The essential guide to the UK domestic furniture and furnishings trade #351 June 2018 | www.furniturenews.net
Apollo range, CIMC Home GENERATION GAP
DESIGN DIRECTIONS
TANNER TALKS
Why Millennial spend matters
Advice for budding designers
Ex-buyer updates his CV
FN351_Pages.indd 1
25/05/2018 13:15
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INFORMATION ON THE COVER Editor-in-chief Paul Farley 01424 776101 paul@gearingmediagroup.com Twitter @FurnitureNewsED
“If those born in the late Eighties are getting on the property ladder, they already need to be taken seriously”
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
COMMENT
T
imes are tough. In 1960, the
If Millennial spend is coming of age,
average age of a first-time house
how can you better understand your now
buyer was 23. Today, it’s 30, reports
and future customer? It is said that the
the Independent – clearly, young people
younger generations value transparency,
have considerably less spending power
and prioritise experience over product – and
these days. Indeed, our inter-generational
if that’s the case, then the bed sector has
wealth gap is so great that think tank the
tapped into their demands better than most.
Resolution Foundation proposes tax reforms
Take the Silentnight Group, which
to create a ‘citizen’s inheritance’ – £10,000,
unveiled two new mattress brands at its
payable on everyone’s 25th birthday – to
Brooklands show last month. Sealy UK’s
help redress the balance.
Activsleep targets those in the 30-35 bracket
Amid this hand-wringing, it’s easy to
in pursuit of wellbeing – think health-
Editorial director John Legg 01424 776104 john@gearingmediagroup.com
overlook a crucial point – today’s young
conscious aspirants who attend yoga classes,
people may have less money, but this won’t
use personal trainers, or follow the likes of
always be the case. And if those born in the
Joe Wicks (The Body Coach) on social media.
Publisher Nigel Gearing
late Eighties are getting on the property ladder, they already need to be taken
Comfort Breathe range marries personal
Accounts Wendy Williams 01424 774982 wendy@gearingmediagroup.com
seriously.
comfort with minimal environmental
CEO of Made.com, about the importance of
recycled plastic bottles, earning it the
Subscriptions subscriptions@gearingmediagroup.com
the Millennial customer – a generation that
support of the Marine Conservation Society
grew up with the internet, eco guilt, and
and its anti-plastics crusade.
Annual Subscription Rates UK-£65 Europe-£85 RoW-£95
more labels than any other demographic in
Repro, print and distribution Stephens & George
Last month, I spoke to Philippe Chainieux,
history. “Millennials are not the core target group
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.
FN351_Pages.indd 3
Both ranges hit the zeitgeist, giving retailers engaging stories to tell their customers, online and in-store. And while product trends are defined by consumer
years,” he said. “Just look at how much the
demand, retailers and suppliers too have a
fashion industry has changed since 2013,
substantial role in defining what sells, and
thanks to ecommerce – the landscape is
how.
In some corners of the industry, the shift
General information
impact, employing eco-fibres made from
for furniture, but they will be in the next five
unrecognisable.” Gearing Media Group Ltd 4 Red Barn Mews, High Street Battle, East Sussex TN33 0AG ISSN No: 1475 - 3731 © Gearing Media Group Ltd 2018
On the other hand, Silentnight’s new Eco
Like the opener at an AA meeting, the first step is to acknowledge we have a problem.
has already happened. A survey carried
The Millennials are here to stay, and,
out by the National Bed Federation reveals
regardless of the historical comparatives,
that 51% of mattresses are now purchased
they have money, so we’d better get used to
online, compared to 47% in-store. Despite
giving them what they want.
Cambridge Analytica’s antics, trust in the internet has never been higher.
And don’t even get me started on Generation Z …
Granted, these developments aren’t entirely representative – not everyone under 38 is after designer chic or a bed in a box (and I should know, I’m a Millennial myself – just!). But there’s clearly some disconnect between the industry’s preferred methods of selling and this new audience’s preferred methods of buying.
Paul Farley Editor-in-chief T 01424 776101 E paul@gearingmediagroup.com Twitter @FurnitureNewsED
25/05/2018 13:15
MANCHESTER CENTRAL | 15-17 JULY 2018
FEATURING MIDPOINT
manchesterfurnitureshow.com ClarionApr18.indd 14 FN351_Pages.indd
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18 14:21
Contents | 5
ON THE COVER
THIS ISSUE
7
The essential guide to the UK domestic furniture and furnishings trade #351 June 2018 | www.furniturenews.net
Partner Comment
12 News 22 Events Apollo range, CIMC Home GENERATION GAP Why Millennial spend matters
DESIGN DIRECTIONS Advice for budding designers
TANNER TALKS
30 Resources
Ex-M&S buyer updates his CV
FrontCover351.indd 1
24/05/2018 09:53
CIMC Home (www. cimchome.com) presents the Apollo bedroom range – read more on p34
CONTRIBUTORS 32
34 Profiles World of Furniture (22)
42 Dining 48 Beds & Bedroom 62 Opinion 64 Living 68 Furnisher
Inside Online’s Ric Waters presents the latest digital performance findings
62
70 Lighting 74 Designer 80 Last Word
Paul Tanner (80)
One Year In at New Designers (74, photo By Yeshen Venema)
This month, Gavin Boden asks where all the skilled workers have gone
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 www.bit.ly/fn-in – to opt into the communications you’d prefer to receive (including the printed magazine)
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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 FN351_Pages.indd ConnectMay18.indd 61
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18 15:46
Partner Comment | 7
International spice
J
Looking forward to my first Manchester Furniture Show,
oining the dedicated team behind the January and Manchester Furniture Shows in January as a sales manager,
it is clear that choice is again the buzzword. There are more
I have quickly learned how passionate the people in the
international names than ever before, as the show partners
furniture industry are about their products, and appreciate the
with MidPoint for the first time. Venjakob, MWA Aktuell and
careful thought that goes into producing them.
Gala Collezione are just some of the newest names to show at Manchester. These – along with the other international and UK
I’ve spent most of my career in event sales and I understand the importance of having a great USP, combined with the full
names on the exhibitor list – are sure to attract more buyers to
understanding of what your products are and what they can
Manchester this summer.
deliver in order to make the best sales – as well, of course, as fully understanding the particular needs of your customers. The feedback we received after the 2018 January Furniture Show regularly included the word ‘choice’. It loomed large in every aspect of the feedback as a big positive in terms of the variety of exhibitors and what was on show. Choice is one of the main things that drives buyers to our shows. Visitors want to see what’s new in every type of furniture and from every type of exhibitor – and from everywhere. We all know that in the UK we have excellence in every aspect
“Consumers have long been drawn to the chic of Italian design, the cool simplicity of Scandinavian style and the engineering expertise of the Germans”
of our own furniture industry – from product concept through With two major shows annually offering an intoxicating mix of
manufacturing and end selling – and, quite rightly, we should all be proud of that. But, being currently involved in securing
the finest UK products and the best from Europe and the rest of the
new high-end international names to join the line-up of the
world, the January and Manchester furniture shows are flourishing
2019 January Furniture Show, I am acutely aware of how much
as the places for the whole industry to meet, see what’s new and
the addition of international exhibitors adds to the value of our
choose what’s best.
furniture shows - for those who buy furniture and furnishings, and
I look forward to meeting you at the Manchester Furniture Show in July!
to the furniture industry as a whole. We’ve already added new names to the list for 2019 such as Rossini, Gwinner and Albea Mobili – and the addition of major international names to the exhibitor list attracts more buyers, and buyers with bigger budgets. Not only is the choice of exhibitors and products expanded, but it also provides an excellent opportunity for UK manufacturers to see emerging worldwide furniture trends, and to see the use of new or different materials first hand.
Tracy Winchester is a sales manager
With an annual spend on furniture and furnishings currently running at around £16b, it is easy to see why international
for the January Furniture Show. The
exhibitors are attracted to exhibit in the UK. Consumers have long
Manchester Furniture Show will take
been drawn to the chic of Italian design, the cool simplicity of
place this year from 15-17th July at
Scandinavian style and the engineering expertise of the Germans.
Manchester Central.
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
FN351_Pages.indd 7
25/05/2018 13:15
World of Opportunity
Engage a
The International Alliance of Furnishing Publications (IAFP) is an association comprising the leading industry trade publications in 19 countries. Established in 1997, the IAFP aims to improve communications between international markets and create new business opportunities. Furniture News is the IAFP’s representative in the UK, and can offer readers and advertisers target market information, contacts and reach through the most effective B2B channels. The essential guide to the UK domestic furniture and furnishings trade #350 May 2018 | www.furniturenews.net
Contact us on (+44)1424 776101 or visit the IAFP website to find out more. Camden Collection, Gallery Direct POLE POSITION Meble Polska looks ahead
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LAID BARE Behind mattress brand Otty Sleep
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Solutions, advice & practical support
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22/05/2018 25/05/2018 15:53 13:15
12 | News
NBF elects new president The National Bed
in the industry and making further
Federation (NBF)
significant progress on how the industry
has appointed
handles waste and recycling.”
Dublin fair dates changed
Tony started his working life as an
Homeware Show (IFHS), taking place
CEO of Airsprung
apprentice technician with Mars in 1974
at Dublin’s National Show Centre this
Group, as its
before graduating in Engineering &
summer, have been adjusted to avoid a
president. Tony
Business in 1984. He then worked with Rio
clash with a Papal visit.
takes over from
Tinto Zinc before becoming a director of
Simon Spinks,
a subsidiary business within that group at
previous weekend to initially planned,
MD of Harrison
28. Having moved to conglomerate Spear
and will run for four days from 18th–21st
Spinks.
& Jackson, he was eventually appointed its
August.
Tony Lisanti,
An NBF council/board member for some
IFHS 2018 will now take place on the
“After careful consideration and
CEO in 1998. He then moved to Airsprung
16 years, Tony, who also sits on the NBF
in 2002, became a major shareholder
consultation with the police and event
Quality and Standards committee and
and oversaw various strategic changes,
organisers for the Pope’s visit, we decided
chairs the Recycling committee, says: “I
including its sale into private ownership.
that to have our IFHS on the same
am genuinely honoured to be the next NBF
David Moffitt of Kayfoam Woolfson has
C
The dates for the Irish Furniture &
weekend could prove detrimental to the
president. I aim to continue the sterling
also been elected to the NBF executive
success of the show this year,” comments
work of past presidents on raising standards
board.
a spokesperson.
I Saloni Milan records strong growth The 57th edition of the Salone del Mobile.Milano, which took place in April, attracted 434,509 visitors from 188 countries – a +17% increase on the 2016 edition, which last featured the biennial kitchen and bathroom shows, and an increase of +26% on 2017’s figures. “We are extremely proud of the success of this event and of the level of professionals who have come to this edition, proving that the Salone del Mobile is a global benchmark,” says event president Claudio Luti. A total of 1841 exhibitors – 27% of them from 33 countries other than Italy – presented their products at the Salone Internazionale del Mobile, the International Furnishing Accessories Exhibition, EuroCucina and the International Bathroom Exhibition, alongside the
been an extraordinary edition, that has seen the companies’ efforts
650 designers aged under 35 featured at SaloneSatellite.
to promote the very best Italian design pay off during the most
Emanuele Orsini, president of Italian industry associations FederlegnoArredo and Federlegno Arredo Eventi, says: “This has
CIFF Guangzhou proves popular The two phases of CIFF Guangzhou 2018, which took
important week of the year.” The next edition will be held from 9-14th April 2019.
La-Z-Boy UK MD to head up EMEA La-Z-Boy UK’s MD Keith Wilson will now have
commercial
responsibility for the brand throughout the
experience in
Europe, Middle East and Africa region.
managing European
Keith’s promotion to MD EMEA follows a
businesses and will
place over eight days in March,
successful first year for the newly-formed La-
also enable him
attracted a turnout of 195,082
Z-Boy UK, following the US parent company’s
to leverage our
visitors to visit the 4100-plus
purchasing of the licence for the UK and Irish
UK organisation
exhibitors arrayed.
territory from Furnico in January 2017.
and infrastructure
The fair took place over
Doug Collier, La-Z-Boy Inc’s senior vice-
to help drive our
750,000m2, and reportedly proved
president, CCO and president, international,
growth in the
more welcoming to foreign
says: “Keith, in his current role as MD,
broader EMEA
visitors than ever, offering them a
La-Z-Boy UK, has done a great job over the
region, particularly
ready platform of export-oriented
last 18 months transitioning the UK business
in Europe.”
companies. The next edition, CIFF
from our previous distributor partner with
Shanghai, will take place at the
minimal disruption for our customers, and
worked exceptionally hard to make La-Z-Boy
National Exhibition & Convention
also in creating and leading our La-Z-Boy UK
UK a fantastic success and we already have
Center, Hongqiao, from 10-13th
organisation.
plans in place for brand developments across
September.
FN351_Pages.indd 12
“This change will utilise Keith’s significant
Keith comments: “The entire team has
the rest of Europe, the Middle East and Africa.”
25/05/2018 13:15
Buoyan
www.buoyant-upholstery.co.uk www.buoyant-upholstery.co.uk www.buoyant-upholstery.co.uk www.buoyant-upholstery.co.uk www.buoyant-upholstery.co.uk www.buoyant-upholstery.co.uk Telephone Telephone Telephone -- 01282 -- 01282 -- 01282 691631 691631 691631 Telephone Telephone Telephone 01282 01282 01282 691631 691631 691631 www.buoyant-upholstery.co.uk www.buoyant-upholstery.co.uk www.buoyant-upholstery.co.uk www.buoyant-upholstery.co.uk Telephone -- 01282 691631 Telephone 01282 691631 Telephone -- 01282 691631 Telephone 01282 691631
COME COME COME AND AND AND SEE SEE SEE US US US AT AT AT THE THE THE MANCHESTER MANCHESTER MANCHESTER COME SEE THE MANCHESTER COMEAND AND SEE US US AT THE MANCHESTER FURNITURE FURNITURE FURNITURE SHOW SHOW SHOW FURNITURE SHOW FURNITURE SHOW www.buoyant-upholstery.co.uk www.buoyant-upholstery.co.uk Telephone Telephone -- 01282 01282 691631 691631
COME AND SEE US AT THE MANCHESTER FURNITURE SHOW
Stand B61 and C46 Manchester Central Stand Stand Stand B61 B61 B61 and and and C46 C46 C46 atatat Manchester Manchester Manchester Central Central Central Stand B61 and at Manchester Central Stand B61 and-C46 atJuly Manchester 15th -17th 17th July 2018 15th 15th 15th -C46 -17th 17th July July 2018 2018 2018 Central 15th--17th 17th July 15th July2018 2018
We will be launching a new & exciting collection of sofas &
We We will We will be will be launching be launching launching a new a new a new && exciting & exciting exciting collection collection collection ofof sofas of sofas sofas && & accent pieces to complement our existing range. We willpieces bepieces launching a new & exciting collection ofrange. sofas & accent accent pieces toto complement complement complement our our existing our existing existing range. range. Weaccent will be launching ato new & exciting collection of sofas & accent pieces to complement our existing range.
Also take a look at our ILIV range on neighbouring Stand A64 accent to complement our existingStand range. Also Also Also take take take a look a look apieces look atat our at our ILIV our ILIV ILIV range range range onon neighbouring on neighbouring neighbouring Stand Stand A64 A64 A64 Also take a look at our ILIV range on neighbouring Stand A64
Also take a look at our ILIV range on neighbouring Stand A64
MADE IN THE UK MADE IN THE UK
MADE MADE IN MADE THE IN THE UK IN THE UK UK MADE IN THE UK
FN351_Pages.indd 13 BuoyantJune18.indd 1
25/05/2018 11:01 13:15 22/05/2018
14 | News
Debenhams to focus on third-party furniture partnerships Poor weather hit Debenhams hard in H1,
impact on our results. But I am hugely
with LFL sales down -2.2% overall, and a
encouraged by the progress we are making to
final trading week in which extreme weather
transform Debenhams for our customers. “We are holding share in a difficult fashion
conditions prompted the temporary closure
Whitemeadow retains inspirational status Whitemeadow, the largest
of almost 100 stores during the retailer’s New
market, and in other categories such as
independently-owned UK upholstery
Season Spectacular – which is estimated to
furniture, exciting new partnerships have the
manufacturer, has been identified
have reduced H1 LFL sales by around -1.0%.
potential to transform our offer.” Debenhams
as one of London Stock Exchange
described its own-bought furniture business
Group’s 1000 Companies to Inspire
£13.5m, in part due to the retailer’s redesign
as “loss making and sub-scale”, and noted
Britain 2018.
strategy. However, the retailer did cite digital
that it intends to progressively phase out
growth of +9.7%, plus encouraging results
the category, focusing on its core strength in
Whitemeadow in the report, which
from its new store format trials.
home accessories and soft furnishings whilst
identifies the nation’s fastest-
developing partnerships with retailers such as
growing and most dynamic SMEs.
been an easy first half and the extreme weather
Maisons du Monde and Swoon, with which it
To be included in the list, companies
in the final week of the half had a material
started working in H1.
need to show consistent revenue
Pre-tax profits dropped by -84.6% to
CEO Sergio Bucher comments: “It has not
This is the third inclusion for
growth over a minimum of three years, significantly outperforming
Global Handicraft comes to Autumn Fair
their industry peers. Whitemeadow currently employs
Autumn Fair, taking place at the Birmingham NEC from 2nd-5th September, is launching Global
over 500 staff over six sites, all
Handicraft, a presentation of artisanal products from across the world.
within a two-mile radius, covering
According to organiser Ascential Events, the £3b UK craft industry is growing by +4.5% each year, and the artisan trend has become a key feature of the global home and gift market. Global
over 170,000ft2 of manufacturing space.
Handicraft at Autumn Fair will see manufacturers offer bespoke ranges from exotic textiles to
Whitemeadow MD Ian Oscroft
quirky lighting, and will feature live demonstrations and seminars.
comments: “Investment in new
Louise Young, MD of Spring Fair and Autumn Fair, says: “Consumers have made it clear they
production equipment such as
want to connect with the products they buy, and know how they were created and the story behind
CNC routers and automated fabric
their purchases. With this new section, buyers can get their hands on products that are handmade,
cutting machines have allowed us
inspiring and steeped in culture, and get their orders in ahead of the competition.
to increase output efficiency, whilst
“Autumn Fair is retailers’ gateway to the golden quarter and key retail spikes such as Easter and
educating and encouraging career
Mother’s Day. The show is perfectly timed for short orders and the key holiday selling period, as
development of our employees has
well as giving retailers the chance to be the first to see and order products for 2019.”
improved productivity.”
Breasley appoints area sales representatives The Breasley Group has announced the
New host and categories for bed industry awards
appointments of Paul Gammon and Mike Fitzgerald to expand its UK sales
Former rugby star and TV presenter Martin Bayfield
team.
has been confirmed as the host of this year’s NBF
Paul and Mike took up their new
Paul Gammon
place on the evening of 18th September at Telford
April, and have been busy settling into
International Centre during the Bed Show.
their respective areas. Paul’s territory is the south-west of England and South Wales, and he brings with him nearly 20 years’ experience as a field
At 6ft 10in, former police officer Martin was one of the tallest men in rugby, and one of England’s most potent forwards, winning 21 England caps and two Grand Slams. He has become an established member of the BT Sport and ITV Sport
sales manager for Relyon and, for the
commentary teams, fronted coverage of the NFL and The World’s
last 14 years, with Dreamworks Beds.
Strongest Man contest, and joined the presenting team on Crimewatch, as
Mike, who has previously been area sales manager for Steinhoff UK Beds Mike Fitzgerald
Bed Show Gala Dinner and awards ceremony, taking
roles as area sales representative in
well as trying his comedic skills at the Edinburgh Fringe. The evening will also see the presentation of the annual Bed Industry
and Millbrook Beds, will cover the
Awards, a credible celebration of the best in the industry, which will
south-east of England and East Anglia.
feature new online retail categories (turnover > and < £5m).
Sales director Rob King says: “We are extremely pleased
“We have run the Bed Industry Awards for eight years and over the
to have Paul and Mike on board – they both have the
years the retail selling market has changed,” says Jessica Alexander,
professionalism and experience which we were seeking to
executive director of the NBF. “We have reintroduced an online retail
fulfil these roles, combined with a great depth of industry
category but have differentiated between large and small and online
knowledge.”
versus traditional bricks and mortar.”
FN351_Pages.indd 14
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BoytekJ
FN351_Pages.indd 15 BoytekJune18.indd 1
25/05/2018 04/05/2018 13:15 09:12
16 | News
Dreamworks Beds appoints area sales manager Dreamworks Beds has appointed Philip George as its area sales manager in the west of England, covering Manchester down to Cornwall. Philip has been in the furniture industry for over 30 years. He started his career in retail, working his way up from porter sales to store manager. After 16 years he became a sales rep, working for Silentnight Cabinets and Slumberland, before heading to New Zealand for two years. Upon his return to the UK, he was appointed northern sales manager for
New chair appointed to parliamentary group Maggie was elected to the Erewash
Maggie Throup, Conservative MP for East Midlands constituency Erewash, has been
seat in 2015 and held it with an
appointed new chairman of the All Party
increased majority in the 2017 General
Parliamentary Furniture Industry Group
Election. With Long Eaton and Ilkeston
(APPFIG).
in her constituency, Maggie already
Maggie’s election follows the
has knowledge of, and links with, the
decision by Stephen McPartland, MP for
furniture industry – and lost no time
Stevenage, to step down from the role,
after her election to raise a question
which he has held since 2010.Stephen
in the House, asking her ministerial
says: “I feel we have made real progress
colleagues in charge of the renovation
in making sure the Government is
of the Palace of Westminster to give due
aware of the industry’s concerns – and
consideration to British furniture and
its importance to the British economy.
furnishing providers. Says Maggie: “I have seen for myself
Although I’m stepping down from the chairmanship, I will continue to have a
the fantastic furniture made in my
real interest in its progress.”
constituency Erewash, known as the UK Centre of Quality Upholstery
Sleepeezee, from where he moved to
Manufacture, and which I
Millbrook Beds for 12 years.
know is echoed all over the
Philip comments: “With my knowledge of
country.
the industry and background dealing with
“The furniture and
both B2B and B2C clients, I am confident
furnishings industry is a
that I can
significant contributor to the
add value to the company, providing a great service
British economy, with over Maggie Throup, flanked by Jonathan Hindle, chairman of the British Furniture Confederation (BFC), and Stephen McPartland
to existing
8000 firms turning over more than £11b and employing more than 118,000 people.”
customers as well as sourcing new business.”
Paying tribute to Charles Wade The British Furniture Manufacturers (BFM) has paid tribute to one of the best-known figures in the British furniture industry, Charles Wade, who passed away at the end of April.
Flammability seminars at SATRA Testing specialist SATRA’s flammability
Charles, who ran the Wade Furniture Group for over 20 years, built it into one of Europe’s leading upholstery and cabinet furniture manufacturing companies. Known for owning a number of brands that survive to this day, such as Buoyant Upholstery, he was also active in the training arena, including being chairman of Webs Training. Jackie Bazeley, BFM MD, says: “Charles was an inspirational figure, he had a
seminars aim to provide a full understanding
career within the industry spanning nearly 50 years and became one of its greatest
of the Furniture and Furnishings (Fire)
industrialists. He will be greatly missed.”
(Safety) Regulations for domestic and
Mike Aramayo, MD of Buoyant Upholstery, comments: “He was a very good friend and
contract markets for furniture, upholstery
we worked closely together for 18 years. I was so lucky to be able to spend some time with
and bedding.
him before he passed. I will miss him forever.”
Delegates will learn about the tests conducted and see demonstrations in SATRA’s flammability lab to witness firsthand the requirements needed for a foam or
Sainsbury’s and Asda to combine
filling to pass the Furniture and Furnishings
Sainsbury’s and Walmart have agreed terms in relation to a proposed combination of
(Fire) (Safety) Regulations.
Sainsbury’s and Asda Group.
The one-day seminars will take
The combined business will create a dynamic new player in UK retail with significant
place at SATRA’s offices in Kettering,
breadth of products, delivered through multiple channels. According to the owners,
Northamptonshire on 28th June, 11th
bringing the two brands together will result in a more competitive and resilient business
October and 6th December.
that will be better able to invest in price, quality, range and the technology to create more
There is also a furniture safety seminar taking place on 21st of this month which will introduce the concepts of general product safety for furniture entering the European
flexible ways for customers to shop. Mike Coupe, CEO of Sainsbury’s, says: “Having worked at Asda before Sainsbury’s, I understand the culture and the businesses well, and believe they are the best possible fit.” The combination, which is subject to Competition and Markets Authority (CMA)
market, and the use of laboratory testing to
approval, would create a network of more than 2800 Sainsbury’s, Asda and Argos stores,
give evidence of due diligence.
plus several of the UK’s most popular retail websites.
FN351_Pages.indd 16
25/05/2018 13:15
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18 | News
House of Fraser plots CVA and share sale Nanjing Cenbest, owner of House of Fraser,
to securing House of Fraser’s long-term
plans to sell a 51% in the department
future.
store business to international retailer
“With the support of Nanjing Cenbest
C.banner (owner of Hamleys, among
and Sanpower, Alex Williamson and his
other assets), which will in turn lead to a
team have made substantial progress on our
subscription for new shares in the company,
transformation journey. However, we need
providing capital to accelerate the board’s
to go further and faster if we are to confront
transformation plans.
the seismic shifts in the retail industry.
The agreement is subject to House of
imm cologne’s new director
There is a need to create a leaner business
Fraser restructuring and reducing its store
that better serves the rapidly changing
portfolio, which it plans to achieve through
behaviours of a customer base which
On 1st August, Claire Steinbrück will
a CVA.
increasingly shops channel-agnostically.
take over the project management of
House of Fraser’s future will depend on
furniture exhibition imm cologne.
The retailer intends to launch a formal CVA proposal this month, and, pending
creating the right portfolio of stores that
creditor approval, the store restructuring
are the right size and in the right location.
is expected to conclude in early 2019.
“C.banner’s investment is a vote of
Claire has worked for more than two years at Koelnmesse as team leader for international trade fairs in the
The overall transaction is expected to
confidence in our prospects. We also know
international business division.She
complete by the end of June 2018, subject to
that if we are to deliver a sustainable,
succeeds Uwe Deitersen, who is moving
bondholder and shareholder approvals.
long-term business then we need to
to the newly-created position of director
make difficult decisions about our
of customer relations for the furniture
underperforming legacy stores.”
industry.
Frank Slevin, chairman of House of Fraser, says: “C.banner’s acquisition of 51% of House of Fraser, together with the new capital and restructuring, represents a step
Nanjing Cenbest will remain a significant minority shareholder.
Together with creative director Dirk Spierenburg, Claire, who has already played a major role in the internationalisation of the trade fair’s
DFS appoints new CEO Ian Filby will retire as CEO of DFS Furniture after working for the group for eight years, and will be succeeded by Tim Stacey, currently group COO, on 1st November. Tim has been with the company since
M&S profits hit as store closures accelerate Profits before tax at M&S were down -62.1% for the year ended 31st March,
programme, will drive imm cologne’s transformation into a holistic interiors show in the coming years.
Heal’s expands into Westfield White City
2011, and has been responsible for leading
with group revenue down -0.7%. Clothing
the omnichannel transformation of the
& Home revenue was down -1.4%, which
A new Heal’s store, in Westfield London
business, developing its retail leadership
the retailer has attributed to the planned
White City, opened on 31st May. The
capability, and managing the strategy and
removal of two clearance sales, and
second opening for Heal’s within a year
implementation of its property and supply
unseasonal H2 trading conditions.
– following its launch at the Mailbox in
chain transformation. He also led the
The news came a day after the Marks
Birmingham last October – the 426m2
acquisitions, integration and development
and Spencer Group announced plans to
space joins other brands at Westfield
of Sofa Workshop and dwell.
accelerate its store closure programme.
London including West Elm, BoConcept
The retailer had signalled its intention to
and Natuzzi, forming part of a new
at Alliance Boots. He is a qualified
close 25% of its legacy Clothing & Home
interiors hub opening over the year.
accountant, having trained with KPMG.
outlets and take at least a third of its sales
Tim comments: “I’m really looking
online over the next five years. It now
from the Tottenham Court Road flagship
forward to developing our fantastic people
plans to close over 100 stores by 2022 –
showroom, including own-brand and
and building our business together in the
including the 21 that have already closed
branded products.
future.
and 14 that were announced last month.
Prior to DFS, Tim spent 12 years
The store will offer an edit of designs
CEO Hamish Mansbridge says: “Our
Significant adjusting items affecting
latest expansion into Westfield London
with Ian and every single member of
the profits during the period included
marks a real achievement for us and,
the DFS family to further establish our
£321.1m for closures.
coinciding with our 200th anniversary on
“As COO, I have hugely enjoyed working
position as the clear market leader and
CEO Steve Rowe says: “At our half-
Tottenham Court Road, is a significant
I’m confident that we have many exciting
year results in November I outlined the
marker for just how far we’ve come as a
opportunities to drive our business
need for accelerated change at M&S. The
business, as well as how we have stayed
forward.”
first phase of our transformation plan,
true to our heritage whilst remaining
restoring the basics, is now well under
both current and ahead of the curve.
Ian will remain with the group until his retirement on 31st October 2019, during
way, and the actions taken have increased
which time he will take on the role of
the velocity of change running through
journey so far, and can’t wait to be a part
chairman of Sofology.
our business.”
of the city’s newest interiors hub.”
FN351_Pages.indd 18
“We’re immensely proud of our
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22 | Events
REVIEW
A WORLD OF OPPORTUNITY? Reflecting Bulgaria’s relatively small population – just over seven million (and shrinking) – the country’s annual furniture fair is a modestly-sized event. Comprising Technomebel (machineryfocused) and World of Furniture (finished product) – the latter some three years younger, and less developed for it – the event reaches out through a hosted buyers programme each year, and cites the UK as a priority market for exports. Paul Farley was dispatched to Sofia’s Inter Expo Center to find out more …
D
espite some misgivings surrounding Brexit, the UK
GS Malmgren Interiors
represents an import export
destination for the show’s exhibitors, and Bulgaria’s low prices mean its furniture exporters may reward closer inspection – when one is able to overcome the immediate barriers to trade. “The company owners usually insist on manning the stands at the show, and they don’t always speak English as well as other might back in the office,” admits Ivaylo Todorov, export manager of Bulgaria’s Branch Chamber of the Woodworking and Furniture Industry (BBCWFI), a non-profit trade organisation that represents the interests of some 350 Bulgarian furniture and
“Bulgaria is not quite so advanced
Bulgaria’s government has set
machinery manufacturers, traders
in solid wood cabinet products due
ambitious GDP growth targets, and
and consultants. Two thirds of the
to the lack of quality oak here,” says
thanks to the impressive performance
BBCWFI’s members are export
Ivaylo, who points instead towards the
of furniture exports – Ivaylo says
oriented, and the majority are
use of linden, pine and beech. “We are
that these have more than doubled in
strongest when it comes to upholstery
fighting to establish sustainable ways
the last 10 years – its officials have
and dining chairs.
forward in our forestry operations.”
“started to take the sector seriously”. Although Technomebel/World of Furniture does not represent the entirety of Bulgaria’s industry players, it does feature some 190 of them, representing around 350 brands and companies. Over 90% of the exhibitors are Bulgarian, says Krasimir Stoilov, the venue’s senior project manager – and the bulk of the visitors (Ivaylo cites the visitor count at around 19,000, 17,000 of them professionals) are from Bulgaria and its neighbours. Ivaylo says that the event is enjoying modest YoY growth – +2% in exhibitor numbers, and an attendance upturn of some +3-5% is anticipated [a final visitor account of 10,500 is
Ted Bed
FN351_Pages.indd 22
quoted] – and that its presentation is better than ever.
25/05/2018 13:15
Events | 23
imm cologne, Ambiente and Heimtextil, and Darina believes the brand offers excellent value. “Made in Bulgaria means good product at fair prices,” she says, “and we’re making a higher level of bed than many of the international sector leaders.” Another Bulgarian manufacturer with strong UK contract connections is dining furniture and seating producer Bulgaru, whose project client list includes Frankie & Benny’s, Chiquito’s and Costa. Despite this contract bias, Tseno Petrov, manager, says that World of Furniture has become a more useful platform since he began reaching out to the domestic market this year, and his experience has been “better than expected”. “We have domestic product that will work very well in the UK,” says Tseno, who is working alongside members of the UK design community to decide upon the best
Bulgaru
approach to the market. Bulgaria’s furniture designers are also break a five-year run of exhibiting in Milan
finding a voice in Cherga, a collective
rough around the edges – if functional
due to “not seeing enough new visitors”, the
featuring 20 members who come together
and hospitable enough – aside from the
brand is squarely focused on new markets,
for two weeks each year at a workshop to
more professional branded booths that
says product manager Darina Marcheva.
fulfil specific manufacturing briefs.
Despite the show remaining a little
populate Technomebel, there are stand-out
“About 50% of our output goes into
Nearby is a special exhibit presenting a
exhibitors in World of Furniture, and many
Bulgaria’s domestic market,” she says,
forestry school student project on self-
of them are looking to grow UK business.
“but the rest travels far and wide. That
assembly furniture, while other creative
includes the UK – working with hotels and
features include the Bulgarian Furniture of
GS Malmgren Interiors, which is focusing
cruise ships means we’ve had to cover the
the Year design competition, and The Design
its export attentions on Italy and the UK, is
appropriate FR levels.”
Meets Interior, a forum exploring market
Metal and wooden chair manufacturer
run by Galin Gospodinov, who is also chair
Through a UK-based agent, Ted Bed
trends. It may be small and unfocused, but World
of the BBCWFI. This is the company’s fourth
is looking for large-scale stockists for its
year at the show.
mattresses – two of which are already
of Furniture screams untapped potential,
certified by SATRA.
and could prove the gateway to a relatively
“Our UK-facing business is good,” says Galin. “Home Retail Group visited Bulgaria
Employing technologies and components
underexploited manufacturing base that’s
on a trade mission a few years ago, and we
as varied as enriched foams, amber, and
both cost effective and welcoming – next
worked with them for a time, before they
magnetic wave dispersal systems across the
year’s edition will take place from 24-28th
decided to relocate sourcing to China (the
domestic and hospitality markets, Ted Bed
April.
prices are 10-12% lower than ours, but the
is finding an audience through the likes of
www.technomebel.bg/index.php/en/
returns are much higher – I think it was a decision based on just one part of the spreadsheet!).” Galin says the strengths of Bulgarian furniture manufacture are “experience, low salary, technology and machinery, and some of the lowest taxes in Europe”. The country is within easy reach of the rest of Europe (a four- to five-week delivery window is typical), and, according to Galin, product quality is improving each year. “We’re in the same league as Poland and Romania,” he says, “and our industry as a whole is focused on opening Bulgaria up to wider European opportunities.” One company exploiting that opportunity effectively is Ted Bed, the country’s secondlargest mattress manufacturer. Founded in 1990, Ted Bed’s parent company boasts considerable export reach and a 1000-store multinational retail base. Having opted to
FN351_Pages.indd 23
Massivo
25/05/2018 13:15
24 | Events
PREVIEW
DISCOVER HOT NEW BRANDS AND STYLES IN MANCHESTER Visitors to the summer’s biggest furniture and interiors event – the Manchester Furniture Show, taking place from 15-17th July at Manchester Central – can expect to discover new brands and a whole new look.Partnering for the first time with the MidPoint Furniture Show, the event will see exclusive names present their latest designs alongside established regulars and other new exhibitors.
J
ust some of the new UK and
developing its contemporary designs,
use of fabrics, and will be showing
international names in the
the company will offer chic new styles
its latest collections of sofas and
MidPoint section of the show
in dining, living and upholstery, as
beds. La-Z-Boy, meanwhile, has a
well as decorative accessories.
lot to shout about - including a new
are Italia Living, Kesterport, Chelsom, Harrison Spinks and Gala Collezione,
set of pedestal chairs, a bed and
offering collections that feature a
successful launch of its Tetrad-
mattress collection, and the new
variety of textures and finishes, mixed
manufactured sofas and chairs, Spink
Urban Attitudes upholstery range,
with colourful fabrics and futuristic
& Edgar will introduce several new
which features a unique reclining
designs.
models featuring opulent fabrics.
mechanism.
Extending its furniture division,
In the Main Hall, new exhibitors
Westbridge will introduce three
Chelsom will introduce living furniture
include Siren, Slumberdream and
shapes and 30 leathers and fabrics
that complements the current trends
Vogue Beds, while La-Z-Boy will be
in its Elements and Westbridge
in upholstery and modern living.
present on its own stand for the first
ranges, while Furmanac, with its five
time.
recognisable brands, will present
Meanwhile, Gala Collezione, whose factories in Poland produce over
Among the many regular
dozens of new fabric choices and
150 upholstery seats each day, will
Manchester exhibitors back with new
mattresses in its Hestia Nature’s
unveil collections that include motion
models will be Westbridge, Alpha
Comfort range, as well as new MiBed
recliners and modular furniture in
Designs, Seconique, Heartlands, Vida
models.
both soft and bright leathers, plus
Living and Furmanac.
contemporary fabrics. Kesterport is renowned for seeking out new materials. Constantly
Turin, Furmanac
FN351_Pages.indd 24
Elsewhere, in the wake of the
Design house, importer and
Visit the show’s website to register, and to explore the complete exhibitor
wholesaler Siren has a reputation for
list.
innovative designs and the striking
www.manchesterfurnitureshow.com
Stelvio, Gala Collezione
25/05/2018 13:15
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25/05/2018 08:25 13:15 23/05/2018
26 | Events
PREVIEW
ROMANIAN EVENT FORECASTS SOLID PERFORMANCE Romania’s international furniture, machinery and accessories fair, BIFE-SIM, returns to Bucharest’s Romexpo Exhibition Centre from 12-16th September.
T
his year’s show is set to feature over 350 companies, with furniture products and
services presented in the new halls, B1 and B2, and the woodworking equipment distributors in the outer exhibition areas. With exhibitors both local and international presenting classic and modern furniture in solid wood – often employed in combination with materials and accessories such as leather, glass and decorative textiles – BIFE-SIM 2018 will be organised into six thematic areas:
aims to bring together architects,
of Commerce and Industry and the
marketing specialists, successful
Romanian Furniture Club Association
wooded furniture; Design, offering
designers, manufacturers and
(ACRM) – last year’s edition attracted
modern, versatile ranges, responding
young entrepreneurs, will return
over 22,000 visitors and featured
to the demand for furnishing small
for a seventh edition to explore the
exhibitors from 14 countries.
spaces; Comfort, offering sofas and
notion of Smart Industries for the
armchairs; Kitchens; Decorations
Smart City. The first day of the event
pleased exhibitors. “Everart has been
and Light Fixtures; and Equipment,
will be dedicated to Design & Smart
participating for 25 years at this fair,”
Machinery, Raw Materials and
Energy, and the second to Urbanism &
says general manager Mariana Conea.
Accessories.
Transport.
“From year to year, the participants
Classic, covering classic solid
Alongside these exhibitors will
have evolved a lot – everybody
be interior design installations,
Romexpo – which works in
strives to build more beautiful and
conferences and seminars and visitor
partnership with the Romanian
representative stands, and reveal
prize draws.
Furniture Manufacturers Association
better products.”
(APMR), the Romanian Chambers
www.bife-sim.ro
The Design Conference, which
FN351_Pages.indd 26
According to event organiser
Among these were several very
25/05/2018 13:15
27
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30 | Resources
The number of brands describing themselves as ethical or sustainable is growing, alongside the proportion of consumers that prioritise ethics and sustainability when choosing to buy from a brand – but how can a brand ensure it is genuinely ethical? Gus Bartholomew investigates …
How to create a genuinely ethical brand With terms like sustainable, conscious,
3. A brand who cares about what happens
responsible, transparent and organic often
later down the line, and is focusing on
being used interchangeably, it can be
the end of life and supply chain circularity
confusing to know which term is right – but
(recycle, reuse, repair)
ethical practice looks different for every 4. A brand that cares about the people
brand. Focus on how you will interpret
who make your products – through fair
sustainability for your brand, considering
wages, employee benefits and bonus
what interpretation of it best fit your
schemes
company ethos, brand story and the 5. A brand who gives back, returning a
products you make. You don’t need to set out to create a
percentage of your profits to the country
perfectly ethical or sustainable brand – not
where the products are made, or to the
only is this unachievable at the start, but
local community
it’s also not necessarily what consumers are expecting or looking for. Keep it simple,
6. An open brand, committed to full supply
every decision made – from deciding on
start slowly, and remember what stands
chain transparency right back to your tier
design details and picking raw materials,
out for consumers in a busy marketplace is
two and three suppliers.
right through to selecting material
a clear, singular approach to responsibility that cuts through and resonates with them. A good exercise is to think about how you
suppliers, and finding manufacturing Start by asking questions. Creating a more responsible brand means being more
partners. When looking for partners, certifications
would like them to describe your approach
conscious of your social and environmental
are always a good starting point to help you
to ethics and sustainability in one sentence.
impact and constantly striving to improve
identify who might be the right fit – but
Which one of these are you?:
throughout design, development and
go beyond this, and find out if a potential
production, and across your supply chain.
partner shares similar values as you and
1. A brand that cares about where your raw
The best place to start is by being well
your brand.
materials come from, always ensuring
informed and asking the right questions.
they are sustainably and ethically sourced
After that, continue to question yourself
things you are willing to be flexible on
at every step of the way and consider
and things you are not. For example, if
whether there is a more responsible option.
it’s complete transparency you want, ask
making high quality products that are
Right from the birth of a design idea,
your partner at the start, and if it’s not
built to last a lifetime
responsibility should be front of mind for
something they can offer or feel comfortable
2. A brand built on a durable design,
Tell them what’s important to you, the
with, then they aren’t right for you. Don’t force it on them, just look for a better fit.
“You don’t need to set out to create a perfectly ethical or sustainable brand – not only is this unachievable at the start, but it’s also not necessarily what consumers are expecting or looking for”
To be a genuinely ethical brand, ethical practice can’t just be an add-on that’s pushed in a marketing campaign. To make real lasting impact, appeal to a more conscious consumer, and for your approach to appear genuine, ethical needs to be part of your brand DNA from the start, and to feel authentic to your customers.
THE AUTHOR Gus Bartholomew is the co-founder of Supplycompass, a tech-enabled, end-to-end production management platform for brands that want to find and work with international manufacturers. Brands can create tech packs, get matched with a manufacturer and use the platform to manage production from design to delivery, responsibly and sustainably. www.supplycompass.com
FN351_Pages.indd 30
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32 | Resources
In its latest Home Furnishings Insight Report, digital marketing specialist Inside Online ranks 52 of the sector’s leading websites according to their online performance. Inside Online’s Ric Waters shares some of the report’s key findings …
Identifying the sector’s digital winners Our annual study reveals the successes and shortcomings of each of the website’s top sectors, highlighting where there is room for improvement. With a +67% increase in their visibility over the past year, Wayfair has moved to the top of the market.Other stand-out results in terms of visibility include Dunelm (+62%) and Made (+53%) recording large increases among the top 10.
“Consistently gaining a high quantity of low-authority links highlights an urgent need to address your off-site reputation”
– she comments: “It’s been a successful year for the home furnishings market, with a majority improvement over the top 10 retailers. Wayfair is the biggest winner this year after racing into the lead following a +67% increase in visibility – just 0.78% between them and Ikea in second place. “In this age of constant connectivity, social presence continues to be important, despite the latest news headlines. Although Ikea tops our social charts, they could be
Six of the top 10 saw a YoY rise in their visibility – while Laura Ashley saw a -36%
on Google. Consistently gaining new high
more engaging, and may potentially see
drop on the previous year, but remained in
quality links can be great for business – but
themselves being overtaken by Wayfair in
the top 10.
high link volumes without the quality could
this category, who are working hard to keep
spell trouble ahead.
their social audience interested.
When it comes to social media
Ikea leads in links, with most going
performance, Ikea tops the chart, with by far
“Overall, while the brand searches are
the highest number of brand searches and
to product images and high quality links
extremely high for a lot of these brands,
the biggest owned social score due to their
to their ideas section, while a holiday
owned social score rarely scales up in
worldwide standing – which was boosted
decorating article of theirs featured in
comparison.
thanks to the launch of a pet furniture
Elle Décor, Contemporist and Apartment
range which gained thousands of social
Therapy. There are several sites with high quality,
interactions. The social score considers followers and
low volume links, including Furniture
engaged conversations on all major social
Village, Made In Design,
platforms. The top five social scorers were:
Made, The White
Ikea at the top, with an owned social score
Company and Loaf.
of 52,721 and 2,740,000 monthly searches;
Conversely, there
Dunelm came second for monthly searches
are also sites with a
with 1,500,000, but came in outside the top
high volume of poor
five for owned social; then Laura Ashley,
quality links, such as
Wayfair and DFS round out the top five for
Furniture in Fashion,
social searches.
Worldstores, Leekes and
Furniture Village has a high brand search
“Brands should work harder to produce varied, attractive content for their social channels, to build up their owned audiences.”
Danetti. Consistently
with 201,000 – but this hasn’t translated
gaining a high quantity
to their owned social score (72). Similarly,
of low-authority links
Oak Furniture Land has a high brand search
highlights an urgent
(301,000), but recorded an owned score of
need to address your
just 102.
off-site reputation. My colleague Gemma
Next are links, which have always been a massive ranking factor and can make all
Curtis had a few
the difference to how far up a brand appears
thoughts on the report
THE AUTHOR Ric Waters is the sales and marketing director at Inside Online, an award-winning agency that specialises in integrated search marketing. www.insideonline.co.uk
FN351_Pages.indd 32
25/05/2018 13:15
of all your products in a Greenwood Sale. Will your January 2017 sales be the best month’s total • SELLING SKILLS - Get good at this selling. you’re going to see year? Most retailers
don’t bother with a proper sales process or sales33training. The Wouldones you like see sales of and two,money four, sixinorquality even eight successful do! toInvest time sales timesGreenwood what is normally your best know-how. Call to arrange an month? effective sales GENERATE training course.
As our clients know very EVEN well (and100% will tell you), the 25%, 50% above sales results are not exceptional for a Greenwood OFareYOUR SALES COMPETITION –standard. CheckANNUAL your competition to find out what Sale. They You could enjoy such recordIN JUST DAYS… breaking sales Avoid results too – 17 with high margin they are offering. all-out price wars. Bemaintained. sure to out-do
•
your competition on the most relevant beneficial USP’s Will your January 2018 sales including choice, quality, valuemonth’s and service. be the best total Call Greenwood to mystery shopyou’re your competitors. going to see this year?
DISCOVER Would you THE like to seeFORTUNE sales of two, four, six your or even eight times • PROMOTION – Promote business effectively. Every THAT LIES HIDDEN INusing a what to is Harrod’s normallydoes. yourConsider good retailer from Tesco best month? ‘Greenwood’ sales promotionBRAND… to increase sales, turn stock into YOUR As our clients know very well cash and win future market share, while protecting your profit (and will tell you), the above sales results are at the same time. Call Greenwood! not exceptional for a Greenwood Sale. They are standard. You could enjoy such record-breaking sales results too – with high margin maintained.
Why not call me today on 01565 650101 for a free, confidential, no-obligation business consultation? I can DISCOVER THEand FORTUNE outline sales projections costs overTHAT the phone. LIES HIDDEN IN YOUR BRAND…
FIND OUT MORE ABOUT GREENWOOD SALES...
RetailSystemJune18.indd 1
SEEK STYLE.
08/05/2018 11:51bookings for 2017 and 2018 are now being taken Limited Whywebsite not callserved usor today onus 01565 for Take aon look at our call now on 01625 521010, a first come first basis. The650101 best launch dates a free, confidential, no-obligation business alwaysand go first. or, send an e mail enquiry, we’ll gladly call you to
consultation? We will outline sales projections
discuss the exciting possibilities we can offer you, and costs over the phone. To find out morewithout withoutobligation. obligation, or to book a sale, bookings for 2018 2019 now and I’ll call nowLimited on 01565 650101, or and send an are e mail being taken on a first come first served basis. gladly call you. The best launch dates are always booked early.
We are now booking events right across the UK and Ireland for the rest of 2013 firstwithout comeobligation, first served basis. To findon outamore Book your orsales event toonguarantee exclusivity to book a sale,early call now 01565 650101, or send for an e your mail with your contact details business. and we’ll gladly call you.
To many, a bed is the most important piece of furniture one will ever buy. Pennine Beds’ Ultra Edge Collection is firmly supportive, thanks to its innovative Ultra Edge technology lifting the mattress. Choose from a selection of memory foam and latex to lull your customers to sleep. For more information about the Ultra Edge Collection, please contact us by email at enquiries@deluxe-beds.co.uk or call 01484 427 373. www.deluxe-beds.co.uk
GREENWOOD RETAIL LTD
GREENWOOD RETAIL LTDLTD GREENWOOD RETAIL Britain’s Leading Experts in Retail Sales Promotion since 2002
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16/05/2018 15:32
25/05/2018 13:15
34 | Profile
Cl Cl
Jupiter
CIMC Home is one of a kind With over 25 years of experience in the lighting, furniture and home accessories market, CIMC Home expands its product range every season, bringing the trade innovative, unique ranges at prices that continually challenge the market status quo – enabling customers to achieve maximum margins and repeat business. CIMC Home recently launched several
alongside a vast range of lighting –
Manchester Central from 15-17th July. For
exclusive furniture ranges, including Malibu,
including the premium Metal Sculpture
an exclusive first look and the chance to buy
Diego and Hudson, all of which are designed
range – will be launched at the Manchester
beforehand, interested parties can visit the
with furniture stores and interior designers
Furniture Show in July.
CIMC showroom in Leicester from 24th June
in mind – an approach reflected in their
CIMC’s classic Premium Furniture ranges including White Manhattan, Marrakech and
distinctive design and functionality. Each collection conveys a unique style, so retailers and interior designers can choose
Milano, will also be on display. CIMC Home’s team will be on hand to
to 1st July. For access to high quality, one-of-akind designs that have made CIMC Home popular with furniture retailers, interior
the pieces which best fit their customers’
explain how the company’s products and
designers and homeware retailers, visit the
needs and tastes – be that mirror, wooden
services can add value to any retail business,
CIMC Home website and register for a trade
or metal furniture.
on stand D37/E65 in the Main Hall at
account. With over 4000 products
CIMC’s bestselling ranges also include those at the
across accessories, textiles,
leading edge of contemporary
lighting and furniture, CIMC
design trends, such as Aria,
Home promises to be a one-
Apollo, Milano and Cleo.
stop-shop for any homeware needs – and the company’s
The company is launching 350 new products for autumn
additional services mean
2018, which aim to offer full
customers are kept up to date
furnishing and accessory
and fully informed, as well
solutions for any property,
as offered various ideas for
inside and out.
displays and navigating the latest trends.
A new collection featuring Jupiter and Leo dining and living furniture ranges,
FN351_Pages.indd 34
Milano
T 01162 875288 www.cimchome.com
25/05/2018 13:15
CIMCJu
Cleo Collection Cleo Collection Cleo Cleo Collection Collection
Diego Collection Diego Collection Diego Collection VISIT US AT THE
VISITVISIT US AT USTHE AT THE
Diego Collection
VISIT US AT THE CENTRAL HALL STANDS D37, E65 CENTRAL HALL STANDS D37, E65
CENTRAL HALL STANDS D37, E65 For further information visit our showroom or contact us on: For further visit our showroom or contact us on: CENTRAL HALL STANDS D37,information E65 01162875288 For further information visit| www.CIMChome.com our showroom or contact us on: 01162875288 | www.CIMChome.com
| www.CIMChome.com For further01162875288 information visit our showroom or contact us on: FN351_Pages.indd 1 35 CIMCJune18.indd
01162875288 | www.CIMChome.com
25/05/2018 16:39 13:15 17/05/2018
36 | Profile
5th Avenue
Gascoigne’s objects of desire Established in 1989, Gascoigne Designs is a privately-owned upholstery manufacturer
Italian show-wood sofas and chairs. All of the company’s upholstery is
Victoria
desirable piece of furniture. The company offers a complete made-
that supplies to interior designers and high-
produced at its factory in the UK’s centre of
to-measure/bespoke service, offering a
end furniture retailers, both in the UK and
furniture manufacturing excellence, Long
wide variety of adjustments on most models
internationally.
Eaton, using select fabrics sourced from
within the range. These include frame size
some of the world’s finest weaving mills.
adjustments, seat, back and scatter cushion
passion for furniture, the company is able to
Crafted using select components, each piece
choices, sofa bed options, and a multitude of
offer impressive, handmade upholstery in an
is individually hand cut and accurately
fabrics including a COM option.
array of styles including classic English and
lock stitched before being upholstered by
T 0115 946 4070
sleek contemporary, through to luxurious
time-served upholsterers to produce a truly
www.gascoignedesigns.co.uk
Inspired by owner David Gascoigne’s
FN351_Pages.indd 36
25/05/2018 13:15
37
Is your company
Best in Class?
Enter online for the Bed Industry Awards at:
bedshow.co.uk
www.
NBFJune18.indd 1
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08/05/2018 11:29
25/05/2018 13:15
38 | Advertorial
S
MLILY AND MANCHESTER UNITED HAVE AGREED TO EXTEND THEIR SUCCESSFUL GLOBAL PARTNERSHIP
ince the partnership began in 2016, MLILY has truly immersed itself within the club, using its innovation and growth within its industry to benefit United fans, staff and first team players. The company’s ability to work with the club’s elite coaching staff and sports science team has led to new production innovation and development, the benefits of which are now being made available to the everyday consumer. “We couldn’t be any happier,” says Pomi Khan, MLILY UK CEO. “Brand awareness has been on the rise due to our collaborative efforts. From our work with the sports scientists at Manchester United to the players themselves enjoying our products with their families at home and also at the Aon Training Complex, we have made immense strides with our product development and growth. “The entire organisation at United has been phenomenal. MLILY is playing a key role in making sure the elite performers at United get the best equipment (our mattresses and pillows)
FN351_Pages.indd 38
for a better recovery after their hard work on the pitch, and it’s been an extraordinary team effort on all levels of our partnership.”
The fruits of the partnership are already being seen, with MLILY successfully doubling its business each year since its U.K. launch. Its role in cobranded initiatives has led to further brand awareness and market growth. Working closely with the sports science team at United has allowed MLILY to customize products fit for the team’s top athletes. “It’s all about performance,” says Bob Badman, Director of Sales. “Our products are aimed to deliver the deep sleep necessary for faster recovery and better performance on and off the pitch. Our continued work with United is aimed to not only benefit their organization, but to also help the entire U.K. market achieve a better sleep and thus a better lifestyle. Considering that we are now only in Year 2 of a very long-term relationship, we are really just getting started with what can be achieved.” With a business model that favors its retailers and a product backed by a world class organization, MLILY looks to continue its winning formula well into the future.
25/05/2018 13:15
MLilyJu
FN351_Pages.indd MLilyJune18.indd 1 39
25/05/2018 24/05/2018 13:15 15:06
STYLISH
OAK
FOR ALL
DISPLAY DISCOUNTS AVAILABLE
Small Bedside £29.99
2 Over Drawer Chest £139.99
4’6 Slatted Bed £135.00
Dressing Table £89.99
Full Hanging Wardrobe £169.99
THE NT BEDROOM In a natural oak finish and with Danish style influences, this collection captures the trend for Scandinavian interior style, made for today’s UK homes. Featuring a choice of wood or metal handles, this is a range for those serious about making their home a stylish place to be. Prices from just £29.99
FREE DELIVERY FROM JUST £250
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
FN351_Pages.indd KettleJune18.indd 140
25/05/2018 13:15
MIRROR COLLECTION
Enjoy four gorgeous on-trend styles with bevelled glass in a luxurious gold or silver finish with selected styles also in modern white, individually boxed for convenience. Prices from just £27.50
CHAIR COLLECTION
Six new chair styles with up to five fabric choices to match our oak dining collections, and including office chairs and stools. Avaiable in pairs as part of any order. Prices from just £25.00
FREE DELIVERY FROM JUST £250
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
FN351_Pages.indd 41
25/05/2018 17/05/2018 13:15 08:42
DINING
42
Success in today’s market is all about
want to go there. We’re not necessarily the
future, and retirement – the day-to-day
choice, says Peter Woodman, founder of
cheapest wholesaler - we want to be here
running of the family business is now in the
dining chair wholesaler and manufacturer
tomorrow! – but our stockists definitely
hands of his son, Tom – he continues to
Woodman Chairs (01884 841789, www.
appreciate what we offer.”
explore new ways to improve the business model.
Importing chairs from Eastern Europe
woodmanchairs.co.uk). “One of the main reasons people come to
“We have some smart new chair designs
in volumes of various sizes, Woodman
us is because of the choice we offer – they
offers notably different designs alongside
such as the Nordic and Cricket stools coming
simply can’t access such variety anywhere
the industry-standard ITW frames and
through,” he concludes, “but we are starting
else,” he says. “And this is happening more
Farmhouse models. Delivered within four
to look at more specialist products.”
and more, because the consumer wants
weeks – and 70% of it available in just two
choice – they want something different,
days – the range is available in multiple
and they are willing to pay for it.”
finishes and timbers, with a choice of seating pads. There is even a bespoke frame
But surely this choice comes at a
manufacturing service available to those
cost? Quality is very
customers – domestic or contract – wishing
much built into the
to go off-menu.
company’s philosophy,
“For the price, we offer good lead times
says Peter: “I
and great flexibility,” says Peter. “Whether
understand the race to
you’re a high street retailer trying to
the bottom, but I don’t
compete with the nationals or just looking to paint your own chairs for an interior design project, wholesale is the way to go – why over-commit and worry about dead stock and endless returns? “The change in the euro made a big difference to everyone – the market in general is buying wholesale again.” Peter’s operation is not unique, but
Oak Banbury chair with natural hopsack seat
Oak Rowan bar stool carver with herringbone grey seat
few dedicated wholesalers make such a compelling offer. Yet, as Peter looks to the
Ye Olde Traditional… OVER 30 YEARS EXPERIENCE MAKING TOP QUALITY TRADITIONAL WOODEN CHAIRS WIDE
01604 890956
md@yotfc.co.uk or brd@yotfc.co.uk
YOTFC Ltd. 3 Roe Farm, Cogenhoe NN7 1NL YeOldeJune18.indd 1
FN351_Pages.indd 42
ES SH
E:
T:
FIN I
www.yotfc.eu
OF
A N GE R
Beech Amish also available with oak seat
18/05/2018 14:53
25/05/2018 13:15
Woodm
FN351_Pages.indd WoodmanMay18.indd43 1
25/05/2018 19/04/2018 13:15 15:17
44 | Dining
M&P Chairs (07802 648383, www.mandpchairs.co.uk) imports and distributes high quality European hardwood (beech and oak) chairs to the retail and leisure sectors. The company offers a wide range of products including traditional farmhouse, Shaker and restaurant chairs, plus bar and kitchen stools. 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 quickly and efficiently deliver quality chairs.
Bluebone’s (0161 330 8959, www.bluebone.co.uk) industrial furniture brings together elements of different 20th century styles – from birdcage wire frames and mid-century hairpin legs to vintage apothecary and French bistro style –in one eclectic collection. The use of mango wood and a uniform metal finish create endless possible combinations, while home accessories to complement the look range from vintage poster collections to vegan-friendly hunting trophies.
M&P Chairs Limited WWW.MANDPCHAIRS.CO.UK
SHA3 - Shaker Chair (Rush & Wooden)
KEN1 - Kent Chair (Rush & Wooden)
CAR1 - Carra Oak Chair
CAV1 - Caversham Oak Wooden Seated Chair
120 - Rush Seated Chair
293 - Child’s Rush Seated Chair
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: M&PMay18.indd 1
FN351_Pages.indd 44
07802 648383 07469 819520 12/04/2018 15:12
25/05/2018 13:15
GalleryJ
Cookham is a range of updated farmhouse
â&#x20AC;?
dining furniture which is designed to sit in an informal family house setting.Available in two finishes, Smoky Oak, which shows the natural grain of the wood, and painted Slate Grey with Smoky Oak tops.
Cookham
â&#x20AC;?
Available in Grey and Oak
View our full range online www.gallerydirect.co.uk | T 01795 439159
FN351_Pages.indd GalleryJune18.indd 45 1
25/05/2018 16/05/2018 13:15 15:23
46 | Dining
Iain James Furniture (0115 973 4481, www.iainjamesfurniture. co.uk) recently introduced a new Burr Walnut Additions brochure. The new collections feature an elegant range of occasional furniture with delicate ebony inlays to carefully proportioned tapered legs. One stand-out piece is the stylish glass-top coffee table, which features four square pieces of bevelled-edged glass, rebated into a burr walnut framework and complemented by matching lamp and console tables. Also admired has been the Biedermeier-influenced circular dining table with decorative inlaid pedestal base, along with the additional collections of Georgian-styled occasional furniture with distinctive classical reeded profiles.
The Bronte Extending Dining Table in Storm from Gallery Direct (01795 439159, www.gallerydirect.co.uk) offers a classic look with a twist. The range is made using painted mahogany solids, complemented by quartered oak parquet inlaid veneers in a natural mellow finish. The twist is the dental moulding, which is associated with fine regency pieces, and gives strength and integrity to the furniture – yet the design will happily sit in a contemporary kitchen diner, or a modern or classic family dining room. Storm is a deep blue paint finish which offers a powerful, sophisticated look, calmed by the piece’s mellow oak tops. Gallery Direct offers a complete home furnishing solution W201 dining table
across over 1550 products covering furniture, upholstery, lighting, mirrors, textiles and accessories.
Blackpool’s property market is booming, says Febland’s (01253 600600, www.febland.co.uk) Stephen Ward, and homes are being sold as quickly as they are built. “There is a fever which will naturally lead to consequences, and with this construction comes talk of furnishing the rooms,” he says. “Mostly, the new owners are searching for smaller suites, armchairs and dining tables, but lighting has been strong as people wake up to the economies of using LED appliances. “Our new lines – and quirky deco, for which we have been known – are doing well, and we are concentrating on traditional customer service and tasty displays in our showrooms to compete with the online stampede.”
Wood Bros’ (01920 469241, www.woodbros.co.uk) new dining group, The Rochford, comprises a deceptively lightweight extending oak table containing two leaves, plus accompanying upholstered chairs The table features elegant tapered and turned legs, and is also the supplier’s longest table, at 2475cm, making it ideal for larger gatherings. Featuring antiqued brass studding around the back, which accentuate the delicate scroll tops, the new dining chair is lightweight and easily manoeuvrable yet also comfortable, offering additional lumbar support in the seat and back pad. It features Wood Bros’ new Classic finish, promising a mellow look without
Jericho marble-effect dining set
any dents.
FN351_Pages.indd 46
25/05/2018 13:16
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
NEW 2018 BROCHURE
OUT NOW
Flag House, Ashworth Road Blackpool, Lancashire FY4 4UN
Tel: 01253 600 600 Email: info@febland.co.uk
www.febland.co.uk
FeblandJune18.indd 1
22/05/2018 15:19
Subscribe to the essential guide to the UK
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furnish ings trade furnitu re and UK domest ic guide to the The essenti al ews.net #350 May 2018
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FN351_Pages.indd 47
25/05/2018 10:55
25/05/2018 14:36
48
BEDS & BEDROOM
Steens’ (01489 778890, www.steensgroup.com) Richmond is set
enhancements, and this latest on-trend development brings it right
to continue its unbroken run as one of the UK’s most successful
up to date – and Steens expects this extension to bolster sales rather
furniture lines thanks to the launch of a new grey two-tone option.
than replace existing demand.
Comprising the full options available in the pine, cream and pine and white versions, the Richmond collection now boasts 70 options. Over its long history, Richmond has benefited from numerous
This new, high-value addition to the Richmond family is produced in Denmark but will be stocked in the UK along with the other options, enabling next-day consumer or B2B delivery.
Inspired by a fragile yet attractive piece of Chinese wallpaper from The Scandinavian-style NT Bedroom collection from Kettle
the 1860s, Pheonix is one of the four rug designs from the spring/
Interiors (01536 444960, www.kettleinteriorsagencies.com) is
summer 2018 launch for the V&A Inspired collection from Luxmi by
crafted in a light oak finish, and its unique lines give it an elegant
Flair Rugs (01457 850660, www.flairrugs.com).
poise that will suit any setting. NT Bedroom is packed full of choice, offering three bedsides,
Hand-tufted and hand-sheared in India from 100% viscose yarn for a subtle iridescent quality that echoes the delicacy of the
five sizes of chest and three wardrobe styles. From the impressive
original wallpaper, Pheonix features a majestic central motif of
three-door, two-drawer wardrobe for master bedrooms, down to
the mythical bird, surrounded by blooming peonies. Both of these
the large and extra-large bedsides, the pieces feature aluminium
symbols have meaning in Chinese culture – the bird an emblem of
runners.
prosperity and the flower of riches and honour.
NT Bedroom is now available with free delivery starting from a new lower order value of just £250.
FN351_Pages.indd 48
In a combination of duck egg blue and ivory, Pheonix translates the historic design into a rug for modern homes.
25/05/2018 13:16
Hypnos
3471 H
B Y R OYA L A P P O I N T M E N T CROWNED BEST BED MANUFACTURER The pursuit of perfection â&#x20AC;&#x201C; beautiful handcrafted pocket spring beds, with a Royal Seal of Approval and an unrivalled 10 year guarantee. Hypnos offers exquisitely tailored beds; sublime comfort; a choice of design options; a commitment to sustainability; a strong consumer brand and excellent support. Contact us to discover our luxurious mattress collections and perfectly made storage solutions.
www.hypnosbeds.com T: +44 (0) 1844 348200 | E: sleep@hypnosbeds.com
Handmade in Britain with a 10-year guarantee
Hypnos is proud to be Carbon Neutral, complying with PAS 2060.
FN351_Pages.indd HypnosJune18.indd 49 1
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3471 Hypnos Interiors Monthly Ad 210x297 aw.indd 1
24/05/2018 09:28
50 | Beds & Bedroom
With demand high, Hyder Living (01484 531000, www.hyderint. com) is now ready to fulfil orders from stock on its new launches, including the Barci bedstead and Magna ottoman. There is a tangible level of excitement at Hyder Living now the new beds are ready, reveals director, Biny Hyder: “When developing new lines there’s always an underlying sense of trepidation that you may be wide of the mark, and it’s not until you put your new designs in front of a critical audience of buyers that you know whether you’ve got it right.” Both new introductions uphold the company’s ethos of quality products at reasonable prices, backed by high levels of service. The Magna ottoman boasts space-saving storage, while the handcrafted Barci offers a headboard finished in a soft, grey linen fabric. Both are now in stock for fast delivery across the UK, including All-In, launched by award-winning German bedroom manufacturer
direct to door.
Wiemann (enquiries@wiemannuk.co.uk, www.wiemannuk.co.uk) at the 2018 January Furniture Show, provides consumers with a simple package storage solution. The new hinged wardrobe collection
Magna
comes with a choice of two ready-confined internal arrangements of shelves, drawers and hanging space plus mirrors. Simon Hewitt, MD of Litmus Furniture, Wiemann’s sole agent for the UK and Ireland, says: “Sometimes people just want a quick and easy solution to choosing interior fitments, rather than trying to figure out a bespoke arrangement. All-In – as the name suggests – does just that.” All-In is available in a wide choice of wardrobe widths, from 50 to 400cm, making it ideal for space-conscious consumers. It also comes in an choice of attractive carcass colours – pebble grey, polar larch and white – plus glass doorfront options pebble grey, havana and white, to match a range of decorating schemes.
Specialising in Gel Encapsulated Pocket Sprung Mattresses, Cool Memory Foam, Natural Latex, Cotton and Bamboo To become a stockist contact our sales team
Park Lane Beds Ltd 49 Landor Street, Birmingham B8 1AG T: 0121 389 4262 F: 0121 389 4355 E: sales@parklanebeds.co.uk
ParkLaneJune18.indd 1
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25/05/2018 12:06
25/05/2018 13:16
Furnitu
LOW PRICE. HIGH QUALITY. AMAZING VALUE.
Both 4YOU and Hampshire are simple and elegant â&#x20AC;&#x201C; two ranges that look great on a shop floor for customers with a price point in mind. By keeping things as uncomplicated as possible, both these ranges are offered at an exceptional price while maintaining the quality feel and stylish looks our customers expect. A good price point is of course important, but only if it represents genuine value for money, which in both of these gorgeous ranges it definitely does.
4YOU OAK
HAMPSHIRE As always, there is no minimum order and pieces are available for next day delivery, so call today! 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
FN351_Pages.indd 51 FurnitureToGoMay18.indd 1
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52 | Beds & Bedroom
Hypnos’ EasyStore drawer
HYPNOS SATISFIES THE SPACE-CONSCIOUS CONSUMER Comfort is key when choosing a mattress, believes Royal Warrant holder, Hypnos – but with storage at a premium in many homes, consumers are increasingly interested in how space-saving solutions can work for them. Hypnos has the answer … Consumer choice is not just limited to mattresses and headboards, thanks to the innovative and wide range of divan options available to retailers from Hypnos Beds. Hypnos handcrafts luxury, bespoke mattresses and divans to offer individually tailored comfort levels and design options - ensuring retailers can also help their customers identify the storage option most suited to their needs. The Hypnos EasyStore drawer divan has an abundance of easily-accessible space – holding the equivalent of up to 26 pairs of standard ladies’ shoe boxes and supporting 60kg of weight in one large drawer. Boasting the equivalent volume of four standard Hypnos drawers in one, it is suitable for larger items as the three quarter-length drawer makes use of the divan length and height. The space under the bed is huge, often under-utilised and extremely valuable. For optimum storage using the whole of the under-bed space, Hypnos offers the Hideaway divan. With real flexibility for storing everything from boxes to suitcases, this cavernous space (up to 180cm wide) is concealed behind attractively upholstered deep valances, covering the full divan base height. Other storage options available to retailers include hidden storage drawers, The SuperStorage divan – in which the hinged top of the bed base lifts up – and the Hypnos Hidden Divan Safe, which features a discreet safe in the base which is accredited with £10,000 valuables protection and a £1000 cash rating.
www.hypnosbeds.com
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Urban Luxe Hideaway Divan
25/05/2018 13:16
Silentni SN Furn
Re-awarded for the Silentnight Mirapocket 1200
As a leader in the industry, weâ&#x20AC;&#x2122;re dedicated to having a positive impact on our planet. In fact our Eco Comfort mattress layer is made from recyclable plastic bottles and sustainable fibres that are breathable and eco-friendly to give you a fresh and purifying sleep. Over the past year, our mattresses have prevented 105 million plastic bottles from entering landfill or the sea. If every plastic bottle was laid end-to-end, weâ&#x20AC;&#x2122;d reach the South Pole from London... and back again!
To find out more please visit silentnight.co.uk
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FURN
54 | Beds & Bedroom
Winner David Butterworth and his daughters, flanked by two of the Wigan Warriors players
SEALY OFFERS A SLEEPOVER WITH A DIFFERENCE On 3rd May, for one night only, part of Wigan’s DW Stadium was converted into a pop-up hotel room, giving Wigan Warriors fan David Butterworth a once-in-a-lifetime experience courtesy of bed brand Sealy UK. Sealy UK, the club’s official sleep partner, teamed up with the Rugby
“Who knows? We might have to keep the suite as a hotel room
League’s Wigan Warriors and DW Stadium to offer David Butterworth
now – although I’m not sure the players will be able to deliver room
from Rochdale, selected via social media, the opportunity to stay
service every time!
in the stadium – the night before the team clashed with rivals the Salford Red Devils. Met by Wigan Warriors players Gabe Hamlin and Craig Mullen on arrival, David, along with his two daughters, mother and motherin-law were treated to a behind-the-scenes tour of the stadium,
“We are fortunate to have Sealy UK on board as a major partner of the club – they not only support our high-performance programme with beds for all the players, but are always looking at fun ways to engage with our fans and support our community initiatives.” Holly Housby, marketing controller at Sealy UK, says: “We really
changing rooms and the President’s Suite, which was transformed
enjoyed collaborating with the Wigan Warriors on this unique
into a hotel room complete with a luxury king-size Sealy bed, which
activity.
David was able to keep. David, Gabe and Craig then enjoyed dinner at Rigoletto’s before
“We already help the Wigan Warriors players to sleep well, having provided them all with Sealy beds, so we thought, let’s give a lucky
David was handed the keys to the stadium for the night. He then
fan the chance to sleep well before the game too! We’re glad David
received a wakeup call and room service with a difference when
had such a good time and that he will continue to sleep well on his
Wigan Warriors players Liam Farrell and Dom Manfredi delivered
new Sealy bed. We’re looking forward to working with the club to
breakfast in the early hours of the morning before he checked out.
deliver even more fun activities in the future.”
David then returned to the stadium for the match, where he and his wife took in the action from the Wigan Hospitality Lounge. David says: “I’m a huge Wigan Warriors fan and try to get to as
Andy Birch, DW Stadium manager, adds: “We are always looking for ways to challenge ourselves to find new and innovative ideas to promote the venue. The opportunity to be involved with the Sealy
many of their games as possible. However, usually I do things a bit
sleepover certainly ticked this box for us – as far as we know, a
more conventionally and turn up on the day rather than spend the
stadium sleepover experience of this type has never been done
night in the stadium!
before.”
“The whole experience was out of this world. Getting to meet the players over dinner, having them show us around the stadium and then delivering breakfast was the icing on the cake!” Dan Burton, Wigan Warriors’ commercial manager, comments:
Sealy is the official sleep partner of Wigan Warriors and has been working with the club since the 2016 Super League Grand Final. This year, Sealy UK extended its partnership to become a major partner of the club – the iconic Sealy logo now appears on the
“We’re always looking at new and innovative ways where we can
playing shorts of all Wigan Warriors representative teams including
enhance our fans’ experience with the club, and, working with Sealy,
the Men’s Super League Team, Wigan Under-19s, Wigan Under-16s
we’ve truly managed to do that in a really fun and engaging way with
and, for the first time, the Wigan Women’s Super League Team.
the support of the team at the DW Stadium.
www.sealy.co.uk
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SealyJu
FURN NEWS SINGLE PAGER CAKE.qxp_Layout 1 5/15/18 1:34 PM Page 1
Our recipe for success? It’s a piece of cake.... Any baker will tell you - it’s all about the ingredients. No matter how good a cook you are, or what oven you have, the ingredients are the key to a successful bake. At Sealy, we feel the same about beds. We’re so proud of what goes into our mattresses we now show you our ‘recipe’ - a complete list of measurements and ingredients (offering a full explanation for each ingredient) for every single bed in our core brochure range.* It’s not a British Standards requirement, like with food labelling it’s just something we want to do; go above and beyond what’s required, as we have nothing to hide. That’s why we’re clearly the world’s No.1 bed brand.
www.sealy.co.uk * Ingredients lists appear on our website.
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56 | Beds & Bedroom
Silentnight’s (www.silentnight.co.uk) revitalising Eco Comfort layer can be found across a wide range of mattresses for adults, children and teens. Adults looking to experience Eco Comfort can find a range of mattresses in sizes from single to super king in the company’s Signature Collection. Young children can enjoy the benefits of Eco Comfort through the Healthy Growth range, while even babies
Safe Nights Airflow mattress
can enjoy a breathable, safe and supportive sleeping experience thanks to the Safe
With 150 plastic bottles in each Eco Comfort mattress, the models produced
Nights cot mattress range. Silentnight’s Eco Comfort Pocket 1200 has
Eco Comfort
affordable price.
over the past year alone have prevented 105
been re-awarded Which? Best Buy status,
million plastic bottles – enough to reach the
being described by judges as “one of the
South Pole from London and back again if
best value mattresses we’ve tested”, making
laid end to end – from entering landfill or
it a sound choice for the environment at an
the sea.
The most extensive range available from including: Touch Up Markers & Graining • Transparent & solid colour markers • Clear finishing markers • Graining markers & colouring sticks
Repair Aerosols • Dye & Pigment Colouring Aerosols • Finishing Aerosol in 6 sheens • Low Odour Finishing Aerosols • Speciality Aerosols for spot repairs, blushing etc
Repair Kits • Touch Up Furniture Repair Kit • Professional Furniture Repair Kit • Cabinet Installation Kit • Flooring Installation Kit • Solid Wood Repair Kit • Quick Repair Burn-In Kit
Fillers • Simple Fill-Sticks & Quick Fill hot sticks • Burn In Repair Systems - matt & gloss • Epoxy Repair Fillers + Wood Touch-up & Repair Training Courses
fira.co.uk/compliance
www.furniturerepairdistribution.co.uk
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MFA_J
END OF LINE SECONDS RETURNS
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EX-DISPLAY OLD STOCK PROTOTYPES
25/05/2018 13:16 08/05/2018 10:44
58 | Beds & Bedroom
The Leeds Rhinos try a Shire bed
SPONSORSHIPS HELP RAISE SHIRE’S GAME Between 2007 and 2017, businesses spent over $60b worldwide on sponsorships, according to Forbes. From John Lewis’ sponsorship of the Commonwealth Games to Coca Cola’s legendary association with the Olympics for almost 100 years, this type of business collaboration has long been recognised as a powerful marketing tool – but only where brand and business are in strategic alignment … For Dewsbury-based manufacturer The Shire Bed Company, its
Much of Shire’s success has been down to the link between the
Yorkshire roots have always been at the heart of its marketing
clubs and and manufacturer’s values and ethos. “Both YCCC and
campaigns. So when an opportunity to partner with Yorkshire County
Leeds Rhinos play a big role within the local community – they
Cricket Club (YCCC), it was a natural fit – and one which it followed
are both reputable Yorkshire brands that share the same beliefs
up with by collaborating with another elite sporting club, Leeds
as ourselves, making it a match made in heaven,” says Fara. “Our
Rhinos.
partnership brings together pleasure in business and business in
Shire has spent a five-figure sum developing its sponsorships and relationships with the two clubs since 2015. So successful have the
pleasure.” Shire’s arrangement with the two clubs has also enabled the
partnerships proved that the company recently kicked off its second
company to develop a professional range of mattresses in line with
year of sponsorship with Leeds Rhinos and ramped up its agreement
feedback from players, coaches and physios, providing the rest and
with YCCC to include being a shirt sponsor for the 2018 cricket
recovery benefits critical to elite athletes.
season. Fara Butt, sales and marketing director of Shire Beds, says: “We’ve seen many benefits to our sponsorships with the Yorkshire sports clubs, the main one being an increase in our market share. It has also
Following the success of its Sleep4Sport project and range of Active Response beds, Shire recently launched Pillow Talk, a collection of specialist premium pillows. As the manufacturer’s first venture into bedding accessories, the
presented us with a great opportunity to portray a positive brand
range consists of four options, each of which is designed to target a
image by association with the clubs, strengthening our credibility
specific need.
within the local area.” Sponsorships not only help a business develop a positive identity, but also influence brand awareness with consumers, presenting an opportunity to gain loyal followers and greater visibility. Partnerships
Says Fara: “We’re delighted with the success of our sporty product collection - it has even been claimed by Leeds Rhinos that our pillows have helped them to get onto their winning streak! “Our research with the players has provided us with some key
are also a great tool for reaching a wider demographic, providing a
feedback that we will continue to work with and incorporate into our
first-class chance to get face-to-face with new target markets and
future products.”
educate consumers about an industry and business.
www.shirebeds.co.uk
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Slumbe
VISIT US AT THE
HALL 5 STAND E-80
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It has over 1000 individual nested pocket springs in a king size mattress Several layers of luxurious fillings Hand tufted finish 2 rows of hand-stitched mattress borders with handles and air vent High quality woven damask fabric Storage options available Headboard & divan bases available in ten different colours of fabric
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Storage option available Available in various different colours
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SlumberdreamNov17.indd 1
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06/11/2017 10:45
25/05/2018 20/03/2018 13:16 15:09
Central Furniture Manufacturing Ltd
C
For a Full Colour Brochure please call 0121 766 8110
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FN351_Pages.indd 60 Central Furniture Manufacturing/CFM Advert.indd 1
25/05/2018 27/07/2017 13:16 09:43
Central
17 09:43
Central Furniture Manufacturing Ltd For a Full Colour Brochure please call 0121 766 8110
Vogue Range Mussel & Gloss Grey Mulliner Works, 154 Bordesley Green Road, Birmingham, B8 1BY Tel Fax Email Web
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FN351_Pages.indd 61 Central Furniture Manufacturing/CFM Advert 2.indd 1
Vogue Range
Nova Range
Walnut & Gloss Black
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OPINION
62
Gavin Boden
Where did all the skilled workers go?
B
ack in the Seventies, Eighties and even some of the Nineties
Furniture sales and marketing professional
In 1986, you would have paid between £2000-£2500 for a leather
we had an abundance of skilled workers in the UK – not
suite. Indeed, if you had such an item in your home you would have
just in the furniture sector, but across the full spectrum of
been considered well o�, or a bit posh. With the rate of inflation
industries. I’m going to quote the furniture industry because it’s
over the years, you should now have to pay well over £7000 for the
the one I’m most familiar with, but the same can be said across the
same item – but you can go out and buy a suite of similar quality
board.
for around about the same money, manufactured in the Far East or
This is historic in the UK. We were a nation of workers, skilled and unskilled. Fishermen, upholsterers, steelworkers, car assembly
Eastern Europe. I don’t know what the solution is, but we need to make these
workers, cabinetmakers, finishers, french polishers, electronic
industries more attractive to work in, because in the next 10-20 years
technicians, etc.
the requirement for skilled workers in the UK is going to explode.
For several reasons, most of these industries have either gone into
There is a glimmer of hope for the industry, however. The
decline or died out completely. Most of the manufacturing of cabinet
forward-thinking folk, including trade associations from the
products and leather upholstery has gone to the Far East, mainly
furniture and interiors industries have united under a single banner,
because of labour costs. As competition became fiercer, this led to
the Furniture and Interiors Education, Skills and Training Alliance
the need for businesses to cut costs. Many firms over-trimmed and
(FIESTA), to combat the threat of a widening skills gap in the UK.
declined, or simply could not compete in a new market.
Gary Baker, MD of CD (UK), the distributor of Corian in the UK and
But all that is changing. As the cost of living in China rises, the cost
Ireland, has been appointed as the chairman of the new alliance –
of manufacturing is becoming more expensive. Thrown in with the
you can read more about it at www.fiestalearning.com, or take a look
logistical costs and environmental pressures, it is inevitable that a lot
at the interview with Gary in the March issue of Furniture News.
of the manufacturing will come back to the UK, and that will lead to a big problem – the lack of skilled workers. We are scraping the surface of addressing this issue with the re-introduction of apprenticeships, but it’s not cool to work as an upholsterer or a cabinetmaker any more – all the kids coming from college want to work in the technological sector, they all want be programmers, game designers, app developers or data scientists (don’t ask me).
We need to make these industries more attractive to work in, because in the next 10-20 years the requirement for skilled workers in the UK is going to explode
Got a view you’d like to share with the trade? Get in touch with the editor at paul@gearingmediagroup.com
FN351_Pages.indd 62
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SatraJu
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
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64
LIVING
Pickering in herringbone moss
The Kleo brand, which was introduced by by Bluebone (0161 330 8959, www.bluebone.co.uk) at this year’s January Furniture Show, has proved “a huge success story” for the supplier. The main selling points of this collection – which has already become one of Bluebone’s bestselling lines – are the wealth of variety available, and the ability to opt for sanded-down boatwood. This year, the manufacturer has focused its efforts on creating seamless metal frames,
Pure, Kleo
to better encapsulate the charm of this weathered wood in living and dining furniture. The newest Kleo collections will be introduced This year, Wood Bros (01920 469241, www.woodbros.co.uk) has
at the
collaborated with renowned British woollen mills Harris Tweed
Manchester
and Abraham Moon to create a sumptuous collection of 100% wool
Furniture
sofas and chairs.
Show next
A variety of upholstery designs is available, drawing on a new extended fabric and leather swatch.
KeenClassicsJune18.indd 1
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month, on stand D71.
16/05/2018 15:11
25/05/2018 13:16
JaipurJu
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66 | Living
Based in Bydgoszcz, Poland, Gala Collezione (www.galameble.com/en/) has produced
Mezzana
leather and fabric upholstery and dining benches for over 20 years. Gala is one of the largest furniture manufacturers in Poland, and exports comprise a significant percentage of its business. Gala Collezione is exhibiting in the Midpoint section of the Manchester Furniture Show next month, where it will unveil its latest collections including motion, modular and dining furniture in leather and a comprehensive range of contemporary fabrics.
Boasting 25 yearsâ&#x20AC;&#x2122; experience of developing, designing and producing upholstered furniture, Polandâ&#x20AC;&#x2122;s Sits (www.sits.eu) now manufactures some one million handmade sofas and armchairs each year. Sits offers a large number of product designs, fabrics and colours, catering to every customer demand. Comfort, trend awareness and social consciousness are all priorities at the company, which is represented across Europe, and plans to exhibit at the Manchester Furniture Show
Impulse
next month.
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 Come and see us at the Manchester Show 15-17 July stand D71 BlueboneJune18.indd 1
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17/05/2018 15:47
25/05/2018 13:16
Shanka
MINK armchair (611-34-02-05-01) Stud detail • Baroque fabric • Natural legs •
WAS
£149
NOW
SEASONAL OFFER! CHARCOAL armchair (611-34-26-01-01) Stud detail • Baroque fabric • Black legs •
01902 399764 • sales@shankar.uk.com • www.shankar.uk.com FN351_Pages.indd ShankarJun18.indd 67 1
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FURNISHER
68
Britannia Mirrors (020 8804 0392, www.
and small runs of products to suit every
minimalist, contemporary and modern
britanniamirrorsltd.co.uk) has been
requirement, offering one of the industry’s
designer mirrors and solid wood mirrors, to
established for 30 years, and has developed
most comprehensive ranges of quality
free-standing floor, tabletop and bathroom
a reputation for supplying quality products
framed and unframed mirrors.
mirrors – a diverse product range which
Its portfolio ranges from traditional and
and a high level of customer service. From its factory in North London, the family-run company produces large
continues to grow to address emerging
decorative gilt and silver-framed mirrors,
trends, improve upon established products,
over mantles, oval mirrors, shaped mirrors,
and meet changing customer demand.
Now with free delivery from just £250, retailers can access Kettle Interiors’ (01536 444960, www.kettleinteriorsagencies.com) new chair and mirror lines with ease, selecting the ideal combination of items in any number. Each is available in a choice of finish and size, including 10 upholstered chairs, office chairs and stools in a choice of fabrics. The Mirror Collection comes in four styles influenced by baroque, art deco and Victorian, available in a variety of rectangular sizes, with the grand leaner style suitable for dressing and making rooms feel more spacious. Each mirror is available in aged silver or gold effects, with selected styles also available in white. Joining the supplier’s oak and painted furniture collections and offering a match to many of these, the new mirror and chair collections are available wholesale with fast delivery across the UK, price breaks for stockists spending at least £2500 each month, and further discounts for container orders. For 25 years, Frith Sculpture (01666 577110, www.frithsculpture. co.uk) has hand-crafted bronze-finished animal sculptures from its home in Wiltshire. This year, the business introduced new of cockapoo and hedgehog sculptures, bolstering its popular lines of hares (59 different models are available), dancers and Highland cattle. Other collections on offer include: Frith Cats, a range of over 30 cat sculptures by Paul Jenkins; a new contemporary range, Metropolitan; plus otters, dogs, horses, farmyard, fish, dancers, lovers, nudes and many more – new designs are always in progress.
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Britanni
Manufacturers and Wholesalers of Quality Framed Mirrors
Britannia Mirrors Ltd Unit 5, 87 Lockfield Avenue, Enfield, Middlesex EN3 7PY Tel: 020 8804 0392 Email: sales@britanniamirrorsltd.co.uk
www.britanniamirrorsltd.co.uk
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LIGHTING
70
där lighting (01295 672200, www.darlighting.co.uk) is widely
Luminess (01494 442264, www.luminess-ltd.co.uk) is a specialist
recognised as one of the leading suppliers of innovative lighting
importer and distributor of premium European lighting brands.
products for domestic and commercial settings. Its designs cover a
Operating from its warehouse/showroom in High Wycombe,
broad spectrum, from traditional chandeliers and large statement
Luminess offers over 5000 exclusive products across three brands
fittings to a full range of table and floor lamps, wall lights, outdoor
– Action, AZzardo and Wofi.
lights, decorative lighting and easy-fit pendants and lampshades.
The supplier covers all sectors of the lighting market, from
där lighting also offers a full range of lighting accessories
contemporary
including ceiling
and traditional,
suspensions, hooks and chains,
to decorative and
Forli and Latima table lamps
novelty, from
as well as LED
single handmade
and decorative
pieces to volume
filament lamps.
and container
Worldwide
lines.
sourcing and an
With designs
accomplished
that are
team of in-house
minimalist,
designers help
elegant and
ensure där brings
almost sculptural,
together the latest
fully-fitted LED
techniques and
and five-year
design ideas from
guarantees,
across the world,
Luminess sources
to guarantee
lamps for the
that its products
more discerning
continue to push
customer from
the boundaries in
some of Europe’s
this fast-evolving,
most innovative
fashion-forward
Seattle
industry.
Individual lighting for an individual home
lighting specialists.
Over 5000 exclusive products
Contact us for our brochures t: 01494 442264 e: office@luminess-ltd.co.uk Luminess Ltd, 17 Wye Estate, London Road, High Wycombe, HP11 1LH
LuminessJune18.indd 1
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DarLigh May Ad
????????????? | 71
lighting the way it should be the Athena twelve-light pendant | for stockists visit darlighting.co.uk | 01295 672200
FN351_Pages.indd 71 DarLightingJune18YellowRHS.indd 1 May Ad Copy Options.indd 2
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72 | Lighting
Carson chandeliers
BRIGHT IDEAS, INDOORS AND OUT Elstead Lighting previewed 300 new products at Frankfurt Light + Building this spring, and anticipates stock arriving in August – encompassing numerous stylish table lamps, chandeliers and pendants to add those finishing touches to newly-furnished rooms and showroom displays. Elstead Lighting offers a comprehensive range
alternatives to outdoor lanterns are ideal
of over 200 portable lamps, which are available
illumination solutions for dining tables in gazebos
in a variety of materials and finishes. New to the
or lighting up casual seating areas on verandas. Also pictured is the five-light Carson chandelier
collection are a series of table lamps that employ an impressive combination of metalwork and
which features overlapping metal ribbons in a
marble to exude a sense of luxury.
vintage iron finish, paired with seedy glass covers over the bulbs to allow them to illuminate outdoor
Pictured is Apollo, which partners a brushed
spaces.
brass frame with white marble inserts at the top
There are over 2500 products in the full Elstead
and bottom. It is completed with a navy blue faux
range, including traditional, transitional and
suede hexagonal shade with gold faux silk lining.
modern products. However, the company also
Also available is a fresh collection of European ceramics with lots of reactive glazes and textures
offers a private-label design and production
in shades of grey, green and neutral taupes, as
service for businesses which would prefer their
well as retro shapes in caramel or red.
own product identity. These products can either be designed by
In addition, Elstead recently acquired the
Elstead’s in-house team, or in collaboration with
traditional shademaking company Crimway, which also offers a strong range of crystal, wood-
Apollo
Aside from luxury table lamps, Elstead’s collection features a range of Outdoor Living lights, including outdoor (IP44 rated) chandeliers. In line with the popular trend of creating a seamless transition between a home’s interior and exterior spaces, these stylish
FN351_Pages.indd 72
other designers. With almost 50 years’ experience of
turned and country scene table lamps.
manufacturing lighting products, Elstead can create bespoke ranges to suit any furniture collection.
T 01420 82377 www.elsteadlighting.com
25/05/2018 13:17
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Contemporary style with Sun King
Contemporary style with City Loft
LIGHTING
Transitional style with Prospect Park
Vintage style with Provence
Specialists in Beautiful Lighting
enquiries@elsteadlighting.com • www.elsteadlighting.com • 01420 82377 • Elstead House, Mill Lane, Alton, Hampshire, GU34 2QJ
FN351_Pages.indd 73 ElsteadJune18.indd 1
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74 | Designer
How to get ahead in design Burndell bedside table, by Tim Evershed for Brook Studio
This month and next, New Designers will bring together more than 3000 fresh creative minds in a two-week presentation that bridges design education and industry. Alongside it is One Year In (formerly One Year On), a showcase of promising designers, studios and entrepreneurs which have recently launched their own businesses. In this article, the curator of this presentation, Rheanna Lingham, shares her advice for young design businesses looking to make their mark – and a profit … Having received a record number of
is also responsible for the project’s in-depth
performing pound will affect already-
applications, One Year In 2018 welcomes
mentoring programme.
established and big businesses, but small
its biggest line up to date – with many
Over the months preceding each
exhibitors returning to New Designers after
edition, Rheanna and a team of fellow
exhibiting as graduates.
design veterans share their experience
Rheanna Lingham – jewellery designer,
are in a much stronger position. Start-ups only know the current
and expertise with participants, offering
photographer and co-owner of London store
business guidance on everything from
Luna & Curious – has curated the event
handling costs and pricing to PR and
for a fourth year. Her role extends beyond
product development.
selecting the businesses that exhibit, as she
companies with the flexibility to adapt easily
Rheanna Lingham
This means that One Year In is more than an opportunity for design start-ups to show off their skills and connect with customers
“Getting noticed is really hard. There are so many people doing the same thing as you, shouting out to be seen. It’s very important to find your authentic voice and use it wisely”
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and collectors – it is a fast-track course in business development for any design discipline. So, what characteristics does a design business need to survive? What mistakes are to be avoided? How can they stand out in a crowded market? And is now a good time to launch a business? Rheanna tells all … Is it a good time for an emerging design brand to set up a business? In times of economic uncertainty, it is the creative businesses that pull us through. The unknown quantity of Brexit and a poorly-
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Designer | 75
situation, so plan their business to begin and grow in current times. People are yearning for good news and change – young designers can provide this. What advice would you give a young designer looking for a foothold in the industry? Starting a business is like building a house – every house needs strong foundations, but when it comes to the building, you can get creative and stand out from the rest. Good foundations to a business come through research and planning – you must know what you want to achieve, and long-term
to take every opportunity thrown at you,
overlooked is the mentoring that is provided
goals can seem vague and unrealistic – so
selling in a shop, partnering with a brand,
by me and the New Designers team in the
take small steps, just plan what you want to
etc. But if this isn’t the correct fit for you it
five months that lead up to the show.
achieve in the first year.
won’t work out, which can waste time and
Exhibitors receive advice on marketing,
Research your industry, from the big
money – and, mostly, it’s demoralising.
brand and product development, pricing,
players to the one-man bands. How much
Don’t be afraid to say no. Pick a few good
selling and display, as well as the
do people earn? How and where do they sell?
opportunities and throw yourself into them.
fundamentals of starting a small business, delivered through talks, webinars and one-
How do they present their product? Who do they sell to? Plan your money. Cash flow forecasts
What makes One Year In a good platform for emerging designers and companies?
to-one conversations. The more tangible benefit of the show is
might seem dull and just something that the
Entering into my fourth year as curator
the firm friendships that are born each year
bank makes you do to get a loan but, trust
of One Year In, my passion for the show
between the designers – relationships that
me, a business that knows its income and
continues to grow. There is no other show in
continue for years beyond the show. These
outgoings week by week or month by month
the UK that provides such a good platform
are people from whom you can seek support
is much more likely to succeed.
for start-up businesses.
and with whom you can share experiences,
With this strong framework, trusting your
The most obvious benefit is the exposure
collaborate on projects, share stands at
instinct is then easy – design with creativity
to influential trade contacts – including
trade shows or – as happened at the 2017
and responsibility. Don’t imitate.
buyers, collectors, press and industry
showcase – form a collective to sell work
professionals. However, what is often
online and through a pop-up shop.
When starting out, sometimes you want
King & Webbon, Bronwen Grieves, Atypical, Alice Funge, Anna Manfield, Alex O’Connor Silver (photo By Yeshen Venema)
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76 | Designer
Stripe Stool, a flat-packed, hand-finished CNC-milled piece by bespoke furnituremaker King & Webbon, which is preparing to launch a retail-focused freestanding furniture range (photo By Yeshen Venema)
What are the biggest challenges facing
turned around once you confidently
If you had to list three traits that a designer
new design brands seeking to establish
explain your position, passion, respect, and
needs to survive and thrive, what would
themselves today?
understanding of their own position. If it’s
they be?
Getting noticed is really hard. In a time
still a no, remember to ask if they know
Resilience, kindness and self-awareness.
where setting up a website takes a few
anyone else that can be of help. My partners
hours, social media is an easy way to market
and I have had great outcomes from this
What does it take for an exhibitor to stand
your business and crowdfunding is a strong
question.
out at the show and make the most of their time there?
source of finance, one would think that In your experience, what are the common
In preparation for One Year In, I spend a
pitfalls that new design businesses can fall
considerable amount of time working with
doing the same thing as you, shouting out
into?
the designers on how they will display their
to be seen. It’s very important to find your
Visiting trade shows over the last 12 years,
work. Many of them have an image as soon
authentic voice and use it wisely.
it’s evident which brands are trying to tick
as they start – however, I always encourage
Manufacturing costs and minimum
every box, be everything to everyone and
them to put that to one side and spend time
quantities are often a stumbling block for
in doing so don’t attract any excitement.
looking at other ways of displaying, and
most start-ups. This may affect fledgling
It’s really important to develop a cohesive
to consider that every fixture or image is
businesses or be a problem that makes a
product range – keep it tight, especially at
sending their message, so these are very
business flounder a few years in.
the start. Do everything you do perfectly and
important decisions.
getting noticed is easy. However, there are so many people
It may be that at the beginning you are
don’t grow too fast.
The exhibitors that have really engaged
able to produce the product yourself, often
and responded to the advice they have been
not properly costing your time into the
given undoubtedly have the most successful
selling price. This isn’t a sustainable practice
shows.
– you start to look at getting your product made, but manufacturers can shy away from small orders or levy their fee for taking on the job. Designers are sometimes tempted to over-order to secure a good price, with hope that they may sell all the stock – an unwise decision which often stagnates a business, as they have stock to shift and no money to move on to another project. Negotiating with manufacturers can be a lengthy procedure – in my experience, an original negative response can be
FN351_Pages.indd 76
“When starting out, sometimes you want to take every opportunity thrown at you. But if this isn’t the correct fit for you it can waste time and money. Don’t be afraid to say no”
What excites you most about One Year In? I love the enthusiasm, the positivity, seeing new designers start the same journey I did 12 years ago. Each time, I get a little bit envious and wish I could start out all over again.
One Year In at New Designers will take place across two phases at the Business Design Centre, Islington, from 27-30th June and from 4-7th July. www.newdesigners.com
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77
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78 | Designer
IN DESIGN
Luna cocktail cabinet, Steven Hampson A recent commission for a private client specifying “a large functioning cocktail cabinet with some oriental influence”, Steven Hampson’s Luna comprises hand-cut walnut and ripple sycamore veneers, plus details in wenge, ebony and stainless steel.
“Even though I had modelled
“To get consistent woodgrain
the cabinet using CAD
patterns across the piece, I decided
software, I invested a few days
to construct the cabinet using
to make a full-size mock-up
2.5mm hand-cut wood veneers
to ensure that details such as
glued to MDF substrate with epoxy
the strength of the leg frame,
resin. The wood is carefully marked
the height of the tray drawer,
and matched so the finish looks like
etc, were right”
solid wood. I am pleased with the result, but the work is considerable – cutting and jointing the veneers took longer than I expected!”
“My client wanted some stainless steel metal elements in the design, so I decided to
“The cabinet carcass is mitred to
use stainless steel Brusso knife
allow the grain to flow around the
hinges, which are expensive
edges. I spent time ensuring that
but beautiful things. I turned
my saw cut very accurately, and I
a number of stainless steel
used 90° aluminium pieces in place
components (which are on show) to connect the main
“The matching moon-
carcass with the leg frame”
shaped door and drawer pulls consist of circular
of dominoes, which allow a very strong joint and will even hold the piece together for dry runs”
dished wenge inserts with inset sycamore handles”
“My design philosophy is to design what you want and then work out how to make it! I seem to attract commissions for complex pieces which require considerable thought before cutting into expensive materials – I will normally make a full-size mock-up to iron out any potential problems” Training: Steven was an amateur maker for many years while working in the IT sector. Over that time, he upgraded his equipment and converted his barn (located on a sheep farm in the Forest of Bowland) into a professional workshop. Steven decided to make a career change in 2013 and enrolled on a year-long designer/maker course at Waters and Acland in Staveley, Cumbria. Steven has been a full-time designer/maker for over five years, and primarily makes to commission, but has attended a number of exhibitions such as Celebration of Craftmanship and Designer Crafts at the Mall.
www.stevenhampson.co.uk
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80 | Last Word
CAREER DIGEST 2002 – Various roles from technician to product developer, Habitat 2010 – Product development manager, Made.com 2012 – Senior furniture buyer, M&S 2018 – MD, Hayche
“As soon as I started working at Made, Habitat and M&S, I could talk through complex ideas and my colleagues got it straight away, often topping my ideas or amplifying them”
Paul Tanner MD, Hayche Previously known as H Furniture, Hayche (www.hayche.com) specialises in contract seating, which it manufactures in Portugal and Italy. Formerly of Habitat, Lombok, Made.com and M&S, Paul says that Hayche blends many of the strengths of those brands.
How did you enter the trade?
They happened to be a small furniture
someone to join them as a draughtsman,
By accident. I studied Industrial Design at
set-up. During my interview I kept calling
I had the perfect training for the
Brunel and one year of my four-year course
the guy Steve (as the gadget company was
interview, which then led to an eight-year
was spent working in industry. There was
run by a Steve) and I later found out I got
commitment.
a long list of companies that previously
the job because he thought I was eccentric
worked with my university, and I selected a
due to giving him a new name for no
Who was your inspiration?
local company that made electronic gadgets
apparent reason!
I haven’t really had one. As I got into the
– but I made a typo on the letter and sent
He trained me on how to use AutoCAD
industry by accident I didn’t follow a set
my CV to the company one row down on the
for developing prototypes, and when
path, as furniture wasn’t something I had
list.
Habitat contacted my university looking for
thought about until I started doing it. I was
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Last Word | 81
very fortunate at Habitat to work with Tom
time I jump in the shower I have cleared my
to a lack of clarity on what’s happening. At
Dixon, Terence Woodgate, Bethan Gray,
inbox.
Hayche we make our products in Italy and
James Harrison, Kirsty Whyte and Claire
I meet with the Hayche team in
Portugal, and, depending on how Brexit
Norcross, and when I moved to Made and
Clerkenwell at 9am and we discuss and plan
pans out, there could be implications on
then M&S, it was clear to me that furniture
the agenda for the day. We have recently
the cost of using our current supply base if
was something I really enjoyed, and that I
adopted Asana (a project management app)
there’s new tax rates or different ways of
had also developed a powerful network of
and we use this to break up the tasks and to
working required.
designers and suppliers.
delegate amongst ourselves.
What was you career high point?
Clerkenwell Design Week, so lots of
Ercol. Their recent stand in Milan was one
Winning two Design Guild Marks and
work was being done to ensure the new
of the standout showcases of the fair. They
becoming a judge in 2016.
prototypes were ready, the stand was
have a great product and great integrity with
ready, and that we had all the pricing and
what they do.
Last month we were working towards
I am a big believer that bestsellers and iconic products come easy – I have never
What company do you most look up to?
The factory is always a treat to visit and
marketing materials that we needed.
our home is full of Ercol pieces – some
known a product to be difficult and then
We have lunch together as a team, and
become a bestseller, it’s always the ones
then keep working through the afternoon. I
vintage from car boot sales, and also some
that look great as a sketch and great as a
normally leave at about 4pm and go to the
of their recent ranges.
first prototype that go on to success – both
gym for a swim and a class, before getting
the Fonteyn (Made) and Ashworth (M&S)
home around 7pm, eating and then working
What would you most like to change about
were clearly both special designs from the
for a couple more hours.
yourself? I am very impatient. It’s not a good trait,
very first doodle. If you had to start over, you’d probably
and one I would like to change. I have
… and low point?
pursue which career?
started using the Headspace app to try
Discovering from the Sunday Times
Ecommerce. I am not sure which aspect
to relax more, and to step back and offer
during my time at Habitat that we were
particularly, but I really enjoy online sales.
encouragement and direction if a task or
all going to lose our jobs, a day before any
At Habitat and M&S it was something I
problem is behind schedule, as otherwise
announcements were made. In 2010 it was
wasn’t able to get involved with (despite
stepping in and doing it myself is a short-
a very difficult time for the brand, and I
my best efforts), but at Made I was always
term fix.
am really pleased that they are making a
sending the CEO and CTO [chief technology
comeback.
officer] ideas for how we could boost sales.
For Hayche I have taken everything I have
What do you enjoy most about working in the trade?
… and the turning point?
learnt and worked on some new ideas, and
That everyone I have met and work with
Moving to China to work for Made.
built the website myself, so that we have
really cares about what they do, and are
Previously I had been going to China for
more control over the brand presentation
likely to stay in the furniture field.
a two-week trip every six months, and to
and customer journey. With agencies and
actually live there for 18 months gave me
third parties our creative directors’ vision
a transient one, and people are focused
a completely different appreciation for
can be diluted, or ideas steered away from
on producing great product, season after
the country and the product development
due to cost – but by managing the site
season.
process.
ourselves, there are no limitations.
It’s a specialist industry rather than
At school, I would describe an idea or engineering solution and my classmates
Also, working at Made when it was very small, directly with the founders, opened
What date on the business calendar do you
would have no idea what I was talking
my eyes to what’s possible. Normally in
most look forward to?
about, but as soon as I started working at
a business you are shielded from the top
Milan. I really enjoy walking around the
Made, Habitat and M&S, I could talk through
level of management, but I had lunch with
fair (headphones, camera and a big pack of
complex ideas and my colleagues got it
them every day, drinks after work or sat
wine gums) and taking inspiration from the
straight away, often topping my ideas or
next to them on a plane, so I got a first-
various events. Bar Basso has also become
amplifying them.
hand glimpse of how to build a successful
an annual event, and is often the only time
start-up.
in the year where I see my London-based
Please leave us with an industry anecdote
design friends from Habitat, Heal’s, Made,
…
Dare Studio, Case Furniture and Ercol.
There’s an urban legend that a top furniture
Describe a typical working day
designer traded away his portfolio in
I wake up around 7am and check emails on my phone before getting out of bed. It’s a
What is the most important issue affecting
exchange for a crate of beer – and that
really bad habit – but I tell myself it’s better
your business right now?
person used it to successfully get into the
than hitting the snooze button, and by the
Brexit. Not directly at the moment, but due
RCA …
Introvert or extrovert?
Tattoos or piercings?
Picnic or restaurant?
Introvert. I definitely feel drained after a day
Tattoos. I unwittingly follow a lot of people
Restaurant. Picnics are a hassle. Wasps. Wet
of talking to people and am much happier on
on Instagram with them. My feed is mainly
wipes. Stray footballs. I would rather a nice
my own and in small groups.
furniture, watches and tattoos.
meal in a restaurant.
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82
FURTHER READING
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Resources Is bamboo right for your business? Gus Bartholemew explores this flexible material
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NEXT MONTH Interview with Made.com CEO Philippe Chainieux | Manchester Furniture Show Preview and Showguide Showtime | Trade Services | Plus the latest products for the living, dining and bedroom areas
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