Furniture News #355

The essential guide to the UK domestic furniture and furnishings trade #355 October 2018 | www.furniturenews.net

Treyford sofabed, Gallery Direct

IN FOR THE WIN

JOINED-UP THINKING

A NECESSARY EVIL?

Why industry awards matter

Arlo & Jacob’s vertical ascent

Evaluating the sales role

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INFORMATION ON THE COVER Editor-in-chief Paul Farley 01424 776101 paul@gearingmediagroup.com Twitter @FurnitureNewsED

“Beyond the pazzazz and enthusiastic handshakes, what do these wins actually mean for the winners?”

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 Production assistant Mike Beales 01424 775304 mike@gearingmediagroup.com Digital production assistant Nyall McCurrach 01424 775304 nyall@gearingmediagroup.com Copy administrator Steve Merrick 01424 776108 production@gearingmediagroup.com Proofreader Keith Fitz-Hugh Editorial director John Legg 01424 776104 john@gearingmediagroup.com Publisher Nigel Gearing

COMMENT

T

hey say virtue is its own reward

Next, there’s the (often-overlooked)

– but thinking that way’s never

boost in staff morale. A win may not mean

going to help you shift more

much to a C-level executive with a head

furniture. In business, when the going

full of figures, but from those salespeople

gets tough, the tough get marketing, and

on the front line to the admin and creative

there’s no better place to start than when

staff behind them, an award can prove an

opportunity knocks.

extremely heartening validation of their

As I write, I’ve just returned from the NBF Bed Show, where the winners of the

efforts.

Proud staff are much more likely to speak

federation’s annual awards were announced.

highly of their business to their customers

It’s always a hard-fought competition from

– and to their friends, family, and potential

which several worthy winners emerge (I’m

recruits.

pleased to report that this year’s selection

Looming large on Furniture News’ radar

managed to raise a few eyebrows!) notable

is The Furniture Awards, which will soon

for their achievements in the bed sector.

be back to recognise the January Furniture

But beyond the pazzazz and enthusiastic handshakes, what do these wins actually

Show’s champion suppliers.

Adjudicated with integrity by leading

Accounts Wendy Williams 01424 774982 wendy@gearingmediagroup.com

mean for the winners, besides being a

trade buyers and designers, The Furniture

welcome pat on the back?

Awards offer the show’s exhibitors an

Magazine subscriptions (UK-£65, Europe-£85, RoW-£95) subscriptions@gearingmediagroup.com

nature of the award and how it’s received.

Since we developed the programme with the

It starts with credibility. If you were faced

show’s principals back in 2014 (coinciding

with a choice between two products and one

with the exhibition’s rebirth), it has helped

of them sported a seal of approval from a

elevate a distinguished parade of businesses,

trusted third party, wouldn’t that help sway

with some – Bentley Designs, Tetrad,

your buying decision?

Gallery Direct and Think Rugs – notching up

Connect subscriptions (UK-£95) Claire Jones 07493 391962 claire@gearingmediagroup.com Repro, print and distribution Stephens & George

Well, that very much depends on the

A win can help engender trust from customers and prospective business

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.

opportunity to put their best foot forward.

multiple accolades.

Some superstitious folk believe an award

partners, and this extra credibility can

win can be the kiss of death for a product

then be leveraged to generate higher sales.

line. I’d suggest they should be glad of the

By spreading the news through every

attention – in business, good things tend to

conceivable channel – social, websites,

come to those who own their achievements.

PoS and marketing materials, and sharing appropriate collateral with stockists – a win that’s proudly celebrated can go on to create further (often-unexpected) opportunities.

It always surprises me how often businesses shy away from realising these benefits – especially as they’ve done all the hard work already. Perhaps they’re proud of being one of the industry’s best-kept secrets, but to me it looks like they’re simply throwing money away.

Paul Farley Editor-in-chief T 01424 776101 E paul@gearingmediagroup.com Twitter @FurnitureNewsED

ets

18 15:10

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018 08:46 18 09:00

Contents | 5

ON THE COVER

THIS ISSUE

7

The essential guide to the UK domestic furniture and furnishings trade #355 October 2018 | www.furniturenews.net

Partner Comment

10 News 18 Interview Treyford sofabed, Gallery Direct

IN FOR THE WIN

JOINED-UP THINKING

A NECESSARY EVIL?

Why industry awards matter

Arlo & Jacob’s vertical ascent

Evaluating the sales role

FrontCover355.indd 1

24 Events

26/09/2018 10:12

Gallery Direct (www. gallerydirect.co.uk) has introduced a collection of luxury sofabeds under its Hudson Living banner (p58)

CONTRIBUTORS 56

42 Profile 44 Beds & Bedroom

IFHS’ Mark Gannon with Irish Furniture & Home Awards winner Annaghmore Agencies’ Cathal Curran (25)

56 Opinion 58 Living Room 60 Dining Room 66 Furnisher

Gavin Boden says bosses should value – rather than mistrust – their sales staff

80

68 Out & About 72 Trade Services 78 Designer

Dominik von Bohlen’s Knit cabinet (78)

Nick Wasey, Arlo & Jacob (18)

Dids Macdonald discusses LBAs and unregistered design rights

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)

FN355_Pages.indd 5

The Furniture Trade Directory The indispensible guide to UK suppliers and retailers, in print and online www.gmgconnect.com

27/09/2018 09:40

FN355_Pages.indd BoytekOct18.indd 1 6

27/09/2018 24/09/2018 09:40 13:49

18 13:49

Partner Comment | 7

Lessons to be learned The Level 2 Furniture Manufacturing standard is currently

Within the industry today, there appears to be a huge lack of younger people wanting to become manufacturers and

available and covers areas from general furniture manufacture to

upholsterers. In a country where upholstery and manufacture has

foam conversion and CNC specialism, and while there are over 300

such a legacy, what has changed?

apprentices on the programme we don’t believe this enough to fill the skills gaps reported by industry.

It comes down to two main points – education and apprenticeships (or a lack thereof). The funding is just not there

The Level 3 apprenticeship is currently in development and

for schools to ensure that subjects such as woodwork and design

should be available in early 2019, and will cover areas such as

are a fundamental part of education. In today’s school timetables,

advanced upholstery and fitted furniture design.

hands-on subjects might only be studied once a week, for one term

Many businesses seem to view the new Apprenticeship Levy as another tax, and with apprenticeship processes changing every

of the year.

three years, it can seem costly in regard to the time and training required to keep up with ever-changing rules. However, it is the

“The funding is just not there for schools to ensure that subjects such as woodwork and design are a fundamental part of education”

most effective way to keep our industry alive.

Once the levy is paid, companies will receive funding for training and assessment, and for those companies that do not have to pay the levy, there is Government funding available for apprenticeships. UK businesses need to keep skills alive and help the industry thrive by taking advantage of this campaign, and recruit apprentices now.

The climate is such that schools are potentially thinking of their own league tables, needing top results in English, maths and science over the opportunity for breeding creativity. And, with a lack of funding from Government, the return on investment on a classroom full of computers is much higher than a room full of workbenches.

In the UK education system, we see a huge gap between academia and creativity. If we look, for example, at the design of a household sofa, it combines art and academia within the process of its creation, so we need to be questioning an education system that views these aspects separately.

Lisa Williamson is the education and training manager for the British Furniture Manufacturers (BFM, www.bfm.org.uk), the trade

With the introduction of the English baccalaureate, the number

association that has represented

of schools even offering design and technology is worryingly low.

I believe it is imperative to include it in the curriculum for the

the interests of the British furniture

EBacc, for while it remains an option rather than a necessity, a

industry for more than 65 years

huge number of schools are choosing not to offer it at all.

and o�ers members a range of benefits including access to expertise

The introduction of the new apprenticeship standards at Levels 2 and 3 may also help to fill these skills gaps. They are designed

on subjects including export, EU

by employers to cover the skills required by industry to ensure an

Timber Regulations, health and

apprentice can demonstrate mastery of a particular occupation by

safety, commodity pricing and the

the end of the apprenticeship.

environment.

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

FN355_Pages.indd 7

27/09/2018 09:40

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27/09/2018 26/09/2018 09:40 09:45

10 | News

Decorex relocates

French group outlines plans for Sleepeezee

Interior design event Decorex International

Rochester-based bed brand Sleepeezee

year period via three paths: growth of

is to move to Olympia London for its 2019

has been acquired by the Adova Group of

Sleepeezee’s £15m export business and

edition, following a four-year run at Syon

France, which has pledged to invest £5m

greater leverage of the brand’s Royal

Park. The date will also shift to 6-9th October,

in the business over the next four years.

Warrant; incremental UK growth; and

coinciding with PAD and Frieze Art Fair.

Sam Fisher, brand manager, says: “Steeped

Adova currently operates through six

the introduction of a US bed-in-a-box

brands in France – Dunlopillo, Simmons,

offer, Beautyrest by Simmons, which will

in history and at the epicentre of Kensington’s

Treca, Bliss, Diva and Steiner – where it

be manufactured in the UK.

prestigious art and design district, the move

operates from six production sites, and

to Olympia will see us continue to define

boasts a European turnover of €235m.

luxury interior design, presenting the most

The group says it plans to invest in

Joe Wykes, who has a background in private equity-backed businesses in the UK and France, has been appointed CEO

established brands and best up-and-coming

Sleepeezee’s multichannel sales and

of Adova UK. He will work alongside

names across the spectrum of design and

marketing, equipment, infrastructure

Sleepeezee’s Howard Wilson and Steve

making.

and IT to 2022, with a view to doubling

Warren to manage the interplay between

the company’s revenue over the four-

Adova’s UK and French operations.

“Decorex 2019 will introduce a number of new features, and we will remain one of the foremost platforms for new ideas, industry insight and design innovation. Visitors will see our seminars and events programme developed

Harveys unveils celebrity partnership

even further with new ways for both exhibitors

Harveys has unveiled its first-ever

and visitors to interact with the show and each

celebrity partnership – Bold by Louise.

other.”

Singer, presenter, fashion blogger and interiors enthusiast Louise Redknapp has

Fabric exhibition makes way for fixtures Due to potential fixture changes at Chelsea FC,

partnered exclusively with Harveys to develop an exclusive collection of vibrant sofas, chairs and footstools, which combine velvets, wools and linens with contemporary shapes.

Louise says: “I only design things I

the 2019 London Fabric Show will now be held at the venue on the 4-5th March - one week

would put in my own home, and this

later than previously announced.

collection is a true reflection of my

Speaking of the change, Jackie Bazeley, MD

personality and style. We’ve worked so

of the British Furniture Manufacturers (BFM),

hard on the shape and design of each

“Harveys is in the middle of great change

which organises the London Fabric Show, says:

product, and seeing the final finished

and innovation. This is the first time we

“We have decided to move the dates by one

range was a truly stand-out moment

have partnered with a celebrity and the

week. The venue is popular with our exhibitors

for me. I wanted people to have a focal

team has been committed and driven to

and visitors, it therefore made sense to move

point in their living spaces that will be a

produce a range that will inject vibrancy

the dates rather than the venue and we hope

conversation starter for guests, and Bold

into shoppers’ homes – stylish furniture

that the date change will not affect any of our

by Louise really encapsulates this.”

that doesn’t compromise on comfort,

visitors attending this invaluable event.”

Kalwant Singh, MD of Harveys, adds:

whatever the budget.”

Airsprung owner acquires AHF

Bed Industry Awards winners revealed

The owner of Airsprung Group and Beales, Andrew Perloff,

Seven bed industry champions won trophies at the National Bed Federation

has purchased a controlling stake in 19-store furniture chain

(NBF) Bed Show Gala Dinner last month. Hosted by presenter Martin

Anglia Home Furnishings (AHF) from Central England Co-

Bayfield, the Gala Dinner and awards ceremony – which attracts over 500

operative.

guests from the industry – saw winners from across bed manufacturing,

“The priority of AHF and its major shareholder Central England Co-operative has been to ensure the future stability of the AHF business for its staff and valued customers,”

retailing and production recognised for their achievements in innovation, growth and marketing.

This year’s winners were: Harrison Spinks for Bed Manufacturer of

reads a joint statement from AHF and Central England

the Year (over £10m turnover); Millbrook for Bed Manufacturer of the

Co-op. “Both AHF and Central England Co-operative wish

Year (under £10m turnover); Maes Mattress Tickings for Bed Component

to reassure all colleagues and customers that this deal with

Supplier of the Year; Dreams for Large Bed Retailer of the Year; Argos for

Portnard Ltd will strengthen the business and ensure a

Large Online Bed Retailer; Arighi Bianchi for Small Bed Retailer of the Year;

smooth transition of ownership which will bring benefits to

and Otty Sleep for Small Online Bed Retailer of the Year.

all concerned.

“The opportunity presents many positive synergies for

“It’s the eighth year of honouring the industry’s stars and another wonderful year of high-calibre entries,” says NBF president Tony Lisanti.

both AHF and Portnard Ltd and will help strengthen the

“It is brilliant to see the winners’ hard work and innovative ideas rewarded

financial prospects for AHF in the short and longer term.”

on such a special night in the bed industry calendar.”

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27/09/2018 09:40

News | 11

Dunelm growth during Worldstores integration Dunelm has announced its preliminary results for

“The Worldstores acquisition has given us the

the year to 30th June 2018, citing revenue growth

key ingredients for a step change in our digital

of +9.9% and LFL sales growth of +4.2%, plus

capabilities. We are preparing to launch Dunelm.

the integration of the Worldstores brand within

com on our new proprietary technology to give us

Dunelm.com.

much greater agility in improving our customer

CEO Nick Wilkinson comments: “Following healthy sales growth over the past year, we are now taking steps to simplify the business

proposition. This is a new and exciting chapter for Dunelm as we fully embrace digital retailing.”

Total Dunelm.com sales represented 13.5% of

under the core Dunelm brand, with one web

Dunelm’s total sales in FY18 (up from 11.2%in

platform and an integrated supply chain. This

FY17). The profitable Worldstores products have

will allow us to respond more quickly to the

now been transferred to Dunelm.com. During the

changing consumer environment and drive future

period, Dunelm opened 10 new stores (including

profitable growth.

one relocation), adding +6.1% new space.

UK exports up, Chinese imports down UK exporters improved sales but showed an increasing reliance on EU deals during the first six months of 2018, according to a British Furniture Manufacturers (BFM) review of furniture overseas trade, which also showed a decline in Chinese imports across all furniture sectors.

Traditional furniture sectors

Whitemeadow unveils design and development centre Nottinghamshire firm Whitemeadow has invested more than £700,000 in a custombuilt 13,750ft facility at its base in Sutton-in2

Ashfield.

It will house Whitemeadow’s full design team, along with a development team comprising six upholsterers, three machinists and three CAD operators, who will be responsible for creating production-ready prototypes of the firm’s latest sofas and furniture products.

The centre also houses a 3750ft customer 2

showroom which will display its latest products and present the latest trends in furniture design.

The facility took seven months to construct and fit out. “To be successful in our industry, you have to be able to design ‘wow’ products that excite the public,” says Ian Oscroft, Whitemeadow’s MD. “We’ve invested heavily in the design and development side of our business, because that’s what excites our customers and consumers.

“We’ve been at the cutting edge of furniture design for more than a decade and have always been proactive and prolific at bringing our latest products to market. Our new Design and Development Centre is all about offering people a glimpse into the creative process here at Whitemeadow and showcasing our latest designs and products.”

showed exports up in all sectors to EU countries, with the only declines seen in countries outside the EU. For all countries, export sales rose as follows: upholstered seats (+7.4%); non-upholstered seats (+6.7%); kitchens (+6.3%); wooden bedroom furniture (+40.5%); wooden dining and living room furniture (+6.8%); office and shop furniture (+4.9%) and mattresses (+32.4%).

The Republic of Ireland regained the top spot from France as the major EU recipient of all types of UK furniture, and for all sectors. The US, however, remains the major destination for UK companies. The second major non-EU recipient of UK furniture is China, and here exports fell by -31.8% to £58m.

Imports of furniture to the UK hardly changed in the first

Habitat opens first of two new flagship stores

six months of 2018 compared to the same period in 2017, with imports from the EU increasing,

Habitat has unveiled the first of its two new standalone flagship stores, at Westfield London. Forming

and imports from outside of the

part of the mall’s new Home hub - which brings together multiple homeware and furniture retailers

EU falling. Of the top three EU

under one roof – the new 4700ft2 store was designed by the retailer’s in-house studio and features over

furniture importers to the UK,

1400 products.

Poland saw the biggest increase

“Working with Westfield London to create a major new homeware destination for London has

in values sold, up by over +8%.

been a hugely exciting project to be part of and we think a fitting location in which to launch our first

Italy remains at the top, with

standalone Habitat store for 10 years,” comments Habitat MD Clare Askem.

Germany third – all three

“As we evolve the Habitat brand we’re conscious of catering for customers who increasingly want

countries imported over £300m

the choice of shopping in stores or online in a way that suits them. Alongside good digital growth we’ve

worth of furniture in the first

seen a great reaction to our store format trials which allow customers to interact with our products in

half of this year.

different retail environments. Westfield London will be our first large-format store to offer customers

The US remains the second

a new immersive Habitat shopping experience within a major shopping mall and is aimed at those

largest importer to the UK,

who want the convenience of different fashion, home and entertainment retailers in one easy-to-shop

outside of the EU, seeing its

location.”

share of the market increase

Habitat plans to open its second new flagship store in Brighton city centre this November as part of the Hanningtons Estate redevelopment in the Brighton Lanes shopping area.

FN355_Pages.indd 11

by +15% to £167m, reports the BFM.

27/09/2018 09:40

12 | News

Bensons unveils Simba deal

Research association returns to Westminster

Bensons for Beds has announced a partnership with mattressmaker Simba.

The nationwide deal, which is Simba’s largest to date, is set to bring its Simba Hybrid mattress to Bensons’ 270 stores this month.

Mark Cort, Bensons’ commercial director, says: “We strive to provide our customers with the most trusted,

On 11th September the Furniture Industry

Award or become a Certified Company under

quality and innovative brands within

Research Association held its 22nd annual

the new FIRA Compliance Scheme for the

the sector and the partnership with

reception at the House of Lords.

Fire Performance of Upholstered Furniture, and to provide networking opportunities for

Simba allows us to connect with

For the second year running, Baroness

shoppers who are short on time,

Warsi hosted the reception, which serves

some 250 guests from across the furniture

but value quality. Simba will be an

as a platform to celebrate the furniture

industry.

important partner for us as a retailer

industry, welcome new members of the

and we are excited to work with the

research association, acknowledge the

a behind-the-scenes tour of the Houses of

biggest bed-in-a-box brand that

achievements of organisations which have

Parliament.

provides one of the most comfortable

recently achieved FIRA Gold Certification,

mattresses on the market.”

received a FIRA Ergonomics Excellence

Weather and sport hinder Steinhoff in Q3

eve appoints former Moonpig MD

See a selection of photographs from the event on p70.

Wiemann welcomes new quality manager

D2C European sleep brand eve has appointed former Moonpig MD James

In Steinhoff International’s latest

Sturrock as its CEO, following the deaprture

quarterly financial update, covering the

of Jas Bagniewski in July.

nine months to 30th June, the group

Guests also had the opportunity to enjoy

James brings proven experience

reports that UK household goods retail

in leading online-focused consumer

and manufacturing revenues fell by

companies combined with a background

-8% to €494m YoY during the period

in marketing and brand development. He

– a further decline in Q3 from the -6%

joined online greetings card, flower and

YoY drop experienced over H1. Constant

gift company Moonpig in 2014, and, while

currency revenue decreased by -6%,

there, delivered four consecutive years of

while LFL revenue declined -4%.

double-digit revenue and EBITDA growth,

In UK retail, Steinhoff reports

expanded the product offering, and led the

German bedroom manufacturer

that Bensons for Beds maintained

rebranding of the business in 2017. Prior to

Wiemann has appointed a new HDI

revenue, but that this was offset by a

this, he was part of Direct Line Group, and

quality manager to further develop its

decline in trading from Harveys in Q3,

formerly Direct Line Insurance for more

customer systems.

“further impacted by unprecedented

than seven years.

hot weather since Easter which has

Following his appointment at eve, interim

Andrew Mear will ensure Wiemann’s continuity and progression in providing

had a negative impact on footfall and

CEO Abid Ismail will continue his role as

a high level of customer service, and

weekend trading during the period”.

CFO of the company.

will look at evolving the manufacturer’s

It also noted that the FIFA World Cup

eve has also appointed Nikki Crumpton

HDI framework to ensure it continues

to its board as senior independent non-

to lead rather than follow. He joins the

executive director, replacing Peter

business with 20 years’ experience in

has concluded the lock-up agreements

Hepworth who has stepped down from the

furniture retail, delivery and assembly.

necessary for the group’s restructuring

role. Nikki boasts significant experience

process following its recent financial

across marketing, advertising and

manager, says: “I’m delighted to

instabilities. “We remain determined

communications strategy development

welcome Andrew into the team! A first-

to pursue every available avenue to

and implementation. She is the founder of

class level of customer service is key

complete the implementation within

brand and communications consultancy The

for a successful business, and, with his

the agreed time frames and to ensure

Active Strategist, and has previously held

help, we look forward to developing our

that Steinhoff can benefit from the

senior roles within international agencies

processes to ensure that we remain one

three-year period of stability,” it reads.

including McCann Worldgroup.

step ahead of our competitors.”

proved “a distraction for consumers”.

The board reports that Steinhoff

FN355_Pages.indd 12

Kai Schwenke, Wiemann’s export

27/09/2018 09:40

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18/09/2018 09:40 11:27 27/09/2018

14 | News

Laura Ashley reassesses pricing

Former Steinhoff chief appointed chair of Cotswold Company True, a European retail and consumer sector specialist investor, has appointed Ian

Laura Ashley plans to add “a selection

Topping as chairman of online furniture

of more competitively-priced

retailer The Cotswold Company, which

products” to its furniture range, in

specialises in oak, pine and painted furniture,

light of a -8.2% YoY sales drop in the

which it also sells through its showrooms

category, with LFL sales down -4.1%,

in Stow-on-the-Wold, Chelmsford and

over the year to 30th June.

Norwich.

“This is our most highly-priced

Ian was previously chief executive

category,” reads the retailer’s

of HMV, where he spent five years re-

results statement. “Given the softer

establishing profitability and delivering

consumer confidence at this juncture,

strong investor returns since it was acquired

Company, adds: “Since True invested in

some of our customers have deferred

from administration by Hilco Capital. Prior

2016, we have been exceptionally pleased

the more expensive purchase of a new

to this, he was chief executive of Steinhoff

with the growth of the business and the

settee or bed.”

UK, following its acquisition of Relyon Group

retail and consumer network the partnership

in 2001, where he was chief executive until

has delivered, including the introduction of

2012.

Gordon and Chris Segal, the founders of Crate

Home accessories, Laura Ashley’s largest category (accounting for 34% of its business, and furniture for

Ian says: “The Cotswold Company has

Kevin Johnson, CEO of The Cotswold

& Barrel, as board advisers.”

Matt Truman, CEO of True, adds:

29%), saw sales fall by -3.6% over the

experienced a strong period of growth

same period, yet its LFL sales were up

since it was acquired by True in 2016,

“The business has opened two new retail

+2.9% YoY.

expanding its product and category ranges

showrooms and delivered revenue growth

and showroom footprint. I look forward to

in excess of +20% this year in line with the

(down from £277.0m in 2017),

working closely with Kevin and the rest of

rapid revenue growth of recent years. Ian’s

and total LFL sales fell by -0.4%.

the management team to continue to grow

appointment comes at a time when the

However, LFL ecommerce sales grew

the brand and build on the industry-leading

business is positioned for ongoing digital

by +4.1% to £59.7m (from £57.3m in

customer proposition to attract an even wider

growth as a D2C furniture retailer with over

2017), and now represent a quarter

customer base.”

90% of sales coming from online.”

Total group sales were £257.2m

of Laura Ashley’s retail revenue.

Operating expenses of £91.7m were recorded for the year (down from £98.3m in 2017), a reduction

Lebus certified under fire compliance scheme John Brewster, operations director at Lebus

attributable largely to a net reduction

The Furniture Industry Research Association

of stores.

has confirmed Lebus Upholstery as the latest

Upholstery, says: “At Lebus we’ve always

company and first independent manufacturer

placed a very strong emphasis on safety, and

it has entered into a conditional

to gain certified status under its Compliance

through our Certified Company status we’re

agreement to sell its property in

Scheme for the Fire Performance of

able to demonstrate this further through this

Singapore, which was purchased in

Upholstered Furniture.

independent verification.

Laura Ashley also announced that

June 2015 with a view to making it the

The Lincolnshire-based Lebus passed a

“Retailers will be reassured that our

comprehensive audit to become a Certified

processes and procedures relating to

Company under the scheme, demonstrating

flammability are vigorous, which in the long-

Kay Peng comments: “As set out at

that it has robust processes and procedures

term benefits their consumers.

the time of the interim results, the

in place to demonstrate due diligence

“The audit itself was very thorough and

trading environment for the first half

compliance with the UK’s Furniture &

it gave the opportunity for many colleagues

of the year was challenging, and the

Furnishings (Fire) (Safety) Regulations

from across the business to work together

board expected these difficult trading

(FFFSR). This included checking process

with the aim of satisfying all the elements

conditions to continue into the second

management systems, control of materials,

which we had to display. It also gave us

half of the year. This proved to be

traceability, compliance testing, labelling

the opportunity to be confident that we are

the case and, given the softer trading

and crisis management.

meeting the requirements of the FFFSR.”

retailer’s Asian headquarters.

Company chairman Tan Sri Dr Khoo

environment for the year ended 30th June 2018, we are disappointed to report a fall in profits. Continued

New agent for Sweet Dreams in Scotland

margin pressure and the impact of

Following the retirement of agent Stevie

working for many

a changing retail landscape have

McCann, who had worked with manufacturer

years with Morris

contributed to the overall reduction in

Sweet Dreams for 23 years, Darrell Tough

Furniture and Buoyant

profit before tax.

took over responsibility for sales in Scotland

Upholstery. He says:

in August.

“It’s good to be aboard.

“We are, however, encouraged by the progress and continued growth

Darrell started out in retail in the late

being made by our online business,

1970s, where he worked for the Sterling

especially because they don’t stand still, and

and will be launching a new digital

Furniture Group before becoming a

their wide portfolio and extensive product

platform in the weeks to come.”

manufacturer’s agent in the late 1990s,

range are testament to that.”

FN355_Pages.indd 14

I admire Sweet Dreams

27/09/2018 09:40

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FN355_Pages.indd 15 HarrisonSpinksOct18.indd 1 Show_Ad_297x216mm_Furniture News.indd 1 106170_Harrison Spinks_NBF

27/09/2018 24/09/2018 14:38 11/09/2018 09:40 14:08

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27/09/2018 09:40

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FN355_Pages.indd 17

27/09/2018 14:44 09:40 24/09/2018

18 | Interview

Level up With a £5m investment set to take it to the next level of omnichannel trading, furniture vertical Arlo & Jacob has come a long way in four short years. Paul Farley caught up with the family-friendly brand’s founder and MD, Nick Wasey, to talk team spirit, tech and turmoil …

Nick Wasey

FN355_Pages.indd 18

27/09/2018 09:40

Interview | 19

A rogue burglar alarm has been screeching

proposition to the JDP Group – the

all morning at Arlo & Jacob’s Fulham HQ,

Nottinghamshire-based manufacturer

prompting Nick Wasey to (apologetically) hit

whose brands include Celebrity, Cintique

the paracetamols as he takes my call.

and Wade Upholstery.

To be fair, he’s probably getting used

“It was a natural evolution for the

to headaches. As we speak, Arlo & Jacob is

group,” Nick explains. “At the time, we

between showroom launches in Bristol and

looked around at the online pioneers in the

Harrogate (with “another couple in the

field, and saw no reason not to set up our

pipeline, probably coming early next year”).

own channel, through which we could make the most of the excellent manufacturing

It’s clearly a pivotal time for the

capabilities to hand.”

former online pureplay, which is in

To minimise the risk of stepping on the

full-on expansion mode thanks to a £5m investment which promises to transform it

toes of the group’s existing customers,

into a truly omnichannel business.

Arlo & Jacob forged a new path towards a different consumer segment, and went

“Whether you’re a small cake shop or Elon Musk’s Tesla, business is a risk,”

about developing a fresh selection of

admits Nick, “but we feel we’ve got all the

upholstery. “There were no objections or

pieces in place to execute this expansion.”

market conflict,” Nick confirms. “We were focused on design-led, affordable design,

Over two years, that £5m will be funnelled into technology, product

made with provenance, and presented

development, staff, and those

beautifully online (and later in-store, too).”

Aside from one or two models, the group

aforementioned new bricks-and-mortar locations, with a view to lifting turnover

continues to manufacture every Arlo &

past the £10m mark (the physical expansion

Jacob product in Long Eaton, making it one

taking place this year alone will triple Arlo &

of the UK’s smaller vertically-integrated

Jacob’s showroom space, while significantly

operations. Having full control of the

expanding its national reach).

production and supply chain from end to end brings numerous benefits, says Nick,

It’s a big ask for such a young business.

Nick launched Arlo & Jacob as an ecommerce

but he contests that being a vertical is “not

venture in 2015, bringing a unique D2C

for the faint-hearted”.

“Whether you’re a small cake shop or Elon Musk’s Tesla, business is a risk”

Jemima

FN355_Pages.indd 19

27/09/2018 09:41

20 | Interview

“When you look at the names that have gone under, some of them weren’t hugely surprising”

Bertie

He explains: “Retail has evolved so much over the last 10 years, and the complexity is vast. From digital marketing to branding, you have to have the right team in place, as well as the right product – and to go truly omnichannel, you have to make sure all your systems are perfectly aligned.”

Before he founded Arlo & Jacob, Nick worked across a plethora of disciplines including sales, marketing, manufacturing and technology. His work took him across the UK and Europe, and through the whole manufacturing supply chain, before he brought his expertise to the furniture industry.

“It’s a common thread,” he suggests.

“A lot of the people in the new wave of furniture retailers are coming from outside the sector.”

Nick is passionate about manufacturing technology, and its ability to enable an engaging, seamless customer buying journey – online, in-store, or both.

“Digital is the heart of our brand,” says Nick, “and in our segment (the premium price level) the customer journey starts online. It’s very considered, comprising various visits to different channels, evenly Jackson, from Arlo & Jacob’s House & Garden Collection

FN355_Pages.indd 20

spread across mobile, tablet and desktop. It might involve a store visit – but the final

27/09/2018 09:41

DWSSp SS0028

Discover Source inspired furniture pieces, on-trend home accessories and finishing touches at Spring Fair. springfair.com

FN355_Pages.indd 21 DWSSpringFairOct18.indd 1 SS002840 SF FURNITURE NEWS PRINT AD 216X297 AW.indd 1

27/09/2018 24/09/2018 14:05 18/09/2018 09:41 14:07

22 | Interview

transaction is generally made online.

“Crucially, every touchpoint, whether

says, “whereas young brands like us have no baggage – we’re starting with a clean

“bang on trend”.

There’s also new commercial director

digital or physical, is linked. For example,

sheet.” As well as inflexible working models,

Harvey Roberts, who brings management

a customer clicking on a digital advert will

Nick is referring to old IT and operational

experience from the likes of Gautier, Farrow

go straight to the right online content, and

infrastructures which can prove extremely

& Ball, Fired Earth and Habitat.

that’ll be well configured, and beautifully

resistant to change.

targeted.”

“I’m fascinated by the momentous

Nick says there’s a family feel to the whole business – indeed, the brand itself

changes taking place in retail at the

was named after Nick’s young sons – which

offers more than 100,000 high-definition

moment,” adds Nick. “But, when you look

mirrors its target audience.

CGI product renders, which offers customers

at the names that have gone under, some

greater encouragement to build an online

of them weren’t hugely surprising. As an

– from 20-somethings to older clientele

basket, and that the business is about to roll

observer, I can see so many businesses that

– themes of family and home run through

out a dedicated app which its in-store staff

haven’t evolved their brand, brought in new

the whole brand,” he says. “Arlo & Jacob

can use to answer customers’ queries and

customers, or got their online operation

is a premium product (not luxury), for

help them visualise products, build and edit

sorted.

discerning customers with an interest in

Nick says that Arlo & Jacob’s website

their baskets, and execute a transaction.

Taken together, these measures are designed to improve customer service by ensuring continuity and transparency – and they’re being applied internally, too.

“On the other hand, it’s created a good

“Although we get a spread of customers

contemporary design. At our price point,

deal of opportunity (and retail space) for

we’re attracting business from across the

us!”

market.”

Poised to seize Arlo & Jacob’s advantage

The JDP Group has high expectations for

is a “strong team” of marketing, IT and

its on-trend D2C arm, which appears to

finance specialists, which includes the

be marrying manufacturing heritage and

are perfectly aligned,” says Nick. “I heard

likes of product manager Laura Barnard,

omnichannel strategy to great effect.

the other day that there’s a big retailer

who strives to keep the product lines fresh

that’s still printing orders and re-entering

and ahead of the crowd. “This year we’re

and we always want to move on quicker than

them manually into another system –

planning to bring in a new product every

we can,” concludes Nick, “but I think we’ve

you’ve got no chance of scaling if you

month,” says Nick, pointing to the success

got everything about right to make a bigger

behave like that!”

of the brand’s partnership with House

impact.”

“The trick is making sure all our systems

For Nick, it’s about keeping every aspect of the business “clean and slick” – and this

“We’re small, our resources are limited,

& Garden magazine, whose input on the design side helps ensure his new models are

www.arloandjacob.com

is where its vertical integration really shines.

Principals can instantly see what stock is available and where in the supply chain it

Emilia

is at any given time, and when a customer makes a purchase, they too can track the progress of their order.

“If you are juggling suppliers or premium product from overseas, supply chain visibility can be a nightmare,” he says. “Our enterprise resource planning (ERP) system sees stock movements in detail, from the factory to the shop floor, and the customer can see that too.

“They love having that insight. In our [online reviews platform] Feefo reports, the quality of our communications always comes up as a positive. People like to be promised a date, which is stuck to – and that’s within your realm when you’re a vertical.”

Arlo & Jacob’s rapid transition from online start-up to bricks-and-mortar player sees it follow in the footsteps of the likes of Oak Furniture Land, Loaf and Made.com – digital disrupters who have gone on to make it big in the physical space, bucking the trend towards contraction in UK retail – and Nick says there are good reasons why so many traditional retailers struggle to make the transition in the other direction by successfully taking their brand online.

“Most are simply not configured

“To go truly omnichannel, you have to make sure all your systems are perfectly aligned”

internally to go from physical to online,” he

FN355_Pages.indd 22

27/09/2018 09:41

EmmaS

Advertorial | 23

Original Emma The Emma Original mattress, the latest product from D2C brand Emma

The move now sees the Emma Hybrid mattress stocked in DFS and

Mattress, has been awarded a Which? Best on Test accolade for the

Carpetright in stores nationwide, meaning customers can try out the

category – as well as being named a Which? Best Buy for the second

product before purchase, all while benefiting from Emma’s fast online

year running.

fulfilment. The partnerships also capitalise on Emma Mattress’ strong

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at home, with a pick-up and return service as well as a money-back guarantee. Key features include a new foam combination for superior breathability and durability. It also benefits from a cover with openpore cell structure technologies to improve air circulation. In addition to these technological advancements, the Emma Original still comes with all the benefits of fast delivery and 10 years’ warrantee, available across the range.

Also available to buy direct from Emma Mattress is the Emma Hybrid, which picked up a Which? Best Buy in 2016 and brings together the science to deliver a good night’s sleep, thanks to a unique blend of mattress technologies and materials. From its bounce-proof decompressing Airgocell®-layer to pressure-relieving pocket springs and a blend of memory foam, its supporting layer of cold foam regulates body temperature while you sleep.

Investment in quality, through R&D and a product evolution roadmap that is based on direct feedback from customers has been bedrock of Emma’s success so far – both in the UK and wider in Europe.

This has seen Emma achieve significant consistent like-for-like revenue growth, with UK sales up 46% month-on-month in August and positive year-on-year performance, with revenues for the year to date up 184% for the period to 31 August 2018.

As well a dominating the online bed-in-a-box market, the mattress retailer has recently made a move into physical retail stores, via tactical partnerships with DFS and Carpetright.

For further information, visit: Emmamattress.co.uk

FN355_Pages.indd 1 23 EmmaSep18.indd

27/09/2018 10:04 09:41 19/09/2018

24 | Events

REVIEW

A REWARDING OUTING FOR IRELAND’S SUPPLIERS The fifth Irish Furniture & Homewares Show (IFHS), which took place in Dublin’s National Show Centre in August, has been lauded by its organiser as the best edition to date …

T

he exhibition’s marketing manager, Enda Moran, proudly states: “We have

been receiving great feedback, with the majority of our current exhibitors already looking forward to registering for IFHS 2019.”

Despite a late change to the event’s timing prompted by a papal visit to Ireland, this year’s IFHS managed to break the records set in previous years.

With over 85 exhibitors bringing thousands of products to the event – plus a dedicated services hub launched in response to growing interest from trade services providers – the event proved representative of the wide variety of furniture and homewares available to the Irish trade, as well as a

into the IFHS, reinforcing and building

nurture a Flooring and Carpet addition

convivial platform for meeting others

on our strong foundations and

next year.”

in the industry.

delivering an exciting new chapter for

“The vast majority of exhibitors at the IFHS reported strong sales at

“With the already long-established

The event also hosted this year’s edition of the Irish Furniture & Home Awards, which celebrate the best

the close of the show this year,” says

relationship and crossover between

products and exhibitor efforts.

Enda, “and next year we plan to be

the furniture and flooring industries,

This year’s Irish Furniture & Home

bigger and better!

we know our business model is the

Awards saw 11 worthy winners claim

perfect platform to support and

best-in-show awards for their

“We are committed to investing

FN355_Pages.indd 24

the show’s evolution in 2019.

27/09/2018 11:06

Events | 25

products, displays, and overall approach to business.

Annaghmore Agencies claimed the show’s prestigious Retailer Choice award for Best Wholesale Supplier, voted for by retailers, while the other awards were bestowed by an expert panel of judges, which adjudicated an impressive haul of over 200 entries across 11 categories.

Event organiser Mark Gannon presented each winner with their award – see more on p68.

The Irish Furniture & Homewares Show Retailer Choice award for Best Wholesale Supplier Annaghmore Agencies

Best Overall Product of the Show World Furniture, for its Santana dining set

Best Overall Display and Exhibition Stand Derry’s

Best New Furniture Product Red Tree Furniture, for its Bastilico dining table

Best Bedroom Collection Honey B, for its Lagan range

Best Upholstery Product GIE Furniture, for its Briyanna corner sofabed

Best Cabinet Collection Mia Wholesale, for Saray

Best Irish-Manufactured Product McQuaid Upholstery, for its Shelly corner

Best Flooring Product Floors 2 Go, for its New Authentic Oak range

Best New Homeware Product Final Touches, for its Kerry Crystal Art 3D Signature Drinks Bottle

Best Mattress Innovation Washing Bay, for its Azure Hybrid

will return to Dublin next August.

www. ifhs-tradeshow.ie

FN355_Pages.indd 25

27/09/2018 11:07

26 | Events

Tyler

TMS Sales (00353 (1) 861 2929, www.novoliving.ie) unveiled a new

32,000ft2. Based just 20 minutes from Dublin Port, the facility is also

trading name, Novo Living, at the Irish Furniture and Homewares

strategically located close to major motorway networks, enabling the

Show. To coincide with the announcement, Novo Living launched

company to quickly service its customers.

new dining ranges to reflect the latest trends in the Irish market.

From humble beginnings in 1989, the company now operates from its own premises, which boasts a total storage area of

Novo Living aims to provide its customers with readily-stocked, up-to-date designs at affordable prices, backed up with friendly, reliable service.

www.novoliving.ie T: +353(1) 861 2929 E: info@novoliving.ie Unit 617A, Northwest Business Park, Ballycoolin, Dublin 15, D15 PC80 Ireland NovoOct18.indd 1

FN355_Pages.indd 26

07/09/2018 15:35

27/09/2018 09:41

IRISH FURNITURE FURNITURE IRISH & HOMEWARES HOMEWARES & SHOW 2019 2019 SHOW AUGUST 2019 AUGUST 2019 THE CENTRE,DUBLIN DUBLIN THENATIONAL NATIONAL SHOW SHOW CENTRE,

I

APPLY TO TO EXHIBIT EXHIBIT IN APPLY IN 2019 2019 AREYOU YOUSUPPLYING SUPPLYING FURNITURE ARE FURNITURETO TOTHE THE IRISHMARKET? MARKET? IRISH

fI t

If you are seriousabout aboutsupplying supplyinginto into the the Irish Irish market exhibiting at at If you are serious marketthen thenyou youshould shouldbebe exhibiting Irish Furnitureand andHomewares Homewares Show Show in in 2019. thethe Irish Furniture 2019.

D

you need connectwith withnew newcustomers customers and and new trade?

DoDo you need toto connect new prospects prospectsininthe theIrish Irishfurniture furniture trade?

Well then you need to be exhibiting at the Irish Furniture and Homeware show in August 2019.

Well then you need to be exhibiting at the Irish Furniture and Homeware show in August 2019.

With over 1200 peoplethrough throughthe thedoor door representing representing over Furniture, Flooring With over 1200 people over700 700individual individualIrish Irish Furniture, Flooring and homeware retailers; our show offers the best opportunity for growth in the current economical and homeware retailers; our show offers the best opportunity for growth in the current economical environment. environment.

a e

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Our exhibitors are always delighted with the results at the close of the show. Being the only Irish Our exhibitors are always delighted with the results at the close of the show. Being the only Irish furniture trade show, we are finding that retailers in the Irish trade are choosing our show over the furniture trade show, we are finding that retailers in the Irish trade are choosing our show over the UK shows in favor of our more convenient venue and timing which gives exhibitors the perfect UK shows in favor of our more convenient venue and timing which gives exhibitors the perfect opportunity to increase their sales, meet their customers and more imporantly gain new ones. opportunity to increase their sales, meet their customers and more imporantly gain new ones.

h e t

A s t

At IFHS, Our philosophy is that people do business with people, and that continues to be the trade At shows IFHS, Our philosophy is that people do business with people, and that continues to be the trade driving force today. It’s this philosophy along with our targeted marketing efforts that put shows driving force today. It’s this philosophy along with is our targeted efforts that put the right people together ensuring good quality business done year onmarketing year. the right people together ensuring good quality business is done year on year.

e t

T y

The show is a great opportunity for meeting customers, building relationships and increasing The show is so a great opportunity for meeting customers, relationships and increasing your sales get involved and exhibit at The Irish Furniturebuilding & Homewares Show 2019. your sales so get involved and exhibit at The Irish Furniture & Homewares Show 2019.

g

S

Secure your space today for Ireland’s biggest furniture event of the year.

Secure your space today for Ireland’s biggest furniture event of the year.

T S S

CALL NOW +353 (0) 9066 28844 EXT 201 CALL NOW +353 (0) 9066 28844 EXT 201

The National Show Centre, The NationalLane, ShowCloghran, Centre, Stockhole Stockhole Lane, Cloghran, Swords, Co. Dublin Swords, Co. Dublin FN355_Pages.indd IFHSOct18.indd 1 27

email: aisling@ifhs-tradeshow.ie email: aisling@ifhs-tradeshow.ie www.ifhs-tradeshow.ie www.ifhs-tradeshow.ie 27/09/2018 10:33 10:30

28 | Events

REVIEW

AUTUMN FAIR TURNS A CORNER This year’s Autumn Fair saw 1200 exhibitors populate Birmingham’s NEC for five days of negotiation and inspiration. Over 200,000 new products were presented, offering buyers plentiful opportunities to stock up for the selling seasons ahead …

L

ouise Young, MD of Spring Fair and Autumn Fair, comments: “Off the back of what was a

flat summer of trading for retailers, buyers came ready to be inspired by ranges for the up-and-coming major sell-though periods for retail. It’s simply good news for all of retail that suppliers and retailers have come together to make this year’s Autumn Fair a commercial success for those that visited and exhibited – it’s a good barometer for the Christmas trading period and into spring.”

With visitors from the likes of Amazon, John Lewis, Marks & Spencer, Next, Wayfair and Wyevale in attendance, the feedback from many exhibitors was positive.

James Ellis, MD of Ancient Mariner Furniture, commented: “It’s been a well-attended show – we’ve been really busy. We’ve seen a good mix of smaller and larger buyers, existing and new customers.

“Particularly when it comes to finding new customers, Autumn Fair offers something that the dedicated furniture shows just don’t – over the years, Autumn Fair’s been great for lifting our profile.”

Four live theatres offered valuable

embrace the structural changes in the

the current buying trends, with

market,” explains Louise. “Consumers

speakers including Theo Paphitis

have not stopped buying goods, but

and notonthehighstreet.com’s Holly

how they buy has changed.

Tucker. sharing their advice and predictions for the coming year.

This year’s edition also saw the

“In 2019, both Spring and Autumn Fair are well positioned to continue providing a unique proposition for

introduction of a dedicated section for

retailers. With the new re-edit plans

the best of Theo Paphitis’ #SBS (Small

we’re looking to really optimise the

Business Sunday) community, Autumn

fair experience for both visitors and

Fair Product Match, and new Global

exhibitors, including updating show

Handicraft and DesignFirst showcases.

sectors to present real opportunities

The show’s new owner ITE has

for crossover buying and better

announced a major investment

enabled networking. As the hub for

programme to increase attendance

‘all of retail’, 2019 will offer buyers

from online and international

tangible profitable insight that will

retailers, plus a plan to reorganise

help them stay ahead of the curve.”

the halls to improve visitor flow

Online registration is now open

and facilitate greater cross-buying

for Spring Fair, taking place from

opportunities, with content that will

3rd-7th February at the NEC. Read on

encourage multiples to source more

to discover some of the exhibitors’

white-label/own brand product.

responses to the autumn event …

“Looking forward, market leader

FN355_Pages.indd 28

Autumn Fair is evolving as we

market insights and updates on

F F B

www.autumnfair.com

E

27/09/2018 09:41

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tel: 01253 600 600

FN355_Pages.indd FeblandOct18.indd 129

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Web: www.febland.co.uk

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30 | Events

Final Touches Dundee (01241 858777, www.finaltouchesltd.co.uk), a family-run company established in 1950, constantly explores new designs and trends to make sure its furniture, mirror and picture offer is on-trend and ahead of the curve.

After winning the award for Best New Homeware Product at the Irish Furniture & Homewares Show (IFHS), and enjoying a successful outing at Autumn Fair subsequently, Final Touches has been delighted with the feedback it has received from customers, and invites them to visit its stand at the 2019 January Furniture show, where the company will launch its new and exclusive lines for the coming year.

Febland (www.febland.co.uk) enjoyed a busy Autumn Fair, where it promoted new and existing lines from its website and Blackpool showroom.

Its mosaic lamps remain bestsellers, reports the company, while its compact marble-effect dining tables come in a close second, accompanied as they are by a large selection of interchangeable matching chairs.

Meanwhile, 3D wall art and giftware is available to complement Febland’s lounge furniture, while a new sample range of bespoke kitchen and bar seating, which offers flexibility of construction and fabric choice, is proving popular.

Finally, there is Febland’s Beaumont light range, which continues to shine, reports the supplier.

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WWW.HANLIN.CO.UK

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SHEEPSKIN

REINDEER 27/09/2018 24/09/2018 09:41 09:04

32 | Events

Red lacquer cabinet

Black melon jar lamp

With a promise of bringing comfort to chilly evenings, Mandarin

Chinese landscapes in which man is dwarfed by nature, and exotic

Arts (01873 812255, www.mandarinarts.co.uk/en) presented a large

birds and phoenix.

range of porcelain lamp bases, comprising many colour schemes and in both traditional and more contemporary designs.

The company dates back to the early 1980s – a time in which China was reconnecting with the world after a long period of

The shapes of these vases and lamps are often reminiscent of those antiques on display at museums and stately homes in Europe and other parts of the world.

Mandarin Arts also offers lacquer furniture, rosewood and

isolation. Nowadays, China is at the forefront of many areas of

porcelain stools, bronzes, terracotta warriors, teasets, crockery, fans,

design – yet Chinese designers, whilst embracing modern trends,

parasols, chopsticks, lanterns, mahjong and other oriental games,

often refuse to abandon their cultural heritage, employing dragons as

buddhas, lacquer and silky jewellery boxes, curio stands, netsuke,

symbols of emperors, plum blossom to welcome the spring, dramatic

scroll pictures, calendars and umbrella stands.

SOME PEOPLE LOOK FOR A BEAUTIFUL PLACE… OTHERS MAKE A PLACE BEAUTIFUL

Tel: (0044) 3885 1509 Email: sales@derrys.com www.derrys.com 85 Teaguy Road, Annaghmore, Co. Armagh BT62 1LX DerrysOct18.indd 1

FN355_Pages.indd 32

07/09/2018 09:01

27/09/2018 09:41

CIMCO

New Marrakech Dining Set

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From Only £699.99

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Established in 1988, CIMC Ltd is a leading provider of furniture, lighting and accessories in the UK. Explore our new furniture and lighting collections for Autumn 2018.

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FN355_Pages.indd CIMCOct18.indd 1 33

Tufted Back Dining Chair Blue

Tufted Back Dining Chair Champagne

For further information visit our showroom or contact us on: 01162875288 www.CIMChome.com

27/09/2018 24/09/2018 09:41 13:52

34 | Events

REVIEW

CIFF SHANGHAI REACHES THE NEXT LEVEL This year’s CIFF Shanghai, which concluded on 13th September, recorded record visitor attendance – up +37% YoY – at the Hongqiao NECC. Despite its leaning towards the domestic Chinese market, the show increasingly proves itself to be a fertile destination for international buyers seeking to engage the Asian markets.

Now jointly organised by CFTE (China Foreign Trade Guangzhou Exhibition General Corporation) and leading Chinese retail chain Red Star Macalline, the event presented a wide range of furniture and furnishing solutions, supported by a strong feature programme focused on global living and working and presenting numerous opportunities to acquire information and do business.

The show reports that a total of 146,419 professionals from more than 200 countries attended this year’s Shanghai edition, which featured more than 1300 exhibiting companies across an exhibition area of some 400,000m2. They also benefited from a dedicated series of trade meetings

The fair is growing continuously,

years of trade events, and with a new collaboration with Red Star Macalline

organised by CIFF and aimed at

and now hosts a series of key

promising greater opportunities to

pairing international buyers with

events, seminars, competitions and

bring the supply chain together,

Chinese suppliers.

initiatives including the East Design

CIFF Shanghai is well on its way

Show, Design Dream Show, China

to becoming an established global

various sectors – Home Furniture,

Design Forum, Pinnacle Awards Asia

business platform.

Homedécor & Hometextiles, Outdoor

Pacific, China Interiors & Decoration

The show’s March edition, CIFF

& Leisure, the Office Show and

Conference, partnerships and themed

Guangzhou, will take place next year

Furniture Machinery & Raw Materials

pavilions which aim to inform and

over two phases, from 18th-21st and

– enabled visitors to optimise time

inspire.

28th-31st March.

Improved layout of the show’s

spent at the fair, before enjoying the

FN355_Pages.indd 34

services available in the vicinity.

As the culmination of some 20

www.ciff.furniture

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27/09/2018 26/09/2018 09:42 15:30

36 | Events

PREVIEW

BEST OF BENELUX The onset of autumn heralds one of Europe’s more popular events, the Brussels Furniture Fair. Offering the Belgian furniture industry and its neighbours a platform with international appeal, the show is both intimate and inspiring, and promises visitors ample opportunity to do business …

B

russels Furniture Fair

the rich dining exeriences available in

is composed of various

the city.

segments. City is the largest,

The Tuesday evening of the fair sees

of the Belgian furniture sector.”

However, Lieven points out, an article is one thing, but seeing a

arrayed across halls 3, 4 and 5, and

the presentation of the Balthazars, a

piece of furniture in the flesh is

offers contemporary furniture from

series of awards which recognise the

quite another. “Our trend theme –

leading Belgian, Dutch, German and

event’s leading exhibitors for their

Get in touch – not only indicates

Italian manufacturers. Square, in hall

innovation or design – but those

what people need to do nowadays,

3, offers simpler, more affordable

seeking inspiration beforehand will

but is also the central function

designs, while Brussels by Night in

discover it across the exhibitors’

of a trade fair,” he says. “A fair

hall 6 presents a good complement

presentations, as well as through the

means encounters, experiences, and

of beds, divans, matresses and

trend showcases between each hall.

chances to see and touch the newest

bedding. There is also Hospitality

Following the theme of ‘Get in

collections.

World, featuring ready-made contract

touch’, this year’s presentations

“Trade fairs are here to facilitate

concepts for hotel rooms, guest

explore how furniture can create

encounters between manufacturers

houses, restaurants and apartments.

opportunities for people to reconnect

and buyers, and at Brussels Furniture

in a fast-moving world, and

Fair we aim to do that in an efficient

on-trend styles such as industrial

illustrating each point with exhibitors’

manner, in a pleasant atmosphere, so

vintage, and decor ideal for creating

own products.

every visit is truly rewarding.”

Fusion in hall 8 offers warm,

an impact in-store, while Mozaïek

“We may be an international fair,

An interactive floor plan on the

presents affordable, fashionable

we never forget that our roots lie

Brussels Furniture Fair website allows

collections in hall 9. Finally, there is

with the Belgian furniture industry,”

prospective visitors to plan their

Holland à la Carte in the Patio, which

says general manager Lieven Van den

route, mark their favourite exhibitors

presents a strong selection of Dutch

Heede. “That’s why we pay it some

and export them into a personalised

manufacturers.

extra attention in our Be Magazine,

list, making the considerably-sized

which features a preview of the

fair easier to navigate by smartphone.

The varied product offer is tied

Brussels Furniture Fair returns to

new collections the Belgians will be

driven by bars stocked with free food

showing at the fair. The magazine

Brussels Expo from 4-7th November.

and refreshments, offering a taster of

illustrates the resilience and creativity

www.furniturefairbrussels.be

www.modulo.be | 320159

together by an inviting atmosphere,

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ModuloO 320159

www.modulo.be | 320159

SUN 4 - WED 7 NOV 2018

BRUSSELS FURNITURE FAIR FN355_Pages.indd 137 ModuloOct18.indd 320159_MB_18_EN_Furniture News_216x297_EN.indd 1

SUN - TUE 9AM - 7PM & WED 9AM - 6PM BRUSSELS EXPO WWW.FURNITUREFAIRBRUSSELS.BE

27/09/2018 09:42 18/09/2018 10:56 1/06/18 12:29

38 | Events

PREVIEW

BEDS AND LIGHTING HELP CEMENT AN UNBEATABLE OFFER The UK’s principal furniture and interiors trade exhibition, January Furniture Show, returns to the Birmingham NEC for a fifth edition from 20th-23rd January 2019, bolstered by a new Bed Zone and Light, a dedicated lighting section …

T

he upcoming January

Meanwhile, Hall 3 will include

Furniture Show promises new

Light, a new section featuring over

exhibitors across every hall,

20 UK-based brands including

amongst more than 500 suppliers of

Searchlight, Oaks Lighting, Impex

upholstery, cabinet, beds, accessories,

Russell, Illuminati, Elstead and

lighting and flooring.

Loxton Lighting, plus show regular

Significant developments include

Dar Lighting. Collectively, Light will

a new Bed Zone in Hall 5, featuring

promises the most extensive array

Silentnight’s show debut. With visitors

of lighting at the event to date,

increasingly demanding a greater

covering everything from large-

number of bed and mattress suppliers

scale installations and chandeliers to

at the show, organiser Clarion is

bedside lamps and outdoor lighting.

pleased to welcome the Silentnight

MACHINE ASHABLE

Increasing its stature as the hall

Group to its roster. Silentnight,

for high-end European cabinet

whose brands include Sealy UK and

and upholstery, Hall 2 will see new

Rest Assured, will exhibit alongside

exhibitors Hartmann, Aleal and

new and returning brands including

Violino join the prestigious line-up.

Kaydian, MLily, Furmanac, Highgate,

German cabinet connoisseur Gwinner

Haani and Highgrove, combining to

will return after an absence in 2018,

present the largest concentration of

and will exhibit alongside returning

bed and mattress companies at the

brands Ego Italiano, Sits, Italia Living,

show since its formation in 2015.

Rom and Skovby, among others.

Silentnight’s Eco Comfort Breathe 1200

TERPROOF The dedicated Light section will feature plenty of new exhibitors

These developments – alongside the return of The Furniture Awards, delivered in partnership with Furniture News – help confirm the exhibition’s position as the most comprehensive UK trade event for buyers of retail and contract furniture and interiors products.

“Although we are still planning the 2019 January Furniture Show, we are already charged with excitement about the new additions which enhance the choices for buyers,” says event director Cleere Scamell, who expects a record number of visitors to attend next year’s event.

“The feedback we get after each show is invaluable – we use it to progress the event to ensure that it is delivering the brands and products that buyers want to see, and the right buyers for our very valued exhibitors,” he continues. “With the new developments for next year we are anticipating an extra complement of visitors eager to see what’s new.”

www.januaryfurnitureshow.com

FN355_Pages.indd 38

27/09/2018 09:42

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Visit mattressgard.co.uk or call +44 (0)1244 888 658 FN355_Pages.indd 39 StaingardOct18.indd 1

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40 | Events

N

PREVIEW IMM COLOGNE BRACES FOR DAS HAUS SHAKE-UP Every year, international interiors

Joel Booy, a couple from Brisbane,

just as multicultural as they are

show imm cologne presents Das

Australia.They have worked for

interdisciplinary,” comments Dick

Haus, an installation that simulates

institutions such as the Nationaal

Spierenburg, imm cologne’s creative

a residential house and reflects a

Glasmuseum in Leerdam and the

director.

personal vision of contemporary living,

TextielMuseum in Tilburg, plus brands

created by young designers from

including Tacchini Italia, Dexter, Ikea

Das Haus on its head! But that’s

around the world.

and Rakumba, designing products and

exactly what we want – to always open

objects for interiors, lighting, textiles

new perspectives on living options.”

Covering an area of some 180m2 of hall 3.1, Das Haus – Interiors on Stage is constructed and fully furnished

and spaces.

“With Studio Truly Truly, we

“I’m afraid they’re going to turn

C

The exhibition will take place from 14-19th January at Cologne’s

according to the edition’s nominated

have secured representatives of the

Koelnmesse exhibition centre.

designer, which, in 2019, is Australia’s

younger design generation who are

www.imm-cologne.com

Studio Truly Truly.

“We’re delighted to blaze a trail for inquisitive design with our version of Das Haus,” announces Truly Truly.

“We see the project as an opportunity to question some of the typical ways our living environment operates and

Kate and Joel Booy, Studio Truly Truly, photo courtesy Lutz Sternstein

to work up alternatives. The space that we’re developing for Das Haus

P

will be unfamiliar yet inviting at the same time – in a balance between abstraction and warmth.”

The studio comprises Kate and

P

BeogradskiOct18.indd 1

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25/09/2018 10:25

27/09/2018 09:42

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20/08/2018 27/09/2018 14:37 09:42

42 | Profile

SW Bedroom

Kettle’s invitation to the trade Back by popular demand, Kettle Interiors is opening the doors to its showroom for an exclusive in-house show on Wednesday 10th and Thursday 11th October.

Taking place at the supplier’s

customers to get in on the act as soon

discount on all NC collection containers,

newly-refurbished showroom in

as possible,” says sales director Simon

which are ready to ship now, as well as

Northamptonshire, the event promises

Ainge. “RA marks a significant move

exclusive access to a £500,000 stock

various launches, promotions and special

for us, and we’ll be delighted to explain

clearance zone, with discounts of up to 75%

clearance offers.

how we developed the range and our

on end-of-line items.

Providing existing and would-be stockists

reasonings behind its introduction to

These promotions are matched by the

with an opportunity to meet with the UK

retailers in attendance. The in-house show

supplier’s strong service and support

sales team, this year’s show will also be the

will also mean that you can get a jump on

credntials – Kettle maintains over £4.5m

first chance to see The RA Collection.

competitors by being the first to order this

of stockholding in the UK and offers free

stand-out collection.

delivery on orders over £250, as well as

Hailed as a seminal line for the supplier, RA brings living, dining and bedroom at a

“The show also gives us a great

discounts for stockist and container orders,

new level of everyday value to the supplier’s

opportunity to chat to our customers in a

and is renowned for fast, reliable delivery,

portfolio. Ranged across 32 items, and

relaxed environment, and really understand

as well as its high-quality exclusive

painted in the popular dove grey paint,

their needs and challenges.”

collections that help retailers compete in a

complemented with light oak tops, The RA

Those making the trip are also promised

tight marketplace.

The show runs over two days, from 9am-

Collection is priced and proportioned for

exclusive show discounts, including a special

fast-paced promotions, both online and

four-for-two on new store displays across

in-store.

all ranges, or a 25% discount on fewer than

along with a tour of the warehouse.

four displays.

T 01536 444960

“We’re hugely excited about this new range and would encourage all our

Kettle Interiors will also be offering a 10%

6pm. Lunch and refreshments are included,

E sales@kettleinteriorsagencies.com

FR Bedroom

NTP Living

FN355_Pages.indd 42

27/09/2018 09:42

Shanka

80cm-240cm Extendable Dining Tables

905 Antique Grey

906 Antique Dark Grey

01902 399764 • sales@shankar.uk.com • www.shankar.uk.com FN355_Pages.indd ShankarOct18.indd 43 1

27/09/2018 24/09/2018 09:42 16:35

44

BEDS & BEDROOM

Cannes, by the award-winning Wiemann (enquiries@wiemannuk. co.uk, www.wiemannuk.co.uk), is a highly customisable collection of stylish bedroom furniture pieces.

Consumers can choose from a choice of hinged wardrobes ranging from one to 10 doors together, dual depth and combidrawer options plus sliding robes from 1.5-3m.

The bed, available in four double-size options, also features funky chrome metal feet and an attractive faux leather covered headboard, while accompanying chests come in options with chrome angled legs.

Simon Hewitt, MD of Wiemann’s UK agent Litmus Furniture, says: “The combination of pale pebble grey and dark havana grey

Emily

that is Cannes, is smart and sophisticated, especially coupled with the softly striped grey interior that comes with all VIP ranges. We

With the festive season fast approaching, Hyder Living’s (01484

can see why it’s proving popular with consumers!”

531000, www.hyderliving.com) daybeds are a stylish answer for accommodating occasional guests.

The Emily daybed and Maya, both available for quick despatch from UK stock, are two distinct takes on the same practical theme.

Maya’s white-painted wooden frame and T&G-style side and back panels offer classic country styling. With a solid wooden slatted base to hold a 3ft mattress, the Maya also disguises a full-size 3ft trundle beneath, giving double the sleeping room at night.

For the Emily Day Bed, Hyder Living has turned to enduring Chesterfield-style furniture, modernising the look with a linenstyle grey fabric and plain scroll sides. Again, featuring a convenient full-size 3ft trundle finished in matching fabric, the Emily daybed is a stylish way to give friends and family a place to sleep no matter the time of year.

Each daybed can be teamed with 3ft mattresses from Hyder Living’s broad collection.

Become a NBF Retail Supporter and together we can put rogue traders to bed.

Email: simon@bedfed.org.uk for further information NBFOct18.indd 24237•NBF Trade1 Ads Furniture News 1/2 Page.indd 1

FN355_Pages.indd 44

MEMBERS D

P

E

The NBF is fighting back – investigating dubious products and businesses and reporting our findings to trading standards.

TO STOCK UD Available for B RO bed retailers sourcing at least 50% EP N SA FE • S EEP SOU of their beds L from NBF members SL

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.

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27/09/2018 09:42

Millbroo

FN355_Pages.indd MillbrookOct18.indd 45 1

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46 | Beds & Bedroom

In its latest step towards becoming a more environmentallyconscious supplier, leading global bed brand Sealy UK (www.sealy.co.uk) has announced that it is now Carbon Neutral.

The accreditation is a result of Sealy balancing its carbon emissions by funding an equivalent amount of carbon savings elsewhere, and is just one step in the company’s plans to appeal to the next generation of conscious consumer, which demands quality goods from brands that mitigate their harmful effects on the environment.

Neil Robinson, sales and marketing director, says: “At Sealy we recognise the need for more suppliers in the industry to play their part in preventing global climate change, which is why we have worked hard to secure our Carbon Neutral status. Along with pursuing our Zero-to-Landfill policy, it is our hope that our initiatives will lead the way in making the furniture industry

Gala 1000 on blue Glitz base

greener and more environmentally friendly.”

The Shire Bed Company’s (01924 439898, www.shirebeds.co.uk) Celebration collection offers retailers a wide selection of affordable products.

The range includes four mattresses that come with micro-quilted panels, handles and air vents as standard, and are all turnable.

Celebration comprises Festive, a 1500 pocket series mattress, and Gala, a 1000 pocket series mattress. It also features Revel, a 12.5g bonnell spring unit, and Merrim, a 13.5g bonnell spring unit.

Fara Butt, marketing director, comments: “This collection of affordable mattresses was launched to mark our 20th year in operation. It represents the culmination of the skills, technology and forward-thinking processes that have made the company what it is today.”

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DeluxeBecsOct18.indd 1 FN355_Pages.indd 46

26/09/2018 BedbuyerOct18.indd 10:08 1

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Dormeo

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27/09/2018 19/09/2018 09:42 10:29

48 | Beds & Bedroom

Nature Hybrid

A NEW LEVEL OF HYBRID MATTRESS From one of the world’s most vertically integrated bed manufacturers Harrison Spinks, comes Hybed, a collection of mattresses that combines some of the best technology around …

In each Hybed, up to 14,000 ultra-

within the three ranges of Super, Nature and

added benefit of being antimicrobial and

supportive pocket springs, made from wire

Ultimate, creating nine beds in total.

breathable, promoting air circulation and

that is drawn in-house at Harrison Spinks’

The Super Hybrid range incorporates

enhancing cooling properties.

Finally, the top-of-the-range Ultimate

factory, work independently and together

memory flex, which adjusts the user’s

with one another to offer elevated levels of

unique shape, providing them with just

Hybrid incorporates both memory flex and

comfort and support – keeping the spine in

the right amount of support, while the

Talalay latex, promising the benefits of both

neutral alignment no matter the sleeper’s

Nature Hybrid range features Talalay latex,

fillings.

position.

offering pressure and buoyancy with the

www.harrisonspinks.co.uk

The springs are layered with sleepinducing latex and memory foam, which help relieve pressure and provide comfort – while 100% natural cotton and wool form an inherently fire-retardant mattress fabric, that is weaved in-house on modern weaving looms and offers a sumptuous sleeping surface, helping wick away moisture and promote airflow.

The Hybed collection purports to take the hybrid mattress to the next level, giving the feel of a foam mattress but using natural materials, making it a more sustainable alternative.

The collection offers three levels of firmness – Comfort, Support and Luxury –

FN355_Pages.indd 48

Super Hybrid

27/09/2018 09:42

Alchem #11090

Say to the first truly hybrid mattress.

We all know a great mattress is key to a great night’s sleep. That’s why some have memory foam, for pressure relief. Some have pocket springs, for support. Some have micro coils, for comfort. And some have natural fillings to wick away moisture.

That’s when we got thinking. If each of those is comfy on its own, what happens if we put them all together?

Introducing hybed. Mattresses that take all the best technology out there, and put it into one.

The ultimate in materials, to create the ultimate in comfort.

Say hy to hybed, the hybrid mattress from luxury bed makers Harrison Spinks.

the hybrid mattress by

Harrison Spinks

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27/09/2018 26/09/2018 11:26 26/09/2018 09:42 11:00

50 | Beds & Bedroom

SDEB ATSEIS

eciohC gnignahC efiL A

Recliner brand La-Z-Boy UK (www.la-z-boy.co.uk) has introduced a bed and mattress collection comprising three UK-made mattresses, a number of bed

DERUSSA YTILAUQ & TROFMOC

frames available in a wide selection of fabrics and leathers from La-Z-Boy’s upholstery ranges, and divan and ottoman bases.

6891 tsE

“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 marketing director Mark Draper.

Armstrong

Over the last few years, mattress manufacturers have done a good job in developing a diverse range of products to suit the most discerning

products for this audience.

The Mattressgard line of protection products harnesses natural

of consumers – reports product protection specialist Staingard,

products such as cotton and bamboo, combining them with

which aims to bring the same level of innovation to the sector

Tencel, polyester and advanced impermeable – yet breathable –

through its Mattressgard (01244 888658, www.mattressgard.co.uk)

polyurethane membranes.

The range includes Sleepcool, which combines Tencel with phase-

mattress protector range.

change materials (PCM), integrating thousands of thermoregulating

Many consumers recognise that the budget mattress protector of old has had its day, and retailers have been quick to capitalise on

microcapsules that work in harmony with the body to regulate

this and the opportunity to make additional sales by having the right

temperature during sleep.

“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

9699 377 1210 :leT 147 667 1210 xaF

BE AWAKE FOR THE FIRST TIME IN YOUR LIFE

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®

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SiestaO

SIESTA BEDS COMFORT & QUALITY ASSURED

A Life Changing Choice

Est 1986

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Mulliners Works 154 Bordesley Green Road, Bordesley Green, Birmingham .

B8 1BY.

Tel: 0121 773 9969 Fax 0121 766 741

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27/09/2018 25/09/2018 09:42 16:11

52 | Beds & Bedroom

The FR Collection from Kettle Interiors (01536 444960, sales@ kettleinteriorsagencies.com) was launched earlier this year, and breaks from the traditional broad appeal of furniture released by the manufacturer.

Presented in a French chateau style, with carved legs and a lime-washed grey finish, FR o�ers a classic chic look, paired with modern touches such as metal drawer runners.

Featuring several items for an elegant bedroom, including three sizes of FR Bedroom

upholstered bed frame, chests, bedsides and wardrobes, the FR Collection is in stock now.

Also launched this summer, in an impressive range of products stocked in both millstone grey and old white, Kettle’s TT Bedroom Collection is proving popular with customers across the country. Its traditional chunky style, paired with modern colours, makes the range a long-term favourite.

The range features 22 items in each paint finish.

Featuring metal drawer runners and chrome cup handles and knobs, TT Bedroom covers all the bases – bedside chests, wardrobes, bedframes and dressing table

TT Bedroom

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sets, and is also in stock now, available with free delivery on orders of at least £250.

27/09/2018 11:23

53

Optimum Timber Supplies Ltd

• For brochure ring 07958 558684 or email peteadams@optimumtimbersupplies.com • All chairs fully assembled

FREE for a DELIVERY mixed pall of 16 chairs et

To see our full range please visit www.diningchairwarehouse.ltd OptimumTimberFN354.indd 1

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OPINION

56

Gavin Boden

The driving force in your business

S

ome manufacturers and suppliers believe that agents and

Furniture sales and marketing professional

A friend of mine was loyal to a supplier and regularly pulled

reps are a necessary evil. Others believe that they are the

in good commission – but one day they were called in and told

most important part of their business. If you’re in charge of

commission percentages were being lowered, and areas being taken

a company that believes the former is true, then, I’m afraid to say,

away from the agents. As you can imagine, that was the beginning

your days are numbered.

of the end for them. That company no longer works with agents, and

I have worked as an agent and a rep for the last 20-plus years, and have had the pleasure of working with both types of principal.

My favourite sort of principal takes on a sales team and values

I’m guessing its turnover has significantly dropped since.

Yes, the amount that a (good) agent can earn can be a problem – but keep in mind that it is still a very small percentage of the

everything they do for the business, gets them involved in product

business they bring in, and at first often isn’t even enough to pay for

development, marketing, pricing, design and exhibitions, and makes

their fuel to get around.

them feel like a vital part of the operation. Your sales team are the

This was the case for an agent I know well, who over a long time

people obtaining new accounts and driving your business forward –

had grown their area from turning over a very small amount into one

without them you wouldn’t have a business, because before long your

of the company’s leading regions, and was earning a good cheque

existing customers would fade away, leaving you with nothing.

from it.

I’ve worked for companies which are a real joy to deal with. They

A new sales manager came in, saw this, and was so jealous that

paid me on time every month, even before I sent them my invoice for

they immediately made it their goal to give them a hard time –

payment. They involved me in new product development (after all,

getting involved in all interactions with the office, and questioning

we’re the ones who had to sell it), and sent me weekly sales reports

everything they asked for. They even started contacting the agent’s

so I knew how much business was coming in and which elements

customers to ask if they were doing a good job and giving a good level

weren’t performing.

of service – actively looking for things which they had done wrong so

They kept me in the loop with customer interactions, supplied

they could get them into trouble with the boss.

fully-expensed show vans to help win new business, always had up-

The agent, who had been in the job for a long time, had a lot of

to-date brochures and swatches available for customers, and worked

great relationships, and had managed to exceed their target despite

with me to minimise any credit problems and customer service

sometimes terrible trading conditions, should have been left alone to

issues. They even sent me a Christmas present each year to show

do their job – instead their life was made a misery, and they had to

their gratitude!

resort to visiting the doctor due to the amount of stress being put on

Because of the way they behaved, I was more than happy to give them my pound of flesh, and we had a great relationship.

On the other hand, I’ve worked with companies who were as

them. How can anyone continue to grow a business with that kind of pressure?

I believe that agents are pretty good people, who, on the whole, are

difficult as you could get. They’ve given me incomplete information,

very good at their jobs. Obviously, there is a minority who are lazy,

and looked for chances to withhold commission by not being up-

unprofessional, poor communicators and stuck in their ways – but

front about which retailers they were dealing with. They’ve taken

don’t you find these people in every profession?

a long time to supply me with PoS materials, withheld order report

A business without a good, focused sales team will be a dying

information and pay, and contacted my customers behind my back.

business in no time at all. Treat your sales team as one of the most

I’ve even been charged for show van fuel.

important parts of your business, not a necessary evil.

The list could go on – but there are plenty of these companies around, who don’t like it when you increase the business in an area so much that they have to start paying you more than they pay themselves.

Yes, the amount that a (good) agent can earn can be a problem – but keep in mind that it is still a very small percentage of the business they bring in 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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58 | Living Room

Richmond transforms rapidly from sofa to bed, making it ideal for easy living

SOFABEDS THAT REFUSE TO COMPROMISE Gallery Direct is leading by design once again with its new Hudson Living range of luxury sofabeds, offering 12 on-trend and elegant designs that the supplier says do not look or feel like sofabeds …

The new collection provides sumptuous, soft-filled cushions and everyday mattresses

different tastes and styles of interior.

Each sofabed in the collection is available

the modern Norwood offers a solid oak underframe in a light, natural wash finish, plus deep seating.

that not only provide impressive aesthetics

in 36 different fabrics, and many offer

and comfort, but also help provide a sound

a range of seating options, including

Then there is the Richmond sofa, which

night’s sleep.

corner chaises on some models, plus

brings a unique style with fabric edging, and

everything from traditional rolled arms to

includes a contemporary brushed bronze

to order in Gallery’s Wiltshire factory by a

contemporary styling and cosy loveseats.

finished metal frame. It is not only unique

team of specialist craftsmen, which boasts

One of the most striking sofabeds in

in look, but also in function - it transforms

All the Hudson Living sofabeds are made

decades of expertise in creating upholstery

Gallery’s new range is the Treyford – shown

easily into a bed with one fold-over action,

and mattresses. The new range responds

on this month’s front cover in Longbridge

and in under 10 seconds, the bed pulls open

to the demands of today’s consumers with

petrol velvet.

from the back seat with the cushions still

stylish design combined with affordable quality.

Gallery is a member of the National Bed Federation (NBF), the UK’s leading bed and

It offers contemporary style with clean sleek design and a brushed bronze finished metal underframe.

Meanwhile, the Burton range, with its

attached.

From the Bradstock loveseat to the modular Crofton (which can be as large as desired), and from the traditionally styled

mattress trade association, representing a

clean, simple design, includes a chaise

Chiswick to the contemporary Charlford,

guarantee of quality standards.

sofa which offers sleek and stylish looks

Gallery’s new Hudson Living sofabed range

Helpfully, all of Gallery’s mattresses and

combined with clever practicality – the

offers something to suit all sizes and styles

upholstery is made under one roof, offering

chaise section is an ottoman, providing

of room, and is fast making Gallery a go-to

the manufacturer complete control over the

built-in storage ideal for bedding, ready for

supplier for high-quality sofabeds.

production process, and the varied range

when the sofa transforms into a bed.

T 01795 439159

of styles available offers models to suit

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For anyone that prefers the Scandi look,

www.gallerydirect.co.uk

27/09/2018 09:42

GalleryO

FN Sept Issu

Crafted For Everyday Living Whether it’s traditional rolled arms and turned feet or plush cushions and cosy loveseats, we know the sofa is a key part of making a house a home… that’s why we are dedicated to designing the most comfortable sofabeds with every attention to detail and care that you would expect from Gallery.

Bradstock Loveseat Sofabed in Longbridge Pumpkin

Available in

36 fabric options

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Mon 17/09/2018 11:58:36

DINING ROOM

60

Dining furniture specialist Shankar (01902 399764, www.shankar.uk.com) offers a broad range of contemporary tables, which includes its extendable dining table in antique dark grey (model 906).

The 180cm-length contemporary table features a textured glass top, and comes complete with an extension leaf which allows it to be extended to an impressive 240cm. The table’s antique dark grey granite-effect top contrasts with its brushed steel framework and legs to create an eye-catching modern look.

M&P Chairs is seeing interest from the F&B sector

As the summer drew to a close, M&P Chairs (07802 648383) saw trade regain its footing, including a greater-than-usual number of enquiries and orders from the food and beverage (F&B) sector. With deliveries of a variety of chairs landing, the company now boasts sufficient stocks to see its customers through to the new year, and beyond.

M&P Chairs is based in East Sussex, carries large stocks of its core products and distributes throughout the UK using its own delivery vehicles and pallet and courier providers. The business prides itself on delivering its quality European hardwood (beech and oak) chairs to customers quickly and efficiently.

Christmas Gift Ideas From M&P Chairs

Towel Rail

Hat & Coat Stand Slat Back Rocking Chair Ref. 126

High Back Fiddle Granddad Chair Ref. 123

Child’s Rush Seated Chair

QUALITY EUROPEAN HARDWOOD (BEECH AND OAK) CHAIRS All available from stock Large or small quantities

•

Finishing services available •

Discount for collection

Email or call us to request a brochure and price list Please visit our website to see our full ranges - WWW.MANDPCHAIRS.CO.UK All enquiries to: Mike Hodgson – mikehodgson@gmx.com • Call: or Paul Hodgson – paul.holroyd.hodgson@gmail.com • Call:

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27/09/2018 09:42

Woodm

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Dining Room | 63

Coniston

DEVONSHIRE LIVING – SIMPLE, YET EFFECTIVE With a new painted variant of its bestselling Dorset collection and a white cedar range inbound, Devonshire Living is already seeing the benefits of fresh branding and a restructured manufacturing process, reports Furniture News …

This summer, one of the UK’s pre-eminent

will be pleased to learn that every UK-

now available to stockists. Dorset Painted

manufacturers and importers of cabinet

manufactured line will be held in stock.

is a new version of the best-selling Dorset oak collection in Devonshire’s popular ivory

furniture announced a slew of changes

As well as being more cost-effective,

designed to streamline operations and

these developments are all about making

paint with oak tops, and is available across

improve customer service.

the buying and selling process simpler

bedroom, dining and living ranges.

Coinciding with a rebrand from

for Devonshire’s customers, says one of

There is also Coniston, a white cedar

Devonshire Pine & Oak to Devonshire Living

the company’s directors, Nicolle Hockin.

hardwood living and dining collection which

– better reflecting the business’ breadth

“Updating our UK manufacturing methods

is completely different from anything the

of offer and plans to diversify in the future

means we can offer better service and

supplier currently offers, in terms of both

– the Bideford, Devon-based company

quality, as well as better prices in these

style and materials.

revealed a major overhaul of its UK-based

uncertain times,” she says. “It means we

manufacturing processes.

can make products more efficiently, stock

By switching to its first phase of batch manufacturing, Devonshire Living is now able to offer faster delivery times and more efficient quality control, while customers

FN355_Pages.indd 63

Retailers can see these ranges for themselves by appointment at Devonshire’s

more items for quicker delivery, and resolve

25,000ft2 showroom, or can request a visit

any returns much faster.”

from the company’s purpose-built showvan.

Alongside an updated website which better reflects the new offer, new ranges are

T 01237 471872 www.devonshireliving.co.uk

27/09/2018 09:42

One of the UK’s leading Manufacturers and Importers High quality Quick delivery Held in stock

m Fa c sin n ru 2 ily 9 19 e FN355_Pages.indd 64 1 DevonshireOct18.indd

s u l P Two bra 27/09/2018 09:42

g enquiries@devonshireliving.co.uk 01237 471872

l l u f r u o w e i v t i s i To v , e u g o l a t a c

15 Collections Bedroom, Dining, Living and OďŹƒce Oak, White Cedar, Painted and Pine ÂŁ4m held in stock, in the UK o brand new collections have just arrived!

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27/09/2018 18/09/2018 09:42 09:00

66

FURNISHER

Louis de Poortere (info@depoorterelouis.com,

sumptuous and indulgent. We’ve taken this unmistakable quality and

www.louisdepoortere.com) is set to launch Original Wilton Rugs, a

made it available in a broad range of beautiful colours and finishes,

hand-finished collection available in three qualities and 16 sizes from

available in sizes to fit any room.”

stock.

With Richelieu Velours in 40 colours and President in 16

In shades from the palest cream through zest and ruby into rich black and autumn browns, Original Wilton Rugs are crafted from

colours, Louis de Poortere is offering three edge finishes on these

100% wool in Richelieu Velours (14mm pile) and President (17.5mm)

traditionally-made rugs – Leather, Carved and Fantasy.

pile. Adding further choice are designs from the jacquard flat-woven

Sales director Alan Russell says: “Wilton will always stand for a high-quality carpet, giving a luxurious velour look that feels

Haute Couture collection which are also part of Original Wilton Rugs, bringing 14 designs in 10 sizes from stock.

President

KeenOct18.indd 1

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24/09/2018 14:41

27/09/2018 09:42

Connec

£95

Just for 1000s of contacts, leads and market analysis …

IT Y Y! U B DA TO

... can you If your business can’t afford to be afford just £95 for a whole year of without leads, it? contacts & data…

120

Furniture Manufacturers & Suppliers – CABINETMAKERS

Andrew Manning Ltd Ascot Burrough Green Newmarket Suffolk CB8 9NE 01638 508047 Andrew Short Cabinet Makers & French Polishers 2B Queen Street Marple Stockport Cheshire SK6 6BQ 01614 275403 Andrew Stanley Woodworking Ltd 7 Victoria Park Industrial Centre Rothbury Road London E9 5HD 02085 336199 Andy Mutch Cabinet Maker Ltd The Threshing Barn Paxford Chipping Campden Gloucestershire GL55 6XU 01386 593023 Anthony Nixon Furniture Birch Road Barnard Castle County Durham DL12 8JR 01833 690666 Anthony Rau 38 Fairfax Road London NW6 4HA 02077 229617

Arcana Cheeks Farm Farnham Surrey GU10 5HD 00142 022812 Armitage Clegg & Co Ltd Back Lord Street Halifax West Yorkshire HX1 5AG 01422 363276 Arnett Cabinet Makers 94A Durham Road London SW20 0TL 02088 791037 AS Cabinets Ltd Unit 1 Bridge Street Park Village Wolverhampton West Midlands WV10 9DX 01902 861515 Ashcroft Woodworking Thompsons Yard Chipping Hill Witham Essex CM8 2DE 01376 514771 Ashwin Workshop The Printhouse 18 Ashwin Street London E8 3DL 02072 413825

B S Furniture Unit 15 New Place Framfield Road Framfield Uckfield East Sussex TN22 5EQ 01825 891230 B W B Manufacturing Ltd Wiltshire Road Hull North Humberside HU4 6PA 01482 500508 Barlows Boards Ltd 8 Rushey Lane Rushey Lane Tyseley Birmingham West Midlands B11 2BL 01217 062067 Barn & Brook Unit 2A Shipston Industrial Estate Darlingscote Road Shipston-On-Stour Warwickshire CV36 4PR 01608 666994 Batac Design & Construction Highway Farm Horsley Road Downside Cobham Surrey KT11 3JZ 01932 868691

120 Berwyn Phillips Unit 5 St James Street New Bradwell Milton Keynes Buckinghamshire MK13 0BN 01908 221885

199

Beverley Cabinet Maker Mecknoch Rothesay Isle Of Bute PA20 0QA 01700 500029

Andrew Short Cabinet Makers & French Polishers 2B Queen Street Marple Stockport Cheshire SK6 6BQ 01614 275403

Birkwood Unit 1 Ballinluig Pitlochry Perthshire PH9 0LG 01796 482506 Black & Blue Wood Products 5 Erw Wen North Cornelly Bridgend Mid Glamorgan CF33 4BW 07973 389479 Blackthorn Workshop North Piddle Lane Naunton Beauchamp Pershore Worcestershire WR10 2LH 01386 462208

Furniture Manufacturers & Suppliers – CABINETMAKERS

Andrew Manning Ltd Ascot Burrough Green Newmarket Suffolk CB8 9NE 01638 508047

Andrew Stanley Woodworking Ltd 7 Victoria Park Industrial Centre Rothbury Road London E9 5HD 02085 336199

Retailers

Blackwood & Locke Woodchester Cottage Southfield Road Woodchester Stroud Gloucestershire GL5 5PA 01453 873725

Andy Mutch Cabinet Maker Ltd The Threshing Barn Paxford Chipping Campden Gloucestershire GL55 6XU 01386 593023 Anthony Nixon Furniture Birch Road Barnard Castle County Durham DL12 8JR 01833 690666 Anthony Rau 38 Fairfax Road London NW6 4HA 02077 229617

Listed alphabetically by county

Arcana Cheeks Farm Farnham Surrey GU10 5HD 00142 022812 Armitage Clegg & Co Ltd Back Lord Street Halifax West Yorkshire HX1 5AG 01422 363276 Arnett Cabinet Makers 94A Durham Road London SW20 0TL 02088 791037 AS Cabinets Ltd Unit 1 Bridge Street Park Village Wolverhampton West Midlands WV10 9DX 01902 861515 Ashcroft Woodworking Thompsons Yard Chipping Hill Witham Essex CM8 2DE 01376 514771 Ashwin Workshop The Printhouse 18 Ashwin Street London E8 3DL 02072 413825

Berwyn Phillips Unit 5 St James Street New Bradwell Milton Keynes Buckinghamshire MK13 0BN 01908 221885

B S Furniture Unit 15 New Place Framfield Road Framfield Uckfield East Sussex TN22 5EQ 01825 891230

Barlows Boards Ltd 8 Rushey Lane Rushey Lane Tyseley Birmingham West Midlands B11 2BL 01217 062067

83

Beverley Cabinet Maker Mecknoch Rothesay Isle Of Bute PA20 0QA 01700 500029

B W B Manufacturing Ltd Wiltshire Road Hull North Humberside HU4 6PA 01482 500508

Birkwood Unit 1 Ballinluig Pitlochry Perthshire PH9 0LG 01796 482506

Furniture Manufacturers & Suppliers

Barn & Brook Unit 2A Shipston Industrial Estate Darlingscote Road Shipston-On-Stour Warwickshire CV36 4PR 01608 666994 Batac Design & Construction Highway Farm Horsley Road Downside Cobham Surrey KT11 3JZ 01932 868691

Black & Blue Wood Products 5 Erw Wen North Cornelly Bridgend Mid Glamorgan CF33 4BW 07973 389479 Blackthorn Workshop North Piddle Lane Naunton Beauchamp Pershore Worcestershire WR10 2LH 01386 462208 Blackwood & Locke Woodchester Cottage Southfield Road Woodchester Stroud Gloucestershire GL5 5PA 01453 873725

86

Bathroom

Take a look for yourself – visit ...then perhaps www.gmgconnect.com you should think again!

Yes, delivers all this for only £95 Antony Cammack 19 Cornwall Way Southport Merseyside PR8 3SG 01704 570275

Appletons Interiors Workshop 3 Main Street Barkby Leicester Leicestershire LE7 3QG 01162 640616 Arcadian Furniture 24B Hinton Hinton Chippenham Wiltshire SN14 8HJ 01179 372320

Axe Vale Furniture Townsend Beer Seaton Devon EX12 3LL 00129 723441

Beaver Furniture Beaver Lodge Sutton Thirsk North Yorkshire YO7 2PR 01845 597420

Ben Williams Furniture Maker Hayle Industrial Park Hayle Cornwall TR27 5JR 01736 759933

B G Allen Winllan House Llansantffraid Powys SY22 6TN 01691 828738

B J Brown Furniture & Cabinet Maker Bridge Farm Lower Road Britford Salisbury Wiltshire SP5 4DY 01722 413003

Bernard Polley Outbuildings The Stables Horseheath Cambridge Cambridgeshire CB21 4QN 01223 891983

Antony Cammack 19 Cornwall Way Southport Merseyside PR8 3SG 01704 570275

Boatman Furniture Unit 1B Park Farm Park Road Great Chesterford Saffron Walden Essex CB10 1RN 01799 530230

Appletons Interiors Workshop 3 Main Street Barkby Leicester Leicestershire LE7 3QG 01162 640616

Bob Hunter Wren Cabinet Makers Pear Tree House Thirlby Thirsk North Yorkshire YO7 2DJ 01845 597453

Arcadian Furniture 24B Hinton Hinton Chippenham Wiltshire SN14 8HJ 01179 372320

www.gmgconnect.com

Axe Vale Furniture Townsend Beer Seaton Devon EX12 3LL 00129 723441 B G Allen Winllan House Llansantffraid Powys SY22 6TN 01691 828738

B J Brown Furniture & Cabinet Maker Bridge Farm Lower Road Britford Salisbury Wiltshire SP5 4DY 01722 413003

Beaver Furniture Beaver Lodge Sutton Thirsk North Yorkshire YO7 2PR 01845 597420

Ben Williams Furniture Maker Hayle Industrial Park Hayle Cornwall TR27 5JR 01736 759933 Bernard Polley Outbuildings The Stables Horseheath Cambridge Cambridgeshire CB21 4QN 01223 891983

86

118

Boatman Furniture Unit 1B Park Farm Park Road Great Chesterford Saffron Walden Essex CB10 1RN 01799 530230

Bob Hunter Wren Cabinet Makers Pear Tree House Thirlby Thirsk North Yorkshire YO7 2DJ 01845 597453

Bedroom

Cabinetmakers

138

Children’s & Nursery

142

Dining Room

154

Garden

161

Living Room

180

Office

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06/07/2018 09:56

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06/07/2018 11:21

www.gmgconnect.com www.gmgconnect.com

Connect Section 2.indd 83

06/07/2018 09:56

• The whole furniture industry Connect 1Yes, x annual Furnituredelivers Trade Directoryat your fingertips • The whole furniture industry

at your fingertips

all thistofor only £95 www.gmgconnect.com Access • ,Thousands of potential • Thousands of potential customers the perfect sales and marketing tool to customers – in print– and in print and online – ready and 1 x annual directory of 350 pages online – ready and waiting source buyers, suppliers and leads waiting for your enquiry 1 x 365/24/7 bespoke, responsive 4x

website which haseach even more data updates yeardata

for your enquiry

• Your company needs this trade sales

• Your company needsdirectory this trade to maximise your 1 x year’s subscription to Furniture News directory to maximise your and generate new leads 1 x year’s subscription to Furniture News 1 x quarterly data updates for a year sales and generate new ideas

I am sure these new contacts and leads will benefit your business – I will callon over the next few days to discuss Contact Claire Jones today 07493 391962 how you can start accessing these opportunities or email claire@gearingmediagroup.com

07493 391962 claire@gearingmediagroup.com

“I am sure these new contacts and leads will benefit Contact Claire Jones today on your business – I will call over the next few days to discuss how can start accessing these opportunities.” oryouemail

FN355_Pages.indd ConnectClair adv.indd67 1

27/09/2018 23/08/2018 09:42 12:08

OUT & ABOUT

68

Event: Irish Furniture & Home Awards 2018 Location: National Show Centre, Dublin Date: Sunday 19th August, 2018 Lowdown: Taking place as part of the Irish Furniture & Homewares Show (IFHS), the Furniture & Home Awards were created to recognise some of the exhibition’s best products and suppliers.

This year, over 200 signature products were entered, across 11 categories, before being judged by an expert panel. Ultimately, Annaghmore Agencies claimed the prestigious Retailer Choice award for Best Wholesale Supplier – discover the other award winners on p26.

www.ifhs-tradeshow.ie

FN355_Pages.indd 68

27/09/2018 09:43

OUT & ABOUT

FN355_Pages.indd 69

69

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70

OUT & ABOUT

Event: The Furniture Industry Research Association’s 22nd annual reception Location: The House of Lords Date: Tuesday 11th September, 2018 Lowdown: Some 250 guests from across the furniture industry attended this year’s reception, which offers the research association an opportunity to welcome new members, celebrate those organisations which have achieved FIRA Gold Certification, received a FIRA Ergonomics Excellence Award or, this year, have become a certified company under the new FIRA Compliance Scheme for the Fire Performance of Upholstered Furniture. The reception was again hosted by Baroness Warsi.

www.fira.co.uk

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27/09/2018 09:44

Cordsn

Cords and Cables Limited

- Oct. 2018

Importers, Distributors & Manufacturers Unit 6, Folkes Road Trading Estate, Folkes Road, Lye, Stourbridge DY9 8RG Tel: 0121 523 2574 E: info@cordsncables.co.uk Web: www.cordsncables.co.uk

E27 SES Lamp holders

E14 SES Lamp holders

Cable - 2183Y/HO3VV-F 3 x .75 in colours:

White and Black Gold

ES and BC Pendants.

The full range.

£28.95/100 mt.

29.88/100 mt.

ES and BC pre-wired lamp holders made to buyers specification

Low voltage lamp holders

Cord sets - The full range.

UK Pluglead

2mt. 2192Y 2 x .75 flat cable available in colours:

GU10 lamp holders

WHITE * BLACK * GOLD * TRANSPARENT

Euro-leads

Decorative chain.

The full range

Euro-leads, available in 2mt., 3mt. and 4mt. long in colours: WHITE * BLACK * GOLD * TRANSPARENT

E14 SES Lamp holders

Pre-wired inline foot switches colours: White Black Gold Transparent

B22 BC

FN355_Pages.indd 71 CordsnCablesOct18.indd 1

B15 SBC

27/09/2018 24/09/2018 09:44 14:00

TRADE SERVICES

72 | Trade Services

Eco-friendly wood and finishes specialist Osmo UK

LOFA’s (Leisure and Outdoor Furniture Association, 02392 258844,

(www.osmouk.com) offers a solution for spot repairs with the easy-

www.lofa.co.uk) LOFAssured initiative ensures that all cushions

to-use Polyx-Oil Care and Repair Paste. This hard-wearing paste

sold by its members comply with current Government fire safety

– that is available in a toothpaste-style tube - has been specifically

regulations.

designed to help maintain, repair and restore internal wood.

LOFA is raising awareness of fire safety standards/regulations

Developed from natural oils and waxes, the paste is made of

for garden furniture cushions in this young campaign, and 27

Osmo UK Polyx-Oil. Creating a durable and hardwearing layer,

members are already certified – 4 Seasons Outdoors, A Mir & Co,

this spot repair paste is suitable for use on wood in indoor areas,

Ascalon, Bramblecrest, Cane Industries, Culcita, Daro, Desser,

including furniture surfaces, worktops made of solid wood or

Europa Leisure, Extreme Lounging, Firmans Direct, Glencrest

laminated wood, and all wooden floors, OSB and cork flooring.

Seatex, Glendale Garden and Leisure, Hampson Agencies, Hartman

The paste is ready to use straight from the tube and should

UK, Innovators International, John Robertson, Kettler (GB),

be applied with a lint-free cloth once the surface is clean. Any

LeisureGrow, Leisure Plan, Lifestyle Garden, Maze Rattan, Munro

mistakes made during application can be corrected up to 15 minutes

Importers, Norfolk Leisure Lifestyle, Pacific Lifestyle, Quest Leisure

after the first application. After 8-10 hours drying time, the surface

Products and Supremo UK. In addition, 11 are in progress.

will be resistant to saliva and perspiration and liquids such as

One of the conditions of LOFA membership is that members must

coffee, wine and cola, promises Osmo UK.

adhere to a code of conduct, part of which is compliance with all

Osmo’s Care and Repair Paste meets the requirements of DIN

current legislation.

53160, by being safe for humans, animals, and even children’s toys.

New VAT Returns

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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

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RetailSystemOct18.indd 1 FN355_Pages.indd 72

18/09/2018 PeterBrownAug18.indd 11:05 1

10/07/2018 10:48 27/09/2018 09:44

MFAOc typograp

END OF LINE SECONDS RETURNS

FN355_Pages.indd MFAOct18.indd typography3.indd 1 73

 MFA.BID

EX-DISPLAY OLD STOCK PROTOTYPES

27/09/2018 09:44 24/09/2018 14:48 18/09/2018 11:50:52 AM

74 | Trade Services

It has been another successful year for Devon-based Trucksmith (01884 33001, mail@trucksmith.co.uk), which, along with winning the prestigious What Van? Converter of the Year Award for a second year running, also signed up to be the PSA Groupe converter of choice for platform cabs.

“The Peugeot and Citroen products sit perfectly with the Trucksmith LoLoader conversion,” comments Trucksmith’s MD, Daniel Trebble.

Executive sales manager Simon Partridge adds: “We were delighted to take 35 orders for the Citroen-based Trucksmith LoLoader within four weeks of launching.

“The price point is excellent, and as with all Trucksmith LoLoaders we are building a low-floored Luton with class-leading fuel economy, payload and volume. The scope of sizes and body options stretches throughout the range to include driver safety packs, ramps and lashing configurations.”

Trucksmith was established in 1985 as a vehicle body builder and has become a leader in low-floored Luton conversions. The business operates across premises covering more than 64,000ft2, which includes modern production facilities and an R&D department.

fira.co.uk/compliance

FIRAOct18.indd 1 FN355_Pages.indd 74

24/09/2018 ThinkZincOct18.indd 14:08 1

18/09/2018 11:32 27/09/2018 09:44

SatraSe

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

FN355_Pages.indd SatraSep18.indd 1 75

27/09/2018 23/08/2018 09:44 09:03

76 | Trade Services

Kinetic Logistics (01869 233317, www.kineticlogistics.co.uk) delivers furniture, electricals and other fragile goods to hundreds of UK retailers. Based in Upper Heyford near Bicester, 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, Baumhaus” says Kinetic’s director Phil Dickens, who works across both businesses.

“At the time, absolutely nobody operated to the delivery standards we needed – safety, order trails, etc – so we had to do it ourselves.”

From customer confusion, onerous administrative duties and poorly-timed deliveries, togoods damaged in transit, the list of things which can go wrong during a furniture delivery is endless. By marrying its trade experience with new technology,

first attempt is 94% – and, as far as we

Meanwhile, customers can check the

Kinetic set out to eliminate these

know, our returns rate is the best in the

progress of their delivery at every stage via

complaints, and earned itself a reputation

industry, at 0.01%.”

Kinetic’s user app.

for product care, customer service and reliability.

“Our operation is highly automated,

Each vehicle is installed with a minimum

Thanks to its high level of industry

of three CCTV cameras to ensure there is no

insight and technological nous, this home

mishandling, and the product packaging is

delivery specialist is making good headway

which eliminates mistakes,” says Phil.

checked for damage at multiple stages of

in a world in which fulfilment is fast

“Indeed, our delivery success rate on the

each journey, ensuring full accountability.

becoming king.

94% 94% 0.01% 0.01%

DELIVERY SUCCESS ON FIRST ATTEMPT DELIVERY DELIVERY SUCCESS SUCCESS ON ON FIRST FIRST ATTEMPT ATTEMPT DELIVERY SUCCESS ON FIRST ATTEMPT DELIVERY DELIVERY SUCCESS SUCCESS ON ON FIRST FIRST ATTEMPT ATTEMPT DAMAGE RATE LESS THAN DAMAGE DAMAGE RATE RATE LESS LESS THAN THAN DAMAGE RATE LESS THAN DAMAGE DAMAGE RATE RATE LESS LESS THAN THAN

CONTACT US TODAY: 01869 233 317 CONTACT CONTACT US US TODAY: TODAY: 01869 01869 233 233 317 317 CONTACT US TODAY: 01869 233 317 info@kineticlogistics.co.uk | www.kineticlogistics.co.uk CONTACT CONTACT US US TODAY: TODAY: 01869 01869 233 233 317 317 info@kineticlogistics.co.uk info@kineticlogistics.co.uk || www.kineticlogistics.co.uk www.kineticlogistics.co.uk info@kineticlogistics.co.uk | www.kineticlogistics.co.uk info@kineticlogistics.co.uk info@kineticlogistics.co.uk || www.kineticlogistics.co.uk www.kineticlogistics.co.uk

KineticAug18.indd FN355_Pages.indd 176

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77

Most People Want To...

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Contact Steely for brochures & prices

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FN355_Pages.indd 77

17/09/2018 16:49

24/07/2018 28/09/2018 12:52 11:30

DESIGNER

78

M M

IN DESIGN

B

I

Knit, Dominik von Bohlen The Knit side table/storage cabinet, displayed by Dominik at the New Designers exhibition this summer, marries black American walnut with birdseye maple veneers to great effect …

“I made Knit specifically for my

“Knit is designed to be used

wife, a keen knitter who likes to

both as a side table and a raised

work while sat on the sofa in our

storage cabinet for knitting

living room. At the end of the

paraphernalia. The legs and

day she often struggled to find a

lippings are made from solid

suitable place to store her needles

black American walnut, while

and wool. Drawing inspiration

the lid and side panels of the

from elegant Shaker sewing tables

cabinet are veneered with

as well as more mundane examples

birdseye maple”

of old-fashioned school desks with hinged lids, I have attempted to design a piece of furniture which is both decorative and functional”

“Under the lid there is a removable walnut tray which slides forwards and backwards on walnut ledges housed into the side panels.

Under the tray there is partitioned storage space for bundles of wool and work in progress”

“The dimensions of the table were carefully considered in order to provide a useful table surface as well as to have the capacity to store a substantial amount of knitting equipment in an intuitive way”

“For me, the most important quality in any piece of furniture is its honesty of design” Training: Following a career change in his early 30s, Dominik attended the Building Crafts College in Stratford, East London, where he completed a City & Guilds Fine Woodworking diploma earlier this summer. Dominik also recently completed a Construction Industry Training Board Level 2 certificate in Bench Joinery, a City & Guilds Level 2

A a

certificate in Wood Machining and a turning certificate accredited by the Worshipful Company of Turners.

F P E

www.vonbohlen.co.uk

FN355_Pages.indd 78

27/09/2018 09:44

Furnitur

MODERN AND MONOCHROMATIC

CLEVELAND UPHOLSTERY – STYLISH, PRACTICAL, AFFORDABLE The Cleveland range is a versatile collection available in light or dark grey – Nova or Anthracite respectively. With the addition choice of chairs, 2 or 3 seaters, and the sumptuous chaise longue options in left or right hand orientation, Cleveland will fulfil any and all needs, tastes, and space requirements.

BLACK, WHITE, AND THE GREYS IN BETWEEN

Armchair W 720 x H 720 x D 680 mm

Footstool W 750 x H 450 x D 600 mm

2 seater sofa W 1790 x H 810 x D 900 mm

Neckpillow W 620 x H 210 x D 210 mm

3 Seater Sofa W 2090 x H 810 x D 900 mm

Chaiselongue Sofa (LH) W 2340 x H 810 x D 1430 mm

Chaiselongue Sofa (RH) W 2340 x H 810 x D 1430 mm

FLORENCE – A TOUCH OF CLASS Taking its name from a city with a rich history in fashion and design, how fitting that the Florence range brings a touch of elegance and sophistication to any room. The colour pallet of black, white, or soft grey adds versatility to the designer chic appeal.

3 drawer bedside 400x600x400mm

3+3 drawer chest 1481x724x400mm

3 drawer chest 800x720x400mm

2 over 4 drawer chest 800x920x400mm

2 door 2 drawer wardrobe 709x1812x520mm

Dressing table 1010x760x400mm

3 door 4 drawer wardrobe 1003x1812x520mm

As always, there is no minimum order and pieces are available for next day delivery, so call today!

Furniture To Go, 3 Keel Close, Interchange Park, Portsmouth, Hampshire PO3 5QD - T: 02380 517067 E: sales@furniture-to-go.co.uk - www.furniture-to-go.co.uk

FN355_Pages.indd 79 FurnitureToGoOct18.indd 1

27/09/2018 18/09/2018 09:44 10:27

80 | Designer

lines, contours, colours, shape, texture,

How effective is a Letter Before Action

Know your rights!

material or ornamentation of the product,

(LBA)?

provided the design is new and of individual

This is sometimes called a Cease & Desist

character.

letter. Taking legal action rarely means

features of a product than the UK version –

but often you want to put a shot across the

ACID’s chief executive, Dids

for example, colours and surface patterns

bows!

Macdonald OBE, answers your design and intellectual property (IP) queries …

This right therefore protects more

– but is more susceptible to attacks on its

going all the way to a final court hearing,

An effective LBA can often result in a

subsistence. It only lasts for three years and

speedy, cost-effective settlement with many

is a stronger IP right than UK unregistered

(if not all) objectives being met.

design right.

Before taking action you should also consider the legal purchasing power of the opponent – there can be difficulties when

“It is always advisable to speak to an expert to establish exactly what IP rights you could rely on”

two parties with unequal market power and resources resort to court action. Also, remember that if sending an LBA results in a settlement or undertaking, you may publish the details (so long as a confidentiality agreement has not been signed), and this can help communicate a strong and proactive IP strategy.

The purpose of an LBA is to warn of possible court action and offer an

I have heard of copyright, but I thought it

opportunity to provide evidence that they

was just for books?

have not copied you, or admit liability

Copyright can protect a wide variety of

without expensive court action.

things such as books, paintings, cartoon

The LBA will normally give a time limit

sketches, music, photographs films and

for a reply and will reflect established facts

plays. All of these come about because of

about the complaint to achieve, hopefully,

somebody’s thought, skill and judgement in

an early settlement.

their creation.

There may be a number of different and separate copyrights subsisting together in

Court rules also require an LBA to be sent before any proceedings are commenced, except in very urgent cases.

An effective LBA will take time to prepare

What is unregistered design right?

everyday products. Take a music CD, for

There are two forms of unregistered

example. The lyrics to the song would have

– it is not just an ordinary letter written on

design right, a UK version and a European

a separate copyright, as would the music,

a solicitor’s headed paper. It encompasses

Community version.

and the actual recording of the song and

every possible aspect to achieve your

the music together would be protected as a

objectives in taking action against copyists.

sound recording.

If you are relying on unregistered rights,

The UK version protects the design of any aspect of the shape or configuration (whether internal or external) of the whole

Also, any graphics on the CD cover

evidence of ownership from an independent

or part of an article, provided the design

and text inside the cover – for example,

third party (such as ACID) can prove

is original and non-commonplace in the

giving a history of the band – may also be

invaluable.

design field in question at the time of its

individually protected.

creation.

It could be that you have copyrights in

An IP lawyer will need to be satisfied, beyond any doubt, that you actually

your possession that you do not know about

own your rights, just as you would when

products, and not things such as surface

– for example, your technical drawings,

buying a house – think about what it costs

patterns and the materials a product is made

detailed specification on your website, or

to establish title when you are buying a

from. It lasts for anything up to 15 years, or

images taken by an external photographer

property! You are relying on your solicitor’s

10 years from first publication.

– so it is always advisable to speak to an

experience to spot all the potential pitfalls

expert to establish exactly what IP rights

to act in your best interests – and they

protects the appearance of the whole or

you could rely on. Many are surprised when

are relying on being provided with all the

part of a product, and may arise from the

they find out the extent of their IP assets.

ammunition possible to fight for your rights.

In reality, it protects only 3D aspects of

The European Community version

“Taking legal action rarely means going all the way to a final court hearing, but often you want to put a shot across the bows!”

Got an IP query for Dids?

Email her on 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.

FN355_Pages.indd 80

27/09/2018 09:44

• ADVERTISING – Most advertising does not work, so if

Generate 25%, 50% even 100% • PRODUCTS – Be ruthless with your precious floor space. of Your Annual Sales PLAN If a product or collection is not YOUR pulling its weight after being given a fair chance to shine, then clear it and replace it with a BREXIT-BUSTER SALE in Just 17 Days… better performing line. Test and measure the selling potential yours isn’t, stop wasting your money now and re-design your advertising campaigns using a benefits-orientated-style. Call Greenwood for effective copywriting know-how. 81

“I’m Trying Recover fromSale. the Euphoria! of all your products in atoGreenwood

Our 2015 Greenwood January Sale was fantastic,

•

butyour the 2017 January came in another 30% up!

Will January 2017sale sales be the best month’s total Get good at selling.

Most retailers Coilsprung Beds Ltd are launching a new and exciting SELLING SKILLS Cy Fogel, You’re Furnished, Essex. you’reM.D., going to see this year?

range of mattresses and beds to the market place this don’t bother with a proper sales process or sales training. The year with an emphasis of quality and service.

“When in iseven some Would you you like toInvest see£900k sales offive two,weeks four, there sixinorquality eight successful ones do! take time and money sales delivering to do!

But I am definitely a Greenwood times what is normally your best month?

Coilsprung Beds Ltd therefore require a Sales Agent toknow-how. Call Greenwood to arrange an effective sales convert… and looking forward to the next one!” cover all areas of England and Wales with the exception

training course.

Pollock.

Right Price, Coleraine.

As ourRyan clients knowDirector. very well (and will tell you), the above sales results are not exceptional for a Greenwood “Iare Can’t Believe How Much Money Preferred Agents will ideally be well established and COMPETITION –standard.

Check your competition to find out what Sale. They You could enjoy such recordwell connected with a background knowledge of the We’ve Taken……over 5000 people came through breaking sales Avoid results all-out too – with high margin they are offering. price wars.

Bemaintained. sure to out-do

of Lancashire, North West / Cumbria.

•

Mattress and Bed Industry. Experience in selling the store… we’ve banked almost two Months on theinmost relevant beneficial these products to retailers will be an advantage but not your competition Business just the first week of our USP’s essential as product training will be provided. including choice, quality, valueJanuary and service.

Greenwood Sale!” Call Greenwood

to mysteryCharlie shop Martell, your competitors.

Director, Martell’s Of East Grinstead.

DISCOVER THE FORTUNE DOUBLE OR EVEN TREBLE Please apply by sending your CV with covering letter, • PROMOTION – Promote your business effectively. Every THAT LIES HIDDEN IN YOUR NEXT BIGdoes.

SALE… from Tesco to Harrod’s Consider using a outlining area covered, by email to C.S.Willson at good retailer ‘Greenwood’ sales promotionBRAND… to increase sales, turn stock into coilsprungbedsltd@gmail.com YOUR The above retailers are just a few of the many that All applications will be treated in strict confidence.

cash and winhave future share, while protecting heldmarket Greenwood Sales during January. your profit at the sameThey time.

Call Greenwood! recognise and have realised, the enormous

CoilsprungOct18.indd 1

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Contact us on (+44)1424 776101 or visit the IAFP website to find out more. www.iafpalliance.com

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IAFP_FNQP.indd 1 FN355_Pages.indd 81

www.greenwoodretail.com

1 Wilmslow House, Grove Way, Wilmslow, Cheshire, SK9 5AG 26/06/2018 14:15 GreenwoodRetailOct18.indd 1 24/09/2018 14:31 sales@greenwoodretail.com www.greenwoodretail.com 27/09/2018 09:44

82

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RESTA

ELS, FOR HOT

Issue 74

URAN TS,

r 2017 Products #290 / Insta llations Timber / Upda & Pane tes ls / Sand Software ing & Finis / Dust & Wood hing waste Manageme www.furn nt iture

Furniture News is just one of the industry titles published

by Gearing Media Group. Those involved in the contract furnishings market should take a look at Hospitality Interiors magazine (www.hospitality-interiors.net), while anyone seeking furniture manufacturing machinery or supplies should check out Furniture Production (www.furnitureproduction.net).

CLUBS BARS &

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NEXT MONTH Furniture China, Long Point, Bed Show and Autumn Furniture Show reviews Out & About | Living Room, Dining Room, Beds & Bedroom and Furnisher

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