The essential guide to the UK domestic furniture and furnishings trade #352 July 2018 | www.furniturenews.net
Marcello, Westbridge Furniture Designs
FUTURE PROOF? Made.com’s CEO sets his sights
FrontCover352.indd FN352_Pages.indd 1
SCALING UP The secrets of retail expansion revealed
LOMBOK REVISED Retailer given new lease of life
27/06/2018 27/06/2018 08:46 10:23
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3
“Nothing beats face-to-face contact for doing business – but at Furniture News we’ve been working hard on the next-best thing”
. COMMENT
A
Looking for interiors retailers in Middlesex? Or
watching way too much football. I can’t seem to
bedroom cabinet suppliers? Connect has it covered, both
help it – there’s a match in progress whenever I
in its online platform (going live this month), and in the
switch the telly on. And I’m not alone. England’s opening match attracted
hefty printed edition that accompanies it. Turn to p46 for more information, and details of our great introductory
more viewers than the Royal Wedding – 18.3 million in
offer – or visit our stand (A16) at the Manchester show to
the UK alone.
see it for yourself.
The World Cup manages to sweep up even casual fans
We’ve got plenty more tales of trade togetherness in
in a frenzy of of global interaction. “Whatever traditions
this month’s issue, including a report from Silentnight’s
we hold, football brings us together in one single team,”
Brooklands show (p44), shots from Minerva’s gala dinner
said President Putin at the outset of this year’s contest.
(p100), and news of upcoming exhibitions in our biannual
For Russia, it was an opportunity to score some much-
Showtime feature (p134).
needed diplomatic brownie points – for the rest of the
a
018 08:43
s my better half continually informs me, I’m
There’s also fascinating takes on how retail is becoming
world, it’s been a rollercoaster of emotions (or, at least, a
more inclusive – Made.com’s Philippe Chainieux tells
noisy distraction).
me how the new and improved TalentLab programme
I marvel at football’s ability to bring people together
promises to democratise the furniture design process
– and as we enter the latter stages of the competition, it
through consumer interaction (p18), while Lombok’s
brings to mind an essential fixture of our own.
Julien Sannier reveals his plans to turn the Tottenham
Sporting a great line-up, a welcoming backdrop and a host of new models and ranges (see our huge preview starting on p59), the Manchester Furniture Show offers
Court Road store into a working hub for interior designers (p24). “No man is an island,” wrote John Donne – similarly,
the furniture trade the perfect opportunity to come
no business can succeed alone, and should take every
together, buy, sell and share experiences (and even a little
opportunity to pitch to new connections if it wishes to
R&R) in a vibrant city centre.
achieve its goals (sorry, I couldn’t help myself).
If you need any more persuading to attend, this year’s
Enjoy the issue!
edition is bringing a raft of new exhibitors to the scene, thanks to the incorporation of the MidPoint Furniture Show. Good exhibitions bring us all together, and, to be frank, nothing beats face-to-face contact for doing business – but at Furniture News we’ve been working hard on the next-best thing. Our new all-singing, all-dancing furniture trade directory, Connect, is rich with all the information you need to source buyers and sellers, and much more.
FN352_Pages.indd 3
Paul Farley Editor-in-chief T 01424 776101 E paul@gearingmediagroup.com Twitter @FurnitureNewsED
27/06/2018 10:23
4 | Contents
ON THE COVER INFORMATION
7
Partner Comment
10 News Editor-in-chief Paul Farley 01424 776101 paul@gearingmediagroup.com Twitter @FurnitureNewsED Sales and 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
18 Interviews 30 Events 34 Resources 44
Profiles
59 Manchester Furniture Show Preview
Ben Burbidge, Manufacturing Guild Mark (7)
Production assistant Mike Beales 01424 775304 mike@gearingmediagroup.com Digital production assistant Nyall McCurrach 01424 775304 nyall@gearingmediagroup.com
Manchester Furniture Show (59)
Copy administrator Steve Merrick 01424 776108 production@gearingmediagroup.com Proofreader Keith Fitz-Hugh Editorial director John Legg 01424 776104 john@gearingmediagroup.com Publisher Nigel Gearing Accounts Wendy Williams 01424 774982 wendy@gearingmediagroup.com Subscriptions Claire Jones 07493 391962 claire@gearingmediagroup.com Annual Subscription Rates UK-£65 Europe-£85 RoW-£95
Philippe Chainieux, Made.com (18)
Repro, print and distribution Stephens & George
Gearing Media Group Ltd 4 Red Barn Mews, High Street Battle, East Sussex TN33 0AG ISSN No: 1475 - 3731 © Gearing Media Group Ltd 2018 General information No part of this publication may be reproduced without the specific prior written agreement of the Publisher and may not be stored on any type of retrieval system. Furniture News/ Gearing Media Group Ltd accepts no responsibility for variations in colour reproduction. Special colours (Pantone etc) can be catered for with prior arrangement. Some elements of the editorial content in this publication are submitted by the trade, however, all efforts are made to ensure that the editorial remains true to fact and unbiased. Monies may have been accepted to offset the costs of colour reproduction. Gearing Media Group Ltd reserves the right to alter without prior notice any content other than customers’ advertisements. No correspondence will be entered into regarding altered or adjusted editorial content. The editor’s decision is final. All material submitted for inclusion in Furniture News is done so entirely at the owner’s risk and no responsibility is accepted for the safekeeping or return thereof.
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Contents | 5
Lombok (24)
ON THE COVER
The essential guide to the UK domestic furniture and furnishings trade #352 July 2018 | www.furniturenews.net
Marcello, Westbridge Furniture Designs
FUTURE PROOF? Made.com’s CEO sets his sights
SCALING UP The secrets of retail expansion revealed
LOMBOK REVISED Retailer given new lease of life
FrontCover352.indd 1
27/06/2018 08:46
Westbridge Furniture Designs (www. westbridgefurniture. com) is coming to the Manchester Furniture Show this month Simon Foster and Ross Stephenson, Furniture For The Home (54)
(stand C73)
CONTRIBUTORS 34
Mike Murray explains why and how to upscale a retail
100
Out & About
102
Living Room
110
Dining Room
112
Beds & Bedroom
128 Furnisher
business
130
Gavin Boden on the fundamentals of furniture ecommerce
130 Opinion Nicholas Radford, Nathan Furniture Group (152)
150
134 Showtime 140
Trade Services
150 Designer 152
Last Word
Dids Macdonald answers readers’ design and IP queries
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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18 10:36
Partner Comment | 7
Recognising best of British
T
Financial stability; quality and efficiency of manufacturing
oday’s furniture market is more demanding than ever. Customers expect greater choice, faster delivery, better
methods and materials; a concern for the environment and
quality … and all at an accessible price.
sustainability in materials used and manufacturing methods; and fair working practices and a commitment to training in all aspects,
‘Made in Britain’ is also significant for many consumers, who
including manufacturing, management, sales and service.
continue to desire well-made products manufactured on home
I was recently appointed as Manufacturing Guild Mark
soil. Subsequently, businesses must be proactive in differentiating themselves, and being recognised as an industry exemplar is key to
chairman, but my company, Burbidge & Son, has been a proud
ensuring longevity.
Manufacturing Guild Mark holder since 2016. We operate in the UK kitchen furniture market, and like all strands of the furnishing
There can be no standing still – particularly as, in the wake of macroeconomic factors as a result of Brexit, there is a lot of
industry, it is highly competitive, with many good companies
uncertainty in the industry.
vying for the attention of the consumer or specifier. Holding the Manufacturing Guild Mark has been an invaluable marketing tool
“Businesses must be proactive in differentiating themselves, and being recognised as an industry exemplar is key to ensuring longevity”
in standing out from the crowd. Not only is it an affirmation of excellence – with the audit giving a framework to strive for and maintain high standards – but it gives the consumer added confidence that they are buying a high quality product from a business recognised for its manufacturing capabilities by an institution that carefully guards its own reputation. It has helped us reinforce this message, which is why we feature it prominently in all of our marketing materials. We have launched our products into the East African market, and our local partner has featured the Manufacturing Guild Mark
Awarded by The Furniture Makers’ Company and sponsored by Lectra, the Manufacturing Guild Mark has been the mark of
prominently in their own marketing efforts, as they believe
excellence, distinguishing Britain’s top furnishing manufacturers,
the Britishness of our product and design offers them strong
since 1993. It provides assurance to retailers, specifiers,
competitive advantage over local rivals, and The Furniture Makers’
distributors and customers that the furnishings they purchase are
Company’s coat of arms is an ideal symbol of this.
made with care, and that the company they are dealing with has achieved exemplary standards throughout its operations. It is possible for a manufacturer of any size to achieve the Manufacturing Guild Mark, with large businesses and household names including Bisley, Ercol, Herman Miller and Hypnos holding the mark, as well as companies producing tailored or handcrafted products – such as Burgess Beds, Delcor and Paneltech. Every company that holds the mark must undergo and pass an audit, which is independently carried out by the Furniture Industry Research Association, against a comprehensive set of criteria: that
Ben Burbidge is MD of Burbidge & Son,
the company is predominantly manufacturing its products in the
and chairman of the Manufacturing
UK; the company must be incorporated in the UK; it must have
Guild Mark, which is awarded to
a clear commitment to integrity in all aspects – design, product
deserving British companies by
function, marketing and promotional materials, finance and
The Furniture Makers’ Company
customer and after-sales service;
(www.furnituremakers.org.uk).
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
FN352_Pages.indd 7
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The market is open for inspiration Get your free ticket today www.autumnfair.com
Home • The Light Show • The Summerhouse • Contemporary Gift & Living Body, Bath & Home Fragrance • Fashion, Jewellery & Accessories • Gift Greetings & Contemporary Gift • Retail Solutions • Children’s Gifts, Toys & Gadgets Volume & Housewares • Global Handicraft • Brands of China
DWSAutumnFairJuly18.indd 1 FN352_Pages.indd 8
06/06/2018 10:24 08:53 27/06/2018
NBFJuly FN-page
018 08:53
Britain’s Biggest & Best Bed Show!
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12/06/2018 17/04/2018 13:40 27/06/2018 09:24 10:24
10 | News
DM Midlands CEO steps down After 25 years, the CEO of DM Midlands Group and co-founder of the Ashley Manor brand, David Lee, has announced his intention to enter semiretirement. “It is not possible to sum up 25 years in a few words, and I don’t intend to try,” he says. “All I will say is that the long road travelled since starting out as a fresh-faced 24-year-old with no track record or experience of running a furniture business, to making our group of companies arguably the biggest in the UK, is, and always will be, both a tremendous source of pride to
Harveys and Bensons appoint new creative director Harveys and
a main focus on the furniture brand, she will
Bensons for
also support the Bensons business. Alison will
Beds have
play a key part in changing the perception of
bolstered
both brands with a younger and more style-
their senior
conscious demographic, developing creative
leadership
collections and ensuring that both are on the
team
front foot with trends. She has an impressive array of experience in
with the appointment
retail, most recently as DFS’ creative director.
of Alison
Her previous roles also include head of brand
Hill, the
and product development at Conran Holdings,
brands’ first
and five years as head of design at Debenhams. Kalwant says: “We’re delighted to have
creative director, who
Alison on board, and feel her extensive
will work
experience working across big retailers
across both
and realising a creative vision will prove
operations
invaluable.”
to bring to life their commercial vision, support
Alison adds: “Harveys and Bensons are in the
new innovation and steer creative product
middle of great change and innovation, so I’m
development strategy.
delighted to be able to support this and be part
Reporting to Harveys MD Kalwant Singh with
me and testament to the hard
of a committed and driven team.”
work and dedication of our team who helped make this dream a reality. He remains on the board of directors as an adviser. David’s business partner Mark Smith, co-founder of the
Feather & Black opens store in Bath Feather & Black opened a new store in Bath’s Northumberland Place in May, replacing a Joy shop. Head of retail, Gemma Reynolds, says:
AMX and Alexander and James upholstery companies, will take
“We’re delighted to be bedding down in
over the running of the group.
the beautiful city of Bath and we’re looking
“I would like to thank David for
forward to showing locals how to snooze in
an amazing journey,” says Mark.
style. We believe the ultimate bedroom should
“As the business moves into the
combine style, comfort and practicality.” The Bath store features its own mattress
next chapter, our shared passion and drive will continue with the
studio where sleep experts are on hand to
amazing team we have built over
advise shoppers on which mattress will suit
many years.”
them best.
Fabb in administration
New agent for Sweet Dreams
PwC’s Toby Underwood and Peter Dickens were appointed
Andrew Howe has taken over responsibility for
joint administrators of Fabb Projects, which traded as Fabb
Sweet Dreams’ sales in the South-west and
Sofas from nine UK outlets, on 7th June.
South Wales.
Fabb was incorporated in 2015, but despite achieving
Andrew’s first job was with Bymacks
“significant revenues” since its incorporation, the company
Upholstery, part of the Airsprung Group. He
remained reliant on the support of investors to fund trading
was also national sales manager with Welcome
losses, and could not continue to meet its debts without
Furniture, and, for the last eight years, a sales
their continued support.
agent with Harrison Brothers. Andrew retains
The move resulted in 185 redundancies, and trading and deliveries ceased. Toby says: “Unfortunately, the directors have been
his agencies for Maysons Furniture and Mini Divani. He says: “I am very pleased to be joining the Sweet Dreams sales team. It’s
unable to achieve a sale of the company, and as such the
a very exciting time and I look forward to putting my experience into selling
directors had no option but to appoint administrators. The
their product range.”
administrators are currently collating details of customer
Nick Williams, Sweet Dreams’ sales manager, comments: “I’m very happy
orders and stock records and trying to find a buyer for the
to have Andrew on board. His reputation is well known in the industry
order book. If a buyer is found it may be possible for them to
and we’re looking forward to benefiting from his experience and talents,
complete some or all of the current orders.”
especially with regard to selling our upholstery.”
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Westbri
For exciting British upholstery visit
Manchester Furniture show at Manchester Central
15-17th July 2018, Stand C73
Manchester Central Convention Complex Windmill St, Manchester M2 3GX, UK www.westbridgefurniture.com
FN352_Pages.indd 11 1 WestbridgeJuly18.indd
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12 | News
Ultra Furniture enters administration
Minerva show “a great success” May, has been declared “a great success” by the buying group. Roy Beagent, group business manager, comments: “We were delighted with how many members came to the show and gala dinner, and the great range of suppliers who exhibited. It made it an extremely successful, and enjoyable, event.” Derry’s receives the show’s Best Stand Award
The show featured 50 supplier exhibitors – including 13 new names – plus 11 guest exhibitors. Derry’s won the show’s Best
Minerva’s members-only Furniture & Bed
Stand Award, and its trophy was presented by
Show, which took place at Stoneleigh Park in
Charles Charlton, one of Minerva’s directors.
The closure of Tesco Direct has been cited by administrators as the reason for Ultra Furniture going into administration. Steven Muncaster of Duff & Phelps was appointed administrator to the Dudley-based company, which employs 160, on 6th June. The upholstery manufacturer has worked with some of the UK’s best-known retailers and highstreet brands from the same site for over 30 years, as well as a dedicated production site in Kingswinford,
Sainsbury’s invests in new Habitat stores
Dudley.
Habitat plans to open two new stand-alone
announcement that Tesco Direct is
a workshop and events space.
Steven states: “Ultra has been directly impacted by the being closed in July this year, given
stores this autumn – one in Westfield London
The two new stores complement Habitat’s
in September, followed by another in Brighton
multichannel portfolio – a website which now
that it accounted for over 70% of
town centre in October.
accounts for 65% of turnover, plus two flagship
the company’s sales. The directors
stores, a 2000ft2 Mini store in Leeds, and 11
of the business are clear that at this
September 2016, is investing £1.5m in the two
Mini Habitats in Sainsbury’s supermarkets.
stage that the business as it currently
stores, marking the first major investment
Alongside nationwide Click & Collect, this
stands cannot continue to trade
in Habitat’s store portfolio for a decade, and
varied offer ensures customers have a choice of
following the loss of such a major
reflecting a desire to address modern shopper
convenient ways to discover and purchase from
customer.
demand for multichannel retail.
the iconic brand.
Sainsbury’s, which acquired Habitat in
The 4700ft2 Habitat store opening in
“While we are continuing to
MD Clare Askem says: “It’s a really exciting
market the business with the aim of
Westfield London, the largest shopping centre
time for Habitat as we launch our first major
finding a buyer, we have to stress
in Europe, will be part of the centre’s effort to
standalone stores in 10 years. Stores are an
that this is a hugely challenging
bring a number of furniture and home brands
important part of our growth strategy, as we
market undergoing consolidation and
together to create a destination Home hub.
know that our customers love to be inspired
cost pressures. We cannot confirm
by our furniture and furnishings in immersive
at this stage what will happen
Hanningtons Estate redevelopment in the
store settings, so we’re thrilled that these
to the two sites and the current
Brighton Lanes shopping area. Ranged over
launches will bring us to key locations in
employees but we will be keeping
two floors, the 6500ft2 store will house around
Brighton and Westfield London where we have
people informed at every stage of the
3000 Habitat products, with room settings and
a lot of Habitat fans.”
process.”
The store in Brighton will form part of the
Harrison Spinks takes to the sky
Silentnight launches Sky AdSmart campaign
Three employees from bed
Springs, Darren Marcangelo,
manufacturer Harrison Spinks
commercial director at Spinks
Silentnight is now using Sky AdSmart technology to raise
have raised £1400 for industry
Springs, and Chris Townsley,
awareness of its new store at Lakeside Shopping Centre
charity The Furniture Makers’
components production manager
among families and young people interested in buying
Company by completing a tandem
at Harrison Spinks, took to the
a mattress or bed. Geo-location advertising enables
skydive.
sky in May and jumped from
Silentnight to target those who live close to the centre,
15,000ft at Skydive Hibaldstow,
during whatever programmes they are watching across the
Lincolnshire.
entire Sky network.
Richard Essery, MD at Spinks
Darren says: “Harrison Spinks
the ads, says: “This campaign is all about driving potential
member of The Furniture Makers’
customers to Silentnight’s new store, so we wanted lots of
Company because of the shared
pace and movement in the creative. We achieved this by
values we have towards supporting
coming up with an interesting way to show moving footage
the furnishing industry. This is a
and stills of the products throughout the ad.”
great charity doing very good work Darren Marcangelo skydiving for charity
FN352_Pages.indd 12
Sue Benson, MD of The Market Creative, which created
recently became a corporate
Nick Booth, Silentnight Brands’ marketing director, adds:
to help others and provide much
“It enables us to reach new audiences who may have heard
needed support to people in need.”
of us, but who want to know more.”
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Homest
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14 | News
ercol MD to step down
Charity shooting event raises £24,000 The Furniture Village team
Nick Garratt, MD of ercol, is to leave the company after 13 years with the business. Nick joined as operations director and oversaw the reorganisation of the company’s manufacturing facility and the development of a new supply chain. Nick was promoted to MD in 2013 and went on to put in place a new leadership team and develop the product range and brand, growing the business to a turnover of some £20m. Nick says: “ercol is an amazing company, and the integrity and values of this family
The Furniture Makers’ Company’s clay
business have kept me here for much longer
pigeon shoot fundraiser, Big Shots, which
than I originally planned. I have really
took place last month, raised £24,000 for
multichannel at Furniture Village and
enjoyed my time here working with some
the charity.
organiser of the event, says: “Although I
great people, and to all those who have given
Around 140 people, making up 35
industry colleagues.” Charlie Harrison, director of
was unable to attend this year’s Big Shots
me such wonderful support I would like to
teams, took part in the 24th annual
event, the feedback from everyone I’ve
offer my personal thanks.”
fundraiser, which was again held at the
spoken to has once again been exceptional.
EJ Churchill Shooting Ground in High
This has definitely become the social event
Wycombe, Buckinghamshire.
of the year within our fantastic industry
Nick, leaving by mutual consent, added that after such a long spell with ercol he was “now looking for a new challenge”. Edward Tadros, chairman of ercol, says:
The guests took part in a day of
and, with the 25th anniversary next year,
traditional clay pigeon shooting as well
we’re looking forward to putting together
“Nick joined ercol in January 2005 and
as some novelty stands, including axe
something special.”
has successfully progressed through the
throwing, paintballing marksmanship and
company from operations director to sales
the classic blunderbuss.
The results of the competition were: Top Gun (Male), Roland Govier (J H
director and on to becoming MD in 2013.
The Furniture Makers’ Company would
In all these varied roles Nick gave freely
like to thank main sponsor and corporate
Nikki Verster (Furniture Village); Top
of his energies and expertise to help the
member Furniture Village, as well as the
Gun (Novice), William Porter (Gryphon
company succeed and grow consistently.
other companies that supported Big Shots
Property Partners); Top Team, Haskins
ercol has greatly benefited from his energy
through sponsorship or a donation to the
Hot Shots (J H Haskins & Son); Runner
and dedication. Nick’s constant stream of
auction and raffle.
Up Team, Peroda Old Boys (Peroda
new ideas and actions have contributed significantly to the growth of the company.
Hayden Davies, master of The Furniture
Haskins & Son); Top Gun (Female),
Furniture); Bottom Team, Greenlight
Makers’ Company, says: “Yet again Big
Gunners (Greenlight Commerce); and
Shots delighted everyone who attended. It
Four Man Flurry, Haskins Hot Shots (J H
leave our company and I am looking for a
is one of our longest-running fundraisers
Haskins & Son).
successor, but I know that Nick will continue
and always raises a significant amount of
to do his very best for ercol over the next
money for the charity as well as offering a
Shots charity event will take place on 6th
months.”
great informal networking opportunity for
June 2019.
“I am clearly very sorry to see Nick
The 25th anniversary event of the Big
Homebase sold to restructuring specialist Following a review of the underperforming
to 20% of any equity distributions from the
Bunnings UK and Ireland (BUKI) business,
business going forward.
Wesfarmers has sold its Homebase business
Wesfarmers’ MD Rob Scott says:
“Homebase was acquired by Wesfarmers in 2016. The investment has been disappointing, with the problems arising
in the UK and Ireland to a company
“While the review confirmed the business
from poor execution post-acquisition being
associated with Hilco Capital.
is capable of returning to profitability
compounded by a deterioration in the
over time, further capital investment
macro environment and retail sector in the
including the brand, its store network,
is necessary to support the turnaround.
UK.” Damian McGloughlin will continue to
freehold property, property leases and
The materiality of the opportunity and
lead Homebase’s turnaround plan.
inventory, for a nominal amount. The
risks associated with turnaround are not
24 Bunnings pilot stores will convert to
considered to justify the additional capital
for £340m, and expects to record a loss on
the Homebase brand promptly following
and management attention required from
disposal of £200-£230m in the group’s
completion, and Wesfarmers will be entitled
Bunnings and Wesfarmers.
2018 FY results, subject to review.
The sale comprises all Homebase assets,
FN352_Pages.indd 14
Wesfarmers acquired Homebase in 2016
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Homest
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SealyJuly18.indd 1 16 FN352_Pages.indd
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Sealy beds are handmade in the heart of Cumbria, on the edge of the Lake District. When you create something in such beautiful surroundings, it’s a constant reminder that you want things to stay that way. In the UK, we currently produce over 200 million tonnes of rubbish each year. This includes everything from commercial and industrial to household waste but only a percentage of this is recovered – the rest is sent to landfill. The impact in dumping everything into landfill areas is evident; air pollution, ground water pollution, soil and land pollution, landfill fires, financial costs and of course, health implications. So what does ‘Zero to Landfill’ actually mean? The ultimate aim of this philosophy is to prevent any waste material produced within an organisation going to landfill, which in turn offers a more sustainable route to resourcing for future generations. At Sealy, we have been making positive steps to change that over the past decade. Ten years ago only 15% of the waste produced in the production of our beds was either recycled or sent to energy recovery. Today, we are Zero to Landfill from site. Our goal is to make our nation ‘Deeper Sleepers.’ We believe that, along with our beds containing state of the art technology and unsurpassed comfort, the knowledge that your bed has been manufactured under a Zero to Landfill policy will help you rest a little easier.
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18 | Interview
Made to last?
Made.com CEO Philippe Chainieux
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Interview | 19
Made.com launched in 2010 with the help of £2.5m in venture capital, and quickly caught the industry’s attention. The furniture industry’s trailblazer in digital disruption, the UK-based vertical forged a new path of simplicity, exclusivity and fair prices – and despite the changes that have beset the market since, it continues to play by its own rules. CEO Philippe Chainieux tells Paul Farley why Made’s model is fit for the future …
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20 | Interview
A successful £40m funding round and relocation to a spacious office in Shoreditch signals the start of a new phase for Made, says Philippe. A former online business and telecoms executive – as CEO of Meetic, he oversaw Match.com’s European online dating portfolio – Philippe joined Made in 2013 as COO, before being promoted to CEO in 2017 to replace co-founder Ning Li (who remains
“Our agility makes us different to anyone else – we can take huge risks, because our products have the capacity to fail”
enduring product is just two years old). There’s also significant cost implications for the consumer, which was clear in Made’s promise to ‘cut out the middleman’ all those years ago. “Choice, trend, deals, price … when you’re developing new ranges, you can’t get everything right. The established fashion and furniture players tend to offer huge discounts on their end-of-line products each season,” says Philippe, and explains
on Made’s board and a major shareholder). long-term projections, bulk buying and high
that the consequences are twofold – firstly,
new home – a five-floor building which
initial outlay – and in Philippe’s opinion it
the consumer always expects a bargain, and
runs from basement breakout room to office
has made the entire sector incredibly risk-
secondly, the losses incurred from those
space, up to a loft showroom flanked by
averse.
poor performers have to be factored into the
Today, he’s clearly enjoying the brand’s
installations presenting some of Made’s best work in situ.
“The best way to find out if a product is going to get traction is to make it go
initial pricing. Essentially, this gamble means that prices
live,” says Philippe, whose supply chain
rise across the board, and the consumer
is just the tip of the iceberg. In one of many
is so advanced that it can respond rapidly
ends up covering paying for the retailer’s
parallels with the fashion sector, Made
to emerging trends, throwing hundreds of
margin of error.
releases new products on a seasonal basis,
ideas at the wall to see which stick.
Despite the size of the space, this display
or as limited-edition capsule collections,
Made works with more than 100 factories,
“That’s not how we work,” affirms Philippe. “Our agility makes us different
and it does so on a prodigiously rapid cycle
which manufacture each order on a just-
to anyone else – we can take huge risks,
that averages two new collections each week
in-time basis. Once on sale, each range
because our products have the capacity to
– amounting to some 2000 SKUs a year.
is reviewed after just four weeks. Many
fail.”
For the rest of the industry, developing
are discontinued, while some, like Philip
It’s taken substantial effort to reach this
a new range typically involves considerable
Colbert’s Rodnik armchair, survive to create
point. At the outset, Made lacked any ability
time and expense. It’s a model based on
more of a legacy (although Made’s most
to buy in volume, so had to convince would-
Harun bedroom
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Interview | 21
be manufacturing partners of its vision. “The way we work with factories is quite
Frame armchair
unique,” says Philippe. “Some retailers buy their product directly from the factories – but that doesn’t mean they’re developing their own. We are, and I believe ours is the only way forward. “Since day one we’ve had people on the ground, developing products and checking the manufacturing status of each range. From drawing to technical specification, it’s a collaborative effort. Our manufacturing partners’ capacity to understand how things are done, where the raw materials are coming from, and how the manufacturing process is set up, is absolutely critical – that’s where you win or lose when you’re developing new products.” As a young company, Made was able to scratch-build its technology to suit its UK in 2016, then in France and the Benelux
needs, unburdened by an inflexible legacy
“There’s no need to deviate from our
IT platform. It could easily integrate new
core philosophy,” says Philippe – at a time
in 2017, when it made £127m in revenue
functionality and compensate for any
in which many UK nationals are opting to
(up +40% YoY), and, on a wider group level,
inefficiencies.
rebalance their own-brand offer, one way or
broke even and reported positive cash flow
the other. “It’s absolutely critical in the way
by the end of the year.
“The way the IT architecture has
“We’ve been profitable in the UK for the
been designed is specific to us,” explains
we define ourselves. We are a brand first
Philippe. “Everything, from ordering to
and foremost, not a reseller or retailer. Yes,
last two years, despite the adverse impact of
merchandising, is fully integrated. We can
we probably could’ve grown faster through
Brexit,” says Philippe. “In Europe, it’s taken
sell in-store, online or direct from the
third-party distribution, but at what cost?”
a couple of years of investment in each
factory, and we can see what is happening
As it stands, Made’s appeal is such that
market’s infrastructure to make them work,
with each individual product at every step of
investors have flocked to its cause time and
but they’re generally tracking the same
the supply chain.”
again.
trajectory we’ve seen in the UK. Our capacity
Catalysed by its launch capital, it raised
to build a brand and a unique proposition,
analytics and machine learning to learn
a further £6m in 2012. The following year,
then replicate that in new markets, proves
from and exploit the data this model
Made went Continental, in its first foray
the long-term sustainability of our business
generates. “Our founders were clear from
into a European conquest which, to date,
model.”
the start that we would not allow supply
has come to encompass France, Italy,
chain inefficiencies to end up in the product
the Netherlands, Germany, Austria and
it had raised a further £40m. However, this
price, and that the accuracy of our margins
Switzerland.
latest funding round is different to those
Made has invested a great deal in
must be controlled at every step,” says Philippe. Thanks to the clarity of that initial vision, Made’s ethos has held up surprisingly well.
Amid rumours of an IPO, Made raised £38m in growth capital in 2015. It became a profitable business – no mean feat for any big ecommerce player these days – in the
In April this year, Made announced that
previous efforts, says Philippe, “as we didn’t technically need to raise the money”. So, why go to such efforts, and why now? “The transition from the high street to online retail is accelerating,” says Philippe. “Just look at how much the
Made’s showroom at Birmingham’s Mailbox
fashion industry has changed since 2013, thanks to ecommerce – the landscape is unrecognisable. And I think we’ll see a similar thing happen to the furniture market, in a meaningful way.” With its intuitive sales channels, design pedigree and price points already resonating with younger audiences, Made is well positioned to capitalise on the emerging opportunities – at home in the UK, and across the entirety of Western Europe, which will soon come under its sway thanks to that £40m investment. “We have a unique window of opportunity before us,” says Philippe. “Millennials are not the core target group for furniture, but they will be in the next five years. We are
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22 | Interview
Philippe says these spaces are “not
have in place today makes us so different to
demographic composition, and we want to
about transacting – they are a marketing
anyone else – with so much external input
do it on the largest possible scale.”
proposition, offering the touch-and-feel
coming on line, we’re guaranteed to be on
factor”, but their importance is such that
trend.”
uniquely positioned to grab that shift in
According to Philippe, Made’s lofty ambitions – “which were probably
Made is likely to expand its UK footprint
Despite its democratic, multivocal design
questionable a couple of years ago” – are
in the near future (physical expansion in
process, a handwriting of sorts has emerged
now clear, thanks to the inexorable growth
Europe is already going ahead with gusto).
at Made. Phillip defines it as “colourful, fine
of online shopping. “The consensus is that
There are opportunities to more rapidly
online value will see double-digit growth in
expand the number of physical touchpoints,
by the brand’s transparent and “very
the next five years,” he says, “and it may
but the CEO again says that brand dilution
European” DNA.
well be that as much as a third of all market
is too high a price to pay. “We want to own
transactions are made online by 2022.”
the relationship with our customers,” he
curated range that’s exclusive to us,” he
says. “If we traded through concessions, for
says, when quizzed about Made’s place
example, we’d be putting someone between
amongst Europe’s hard-hitting ecommerce
us and the customer – and we’d rather be
leaders. “Our battle is around a proposition
building a long-term relationship with our
and an arrangement that you’ll never find
customer base.”
elsewhere.”
“Our founders were clear from the start that we would not allow supply chain inefficiencies to end up in the product price”
To this end, Made is entering wider
brands to deliver simple, reliable purchasing
It sounds like the perfect match for a growing demographic of young furniture
accessories and bicycles, and has launched
buyers. “Fifteen years ago,” says Philippe, “I had
from which new designers can pitch
the good fortune to start a small website in
for consumer backing. It’s essentially
France that would become the largest dating
Kickstarter for furniture designers – but
platform in the world. Back then, the most
unlike the established crowdfunder, it comes
difficult aspect was hiring people – there
with Made’s manufacturing and distribution
was definitely a stigma attached to this line
capabilities.
of work, and to online dating in general.
“TalentLab offers every young designer
experiences – furniture included. Even
“Most importantly, we’re offering a
lifestyle categories such as garden the second phase of TalentLab, a platform
More and more people are trusting digital
design with a modern outlook”, informed
“But I knew in my heart that the internet
final-mile delivery – the area in which the
access to the market,” says Philippe. “The
was the most powerful tool for connecting
industry has “the greatest opportunities to
designs which receive the most pledges
people, and that I just needed to build
improve”, says Philippe wryly – is steadily
get access to our large European consumer
trust in it – by developing the system,
getting better, thanks to new scheduling
base. This enhanced engagement also means
the experience, and the brand – before
technology and brand transparency.
each customer becomes the co-curator of a
expanding Match.com on a global level.
range, and has a say in its future. It’s a real
Then there’s Made’s showrooms. As so
“There’s a lot of similarities with Made.
many pureplay ecommerce brands have
step change in the way we’re interacting
Eight years ago, it wasn’t extremely obvious
conceded, clicks can benefit a great deal by
with our audience.”
that people would buy designer sofas online
Made hopes that the platform will launch
having a few bricks beneath them. As well
– look at how that’s changed. Now we’re on
as being one of the first furniture brands
around 200 new designs each year, taking
a journey to build that credibility on a huge
to utilise pop-up shops, Made opened a
the brand’s already-extensive relationship
scale.
showroom in 2012, in London’s Notting Hill,
with the design community to a new level.
before going on to secure locations in Batley,
“We want the design community to be
Soho, Leeds, Paris, and, most recently,
part of the ecosystem we’re building,” says
Birmingham.
Philippe. “The number of collaborations we
“It’s all about disruption, innovation, and, most importantly, trust.”
www.made.com
“We have a unique window of opportunity before us”
Tice rocker, Made Essentials
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Wieman
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12/06/2018 27/06/2018 09:19 10:24
Lombok’s new lease of life
Lombok once had a unique place in the market. It successfully sold exotic hardwood cabinet through its stores, website and mail order catalogue long before multichannel retail became fashionable, and it did so with an environmental conscience. That was before two administrations – in 2009 and 2011 – prompted it to downsize its footprint and ambitions. But now, Lombok is under new management – Paul Farley met commercial director Julien Sannier to discover which direction he’s planning to take …
Lombok’s commercial director, Julien Sannier
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Interview | 25
“ It’s crucial that we appeal to a modern audience, yet manage to maintain our unique identity”
Industrial oak dining table
“It’s almost like we’re a start-up business
with industrial stylings, a smattering of
Ochre House is a part of the wider Lombok
with a strong brand,” Julien says, walking
accessories (“it’s important to be inclusive
business, its workshops manufacturing
me through Lombok’s remaining physical
of all budgets,” says Julien), and those
exclusive premium upholstery for retail, and
outlet on Tottenham Court Road.
aforementioned upholstered chairs and
its interior design arm represented through
sofas.
an in-store studio.
The product and décor has undergone significant change since I was last here, in
Keiran and Paul supplied the retailer with
Not only is Lombok’s upholstery made to
2017 – some 60% of Lombok’s offer is new,
upholstery before they joined Lombok, all
order closer to home than its cabinet, and
and there’s far more upholstery than one
made in Portugal under the auspices of their
to exacting standards, but the partnership
might expect.
white-label manufacturing operation, Ochre
means the retailer is also able to offer
House. The partnership worked so well
models tailored to meet customer demand.
innovation, and surprising people,” says
that Lombok’s new owner decided to bring
“We’re offering a bespoke service at a high
Julien, “but nothing happened at Lombok
the two together more formally – today,
street price,” says Julien, pointing out ways
“Business in our industry is driven by
for so long – it’s been the same collection for 15 years.” Entrusted by its new owner rebuilding
“ We’re offering a bespoke service at a high street price”
Lombok in their image, the management team – comprising directors Keiran Hewkin and Paul Fielden, who were joined by Julien in February – have pulled out all the stops to deliver a retail experience that’s Lombok, yet refreshingly different. Gone are the rainforest overtones and sea of colonial dark teak, replaced by a portfolio that’s more contemporary in design yet retains the hallmarks of craftsmanship which once set the brand apart. “It’s a different market these days,” says Julien. “Now that the likes of Swoon, Made, and Sofa.com are competing with us online – and other players like West Elm and Maisons du Monde are entering a solid wood cabinet market that’s similar to ours – it’s crucial that we appeal to a modern audience, yet manage to maintain our unique identity.” Alongside established favourites like wooden four-poster beds, there’s somewhat more mainstream dining cabinet
FN352_Pages.indd 25
Karlsson sofa
27/06/2018 10:24
26 | Interview
Lombok’s store at 204-208 Tottenham Court Road has undergone serious refurbishment, and the wealth of new SKUs on show make the space feel very different under the new ownership (photos by Mark Bolton) …
Basement displays, adjacent to the Ochre House design studio
The Jack and Tara shop-in-shop offers children’s furniture with a grown-up outlook
Lombok’s new sofas offer a bespoke customisation element, so can be tailored to fit any home
The new offer is more contemporary in nature, yet retains Lombok’s hallmark characteristics
“Our upholstery offer needed to be bigger,” says Julien, who believes that the new premium models hit the right price point
The open-plan layout lends itself to the brand’s laid-back spirit
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Interview | 27
in which the dimensions and features of a
“Currently, most of our customer base
of a multifaceted, communal atmosphere
piece of upholstery can be customised for a
resides in North London, so we’d initially
there. “Interior designers can use this space
small fee.
look there, or to destinations like the
to work and engage with our brands,”
Westfield centres, and potentially shop-in-
says Julien, “which, in turn, will help the
Roche Bobois at 22, before going on to work
shop studios. We’re also looking to expand
store become a hub for London’s design
with The Sofa & Chair Co, then The Rug
strongly abroad.”
community.”
Although Julien’s background – he joined
Co – has seen him immersed in design,
But the consumer is not Lombok’s only
Having worked so hard to refresh the
merchandising and buying, he’s aware that
target market. By bringing Ochre House into
space, the team is making the most of it,
pricing strategy is the crucible in which
its stable, it has shown it’s serious about
and is planning to throw a party in October
Lombok’s future will be decided.
growing its trade-facing business, and
to celebrate Lombok’s 20th anniversary.
“I strongly believe in exclusivity, but so
is encouraging store visitors and interior
Julien and his colleagues are clearly
many retailers have become pretentious –
designers to engage with its (now) in-house
working hard to make up for the brand’s
everything these days is about ‘luxury’, and
project delivery service.
former mis-steps. They exude creative
I hate it,” he says. “Nothing that’s of a good
Run by Keiran and Paul, the 75m2 Ochre
energy, and are channeling their combined
quality is affordable any more, and I believe
House design studio occupies half of the
knowledge to make Lombok fit for the
there’s a significant demographic out there
store’s painstakingly-refurbished basement.
future.
looking for aspirational furniture that isn’t
While the principals – from petrochemical
out of their price range.”
and pharmaceutical backgrounds,
customer care,” admits Julien. “For some
“Yes, we had a bad reputation for
respectively – continue to unlock a new
inexplicable reason, Lombok’s customer
engage with the retailer online, he says,
European supply chain, they’re thoroughly
services had been outsourced, which
while those visiting the store “feel quite
enthused by the prospect of welcoming
inevitably led to customer frustration –
different” in their tastes – and Julien is
trade customers to their new home in the
especially during the more difficult times.
relieved that Lombok’s offer is starting to
heart of London’s interiors row.
Lombok’s loyal customers continue to
hit both marks.
The company is only 15 months old
“But the past is the past. That was the first thing Keiran and Paul sorted out when
but has executed projects in hotels and
they took over, and April was Lombok’s
company sale – Lombok’s then-CEO Stuart
residences around the capital, discovering
best month for sales in three years. We just
Lewis expressed his ambition to grow the
a particular aptitude for mixed-media
need to let the new ranges settle, and resist
business’ store footprint to as many as eight
manufacturing – as well as doing sterling
the urge to expand too quickly, or order too
by 2020, with an initial focus on the South-
work on Lombok’s upholstery lines.
much.
In 2016 – later revealed to be apropos to a
east. Lombok’s new owner has expressed
At the other end of the basement is Jack
“This iconic brand is far from dead – it
no similar plans, but Julien does reveal a
and Tara, a children’s furniture shop-in-
just needs to bring in a new generation of
likely direction: “It will take a bit of time to
shop. According to Julien, having Ochre
customer. And when it does, they’ll see that
see what’s working, but there are plans to
House and Jack and Tara within the store
it’s been worth the wait.”
expand and franchise the concept once it’s
is not just about making the best use of the
established,” he says.
space, but is geared towards creating more
Alexander sofa
FN352_Pages.indd 27
www.lombok.co.uk
“ There’s a significant demographic out there looking for aspirational furniture that isn’t out of their price range”
27/06/2018 10:25
Our Eco Comfort Pocket 1200 mattress has been re-awarded Which? Best Buy status for the 4th year running. The Judges at Which? described our Eco Comfort 1200 mattress as ‘one of the best value mattresses we’ve tested’ making it a great choice for the environment and for your pocket!
Re-awarded for the Silentnight Mirapocket 1200
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FN352_Pages.indd 28 1- Eco Comfort - June 2018.indd All Pages SilentNightJuly18.indd SN Furniture News DPS
27/06/2018 10:25
PROTECTING MARINE LIFE WORLDWIDE
We’re proud to support the Marine Conservation Society
S U STA I N A B L E MANUFACTURING
Helping our world become a green and happier place to live and work
FN352_Pages.indd 29
27/06/2018 16:53 21/06/2018 10:25 16:02
30 | Events
REVIEW
ROBUST PERFORMANCE FROM THE INDUSTRY’S HEARTLAND May saw buyers return to the historical Derbyshire manufacturing town of Long Eaton to peruse the newest high quality upholstery and cabinet furniture at the spring Long Point exhibition.
D
espite the relatively
and the new home of the BFM trade
Furniture, Wiemann’s sole agent for
downbeat economic climate
association.
the UK and Ireland, comments: “The
prevalent through early
“Long Eaton is world famous
new layout of our space worked really well.
May, the three-day show attracted
for upholstery manufacture,” says
a good number of buyers keen to see
Andrew, “and the magnificent
the latest models and spend valuable
lace factories that once produced
bedroom furniture is about more than
face-to-face time with favoured
Nottingham lace, houses many
just wardrobes, it’s about the perfect
manufacturers and suppliers.
permanent and temporary furniture
blend of design, style, innovation and
showrooms, making this the ideal
practicality.
“Visitors came from all over the UK to visit the 20 exhibiting companies, who showcased new designs in
location for buyers at all levels.” The exhibitors included award-
“We wanted to highlight that
“Our showroom reflected this and showcased the large range of
upholstery, cabinets and bedroom
winning bedroom manufacturer,
additional products that we offer,
furniture, offering a wide range of
Wiemann (enquiries@wiemannuk.
including beds, smart accessories and
modern, contemporary and traditional
co.uk, www.wiemannuk.co.uk), which
further storage pieces.
styles,” says Andrew Mitchell, MD
enjoyed a successful show.
of Artistic Upholstery and chairman
Wiemann’s permanent showroom
“Anyone who wants to visit us in our permanent space in Harrington
of the Long Eaton Guild of Furniture
on the first floor of Harrington Mill
Mill can make an appointment by
Manufacturers, whose members make
featured a selection of its latest
calling 01482 635283, or emailing us.”
up the majority of the exhibitors.
collections, including the bi-fold
The autumn edition of Long
wardrobe collection Kansas and its
Point will take place from 17-19th
venues and company showrooms
award-winning dual-depth VIP range
September, and, according to Andrew,
around the town – a UK Centre of
Cayenne.
will include at least one new exhibitor.
The event takes place in various
Quality Upholstery Manufacture,
Simon Hewitt, MD of Litmus
www.longeatonguild.co.uk
Cayenne in pebble grey with pebble grey glass fronts and additional storage, Wiemann
FN352_Pages.indd 30
27/06/2018 10:25
LongEa
LongEatonJuly18.indd FN352_Pages.indd 31 1
20/06/2018 27/06/2018 12:40 10:25
32 | Events
Following a successful Long Point show – and another at Milan’s Salone Del Mobile – Gascoigne Designs’ (0115 946 4070, www.gascoignedesigns.co.uk) owner David Gascoigne is looking forward to exhibiting a select range at the autumn edition. Established in 1989, Gascoigne Designs is a privately-owned upholstery manufacturer which supplies handmade furniture through interior designers and high-end retailers in the UK and further afield. Inspired by owner David’s passion for furniture, the company offers upholstery in an array of styles including classic English and sleek contemporary, through to opulent
5th Avenue
Italian show-wood sofas and chairs – all
of which are produced in Long Eaton using fabrics from some of the world’s finest weaving mills. Much of the range is accompanied by complementary accent tables and occasional chairs. The company also provides a complete made-to-measure/ bespoke service, offering a wide variety of adjustments on most models – including frame size adjustments, seat, back and scatter cushion interior choices, a bed sofa Gascoigne Designs is no stranger to exhibitions
option and a multitude of exclusive fabrics, including COM.
For further information please contact us: T: 01244 814673 E: flintshirefurniture@hotmail.co.uk
www.flintshirefurniture.co.uk FlintshireFurnitureJuly18.indd 1
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19/06/2018 10:22
27/06/2018 10:25
Celebrit
FN352_Pages.indd 33
27/06/2018 11:12
34 | Resources
Amid the national headlines proclaiming store closure after closure, it’s encouraging to see those making headway in this new retail landscape. Land of Beds started life in 1974, and has grown to become an examplar of independent multichannel furniture retail, opening a third store in Wigan last year – however, writes MD Mike Murray, upscaling a retail business is a good deal more complex than it used to be …
Upscaling a modern retail business It’s the age-old question – do you stick or twist? Or, to put it another way, once you’ve established a single profitable store, do you then dare to expand to a second? If you already have a portfolio of successful premises, do you settle for ‘comfortable’, or do you keep chasing a bigger dream? In 1974, my grandad Harold C Murray opened a home furniture business in Merseyside retail premises, and a decade later, he passed the company on to my dad, Mike Murray snr, who opened a second store. After I had completed my Marketing Masters Degree at Liverpool University, I joined our family business in 2008. Our core values are helping communities to sleep better, giving to local causes and
Store manager Lee Mayers and sales manager Maria Jones cut the ribbon to declare Land of Beds Pemberton officially open
promoting health and wellness. It is an ethos that has brought Land of Beds comfortable success – serving happy customers in the immediate vicinity of our stores. We could easily have stopped there, but I had arrived at a time when global ecommerce sales had topped $1b for the first time in history, and I saw an opportunity to scale up our business and to create a website that would allow us to sell high quality beds and mattresses to consumers UK-wide. By 2013, we had been Highly Commended at the National Bed Federation Awards in the E-tailer of the Year category.
“Don’t ever get so big that you forget your core values – whether you have one store or a thousand, they should be embedded throughout your whole operation”
updated, as well as writing new product descriptions and processing online orders. A web presence will lead to an increased influx of customer enquiries. To handle these efficiently and professionally, we have a call centre staffed by sales advisers who have completed the National Bed Federation’s official training programmes to ensure they offer expert advice. Search Engine Optimisation (SEO) Once you have created an ecommerce
This multichannel strategy continued to deliver a seven-figure increase in turnover,
As well as web developers, we have an ecommerce team who keep stock levels
If you don’t have an ecommerce
website, you’ll want more potential
year on year, and, in 2017, we opened a third
website, you are missing out on revenue
customers to see it. Mastering SEO will help
store – in Pemberton, Wigan – and we were
from customers who can’t easily travel to
you to scale up by getting your page noticed
voted Britain’s Retail Family Business of the
your premises, or who prefer to do their
for relevant product and brand searches.
Year.
shopping online – therefore, this is one of
Scaling our business didn’t happen overnight, but we’ve learned a lot along the way – lessons I’m pleased to pass on to
Pay Per Click (PPC) adverts – also
the simplest things you can do to scale your
known as Google AdWords – start tracking
business without opening new stores.
customer activity from the moment
Once you have created your website,
someone clicks through to your website.
however, the work doesn’t stop there.At
Data includes the webpages they click on,
Land of Beds, our site is a continual work
the items they put in their virtual cart and
Ecommerce
in progress, so we have an in-house web
the amount they spend at the checkout.
In 2016, the UK Cards Association revealed
development team that fine-tunes the user
that card users spent £154b on the internet,
experience online and implements new
you can reduce or increase in real time, it’s
with UK households splashing out more
technology – keeping us up to date with the
also an effective way to monitor and control
than in Norway, the US and Australia.
latest innovations.
your spending. However, as soon as your
readers of Furniture News …
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Because you set your own budget, which
27/06/2018 10:25
Resources | 35
campaign is turned off, your ads – and with
84% of shoppers using online marketplaces
them, the ‘shop window’ they create for you
consider a seller’s delivery rating a crucial
– disappear.
factor in deciding where to buy from. One
A more cost-effective strategy in the long
in four shoppers now pay for delivery
At a glance Here are Mike’s top four tips for successfully scaling a furniture retail
term is to invest in the time and expertise it
subscriptions which include unlimited
takes to get your website listed prominently
next-day delivery. To put it bluntly, when
on the first page of free suggestions that
customers make a purchase, they want their
1. Invest in ecommerce
Google presents to customers when they
goods ‘now’.
2. Study SEO and marketing
search for the items or services you sell.
To increase the number of delivery
Every webpage has a Google ranking, which
slots you can offer – and to become
is determined by the number of links going
more profitable by capitalising on
into it. The higher your webpage is ranked,
supplier discount for bulk orders – you
the more authority it has.
may potentially need to expand your
Increasingly, Google wants to reward high quality, trustworthy websites that
stockholding capacity. Land of Beds opened a new purpose-built
answer real questions to increase the level
warehouse and distribution centre in August
of user satisfaction – therefore, my best
2015 at the mouth of the Mersey Gateway.
recommendation is to build your website
Perfectly located to capitalise on the nearby
around real customer issues. By doing so,
motorway network, this has allowed us to
ultimately you can become a trusted expert
realise increased efficiencies in our global
– a Google-recognised authority – on that
delivery operation, which has reached as far
subject.
afield as the Dominican Republic.
Logistics and distribution
Marketing
If you’re going to increase your customer
Brand loyalty may drive repeat custom from
catchment area with a well-ranked
existing customers, but to scale up and
ecommerce website, you will require a
engage new buyers, marketing is essential.
logistics fleet, as well as policies and procedures for distance selling that cover returns. The Consumer Contracts Regulations were introduced in June 2014, and apply to buying online. To be compliant, you need to provide key information to customers such as who pays the cost of returns (if you have a right to cancel and change your mind), as well as clearly stating all additional delivery charges. British buying culture has changed. The annual Delivery Matters Report, commissioned by Royal Mail, found that
business:
3. Recognise and reward your staff 4. Build a talent pipeline
As ever, a multichannel approach is best, so you’ll need to consider campaigns for audiences both on- and offline that also tie in your in-store activity. At Land of Beds, our mix includes everything from radio and on-demand TV to regular ads in free monthly magazines distributed in the footprint of each of our stores. Wherever the potential customer is, we want to be too! What you do every day matters more than what you do once in a while. Therefore, to grow a social media following that is truly engaged with your brand, you need to have a constant, positive presence in their lives. Offer rewards such as competition prizes,
“If you feel you’ve created a blueprint for success at your current premises that you want to replicate at another location, you need to do your homework first”
and incentivise through exclusive discounts at key buying periods such as Bank Holiday weekends and national holidays. As with everything, if you don’t have the expertise to devise and deliver a great marketing strategy in-house, consider partnering with trusted consultants and freelancers who can bring these specialist skillsets into your organisation. Partners No person (or retailer) is an island – we all need partners with shared values to help us get to where we want to be on our growth journey. At Land of Beds, we only work with Britain’s best manufacturers that are certified by the National Bed Federation to guarantee outstanding quality, comfort and support. Our partners include Hypnos, Sealy, Silentnight and Tempur, plus many more – the one thing they all have in common is to continually develop new products using cutting-edge sleep science to offer a better night’s sleep. Look at your own supply chain. Are the manufacturers you work with truly innovative? When was the last time they came to you with a new product, or showed commitment to investing in meeting the future needs of your customer base? Working with partners who are also scaling
Land of Beds’ newest store, in Pemberton, Wigan
FN352_Pages.indd 35
their business can fast-track you to where you want to be.
27/06/2018 11:46
36 | Resources
People To respond to market forces and grow your business, you will not only need a bigger team, but different kinds of employees within it (when my grandad opened his store in 1974, there were no web developers on his team!). So many new channels have emerged over the past three to five years – especially online – that building a talent pipeline is a critical element of any people strategy. Having partnerships with organisations like Google and Facebook can help you keep on top of what opportunities are on the horizon, so you can better understand what
Mike Murray with members of Land of Beds’ in-house web development team Mat Vaughan and Sam Mills, plus graphic designer Vicky Mohring
skills are needed to seize them. That said, growth is only possible from a solid foundation. Talent retention is just as important – ensuring your workforce feels that their efforts are recognised and
However, this is only a small part of the
Time to decide
appropriately rewarded, as well as engaged
picture. With rocketing rent and business
To summarise, we are all living through an
in your company’s journey. Opportunities
rates to consider, triangulating a site that
era of unprecedented change in the retail
for career progression and a transparent pay
offers good sales prospects at an affordable
sector – never has so much changed so
scale can help with this, along with regular
price point – and with a good transport
often.
coaching and training opportunities.
infrastructure – is no easy task. Once you have settled on your location,
“If you feel you’ve created a blueprint for success at your current premises that you want to replicate at another location, you need to do your homework first”
With the fallout from Brexit still to be decided – and the decline of the high street
my top tip is to work with local suppliers
gathering pace – it would be easy to press
and tradespeople on any store modifications.
the ‘pause’ button on scaling your business.
As well as delivering cost savings, it also
I personally feel it’s time to be braver and
sends out a clear message to the local
bolder than ever – with challenge comes
community that you want to give back to the
opportunity.
economy from the start.
We are incredibly fortunate to live in an era in which technology is making it
USP
easier than ever to offer consumers choice,
What differentiates you from competitors? If
convenience and a competitive price.
you want to put clear distance between your
Invest in ecommerce. Learn about SEO
business and the rest of the field, you either
and marketing. Recognise and reward your
need to offer something totally unique, or do
staff, and build a talent pipeline – these are
what everyone else does, only better!
my top tips for successfully scaling your
We have lots of own-label products that are exclusive to Land of Beds – however,
business. It won’t be easy, cheap or fast, but
Places
where we like to truly excel is in the
experts agree that the secret to happiness is
There are few better feelings than watching
standard of customer service we offer. Our
to live in an atmosphere of growth (having
satisfied customers leave your store with
innovations have included everything from
a shared vision of the business we are trying
a smile and knowing your bottom line is
Pay Monthly Options to help people to
to build gives our Land of Beds team a clear
healthy – it’s the Holy Grail of retail!
spread the cost of their good night’s sleep,
focus, as well as a sense of being part of
to Recycle & Removal services.
something bigger!).
But if you feel you’ve created a blueprint
Don’t ever get so big that you forget your
for success at your current premises that
A good starting point is to establish
you want to replicate at another location,
what your customers’ pain points are,
core values – whether you have one store
you need to do your homework first. The
and whether there is an innovative way to
or a thousand, they should be embedded
data from your ecommerce website can be
remove them.
throughout your whole operation.
a good starting point – hinting at locations
For further clues about what the customer
I know that my grandad is proud of the
where high concentrations of orders take
perceives as your strengths and weaknesses,
service we offer customers and, to me, that
place that may benefit from a store.
closely monitor your independent reviews.
is the true measure of our success.
THE AUTHOR Mike Murray is MD of Land of Beds, a third-generation family-run retailer based in Frodsham, Cheshire. The business has won multiple awards for its innovative approach to digital marketing and ecommerce, based upon a strong traditional retail foundation. www.landofbeds.co.uk
FN352_Pages.indd 36
27/06/2018 11:49
KettleJu
MANCHESTER
FURNITURE SHOW
STAND C40
15-17 JULY 2018
M A R V E L LO U S M I R R O R S AT M A N C H E S T E R
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
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FN352_Pages.indd KettleJuly18.indd 1 37
27/06/2018 22/06/2018 10:25 15:13
38 | Resources
First it was the Baby Boomers, then Generation X, followed by the much-talked-about Millennials, and now, Generation Z. Born between 1994 and 2010, Gen Z are fast becoming an increasingly important consumer segment in today’s market, not to be ignored – or pigeonholed together with the Millennials, writes Cybertill’s Ian Tomlinson …
How does Generation Z shop for furniture? A generation basically raised on Swedish meatballs and flat-pack furniture, Generation Z are not an anomaly. Their behaviour holds the key to future consumer shopping preferences and the future of retail, and our latest research has uncovered UK-specific detail about consumer habits of these new-wave shoppers. Gen Z want a DIY approach to high street shopping, and that also applies to furniture retailers. Less bothered about brand or being entertained than their older, Millennial counterparts (those aged 25-34), Generation Z care more about quick, succinct, seamless experiences, in real time. If you think Gen Z are too young to be
“Less bothered about brand or being entertained than their older, Millennial counterparts, Generation Z care more about quick, succinct, seamless experiences, in real time”
It would be a nice touch to provide stock levels in-store as well, but do ensure they are accurate, as 86% of Gen Z are most frustrated when an item is marked in-stock in-store online, but not actually there when they go to buy. 4. Consider a smaller-format showroom More stores are considering smallerformat stores in city centres, using them as showrooms with extended aisle technology available through good mobile PoS platforms or touch screens. This could be a good way forward for furniture retailers to appeal to a Gen Z audience without taking up too much space in a city centre location.
your target audience, think again. According 5. Invest in an app, or just direct to helpful
to a YouGov Omnibus Parents Survey examining kids’ influence on their parents’
or online, or even self-checkout, where
resources
buying decisions, children are “active
appropriate.
Anything that simplifies a complex buying journey will help keep your brand top
decision-makers in family economies”. 2. Make sure your shop sta� are educated
of mind for Gen Z customers (and their
industry, a Gen Z study from professional
product evangelists
parents!). If you sell sofas, for example,
services firm EY states that children
65% of Gen Z get frustrated when a shop
consider investing in an app that allows
influence 32% of household decisions.
assistant seems less knowledgeable about
customers to visualise that sofa in their
With the internet at their fingertips, and a
products than they are, which may add to
homes.
penchant for productivity, Gen Z are likely
Gen Z’s dislike of in-store help. Ensuring
to carry out research for their parents,
that your shop sta� is knowledgeable about
make an applet online that allows customers
especially when considering products that
your products as well as other products
to construct their own. If you can’t a�ord to
require a complex decision process, such as
in the market will help establish their
fully integrate, why not simply direct your
DIY or kitchen planning.
credibility with consumers if they do ask for
customers to free tools such as FloorPlanner
help in-store.
or Google SketchUp?
And, of specific interest to the furniture
Here are five ways furniture and DIY
Or if you o�er kitchen design services,
retailers can appeal to Gen Z: 3. Provide your full product catalogue
Even if you can execute just two of these
1. Enable ways for customers to help
online
suggestions, you’ll be well on your way
themselves
Even if it might not be possible for
to appealing to the next generation of big
Gen Z are very much a self-service
customers to buy all of your stock online,
spenders.
generation. 65% of Gen Z get frustrated
showing what is available in-store is really
when shop sta� approach them in-store, so
helpful. When it comes to buying home and
buying journey for furniture purchases
furniture and homeware retailers targeting
DIY products, such as furniture, only 3% of
is especially complex. But implementing
the Gen Z demographic should ensure they
Gen Z shop solely online, but 48% of Gen Z
any changes that make it easier for your
o�er tools to help Gen Z help themselves,
shopped across multiple channels as they
customers to buy your products can only
such as self-stock check either in-store
made their buying decisions for furniture.
bring more business your way.
Every retail sector is di�erent, and the
THE AUTHOR Ian Tomlinson is the CEO and founder of cloud-based retail technology company Cybertill, whose solutions have been designed to provide a real-time single view of stock, sales and customers across all touchpoints. Cybertill’s RetailStore and CharityStore platforms help process over 64 million transactions each year. To download the full report, visit: www.cybertill.com/gen-z
FN352_Pages.indd 38
27/06/2018 11:50
KettleJu
NEW RANGE
MANCHESTER
FURNITURE SHOW
STAND C40
15-17 JULY 2018
TT BEDROOM COLLECTION
Building on the popularity of the dining and occasional range, TT Bedroom is brand new for the Manchester Furniture Show. Enjoying a choice of old white or millstone grey paint finish, with beautifully contrasting lime-wash oak tops, this is a seriously good-looking range, versatile enough for any style of home. TT Bedroom starts from just ÂŁ27.50
DISPLAY DISCOUNTS AVAILABLE
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FN352_Pages.indd KettleJuly18.indd 2 39
27/06/2018 22/06/2018 10:25 15:13
40 | Resources
With Amazon announcing a major offensive to break into the US furniture market, retailers on both sides of the Atlantic will be watching with interest. In this article, KPS’ Frank Lochbaum outlines Amazon’s go-to-market strategy and suggests how European furniture retailers can ready their business systems and digital operations to keep up with it, and the other online pureplays already disrupting the sector …
What Amazon’s latest move means for the sector Often a maker of markets, Amazon has
traditional look, and is being marketed with
retailer is considering opening bricks-and-
unveiled two own-brand furniture ranges
families in mind. Neither brand chases low
mortar furniture stores, equipped with
– Stone & Beam and Rivet – and analysts
prices or offers Ikea-style values. Instead,
augmented or virtual reality technology to
say it’s only a matter of time until the
the online retailer looks to be entering the
allow customers to see how furniture would
ecommerce giant rolls out similar offerings
good-value-for-the-money space.
look in their homes before buying.
in other regions, including Europe and Asia.
Both ranges have also been carefully
The online furniture segment is now
curated and are limited in scope. This is
expected to grow globally at a five-year
US furniture specialists, including Wayfair
in response to a -7.2% fall in consumers
compounded annual growth rate of 15%, and
and Kirklands, suffered a sharp drop in their
selecting furniture retailers with a wide
will be worth $220b by 2020. Amazon has
share prices as worried investors weighed up
range between 2014 and 2016, according to
made it feel normal to buy nearly anything
the impact of its move on the sector.
GlobalData research.
online, and there’s no reason to suggest
Directly after Amazon’s announcement,
furniture will be an exception.
So what can Europe’s retailers do to prepare themselves for imminent industry
Growing online sales
disruption?
Amazon has already been benefiting from
Competing against disruptors
the growth of online furniture sales thanks
For the moment at least, the vast majority
Undercutting competition
to third-party vendors, but its own-brand
of consumers still prefer to view potential
As you would expect, Amazon’s customer
ranges represent a significant escalation.
furniture purchases in-store, even if they
proposition is compelling – it is setting out
The retailer’s furniture general manager,
are happy to start and finish their journey
to undercut the competition from the outset,
Veenu Taneja, recently revealed furniture
online – but that doesn’t mean retailers
with affordable prices, free and fast delivery
as one of the firm’s fastest-growing
should rest on their laurels. To remain
(without the need to sign up to Prime),
retail categories, and Amazon is making
competitive, furniture retailers must take
a 30-day returns policy, and a one-year
significant investments to ensure its growth
the disruptors on at their own game.
warranty.
continues, with features such as a new
However, at present, many retailers’
Shop by Look functionality, which enables
ability to transform is blurred by the
furniture supply chain, has been streamlined
customers to click ‘like’ or ‘dislike’ to
burden of disintegrated systems and
so that customers can schedule furniture
filter preferences in real-time, and finance
broken processes, which together are not
delivery within a three-hour window, and
options that give customers the ability to
enabling their workforce to perform at their
often within a day or two of purchase –
pay for high-ticket furniture items in five
maximum potential.
something traditional furniture retailers’
equal payments at no extra cost.
Delivery, often the weakest link in the
operations haven’t yet been able to offer,
From a logistics perspective, investment
By reinvigorating core processes, retailers can reduce their stock-to-cash cycle, raising
with delivery on larger items often taking
in new fulfilment centres, which are
revenue and profit per product category,
weeks to arrive.
specially equipped to handle furniture and
store format, channel and customer.
large items, supported by furniture-specific
Moreover, introducing best practice
Good value for money
third-party logistics carriers, are also
processes will provide retailers with a
Amazon has also done a good job of
underpinning Amazon’s latest furniture
platform for expansions into new channels,
identifying its demographic sweet spot,
offer.
territories, product categories and customer groups.
targeting two of its existing core customer Bricks-and-mortar stores
segments.
This will help retailers take on Amazon
As the divide between online and physical
and other pureplay competitors on their own
modern, aimed at Millennials, while Stone
stores becomes increasingly blurred, there
terms as consumer confidence in buying
& Beam has a higher price point and a more
are unsubstantiated rumours that the online
furniture online grows.
The Rivet product range is affordable and
THE AUTHOR Frank Lochbaum is managing partner at KPS, one of Europe’s leading management consultancies for the retail sector, covering the entire range of omnichannel business and digital transformation. www.kps.com
FN352_Pages.indd 40
27/06/2018 10:25
KettleJu
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FN352_Pages.indd KettleJuly18.indd 3 41
27/06/2018 22/06/2018 10:25 15:13
42 | Resources
In its annual Sofa Retailers Insight Report, digital marketing specialist Inside Online ranks 52 of the sector’s leading websites according to performance, assessing the successes and shortcomings of each, and identifying scope for improvement. Ric Waters shares the key findings …
Upholstery’s digital winners (and losers) With a +9% increase in their visibility over the past year, DFS remains top of the market, while House of Fraser fell out of the top 10 after a 58% decrease. Other stand-out results in terms of visibility include: Sofology (+79%) and Darlings of Chelsea (+52%) also recorded large increases among the top 10; six of the
“DFS tops the social chart with by far the highest number of brand searches and the biggest owned social score, thanks in part to their sponsorship of Team GB and the popular #MyDFS campaign”
top 10 saw a drop in their visibility YoY; and Leather Sofa World saw a -41% drop on the
new high quality links can be great for
Final thoughts
previous year, but remained in the top 10.
business – however, high link volumes
My colleague Gemma Curtis offers a few of
without the quality could spell trouble
her own thoughts on the report: “The sofa
ahead.
retail sector has had a mixed level of success
No slouching on social
DFS leads in links, with most going to
The social score considers followers and
this year, with some retailers gaining huge
engaged conversations on all major social
products and product images as well as
wins and some suffering big losses in terms
platforms. DFS tops the social chart with by
interactive buying guides, while a section
of visibility,” she says.
far the highest number of brand searches
called The Sofa Experts offers a behind-the-
and the biggest owned social score, thanks
scenes look into the design and production
for social, links and visibility. But they
in part to their sponsorship of Team GB
of their sofas.
should keep an eye on Sofology who, if they
There are several sites with high quality,
and the popular #MyDFS campaign, which
“Overall, DFS are leading the charts
continue in the same vein as last year, could
allows people to post and share images of
low volume links – these include Vamosi,
see themselves major contenders for ScS’
their own DFS sofas.
Oak Tree Mobility, the Lounge Co, Online
second-place spot after a +79% increase in
Sofa Wholesale and Authentic Furniture.
visibility and an impressive overall social
The top five social scorers were: DFS at
score.
the top with an owned social score of 661
Conversely, there are also sites with low
and 550,000 monthly searches; Sofology
quality, high volume links, such as Designer
and ScS are tied in second place for monthly
Sofas 4 U, ScS, Darlings of Chelsea, Sofa
have also dropped out of the top 10 after a
searches with 1,500,000 – but the latter has
Sofa and The Chesterfield Co.
-58% loss in their visibility.”
Consistently gaining a high quantity of
a lower owned score, of 106; Fabb Sofas and Sofa Sofa round out the top five for social
low-authority links highlights an urgent
searches per month.
need to address a business’ off-site
Fabb Sofas has a high brand search,
“House of Fraser Made to Order Sofas
reputation.
with 33,100 – however, this hasn’t translated to their owned social score (0). Similarly, Sofa Sofa has a high brand search (22,200) but recorded an owned score of just 10. Questionable connections Links have always been a massive ranking factor, and can make all the difference to how far up a brand appears on Google. Consistently gaining
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
FN352_Pages.indd 42
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IdealPr
FN352_Pages.indd 43 IdealProductsJuly18.indd 1
27/06/2018 18/06/2018 10:25 16:25
44 | Profile
Bringing innovation back to Brooklands Sealy UK returned to Brooklands Museum for its annual show in May, and was joined this year by its stablemates Silentnight and Rest Assured, making for a comprehensive showcase of new products from the UK’s biggest bed group. Paul Farley reports …
Whether it’s the intimacy offered by the
got this space to show new products and
Silentnight’s showrooms – two to date, in
Surrey venue or the echo of the Salterforth
ideas,” he says, confirming that there’s
Manchester’s Trafford Centre and Lakeside,
shows of the past, the Brooklands bed show
likely to be a “northern version” of the
described by Neil as “ideal opportunities for
clearly works well for the Silentnight Group.
event later this year, plus greater interaction
brand flagships in high-traffic areas”. It’s
with stockists on a one-to-one level.
also one of the reasons behind the group’s
says Neil Robinson, Sealy UK’s sales and
“We want to offer our retailers more of a
decision to attend the January Furniture
marketing director. “We’re just here to
personal touch through smaller shows, and
Show in 2019, after many years’ absence.
gauge our customers’ responses to new
if we have to take the products to them, we
lines, in lovely surroundings.”
will,” he adds.
“We’re under no pressure to sell,”
Silentnight Brands’ marketing director Nick Booth agrees. “It’s fantastic that we’ve
This energy towards customer engagement is reflected in the opening of
The group is taking measures to address changing customer demands, and working hard to find solutions for its stockists in an increasingly competitive marketplace. “The market is changing so rapidly,” says Neil, who has spearheaded a campaign for greater product transparency when selling mattresses. “The consumer will decide how and where they buy.” Nick agrees. “They want it simple and convenient – but they also want to deal with brands they can trust,” he says, in a nod to Silentnight’s enduring Superbrand status, amongst other consumer endorsements. “We’re working very closely with our retail partners to improve the customer journeys on their websites, and investing heavily in product innovation and development.”
Activ Gel Pocket 2800, from Sealy UK’s Activsleep collection
FN352_Pages.indd 44
And there’s plenty of exciting developments on display at Brooklands.
27/06/2018 10:25
Profile | 45
Silentnight’s product branding and labelling is the clearest it’s ever been, and
Eco Comfort Breathe, Silentnight
when we tapped into this lifestyle trend – but the fit between the technology and
helps communicate a bed offer which is
the product is so strong that we now have
focused, yet covers all the bases. As well
extremely high expectations for it.” As well as a PostureTech Zero Deflection
as a couple of Studio models, there’s the Inspired collection – in essence,
system to minimise partner disturbance,
Silentnight’s popular Signature Collection,
models in the collection feature ingredients
subtly reworked for independent customers.
such as Purotex (bacteria-releasing microcapsules which clear up allergens
There’s also a healthy showing of divans. “Divans have become very popular,” says
and reduce humidity), gel-and-foam
Nick.
combination Geltex, and Sealy’s Smart Fibres, which help keep the sleeping
“We’ve used streamlined headboards and
environment cool and dry.
nice fabrics to make them look great. And,
Again, the group is hitting the zeitgeist,
as rooms get smaller, people need to be more efficient – our divans take up no more
giving stockists an engaging story to tell
room than the mattress itself.”
their customers, both online and in-store. Sealy UK plans to promote and distribute
The star of the show is Silentnight’s new Eco Comfort Breathe range. An evolution of
Activsleep as widely as possible across
an existing line – the Eco Comfort Pocket
every channel, and has enlisted some of the
1200 was recently re-awarded Which? Best
country’s best-known wellness and health
Buy status, and described by judges as “one
influencers to do so. Next to Sealy’s offer is a selection of
of the best value mattresses we’ve tested” – the collection marries comfort and
to achieve zero-to-landfill status, over five
premium models from Rest Assured, which
responsible manufacturing.
years ago.
also underwent a brand refresh last year.
Since implementing a brand overhaul
Still going strong thanks to its three pillars
offers a three-layer “micro-climate system”
last September to bring it into line with its
of quality, heritage and affordable luxury,
that enables air circulation, support and
US parent company – “it’s a more unified
Rest Assured has also seen the introduction
moisture removal.
approach, and it’s really lifted the brand,”
of several exclusive headboard designs,
comments marketing co-ordinator Natalie
further setting it apart as a brand for the
collection is its low environmental impact.
Armstrong – Sealy UK has been working
discerning consumer.
The Eco fibres in each mattress contains the
hard on a new line which targets consumers’
equivalent of 125 plastic bottles – saving
desire for health and wellbeing, and the
launches makes Brooklands a thoroughly
some 105 million bottles from entering
results are on display here.
worthwhile outing, and the busy show floor
Each mattress is fully recyclable, and
The principal sales message behind the
the oceans and landfill in the last year
Principally targeting the 30-35 age
In all, the sheer number of product
is testament to how well the format works
alone. Silentnight has partnered with the
bracket, Sealy’s Activsleep offers nine
Marine Conservation Society to encourage
models, combining various fillings and
the reduction of plastic pollution, squarely
technologies to aid effective rest and
“The strength of our brand is our appeal
addressing a prominent consumer concern.
revitalisation.
to a very wide audience,” says Nick, who is
“This collection will appeal to a very wide
Activsleep is an interesting new direction
for the Silentnight Group and its customers. But it’s just a taste of what’s to come.
doubtless looking forward to proving this
customer demographic,” says Nick.
for Sealy UK, says Neil: “We’re traditionally
assertion at the NEC in a few months’ time.
“There’s a huge public belief in
very science- and technology-oriented, and
www.silentnight.co.uk
sustainability,” adds Neil, remarking that
more about support and zonal products, so
www.sealy.co.uk
Sealy UK was the first national bed brand
we didn’t expect such a positive response
www.rest-assured.co.uk
FN352_Pages.indd 45
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46 | Profile
Connect – bringing the trade together This month, the publisher of Furniture News magazine launches Connect – a next-generation trade directory. Enabling users to find relevant buyers and sellers via a printed edition and online, Connect has been designed to meet the specific needs of the furniture and furnishings industry – here’s how … Businesses rely on quality partnerships, and
another. From traditional platforms such as
available this month. Offering a wealth of
this is particularly true of the close-knit
print media, exhibitions and mail campaigns
business contact details alongside guides
world of the furniture trade, where good
to search engines, apps and social networks
to the trade’s events and institutions, plus
customers, suppliers and service providers
– and not forgetting the importance of
a special report exploring the relationship
can mean the difference between success
word-of-mouth referrals.
between consumer confidence and the
and failure. Today, there are more ways than ever for businesses to connect with one
Connect brings together all the essential information, presenting a clear window to
furniture trade, this sizeable publication is a valuable guide to the industry.
the trade across two simple formats. Get connected Best of both worlds
Offering a rich reference and
First, there’s the online B2B platform at
communications resource in print and
www.gmgconnect.com. By creating a profile,
online, Connect promises to bring the
users can discover which companies can
furniture trade together like never before,
meet their demands, where to find them,
and putting its associated industries –
and how to reach them.
such as hospitality interiors products
This exhaustively-categorised record features contact details, products, brochures, videos and location maps, making trade information more accessible
and furniture and joinery manufacturing solutions – within easy reach. Visit www.gmgconnect.com, going live this month, to get started!
than ever – from the store, office, home, or on the move. And by upgrading to Connect’s VIP
as part of an introductory package
package, they’ll discover a richer experience,
that includes a 12-month subscription
including named contact details, the latest
to Furniture News magazine and
job vacancies, industry events and opinions,
VIP membership – call Claire Jones
as well as updates from their favourite
on 07493 391962 or email claire@
connections, and a quarterly email alerting them of new business entries. They’ll also receive a copy of the printed directory, the first edition of which is
FN352_Pages.indd 46
The printed Connect directory is available
gearingmediagroup.com to place an order. To discuss advertising opportunities, call Samantha Horscroft on 01424 776100, or email sam@gearingmediagroup.com.
27/06/2018 10:25
Connec
GET CONNECTED Looking for
new products? Seeking
stockists? Connect is the definitive furniture trade directory. In print and online, Connect offers thousands of contacts, detailed information and new ways to interact. Join for free at www.gmgconnect.com INTRODUCTORY PACKAGE Printed directory / VIP online membership / Free 12-month Furniture News subscription All for just £95 – call 07493 391962 or email claire@gearingmediagroup.com
: Bringing the trade together Visit stand A16 at the Manchester Furniture Show to find out more. To advertise, call 01424 776100 or email sam@gearingmediagroup.com Brought to you by
Furniture News FN352_Pages.indd ConnectJuly18.indd 47 1
27/06/2018 22/06/2018 10:25 11:09
STEENS GROUP
ALWAYS
LIVING
UP TO EXPECTATIONS...
NEW YORK LIVING >
BAROQUE LIVING >
SteensJuly18_1.indd 1 July Advert2.indd 1 FN352_Pages.indd NM7900- Steens 4pp48 FN
SANDRINGHAM LIVING >
PAVONA LIVING >
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NM790
18 11:43
DIRECT HOME DELIVERY FOR STORE DISPLAYS & STOCK DISCOUNTS “QUOTE FN0718”
ORD ER HOTLINE / 01489 778890
EMAIL / sales@steens.dk www / www.steensgro up.com
FN352_Pages.indd NM7900- Steens 4pp49 FN July Advert2.indd 2
26/06/2018 10:25 12:47 27/06/2018 11:44
AVAILABLE IN WHITE
NEW YORK LIVING >
OUR ALL NEW LIVING RANGES AVAILABLE IN WHITE
BAROQUE LIVING >
DIRECT HOME DELIVERY FOR STORE DISPLAYS & STOCK DISCOUNTS “QUOTE FN0718”
SteensJuly18_2.indd 501 FN352_Pages.indd
27/06/2018 10:25
AVAILABLE IN WHITE AND GREY WITH OAK STAINED SOLID PINE TRIM
SANDRINGHAM LIVING >
CALL US NOW ABOUT INTRODUCTORY PRICES AVAILABLE IN WHITE
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EMAIL / sales@steens.dk www / www.steensgro up.com
FN352_Pages.indd 51
26/06/2018 10:25 12:50 27/06/2018
52 | Profile
New York
Not just a bedroom specialist Synonomous with strong bedroom furniture designs for adults and children alike, Steens has enjoyed notable success with its varied collections, such as Richmond and Baroque. What is less well known is Steens’ proficiency in developing eminently commercial dining and living ranges … Due to repeated requests from its global customer base, Steens has embarked on
and the modern New York. UK MD Alan Cozens comments: “Our
launch of these products in the second half of 2018 will, no doubt, be as successful
significant expansion in the dining and
great strength is that we can take design
as those that preceded them. This will be
living cabinet categories – and it all started
inspirations from around the globe – we’re
assisted greatly by the recent trends in
back in January with a successful launch at
working with customers in 16 different
living and dining furniture towards painted
imm cologne.
countries, and counting.
and mixed material designs.
“From specific projects to cradle-to-
“In addition, there will be the added
principal product launch platform, Steens
grave design and development, we are able
advantage that many of these ranges will
introduced a number of living and dining
to produce numerous winning commercial
be stocked in the UK for next-day delivery.
ranges to its portfolio, which have now been
designs, all 100% manufactured in our
Basically, it’s a win-win situation for all
fully developed – these include the shabby
factory in Denmark.
Using the international exhibition as its
chic Baroque, the Scandi-inspired Pavona
concerned!”
“imm 2018 was a huge success, and the
www.steens.dk
Pavona
Sandringham
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ExpressSofasJuly18.indd 1 FN352_Pages.indd 53
www.greenwoodretail.com
1 Wilmslow House, Grove Way, Wilmslow, Cheshire, SK9 5AG sales@greenwoodretail.com www.greenwoodretail.com 19/06/2018 11:03 GreenwoodRetailJuly18.indd 1
19/06/2018 16:47
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54 | Profile
The showroom houses 15 living/dining room settings
From clicks to bricks Furniture For The Home, launched online in 2011 by Simon Foster, has seen sales soar to £1.15m since it launched its first physical store last year. Furniture News investigates the opportunities – and challenges – facing the now-multichannel Black Country independent … “There has been a lot of talk recently about the high street being a thing of the past,” says Simon, “but we’re disproving that theory by demonstrating you can be successful both online and in-store.” Against the tide of established retailers fighting to establish successful online footholds, numerous ecommerce players – Amazon, Made and Loaf among them – have made the jump to physical retail,
“There’s an increased chance of customers parting with money once they have physically tested and touched the product”
This in turn meant we could provide our customers with fantastic quality furniture at the best prices – prices that the high street simply can’t compete with. How has the online landscape changed since? Since 2011 the online furniture market has become a lot more competitive. Developments in websites and new software providers gave people the chance to make
establishing showrooms to help raise their giving us a huge advantage when selecting
money quickly, so there’s now a huge choice
suitable items at the correct price,” he says,
of companies that are offering very low-cost
Midlands, Furniture For The Home, which
before telling Furniture News more about
start-up websites. In essence, being an
operates a nearby 8000ft2 warehouse,
how Furniture For The Home is striking that
online retailer is very accessible and doesn’t
invested £75,000 to transform a building
multichannel balance …
come with a major financial outlay.
credibility and revenues. Headquartered in Dudley in the West
outside Sedgley into its first showroom. What led you into furniture ecommerce?
What’s proved the greatest challenge to
six months to complete – resulting in a
You could clearly see a growing shift in
date?
4500ft2 of open-plan space which houses 15
consumer purchasing habits towards
The biggest challenge for Furniture For The
living/dining room settings, plus a dedicated
buying more online, so in 2013 it seemed an
Home is maintaining our online presence
bedroom department.
ideal time to put my keen eye for product
and fighting off new competitors. We have
selection into a formal business.
managed to do this by continuing to offer a
Work on the store began in 2016 and took
Simon has quickly seen the benefits of this two-pronged approach to retail. “We
By initially starting online, it gave us
great customer experience and after-sales
use our experience of ecommerce and
the ability to keep overheads down due to
service, which in turn builds consumer
buying power to source products/suppliers,
not having premises and associated costs.
confidence and loyalty.
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Profile | 55
and what type of premises was most
avenues and significantly increased the
means dispatch, delivery speed and after-
suitable. We didn’t want to be in a major
range we offer.
sales service is 100% within our control.
town centre, and we didn’t want to be at
Many new start-up companies rely on
an out-of-town retail park. In the end, we
Can you point to any differences in
selling products and then ordering them to
managed to secure an iconic building in
demographic between your online and in-
be delivered direct from the supplier to the
between Sedgley and Dudley, which has lots
store customers?
customer. This can mean that the service
of passing traffic and gives us lots of space
Online, our most popular age category is
the customer receives is in the hands of the
to put our stamp on things.
35-44 years. However, in-store it is slightly
We also carry our own stock, so this
older, at 45-54. Also, from a price point of
supplier rather than the company/online Why did you select the Dudley Road
view, our most successful products online
location in particular?
would fall into the low- to mid-price range
where this approach has led to major issues
We have been brought up here, so
category, whereas in the showroom the
with delivery times and people getting
automatically have a good local knowledge
products fall into the mid- to high-price
annoyed when it takes a long time to resolve
of the demographics of the area and what
range and quality.
after-sales/product issues.
products would suit the customer base.
This shows the increased chance of
The actual building itself becoming
customers parting with money once they
seller they have paid the money to. There have been countless examples
Opening a store is a huge commitment
available reinforced the decision for us
have physically tested and touched the
– what were the drivers (and obstacles)
to open a store within two miles of our
product.
involved in doing so?
warehouse. It offered an ideal main road
We were confident that the research we had
location, and plenty of space. It is also a
What is the balance of digital and
cultivated over the years as an online seller,
historic building locally, being previously
traditional advertising you’re engaged in?
and the products we were able to source,
an old picture house and then County
At present, we rely approximately 75% on
gave us the perfect platform to launch our
Wallpapers for 55 years.
digital advertising and 25% on traditional
first retail store. Over the last seven years we’ve built up
We feel like we have bought an historic building back to life with the renovation,
strong partnerships with our suppliers, and
and maybe prevented another landmark site
can often sell the products in our showroom
being demolished for housing.
press. This was 100% digital prior to opening the store. We do find digital advertising to be more successful, and it is easier to monitor the success rate. However, there will always
at the same price as we do on the website – all from a newly-refurbished showroom
Has the opening meant changing the scope
be a market for traditional advertising in
that has many living environments so that
of your product offer?
newspapers and leaflet drops. Not everyone
people can come in and view, touch and try.
The products we source and stock online
uses social media and search engines, so the
have also proven very successful in-store.
only way to reach this significant amount of
buying from us online gave us confidence
However, the showroom has enabled us
potential customers is by more mainstream
that not only do we choose the correct
to move into selling beds, mattresses,
routes.
products but we back these up with fantastic
upholstery and home accessories. These are
customer service and satisfaction -the
often products consumers prefer to see, feel
What technology have you employed to
perfect recipe for a successful retail store.
and test out before having the confidence
ensure a more seamless operation?
to purchase them, so it has opened up new
Up until recently we’ve used our website
The high percentage of returning clients
The main obstacle was choosing where
alongside some manual processes/software to manage orders and stock. However, we are launching a brand new website in the next few months, which will include software to manage orders and inventory, all in one place. This will improve back office efficiency significantly, and will also enhance communication with the customer. Other than the new website launch, what plans are in place at Furniture For The Home? We’re looking to create a drinks area where shoppers can relax and enjoy hot and cold drinks whilst planning their purchases, and we’ve just started to explore the introduction of new premier brands. Fundamentally, we’re expecting to grow From left: MD Simon Foster; shop supervisor Lauren Jones; online manager David Cole; shop manager Teresa Price; and operations manager Ross Stephenson
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sales across our whole showroom and online operation – we’re aiming to grow our sales to £1.5m by 2020.
www.furnitureforthehome.co.uk
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56 | Profile
This month is another landmark in the history of one-stop-shop TCS, as the company celebrates its 20th anniversary …
TCS celebrates two decades of innovation
Paige motion sofa
From its initial leather upholstery offer in
retailers. The services TCS has introduced to
customer that purchases at least £1000- or
1998 to supplying quality products for the
the marketplace have often been replicated,
€1000-worth of product will receive an
entire home, the gradual progression of
but TCS has led the way.
entry into a draw that will take place at the
TCS’ portfolio has always been considered appropriate to the marketplace.
Just a few areas of note include fixed prices to the door, the options available
end of the year. The prize – TCS is offering 20 free
from a single model, nationwide official
displays to mark its 20 years. The displays
its original ethos of providing service,
stockists, pocket-sprung seating as
will include 3+2 and 3+1+1 fabric sofas,
quality and value to independent retailers
standard, custom sizing, direct home
mattresses with headboards and bases, and
throughout the UK and Ireland – and by
delivery and a simplified supply chain.
dining tables with chairs.
TCS has always remained loyal to
sticking to these principles, the company
To celebrate, TCS is running a
The draw will take place on 21st
has delievered consistent products and
competition to reward its customers
December.
services, earning it the confidence of
for their loyalty. From the 1st July, any
www.tcsfurniturerange.com
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Manchester Furniture Show Preview | 59
MID-SEASON MARVEL Over 100 exhibitors are preparing to present their latest products and services to visiting buyers at this year’s Manchester Furniture Show, the UK’s second-largest domestic interiors event. Delivering big-name brands, the debut of MidPoint at Manchester and a convivial setting in which to do business and catch up with trade colleagues, the exhibition promises to be an unmissable mid-season purchasing opportunity …
There really is nothing quite like the
line-up promises to be enough to spark the
Manchester Furniture Show. At once
interest of any retail or contract buyer.
New names in this section include Italia Living, Kesterport, Spink & Edgar, MWA Aktuell and Sits, alongside returning
sizeable and intimate, the annual gathering is an essential trade touchpoint, taking
Enter MidPoint
exhibitors Baker Furniture and Richard
place halfway through the year and
This year’s show will incorporate the
Stamp Agencies.
complementing stablemate the January
MidPoint Furniture Show (which previously
“MidPoint’s decision to be part of the
Furniture Show.
took place in Solihull each June), to present
Manchester event underlines the trend that
a selection of new exhibitors in Manchester
has been happening at Manchester for some
Central’s Charter Hall.
time, reflecting the furniture trade itself – a
Top exhibitors As always, the star of the show is the exhibitor roster. This year’s includes numerous premium British and international brands, such as: Ashley Manor, set to reveal a new upholstery collection; Vogue Beds, promising nine new models; new exhibitor Chelsom, launching new occasional models; Venjakob, bringing three new living and dining collections; new fabric and leather upholstery from Gala Collezione; and this month’s cover star Westbridge, which is set to launch three new models from the company’s in-house design team. With over 100 companies presenting the latest in upholstery, cabinet furniture, beds and decorative accessories, Manchester’s
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60 | Manchester Furniture Show Preview
movement towards a better quality middle-,
Manchester Furniture Show as well. It will
important part of what makes it so popular
and now top-end, buying experience,” says
give us another great platform to meet
with the trade, year after year. The show
the show’s organiser, Clarion Events Group.
potential new members and suppliers.”
takes place at Manchester Central, a modern
Also present will be representatives
exhibition space in the heart of this vibrant
Fresh talent
from the British Furniture Manufacturers
city – visit the show website to learn about
Students from Burnley College will return
(BFM, stand C92), which aims to convey the
special rates at nearby hotels.
to show the breadth of their newly-learned
wide range of services it offers. MD Jackie
skills. Running several courses in furniture
Bazeley says: “The BFM has represented the
The opening times are: 9.30am-5pm,
design and production, Burnley College
interests of the furniture industry for more
Sunday 15th July; 9am-5pm, Monday 16th
offers an HND in furniture design, diplomas
than 65 years, so the exhibition is a great
July; and 9am-4.30pm, Tuesday 17th July.
in furnituremaking and apprenticeships in
platform and opportunity for us to showcase
upholstery and furniture production.
the many benefits that we offer to potential
A16 to meet the Furniture News team,
and existing members. We’ll also be
take out a subscription, and discover our
announcing an exciting new opportunity.”
multimedia trade directory, Connect. For
The college’s stand will feature examples of students’ work including desks, chairs,
backgrounds, and the ingenuity of their
While there, don’t forget to visit stand
now, read on to discover some of the new
occasional pieces, screens and dining tables. The students come from wide-ranging
The fair runs from 15-17th this month.
Time and place
lines and range additions on show …
Manchester Furniture Show’s location is an
www.manchesterfurnitureshow.com
work proved popular with visitors to last year’s show – visitors to stand A78 can expect to find more mixed materials, funky fabrics and clever techniques. Better together Key associations will be present at the event, including anti-copying organisation ACID (stand C90), and, for the first time, the Minerva buying group (stand A68). “We had a marketing stand at the January Furniture Show this year, which proved to be incredibly successful,” says Minerva’s group business manager, Roy Beagent. “We have a great supplier base, but you can’t afford to stand still in this industry, so we’re constantly looking at new products and suppliers to give our members even more choice.” “Following on from the success in January, we decided to have a stand at the
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Pharmo
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62 | Manchester Furniture Show Preview
Offering more than 250 models across four collections – all upholstered in quality Italian leathers and fabrics, and including corner groups and sofa beds – New Trend Concepts (stand A16, 0039 080 314 0194, www.newtrendconcepts.it) has handcrafted sofas in Italy for more than 20 years, and today the company supplies top retailers across Europe. All of its suites boast modular systems and double pocket-sprung cushions, and are delivered within six to eight weeks.
Duca
Family owned and run, based in Scotland with a reach across the UK, Final Touches (stand C45, 01324 185 8777, www.finaltouchesltd.com) manufactures most of its products on site within its own factory. The family behind the company has been in the picture business since 1950, and used to specialise in mirrored furniture. Today, Final Touches is exploring new materials and contemporary furniture, and it is always working on designing new products to meet the demands of its customer base. Final Touches attends trade shows worldwide to ensure it is a step ahead of the curve with new trending lines, so its customers benefit from the latest products – backed up by responsive customer service.
Visit us at the Manchester Furniture Show at Stand A51
Fraser Coffee table
Evolution Dining Set
T: +44 1387 253897 ValueMarkJuly18.indd 1
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E: info@valuemark.biz
www.valuemark.biz 20/06/2018 14:36
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GalleryJ FN July
The beauty of the character
”
coming through on the oak and the light catching burnished tops, combined with the strong shapes, make Brixton a striking and unusual collection, yet one that would suit a range of interiors
Brixton
”
Get the ‘Art in Industry’ look with the Brixton collection made with solid European rustic oak.
15-17th July 2018 Central Hall | Stand B35
GalleryJuly18.indd 163 FN July Issue - Brixton.indd 1 FN352_Pages.indd
www.gallerydirect.co.uk | T 01795 439159
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64 | Manchester Furniture Show Preview
Alpha Designs (stand D18, 01902 492937, www.alpha-designs.co.uk) is a progressive UK manufacturer at the
Esker, in matt anthracite
forefront of design and fabric – which was proven with this year’s launch of Tiffany, Hudson, Brooke and Finley, and a new velvet fabric treatment on Alpha’s established Vincent collection. In recent months, these spring 2018 ranges have established themselves well within stockist displays. Designed and developed with a leading furniture designer, these ranges are set to bolster Alpha Designs’ growth in the marketplace, offering a wider breadth of styles alongside its established ranges, with total flexibility on fabrics across all models. This offer is set to be further enhanced by the introduction of four new designs – plus previews of alluring fabrics – at the show. Fitted bedroom brand Kindred (stand A67, www.kindred.co.uk) will Tiffany
present furniture from its classic and modern bedroom collections, as well as internal accessories, chests of drawers and bedframes to complete its ranges. Designed with a contemporary twist to help maximise space, this fitted furniture brand offers a wealth of benefits, including quality Italian craftsmanship, premium painted or woodgrain finishes, innovative designs and a fully-managed delivery and installation service, presenting retailers with a new approach to bedroom design. “We’re delighted to be showcasing Kindred at the Manchester Furniture Show,” says category brand manager, Kathryn Bassett. “The fitted bedroom industry was ripe for innovation, and out of this Kindred was born, challenging an otherwise antiquated market and injecting life back into this sector.” Kindred will also offer visitors a glimpse of its new made-tomeasure sliding offer.
+44 (0) 1241 858777 customer@finaltouchesltd.co.uk www.finaltouchesltd.com
NEW PRODUCTS ADDED ACROSS OUR COLLECTIONS THIS SUMMER Visit us at the Manchester Furniture Show Stand C45 to find out more FinalTouchesJuly18.indd 1
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PWSJu
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VISIT US IN THE COBDEN ROOM AT MANCHESTER CENTRAL 15 -17 T H J U LY 2 018 W W W.W H I T E M E A D O W. C O M
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68 | Manchester Furniture Show Preview
Responding to demand from customers, Kettle Interiors (stand C40, 01536 444960, www.kettleinteriorsagencies.com) is set to reveal the highly-anticipated NTP painted and oak furniture collection for living, dining and bedroom. Taking the striking shapes of the NT collection, heavily influenced by iconic Scandinavian styles, the NTP collection offers an attractive dove grey paint finish, complemented by tops wearing the same natural light oak finish as the original. “This is a hugely exciting launch for us,” says sales director, Simon Ainge. “Ever since we previewed NT, retailers have been requesting a painted version, and we are now ready to deliver on this with the stunning dove grey finish of the NTP collection. Rather than paint the entire piece, we’ve left the original light oak finish on tops to emphasise the craftmanship in the shape.” The NTP Collection for living, dining and bedroom is available from UK stocks through Kettle Interiors’ Wholesale and Stockist services, as well as in mixed containers supplied in just eight weeks.
Furniture and floor protection specialist Stroolmount UK (stand A2, sales@stroolmount.co.uk, www.stroolmount.co.uk) offers costeffective solutions for numerous requirements. Its small products can make a big difference when it comes to reducing stress and damage, offering retailers a useful upselling opportunity while helping protect their customers’ expensive investment. A family-run business with over 25 years’ industry experience, Stroolmount understands the challenges suppliers and retailers have to overcome to keep their clients and customers happy, so is 100% committed to supplying the best products and accessories for protecting furniture and flooring.
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AlphaJu
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VISIT US AT THE MANCHESTER FURNITURE SHOW 15-17 JULY 2018 STAND NO. D18
T: 01902 492937 F: 01902 493700 E: sales@alpha-designs.co.uk Unit 1, Stag Industrial Estate, Oxford Street, Bilston, Wolverhampton WV14 7HZ
ALPHA DESIGNS UPHOLSTERY LIMITED
Finley
D E S I G N S
ALPHA
70 | Manchester Furniture Show Preview
Harley
Having already earned a reputation for excellence in manufacturing sofas and
footstools, chaises and ottomans. “We have found that the key to successful
upholstered beds, Whitemeadow (Cobden
repeat orders on both our beds and sofa
Room, www.whitemeadow.com) is set to
ranges is understanding the importance
extend its collections of sofabeds and accent
of dressing room sets within stores to
pieces by creating portfolios dedicated to
create impact,” says sales manager Darren
those ranges.
Nicholson. “Our research suggests that up to
The extended sofabed collection will
of furniture such as a footstool or chair if
upgraded to include a Hypnos mattress. This
they are displayed with the sofa or bed they
is the first time Hypnos has manufactured
are looking to buy, and that retailers who
a sofabed mattress, and Whitemeadow is
employ this tactic see week-on-week strong
pleased that the Royal Warrant holder chose
repeat business from consumers.”
Whitemeadow will also launch a portfolio
Pushing the boundaries of style and design, Whitemeadow will also present new
of accent pieces comprising chairs,
and exclusive pieces from the Content by
Slumberdream’s (stand A11, 0121 773 6669,
our collections later this year, but for now
www.slumberdream.co.uk) director Sharez
there’s going to be plenty for visitors to see
Hussain is looking forward to bringing new
in Manchester.”
beds from the company’s four collections to
“huge success” in the market.
50% of consumers buy an occasional piece
include the new Maison range, which can be
to work with it on this collaboration.
Terence Conran collection, which is enjoying
Slumberdream boasts over 30 years’
Merida
sprung luxury models. With a new agent covering the north of England – plus recent investment in machinery and delivery vehicles –
the show – including encapsulated pocket
experience in the trade, plus extensive
Slumberdream is looking to make further
foam models plus models employing natural
storage facilities. The manufacturer offers
gains in both the domestic and contract
materials and components.
some 50 models, which are available in
markets in the coming year, and given
a wide range of covers in prints, knitted
the quality and pricing of its new models,
accounts from the January shows,” says
polyester and different qualities of woven
Furniture News expects more good news
Sharez, “so business has generally been
damasks, and cover the entire price
from the manufacturer ahead of the 2019
good this year. We’re looking to revamp
spectrum, from budget offerings to pocket-
January Furniture Show.
“We picked up a good number of new
Pearl
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27/06/2018 10:27
CIMCJu
INTRODUCING OUR
New Infinity Collection INFINITY COLLECTION
INTRODUCING OUR
New Dining Collections NEW ODELIA DINING COLLECTION
NEW VALUE NOVA DINING COLLECTION
VISIT US AT THE
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FN352_Pages.indd CIMCJuly18.indd 1 71
For further information visit our showroom or contact us on: 01162875288 www.CIMChome.com
27/06/2018 15/06/2018 10:27 14:35
72 | Manchester Furniture Show Preview
Felix
The Sol collection has been a staple part
frame, and the Athens dining chair, with
chest and two-drawer bedside and, as well
of Seconique’s (stand C11, 0121 506 4888,
its faux leather bucket seat and black metal
as offering high quality at a competitive
www.seconique.co.uk) range for many
frame, are also new for the Manchester
price, it brings a modern look to any room
years, and due to customer demand a cream
show.
– especially when combined with the Felix
version has been added for 2018. The frame is finished in sprayed MDF, while the tops, handles and feet are traditional antiquecoloured solid pine. The Athens dining table, with its concrete-effect top and black metal leg
There is also a nest of three tables and a
bed. These are just a few of the products
coffee table to complete the collection.
available at Seconique, whose ranges cater
The popular Felix low sleeper sees the introduction of a grey version, with a three-
for all decor styles, from traditional to
piece bedroom set to match. The set consists
modern, and offer impressive value for
of a two-door wardrobe, three-drawer
money.
Visit us at the Manchester Furniture Show Stand D3
DB MIRRORS
Shabby ornate mirror collection Mirrored bedroom range
• Mirrors • • Mirror framed artwork • • Art Nouveau Mirrors • 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
FN352_Pages.indd 72
Contact Dave Butler T: 07715 690267
www.furniturerepairdistribution.co.uk
PeterBrownJuly18.indd 1
See us at the Manchester Furniture Show Central Hall Stand A12
12/06/2018 DBMirrorsJuly18.indd 09:05 1
|
E: dbmirrors@gmail.com
22/06/2018 14:09 27/06/2018 10:27
Stainga
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FN352_Pages.indd StaingardJuly18.indd 731
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27/06/2018 06/06/2018 10:27 09:00
SKIEN OAK
LIVING & DINING COLLECTION
Unique packages exclusively for Manchester Furniture Show WWW.HERITAGEFURNITUREUK.COM
HeritageJuly18.indd 1 FN352_Pages.indd 74
27/06/2018 10:27
Designer-Quality Furniture at prices within reach
Visit us at the
Manchester Furniture Show, Stand D20 Manchester Central, 15-17 July 2018 FN352_Pages.indd 75
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76 | Manchester Furniture Show Preview
KETTLE’S RECIPE FOR SUCCESS With new launches in both bedroom and dining furniture, Kettle Interiors (stand C40) is using the Manchester Furniture Show to reaffirm its position as one of the country’s leading furniture suppliers. As the company was busy putting the final preparations to its stand for the exhibition, we caught up with Simon Ainge, sales director, to discover more about the new collections …
Just like the dining collection, the new TT Bedroom is available in white or grey paint finishes
“We’re hugely excited about this year’s
furniture pieces. Offering that look, with the
know that one launch is rarely enough for
show as we’re bringing a range our
functionality and adaptability of modern
the company, and this year is no different,
customers have been asking for for a good
furniture ranges, it promises the same
with the launch of another new range in the
while,” says Simon. “In fact, ever since we
recipe for success, and comes in a broad
shape and classic style of the SW Bedroom
launched the Scandi-styled NT collection,
range of items for living and bedroom.
collection.
retailers have been asking us for a painted
Highlights for dining and occasional
Again, in a paint finish – but this time
version, and we’re now able to deliver that
include four sideboards of varying sizes
in options of both grey and white – SW
with the launch of the NTP range.
and a choice of extending tables, a display
Bedroom is suitable for period-style homes,
cabinet with lights, and a large TV cabinet,
with complementary hardware adding a
suitable for today’s super-sized HD TVs.
touch of detail.
“Across dining, occasional and bedroom, NTP comes in a gorgeous pale-grey paint that gives the range a really sleek look and
In bedroom, homes can benefit from five
Simon is keen to point out the importance
works beautifully with the unique light-oak
different chests, three wardrobes and three
of this range: “The launch of SW Bedroom
tops.”
sizes of bedside cabinet. From grand master
demonstrates that we are still very much
bedrooms to spare rooms, the NTP range
an all-round supplier capable of providing
has it covered.
retailers with furniture to fit the style of
The NTP collection uses the same design language as its successful sister range, featuring gently radiused corners and tapering legs inspired by classic Danish
FN352_Pages.indd 76
Any of those reading that are familiar with Kettle Interiors’ show appearances will
Victorian and period properties, as well as modern homes,” he says.
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Manchester Furniture Show Preview | 77
“While many of our ranges are versatile enough to be used right across the board – rustic finishes such as CW are a great
Highlights of the collection will be on show. So, what else? As Kettle
example of this – it is launches like SW
continues to broaden its
Bedroom that show our intent to remain as
portfolio, the Manchester
diverse as possible, so that retailers with
show is a perfect opportunity
any customer base can benefit from our
to show both The Mirror
great quality and value. Making the range
Collection and upholstered
available in classic white, as well as a more
dining chairs, which were
trend-led grey, only serves to broaden its
initially launched in January
appeal.”
and are proving popular with
SW Bedroom delivers a sturdy array of
retailers up and down the UK.
items covering everything needed to turn
For mirrors, Kettle
bedrooms into elegant spaces, including
Interiors is offering four
two sizes of bedside, three chests and three
traditional styles available
wardrobes.
in gold and silver gilt, with
Rounding off the introductions for
selected items also in a
this year’s show, Kettle Interiors is also
modern white. In a range of
extending its most popular design ever,
sizes, including an impressive
The TT Collection, with the launch of TT
slimline profile ideal for
Bedroom.
leaning against walls to
Bringing the same style and choice of grey
maximise the feeling of
Building on one of its most successful collections, Kettle Interiors has launched TT Bedroom to expand the collection
or off-white paint finish with contrasting
space, each mirror in The
lime-wash oak tops, TT Bedroom is
Mirror Collection comes with
certainly building on a solid foundation, and
bevelled glass and is individually boxed for
our UK stockholding – now in excess of
Kettle Interiors is hoping that the formula
ease of storage and delivery.
£5m – and have our own production and
works as well in the bedroom as it does for
“That’s why we’ve significantly increased
The Chair Collection continues the same
warehousing facilities in China and Vietnam,
ethos of choice and value, with luxury
so that we’ve always got replenishment
button-back and wing-back styles through
stock constantly on the water. We’ve also
short of extraordinary, and we are confident
to versatile scroll and wave-back chairs in
introduced lower pricing for free delivery
that it’s a style that will work well in the
a choice of fabrics including duck egg blue
on our wholesale service – now starting
bedroom too,” says Simon. “Styled to be
stripe and check.
at just £250. With mixed containers ready
dining and occasional. “The success of TT has been nothing
appealing to modern and period property
Even including a button-back office chair
for delivery in just eight weeks and online
owners alike, it delivers the look of classic
in white or grey, chairs are supplied in pairs
ordering, we’ve got everything in place
English hand-made furniture without
and can be included in any combination
to work with single-site independents or
the expense, and we’re sure this is a big
or number in any Wholesale, Stockist or
national retailers.”
contributor to the popularity the range is
Container order. With a growing product
now enjoying. There’s no reason why this
base marked by these latest introductions,
displaying some of its most popular oak and
won’t be the case in the bedroom.”
Simon is still keen to point out that Kettle
painted collections, Kettle Interiors will be
Interiors remains a service-focused
offering retailers some exclusive shopfloor
with an impressive array of items ranging
business: “With a product offering as
discount opportunities – interested parties
from three sizes of bedside cabinet, five
diverse as ours, we’ve had to make sure
should arrange an appointment to secure
chest-of-drawer permutations, four bed
that we have everything in place behind the
their display models.
options ranging from single through to
scenes, so that we can still offer the service
T 01536 444960
super king size, and three wardrobes.
expected, no matter the item,” he says.
E sales@kettleinteriorsagencies.com
Kettle Interiors is launching TT Bedroom
Kettle Interiors will also retain focus on its range of mirrors, available individually boxed
FN352_Pages.indd 77
Alongside previewing its new ranges and
Finished in a new pale grey paint, the NTP collection has been requested by retailers for some time
27/06/2018 10:27
78 | Manchester Furniture Show Preview
AN INDEPENDENT BUYING GROUP FOR INDEPENDENT RETAILERS Ahead of the Bed Show and its own autumn event, Minerva (stand A68) – a well-established, proactive independent buying group for furniture retailers in the UK, Channel Islands and Ireland – is coming to Manchester this month …
Minerva membership comprises a wide range of furniture and bed retailers, from small individual shops to larger independents. Minerva works closely with a worldwide base of over 100 suppliers, including many leading furniture brands, to secure the best possible prices, service and support for its members. The breadth of this product offer ensures there is furniture and beds to suit all tastes and interior styles, along with a wide selection of home accessories, lighting, mirrors and soft
A glimpse of last year’s Autumn Furniture Show, hosted by Minerva for non-members as well as members
furnishings. Minerva-exclusive products are offered by many suppliers, as well as exclusive promotional offers. Minerva also arranges container orders on a selection of unbranded exclusive products.
Minerva offers two levels of membership:
“We are run by a small team, who work
full, for furniture retailers; and associate,
closely with an elected board of directors,
for bed retailers.
who are all retail members of the group. We
The benefits of both are impressive
are here to work for and help our members,
Members can purchase small amounts –
– a generous rebate scheme, specially
and we all have the wellbeing of the
even as little as one piece – at container
negotiated settlement terms, control of own
members at our core.
prices, which is especially beneficial to
accounts, freedom to operate independently
smaller independents who do not require
with no compulsory purchases, and
each other is really valued by our members,
large quantities of stock.
exclusive products, to name but a few.
and we have regional meetings to network
Full members also enjoy complimentary
and share information.”
Two shows are hosted each year by Minerva: the Minerva Furniture & Bed
accommodation and a gala dinner at the two
Show in May, a members-only event; and
shows.
the Autumn Furniture Show in October.
Roy Beagent, group business manager,
“The camaraderie and willingness to help
Ahead of visiting the group’s Autumn Furniture Show this October, independent retailers wishing to find out more about
Although hosted by Minerva, the Autumn
comments: “The Minerva proposal is a
what Minerva can do for them will find
Furniture Show is open to all furniture
genuine commercial offer. We’ve designed
the group represented on stand A68 in
retailers, including non-members. Here,
our membership scheme to be really simple,
Manchester Central, and on stand K2 at the
over 90 exhibitors offer a wide range of
with a very affordable fee which is incredibly
NBF Bed Show in September.
products, effectively creating a one-stop
easy for members to recoup, as well as
T 01249 716195
shop.
gaining additional margins with the rebates.
www.minervafurnishers.co.uk
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Minerva
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80 | Manchester Furniture Show Preview
BREASLEY BOXES CLEVER This summer is set to be a busy one for Breasley (stand C65), and its activities kick off with the Manchester Furniture Show. It may be the first time the mattress manufacturer has exhibited there, but its team is very much looking forward to the experience … Uno Breathe, the brand’s first boxed mattress
“This is a completely new venture for us,
next-generation breathable memory foam
launch. Here, customers will be able to get
but we are excited to see what Manchester
for added comfort.
a flavour of the revitalised models, which
brings,” comments joint MD, Darren
The collection, as with the rest of the
have been designed to keep the range fresh
Crowshaw. “We are focusing on supporting
Uno range, features a market-leading
and appealing to both retailers and end
our independent customers, and wanted
full 10-year guarantee. All mattresses are
consumers.
to take this opportunity to showcase our
dispatched in a branded box, complete with
new range of Uno boxed mattresses, which
a welcome pack and safety cutter to release
move to pour all of our expertise into the
enables the indies to become part of the
the folded-and-rolled mattress inside.
Uno Collection, at the expense of trusted
hugely successful box-mattress market.”
Customers will be able to take advantage of
names such as Postureform and Flexcell –
Breasley recently launched the Uno
DHD, and of selected models on fast-track
but the Uno brand has gone from strength
next-day delivery.
to strength, so we feel it was definitely the
Breathe mattress, the first boxed mattress in the brand. Now it has added to the range
The new Uno boxed collection will also be
Darren adds: “As a company, it was a bold
right decision. “We have just commissioned a brand new
with the Natural Affinity Collection, which
supported by a range of marketing material
features wool, silk and cashmere, plus a
including a video, imagery and free in-store
state-of-the-art vacuum-packing machine
choice of spring counts. The collection
PoS.
at our Derby factory, which will keep us at
comprises the Spirit 1000, Tranquil 2000
Visitors to Breasley’s stand will be able to
the forefront of innovation and production
and Halcyon 3000 – the latter of which also
take a sneak-peek at the new Uno vacuum-
for years to come.”
features a pressure-relieving top layer of
packed collection, ahead of its autumn
www.breasley.co.uk
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Breasle
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82 | Manchester Furniture Show Preview
RECLAIM YOUR INDEPENDENCE, SAYS TCS TCS (stand A65) promises to deliver a wealth of products designed specifically for independent retailers – including furniture and flooring for every room in the home …
Royal Coil Superb mattress
Sit, relax and recline The new updated Motion Collection brings
vast array of options for individual models. There is over 50 combinations available,
successful mattress collections have also had a revamp. The Contemporary Sleep
together 11 of TCS’ top selling models with
across corner units, sofabeds, fixed or
range has been updated with new pillow-
added features to allow customisation of
scatterbacks, with footstools, extensions,
and box-top options bolstered by new fabric
each sofa.
150% width chairs and wing back chairs
toppings and additional styling. The popular
on certain models. All are supplied with
Royal Coil collection has welcomed the
leather, full semi-aniline leather facing
turnable foam seating and backs as
Superb and Supreme mattresses, combining
with high grade leather match to the back
standard.
with the well-established Essence and
Available in full semi-aniline Italian
and sides – or in cost-effective leather gel
Combined with high quality fabrics and
Opulence to expand the range to four.
or soft-touch, British-designed fabrics –
leading designs, stockists have the ability
retailers can promote a single floor model
to offer thousands of options from a single
TCS has it covered
with hundreds of combinations across
floor model.
At this year’s show, MD Thomas Small is especially keen to present TCS’ updated
varying price points. Sophisticated velvets
collection of carpets and flooring. On display
standard one-, two- and three-seaters, or
For the past 15 years, TCS has supplied
will be 18 distinct collections, each available
three-seater jumbos, with the the option of
retailers throughout the UK and Ireland
in up to 12 colours, complete with PoS
a cinema extension piece with storage and
with unique collections of dining chairs and
including space-saving stands, lecterns and
corner section.
tables.
swatches.
Retailers now have the ability to offer
All side arm pieces are available as
This year sees the addition of two
With the ability to order rolls or cut
manual recliners or with electric recline
sophisticated fabric dining chairs in lush
lengths, traditional carpet retailers or
systems.
velvets, which sit alongside a selection of
furniture stores with limited space for
velvet sofas. These new dining chairs include
carpet offerings can now join the TCS family
Have it your way
leather-look high backs and solid wood
to improve both their showroom traffic and
One of TCS’ major successes in recent years
diners.
margins.
fabric suites.This year has seen TCS add its
Sleep easy
T 00353 429 351351
trademark options to the collection, with a
To complete the furniture collections, TCS’
www.tcsimports.com
is its British-made Designer Collection of
FN352_Pages.indd 82
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Buoyan
sales@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 www.buoyant-upholstery.co.uk www.buoyant-upholstery.co.uk Telephone - 01282 691631
Telephone - 01282 691631
COME SEEUS USAT ATTHE THE MANCHESTER COME AND AND SEE MANCHESTER FURNITURE SHOW COME ANDFURNITURE SEE US AT THE MANCHESTER SHOW COME AND SEE US THE MANCHESTER Buoyant Upholstery build a century’s worth of knowledge, experience Buoyant Upholstery buildover over a AT century’s worth of knowledge, experience FURNITURE SHOW and quality every piece of furniture we make. andFURNITURE qualityinto into every piece of furniture we make. Buoyant Upholstery build over a century’s SHOW worth of knowledge, experience and quality into every piece of furniture we make. experience Buoyant Upholstery build over a century’s worth of knowledge, and quality into every piece of furniture we make.
SStella tella
SStella tella SStella tella SStella tella
e Provence Provenc
ce Provence Provnecn e e v Provence Pro
Stand B61 and C46 at Manchester Central e Provence Provenc 15th -C46 17that 2018 Stand and C46 atJuly Manchester Central StandWeB61 B61 and Manchester Central will be launching a new & exciting collection of sofas & -compliment 17thJuly July 2018 accent15th pieces toour existing range. 15th 17th 2018 Stand B61 and C46 at Manchester Central Also take a look at our ILIV range on neighbouring Stand A64 We will be launching a new & exciting collection of sofas We will be launching a new & exciting collection of sofas & & accent pieces to17th compliment our2018 existingrange. range. 15th July accent pieces-to compliment our existing aalook ILIV& range onneighbouring neighbouring Stand A64 Also take look at our ILIV range on Stand A64 WeAlso willtake be launching a new exciting collection of sofas & accent pieces to compliment our existing range. Also take a look at our ILIV range on neighbouring Stand A64 MADE IN THE UK
MADE IN THE MADE INUK THE UK
MADE IN THE UK BuoyantJuly18.indd 1 FN352_Pages.indd 83
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Bringing the attitude to Manchester.
LaZBoyJuly18.indd 1 BS3400_ La-Z_boy_Furniture News DPS_AW_July.indd 1 FN352_Pages.indd 84
27/06/2018 10:28
Introducing Urban Attitudes and other new products.
The Manchester Furniture Show 15-17 July.
www.la-z-boy.co.uk
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86 | Manchester Furniture Show Preview
BEDDING IN FOR A BIG REVEAL The world’s bestselling recliner brand, La-Z-Boy, is preparing to present its largest stand yet (stand C21) at the Manchester Furniture Show – a platform fit for the launch of its new bed and mattress collection. Mark Draper, marketing director of La-Z-Boy UK, gives Furniture News a taste of what visitors can expect …
La-Z-Boy UK is set to make a big impact at this year’s show, having taken a prominent stand to display new product categories alongside its latest upholstery ranges. The brand’s headline news is the introduction of a new bed and mattress
Ellington
collection, which will be unveiled at the exhibition – giving visitors an idea of what’s to come from the full La-Z-Boy sleep collection, to be officially revealed later this year. “Our sleep collection takes many of the elements that people love about La-Z-Boy – its commitment to comfort, dependable quality, choice of upholstery and selection of styles – and brings them to the bedroom as well as the living space,” says Mark Draper. “At Manchester we’ll be previewing the collection, including our three luxurious Fitzgerald
UK-made mattresses, a number of bed frames which are available in a wide selection of La-Z-Boy fabrics and leathers from our upholstery ranges, and divan and ottoman bases. “Once the full collection launches, there will be something to suit every taste.” The brand will also present its latest upholstery innovation, Urban Attitudes. Featuring a specially-designed reclining mechanism, Urban Attitudes offers the contemporary styling of city chic static furniture on legs, with the benefits of a
range of luxurious, eye-catching new fabrics
concealed recliner mechanism, while a
offers a modern feel.
Additions to La-Z-Boy’s popular Originals Collection and Comfort Studio Collection will also be on display.
Lisbon three-seater, Urban Attitudes
“We had an amazing reaction to Urban Attitudes at the January Furniture Show,” Mark continues. “It brings a breath of fresh air to what is currently available on the high street, all available with the latest on-trend fabrics and an array of leathers. “The unusual hidden sensor-touch recline mechanism, which has been specially designed for La-Z-Boy, makes the range totally unique and very desirable.” At the time of going to press, more elements of the stand were still to be confirmed – so visitors to stand C21 should expect a few surprises …
www.la-z-boy.co.uk
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Seconiq
Seconique
with MARLBOROUGH
ON ST US
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C11
D AN
NORDIC BEDROOM
SEE
Furniture
FS 2 0 1 8
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SeconiqueJuly18.indd FN352_Pages.indd 871
20/06/2018 27/06/2018 08:33 10:28
88 | Manchester Furniture Show Preview
AN EXCLUSIVE OFFER FROM ASHLEY MANOR In a homage to well-loved classics, Ashley Manor Upholstery (Charter 4 in the MidPoint Foyer) is set to unveil new sofa designs in different colours, patterns and textures, which promises to imbue its living collection with a breath of fresh air …
Hetty
“This year we are showing privately in
which pick up key directional form and
Charter 4, with a new collection we’ve been
function trends.
keeping under wraps,” says sales director
Specifically designed for modern living,
“Our new fabrics are livelier, more lush and multi-dimensional,” says head of fabric, Katherine Reid. “From tonal velvets
each distinctive sofa range promises quality
and practical plains to delicious accents that
craftsmanship, with looks to suit every
play with cut pattern and 3D textures, we’ve
and plenty of choice for sociable, stylish 21st
taste – simple, sleek, practical and stylish
had fun with this fresh new collection.”
century living.”
designs contrast with glamorous opulent
Mike Storey. “There will be some shapely surprises,
Entry to Ashley Manor’s show display is
collections, with options to suit rustic
by VIP invitation only.
and style play a key role in this year’s new
country lifestyles, grand manor houses or
T 01384 486800
collection, which features modern designs
cosy and modern new homes.
www.ashleymanor.co.uk
According to the manufacturer, shape
Monroe
FN352_Pages.indd 88
Hobbs
27/06/2018 10:28
AshleyM
A new wardrobe of colour, pattern and texture and plenty of shapely surprises too... Showing in Charter 4 at Manchester Furniture Show
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90 | Manchester Furniture Show Preview
MIXED MEDIA MASTERS Bolstering the already-impressive fruits of its collaboration with Kleo, Bluebone (stand D71) will present new products with a focus on clean, seamless steel frames, bringing the appeal of old, weathered wood to the fore in its living and dining ranges. Ocean
Bluebone’s extensive offer presents retailers
style of the Gatsby era, and offer a wealth of
with the opportunity to select exclusive
living, dining and bedroom combinations.
products – or instead opt for powder-coated frames and sanded-down boatwood. In Bluebone’s Industrial Luxe collection,
b
w
The result is a further extension of Bluebone’s industrial look, which will take centre stage at Manchester. Birdcage wire
old gold, glass and natural leather are
frames, mid-century hairpin legs, vintage
brought together in both the Gatsby and
apothecary or French bistro-style and
Woven ranges.Natural materials such as teak
more all come together within this eclectic
and leather mix well with the glamorous
collection, which harks back to numerous 20th century styles. According to the importer, the use of mango wood and a uniform metal finish create endless possible combinations, enabling the curation of impressive displays – while home accessories to complement the look, from vintage poster collections to vegan-sensitive hunting trophies, can be selected. Finally, there will be new seating additions which match Bluebone’s extensive dining collections. Dining, counter and bar seating can be employed to soften the industrial look – or can bring colour to white farmhouse dining looks.
E sales@bluebone.co.uk Cooper chairs
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www.bluebone.co.uk
Gatsby
27/06/2018 10:28
Bluebon
Come and see us at the Manchester Show 15-17 July stand D71
bluebone www.bluebone.co.uk
BlueboneJuly18.indd 1 FN352_Pages.indd 91
River Mill II, Park Road, Dukinfield, Cheshire SK16 5PD TEL.: 0161-330 8959, sales@bluebone.co.uk Facebook: BlueboneImports Instagram: bluebone.co.uk
13/06/2018 27/06/2018 12:37 10:28
Picasso, the art of dining
MFS FOYER 1 +44 (0)1249 821 748 rowico.co.uk
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94 | Manchester Furniture Show Preview
ROWICO UNVEILS THE ART OF FURNITURE Rowico UK (Foyer 1) is renowned for using the Manchester Furniture Show to launch engaging additions and new furniture collections, and this year’s event is no exception …
.
Picasso Collection, the art of dining
The show will see the launch of Rowico’s Art
Other developments at this year’s show
coffee table, console unit, lamp table and
of Furniture portfolio, comprising stylish
include the expansion of Warwick Ivory
bench, all of which highlight the range’s
and modern collections with a focus on art
into the bedroom, along with the addition
architecturally-inspired framework.
and design. The range, which incorporates
of an extendable round dining table in
The sideboard is the star of the show –
Lowry, Tate (in two colours) and Picasso,
both Warwick colourways. According to
with its muted monochrome tones and panel
also delivers attractive contemporary chairs,
the company, its oval shape adds a sense
detail, it is suitable for any social living
which complete the look.
of understated opulence to any dining
space.
Tate expands Rowico’s industrial repertoire, featuring up-to-the-minute
environment. The handcrafted Maya Rattan collection
Also launching at this year’s show will be further additions to Rowico’s dining
brass-toned metalwork with metallic
sees a fresh new look, with the addition
chair collection. With 37 variants already
nutmeg-coloured surfaces. Tate will launch
of several unique storage solutions in a
on offer and more to come at Manchester,
exclusively at this year’s show in a charcoal
whitewash finish. With its stylish and hard-
Rowico provides a seating solution for every
and gunmetal colourway. The collection will
wearing hand-woven basket design, Maya
occasion.
also be expanding to include dining tables,
Rattan has become a firm favourite amongst
bookcases and sideboards.
Rowico UK’s customer base.
Lowry is the more established collection
The whitewash adds a modern summery
“Showcasing our new products at the Manchester Furniture Show is a great opportunity for us to be able to share our
within Rowico’s contemporary portfolio,
tone to the pieces – making the Manchester
enthusiasm and passion for our products
while Picasso takes its inspiration from
Furniture Show the ideal place at which to
with customers both old and new,” explains
the company’s Scandinavian roots. An
launch them.
UK business director, Caroline Henchcliffe.
impressive, minimalist design, Picasso
Rowico’s new Oxford collection takes
Visit Rowico UK in Foyer 1 to see the new collections and experience the Art of
highlights the elegant simplicity of the table
pride of place amongst the launches. A
and draws attention to the finish. Available
dining collection featuring reclaimed tops in
Furniture in person.
in natural or smoke finishes, Picasso is
co-ordinating monochrome tones, Oxford
T 01249 821748
designed for open-plan, modern-day living.
comprises a 1.8m dining table, sideboard,
www.rowico.co.uk
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Stroolm
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1p – that’s how little it costs to protect your furniture and flooring when you choose these top tips from Stroolmount. Each quality tip is a cushioning layer of self-adhesive felt that you simply stick to the feet of your furniture. “The trade invest all their time, effort and money creating furniture and flooring that their customers will love.” says Stroolmount’s Gill Finch, “So it makes sense to spend a few pence protecting it and creating genuine customer goodwill. We’ve saved companies thousands in costly repairs, replacements and insurance claims, plus saved them hikes in their premiums for next time.”
Stroolmount pride themselves on producing the best quality products with the best service, often working directly with clients to create bespoke solutions. For example, when a hotel’ staff couldn’t move the heavy bedside cabinets to clean the rooms, the client naturally turned to Gill.
BEWARE OF CH EAPER, INFERIOR ALTER NATIVES “Unlike som
e others,” says Gill, “our felt is 5mm thick so it’s thic ker and our adhesi ve is proven to be stronger than m ost, so you can rely on it.”
“We developed height adjustable glides” explains Gill, “allowing them to both move the heavy furniture easily AND protect the hotel’s uneven floor.”
STROOLMOUNT IS A ONE-STOP SOLUTIONS SHOP: SELF-ADHESIVE FELTS: A short-term high quality anti-scratch solution to cushion floors from heavy furniture. Available pre-cut or on a roll. QUICKCLICK GLIDES: A multi-award-winning long-term solution exclusive to Stroolmount. Its click-in interchangeable and replacement base glides help protect wood, laminate, vinyl, carpet and tiled floors. FURNI-GLIDES: These PTFE glides help heavy furniture, even recliner sofas to slide easily across carpet. MOVE IT PADS: A temporary solution so one person can easily glide heavy furniture across hard floors and carpet
Stroolmount don’t sell directly to the public: they point them to a stockist from their website. www.stroolmount.co.uk: sales@stroolmount.co.uk
CALL : 01942 2712 7 1 FN352_Pages.indd 95 1 StroolmountJuly18.indd
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96 | Manchester Furniture Show Preview
DIFFERENT, YET AFFORDABLE Blackburn’s Heritage Furniture (stand D20) has never been one to back down from a challenge. When the company re-emerged as a serious cabinet player in 2015, MD Saeed Mohmed promised to reinforce its new branding and product portfolio with a sustained effort to offer the end-customer “something different” at every turn – and while the Manchester show will see Heritage in consolidation mode rather than breaking new ground, it’s a timely opportunity for prospective stockists to see what all the fuss is about …
Colmar
“There’s no use hiding from it – we’ve been hearing the market is tough, and
Skien
sweet spot in between. What emerges are the likes of the
our manufacturing strategy come to the fore – we focus on being as lean as
we appreciate the challenges retailers
mid-century-inspired light oak Skien, the
possible, reducing cost whilst maximising
face,” says Saeed on the eve of the show,
Scandinavian-cool Harkuta, and the Shaker-
quality. And I believe the results speak for
reiterating his earlier promise. “Our strategy
style Sedona – all distinctive, characterful
themselves.”
has always been to ensure our stockists can
ranges which give retailers the chance to
maximise their margins, by offering them
differentiate themselves from the big-box
which benefits from ongoing investment,
products with greater consumer appeal
mainstream.
in everything from services and staff to
than they can find elsewhere – and I’m
Since their launch in January, these
Behind all this is an infrastructure
production and storage. A new website
proud to say that we’re sticking with this
ranges – together with the French-style,
makes choosing and ordering product easier
philosophy.”
lime-washed Colmar, which will also be
than ever, while fresh PoS materials and
available in an oak finish at Manchester –
marketing support ensure retailers always
have performed well (Skien in particular,
have a story to tell.
Today, Heritage’s approach is probably more important than ever. Thanks to myriad channels and a fiercely competitive market, consumers have more
selling out within just two months). And these are just the tip of the iceberg.
“It’s all about making it easier for our partner retailers on the front line,” says
choice than ever, and it’s imperative that
Heritage stocks more than 20 collections
Saeed, “while supporting them with quality
retailers cater to their increasingly diverse
in its 100,000ft2 warehouse, representing a
ranges and helping them maintain their
demands.
huge investment in making sure its stockists
revenues in this difficult climate.”
To achieve this, Heritage aims to deliver designer-quality ranges which stand out from the crowd, yet remain affordable. It
have the right products available, whenever they need them – at the right price. “That said, just because a product is
There’s further investment on the horizon, but the most important reveal is yet to come, and it promises to be a gamechanger – to find out more (and something
does so by taking an inventive approach to
affordable, it shouldn’t mean it offers
design, looking closely at consumer taste
the retailer lower margins,” points out
different), pay Heritage’s stand a visit.
and available materials and finding the
Saeed. “This is where the strengths of
www.heritagefurnitureuk.com
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JFSJuly
5 Halls | 4 Days | 1 Must-Attend Show
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98 | Manchester Furniture Show Preview
PREPARE TO SHARE GALLERY’S VISION Gallery Direct (stand B35) will exhibit a wide range of products at the show, while promoting its Complete the Look concept, which is designed to give retailers ideas for how to accessorise furniture displays. Alongside its in-house design team, Gallery is an expert in selecting products that complement each other – and the company wishes to share this knowledge with its clients …
Brixton sideboard
“Furniture displays can look unappealing
tops, which resemble polished stone with a
“The beauty of the character coming
if they are too bare,” says sales and
metallic bronze hue. The oak is brushed out
through on the oak and the light-catching
business development director, James
to show the grain with a dry natural finish.
burnished tops, combined with the strong
Hudson. “Adding co-ordinating pieces and
James says: “Brixton fits perfectly into
shapes, make Brixton a striking and
accessories is a great way of providing the
our Elegant Industrial style. The collection
appealing collection, yet one that would suit
finishing touch, as they add personality
has an architectural look, with its strong
a range of interiors.
and give the overall look. And it can lead to
true lines. It is modern, yet keeps a
upsales as retail shoppers are often tempted
connection to Art in Industry, which is the
pieces such as the Carnaby chair, and then
to buy additional items.
arts and crafts movement of the turn of the
complete the look with lights, mirrors and
century.
other accessories.”
“Even small floorspace areas or windows
“Combine it with occasional furniture
And it is not just retail premises
can greatly benefit from being well styled. A single piece of furniture with accessories arranged on and around it can be really enticing to customers.” To help its clients, Gallery has
Carnaby chair
that can benefit from Gallery’s help with selecting products which look good together. Online shops can tempt customers to make
produced five Complete the Look
additional purchases by suggesting
leaflets – Elegant Industrial, Artisan,
complementary products, and the
Bohême, Nord and Luxe. Each shows
Complete the Look leaflets are
a selection of Gallery products which
an indispensable tool for interior
work well together.
designers.
Elegant Industrial includes
Why not visit Gallery’s stand to see
Gallery’s stylish Brixton living and
its Complete the Look displays and
dining furniture collection, which
discover some inspiration for your
is made using solid European rustic
business?
graded oak, renowned for its unique
T 01795 439159
character, with burnished resin
www.gallerydirect.co.uk
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Oriental
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100
OUT & ABOUT
Event: Minerva Members Furniture & Bed Show Gala Dinner Location: Chesford Grange Hotel, Kenilworth Date: Tuesday 22nd May Lowdown: Closing the first day of the buying group’s members-only show in Stoneleigh Park Exhibition Centre, Warwickshire, buying group Minerva held a champagne reception and gala dinner for 235 guests, which comprised a mix of member retailers and preferred suppliers. At the dinner, Minerva chairman Martin Lukehurst presented exhibitor Derry’s with the award for best stand. The meal was followed by live music from Beatles tribute act, The Upbeat Beatles.
www.minervafurnishers.co.uk
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OUT & ABOUT
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LIVING ROOM Culinary Concepts (01252 852235,
Pickering in herringbone moss
www.culinaryconceptsliving.com) is renowned for its innovative designs and use of luxurious materials. Its new 2018 furniture range features an array of varied and unique designs inspired by contemporary and classic styles. From statement velvet armchairs and footstools to marble console tables and handcrafted leather bars, everything in Culinary Concepts’ range embraces the trends of the moment, and is designed to bring sophisticated individuality into the home. Contact Culinary Concepts to see the new collections in person at its showroom in Hook, Hampshire.
Wood Bros’ (01920 469241, www.woodbros.co.uk) has collaborated with renowned British woollen mills Harris Tweed and Abraham Moon this year to create a sumptuous collection of 100% wool sofas and chairs. A variety of upholstery designs is available, drawing on a new extended fabric and leather swatch.
Hydeline Furniture (01908 968228, www.hydeline.co.uk) has reported another year of “exceptional growth”. The company reports that its turnover was up nearly +300% in 2017, and that it is on course to repeat this successful performance this year. To bolster its existing success in the UK market, Hydeline has introduced a custom-built showvan, which is set to take its new products across the nation from this month. Present and potential stockists will be able to relax in the comfort of this mobile heated showroom and view new and existing models including the Buckingham chesterfield, one of the real success stories of this year’s January Furniture Show. Interested parties should contact
Hydeline’s new showvan is now on the road
Hydeline’s office or local agent for more details. Looking to the future, Hydeline continues to develop its already-extensive product portfolio, and is currently working with interior design specialists to develop the brand, further incorporating more noticeable elements of British heritage and design, in advance of launching into other Billingham
FN352_Pages.indd 102
European markets next year.
27/06/2018 10:28
Shanka
THE COLOUR OF SUMMER @
£59
£199
Polo Blue Linen
Colonial Blue
049-06-01-05-01
078-29-29-16-01
£169
£225
605-06-25-02-01
075-26-28-10-03
Sapphire Blue Linen
Indigo Blue
SUMMERTIME BLUES • Elegant designs
•
Manufactured to the highest standards
• Versatile and fit for any setting
• Very comfortable
01902 399764 • sales@shankar.uk.com • www.shankar.uk.com FN352_Pages.indd ShankarJuly18.indd 103 1
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104 | Living Room
Impex Furniture (007 903 632 8934, www.mebel-impex.com) specialises in upholstered armchairs, rocking chairs, gliders and related products. According to the company, rocking chairs are now considered a ‘must have’ in many households – particularly for those needing to relax after a long day’s work, and mothers trying to rock their babies to sleep. Adhering to a philosophy of comfort and warmth, Impex Furniture strives to offer its customers superior quality models, all made from high quality materials, and backed up by strong services. Its models benefit from: natural wooden frames and high quality components; reliable swing mechanisms; and a broad selection of colours and textures. Available quickly through large stocks, at competitive prices (and in demand allyear round), Impex Furniture’s offering would suit any retailer looking to broaden their offer and maximise floorspace
Te
returns – anyone interested in being one of the first to bring this unique collection
Te
of innovative armchairs and gliders to the UK market should contact the company to find out more.
Capri
GIE (02830 861678, www.gieireland.com)
GIE’s mission is to build strong long-
“GIE has been a trusted supplier of
is a leading furniture wholesaler based in
term relationships with each customer,
hundreds of retail shops, and we look
Northern Ireland.
while offering an exclusive range of unique
forward to continuing our growth in this
home furniture products.
fast-paced industry.”
For over 30 years, GIE has operated as a family-run company, distributing furniture
“Over the years our customers have
Interested parties should visit GIE’s website to view its wide portfolio.
throughout Ireland and the UK. Today, it
become our friends,” says a company
offers an extensive collection of high quality
spokesperson, “and our furniture has
GIE is also currently seeking a motivated
products including upholstered furniture,
gone from strength to strength as we
sales agent to represent the company in the
beds, bedroom furniture, dining, occasional,
continuously launch exciting new products
UK – any enquiries should be directed to
garden furniture, home accessories and a
to meet – and sometimes set – new market
patrick@gieireland.com, or by calling 02830
range of sofas.
trends.
861678.
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GIEImp
Wholesale WholesaleFurniture Furniture Wholesale Furniture Wholesale Furniture “We “We Travel Travel thethe World World soso you you don’t don’t have have to!” to!”
“We the World Worldsosoyou you don’t have “WeTravel Travel the don’t have to!”to!”
Tel: Tel: +44+44 (0) (0) 28 28 30 30 861861 678678I Email: I Email: patrick@gieireland.com patrick@gieireland.comI Web: I Web: www.gieireland.com www.gieireland.comTel: +44 Tel: +44 (0) 28 30 861 678 I Email: patrick@gieireland.com I Web: www.gieireland.com
Tel: +44 (0) 28 30 861 678 I Email: patrick@gieireland.com I Web: www.gieireland.com
Beds Beds Beds
Beds Dining Dining Dining
Dining
FN352_Pages.indd 1051 GIEImportsJuly18.indd
Sofas Sofas
Sofas Garden Garden
Garden
Furniture Furniture Furniture
Furniture Occasional Occasional Occasional
Occasional
27/06/2018 21/06/2018 10:29
106 | Living Room
Empire
HFS Upholstery (01254 54266,
own collection of British-made sofas –
the past 30 years,” comments an HFS
www.hfssofas.co.uk), manufacturer and
which has been designed to suit today’s
spokesperson, “and have seen the changing
importer of high quality Italian sofas, offers
market, offering highly-competitive pricing,
patterns in consumer spending. Today, retail
a wide variety of models in Italian leather,
and promising stockists suitably strong
prices must be under £1000 to see sales flow
soft-touch velour and more.
returns.
– we now have a range that will suit this
The company is currently launching its
“We have been in this industry for
trend towards value.”
T: 0800 012 1511 E: sales@plantationrug.co.uk www.plantationrug.co.uk
The Plantation Rug Company’s Summer Makeover • 10 New ranges • New Indoor/Outdoor rugs • New 2018 catalogue in larger A4 format Find us on Facebook and Instagram for News & Competitions PlantationRugsJuly18.indd 1
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JaipurJu
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108 | Living Room
“The sun is out, and the customers have arisen from their slumber to be tempted by our giftware and dining sets,” says Febland’s (01253 600600, www.febland.co.uk) Stephen Ward, who is enjoying renewed interest in various product areas. “Our mix-and-match tables and chairs come in many colours and styles, and we add to this selection by upholstering in your own choice of fabric. “Meanwhile, the large clocks have been a winner, as both practical features and ensuring you can never be late! Then there’s our LED wire lamps, which are safe and effective, and our 3D wall art, which creates an illusion of movement.”
Kinetic wall art
Urbino Standard in fawn
This year, Sweet Dreams (www.sweetdreamsuk.com) has enjoyed rewarding sales from its two imported fabric recliners. Urbino, a corner suite with two power recliners, has performed particularly well. Urbino comes in two variants: Standard, a four-seater corner; and Deluxe, a five-seater. Both feature solid construction and quality materials, comprising zig-zag springs and a solid wood/polywood frame. The seat cushions are made from high-density foam, and the back, polyester fibre. Urbino is available in two colours, fawn and smoky. Both feature a smart contrast leather trim to the sides. ‘This really has been a bestseller for us since its launch in January,” says sales manager Nick Williams. “The sit, the looks and the price combine to make it a very attractive proposition both to buyers and on the shop floor.”
Febland Group Ltd
Flag House, Ashworth Road Blackpool, Lancashire FY4 4UN
Tel: 01253 600 600 Email: info@febland.co.uk
www.febland.co.uk FURnITURE sHOWROOM O p E n 7 Days a W E E k
FeblandJuly18.indd 1
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HFSJul
MA
N U FA
CTURERS OF FINE UPHOLS
TER
Y
UK SUPPLIERS OF ITALIAN LEATHER SOFAS
BELAIRE RECLINER CORNER
SOPHIA
(leather air, black, grey, tan,brown) 2 week delivery UK
Itailian madras leather / match (black , brown, grey, ivory cream) COMING SOON
2RC2R £495 +VAT
3+2 £495 +VAT
SHARON Italian (munich suede soft touch brown, grey, cream, camel, charcoal) COMING SOON
3+2 £495 +VAT
KIERA Soft touch Italian fabric (grey, charcoal, brown, camel) COMING SOON
3+2 £495 +VAT
FRENSHAM
DENVER
Fabric (cannes, metal, silver, cafe , bIscuit, ivory black) 2 week delivery UK
Fabric ( broken cord, mink, camel, charcoal, brown, silver) 2 week delivery UK
3+2 £495 +VAT
3+2 £495 +VAT
All our soft upholstery is available in various fabric ranges
HFS Upholstery Ltd Manufacturer & Importers Rosewood House, Rosewood Business Park, St James Road, Blackburn, Lancashire BB1 8ET T: 01254 54266 F : 01254 54244 M: 07890 566927 E: hfssofas@gmail.com www.hfssofas.co.uk
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DINING
110
Baker Furniture (07739 087528, www.bakerfurniture.co.uk) offers some 16 dining styles, including the contemporary Panama dining and occasional range. Panama offers 14 pieces, including two sizes of extending dining table, wide sideboard, console table, coffee table, lamp table and TV unit. Panama also features concealed extensions and sleek, easyto-clean ceramic tops. Baker Furniture plans to present new ranges alongside its successful Rustic Oak, Heritage and Reclaimed collections at the Manchester Furniture Show this month.
Panama
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 any dents.
In line with this year’s trending tones,
breathe new life into rooms of all sizes – the
offering a carefully-selected portfolio full
Shankar (01902 399764,
supplier has high expectations for models in
of fresh designs wholesale, through DHD –
www.shankar.uk.com) has brought a
these cool shades this year.
Shankar can provide a store-to-door service
new wave of blue models to its range, in
A family-run business, Shankar prides
fine fabrics across a range of attractive,
itself on being one of the UK’s leading
functional frames.
designers, importers and distributors
in just 24 hours thanks to its large stocks – or as direct container purchases. Shankar works hard to stay on top of the
of quality furniture. Based in the
latest trends in design, fabric, colour and
from rich colonial tones to sapphire and
West Midlands with a head office in
texture, bringing customers a constant flow
indigo, Shankar’s stylish and comfortable
Wolverhampton, the company specialises
of new ideas – all of which can be mixed
dining, accent and armchairs promise to
in hardwood dining furniture and chairs,
and matched to suit.
Sporting various colours of true blue,
FN352_Pages.indd 110
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111
Beautiful For Armchairs - Current Best Sellers Something The Conservatory Or Veranda
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QUALITY EUROPEAN (BEECHAND AND OAK) CHAIRS QUALITY EUROPEANHARDWOOD HARDWOOD (BEECH OAK) CHAIRS ALL AVAILABLE FROM STOCK FINISHING SERVICES AVAILABLE EMAIL OR CALL
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BEDS & BEDROOM
Launching at the Manchester Furniture Show this month, the SW Bedroom Collection is one of three new ranges for autumn/ winter 2018 from Kettle Interiors (01536 444960, sales@ kettleinteriorsagencies.com). “We’re excited about the launch of the SW Bedroom Collection,” says sales director Simon Ainge. “Available in two exquisite colours, it demonstrates that paint finishes are still a major force, and helps us to strengthen our position as one of the UK’s leading suppliers of painted furniture.” Offered in classic white and new moonlight grey finishes, the timeless styling of the SW Collection promises to bring a touch of character and charm to any bedroom. Presented in an array of items including two sizes of bedside and various chests of drawers, this competively-priced collection is available from UK stocks through Kettle’s Wholesale and Stockist service, as well as mixed containers, supplied in just eight weeks.
Park Lane Beds (0121 389 4262, sales@parklanebeds.co.uk) manufactures a strong range of beds and mattresses using locally-sourced natural materials including fine mohair, silk, wool, cashmere, bamboo and cotton. Made by skilled craftsmen with years of experience, the company’s popular range of Cool Gel and memory foam mattresses conform to the sleeper’s body shape, offering support while keeping them cool. As it strives to offer customers excellent value-for-money lines, Park Lane Beds engages in a process of constant improvement and innovation, backed up by superior customer service, handled by dedicated sales and support staff. Park Lane is also working hard to reaffirm its eco-conscious credentials, recycling its cardboard and plastics, and investing in energy-saving lighting throughout its factory.
“SWEET DREAMS ARE MADE OF THESE.” (SINCE 1852)
Eric Mostert, Hästens Partner, Netherlands FED UP WITH PRICE MATCHING YOUR TOP END BED SALES? We have the solution. We want you to join The World of Hästens. For more information on becoming a UK stockist and selling Sweden’s finest handmade beds contact: oliver.bowen@hastens.com
BE AWAKE FOR THE FIRST TIME IN YOUR LIFE
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Mulliners Works 154 Bordesley Green Road, Bordesley Green, Birmingham . Mulliners Works B8 1BY. 154 Bordesley Green Road, Email info@siestabeds.co.uk Bordesley Green, Birmingham Tel: 0121 773.9969 B8 Fax1BY. 0121 766 741 Email info@siestabeds.co.uk Tel: 0121 773 9969 Fax 0121 766 741
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Hyder Living (01484 531000, www.hyderliving.com) has introduced the Magna ottoman. The clean, contemporary lines of the deep padded headboard, finished in a grey linen, makes the Magna style suitable for homes requiring modernity and space-saving storage. Alongside the winged Copenhagen, in a velvet-style fabric, and the tall and elegant headboard of Buckingham, Magna upholds Hyder’s reputation for leading ottoman beds. “Alongside our famed bunks, many retailers know the Hyder Living name for our stunning ottomans, and we’ve something of a reputation for delivering great quality and value in every style,” says director Biny Hyder. “Magna is a simply-styled ottoman that sacrifices nothing in elegance, space-saving practicality or sleeping comfort. Teamed with one of our Natural Collection mattresses, the sprung slatted
Duke 3000, one of the beds from Sweet Dreams’
base of Magna is sure to offer a perfect night’s sleep, as well
(www.sweetdreamsuk.com) luxury Royal Pillowtop collection, has
as provide ample room to hide away less-used items and spare
been performing well on the sales floor this summer. The bed epitomises classic comfort, offering a sprung pillowtop
bedding.”
with 1000 springs, 2000 pocket springs in the main mattress and a tufted luxury damask cover. Generous layers of traditional fillings make it ideal for those looking for sufficient support with no stinting on comfort. A lined base is now available, in a choice of four colourways – chocolate, black, cream and gunmetal – and the castors come gold coloured on chocolate and cream, and chrome coloured on black and gunmetal. As with all the beds in the Royal Pillowtop collection, Duke
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3000 comes in three sizes – 135, 150 and 180cm. As well as drawer options there is a choice of three ottomans – side opening, front
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opening and half front opening, plus a three-store option (half ottoman with drawers).
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World of Opportunity
SEEK COMFORT.
Engage a
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.
For more information about the Modern Living Collection, please contact us by email at enquiries@deluxe-beds.co.uk or call 01484 427 373. www.deluxe-beds.co.uk
Contact us on (+44)1424 776101 or visit the IAFP website to find out more.
Deluxe Beds, Beacon Street, Birkby, Huddersfield, HD2 2RS, United Kingdom
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The International Alliance of Furnishing Publications (IAFP) is an association comprising the leading industry trade publications in 19 countries.
Deluxe Beds have spent twenty years honing their craft and building bed after bed to create the varied Modern Living Collection of over 20 beds. From soft to firm, open coils to pocket springs, from memory foam to latex, you can choose from a number of beds with unique features to best satisfy your customers, regardless of their requirements.
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Park Lane - Trade Ad A4 2018.pdf
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Central Hall | Stand: A1
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Central Hall |STAND Stand: A E-80
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High quality woven • flag Non-turn mattress (rotatable) king size mattress • Air •ventilators and flag stitchdamask handles.fabric • Storage option available • Storage options available • base Storage available • Divan base fitted with shepherd castors and corner guardsdifferent c • Divan fittedoptions with shepherd castors and corner guards • Available various • 3 rows of side stitched mattress borders • Headboard & divan bases availableinin ten Gel Memory 2000 • Headboard & divan bases available in ten with air vents and handles different colours of fabric different colours of fabric • 2000 pocket sp • No turn mattress • Memory gel an • A wide range of luxury base options • Luxurious soft to available in a choice of colours • Air flow mattres • Micro quilted m • No turn mattres Royalty Britannia Royalty • Body pressure re • Micro quilted d Memory Gel 2000 Memory Gel 2000 • Luxury micro-quilted pillow top mattress with a knitted • Mayfair 9000 heat treated pocket springs in a king size m Memory Gel 2000 • Luxury micro-quilted pillow top Mayfair mattress with a knittedcastors and link stretch cover • Fillings include pure lamb’s wool, silk and cashm 2000 pocket springs in a king size mattress • Memory elastic foam on an Orthopaedic spr •• 2000 pocket springs in a king size mattress stretch cover •a king Memory elastic foam onand an • Memory gel and soft layers of fillings • 2000 pocket size mattress • Natural Latex fillings • • 4springs rows ofinmattress side stitched mattress borders, alsoOfi Air flow borders with handles • Memory gel and soft layers of fillings • Natural Latex fillings • Luxurious soft touch knitted fabric • Airofflow mattress borders with • Memory gel air and soft layers fillings • 3000 suspension pocket in afabric king size mattress vents flag stitched handles. brass airand vents • airLuxurious soft touchspring knitted • 3000 airLuxurious suspension pocket spring inbrass afabric king size mattress • Air flow mattress borders with air vents air vents • soft touch knitted • Shapes to the contours of your body • 3 rows of side stitched mattress borders air vents • Hand tufted mattress finish with pure •• Air flowquilted mattress borders with airwith vents Tel: 0121 773 6669woollen | Micro mattress finish • 3 rows of side stitched mattress borders with air vents • Shapes to the contours ofFax: you • Air flow mattress borders with air vents • Micro quilted mattress finished in HEALTH ••handles. Micro quilted mattress finish and • Superior quality damask fabric. WWW.SLUMBERDREAM.CO. No turn mattress (rotatable) • Micro quilted mattress finished • Micro quilted mattress finish and handles. GUARD anti-static stress free knitted fabric turn mattress (rotatable) • No•turn mattress • Divan base fitted with anti-static chrome glides. • No Body pressure relief hypo allergenic turn mattress (rotatable) GUARD stress free kn • Available in six different Faux Suede colours • No•turnNo mattress • Body pressure relief hypo allergenic • Micro divan withavailable shepherdin a • A wide rangequilted of luxury basebase options • Body pressure relief hypo allergenic • Available in six different Faux S • No turn mattress (rotatable) • A wide range of luxury base options available in a • Micro quilted divan bars base with shepherd Royalty and linkage Royalty Britannia choice castors of colours • Micro quilted divan base with shepherd • No turn mattress (rotatable) castors and linkage bars choice of colours castors and linkage bars Memory Gel 2000 • Luxury micro-quilted mattress with a knitted Memory Gel 2000 • Luxury micro-quilted pillow top mattress with a knitted • pillow 9000top heat treated pocket springs in a king size Mayfair stretch cover stretch cover • Fillings include pure lamb’s wool, silk and cash • 2000 pocket springs in a king size mattress • 2000 pocket springs in a king size mattress• Natural Latex fillings Tel: 0121 773 6669 | Fax: 0121 773 6788 • Memory elastic on an • Natural Latex fillings • and 4 rows side stitched borders, also • Memory gel softof layers of fillingsmattressfoam SlumberdreamNov17.indd 1 • Memory gel and soft layers of fillings SlumberdreamJuly18.indd 1 FN352_Pages.indd 116 27/06/2018 10:30 • 3000 air suspension pocket spring in a king size mattress WWW.SLUMBERDREAM.CO.UK • Air flow mattress borders with • Luxurious soft touch knitted fabric • 3000 air suspension pocket spring in a king size mattress air vents and flag stitched handles. • Luxurious soft touch knitted fabric brasswith air vents • 3 rows of side stitched mattress borders air vents
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Tel:
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Tel:
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Stand: A11
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Central Hall | Stand: A11 HALL 5 STAND E-80
HALL 5 STAND E-80
HALL 5 STAND E-80
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MANCHESTER CENTRAL 15-17 JULY 2018
HALL 5HALL STAND A11 CENTRAL STAND E-80
Bronze Royale deluxe • 1000 pocket springs in a king size mattress
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06/11/2017 10:45
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118 | Beds & Bedroom
Eco Comfort Pocket 1200 – still a Which? Best Buy
SUSTAINABLE SLEEPING IN A CLEANER WORLD Silentnight has launched the Eco Comfort mattress collection – a high quality range, and a reflection of the bedmaker’s efforts to contribute towards a greener planet. With 150 plastic bottles in each mattress, Silentnight has already prevented some 105 million plastic bottles from entering the sea or going into landfill. MD Steve Freeman says: “Programmes such as Blue Planet are
and investing in more ways to re-use recyclable materials.” Silentnight’s revitalising Eco Comfort layer can be found across a wide range of mattresses for adults, children and teenagers. Adults looking to experience Eco Comfort can find a range of
showing us the true cost plastic waste has on the environment.
mattresses in every size and comfort in Silentnight’s Signature
Footage of marine life living amongst plastic waste is extremely
Collection.
hard-hitting and difficult to watch. The world needs to change the
Young children can enjoy all the benefits of Eco Comfort too,
way it deals with waste, and at Silentnight we are committed to
through the Healthy Growth range, while babies can enjoy a
doing our bit to lead the way, particularly with sustainability and
breathable, safe and supportive sleeping experience, thanks to the
recyclability.
Safe Nights cot mattress range.
“Sustainability has been ingrained within the business for a long time, but we are constantly researching new recycling technologies
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“Our eco range has proven a huge hit since its release,” Steve continues. “Both sustainable and extremely comfortable, the
27/06/2018 10:30
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mattresses give customers two reasons to sleep soundly at night. The range is also cost-effective,
Sandy Luk, chief executive at MCS, says:
programme to improve our fuel efficiency
“Here at MCS, we want to see a reduction
and route planning in a bid to reduce carbon
in the number of single-use plastic bottles
emissions.” Last year, Silentnight was awarded The
attracting praise from the likes of Which? –
in circulation. That means ensuring that
judges recently re-awarded the Eco Comfort
we avoid using them as much as possible.
Furniture Makers’ Company Sustainability
Pocket 1200 mattress with Best Buy status
Recycling existing material into mattresses
Award, in recognition of its commitment to
for the fourth year running, describing it
is another solution to the growing waste
sustainable manufacturing.
as “one of the best-value mattresses we’ve
problem, and we’re delighted to partner
Dr Tony Smart MBE, master of The
tested”.
with Silentnight. The funds received will
Furniture Makers’ Company, comments:
contribute to our work to protect the marine
“Silentnight successfully demonstrated how
environment.”
sustainability is engrained in all business
In line with its efforts towards sustainable conduct, Silentnight has gone into
areas by highlighting specific achievements
partnership with the UK’s leading marine
Last year alone, 568,000 pieces of litter
charity, the Marine Conservation Society
were removed from British coasts as a result
(MCS), pledgeding financial support to the
of MCS’ campaign – and Silentnight has
society to help ensure the seas around us
already played a vital part in improving the
“We’re delighted that our commitment
are healthy, pollution-free and protected,
local environment.
to social, economic and environmental
while maintaining the beauty of Britain’s
“In the past year alone,” says Steve, “we
and changes.” Steve is proud of every achievement.
sustainability has been recognised by
have prevented 105 million plastic bottles
this prestigious independent award,”
from ending up in landfill or the sea – this
he says. “Through eco-friendly product
will be getting involved with the charity’s
is enough plastic bottles that, if laid end
development, progressive work practices
wider initiatives, such as beach cleans,
to end, they would stretch from London to
and our partnership with the MCS, we’re
to protect our seas and the fascinating
the South Pole and back again, and we are
helping our world become a green and
creatures that live beneath them,” says
incredibly proud to be making a difference.
coastlines. “As well as financial backing, our staff
Steve.
“We have also developed a new
happier place to live and work.”
www.silentnight.co.uk/environment
The Safe Nights cot mattress range offers babies and toddlers a breathable, safe and supportive sleeping experience
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120 | Beds and Bedroom
CALLING THE BEST IN THE BUSINESS … It’s time to celebrate the inspiration, design and innovation in the UK bed industry. As the deadline fast approaches for the eighth edition of its prestigious Bed Industry Awards, the National Bed Federation (NBF) is calling for businesses of all shapes and sizes to enter this year’s industry honours … Renowned for being a celebration of excellence in the trade, the format and categories of the NBF Bed Industry Awards remains
accolade, which we are all extremely proud of. “Being named NBF Bed Manufacturer of the Year (over £10m
similar this year, yet sees the introduction of two new online retail
turnover) is an incredibly welcome achievement that further supports
categories.
and reinforces our ongoing efforts to establish and grow Hypnos in
The categories are: Large Retailer of the Year (more than £5m
our existing retail and hotelier customers that we are a trusted brand
beds turnover); Small Retailer of the Year (less than £5m beds
which values and practices supremely high quality standards at every
turnover); Small Online Retailer of the Year (less than £5m beds
level.”
turnover); Bed Manufacturer of the Year (more than £10m turnover);
Liz Colleran, sales and marketing director at Duvalay, comments:
Bed Manufacturer of the Year (less than £10m turnover); and Bed
“In bed manufacturing terms, we’re still relatively new on the block
Component Supplier of the Year.
- having launched our first range of beds and mattresses for the
This year’s NBF awards will be judged by a five-strong panel that comprises: Roy Beagent, Minerva’s group business manager; Richard
“We’ve had amazing recognition since then – winning Best Medium-Priced Mattress from The Independent and receiving official
Greenwood Retail; Peter Mallinson, AIS merchandise director; and
approval from the Good Housekeeping Institute and Mumsnet. But
Jessica Alexander, executive director of the NBF.
to receive such a prestigious award … winning Bed Manufacturer of
Tuesday 18th September at Telford International Centre, which will be hosted this year by former rugby star and TV presenter, Martin Bayfield. “The Bed Industry Awards have become an integral part of the Bed Show,” says Jessica Alexander. “After a successful day at the
the Year (under £10m turnover) from the NBF has been our proudest achievement to date. “Knowing that our industry peers recognise the progress we have made and that we are contributing positively to such a crowded “Our award win has led to game-changing conversations with retailers, buyers and distributors that may otherwise not have been
achievements of bed manufacturers, suppliers and retailers who work
possible, both in the UK and overseas – as a result, we’re more
tirelessly to innovate, put new practices into place and go the extra
excited about the future than ever!”
“The awards have certainly become a coveted accolade, and it’s great to see the competition get fiercer each year. And don’t just take our word for it – listen to what some of the winners say …” Chris Ward, group marketing director at luxury bed manufacturer
Jessica adds: “Large or small, if you think your business has shown some real progress over the past year, then enter. You’ve got to be in it, to win it!” More details on the NBF Bed Industry Awards, including how to
E f
enter, are available on the Bed Show website. The closing date for
and Royal Warrant holder Hypnos, says: “This award carries a great
entries is 20th July.
deal of kudos within the bed manufacturing industry and is a huge
www.bedshow.co.uk/awards
FN352_Pages.indd 120
B a t
marketplace means everything to us.
show, it’s fantastic to get the industry together to celebrate the
mile.
T i a fi
home less than three years ago.
de Melim, editor of The Furnishing Report; Bernard Eaton, MD of
The winners will be announced at the Bed Show Gala Dinner on
R m p
new markets, both those in the UK and overseas. It also reaffirms to
beds turnover); Large Online Retailer of the Year (more than £5m
27/06/2018 10:31
24237•N NBFJul
Let’s Put Rogue Traders to Bed Rogue traders continue to steal business from legitimate bed manufacturers and retailers. They dupe people into buying products that are simply not what they claim to be.
TO STOCK UD B RO
MEMBERS SA
F
OU
N
D
E
EP
E • SLEEP S PACK INCLUDES: Window vinyl, in-store vinyls, pyramid display boards, USB stick with new videos and downloadable artwork
Email: simon@bedfed.org.uk for further information 24237•NBF Trade Ads Furniture News Full Page.indd 1 FN352_Pages.indd NBFJuly18_2.indd 1121
P
Available for bed retailers sourcing at least 50% of their beds from NBF members
SL
Become a NBF Retail Supporter and together we can put rogue traders to bed.
FREE point of sale pack S ED
The NBF is fighting back – investigating dubious products and businesses and reporting our findings to trading standards.
bedfed.org.uk 24/04/2018 10:31 13:56 27/06/2018 22/06/2018 11:44
122 | Beds & Bedroom
Dormeo Octaspring
FOR EVERY BODY, BEDROOM AND BUDGET Dormeo, one of the UK’s fastest-growing mattress brands, is investing in every area to sustain its impressive growth in a rapidly-expanding market … From its smart new UK offices, the brand is adhering to its mission “to be different and better”. With a focus squarely on continued growth, Dormeo continues to make significant investment in product development, people and systems. Given the competitiveness of the market, Dormeo is
Dormeo UK MD Mike Pitt says: “We look forward to further growth globally and here in the UK through supplying our valued retailers and consumers, and to expanding the Dormeo presence in an already-growing number of national and independent retailers.” Known for promoting health and wellbeing through innovative product to help allergy sufferers, the brand continues to go the extra
understandably choosing to keep details of its forthcoming product
mile – its ranges include fabric treatments infused with aloe vera
launches under wraps. However, the company has alluded to the
for a naturally smooth touch, green tea to help revitalise sleepers,
fact that most will feature Dormeo’s exclusive, patented Octaspring
and Clean Effect for extra protection against dust mites, bacteria and
technology, so the gradual expansion of this top-of-the-range
odours.
collection will ensure more consumers enjoy the benefits of superior comfort. Dormeo has steadily increased its presence at trade and consumer
Dormeo is committed to offering the best product at the best prices, coupled with the best possible customer service, and increased competition from new bed-in-a-box concepts has only galvanised it
exhibitions to build brand awareness, at which it has delivered its
to develop more innovative technology, design and fabric treatments,
message on the importance of healthy sleep. London’s Grand Designs
and advance operational methods in line with its eco-friendly
Live was the most recent opportunity to do so, and feedback from the
commitment.
show’s style-conscious visitors was enthusiastically positive.
www.dormeo.co.uk
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Doremo
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124 | Beds & Bedroom
Canberra 4000 full-/half-lift ottoman
BEHIND DEEPSLEEP’S RAPID RISE TO FAME It has been a busy 12 months for Ossett-based bed manufacturer Deepsleep Beds, comprising various exhibitions, new models, machinery and vehicles – all of which is helping Deepsleep attract a growing stockist base … Last year’s Manchester Furniture Show was Deepsleep Beds’ first
automated base-wrapping machine is set to ensure Deepsleep’s bases
national exhibition, and gave the trade a taste of what to expect over
are delivered with even greater protection.
the coming months. There, Deepsleep introduced innovative base, headboard and
All this investment in machinery and facilities would be to no avail without adequate transport to ensure regular deliveries are made
mattress designs – and its portfolio was later bolstered through the
to Deepsleep’s customers on short lead times – so the company is
launch of new models at this year’s January Furniture Show and
currently expanding its delivery fleet, with six new vehicles on order.
Scotland’s NorthPoint, all of which placed an emphasis on design
Deepsleep Beds is now looking to the future, developing new ideas
and improved comfort, under the tagline of Comfort and Style in the
for its portfolio, and employing some of the latest materials to make
Bedroom.
the mattresses even more comfortable and appealing, alongside
These included an ottoman version of the already-successful
the company’s ongoing search for fresh co-ordinating base and
Chelsea contemporary base on legs, in side- and half-end lift
headboard fabrics, which promise to further broaden the appeal of its
variants. New open-coil and pocket-sprung mattresses were also
beds from a furnishing perspective.
introduced, to take advantage of growing demand for pillowtop
T 01924 274465
mattresses. These were joined by new headboard designs, plus
E deepsleepbedsltd@hotmail.com
a major change to Deepsleep’s bases, which became bolt-free in connection. Deepsleep Beds will next be exhibiting as a guest at Minerva’s
Premier Rest
Autumn Furniture Show in October. Behind all this activity is significant development at the back of house, with continued investment in all areas of the factory to accommodate growing demand and maintain minimum delivery lead times. Reconstruction of the warehouse has enabled improved use of the space, thanks to investment in high-rise racking to make raw materials more readily be available to each department, as and when required. A new border quilting machine has been installed to improve the look of Deepsleep’s mattress borders, along with an additional up-to-the-minute border tack machine to cope with the demand for improved look and finish. Finally, the installation of a new high-tech
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EncoreM
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Style and comfort in the bedroom
T • 01924 274465 | F • 01924 278280 | deepsleepbedsltd@hotmail.com
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Your natural sleep choice
Unit 2, Warneford Avenue, WakeďŹ eld, Ossett, WF5 9NJ
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OPINION
128
Gavin Boden
You’ve gotta be in it to win it
I
Furniture sales and marketing professional
know that I keep harping on about furniture retailers working
displayed. You wouldn’t take something from your shop floor and
with the internet and not against it. Well, while out visiting
leave a space, or have a discontinued piece of furniture on the floor
retailers recently, I’ve noticed how right I was – because the
which you can no longer sell – so why would you do this on your
most succesful independent furniture retailers I’ve visited over the
website? After slow transition speeds, the biggest annoyance for
last few days have a strong presence online, and reiterating what I’ve
consumers visiting websites is discovering that they are out of date,
said previously.
with gaps, missing images and discontinued products.
I don’t want to add to the debate of whether or not independent
Also very important is SEO (Search Engine Optimisation). Done
retailers need to be online – the jury is no longer out on that. What I
well, this can get you onto the first page of the top search engines
would like to do is add more information on what you need to know
(Google, MSN, etc). If you’re not on the first page, you might as well
when entering the wonderful world of the web.
not be there at all.
So, you own an independent furniture retail store, and have done
One of my customers, Neil Barker from E Barkers in Sheffield,
for the last 1,000,000 years. Up to 10 years ago it was easy and
said: “We pay £40 a month to www.seositecheckup.com because it’s
enjoyable, but over those 10 years it’s evolved from this adorable
the best SEO analytical software I’ve seen. I’ve spent hours getting our SEO score up to 86/100 – which is higher than DFS at
cuddly puppy which furnished you with fluffy loving affection to bite your hand off. You’ve taken advice from some clever people
day, you probably spent a lot of money on weekly, colourful full-page ads to get that traffic through your door. Now, instead of spending that spare cash (yeah, right!) on different forms of media, like radio advertising or getting
your brand seen for five seconds in between Coronation Street and Emmerdale (normally fast-forwarded), you need to spend that money on building a functional, easy to use, inviting website, and – equally important – maintaining it.
First of all, you must decide whether you want to attract
page for just about every search in our locality now. You’ve got to get your SEO score as high as you can to ensure you’re doing all you can to appear at the top. You’ve not got
£ £ £
since died a horrible death. Back in the
£ £ £
than the local newspaper, which has long
the home page, for example. We are on the first
£
marketing budget on the internet rather
£ £ £ £
and decided you are going to spend your
£ £ £
84/100, and higher than Ponsford at 80/100 – taking
£
into this hungry, horrible, animal which is more likely
a prayer if you don’t do your best with SEO.” While out on the road I also spent time with Mike Robinson from Robinsons Interiors in Aylesby Lincolnshire. Five years ago he took the decision to focus his energy on trading online – now it is
95% of his turnover, and last year he moved his showroom away from the high street, and now pays 80% less on rent and rates, and has 20% more space. He has a dedicated, employed two-man delivery team,
puts no prices on his website, and answers 90% of his enquiries
customers from your local area or deliver all around the country.
personally, as he would if the customers came into the shop. His
Both are completely viable, as long as your business has the
marketing budget now goes on a part-time employee who looks
procedures in place to make it happen. If you decide to go for it
after “cleaning and maintaining” his website, driving traffic and
and supply the UK, then you need to remember that because of the
maintaining a stable social media reach.
Consumer Contracts Regulations (www.which.co.uk/consumerrights/regulation/consumer-contracts-regulations – previously the Distance Selling regulations) you must have a procedure in place to allow for the customer to send the order back at any time, for any reason, within the first 14 days after delivery. To avoid this, you will have to do everything in your power to make sure the customer is happy – the product is as described, clean, in perfect condition and professionally delivered. I would suggest employing a full-time member of staff to build the website, maintain it and attend to all your social media marketing (very important). It is no good getting the cheapest web developer (or sometimes the most expensive) around to build you a website – 99% of the time it will be false economy. By all means, have a look at successful competitor sites and see who has built them, but in the long run a dedicated employee will bring better results. Try to see your website as your showroom. It needs to be fresh, inviting, warm, easy to get around, clean and tidy, and well
FN352_Pages.indd 128
You wouldn’t take something from your shop floor and leave a space, or have a discontinued piece of furniture on the floor which you can no longer sell – so why would you do this on your website?”
27/06/2018 10:33
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130 | Opinion
He also spends a good part of his budget on Pay Per Click (PPC) with Google, of which he said: “PPC is the equivalent of paying to get on the inside-front facing page of the local paper in the old days.” This gets you to the top of your desired search, and you only pay when a consumer clicks the link to your website. He added: “A well-orchestrated PPC campaign can generate over £40,000 worth of business, and will cost you the same as an advert on the radio.” We sat for over an hour in his office looking at his Google Analytics statistics and comparing them to last year – how many times his site has been viewed, where the traffic has come from (search engine, social media, etc), how long the customer spent on the site, etc. He said that this type of information is critical to his business, and invaluable when delegating resources to different areas. I am so disappointed that the majority of furniture retailers in the UK just aren’t getting it. I speak to so many retailers who don’t have a website, that don’t see the importance of having a presence online, be it a website, Facebook profile, Instagram, etc. I also encounter business owners that have a website but don’t look after it, don’t spend any money on it or understand that over 80% of prospective customers do their homework online before they come out to buy furniture. If you don’t have a website or social media presence, or your website is out of date or ugly, then those prospects won’t even set foot in your beautiful store.
Got a view you’d like to share with the trade? Get in touch with the editor at paul@gearingmediagroup.com
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FULL RANGE OF OAK-BEECH CHAIRS AND PINE/OAK TABLES AND CABINETS AT G AN E SERIOUSLY COMPETITIVE PRICES
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Beech Amish also available with oak seat
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GTVJul
Nordic style
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134 | Showtime
THE IRISH FURNITURE AND HOMEWARES SHOW The Irish Furniture and Homewares Show (IFHS) is packed full of exhibitors ready to present their furniture and homewares to over 1000 expected Irish trade buyers, in what promises to be the biggest and best edition yet …
IFHS is a successful, Irish-led furniture tradeshow for the Irish market - the only
done, year after year.” IFHS presents major suppliers of
Promising over 85 exhibitors, plus a dedicated services hub launched in response
one of it is kind in Ireland, and attended
upholstery, dining, bedding, cabinet and
to growing interest from trade services
by many of the country’s top furniture
accessories, reflecting both manufacturers
providers, this year’s IFHS is set to deliver
suppliers and businesses.
and distributors.
valuable sourcing opportunities to visitors
Now in its fifth year, IFHS has grown
“Backed up by a targeted database,
from Ireland and further afield. A full list of exhibitors can be found on
steadily since its inception. Originally
the show brings furniture industry peers
conceived from a need to boost Ireland’s
together each year to get an in-depth view
the IFHS website.
furniture industry, the exhibition quickly
of what’s available in the furniture and
www.ifhs-tradeshow.ie
became an essential trade show for the
furnishings industry, and to plan and place
national market.
orders for the year ahead,” says Enda.
“The philosophy behind IFHS is that
In 2016, the show saw the launch of
people do business with people, and that
the Irish Furniture and Home Awards,
continues to be its driving force today,” says
giving industry suppliers an opportunity to
IFHS’ marketing manager, Enda Moran. “It
promote their best products, and reflecting
is this philosophy – along with our targeted
the innovation and efforts taking place in
marketing efforts – that bring the right
the Irish market – the winners of this year’s
people together, ensuring good business is
edition will be announced at the show.
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Where? National Show Centre, Dublin When? 18th-21st August, 2018
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ImageE
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CIFF SHANGHAI Since its launch in 1998, CIFF – in the form of the Guangzhou edition each spring and the autumn show, recently relocated to Hongqiao, Shanghai – has grown healthily over 41 editions, and is now regarded as a global platform for the world’s largest furniture market …
The two phases of CIFF Guangzhou that
collaborated to bring the audience more
experience – these will include the East
took place in March attracted more than
high-end domestic and international
Design Show, Milan & Shanghai Creative
4100 exhibitors, including some 90% of
brands, original design elements and
Twin City, the Pinnacle Awards Asia-Pacific,
China’s most influential brands, plus many
cutting-edge industry trends.
China Design Forum, China Interiors &
major international furniture companies.
CIFF Shanghai will cover the entire
Decoration Conference, Design Dream Show,
According to the fair’s organiser, the event
National Exhibition & Convention Centre,
Office Life Theme Pavilion and the City Art &
was eminently successful, attracting 195,082
across some 400,000m2. Around 2000
Design Tour.
visitors from all over the world.
exhibitors will present new products for an
As a leading Chinese furniture exhibition,
expected 100,000-plus visitors, bringing
CIFF is fast becoming an essential trading
edition of CIFF, which will bring new energy
the entire supply chain together and
platform for the global industry, and the
to the furniture sector in the impressive
covering home furniture, decor, textiles,
Shanghai 2018 edition promises to be
Hongqiao setting.
plus outdoor, office, commercial and hotel
stronger than ever.
furniture, alongside furnituremaking
www.ciff-sh.com
The focus now moves on to the 42nd
The organiser expects great things from this edition, which promises to closely explore the relationship between design and lifestyle. It will be complemented by China’s
machinery and raw materials. Highlights will include the International & Design Hall (3) and Fashion Furniture Hall (4.1), as well as the Shanghai International
national exhibition industry team, China
Furniture Machinery & Woodworking
Foreign Trade Guangzhou Exhibition
Machinery Fair, co-organised by CFTE and
General Corporation (CFTE), as well as
Adsale.
China’s largest furniture mall, Red Star Macalline. These two industry giants have
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Diverse satellite and partner events will help create an even more rewarding visiting
Where? National Exhibition & Convention Centre, Hongqiao, Shanghai When? 10-13th September, 2018
27/06/2018 10:34
CIFFJu
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138 | Showtime
INEGOL FURNITURE FAIR Taking place at Modef Expo in Turkey’s furniture capital, the 40th Inegol Furniture Fair is set to present international visitors with a wealth of sourcing opportunities …
Modef Fairs aims to ensure exhibitors
Supported by key Turkish trade
Modef Fairs. “Our sole focus is furniture
associations including the Inegol Furniture
manufacture, and offering international
and visitors can come together and do
Manufacturers Association, Inegol Chamber
customers a reliable service – we can
business, to better uncover the region’s
of Commerce, Inegol Carpentery and
produce to FR requirements, and in line with
untapped potential – to to learn more about
Furniture Makers Chamber, organiser Modef
IFS Laboratories in the UK. Also, our wood
the show’s complimentary visitor package,
Fairs works hard to promote the region’s
and wood-based raw materials are certified
email visitor@modef.com.
furniture production capabilities at every
by international audits.”
www.modef.com.tr/en/
opportunity. The October exhibition – another show
The fair works closely with local authorities to ensure visitors are able
tailored towards the domestic market takes
to enjoy what the city has to offer, such
place each March – reflects Turkey’s largest
as sampling the city’s world-famous
Where?
furniture manufacturing community within
meatballs, or visiting the local caves,
Modef Expo, Inegol, Bursa, Turkey
a 28,000m2 covered exhibition space.
Turkish baths, and snowboarding
“We have around 200 top manufacturers,
opportunities on Uludağ mountain.
offering European-level design and quality,”
Additionally, Inegol is just two hours away
comments Yavuz Ugurdag, chairman of
from Istanbul.
FN352_Pages.indd 138
When? 23rd-28th October, 2018
27/06/2018 10:34
IIFFJuly
INEGOL FURNITURE TAKES ENTER CENTER TAG TA AGE STAGE HUNDREDS OF COMPANIES WITH THOUSANDS OF NEW DESIGNS SHOWTIME SHOW O TIME OW AT IINEGOL AT NEGOL
23/28 OCT OBER
Designed by Mehmet Ozdurak Atolye A At olye Inegol
40.INEGOL FURNITURE FAIR
2018
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140
TRADE SERVICES
Trucksmith (01884 33001,
Roberts and Denny’s Removals and Storage London describes the LoLoader Safety Pack option as “a real must”
www.trucksmith.com), with its LoLoader brand, has always led the way with innovative products, and has now turned its attention to improving road safety for its customers. “We run a haulage fleet ourselves - Really Trucks - and are very aware that operators need to protect their staff from the pitfalls of motoring,” explains director, Lady Emma Trebble. “Anything you can do as an operator to record accident damage and deal with the aftermath of a shunt is vitally important.” In response, Trucksmith introduced the Safety Pack option for the LoLoader, which includes an HD reverse camera which doubles as a forwardfacing accident camera, sat nav, reversing bleeper with night silent option, first aid kit and a fire extinguisher fitted in the cab –
great for our drivers, and the crash camera is a real bonus with our
and, according to Trucksmith, it has been a real hit with customers.
insurers.
Kevin Light, MD of Roberts and Denny’s Removals and Storage
“To top it off, it also means we didn’t have to go looking for a fire
London, comments: “The Safety Pack is a real must in the areas of
extinguisher and first aid kit (which we also require), and it’s much
London in which we operate. The integral touchscreen sat nav is
better priced than the vehicle manufacturers’ offerings.”
ADPJuly18.indd 1 FN352_Pages.indd 140
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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
SatraJuly18.indd FN352_Pages.indd1 141
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142 | Trade Services
The National Bed Federation (NBF, www.bedfed.org.uk) is stepping up its due diligence with the introduction of a random testing programme of both member and non-member products. The Due Diligence Testing Programme has been developed by the NBF to strengthen its Code of Practice, after conducting a pilot exercise earlier this year. Starting this month, up to 50 mattresses, bases and headboards annually will be purchased on the open market and put through their paces against the criteria of the NBF Code of Practice. Products will be subject to flammability tests, then cut open and their specifications checked against marketing claims. The test results will be shared with all companies – both members and non-
Godfrey Syrett’s principals are looking to the future with TSG
members – and more serious findings could be reported to Trading Furniture manufacturer and designer Godfrey Syrett has outsourced
Standards.
its IT support and services to Technology Services Group (TSG, www.tsg.com). The North-east firm also recently invested £1.5m in manufacturing technologies, demonstrating its commitment to digital transformation. TSG will take care of all of Godfrey Syrett’s IT support, from its infrastructure to end-user support. Godfrey Syrett has also invested in TSG’s SystemCare offering, a remote monitoring tool that identifies and fixes bugs before they become an issue. David Brown, IT manager at Godfrey Syrett, says: “With the rapid pace of technological and digital change, it was clear that it would be beneficial to outsource our IT to a well-known and trusted IT provider rather than trying to manage this ever-changing landscape using an in-house model. “TSG demonstrated that they had the expertise required to help deliver and expand our IT strategy and support the business today, as well as assisting us with our future growth plans.”
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144 | Trade Services
Who knows the needs of the furniture trade better than the trade itself? When wholesaler Baumhaus was unable to find a delivery service operating to the high standards it required, it ended up launching its own …
FORWARD MOTION Today, Kinetic Logistics delivers furniture, electricals and other fragile goods to hundreds of UK retailers, including Wayfair and Costco. Based in Upper Heyford near Bicester – together with Baumhaus – the service provider offers warehousing, drop shipping and home deliveries, and is meeting growing demand for two-man, white-glove, room-of-choice deliveries. “Kinetic Logistics was born out of the requirement of our furniture company,” says director Phil Dickens, who works across both businesses. “Absolutely nobody operated to the delivery standards we needed – safety, order trails, etc – so we know where the headaches lie.” Customer
set out to eliminate these complaints, and
confusion, onerous administrative duties,
earned itself a reputation for product care,
own fleet – and when his trade customers
poorly-timed deliveries, goods damaged in
customer service and reliability.
started asking if they could use his delivery
transit … the list of things which can (and,
“Our operation is highly automated,
services themselves, Kinetic was born.
too often, do) go wrong during a furniture
which eliminates mistakes,” says Phil.
“The company was set up for furniture
delivery is endless. By marrying its trade
“Indeed, our delivery success rate on the
people, by furniture people,” he says, “so we
experience with new technology, Kinetic
first attempt is 94% – and, as far as we
had to do it ourselves.” Phil explains how Baumhaus bought its
DELIVERY SUCCESS ON FIRST ATTEMPT
DAMAGE RATE LESS THAN
94%
0.01%
CONTACT US TODAY: 01869 233 317 info@kineticlogistics.co.uk | www.kineticlogistics.co.uk
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Trade Services | 145
know, our returns rate is the best in the
shipping is imperative for companies which
few take advantage of this opportunity to
industry, at less than 0.01%.”
don’t hold their own stock.
simplify the entire operation and remove the
Aside from deliveries to Ireland and
“The majority of our customer base is
need for manual input.” Thanks to its unrivalled industry insight
northern Scotland, Kinetic only utilises
now quite tech-savvy, and these companies
its own drivers. Each vehicle is installed
have solid infrastructures behind them,”
and technological nous, this home delivery
with a minimum of three CCTV cameras
he adds, noting that Kinetic has offered
specialist is making good headway in a
to ensure there’s no mishandling, and the
full integration and EDI (electronic data
world in which fulfilment is fast becoming
product packaging is checked for damage at
exchange) for over a decade. “The bigger
king.
multiple stages of each journey, ensuring
retailers tend to offer service providers the
T 01869 233317
full accountability. Customers can check
ability to integrate with their systems, but
www.kineticlogistics.co.uk
the progress of their delivery at every stage via Kinetic’s intuitive user app, minimising frustration and miscommunication. “We handle customer service ourselves,” says Phil, “and it’s a seamless process.” Kinetic is also able to anticipate and overcome certain industry-specific foibles. “Furniture deliveries often come in multiple packages, and unless they’re labelled effectively, it’s not difficult for one of these to go missing,” says Phil. “We have our own advanced track-and-trace system that works incredibly well – if it didn’t, Costco wouldn’t trust us to deliver their top-ofthe-range 4K televisions!” Kinetic’s customer base covers retailers and suppliers, bricks-and-mortar and online. “The reliability of our pick-up speed is particularly important for our ecommerce clients,” says Phil. “The punctuality of drop
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146 | Trade Services
ALWAYS ON THE LOOKOUT FOR NEW VENDORS At its Alfreton, Derbyshire salerooms, Midland Furniture Auctions (MFA) is facing a happy dilemma – as soon as it puts furniture into its popular auction it sells, leaving the auction house constantly searching for new stock … Each week, MFA’s saleroom is flooded with customers looking for a great deal, according to the auction house, which juggles the difficult task of keeping the buyers happy and the vendors pleased with the sale price. MFA has a proven track record of auctioning end-of-line, seconds, returns and excess furniture, creating a fast and efficient way for vendors to clear stock. There is always high demand for every type of furniture in the latest styles – sofas may be the most popular sale in general, but MFA says that the buyers are keen to purchase anything from colourful rugs to quality mattresses.
For over 10 years, the auction has averaged hundreds of item sales each Wednesday. Unlike some auction houses which sell furniture alongside all kinds of stock, at MFA furniture is the sole focus, and this concentration on the market is the main reason it keeps selling stock so well, and can readily and accurately anticipate what buyers want. Conveniently situated in the East Midlands just off Junction 28 of the M1, MFA’s location is an easy place at which to drop off stock for auction. MFA is always trying to prove it can provide vendors with a top-rate service, and consequently it offers a no-sale, no-fee-topay policy, so sellers have nothing to lose by trying the service. Dean Carpenter, senior auctioneer at MFA, says: “The demand for auction furniture is big and I think buying habits are changing with the decline of the high street. One advantage we have over online businesses is that buyers can physically see the stock before buying it – something our buyers tell us is a primary reason for coming here. “We just need even more vendors to keep buyers happy with lots of new stock!”
T 01773 832555 www.mfa.bid
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MFAJul typograp
END OF LINE SECONDS RETURNS
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MFA.BID
EX-DISPLAY OLD STOCK PROTOTYPES
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148 | Trade Services
COURIER SPECIALIST PROMISES A SAFE PAIR OF HANDS FurnitureCouriers.com was incorporated by Chris Thomas (now MD), who brought 20 years of UK and European furniture removals experience to the company. This extensive experience enabled Chris to form a professional furniture courier team, which now provides unique services to furniture retailers and their clients … FurnitureCouriers.com operates a modern, purpose-built fleet of
internet expansion, we’re providing people throughout the UK with
vehicles, which are comprehensively tracked to allow for up-to-the-
the opportunity to become part of our team – 30-40 vacancies are
minute delivery updates.
being created in 2019/2020 alone.”
FurnitureCouriers.com’s offices are strategically placed to allow for
Behind this expansion is a proven approach to furniture delivery,
their future conversion to transport depots. The company’s UK head
says Chris, who goes on to outline the high level of care with which
office and distribution centre are located near Birmingham, while a
his company handles each individual item.
small hub in London handles the smaller consignments leaving the capital. At the core of its services is a cost-effective, single item delivery service, which has seen significant growth in the last two years – principally due to high volumes of tables, sofas and beds being sold
“Once they have reached their delivery destination, our teams greet the client and cover any carpets with specialist plastic wrap,” he says. “The item is then carried to the required location and unwrapped, and the packaging removed.” In recent years, FurnitureCouriers.com has successfully
online, and the inability of many couriers to provide an adequate
undertaken deliveries to bistros, hotels, households and offices, plus
service.
to exhibitions and events.
“Due to this demand, FurnitureCouriers.com have grown at a truly rapid pace,” says Chris. “This year, we have seen a big increase in
“Our customers can rest assured that the highly-trained removal staff handling their items will deliver them with the utmost care and
European furniture deliveries, with large retailers like Tesco, Sports
respect,” concludes Chris.
Direct and H&M setting up stores in every Eastern European country.
T 0800 145 5056
“With the increase in European movements, and ever-increasing
FN352_Pages.indd 148
www.furniturecouriers.com
27/06/2018 10:34
Compan
FURNITURECOURIERS.COM “A business built by experienced removal staff ”
UK & European Furniture Deliveries Single Items To Dedicated Vehicles Furniture Unwrap & Assembly Service Specialist In Awkward Access Deliveries Offices / Depots
London - Birmingham - Manchester - Edinburgh Serving
UK, Ireland, France, Italy, Germany
0800 145 5056 Enquiries@furniturecouriers.com WWW.FURNITURECOURIERS.COM FN352_Pages.indd 149 CompanyAssistJuly18.indd 1
27/06/2018 10:01 10:34 21/06/2018
150 | Designer
Know your rights! ACID’s chief executive, Dids Macdonald OBE, answers your design and intellectual property (IP) queries …
“ All websites can now be created with copy protection, and you should discuss this with your web developer or IT support team”
themselves may not be enough. For instance, if you and I both take a photograph from the same place of the same scene, we have not copied each other, but the photographs will be more or less identical. If you are creating your own designs, you need to keep evidence of how you did so. Storyboards, sketches, sources of inspiration – all show how you went from the concept to the final article without copying someone else’s work. It would be a good idea to send this information to the ACID IP Databank, too.
How do I check to see if someone has already created a similar design to my
So how can I prove that someone has
latest idea?
copied me?
Well, the obvious answer is to do an
If it is somebody that you are doing business
internet search, which will show you what
with, you should make sure you have a paper
is currently available. However, this is time
trail. If you have sold goods to them, for
consuming and not failsafe. There is a new
instance, then there will be invoices, order
Designview facility for registered designs at
forms and emails. If you are doing a pitch to
EUIPO https://www.tmdn.org/tmdsview-
somebody, make sure that you at the very
web/welcome.
least have letters or emails and keep copies
Unfortunately, there is no central database of unregistered designs at this time. However, with regard to Registered
showing that the accused has had access to your designs. You should consider using an ACID
Designs, you could consider searching the
Confidentiality agreement – and if you are
various Intellectual Property databases at
sending items electronically, you could also
the Intellectual Property Office in the UK, or
use the ACID IP Databank. These steps will
at OHIM for European registrations. There
help you prove that the accused has seen
are other national offices worldwide that can
your work. It is also good practice to keep
also be contacted – it depends how much
the contact details of everyone that has
All my designs can be seen on my
time and energy you wish to put into market
visited your stand at a show or exhibition.
website. How do I stop the images being
research. I understand that if I accuse someone of
downloaded or copied? These days, this requires more of a practical
I’ve been accused of copying someone, but
copying my work that they could sue me.
solution than a legal answer. All websites
it’s just a coincidence. Does this make a
How can that happen?
can now be created with copy protection,
difference?
Depending on what you accuse somebody
and you should discuss this with your web
Well yes, it does. In order to prove a case
of, the law allows the person accused to take
developer or IT support team – and if
for unregistered rights infringement there
action against you, for what is known as a
you don’t have this copy protection then
has to be proof of copying. Similarities by
groundless threat. This can happen where
you should consider watermarks for your
there are Patents, Trade Marks and designs
pictures, and you should certainly not allow
involved. There are no groundless threats
people to download them without leaving their details. Having a website policy which includes a mandatory login and registration system before access to your images is granted may also help prevent your images being downloaded without your permission. You should clearly show a Copyright notice, the ACID intellectual property statement and the Member of ACID logo, which can have a strong deterrent effect. Clear website terms and conditions can also act as deterrents to people who copy.
“Depending on what you accuse somebody of, the law allows the person accused to take action against you, for what is known as a groundless threat”
for Copyright and for Passing Off. However, there are two other areas that you need to be aware of – interfering with somebody’s business, and defamation. If you make your statements public, such as writing to suppliers or posting things on the internet, and if those statements are wrong but it still affects the reputation of the defendant, they can sue you for unlawful interference in their business, and for defamation. If you are going to make allegations of copying, you need to make sure those allegations are justified.
Got an IP query for Dids? Email didsm@acid.uk.com – or visit www.acid.uk.com to find out more about ACID (Anti Copying In Design), the UK’s leading design and IP campaigning organisation.
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Could your products and services meet the FIRA Gold standard? www.fira.co.uk/gold
01438 777 700 info@fira.co.uk
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152 | Last Word
Nicholas Radford Owner, Nathan Furniture Group The Nathan Furniture Group – one-time owner of Morris Furniture Brands – encompasses Nathan Furniture, Sutcliffe, and now John & Sylvia Reid S-Range Furniture, a brand reissue which celebrates mid-century style. Nicholas bought Nathan Furniture in 2014 after a career spanning his family business (Stag), kitchen and bedroom manufacturer Patriarca and Stag subsidiary Jaycee, and running his own business.
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Last Word | 153
How did you enter the trade?
time. It taught me an awful lot about people
What company do you most look up to?
I was born into it. My great-grandfather
and dealing with problematic situations.
Apple. I bought an Apple computer in 1992 and since then I’ve never had anything
started Stag in 1914, and my grandfather returned from the Great War to help out as a
Describe a typical working day.
else. It’s their ability to innovate not only
temporary measure, but ended up spending
I don’t have one! I do feel like a jack of
the products but also how people engage
the rest of his life building up the business.
all trades, as running a business I have to
with them. They’ve really changed their
My father and uncle followed him into the
wear many different hats. One minute I’m
customers’ behaviour.
business, as did I. I spent three years at High
a designer, the next a manufacturer. Then
Wycombe College of HE studying furniture
there’s troubleshooting or sorting out the IT.
What would you most like to change about
production and management, which helped
So I don’t think there’s ever been a typical
yourself?
me see the industry in a new light.
working day for me.
Being dyslexic. It was recognised when I was 12 years old, which was unusual in those
Who was your inspiration? I was also really impressed with John Makepeace’s work with wood, and of course with designers John and Sylvia Reid. I spent my first years in the family business making their furniture, and it was a real privilege working on the Reids’ designs. I have always had an interest in making things, and going to college taught me the practical skills I needed – I have a set of
“Running a factory during the miners’ strikes was an incredibly difficult time. It taught me an awful lot about people”
days. It can be a very frustrating thing. However, like a lot of dyslexics I have good spacial and three-dimensional awareness, so that helps a lot. And of course, I love the invention of talking books. What do you most enjoy about working in the trade? I enjoy the creativity in the furniture trade. It is always evolving and responding to new
chairs I made at college I still use today.
ways of living and working. We are a family What was your career high point?
If you had to start over, which career might
business and it is a pleasure to deal with
Being a third-generation master of the
you pursue?
other traditional family businesses which
Worshipful Company of Furniture Makers is
Farming. I have always had a desire to work
still exist in our industry.
something I’ve always been proud of. And
and live in the countryside, and I think
building up my own business to become at
the way farmers have to do everything for
Leave us with an anecdote please …
one time the largest importer of American
themselves is something that really appeals
If you want to make a small fortune in the
furniture to the UK. The way furniture was
to me.
furniture industry, start with a large one.
presented in America back in the 1990s and 2000s was incredibly inspirational and on a
What date on the business calendar do you
totally different level to what we were doing
most look forward to?
over here.
December 22nd. All the pre-Christmas deliveries are done, customers are hopefully
CAREER DIGEST
… and low point?
happy and I can enjoy the Christmas lunch
1978-85 – Various roles, Stag Furniture
Having to close a factory in Todmorden
with the staff and go home to put my feet
1986-90 – MD, Jaycee Furniture
(West Yorkshire). It was largely brought
up for a few days! It feels a bit like the end
about by a dramatic shift in the exchange
of term.
rate which meant one of our main customers
1990-92 – Corporate development director, main board director, Stag Furniture Holdings
What is the most important issue facing
1991-95 – Non-exec director, Furniture Industry
your business right now?
Research Association
… and the turning point?
The downturn in trade and the tectonic plate
2002-03 Non-exec director, Deeside Cabinets
Going to business school was probably one
shift in the retail area. A lot of good retailers
of the most important times of my life. It
have struggled, and the rise of online sales
taught me a lot more than just designing
has really changed the face of the industry.
was unable to keep supporting us.
and manufacturing.
I also think people are living for each day
2006-07 – Master, The Worshipful Company of Furniture Makers 1993-present – MD, The Radford Furniture
more and more – they want to spend their
Company
the miners’ strikes was a key point in my
money on experiences rather than their
2004-present – Chairman and owner, Nathan
career. It was a time when father wouldn’t
home, and I think a lot of that is down to
and Sutcliffe Furniture
work with son, lifelong friendships were
the levels of home ownership, particularly
destroyed, and it was an incredibly difficult
among younger people.
Introvert or extrovert?
Football or rugby?
Comedy or mystery?
Extrovert. I love to throw a party, especially
Rugby, or my family would disown me.
Comedy – I’m too busy doing the day job to
I also think running a factory during
a surprise one. And the bigger the better!
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have time to solve another problem.
27/06/2018 12:13
154
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F P E
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