ISSUE - SPRING 2012
sealy.com.au
Sleepmaker introduces the NEW Miracoil range.
You can rest assured that mattresses featuring Sleepmaker’s exclusive Miracoil Support System are made to the highest standards at Sleepmaker’s Australian manufacturing facilities. Our new extended Miracoil range provides the deep down support that everybody needs and is available in a variety of comfort options to suit your customers specific comfort preferences and budgets.
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Superior Performance
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For more information call 1300 55 22 00 info@dunlopfoams.com.au www.dunlopfoams.com.au 36 Commercial Drive, Dandenong South, Victoria, 3175, Australia
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PROUDLY
SPONSORING
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SUPPORTING YOUR INDUSTRY Spring 2012 Vol. 24 No. 03
front cover 01
Sealy of Australia
industry news 07 Snooze to offer vendor finance assistance 08 Tempur-Pedic agrees to buy Sealy 09 Australian designs on show in London 10 Furniture One achievements
Special Features 13 Australian Furniture of the Year Awards 2012 25 Furnitex and Decoration + Design review 26 Gold Star winners 29 New generation adhesives
Regular Reports 28 Mattress and Base 30 Business: How to ACE the retail sale 32 International news 37 Exhibition Calendar Subscribe Now
FB MAGAZINE – THE BUSINESS PUBLICATION FOR • FURNITURE RETAILERS (DOMESTIC) • COMMERCIAL FURNITURE RETAILERS • INTERIOR DESIGNERS/DECORATORS • FURNITURE MANUFACTURERS (DOMESTIC & COMMERCIAL) • ARCHITECTS & SPECIFIERS (INTERIOR FIT OUTS) • PROJECT MANAGERS • RETAIL FURNITURE GROUPS • OFFICE FURNITURE SUPPLIERS • CONSULTANTS • BEDDING RETAILERS • BEDDING MANUFACTURERS • OFFICE FIT OUT SPECIALISTS • FIAA MEMBER • FRANCHISES, CO-OP’S • IMPORTERS • SOFT FURNISHING STORES • BUYING GROUPS • DEPARTMENT STORE KEY BUYERS • AUSTRADE OFFICES WORLDWIDE • SPECIALIST RETAILERS & INDEPENDENTS • ASSOCIATIONS & INSTITUTES • TRAINING CENTRES • WHOLESALERS, AGENTS, DISTRIBUTORS • FURNITURE DESIGNERS • GOVERNMENT DEPTS (FEDERAL STATE & LOCAL)
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FB | UPFRONT
Furniture manufacturing in Australia has had a fascinating history. Many brands are household names – think Tessa, Fler, Moran, Parker – and while many companies have come and gone, their legacy remains. However, currently there is no historical record of the lifetime achievements and accomplishments of these well known identities and brand names ... and all this history is in danger of disappearing. Which is why we are gearing up to publish a coffee table book: ICONS – A History of Australian Furniture Manufacturers that will record and preserve these Australian icons – their influences, their backgrounds, their histories for future generations. To put this together is going to be a mamoth task so we are asking for your help to locate and contact the people, their family and friends to source the information. We also want to include a comprehensive visual reference using old photographs, line drawings, old family records – anything and everything that will tell their stories. If you have any information that could help in this major undertaking, please contact: Jennifer Curtis: 03 9938 7011 or jennifer@furnitureicons.com.au Ashley Cooper: 03 9938 7052 or ashley@furnitureicons.com.au Vicky Cammiade: 03 9938 7017 or vicky@furnitureicons.com.au
ELITE PUBLISHING CO PTY LTD ABN: 27 006 876 419 PO BOX 800, Templestowe Victoria, Australia 3106 Ph: + 61 3 9890 0815 Fax: + 61 3 9890 0087 Email: info@elitepublishing.com.au Website: www.elitepublishing.com.au PUBLISHER Vicky Cammiade Email: vicky.cammiade@elitepublishing.com.au GROUP MANAGING EDITOR Jennifer Curtis Email: jennifer.curtis@elitepublishing.com.au SALES MANAGER Ashley Cooper Email: ashley.cooper@elitepublishing.com.au CONTRIBUTORS Sue Hirst, CFO On-Call CIRCULATION MANAGER Georgia Gilmour Email: georgia.gilmour@elitepublishing.com.au PRODUCTION For artwork and production enquiries please email: production@elitepublishing.com.au PRE-PRESS Prominent Digital PRINTED BY Prominent Group Pty Ltd EXHIBITION ORGANISERS & PROMOTERS Elite Media & Marketing Pty Ltd P O BOX 800, Templestowe Victoria, Australia 3106 Ph: +61 3 9890 0815 Fax: +61 3 9890 0087 Email: info@elitepublishing.com.au Website: www.elitepublishing.com.au ELITE PUBLISHING CO PTY LTD PUBLISHER OF: Supplier Woodworking Magazine, Flooring Magazine, FB Magazine
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FB | INDUSTRY NEWS
Snooze to offer vendor finance assistance
New Design Life event opens February
As bedding retailer Snooze continues to report strong year-on-year results, the company has announced plans to offer approved prospective franchise partners the option of receiving vendor finance. This offering will allow new franchise partners the opportunity to acquire a store through direct finance from Snooze, rather than a bank or other conventional lender. Snooze Managing Director, Simon Beaty said he believed the new offering would open the doors to prospective buyers who had previously been turned away from the big banks. “At Snooze we’re so confident in our business model that we’re prepared to give anyone interested in
Australia will open its doors to a new trade exhibition with the launch of Design Life, presented by Australian Gift and Homewares Association. The inaugural Design Life will take place at The Dome, at the Sydney Showground, 23 to 26 February 2013. With a focus on high-end homewares, this ‘by invitation only’ expo will offer a holistic approach to buyer engagement with networking, learning and product sourcing provided by the exhibitors themselves. “Design Life will emulate the successful elements of leading global exhibitions to create a sophisticated showcase and buying environment,” said David Leek, CEO, AGHA.
becoming a Snooze franchise partner a fair go.” Simon continued: “With an aggressive growth strategy firmly in place and with proven results amidst some of the toughest retail conditions in history, franchise partners can be confident they’re investing in a business model that’s both profitable, and tried and tested”. Snooze is showing strong signs of meeting its objective of growing its 73-strong store network to 100 over the next three years. It aims to extend its current offering into new markets in Tasmania, and the Northern Territory as well as additional stores in regional NSW, metro Sydney, Western Australia and metro Brisbane. FB
“This is actually an initiative brought to us by our exhibiting members. Making this a feature of an existing trade fair just makes sense. It reduces overall exhibitor expense and capitalises on an already very successful trade fair making it even more attractive for retailers.” Design Life will only feature custom built stands occupying a minimum of 36 m2. Dedicated networking, demonstration and showcase areas will enhance the overall appeal and offer exhibitors additional options for doing business beyond their stand. Design Life will act as a complementary event to AGHA’s Home and Giving Fair which takes place on the same dates at the Sydney Showground. FB
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We are looking for dynamic people who love dealing with others and are passionate about retailing. The Snooze brand has a strong history of over 30 years in retailing and has built a very solid franchise system. We provide franchise partners with a stable platform to start their business and offer support across the entire business including:
For more details • Marketing and Promotional Support call Alistair Browne, • Product Development and Buying Power our Franchise Network • Proven operating system that includes Development Manager comprehensive product and sales training on 0427 401 169 • Business Management support from our on the ground field team • Assistance in site selection and property negotiations • Business finance available to approved applicants
It’s amazing what a little snooze can do. snooze.com.au
FB | NEWS
Sealy and Tempur to join forces in the US On 27 September 2012, Tempur-Pedic and Sealy Corporation in the US signed an agreement to merge the two companies to create a $2.7 billion global bedding provider. It is expected that this transaction will be finalised in the first half of 2013, joining two highly complementary companies with iconic brands, and providing significant opportunities for global innovation and growth. “Whilst this is a significant global transaction and we are excited about the opportunities that come from being associated with a larger joint organisation, we feel the
merger will have little impact on the day to day operations of the Sealy Australia business, particularly in the short term,” said a Sealy of Australia spokesperson. “Sealy of Australia remains a wholly Australianowned, independent company manufacturing Sealy and Sealy Posturepedic under licence. “We plan a ‘business as usual’ approach to growing awareness of and preference for Sealy Posturepedic and will remain active in the development of new and innovative product, as well as promotional and service programs.” FB
Employee or contractor: helping you make the right decision Before your business engages workers, you need to check whether they are employees or contractors by examining the details of the working arrangements. It is important that you get the decision right as you will need to meet different tax and super obligations depending on whether your workers are employees or contractors. Many businesses are getting the employee or contractor decision wrong as they are not checking whether they have set up their arrangements correctly. A significant number of businesses the ATO visited last year to check their contractor arrangements got it wrong. The ATO Employee or contractor homepage offers comprehensive, easy to understand information you can rely on to determine if your workers are employees or contractors.
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The homepage has all the information you need in one place to help you determine if your workers are employees or contractors, including: • the basics – things every business needs to know • the common reasons businesses get the employee or contractor decision wrong • industry specific information • an Employee/contractor decision tool which will give an answer businesses can rely on • summary of the obligations businesses need to meet for their employees or contractors. You are responsible for correctly determining if your workers are employees or contractors and meeting the required tax and super obligations. If you get the decision wrong, you risk having to pay penalties. For more information visit www.ato.gov.au/Employee ContractorEssentials FB
2012 Qantas Spirit of Youth winner announced The Qantas Spirit of Youth Awards (SOYA365) for Australia’s best emerging artists, designers, and creatives, has announced Henry Wilson as the 2012 recipient of the Craft and Object Design category award. Many talented Australian creatives submitted their work into the Craft and Object Design category this year, vying for a chance to win the prestigious title, $5000 in cash, and a rare 12-month mentorship opportunity with one of the world’s foremost designers, Marc Newson. This year, the winner was also sent on a trip-of-a-lifetime to London Design Festival in September. Over 170 designers vyed for the award with over 2500 works submitted. Henry Wilson, the first recipient of the recently revised Craft and Object Design category has built his practice on the philosophy that design should be both built for longevity and honestly resolved. A graduate with first class honours from the Australian National University, he also holds a Masters in Man and Humanity from the Design Academy Eindhoven in The Netherlands and is now based in Rozelle,
Sydney. A strong believer in ethical and human-centred design, Henry creates new objects as well as thoughtful and useful additions to existing objects. He has received numerous awards, scholarships and grants for his work and exhibited in Australia, Europe the UK and USA. For the next 12 months, Henry will be mentored by one of the most sought after designers in the world, Marc Newson. Marc’s distinctive style can be found on an enormous range of designs, from watches and furniture to restaurants, recording studios and even Qantas Club Lounges. Marc believes designing in Australia helped his innovative work break the traditional design mould. “Henry’s work has a simple and fine aesthetic,” Marc said. “Clean lines with a strong emphasis on the material and on the process involved in the making. Each piece evokes a unique and strong vision of the designer behind it. His customisation of existing objects shows both a thoughtful and creative approach”, he added. SOYA365 is open for submissions, with one new creative category closing every month. FB
PAB12007_FB_58x260.pdf
Australian Made welcomes breakthrough for Aussie exports in China In a major breakthrough for Australian exporters, the Australian Made, Australian Grown (AMAG) logo has now been formally trademarked in China. This means that for the first time ever, Australian exporters have a symbol which can be used on their Australian-made or grown exports into China, that both establishes their products as genuinely Australian and is legally protected under Chinese law. “Historically, China has been a challenging environment for the protection of intellectual property,” Australian Made Chief Executive, Ian Harrison, said. “The AMAG logo’s formal registration in China as a country-of-origin symbol for Australia now provides an essential legal framework which exporters can rely upon in the event that the logo (or product carrying it) is copied or used without proper authority.” Australian Made commenced the registration process four years ago with the active and financial support of the Australian Government. “Australia has long enjoyed an invaluable reputation as a reliable exporter of high-quality goods,” Federal Trade Minister Dr Craig Emerson said. “The Government welcomes China's legal recognition of the Australian Made, Australian Grown symbol and the benefits our exporters will enjoy from additional confidence in the Australian brand.” The work was carried out by Australian Made Campaign Partner, EKM Patent and Legal. The registration covers seven classes of goods (classes 5, 20 and 29-33). This includes a wide range of products including furniture. An application for an eighth class of goods (class 25, which includes footwear and clothing) is still pending. The formal registration of the AMAG logo in China follows its registration in the USA. Registration is also pending in Republic of Korea. Further information regarding classes of goods can be found at http://xeno. ipaustralia.gov.au/tmgoods.htm. FB
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Australian designs on show in London Thirty of Australia’s most exciting new product designs are now on show at the Common Wealth exhibition in London. The exhibition showcases the best in design from Down Under in the year of the Queen’s Diamond Jubilee and is part of the London Design Festival 2012. Common Wealth is held at Platform in Habitat’s Kings Road store and is curated by renowned editor and designer Suzanne Trocmé. Included in the Common Wealth exhibition is a collection of Ida side tables by Melbourne designers Tubert Yule while Ernest Studio’s director/owner, Craig Ernest Byrne is exhibiting his awardwinning design, Ernest Foldable Stool. Ida was also selected as one of 12 finalists out of 165 Australian designs for Launch Pad, an initiative that’s part of Saturday In Design while Ernest Foldable Stool won the Best Concept Design award at the Australian International Furniture Fair in Sydney this year. Common Wealth in showing until 14 October. FB
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FB | NEWS
Furniture One achievements The Furniture One Group recently held its final mart for the 2012 year at the Rosehill Racecourse, a venue the group has been using for the past 25 years. Derek Hine, the group’s General Manager, used this mart to also release the new range of bedding for the stores’ Sleeplab department – the most comprehensive and price point range ever
selected for the group from all the major Australian bedding manufacturers. Derek Hine also made a special presentation to Lionel Fitzgerald from Cusacks Furniture One of Canberra, who has recently retired. Lionel has been a member of the Product Selection Committee and Bedding Selection Committee for many years. His knowledge of the furniture
industry will be sorely missed. Bob Neale, the group’s Chairman, spoke of the positive attitude of the members present despite all the media doom and gloom and the downturn of the retail sector in general. Bob mentioned the expansion of the group’s import program and also congratulated the winners of the Furniture One Awards for the 2011-2012 year. FB
Peter Sharratt, National Sales Manager of La-Z-Boy Australia, outlining the future of La-Z-Boy prior to presenting his award to Harvey's Furniture One of Kempsey.
Lionel Fitzgerald responding to the retirement presentation made to him by Derek Hine, the group’s General Manager.
Bedding Supplier of the year – Sealy (accepted by Bill Passey, Sealy Bedding).
Retailer of the Year – J. Rowes & Son (accepted by Paul McMahon, general manager of Rowes Furniture One).
Bob Neale, Chairman of Furniture One, addressing the assembled prior to presenting his award to Keen's Furniture One of Dubbo.
Bedding Retailer of the Year – Orange Furniture One (accepted by Hennie and Graham Kempton).
ConnectFurniture launches online furniture marketplace Australia’s first online furniture marketplace has been launched at ConnectFurniture. com.au. The site offers retailers the ability to have their own online store, where sales can be made directly online to a market of over 1.6 million buyers*. ConnectFurniture.com. au commenced operating in early 2010 by providing a directory of furniture products from retailers nationally. The new site dramatically extends this concept by incorporating a powerful new e-commerce engine and merchandising capability allowing retailers to manage their own online store and build an entirely new line of revenue. Through the operation of their own online store within the ConnectFurniture marketplace, retailers can transform their 10 fb magazine | spring 2012
geographically-constrained business and reach a national market many times larger than they could access ever before. Buyers can filter through thousands of furniture products available in Australia, or browse the collection of individual retailers of interest to them, using very granular search filters to identify those products which best match
their needs and tastes. Once found, buyers can now purchase directly online, or choose to visit a physical store. The Market Insights Reports* identified that 68% of all furniture shoppers preferred a single source when searching for furniture online and 40% were prepared to buy furniture online under the right conditions.
ConnectFurniture. com.au is a pioneering company founded by Joseph Bruzzaniti and Silvio Salom, two of Australia’s leading technology entrepreneurs. ConnectFurniture also produces major industry research reports including the key annual report – the Market Insights Report*, profiling and detailing the nature of furniture buyers in Australia. The company also operates blog. ConnectFurniture.com.au. The company has been recognised as playing a critical central role for the Australian retail furniture industry in the most recent report by IBIS World Furniture Retailing In Australia, which stated that "…the portal will play a vital role in the decision-making process for shoppers". FB
We need your help! Have you heard of Tessa? What about Moran? Did you know that Lee Kidman’s family has been involved with the timber and furniture trade for five generations? How about when the name Berkowitz was associated with manufacturing as well as retailing? Did you know Clayton Furniture started in 1935 making incubators, ice cream cabinets and kitchen tables? Do you remember when every kitchen in Australia had a Formica topped table made by Eagle Remac? The history of Australian furniture manufacturing in the 20th and 21st centuries is fascinating ... and in danger of disappearing. Currently there is no historical record of the lifetime achievements and accomplishments of the well known identities and brand names of the Australian furniture manufacturers, who have been household names in the domestic and commercial furniture manufacturing industry in Australia throughout countless generations. We are gearing up to publish a coffee table book: ICONS – A HISTORY OF AUSTRALIAN FURNITURE MANUFACTURERS, that will record and preserve these Aussie ICONS – their influences, their backgrounds, their histories. We will also include a comprehensive visual reference using old photographs, line drawings, old family records – anything and everything that will tell their stories.
Their legacy will live on
The research, sourcing and compiling of all the information will take a great deal of time – so, this is where you come in. We need the help of everyone in the furniture industry to locate, contact and source the people, their families and friends, historical data, photos – in fact, records of any sort that will help express the lives and achievements of the well known identities and brands of Australia’s furniture history. ICONS will be edited by Jennifer Curtis, who is well known to the industry through her long association with the furniture publishing business, and published in Australia by Cameo Publishing Pty Ltd under the direction of Vicky Cammiade. With their passion and enthusiasm for the furniture industry as a whole this project promises to be an inspiration to all those concerned with furniture making both now and in the future.
If you can help in any way, please contact: Jennifer Curtis 03 9938 7011 or jennifer@furnitureicons.com.au Ashley Cooper 03 9938 7052 or ashley@furnitureicons.com.au Vicky Cammiade 03 9938 7017 or vicky@furnitureicons.com.au
FB | SOCIAL
Snooze commends franchisee excellence Bedding retailer Snooze has announced its top performers during its annual award ceremony held in Hobart. The yearly gala event acknowledges achievements of high quality work across a variety of categories, including excellence in retailing, supplier awards and individual employee recognition. Snooze franchise partners were commended for their outstanding service and sales success, with Snooze Capalaba (QLD) taking out the top award for Retailer of the Year after reporting strong sales growth and demonstrating fantastic customer service. Following closely were franchisees at Kotara (NSW), Chirnside Park (VIC), Townsville (QLD), and Mile End (SA), who were all recognised with an Excellence in Retailing award. Store Manager of the Year went to Jerry Sonquit of Snooze Fortitude Valley (QLD) who excelled in aspects of the judging criteria having facilitated strong growth for the Snooze business; Salesperson of the Year
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went to Cheryl Moseley from Snooze Moorabbin (VIC). Snooze Managing Director Simon Beaty said the conference was Snooze’s most successful to date and reflected the fantastic Snooze company culture. The Supplier Furniture category, judged on furniture innovation and units sold, saw SGA Furniture take home the Product of the Year award for its Paris bed, with ‘Best new Product in the same category being awarded to the Marrakech by Wide Hanson Brothers. In the mattress category, Product of the Year was awarded to the Devon from Slumberland for its top selling performance, and Best New Product in the mattress category awarded to the Time Square from Madison. Selectopedic’s innovative products and excellent supplier service saw it recognised as Snooze’s Supplier of the Year – a huge achievement in a competitive space which was judged on the overall contribution to the Snooze business. FB
Australian
FURNITURE of the YEAR AWARDS 2012 AUSTRALIAN AWARDS IN MELBOURNE After 16 years of being held in Perth, for the first time in their history the Australian Furniture of the Year Awards were held in Melbourne, culminating in a spectacular gala awards night that coincided with Furnitex 2012. The awards recognise excellence in the design, manufacture and marketing of Australia’s home grown furniture. Entries were open to any member of the Australian Furniture Association, FIAA Queensland, FIAA NSW and South Australia whose piece(s) met the ACCC guidelines for Made in Australia.
This year all entries were self nominated and judged by the nominee’s state organisation with the winners from each state becoming finalists for the national awards. Led by Rod McLean, a recognised furniture designer with ten years’ experience as chief judge of both the Australian Furniture of the Year Awards and the Furnitex awards, the Australian Furniture of the Year Awards (national) were judged by a panel of industry experts from a variety of states and backgrounds.
This year the Best of the Best category was won by a boutique Melbourne furniture company, Christian Cole Furniture, which makes customised solid timber furniture and cabinetry using recycled or FSC certified timber. All products are hand made using traditional joinery techniques. Commenting on the pieces made by Christian Cole, the judges said the Coupled Curved bedroom suite: “best demonstrates innovativeness of design resolved into a beautiful piece of craftsmanship”.
Australian FURNITURE of the YEAR AWARDS 2012
Message from the organisers After the merger of FIAA (WA) Inc with the Australian Furniture Association (AFA) Sandy Breeze and I were approached in December 2011 to run the Australian Furniture of the Year Awards in Melbourne for the first time. AFA President Joe Mimmo having been a participant and a winner of several Australian Awards was an enthusiastic supporter. For many years he harbored a desire to bring the awards to Melbourne and, with the unification of Vic/Tas and WA, the vision was able to happen. Sandy and I would like to pay tribute to him for his unselfish foresight and energy in making things happen. Without his help and support our job would have been much more difficult. Having managed the awards since their conception, in 1993, as the West Australian Awards and then later as the Australian awards, we wanted the first event in Melbourne to be an outstanding success so that it would continue to be a milestone event on the industry calendar. We were faced with many challenges, some known and obviously some that could not be pre-empted; however, we were encouraged by the generosity of
sponsors and the enthusiasm of the industry for the project. It was very pleasing to see the energy that the event has built over the years. Our biggest challenge was the time line. The event had only just been run in October 2011 in Perth and it was felt that the event should coincide with Furnitex in July 2012. This shortened the planning process by 50% or more, depending on which state the entrant was from and greatly reduced the amount of time to recruit sponsorship. Fortunately, we had developed a strong team in WA for staging the event and we were encouraged by their desire to meet the challenge. May we pay particular tribute to Corporate Theatre Productions, Pedemont Removal & Storage and Elite Publishing. I can not praise our sponsors enough. From our platinum to our bronze sponsors all companies were very generious. They demonstrated that, even in difficult economic times, their companies were committed to the future of our industry and they were proud to be part of it. Our industry is very fortunate to have such great corporate citizens in our supply chain.
Joe Mimmo, Senator Kate Lundy, Sandy Breeze and Ian Hearn
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And in the end it came down to entrants. We knew it was not going to be easy to get manufacturers to enter when the time line was reduced from 12 months to less than three months (in some cases). However, with some hard work and a little prompting we were able to stage a successful event. This shows the real depth, ingenuity, determination and craft skills that go to make up our industry. The gala evening in July again was a success for the Australian Furniture of the Year Awards. Sandy and I were pleased to see the enthusiasm for the event shown by all who attended and particularly those who took part. We would like to think that the event will grow from here as we believe the intention of the association is to alternate it from coast to coast each year. We were pleased to play a part in the 2012 celebrations and hope to see the event continue to grow in the future. Sandy Breeze & Ian Hearn (organisers) September 2012
b) Over $3,001 The Finalists: Chesterfield House for Concierge Chesterfield Obelli Design for Emprezzio Luxura Chatsworth Fine Furniture for the Louis XIV Desk The Winner: Obelli Design for Emprezzio Luxura Suite.
Excellence in Furniture using Native Timber The Finalists: Jahroc for the Montgomery Range Wentworth for the Venetian Suite Maxcraft for Close to You The Winner: Jahroc Furniture
Excellence in Furniture using Fabric a) Under $2,000 The Finalists: Kendal for the Office Chair Lounge Innovation for Hodge Podge Design Furniture for Dane Chair Design Furniture for Matisse Chair Contour Furniture for Baxter Modular The Winner: Lounge Innovation for Hodge Podge
Excellence in Furniture using Leather a) Under $3,000 The Finalists: Zuster for the Sabrina Armchair Artifex for the Time Out Recliner Lounge Innovation for the Platinum Lounge King Furniture for Atlas Contour Furniture for the Big Ben Lift Chair Highly Commended: awarded to Artifex for the Time Out Recliner & Footstool The Winner: Lounge Innovations for the Platinum Lounge
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Australian FURNITURE of the YEAR AWARDS 2012
Australian FURNITURE of the YEAR AWARDS 2012
Australian FURNITURE of the YEAR AWARDS 2012
Over $2,001 The Finalists: Molmic for the Empire Sofa & Jeger Chair Lounge innovation for Verve Design Furniture for Jensen Sofa Maxcraft for Little Cove Kings Furniture for Plaza Highly Commended: Molmic for the Empire Sofa & Jeger Chair The Winner: Design Furniture for Jensen Sofa
Excellence in Sleep Set (Mattress & Base) The Finalists: Sleepeezee for Carpe Noctem Black Ensemble Comfortsleep for Sensor Flex Platinum Ensemble Sleepmaker for Serta Cool & Simmons Beautyrest Black Manhattan The Winner: Comfortsleep for Sensor Flex Platinum Ensemble.
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. Excellence in Manufacturing/Marketing: The Finalists: Zuster Contour Furniture Peacock Bedding Jamel House of Fine Furniture The Winner: Jamel House of Fine Furniture Excellence in Student Design The Finalists: Calvin Su for Bolt Stools Daniel Kalergis for Ying Yang Chairs Sujin Myoung for NOLJA Graham Mandelson for Tor Stool Aaron Leahey for Arc Chair Jason Koch for Soundproof Sandwich Rowan Gilbert for Y6RCHAIR Craig Birkholtz for Vine Rack Tony Formentin for Pneuma Chair Selene Hemla for the Slim Lamp for Shy Corners Hang On for PEG01 Ashley Allen for Sticks & Stones Stool Ben Grant, Tharindu Abeyratne and Benjamin Brayshaw for Clam Chair Shawn Trott for Skate Table Mary Vasilias for Zelle Shelves Highly Commended: Rowan Gilbert for Y6RCHAIR The Winner: Hang On for PEG01 Urban Furniture
Retailer of the Year The Finalists: Snooze Jindalee, Forty Winks, Melville & Cannington, Full House Furniture, Lifestyle Furniture Make Your House A Home. The Winner: Make Your House a Home Excellence in Dining Furniture The Finalists: Clifton Furniture for the Avoca Range Jamel House of Fine Furniture for the Passport Range Smith & Gray Furniture Makers for Dining Setting Maxcraft for Close to You Beresford Living Furniture for Space & Phoenix Suite The Winner: Jamel House of Fine Furniture for the Passport Range Excellence in Bedroom Furniture The Finalists: Christian Cole Furniture for the Coupled Curved Suite Accolade for the Prahran Setting Jamel Hose of Fine Furniture for Flamingo Suite The Winner: Christian Cole for the Coupled Curved Suite.
Excellence in Manufacturing Design The Finalists: Design Furniture for the Dane Chair Wentworth for the Venetian Bedroom Suite Christian Cole Furniture for the Arch Edged Chest The Winner: Christian Cole Furniture for the Arch Edged Chest Excellence in Mainstream Manufacture Highly Commended: Lounge Innovations for the Platinum Lounge The Winner: Jamel House of Fine Furniture for the Passport Range. The Best of the Best The Winner: Christian Cole for the Coupled Curved Suite.
Australian FURNITURE of the YEAR AWARDS 2012
Excellence in Furniture Using Timber Panels, which are Veneered, Overlaid or Lacquered The Finalists: Silver Lynx for Nocturne 2 International Cabinets for the Fazzaris Table Accolade Furniture for Prahran Setting The Winner: International Cabinets for the Fazzaris Table
Vic/Tas state winners Excellence in Furniture using Native Timber Highly Commended: Christian Cole Furniture for the Couple Curved Bedroom Suite. Winner: Wentworth Furniture for the Venetian Bedroom Suite.
b) Over $2,001 Winner: Molmic for the Empire Sofa.
Excellence in Bedroom Furniture Highly Commended: Silver Lynx for the Nocturne 2. Winner: Christian Cole for the Curved/Coupled Suite
Australian FURNITURE of the YEAR AWARDS 2012
Excellence in Furniture using Leather: a) under $3,000 Winner: Zuster for the Sabrina Armchair.
Excellence in Sleep Set (Mattress & Base) Dual Winners: Sleepeezee for the Carpe Noctem Black Ensemble & Comfort Sleep for the Sensor Flex Platinum Ensemble.
b) Over $3,001 Dual Winners: Chatsworth Fine Furniture for the Louis XIV Desk & Papillion Furniture for the Ultimo Chair. Excellence in Furniture using Fabric a) Under $2,000 Winner: Kendall Furniture for the Conference Chair.
Excellence in Manufacturing/ Marketing: Highly Commended: Christian Cole Furniture. Winner: Zuster. Excellence in Student Design Winner: Ben Brayshaw, Tharindu Abeyratne and Ben Grant for the Clam Chair.
Excellence in Furniture Using Timber Panels: Veneered, Overlayed or Lacquered. Highly Commended: Davis Furniture Winner: Silver Lynx for the Nocturne 2. Retailer of the Year The Finalists were: Luduco Living, Full House Furniture, Lifestyle Furniture & Make Your House A Home. Joint Winners: Lifestyle Furniture & Make Your House a Home Supplier of the Year Winner: Warwick Fabrics Excellence in Mainstream Manufacture Winner: Eagle Remac
Excellence in Dining Furniture Winner: Clifton Furniture for the Avoca Blackwood Dining Suite. The Vice Award Winner: Lou & Pat Ritossa Best of the Best Finalists: Christian Cole Furniture, Clifton Furniture & Wentworth Furniture Winner: Christian Cole Furniture.
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The Clam Chair, designed by three RMIT University students, is making waves after picking up the Australian Furniture of the Year Student Design Award for Victoria and Tasmania. Inspired by the clam shell, the chair opens and closes with the inside padded with 19 small cushions. It is made from American walnut veneered hoop pine, plywood, flexible PVC and woollen felt upholstery. The chair is the brainchild of Ben Grant, Tharindu Abeyratne and Benjamin Brayshaw, Associate Degree in Furniture Design students.
Australian FURNITURE of the YEAR AWARDS
Clam shell chair makes waves
Western Australian state winners b) Furniture (Seating, Desking and Storage) Winner: Jahroc for the Tan Office Suite.
Australian FURNITURE of the YEAR AWARDS 2012
Excellence in Bedroom Furniture (bed & bedside tables) Winner: Jamel Furniture for the Flamingo Setting.
Excellence in Furniture using Australian Native Timber Winners: Jahroc for the Tan Office Suite; and Sunrise Furniture Manufactures for the Subiaco Surgery fit out. Excellence in Furniture using Timber Panels Veneer / Overlayed or Painted a) Free Standing Winner: International Cabinets for the Circular Dining Table b) Built-in-Furniture Winner: Butler Interiors with the Genesta Study fit-out.
Excellence in Commercial Furniture a) Interior Fit-outs Winner: Sunrise Furniture Manufacturers for the Perth Facial and Cosmetic Surgery.
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Excellence in Furniture using Fabric a) Under $2000 Winner: Lounge Innovation for the Hodgepodge.
Excellence in Furniture using Exotic Timbers Winner: International Cabinets for the Nedlands kitchen and family room fit out. Excellence in Manufacturing/ Marketing Winner: Peacocks Bedding Excellence in Furniture using leather a) Under $3000 Winner: Artifex Australia for the Time Out Recliner and Stool. b) Over $2000 Winner: Lounge Innovation for the Verve.
Excellence in Dining Furniture (table & chairs) Winner is Jamel Furniture for Mrs Natural Edge Table and Mojo Stools. Excellence in a Sleep Set (mattress & base) Winner: Sleepmaker Bedding for the Simmons Beautyrest Black Manhattan.
Supplier of the Year Winner: Joyce Foam Products
Student Design Award Sponsored by Gascoigne Furniture Winner: Rowan Gilbert for the Y6RCHAIR. Retailer of the Year Winner: Forty Winks Melville and Cannington b) Over $3000 Winner: Obelli Design Studio for the Emprezzio Luxura. Excellence in Built-in Furniture a) Kitchens Winners: Butler Interiors for the Esplanade kitchen; and Western Cabinets for the Salter Point Kitchen. b) Bathrooms and Laundry Winner: International Cabinets for Applecross Master Ensuite. c) Home Theatre and Entertainment Winner: Butler Interiors for the Genesta Home Theatre.
Excellence in Mainstream Manufacture Winners: Hughmark Quality Furniture and SlumberCare Best of the Best Winner: Butler Interiors.
why settle for anything less? Expect the best Why settle for anything less than the luxurious styling, comfort and quality of Sealy Posturepedic Grand Luxe? Combining the finest materials with innovative engineering to deliver superior support and a more restorative night’s sleep. Featuring the ultimate in back support - DSS Titanium, and the new ComfortCore Plus with gel-infused visco elastic foam through the centre of the mattress for superior conformance. The new Grand Luxe range is a true evolution of luxury.
Luxurious Comfort
sealy.com.au
ComfortCore® Plus
P: 1300 656 454
LiftRight® Wrap Handles
DSS Titanium Support
UniCased® XT Edge Support
StayTight® Foundation Cover
*Source: Quantum Research Bedding Tracking Report, April 2012
Queensland state winners Excellence in Manufacturing/ Marketing Winner: Contour Furniture Excellence in Student Design Winner: QUT Students for Hang on Brisbane
Australian FURNITURE of the YEAR AWARDS 2012
Excellence in Furniture using Australian Native Timber Winner: Marxcraft for the Close to You dining suite Excellence in Furniture Using Leather a) Under $3000 Winner: Contour Furniture for the Big Ben leather dual motor lift chair b) Over $3000 Winner: Chesterfield House for the Concierge armless Chesterfield Excellence in Furniture using Fabric a) Under $2000 Winner: Contour Furniture for the Baxter Modular 3-seater with ottoman
Excellence in Dining Furniture Winner: Smith & Gray for Dining table & chair
Mark Smith and Dave Gray from Smith & Gray Furniture Makers accepting their trophy from Matthew Thomas, President FIAA (Qld).
Excellence in Bedroom Furniture Winner: Accolade Furniture for the Prahran bedroom suite
Mark Manson from Contour Furniture accepting his trophy from Kevin Feldman, Vice President of FIAA (Qld).
Excellence in Furniture using Timber Panels Veneer / Overlayed or Painted Winner: Accolade Furniture for the Prahran bedroom suite
“Hang on Brisbane� student group with their lecturer, Michael Molloy of QUT Brisbane and Matthew Thomas.
Retailer of the Year Winner: Snooze Jindalee b) Over $2000 Winner: Marxcraft Furniture for the Little Cove chair Excellence in a Sleep Set (mattress & base) Winner: Sleepmaker Division of The Comfort Group for the Serta Cool 3
Excellence in Manufacturing/ Design Winner: Gumnut Furniture for the Knuckle joint
Maddy and Will Marx from Marxcraft accepting trophies from Matthew Thomas.
Excellence in Mainstream Manufacturing Winner: Accolade Furniture for the Prahran bedroom suite
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Angus Lester from Snooze Jindalee accepting the Queensland Retailer of the Year trophy from Matthew Thomas.
PLATINUM Amerind Amerind is Australia’s largest veneer pressing company and a national distributor of panel products and decorative architectural finishes to furniture manufacturers, cabinet makers and commercial shop fitters.
GOLD Corporate Theatre Production Corporate Theatre has proudly styled the Australian Furniture of the Year Awards and technically directed the show production for over 16 years. Furnitex Furnitex is Australia's largest furniture and furnishings trade fair showcasing a comprehensive range of contemporary furniture and furnishings as well as the latest products, colours and trends. Joyce Foam Products Joyce Foam Products – a first choice in comfort foams and a leading manufacturer of clean green foam in Australia. State Government Victoria The Department of Business and Innovation (DBI) is Victoria's lead economic, business and innovation agency, and provides the interface between government and the business community.
SILVER Australian Made Campaign For 25 years the Australian Made logo has been helping Australian businesses. It is recognised and trusted by Australian consumers. Bekaert Textiles Australia Bekaert Textiles is a local manufacturer of household textiles for the bedding, furniture and window covering markets. Department of Industry Innovation, Science, Research and Tertiary Education Encouraging the sustainable growth of Australian industries by developing a national innovation system that drives knowledge creation, cutting-edge science and research, international competitiveness and greater productivity. Elton Group Elton Group specialises in environmentally sound interior architectural products including reconstucted timber veneer, Echolinear acoustic wall and ceiling panelling, and Lumisty view control window film.
FB Magazine The leading bi-monthly b2b furniture and furnishings magazine in Australia. FB is the industry's communication vehicle for news, new products and business information. First Super First Super is the industry super fund for workers in the timber, pulp and paper, furniture and joinery industries and their communities. Forest Products Commission The Forest Products Commission of Western Australia is responsible for industry development to support the long term viability of the timber industry and future timber needs for Western Australia. Furnishing International Furnishing International is passionate about all things furnishing and is dedicated to delivering relevant, insightful and accurate content. Gascoigne Furniture Gascoigne Furniture's aim has always been to be Australia's finest leather funriture company. Still exporting in Asia and the Middle East. The Laminex Group The Laminex Group is a leading marketer, distributor and manufacturer of premium decorative surfaces with a strong portfolio of brands including Formica and essastone, as well as Laminex. Pedemont Moving & Storing With a nationwide representation, Pedemont aims to accommodate the requirements of the ever changing Australian furniture manufacturing and retail industries. Rino Mastrotto Rino Mastrotto Australia is dedicated to the supply of premium leathers to the Australian furniture and design industries and is renowned for its product quality and exemplary service. Sealy of Australia Sealy of Australia has achieved the highest reputation for professionalism and quality. For many years, the company's flagship brand, Sealy Posturepedic, has been the number one selling premium bedding brand in Australia. SlumberCare The innovative Western Australian bedding company that prides itself on all aspects of production, sales, quality, price, before and after sales service.
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Australian FURNITURE of the YEAR AWARDS 2012
The sponsors
The sponsors (cont.) Timberwood Panels Timberwood is a specialised veneered board company supplying the furniture industry. The company also supplies all other board related products and edgings.
BRONZE
Australian FURNITURE of the YEAR AWARDS 2012
ABCO Timber Wholesaler Abco Timber Wholesaler has a large range of Victorian ash and Tasmanian oak hardwoods. The company provides quality timber with the best service at competitive prices. Becker Acroma Becker Acroma is the world’s largest supplier of wood coatings to the furniture industry. Its products are synonymous with high quality, high efficiency and VOC environmentally compliant finishes. Borg Decorative Borg Decorative is an Australian made and owned supplier to the kitchen and furniture industries supplying industry leading brands such as the Polytec and Parbury. Design Furniture Design Furniture is an award winning industry leader in the manufacture of innovative and bespoke upholstered furniture and is celebrating 25 years of business success. Enterprise Connect Enterprise Connect is an Australian Government initiative, backed by industry, that offers comprehensive advice and support to eligible Australian small businesses. Forty Winks Forty Winks is one of Australia’s leading bedding specialist retailers and strives to deliver innovation in the category and to offer the best value sleep solutions. Mirotone/JHW Mirotone designs, develops, manufactures and markets a comprehensive range of surface coatings to protect and beautify wood, paper, metal and other specialty substrates.
Multimaster
Masters of Care and Protection
Multimaster Australia Multimaster distributes leather, fabric, wood and mattress care and maintainance products. The primary segment of the Multimaster business is in providing packaged leather, fabric, wood and mattress consumer warranties to furniture and bedding retailers. NAB nab – We see Australian business.
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Peacocks Bedding Peacocks is the established furniture and components manufacturing business in WA and has serviced the industry for over 113 years. Profile Fabrics Profile Fabrics is an interior fabric wholesaler, which prides itself on quality, value and customer service. Snooze Snooze has been supporting Australian manufacturers for over 30 years with an expanding network of retail stores nationally. Timbalac Coatings Timbalac Coatings is a leading manufacturer of timber coatings supplying quality products, service, manufacturing expertise and solutions tailored to industry coupled with the highest of international standards. Vera Pelle Vera Pelle is part of the Décor Design Centre group of companies and is passionate about service and strongly committed to the development of the industry. Warwick Fabrics With companies based in Australia, New Zealand and the UK together with other global affiliations, Warwick Fabrics is at the front of international design, exporting interior upholstery and window textiles to over 50 countries worldwide. Workplace Employment and Training Services Inc Workplace Sevices has a long and proud association with the furniture industry in WA as a supplier of apprentices to the industry, training them to become skilled tradesmen of the future.
FB | FURNITEX
Furnitex and Decoration + Design 2012 Thousands of visitors, hundreds of exhibitors and eight renowned leaders in design attended Furnitex and Decoration + Design in Melbourne in July this year, with the event unveiling the latest collections and forecasting future trends. The dynamic design competition for new and emerging designers, VIVID (Vibrant Visions in Design) celebrated its tenth anniversary. One hundred innovative pieces by 50 talented designers were on display, with winners selected from Student, Concept, Commercial and Green award categories. Student winner Tate Anson was congratulated for his elegant and honest Tryst Stool, whilst Concept winner David Hardwick won praise for his Unfold Desk. Andre Hnatojko won the Commercial award with his striking Popper Pendents, whilst Ash Allen’s innovative Sticks and Stone Stool was judged the best Green entry.
Harvey Stockbridge, Managing Director, Australian Exhibitions & Conferences congratulated all VIVID designers for their tremendous work saying this year’s high calibre of entries highlighted Australia’s innovative and emerging design talent. Harvey also added: “We are extremely proud to showcase the industry’s best furniture and furnishings designers at Furnitex and Decoration + Design. The fair provided a real shot in the arm for the industry during these uncertain times.” Attracting hundreds of attendees, this year’s International Industry Seminar Series welcomed a stellar line-up including worldrenowned lighting designer, Beau McClellan from Portugal. Taking place over two days, the Seminar Series also welcomed Chris Lefteri, an internationally recognised authority on materials and their application in design, and back by popular
spring 2012 | fb magazine 25
FB | FURNITEX
demand, global trend guru Milou Ket (NL). Award-winning international interior designer, Thomas Hamel headed up his seminar with The Renovators judge, Robyn Holt. Other Australian speakers included influential blogger (Interiors Addict) Jen Bishop, well known interior designer and writer, Darren Palmer
and Decoration + Design’s resident trend forecaster, Genty Marshall. Genty Marshall’s Design Futures presented the Colour Visions installation at Decoration + Design offered interior designers and architects an inspired look at the future of colour and how it will affect the future of design. Lightsource, a special
feature of Decoration + Design returned for its third year. Here, local and international exhibitors showcased the latest lighting products and technologies for commercial, retail, industrial and outdoor spaces. Hotel + Hospitality Furnishings returned as a key attraction within Furnitex, focusing on the newest products and directions for the hotel, motel and hospitality industries. Held for the first time in Melbourne, Flooring & Finishes with ATFA showcased an impressive line-up of over 80 companies displaying flooring and surface finish developments in design, texture, style, colour, safety, versatility and sustainability. The ATFA Creative Timber Live Demonstrations drew crowds daily with their flooring installations.
Decoration + Design colocated with the Australian International Furniture Fair (AIFF) and Flooring & Finishes will be held in Sydney from 6 to 8 February 2013 at the Sydney Exhibition Centre. Furnitex returns from 18 to 21 July 2013. FB
Wentworth Furniture
Above: Wentworth Furniture’s Highbury bedroom collection. Inset: Wentworth’s Rex Carr.
Gold Star There were many interesting, stylish and innovative furniture products on show at Furnitex this year. From among the multitude, FB Magazine selected two products that exhibited outstanding excellence in
design, innovation and marketability.
Carjo Furniture
Carjo’s Archer dining range displayed modern, clean lines and a slightly retro styling. Made from solid Victorian ash, the range features rounded edges and smooth round legs. Chairs had upholstered seat and backs with the round front legs echoing the table legs. This modern range created a great deal of interest with visitors to the show. Left : Carjo’s retro styled Archer dining suite. Below: Joe, Anne and Carl Mimmo proudly display their Gold Star award.
Wentworth’s Highbury Collection is a bedroom furniture range featuring Western Australian marri and matching hand laid veneers. It features heavy duty laminated timber drawers with full extension runners. Both leather and fabric 26 fb magazine | spring 2012
options are available in the headboard. Congratulations to both companies on such well designed and executed products. FB
FB | MATTRESS & BASE
New Posturepedic Grand Luxe ranges Leading bedding manufacturer Sealy is releasing its latest ultra premium offering, the updated Sealy Posturepedic Grand Luxe ranges. “We first launched Grand Luxe in 2010 with a range that redefined sleep luxury. This latest range release builds on the outstanding
aesthetics, support, and comfort features of that range and also incorporates some significant innovations designed to improve the consumer’s sleep and daily interaction with their bed,” said a Sealy spokesperson. The new Sealy Posturepedic Grand Luxe now features Dual Support System (DSS) TI – Sealy’s most advanced innerspring. The DSS is now made with Titanium alloy for extra strength and durability and is designed to provide not only the deep-down correct support the body requires, but also the individual conformance for an undisturbed, refreshing night’s sleep. Every SynerFlex surface coil micro-
adjusts to the body’s unique curves, while the PostureTech innercore senses the body’s weight and responds with orthopaedically correct support. For the best conformance to every part of the body Sealy has invented the ComfortCore. The centre third of the mattress is densified with quality comfort layers and innovative quilt design so it hugs and conforms to the important lower part of the back, where it’s needed most. Featuring gel-infused visco elastic, ComfortCore
Plus makes a real difference to the feel of the new Grand Luxe beds. Also new to Grand Luxe are Sealy’s exclusive LiftRight handles, located in all the right places to make lifting the mattress easier and the StayTight cover on the DuraFlex foundation – a rubberized fabric that helps hold sheets in place. Tested and researched extensively to Sealy’s stringent durability standards, the Grand Luxe collection beds come with a 10 year guarantee. FB
A fresh approach to Spring While mattress protection is an all year round concern, Springtime is when most consumers think about allergies and allergy protection. Australia has one of the highest levels of allergy sufferers in the world with seven million Australians affected. Another two million Australians have asthma and its related symptoms. The common household dustmite and its allergens – along with residual mould in unprotected pillows, quilts and mattresses – make up the two
most common triggers for both allergic reactions and asthma. The typical mattress contains anywhere from 100,000 to one million dustmites (depending on the age of the mattress) according to Protect∙A∙Bed’s registered nurse, Treasure Vellis. “It’s their faecal pellets and the dead mites that contain proteins that are highly allergenic for susceptible children and adults – causing everything from a blocked, running nose, sneezing and irritated eyes to a severe asthma attack”, said Treasure. According to the National Asthma Council – one of the best ways to avoid an asthma attack is avoidance of known triggers including dustmites and mould.
Major awareness campaign To aid in the prevention of allergy and asthma,
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Protect∙A∙Bed has launched a major awareness campaign this Spring. Included in the media mix is a seven week radio campaign in Melbourne and Sydney on MixFM – targeting women 25 to 50 and promoting dustmite protection with appearances in shopping centres from Protect∙A∙Bed’s newest mascot – Dustin the dustmite. Outdoor billboards and transit media on buses and trams also add awareness along the Eastern seaboard with the message: “Got Allergies – Get the world’s number one mattress protector!” Print media is also included with advertising in major women’s magazines.
New product release
On offer for Spring is a specially developed allergy protection kit consisting of an Elite Mattress Protector
and Pillow Protector/s made from Tencel fabric, which is hypoallergenic and inhibits bacterial growth, as well as a bonus, free of charge allergy relief spray. Treasure added: “The aim of the spray is to protect the areas around the bedroom and home that can’t be protected otherwise, like curtains and carpet”. FB
FB | ADHESIVES
New generation adhesives ROSS HANNA AUSTRALIA IS RELEASING THE LATEST GENERATION OF SIMALFA WATER BASED ADHESIVES ONTO THE MARKET, WHICH WILL RENDER TRADITIONAL TWO PART ADHESIVES AND SOLVENTS OBSOLETE. FB MAGAZINE TALKS TO GRANT MCCULLOCH, BUSINESS DEVELOPMENT MANAGER FOR ROSS HANNA ABOUT THIS NEW PRODUCT.
Q: First of all, tell me a little about Ross Hanna Australia and what the company does. A: Ross Hanna Australia is a family owned company that supplies the mattress and furniture manufacturing industry with adhesives, machinery, components and service. The business was established in 1960 by the founder, Ross Hanna and is now run by his son David. We have a simple philosophy and that is to understand our customers’ needs and cater to those needs to the best of our ability. Q: Tell me about why this new product has the company so excited. A: The Simalfa On Demand system provides all adhesive requirements in one system. With the press of a button the operator can use the adhesive when and how it is needed, choosing between fast lockdown (instant grip) or repositionability, providing the appropriate system for
the job being undertaken. The operator maintains control of the process of gluing and all this is achieved by a simple push of a button. This new system can even be retro fitted to any of our existing systems. Another exciting aspect is it is available as a mobile unit that can be moved from place to place – taking the adhesive to the product rather than taking a possibly bulky item to the adhesive system. Q: What is so important about these new Simalfa adhesives? A: They are the new generation of adhesives with previously unheard of flexibility. Instead of the need for two systems we can achieve all requirements with one system. It provides all the known benefits of Simalfa, which includes low maintenance, simplicity of use, environmental friendly and high yielding. It also works on a wide variety of substrates. The adhesive can be used on the foams, non-woven fabrics and gels etc used in the mattress and furniture industry, as well as timber, dacron, steel, chrome and more. Not only is it a one part water based adhesive, the Simalfa adhesive comes as a gravity fed system. Combine all these benefits into one low cost system that no longer requires unreliable and costly pumps or messy mixing and decanting and you have a system whose aspects of operation and use all operators will love. Q: It sounds as if this would be a dream to work with. A: The features and benefits the new On Demand
systems provides significant advantages over traditional adhesives methods. We no longer need spray booths or multiple different glues to achieve all your adhesive requirements. One system will provide all your requirements. The flexibility this allows to both the operations and operators has been the key to the success of this system, and why it has revolutionised the way people think and use their adhesive. Q: The benefits all sound very impressive – are they as good as they seem? A: The customer can tell us – all the impressive features of the On Demand system, including the low maintenance, high yield and environmental credentials can be demonstrated at a customer’s own premises. Ross Hanna Australia is prepared to visit premises and prove this using the customer’s own substrates!! Q: OK, here’s the crunch – is it expensive? A: With set up costs generally half that of others, the accountants will also enjoy the benefits of Simalfa. But this is only half the picture. At Ross Hanna Australia we take the time and have the expertise to listen to each customer’s requirements and provide the correct solution. From accredited operator training at no charge through to a full complement of stock, spare parts and service, this has been the cornerstone to our success over a long period of time. And our support of the furniture and bedding industry does not stop there with products as diverse as gels, latex and netting. FB
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FB | BUSINESS
How to ACE the retail sale By Dennis Price, Gandor The retail employee is the ‘ambassador’ of a retail proposition – which includes all the Ps of the retail mix (promotion, price, product and place). The customer is also a person but they enter the retail environment with a shield between them and the offer you want to make. This shield may be past experience, attitude, fears, perceptions, cognitive dissonance, etc, which are typically emotional in nature. The retail sales person must penetrate that shield. There are two facets to that activity: a) there are certain psychological hot buttons that can be used to lower the customer’s resistance; b) there is a certain ‘process’ that applies. This is the part that must be ACEd. A few observations about this process. The retail sales interaction is not process driven as many trainers/consultants would suggest. Sometimes a sale can happen in the blink of an eye, sometimes it takes multiple visits. Occasionally you may recognise stages of the process but you can’t train
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staff to follow a rigid process such as: • identify the need; • evaluate alternatives; • close the sale. People carry that shield for a reason: they don’t want to be sold to, so the best you can do is to make sure you can help them buy. The reasons why people buy are fundamentally emotional. If you want to be effective at helping them buy, you must converse accordingly. How do you structure this interaction with the customer so that you can: • relate in such a way that you can make a fair representation of your offer? • help the customer buy according to their needs?
Approach
Approach the customer once you have seen the buying signals. Check your own body language, attitude and energy before you approach – it’s contagious. Make sure that the customer can see you when you approach. When you are close enough to stop, make
sure there are no barriers between you and the customer. (There are many different kinds.)
Connection
Making the connection is the first step. Unless you succeed here, you cannot and should not proceed. In fact, if you feel you screwed this up, smile/greet and move on. Come back later. This connection is verbal and non-verbal – both should be open, honest and sincere. No tricks necessary: just smile and greet. Do NOT ask if you can help them. There are many appropriate opening statements or questions and these depend on the customer, the scenario and the sales person’s own confidence. Your objective is to make a connection, NOT to make a sale, not to serve the customer, not to even help them buy.
Enablement
Initially we called this execution but, considering what we want to achieve, enablement is a truer reflection. This is where
the conversation relies on your knowledge of the offer (including product knowledge) and your knowledge of consumer psychology – that is, how to push those hot buttons. I often marvel at people who have no formal training but simply use their instincts without knowing why they do something, and simply just do it right. The conversation that happens at this stage must be structured to lower barriers and appeal to their emotions. There are phrases that people can learn – and, as they experience success, they gain confidence to develop their own style, whilst staying true to the principles. The shield cannot be broken down by ‘force’ – ie, hard sell. Even if you do this right, you may not get the sale today. But, if you do it right, you will get sales more often than most, more often than before and, worst case, you will get it next time. FB Ganador helps retailers and their retail supply create high-performance businesses through innovative learning and development technology and programs.
Tel : +603 2176 8788 Fax : +603 2164 8786 Email : info@miff.com.my
spring 2012 | fb magazine 31
FB | INTERNATIONAL
MIFF 2013 Every year, companies all over the world mark their calendars to clear dates for early March in anticipation of the Malaysian International Furniture Fair (MIFF). Since its inception 18 years ago, MIFF has strived to present the best furniture fair in Southeast Asia, with a focus on exploring and expanding into new markets every year. A pioneer show of its kind, MIFF is renowned as a onestop buying centre offering furniture with uncompromising quality and uniqueness that has succeeded in attracting genuine and relevant buyers annually. The show is not only recognised globally as a furniture export vehicle for the region, it also offers itself as a gateway for international players to penetrate the regional market. Its importance and contribution to the furniture trade is further reflected through a sales record exceeding USD 650 million each year. Though MIFF is not the biggest furniture fair, it attracts more than 6,000 buyers from over 140 countries to Kuala Lumpur
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each year. Over the past 18 years, furniture players big and small have gained valuable experience and networks, not to mention plenty of business opportunities at MIFF. Long established as a one of its kind exhibition, MIFF has been praised for the value it brings to exhibitors and visitors alike. With nearly 500 international exhibitors across a vast range of products, MIFF is uniquely positioned to give you immediate and effective access to the best manufacturers under one roof. With a host of excellent exhibitors with good track records and quality products, visitors will find exhibitors demonstrating the highest level of professionalism. From bedrooms to bathrooms, outdoor to indoor furniture, office and home varieties, outstanding wood furniture, MIFF strives to find something for every need. From tracking the latest trends to finding new niches, MIFF listens closely to the market to provide what end users want. MIFF 2013, 5-9 March 2013, www.miff.com.my FB
INTERNATIONAL FURNITURE FAIR SINGAPORE 2013 30th ASEAN FURNITURE SHOW
2nd Hospitality Design Furniture Luxurious Projects Asia Summit & Award 2013 http://hdf.tpgi.org
GET INTIMATE WITH DESIGN IFFS invites you to get up-close and personal with the best in design-led furniture and furnishings from the region. Inspire your passion for design and satisfy your craving for the modern contemporary with Asia’s leading sourcing platform.
Register Now!
Be part of the new design revolution at IFFS.
www.iffs.com.sg
9 - 12 March 2013
Singapore Expo
www.thedecorshow.com.sg
www.thehospitalityshow.com.sg
Previous participants: Blu Dot Nendo Nani Marquina Resol Vendome Design Woven+ X Plok POLaRt Kenneth Cobonpue XTRA The LifeShop AIR Foundry Outofstock Design KenKoon Deesawat Eggarat Wongcharit Apirat Boonruangthaworn Sable Island John Kelly Furniture Sedes Regia Stilium Starbay Cilicon Faytory Bounce Innovations Jarrod Lim Design Nathan Yong Design Bertil Stam Co-locating shows:
Organiser:
A subsidiary of:
Supported by:
enquiry@iffs.com.sg enquiry@thedecorshow.com.sg
Endorsed by:
Held in:
enquiry@thehospitalityshow.com.sg
Photo credit: ‘Our’ Chair by Lanzavecchia + Wai Design Studio/Photo © Davide Farabegoli
Official publication:
FB | INTERNATIONAL
IFFS appoints new chairman The International Furniture Fair Singapore Pte Ltd has announced the appointment of Ernie Koh as the Chairman of the board. Ernie, who is the Executive Director of Koda Ltd, took over the helm from Andrew Ng, Deputy CEO of Lorenzo International Ltd. With close to two decades of significant experience in international marketing and corporate branding, Ernie will spearhead the IFFS’ marketing strategies, formulate business expansion plans, broach new design concepts and take charge of driving the business growth internationally, as well as to strengthen the IFFS’ foothold in the region. “I am honoured to be part of a dynamic team and
I hope to play a significant role in promoting IFFS to be one of the best exhibition experiences for all delegates through tenancy remixing, introducing a new spectrum of experiences and enhanced or innovative marketing and promotions,” said Ernie.
FOR SALE
Inspection by Appointment only!
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The International Furniture Fair Singapore/ASEAN Furniture Show (IFFS/AFS) is totally focused on getting the best sourcing results for its buyers and showcases the finest selection of ASEAN and Asia’s furniture and furnishings with a twist of international diversity. Over 120,000 pieces of designled, quality furniture and furnishing products are on display, winning the confidence of the global furniture trade fraternity. The IFFS/AFS consolidates a large collection of exhibitors from China, Indonesia, the
Philippines, Taiwan, Thailand and Vietnam. Besides the significant regional presence, the strong showing of international companies from Australia, France, Italy, United Kingdom and America further affirms the IFFS/AFS’ status as a global furniture hub. An annual event, held from 9 to 12 March, the IFFS/AFS differentiates from other regional shows in its unwavering focus on furniture design as the show continues to display and harness the creative prowess of Asia and trend-set furniture designs from the rest of the world. FB
2012/2013 EXHIBITIONS 8-10 OCTOBER 2012 17-19 IFFT Interior Lifestyle Living 2012 Interior Lifestyle Living International Furniture Fair Tokyo, Japan www.ifft-interiorlifestyleliving.com/en 17-20 Manila FAME 2012 manilanow + CEBUNEXT + Bijoux Cebu International trade show for furniture & furnishings, holiday & gifts, and fashion Manila, Philippines www.manilafame.com/en/ 18-21 Index Furniture 2012 International trade fair on furniture, fabric & artifacts Mumbai, India www.ubmindexfairs.com 23-27 Orgatec 2012 International Trade Fair for Furnishing & Office Facilities Cologne, Germany www.orgatec.de
NOVEMBER 2012 1-6
FURNEX EGYPT 2012 International furniture and furnishing trade fair Cairo, Egypt www.furnexegypt.com
100% Design Shanghai 2012 Contemporary Interior Design Exhibition Shanghai, China www.100percentdesign.com.cn 8-11
VIFA HOME 2012 Vietnam Furniture and Home Furniture Fair Ho Chi Minh, VietNam http://vifafair.com/vifahome/en
21-22 The Sleep Event 2012 London, United Kingdom www.thesleepevent.com 24 Nov-2 Dec IFF 2012. Indonesia Furniture Fair Jakarta, Indonesia 24 Nov-2 Dec Modern Furniture Fair 2012 Bangkok, Thailand
18-22 Meuble Paris 2013 Paris Furniture Fair Paris, France www.meuble-paris.net 18-22 NOW! 2013 Design à vivre Paris, France www.nowdesignavivre.com 20-23 Interiors Birmingham 2013 Birmingham, UK www.interiorsuk.com
FEBRUARY 2013 5-9 Stockholm Furniture Fair 2013 Stockholm, Sweden www.stockholmfurniturefair.se 6-8
JANUARY 2013 9-12
14-20 imm cologne www.imm-cologne.com/en
Heimtextil Frankfurt 2013 International Trade Fair for textiles Frankfurt, Germany http://heimtextil.messefrankfurt.com
8-22
Maison & Objet 2013 The International Homestyle Exhibition Paris, France www.maison-objet.com
AIFF 2013 Australian International Furniture Fair Sydney, Australia www.aiff.net.au For more information on the fairs or to confirm dates, please check the individual websites. This information has been supplied to us by the show organisers and no responsibility can be taken for its accuracy. Please note dates may change. Organisers are welcome to supply dates for inclusion in this column. For further details or more up-to-date information, contact the trade consuls or trade commission of the country in question.
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