Furniture News #322 by Gearing Media Group Ltd

This month: Behind the designs at Healâ&#x20AC;&#x2122;s On location at the Loaf Shack The January Furniture Show returns

The essential guide to the UK domestic furniture and furnishings trade

January 2016

www.furniturenews.net

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“It’s high time we were optimistic, even if the lessons learned over the last seven years have conditioned us otherwise”

Comment And so a new year begins, and as a trade we rush to make hay whilst the air is crisp. Yet, as frantic as it may be, this January feels quite different from the last. At the outset of 2015, there was growth, but it was tentative – now, after a year (an election year at that) of market recovery, growing consumer confidence and more frequent property transactions, the furniture industry finds itself in an even better place. Between the covers of this bulging issue (a sign of buoyancy in itself) there are plentiful tales of success – new sales records, closing deficits, and a flagship exhibition in rude health, full of companies taking their biggest stands to date. While such joy de vivre may not be shared by all – there’s definitely fewer players in today’s game – it’s high time we were optimistic, even if the lessons learned over the last seven years have conditioned us otherwise. Sunday 24th January sees the UK trade’s biggest gathering commence, buyers descending on the NEC to search out the products and services that will set them up for the coming year. I’ll be there a day earlier with a team of judges, assessing the merits of a few of the most promising launches for this year’s edition of The Furniture Awards which, like the show itself, has rapidly grown in stature – you’ll find a display dedicated to the shortlisted entries (and a guide to where to find them) at the entrance to hall 3A. Furniture News itself will set up on stand 4F25, where you’ll be able to meet the team, enjoy a drink, and take out a competitivelypriced subscription to your favourite trade magazine. A sizeable chunk of this issue is devoted to the main event – but allow me a moment to direct you to a few more of its highlights. I discover how Dreams CEO Mike Logue got to grips with the retail operation at its lowest ebb before driving impressive profits, whilst Victoria Noakes meets Annabel Astor, co-founder of multichannel

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makeover specialist Oka. Kirsty Whyte, product and design manager for Heal’s, is questioned on the nature of commercial design, and Richard Naylor, the expert behind Slumberland’s brand overhaul, shares his thoughts on the truisms of bed marketing. Elsewhere, we look ahead to exhibitions local and abroad, discover the latest products and services from those not exhibiting at the NEC, and begin a series of articles that explore how to build a brand. Finally, ercol’s Edward Tadros closes the issue by outlining his background, career milestones, and the “grave” business of furniture retail … Perhaps of most note is On Location, the first instalment of a new feature exploring fresh store concepts. This month, the Loaf Shack in Battersea comes under our scrutiny. Featuring everything from pick-and-mix fabric swatches to a working ice cream parlour, the store truly marks the start of Loaf’s bricks-and-clicks adventure, and I think you’ll agree that its playful design and soft approach to selling makes it one of the most progressive developments in furniture retail today. Here’s hoping that we’re all looking ahead with similar optimism.

Paul Farley Paul Farley, editor T 01424 776101 E paul@gearingmediagroup.com Twitter @FurnitureNewsED

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CONTENTS

7 Partner Comment

INFORMATION This month: Behind the designs at Heal’s On location at the Loaf Shack The January Furniture Show returns

The essential guide to the UK domestic furniture and furnishings trade

January 2016

Mike Logue (22)

Dids MacDonald introduces Mediate To Resolve, an Alternative Dispute Resolution service from ACID

www.furniturenews.net

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Classic Furniture (www. classicfurn.co.uk) will present eight new ranges at the January Furniture Show, including the recycled pine Sorrento Editor Paul Farley 01424 776101 paul@gearingmediagroup.com Twitter @FurnitureNewsED Deputy editor Victoria Noakes 01424 776105 victoria@gearingmediagroup.com Twitter @Victoria_FNmag Advertising manager Sam Horscroft 01424 776100 sam@gearingmediagroup.com Twitter @FurnitureNewsAD Deputy advertising manager Trisha Fletcher 01424 776100 trisha@gearingmediagroup.com Production manager James Ash 01424 775304 james@gearingmediagroup.com Deputy production manager Katie Bate katie@gearingmediagroup.com Production assistant Stephanie Reading stephanie@gearingmediagroup.com Proofreader Keith Fitz-Hugh Editorial director John Legg 01424 776104 john@gearingmediagroup.com Twitter @extralegg Publisher Nigel Gearing Accounts Wendy Williams 01424 774982 wendy@gearingmediagroup.com Subscriptions subscriptions@gearingmediagroup.com

22 Interviews

Dreams CEO Mike Logue explains how he went about developing an understanding of the retail operation from the ground up prior to its recovery, and Furniture News meets Oka’s Annabel Astor and Sweetpea & Willow’s Matt Dunton

38 Events

A look ahead to the coming months’ exhibitions, including the AIS Furniture Show, imm cologne, Spring Fair and MIFF, plus a round-up of all of this year’s UK fairs Spring Fair (44)

60 Resources

Colin Watson delivers the first instalment of a new series discussing brand creation, and Onn Manelson talks price image

66 Profiles

Cover star Classic Furniture reveals its newest ranges, plus the latest from BM Direct, Charltons Furniture and Gallery Direct

78 January Furniture Show Preview

A hall-by-hall breakdown of the products and services set to be unveiled at the UK trade’s principal event, plus floorplans and details of the show’s features, and a detailed look at The Furniture Awards 2016

Annual Subscription Rates UK-£65 Europe-£85 RoW-£95 Repro, print and distribution Acorn Web Offset Ltd Gearing Media Group Ltd 4 Red Barn Mews, High Street Battle, East Sussex TN33 0AG ISSN No: 1475 - 3731 © Gearing Media Group Ltd 2015 General information No part of this publication may be reproduced without the specific prior written agreement of the Publisher and may not be stored on any type of retrieval system. Furniture News/ Gearing Media Group Ltd accepts no responsibility for variations in colour reproduction. Special colours (Pantone etc) can be catered for with prior arrangement. Some elements of the editorial content in this publication are submitted by the trade, however, all efforts are made to ensure that the editorial remains true to fact and unbiased. Monies may have been accepted to offset the costs of colour reproduction. Gearing Media Group Ltd reserves the right to alter without prior notice any content other than customers’ advertisements. No correspondence will be entered into regarding altered or adjusted editorial content. The editor’s decision is final. All material submitted for inclusion in Furniture News is done so entirely at the owner’s risk and no responsibility is accepted for the safekeeping or return thereof.

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Oka (30)

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CONTENTS Loaf (210)

CONTRIBUTORS

Dids MacDonald As well as helping judge The Furniture Awards 2016, the CEO of ACID and vice-chair of the Alliance for Intellectual Property introduces a new service tailored to settle design disputes

Richard Naylor (238)

210 On Location

A new feature exploring fresh retail concepts in detail – this month, Furniture News visits the Loaf Shack in Battersea

222 Beds & Bedroom

New ranges and models, plus a discussion with Slumberland’s Richard Naylor on the truisms of bed marketing, and a close look at Myers Beds

Colin Watson Consultant and former MD of the British Contract Furnishing Association (BCFA) Colin discusses how to establish a brand’s personality by defining its identity and target market

244 Dining Room 248 Living Room

The newest releases for the lounge, plus a Q&A with Collins and Hayes’ Kate Delany Kirsty Whyte (286)

266 Trade Services

Industry solutions from sales specialists to delivery vans, plus a report from Lectra’s annual conference in Bordeaux

Onn Manelson Onn, the CEO of Marketyze, which provides advanced pricing intelligence software as a service (SaaS) to clients in the online and traditional retail industry, outlines seven principles of price image

286

286 Designer

Rob Scarlett meets Heal’s designer Kirsty Whyte to discuss creative philosophies and commercial pressures, Heimtextil’s trendtable delivers its forecasts for the year ahead, and David Wilson dissects his Burr Oak Console Table

Rob Scarlett Designer Rob, founder of Scarlett Design and creator of furniture for the likes of Marks & Spencer and John Lewis, quizzes Heal’s designer Kirsty Whyte

304 Last Word

Chairman of ercol, Edward Tadros, reveals his past and present

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Our British furniture manufacturers are committed to providing the highest levels of comfort, safety and quality to their customers - just three of the traits that make out Great British furniture â&#x20AC;&#x2DC;greatâ&#x20AC;&#x2122;. IT IS furniture for any age, style, budget or taste. IT IS for the traditional, contemporary, classical or modern home. IT IS desired and admired the world over. * Call in and see the team in Hall 1, stands A85 and A90 and discuss the benefits we provide to support your company.

ASK if IT IS

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British or look out

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15 11:54

PARTNER COMMENT | 7

Media Partners

Furniture News enjoys partnerships with a wide range of key global and national institutions and exhibitions, and invites a spokesperson from each to share their views each month … EXCLUSIVE UK MEMBER

OFFICIAL MEDIA PARTNER

MEDIA PARTNER

Furniture News supports the aims and objectives of ACID (Anti Copying In Design) which is committed to fighting intellectual property theft

It’s good to talk! “Of the 3500-plus exhibition mediations that ACID has handled to date, only 30% were not settled on the day” Intellectual property issues? Why litigate when you can mediate? Mediation offers a user-friendly alternative to the cost- and time-consuming experience of having to go through an (often debilitating) legal process. So, whether you are a claimant or defendant, the trick is to encourage parties to come to the table and talk before either gets too entrenched in the legal process! At the January Furniture Show, ACID will announce the extension of its exhibition grass-roots mediation model, and introduce Mediate to Resolve, an alternative to dispute resolution. This is a mediation service without IP lawyers, but with a highlyskilled intellectual property mediator. The parties jointly appoint a mediator, who is an independent third party, to act as a catalyst to assist them to craft their own solution to the dispute, rather than have one imposed upon them. The mediator cannot force the parties to accept a decision, will not offer one. Over the last 15 years, mediation has proven itself to be an effective way of resolving disputes. ACID’s statistics broadly reflects this trend – of the 3500-plus exhibition mediations that ACID has handled to date, only 30% were not settled on the day, with the vast majority settling very quickly afterwards, and only three going to court. So what advantages does mediation have over litigation? Mediation is a flexible process conducted confidentially, in which a neutral person actively assists parties in working towards a negotiated agreement of a dispute or difference, with the parties in ultimate control of the decision to settle and the terms of resolution. Mediation enables parties to craft their own settlement and agree terms that can exceed the remedies made available by a court. The parties can select their mediator, who can be trusted and respected by both parties and is an expert in their field. By entering into mediation, neither party loses their right to pursue other dispute resolution methods such as litigation, which can take place at any time. Unlike litigation, the mediation is completely confidential. Also, litigation by its very nature is adversarial and often irreparably damages relationships, whereas mediation encourages communication and co-operation and can often preserve relationships and generate future business. Recent cases have shown that the court may deny winners at trial their full costs and expenses if they have unreasonably refused to mediate. Baroness Neville-Rolfe DBE CMG, Minister for Intellectual Property, says: “Mediation and other Alternative Dispute Resolution (ADR) mechanisms offer many advantages over litigation and can be particularly valuable in IP cases. ACID’s Mediate to Resolve service gives access to a quicker, cheaper and better means of resolving problems.” Nick Kounoupias, ACID’s chief legal counsel – and also a mediator – adds: “Mediation is generally pretty under-utilised in IP disputes, but in the vast majority of cases mediation offers a quicker, cheaper, less stressful, less distracting and far more satisfying solution to a dispute than litigation, and, importantly, enables parties to craft a settlement that works for them rather than one imposed by a court. “This process, and the trust placed on the mediator by all parties, provides the framework within which to reach a solution, and helps defuse some of the tension and upset that persists in litigation through correspondence. At a mediation between two designers and manufacturers this year, the mediation ended a few hours later, having settled their differences and sharing a taxi and a drink on the way back to their respective train stations. So it does work. Give it a try.”

Dids Macdonald OBE is the CEO of Anti Copying in Design (www.acid.uk.com) and vice-chair of the Alliance for Intellectual Property. She is also an assistant to the Court of the Worshipful Company of Furniture Makers, and one of the judges of The Furniture Awards this year. Visit ACID on stand 2F15 at the January Furniture Show, an ACID Accredited Exhibition.

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Wholesale & Mixed Containers, Great Value & Fast Availability

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January Furniture Show 24th - 27th, NEC Hall 4, Stand B66 January Furniture Show 24th - 27th, NEC Hall 4, Stand B66

January Furniture Show 24th - 27th, NEC Hall 4, Stand B66

Email: sales@globalhomegroup.com Email: sales@globalhomegroup.com Website: globalhomegroup.com Email: sales@globalhomegroup.com Website: globalhomegroup.com

Website: globalhomegroup.com

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NEWS Retail

Made.com enters mattress market Made.com has launched the One by Made, a platform within its existing site dedicated to selling a unique mattress. The platform will sit within Made’s existing website, but will have a separate checkout process as well as a dedicated customer support team. There will also be a unique marketing campaign for the site. Made’s belief in the product is such that it is promising a 101-day refund policy. The One by Made will launch in France later this year. Jullien Callede, COO and co-founder of Made. com, says: “The mattress market is ripe for disruption, and Made, with its strong brand and ability to deliver compelling value through cutting out the middleman, coupled with the perfect product in the One, is best placed to realise this significant opportunity. “The launch of One by Made marks another step towards our vision to becoming Europe’s numberone online destination for home design, and making great design accessible to everyone.”

Jysk results at all-time high Jysk’s turnover and number of stores have risen steadily, and the turnover of the financial year 2014/15 was €2.9b, while the EBIT result was €414m – €17m better than the result for 2013/14. Owner and chairman Lars Larsen says: “The long-term goal has always been to make Jysk a bigger and more profitable company. The increase in turnover and earnings shows that we have done well and set new landmarks in the development of Jysk Group. However, we are far from finished.”

Jysk owner sponsors children’s charity The Lars Larsen-owned retail chains Jysk, IDEmøbler, Ilva and SengeSpecialisten have become the main sponsor of the Danish NGO, Save the Children, and aims to help children and youngsters in need, both in Denmark and around the world. Owner Lars says: “Our aspiration is to work toward increasing the opportunities for education and development. We also want to do something extra in some of the countries in which we do business.”

Ikea UK reports growth for a fourth year Ikea announced total sales of £1.57b in the UK for the financial year ended 31st August 2015 – a year-on-year sales uplift of 11.3%. Ikea’s position was strengthened as its market share grew by 0.5% to 7.7%, propelling Ikea towards its goal to double turnover and market share by 2020. Ikea UK country retail manager, Gillian Drakeford, says: “We are delighted to have achieved double-digit growth for the second year running and to be in our fourth consecutive year of growth here in the UK. What’s particularly pleasing to see is that it has come from our existing business, without the opening of any new stores, as well as from both our stores and our online channel.” This summer will see the opening of a store in Reading, the first new traditional outlet in seven years. New store locations have also been secured for Sheffield, Greenwich and Exeter. Ikea UK will also launch a new website this year.

Furniture Village adds dimension to website Furniture Village is planning to enhance online customer experience, introducing 360˚ photography to support the launch of its new website. The retailer has partnered with online imagery technology specialist SpinMe to give customers the opportunity to take control of a single image and view a product from every angle. “Customers have come to expect video and 360˚ views of products online, and our new website will ultimately offer a better shopping experience,” says

Charlie Harrison, director of marketing at Furniture Village. “Many of our products have extra features such as reclining chairs and extendable leaves in dining tables. In order to show these benefits we need a solution that will allow us to add an extra element to online viewing. SpinMe’s software stitches shots together to create multi-dimensional flawless images.” The retailer plans to provide 360˚ views across all products.

Houseology enters crowdfunding arena Houseology.com – formerly Occa Home – is seeking £1m investment via crowdfunding platform Seedrs. com. Investors will be able to commit any sum from £10, in return for an equity share and a range of discounts on purchases. Houseology.com reports that to date it has delivered a Compound Annual Growth Rate of 91% to existing investors over three years. “With the interiors sector dominated by mid- to low-end players, there is significant room in the

higher end of the market for a challenger brand like Houseology.com to grow,” comments Sir Terry Leahy, a member of the company’s board of directors. “Our vision is to transform the homewares market in the same way Net a Porter did for fashion, and with [founder Kate Mooney’s] expertise and our board’s considerable business experience, we’re confident this crowdfunding opportunity represents a strong investment.”

Fashion designer launches collection with Habitat British fashion designer Henry Holland is collaborating with Habitat to launch his first interiors collection in May. The limited-edition designs will feature a series of artwork from the spring/summer 2016 House of Holland season, executed across textiles and upholstery. Henry says: “It’s been a lot of fun translating our SS16 collection for a different creative industry – taking our 1970s psychadelic, hallucinatory prints from the catwalk and working with new materials and techniques specifically for the home.”

MatalanDirect expands into new categories MatalanDirect.com has added rugs, blinds and curtains to its site. CEO Shane Quigley comments: “Growing from bathrooms into five product categories in five months is a huge achievement for the business and is a credit to the hard work that the team here have put into launching the brand. The new Home Furnishings range allows us to be relevant for a different type of shopper, providing alternative home updates that can transform a room without committing to significant furniture items.”

Biggest ever week of sales for John Lewis John Lewis saw its biggest ever week of sales – turning over £187.7m – at the end of November, fuelled by Black Friday and the price matching of competitor events. Sales in that week were up 4.8% on 2014, up 27.6% on 2013 and up 60.1% week-onweek. Sales through johnlewis.com were up 15.5% year-on-year. Across Black Friday and the following Saturday and Sunday, the retailer’s distribution teams

processed 18% more parcels compared to 2014, equating to five units per second during the peak hour. Trade in Home increased by 3.7% year-onyear. Fitted furniture sales were up 31.7% and beds and bedroom furniture were up 21.2%. “Black Friday marks the first of the three peaks of Christmas and there was huge anticipation for the day this year and high expectations to meet,” says operations director Dino Rocos.

New retail operations director at Homebase Ewan McMahon has been appointed to the role of retail operations director at Homebase, reporting to MD Echo Lu as part of the Homebase leadership team. Ewan brings 25 years of retail experience, having started on the shop floor as a management trainee at Tesco. Subsequently, Ewan has held a variety of leadership roles at Tesco in the UK, Japan and Turkey. More recently, Ewan led the Tesco Extra Format in the UK as its operations director, and since 2011 worked as the COO of Tesco’s Turkish business, where he was responsible for store and central operations, supply chain, online business and distribution.

Ewan McMahon

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IAFP.

Go global Are you looking to develop business overseas? The International Alliance of Furnishing Publications (IAFP) is a 20-yearold association comprising the leading trade publications â&#x20AC;&#x201C; based on editorial quality and circulation â&#x20AC;&#x201C; from 19 countries worldwide. Its aim is to assist its members, and their advertisers, to better communicate with foreign markets. When promoting or seeking information from abroad, the IAFP network is the one to trust. Furniture News has been the UK member publication since 2012, and has since helped its readers and advertisers reach high-quality foreign information, contacts and readership. Contact Samantha Horscroft on (+44)1424 776100 to find out more.

www.iafpalliance.com

Member publications

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NEWS Events

London Fabric Show roster grows More UK companies have joined the line-up for the BFM-hosted London Fabric Show, which takes place on 29th February and 1st March. The British companies will exhibit alongside prestigious companies from Belgium, Italy and Turkey, in the executive boxes of Chelsea FC. Warwick Fabrics, Art of the Loom, British Velvets, Abraham Moon & Sons, FSN UK and Clarkson Textiles will all bring new fabrics and designs to the show. The exhibitor list also includes many well-known brands from Belgium including Ter Molst, Symphony Mills, Boyteks Textiles, Annabel Textiles, Muvantex, Green Street Textiles, Abraham Moon & Sons, Ketts, as well as Adoksan from Turkey and Prostex from Italy.

Top destination in London this month With new branding, a new website and new features, Top Drawer – taking place at London’s Olympia from 17-19th this month – has evolved, offering an even selection of carefully-curated content from across the globe, within the four new Top Drawer worlds – Home, Gift, Fashion and Craft. Home will present a carefully-edited crosssection of products from some of the finest brands and designers in interior accessories, kitchen and dining, furniture, lighting and outdoor living for the spring/summer season. Authentics,

Broste Copenhagen

BlissHome, Broste Copenhagen, Coach House, Ella Doran, Garden Trading, Libra, Pad Home, Seletti, Skandium, Umbra and One World are amongst the over 200 Home brands confirmed. “Home at Top Drawer has developed tremendously since its launch in 2012. Buyers can now find an unrivalled homeware selection from leading international brands of the highest quality – a selection that won’t find be found at any other event in the UK,” says development director Ian Rudge.

Skandium

New branding for Singapore show International Furniture Fair Singapore (IFFS) has unveiled a new brand identity ahead of its 2016 edition, which reflects the show’s continued commitment to promoting design within the furniture industry, and to forging relationships between exhibitors and buyers. A new tagline – Design, Inspiration, and Trade – represents IFFS’ mission to be the premier launch platform in Asia for the furniture industry. IFFS returns from 10-13th March. Read more in this month’s Fair Comment article (p50).

Media 10 launches decorative show LuxuryMade Exhibition organiser Media 10 has launched LuxuryMade, a contemporary decorative show staged as part of London Design Festival, taking place at Olympia from 21st-24th September. The show will focus on the high-end interior design market, providing around 50 brands across accessories, lighting, fabrics and furniture. LuxuryMade will take place in a setting spanning

two spaces – The Pillar Hall, a banqueting room, and the Upper Pillar Hall, once the UK’s first electric cinema. Both were constructed in 1886. Event director William Knight comments: “The launch of LuxuryMade marks an exciting moment for Media 10, the London Design Festival and the luxury interiors community. By staging a beautifully-produced and highly-selective showcase

of some of the best contemporary and decorative brands in a stunning central location, it responds to an expanding market in need of a new high-quality event and visitor experience. “We have placed this ambitious show within the emerging powerhouse of design in West Kensington – alongside the new Design Museum and resurgent 100% Design.”

Bringing the Scottish trade together The doors of Edinburgh’s Highland Hall will open from Sunday 31st January to Tuesday 2nd February for the Northpoint 2016 show, the 38th annual event organised by the Scottish Furniture Representatives Association (SFRA). The 2015 edition reportedly attracted 219 buyers and, in recent years, many of the SFRA members have taken on larger sales territories incorporating parts of England and Ireland, so the event now welcomes many retailers from these areas. Donna Speirs, buying and marketing director of retailer Archers Sleepcentre, says of the event: “Starting off with one branch in 2001, and now

with 10 branches and a growing online business, the Edinburgh exhibition is an integral part of our plans for every new year. It is also an opportunity for our branch managers to view new products being launched by our suppliers.” The annual SFRA Presidents Dinner will be held on the Monday night at the Edinburgh Marriott. After the sell-out success of last year’s 50th anniversary SFRA dinner, the organisation is promising another strong evening of entertainment, featuring Britain’s Got Talent finalist Les Gibson, and Woody the Magician, one of Scotland’s most highly-rated magicians.

Les Gibson

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NORTH

31st January - 2nd February 2016

Royal Highland Centre, Ingliston, Edinburgh

THE FURNITURE AND INTERIORS EXHIBITION FOR NORTHERN UK

2016

The besT value show in The uK! siTTing nexT To edinburgh airporT and wiTh greaT road linKs To The resT of The uK.

norThpoinT is The desTinaTion for all reTailers

looKing To do business in a relaxed seTTing and wiTh an opporTuniTy To enjoy The CiTy of edinburgh during Their sTay.

CONFIRMED EXHIBITORS 11th DECEMBER - Ancient Mariner • Apollo Beds • Aristarchus • Ashwood • Asiatic Carpets • Balmoral Furniture • Bluebone • Breasley • Call Srl • Celebrity Motion Furniture • Core Products • Deepsleep Beds • Deluxe Beds • Desser & Co • Divania International • Dunlopillo • Dura Beds • Elvie Framing • GCL Bedroom Furniture • Gilt Edge Beds • Heritage Furniture • Glenwood • Global Furniture Alliance Ltd • Harrison Beds • Highgate Beds • Highgrove Beds • Honey B • ILSAT Srl • Kayflex • Keen Classics • Kettle Interiors • Kingstown Furniture Ltd • Lebus Upholstery • LPD • M A Living • Maysons Bedroom Furniture • MFS • Mini Divani • Moresleep Beds • Myers • Panacea Upholstery • Postureflex Mattresses • Reading Fireside Chairs • Relax Seating • Relaxateeze • Rest Assured • Relyon • Royams • RWS Furniture Distribution • Salus • Sanctum made by Highgrove • Scanthor Upholstery • Sealy Posturepedic Beds • Sherborne Upholstery • Siesta Beds • Silentnight Beds • Slumberland • Satori Home • SJ Units • Sofa Factory • Somnus • Springcraft • Sweet Dreams • TCBC Ltd • The St. Andrews Bed Company • The St. Andrews Sofa Company • Tyrone Quality Picture Framing • Value-Mark • World Furniture

www.northpointshow.co.uk info@northpointshow.co.uk

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NEWS Industry

BRC welcomes further thought on business rates review The British Retail Consortium (BRC) offered a mixed response to November’s Autumn Statement, stating that it would “only have a minimum positive impact on the retail industry, which is still expected to find approximately £14b over five years to meet new Government policy announcements. “Although retailers have committed to achieving the National Living Wage and more, there is a very real danger that there will be fewer people employed in the industry as a result”. Although some commentators bemoaned the delay, the BRC welcomes the extension of the business rates review, now expected in the March 2016 Budget. “The Government confirmed its plans to devolve rates setting to local authorities by 2020 and will continue to offer support to small businesses struggling with their rates bills by extending the doubling of small business rate relief in England for 12 months to April 2017,” it notes. “However, the high street retail discount – currently worth up to £1500 a year to shops, cafes, pubs and restaurants – has not been renewed, which retailers will find very disappointing. “The Chancellor also confirmed that the apprenticeship levy will be set at 0.5% of payroll and apply to firms employing over 150 employees. It is hoped the levy will raise £3b a year and fund three million apprenticeships. Last July’s Budget is still holding back retail from helping the Government to deliver a more productive economy because of the need to mitigate the ever-increasing costs placed directly onto retailers by this Government – business rates, the national living wage and the apprenticeship levy.” BRC director-general Helen Dickinson adds: “It is encouraging that the Government appears to be taking their time to consider their options for fundamental review of the business rates system. We have long said that it would be better to take the time to get the solutions right on the first go and design a system that is fit for purpose. The Chancellor needs to reduce the disproportionate burden of business rates on the industry and keep going with its review because this is the key to delivering the core of the Government’s reform programme.”

New contact details for Minerva Buying group Minerva Furnishers Guild, organiser of the Autumn Furniture Show, has amended its direct contact details. It can now be reached via telephone on 01249 716195, and by fax on 01249 716198. The group, which celebrated its 25th anniversary earlier this year, comprises many of the UK’s best-established independent furniture stores.

New outdoor furniture standard introduced FIRA has announced the publication of a new European standard for outdoor seating, BS EN 581-2: 2015. The revised standard replaces the previous 2009 edition. The majority of the changes in the new standard are simply updated references to the latest test method standard (BS EN 1728: 2012) and as such should not affect the ability of product currently on the market complying with the new standard. Loungers are now within the main body of the standard, and some requirements, such as rearwards stability, have been added.

FIRA launches domestic design toolkit A new toolkit for designers of furniture for the home and specialist furniture for elderly and bariatric users is set to be launched during the January Furniture Show – rescheduled from September. The Furniture Design Toolkit (FDT) aims to provide designers with the tools to incorporate ergonomics, user trials, standards and legislation into the design process for domestic furniture. Written by Levent Çaglar, chief ergonomist, and Lorna Reed, ergonomist, at FIRA International, on behalf of the Furniture Industry Research Association, this domestic edition complements the first Toolkit, launched in 2013, which covered contract, hospitality, educational and office furniture. Two seminars will take place on FIRA’s stand, where Levent will offer his views on how to incorporate ergonomics into the design of domestic furniture. He will also be running a furniture clinic where visitors will be able to discuss topics one-toone with FIRA’s ergonomics team. Visitors to the seminars will receive a free copy of the toolkit. “Furniture designed for the domestic market is usually influenced by the latest fashion and trends, but as consumers become more aware of how furniture can impact their health and wellbeing, ergonomics is fast-becoming a key consideration for manufacturers,” explains Levent. “Consumers are looking for something that is

Levent Çaglar

visually pleasing, fit for purpose and comfortable. Ergonomics is not usually considered for domestic furniture, but it is already widely recognised as highly important in the workplace, so there is an argument that it should be just as important in the home. I am urging designers to make it one of the essential considerations when designing furniture for the home. “The FDT provides designers with tools and guidance to help them concentrate on creating fit for purpose, ergonomic, yet visually attractive, and desirable products which also meet all standards and are ready for market.” Following the launch, the Furniture Design Toolkit will be available to download from FIRA’s website.

FIRA reports on flame-retardant technologies Cause for concern over the potential toxicity of some flame-retardant chemicals has prompted FIRA International, on behalf of the Furniture Industry Research Association, to bring findings from research into current and alternative flameretardant technologies used in furniture and furnishings together in a new report, Current and alternative flame retardants for use in upholstered furniture. “The use of flame retardants in furniture and furnishings is of great significance, especially in the UK, where fire safety of upholstery is governed by national legislation. Failure to comply with these requirements could result in prosecution, fines, and potential recall of non-compliant product already placed on the market. The potential toxicity of some flame retardants has been cause for concern, which prompted the association to investigate the situation with current flame retardants and to look at possible alternatives,” explains Phil Reynolds, director at the association. Consumers are also becoming increasingly aware

of the presence of – and necessity for – chemicals in goods, and the effects that these chemicals might have on human health and the environment. However, the same consumers would also expect that the products that they purchase are safe in terms of fire safety. The research aims to address a knowledge gap in which FR chemicals are currently used in products sold in the UK and to look for alternative technologies for when chemicals are reviewed for the potential environmental impacts, which can result in their restriction. Phil continues: “The flame-retardant chemical industry is working hard to look for alternative chemicals and is actively involved in updating the furniture industry with progress through forums such as Fretwork, which work together with all sectors of the supply chain to keep abreast of issues. We hope that this research and our continuing work in this area will assist the furniture and chemical industries to work together to find solutions to issues as they arise.”

BFM contributes to inclusion programme The BFM is part of an industry consortium that manages Working Tri21, an EU-funded project which aims to enhance the social inclusion of people suffering from disabilities by integrating them into the job market – specifically in the furniture industry. The project aims to research and develop support for those with disabilities, with a primary focus on those with Down’s Syndrome (Trisomy21, hence the project name).

The research part of the project has identified the skills, abilities and knowledge regarding prospective job roles in the furniture industry, and the developmental support will now focus on tailoring training packages for individuals with special needs to undertake employment in the industry. Finally, trial tests will be carried out in Spain, with the finished, furniture-related training courses being designed and available for use in most EU countries.

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NEWS Supplier

Dreamworks wins AIS award for fourth year

Members of the Dreamworks team with their award – Paul, Sophie, Pam, Jo and Berni Bed manufacturer Dreamworks Beds, now owned by Gallery Direct, has won the buying group accolade AIS Gold Standard Award for the fourth year in a row. “Throughout the year, AIS monitors supplier performance through member feedback, statistics, complaints and internal analysis,” comments Darrell Cooper, Associated Independent Stores’ (AIS) partnership trading manager furniture. “Each year, the top-performing suppliers who have excelled in terms of product quality, communication and after-sales service are presented with the coveted Gold Standard Award. This accolade is highly valued by suppliers, further highlighting our mutual commitment to providing the highest levels of service. Dreamworks Beds were amongst the winners in 2015 which demonstrates their continued high standards of quality and service to our members.” “We are absolutely delighted to have won this award again,” adds Peter Delaney, Dreamworks Beds’ MD. “It is testament to the whole team who focus continually on the needs of our clients and delivering outstanding service. Speed of production, quality assurance and attention to detail are the essence of our success.”

Scandinavian House wins supply award The implementation of Stream, a cloud-based order, delivery and transport management software application, has enabled Scandinavian House to scoop its second major award after winning the European Supply Chain Excellence Best SME Award. Dave Pickburn, MD at software provider Proximity, and Scandinavian House directors, Anne and Dan Ridgway, collected the award from TV personality Nick Hewer at the ceremony in London’s Hilton on Park Lane. Dave says: “We are delighted to have won a second award for the year, particularly in such a special category. Our partners really like how easy it is to do business with us. They are now able to do many things that they couldn’t do before we had Stream. Winning this award gives further proof of improved business processes within Scandinavian House. Ultimately, the software has helped us to keep our customers happy, not only retailers, but end consumers as well.”

UK becomes Natuzzi’s second-largest market Natuzzi Group has posted a revenue increase of 3.1% for Q3 2015, and points out double-digit growth in the UK, making it the company’s secondlargest market after the US. Globally, the upholstery giant reports a positive EBITDA of €1.5m, compared to an EBITDA loss of €3.7m in Q3 2014, and consolidated revenues of €115.2m – up 3.1% on 2014. Its gross margin was 32.7%, a significant improvement on 2014’s 27.9%. “The positive results posted for the preceding six quarters have once again been replicated in the third quarter of 2015,” says chairman and CEO, Pasquale Natuzzi. “The improved sales mix and quality – together with favourable currency movements – led to a 3.1% revenue increase (+10.6% for the first nine months) and a significant

margin boost. “In Q3 2015, the Natuzzi brand represented 70.5% of upholstery sales, with the remaining 29.5% from private labels. The regional breakdown highlights the strong performances of the Americas (+10.5%) and Asia Pacific (+9.0%) – in particular China and South Korea.” Since the beginning of the financial year, Natuzzi opened 90 new galleries and 15 new sales points. The cost of sales as a percentage of net sales reduced 4.8% thanks to efficiency measures introduced at the Chinese plant and greater productivity at the Italian plant, the stabilisation of the workforce and the discontinuation of worker rotation from May 2015 as per the Trade Union Agreement of 3rd March.

Sealy UK records best trading year to date Sealy UK reported that October was the busiest month in the company’s busiest trading year since it was established 41 years ago. Over 1000 of its Which? Best Buy Award-winning Napoli and Teramo mattresses were ordered every week that month, whilst Sealy’s premium products helped it achieve double-digit growth across the board in 2015. “Growth is up everywhere,” says sales and marketing director Neil Robinson who attributes some of this success to the premium end of the market, alongside the Which? accolades and general economic recovery. “Profile and Hybrid have taken us to price points that hitherto had only been occupied by the premium pocket brands and, crucially, this expansion has not been at the expense of our core

business. The Which? awards have been the icing on the cake, taking us over the levels we previously expected. I think the market is separating, as tends to happen when it comes out of recession – there’s a lot of people still buying on price, but many are loosening the purse strings.” In October, Sealy’s Which? award-winning Napoli sold four times as fast as it did three years ago, and the Teramo received 12 times as many orders since its June win. These two mattresses now generate some 25% of the company’s total general independent retail sales, while business was up across all ranges by some 30% last year. 2015 was the third year of strong growth for Sealy UK, which will return to Brooklands Museum in Weybridge, Surrey, to unveil its newest products from 17-18th May.

Skano enlists new designer Northern European furniture brand Skano has enlisted designer Rob Scarlett to develop the Meyer range, a new collection that updates Scandinavian aesthetics with British industrial touches.Skano first approached Rob last spring, after seeing his successful Brunel range in Heal’s. “My desire with the Meyer Range was to create a timeless classic which will look as good in 50 years as it does today,” says Rob. “I tried to draw inspiration from Scandinavian furniture masters of the past and update the look with a British industrial aesthetic. I’m really thrilled with the results, and think Meyer exudes a kind of casual elegance. “The design is an exercise in simplicity. The softened profiles and warm, soulful finishes brilliantly showcase the masterful European

craftsmanship. Skano have a great skill in creating bespoke finishes and the colour contrast options in Meyer add an extra layer of depth and history to the range. This is a versatile range that I hope and believe will look good in any UK home.” Skano will exhibit the Meyer range by Rob Scarlett at imm cologne.

Change of agent for Thonet German furnishing brand Thonet has changed the distribution of its product range in Great Britain and Ireland. Sales in this territory will now be handled by Atmosphere 1102, an agency led by Prash Chauhan and Tarunn Mistry. “Thonet wishes to thank Crest Contracts for its valuable contribution to and long relationship with our brand in the UK, which will continue in the form of a specialist service for the contract furnishing market,” says CEO Thorsten Muck.

Lectra appoints new director for Turkey and Middle East Lectra, a provider of technology to industries employing soft materials, has appointed Burak Susoy as director for Lectra Turkey and the Middle East. “I am pleased Burak Susoy has returned to Lectra. He is in charge of a region with clear potential,” says CEO Daniel Harari, Lectra CEO. “Turkey is continuously strengthening. It has major entrepreneurs, considerable skills and an ability to develop quality products. Today, Turkey is Europe’s second textile supplier.”

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Supplier NEWS

Flexiload consolidates Chinese operation

Upholstery machinery manufacturer appoints new director for Northern Europe

Cabinet furniture supplier Flexiload is consolidating its operations in a single base in Beijing, with the aim of improving administrative, cost and time efficiency, and also plans to grow its sourcing team and employ a dedicated designer. “All of this means Flexiload can better supply our customers with the right ranges, at the right quality and price,” says sales manager Anthony Cahill. As well as purchasing in sterling as usual, buyers can also now save money by buying product FOB in US dollars, with shipping arranged upon request. Existing orders will be invoiced and handled by Flexiload’s UK sales and support team, which will remain in place.

Lectra, a supplier of integrated technology solutions to the upholstery market, has appointed Jean-Patrice Gros director of Lectra Northern Europe, covering the UK and several other territories. “Jean-Patrice Gros’ appointment to the head of this region demonstrates Lectra’s strong commitment to developing its activity with brands, retailers and manufacturers,” says CEO Daniel Harari. Jean-Patrice was previously director of Lectra in the Middle East and North Africa. Working at Lectra for the past 30 years, Jean-Patrice has been successively member of the Professional Services team, responsible for the International Advanced Technology Center in Bordeaux, before being appointed head of sales in Canada and director of the Maghreb region of Africa.

New leadership appointments take place at Hypnos James Keen

Bed manufacturer Hypnos has announced two changes to its management team. James Keen will now take the lead for Hypnos Ltd, the retail arm of the group, as MD, and Clive Parry steps up to become director of UK retail sales. Group MD Stephen Ward says: “I am delighted to announce these appointments as they are an important step in the evolution of the group, as we continue to grow at a phenomenal rate. Sales have doubled in the last four years and this trend looks set to continue. “Last year we created two companies to serve the global bed markets – Hypnos Contract Beds Ltd for the hospitality sector, and Hypnos Ltd for the retail sector. We were able to appoint the MD of Hypnos Contract Beds from within the business, and John Woolley and his team have done a fantastic job in the last 12 months. “The fact that we are also able to appoint the latest two roles from within shows that we are developing great people within the organisation who have in-depth knowledge of Hypnos and the markets that we trade in. Their specialist expertise, combined with their passion for continued success, means the business has an increased focus on each market with a dedicated team to help drive the business forward. “This move also enables us to keep looking for new opportunities, without detracting from the current focus of the business, and to ensure that the investments that we have made in international partnerships over the last two years start to get real traction.”

Jean-Patrice Gros

Forte chairman wins entrepreneur award The chairman of the management board of self-assembly furniture manufacturer Fabryki Mebli Forte, Maciej Formanowicz, received a special award during the 13th edition of the EY Entrepreneur of the Year competition. The chairman of KGHM, one of the world’s largest producers of copper and silver, presented Maciej with his award, stating that he had created a strong, world-recognised Polish brand. Poland has hosted the EY Entrepreneur of the Year since 2003. The following criteria are considered by an independent jury when selecting the laureates – entrepreneurship, strategy, financial results, international activities, new technologies and innovativeness, as well as relations with employees and the community.

Maciej Formanowicz

BeA maintains commitment to furniture training provider Webs Manufacturer of fastening tools and consumables, BeA, is continuing to support a specialist provider of training for the furniture and bed production sector. The business recently made the latest in a series of ongoing product donations to Webs Furniture Training, which plays an important role in maintaining the sector’s skills base and in creating opportunities for its students. As part of its ongoing support of Webs, which began in 2007, BeA recently retooled the training provider with a new and broader range of pneumatic staplers and tackers. The tools will be used across a number of courses including framemaking and upholstering. BeA MD John Mercer says: “BeA is a business with strong CSR policies and our support of Webs reflects that. Not only does Webs play a vital role in ensuring the long-term prosperity of the industry, but it also helps students to take their first steps into a new career. With this in mind, we are only too pleased to offer Webs our continued support.”

Sammy Jones, Webs’ MD, adds: “Both the team and students at Webs are very grateful for BeA’s generosity. By providing tools and materials, our corporate sponsors enable us to invest into other areas and resources which benefit students and ultimately the industry.”

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NEWS Supplier

Sales grow at Sofa Brands International Sofa Brands International reports that its annual sales grew by 13.5% to £90.5m in the 12 months to 30th June 2015. Strong demand for Parker Knoll’s product range raised sales by almost 30%, while turnover at G Plan and Duresta also made good progress on the previous year. Scott Malvenan, CEO of Sofa Brands International, comments: “I am delighted to report the progress we have made in all three brands despite quite challenging conditions arising as the year progressed. Our brands performed strongly in the UK, well into the second half of the year when, as expected, the general election then cooled demand. Political instability abroad held back exports in our luxury brand as trade with Russia and its neighbouring territories dipped significantly. Demand in China also declined as the economy slowed in comparison with previous trends. “Our operating costs rose during the year as we built capacity to match the increased demand for our products, and we strengthened our management team in a number of key areas. Investment in our new enterprise resource planning (ERP) system was also substantial and implementation of this across our group will continue. “We will invest further in our people, products and operations to strengthen the group. Trade remains challenging with the UK retail scene continuing to prove unpredictable, while exports to Russia and China are unlikely to recover quickly. We are working on a number of collaborations to strengthen our product offer, and we recently reacquired the cabinet rights to the G Plan brand. I am very excited about the momentum we are building in many areas. “The acquisition of our group in January 2015, led by Promethean Investments, has created exciting new horizons for each of our brands to pursue.”

Heritage joins ACID Cabinet furniture supplier Heritage Furniture has announced that it is now part of anti-copying association ACID, a measure which the company hopes will help secure the intellectual property rights to its designs, and prevent imitation. MD Saeed Mohmed comments: “As Heritage Furniture continues to gather strength and respect in the industry as a key designer and supplier of furniture, we continue to strive to give reassurances of quality and customer care. We are delighted to have become ACID members, and look forward to continuing our growth with new and existing clients.” The move comes as Heritage plans to unveil a host of living, dining and bedroom ranges, designed in-house, at the January Furniture Show this month.

Silentnight launches academic sleep study Silentnight teamed up with the University of Leeds to commission academic research around the value of sleep in Britain. Previous research found that people in Britain lose more than 15 days’ worth of sleep a year, and more than a quarter of the British public suffer from low levels of sleep. These first findings were presented at the British Sleep Society Conference, and featured heavily in the national press. The company already employs a neurophysiologist, Dr Nerina Ramlakhan, who specialises in sleep, as its sleep doctor. Silentnight has now expanded this activity by partnering with the University of Leeds’ School of Psychology to conduct in-depth academic research, using its experience of sleep and sleep products in the UK. Nick Booth, marketing director at Silentnight, says: “We have always invested significant resource into the science of sleep, and this latest piece of work with the University of Leeds is another

Dr Nerina Ramlakhan

example of our commitment to helping everyone get a great night’s sleep. The research will form part of our ongoing product development and commitment to innovation and quality across all of our product range – supporting our vision to be the UK’s most trusted sleep brand.” The second phase of the research will be published early this year.

Flexiload appoints new salesman Boasting many years’ experience in global business sales, George Wang has joined Flexiload Asia as international sales manager. George will work from the supplier’s Beijing office, where he will handle the company’s larger accounts, plus those customers who buy on FOB terms. George has spent many years in the UK completing an MBA degree, and has spent time in Brighton and Cambridge studying language. In 2007 he lived in London as a postgraduate. George says: “During the time I spent in the UK, I’ve met a lot of friends who came from all around the world, as well as locals. We spent time sharing our UK life experiences with each other and enjoying the culture. Those experiences gave me an open mind and improved my English language skills. “Based on my working experiences, business isn’t just a business – it’s more about building good relationships between you and your customers, and even with the end users. You have to listen to them carefully to discover what they want and what they really need, and then try to find them a solution. I will be visiting the UK frequently, and am looking forward to meeting Flexiload’s customers – my first visit will be the January Furniture Show this month.”

George Wang

Duvalay appoints new commercial manager Yorkshire-based bedding and mattress company Duvalay has appointed Jim Harrower its commercial manager, to help launch its new Hilary Devey collection. Jim joins with a wealth of experience in the bed industry. He was previously the MD of Sealy UK, and also helped launch the Dormeo Octaspring brand in the UK. “I am excited to be working with such a passionate business,” says Jim. “Duvalay has grown rapidly over the last few years, and I am pleased to be able to help them develop their new product range further. “The Hilary Devey collection has such a strong

brand identity – there is nothing like it in the market currently.” The HD Collection was designed and inspired by Hilary Devey CBE, founder of the multi-millionpound Pall-Ex logistics network. Hilary has been a business partner to Duvalay, and a key driver of its international expansion, since founders Liz and Alan Colleran presented their winning Dragons’ Den pitch in 2011. Alan Colleran, founder and MD of Duvalay, says: “Jim has an excellent reputation throughout the sector, and the addition of his vast experience and proven track record will help expand our business into the retail sector.”

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INTERVIEW Mike Logue, Dreams

Hands on Can any of us truly say we’ve never felt the lure of an ivory tower? As a business grows, the distance between its principals and their employees and customers naturally grows – but losing sight of day-to-day concerns can lead to being dangerously out of touch with commercial realities. Despite having many years of retail experience under his belt, when Mike Logue was appointed to direct Dreams’ recovery he knew that a reversal of fortunes could only be achieved if he understood the business from the ground up. Paul Farley reports …

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Mike Logue, Dreams INTERVIEW

Comfort By Colour groups a concentrated mattress offer by type

Last year, I sat down with CEO Mike Logue at Dreams’ ‘Bedquarters’ in High Wycombe, to discuss the company’s recovery following its purchase from administration. Change was evident everywhere – in the stores, the products, the sales initiatives, and even in the company’s philosophy, which was now driven by a manifesto based on quality and honesty, and an ambitious aim to put ‘a Dreams bed in every home’. Profitability is central to these priorities, and the Dreams of today is fast reaping the benefits of a fresh approach. In 2013 – the year of its buy-out – Dreams posted a loss of £3.6m, yet turned this around in 2014, delivering a profit of £6.9m. For 2015, the retailer expects to confirm this positive trend, achieving 15% like-for-like sales growth and expecting profits to exceed £18m. Of course, a general recovery in the market played its part in this turnaround, but the results are, in part, testament to Mike’s efforts. With a resume encompassing management roles at Gamestation, Asda, Mothercare and Phones4u, as well as 11 years of store experience at Marks & Spencer, Mike’s retail credentials certainly check out – and one would completely understand if, upon his appointment by new owner Sun European Partners, he had decided to occupy that ivory tower and direct proceedings from afar. However, Mike’s approach – informed by an impressive 26 years in retail – was instead to throw himself into the business at every level, in an attempt to truly understand the brand. Whether that entailed spending time on the shopfloor talking to sales staff and customers, shadowing the production processes at Dreams’ UK factory, or even tagging along with home deliveries,

“I’ve learned very little strategy sitting behind a desk”

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Dreams, Maidstone

“I felt that my first supervisor knew more about what needed to change in the company than most of the directors that came to visit” Mike appreciated that only through experience and interaction could he hope to identify the best way forward for the business. I spoke to Mike upon his return from a visit to several mattress production facilities in the US, and, latterly, a store tour across the Midlands … It sounds like you’ve clocked up plenty of miles … I’ve spent a lot of time with manufacturers, trying to

>>>

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Mike Logue, Dreams INTERVIEW

Dreams’ Maidstone store was refurbished in April to reflect a new concept

understand what we should be doing and selling, and what mistakes have been made. I’m clearly playing catch-up – everyone I’m meeting in the industry has tens of years of experience – but there’s some exciting stuff taking place, both in the UK and outside it. There are some very tough markets in Europe – and you don’t get much tougher than the US in terms of competition – in which you have to be very good to survive. If I can learn just one or two things from each trip, it’s time well spent. I spent the last two days on my own travelling up the A1 to Stevenage, Peterborough, Biggleswade, Lincoln, Nottingham and Mansfield. The next day I visited Loughborough, Rugby, Milton Keynes, Coventry and Leicester. I’ve also checked out our competitors’ stores. I’ve learned very little strategy sitting behind a desk. I can’t remember ever sitting round a table with a pen and paper and coming up with a new idea. My career began on the shop floor, and I’m firmly of the view that the people on the shop floor pay my wages – not the other way round. All the strategic changes we’ve made at Dreams, everything we’ve done differently, have come from time spent in stores, in delivery vans, on the factory floor, and travelling across the country. These visits allow me – without an entourage – to talk to people, and to listen to what we’re really doing. The longer I spend with our teams, the better they get to know me, and the more they tell me – what we’re doing well, what we’re doing badly, and, most importantly, what we need to do differently.

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“When you’ve got multiple shareholders or financial groups involved in the future of an organisation and things are getting difficult, I can totally understand you losing touch” I started out in Perth Marks & Spencer’s in August 1989. I can remember the people that helped me back then, in particular my first supervisor – I felt she knew more about what needed to change in the company than most of the directors that came to visit. Yesterday, I was challenged by some store staff who wanted a greater role in changing their ranges – they know their local customers better than we do, so I’ll make sure those changes take place. I also engage customers in store, and through our Pillow Talk website – a thousand customers post feedback here each week, and I’ll probably read 30-50 specific items weekly, positive and negative. Do you see yourself chiefly as an innovator? I’m just making sure I’m where the customer’s at – that I never get too far away from them, or from my colleagues. I can see how that might be a bit intimidating for some staff …

>>>

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INTERVIEW Mike Logue, Dreams

It took a long time for some of them to get used to it. In the office – particularly because of the horrendous times that this office has been through – I don’t think people believed my approach for several months. That said, in the stores people opened up within a couple of hours, thanks to my background – they recognised that I knew how tough their job was. Did you announce your management plan formally? Not really – but, on the first day, I did get everyone together in the atrium. In hindsight, they might have thought that everyone was going to be sacked – I didn’t realise that this was a location that had only ever been used for bad news. Now, I get them together every week, and a level of trust is building. There had been no pay rises here for four years, and no bonuses for five. We put the first pay rise in – it wasn’t huge – and we awarded a 10% bonus at the start of 2015. In the past, bonuses had been spoken about, but not paid. That generated a huge lack of trust. One of our core values is ‘we do what we say we’re going to do’ – and at this point, our staff started to believe us. That mantra comes from the shops. Managers and sale staff were saying to me: “Mike, whatever you do, will you just do what you say you’re going to? You don’t need to tell us stuff that doesn’t happen, just tell us the truth.” There was definitely a lack of trust and respect in this building. I think we still have some of that around the organisation because we’re still emerging from what was a difficult situation, but I think we’re trying to go in the same direction. We carried out an engagement survey in January 2014 and only 50% of the employees completed it. We did one recently, and 90% of the employees completed it – the level of engagement is off the scale. I hear you’ve also spent time with delivery staff? We’ve got roadshows where we speak to every manager, driver and driver’s assistant – but my most profound experience was spending time out on the road myself. I learned that we needed new vehicles, and better product management ahead of deliveries. I’m aware that we have people who earn below a living wage in this business, and that happens in our distribution network a lot more than it does in our shops. My team and I are focused on trying to improve that as best we can – within the constraints of a business that needs to be more profitable. The reality of what our delivery drivers do, and how important the last mile of getting our product delivered into people’s homes, is a very vivid memory for me. I couldn’t believe that our delivery team spent longer with the customer than our salespeople do – taking the bed into someone’s home, fitting it, building it, removing rubbish, taking the old bed out … What was your first home visit like? One that really strikes me was delivering a bed up five flights of stairs in central London with no lift. We were delivering the bed, but they’d already bought the mattress from an online competitor, and I was rather frustrated that I was just delivering the frame! I had a conversation with the customer about why his experience in store had driven him to buy online – he just didn’t feel that the service had been good enough. I then visited some really challenged locations – I never had any idea that there could be so many beds in so few rooms. I also

“All the strategic changes we’ve made at Dreams, everything we’ve done differently, have come from time spent in stores, in delivery vans, on the factory floor, and travelling across the country”

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Mike with Dreams’ Property Team, which won the retailer’s Department of the Year Award at its annual conference in November. Pictured from left are: Alan Spice; Salvatore Collura; Stuart Holland; Mike Logue; head of the department, Ben Whittle; Joel Shine; Steve Turnbull; and operations director Jeremy Gerken remember delivering a mattress to an older lady, who wanted our help moving multiple pieces of furniture round her house – the guys were on a time limit, but equally they had to help the customer. I was the one calling up the customers to promise time slots – and then having to call them again to tell them we were running late because of traffic. It all hit home – how heavy these products are, and how the only safe place to park can be quite a long way away from the delivery location. Do you have any stand-out memories of your early interactions with store staff? When I first joined I spent a few days in Scotland, visiting every store. On my second day in the organisation, I was in Clydebank, Inverness, Aberdeen and Dundee. I remember turning up and people wondering who the hell I was! I don’t think they’d had anyone visit Scotland before that. So much of what we’ve tried to do in the company came from those first few days – what those retailers shared with me was just so accurate when it came to what needed to change. Do you feel that the previous management team had lost touch? I really feel for them. From everything I hear, they were really good people, but when you’re being managed by a bank, and there’s so much emphasis on the financials, it’s understandable that you would steadily get further and further from the customer and from your colleagues. When you’ve got multiple shareholders or financial groups involved in the future of an organisation and things are getting difficult, I can totally understand you losing touch – from what I can see they did an excellent job, up until the point at which the debt levels were so high that they were probably spending as much time working on reducing the debt as they were on the future of the company. We don’t operate that way with our owners. Sun Capital have turned around so many businesses, in the retail sector and others, and they’ve invested long-term in this sector. They’re constantly challenging us to improve, but they’re enormously >>> supportive.

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INTERVIEW Mike Logue, Dreams

How long did it take you to share Sun’s confidence in the company? When I had been here about eight weeks I held a conference – the first they’d had in years – where I stood up on stage and explained my plan for Dreams. I talked about an improved culture, making and buying better products, inspiring more customers to buy from us in-store and online, and becoming a more sustainable, profitable business – most importantly, I explained the importance of being good enough that we’re recommended at every level. I knew at three o’clock the next morning that we could do this, because – although I don’t drink – I had been kept up by so many passionate people telling me how they felt about the company, how we could improve, and how they were determined to make it succeed. This was a group of people that actually wanted to work here, who would want to make improvements, and make it a better place. Of course, some didn’t – and that wasn’t a problem, things change and people move on – but on the whole I saw that we had some great people here, and I knew at that moment that this business had every chance of succeeding.

“My career began on the shop floor, and I’m firmly of the view that the people on the shop floor pay my wages – not the other way round” How close are you to realising this success? I’ve spent 26 years working in retail. I’ve learned to work with factories, and I’m learning to work with distribution. If you’re running a business that sells product, of course you’ve got to be close to the people that actually make and deliver it. But there’s always more to achieve. The day you think you’ve succeeded is the day you’ve failed. Our manifesto talks about winning. I’m passionate about winning, but you’ll never hear me say we’ve won. Dreams has sponsored the 2016 edition of The Furniture Awards, taking place at the January Furniture Show this month. W dreams.co.uk

Mike has reappraised the use of upstairs space in Dreams’ stores, and hopes to grow sales of bedroom furniture and bed frames as a consequence

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INTERVIEW Annabel Astor, Oka

Multichannel appeal with a personal touch Originally established as an interiors mail order catalogue in 1999, Oka has since developed into a multi-channel retailer which operates 10 shops across the UK alongside a mail order, online and dedicated trade and design service. Victoria Noakes spoke to co-founder and vicechairman Annabel Astor to find out more ...

Froxfield store till point

Annabel Astor

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Whilst struggling to find good quality, stylish furniture at a reasonable price to furnish a house in Florida, the idea for interiors business Oka came to Annabel Astor. Teaming up with her sister-in-law Sue Jones and friend Lucinda Waterhouse, Annabel decided to try to fill a gap in the UK furniture and homewares market, by designing and sourcing striking furniture and accessories of high quality at affordable prices. Oka offers an extensive range of products for the home, including sofas, upholstered furniture, dining tables and chairs, beds, headboards and bedlinen, rugs, lighting, cushions and more, all of which can be delivered to customers’ homes anywhere in the world.

The retailer operates with two head offices – one on King’s Road in London, and the other in Abingdon, Oxfordshire – with shops in Somerset, Wiltshire, Yorkshire, Essex, Berkshire, the Cotswolds and more in London. Oka's flagship shop in Froxfield, Wiltshire has now reopened with a complete refurbishment following a fire last year, and the company recently opened a new store in Marlow, Buckinghamshire. Oka gives ideas and advice to customers who are decorating their homes – whether redecorating an entire home or simply giving a room a makeover, there is something for everyone. The company’s inspirational roomsets help customers to create their own look, and over the last 16 years the range has

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Annabel Astor, Oka INTERVIEW

Stafford velvet dining chairs

grown to furnish different styles of homes across the world. “Every item is designed and hand-sourced by us founders – we take regular buying trips across the globe. If an item we know our customers want can’t be found, we’ll design and commission it to add to the Oka range. Everything we offer has been commissioned by us for its beauty, comfort and style. Our mission is to go directly to the source, so that we have absolute quality control and can maintain our prices at an affordable level,” says Annabel. “At Oka, we pride ourselves on a seamless customer experience, be it in-store, online or mobile, or via mail order. This hard work has been acknowledged – we won Best Catalogue

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"If an item we know our customers want can’t be found, we’ll design and commission it to add to the Oka range. Everything we offer has been commissioned by us for its beauty, comfort and style" Creative & Production at the ECMOD 2015 awards, and Best Multichannel Business and Best Mobile Commerce Site awards at ECMOD 2014.” Oka works hard to develop lasting relationships with its customers and to keep the brand relevant and inspirational. In recent years, the business has seen its strongest customer base shift towards young adults building their first homes, but Oka

makes sure to cater to its customers’ needs throughout different life stages. “We release a fresh collection with each new season, and recently customers have been responding particularly well to our new winter collection, where bold new colours highlight the change in season. Customers are also taking this opportunity to update their accessories with sumptuous new cushions and throws, and adding >>>

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INTERVIEW Annabel Astor, Oka

new unique lighting pieces as we see darker nights,” Annabel states. Oka's aim is to continue to reach more people by both opening new stores and ensuring that its online and catalogue shopping options are up to date and have a varied appeal, giving customers the freedom of shopping in their preferred manner. In addition, the business continually develops its collections to make them more distinctive for existing and new customers. “Our plans are to roll out further retail outlets within the very near future, so our key challenge at the moment is to find the perfect location for the new showrooms – large enough to showcase the collection and for customers to have an inspirational shop with plenty of parking nearby,” says Annabel. “Opening more stores across the UK will allow our customers to see our product firsthand, which is so vital. Ultimately, we want to continue to grow the profitability of the business, to grow our customer database in the UK and abroad, and to make Oka a household name.” W okadirect.com

Suzette dining table with Cavallion dining chairs

Oka caters to each season with an original new range

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22/12/2015 11:48

DESIGN CONNECTS INSPIRATION TO TRADE Come March 2016, be prepared to be awed by a new IFFS 2016 as the show unveils an exciting experience that celebrates inspiring stories which made IFFS the premier Asia show it is today. Let’s celebrate inspiration together!

10 - 13 MARCH 2016 | SINGAPORE EXPO

Co-locating show:

The Décor Show In conjunction with:

ASEAN Furniture Show Register today at www.IFFS.com.sg

Trade Admission Only 10 - 12 Mar 0900h - 1800h 13 Mar 0900h - 1700h Photo credit: Ethnicraft, Belgium

Co-locating show:

In association with:

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In conjunction with:

Supported by:

A partner event of:

Endorsed by:

Organiser:

Collaborative parner:

A subsidiary of:

Held in:

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Ph oto cou rtes y: Wa ris a n

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21/12/2015 15:17

Clickthrough > Sweetpea & Willow INTERVIEW

This month, the homewares website in the spotlight is www.sweetpeaandwillow.com – Furniture News explores the practices and philosophies behind the enterprise …

Clickthrough > Sweetpea & Willow Matt Dunton, director

Why visit your website? The goods we produce ourselves are as good as they get. We don’t cut any corners so quality is always assured. Despite the topend specification, our prices are ultra-sharp. Other non-exclusive branded goods we deal with are covered by a price promise. We will not be beaten on price. To top that off, our website has won awards for its design and ease of use to ensure we bring our customers a truly fresh look. How did you enter the trade? We bought a lump of a house back in 2005 and physically couldn’t afford to furnish it in the way we wanted. After exploring the possibilities of reproduction and import, we then commenced our journey! Who is your e-commerce hero? I find that in furniture retail there are so many followers and not enough leaders and it takes a lot of effort to be inspirational. As sad as it sounds I don’t really get inspired by anyone online in furniture retail. My e-commerce hero has to be Net-a-Porter. In brief, they are always on-trend, always inspirational, and newsletters really well presented. Describe a typical working day My alarm goes off at 6.30am, and it’s a quick visit to the gym and then I help in getting the kids off to school. I usually arrive at work at about 8.30am. No day is typical as we run a lean and ever-growing business. Today, for example, I’ve had meetings with my sales managers, spoken with some potential new customer service candidates who we are looking to recruit and paid some invoices. Tomorrow, I’m off-site with a big client to finalise (fingers crossed!) a big hotel

deal. After that, I’m project managing an upgrade to one of our showrooms. What part of your job would you prefer to avoid? I like to be approachable and help where I can – there’s nothing I’d prefer to avoid, genuinely. I even muck in with the refuse collection sometimes. Not the nicest of jobs, but I wouldn’t avoid it if the guys in the warehouse could use an extra pair of hands when we’re a man down one day! What has been your greatest challenge? Producing our very own upholstered furniture right here in London. Our Handmade In London range has been carried out by us and finished all with our own labels for authenticity. It is very rewarding seeing both consumer and trade clients return for more. The challenge continues but we really are delivering a top product without top end prices to boot.

What are your growth plans for the business? I am grateful for the repeat clients we have – circa 22% per annum and growing. We are often asked when we’re going to be on the high street, and I hope one day we can achieve this. What advice would you offer an aspiring e-tailer? Stay ahead of trends, be open and honest with your staff and customers, and graft all hours!

How much do you invest in making your site more visible? Website visibility is paramount, but we keep it real. There is no point in deceiving the public and others by purchasing Facebook/ Twitter likes and adopting black hat SEO tactics simply for a quick win. My phone is always on and I welcome innovation from any forward-thinking IT platform that believes they can help us. What’s your take on how the relationship between online and physical retail might develop? We have seen a 35% uplift in 2015 of visitors to our showrooms. Is this down to localised advertising or down to customers in general wanting to ‘try before they buy’ and actually

“Website visibility is paramount, but we keep it real. There is no point in deceiving the public and others by purchasing Facebook/Twitter likes and adopting black hat SEO tactics simply for a quick win”

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see, feel, touch, or sit on our items? With our average basket value also increasing I honestly think it’s a bit of both – and that is certainly our strategy for 2016. A bit of both online and offline needs to be the balance. Consumers are far more aware of their purchase rights and also how to search online for bargains. The internet is without a doubt the starting point for many, and our showroom is the final stage.

Snapshot: A luxury destination for striking furniture and accessories Launched: 2006 SKUs: 3000 Average monthly visitors: 70,000

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Wholesale & Mixed Containers, Great Value & Fast Availability

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January Furniture Show 24th - 27th, NEC Hall 4, Stand B66 January Furniture Show 24th - 27th, NEC Hall 4, Stand B66

January Furniture Show 24th - 27th, NEC Hall 4, Stand B66 Email: sales@globalhomegroup.com Email: sales@globalhomegroup.com Website: globalhomegroup.com Email: sales@globalhomegroup.com Website: globalhomegroup.com

Website: globalhomegroup.com

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EVENTS imm cologne

Preview Holistic design at imm cologne Taking place from 18-24th January, imm cologne and LivingInteriors 2016 looks set to continue its year-on-year success – this time promoting life and living as a key focus in furniture design.

1 Press conference at the Mosteiro de São Bento de Vitoria, Porto

Boasting an exhibitor list for the latest show that spans over 50 countries, imm cologne and LivingInteriors 2016 creates an ideal platform for the international furniture industry. This year, as it does every other year, imm cologne will combine with rooms and bathrooms exhibition LivingInteriors, offering a wider appeal and attracting entirely new target groups – promising added value for exhibitors. The result is a unique 360° exhibition which offers a comprehensive overview of furnishing. Celebrating the increasing success of the Portuguese furniture industry, this year’s imm cologne international press conference was held in the striking Mosteiro de São Bento de Vitoria, Porto. Following talks from the mayor of Porto and representatives of furniture association APIMA, Koelnmesse COO, Katharina Hamma, and trend expert for the Association of the German Furniture Industry, Ursula Geismann, outlined current goals and highlights ahead of the 2016 show. imm cologne will once again be held at the

“It is our goal to continue to develop imm cologne step-by-step, so that it is no longer exclusively a product or trend show like many others” Koelnmesse grounds in Cologne, and the organiser feels that the strong German furniture market is integral to the value of the show. Katharina comments: “Sales increased by 2.3% over the entire year 2014, and, according to the most recent figures, sales in the first half of 2015 increased considerably in comparison to the same period in the previous year.” The high numbers of international visitors each year and the export business generated by the show contribute in turn to this economic stability. “The export business is important for us, especially the recovery in the euro region,” states Katharina. “In markets outside of the EU, the weak euro

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imm cologne EVENTS

made furniture made in Germany more affordable and additionally stimulated exports. “A successful imm cologne/LivingKitchen in January also contributed to this positive balance, especially in the first half of the year. With 146,000 visitors from 138 countries and a foreign visitor share of 45%, imm 2015 had a pronounced international character. “It is especially this extraordinary level of foreign visits that allows us to promote the export business of our exhibitors.” Though imm cologne has become successful as a trade show, Koelnmesse aims to offer more than just a products and trends show. Katharina comments: “It is our goal to continue to develop imm cologne step-by-step, so that it is no longer exclusively a product or trend show like many others. Instead we see it much more as a holistic interior design experience, anchoring the theme of ‘life and living’ in its brand core.” In fact, Ursula Geismann identified a move towards wellbeing and health-focused furniture –

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including ergonomic beds and organic materials – as one of 11 mega-trends that will be seen at this year’s event. Other trends include bespoke furniture, upcycling and ecology, organisational features and compact furniture, and easy-to-use furniture for the elderly. Now in its fifth edition, the popular walkthrough interiors display Das Haus will be a key feature at the show. Designer Sebastian Herkner is responsible for the 2016 design, and will present a round, transparent exhibit that is open on all sides. The walls of the ‘house’ are replaced by movable curtains made from residential and industrial textiles, and PVC. The German designer sees his concept as a statement about open-plan living and freedom of space in the home. The design is described as vaguely reminiscent of yurt tents and traditional ring architecture in rural China, though created with transparent and opaque materials. W imm-cologne.com

2 Sebastian Herkner with a model of Das Haus 2016 3 Mosteiro de São Bento de Vitoria, Porto 4 A model of Das Haus 2016 5 Sebastian Herkner

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EVENTS AIS Furniture Show

Preview Buying group show promises numerous exclusives Taking place just a short distance from this month’s main event at the NEC, the AIS Furniture Show will present new product from an exclusive selection of suppliers within an intimate setting. The AIS Furniture Show will take place at the buying group’s own exhibition venue, Cranmore Park Exhibition Centre, in Solihull, from 22nd-25th January. The first two days will see the event open to AIS members only, whilst the latter two – which overlap with the nearby January Furniture Show – will be open to the general trade. The show promises independent retail visitors a refined choice of furniture in relaxed surroundings, presenting the latest offers from the AIS supplier portfolio, all of which will be exclusive to the event. AIS merchandise director – home, Peter Mallinson, explains: “In addition to the attractions of the Cranmore Park setting, those exhibiting are not at the NEC, so if retailers that aren’t members of AIS want to see their new ranges in January, then they need to make time to visit the AIS Furniture Show.” A variety of manufacturers will exhibit across the extended ground floor AIS showroom area. The AIS Furniture Show also provides free on-site parking, refreshments and complimentary lunch for all pre-

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registered guests. Visitors can expect to find a range of well-known brands, as well as new names. Returning are major brands including ALF, Himolla and Habufa, and these will be accompanied by established names such as HTL, Actona, Venjakob, Jonathan Charles and Primavera. Add to the mix brands such as Disselkamp, Siren, Unique Furniture and Nova Polska, and buyers are sure to encounter a broad mix of products. “What buyers will find when they visit Cranmore Park is a good mix of contemporary, transitional and traditional product ranges that can only be seen here,” says Peter. “A visit to the show will prove a great start – or end – to the day for anyone in the vicinity this month.” Cranmore Park is located just off the M42, within a few minutes of Birmingham International rail and air links. T 0121 683 1428 W thefurniture-show.co.uk

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Furn

AIS Furniture Show ... where you’ll find a refined choice of furniture in relaxed surroundings.

This is THE Show for all furniture retailers. AIS Ltd have brought together over 40 leading Brands and we’re opening the doors to non members to show the very latest in furniture and accessories. THE Show takes place at one of the UK’s premier exhibition venues - Cranmore Park with unrivalled show facilities, excellent catering and ample FREE car parking just minutes from J4 M42, only 8 miles from the NEC. Complimentary lunch for all pre-registered guests.

Register online now at www.thefurniture-show.co.uk t: 0121 683 1428 e: natalie.adams@aistores.co.uk Follow us: twitter.com/FurnitureShowUK

24 & 25 January 2016 [22 & 23 January Members Only] Cranmore Park Exhibition Centre Cranmore Avenue, Shirley, Solihull, West Midlands B90 4LF FN Furniture 322_Section C v6.indd2 41 News.indd

21/12/2015 19/11/2015 15:21 10:44

separate

yourself from

the herd

Metal Beds Ltd Verulam Road, Stafford, ST16 3EA T. 01785 250888 | F. 01785 241888 E. info@metalbedsltd.co.uk

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21/12/2015 15:21

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EVENTS Spring Fair

Preview A plethora of home product under one roof Spring Fair 2016, an i2i Events Group exhibition, will incorporate one of the largest and most varied presentations of products for the home to be found under one roof anywhere in the UK. The show, which will take place at the Birmingham NEC from 7-11th February, will host over 130 exhibitors in the Home sector, located in hall 1 of the venue.

Spring Fair will offer a wealth of products for the home across various show sectors

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The increasingly buoyant domestic market is reflected in the show’s growth this year – almost 40 companies are new to Home at Spring Fair, while 16 are joining from overseas. According to i2i, since its relaunch in 2014, the Home segment has grown by 15%, and the quality of exhibitors has risen. New for 2016 include RV Astley, Riviera Maison, Bluebone, MYB Textiles, Cotton & Quilted, Abigail Ahern, Rowico, XYZ Agencies and Clarke & Clarke. The UK’s buoyant housing market, steadilygrowing economy and creative passion is having a positive effect on sales of furniture and homewares, and Spring Fair’s Home exhibitors will present a huge variety of products, ranging from home textiles, soft furnishings and wall art to furniture, mirrors and a broad choice of accessories. Indeed, there has been particularly strong category growth in home textiles and accessories over the past year. Some of the best-known brands in the industry, including Coach House, McGowan & Rutherford, Voyage Maison, PD Global, Minster Stylish Living, Hill Interiors, The Art Group, Tobs, Collier & Dobson

and Pacific Lifestyle, will present their new ranges. With many British retailers increasingly seeking sourcing opportunities close to home, overseas suppliers are finding more compelling reasons to exhibit in the UK alongside the home-grown British brands. International companies exhibiting include Light & Living, Chic Antique, Authentic Models (AM), Riviera Maison, Hermle Clocks, Kelston House International, KG Denim and Clayre & Eef. AM (stand 1E32/D33, 01403 734999, info@am-uk. eu) plans to launch several new products at Spring Fair, Maison&Objet and Ambiente this year. These include a revised version of a gentleman’s valet, a modern model in rich, dark colours, with plenty of interesting storage and hanging options. AM will also launch a series of rich, leather-clad pommel benches with strong aluminium legs, giving this trend the unique twist buyers have come to expect from the Dutch manufacturer. Finally, based on the continued success of AM’s bars, there will be a new version with a foldout table. >>>

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Spri

THE VERY BEST BRANDS.

7-11 FEBRUARY 2016 NEC BIRMINGHAM UK VOLUME OPENS 6 FEB

Source products from premium suppliers from across the UK and Europe, all under one roof at Spring Fair. Furniture • Cushions • Home Textiles • Art • Home Accessories

www.springfair.com Espresso Cup, Bialetti, Hot Plate Products · Tree, CB Imports · Pineapple, Two’s Company by Mulhouse · Stool, Baa Stool · Foo Dogs, India Jane · Cockatoo Cushion, Bombay Duck · Patterned Cushion, CB Imports.

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EVENTS Spring Fair Meanwhile, Light & Living (stand 1H30-F31, 07468 581000, www.light-living.co.uk) will introduce a range of inspirational designs including the Mary hanging lamp, which combines natural materials with an industrial feel. Distinctive bolts, a sturdy chain and an eye-catching shape reflect the industrial look, while the warmth of the wooden housing and milk glass front filter makes this a unique version of a spotlight. Mary is available in three sizes. More exclusive Home and Gift products can be found within the exclusive Summerhouse showcase

display in hall 8, featuring 31 carefully-selected companies. Spring Fair will once again offer numerous cross-over buying opportunities, with 14 different product sectors represented at the exhibition. For homewares buyers, the adjacent hall 2, featuring Christmas Gifts and Floral & Seasonal Decorations, will offer interesting merchandising solutions, while Kitchen, Dining & Housewares is located in hall 9, easily reached via the link from Gift in hall 5. W springfair.com

1 Pommel bench, AM UK 2 Mary spotlight, Light & Living

Spring Fair Birmingham Hall 1 Stand E32/D33

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MF121

War Chest

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Where inspiration meets expectation

COME VISIT OUR BRAND NEW UK SHOWROOM! Unit 6, Securiparc, Wimsey Way, Alfreton Trading Estate, Somercotes, Alfreton, Derbyshire, DE55 4HG 074 68 58 10 00 www.light-living.co.uk

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“ 50

EVENTS Fair Comment – IFFS

Fair Comment: International Furniture Fair Singapore (IFFS) Fair Comment is a new feature in which Furniture News quizzes the people behind the scenes to discover what makes their exhibition unique, what changes are taking place, and why buyers from the UK and ROI should take note. This month, Ernie Koh, chairman of IFFS, describes the benefits of Singapore’s flagship event …

Identity: Design connects inspiration to trade – IFFS is Asia’s premier sourcing platform and designled exhibition, providing a distinctive channel for international companies to penetrate the global market, and held in conjunction with the ASEAN Furniture Show and The Décor Show. Attendance: In 2014, a total of 22,496 visitors from 115 countries attended. This dropped to 18,836 visitors from 102 countries in 2015. We don’t make figurative predictions, but, with the enhanced experience that we’re working hard on, we’re expecting a better edition this year. In terms of exhibitor numbers, the 2014 edition featured 418 exhibitors from 33 countries. In 2015 there were 487 exhibitors from 39 countries, and in 2016 we’re expecting to present 450 exhibitors from nearly 40 countries – with more debuts on the show floor than previously.

“Exhibitors and visitors can look forward to a brand-new encounter with the fair this year”

What’s new? With a newly-curated hall layout, IFFS 2016 offers a spatial and experiential linkage which will enhance the trade show experience. Visitors can expect to be welcomed by a main piazza buzzing with activities that aims to celebrate design and innovations, making it an exciting place to kindle new ideas and inspiration, while exhibitors will showcase the best of the best through various touch points. Other proposed key highlights include an impressive presentation of innovative materials, as well as a Gallery of ArtForms, which shows how furniture products and accessories can be transformed into art pieces and sculptures. There will also be a Design STARS showcase (formerly known as Asian STAR) and design dialogues and business-empowered seminars. The designers’ corner at IFFS goes beyond the Asian continent, with award-winning designers from the Americas and Europe. Some designers already signed up for the 2016 edition are: Arturo Erbsman from Paris; Henry Hsiao from nbt.Studio, Taiwan; Daisuke Kitagawa from Design for Industry, Inc, Japan; HsinChun Wang from HCWD Studio, New York; Olivier Polmanss from France; and Studiohiji from Indonesia. Because of overwhelming response, the international garden and outdoor exhibitors will now be grouped within a new pavilion, with a garden boulevard concept. Visitors will be able

Ernie Koh

to witness how design consultants use vertical gardening and greenery to make indoor space look like the outdoors. At the same time, visitors can also expect a real outdoor experience at an outdoor lounge and cafe from Maiori Design. We are also looking at thematic lounge settings to bring out the authentic flavours of each partner country. Last year we introduced the Design Hall which was located right in the middle of the show, featuring ambient venue lighting and causing a creative buzz. Anchoring the exhibition in this hall were the furniture industry’s movers and shakers, with their innovative collections, unique ideas and strong brand stories. Direction? Design, inspiration and trade. IFFS is leveraging design to take its 2016 edition to the next level with the objective of inspiring new ideas, nurturing business bonds and forging connections. That new tagline will work like an ecosystem in which design connects inspiration to trade, inspiration connects trade to design, and trade connects design to inspiration. How has the launch of Maison&Objet Singapore affected IFFS? Both are different shows with different target audiences, so I wouldn’t say there’s been any specific positive or negative impact. Why have the show dates reverted to those in 2013, after moving closer to the Chinese events in recent years? Our ears are peeled to listen to the feedback >>> from our stakeholders, and we value their

Date: 10-13th March 2016|Location: Singapore Expo|Contact: www.iffs.com.sg

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21/12/2015 15:24

K EC CH T OU R OU NE

76 brand new items.

D AN BR ON 4 C2

With one of our biggest ever stands and a fresh new look, we’re pretty excited about the January Furniture Show, but that’s not the really big news. The big news is that we’ve 76 brand new items to show you, including three red hot new collections. We’re kicking of 2016 with a stunning traditionally styled oak collection for living and dining featuring

36 different items, a 17-strong contemporary industrial look range featuring aged oak with metal frames and 15 wonderfully natural wicker storage and furniture pieces. We are also welcoming 7 new pieces into our hugely successful Oakham collection.

398 different things to see. With so many new things to see you’d be forgiven for thinking that’s all we had to show you, but we’ve so much more to give. Get a feel for all 398 items at this year’s January Furniture Show and all with our great sense of quality and quite extraordinary value...

Find us at the January Furniture Show Hall 4 Stand D20/C24 www.kettleinteriorsagencies.com Container

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01536 444960

Stockist

sales@kettleinteriorsagencies.com Wholesale

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? 52

EVENTS Fair Comment – IFFS

constructive contributions to enhance and improve every edition. After some feedback from exhibitors and visitors, as well as a preference to start off the show on a weekday and end on a weekend, we decided to shift the dates back. What would you say to criticisms that the product at IFFS has become less exclusive in recent years? In fact, the show has evolved – besides the trade component at the expo, we have added vibrancy across the city through the SingaPlural programme. With the activities at the trade fair and in the city, the show has, essentially, expanded, and grown in content, with satellite events and showcases peppered throughout the city. Design needs to be affordable and commercial in order for it to be successful. Less exclusive and high end may be a good thing – we focus on accessible design. How is the event’s drive to attract hospitality and contract specialists going? It is an ongoing process. The buying patterns within Asia and globally may be different, but the business of investment, construction, design, management, operation and supplying to hotels remains the same. So we are working on our methodology to make it a business platform for all delegates. We are bringing together dedicated hospitality segments from the market, including hoteliers, interior designers, architects and property developers, into IFFS and The Décor Show, and looking at a targeted approach of having delegates come together from affluent Asia – Japan, South Korea, Indonesia, Thailand, Myanmar, Cambodia, China and Hong Kong. Some of our marketing efforts also include creating awareness through relevant trade media for the hospitality and contract sector, and establishing direct contact with a new database of hospitality and contract specialists in the region. We have buyers’ networking sessions we’re working on, in India, Thailand and Germany, so we are focusing on innovative marketing efforts to connect to the world and come together.

How does IFFS seek to refine its own individual identity, in contrast to other shows? We are an international show. The rest are country-specific shows. And while we maintain our commitment to being Asia’s most exciting furniture sourcing platform, IFFS 2016 aspires to be an international launchpad to showcase new products and collections from the furniture and furnishing industry. We are targeting to bring in around 30% new exhibitors who have new collections to launch in the marketplace. So there will always be something new, something fresh, for our trade visitors to look out for! Anything else? For the first time, furniPRO Asia, the leading trade fair for the woodworking, furniture and panel production industries in Southeast Asia, will be co-located with IFFS. To make IFFS an even more holistic trade event, the annual co-located SingaPlural event will return for its fifth edition, to showcase the best design elements from the multi-faceted creative spectrum – advertising, architecture, urban planning and landscape architecture, as well as interior, furniture, graphic and fashion design, through installations, exclusively-curated design spaces, symposiums and many other activities. In a nutshell, exhibitors and visitors can look forward to a brand-new encounter with the fair this year. The industry can expect to see even richer content as we host some high-profile brands. Why is IFFS better than its competitors? With three decades of experience under our hat, IFFS is the most distinctive channel for regional and international companies to penetrate the global market. To make it a holistic trade event, various design initiatives, such as SingaPlural, add depth and dimension to this trade event, raising its profile as a show on the industry calendar not to be missed. Nonetheless, we take nothing for granted – we are always looking to innovate and refresh the show, and as IFFS undergoes a revamp for 2016, we will continue to identify more collaborations that will elevate its ASEAN presence

Date: 10-13th March 2016|Location: Singapore Expo|Contact: www.iffs.com.sg

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21/12/2015 15:33

The DG Collection

2 Door 1 Drawer Wardrobe

£215.00

4 Drawer Narrow Chest

£89.99

PR Button Back Chair 3 Over 4 Chest

£35.00

£159.99

Bedside Cabinet

£35.00 4’6” Bed

£169.99

Container prices illustrated. Stockist & Wholesale prices vary.

The Oundle Collection Wine Cabinet

Extending Table from

£57.50

£125.00

Slat Back PU Dining Chair

£37.50

3 Door Sideboard

£139.99

Find us at the January Furniture Show Hall 4 Stand D20/C24 www.kettleinteriorsagencies.com Container

FN 322_Section D V5.indd 53

01536 444960

Stockist

sales@kettleinteriorsagencies.com Wholesale

21/12/2015 15:33

? 54

EVENTS UK exhibition guide 2016

Previews A guide to the UK furniture exhibitions of 2016 The UK furniture and furnishings trade boasts a remarkably diverse range of productsourcing opportunities, large and small, mainstream and design-led, sector-specific and catch-all. Each year, Furniture News compiles a summary of these exhibitions, to help our readers identify the most suitable events for their needs, and mark their calendars accordingly.

Top Drawer, encompassing Home, Craft, Fashion and Gift sectors – begins the proceedings at London’s Olympia from 17-19th January. Expect a contemporary feel, and a cherry-picked selection of quality brands. Buying group AIS opens the doors to its Cranmore Park Exhibition Centre in Solihull to its members from 22nd-23rd of January, and consequently to the wider trade for the AIS Furniture Show from 2425th. The organiser promises a number of exclusive exhibitors, some of them international, plus a free meal for pre-registered visitors. Those second dates are significant, as they overlap with the UK’s biggest furniture show, taking place at the nearby Birmingham NEC from 24-27th. Following its launch in 2015, the January Furniture Show has quickly regained much of its traditional stature – the 2016 edition is 25% bigger – and will occupy five halls over four days once again. Featuring around 450 exhibitors, and now incorporating a Fabric Pavilion and Flooring Showcase – alongside The Furniture Awards and numerous other special features – the event remains the UK’s flagship show. That said, there remains a fondness for smaller regional events, one of the strongest of which, North Point, returns to Edinburgh’s Highland Hall from 31st January to 2nd February. There’s barely time for the dust to settle at the Birmingham NEC before Europe’s largest home and gift trade fair, Spring Fair, occupies the venue from 7-11th February. Boasting an improved layout, new product guides and the Wish List, an innovative online product selection tool, Spring Fair promises cross-buying opportunities from the worlds of furniture, homewares, gifts, stationery, jewellery and much more, alongside the provision of retail, technology and export advice. The BFM’s New London Fabric Show, taking place at Chelsea Football Club, Stamford Bridge, London from 29th February to 1st March, is gaining traction amongst the UK’s upholsterers. The show promises upholstery fabrics from 21 national and international mills. KBB Birmingham returns to the NEC in 2016, and promises over 400 kitchen bedroom and bathroom suppliers. AIS members are invited to return to

"Find a full calendar of events on the Furniture News website. Please check event details via their official website prior to attending"

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Cranmore Park Exhibition Centre from 25-26th April for the first of the buying group’s two membersonly beds events. The month of May comprises a selection of smaller and design-led events, starting with Spring Long Point. Held in various showroom locations around the Derbyshire town of Long Eaton from 9-11th May, the show is an ideal opportunity to explore the showrooms of some of the UK’s finest upholstery manufacturers, whilst perusing the latest offers from a good complement of guest exhibitors, most of which are located in the Harrington Mill building. Pulse promises inspirational, trend-defining homewares and fashion products when it returns to London’s Olympia from 15-17th May, while the Minerva Furnishers Guild buying group’s members will be welcomed to explore the latest samples from a large number of preferred suppliers at the National Agriculture & Exhibition Centre, Stoneleigh Park, Warwickshire, from 17-18th. Towards the end of the month, design fair Clerkenwell Design Week will populate many of the London district’s showrooms from 24-26th May, including special installations, exhibitions and fringe events. Midpoint, organised by upholstery supplier Tetrad, returns to Cranmore Park Exhibition Centre, Solihull, from 14-15th June. Solex, the Leisure & Outdoor Furniture Association’s annual fair, returns to the NEC from 5-7th July with a strong complement of garden furniture and barbecues, whilst Home & Gift Harrogate promises over 1000 exhibitors of interiors products, giftware, fashion and more across the North Yorkshire town from 17-20th. July also features the UK’s second-largest furniture show, the Manchester Furniture Show, which returns to Manchester Central from 17-19th. The Manchester event is the summer’s key furniture trade event, giving retailers the opportunity to source new products and range updates in a relaxed, friendly environment. Into August, and – whilst outside of the UK – the Irish Furniture & Homewares Show returns to Dublin’s National Show Centre for a third outing from 20th-23rd of the month. This regional event is steadily gaining ground, and testament to some market recovery in the Republic of Ireland. Also in August, from 30th-31st, AIS opens Cranmore Park Exhibition Centre, Solihull, for a private members’ show dedicated to furniture. September brings its usual glut of trade events. Autumn Fair is first up, back in the Birmingham NEC between 4-7th September, offering a >>>

21/12/2015 15:33

The Stamford Collection

Large Wide Bookcase

Large Wall Mirror

£139.99

£52.50

3 Door 3 Drawer Sideboard

£139.99

Ladder Back PU Dining Chair

£37.50

Extending Table from

£135.00

Container prices illustrated. Stockist & Wholesale prices vary.

The Wansford Collection

Large Narrow Bookcase

£72.50

3 Door Sideboard

£135.00

Lamp Table

£37.50

Large Coffee Table

£72.50

Nest of 3 Tables

£57.50

Find us at the January Furniture Show Hall 4 Stand D20/C24 www.kettleinteriorsagencies.com Container

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01536 444960

Stockist

sales@kettleinteriorsagencies.com Wholesale

21/12/2015 15:34

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EVENTS UK exhibition guide 2016

smaller version of the earlier Spring Fair, yet featuring a good complement of lighting, furniture and Christmas accessories. The year’s second Top Drawer returns to London’s Olympia from 11-13th, Autumn Long Point sees Long Eaton’s finest open their showrooms again – in greater number than the spring event – from 12-14th, general outdoor exhibition Glee populates the NEC, also from 12-14th, regional event the South West Furniture Show is back at Sedgemoor Auction Centre, North Petherton, Somerset from13-15th, whilst another private event for AIS members takes place on 14th at Cranmore Park, this time dedicated to beds. London Design Festival runs from 17-25th September across the capital, featuring a host of creative events that reinforce the global significance of the UK as a hub of design. Events taking place this week include high-end retail showcase Decorex International, back in Syon Park from 18th-21st, the inspirational array of interior launches that is 100% Design, again at its new Olympia location, from 21st-24th, Tent/Super Brands London, held at the Old Truman Brewery from 22nd-25th, and DesignJunction, also from

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22nd-25th, the bulk of which takes place across two Central London locations, The College and Victoria House. Simultaneously, there’s the UK’s key event for the bed industry, the Bed Show, taking place from 20th21st September at The International Centre, Telford. An enduringly popular exhibition, the Bed Show features new beds, bed-making machinery and components, and the gala dinner which takes place at the end of the first day sees the presentation of the annual NBF Bed Industry Awards. The Bridge International Bedroom Event is back at the nearby Ironbridge Gorge Museum, Telford, also from 20th21st. Finally, there’s set to be a wealth of exhibitors at Minerva’s Autumn Furniture Show, which runs at The International Centre, Telford, from 11-12th October, and, unlike the buying group’s event earlier in the year, is open to the entire trade. Find a full calendar of events – both national and international – on the Furniture News website. Please check event details via official websites prior to attending. W furniturenews.net/events

21/12/2015 15:34

The Stamford Collection

Gents Wardrobe

Cheval Mirror

£199.99

£35.00 2 Over 3 Chest

£99.99

4’6” Bed

£99.99

Small 3 Drawer Bedside Cabinet

Blanket Box

£59.99

£25.00 Container prices illustrated. Stockist & Wholesale prices vary.

Find us at the January Furniture Show Hall 4 Stand D20/C24

Make this January a little more special with Kettle Interiors Visit our stand to see the entire 2016 collection and collect your brochure and price list

The Northpoint (Scotland) Show

The Springfair

The Manchester Furniture Show

Sun 31 Jan - Tue 2 Feb Edinburgh Find us there!

Sun 7 - Thu 11 Feb NEC, Birmingham Stand: 1B10-A11

Sun 17 - Tue 19 July Manchester Central Find us there!

www.kettleinteriorsagencies.com

01536 444960

sales@kettleinteriorsagencies.com

Container

Stockist

Wholesale

Direct mixed container delivered in just 6-8 weeks

Based on an average spend of £2,500 per month delivered from UK stocks

£500 minimum order for free delivery from UK stocks

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Wholesale & Mixed Containers, Great Value & Fast Availability

Wholesale & Mixed Containers, Great Value & Fast Availability FN 322_Section D V5.indd 58

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January Furniture Show 24th - 27th, NEC Hall 4, Stand B66 January Furniture Show 24th - 27th, NEC Hall 4, Stand B66

January Furniture Show 24th - 27th, NEC Hall 4, Stand B66

Email: sales@globalhomegroup.com Email: sales@globalhomegroup.com Website: globalhomegroup.com Website: globalhomegroup.com Email: sales@globalhomegroup.com

Website: globalhomegroup.com

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21/12/2015 15:34

RESOURCES Building a brand – Personality

THE AUTHOR

Colin Watson is an industry consultant, and former MD of the British Contract Furnishing Association (BCFA), which boasts over 250 members including manufacturers, suppliers and designers. W thebcfa.com

Building a brand – personality Since it was established in 1970, the BCFA has observed the impact of various brand tactics on members’ value – both that which is perceived by customers and stakeholders, and financially. In a series of articles, the association will explore various elements of branding and the effect of each on company value, starting with brand personality … The Oxford Dictionary defines ‘brand’ as “a particular identity or image regarded as an asset” – and a brand’s personality, the characteristics and qualities which distinguish it, is arguably its greatest asset. Every other element in the branding arsenal hinges on this, and cannot be developed unless it is defined. But what are the secrets behind a winning brand personality? How is it identified, developed and enforced? Is it something which can be created or, like our own identities, are aspects of it out of our control? Brand building is, for many of us, a constant concern, especially in the social media-driven and consistently connected 21st century, and we are all working to create and project a certain image – whether on behalf of our company, our clients, or that 21st century phenomenon, brand ‘I’. Over 45 years we have had the opportunity to work with top brands, from multinationals to successful start-ups, and have observed what we feel is the molecular make-up of a strong brand personality. In this series, we take a look at these elements, reflecting on how although some are very much of our time, others are timeless, and asking how a winning brand personality can be created. The importance of identity Defining its identity is the most important thing a brand will do. Without outlining its values, beliefs and the key words which encapsulate it, it is impossible for a company to even contemplate exterior trappings such as websites and logos. Just as when we are asked to describe ourselves, however, or hear a recording of our own voice, sometimes our own identity is most difficult to recognise. What has become clear, is that however a brand’s personality

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and values are identified, it is crucial that these are honest and consistent. There are some characteristics which are particularly important in the interiors arena – design and innovation are two. Other values have grown in importance in recent years, illustrating how societal and cultural changes can affect the characteristics customers prize most. A growing awareness of climate change means sustainability is becoming central to an increasing number of company identities. Heritage is another. Provenance has become progressively prized, as a general distrust of brands, big business and politics has grown, and companies now work hard to show they can be trusted. The values of some of the world’s top global names, including Google and Honda, feature the word ‘trust’. Identifying the right target market Once a brand’s identity has been established, it can then work to identify its customer base. What has become clear, however, is that the most successful brands attract not just one type of customer. Although a brand’s values stay the same, the type of person drawn to these can vary, and brands must use this to their advantage to thrive. Brands must also move with the times and changing needs of their customers. Although its core values must stay constant, companies must adapt to be guaranteed a long life. The words a brand uses to define its personality do not need to be solely descriptive, and can be aspirational, focusing on the emotional response it wishes to elicit. Apple is one brand which reaches customers in this way – each product embodies an aspirational lifestyle, yet is designed to meet the real needs of its users. Although many believe the criteria which defines a brand must be truly unique, we

have not found this to be necessarily true. Even if brand values are identical on paper, each company’s soul will be different and therefore, like each individual, unique – and will always shine through. A consistent persona breeds credibility Once identified, a brand’s personality must remain constant. Faltering on adhering to values equates to breaking the customers’ trust, which is difficult – if not impossible – to forgive. It is also important for a brand’s personality to be conveyed consistently across all channels. The impact of a consistent and credible personality can be measured in brand value – both that which is perceived by customers and stakeholders, and financially. The benefits may become clear in a number of ways – through awards, on the balance sheet, or by entering new markets. Perhaps the most key measure of value is the connection the customer feels with the company, and the enduring loyalty this secures. Defining your brand and target market As well as using words to describe your brand, it can also be useful to imagine it is a person and consider its characteristics. Also, consider the emotions you would like your brand to inspire, and ensure your personality evokes these in customers. It does not need to be only a company’s leaders who identify its values – employees and even current customers can be quizzed. To identify your target market, identify the benefits and uses of your product and the type of person most in need of them, then obtain feedback from your customer base. This will confirm that the market is correct – but do not dismiss other markets – multiple customer bases may align with your brand

21/12/2015 15:35

Artma

Artmart Direct Top quality designer mirrors and furnishings at very competitive prices

60 x 9 0 cm £ 10 + v at 70 x 1 00 cm £12 + vat 120 x 80 cm £20 + vat

AM 1000 Dressing table mirror

54 x 78cm £10 + vat

SPLINTER 100 X 140 CM

£60 + vat

Pallet delivery anywhere in the UK £35 + VAT all prices are subject to VAT at 20%

Contact Jane Murray on T: 0797 444 2783 E: artmartdirect@hotmail.co.uk Unit 12 Block A, Nile Mill, Cotswold Avenue, Chadderton, Oldham, OL9 8NH Tel: 0044 (0)797 444 2783

www.artmartdirect.com

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See us a 62

RESOURCES Price image

THE AUTHOR

Onn Manelson is the CEO of Marketyze, a developer of advanced pricing intelligence software that is provided as a service (SaaS) to clients in the online and traditional retail industry. W marketyze.com

Seven things a retailer should know about price image In this era of price transparency, one would think that it is easy enough for a retailer to convey its price image to potential customers – after all, price image is a reflection of a store’s average price level, so surely managing the price also manages the price image? Like so many things in life, it turns out that it is not quite so simple, writes Marketyze’s Onn Manelson …

In their excellent article, Low Prices are Just the Beginning: Price Image in Retail Management (published in the Journal of Marketing, November 2013), authors Ryan Hamilton and Alexander Chernev warn us that “… price image does not require specific item prices and/or reference prices as inputs… consumers with limited price knowledge [can] form an expectation of the general price level of a retailer solely on the basis of environmental cues …” Price image is critical because a consumer’s perception of a retailer’s average price level will have a profound impact on their behaviour. It will determine to what extent they will engage in comparison shopping, which retailers they will visit (and in what order), whether they will actually purchase an item and, if yes, how many items. Here are some surprising facts about price image that all retailers should bear in mind for proper management of price image: 1. Consumers tend to form an image of a retailer’s average price level based on frequently-purchased, big-ticket categories, with many consumers relying on as few

as three to five key prices to form an overall impression. Although proper tail management is important in retailing, when it comes to price image formation, pay special attention to key value items. 2. A retailer’s prices being competitive across a few versus many product categories also influences price image. Competitive pricing intelligence is critical in order to maintain a competitive edge across as many categories as possible, but without unduly sacrificing profit margins. 3. Pricing dynamics also play an important role in forming price image, with research showing that frequent shallow price promotions tend to increase sales volume more than less-frequent deep discounts. 4. A competitive price-match policy signals a retailer’s confidence in its low prices and a commitment to maintain its low-price positioning. Research shows that price-match guarantees can work as low-price signals even when actual store prices are objectively high.

“Price image is critical because a consumer’s perception of a retailer’s average price level will have a profound impact on their behaviour”

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5. Price-based advertising is one of the most direct means retailers have of communicating a price image to customers and influencing how they evaluate prices. The more often a store promotes its low prices in communications, the lower its price image – as long as the retailer has a reputation for credibility. 6. A retail location’s physical characteristics (size, decor, location) are powerful factors in price image formation, as well as ambiance and assortment (with big-box formats, for example, having a lower price image than speciality stores). Of course, similar factors will be at play based on the quality of the websites of online retailers. 7. The level of service impacts on a retailer's price image such that higher levels of service tend to lead to higher price image evaluations. In short, price image is not determined by prices alone, but is a function of all the marketing-mix variables. As such, it is an important aspect of a retailer’s strategic positioning and needs to be managed accordingly

21/12/2015 15:35

world

See us at Manchester â&#x20AC;&#x201C; stand

The Ja nuary Furnit ure Sh ow Hall 4 , Stan d D50

Unit 2, Ballyharry Business Park, Donaghadee Road, Newtownards, Co. Down BT23 7ET

T: 028 9182 8202 F: 028 9182 8082 E: info@world-furniture.biz

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18/12/201515:35 12:39 21/12/2015

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Unit 2, Ballyharry Business Park, Donaghadee Road, Newtownards, Co. Down BT23 7ET

T: 028 9182 8202 F: 028 9182 8082 E: info@world-furniture.biz

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The Ja nuary Furnit ure Sh ow Hall 4 , Stan d D50 Unit 2, Ballyharry Business Park, Donaghadee Road, Newtownards, Co. Down BT23 7ET

T: 028 9182 8202 F: 028 9182 8082 E: info@world-furniture.biz

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18/12/2015 15:38 12:40 21/12/2015

PROFILE Classic Furniture

After taking a year out from the event, Classic Furniture returns to the January Furniture Show this month to unveil eight ranges. Paul Farley caught up with the brothers in charge of the Lincolnshire-based wholesale enterprise, Andrew and David Rippin, to find out more …

Recycled ranges dominate Classic’s return

Sorrento

However hard I try to fathom the strategies behind Classic Furniture’s success, I keep coming back to the simplicity at the company’s core – strong, commercial, ever-evolving product, reliable fulfilment and competitive prices. True of any good wholesaler (and, in Classic’s case, container supplier too), stockholding is paramount. Classic’s sizeable warehouse facility, located on an old airfield in Binbrook, Lincolnshire, is more than capacious enough to meet the demands of the company’s huge roster of stockists. Crucially, these customers have come to trust that the product they need will be available when they need it – a matter of even greater relevance given the fluctuating buying patterns of today’s consumer. Indeed, the bulk of the ranges Classic will unveil in Birmingham this month are already available for immediate dispatch. “A good wholesaler must have the confidence to commit to certain ranges, and build their stocks as soon as possible,” says director Andrew Rippin. “If there’s a long delay before you can deliver on an order, a great deal of the work you do at a show can fall flat.” Andrew’s product selection for the outset of 2016 has been aided by feedback from the company’s at-home show, which took place over a week in November and gave retailers the opportunity to buy stocks ahead of the January sales – and, in some cases, ahead of Christmas. So, not only did the open week give Classic an opportunity to show off its newly-refurbished showroom and glean valuable information from its customers, it also proved a lucrative pre-selling opportunity, leading Andrew to consider making it an annual event – Classic’s open week will probably take place a little earlier this year, in October. “We received some very positive feedback during our open week,” says Andrew, “which has given us a lot of encouragement for the show.”

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Melton

Georgia

21/12/2015 15:38

Classic Furniture PROFILE | 67 Liberty

Back to the present, then, and there is a wealth of new product waiting for visitors to the January Furniture Show. These include: Stockholm, which puts a new spin on Totem Furniture’s popular retro dining collection, Malmo, by presenting it in a walnut look; and a new home office range for the dark Driftwood collection. Next are several ranges new to wholesale, available previously via container from Furniture Origins – the Liberty and Colorado oak ranges, and Porto, a painted range featuring elm tops. “As you can see, we’re introducing a good number of new ranges,” says Andrew, “but we do feel that many of them cross over somewhat with our older offering. We’re looking to streamline this – for example, it’s likely that some of these Furniture Origins wholesale ranges will replace the likes of Toulouse, Nura and Lyon in the near future. “Over the next month or two we’ll work through the rest of the stock, clearing space to make way for our popular new recycled ranges.” Classic Furniture signalled its intention to move into the reclaimed and recycled furniture market last September, with the release of three ranges: the rough-sawn Camrose farmhouse-waxed dining and occasional; the darker, reproduction-style Driftwood, a refined, traditional and comprehensive bedroom, dining, occasional and office range; and Outback, a contemporary, rough sawn-effect range with a wax finish with grey undertones. Each is handmade from old pine

Colorado

homes and bridge beams, and comprise 100% recycled solid wood. Joining these collections this month are two new recycled pine ranges, both covering the bedroom, living and dining areas: Melton; and this month’s cover star, Sorrento, which boasts characterful, multi-shaded drawer fronts – solid-painted in the bedroom cabinet, and more muted limed-wash-effect colours in the dining. “Consumers are demanding an ever-wider range of products from the retailer,” comments Andrew’s brother, MD Dave Rippin, “so, as one of the UK’s leading suppliers, it’s our responsibility to meet that demand by continually diversifying our offer. Recycled is an area that we weren’t in before, but it’s a style that’s very much in vogue, and will be for some time.” Visitors to the January Furniture Show will find Classic at the back of hall 5 on stand 5J50 – a modern, glass-fronted display which, according to Andrew, “wouldn’t look out of place in the centre of Dubai”. Combine the company’s move towards offering sustainably-sourced, natural-looking product with advances in its delivery network and container service and the headway it is making in new areas as an AIS preferred supplier, and it’s clear that Classic Furniture’s year is looking bright indeed. T 01472 398280 W classicfurn.co.uk

Porto

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PROFILE BM Direct

Lytham-based sofa supplier BM Direct has again extended and improved its UK showroom to now feature around 100 sofa designs alongside occasional and rise-and-recline chairs – but this is just the tip of the iceberg …

Restructure gives BM Direct plenty to shout about

A restructure of BM Direct’s manufacturing facility, lending it increased efficiency, has meant that a greater variety of products is now offered in a range of leather and fabric finishes – with an additional programme dedicated to rise-and-recline chairs. Development has taken place across all of BM’s collections. The promotional sofas are now offered in fabric and faux suede finishes, with the addition of power motion – even in the lower-cost items, a first at this end of the market. According to the company, the main collection and core lines will increase with the ongoing development of leather colours and qualities, offering some of the UK’s most commercial designs at the lowest possible price points. A brand-new collection of large-format

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comfort motion designs will also launch, featuring 15 models in a choice of 20 leather colours. These models will offer generous proportions, full leather and a high degree of comfort, and will be available in a choice of over 20 colours through a mixed container programme. Finally, there will also be a new range of European-designed leather and fabric sofas, which will be produced on a mixed container production plan in just three to four weeks in a wide choice of on-trend styles and colourways. These ranges will be updated quarterly to keep up with the fast pace at which the industry now moves in terms of interior design. BM Direct’s twice-yearly in-house event, which will take place from 29th February to 4th March this year, is an ideal chance to visit

the showroom and see the full collection, meet the team and select ranges for the coming year. Contact BM for further information or to book a visit – there is a limited number of hospitality packages available. T 01253 730693 E sales@bmdirect.co.uk

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Charltons Furniture PROFILE

Over recent years, Charltons Furniture has managed to maintain a healthy growth in both sales and customer base. Manager Ross Charlton has no doubts as to what is behind the continuing rise of his company …

Charltons’ choice revolution

Bretagne

“We have always prided ourselves on producing quality products supported by a customer service that is second to none,” says Ross. “Without these basics, no furniture company is going anywhere in today’s market.” Charltons Furniture has always prioritised offering choice, and now unveils its Choice Revolution approach, which builds on the company’s Make It Your Own offer, playing to the strengths of both its UK-based spray shop and sourcing network, through which it can offer the best of both worlds, embracing quality-made furniture, competitive prices and a level of choice that will suit all customers. “We are continuously learning what the customers want and adapting to the changes in demand, but this is only possible by listening to our stockists,” says Ross. “Over the last six to nine months I feel that we have made major steps forward in this area. We aren’t there yet, but I believe that if you think you have solved it 100%, you aren’t listening hard enough.

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“This is what Make It Your Own is all about,” explains Ross. “We leave it to the customer to choose the colour they want and where exactly they want that colour. Make It Your Own has really taken off, and we are absolutely delighted.” The self-explanatory Make It Your Own concept was initially available with Charltons’ popular Bretagne and Lilli ranges. However, Ross is keen to stress how the company is continuing to develop and expand the approach. “This includes working closely with Rubio Monocoat,” says Ross. “The quality and feel of their finishes needs to be seen to be believed. New and stunning-looking paint colours are being introduced, such as Washed Linen and Coastal Grey. “We are also offering Make It Your Own with our Industrial Collection – we believe it is probably the only reclaimed custom-painted collection on the market. Within the next few weeks we shall also be announcing details of the next stage of the Choice Revolution – the Make It Your Own

The Choice Revolution is accompanied by its own colour chart App, which will offer an unprecedented opportunity for retailers. Exciting times indeed!” W charltonsfurniture.co.uk

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PROFILE Gallery Direct

Following a successful 2015, Gallery Direct has started the New Year with the launch of more products into its already-extensive catalogue. The new ranges featured in the company’s Spring/ Summer 2016 Lookbook, will be launched at the January Furniture Show on the company’s biggest stand to date – over 850m² of space.

Gallery’s bold start to the new year

Kielder

“The whole team has worked incredibly hard, getting ready for the launch of the 2016 products which feature our new Nörd look,” comments product director Mat Penney. “The designs echo the Scandinavian and Danish designs of the mid-20th century. “However, I wanted the collection to have a more relaxed and lived-in feel. We developed a colour palette to complement the beautiful natural tones of the furniture. We have designed three new comprehensive ranges of living, dining and bedroom furniture for both Wycombe

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upstairs and downstairs rooms. The three ranges – Kielder, Marlow and Wycombe – all offer attention to detail and exquisite design, and yet each has its own unique features. “Supporting the three new furniture ranges are our fresh, Nordic-inspired soft furnishings, consisting of bedlinen, bed runners, cushions and throws, along with mirrors and accessories to give the complete look.” With over 160 new products going on display at the January Furniture Show – taking place at the Birmingham NEC from 24-27th January – along with an extensive selection of the company’s current products, the Gallery stands are set to prove a real draw. Their main double decker stand will be even larger than last year, to facilitate the presentation of more products than ever before, and will offer complimentary bar and hospitality facilities for clients to enjoy. It will feature the company’s Hudson Living furniture ranges, along with a wide selection of mirrors, soft furnishings and accessories. The second stand, exhibiting a selection of Frank Hudson beds, bedroom furniture and

Kielder wardrobe with assorted cushions

accompanying products, has been designed to offer a welcoming, open feel. Gallery will be present on stands 3K20 and 3L20 at the January Furniture Show. T 01795 439159 W gallerydirect.co.uk

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N E W AT T H E J A N U A R Y F U R N I T U R E S H O W PLUS OVER 160 NEW DESIGNS

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NÖRD by

ALL NEW FOR 2016 Our three new comprehensive ranges of dining and bedroom furniture will be launched at this year’s January Furniture show. Wycombe, Marlow and Kielder each boast furniture for both the upstairs and downstairs rooms of the home. With attention to detail and exquisite design each range has its own unique features.

JANUARY FURNITURE SHOW HALL 3 STAND K20 & L20

KIELDER TABLE CHAIRS BENCH 01795 439159 www.gallerydirect.co.uk

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NEW WYCOMBE

NEW MARLOW

WYCOMBE BEDSTEAD BEDSIDE CHEST OF DRAWERS

NEW KIELDER

SOFT FURNISHINGS FRANK HUDSON

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Supporting the three new furniture ranges are our fresh, Nordic inspired, soft furnishing and accessories collections, consisting of bedlinen, bed runners, cushions and throws. In addition to this we are also going to expand our upholstery range including beds, sofas and occasional chairs, as well as introduce a new lighting range.

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JANUARY FURNITURE SHOW PREVIEW

Killymoon

There are few better reflections of an industry than the size and substance of its flagship event, and by the look of this year’s January Furniture Show, the UK trade is in good health. Over 25% bigger than last year, featuring over 450 exhibitors across five halls of the Birmingham NEC from 24-27th this month, the event is an essential fixture for anyone involved in the UK interiors industry – Furniture News brings you the essential guide …

Back in Brum The January Furniture Show made its debut last year as event organiser UBM bowed out of the traditional January fixture. Taking place over just three halls and three days, the initial edition was a promising yet truncated version of the trade event the industry was accustomed to – yet such was its success that, just a year later, the fair has recovered much of its traditional strength, returning to a four-day format across five halls of the venue. “Our exhibitors and visitors were consulted following last year’s show regarding opening times and duration, and as a result the show is back to a Sunday opening and a four-day duration in 2016,” says show co-director, Laraine Janes.

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“January is a great time to be thinking about your business, and this show is as comprehensive as any industry showcase could be. Anyone who is active in furniture will be here – suppliers and buyers – spotting trends, future bestsellers and replenishing stock as the annual gathering at the NEC kicks off another exciting year in furniture retailing.” Offering everything from upholstery, cabinet and beds to flooring, fabric, lighting and accessories, the January Furniture Show is set to be the most representative UK event for the trade in 2016. Top end Hall 1 is home to many of the UK’s top-end

upholstery brands, including Duresta, Wade, Parker Knoll, Collins and Hayes, G Plan Upholstery, Westbridge, Ashley Manor, Mark Webster Designs and Whitemeadow. Quality cabinet resides here too, with the likes of ercol, Baker Furniture, Bentley Designs, Furniture Origins, Tom Schneider, Corndell and Willis & Gambier showing their latest designs. Hall 1 also contains the new Fabric Pavilion, where some of the leading lights in textile provision will set out their stalls. International inspiration Hall 2 has a distinctive international flavour. Some of Italy’s best-known companies, with the likes of Italia Living, News, Tomasella, Ego

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JANUARY FURNITURE SHOW PREVIEW Italiano, Max Divani, Nicoletti and Marinelli on show. Several other major European brands will be present here, including Skovby from Denmark, Fama from Portugal, and Rom from Belgium. Significant groups are also participating from Poland, Romania and Malaysia. Access to accessories For those looking to accessorise, hall 3 is packed with some of the best-known suppliers in the business, with Gallery Direct, Pacific Lifestyle, Hill Interiors and PD Global joining fellow success stories Libra, BlueBone, Steven Shell and Febland, along with lighting giants Dar and CIMC – to name just two of the many lighting suppliers back in the show. Cabinet kings A visit to hall 4 will pay dividends for retailers looking for some of the best in cabinet, dining and fitted bedroom furniture, with suppliers such as Global Home, Julian Bowen and Kettle Interiors joined by German giants Rauch, Nolte Mobel and Weimann, and leading Polish brand Forte. Bestselling ranges are also guaranteed from industry favourites TCS, Vida, Danalight and Value Mark, amongst many others. Sit and sleep Some of the biggest names in upholstery and beds will occupy hall 5, including UK brand leaders Buoyant, Lebus, Ultra, Morris, Sherborne, Furnico, Cintique, Celebrity, Breasley and Serene, as well as cabinet giant Classic Furniture. There will be more than 60 exhibitors in this hall alone, all promising new ranges – not to mention the brands outside in the piazza. “The new big bed brands here are a great addition to hall 5,” says Laraine, “which will also be supported by a National Bed Federation (NBF) themed cafe area.”

Stone The Crows

Buoyant Upholstery

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Flooring focus Hall 2 sees the debut of the Flooring Showcase, which features flooring brands Associated Weavers, Abingdon, Axminster, Ball & Young, Crown Floors and Furlong amongst its 20-plus exhibitors. The section was developed in partnership with buying group SMG, and provides a

useful focus to the retailers that incorporate a flooring offer within their stores. Laraine says: “We wanted a show that appeals to all of our buyers’ needs, and working with SMG to bring in top-quality flooring brands is a perfect partnership. Many retailers have flooring departments and plenty want to diversify their offer, so the January Furniture Show is an ideal opportunity for them to come and see a host of companies under the SMG umbrella.” Stand designs Furniture News magazine will be present on stand 4F25, at the junction of halls 3 and 4, and dressed in colours influenced by the Dulux colour of the year for 2016, Cherished Gold. Visit the stand to meet the team, enjoy refreshments, and hear about the latest subscription deals. Rooms with a view January Hideaways, a playful feature located at the back of hall 4 alongside the Platinum Lounge, sees four retailers deliver concept roomsets based on their own tastes and preferences. David Knight from SCS, Chris O’Connor from Michael O’Connor and Linda Knight of Minsters are just three of the retailers taking part in the feature, which has been implemented by experienced stand designer Ian Christopher, of Inspirational Creative Design. The light-hearted feature promises to offer an insight into the personalities that have defined it. Chris O’Connor comments: “My feature room is based around a snowboard lodge overlooking snowy mountain slopes. Think bright, modern furniture, roaring log fires, wood floors and snowboard paraphernalia.” Linda Knight from Minsters is taking a different approach, in the form of a cocktail bar-themed area. “It will be a chic, stylish space with reflective, shimmering surfaces,” she says. “The mood is warm, feminine, relaxed and luxurious, with base colours of soft pink and silver greys.” SCS’ David Knight is creating a bohemian hotel room that he says is “a warm, relaxed, suave masculine room with a feeling of rich leisure and endless days”. >>>

Birmingham City University will bring two roomsets to life in hall 2

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JANUARY FURNITURE SHOW PREVIEW

Bentley Designs

Rauch

David’s vision includes floor-to-ceiling windows, sheer fabric drapes, sumptuous sofas and walnut wood floors. Laraine comments: “We are delighted to have on board some of the leading retailers who are forming creative concepts for our series of January Hideaways that Ian is designing. We are looking forward to seeing the finished interiors!” The next generation Budding designers from Birmingham City University will unveil a range of new design concepts from a feature stand in hall 2. Working with trends set out by international industry expert Global Color Research, the BA Textile Design students will bring to life two roomsets – Strata and Play – which will feature textiles, ceramics, lighting and wall and floor coverings. Charmaine Stint, programme manager at Birmingham City University, comments: “We work with a range of industry partners and collaborators to provide new concepts which are fresh and engaging. Our students can always be relied upon for new thinking and impressive outcomes which generate some truly innovative content.

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Shankar

It’s this innovation which drives us and our partners to push the boundaries, and is one of the most motivating elements of this showcase.” Steve Richards, co-director of the January Furniture Show, adds: “This is a great opportunity to see what some of the potential stars of the furniture future have got to say when it comes to home furnishings and interior designs.” Best in show The second edition of The Furniture Awards, organised by Furniture News in association with the event, will take place around the show, and once again highlight the best new products launched there. Thanks in part to the generous sponsorship of bed specialist Dreams, The Furniture Awards 2016 has grown and evolved – a special display of the shortlisted entries will be present at the entrance to hall 3A. Read about this year’s judges – and last year’s winners – from page 84. Facelift firsts The development of a £150m on-site leisure and entertainment destination means an

enhanced experience for NEC visitors and exhibitors this year. With a host of major retailers, 18 bars and restaurants and an 11-screen Cineworld, Resorts World Birmingham – the first of its kind in Europe – is set to bring life to the campus. Guests looking to stay overnight can enjoy the four-star Genting Hotel and Genting International Casino. “The changes to the NEC campus – plus the improvements at Birmingham New Street station – mirror the re-building of the January Furniture Show,” says Laraine. “The investment shows the confidence in the future of the venue, and results in a better experience for all attendees.” Entry to the show is free for trade professionals. Parking at the venue is also free for visitors, who can also enjoy a 25% discount on all Virgin rail fares. The show is open from 9am to 6pm each day, apart from the Wednesday, when it will close an hour early. Read on to discover the new models, ranges and services set to be unveiled at the industry’s foremost trade gathering … W januaryfurnitureshow.com

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JANUARY FURNITURE SHOW PREVIEW The Furniture Awards

Amongst the special features taking place at the January Furniture Show 2016, The Furniture Awards returns, to shine a spotlight on the best products launched at the event. Awards co-ordinator and chair of the judging panel, Paul Farley, introduces the team that will assess this year’s entries …

Pick of the products It has taken the January Furniture Show just over one year to establish itself as the undisputed chief of the UK furniture exhibition circuit – testament indeed to the popularity of the show’s format, the efforts of its new organiser and general market recovery. Now, as the second edition approaches, the show has returned to a four-day format, through five halls of the NEC, and boasts an exhibitor list to be proud of. However, that’s not to say that a good deal hasn’t changed during the transition. The event’s conception was accompanied by various new initiatives designed to support the show’s long-term framework – and one of the most significant developments was the introduction of The Furniture Awards. I’ll admit that our industry has not been

lacking in such programmes over the years, from best design, to best product, to lifetime achievements, yet many of these had fallen by the wayside. The changes behind the January show fixture offered the chance to develop a format fit for our times, and representative of the gamut of exhibiting companies. Whilst recognising aesthetic merit, original design and a forward-thinking manufacturing process, the awards criteria would prioritise commercial viability at their core, across various price levels – in short, would the entry sell well into today’s marketplace? The need for a democratic selection process has involved enlisting judges from various corners of the industry, with a weighting towards mainstream retail expertise. Last year’s debut saw WorldStores’ Tristan

Maxim Romain General manager, Wayfair Europe Maxim is responsible for the European growth of e-commerce giant Wayfair, and currently oversees its operations in the UK and Germany. Maxim joined Wayfair in 2010 as head of European operations, and successfully built a thriving logistics and supplier operations network across Europe, with a key focus on customer experience. Prior to joining Wayfair, he held various management positions at French sports

Malcolm Walker Director of buying, Furniture Village For the last 43 years, Malcolm’s career has revolved around retail – for the most of it in the home furnishing market. In his current position, Malcolm is responsible for the product direction and sourcing of suppliers, product categories, styles and price architecture for Furniture Village’s market position, with quality levels that support the retailer’s customer product guarantee – in addition to ensuring the most commercial layout, presentation and relativity of its store showrooms.

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Lynch, Cousins Furniture’s Robert Shotton and designer Rob Scarlett join me at the NEC to select the winning entries. The judging panel, chaired by myself, has been expanded to four for this year’s edition. Each judge boasts rich experience in the sector and various specialisms across the fields of design, retail and buying – the stage is set for another memorable edition of The Furniture Awards … >>>

retailer Decathlon across Asia and Europe from 2002 to 2010. Maxim’s area of expertise is supply chain management and logistics, ensuring the customer is placed at the heart of the shopping experience and the overall operation. “It’s a privilege to be part of the judging panel of The Furniture Awards – already renowned for recognising leading design and commercial success – this year. 2015 was an exciting year for the furniture and interiors industry, seeing great innovation from many of its players – and I expect much more to come.”

“In my opinion, it’s the best job in the industry,” says Malcolm, “and plays to my commercial instincts, retailing strengths and my creative ability. It’s my job to bring products to life. “I have been with Furniture Village for 18 years, and have experienced and been part of its exciting growth story. During that time I have seen the business grow and evolve from a predominantly UK supply base into a respected, influential and global player within our industry. I have performed a number of roles during my time there including: buying controller, cabinets; buying controller, upholstery; then director of buying on our board.”

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JANUARY FURNITURE SHOW PREVIEW The Furniture Awards Andrew Durham Visual merchandising consultant, ALD Design & Display

“Retailers need to provide the ‘theatre’ within their stores that will inspire their customers to buy into a whole lifestyle”

Andrew offers buying, photography styling, space planning and creative design services to the furniture and interiors industry. His business, ALD Design & Display, is based in London, and boasts clients including Arighi Bianchi, Fishpools and Caseys. “I developed this niche after working for Barker & Stonehouse as their display manager in Teesside, successfully opening new stores and refurbishing their existing ones,” says Andrew. “The bulk of my 25-plus years of retail experience was in London, though, where I enjoyed working for various top-end stores including Harrods, Heal’s, GTC and Ralph Lauren as a key member of their creative display teams. “This was a long way from the start of

Dids Macdonald CEO, ACID (Anti Copying In Design) Dids Macdonald has over 25 years’ experience within the design industry, initially owning an interior design company, and later as a designer-maker. She co-founded ACID because her products were consistently copied – today, ACID represents thousands of designers. Design reform has been high on ACID’s priorities, and in 2010 it supplied evidence to the Hargreaves IP Review. The submission pressed Government for more support for SMEs, parity of design right with copyright and trade marks, higher exemplary damages and a small claims track for IP infringements, which has

One year on Identifying winning products for their design, manufacturing process and, chiefly, commercial viability, across a range of price points, The Furniture Awards were developed by Furniture News in partnership with the show’s organiser. “The Furniture Awards may be in their infancy, but are already an integral part of the January Furniture Show,” comments

show director Theresa Raymond. “They provide a credible celebration of inspiring design, aimed at all levels of the furniture market, and our hope is that they become the most esteemed accolade in the furniture industry.” This year’s edition has grown to encompass on-site winner announcements, increased display coverage around the event, and a special stand display of the shortlisted entries at the entrance to hall 3. As well as new judges, the edition also

“We recognise the importance of supporting the industry in which we operate, and believe these industry awards provide the perfect opportunity for manufacturers to showcase the best of new innovation”

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my career, when, after leaving art college, I became a window dresser for Lewis’s store in my home town of Bolton.” “My area of expertise is working with furniture retailers who want to create a more aspirational shopping experience for their customers. With the use of the internet becoming stronger every day, retailers need to provide the ‘theatre’ within their stores that will inspire their customers to buy into a whole lifestyle. “One of my key skills is taking a furniture product and creating an environment for it so that it achieves greater sales. This is done by co-ordinating it with other furniture, accessories, lighting and decor to produce a look that the customer will buy into. This is a process that moves at a much faster pace now, as retailers continually try to bring in fresh product throughout the year to stimulate sales and create the wow factor that the customer demands.”

subsequently been implemented. In 2011, as a result of submissions from ACID and others, design was recommended by the PM as one of 10 key areas for new, clear IP policy. In October 2014, history was made by various reforms being included in the IP Act. Of particular importance to designers was the introduction of criminal provisions for the intentional infringement of a registered design in line with copyright and trade marks. Dids is parliamentary convenor of the Intellectual Property Awareness Network (IPAN), and third assistant to the court of The Furniture Makers’ Company. ACID is supported by the Alliance for Intellectual Property, of which Dids is vice-chair. In 2015, she was made an Officer of Order of the British Empire (OBE).

welcomes its first sponsor, bed specialist Dreams. “Dreams is delighted to be sponsoring the second year of The Furniture Awards,” comments Dreams’ marketing and ecommerce director, Lisa Bond. “We recognise the importance of supporting the industry in which we operate, and believe these industry awards provide the perfect opportunity for manufacturers to showcase the best of new innovation.”

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Scant

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35A Keighley Road, Silsden, Keighley, West Yorkshire, BD 20 0EB Tel 01535 656002 | Info@scanthor.co.uk FNScanthor 322_Section F v3.indd 87 UK.indd 1

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JANUARY FURNITURE SHOW PREVIEW The Furniture Awards

Last year, furniture designer Rob Scarlett joined Robert Shotton of Cousins Furniture and Tristan Lynch of WorldStores to select the winners of The Furniture Awards 2015 …

Hall of fame – last year’s winners Right: The Furniture Awards team of 2015: John Shotton; Tristan Lynch; event organisers Theresa Raymond and Laraine Janes; awards co-ordinator Paul Farley; and Rob Scarlett

Value Category winner City dining and occasional range, Bentley Designs City is a two-tone contemporary dining and occasional range finished in a warm weathered oak and soft grey colour – a walnut option is also available. The extensive cabinet offer is complemented by a range of fabric chairs in various colours, in the form of tapered back and scoop-back designs. Fresh yet functional, City features soft-close drawers and mitre-jointed cabinets. City’s storage solutions include a display cabinet with internal cupboard, sideboard with internal drawers and occasional pieces with shelving and drawers. Time Living’s Naxos bed frame claimed the runner-up accolade in this category.

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Bentley Designs’ design manager Ray Davies and director Rif Lalani accept their trophy from Laraine and Theresa

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The Furniture Awards JANUARY FURNITURE SHOW PREVIEW | 89 Mid-level Category Dexter side table and accompanying range, Gallery Direct Part of Gallery Direct’s Hudson Living furniture range, the Dexter range comprises two occasional side tables, one with a parquet top, and the other a concrete-effect faux resin. Made using mindi ash in a dry weathered finish, they are part of a wider collection that contains a round, weathered pedestal table with a faux concrete resin top and a mindi ash base, and a mindi ash statement refectory table with a parquet top. “We were very proud to win the category,” says Gallery’s business development director, James Hudson. “The award was testament to the Gallery team’s effort in our first year as a fullymerged furniture company offering a complete home furnishing solution to the trade. We really look forward to entering again this year, as this accolade has certainly caught the attention of the country’s leading independent retailers.”

Event organisers Theresa and Laraine with James Hudson, Gallery Direct’s business development director

Upper-level Category Sloane sofa, Henderson Russell The Sloane range is handmade to order in Long Eaton. A comfortdriven design with a fixed seat and back, Sloane is flexible in specification, available in four sizes, a choice of show-wood colours and a large range of fabrics. Sloane’s back and arms feature sewnin fluting detail, and are contrast piped. The frame is made up of selected fully-seasoned beech and other hardwoods from managed sources, and the joints triple or double dowelled, glued and screwed, with large corner blocks for extra rigidity. Sloane’s seat is upholstered on a tempered steel serpentine spring unit, while the back is upholstered on a tempered steel super-loop spring unit. “Although the Sloane sofa speaks for itself, winning the award has been a great talking point and provided a strong advertising angle. Sloane is fast becoming one of our best-selling models,” says marketing and brand manager, Jane Levick. Tetrad’s Nucleus chair was the runner-up in this category.

From left: Adam Green, design engineer and brand assistant, Meadowmead; Theresa Raymond; Henderson Russell marketing and brand manager, Jane Levick; Laraine Janes; and MD of Henderson Russell, Jason Blyth

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Brooke sofa range

ready for launch at the January Furniture show

Hall 1 - C20

www.collinsandhayes.com

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ready for launch at the January Furniture show

Hall 1 - C20 Conley sofa range

Relentless Elegance View our fabulous range at our showroom in East Sussex, and at our trade showroom in Long Eaton, by appointment www.collinsandhayes.com

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Above Idle accent chair Left: Stoop sofa range

ready for launch at the January Furniture show

Hall 1 - C20

www.collinsandhayes.com

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Available to view at the AIS furniture show, exclusives lounge

Cooper sofa & unit range

Relentless Elegance View our fabulous range at our showroom in East Sussex, and at our trade showroom in Long Eaton, by appointment www.collinsandhayes.com

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JANUARY FURNITURE SHOW PREVIEW: H1

Hall 1

Agio Marinelli................................. 1B10 Akante............................................. 1E65 Alexander & James ........................ 1B20 Alfrank Designs..............................1D70 Alhambra...................................1FAB C5 Alpha Designs Upholstery............ 1E85 Alstons Upholstery........................ 1C60 Artistic Upholstery (Iain James Furniture).................................... 1C54W Ashley Manor Upholstery............. 1B30 Ashmore Furniture......................... 1F75 Ashwood Designs...........................1D30 Baker Furniture....................... 1F60/G60 Barbara Osorio Fabrics.............1FAB C6 Barker & Barker.........................1FAB C3 Bentley Designs..............................1A40 BFM..........................................1A90/A85 Bossiginy......................................... 1F70 Breeâ&#x20AC;&#x2122;s New World........................... 1B10 BSM.................................................. 1B10 Carlton Furniture/Vintage............. 1B65

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Clemence Richard...........................1D45 Collins and Hayes Furniture......... 1C20 Corndell Quality Furniture............ 1B80 David Gundry.................................1D50 Duresta Upholstery........................ 1E20 Ercol Furniture................................ 1E40 Essente.......................................1FAB C8 F & M Steed..................................... 1B60 Furniture Origins............................1A60 G Plan Upholstery..........................1D20 G Plan Vintage................................1D20 Gascoigne Designs......................... 1E45 GLPC................................................. 1E75 Hannah Williamson.......................1A25 Heico Fasteners UK........................1A30 Helderr............................................ 1B10 Jansen International......................1C70 Killymoon Bespoke Living............. 1C45 Kobe............................................1FAB C7 Kok Maison..................................... 1E75 Les Ateliers de Langres.................. 1B10

Levitas............................................. 1F15 Lyra Group (JSC Lyra Group).......... 1F80 Mark Webster Designs..................1C30 Nicoletti Trade................................1D75 Old Charm.......................................1C40 Optimise Solutions...........................1A1 Parker Knoll.................................... 1F20 Paulus & Brown..............................1A50 PreVue.............................................1A15 Provence.......................................... 1B10 Q Collection.................................... 1B10 Quarrata Qualita Export................1A70 Richard Stamp Agencies................ 1B10 Richmond Interiors........................ 1F10 Rowico UK....................................... 1C52 Sno Design......................................1A24 Stone Italia...................................... 1B40 Stranos............................................ 1F76 Swaffer................................... 1FAB C5/6 Tamarisk Designs...........................1A20 TCH Furniture................................. 1B50

Tetrad...............................................1A80 The Isle Mill........................... 1FAB C1/2 Titley & Marr.............................1FAB C4 Tom Schneider................................ 1F77 Verikon............................................ 1B10 Vintage Sofa Co.............................. 1B65 Voyage.............................................1D55 Wade Upholstery............................1D60 Westbridge Furniture Designs......1D80 White Label/Petroprojent.............. 1B10 Whitemeadow................................ 1F40 Willis & Gambier............................ 1E60 Winsor Furniture............................1D40 Wood Bros.......................................1C40 Wychwood Design.................1A10/A22 XYZ Agencies/Paulus and Brown.1A50

Feature areas Fabric Pavilion

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JANUARY FURNITURE SHOW PREVIEW: H1

A new fabric swatch has been introduced for Wood Bros’ Sofa Collection

Wood Bros’ Fumed Oak finish proved popular last year, and is being rolled out across further ranges this month

This year sees Wood Bros (stand 1C40, 01920 469241, www.woodbros.co.uk) launch a new sofa collection, the intriguingly-named Hug, a modular group that fits together in a number of ways to create a contemporary seating area. A new fabric swatch has also been introduced for Hug – and for the rest of Wood Bros’ Sofa Collection – featuring new

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colourways and textures, from dogtooth and herringbone to plaids and velvets. The Fumed Oak finish proved successful for Wood Bros throughout 2015, and this month it will be introduced on the Chatsworth Collection, thus offering a sophisticated new look for this classic country-style range. Fumed Oak will also be introduced on a new transitional cabinet range, Frame – and the

new dining fabric and hide swatch has been co-ordinated to blend with the new wood colour. Finally, a new cabinet range, Hint, will be unveiled at the January Furniture Show. Hint is a departure for Wood Bros as it takes the company in a distinctively retro direction with natural beech and a variety of painted finishes. >>>

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Oslo

RANGE

Visit our stand at the January Furniture Show, NEC, Hall 1, Stand A60

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Visit us in Hall 1 on Stand A30

Your home for upholstery supplies www.heico-direct.co.uk HEICO FN Ad.indd 1 FN 322_Section F v3.indd 98

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5 11:07

JANUARY FURNITURE SHOW PREVIEW: H1

Rustica, Rowico UK

Rowico UK (stand 1C52, 01249 821748, www.rowico.co.uk) again promises a strong mix of high-quality, hand-crafted, design-led pieces. Predominantly in a reclaimed vintage

style, Rowico employs reclaimed materials throughout its collections to offer a unique, time-worn effect, which work particularly well in more traditional, character interiors, but also readily absorbs wear and tear.

Rustica, Rowico UK

Rowicoâ&#x20AC;&#x2122;s product offer is extensive, offering distinctive styles across dining, living, bedroom and occasional areas, all upheld by a solid service and backed up by delivery from UK stocks in days, not weeks. >>>

Showcasing fantastic new models designed for everyday lifestyles in fabulous new fabrics.

COME AND SEE US AT The January Furniture Show, Hall 1, stand F80

www.softnord.co.uk

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JANUARY FURNITURE SHOW PREVIEW: H1 Henry, SoftNord Upholstery

SoftNord Upholstery (stand 1F80, www. softnord.co.uk) will introduce its new upholstery collection designed to appeal to the everyday lifestyles of the UK customer at this year’s show. As the company’s evergrowing customer base have come to expect, the models on show will offer great value, quality and versatility, and will all be tailored in carefully-chosen fresh new fabric options

Cosy Corner, SoftNord Upholstery

Designed for Living......Designed for You

Visit us in Hall 1 stand B65

Carlton Furniture Ltd Nottingham, NG7 2GA Telephone: 0115 9422 700 E: sales@carltonfurniture.co.uk

www.carltonfurniture.co.uk Carlton v3.indd 1

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22/12/2015 12:49

sales@iainjamesfurniture.co.uk w w w.iainjamesfurniture.co.uk Januar y Furniture Show Hall 1 Stand C54

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JFS FN Trade DPS Advert Jan Issue

14/12/15

9:10 pm

Page 1

Our biggest offer yet...

LIVING

DINING

BEDROOM

OCCASIONAL

UK STOCK

Five new lines, four days, one unmissable opportunity Visit Hall 1 Stand C52 I 01249 821 748 I www.rowico.co.uk

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DIRECT DELIVERY OPTION

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JANUARY FURNITURE SHOW PREVIEW: H1 Collins and Hayes

After stepping boldly into new territory last year, Collins and Hayes returns to the NEC with confidence, its newest offer combining the best of old and new …

Settling into a new identity

Brooke

At the 2015 January Furniture Show, Collins and Hayes signalled an intent to surprise – and re-engage with – its client base, unveiling a host of new designs, some of which were radically different from the classic traditional looks for which it had become known. It was a bold move, and closely reflected the desire of new MD Matt O’Flynn to make the Collins and Hayes brand relevant to the modern market – at the same time reinforcing the quality of manufacture, comfort levels and service proposition the Hastings-based manufacturer was capable of delivering. Back then, the stand’s messaging urged the trade to ‘Fall in Love With’ the brand all over again, and while Collins and Hayes’ customers may have been surprised by the new direction, the majority appreciated the need to bring fresh thinking to the product offer – which could be done whilst maintaining the output of its established bestsellers. This month’s show appearance sees Collins and Hayes refine this approach. Indeed, its design handwriting is now at a stage where traditional and modern co-exist, yet

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every new model plays to the strengths of a manufacturer which is both capable and unafraid to innovate. Given the developments that have taken place in the last year alone – new approaches to manufacturing and materials, an HQ overhauled with a trade showroom and training facility, a heavily-streamlined production process and much more – an altogether more confident offer is now in place. The theme of this year’s stand is Cloud Nine – evoking the honeymoon period of the relationship with Collins and Hayes, leading on from last year’s Fall In Love With campaign – with new models at its core: Brooke, an elegantly contemporary scooped-arm sofa range, and a tweak on the Prince Charles of London-style arm; Shelby, a generously-proportioned (those who witnessed the Timeout at the 2015 event will have some understanding of just how generously proportioned the show model might be!) sleek, contemporary model with a split back, which allows for a truly stylish combination of fabrics;

Phoenix, a stylish twist on the wing-back chair, with elegant scroll arm contrast piping; and Claridge, which offers a luxurious deep sit, scroll arms which embrace the user, and attractive accent lumbar cushions to complement its curves – all upholstered in a class-leading velvet. These four launches will join the most popular lines – drawn from historical favourites, those launched at the last show, and other models released at the company’s Long Point appearances over 2015. The fabric ranges accompanying them have been greatly enhanced, the company’s new creative and marketing executive Kate Delany helping bring a host of inspirational covers to the fore. Alongside exclusive models for buying groups and key multiples, Collins and Hayes is very much looking forward to giving the trade a better look at its elegant – and enduring – new brand identity this month. Stand 1C20 T 01424 720027 W collinsandhayes.com

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Alpha D

ALPHA D E S I G N S

See us at the NEC - Hall 1 Stand E85

ALPHA DESIGNS UPHOLSTERY LIMITED T: 01902 492937 F: 01902 493700 E: sales@alpha-designs.co.uk Unit 1, Stag Industrial Estate, Oxford Street, Bilston, Wolverhampton WV14 7HZ Alpha Design.indd 1 FN 322_Section G V7.indd 105

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JANUARY FURNITURE SHOW PREVIEW: H1 Carlton Furniture

Established in 1999 and based in Nottingham, Carlton Furniture is a family-run business which prides itself on the quality and design of its furniture.

Carlton’s vintage appeal Cross leg detail

Oslo in Pewter Glitz

The chancellor

Carlton Furniture offers a wide range of bespoke dining chairs and strikingly handcrafted and hand-finished dining furniture. The company’s Grand Ark Royal Monastery extending dining table, at 3.5m, can seat an impressive 16 people, but once extended to its full size of 4.5m provides plenty of room for 20 guests. Carlton’s solid oak ranges run from the traditional Chateau, with its lacquered, cognac coloured oak and rustic feel, to the more modern and light Derwent, which is still made traditionally with dovetail drawers

Derwent

Chateau dovetail detail

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and hand-waxed finish but with a lighter, more contemporary look. The company will launch two new ranges at the show – Additions and Portland. The Additions range features products with a wire-brushed, distressed finish that offers a tactile feel, making the most of the natural grain on the oak tables and mirrors. This combined with welded iron and geometric designs of the chairs give an industrial, vintage edge without losing any comfort. The Portland range, using recycled pine

wood, stone inserts and stainless steel, achieves a unique look which can both stand alone or complement the Additions range. All of Carlton Furniture’s solid oak ranges can be expertly painted using a selection of the prestigious Farrow & Ball paints and there is an extensive collection of high-end British wools and fine Italian leathers from which to choose. Stand 1B65 W carltonfurniture.co.uk

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JANUARY FURNITURE SHOW PREVIEW: H2

Hall 2

A & A Chesterfield c/o Malaysian Timber Council..............................2MA3 A Haywood & Sons......................... 2B35 Abingdon Flooring................ 2FS11/FS9 ACID................................................. 2F15 AIMMP............................................. 2F62 Albea................................................2G35 APMR...................................... 2D50/D60 Associated Weavers............ 2FS10/FS12 Axminster Carpets....................... 2FS15 Ball & Young....................................2FS1 Balta Industries (Crown Floors)............. .............................................. 2FS21/FS24 Birmingham City University (BCU)....... ......................................................... 2F80 Bodahl Mobler.............................. 2C20a Bontempi Casa..............................2C20b Brevedon.........................................2H30 Brockway Carpets...........................2FS4 Cabinet Maker..............................22A10 Cavalier Carpets..............................2FS2 Chasco Furniture............................ 2F10 Coralie Flooring (UK)..................... 2B85 Crown Floors...........................2FS21/24 D B Mirrors......................................2A15 Dynamic Furniture..................... 2MA14 Ecomatrix........................................2D50 Edel Telenzo.................................. 2FS14 Ego Italiano.....................................2G70

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Fama Sofas......................................2D20 FEM Production..............................2G80 Feng Yuan Inds..............................2MA6 Fine Furniture Land....................... 2F90 Forbo Flooring.................................2FS7 Fortis................................................2D60 Fortune Woods...............................2D10 Furlong Flooring............................2D40 GA Reproductions.......................... 2B54 GCL UK............................................ 2EH2 Global Market Group (Asia) .......... 2B52 Gooch Oriental Carpets................. 2F60 Greenapple......................................2C10 Heshan Fushan Furniture Co........ 2F25 Home Inc......................................... 2F65 Hup Chong Furniture................. 2MA11 IB Sofa.......................................... 2MA12 Iconography....................................2H70 Interfloor....................................... 2FS13 Interiors Monthly...........................2H05 Ital Studio Manufacturing.............2H60 Italia Living .................................... 2B20 Italian Chamber of Commerce .....2G80 Jukraf Furniture.......................... 2MA13 Kenton Floors............................... 2FS26 Kulik Company Italy...................... 2B40 Laser Compo............................... 2MA16 Louis de Poortere............................ 2F61 M7 Polska..........................................2A1

Malaysian Timber Council...........2MA9 Marinelli Home...............................2C30 Mastercraft Rug................... 2FS18/FS19 Maxdivani....................................... 2F20 Mobel Yecla Tapitados...................2G22 Muar Industries.............................2MA4 N.E.W.S.............................................2C50 New Trend Concepts......................2G30 Noul Woodest.................................2D50 Nuova Esterno Mobili.................... 2F35 Owl Wholesale...............................2H40 Perssini Casa................................... 2C60 Plantation Rugs..............................2C65 Polak................................................2D60 Quadra Invest.................................2D50 Rama Carpets..................................2G25 ROM................................................. 2F50 Ross Fabrics..................................... 2B10 Rug-Maker....................................... 2B80 Scatter Box......................................2H10 Shengge Furniture.........................2H75 Simply Rugs....................................2G85 Sin Wee Seng Industries...............2MA2 SITS SP200.......................................2A20 Skovby Mobelfabrik ...................... 2E20 SMG The National Furnishing Group.... ..........................................................2FS8 Soames Clocks................................ 2F30 Soon Her Sing Industries........... 2MA10

Sophia 2004....................................2D60 Swan Retail.....................................2H70 Taishi Tech Industries...................2MA5 Tajoma.............................................2G60 Tawei Furniture.............................2MA1 Teletim.............................................2D50 The Ultimate Rug Co...................... 2F70 Think Rugs................................... 2FS-22 Tomasella Industria Mobili SAS....2G70 TP 24 LED Lighting........................ 2E20 Tribal Rugs Wholesale...................2G20 Trinity Creations.......................... 2FS17 Tu Piel Sofas....................................2G22 Uber Home......................................2G40 Victoria Carpets........................... 2FS5/6 Vintage and Modern Rug.............. 2F75 Visualsoft........................................2H80 VS Concept Furniture....................2MA7 Westex Carpets................................2FS3 Whitestone Weavers & Hugh Mackay Carpets.......................................... 2FS16 YB Woodwork................................2MA8 Yew Hoong Sofas........................ 2MA15 Zetam...............................................2D60 Feature areas The Flooring Showcase Birmingham City University

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Growing Business?

DB MIRRORS

New collections to be seen at the January Furniture Show: Shabby ornate mirror collection Mirrored bedroom range Come and see Dave stand A15 in Hall 2

• Mirrors • • Mirror framed artwork • • Art Nouveau Mirrors • Contact Dave Butler T: 07715 690267 E: dbmirrors@gmail.com F: 0161 796 8522

Finger On The Pulse? Now over 470 Furniture Retailers, turning over £420,000,000 annually, enjoy the benefits of the Retailsystem Call us to discuss how we can help run your stores & ecommerce websites more efficiently and profitably - a complete Multi Channel solution Tel: 0131 440 7607 info@retailsystem.com www.retailsystem.com

DB Mirrors Advert 321.indd 1

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Fine Furniture from Poland Dining Chairs Armchairs Recliners Sofas Tables Cabinetry Professional sourcing of furniture from Poland Come and see us on stand 2-A1

Gordon Milne, M7 Polska, Marcinkowskiego 6, 62-040 Puszczykowo, Poland Tel: +48 515 473 315; +48 601 918 763; gordon.milne@m7polska.com; www.m7polska.com

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JANUARY FURNITURE SHOW PREVIEW: H3

Hall 3

Ambassador Textiles ...................... 3J70 Artko ..............................................3M40 Ascott.............................................3M70 Barnscroft of Devon ......................3Q65 Blue Poppy Art ...............................3Q60 Bluebone Imports.........................3M20 British Art Company ....................3M50 Camelot Pictures ...........................3N50 Chambers International ...............3K65 CIMC .............. 3F15, F17, F20, F23, F25 Complete Colour ...........................3R30 Culinary Concepts ...........................3H1 Dar Lighting...................................3G15 Dreamweavers (Vercin) .................. 3J30 Eco Furniture .................................3K30 Eco India Direct ............................. 3L70 Edge Company ............................. 3P40 Edge Sculpture / Robert Harrop

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Designs ..........................................3M60 Febland Group ...............................3Q20 Final Touches Dundee .......... 3N60/N65 Gallery Direct ......................... 3K20/L20 Genesis ...........................................3N45 Hangzhou Beiming Textiles .........3K62 Hanlin .............................................3R40 Hill Interiors ................................... 3J20 Hookes Interiors ............................3G40 Hudson Living ...............................3K20 Indian Hub .....................................3N30 Inside Out........................................ 3J25 International Art (UK) .................. 3L60 Kelston House International ........3Q30 Kudoss ............................................. 3J75 Libra ................................................ 3P10 Lifestyle Arts & Crafts...................3Q40 Lovelane .........................................3H30

Loxton Lighting ............................. 3E15 Makasi Imports ............................3M30 Malini..............................................3N35 Mandarin Arts ............................... 3F30 Marshall Arts .................................3Q15 Mindy Brownes .............................3N45 Minster Stylish Living...................3K10 MJS Trading ...................................3R15 Nine Schools ................................. 3P45 P D Global.......................................3N20 Pacific Lifestyle ..............................3H15 Pharmore ......................................... 3J40 Pyramid International & The Art Group ..............................................3K40 Qingdao Great Vessel Import & Export Co ...................................................... 3E1 Red Mud .......................................... 3J60 Replica Landscapes .......................3H20

Robert Harrop Designs ................3M60 Roost Furnishings ......................... 3P30 SHH Interiors ................................3H40 Soak & Sleep.................................... 3J55 Spires Art.......................................3M10 Steven Shell.................................... 3P20 Stone the Crows ............................3Q10 The Old Basket Company .............3R20 Tigermoth ...................................... 3P60 Welbrook Interiors ........................3Q70 Westlite ..........................................3K60 Wilde Java (UK) .............................3N10 Wire Lamps ....................................3N25 Yearn Glass .....................................3G18 Feature areas The Furniture Awards shortlist display

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JANUARY FURNITURE SHOW PREVIEW: H3

Art Deco mirror, Yearn Glass

Iconic portraits are performing well for Febland Group

EST .1981

FOR QUALITY

Febland Group

Yearn Glass & Co. - Mirror Manufacturers Unit G, 55 Wallis Road London E9 5LH Tel : 020 8533 3307 Fax : 0202 8533 7189 info@yearnglass.co.uk www.yearnglass.co.uk

Evoke, Indian Hub

Febland Group

Yearn Glass (stand 3G18, www.yearnglass. co.uk) is a family-run business established in 1981 which produces British made products in its London factory. The company’s team of experienced and skilled craftspeople strives to produce consistently high quality products. Yearn Glass supplies department stores, high street independent retailers and interior designers and is constantly producing new products and new finishes. Indian Hub (stand 3N30, www.indianhub. co.uk) is a leading manufacturer and wholesaler of solid cabinet furniture based in Surrey, offering a blend of good design, quality manufacturing, reliable service and a straightforward approach to selling furniture. The company is launching five new ranges

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Aspen, Indian Hub

at the January Furniture Show, presenting solid wood design with a thrust on ecofriendly and reclaimed wood. All of the company’s furniture is targeted at retailers that want to offer something new and different to their customers with focus on value for money. Aspen is a solid hardwood collection featuring acacia wood in a natural finish and grey stain. The blend of the two colours with cool metal legs gives this range a modern and versatile look. Meanwhile, Evoke is a modern industrial design made by pairing reclaimed industrial metal with warm wood. Febland Group (stand 3Q20, 01253 600600) returns to the show with a varied collection of furniture and decorative accessories, emphasising certain areas which are,

according to MD Tony Febland, performing particularly well: “Selling well are the ranges of decorative lighting. “They have been stimulated into activity by way of the growth in LED technology. Mirrors and wall decor have had a good run all year, but dealing in these products means an obligatory tour round Asia twice a year. Iconic images of film stars still take the lead. “Internet sales – which many turn their noses up at – have been growing exponentially. So much has been done to protect Mr Joe Public that one feels the boot is on the other foot, yet buying from home is a phenomenon which is not going away, and we are encouraging our retail clients to nurture their online divisions, as people love to buy that way”

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Yearn

EST • 1981

Tel: 020 8533 3307 • Fax: 020 8533 7189 Email: info@yearnglass.co.uk Showroom, Factory, Sales & Enquiries, Unit G-55, Wallis Road, London, E9 5LH

YEARN

www.yearnglass.co.uk

FOR QUALITY

EST .1981 2 N D E D I T I ON YearnGlass_JA.4.indd FN 322_Section G V7.indd2 113

Visit us at The January Furniture Show, 24th - 27th Jan 2014, Hall 3 Stand G18 FOR QUALITY

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JANUARY FURNITURE SHOW PREVIEW: H3 Bluebone

Established in 1996, Bluebone has developed into an exclusive lifestyle furniture and homewares brand, with an admirable reputation for innovative design, quality of manufacture and dedicated customer service.

Bluebone set to impress

Painted Provence

Bluebone offers living, dining, bedroom and occasional furniture in a number of styles, from bold colours, eclectic vintage or beach house to retro, rustic and French Provence, with a selection of unique finds in furniture and homewares. Exhibiting both at the January Furniture Show and at Spring Fair, customers will have a chance to see Bluebone’s well-crafted affordable designs in furniture and homeware first hand. At both shows Bluebone will focus on eye-catching themes that can be easily transferred to on-trend store displays. Created by Bluebone’s in-house design team, the displays will feature several of the new lines that the company has brought in for 2016. The Painted Provence range has been given a makeover and will be one of the highlights of this year’s display. Most of Bluebone’s products are manufactured in Indonesia, and are handcrafted by rural communities. Bluebone reportedly invests heavily in supporting local

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Bluebone mixes neutral colours with wooden accents

manufacturers, training and development, and has secured a high level of exclusivity in product design and manufacturing. Bluebone is also further improving its IT infrastructure by launching online ordering this year, with

real-time stock updates and options for faster stock reservation. Stand 3M20 W bluebone.co.uk

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The Libra Company JANUARY FURNITURE SHOW PREVIEW: H3

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The Libra Company is a designer, importer and wholesaler of one of the largest collections of interior design accessories, homewares, giftware, lighting, furniture and wall decor across Europe. Victoria Noakes takes a closer look at the aims of the business ...

Libra keeps up the momentum Darwin

New owner Paul McLaughlin’s parents Joe and Christine McLaughlin established The Libra Company in 1972, with the journey beginning on a three year trip across the globe to India. Since then, the business has evolved over the years to become one of the most established names in the furniture and homewares industry. Libra’s main aim is to inspire its customers through passion, knowledge and design. It designs and sources strikingly-crafted, premium quality products for select retail and contract environments. “Our experienced team of sales professionals are armed with all the knowledge and expertise required to help guide and inform our customers in choosing the right product assortment for their project or retail space. Our strengths lie in our core values – quality, innovation and service,” says Paul. “With more than 1200 products in our repertoire – from votive holders to >>>

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Pearl

Luxe

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JANUARY FURNITURE SHOW PREVIEW: H3 The Libra Company

Manoir

dining sets – we believe we have one of the most diverse collections of high quality interior design accessories, homeware, giftware, lighting, furniture and wall decor in the UK.” Libra designs as much as possible inhouse and works with some of Britain’s most talented designers to create collections which can’t be found elsewhere. The themes it creates enable its customers to buy into collections and to recreate these settings in their projects or retail spaces. The company had several major achievements in 2015, including the implementation of a new software system which manages all aspects of stock control and wider business, the launch of its new website, the refurbishment of its 800m² Cambridge-based showrooms and the launch of three new product themes.

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Libra also opened its first retail concept shop – featuring three Libra themes in 70m² within premium furniture retailer Dansk in Benfleet, Essex – and expanded its VIP club to incorporate more than 200 retail customers. Libra will bring its Stately Study, Blue Room, Manoir, Farmhouse, Empire and Nordic themes to the event, encompassing eyecatching lounge, dining and office furniture with complementary lighting and decorative accessories. 100 new products will be launched at the show, and all products can be delivered within two weeks of the show. “Historically at this show we have met lots of furniture retailers looking for ways to drive turnover within their stores. Libra is a one-stop shop for unusual accent pieces, wall decor and lighting to complement most traditional or modern furniture collections. We hope to continue to convert these

valuable prospects like these into customers,” states Paul. “In addition we hope to take lots of orders from existing customers and to take advantage of the positive PR and marketing opportunities available at the show. And hopefully to have some fun whilst doing it! We’ve been longstanding supporters of a January Furniture event at the NEC, as it’s positioned in the right place at the right time for serious retailers.” Looking ahead, Libra plans to further establish its brand within the contract and interior design sectors, whilst continuing to inspire its existing customers and maintaining the strong product offering it is known for. Stand 3P10 W thelibracompany.co.uk

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Wholesale & Mixed Containers, Great Value & Fast Availability

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January Furniture Show 24th - 27th, NEC Hall 4, Stand B66 January Furniture Show 24th - 27th, NEC Hall 4, Stand B66

Website: globalhomegroup.com

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JANUARY FURNITURE SHOW PREVIEW: H4

THE

Hall 4 FURNITURE

THE

AWARDS

FURNITURE

AWARDS

7 Star............................................... 4E72 Ametis.............................................4C60 Amos Mann Furniture...................4A67 Ancient Mariner............................. 4E30 Aristarchus Global Sourcing......... 4E40 Balmoral Furniture......................... 4E47 Breezemount UK............................ 4F75 British Heart Foundation..............4D71 Childrenâ&#x20AC;&#x2122;s Furniture Company...... 4E59 Churchfield Sofabed Company.....4A52 Core Products.................................. 4B50 Cosy Bay Furniture......................... 4E50 Cowthorpe Oak Furniture.............4A70 Danalight UK.................................. 4E10 Daro (Trading) ...............................4D75 Devonshire......................................4C78 Dormeo UK...................................... 4E74 Emes Furnishings........................... 4E60 Endoro Rafal Gawron.....................4C71 Englander Line............................... 4E57 European Furniture Direct............4D72 Flair Rugs........................................ 4E55 Forte Furniture............................... 4B40 Furniture Clinic...............................4A30

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Furniture Direct GB........................4D65 Furniture News.............................. 4F25 Furniwood Unipessoal................... 4E35 Giatalia International....................4A15 Gleneagle........................................4D68 Global Home Group....................... 4B66 Grafu................................................ 4E10 Greenwood Retail...........................4A58 GRTC................................................4A66 Heartlands Furniture..................... 4B54 Heritage Furniture UK................... 4C67 Holroyd & Jones.............................. 4F40 Homestyle GB........................ 4D45/D47 Hyde Line........................................4C25 Ideal Products.................................4C30 Indus Valley....................................4D70 Italian Furniture Co........................ 4B37 Jade Furnishers............................... 4C65 JTW..................................................4D55 Julian Bowen................................... 4E20 Keen Classics................................... 4F50 Kettle Interiors.......................4D20/C24 Kristensen & Kristensen................ 4E10 Furnibox..........................................4D62

LPD...................................................4A26 M & P Chairs................................... 4E64 M.S Furnishings.............................. 4E70 Manchester Furniture Supplies....4A60 Maxi Mover..................................... 4E54 Meblosierk (Fabryka Mebli)...........4C70 Mini Divani..................................... 4E43 NHF Leather....................................4C25 Nolte Mobel (UK) ...........................4C40 One - Call Furniture........................4A10 Orderrite Software.........................4A56 Origin Red....................................... 4F30 Paged Meble....................................4C73 Paul Martyn Furniture...................4A38 Polish Embassy - Trade & Investment Promotion Section Embassy of Poland. .........................................................4C72 Polish Embassy - Trade & Investment Promotion Section Embassy of Poland. .........................................................4C72 Qingdao Maysun International Trade Co..................................................... 4E71 Rauch Moebelwerke......................4D30 Ronz Furniture................................4A67

Ruihao..............................................4C25 Seconique........................................4C20 SEN Furniture................................. 4E65 Slumbernights................................4A32 Smart Trading.................................4A70 Sofa4U.............................................4C71 Stroolmount UK................................4A1 Taylors of Cheshire......................... 4E45 TCS The Complete Service............. 4B20 Trendy Living.................................. 4E63 Uprise Furniture............................. 4E75 Value Mark Furniture..................... 4B10 Vida Living......................................4A20 Wholesale Garden Furniture......... 4B30 Wiemann......................................... 4C50 Wintech........................................... 4E25 Woodman Chairs............................4A40 World Furniture..............................4D50 Worth Furnishing...........................4C80 Feature areas Platinum Club January Hideaways

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When it comes to German “Gemütlichkeit” and quality we Germans have no humour.

BHX 24 – 27 JANUARY 2016

JANUARY FURNITURE SHOW Hall 4, Stand D30 DISCOVER OUR BRAND NEW “RAUCH COLLECTION 2016”

See you in

B IR M IN G H A M !

We are close to your markets and thus always close to you: Rauch Furniture UK GmbH · 86, High Street · Evesham, Worcs. WR 11 4 EU Telephone 01386 41333 · Fax 01386 765065 · www.rauchmoebel.co.uk

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JANUARY FURNITURE SHOW PREVIEW: H4

Core Products’ Corona bedroom furniture is now available in traditional wax or whitewash finish

Children’s high Windsor chair, Woodman Chairs

Hamilton sideboard, Core Products

Core Products (stand 4B50, 01738 630555, www.coreproducts.co.uk) will display new products and established favourites, the flatpacked furniture specialist further enhancing its offer with a greater selection of valuepriced products. Core’s pine offer is a firm favourite amongst existing customers, and it has been enhanced this year with additional pieces. Corona whitewash follows the current trend for wood wash-effect furniture, now very much in demand. Investment in innovative material processes has allowed the expansion of Core’s wood and painted ranges, with three new collections being launched at the show. These ranges are designed to satisfy the need for stylish, contemporary products on a budget, in compact sizes to suit modern homes. Core’s new Edwardian collection has been designed to conceal its flat-packed furniture identity, and will comfortably fit into larger period homes. The range features all the elements one might expect from similar assembled ranges, but at a much lower price.

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Retailers looking for an entry-level range to compete in the oak market should consider the freshly-expanded Hamilton range, made from natural ash veneers with an easy-tomaintain lacquer finish. All this, along with a much-enhanced compact product selection, complementing bedsteads and additional dining and occasional pieces, also bring fresh perspectives to the current ranges. Whilst striving to offer UK retailers the best flat-packed furniture, shelving and storage products, Core also appreciates the need to continually innovate, and now offers full customer accessibility to 360˚ imagery, which can be used to enhance websites or create live in-store demonstrations of non-stock products – all supported with online ordering, instant stock availability information, store or direct home delivery and vast stockholding. Woodman Chairs (stand 4A40, 01884 841789, www.woodmanchairs.co.uk), one of the UK’s leading solid wood dining chair wholesalers, designs and makes most of its

Children’s low Windsor chair, Woodman Chairs

own chairs and frames. Woodman offers quality products in oak or beech in a wide variety of styles, finishes and seat options at competitive prices, with good lead times. At Birmingham, Woodman will show both established and new styles. As well as producing chairs and tables for the domestic market, Woodman also makes to contract quality for hotels, pubs and restaurants, and also offers bespoke chairs and frames for medium-to-larger UK manufacturers and retailers looking for exclusivity of product. Woodman’s offer is a competitive and practical alternative to dealing at a distance with Far Eastern suppliers. Woodman is also a good source for traditional beech chairs – slats, spindles and fiddles – offering large stocks, including carvers, bar stools, rockers and granddads, bar-backs, stick-back and hoop-back chairs, amongst others. The company also holds stocks of children’s hoop-back high and low Windsor chairs, and seeks to plug a hole that has existed in the UK market for some while. From the fashion of living outdoors found

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JANUARY FURNITURE SHOW PREVIEW: H4

Azalea, from Flair Rugs’ Sommer collection

Malibu, Wiemann

Carmen dining set in grey, IFC

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in the new Decks, to on-trend supersize additions and the watercolour floral effect of Sommer, Flair Rugs (stand 4E55, 01457 850660, sales@flairrugs.com) will demonstrate its ability to bring retailers the latest in interior style. Tina Carswell, finance and operations director, says: “From scale through to colour and design, our buyers and designers are constantly looking at a diverse set of influences that impact our relationship with our home, developing rugs that mean our retail partners can be the first to present the very latest looks for the home.” The supersize 200 x 290cm introductions to several existing collections cover a range of looks, including the colourful stripe of Candy, the Moroccan influences of Moorish, the tonal grid of Collage and textured pattern of Apollo, as well as the striking modern abstract of Splinter. In the new Decks collection, retailers will be able to find vintage and heritage tileinspired creations made from hardwearing polypropylene, which can be used both indoors and out. With each design available in three practical sizes, these rugs help to make the most of relaxing summer evenings outdoors and chilly winter evenings indoors. An exclusive trio of painterly designs, owing much to the delicate transparencies of watercolour, will also be introduced at the show. Making up the Sommer collection, Azalea, Freesia and Aster are printed onto super-soft polyester for a striking take on contemporary over-size florals, with each design available in two practical sizes. Flair will also launch a range of shaggy rugs which take a more sophisticated approach to the style. With a new location and its biggest stand ever, Wiemann (stand 4C50, 01482 635283, sales@litmusfurniture.co.uk) will be showing 20 models, ranging from budget entry level to top-quality VIP and semi-solid – eight of which will be new. There are some engaging storage innovations to be unveiled – including the ingenious Malibu, a functional sliding door robe incorporating drawers, which is ideal for smaller rooms. Look out, too, for two new carcass finishes – Champagne and Nocce, a walnut with textured grain effect. Importer and distributor of furniture from around the world for nearly 20 years, Italian Furniture Company (IFC) (stand 4B37, www. ifc.co.uk) offers a range of dining products, living room and bedroom furniture. With contemporary and modern designs, IFC products are popular amongst retailers and customers up and down the country. Weekly delivery services to most areas of the UK ensure a reliable customer service. This year at the January Furniture Show, IFC will be showing new lines from the bedroom and dining range. The Carmen dining set with grey soft touch, velour type fabric >>>

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Stroolmount - A4 Advert

27/7/15

12:44 pm

Page 1

DELIVERING s o l u t i o n s

EVERYDAY

Introducing... ACCESSORIES ....an innovative range of

Our range of furniture and flooring protection accessories add the finishing touches to provide the perfect finish at home or in the office. From hiding the expansion gap around radiator pipes, to protecting floor surfaces from scratches, helping reduce furniture leg impressions, stabilising wobbly furniture, or keeping a door open safely we have the solution. These attractive and simple to use products can even be made up into your own point of sale pack for display to your customers!

Stroolmount ised gn are widely recuopplier of as a leading sre protection floor and furnitouwn brand for systems. We ure/ flooring large furnit and retailers manufacturerspy to discuss and are hap irements! your requ

MULTI PRODUCT RANGE Self adhesive felts

Quick-Click floor protectors Radiator pipe rosettes Castor cup floor protector POS Display (interchangeble products)

LIKE TO KNOW MORE?

email info@stroolmount.co.uk OR vist: www.stroolmount.co.uk website above RRP please contact via email for trade prices

Unit 2a & 3 | Harvey Court | Harvey Lane | Golborne Near Warrington WA3 3QN | Tel: 01942 271 271

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JANUARY FURNITURE SHOW PREVIEW: H4

A selection of floor protection accessories from Stroolmount UK

chairs is set to be a popular line with great results in trial orders. Also set to be a strong seller is the Dominic bedroom range, offering impressive value for money. This is a six-piece bedroom set complete with either a threedoor or two-door wardrobe. Two other bedroom sets on display are Romano and Aria. Both are unique and fresh products not seen elsewhere in the UK. Aria offers a mix of rustic white wash and discreet crocodile skin drawers. Romano

y anuar The J Show e r u Furnit ll 4 Ha E65 Stand

129

Furniture Clinic’s technicians are often able to carry out repairs in the customer’s home

offers smooth and classic finish with secret hidden drawers underneath the walnut grain surfaces. Stroolmount UK (stand 4A1, 0845 470 6670, info@stroolmount.co.uk) returns with its varied portfolio of furniture and flooring protection accessories. The company offers simple solutions to issues such as hiding the expansion gap around radiator pipes, to protecting floor surfaces from scratches, helping reduce furniture leg impressions,

stabilising wobbly furniture, or keeping a door open safely. Stroolmount UK also offers PoS display packs in which to present its array of selfadhesive felts, Quick-Click floor protectors, radiator pipe rosettes and castor cup floor protectors in store. Furniture Clinic (stand 4A30, 07738 864366, paul.hennessey@furnitureclinic. co.uk) offers solutions for first-year servicing, customer care plans and branded >>>

“

Sen Furniture presents our new living room ranges, with sleek minimalist designs our new products provide a touch of sophistication to any home. Featuring stylish and versatile designs as well as a pristine look and feel, the quality of our new ranges speaks for itself. Here at Sen we pride ourselves in offering outstanding customer service with which we offer an on time daily dispatch service, weekly deliveries to all counties and drop ship to any UK postcode.

“

www.senfurniture.co.uk E-mail: sales@senfurniture.co.uk l eautifu new b itions d n a r d B co ad art-de e January th 016 r fo how 2 ure S it n r u F

Sen Furniture Advert.indd 1

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Sen Furniture Unit 26-29, Abenbury Way, Wrexham, LL13 9UZ

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JANUARY FURNITURE SHOW PREVIEW: H4 Mulberry, Home of Beds

products, among other demands, and manufactures a specialist range of trade and retail products for the care and repair of leather, fabric and wood. As well as being used by the company’s nationwide network of technicians, these products have been proven to work by professionals, and provide an alternative to replacing furniture, lowering cost for all parties. If required, products can also be ownbranded to suit. As well as selling care and repair products, Furniture Clinic offers first year servicing and care plans which cover a wide range of damage to furniture. Many retailers and manufacturers assume furniture damage, such as a rip or burn in a leather sofa, cannot be repaired – but

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Furniture Clinic’s technicians can often carry out seamless repairs, sometimes in the customer’s home. The coverage includes all types of furniture repair, from leather and general upholstery to beds, wooden items and leather panel replacement. The highly-trained technicians are backed by a head office team of experienced furniture and leather professionals. Customers are contacted within 48 hours and given an appointment within 10 working days, upon which they receive a full report with images. The company also offers retailers flexible care plans covering accidental, stain and structural damage to leather and fabric upholstery, wooden furniture, mattresses and carpets.

Home of Beds (stand 4A32, www. homeofbeds.co.uk) is a new start-up offering handmade beds in a mix of fabrics and designs, from classic fabrics such as chenille and velour to modern fabrics such as crushed velvet and linens. With a history of manufacturing, Home of Beds has delved deep into its existing skill set and acquired additional new talent and machinery in order to present a catalogue of current and modern designs. Amongst the new releases are the Gabriella and the Mulberry. The Gabriella bed features a tufted coach headboard – with the option of either diamante studs or buttons – in a range of fabrics and colours. The Mulberry offers a British-made check fabric, sloped headboard and footend

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Wholesale & Mixed Containers, Great Value & Fast Availability

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January Furniture Show 24th - 27th, NEC Hall 4, Stand B66 January Furniture Show 24th - 27th, NEC Hall 4, Stand B66

Website: globalhomegroup.com

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JANUARY FURNITURE SHOW PREVIEW: H4 Julian Bowen

Julian Bowen reported a significant uplift in sales in the run-up to Christmas, and has set its sights on continuing this growth into 2016 with the biggest launch of new products in the company’s history. Indeed, Julian Bowen has commissioned an additional warehouse facility, giving it an extra 40% of capacity in which to stock the new collections.

Julian Bowen set to ride momentum

Capri fabric-upholstered bed, Julian Bowen

Two new bedroom ranges will be launched at the show: the elegant Portland collection, featuring wardrobes, chests and dressing table, which features finely-panelled doors and drawers, metal knobs, chunky oak-finish tops and a stone white painted finish; and the Manhattan white high-gloss bedroom collection, which has a clean modern styling with integral handles and is priced to sell in big volumes. The Shaker-style Salerno bed collection is also being launched, in three colour options – solid oak, white, and a two-tone white with solid oak capping. Next, the company will unveil a collection of upholstered fabric beds. The Capri features a contemporary curved head and foot end in a soft grey linen-style fabric with two pull-out drawers, while Geneva is a high-headboard winged design with deep buttoned detailing, finished in a mink-coloured soft velvet fabric, and the majestic Revello is a deep-buttoned scrolled design, finished in a soft beige velvet. Finally, Julian Bowen will break new ground with the launch of a mirror collection, offering a wide variety styles, sizes and

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Two-tone white painted/oak Portland bed, Julian Bowen finishes at prices that represent high value for money. All of the new products will be supported by a comprehensive 72-page catalogue. The company’s DHD/assembly service has seen significant growth in demand from new and existing customers in the last few months, with the fleet doubling in size to

keep up. A responsible door-to-door, roomof-choice, two-man service offers both the retailer and the consumer a trouble-free experience. Stand 4E20 T 01623 727374 W julian-bowen.co.uk

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NEC, Sun 24 - Wed 27 Jan

Hall 4, stand 4E74

Octaspring 2016 NEW

OCTASPRING HYBRID

S L E E P

OCTASPRING MEMORY

I S

COL L ECT ION

P REVIEW

OCTASPRING LATEX

P E R SO N A L

We know that sleep is a personal thing and believe in creating customized comfort for everybody. At Octaspring® we have designed 3 concept ranges, that combine traditional, modern and natural materials with the revolutionary Octaspring® technology, to oﬀer personalised comfort and support for a cooler and deeper sleep.

www.dormeo.co.uk/octaspring

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Sleep reinvented.

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WARDLEY OAK LIVING & DINING COLLEC TION

Quality matters... At Heritage Furniture we care about quality. And we know you do too. We want you to be able to offer your customers the best furniture at the keenest prices. This is why we design all our ranges in-house and only work with specially chosen manufacturers who share our commitment to offering the finest furniture, crafted with skill and care. We only use quality timber and everything is finished by hand. When you buy from us you can be assured that everything from the smallest side table to the largest wardrobe has been treated with the same attention to detail to ensure itâ&#x20AC;&#x2122;s the best it can be. Nothing less is acceptable.

Find our exclusive new ranges at the January Furniture Show, 24-27 January, 2016 NEC Birmingham. Visit our stand located in Hall 4, Stand C67. We will also be exhibiting at the North Point 2016 Show held in Edinburgh, 31st January - 2nd February 2016.

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ARVIND WALNUT LIVING & DINING COLLEC TION

Value matters... We know how challenging the furniture market is for retailers, and how difficult it is to maintain a healthy bottom line. Weâ&#x20AC;&#x2122;ve given it a lot of thought, and in order to provide you with the best value possible, Heritage Furniture operates a competitive pricing structure that we think is one of the best, if not the best, in the marketplace. Buying from us will enable you to achieve more attractive margins so you can offer your customers greater value thorough our pricing structure. We can even offer container pricing direct from our 100,000 square feet UK warehouse, without the long lead times and large minimum orders required when ordering containers. Come and talk to us at the JFS and see how we can support your business..

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BURNHAM OAK BEDROOM COLLEC TION

Service matters... Outstanding customer service is at the heart of everything we do here at Heritage Furniture. And we know how important it is to you. A business can stand or fall on its service. Our efficient and knowledgeable team, which includes dedicated account managers, office, warehouse and logistical staff work for you too, and will ensure that from the moment you place your order to its delivery and beyond, youâ&#x20AC;&#x2122;ll be in good hands. And because we keep a large stock-holding at our large UK warehouse, we can turn orders around within two weeks, and we operate a home delivery service if required so your customers will never have to wait too long for their furniture. This means that you can focus on running your business, safe in the knowledge that your customersâ&#x20AC;&#x2122; needs are being taken care of.

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OSBY OAK

LIVING & DINING COLLEC TION

Design matters... We know how important it is to stay relevant when it comes to the furniture we offer. Fashions come and go, needs change and it’s easy to get complacent. That’s why we design all our own ranges here at Heritage Furniture. Our designers carry out extensive research before embarking on the design process. Trends are analysed, customers spoken to, ideas are developed and sketched out, prototypes made. And finally, when we‘re happy, each range is beautifully crafted to meet the needs of our customers. We’re always working on new ideas too, so we’ll always have something fresh to offer our customers and staying a step ahead of the competition, this surely makes business sense to us.

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JANUARY FURNITURE SHOW PREVIEW: H4 Heritage Furniture

Now in its 10th year of business, Heritage Furniture is taking a new direction, encompassing new branding, pricing structures and design approaches – and perhaps best illustrated by the ranges it plans to unveil at this month’s event …

A new dawn for Heritage

Cherbourg Oak, one of Heritage’s established favourites

“January marks the beginning of a new phase in the history of Heritage Furniture,” says MD Saeed Mohmed. “We’re celebrating our 10th anniversary and we’ll be at the January Furniture Show to unveil our exciting new plans for 2016, which include new ranges, new branding and brochures and a new pricing structure. “One thing that won’t be changing, though, is our dedication to outstanding value and customer service. We’ve spent a lot of 2015 working with a new in-house design team. “After undertaking extensive research into furniture trends, talking to customers and testing new designs – alongside our recentlylaunched Earlswood Oak living range we’ve designed and developed four exclusive new ranges.” First up are two ranges inspired by the ever-popular cool minimalism of mid-century Scandinavian design. Osby Oak marries streamlined simplicity with rounded-off corners, tapered legs and smart recessed handles in a living and dining range which will work well in both traditional and contemporary homes. A hand wax finish has

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been applied to each piece to bring out the natural warmth of the timber. Arvid Walnut features the same Scandinavian-inspired styling as Osby Oak but has been made from durable sheesham wood, and given a rich walnut stain that adds another dimension to the coffee tables, dining tables, bookcases, TV units and other pieces that make up the range. A matt lacquer finish ensures this high-quality furniture will retain its mid-century charm for many years. Next is Wardley Oak. A Shaker-inspired range, it offers pared-down simplicity and is crafted from oak, then finished with a wax to highlight the wood’s one-of-a-kind grain patterns. With furniture for all over the home – from coffee tables to bedside tables, and bookcases to console tables – this elegant range, with its rounded corners, tapered legs and small wooden and brass antique handles, will add a touch of retro class to any living space. Last but not least is the Burnham Oak bedroom range. With all the pieces one might expect – from luxurious beds to expansive wardrobes – this oak collection is designed to appeal to a wide range of tastes, with details

such as antique-style brass-coloured handles, subtle pegging and chunky tops, giving it a warm, country-style character that is further emphasised by the wax lacquer finish. “We like to think that by developing our own designs that are exclusive to us we can differentiate ourselves from the norm,” says Saeed. “And of course, we can support these fantastic ranges with a competitive pricing structure that will allow retailers to maintain favourable margins. “We now operate a great-value DHD service with two options – an express service for smaller items like bedside tables, coffee tables and blanket boxes, and a two-man service to the room of your customers’ choice for larger pieces such as beds, wardrobes and dining tables. “You can be one of the first to see this super furniture and hear more about it by visiting our stand at the show. We look forward to meeting you and discussing how we can make 2016 a great year.” Stand 4C67 T 01254 660777 E sales@heritagefurnitureuk.com

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The January Furniture Show

Please come visit our stand E10 in Hall 4

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JANUARY FURNITURE SHOW PREVIEW: H4 Rauch Bayamo, from the Select brand

With a long history dating back to 1897, Rauch offers attractive bedroom and storage space solutions made in Germany, created to exacting standards of quality and sustainability. Victoria Noakes takes a closer look into the company’s foundations and its plans for the future ...

Rauch reiterates commitment to the UK market With Southern Germany being the place Rauch has called home since its founding in 1897, the family company has come a long way since starting out as a small carpenter’s workshop, developing into the international group it is known as today. As well as having its own chipboard factory which produces the high-quality wood for its bedroom furniture, Rauch now also has four furniture production sites to its name. Rauch prides itself on manufacturing environmentally-friendly products that help create a healthy living space, with all products being made from fresh wood from native forests. In addition, the company’s chipboard plant has been awarded PEFC and FSC labels for sustainable forestry.

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Rauch’s entire production process is carbon dioxide-neutral, and the business has been acknowledged in other ways for its commitment to sustainability, receiving the ‘golden M’ award – one of the most important seals for quality and safety in furniture production in Europe at the time – in 2009, from the German Community for Quality in Furniture. What’s more, the company won the German Sustainability Award in 2014. Supplying quality flatpack furniture all over the world, Rauch has four brands covering multiple quality levels – Dialog, Pack’s, Steffen and Select. Its UK offering features simple hinged door wardrobes through to complex bedroom furniture solutions, with thousands of possibilities

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Rauch JANUARY FURNITURE SHOW PREVIEW: H4 | 143 Imperial, from the Dialog brand

Alando, from the Steffen brand

when choosing from carcass and door options, lights and interiors. Rauch makes an effort to interact with the community, and has embarked on several projects such as opening its own museum in 2009 to give an insight into the corporate culture nurtured over the years and to present the development of Rauch furniture and its production methods. Rauch opened offices in the UK at the start of 2015, and has invested heavily in Rauch UK, continuing to concentrate on improving its business model. With this focus on the UK market, the company will be exhibiting at the January Furniture Show again this year. “Rauch will display more than 30 ranges at the show, with all four brands being represented. This selection will give the best possible

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Rauch’s Alando in a lighter option

indication of our trends for the UK market and a good idea of our offering,” says Brian Westman, head of Rauch UK. “We’re looking forward to the show with great anticipation. The product launch has been tailored to the UK market from our possibilities in Germany. We’re very confident that our product and pricing will offer considerable opportunities for our retail partners.” Rauch will launch its unique collection of cot beds at this year’s show, which proved a hit at the company’s Housemesse event in October. Stand 4D30 W rauchmoebel.co.uk

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BEDROOM

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UPHOLSTERY

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LIVING

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SPACE SAVING FURNITURE

NEW RANGES TO INSPIRE!

Small cupboard

Small sideboard

Console table

Corner tv

Small bookcase

Open top tower

Nest of tables

Square wine table

DVD unit

Round wine table

Coï¬&#x20AC;ee table

VISIT US A THE T JANU FUR A RY NITU RE S STA H OW ND: 4A70 Hall/Shoe tidy

Large open top tower

Coat and hat stand Wide tv unit

SMART TRADING WILL ALSO BE ON THE SAME STAND AT THE FURNITURE SHOW FOR ALL YOUR MIRROR REQUIREMENTS!

CONTACT SMART TRADING EU LIMITED CONTACT COWTHORPE OAK FURNITURE ON

01937 589188

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sales@smart-trading.co.uk www.smart-trading.co.uk sales@smartoccasional.co.uk www.smartoccasional.co.uk

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Spotting the

s r a t s

of the show

THE

FURNITURE

AWARDS Open to the January Furniture Show 2016 exhibitors, The Furniture Awards identify the best products launched at the event

This yearâ&#x20AC;&#x2122;s judging panel comprises: Dids Macdonald, ACID; visual merchandising consultant Andrew Durham; Maxim Romain, Wayfair Europe; and Malcolm Walker, Furniture Village Look out for the shortlisted entries at the entrance to Hall 3A

www.januaryfurnitureshow.com/the-furniture-awards Sponsored by

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JANUARY FURNITURE SHOW PREVIEW: H4 World Furniture

Leading Irish wholesaler World Furniture (NI) has long been known as a one-stop-shop supplier for numerous clients across the Republic of Ireland and the UK. At this month’s show, the company returns with a portfolio that is stronger than ever …

Presenting a world of choice Hartford

World Furniture, probably best known for its dining and bedroom offer, plans to introduce a new range of contemporary dining including glass, and high-gloss options, plus an array of colourful cantilever chairs. The company will also continue to broaden its much-praised chair gallery with the introduction of six high-density fabric covers

Hartford

Capri

Tampica

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and six aged PU designs with wooden roll tops. In bedroom, World will unveil a new painted oak range, finished in a rich oyster colour and featuring dovetailed drawers, moulded cornice tops and a scalloped skirt design. World’s living room offer will be particularly broad this year – the show sees the official launch of the Hartford living and dining range, which is based on the successful Belgravia oak collection and is finished in a deep walnut colour. In seating, the company will continue to build its strong portfolio of fabric sofas, and

will introduce the impressive Capri model in Alassio fabric, in a choice of six colours. Alongside this selection will be a range of competitively-priced, bonded-leather sofas that promise impressive value for money. Finally, the event sees the relaunch of the company’s most successful range ever, Tampica. A birch living, dining and bedroom collection finished in a rich chestnut colour, Tampica combines strong pricing with an eyecatching, modern-day design. Stand 4D50 T 02891 828202 W world-furniture.biz

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given a fair chance to shine, then clear it and replace it with a better performing line. Test and measure the selling potential of all your products in a Greenwood Sale.

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Wholesale & Mixed Containers, Great Value & Fast Availability

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January Furniture Show 24th - 27th, NEC Hall 4, Stand B66 January Furniture Show 24th - 27th, NEC Hall 4, Stand B66

January Furniture Show 24th - 27th, NEC Hall 4, Stand B66

Email: sales@globalhomegroup.com Email: sales@globalhomegroup.com Website: globalhomegroup.com Email: sales@globalhomegroup.com Website: globalhomegroup.com

Website: globalhomegroup.com

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JANUARY FURNITURE SHOW PREVIEW: H4 Seconique

Seconique, one of the largest independent importers and wholesalers of flat-pack furniture in the UK, returns to the show with a wide selection of new ranges and additions to existing lines …

Seconique unveils newest lines

Corona dining set in white and distressed waxed pine

Following the successful launch of Seconique’s Corona bedroom in white with distressed waxed pine tops, the supplier is introducing additions including a three-door wardrobe, five-drawer narrow chest, storage chest and bedside chest. The stand will also feature an occasional Corona range in a choice of grey, cream or white, including a coffee table, TV unit, console table and two sideboards, as well as a white/distressed waxed pine four-seat dining set. All of the pieces feature the classic Corona black metal fittings and studs. Seconique’s dining category now includes new sizes for the Logan and Ludlow – as well as the new Milan glass dining set with a sonoma oak frame and four brown faux leather seats, which will work well with the Milan or Cambourne occasional ranges currently on offer. As well as the white Corona, Seconique will introduce the Lisbon bedroom range, which includes a selection of chests and wardrobes with mirrors. The range is available in sonoma oak-effect veneer, and has brushed metal bar handles. The Regal and Shelby beds are new to Seconique’s range. The Regal features a

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Lisbon bedroom

curved wing high headboard and is available in black and brown faux leather and grey and wheat linen fabric. The Shelby sleigh bed, meanwhile, is available with traditional black or brown faux leather, or, the latest trend, grey crushed velvet. Both come with sprung

slats for added comfort. These are just a few of the products that will be on offer … Stand 4C20 T 0121 506 4888 W seconique.co.uk

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new

www.seconique.co.uk Hall 4 Stand C20 Corona Range in White/DWP Shown with Monaco 4’6” Bed High Corona na in n Gr Grey

Salvad ador Dining Set ad

with wi th T Tem empo po T Two wo S Sea eate ea terr te

with Cor orona Occasional or

Sher erborne

Mila Mi lan n Oc Occa casi sional with wi th B Ben enso son n Corner Sofa

Wind ndso sor so

COMPREHENSIVE PRODUCT RANGE - FIRST CLASS SERVICE - OUTSTANDING VALUE

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JANUARY FURNITURE SHOW PREVIEW: H4 TCS

Imperial Luxury 2500

As January comes around, TCS The Complete Service looks forward to loading up its latest offerings and heading to Birmingham for the UK’s largest furniture trade show …

TCS offer is more complete than ever Last year saw the company introduce its carpet and flooring division, TCS The Carpet Specialists. The new team at TCS The Carpet Specialists has sourced a collection of 12 carpet collections from throughout the UK and Europe, each collection offering 10 designs and colour choices, a strong mix of textures, materials and patterns chosen and designed based on current market trends. Everything has been designed to suit the

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independent retailer – carpet can be supplied by the roll or as individual cut lengths, so warehousing and large stock is no longer required. The other main attraction which stimulated great business for TCS throughout 2015 was its bed and mattress ranges – in particular, Royal Coil – and this month sees the launch of the redesigned and reworked Contemporary Sleep range within the Royal

Coil range. With four new pocket-sprung mattresses with breathable hypoallergenic soft-touch fabrics and the latest comfort layers, the range is available in orthopaedic or luxury choices. With an emphasis also on styling, these four new mattresses will stand out within any bedroom showroom. TCS is offering carpet and flooring retailers in-store studios to accompany its

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TCS JANUARY FURNITURE SHOW PREVIEW: H4

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Catalina range of Royal Coil mattresses and beds. The studios take up a minimum of square footage requirements within a store and, with the award-winning logistics and service that TCS offers, including its direct home delivery service, retailers do not need large warehousing, delivery services, or in fact any logistical provision to deliver the TCS range of beds to their customersâ&#x20AC;&#x2122; homes. Also new this year is a range of motion upholstery. This range will be held in large levels of stock for immediate delivery to customers from January. It will be stocked in leather and fabric in three-, two- and oneseater configurations, and customers can choose any combination for rapid delivery. The new motion collection will also be available to order in a variety of leathers and

Leonardo cinema model fabrics as bespoke orders, on a slightly longer lead time. Stand 4B20 T 00353 429 351351 T 01524 840177 (The Carpet Specialists) W tcsimports.com W tcsthecarpetspecialists.com

Dino

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JANUARY FURNITURE SHOW PREVIEW: H4 Forte

Forte will confirm its commitment to the UK market with its largest stand to date, upon which it will present its comprehensive ranges, including new styles for the bedroom, nursery, children’s bedroom, lounge, dining room and home office.

Forte reaffirms commitment to UK market Calpe

Forte is one of Europe’s largest furniture manufacturers. Created by designers from Poland and elsewhere, Forte’s designs are continually adapted to changing market trends and to meet the expectations of the most demanding of customers. The company’s new ranges include Calpe, a modern collection boasting stylish lines, in an oak-effect decor. Soft-close doors and drawers complete this lounge and dining range. Next is Amerigo, which comes in a dark

Saint Tropez

Bellevue

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Amerigo

wood-effect finish, complete with subtle lighting. Also available for the lounge and dining areas, Amerigo’s integral handles only help to emphasise its clean, modern look. Bellevue is one of the many bedroom designs being displayed on Forte’s stand. A combination of dark colours gives this range a modern yet warm look. Then there is Saint Tropez, offering a combination of high-gloss white and warm wood-effect finishes, subtle rounded edges, and doors and drawers featuring soft-close

mechanisms. Complete with subtle lighting, Saint Tropez offers a stylish look for the lounge and dining room. These four additions are just some of the new ranges that will be present at the show. Stand 4B40 T 0048 29 644 2568 (UK customer service) M 07799 692843 (Graham Garrod) E graham.garrod@forte.com.pl E forte@forte.com.pl W forte.com.pl

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Rekl

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JTW

www.jtwproduct.com Contact:Luke Yaafe T: 07983 137622 E: luke@jtwproduct.com

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JANUARY FURNITURE SHOW PREVIEW: H4 JTW

JTW Products has swiftly established itself a leading wholesaler of oak furniture in the UK, and is now supplying to customers around the world.

JTW ramps up import offer Coventry

Having worked hard to develop high-quality and good-value product to suit a broad range of tastes across the dining, bedroom and lounge areas, JTW Products returns to the January Furniture Show this month with several fresh examples. The company is in the process of launching a new website which will link into its available warehouse stock, and is setting up a warehouse in Vietnam with the ability to load and ship multiple ranges into a container to within two weeks from the point of order. Stand 4D55 T 07983 137622 W jtwproduct.com

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Mini Canterbury

Kansas

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Come and visit us in Hall 4 Stand E20 and see the new Portland Range! JB 111215 FN 197x432.indd All Pages FN 322_Section J V7.indd 162

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Julian Bowen Limited

Bentinck House, Park Lane Business Park, Kirkby-in-Ashfield, Notts NG17 9LE Tel: (01623) 727374 Fax: (01623) 754555 e-mail: sales@julian-bowen.co.uk www.julian-bowen.co.uk All products are available on the Julian Bowen Gold Direct Home Delivery Service

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JANUARY FURNITURE SHOW PREVIEW: H4 Kettle Interiors

With one of its biggest stands to date, Kettle Interiors will certainly make its presence felt at this year’s show with the launch of two new collections and the introduction of a wicker storage goods brand, The Wicker Merchant …

Kettle’s biggest offer joined by wicker brand

DG Bedroom

The supplier’s new-look stand is not only one of its biggest, but represents one of the most significant changes to the way the company displays furniture, reflecting the shift towards creating in-store rooms that display selected pieces from an entire collection. Giving tips on how to dress furniture for this style, the stand will provide visitors with a clear route, guiding retailers through the furniture. With nearly 400 items now available from Kettle Interiors, including two new collections, the choice is at its most diverse ever, with oak, pine and painted furniture collections to suit every interior style. “Our in-house show in October has already seen us launch a new painted bedroom collection and button-back upholstered dining chair,” says Simon Ainge, sales director. “And the January Furniture Show will be the first time many retailers will have seen these, but in our typical fashion will also be introducing two exciting new collections that are sure to create a spark in the halls of the NEC.” The most strikingly different of these two collections comes in the industrial look of a range featuring a dramatic aged-effect oak, full of cracks, character markings and deep marks, married to metal legs for a

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contemporary look that would not be out of place in a minimalist loft space. In items for dining and living, this marks a significant style departure, and is sure to find a new audience for Kettle. Famed for its oak living and dining furniture, and with recent introductions that have redefined the mass-market end of the sector, the unveiling of the second new collection at this year’s show upholds Kettle’s reputation for being competitive without sacrificing quality or choice. This traditionally-styled range joins the popular Oundle, Oakham, Wansford and Stamford with a choice of 36 items. Kettle has also found the time to welcome wicker storage to its portfolio. Noticing the re-emergence of wicker as a way to bring a natural, crafted aesthetic into the home, Kettle is bringing retailers a 15-strong range of basketware, storage and furniture that provides impulse purchases alongside its furniture collection. These wicker items feature as part of the standard Kettle Interiors collection, and can be chosen as part of any container order. “It’s always been around, but we’ve noticed that wicker is appearing more in

the home lifestyle press, and this is the first indicator of a significant trend developing,” explains Simon. “With this in mind, we were determined to make sure that retailers could benefit from the growing sales potential offered by quality wicker storage and furniture, offering a select range of items through our container service. “However, we’ve also gone one step further with the launch of our Wicker Merchant brand, bringing even more choice to retailers.” The Wicker Merchant brand, which can be found on stand C24, nearby Kettle’s main display, features a total of 91 different items, offering high-quality wicker basketware, storage and furniture. Retailers of all styles will be able to benefit from the value offered by The Wicker Merchant, married to strong service through UK stocks. As well as the January Furniture Show, Kettle will exhibit at Spring Fair, Northpoint, Manchester Furniture Show and Home & Gift Harrogate this year. Stand 4D20/C24 T 01536 444960 E sales@kettleinteriorsagencies.com

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JANUARY FURNITURE SHOW PREVIEW: H4 Global Home

For years, retailers across the UK and the Republic of Ireland – and, indeed, over four continents – have reaped the benefits of stocking Global Home’s successful waxed and lacquered oak collections …

Global Home extends offering

It should come as little surprise, then, that Global Home remains a market leader, with new, innovative ideas coming from its dedicated design office in Ho Chi Minh City. There, the company’s talented team constantly produces suggestions for new products, the best of which are translated into products for the target markets. 2015 has seen Global Home enhance various aspects of its production and supply chain. Dedicated finishing plants have been brought online – these state-of-the-art facilities are bringing enhanced consistency to all aspects of the products. Global Home’s change to ‘green’ packaging has drastically reduced the amount of waste the retailer has to dispose of – in particular plastics. With this new specially-designed packaging, the chance of accidental damage to the furniture in transit has also been greatly reduced. What is more, Global Home’s online stock check and container order system has brought lead times on container orders down to under six weeks, with virtually guaranteed load accuracy. Real-time online stock checking and ordering means retailers can reserve

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stock even when the office is closed, and have it delivered to their store within five working days. New for 2016 are the Chester and Stratford oak classic oak collections. Stratford is offered in a warm oak finish, while Chester is a painted finish alternative. As with all Global Home furniture, these collections represent

high value for money, and promise to be volume sellers. Also new is Oslo oak, a bold contemporary collection with a brushed/split finish, and Mason, a chic but retro-looking collection of dining and occasional furniture. The most popular items from the bestselling Salisbury collection are now

21/12/2015 16:14

Global Home JANUARY FURNITURE SHOW PREVIEW: H4

available with a choice of handles. Shops can have customised displays, offering their customers all the benefits of this value-formoney range without being compared to inferior alternatives. Other striking additions are available for many of the most popular collections, including a new cross-legged dining table and kitchen island for the heavyweight Vintage range. Due to its popularity, the trend-led Rockhampton Concrete range has also been extended. Throughout the last year, retailers have seen fast-growing sales on the Suffolk painted dining and occasional range. For 2016 the Suffolk collection has been extended

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to include more living room pieces, and a striking bedroom selection, again featuring the popular craft-produced baskets. With 80,000ftÂ˛ warehouse facilities in both the UK and the Republic of Ireland, backed up by 500,000ftÂ˛ in Vietnam, Global can assure its customers that available stock levels are always very high, ready for fast and efficient delivery. With more than 20 complete ranges from which to choose, the company provides an impressive mixed product container offer, with no minimum order quantities. Orders are drawn directly from existing stock, so are loaded and shipped without the delay of production lead times. Orders can be placed

169

in GPP, USD, or Euro, with DDP shipping terms. Global is equipped to ensure full adherence to client design specifications in the manufacturing process, and has experience of working with retailers throughout the design, testing, production, quality control and shipping phases. Ideally suited to larger retailers, clients can either choose a selection of product shipped as a mixed container, or work with the in-house team to create an exclusive range. Orders are generally placed in USD with FOB shipping terms. Stand 4B66 W globalhomegroup.com

21/12/2015 16:15

Flexiload expands

Flexiload go from 2 mix container bases to 4

Flexiload Asia headquarters opened

That’s right, we now have consolidation

As the originators of mixed containers and

and range mixing facilitates in Guangzhou,

having a China office for over 10 years you

Ningbo, Qingdao and Ho Chi Minh

can trust us with Asia sourced imports.

(Indonesia to follow 2016).

Our Quality Control Team is bigger than our Sales team. We have over 14 years’

That’s 4 ways to mix over 25 ranges!

experience supplying the UK cabinet

1. Qingdao

market and 4 of our first 5 customers still

2. Ho Chi Minh

stock our products (Jan 2002). Our track

3. Guangzhou

record speaks for itself.

4. Ningbo

Flexiload. 8 Allerton Road Central Park Rugby Warwickshire CV23 0PA. UK. T | 01788 553987 . www.flexiload.com

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New importer services division launched

Large presence at the NEC January fair

All ready an importer? - we are able to locate

We now supply from all the major furniture

the best factory for your designs, arrange

manufacturing centres in Asia. We will be

samples and manage production. Our full

showing lots of new ranges including,

design team is at your disposal. We can

3 ranges of Industrial furniture, 2 French style

even quality control for your existing factories

bedroom ranges, a Reclaimed Elm dining

/ contracts. Direct Home Delivery Service in

collection, the 60â&#x20AC;&#x2122;s inspired retro range and

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walnut dining collection along with many

are looking for our sourcing team can help.

others. Flexiload Asia hall 5 stand F15

Flexiload Asia Room 1320, Building #2 No 106, East Majiapu Road Fengtai Beijing. China. T (local rate charge) | 0333 3701596

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JANUARY FURNITURE SHOW PREVIEW: H5

Hall 5

All Sofas...........................................5H22 Anji Chair Company.......................5G15 Annaghmore Agencies..................5D48 Bedmaster.......................................5H25 Besp-Oak Furniture........................5A30 Billib Sales (UK) ................................5D1 Birlea Furniture..............................5G30 Bodyease.........................................5G45 Breasley Consumer Products........5C40 Buoyant Upholstery....................... 5F30 Celebrity Motion Furniture...........5D40 CFD Sofas......................................... 5F49 Cintique...........................................5C20 Classic Furniture (Binbrook) .......... 5J50 Clockwork Components................. 5J45 Divano.............................................5H47 Easy Sleep Beds..............................5H45 EEF Retail........................................ 5C52 Exclusive UK................................... 5B40 FIRA..................................................5C55 Flexiload Asia.................................. 5F15 Flintshire Furniture........................5C51 Furmanac........................................5D30 Furnico............................................ 5E30

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Furniture Link UK........................... 5C30 Furniture to Go...............................5G40 Gannons Furniture........................... 5F3 GFA (Global Furniture Alliance).... 5E40 Harrison Brothers (Furniture) ............... ................................................ 5H30/H35 Health Therapy Beds.....................5H49 Highgate Beds................................ 5B48 Huawest Furniture Co................... 5F48 Hyder Living...................................5C50 ICD.....................................................5H1 Idimex do Brasil............................. 5B45 IFD......................................................5A1 Kaydian Design...............................5H40 Kids Avenue....................................5A10 Kingstown Furniture.....................5D20 Konig................................................. 5J20 Kyoto Futons.....................................5D3 Lebus......................................... 5E10/D2 Limelight Beds................................5C45 M Sadiq Furniture..........................5D44 M3 Furniture UK.............................5H48 Maysons Furniture & Westbourne Furniture (previously AC Furniture)......

.........................................................5D50 Mi Bed.............................................. 5E30 Mi Furniture.................................... 5E30 Mi Sleep........................................... 5F47 Morris Furniture Brands........ 5B10/C10 Nathan Furniture................... 5B10/C10 National Bed Federation................5A32 One Holding....................................5H25 Panacea Furniture (Diamond Concept). ......................................................... 5E48 Protect-A-Bed..................................5D43 R J Binnie......................................... 5E50 Relaxateeze............................. 5B10/C10 Royams............................................ 5B15 Salus Bed Collection.......................5C40 Sareer Furniture.............................5G45 Sasaki International.......................5A31 Serene Furnishings........................ 5B30 Shankar UK.....................................5G10 Sherborne Upholstery...........5D10/C15 Signature Living............................. 5E45 Sitting Pretty Chairs....................... 5J10 Skyline.............................................5H47 Slumberdream................................5H49

So4bed.............................................5C53 Sofa House Imports........................ 5F40 Sofa Source UK........................ 5G20/F22 Solid Real Wood..............................5G48 Staingard.........................................5A20 Steens Furniture UK....................... 5B20 Stream.............................................5A15 Sutcliffe Furniture.................. 5B10/C10 Sweet Dreams.................................5H10 The Furniture Company (GB) ....... 5C54 Time Living.....................................5D45 Trends .............................................5H20 Ultra Furniture............................... 5F10 Vogue Beds......................................5C45 Welcome Furniture.................5E20/F20 World Wide Furniture.................... 5B50 Your China Mattress...................... 5F50 Zone......................................... 5B10/C10 Piazza exhibitors Joy Glory Furniture & Foam................... Piazza Suites Scan Thor UK..............Piazza Suites 5-7

21/12/2015 16:15

Exclu

Exclusive by name, Exclusive by design X ON R B

NA LU

BIT R O

LO OL P A

A ST VE

Hall 5 Stand B40 N STO G N KI

X MI U L

IA RAV G L BE

• ALL OUR FURNITURE CAN BE DELIVERED VIA OUR DIRECT HOME DELIVERY SERVICE – marble furniture comes with an exemplary white glove delivery service • Delivery available across Great Britain and Northern Ireland with a 3-hour delivery window • Everything managed in house, from booking to delivery, with our own delivery team and lorries WE GIVE THE BEST SERVICE TO YOUR CUSTOMERS, ENSURING WE MAINTAIN YOUR REPUTATION

Leading the way in marble furniture

Contact us about all our product ranges or visit www.exclusiveuk.co.uk Exclusive (UK) Ltd Thorpe Drive, Thorpe Way, Banbury, Oxfordshire, OX16 4UZ Tel: 01295 701114 Fax: 01295 701014 E-mail: admin@exclusiveuk.co.uk Contact Andy Shingler, Sales Director on 07825 888921 or e-mail andy@exclusiveuk.co.uk

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CMY

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JANUARY FURNITURE SHOW PREVIEW: H5 | 175 Lyon, IFD

Bordeaux, IFD

Flintshire Furniture

After over a year in development, every one of the 15 new ranges from IFD (stand 5A1, 0121 544 2744, www.ifduk.com) will be on display at the show. “The new ranges offer the retailer something that’s different to the usual oak offering that is everywhere at the moment,” says Jack Hynes from IFD’s sales department. “Our idea was to bring the latest home trends such as shabby chic and the reclaimed rustic look to the market at a very

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competitive price, so the retailer has a chance to get back some of the profits they used to have before everyone started selling the same thing! “Some retailers are already reaping the benefits of this after receiving their first displays and seeing the orders start to come through, because their customers can’t just price compare with the shop down the road.” IFD also offers £999 value package deals on every range offering the retailer a floor

display to sell from for little outlay. “We hold stock in the UK,” continues Jack, “and with such a low threshold for the best price we can usually deliver to the retailer within two weeks.” Flintshire Furniture (stand 5C51, 01244 814673, flintshirefurniture@hotmail.co.uk) will present a range of beds – including ottomans and extendable guest room models – bed frames and bedroom cabinet at the show. >>>

21/12/2015 16:16

come and find us at the January furniture show hAll 5, StAnd e48

The CLaRa

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BeauTIfuLLy DesIgNeD

COMpLeTe sOLuTION

Panacea’s gorgeous new range of sofas deliver versatility, whilst maintaining the traditional quality that your customers will love.

Our service streamlines your existing offering, saving space, removing logistical hassles, as well as offering an attractive volume-based discount structure.

expeRTLy CRafTeD

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All of our models have been crafted with the perfect blend of comfort and longevity in mind, with hardwood in frames offering the highest quality finish.

Simply place an order and we will store your products for up to 60 days, with our white glove service ready to deliver your order to your customer’s room of choice.

PAnAceA iS A UK bASed StOcKiSt Of high qUAlity leAther UPhOlStery.

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The LINCOLN

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JANUARY FURNITURE SHOW PREVIEW: H5

Dexter, Sweet Dreams

Reah, Sweet Dreams

Sweet Dreams (stand 5H10, 01282 830033, sales@sweetdreamsuk.com) will focus on beds and bedroom, with plenty of its latest divans, mattresses, bedframes and bedroom cabinet on display. Sweet Dreams’ new collection of bedroom cabinet includes four ranges comprising almost all ready-assembled pieces – wardrobes of various sizes, chests, dressing tables and bedside cabinets. Made from veneered particleboard achieved by the use of luxury foils, Rendell is in a birch effect,

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Rendell, Sweet Dreams

Pryce comes in white and oak effect, Reah is white, and Cutler comes in four high-gloss finishes, including a mirrored range. A slatted bedframe in four sizes complements the furniture. Three further ranges, in rubberwood, all boast secret added storage. The Kramer range includes two sizes of six-drawer ready-assembled chests that both feature a concealed fold-out cupboard to the side. The Kramer bedside cabinet also contains a hidden compartment, and

this secret storage features in the other new rubberwood models, Dexter and Perry. Wardrobes for all three models feature softclose doors, and this is a quality too of the new wardrobes added to the popular Dawson range. More divans from the high-end Royal Pillowtop and Enchanted Beds collections will be on display, together with new children’s beds, British-made upholstered bed frames and a new range of Eden beds for online stores. >>>

22/12/2015 12:40

JANUARY FURNITURE SHOW PREVIEW: H5 Tub chairs in grape crushed velvet, Shankar UK

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Armchair in silver crushed velvet, Shankar UK

Anji Chair Company will be exhibiting at the January Furniture Show for the first time

Wholesaler and direct container supplier of dining, accent and armchairs, plus furniture, Shankar UK (stand 5G10, 01902 399764), unveils new arrivals to its portfolio which combine competitive prices with this season’s freshest looks. The wide new 2016 range boasts a selection of grand armchairs, luxurious accent chairs, tub sets, sleek and stylish sofas, chaise longues and dining chairs, including top-quality designs in a grape and silver crushed-velvet finish – all in stock and available to order. “We are proud to carry such an impressive selection of contemporary chairs and furniture,” says a spokesperson for Shankar UK. “Our buyers are constantly sourcing a wealth of new items, giving our customers more choice year after year, and offering them great designs and value for money. As well as offering great new products, our dedicated sales team continue to offer the same great service to all our customers.” The members of the sales team are always on hands to offer assistance with pricing and product enquiries, and those interested in

finding out more in person can visit Shankar UK’s executive showroom at the company’s head office in the West Midlands, where its entire range is on display. Appointments are not necessary. Following a successful outing in Shanghai last year, the Anji Chair Company (stand 5G15, www. anjichaircompany. com) will arrive in the UK at the January Furniture Show. The China-based company manufactures solid oak furniture and an extensive range of seating including dining and accent chairs, armchairs, tub sets and footstools, chaise longues and sofas. Shipments are of 20ft and 40ft containers to all destinations worldwide via the company’s direct container programme. This enables Anji Chair Company customers to import with confidence and take advantage of heavily discounted factory prices combined with efficient sales, service and support. The experienced Chinese- and Englishspeaking staff assist in making a balanced and complete container order, or compiling a series of container orders. Customers have flexibility of mixing and matching

Anji will display its range of solid oak furniture and seating

from various models and finishing options. Customised designs and packaging can also be arranged. The company’s dedicated overseas facility produces, consolidates and ships all customers’ orders within a time frame requested by them. Every customer is offered full support from the organisation, which is happy to handle all communications, shipping and customs clearance on the customer’s behalf. Anji Chair Company will be presenting many new products in various colours and luxury finishes. These include crushed velvet, linen effect, printed fabrics and bonded leather. Customers will receive top-quality products that are carefully designed by Anji Chair Company’s in-house artisans, crafted with skill and always delivered efficiently. Every chair and piece of furniture goes through several quality control check-point inspections and is rigorously examined before it is packed and sent on its journey. The time scale from order to delivery typically takes around eight weeks. >>>

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HALL 5 STAND H-49

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C O N TA C T U S N O W Memory Gel 2000

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JANUARY FURNITURE SHOW PREVIEW: H5

Lancelot in lilac, Highgate Beds

Highgate Beds (stand 5B48, www. highgatebeds.com) is looking forward to visitors to the January Furniture Show being the first to see products including the innovative Zero Gravity foam. The company links traditional materials with new technologies, so there is a great representation of beds on display. Some of the new Healthopaedic designs were introduced at the NBF Bed Show and were praised by visitors to the stand, and Highgate Beds is hoping once again to impress customers. Over the past few years, the companyâ&#x20AC;&#x2122;s Healthopaedic range has stood out from the rest, and is a unique selection of products. >>>

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Grey Suede, Highgate Beds

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Signature Living - Upholstery & Cabinet Come visit us at the January Furniture show, Birmingham NEC

Stand E45 - Hall 5 signatureliving@outlook.ie / +353 429 382 693 or +353 419 849 093

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Visit us a The Jan t uary Furnitur e Sh Hall 5 C ow 51

For more information on the full range, please call Tel: 01244 814673 Fax: 01244 559055 or Email: sales@flintshirefurniture.co.uk Flintshire Furniture Unit 3 & 4 Holland Park, Factory Road, Sandycroft, CH5 2QJ FN 322_Section L v6.indd 186 Flintshire Advert 322 v2.indd 1

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JANUARY FURNITURE SHOW PREVIEW: H5

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Sienna, Time Living

Durban, Time Living Time Living (stand 5D45, 0115 970 2137, www.timeliving. co.uk) will display a number of new products alongside its existing range of quality bed frames – including a new fabric bed range that joins its mix of upholstered, metal and wooden bed frames. >>>

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JANUARY FURNITURE SHOW PREVIEW: H5 Skye, Comfort Zone Sofas

Expanding company Comfort Zone Sofas (stand 5H10, 01282 452185, www. comfortzonesofas.uk.com), a Lancashirebased sofa manufacturer, is to launch a fresh collection of sofas and chairs. Marrying the best of both traditional and contemporary design, the range will include a new corner unit and chesterfields as well as other modern sofas. MD Riaz Ahmed says: “Our collection has evolved and as I write we’ll be launching around 10 new models. We’re also introducing about 20 new fabrics, with a focus on the checks and plains currently much in vogue.” Comfort Zone Sofas, a sister company to the Burnley-based Sweet Dreams, is moving operations almost entirely to Scholefield Mill, a few miles away in Nelson. This is further to the mill’s £1m purchase in 2015, which saw some 165,000ft2 added to the company’s facility. Comfort Zone, which makes every piece of furniture it sells, welcomes the space this has brought, enabling not only dedicated sofa

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Langdale, Comfort Zone Sofas

manufacture on the site but also bringing a new focus to the company. Personnel changes too have helped Comfort Zone Sofas forge ahead, most notably the appointment of operations manager David Chrystal, who says: “I am looking forward to the challenge of helping move the company forward to the next level of its development

in becoming a major force in the upholstered furniture sector.” In addition, Comfort Zone has engaged the assistance of new freelance designers, leading to the development of fresh ranges with a more modern slant, always underpinned by quality materials and high standards of manufacture and service

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The home of the Healthopaedic mattress

highgatebeds.com +44 (0)1924 454 678 Kings Mill, Mill Street East, Dewsbury, WF12 9AN

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COME AND SEE

ALL WILL BE REVEALED!

24TH JANUARY AT THE NEC HALL 5, STAND B20 come & visit us at the Birmingham NEC FURNITURE Show 24-27th JAN 2016

HALL 5, STAND B20

www.steensfurniture.com

01489 778890 sales@steens.dk

Unit 5, Berrywood Business Village, Hedge End, Southampton UK

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7 NEW RANGES... 1

Norfolk Contemporary shaker style in two tone design

Sandringham dining

Sandringham bedroom

Classic painted style with oak available in soft white and grey

5 Krystal

Milford Milford

Romantic ornate styling in a painted soft white finish

Traditional bedroom Traditional bedroom range inin painted white range painted white solid stained and solid stained and lacquered pine lacquered pine

Baroque

Softline

French styling available in bright white and anthracite

Retro styling chests and office range in white with Oak legs

come & visit us at the Birmingham NEC FURNITURE Show

Take a closer look at our 7 brand new ranges which will benefit your business, with our fantastic opening deals!

24-27th JAN 2016

HALL 5, STAND B20

www.steensfurniture.com

01489 778890 sales@steens.dk

Unit 5, Berrywood Business Village, Hedge End, Southampton UK

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JANUARY FURNITURE SHOW PREVIEW: H5 Slumberdream

Bed manufacturer Slumberdream has been producing high-quality beds since 1991, and has grown to become a major supplier to the bedding trade.

Slumberdream’s success story

Amber, Slumberdream

With a 100,000ft² premises and more than 50 products in its portfoilio, Slumberdream enjoyed a positive year in 2015, seeing its customer base grow and business increase considerably. Following a successful year, Slumberdream has recently acquired several new delivery vehicles, including 7.5 and 12t wagons and trailers, which will help the business to maintain the high level of service that its clients expect. Slumberdream has now split its product ranges into different brands to give a clear indication of their position in the marketplace. What’s more, the company has invested in creating fresh products and establishing a strong new website, which displays Slumberdream’s new Slumbaflex vaccuum-packed mattresses. The company will use the January Furniture Show to present its high-end mattress brands Sleepking and Healththerapy. Stand 5H49 T 0121 773 6669

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Memory Gel 2000

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The Kaydian Bed Collection offers a prestigious range of high quality Bedsteads, Ottoman Beds and TV Beds with impressive designs in complementary leathers and fabric upholstery.

jfs

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JANUARY FURNITURE SHOW PREVIEW: H5 Panacea

This month sees the return of the Diamond upholstery brand, as Panacea brings a wealth of leather models to the UK, supported by a persuasive proposition – the delivery of said models directly to the consumer from its warehouses in Billericay and Wednesbury. Retailers seeking high-quality leather sofas without the associated costs of storage and fulfilment need look no further, writes Paul Farley …

Panacea set to “shake up the market”

The Clara

Panacea’s intriguing concept was unveiled during a U2 concert at the O2 arena in October. Bringing together a cross section of the company’s management team, new agents and key retailers, the launch party saw Panacea outline the benefits of its product and Diamond Service fulfilment concept. The company quickly established its unique proposition – even going so far as to supply more than 100 suites on a sale or return basis – and is set to cement its UK presence at the NEC this month. Panacea’s initial offer – around 20 suites, drawn from the company’s 130-model Bangkok-manufactured collection – will chiefly comprise full-leather sofas, specially selected to meet UK demand. “Principally because of the pricing restraints and the length of time it normally takes to fulfil such orders, there’s no-one – that we’re aware of, at least – offering wholesale full leather upholstery of this quality to the UK market, backed up by the level of service we’re promising,” says owner Ryan Lucas, a logistical expert whose

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experiences have helped inform Panacea’s approach to streamlined fulfilment. “We can’t offer the same level of variation on these full leathers as we would our other lines – it’ll be core models and colours only – but the fast delivery proposition should be very tempting for retailers.” Also present will be a tasteful range of leather-and-fabric-mix models, created by British designer Matt Arquette. According to Panacea, the sofas are stylish, well priced, and built to last. Comfort is foremost – features include individual pocketsprung bases, and seat cushions made of highly-resilient foam, enveloped in layers of Dacron and luxury fabric. The frames incorporate hardwood, every join comprising multiple fixings. Fundamental to the offer is Panacea’s Diamond Service concept, an end-to-end delivery solution which, according to sales director Mike Carroll, will “add enormous value to retailers, saving space and removing logistical hassles, whilst providing an attractive volume-based discount structure”.

Benefits provided free of charge include storage, and a white-glove delivery service to the customer’s room of choice – all of which are optional benefits for the retailer, allowing them to create a truly bespoke service. From orders of a single unit to container loads, the Diamond Concept is already proving popular with independents, multiples and etailers keen to offer goods of such quality yet not wanting their cash tied up in stock, says Ryan. There’s a palpable energy to Panacea’s approach, and a stated desire to “shake up the market” – from what I have seen of the product and the expertise behind it, Panacea certainly has the potential to rapidly make lasting inroads in the UK. Ryan confirms that the company will also exhibit at the Manchester Furniture Show in July, by which time he expects Panacea’s UK sales network to be firmly established. Stand 5E48 T 0800 046 1789 W panaceafurniture.co.uk

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We just couldnâ&#x20AC;&#x2122;t wait here is a sneaky peek of a couple of ranges.

Softline range Retro styling chests and office range in white with Oak legs

1 drawer bedside

3 drawer chest

3 drawer bedside

2+4 drawer chest

A s

5 drawer narrow chest

8 drawer wide chest

3 drawer deep chest

2 3

Baroque range French styling available in bright white and anthracite

come & visit us at the Birmingham NEC FURNITURE Show 24-27th JAN 2016

HALL 5, STAND B20

1 drawer bedside

3 drawer chest

5 drawer narrow chest

1 drawer dressing table

www.steensfurniture.com

01489 778890 sales@steens.dk

Unit 5, Berrywood Business Village, Hedge End, Southampton UK

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come & visit us at the Birmingham NEC FURNITURE Show 24-27th JAN 2016

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JANUARY FURNITURE SHOW PREVIEW: H5 Breasley Consumer

2015 has been a year of achievement and recognition for Breasley Consumer, which celebrated a decade of mattress design, innovation and manufacturing, won the AIS Gold Star and came highly commended in the NBF Bed Manufacturer of the Year Award. Despite all this, the company’s emphasis remains firmly on the customer …

It’s all about you, says Breasley To coincide with its 10th anniversary, Breasley has launched the You Perfect Collection, a range of 10 mattresses, with 10 different feels. Featuring Breasley’s exclusive ConiCoil pocket springs and a choice of comfort layers including Viscoool and Latexco latex, the range offers the consumer a mattress tailored to their needs. There is even a 100-night sleep trial offer on all You mattresses, and they are delivered packaged in a branded box for fast and convenient dispatch. The collection, first revealed at the Bed Show, has been numbered from one to 10, is now being rolled out in the UK through independent retailers and e-tailers. There is a choice of ConiCoil springs counts on offer – 1000, 2000 and 3000 – each with the option of Viscoool, latex or high-grade foam comfort fillings. Alternatively, there is a combination of a latex top layer with a Viscoool centre and a supportive foam base. Stuart Hibbert, Breasley Consumer’s MD, comments: “We’ve built our reputation over the past 10 years on bringing out new, innovative products, and You is completely different from what is currently available in the mattress market. “Investment in new compression technology at our Derbyshire plant means that we can vacuum-pack, fold and roll a

You Perfect Collection, number 10 – latex, Viscoool and high density

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Salus Bionix pocket-spring mattress and deliver all sizes from a single to a super king in a box that is just over a metre high. This hasn’t happened before in the UK, so is something very new and exciting for our retail partners.” Breasley will bring the full Perfect

Collection to the show, where it will have its biggest stand to date – which gives it the opportunity to dedicate floorspace to the new Salus Bionix Collection, which features unique motion drive technology. Bionix was also presented at Telford and quickly became the wow-factor reveal for visitors to the show. “This amazing new technology is a hybrid of German engineering and Breasley design, and is unique to the UK market,” says Stuart. “Bionix offers a choice of two models, the Duo (two motors) or the Quattro (four motors). The drive motion is built into the mattress, not the bed base, so the mattress can be used on a variety of divans and bed frames. Bionix offers a fantastic level of comfort and is the ultimate in lifestyle choice for sleep and relaxation.” Consumers also have the option of choosing a deep, top comfort layer of Viscoool or latex. The wireless handsets are on a radio control frequency, with the Quattro model offering memory functions so favourite positions can be saved. The mattresses also feature a built-in lowering mechanism in case of a power cut. Stand 5C40 T 01629 821510 W breasleyconsumer.co.uk

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Sherbor

Keswick Petite Donâ&#x20AC;&#x2122;t miss our exciting new ranges at the January Furniture Show, partly inspired by the success of the Keswick Petite launched last summer. The Keswick Petite introduced the concept of lowprofile seating with a seat height over 5cm (2â&#x20AC;?) lower than the other sizes. See these and other major new developments on our stand nos. D10 and C15 in our old position right next to the main entrance to Hall 5. Recliner now available in 4 sizes

Sherborne Upholstery Limited Tel: 01274 882633 E-mail: sales@sherborne-uph.co.uk

www.sherborneupholstery.co.uk

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Itâ&#x20AC;&#x2122;s time to think inside the box.

Come & see us

at The January Furniture Show, NEC

Stand C40, Hall 5

New and exclusive ConiCoil individual pocket springs 3 pocket spring counts: 1000, 2000 & 3000 Choice of comfort fillings: Viscoool, latex and high grade foam Mattresses are folded, rolled and delivered in a branded box YOU Perfect Collection 100 night sleep trial offer 5 year guarantee

CONSUMER PRODUCTS LTD

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MADE IN THE UK

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Come & see us

at The January Furniture Show, NEC

Stand C40, Hall 5

Visit us at the January Furniture Show and be amazed by the Salus Bionix Collection. See the exclusive motion drive technology in action! The lifestyle choice for the ultimate in sleep and relaxation.

Avalaible with Viscoool or Latex

T: 01629 821510

www.salusbeds.co.uk

MADE IN THE UK

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JANUARY FURNITURE SHOW PREVIEW: H5 Steens

Steens continues its long association with the January Furniture Show this year, where seven new bedroom ranges in Scandinavian pine and painted MDF will form the centrepiece, along with new kids and dining furniture on display.

Steens to present comprehensive offering Softline

At this year’s show, visitors to the Steens stand will discover new bedroom ranges on display direct from the manufacturer, new additions to the successful Steens for Kids range, plus significant discounts for new floor displays and further savings on initial stock orders. What is more, there will be substantial savings on show orders, a new delivery service including next-day home delivery, and the opportunity to meet the UKbased sales office and sales agent team. Designs will range from the Design Haus Scandinavian portfolio through to classic and contemporary styling covering all areas of the ready-to-assemble market. In addition to market-leading, value-for-money product, visitors can learn about new delivery services that sees goods despatched direct from the factory twice per week. Supporting all these developments are the UK sales office with over 60 years of combined service looking after Steens UK and Irish accounts. Headed up by Jan Tomaszewski who first established the UK office, the team handles all order processing and responds promptly to any service queries. In addition, Jason Miller as head of new business development is available to establish

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Steens for Kids range

which part of the Steens offer best fits the customers’ needs. As well as the office-based team, Steens has seven sales agents covering all of the UK and Ireland to provide sales and support back-up at the customer’s place of business. All will be in attendance at the January Furniture Show. Steens is well known for its show offers

and 2016 will be no different. There will be great savings available for stock buyers, and pure play online retailers can also benefit, with introductory offers and a seasonal promotional campaign. Stand 5B20 W steensgroup.com

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The Fu

Flexiload JANUARY FURNITURE SHOW PREVIEW: H5

207

Over many years, Flexiload has built a reputation for manufacturing and importing quality midmarket, well-designed furniture with an emphasis on value and quality. The company’s Chinese operation has now been consolidated to ensure it can maintain these standards, and offer several benefits besides …

Flexiload reveals Chinese consolidation Flexiload’s Chinese office has been established for over 10 years. From here, the company has offered a strong service – but, in order to streamline its business to offer an even more competitive service for its clients in the UK and throughout Europe, Flexiload has decided to centralise its whole operation within its China office, operating as a new company, Flexiload Asia. The office will be responsible for a myriad of duties, including accounts, design, customer service, sales, sourcing and quality management. Flexiload Asia now has its own design centre, which scours the world for trends, helping it deliver styles that meet the requirements of today’s buyers, bringing them a wider choice of styles and ranges in different materials. The company’s staff numbers have dramatically increased in Asia, with regional QC managers, an enlarged sourcing team, full design department and a newly-appointed international sales manager, George Wang. While the UK team has been greatly reduced, there will continue to be a UK-based sales and customer support team operating from the Rugby offices. Flexiload Asia now also offers a full quality control, product placement and DHD service in the UK for customers’ own designs. It has expanded its warehousing and container mixing facilities to four main areas of furniture production in Asia – Qingdao,

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Flexiload Asia operates from four main areas of production in Asia Ho Chi Minh, Guangzhou and Ningbo – from which it now offers many more styles than just the oak and pine cabinet mainstays for which it is renowned. The UK wholesale operation has not been forgotten – almost every piece will continue to be available through Flexiload’s partner, Classic Furniture. Flexiload’s 14-room show house is now a year old, and has proved popular, attracting

frequent visits from clients from the UK and the rest of Europe, and the show house will continue to display the company’s ranges. This month’s show offers an opportunity to see the new ranges and meet some of the team from Flexiload’s headquarters in China. Stand 5F15 T 01788 553987 W flexiload.com

22/12/2015 12:30

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Test the comfort of the Furmanac range for yourself at the January Furniture Show. Visit us in Hall 5, Stand D30.

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ON LOCATION The Loaf Shack, Battersea

Address: 255-259 Queenstown Road, Battersea, London SW8 3NP Opened: October 1st, 2015 Footprint: 8000ft2

On location:

The Loaf Shack, Battersea Turn left out of Battersea’s Queenstown Road Station and you’ll find the Loaf Shack, the first of a proposed 10 ‘slowrooms’ (not showrooms) from laid-back e-tailer Loaf. With annual sales reaching £27m just six years since its inception, the web-based brand is one the UK’s fastestgrowing companies – but its founder has long acknowledged that physical stores are essential to the equation. Furniture News’ Paul Farley decided to take a closer look … It’s taken some time for Loaf’s dough to rise – founder Charlie Marshall first announced his desire to take the brand into physical retail in March 2014. Translating the genial, informal vibe of Loaf’s website to a physical space was always going to prove challenging, despite the lessons learned from the dry run – a 5000ft2 showroom-come-office in Notting Hill, which remains in operation. The e-tailer’s first real foray into offline sales had to translate, and expand upon, the brand’s unique character, whilst establishing a template for future stores – no mean feat, indeed. With the guidance of Loaf’s head of news Sally Flower, I’m looking forward to seeing if the wait has been worthwhile …

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Location From the outside, it’s not the most salubrious of locations – the store’s bright blue frontage shines like a beacon directly onto a busy road – but nearby building works attest to Battersea’s up-and-coming potential. The district’s regeneration, bolstered by the Riverlight development and the power station’s facelift, means it’ll soon be teeming with luxury apartments, homes, restaurants and retail outlets. Even the station’s cafe is going more upmarket. Part of the building – “we think it was an old coal shed”, says Sally – lays beneath the railway line, and trains rumble regularly overhead. “We were hunting for a space for more than a year,” she explains. “It’s really hard to find the right feel, the right size … it was important to

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The Loaf Shack, Battersea ON LOCATION

find a building that had character. We didn’t want a shiny, brand new building.” London-based consultancy Blass Design [see boxout] directed the Loaf’s Shack’s core structural work. The 8000ft2 building initially comprised a large open space at its front, from which six archways led to segregated spaces – presumably former cellars – plus a small, lowceilinged complex, suitable for office space. The genius of the choice of building is that the archways – reinforced and cleaned up by Blass – make for ideal roomset spaces, whilst Loaf has seized on the potential of the office space to create The Den, a short tunnel complex featuring a breakout games room/ customer retreat that leads to the back of house. There are just six parking bays outside – “more than you’d find anywhere in Central London”, asserts Sally. “There had to be a compromise somewhere. We didn’t want to be on the high street as the rates are sky high, and we try to keep prices as low as possible for our customers.” Loaf’s choice of a Battersea location was driven by clearer signals. “The benefit of being online is we can see where our customers are, and what they are buying – and a large proportion of them are in this area,” says Sally. It’s a relatively safe choice, then, ensuring footfall to Loaf’s first store, but, rather than cannibalising online sales from the district, the store has actually lifted them – lending weight to the argument that bricks are more likely to support clicks than replace them altogether. “We are really happy with this space,” confirms Sally. “We’re reaching out to traditional buyers whilst keeping our existing following. Most of our sales are online – but some items simply need to be touched before they’re purchased.” Feel Loaf’s playful, relaxed vibe infuses the space, making the Loaf Shack a truly unique retail destination – there’s much more to this place than

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transactions. “We wanted to create the most laid-back showroom in the UK,” says Sally, “and we had to make the feel familiar to fans of the Loaf brand. It feels homely and comfortable. You don’t have to tiptoe around the place – we encourage people to kick off their shoes and relax.” There’s a real beach house vibe at work. White-washed timber walls and wooden floorboards meet various blues, evoking the colours of the coast. The Loaf team has specially compiled a music playlist to lift and relax the spirit, comprising the likes of Bonobo, Thievery Corporation, Chilly Gonzales, Lindstrom, Jamie Woon and Fritz Kalkbrenna. “We’ve gone for feel-good, chilled music,” explains Sally. “We want to make people smile.” Other than this – aside from a couple of order points – the store is free of technology, in an attempt to help create a stress-free environment. “In London, there’s generally a mentality that being busy and lacking sleep is a mark of success – people like to moan about how hard they push themselves,” says Sally. “We’re saying it’s actually okay to chill out sometimes, to stay in your pyjamas all day on a Sunday, take time out and relax – it’s good for you. I think people have forgotten that.” The Loaf Shack welcomes and becalms, and central to this experience are the myriad details that set it apart from your typical furnishings store. Whilst many of these elements have been developed by Loaf’s new in-house designer, Charlie Marshall played a significant part in defining the store’s character, specifying features inspired by his childhood and global travels. The entrance boasts tiles from East London’s Bert & May, and Egyptian antique shutters. Abstract oil paintings from local West End artist Ben Lowe pepper the walls and populate a small gallery at the building’s rear. The customer service counters are Belgian workbenches, illuminated by reclaimed industrial-style lamps. Even the toilets – complete with baby-changing unit – are lined with >>>

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ON LOCATION The Loaf Shack, Battersea

“It was important to find a building that had character. We didn’t want a shiny, brand new building” handmade Lava tiles, and fronted by reclaimed wooden doors from Sri Lanka. Retro signage, designed in-house and made to order, sets the tone from the outset, the doormat wryly proclaiming Nice Shoes! In the Mattress Testing zone, Loaf’s history and the number of bed SKUs available is literally written on the walls, and everywhere are suggestions in various typesets to relax, have a drink, or take a closer look. “Old school is the new school,” laughs Sally. Much of the setting is even more personal. Upon entry, I’m greeted by the biggest teddy bear I’ve ever seen. “There used to be a massive bear in Charlie’s grandparents’ house,” explains Sally. “Kids’ little faces just light up when they see him!” Some roomsets are deliberately retro, littered with staff photos and children’s books from Charlie’s childhood. A television plays out the iconic 1981 Wimbledon final between John McEnroe and Bjorn Borg – the sound of summer for a young Charlie. For weary shoppers looking to take a break, there’s The Den, a breakout area offering table football, plus games of Space Invaders and Donkey Kong on coffee table arcade machines. Central to these touches is The Churney, a working ice cream parlour. “When Charlie was a kid, he always wanted an ice cream shop,” says Sally. “Every store offers coffee – we wanted to do something different!” Customers ring a cowbell for service, and can choose from a strong selection of flavours (the salted caramel is particularly tasty!). The notion of compromising store footprint and staff time –

and potentially cleanliness – in favour of such a feature might be anathema to most retailers, but Loaf has found The Churney, flanked by children’s drawing benches and a gobstopper vending machine, to be a real asset. Few retailers offer a creche, and The Churnery is the ideal place in which to leave children whilst shopping. It also offers staff a great talking point, helping them engage customers on a personal level. Says Sally: “The fun associated with the ice cream definitely outweighs the risk!” Staff Charlie has a rigorous approach to recruitment. Fundamentally, staff (Loafers) have to be affable, ambitious, “normal” people. In stark contrast to its 30 employees just 18 months ago, Loaf now employs around 80. Each new staffer sits the Loaf Degree, a course that introduces them to the brand’s ethos and products, including a visit to the retailer’s upholstery manufacturing operation in Long Eaton. Two to three Loafers work the Loaf Shack on weekdays, and five on weekends. “It’s been manic here on weekends,” says Sally. “We’ve had people queuing up outside at opening time for the last few weeks. The Loafers here rotate between the Notting Hill showroom and the Loaf Shack, just to keep it interesting for them.” Within the store stands the Tree of Loaf, a wooden sculpture adorned with a Polaroid photo of each staff member. In a nod to Loaf’s horizontal management hierarchy, each is ‘head’ of something – be it people (HR), creation (design), or, in Sally’s case, news (marketing

The Churnery, a working in-store ice cream parlour and creche

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The Loaf Shack, Battersea ON LOCATION

PR). The employees are predominantly young, with numerous career progression opportunities open to them, says Sally. Every two months, the entire team gather for a ‘mobble’, an evening shindig where they eat and drink together, share successes, and reward the Loafer of the Month. The last mobble took place in the Loaf Shack. “I felt really proud to see how far we’ve come,” says Sally. Products Loaf currently offers more than 40 styles of sofas and 30 beds, all designed in-house and manufactured in Derbyshire or Wiltshire. There’s a distinct emphasis on comfort – the cushions on Loaf’s deepseated sofas are generally feather filled and foam wrapped, making them snug, but able to spring back into shape. Interestingly, the sofas can be returned within two weeks if the customer is not happy with their purchase – Sally says that the rates

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of return are much lower than might be expected. To the right of the entrance is a swatch board displaying Loaf’s 120 upholstery cover options (including two leathers), a mix of velvets, linens, cottons and wools from fabric houses Romo, Designers Guild and Ian Mankin. This selection will soon be bolstered by a further 30 spring/summer fabrics, including a number of florals – a departure from the core pastels that have defined Loaf’s products to date. “People love neutrals, but we’ve progressed from there,” says Sally. Customers are encouraged to take home a selection of samples in their own Snug Pack, in order to make a more considered purchase. As might be expected, some of the more eye-catching fabrics adorn the store’s window display models. “People are being a lot bolder with colour these days,” says Sally. “Our burnt orange velvet is now a bestseller.” Beds – which formed the core of Loaf’s offer upon its inception >>>

Loaf ’s new takeaway offer is part of its journey towards becoming a lifestyle brand

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ON LOCATION The Loaf Shack, Battersea

Key Product display

ePoS Window display

3 8

1. The Den 2. Ben Lowe art gallery 3. Fabric pick and mix

4. Mattress testing area 5. The Churnery/creche 6. Tree of Loaf

7. Takeaway selection 8. Toilets 9. Order counter

Entrance

“These smaller takeaway products mean shoppers can leave the store with something of Loaf – it’s about building that emotional connection” as The Sleep Room in 2008 – can be created from a choice of six bases, three headboards and 100 fabrics (also displayed in a pick-and-mix format). Loaf’s cabinet offer, which covers industrial, retro, vintage, classical and more, is manufactured in China. “We’re very open about this,” says Sally. “Made in China doesn’t have the negative connotations it used to.” Alongside the bedroom, dining, living room and home office furniture, Loaf offers mirrors, lighting, soft furnishings and storage solutions. A strong homewares offer sets a new precedent for the company’s product offer. From Portuguese bedlinen and Indian handmade rugs to organic candles made in Brooklyn and none-more-retro Roberts radios, the takeaway quotient is substantial, and marks the start of Loaf’s transition from furniture to a lifestyle brand. Loaf intends to build its complement of own-brand homewares imminently. “We offer predominantly hand-made products, and with those come long lead times,” says Sally. “These smaller takeaway products mean shoppers can leave the store with something of Loaf, even if it’s not a big ticket item – it’s about building that emotional connection.” There’s plenty of PoS support material. Paint cards in Farrow & Ball colours are on hand to help customers match colours at home, and spec sheets are readily available, clarifying product dimensions ahead of Loaf’s white-glove delivery service down the line. >>>

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ON LOCATION The Loaf Shack, Battersea

The Tree of Loaf provides a fascinating insight into the retailer’s staff

“We’re reaching out to traditional buyers whilst keeping our existing following” Marketing Loaf engaged in a large-scale advertising campaign ahead of the store’s opening. “We handed out 27,000 copies of the [brand newspaper] Loaf Times at local West London tube stations at the time of the launch,” says Sally, “as well as executing door drops. Since, we’ve had great support from the national newspapers, consumer interiors titles and women’s lifestyle magazines.” However, word of mouth has been the greatest driver of footfall, as a mix of factors – tone, service, look and engagement – have helped build a loyal customer following. “It’s like being in a club,” says Sally. Direction “One of the best confirmations we’ve got this store right is that customers have said it’s how they expected it to be,” says Sally. In fact, I overhear shoppers echoing the sentiment myself. It feels like many of the details have been agonised over for some time. “While our Notting Hill showroom provided a strong foundation for this place,” says Sally, “some of the Loaf Shack concepts were pretty wacky to begin with – swings and slides were considered!” Loaf plans to roll out a further 10 stores, first around London, then beyond. The search for the ideal second store location has taken six months so far. “Pretty much the whole range is in stock here,” says Sally. “With the new additions coming in for spring/summer, the next shack will definitely have to be bigger than this one. “We’re all proud of what we’ve achieved here. We’ve such a clear idea of where we’re going as a brand. Yes, we keep a close eye on our

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competitors – but then we ignore what they’re doing and carry on! In fact, most of the brands that have any influence on us are outside of our market. I think we’re quite subversive sometimes. In terms of people, products and suppliers, we’re in a really good place.” Conclusion It may have taken Charlie Marshall some time to demonstrate his commitment to the bricks and clicks retail model, but it’s been worth the wait. Conveying beach house, retro and industrial stylings with a tone that’s innocent drinks meets Willy Wonka’s Chocolate Factory, the Loaf Shack is a unique location that truly feels laid back and personable. It’s the little – often personal – details that promise to elevate Loaf’s offer above a typical shopping experience. Indeed, so much thought has gone into this store, it’s hard to imagine how Loaf will replicate this experience in its next outlet without diluting or commercialising it. So much could have been lost in the transition from website to physical store, but Loaf has succeeded in realising the brand’s unique, playful character within a suitable space, whilst bringing fresh ingredients to the mix. And, crucially, the early signs indicate that the store has not cannibalised sales, but bolstered them. The Loaf Shack is an admirable start to Loaf’s physical retail journey, and a genuine attempt to bring a new shopping experience to the market. And that’s not just the ice cream talking. W loaf.com

>>>

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ON LOCATION The Loaf Shack, Battersea

Partner in design Clive Blass is a partner at Blass Design, the design consultancy behind the Loaf Shack and a veteran of retail projects including Monsoon, Accessorize, Jaeger and Fat Face. “Charlie [Marshall] had pretty strong ideas from the outset, which made it much more straightforward for us,” says Clive, “but at the same time, his standards are way above everyone else’s! “It may have been slightly old fashioned, but at first we spent a lot of time sketching out plans in pads, and made a huge amount of progress. “Our biggest concern wasn’t the location, but what the building looked like. It wasn’t a charming Victorian warehouse, it was a late 60s brick-built shed, complete with graffiti. It took real audacity – not to mention the scale of investment and the work with local authorities – to completely clad the facade of

a building that size and turn it into a bright blue landmark! “As well as re-facing the building, we extended the windows to create some symmetry, and to let Charlie tell a proper story within the window displays. “The arches inside were beautiful brick arches and we would’ve loved to have kept them, but the bricks themselves were designed to carry water away from the train tracks overhead. In the end, we had to tank them to stop water dripping from the bricks – it was one of the ugliest things I’ve ever seen – and build free-standing ‘huts’ within each recess. “A big space is a dream for a retailer, but can be a nightmare for the designer. There’s no texture, no height difference – it can be very bland. “We had to create a proper rhythm and

texture, so your eye has to read the whole scene. The most important thing was creating what people expected to see, based on their experience with the website – if it doesn’t look like you imagined, it’s not going to have any credibility. It seems so simple, but the level of physical detail is enormous. “Getting all the product to fit was a massive challenge. Charlie is a really creative bloke, but even he couldn’t imagine what was going to fit, and where. “Because it’s such a diverse platform we ended up 3D modelling virtually everything in the portfolio! “There is nothing else like it – you don’t get this cool vibe in any other furniture shop. Taking all that feeling and putting it into a retail environment that doesn’t traditionally support it – it’s groundbreaking from that respect”

Hand-drawn sketches formed the foundation of the design

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e th how 45 at S . G d o s t u Be d N si y Vi ar tan nu - S Ja l 5 al H

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GRAVITY

T: 0800 0469901 E: sales@bodyease.co.uk www.bodyease.co.uk

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BEDS & BEDR0OM

Mighty Summit, Kaymed

Royal Elegance, Hypnos

Kaymed (www.kaymed.co.uk) has over a century’s expertise at the forefront of sleep science and is a leading innovator of temperature-regulating materials for mattresses. With an ethos of innovation and never imitation, Kaymed has introduced a number of new additions to its bestselling range that focuses on temperature regulation as a key point of difference in their products. The latest advancement is Response Gel, a fusion of Kaymed’s exclusive instant response open cell material and patented MicroSupport Gel Beads. This combination delivers the feel of latex combined with thermal-regulating gel technology, for a scientifically-proven cooler and more comfortable sleep. Response Gel is one of the most advanced latex feel materials to enter the UK market, offering pressure relief and temperature control. Therma-Phase is Kaymed’s unique offering, combining high density visco-elastic with an infusion of unique phase-change gel crystals. The gel works constantly to absorb, store and release body heat to maintain the ideal sleep surface temperature of 30-32°C. The result is an innovative material that provides the body with the optimum level of comfort, support and pressure relief –

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Therma-Phase, Kaymed

essential for a restful night’s sleep. To further enhance the range, the ThermaPhase Silhouette collection allows consumers to combine either a pocket sprung or all foam base mattress with a choice of Therma-Phase topper with options on the base type for a bespoke solution to their requirements. Bringing pressure relief to the fore, Kaymed offers the V85 range which is available as a solid block or on pocket springs, and is a superior grade visco-elastic approved for and used in medical applications. V85 has a high level of density that gives a combination of support and pressure relief regardless of temperature. While some materials require heat to make them function, making them susceptible to environmental conditions, V85 remains consistently comfortable throughout the year. Finally, the Kaymed Mighty Bed continues to enjoy buoyant sales as the bed is designed to be durable with a long-term performance. This range has proved to be fruitful for stockists and is one of the UK’s marketleading firmer feel premium brands. Kaymed is so confident in the technology behind the design of this model that divan sets come with a 15-year warranty.

Royal warrant holder Hypnos (www. hypnosbeds.com) has unveiled its new Regal collection, which features industry-leading luxury, firm comfort and total body support. Combined with over 100 years’ experience of quality craftsmanship, the new collection of no-turn mattresses and coir-top low profile divans has been designed with comfort in mind. The collection features natural fillings and includes a unique mix of traditional, cashmere and pashmina wool, as well as camel hair and mohair. It can also be personalised with the addition of a loose comfort layer packed with Alpaca wool. These natural fibres are responsive, resilient, soft and breathable, promoting air flow and helping to regulate body temperature, wick away moisture and repel allergens to provide supportive comfort. The collection also features an industryfirst quilted matrix pattern which has been designed to create a series of individual upholstery cells to optimise body support and ensure postural alignment. Each cell acts as an independent comfort zone, actively helping to provide body support and longterm care for the fibres. >>>

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T: +44 (0) 1844 348200 | E: sleep@hypnosbeds.com | www.hypnosbeds.com Hypnos is proud to be Carbon Neutral, complying with BS PAS 2060 Standard.

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BEDS & BEDROOM

Hazel in plum, from Serene’s Fabric Collection

Aqua3 Lagoon Luxurious, Sleepeezee

Slumberland’s new models have been designed to maximise the potential of sleep

Leading the way in Sleepeezee’s (sales@ sleepeezee.co.uk, www.sleepeezee.co.uk) portfolio of new sleep solutions is Aqua3, a three-phase sleep system that combines the latest advances in technology to adapt to every shape and sleeping style. The first phase of support in each Aqua3 mattress is a layer of AquaLite, which has been designed to provide immediate pressure relief and instantly responds to body pressure with a wave-like diffusion of weight, giving essential pressure relief and immediate comfort. Phase two is a layer of AquaLite-Gel which is pressure sensitive but not heat sensitive and moulds to an individual’s body shape, ensuring that the spine is optimally and naturally aligned whatever their shape or sleeping position. The third phase is SoftTouch pocketed

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springs. Exclusive to Sleepeezee, these variable-rate, progressive, self-conforming springs provide initial softness to the touch, becoming firmer for optimal support as weight is applied, generating a comfortable yet supportive sleep sensation. In addition to this, Aqua3 mattresses also have a layer of sensifil asthma- and allergyfriendly smart fibres, which are designed to help those who may be sensitive to household allergens. They also have a range of luxurious fabrics with stylish chrome air vents for enhanced breathability, and are designed for use without the need to turn. These innovations and technologies are presented with eye-catching, contemporary styling, alongside a wide choice of base colours and headboard designs. The Fabric Collection of beds from Serene

(sales@serene.co.uk) blends sumptuous fabrics, in neutral tones, with elegant design. It presents a broad colour palette to provide an inspired approach to styling the bedroom, and a choice of leg finish on each of the beds, delivering an extra bespoke feel. Hazel is a refined bedstead, available in six fabric colours and four sizes. Hazel is available in ice, linen, olive, plum, chocolate and wholemeal, plus 120, 135, 150 and 180cm sizes. Slumberland (www.slumberland.co.uk) knows that good sleep leads to longer life, looking better, and improved concentration and energy. Consequently, it has created the Harmony Collection, employing a mix of innovative materials with the aim of providing the optimum sleep environment. Read more about Slumberland’s approach on p238

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3’0 Skid & 3’0 Contract Mesh Designed & Tested For heavy contract use Assembly possible in 4 minutes or less CONTRACT MESH

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FURNITURE NEWS NEW DPS DEC 8.qxp_Layout 1 03/12/2015 09:52 Page 1

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17 t h & 18 t h M ay 2 016 See the brand new Sealy range exclusively at Brooklands. To reserve your place at our premier event of the year, call 016973 20342.

www.sealy.co.uk

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BEDS & BEDROOM Sealy UK

Retailers and the public set great store by the opinion of consumer magazine Which?, and receiving a Best Buy Award from it is known to increase that product’s sales. As Neil Robinson, Sealy’s sales and marketing director, says: “A Which? accreditation is recognised by the public as objective, trustworthy and hugely important when it comes to making major buying decisions, and is well known everywhere.”

Sealy UK celebrates best month to date Early in 2015, Sealy’s Napoli mattress retained its Best Buy accolade as the highest-scoring product in the Which? bed review’s pocket spring category, for the third year in succession. Comments from the magazine said the mattress was the most durable one they tested, did not move when sleepers turned over in the night, and provided good body and back support, without sagging – even after years of use. Last summer, the company went a stage further. Its Teramo mattress achieved the highest score by reviewers of all the beds tested, and the magazine called it “the best mattress we’ve tested in years”. As a result of these high-profile achievements, interest in – and sales of – these beds have rocketed. Sealy UK now reports that the Napoli is selling four times as fast as it was three years ago, and the Teramo is receiving 12 times as many orders since its June win. Over 1000 of these award-winning mattresses are being ordered every week, and last October was the busiest month in all of Sealy UK’s 41-year history. With the support of a wide-reaching promotional campaign to highlight these award wins, the resulting impact on all of Sealy’s bed and mattress sales has been remarkable. These two mattresses alone are now responsible for generating some 25% of the company’s total general independent retail sales, and Sealy reported in December that the business was up across all the ranges by some 30% in that year to date, so the knock-on effect is evident. Neil concludes: “The Sealy Napoli and Teramo are great examples of the company’s pro-active development of the product sector. Sealy are renowned as being leaders in sleep technology, so these beds are very much the modern face of pocket-sprung mattresses, with their zonal construction, Smart Fibres and the exhaustive testing programme for everything from flammability to pressure point management and spinal support. In fact, everything possible to ensure the company’s commitment to deeper sleeping.” W sealy.co.uk

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Teramo

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Kayme

Just right... in so many ways

colours

pillows

comfort options

With Therma-PhaseTM from Kaymed, finding the perfect setting for sleep is no longer a dream. Our state of the art, patented temperature regulation technology leads the way among competitors, helping your customers to sleep soundly by constantly adjusting to fluctuations in body temperature.

With our extensive range of comfort options, headboards, and pillows, choosing the right bed doesn’t have to be a fairytale. This allows Kaymed stockists to enjoy the benefit of being first to market with groundbreaking technology, and offer a complete range of options to their customers.

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 sell happily ever after

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BEDS & BEDROOM Mammoth Technologies

Mammoth Technologies is on a mission to provide great comfort with its range of beds and upholstery products.

Bringing comfort to the fore

Pocket 2000

Founder John Tuton first spotted a niche in the mattress market following a serious rugby injury to his back and rib cage, which left him unable to lie down, and sleeping became a real problem. With a background in healthcare, he had a vision to roll out products with proven health benefits to the wider consumer base. John says: “I looked at pressure-relieving foam technologies evaluated through the Medicines and Healthcare Products Regulatory Agency (MHRA), and studied all the devices available to the NHS. I was privy to all the reports on different foam technologies and from there I identified the very best.” By 2010 John had built a successful mail-order business supplying the original Mammoth mattress to elite athletes and sports stars looking to maximise comfort and recovery. In order to bring Mammoth to a wider audience, he needed a new direction, and approached his local independent bed retailer, Newbridge Bedding Centre in Newcastle. It was through the relationship John built with manager Colin Heal that Mammoth was able to enter the trade and develop into a nationally-recognised brand. Colin says: “When John first stepped into

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the store, I was confronted with an extremely enthusiastic whizz-kid! His passion was infectious and he soon had me hooked on his new health mattress concept. “He spent many hours in my office grilling me and asking for guidance on exactly how the bed trade ticks and how consumers buy beds. Medical-grade foam is what set Mammoth apart from its competitors, but it was clear that the missing piece of the jigsaw was who was going to make Mammoth beds on a large scale? That’s when I introduced John to established foam converter Mike Nash, MD of family business The Foam Company.” Within six months, Mammoth beds were being sold through a large number of key independents. Soon after, national retailers AHF and Furniture Village signed up. Now Mammoth boasts £10m worth of bed retail sales and is a health industry award winner, boasting a North of England Business BioSciences award. Mike Nash says: “I had already seen Mammoth online and in a few health magazines. I was intrigued as I hadn’t really come across hi-spec foam. I could see there was an opportunity as it was unique with health accreditations and sporting

endorsements. On a visit to Newbridge I saw one of Mammoth’s early Performance range prototypes that Colin was evaluating. “A partnership really made sense. The Foam Company had the infrastructure, contacts and sales people to deliver Mammoth through retail channels – the perfect tools to give the brand credibility and presence within the bed trade.” With its exclusive medical-grade foam and PostureCell technologies, Mammoth products take a scientific approach to performance. The mattress range has been clinically proven to enhance sleep by Northumbria University’s Centre for Sleep Research, under the guidance of professor of sleep science, Jason Ellis. Last year, John collaborated with David Winter, joint MD of upholstery experts Furnico and La-Z-Boy UK to launch a seating range. John explains: “Introducing seating was the next stage in achieving 24/7 comfort. As a result we are now incorporating our medical-grade foam and PostureCell technologies into upholstery products to deliver pressure relief, support and comfort in home seating.” Mammoth’s full upholstery range will be on show on the Furnico stand (5E30) at the January Furniture Show. W mammothuk.com

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Inspired by Mammothâ&#x20AC;&#x2122;s best selling mattress, the Club SuperSoft Collection is simply the best in style, luxury and performance. www.mammothmattress.co.uk/club

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BEDS & BEDROOM Silentnight

Silentnight has taken its luxury mattress oﬀering to the next level with the introduction of its latest premium foam collection, Miraform.

Silentnight’s new spring-free solution Miracoil 750

Silentnight’s spring-free Miraform mattress technology has a comfort option to suit all tastes. Customers can choose from several options. The memory foam comfort layer is suitable for those that enjoy the slow release and support that memory foam provides. The mattress will slowly mould to the body shape, offering unrivalled support and easing pressure points. They can also specify a Geltex comfort

layer. Geltex is made for those that prefer an instantly responsive bed. The combination of Miraform and Geltex provides a high level of breathability and pressure relief. This mattress includes two of the bed maker’s most recent – and most highly-regarded – exclusive technologies, rolled into one. Whichever comfort layer is chosen, the new Miraform mattress provides unique ergonomic zoning – which is standard across the Silentnight product range – as well as Miraform Memory Response

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Mirapocket 1400

providing spinal alignment. The mattresses also have no-roll technology, so weight is transferred up and down rather than across the mattress, aiding a good night’s sleep. All Miraform mattresses feature Purotex to reduce moisture and dust-mite allergens, creating a drier, fresher and all-round healthier mattress with Allergy UK seal of approval. The luxury bases boast different storage options, and the range of contemporary headboards means that style does not have to be sacrificed for comfort. The complete Miraform bed collection is available in a range of fabric colours which co-ordinate the mattress, base and headboard, bringing a different style to the overall bed. W silentnight.co.uk

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.” new family.. r u o t e e m “Come &

NATURAL “Naturally good for your sleep”

BACKCARE “T his is our F IRM favourites”

COMFY “For a very comfy night’s sleep”

MEMORY “Will make quite an impression on you”

Our all-encompassing comfort collections have been designed to offer the best looking and best value products on the market. This new fun inspired range offers an array of different mattresses, divans and headboards that will bring a new shade of personality to your shop ﬂoor. Our mattresses and divans are not just comfy, they are really really comfy and we look forward to seeing you on the Myer’s family stand.

If you’d like to know even more about our wonderfully comfortable beds then please email: sales@myersbeds.co.uk

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BEDS & BEDROOM Rest Assured

Rest Assured has 115 years’ experience of crafting luxury beds and mattresses, all created using traditional techniques and styled to offer an attractive centrepiece to the bedroom.

Producing attractive beds for over a century The Heritage range offers various storage options

One of four styles in Rest Assured’s Heritage range, exclusive to independent bed retailers, the Windsor Memory Wool has 2800 springs and a luxury wool filling. The memory wool offers comfort, support and pressure relief, while the two layers of springs ensure enhanced comfort and longevity. The mattress is also treated with Purotex – a textile treatment that uses probiotics, selected for their ability to clean up house dust mite allergens – to create a healthier

sleeping environment, and has received the seal of approval from Allergy UK. The Windsor Memory Wool is available in a selection of hand-upholstered fabric options, with a choice of four shades – sandstone, ebony, slate grey and tan – with co-ordinating headboards. In addition, the storage options include two-drawer, four-drawer or ottoman base options, and suit all bedroom layouts. The divan base has deep-fill beech drawers that are seamlessly integrated into the base. The entire Heritage Collection has been approved by The Good Housekeeping Institute for the second year running, having been well received by the testers and praised for providing comfort and a good night’s sleep – making Rest Assured the first bed brand in the country to receive a coveted accreditation from one of the leading consumer testing bodies in the UK. Grace Moorhouse, brand marketing manager at Rest Assured, says: “The Good Housekeeping Institute is such an iconic and well-respected consumer research body, so it’s a fantastic accolade to have formal recognition for the Traditional Pocket Collection.” W rest-assured.co.uk

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Introducing the stunning new Miraform collection. Our uniquely engineered spring-free mattress technology, featuring ergonomic zoning to provide superior spinal alignment and unsurpassed pressure relief. Available with a choice of traditional memory foam or state of the art Geltex comfort layers.

For more information call our team on 01282 851111

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BEDS & BEDROOM Behind bed marketing

Whether they focus on materials, technology, posture, aesthetics or voice, bed marketing campaigns are some of the industry’s most advanced. With a shift towards wellbeing and the consumer’s experience, a new language of sleep selling is being written – but where does the jargon end and the reality begin? In the wake of his efforts to reinvigorate the Slumberland brand, Steinhoff’s marketing, design and development director, Richard Naylor, offers Furniture News’ Paul Farley his thoughts on 10 of the more common truisms …

Beyond branding September’s Bed Show saw Steinhoff UK Manufacturing – purveyor of such bed brands as Relyon, Dunlopillo, Myer’s, Slumberland and Staples – adopt a new approach to marketing its products. Richard Naylor is responsible for the group’s product design, development and marketing, and his work to reinvigorate the Slumberland brand in particular struck a chord with visitors to the event. As well as physically developing the materials and technology employed in the beds themselves, Slumberland’s campaign gives retailers more of the support needed to sell them than ever. Richard redefined Slumberland’s focus, putting the customer at its heart, and promising to help them live longer, look better, feel better, concentrate and perform better, at work and at play. “It’s going to shake up and wake up the industry,” he promises. A veteran of the bed industry, Richard worked for the likes of Harrison Spinks and Horatio Myer & Co before joining Steinhoff, and boasts a rounded philosophy on the subject of bed marketing … 1. Technical talk costs transactions I totally agree with this statement. Sometimes we are too blinkered by our own industry’s language and do not think like a consumer who is new to the market or has not bought a bed for 10 years. Blinding them with invented words and dubious claims is commonplace within our sector, and this only leads to confusion for the consumer – let alone the retail sales teams out there! Simplicity is the key. We have to stop talking like bed manufacturers and talk to the consumer with simple but authoritative messaging that is true to the product, brand, features and benefits. We cannot ignore the wave of venture capitalist-backed directto-consumer mattress manufacturers, who have a simple lifestyle message and lean product offerings. This world is upon us, and yes, some of these companies will fail, but others will succeed with gusto. My view is that if you cannot evolve then your business will fail. 2. You must look outside your sector for inspiration We have a small industry, and both product technology and marketing messages appear to get recycled all the time. For me, on both counts, taking inspiration from outside of our industry and standard supply chains is essential. A brand or product cannot be unique if it is developed using standard messaging and raw material components. A great example is Dyson – they have revolutionised their industry through remarkable design and simple but powerful marketing. They have created consumer desire for a household chore – amazing. If you spend 95% of your time developing product, then 5% of your time developing the marketing story and campaign, don’t be surprised if your product fails. 3. Honesty is the best policy This could be a slightly contentious and leading statement, but I will answer it honestly! Our industry is getting better – recent scandals on dirty fillings have turned the spotlight onto dubious practices, and we have had to work together to make sure that those companies with

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Richard Naylor

“If you spend 95% of your time developing product, then 5% of your time developing the marketing story and campaign, don’t be surprised if your product fails” integrity can be separated from those without. The NBF Code of Practice ensures our products are safe, clean and manufactured according to relevant British Standards – however, we still have a little way to go when it comes to the various marketing claims out there. How many fillings claim to be the coolest or the most supportive? 4. A bed is not just for sleeping Yes, we are British … but we don’t talk about sex when it comes to our bedrooms! Yes, we sleep in our beds, but we also do what comes naturally to us in them as well. There is no point avoiding this, and subtle pointers to this in your marketing that is humorous and factual can lift targeted campaigns. A recent survey on a popular parental blogging website concluded that female-focused advertising combined with sexiness and humour drove far greater levels of interest and interaction than other forms of advertising. Think of the Diet Coke man, Levi 501 or The Lynx effect advertisement campaigns, all of which were hugely successful … 5. A good consumer brand never dies I would love to say this was true, but sadly it is not. What happened to Nokia, Blockbuster, Pan Am, Enron, Saab, Woolworths, Atari,

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Behind bed marketing BEDS & BEDROOM Kodak, C&A and Courts, for example? Brands are only as good as their product, performance, and the custodians that manage them. Brands do not suffer scandal well, and single sound bites can bring them crashing to the ground – we all remember Gerald Ratner! Brands have to evolve or they will die. Product innovation is key to a brand’s success and revenue streams. Brands such as Apple, Dyson, John Lewis and Virgin combine great branding and innovation with exceptional customer service. This creates lasting customer loyalty and desire for new product launches. Look at the Apple Watch, iPad, iPhone, MacBooks and iPods – consumers cannot wait for the next generation’s launch. 6. No more innovation for innovation’s sake As already alluded to, genuine innovation is key to a brand’s continued success. The point is that a brand has to find its reason for being, through unique product characteristics that define it. The Apple iPod ‘jog’ dial is a classic example of innovation that defines a product. It remains a constant, and is much loved by the Apple consumer. The cyclone system invented by James Dyson defines the technology used by this brand. The bed industry is no different – the Affinity Comfort System, recently developed by the Slumberland brand, applies the same principles. Genuine and meaningful innovation has longevity and will underpin a brand’s future success. It creates loyalty and credibility with the consumer, and should be evolved very carefully. From a commercial perspective, innovation needs to be exploited before the next generation is released. 7. Raising prices demands added value An interesting notion. Value-based pricing is the setting of a product’s price based on the benefits it provides to consumers. By contrast, costplus pricing is based on the amount of money it takes to produce the product. A bed manufacturer that offers unique or highly-valuable features is better positioned to take advantage of value-based pricing than a manufacturer whose products are relatively indistinguishable from those of its competitors. I would insert a caveat here, by saying that innovation is expensive, but it will provide additional benefits to the consumer. Brands that don’t innovate and push their prices upwards on a regular basis need to be careful. Brand loyalty will only stretch so far!

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“We have to stop talking like bed manufacturers and talk to the consumer with simple but authoritative messaging” 8. Be the authority Successful brands do establish themselves as the authority. Karcher is the authority pressure washer brand, and Google is the premier search engine brand. To become authoritative, bed brands need to understand who they are before they can project a message to the consumer. For example, Dunlopillo is the number one latex mattress and pillow brand across the world. Dunlopillo’s message is simple – natural comfort since 1929. 9. Don’t lose sight of the product We have to remember what our purpose is. We design, develop and manufacture beds and mattresses for sale. If we lose sight of this, we will go out of business. Understanding your brand’s core competencies and defining them in a formal document is essential. A brand can only be successful if the wider business is in agreement about what that brand stands for. This helps to develop great products that are in line with the brand’s values. Brand and products have to work hand in hand, and achieving the correct balance is down to strong management and unified direction. 10. Be remarkable This is my favourite. Great products and branding should stand out. Remember the Benetton adverts of the 1980s and 1990s? They were controversial, which made them remarkable in my opinion. The bed market needs more life breathed into it. We should not be afraid of being different and embracing bold steps. I am not championing revolution, just bolder evolutionary steps. The consumer is unique and they want variety. Take a look at the Citroen Cactus – they are selling like hot cakes because they are remarkable, and the consumer can make themselves remarkable by designing their own look. Bed design, options and branding elements need to take note of this example. From the way we approach innovation to the way a brand is amplified, we should try to do everything in a remarkable way! W slumberland.co.uk

Slumberland’s new marketing campaign emphasises that beds are not just for sleeping

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BEDS & BEDROOM Feature Focus – Myers Beds

Feature Focus Myers Beds This month, Furniture News explores the thinking behind Myers Beds’ product offer. The company recently launched a new range of 14 models, designed to meet every comfort level whilst offering value for money – sales director, independents, David Wescomb, outlines the qualities of the new My Comfort Collection …

Tell us about your product offering The Myer’s brand has always been synonymous with comfortable beds, and cleverly we have married the ‘my’ from Myer’s to ‘comfort’ to form the ‘mycomfort’ range of beds. The ‘my’ element features heavily in our product names and messaging, helping to create a real family of products that are not only great value for money and stylish, but also witty, contemporary and youthful. The mycomfort branding umbrellas a family of four new bed collections that include the mynatural, myortho, mycomfy and mymemory mattresses. All of the new mattresses feature extra-tall mycoil, mydoublecoil and mypocket spring systems, with myedge-support technology that introduces a brand new border support system that provides superior edge-to-edge comfort for the user. All of our mattresses feature as standard our new innovative comfort technologies, the mycool and mypro-clean healthy sleep solutions, which have been incorporated into the surface of every mattress, ensuring the user has a cool, clean and really comfortable night’s sleep. Our new beds are also complemented by a new range of six stunning headboards in six new true upholstery fabrics that complement our hugely-improved and restyled Myer’s divan, which has been redesigned to complement the classy new mattress ticks. We believe our new collections underpin our family bed manufacturing heritage and provide our customers with a very commercial and exciting new product offering. What trends are you currently experiencing? This range reflects the increasing trend for a desirable, aestheticallypleasing bed, which is now much more of a considered purchase and is regarded as a piece of upholstered furniture, rather than simply a bed to sleep in. With six on-trend true upholstery fabrics and six headboards styles to select from, the My Comfort Collection offers a look to suit individual taste. Have customer preferences in this area changed much over time? Whether customers are looking to spend £599 or £1999, they are both looking for the same thing, and that is value. I think customers today are prepared to spend more on a divan set – however, they want to know they are getting a good deal for their money, and will buy the product which offers them the best value as well as giving them comfort and support. What is the main issue affecting your bestseller at a retail level? In a market swamped with hundreds of bed manufacturers, all

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The My Really Really Comfy mattress supplying beds to consumers who either purchase based on information given to them by the retailer or research they have conducted online, it is key that our products stand out from the crowd and appeal to consumers. … and at a supply level? Here at Myers Beds we are dedicated to developing innovative product which always provides the end consumer with a well-made, greatvalue product. To this end, we work closely with our suppliers to create better materials and the best possible products, to build upon sales and the future brand identity. What are your observations on how best to retail this product? Brands are aspirational and trustworthy, and whatever the consumer’s budget, brands have a definite place on the shop floor. Our end customers want to know that their investment is well placed, and brands provide that level of trust. The Myer’s brand has been in the marketplace for 129 years, which offers our consumer customers peace of mind. This, coupled with great-value, great-quality, wellfeatured comfortable beds, represents a significant reason to purchase. What is your personal preference? The My Really Really Comfy mattress is what it says on the tin, and is a cracking little pocket-sprung mattress. W myersbeds.co.uk

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The secret to a healthier lifestyle

is a better nights sleep.

The Harmony Collection. Trust Slumberland and invest in your health and wellbeing. Featuring the innovative Affinity Comfort System™ for the perfect balance of comfort and support:  AffinityTM Foam – 30x more breathable than memory foam.  AffinityTM Pocket Springs – adapt to the pressure of your body.  Affinitex Top Layer – innovative Actipro® component to neutralise bad bacteria.

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Our Heritage Collection offers affordable luxury and exquisite style and has been awarded Good Housekeeping Institute approval for the 2nd year running! For more information please call 01282 851111 or visit www.rest-assured.co.uk

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DINING ROOM

Bar-back dining chair, YOTFC

BulgarianFurniture.co.uk offers a wide range of dining products and more

Stamford dining chair, YOTFC

Dining chair specialist YOTFC (01604 890956, www.yotfc.co.uk) enters 2016 with a new range of rustic oak and outdoor furniture. European oak, beech and pine products, with customised upholstery and bespoke colour matching, are available to YOTFC’s varied customer base of independent retailers, furniture manufacturers and contract

furniture specifiers. MD David Harrison wishes all of his customers a good start to the new year. With over 20 years of proven success, BulgarianFurniture.co.uk (07469 255750) continues to grow. Supplying everything from cabinets, beds and sofas to chairs and accessories, the

website is backed by a Bulgarian team which handles logistics and quality control, aided by a UK representative who manages any concerns that may arise. BulgarianFurniture.co.uk offers retailers, distributors, and interior businesses – including hotels and pubs – a dedicated sourcing service

York Stretford

From £450 +VAT

Anna

Bespoke handcrafted sofas • Over 40 models - classic, modern & traditional

Koala Sarah

From £599 +VAT Italian leather from Italy • In black, brown or cream

T: 01254 54244 • M: 07890 566 927 • E: hfssofas@gmail.com HFS Upholstery Ltd, Rosewood House, Rosewood Business Park, St James Road, Blackburn, Lancashire, BB1 8ET

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Furnit

•

• We manufacture beds and furniture in Solid Pine and Melomine furniture • A one-stop-shop for factory assembled furniture in a range of colours • The biggest Pine and Melomine furniture in the South!

Solid

Pine

3A, Richmond Works, Pitt Road, Southampton, SO15 3FQ T 023 8033 4330 E sales@furnitureworldsouthampton.co.uk

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LIVING ROOM

Kent House, Crown Floors

Crown Floors (0800 077 3301, www.crownfloors.co.uk) is set to exhibit at the January Furniture Show for the first time, on stand FS21/24, from which it will present its carpets and in-store displays to a new audience keen to maximise the potential of flooring sales within their stores. New ranges include the Satino Exquisite and Satino Finesse ranges, featuring the super-soft Satino fibre. Dense and plush velvet piles, these new collections capture the growing trend for a luxurious silk-like look to carpet in the home, offering longevity and practicality. Introducing the Burlington, Chatsworth and Ascot cut-length ranges, all under the Easy Care banner, Crown Floors will also use the show to launch four roll lines – Newmarket, Epsom, Canterbury and Elveden – alongside new display options including a striking Easy Clean tombola that holds six ranges across 74 options. “The January Furniture Show provides us with a perfect opportunity to underline all the great brand values of Crown Floors to a new audience as yet unfamiliar with our collection of Easy Care and 100% pure new wool carpet,” comments sales co-ordinator James Caldwell. “As we look to introduce the brand to a wider audience through established furniture and flooring buying groups, our attendance comes at the perfect time, and, with eight

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Wilton, part of the Laura Ashley Rattan Furniture collection from Daro brand new carpets, it promises to be an exciting time too.” The tombola will be joined by six lecterns with the same Easy Care ranges, and the eight-collection-strong wall unit. “Holding 74 samples and featuring the striking imagery and branding of Crown Floors, the tombola is a great way to introduce a capsule carpet collection into your store, no matter whether you are a flooring specialist, a furniture retailer or a home lifestyle store,” says James. “Compact, and packed full of beautiful and practical carpet, it takes up little room but certainly stands out from the crowd.” Daro (01604 758989, www.daro-cane.co.uk)

has teamed up with Laura Ashley to design the Laura Ashley Rattan Furniture collection, an exclusive range of indoor rattan furniture created with style, comfort and practicality in mind. The Laura Ashley fabrics were chosen to complement the hand-made natural frames in the collection. Only top-grade rattan is used in the manufacturing process, ensuring durability and quality. This indoor range is ideally suited to the home or the conservatory. The Wilton is the only white-wash range available in the collection. The chairs and sofas can be purchased separately. >>>

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LIVING ROOM

Empire Red, part of Louis de Poortere’s Mad Men rug collection

Louis de Poortere (www.louisdepoortere. com) will debut its latest portfolio at this month’s January Furniture Show on stand 2F61, the brand’s Mad Men and Mosaiq rug collections starring alongside a series of new broadloom offerings.

A collection created from high-gloss polyester and cotton chenille, Mad Men – an eclectic mix of straight and broken lines, dull and shiny yarns, and smooth and rugged pencil strokes – is woven on Jacquard Wilton looms. Its sister collection, Mosaiq, is more

delicate by nature, mixing subtle flower motives with tribal geometrics. Louis de Poortere will also launch four wall-to-wall broadloom carpet collections and two statement rug collections at the NEC event this month

Agents required for all parts of UK and Ireland and other european countries Framed mirrors manufactured and imported!

Tel: Nigel 0782 5511169 sales@leginmirrors.co.uk skype: nigel-potter 27, forge end, fornham all saints, Bury St.Edmunds, suffolk, IP28 6JS

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Westminster

Our beautiful hand crafted studded sofa range is available in 3 seater, 2 seater, club chair and scroll chair conﬁgurations and comes in a huge variety of colours including pastel and antique red, brown and green.

Futura MADE IN UK Leather

model shown : 3+2 Seater

San Francisco 3RR+2RR, Chaise, Recliner Corner Group

100% ECO LEATHER

Chesterfield

3+Club+Scroll Available in antique red, green and brown.

N EW

Available in a wide range of colours.

all bonded models also available in full leather

New York Available in black, brown or cappuccino

Futura MADE IN UK Leather

The New York comes in a wide range including our modular corner suite which can be made to suit any requirements.

100% ECO LEATHER

FREE DELIVERY THROUGHOUT UK

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Full and half containers available on request

% 6+

Discount available on orders over 6 qty

3RR+R +R, 3RR+2RR 2 SEATER + CR + 2 SEATER or any combination required

all bonded models also available in full leather

FREE FOOTSTOOL

FOR ALL NON-RECLINING BONDED LEATHER FLOOR MODELS

With only 24 hours notice you can have immediate next day pick up. Our aim is to carry stock so you don’t have to, we strive to stay within 14 days delivery.

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Lyon

Havana

3 Seater Standard +R +R Available in black, brown or cappuccino

3+2 Seater standard, 3+2 seater bed settee Available in black or brown

100% ECO LEATHER

all bonded models also available in full leather

100% ECO LEATHER

Athens

all bonded models also available in full leather

New Milano

3 + 2 Seater Available in black, white or cappuccino

100% ECO LEATHER

1299 N EW

3+2 Seater Available in black, white or cappuccino

Matching chair also available

Boston Swivel Rocker Recliner

100% ECO LEATHER

all bonded models also available in full leather

Brazil

3RR+2RR audio unit Available in black, white or cappuccino

Available in black or brown

100% ECO LEATHER

N EW

• Rotates on axis • Rocker Action • Recliner footrest

all bonded models also available in full leather

100% ECO LEATHER

all bonded models also available in full leather

Incorporating full Leggett and Platt recliner motion

Our FREE 3 year Staingard plan will give you peace of mind knowing that your suite is covered for virtually any eventuality.

WHAT YOU ARE COVERED FOR:

FREE 3 YEARS PROTECTION

 Frame warpage and breakage

 24 hours a day Claim Line

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 Broken zips, castors and buttons

 National network of professional technicians  No excess charge

YEARS

 Peeling of veneer or laminate ﬁnishes

 Bending and breakage of metal components  Failure of recliner mechanisms including electrical motors and associated electric components

divaniainternational.com

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peace of mind

01698 883001

 divaniainternational@gmail.com  divaniainternational.com Unit 2, East Station Retail Park Duke Street, Larkhall ML9 2AL

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LIVING ROOM Sylvawood Furniture

Since Sylvawood Furniture began manufacturing in 1983, the company has developed from producing small batches of waxed pine beds and tables to manufacturing high-quality, handmade, solid wood cabinet furniture ranges. The company now offers five comprehensive collections of dining room, bedroom, occasional, hallway and office furniture, all made at its Wiltshire factory, and an outsourced selection of beech and oak chairs complements these collections.

Sylvawood’s portfolio widens The latest offering, which is already proving popular, is the Cavendish Collection, which comprises dining, bedroom and occasional pieces with a painted finish inside and out, solid 24mm oak tops, soft-close drawers and exposed metal hinges and matching polished chrome handles. It is also available in solid oak in a selection of finishes, including the contemporary opaque white oil, which gives a subtle limed oak look, and the opaque grey oil which, when combined with one of the soft muted paint colours, enhances the classical understated styling of the range. Sylvawood employs materials including top, A-grade oak and pine, high-quality undercoat primers and paints plus solid wood and metal handles. The build quality is of a high standard, and utilises a mix of

Glazed linen cupboard, Antique Bedroom Collection

Coffee table, the Cavendish Collection

Two over three chest, the Cavendish Collection

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traditional cabinetmaking skills and modern machinery. Nick Pitcher, Sylvawood’s customer relationship manager, says: “British-made products are known throughout the world for being top-quality merchandise, and customers expect excellent value for their money. Sylvawood Furniture enables the retailers to offer many options – there being, for example, over 24 different wardrobes available in the bedroom collections, 25 paint colour choices, nine different oak finishes and a choice of 20 handles. “This means that their customers have a lot of choice when it comes to ordering their furniture – it’s a great USP for our retailers.

“Another thing our retailers appreciate is that we are unbranded, so it’s much more difficult for prospective customers to root around on the internet and instigate a price war between stockists.” The short lead times are also an advantage for the retailer. Sarah Hayford, Sylvawood’s MD, adds: “We work hard for our retailers by providing top-quality full-colour brochures for all of our ranges to assist with a sale. We provide free marketing in store and a graphic design service for PoS and advertising. We are proud of our customer service.” T 01985 840012 E nick@sylvawoodfurniture.co.uk

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Sylva

Serving retailers since 1982 • Choice of 30 Paint finishes • Manufactured in the UK • Free High Quality Colour Brochures • Lead Time 4-6 weeks • Choice of Handles • Competitively priced • Six Collections of Furniture in Pine and Oak • Hand finished products Contact Nick Pitcher or Sarah Hayford T: 01985 840012 F: 01985 840781 E: nick@sylvawoodfurniture.co.uk E: sales@sylvawoodfurniture.co.uk Contact us today to find out more about our six extensive ranges of solid wood Bedroom, Dining, Occasional and Home Office furniture.

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LIVING ROOM himolla

The AIS Furniture Show, taking place at Cranmore Park Exhibition Centre, Solihull from 22nd-23rd (for AIS members only) and 24-25th this month (all trade welcome) will see contemporary motion seating specialist himolla present several progressive new models …

The lift and rise of contemporary furniture

Chester lift-and-rise recliner in action

Chester lift-andrise recliner

For Sandra Gabler, himolla’s country manager for the UK and Republic of Ireland, the show represents a significant opportunity for the brand. “2016’s AIS Furniture Show will be a landmark event in the history of himolla,” she says. “Behind us, we have over 60 years of craftsmanship, including three decades of

Chester’s electric control buttons

Sandra Gabler Brock, revealing the attached battery pack

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world leadership in recliner chairs. Before us, we have the future – a range of sophisticated recline, lift and rise furniture that combines three elements, our traditional craftsmanship, contemporary design and advanced electric motion. “Our Cumuly collection, for example, offers two- to three-seater sofas and recliner chairs in a choice of eight distinctive designs, with either manual or electric recliner systems. Sinatra, Armstrong and Crosby – our EasySwing chairs – are also right on the beat, with a choice of one- or two-motor lift-andrise actions, plus a storage battery option – obviating the need for trailing wires.” As well as demonstrating how complete adjustability and smooth motion transforms relaxation, himolla will launch some new concepts for 2016 at the show – all designed to achieve the highest levels of comfort. New models include the Mosel Recliner

chair, now available with an electric option, and the Brent range of wall-hugger sofas, also complete with electric motion. They will be launching alongside the latest versions of himolla’s “market-defining” Fusion recliners. “This immensely popular collection now includes six designs featuring three motors or a four-motor lift-and-rise action,” says Sandra, “all of which will premiere at the show. All will include a storage battery option. “So, for 2016, we have redefined soft comfort. At the touch of a button!” Sandra has been in her role since July 2014, and has helped orchestrate the presentday popularity of himolla’s contemporary furniture. She boasts well over a decade of experience working within himolla UK/ Ireland, first as an apprentice, then rising to in-house office manager before being appointed to her present role. E info@himolla.com

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10-12-1

Winter is about to get cooler. SEE US AT THE AISFURNITURE SHOW

Brennand, Brent and Brock from himolla the perfect way to chill through the winter months. After a cold day you can now ease off your shoes, lie back, relax and let himolla's unique reclining action do all the work. From chairs to sofas, with both electric and manual reclining options plus a sumptuous choice of luxurious leathers and colours, our collection is not only designed to look cool but crafted to embrace you in total comfort.

Best recliner manufacturer 2015 for further stockist information please contact info@himolla.com

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LIVING ROOM Feature Focus – Collins and Hayes

Feature Focus Collins and Hayes Long-established upholstery manufacturer Collins and Hayes has evolved rapidly in recent years, demonstrating an ability to react to changing market demands with a host of well-crafted models. Creative and marketing executive Kate Delany speaks to Furniture News …

Tell us about your product offer and bestsellers We offer a strong collection of handmade suites and chairs in a great selection of on-trend fabrics and leathers, plus traditional favourites. The Conley is a true example of contemporary elegance and is our bestselling recently-launched product. Launched at Spring Long Point last May, Conley will also be with us at the NEC show this month with an enhanced fabric offer which I’m hoping will impress. With its trademark contrast piping, curvaceous arm and stylish pulls in the back cushions, the Conley is a winner and something to be proud of. There is also a big focus on the independent retailer, for whom Timeout and Bobbin are hits and continue to attract much attention. Timeout is a generously-proportioned low, sleek sofa and unit system launched in an eclectic mix of subtle geometric covering and luxury leather piping. With its ever-popular scroll arm and effortless loose cover, Bobbin lends itself to our delightfully country-styled group of upholstery. What trends are you currently experiencing? There appears to be an elevated confidence on the customer’s behalf to try something new, so we’re offering a more eclectic mix of styles and introducing modern classics as well as colours and accents from around the world. Natural fibre fabrics such as linens, cottons, viscose and wools are something which not only look the part but add real luxury to the home. Have customer preferences in this area changed much over time? Development within the company has allowed us to work more closely with our established and newer customers to deliver a more specific and tailored product to suit the requirements of each. This is proving successful, and demonstrates the company’s skills and flexibility within the marketplace. What is the main issue affecting your bestseller at a retail level? Much effort has gone into redeveloping our historic bestsellers and re-energising our product offer with new market-leading designs and improvements in quality and manufacturing processes where needed.

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Conley

This has allowed us to continue enjoying success with our more classic sofas whilst moving forward and introducing newness into the market. What are your observations on how best to retail this product? We have been reviving and improving our swatch range with natural yarn fabrics. This is a result of our unique manufacturing process, in which we do not have to back-coat fabrics, therefore enhancing the comfort and performance of the furniture. We believe this is a great way to promote the products and coverings at their best. What is your personal preference? Blending beautiful colours with natural earthy tones and texture has always been a process I enjoy. With a background in interior design and retail sales, I am always on the lookout for the wow factor, whether it be a sumptuous, natural wool fabric or a wonderfullycrafted, sleek piece of cabinetry. When it comes to furniture we lounge on, comfort versus style is the ultimate goal, with no compromise. W collinsandhayes.co.uk

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Special Sales now on

Classic model Christina available in Rose White, Black and Two tone tan leather colours, also available in pkp wood with crystal or walnut wood with crystal

Leather suite Miami available in rose white/black and black/rose white colours, for immediate delivery or collection

Leather suite Deborah available in burgundy, black and brown, for immediate delivery or collection

E E FR Leather suite Medusa, available in rose white and black colours, for immediate delivery or collection

When you spend ÂŁ1000 with us, you will get this fantastic medusa mirror for free

GP-13 complete bedroom set in solid walnut wood, for immediate delivery or collection

GP-06 complete bedroom set in pearl colour, for immediate delivery or collection

T&C apply, delivery charge apply 193-195 Balaam street, London, E13 8AA Tel: 0208 4718222 Fax: 0208 3383089 Email: sales@ready2drop.co.uk

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LIVING ROOM Hydeline Furniture

NHF Leather, through its American subsidiary Amax, has become one of the leading suppliers of high-quality leather upholstery to the US and Canadian markets over the past 15 years. Now its UK-facing company, Hydeline Furniture, is aiming for similar success in the UK market.

Hydeline Furniture targets UK market

Hydelineâ&#x20AC;&#x2122;s strategic partnership with NHF Leather, combined with its own warehousing facilities in Milton Keynes, provides the business with an efficient supply chain, allows Hydeline to offer high-quality leather sofas at competitive prices. NHF Leather, established in 1992, has over 20 yearsâ&#x20AC;&#x2122; experience of manufacturing premium leather furniture. It has a manufacturing, finishing and packaging facility in Guangdong, China, which employs in excess of 650 people and operates to impressive quality control standards. Hydeline recently implemented a new production line specifically to manufacture to UK specification and provide the production capacity necessary to target ambitious sales targets in the UK and Republic of Ireland markets.

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Hydeline’s international product development and brand development director is now based full time in Milton Keynes, and over the next two years the business plans to develop multiple models in both static and motion, and provide customers with a continuous stream of new and inspiring products. Hydeline is aiming for aggressive growth targets, through its partnership with Java Living, with the January Furniture Show being the real starting point. On the company’s newly-designed stand, Hydeline will present its leather products and aim to become a leading player in this sector of the market in the coming years. Hydeline provides comfortable, durable and stylish products and is always looking to exceed expectations. The business’ team of talented designers is constantly busy bringing new designs to life, and Hydeline offer customers both in-stock and container programmes.

Models are available both in full leather and leather with bonded leather outers, featuring high-quality craftsmanship throughout. Hydeline holds UK stock of eight models, initially in 10 commercial colours Comfort Plus Layflat

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with 15 colours available by special order for a two-to-three week delivery. To provide a high level of customer care, Hydeline has also installed state-of-the-art software systems with integrated order processing, live stock level information and logistical information. Hydeline initially launched eight models in the UK and is now refining this to four, and for the upcoming January Furniture Show – where the company will exhibit on stand 4C25 – it will launch an additional four models. These include the first-ever Comfort Plus Layflat reclining sofa in the UK market on Hydeline’s Boston recliner model. Offering comfort and the additional feature of a USB charging port, the company expects this product to be a hit within the UK market. W hydeline.co.uk

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LIVING ROOM Fibreline

Cushion specialist Fibreline has long been at the forefront of new technology in its sector, and its latest innovation, Springcore, is no exception …

Sprung cushions with a difference A stablemate for Fibreline’s popular Encore brand, Springcore cushions comprise a shaped foam core, into which small pocket springs are inserted. For the first time, a spring foam cushion can be made in almost any shape or size, without the noise of springs moving against each other, giving the patent-pending Springcore concept a huge advantage over conventional spring cushions. Springcore has a low, flat profile – commonly requested for use with some of today’s retro styles – and, like the Encore Feather and Fibre range, comes with a full four-year guarantee against sagging. Indeed, this tendency for cushions to soften was a key driver behind the development of Springcore. According to Fibreline, in time, 100% foam seats soften in use by between 20-30%, often resulting in customer complaints. Traditional spring cushions are made in one of two ways: employing spring units – strips of pocket springs glued together to produce a rectangular unit, which is then put inside a foam box, made by gluing pieces of foam together; or strips of pocket springs are placed inside a fabricated foam box. Both of these methods suffer from the following issues: the springs can move against each other, which can often be heard by the user; the foam box contains vertical joins, which are not desirable in a seat cushion; and the linear nature of the spring units limits the shape and size of the cushion in which they can be used. A Springcore foam seat instead boasts the following unique elements: a solid foam core, with no vertical joins; individual pocket springs which work independently, therefore no noise is created; the ability to locate the holes/springs in any position/distribution within the foam core; and the ability to accommodate any size or shape of cushion. Fibreline believes in a continual investment programme to keep it at the leading edge of fillings manufacturing. Established in 1982,

Springcore allows for the flexible positioning of springs within a cushion

Fibreline was one of the first companies to manufacture carded fibre cushions for use in the UK upholstery market. Over the years, Fibreline has grown to be a leading supplier of not only polyester fibre, but also feather and foam cushions. As a manufacturer of all three fillings, Fibreline has taken the lead in developing a range of combination fillings for designers trying to offer something different to the norm, and Springcore sets the company even further apart from its competitors. T 01535 606846 W fibreline-ltd.co.uk

Springcore cushions comprise a shaped foam core, into which small pocket springs are inserted

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TRADE SERVICES

Trucksmith MD Daniel Trebble, director Emma Trebble, and executive sales and brand manager Simon Partridge

Trucksmith MD Daniel Trebble

Low-loading Luton van conversions from Devon-based Trucksmith (01884 841055, www.trucksmith.com) have found a niche in the furniture industry. The company has now expanded its production facility to more than 64,000ft2 to cope with the demand for its vehicles, which has increased production to 25 vans per week. Central to the success of the family-run business has been its understanding of the industry and commitment to research and development. Early on, the company identified problems associated with payload and invested in new techniques to ensure all Trucksmith products provided an impressive payload for this class of low-loading vehicles. Vans from the Trucksmith stable include the Renault Master LoLoader, Vauxhall Movano KneeHi and Fiat Ducato Canniloader. These robust vehicles are designed around a platform cab principle rather than the more traditional chassis cab. In this design the body is wrapped around the base vehicle, with both depending on the other to provide the vehicle’s structural integrity. Unlike its competitors, Trucksmith creates the body using aluminium as standard rather than composites, which significantly reduces body weight, is stronger and increases

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PEFC is committed to improving forestry practices

payload. MD Daniel Trebble explains: “We understand that payload is a crucial issue, in the furniture and removal sectors in particular. They require volume but dealing with heavy individual items can upset the sensitive balance. “Through our innovative manufacturing methods, our low-loading fleet can achieve a payload of 1300kg, with the driver, fuel, spare wheel and toolkit taken into account. Fuel consumption averages at 30mpg fully laden, but can be significantly more on a run.” Trucksmith is an official bodybuilder for Renault and Vauxhall and has become a principal port of call for customers nationwide looking for unique designs, premium commercial vehicle bodies and the building of small and large fleets. Daniel adds: “Our latest 20,000ft2 of factory space opened in Devon in December, and has been an essential investment to enable us to meet demand for our low-loading Luton variants. We now have more than 90 staff dedicated to Luton conversions.” The findings of the latest review by the Central Point of Expertise on Timber (CPET) on public sector timber procurement policy (TPP) Category A Evidence provide assurances of the schemes enforcing legal

and sustainable timber sourcing – in 2014, both the Programme for the Endorsement of Forest Certification (PEFC, www.pefc.co.uk) and Forest Stewardship Council (FSC) were put forward for the TPP Category A Evidence certified scheme review. After an independent technical panel reviewed the evidence, Defra approved the results last September. For the schemes to meet the Category A criteria, it is mandatory to meet 100% of the legality criteria and at least 70% of the sustainability criteria. “Both FSC and PEFC have achieved scores of 100% for legality criteria and over 90% for sustainability criteria and as such are recognised as continuing to deliver requirements for both legality and sustainability,” reports Defra. “These very high scores demonstrate the significant progress made in international forest certification since the first evaluation conducted in 2004. Both FSC and PEFC have made substantial improvements to their schemes since 2010, reflected in the scores awarded. “Public sector procurers and suppliers of timber can continue to use FSC and PEFC certification as Category A evidence for demonstrating compliance with the >>>

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UK Government Timber Procurement Policy requirement to buy sustainable and legal timber.” Alun Watkins, executive director, PEFC UK, comments: “The CPET review and Defra results demonstrate that PEFC is at the forefront of responsible sourcing and sustainable forestry. Both in the UK and internationally, PEFC works hard to keep up with the challenges and real-life issues facing the broad range of stakeholders involved in the global forestry and wood products supply chain. “The global PEFC family is committed to continuous improvement to ensure our standards continue to reflect best practice in sustainable forest management.” Deliveries Direct (0161 850 3011) is a furniture-only transport company based in Warrington, Cheshire, with delivery and collection depots in High Wycombe and Glasgow. The company specialises in: trade deliveries; home deliveries including full assembly of furniture; storage; stock management; receipt and decanting of containers; and store set-ups and refreshes. The company was founded in 2004 by Peter Colcombe. Peter spent the previous 20 years working for major global transport companies in senior key account and strategic sales roles. Spencer Woods joined the company in

2010 as operations director, having spent the previous six years working in the furniture delivery industry and the 15 prior to that in senior operations roles for a major global air freight carrier. “We operate to old fashioned values, namely, if we continue to get it right, our clients will continue to use us,” says MD Peter of the company’s ethos. “We do not limit ourselves to set postcode delivery days as we believe this offers the consumer an inflexible approach and doesn’t necessarily fit in with their lifestyle commitments.” Peter is optimistic that there is scope for expansion, within reason. “Many of our clients have found us through recommendation,” he says, “therefore we must continue in our quest to provide the customer with what he wants. This will always slow our potential growth down, as finding the right calibre of staff is extremely difficult due to the nature of the work, heavy and long hours, and the trust that is put in us to be in customers’ homes for up to four hours. “Growth can only come from attracting clients who themselves have the infrastructure to ensure that their own production schedules are met, and international containers are received with the correct stock on board. “We would like to open more regional delivery depots, enabling even greater

Talalay Global’s factory in Connecticut

flexibility – such as evening deliveries up to 9pm. These facilities could also be used by local retailers to receive and despatch their goods without the need to employ their own staff or pay for warehousing.” Talalay Global (www.talalayglobal.com) is a leading global manufacturer and distributor of talalay latex, made from the purest, highest-grade latex rubber available. Committed to creating the finest and most consistent product possible, the company manufactures at its facility in Shelton, Connecticut, and uses the same process pioneered by the Talalay brothers – an elaborate method which yields consistent densities and feel and offers perhaps the largest cell structure available to the industry. Talalay Global’s high-quality latex rubber is inserted into closed moulds then sealed, frozen, vulcanised, and sent through a fivestage washing process – a uniquely-designed, freshwater, five-stage waterfall. Talalay Global is committed to maintaining, utilising, >>>

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Talalay Global employs some of the world’s purest latex in its bedding component

BJS puts new delivery recruits through extensive induction training

and preserving all of its resources, and these facilities responsibly recycle the water used. After undergoing the process, the products are tested, utilising state-of-the-art automation and infra-red technology. The company tests at nine independent locations to ensure the highest possible level of uniformity and consistency – which in turn provides superior support and tension relief in mattress components. BJS (www.bjshomedelivery.com) delivers a well-honed home delivery service to meet the needs of its clients, totally focused on customer experience and the exacting needs of the client base. BJS offers a wide range of flexible services carried out by its friendly two-man home delivery teams. The company’s main challenge is to ensure each and every team member has the ability and attitude to offer

industry-leading service, day-in and day-out. To do this, the company puts every new recruit through a rigorous three-week induction programme at its dedicated onsite training academy, giving each delivery team the skills required at every stage of the process. When BJS finds an applicant with the right attitude, it trains them in furniture handling, furniture building and the exacting Health & Safety standards required, as well as all the little things that make a big difference to doorstep customers. Only once the training has been completed does BJS allow a new recruit to become part of a two-man team – a practice which, according to BJS, results in industry-leading standards for home deliveries across the UK. For all of the discussions about how to improve a retail operation, there are few

Once fully trained, BJS’ two-man home delivery teams are well placed to offer an industry-leading level of service

dedicated to outlining the best course of action should a recovery be out of the question. Tackling this, there are three ways to sell your retail business, but only one way to do so profitably, says Chris Lynch, CEO of Lynch Sales Company (07974 209761, www. lynchsales.co.uk). “Selling to a group of employees or individual investor may preserve some jobs at the local level, but those buyers will not be willing – nor will any bank loan them enough – to pay you what your business is worth,” says Chris. “They will base your inventory value on the wholesale cost and a sizeable discount from cost, since it is not new. If you have £500,000 worth of inventory, you will be lucky to receive £350,000. “The second way is to use a business broker, who takes a commission and will also value your inventory as stated above, >>>

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Maxi Mover

is suitable for use by a spectrum of drivers, from multi-drop couriers to low-quantity, high-value product deliveries. The company offers a full range of load-securing systems to ensure goods arrive safely – from traditional hardwood lashing rails, to padded cushion panels and galvanised load lock tracking. The 4.1m Maxi Mover is a low-loader Luton van ideal for those seeking to benefit from the low-loading height combined with maximum payloads of up to 1300kg. The 2.5m internal height creates a large usable space for the stacking of products. On the road delivering everything from cabinets to sofas, the 4.5m Maxi Mover boasts a generous 24m3 volume, with big payloads of up to 1300kg. The Jumbo Maxi Mover boasts impressive dimensions, and internal height that equates to a volume of 26m3. Proving

but has a very low percentage of completed transactions. “The third – and best – way is to have a professionally-run liquidation sale, selling your inventory directly to the retail buying public, who will pay you what your inventory is actually worth! After the dust settles and the sale is completed, you will find that you have recovered your cost inventory investment of £500,000 plus a profit of £150,000 to £200,000.” Maxi Mover (01673 863300, www. maximover.co.uk) specialises in new – and quality used – low-loading Luton vans. Over 25 years’ experience in every aspect of commercial vehicles means the company can deliver quality vehicles, knowledge, service and after-sales support, from its purpose-built facilities in the East Midlands. The Maxi Mover low floor furniture van

Maxi Mover’s low-loaders offer plentiful volume for furniture deliveries

popular for those delivering beds and mattresses, businesses are seeing increases in productivity and savings as a result of the Jumbo Maxi Mover’s carrying capabilities. The unique low load height eliminates the need for a tail lift and enables the user to easily step-on, step-off during loading. In developing the Maxi Mover, the designers went back to the drawing board to create vehicles that are stylish, lightweight and built to exacting standards. Being an independent vehicle manufacturer means Maxi Mover can build low-loader vans on a wide range of chassis including Peugeot, Renault, Citroen, Fiat and Vauxhall. The Maxi Mover’s increased carrying capacity and payload, combined with lightweight body and increased fuel efficiency, means the savings go straight on to a business’ profit margin

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Lectra TRADE SERVICES

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Lectra’s Versalis leather cutting solution, on site at the company’s International Advanced Technology and Conference Centre

Together with representatives from leading UK upholstery manufacturers, Furniture News’ Paul Farley was invited to a state-of-the-art facility in Bordeaux to explore Lectra’s world-leading range of technology for the upholstered furniture market.

Making the cut Established in 1973, Lectra develops integrated technology solutions – software, CAD/CAM equipment and associated services – specifically for industries that employ fabrics, leather, technical textiles and composite materials in the manufacture of their products. A truly global company, with close to 1500 employees based in France and at 32 subsidiaries around the world, Lectra has customers in over 100 countries – indeed, many are in attendance at this annual gathering alone, at the heart of its operation, the International Advanced Technology and Conference Centre in Bordeaux-Cestas. Whilst the automotive and fashion industries account for the majority of its business, the growing furniture market remains a key industry for Lectra. The company’s unique combination of furniture expertise and innovation – covering the whole manufacturing process

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from product development through to leather and fabric cutting – makes Lectra unique, and its technology some of the best in the business. “The three markets we work in are customer driven, and the customer is taking charge once again,” says Edouard Macquin, Lectra’s executive vice-president of sales. “There’s a need for newness.” This demand drives Lectra’s considerable investment in R&D – around 260 of its employees are specialised engineers who develop design and manufacturing solutions for customers including Klaussner, B&B Italia and Ekornes. Ekornes, manufacturer of the Stressless recliner brand, now employs 11 Lectra leather-cutting solutions in manufacturing facilities in Norway and the US. “Ekornes chose Lectra for its in-depth understanding of the >>>

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TRADE SERVICES Lectra Representatives from Lectra, design agency Joly Design and manufacturer Daveluy Creation demonstrate the real-time co-operative benefits of creating a prototype using DesignConcept Furniture software

Visitors are shown how Lectra’s Vector software handles fabric nesting

furniture business and latest innovations,” comments Céline Choussy Bedouet, Lectra’s chief marketing officer. “Long term, our goal is not only to maintain performance, but to help our customers continuously improve their business processes.” Klaussner Home Furnishings, one of the largest producers of domestic furniture in the US, opted for Lectra’s advanced 3D/2D design and product development solution. Glenn Kahn, Klaussner’s vice-president of manufacturing, says: “We were looking for software that could help accelerate our development cycle time, provide clean geometry, create up-to-date technical files and standardise our process across developers.” Lectra’s DesignConcept Furniture software suite is a completely integrated 3D/2D CAD package for the design, costing and development of upholstered furniture collections, from virtual prototype to pre-production, delivering all the necessary technical documentation. This intuitive package has been designed to streamline the process of making physical prototypes, ensuring no time or money is wasted during the initial stages of upholstery manufacture. DesignConcept allows furniture companies to adhere to the designer’s original intent, whilst also respecting production constraints and cost targets. “It is often difficult to express the exact design you are envisioning, so this rendering enables us to start from a better concept, eliminate the communication gap between our groups and significantly reduce the amount of time we spend on the development process,” affirms Glenn. “The number of prototypes we create today can vary from style

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to style. With this advanced technology, we aim to get down to one physical prototype before validation on every piece we develop.” When it comes to machinery, Lectra’s cutting solutions are tailored to deal with both fabric and leather. Vector, Lectra’s fabric-cutting range, is a high-performance tool which blends technology and software to improve speed and optimise efficiency, and is suitable for both limited series and mass production. Versalis fulfils a similar remit, but for the cutting of leather, incorporating flaw identification alongside the nesting, cutting and offloading processes. Following a purchase from either range, customers can rely on the ongoing support of Smart Services, including predictive maintenance via international call centres and support from Lectra’s network of experts. According to Italian research agency CSIL, production in the upholstery market has grown by 45% since 2009, and now accounts for around 15% of the world’s furniture production. CSIL estimates that the UK is responsible for around 3% of the world’s upholstery output. Fabric production accounts for about 75% of the UK’s output, and leather the vast majority of the remaining 25%. CSIL predicts that the UK industry will grow by 2-3% over the coming years – lower than the global average of 4.1%, but a positive outlook nonetheless. Given this forecast, the time would seem ripe to invest in technology that facilitates faster and more profitable, efficient and responsible upholstery production. W lectra.com/en/furniture

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TRADE SERVICES ZigZag

ZigZag, a new system that handles furniture business management, recently went live at Leeds retailer Millhouse Furniture. According to ZigZag MD Peter Holdich, Millhouse has been instrumental in helping develop the latest version of the software, oﬀering advice on the features and enhancements a modern furniture retailer needs …

Millhouse helps ZigZag develop a comprehensive retail package Millhouse wanted a system that could handle all the day-to-day aspects of its business, including linking into its accounts package Xero, as well as an easy way for its offsite warehouse to be able to link into the same system. Being a cloud-based system, ZigZag does not rely on a conventional network, just the internet, so, wherever the user is – in the showroom, the warehouse or even at home – they can log in to ZigZag and check the many things that it can control. Being a company that prides itself on customer service and being able to provide an enjoyable experience, Millhouse was very keen on the presentation capabilities ZigZag has – by using the tablet/mobile interface, staff can sit with a customer in the showroom, and, using the in-store iPads, quickly view the pricing, dimensions and stock of a particular item or range. If staff need to show their customer more in-depth images, they can use the slideshow that comes as part of the pro package. Once the customer has selected the items they want, their order can be placed just by pressing a few buttons. For the more complex day-to-day tasks of purchasing, stock, service issues, deliveries and reporting, the clean ZigZag interface helps the user through all the processes. Millhouse is keen to make sure that its suppliers are providing the expected level of service, so once an order is taken, a simple click can create the purchase order and, using ZigZag’s built-in email capabilities, send this off to the supplier. Millhouse can then monitor the purchase orders that have not been confirmed, and when they have been, they can upload the confirmation into ZigZag so that they have it to refer to. When the supplier books in to Millhouse, they can notify ZigZag so their warehouse knows what is coming in and when. Finally, at the time the warehouse receives the goods, ZigZag sets the customer’s order as ready to deliver. The warehouse at Millhouse now benefits from the delivery run aspect of ZigZag. The daily deliveries are built by creating a run for that particular day, and then the delivery-ready orders can be added and positioned in the order they will be delivered. ZigZag will even create a map and make the user aware of approximate timings. From here they can batch print all their picking and delivery notes and, once complete, all their invoices. If they use one of the cloud-based accounts packages that ZigZag supports – as Millhouse does – the invoices and payments will be instantly updated too. To benefit from the significant online business available, Millhouse chose Wakefield-based Go Media, a company whose experience in creating dynamic ecommerce websites – with the added advantage of marketing expertise – offered what Millhouse needed to move into this market. Go Media and ZigZag worked closely so that now the front-end ecommerce site seamlessly integrates with the functional back end. ZigZag looks after all the products and images, so they are all inputted only once, cutting down on errors. Also, if the retailer has a

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Millhouse Furniture’s Rob Whitehouse with ZigZag’s Peter Holdich

From delivery routes to sales analysis, ZigZag offers several features essential for long-term growth a promotion, they can easily use ZigZag to tell the front-end site what the prices are, and when it starts and ends. Once a customer places an order online, ZigZag receives the order directly from the website and has it ready for Millhouse to allocate stock or create a purchase order. From being able to see bestsellers, or comparing stock levels, the reporting capabilities of ZigZag are set to benefit Millhouse hugely. The retailer can even schedule them to be emailed at selected intervals, with the more important ones saved to its ZigZag desktop for quick reference. Millhouse uses the pro version of ZigZag, which varies in price according to the number of users on the system. A basic version, ZigZag lite, is also available. T 0115 87 00 994 W zigzagsystems.co.uk

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TRADE SERVICES Augment

Visitors to Maison&Objet in Paris this month might stumble upon the Augmented Reality Lab, a conference and consultation hub run by business startup Augment. With Augmented Reality (AR) technology fast becoming a mainstream selling tool, Augment describes the possible applications for the furniture retail industry …

Augmented Reality for furniture retailers

The Augmented Reality Lab, located in hall 6 of Paris Nord Villepinte during Maison&Objet, aims to give interior and furniture designers an opportunity to learn about and test AR technology and its applications

AR is a technology that overlays digital information – such as images, 3D models and videos – in a real-time environment. Specifically, AR enables one to overlay 3D models of one’s products in the real environment at any time, from the convenience of a smartphone or tablet. AR can be integrated into a website, or used in an app, to elevate consumer interaction, and make the platform more meaningful to the customer – and thus more lucrative to the business. In the furniture retail industry, augmented reality is already being adopted to increase customer engagement and sales, and to reduce costs by eliminating the need for physical prototypes. Businesses are using AR to elevate their existing 2D print materials, such as product catalogues, by turning them into virtual product showrooms. Customers are invited to scan augmented product catalogues and brochures using an AR mobile application such as Augment. This enables them to access the retailer’s entire showroom of 3D product models. Shoppers can then overlay the 3D product models in the real environment, to test the fit and look of the products at home before they buy. An example – Northern Lighting specialises in the design and manufacture of premium lighting. The company uses Augment to

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“AR integration facilitates the path to purchase – it helps eliminate the guesswork of adding new furniture, and helps the customer buy with more confidence” link its 2D catalogue to its virtual product showroom, where its entire lighting collection is available in 3D AR. After downloading the free Augment app, customers scan Northern Lighting’s brochures to try all of the lamps in scale in AR from the comfort of their own homes before buying. Northern Lighting’s entire augmented product line is accessible to its clients from anywhere, at any time. AR technology makes it possible to present an entire furniture collection in an interactive, 3D format. This increases convenience for the customer, and can foster more engagement than traditional 2D print materials. By implementing such technology, furniture retailers can also save on funds typically allocated for costly physical samples. One of the most powerful and compelling elements of augmented reality is the ability for customers to visualise exactly how furniture pieces will look and fit (to scale) in their homes. Retailers are already embedding AR buttons on their ecommerce websites. By using AR technology, furniture retailers

can overcome the common customer hesitations and objections people have during the purchase decision-making process, by giving them the ability to visualise the piece they like, and see it in their own home. AR integration facilitates the path to purchase – it helps eliminate the guesswork of adding new furniture, and helps the customer buy with more confidence. Integrating AR into sales and marketing is straightforward using platforms like Augment. To get started, retailers upload their 3D product models to Augment – either manually by exporting a Collada or OBJ model, or by using an Augment plugin, available for popular design software. Once the 3D furniture models are uploaded, retailers can create interactive print materials like catalogues, or embed buttons on their web stores, with ease. AR technology is changing how people shop, and Augment can help add impact and value to a furniture retail business while elevating customer experience and satisfaction. W augmentedev.com

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DESIGNER Rob Scarlett Meets … Kirsty Whyte

meets ... Rob Scarlett Kirsty Whyte

Limpet Hook, Made.com

Design underpins this industry, regardless of one’s place in the market. While creating something from nothing can appear to be the province of high-end European designers, the UK has a core of solid, hard-working creative professionals that keep the industry alive. In this exclusive series, Rob Scarlett of Scarlett Design UK goes in search of the unsung heroes of the industry to find out what makes them tick. This month, Rob meets the product and design manager of Heal’s, Kirsty Whyte …

Kirsty Whyte

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Award-winning UK designer Kirsty graduated from Nottingham Trent University in 2003 with first-class honours in Decorative Arts, in which she specialised in kiln-formed glass. After exhibiting at New Designers, Kirsty was invited as an international guest student to Kalmar University, located in the famous Kingdom of Crystal in Sweden. Kirsty has exhibited at the likes of Stockholm Furniture Fair, Maison&Objet, London Design Festival, 100% Design, Salone Satellite Milano and Tortona Milano. For several years she worked at Habitat, where she gained valuable experience in many areas

of retail and design. She has also interned for Tom Dixon and Raw Edges. While working for Made.com as design product manager she was based in Shanghai for a year, working directly with manufacturers. Now London based, Kirsty is the product and design manager for Heal’s, where she works on in-house design briefs across furniture and upholstery, and manages the annual Heal’s Discovers initiative. Kirsty has had items manufactured by Made.com, Modus, Heal’s and Normann Copenhagen, and has freelanced for Dwell, Next and BHS. W kirstywhyte.com

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Rob Scarlett Meets … Kirsty Whyte DESIGNER

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Some non-creative people find it hard to see the value and understand that the design process is organic and sometimes slow”

On Kirsty

What was the most valuable part of your education? I think I have learnt the most while working directly with a material, be it modelling a scale maquette or blowing glass. From school, university and into my own studio I try to be as hands-on as possible, as understanding what a material can do has made me a better designer, and I continue to learn. Where might I have heard your name before? I’ve done a lot of freelance work for UK home retailers, but you’re an unsung hero for those projects. I’m currently the Heal’s product and design manager, so have worked on a lot of in-house ranges such as Abacus, Novak, Cocoon and Pinner (autumn/winter 2015).

I’ve also had products retailed with Modus Furniture, Normann Copenhagen and Made. com. What was your first design job? My first proper design job was when I set up my own design studio in January 2009, where I created my own briefs, and designed, developed and sampled three ranges which I exhibited at the Milan Furniture Fair in April that year. What are you working on right now? Furniture-wise I’m fully focused on developing the Heal’s spring/summer 2016 projects and designing for autumn/winter 2016. I also have a very exciting personal project – launching a design and lifestyle brand, Freedom To Exist (FTE). There are three founders, and I’m the creative director – >>> watch this space!

Pinner, Heal’s

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Pinner, Heal’s

On design How do you mentally prepare yourself for work each day? I’m a big fan of ‘to do’ lists, detailing mustdo items for the day and then longer-term targets. It also depends on what I need to do for the day – if I have to be creative and get sketching, I try to avoid emails and admin, and find a quiet creative space. A blank sheet of paper can be daunting – what inspires you to fill it? I never use the first page of my sketchbook – no idea why. But I like to sketch quite big, so use A3 layout paper, so I don’t get too precious. Sometimes it’s just about getting the idea out of your brain and down on paper – then I can finesse and improve later on. It always takes me a few sketches to find my

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“

I don’t have an issue with affordable design, but that doesn’t have to stop it being original”

stride – the first few usually don’t make the cut. All sorts of things inspire me when it comes to design – I’m always snapping away on my iPhone (as my Instagram account would attest) – from architecture, to vintage finds, to the material itself. There’s always pressure to compromise designs to make them commercial – how do you maintain your quality despite those pressures? I do find that designing for a retailer, under tight time limits, and delivering a commercial design that is innovative and new – and not too scary to a customer – is one of the hardest challenges. As a designer you want to push the envelope, innovate and experiment. I tend to save this for my own personal projects, when I have the luxury of time to prototype and prototype again. Whenever I have the

opportunity to lecture at universities I try to reiterate to all the students that they should take full advantage of the amazing facilities they have and the time they have to experiment. Commercially, I think the key is in getting the details and quality right, so the customer can see the value in the product and design. Having worked in all fields of retail, from being a customer, to serving customers, to designing, I feel my experience gives me a good platform of knowledge when it comes to what makes for a commercial design. Which area of your work do you enjoy the most – and the least? The most exciting part of any project is the initial stage. I love the excitement of collating inspiration and sketching. The best part is seeing the design in ‘real life’, getting the glimpse of the first prototype. I also really love the press shows, where all the hard

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work is done and the products are on display looking beautiful, and then you get the opportunity to tell the visiting press all about it face to face. The thing I dislike the most are the long, unsociable hours spent flying to factories around the world. It sounds exciting and people say “have a great trip” or “hope you have a good time”. The reality is you could be in a factory anywhere in the world, and don’t really get to explore outside it! Describe one of your favourite designs, and explain why it inspires you That is such a hard question! There are so many amazing designs out there, new and old. I’ve always been influenced by the greats – Charles and Ray Eames, Finn Juhl, Jean Prouve. Also, design studios like BarberOsgerby or the Bouroullec Brothers. I will go with Greta Grossman’s Gräshoppa Floor Lamp, first produced in 1947 and still being retailed today by Gubi. It is so timeless and looks great in all sorts of interiors, with its subtle and functional detailing. Which is your favourite designer retailer, and what are they doing right?

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"Sometimes, developing a design for years, just to get it right, seems seems simple to the outside world"

Of course, working at Heal’s makes my experience with the brand quite personal. Even though it has been on the high street for over 200 years, it hasn’t rested on its laurels at all. Heal's continues to innovate and work on exciting projects like Heal’s Discovers, Craft Market and, most recently, Swedish Summer, a pop-up event. As a customer, though, I’m more likely to pop into Habitat. I also visited the lovely new Hay shop in Bath recently – plenty of things caught my eye!

On today’s furniture market Pick three words that sum up UK domestic furniture design today Improving, diverse, flexible.

What aspects of it make you despair? And, conversely, hopeful? Copies (cheap knock-offs)! I don’t have an issue with affordable design, but that doesn’t have to stop it being original. Also, poorly-made products sold at a premium to unsuspecting customers. I feel there is so much more choice out there now for customers, with emerging brands like Swoon editions, Made.com and sofa.com. Houses can be personalised and refreshed at a lower cost these days, and with blogs and social media like Pinterest and Instagram there is inspiration everywhere – that’s a real hotbed (and outlet) for designers. Do you feel the industry adequately supports designers? After university I studied in Sweden, and their approach to design and design students was totally refreshing – a truly open-door policy, and opportunities to work alongside huge established brands. The UK is getting there, but with previously part-grant-funded companies like Hidden Art, The Metropolitan Works and Out Of the Dark no longer here because their funding dried up, we really could do more. What’s the last design that really caught your eye? I spotted the Growth Plant Pot by Begum and Bike Ayaskan, which is a really simple concept of having an origami plant pot that expands as the plant grows. What’s the future of furniture design? Well, I don’t think it’s all about CAD-CAM and 3D printing. It’s amazing, and useful, but I don’t think it will replace craftsmanship >>>

Ready, Normann Copenhagen Abacus, Heal’s

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Cocoon, Heal’s

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and traditional materials. I think we will find a good synergy, also including innovations in materials. I also feel that customers are getting more design savvy, with an awareness and appreciation for well-made design with provenance that they can invest in and keep for years to come.

On the industry Which industry event or platform gives a designer the best step up? I think it depends on the direction the designer wants to go. If they want to be a designer/manufacturer, then exhibiting at events like Designjunction and Salone Satellite are best. But if the designer wants to have their work sold by retailers, I think the first point of call should be trying to design in-house to see how the industry works, and understand what is involved in getting a product into that shop window.

“

What design website do you visit most often? Dezeen, Confessions of a Design Geek, It’s Nice That, MocoLoco … but to be honest, I never really have time!

I feel manufacturers are really starting to see the value in designers and are much more welcoming of the opportunity to work with them”

What’s the biggest challenge you face? Designing and developing under the pressure of time. How do you think the industry views designers? I feel there is a real mix. Some non-creative people find it hard to see the value and understand that the design process is organic and sometimes slow. You don’t just put pen to paper and you’re done – a lot of research and thinking time is involved. For retailers like Normann Copenhagen, design and designers are key to every product they release. Sometimes, developing a design for years, just to get it right, seems seems simple to the outside world. I feel manufacturers are really starting to see the value in designers and are much more welcoming of the opportunity to work with them. They can see that this is the way they can stay a step ahead of their competitors, especially in the current economic climate.

Novak, Heal’s What advice would you give to young designers just starting out in the industry? Work hard and say “yes” to everything. Experience is key – even if it’s a project or brief you aren’t hugely inspired by, you’ll be sure to learn something that you can use in the future

Rob reflects … “Kirsty is quite right when she says it’s important to keep focus on commerciality. Unfortunately, this means we don’t always fully flex our creative muscles. Designers need to be creative, like fish need to swim, so having other avenues for your creativity – be it self-directed designs, painting or music (I run a music festival) – is really important. “Often when designing commercially you’re not only looking for a detail to encourage someone to buy the design – you’re looking to avoid reasons for someone not to buy it. Experimenting with shape, texture and colour is of course fun, but a designer has to remember that the consumer hasn’t experienced nearly as much design, so will naturally be much more conservative. It is their money after all! “‘Commercially, I think the key is in getting the details and quality right, so the customer can see the value in the product

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and design,’ says Kirsty. Exactly that. So much of a design is in the small details that I often describe myself as a ‘detail designer’ rather than a furniture designer. "We’re not here to revolutionise the furniture industry by designing the first anti-gravity table – we design the details, and the combination of the individual details creates the whole (hopefully cohesive) design. Which, as Kirsty says, is hopefully ‘not too scary’! “So much of the success of a product, however, is not only down to the design itself but also to the quality of the manufacturing, and the way it is sold and merchandised. I would admit to some frustration is the past with the disjointed way my designs have been produced and sold, retaining little of the intention and quality inherent at the start. “A designer not only has to produce a great design, but they must make sure it is manufactured correctly. They must

work with a factory so it can fit with their production whilst retaining the important design features. Then they must work with salespeople and the merchandiser to ensure they understand the message they’re trying to convey. “Being a designer is more complicated than you might think. But I wouldn’t do anything else.” Scarlett Design was established in early 2010 by British designer Rob Scarlett, who began his career when he was named the 2003 Young Designer of the Year. Subsequently, Rob has played a key role in the design teams of some of the best-known brands and businesses in the UK furniture industry, including Willis & Gambier, Nathan Furniture, Mark Webster and Yinihome. He has also enjoyed success with ranges launched through UK retailers such as Heal’s, Marks & Spencer, Furniture Village and John Lewis. W scarlettdesignuk.com

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DESIGNER In Design – David Wilson

Furniture designer David Wilson launched his furniture design and manufacturing company Dovetailors in 2004, and applies a clean-lined engineering approach to his designs, with a focus on well-crafted furniture that is both functional and striking.

In Design: Burr oak console table, David Wilson “Function is prime, with design built around it – furniture design without function is useless”

Training: David has a PhD in Engineering from the University of Essex and worked as a design engineer and system architect before becoming a craftsman and furniture maker. E david@dovetailors.co.uk

“This piece is a really good example of how new technology is enabling previously impossible designs to be realised”

“The console table was designed to be a showpiece for an entrance hall”

“The lift lid allows quick access and the pivot drawers are cleverly concealed when shut and a delightful mechanism to open”

“The console is made in oak and burr oak with ebony stringing”

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DESIGNER Heimtextil's trend forecast

A sense of things to come Established textile industry event, Heimtextil – returning to Frankfurt from 12-15th this month – has again delivered a well-rounded set of furnishing colour and material trend predictions for 2016/17. This year’s Theme Park concept, Well-being 4.0, saw Heimtextil’s trendtable headed by US trend analyst WGSN Group … “We need to find ways of connecting what’s natural with what’s artificial. In addition to respecting technology, we have to ensure that natural materials and hand-crafted products have a place on the design shelf of the future too,” comments WGSN’s Lisa Douet on the central challenge of creating Well-being 4.0, a concept named after industry 4.0, a term describing the fourth industrial revolution, embracing contemporary automation, data exchange and manufacturing technologies. “Well-being 4.0 is all about textile furnishing that exudes an aura of relaxation and calm,” Lisa continues. “Everything will be geared towards offering a better life and greater wellbeing. At the same time, technology and science, intertwined with textiles, play a key role. The number 4.0 stands for smart, digital and customised solutions. In a nutshell, the idea is to trigger positive feelings and responses to stimuli at the touch of a button.” Well-being 4.0 offers a snapshot of diverse pioneering projects within four key themes, as well as a palette of the on-trend colours identified. There is a special focus on the use of plants in appealing to the senses, a spotlight on valuable minerals and therapeutic textiles, and a definition of the colours which help deliver a feeling of wellbeing. The Theme Park will be presented as a stand-alone platform in hall 6.0 of the Messe Frankfurt venue during Heimtextil. W heimtextil-theme-park.com

WGSN’s team of trend analysts supervised the design of this year’s Heimtextil Theme Park in Frankfurt

Protect This trend predicts a clean aesthetic, or crisp, understated design. It goes hand in hand with a versatile range of wellness products and detox programmes. As a valuable and rare commodity, silence takes centre stage, becoming an antidote to a world whose inhabitants are constantly connected, and increasingly feeling the desire to switch off. The trend is all about protecting people’s physical – and, more importantly, psychological – needs. Protect envisages a growing urge to unplug, meditate and cocoon within a range of soft surfaces and understated shapes, dominated by clean white and black, plus muted accent colours.

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Heimtextil's trend forecast DESIGNER

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Enrich Enrich places the focus on opulent and highly-decorative elements, which blend cultural references with the past and future. Ornamental ensembles and shimmering, classy, eye-catching materials in superb, rich colours such as plum and crimson, rich with metallic gold, brass and bronze elements, evoke a hint of the orient, whilst iconic patterns reinterpret classicism with grandeur. Sophisticated and luxurious, this trend is rich, theatrical and indulgent.

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DESIGNER Heimtextil's trend forecast

Energise People use technology to boost their feelings of wellbeing. The borders between being online and offline are becoming blurred, and the digital world is encroaching on the physical world. In this process, light is becoming a new way of creating intangible shapes and highlighting dynamic contours. The trend’s colour spectrum moves between strong and weak contrasts, while, at the same time, bright and virtually fluorescent colours operate alongside darker, electric-blue shades. This high-energy trend livens up an aesthetic with intense brilliance and gloss, kaleidoscopic patterns and fun, athletic designs. Dazzling, vibrant electric hues evoke futuristic sportswear – laser-cut, geometric and futuristic.

Nourish Urban and natural landscapes converge to spawn a new, sustainable world – the focus of this trend is on making areas green. Its colour palette celebrates the beauty of greens, as well as dark browns and greys, in harmony with elements such as soil and stone. Natural materials are coupled with pioneering design. Handcrafted products play a special part in the process by accentuating the beauty of the source. Organic, natural and highly textured, Nourish is best reflected where nature meets modernity, such as rooftop gardens, and homewares and cleaning products made from natural materials.

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DESIGNER Round-up 1. Planks collection, Max Lamb Designed for Benchmark, Planks is modelled on working furniture such as the carpenter’s workbench – in particular 17th and 18th century English country furniture. Common to all is the additional function of storage to which legs are attached, reducing clutter on the worksurface. Planks acknowledges the fact that a milled tree yields boards of varying widths, utilising multiple sizes in the construction of each piece of furniture. Three wide planks side by side offer a generous surface with uninterrupted woodgrain. W maxlamb.org 2. 6061 Series bed, Matt Muldoon Canadian furniture designer/fabricator Matt Muldoon of Knuckles Industries has developed a limited edition collection of mechanical industrial furniture the 6061 series, which includes a solid aluminium bed, several tables, a desk, a wardrobe, a bookshelf, a stool, and hallway bench. With no front or back, and no headboard, this versatile bed can be situated anywhere. The series was created from 6061 aircraft-grade aluminium with stainless steel bolt connections. W knucklesindustries.com 3. St Hugh’s desk, Simon Pirie and Tony Portus Commissioned by the Dickson Poon China Centre Building at St Hugh’s College, Oxford, designers

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Simon Pirie and Tony Portus drew on the subtle oriental influence of the college’s architecture to create the St Hugh’s desk, a light, elegant yet sturdy solid oak two-drawer piece. The desk, which was awarded a Design Guild Mark last year, is available through Makers’ Eye, an online gallery for bespoke designs by some of the UK’s leading independent furniture makers. W makerseye.co.uk 4. Gears table, Bruce Gray This one-of-a-kind coffee table by LA-based sculptor Bruce Gray is made from 35 industrial-sized gears in steel, stainless steel and brass. The welds are all hidden on the bottom, to make it look as if this piece could move and have some function. W brucegray.com 5. Maker’s Trestle, Lola Lely Commissioned by innovative maker network The New Craftsmen, designed by Lola Lely and made by Benchmark, the solid oak Maker’s Trestle – a patchwork of stained and ebonised oak, brass detailing and refined craftsmanship – is a distinctly modern interpretation of the form which takes inspiration from denim workwear and the Japanese textile tradition, boro, and so features an attractive patchwork of coloured stains in indigo, dark grey and black. W thenewcraftsmen.com

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Beige Bedroom Stool available in pink upholstery

Blue Bedroom Stool available in green upholstery

Most ranges available upholsered and leather Rockers and grandfathers available in beech and colonial hardwood All Farmhouse chairs are available in standard and wide seat and Carver design Chairs, tables, cabinets and occasional furniture available in Oak, Beech and Pine

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SEE US AT THE JANUARY SHOW, HALL 4 B50 Reliability, service and a total understanding of the comfort market

CORE PRODUCTS

DISTRIBUTOR FOR NORTHERN & SOUTHERN IRELAND

core

Core Products are an established supplier of flat packed furniture to products the trade. From our base in Scotland we supply retailers throughout England, Scotland and Wales as well as overseas distributors. An opportunity exists to develop in Northern and Southern Ireland selling and / or distributing our furniture products. www.coreproducts.co.uk | 01738 630555 Warehousing and distribution facilities are a pre requisite along with the desire to capitalise on a proven, successful collection of flat packed furniture products. The ability to deliver to customers throughout the territory is essential, whilst the sales route can either utilise our existing sales operation or be run independently.

CONTRACT SALES AGENT REQUIRED

Leading contract bed specialist, Slumberdream Contract Division, is looking for an experienced Contract Sales Agent. One of the UK’s leading bed manufacturers is expanding its sales force, we are a bed manufacturer established for over 25 years. We require enthusiastic and motivated contract sales agent across the UK areas. The candidate must be experienced sales professional, ideally well connected within this highly competitive market and have established industry contacts. Only self-motivated and enthusiastic people need apply. It is an outstanding opportunity. Please send your CV to Mr S Hussain Director Slumberdream Contract Division, Slumber House, Albion Road, Sparkhill, Birmingham, B11 2NR Email: sharez@slumberdream.co.uk

Official Members of Interested parties are invited to contact Stuart Wallace in the first instance by email at stuartwallace@coreproducts.co.uk

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BFM ..............................................6 Aerofoam ................................ 235 AIS Furniture Show ................. 41 Alpha Designs........................ 105 AM............................................. 46 Anji Chair Co .......................184-5 Artmart..................................... 61 BJS ........................................274-5 Bluebone ................................ 115 BM Direct.............................69-72 Boyteks ................................264-5 Breasley Consumer ............204-5 Britwrap ................................. 271 BulgarianFurniture................ 250 Carlton Furniture .................. 100 Casa Bella ............................... 302 Charltons.............................20-21 Classic Furniture........... FC,insert Collins and Hayes ................. 90-3 Comfort Zone Sofas................. 85 Cords & Cables ....................... 301 Core Products...............246-7,302 Crest ........................................ 251 Danalight ............................... 141 DB Mirrors.............................. 109 Dealers.................................... 303 Decorative Panels .................. 273 Divania ................................252-3 Dormeo................................... 135 Encore ................................ 29,300 EUF .......................................... 283 Exclusive UK .......................... 173 Febland Group ....................... 215 FIRA......................................... 272 Flexiload ..............................170-1 Flintshire Furniture ............... 186 Forte........................................ 157 Furmanac ............................208-9 Furniture Clinic........................ 56 Furniture Origins..................... 97 Furniture World ..................... 245 Gallery Direct ........................ 75-7 GD Sports ............................... 297 Global Home .................................

Advert index 8-9,36-7,58-9,120-1,132-3,150-1 Greenwood Retail .................. 149 Heico ......................................... 98 Heritage Furniture .............136-9 HFS .......................................... 244 Highgate Beds ....................... 191 himolla ................................... 257 Home of Beds......................... 131 Homestyle GB .....................126-7 Hypnos ................................... 223 IAFP ........................................... 11 Iain James............................... 101 Ideal Products .....................144-5 IFC ........................................... 161 IFD ........................................188-9 IFEX ........................................... 34 IFFS............................................ 33 Indian Hub ......................119,217 Indus Valley ........................166-7 January Furn Show .............. 82-3 JTW ......................................158-9 Julian Bowen.......................162-3 Kaydian................................... 195 Kaymed................................... 229 Kelston House ........................ 111 Kettle Interiors .........51,53,55,57 Latex Wholesale .................... 281 Lebus ...................................... 263 Legin Mirrors ......................... 250 Light & Living .......................... 47 London Fabric Show ............... 24 Lynch Sales Co ....................... 291 M7 Polska ............................... 109 Mammoth Tech...................... 231 Maxi Mover .............................IBC Metal Beds......................42-3,225 Midland FA ............................. 293 MIFF .......................................... 27 Morplan .................................. 276 Myers Beds ............................. 233 Northpoint ............................... 13 Panacea................................176-7 Paulus & Brown ..................... 219 PEFC ........................................ 268

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Pharmore ................................ 116 Rauch ...................................... 123 Ready2Drop............................ 259 Rest Assured .......................242-3 Retailsystem .......................... 109 Rowico .................................102-3 Royams ................................284-5 Sareer/Bodyease .................220-1 Scan Thor ................................. 87 Sealy.....................................226-7 Seconique ............................... 153 Sen Furniture ......................... 129 Shankar ...............................196-7 Sherborne............................... 203 Signature Living .................... 183 Signature Sofas ...................... 249 Silentnight ..........................236-7 Slumberdream .............180-1,302 Slumberland........................... 241 Smart Trading ........................ 146 SoftNord ................................... 99 Spring Fair ................................ 45 Steely Products ...................... 267 Steens Furniture ...... 192-3,200-1 Stroolmount ........................... 128 Sweet Dreams ........................ 174 Sylvawood .............................. 255 Talalay Global ........................ 270 TCS ............................... IFC, BC,19 The Furniture Awards ........... 147 The Insert Co ......................... 272 TIFF ........................................ 48-9 Time Living ............................ 199 TMF ......................................... 279 Top Drawer .............................. 15 Trucksmith ............................. 269 Wiemann .................................. 81 Wood Bros ................................ 95 Woodman Chairs ................... 165 World Furniture (NI)............. 63-5 WWFS ..................................... 187 XYZ Agencies ......................... 107 Yearn Glass ............................. 113 YOTFC ..................................... 299

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CASA BELLA FURNISHINGS Manufacturers of inspired fabric sofas & chairs

www.casabellafurnishings.co.uk Due to a huge demand on our zodiac model we have now extended our promotion. 3+2 set from £450+vat. Choice of fabrics Trade showroom now open with prices from £450-£995 Large range of designer fabrics to choose from including Warwick fabrics, J Brown fabrics, Cover-Tex and many more. Tel: 01254 661661 | 07720 073043 Fax: 01254 661802 Email: casa.bella@btconnect.com

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Deale

WANTED To complement our existing stocks of the unusual items that we already import we are now also looking for your: End of lines - EX-DISPLAY STOCK - previous season lines - PROTOTYPES - overstocks redundant stocks - cancelled orders of:Furniture, furnishings, garden furniture and accessories, TOOLS, gift ware, kitchen ware plus any other items considered

We see - we deal - we pay Phone: +44 (0)1743 761241 Email: dealers@dealers-uk.com Fax: +44 (0)1743 761442

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LAST WORD Edward Tadros

Edward Tadros Chairman, ercol Founded in the early 1920s, the ercol brand has become synonymous with great design combined with functionality. ercol has a strong British heritage, and today’s models are created within its design studio in Princes Risborough in the English Chiltern Hills.

How did you enter the trade? I feel like I’ve been in it pretty much since birth. When I was eight or nine my grandfather Lucian Ercolani used to come and stay with us and he would take me out – we would go and look at the beautiful doors of the Georgian buildings in the old town of Poole in Dorset. My reward was dinner with him in a restaurant in Poole somewhere, when we had fresh fish just caught in the bay. Much later I trained as a designer in the then Kingston School of Art and my fate was sealed. Who is your inspiration? ercol was founded by my grandfather who has been a huge inspiration my whole life. What has been your career high point? My career high point has to be the re-creation of ercol for the 21st century. We moved into the new building in 2002 and began a process of rejuvenating the company for the future, which is, and will remain, an on-going project that progresses more and more each year. ... and low point? The low point was the middle of the first decade of the 21st century when the project seemed slow to get off the ground. If you had to start over, you’d probably pursue which career? I had always thought I would like to be an architect, but I am very glad I am not. There can be few careers that give such a mixed and varied life as mine. Describe a typical working day The great thing for me is that there is no

typical working day – they are all different and all very rewarding. Sometimes I’m in the factory all day, other times I am out visiting customers or looking at furniture and designs. I’ve been very involved in helping to re-invigorate our international business which has involved a lot of travelling, which I find fascinating. What date on the business calendar do you most look forward to? I enjoy the shows. I have always been involved in the design and preparation and the build up of the shows from Birmingham, Paris, Milan, New York, Long Point, London Design Festival and so on. I also look forward to the arrival of new machines in the factory. We have just installed a new five-axis CNC machine which continues our commitment to manufacturing and should give us substantial efficiencies in our processes. What is the most important issue affecting your business right now? Our challenge is always to try and keep the ercol brand name as the go-to name in the mind of the furniture buyer. Which company do you most look up to? I admire companies who bring design and manufacturing and integrity together in one product or range of products, and there aren’t so many! What would you most like to change about yourself? To be much physically fitter! I have rather committed to getting there as I have agreed to join the Worshipful Company of Furniture

“There can be few careers that give such a mixed and varied life as mine” Makers’ next Masters Outing which is a cycle ride from London to Bordeaux in September 2016. As chairman of the trustees I wanted to support this particular fund-raising effort which is aiming to raise £50k. The charity now gives away substantial sums for welfare, education, and training for people in the industry young and old. What do you enjoy most about working in the trade? The personalities and the very personal way the industry exists. I have never worked in another industry but I find it hard to imagine that others are as close-knit as the furniture industry always has been, and I hope always will be! Leave us with an industry anecdote please! There is a very old story going back to the days when furniture retailers were often also undertakers. I had an old friend who was one of these retailers, and he used to tell the stories of how when they assembled coffins they used to take the labels off the mattresses and stick them inside – names like Rest Assured and Sleepezee!

Career digest 1973 – Joined ercol 1979 – Joined Furniture Makers’ Company 1986 – Production manager, ercol 1986 – Production director, ercol

“I have never worked in another industry but I find it hard to imagine that others are as close-knit as the furniture industry always has been, and I hope always will be!”

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1994 – Chairman, ercol 2005 – Master, Furniture Makers’ Company

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Edward Tadros LAST WORD

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