The essential guide to the UK domestic furniture and furnishings trade #359 February 2019 | www.furniturenews.net
The new MN Collection by Kettle Interiors
PINTEREST POWER! Why photography matters in media
FN359_Pages.indd FrontCover359.indd 11
STUDY GUIDE Designing for smaller homes
BORDER CONFLICT? The future of delivery in Ireland
28/01/2019 11:59 11:27
TCS FN Feb Advert 2019.qxp_Layout 1 11/01/2019 12:24 Page 1
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“Customers and business partners will doubtless appreciate the assurance that their flow of goods will continue (relatively) uninterrupted, whatever the outcome” COMMENT
A
nd so the magical mystery tour
handling imports from the EU, are you on top of
continues. I don’t care if you’re a
the necessary changes to customs paperwork a
Government strategist or a fairground
hard Brexit would precipitate? If you’re exporting
fortune teller – I’d defy anyone to predict
to the EU, are you confident that your products
what the UK will look like in a year’s (or even a
are certified to the appropriate levels?
month’s) time with any confidence. In some ways, the juncture we’re at is exciting,
Last month, the BFM issued its members with a guide that summarises the implications of a
even funny (I expect plenty of outsiders watching
no-deal Brexit (and, online, the Government
the chaos unfold are having a right old laugh
offers its own advice for businesses). While
at this tragic comedy). But it’s hard to see the
there’s a chance that many of these safeguards
funny side when the future of your business and
will not be necessary, customers and business
personal life feels subject to the whims of our
partners will doubtless appreciate the assurance
nation’s frustrated, flip-flopping leaders, and the
that their flow of goods will continue (relatively)
profound sense of uncertainty the entire process
uninterrupted, whatever the outcome.
continues to create. We may not have a crystal ball, but we’ve got
Logistics are key to this continuity, and the promise of effective, flexible and reliable
the rest of the media circus. We hear tales of
deliveries will resonate all the stronger with
eccentric individuals ‘prepping’ for the hardest
Irish businesses, given the particular upheaval
no-deal outcomes by filling their homes with
they’re facing. In this month’s issue, we reveal
long-life food and water purification tablets.
how WS Dennison, a furniture logistics specialist
We read about plans to mobilise the army,
headquartered in County Antrim, is working with
about hospitals devoid of nurses, and – perhaps
the industry to help forge the best delivery paths,
most astounding of all – about politicians from
whatever shape the border takes (p64).
different parties joining forces. Call it ‘Project Fear’ if you like, but none of us
Meanwhile, Ireland’s in the spotlight again as we profile Abbeylands Furniture, which is best
really knows where the speculation ends and the
known for its bold, colourful furnishings brand,
truth begins.
Scatter Box (p38). MD Caroline Horgan puts the
But let’s keep things in perspective. This isn’t
situation succinctly: “I don’t think anyone really
an imminent natural disaster or nuclear attack.
can [Brexit-proof their business] at this stage
Making an omelette necessitates the breaking of
– but we’re certainly not just going to wait and
a few eggs, and no-one ever said it would be easy
see.”
(well, they might have done, but the referendum campaign feels like a lifetime ago), so we can
Hope for the best, but prepare for the worst, indeed.
probably afford not to take the extremes too seriously. But, at the same time, we shouldn’t sit on our hands. There are measures which can (and should) be undertaken by any business – be it retail or supply – which will help future-proof it against the most likely eventualities. You might be working at capacity already, but is there any space in your business that could accommodate a little excess stock? If you’re
FN359_Pages.indd 3
Paul Farley Editor-in-chief T 01424 776101 E paul@gearingmediagroup.com Twitter @FurnitureNewsED
28/01/2019 11:59
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 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
CIFF Guangzhou (24)
7
Partner Comment
8
News
18
Events
30
Resources
38
Profiles
52
Beds & Bedroom
54
Dining Room
Proofreader Keith Fitz-Hugh Editorial director John Legg 01424 776104 john@gearingmediagroup.com Publisher Nigel Gearing Accounts Wendy Williams 01424 774982 wendy@gearingmediagroup.com Magazine subscriptions (UK-£65, Europe-£85, RoW-£95) 01424 774982 subscriptions@gearingmediagroup.com
Scatter Box (38)
Bruna Martins, Artisan Furniture (50)
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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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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)
28/01/2019 11:59
Contents | 5
Ian Cull’s Cornholme (70)
ON THE COVER
The essential guide to the UK domestic furniture and furnishings trade #359 February 2019 | www.furniturenews.net
The new MN Collection by Kettle Interiors
PINTEREST POWER! Why photography matters in media
STUDY GUIDE Designing for smaller homes
BORDER CONFLICT? The future of delivery in Ireland
FrontCover359.indd 1
28/01/2019 11:27
Kettle Interiors (www. kettleinteriorsagencies. com) reveals its new MN Collection, which pairs oak tops with soft grey-painted cabinetry (p44)
CONTRIBUTORS 30
58
Living Room
62 Furnisher
64
Trade Services
70 Designer
Dan Whytock explains how technology will enhance the high streets of the future
34
Jan Turner reveals how Instagram and Pinterest can be invaluable marketing platforms
56
WS Dennison (64)
Cameron Fry (76) imm cologne (28) TSG’s Natasha Bougourd explains how customer
The Furniture Trade Directory The indispensible guide for UK suppliers and retailers,
behaviour is driving digital transformation
in print and online www.gmgconnect.com
FN359_Pages.indd 5
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FN359_Pages.indd Full page USE.indd 6 1
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Partner Comment | 7
Design rights in a post-Brexit Britain Having spent the last few decades immersed in the furniture
until December 2020. If there is no deal, the future, sadly, is
sector – whether in the interior design world or as CEO and co-
unknown.
founder of Anti Copying in Design (ACID) – there is no doubt that
The most important aspect of Brexit – whether deal or no deal
the intellectual capital underpinning UK furnishings brands is an
– to those in design, is that those who do not register their designs
impressive asset.
are vulnerable.
The intangible value of a business – its people (skills, experience
Why? Because when the UK leaves the EU it will no longer be
and leadership through knowledge management), trading
possible to rely on unregistered design right in the 27 remaining
relationships and structural capital, are the essential components
states which, currently, UK designers can access automatically.
which give an organisation its competitive edge.
Through representations to Government there will now be a
Intellectual property plays an integral part in the protection of
supplementary right similar to the EU right (which offers broader
any organisation’s intellectual capital, whether micro or macro,
protection) but this will only be valid in the UK. ACID continues to
and good, well-made original design is increasingly becoming
press for clarity from Government.
a key differentiator. In the UK we are very good at design – the
Looking at trademarks, currently, UK and EU trademarks are
Furniture Makers Company Design Guild Mark holders, for
perpetual monopoly rights (subject to use), renewable every
example, are exemplars.
10 years. There will be no change for UKTMs and the Madrid Protocol can be used for international applications. Post-Brexit,
“What is emerging nationally and globally is a worrying and consistent increase of online and offline IP theft”
EU trademarks (EUTMs) registered before the end of the transition period will automatically generate a new UK trademark (same filing and renewal dates) – this will be automatic and free. We may exit the EU with a trade deal in place, or we may not. There might be a transition period, there might not. But one thing is certain – now is the time to start preparing yourself for B-Day, and what better way than to check whether your IP is in a healthy place, and how it might be affected by the biggest political event of
However, what is emerging nationally and globally is a worrying
a generation?
and consistent increase of online and offline IP theft. During 2019, ACID will continue our conversations with Government and our industry to raise awareness that access to simplified, cost- and time-effective IP redress is a priority. The bottom line is that IP is a property right, and to steal property is a crime. It is theft. Another aspect of our continuing remit is to raise standards within the industry to ensure that within its declared corporate social responsibility, ethics, respect and compliance are at its core.
Dids Macdonald OBE is the CEO
We’re also here to help with pressing legislative developments.
and co-founder of Anti Copying
For example, are you unsure, lost, unclear, puzzled, confused or
in Design (ACID), the UK’s leading
baffled about your intellectual property post Brexit? If so, you needn’t be, because ACID has initiated a Brexit advice resource
membership and campaigning
with practical steps to future-proof IP.
organisation for design and IP, supporting a safer trading
In March 2017, an initial Draft Withdrawal Agreement was published by the EU, and an updated Draft Withdrawal Agreement
environment (www.acid.uk.com).
has now been agreed by EU leaders and the Cabinet. If there is a
She is also vice-chair of the Alliance
deal, we will be out of the EU and there will be a transition period
for IP.
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
FN359_Pages.indd 7
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8 | News
Devonshire appoints new MD
DFS cautious despite strong sales DFS reports good trading for the five-
overseas,” DFS reports. “However, we do
month period ended 30th December 2018,
expect benefits of previous and ongoing
with underlying sales growth of +10%, LFL
investments in our online activities, our
growth across all brands and +22% growth
final-mile two-man logistics and the
in online gross sales.
continued integration of Sofology, together
The retailer says this performance was
Nicolle Hockin and Andy Waddell Andy Waddell has been appointed MD of furniture manufacturer and importer Devonshire. He replaces founder Peter Hockin, who has retired after growing the company over the last 25 years. Andy has been with the company for
with progress being made at Dwell and Sofa
helped by latent demand as consumers
Workshop, to help mitigate this challenging
deferred purchases from the hot previous
market environment.”
quarter – as such, it remains cautious, and its FY expectations have not changed. “We are mindful of the broader political and economic uncertainty and the further
After six years with the group, CFO Nicola Bancroft is to retire from full-time executive roles. While a succession process is conducted,
risk this may pose to consumer confidence
Mike Schmidt, currently chief development
and lead times for the proportion of our
officer, will become interim CFO from 1st
made-to-order products that we source
April.
18 years, having started as a delivery driver before progressing to the position of transport manager and then
Gallery acquires Parlane International
factory manager, commercial director and operations director. He will be joined by development
Gallery Direct has purchased Parlane
businesses will work closely together to
International, one of the UK’s top interior
deliver benefits to both companies and their
director Nicolle Hockin, who has
product companies, which designs and
respective customers.”
worked in the family business for four
supplies home accessories to the trade.
Mike Burgess, MD of Parlane
years, and is also studying for an MBA.
The deal was part of a strategic decision
International, says: “We are very proud of
The board is further strengthened by
to expand Gallery’s home accessories
our business, which has been developed
Huw Johns, marketing director, and
collection and boost its complete interiors
over the last 48 years with the outstanding
Mike England, finance director.
offering.
team here in Bourton-on-the-Water. We
Andy says: “I have been very
“This is great news for Gallery’s and
have grown to a size where we now need
fortunate to have had a diverse career
Parlane’s clients,” comments Gallery Direct
to partner with a like-minded business.
at Devonshire which I have greatly
MD Peter Delaney. “The two companies
The synergies between Gallery Direct and
enjoyed. I very much look forward
share the same core values and work ethics.
ourselves are obvious, and we are delighted
to taking the business to the next
Like ourselves, they are a well-established
to become part of the Gallery team going
level and maximising on all the
business who have developed a strong,
forwards.”
opportunities that we have as a leading
trusted brand, focusing on design, quality
UK furniture manufacturer.”
Furmanac appoints new sales manager After joining Furmanac in
and value for money.
Peter adds: “Mike and his team have such in-depth sector knowledge that we
“They have close working relationships
know will help our ongoing strategy and
with their suppliers, who produce excellent
expansion further into the sector. It has
products for them.
been a pleasure dealing with and getting
“Many are designed in-house by the
to know him and the Parlane team, and we
Parlane team or are exclusively procured
look forward to welcoming them on board.
from their high-quality international
We are excited about the future and have
suppliers. I am confident that the two
great plans to continue leading by design!”
2018, sales director Stuart Page has left to spend
Next revises outlook despite good Christmas
more time
Next has reported that its full-price sales
at home and
over the Christmas trading period (from
sales growth of +3.2% for the full year, and
start a new
28th October to 29th December) were in
has revised its profit guidance downwards,
venture on his
line with expectations and up +1.5% YoY,
by -0.6% – a difference of £4m, which
doorstep.
with strong sales in the three weeks prior
Next attributes to higher sales on seasonal
to Christmas and a good half-term holiday
products plus increased operational costs
taken up the position of national sales
week at the end of October making up
associated with its online sales.
manager at the business. Like Stuart,
for the retailer’s disappointing sales in
Philip brings a wealth of experience
November.
Philip George
Consequently, Philip George has
to the company, and is set to help
While online sales were £17m (+2.2%)
The retailer expects to post full-price
Brexit fallout nothwithstanding, Next expects the year ahead to return a sales performance similar to what it saw in H2
grow the family of brands within the
ahead of expectations, retail sales were
2018 – physical retail sales down -8.5% and
Furmanac business.
£16m (-1.7%) behind.
online sales up +11%.
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News | 9
Willis & Gambier seeks buyer as parent exits UK Samson Holding, the parent company of
“We are looking to sell all or part of the
Peterborough’s Willis & Gambier, is to exit
business,” financial director, Elliott Li,
the UK marketplace by the end of April,
told Furniture News.
whereupon Willis & Gambier will cease operations. The parent company states that the
“We’re not in an administration situation, the company is still solvent – the parent company is ceasing its UK
decision was made following a year of
warehousing operation, so the model
“unprecedented market conditions” and
going forward would involve more direct
“significant soul-searching”. The report
business – but we welcome enquiries from
reads: “The UK, following the Brexit
interested parties.”
decision made in 2016, is facing extremely
Normal repeat orders taken up to and
challenging market conditions, with little
including 28th February will be supplied
sign of clarity. Furthermore, the change in
in the usual manner whilst stocks allow,
customer buying patterns and expectations
with deliveries completed by 31st March.
has added to the pressure placed on our division in the UK, Willis & Gambier.” Samson will continue have a presence in
“It was a difficult decision for Samson Holdings, but the group wants to adjust the focus of its global business,” says
the UK through hospitality and direct supply
Elliott, who also confirmed that Willis &
OEM projects, but these will be administered
Gambier would not exhibit at this year’s
from Asia.
January Furniture Show.
Dunelm cautious despite revenue growth Dunelm saw LFL revenue continue to grow in its Q2 (to 29th December 2018), concluding it up +9.0%. Store revenues rose by +5.7% YoY, while online grew +37.9%. Total growth at group level was +2.0%, reflecting the closure of the Worldstores and Kiddicare websites. Dunelm says it is now focused on its core offer, and continues to invest in its new Home of Homes marketing campaign and develop a stronger multichannel propostion – although later than expected, the retailer expects to launch its new website in Q4. H1 profits before tax are expected to be in the region of £70m, following an impairment charge of £3.8m in relation to the Fogarty brand. Nick Wilkinson, Dunelm’s chief executive, says: “Despite our strong
Harrison Spinks launches consumer campaign
performance in the year to date, we remain cautious on the outlook for the second half given the ongoing uncertainty in the UK economy. However, in the medium term, we see significant opportunity to grow the business by focusing on our customers and seizing opportunities in a digital world.”
Mattress Online helps combat homelessness Harrison Spinks launched its first-ever TV
agencies. We have repositioned the brand,
ad on Boxing Day as part of a multimillion-
developed a new website and launched our
pound consumer marketing campaign. The
True Bedmakers proposition.
TV spot follows the journey of a Harrison
“Our TV spot first aired on Boxing Day
Spinks mattress from farm to factory,
and is part of a wider six-month B2C
alongside one of the company’s hand-
initiative that spans print, radio, digital,
reared sheep.
PPC and PR. This is not only our first TV
Esme Westmoreland, head of marketing
campaign, it’s the first time we’ve created
at Harrison Spinks, says: “Our first-ever TV
an integrated consumer-facing campaign
and consumer marketing campaign is the
in our almost 180-year history.”
culmination of 18 months’ work from our in-house marketing team and supporting
Almost 1000 stockists have received instore PoS materials as part of the launch.
Mattress and bed retailer Mattress Online has donated over £2000 to national homeless charity Crisis. The donation, which totals £2496.18, was made following a campaign undertaken towards the end of 2018, where the retailer set aside £1 from every order received over a two-week period in December. In addition, Mattress Online’s staff also contributed to the total, with a bake sale held at the retailer’s headquarters. Mattress Online’s MD Steve Adams says: “We’re delighted to be making this
Glasswells raises funds for air ambulance A charity quiz night held by retailer
“The annual quiz night has become an
donation to what is an incredibly worthy cause. Crisis do exceptional work in supporting people out of homelessness at
Glasswells in December raised £950 for
important and much-anticipated event in
Christmas and throughout the year, and
the East Anglian Air Ambulance. Eighteen
Glasswells’ calendar,” explains MD Paul
we’re proud that we are able to support
teams, made up by members of staff at
Glasswell. “We are over the moon to have
them in doing so.
Glasswells, took part in the annual quiz,
raised such a significant sum of money
“Of course, we’re extremely grateful
which is now in its 12th year and has raised
for such a worthwhile cause – I cannot
to our customers who placed orders with
thousands of pounds for local and national
thank the staff enough for their continued
us during the period when this campaign
charities.
enthusiasm and generosity.”
took place.”
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10 | News
The Furniture Awards 2019 winners revealed
imm cologne achieves greater international reach
Following an extensive evaluation process, the winners of this year’s edition of The Furniture Awards have been chosen. Organised by Furniture News magazine in partnership with the January Furniture Show – and supported this year by the BFM and Orbital Vision – The Furniture Awards recognise the industry’s champion suppliers, based on the strength of the imm cologne (and its associated
executive of the Verband der Deutschen
LivingKitchen show) closed on Sunday 20th
Möbelindustrie (Association of the German
a shortlist, this year’s judges – Ross
January, and recorded a total of 150,000
Furniture Industry, VDM), says: “After
Beveridge (Archers Sleepcentre), Matt
visitors (including estimates on the final
a challenging 2018, this edition of imm
Hesketh (AHF), Malcolm Walker (FIRST
day of the events), with 52% of the trade
cologne was an outstanding event and a
MW) and Rob Scarlett (Furniture &
visitors coming from abroad, meaning the
successful trade fair that we as the industry
Print) – gathered to inspect the most
co-located events achieved a greater global
are very pleased with.”
promising entries in person, before
reach than ever.
new products launched at the event. After narrowing the entries down to
The events achieved significant rises in
Visitors attended from 145 countries,
trade visitor numbers from China (+23%),
and growth in overseas trade visitors was
North America (+15%) and South America
the winner was Sealy UK, for its
especially strong. But the trade fair duo also
(+29%). Within Europe, considerably more
Activsleep range, while Silentnight
attracted greater numbers of visitors from
industry professionals attended from Greece
was highly commended for its Eco
other European nations.
(+31%), Ireland (+30%) and Portugal (+31%)
returning their verdict. In the Mattresses & Divans Category,
Comfort Collection. The Bedroom
“These results underscore once again
Cabinet Category saw Wiemann take
that Cologne is the place to be for the global
the top spot, for its Monaco wardrobe,
world of interior design.
while Jual Furnishings was highly
“The past seven days have shown clearly
travelled to imm cologne and LivingKitchen. Specialist retailers and high-profile international visitors from the furnishings trade and interior design business were
commended for its San Francisco Smart
that it is here in Cologne that the industry
recorded as visitors, with many of them
Range.
sets the direction for the coming year,”
coming from the global top 30 chains.
says Gerald Böse, president and CEO of
Growth here was especially strong from the
Koelnmesse.
UK, with visitors from DFS, Heal’s, John
In the Accents Category, Hartman UK took first place, for its Julia resin chair, while Thought Machine was
Echoing his comments, Jan Kurth, chief
Lewis, Hatfields and Kingfisher.
highly commended, for Saviour. In the Upholstery Category, the winner was Parker Knoll for Collection 150, while
John Lewis sees moderate growth over festive period
Alpha Designs was highly commended, for Nido. Finally, ALF won this year’s
John Lewis & Partners achieved gross sales
differentiated products and service to
Living & Dining Cabinet Category for its
of £1160m over the Christmas period (the
customers.
Fusello table, while Gallery Direct was
seven weeks to 5th January 2019) – up
highly commended, for Barcelona.
+2.5% YoY (+1.0% on a LFL basis).
“We continue to expect FY total partnership profits to be substantially lower
The trading period was defined by a
this year, driven by slower sales growth over
develop a photorealistic rendition of
longer Black Friday promotion, a strong
the year and margin pressure in John Lewis
their entry, courtesy of creative digital
week running into Christmas (including a
& Partners along with higher costs, mainly
agency, Orbital. Next month’s issue
record Christmas Eve in shops as customers
as a result of our continued investment in
of Furniture News will feature a full
took advantage of the full shopping
our IT capability.
analysis of each winning entry.
weekend) and an encouraging first week of
Each winner now has the chance to
prepare for the current pressures in retail
the market once again.
mean that the partnership has the financial
Chairman of the John Lewis Partnership,
T
A
“The actions taken in recent years to
clearance sales, and LFL sales outperformed
strength and flexibility to pay a modest
Sir Charlie Mayfield, comments: “Two
bonus this year, without impacting our
main factors are affecting the retail
ambitious investment programme. However,
sector - oversupply of physical space and
the board will need to consider carefully in
relatively weak consumer demand. Despite
March, following the usual process, whether
this, we had a positive Christmas trading
payment of a bonus is prudent in the light
period thanks to the extraordinary efforts
of business and economic prospects at that
of partners in our business, delivering
time.”
THE FURNITURE
AWARDS 2019
FN359_Pages.indd 10
28/01/2019 11:59
Full pag Gallery
NEW IN for SS19 Launching brand new products for SS19 in all our ranges of furniture, home accessories, lighting, made to order, soft furnishings and wall décor.
VISIT US ONLINE TO VIEW OUR FULL COLLECTION 01795 439159 www.gallerydirect.co.uk
FN359_Pages.indd Full page USE.indd 111 Gallery - Feb Issue FN.indd 1
28/01/2019 11:59 21/01/2019 08:46 17/01/2019 11:05:00
12 | News
Emma issues warning to rivals following strong quarter
New-look Lombok defies expectations
European Bed-in-a-box brand Emma
online mattress bubble has burst and if it
Mattress has reported its biggest grossing
is possible to grow a successful mattress
quarter in the UK since its launch in 2017.
brand without burning a significant
Lombok has issued a positive trading
The brand turned over £9.4m between 1st
amount of money.
update, in which it states that its new
October and 31st December 2018 – a YOY increase of 170%. Emma Mattress’ Boxing Day sale saw the
“These concerns have been borne out of the unsustainable strategies being adopted by our well-funded European bed-in-
brand sell one mattress every two minutes
a-box competitors. Spending heavily
during the 12-day promotion, generating
on advertising and building a brand at
£4.4m. Emma’s UK revenues have remained
the expense of marketing efficiency and
strong throughout the year, ending with
product quality is simply way to burn out
a +246% growth in turnover YOY, and
quickly. That’s why, at Emma Mattress,
contributing towards parent company
we’re proud to be bucking the trend and
Bettzeit Group’s annual revenues of €79m.
proving that, with a sustainable, long-
The company reports that it was the most
term business model, and a commitment
visited bed-in-a-box website in the UK,
to R&D and product development, the
France and the Netherlands in December
online mattress market can continue to
2018 (according to Similarweb data),
thrive.
receiving +39.3% more visits than its closest
Commenting on the market outlook, he
management team and product ranges are continuing to drive the retailer’s growth. Lombok has bucked industry trends, with trading up +11% YOY for online and retail sales for Q4 2018. The retailer saw a particularly strong online performance in December, with sales up +45% on 2017, and this trend continued into the new year. In addition, Lombok says that retail sales have shown steady growth across Q4. The growth in online sales came from the Lombok’s furniture category,
adds: “We have already seen the warning
driven by new products in all ranges
signs for those bed-in-a-box brands who
such as upholstered beds, sofas and
Quiroga-Rivera, says: “Emma’s positive
do not operate a profitable and sustainable
armchairs. Other contributing factors
results are testament to our profitable and
business model.
have been higher-than-planned core
competitor. Co-founder of Emma Mattress, Benjamin
sustainable business model, which focuses
“For those competitors who continue
line sales, bolstered by Lombok’s new
on product quality, investment in R&D
not to heed these warning signs or are
brand identity. According to the retailer,
and efficiency when it comes to marketing
simply unable to turn their business
working with a new supplier in Europe,
spend. This comes at a time where some
model into a profitable format, we expect
where Lombok finds that lead times are
within the industry - and within investor
to see consolidation or dropouts within
shorter and QC easier to manage, has also
communities - are questioning whether the
the bed-in-a-box market in 2019.”
contributed to its success.
BFM summarises implications of no-deal Brexit The BFM has summarised a recent Government publication on the trading measures that would need to be put in place in the event of a no-deal Brexit, highlighting those aspects most relevant to the furniture industry. In summary, says the association, if they wish to continue trading with the EU, businesses will have to apply the same customs rules to goods moving between the UK and the EU as are currently applied in cases where goods move between the UK and a country outside of the EU. This means that the EU would require customs declarations on goods coming from or going to the UK, as well as requiring separate safety
Dunelm cautious despite revenue growth Dunelm saw LFL revenue continue to grow in its Q2 (to 29th December 2018), concluding it up +9.0%. Store revenues rose by +5.7% YoY, while online grew +37.9%. Total growth at group level was +2.0%, reflecting the closure of the Worldstores and Kiddicare websites. Dunelm says it is now focused on its core offer, and continues to invest in its new Home of Homes marketing campaign and develop a stronger multichannel propostion – although later than expected, the retailer expects to launch its new website in Q4. H1 profits before tax are expected to be in the region of £70m, following an impairment charge of £3.8m in relation to the Fogarty brand.
and security declarations for imports into the EU. Duty will be payable on certain goods, and changes will occur to VAT collections. The guide, which is available to the association’s members,
Airsprung invests in technology
identifies the steps companies need to take – whether that is
Airsprung Group has announced a £250,000 investment in machinery
when it comes to importing materials or exporting furniture.
at two of its companies. Cavendish Upholstery, the group’s sofa
It contains links to publications and sites where more
manufacturing operation based in Chorley, has taken delivery of a new
information can be obtained, and addresses particular issues
Lectra automated cutting machine. As well as increasing reliability, the
that affect certain products.
investment offers a considerably higher capacity to service the brand’s
Mike Dimond, the BFM’s director of membership affairs, says: “A lot of the required new trading measures cannot be
expanding customer base. Swanglen, the group’s headboard brand, recently installed a CNC
put in place overnight and if companies are concerned, they
cutting machine at its Bristol facility. This investment greatly increases
need to think about taking action now to prepare for a no-deal
the speed of production and reliability, and allows for greater flexibility
potential.”
in new product development.
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+
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18 | Events
REVIEW
HEIMTEXTIL SETS NEW BENCHMARK DESPITE HINDRANCES German textile fair, Heimtextil, which ran from 8-11th last month, concluded with a satisfied Messe Frankfurt reporting visitor numbers of around 67,500 (down from 70,000 in 2018) – a good performance given the obstacles in visitors’ way, says the organiser …
T
his year’s exhibition featured 3025 exhibitors from 65 countries, which faced up
to an uncertain economic outlook with positivity, and embraced the changes taking place across the event – including an optimised concept and new hall structure, taking Heimtextil to a new level and covering the entire exhibition site. “Exhibitors and visitors accepted the new trade fair concept with great enthusiasm and confirmed the trade fair’s position as the world’s most important meeting place for the industry,” says Detlef Braun, Messe
slight decline due to various reasons,
– particularly in the hotel and
Frankfurt board member.
such as difficult travel conditions
hospitality sector – as well as
on account of the storms in the
decorative and upholstery fabrics,
impressed the exhibitors, as did the
alpine region and airport strikes in
digital printing solutions and
number of new business contacts from
Germany.”
wallpapers.
“The quality of the decisionmakers
156 countries, especially international
FN359_Pages.indd 18
A key focus was placed on
Next year’s Heimtextil – the show’s
ones – thus enabling Heimtextil to
sustainable textiles and the benefits
50th edition – will take place from
set a new benchmark. Around 67,500
of healthy sleep. In addition to
7-10th January 2020 in Frankfurt am
visitors ensured that there was a busy
its renowned trend show, the fair
Main.
atmosphere in the halls, despite a
also focused on contract business
www.heimtextil.messefrankfurt.com
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20 | Events
PREVIEW
RESTRUCTURED BUYING HUB LOOKS TO THE FUTURE International consumer goods fair Ambiente returns to Frankfurt from 8-12th this month, covering three product areas – Dining, Living and Giving – and presenting a raft of inspirational features and seminars for forward-thinking retailers …
A
mbiente represents a
this year’s fair mean this momentum
trading locations for volume business
significant sourcing
is likely to be maintained.
outside of China.
The opening of Hall 12 at the
Following in the footsteps of
seeking anything from dining, cooking
Frankfurt exhibition grounds last
Denmark, France, Japan, the US,
and household items to furnishings
autumn has given the show’s
Italy, the UK and the Netherlands,
and fashion accessories.
organiser an opportunity to develop
the forthcoming Ambiente partner
a completely new show structure
country will be the Republic of India.
countries will be setting trends for
– visitors will now find Living and
This partnership will be reflected
2019 and beyond,” says Ambiente’s
Giving, with interior design including
across a wide range of products by
vice-president, Nicolette Naumann,
furniture, lighting and accessories, in
traditional crafts and artisans, curated
of the upcoming edition. “In 2018,
Hall 8, while Interiors & Decoration in
and designed by Jaipur-based Indian
Frankfurt attracted 4376 exhibitors
Hall 9 will feature all the above, plus
designer Ayush Kasliwal, and shown
from 88 countries, occupying over
design concepts and home textiles.
again in Galleria 1.
opportunity for any buyer
“Exhibitors from around 90
308,000m2 of gross exhibition
As always, the Ambiente Academy
space and demonstrating their new
established part of the international
will provide insights into current
developments and innovations for five
volume business taking place at
market developments, while key
days.”
Ambiente, and this year the Sourcing
trends across dining, cooking, living
and Dining area covers four levels
and giving will be presented by design
visitors from 168 countries, keen to
in Hall 10 – comprising some 1500
studio Stilbüro bora.herke.palmisano
explore the broad product offer on
exhibitors from 55 nations in all, and
in Galleria 1.
display – and improvements ahead of
making Frankfurt one of the premier
www.ambiente.messefrankfurt.com
That edition attracted 134,600 trade
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HanlinF
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22 | Events
PREVIEW
FABRIC EVENT PROMISES THE PERFECT MATCH The London Fabric Show returns to the Chelsea FC stadium at Stamford Bridge in Fulham from 4-5th next month, where it will present the trade with over 35 high-end fabric producers from the UK and Europe.
O
rganised and hosted by the
jacquard woven rugs and upholstery
years, the company is a leading UK
BFM, the two-day show –
fabrics.
velvet weaver, and produces over 750
taking place a little later
luxury velvets for upholstery and soft furnishings.
than usual this year due to a fixture
and textile manufacturers from
clash – gives manufacturers of
Belgium are among the many regular
upholstery, beds and soft furnishings
exhibitors. Beaulieu, Greenstreet
Lancashire-based company which
an opportunity to see high-end fabrics
and Muvantex are just some of the
specialises in bright wools, linens and
from some of the best mills, weavers
names from Belgium renowned for
cottons.
and suppliers in Europe.
the quality of their textiles returning
Art of the Loom is another
Fabric treatments will be on display,
to the show this year – their fabrics
too – Spain’s Inter Fabrics promises
good number of visitors despite
include jacquards, linens, velvets and
to have every kind of fabric treatment
poor weather afflicting much of the
chenilles in traditional and modern
covered thanks to its well-known
UK. Those in attendance included
designs.
Aqua Clean brand, and produces its
Last year’s edition attracted a
Other returning European exhibitors
own extensive collections of fabrics
described the event as “a great
include Arruma Trapos from Portugal,
for a variety of industries, including
show”, and Alstons’ Matthew Cave,
Eurotex from Germany, Imatex from
furniture.
who stated: “Great exhibition, plenty
Italy and Boyteks and Turman from
to see, easy to visit and knowledgeable
Turkey.
Steinhoff’s Kai Winders, who
exhibitors.”
Between them, they will present a
Jackie Bazeley, joint MD of the BFM, comments: “The London Fabric Show is now a firm fixture in the diary for
variety of natural fibre and mixed-
our upholstery and bed manufacturers.
Bill Beaumont Textiles, a leading
texture fabrics in plains, stripes,
It is the perfect opportunity to see a
brand in the soft furnishings industry
florals and abstracts, in soft and
varied and rich collection of fabrics
that supplies curtain fabrics, made-
vibrant colours.
from expert fabric producers in one
New exhibitors this year include
to-measure soft furnishings and
FN359_Pages.indd 22
Well-regarded Flemish fabric
Returning exhibitors from the UK
hit, with the added bonus of a first-
wallcoverings, and Ragolle, one of
include the Lancashire-based British
class venue.”
Belgium’s leading manufacturers of
Velvets. Producing velvets for over 80
www.londonfabricshow.uk
28/01/2019 11:59 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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24 | Events
PREVIEW
FAIR COMMENT: CIFF GUANGZHOU Canton (or Guangzhou in Chinese) is China’s third largest city, the capital of Guangdong Province, and a flourishing commercial centre. It’s also the home of one of the world’s biggest industry events fairs, China International Furniture Fair (CIFF) …
T
aking place across two phases
Attendance: Each year, CIFF
trade, creating huge value for the
this year (the first from
(Guangzhou) attracts more than
world’s home furnishing industry.
18th-21st March, covering
190,000 importers and exporters, retailers, designers, architects,
Guangzhou will be promoted with an
the second, from 28th-31st March,
and other professionals from 200
image that integrates the content of
oriented towards contract, office and
countries and regions.
the entire furniture industry supply
manufacturing), CIFF Guangzhou,
In 2018, 195,082 visitors attended
chain represented there, portraying
which is sometimes referred to as
the show. Of the foreign visitors in
all five of the main categories with
“Asia’s furniture sourcing centre”, is a
attendance, more than 40% came
corresponding colours and iconic
gargantuan event that brings together
from Asia, about 30% from North
furniture pieces.
more than 4000 exhibitors and nearly
America, 18% from Europe, and 12%
200,000 visitors.
from Australasia, Africa and South
been further optimised. CIFF has
America.
been upgraded across the five
The relocation of CIFF’s autumn edition to Shanghai in 2015 may
The edition featured 4122 exhibitors
The exhibition layout has also
main categories, as well as the
have widened the brand’s appeal
– CIFF (Guangzhou) 2019 will host
seven aesthetic spaces dedicated to
to international audiences, but the
over 4100 exhibitors from 41 countries
individual trends – high-end import,
Pazhou-based show comfortably
and regions, and covering the entire
design trend, whole house customised,
remains the business end of this
industry supply chain, from home
decor life, leisure life, efficient office,
Government-backed event. Furniture
furniture to raw materials.
and intelligent manufacturing.
What’s new? There are five notable
of X Species – New Arrivals of Global
New special features include: Oasis
News asked the show’s organisers for more details …
FN359_Pages.indd 24
Next is a new image. This year, CIFF
home furniture and furnishings, and
developments this year. First is a
Home Furnishing Brands; Ten Parallel
Identity: Founded in 1998, CIFF has
new theme – “The preferred choice
Lifestyles; Design Dream Show; and
run for 42 editions to date. Together
for the launch of new products and
Smart Home of Young People.
with the Shanghai edition, held in
trade” – which emphasises CIFF’s
Finally, the show’s services will
Honqiao each September, CIFF is a
ongoing commitment to offering a
enjoy an upgrade. This session hopes
one-stop trading platform for the
global platform that best launches
to further strengthen interactions
world furnishing industry’s product
innovations from quality brands and
with visitors, improving the exhibition
launches, domestic sales and exports.
facilitates domestic sales and foreign
layout and environment, and
28/01/2019 11:59
Twenty1
t: 0208 997 7397 e: sales@twenty10design.com Highbridge Oxford Road, Uxbridge, Middlesex, UB8 1HR www.twenty10design.com
LILLY COLLECTION
CALLA COLLECTION
NEW RANGE 2019
BALI COLLECTION NEW RANGE 2019
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019 11:34
Events | 27
enhancing the exhibition experience and the commercial atmosphere on-site. CIFF 2019 promises plenty of workshops and special events. Which of these are the must-attend attractions? To offer a preview of trends in the furniture world, CIFF will devote a large space to a rich programme of design brand activities, including the Home Furnishing Design Show, China Interiors & Decorations Conference, Global Garden Lifestyles Festival, and Office Life Theme Pavilion. Besides these, there are the other new special features already described. What are the advantages of exhibiting? CIFF constantly commits to offering a global platform that best launches exhibitors’ innovations, and takes great care to
CIFF is thus proving to be the proud
Can anybody attend?
welcome the sector’s professionals – a
leader and reflection of a rapidly growing
Yes. Visitors can pre-register on the official
growing number of foreigners among them.
China – not only from an economic point
website or WeChat account, whereupon they
In fact, over the years, CIFF (Guangzhou)
of view, but also, and above all, from the
will receive an email with a confirmation
has consistently come in first place, with
standpoint of a good living culture.
letter and QR code. After that, visitors can
It follows that all the latest Chinese
enter CIFF with the printed confirmation
compared to all other Chinese trade fairs,
trends and proposed products, which are
letter, or the QR code on their electronic
recording 30,000 foreign operators amid
increasingly sought-after in terms of design
device.
its total of 200,000 visitors – which is
and quality, will be represented at the
testament to CIFF’s worldwide value.
exhibition.
the highest number of overseas buyers
www.ciff-gz.com
MAKE A PLACE BEAUTIFUL
VISIT US AT THE SPRING FAIR HALL 1 F38
Tel: (0044) 3885 1509 Email: sales@derrys.com www.derrys.com 85 Teaguy Road, Annaghmore, Co. Armagh BT62 1LX DerrysFeb19.indd 1
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14/01/2019 10:33
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28 | Events
PREVIEW
SYNERGY FROM CREATIVE DESIGN After a successful outing last October, Thailand’s three-in-one design trade fair, Style Bangkok, is following up with another edition, taking place from 17th-21st April at the Bangkok International Trade & Exhibition Centre (BITEC).
S
tyle Bangkok aims to bring together the newest in Thai
Cane Collection
homewares and furniture
design, together with fashion goods and gifts, in a celebration of creativity and innovation. The show strives to highlight lifestyle products which are uniquely Thai – those made from locally sourced materials, by local craftsmen. Yet the event also incorporates the work of international creatives, paving the way for lifestyle industries looking to enter the Thai marketplace. Thailand’s Department of International Trade Promotion, Ministry of Commerce (DITP) first launched Style Bangkok in 2017, effectively providing a 47,000m2
seniors, mothers, children and pets,
forum for over 1000 brands and
while also offering experiential
fostering an alliance between more
opportunities at the event.
than 24 organisations. The show now
In a world in which everything
brings together some 2000 exhibitors,
is increasingly interconnected, and
and is part of an initiative to establish
trends in one product category
Thailand’s design credentials on the
can easily influence another, Style
international stage.
Bangkok strives to present a full
One way Style Bangkok achieves
Arco
spectrum of lifestyle ideas, while
this is through its focus on inclusivity
promoting the emerging Thai design
– the fair’s Niche showcase, in
scene across south-east Asia and
particular, features products
beyond.
specifically designed for active
www.stylebangkokfair.com
Moonler Collection
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30 | Resources
Is digital technology killing high street shopping for all products, including furniture? Perhaps not, says Down Your High Street’s Daniel Whytock – Amazon’s investment in bricks-and-mortar stores, among others, suggests that the high street will be part of our retailing future. Yet technology will almost certainly play its part, no matter the size of your business …
How will technology shape the high street? “The technological future of the high street will not just be about large companies with expensive robot devices and AI”
Emotional responses – with robots
retailers must move fast, or be left behind.
we can track patterns and understand how
up more options in how we shop, but one
This can often leave many high street
behaviours are evolving.
thing that will not change is what motivates
Modern consumers want the best of both on- and o�ine shopping, particularly for something as personal as the furniture for their homes or as important as furniture for their o�ces. This means they want convenience, choice, and a diverse range of shops and businesses. Omnichannel retail that seamlessly integrates digital technology is the key to high street survival. However, retail tech is
is replacing high street, we also hear how robots will eventually replace people in customer service. This is unlikely to be the case. Robotics will certainly take over some roles in the retail industry, but this will only serve to enable more quality interaction with customers. For consumers, the internet has opened
moving so quickly that high street furniture
businesses feeling that the future is bleak –
As with the notion that internet shopping
There are already legacy data
our purchases. Customers need to have an emotional
particularly smaller independent retailers
management solutions and customer data
who cannot a�ord to take the same risks as
platforms (CDPs) available to retailers to
response to prompt them to buy, and
larger brands.
unify the data and make it available to users
interaction with another person is vital
However, the technological future of
in a way that is easily digestible. While these
to create an emotional connection. This is
the high street will not just be about large
tools are usually adopted by larger retailers
particularly important when the customers
companies with expensive robot devices and
with IT teams, there are cloud providers
are deciding how to spend a substantial sum
AI – it is rooted in a change of approach and
o�ering CDPs that can work for smaller
on furniture.
understanding, in low-cost technology and
businesses.
data, and a unified approach to online and
In addition, the advance of the Internet of
AI and robotic devices can help customer service sta� be more responsive to
Things (IoT) will give easier, deeper insight
customers, by freeing them from the less
into products and customer behaviour. For
interactive aspects of their roles. In-
Data-driven future
example, shelves and storage units that
store robotics are already able to scan the
The number one investment furniture
can tell us how often products are picked
store for pricing corrections and tidy up
retailers need to make to navigate the
up/viewed and put down again will help
shelves and floors, freeing up sales sta� to
changing retail landscape is in data
establish the products that are drawing
concentrate on the customer interaction
collection and management.
interest but are not being purchased due to
and experience in order to make that all-
cost or lack of further information.
important sale.
o�ine high street shopping.
In your furniture business, you’ll already have databases, spreadsheets, social media
The blockchain also has the potential to
Much like robotic household devices such
page analytics, customer service call logs
transform retail data. A digital record of
as the Roomba vacuum cleaner, these robot
and emails – the challenge lies in unifying
data and transactions chronologically linked
store assistants are likely to become more
data silos. New technology is giving a
provides complete transparency for both
commonplace in shops of all sizes as the
more complete picture of customers’ (and
retailers and consumers right across the
technology advances and becomes more
potential customers’) behaviour, meaning
supply chain.
accessible.
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32 | Resources
Robots will transform warehouses. As we
Behind the scenes
can continue to open and thrive across the country.
New technology will not only be a
are beginning to see in the large ecommerce
foreground feature of the customer
storage spaces owned by Alibaba and
experience, it will also play an increasingly
Amazon, robotic arms and interconnected
marketplaces can take for the demise of
big role in the logistics and stock storage
automated conveyor belts can pack and sort
the high street, their forward-thinking and
side of the business. For furniture retailers
hundreds of goods for deliveries at high
entrepreneurial spirit have gone some way
this will be especially helpful in saving
speed.
to reducing the barriers for furniture and
And, for all the blame that online
Employment in high street retail
other retailers to help grow their digital arm
reactive supply chain management to
warehouses will be transformed from
and feed in-store sales. As taxes for online-
complement more engaging customer
often-dangerous, low-skill work to highly
only sellers are imposed, they lose their cost
service.
technical skill requirements for maintenance
advantage over bricks-and-mortar sellers,
and monitoring of technology – entry-level
making it easier for high street shops to
agile to survive difficult trading conditions
retail training is going to look very different
compete. More specialised marketplaces
and ensure they have enough stock for busy
in years to come.
created for bricks-and-mortar independents
money on space rental and provide fast,
Furniture retailers will need to be more
offer incentives and technical support
seasonal trading periods. New tech-led
tailored to their needs.
models of service can help cut warehouse
A future for all
costs with short-term and pay-as-you-go
Government and large corporations realise
pay models for storage space, resulting in
the value of keeping the high street alive in
future will look different, but it is driving
mobile storage which can easily be scaled up
the digital age, and are investing in more
a return to our retailing roots – individual
or down in response to changing stock levels
initiatives to support the UK high street
customer service and an experience to
and location requirements.
and ensure that a diverse range of business
remember.
Technology means the high street of the
THE AUTHOR Dan Whytock is the MD of DownYourHighStreet.com, a free-to-join, low-commission online marketplace that is on a mission to save the UK’s high streets. DownYourHighStreet.com hosts millions of products that were previously unavailable online, with managed services for UK independent high street shops, allowing sellers to create or integrate their online presence easily and seamlessly with total service support, saving retailers time and money. www.downyourhighstreet.com
AbbeylandsFeb19.indd 1
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11/01/2019 11:19
28/01/2019 12:00
Full pagObaby
®
AmyChilds Brand Ambassador for Obaby
The new Madrid furniture range from Obaby • Gloss finish • Chest includes hanging option • Sliding doors • Two colour options, Lunar and Eclipse • Multi use changing top
www.obaby.co.uk 01652 641491
FN359_Pages.indd 33 Full page USE.indd 1 - Jan 2019 - Madrid Amy.indd 1 Obaby - Furniture News
28/01/2019 21/01/2019 09:24 16/01/2019 12:00 18:14
34 | Resources
What’s the secret of successful consumer marketing? After working for many years in the industry, AKA PR’s Jan Turner believes there is a golden bullet – stunning photography, presented by an imaginative PR team. And, thanks to the opportunities presented by social media platforms such as Instagram and Pinterest, it’s more important than ever …
Why good photography is more important than ever Wow-factor photography is particularly relevant to anyone in furniture and furnishings, and critical for those in the industry who talk direct to the consumer. That’s because we’re not just in the business of making furniture and furnishings. We’re in the business of selling a lifestyle – and the best way to sell the
“Pinterest claims to be the top home decor site, with 60% using Pinterest for home decor decisions” A quick Google confirms just how rapidly
So, what’s new? While aspirational
billion home decor searches and saves per year, and 11 billion home decor pins. With a predominantly female user base (70% in 2017, according to Forbes) Pinterest says 72% of people state that the platform inspires them to shop when they aren’t actually looking for anything, and 70% say they discover new products there. And,
dream is with beautifully styled, aspirational lifestyle shots.
decor decisions – worldwide there are 2.3
both sites have grown – there’s a wealth
perhaps most impressively, 66% say they buy something after seeing a brand’s pins.
images have always been key to successful
of impressive statistics. According to
consumer marketing, the recent explosion
Instagram, experts believed it was on course
tool for those with the photography, the
of such picture-led social media platforms
to reach one billion monthly active users
time and the know-how to maximise what
as Instagram and Pinterest have made it a
by the end of 2018 – more than double the
is essentially a free service for reaching
requirement that is even more imperative.
monthly active users of Twitter and over
consumers actively looking for new ideas.
While Twitter and Facebook remain the most powerful platforms in terms of followers, Instagram and Pinterest
three times as many users as on WhatsApp and Facebook Messenger. With 95 million posts per day, Instagram
It all adds up to a powerful marketing
What is for sure is that both Pinterest and Instagram ‘eat’ imagery, so not only is it vital to have good images, but plenty
are manna from heaven for anyone with
says under-25-year-olds use the platform
of them, regularly refreshed. Videos too
products where the appeal is largely
for 32 minutes a day, compared to 24
are massively important, although the
aesthetic. And these platforms are growing
minutes per day for the 25s and older.
encouraging news is that these don’t
Pinterest, meanwhile, claims 250 million
at a phenomenal rate.
produced – many companies realise the only
top-notch photography, as it means
the UK alone) with 80% of people using
way to keep budgets down and content up is
they can further maximise their ROI by
its mobile app. “Pinners”, it says, “span
to do it themselves.
harnessing the power of both sites – with
the globe”, sharing a desire to seek out
Pinterest being a particular gift of an
helpful, inspiring ideas and plan for what’s
products, Pinterest also drives traffic and
opportunity. Launched in 2010, it allows
important in their lives – from home
is a great tool to help increase links back to
users to compile a virtual scrapbook of
decorating and furnishing ideas to easy
your website, which, in turn, drives more
images, ideas and products they like by
dinner recipes or the perfect pair of shoes.
traffic. This clearly relies on good content
curating images and videos. You can join Pinterest as an individual or a business.
Pinterest claims to be the top home decor site, with 60% using Pinterest for home
Instagram is similar to Facebook or Twitter in that it is a social networking app made for sharing photos and videos
DD
necessarily have to be professionally
users every month (10 million-plus in
This is great news for companies with
As well as providing a showcase for
– creating and sharing content that your audience likes means they’re more likely to follow your links. And that all starts with creating great visuals. Back to that word again – and the need to
from a smartphone. So, while it’s a definite
showcase products in the most aspirational,
opportunity for visually showcasing
lifestyle-based way. Because whether it’s for
products, Pinterest is an altogether different
use across traditional or digital platforms,
proposition, much loved by people seeking
editorial or advertising, websites or POS,
out ideas and inspiration for all kinds of
on-trend, great photography will reap
new product – especially for revamping the
dividends for companies with the vision to
home.
budget for it.
THE AUTHOR As well as a regular correspondent for the National Bed Federation (NBF), Jan Turner is the director of PR for AKA PR. Established more than 20 years ago and based in Skipton, Yorkshire, AKA specialises in traditional and digital PR for the home furnishings sector. www.akapr.co.uk
0 FN359_Pages.indd 34
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36 | Resources
Much is said of the importance of digital transformation to modern businesses – TSG’s Natasha Bougourd argues that technology is essential to furniture manufacturers wishing to meet changing customer demand …
How customer behaviour is driving digital transformation Digital transformation is the business
Whilst buyer habits are changing rapidly
(AR) is becoming a huge trend in the sector
priority of the moment, with a particular
and therefore proving challenging for the
– most notably Ikea’s implementation of
resonance in the furniture manufacturing
industry, consumer demand for furniture is
the technology. Whilst customers can’t
industry. We’ve experienced a seismic
growing – total consumer spend increased
test their furniture for feel and comfort
shift in buyer habits, with research and
+24% between 2012 and 2016, according to
online, AR adds an element that wouldn’t be
transactions now overwhelmingly carried
the Furniture Industry Research Association.
available in-store – the ability to visualise
out online – respondents to a 2018 Royal
In order to succeed and ensure a share in
how furniture would look in the buyer’s home.
Mail survey said they carried out 80% of
what is an undeniably competitive market,
their shopping digitally. And of those online
furniture manufacturers and designers must
shoppers, a significant portion shop on their
adapt to buyer demands – and, with the
in with existing decor and get an idea of
mobiles, presenting new challenges to the
visible shift to online shopping, ecommerce
the space the items could take up. Interior
sector.
is more important than ever. The Royal Mail
companies including CTD Tiles and B&Q
survey found that over half of all online
have also experimented with visualiser tools
digital-first world, a number of leading
shoppers do so to compare prices and
that will allow customers to see how, for
businesses have turned to managed IT
explore their choices.
example, their chosen floor tiling will look.
In order to prioritise adapting to this
services. High-street stalwart Marks &
There’s no doubt that showrooms and
Shoppers can see how items could fit
This new shopping experience lends itself
Spencer has committed to a five-year
stores are still essential, as a lot of key
well to the increase in mobile shopping,
Technology Transformation Programme
furniture-buying experiences are lost
with many vendors launching AR mobile
which saw 250 IT-based roles move to
online – the touch and feel, the comfort
apps.
an external IT provider in March. The
test, and importantly, the look and size of
programme is designed to save the company
the furniture. That’s why augmented reality
Manufacturers that take care of their own delivery and installation must also ensure
£30m, as well as make the retailer “faster,
they meet buyer demands. The Royal Mail
simpler and more focused on achieving a
study further found that 84% of online
seamless customer experience”, according
shoppers make decisions heavily based on a
to CEO Steve Rowe.
business’ delivery rating – factors include
Through its transformation programme,
cost, speed and reliability. Buyers are more
M&S aims to focus on “delivering digital-
prepared than ever to pay extra for delivery
first retailing across [all] stores and offices”,
and setup, so it’s vital that furniture vendors
with technology as the driving force.
get this service right.
As one of the highest performers in
With so much to focus on, it’s only
the UK at the moment, with the industry
natural that furniture manufacturers look
producing its highest output in 10 years
to offload less profitable functions like IT
(according to ONS data), the manufacturing
support to managed IT service providers.
sector is taking a similar approach. The
There are a number of ways in which the
furniture sector, specifically, has seen YoY
furniture industry can acclimatise to the
growth of +8%, representing a positive
digital-first world – but there’s no question
future for designers and manufacturers
that to thrive in the sector, adapting is a
alike.
must.
THE AUTHOR Natasha Bougourd is the lead applications writer for TSG, an IT support company that has expertise across a wide range of technologies and has helped businesses achieve GDPR compliance through the use of technology. From O�ce 365, Sage and Pegasus ERP solutions to IT support, infrastructure and cybersecurity solutions, TSG’s skilled workforce works across all areas of business technology www.tsg.com
FN359_Pages.indd 36
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38 | Profile
Part of the Autumn/Winter 2018 collection
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Profile | 39
Bold moves Abbeylands Furniture – best known in the trade for its Scatter Box home interiors brand – celebrates four decades of business this year. Last month, in a rare moment of reflection between Heimtextil and the January Furniture Show, MD Caroline Horgan took the time to speak to Furniture News about the company’s past, present and future …
Scatter Box is one of Ireland’s leading designer furnishings brands. Based in Navan, County Meath, the 31-strong Abbeylands team creates everything from cushions and throws to art and occasional furniture for the domestic and contract marketplaces, while offering local manufacturers fillings from the company’s own foam conversion unit. Established in 1979 by Danny Fitzpatrick, Abbeylands began life as a furniture manufacturer, but was forced to diversify its offer 12 years ago, and hasn’t looked back since … Caroline Horgan What prompted the decision to diversify? Abbeylands was established by my father as a convertor/supplier of foam and fibre for the manufacturing industry, and I took over the company upon his retirement in 1999. However, over the following years, it was devastating to see the trade dying and factories closing due to the growth of leather imports. It wasn’t really an automatic decision to move into soft furnishings, but we looked at all the products that fitted within our resources and factory capabilities, such as sewing and fillings – and we started to produce beautiful sample products inhouse, like futons, beanbags and cushions.
“The Irish consumer is well travelled, and we have more returning expats bringing their aspirations for something new and different in their homes”
Despite our diversification, the last decade of overall global economic downturn has made surviving in the industry a real challenge – but we haven’t ever rested on our laurels. We continued to assess the market’s needs, offering our lookbooks as part of our USP that we follow fashion trends and source worldwide. We’ve launched new products, adding art and occasional furniture to the Scatter Box brand last year. This is part of our strategy to move towards offering a complete accessories solution.
But, of course, we had no customers, and no sales or design team. Sales and
cushions and throws, and relaunched at the
What are the biggest changes you’ve seen
market demand were our first challenge,
January Furniture Fair at the NEC in 2006 as
in the soft furnishings industry?
so we made approaches to major retailers
a trendy new brand – Scatter Box. We came
In terms of design and colour trends in
such as Dunnes stores to supply them with
away with a full order book and plenty of
recent years, fashion and home are now
own-label products. We were successful in
leads.
competing neck and neck. Scatter cushions
securing large orders from a few groups,
This in itself created problems, as while
in particular have become an integral part of
and that gave us a start. But we needed
we had the capabilities, the culture and
home décor – and you can see this in high
more mid-market customers, so, because
nature of foam supply was on a JIT basis –
street retailers such as Zara, River Island
it was what we knew, we decided to target
but textiles needed planning and production
and H&M, who have all moved into the
furniture retailers.
budgeting as well as a competitive materials
sector.
Abbeylands exhibited in Dublin in September 2005, with a full selection
supply chain from Asia and Europe. We learned from this, and invested
Traditional furniture retailers also recognise the value of soft furnishings in
of products and memory foam pillows.
in people with the skill to manage the
enhancing their upholstered furniture. With
The reaction to our soft furnishings was
process of supplying to retailers (rather
the trend in the past few years of using
amazing, but the feedback we received was
than manufacturers). The costs associated
plain-colour bases in upholstery furniture,
asking for a more co-ordinated range, so
rose substantially, but we undertook lean
sofa and bed buying decisions can often be
we went back to the drawing board and
manufacturing strategies to ensure we were
influenced by decorative pillows, and these
came up with a collection of co-ordinated
operating at our keenest costs.
in turn are influenced by fashion colours.
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40 | Profile
The emergence of digital printing has changed the versatility of design choices in fabrics – unique designs can be produced in the small quantities needed for scatter cushions. However, despite the higher costs, we also see increasing demand for digital printing in fabrics for curtains and bedding, as designs can be changed more quickly to keep up with demand for fashion trends and keep fresh products coming through the stores. Can you share any tips on upcoming colour/pattern trends? We’ve always been bold in our colours, and our original handpainted floral designs have been a staple within the collections. This year, the floral trend is more for bold watercolour looks, but we’ve taken inspiration from the huge trend in fashion of animal prints. As well as the classic black/cream, we’ve taken the key colours for 2019 – greens, blues, teals, yellows, mustards, greys, blush, orange and coral – and added colour to animal-inspired patterns. We’ve seen trends using nature in all aspects – our new collection comprises designs with leaves, feathers and birds (look closely and you’ll even see fish!). Velvet is still a key base fabric that we don’t see changing for a few years, as
Part of the Spring/Summer 2019 collection
it is reasonable to produce and durable. However, fabric mills are developing new mixes of fabrics, with some viscose yarns and textures adding sheen and interest to fabrics. The classic fringe is also making a
“In terms of design and colour trends, fashion and home are now competing neck and neck”
comeback, as it adds perceived value to what were plain piped cushions. they love to see newness. Where does your team look for design
The design and sampling process means
inspiration?
we need to work six to nine months in
Last year alone we attended 14 different
advance of new releases.
accessory displays as essential– not only for sales, but to the overall store appearance and customer experience. Online is also important – you not only need the flat shot of the product, but a mood
trade fairs, and in each country we also researched the shops in the major cities –
How are soft furnishings displays changing
setting image, too. Photography has become
for example Paris, London, Amsterdam,
in retail?
an additional but essential expense for our
Montreal and New York. We look not only
In Ireland, all the major furniture retailers
business.
at home offers, but at fashion and wallpaper.
are investing in new shop fit-outs which
Enterprise Ireland run fashion workshops
include dedicated accessories areas. The
How is the Irish furniture and furnishings
in design and colour, and we buy their trend
salespeople now see the value of selling
market developing in contrast to its UK
books and have access to their database.
cushions or art as an upsell – or even, as
counterpart?
However, the real heart of our inspiration
I previously mentioned, something that
While there isn’t a massive difference
is based on our team’s gut instinct when
clinches the consumer’s decision to buy.
overall to what can sell in either, there is a
it comes to introducing new colours – the
This trend is also visible in the UK. We’ve
big lift in demand within the Irish market
number one criteria is that we have to love
attended the opening of some beautiful
that we don’t see in the UK. This is mainly
it. Commercially, we have to look at what
new stores and refits in UK garden centres
due to new housing and refits to tackle
sold last year, what our customers liked and
such as Blue Diamond and Klondyke, plus
the huge housing shortage we experienced
how we move it on without being the same
retailers including Dwell and Barker &
during the recession. There were several
– we have a base to work from, but we know
Stonehouse, to name but a few. They see
new stores opened in 2018 – and there
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Profile | 41
are more to come in 2019 – from the key
We hope that our first European
plus improving our marketing material,
exhibition will result in us winning more
contributed to an increase in turnover of
customers in each European city and
+15% and higher profitability. However,
we have more returning expats bringing
securing more business for the next decade
there was a decline in some areas (like ready
their aspirations for something new and
of Abbeylands!
made curtains and fabrics), so in 2019 we
players in our market. The Irish consumer is well travelled, and
need to keep monitoring sales and trends
different in their homes. There is a challenge for the buyers to have different styles and
Have you been able to Brexit-proof your
and continue to invest in new product. For
brands within these stores – exclusivity,
business at all?
example, we are developing a new product
ideally.
I don’t think anyone really can at this stage,
range to launch at the Irish Furniture &
but we’re certainly not just going to wait
Homewares Show (IFHS).
Why did you decide to exhibit at Ambiente this year?
and see. We are working with Enterprise Ireland’s
We are also investing more in marketing. Retailers are paying more attention to their
The UK is still our most important export
Brexit team, who are keeping us up to date
store concepts, and we want to support
market and we exhibited at the January
on all of the latest information. We know
them by making it easier to co-ordinate
Furniture Show 2019 with a bigger stand
what the worst scenario is – if there are
their ranges. To this end, we now view our
– but this year we decided to look at an
tariffs introduced – and we are working
marketing material in two ways – firstly as
alternative to Spring Fair in order to meet
with our logistics companies as they are key
a basic buying tool, but secondly also as a
with more international customers.
to overcoming customs delays and extra
selling tool. We want to show high-quality
We’ve researched all the European trade
administration. We dispatch daily to the UK
photography, key trends and the end use of
fairs, and with the timing of shows, stands
with a two-day delivery, so any delays may
our product to tell a story – showing how
offered and costs, we decided on Ambiente
potentially affect our business – but we are
to style our product together, prompting
[taking place in Frankfurt from 8-12th
looking at alternative solutions, and haven’t
customers to really buy into our brand.
February], and trust this will be a fruitful
ruled out a UK distribution centre.
We are keeping key colours in the same shades to run through the next season, so
decision. What plans do you have for the rest of
our retailers will be still be able to combine
we’re equipped to handle extra capacity
2019?
our new collections with their existing
– and we’re committed to allocating the
This is our 40th anniversary year, and we
ranges and allow their consumers to mix
resources needed for follow-up, whether
want to celebrate it as well as increase
and match styles to their own selections.
that means boots on the ground, or not. It
business. We achieved a lot in 2018 – the
will all depend on lead generation.
introduction of art and occasional chairs,
When it comes to export, from production
www.scatterbox.ie
“In Ireland, all the major furniture retailers are investing in new shop fit-outs which include dedicated accessories areas”
Part of the Spring/Summer 2019 collection
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44 | Profile
Essentials by Kettle Interiors’ GAO Dining
Essential expansion promises maximum margins This year’s January Furniture Show certainly provided the usual mix of highly commercial furniture ranges – and in few places was this more apparent than on Kettle Interiors’ stand, where the supplier not only launched the MN Dining and MN Bedroom collections, but also a completely new brand ready to transform the way furniture is sold … With the launch of Essentials by Kettle
without compromising the success of
Mirror and Chair collections. Each new
Interiors, a brand aimed at delivering ranges
retailers favouring our mainstay ranges.
collection enters the market at a price that
designed to take on a very competitive
“The answer is the new brand you see
ensures price-driven promotions can still
marketplace, Kettle Interiors has made
today, Essentials by Kettle Interiors. It
deliver good margins for bricks-and-mortar
a firm commitment to giving furniture
represents everything that retailers have
retailers, while ecommerce and discount
retailers of all sizes the best chance of
come to love about Kettle Interiors – the
retailers can benefit from high-value
driving sales through entry-level value.
quality of items and efficiency of service
furniture all-year round.
Each collection from Essentials by Kettle
– but with fundamental differences to
It is this flexibility that Simon is keen
Interiors comes with this promise in mind,
make furniture under the brand even more
to stress: “Naturally, with Kettle Interiors
without forgetting the supplier’s reputation
obtainable for consumers across the country.
we’ve enforced pricing policies to protect
for quality and service. Simon Ainge, sales director, picks up the
“We’ve kept the essence of our mainstay collections but engineered new
thread: “Ranges such as LO, NT, NTP and
constructions and adapted sizes to match
TT have become a reliable source of sales for
the very best entry-level furniture.
many furniture retailers, but as competition
“The goal is to make sure that every
our main customer base, but with Essentials by Kettle Interiors, the gloves are off. “With our Essentials by Kettle Interiors collections, there’s no restriction on price, and so retailers can promote mind-
and price-driven promotions have become
Essentials by Kettle Interiors piece meets the
blowingly low special offers to drive footfall,
fiercer than ever, we knew that there was
demands of today’s first-time homeowners,
or use the collections as great-value
more work to be done to ensure that Kettle
renters and consumers wanting the very
mainstays catering to serve the entry-level
Interiors maintained its position as one of
best value.”
market. This flexibility makes Essentials
the UK’s premier furniture suppliers. “So, back in early 2018 we began thinking of the best way to solve the dilemma,
FN359_Pages.indd 44
Essentials by Kettle Interiors has launched
ideal for all retailers, whether on the high
with three dining ranges, four styles for
street, operating out of town or selling
the bedroom and new introductions to the
online.”
28/01/2019 13:09
Profile | 45
Essentials by Kettle Interiors’ RAO Bedroom
The GAO Collection
The RAO Collection
The RA Collection
Offering 21 items for dining and occasional
In a rustic oak finish with antique-effect
Sharing the same lines as RAO, the RA
and 12 items for bedroom, The GAO
cup handles and rounded corners, the RAO
Collection from Essentials by Kettle Interiors
Collection’s stylish looks are set to appeal
Collection brings traditional style to modern
features an attractive dove grey paint finish
to shoppers hunting for modern furniture.
homes, in 12 bedroom and 21 dining pieces.
and contrasting oak tops. Finished with
Featuring rounded corners, with bevel
Taking the Essentials by Kettle
chrome cup handles, the range captures the
detailing to the tops and tapered legs, GAO is
Interiors mantra of impressive value, this
essence of classic English furniture and is
full of detail, underlining that the Essentials
aggressively priced collection is ready to
available with 20 pieces for dining and 12
by Kettle Interiors ranges not only offer
bring high-value oak to the home. Like the
for the bedroom. Proportioned for modern
impressive value, but also on-trend looks.
other Essentials by Kettle Interiors ranges,
homes, The RA Collection aims to make
This natural-finish oak collection has been
RAO is is available through the company’s
painted-style furniture more accessible than
crafted in proportions to suit today’s homes.
Wholesale, Stockist and Container options.
ever.
Essentials by Kettle Interiors’ RA Bedroom
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46 | Profile
The BP Collection The final range to come from Essentials by Kettle Interiors this season, the BP Collection comes in both classic white and moonlight grey paint finishes and brings clean, simple sophistication to any bedroom. With sculpted cornices, elegant feet and pewter-effect handles, this collection offers 12 bedroom pieces in each colour. The MN Collection A new introduction to Kettle Interiors’ portfolio, the MN Collection is a blend of classic styling and current trends. Oak tops are paired with soft grey-painted
Essential by Kettle Interiors’ BP Bedroom
cabinetry, adorned with chrome handles. Featuring detailing from top to toe, including carved legs and bun feet, this collection comes with 15 dining and
MN Living
occasional pieces and 13 bedroom items. Elsewhere, Kettle Interiors has expanded The Mirror Collection, with new styles joining the range, including round window, leaner window, small arched window, large arched window and narrow arched window mirrors. Available individually boxed for convenience, The Mirror Collection is so competitively priced that it now forms part of the Essentials by Kettle Interiors portfolio. The Chair Collection has also grown, with the introduction of two new styles – a studded dining chair with tweed fabric, and a button-and-studded dining chair, available in either grey or beige.
“This year certainly represents a
homeowners, the brand represents an
With aggressive pricing across all styles,
major milestone for Kettle Interiors, and
excellent opportunity for retailers of all
including office chairs and stools, the range
we’re hugely excited by the launch of
shapes and size to bring their customers
joins The Mirror Collection by now being
the Essentials by Kettle Interiors brand,”
unbeatable value.
part of the Essentials by Kettle Interiors
continues Simon. “Now bringing our style,
brand.
quality and service to a new audience of
“We’ve ensured that there’s no compromise on style, so whether the modern oak of GAO or the classic style of RA, ranges from Essentials by Kettle Interiors will look great in any shop window or landing page, leading the charge with always-great value on every piece. “Combined with our Kettle Interiors ranges, including the new MN Collection and favourites such as LO, NT, NTP and TT, we now offer arguably the UK’s widest range of furniture, at price points that ensure retailers can cater for a broad range of budgets. “More than this, retailers can order any combination across Kettle Interiors and Essentials by Kettle Interiors, safe in the knowledge that every single item comes fully backed with our proven and flexible service.”
The Mirror Collection now forms part of the Essentials by Kettle Interiors portfolio
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T 01536 444960 E sales@kettleinteriorsagencies.com
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Arcadia
Arcadia
8,000 Pocketed Springs
Engineered for comfort
Mulliners Works 154 Bordesley Green Road, Bordesley Green, Birmingham, B8 1BY.
Natural upholstery of silk, wool, cashmere, bamboo and sumptuous fibre. traditional luxury. The finished border of hand side stitching is undertaken by skilled craftsmen which enhances the sleeping area.
Tel: 0121 773 9969 Fax 0121 766 741
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sales@siestabeds.co.uk
B8 1BY.
28/01/2019 15/01/2019 12:00 10:52
48 | Profile
Tiverton
Somerdale
Nathan lands in style at AIS show Next was Tiverton, a sophisticated
Supplying quality furniture to the retail sector since 1916, teak and hardwood
painted living and dining collection,
specialist Nathan Furniture demonstrated
featuring attractive parquet-style tops. Finally, there was the Somerdale
its ability to meet modern demands by launching four new eye-catching collections
bedroom range – an extension to the
at the AIS Furniture Show last month.
popular Somerdale dining collection from
The first of these, Palma living and dining
Nathan’s Charlton’s brand, Somerdale is
and Palma bedroom, are modern industrial-
a quality painted collection which brings a
look collections made in quality teak, with
contemporary take to the country cottage
minimalist styling designed to complement
look.
the pieces’ practical functionality.
www.nathanfurniture.co.uk
Palma
Stylish, Modern, Leather & Upholstery Sofas...
ABBEY 3+2 £255
CAMBRIDGE LEATHER 3+2 RECLINER £420
OXFORD LEATHER 3+2 STATIC £385
Jupiter Corner £370
DEVON 3+2 £340
RUTLAND 3+2 £390
Jupiter 3+2 £395
WINDSOR LEATHER 3+2 RECLINER £395
All Sofas Come In All Combinations 3+2, Corner Units, 3+1+1 Leathers Come In Brown , Black , Grey
www.
Ryan 3+2 £250
Regent CHAIRS.co.uk
www.regentchairs.co.uk
Ryan Corner Group £240 3+2 £250
Call UK Rep: 07946 757420 For All Enquiries Open 6 Days A Week 9am – 8pm 1/2 page landscape.indd 1
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50 | Profile
Direct model promises to empower retail
Bruna Martins in Artisan Furniture’s silver embossed armchair in crushed velvet
Online drop-shipping platform Artisan Furniture connects factories directly to retailers, promising struggling sellers an opportunity to sell online and profit without investing in stock – backed up by trending designs, state-of-the-art technology and an advanced imports infrastructure. Manager Bruna Martins explains how the business works … Artisan furniture is a British company
size, design, style, wood finish, paint and
and styles. These ideas are then shared with
based in London, which was launched in
fabric. All our products are handmade, and
our factory to create product prototypes,
October 2016. Our founder, Amit Basu, saw
the entire sourcing process is carried out
which are converted into commercial
a niche in the market to directly empower
directly from our own manufacturing units
products. These are then delivered straight
troubled retailers by supplying excellent-
and craftsmen.
to the end consumer’s doorstep on behalf of our trade customers. By directly linking
quality handmade furniture directly from our factory in Jaipur, India, bypassing
We source all our products from our own
factories and retailers, our process allows
conventional importers, wholesalers and
factory. However, we are planning to add
Artisan Furniture to be a hassle-free online
distributors.
factories in China, Indonesia and Vietnam.
sourcing module.
By socially empowering our artisans and We primarily offer solid wood as well
craftsmen, we encourage them to utilise
There are plenty of benefits to working
as upholstered, industrial and painted
their skills to create top-quality products.
with us. We offer free delivery within three working days, with no minimum order for
furniture. In addition, we offer our customers the option of bespoke orders,
For further inspiration, Amit and I regularly
value or volume. This means our customers
where products can be customised in
visit trade shows in search of new trends
benefit from not having to worry about
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Profile | 51
storage space or delivery costs. Customers
marketplace module, in which multiple
our nascent New Jersey operations to create
can also benefit from our Click & Collect
factories and retailers are hosted in a
a delivery mechanism that covers America
service (minimum order values apply),
stockless, seamless, profitable ecosystem.
and Canada. There’s plenty going on!
which allows them to collect directly from
We also aspire to establish a fulfilment
our warehouse, eliminating any delivery
centre in Kassel, Germany, by late 2019.
T 0800 689 4736
costs.
Furthermore, we are planning to scale up
www.artisanfurniture.net
We take shipping safety seriously. Over the past few months we have developed a solid proof packaging method which is 100% mail
Classic English chesterfield armchair in multi-tweed
order compliant, followed by a stringent drop test covering all angles from 1m high to ensure every product is safely delivered – which gives us a damage rate of less than 3%. We like to give new customers the best possible impression of the quality of our products (and this is especially important, given our lack of a showroom), so we take all the necessary measures to present them in their truest form – we have multi-angle images of each product, using 3D renders alongside digital and lifestyle images. In certain instances, we invite customers to visit our office, where we have a few iconic pieces. Over the next five years, we aim to strengthen Artisan Furniture’s reverse UK
“Our founder saw a niche in the market to directly empower troubled retailers by supplying excellentquality handmade furniture directly from our factory in Jaipur”
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Bruna with Artisan’s shoe storage unit with tweed top and bun feet
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52
BEDS & BEDROOM The BP Collection from Essentials by Kettle Interiors (01536 444960, sales@kettleinteriorsagencies.com) offers bedroom furniture in a classic white or moonlight grey paint finish. Adding clean, simple sophistication to any bedroom, the range features sculpted cornices and elegant feet, and comes finished with pewter-effect handles. Offering 12 pieces in each colour, and proportioned for today’s modern homes with many items suitable for one-man delivery, this new variant is aggressively priced and, as with all Essentials by Kettle Interiors collections, the product is suitable for headline promotions. Available through Kettle’s Wholesale, Stockist and Container packages (and ready for fast delivery from UK stocks), The BP Collection joins three new dining collections and three other new bedroom ranges now available through Essentials by Kettle Interiors.
ASG (07377 074488, www.asgtrading.co.uk) offers high-quality, commercial furniture at prices that enable retailers to thrive in a fiercely competitive marketplace. New lines are regularly added to ASG’s portfolio to help its customers maintain a competitive advantage. Its portfolio comprises furniture for the home, garden and storage, plus decor. Various customisation options are available, even to smaller customers. To fulfil its promise of profitable, hassle-free partnerships, ASG’s China-based team draws on more than a decade of supply chain management experience, covering market analysis, product development, logistics, quality and pricing control, and works closely with reliable manufacturers to deliver winning product and fulfilment solutions, time after time.
Misura, one of the latest VIP ranges introduced by German bedroom manufacturer Wiemann (enquiries@ wiemannuk.co.uk, www.wiemannuk. co.uk), combines practicality with impressive designs. The wardrobes feature half-height slider doors with drawers below to provide a space-saving solution. Consumers can choose from two-, three- or four-door combinations from 1.65-3.3m in width. Misura is available in white and white glass, pebble grey and pebble grey glass, dark havana and a glass havana finish, or a combination of these plus mirrored doors. The VIP collection also features soft-closing doors and a smart greystriped interior finish as standard. LED interior lighting plus additional storage facilities including trouser, utensil and tie rack pull outs can be added. All of this comes with Wiemann’s customary attention to detail in quality and respected sales support, including nationwide home delivery and installation.
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Slumb
HOME OF BEDS S l um ber ni ght s VISIT US AT THE JANUARY FURNITURE SHOW HALL 5 E49
G IVING YO U R CU S TOM E R THE B E S T CH 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 12:00 09:16 28/01/2019
DINING ROOM
54
Launching in bedroom and dining varieties, The RA Collection from Essentials by Kettle Interiors (01536 444960, sales@ kettleinteriorsagencies.com) offers a dove grey paint finish and contrasting oak tops, capturing the essence of today’s trends. Finished with chrome cup handles, the RA Collection offers 20 pieces for dining and 12 for bedroom, each proportioned to work within the modern home. As part of the Essentials by Kettle Interiors brand, The RA Collection enters the market at a price to ensure that price-driven promotions and everyday low pricing can be enjoyed in stores and online, making the popular classic style of the furniture truly accessible. Mostly suitable for one-man delivery, the range meets the demands of today’s first-time homeowners, renters and consumers.
Portugal’s Aleal (www.aleal.pt) has created luxury furniture and accessories since 1975, and its collections have been installed in residences worldwide, as well as in exclusive commercial and hospitality projects. Using state-of-the-art manufacturing technology at its factory in the north of Portugal, Aleal takes high-quality woods, metals, glass, lacquers, leathers and fabrics, and combines them to produce an array of sleek furnishings – from cabinet furniture and upholstery to mirrors and accessories.
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High Back Slat Granddad Chair Ref. 122
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Fiddle Back Rocking Chair Ref. 127
Smoker’s Bow Chair Ref. 125
Q UA L I T Y E U RO P E A N H A R D W O O D ( B E E C H A N D OA K ) C H A I R S ALL AVAILABLE FROM STOCK • FINISHING SERVICES AVAILABLE • EMAIL OR CALL US TO REQUEST A BROCHURE AND PRICELIST • LARGE OR SMALL QUANTITIES • DISCOUNT FOR COLLECTION Please visit our website to see our full ranges - W W W.MA N D P CHAI RS. CO . UK All enquiries to: Mike Hodgson – mikehodgson@gmx.com • Call: or Paul Hodgson – paul.holroyd.hodgson@gmail.com • Call:
M&PFeb19.indd 1
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07802 648383 07469 819520 14/01/2019 09:28
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56 | Dining Room
Corndell (www.corndell.com), one of the UK’s largest furniture suppliers, has been based in the Cotswolds for over 30 years, and creates ranges which combine quality, choice and strong design. From classic to modern, in oak or painted, Corndell offers furniture to suit every home, and extra touches can be added to many of its ranges, thanks to the variety of colour and handle choices on offer.
This season sees Ireland’s Vida Living (www.vidaliving.com) launch several new ranges for the home, including new contemporary dining lines. The company’s sofa offering has been particularly enhanced with the arrival of some striking corner groups boasting contemporary fabrics that sit well with the latest trends.
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Orion
14/01/2019 10:35
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YeOlde
Ye Olde Traditional… WIDE RANGES OF OAK AND BEECH CHAIRS WITH QUALITY FINISHING AND UPHOLSTERY
Beech Nordic (available in any painted colours)
OUR CUSTOMERS CHOOSE US FOR OUR QUALITY PRODUCTS, GREAT PRICES AND 100% RELIABILITY
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 FN359_Pages.indd YeOldeFeb19.indd 157
Beech Amish painted and upholstered
E:
md@yotfc.co.uk or brd@yotfc.co.uk
28/01/2019 25/01/2019 12:00 09:48
58
LIVING ROOM Having searched the world for the finest makers of porcelain, ceramic, marble and glass lamps, David Hunt Lighting’s (www.davidhuntlighting.co.uk) Alchemist Collection invokes a spirit of travel and exploration, while complementing the company’s Cotswold heritage. Headlining the new additions to the collection are the Nomad, Inca and Apache table lamps, crafted from Portuguese Pele de Tigre marble, which boasts striking blue-grey veining. Marble is a natural material with distinctive variation in colouration and markings, so David Hunt Lighting’s Pele de Tigre products are defined by their uniqueness. Finished with wood detailing, these natural materials boast a timeless elegance that suits a range of interior styles. These new designs see The Alchemist Collection grow to over 30 different glass, ceramic, porcelain and marble pieces.
Nomad, Inca and Apache marble table lamps
Shankar’s (01902 399764, www.shankar.uk.com) new Dorchester sofa range has been bolstered, thanks to the addition of two new colours and plain buttons replacing the existing diamante option. The models are available in quality brushed velvet in three colours – grey, ocean blue and green. The range has an emphasis on clean lines and offers stud detailing around the front, back and sides. Each model is finished with polished chrome legs, lending the collection further opulence. The armchair comes complete with a cushion and two bolsters, while the chaise comes with a single bolster. The sofas all come with two cushions and bolsters, and the fhe range also includes a stylish footstool.
Roko
Last year was a tough one for much of the furniture industry,
MD Mike Aramayo comments: “2018 was a difficult year, with
but that did not prevent Buoyant (01282 691631, www.buoyant-
consumer confidence seriously knocked by the Brexit saga – but I
upholstery.co.uk) from going from strength to strength. Buoyant
am confident that Buoyant’s exciting new range will help retailers
enjoyed “excellent” results at this year’s January Furniture Show,
stimulate the consumer’s interest in spending again. Our value-for-
with its new product launches – such as Dazzle, Roko and Prince –
money, on-trend models and fabrics are just what the market needs
being extremely well received.
in 2019.”
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60 | Advertorial
The Tulip coffee table is made of oak wine barrels
DUE
Where old meets new Based in southern Poland at the foot of the Carpathian mountains, upcycled contemporary furniture collective Due may be surrounded by mass production facilities, but its approach to manufacturing couldn’t be more different … The furniture industry is extremely resource-hungry, and as the world’s fourth-largest furniture manufacturing nation, Poland boasts more than its share of factories that are reliant on wood from its forests. This timber is commonly used to create chipboard panels and other components – but, for a growing company based in Nowy SÐcz, the material has much more value when it comes in more natural forms. Polish furniture manufacturer Due works with a network of around 50 local workshops and specialist craftspeople to bring a growing portfolio of contemporary furniture designs to life. Although modern in style, each model boasts a rustic, timeless quality, thanks to the timber from which it is made.
FN359_Pages.indd 60
A concept of natural harmony Due was established by Polish entrepreneur Jarosław Kowalik, whose passion for wine led him one day to muse what could be done with aged oaken wine barrels that had fulfilled their purpose. He also looked around his region and saw the many old wooden cottages that were being demolished to make way for new homes. Surely, he asked, all the strong, warm timber that was going to waste in these two sources could be given a new lease of life? Furniture was Jarosław’s immediate vision, and he began designing and making pieces as a hobby – but, driven by feedback to his early successes, this hobby soon became a business, and Due was born. With the help of his friend Irek, who
would handle production, and Monika, who headed up the design work subsequently, Jarosław set to work building a furniture brand rich in provenance – one which employed unique upcycled materials, sourced from eclectic locations and formed into eye-catching designs by skilled local craftsmen. Its product lines still utilise wood from European wine barrels – typically Tuscan or Piedmontese – as well as old barns, wooden houses, and Catholic and Orthodox churches. Due combines this wood with stone and glass, merging vintage, Provence and Scandi styles. The result is a wide range of characterful, high-quality furniture, with options for customisation based on stockists’ preferences.
28/01/2019 12:00
Advertorial | 61
Manhattan coffee table
Coffer is made of a French oak barrel which dates back to 1979, and was used to store Tuscan Sangiovese
Class, a table made from a rafter from a mountain cottage, dating back to the early 20th century
From production to fulfilment Because Jarosław insists upon a minimum of automation, Due’s production process is challenging – often the craftsmen must draw on traditional woodworking techniques, handed down from generation to generation, to fulfil their brief. Today, Due’s network of craftsmen makes around 50 models each day – but Jarosław is keen to take his operation to the next level, and is seeking international partner stockists to join his company’s journey. Having recently exhibited at trade shows in Dubai, Stockholm and Cologne, Due
is eyeing the UK marketplace from its London office, where team members Marta (office manager) and Lilianna (sales and marketing) work alongside Monika and Irek to bring the company’s portfolio to the market. At the moment, Due is working on a variable production lead time of around eight weeks. This may be longer than some retailers are willing to wait for cabinet furniture – but, as Jarosław might suggest, like a fine wine, achieving the best results takes time.
An eclectic square double-top table made of old wood coming from a mountain cottage located near Lacko (Nowy Sacz County)
E office@design-due.com www.design-due.com
Solea
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FURNISHER
62 |
Tunupa Blue and Salt
Inspired by the world’s largest salt flats in Bolivia, the Uyuni
Tweed, and presents an organic chequered design in three rich and
Collection of rugs by Louis de Poortere (info@depoorterelouis.com,
natural colourways. “The multi-layer, almost hand-crafted texture
www.louisdepoortere.com) brings multi-layered effects through
of Uyuni belies its jacquard flatweave machine-made origins, and
undulating depth of structure reflecting the thick, lithium-rich salt
we’ve pushed our machinery hard to create these wonderful effects,”
crust for two unique creations.
explains Alan Russell, UK sales director for the Belgian manufacturer.
Weaving together cotton chenille in varying thread counts with
“By combining different yarn counts of cotton chenille with wool
yarns of space-dyed wool, Tunupa’s horizontal ripples are presented
we have been able to change the definition of yarns throughout each
in two colourways inspired by rich wool hues, filtered through cotton
rug. With the technique we’ve used, each Uyuni rug is somewhat
chenille tones of brine and salt.
unique, bringing something a little extra to this brand-new
For Colchani, Louis de Poortere was inspired by the iconic Chanel
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
collection for 2019.”
have in mind
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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64 Trade Services
SAFEGUARDING IRELAND’S DELIVERIES, POST-BREXIT As one of Ireland’s leading storage and logistics providers, WS Dennison has taken steps to safeguard its customers’ operations ahead of the arrival of Brexit. Furniture News speaks to former manager Pamela Dennison about what the future of Ireland’s furniture delivery industry might look like, and what WS Dennison can do to help …
Founded in 1979, WS Dennison now operates from two facilities – Antrim in Northern
Ireland Freight Transport Association (FTA). “We want to ensure that we can continue
“We are confident that import customs formalities can, largely, be divorced from
Ireland, and Limerick in the Republic of
to support our customers to deliver the
the physical movement of goods, and that
Ireland – and works with many of Europe’s
service level that their customers have come
we can maintain supply chains similar to
best-known furniture manufacturers,
to expect,” she explains. “Because of that,
today.
retailers and importers.The company
we do not think it is viable to wait until
handles 3700 pieces of furniture on average,
March to see what is going to happen. We
March 2019 without a formal agreement,
says Pamela, and is responsible for more
want to be proactive in our preparations
there would be an immediate change to
than 500 home deliveries each week (which
for Brexit so that our customers’ Irish
the way businesses like ours trade with
accounts for more than half of its business).
marketplace business activity is not affected,
the EU. Customs formalities would be
whatever the outcome of the negotiations.
required, and tariffs may apply. In addition,
WS Dennison operates an all-Ireland
“Should the UK exit the EU on 29th
transport business that relies on
potential delays at the Irish border could
unrestricted movement across the (currently
affect journey time reliability, and there is
invisible) border between Northern Ireland
a real threat of increased administration for
and the republic.
haulage businesses such as ours.”
With Brexit negotiations at a critical
According to Pamela, retailers and
phase, the business is preparing for every
consumers have become accustomed to
eventuality, including a no-deal outcome.
receiving deliveries within an expected
Pamela has been heavily involved in the
timeframe – either directly to their home
company’s preparations – both as part of
via online purchases or from manufacturers
the business, and in her roles as national
to retail stores – but, without putting
officer for the Chartered Institute of
provisions in place, consumers could soon
Logistics and Transport (CILT) in Northern
have to get used to a very different scenario.
Ireland, and vice-chair of the Northern
FN359_Pages.indd 64
WS Dennison took the initiative to
28/01/2019 12:00
Trade Services | 65
ensure this does not happen, starting
Today, this is a huge benefit to WS
flexibility in our business culture already
with the development of a Brexit strategy
Dennison’s customers – but in the context
and our team is constantly adapting to
in conjunction with external specialists.
of Brexit this puts it in a much more
customer requirements.
This strategy is now being implemented,
powerful position than its competitors,
and is preparing the business for a no-
because the contained nature of its supply
range of measures aimed at combating
deal situation as the most extreme – but
chain will be favourable to HMRC from
the possible effects of a hard border.
increasingly possible – outcome.
a supply chain security and traceability
These include a Simplified Customs
perspective.
Procedures and Trusted Trader status,
The Brexit consultants engaged to assist the company include advisers to
In contrast, says Pamela, other delivery
“As a company, we have introduced a
which will speed up and simplify customs
key Government agencies in the UK and
companies in the sector are known to
procedures, ensuring our customers have
Ireland, who have actively helped WS
frequently sub-contract three or even four
an unrestricted service offering. These
Dennison design processes that will enable
times throughout the supply chain – the
accreditations have taken some time and
it to secure its distribution supply chain
security that her company can offer is
involved a heavy financial investment, but
and maintain service levels for customers
unrivalled.
we feel they are important and necessary.”
– no matter what shape Brexit eventually
WS Dennison is also proactively
Pamela concludes: “We believe that we
takes, WS Dennison is working proactively
communicating with customers to
are further ahead on Brexit preparations
to streamline its procedures so that it
identify specific requirements for
than even some of the biggest names in
can guarantee service levels post-Brexit,
individual contracts post-Brexit, including
the industry, so we are confident that we
regardless of a hard or soft border, and
establishing any foreseen changes to their
will continue to be best placed to deal with
any other newly-introduced customs
processes. It is supporting its customers
furniture logistics into Ireland, whatever
procedures.
to prepare for changes – for example,
Brexit brings. Like most of the business
encouraging them to apply for Economic
community in Ireland we are cautious, but
secondary depot in Limerick, on the west
Operator Registration and Identification
because we are doing everything we can to
coast of Ireland. Currently, the majority
(EORI) numbers where they are not already
prepare, we hope that our efforts will be
of furniture brought into Ireland by WS
required, as these are necessary for customs
rewarded.”
Dennison is routed via its Antrim facility
entry declarations clearance procedures for
T 02894 465108
initially, where loads are re-consolidated
import and/or export shipments travelling
www.wsdennison.com
into more viable consignments for onward
to or from the EU.
Pamela says that key to its strategy is the
movement. The Limerick depot – which will still be
It has also approved extension plans for an additional floorspace warehouse of some
located within an EU country when/if the
40,000ft2, should it be required in the near
UK departs from the EU – offers an option
future.
to ship and re-consolidate via the Republic
MD William Dennison explains: “We
of Ireland where necessary, and allows the
have built our business on flexibility, and
company to complete its all-Ireland delivery
have years of experience in tailoring each
process without deviating from its own
account to the needs of both our client and
well-established resources.
their end customer. In terms of the quality
Preparations at Limerick are under way to
of service required, there is very little that
ensure that the facility is ready to shoulder
we can’t or aren’t willing to do, even if it
the responsibilities that have traditionally
means training staff to provide a new skill.
been undertaken at Antrim.
This means making changes to satisfy
Likewise, the company’s all-Ireland
the requirements of Brexit won’t
delivery process is a major benefit, because
come as such a shock to
the business has full control throughout the
our staff as it might to
supply chain. The fact that WS Dennison
others, because
uses only its own in-house team of
we have that
warehouse operatives and drivers means it can offer full traceability, accountability and consistency of service, from manufacturer/ retailer collection to end-user delivery.
“We are confident that import customs formalities can, largely, be divorced from the physical movement of goods”
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66 | Trade Services
WHY MANUFACTURERS MUST BE SWITCHED ON With electrical furniture now being identified as coming under the scope of the EU Machinery Directive, international inspection, verification, testing and certification specialist SGS explains the CE marking requirements that manufacturers of electrical furniture should be aware of …
In July 2017, new guidance for the application of the EU’s Machinery Directive 2006/42/EC was published. This resulted in electrically-actuated motorised domestic furniture being identified as coming under the scope of the directive – meaning electrical furniture must now carry the CE mark to access European markets. The EU Machinery Directive 2006/42/ EC was passed by the European Parliament and Council in 2006. It has been amended several times – most recently in 2017 – and essentially describes the health and safety
“The identification of electrical furniture as being under the scope of the Machinery Directive represents a major change for furniture manufacturers”
Compliance with the Machinery Directive requires the manufacturer to prepare a Technical Construction File (TCF) according to Annex VII of 2006/42/EC. This includes a construction file, comprising: a general description of the machinery; the overall drawing of the machinery and drawings of the control circuits, as well as the pertinent descriptions and explanations necessary for understanding the operation of the machinery; full detailed drawings, accompanied by any calculation notes, test results, certificates, etc, required to check the conformity of the machinery with the
requirements that must be applied to all one of which moves, with the appropriate
essential health and safety requirements;
actuators, controls and power circuits, etc,
the documentation on risk assessment
2017 guideline, but the application for some
joined together for a specific application; or
demonstrating the procedure followed the
countries is still unclear.
an assembly of machines which, to achieve
standards and other technical specifications
the same end, are arranged and controlled
used, indicating the essential health and
so that they function as an integral whole.
safety requirements covered by these
machinery offered onto the EU market. Most of the countries have recognised the
It defines machinery as: an assembly of linked parts or components, at least
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Celebrit
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68 | Trade Services
standards; any technical report giving the
for the purposes of trade within all the
also apply to furniture with an electrical
results of the tests carried out either by the
countries of the European Economic Area
component, including: the Low Voltage
manufacturer or by a body; a copy of the
(EEA). The CE mark is a demonstration that
Directive (LVD) – 2014 / 35 / EU, which
instructions for the machinery; and a copy
the product has been assessed and satisfies
applies to all electrical products and
of the EC declaration of conformity.
the legal requirements to be sold within the
equipment designed for use with a voltage
EU.
rating of between 50-1000V for alternating
Also, for series manufacture, the internal
current (AC) and between 75-1500V for
measures that will be implemented to
The identification of electrical furniture
ensure that the machinery remains in
as being under the scope of the Machinery
direct current (DC), and whose hazards are
conformity with the provisions of this
Directive represents a major change for
primarily of an electrical nature;
directive must be presented.
furniture manufacturers. Until now, they
Electrical Compatibility (EMC), the ability
have normally only considered the scope of
of a product to operate within normal
the scope of the Machinery Directive
the General Product Safety Directive (GPSD),
conditions in its electromagnetic energy
include: height-adjustable desks/tables;
which does not require CE marking. The new
(emissions) and offer protection (immunity)
operated seating; operated beds; beds with
requirement for furniture to carry the CE
against electromagnetic energy that occurs
TV lift systems; air mattresses with pumps
mark only relates to electrical furniture, and
in the environment of its intended use; and
as part of the product package; adjustable
does not affect other furniture.
the RoHS Directive – 2011/65/EU, which
Types of furniture that may come under
storage units; doors/drawers; and massage chairs. It does not cover furniture incorporating
To self-certify for the CE mark, the usual
restricts the levels of hazardous substances
process is to: 1. Identify the applicable
that can be used in the manufacture of
directive; 2. Identify the applicable standard;
electrical and electronic equipment.
springs or gas springs (office chairs, for
3. Assess products against applicable
example) because those mechanisms are
directive requirements and test products to
powered manually, not electrically.
applicable standards; 4. Complete technical
SGS operates through a network of over
documentation relating to CE marking
2400 offices and laboratories around the
electrical furniture must now carry the CE
requirements for all applicable directives
world, and can help manufacturers with
mark. European Directives are the legal
to support the Declaration of Conformity
every step of the CE marking process – from
basis for CE marking. They are designed to
(DoC); 5. Issue DoC and CE mark the
directive and standard identification to the
promote and harmonise the requirements
product.
review of technical documentation.
To access the European market, therefore,
for free trade within the EU because a product with a CE Mark has free movement
Stakeholders should also be aware that other directives requiring the CE mark may
www.sgs.com/en/consumer-goods-retail/ hardgoods/furniture
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70 Designer
The Cornholme Desk is crafted in solid oak with oak veneers and contrasting solid African walnut drawer handles
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Designed to accompany the desk, the Cornholme wall board also works on its own as a wall-mounted storage platform
A place for everything UK homes are shrinking. Last year, research by LABC Warranty found that on average, new-build living rooms are -32% smaller than their 1970s counterparts – in short, the demand for furniture which is functional, flexible, and fits, has never been higher. In this exclusive article, furniture designer Ian Cull explains why and how he developed Cornholme, a fully-featured home office range, with these modern pressures in mind …
Ian Cull
Every time I put pen to paper to design a
was being developed to address similar
product (or a collection of products) I try to
issues around space and storage – as well as
offer as much as I can in terms of features
being affordable.
and functionality. I don’t know where that
I shared my ideas with Nick around
desire comes from – perhaps it’s because
18 months ago, and he was immediately
I’m a stingy Northerner and just want
supportive. He gave me unfettered access to
to ensure people get value for money. Or
Nathan’s production facility so I could begin
because I feel that all design should offer
to turn what was in my head into reality. In
that little bit more to differentiate it from
all my years working with various factories
the competition. I’ll go with the latter, I
around the world, I’ve never come across a
think.
more capable and responsive factory.
Good design shouldn’t cost any more than bad design, and if I can add as much as
We had no real plan to collaborate at that
possible to a reasonably compact package,
stage other than from a manufacturing
then I will. From a retail perspective, I’m
perspective, but I’ve always had a desire
also giving a salesperson more to talk
to sell my own designs directly to the
about, so hopefully there’s more chance
public one day. After a number of months
of a sale. Most of the products I design –
of development, the Cornholme collection
from TV stands to desks – seek to solve the
was launched at London Design Fair in
increasing problem of storage in smaller
September last year. Although it was just
homes.
prototypes on show, the collection was incredibly well received, with a constant
I’ve known Nicholas Radford of Nathan
stream of visitors – both trade and public –
Furniture for a number of years, and if one
who were incredibly complimentary.
furniture brand in the UK aligned itself
FN359_Pages.indd 71
Following the exhibition, Nick and I sat
closely at one time with my way of thinking,
down and came to the conclusion that it
it’s Nathan. Looking through Nathan’s back
would make a lot of sense for the collection
catalogue, it’s clear to me that around the
to become part of Nathan’s range – we
middle of the last century their furniture
branded it ‘Ian Cull for Nathan Furniture’.
28/01/2019 12:00
72 | Designer
On home offices My decision to develop a home office range stemmed from my own situation. I’ve worked from home for almost a decade, and I’m yet to find a piece of furniture that gives me everything I need. Feature-packed products have always been a bit of a theme in my designs, and developing a reasonably compact desk with plenty of storage and other practical features seemed an obvious choice. It’s also important to me that a piece of furniture differentiates itself stylistically from other lines without being a ‘Marmite’ product. I’m all for simple lines that suit a multitude of interior decor styles. And, although it’s a bit of a cliche, I really do believe that the function of a product
In addition to two drawers, hinged flaps at the rear of the desktop reveal further storage for cables and power supplies, and double up as tablet supports
dictates its form – to a certain extent. But Cornholme isn’t necessarily just a
On development
home office collection. It was definitely designed to be one – yet each piece has a
The development process for a new
detail. The original idea behind Cornholme
distinct purpose in its own right. The desk
collection of furniture always starts off
was for a modular collection, with various
won’t look out of place in other areas of
quite simply – with an idea. That idea
elements being put together to form a wider
the home, and the amount of storage it
usually won’t budge out of my head until
variety of products.
provides, along with its cable management
I begin to get it onto paper in the form of
and wireless charging features, means any
initial hand-drawn sketches. This is the
couldn’t let it go. The more I was able
clutter can be kept to a minimum.
most exciting time of the process, as it’s
to add into it – in terms of features and
the first time I can see something physical
functionality – the more I loved the idea.
isolation. The low-profile design means it
resulting from the images that have existed
I produced a number of hand-drawn 2D
will be equally at home in a hallway (the
in my head for some time.
visuals of the desk to resolve its proportions.
The wallboard can also be used in
hanging rail is perfect for scarves and
It’s also the time to begin refining
Once I sketched the desk, however, I
The restrictions of desktop height, legroom
umbrellas, for instance), kitchen or bedroom
the design, firming up the features and
under the desk (always an issue where
as in an office or study.
functionality, and addressing some of the
drawers are present), storage space, cable management, etc, all helped me to finalise the design ready for drawing in CAD.
“I’ve worked from home for almost a decade, and I’m yet to find a piece of furniture that gives me everything I need”
Comprehensive cable management is included, with space for power strips within the desktop itself
FN359_Pages.indd 72
The key aims were always to produce a visually attractive piece of furniture that would suit any interior decor, and to offer the end-user as many useful features as possible.
Hidden wireless charging comes as standard for Qi-enabled devices
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Designer | 73
The only real change that was made to the original concept was the handle design. I’d originally developed a pop-out leather handle that sat flush with the drawer fronts – indeed, the original prototype was produced with this handle – but it perhaps added a bit too much complexity to the product (even by my terms!), so I thought it’d be safer to revert to a contrasting walnut handle instead. I was happy to make this change as I think the new handle design looks fantastic, and its concave profile is incredibly tactile. It’s also one of the details of the collection that’s not necessarily apparent at first glance. One of the most difficult decisions to make was in respect of the hidden wireless charger, mounted centrally at the rear of the desktop. There were two schools of thought – the first, that there needs to be some indication of where the charger is located (originally, I intended there to be a contrasting walnut inlay to show the position of the charger). The contrasting take was that a hidden wireless charger should be, well … hidden! In the end, I opted for offering no evidence of where the device is positioned, as ultimately once someone purchases the desk they will soon learn where it is (plus we’re including a removable sticker to show where it’s positioned!). When the desk was launched at London Design Fair, the fact that I’d completely hidden the technology was a hit with everyone who came to see it.
“The more I was able to add into it – in terms of features and functionality – the more I loved the idea”
Unity – all for one
Unity coat hook with mirror
Ian first had the idea for his Unity collection at the beginning of his professional design career, almost 20 years ago. “Even back then I was looking to offer as much as possible in terms of functionality in a product, and I was looking to use materials in a slightly different way,” he says. “I also hate seeing fixings – both Unity products are designed in such a way than any wall fixings are completely hidden from view once they are installed. This is something I’ve carried over to Cornholme, too – the wallboard fixings are hidden behind the cork board.”
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74 | Designer
On manufacturing
On the future
I’ve worked with a number of UK-based
After its success at London Design Fair, I’m
manufacturers over the last 20 years
planning on taking Cornholme – perhaps
or so, and I’m a huge supporter of the
with some new products – to events later
sector. My Unity collection, for instance,
this year. For now, the collection can be
is entirely manufactured in the UK – in
seen at Nathan’s showroom in Radstock,
fact, all its components are manufactured
Somerset, or at my studio near Chorley in
within 40 miles of where I’m based in rural
Lancashire.
Lancashire. My network of manufacturers, established
I’m handling all the direct retail sales through my own website, whilst all trade
over my working career, mainly includes
orders are processed by Nathan, therefore
component manufacturers (four separate
taking advantage of their well-established
suppliers are involved in the production of
warehousing and distribution network.
my Unity shelf and coat hook, for instance)
We’re both looking for more retail stockists,
and I don’t have the facilities yet for
and the initial stock is due in their
assembling larger items of furniture.
warehouse next month.
But working with overseas manufacturers
T 07083 033350
definitely has its place – and the facilities,
www.iancull.co.uk
skills and materials available from a factory such as Nathan’s in Indonesia can’t be ignored. I’ve worked with manufacturers across Europe and the Far East for over two decades. It’s very rare that I work with a manufacturer without a visit to their factory floor at some stage, but in the case of
Crafted from solid oak with a tan leather upholstered seat pad, the Cornholme chair’s slatted back rest offers comfort plus a touch of individuality
Nathan’s factory in Indonesia I haven’t had to worry about that. From the moment I shared the initial concept sketches with them it was clear they possessed a great understanding of what I was trying to achieve, as well as the capabilities to turn it into reality without having to make any compromises along the way. Each piece in the collection is far from straightforward to manufacture, but I’ve been met with nothing but positivity and a great deal of support throughout the entire process.
All about Ian Ian Cull works from an office in Salford and a studio and workshop in Brinscall, Lancashire. He studied at the University of Salford, where he earned a BSc (Hons) in Product Design & Development, before going on to work with some of the UK’s biggest retailers – both in-house and on a freelance basis. Through his business, Ian Cull Furniture Design, Ian works closely with manufacturers across the UK, Europe and the Far East to develop furniture and accessories which are clean, contemporary and commercial, yet retain a British character. His resume lists the likes of Stil Furniture, Alphason, Moventi and Profili, yet his white-label work is far more prolific than this summary would suggest. “As an independent designer it can be quite frustrating to work incognito on projects, with an NDA in place – it isn’t the best way to promote the work you do! – but, fortunately for me, Nathan have always been happy to promote collaborations with designers, as they see the benefits of doing so,” he says.
FN359_Pages.indd 74
28/01/2019 12:01
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76 | Designer
IN DESIGN
Theodore Bench-Desk System, Cameron Fry Cameron, the owner and creative director of Liqui Group, led the development of this desk, which attempts to bridge the gap between the home and the office sustainably, and in style … “Theodore is a brand-new product that we’ve just finished designing and putting into
“We named it after the
production. We drew inspiration from a bygone
Theodore Roosevelt desk
era where desks were more than just something
that still sits in the White
to sit behind – they could become a status
House to this day – if that’s
symbol in their own right”
not sustainable design, we’re not sure what is!”
“The materials employed are
“We designed it to
sustainably
have a domestic feel.
sourced oak and
The days of sterile-
oak veneered
looking offices are
birch ply”
slowly but surely coming to an end – after all, we spend more time there than we do in our own living rooms. We’re just trying to make it a more enjoyable place to be”
“Our motto is ‘Because things can be different,’ which refers to sustainability in design and manufacturing” Training: After school, Cameron went on to study 3D Design at college – then, after completing a City & Guilds qualification in Jewellery Design and Making, he moved on to 3D crafts, specialising in Commercial Furniture at Brighton University. Achievements: Cameron then exhibited at the New Designers exhibition in London, where he was shortlisted for the New Designer of the Year accolade for his cardboard coffee table concept. Since launching his company, Liqui Group, in 2007, he has built it into a multifaceted design and manufacturing group based in London and Brighton, which works on design-led projects worldwide. Today, the group comprises Liqui Design (interior design), Liqui Contracts (contract furniture and lighting), Liqui Associates (an architectural consultancy) and Crate47 (a branding agency). Other than the Theodore Bench-Desk System, the group’s key works include the Trapeze Chair, the Splice Stool, the Hove Club Sofa, the Studio Easy Chair and the Paper Bag Light.
T 01273 686119 www.liquidesign.co.uk
FN359_Pages.indd 76
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Full pag
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01/02/2019 09:15
78 | Designer
Know your rights! ACID’s chief executive, Dids Macdonald OBE, answers your
“Often, the first instance of market entry for new products is a trade event/exhibition. Due diligence in checking exhibitions for potential copies is an effective way of identifying these and taking action”
design and intellectual property (IP) queries …
My design has been copied by a foreign
possible, and to allow for a budget to enforce
manufacturer, but I can’t afford to take
those rights if there is infringement.
action in China. Where should I start?
With easy access to the UK and European
This could prove costly and expensive.
Community-wide protection (until Brexit)
As most copies made in China are for
for designs and trademarks, the cost is much
importation into the EU and the UK, it could
lower than it used to be.
be better to go after those who are having
Bear in mind that if a company is
the copies made and then importing them.
registering a series of designs, the cost
This could be a UK company rather than the
reduces considerably, so for 11-plus new
Chinese factory.
designs it is as little as €60 to obtain a
Often, the first instance of market entry
registered Community design, which lasts
for new products is a trade event/exhibition.
for 25 years (renewable every five) and
Due diligence in checking exhibitions for
covers 27 EU member states.
potential copies is an effective way of identifying these and taking action.
Also, many companies pay a small additional fee and defer publication (on
ACID has had many instances of being
the OHIM website, www.oami.europa.eu)
able to offer advice at trade fairs, and its
so that their competitors cannot see their
accredited law firms have been able to act
new designs before they are launched and
quickly and effectively when knock-offs are
marketed.
discovered. There is help available through IP
The advantage of having a registered UK or EU design is that taking legal action
attaches who have been appointed by the UK
is easier and more cost effective because
Government in Canada, Brazil, south-east
you have a piece of paper – a numbered
Asia, China and India. They work within
certificate which says you own the design
the UK embassies in these countries and
and it cannot be used by third parties
are a significant resource for those who
without authorisation.
How can I ensure design protection in the
find difficulties in IP enforcement. Details
US?
are available through the UK Intellectual
an additional registration system for
The US does not have a design registration
Property Office.
trademarks which can make registration
system as such, and it is necessary to apply
To ensure brand protection, there is
more cost effective, but there are no pan-
for a design patent in order to protect 3D
What are the realities of protecting
national design registration systems outside
wholly or partly functional designs.
IP within the UK, the Eurozone and
the EU, so national registration is necessary.
According to the US Patent and
worldwide? It seems protection and
Therefore, it makes sound sense to
Trademark Office, “design patents may
enforcement often comes down to cost …
do a SWOT (strengths, weaknesses,
be granted to anyone who invents a new,
If a design or manufacturing company
opportunities, threats) analysis of the
original, and ornamental design for an
is creating intellectual property through
countries in which your products will be
article of manufacture.” Fees are expensive,
their innovation, an integral part of any IP
marketed, and allocate appropriate budget
and it is advisable to instruct a local agent to
protection strategy is allocating sufficient
to ensure you have adequate IP protection
draft and file the application.
budget to register new designs, if at all
in each.
“The advantage of having a registered UK or EU design is that taking legal action is easier and more cost effective because you have a piece of paper”
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.
FN359_Pages.indd 78
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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
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