The essential guide to the UK domestic furniture and furnishings trade #349 April 2018 | www.furniturenews.net
TT Collection, Kettle Interiors MODERN CLASSIC Radius stands the test of time
FrontCover349.indd FN349_Pages.indd 1
TALKING TECH Engaging the modern customer
END OF THE ROAD Have agents had their day?
20/03/2018 22/03/2018 09:35 10:51
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3
INFORMATION ON THE COVER
‘These ranges are a riposte to the side of the industry that’s all about fast fashion and the perpetual push to remain on trend”
Editor-in-chief Paul Farley 01424 776101 paul@gearingmediagroup.com Twitter @FurnitureNewsED Sales & marketing director (Furniture News portfolio) Sam Horscroft 01424 776100 sam@gearingmediagroup.com Twitter @FurnitureNewsAD Sales executive Caroline Littler 07861 231461 caroline@gearingmediagroup.com Production manager James Ash 01424 775304 james@gearingmediagroup.com Production assistant Mike Beales 01424 775304 mike@gearingmediagroup.com Digital production assistant Nyall McCurrach 01424 775304 nyall@gearingmediagroup.com Copy administrator Steve Merrick 01424 776108 production@gearingmediagroup.com Proofreader Keith Fitz-Hugh
C
apped off by chilling intervals and
aimed at any current fad or fashion …
the arrival of the ‘the Beast from
furniture designed for the modern day is
the East’, winter proved quite the
either dull and uninspiring or has too much
endurance test. But while notable businesses
personality, and people get fed up with it.”
– large and small – reached breaking point,
Radius is about to return to the limelight
many more simply learned the latest lessons
– Habitat plans to introduce new models to
in overcoming adversity.
celebrate the collection’s longevity when it
What’s the secret to survival? And how
hits the two-decade mark this summer. For
can businesses safeguard themselves against
a relatively young design, that’s remarkable
demand that’s forever blowing hot and cold?
staying power – and a reminder that the
In this month’s Designer pages, we return
trade winds can be endured, no matter how
to a feature we introduced last July, which
frosty they might be.
Editorial director John Legg 01424 776104 john@gearingmediagroup.com
chronicles furniture ranges that have stood
Publisher Nigel Gearing
Make sure you read my interview with
the test of time. They may not always be
Simon (p82), and designer Rob Scarlett’s
the most daring of designs, but, because
thoughts on this exchange. In this issue, we
something about them continues to chime
also look at how new technology can help
with demand, they’ve managed to endure
businesses adapt to changing consumer
Accounts Wendy Williams 01424 774982 wendy@gearingmediagroup.com
changing times and tastes.
buying preferences (from p68), while Zaher
Subscriptions subscriptions@gearingmediagroup.com
fast fashion and the perpetual push to
Annual Subscription Rates UK-£65 Europe-£85 RoW-£95 Repro, print and distribution Stephens & George
*
0
18 13:44
COMMENT
Gearing Media Group Ltd 4 Red Barn Mews, High Street Battle, East Sussex TN33 0AG ISSN No: 1475 - 3731 © Gearing Media Group Ltd 2018 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.
FN349_Pages.indd 3
In some ways, these ranges are a riposte to the side of the industry that’s all about remain on trend. Back in 1996, Ikea encouraged the
Ismail, MD of CIMC Home, recounts his impressive career progression (p80). Lastly, I’d like to draw another matter to your attention. Because the law regarding the way we use reader data is changing,
nation’s women to ‘chuck out the chintz’,
we’re asking all our readers to ‘opt in’
overcome their homely traditionalism and
online to receive only the most relevant
embrace more contemporary interiors. The
digital communications (plus our printed
slogan’s creator, Naresh Ramchandani,
magazine). If you’ve received an email
recently told architectural magazine Dezeen
from us asking for your assent, please take
that he considered the campaign “total
a moment to tick the right boxes, so we
propaganda – a preposterous idea … to
can continue to deliver articles and offers
change British taste”.
tailored to help your business stay ahead.
But it worked well enough – at least,
If you haven’t received the email, you can
until the credit crunch bit hard enough to
enter this link in your web browser – bit.ly/
dissuade many people from seeing furniture
fn-in – to access the opt-in form, or scan
as a disposable asset, and to look instead
the QR code over the page with your phone’s
for big-ticket purchases that wouldn’t need
camera. Do keep in touch!
replacing in just a few short years. My principal interviewee this month is Simon Pengelly, who designed the Radius collection for Habitat back in 1998, which
Paul Farley
has proved one of the retailer’s most popular cabinet ranges ever since. Simon’s take on fashion-first furniture is blunt: “I think furniture should be used until it falls apart,” he says. “Radius wasn’t
Editor-in-chief T 01424 776101 E paul@gearingmediagroup.com Twitter @FurnitureNewsED
22/03/2018 10:51
01795 439159 www.gallerydirect.co.uk
COOKHAM |
Cookham is a range of updated farmhouse dining furniture which is designed to sit in an informal family house setting, providing stylish every day furniture for family meals and getting homework done. It is available in two finishes, Smoky Oak, which shows the natural grain of the wood, and painted Slate Grey with Smoky Oak tops.
FN349_Pages.indd 4 1 GalleryDirectApr18.indd
22/03/2018 10:19 10:51 22/03/2018
18 10:19
Contents | 5
ON THE COVER
THIS ISSUE
The essential guide to the UK domestic furniture and furnishings trade #349 April 2018 | www.furniturenews.net
7
Partner Comment
10 News 24 Interviews TT Collection, Kettle Interiors MODERN CLASSIC Radius stands the test of time
TALKING TECH Engaging the modern customer
END OF THE ROAD Have agents had their day?
FrontCover349.indd 1
26 Events
20/03/2018 09:35
The TT Collection from Kettle Interiors fulfils the demand for a modern painted range (p30)
CONTRIBUTORS 46
30 Profiles Philip Price, findasofa.com (24)
46 Opinion 48 Beds & Bedroom
André Hordagoda, GoInStore (68)
52 Living 56 Dining
Gavin Boden offers his take on the future of sales agents
78
62 Trade Services 74 Designer 80 Last Word
Rob Scarlett shares his views on Habitat’s Radius
At Furniture News, we want to bring you the most relevant content and offers. Scan this QR code with your phone’s camera – or visit bit.ly/fn-in – to opt into the communications you’d prefer to receive (including the printed magazine)
FN349_Pages.indd 5
Design drawings for Simon Pengelly’s Radius (74)
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Alexander & James
Artistic Upholstery
Ashley Manor
Carlton Furniture
Cintique
Collins and Hayes Furniture
David Gundry Upholstery
David Knight Collection
Duresta Upholstery
Gascoigne Designs
Henderson Russell
Iain James Furniture
John Sankey
Parker Knoll
Peter Guild
QFC
Siren Furniture
Steed Upholstery
Westbridge
Wiemann Bedroom Furniture
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18 16:52
Partner Comment | 7
Perfect recall?
M
The primary aim is to ensure any issue or potential issue
arch saw the eagerly-awaited launch of the latest Publicly Accessible Specification (PAS), 7100: 2018.
affecting product safety is identified and dealt with as promptly
Published by National Standards Body BSI, it’s the
and effectively as possible. In a manner of speaking, it encourages businesses to sow the seed before the need.
result of the work undertaken by the Working Group on Product Recalls and Safety (WGPRS), the PAS Steering group and associated
Part 2 gives guidance to supporting regulators and market
research into the need for corrective action planning and the issue
surveillance or enforcement authorities on assistance that should
and effectiveness of the public recall of consumer products.
be available to businesses in order to support them in meeting obligations in relation to issues involving the safety of consumer
The resulting publication is a step change not only in relation to management of product safety issues, but also in the way that business, enforcement and Government work together towards a
products. The PAS also includes clear terms and definitions, with sources of reference from original legislation, as well as a series of
common goal.
informative annexes covering regulatory context, risk assessment
The PAS document or code, the first publication and major initiative from the new Office of Product Safety and Standards,
methodologies including RAPEX and corrective action plan
isn’t a British Standard, but has the potential to be used in
examples – including checklists and methods of communication. When looking at the furniture industry specifically, particularly
the future to shape the content of a European or international
when considering the wide range and sizes of businesses operating
standard.
within it, the PAS should be viewed positively as offering practical advice and consistency of approach – not only for businesses, but
“It encourages businesses to sow the seed before the need”
also for regulatory enforcement. PAS 7100: 2018 will be subject to regular review to ensure it remains relevant, practical and effective. It is a call to action. Now it’s up to us.
The benefits of this document are twofold: firstly, in the clarity and practicality it offers regarding what is reasonably expected from businesses such as manufacturers, retailers, importers or
Suzie Radcliffe-Hart is the technical
distributors in the event of a product issue; then secondly, in
manager at FIRA International
its transparency of information on how enforcement bodies can effectively support businesses, including the approach that can be taken when a business fails to take appropriate action.
(www.fira.co.uk), the exclusive service provider to the Furniture Industry Research Association,
Part 1 of PAS 7100: 2018 offers practical guidance to help businesses meet their legal duties, in relation to the General
which boasts unparalleled industry
Product Safety Regulations SI 2005 no.1803.
knowledge, raising performance throughout the supply chain by
It focuses on the need for a proactive approach, identifying key steps that should be in place to facilitate the monitoring,
o�ering research, information,
assessment, notification and correction of unsafe consumer
testing, consultancy, customer
products, including through public recall or other corrective action.
service and after-sales services.
Media partners Furniture News enjoys partnerships with a range of key global and national institutions and exhibitions
Exclusive UK member
Furniture News supports the aims and objectives of ACID (Anti Copying In Design) which is committed to fighting intellectual property theft
Official media partner
FN349_Pages.indd 7
22/03/2018 10:51
Say to the first truly hybrid mattress. We all know a great mattress is key to a great night’s sleep. That’s why some have memory foam, for pressure relief. Some have pocket springs, for support. Some have micro coils, for comfort. And some have natural fillings to wick away moisture. That’s when we got thinking. If each of those is comfy on its own, what happens if we put them all together? Introducing hybed. Mattresses that take all the best technology out there, and put it into one. The ultimate in materials, to create the ulitmate in comfort. Say hy to hybed, the hybrid mattress from luxury bed makers Harrison Spinks.
Stephen Truswell Hybed Sales Director t: +44 (0) 113 2055 200 m: +44 (0) 7741 312 608 e: struswell@harrisonspinks.co.uk
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22/03/2018 12:06
A great night’s sleep can have a big impact on your life. From mental wellbeing to energy levels, when we’ve slept well we’re happier, more productive, make better choices and build better relationships. Luxury bed makers, Harrison Spinks, has now made getting a good night’s rest even easier for consumers, thanks to the launch of its new Hybed collection of mattresses. There are hundreds of different mattress variants on the market – some with memory foam for pressure relief, some with pocket springs for support and others boasting natural fillings to wick away moisture. Using almost 180 years of experience in manufacturing luxury mattresses, Harrison Spinks has launched a new range of hybrid mattresses – Hybed – containing all of these elements to offer the ultimate in sleeping experiences. Traditionally, a hybrid mattress features a combination of memory foam and springs, however, Harrison Spinks’ new Hybed range takes the ‘hybrid’ mattress concept to the next level. By combining world-leading pocket spring technology with latex and memory flex topped with a 100% natural sleeping surface, Harrison Spinks has created the only hybrid mattress of its kind and the most advanced hybrid sleeping systems available on the market. The pocket springs used are manufactured from lowweight, ultra-fine wire that’s drawn at Harrison Spinks’ factory in Leeds, enabling the bed maker to ensure each and every spring is of the highest quality. Expertly designed to move independently, Harrison Spinks’ pocket springs respond to different body weights, ensuring both co-sleepers wake feeling refreshed. They also keep your spine perfectly aligned – an absolute must while sleeping. Complementing the pocket springs, layers of memory flex and Talalay latex is a 100% natural sleeping surface made from home-grown natural fillings. The natural sleeping surface is created by weaving a highquality damask fabric together so tightly that it’s naturally fire retardant, meaning no chemicals are used on the natural sleep surface. The Harrison Spinks Hybed collection is made up of nine beds across three different ranges – Super, Nature and Ultimate – providing a bed for all sleeping requirements and preferences. To view the range visit the Hybed stand at the AIS April Bed Show.
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22/03/2018 12:02 12:06
10 | News
Manufacturers express support for apprenticeships National Apprenticeship Week, which
eight manufacturing apprentices and one
took place last month, saw many of the
engineering apprentice this year. Its scheme has been running since 2011,
industry’s manufacturers reaffirm their commitment to apprenticeship schemes of
so far helping 65 young people to kick-start
all sizes.
their careers. “I think the idea that you can earn
They include Parker Knoll, which announced that it has expanded its
nationally-recognised qualifications and
longstanding apprenticeship scheme to
even degree level qualifications whilst in the
include both frame assembly and business
workplace, is the biggest advantage of doing
administration, in addition to traditional
an apprenticeship,” says former Silentnight
upholstery.
apprentice, Jonny Garth, who undertook a
Hypnos has taken on nine apprentices
junior management scheme. Now in its 11th year, National
over the last 12 months, who have been appointed to a variety of roles in production,
Apprenticeship Week is an annual
warehouse management, marketing and
celebration of apprentices across the
administration.
country, and the businesses that offer them
Silentnight reports that it has taken on
Apprentice frame assembly at Parker Knoll
key training and career development.
Research association takes advice to Long Eaton The session will close with an open
The Furniture Industry Research Association,
procedures are in place to demonstrate due
along with Primary Authority partner
diligence compliance with the Furniture and
Q&A session. Phil Reynolds, director of the
Hertfordshire Trading Standards, will host
Furnishings (Fire Safety) Regulations 1988
association, says: “We’re very much looking
a Compliance and Flammability session in
(as amended) for domestic upholstery.
forward to taking the research association
It will then turn its focus to the efforts
Long Eaton, Derbyshire, on Wednesday 18th
‘on tour’ to Long Eaton, making us more
of the BFC to kick-start a review of the
accessible to those at the heart of the UK’s
regulations, followed by a workshop on the
upholstery industry. We’re very keen to
retailers, suppliers and importers, will
regulations, including what is in and out
get our message across about compliance
include details of the association’s new
of scope, the schedules and requirements,
and to dispel any confusion regarding the
Compliance Scheme for the Fire Performance
the relevant British Standards and an
flammability regulations.”
of Upholstered Furniture, which aims to
understanding of obligations to due
offer reassurance that suitable processes and
diligence.
of this month. The event, aimed at manufacturers,
Registration for this free event is open on the association’s website.
Loaf opens new stores this spring
Industry turnover rising, according to BFM
Following the opening of Loaf’s fourth store – in
The UK furniture industry’s total turnover increased to nearly £9b
Guildford’s new Tunsgate Quarter shopping development
in 2017 – up +2.8% on the previous year – according to a review
– last month, the retailer has revealed plans to open
of UK manufacturing performance in 2017 by the British Furniture
another in Wilmslow, Cheshire, next month.
Manufacturers (BFM) association.
The Guildford store measures 5000ft2, while the
Based on official statistics, the total turnover for the sector, including
Wilmslow Loaf Shack will be the brand’s first northern
income from non-production activities, was found to total more than
outlet, and will be based in a 7000ft2 building on
£8.7b. Retail sales for the year, in terms of value, also showed an increase
Macclesfield Road.
of +3.1%, although by volume they crept up by just +0.1% YoY.
Loaf founder, Charlie Marshall, says: “It’s high time
Mike Dimond, the BFM’s director of employment and membership,
people in the north of England had a bit of Loaf on
says: “The report also confirmed that raw material costs are still a major
their doorstep so they can kick their shoes off in style!
issue for the sector - something picked up in our February state of trade
Our new Wilmslow Shack is packed full of our squishy
survey. Official figures revealed 2017 prices were up by an average of
sofas, bonzer beds and kicking cabinetry – all basic
+6.0% on the previous year.
requirements for a happy life in the slow lane!” These new Loaf Shacks join the brand’s three Londonbased showrooms.
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“Factory gate prices of ‘all furniture’ increased by +2.6% on average over the year in an attempt to recover margins as a result of increased material costs - it’s the largest rise in costs since 2011.”
22/03/2018 10:51
Boyteks
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Minerva
12 | News
Millbrook Beds appoints new agents
Halo wins $3.8m IP victory Anti Copying in Design (ACID) member Halo Creative & Design (Halo) has won a significant victory against Comptoir Des Indes (CDI) in Chicago, Illinois, with a permanent injunction following a guilty verdict in the design patent, trademark and copyright infringement suit by a federal jury sitting in Chicago. In a case involving Halo’s most iconic
Jason Hillier
Nigel Hillier
Adam Oldham
furniture and lighting designs, the jury found CDI’s infringement to be knowing and wilful. The case, filed in 2014, involved two of
Following the appointment of Mark Hughes as sales director, Millbrook Beds
for Breasley, Sealy and Sleepeezee. He and Nigel currently work with
Halo’s US Design Patents, including one covering Halo’s Aviator Tomcat Chair, Halo’s
has welcomed three new sales agents to
Protect-A-Bed, New Design Headboards
Odeon trademark covering an entire line of
its team.
and Serene Furnishings.
cascading crystal chandeliers and lamps, and
Finally, Adam Oldham has been
Halo’s nine copyrights in many of its other
for Birmingham, South Wales and
appointed to look after retailers in
well-known furniture and lighting designs,
the South-west. Nigel has been in
Yorkshire, Lincolnshire and North-east
including its caged Gyro Crystal Chandelier.
the industry for over 25 years, having
England. Adam started out at the age
worked in management and field sales at
of 19 and has over 14 years’ experience
CDI from selling, offering for sale, or
Slumberland, Sleepeezee, Gainsborough
in the bed industry, having represented
promoting the infringing products within
and Breasley.
Deluxe Beds and Vogue Beds.
the US, and extends to CDI’s ecommerce
Nigel Hillier has joined as manager
Jason Hillier has been appointed to
Mark Hughes comments: “At
cover London and South-eastern England.
Millbrook Beds we have ambitious plans
Jason has also been in the industry for
to significantly increase our market
over 25 years, having previously worked
share of handmade natural beds.”
The court’s permanent injunction prohibits
platforms, including its distributors. Halo’s total damages award came to nearly $3.8m. Dids Macdonald OBE, ACID’s CEO, comments: “Halo’s proactive global IP strategy is consistent and robust, and this sends a crystal clear message of zero tolerance to IP infringement. Companies such as Comptoir des
Milan calling! The 57th edition of Salone del Mobile.
Indes have learnt a very expensive lesson – a message Halo hope will be heard far and wide Salone Internazionale del Mobile
Milano, taking place from 17th-22nd
and the International Furnishing
this month, will occupy more than
Accessories Exhibition – split into three
205,000m2 and will feature over 2000
style categories: Classic: Tradition in
exhibitors (22% of them non-Italians)
the Future, Design and xLux – will be
– plus some 650 SaloneSatellite
joined by the biennial EuroCucina, its
designers.
collateral event FTK (Technology For
The international furnishing sector’s
the Kitchen), and the International
premier platform for innovation and
Bathroom Exhibition, as well as
creativity promises an unrivalled blend
SaloneSatellite.
of products, events and projects. Five
British exhibitors present include
concurrent exhibitions will open to the
ercol, Duresta, Established & Sons,
trade at Fiera Milano, Rho, and will also
Gascoigne Designs, Thomas Blakemore
open to the public on the weekend.
and Vispring.
in their fight against unlawful infringement, a sanitised word for theft.”
Spinks Springs appoints European sales manager Leeds-based pocket spring manufacturer Spinks Springs has appointed Ian Owen as European sales manager, a newly-created role. Ian joins Spinks Springs after 28 years at Carpenter, where his last role was marketing and strategic sales director. In related news, bedmaker Harrison Spinks was named Green/Sustainable Manufacturer
New area sales manager for bed brands
of the Year at Insider’s Made in Yorkshire Awards. Now in its sixth year, the annual awards celebrate
FN349_Pages.indd 12
To support the continued growth of Relyon and Dunlopillo in
the best in regional
the independent market, Lynda Johnson has been appointed
manufacturing, and
as the brands’ new North-west area sales manager.
judges singled out
Lynda joins with a wealth of sales knowledge and
the company’s use
experience in the independent furniture retail sector,
of 100% natural
having worked for Kingstown Furniture for almost eight
fillings and its farm
years.Focusing on managing and developing customer
where it grows the
relationships, Lynda will be the new day-to-day contact for
hemp and flax used
customers, replacing Gary Lockwood.
in its mattresses.
Ian Owen
22/03/2018 10:51
Minerva
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13/03/2018 10:51 13:24 22/03/2018
KETCH
14 | News
Furnituremakers commended at livery ceremony
New book celebrates Natuzzi’s history A book celebrating Italian furniture manufacturer Natuzzi was launched last month at Natuzzi Italia’s flagship store on Tottenham Court Road. The book, Natuzzi The Italian Harmony Maker, written by Luca Condosta, vicepresident of finance at ABB, reflects on the international success and secrets of Natuzzi’s long history. During an in-store debate hosted by Vanessa Brady, founder of the Society of British and International Design (SBID), Luca explained why he has written a book on the history of Natuzzi and its founder,
Clockwise from top left: Marcus Jahrling; Andrew Jackson; James Ryan; Ewan Stevenson; Christopher Hyde; Jodi Schofield; Tony Smart; and Wendy Shorter
saying: “The story of Natuzzi tells us that if you know what cards you have, just play
Seven furnituremakers have been
Centre (Master); Andrew Jackson, MD at
them. Because maybe not today, maybe
commended for their contribution
Burgess Beds (Master); Marcus Jahrling,
not tomorrow, something is going to
and achievements to the industry at a
manager at Ardmore Construction
happen.”
ceremony at Glaziers’ Hall, London, as
(Master); James Ryan, designer at Edward
Pasquale Natuzzi, the company’s
Barnsley Workshop (Master); Wendy
founder and CEO, talked about his
Shorter, founder of Wendy Shorter
passion for work and about his approach
by City of London livery companies in
Interiors (Master); Jodi Schofield, sales
to business, closing his speech looking
partnership with City & Guilds, aims
director at Burgess Beds (Journeyman);
towards the future of the brand.
to recognise excellence and promote
and Ewan Stevenson, general manager at
career progression from Apprentice to
Burgess Beds (Apprentice).
part of the Master Certificate Scheme. The Master Certificate Scheme, run
Journeyman and Master level. In order to
Master of The Furniture Makers’
qualify for a certificate at any of the three
Company, Dr Tony Smart MBE, says: “I
levels, the applicant must provide evidence
was delighted to be present to witness the
of having achieved an appropriate level
presentation of these very well-deserved
of responsibility and technical knowledge
certificates to those in our industry.
in their sector and given support to those
They have not only excelled in their own
pursuing a career in the industry.
profession but have helped and supported
The seven furnituremakers awarded
so many young people that have joined our
certificates by The Furniture Makers’
industry. This scheme provides us with a
Company were: Christopher Hyde, director
way to recognise these achievements and
of creative arts at Rycotewood Furniture
to encourage others to follow.”
Luca Condosta, Pasquale Natuzzi and Vanessa Brady
Fabric exhibition records a lift in attendance The inclement weather did not prevent an 18% increase in visitors
a great show, wonderful that it has expanded over the years and it
making the trip to Chelsea FC for the fourth BFM-hosted event at the
is good to have it in the UK, it means not too much time out of the
venue on 26th and 27th February. There was a record attendance on
office.”
both days, particularly on the first day, which saw visitor numbers
Jackie Bazeley, MD of the BFM, which organised and hosted the
up +12% at well over 200. It is believed that the number of visitors
event, says: “Prior to the start of the show we thought that the
would have been even higher had the weather not impacted on the
weather might prevent visitors from attending. While it clearly had
event, particularly on the second day.
an effect, it did not stop the majority from getting to Chelsea.
Visitors saw 37 European fabric producers and suppliers present
“I have had many positive comments from visitors about the
their classic collections and new designs to the UK’s upholstery
quality of the exhibitors and the fabrics and finishes they showed,
industry, many of the UK’s retail groups and furniture groups, and
along with a great number of compliments from both our returning
buyers of soft furnishings from the hotel and leisure industry.
and new exhibitors. I already have a waiting list of companies eager
The renowned Belgian mills were especially pleased with the show, with many reporting high orders, while visitors also reported satisfaction in the event. Kai Winders from Steinhoff says: “This is
FN349_Pages.indd 14
to exhibit and we are already looking forward to another successful event in 2019.” The show will return on 25th and 26th February 2019.
22/03/2018 10:51
SealyAp
KETCHUP AD IDEA.qxp_Layout 1 3/2/18 1:52 PM Page 1
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16 | News
Furniture Makers launches supported schools initiative
Silentnight to open Lakeside showroom
The Furniture Makers’ Company has
Master of The Furniture Makers’ Company,
launched a new initiative that will see
and Charles Vernon, education chairman
it provide support to schools that teach
at The Furniture Makers’ Company, plus
A year after the opening of its first UK
design and technology.
industry dignitaries and representatives
standalone showroom at intu Trafford
from John Hampden Grammar School, at
Centre, Silentnight has announced that
been launched in response to research that
a ceremony at the school on 19th March to
it plans to open its second flagship
shows the number of schools able to teach
cut the ribbon on the new partnership.
showroom, across 4800ft2 of space at intu
The Supported Schools initiative has
design and technology is dropping due
The collaboration aims to demonstrate
Lakeside. Silentnight MD Steve Freeman says:
to funding issues. The Furniture Makers’
to students the importance of design,
Company is piloting the new scheme in
manufacturing and the many aspects of
“Silentnight is in the homes of millions
High Wycombe – a hub of UK furnishing
the furniture and furnishing industry, and
of customers, and by opening our second
manufacture – at John Hampden Grammar
promote the pathways into the sector.
flagship showroom at intu Lakeside, we’re
School. The mayor of High Wycombe, Cllr Brian Pearce, joined Dr Tony Smart MBE, the
Charles Vernon says: “The teaching of
enabling customers in the South-east to
design and technology at GCSE is critical
explore and experience our full range of
to the long-term prosperity of the UK
beds, mattresses and sleep accessories.
furnishing industry, which produces more
“This is a great marketing opportunity
than £11b of product per year and employs
for us and has so far been really successful
327,000 people across 50,000 registered
at intu Trafford Centre, where we’ve
companies in the wider furniture and
trialled new innovations such as our
furnishings sector, including specialist
unique geltex range. Furthermore, it has
retail but excluding general retail.
also benefited our retail partners who
“This new initiative will see the
consumer demand and awareness the
teach design and technology by providing
showroom has created.
financial aid, the opportunity to build links Student Maciej Dynos, headteacher Tracey Hartley, Master Dr Tony Smart MBE, mayor of High Wycombe Cllr Brian Pearce, and education chairman at The Furniture Makers’ Company, Charles Vernon
have enjoyed returns from the increased
company support selected schools that
“It enables us to trial new products,
with industry, offer factory tours and work
new display methods and selling
experience, and the option to participate
techniques – the results of which we share
in our annual Young Furniture Makers
with all our retail partners, many of whom
exhibition.
are now adopting some of the learnings.”
Carpetright agrees loan ahead of proposed CVA
Made.com raises £40m in latest funding round
Carpetright has agreed an unsecured
property estate – however, many of these
loan with major shareholder Meditor for
poor-performing stores still have long
£12.5m, which the retailer says will be used
leases to run, which has limited our ability
to assist with short-term working capital
to exit a meaningful number in the short-
Made.com raised £40m of equity in its
requirements as it explores the feasibility of
to-medium term.
latest round of funding, which it plans to use to accelerate its growth and establish
a Company Voluntary Arrangement (CVA).
“While the board is confident that its
On 1st March, Carpetright announced
brand investment and store refurbishment
digital design brand leadership across
that it was examining a range of options to
strategies have been, and will continue to
Europe. The fundraising round includes
accelerate the turnaround of the business
be, successful in enabling Carpetright to
a new tier-1 global institutional investor,
and strengthen its balance sheet – the
respond to increased competition, it believes
plus further commitments from existing
objective of the CVA would be to reduce the
additional measures are necessary to
shareholders.
number of stores through which it operates.
directly address this legacy property issue.
Philippe Chainieux, CEO of Made.com,
“The board is therefore exploring the
says: “We continue to scale rapidly across
between £40-£60m through an equity
feasibility of a CVA in order to expedite the
Europe, and I am pleased to confirm that
issue, which would be used to fund the
rationalisation of its property portfolio,
Made.com has reached profitability in
group’s ongoing strategy, reduce debts and
with the clear objective of establishing a
2017 in the UK, France and Benelux, and
cover the costs associated with the CVA.
right-sized estate of contemporary stores,
is now cash-flow positive at the group
on economic rents, complemented with a
level.”
Following that, the company plans to raise
CEO Wilf Walsh says: “The aggressive store-opening strategy pursued by the company’s previous leadership has left
compelling online offer. “The conditional equity issue, which
In other news, Adrian Evans has been appointed Made.com’s CFO. He joins the
Carpetright burdened with an oversized
is intended to follow a successful CVA,
company from the Yoox Net-a-Porter
property estate consisting of too many
would recapitalise the group and we believe
Group, where he held various senior
poorly-located stores on rents which are
provide the necessary funds to accelerate
management roles including commercial
simply unsustainable. The company has
its turnaround and address the competitive
director, finance director and strategy
worked hard over recent years to address
threat from a position of financial strength,”
director.of whom are now adopting some
this legacy issue and reduce the size of its
Wilf concludes.
of the learnings.”
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Connec
Multichannel marketing for the
furniture trade Furniture News has developed Connect, a combined website and printed directory designed to meet the needs of the furniture and furnishings sector. The printed directory is a comprehensive reference point for retailers looking for suppliers, and vice versa – while users of the online Connect platform will have the industry at their fingertips. Call us on 01424 776100 to discover why Connect should be part of your marketing plans this year, or read more at bit.ly/fn-connect-media Brought to you by
Furniture News
FN349_Pages.indd ConnectApr18.indd 17 1
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NEW
COLLECTION 204
Soft bullnose corners & edges
FN349_Pages.indd 18 GlobalApr18_1.indd 1 GlobalNov17_Collection.indd 1
22/03/2018 10:51
www.globalhomegroup.com Collection 204 is a range of bedroom, living and dining furniture.
Rustic cup handles
Decorative profile
Global Home UK
The Old Goods Yard, Rear of Truro Station, Station Road, Truro, TR1 3HH 01872 223523 | info@chfhome.com
Global Home Ireland
Unit 7a Mastertech Business Park, Athlone Road, Longford, Eire 0043 334 9694 | sales@globalhomeireland.com
Global Home London
Unit 136 Clocktower Road Industrial Estate, Isleworth, TW7 6DT 0203 417 7240 | cpdirect@hotmail.com
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NEW
COLLECTION 208
Oak & oak veneers
FN349_Pages.indd 20 GlobalApr18_2.indd 1 GlobalNov17_Collection.indd 1
22/03/2018 10:51
www.globalhomegroup.com Collection 208 is a range of bedroom, living and dining furniture.
Handle options available
Global Home UK
The Old Goods Yard, Rear of Truro Station, Station Road, Truro, TR1 3HH 01872 223523 | info@chfhome.com
Global Home Ireland
Unit 7a Mastertech Business Park, Athlone Road, Longford, Eire 0043 334 9694 | sales@globalhomeireland.com
Global Home London
Unit 136 Clocktower Road Industrial Estate, Isleworth, TW7 6DT 0203 417 7240 | cpdirect@hotmail.com
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DISPLAY DISCOUNTS AVAILABLE
Hardwearing lacquered finish
Tapered tops
Chrome handles Tapered legs FN349_Pages.indd 22 GlobalApr18_3.indd 1 GlobalNov17_Containers.indd 1
Oak & oak veneers 22/03/2018 10:51
red
Collection 207 is a range of bedroom, living and dining furniture.
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24 | Interview
This month, the homewares website in the spotlight is www.findasofa.com – Furniture News explores the practices and philosophies behind the enterprise ...
Clickthrough > Find a Sofa Philip Price, founder Summary: findasofa.com is an aggregator website designed to help consumers find sofas and for retailers to promote their sofas Launched: February 2018 SKUs: 1600 (and growing) Average monthly unique visitors: Public launch slated for September 2018
What part of your job would you prefer to
of this year, then the final phase of the plan
avoid?
is to launch in five other countries starting
None – I love it all because it’s new and
in 2020.
shiny at the moment. Also, work has never felt like work to me, – maybe it did when I
What’s your take on how the relationship
was 16 and working part time in McDonalds,
between online and physical retail might
but these days it just doesn’t. I love business
develop?
and working on digital projects.
If I’m right, they will grow together – I think you need both for sofas. However, the
What has been your greatest challenge to
touchpoint mix will change. For example,
Why visit your website?
date?
before the internet it was all offline. The
If you’re buying a sofa, you should visit
In terms of my business, it’s been adapting
early internet comes along, and consumers
our site, because it will save you hours and
to what I call chicken-and-egg scenarios.
search online then go offline to buy. Now
hours of trawling multiple websites. If you
We wanted to go live in February 2018,
we’re seeing an increasing number of
sell sofas you should also visit the website,
which we did, but we needed retailers
people returning to the internet after doing
take a look around and then go on to add
and sofas on the site to make it work, and
their physical store visits to buy their sofas
your own sofas.
couldn’t turn the site on for them to see
online. I think this shift will increase going
beforehand.
forwards.
We’ve made it free, so it really is a very cost-effective way of showing off your
Trying to make that happen was challenging but we managed it, and within
Do you have any plans to grow your
a month we’d got over 30 retailers and 1600
business?
How did you enter this industry?
designs listed, so it’s going a lot better than
Significantly, yes. My aim is to become
I entered the industry almost by accident.
we thought – but it’s still very early days.
the default independent website for sofa
products and designs.
Nearly 20 years ago, an invite for lunch
From a personal point of view my biggest
consumers. Take a look at the GoCompares
(which I almost turned down) ended up
challenge has been raising an amazing little
of this world, now think of the sofa buyer’s
becoming a job offer with a very small and
daughter with my wonderful wife. I’m pretty
equivalent (just without the annoying
unknown company (at the time) called
sure everyone with a family will at some
singing man!).
PlusNet. It was then that I thought to myself
time call it challenging!
We’ve got lots and lots of great plans, but people will have to wait to see what they are.
“this internet thing is going to take off” – so from then on I’ve been building and
How much do you invest in making your
growing businesses in the technology and
site more visible?
What advice would you offer an aspiring
marketing arenas.
Pretty much everything we’ve got at the
etailer?
moment. We’ve got a three-phase plan.
In terms of selling sofas online, I would say
Who is your ecommerce hero?
Phase 1 includes, among other things,
categorically it’s the picture that counts.
A gentleman by the name of Matt Cutts. Not
something we call indexing, which is
Invest in some good photography, as people
many people know his name, but for many
ensuring we get our site content effectively
buy with their eyes.
years he was the head of Google’s web spam
registered for long-
team – in essence, one of the people who
tail key strings on
had a significant impact on the who and
search engines.
what of organic search results in Google.
We’re aiming for
Nailing search has been a passion of mine for the last 15 years.
186,000 targets, but I’ll be happy with anything over
Describe a typical working day Wake up 6am, at the gym by 6.30, school
100,000. Phase 2 is a UK
run at 8.30 then work by 9. Every day is very
public awareness
different – but the focus at the moment
drive, both on-
is working with retailers, working on
and offline, which
developing the site, and planning for our
we’ll probably start
public launch in September.
towards the back end
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m h
26 | Events
REVIEW
BIGGEST SHOW YET CEMENTS MIFF’S LEADING POSITION The Malaysian International Furniture Fair (MIFF) concluded its biggest show to date on 11th March after four successful days, with exhibitors meeting more buyers from a wider base of countries, and signing orders right up to the close of the show, reports organiser UBM Malaysia …
T
his year saw the spacious new Malaysia International Trade and Exhibition Centre (MITEC)
venue co-host the annual event, alongside MIFF’s traditional home, the Putra World Trade Centre (PWTC). Across the two venues, buyers were presented with more products and new collections than ever, from a record 625 exhibitors, from 13 countries. MIFF is South-east Asia’s largest furniture sourcing hub, and was 25% bigger this year, taking place across a gross exhibiton area of some 100,000m2. With an established reputation for
robust trading, MIFF 2018 picked up extra pace from the new exhibitors and buyers which made up a third of the show. The larger exhibition space also made room for the launch of Karen Goi, MIFF’s general manager,
new initiatives to drive design quality
reported successful sales and high
and business opportunities – such
interest from buyers. The gallery is
says: “This year has again reinforced
as designRena, a curated floor for 80
the latest effort by MIFF to support
MIFF’s global standing as a very
top Malaysian companies, plus MIFF
creative talent, with many of the
happening and productive sourcing
Timber Mart.
young designers present alumni of the
hub. It proves we are effective in
MIFF Furniture Design Competition,
drawing new exhibitors, buyers and
launched in 2010.
more products to a much larger show.
Not to be outdone, young designers at the Millennials@Design gallery also
“Generally, exhibitors are happy, and they are securing extra business from markets which they have not encountered before, such as Africa and South America. Many have expressed that they want bigger booths in MITEC and PWTC to launch more products and scale up their presentations next year. We will be looking into more customer-centric and design-driven programmes to benefit them for an even better show in 2019, which is the 25th anniversary of MIFF.” MIFF 2019 will run from 8-11th March at the same venues, under the theme of Design Connects People, which was unveiled this year.
W miff.com.my
FN349_Pages.indd 26
05/04/2018 08:39
Sherwo
2018/19
Experience the absolute must-haves from the home and gift segments at Tendence. Ensure your success for the autumn/winter season and the coming spring/summer 2019. All details can be found at: tendence.messefrankfurt.com info@uk.messefrankfurt.com Tel. +44 (0) 14 83 48 39 83
International trade fair for consumer goods. SherwoodApr18.indd271 FN349_Pages.indd
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66252-018_TE_allg_FurnitureNews_M1_196x277 • FOGRA 39 • CMYK • tg: 20.02.2018
DU: 02.03.2018
GB
must haves
Central Furniture Manufacturing Ltd For a Full Colour Brochure please call 0121 766 8110
Vogue
Vogue Range Marino Range Mulliner Works, 154 Bordesley Green Road, Birmingham, B8 1BY Tel Fax Email Web
: : : :
CFMFeb18_1.indd 1
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0121 766 8110 0121 766 7450 info@centralfurnituremfg.co.uk www.centralfurnituremfg.co.uk
26/01/2018 11:41
22/03/2018 10:51
Central Furniture Manufacturing Ltd For a Full Colour Brochure please call 0121 766 8110
Sonoma
Sorreto, Newport & Nova Range Mulliner Works, 154 Bordesley Green Road, Birmingham, B8 1BY Tel Fax Email Web
: : : :
CFMFeb18_2.indd 1
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0121 766 8110 0121 766 7450 info@centralfurnituremfg.co.uk www.centralfurnituremfg.co.uk
26/01/2018 11:40
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30 | Profile
The TT Living Collection in white
Kettle brings Minerva’s members on-trend cabinet Since joining the Minerva Furnishers Guild in the autumn of 2016, Kettle Interiors has risen to the upper echelons of the buying group’s cabinet furniture suppliers, underlining its ability to deliver impressive service and product quality while upholding some of the industry’s most competitive prices …
With Minerva Furnishers Guild supplying
overseas. The results are now being enjoyed
that demands attention. Available in a
many of the country’s finest independent
by all of our customers, as well as members
broad range of items, The TT Collection
high-street retailers with products from
of Minerva and other buying groups,
was initially conceived as a response to
some of the industry’s most established and
through ranges such as The TT Collection
a growing market trend, which has now
highly-regarded brands, Kettle’s position
and ventures into style-focused launches
become a key look in many homes, says
as one of the group’s most popular cabinet
such as The FR Bedroom Collection.”
Simon.
furniture suppliers is laudable.
With the capability of holding some
“Through The DG Dining Collection
£8m worth of stock globally at any one
we had seen that painted furniture for
TT Collection, this status has been well
time, Kettle Interiors can develop ranges
dining and occasional use was becoming
earned, says sales director, Simon Ainge:
to answer demand from specific sectors
increasingly popular in the home, but that
“We appreciate that the country’s best
of the market, as well as those with broad
there was demand for a more modern look
independent retailers demand more than
mainstream appeal, ensuring that retailers
than the style offered, and so we developed
simply great product, and that we must
can benefit from quality cabinet furniture
The TT Collection to fill this gap in supply,”
exhibit exacting standards when it comes to
from a supplier that responds quickly to
explains Simon. “The look has become an
service, too.
shifting market trends.
extraordinary success, and its status as our
Driven through ranges such as The
“Over the last few years, we’ve invested
A prime example of this is The TT
bestselling collection proves we got the mix
heavily in making sure that we can
Collection, which has become the supplier’s
just right. In fact, we’ve some exciting news
provide great service on an expanding
bestselling collection. With a modern
on further developments to this collection
product portfolio through a much larger
English country style, and available in either
just around the corner.”
UK stockholding, as well as improved
a grey or white paint finish complemented
T 01536 444960
production and warehousing capacity
by natural oak tops, it is a striking collection
E sales@kettleinteriorsagencies.com
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KettleAp
WHITE & GREY PAINT FINISH
Telephone Table £59.00
Large Sideboard £169.99
BEST SELLING
RANGE
Nest of 2 Tables £49.99
1.8m Cross Extending Table £319.99
Wine Cabinet £79.99
THE TT COLLECTION Celebrate modern style English country furniture in white or grey paint finish with chrome cup handles. Available in a wide choice of quality items for dining and occasional use. Prices from just £43.00
Order today from Kettle Interiors I 01536 444960 I kettleinteriorsagencies.com Order in Ireland today from Decor Furniture I 028 3844 6000 I decorfurintureltd.com Container prices illustrated
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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 – based on editorial quality and circulation – 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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16 15:28
Profile | 33
Seconique’s sizeable new facility will be operational from late next month
Seconique’s path to modernisation Seconique is moving. Over the last few months, the supplier has set about the gargantuan task of relocating to a larger, better-equipped facility – and while the new HQ is just 10 miles away from Seconique’s established West Midlands base, it is set to take the UK operation forward by some distance, says MD Helen Barker … Any business that operates on Seconique’s scale will know that relocation is not a
wanted room to expand, should we need it.”
business as usual for customers, there
Seconique’s traditional home, on Woden
are signs that the move is just the first
simple matter. As one of the UK’s largest
Road in nearby Wednesbury, offers a
part of a bigger strategy to modernise the
furniture importers, Seconique faced a
floorspace of approximately 300,000ft2 –
company. Helen reveals that Seconique
multitude of considerations when it began
and while the new facility is around the
plans to implement a barcode system over
exploring the possibility of a move three
same size, it is infinitely more flexible.
the next 12 months, and will be enabling
years ago – not least of which was the
“We wanted to stay as close to our current
Wi-Fi throughout its offices and warehouse
reality of shifting one of the nation’s largest
location as possible,” says Helen, “but there
to improve productivity and enable greater
stockholdings without disrupting customer
wasn’t much around here that offered the
operational efficiency.
supply.
outside space we required – so when this
“The most challenging aspect of the move is the relocation of stock,” says Helen, who is relieved that the bulk of the work is now
for the expansion of the site, so this is
choice.”
something we will be exploring in the near
Seconique’s new facility is set in grounds
behind her, yet is still busy handling the
of 17.5 acres, and offers approximately
final stages of the project.
380,000ft2 of warehousing space.
She says: “It’s a mammoth task – co-
And after that? “There is definitely scope
site became available, it seemed the obvious
“Initally, the site was very run down,”
future,” says Helen. Seconique’s new address is Boulton House, Owens Trading Estate, Wobaston Road, Pendeford, Wolverhampton WV9 5EY.
ordinating the stock to be available to
says Helen, “so we needed to give it a full
It is situated approximately 10 miles from
customers from day one has taken a lot of
makeover – a process which enabled us to
the company’s existing site, and is easily
planning, as we didn’t ever want the move
design the space to suit our specific needs,
accessed from the M54. The business will be
to prevent our customers from getting their
and to offer better facilities for staff and
operational there from late May.
deliveries on time.”
customers.
However, says Helen, the transition is
There are numerous benefits – for
“For more information regarding dates, directions and the address,” concludes
a necessity. “There were so many reasons
example, we now have our own direct
Helen, “please call our sales team, who will
we needed to be somewhere different,” she
access, without having to share the inroad
be happy to help!”
says. “We were renting, and much preferred
with other companies.”
T 0121 506 4888
the idea of having our own building. We also
FN349_Pages.indd 33
Although Helen promises that it is
E sales@seconique.co.uk
22/03/2018 10:51
COMPREHENSIVE PRODUCT RANGE • FIRST CLASS SERVICE OUTSTANDING VALUE
ARE MOVING We are relocating to new premises and will be operational from late May 2018. Our new address is:
Boulton House, Owens Trading Estate, Wobaston Road Pendeford Wolverhampton WV9 5EY (Approximately 10 miles from our current site with easy access off the M54 and 2 miles from the Jaguar Land Rover site)
The offices and warehouse have been developed to better suit our needs and will offer up to date modern facilites for our customers and staff. For more information regarding dates, directions and the address please call our sales team who will be happy to help.
EMAIL, TELEPHONE AND FAX WILL REMAIN THE SAME
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21/03/2018 10:51 16:50 22/03/2018
36 | Profile
GTV demonstrates modern edge at kbb Birmingham Now 20 years old, Polish manufacturer GTV supplies furniture and
“Visitors to our stand were able to experience first hand the
LED lighting accessories to numerous European, Asian and South
quality and functionality of our kitchen, bedroom and bathroom
American markets. At kbb Birmingham last month, the company
solutions, which are already popular in other countries. Having
presented its Modern Box and Axis drawer systems, original LED
observed the large amount of interest in our stand during the fair,
Glax profiles, and its latest collection of handles, inspired by
we are optimistic about GTV’s development in the British market.”
global interior trends. Starting out as a small family company, GTV is now a holding
GTV also presented new ideas in sliding door systems, including the ergonomic Tora handle, as well as durable and proven sliding
company consisting of four brands – GTV Furniture Accessories,
mechanisms characterised by their quality, ergonomics, easy
GTV Lighting, GTV Sliding Door System and Högert Technik. The
assembly and aesthetics. Thanks to the unique material of the ball
company employs more than 300 people across the world, and its
bearings in GTV’s systems, the wheels can withstand a minimum
portfolio comprises over 8500 SKUs.
of 50,000 opening and closing cycles, whilst aluminium and
GTV’s modern technology and logistics centre allows the company to effectively conduct global business from Warsaw. The
innovative design solutions ensure quiet and reliable operation. Visitors to the stand were also interested in GTV’s original
office building and two high-bay warehouses, located in Warsaw’s
collection of aluminium Glax profiles, which allow for any
metropolitan area, provide 20,000 pallet spaces across an area of
arrangement. In combination with LED strips, these allow elegant
13,000m2, with dedicated bonded warehouses.
linear light fixtures to be created in near-endless arrangements.
The company also boasts additional warehouses offering some
W gtv.com.pl/en/
8000m2 of storage space in Błoń, Poland, and in mid-March the company will acquire further space in the MLP Pruszków II logistics park. GTV also plans to open another office and warehouse building with rooms for research, presentations and training. “GTV is boldly conquering world markets, opening branches and subsidiaries in Brazil, Russia and the Czech Republic,” says export manager, Andrzej Wroński. “In line with our wish to expand our presence in the British market, during kbb Birmingham 2018 we presented the most innovative and inspiring products from our product portfolio.
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THANK YOU TO ALL WHO ATTENDED WE WILL BE B ACK NEXT YEAR BFMApr18.indd 1
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Cheltenham
White oiled or painted oak ďŹ nish
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Daylesford Painted or satin oak ďŹ nish
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Woodstock Painted oak ďŹ nish
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Oak Mill
Waxed or white oiled oak ďŹ nish
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OPINION
46
Gavin Boden
Furniture agents – your days are numbered
O
n the 25th July 1986 I walked into Lees Furnishings in
Furniture sales & marketing professional
More and more agents are becoming reps because they get a
Grimsby for my first day on the job. I spent my day moving
fully-expensed car, phone, laptop/tablet, pension and bonus, and all
Duresta sofas around the warehouse, unloading a truck of
the other expenses are taken care of. On top of that, they know how
Duralay underlay, and delivering a solid yew Bevan Funnell dining
much money they will earn each month. Looking at it from the other side of the fence, what’s best for
set. It wasn’t for a few weeks on a busy Saturday when I was set free
furniture suppliers – reps or agents?
on the shop floor to speak to customers. In the months following, I
When a new supplier comes into the market, they want to build
spent more and more time in the shop rather than on deliveries or
business quickly and get product onto the shop floors, but keep their
working in the warehouse, and it was during these months that I first
expenses to a minimum. The best way to do this is to take on agents
encountered furniture agents.
and pay them for what they sell, factoring the commission into the
They were all cut from the same cloth – driving around in nice
cost price. So, if they sell hardly anything in a month, the supplier
cars, dressed in top-end tweed jackets or wool suits. Compared with
doesn’t have to give them a big cheque – but if, on the other hand,
today, they had life easy – all they did was drive around and sell their
the agent does a good job and sells a lot of product, the supplier can
wares, and business was good.
end up paying more than they would for a rep.
I’m talking about the times before the Far East imports started
If the agent does a really good job over the coming years they can
hitting the shop floors. Apart from Italian imports, everything – from
end up earning more than the MD gets paid, which can sometimes
ornate metal beds to leather chesterfields – was made in the UK,
leave a bad taste! Also when it gets to this point, the supplier still
and the agents knew they were in high demand. Whether it was for a
wants a good proportion of those agents’ time, and can feel like they
lamp table or a big stock order of three-piece suites, they expected to
have no control over their team. This is a big concern for suppliers,
get an order from almost every call they made.
and the reason why a lot of them are moving over to employing reps.
I remember one time an agent came with a show van, and the
In short, suppliers want control over their sales team, but often
buyer ordered 30 suites for the following month and the same for the
can’t afford reps in the beginning – but, as the company grows,
next two – 90 suites in one visit? In the Eighties it wasn’t uncommon
this becomes a more viable option, and they pay off the agents to
for agents to earn in excess of £100k, and I have heard stories of
transform their sales team into an employed one.
them earning up to £250,000 in one year. During the major furniture shows (which were originally organised
Today, more and more agents are becoming reps, leading to a shortage of good agents – and I think this is going to continue. The
by the agents) they could afford to take their best customers out for
days of the furniture agent are numbered – in 10 years we will have
lavish meals every night, knowing that the next day the customer
a completely different picture. It’s already happened in different
would come onto the stand and place big orders.
industries, and with retail evolving so much, it is only a matter of
But those days are long gone. Unless an agent has a major agency or deals with one or more of the big internet boys, they can be
time for our sector. It will be a sad day when the last agent disappears from the
scrambling around worrying about things like the cost of fuel to
industry – agents have played a big part in the traditions and
get out on the road (especially with that being so expensive at the
development of the UK furniture industry, and it won’t be the same
moment).
without them.
If an agent isn’t turning over £50,000 it isn’t worth doing, once you consider expenses, car, fuel, hotels, phone, insurances, technology and other travel costs. Once that has been taken into consideration, they might as well go over to the dark side and become an employed rep – and why not? They wouldn’t have to worry about expenses and whether or not their commission cheques were going to be enough to cover their mortgage that month.
Agents might as well go over to the dark side and become an employed rep – and why not?
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48
BEDS & BEDROOM The FR Bedroom collection from Kettle Interiors (01536 444960, sales@kettleinteriorsagencies.com) brings classic French chateau style to the modern home. A particular highlight of the collection is the upholstered bedstead, which features fine detailing and a padded fabric headboard that marks out the bed as something special.
Boasting pioneering technology, Sealy’s (www.sealy.co.uk) new Naturals Collection combines natural fillings with 21st century
With a low foot-end to enhance the feeling of space, this is
comfort. Unveiled late last year, this fusion works in harmony
a quality piece with details including sculpted side rails, Queen
alongside slick wool and Sealy Smart Fibres to deliver durability,
Anne-style feet, and a carved end-frame to the elegantly-shaped
support and, most importantly, comfort.
headboard, which is finished in a linen-look fabric and boasts a
A mix of mohair, bamboo and pashmina fibres provides
weathered oak-wash finish.
breathability, meaning that these mattresses are able to adapt to
The bed is available in 4ft 6in, 5ft and 6ft sizes. Along with the
various temperatures the whole year round. The new models are
rest of this new collection, the upholstered bedstead is available as
named after attractive Cumbrian locations – Renwick, Kentmere,
part of any Wholesale, Stockist and Container package, with free
Lakeside and Cartmel.
delivery on orders of £500 upwards.
Sweet Dreams (01282 830033, sales@sweetdreamsuk.com) is launching three sumptuous upholstered bedframes at the AIS members’ show this month. Manufactured at its own premises in Lancashire, each of the Lisbon, Porto and Faro frames features a self-coloured buttoned head end, fully-upholstered rails and a low foot end to create a classic look. The fabric is plush velvet, and comes in a choice of six colourways – stone, sage, steel, blush, teal and ocean. Moreover, the frames come in a choice of three different headends, with an innovative drop-in sprung slatted base for speedy assembly and stability. All three models come in three sizes – The award-winning Cayenne, one of the VIP ranges introduced by German bedroom manufacturer Wiemann (enquiries@ wiemannuk.co.uk) this year, is taking bedroom storage to new heights with its unique dual-depth hinged doors.
double, king and superking. Customers can choose either delivery to store within 10-14 working days, or take advantage of direct home delivery. Sweet Dreams is an NBF Approved Member.
Cayenne features a selection of large and flexible storage options with cupboard widths ranging from 50-400cm, offering a greater increment than other Wiemann robes. It is available in four carcass colours (white, champagne, pebble grey and havanna) and three door finishes (white, pebble grey and champagne) in either matt or glass, with the option of a mirror. The collection also comes with a comprehensive selection of bedroom pieces. Simon Hewitt, MD of Litmus Furniture, Wiemann’s sole agent for the UK and Ireland, says: “The Cayenne collection offers consumers more than just bedroom furniture – it’s ideal for those wanting to create a design statement as well as maximise every inch of space in the home. The dual-depth robe works well around a bed, the focal point in the bedroom, and is still packed with hanging and storage space.”
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• 12000 heat treated pocket springs combined with tablet spring in a king size mattress. • Fillings include pure lamb’s wool, silk, cashmere, mohair, horsehair. • 4 rows of side stitched mattress borders, also fitted with air vents and flag stitched handles. • Mattress borders embroided. • Hand tufted mattress finish with pure woollen Mayfair tufts. • Memory elastic foam on anfabric. Orthopaedic spring unit • Superior quality viscose damask • Air flow mattress borders with handles and brass air vents • Divan base fitted with corner guards and chrome • Shapes to the contours of your body glides. • Micro quilted mattress finished in HEALTH 06/11/2017 10:45
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50 | Beds & Bedroom
The Shire Bed Company’s (www.shirebeds.co.uk) Celebration collection is proving popular with retailers, thanks to its wide choice of affordable products. The range, which includes four turnable mattresses, comes with micro-quilted panels, handles and air vents as standard. At the top end of the collection is Festive, a 1500-pocket series mattress, and Gala, a 1000-pocket series mattress. The collection also features Revel, a 12.5g bonnell spring unit, and Merrim, a 13.5g bonnell spring unit. Fara Butt, marketing director, says: “Celebration was launched to mark our milestone 20th anniversary event at last year’s NBF Bed Show. It represents the culmination of the skills, technology and forward thinking that have made the company what it is today – we’re delighted with the response it has received so far.”
Gala 1000 on blue glitz base
Kindred from PWS (www.pws.co.uk) has added a painted solid timber bedframe to its classic bedroom collection. The classic bedframe has been specifically designed to work seamlessly with the rest of the classic range. In a choice of two sizes – double and king – the solid timber bedframe is also available in a selection of three neutral colours – stone, partridge grey and porcelain – all finished with an accent oak headboard detail.
SEEK LUXURY.
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FURNITURE
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THIS YEAR’S WINNERS B E D RO O M Wiemann UK, for Cayenne LIVING Tetrad, for Constable Hamilton & James’ Natural Collection is ideal for those who prefer an opulent, natural touch. This exclusive collection takes its name from the mixture of natural materials used to create each bed, ensuring a purely restful night of sleep. For those who want a little extra out of their bed, the Natural Collection is simply ideal.
DINING Gallery Direct, for Milano DECOR Think Rugs, for Woodland
For more information about the Natural Collection, please contact us by email at enquiries@deluxe-beds.co.uk or call 01484 427 373. www.deluxe-beds.co.uk
Supported by
Deluxe Beds, Beacon Street, Birkby, Huddersfield, HD2 2RS, United Kingdom
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Dunlopi
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LIVING
Designed to be displayed as statement pieces in contemporary interior settings, Premier Housewares’ (0141 579 2000, www.premierhousewares.com) new line of large sofas feature fabric and leather upholstery, and display on-trend finishing touches. Presented as part of Premier Housewares’ new Fifty Five South brand – a premium collection of furniture, lighting and accessories, characterised by limited edition objects, an artisanal approach, and the use of a diverse range of materials – the new sofa collection has been developed to co-ordinate with a wide range of interior design trends. It includes Nordic pieces dressed with tactile fabric upholstery, supple leather sofas in a range of colours with deep button tufting, and large corner couches. New designs arrive on a regular basis. Pieces to look out for include the mid-century-inspired Rena, an expansive three-seat sofa upholstered with button-tufted grey velvet, and cradled in a reflective silver metal frame. Every sofa can be viewed in Premier Housewares’ Glasgow showroom, a modern 30,000ft2 facility arranged over two floors, in which the sofas are presented alongside lighting and living accessories on the second floor.
Featuring the Antiquarian collection, as well as introductions to
Budapest
the Mad Men and Atlantic lines, the Louis de Poortere (info@ depoorterelouis.com, www.louisdepoortere.com) 2018 Woven Rug Collection is now available to UK retailers. With the reissue of some of the maker’s most iconic designs – Hadschlu, Bakhtiari and Heriz – in modern colourways and hand distressed, Antiquarian is a stand-out range. Already receiving widespread praise as a collection to watch for 2018, Antiquarian could prove a landmark collection for the brand. Next is a new design in the established Atlantic series, The Streak. Representing the ripples and streaks in the sandy shores of New Jersey and Long Island, as if they were abstract paintings, this stylish rug comes in five colourways. Inspired by the world below the surface, The Cracks is the latest Mad Men design. A mix of straight and broken lines, of matt and shining yarns, and of smooth and ragged pencil strokes, The Cracks features the hues of Dark Pine, Deep Mine and Abyss Blue.
Hyder Living (01484 531000, www.hyderliving.com) has revealed further details of its Bespoke Sofa programme, which was launched at the January Furniture Show, and offers retailers the opportunity to develop exclusive lines from thousands of possible combinations, with no minimum order. Designed to offer retailers a white label solution for sofas, or to
Antiquarian Classic Brick
give interior designers the flexibility they need, the programme includes 12 styles, each available in armchair, two-seater and three-seater options. Covering classic and modern design, each style can be customised through covering and finishing choices. Hyder Living offers over 100 coverings through the programme, including leather, velvet, suede, chenille, crushed velvet, wool and linen. Each is available in choice of colours. The finishing options are almost as diverse, with details such as piping, studding and button back detailing all available. Director Biny Hyder says: “The Bespoke Sofa programme is quite extraordinary in its depth and demonstrates our willingness and ability to differentiate in the market through offering retailers exceptional service.”
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Celebrit
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54 | Living
Flair Rugs (01457 850660, sales@flairrugs.com) is releasing four new designs within its premium Luxmi collection as part of the company’s ongoing collaboration with the V&A. Each rug is inspired by a different artefact from the V&A’s rich archive, with influences ranging from 19th century Chinese motifs to art deco. Inspired by a piece of Chinese wallpaper from 1860, Phoenix features a central motif of a mythical bird, surrounded by blooming peonies. For Moderne, Flair Rugs has returned to the art deco period, delivering bold, geometric forms in an archetypal brown and ochre colourway, inspired by a 1930s hand-knotted carpet given to the V&A by The Savoy Group. Based on a furnishing fabric by Allan Walton Textiles, Rhythm captures the energy and sense of adventure of 1930s ocean voyages – while the work of French artist Edouard Benedictus has inspired Rosa, which offers abstract floral motifs and intricate details in vibrant colours.
Rhythm, part of the Luxmi collection Sakura buffet, Kleo collection
Bluebone’s (www.bluebone.co.uk) collaboration with Kleo is proving a real retail success, says the importer. Ocean, with its tube frame and sanded boatwood, and Sakura, which comprises reclaimed teak with inserted metal strips, are by far the most popular furniture ranges in the collection. By removing the colour of the old, messy timber, the beauty of the wood comes to life – it is the patterns, dents, scars and natural lines that tell the story of Kleo products’ journey from ocean to home, which makes every piece unique.
Looking for a reliable flat packed furniture partner?
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56
DINING
The stylish Scandinavian looks of The NT Collection from Kettle Interiors (01536 444960, sales@kettleinteriorsagencies.com) has won many fans, and the large cupboard is proving a highlight in the collection, thanks to its combination of compact proportions and eminent practicality. Crafted in a stylish light oak finish, the large cupboard is packed full of quality cues including wooden drawer runners and dovetail joints for all three drawers, and boasts practical storage thanks to an integral shelf. With chrome or wooden knobs in every box for a touch of personalisation, the large cupboard shares the elegantlyshaped foot found throughout The NT Collection, along with beaded and panelled doors and matching sides, and makes a fine addition to any dining room, living room, hallway or kitchen. Along with the rest of The NT Collection, the large cupboard is available as part of any Wholesale, Stockist and Container package, with free delivery on orders over £500.
The soft industrial look is really gaining traction in retail, says Bluebone (www.bluebone.co.uk), which has put its bestselling pieces together in a retail display. Using the birdcage bar table as a centrepiece to display different bar stools, the concept shows living and dining design in sturdy quality. The wall accessories finish the look, adding a selection of takeaway pieces to increase sales.
Long-established Devon-based chair and table manufacturer and wholesaler Woodman Chairs (01884 841789, www. woodmanchairs.co.uk) is always looking for innovation and new ideas to give stockists’ customers more choice. Apart from offering a wide range of contemporary and traditional chair styles in beech and oak, plus several finishes and seat options, Woodman also makes bespoke frames to spec. Woodman is a leader in oak and painted bar stools, and its Cricket and Nordic stools demonstrate its versatility and commitment to choice.
M&P Chairs (07802 648383) has experienced a brisk first quarter’s trading, helped by recurring business and some new customers and orders picked up from a successful January Furniture Show exhibition. The company reports that it continues to see steady sales of its staple products such as the beech and oak Farmhouse, Shaker, Caversham and Carra chairs, while its rocking and grandad chairs still prove popular. M&P exhibited two new products – the Nordic stick-back chair and Paesana wooden seated chair – at the show, and the company now has these in stock. M&P is based in East Sussex, carries large stocks of its core products and distributes throughout the UK using its own delivery vehicles and pallet and courier providers. The company prides itself on being able to deliver quality European hardwood chairs to its customers quickly and efficiently.
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58 | Dining
The Febland Group (www.febland.co.uk) reports that its Blackpool headquarters
bulbs are out – it must be Blackpool!” A new range of dining tables, coffee table
and frame choices are “second to none if you want a unique bespoke chair or
was lucky enough to avoid the bad weather
and side table in a marble effect finish have
sofa”, and its “giftware complements our
that hit much of the nation last month,
just arrived in stock, says Stephen, while
furniture, so there’s no need to worry about
and invites prospective buyers to visit its
the showroom’s walls are full of attractive
accessories”.
showrooms and enjoy the climate.
3D art pieces and playing card prints which
Says Febland’s Stephen Ward (at the time of writing): “The sun is shining and the
Just like the company’s website, Febland’s showrooms are open seven days a week, and
“bamboozle the eye”. According to Stephen, Febland’s fabric
feature all the company’s newest lines.
yotfc ltd. Offering an extensive selection of quality oak, beech and pine furniture in a fantastic range of paint and polished wood colour finishes, as well as bespoke fabrics, faux leathers and leathers for upholstery NGE OF CO
L
UR
W I
RA
O
D
E
S
T:
YeOldeMar349.indd 1
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01604 890956
www.yotfc.eu
md@yotfc.co.uk or brd@yotfc.co.uk YOTFC Ltd. 3 Roe Farm, Cogenhoe NN7 1NL E:
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59
www.bluebone.co.uk Telephone.: 0161-330 8959 E-mail: sales@bluebone.co.uk
Unique and Exclusive Designs Soft Industrial Retro & Vintage Furniture and Accessories Storm Grey and Cottonwood Retro Oak
BlueboneApr18.indd 1
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KEENCLASSICS CTZ
STZ1D
NTZ
STZL
TEL: 07774 704744 info@keenclassics.com www.keenclassics.com
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60 | Dining
With the introduction of an expanded collection of dining chairs, as well as a new range of wall and floor mirrors, Kettle Interiors is making every effort to ensure its product line can be enjoyed in greater depth – with the quality, value and service for which the supplier is known.
KETTLE INTERIORS – SITTING PRETTY, LOOKING SHARP A natural extension of the supplier’s dining range, the much-
Referencing baroque, Victorian and Edwardian styling, it is a
improved Chair Collection now includes 37 options, ensuring
collection that will stand alone, or work well with living and bedroom
versatility and complementing styles for any dining furniture. With
displays in-store.
popular scroll-back and wave-back styles available in five different
“Mirrors are a complementing line and can work well in giving
fabrics, luxury options in winged and curved button-, square- and
an extra-special touch to in-store displays, adding a feeling of
panel-back styles in natural, dark, grey and white leg, plus stools
authenticity and charm,” says Simon. “With this in mind, we’ve
and a stylish curved button-back office chair, it is a formidable
introduced a collection that works well right across the board, from
assortment.
classic gold to contemporary white, yet which comes with a couple of
Offering high value in each item, the Chair Collection can make a tempting alternative to co-ordinating chairs in the supplier’s oak
distinct advantages.” The first of these is easy access – the mirrors are available from
and painted dining ranges, allowing retailers to widen choice on
UK stocks in any combination or quantity. The second is that each
dining sets while taking full advantage of the ease of dealing with one
mirror comes individually boxed, which makes storage simpler, and
supplier – a factor important in the range’s recent expansion.
customer collection or delivery far easier. It also ensures the mirrors
Simon Ainge, sales director, explains: “With dining tables often sold as part of a set, we wanted to make sure that our retailers were in the position to give choice to their customers, outside of whether
are protected at every stage of pre-sales, arriving to customers in perfect condition. Representing the first steps in a developing product line
they wanted a padded or wooden seat, in a ladder- or cross-back
from Kettle Interiors, these new collections are available in any
style.
combination or quantity as part of any Wholesale, Stockist or
“The new Chair Collection now offers huge scope and so retailers
Container package, with free delivery starting from just £500.
can give consumers a choice of chairs while still being able to enjoy
T 01536 444960
the ease of being able to source the ideal combination from one
E sales@kettleinteriorsagencies.com
supplier, shipped in unison, with free delivery from just £500. It really does make creating a value-added dining set offer, or special promotions, a lot easier.” The introduction of the Mirror Collection may seem a less obvious one, but mirrors are a natural extension of the supplier’s furniture collections and a line that is already well established in interiors and furniture stores. Launching in four styles, again the range offers choice and a departure from the matching wall mirrors found in the supplier’s dining and bedroom collections. With gold, silver and painted white (selected styles only) finishes, the ornate styles are available in rectangular and leaner sizes, the latter offering an elegant solution in living spaces and bedrooms alike.
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M&P Chairs Limited WWW.MANDPCHAIRS.CO.UK
110 - Slat Side (& High Back) Chair
111 - Spindle Side (& High Back) Chair
112 - Fiddle Side (& High Back) Chair
114 - Slat Low Carver
115 - Spindle Low Carver
116 - Fiddle Low Carver
QUALITY EUROPEAN HARDWOOD (BEECH AND OAK) CHAIRS THIS IS JUST A SMALL SELECTION OF OUR RANGE - PLEASE CONTACT US FOR FURTHER DETAILS ON OUR FULL OFFERING ALL AVAILABLE FROM STOCK • FINISHING SERVICES AVAILABLE • LARGE OR SMALL QUANTITIES • DISCOUNT FOR COLLECTION EMAIL OR CALL US TO REQUEST A BROCHURE AND PRICE LIST Please visit our website to see our full ranges - WWW.MANDPCHAIRS.CO.UK All enquiries to: Mike Hodgson – mikehodgson@gmx.com • Call: or Paul Hodgson – paul.holroyd.hodgson@gmail.com • Call:
07802 648383 07469 819520
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Furniture & Lighting
Showroom
Open 7 Days A Week
We are one of the largest wholesale furniture suppliers in Lancashire. Specialising in modern funky furniture home lighting, wall mirrors, giftware & accessories, dining room furniture mirrored furniture, home bar furniture contract tables & chairs to the retail sector nationwide.
Febland Group Ltd
Flag House, Ashworth Road Blackpool, Lancashire FY4 4UN
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64 | Trade Services
According to Greenwood Retail (01565 650101, www.greenwoodretail.com) MD Bernard Eaton, the specialist sales promotion company’s clients will testify that Greenwood’s high-impact strategies can generate 25-100% of annual turnover – depending on the nature of the event and other variables – with high margin maintained in just 17 days’ trading. “These sales returns are being seen by scores of retailers, right across the UK and the Republic of Ireland, year after year,” says Bernard. Greenwood specialises in organising highprofile retail sales events, on behalf of quality retailers – many of the company’s clients are members of buying group AIS, for example. “Greenwood has far more experience of planning and organising retail sales in this marketplace than any other sales company in the world,” says Bernard. “This means that no-one else is better qualified to help British and Irish retailers get the best out of their next sales event.” A Greenwood Sale can immediately benefit many businesses – contact the company to receive an outline of sales projections and costs.
RetailSystemApril18.indd 1 FN349_Pages.indd 64
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66 | Trade Services
OFFERING THE INDUSTRY A NEW PERSPECTIVE Fuelled by new technology, customer demand is evolving fast – so businesses at every stage of the supply chain must consider new ways to present and deliver their goods and services. Thankfully, there is no lack of imagination in this field – this month, Furniture News catches up with industry veteran Matt O’Flynn to learn what enVision can offer those looking to stand out online … From its studio in Derbyshire, digital
which promises to deliver the full digital
brand marketing and website specialist
experience.
Orbital Vision has worked with the likes of
For now, enVision empowers
“In an increasingly digitally-driven world, it’s vital that you offer the best imagery and digital experience,” says Matt,
Twickenham Stadium, Eurofins Scientific
manufacturers and retailers to present
who has worked together with Orbital’s Rob
and Vaillant – and its furniture and
their entire portfolios within a bespoke 3D
Walker on individual projects for some 15
furnishings clients include Celebrity Motion
CAD environment, enabling consumers to
years, and was quick to recognise enVision
Furniture, Linwood Fabrics, Collins & Hayes,
customise their selections with different
as a universal application in the furniture
Debenhams and Sleepeezee.
fabrics and finishes before purchasing
and interiors sector.
Its extensive experience, which spans photography, branding, ecommerce
through an integrated ecommerce solution.
“enVision brings a swatch library to life,
“enVision is exactly what the trade needs
allowing infinite iterations of combinations
websites, apps and video, has led Orbital to
to stand out online,” says Matt O’Flynn,
to be realised in high definition photo
develop a new way of visualising and selling
director at Orbital and also chairman of the
realistic room sets, and is designed to
product – enVision, an online platform
BFM.
benefit operators at every stage of the
Fabric wrap and room simulation meet in enVision
FN349_Pages.indd 66
22/03/2018 10:51
Trade Services | 67
Once the room and its components are built in CAD, the possibilities for promotional use are endless
“In an increasingly digitally-driven world, it’s vital that you offer the best imagery and digital experience”
consumer protection as mass-produced lines, so the risk of returns is reduced. And it is not just fabrics and upholstery which can benefit from enVision – curtains, lighting, rugs, beds, and even cabinet furniture can be recreated by the enVision engine.
supply chain. Take the fabric sector, for
quickly manipulate room sets to support
example – manufacturers can create fully
seasonal campaigns with minimal further
rendered room settings without weaving a
investment.”
yarn, while retailers and interior designers
For ecommerce retailers requiring
can employ this imagery in a way that fits
engaging imagery, there’s a further
their respective brand identities, and end
advantage to this approach, says Matt
users can create endless looks from the
– models which are tailor-made by the
comfort of their own homes.
customer do not benefit from the same
Visit Orbital’s website for a glimpse of the studio’s expertise in action. “With enVision’s expertise on your side, making an impact in the online furniture sector will be effortless and result in quick payback,” concludes Matt.
T 07836 237490 W orbital.vision
“enVision is also about converting furniture ranges into 3D CAD objects to use in the room sets. Once converted, these shapes no longer need photographing again in their lifetime, and can be wrapped and installed into the 3D CAD roomsets.” Matt explains that CAD simulation has numerous advantages over traditional photography. “The supplier can present their whole range without having to make a product, pay or wait for any photography,” he says. “The cost-saving potential is huge, and thanks to the powerful rendering we’re capable of, the realism offered by enVision is indistinguishable from the real thing. “Rather than being a one-use promotional tool, like a photoshoot, it’s infinitely flexible. For example, retailers can
FN349_Pages.indd 67
22/03/2018 10:51
68 | Trade Services
RISING TO THE OMNICHANNEL CHALLENGE How can retailers better leverage their store resources to encourage online transactions? Tapping into the growing trend of using live video, GoInStore has developed real-time video streaming capabilities for the retail sector, which promise to bridge the disparity in customer experience and conversion rates between the physical and digital channels. Furniture News speaks to co-founder, André Hordagoda …
“Not everyone can get to the store, so having someone bring the product to life can be the tipping point for many”
What problem was GoInStore designed to
which helped us prove how effective
person available. So, we created intelligent
overcome?
GoInStore is when customers are
call routing which considers things like
GoInStore came about from a chance visit
researching online. We established that the
product category and location when deciding
to a premium fashion retailer one morning,
more considered, complex or emotional
which salesperson to connect the customer
where I noticed there were more staff
products were, the greater the impact
with. This ensures that the customer is
available than customers, which got me
GoInStore would have. This was also true of
passed to the best possible person to help
thinking – at that same moment in time,
the disparity in conversion rates between
with their purchase.
how many people were shopping this brand
the two channels – so by bringing the in-
online? How many of those people would
store customer experience online, people
they can replicate the in-store experience
have liked to have asked an experienced,
found it easier to make these more involved
for online customers by using the GoInStore
knowledgeable member of staff more about
purchases.
app, which is installed onto a smartphone or
From the sales assistant’s perspective,
smart glasses. The video stream is captured
a product? Can you describe how the technology
using the cameras on these devices and
colleague at the time (who was a college
empowers both the retailer/salesperson
then passed to the website browser in real
friend and became a co-founder of
and customer to enjoy a better shopping
time, effectively allowing the customer to
GoInStore), and acknowledging low online
experience?
see through the eyes of the sales assistant
conversion rates of around 1-2% versus in-
The technology works by using one-way
whilst they facilitate the important two-way
store conversion rates of around 20-30%,
video (from store to website) and two-
dialogue. In effect, the assistants become
we quickly realised the business opportunity
way audio. Whilst browsing the website,
live advisers on the website.
to increase conversion rates by connecting
customers can click a button on the webpage
The benefits to retailers of GoInStore’s
online customers with in-store staff and
and be taken into the store or demo location
live video solution are multiple, as it utilises
experience. GoInStore was born.
from the comfort and convenience of their
those powerful assets that distinguish them
home or office.
from the likes of Amazon – their brand,
After chatting to Aman Khurana, my
Where was its first application? Its first application was in a music store,
FN349_Pages.indd 68
We’re mindful of only offering the service to customers when there is a relevant store
stores, products and staff. Therefore, by integrating GoInStore’s
22/03/2018 10:51
69
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70 | Trade Services
“Imagine turning a website into a live shopping channel, using your store as the set location, and your top-performing salespeople as the presenters” live video into their customers’ journeys,
What does technology like GoInStore
retailers can improve the efficiency and
mean for the future of bricks-and-mortar
profitability of their existing in-store and
stores?
people assets.
By connecting in-store retail staff to website
When customers start to use live video
customers using live video, GoInStore has
to ask questions and see the products
created revolutionary new types of roles
demonstrated, they are much more likely
in bricks-and-mortar retail – the live
to book an appointment in store and go on
adviser and the live broadcaster, whose
to buy. For consumers, when you combine
objective is to create interactive human and
the convenience of online shopping with
personalised digital shopping experiences.
the experience of being in store, it saves
This will help to change the way in-store
them time and allows them to get a better
staff and
understanding of what they are going to buy
resource is allocated to support online traffic
and the brand selling to them.
and customers.
As well as offering one-to-one live
Bricks-and-mortar retailing is innovating
video, GoInStore also partner with
at pace, and GoInStore’s live video
retailers to deliver one-to-many customer
technology is aligned with these changes.
engagements through our live broadcaster
In our view, customers will continue to
feature. This enables retailers to broadcast
research and make their purchase decisions
via live video across their website, Facebook
online and still visit the store to immerse
and YouTube simultaneously.
themselves in the brand experience.
Imagine turning a website into a live
Our technology enables live online
shopping channel to push and promote
product and brand demonstrations which
certain products, and using your store as
will be broadcast through shopping centres,
the set location, and your top-performing
stores and websites simultaneously,
salespeople as the presenters. We’re
providing localised and personalised
achieving phenomenal metrics with our
content and experiences for shoppers within
early adopters, all the way from viewing
shopping locations and in the comfort of
times to time on site, and, of course,
their homes. Live video is adding a new
conversion rates and order values.
dimension to the way brands engage with their customers.
How might the technology be applied in the furniture retail sector, and have you
Can you provide any figures to demonstrate
executed any projects in this arena?
how GoInStore has helped transaction
We are speaking to a number of furniture
rates?
retailers at the moment, and they are telling
By delivering an in-store experience to
us that the use cases we have worked on
website customers, GoInStore generates
with other retailers and brands like Dyson,
the high conversion rates associated with
Porsche and Marriott, also apply to them.
in-store footfall, to retailers’ highest-traffic
Being able to capture customers early in their online research phase, and being
channel – their website. For example, retailers saw an increase
able to speak to them and demonstrate the
in online conversion rate of at least x 10,
products in real time before they visit a
and average order value (AOV) by +56%
store or showroom, improves omnichannel
from January to September 2017, when
experience and increases bookings and sales.
GoInStore’s live video appeared in the
Not everyone can get to the store, so having
customer journey.
what it means to have an omnichannel proposition. However, I think there are challenges that all sectors face where they can learn from each other – the growth of experiential shopping centres and stores, and the immergence of driverless cars being two examples. These new areas will change the way we all shop and travel and are inexorably linked, so I see that there will be more partnerships or even acquisitions across sectors, where different companies will work together in ever-more complex customer journeys. How is the technology likely to develop, and what’s the next step for the company? We are currently developing enhanced functionality to support scheduled calls and more client data being made available to the sales assistant for clienteling (technology that passes the sales assistant relevant customer data to support the customer journey). Retailers will be able to offer this, for prearranged calls and personal shoppertype services. For our live broadcaster feature, we have just launched more interactive capabilities, allowing the host to take questions from the (online) audience. The broadcaster will also be able to pose questions or topics to customers for them to then vote on, creating live interactive content. For 2018, GoInStore is also developing live video featuring augmented reality (AR). Whilst the live video element still provides the human interaction, AR will provide product and brand information overlaid on the live video stream. For example, a retail assistant can show pricing and graphical measurements alongside the furniture in the live video. Next steps for the company are to continue the growth we saw in 2017 and focus on our expansion into Europe and the US. We are speaking to a number of prominent retailers globally, so watch this space!
W goinstore.com
André Hordagoda
someone bring the product to life can be the tipping point for many in their decision
Based on your experience, what can retail
making.
learn from other sectors when it comes to
GoInStore has been working with DFS
selling and the omnichannel proposition?
in the Netherlands on a pilot project, and
That’s an interesting question – in my
have recently just signed Sofa.com, so we’re
experience the retail sector is more
excited to be helping the furniture sector use
advanced than many others when it comes
live video commerce.
to selling using data and technology, and
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72 | Trade Services
OF FURNISHINGS AND FIRE SAFETY The flammability risks of large pieces of furniture have been well documented – but what about the furnishings around them? In this article, SATRA technologist Thomas Notley discusses the test methods used to assess the fire resistance of curtains, drapes and window blinds. to which they are subjected in actual use. The specification sets out cleansing procedures that should be used to ensure
“Being a verticallysuspended piece of material, flames can spread readily up and across a curtain”
that the fire-retardant treatment is retained during the life of the curtain. The cleaning procedure used before the samples are tested should be chosen with reference to what the supplier recommends for cleaning the curtain, with the instructions on the care label taken into account, or as detailed in the standard. BS 5867-2:2008 specifies that the flame in the ignition tests is applied according to particular test methods specified in other standards. The principle of these tests is to apply a small gas flame to a vertically-
While the term ‘curtain’ can be used in a
Fires inside buildings can be started due
variety of situations, it is defined for this
to ignition by smokers’ materials, naked
purpose as a large piece of fabric hung up as
flames such as candles, or other intense
a screen – often across a window. A curtain
heat sources. Being a vertically-suspended
is tested to see if it is likely to catch fire
piece of material, flames can spread readily
when exposed to a flame. This flammability
up and across a curtain. Fabrics which have
testing can be used to assess whether or not
no inherent resistance to ignition may be
it is safe – whether it poses a fire risk.
chemically treated to make them resist
In the UK, there is no specific mandatory
ignition – fabrics treated in this way are
requirement that curtains supplied for
often described as FR-treated (FR standing
domestic use are tested for flammability.
for flame retardant). FR treatment is
Curtains are not included within the scope
intended to improve resistance to ignition
of the UK Furniture and Furnishings (Fire)
and also, should ignition take place, reduce
(Safety) Regulations 1988. However, the UK
the rate at which a flame will spread across
General Product Safety Regulations 2005
a surface.
requires all products to be safe – and the
– Fabrics for curtains, drapes and window
by suppliers as a way of getting evidence
blinds – Part 2: Flammability requirements
that the product is safe.
– Specification, sets out levels of
is controlled in the UK by the Regulatory Reform (Fire Safety) Order 2005, which
across the fabric, are assessed in order to determine if the test has been passed or failed. If the curtain has a lining (two different pieces of fabric used back-toback), both the front and the back of the combination are tested. To comply with BS 5867-2:2008, curtains must carry a permanent label. The standard sets out information that must be present on the label.
This specification describes three levels
building (such as a workplace, hotel,
Type C, the latter of which involves the most
restaurant or hospital) to take responsibility
severe testing. Each requirement type involves a
includes the correct selection of curtains.
cleansing procedure to be used before the
Subject to a risk assessment of the building
samples are tested. The fire-retardant properties of the fabric
the curtains may well need to be tested to
(or fabrics) used to make the curtain may
show they are safe.
well be affected by the laundering processes
FN349_Pages.indd 72
The development of any holes in the fabric, or the way in which flames spread
methods. – the requirements of Type A, Type B and
and the activities that take place within it,
and 30) and assess how the fabric behaves.
performance based on testing to particular
imposes a duty on the operator of the
for fire safety. Part of this responsibility
specified number of seconds (between five
The British Standard BS 5867-2:2008
testing of products against standards is used
The fire safety of non-domestic buildings
suspended piece of the curtain fabric for a
Tom Notley is a technologist specialising in flammability testing at SATRA. E furniture@satra.com W satra.com
22/03/2018 10:51
SatraM
Furniture testing and certification
Extensive modern test facility Technical advice and expertise ISO 17025 UKAS Accredited Excellent customer service www.satra.com furniture@satra.com Tel: +44 (0)1536 410 000
FN349_Pages.indd SatraMar18.indd 1 73
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74 | Designer
ROB’S MODERN CLASSICS
Radius, by Simon Pengelly for Habitat
Radius Bedroom
Although furniture is subject to the vagaries of fashion, some designs endure, proving popular for anything upwards of a decade. In this series, together with Furniture News’ Paul Farley, designer Rob Scarlett investigates what characteristics these ‘modern classics’ have in common, exploring their history, concept and evolution to identify how they deliver long-lasting commercial success. This second instalment looks at a solid contemporary oak range which has remained a bestseller for Habitat for two decades, and shows no sign of bowing out …
Simon Pengelly, Pengelly Design
Simon designed Radius back in the summer
but far too often the obviousness of things
general than that, and appeal to people
of 1998 whilst freelancing for Habitat.
being flat-packed and veneered was far too
with traditional tastes, too. I just started
Following a brief by Habitat’s creative
prevalent.
sketching away, trying to create something
director Tom Dixon to design a furniture
Radius was a deliberate attempt to
that expressed the production methods
range with broad appeal, Simon agreed to
create a design that was quiet but had
behind it, as well as the nature of the
develop “something RTA in solid wood that
traditional references – something simple
materials.
could not be mistaken for a veneer”.
and understated, but imbued with Arts and
Two decades after its inception, Radius remains one of Habitat’s bestselling ranges. Indeed, Simon is working on new additions
tried to disguise the joints. It has a
pragmatic.
machined aesthetic that gives an idea of the
It had to appeal to everyone. That sounds
to the collection as we speak, and these are
trite, but the scene back then was full of
slated for release this summer.
designers working in London, and only seeing London stores.
Conception Habitat did some nice furniture at the time,
FN349_Pages.indd 74
There is an honesty about it. I haven’t
Crafts references, very contemporary, and
We all had our own take on contemporary furniture, but it needed to be far more
way it is made, yet is imbued with a sense of craft and detail. Bridle joints run through the range – these have been around for millennia. These had to be softened with curves – which is where the ‘radius’ joint came from.
22/03/2018 10:51
Designer | 75
Materials
– they have cold
More than any other timber – especially for
winters, so it’s tough
Europeans – oak has a sense of longevity.
and fairly consistent.
You think of it as very hard, weighty and
There is a lot of hand-
durable, like those old ships that have been
crafting skill over
under water for hundreds of years and still
there, and it’s nice to
come out intact. Oak will go with anything,
integrate that.
and everyone loves it.
One of the 1:5 scale models used during the design phase to give Habitat’s buying and manufacturing teams a better idea of the range
It was also very important that the
“Oak lends itself to timeless designs – it’s not a wood that’s associated with a specific period of time”
finish looked natural – not lacquered, polished, or sanded to within an inch of its life. The finish is so natural, like a Scandinavian soap finish, it’s almost as if it isn’t there. This is thanks to a
Beech had been used to death, so had cherry and ash, and oak was on the
waterborne lacquer
means the shoulder is offset inwards, and is
with UV content to stop it yellowing.
incredibly strong, as there is lots of gluing area. There is no need to brace the legs at
ascendant at the time. It also lends itself to
the bottom.
timeless designs – it’s not a wood that’s
Construction
associated with a specific period of time.
Radius was an antidote to all the square-
The range comprises tables, benches,
edged veneered panel furniture that was
chests of drawers, chair, wardrobes, a
where to manufacture Radius to hit the price
coming in at the time – but to make it
dressing table, AV unit, plus coffee, lamp
point Habitat wanted. Unfortunately, it was
affordable it had to be flat -packed for
and hall tables. There were 15 to 18 pieces
never going to be in the UK – even back in
shipping and warehousing.
originally. These were whittled down over
The obvious problem at the outset was
my early days, that was too expensive.
There was a very conscious effort to make
the years, but some of them have come/
it ready to assemble without looking like
are coming back. I’m currently working
manufactured in various factories in Croatia
it was flat-pack – and I think that comes
on a longer sideboard, dressing table, an
and Slovenia, using oak from that region.
across with the leg assemblies, and how
extending dining table, and I’m bringing
Oak from the Balkans is exceptionally good
simple it is to put together. Radius’ joint
back a coffee table in new proportions.
It was decided that it would be
“Furniture designed for the modern day is either dull and uninspiring or has too much personality”
Radius was created in 1998, but new designs are still coming off the drawing board
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MANCHESTER CENTRAL | 15-17 JULY 2018
FEATURING MIDPOINT
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Designer | 77
Evolution It struck a chord straight away. It became
The softened bridle joints in full view give the range its name
Habitat’s bestseller very quickly, and has stayed up there ever since. None of us knew how successful it was going to be. It was a case of right time, right place – it also sold very well in France. We worked very hard on the proportions to hit the sweet spot. Some of those may have changed over the years, but the range as a whole is still pretty much as it was laid out in the original drawings. Success When I received an email from Habitat last year, I thought they’d be telling me that Radius was being discontinued – but they wanted me to add to it. It was one of those designs that just worked and came together easily. It’s still selling very well after 20 years, and that’s very gratifying. I think there’s a number of reasons for its continued success. Firstly, it’s flexible – Radius will go with any sort of furniture, from antiques to contemporary plastic chairs. It doesn’t really date. A lot of ranges come and go within three to five years, but Radius wasn’t aimed at any current fad or fashion.
“As a designer you have to be quiet – you can’t let your personal handwriting and design philosophy be the main protagonist”
Furniture designed for the modern day is
Wallingford store near Oxford – it was a futuristic, inspirational place to be. Radius is the best thing I’ve created for Habitat, and I’m proud that it’s reflected the values of Terence Conran for the last 20 years. Designed for life Retail has always been fairly fickle. Quite often, buyers and merchandisers will not give a new range long enough, and will pull it at the slightest drop in sales, which can be
either dull and uninspiring or has too much
together, do the heavy lifting. It’s a
personality, and people get fed up with it.
functional vehicle that speaks volumes about
It’s not targeted towards any particular
the way it’s made, and isn’t ever trying to be
current trends – but at the end of the day
customer group. It has a timelessness about
the main protagonist in the space it’s in.
furniture is generally a major purchase,
it – which was deliberate. It just gets better
I think it still represents Habitat in a
affected by so many different things. When designing, you have to be aware of
and people don’t really want to be changing
over time with that patina of use. It’s like
very positive way. As well as my father,
theirs every five years. I think furniture
a blank canvas. And it has always felt like
who was a furniture designer at ercol, what
should be used until it falls apart.
great value for money.
Terence Conran did in the early days was a
The materials, and the way they go
huge inspiration for me. I used to go to the
In retail, the success of a design also has a lot to do with how it’s merchandised
Radius Dining
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78 | Designer
within the store. For example, the Radius
Radius Bedroom
chest of drawers was originally built as a modular system that you could keep adding to – but there was never any room in the store to show this off, so it didn’t sell.
£
I think online channels can give designs a new lease of life, by offering them a bigger platform. Back then, online sales
L
were in their infancy – today, using context photography to make things more understandable, it’s possible to overcome obstacles associated with store space limitations, and sell more. The value of a modern classic When it comes to the new Radius models being rolled out this summer, Habitat might do something to remind people of how long it has been around. They’ve not been keen to do that previously – in the scheme of things, 20 years is not a long time, and they don’t want to risk discouraging sales by reminding people
C
how old it is. But, that said, attitudes are changing
the hardest things to do. You’re trying to
My chief design philosophy is about
– people want things that have that craft
design democratically, to satisfy everyone’s
creating furniture that has a soul, that
credentials, looks like they’re well made,
tastes, but as a designer you have to be quiet
makes people desire it – but with an appeal
and aren’t trying to ram design down their
– you can’t let your personal handwriting
that isn’t necessarily obvious. And, with
throats.
and design philosophy be the main
Radius, I got lucky.
protagonist.
W simonpengelly.com
Addressing all these demands is one of
Rob reflects ...
“Of course, this makes the design pitch pretty
“Twenty years is an incredible achievement, and Simon should
difficult, and is
be rightly proud – I can’t believe that the range has been in the
where the skill
marketplace longer than I’ve been a designer.
comes in, delivering
“Designing something for everyone is a really tough brief, and
efficiently and
tone.
with passion. It’s
“What I find super interesting is how much the feel of a range
obvious that Simon
changes dependent on the other ranges amongst which it’s
has no problem in
presented. Radius was developed at least in part as a response
communicating his
to the overly obvious flat-pack nature of their other works, and
message, because
sometimes all you need as a design steer is a clue of what not to
I could see Radius
do. Making a design a counterpoint to another range means you
being here in
can sometimes lean on their weaknesses to prove your strengths.
another 20 years’
“Longevity, timelessness and flexibility – this is a great credo for any designer to work by. Create something that doesn’t date. It
H
your message
takes a subtle hand as well as a huge dose of luck to find the right
time – and I really hope it is, because it deserves to be.”
is very, very hard to achieve though, and something I’ve managed maybe only once or twice in my career because it takes more
Scarlett Design was established in 2010 by Rob Scarlett, whose career
than just the designer to achieve. It also takes the open mind
began when he was named the 2003 Young Designer of the Year.
and trust of the retailer/wholesaler as well as the flexibility and
Subsequently, he has played a key role in the design teams of some
engagement of the manufacturer to find what Simon calls “the
of the best-known businesses in the UK furniture industry, including
sweet spot”.
Willis & Gambier, Nathan, Mark Webster, Yinihome and Skano. He has
The problem with these types of ranges is that they inherently
also enjoyed success with ranges launched through retailers such as
lack a wow factor. In fact, you want to avoid the wow factor,
Heal’s, Marks & Spencer, Furniture Village and John Lewis.
which can be more suggestive of a boom-and-bust scenario.
W scarlettdesignuk.com
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L
22/03/2018 10:51
Furnitur
£22
£35
£100 £170
£150
£163
£100
£170
£88
£170 £41
LYON OAK
£160
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TORONTO
£25
£106 £26
£86
£140
£159
CHELSEA
£40
£53
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£21
4YOU
£190
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£60
£95 £40
HAMPSHIRE
FLORENCE £100
£23
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£175
£25
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£59 £138
LYON PLATINUM
£80
£80 £130
SHETLAND
£40
CALL US! Furniture To Go, 3 Keel Close, Interchange Park, Portsmouth, Hampshire PO3 5QD - T: 02380 517067 E: sales@furniture-to-go.co.uk - www.furniture-to-go.co.uk
FN349_Pages.indd 79 FurnitureToGoApr18.indd 1
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80 | Last Word
Zaher Ismail MD, CIMC Home Boasting almost 30 years’ experience in the lighting and home furnishing market, CIMC Home stocks thousands of wholesale classic and contemporary products including upholstery, complete furniture ranges, lighting and home accents. The company’s range of statement pieces has made it popular with furniture retailers and interior designers alike, and its portfolio continues to expand every season.
I am proud to be listing our product
How did you enter the trade? I have been inspired by product design
ranges in major independent furniture
since I was a child. In the early Seventies,
stores across the UK. Working with these
at just 12 years old, I designed and sold my
companies has allowed us to see a future,
first coffee table. From that moment on,
understand our business and create a plan of
I realised I had a great passion and talent
action for the next 10 years.
for design, and decided to pursue a career … and the low point?
within the trade.
There have always been ups and downs
My wife, Gulnaz, and I began our business in the Eighties within the lighting industry,
in the business, but on a personal note
importing ceramic lighting from Taiwan and
the most difficult time for me was when
manufacturing our own shades. Since then,
my mum was ill. I found it incredibly
we have expanded our product ranges to
challenging to concentrate on the business,
include a vast array of giftware.
and, for the first time, business came second.
Over the last four years we have designed
There have also been occasions over the
and imported our own furniture, and in the past two years our focus has been on
last 30 years when I have realised the need
perfecting mid- to high-end furniture.
to re-establish our place in the market.
It has taken three years to thoroughly
Getting ahead as a homeware manufacturer isn’t easy, but by differentiating ourselves,
understand the requirements of supplying furniture to the mainstream furniture
What was your career high point?
we have given ourselves an advantage in an
retailer, but we now supply high-quality,
In the early 1980s we started with a loan
incredibly competitive sector.
sought-after pieces which are unique and
of £100,000, which allowed us to grow the
differentiate us from our competitors.
business to another level – and we been
product designer to bring customers
We recently recruited a new in-house
growing ever since. We achieved a great deal
distinctive home accessories, with
Who was your inspiration?
within the first 12 years, and we were able
each collection conveying a unique
When I was younger, my inspiration came
to purchase a larger property of 100,000ft2
style, reflecting the latest trends. With
from the love of designing. To create
in 2000.
competitors taking inspiration from our
something and see it eventually come to life
Over the past 30 years, we have developed
designs, we have become members of Anti
gave me the inspiration to continue to create
and grown remarkably in all areas of the
Copying in Design (ACID) to ensure that our
new products.
trade, and our aspiration is to become the
products and customers are protected.
When the internet came about, a whole
leading designer, manufacturer and global
new world of ideas was at my fingertips, and
distributor of furniture, lighting and home
… and the turning point?
I was able to research the marketplace to
decor in the coming years. Increasing 30%
The turning point in my career was when
find our niche.
last year and this year – predominantly due
we moved from manufacturing lighting in
to sales within the furniture industry – our
the UK to a new premises in China, because
been the fashion-forward lifestyle brand Z
growth has been promising, and we have
it allowed us to progress more rapidly. We
Gallerie, for their ever-changing collections
maintained our record of continued annual
are also working with a few factories on
of stylish products for the home.
growth in turnover across the last decade.
an exclusive basis to distribute our own
In more recent years, my inspiration has
FN349_Pages.indd 80
22/03/2018 10:51
Last Word | 81
“I came here at 12 years old with almost nothing, but I was able to work hard and make the most of the prospects available at the time”
new, larger space to expand our storage and distribution facilities, and consequently provide a faster and more efficient delivery service to our customers. Having developed our warehousing and distribution operations over the last few years, we are now placing similar emphasis
products and designs. After becoming one
process of sourcing new products, making
of the top wholesale lighting distributors
decisions at our supplier factories and
in the UK we expanded into giftware and
designing prototypes which lead to the final
home accessories. More recently, we made
manufacture of each season’s launch.
the decision to include furniture as part of our product offering, which has proved
If you had to start over, you’d probably
incredibly fruitful as we have remained true
pursue which career?
to our unique style.
I would still pursue business, but my focus
Our premium furniture ranges add a touch of class, variety and innovative design,
would be to source more furniture rather than homewares, lighting and giftware.
whilst remaining practical and durable. Paul very closely with me and helped design
the company’s product portfolio and future developments. What company do you most look up to? I most look up to Coach House for creating their own strong look and feel, with a clear aesthetic. I feel their furniture is timeless and considered, whilst remaining fresh. Their presentation and platform of designs
What would you most like to change about
some of our new premium collections.
yourself?
Our website has seen continuous growth
I am a workaholic, I wish I could switch off
over the years, creating a bigger online
– but then, I love what I do, and I wouldn’t
presence and gaining new customers on a
change it for the world.
weekly basis. Relocating our showroom to the Midlands in 2000 was the right move
What do you enjoy most about working in
for us, and has proven to be a great central
the trade?
point for our customers to visit.
I most enjoy seeing new designs come
We have plans to expand our showroom in
to life from inspiring ideas, research,
Leicester to provide enough space to display
moodboards and drawings. I love all aspects
our ever-expanding ranges of furniture,
of packaging the product and developing
lighting and giftware. The most recent high
new relationships with suppliers.
point for me was completing and releasing our long-awaited and highly-demanded
Leave us with an industry anecdote please
CIMC Home catalogue.
A typical work day involves checking sales
experienced team has been freshly trained in
are outstanding.
Bell, one of our sales managers, has worked
Describe a typical working day
on the customer support team. This
I first moved to Scotland in 1972 as an immigrant/refugee in an attempt to better Gulnaz and Zaher
my circumstances. I came here at 12 years old with almost nothing, but I was able
manager reports and establishing what is
to work hard and make the most of the
happening in the current marketplace. I also talk to our key members of staff, sales
What date on the business calendar do you
director and purchasing admin to check
most look forward to?
the daily requirements of the business. I
I most look forward to the exhibitions
discuss our day-to-day business to assess
– Manchester Furniture Show, January
any issues, review promotions and plans
Furniture Show, Autumn Fair and Spring
for the days and weeks ahead. I connect
Fair, and more recently the Autumn
with our China office to ensure operations
Furniture Show (indeed, our display of
are running smoothly and to check any
products won the Best Stand Award at last
requirements.
year’s Autumn Furniture Show).
When I am travelling to India, Germany
prospects available at the time. I’ll always have a grateful heart towards the UK Government for providing opportunities and helping us to get this far in the industry.
CAREER DIGEST 1978 – Store assistant (grocery) 1984 – Store manager (five-store home
or China I am focused solely on purchasing
What is the most important issue affecting
and design. I work with our team to
your business right now?
generate innovative ideas and concepts
Our warehousing space has proved to be
for the new season ahead. It’s an exciting
a major problem but we are looking for a
Classic or modern?
Fiction or non-fiction?
Dancing or singing?
Both have their place, but I prefer a classic
Non-fiction. I find there’s so much to learn
Singing. I love music – especially live
interior with modern colours to create a
from non-fiction about topics you may not
singers performing old songs that take me
little excitement.
come across in your day-to-day life.
back to my younger years.
FN349_Pages.indd 81
furnishing business) 1987 – MD, CIMC Home (to present)
22/03/2018 10:51
82
FURTHER READING
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Resources Who’s in control – you, or your targets? Jean Gamster suggests how to take charge
News The latest BFM report notes an increase in the value of UKmanufactured furniture in 2017
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March 2018
IN T ERIOR
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Issue 74
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Furniture News is just one of the industry titles published by Gearing Media Group. Those involved in the contract furnishings market should take a look at Hospitality Interiors magazine (www.hospitality-interiors.net), while anyone seeking furniture manufacturing machinery or supplies should check out Furniture Production (www.furnitureproduction.net).
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