D 19 AN 20 ER N G I G ER BI TT BE
The essential guide to the UK domestic furniture and furnishings trade #358 January 2019 | www.furniturenews.net
The UK Agency: Danalight, Grafu Baldai, Kristensen Kristensen and Jones & Co
ECONOMY OF SCALE
WHAT’S IN STORE?
Secrets of the volume giants
Lessons in retail from 2018
FN358_A.indd 1
SHOW AND TELL Your guide to exhibition season
20/12/2018 13:53
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3
“There’s plenty to get excited about as we enter this crucial buying period” COMMENT
A
The perspective shifts along the supply
the trade, the fires of industry and
chain in our annual Year in Review special
innovation are burning.
(p87), where we quiz some of the nation’s
The proof? Just take a look at this month’s
sharpest retailers on some of the key
hefty issue, a testament to the fact that
industry developments of 2018, and how
there’s plenty to get excited about as we
these might impact our future. Does weather
enter this crucial buying period.
influence trading now so much of it happens
The new lines are coming thick and
online? What’s the likely fate of the bed-in-
fast, and the big shows are calling – and
a-box? Does GDPR matter, are CVAs broken,
few make more noise here in the UK than
and does House of Fraser have a future
the January Furniture Show (our preview
under Mike Ashley?
starts on p112). With the cornucopia of new
Perhaps most telling is our retailer panel’s
products and services on display, there’s no
take on which emerging trends will have the
excuse not to start the year with the perfect
biggest impact in 2019, and beyond.
offer. Make no mistake, you’ll need it. From
If you are heading to the NEC among the many trade shows taking place this month,
(A)rtificial Intelligence to (B)rexit, the
keep your eyes peeled for news of The
trading landscape is shifting fast. No-one
Furniture Awards 2019’s winners (find the
will pretend that 2018 was a walk in the
background to this year’s competition and
park, or can be certain how this year will
the shortlist from p114), and, if you get a
pan out. The fight isn’t a new one, but the
chance, do stop by stand 3-Q11 and say hi to
rules seem to keep changing – so, whatever
our team.
comes to pass, it pays to stay informed. As well as insightful interviews, expert
N
18 15:58
nother year is upon us, and, across
advice and challenging opinions, this
If you’re overcoming adversity, trying to make your mark, or simply making our trade a better place, we want to hear from you.
month’s Furniture News gives you an opportunity to meet the suppliers pulling out all the stops to give you that crucial competitive edge. For starters, read about how a “matchfit” Belfield Group is embracing brand tie-ups and incremental gains (p60), or how Steens is developing a template for global growth (p72). Find out why Whitemeadow’s new facility is much more than just a showroom (p80), why Gallery’s stockists are flourishing (p78) and how Celebrity is putting its house in order (p196), plus many more tales brimming with energy and evolution.
FN358_A.indd 3
Paul Farley Editor-in-chief T 01424 776101 E paul@gearingmediagroup.com Twitter @FurnitureNewsED
20/12/2018 14:48
4 | Contents
INFORMATION ON THE COVER Editor-in-chief Paul Farley 01424 776101 paul@gearingmediagroup.com Twitter @FurnitureNewsED Sales and marketing director (Furniture News portfolio) Sam Horscroft 01424 776100 sam@gearingmediagroup.com Twitter @FurnitureNewsAD Sales executive Caroline Littler 07861 231461 caroline@gearingmediagroup.com Production manager James Ash 01424 775304 james@gearingmediagroup.com
7
Partner Comment
12
News
18
Interviews
28
Events
54
Resources
60
Profiles
87
Year in Review LaArgos Home (18)
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
Gary Lasham and Steve Hampton, Belfield Group (60)
Publisher Nigel Gearing Accounts Wendy Williams 01424 774982 wendy@gearingmediagroup.com
112
Magazine subscriptions (UK-£65, Europe-£85, RoW-£95) 01424 774982 subscriptions@gearingmediagroup.com
January Furniture Show Preview
124
January Furniture Show (Hall 1)
134
January Furniture Show (Hall 2)
138
January Furniture Show (Hall 3)
162
January Furniture Show (Hall 4)
192
January Furniture Show (Hall 5)
Connect VIP packages (UK-£95, Europe-£110, RoW-£120) 01424 774982 subscriptions@gearingmediagroup.com Repro, print and distribution Stephens & George
Gearing Media Group Ltd 4 Red Barn Mews, High Street Battle, East Sussex TN33 0AG ISSN No: 1475 - 3731 © Gearing Media Group Ltd 2019 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 e�orts are made to ensure that the editorial remains true to fact and unbiased. Monies may have been accepted to o�set 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. Advertiser information is reproduced in good faith and Gearing Media Group accepts no responsibility in respect of adverts appearing in the magazine, and the magazines expressed do not necessarily reflect the publisher’s views. The Publisher accepts no liability for any loss arising from an advertisement’s late or non-appearance.
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Steens (72)
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)
20/12/2018 13:53
Contents | 5
ON THE COVER D 19 AN 20 ER IN R
G E BIGTT BE
The essential guide to the UK domestic furniture and furnishings trade #358 January 2019 | www.furniturenews.net
The UK Agency: Danalight, Grafu Baldai, Kristensen Kristensen and Jones & Co
ECONOMY OF SCALE
WHAT’S IN STORE?
Secrets of the volume giants
Lessons in retail from 2018
SHOW AND TELL Your guide to exhibition season
COVER USE.indd 1
19/12/2018 16:11
The UK Agency (07734 Heimtextil’s Trend Space (304)
265599) will bring several furniture and accessories brands to stands 4-E10
256
Opinion
258
Living Room
264
Dining Room
266
Beds & Bedroom
278
Bed-in-a-Box
282
Furnisher
286
Trade Services
SpinMe CEO David Brint
304
Designer
online imagery that sells
312
Last Word
and 4-E25 of the January Furniture Show this month – find out more on p178
CONTRIBUTORS 54
explains how to create
7
Cleere Scamell, January Furniture Show (312)
The Furniture Makers’ Company’s Jonny Westbrooke o�ers a helping hand
56
imm cologne (28) KPS’ Frank Lochbaum on addressing the demands of
The Furniture Trade Directory
digital buyers
The indispensible guide for UK suppliers and retailers, in print and online www.gmgconnect.com
FN358_A.indd 5
20/12/2018 14:49
BoyteksJan19.indd 1 FN358_A.indd 6
03/12/2018 13:53 14:28 20/12/2018
18 14:28
Partner Comment | 7
Easing the post-Christmas burden Christmas has just been and gone. The most wonderful time of
Very quickly, people can find themselves in a cycle of debt,
the year … a period where we get swept up by consumerism and
where continual borrowing leads to increased debt, interest costs
the frivolity of the season, and usually spend a bit more than
become a significant monthly expense, and debt increases even
anticipated on having fun and treating our families.
faster.
In most cases this is fine, and something we grin and bear.
Now, that’s not to say we can clear your post-Christmas debt
However, there will be a lot of people looking at their credit card
– yet Christmas does exacerbate the problem, and we are here to
statements this month and facing a rush of fear, wondering how
help when you get into a sticky situation, hopefully at an early
they’ll be able to pay their balance in addition to their regular bills.
enough stage so we can prevent it from becoming a major issue.
One of The Furniture Makers’ Company’s key functions is our
In all likelihood, if you are reading this magazine there is a good
welfare support. We provide financial help to furnishing industry
chance that you’re either an owner, director or senior manager
employees, past and present, and their dependants, when they fall
of the company you work at, and will never need our help. In all
on hard times.
honesty, we hope no-one ever needs to contact us, but we’re here for them when they do, and we review every case individually.
We do this through the awarding of grants for essential household items or bills, funeral expenses, property repairs, mobility and medical equipment, respite or convalescent breaks, general financial hardship or pre-tenancy costs and removal costs. There are many families in the UK living with increasing levels
There isn’t a request, big or small, that we won’t review. However, in order for everyone in the industry to know we’re here, we need your help to promote us. You can do this a number of ways – by hanging our charity poster, publicising the charity on
of consumer debt because their household income is low and
your intranet or staff newsletter, or include a message in payslips,
they have high housing costs and childcare bills. Families on low
for example. If you need some ideas on communicating our
incomes have less access to low-cost borrowing, and are more
services, please contact our marketing team.
likely to be forced to resort to payday loan companies. People on low incomes are also likely to be paying more for their utility bills because of higher pay-as-you-go tariffs.
“There will be a lot of people looking at their credit card statements this month and facing a rush of fear” Jonny Westbrooke is the chief executive at The Furniture Makers’ Company (www.furnituremakers.org. uk) a City of London livery company and the furnishings industry’s dedicated charity.Information and a charity poster can be downloaded from www.furnituremakers.org.uk/assistance/how-to-apply/, and further information accessed by emailing marketing@furnituremakers.org.uk. Anyone seeking more information about the charity’s support can call its welfare o�cer Robin Lomas on 020 7562 8528, or email welfareo�cer@furnituremakers.org.uk.
Our Media Partners 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
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20/12/2018 13:53
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20/12/2018 16:24 13:53 13/12/2018
12 | News
New CFO joins Dunelm
BFM helps SMEs support disabled workers
Laura Carr has joined the board of homewares retailer Dunelm Group as CFO. As announced in May last year, she succeeds Keith Down, who stepped down from the board to take up a role closer to his family home. Laura was formerly group financial controller of Compass Group. Prior to this she was CFO of Indigo Books & Music. Laura also held a number of senior finance roles with Japan Tobacco International between 2004 and 2013. Dunelm chairman Andy Harrison says: “Laura brings a breadth of business and finance experience, which will really help us to achieve our The students visiting Artistic Upholstery
ambitious business plans to become the leading multichannel retailer in our space.”
Emma’s management reshuffle Dr Dennis Schmoltzi
Together with its EU partners, the British
A second week to review, conclude and
Furniture Manufacturers (BFM) is engaging
make recommendations will take place next
in the SupportAbility project, an initiative
month.
to train managers across SMEs and provide
were six British employees from companies
that may be needed when supporting an
in the furniture industry including Hypnos
employee with a disability.
and Webs Training, alongside six carpentry/
After two years of research and collation, it was found that activities that lead to
The project’s BFM representative, Jackie Bazeley, says: “The course has been
encouraged due to a range of national and
both exciting and thought-provoking
international policy developments, but that
for the students, enabling them to really
barriers to employment remain.
understand the difficulties disabled
e-learning project, took place in November.
of Emma Mattress, has joined the
furniture students from Spain.
inclusion are currently supported and
The pilot course, and the first test of this
Max Laarmann, the founder and MD
Among the students attending the pilot
them with the knowledge of adaptations
individuals have to overcome in the workplace.”
Nathan moves all manufacturing overseas
advisory board of the brand’s holding
Cabinet manufacturer Nathan Furniture has
down, now we are doing the reverse and the
company, Bettzeit. His role at Emma
moved its furniture production to a factory
product we are producing has never been
has been taken by Dr Dennis Schmoltzi,
in Indonesia. Nathan has been working with
better.
one of the founders and MDs of the
Danwood in Semarang since 2008, but has
group.
now moved all manufacturing to the facility,
not about producing the furniture cheaply,
and has its own dedicated unit there.
rather the combination of factors such
Dennis founded Bettzeit at the end
“And that’s a key thing about this – it’s
of 2013 together with Manuel Müller.
Nathan MD Nicholas Radford says the
as the state-of-the-art machinery and
He draws on seven years’ experience
move has helped lead times and reliability,
highly skilled workforce allows us to do
as a consultant at McKinsey. His stated
as well as increasing the quality of the
more with the pieces and build to a higher
focus will be mastering the challenges
finishes and the range of products Nathan
specification.
an internationally operating company
can offer.
“This wasn’t a knee-jerk move for us –
“Consolidating all of our production to a
we’ve been working with the factory since
stages of growth. Operationally, he will
single, extraordinarily well-run factory has
2008. We’ve had various pieces and ranges
be supported by 10 country heads.
improved several parts of the business,” he
made elsewhere, but we’ve always found the
says. “One of the unique features for a Far
quality and consistency from Danwood to be
work and impressive success that Max
Eastern factory is the level of staff training
excellent, so we’re delighted they can now
has brought us in the past three years,”
and mentoring which goes alongside the
do everything for us.”
says Dennis.
physical investments. In the UK we were
faces, as well as reaching the next
“I am very grateful for the invaluable
Max will remain involved as a shareholder and adviser.
FN358_A.indd 12
Nathan Furniture also manufactures
constantly trying to find ways of reducing
the Sutcliffe and retro John & Sylvia Reid
materials and labour to keep the costs
S-Range brands.
20/12/2018 13:53
News | 13
Ikea announces global job cuts as business is transformed Ikea plans to cut 7500 jobs across its global
As customer behaviours change rapidly, we
estate – of a total employee base of 160,000
are investing and developing our business to
– as it focuses on transforming the business.
meet their needs in better and new ways.”
Of these, 350 jobs of its 12,100 UK and
Italian sofamaker appoints new UK lead
In FY18, Ikea opened two new stores, in
Ireland roles may be made redundant during
Sheffield and Exeter, as well as a Planning
the next two years. The cuts will focus on
Studio on Tottenham Court Road – the
global functions and Ikea’s offices across 30
first step in its city centre approach. It also
markets.
invested heavily in its distribution and
Tuscany-based manufacturer Gradi
fulfilment network, with two new CDCs
Living has appointed Malcolm Nix
new jobs globally over the next two years
and a parcel unit opening in London. Ikea
as its main UK agent, following the
through opening around 30 new touchpoints
Greenwich will open this spring, creating
retirement of Graham Bilton. Malcolm
and investing in its fulfilment network and
500 new jobs.
boasts over 25 years’ experience at
However, Ikea also plans to create 11,500
Malcolm Nix
Javier Quiñones, Ikea UK and Ireland
board level with Sleepeezee, Michael
country retail manager, says: “While the
Tyler Upholstery and, most recently,
says: “We continue to grow and perform
opportunities ahead of us are exciting,
Wood Bros.
strongly. At the same time, we recognise
we know that some of the changes won’t
that the retail landscape is transforming at
always be easy and in some cases, we will
appointment,” says Elisa Gradi, “as we
a scale and pace we’ve never seen before.
have to make difficult decisions.”
continue to develop our retail base in
digital capabilities. Jesper Brodin, CEO of owner Ingka Group
“We see this as a strategic
the UK and develop products that are
Rolled mattresses continue to grow market share, says NBF Rolled mattresses continue to gain market
NBF marketing manager Simon Williams
relevant and commercial for the UK market. We are already working with Malcolm to bring new designs forward to the market and to update our fabric and leather options.” Malcolm will work alongside and support the existing UK sales agents.
share, according to the National Bed
says: “Roll-up mattresses have grown
Federation (NBF), which has revealed the
significantly and are currently the second
results of its latest consumer research
most-popular choice of purchase after
report. The research, which is undertaken
mattress-only (flat) sales. This indicates
twice a year, surveys 500 people who have
that more and more people are looking to
purchased a mattress in the past six months
buy just a mattress and not a mattress with
to gauge consumer bed-buying habits and
a base or bedstead. It’s also interesting to
trends. It showed that rolled mattresses
see the rise of the roll-ups across all three
Natuzzi Italia has opened a 530m2
accounted for 24% of purchases – up from
age demographics (under 35s, 35-54 and
London store at Westfield White City,
17% in the previous report.
over 55s). In particular, it’s the over 55s
bringing the total number of Natuzzi
who now account for the biggest percentage
Italia directly operated stores in the
all brands only accounted for 7% of total
of roll-up mattress sales (26% compared to
Greater London area to four.
purchases (up from 5%), which indicates
17% earlier in the year).
However, the new one-mattress-suits-
that there are many manufacturers now
“This suggests that the appeal of a quick
Natuzzi Italia opens fourth London store Continuing its expansion in the UK,
Pasquale Junior Natuzzi, creative director and stylist, comments: “I am
producing and supplying rolled mattresses
delivery with a no-fuss approach is starting
absolutely thrilled with how London
to the retail trade.
to resonate with an older audience.”
has welcomed Natuzzi Italia - with this opening we are making our presence
Carpetright reports losses in post-CVA transition Carpetright has issued its first performance
negative brand sentiment associated with
results since its CVA process, covering
the restructuring and refinancing began to
the 26 weeks ended 27th October 2018.
subside. Gross profit decreased by £25.9m
It reveals that trading was heavily
to £83.7m.
impacted by the disruption caused by the
Yet its total UK cost base decreased by
restructuring announcements – a total of 65
-15.2%, principally driven by the store
underperforming stores were closed, to end
closures and store occupancy costs – the
the period on 345 trading stores (translating
average store lease length has been reduced
to a YoY space decline of -17.0%).
to 3.5 years, with 52% having an option to
LFL sales were down -12.7%, but
break within two years, giving Carpetright
improved towards the end of the half as
further flexibility to adapt to changes in the
challenges around stock availability and the
retail environment.
FN358_A.indd 13
even stronger in a market that seems to be more and more interested in our style and vision. Westfield White City is the arena where the most important brands in the world compete – it is the place where people get excited by constant inspiration. “Now, after a long period of training, we are finally ready to catch Westfield’s attention.” The new location joins recent openings in Reading and Leeds to become the company’s 23rd location in the UK.
20/12/2018 13:53
14 | News
Leekes group reports strong results
John Lewis MD opens innovation facility
Leekes Retail and Leisure Group has reported another set of strong results. The group, which comprises a portfolio of Leekes home department stores together with the Vale Resort at Hensol, achieved turnover of more than £85m in the year to 31st March 2018, which resulted in an EBITDA of £4.3m and strong pre-tax profits. In H1 of the 2018/19 financial year, it has seen a further improvement in group turnover and profits, achieving last year’s EBITDA after just eight months Paula Nickolds, MD of John Lewis, was the
delighted that Paula officially opened the
guest of honour at the official opening of
Harrison Spinks Innovation Centre. Harrison
says: “We are very pleased to post
Harrison Spinks’ £2.5m Innovation Centre at
Spinks and John Lewis share many of the
a great set of results in what has
its headquarters and manufacturing site in
same values and both companies pride
been a particularly challenging retail
Leeds last month.
themselves on quality, integrity and vision,
of trading. Emma Leeke, MD of Leekes Retail,
environment. “Our trading in the first half of
The Innovation Centre houses the company’s development engineering
so we can’t think of a better partner to share this milestone with. “2018 has been a great year for the
this year has also been exceptional,
team, sleep lab, management, sales, IT,
with retail profits up substantially as
purchasing, customer services, finance and
business as many of our investments and
a result of the excellent performance
marketing teams, and a state-of-the-art
hard work have come to fruition and have
of our conservatory, window and door
showroom for its Somnus range.
been recognised with some great accolades
division, as well as our fitted kitchen
Harrison Spinks has worked with John
and awards – not least the Queen’s Awards
and bathroom departments,” she
Lewis since 1997, and manufactures beds
for Enterprise. As we move into 2019 we’ll
concludes.
under its John Lewis Natural Collection
take on a new focus with some exciting
and Ultimate Collection brands. Simon
new developments for the direction of the
Spinks, MD of Harrison Spinks, says: “We’re
Harrison Spinks brand.”
Whitemeadow wins manufacturing award
Vietnamese manufacture on display
Sofa and bed manufacturer Whitemeadow was awarded the Excellence in Manufacturing award at the 10th annual Chad Business Awards. Whitemeadow had to demonstrate its commitment to the excellence and development of its products, provide evidence of its training and passing on skills to future generations in the industry, and how it promotes the
The Vietnam International Furniture &
various styles of classic and contemporary
region as a centre for manufacturing
Home Accessories Fair, VIFA-Expo, is one
furniture from leading Vietnamese
excellence.
of the first events on the ASEAN furniture
producers and foreign brand representatives.
exhibition circuit, and a platform for
There will also be opportunities to share
“It was a brilliant night, with some
furniture, handicraft and home decor
ideas, explore new technologies and designs,
very deserving winners. It was inspiring
products, plus supporting services, that is
and strengthen ties with new customers
to see the support which exists within
designed to meet the needs of buyers from
– as well as to visit neighbouring fairs in
our business community. The Chad’s
all over the world.
Singapore, Malaysia, Philippines, Thailand
Chad group editor Phil Bramley says:
business awards are one of Mansfield’s
This year’s expanded show will be some
highest-profile awards – winning
+13% larger than in 2018, and will offer
one of the awards says a lot about the
around 450 exhibiting companies. It is set to
quality of your organisation and the
attract visitors from more than 88 countries.
strength of your team.”
FN358_A.indd 14
The exhibition aims to bring together
and Indonesia. VIFA-Expo 2019 will take place at Saigon Exhibition and Convention Center (SECC), Ho Chi Minh City from 6-9th March.
www.vifafair.com
20/12/2018 13:54
TFA_Ja
TIME TO SHINE? T
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THE FURNITURE
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09/10/2018 13:54 11:47 20/12/2018
18 | Interview
Apartment, A/W 2018 collection
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Interview | 19
Reshaping the shop-in-shop In September 2016, Sainsbury’s completed its £1.4b acquisition of Home Retail Group’s Argos and Habitat businesses, making it the UK’s largest non-food retailer. The merging of supermarket chain and digital catalogue specialist has delivered good results for the parent company, vindicating its choice to evolve and bring Argos’ extensive lines closer to the consumer through one of the biggest shop-in-shop experiments the UK has ever seen. But what’s next? Sainsbury’s Argos trading director, John Tranter, gives Paul Farley the lowdown on this multichannel monster …
’Twas the night before Black Friday, and all
and working within both branded and own-
through the house, the finishing touches
brand categories.
are being put to one of the year’s biggest
More recently, John spent six years in
promotional opportunities. For Argos in
the online division of Sainsbury’s, where
particular, the sales spectacular is a big deal
he worked on category management before
– digital fulfilment has long been a crucial
going on to lead the formation of the newly-
part of its DNA (its previous CEO called
merged group’s commercial strategy.
for a digital high street “revolution”), and
Few are better equipped to offer a
with consumer favour inexorably shifting
perspective on the retail giant, which is
towards everything omnichannel, its new
taking significant steps to reinvent itself
family is well placed to reap the rewards.
from the inside out.
It’s hard to put the group’s offer in perspective – suffice to say that its
Behind the book
customers are well and truly spoilt for
As Sainsbury’s Argos’ trading director for
choice. Over 90,000 branded and own-
Home, Furniture, Events and Papershop,
brand products are available across the
John now heads up the design, buying and
Sainsbury’s, Argos and Habitat clothing and
merchandise teams across both brands.
general merchandise portfolio.
“Over recent years the furniture ranges have
John Tranter, Sainsbury’s Argos’ trading director for Home, Furniture, Events and Papershop
changed a lot,” he says. “Argos Home now
a whole-home collection which taps
immense offer, says John Tranter, who
offer a huge range of stylish, good quality,
into industrial styling with an oak-effect
has worked within Argos for over 15 years,
great value products, which we’re constantly
finish and metal accents, and includes
covering various divisions including buying,
improving.”
complementary soft furnishings. “We also
Furniture is a key category within this
merchandising and business development,
Recent successful lines include Nomad,
launched our market-leading [100-night] sleep guarantee on our mattresses,
Argos Home’s pop-up last September (photo by Ben Fisher)
which has had an amazing response from customers,” comments John. The upcoming Argos Home spring/ summer 2019 collection offers furniture and home accessories that draw inspiration from across the globe – from Stockholm Spring’s Scandinavian simplicity to the seaside feel of Coastline, and embracing outdoor furniture components, the key trends show that this retailer is not afraid to express its creativity. The new Sainsbury’s Argos lines are developed by an in-house team of 24 designers, based in Milton Keynes. This creative hub combines expertise from both camps, sharing best practice techniques and trend knowledge to ensure the results are sympathetic to each brand. And there’s no shortage of fresh thinking,
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Interview | 21
Midnight, A/W 2018 collection
“Over a quarter of our upholstery, lounge and dining furniture is sourced from the UK, and we are always keeping a lookout for good new suppliers” model, exponentially broadening Argos’ physical footprint while making the most of its capacious superstore estate. At the time of our conversation, there are 250 Argos stores inside Sainsbury’s supermarkets, plus more than 1000 collection points in Argos and Sainsbury’s stores. “Our hypothesis was that the co-location of brands within a destination environment would make customers’ lives easier, enabling them to order non-food products from Argos which they could collect at the same time as doing their weekly food shop,” says John. “Ultimately, the introduction of Argos stores in Sainsbury’s supermarkets has proved extremely popular with customers, increasing footfall and boosting sales in the supermarkets overall, and we’ve committed to reaching a total of 280 Argos
either, as the team is regularly bolstered
Formatting for the future
stores in Sainsbury’s supermarkets by
by new trainees. These are often sourced
As far back as 2015, Sainsbury’s was
March 2019.”
in partnership with the New Designers
working in partnership with Argos’ owner,
exhibition, which takes place in London each
Home Retail Group, to trial a number of
& Collect service, 80% of all Argos orders
summer, and many rapidly come to occupy
concessions in its superstores. With the
are fulfilled in-store – despite the retailer
important roles in the business. “We now
acquisition in 2016, Sainsbury’s had carte
offering a market-leading Fast Track
have six new designers starting their careers
blanche to expand on this now-proven
delivery service to more than 90% of the
Thanks to the appeal of a well-oiled Click
with us,” says John. This increasingly self-sufficient approach to product development mirrors the changes taking place at a procurement level. “We are sourcing more now from the UK and Europe,” reveals John. “Indeed, over a quarter of our upholstery, lounge and dining furniture is sourced from the UK, and we are always keeping a lookout for good new suppliers.” Last year, the retailer introduced a new buying and merchandise structure across every category, bringing it more closely into line with how the rest of the market operates. “Implementing this new structure will allow greater focus on both product development and financial planning, both internally and with our key partners,” says John. “I should mention that we’re focused on working with all our partners to develop and implement joint business plans wherever possible.”
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Argos Home’s pop-up last September (photo by Ben Fisher)
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22 | Interview
Everyday Luxury, S/S 2019 collection
“Last year was the toughest in retail for the last 25 years, and, like other retailers, we’re facing some hefty challenges” UK’s postcodes, seven days a week, with home delivery in as little as four hours on any orders placed up to 10pm. While most retailers would rather temper consumer expectations around product delivery, Sainsbury’s Argos is truly pushing the envelope. Given this astounding fulfilment proposition, it’s surprising that the majority of Argos’ customers choose to
Global Monochrome, S/S 2019 collection
end their buying journey in-store – but this multichannel model is all about convenience, however and wherever people
– a UK first – which allows customers to
choose to shop. Clearly, many people still
check availability for and reserve product
prefer to make the short journey to collect
from a 20,000-strong catalogue by speaking
at a time of their choosing than to wait at
to the Google Assistant chatbot on their
home for a delivery – no matter how fast
personal devices.
it’s turned around. Another of the retailer’s sizeable
“We recognise the importance of futureproofing our business,” John explains.
investments in physical touchpoints is its
“Around 60% of our business today starts
new 67,000ft2 concept superstore in Selly
online, and over 70% of those sales are on
Oak near Birmingham, which opened on
mobile devices – and this is continuing to
21st November. A hybrid of supermarket
grow. That’s why we’re investing heavily in
and department store that’s been some
tech to ensure we’re at the forefront of retail
10 years in the making, the Sainsbury’s
technology, using innovative technologies
store fully integrates the Argos and Habitat
such as Augmented Reality (AR), Machine
concessions in an all-encompassing
Learning and Voice to improve the way our
destination, complete with a food court, a
customers shop with us.”
new cosmetics department and the retailer’s first Oasis clothing concession.
Stockholm Spring, S/S 2019 collection – this is the first time outdoor lines have been grouped with the general home o�er
Coastline, S/S 2019 collection
Never one to shy away from new ways of selling to better meet emerging consumer
“It’s the first time the brands have
demands, Sainsbury’s could soon find
been displayed in this way in-store, and
its ambitions stretched to the limit, as
the reaction from both customers and
the March deadline for the CMA’s final
colleagues has been fantastic,” enthuses
verdict on its proposed acquisition of Asda
John.
approaches.
Digital directions
no standing still when you’re operating at
The Selly Oak superstore presents roomset
this level. “Last year was the toughest in
displays featuring home products from both
retail for the last 25 years, and, like other
brands. Customers inspired to explore these
retailers, we’re facing some hefty challenges
looks further can browse the wider ranges
– reduced consumer spending, shrinking
on the many Argos digital order terminals
markets in some product categories, the
positioned throughout the store.
rapid growth of discounters and the ongoing
Whatever the likely outcome, there’s
John describes Sainsbury’s Argos as a
dominance of Amazon,” John concludes.
“digitally-led business”, and these are
“But, I’m pleased to say, we’re performing
just one example of a (relatively well-
really well – we’re growing market share
established) piece of in-store technology
and outperforming the market.”
that aims to make the shopping experience
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more convenient. More radical is the
www.argos.co.uk
retailer’s launch of Voice Shop with Google
www.sainsburys.co.uk
20/12/2018 13:54
Harrison Harrison
EN SE TV AS N O
HARRISONSPINKS .CO.UK
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24 | Interview
This month, the homewares website in the spotlight is www.frenchyfurniture.com – Furniture News explores the practices and philosophies behind the enterprise ...
Clickthrough > Frenchy Furniture Thierry Talibon, founder and MD Summary: Frenchy Furniture sells bespoke, luxury furniture, hand-crafted in France, from traditional styles to the more contemporary
Who is your ecommerce hero?
successful retailers in the world.
“For now there is a place for both online and physical”
Describe a typical working day
What has been your greatest challenge to
The morning is spent in the office, in my
date?
Wandsworth Road showroom in London.
To raise the profile of Frenchy Furniture so
I catch up on orders and emails and call
that it is a recognised brand in the industry.
the furnituremakers I work with in France.
It’s an ongoing task.
Jeff Bezos. It is amazing to think that what started out as an online bookstore has become one of – if not the – most
Launched: 2007, in London SKUs: More than 5000 product variants Visitors: The website is going from strength to strength, recording a +27% increase in unique users in the past year
There might be a new commission we need Why visit your website? Our website provides an overview of the
to discuss, or a new product launch they
How much do you invest in making your
need to brief me on.
site more visible?
My showroom is in a very friendly, very
Probably not as much as I should. That is
wide range of products and styles we offer.
community-minded part of town – and I’ll
why it is going to be a key focus for next
Visitors can see each of the brands we
often have a quick bite to eat or a coffee with
year.
represent and browse some of the products
one of my neighbours.
– from traditional to contemporary, from
One’s a picture framer, one’s an art
I am all too aware that the website is an important marketing tool and a way for
furniture to lighting. We want them to feel
gallery owner, another is an interior
customers to see the range of furniture I
inspired by what they see and call us to
designer.
offer – and online is only going to become
discuss their requirements in more detail.
meet with clients – I encourage them to call
The afternoon is when I often
more important.
into the showroom, or I might go to their How did you enter this industry?
studio.
My background is in high-end hospitality
On that topic, what’s your take on how the relationship between online and physical
and fine wine – and you could say that I got
What part of your job would you prefer to
retail might develop?
into the furniture industry out of a sense of
avoid?
Online is a showcase for our products and
frustration!
Anything admin related that ties me to my
a great way for us to market ourselves.
desk. I’m a creative. I thrive on meeting
However, many interior designers still want
and really struggled to find the stylish,
clients, prospects and the furnituremakers I
to touch and feel the products – which is
hand-crafted French furniture I love. I was
work with, so anything that gets in the way
why the physical still plays a part. Perhaps
inspired to set up Frenchy Furniture and fill
of that can be frustrating.
advances in VR technology will change that
Back in 2007 I was redecorating my house
the gap. It has proved to be a great way to
in the future, but for now there is a place for
combine my passion for French design with
both online and physical, particularly in the
my knowledge of the luxury market.
luxury interiors market. Do you have any plans to grow your
“It has proved to be a great way to combine my passion for French design with my knowledge of the luxury market”
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business? At the moment our focus is on navigating Brexit. Our short-term plan is to ensure that our web presence is optimised, ready for growth in the longer term. What advice would you offer an aspiring e-tailer? Never take no for an answer.
20/12/2018 14:49
ParkerK 3692-PK
WE WELCOME YOU TO A CELEBRATION OF FINE DESIGN www.parkerknoll.co.uk FN358_A.indd ParkerKnollDec18.indd 1 News_AW1.indd 1 3692-PK 150 Ad25 Furniture
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28 | Events
PREVIEW
PURE AMBITION FROM EUROPE’S SOURCING HUB Europe’s principal event for commercial furniture and furnishings, imm cologne, returns to Germany’s Koelnmesse venue from 14-20th this month – and the 2019 edition promises to be unforgettable, reports the show’s organiser …
“ i
mm cologne 2019 is going to be fantastic!” So says Matthias Pollmann, Koelnmesse’s vice-
president of trade fair management, pointing to higher pre-registration numbers, plus significant exhibitor growth in the exhibition’s designoriented Pure segment. Last year’s event featured some 1200 exhibitors from around 50 countries, and attracted roughly 125,000 trade visitors, reports the organiser – but the 2019 edition, with the inclusion of the biennial LivingKitchen adjunct, is likely to surpass these figures. out, while The Stage will present a
there – in our view, that is a strong
section is fast becoming a design
typically engaging programme of
statement in favour of imm cologne,
hotspot, thanks to continual updates
industry lectures.
and for Germany as a location for
Matthias explains that the Pure
and the implementation of inspiring
business.” From new sofas to the latest
events – such as interior design
continuously for seven years on the
project Das Haus, curated this year by
optimisation and strategic orientation
material and colour trends through
emerging design studio Truly Truly,
of imm cologne, and are proud that
to product innovations, imm cologne
based in Rotterdam and founded by
we will be setting a new benchmark in
promises an expansive offer of
Australian couple Kate and Joel Booy.
all areas for trade fairs in the interiors
commercial propositions and design-
sector at our 2019 event,” says
oriented innovation at the start of the
Contest will again offer young
Matthias. “All the relevant market
new year.
designers the opportunity to stand
leaders and top design labels will be
www.imm-cologne.com
Meanwhile, the the Pure Talents
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“We have now been working
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Sleepee
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30 | Events
PREVIEW
EXCLUSIVE OFFER NOW OPEN TO ALL The popular AIS Furniture Show returns to Solihull’s Cranmore Park Exhibition Centre this month. Taking place across two phases – the first a private show for the buying group’s members from 18-19th, and the second open to the entire independent retail trade from 20th-22nd – the event promises plentiful sourcing opportunities and warm hospitality …
R
unning concurrently with the
opportunity.” This strategy has
Industrial and Country – delivering
start of the January Furniture
been replicated on cabinet furniture,
comprehensive, commercial product
Show at the nearby NEC,
with ranges now being developed
stories for the creation of visual
the AIS Furniture Show gives buyers
specifically under the Stag and Ducal
theatre in-store.
another reason to visit Birmingham
brands which are exclusive to AIS
during January, as the proximity of
members.
Cranmore Park in Solihull to the NEC
The buying group believes that
Cranmore Park can be found just off the M42, within a few minutes of Birmingham International rail and
brands are a key component of
air links and the NEC. Admission is
the marketing mix for today’s
free, but is targeted primarily towards
the event continues to develop and
independent retailer, adding
independent retailers. Complimentary
support the independent retail sector,
credibility to an offer and helping
on-site parking, exhibition guides,
welcoming buyers from across the UK
drive footfall in turn.
lunch and refreshments are also
makes it easy to visit both. Seven years since it was launched,
and Ireland to experience an intimate and professional buyer-focused show. Show organiser, Peter Mallinson, merchandise director of AIS’ Home
Working closely with its furniture,
provided – prospective visitors can
lighting and accessory suppliers,
register online via the show’s website.
AIS has also developed five key
T 0121 683 1428
looks – Classic, Boutique, Scandi,
www.thefurniture-show.co.uk
division, says: “All the suppliers exhibiting, whether they are new to the show or have exhibited previously, will be launching new product at the show. “We have some exciting new suppliers of upholstery including Koinor from Germany and Jones & Co from Lithuania. Also exhibiting is Christian Lemieux, a new cabinet supplier to the UK. There will be some super new ranges from established upholstery favourites including Himolla, Bardi Spa and Premier, as well as HTL and Primevera. “In addition to AIS-exclusive ranges from Parker Knoll, G Plan, Duresta, Alstons and Ashley Manor, there will also be some excellent new cabinet from Disselkamp, Venjakob, MWA, Habufa and Nathan, to name but a few! “Since joining AIS, one of the areas that has given me the greatest pleasure has been the success of developing exclusive ranges from established brands such as Parker Knoll and G Plan, giving members not just bestselling product but, most importantly, enhanced margin
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20/12/2018 13:54
AISJan1 Furnitur
The AIS Furniture Show Exclusively for the Independent Retailer FREE ENTRY | FREE REFRESHMENTS FREE LUNCH | FREE PARKING Register online now at
www.thefurniture-show.co.uk t: 0121 683 1428 e: furniture@aistores.co.uk Follow us: twitter.com/FurnitureShowUK
Organised by buyers with a wealth of experience in the independent sector, The AIS Furniture Show presents a streamlined and focused exhibitor line up from a meaningful and commercial mix of brands showcasing the latest in furniture and accessories. Taking place at Cranmore Park, one of the UK’s premier exhibition venues, with exceptional facilities, superb catering and ample free parking just minutes from J4 M42 and only 8 miles from the NEC.
facebook.com/AISFurnitureShow
18-21 January 2019 [18 & 19 January AIS Members only]
Cranmore Park Exhibition Centre Cranmore Avenue, Solihull, West Midlands B90 4LF
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32 | Events
PREVIEW – AIS FURNITURE SHOW
DYNAMIC HIMOLLA ENGAGES THE MARKETPLACE himolla’s country manager for the UK & Ireland, Sandra Spranger, discusses the new product launches and staff appointments that will give the brand clout going into 2019 – starting with an appearance at the AIS Furniture Show …
“E
mbracing new ideas, new
groundbreaking Zero Gravity Posture,
team, she will also be responsible for
technologies and new
and the range’s popularity is assured.
all aspects of design, from planning
ways of working is second
Zero Gravity gives your customers
sales collateral and PoS to model
nature to himolla,” says
the sensation of being suspended,
photography and marketing videos.
virtually weightless – relieving
for over seven decades and it’s helped
pressure on joints and stress on the
Eric Thomas, a widely experienced
us become industry leaders – and win
heart.
and performance-proven sales
the Best Recliner Manufacturer award
“Albatross also offers a choice of
professional. In his role as
powered or fixed backs, adjustable
international sales director, Eric will
foot and headrests, and backrests
be visiting all our UK stockists to
2019 brings a whole range of exciting
complete with a Heart Balance
discuss our sales initiatives, and listen
new opportunities. These include the
position – not to mention cool colour
to your at-the-forefront ideas.
appointment of a new art director and
options and leathers and fabrics that
an international sales director. Plus,
enable customers to personalise their
positioning will evolve to match
of course, new products that build on
seating to match their homes.
your requirements and attract more
for the last four years running. “So it’s hardly surprising that
our traditional brand values whilst
“Our award-winning design
“So, our product offering and brand
sales within the hugely important
attracting large numbers of new
team now includes newly appointed
UK marketplace – despite the
customers.
art director, Tamara Härty, who is
challenges of Brexit! 2019 looks like
working on this year’s stunning new
being a dynamic year for himolla,
lines, the Albatross range of recliner
models. Tamara is also designing
our stockists and, of course, our
chairs and sofas was always going
our customer-facing shop-in-shop
customers.”
to captivate sophisticated, design-
system and creating a unified, global
E sandra.spranger@himolla.com
conscious buyers. Add in himolla’s
image for the himolla brand. With her
www.himolla.com
“With its clean, contemporary
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“Adding power to our team is
Sandra Spranger. “We’ve been doing it
20/12/2018 13:54
SEE US AT THE Y AR AIS / JANUR FURNITU E SHOW
The recliner, refined. The Monaco from himolla. As refined as the Principality, as relaxed as a Riviera beach. The Monaco takes the recliner into another dimension, with wall free corner groups offering the height of comfort technology. Ultra-smooth powered operation. Individually adjustable headrests and integrated footrests. Soft and medium seat options. A palette of contemporary colours. A choice of quality leathers and fabrics. C'est exceptionnel, n'est-ce pas? for further stockist information please contact info@himolla.com
FN358_B.indd 33 BygravesHimollaJan19.indd 1
Quality from Germany
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34 | Events
PREVIEW
CIFF GUANGZHOU PROMISES ALL THINGS NEW The 43rd edition of CIFF (China International Furniture Fair), which will take place in Guangzhou over two phases, will, as usual, be divided according to product sector – the first, from 18th-21st March, is dedicated to home furnishings, outdoor and leisure furniture, home decor, and home textiles, while the second, from 28th-31st March, will cover office furniture, hotel furnishings, accessories, metal furniture, and furnishings for public spaces and reception areas, as well as materials and machinery for the furniture industry.
T
he next edition of CIFF
Show, China Interiors & Decorations
unique is its representation of the
Conference, Global Garden Lifestyles
4100 exhibitors in an
entire furniture supply chain. The
Festival, and Office Life Theme
exhibition space extending over
exhibition layout has been further
Pavilion, not to mention this year’s
760,000m2.
optimised, with the first phase
latest innovation, the Global Home
‘First choice for launch of new
seeing upgrades across the five main
Furnishing Brands, Ten ° Parallel
products and trade’ is the theme of
categories, as well as the seven areas
Lifestyles, Design Dream Show and
the 43rd edition, and emphasises
dedicated to individual trends – the
Smart Living for the Future.
CIFF’s commitment to offering a
high-end import space, design fashion
www.ciff.furniture
global platform that best represents
space, whole house custom space,
exhibitors’ launches and the needs
soft decoration living space,
of visiting professionals – a growing
leisure living space, efficient
number of international buyers among
office space, and intelligent
them.
manufacturing space.
Over the years, CIFF reports that
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One of the aspects that makes CIFF
Guangzhou will host over
To better preview the
it has consistently attracted more
trends in furniture, CIFF
overseas buyers than other Chinese
will devote a large space to
trade fairs – last year, internationals
a rich programme of design
accounted for some 30,000 visitors of
activities and exhibitions at
its total count of 200,000, testifying to
its next edition –including
its global value.
the Home Furnishing Design
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Events | 35
PREVIEWS
A RUNDOWN OF 2019’S UK FURNITURE SHOWS The UK is home to a wealth of furniture and furnishings trade shows, from regional and buying group fairs to allencompassing exhibitions and inspirational design platforms. In this article, Furniture News presents a handy round-up of the furniture fixtures taking place across the nation this year …
January
March
Top Drawer, encompassing Home,
Due to a fixture clash, the London
Craft, Fashion and Gift sectors, kicks
Fabric Show, organised by the
off the proceedings at London’s
BFM, returns to Chelsea Football
Olympia from 13-15th. This year’s
Club, Stamford Bridge, London at
winter edition promises more than
the later date this year of 4-5th
1500 fresh names and brands,
March, promises manufacturers of
arranged across 11 curated sectors,
upholstery, beds and soft furnishings
plus networking and seminar
the latest on-trend textiles from
programme, RetailFest.
numerous national and international
The AIS buying group then opens the doors of its Cranmore
suppliers. Fabrics are also the key focus
Park Exhibition Centre in Shirley,
of the Irish Interiors Showcase,
Solihull to the retail trade for the AIS
taking place from 4-5th at the Hilton
Furniture Show from 20th-22nd,
Templepatrick, Belfast.
following two days of private trading for the buying group’s members. This
April
small yet hospitable fair will feature
The SWFMARF’s regional South
several exclusive exhibitors and
West Bed Show is back at Sedgemoor
ranges.
Auction Centre in Somerset from
Just up the road from Solihull is the Birmingham NEC, home to the
are invited to return to Cranmore Park
UK’s biggest furniture trade event,
Exhibition Centre from 9-10th for the
the January Furniture Show. Running
private AIS Bed and Bedroom Show.
from 20th-23rd January across halls
Spring Long Point is back in
life to showrooms in the London district from 21st-23rd through special installations, exhibitions and fringe events. Meanwhile, The Linens Show, hosted by AIS, will run from 21st-23rd (members only on the first day) at Cranmore Park Exhibition Centre, Solihull.
June AIS opens Cranmore Park Exhibition Centre again for another private members’ show, this time dedicated to furniture – the private AIS Furniture Show takes place from 25-26th. Shortly theareafter, the first phase of New Designers, a lively showcase of young designers which serves as a launchpad to the industry, commences at Islington’s Business Design Centre, running from 26-29th.
July Phase 2 of New Designers (which
1-5 of the exhibition centre, this show
an earlier slot this year, running
incorporates furniture) runs from
offers visitors an unrivalled selection
from 29th April to 1st May. Held in
3rd-6th at the Business Design Centre
of furniture. It has expanded to
permanent and temporary showrooms
in Islington.
encompass 500 exhibitors this year,
around the Derbyshire town of Long
plus new zones dedicated to lighting
Eaton (but focused on the central
Furniture Association’s exhibition,
and beds.
Harrington Mill)the show is an
which returns to the Birmingham NEC
opportunity to engage with some of
from 9-11th to present a complement
North Point returns to Edinburgh’s
the UK’s finest upholstery and cabinet
of garden furniture and barbecues,
Highland Hall from 27-29th.
manufacturers, and more.
while Home & Gift Harrogate brings
February
May
The expansive Spring Fair will
Pulse promises trendy homewares
Convention Centre in North Yorkshire
dominate the Birmingham NEC from
and fashion products when it returns
from 14-17th.
3rd-7th, with the Volume hall opening
to London’s Olympia from 12-14th,
a day beforehand. This home and gift
while the Minerva Furniture Group’s
second-largest furniture show, the
extravaganza comprises everything
members will be invited to explore
Manchester Furniture Show, return
from furniture, homewares and gifts
the latest offers from preferred
to Manchester Central from 14-16th.
to stationery and jewellery across
suppliers at its Furniture and Bed
Organised by the same team as the
16 sectors, plus a plethora of talks
Show, held at the National Agriculture
January Furniture Show, this is the
and workshops that have retail best
& Exhibition Centre, Stoneleigh Park,
summer’s key furniture trade event,
practice in mind.
Warwickshire, from 14-15th.
and gives retailers the opportunity to
Later in the month, Scottish show
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2nd-3rd April, while AIS members
Later, design-focused event Clerkenwell Design Week will bring
Next is Solex, the Leisure & Outdoor
interiors products, giftware and fashion goods to the Harrogate
This month sees the UK’s
20/12/2018 13:57
36 | Events
source new products and range updates in
Festival runs from 14th-22nd, featuring a
this show is open to the general trade, and
a relaxed environment while enjoying the
host of creative events that reinforce the
promises plentiful buying opportunities
city’s attractions (if they get the chance!).
global significance of the UK as a design
ahead of the peak sales season.
hub.
August
Following a four-year run at Syon
Events running this week include 100%
Park, high-end retail showcase Decorex
Whilst outside the UK, the Irish Furniture &
Design, taking place at London’s Olympia
International relocates to London’s Olympia
Homewares Show is a notable fixture. The
from 18th-21st; London Design Fair,
this year, in the later timeslot of 6-9th
regional event is set to return to Dublin’s
featuring Tent/Super Brands London, held
October, while design enthusiasts should
National Show Centre from 24-27th.
at the Old Truman Brewery from 19th-22nd;
note The Furniture Makers Company’s
and DesignJunction, also from 19th-22nd
Young Furniture Makers exhibition, a
on the South Bank.
celebration of student craft, held at the
September As always, September is teeming with
In the same week, there’s also the UK’s
Dutch Church and Furniture Makers’ Hall in
exhibitions. Autumn Fair is up first,
main bed industry event, the Bed Show,
back in the Birmingham NEC from 1st-
running from 17-18th at The International
4th, offering a smaller but well-defined
Centre, Telford. This popular exhibition
a second outing from 29th-31st (members
counterpart to Spring Fair, and featuring a
features new beds, bedmaking machinery
only on day one) at Cranmore Park
good complement of lighting, furniture and
and components, and a gala dinner at the
Exhibition Centre, Solihull.
Christmas accessories.
end of the first day.
On the 4th, AIS opens Cranmore Park
The 2019 Autumn Long Point, which sees
Austin Friars, London, on 9th October. Finally, AIS’ The Linens Show returns for
should check the official show websites
AIS Bed Show, while the year’s second Top
again following the spring event, has been
before attending and pre-register when
Drawer show returns to London’s Olympia
pushed back in 2019 to run from 23rd-25th
possible, as many events are taking a stricter
from 8-10th, and outdoor exhibition Glee is
September.
approach to visitor verification.
October
international events can be found on the
West Furniture Show, an enduring agent-
Minerva’s Autumn Furniture Show,
Furniture News website, together with
run event, held at Sedgemoor Auction
takes place at the National Agriculture
interviews with organisers, details of special
Centre, North Petherton, Somerset.
& Exhibition Centre, Stoneleigh Park,
features, exhibitor and visitor views and
back at the Birmingham NEC from 10-12th. Also running from 10-12th is the South
A full calendar of national and
Halfway through the month, the focus
Warwickshire, from 1st-2nd October. Unlike
new products.
returns to the capital, as London Design
the buying group’s event earlier in the year,
W furniturenews.net/events
The Furniture Makers’ Company the furnishing industry’s charity
WE CAN HELP YOU
Things don’t always follow the design
Life
There may be times you need
6
Anyone interested in visiting these shows
Exhibition Centre, Solihull, for its private
Long Eaton’s finest open their showrooms
have in mind
S 7 often throw some curve balls
We will always be there for
The Furniture Makers’ Company has been supporting the welfare of employees in the interiors and furnishing industry for more than 100 years. If you or someone you know is in need of financial support, let us help. Visit our website www.furnituremakers.org.uk/assistance or contact 020 7256 5558 This advertising space was generously donated by Furniture News magazine in support of The Furniture Makers’ Company’s welfare campaign. The Worshipful Company of Furniture Makers’ Charitable Funds incorporating the Furnishing Trades Benevolent Association is a registered charity in England and Wales (no. 1015519) and a registered company (no. 02759359) in England and Wales
FurnitureMakersJan19.indd Welfare FX half page.indd 1 1
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VIFAJa
www.vifaexpo.com www.vifafair.com
6-9
MARCH
2019
Saigon Exhibition & Convention Center (SECC) 799 Nguyen Van Linh Parkway, Dist.7, HCMC
Opening hours: 06 March (10:00 - 18:00) * FOR TRADE: 07 - 08 March (09:00 - 18:00) * FOR PUBLIC: 09 March (09:00 - 17:00) /vifafair vifaexpovietnam
vifaexpo
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Contact us: HAWA CORPORATION 185 Ly Chinh Thang Str., W.7, Dist.3, HCMC, Vietnam T: +84.28.3526 4714 / 15 / 16 E: info@hawacorp.com.vn
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38 | Events
PREVIEW
SPRING INTO UNRIVALLED SOURCING OPPORTUNITIES The UK’s largest home and gift marketplace, Spring Fair, will take place from 3rd-7th February at the Birmingham NEC, and promises to offer retail professionals a first look at some of the hottest new products …
S
Vintage Garden Room and Vanilla Fly.
pring Fair will offer retail
Exhibiting in Hall 1 will be Coach
buyers unrivalled scale,
House, Clarke & Clarke, Hill Interiors
variety and choice, says the
and Pacific Lifestyle, to name just a
to visit. The First initiative will give
event’s outgoing MD, Louise
Various features add further reasons
few – plus new brands including Vida
up-and-coming exhibitors a taste
Young: “Visitors to Spring Fair will
Living and Native Lifestyle, and one of
of the limelight, while DesignFirst,
have unmatched access to the newest
the largest finished product selections
which promises the latest game-
products and trends taking hold in
across textiles, soft products and
changing, original products, will make
2019, across our 16 carefully edited
linen collections in the UK, including
its Spring Fair debut.
show sectors.
Style Library, whose brands include
“As always, we’ll be bringing together the most innovative products
Anthropologie and Harlequin. Spring Fair will also embrace trends
Meanwhile, the Glee showcase will give garden retailers an opportunity to re-stock – exhibitors include
and the creative thinking of the
from across Europe, with international
handmade furniture and accessories
trade, to have a real impact on the
exhibitors including Light & Living,
supplier Riverco.
financial success of both retailers
Authentic Models and Vossen.
and exhibitors. For the home and
Spring Fair’s collection of the
Spring Fair will also host a number of theatre and workshop spaces, each
gift industry, it’s an event not to be
latest hand-picked gift, lifestyle,
of which will deliver a dedicated area
missed!”
interior and lighting brands, The
of retail insight.
With the largest homewares
Summerhouse, will feature the
Retail is in a state of
offering in the UK, Spring Fair 2019
return of Bronte by Moon, One World
transformation, and the Main Stage at
represents a unique offering for
and The Libra Company, plus new
Spring Fair will offer new ideas and
interior designers and home retailers.
residents such as PTMD Collection,
inspiration, with retail leaders sharing their insight into topical issues like Brexit, technology in retail, buying trends and the personal stories behind some of the UK’s well-loved brands. The Studio at Spring Fair, meanwhile, will look at future trends from the fashion and luxury sector, champion emerging design talent, and tackle topical discussions. New for 2019 is the Retail Skills Theatre, designed to help improve skill sets and provide advice on matters from product photography and packing to EPoS systems, fleet and freighting. Through an extensive range of workshops and sessions built with online and bricks-and-mortar retail in mind, visitors will be able to learn about everything from SEO and social media strategies, stock planning and post-Brexit currency management to in-store and online visual merchandising, and building an authentic identity.
www.springfair.com
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Light&L
TO DISCOVER MORE ABOUT OUR INSPIRATIONAL COLLECTION, MAKE AN APPOINTMENT WITH YOUR AREA SALES MANAGER Contact SALES.ENGLISH@LIGHT-LIVING.NL Order the complete Light & Living collection at WWW.LIGHT-LIVING.CO.UK
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40 | Events
PREVIEW – SPRING FAIR These include a new blue and white
Mandarin Arts (01873 812255,
green crackle-glaze finish lamp (also
www.mandarinarts.co.uk) is looking
lamp (pictured) that is reminiscent
pictured), which has a silky grey
forward to seeing customers old and
of the nishikigoi carp fish of Japan’s
lampshade and a general jar base set
new at Spring Fair, where it plans
Hokusai. Decorated with koi carp,
off by a wooden stand, creating a piece
to present several new lamps and
waves and plum blossom, the lamp
that will blend in with many different
decorative accessories on stand 4-F70.
has an off-white pleated shade, and is
colour palettes.
accompanied by a small lidded pot of the same design. Koi carp originally came from China where the fish is revered, often seen as an incarnation of a dragon, explains Mandarin Arts. There is a Chinese saying, ‘The carp has leapt through the dragon’s gate’, which is used to describe someone who has worked very hard and been rewarded with success, such as a student passing an exam with distinction. Other models
NATHAN FURNITURE IS CHANGING - LOOK AGAIN!
Be the first to see our stylish new collections at the AIS Furniture Show. With two modern industrial-looking ranges in teak and two new painted collections, its an exciting offer from a brand you can trust.
AIS Furniture Show 18th - 21st January 2019 18th - 19th AIS Members Only 20th - 21st Open to ALL FIND US IN THE PLATNIUM SUITE CRANMORE PARK, SOLIHULL, B90 4LE NathanJan19.indd 1 AIS 2018 Advert- FN.indd 1
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WWW.NATHANFURNITURE.CO.UK
include a plain blue-
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Hanlin(
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42 | Events
PREVIEW
FABRIC CHAMPIONS RETURN TO LONDON Winning fabrics will be on display at the 2019 London Fabric Show, which returns this March. Organised and hosted by the BFM, the two-day show will take place on Monday 4th and Tuesday 5th March at the Chelsea FC stadium at Stamford Bridge in Fulham.
N
ew exhibitors this year
Eurotex from Germany, Imatex from
include Bill Beaumont
Italy and Boyteks and Turman from
Textiles, which can trace its
Turkey. Between them, they will
history back to the Lancashire fabric
present a variety of natural fibre
mills of the 19th century, and is now a
and mixed-texture fabrics in plains,
leading brand in the soft furnishings
stripes, florals and abstracts, in soft
industry, supplying curtain fabrics,
and vibrant colours.
made-to-measure soft furnishings
include the Lancashire-based British
run by ex-England rugby star Bill
Velvets. Producing velvets for over
Beaumont’s eldest son Daniel – the
80 years, the company is a leading
sixth generation of the family to run
UK velvet weaver, and produces over
the company.
750 luxury velvets for upholstery and
Well-regarded Flemish fabric
soft furnishings. Art of the Loom is
and textile manufacturers from
another Lancashire-based company
Belgium are among the many regular
which always makes a colourful splash
exhibitors. Beaulieu, Greenstreet and
with its bright wools, linens and
Muvantex are just some of the famous
cottons.
names from Belgium renowned for
Fabric treatments will be on display,
the quality of their textiles which are
too – Spain’s Inter Fabrics promises
returning to the show this year. Their
to have every kind of fabric treatment
fabrics include jacquards, linens,
covered thanks to its internationally
velvets and chenilles in traditional and
known Aqua Clean brand, as well
modern designs.
as producing its own extensive
Other returning European
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Returning exhibitors from the UK
and wallcoverings. The company is
collections of fabrics for a variety of
exhibitors displaying new designs
industries, including furniture.
include Arruma Trapos from Portugal,
www.londonfabricshow.uk
20/12/2018 14:47 London BFMDe Fabri
Monday 4th and Tuesday 5th March 2019 Chelsea Football Club, Stamford Bridge, Fulham Road, London, SW6 1HS
See exclusive fabrics for upholstery and soft furnishings. Meet 35+ premier suppliers and producers from around the world. Attend the UK’s best fabric show.
For full information and to register your attendance go to: www.londonfabricshow.uk We look forward to welcoming you.
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44 | Events
PREVIEW MALAYSIAN SHOW OFFERS MUAR AT 25
T
MIFF offers products across every
he Malaysian International
Centre (PWTC) each March to explore
Furniture Fair (MIFF) –
an extensive range of residential
home furnishing category, as well as
south-east Asia’s biggest
and commercial furniture, as well as
the largest office furniture showroom
components.
in south-east Asia, in the form of MIFF
industry trade show, and the world’s
MIFF also provides global buyers
largest marketplace for Malaysian
Office. In all, the 2019 Malaysian
hardwood furniture – will take place
with the fastest route to Muar, the
from 8-11th March this year.
Malaysian region which produces 70%
International Furniture Fair will
Buyers from 140 countries and
of the country’s furniture exports –
feature 650 suppliers from Malaysia
regions converge on the Malaysia
over 200 manufacturers from Muar
and its neighbouring furniture-
International Trade and Exhibition
will share the limelight of MIFF’s 25th
producing countries.
Centre (MITEC) and Putra World Trade
anniversary show this year.
www.miff.com.my
Deesse Furniture
SEEK LUXURY.
Kian Swee Seng Industries
NEW & IM PROVED Hamilton & bases with James a range of fantas tic NEW fabrics!
Visit us the Jan at Furniture uary Show - Hall Stand 5 5 -H51
Hamilton & James: Splendour Range High Spring Count Hand Side-Stitched Mattresses Become a stockist of one of the NBF Show’s most successful launches! · · · · ·
Spring counts from 4500-12,500 Same week collection Next week UK delivery Natural wool, silk & cashmere fillings Available as Hamilton & James or unbranded
orders@deluxe-beds.co.uk or call 01484 427 373 www.deluxe-beds.co.uk Deluxe Beds, Beacon Street, Birkby, Huddersfield, HD2 2RS, UK
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NEW
Year Theme Venue
for
( K T D ( T D
International Furniture Fair Singapore 2019
E a d f b
I
Experience the latest furnishing solutions from across the world and kick start your design-inspired sourcing journey from the heart of Singapore and beyond.
IFFS 2019 will be held at Sands Expo and Convention Centre, Marina Bay Sands, from 9 - 12 March 2019. Photo Credits: Marina Bay Sands
located with NOOK Asia 2019 and the 36th ASEAN Furniture Show, will debut at Sands Expo and Convention Centre, Halls A to F, at Marina Bay Sands (MBS) from 9 to 12 March 2019. Sands Expo and Convention Centre is located at the heart of Singapore’s Central Business District, and is Asia’s leading destination for business, leisure and entertainment. The new venue will bring a fresh perspective of IFFS’s 36th edition in 2019.
Today, 55% of the world’s population lives in urban areas, a proportion that is expected to increase to 68% by 2050. As the world continues to urbanise, understanding the key trends and identifying sustainable solutions remain crucial, with urban dwellers now increasingly well-travelled, design-savvy, digitally inclined and house-proud. The new theme, To address the challenges of UrbanAsia - the Future tomorrow’s urban living with a new theme and a brand-new of Urban Living, venue, the International Furniture Fair Singapore (IFFS) 2019, co-
will highlight, illustrate and transform urban living trends around the world. Expect a comprehensive range of furniture, furnishings and fittings, spread across six well-curated halls, from almost 400 quality exhibitors from over 25 countries. These include leading Singapore brands and internationallyrenowned exhibitors such as Manutti (Belgium), NS Furniture (China), Linie Design (Denmark), Asiades (Hong Kong), Ayub Rugs (India), Wicker Kane (Indonesia), TOO U SRL (Italy), Clantree by Maruta (Japan), Woven+ (Netherlands), A. Garcia
Some of the international exhibitors of IFFS 2019 include Ningbo Hanm Furniture from China (right) and Shanghai Evergreen (left).
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I s l c D L H c s f a A u t E c s s d E c s s
, s
d s a , d m m
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(Philippines), APIMA (Portugal), KODA (Singapore), National Taiwan Craft Research and Development Institute – Lumber (Taiwan), Deesawat (Thailand), Tetrad (United Kingdom), and District Eight (Vietnam). Experience the latest solutions from across the world and kick start your design-inspired sourcing journey from the heart of Singapore and beyond.
IFFS 2019 includes both international exhibitors and local furniture manufacturers. Singaporean exhibitors include Wayco (above). Photo credits: Wayco.
designed and luxuriously furnished. IFFS 2019 Highlights To embrace innovation, IFFS 2019 will feature Virtual Reality IFFS 2019 will unveil three signature (VR) and Augmented Reality (AR) showcases, in partnership with technologies once again. With the leading renowned designers. The new technological advancements, curators include Cameron Woo exhibitors and visitors alike can Design, famous for their work at explore furniture design and Leedon Park in Singapore and The creation through new perspectives. Haven in Australia. These wellcurated and tastefully-crafted The perennial crowd favourite, showcases will draw inspiration Design STARS Showcase, will also from the rich heritage, culture make a stunning return at IFFS and diversity of densely populated 2019. Focusing on Asian designers, ASEAN countries and offer a the showcase will feature unique first-hand experience for statement furniture and furnishing trade visitors. pieces by Asian designers building Each signature showcase will their brand awareness and growing cater to different lifestyles, from their global presence. speculative scenarios to tangible solutions, and will be elegantly Visitor Registration is now designed and luxuriously furnished. open! Each signature showcase will cater to different lifestyles, from Online visitor registration is now speculative scenarios to tangible available, and you are invited to solutions and will be elegantly register via www.IFFS.com.sg
Registered visitors can expect a host of luxurious benefits, including special discounts at selected MBSowned attractions and restaurants, and exclusive room rates at more than 30 partnering hotels, including MBS. Guided thematic tours, specifically designed and catered to our visitors, will also be hosted by our brand ambassadors on a first come, first serve basis, providing enhanced engagement opportunities for both exhibitors and visitors. Mark your calendars now to visit IFFS/NOOK Asia 2019 from 9 – 12 March 2019 at the Sands Expo and Convention Centre, Marina Bay Sands Singapore. See you there! Visit www.IFFS.com.sg and www.NOOKASIA.com.sg to keep up with the latest news.
International exhibitors, such as Asiades (above) and Woven+ (left) would bring brand-new collections and pay hommage to the new theme of urban living. Photo credits: Asiades and Woven+.
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48 | Events
PREVIEW
INDONESIAN SHOWCASE ON THE ROAD TO SUCCESS The Indonesia International Furniture Expo (IFEX) 2019 is scheduled to take place on 11-14th March at Jakarta International Expo (JIExpo), Kemayoran.
I
FEX has become a popular fixture
IFEX is hosted by the Indonesia
and generate even greater product
on the Asian furniture exhibition
Furniture Industry and Craft
coverage. Indonesian furniture is
circuit, introducing international
Association (HIMKI) in collaboration
known for characteristics including
buyers to the country’s unique
with show organiser Dyandra
craftsmanship, environmentally-
products, and continually improving
Promosindo.
friendly materials and unique designs
its English-language services.
Ahead of this year’s event, the
that meet international standards –
organisers are conducting a series of
its rattan-based furniture in particular
Inspire, Innovation, IFEX 2019 is
roadshows starting in Bali, to spread
is popular around the world.
calling for furniture and handicraft
the word about this unique exhibition
www.ifexindonesia.com
Aligned to the theme of Redefine,
producers to innovate and improve their export-facing services. With the Indonesian government targeting $2b in furniture exports, IFEX is fulfilling a crucial role in the nation’s economy. IFEX 2018 attracted 11,429 buyers, including visitors from 114 countries. Last year’s edition was supported by more than 500 local and international participants, and the organiser states that the show recorded on-the-spot transactions totalling $350m and follow-up transactions of $790m. The Indonesian region’s biggest furniture and craft trade exhibition,
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REVIEW
UNIVERSAL APPEAL LIFTS BELGIAN BELLWETHER With all thoughts of Europe turned towards our impending divorce, it’s easy to lose sight of the freshest furniture trends and views from the Continent – late last year, Paul Farley returned to Brussels Furniture Fair to take stock of the situation …
V
The number of exhibitors was up,
isiting Brussels Furniture
-2.7% YoY in H1 2018, reports Belgian
Fair is always a pleasure.
industry representative, Fedustria.
but the show overall contracted to
Accessible, well presented
Furniture exports were down -0.3% in
60,000m2, making it similar in size to
and hospitable, Meubelbeurs is
the same period, with exports to the
2016’s edition – and 76 of the show’s
viewed by many serious UK buyers
UK falling -8.2% YoY.
exhibitors were new, reflecting a
as an invaluable bellwether for the
“As a trade fair, we are not
significant level of churn.
coming show season – in essence, a
immune to the difficult situation in
substantial teaser of some of Europe’s
the furniture trade, and did see a
those involved rate the event’s
commercial trend-setters ahead of
slight fall in overall visitor numbers
performance? “We were told by a
this month’s imm cologne.
following a small increase in 2017,”
number of exhibitors with whom we
admits Lieven, revealing a -1.76%
were able to speak during the fair that
each year at the spacious Brussels
decline in visitor numbers (amounting
buying from both Belgian and foreign
Expo, Heysel, the show principally
to 329 fewer people – the fair typically
visitors was better than had been
features (and targets) members of
attracts around 20,000).
expected or feared prior to the start
Taking place in early November
the Belgian furniture trade, but also
Despite those negative export
But, numbers aside, how did
of the fair,” says Lieven. “In general,
reaches out to the Netherlands, France
statistics, attendance from the UK and
the closing balance of this year’s fair
and Germany, and, to a lesser extent,
Ireland remained stable, accounting
was positive. It would seem that the
the UK.
for 2.9% of the fair’s total.
furniture trade believes that the way
The show’s general manager,
Undoubtedly, its international
to get out of this impasse is to renew
Lieven Van den Heede, admits that
appeal helped paper over any cracks.
he was apprehensive of how well
Visitors from 40 countries (including
the show would perform, given the
nine non-European countries)
certainly ahead of the curve when it
prevailing trade winds in Belgium.
attended the show, which sported 268
comes to product trends and designs.
exhibitors (only 43% of which were
Offering a fusion of northern and
Belgians) from 24 countries.
southern European styles that has
After furniture sales fell by around -6% in 2017, they dropped a further
its offering.” Indeed, Meubelbeurs’ offer is
Low swivel diners from Passe Partout
Fresh thinking at Meubelbeurs
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Events | 51
proven a good fit for the UK consumer for
Maxdivani and Calligaris from Italy,
many years, the principal players show no
and Rauch, Wiemann and Himolla from
signs of holding back.
Germany. And there are exhibitors from the UK, too,
Examples include Mintjens, whose contemporary cabinet offer has become
bucking the trend by taking a more proactive
increasingly refined. Gone are the chunky
approach to exports. Baker Furniture’s MD Mark Callaghan
tops, replaced by thinner, sleeker surfaces (“unfortunately for us, these simpler
sees Brexit as “an opportunity, rather than
looks can often prove more complicated
a threat”, and is using Meubelbeurs to shore
to manufacture,” laughs export manager
up the company’s activities in Benelux
Guy Vermeeren). Dark, Italian-esque wood
and beyond, exposing new iterations of its
finishes have replaced the lighter Scandi
reclaimed, industrial and art deco ranges to
look, while inventive engineering and mixed
buyers ahead of the new year. Nearby is Tetrad’s stand, which is split
media – from frosted glass to ceramics – help lift Mintjens’ products into the
into three distinctive displays, featuring
higher end, offering greater opportunity for
Tetrad, the Mulberry Home brand tie-up (launched in June) and Spink and Edgar,
differentiation and higher margins. European upholstery giant Passe Partout
Ego Italiano
respectively. The product presentation is up there with the best the show has to offer
presents an evolution of its low-seater living/dining concept (why sit up for dinner
surprise that those exhibitors who sold well
– and, in an event which looks this good
when you can sit down at the table?),
had also made huge efforts to come up with
overall, that’s no mean feat.
introducing swivel mechanisms and fresh
innovative, surprising or original products
fabrics – while Rom proudly displays its
that are also commercially viable.”
“Brussels is a good-value show, very commercial, and we write a lot of business
However – and, perfectly understandably,
here,” says Tetrad’s Janus Cooper, who
bespoke sizing to the nearest 10cm), using
given our predicament – it seems that many
explains that the show benefits his UK-
the experience with UK buyers here to
UK buyers are reluctant to embrace the
facing business as much as it does the
evaluate each model ahead of the January
newer lines, preferring to stick instead with
brand’s European agents, thanks in no small
Furniture Show.
more conservative offers. And although the
part to the organiser’s generous hosted
Belgian market is too small to be anything
buyer programme.
modern seating lines (which benefit from
Meanwhile, the Balthazar awards again
Future editions are likely to see even
recognise pioneering designs across
other than export-oriented, there’s little
the show’s sectors, and reveal a rich,
evidence of its manufacturers going the
greater focus on visitor experience, says
progressive culture of product development.
extra mile to impress UK buyers on their
Lieven, who is conscious that elements such
The 2018 winners are: Reset by Magnitude
own terms.
as trend displays, free catering, Instagram-
sleep design concept by LS Bedding (Best
“Belgians are adopting a wait-and-see
friendly installations and a wealth of
of Belgium); the recyclable Resleep bed
mentality with regards to the UK – no-one
accommodation options all help make
from Velda (Innovation); the Glide table by
is sure what the costs will be,” says Lieven.
the buying experience more pleasurable,
Kluskens (Best International); and Moome’s Lucy sofa (Love at First Sight). “The trade needs innovation in order to
Yet Belgian brands are not the only draw here – alongside the likes of Theuns, Recor Group and Veldeman Bedding, there’s
encouraging buyers to revisit each year. Who knows how different the picture will be for UK buyers when the next show comes
be able to make sales figures rally again
IMS Benelux, Richmond Interiors and By
around, from 3rd-6th November 2019?
next year,” says Lieven. “It is therefore no
Boo from the Netherlands, Egoitaliano,
www.furniturefairbrussels.be
Mintjens
Mulberry Home from Tetrad
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54 | Resources
Buying furniture is a considerable investment, and online shoppers expect high-quality, engaging imagery as standard to make an informed decision. However, according to research carried out by imaging and workflow specialist SpinMe on 20 well-known brands, only 17% are presenting core items – beds, sofas and tables – in a consistent way. Just over a third do not include detail shots, while only 18% feature a piece of furniture as part of a shoppable set. So how should furniture brands best show their stock online? SpinMe’s David Brint offers four tips for creating a compelling and inspiring imagery strategy that will instil pre-purchase confidence and boost conversions …
Seeing the the bigger online picture 1. Keep the journey seamless Shopping in-store is an immersive experience, where consumers can spend time exploring products – and online customers should be able to browse the digital aisles of a web store with the same ease. If they are looking for a new bed, for example, they will most likely want to click back and forth across pages to assess the range and compare. This careful consideration means products need to be presented in a uniform way or the browsing experience feels jarring. The number of pictures, type of shots, colour palette and layout should be identical across each category. This coherent
1
approach will also reinforce brand identity. Think big and maximise the space on product display pages. Some brands tend to squeeze their main image onto the left-hand side rather than let it take centre stage, or compress the picture to the point it can’t be properly viewed without using the zoom function. The same rule applies to additional shots. There is no need for them to be thumbnail size – shoppers will overlook them if they are too small. Ikea (image 1) follows best practice here. Its sofa category is easy to navigate, and the design of each page aligns with the uncluttered, white, Scandi-style of the entire website. Although the main sofa images could be larger to make the most of the available space, the presentation is consistent – every sofa is shot from the same angle – and the page includes the same number and type of supplementary views. 2. Details, details
2
People buy with their eyes, and retailers need to provide as much valuable and in-depth information as possible. Our study revealed that the number of pictures used to promote beds, sofas and dining tables varies between one and 14. Six well-chosen images will suffice, or the customer may feel overwhelmed. Shots of key features such as a sofa leg or table top should be included, as they draw the shopper’s attention to specific characteristics. Loaf does this well, with a granular shot that shows how the leaves of its extendable table slot together (image 2). In the same way, Furniture Village includes a helpful close-up of the controls of this recliner sofa (image 3). Size matters to consumers, especially with larger pieces of furniture that need to fit in
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4
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“Furniture often has multiple features, and to fully demonstrate the benefits, retailers can embrace rich media” a specific space. Oak Furniture Land is one of nine retailers in our study that includes a line drawing with dimensions, making it easier for shoppers to visualise an item in their home (image 4). 3. Encourage customer interaction To create a truly immersive experience, consider integrating technology to enhance imagery. Furniture often has multiple features, and to fully demonstrate the benefits, retailers can embrace rich media. While most brands we studied (80%) incorporate a zoom function, only just over a third (35%) feature shots that can be turned 360°. Giving the customer the opportunity to take control of a single image so it can be viewed from every possible angle offers a better shopping experience and an extra element to online viewing. Video is another way to engage shoppers, yet, surprisingly, three quarters of the retailers researched don’t use it. Not only does video enable the customer to see an item from various viewpoints, it’s a neat way of showing it with other products, as Bensons for Beds does (image 5). 4. Inspire shoppers to explore further A piece of furniture is not a standalone item, yet our study showed that crossselling online does not seem to have been widely adopted. Only 20% of brands offer chairs to match a table on the same page, or accessories such as a mattress or bedlinen alongside a bed. Among the exceptions is Heal’s. A ‘shop the look’ section with links takes customers directly to the specific product display page (image 6). Loaf does something similar, with a link to its own ‘shop the look’ page. The web offers furniture retailers unlimited space to create a rich and
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aesthetically pleasing digital store. By focusing on providing a consistent visual experience, they will nurture trust and connect with customers in a meaningful way.
THE AUTHOR David Brint is the CEO at imaging and workflow specialist SpinMe, which offers automated solutions designed to give photographers greater control and flexibility while enabling ever-faster production of high-quality rich media. www.spinme.co.uk
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Today’s furniture shoppers are increasingly tech-savvy and increasingly comfortable making big-ticket purchases in an omnichannel environment, writes Frank Lochbaum, who explains how furniture retailers must adjust their models to suit if they wish to maximise sales …
Mapping the furniture buyer’s digital journey Today’s consumers welcome the opportunity to switch between physical stores and multiple digital channels several times within a single buying journey before they commit to a sale – so retailers who fail to invest in the right systems and processes to make this complex buying journey as frictionless and seamless as possible ultimately risk losing out to digitally transformed competitors. Starting the customer journey When it comes to the early stages of product research, convenience is a key driver for furniture shoppers. For time-poor consumers, online provides convenience, allowing shoppers to research and compare product specs, reviews and prices on
“Retailers who fail to invest in the right systems and processes to make this complex buying journey as frictionless and seamless as possible ultimately risk losing out to digitally transformed competitors”
website. They can then find their nearest branch using a store locator, and even book an instore appointment with a store assistant to discuss their wish list. The store assistant can also access the customer’s wish list during the in-store consultation, and can add any extra products the customer is interested in before taking banking details and completing the transaction. Alternatively, shoppers can start a wish list in-store, without visiting the website, and their wish list can be emailed to them if they need time to consider a purchase. Once they have decided, the customer simply moves the wish list items into their basket and completes the checkout process.
their devices quickly and relatively easily. Depending on the consumer, inspiration
while they view beds on the company’s
Visual search, powered by artificial
may come from a retailer’s website, online
intelligence, also promises to lend the
Pureplay model
adverts or social media.
process of looking for the right pieces
Of course, furniture shoppers don’t
of furniture additional convenience and
necessarily need to set foot in a store at
online offering so they ensure user-
speed. Consumers will be able to use the
all. A growing number of digital pureplay
friendly ways to view, compare and analyse
technology to find a piece of furniture – like
furniture retailers are finding new and
multiple products simultaneously. The
one they’ve spotted on social media, for
innovative ways to broaden their appeal.
real innovators in this space, such as Ikea,
example.
Forward-thinking retailers tailor their
Online retailers such as Sofa.com enable consumers to create their own bespoke
go one step further, using smartphone augmented reality (AR) apps to show
Transitioning to store
sofa, complete with their own fabric, with
prospective customers what items of
While 45% of furniture shoppers research
free delivery in under six weeks. Bed-in-a-
furniture will look like in their homes.
their purchases online, just 24% hit the Buy
box specialist Emma Mattress, meanwhile,
Now button on their devices. The rest go in-
promises shoppers a free, three-day delivery
American VR and AR company, customers
store to see, touch and feel products before
and a 100-day free trial.
who use online tools such as AR spend up to
they commit to a sale.
According to Marxent, a leading North
four times longer focused on a product and are 30-60% more likely to buy. And that level of digital engagement is set to rise. At the moment, Ikea’s AR app will
But that doesn’t mean digital becomes
These pureplay examples illustrate the level of customer-focused convenience
redundant once consumers decide to set foot
and functionality that bricks-and-mortar
inside a bricks-and-mortar furniture shop.
retailers will increasingly need to compete
Bed retailer Dreams, for example, is using
with if they’re to preserve and grow their
only allow you to view one or two items of
digital to make the transition from online
furniture – but in just 18 months, experts
to in-store research as smooth as possible
predict that customers will be able to design
with its Dreams 360 solution. It enables
the speed and direction of the consumer’s
a whole room using AR.
consumers to compile a wish list of products
digital journey is evolving.
market share. They also give a good indication of how
THE AUTHOR Frank Lochbaum is managing partner at KPS, one of Europe’s leading management consultancies for the retail sector, covering the entire range of omnichannel business and digital transformation. www.kps.com
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January furniture show at NEC Birmingham.
20-23 January 2019, Hall 1 Stand D80
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60 | Profile
Leadership challenges It’s November, and, in a meeting room at the Belfield Group’s headquarters in Ilkeston, Derbyshire, outgoing CEO Steve Hampton sits beside his replacement, Gary Lasham. For Steve, it’s the end of an era, and, for Gary, a new challenge – but there are changes afoot across the upholstery, mattress and furnishings empire which promise to keep both of them (and some 2000 employees) busy, writes Paul Farley …
Dalmore, Tetrad
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According to Gary, in no way is this
Gary Lasham and Steve Hampton at Belfield’s Ilkeston headquarters, November 2018
handover a case of “out with the old, in with the new”. The pair share such an easy rapport – making good-humoured jibes and finishing one another’s sentences – that it’s hard to picture them working apart in the months to come. Steve, who has managed the business since 2004, will leave quite the legacy. His affable yet detail-driven leadership has helped the group reach a turnover approaching £220m – not bad for a business that started out just two years beforehand as a manufacturer and supplier to the caravan and holiday home market. Gary joined last April, embarking on a six-month handover process, during which he worked closely with Steve to understand Belfield’s place in the wider trade. Trained as a production engineer, Gary has worked on the corporate side of the automotive and packaging industries, and with bluechip clients including Nestlé and Proctor and Gamble, among others. He’s overseen several MBOs, most recently selling to FTSE 100 business DS Smith. Needless to say, he
“Steve is a significant industry player, and he’s very well respected. It was never going to be an easy gig to replace him”
brings a keen eye to the group’s operational processes, from procurement to fulfilment. He’s also keen on sporting analogies, and might describe the pairing of the two as “a match made in heaven” – it’s certainly
friends. I feel privileged that Steve feels he
establishing USleep, an expansion of its
can hand over the reins.”
mattress production capacity. Yet Belfield,
Steve echoes the sentiment. “We’ve had
like the rest of the trade, weathered a
an example of fresh insight meeting
a couple of false starts with handovers in
difficult climate through much of 2018, and
established passion, and the result is a
the past,” he says, “but it’s been different
there’s a chance greater uncertainty awaits.
sense of confident continuity, despite their
with Gary. He’s a seasoned professional. He
“It was a tough summer, and I don’t
differences.
understands manufacturing, he’s extremely
think anyone in our industry would say
numerate, and, more than anything, he’s a
differently,” says Gary. “Steve has never
good leader. And he loves the product.”
seen times like it – and he’s been working in
“I wouldn’t call Steve an ‘icon’ to his face,” jokes Gary, “but he is a significant industry player, and he’s very well
Both acknowledge that Belfield is in
this industry for 34 years.”
respected. It was never going to be an easy
need of powerful guidance right now.
gig to replace him. But we’ve spent a lot
Since its own MBO in 2016, the group went
increases, coupled with greater fall-off in
of time together – in the factory, on the
on to acquire heritage upholstery brand
demand than I’ve ever experienced,” agrees
road, over drinks – and we’ve become good
Tetrad in 2017, and last year it spent £1.5m
Steve, “all of which put huge pressure on
“Last summer saw unprecedented cost
our margins. It was a perfect storm. But these circumstances drove us to really drill down to the housekeeping details across the board. We carried out a value analysis programme, worked on our margin development and supplier partnerships, and basically scrutinised every product to make sure we’re manufacturing it in the most efficient way possible.” “It’s like the Sky cycling team,” adds Gary. “It’s all about the aggregation of marginal gains – 1% here, 1% there, and all of a sudden you’ve found 5%. We’ve really screwed down on every aspect – the right materials, performance, design, and optimisation in our production, supply chain, transport, everything. Of course, there’s always room for improvement, but Crawford chairs, Spink & Edgar
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we’re exiting 2018 a much leaner, fitter, tighter business than we entered it. As Steve
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64 | Profile
said, it’s the tough times that force you to do that.” That’s not to say things weren’t up to scratch at the start of the year. “When I joined Belfield last April, I didn’t expect to encounter the sheer quality of data that’s in place here. One of Steve’s strengths is that he’s always been on the numbers. We know everything about this business to a couple of decimal places, and that attention to detail has really helped enable Belfield’s longevity and growth.” “And the rate of change right now is such that we’ve got to be equally fleet of foot.” Steve nods in agreement. “Fundamentally, success in this industry is all about being agile, because it changes
The Belfield Group’s separate divisions share design and trend expertise
so rapidly,” he says. “You can go from a three-week orderbook to an eight-week In all, the group employs some 2000 people – the bulk of them at Westbridge’s manufacturing sites
one in no time at all – and vice versa. The challenge is to maintain your level of output and speed to market without losing your entrepreneurship and creativity as a business.” The Belfield Group certainly can’t be accused of standing still in this regard. Across the business, more than 70 product designers and developers juggle countless white label and independent demands. The latter segment of Belfield’s customer base – which is growing, and now accounts for upwards of 15% of its trade – derives significant benefits from the team’s creative energies. And, says Gary, dealing with the independents gives Belfield insight into the drivers behind consumer tastes and what’s happening in the market. “The independents give us authority, and they allow our designers to really express themselves,” he says. “Through the summer I’ve been present at some staggeringly successful design presentations, where I’ve quite literally seen clients’ jaws drop at what
“There’s always room for improvement, but we’re exiting 2018 a much leaner, fitter, tighter business than we entered it”
we’re doing for them, and the scale at which
capabilities, bringing it further into line with the benchmarks set by the former. “We’re bringing the plant up to date so not only is it leading-edge from a design and product perspective, it’s up there in terms of manufacturing, too,” says Steve. “It’s basically the Aston Martin story,” explains Gary. “For a time, they were producing cars where no two wings fitted in place – but it’s still a heritage brand today, because its manufacturing was modernised,
we’re doing it.” The majority of these designers work within upholstery, just one of Belfield’s four divisions. Westbridge Furniture, which produces in excess of 10,000 pieces every week at its production sites in North Wales and Romania, is the UK’s biggest sofa manufacturer, and the engine room behind some of the high street’s biggest retail brands. There’s also the upmarket Tetrad, which has benefited from investments totalling around £500,000 since it was acquired, plus expansion through new lines Spink & Edgar and Mulberry Home. As well as sharing Westbridge’s extensive design and development expertise, the brand has seen money channelled into its manufacturing
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without losing sight of the craft and passion that goes into each model.” The next division is mattress production, which Belfield entered in 2009. Today, this purely white label business turns out around 20,000 mattresses each week through Duflex in Castle Donington, and USleep, a new production facility in Greater
“We’re driving a host of benefits on the operational side that our clients just won’t see”
successful – and I have no doubt it will be – you can expect to see further collaborations in the future.” Across the breadth of these four divisions, synergies abound. From a design perspective, the four divisions share insight and innovations more extensively than ever, while customers benefit from the cross-pollination of ideas – for example,
Manchester. Thanks to its experience of supplying the rolled, folded and vacuum-
and has the resources to ensure it stays that
customers of Belfield Furnishings often look
packed mattress marketplace, the division
way.
to Westbridge and Tetrad for inspiration.
fast became a go-to manufacturer for various bed-in-a-box disruptor brands.
Finally, there is Design Studio, which
Then there’s the group’s sheer scale.
designs and produces curtains, blinds and
As one of the industry’s biggest buyers of
scatter cushions –ready-made and made-
fabrics and foam, Belfield can source the
phenomenally,” says Steve, “and it is
to-measure – for independent retailers.
best prices worldwide, and at least two of
showing no signs of abating.”
It may be the group’s smallest division,
its divisions can take advantage from each
but Design Studio plays an important role
deal. “We aim to leverage our purchasing
is a very private and sensitive area,”
in gauging and steering emerging colour,
power and expertise whenever possible,”
adds Gary, “so having a new production
pattern and texture trends.
says Steve.
“That business has grown
“Mattress development and production
facility means we can spread our customer
The newest development here is a
While Gary is keen to point out that each
footprint, and this gives them a lot of
brand tie-up with Channel 4’s biggest-
of the group’s components is a “fiercely
confidence.”
selling show, Escape to the Château. The
independent business when it comes to the
show’s idiosyncratic co-presenter, Angel
marketplace”, he acknowledges that the
a view to playing a greater role in the bed
Strawbridge, has designed a licensed line
back end must be extremely well aligned if
industry. “We’ve got a big share of the
of bedding, wallpaper and curtains, which
each brand is to succeed in doing right by its
market,” says Steve, “so it makes sense that
Design Studio will launch at Spring Fair next
stockists.
we have a voice – and a pair of ears – in the
month.
The group recently joined the NBF, with
trade, and play a more responsible role.”
“I’m genuinely very excited about it,”
“It’s extremely important that our brands remain independent,” he says. “You can’t
says Gary. “Brand tie-ups are easy to buy
keep close to your customers if you allow
principally a contract-facing business, and
into. I think they’re a great way to sell, and
things to become too corporate – each
a reflection of the group’s roots. Boasting
this one’s shaping up to be a key player
business is a completely different animal,
a 60% share of the UK holiday home and
in this sector. The future of Design Studio
and speaks a different language within the
caravan market – plus a growing business in
is all about our ability to spot trends, and
wider group.
motorhomes – Belfield Furnishings stands
share them with our independent and
head and shoulders above its competitors,
group customers. If this particular line is
The third division is Belfield Furnishings,
“But beneath that gently gliding swan is a great deal of activity in the harmonising
Soho, Westbridge
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Lucia, Westbridge
of activities and opportunities. What’s
says Gary, “and we’re match fit – probably
break from the company, Steve will be
the point of having design teams in
in the condition of our lives!”
picking up several of these projects, and will be “at the end of the phone” should Gary
each division that aren’t talking to each
Both managers are confident that UK
other? Much of it, from IT strategy and
manufacturing can prosper in the coming
procurement to HR and health and safety,
months, and are ready to explore various
is boring but necessary, and we’ll start to
avenues of opportunity. “We’ll work on
six months was to listen,” says Gary. “I
operate more collectively in that regard –
building product areas which are under-
spent a lot of time out on the road with our
but not at the cost of the proud heritage of
represented, whether that’s leather as
salespeople and designers, talking to our
our independent brands.”
opposed to fabric, or beds, sofabeds, or
customers and listening, listening, listening.
frames,” says Steve, “plus export growth
Trying to grasp Belfield’s DNA has been the
through Tetrad.”
most intense experience. Manufacturing, IT
“We’re driving a host of benefits on the operational side that our clients just won’t see,” adds Steve. “Take cyber security,
Meanwhile, Gary hints at possible
need any further advice. “My most important job in the first
and finance, I understand – but the wider
which is becoming a really hot topic for
acquisitions (in the UK and abroad),
dynamic between products, ranges and
our clients – no-one sees the effort we’re
admitting that he would be “very keen to
brands? I’m getting there …”
putting into this, or asks how much we’re
add to our portfolio of heritage brands”.
spending on it, but issues like that are vitally
“To be honest,” he continues, “we’ve
Steve has more faith in Gary’s abilities, and in the outlook for the Belfield Group
got a few very significant projects we’re
as a whole, as he bows out on a note of
investing in at the moment. Throughout
optimism: “I worked with Christie Tyler
consumer demand for choice and instant
2019 – and beyond – I expect our customers
when we had a 40% share of the upholstery
gratification. Westbridge offers around
to notice a greater focus on innovation.
market – and, if you look at where Belfield
250,000 SKUs altogether – that’s what I
What we’re doing with Design Studio is a
is now, we’re probably the biggest player,
call mass customisation! It’s a huge range,
foray into a whole new licensee marketplace
and we’ve only got 5%, maybe 6% of it. It’s
and what exacerbates it is that we’re dealing
– so what’s the next range likely to look
incredibly fragmented, which means plenty
with virtually every high street player, and
like? And why wouldn’t we develop ranges
of opportunities for consolidation.
everyone wants an exclusive product. The
with keynote designers?
important to the longevity of any business. “Then there’s handling the growing
“However Brexit goes, UK manufacturers
“Alongside that, we’re going to be
have a unique opportunity. Provided we can
of products competitively, which means
launching exciting new products at a
continue to be productive and well invested,
investment right the way through.”
continued pace, at the January Furniture
there’s no reason we can’t continue to
Show, and beyond. And there’s a lot of
prosper.”
trick has been to manufacture that breadth
All this hard work is paying off. Given the
At the January Furniture Show,
challenges the trade has faced in the last
thinking going into sustainability – how
year, Belfield has emerged in an enviable
we supply our products and what goes into
Westbridge will be present on stand 1-D80,
position. Thanks to investment made in the
them. That’s going to be on everyone’s
and Tetrad on stands 1-G90, 1-F90 and
summer, business picked up in Q4, and the
agenda, and I can certainly weigh in on the
1-F85. Design Studio will exhibit at Spring
group as a whole is entering 2019 in fine
packaging side of that development.”
form. “We’ve weathered 2018 bloody well,”
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Rather than making an entirely clean
Fair, on stand 1J18-H19.
www.thebelfieldgroup.com
20/12/2018 13:58
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“You can only minimise prices if you’re mindful of every link in the chain”
Steens turns up the volume Bigger doesn’t always mean better, but when it comes to achieving margins in the ultra-competitive arena of flatpack furniture, size matters. In a rare exclusive, Paul Farley goes behind the scenes at Danish manufacturing powerhouse, Steens, and discovers how attention to detail is helping it pave the way to more collaborative business opportunities … Is the packaging secure? Are the instructions
been responsible for some of the nation’s
carcases to the hinges and glues which hold
clear, and every last component present
best-loved ranges and notable retail success
its cabinets together, every component is of
and accounted for? Anyone who has ever
stories.
the highest quality.
assembled flatpack furniture will appreciate
In recent years, demand from pan-
There’s a strong emphasis on recycling
that there are so many things which can go
European e-tailers and chains has driven
– with all of the wood dust created either
wrong if every single aspect isn’t just right.
Steens to refine its methods towards
burned to heat the factory, or made into
Unsurprisingly, it takes incredibly
increasingly global business, resulting in
pellets which are sold on to third parties –
sophisticated design, manufacture and
good profit growth and an enviable order
and a mindful eye on safety, reinforced by
fulfilment processes to succeed in this hard-
book.
regular audits and a new £250,000 flash fire
fought sector. Every cog in the machine must turn perfectly – and when it does, it
Typically, anything between 3000 and 4000 boxes leave this building in Kjellerup
prevention system. The latter is just one of the numerous
has the potential to deliver something that’s
every day, as batches of 250-plus models
investments Steens has made here in recent
much greater than the sum of its parts.
trundle through a snaking production line,
years to ensure it can operate as efficiently
from goods in to dispatch.
– and as profitably – as possible. Others
Since its inception more than 50 years
include the purchase of a nearby gluebond
ago, Steens has grown to become one
“You can only minimise prices if you’re
of Europe’s leading suppliers of solid
mindful of every link in the chain,” says UK
factory, a robotic spray system and the
Scandinavian pine and MDF furniture. From
MD Alan Cozens, as he guides me through
addition of a second finishing line to remove
its gargantuan factory in Kjellerup to its
the Kjellerup facility. From the MDF and
a recurring production bottleneck.
dedicated UK office in Hampshire, it has
FSC-certified pine employed in Steens’
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Time and again, the business has
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Profile | 73
demonstrated its ability to overcome hurdles
– particularly in the UK, where, in the last
emerging in the business, Alan explains,
which would floor lesser manufacturers.
18 months alone, currency devaluations
which will become clear to anyone visiting
The factory’s output is currently up
brought on by Brexit pushed prices up +15%,
the company’s stand at imm cologne, taking
+25%, bolstered by these investments and
with material costs rising by +7%.
place from 14-20th this month.
Yet the group continues to thrive, thanks
“Last year, our exhibition stand was, by
in part to those economies of scale that are
a country mile, the best we’ve ever done –
business is essential to its success, explains
only achievable by operations of Steens’
and it’s been stepped up another notch for
CFO Preben Mosgaard, who has overseen
size.
this year’s show,” says Alan, who manages
countless other improvements. Precision in every aspect of Steens’
Steens’ UK office.
rationalisation measures at the company
Its strengths have made Steens’
since it was acquired by Viking Trading in
established lines a go-to supplier for
2012. From lean manufacturing processes
countless retailers, who trust its impressive
for new product – some 90% of the display
and material optimisation to workflow
design and development capabilities,
will be less than a year old – the focus is
timing and staffing, Preben has scrutinised
stocks, manufacturing quality and delivery
increasingly shifting away from Steens’
every last detail ensuring the business
services – but there’s a new emphasis
new lines, and towards its capabilities as a business partner.
can continue to deliver the quality – and
“Going forward, we’re more concerned
margins – its customers have come to expect. “In the first two years of restructuring alone, we doubled our efficiency,” he says. “We’re now in our second phase of continuous improvement, and we’re having to look at managing even larger volumes of stock – so we can ensure we deliver exactly when our customers need us to.” Preben says that Steens is enjoying “steady growth”, with earnings improving YoY despite sustained pressures on margins
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Although visitors will not be left wanting
It’s more important that we let people do business how they want to, than set a prescriptive set of rules for them to follow”
with creating new customer relationships than managing lines and lines of products,” says Alan. “We want to be more manufacturing partner than supplier.” Range director, Keld Dissing, has the challenging task of setting out the group’s product development direction, and encompassing demand from 16 countries. “We’re developing new product on a daily basis, and whilst this can be difficult to manage and prioritise, it creates an
20/12/2018 14:03
74 | Profile
“We want to be more manufacturing partner than supplier”
invaluable asset for both Steens and our
national. In Great Britain and Ireland, the
keeping an eye on the potential for wider
customers,” says Keld.
split between general assortment (which
distribution at the same time.
“With investments in CAD/CAM
is dominated by its ubiquitous Richmond,
“We’re not a static business,” says Alan.
technologies, we’re able to seek out and
Baroque and Steens for Kids collections)
“Together with our partners, we’re trying
cater for this massive development activity.
and white label business is roughly 50/50,
to create ranges that not only satisfy their
We have a great deal of knowledge and
challenging to deliver benefits in the interest
immediate needs, but also resonate with a
expertise within the business which allows
of both whenever possible.
global market.”
us to make rapid decisions in response to new business opportunities.”
“Not only are we focused on product
For example, Steens’ shabby chic Baroque
support,” he continues, “but in recent years
bedroom range was originally developed in
we have added a UK-held option for most
close partnership with a French chain, for
Jason Miller, adds: “To be able to go out
of our ranges, at our parcel home delivery
exclusive distribution in its stores in France.
into the market with our product design,
partner, allowing for next-day doorstep
Early on in that process, Alan identified
development and rapid prototyping
delivery. This is a major investment, but it’s
that Baroque might have more universal
capabilities is a huge asset, which has
proving hugely successful with smaller and
appeal, so his team set about tweaking it for
resulted in many new businesses going into
larger customers alike.
distribution to the UK market.
Head of UK new business development,
“In fact, this is a unique proposition – we
“We sometimes need to curate a range a
are the only European flatpack manufacturer
bit to make it more palatable to a market’s
lines such as Bris, Alba and Nola rubbing
combining both stock and home delivery,
tastes,” says Alan, who admits that, in a
shoulders with the popular Baroque and
direct from the factory. Our UK team,
perfect world, each design would effortlessly
Steens for Kids ranges – but they’ll also
based near Southampton and headed by
transcend national borders, as Steens for
discover a concept prioritising collaboration
Jan Tomaszweski, has over 70 years of
Kids seems to.
over order-taking. Amongst Steens’
combined knowledge and understanding of
numerous trading territories, it’s the UK
the UK furniture market, making it a huge
tend to have wardrobes, so we had to make
and Germany which benefit most from
and valuable asset.”
one – but otherwise the translation was
partnership with us.” Visitors to imm cologne will find newer
stock lines. From France to Sweden, its
Yet, thanks to its growth in Europe – and
other markets are predominantly white-
further afield, in countries including China
label prospects, and principally comprise
and South Korea – it’s the latter approach
partnerships with major chains.
which is likely to define the company’s
“We take our independent business very seriously,” says Alan, whose UK-based
future. As a global entity, one of Steens’ greatest
division provides development and support
strengths is developing exclusive lines
services for retailers both independent and
for partners in specific countries, while
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“In Baroque’s case, the French don’t
straightforward.” Baroque is now Steens’ second bestselling UK line. The Scandi-style Softline collection is another example of a collection which was initially developed for a national retailer (in Sweden), before being introduced elsewhere. Thanks to myriad economies of scale,
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Profile | 75
these success stories benefit both the supplier and its partner. The up-front costs involved in developing anything new are significant, so it pays to back lines that are guaranteed distribution – but, more importantly, Steens’ manufacturing process works best at scale, making batches of a certain size. Wider distribution in new markets means bigger, better-optimised production runs, and lower material costs, making it a win-win situation. “We’re working with customers from design to delivery,” says Alan. “Of course, we like initial clarity and commitment from our customers, but after that, the ball is very much in their court.” From the design studio, which creates and renders virtual 3D prototypes with buy-in from partners at every stage, to the staff in Steens’ Hampshire office who work closely with its UK customers, this collaborative approach runs through every aspect of the business – and more these demands converge, the better for all involved. “We work in very close co-operation with our customers to help their sales,” says Steens’ head of marketing, Agner Agerholm Nautrup, who is refining the business’ digital content with a view to offering stockists higher levels of marketing support and PoS materials. While Steens already creates tailored marketing messages when required, Agner would like to offer customers a wider suite of images, copy and advertising templates prior to the launch of each new line. While
“It’s more important that we let people
These developments are just part of a
consistent in look and voice, these materials
do business how they want to, than set a
wider technological evolution taking place
would be available for stockists to use how
prescriptive set of rules for them to follow,”
at Steens. Right now, its data is being re-
they wish.
he says.
ordered and brought together on one ERP, which will offer benefits such as real-time quality assurance. Meanwhile, its website is to be overhauled with improved pricing and order creation and tracking facilities. “We just want to make it easier to do business with us, within a consistent infrastructure,” says Agner. Smart working practices dominate Steens’ entire philosophy, enabling it to meet tomorrow’s challenges with confidence. Faced with challenges such as changing consumer tastes, the inexorable rise of ecommerce or impending Brexit, Steens’ partners can be confident that their preferred flatpack supplier is continually sweating the small stuff so they can tackle the big challenges more effectively, and more profitably. This month, why not pay Steens’ stand (B060 in hall 07.1) at imm cologne a visit to find out more?
Just one of the new ranges in Steens’ showroom destined for shopfloors across Europe
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E sales@steens.dk www.steensgroup.com/site/en/
20/12/2018 15:07
STEENS GROUP A/S PLEASE COME AND VISIT OUR ALL NEW STAND B060 HALL 7.1 Monday 14th to Sunday 20th 2019
ALL NEW BEDROOM DINING
BEST CHILDREN’S FURNITURE MANUFACTURER 2018
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18 12:01
LOUNGE AND KID`S RANGES
ORDER HOTLINE / 01489 778890 EMAIL / sales@steens.dk www / www.steensgroup.com
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03/12/2018 14:03 09:54 27/11/2018 12:05 20/12/2018
78 | Profile
Gallery’s never-ending story Gallery Direct never does things by halves. Every major exhibition sees the Sittingbourne-based supplier unveil a major new initiative, product line, or more – and this year’s January Furniture Show will be no exception. Paul Farley managed to collar James Hudson, Gallery’s sales and business development director, for a sneak preview of the next big instalment … “The last few months have been like a
depth of our product offer is key to our
to order in Wiltshire, are made available
whirlwind,” says James, caught in a rare
success – we don’t just do one look, but
as sofas, plus armchairs, corner units and
moment of downtime between projects.
spread our nets far and wide to make sure
stools. An entry-level sofabed has also
“Everyone’s going at a thousand miles an
we’re hitting every emerging commercial
joined the range.
hour!”
trend. There’s plenty of business to be had
Gallery’s lighting collection will be
out there, it’s just a case of knowing where
expanded significantly, accompanied by
to find it!”
a new dedicated directory. Six of these
As well as the January Furniture Show, Gallery has committed to major appearances at Top Drawer and Spring Fair this year,
There are several major product stories
attractive tomes are now available, covering
giving its ever-broadening product offer the
to be told at the January Furniture Show.
the spectrum of Gallery’s portfolio –
platform it deserves.
First is a tale of mid-century design, in
furniture, upholstery, textiles, mirrors,
the form of two new dining/living ranges,
accessories and wall art, and now lighting
offer,” says James. “In particular, those
Barcelona and Madrid. Making the most of
– and these can be displayed in-store in a
stockists who have really bought into our
the consumer’s demand for classy mixed
tasteful PoS display stand.
ethos are seeing a lot of success, and we’re
media furniture, Barcelona’s centrepiece
gaining market share across the board.”
table boasts an acacia frame, polished to a
developments to come this year – James
“We’re seeing real commitment to our
As if this wasn’t enough, there are further
deep walnut tone, and is topped with white,
hints at a new mattress and divan concept,
the best week for order intake in its history,
Carrara-style marble. Madrid is a smaller
plus a new website, which promises easier
including its largest single order to date.
oak variant of the same look.
ordering facilities and a greater level of
As we speak, Gallery has just experienced
Coupled with its strongest FY of turnover,
Following up the launch of sofabeds
product detail. Visitors to the January Furniture Show
there are plenty of reasons James should be
at September’s NBF Bed Show – which
proud of the company’s progress.
“introduced Gallery’s Dreamworks Beds arm
will find Gallery’s largest display to date on
to a whole new customer base”, says James
stand 3-L20. Meanwhile, those attending
at things from a point of difference, we’re
– the NEC show will see the company’s
Top Drawer will find the company on stand
quick to react as a business, and we work
most significant upholstery launch to date,
F47, and on stand 8-D12-E11 at Spring Fair.
at a very fast pace,” he explains. “The core
as those existing sofabed models, all made
www.gallerydirect.co.uk
“When it comes to new lines, we look
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80 | Profile
Lyon
Lyon
Trade secrets It’s a cold, blustery winter day in Sutton-in-Ashfield, Nottinghamshire, but the fires of industry are fierce throughout Whitemeadow’s factories – this week alone, they’ll turn out some 3500 sofas, chairs and beds for the peak season sales. And, with the January Furniture Show just around the corner, things are still hotting up, reports Furniture News’ Paul Farley, who was given behind-the-scenes access to the Midlands manufacturing giant …
Whitemeadow is Britain’s largest
and recently announced a tie-up with the
for retailers to see our new products and
independently-owned upholstery
Branded Furniture Company to produce an
fabrics, displayed in a manner which will
manufacturer, and an exemplar of exclusive
exclusive licensed line with design doyenne
hopefully inspire them to invest,” he says,
design and volume manufacture. The
Orla Kiely.
“so I really hope we get the chance to see
business turned over £48.6m in 2017, and
Prompted by a stockist’s suggestion six
the majority of our customers there this month.”
expects that figure to be in excess of £50m
years ago, Whitemeadow also makes beds
for 2018 once its year-end accounts are
(the independent line numbers around 20
As a staging ground, it’s hard to rival
finalised.
models), which now account for 8% of its
the big show – but with the completion
business.
of its design and development centre,
With a footprint covering 209,000ft2 – encompassing seven factories,
Right now, Whitemeadow is busily
Whitemeadow has a facility of its own which
administrative areas and a new, purpose-
preparing for the January Furniture Show,
offers visitors far greater insight into the
built design and product development centre
at which it promises to unveil its most
skills and working practices behind the
– Whitemeadow is a mammoth enterprise,
ambitious and innovative collections to date.
product.
employing 570 and playing a crucial role in
Since Whitemeadow chose to exhibit there
the local economy.
four years ago, the NEC event has proved
representing an investment of £700,000,
Seven months in the making and
Whitemeadow majors in upholstery,
an effective bridge to the wider trade – and
the centre covers 13,750ft2 across two floors,
with four of its factories producing white
particularly the independent sector, which
and contains a showroom, design studio,
label product for national retailers and an
accounts for a quarter of its business,
prototyping floor and various technical
independent section that’s some 30 models
explains sales director Paul Wesson.
offices.
strong. The business also manufactures the Content by Terence Conran brand,
FN358_C.indd 80
“After months of development, this show is the single most important opportunity
MD Ian Oscroft describes it as “the best facility of its type in the UK furnituremaking
20/12/2018 14:03
Profile | 81
Each model starts its life in Whitemeadow’s development studio
The view from the mezzanine across one of Whitemeadow’s four upholstery factories
industry – it’s primarily about wowing our customers with product”. The showroom is in a constant state of flux, its content shuffling in and out to
“Design should run production, not the other way around”
reflect the needs of each visitor. Currently, it’s in full-on independents mode – and so
cutting process, while this year will see the
senior sales roles within the business.
too are the 25 design and development staff
introduction of two biomass burners, a new
With this second generation in position,
working in the adjoining offices.
mezzanine, investment in CNC machinery
Whitemeadow has something of a family
in the frames factory, and expansion of the
feel at its heart – but Ian’s sons mirror a
sofa products and 25 bed products each
transport fleet to 20 HGVs and 15 smaller
wider trend here.
year. “We’ve got a pretty good idea of what
LGVs.
Whitemeadow develops around 100 new
people want by the time of the show,”
It’s a good thing, too. Whitemeadow
Ian self-effacingly describes himself and Paul Wesson as members of “the
comments design director Paul Ainley, who
usually operates around two weeks ahead of
older generation”, and emphasises the
oversees five designers, six upholsterers,
its output schedule, but currently demand is
importance of younger staff members,
three machinists, three CAD operators and
such that it’s just a few days in front.
stating “the person matters more than their
several auxiliary staff members. “Our customers want short development
When the pressure’s high, it’s crucial
experience”.
to maintain your edge, says Ian. “In this
Paul agrees. “We’ve made a conscious
lead times,” Ian comments, “and I like to
business, you should never start thinking
effort to get younger people involved in the
think that being able to do things so quickly
too much of yourself,” he comments,
business,” he says. “Whichever way you
gives us a real advantage.
soberly. “You’re only as good as yesterday’s
look at it, upholstery is a fashion industry
performance, and you’re never more than
– you’ve got to have plenty of energy and
three months from potential disaster.
ideas, and ask lots of questions. People buy
“That said, it’s more important to get the product right. At Whitemeadow, we have opportunities to implement all manner of
“Saying that, there’s probably room
from people, and they generally prefer to
manufacturing efficiencies across the board,
to be more optimistic, though. British
but we’d never do so at the expense of our
manufacturing on the whole has had a
design – design should run production, not
pretty good run of late, and our business is
process, too. Last June, as part of a
the other way around.”
in a decent position – and that’s all because
strategy to tackle the growing shortage
we’ve got good product and good people.”
of skilled upholstery sewing machinists,
Yet the manufacturing operation is also evolving fast. A third fabric-cutting machine has significantly accelerated the
Ian owns the lion’s share of the company, and his sons, Dan and Oliver, occupy
buy from people closer to their own age.” This philosophy applies to the production
Whitemeadow announced the launch of its own sewing school, and this initiative kicks off in earnest this year as six trainee machinists embark on a programme of training under expert tutelage. These will be joined by another six in a few months’ time. Progressive initiatives like this have helped Whitemeadow win numerous plaudits – from local awards to featuring in London Stock Exchange Group’s 1000 Companies to Inspire Britain and Europe list – but there’s a palpable substance to these achievements. The secret of Whitemeadow’s success? Ian says it all comes down to product and people – visitors to the January Furniture Show can discover what he’s talking about by visiting
Truffle
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stands 1-F40 (upholstery) and 1-G21 (beds).
www.whitemeadow.com
20/12/2018 14:03
82 | Profile
N
C
P Coniston dining Lyon
Devonshire takes the show on the road As 2019 begins, Devonshire Living unveils new ranges, and explains how it is putting the show on the road – Furniture News talks to one of the company’s directors, Nicolle Hockin, about what the manufacturer and importer has in store for 2019 … With over 26 years in the industry,
because Devonshire feels it can offer a much
Devonshire Living is always on the look-out
better service by simply bringing the show
Nicolle says, with a smile. “[Painted pine
for new and upcoming furniture trends, as
to its customers.
collection] Lundy is still our top-selling
well as consulting with customers about
“The business is evolving, and have
“Manufacturing is where our heart is,”
range, and has been for many years now.
what they want to see. In the autumn, the
brought in a new marketing director to
Our customers know that with Lundy we
company launched two new ranges – a
manage the demands,” says Nicolle. “The
are in total control of it – the quality, the
white cedar range named Coniston, and a
company has also just recruited two people
packaging, lead times, any new designs to
variation of one of its bestselling oak ranges,
to the sales team - one of whom has been
add in, everything.”
Dorset, now in a painted finish. Both have
with us for 10 years, working in transport
been taken up well by the trade, with orders
and assembly.
exceeding Devonshire’s predictions.
“These trade sales representatives
Last year, Devonshire began the switch to batch building, increasing efficiencies and straight on to its customers – at a time
Devonshire is launching two further ranges,
respectively. These vehicles are purpose-
when many other suppliers were raising
which will be available early this year. The
built and designed to bring samples and
their prices.
first, a take on the growing industrial wood-
product direct to your store, to give you
and-metal trend, is Hanover, an oiled oak
all the tools and personal service needed
manufacturer,” concludes Nicolle Hockin.
range with live edges and dark metal legs.
to make a decision on stocking any of our
“The possibilities for growth really are
ranges.”
limitless.”
The second is Copenhagen, a nod to the
“We have so many opportunities as a UK
Nicolle goes on to announce that
Contact Devonshire Living to request a
clean light oak range with tapered legs and
Devonshire has also partnered with a
call back from a sales representative or book
cut-out handles.
talented furniture designer, to work on
a show van visit.
a new range, which will be made in its
T 01237 471872
240,000ft2 factory in Devon.
www.devonshireliving.co.uk
fashionable Scandinavian style which is a
But the trade will not find either of these ranges at the January Furniture Show –
FN358_C.indd 82
P
reducing lead times, and passing the savings
command a show van and show lorry,
As Furniture News goes to press,
20/12/2018 14:03
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18 15:40
Year in Review | 87
Each year, Furniture News marshals some of the UK’s top retailers to share their views on some of the most significant developments of the last 12 months. With the nation on the precipice of Brexit, 2018 seemed all about upheaval and fresh challenges – our Year in Review aims to put matters in perspective …
Goodbye
2018 It’s January 2019, and the outlook remains uncertain. What will become of the UK after Brexit? How will technology continue to shape how we do business, and how the consumer behaves? Who will fall by the wayside before 2020 comes around? Furniture News again looks at the ramifications of some of the year’s most notable industry developments, drawing on the expertise of our seasoned retail panel to discover what we’ve learned …
TH I S
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Y EA R’S
PA NEL
Steve Adams, MD, MattressOnline.co.uk and The Bed Shop, Rotherham
Ross Beveridge, MD of 12-store independent Archers Sleepcentre
Gavin Boden, furniture sales and marketing professional
Peter Harding, MD of five-store independent Fairway Furniture
Mike Murray, director of two-store independent Land of Beds
Steve Pickering, MD of eight-store independent Sussex Beds
20/12/2018 14:03
88 | Year in Review
Climate control A cold wave dubbed the Beast from the East hit the UK with arctic temperatures in February, later combining with Storm Emma to create a series of severe cold spells. While just some parts of the UK came to a standstill, the entire nation felt the chill of this late winter blast. Later in the year, the weather went to another extreme, as the nation was bathed in a lengthy heatwave that stretched into late August. Weather has always been considered an important factor in deciding in-store customer footfall, and what people buy. But how much did these extremes impact furniture retailers in 2018, particularly given their increasing reliance on digital channels?
“The weather played a bigger part in our 2018 trading performance than in any other of the past 20 or so years” Peter Harding
Mike Murray: The July heatwave had a
have been responsible for the upturn in
positive effect on online sales, but a negative
online sales as the sunny weather!
impact in-store – in comparison, the arctic temperatures in February hit us on both
Peter Harding: There is little doubt that the
fronts. This could simply be an anomaly, but
weather played a bigger part in our 2018
I’ll be interested to see if a similar pattern
trading performance than in any other of
emerges over the coming years.
the past 20 or so years. The Beast from the
Overall, we would forecast that extreme
snow towards the end of our crucial Winter
on people going into stores, whereas online
Sale, impacting momentum and affecting
sales could maintain stability.
overall results for what was already proving
Being able to respond dynamically is
to be a challenging sale period.
something I’m open to exploring with our
The heatwave summer also had a major
partners. For example, could we advertise
impact – relentless sunshine for almost five
certain types of products – for a short
weeks suppressed footfall markedly and
period only – which help people to sleep
meant lead-generation was much weaker as
better in substantially warmer or cooler
we headed into the autumn.
temperatures? That said, the social, economic and
Usually, consumers default to normal shopping patterns after a week of sunshine,
political climate we have been trading under
but last year, that simply didn’t happen –
also needs to be taken into consideration.
footfall was well down week after week, and
For example, during July we were all
as a result, sales were too.
championing England through the World
However, once the rain reappeared
Cup stages, which made the whole nation
in August, we saw the return to normal
more upbeat.
trading, with one of our best August trading
This feelgood factor could just as easily
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East meant we suffered store closures due to
weather is going to have a negative impact
periods for a decade.
20/12/2018 14:03
Year in Review | 89
Ross Beveridge: The Beast from East had a dramatic impact on our bricks-and-mortar trade, leaving our stores -45% down on the previous year in the week commencing 26th February, which carried the worst of the weather in Scotland.
“Consumer mindsets switch off from normal day-to-day activity and focus is drawn towards the weather event”
Three of our 12 stores failed to open for
Steve Pickering
two days, and prior to that all of them were closed early, with staff being sent home as concerns for safety increased. Unfortunately, the website experienced no counteracting uplift to suggest our customers just stayed at home and bought
challenging in 2018, but nobody said retail
looking at figures I believe consumers don’t
instead – there really is no substitute for
was easy – and, if they did, they were lying.
feel like shopping at all when the weather
buying in-store, it would seem.
We have seen some big names announcing
outside is miserable.
Given the conditions, I wasn’t surprised by the drop in trade – people were, quite rightly, more focused on getting essentials
CVAs or even turning out the lights as cash flows dried up. I think many see survival as the new
Steve Pickering: Extreme weather does have an impact on business – luckily, though, in
such as bread and milk than upgrading their
success – and especially so when the
our industry this is generally short-term
bedrooms.
weather has its say.
and simply delays the visit or purchase
Of course, not only were customers not
rather than causing a permanent loss of
coming in, but there were no beds going out,
Steve Adams: We experience less
with deliveries grinding to a halt.
fluctuations online than in-store, but it can
That said, people were very
still be a challenge, especially with the heat
weather seems to affect both stores and
understanding, and we soon got things back
– we expect to see a decline in sales on a hot
ecommerce trading equally, because
on track.
day, especially over the weekend.
consumer mindsets switch off from normal
I’m glad to say sales returned to expected
The opposite occurs with cold and rain –
levels (and better) following that, and it was
we see a correlation between poor weather
business as usual. It’s unfortunate things
and increasing online visitors.
seem to come to a complete standstill in the
We can mitigate these risks to a small
trade. In our experience, and strangely, extreme
day-to-day activity and focus is drawn towards the weather event. Gradually, though, normal behaviours return, and general trading patterns with
UK when it snows, but I’m sure we will be
degree by being more reactive to the
better prepared should this weather become
products we push online – for instance,
the norm.
making sure we have a cool summer duvet
2018, we were not directly hit by the severe
at the forefront of our offers on a hot day.
snow, but the warnings and constant news
The combination of a heatwave and World Cup fever did its best to add some grey
Ultimately, though, it is impossible
them. With regards to the weather events of
of the impending event was enough to
hairs, and it was well publicised that retail
to change shopping behaviour that’s
in general suffered over the six-eight week
influenced by external sources. As a rule,
summer period – I think BBQ and alcohol
when the weather returns to normal we see
more of a prolonged impact, especially
supplies picked up the lion’s share of the
trading patterns reflect that, and sometimes
in the initial months of May and June.
free cash then!
even spike.
Traditionally, bank holidays are key trading
You might make hay while the sun is
impact footfall and sales. The summer period for us probably had
weekends, and sales were significantly
shining – just not so many bed sales. Luckily
Gavin Boden: Anything which affects retail,
for us, trade picked up toward the end of
either online or on the high street, has a
July and through August, but there was no
knock-on effect on my business. You would
and especially October were stronger, and
sudden increase to make up for the drop.
think that the bad weather encourages
recovered the sales falls seen through the
consumers to shop more online, but from
weather events.
There is no denying trade has been
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reduced over both. However, trading through July, August
20/12/2018 14:03
90 | Year in Review
Behind closed doors South African multinational Steinhoff International – parent company of Bensons and Harveys in the UK, plus bed manufacturing operations – suffered a string of difficulties after alleged “accounting irregularities” in the business’ upper echelons came to light in late 2017. Resignation after resignation followed, a group claim was launched on behalf of aggrieved shareholders, and a restructuring plan was implemented in a bid to restore stability. Steinhoff’s UK operations, which have always been run independently of the parent corporation, secured independent finance from Pepkor Europe in January. We asked our panel their thoughts on the matter, and whether the upheaval had resulted in any knock-on effects in their businesses.
Steve Adams: As yet we have seen no change
Ross Beveridge: It seems strange that these
to our purchasing from the Steinhoff group
accounting irregularities were not picked up
– at a consumer level, the public simply do
by Deloitte during their auditing processes,
not appear to connect the dots.
which would appear to have been much
Steve Adams
more of a box-ticking exercise, leaving Mike Murray: In our experience, the end
shareholders and investors quite rightly
consumer thinks in terms of individual
bemused and angry. There was no effect on
brands rather than the overall parent
our business.
“The public simply do not appear to connect the dots”
company. They did not link Steinhoff with the names they saw online and in-store, so business was not affected.
Under new management In one of the latest cases of established European brands being purchased by new international owners, China’s Qumei Home Furnishing Group bought Norwegian recliner specialist Ekornes, manufacturer of the popular Stressless brand of seating, last May. While the new owner stated its commitment to Ekornes’ independence and Norwegian manufacture, it intends to make significant investment in R&D and online marketing. Does our panel feel that this European heritage brand is in good hands, or is it too early to tell?
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“Hopefully they can make positive tweaks where they feel necessary without losing the identity of the brand – time will tell” Ross Beveridge
Gavin Boden: Over the last five years,
Ross Beveridge: If Qumei stick to their
Stressless have become complacent and
initial plan to continue production and
have lost a lot of headway in the industry.
design in the existing factories, we could
We have seen several companies take
assume there would be minimal disruption.
advantage of this with new innovative
However, it would seem unlikely that they
products, better quality and great value
would not want to make some changes,
for money. Unless Stressless address these
given their experiences and know-how in
issues, they won’t be successful in the UK.
China.
20/12/2018 15:15
Mammo
Correct at time of printing
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92 | Year in Review
Coming to an arrangement Last year saw numerous overstretched nationals reach breaking point. From Carpetright in April, to House of Fraser in May and Mattressman in June, many of these opted to enter a Company Voluntary Arrangement (CVA) process. CVAs are insolvency procedures which allows companies with debt problems to reach a voluntary agreement with their creditors around repayment. Implemented correctly, they can help a business effectively reset their responsibilities – in retailer cases, this often means seeking to rationalise store estates and overheads. We asked our retailer panel if they were critical of CVAs, or whether they felt such procedures might be the only way through for these beleaguered nationals … Peter Harding: The recent spate of CVA-
will hopefully get a higher percentage of the
the crossfire, and can be left in difficult
based restructures has thrown the spotlight
debt back.
positions themselves.
sector more than ever. Multiples that had
Ross Beveridge: CVAs should be seen as
Steve Pickering: The 18-month trading
continued to trade – and in some cases
a last-ditch attempt to save a company
period running up to the Brexit vote was
expand – in a marketplace where demand
– requiring 75% of creditors’ approval,
strong and, for us, the best period of
for bricks-and-mortar stores was declining
they’re no easy route to safety.
trading for a decade. During the 12 months
onto the fragility of the big-ticket retail
could be seen as folly. Failure to adapt to
More often they are used to thin
that followed we saw significant falls in footfall and, in turn, sales.
changing retail trends, lack of coherent
out the estate, either removing the
offerings across all retail platforms and, of
underperforming areas or renegotiating
course, the demands of excessive business
historically high rents. With overstated
months but remained flat with uncertainty
rates, all played a part.
rents and rates up and down the country
remaining. Combine this with changing
and increasing cost pressures – from
buying habits – with online competition
in essence shouldn’t be used for what in
everything from the weakening of the
and sales increasing – and this has
the past would have been a full corporate
pound to increased wage demands – many
pinched the weaker retailing business to a
restructure. Their use as a bargaining tool
companies have been forced to use this as
point of necessary restructuring.
to force landlords and other creditors into
the only viable option to continue trading.
My own view is that CVAs are a tool which
giving the company better terms makes a
Some have undoubtedly not only
This stabilised during the subsequent 12
Businesses need to change and evolve to meet the changing environments they
mockery of the system – and ultimately
survived but benefited, and others
trade in. Sometimes the flexibility required
hurts those who bear no responsibility for
have tried in vain, only momentarily
to meet these changes is only available by
the position the CVA-seeking company
delaying the inevitable. Without a
means of a process such as a CVA, and in
has found itself in (often through
reduction in rents, landlords could be
particular for retail the ability to release
mismanagement).
faced with a further wave of CVAs, and
a business from well-intentioned lease
retailers are widely seeking to share
commitments which are either no longer
Gavin Boden: I feel CVAs are too much of
space through concessions or trade from
fit for purpose or uneconomical.
an easy get out at the moment. I understand
smaller footprints to counteract their
that they save jobs, but in the long-run they
responsibilities.
At this point, rather than a business collapsing and ceasing trading completely,
Of course, CVAs bring additional strains
with all the damage to jobs and creditors
such as a reduction in credit facilities and
that would bring, through the means of a
Steve Adams: The CVA process offers
insurances, not to mention job losses.
CVA process a restructured business can
benefits for both the retailer and its
Many suppliers have also been caught in
emerge, and prosper.
may force suppliers out of business.
creditors. It enables the retailer to keep staff, continue their relationship and responsibilities with their customers. You could argue it’s unfair on the creditors, but what is the other option? If the retailer could trade out of their cash flow issues, they would. Without a CVA, the creditors would be picking at the bones of
“Without a CVA, the creditors would be picking at the bones of whatever assets are left” Steve Adams
whatever assets are left – with a CVA, they
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20/12/2018 15:18
TCHJan
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20/12/2018 19/12/2018 14:03 12:59
94 | Year in Review
Data-day business On 25th May 2018, new European data regulations came into force (the General Data Protection Regulation, or GDPR) which aim to better protect individuals’ privacy and ramp up punishments for data leaks and abuse.
Mike Murray: Something clearly needed to
the simplest level, it makes it harder for
be done, and we support the spirit of the
us to communicate with our customers.
new GDPR regulations – however, good data
To me it feels genuine businesses have
management has always been high on our
been tarnished with the same brush as less
agenda, so 25th May was a case of business
reputable, spam-driven entities.
How did our panel react to the demands for compliance in the lead-up to the deadline, and what has been the subsequent impact on their marketing activities?
as usual for us. It proved to be a much costlier exercise
Peter Harding: The GDPR regulations were
for a lot of small operators who had
really only an extension of the existing
been relying on cookie notices rather
data protection laws, and as such, if your
than properly securing their data. The
company was suitably compliant with those,
threat of new seven-figure fines had a
the changeover was minor. In our case, we
scaremongering effect, which some people
had always sought authority to market to
used as an opportunity to make a lot of
our customer base, so we simply updated
money – offering advice on interpreting
our privacy policy and carried on as we had
and implementing the often-confusing
before.
guidelines. As the deadline approached, it felt a bit
I think in hindsight it was an issue which was given far more credence by the media
like we were being chased by PPI companies
than perhaps it should have been, and,
– we had ‘GDPR experts’ approaching us
since the changes, I don’t think the average
every day!
consumer has seen any real change, aside from a plethora of cookie prompts and
Steve Pickering: GDPR did put data and privacy to the forefront of discussion, and
digital marketing verification emails. The biggest challenge for us has been
in the thought processes in our and many
ensuring that those suppliers we use
other businesses, prompting examination of
that handle – for whatever reason – our
how to store and handle the data we hold,
customer data do so fully in accordance with
and accessibility. And the conclusion from
the GDPR regulations.
these discussions were changes to how we collect, store and obtain permission to use
Ross Beveridge: GDPR’s anticipated arrival
customer data, which were implemented.
seemed to have everyone scrambling in
I wouldn’t say I personally have noticed
“With all legislation, ethical, honest businesses will work to improve and meet obligations, whereas there will always be those who trade without care or regard, who will flaunt the rules” Steve Pickering
an effort to be compliant, and having had
a significant change in the amount of
an audit there were few changes to our
unwanted spam since implementation, and
processes required, with the majority of
shortly after and since there continues to be
our data hosted externally by compliant
reports of data breaches.
companies.
Of course, with all legislation, ethical,
I do think there was a wave of
honest businesses will work to improve
overreaction from many companies, and
and meet obligations, whereas there will
there was even a week or two where I
always be those who trade without care
received more opt-in/opt-out emails than
or regard, who will flaunt the rules. I
invitations to claim back my PPI! I am happy
hope these less scrupulous businesses are
to say it has resulted in a long-overdue
rightly pulled up, but actually doubt the
reduction in spam for me personally.
regulatory departments have the resources
Email marketing should really only be
or inclination as their main targets will be
sent to willing participants anyway. I know
bigger fish.
I deleted more than I read. Now, when we market to signed-up individuals, there
Steve Adams: GDPR was a very time-
should in theory be a better ROI.
consuming and expensive exercise for us – it was not explained very clearly, and many of the guidelines were open to interpretation. It required us to change our checkout flow and create internal processes to deal with GDPR requests – not just in our own systems, but with our suppliers, who we need to share our customers’ data with. It remains an ongoing challenge – at
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20/12/2018 14:03
Year in Review | 95
In May, the Silentnight Group, the UK biggest bedmaker, announced its intention to switch up its marketing plans and exhibit at the January Furniture Show in 2019 rather than 2018’s Bed Show. What factors affect our panel’s decision to attend/disregard furniture exhibitions, and can a significant change such as this make a difference to their habits? Steve Adams: As a key partner and customer of the Silentnight Group we will now be attending the January Furniture Show for the first time in four years. Likewise, we reduced our time at the NBF show last year as one of our major suppliers was missing. Mike Murray: Ideally, we love to see everyone together under one roof, as
Bed jump
Ross Beveridge: I think it’s important to visit the bed and furniture trade shows throughout the year, and these should be seen as an opportunity to spot trends, keep up with the latest developments and, of course, network (mind you, I’m sure we’ve all been guilty of a little too much networking into the small hours!). New suppliers can often offer something
it’s easier to compare products that are
different, and I think, as a retailer, the trade
exhibited side by side and we can schedule
shows are the best place to spot a hidden
our visits more efficiently. However, when
gem.
big names drop out, we get to spend more quality time with the individual brands that remain – plus we can speak to new exhibitors who we may not have otherwise seen. Anyone who is serious about retailing should go to a broad selection of shows in order to get a feel for the whole ecosystem. We will continue to attend and support the exhibitions as, overall, they’re hugely positive. There’s always something new to see and deals to be done! Peter Harding: In the main, we attend all the shows – the only difference that big exhibitor changes make is the time you have to allow to attend each event.
FN358_C.indd 95
“Anyone who is serious about retailing should go to a broad selection of shows in order to get a feel for the whole ecosystem” Mike Murray
Gavin Boden: I would think that there are a good number of suppliers following the big brands to the NEC in January, and it is good for the show, good for the industry and great for retailers. Steve Pickering: Our decision to attend exhibitions is not determined by specific or significant exhibitors. We have little interest in branded exhibitors as our product offering is totally own-brand focused. The Bed Show is a key exhibition for us as it draws the highest concentration of our key product lines, but we will visit the January show as this will bring a wider variety of product, reaching into our tail-lines.
20/12/2018 14:03
96 | Year in Review
Fueled by revelations about sea pollution driven by the BBC’s Blue Planet, the war on plastics took off, and increasing pressure was applied to businesses to ensure their plastics are responsibly sourced and disposed of. Demand for sustainable product has driven product development and sales for some time, but has the war on plastics in particular helped refocus the consumer’s attention on eco-friendly product, and, if so, it this visible in the furniture market?
Waste war Steve Pickering: The momentum for seeking more sustainable, eco-friendly product lines has grown, prompted by programmes such as Blue Planet. Sadly, though, change is slow, and for the general consumer the priority remains price and value, with sustainability a secondary reason to purchase. This does not mean we as an industry should not all work together to seek more sustainable methods of manufacture, supply
Steve Adams: Our customers most certainly
and packaging.
resonate with green issues, so we go to great lengths to promote the eco-benefits of our
Gavin Boden: The furniture industry is
applicable product listings. MattressOnline
always slow to react to anything like this,
as a company are actively working hard to
and are almost last to the table. We will
increase our own green credentials, from
see a lot of new furniture ideas trying to
smarter packaging processes to our old
capitalise, but I think only a very small
mattress recycling, which is 100% landfill
amount will be successful.
avoidance.
Mike Murray: Mattresses with green
Peter Harding: We have always sought
credentials are still something of a niche
to do whatever we can to minimise our
market, but we are working closely with
environmental footprint – be it our use of
our partners to develop environmentally-
route-planning software to reduce the miles
friendly products – not only in response to
per delivery, installing solar farms on our
the growing number of customer queries,
stores to generate electricity, recycling all
but also as a family business wanting to do
cardboard, wood and plastic waste, changing
the right thing by the next generation.
all our lighting to low-energy units or
There is a real opportunity to come up
Mike Murray
switching to the use of biodegradable
with a new material to protect and package
plastic bags for wrapping products ready for
mattresses during transit. A significant 90%
delivery, we are doing as much as we can.
of mattresses are currently delivered in huge
“As an industry, I would love us to come together to explore and implement more eco-conscious packaging”
No one company can change the world,
plastic bags, so, as an industry, I would
but together we can all work to do as much
love us to come together to explore and
as we can. Customers expect that we will do
implement more eco-conscious packaging.
all we can, and moving forwards being able
There must be a better solution – and you
to demonstrate our green credentials will
never know, a new business could emerge
be evermore important as a marketing and
out of it!
corporate social responsibility tool.
“Change is slow, and for the general consumer the priority remains price and value, with sustainability a secondary reason to purchase” Steve Pickering
FN358_C.indd 96
20/12/2018 15:18
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January January January
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20/12/2018 03/12/2018 14:09 14:40
100 | Year in Review
Disruptors disrupted D2C mattress brand eve Sleep’s H1 sales fell short of expectation last year, leading to losses which culminated in the CEO’s departure in July, and a renewed focus on the brand’s core markets plus the launch of a £15m fundraising campaign under eve’s new CEO. Some commentators opined that the business had overstretched itself by spending too much on driving brand loyalty towards a product (a rolled mattress) which is not likely to see repeat purchases for some years. We asked our panel if they had any fresh thoughts on the bed-ina-box concept, and whether it had reached its limits. Steve Pickering: There was no real surprise
“While many of these companies have done a great job marketing the sector initially, they may not be around to reap the rewards” Mike Murray
My fear for them here is when you see
to hear of issues within the bed-in-a-box
them on the shop floor next to current
sector. In my opinion they have fundamental
product offerings, they just don’t stack up,
issues in their business model.
and, with no choice but to continue to sell
The concept is not unique, and is easily copied, with the sector at saturation point. Pricing will constantly come under pressure
direct, retailers are asked to accept poor reduced margins. It’s not for me. It has at least provided me with a
due to competition and new entrants to the
constant barrage of questions at every social
market, while the one-mattress-suits-all
engagement from weddings to funerals and
format restricts growth, providing little
everything in-between – and my ‘not again’
room to increase AOVs.
disapproving reaction fails to win anyone
The cost of marketing will remain high to ensure visibility is maintained, while
over! I still can’t believe we are suggesting
branding and loyalty will prove difficult
that a vacuum-packed mattress is a
due to the length of time between repeat/
revolutionary product – it’s been in the
replacement purchases. Our current
industry longer than I have.
recognised national brands are testament to this – they struggle to obtain consistent
Gavin Boden: Bed-in-a-box is a great
recognition with the public after years of
idea, but the 60- or 100-day trial isn’t
initiatives and advertising campaigns.
doing bricks-and-mortar retailers any good. I feel that the bed-in-a-box concept
Ross Beveridge: My thoughts have not
will continue, we will see new suppliers
changed on the D2C bed-in-a-box since
entering the market, and we will no doubt
its inception in the UK market – clever
see casualties, because the margins are
marketing strategy, but no long-term
tight and returns are huge, so if this isn’t
sustainability.
managed with experience it can easily go
With ridiculously high CPAs before
wrong.
you even produce the product, losses will
FN358_D.indd 100
continue to plague these companies. There
Steve Adams: I’m a firm believer of choice
has been a shift, with many looking to
for the consumer, and I do not believe you
reduce marketing costs by pairing with large
can create a mattress to suit all preferences.
retailers in a bid to sell through bricks-and-
Likewise, not every customer can afford
mortar stores as they desperately seek a new
the price point of £599, irrespective of the
route to market.
100-night guarantee.
20/12/2018 14:09
Year in Review | 101
To make the model work, they need to
However, this is not going to be cheap.
their backers will demand. Looking ahead over the next three to five
add choice and brand awareness – however,
One thing that may happen is some get
without reducing their marketing spend, it’s
acquired by larger bricks-and-mortar
years, I think the growth of technologies
hard to see how they will ever make a profit.
retailers who prefer to buy the ecommerce
that allow customers to better imagine
Selling beds and mattresses is difficult, you
infrastructure that the disruptors have built,
furniture – of whatever type – that they are
only see your customer once every seven
rather than develop it themselves.
interested in, and how it will look in their
years if you are lucky, and then you hope
Of course, this may have been their exit
home, will be significant. The gap between
strategy in the first place – however, as they
expectation and reality is still quite large
have not hit profitability, they may not get
for many customers, so helping them make
Mike Murray: Building a brand is never
the offers they would have hoped for at the
decisions they will be more happy with is
easy. Unless your product is so unique that
outset.
crucial.
they remember who you are!
people search it out, you’ll need to invest
Partnering with a network of traditional
vast amounts of money to get it off the
bricks-and-mortar retailers is probably the
ground. Operators who are already in that
best hybrid strategy, which sounds pretty
space won’t just sit back and not compete –
similar to the tried-and-tested approach
therefore, advertising spend is only going to
that’s been around for the last 50 years.
go one way.
The question is, will those retailers choose
The mattress concept itself is not unique
to support and work with companies who
enough to be better than other products,
– less than 12 months ago – were telling
and a high percentage of mattresses are
customers to avoid them and buy direct? It’s
currently rolled and boxed anyway. Having
funny how things work out …
lost their USP (boxed and delivered next day with a sleep trial), disruptors will need to
Peter Harding: While we are always wary
spend more and more on cutting through
of new competitors, we are careful we don’t
the clutter and product innovation – eating
throw the baby out with the bathwater in
further into profitability.
how we deal with their threat.
This means that while many of these
The mattress-in-a-box suppliers have
companies have done a great job marketing
done some excellent, innovative and
the sector initially, they may not be around
effective marketing, but it remains to
to reap the rewards.
be seen whether such a lengthy repeat
It’s clear to see that the original
purchase cycle can work for suppliers that
disruptors are now moving towards a hybrid
rely so much on volume to pay for the
approach – opening their own stores, which
extensive marketing and brand awareness
a couple of companies are doing in the US.
work that drives the return on investment
FN358_D.indd 101
“When you see them on the shop floor next to current product offerings, they just don’t stack up” Ross Beveridge
20/12/2018 14:09
102 | Year in Review
A sporting chance? The England football team exceeded expectation, reaching the semi-finals of the FIFA World Cup – to be knocked out by Croatia. During the winning streak, there’s a wave of euphoria across the country, which, coupled with wins in other sporting fixtures, created a general feelgood factor amongst consumers. Some retailers manage to seize promotional opportunities from such events, but it is generally felt that the furniture market (aside from home cinema seating, perhaps) loses out amidst the optimism – does our panel agree?
Peter Harding: Aside from the feelgood
Mike Murray: Typically, major sporting
factor, England’s run to the World Cup
events lift the nation, and we’ve found that
semi-final was yet another demand
the resulting feelgood factor can also have
suppressor we could have done without. It
a positive impact on sales (online data from
is always very hard to ride on the back of
July shows that this was certainly the case
sporting events, as they are often short-
for us during the World Cup).
term activities – with promotional calendars set months in advance. Customers’ gestation periods for bigticket purchases are significant, so seizing
One of the key benefits has been the power of product endorsements from competing athletes. For example, during Wimbledon we sold
the moment and using it to boost sales is
more Tempur beds, which are endorsed
more difficult.
by superstar Serena Williams. Likewise,
That said, we did have a promotion set up
Millbrook Beds enjoyed an uplift through
to go if England made the final – perhaps it
their association with competitors in the
was our fault they failed to beat Croatia!
Commonwealth Games.
Steve Adams: Big sporting fixtures are a
Warriors RLFC, who won the Super League
double-edged sword – on the one hand
Championship this year.
We are official partners with Wigan
they’re a distraction from the purchase
doing well, it helps you to cut through
optimism and spending.
the clutter – especially on social media –
MattressOnline had a great June and July
“Sporting events may have a short-term disruptive effect – however, like weather events, they simply postpone a visit or purchase” Steve Pickering
FN358_D.indd 102
During topical times when teams are
journey, yet on the other they can encourage
encouraging fans to engage with content
– we may have seen less revenue on a day
about your business and the products you
with an important match on, but it soon
sell.
evened out, with us experiencing great YOY
The only trick is you need to partner with
growth through the World Cup overall.
the champs!
Steve Pickering: In my experience, sporting
Ross Beveridge: We did see a drop in footfall
events may have a short-term disruptive
when the World Cup was on, and I think
effect – however, like weather events, they
major sporting events have that effect on
simply postpone a visit or purchase.
the furniture industry generally. Where are all the customers? Quite simply, they’re
Gavin Boden: In my market it affected
sitting at home or in the pub watching the
footfall, which affected sales. The retailers
stuff we wish we were!
can try and put promotions on, but when
I know that every time an Old Firm
consumers are going out and buying TVs
football match is on in Glasgow we
and beer it’s difficult to get them to come
experience a significant drop in trade that
in and buy furniture. However, the overall
day.
feelgood factor following England’s semi-
I’m afraid it’s just one of those things,
final success did result in a small uplift in
and you have to just get on with it. Unless
business.
your bed is broken, you’ll shop another day.
20/12/2018 14:09
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104 | Year in Review
Following mixed responses to its restructuring plan, House of Fraser was briefly placed into administration in August – to be acquired for £90m by Sports Direct tycoon Mike Ashley, who promised to keep the majority of the retailer’s stores open.
Since then, closures – and the subsequent fallout with suppliers, logistics and concession partners – have remained in the headlines. Does the panel feel that this august department store brand is in safe hands?
House of Ashley Peter Harding: That’s the million-pound question! He certainly knows how to turn around businesses, but taking on a high street business which has such fundamental and deep-rooted problems will test even his skills. Ross Beveridge: Mike Ashley has already built an extremely successful retail portfolio and has vast shareholdings in many recognised brands. Being a self-made
“I can only assume he sees an opportunity to not only move into a more upmarket retail department store, but believes he can run the business better with the experiences he has gained” Ross Beveridge
billionaire, it would be hard to suggest he is not an astute and shrewd business man. Having already had an 11% share in House of Fraser, I can only assume he sees an opportunity to not only move into a more
Direct warehouses. I would hope working
Steve Pickering: Although some might say
upmarket retail department store, but
conditions do not deteriorate for the
his style is controversial, he is a successful
believes he can run the business better with
many currently employed at the surviving
business figure. House of Fraser obviously
the experiences he has gained.
branches of House of Fraser – I’m sure
requires significant change, and I’m sure
they’ve all been through enough lately.
Mike Ashley will deliver this needed change
He also owns a 30% share in Debenhams, so this does not seem like a blind leap into
– maybe not to the tastes of some if he
the world of department stores.
follows the formula used within Sports
He has, of course, had his share of controversies – such as the failure to
Direct, but this model has bucked a trend in a difficult, evolving retail background.
meet mandatory minimum wages and the overuse of zero-hour contracts at his Sports
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106 | Year in Review
As a retailer that many look to as a bellwether and best practice model in retail, John Lewis shocked the nation when it revealed a profit loss of -98.8% (before tax and exceptional items) in H1, despite some growth in gross sales and revenue in H1. However, that headline seemed to mask significant advances in debt reduction and investment in growth. What did the panel make of this?
Never knowingly undersold “John Lewis needs to move towards more own-branded products, utilising their highly respected brand and name” Steve Pickering
Mike Murray: John Lewis are an amazing
retailers, their biggest challenge is the
brand who have become synonymous with
enormous cost base that physical stores
Christmas thanks to their iconic marketing
bring. Successfully managing that burden
campaigns. Like every other serious player,
(and its decline), alongside the growth in
they must have had an eye on Amazon, and
online business, will determine whether
they have been smart to invest in technology
they can succeed long-term as a profitable
to futureproof the business.
business.
Those who didn’t invest in tech are already gone – those who remain face
Ross Beveridge: Last year was a challenging
a tough uphill battle unless they make
one for retail, and I think John Lewis are no
significant changes.
different.
Steve Pickering: From my understanding,
difficulties from rising cost pressures and
John Lewis has been hit by gross profit
the burden of continual investment required
pressures while delivering on its promise to
to be seen as a main player, both on the high
‘never be knowingly undersold’. This is the
street and online, where 40% of their trade
cost of majoring with national or recognised
now exists.
t
Like many retailers they are encountering
brands – John Lewis needs to move towards
Their predominantly brand-based product
more own-branded products, utilising their
offering and price match promise will also
highly respected brand and name. This
have impacted on profits, with retailers
will offer their customers better value, and
discounting more and more to obtain the
deliver the business higher margin and
business in the first place. John Lewis are
profit.
said to be investing heavily in own-brand product lines for the future, and I think
Gavin Boden: The management team at
as more and more brands sell direct, this
John Lewis are clever cookies and won’t
pattern will continue.
do anything which risks the future of the company.
John Lewis have had a very loyal customer base for some time and are renowned for their high levels of customer service, which
Peter Harding: It has long been regarded
should see them withstand the pressures.
that John Lewis were a beacon for bricks-
My only concern would be if that customer
and-mortar retailers, but their own
loyalty is a generational past-time, as the
extensive move to online shows that even
Amazons of the world continue to squeeze
they are truly hedging their bets.
margins while offering convenient shopping
As with many of the ailing high street
and the fastest deliveries.
“It has long been regarded that John Lewis were a beacon for bricks-and-mortar retailers, but their own extensive move to online shows that even they are truly hedging their bets” Peter Harding
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108 | Year in Review
Finally, Furniture News asked the panel to share their thoughts on 2019, and beyond – from Brexit to the rise of AI, what emerging trend is likely to have the biggest impact on their businesses over the coming decade?
Down the line Gavin Boden: We will heave a big sigh of
in-store exclusives. Customers should not
relief when Brexit is finalised, and hopefully
be penalised for their preferred methods of
see a rise in furniture sales.
shopping, nor should choice be limited or hindered.
Mike Murray: It’s going to be a hybrid between online and AI. We’re already
Steve Adams: Undoubtedly, the change in
integrating AI algorithms into our
consumer shopping behaviour – we will
business – making the current processes
have a very different retail landscape in 10
more streamlined and efficient. As well
years.
as improving our bottom line, this will
Footfall will continue to decrease, and
make for a more personalised and effective
technology will help our customers find and
shopping experience.
buy the perfect bed online.
Steve Pickering: Brexit will come and go,
Peter Harding: In the short term, Brexit is
an unnecessary distraction, and may cause
certain to have an impact, though what that
some short-term issues depending on the
is and how big it will be remains to be seen.
outcome of negotiations over the next 12 months. For our industry I believe the future will
Alongside that though, the rise of online
“We’re already integrating AI algorithms into our business – making the current processes more streamlined and efficient” Mike Murray
sales will continue to challenge all of us in the mainstream bricks-and-mortar
connect our products of support and comfort
businesses, no matter how well we translate
to technology, including temperature
our store offer to an online digital one. The
control, lighting, sound, information and
need for reform of the business rates system
data, all linking together to provide full
– to one that is based on turnover instead of
sleep experience.
property – is essential if we are to see any chance of a high street renaissance.
Ross Beveridge: It is hard to say at this point what the exact impact will be from Brexit, but cost pressures have already begun filtering through over the last 18 months, with an increase in raw materials and the weakening of the pound appearing to be the main source. I would not expect there to be a reduction in demand, but uncertainty does slow trade. Hopefully, when clarity arrives, consumer confidence will follow. E-tailing continues to provide its challenges, with PPC strategy and management absorbing vast amounts time and money. I do feel omnichannel shopping is a strength not to be overlooked in the furniture industry, and websites supported via bricks-and-mortar retail should stand the test of time. Our customers can order and even return products from our online proposition in-store, and all short-term promotional items and even finance offers are replicated in-store and online, no more online or
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Want to share your views at the next opportunity? Get in touch with the editor by emailing paul@gearingmediagroup.com – and discover more opinions from our panel and other industry commentators in Connect, The Furniture Trade Directory (see p69 for details).
20/12/2018 14:09
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112 | January Furniture Show Preview
BACK FOR BUSINESS Yes, it’s that time again – the UK’s biggest furniture and furnishings trade event returns to the Birmingham NEC from 20th-23rd this month, bringing buyers five halls packed with over 500 exhibitors. As usual, Furniture News has pulled together the show news, people and products in our mammoth preview – welcome to the January Furniture Show 2019 … Offering a selection of classic and
There is also a new Contract Trail for
stand by tapping their smartbadge on a
contemporary furniture, flooring, lighting,
visitors less interested in placing domestic
touchpoint, automatically emailing any
accessories and service providers that is
orders.
information that has been preloaded by the
unrivalled in the UK, the January Furniture
On stand 4-C40, visitors will be able
exhibitor.
Show is a must-attend event for any buyers
to enjoy Real View, an immersive VR
keen to start the year off on the right foot.
walkthrough of a world of furniture and
– on stand 3-Q11 – with great subscription
Of course, Furniture News will be there
interior design. Conceived and co-ordinated
offers (plus our essential furniture trade
trends from throughout the UK and,
by Max Clements, the concept is an
directory, Connect). Editor-in-chief Paul
increasingly, highly commercial global
experimental collaborative feature area that
Farley will also be chairing The Furniture
influences,” says event director, Cleere
employs real-time technology from Mo-Sys.
Awards 2019, the results of which will be
Scamell. “Manufacturers and importers
The show’s Poken digital business card
“The offering reflects tastes and
announced on the opening day of the show
have yet again stepped up to the plate in a
touchpoint system has been rebranded
demanding trading environment to offer
JFSConnect, and enhanced with improved
you, their customers, exciting, profitable
functionality, more prominent placards
opportunities.”
and an app. The secure technology enables
year’s main event …
visitors to register their interest at a
www.januaryfurnitureshow.com
Each year, in excess of 50,000 new
(read more overleaf). So, without any more ado, read on to discover exactly what’s in store at this
products are displayed at the event, encompassing models and collections for every market sector. From major UK brands to international stars, the January Furniture Show is the UK’s most comprehensive furniture event, attracting more than 20,000 visitors each year – but what is new in 2019? This edition sees the debut of Light, a dedicated lighting section created in conjunction with the Lighting Industry Association (LIA), as well as Beds, an expanded bed and mattress footprint, delivered in response to visitor demand.
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BakerJ 1046 J
Visit u s in This year Baker Furniture will be launching HALL 1 a number of new and exciting ranges. STAND F60 to see our ex 2019 la citing nches
Baker FURNITURE
DESIGN EXCELLENCE & UNCOMPROMISING QUALITY EXHIBITING IN HALL 1 - STAND F60 www.bakerfurniture.co.uk | sales@bakerfurniture.co.uk | 01642 220886
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114 | January Furniture Show Preview
This month, The Furniture Awards return to the January Furniture Show to celebrate the suppliers of some of the best new products launched at the exhibition. Furniture News reveals the prizes, judges and alumni – and the all-important shortlist – behind this year’s edition …
THE BEST IN THE BUSINESS This year’s competition has again been
Developed five years ago by Furniture News magazine in partnership with the show’s
kindly sponsored by the BFM, an official
organisers, the awards have been bestowed
partner of the January Furniture Show. MD Nick Garratt comments: “The BFM
on inspirational businesses at each edition since, in recognition of the quality and
is happy to support this scheme, which
commercial value of their star products.
champions some of the best in the UK
“As the biggest gathering of furniture and interiors suppliers in the UK, the January
T
A
furniture business, and hope that we’re able to further raise their profile through our involvement.”
Furniture Show presents an excellent opportunity to celebrate the industry’s best and brightest,” says Furniture News’ editorin-chief, Paul Farley, who co-ordinates and chairs the programme. The 2019 awards see the introduction of a fresh look, plus refined entry categories:
THE FURNITURE
AWARDS 2019
Prize-winning opportunities As well as benefiting from valuable industry exposure, this year’s five winners will enjoy an additional prize, courtesy of innovative creative digital agency, Orbital (www.orbital.vision).
Living & Dining Cabinet; Bedroom Cabinet;
Orbital director, Matt O’Flynn, explains:
Upholstery; Accents; and Mattresses &
“The awards do a great job in bringing
Divans.
some of the best launches to the fore, and
The entries will be assessed by a judging panel comprising: Ross Beveridge, MD of
we’re offering each winner a photorealistic
Archers Sleepcentre, Scotland’s largest
rendition of their entry that can be used
independent bed specialist; Matt Hesketh,
in print, PoS, online and social media
MD of independent furniture retailer Anglia
marketing to really bring it to life.” After each winner is announced on the
Home Furnishing (AHF); Malcolm Walker, the ex-Furniture Village buying director,
first day of the show, the Orbital team will
who now runs his own consultancy business,
start capturing images and data of the
FIRST MW; and Rob Scarlett, founding
entered product before building it in 3D on
director of design consultancy Scarlett
its enVision platform. “enVision enables both manufacturers
Furniture & Print.
and retailers to present their assets in the
January Furniture Show event director,
best possible light online,” Matt continues.
Cleere Scammel, comments: “The Furniture
“Using the latest software, cutting-edge
Awards are an increasingly important element of the show. “Each year, the level of entries has grown, and has included new and inventive uses of materials, remarkable designs and clever
An example of Orbital’s work – a phorealistic fabric render is applied to a chair frame as a wraparound, creating a model that is viewable from every angle
innovations, have them recognised by their peers and be rewarded for their endeavours.” The most promising entries have been shortlisted for on-site inspection, and the winners will be announced on the show’s opening day, joining a prestigious roster which includes the winners of the 2018
of new product launches falling by the
“Launching a new range with enhanced
Furniture Awards is a great strength and “It is a significant opportunity for
marketing platform to overcome the issue
highlighting its attributes on the screen.
“The wide-reaching nature of The
companies to shout about their latest
technical experts have created a dynamic
wayside – by bringing the item to life and
construction.
gives them real value.
hardware and years of creative flair, our
“The Furniture Awards are an increasingly important element of the show”
marketing collateral increases the opportunities for sales, and reduces the time to market for the buyer engaging with their customer. “We are able to deliver a fully rounded suite of assets that brings a new range to life before it has even passed through development, thus reducing risk and associated costs. “Our launch package prize offer gives a taste of what is possible, with some really
edition, Gallery Direct, Tetrad, Think Rugs
neat toys for your sales and marketing team
and Wiemann UK.
to play with.”
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20/12/2018 14:09
We look forward to welcoming you to the launch of our stunning new collections JANUARY FURNITURE SHOW 2019 THE NEC, BIRMINGHAM HALL 1, STAND E20
DURESTA.COM
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116 | January Furniture Show Preview
“The last eight years at AHF have been
Expert decisions
within our industry.” Malcolm performed a number of roles
Above all, The Furniture Awards were
very challenging and exciting” says Matt.
designed to celebrate the suppliers of
“Coming into a business that has spent
at Furniture Village, including: buying
product with commercial value. As such,
years underfunded and undervalued was a
controller, cabinets; buying controller,
they are assessed each year by a panel
very daunting task, especially coming from
upholstery; and director of product on its
of eminent industry leaders, buyers and
the market leader DFS, where everything
trading board.
designers, chaired by awards co-ordinator
was already in place.
Prior to this, he spent over 20 years
“The change in the business over
Paul Farley, editor-in-chief of Furniture
with the Maple, Waring & Gillow group,
the last eight years since leaving Anglia
in various roles from sales consultant to
Regional Co-Operative and becoming the
store management, making the move into
Archers Sleepcentre, Scotland’s largest
largest employee co-operative of its kind
buying in 1987 while managing the flagship
independent bed specialist. The business
in the UK, has been huge. The business is
international store on Tottenham Court
encompasses 12 stores across central
unrecognisable from its roots – although
Road.
Scotland, and boasts a turnover of £10m.
we have always tried to maintain certain
News. New judge Ross Beveridge is MD at
Ross was instrumental in the repositioning of the brand from budget-
“I then moved into group buying for
co-operative values especially when dealing
Maples when the Maple, Waring & Gillow
with our customers and staff.”
business was acquired by Asda/Allied
Over the last 25 years Matt has gained
end products to higher values. Since
Carpets, becoming buying controller and
2010, Archers’ AOV has tripled and its
experience in every aspect of the retail
then director of buying prior to joining
gross margins improve by 10% points.
furniture market. “I think you can safely say
Furniture Village,” he says.
This involved sourcing own-brand
I have furniture running through my blood
product, a complete estate refurbishment,
now,” he says. “It’s no longer just a job, but
owned department store, Newhouses
retraining the sales staff and the closure of
a passion. I love coming to work, even when
in Middlesbrough, in warehousing,
unprofitable stores.
the market is difficult, as furniture retailing
distribution, display and sales … until I got
really can give you the opportunity to try
the furniture bug!”
During this time Ross also developed an industry-leading website that contributes a
new things and gain new experiences every
significant contribution to Archers’ revenue.
day.”
Also returning is award-winning furniture designer and creative strategist Rob Scarlett.
Returning to the panel is regular judge
In addition to the day-to-day running of
“My early years were spent in a family-
The founding director of Scarlett Furniture
the business, Ross’ role includes identifying
Malcolm Walker. For the last 46 years,
& Print, a successful design consultancy
new store opportunities, negotiating
Malcolm’s career has revolved around retail,
creating commercial furniture designs
leases, and designing and project managing
chiefly in the home furnishing market.
for high street retailers, wholesalers and
Having been director of product for
shopfits, having opened three new stores in
sourcing agents, Rob has played a key role in
Furniture Village for many years, Malcolm
the design teams of some of the best-known
now runs his own consultancy business,
brands and businesses in the UK furniture
Ross spent 10 years with HSBC providing
FIRST (Furniture Industry Retail Scourcing
industry over the last 15 years, including
training in various countries to support their
Today!) MW, a progressive company that is
Willis & Gambier, Nathan Furniture and
global workforce redeployment.
working with the likes of Furniture Village,
Mark Webster.
the last two years alone. Prior to working in the furniture industry,
He has also enjoyed success with ranges
“I am honoured having been asked to be
Sterling and leading industry suppliers on
a member of this year’s judging panel,” he
product design, development, and concept
launched through UK retailers including
says, “and I’m really looking forward to
realisation.
Heal’s, Marks & Spencer, Furniture Village,
“It’s my job to bring products to life,”
seeing the innovative and creative designs
And So To Bed and John Lewis. More
once again produced by the very best the
says Malcolm, “and, in my opinion, it’s one
recently, he created new ranges for market-
furniture industry has to offer.”
of the best jobs in the industry. It plays to
leading sourcing solutions outfit, Source By
my commercial instincts, retailing strengths
Net.
Next is Matt Hesketh, MD of independent furniture retailer Anglia Home Furnishing
“Being a designer and creative strategist
and my creative ability. “I had been with Furniture Village
(AHF), whose 25-year career began in a
is the best job in the industry as far as I’m
start-up called Uno, where he started as a
for 20 years, and loved every minute,
concerned,” says Rob. “You get to be at
warehouse operative. Since leaving there
having experienced and been part of the
the leading end of development, defining
he spent time as a regional manager at ScS,
exciting growth story, from 12 stores to
business directions and curating the product
then on to DFS, before making the move to
current levels. During that time I have
lifecycles that go into normal homes. I
AHF eight years ago, when the business was
seen the business grow and evolve from
like to think in some small part that I’m
part of the Anglia Regional Co-Operative
a predominantly UK supply base into a
contributing to the wellbeing of real,
society.
respected, influential and global player
everyday people.”
Ross Beveridge
FN358_D.indd 116
Matt Hesketh
Malcolm Walker
Rob Scarlett
20/12/2018 14:09
OrbitalV
Re-marketing the furniture industry Re-marketing the furniture industry Bring your brand to life with enVision. Imagine your entire product range, in all possible options available, being shown on your customers website in a slick animation, using the latest
Bring your brand to life with enVision. Imagine your entire product range, in all possible options
technology to ensure they present in real life, high def inition quality. Re-marketing the furniture industry
available, being shown on your customers website in a slick animation, using the latest technology to ensure they present in real life, high def inition quality.
Orbital has the market know how and tech wizardry to build your product range in 3D. Apply whatever and wood f inishes wish toyour promote. Hey presto, there more hidden Bring yourfabrics brand tomarket life with enVision. Imagine entire product range, inare all no possible options Orbital has the know how you and tech wizardry to build your product range in 3D. Apply gems in yourfabrics range,and all wood the on wonderful combinations you have considered showing your clients whatever f inishes you wish towebsite promote. presto, there are no more hidden available, being shown your customers inHey a slick animation, using the latest over the are now able to be setcombinations f ree. Drop them into a bespoke CGI room set, bring gems in years your range, allto the wonderful youlife, have considered showing your clients technology ensure they present in real high def inition quality. over favourite the years are now able to be set f ree. Dropwould them a into a bespoke room set,you bring in your accessories, decorate as you dream photoCGI shoot and have
in your favouritesetting accessories, decorateup asand you ready would for a dream photo shootinand you have your wrapped theyour next shoot seconds. Orbital has thebrand market knowall how and tech wizardry to build product range in 3D. Apply your brand setting all wrapped up and ready for the next shoot in seconds.
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Orbital Visual Marketing
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118 | January Furniture Show Preview
Wiemann’s Cayenne
Tetrad’s Constable
Gallery Direct’s Milano
Think Rugs’ Woodland
Hall of fame
(Dining); and Think Rugs (Decor). The
The fourth edition of The Furniture Awards,
highly-commended entrants in 2018 were
which took place last year, was the most
Fortune Woods, Alpha Designs and Bentley
hard-fought to date. The 2018 judging
Designs.
panel comprised Malcolm Walker (Furniture
They join previous winners Henderson
Village), Jacquie Benedukt (Fenwick) and
Russell, Nicoletti Home, Collins and Hayes,
Debbie Watmore (AHF)
Nolte Möbel and Flair Rugs in The Furniture
“Now an intrinsic part of the January Furniture Show, The Furniture Awards
Awards hall of fame. James Hudson, sales and business
have become the ultimate celebration of
development director at two-times winner
furniture design across the whole industry,”
and one-time highly commended entrant,
commented show director Theresa
Gallery Direct, comments: “Winning these
Raymond, who, together with fellow show
awards means a lot to us. Every year, we set
director Laraine Janes, presented the
out to present something totally unique,
winners with their trophies once the show
coming in at a slightly different angle to
had opened, alongside Paul Farley and the
everyone else – winning The Furniture
BFM’s Jackie Bazeley.
Awards multiple times is a true industry
Last year’s winners were: Wiemann UK (Bedroom); Tetrad (Living); Gallery Direct
“Winning The Furniture Awards multiple times is a true industry endorsement of our ability to lead by design”
T
A
endorsement of our ability to lead by design.”
THE FURNITURE FN358_D.indd 118
AWARDS 2019
20/12/2018 14:09
Michae
Woodlands Way, The Ridge Hastings TN34 2RY
michael tyler furniture
T: 01424 756675 www.michael-tyler.co.uk
Visit us both at the January Furniture Show Hall 1 Stand 1-A25
w w w. h j o r t k n u d s e n . c o m / e n /
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120 | January Furniture Show Preview
This year’s shortlist
Accents
Another bumper crop of entries meant
• Hartman (stand 2-B25,
another difficult shortlisting process for this year’s judges, who selected the following entrants across The Furniture Awards’ five categories:
www.hartmanindoor.co.uk) – Julia resin chair • MAB (stand 1-A70, www.mab.pt) – Jerky • Thought Machine (stand 3-K62,
Living & Dining Cabinet
www.getsaviour.com) – Saviour
• ALF (stand 2-D20, www.alf.it) –Fusello table • Fortune Woods (stand 2-D10, www.fortunewoods.co.uk) – Pavillion • Gallery Direct (stand 3-L20, www.gallerydirect.co.uk) – Barcelona
Mattresses & Divans
ActivSleep, Sealy UK
• Sealy UK (stand 5-G80, www.sealy.co.uk) – ActivSleep • Silentnight (stand 5-G80, www.silentnight.co.uk) – Eco Comfort Breathe
Bedroom Cabinet • Frank Olsen Furniture (stand 4-A64, www.
• Vogue Beds (stand 5-C80, www.voguebeds.co.uk) – Maq bedstead
frankolsenfurniture.co.uk)– Intelligent • Jual Furnishings (stand 4-B41,
The judges will gather at the NEC before
www.jualfurnishings.co.uk) – San
the show opens to assess their shortlisted
Francisco smart range
entrants in person, before returning their
• Rauch Moebelwerke (stand 4-D30, www.rauchmoebel.de) – Miramar • Wiemann (stand 4-C50, www.wiemann-online.com) – Monaco
verdict on the first day of the show. “One of the best things about The
Collection 150, Parker Knoll
Furniture Awards is they truly represent the amazing array and quality of the products on show at the January Furniture Show.
Upholstery
We are looking forward to developing the
• Alpha Designs (stand 1-E85, www.alpha-
awards in future years, with the aim of
designs.co.uk) – Nido • Alstons (stand 1-C60, www.alstons.co.uk) – Savannah • Parker Knoll (stand 1-F20, www.parkerknoll.co.uk) – Collection 150 • Spink & Edgar Upholstery (stands 1-F90
making them a highly regarded, industrywide accolade,” concludes Cleere Scammel. Keep an eye on the Furniture News and January Furniture Show websites on the opening day if the show (20th January) for
Saviour, Thought Machine
news of this year’s winners …
and 1-G90, www.spinkandedgarupholstery.
www.januaryfurnitureshow.com/page/the-
com) – Tiffany
furniture-awards
Julia resin chair, Hartman
Savannah, Alstons
Tiffany, Spink & Edgar Upholstery
Maq bedstead, Vogue Beds
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Miramar, Rauch Moebelwerke
Barcelona, Gallery Direct
Pavillion, Fortune Woods Fusello table, ALF Intelligent, Frank Olsen Furniture
Monaco, Wiemann
Eco Comfort Breathe, Silentnight
Jerky, MAB
Intelligent, Frank Olsen Furniture
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Nido, Alpha Designs
20/12/2018 14:10
FN Rowico UK DPS Advert JFS 18
13/12/18
13:45
Page 1
Tate, the art of fine dining
JFS C52 HALL 1 01249 821 748 rowico.co.uk
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Iain James
January Furniture Show NEC Hall 1 Stand E55
IainJamesJan19.indd 1 B.indd 1 FN358_D.indd 124 Iain James Advert 031218
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January Furniture Show Preview Hall 1 | 125
HALL 1 Premium Design Tetrad ...............................1-F85, F90, G90
ACID.................................................. 1-B90
Richmond..........................................................1-B10
Akante.................................................................1-F72
Rowico UK ......................................... 1-C52
Verikon...............................................................1-B10
Alexander & James........................................ 1-B20
RV Design..........................................................1-B10
Vintage Sofa Company................................ 1-B65
Alfrank Designs .............................................1-D70
Siren Furniture ...............................................1-F10
Warwick Fabrics..............................................1-A10
Alpha Designs....................................1-E85
Soft Nord.......................................................... 1-E70
Westbridge Furniture Designs........... 1-D80
Alstons...............................................................1-C60
Source By Net UK..........................................1-D75
Whitemeadow Furniture.... 1-F40, G20, G21
Artedi................................................ 1-D60
Spink & Edgar............................ 1-F85/G90
Willis & Gambier ..........................................1-E60
Artistic Upholstery.............................1-E55
Steve Bristow Stone Masonry................... 1-F70
Winsor Furniture...........................................1-D40
Ashley Manor Upholstery .........................1-B80
Stone Italia .....................................................1-B40
Wood Bros Furniture.....................................1-F75
Ashwood Designs..........................................1-D30
Tamarisk Designs.......................................... 1-A20
Wychwood Design......................................... 1-A22
Baa Stool ...........................................................1-A18
TCH.................................................... 1-C43
XYZ Agencies ................................................. 1-A50
Baker Furniture......................... 1-G60, F60
Tente Castors .................................... 1-E75
Zenithart...........................................................1-D45
Bentley Designs ............................................1-A40 BFM................................................... 1-B32 Branded Furniture Company.....................1-G21 Brees New World............................................1-B10 Carlton Furniture ......................................... 1-B65
Duresta
Clemence Richard.......................................... 1-B50 Collins & Hayes Furniture..................1-C20 Content by Conran........................................ 1-F40 Corti Meubles...................................................1-B10 Covercraft ..........................................1-C40 David Gundry .................................................1-D50 Decora Mouldings.........................................1-G80 Duresta Upholstery ............................1-E20 Ercol Furniture ..............................................1-E40 Furniwood.........................................................1-A15 G Plan Upholstery ........................................1-D20 Gascoigne Designs.............................1-E45 Green Home Designs....................................1-G70 Greenwood Retail................................. 1-A1 Heico Fasteners ............................................ 1-A30 Hjort Knudsen............................................... 1 -A25 Iain James Furniture .........................1-E55 Indus Valley.....................................................1-A60 John Sankey.....................................................1-B60 Kesterport ....................................................... 1-E50 Levitas Design ................................................ 1-F15 Loma Living....................................................1-D75 Long Eaton Craft and Design Company ........... .............................................................................1-B60 Lyra Group....................................................... 1-E70 MAB Fabrica.................................................... 1-A70 Mark Webster Designs................................. 1-C30 Mason and Pearl............................................1-A80 Michael Tyler.....................................1-A25 Minerva Furniture Group.................. 1-D47 Orbital Vision.....................................1-E86 Orla Kiely...........................................................1-G21 Parker Knoll Upholstery .................... 1-F20 Paulus & Brown.............................................. 1-A50 Perfect Media..................................................1-G70 Pure Design......................................................1-B10 Qualita................................................................1-C32 R Griffiths Woodwear ................................. 1-A22 Richard Stamp Agencies..............................1-B10
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UNIQUELY ROWICO, DAY AND NIGHT Team Rowico is always excited about launching new products at the UK’s definitive lifestyle events, and the run-up to the 2019 January Furniture Show is no exception …
Stella armchair
and benches.
Rowico has grown significantly in the last
in two on-trend finishes – one featuring
three years, doubling its product portfolio,
vintage brass-look metal with metallic
maintaining its award-winning reputation
nutmeg-coloured surfaces, and the other
launch line-up. With its contemporary
for service, stock availability and prompt
in an ultra-modern deep charcoal, enriched
styling in cool monochromes and a vibrant
despatch, while continuing to offer unique
with gunmetal frames and detailing. The
turquoise, Sierra brings the company’s
and innovative designs – designs which
collection includes an impressive 12-place
comprehensive seating assortment to more
will be on display on its new steampunk-
dining option and a variety of occasional
than 40 models.
inspired stand, 1-C52.
pieces.
This year sees expansions to Rowico’s
The all-new Windermere further
The Sierra chair completes January’s
UK business director Caroline Henchcliffe would like to thank everyone for the warm
most popular ranges, as well as new
enhances Rowico’s offer. Attractive rustic,
response to its festive Bowood image which
collections and also some impressive
reclaimed timber in natural honey tones
featured on last month’s issue of Furniture
alternative chairs.
combine with contemporary styling and
News, and for the associated growth in
include character leather-loop handles
interest in one of the team’s favourite
collection, Bowood Day – which has a subtly
and matt-black metal legs. Chevron- and
ranges.
limed driftwood finish which contrasts well
harlequin-patterned exteriors help create
She adds: “Don’t forget to come and
with Bowood Night’s charcoal colourway.
dramatic centrepieces in what is Rowico’s
see Bowood in its stunning new Day finish
New pieces in the Bowood collection include
most eclectic collection yet.
– and all of our other uniquely Rowico
Bowood Night has been joined by a sister
benches, coffee tables and TV cabinets which complement the current favourites. Then there is Tate, an expansion of Rowico’s industrial series. It is available
FN358_D.indd 126
Rowico’s dining chair selection has
furniture – on stand 1-C52. We look forward
expanded significantly over the last 12
to welcoming you.”
months, and the bestselling Vicky chair sees
T 01249 821748
new additions including colour variations
www.rowico.co.uk
20/12/2018 15:24
Collins&
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128 | January Furniture Show Preview Hall 1
REALISING VISIONS OF A DIGITAL FUTURE This month sees creative digital agency Orbital demonstrate its commitment to the furniture industry as it takes to Hall 1 at the show – while supporting this year’s edition of The Furniture Awards by pledging a free launch package for the winner in each category … Bringing products to (digital) life – Orbital’s enVision platform creates photorealistic imagery for manufacturers and retailers
On display on Orbital’s imaginative, studio-
new launches, enabling retailers to market
based stand will be examples of the work it
them before they even land on the shop
has carried out for Sofa Workshop, Linwood
floor.
Fabrics, Wood Bros, Collins & Hayes, John
According to the digital marketing
built roomsets and animation options. From its headquarters in The Exchange in Long Eaton, Derbyshire, Orbital also provides a full website build and hosting
Sankey and Celebrity, amongst other
specialist, there is no need for restrictive,
service, all backed up by experienced graphic
projects.
time-consuming and expensive photoshoots
designers.
Orbital’s creative team will be on hand
– Orbital is able to simulate a range in
Find Orbital on stand 1-E86 at the show
to give demonstrations of what its team
photorealistic 3D, putting all the required
– and read more about the company’s
can do for customers’ ranges, and invites
viewing options at the target audience’s
involvement in The Furniture Awards on
visitors to make an appointment to discover
fingertips.
more. The company is able to deliver a quick turnaround on digital marketing assets for
Its service is delivered through a bespoke product builder, high-res imagery, bespoke-
p114 of this issue.
T 01332 552212 E matt@orbital.vision
An example of Orbital’s work in fabric simulation
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T: 0208 845 2727 E: info@artedi.co.uk Unit 17, Abbey Road Industrial Park, 1-29 Commercial Way, London, NW10 7XF www.artedi.co.uk
World leading supplier of indoor furniture to retailers and professionals. We provide high quality contemporary furniture for all purposes including wholesale, contract and home staging. We are continuously introducing new models and can also work closely with clients to develop lines for them. Please contact us to make an appointment to come see is at our London showroom. ArtediJan18.indd 1
21/12/2017 16:49
Gascoigne Designs are dedicated to producing truly outstanding furniture with exquisite detailing and sumptuous fabrics. Founded in 1989 by David Gascoigne, the privately owned luxury furniture manufacturer is world renowned for its high quality furniture and bespoke designs. (0115) 946 4070 GascoigneJan19.indd 1
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sales@gascoignedesigns.co.uk
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130 | January Furniture Show Preview Hall 1
Adding to the company’s comprehensive collection of classical furniture, Iain James Furniture (stand 1-E55, www.iainjamesfurniture.co.uk) will introduce several new pieces to its established Burr Walnut and Mahogany collections, including new coffee tables, consoles and lamp tables. The company will also launch stylish new products in curl walnut, rosewood, and – for the first time – hand-painted finish samples.
Vantage
TCH Furniture (stand 1-C43, 07973 731762, gbachelor@ tchfurniture.eu, www.tchfurniture.eu) is moving in a new direction. For 10 years, the company has manufactured on a made-to-order basis, which often created long lead times and proved costly. On Boxing Day 2018, the business launched TCH Premier, which sees it now keep bestselling items from its most popular collections in stock – in two colourways. Thanks to its factories becoming more productive, TCH has been able to reduce the prices of products bought via TCH Premier by 10%, while reducing lead times. All colour options and handle choices are still available to order through TCH’s standard system. The TCH Premier ranges will be shown at the January Furniture Show – but TCH will also be exhibiting at the AIS Furniture Show, where it plans to launch two new collections, Aria bedroom and Vantage dining. Vantage dining can be ordered in oak or walnut, and oak stocks will be available through TCH Premier. Aria bedroom is an AIS exclusive. For more details, contact sales director Greg W201 dining table
Baker Furniture (stands 1-F60 and 1-G60, www.bakerfurniture.co.uk) is looking
Bachelor via the channels detailed above.
ranges to suit every setting. Although varying in character, all of the
forward to welcoming customers old and
ranges share the same level of attention
new to its stand.
to detail and quality of design and
From contemporary to traditional, Baker Furniture’s collections are designed to reflect 21st-century living, with a variety of
FN358_E.indd 130
craftsmanship. In addition to presenting its current bestsellers at the show, Baker Furniture will
launch a number of new ranges as part of its Reclaimed, Rustic Oak, Fusion, Heritage and Little Tree collections. The company will also present an innovative bedroom concept which brings a new dimension to its already-diverse portfolio.
20/12/2018 15:32
AlphaJa
ALPHA D E S I G N S
Visit us at the January Furniture Show Hall 1 Stand E85
Nido
ALPHA DESIGNS UPHOLSTERY LIMITED T: 01902 492937 F: 01902 493700 E: sales@alpha-designs.co.uk Unit 1, Stag Industrial Estate, Oxford Street, Bilston, Wolverhampton WV14 7HZ
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132 | January Furniture Show Preview Hall 1
“Generate 25%, 50% , even 100% of
“We weren’t sure about hiring Greenwood at
in three weeks! If you make the decision
your annual sales in just three weeks –
first. People said ‘just do it yourself’, but we
to exit the business, it is well worth hiring
Greenwood’s clients will tell you that these
thought no.
Greenwood!”
sales returns are not exceptional but are
“Your man, Chris, was outstanding. He
Bernard adds: “Whether you’re looking to
typical, and are being seen by scores of
kept us all calm and helped us make the
grow your business for the future, or to find
retailers, right now, all across the UK and
most of our Greenwood closing down sale.
a profitable and controllable exit strategy,
Republic of Ireland,” says Bernard Eaton,
I would never have believed we’d block the
Greenwood has far more experience of
MD of sales promotion company Greenwood
main roads with traffic - we had to open a
planning and organising retail sales in
Retail (stand 1-A1, 01565 650101,
field for overflow parking!
this part of the world than any other sales
www.greenwoodretail.com).
“Everyone here enjoyed the whole
company in the world. This means that no-
Current Greenwood clients John and
experience. It was a joy! We cleared all the
one else in the world is better qualified to
Caroline King, the owners of Sparrow Hall
stock at good overall margin. An absolutely
help British and Irish retailers get the best
Furniture in Leighton Buzzard, comment:
fabulous result – about 85% of annual sales
out of their next big sales event.”
Crowds queuing to buy during a recent Greenwood sales promotion
TENTE Castors Ltd. 100 Papyrus Road Werrington Parkway, Peterborough, PE4 5HN T +44 (0) 1733 578111 info.uk@tente.com
www.tente.com
Meet us at: The January Furniture Show Hall 1, Booth 1-E75
TenteJan19.indd 1
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Greenw
As our clients know very well (and will tell you), the above sales results are not exceptional for a Greenwood COMPETITION Check your competition to find out what Sale. They are–standard. You could enjoy such recordbreaking sales Avoid results all-out too – with high margin they are offering. price wars. Bemaintained. sure to out-do
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your competition on the most relevant beneficial USP’s including choice, quality, value and service. Call Greenwood to mystery shop your competitors.
• PROMOTION – Promote your business effectively. THAT LIES HIDDEN IN
Every ~ YOUR ~ using a good retailer from Tesco toINVITATION Harrod’s does. Consider ‘Greenwood’ sales promotion to increase sales, turn stock into Come and See Us on Stand A1 in Hall 1 cash and win future market share, while protecting your profit at the at the same time. Call Greenwood! NEC JANUARY FURNITURE SHOW on01565 650101 for a free, Why not call me today on FIND MORE confidential, no-obligation consultation? I can 20th toOUT 23rdbusiness January 2019
YOUR BRAND…
outline sales projections and costs over the phone. ABOUT GREENWOOD SALES...
DON’T MISS OUT
Limited bookings for 2017 and 2018 are now being taken Take aon look at our website or call us now on 01625 521010, a first come first served basis. The best launch dates always go first. or,Don’t sendhire an aesales mailcompany enquiry, gladly you to untiland youwe’ll have spoken to call Greenwood.
discuss the exciting possibilities we can offer you,
All we ask,To is for theout opportunity to explain why you can trust Greenwood find morewithout without obligation, or to book a sale, - Britain’s obligation. Leading Experts Retail Promotion yourand nextI’ll big sales event. call innow onSales 01565 650101,- to orhelp sendyou anplan e mail
gladly call you.
Come and see us at the NEC to find more. We are now booking events right across theoutUK and Ireland for We can usually outline costs and sales projections after a brief discussion. the rest of 2013 on a first come first served basis. Book early toprefer, guarantee exclusivity We’d your love to sales see youevent there. Or, if you why not call us directly on 01565 650101 for your free, no-obligation business consultation. for confidential, your business.
GREENWOOD RETAIL LTD GREENWOOD RETAIL LTDLTD GREENWOOD Britain’s Leading Experts in Retail RETAIL Sales Promotion since 2002 Britain’s Leading Experts in Retail Sales Promotion since 2002
sales@greenwoodretail.com www.greenwoodretail.com Britain’s Leading Experts in Retail Sales Promotion
sales@greenwoodretail.com
www.greenwoodretail.com
1 Wilmslow House, Grove Way, Wilmslow, Cheshire, SK9 5AG sales@greenwoodretail.com www.greenwoodretail.com
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January Furniture Show Preview Hall 3 | 135
HALL 2 Premium Design 4 Level Design................................................ 2-B12
Ego Italiano ....................................................2-C50
Oriental Carpets and Rugs.................2-H40
ALF Uno .......................................................... 2-D20
FIRA................................................... 2-B11
Premium Sofas...............................................2-F35
AIMMP - Ass. Ind. Madeira e Mobiliario
Fortune Woods...............................................2-D10
Rama Carpets.................................................... 2-G1
Portugal................................................ 2-G40, G45
Furlong Flooring...........................................2-H20
Rom....................................................................2-F20
Albea Mobili....................................................2-F42
Gooch Oriental Carpets..............................2-H54
Ross Fabrics..................................................... 2-B10
Aleal....................................................................2-E30
Grafton Everest..............................................2-B30
Scandicsofa......................................................2-E52
Alpine Lounge.................................................2-B30
Gwinner Wohndesign ....................... 2-E40
Sikorski Supreme Furniture .................... 2-B44
B4 Living..........................................................2-C20
Handicraft........................................................2-F45
Sits..................................................................... 2-A20
Battistella........................................................ 2-D30
Hartman...........................................................2-B25
Skovby Mobelfabrik......................................2-E20
Bazaar Group...................................... 2-F10
Interiors Monthly.......................................... 2-B13
SSF..................................................................... 2-B44
Cabinet Maker................................................2-A10
Italia Living ................................................... 2-B20
Swan Retail ......................................................2-F15
Calia Trade.......................................................2-C30
Italian Chamber of Commerce................ 2-B42
The Vintage and Modern Rug Co ........... 2-FL9
Camel Group .................................................2-D40
Joy Glory Furniture & Foam Shenzhen ............
Think Rugs.......................................2-H40
Casadevall Romania.................................... 2-B46
............................................................................ 2-G20
Tomasella Di Tomasella Luigi & C..........2-C50
Chasco Furniture...........................................2-B30
Kulik System.................................................. 2-B40
Violino.............................................................. 2-G20
Custom Made Home Design ..................2-F62
Maze Rattan................................................... 2-C60
Visual Soft.......................................................2-H44
Domitalia.......................................................... 2-B15
Nordic C............................................................ 2-A15
Battistella
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136 | January Furniture Show Preview Hall 2
SOFT SEATING SPECIALIST SETS SIGHTS ON STORES With its first in-store retail range set to shake up the soft seating sector being launched on stand 2-F10, Northumberland’s Bazaar Group has come a long way since its formation in 2005. Paul Farley caught up with Philippe Galland, Bazaar’s sales and marketing manager, who has overseen the creation and launch of its new collection, Ayla …
Ayla snug chair
Ayla Wave sofa
“Space in the home is shrinking,” says
something that offered support and comfort
any space,” says Philippe. “It’s furniture
Philippe, “and with the trend towards
but could also move and mould with the
that lives with you, and not the other way
compact living, it’s important to have a
body. To ensure the pieces kept their shape,
around.”
different mindset as a starting point for
we needed a certain amount of structure,
developing new products.”
so we spent months working with different
means they do not take up much floorspace,
For retailers, the size of each model
upholsterers and furnituremakers to find
and can be easily moved into different
the design process is infectious, and aided
techniques that could do all that, as well as
in-store lifestyle displays. But perhaps the
by his warm Gallic charm. He speaks a lot in
remain lightweight.”
biggest factor in Bazaar’s favour is its slick
Philippe’s passion and enthusiasm for
logistics operation and rapid lead times,
concepts – shapes, living trends and design
Bazaar Group has been making soft
– but it’s clear a lot of market research has
seating for 13 years, growing from the
developed over years of online fulfilment.
gone into the launch.
days when founder Jayne Dolder sold a few
Bazaar offers a range of delivery options,
homemade pieces to its current 42,000ft2
all of which negate the need to carry large
investigations highlighted increasing
commercial premises. It now boasts a
amounts of stock.
migration to urban areas, with smaller living
seven-figure turnover, and estimates that
spaces. According to the World Bank Group,
5% of all UK homes house at least one of its
thinking retailers will see what Bazaar is
the average floorspace of UK homes is just
products.
trying to achieve with Ayla. “The consumer
Prior to Ayla’s launch, Bazaar’s
80m2, making them some of the smallest in
Philippe believes the company’s success
Philippe is confident that forward-
is a lot braver than you think,” he says.
Europe – and Bazaar sees an opportunity
is down to its approach to design, which
“There are some retailers who will keep
here.
always begins with how a person interacts
doing the same thing, but then expect
with a piece of furniture – a philosophy
different results – isn’t that Einstein’s
category in retail,” says Philippe. “Our
which has been developed through its
definition of insanity?
history in the category has shown us there is
educational range, Eden Learning Spaces.
“Soft-seating is an underdeveloped
a real hunger for well-designed pieces that
The Ayla collection comprises the Wave
“Sometimes, when things get tough, it’s that differentiation that becomes even more
fit in with urban lifestyles and shrinking
sofa, love seat, snug chair and Origami
important. This concept is actually very
living spaces.
pouffe. “The models are easy to move
consumer-friendly.”
around and versatile enough to work in
www.bazaar-group.uk
“The challenge for us was to create
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January Furniture Show Preview Hall 2 | 137
swivelling TV pedestals.
Founded in 1930, Gwinner (stand 2-E40,
Gwinner also specialises in furniture
www.gwinner.de) offers a comprehensive
with functionality, as can be seen in its
collection of storage furniture, with
innovative Media Concept Collection,
LED accent lighting is also available as an
matching coffee tables and an extensive new
which integrates storage furniture with AV
option, along with a neat electrical storage
variety of dining tables, benches and chairs
equipment, such as infra-red repeaters,
compartment to hide all the wiring and
in leather and fabric.
sound bar flaps, sound doors and fixed and
necessary transformers.
A remote control to dim and turn off the
Media Concept MC921 and coffee table in white lacquer and honey oak timber
BRAND LAUNCH WE’RE EXHIBITING AT
NEC 20-23 JAN 2019 HALL 2 STAND F10
Small footprint, flexible furniture for life that’s larger than today’s living room.
Moving beyond the methods of traditional furniture making, Ayla’s innovative soft seating concepts give your customers greater freedom to live the way they want. Discover Bazaar Group’s new concept at www.bazaar-group.uk/ayla T: 01670 594137 E: ayla@bazaar-group.uk BazaarJan19.indd 1
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FEBLAND FURNITURE | LIGHTING | ART & GIFTS
Di ni n g tabl e s & C h a i r s
M osa i c Gla s s La m ps
Bespoke & Contract Furniture
F abulous Gif tware
Come to our Blackpool Showroom for all the latest in Modern Furniture, Lighting, Ar t & Gif tware
HALL 3 STAND Q60
Hall 1 Stand B20-a21 3-7 February 2019 NEC Birmingham
Febland Group Ltd Flag House, Ashworth Road Blackpool, Lancashire, FY4 4UN
SHOWROOM OPEN 7 DAYS A WEEK
Email: info@febland.co.uk
tel: 01253 600 600
FN358_E.indd 138 1 FeblandJan19.indd
M o N - F R i 9 A M - 5 : 3 0 p M S At 9 A M - 5 p M S U N 10 : 30 A M - 4 : 30 p M
Web: www.febland.co.uk
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K
M
k
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January Furniture Show Preview Hall 3 | 139
HALL 3 Interior Accessories and Light Sassy Home.....................................................3-E50
Abbeylands Furniture ........................3-K10
Lock and Key Creations.............................. 3-Q50
Ancient Mariner Furniture Co .................3-P20
Malini ...............................................................3-K43
SATRA Technology............................ 3-L64
Art Marketing................................................ 3-K50
Marshall Arts.................................................. 3-Q15
Scatterbox..........................................3-K10
Artko ............................................................... 3-M40
McGowan & Rutherford ..................3-H70, K70
Searchlight Electric .....................................3-B20
Artsource 121...................................................3-P55
Mindy Brownes...............................................3-J20
SHH Interiors ...................................3-H40
Ascott................................................................ 3-K60
Minster Stylish Living .....................3-E65, G60
Taylors (Scotland)............................. 3-R20
Asiatic Carpets.................................. 3-K30
Morfus.............................................................. 3-Q36
The Libra Company...................................... 3-P10
ASR Interiors ..................................................3-P25
Multi-light...................................................... 3-B60
The Lighting Association........................... 3-A60
Belltrees Forge ..............................................3-P50
Nordium Lighting .......................................3-D60
Thought Machine Group ................... 3-K62
Blue Bone Imports ...................3-M10, M20
Oaks Lighting..................................................3-C30
tp24....................................................................3-A35
Blue Poppy Art................................................3-R45
Obaby ............................................... 3-P40
TreeLocate (Europe).....................................3-R50
C & S Loxton....................................................3-A32
Pacific Lifestyle..............................................3-H15
Tweedmill Textiles ......................................3-Q30
Calex.................................................................. 3-B60
Paperlounge....................................................3-Q32
Uneek Home Accessories............................ 3-Q12
Camelot Pictures ............................. 3-M45
Paul Martyn Furniture................................. 3-R18
Urbanfitter Co ................................................3-L62
Carbon Shiner.................................................3-L62
PEB Imports....................................................3-G52
Wholesale Furniture Direct..................... 3-M50
Cargo Express Delivery ..............................3-Q53
Pharmore .......................................... 3-J40
Wilde Java......................................... 3-N10
Charles Taylor Trading.................... 3-E70, G70
Premier Housewares...................................3-N40
Worldwide Reproductions......................... 3-G30
CIMC .... 3-E20, E24, E15, F15, F17, F18, F20
Red Mud............................................................3-L50
Yearn Glass....................................... 3-G20
Collier & Dobson .......................................... 3-G48
Roost Furnishings ........................................3-Q34
You’re Furnished ......................................... 3-N20
Complete Colour ............................... 3-R30 Creative-Cables Unipersonale..................3-C42 Culinary Concepts............................... 3-H1 DB Mirrors........................................ 3-L60
The Libra Company
Dar Lighting.......................................3-G15 DCUK................................................................. 3-L66 Derry’s ............................................ 3-M22 Designworks 21 ................................ 3-Q36 DispatchTrack.................................................3-P52 Dooley’s Furniture .......................................3-A30 Double U...........................................................3-P52 Dutch Imports............................................... 3-H30 Eco Furniture..................................................3-P70 Eco India Direct ............................................3-Q52 Edge Company................................................3-L52 Elstead Lighting................................ 3-A40 Exclusive Designs......................................... 3-Q40 Febland............................................. 3-Q60 Final Touches Dundee .............. 3-N45/N50 Firstlight Products....................................... 3-C60 Franklite ......................................................... 3-B40 Furniture News.................................. 3-Q11 Gallery Direct ................................... 3-L20 Genesis Fine Arts ...........................................3-J20 Girard Sudron UK .........................................3-B30 Hill Interiors ................................................. 3-D20 Himalaya Traders......................................... 3-G50 Homebrands................................................... 3-N20 Hutig..................................................................3-Q37 Illuminati Lighting UK ...............................3-C40 Impex Russell................................................ 3-D40 Indian Hub........................................................3-J25 Inspired Lighting.................................3-A10, A20 Jonart Design..................................................3-P42 K J Edwards (Electrical) .............................3-C30 Kelston House International.................... 3-K20 Lightwave Interactive .................................3-E80
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GALLERY IS BACK, BIGGER AND BRIGHTER January is always an exciting time for Gallery Direct, and this year looks to be no exception. The company will exhibit at Top Drawer and Spring Fair, as well as the January Furniture Show, where its signature double-decker stand will be bigger than ever …
Pippard open display unit and Treyford sofa
Gallery’s 912m2 stand will feature its SS19
and champagne finishes, this eye-catching
mirrors and wall art, adding even more
Collection, along with a selection from its
feature piece will create a statement in any
diversity to the catalogue, and an eye-
current catalogue.
interior.
catching selection of products from Gallery’s
“The exhibitions give us the perfect
New ranges include two living and dining
latest textile brand, Lagom. Featuring bright
opportunity to showcase our exciting new
collections, Barcelona and Madrid, which
contrasting colours in a variety of geometric
range, and to meet customers, both current
offer a mid-century look combined with a
patterns with added embellishments –
and potential,” says James Hudson, Gallery’s
modern style.
including embroidery and end tassels – the
sales and business development director.
There are also some occasional ranges,
cushions and throws are ideal for adding a splash of colour.
“We love being able to show them our
such as Kerala, which offers a coffee table,
products in person, talk them through the
a two-door cabinet and a side table with a
different collections and suggest items that
useful shelf. Featuring exquisite detailing
collection, visit Gallery on stand F47 at
work well together.”
in the design with stylish textured panels,
Top Drawer, on stand 3-L20 at the January
Kerala adds a bohemian feel to any room
Furniture Show or on stand 8E06-F07 at
The new collection features a diverse range of products, from upholstery to textiles and furniture to mirrors, adding to Gallery’s already extensive catalogue.
setting. But it is not just the furniture collection that is being extended – there are new
To be amongst the first to see this new
Spring Fair.
T 01795 439159 www.gallerydirect.co.uk
Following the successful launch of its luxury British-made sofa beds at the Bed Show last autumn, the company is introducing sofa versions, chairs, corner units and footstools to co-ordinate with the current sofa bed offering, as well as a budget model, an occasional sleeper sofa bed – all made by skilled craftsmen at its manufacturing unit in Wiltshire. On the furniture side, there are range extensions to some of Gallery’s current collections, such as the popular Pippard. One of the products is a striking open display unit which features a geometric design with middle mirrored shelf and six open-sided glass shelves. Available in black
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Kerala
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Gallery
www.gallerydirect.co.uk | T 01795 439159
Exclusive Preview
NEW IN for SS19 Stylish yet reminiscent of the mid-century design period the Barcelona range has an iconic design with inlaid white marble and sleek lines. Visit us at Top Drawer, the January Furniture Show and Spring Fair for an exclusive look at our new ranges for 2019.
13-15 January 2019
20 - 23 January 2019
3 - 7 February 2019
Home Classic | Stand F47
Hall 3 | Stand 3-L20
Hall 8 | Stand 8D12-E11
Olympia London
NEC Birmingham
NEC Birmingham
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From the heart of London’s Shoreditch
Saviour is a quiet mechanical object which
of however much money the owner wishes
district, Saviour (stand 3-K62,
rotates to covertly communicate the status
– one notch might mean one pence, or it
www.getsaviour.com) offers an innovative,
of the owner’s savings account – and the
might mean £100. And, states Thought
wall-mounted device which promises to
beauty of its non-digital interface is that
Machine, the company behind Saviour, if
bring a new aspect to any stylish, connected
only the owner will know what it means.
guests perceive it as a well-crafted designer
home.
Saviour can be set to move in increments
clock, feel free to let them!
Asiatic is a leading company in the rug industry, supplying major retailers in the UK and across the globe. We are renowned for design and innovation and are a pioneering and dynamic force in the world of commercial fashion focused rugs. Hundreds of new products and more than 40 new ranges will be showcased for the first time at the January Furniture Show 2019.
COME AND VISIT US AT HALL 3 STAND K30
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FOUR DECADES OF DESIGN AND DIVERSIFICATION Abbeylands Furniture celebrates 40 years in business this year. Established in 1979 by Danny Fitzpatrick, Abbeylands started out as a furniture manufacturer – but when Danny’s daughter Caroline Horgan took over from her father, the sector was in decline. Caroline had to look at the capabilities of the company to survive, and 12 years ago it diversified into home interiors, which proved a smart move …
SS19 collection
C Today, its Scatter Box brand is one of
features the brand’s own original hand-
business over the past 40 years, whether as
Ireland’s leading designer furnishings
painted designs.
a customer or colleague. We can’t wait to
brands, supplying many renowned
MD Caroline says: “Twelve years ago we
show you our exciting new spring/summer
retailers throughout Ireland and the UK.
survived because we diversified, and I’m
2019 collection, and to meet our existing
The company manufactures and supplies
delighted to be able to celebrate Abbeylands
and potential new clients. Come and join
handmade cushions from exclusive
Furniture being 40 years old. I would like
us in a little celebration at the January
European fabric mills, and is known for
to thank all those who have supported the
Furniture Show.” The Scatter Box design team is a
its impressive digitally printed cushions, produced from its own original hand-
passionate home interior specialist, and
painted designs.
travels the world, sourcing materials to produce two collections each year. These
Alongside these, it stocks a range of velvet upholstery furniture, original hand-painted
collections comprise the latest colours and
art, home accents, curtains, bedding and
designs, and reflect the different moods
throws.
and expressions of the current interiors and fashion trends, offering high-quality
Scatter Box first exhibited at the NEC in
products at affordable prices.
2006, and this year the company is excited
As well as its Birmingham appearance,
to be exhibiting at the January Furniture
Scatter Box will also make its debut at
Show on stand 3-K10, its biggest to date.
Ambiente, taking place in Frankfurt from
To celebrate its 40 years in business, the company invites existing and potential new
8-12th February. “We are looking forward
customers to join the team on its stand for
to expanding and establishing a presence in
a glass of prosecco or coffee, handmade chocolates and an exclusive free gift that
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AW18 collection
the European market,” Caroline concludes.
www.scatterbox.ie
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CIMCJ
SAHARA
Collection
Crafted with clear mirrored panels that have carefully been etched with a delicate quatrefoil pattern that gives this range an elegant finish, the Sahara range is finished with chrome feet. For that extra glamorous finish
Established in 1988, CIMC Ltd is a leading provider of furniture, lighting and accesories in the UK
CORDELIA
BAYVIEW Collection
Collection
Brings a wonderful modern twist on a classic natural wooden furniture range.
Simply stylish and sophisticated, the Cordelia range features a sleek modern design to enhance any room
Come and join us at the Come and join us at the
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INTERIOR ACCESSORIES Hall 3 Stands 3-E20, 3-E24, 3-E15, 3-F15, 3-F17, 3-F18, 3-F20
For further information visit our Showroom or contact us on: 0116 287 5288
www.CIMChome.com
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Obaby (stand 3-P40, www.obaby.co.uk) is looking forward to its
Stamford sleigh range continues to exceed all expectations, and has
first furniture show, where it will welcome the new Madrid nursery
continued to grow – it now includes a choice of Space Saver cot, Mini
furniture range to its ever-growing collection of stylish cots, cot
cot bed, Classic cot bed or the top-of-the-range Luxe cot bed. Once
beds, changing units, wardrobes, toy boxes, chests of drawers,
the customer has chosen their cot or cot bed, they can mix the rest of
shelves and full sets.
the range to suit their individual needs, no matter how big or small
Following warm responses from the industry at the recent Cologne nursery fair, the Madrid range will be released in two colours which combine high-quality gloss with a contemporary grain finish. As well as the new 2019 collection, Obaby’s award-winning
their nursery. With licensed Disney and Tiny Tatty Teddy products and printed furniture in a range of colours and patterns, Obaby looks forward to expanding its customer base this month.
Complete Colour Ltd Wall Art & Accessories for the Furnishing Trade
Hall 3 Stand R30 2019 January Furniture Show
Sculpture
Lighting
Framed Prints & Liquid Art
Cushions
Vases
www.completecolour.com sales@completecolour.com
Tel: 020 8558 0057 CompleteColourJan19.indd 1
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Find us at the January Furniture Show 2019 Hall 3, NEC Birmingham Launching our SS19 collections of indoor and outdoor lighting, furniture and mirrors exclusively at The January Furniture Show. darlighting.co.uk | 01295 672200
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Only you will know what it means A quiet mechanical object designed to secretly represent your money getsaviour.com
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Final Touches will also introduce the
A new year means new products at Final
modern twist. Visitors should remember that
Touches (stands 3-N50 and 3-N45,
upmarket Empire Collection, a far-from-
www.finaltouchesltd.com), and 2019 is
minimalistic bedroom range which is
Final Touches is not just proficient in
no different, as the company continues to
composed of bold details and patterned effects.
furnituremaking – its framed artwork
The last new launch is the largest, a
expand its range with three new furniture
collections continue to impress year on year,
collections due to launch at the show.
collection which features more contemporary
and the show will feature new additions to the
Over the course of the last year the
furniture pieces. Under wraps until the show,
Mixed Media Art range and the company’s
it takes an ancient luxury feel and adds a
new, award-winning KCA drinks bottles.
company’s in-house team has worked tirelessly with manufacturers to turn its knowledge of trends and concepts into reallife quality products – one of which is The Simply Mirror Collection, a modern bedroom range featuring a simplistic and minimal design with a price tag that enables retailers to market a stylish and quality product at competitive prices.
FINAL TOUCHES HALL 3 STAND N49 & N50
Make sure to visit us this January when we will be launching three new furniture ranges and exciting new editions to our artwork collections.
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Bluebon
bluebone January Furniture Show Hall 3A M20 & M10 Spring Fair Hall 1 Stand D12
www.bluebone.co.uk Unique and Exclusive Designs, Soft Industrial, Retro & Vintage Furniture and Accessories, Coastal, Root and Seating
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CIMC PROMISES FIRST LOOK OF TOP TRENDS Ahead of the game as always, CIMC Home, one of the UK’s leading suppliers of fashionable furniture, lighting and homewares, pledges to bring some of the top-trending home interior looks for 2019 to the January Furniture Show …
Bayview
promises to open up any dining room space.
With more people steering towards urban
and loud prints are all yesteryear’s news –
living, the need for purposeful furniture
and that 2019 will see the comeback of art
that is both practical and stylish is now
deco style (albeit a stripped-back version).
home retreat evokes. Opulent fabrics and
very much in demand, reports CIMC Home,
This time around, it is all about natural
materials such as velvet and chrome bring
which, informed by this trend and taking
materials, minimal style and creating open
a high-end luxe feel to any room, and, new
inspiration from the popular mid-century
spaces – the idea of a home retreat, away
for spring 2019, CIMC has designed the
modern look, has designed a new range of
from a busy work life.
attractive Cordelia furniture range, which
Then there is the touch of luxury that a
Bearing this in mind when designing its
features a chrome sculptured base with a
furniture, CIMC has created a new bedroom
tempered glass tabletop, and consists of
Crafted from glass and chrome, value
and dining range, the Bayview collection.
furniture for the hallway through to the
ranges like Nova are suitable for smaller
It features a natural wooden construction
lounge and dining area.
spaces in need of a style makeover on a
with a circular art deco-style pattern with
budget.
mirrored insets. Versatile enough to blend in
jewel-toned velvet seating with a diamond-
with existing decor, its natural neutral shade
back quilted design for a truly luxurious
living and dining furniture including tables, stools and bar carts.
CIMC believes that overcrowding, layering
The table can be accompanied with rich
look. This is only a handful of the new ranges from CIMC for spring 2019 – interested parties can enjoy an exclusive first look at the full range of new products at the company’s Leicester-based showroom from 3rd–9th January. CIMC will not be exhibiting at Spring Fair this year, so urges stockists to book a showroom appointment or visit its stands at the NEC – 3-E20, 3-E24, 3-E15, 3-F15, 3-F17, 3-F18 and 3-F2. Cordelia
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T 0116 287 5288 www.cimchome.com
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WildeJ
Wilde Java Home Accessories
Stand 3-N10 Handmade for you… In this modern world consumers want to know where products they purchase are from be it food, clothing or any other commodity. People want to know the source of the products they are buying. At Wilde Java we have never dealt with any mass producing export factories in the far east, instead we choose to work with families we have dealt with for over 10 years making by hand unique products. We believe that todays consumer would be interested and happy in the knowledge that some of the money they have spent on an item will be filtered back into the local communities in Indonesia from where the products are sourced and to also know that the money they are spending helps towards supporting local communities. At JFS this year Wilde Java will be launching a new logo “Handmade Just For You” giving you the retailers a refreshing new USP to bring to your customers in 2019.
Wilde Java, furniture and accessories - T 01922 451444 - www.wildejava.com Westpoint, Middlemore Lane West, Aldridge, Walsall, West Midlands, United Kingdom, WS1 8DT
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SATRA (stand 3-L64, 01536 410000, www.satra.com) will make its
Taylors of Scotland (stand 3-R20, www.taylorsofscotland.co.uk)
January Furniture Show debut, following an “extremely positive
is looking forward to extending a warm welcome to customers old
year”, with furniture testing numbers doubling in 2018.
and new.
SATRA reports that it has seen growth in chair and cabinet
The company plans to launch its Fusion living and dining
testing work, and in flammability testing for both the domestic and
collection – comprising a mix of mango wood and exposed metal
contract markets.
in a rich chestnut colour, featuring sliding door fronts and a soft
Geoff Bindley, SATRA’s furniture and floorcoverings business manager, says: “We are delighted to be exhibiting at the January
industrial feel. There will also be new additions to its bestselling occasional and accessories collections.
Furniture Show for the first time, and look forward to meeting our established clients and new manufacturers and suppliers over the four days. My team and I will be on hand to explain how furniture testing and our Diamond Certification Programme can give you, and the brands you supply to, confidence that your products are fit for purpose, safe and comply with the necessary European regulations.” SATRA celebrates its 100th anniversary this year, along with 21 years of furniture and floorcovering testing, demonstrating its heritage and wealth of knowledge in testing and certification. SATRA has an extensive modern test facility at its headquarters in Northamptonshire, with dedicated flammability and chemical laboratories for heat and flame testing, Chair testing at SATRA
and restricted substances evaluation.
This year, Blue Bone Imports (stands 3-M10
– beautiful boutique hotels, luxurious
and 3-M20, www.bluebone.co.uk) will bring
textures and botanicals, but always with
Bar Blue to the January Furniture Show.
the trademark Bluebone easy living vibe.
The supplier invites visitors to relax
Find exciting new dining ranges paired with
amid cantina-style reclaimed boatwood
well-priced chairs, really gorgeous living
and its signature cafe-bar industrial range,
and occasional pieces and some wonderfully
alongside its new Chair Gallery, which
useful accessories to complete the looks.”
features fresh styles of velvet and faux leather dining and accent seating. From there, visitors can cross the aisle to Bluebone’s main stand to explore its themed Design Zones including Luxe Dining, Live Edge, Cool Copenhagen and the Arboretum. “We have curated strong interior looks,” says Bluebone’s Els Coolen, “inspired by trends from the leading market influencers
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Bluebone reports that its bespoke Retail Display Packages have continued to thrive, with the conceptual approach proven to result in extra sales. “We relish these collaborations, with solutions for small spaces and large areas,” concludes Els. “We can’t wait to share our vision for 2019 with you.”
20/12/2018 14:09
Obaby
®
Wa rm
Gre
y
Wh
ite
Tau p Gre e y
www.obabystamford.co.uk
Hall 3, Stand P40
www.obaby.co.uk 01652 641491
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Febland’s (stand 3-Q60, www.febland.co.uk) new giftware lines include quirky resin figures, funky wall clocks, glass animals, colourful coasters, animal Cleo Fruit sofa
doorstops and footstools. The supplier will also feature new lighting, wall art and furniture from its most recent buying trip, plus colourful upholstery that can be specified to bespoke tastes, thanks to a wide array of complementary fabric choices. Febland will also be present at Spring Fair next month, on stand 1-B20-A21.
As Derry’s (stand 3-M22, www.derrys.com) enters its 40th year of trading, it is working harder than ever to stay ahead of the pack and give itself the best possible chance of growing its business, together with its customers. With this in mind, the Derry’s team has travelled further than ever before to source new product lines, including cabinet and high-quality upholstery. To celebrate its 40th year, Derry’s plans to launch six new ranges at the January Furniture Show, with more to come later in the year. Derry’s would like to thank all its customers – whether new, or of 40 years – for taking the time to look at its products, and the company looks forward to maintaiing those working relationships over the next four decades.
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SATRA
FURNITURE TESTING AND CERTIFICATION
SATRA carries out a wide range of physical, chemical and flammability testing and is ISO 17025 UKAS accredited. Expert technical advice on UK and European standards and the mandatory tests for domestic and non-domestic upholstered furniture, to comply with the Furniture and Furnishings (Fire) Regulations for flammability. SATRA Diamond Product Certification available for products that meet extra quality standards.
www.satra.com furniture@satra.com Tel: +44 (0)1536 410 000
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COME AND VISIT US AT THE JANUARY FURNITURE SHOW
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Elstead Lighting (stand 3-A40, 01420 82377, www.elsteadlighting.com) recently launched its 2019 catalogue, which includes over 2500 fixtures and portables. Many will be showcased at the Light at the January Furniture Show, including the Octavia table lamp (pictured), which was designed in New Orleans. Elstead holds a large stock of catalogue items, making it an ideal partner for independent furniture retailers, but also collaborates with larger organisations to create bespoke lighting collections. Visitors will also see the endless new opportunities that the Elstead The SHH Interiors (stand 3-H40, www.shhinteriors.co.uk) range of
shademaking service
framed artwork is made in the UK by a talented team of designers,
can offer a business,
artists and craftsmen.
with a fabric book of
Each piece is created in the company’s Lancashire
over 250 carefully
manufacturing facility, skilfully hand-embellished to high
curated fabrics
standards while being well priced and on trend. Contact SHH to
suitable to make
arrange a visit to its trade showroom, which offers a cash-and-
attractive and more
carry facility.
unusual lampshades.
Visit us in Hall 3 K20
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DB
Morfus ® is a beautifully engineered, interlocking birch plywood display and storage system for the home and office. It comes in many different compatible modules, accessories and colours making it endlessly adaptable to suit your space and your needs.
MIRRORS
Shabby ornate mirror collection Mirrored bedroom range
• Mirrors • • Mirror framed artwork • • Art Nouveau Mirrors •
See us at the January Furniture Show Stand 3-L60
SUSTAINABLE, MODULAR, ADAPTABLE, ROBUST AND TIMELESS
Contact Dave Butler T: 07715 690267
|
E: dbmirrors@gmail.com
www.morfusuk.com
SOME PEOPLE LOOK FOR A BEAUTIFUL PLACE OTHERS MAKE A PLACE BEAUTIFUL
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VISIT US AT THE JANUARY FURNITURE SHOW HALL 3 STAND 3-M22
Tel: (0044) 3885 1509 Email: sales@derrys.com www.derrys.com 85 Teaguy Road, Annaghmore, Co. Armagh BT62 1LX DerrysJan18.indd 1
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Yearn Glass (stand 3-G20, 02085 333307 www.yearnglass.co.uk) is approaching its 40th year in manufacturing, and still hand-makes 90% of its products in its East London factory. Now a recognised brand, Yearn boasts a diverse skills base, which comes together under one roof to create expertly realised mirrors.
Sorrento
Camelot Pictures (stand 3-M45, www.camelotpictures.com) will launch its new 2019 collection at the show. Using a mix of current trends and styles, combined with over 40 years of industry experience, Camelot has produced a catalogue which it believes to be unrivalled in both quality and affordability. Whether images for retail, a design contract or a show home are required, Camelot will work with each client to produce the most suitable product at the right price. One of few companies still manufacturing artwork in the UK, Camelot’s experience, flexibility and service makes it a strong supply partner for any project.
VISIT US AT
January Furniture Show
20th - 23rd January 2019 | Stand: Hall 3 Stand H1
www.culinaryconceptsliving.com | trade@culinaryconcepts.co.uk | 01252 852 235 CulinaryConceptsJan19.indd 1
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your home for furniture 01132 715151
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HALL 4 Living & Dining RS Furniture................................................... 4-A52
Arkos.................................................................4-D65
Ideal Products.................................................4-C30
ASG................................................... 4-E60
Italian Interiors.............................................4-D36
San Martino ...................................................4-D36
AWS Trading..................................................4-D60
Jianghu Glory................................................. 4-E74
Seconique.......................................... 4-C20
Ballywilliam................................................... 4-A65
Jones & Co..........................................4-E10
Sherrill Furniture......................................... 4-D72
Belvedere Reproductions...........................4-A66
JTW Product .................................................4 -D47
SJ Units ............................................................ 4-C65
Besp-Oak................................................4-F25, F30
Jual Furnishings ............................... 4-B41
Sliding Wardrobes 4 U................................4-D65
Buana Inter Global ...................................... 4-A65
Julian Bowen .................................... 4-E20
TCS The Complete Service ................ 4-B20
Caoxian Mu Si Te Crafts..............................4-E72
Keen Classics.................................... 4-F50
The UK Agency...................................4-E10
Clivedon Furniture........................................ 4-E71
Kettle Interiors.......................... 4-C24, D20
Tianjian............................................................4-D80
Core Products....................................4-A40
Konig UK...........................................................4-A12
Top Shelf UK.................................................. 4-E70
Corndell............................................ 4-E50
Kristensen & Kristensen.....................4-E10
Topline Mobili .............................................. 4-D35
Dako Furniture ................................. 4-C60
Kwadro Design.............................................. 4-A72
Twenty 10 Design......................................... 4-B70
Danalight UK .....................................4-E10
LPD .................................................. 4-A26
Unique Furnishings..................................... 4-B34
Daro (Trading) ............................................. 4-B45
M&P Chairs ......................................4-A60
Uprise Furniture........................................... 4-C64
eM-ka/ComforTeam......................... 4-B32
Manchester Furniture Supplies............... 4-B25
Value Mark Furniture...................................4-B10
Fouzhou Jiaxian Home Articles................4-E73
MMilo............................................................... 4-B42
Vida Living...................................................... 4-A20
Frank Olsen Furniture ...............................4-A64
Nolte Mรถbel ................................................... 4-C40
Westwood Designs ...................................... 4-C45
Fuzhou Jiaxin..................................................4-E73
Nuova Esterno Mobili ................................4-D45
Wiemann.......................................... 4-C50
GCL (UK) .......................................................... 4-A15
One Call Furniture ............................ 4-A10
Wintech Production Group........................4-E27
Gebruder..........................................................4-C66
Ordorite Software............................................4-A2
Woodman Chairs...............................4-B90
Global Home..................................... 4-E30
PPHU Arkos Arkadiusz Pietrus................4-D65
Worth Furnishings............................ 4-B30
Grafu Baldai...................................... 4-E25
Racing Champ Exhibitions HK..4-D80, E60
X8 Chairs..........................................................4-E25
Grupa Merlin..................................... 4-B32
Rauch Moebelwerke.................................... 4-D30
Zhejang Longdin........................................... 4-E60
Heartlands Furniture.................................. 4-B54
Ronfe..................................................................4-E25
Rauch
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164 | January Furniture Show Preview Hall 4
WIEMANN TO TURN HEADS Award-winning German bedroom manufacturer Wiemann will once again be attending the January Furniture Show, where it will mark the start of the year with five new product launches …
Kansas
Providing visitors to the show with plenty
hard on, and highlight our emphasis
its promo ranges, including: Bern in dark
of inspiration for the year ahead, Wiemann
for 2019 – innovative yet practical style
rustic, with stylish mirrors; Berlin, in both
will display more than 19 collections and 30
and design, backed by unrivalled retail
a slider and hinged robe in havana, coupled
displays, ranging from entry-level to top-
support, including nationwide delivery and
with pebble grey and havana glass fronts;
quality VIP and semi-solid wood.
assembly.”
and Dakar 2 in dark rustic and hickory oak
The manufacturer will also reveal five
Other ranges on display on stand 4-C50
with mirror fronts. There will be slider range, Miami 2+
ranges and two finishes, as well as further
will include semi-solid bi-fold range,
innovations. These include: Monaco, a
Serena, which will be displayed in a new
in hickory oak and champagne with
combi robe to be shown in dark rustic oak
finish, champagne glass.
champagne glass, hickory oak and mirrored
and pebble grey with champagne and grey
Making an appearance from the VIP
doors, as well as Portland, a versatile,
glass fronts; Limara, a sleek slider in both
category will be: bestseller Loft, on display
horizontal-design slider and hinged range
pebble grey and havana finishes; Brussels,
in dark rustic oak and pebble grey with
in santana oak and white, combined with
an urban-look slider in holm oak combined
pebble grey glass fronts; Malibu in matt
santana oak, havana, pebble grey and mirror
with a new finish, slate, and mirror options;
champagne with mirrors; Misura in pebble
fronts.
and Cambridge, a hinged robe in white,
grey, with white and pebble grey glass
champagne and mirror combinations.
fronts; and Sunset in havana, havana glass
New promotional ranges include Lincoln, a Scandi-looking hinged combination range.
and mirror. From the core collection, visitors can
Sydney in oak and bronze mirror will also be shown. In addition to well-designed, desirable products at competitive prices, Wiemann
expect to see: the fastest-growing 2018
offers a full delivery and assembly service
of our favourite times of the year,” says
range, Kansas, a bi-fold combination robe
to all stockists, product sales training, and
Simon Hewitt, MD of Wiemann’s UK
in white and havana, on show with white
an aftersales service via its team of regional
and Irish agent, Litmus Furniture. “Our
glass, havana glass and mirrors; and Luxor
sales agents.
new portfolio additions allow us to show
4 in light ash.
E enquiries@wiemannuk.co.uk
“The January Furniture Show is one
our customers what we’ve been working
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Wiemann will also feature a selection of
www.wiemannuk.co.uk
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Wieman
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166 | January Furniture Show Preview Hall 4
ASG (stand 4-E60, www.asgtrading.co.uk) offers high-quality,
achieves this by consolidating production and shipping, cutting any
commercial furniture that enables retailers to thrive in a fiercely
unnecessary costs, and passing the benefits on to its customers
competitive marketplace. To fulfil its promise of profitable, hassle-free partnerships,
Its portfolio comprises furniture for the home, garden and storage, plus decor. Various customisation options are available, even to
ASG’s China-based team draws on more than a decade of supply
smaller customers, and new lines are regularly added to ensure they
chain management experience, covering market analysis, product
retain their competitive advantage.
development, logistics, quality and pricing control, and works
As well as engaging the trade at the January Furniture Show, ASG
closely with reliable manufacturers to deliver winning product and
will be present on stand 1-C40 at Spring Fair. The company is also
fulfilment solutions, time after time.
officially opening its new showroom – just a few miles from the NEC
ASG offers competitive products at an unbeatable cost – and it
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in Chelmsley Wood, Birmingham – on 8th January.
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Seconiq
HALL 4 STAND C20
Seconique Furniture
HALL 4 STAND C20
new
R I C H M O N D F O L D A W A Y D I N I N G TA B L E W I T H P O RT L A N D C H A I R
G E O R G I A 3 ’ B E D W I T H CO R O N A
STO C K H O L M W I T H A M E L I A P LU S
FELIX IN GREY
CAPRI SUITE WITH CHARISMA
For more details call 0121 506 4888 or visit our website www.seconique.co.uk COMPREHENSIVE PRODUCT RANGE - FIRST CLASS SERVICE - OUTSTANDING VALUE
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• 01993 776545 • Corndell.com FN358_F.indd 168 Oak Mill Furniture News CorndellJan19.indd 1 2.indd 1
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170 | January Furniture Show Preview Hall 4
Excellent quality, exceptional value for
Jual Furnishings (stand 4-B41,
money and exclusive designs – these are
www.jualfurnishings.co.uk) will present
the promises behind a new UK partnership
its new San Francisco Smart range, which
between Dako (stand 4-C60,
comprises lamp tables, bedsidetables and
www.dakohome.co.uk) and leading Polish
desks with built-in wireless charging,
manufacturer, Stolar, who between them
two USB ports and Bluetooth-compatible
boast the ability to supply more than 1500
speakers – which boast a sound quality that
sliding door wardrobes every week from one
will stand up against some of the biggest
of Europe’s most technologically advanced
names on the market, states Jual.
production parks.
On the outside, the range is simple and
The businesses are looking to build close
M&P Chairs (stand 4-A60, 07802-64838,
stylish – the innovation is all about what the
long-term relationships with active trading
www.mandpchairs.co.uk) is focusing its
product has to offer on the inside. Modern-
partners – who can find out more by visiting
attentions on providing quality European
day lifestyles see the average person
their stand at the January Furniture Show,
hardwood chairs. Established by brothers
spending approximately 24 hours per week
which will feature a collection of modern
Mike and Paul Hodgson in 2014 the
on their smartphones and tablets – and this
mirrored/foil wardrobes, many of which
company’s principal activity is the import
statistic just covers their online activity, no
feature overhanging LED lights, plus silent-
and wholesale distribution of high-quality
texting or phone calls. This is why furniture
closing sliding doors.
European beech and oak chairs, which it
has to move forward and bring style and
sells to retail outlets, contract furniture
practicality together for today’s millennial
suppliers and the hospitality and leisure
consumer, states the supplier. As well as the
sector throughout the UK.
launch of the
M&P offers a wide range of chairs
Paris
including traditional farmhouse, Shaker/
Smart collection,
ladder-back style, restaurant, bar and
Jual will continue
kitchen stools, and also granddad and
to show off its
rocking chairs. The core products are held in
curves, in the
stock, so orders are fulfilled promptly. M&P
form of its new
also offers finishing services, with a large
high-gloss Milan
choice of wax, lacquer, oil and paint finishes
and Sorrento
available.
ranges.
VISIT US IN HALL 4 STAND A10
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08451 084 084 sales@1cfl.com www.1cfl.com
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Twenty1
Visit us at the January Furniture Show Hall 4 Stand B70
t: 0208 997 7397
e: sales@twenty10design.com
Highbridge Oxford Road, Uxbridge, Middlesex, UB8 1HR www.twenty10design.com
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172 | January Furniture Show Preview Hall 4
KETTLE PROMISES BIG NEWS AND BIGGER LAUNCHES Kettle Interiors plans to truly make its presence at the show known this year, occupying two stands side by side at the event, from which it will present myriad new launches …
NTP
Kettle rarely does things by halves. At this
pieces in its Mirror Collection and Chair
will shake up the sector– and that’s before
year’s show, the supplier is set to unveil more
Collection ranges.
we’ve even got to the hundreds of new
than 10 brand new collections – comprising over 190 new items – as well as additional
products to show retailers making the annual
“We’re excited about this year’s show
pilgrimage,” reveals Kettle Interiors’ sales
as we’ve got some big news that we think
director, Simon Ainge. “With five new dining and seven new bedroom collections, there’s sure to be something to tempt everyone and at any price point.” The new RA collection is expected to be one of the main highlights for Kettle Interiors, which believes that its oak top and dove-grey paint finish is set to be a winning combination this year. The supplier will launch its new items from the front of Hall 4, occupying stands 4-D20 and 4-C24. RA
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Julian Bowen Limited Direct Container Service Dining
holstery p U
Beds
Bedroom
K i ds • Dedicated Quality Control • Mixed Product Flexibilty • Exceptional Pricing • Own Branded Packaging • Contract Furniture Specialists • Award-Winning Customer Service • In-House Design and Technical Teams
• Fully Managed Freight & Delivered Direct to Your Warehouse Bentinck House, Park Lane, Kirkby-in-Ashfield, Notts NG17 9LE Tel: (01623) 727642 e-mail: emmett@julian-bowen.co.uk www.julian-bowen.co.uk
JulianBowenJan19.indd 1 JB 151118 Shipping 297x216 FN.indd 1 FN358_F.indd 174 Container
06/12/2018 16:48 05/12/2018 14:08 14:07 20/12/2018
JulianBo containe
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Julian Bowen’s Direct Container Service offers customers: • Exceptional Pricing - Substantial savings to standard trade terms • Quality Control - Julian Bowen employs its own Quality Control personnel in all regions in which it operates and is a member of FIRA and Sedex • Product Expertise - Select group of manufacturing partners offer wide spread capability across Bedroom, Dining, Living, Kids and Upholstery categories using numerous materials and manufacturing processes • Bespoke Design - In-house design and technical teams work with customers to develop products to own requirements and specification, including testing and carton branding where required • Contract Furniture - Project Team managing all aspects of large contract orders including design, stock management and logistics • Product Flexibility - Low Minimum Order Quantities with mixed multiple SKUs. Fully managed freight & delivered direct to your warehouse • Industry-Leading Customer Service - Dedicated and experienced team ensure a hassle-free service and first-rate communication from point of order through to final delivery
FN358_F.indd JulianBowenJan19_Adv.indd container leaflet 175 FN.indd 1 1
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TCS FN
176 | January Furniture Show Preview Hall 4
THE INDEPENDENTS’ GO-TO SUPPLIER Having consulted its customers in the lead-up to the show, TCS has enhanced its offering for independent furniture retailers throughout the UK and Ireland …
Atlantis corner, Designer Collection
First on TCS customers’ wish list was to get
displays and ordering mechanisms mean
and the Contemporary Sleep Regency and
back to modular furniture – so that they
retailers never have to stock rolls or cuts in
Imperial mattresses.
would be able to stock just one floor model,
their stores or warehouses.
but offer thousands of unique combinations.
TCS proudly reports, too, that 2018 was a
Since the introduction of the Royal Coil Natural Sleep range – comprising the
remarkable year for its mattress collections,
Superb and Supreme Mattresses – these
Sofa Way, Your Way campaign across its
with sales figures continually growing and
mattresses now include a combination of
entire Motion Collection of Italian leather
more and more furniture retailers now
pillow top and box mattresses with a unique
sofas and its Designer Collection of UK-
stocking the Royal Coil, Natural Sleep and
combination of wool, silk and cashmere
manufactured fabric sofas, allowing choices
Contemporary Sleep ranges.
fillings.
For 2019, TCS is reinvigorating its Your
that are almost limitless.
Last year saw the introduction of the
Find TCS on stand 4-B20 at the January
Independent retailers are the backbone to
Royal Coil Natural Collection, designed to
Furniture Show.
TCS’ business, and the company continually
complement the company’s collections of
T 00353 429 351351
strives to ensure they receive the quality
Royal Coil Essence and Opulence mattresses
www.tcsfurniturerange.com
they expect, at a price that will maximise their profits and improve their business’ bottom line. With these customers in mind, the TCS product range of sofas, beds, dining, carpets and flooring has been further honed and selected with one aim in mind – to supply quality products at price points that sell, and enhance the margins independent retailers can achieve. The company reports that its TCS Carpets division has seen remarkable growth, much of which can be attributed to cross-selling to furniture retailers. Bespoke space-saving
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Logan, the Motion Collection
20/12/2018 14:08
TCSJan
TCS FN Jan Advert 1.qxp_Layout 1 06/12/2018 14:09 Page 1
MOTION COLLECTION Fully Modular Motion Sofa Collection
Your Y Yo our ou ur Sofa Sof So ofa fa Your You Yo our ur Way Way Wa ay
Visit us at the
JANUARY FURNITURE URNITURE SH SHOW W
Hall 4 - Stand B20
DESIGNED IN THE UK
SEMI ANILINE ITALIAN LEATHERS
NEC NEC 20 0- JAN 20-23 20 01 2019
MULTIPLE OPTIONS PER MODEL
TCS - Solely Committed to Serving Independent Retailers in the UK and Ireland Telephone: 00353 429 351 351 info@tcsimports.com www.tcsfurniturerange.com THE
D E S I G N E R COLLECTION
FN358_F.indd 177 1 TCSJan19_H4.indd
Natural Sleep
the complete service Carpets and Flooring
SERVICE QUALITY VALUE 20/12/2018 06/12/2018 14:08 15:59
178 | January Furniture Show Preview Hall 4
BRINGING A WEALTH OF BRANDS TO THE MARKET This month’s cover star, The UK Agency, will bring a plethora of characterful brands to this month’s show. From upholstery to lighting, the stand promises to represent some of the best import fulfilment opportunities around …
Jones & Co
The UK Agency represents several international manufacturers, including established brands – and it will bring a selection of these to the January Furniture Show this month. First is Kristensen Kristensen, a mid- to top-end handcrafted, solid wood range of cabinet furniture. This Danish familyowned manufacturer supplies a large range of furniture to the UK market, comprising various wood finishes and a selection of stain choices, and all manufactured to high standards in the Baltics, ensuring the
Danalight
Kristensen Kristensen
products represent good value. a strong range of on-trend velour fabrics to
– in solid frames that are made to last. The
and designs on offer, Kristensen Kristensen
match the velvet upholstery that is proving
company also develops bespoke designs to
prides itself on its ability to provide both
so popular at the moment.
customer specifications.
With an impressive range of sizes, finishes
choice and quality.
Jones & Co, a line of stylish, comfortable
Finally, The UK Agency will present Grafu
sofas and chairs, will also be present.
Baldai, an established Lithuanian upholstery
strong selection of high-quality lighting
Promising “the most amazing sits in the
manufacturer which supplies a wide range
products suitable for the UK market.
Baltics, at sensible prices”, this range was
of sofas, accent chairs and sofa beds to the
Precision-made in blown glass and metals,
designed by Alan Pledge, who has been
UK market. Offering high-quality sofas in
in various colours, Danalight’s mainstays
creating furniture pieces for over 35 years.
a extensive range of fabrics, Grafu Baldai
Next is Danalight, which will present a
will be joined by new LED lights.
Next is X8 Chairs, a Portuguese chair
contnually refreshes its portfolio with
manufacturer which supplies the retail and
the newest fabrics, catering for changing
range of linen fabric lampshades designed
contract sectors, which is making its UK
consumer tastes.
for luxury living.
debut this month. X8 Chairs prides itself on
The brand also plans to introduce a new
These will be available in various patterns plus pastel cashmere, and will be joined by
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Find The UK Agency on stands 4-E10 and
its ability to offer a real breadth of product
4-E25, by the entrance to Hall 4.
– everything from dining to accent chairs
T 07734 265599
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WorthJa
FN358_F.indd WorthJan19.indd1791
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T HE SAN F R AN C I S C O SM A RT C O L L EC T I O N
The JF710 San Francisco Smart Lamp Table
The JF402 San Francisco Bed / Lamp Table
QI Standard, Fast Charge Wireless Charging Pad
The PC709 San Francisco Smart Desk
USB Charging
Music Streaming Pair your smartphone, tablet, MP3 wirelessly & enjoy great music
The JF404 San Francisco Bed / Lamp Table
2.1 Stereo Quality Speakers
NOW IN STOCK AND READY FOR NEXT DAY DELIVERY FN358_F.indd JualJan19.indd 180 1
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T HE MI L AN AN D S O R R E N TO C O L L EC T I O N
JF901 Milan TV Stand
JF906 Sorrento TV Stand
JF902 Milan Coffee Stand
JF907 Sorrento Coffee Table
JF905 Milan Nest of Tables
JF908 Sorrento Lamp Table
The brand new Milan & Sorrento collecions take our signature designs and add a quality high gloss lacquer to give them an even more stylish look. The Milan collection combines walnut and ivory while the Sorrento uses the ever popular grey slate colour with marble effect shelving.
01443 816 982
sales@jualfurnishings.co.uk
www.jualfurnishings.co.uk
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182 | January Furniture Show Preview Hall 4
Established in 1981, LPD (stand 4-A26, www.lpdfurniture.co.uk) has become a market leader in the furniture industry, offering furniture products to suit all tastes and budgets, contemporary and traditional. Its experienced buying team continually strives to source premium products, providing not only a constant flow of new collections, but ensuring that each piece delivers good value for money. LPD’s direct despatch courier service is now well established through the company’s own fleet of vehicles and drivers. This has not only improved delivery times, but also dramatically reduced the risk of transit damage, states LPD, which also continually explores ways to improve its packing methods – the majority of its products now have full mail-order packing as standard. LPD’s stock portal is available to all customers, who can conveniently check stock levels and place orders online. The company is also able to provide them with a CSV format stock feed weekly, daily or hourly, ensuring they have our most upto-date picture of stock availability. The company promises a pipeline of exciting new products for 2019 – all of which will be available to view on its stand.
Halston bed and Hoxton cabinet
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186 | January Furniture Show Preview Hall 4
New additions to Core’s vintage Corona
Highland Home white bedroom
Renowned for its wide selection of flatpacked
vintage range, with a collection of dining
There are also new wall kits which include
cabinet furniture, large stockholding and
room pieces and a new interpretation of
a variety of shelves and cubes to create a
quick trade or direct-to-home delivery
Corona in a dark carbon-coloured wax finish.
feature wall, all in one high-value pack.
service, Core Products (stand 4-A40, 01738
Home accessories include new ranges of
Core Products’ Highland Home range
630555, www.coreproducts.co.uk) will
plastic moulded tables and chairs, a new
of assembled furniture will also feature
launch a variety of furniture and innovative
range of home office chairs, bedside cabinets
new ranges, combining paint finishes with
shelving ranges, all new for January 2019,
in a variety of colours and styles, metal
different materials to give a fresh new look.
and featuring special show offers for visitors
shelving, storage and desk systems, and
With painted finishes proving popular, the
to its stand.
more.
opportunity to find different, commercial
Included in these collections are new
Core’s new shelving kits are designed to
and affordable product is more than enough
French-styled and Shaker-influenced
bring walls to life with the use of innovative
reason to visit the stand, asserts Core
bedroom ranges, plus additions to Core’s
3D-effect wood finishes and design ideas.
Products.
Seconique (stand 4-C20, 0121 506 4888, www.seconique.co.uk) offers high-value ranges catering for all tastes, from traditional to modern, and it will bring a selection of these to the January Furniture Show. New launches include the Richmond foldaway table. Finished in solid rubberwood, the table offers superior spacesaving qualities. The table can be used with two or four chairs, and can also be employed as a console table when folded away. The Georgia single bed, in an all-white
Capri 3+2 in grey faux leather with Charisma occasional
finish, will also be on show, following up on the success of the larger variant – and will be displayed alongside the ever-popular Corona
B
bedroom range. Seconique has added an Amelia storage bed, and has added a grey finish to its popular Felix low sleeper beds. The supplier has also introduced a smart new grey colour in the Capri 3+2 seater suite, which was initially launched at last year’s January Furniture Show.
Felix low sleeper in grey with Felix bedroom set
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M&P Ch
M&P Chairs Limited WWW.MANDPCHAIRS.CO.UK
110 - Slat Side (& High Back) Chair
111 - Spindle Side (& High Back) Chair
112 - Fiddle Side (& High Back) Chair
114 - Slat Low Carver
115 - Spindle Low Carver
116 - Fiddle Low Carver
QUALITY EUROPEAN HARDWOOD (BEECH AND OAK) CHAIRS THIS IS JUST A SMALL SELECTION OF OUR RANGE - PLEASE CONTACT US FOR FURTHER DETAILS ON OUR FULL OFFERING ALL AVAILABLE FROM STOCK • FINISHING SERVICES AVAILABLE LARGE OR SMALL QUANTITIES • DISCOUNT FOR COLLECTION EMAIL OR CALL US TO REQUEST A BROCHURE AND PRICE LIST Please come and see us at the January Furniture Show 2019 in Hall 4 on Stand 4-A60 Please visit our website to see our full ranges - WWW.MANDPCHAIRS.CO.UK All enquiries to: Mike Hodgson – mikehodgson@gmx.com • Call: 07802 648383 or Paul Hodgson – paul.holroyd.hodgson@gmail.com • Call: 07469 819520
129 - Windsor Wheel Back Chair (& Carver)
122 - Slat High Back Granddad Chair
127 - Fiddle Back Rocking Chair
120 - Rush Seated Chair
293 - Child’s Rush Seated Chair
131 - High & Low Kitchen Stools
138 - Spindle Bar Stool
334 - Rush Seated Bar Stool
SHA3 - Shaker Chair (Rush & Wooden)
KEN1 - Kent Chair (Rush & Wooden)
CAR1 - Carra Oak Chair
CAV1 - Caversham Oak Wooden Seated Chair
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Don’t miss our exciting new ranges at the January Furniture Show, where we shall have new developments to enhance our Fabric, Leather and Adjustable Bed ranges.
5Guarantee Ye a r ON ALL ELECTRICAL COMPONENTS, ACTIONS & FRAMES
Many new covers will be on display, together with a surprise innovation, so we look forward to welcoming you onto our usual two stands right next to the main entrance to Hall 5, D10 and C10.
Sherborne Upholstery Limited Telephone: 01274 882633 sales@sherborne-uph.co.uk www.sherborneupholstery.co.uk (including Product Customiser to view all Fabrics and Leathers) FN358_F.indd 192Advert SherborneDec18.indd 1 Dec 2018.indd 1 Sherborne Cabinet
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HALL 5 Living & Beds AC Furniture...................................................5-H20
Loren Williams.............................................. 5-E64
Smart Trading...................................5-H60
Alwood................................................................5-J20
M Sadiq Furniture ........................................5-C53
Sofa Source............................................ 5-F22/G20
Anji Wankang Furniture Co.......................5-G35
Majority Hometech...................................... 5-A70
Sofahouse.......................................... 5-B45
Annaghmore Agencies................................ 5-E60
Maxi Mover....................................... 5-A30
Solid Real Wood................................. 5-G50
Aspire Furniture.............................................5-C70
MiBed............................................... 5-D30
Staingard .................................. 5-A20, B25
Billib..................................................................... 5-D1
MiChair............................................. 5-D30
Stuart Jones....................................................5-H49
Birlea Furniture ............................................ 5-F10
Millbrook Beds.................................. 5-E90
Sweet Dreams........................5-H1, H10, J10
Breasley Pillows....................... 5 -D70, E65
Mini Divani .................................................... 5-D47
The Artisan Bed Company......................... 5-A80
Buoyant Upholstery........................... 5-F30
Miura Distribution........................................5-A72
The Furniture Company (GB) ................. 5-D45
Celebrity Motion Furniture................5-D40
Mlily.................................................................. 5-F60
The Great Chair Company......................... 5-B40
Cintique............................................5-D40
New Trend Concepts ...................................5-C35
Time UK .........................................................5-E100
Classic Furniture (Binbrook) .....................5-J50
Nord Mebel ................................................. 5-H48a
Torelli Furniture (UK) ......................5-H47
Coilsprung Beds................................5-G60
Oliver & Sons..................................................5-D49
Visco Therapy.................................................5-F72
Conform............................................5-H55
One Holding ...................................................5-F72
VissiV............................................................. 5-H48a
Cotswold Chairs.............................................5-C53
Ordorite Software.......................................... 5-A15
Vogue Beds........................................ 5-C80
Cowthorpe Oak Furniture..................5-H60
Oumazing..............................................5-B50, B60
Welcome Furniture ...................................... 5-B10
De Eekhoorn Dutch Furniture............... 5 - G30
Platinum Enterprise (UK) ..............5-E50, D49
West Midlands Upholstery................ 5-A74
Deepsleep Beds .................................5-G48
Protect-A-Bed................................... 5-J45
World Furniture NI............................ 5-H35
DeRucci............................................................5-D48
Pyramid Self Storage....................................5-B73
Yihua Lifestyle Technology...................... 5-C48 Zhuanghe Yongsheng Furniture ............ 5-G50
Dormeo UK ....................................... 5-A62
Real View Feature......................................... 5-B65
Easy Sleep Beds............................................. 5-G42
Remacro Machinery & Technology (Wujiang)
Furco ................................................................5-G40
Co........................................................................5-E65
Piazza Suites
Furdeco.............................................................5-A72
Rest Assured..................................... 5-G80
Azzuri Sofa.................Piazza Organisers Suite 2
Furmanac ......................................... 5-D30
Retailsystem.com.............................. 5-H51
Tre P.............................Piazza Organisers Suite 2
Furnico..............................................................5-E35
Ruihao Furniture Mfg Co............................ 5-C15
Furniture Link................................................5-C30
Sanctum............................................ 5-E20
Furniture Plus.................................................5-C30
Sareer.................................................................5-E50
GIE Import & Export....................................5-F40
Sasaki.................................................................5-B72
Global Furniture Alliance.......................... 5-E40
Scandinavian House .................................... 5-A10
GNG Group........................................ 5-C70
Sealy................................................. 5-G80
Goodnite Sleep Products.......................... 5-D104
Shankar UK....................................... 5-G10
Harrison Brothers........................................ 5-H25
Sherborne Upholstery................ 5-C10, D10
Harrison Spinks................................ 5-E70
Shire Beds......................................... 5-E80
Health Beds.................................................... 5-D85
Signature Furniture .................................... 5-G45
Healthcare Co ............................................... 5-F60
Silentnight Group.............................. 5-G80
Heritage Furniture UK ...................... 5-C55
Slumbernights ................................. 5-E49
Hestia................................................ 5-D30 Highgate Beds...................................5-H70 Highgrove Beds ................................ 5-E20 Homestyle GB ................................... 5-F20 Hosparkles...................................................... 5-C40 Hydeline.............................................5-C15 Hyder Beds ....................................... 5-B80 Hyder Living ..................................... 5-A31 IFD.............................................................. 5-A1, A60 Jiangsu Sunshine..........................................5-D60 Justwise Group ..............................................5-B75 Kaydian Design................................. 5-A32 Kids Avenue..................................................... 5-A10 Kingstown Furniture................................... 5-D20 Komfi................................................ 5-C70 Kunshan Skyline...........................................5-D60 Kyoto Futons ...................................... 5-D3 La-Z-Boy UK......................................5-E32 Lebus Upholstery ...............................5-E10 Lifestyle Europe Furniture ...................... 5-B20
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194 | January Furniture Show Preview Hall 5
Piper Last year was a tough one for the furniture industry, but that did not stop Buoyant (stand 5-F30, www.buoyant-upholstery.co.uk) from continuing to go from strength to strength. The January Furniture Show will see the launch of a new range Solid Real Wood (stand 5-G50,020 8903 8189, info@
of products and fabrics. MD Mike Aramayo says: “2018 was a
solidrealwood.com) will bring a new painted living and dining
difficult year, with consumer confidence seriously knocked by the
collection to the show. Built from American poplar and boasting
Brexit saga – but I am confident that Buoyant’s exciting new range
natural-finish oak tops, the range is available from ready stocks,
will help retailers stimulate the consumer’s interest in spending
held at Solid Real Wood’s distribution centre in Milton Keynes.
again. Our value-for-money, on-trend models and fabrics are just
Solid Real Wood promises reliable and professional service.
what the market needs for 2019.”
Bravos
The Shire Bed Company (stand 5-E80, www.shirebeds.co.uk) will mark its January Furniture Show debut with the launch of a boutique bedstead collection. The new boutique range will include seven on-trend bedsteads, including fashionably styled headboard and foot end options. Shire will also launch Heaven7, a collection of biodegradable roll-up mattresses that suit both the contract and retail markets. Other ranges featured on Shire’s stand will include its latest releases, such as Sleep8, a next-generation bed-in-a-box offer which combines convenience with comfort. Also being exhibited is Luminescent, an all-white Egyptian cotton collection that brings a touch of luxury to a consumer market that is becoming increasingly aspirational. All of this will be shown alongside a selection of boutique and regular high-end products, bed-in-a-box ranges and Shire’s Eco and Active mattresses.
FN358_G.indd 194
Pentos
20/12/2018 14:07
Cintiqu
sitting is believing MADE
in BRITAIN
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Common Road, Huthwaite, Nottinghamshire, NG17 2JY info@cintique.co.uk
CintiqueJan19.indd FN358_G.indd 195 1
01623 444896
www.cintique.co.uk
05/12/2018 14:07 10:40 20/12/2018
196 | January Furniture Show Preview Hall 5
RISING STAR Celebrity is well and truly in motion. Last year saw the Nottinghamshire rise-and-recline specialist step up its game through investment in new machinery, people and capabilities, while taking on the manufacture of the Cintique seating brand. Paul Farley visited the factory to speak to MD Wayne Hollis about his progress, goals, and the January Furniture Show …
Hadleigh, Cintique
Sandford riser recliner
Thanks to investment in advanced design
“The furniture industry is changing,” says
in Cintique, which we’ll continue to build up
Wayne Hollis. “You’ve constantly got to be
and support. The trade is very fond of the
and development equipment, Celebrity’s
more up to date than your competitors in
business, and they know it’s going to get the
team has significantly expanded its portfolio
every area.”
correct level of attention it deserves.”
for 2019. All of its most popular ZipSpeed
Since joining Celebrity on a Webs
Cintique will share Celebrity’s stand (5-
express delivery models – the company’s
apprenticeship training scheme 30 years
D40) at the January Furniture Show, which
bestselling dual-motor riser recliners – now
ago, Wayne has developed the across-the-
will feature more new models than ever
o�er an extra element of comfort, with the
board experience such agility demands, and
before.
option of a motorised adjustable headrest. This option is available on the fabric
Celebrity is thriving under his stewardship.
Westbury, Somersby and Woburn models.
Its 108,000ft2 factory has the capacity to manufacture over 1000 pieces a week, and has evolved continuously since Celebrity
Sandford riser recliner in Aster midnight fabric
In addition to a new all-action suite and a distinct range of legged recliners,
moved here from nearby Somercotes four
Celebrity is also partnering with Mammoth,
years ago. In Celebrity’s last FY, it invested
an industry expert in health and wellbeing,
£300,000 in its cutting department and
to launch an exclusive Mammoth comfort
the ongoing implementation of greater
system, while further fabric designs
e�ciencies across the production chain –
and colour palettes will be added to the
which proved invaluable in the incorporation
Contempo and Celebrity swatch books,
of the Cintique business last summer.
and an Aquaclean range will be introduced
“We’ve done very well without having to
that is suitable for all Celebrity and Ikon by
invest too much here,” says Wayne, who is
Celebrity models – this option is expected to
feeling optimistic about the incorporation
be popular for both traditional and modern
of Cintique now most of the hard work is
recliners.
behind him. “We’ve got a very good brand
FN358_G.indd 196
“There’s plenty of scope in our
20/12/2018 15:42
January Furniture Show Preview Hall 5 | 197
In-house sewing capabilities give Celebrity a real advantage
A unique spring system confers Cintique’s signature comfort levels
marketplace,” says Wayne. “There’s always
fabrics, more organic shapes and technology
going to be a market for a lifting chair – but
that’s more in tune with what people want.”
if we’re going to succeed in giving people
This philosophy applies to Cintique’s new
refined styling and leaner lead times. Because every new design is developed on site, there is plenty of scope to achieve
what they want from a motion furniture
models, too. Along with the Hadleigh suite,
shorter development cycles. Celebrity’s
company, it’s our styling that really matters.
the show will see the introduction of a fresh
production process is ahead of schedule, and
selection of show-wood chairs and a new
Wayne is confident about the future, and in
wood colour.
his ability to put Cintique back on the map.
“As well as improved services, greater ergonomic functionality and subtle technology – such as hidden buttons and
Employing many of the same production
“It’s all about the package we can put
USB charging points – our ranges are
methods as Cintique’s earlier models –
together,” says Wayne. “We know what
becoming much more contemporary in feel,
complemented by today’s technological
sells, and how we can help our stockists
because, so often, the consumer’s decision
methods – these launches represent a
sell it – drop by our stand at the January
to buy comes down to the look of the model.
real progression for the brand. And, due
Furniture Show and discover the benefits for
We knew we needed to expand our range to
to Celebrity’s more advanced production
yourself.”
a wider audience, so we brought in modern
processes, the new models benefit from
www.celebrity-furniture.co.uk
Celebrity invested £300,000 in its cutting department last year
FN358_G.indd 197
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198 | January Furniture Show Preview Hall 5
DIVERSE DIRECTIONS ARE PAYING OFF Having just enjoyed the best quarter in its 20-year history, World Furniture reveals the reasons behind its impressive growth ahead of its return to the January Furniture Show …
Venice table and Soho chairs
Judging by World Furniture’s main 2018
will continue to develop it.”
significant growth thanks to its ability to
This approach appears to be working,
provide product in which its customers can
that the company has continued its path
the company being awarded Best Overall
feel confident. This has also enabled World
of diversification into modern, on-trend,
Product of the Show at last year’s IFHS for
Furniture to continue to grow its direct
contemporary designs.
its Santana dining set.
container business, which now delivers a
catalogue and its A/W supplement, it is clear
It is also evident that World Furniture’s
In addition to product design and price,
significant mix of products to customers in 10 countries.
foray into dining continues to yield results –
the company has invested heavily in
the catalogue features an extensive range of
the quality aspects of its back-of-house
designs, colours and materials, all developed
operation. According to Marc, World
provide the company with an opportunity to
with the aim of giving stockists a clear point
Furniture’s employees have both the
present its new models to existing and new
of difference in their product choices.
necessary qualifications and the skills
customers.
This year will see further diversification
to ensure manufacturing processes are
The January Furniture Show will again
Some of the most noteworthy additions
from World Furniture, with marble and
consistent, in accordance with UK law and to
include: Florence/Samara, a range of velvet
granite modern-style dining and occasional
a consistently high standard.
dining chairs in bright, vibrant colours, in
ranges partnered with chair options in velvet, PU and fabric. The company will also
Whilst being a costly and timeconsuming process, the company has seen
various desgns and prices; Tivoli/Merano, a range of marble/granite finishes in modern
introduce a strong complement of velvet
styling with a full occasional range to
sofas at value-for-money prices.
match; Cadiz/Granada, a range of extending and
MD Marc Bunting says: “Over the years, we have heard our customers say at every
fixed dining tables, finished in light oak
show that they want to see something
ceramic glass with black powder-coated
different. Whilst oak remains strong – and
legs; Loreto, a variety of dining chairs
we believe it will always continue to be – we
in subtle but vibrant PU, well suited to
took the decision to focus on stepping out of
World Furniture’s dining table range; and
the oak environment and exploring material
the aforementioned velvet sofas, in styles
combinations, adding value so that we have
ranging from Chesterfield to modern, and
products that are both different in design,
promising good value for money. Visit World Furniture on stand 5-H35.
but equally, commercially desirable. “We seem to have found that niche, and
FN358_G.indd 198
Naples table and Soho chairs
www.world-furniture.biz
20/12/2018 14:07
WorldF
world furniture
Hall 5 Stand 5-H35
santana
calgary
ellie
lucca
riley
venice
028 9182 8202
paul@world-furniture.biz
2 Ballyharry Business Park, Donaghadee Road, Newtownards, Northern Ireland BT23 7ET
www.world-furniture.biz WorldFurnitureJan19.indd 1 FN358_G.indd 199
05/12/2018 14:07 15:41 20/12/2018
J O I N U S AT T H E
FURNITURE SHOW THIS JANUARY
COM E A LO N G TO O U R STA N D G80 I N H A L L 5
SilentnightJan19.indd SN Furniture News FN358_G.indd 200DPS1 Dec 2018.indd All Pages
20/12/2018 14:07
2018 has been a year full of product innovation, new developments and exciting environmental initiatives for us. Here’s just a flavour of all our latest news... E C O - F R I E N D LY From our best-selling Eco Comfort Which? Best Buy mattress to the latest innovation in breathability with Eco Comfort Breathe, as well as eco-friendly products for babies and kids, our sustainable mattress collection is growing. S L E E P H E A LT H Y The new range, approved by Allergy UK provides a clean and fresh sleeping environment to ensure a ‘healthy night’s sleep’. For those looking for a mattress that will help combat sleep allergens, the new range provides a solution for the millions of allergy sufferers in the UK. G E LT E X I N S I D E Part of The Signature collection, Silentnight’s exclusive Geltex technology actively responds to your body as you sleep – so you can sleep better and wake up brighter. The gel-infused foam comfort layer creates a responsive ‘bounce-back’ feeling for easy movement and undisturbed sleep. STUDIO BY SILENTNIGHT Different from the ‘one size fits all’ bed-in-a-box approach, the Studio by Silentnight mattress is available in three different comfort options - softer, medium and firmer. With the unique combination of gel and state-ofthe-art memory foam it helps provide support where you need it the most, to perfectly suit the way you sleep.
T O F I N D O U T M O R E V I S I T S I L E N T N I G H T. C O . U K
FN358_G.indd 201
06/12/2018 09:08 04/12/2018 14:07 15:43 20/12/2018
202 | January Furniture Show Preview Hall 5
Fresh, innovative, and bursting onto the bed scene with enthusiasm for quality, comfortable, refreshing sleep, Coilsprung Beds (stand 5-G60, 01924 903695, info@coilsprung.com) was born of Ambers International, a major furniture importer and distributor of 20 years, which has manufactured mattresses in a small capacity for 10 of them. Armed with this wealth of experience, the business is entering the market with Coilsprung Beds and sister label, Sleeplux Beds, bringing a range of mattresses and beds to suit all sleep requirements and budgets.
Blenheim
Coilsprung Beds will launch a new range of mattresses designed around its Opticoil spring unit, which promises a high degree of stability, body contour and comfort. In addition, Coilsprung Beds will launch the Hi-pockets collection of advanced-height pocket spring mattresses, which offer comfort and durability. The Sleeplux Beds label, meanwhile, will introduce a refreshing range of affordable mattresses and beds up to the mid-market level. Bases for both Coilsprung and Sleeplux will be offered in a wide range of storage options including ottomans, along with contemporary shallow bases. Completing the offer will be a wide range of Wessex headboards Lebusand JFScovers. Advert artwork 188 x 128 (Sofa) Dec 2018 copy.pdf
Comfort
1
Style
27/11/2018
10:11
Sophistication
E10 IN HALL 5 Lebus Upholstery Ltd, Queensway Ind Est, Dunlop Way, Scunthorpe, Lincolnshire, DN16 3RN, United Kingdom
For more information contact: LebusJan19.indd 1
FN358_G.indd 202
t. 01724 407 751
e. sales@lebus.co.uk 03/12/2018 09:35
20/12/2018 14:07
HyderJa
Our natural organic mattress boasts a non-toxic design. So, you can sleep easy knowing your bed’s free of harmful chemicals and synthetic materials — unsurprisingly, the fabric breaths incredibly well, making it excellent for keeping you fresh during the summer, but snug in the winter.
The hydro-gel technology mattress showcases a cutting-edge design so you can experience a pressure-free sleep like never before. Amazingly, this mattress resists body heat, which helps keep you cool for a relaxing night’s rest.
As your temperature increases, the advanced foam mattress becomes softer — this feature’s terrific for a guaranteed nights rest. If you suffer from achy joints and sore muscles, this might just be the perfect solution to your problems.
Visit us at January Furniture Show (NEC 20-23 January 2019) Hall 5 C47
FN358_G.indd HyderJan19.indd203 1
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204 | January Furniture Show Preview Hall 5
A NEW LOOK FOR HOMESTYLE GB Homestyle GB has been hard at work behind the scenes to transform its digital presence and branding – the results of which will be unveiled alongside a host of new products on stand 5-F20 …
Pillow Cloud 3000
Scandic
Homestyle GB is a family-owned and
These attractive and on-trend new lines
operated wholesaler that specialises in
are backed-up by significant investment in
unique modern and traditional ranges for
Homestyle’s website and branding.
the living room, bedroom, dining room and
The company is determined to make its
downloads available in all formats. Creating high-quality and detailed product photography for the website has been another key focus for Homestyle. Users
mark in a tough climate, providing bricks-
will be able to view cut-out, lifestyle and
and-mortar and online retailers with a
360° shots of the company’s products from
Home Style will launch an array of new
cutting-edge offering. Homestyle’s website
varying angles.
ranges and designs. Front and centre of
is undergoing extensive redevelopment,
these will be the Scandic range – chanelling
and will relaunch with sophisticated
capacity, Homestyle GB prides itself on the
the functional yet asthetically pleasing
live stock feeds, online ordering, API for
fact that 99% of its products are available
Scandinavian style in solid wood – alongside
programmatic integration, new price-
from stock.
a reclaimed range with industrial styling.
checking software and product data
www.homestylegb.com
home office. At the January Furniture Show this year,
FN358_G.indd 204
Boasting significant warehousing
20/12/2018 14:07
Conform
Please come and experience our contemporary modern armchairs at the January Furniture Show Hall 5 / Stand 5 H 55
info@conform.se / www.conform.se
ConformJan19.indd FN358_G.indd 205 1
05/12/2018 14:07 15:23 20/12/2018
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Y R A U N JA RE U T I N FUR EC N W SHO 5 Hall 80 G Stand
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20/12/2018 14:07
At Sealy we understand that a deeper, healthier night’s sleep is more than just how comfortable your mattress is. That’s why all our beds contain Sealy Smart Fibres. There’s Adaptive® that helps create a microclimate that keeps your body temperature regulated, with a sleep surface containing Tencel® that helps to absorb excess moisture and clever little micro-capsules of probiotics called Purotex® that eliminate house dust mites, the biggest cause of asthma and related allergies in the bedroom.
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FN358_G.indd 207
03/12/2018 14:07 15:36 20/12/2018
208 | January Furniture Show Preview Hall 5
Now in its 16th year of trading, West Midlands Upholstery (stand 5-A74, www.westmidsupholstery.co.uk) is exhibiting at the NEC for the first time. Based in the heart of the Black Country, the company manufactures quality upholstered sofas and chairs at affordable prices. Its models range in style from traditional to contemporary, and every model is designed collectively by its production team, with each member contributing to the final design. Director Stephen Whitehouse says: “We are pleased to be showing at the NEC for the first time in our trading history. It is a great opportunity for us to showcase our product range and meet Balmoral Eleganza with damson border
customers, both old and new.”
Rutland Dusk
The show will see the official launch of Sweet Dreams’ (stands 5-J10, 5-H1 and 5-H10, www.sweetdreamsuk.com) new living collection. Included are elegant solid oak extendable dining sets, occasional tables such as the Holly, and decorative mirrors, clocks and lamps – reflecting an entirely new line for the 30-year-old company. Perhaps the most outstanding dining range is the attractive solid oak/acacia mix Fern, which is complemented by living room furniture including a TV stand, tables, coffee table with drawer and a slim bookcase. Sweet Dreams’ latest collection for downstairs has been expanded with new British-made models and recliners from overseas. The eye-catching Rutland, a 3-2-1 fabric manual recliner, comes in a choice of
Fern
two colourways – dusk and marle. Also new is Rome, another manual recliner suite in a
chests and cabinets, as well as wardrobes
soft-touch fabric.
and a bedframe in three sizes.
The latest UK-made models embrace
However, expansion of the company’s
traditional looks and quality manufacture.
bedroom furniture collection does not
According to Sweet Dreams, this upholstery
end there – there are also seven new
range is making a strong impression on
fully-assembled ranges of furniture,
retailers and consumers.
encompassing finishes from walnut to white
Sweet Dreams will also present a cornucopia of bedroom furniture. The new
high gloss. For example, Keswick, available in
Vincent and Spencer are stand-out ranges,
walnut and grey, comes in various chests,
composed of rich, dark acacia, and solid oak,
wardrobes and dressing tables, totalling 13
respectively. Both feature ready-assembled
pieces in all.
FN358_G.indd 208
Keswick Walnut
20/12/2018 14:07
Buoyan
www.buoyant-upholstery.co.uk Telephone - 01282 691631
Come and see us at the January Furniture Show Hall 5, Stand F30 at the NEC from 20th - 23rd January 2019
We will be launching fresh and inspiring shapes to complement our existing range. MADE IN THE UK
BuoyantJan19.indd FN358_G.indd 209 1
05/12/2018 14:07 09:59 20/12/2018
S
210 | January Furniture Show Preview Hall 5
Y
INVESTMENT FUELS AMBITIOUS GROWTH AT HIGHGROVE The Highgrove Beds Group will use the show as a launch platform for several new models and innovative covers throughout its Highgrove and Sanctum brand collections. The company has taken a strategic decision to further strengthen its support for traditional bricks-and-mortar stockists, whilst recognising that consumer buying habits are changing as internet purchases take further market share …
Pillow Cloud 3000
The flagship Highgrove brand has gone
despite a challenging market, we’ve seen
Pillow-Top specifications to enhance the
from strength to strength in recent years,
a +34% incremental sales increase where
brand’s reputation for luxury sleep comfort.
and the introduction of the Ambassador
displays have been installed,” he says.
Stockist programme in 2017 has brought real benefits to both the company and its appointed independent retailers. In the past year, more than 50 new
The company aims to at least double this in 2019. Highgrove will also add to its Equasleep temperature control and ErgoSense soft
Shane believes that Highgrove’s latest innovations in both brand and product development will help the company maintain its ambitious growth plans. “With our extensive product offer and
bespoke Highgrove in-store displays
foam ranges – both of which proved popular
unrivalled service, we are attracting new
have been installed throughout the UK,
new additions last year.
independent and multiple customers,
representing an investment of more than £150,000. Highgrove’s head of marketing, Shane Harding, is confident that the investment has paid dividends. “The modular nature of
Sanctum is another brand that has
and we’re confident that our continued
benefited from in-store investment, and
investment will help us reach our goal of
several new models will be unveiled at the
doubling turnover in the next three to five
show.
years,” he adds.
Targeted at the premium market sector,
Visit the Highgrove Beds Group on stand
the displays means that we’ve been able to
the Sanctum models will feature improved
5-E20.
tailor each one to our customers’ needs and,
base and drawer options, along with Natural
www.highgrovebeds.co.uk
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20/12/2018 14:07
SolidRe
Solid Real Wood
Painted Bedroom Collection
YOU ARE BUYING DIRECT FROM THE MANUFACTURER Visit us at the January Furniture Show Stand 5-G50
685
603
610
612
2 DRAWERS BEDSIDE
1 DRAWER LAMP TABLE
MINI 3 DRAWERS BEDSIDE
W480 / D430 / H580mm
W500 / D400 / H540mm
W400 / D380 / H610mm
3 FT BED
L2010 / W1020 / H970mm
686
4 FT BED
699
L2050 / W1250 / H970mm
687
4 FT 6 BED
L2010 / W1480 / H970mm
688
606
OTTOMAN BOX
3 DRAWER WIDE WELLINGTON
W1015 / D470 / H500mm
W825 / D430 / H840mm
5 FT BED
L2160 / W1620 / H970mm
613
614
WINDOW HEIGHT UNIT 1150
WINDOW HEIGHT UNIT 860
W1150 / D350 / H720mm
W860 / D430 / H720mm
608
604
W610 / D430 / H1320mm
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605
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4 New Market Court, Kingston, Milton Keynes, MK10 0AQ SolidRealWoodJan19.indd 1 FN358_G.indd 211
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Rest Assured is a real jewel in the crown when it comes to quality beds and mattresses. The brand has had a refresh over the last 12 months with a new brand identity bringing our ‘affordable luxury’ vision to life. This has been supported with a brand new website and exciting showroom installations with our premier partner retailers.
We are pleased to announce we will be revealing our new Indulgence collection at the Furniture Show in January. Designed with quality and comfort in mind, the new mattress collection features zoned pocket springs, luxurious British wool and high performance fresh fibres to deliver a brilliantly breathable and superbly comfortable mattress collection. Carefully crafted using hypoallergenic materials with no foam or fire retardant chemicals. Luxuriously indulgent and beautifully affordable, The Indulgence collection is a must to visit at the show.
VISIT US AT THE FUR NITUR E SHOW THIS JA NUA RY AT STAND G80 IN HALL 5 For more information visit rest-assured.co.uk
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BREASLEY OPENS THE BOX WITH NEW LINES Breasley will exhibit its new-look Salus Viscoool collection at this year’s show, including an additional model within the range, which offers a higher 3000 spring count. This will be presented alongside the Salus Natural Collection, and more …
Salus Natural Collection with Chester headboard
All four models within the Uno boxed
Visitors to stand 5-D70 will also be able
choice of colours and fabrics that would
to see another first for Salus – a bespoke
offer something special to customers and
mattress collection will have a prominent
swatch book, enabling retailers to help
consumers alike. The fact that we now find
position on the stand. The Breathe mattress
customers create their own individual look
ourselves referring to the new headboard
has a top comfort layer of next-generation
and style. This comprehensive marketing
collection as ‘furniture’ shows the quality of
breathable memory foam with a seven-
tool contains a choice of 17 colours and three
the products we now offer.”
zone posture support base, and the Natural
fabric options, ranging from cool greys and
Also on display will be the revitalised
pastel blues to soft lilacs and a jewel-like
Uno vacuum-packed collection, featuring
teal green.
upgraded cover designs in quality
The book will also feature the 10 latest headboard designs, ranging from the Alderley headboard, whose subtle curves
Affinity collection features wool, silk and cashmere. Rob adds: “Boxed mattresses are no
contemporary fabrics to keep the range
longer just an online offering, and we are
fresh and appealing.
giving our retail partners the chance to
Joint MD, Darren Crowshaw, comments:
embrace this market and make healthy
bring a contemporary twist to a classic
“Although we have updated the overall look
margins on good-quality, value-for-money
French design, to the taller Chester
of the rolled mattress range, we have not
products.
headboard, which has a more traditional feel
compromised on the specification, and we
with luxurious deep buttoning.
are still offering the same innovation and
technology and a market-leading 10-year
technologies – such as Adaptive and Fresche
guarantee for complete peace of mind,” he
Sales director Rob King says: “Our focus
“Plus, we offer our unique RFID tracking
has been on designing a new premium range
Bioscience – which our customers have
concludes.
of Salus floor-standing headboards in a
come to expect from Breasley.”
www.breasley.co.uk
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Kaydian
NEW PRODUCT LAUNCH 2019 NEC 20-23 JAN 2019 HALL 5 STAND A32
Redburn Road, Westerhope, Newcastle Upon Tyne NE5 1NB
T: 0191 271 2118 E: sales@kaydian.co.uk
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F: 0191 286 2846
www.kaydian.co.uk
13/12/2018 14:07 10:23 20/12/2018
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ZERO GRAVITY, AND ZERO LIMITATIONS Highgate Beds plans to reveal new designs plus additions to its existing popular lines and a new range of divans. The company is particularly excited about its new mattresses, which promise numerous features including an adaptation on Highgate’s exclusive Zero Gravity technology …
Pocket Zero in camel
As always there is plenty going on at
Elegance in copper
Highgate Beds’ Yorkshire headquarters – from staff training to product development, the bed manufacturer is working hard to ensure it remains at the cutting edge of the sector’s trends and new fabrics. Every week this year, Highgate Beds’ state-of-the-art show van will be out and about, visiting stockists and inviting them to step on board and see the newest mattresses and easy-open mini ottomans for themselves, and to experience the comfort associated with its Healthopaedic brand.
In the meantime, Highgate Beds is also
– such as the plush Milan and the exquisite
standing proud online, having launched a
Verona. The range of fabrics Highgate offers
new website which shows its Classic and
means it is able to cater for everyone’s
Zero Gravity ranges in a colourful array of
requirements as well, as complement its
fabrics, with stylish headboards to suit every
mattress’ fabrics.
demand. Last year saw Highgate Beds evolve
Mustard blanket box
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Sumptuous mattresses and bases in exclusive colours complete the picture for
significantly – so 2019 is set to be one of its
this year’s show – visit Highgate Beds on
best January Furniture Shows yet.
stand 5-H70.
There will be new fabric ranges on offer
www.highgatebeds.com
20/12/2018 14:07
Highga
It can only be‌
Visit us at the January Furniture Show - Hall 5 Stand 5-H70
T E
+ 44 (0) 1924 454 678
info@highgatebeds.com
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It can only be…
Visit us at the January Furniture Show - Hall 5 Stand 5-H70
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+ 44 (0) 1924 454 678
info@highgatebeds.com
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WHY IT PAYS TO OFFER THE RIGHT PROTECTION With such a wide choice of models available to suit every budget and comfort expectation, the search for the perfect mattress is a difficult enough task as it is, writes Mattressgard MD Paul Aiston, who offers a timely solution …
“Mattressgard have been working hard
Impressive fabrics and innovative
Paul, “as they become soiled and infested
technology from bed manufacturers have
with dust mites and bed bugs as well as
in this market for a number of years and
invigorated this market in the recent past,
a multitude of other micro-organisms,
have developed the best range of mattress
says Paul, and continued innovation leaves
leading to increased costs as you replace
protection products available in the UK
the consumer with plenty of options.
your mattress sooner – not to mention the
– which has contributed to the brand’s
effect on your health.
growing influence and market penetration.
“However, the search for mattress protection is becoming more and more
“The UK market is still dominated
“Since it is extremely unlikely that you
confusing,” he continues. “You can choose
by products masquerading as mattress
will be able to put your mattress in the
from mini toppers, quilted pads, quilted
protectors which seem to offer all the
washing machine, and most mattresses do
covers, cotton or polyester terry sleep
benefits the consumer is seeking, for very
not have removable covers, it is vital that
surfaces, fitted sheet-style sleep surface
little money.
the correct choice is made.
protectors, and zippered encasements -
“The lack of clarity in this sector and its
“Those suffering from allergies and
some are waterproof, and block bed bugs
unregulated nature does not prevent the
respiratory conditions such as asthma
and allergens, and some do not.
less scrupulous or uneducated from making
recognise the importance of creating a
claims that cannot be substantiated.
healthy sleeping environment by blocking
“Some are luxurious natural materials and some are technologically advanced
dust mites, pet dander and other household
thermoregulating materials – such as
allergens that naturally infest your mattress
Mattressgard’s Sleep Cool Tencel product,
over time. And those that simply wish to
which combines the silky smoothness of
maintain the appearance of a mattress can
Tencel with Thermic, a revolutionary phase-
find the perfect solution in a Mattressgard
change management technology.”
product.
According to Paul, the common thread
“So, how do you help your customer make
here is that consumers have become
the choice? Well, in the first instance, offer
increasingly more aware of the things
them a Mattressgard product!”
that can disturb their sleep, spoil their
Visitors to the January Furniture Show can
mattresses and be detrimental to their
find out more about the products available
health.
from Mattressgard and its sister brands on
“We also know that unprotected mattresses have a shorter life span,” says
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stands 5-A20 and 5-B25.
www.mattressgard.co.uk
20/12/2018 14:07
Stainga
Staingard, trusted by UK furniture retailers for the last two decades
So many new and exciting brands and products - we’ve doubled our stand size to show you Visit us at stands 5A20 and 5B25 EXCLUSIVE DISTRIBUTORS TO THE UK
mattressgard.co.uk
CleanRest and Mattressgard join hands to bring world leading mattress protection products to the United Kingdom.
leathergard.co.uk
floor-gard.com
liquidleather.com
leathermasteruk.com
For more information call 01244 888 658 or visit staingard.co.uk Rated ‘Great’ on
StaingardJan19.indd FN358_G.indd 221 1
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BRANDED SOLUTIONS, DAY AND NIGHT It has been a busy and eventful two years for La-Z-Boy UK, which is gearing up to launch its latest collections at the January Furniture Show.
Coltrane boxed mattress
New Urban Attitudes models will be
Last year, La-Z-Boy UK launched two
mattress range, which includes a luxury
significant new collections which caught the
boxed mattress, proved particularly
unveiled, along with introductions from
attention of the wider furniture industry.
successful with visitors to the Manchester
the brand’s popular Comfort Studio range.
Furniture Show.
Additionally, there will be three chairs with
Its Urban Attitudes upholstery collection introduced a bespoke recline mechanism
Now the team is set to capitalise on these
a recline motion, which are new to the UK. “It’s safe to say there’s something for
which allowed the contemporary range,
fresh ranges with a refined and expanded
designed for more compact living spaces,
product offering at the NEC – alongside
all tastes, from contemporary, design-led
to enjoy a hidden functionality across its
some surprise new category introductions.
pieces through to our traditional favourite
off-the-floor products. The sensor-touch
“As customers would expect, the main
stylings with a 2019 twist,” Mark continues.
control, neatly situated between the cushion
focus of our stand is very much our core
“Our new chair collection features a
and arm, adds to the style and elegance of
upholstery products, but we’re delighted
push-back recline that has been extremely
the range.
to also be exhibiting our bed and mattress
popular in the USA, so we’re very excited to
collection, along with brand new cabinet
introduce them to the UK.”
In July, La-Z-Boy launched its bed and mattress collection, extending its ‘live life
products,” says marketing director, Mark
comfortably’ ethos beyond seating. Its
Draper.
Living room aside, visitors will be able to view four upholstered bedframes which can be covered with any of the full selection of La-Z-Boy fabric and leather colourways. The mattress collection comprises three pocket-sprung and foam-layered options, plus a luxury boxed mattress which has proved popular thanks to its high-spec, quality detailing. And, for the first time, La-Z-Boy will introduce complementary occasional and dining furniture, allowing retailers to provide customers with a round-the-clock branded furniture offering.
Vienna
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Visit La-Z-Boy on stand 5-E32.
www.la-z-boy.co.uk
20/12/2018 14:07
Coilspr
SLEEP INNOVATION IN ACTION • NEW SPRING TECHNOLOGY • COMFORTABLE REFRESHING SLEEP • VISIT US AT THE JANUARY FURNITURE SHOW HALL 5 STAND 5-G60 20-23RD JANUARY 2019
T: 01924 903 695 / E: info@coilsprung.com
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Live life comfortably, night & day.
Your customers want the very best in comfort, whatever the time of day. Who better to provide impossibly luxurious beds than the makers of the No.1 selling recliner? Visit us at the January Furniture Show in Hall 5, Stand E32 to ďŹ nd out more about our new premium beds and mattresses.
www.la-z-boy.co.uk
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20/12/2018 14:07
Armstrong bed frame
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EXPANSION ON ALL FRONTS FOR 31ST YEAR As Lancashire manufacturer Sweet Dreams continues to celebrate its 30-year anniversary, it looks forward to 2019 and beyond with an expanded offering …
Spencer
To show off all the best examples of each
Sweet Dreams’ collection of wooden
Corner is a strong model, and Sweet Dreams
collection – including the new Living range,
frames and furniture for the bedroom has
also promises a new corner unit which
which also offers dining and occasional
been vastly extended this year. The new
incorporates both storage and a sofabed –
furniture – Sweet Dreams is taking more
Vincent and Spencer are stand-out ranges,
the best of all worlds. In addition, there are
space than usual at the exhibition. This year,
and composed of rich, dark acacia, and
new standalone chairs and recliners from
its products can be found on stands 5-J10,
solid oak, respectively. There are also seven
overseas.
5-H1 and 5-H10.
new fully assembled ranges of furniture,
Sweet Dreams has traditionally been known for its beds and mattresses, manufactured in Burnley. This remains the
Sweet Dreams complements its product
encompassing finishes from walnut to white
range with good service, speedy delivery
high gloss.
and, above all, the reputation of a family
Before turning to downstairs products,
business that is known for its integrity. At
company’s core range and will be featured
Sweet Dreams’ children’s bed offer is
Sweet Dreams, ambition is always paired
strongly at the show, with encapsulated
worthy of note – the Treble, Cheshire and
with quality, and consolidation with
beds a major story. Visitors are advised to
Whiz are the latest versatile bunks. Daybeds
progressive thinking. This solid modus
look out for the latest bed frames in fresh
also form part of the range – and the
operandi should serve the company well
fabrics, plus Bacall, an unusual bedframe
new mink velvet Laurie is likely to be on
as it embarks on the next 30 years of its
in oak or white finish, which is set to turn
display, together with an extended sofabed
history.
heads.
collection.
www.sweetdreamsuk.com Despite all these additions, the major story this January is upholstery. Sweet Dreams has
Treble
gradually been evolving and honing its UK-manufactured range, and the 2019 collection very much reflects these efforts. There are fresh models – the traditional 3-2-1 suites Harvey and Fraser are eminently Carmen Corner
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SEALY SUGGESTS A SLEEPY HEALTH CHECK Premier global bed brand Sealy is set to reinforce its health-conscious sleep message when it brings its innovative range to the January Furniture Show this month …
Pocket Napoli Wool
Taking centre stage at this year’s show
endorsed by Allergy UK that work together
will be Sealy’s popular Activsleep range.
to fight one of the biggest culprits of sleep
Designed for people who live an active
theft, allergens. This includes Purotex, which releases
lifestyle, this range keeps Sealy’s key philosophy in mind – that quality of sleep is
friendly bacteria into the fabric of the
just as important as the quantity.
mattress to clean up allergens and reduce humidity, and Tencel, a natural fibre
Designed to nourish sleep quality and help users wake with a spring in their
which has a cool touch to prevent the body
step, the range incorporates the latest
overheating during the night. Neil Robinson, Sealy UK’s sales and
product innovations and state-of-the-art sleep technologies to help regulate body temperature and provide the support needed
Activsleep Geltex Pocket Eurotop 2800
marketing director, says: “More people than ever before are viewing sleep as a crucial factor when it comes to their health and
for a restful night’s sleep. selection of the brand’s Pocket models,
wellbeing, so we’re committed to developing
the high-quality fillings for which Sealy is
which are being launched with new Wool
products that help to create healthy
known with new Nanobiotic technology – a
and Geltex variations. Designed to cater
lifestyles, and to sleep healthy.
hi-tech coating that transforms body heat
to the needs of a range of sleepers, the
into far infra-red rays and reflects them
extended Pocket collection ensures that style
excited to be bringing our latest products
back into the body. These invisible waves
and comfort remain at the forefront, while
to the January Furniture Show and showing
of energy help the body feel energised
continuing to offer the individually encased,
delegates just what we can offer, using the
and healthy, stimulating blood flow and
weight-responsive springs that make the
latest developments in sleep technology and
optimising thermoregulation, helping
range so popular with consumers.
product innovations.”
The new models in the range combine
promote quality sleep and recovery. Visitors will also be able to view a
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Sealy’s innovative products also include Sealy Smart Fibres, a package of fibres
“This year is no different, and we’re
Visit the team on stand 5-G80.
www.sealy.co.uk
20/12/2018 14:04
Celebri
Customise your recliner
New adjustable headrest available
Tel: +44(0) 1623 440626
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www.celebrity-furniture.co.uk
info@celebrity-furniture.co.uk
05/12/2018 14:04 10:33 20/12/2018
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Hyder Beds (now H Living, stand 5-A31, www.hyderint.com) was born by combining
technology and design. “The finest materials are used to ensure
standards in visual appeal – is the result.” The company manufactures, displays and
three small bedding companies and adding
the greatest comfort and traditional hand-
distributes a comprehensive range for the
years of industry experience.
finishing helps extend the life of the bed,”
retail trade, while an increasing number of
says a spokesperson.
bespoke, tailor-made models are developed
Based in Dewsbury, Hyder produces traditional handcrafted beds and mattresses,
“Overall, a rightness of design – avoiding
specifically for clients in various sectors,
combining traditional techniques and
both the fussy and the whimsically
including specialist retail/internet stores
craftsmanship with state-of-the-art
fashionable, yet offering the highest
nationwide.
Smart Furniture (stand 5-H60, www.smartoccasional.co.uk) will present a new range, Hudson. Designed by the renowned Paul Stott and produced in a blond oak finish, the range will encompass 12 pieces initially, but more – including painted product – will be added later in the year. The mainstays of the supplier’s Smart Occasional ranges will also be on show – including two popular painted colours – plus plenty of show deals and special offers.
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Slumbe
HOME OF BEDS S l um ber ni ght s VISIT US AT THE JANUARY FURNITURE SHOW HALL 5 E49
GIV IN G YO U R CU S TOM E R THE B E S T C H O I CE • Extensive range of beds • UK made • 50 colour choices on each bed
T: 01274 571 077
• All available with matching buttons or diamante • Ottoman version available on all models
E: sales@homeofbeds.co.uk SALES AGENTS
NORTH EAST/ YORKSHIRE
SOUTHWEST / SOUTH WALES
LONDON / KENT / SURREY/ SUSSEX
Steve Johnson 07508 852572
Sara Haines 07916 164624
Stephen Fownes 07850 431604
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SCOTTISH AGENT REQUIRED
18/12/2018 14:04 09:16 20/12/2018
ALBA
ROUGH SAWN OAK LIVING & DINING COLLECTION
We’re Unveiling Two New Collections For 2019 & Showcasing Some Of The Best Living, Dining and Bedroom Collections. We Look Forward To Seeing You At Hall 5, Stand C55 W W W. H E R I TA G E F U R N I T U R E U K . C O M HeritageJan19_1.indd FN358_H.indd 234 1
13/12/2018 20/12/201809:08 14:04
January Furniture Show Preview Hall 5 | 235
HERITAGE BUILDS ON WINNING STRATEGY Ahead of the January Furniture Show, which will see Heritage Furniture put its best foot forward on stand 5-C55, sales director Saeed Mohmed gives Furniture News the lowdown on the supplier’s newest ranges and service initiatives …
N
8 09:08
Alba rough-sawn oak
What’s new in your product line for 2019?
look has been a popular trend for high-end
in design to distinguish ourselves in the
We’re launching two new ranges at the
consumers for a while now, and we wanted
market, and give us the ability to offer
show – Sunbury, a painted living and dining
to bring the trade something that’s more
something unique.
line, and Alba, a rough-sawn oak living and
accessible. Our aim was to create something
dining range.
practical for modern living whilst retaining
our products. Today, we aspire to create
As our brand has evolved, so too have
a traditional rustic charm, and I think we’ve
furniture with high-end stylings that’s
options available to our customers, so we
succeeded – with its thick planks and sturdy
both accessible and affordable. I’m happy
developed Sunbury. There’s a real focus on
square legs, Alba exudes a strong, firm,
to report that our customers have provided
details in this line – from solid oak parquet
solid look, and can be placed to create both
great feedback, commenting on and praising
tops, groove detailing on the doors and
a country/farmhouse feel or a modern retro
both design and price.
drawers and beautifully turned legs on the
look which inclines towards the industrial.
We wanted to increase the painted living
So how will your products help
side tables and console table, to the cup handles on the drawers, and the silver-
It sounds like both Sunbury and Alba are
independent retailers stand out from the
coloured door knobs.
meeting modern demands in an inventive
crowd – and profit – this year?
Sunbury’s surface sports a beautiful
manner. How has your overall product
The shop floor is key. Having beautiful
geometric pattern – a design trend that is
development process evolved over the
products that are distinctive and stand out
set to be very much in vogue this year. In all,
last few years, and what feedback are you
is essential for drawing in customers, and
it’s a completely unique design that gives
getting from your stockists?
ranges like Sunbury, Alba and Skien do that.
retailers something different. Painted in
We realised quite early on that we needed to
grey to suit all decors and to work well with
shift our attention away from what people
Retailers can strategically use our ranges to
numerous room settings, Sunbury is the
already offered and towards something
their advantage – with over 22 ranges and
ideal feature piece for attracting customers
new – a few years’ back, there was no real
588 items, there’s something for everyone
in-store.
distinction between our ranges and our Vienna competitors’. That led us to invest heavily
in our portfolio.
When it comes to Alba, the rough-sawn
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And that just scratches the surface.
We very much see retailers as our
20/12/2018 15:57
236 | January Furniture Show Preview Hall 5
partners, and work in close co-operation with them to ensure they achieve their goals. In short, our propositions and pricing strategy are aligned with their aims, to ensure they enjoy significant margins. We understand you’re implementing a new ERP in the business. How are your customers likely to benefit? The ERP system will be a massive gamechanger in the way retailers interact with Heritage, and how we service them. It’ll give much more control to the retailer – all the information will be to hand in real time, along with orders, delivery updates, stock quantities and marketing support. From our end, the system will streamline many processes and make us leaner, which will ensure our customers enjoy even higher levels of customer service and support. In all, it’s just part of a wider ethos – of making it really easy for retailers to do business with us.
Sunbury living and dining
What strategies do you apply when
for new ranges. We’re also an approved
Finally, how do you feel perceptions of your
onboarding each new stockist?
supplier to the Minerva Furniture Group,
brand have changed in recent years?
At Heritage, we’re constantly creating new
which has opened plenty of doors for us.
In the last 12 months, we’ve seen awareness of the Heritage brand explode – it’s really
offers, and, when doing so, it’s key to look at each retailer individually. We aim to
This year, are you introducing anything
starting to impact. Larger retailers in
provide a tailored approach and offer – if
above and beyond the support services you
particular are recognising us as a credible
retailers have the capacity to order container
already offer your stockists?
supplier, because we’re able to provide the
loads, for example, we have a specific
On the marketing front, we’re offering
larger quantities their margins require.
offering for them that can beat what they’re
new PoS materials, including unbranded
currently paying, whilst removing the pain
brochures.
of ordering in from the Far East. For key retailers in specific areas we offer
We’re also reiterating the benefits of our 100,000ft2 warehouse to retailers – we have
unbeatable packages to establish space on
the capacity to hold plenty of stock, so they
the shop floor, including introductory offers
don’t have to.
We’re also being recognised for our designer-quality ranges – and I think these latest additions are going to attract even more attention in 2019 …
www.heritagefurnitureuk.com
Sedona painted bedroom
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Heritag
SUNBURY
LIVING & DINING COLLECTION We’re Unveiling Two New Collections For 2019 & Showcasing Some Of The Best Living, Dining and Bedroom Collections. We Look Forward To Seeing You At Hall 5, Stand C55
W W W. H E R I TA G E F U R N I T U R E U K . C O M HeritageJan19_2.indd 1 FN358_H.indd 237
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The award-winning Protect-A-Bed (stand
to build sales. Put the market-leading brand
5-J45, www.protectabed.co.uk) continues
to work for you, and Protect-A-Bed will
to go from strength to strength with
increase your profitability.” In a crowded marketplace, Protect-A-Bed
another year of strong sales growth. CEO Simon Zamet explains: “Protect-A-Bed
has built a core competence in consistently
are specialists in the mattress protection
delivering excellence through product,
category. Nobody else in the category has
service, support and innovation, all of which
the same passion, drive and focus to grow
is focused on building profitability for its
sales, and that’s why we are the leading
partners. “Protect-A-Bed have a long-serving
global brand in healthy sleep.”
and highly respected team in the field who
Building on the successful launch of new collections including the Snow
have been at the heart of developing the
range – which offers cutting-edge cooling
company vision,” says Paul. “This is why it
technology and dynamic TV display bays
is so customer-centric, and why ours are so
– Protect-A-Bed has unveiled its new
evangelical about our vision – in the end,
Platinum Club.
they know it works.”
“The Platinum Club has been designed to build, recognise and reward success with unique promotional and discount opportunities, sponsored incentives, tailored PoS solutions as well as membership rewards,” explains sales and marketing manager, Paul Lake.
PoS displays help present Protect-A-Bed’s lines to best effect
“Protect-A-Bed have developed a worldclass programme, honed over years of
bays, award-winning customer services and
experience, and built on a singular focus.
claims resolution, and a next-day delivery
This includes a unique sales training and
service where required.
motivational programme, our best-in-class
“The Platinum Club is a way of bringing
mattress protection collection and bundled
together the very best elements of what we
guarantees, new state-of-the-art display
have to offer and what we know works well
Cool
Ellie
Slumbernights (stand 5-E49, 01274 571077,
offers 50 colours in various fabrics, in sizes
and footboards to match, and four sizes of
sales@homeofbeds.co.uk) will present
from single to superking.
ottoman box. Beds are also available with
selected models from its Home of Beds brand. Handmade in the UK, the bedstead range
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At the NEC, the company will introduce ottoman divans – both front-opening and side-opening models –plus headboards
glass diamantés or matching buttons. Deliveries are made by Slumbernights’ own vehicles in just two to four weeks.
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240 | January Furniture Show Preview Hall 5
HYDELINE STEERS TOWARDS SUCCESS Hydeline, a leader in craftsmanship, comfort and innovative reclining technology, has experienced a year of continuous growth with turnover set to double on 2017 – a notable achievement in the current climate …
The Buckingham
The commercial success of Hydeline’s
its warranties are among the best in the
fabric collections, a continuous flow of new
reclining models has been impressive to
market. This month, the company is looking
designs, unique PoS materials and in-store
date, reports the supplier, but performance
to capitalise on its success to date by
gallery options – all, of course, with the
was surpassed in the latter half of 2018,
introducing a new lifestyle direction, At The
levels of quality, craftsmanship and comfort
thanks to the success of its new chesterfield
Helm.
that have made Hydeline so successful in
sofa, the Buckingham. “The quality of our sofas is a key
Launching at imm cologne and the January Furniture Show, the brand
the UK. A new stand design at both shows will
component in this success, with features
represents a new direction for Hydeline.
herald the launch of At The Helm, and
such as power-adjustable headrests,
Featuring many of its successful existing
Hydeline is looking forward to welcoming
memory functions and power-adjustable
models, the line-up will also feature new
new and existing customers to introduce
lumbar support setting new standards for
designs, and will be complemented by an
this new direction in comfort and style.
innovation,” says a company spokesperson.
eclectic lighting and occasional collection.
Hydeline employs Leggett and Platt
As Hydeline’s new identity develops, Vienna it is set to encompass new leather and
mechanisms and Okin motors only, and
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Visit Hydeline on stand 5-C15 at the January Furniture Show.
www.hydeline.co.uk
20/12/2018 14:05
ShireJa
Visit us at our first January Furniture Show Hall 5 Stand E80 www.shirebeds.co.uk
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T: 01924 439898
E: info@shirebeds.co.uk
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244 | January Furniture Show Preview Hall 5
Handcrafting its beds since 1946, Southampton-based Millbrook
Cotton and Quilted ranges, Millbrook not only produces a wide
Beds (stand 5-E90, www.millbrook-beds.co.uk) has a history of
selection of beds for the retail market, but supplies beds to the
producing fine quality beds, using only top-grade materials including
England and GB Hockey teams, the England Commonwealth Team
British Hampshire wool, silk and cashgora in its mattresses.
and various other sporting partnerships, as well as producing a
Producing six distinct bed collections including its Perfect, Wool,
variety of models for the hospitality sector.
cause discomfort during prolonged periods
The show will see Celebrity (stand 5-D40)
As a partner of the Chartered Society of
launch seating collections that incorporate
Physiotherapy, Mammoth’s focus is always
Mammoth’s (www.mammothmattress.com)
on the creation of products that are able
leading comfort technologies.
to genuinely make a difference to people’s
and a proven track record in the mattress
of time spent sitting in one position. With a background in the health sector
health and wellbeing. Not only does this new
industry, Mammoth’s journey towards
ranges will be presented that feature
seating range promise to make lounging
providing 24/7 comfort– whether customers
Mammoth’s fully integrated Medical
more comfortable, it also pays close
are sitting, sleeping or relaxing – has taken
Grade Foam cushion. The cushion also
attention to the maintenance of mobility
an important step with the launch of the Zip
utilises Mammoth’s unique PostureCell
when a user chooses to get to their feet once
Speed range.
technology, designed to provide unrivalled
more.
Thanks to this new partnership, several
pressure relief, postural support and cooling properties.
The new recliners are designed to reduce the aches, pains and overheating that can
Discover the Mammoth Inside range on the Celebrity stand at the January Furniture Show.
Mammoth’s Medical Grade Foam cushion promises unrivalled pressure relief
Celebrity’s Westbury is just one of the manufacturer’s models that feature Mammoth cushioning
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Furman
MiSofa ad:Layout 1 12/6/2018 2:39 PM Page 1
The NEW range of Sofa Beds from Furmanac
Meet “Amy�... Amy is the latest addition to the Furmanac family. Amy is unique - she converts from a sofa to a bed in 6 seconds! She comes in 3 sizes with the option of 3 types of mattresses: Sprung Interior, Memory on Pocket or Latex on Pocket. Amy also gives you the choice of four different types of arms and either solid wood or chrome feet. If you like Amy, wait until you meet our other new arrivals, Zoe and Mya.
Impressed? We think you will be ... Visit our stand and see for yourself.
A DIVISION OF
Visit us in Hall 5, Stand D30 FurmanacJan19.indd 1 FN358_H.indd 245
07/12/2018 14:06 09:22 20/12/2018
246 | January Furniture Show Preview Hall 5
BEDMAKER ADDS DEPTH TO OFFER Deep Sleep Beds is a dependable, family-run business located in the heart of Wakefield, West Yorkshire. Manufacturing mattresses, divan beds headboards and ottomans from its new warehouse facilities, Deep Sleep Beds’ dedicated team puts care and attention into every stitch of its impressive product line ‌
Sandhurst 3000
Employing over 150 staff members and running its own fleet of 25 vehicles, Deep Sleep Beds is able to promise reliable nationwide delivery. Maintaining an emphasis on the values of quality, value and comfort, Deep Sleep manufactures an extensive range of products that caters for the mid-upper to the mid-lower bedding market. Its ranges include open-coil, pocket-sprung and foam-encapsulated mattresses, plus various ottoman storage options and innovative headboard designs in a variety of fabric colour options. Deep Sleep Beds will present its latest range of products at the January Furniture Show, including a variety of new models in its foam-encapsulated and pocket-sprung range which offer impressive value for money, whilst retaining the high quality standards for which the manufacturer is known.
T 01924 274465 E info@deepsleepbeds.co.uk
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Hampshire 2000
20/12/2018 14:06
Millbro
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Style and comfort in the bedroom
T • 01924 274465 | F • 01924 278280 | E • info@deepsleepbeds.co.uk Unit 2, Warneford Avenue, Wakefield, Ossett, WF5 9NJ
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250 | January Furniture Show Preview Hall 5
Marconi
Sofahouse (stand 5-B45, www.sofa-house.
spokesperson: “In terms of configuration,
crucial – Sofahouse boasts 250,000ft2 of
co.uk) reports that it achieved “exceptional”
it can be initially difficult for the end user
warehousing in the UK and Ireland, ensuring
growth in modular sofa ranges last year, as
to grasp the concept and the multitude of
that its product is available for immediate
consumers began to realise that a broader
configurations available.
delivery.
“Sofahouse are now creating 3D
range of seating configuration than ever before is now possible.
“Modular development has been a
animations to demonstrate to retailers
revelation and we are excited about
and consumers what is possible – 3D
the future,” continues the Sofahouse
so positive that the supplier decided to
animation has become a power marketing
spokesperson.
explore this further.
tool in helping visualise the possibilities
The reaction to Sofahouse’s models was
Since 2014, Sofahouse has worked with its manufacturing partner, White Feathers, to produce modular models, says a company
“We will be exhibiting all our newest
with modular. Videos are available on our
models as well as our best sellers at the
website.”
show, where we look forward to greeting all
With such variety, stock availability is
our customers, old and new.”
At Kyoto we pride ourselves on creating beautiful furniture. We utilise a global supply chain and our own strong UK manufacturing base to bring our customers a broad range of great quality products at fantastic prices, and we are thrilled to be showcasing our largest ever range of products on our biggest ever stand at JFS 2019.
Visit us in
Hall 5, Stand D3 to see our range of sofa beds, settees and suites, armchairs and accent chairs, dining furniture, beds, bedroom furniture and cabinetry, mirrored furniture, recliners and much more.
01778 380 555 - sales@kyoto.co.uk - www.kyoto.co.uk
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Sofaho
Visit us at the January Furniture Show Hall 5 Stand B45 Entire Modular Range on Display
Levanzo Modular Customise Your Own Space
HOUSE
www.sofa-house.co.uk
UK: andrew@sofa-house.co.uk | 0044(0)121 448 3690 IRE: sales@sofahouse.ie | 00353(0)42 935 1950
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252 | January Furniture Show Preview Hall 5
RELAX – SHANKAR HAS IT COVERED Shankar returns to the January Furniture Show this month to present a selection of its latest on-trend dining and living models, including an engaging new line of armchairs …
C
S
Shankar is a rapidly-growing business,
A family-run business, Shankar prides
which works hard to stay on top of the latest
itself on being one of the UK’s leading
trends in design, fabric, colour and texture
designers, importers and distributors of
to bring its customers a constant flow of
quality furniture.
new ideas – all of which can be mixed and matched to suit. Among other new lines, Shankar will
Based in the West Midlands with a head office in Wolverhampton, the company specialises in hardwood dining furniture and
present a fresh range of Shell and Coral
dining chairs, offering a carefully-selected
armchairs, styled with a distinct focus
portfolio full of fresh designs wholesale,
on comfort, style and practicality, at the
through DHD – Shankar can provide a
January Furniture Show.
store-to-door service in as little as 24 hours
These eye-catching chairs come in vibrant but warm colours, making them effortless centrepieces for any room setting. Stylish and shapely, the models in the new
thanks to its large stocks, as well as offering direct container purchases. Find Shankar on stand 5-G10 at the January Furniture Show, where it will
range are designed for relaxation, drawing
present new and established models.
the user in by absorbing them in comfy
T 01902 399764
quilted fabric.
www.shankar.uk.com
S
A
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w
Shanka
NEW YEAR NEW YEAR
NEW COLOURS NEW COLOURS
BY BY
CORAL CORAL STUDIO CHAIR STUDIO CHAIR
SHELL ARMCHAIR
SHELL
ARMCHAIR www.shankar.uk.com
www.shankar.uk.com
ShankarJan19.indd FN358_H.indd 253 1
CORAL STUDIO CHAIR
CORAL
STUDIO399764 CHAIR 01902
01902 399764
SHELL ARMCHAIR
SHELL
ARMCHAIR sales@shankar.uk.com
sales@shankar.uk.com 06/12/2018 14:06 14:40 20/12/2018
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OPINION
256
Tom Bourne
Why offline is no longer an option
L
ast time round [see the November issue] I made clear my
Creative director, Select First (industry PR)
You can create as many or as few pages as you like – but if you’re
apathy for bloggers – at least, the less reputable ones – and
intending to use your shiny new site purely as a window to your store
declared that the long-term considered purchases upon
and you want to maintain it as little as possible, then the fewer pages
which our day-to-day business is built derives little benefit from the
the better, certainly if your ultimate aim is to direct local people to
instantaneous gratification they deliver.
your high street shop.
However, that’s not to say that I dislike social media and digital
If the thought of changing your website (please don’t tell me
communication as a means of contacting the consumer. Far from it
you’re only just getting round to launching your first version!) fills
– it’s a really important channel that deserves exploration, even for
you with binary code dread and brings you out in CSS sweats, then
retailers firmly committed to the bricks-and-mortar sales model.
there is a different approach you can take – take it down and get a
In an ideal world, all retailers would have a website that presents their business beautifully, and that also gives customers a chance
Facebook page. Yep, Facebook has its issues – namely with people’s data and
to browse collections (even if online purchases are a step too far).
dodgy news feeds – but it is certainly a very useful tool, with a
But, as we know, the world is far from ideal – so what’s the bare
massive spread of users across all age groups. There are cooler and
minimum a retailer can get away with?
younger platforms – consider Instagram (that’s why Facebook
The luddites among us will argue that a website or digital presence
bought it) and Snapchat – but the audience these offer a local retailer
isn’t necessary at all, and that their business has been perfectly fine
is too refined. Facebook is a bigger beast, and a worthy entry point
without one, thank you very much.
into having a digital presence for this very reason. The company is also determined to become an internet of things in its own right, meaning it is putting together a really powerful set
If the thought of changing your website fills you with binary code dread and brings you out in CSS sweats, then there is a different approach you can take
of tools that you can use to your advantage to engage with your local community. If you advertise, even with a relatively small budget you can start to build a local audience for your page far easier than you could ever do with your own website. Most importantly of all, though, it’s used everyday by home starters, first-time mums, working mums, mums that lunch, grandmothers and great grandmothers. And whatever you think about the socio-political drivel posted or shared, the benefits of reaching that huge audience definitely makes it worth the effort.
They and their customers are a dying breed. Research proves that – even if they visit a store to make their purchase – a large majority of consumers now start their purchasing journey online, and this number will only grow. Yet those luddites’ philosophy might be better in the short term compared with some of the dross I’ve seen pretending to be a website (these should be burnt in the flames of virtual hell). In this day and age, there’s no excuse for a crap website. Even if you don’t have a friendly local website company, there are some really great drag-and-drop builders – check out Wix and Squarespace, for example – which make to getting yourself up and running a relatively simple process. They are loaded with some good templates that allow you to build an attractive website with little fuss and no knowledge of coding.
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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JaipurJ
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LIVING ROOM
258
NTP
Kettle Interiors (01536 444960, sales@kettleinteriorsagencies.com)
These new mirrors are also joined by three new-look upholstered
has expanded its Mirror Collection with four new designs, in two
dining chairs, bringing even more choice to The Chair Collection from
colourways.
Kettle Interiors. With a range of fabric finishes across contemporary and traditional styles, the range matches the dining collections from
With both modern and classic looks available in a range of sizes – including statement leaner styles – every item comes individually
Kettle Interiors – as well as the new Essentials by Kettle Interiors
packaged for convenient storage and delivery. With large stocks
brand.
held in the UK, the collection is readily available through Kettle’s Wholesale, Stockist and Container options.
Both collections will be presented at the January Furniture Show, on stands 4-D20 and 4-C24.
Q ua lit y S h e e p s ki n s a n d Hi d e s
01364 643325 BarnscroftJan19.indd 1
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info@barnscroft.com 18/12/2018 16:18
20/12/2018 14:06
Hall 3 - Stand Q70
Manufacturers and Wholesalers of Quality Framed Mirrors
Britannia Mirrors Ltd Unit 5, 87 Lockfield Avenue, Enfield, Middlesex EN3 7PY Tel: 020 8804 0392 Email: sales@britanniamirrorsltd.co.uk
www.britanniamirrorsltd.co.uk
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260 | Living Room
Britannia Mirrors (020 8804 0392,
and small runs of products to suit every
minimalist, contemporary and modern
www.britanniamirrorsltd.co.uk) has been
requirement, offering one of the industry’s
designer mirrors and solid wood mirrors, to
established for 30 years, and has developed
most comprehensive ranges of quality
free-standing floor, tabletop and bathroom
a reputation for supplying quality products
framed and unframed mirrors.
mirrors – a diverse product range which
Its portfolio ranges from traditional and
and a high level of customer service. From its factory in North London, the family-run company produces large
trends, improve upon established products,
over mantles, oval mirrors, shaped mirrors,
and meet changing customer demand.
Optimum Timber Supplies Ltd
£48.50
continues to grow to address emerging
decorative gilt and silver-framed mirrors,
• For brochure ring 07958 558684 or email peteadams@optimumtimbersupplies.com • All chairs fully assembled
FREE for a DELIVERY mixe of 16 d pallet chairs
£34.75
To see our full range please visit www.diningchairwarehouse.ltd OptimumTimberDec18.indd 1
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20/12/2018 14:03
Encore
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05/12/2018 14:03 16:28 20/12/2018
Fuzhou Jiaxin Home Articles Booth no: 4-E73
Tel: +86-591-83566706 E-mail: eric@jiaxin-homestyle.com Doing foldable furniture in attractive design
Tianjian Furniture Booth no: 4-D80 Tel: +852 98008648 E-mail: hintakdo@hotmail.com Manufacturer of occasional tables and dining sets for 18 years
C
M
Y
MY
CMY
Tel: +86-769-23028710 E-mail: george@flexyhome.cn http://www.flexyhome.cn Flexyhome, design innovative and customer-oriented products, improve the quality
Yihua Lifestyle Booth no: 5-C48
Tel: +86 0754-85100989 E-mail: linh2@yihua.com http://www.yihualife.com/ Bedroom Furniture in creating smarter and enjoyable life
CM
CY
Majority Hometech Booth no: 5-A70
Skyline Home Group Booth no: 5-D60
K
Mu Si Te Crafts Booth no: 4-E72
Tel: 86-512-57051153 E-mail: jo_xi@skylinefurn.com http://www.skylinehome.com.cn Creating sofa, making everyone loves home
Glory Furniture Booth no: 4-E72
Tel: +86-530-3600865 E-mail: fuyang14@sdfygy.com http://www.mstfurniture.com Hand-made PE rattan outdoor furniture in everyday lives
Oumazing International Booth no: 5-B60
Tel: 86-13928796235 http://www.glory-furniture.en.alibaba.com “Good price, Top service and best Tel: +65 6225-2298 quality to all customer� E-mail: suatseah@oumazing.com.sg http://www.oumazing.com.sg Contemporary and recliner sofas in top quality leathe
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ASG GuangZhou Booth no: 4-B60
Racing Champ Exhibitions(HK)
Tel: +86-20-81688190 E-mail: Shaun@asia-options.com Trendy design integrated in your living room
The Only Appointed Group Organizer of January Furniture Show of CHINA and ASIA delegation á¸•áƒˆÖ‚â€Ťŕ˘ľŰ’â€Źá´ŹŕŞ€áĽŚáľžŕ˘ŤÔ…á?•ŕ˘ľÖ‹ŕ¸ ᘆ ࢾᴏਚŮ?ŕŞ€ŕ ”Óžŕł°ŕ¨§Óžŕ˘ľ ḕ჈ â€ŤÝŁâ€Źáƒ™ ŕˇ›â€ŤÝŠŕŁ Ű’â€Źá¸˜ŕšśáĽœÔľ Ôľá –â€ŤÜ„â€ŹŕŻ›á˛€ŕ “Ő¤á‰˜
Racing Champ Exhibitions (HK) Tel: +852-23208978 Email: raymond@racingchamp.com.hk http://www.racingchamp.com.hk Contact Person: Mr. Raymond Fung
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DINING ROOM
264
Solid Real Wood (020 8903 8189, info@solidrealwood.com) has introduced a new painted living and dining collection. Built from American poplar and boasting naturally finished oak tops, the range is available from ready stocks, held at the company’s distribution centre in Milton Keynes. Solid Real Wood promises reliable and professional service – visit the company on stand 5-G50 at the January Furniture Show to find out more.
Marlow
Optimum Timber (07958 558684, www.diningchairwarehouse.ltd) is a small family business that has supplied the furniture trade for over 16 years from its warehouses in South Yorkshire. The company offers a complete range of fully-assembled chairs – comprising unfinished traditional beech chairs, a range of solid oak-finished chairs, faux leather and full fabric models – and these are offered via a free delivery service to Yorkshire, Lancashire and Nottinghamshire in the company’s own vans, or through a pallet service otherwise. Interested parties can see the company’s chair range on its website.
Amish
Farmhouse
Farmhouse carver
Founded in 1990 to supply chairs and
lacquered or painted, and a wide range
priced models, which come in a range of
components to the antique pine market and
of fabrics and leathers – plus an equally
finishes. These work well alongside its
the leisure industry, YOTFC (01604 890956,
flexible polishing service – can be specified
on-trend and comfortable chairs, which are
www.yotfc.eu) has responded to changing
for bespoke orders.
available in a strong range of fabrics and
market demands ever since, and now offers
Bespoke specification has become
leathers. As well as designing and sourcing
one of the UK’s most comprehensive ranges
increasingly popular with YOTFC’s stockists.
of furniture, bolstered by bespoke sizing and
Alongside its wide range of chairs, the
products from around the world, the
colour offers.
company now offers bedroom, dining and
business has its own assembly, polishing
occasional cabinets in bespoke sizes and
and upholstery facilities, which are
colours.
supported by high-quality services – which
YOTFC offers dining tables and chairs to suit every budget – all of which are available from stock. Its ranges of oak and beech chairs are available raw, oiled, waxed,
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Of particular note are YOTFC’s dining tables – another line of competitively-
will be bolstered by the launch of an updated website next month.
20/12/2018 16:12
YeOlde
Ye Olde Traditional… WIDE RANGES OF OAK AND BEECH CHAIRS WITH QUALITY FINISHING AND UPHOLSTERY
Oak Farrington upholstered seat and back
OUR CUSTOMERS CHOSE US FOR OUR QUALITY PRODUCTS, GREAT PRICES AND 100% RELIABILITY DURING 2018
Oak Farrington upholstered (also available in Beech)
Beech Farmhouse Spindle (also available in Slats and Fiddles)
BEDROOM, DINING AND OCCASIONAL CABINETS AVAILABLE IN BESPOKE SIZES AND COLOURS
Beech Amish
T: 01604
890956
www.yotfc.eu www.yotfc.co.uk
YOTFC Ltd. 3 Roe Farm, Cogenhoe NN7 1NL FN358_I.indd 265 1 YeOldeJan19.indd
Beech Amish painted and upholstered
E:
md@yotfc.co.uk or brd@yotfc.co.uk
20/12/2018 19/12/2018 14:03 11:57
BEDS & BEDROOM
266
Nathan Furniture (www.nathanfurniture.co.uk) will launch four
RA is just one of 10 new collections from Essentials by Kettle
new collections in the main hall of the AIS Furniture Show, taking
Interiors (01536 444960, sales@kettleinteriorsagencies.com), a
place from 18th-21st January at Cranmore Park Exhibition Centre,
new brand of high-value furniture. This oak and painted range
Solihull.
is designed and manufactured to bring value across dining and
On show will be Nathan’s new Palma collections (dining and
bedroom, and is available through Kettle’s Wholesale, Stockist and Container options.
living, bedroom), as well as a new bedroom extension to the
With full flexibility over pricing, the new RA Collection is suitable
Somerdale range by the company’s Charltons brand. Palma is a modern, industrial-looking range in teak and high-
for headline offers and sales promotions, capturing the essence
quality metalwork. Somerdale features traditional pieces with a
of modern trends in a range that is well proportioned to add
modern painted twist.
traditional style to modern homes. For dining and living, the RA
There will also be a further painted dining range available in a
Collection presents 20 items, including three sizes of dining table,
large selection of colours – including a show-stopping new blue
sideboard and TV units. The RA Bedroom Collection features 12
– with contrast interiors, featuring stylish, textured parquet-style
pieces, with three bed sizes and a range of chests, and is available
tops with a two-tone finish.
in oak or an oak and painted variant.
Palma
With a growing customer base and sweeping developments across
Kansas, from award-winning German bedroom manufacturer
its product offer, Hyder Living (01484 531000, www.hyderint.com)
Wiemann (enquiries@wiemannuk.co.uk, www.wiemannuk.co.uk),
has been rebranded H Living, as the supplier continues to create
includes a number of innovative features that are popular with
clear space between its traditional role as a bed supplier and its
consumers, including a smart one-touch, auto-opening hinge
future as a bed, sofa and contract furniture specialist.
mechanism, thought to be a unique feature among current bedroom
Biny Hyder, director, explains: “For decades, the Hyder name has been closely associated with beds – particularly our bunk and
furniture products, and auto-on-off shelf strip internal lighting. Consumers are also able to choose from a wide choice of bi-fold
ottoman lines – but we are now so much more than that. Recent
wardrobe door combinations – either full length or combined with
years have seen us develop a broader range of products including
drawers – plus extended or walk-in corner units.
stylish upholstered bedsteads, sofas and The Natural Collection of
Simon Hewitt, MD of Litmus Furniture, Wiemann’s sole agent
premium mattresses. We felt now was the right time to break with
for the UK and Ireland, says: “Kansas is such an exciting collection!
tradition and create a fresh brand that gave us the room to expand
Our fastest-growing range of 2018, it provides consumers with a
our horizons and introduce new and expanded ranges.”
wide choice of storage options and colour choices that suit everyday
Visitors to the January Furniture Show will be able to see the new-look H Living on stand 5-A31.
requirements and modern decor schemes. We’ll also have it on display on our stand at the 2019 January Furniture Show – 4-C50 – come and see the stunning range for yourself!”
H Living – a new brand identity for established bed supplier, Hyder
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Gallery
www.gallerydirect.co.uk | T 01795 439159
Exclusive Preview
NEW IN for SS19 The Wycombe Spindle Bed Black is a chic addition to the Wycombe range, made from a combination of the finest solid oak and veneers. Creating the contemporary aesthetic colour palette that is the essence of Nordic style. Visit us at Top Drawer, the January Furniture Show and Spring Fair for an exclusive look at our new ranges.
13-15 January 2019
20 - 23 January 2019
3 - 7 February 2019
Home Classic | Stand F47
Hall 3 | Stand 3-L20
Hall 8 | Stand 8D12-E11
Olympia London
NEC Birmingham
NEC Birmingham
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SUSTAINABLE RUGS FLOOR THE COMPETITION Barnscroft of Devon boasts years of expertise in ethically sourced sheepskin rugs and other natural products, and promises high quality at competitive prices …
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Barnscroft of Devon works closely with some of the best tanneries in the world to supply sheepskins from the UK, New Zealand and Australia, and carries a full range of stock throughout the year – with no minimum order sizes and next-day shipping on offer. Barnscroft also offers a bespoke cowhide rug service, which can be used to create unique showpieces through a guided inhouse design process – natural or dyed, then stitched together to create any size required, the company’s cowhide rug designs have been employed in domestic and hospitality settings around the world. As natural and sustainable by-products of farming, Barnscroft’s hides and fleeces adhere to the relevant EU/UK legislation.
www.barnscroft.com
Beige and white cowhide
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SLEEPEEZEE COMMITS TO MAJOR MARKETING INITATIVE Bedmaker Sleepeezee plans to allocate nearly £3m towards building brand awareness among consumers, in a strategy to encourage more customers to ask for its products by name in partner retail stores. This follows research conducted by the Strood, Kent-based manufacturer, which found that it scored far higher than expected in terms of unprompted brand awareness among consumers …
Sleepeezee’s survey of 1000 people found
the company also plans to support retail
merchandisers in the North and South,
it trailed only two other — both long-
stockists’ marketing efforts, citing possible
as well as new staff in marketing and the
established — bed brands, a decision that
examples as offering a discount for a
contract business, with the company to
has, in part, led to it walking back plans to
Black Friday promotion, as well as provide
spend — excluding the investment in new
introduce a bed-in-a-box business under
enhanced, more eye-catching PoS support
hires — close to £3m more on marketing
the Beautyrest by Simmons label.
in stores. “It is all about push-to-pull,” says
this year.
The inital results were excellent, says Joe Wykes, UK CEO at Sleepeezee parent Adova, yet he admits that while many consumers
Joe. “We want consumers to walk into bed shops and ask for Sleepeezee products.” He adds that the company also wants to
As the business moves towards targeting export customers, Sleepeezee will be attending imm cologne this month – stand
named Sleepeezee unprompted, a significant
increase stockist numbers, with the aim of
11-U010 – following the successful teaser
proportion did so while mis-spelling the
having its business split roughly one third
launch of its top-end products in Paris,
name, which did not occur with rival brands.
serving independents, one third exports and
where buyers from a number of countries
“They know the name, but it is not yet front of mind,” says Joe. “We want
one third with larger customers. Sleepeezee is taking on new
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Sleepeezee becomes much more visible.”
placed orders.
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opportunity is much larger”, and that pursuing this strategy makes more sense than trying to establish a new brand [Beautyrest] from scratch.
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Sleepeezee now plans to conduct more
detailed consumer research so that it can
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make “data-driven decisions” regarding
how it allocates the additional marketing spend, based on who it finds the typical Sleepeezee customer to be. Besides traditional and digital advertising,
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Tranquility
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Siesta
SIESTA BEDS COMFORT & QUALITY ASSURED
Open Week 21st Jan to 24th Jan
A Life Changing Choice
Est 1986
Bamboo 3,000
1
Mulliners Works 154 Bordesley Green Road, Bordesley Green, Birmingham . B8 1BY.
Natural Bamboo Fillings Tencel Soft touch fabric Hand Tufted
Tel: 0121 773 9969 Fax 0121 766 741
Email sales@siestabeds.co.uk
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Royal Sovereign
START THE NEW YEAR WITH A CLEAN BREAK We spend about one third of our lives in bed, states Dunlopillo – surely, having a hygienic sleeping environment is not a luxury, but a necessity?
Most of us spend time ensuring our bedding
to increase the chance of healthy sleep with
anti-allergenic, anti-bacterial and anti-
is cleaned weekly and our bedroom is well
a mattress that is inherently dustmite-
microbial characteristics of natural latex are
ventilated, but many are not aware that the
resistant.
embodied within each innovative Dunlopillo
type of mattress they sleep on could help
Dunlopillo mattresses offer a unique
mattress. Extra protection is also provided
to guarantee a hygienic sleep environment,
natural protection against dust mites
through the Dunlopillo Signature mattress
free from uninvited guests such as bacteria,
and allergens, which have little chance of
covers, which are treated with Actipro, a
fungi and dustmites.
survival in a latex environment – making
natural probiotic technology that eliminate
these models particularly beneficial for
allergens, dust mites and odours.
This time of year, when the central heating is on and windows are kept shut,
those who suffer from allergies, hayfever,
is a haven for dust mites. Allergens are
asthma and respiratory problems.
commonly the biggest culprits of sleep theft, states Dunlopillo, so it is important
The unique manufacturing process behind Dunlopillo latex ensures the
The unique open-cell structure of Dunlopillo latex means it is naturally breathable and does not suffer from the associated heat issues of memory foam, states the manufacturer. The microscopic
Millennium
air bubbles promote constant air circulation, and natural movement throughout the night helps to ventilate the mattress, keeping the bed at a comfortable temperature. The company also asserts that the durability of Dunlopillo latex surpasses its foam and spring mattress rivals, representing a good long-term investment and a premium natural sleeping alternative that retailers and consumers alike can depend upon. The performance provided by Dunlopillo’s pure latex mattresses has been acknowledged by Which? – with the Dunlopillo Royal Sovereign, Orchid and Millennium mattresses all being awarded Which? Best Buy awards.
www.dunlopillo.co.uk
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Sublime
SIESTA MANUFACTURER REVEALS ALL Siesta Beds launched a number of new products last year, all of which were received well and passed all expectations, states the Birmingham-based supplier …
According to Siesta Beds, its new Enhanced
also employs the superior edge-to-edge
in line with the dates of the NEC January
Gel superior edge-to-edge encapsulated
pocket support from the encapsulated range.
Furniture Show at its factory, which will also
Pocketed range proved particularly popular.
Copper is a good thermal conductor which
allow customers to view the manufacturing
rapidly transfers heat away from the body,
process firsthand.
The Sublime superior edge-to-edge 5000 pocketed unit with gel-infused fabric,
and is also antimicrobial, and thought to
upholstered with Kay Gel, offers a high
promote health and wellness.
degree of comfort and climate control, along
The manufacturer behind Siesta,
The factory can be viewed by appointment from 21st-24th January between 9am and 4pm (but open until 8pm on request).
with superior support – while the Superb
Softheads, has now launched the Mulliners
T 0121 773 9969
offers all these benefits, together with a
handmade bed collection.
E sales@siestabeds.co.uk
spring count of 3000. Then there is Siesta’s new Bamboo
All models are hand side-stitched
range, which consists of 3000, 1500 and
and upholstered with
1000 pocket-sprung beds. With a greater
cashmere, silk, mohair,
understanding of sustainable resources,
wool and bamboo.
along with the material benefits of bamboo
Arcadia contains 8000
– which, says the company, is as soft as
pocket springs, Oriana
silk, or wool with a natural deodoriser – is
6000, Azura 5000 and
now being used more commonly in fabrics,
Aurora 3000. All these
sheets and baby grows.
models are available
However, when used as a fibre within a
with sprung edge, firm
bed, bamboo’s natural comfort, resilience
edge sprung centre, and
and elasticity offers an improved sleeping
firm top bases.
experience, along with support. The Exquisite features infused Copper Latex as an upholstery option, and this
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Softheads has announced an open week taking place
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Stellar pillow top
HYPNOS RETURNS TO IMM COLOGNE Royal Warrant holder and multi-award-winning British bed manufacturer Hypnos will present its latest products at Germany’s imm cologne exhibition this month, to further enhance and strengthen its growth in international markets.
Following a successful debut at the show last year, Hypnos aims to wow visitors with
relationships at this show. “Worldwide, British brands are valued
The family-run company has an uncompromising focus on environmentally
four exclusive international collections
for their quality and individuality, and
friendly practices, using only 100%
of luxury beds and mattresses, which
Hypnos, in particular, is renowned for its
sustainable materials in its beds.
highlights its traditions of craftsmanship,
handcrafting and comfort, resulting in some
use of natural, sustainable materials and the
of the world’s finest homes, hotels and
bedmaker in the UK to be awarded carbon
quality of its products.
palaces using Hypnos beds.
neutral status, and is now celebrating its
Hypnos is proud that it was the first
“It is this interest, and the strength of
seventh year of accreditation. Meanwhile,
stand 9-C040 from 14-20th January, where
our heritage, quality and Royal Warrant,
FSC and PEFC certifications ensure timber
they will be able to personally experience
which has helped us to reach new heights
is sourced from managed forests, and all
a variety of comfort levels, styling and
on the global stage, and why shows such
Hypnos offerings are 100% recyclable at the
functionality.
as this will continue to play a key part in
end of their life.
Visitors will be able to find Hypnos on
Chris Ward, group marketing director at
our growth strategy. In the past 12 months
Chris adds: “Our traditional values and
Hypnos, says: “Our debut at this leading
we’ve developed partnerships in South
sustainable credentials make us a strong
international exhibition last year proved
Africa and Dubai and added retailers in
proposition and ideal partner for retailers,
highly successful, leading to a number of
Europe, including Benelux and Spain. We
and we look forward to strengthening our
new overseas partnerships, and we are
look forward to working with many more
brand both in the UK and overseas.”
looking forward to developing further
retailers across the world in 2019.”
www.hypnosbeds.com
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BED–IN–A–BOX US online mattress seller Nectar Sleep (www.nectarsleep.co.uk) reports that it has launched the UK’s first climate-neutral mattress. Founded in 2016, Nectar Sleep currently sells 1000 mattresses a day in the US and has taken the direct-to-consumer sector by force, with a revenue run rate of $315m. The company recently introduced a consumer-facing business model and bed-in-a-box product to seize a share of the UK’s mattress market, catering to changing consumer demand for convenience and environmentally-friendly products. Nectar Sleep’s mattresses are made with no harmful chemicals and the cradle-to-customer CO2 emissions associated with them, calculated by ClimatePartner, are offset through schemes around the world including a forest protection project in the Amazon rainforest. ClimatePartner provides a unique ID code which customers can use to track the volume of carbon emissions generated by their Nectar Sleep mattress, and the carbon offset project supported in turn. Further sustainability measures include considered recycling of the customer’s old mattress.
The Shire Bed Company’s (www.shirebeds.co.uk) Sleep8 range of roll-up mattresses takes the bed-in-a-box concept to the next level. Combining convenience with comfort, and offering a quick-fix solution for impromptu guests, each mattress in the range features a 2000-count micro-pocket-spring unit. Providing four options, Sleep8 consists of Latex, Cool Blue, Memory and Kay Gel. Each mattress features a 20mm support layer, plus feature ingredients such as memory foam, latex and Kay Gel to target different requirements and ensure user comfort. All mattresses are finished with a sporty zipped cover, and a range of complementary bedsteads is also available.
Back in 2016, Breasley (www.breasley.co.uk) launched its You
good-quality, value-for-money products. They are impressed with
boxed mattress collection to the retail trade, making it one of the
the luxurious cover design featuring wool, silk and cashmere, and the
forerunners to the phenomenon that is today’s boxed mattress
three individual feels on offer – plus, of course, our market-leading
market.
10-year guarantee and next-day DHD.”
Early 2018 saw the launch of the first boxed product under
Breasley’s joint MD, Darren Crowshaw, adds: “We are seeing
Breasley’s successful Uno vacuum-packed label. The Breathe
significant growth in the boxed sector. Our new vacuum-packing
mattress, with a top comfort layer of next-generation breathable
machine has the highest specification in the UK, and we now have
memory foam, was quickly followed by the launch of the Uno Natural
the ability to fold and roll up to a 35cm-deep mattress, which is very
Affinity boxed collection.
exciting for future development.
Sales director Rob King comments: “Boxed mattresses are no
“This, combined with our unique RFID tracking technology,
longer just an online offering, and we are giving our retail partners
means we are the numero uno producer, and your one-stop, go-to
the chance to embrace this market and make healthy margins on
manufacturer for boxed mattresses.”
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Rise and Shine
A good night’s sleep is not the only secret to Emma Mattress’s success It’s not just the benefits of a power nap that are putting a spring in
In 2018 the Emma Original mattress, the latest product from the D2C
Emma Mattress’ step. The secret of Emma’s success is a business
Mattress brand, was awarded a Which? Best on Test accolade for the
strategy that differentiates it from other bed-in-a-box brands in
category – as well as being named a Which? Best Buy for the second
ensuring every customer acquisition is profitable and sustainable,
year running.
reflecting the long customer purchasing cycle that is characteristic of
Made in Britain, the Emma Original can be trialled for 100 nights
the mattress market. The company is committed to acquiring every
at home, with a pick-up and return service as well as a money-back
customer profitably, chasing top-line growth, but a sustainable bottom
guarantee. Key features include a new foam combination for superior
line.
breathability and durability. It also benefits from a cover with open-
Investment in quality, through R&D and a product evolution
pore cell structure technologies to improve air circulation. In addition
roadmap that is based on direct feedback from customers, has also
to these technological advancements, the Emma Original still comes
been the bedrock of Emma’s success – both in the UK and Europe. This
with all the benefits of fast delivery and 10 years’ warranty, available
has seen Emma achieve significant consistent revenue growth, having
across the range.
sold 300k mattresses via its European online channels since inception, with revenues of over €5 million over the Black Friday weekend. As well as dominating the online bed-in-a-box market, the mattress
Riding the wave of trading success, Emma Mattress will also expand into several new continents. These latest expansion plans represent the growing success of Emma’s omnichannel approach to mattress
retailer has recently made a move into physical retail stores, via
sales, which distinguishes the company both from traditional mattress
strategic partnerships with DFS and Carpetright nationwide, allowing
retailers and from pureplay mattress companies.
customers to try out the product in-store before purchase, while still benefiting from Emma’s fast online fulfilment. The partnerships also capitalise on Emma Mattress’ strong online presence, drawing shoppers in-store to test out the products.
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For further information, visit: www.emma-mattress.co.uk
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OTTY LOOKS TO BUILD ON SUCCESSFUL YEAR Last year was a successful one for online boxed mattress retailer Otty Sleep, as the Leeds-based company not only exceeded its predicted targets, but picked up a host of industry awards, including an NBF Small Online Bed Retailer of the Year award …
As well as industry-recognised awards,
Launching with a fraction of the available
10-year warranty, offering peace of mind to
new product launches and expansion into
capital than many of the leading players
retailers and customers alike.
Europe, Otty Sleep enjoyed a huge increase
in the boxed mattress market, we’re
in turnover in 2018 – but, rather than
continuing to see an increasing market
less than its competitors – and it is this
resting on its laurels, the company is hoping
share, which stems from our leading USPs
ethos, along with the product’s innovation-
to continue its substantial growth this year.
and high-quality product.
led design, which has resulted in Otty
The company states that this growth
“We’re confident that this substantial
The mattress is also priced at up to £275
attracting a number of prestigious industry
– which will see the company turn over
growth will continue throughout 2019, as
accolades, including the inaugural NBF
an estimated £20m – will be aided by an
we continue our work with bricks-and-
Small Online Bed Retailer of the Year award.
impending investment which will allow Otty
mortar retailers, and bring Otty to an ever-
In fact, Otty is the first boxed mattress
to utilise previously unviable marketing
increasing and consumer-savvy audience.”
company to win an NBF award.
channels.
Working with one of the world’s
Michal adds: “2018 really helped to
largest manufacturers, the Otty mattress
establish us as a company, and the NBF
recent contracts with a number of retailers,
combines innovative foam technology with
award was one of the peaks. Ultimately, this
will mean the mattress brand will be seen
encapsulated pocket springs, offering a
award helps both ourselves and retailers to
by more people than ever over the next 12
well-supported and comforting night’s
sell the Otty story to customers, and proves
months.
sleep. The mattress, which boasts one of
our standing amongst the others in this
This, combined with the company’s
Founder and CEO Michal Szlas says: “Otty really is a UK business success story.
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the highest ratios of springs-to-foam in the
ever-expanding sector.”
market, comes with a 100-night trial and a
www.otty.com
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FURNISHER
282
Inspired by the heyday of advertising in 1960s New York, with designs such as Griff, Jacob’s Ladder and Cracks, Mad Men is the best-selling rug collection from Louis de Poortere (info@ depoorterelouis.com, www.louisdepoortere.com). For 2019, Mad Men sees a brand-new design inspired by the bitter winds of late fall and winter in Manhattan. Woven in a blend of high-gloss polyester and cotton chenille and referencing freezing point, Fahrenheit 32 evokes the marks left by skaters on the ice of the city’s Wollman Rink in Central Park. Alan Russell, sales director UK, says: “Our designers saw the iconic slogans and advertising campaigns dreamt up in agencies across the Manhattan skyline in the 1960s as a perfect moment in time to be the inspiration for some really energetic and vibrant designs.” Like the rest of the collection, Fahrenheit 32
Light & Living (www.light-living.co.uk) will present its new spring/
comes in a range of sizes,
summer collection at Spring Fair next month, on stands 1-H30-F31
from 80 x 150 to 280 x
and 1-J32-H33. Light & Living is a wholesale concept from Lightmakers BV in
360cm.
the Netherlands. Starting out as a lampshade manufacturer, the
Hand-finished and with a natural latex anti-slip
business now offers a permanent line of lighting products, but also
backing, this style is available
presents seasonal collections and other novelties several times a
in five striking colourways –
year, addressing the needs of different living styles. The business aims to continually surprise its customers, inspiring them with
Polar Vortex, New York Fall, Wind Chill Grey, Central Park Green and Pecan Frost.
Fahrenheit 32 in Central Park colourway
product presentation strategies that help maximise the potential of in-store displays and create an atmosphere fit for selling.
The
essential guide to the
UK domestic furniture and furnishings trade
Furniture News is the UK’s favourite
s trade and furnishing domestic furniture guide to the UK The essential t #357 December
urenews.ne 2018 | www.furnit
furniture trade platform, o�ering market news, insight and new products in print and online. Its international scope is unsurpassed – it is recognised by the International Alliance of Furnishing Publications (IAFP) as the UK’s leading publication. by Rowico Bowood Night SENSE COMMERCIAL fame
BY THE SEASIDE Habitat wows
Brighton
La-Z-Boy’s
www.furniturenews.net
R CONTENT MANAGEall Mike Kingsbury
reveals
claim to
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Our own show continues behind the scenes! Each year we embrace the Birmingham Furniture show, with a big, beautiful, and bold stand. We have decided not to show this year, but will be back in 2020, in full glory! Although we love meeting our customers in January, we also enjoy providing the great service we give them all year round. This mixture of great product and service has bought great growth for Furniture To Go. In January we are in a great position to start building on our success. What does that mean to you? • We are investing in introducing exciting new products, and partners for 2019, building on the successful ranges that we have.
• We are increasing our warehouse size, to maintain the 96% availability of product, that we offer for Next Day delivery • We are building on our eCommerce systems that already provide 24-hour online ordering, with full end to tracking for you and your customers. In a nutshell we are excited for what 2019 holds for us, so watch this space!
F
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Just call us: 02380 517067 and let’s see how we can support you.
BROLO STYLISH, ORIGINAL AND MODERN A modern design for a modern marketplace
CLEVELAND STYLE MADE SIMPLE Nova Light Grey or Nova Antracit
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Z
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ZINGARO FUSES LIGHT AND DARK Cool, contrasting, contemporary trims
CORTINA BRIGHT AND BEAUTIFUL Grandson oak is a material that exudes class
MARKETING
ORDER 24/7
CUSTOMER HELPLINE
STOCK FOR YOU
FREE NEXT DAY DELIVERY
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
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TRADE SERVICES
A family-run business with over 25 years’ experience in the furniture industry, Stroolmount UK (sales@stroolmount.co.uk, www.stroolmount.co.uk) understands the challenges its customers have to overcome to keep their clients happy, which is why it is 100% committed to supplying the best products and accessories for protecting furniture and flooring. Its range of cost-effective protection solutions are designed to help retailers and homeowners protect their investment in furniture and flooring – sometimes, small products can make a big difference in reducing stress and damage.
FIRA International (marketing@fira.co.uk, www.fira.co.uk/tranining), the service provider to the Furniture Industry Research Association, has confirmed its open day schedule for 2019 – 21st February, 16th May and 10th October. The open days, which are free to attend and open to all from the sector, are designed to give delegates an insight into the business and association, with an agenda covering all facets of furniture testing, including a tour of FIRA International’s newly expanded UKAS-accredited testing facilities, details of certification schemes for furniture products and installation services, ergonomic services, consultancy and research services, sustainability and the work of the Furniture Industry Sustainability Project (FISP), and furniture aftercare with FIRA International’s Service Technicians team. General manager Phil Reynolds says: “We’re especially looking forward to opening our doors for the 2019 open days, as these Adhesive pads can help prevent scratches as furniture is moved around
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are the first since our acquisition in 2017 by Element Materials Technology and rebrand which launched at the start of December.”
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288 | Trade Services
INTRODUCING KINETIC’S NEW WHOLESALER SOLUTION When wholesaler, Baumhaus, was unable to find a delivery service operating to the high standards it required,it decided to launch its own. Based in Upper Heyford near Bicester, Kinetic Logistics offers warehousing, drop-shipping and home deliveries, and is meeting growing demand for two-man, white-glove, room-of-choice deliveries.
With this growing demand in mind, Kinetic
its own fully-trained drivers. Each vehicle
Logistics has coupled its trade experience
is fitted with a minimum of three CCTV
with new technology to offer a fresh
cameras to ensure there is no mis-handling,
solution for wholesale furniture businesses.
and the product packaging is checked for
By partnering with Kinetic Logistics, wholesalers can remove the logistical and
damage at multiple stages of the journey. Kinetic Logistics ensures communication
administrative headache retailers face when
lines are strong with the customer, too, and
using multiple delivery companies.Instead,
contacts them directly throughout the whole
this new DHD service promises to collect
process.
every order in one go, with faster delivery
insight and technological prowess,
working days from collection) and reduced
wholesalers can enhance their offering in
damages and claims due to the product
turn, with a seamless, cost-effective service
Added to this, Kinetic Logistics uses only
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that saves retailers time and money.
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20/12/2018 14:04
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290 | Trade Services
Homeserve’s premises in the West Midlands
HOMESERVE GOES FROM STRENGTH TO STRENGTH Starting out 14 years ago as just one man with a van, Homeserve Furniture Repairs is now amongst the largest furniture repair companies in the UK, with 200 staff nationwide … Homeserve Furniture Repairs’ owner,
Just 14 years later, Homeserve’s
or Ireland. Homeserve has now exceeded
James Lane, started up the business with a
200-strong team ensures that when a new
over one million visits and is processing
£25,000 loan and a small van. At the end of
job is added to the system, it can be booked
250,000 jobs per year.
the first year’s trading, the company had
within the hour, and the client visited within
four employees and a turnover of £350,000.
five days, no matter their location in the UK
The company deals with the majority of the well-known large furniture retailers, manufacturers and restaurants, but also works with smaller independent retailers and private customers that require a repair to a damaged piece of furniture that is not covered by a warranty. The company’s head office is in Delph Road Industrial Estate, Brierley Hill, Dudley, where around 65 employees are based. In what may seem like a simple service business, it was realised some years ago that with the amount of calls being processed each day and the national coverage required by its clients, the development of the company’s IT system was going to play a huge part in Homeserve’s growth and development. The employment of IT manager, Dav Pattar, played a significant role in the
Homeserve’s call centre
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company’s internal IT system. The bespoke system was built from scratch to allow clients to load jobs directly onto an online portal for the initial job intake. Homeserve then contacts the customers through various channels – telephone, email and text
BEFORE AND AFTER Homeserve Furniture Repairs can turn around the quality of a wide range of surfaces – here are just a few examples …
messages – to book the initial call. Real-time visibility at every stage of each job is achieved via SMS communication, ensuring customers receive an accurate time for the visit on the day. Through the APP system, the technician can load up a full comprehensive report with images and a detailed description, along with recently-added video reporting. Over the years, the IT team has been expanded to five full-time members of staff, including two apprentices. Never content to rest on its laurels, the company is continually developing and improving its sophisticated IT system to ensure that Homeserve remains at the top of its game, and delivers a professional and efficient service. This success is backed up by positive online reviews, with Homeserve’s latest Google reviews running at 4.5/5 and Trustpilot reviews showing a score of 8.8/10. Homeserve encourages all of its customers to complete a review, whether they feel the service has been good or bad, and any negative or below-par scores are addressed on an individual basis, as the company is always looking to improve. Staff satisfaction, too, is key, and Homeserve prides itself on excellent staff retention in all departments. In fact, the original four employees that joined James in the first year of trading still work within the company, reflecting the family feeling Homeserve strives to create within its team. The company is also passionate about investing time and money into apprenticeships, and has a strong working relationship with Dudley College. Homeserve has taken on 17 apprentices over the years – 13 have qualified, of which 10 are still with the company. It currently employs four apprentices, and is looking to take on more young people as the company continues to grow. Homeserve has built up a base of almost 400 clients, varying in size, and takes pride in the fact that it is not reliant on one major customer. Homeserve is keen to emphasise, however, that its success would not be possible without its dedicated staff and the ongoing support of its clients.
T 01384 473000 www.homeserverepairs.co.uk
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NATIONWIDE FURNITURE REPAIR & RESTORATION SPECIALISTS FABRIC & LEATHER UPHOLSTERY CABINETS & WOODEN FURNITURE BEDS & MATTRESSES ELECTRIC & MOTION FURNITURE
info@homeserverepairs.co.uk
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294 | Trade Services
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Premier supplier of furniture fixings and hardware
RUBIO MONOCOAT OIL PLUS 2C is a product of the newest generation which colours your wood and protects it in one layer. The combination of the oil (A) and the accelerator (B) guarantees a quick drying. Can also be applied as renovation and maintenance oil on surfaces which are treated with RMC Oil. SPECIFIC FEATURES: • Colours and protects in 1 layer • 40 standard colours that can be blended for unlimited possibilities
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• Durable protection Handles & Knobs Designed uniquely for SCF Hardware for use on traditional Cabinetry Architectural Ironmongery • Minimal use: 30 - 50 m2/L and doors. The magnetic catch allows for soft closing of butt hinged 01202 857140 Kitchen Hardware doors yet at the same time is easy to open. The two powerful neodymium • Can be applied to all wood or go to our Drawer Runners magnets exert sufficient force to pull in even mildly types, furniture as well as floors Wood Carvings & Turnings warped doors and even prevent warpage. website (solid wood, veneer, MDF, ...) Furniture Fittings For a copy of • Very wear-resistant our new catalogue Hinges 5 different finishes: • Water-resistant, ideal for kitchens White oak please call us on and bathrooms Handles & Knobs Cherry Walnut • Heat-resistant 01202 857140 Kitchen Hardware Maple • Very fast curing: 80% in 2 days or go to our Mahogany Wood Carvings & Turnings www.scfhardware.co.uk • A short ‘dry’ maintenance website
period: after 5 days, the surface 2 different sizes: can be cleaned with water and Single (sold in pairs) used in a 1 door application soap SCFDouble Hardware Unit 1 Brook Road, Wimborne, Dorset BH21 2BH t: +44 (0)1202 857140 f: +44 (0)1202 884419 e: sales@scfhardware.com (sold Ltd, singly) used in a 2 door application
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Drawer Runners SCF Hardware Ltd, Unit 1 Brook Road, Wimborne, Dorset BH21 2BH t: +44 (0)1202 857140 ongery m n o Ir l a r u Furniture Fittings t For a copy of Architec s r our new catalogue nne Hinges Ru erpage.indd 834_SCF Advert1297x216mm.indd 1 DrawFull please call us on s Knobs Fitting& Handles Furniture 01202 857140 Kitchen Hardware Hinges or go to our obs n K Wood Carvings & Turnings & s le website Hand e ardwar Kitchen H gs s & Turnin g in v r a C Wood
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296 | Trade Services
Encore Foam
A breakthrough in foam cushion technology After years of development, Fibreline has unveiled a breakthrough in foam cushions. Simply called Encore Foam, the cushion offers the feel and sit of a fibre cushion and is easy to maintain, says Fibreline. Fibreline believes Encore Foam to be the
to sagging and mean easier maintenance,
and Encore Feather. Inside are instruction
ultimate foam cushion. The manufacturer
which gives retailers confidence in the
leaflets giving advice on how best to care
is not ready to reveal exactly how it is
performance of these fibre and feather –
for the cushions, along with swing tickets
made, but says it is constructed from 100%
and now foam – cushions.
with customer information to attach to each.
foam and achieves its properties through a
Fibreline has developed an Encore sales
There is also a see-through mini cushion
combination of different foams and a clever
pack to further help retailers. Each pack
for either or both fibre and feather varieties,
interior profile.
contains sale aids for both Encore Fibre
which ably demonstrate the unique properties of Encore. Packs are available on
With the launch of Encore Foam, Fibreline
request from furniture suppliers.
feels confident it now offers the very best in foam, fibre and feather cushion interiors.
Over the last 16 years, Fibreline has
“We feel we have completed the holy
positioned itself as a one-stop shop for
trinity of upgrade cushion fillings,” says MD
upholstery manufacturers’ every filling
Richard Prudhoe. “Now manufacturers have
requirement, with high-quality foam, fibre
a great choice.”
and feather cushion products all made on one site and delivered via one vehicle to
Richard says that demand for Encore
their door.
cushions continues to grow as more and
This winning formula has seen this range
more retailers see the advantages and
of combined-filling cushion products prove
demand cushions containing Encore for
incredibly popular, concludes Richard.
their ranges. Encore cushions retain a casual look, and, because of their foam core, have a resistance
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Encore sales pack
T 01535 606846 www.encorecushion.co.uk
20/12/2018 14:02
Cordsa
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298 | Trade Services
Rhenus Home Delivery (sales.rhd@uk.rhenus.com), part of the global Rhenus Logistics group, is a premium, two-man delivery specialist that offers value-added services across the UK and Ireland. Being part of a wider European network, Rhenus is uniquely positioned to offer full logistics solutions directly from the manufacturer to the end user in several countries, including Germany, Spain, Poland, Benelux and the Czech Republic. Rhenus’ service options in the UK range from standard room-ofchoice delivery, removal of packaging and the disposal of old bed and furniture items, to simple installations. The business also specialises in part order and multiple supplier deliveries (order consolidation), and will hold all products until the complete order is ready for dispatch.
Rhenus is supported by a robust IT infrastructure, providing a full track-and-trace system for clients and their customers, letting them see live order status updates and enjoy full transparency on delivery day. Rhenus Home Delivery prides itself on providing a seamless, first-rate customer journey, and aims to provide the highest quality of service to the final mile – an ethos which is emphasised by the company’s thorough research and understanding, all from the customer’s point of view.
SteelyTrolleys For everything you need to know about
furniture
Steely Trolleys - Known and Proven
Find out how membership of the Furniture Industry Research Association can benefit your business
www.fira.co.uk/membership T: 01438 777 700 E: info@fira.co.uk
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Increase Space and Efficiency Call Steely: 0161 702 7002 Email: sales@steelyproducts.co.uk Web: www.steelyproducts.co.uk
18/12/2018 10:08 20/12/2018 14:02
Rhenu
WE DELIVER INTO THE HOME. WITH THE HIGHEST ACCURACY. Our high standards match yours. Our service goes far beyond delivering reliably up to the point of use. Because it is at this point that our precise work starts. Be it setup, assembly or installation, our qualified employees work diligently, neatly and with the highest accuracy. To this purpose, we constantly train them in our own Rhenus Academy. After all, the people working for us aren’t just delivery men, but delivery experts.
CONTACT US Rhenus Home Delivery UK ·Unit 7 New Cheshire Business Park, Wincham Lane · CW9 6GG Northwich Phone +44 333 577 5771 · Email: Sales.RHD@uk.rhenus.com www.rhenus-home-delivery.co.uk
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300 | Trade Services
Leading furniture brands and retailers
through, allowing for greater interaction
furniture in their home before they buy. A
were out in force at the recent Furniture
and personalisation with the customer when
step on from this was Magic Leap’s mixed
Innovation Day, hosted by transformation
they arrive in-store.
reality solution for Wayfair’s commerce app.
agency KPS (020 8944 5988, www.kps.com),
Visitors also heard from leading European
Mace and Menter also identified a
commerce transformation specialist Envoy
online platform home24, which successfully
resurgence of the use of QR codes as mobile
KPS, and enterprise software solutions
introduced SAP in the first half of 2018.
capabilities are realised by shoppers, with
provider SAP.
The new ERP system provides higher
Made.com allowing shoppers to purchase
scalability and is therefore more suitable
the range through these codes, supported
Innovation Day – including senior
for supporting home24’s growth plans in
by NFC.
retailers from the leading UK furniture
the coming months and years. home24’s
and homeware brands – were treated to a
senior vice-president of operations, Brigitte
from KPS and SAP, with KPS sharing the
schedule of insight around innovation and
Wittekind, spoke about how the retailer
functionalities of its latest furniture retail
digital transformation in the industry.
integrated its systems as it scaled.
solution, iFurniture, and trends around
Those in attendance at the Furniture
The final sessions of the day were
Kicking off the day was an insightful
The day also included a future-facing
next-generation commerce from SAP, which
keynote session from Mike Logue, CEO of
technology trends session from customer
outlined the importance of social commerce
Dreams, which looked at how the retailer
experience specialist Mace and Menter. Key
and tribe marketing.
has put digital transformation front
technologies that are leading the way in
and centre of its operations to improve
redefining how
customer experience and enhance business
consumers use
performance.
technology to
Mike shared insights into the retailer’s
interact with
business – including how its customers
homeware
digitally engage with the brand at each
retailers were
step of the buying journey, and how it will
Ikea Place,
be using an innovative solution from KPS
which lets
Envoy to power Dreams 360 – which affords
consumers use
the retailer a single view of the customer
Augmented
regardless of channel, meaning a shopper’s
Reality (AR) to
buying journey can be followed all the way
view an item of
ADPJan18.indd 1
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Whitec
? | Advertorial
Chair and roomset CGI
VIRTUAL RULES
Computer Generated Imagery VS Traditional Photography
Read any magazine and you’ll be forgiven for not noticing the number of companies using computer-generated imagery in their advertising.
White Crow Studios, used to be frustrated by the number of people who would comment on its excellent ‘photography’ services. Now it sees it as a compliment. The advancement of technology is making it harder to distinguish CGI from photography.
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With the expanding digital sector and the greater need to keep up to date with rapidly changing consumer trends, more and more companies are turning to the versatility of CGI. CGI creation means there is no more timeconsuming building of multiple roomsets. Gone are the days of having teams of stylists on hand changing colourways between takes or making sure the pillows and cushions are fluffed to perfection.
Expert visualisation artists can digitise your products in a multitude of ways, without even leaving the studio, and in some cases before they physically exist. Roomset images can be utilised time and time again to illustrate different product ranges. Images can be adapted to appeal to different demographics and even form the basis of more interactive and immersive marketing such as configurators and virtual reality. www.whitecrowstudios.co.uk
07/12/2018 14:02 10:46 20/12/2018
Attention Wholesalers! We offer clients a hi-tech DHD service, now you can too! For more information visit
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304 | Designer
As well as being the world’s largest presentation of commercial fabrics and textiles, Heimtextil – taking place at Messe Frankfurt from 8-11th January – pays close attention to emerging consumer and material trends in its Trend Space in hall 3.0. Furniture News presents the five key trend stories for 2019/20 and beyond …
Heimtextil’s utopian vision A search for new lifestyles guided by
The theme behind this year’s installation
scenarios might be lived out, by presenting
mindfulness and sustainability will
at the show is Toward Utopia – a world of
a combination of exhibitors’ product,
exert significant influence on product
new standards such as escape from complex
trailblazing projects and design initiatives,
development in the coming decades,
lifestyles, a desire for deeper relationships,
as well as the current colour trends.
according to the team in charge of
spiritual confirmation and greater meaning.
Heimtextil’s 2019 Trend Space, London’s
Toward Utopia aims to show which routes
“The new Trend Space at Heimtextil convinces with interactive and tactile worlds
individuals can take to find a balanced
of experience,” says Olaf Schmidt, Messe
lifestyle in the modern world – from
Frankfurt’s vice-president of textiles and
mistrust in the established order,” says
those who seek temporary time out from
textile technologies at Messe Frankfurt.
Caroline Till, the studio’s co-founder, who,
the internet to reconnect with nature and
“Visitors are playfully inspired, involved
together with her colleague Kate Franklin,
defy the elements, to those who escape
and motivated to get to grips with futuristic,
led the consortium of designers and trend
from the real world into a virtual realty.
spatial design concepts. This creates a
experts behind this year’s initiative, the
Others withdraw and find security in pure,
comprehensive picture of the design of
International Heimtextil Trend Council.
minimalist rooms, or seek a nostalgic
future spaces, and we can get some answers
answer to uncertain times and surround
to the questions of how we will interact,
meaningful, conscious life, based on positive
themselves with beauty and luxury. Finally,
consume, live and work in the future.”
relationships. We take responsibility for our
there is the unconditional hedonistic
lives and look for ways of life that fulfil our
desire for play, which is probably hidden in
staging is reflected in this year’s Trend
value system in search of a new utopia – a
everyone.
Book, which is available to order from
FranklinTill Studio. “We live in an era of uncertainty and
“As a reaction, we try to live a
society that aims at promoting the wellbeing of all its citizens.”
PURSUE PLAY “In an era of uncertainty, political instability and environmental
The exhibition’s newly-designed Trend Space aims to suggest how these various
The five key trends’ immersive on-site
Heimtextil’s website.
www.heimtextil-trends.com
Walala X Play by Camille Walala for Now Gallery (photography by Charles Emerson)
problems, we satisfy our need for optimism and creativity with play,” writes the International Heimtextil Trend Council. “Playing helps us to find meaning in the midst of chaos and turbulent times. Designers thus playfully focus on uninhibited, tactile interactions and experiments. Daring, cheeky product, room and fashion designs are loosened
Emerald City by Zhou Siwei
up with a touch of humour. Shapes and colour palettes take on a surrealistic note and the concept of L’art pour l’art once again commands attention. “The use of rich primary colours is playful and naive, while the combination of high-gloss and matt textures creates a palatable visual appeal. Abstract forms, bold play with patterns and exuberant textures challenge us to be imaginative and invent our own stories.” Gallery Party by GGSV
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ABCD Seat by Faye Toogood for Takeyari
SEEK SANCTUARY “In the midst of our intense, hyper-connected everyday life, more and more people are looking for ways to cut off all connections – for utopian havens of peace amidst all the noise,” states the International Heimtextil Trend Council. “They retreat to urban oases where they can switch off to find relaxation, a new perspective and clarity. “However, this essentialism does not mean that we have to categorically reject products. Rather, is it about the targeted search for and appreciation of design pieces and concepts that are simple, beautiful, functional and high quality. The combination of a minimalist colour palette with carefully selected structural details, curvy shapes and upholstery gives rise to comfort and warmth.”
Airplane Mode Box by Branch
Rope Light by Verena Henning for Akttem
Pyro Fade Original Puffy by Rumpl
Familiar Ground, by Visser & Meijwaard (photography by Masha Bakker)
GO OFF-GRID “The search for a new closeness to nature leads to a hankering for experiences beyond a networked everyday life,” states the International Heimtextil Trend Council. “It is an attempt to live more naturally, to return to the origins of humanity and to live in harmony with nature – and not against it. It is about cross-border experiences in remote locations,
Sienna rug by Hella Jongerius for Kvadrat
supported by high-tech survival equipment. “The combination of hard-wearing technical aspects of outdoor textiles and workwear requires a sophisticated, utilitarian aesthetic, and promises durability and functionality. Colours and patterns inspired by nature celebrate the supposed imperfection of the natural.”
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S
306 | Designer
Y
ESCAPE REALITY “A new utopia can be rooted in both the digital and the real,” suggests the International Heimtextil Trend Council. “The potential of virtual and extended reality blurs the boundaries between fantasy and reality. “We are working on a technology that enables deeper and more lasting experiences in daily life. Shimmering, iridescent surfaces have a transformative and optimistic quality, are transformed by movement and create a fleeting, intangible form of
Second Nature, Hidden Layer, by Field
motion. Mother-of-pearl effects and
Guise, by Odd Matter for Nilufar Gallery
high gloss create a unique dynamic in designs that seem to achieve the impossible by appearing fluid and in suspension as a solid form that could literally dissolve at any time. “Ethereal combinations of light pastel shades create a surrealistic, hyper-real mood.”
Another Plaid, by Buro Belén
EMBRACE INDULGENCE “High-quality materials and rich colours, a modernist style and solid craftsmanship combine to form a utopian vision of the future of luxury,” writes the International Heimtextil Trend Council. “In a modern age marked by
Console, by Rodolphe Parente for Pouena (photography by Francis Amiand)
uncertainty, we look back through rose-tinted glasses to earlier epochs, remember the comfort of the good old days, long for security and surround ourselves with a calm, inviting aesthetic. “Cleverly combined, honest materials, creatively implemented ideas and simple opulence form a new kind of comfort, as well as giving rise to intimacy and a sense of tangibleness.””
Leo’s, The Arts Club, by Dimore Studio (photography by Paola Pansini)
Wellington Tiles by Giles Miller
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SolidRe
Solid Real Wood
Painted Living and Dining Collection
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DOUBLE PADDLED TABLE 6-8 SEATER
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China Factory: Zuanghe Yong Sheng Furniture Co Ltd 20/12/2018 12/12/2018 14:03 11:58
DESIGNER
308
IN DESIGN
Wilf floor lamp, Lewis Small This month’s designer is “fascinated by balance and motion” – and his love for industrial lighting led him to develop an adjustable lamp which echoes this passion …
“The aim of this project was to create a portable, freestanding task lamp which would encourage interaction – many portable lights are similar to their mains-powered predecessors, remaining stationary in the home”
“Developing a counterbalance mechanism was fundamental to the interactivity of the lamp. Combining this with a lightweight design and a tactile pivoting shade featuring an integrated toggle switch, it invites the user to take control of the light and
“The result is an adaptable and engaging
move the lamp around the home”
task lamp that offers dynamic adjustable movement. Wilf allows you to relax, sit or work wherever you like, without having to compromise on the quality of light”
Training: Lewis studied Three Dimensional Design at Northumbria University, where he specialised in lighting design. Graduating with
“I enjoy designing wellengineered, simple yet sophisticated lighting solutions using high-quality raw materials such as stainless steel and brass”
a First Class Honours Degree, and recognised as the year’s Best Undergraduate Student in the Industrial Design Subject Area, Lewis went on to intern in industrial design at lighting brand Plumen. Achievements: In 2015 Lewis founded Iconic Lighting, an online blog on which he curates innovative and interesting lighting from all over the globe, which now boasts over 35,000 Instagram (@LewisMSmall) followers. Last year, Lewis exhibited at New Designers, and at The Furniture Makers’ Company’s Young Furniture Makers exhibition, where the Wilf floor lamp received the Young Furniture Makers Design Award. Wilf was also a 2018 Rado Star Design Prize finalist, which saw Lewis exhibit the lamp at designjunction. His other works include Wilf Mini, a fully adjustable pendant light, and a counterbalanced task lamp.
E lewismasonsmall@gmail.com
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Encore
EncoreJan19_1.indd 1 FN358_J.indd 309
05/12/2018 14:03 16:35 20/12/2018
310 | Designer
What are the pros and cons of registered
market to see if a product is successful and
Know your rights!
and unregistered design right in terms of
then, if so, allocate registration budget.
ACID’s chief executive, Dids Macdonald OBE, answers your design and intellectual property (IP) queries …
Those relying on unregistered UK or EU
effectiveness? Registered designs are the strongest form
design right (if they are ACID members)
of protection because they give monopoly
can send their designs into the ACID IP
rights and can last for 25 years, renewable
Databank, which can give them dated
every five.
evidence of the origination of designs,
You have a numbered certificate which, basically, says you own the design. Of
pitches and tenders. With Brexit in mind, it is advisable to
course, this can be challenged, as UK
take a proactive stance and Brexit-proof
registered rights are not examined. UK
your designs and trademarks by registering
unregistered rights last for 10 years from
in the EU. The UK Government has given a
the end of the year of first marketing –
commitment that those in the UK will be
but remember, third parties may copy the
able to benefit from protection in 27 EU
design after five years, provided that they
member states (including the UK) post-
pay you a reasonable royalty.
Brexit – so it is worth thinking about.
In Europe, unregistered community design right only lasts forthree years from first being shown in public. If a designer/ manufacturer who relies on unregistered community design decides to register the design, they must do so within a year of the design first being shown in public. Often, designers who are constantly innovating will, if there are budget restrictions, test the
“It is advisable to take a proactive stance and Brexit-proof your designs and trademarks”
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.
ADVERT INDEX ADP......................................................300 AIS Furniture Show.......................... 31 Alpha Designs................................... 131 Artedi.................................................. 129 ASG..........................................................11 Asiatic................................................. 142 Baker Furniture................................ 113 Barnscroft of Devon......................258 Bazaar Group....................................137 Belfield Furnishings................. 70-71 Blue Bone Imports.......................... 151 Boyteks ................................................. 6 Breasley........................... 230-231, 277 Britannia Mirrors...........................259 Buoyant Upholstery...................... 209 Celebrity.............................................229 Central Furniture Manufacturing.... ....................................................... 110-111 CIMC.................................................... 145 Cintique.............................................. 195 Coilsprung Beds..............................223 Collins & Hayes................................127 Comforteam......................................183 Complete Colour............................. 146 Conform.............................................205 Connect................................................69 Cords & Cables.................................297 Core Products.............................98-99 Corndell.................................... 168-169 Covercraft Upholstery.....................10 Culinary Concepts.......................... 160 Dako....................................................166 Dar Lighting..................................... 147 DB Mirrors........................................ 159 Decorative Panels...........................287 Deep Sleep Beds................... 248-249 Deluxe Beds........................................44 Derry’s................................................ 159 Design Studio............................. 66-67 Designworks..................................... 159
FN358_J.indd 310
Devonshire Living..................... 52-53 Dormeo.................................................86 Dunlopillo.........................................273 Duresta................................................ 115 EFE......................................................... 20 Emma Mattress...............................279 Febland................................................138 Fibreline................................... 261, 309 Final Touches................................... 150 FIRA.................................................... 298 Furmanac..........................................245 Furniture China................................... 9 Furniture Repair Distribution... 294 Furniture to Go......................284-285 Gallery Direct..........................141, 267 Gascoigne Designs......................... 129 Global Home.............................188-191 Greenwood Retail............................133 HanLin...................................................41 Harrison Spinks................................ 23 Heritage Furniture............... 234, 237 Highgate Beds......................... 217-219 Highgrove Beds.....................242-243 himolla .................................................33 Homeserve Furniture Repairs........... ....................................................292-293 Homestyle GB........................254-255 Hydeline....................................... 84-85 Hyder Beds........................................203 Hypnos....................................................8 IAFP...................................................... 311 Iain James Furniture..................... 124 Iconography.................................... 286 IFEX .....................................................49 IFFS............................................... 46-47 Jaipur..................................................257 Jual...............................................180-181 Julian Bowen........................... 174-175 Kaydian...............................................215 Keen Classics.................................... 182
Kelston House International...... 158 Kettle Interiors........................... 34-35 Kinetic Logistics................... 302-303 Komfi..................................................275 Kyoto...................................................250 La-Z-Boy UK.........................224-225 Lebus Upholstery............................202 Light & Living.................................... 39 London Fabric Show........................ 43 LPD...................................................... 162 M&P Chairs....................................... 187 Mammoth............................................91 Manchester Furniture Show........161 Michael Tyler Furniture................119 Midland Furniture Auctions......... 57 MIFF...................................................... 45 Millbrook Beds................................247 Nathan Furniture.............................40 Obaby...................................................155 One-Call Furniture........................ 170 Optimum Timber........................... 260 Orbital.................................................. 117 OTTY Sleep........................................ 281 Park Lane Beds............................... 269 Parker Knoll........................................ 25 Pharmore............................................143 Protect-A-Bed.................................239 Racing Champ........................262-263 Rest Assured.............................212-213 Retailsystem.......................................44 Rhenus Home Delivery................ 299 Rohlig.................................................. 107 Rowico UK.................................122-123 Sampler............................. 79, 105, 283 SATRA..................................................157 Saviour......................................148-149 SCF.......................................................295 Sealy UK.................................. 206-207 Seconique.......................................... 167 Shankar..............................................253
Sherborne.......................................... 192 Shire Beds......................................... 241 Siesta Beds.........................................271 Silentnight ............................. 200-201 Sleepeezee...........................................29 Slumbernights................................. 233 Sofahouse...........................................251 Solid Real Wood..................... 211, 307 SR Timber...........................................103 Staingard............................................221 Steely................................................. 298 Steens............................................76-77 Stroolmount.................................... 289 Sweet Dreams..................................227 TCH........................................................ 93 TCS........................................................177 Tente....................................................132 Tetrad........................................... 62-63 The Furniture Awards......................15 The Furniture Makers’ Company.... ................................................................ 36 The UK Agency...........................26-27 Think Rugs.........................................134 Think Zinc.........................................282 Torelli...................................................97 Twenty 10 Design............................ 171 VIFA....................................................... 37 Westbridge Furniture...............58-59 Whitecrow Studios..........................301 Whitemeadow..............................16-17 Wiemann .......................................... 165 Wilde Java...........................................153 Woodman Chairs...................184-185 World Furniture (NI).....................199 Worth Furnishing........................... 179 WS Dennison.................................... 109 WWFS.................................................... 83 YOTFC.................................................265
20/12/2018 16:17
IAFP_2
World of Opportunity
Engage a
The International Alliance of Furnishing Publications (IAFP) is an association comprising the leading industry trade publications in 18 countries. Established in 1997, the IAFP aims to improve communications between international markets and create new business opportunities. Furniture News is the IAFP’s representative in the UK, and can offer readers and advertisers target market information, contacts and reach through the most effective B2B channels. The essential guide to the UK domestic furniture and furnishings trade #357 December 2018 | www.furniturenews.net
Contact us on 0044 (0)1424 776101 or visit the IAFP website to find out more. Bowood Night by Rowico
BY THE SEASIDE Habitat wows Brighton
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COMMERCIAL SENSE
CONTENT MANAGER
La-Z-Boy’s claim to fame
Mike Kingsbury reveals all
19/11/2018 15:50
www.iafpalliance.com
20/12/2018 14:03 13:58
312 | Last Word
“Anyone who knows me will have heard many, many stories – the worrying part is that I’m not ashamed to say that they are all true!”
CAREER DIGEST 1991 – Event manager, dmg World Media (Consumer) 2003 – Various managerial roles, Abraxys 2013 – Show director, Clarion Events
Cleere Scamell Event director, Clarion Events Having taken over the lead role at the January Furniture Show and Manchester Furniture Show from the triumvirate of Laraine Janes, Theresa Raymond and Stephen Richards, Cleere plans to bring his experience in exhibition management to bear on two of the UK’s most important trade fairs.
FN358_J.indd 312
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Last Word | 313
How did you enter the trade?
so these days I tend to leave our amazing
that, I’ve always wished I’d had enough
Having run the much-loved Home & Gift
operations team to it and head home to start
determination, academic ability and
show in Harrogate for five years, Clarion
thinking about what we can do even better
patience to train to become a doctor or even
bought what is a famous show in the events
for the next one.
a surgeon.
world. What Laraine, Theresa and Steve
achieved is well known and much admired
… and the turning point?
What date on the business calendar do you
in our industry. Then the phone rang …
Walking through London’s Chinatown at
most look forward to?
6.30 on a freezing wet January evening in
09.31 on January 20th 2019 – is that specific
1989.
enough?! Again, it’s that shared sense of
I need to declare a particular interest, as until I was 20 I wanted to be a furniture and interiors designer – partly, I’m sure,
I was selling space for the then Daily Mail
achievement as a team at the moment the show opens – it’s highly addictive.
down to the fact that my mother is Danish
Ideal Home Exhibition (in what they used to
and design was part and parcel of my
call the Oriental Craft area) and a client had
upbringing. That plan all went wrong when I
promised and promised to pay. I’d ignored
What is the most important issue affecting
met an elder statesman of the events sector
it, and guess what? They went bust on me
your business right now?
and ended up working for him two weeks
with three days to go before build-up.
I can’t even bring myself to say the word,
later. I’ve been addicted to events for over
I decided to go knocking on some of the
but it begins with a B. I hope simply that by
very unusual doors beneath the colourful
the time this is being read we have a clear
restaturants (there were a few craft and
way forward. Whichever way anyone voted,
Who was your inspiration?
accessories shops on Gerrard Street in those
the uncertainty is toxic in the meantime.
There’s so many to choose from, but I’m
days).
30 years now!
going to go back to the beginning. I was 17,
In my double-breasted Prince of Wales
What company do you most look up to?
studying a rather bizarre combination of
check suit and leatherette briefcase I
It might sound trite, but Clarion Events. It is
A Levels (Economics, Art, Art History and
achieved absolutely nothing that night, save
a big business now, but I love the fact that
English). My art tutor Brian Manning taught
being chased away/sworn at repeatedly and
the entrepreneurial spirit is still as strong as
me a lesson that has stayed with me ever
picking up a lousy flu in the process. I slept
the day it was founded.
since – namely that if you have a C-grade
not a wink in my Leytonstone bedsit.
idea and work hard, all you can ever achieve
The next morning I went to work to see
What would you most like to change about
is a C. If you have an A-grade idea and do
Mr H, our sales director – a scary man with
yourself?
the minimum, you will get a C. However, if
more than a touch of the Basil Fawlty about
I would like to master brevity! As I said,
you have the great idea and graft at it, then
him. Reaching for the resignation letter in
I was brought up by a Dane, and, as you
it’s As all the way!
my pocket I confessed that I’d let it slip –
can tell, the Danish storytelling tradition
we were down by £10k.
is ingrained in me. Anyone who knows me
My ultimate inspiration for the last decade has been my son, who was born
He looked at me in a confused way and
will have heard many, many stories – the
with cerebral palsy and also has ASD. Every
bellowed (not at me) “Tony (our sales
worrying part is that I’m not ashamed
time I get down, self-indulgent or self-
manager), come in here – some useless
to say that they are all true! It’s been an
centred, a single thought of what he has to
company has ripped off our poor Cleere –
interesting life so far …
overcome every single day to become the
what do you think we can do to fill up the
most incredible young man he is, makes me
space!?”
realise that any challenge can be conquered.
I let the resignation letter fall back in my
What do you enjoy most about working in the trade?
pocket and learned that day that there is no
The people I meet and the fact that furniture
problem that cannot be solved. That’s what
is very ‘real’. Everyone needs it, and always
What was you career high point?
event organisers do – pull together to fix
will. It’s definitely not a passing fad.
The world of events is unusual – a
things, whatever the problem!
He will always be my inspiration.
continuous series of peaks and troughs.
Leave us with an industry anecdote please!
Every opening morning is a fresh high point
Describe a typical working day
I’ve taken up far too much of your time
– that ‘we did it!’ moment that is unlike any
Each day is entirely unpredictable, but that’s
already, and frankly most of my anecdotes
other.
why I love January Furniture Show and I
probably aren’t suitable for publishing!
love events – no two days are ever the same.
However, if anyone wants to join me for a drink at January Furniture Show, I’ll
… and low point? Again, it’s every show - watching it all being
If you had to start over, you’d probably
share one that involves two celebrity chefs,
knocked down after the last day. I actually
pursue which career?
a pop star, a rock star and a polymath TV
get quite emotional during breakdown,
Furniture design, probably. Having said
presenter – it was quite a night!
Antique or brand new?
Denim or leather?
Asking or answering?
Whilst I do like really old things (I have
Denim. Never double denim, though
Asking. I love finding out new things. As you
a small clay pipe from the 16th century),
can tell from the length of my answers, I’m
generally it’s brand new – I’m a tech addict
not afraid of answering, though …
and I love taking the cellophane off things
FN358_J.indd 313
20/12/2018 14:03
314
M
FURTHER READING
ON THE WEB New stories are added to the Furniture News website as they break. Browse www.furniturenews.net on your desktop or mobile, and sign up for our email newsletter at www.bit.ly/fn-in
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T
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