep range can ensure your customers get the support that’s right for them, meaning better sleep and easier to tackle mornings this winter.
w www.sealy.co.uk/activsleep Activsleep – Geltex Pocket Euro Top 2800 in Fawn
Activsleep – Geltex Pocket Euro Top 2800 in Fawn
“A supportive mattress can be the difference between springing out of bed in the morning, and wanting to hibernate for the rest of the day.” 19th October 2018 | 33
MANU F ACTURE |S H IRE BEDS
the shire show Fara Butt, sales and marketing director at Shire Beds, shares its Bed Show success with Cabinet Maker.
Fara Butt & Sajid Butt
The Shire Bed Company is celebrating a successful two days at the 2018 National Bed Federation (NBF) Bed Show. As well as providing inspiration for guest bedrooms, Shire launched two new ranges – Sleep8 and Luminescent. Said Fara Butt, sales and marketing director at Shire Beds: “We’re delighted with the response to our products, both new and existing, at this year’s show. We had a number of orders placed and are happy with the feedback that we got from customers and stand visitors.” Sleep8 represents the next generation bed-in-box offer and combines convenience with comfort. The range includes four mattresses, all finished with a sporty zipped cover to ensure user comfort. Sleep8 Latex incorporates a 2000 count micro pocket spring unit with latex and seven zoned airflow foam. Sleep8 Cool Blue features a 2000 count micro pocket 19th October 2018 | 34
Shire Beds stand at the Bed Show
spring unit with memory foam and seven zoned airflow foam. Sleep8 Memory includes a 2000 count micro pocket spring unit with a range of fillings and seven zoned airflow foam. Sleep8 Kay Gel also features a 2000 count micro pocket spring unit Kay Gel and seven zoned airflow foam. Said Fara: “Sleep8 worked really well on the stand. There was a huge amount of interest shown and we’re really impressed with the number of orders that have already been placed.”
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Shire launched the Sleep8 and Luminescent ranges
Luminescent, an all-white Egyptian cotton collection, brings a touch of luxury to a market becoming increasingly aspirational. It consists of three mattresses which are all handmade in the UK and feature a number of fillings and extras to target specific requirements. Luminescent Pearl, a 2000 pocket spring mattress, with polyester, cotton, cashmere, silk, wool and mohair fillings and comes with eight wool tufted handles and 16 vents. Luminescent Ivory, a 1500 pocket spring mattress, includes polyester and cotton fillings and is finished with wool tufted handles, four vents and butterfly clips.
Shire also had its existing guest bed duo on display to complete its ‘overnight visitor’ story, including the standard Guest Bed that can be used with a selection of open coil bonnell and foam mattresses. Plus, the Luxury Guest Bed where the underbed is the same size as the main bed meaning extra space for your visitor. All Shire’s on-stand visitors also received a free goody bag. So far this year, the manufacturer has invested heavily in its production and office facilities.
Luminescent Oyster, a 1200 pocket spring mattress, features a combination of polyester, memory foam and eco-bond fillings, finished with four quilted handles, two vents and butterfly clips.
It has recently purchased high spec packing, hydraulic mattress press, rolling and foam cutting machinery for its dedicated Roll & Rest production facility to help make its systems as automated as possible. Shire has also re-engineered the flow of the factory to improve throughput.
Said Fara: “We also saw a positive reaction to Luminescent and were told by a number of manufacturers that in a sea of knitted fabrics it was great to have a crisp, fresh looking, natural feel mattress collection.”
Now stronger than ever, Shire is keen to keep developing innovative products with smart designs. It is constantly applying its technical and creative flair to provide new solutions to ensure it remains ahead of the game.
Added Fara: “Investing in the latest technology means we can continue to innovate and expand and develop our product range to meet ever changing consumer demands.” Shire has plans in place to continue its work with Yorkshire County Cricket Club (YCCC) and Leeds Rhinos, to develop an innovative new sleep enhancing project, based on research into the players’ sleep patterns. It has also celebrated a contract win with major regional hotel chain, Cedar Court Hotel. The family-run business has been supplying the trade since 1997 and today the company’s range of beds, mattresses and divan bases are supplied nationally and internationally to major retailers and the contract sector including education, care and hospitality.
w www.shirebeds.co.uk
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F EATURE |SI L ENTNI G H T
Angela Moran, product strategy director at Silentnight, uncovers the secret to a great night’s sleep, backed by science.
“We tested Geltex, latex and memory foam on the key factors behind a perfect night’s sleep.”
For over 70 years Silentnight have led the way in British bed making and are immensely proud to be the UK’s most trusted sleep brand. To be recognised as one of the UK’s strongest brands is a huge achievement, and we’ll continue investing, innovating and producing quality products to make sure we continue leading the way. At Silentnight we understand sleep, whether you’re growing or grown, young or old, mum or dad – we have the perfect bed and mattress for you. From our new generation gel-infused foam to our high performance Eco Comfort Fibres™ all of our collections have been designed with choice in mind. Now, we are working in partnership with the University of Central Lancashire so that
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we can provide a real science behind our mattress designs. Better sleep, backed by science Geltex is our advanced gel infused foam comfort filling that comes with enhanced breathability, soothing pressure relief and Active Response™ technology to gift you perfect, undisturbed sleep, night after night. Studies have shown that Geltex is the best foam comfort filling around. We teamed up with the University of Central Lancashire to conduct a series of scientific studies putting Geltex against memory foam and latex. The result? Geltex out-performed memory foam and latex in all areas, including comfort, firmness, pressure relief and spinal alignment.
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What makes Geltex the best all-round foam comfort filling? We tested Geltex, latex and memory foam on the key factors behind a perfect night’s sleep. See how they performed. Geltex is our leading comfort layer and here’s why… Firstly, it has a highly elastic profile with Active Response technology that allows for a greater ‘bounce back’ to support easy movement through the night, leading to a blissfully undisturbed sleep. Secondly, it features a breathable open cell structure that lets air pass through the mattress and help prevent overheating, so you wake up feeling refreshed and ready to go. Finally, it’s incredibly flexible and moves as you move, providing even weight distribution and optimum pressure relief to ease away aches and pains. Why do customers love Geltex? Beverley’s review of Pocket Geltex 2000 – “So comfortable, doesn’t make you sweat like memory foam. Always had memory foam in the past but now I’m a total covert to Geltex” Mark’s review of Studio (medium) – “Incredibly comfortable in any sleeping position. Has completely changed my night’s sleep. Sleeping through in a deep sleep every night now”
Sleep better, wake up brighter Our Gel infused comfort filling can be found in many of our ranges including our new Inspired Collection. The Inspired Collection includes four models within the range that feature our Geltex comfort filling ranging from medium/firm to medium/soft, there’s something to suit everyone. Elson The Elson mattress features 4cm of our advanced gel infused comfort layer along with our exclusive zoned Miracoil system which offers outstanding support and superior spinal alignment. It also maximises sleeping space and reduced “roll-together” for less partner disturbance – making it ideal for couples. The Elson mattress offers a medium/firm feel. Wordsworth The Wordsworth mattress features 4cm of our advanced gel infused comfort layer and sits atop our leading zoned Mirapocket spring system which consists of 1000 individually
nested springs that react independently to the weight and movement of your body. Our Mirapocket spring system offers tailored support, even weight distribution and maximum sleeping space. The Wordsworth mattress offers a medium comfort. Picasso The Picasso mattress features 4cm of our advanced gel infused comfort layer and sits atop our leading zoned Mirapocket spring system which consists of 2000 individually nested springs that react independently to the weight and movement of your body. Our Mirapocket spring system offers tailored support, even weight distribution and maximum sleeping space. The Picasso mattress offers a medium/soft comfort. Kingsley Our Kingsley mattress combines our advanced gel infused comfort layer with Ultraflex – a layer of 1000 responsive minisprings – to create an enhanced comfort layer which offers unrivalled support, luxurious comfort and greater breathability to prevent overheating and ensure a cooler, fresher night’s sleep. Our Ultraflex comfort layer works in harmony with our trademark Mirapocket spring system to give you the best sleeping experience around. The Mirapocket spring system is a double-layered pocket spring system which features 200 individually nested springs that respond independently to your weight and movement for truly tailored support. Our Kingsley mattress is available in 3 different comforts, medium/firm, medium, medium/soft.
w www.silentnight.co.uk/geltex-collections
Silentnight teamed up with the University of Central Lancashire to test Geltex 19th October 2018 | 37
M ANU F ACTURE |G A L L ERY DIRECT
CROFTON Group
James Hudson, sales and business development director at Gallery Direct, reflects on their first Bed Show appearance and how its sofa beds took centre stage.
This year’s Bed Show saw Gallery Direct exhibit for the first time. They featured two brands, Hudson Living luxury sofa beds and Gallery mattresses, divans, bedsteads and headboards. The brand-new sofa beds collection, featuring twelve on-trend and stylish designs, was launched at the show, where it was extremely well received. James Hudson, sales and business development director at Gallery, commented: “We’ve worked really hard developing this new range. We wanted to prove that sofa beds can both
JULIE Headboard, Divan No Drawer in Longbridge Dark Green look and feel good, so we’ve incorporated sumptuous, soft-filled cushions and everyday mattresses. This ensures comfort for both sitting and sleeping - they are designed for living. Combine this with stylish designs and affordable quality, and they really do break the mould.”
CHISWICK 140 Sofabed 19th October 2018 | 38
The sofa beds are made to order in Gallery’s Wiltshire factory, using only the finest raw materials. Their team of specialist craftsmen, with decades of expertise in creating quality upholstery and mattresses, ensure there is attention to detail in every stitch.
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And as proud members of the National Bed Federation, there is a guarantee of the highest quality standards to give you peace of mind. All Gallery’s mattresses and upholstery are made under one roof, giving complete control, and probably the best sofa bed mattress available in the UK today. Each sofa bed in the collection is available in 36 different fabrics, and the fantastic range of styles ensures there is something to suit all tastes and styles of interior, from contemporary design to cosy loveseats to traditional rolled arms. Many models offer a range of seating options, including corner chaises on some. For amazing flexibility, the modular Crofton offers a 2-seater sofa bed, along with corner and single units and footstool, so you can create your own sofa, making it as large as you want. The sleek Burton range includes a gorgeous chaise sofa which offers stylish looks combined with cleverly designed practicality. The chaise section is an ottoman, giving built-in storage, perfect for bedding, ready for when the sofa transforms into a bed. It really is far more than just a sofa, or even a sofa bed. For a traditional feel, there is the Holdsworth which features piping round the edging to add an extra touch of texture, and the
Chesterfield inspired Chiswick, with its rolled arms and hand-produced deep buttoning, a technique which only highly skilled craftsmen can achieve. For those who favour a more contemporary look, Treyford offers clean sleek design and a brushed bronze finish metal underframe, whilst Norwood has a Scandi feel, with its solid oak underframe. Along with the new sofa beds, Gallery also showcased a selection of their mattresses, divans, bedsteads and headboards. Again, these are all made by the team of skilled craftsmen at their factory in Wiltshire. The mattresses are handmade the traditional way, one by one. Only the finest raw materials are used, including alpaca, cashmere and silk, carefully combining different fillings to achieve the desired feel for each mattress. The range offers a choice of turn and no-turn, pillowtops, contract and mattresses for adjustable beds. These team beautifully with the bedsteads, divans and headboards, which are available in the same 36 fabrics as the sofa beds. James told us, “We wanted to simplify life for our customers, so offering all the upholstered products in the same range of fabrics means they only need one swatch book, but the choice is extensive enough to suit a wide range of tastes.” The bedsteads include the Rapture and Felicity both of which feature hand produced
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deep buttoning. Rapture is offered with a high or low footend, whilst the clever design of Felicity allows it to sit tightly against a wall, perfect where space is limited, but a sophisticated opulent look is desired. Lancaster with its ‘chequer board’ design is ideal for those who like a more contemporary style. The divans offer a range of storage options, including an ottoman with high quality hydraulic pistons which allow the platform to open incredibly wide, giving easy access to the entire storage area. Lift retention straps are included as standard for safety, and internal corner pieces are covered with fabric – Gallery have thought of all the details. Even their Adjusta beds are available with storage drawers if required. Add a stylish headboard in a choice of designs to complete the look. James continued, “We were delighted with how all our products were received at the Bed Show – the feedback was incredibly positive. But you know Gallery, we’re never prepared to sit back and relax, so we’re now working towards January 2019, where there will be more new products to add to our existing ranges, and an exciting new brand launch!” We look forward to seeing Gallery at the January Furniture Show.
w www.gallerydirect.co.uk
“ We’ve worked really hard developing this new range. We wanted to prove that sofa beds can both look and feel good.”
TREYFORD 140 Sofabed 19th October 2018 | 39
C L ASSI F IED
AREA SALES MANAGER AREA SALES MANAGER
NOW RECRUITING
SOUTH ENGLAND SOUTHOF OF ENGLAND
CIMC has been established for over 30 years and is one of the leading suppliers of furniture, lighting, and home accents in the UK. We have the following two exciting opportunities that have arisen for our company.
Competitive Company Car Car ++ benefits benefits CompetitiveBasic Basic Salary Salary ++ Commission Commission Scheme Scheme + + Company
Regional Sales Manager for Scotland & N. England-Attractive Salary & Bonus Structure, Company Car, Phone etc… (OTE Yr. 1: £35 - £45k).
MARTIN STAUD GMBH INNOVATION AND SINCE 16531653 INNOVATION ANDTRADITION TRADITION SINCE Solidcraftsmanship craftsmanship and industrial manufacturing processes form theform basis the when it comes Solid andadvanced, advanced, industrial manufacturing processes basis when it to the production of our high-quality bedroom furniture ranges. The STAUD comes to the production of our high-quality bedroom furniture ranges.product offer includes modern, top-quality wardrobe systems, bed, chests and occasional furniture ranges. A clear product The STAUD product offer includes modern, top-quality wardrobe systems, bed, chests and range structure offers our customers a wealth of models and variations for individual bedroom design. occasional furniture ranges. A clear product range structure offers our customers a wealth of models variations for individual This is and a fantastic opportunity to join anbedroom energetic design. business at a time of expansion into the UK market. Reporting to the UK Sales Director the ideal candidate will have passion for the industry
and is will have a driven and motivated attitude towards business relationship customers. You This a fantastic opportunity to join an energetic at building a time ofwith expansion into the UK will have a proven track of generating and integrating thesepassion new customers market. Reporting to therecord UK Sales Directornew thebusiness ideal candidate will have for the into your account basehave seamlessly. With themotivated ability to work autonomously, you will be able to really industry and will a driven and attitude towards relationship building withtake control of the territory fromathe start. There is huge of opportunity on new patchbusiness that, withand the right frame of customers. You will have proven track record generating integrating mind,new can customers be made into a really of seamlessly. the business. With the ability to work these into yourthriving accountpart base autonomously, you be able take control of the territory from the start. There is Some key points to will consider for to thisreally role would be: huge opportunity on patch that, with the right frame of mind, can be made into a really • Industry knowledge is ideal thriving part of the business. •
Strong skills in relationship building and maintaining
• •
Ability to work autonomously Will to work hard and put in the hours to effectively grow territory
Availability travel andfor staythis overrole throughout Some• key points totoconsider would the be:territory
• Industry knowledge is ideal • Enthusiastic, charismatic and determined personality • Strong skills in relationship building and maintaining • to travel and overSales throughout This is Availability a wonderful opportunity for stay an Area Managerthe thatterritory has a lot of passion and drive to work • and Ability autonomously hard smart to on work the territory and to help the business grow in this region of the United Kingdom. • Will to work hard and put in the hours to effectively grow territory To•be considered for the position please send your CV with covering letter to – Enthusiastic, charismatic and determined personality
sandro.zemunovic@staudmoebel.de
This is a wonderful opportunity for an Area Sales Manager that has a lot of passion and drive to work hard and smart on the territory and to help the business grow in this region of the United Kingdom.
19th October 2018 | 40 To be considered for the position please send your CV with covering letter to – sandro.zemunovic@staudmoebel.de
Key responsibilities •Responsible for growth & development of our established customer base within Scotland and N. England •Open quality new customers (both bricks & mortar and online retailers) within the furniture and home industry. •Meet or exceed sales objectives and sales and revenue targets •Build effective trading relationships with key decision makers
Requirements •At least 3 years’ experience in sales within the furniture & home interiors industry •Reasonable IT skills: Microsoft Outlook / Excel / Word / PowerPoint / Social media platforms •Proven track record of selling a full portfolio of products •Ability to build and develop relationships at every level •Confident, persuasive, with a ‘can do’ attitude Email CV to: careers@cimc-lighting.co.uk
National Business Development Manager - Attractive Salary & Bonus Structure, Company Car, Phone etc… (OTE Yr. 1: £35 - £45k). This role requires a field based sales manager to specifically develop independent furniture stores throughout the UK. The candidate must be familiar with the furniture industry and can make quick in roads with good quality furniture retailers. We are currently working with quality retailers such as Fishpools, Barker Stonehouse, Stokers to name a few and are looking to develop and grow these accounts as well as opening more furniture stores with a similar pedigree.
Requirements •At least 3 years’ experience in sales within the furniture industry and a proven history working with strong independent retailers (both bricks & mortar and Online sellers) •Proven track record of selling a full portfolio of products •Ability to build and develop relationships at every level •Reasonable IT skills: Microsoft Outlook / Excel / Word / PowerPoint / Social media platforms •Confident, persuasive, with a ‘can do’ attitude Email CV to: careers@cimc-lighting.co.uk
C L ASSI F IED
TO ADVERTISE A JOB PLEASE CONTACT KACEM Q 01223 846825 m KACEM@CABINET-MAKER.CO.UK
Sales Agent Required for South West England & Scotland
Helix
Therapy
Maxi Base
Established since 1990, Vogue Beds knows what it takes to create the perfect night’s sleep. Boasting design and technical expertise in the bed and mattress industry, Vogue manufacture an extensive range of products in the UK under our Vogue, Repose, Hampton , Therapy Mattresses and Swift Vacuum Mattresses as well as manufacturing a NEW UK made Bedsteads available in 18 fabrics along with Headboards and blanket boxes. Runner up in 2017/2018 NBF Awards for launching the Helix Mattress collection – This innovative mattress has defined the Vogue ethos of creating premium products not previously available in the marketplace. This role would suit an experience and established agent, well versed in selling quality, premium beds and mattresses. All applications will be treated in the strictest confidence.
To apply please send CV to Managing Director, Ebrahim Patel via email: emp@voguebeds.co.uk or contact the office on 01455 841257
TRADE ASSOCIATION MEMBER
TRADE ASSOCIATION ASSOCIATE MEMBER
TRADE ASSOCIATION REPRESENTING THE INDUSTRY
British Furniture Manufacturers British Furniture Manufacturers British Furniture Manufacturers
19th October 2018 | 41
LAST WORD Words by Michal Szlas - CEO of leading boxed mattress retailer OTTY Sleep
Why we need a Text
“The online industry will only continue to grow, with statistics already proving the year-onyear growth of people purchasing their mattresses online.” BELFIELD ROSSINI HYDELINE
Unless you’ve been living under a rock, you’d have noticed an influx of new online boxed mattress companies hitting the market, aiming to “revolutionise” the traditional process of purchasing a new mattress. And even though the “new wave” of online boxed mattress retailers have been around for almost five years, we regularly see a host of new companies hitting the market, with each one utilising key selling points with the ambition to gain consumer confidence. This is working though, highlighted by the record number of people continuing to purchase through online retailers. According to research by the NBF, 51% of all mattresses purchased were made online, with 5% of sales going to boxed mattress companies. However, while business may seem rosy from the outside, the financial figures of some in the sector say otherwise. For example, two major players launched with huge available capital, and both have reported losses due to the heavy annual marketing spend amongst other expenses. While they are doing well in terms of getting the goods out of the door, I’m sure we can all agree that this isn’t financially sustainable as a long-term project. Nonetheless, with online sales evidentially on the rise, what does this mean for brick-andmortar stores? Can they co-exist with the rising number of online companies hitting the market?
Like the other companies, we’ve done this for a number of reasons. Firstly, this helps to showcase the products to customers who aren’t yet convinced by the home trial process and would prefer to test the mattress in store before committing to the purchase. Secondly, it supports brick-andmortar stockists against the wave of online activity, enabling them to both enter the boxed market sector and increase their product offering. Lastly, while having product in well-known retail stores raises our brand awareness, we like to think that our presence brings extra footfall and cross-sales for the retailers as well. The online industry will only continue to grow, with statistics already proving the year-on-year growth of people purchasing their mattresses online. This, combined with the amount of online boxed mattress companies hitting the market, will continue to increase the customers’ savviness when it comes to purchasing a new mattress, and it will be up to the more traditional companies to embrace the online platform or face being left behind.
TO HAVE YOUR LAST WORD OR OPINION PLEASE CONTACT DAN@CABINET-MAKER.CO.UK
The early indications would say yes. There are a number of “online” retailers who are now embarking on new and exciting partnerships with physical stores. At OTTY, we’ve partnered with Next Home and are in talks with a couple of other major retailers to stock our product range.
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Source new products, discover fresh trends, and meet 100s of suppliers at the UK’s biggest furniture show. Make yourself at home at the industry event of the year.
Register now at januaryfurnitureshow.com