The essential guide to the UK domestic furniture and furnishings trade #362 May 2019 | www.furniturenews.net
Hypnos – pioneering the art of sustainable bedmaking
GREENER PASTURES The trade’s sustainable stories
FN362_Pages.indd 1 FrontCover362.indd
WINNERS AND WIZARDRY
FIXING THE FIXERS
Orbital gets to work
Cracking down on cartels
26/04/2019 15:04 12:29 25/04/2019
TCS FN May Advert 2019.qxp_Layout 1 10/04/2019 12:34 Page 1
MAXIMISE YOUR FLOORSPACE AND YOUR PROFITS Sell hundreds of combinations from a single floor model with a TCS
• • • • •
Now Available for Immediate Delivery
Your Sofa Your Way and Made in The UK
3, 2, 1 Seaters 3 and 2 Sofa Beds Jumbo Combinations Extension Pieces Corner Options
• Corner Options with Sofa Beds • Footstools • End Pieces • Fabric Options
To learn more about our new 2019 Range, contact your local sales representative.
TCS - Solely Committ Committed t ed to Serv tt Serving r ing rv Independent Retailers in the UK and Ireland Telephone: 00353 429 351 351 info@tcsimports.com www.tcsfurniturerange.com THE
D E S I G N E R COLLECTION
FN362_Pages.indd Full page USE.indd 2 1
Natural Sleep
the complete service Carpets and Flooring
SERVICE QUALITY VALUE 26/04/2019 10/04/2019 12:29 12:51
19 12:51
3
INFORMATION ON THE COVER Editor-in-chief Paul Farley 01424 776101 paul@gearingmediagroup.com Twitter @FurnitureNewsED
“Sustainable business has been on the industry’s agenda for decades, but it can no longer be ignored”
Sales and marketing director (Furniture News portfolio) Sam Horscroft 01424 776100 sam@gearingmediagroup.com Twitter @FurnitureNewsAD Sales executive Caroline Littler 07861 231461 caroline@gearingmediagroup.com Production manager James Ash 01424 775304 james@gearingmediagroup.com Production assistant Mike Beales 01424 775304 mike@gearingmediagroup.com Digital production assistant Nyall McCurrach 01424 775304 nyall@gearingmediagroup.com Copy administrator Steve Merrick 01424 776108 production@gearingmediagroup.com Proofreader Keith Fitz-Hugh Editorial director John Legg 01424 776104 john@gearingmediagroup.com Publisher Nigel Gearing
COMMENT
H
ow green is your business?
It’s something that businesses from across
Whether it’s eco-friendly,
the industry should be considering, with
environmentally safe or ethically
future consumers unlikely to tolerate brands
manufactured, there’s a bright future for
that don’t have a plan to minimise the effect
furniture made with conscience.
of their operations on our planet.”
According to Nielsen’s Global Corporate
In a special feature in this month’s issue
Sustainability Report, two thirds of
(starting on p34), Furniture News presents
consumers (and 73% of Millennials) say
evidence from various suppliers which, like
they’re willing to pay more for sustainable
Sealy UK and our cover star, Hypnos, are
goods – and suppliers and manufacturers
taking steps to minimise their impact – and
are taking note, by developing re-usable or
giving savvy retailers a powerful weapon in
recyclable products, employing recycled or
their sales arsenal. We also present the latest
certified materials, or making operational
findings from a consumer survey conducted
commitments to carbon neutrality, zero to
by the Sustainable Furniture Council (SFC),
landfill or ethical working practices.
and consider the progress made by the EUTR
And, due to growing demand from conscientious consumers, these stories are
since the legislation was introduced six years ago.
Accounts Wendy Williams 01424 774982 wendy@gearingmediagroup.com
becoming increasingly compelling on the
Magazine subscriptions (UK-£65, Europe-£85, RoW-£95) 01424 774982 subscriptions@gearingmediagroup.com
bed manufacturers, it has embraced
(and economy) facing innumerable
its environmental responsibilities,
uncertainties, and the weight of public
implementing a zero-to-landfill policy,
opinion shifting ever faster, it’s looking
Connect VIP packages (UK-£95, Europe-£110, RoW-£120) 01424 774982 subscriptions@gearingmediagroup.com
while seeking to use materials that are
like eco-friendly product and practice will
renewable and recyclable wherever possible.
become the industry’s default sooner rather
Repro, print and distribution Stephens & George
than ever before from the companies they
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 efforts are made to ensure that the editorial remains true to fact and unbiased. Monies may have been accepted to offset the costs of colour reproduction. Gearing Media Group Ltd reserves the right to alter without prior notice any content other than customers’ advertisements. No correspondence will be entered into regarding altered or adjusted editorial content. The editor’s decision is final. All material submitted for inclusion in Furniture News is done so entirely at the owner’s risk and no responsibility is accepted for the safekeeping or return thereof. 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.
FN362_Pages.indd 3
shop floor. Take Sealy UK’s example. Like many
“Today’s consumers are demanding more
Sustainable business has been on the industry’s agenda for decades, but it can no longer be ignored. With the environment
than later. Sadly, nothing lasts forever – as I was
purchase from, and are keen to know that
painfully reminded recently, when my friend
the products they have in their homes are
and professional colleague Matt O’Flynn
consistent with their values,” says Sealy’s
passed away, aged just 44. You can read my
sales and marketing director, Neil Robinson.
thoughts on his passing on p10 – and catch
“With the market becoming increasingly
a glimpse of his legacy on p54, where we
crowded for suppliers in the furniture
look at his company’s work on behalf of the
industry, it has never been more important
latest winners of The Furniture Awards.
for companies to step up and review if they
Farewell,
are doing enough when it comes to having a positive impact on the environment – after all, it could be the deciding factor when a consumer comes to choosing between you and your competition. “As suppliers, minimising the impact of any adverse environmental effects as a result of production and distribution is key.
Paul Farley Editor-in-chief T 01424 776101 E paul@gearingmediagroup.com Twitter @FurnitureNewsED
26/04/2019 12:29
FN362_Pages.indd Full page USE.indd 4 1
26/04/2019 04/04/2019 12:29 08:40
19 08:40
Contents | 5
ON THE COVER
THIS ISSUE
The essential guide to the UK domestic furniture and furnishings trade #362 May 2019 | www.furniturenews.net
7
Partner Comment
8 News 18 Interview Hypnos – pioneering the art of sustainable bedmaking
GREENER PASTURES The trade’s sustainable stories
WINNERS AND WIZARDRY
FIXING THE FIXERS
Orbital gets to work
Cracking down on cartels
FrontCover362.indd 1
20 Events
25/04/2019 15:04
Bedmaker Hypnos outlines its sustainable manufacturing credentials in our special Eco-conscious feature (p36)
26 Resources 30
RIP Matt O’Flynn (10)
Profile
CONTRIBUTORS 24
Karen Campbell White outlines the Competition and Markets Authority’s take on furniture cartels
42 Orbital Vision’s work with the winners of The Furniture Awards 2019 (54)
34 Eco-conscious QSL’s Mandy Carmody asks whether EUTR compliance is going far enough
44
Dining Room
46
Beds & Bedroom
48
Out of Hours
50
Living Room
Janus Jagd, Cylindo (64)
52 Furnisher 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)
FN362_Pages.indd 5
54
Trade Services
60 Designer 64
Last Word The Furniture Trade Directory The indispensible guide for UK suppliers and retailers, in print and online www.gmgconnect.com
26/04/2019 12:29
CELEBRATING 100 YEARS
1916
NATHAN
SHADES DINING ROOM
Look again at Nathan Nathan Furniture is undergoing a brand ‘refresh’ uniting all its ranges under one Nathan name. The Nathan name has always been synonymous with quality materials and construction, so by using this ethos across all our collections, it will let new and existing customers know that Nathan is a name they can trust for quality, reliability and now choice with our wider offering. And now we’re improving our marketing offering too, with fresh, professional lifestyle images to help our stockist show off products which appeal to both young and old consumers. Now Available - A collection of lifestyle images that can be used for all areas of marketing from print to digital platforms, including 1:1 images for social media use and banner sized images for websites. TEL: 0203 058 4280 EMAIL: INFO@NATHANFURNITURE.CO.UK
CLASSIC
FN362_Pages.indd Full page USE.indd 61
PALMA BEDROOM
www.nathanfurniture.co.uk TIVERTON
26/04/2019 17/04/2019 12:29 11:17
S
1916
N
M
l
19 11:17
Partner Comment | 7
Knowledge is key “With the UK facing the uncertainty of Brexit, it is critical that businesses have as much understanding of the potential financial and political landscape as possible” The Furniture Industry Research Association can trace its origins
and value the work we do. We have seen double-digit growth in
back to 1949, and whilst much has changed in both the UK
membership in recent years, and with close to 400 members –
furniture industry and the association over those 70 years, one
who have a combined turnover in excess of £132b – we represent
thing has not – the need for knowledge.
a significant part of the UK’s manufacturing and retail landscape.
This need for knowledge has never been more important than it is now – with the UK facing the uncertainty of Brexit, it is critical that businesses have as much understanding of the potential
This means our voice is heard and our members’ concerns are acknowledged at the highest levels. Our 200 UK manufacturing members have a combined turnover of £4.8b, which represented over half of the UK’s furniture
financial and political landscape as possible. Consequently, FIRA continues to provide as much clarity as
manufacturing output in 2017. Our members appreciate the benefit
it can. Our team attend weekly updates with Government and
that knowledge can bring – to inform key business decisions and
feed these to our members, as well as to the other associations
to reduce risk to their businesses.
that make up the British Furniture Confederation (BFC), because
At the Furniture Industry Research Association we have two
at FIRA we appreciate that in some circumstances the need for
passions – knowledge and the furniture industry. If you share
knowledge transcends the boundaries of our membership.
these, why not come and talk to us?
Meanwhile, the association’s statistical digest, detailing the performance of the UK furniture industry, is the key resource for business leaders and stakeholders alike. We represent the UK furniture industry on all major standards committees for furniture, and feed updates back to the industry through online updates and face-to-face forums to help our members produce products that are safe and fit for purpose – and we are pleased to confirm that the UK will still participate
Phil Reynolds is the COO of the
and adopt CEN standards to at least 2020 (if not longer), giving
Furniture Industry Research
UK manufacturers, importers and retailers some certainty in an
Association (FIRA, www.
uncertain world.
fira.co.uk), the UK’s largest
We actively participate in UK and EU regulatory consultations, covering fire safety, machine safety, environmental and
furniture association and a
sustainability concerns, to name but a few – making sure the voice
recognised centre of technical
of the industry is heard at the highest levels. And, where there are
excellence which provides
gaps in knowledge, we plug them with research projects funded by
knowledge-based, technical
the membership.
support to the global furniture
We know our members recognise the need for knowledge
supply chain.
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
FN362_Pages.indd 7
26/04/2019 12:30
8 | News
Made secures new distribution centre Made.com has leased a new distribution centre at the DP World London Gateway Logistics Park in Stanford-le-Hope, Essex. The larger site will replace Made’s current distribution centre near Ipswich, and follows a sustained period of growth which saw the company post a +37% increase in revenue last year. Frédéric Beltoise, Made’s global operations director, says: “As a digitalfirst business, we are deeply invested in the quality of our unique products and ensuring that our customers have the
MattressOnline co-founder retires Steve Kelly, the co-founder of online
knew very little about mattresses or the bed
retailer MattressOnline, has announced his
industry. Steve was my mentor, guiding me
retirement, leaving co-founder Steve Adams
through the intricacies of the industry - for
as MD and the company’s sole shareholder.
which I’m eternally grateful.”
After 15 years dedicated to MattressOnline
To facilitate Steve Adams’ sole ownership,
- and 35 years in the bed industry - Steve
cash flow funding has been provided by
Kelly is retiring to spend more time with his
Yorkshire Bank, with support and guidance
family and pursue other interests.
from Castle Square Corporate Finance. Steve
He founded MattressOnline in 2003
Adams’ vision for the future is clear: “With
together with Steve Adams, and, as a
a reinforced management team, strategic
pioneer of online bed sales, played a
development and continued, excellent
pivotal role in shaping how people shop for
partnerships with manufacturers and
mattresses.
suppliers, I look forward with confidence
Steve Adams says: “When I co-founded MattressOnline with Steve back in 2003, I
as I continue to develop the success of MattressOnline,” he says.
best possible experience when shopping capacity for growth, this new site
SATRA plans industry seminars
enables us to continue building the
SATRA’s flammability seminars aim
understand exactly what their duties and
exceptional customer experience that
to provide those in the industry with a
responsibilities are.
has been so key to our success to date.”
full understanding of the Furniture and
with us. As well as adding long-term
Mattress replacement cycle getting shorter
SATRA is also offering a furniture safety
Furnishings (Fire) (Safety) Regulations for
seminar which will provide an introduction
domestic and contract markets for furniture,
to the concepts of general product safety for
upholstery and bedding.
furniture entering the European market, and
The day-long seminars will cover the flammability requirements for furniture and any materials that are used such
the use of laboratory testing to give evidence of due diligence. The flammability seminars will take
as covers, interliners, foams and other
place on the 30th May, 29th August and
fillings. Delegates will learn about the
14th November – and the furniture safety
The latest consumer research by the
tests conducted and see demonstrations in
seminar on 6th June – at SATRA’s offices in
National Bed Federation (NBF) has
SATRA’s flammability lab, helping them
Kettering, Northamptonshire.
revealed that consumers are replacing their mattresses more rapidly. The research, which is undertaken twice
New leadership at FIRA International
a year, found that three quarters of people (75%) replace their bed at
FIRA International
testing lab which recently doubled in size
least every 10 years, with the mean
has appointed a new
and took on new testing machines to meet
replacement being every 6.9 years. This
general manager,
demand. My intention is to focus on looking
is down from a mean of 7.2 years in
Lee Wade. He takes
at where else we can invest and expand
2018, 7.4 in 2017 and 7.9 in 2016.
up the mantle from
to ensure we continue to be the testing
Phil Reynolds, who
provider of choice to the furniture industry.”
Simon Williams, marketing manager of the NBF, says: “It would seem that
Lee Wade
is stepping into the
In his new role as COO at FIRA, Phil
a growing number of consumers are
newly created role of COO of the Furniture
will continue to chair various standards
replacing their mattresses every seven
Industry Research Association (FIRA).
committees and represent the views of
years. This is a 10-year drop from
Lee says: “I am looking forward to my
members on other working groups. He will
1995, when consumers bought a new
new role at FIRA International, working
also develop projects and provide a source of
mattress on average every 17 years.
alongside my new colleagues to deliver
technical information to members, drawing
The new figures represent a significant
first-class solutions across the furniture
on his 20 years within the furniture sector.
change in attitude among consumers
industry. It’s a fascinating organisation
who, little more than 20 years ago,
with unique selling points and strengthened
the council, the research association has
expected mattresses to almost be
by world-class experts whose knowledge
established itself as the centre of knowledge
a once- or twice-in-a-lifetime
spans across furniture testing, consultancy,
for the furniture industry. My remit as
purchase.”
ergonomics and aftercare.
COO is to build on this to the benefit of
The NBF and its consumer education
“My initial plan is to focus on the
Phil says: “Under the stewardship of
members and the wider furniture industry.
arm, The Sleep Council, recommend
continuing expansion programme which has
I am not entirely stepping away from FIRA
that mattresses are replaced every
been in place for a few months and is backed
International, as I will also serve as the
seven to eight years, as during that
by investment from our parent company,
new technical development manager, a
time it will have clocked up around
Element. An example of this can be seen
role which will perfectly complement my
20,000 hours of use.
with our UKAS-accredited flammability
position as COO at FIRA.”
FN362_Pages.indd 8
26/04/2019 12:30
Full pag 3670 H
P A T E N T E D T E C H N O L O G Y T O
K E E P
C O O L
Y O U
A N D
D R Y
The next generation of comfort T H E
N E W
P I L L O W
T O P
C O L L E C T I O N
Luxury handcrafted mattress collection featuring a wool-rich comfort layer with patented 37.5ÂŽ active technology to help keep the body dry, cool and comfortable. Sumptuous, adaptive fillings gently cocoon the body, making the perfect comfort zone for sleep.
T: +44 (0) 1844 348200 | E: sleep@hypnosbeds.com
hypnosbeds.com Hypnos is proud to be Carbon Neutral
Full page USE.indd 3670 Hypnos Furniture FN362_Pages.indd 91 News Ad 210x297 aw.indd 1
Handmade in Britain and 100% recyclable
18/04/2019 17:32 09:16 17/04/2019 26/04/2019 12:30
10 | News
Debenhams enters pre-pack administration Administrators were appointed to Debenhams plc after the offer of investment from major shareholder and owner of Sports Direct, Mike Ashley, was rejected last month. Shares were suspended as Chad Griffin, Simon Kirkhope and Andrew Johnson of FTI Consulting LLP were appointed joint administrators to oversee the completion of the group’s pre-pack sale (other than the plc) to a newly incorporated company, controlled by its secured lenders. With fresh access to £200m funding, Debenhams will continue to trade as normal, and the underlying companies operated under the group’s umbrella – including its commercial relationships with suppliers, employees, pension holders and customers – will be unaffected. However, the plc’s shareholders – including Mike Ashley – are likely to lose their equity. The group will continue to
Industry innovator passes away A well-known figure in the UK furniture industry, Matt O’Flynn passed away on 29th March, at the age of 44. Matt began his industry career working for the family business, Meadowmead, where he founded upholstery brand Insitu – and, over the subsequent 21 years, grew the John Sankey and Henderson Russell brands. He served as chairman of the Long Eaton Guild of Furniture Manufacturers from 2009-2017, and he was involved with the BFM from 2001, joining the board in 2010 and eventually becoming chairman in 2016. He also chaired the Heart of England fundraising committee for The Furniture Makers’ Company. In 2013 Matt was appointed MD of
Metastatic Melanoma with grace, courage and his infamous humour”, writes Matt’s
Collins and Hayes, before going to work for
“fierce friend and colleague”, Rob Walker.
Sleepezee as commercial director in 2017.
“Matt’s boundless, infectious energy,
The same year, he founded Orbital Vision
warmth and humour made working with
with his friend Rob Walker, establishing
him so much fun, and it was his can-do,
The Exchange in Long Eaton to house it and
will-do approach, and finessing of projects
serve as an industry hub and showroom.
with meticulous attention to detail, that
“Matt faced his diagnosis of Stage IV
made them special.”
RIP Matt O’Flynn – leader, radical, friend
implement the restructuring of its
Wow. Just three letters into the headline,
operations, including reducing the
and I’ve given away the punchline.
to achieve great things. But he was much more than a facilitator. In the spirit of every visionary, Matt was
store portfolio by some 50 locations,
I’m writing this on April Fool’s Day, so,
which, “if approved, will result in a
in the spirit of the man himself, was hoping
a rebel (in the best sense of the word),
significant overall reduction in the
to pen a bit of a wind-up before dealing out
questioning everything, and challenging
group’s rent burden and underpin a
the bad news. At the close, Matt joked that
preconceptions. Most people are simply
sustainable future”.
“every day is a pun day”, but for once, I’m
concerned with getting from A to B, rarely
struggling to come up with one. It’s funny
(if ever) stopping to think how they might
it had put in place New Money Facilities
how hard it is to find the funny in death,
do it better, or whether they should do it
with its existing lenders which provided
but, in the end, smiles are a far more fitting
at all. Matt saw what others could not, and
the group with £200m of additional
tribute to Matt than tears.
would fight for change – consequences be
In March, Denhams announced that
damned.
funding, including £40m to refinance
I was a young(er), green(er) journalist
the bridge facility announced on 12th
when I first met Matt on the steps to his
February. The business states that
family’s upholstery business in Long Eaton.
Matt bore his illness bravely and with good
while Sports Direct International made
That day, he had his Long Eaton Guild hat
humour from start to finish, and my heart
a number of proposals, each of which
on (as well as his Meadowmead hat – he
goes out to his wife Moira, and his four
was considered by the plc’s board, none
had a lot of hats).
children – Ruari, Cameron, Evie and Finlay
was deemed deliverable. Debenhams’ chairman Terry Duddy
I was immediately won over by Matt’s openness and impish sense of humour, and
He was still fighting when I said goodbye.
– as they face a future without him. But now is not the time for a lament. Matt
says: “It is disappointing to reach a
thus began a friendship which endured a
urged those that loved him to “Make the
conclusion that will result in no value
good deal of hat changes – from taking the
most of the rest of your ride” – we should
for our equity holders. However, this
helm at Collins and Hayes in my hometown
not focus on his absence, but remember how
transaction will allow Debenhams to
of Hastings, to his work in the upper
he made us smile, and bring his example
continue trading as normal, access
echelons of the BFM, and innovating at
to mind when faced with a dilemma, an
the funding we need, and proceed
the industry’s vanguard at Orbital Vision
opportunity, or the chance to grab a cold
with executing our turnaround plans,
alongside his close friend, Rob.
beer with a friend.
whilst deleveraging the group’s
I keenly felt his ups and downs over these
Farewell (for now), to the impish,
balance sheet. We remain focused on
years, often surprised – and subsequently
irrepressible and idealistic Matt O’Flynn –
protecting as many stores and jobs as
impressed – by the paths he forged and the
father, husband, Super Rams fan (nobody’s
possible, consistent with establishing a
decisions he made.
perfect), and friend.
sustainable store portfolio in line with our previous guidance.”
FN362_Pages.indd 10
Matt was a charismatic guy, and his geniality and verve brought people together
– Paul Farley
26/04/2019 12:30
Full pagGallery
Tate Collection
TATE BAR CABINET W840 x D430 x H1510mm
This unique collection encompasses exquisite style with its inlaid brass & Acacia wood, geometric inspired sections and brushed brass finished legs completing the look.
SERRANO ARMCHAIR TWILIgHT W810 x D750 x H730mm
View our full collection online www.gallerydirect.co.uk 01795 439159
FN362_Pages.indd 11 Full page USE.indd 1 Gallery - May Issue FN.indd 2
26/04/2019 12:30 17/04/2019 11:03 Tue 16/04/2019 17:36:17
12 | News
Dunelm enjoys positive Q3 Dunelm continues to perform well, reporting
in technology and marketing – to drive
a LFL revenue increase of +12.5% for the 13-
growth. Fresh developments include the
week period ended 30th March 2019. Store
launch of Dunelm’s fourth Home of Homes
revenue increased +9.8% YoY, while online
advertising campaign, sponsorship of ITV’s
revenue through Dunelm.com grew by an
This Morning programme, and the ongoing
impressive +32.1%.
deployment of a new digital operating
In all, multichannel revenue (online
system. Dunelm expects to open two new
orders, click and collect and tablet-based
stores (including one relocation) towards
selling in-store) represented 18.5% of its
the end of the financial year.
revenue. Total group revenue was £284.5m,
Nick Wilkinson, Dunelm’s chief executive, comments: “The strong growth in the
up +6.1%, reflecting the closure of the
third quarter reflects our ongoing focus
Worldstores and Kiddicare websites earlier
on attracting more customers to the brand
in the financial year.
and giving them more reasons to shop with
Net debt stood at £48.3m (from £123.8m
Buying group appoints merchandise manager Wiltshire-based independent UK buying group Minerva Furniture Group has appointed Simon Davies as its group merchandise manager. Simon is well known in the trade and brings considerable experience from the retail sector, having worked with buying group AIS and as a buyer for Alan Ward Furnishings and Fenwick.
us through great product and service. Our
at the close of the 2018 financial year), with
performance was also buoyed by a positive
investment in the business – particularly
homewares market.”
Sopha now open in Highbridge
Otty wins regional business award
Arlo & Jacob opens fourth showroom
Leeds-based online boxed mattress
Multichannel retailer Arlo & Jacob is
store, which stands on the site of
retailer Otty Sleep has been
extending its footprint to the South-
the old George Hotel on the A38 in
named Newcomer of the Year at
East with its fourth UK showroom. The
Highbridge, took two-and-a-half years
TheBusinessDesk.com’s 2019 Yorkshire
6000 ft2-plus store is located in Georgian
to build and renovate.
Business Masters Awards.
market town Marlow, Buckinghamshire,
Retailer Sopha opened in Highbridge, Somerset, with a series of events and competitions late last month. The
The past year has seen Otty treble the number of employees at its Leeds headquarters, expand into Europe, and
Founders Matt and Emily Scott say:
and occupies Windsor House at the top of
“After almost three years of hard work
the town’s high street.
on our building we’re really pleased to
Arlo & Jacob has showrooms in
be able to officially declare our store open.
boost its turnover by more than +450%
London’s Fulham, Bristol and Harrogate,
- a number which is expected to double
and received £5m in investment capital
again in the 2018/19 financial year.
last year to develop its omnichannel
a furniture store with a difference,
operation and showroom portfolio.
and we’re really looking forward to
CEO Michal Szlas says: “It was a very
“It means so much to us that we’re
giving something back to the local
competitive category and everyone at
Commercial director Harvey Roberts
the company is honoured to have been
says: “Marlow not only meets our target
awarded the prize. It really is a testament
customer demographic, but it allows
to our relatively small team - all of whom
us to become a part of the local fabric
furniture and home decor, offering
work hard daily to make the company so
and community of both national and
bespoke and exclusive lines wherever
successful.”
independent retailers.”
possible.
community.” Sopha sells handmade beds,
Millbrook appoints new Scotland agent Millbrook Beds has welcomed sales agent
I can’t wait to get started. Millbrook
Mike Marshall to its growing team, as
Beds has years of heritage, and exciting
manager for Scotland.
plans for the future, backed up by great
The youngest-ever president of the
marketing. I will be visiting retailers
Scottish Furniture Representatives
from April bringing example product to
Association, Mike has been in the interiors
them in my own show vehicle.”
market for 15 years. He currently represents
Sales director Mark Hughes adds:
Kettle Interiors, The Great Chair Company
“Mike brings great energy and
and Protect-A-Bed.
experience to Millbrook beds team and
Mike comments: “I am delighted to
will solidify our commitment to the
join Millbrook Beds – they complete my
independent retail sector. As a business
portfolio of brands in cabinet, bed and
we are keen to build on our success and
upholstery. There is massive untapped
expand the Millbrook brand throughout
potential in Scotland for this product and
the UK.”
FN362_Pages.indd 12
Mike Marshall and Mark Hughes
26/04/2019 12:30
ASGMa
UNBEATABLE PRICES FOR UK AND EU MARKETS
TR
AD
EO
NL Y
LOW COSTS
HIGH MARGINS
ON-TREND PRODUCTS
EFFECTIVE SALES MORE PRODUCTS
w w w. as gt ra ding .c o.uk
+44 (0)121 7792138 I +44 (0)7367 351202 I sales@asgtrading.co.uk I echo@asgtrading.co.uk UNIT 4, GRIFFIN BUSINESS PARK, WALMER WAY, CHELMSLEY WOOD, BIRMINGHAM B37 7UX
www.asgtrading.co.uk FN362_Pages.indd ASGMay19.indd 1 13
26/04/2019 16:29 12:30 15/04/2019
AT
14 | News
IFHS91022019 SHFI TA TIBIHXE OT YLPPA APPA
eve appoints ex-Loaf CFO
Made launches tech innovation lab
IYLPPUSOU UOY ERA ARE GNY SU EHT OT ERUTINRUF FURNITURE ?TEKRAM HSIRI IRISH MA Online mattress brand eve sleep has
appointed Tim Parfitt, formerly of Loaf, as its new CFO, with effect from 17th June. He replaces Abid Ismail, whose departure was announced in March.
Tim is a qualified accountant, with
over 10 years’ experience as a CFO.
For the last six years Tim was CFO of omnichannel furniture retailer Loaf,
If
where he helped oversee the company’s transition from a start-up to a sizeable business. eve CEO James Sturrock says: “Tim’s relevant experience and proven track record will add further momentum and support to eve’s rebuild strategy and focus on profitability. His appointment as CFO completes the new management line-up and on behalf of the entire eve team I welcome him to the company. “While the rebuild strategy
Made.com has launched Made Labs, a
a partnership with Go Instore to connect
tech innovation lab that will work with
customers to Made staff on the showroom
emerging technologies and innovative
floor via live one-way video combined with
start-ups to create an engaging shopping
two-way audio.
experience using the latest technology, with
Made Labs will host an event later this
an emphasis on helping customers find the
year to give start-ups the opportunity to
right products and then visualise them in
pitch their products and ideas.
Chief technology officer Jonathan Howell
their own space.
otni gniylppus tuoba suoires era uoysays: fI “Made’s entrepreneurial spirit is fundamental to our business strategy – as a companies, Made’s Labs team in Shoreditch you ab eb dluohs uoyare neht tekram hsirI ehdigitally-native t serious brand, being at the forefront will work closely with the rest of the developments is a key business to getdthese na eruinnovations tinruIrish F hsirI einto ht taitsgnitibihxeof technological the market th priority. We want to provide technology that core platform as quickly as possible. .9102 wohS serawemoH exhibiting at I is always one step ahead of our customers’the The launch of Made Labs follows the Unlike incubators run by many other
success of collaborations with technology businesses including Hullabalook, which
expectations. Homeware “We are lucky enough to be based in the
created Made’s Sofasizer tool, Theodo,
centre of one of the world’s best tech start-
which built shopping tools including
up communities. There are amazing things
Shop Instagram for its showroom in
happening within those companies, and
Soho, and Hubstairs, which worked with
we want to stay true to our entrepreneurial
Made to develop an online interior design
roots and collaborate with these businesses
service. Made also launched View it Live,
to get their ideas in front of our customers.”
remains in its early stages, progress continues at pace with a strengthened management team, continuing expansion of the product range and ongoing improvements to the customer experience, underpinned by the recent fundraise.” Tim adds: “I am delighted to be joining eve at this important time in the company’s development and I am
w ips
confident that I can support eve in its path to profitability. eve has great products and a strong brand, with a substantial opportunity to build a leading and highly profitable position
Jay-Be receives manufacturing accolade Following a successful audit, Yorkshire bed
Durrans with the certificate of accreditation
manufacturer Jay-Be has been awarded the
at the company’s manufacturing facility in
Manufacturing Guild Mark by The Furniture
Dewsbury in March. Ben says: “Jay-Be is the
Makers’ Company.
latest company to successfully demonstrate
esaercnI Jay-Be is a family-run bed manufacturer selaS
weN dliuB spihsnoitaleR
weN sremotsuC
its prowess across the eight assessment
that is best known for its folding beds, sofa
criteria used to determine whether a
beds and children’s mattresses, which are
company is deserving of a Manufacturing
foor eno reIncrease dnu sreliater eGuild raweMark. moHCongratulations & erutinruF tohsthe irI whole 007 revO team at Jay-Be, who should be incredibly Manufacturing Guild Mark chairman !stcudorppleased ruoy with eestheir ot gachievement.” nitiaw Ben Burbidge presented Jay-B MD Roger Sales sold in more than 22 countries.
N Cust
?edart erutinruf hsirI eht ni stcepsorp wen dna sremotsuc wen htiw tcennoc ot deen uoy oD
in the sleep wellness space.” Homeware retailers Ov .9102 trecognised suguA ni wohs erawemofor H dna esustainable rutinruF hsirI eht ta gnitibihxe eb ot deen uound y neht lleW Bedmaker see your products! development
Bazaar joins BFM
yas ot evah srotibihxe ruo tahW
Harrison Spinks riehthas gnireceived saercni woanother hs eht fo esolc eht ta stluser eht htiw dethgiled era srotibihxe ruo ,raey no raeY
rs and prospects in the Irish Do you n Queen’s Award for Enterprise for British soft-fill new furnishings era ew ,wohs edart erutinruf hsirI ylno eht gnieB .sremotsuc tnerruc dna wen gniteem dna selas Sustainable Development, bringing the manufacturer Bazaar Group has joined rish Furniture and sho then ew nosaer ehT .swohs KHomeware U eht revo wohs ruo gnisoohc era edart hsirI eht ni sreliater taht gnidnfi Well the BFM. This year, the Cramlington-
total number won by the company to five.
based manufacturer launched its first
dowas oG .granted ees ot deawards en ew elfor poep eht dna edart eht fo %08 ees ew esuaceb si SHFI ta gnitibihxe ekil The bedmaker
in-store retail collection, Ayla, having
Innovation and International Trade in 2018,
already established itself as an online
and was one of six companies awarded the
furniture and furnishings sector. We
recyclable products and reducing CO2.
.erutinruF elytsefiL - snehpetS llessuR ”!dnuor lla eulav What our
th the results at the close of the Year on y prize for Sustainable Development in 2019. leader in soft seating. e l p o e p h t i w s s e n i s u b o d e l p o e P mers. Being Irish furnitur sales and The companyonly was granted the award Head of sales and marketing Philippe the iteakrnumber am detegofraecologically t ruo htiw gnola yhposolihp siht si tI .yadot ecrof gnivird ruo eb ot seunitnoc sihT in recognitiongnof Galland says: “The membership hoosing our show over the UK finding s th Three generations of the Spinks family friendly innovations. These .raey ninclude o raey enreod si ssenisub yt–ilaDaniel uq doo(buyer), g gnirusnSimon e rehte(MD) got eand lpoepPeter thgir eht tup taht demonstrates our commitment to 0% of the trade and the people like exhib w using waste from the production process, flying the flag for homegrown products !raey eht fo tneve erutinruf(chairman) tseggib sdnalerI ta yadot ecaps ruoy eruces dna yrruH replacing synthetic materials with natural, and our support for the British le Furniture. value all are keen to provide retailers with the
102 TXE 44 882 6609 )0( 353+ YADOT KOOB
The company believes it is the only
twice. MD Simon Spinks says: “We’ve been
proud to challenge the market to make beds
People d It is this philosophy ou cont ei.wohsedart-shfi@gnilsia along 910with 2 tsuguA ht72 - ht42 This to win the Sustainable Development award that are difficult to recycle.” and industry requirements.” ei.wohsedart-shfi.www tneC wohS lanoitaN ehT that ye good quality business is ,erdone put t n i l b u D , s d r o w S nds biggest furniture event ofHurry th an assurance that we are delivering the
furnituremaker to hold three Queen’s
and mattresses in a different way, avoiding
highest standards with product quality
Awards, and the only specialist bedmaker
the need to use chemical products like foams
(0) FN362_Pages.indd 14
9066
288 BOO 4 26/04/2019 12:30
IFHSMa
APPLY TO EXHIBIT AT IFHS 2019 9 APPLY TO EXHIBIT ATAT IFHS 2019 APPLY TO IFHS 2019 APPLY TOEXHIBIT EXHIBIT AT IFHS 2019
ARE YOU SUPPLYING ARE YOU SUPPLYING ARE YOU SUPPLYING SUPPLYING ARE YOU SUPPLYING FURNITURE TO THE FURNITURE TO THE FURNITURE TOTHE THE RE TO THE FURNITURE TO IRISHMARKET? MARKET? IRISH IRISH MARKET? MARKET? IRISH MARKET? If you are serious about supplying into
IfIf you are about supplying into you areserious serious supplying the Irish market about then you should into be about supplying If you are serious into about supplying into the Irish market then you should be the Irish market shouldand be exhibiting at thethen Irishyou Furniture exhibiting at then the Irish Furniture and t then you should the Irish market be you should be exhibiting at the Irish Furniture Homewares Show 2019. and Homewares 2019. and he Irish Furniture exhibiting and at the IrishShow Furniture
ares
Show
2019.
Homewares Show 2019.
Homewares Show 2019.
New Build New New Increase New Build Increase Customers Relationships Sales Customers Relationships Sales New Build New Increase Customers Relationships Sales Over 700 Irish Furniture & HomewareIncrease retailers under one roof New Over Build New 700 Irish Furniture & Homeware retailers under one roof waiting to see your products! Customers Relationships Sales Over 700 Irish Furniture & Homeware retailers under one roof
waiting to see your products! waiting to see your products! Do you need to connect with new customers and new prospects in the Irish furniture trade?
DoWell you then need to one connect with new new prospects in theshow Irishone furniture trade? nder Over 700 Irish Furniture &customers Homeware retailers under roof you need to be exhibiting at roof the Irishand Furniture and Homeware in August 2019. Well then youtoneed to bewith exhibiting at the Irishand Furniture and Homeware showfurniture in August 2019. Do you need connect new new prospects in the Irish trade? waiting tocustomers see your products!
What exhibitors have to say Well thenour you need to be exhibiting at the Irish Furniture and Homeware show in August 2019. What our exhibitors have to say Year on year, our exhibitors are delighted with the results at the close of the show increasing their Irish Do you need to furniture connect with new customers and trade? new prospects in close the Irish furniture trade? their Year on our exhibitors delighted with the results theIrish of the show sales and meeting new and current customers. Being theat only furniture trade increasing show, we are What ouryear, exhibitors have toare say Well show thensales you need to in be exhibiting August at the Irish 2019. and Homeware show in trade August 2019. finding that retailers inand theare Irish trade areFurniture choosing our show over thefurniture UKthe shows. The reason we and meeting new current customers. Being the Irish show, we are Year on year, our exhibitors delighted with the results atonly the close of show increasing their likeand exhibiting at new IFHS is because we see ofBeing theour trade and the people need to see. Good finding that retailers in the Irish trade are 80% choosing show over the UKwe shows. The reason sales meeting and current customers. the only Irish furniture trade show, we we are value all round!” Russell Stephens - Lifestyle Furniture. What ourlike exhibitors have to say exhibiting at IFHS is because we see 80% of the trade and the people we need to see. Good finding that retailers in the Irish trade are choosing our show over the UK shows. The reason we he Year on year, show our areincreasing with results the close of people the show their value allexhibitors round!” Russell Stephenswe - Lifestyle Furniture. like exhibiting at IFHS isdelighted because seethe 80% of theattrade andtheir the weincreasing need to see. Good
r
People do business with people iture sales andvalue meeting new and current customers. show Being the , only we Irish furniture are trade show, we are alltrade round!” Russell Stephens - Lifestyle Furniture. This continues to be our driving force today. It is this philosophy along with our targeted marketing People do business withThe people K finding shows. that retailers in the Irish trade are choosing reason our show over the UKwe shows. The reason we that put the right people together ensuring good quality business is done year on year. This continues tobecause be with our driving force today. It is trade this philosophy along with targeted marketing le like exhibiting we at IFHS need is we see to 80% ofsee. the and the Good people weour need to see. Good People business people Hurrydo and secure your space today at Irelands biggest furniture event of the year! that put the right people together ensuring good quality business is done year on year. value all round!” Russell - Lifestyle Furniture. This continues to Stephens be our driving force today. It is this philosophy along with our targeted marketing
Hurry and your space todayensuring at Irelands biggest furniture event of the year! that put thesecure right people together good quality business is done year on year. Hurry and secure your space today at Irelands biggest furniture event of the year! People do business with people
BOOK TODAY +353 (0) 9066 288 44 EXT 201
BOOK TODAY +353 (0) 9066 288 44 EXT 201 BOOK TODAY +353 (0) 9066 288 44 EXT 201
h This our continues totargeted ourAugust driving2019 force today. It is this marketing philosophy along with our targeted marketing 24th -be 27th aisling@ifhs-tradeshow.ie National Show Centre, www.ifhs-tradeshow.ie e that year put the The right people on together year ensuring good . quality business is done year on year. 24th 27th August 2019 aisling@ifhs-tradeshow.ie Swords, Dublin fHurry the and secure year! your space today at Irelands biggest furniture event of the year! The National Show Centre, www.ifhs-tradeshow.ie 24th - 27th August 2019 aisling@ifhs-tradeshow.ie Swords, Dublin The National Show Centre, www.ifhs-tradeshow.ie IFHSMay19.indd 1 15 23/04/2019 FN362_Pages.indd 26/04/2019 Swords, Dublin
BOOK TODAY 44 EXT +353 (0) 9066 201 288 44 EXT 201
10:42 12:30
ESSENTIALS I GAO
KETTLE INTERIORS I TT
KETTLE INTERIORS I NT
FN362_Pages.indd 16 Double Page Spread.indd 1
26/04/2019 12:30
KETTLE INTERIORS I CO
KETTLE INTERIORS I MN
ESSENTIALS I RAO
KETTLE INTERIORS I NTP
Dining delights for all budgets
Our great value bedroom furniture starts from just £29.99
Wholesale Any items from UK stock with free delivery from just £250
FN362_Pages.indd 17
Stockist Any items from UK stock with free delivery for a spend of £2,500
Order in the UK from Kettle Interiors 01536 444960 kettleinteriorsagencies.com Order in Ireland from Decor Furniture 028 3844 6000 decorfurintureltd.com
Container Any items with no deposit and delivery from just six weeks
Container prices displayed
With Kettle Interiors, you can benefit from dining furniture in a range of styles and with prices to please all pockets. Whether the great-value oak of GAO from our ‘Essentials by Kettle Interiors’ brand, or the Scandinavian style of the super-stylish NT collection, customers are sure to find their dining delight.
26/04/2019 16/04/2019 12:30 09:51
18 | Interview
This month, the homewares website in the spotlight is www.roomtogrow.co.uk – Furniture News explores the practices and philosophies behind the enterprise ...
Clickthrough > Room to Grow Anne Davies, owner and director Summary: Room to Grow is a leading
“Ultimately, we’re looking to expand our channels and brand presence to create an omnichannel selling strategy”
online children’s retailer, which was bought by Anne in 2012 SKUs: Over 1000 SKUs of children’s beds, furniture and accessories Visitors: The site has enjoyed growth of +540% since Anne took over the company
Why visit your website? Room to Grow was one of the first online furniture retailers to put children first. We created an offering that was all about what children need for a brilliant night’s sleep, and we’re experts in that field. Many other online retailers include children’s products as a subsection of their main offering, but we’ve stayed true to our heritage, and we believe this expertise and passion for children’s sleep is the biggest reason for
within the business and I get involved in all
sets, but selecting individual pieces and
parents to visit our site when they are
areas, so no two days are the same, really.
accessories instead.
looking to update their children’s space in
Some days I’ll be spending time with the
the home.
customer services team, working on how
How much do you invest in making your
we can maintain and improve our customer
site more visible?
How did you enter this industry?
experience, others I’ll be analysing results
We have a month-on-month strategy to
I’d always dreamed of running my own
and working with our digital agency and
help drive traffic to the website, but we’ve
business, and, 15 years into my sales and
in-house marketing teams to ensure the
also recently invested in a brand-new
marketing career, I was actually the online
business continues to grow, or I could be
website as well, to help with visibility,
marketing manager at Room to Grow when
working on ongoing product development.
amongst other things.
the business was put up for sale. I really saw
It’s very varied but always incredibly busy
the potential the business had with a new
and fulfilling.
Quite rightly, savvy shoppers who use the internet regularly are expecting faster, more informative, more responsive websites that
website and a product overhaul, so I decided to take the plunge, borrow the investment
What part of your job would you prefer to
are easy to use across several platforms,
needed, and buy the business.
avoid?
and will quickly buy from somewhere else
I prefer to leave the technical aspects of the
if the user experience isn’t slick enough.
business is going from strength to strength
website to our team of developers! I don’t
We’re committed to making the changes
and I have no regrets about the decision I
pretend to understand everything they do –
that are necessary to help ensure the site
made.
I leave it to the experts.
remains in a prime position to support
Who is your ecommerce hero?
What has been your greatest challenge to
One of my all-time retail heroes is The
date?
White Company. It’s more an omnichannel
I think the current climate is probably the
to launch our new email marketing
example, but its offering translates
most challenging situation we’ve seen
programme. Room to Grow’s Sleep Club
brilliantly online. It is a fantastic brand with
ourselves in since I took the business over.
aims to deepen relationships with our
great presence and stays true to its values
It’s been said a thousand times, but the
already loyal customers through meaningful
with everything that it does. It’s not only a
economic uncertainty is causing all kinds of
dialogue and content which keeps them
great ecommerce experience, but a valuable
impacts in both the supply chain, and our
engaging with the brand.
in-store customer experience that drives
customer base as well. Many of our products
loyalty as well.
come from Europe so we’re waiting to see
What’s your take on how the relationship
the impact there, and consumer confidence
between online and physical retail might
Describe a typical working day
has taken a knock as well. We’re seeing
develop?
Where do I start?! I am very hands-on
customers hold off from buying full room
It’s becoming ever more important to
It’s been a steep learning curve, but the
customers through their purchase journey
FN362_Pages.indd 18
and ultimately, drive sales. We’ve also taken this opportunity
26/04/2019 12:30
Interview | 19
support your website with a physical store to allow customers to touch and feel and engage fully with the brand. It’s all about creating a memorable experience for the customer, and it is certainly an area that we are looking into for the future. Do you have any plans to grow your business? The launch of the new site now allows us to focus on other priorities to support it, drive traffic to it and ultimately, grow the business. Without going into too much detail, our priorities include: investing even more time in customer engagement and improving UX; and expanding our product range, with a focus on our exclusive Jubilee collection and the production of more exclusive ranges as well. We’re also growing our social channels. This is the next big step in supporting the new site. We’ll be creating a content strategy which helps to drive traffic to the site whilst engaging customers as well, and encouraging them to keep coming back as
What advice would you offer an aspiring
that you are all working towards the same
their family grows.
e-tailer?
goal. You will always face challenges, and
Choose your partners very carefully! It is
as your business changes it is so important
channels and brand presence to create an
so important to build close partnerships
to adapt quickly – having strong working
omnichannel selling strategy.
with your agencies and suppliers to ensure
partnerships will allow you to do this.
Ultimately, we’re looking to expand our
M&P Chairs Limited WWW.MANDPCHAIRS.CO.UK
110 - Slat Side (& High Back) Chair
111 - Spindle Side (& High Back) Chair
112 - Fiddle Side (& High Back) Chair
114 - Slat Low Carver
115 - Spindle Low Carver
116 - Fiddle Low Carver
QUALITY EUROPEAN HARDWOOD (BEECH AND OAK) CHAIRS THIS IS JUST A SMALL SELECTION OF OUR RANGE - PLEASE CONTACT US FOR FURTHER DETAILS ON OUR FULL OFFERING ALL AVAILABLE FROM STOCK • FINISHING SERVICES AVAILABLE • LARGE OR SMALL QUANTITIES • DISCOUNT FOR COLLECTION EMAIL OR CALL US TO REQUEST A BROCHURE AND PRICE LIST Please visit our website to see our full ranges - WWW.MANDPCHAIRS.CO.UK All enquiries to: Mike Hodgson – mikehodgson@gmx.com • Call: or Paul Hodgson – paul.holroyd.hodgson@gmail.com • Call:
1/2 landscape.indd M&Ppage Chairs 340.indd 1 1
FN362_Pages.indd 19
07802 648383 07469 819520
17/04/2019 13/06/2017 11:25 10:20
26/04/2019 12:30
20 | Events
REVIEW
CIFF GUANGZHOU CELEBRATES BEST EDITION YET The 43rd edition of CIFF drew to a close on 31st March, with the fair’s organiser reporting the largest number of exhibitors, visitors and events to date – plus a marked improvement in product design and exhibitor satisfaction.
A
ttracting an impressive 4344 exhibitors (arrayed over 760,000m2 of exhibition
space) and 297,759 trade visitors, this year’s event proved a resounding success. Dozens of design events and seminars covering various aspects of the market outlined new trends, providing a wealth of inspiration for visitors. These were buoyed by the presence of over 60 well-known designers, the quality of buyers, booths and products present, and the show’s clear sector-by-sector layout. In short, the ongoing improvement to the services available to both visitors and exhibitors helped make this year’s exhibition better than ever. CIFF meets demand for both domestic and international products
Homedecor & Hometextile offered
edition confirmed the show’s place
solutions for interior decoration,
increasingly international event – both
as Asia’s leading business platform,
furnishings fabrics, decorative lighting
in terms of visitors and exhibitors, as
and the preferred industry launchpad
and art in the domestic environment.
well as trends and quality standards
for new products, stating that over
– CIFF takes place in two phases,
90% of the exhibitors introduced new
guangzhou focused on intelligent
covering the entire supply chain. The
collections, while over 50 companies
technology and new developments in
first is dedicated to home furniture,
organised on-site launch events.
furniture manufacturing.
home decor and textiles, plus outdoor
FN362_Pages.indd 20
According to CIFF’s organiser, this
in the home and office sectors. An
Design, customisation, minimalism,
Meanwhile, CIFM/interzum
Ahead of next year’s CIFF
and leisure furniture – while the
and understated luxury proved the
Guangzhou in March 2020, the 44th
second focuses on office and contract
main trends running through CIFF’s
edition of CIFF will take place in
furniture as well as machinery,
Home Furniture event, which featured
Hongqiao, Shanghai from 8-11th
materials and components for the
a good number of creative brands
September.
industry.
and international players, while CIFF
www.ciff.furniture
26/04/2019 12:30
Full pag
FN362_Pages.indd Full page USE.indd 21 1
26/04/2019 10/04/2019 12:30 13:05
22 | Events
REVIEW
MILAN ENJOYS SIGNIFICANT VISITOR UPTICK The 58th edition of Salone del Mobile.Milano, which closed on 14th April, saw growth in visitor numbers, attracting 386,236 trade professionals from 181 countries – an increase of +12% over the 2017 edition, which also featured Euroluce and Workplace3.0.
“W
e are closing this
enthusiasm, our ability to create a
Exhibition, Euroluce, Workplace3.0 and
edition of the
system and take things much further
S.Project, including the 550 designers
Salone del Mobile
than just business, offering a global
aged under 35 who took part in
with a very positive
experience, in which ideas are what
SaloneSatellite.
feeling,” says Salone del Mobile president, Claudio Luti.
“The Salone del Mobile is therefore
Emanuele Orsini, president of Italian trade association Federlegno Arredo
a unique event of its kind, with the
Eventi, says: “Investment, creativity
have demonstrated once again our
power to draw in professionals and the
and enthusiasm are the words that
desire to do even better, working
general public with what is now a trade
sum up an event that has seen the
closely with designers, artisans,
fair in the round, with deeply rooted
entrepreneurs take on the challenge of
and communication and cultural
ties to Milan and its institutions while
helping to make a success of an edition
professionals to keep on producing
also being a significant international
which, yet again, has demonstrated
product and process innovations and
presence.”
the importance of a sector that can pull
“We invested in quality and
‘narratives’ that serve to boost the value of design objects. “Consequently, we have seen sales
FN362_Pages.indd 22
counts.
In all, 2418 exhibitors – 34% of them from 43 countries other than Italy – were arrayed across the
together to tackle the challenges of international markets.” Next year’s edition will take place
rise, but in particular we have seen
Salone Internazionale del Mobile, the
from 21st to 26th April.
that everyone has taken note of our
International Furnishing Accessories
www.salonemilano.it/en
26/04/2019 12:30
Full pag
Register now at manchesterfurnitureshow.com FN362_Pages.indd Full page USE.indd 23 1
26/04/2019 03/04/2019 12:30 14:52
24 | Events
PREVIEW
IT’S NEARLY BED TIME! In just a few months’ time, the UK’s biggest bed sector exhibition will return – and it’s a milestone anniversary for the Bed Show in 2019, as the event hits its 10th year. It goes without saying that the show’s organiser is looking forward to making it one to remember …
R
it’s a benefit for NBF members. The
Federation (NBF), the Bed
decision to limit the show to NBF
Show returns to the Telford
membership means we can be certain
at Harrison Spinks, adds: “The Bed
International Centre from 17-18th
that visitors come in the knowledge
Show at Telford is the premier trade
September, and promises to bring
that the companies exhibiting are all
exhibition for our industry. It is the
together the best in British and Irish
part of a reputable trade association
number one opportunity to launch
bed manufacturing, their component
complying to a stringent Code of
new products and collections to the
suppliers and key bed retailers, all
Practice.”
market, as all key decisionmakers
under one roof.
Lined up for 2019 are brands such
Ruairi Giles, commercial director
are present. The show is very well
as Airsprung, Breasley, Duvalay,
attended by retailers, manufacturers
of the NBF, says: “To be celebrating
Gallery Direct, Harrison Spinks,
and suppliers, so it is also a great
our 10th year is unbelievable. Back in
Highgate, Highgrove Beds, Millbrook,
opportunity for meetings and to
2010, we felt there was a niche in the
Relyon, Sweet Dreams and Vispring.
catch up with industry colleagues.
trade show calendar for an event that
James Appleyard, sales director
We are looking forward to the 10th
was devoted to beds at a time of year
of Deluxe Beds, comments: “This is
anniversary celebrations this year.”
favoured by the trade. To be supported
simply the most important trade show
YoY by both exhibitors and visitors
of the year for Deluxe Beds, because
date in the diary as there are plans
shows we were right to launch such an
of the quality of retailers and buyers
to celebrate the 10th anniversary in
exhibition, and 2019 is already looking
that visit. While we never hold back
style – including the Gala Dinner and
like a fantastic show.
in launching new products throughout
Bed Industry Awards on the Tuesday
the year, we always look forward to
evening.
showcasing the majority of them at
www.bedshow.co.uk
Jessica Alexander, executive director
“It really is a one-of-a-kind event. It’s deliberately not big or fancy, and
FN362_Pages.indd 24
the NBF event.”
un by the National Bed
Visitors are encouraged to make a
26/04/2019 14:10
Full pag FN-pag
We are Beds See the latest products, collections and innovations in the bed industry at the UK’s biggest and best bed show.
www.bedshow.co.uk FN362_Pages.indd Full page USE.indd 25 1 FN-page-BedShow-2019-main-A1.indd 1
26/04/2019 15/04/2019 12:30 16:37 10:52
26 | Resources
Are you clear on what a cartel is? For many, the notion of a cartel may conjure up images of Columbian drug barons or underhand oil deals – not something you need to worry about when it comes to your own business practices and the law. Or is it? You may be surprised to hear that the reality and risk of cartels is actually a lot closer to home, explains the Karen Campbell White of the Competition and Markets Authority (CMA) …
Furnishing fair competition between businesses In 2017, after an investigation by the CMA triggered by a tip-off to its cartels hotline, two firms that make furniture parts – including drawers that go into beds sold by companies such as Silentnight – were fined £2.8m for being part of an illegal business cartel. Another company confessed its involvement, co-operated with the CMA, and, as a result, avoided a fine. A business cartel involves companies that agree to fix or co-ordinate their prices, rig bids for contracts, divide up who should have which client and where, and to exchange commercially sensitive information.
“Despite the dangers, research reveals that many businesses are still unclear about what cartels look like, and the risky business behaviours that could put them in danger of breaking the law”
meetings at all levels of their management across Europe to co-ordinate their illegal activity. Consequences of cartels The consequences speak for themselves. Based on the evidence, if a business breached competition law: it can be fined up to 10% of turnover; its directors can be disqualified from acting as a director or carrying out other specified business roles for up to 15 years; and, in criminal cases, individuals involved can face prison sentences and fines. Yet despite the dangers, research reveals that many businesses are still unclear about
The businesses in the furniture parts case broke the law by avoiding competition on
CMA’s decision on drawer fronts included
what cartels look like, and the risky business
price and sharing out which customers they
statements such as: “In the course of the
behaviours that could put them in danger of
would supply. This reduced customer choice.
meeting, we came to an understanding that
breaking the law: only 57% of those polled
The cartel created the illusion that they
if he agreed not to attack our customers, we
know that it is illegal to fix prices, and 41%
had competed against each other to give
would agree not to attack his”; and “It was
don’t know that attending a meeting where
customers the best deal, when in reality they
agreed therefore that I would provide him
rivals agree prices is illegal; over half (59%)
had colluded to keep prices up.
with our prices with a view to him quoting a
don’t know that agreeing to split up and
significantly higher price to Silentnight such
share customers with competitors is illegal;
that they wouldn’t get the business.”
and just under half (48%) don’t know that
As well as market sharing, they also admitted to co-ordinating prices, including
This case proves that cartels can happen
through bid rigging and exchanging
bid-rigging – where competing bidders
commercially sensitive information.
in your sector, and that the CMA will root
secretly agree who will win a contract and
Their bid-rigging behaviour included the
them out.
submit fake bids – is illegal.
And this isn’t the only example of anti-
exchange of sensitive pricing information to
It is in everyone’s interest to be clear
enable tactical bids. A search of one of the
competitive practice. In January 2014,
on where the legal line lies when it
businesses’ premises found a handwritten
the European Commission imposed fines
comes to meeting and talking shop with
note in a senior employee’s desk - it
totalling €114m on firms operating in the
competitors. One recent legal ruling has
detailed a rival’s costing system for drawer
UK, Austria, Belgium, Estonia, France,
shown that attending only one meeting
fronts.
Germany, Hungary, the Netherlands, Poland
where commercially sensitive information is
and Romania.
discussed can lead to fines.
There was a fine uplift for senior
Vita, Carpenter, Recticel and Eurofoam
employee involvement. Meetings took
Business life means we need to
place where rivals deliberately divided up
were major producers of flexible
collaborate to progress, and avoiding
the market - agreeing not to go after each
polyurethane foam used in mattresses,
competitors completely isn’t realistic –
other’s clients.
sofas and car seats. For five years, they
that’s why knowing the ground rules of
co-ordinated prices. To do this, they ran
competition is vital.
Witness evidence relied on in the
THE AUTHOR Karen Campbell White is the head of compliance, stakeholder and reporting for the Competition and Markets Authority. Interested parties can find out more about competition law and how to report anti-competitive activity by visiting the CMA website, where they will find short videos about cartels and how to report them, case studies, an online quiz, and a cartel checker that assesses whether provided information is enough to start an investigation, and if it should be reported. Anyone in any doubt about a competition issue or that thinks they may be at risk of breaking the law should seek independent legal advice. www.gov.uk/stopcartels
FN362_Pages.indd 26
26/04/2019 12:30
• ADVERTISING – Most advertising does not work, so if
Generate 25%, 50% even 100% • PRODUCTS – Be ruthless with your precious floor space. of Your Annual Sales If a product or collection is not pulling its weight after being given a fair “Our chance to2nd shine,Greenwood then clear it andSale replace it with a in Just 17 Days… better performing line.again Test and measure the selling potential was very good yours isn’t, stop wasting your money now and re-design your advertising campaigns using a benefits-orientated-style. Call Greenwood for effective copywriting know-how. 27
SEEK LUXURY.
NEW & IM PROVED Hamilton & bases with James a range of fantas tic NEW fabrics!
of all your products in a Greenwood Sale.
25% of annual sales - in the Willmidst your January 2017 sales be the chaos!… best month’s total of-this Brexit • SELLING SKILLS Get good at this selling. you’re going to see year? Most retailers
Your Event Manager a truetraining. The don’t bother … with a proper sales processwas or sales Wouldones yougentleman. like see sales of and two,money four, sixinor even eight Everything went asquality successful do! toInvest time sales times what is normally your best month? know-how. smoothly Call Greenwood to arrange an effective as it possibly could in such sales training course. a big sale. I would certainly book
As our clients know very well (and will tell you), the Greenwood again.”for a Greenwood above sales results are not exceptional COMPETITION –standard. Check your competition to find out what Sale. They areSkidmore, You enjoy such Brian M.D.could Skidmores Ltd, recordbreaking sales Avoid results all-out too – with high margin they are offering. price wars. Bemaintained. sure to out-do Weston-super-Mare
•
Hamilton & James: Splendour Range High Spring Count Hand Side-Stitched Mattresses Become a stockist of one of the NBF Show’s most successful launches! · · · · ·
Spring counts from 4500-12,500 Same week collection Next week UK delivery Natural wool, silk & cashmere fillings Available as Hamilton & James or unbranded
orders@deluxe-beds.co.uk or call 01484 427 373 www.deluxe-beds.co.uk Deluxe Beds, Beacon Street, Birkby, Huddersfield, HD2 2RS, UK
1/4 page vertical.indd 1
your competition on the most relevant beneficial USP’s YOUR SHARE includingTAKE choice, quality, value FAIR and service. Call Greenwood to mystery shop yourTHE competitors. OF MARKET…
DISCOVER Don’t just THE accept slowFORTUNE trade. • PROMOTION – Promote your business effectively. Stop waiting for business to walk in THAT LIES HIDDEN IN Every
through door. It Do something today, tousing a good retailer fromtheTesco towon’t. Harrod’s does. Consider bring in crowds of eager customers, who will gladlystock into ‘Greenwood’ sales promotion to increase sales, turn up to buy your goods – cash and win futurequeue market share, while protecting your profit even during Brexit! at the same time. Call Greenwood!
YOUR BRAND…
DON’T MISS OUT FIND OUT MORE ABOUT GREENWOOD SALES... Company, to help you realise the optimum potential Why not call me today on 01565 650101 for a free, Getno-obligation your sales going. Call Greenwood, confidential, business consultation? I can the UK and Ireland’s Leading Retail Promotion outline sales projections and costs Sales over the phone.
10/04/2019 10:57
of for your2017 next and big sales Limited bookings 2018event. are now being taken Take aon look at our website or call us now on 01625 521010, a first come firstfind served basis.Ring The us best launch dates Why not out more? today always go or, send an e mail enquiry, and we’ll on 01565 650101 to first. find outgladly more call you to without obligation.we can offer you, discuss the exciting possibilities To find out morewithout withoutobligation. obligation, or to book a sale, We can usually outline projections and
call now on 01565 650101, or send an e mail and I’ll costs over the telephone. gladly call you.
We are now booking events right across the UK and Ireland for BOOKING NOW FOR LATE 2019 the rest of 2013 on and a first intocome 2020 first served basis. Book your sales event early to guarantee exclusivity CALL BERNARD OR DONALD NOW – for your business. 01565 650101
fira.co.uk/compliance
GREENWOOD RETAIL LTD
GREENWOOD LTD Britain’s Leading Experts in RetailRETAIL Sales Promotion since 2002 LTD GREENWOOD RETAIL Britain’s Leading Experts in Retail Sales Promotion since 2002
www.greenwoodretail.com Britain’ssales@greenwoodretail.com Leading Experts in Retail Sales Promotion
sales@greenwoodretail.com
1/4 page vertical.indd 1 FN362_Pages.indd 27
www.greenwoodretail.com
1 Wilmslow House, Grove Way, Wilmslow, Cheshire, SK9 5AG 04/04/2019 11:05 GreenwoodRetailMay19.indd 1 11/04/2019 16:45 sales@greenwoodretail.com www.greenwoodretail.com 26/04/2019 12:30
28 | Resources
Uncertainty surrounds the timing of Brexit, but when it does happen, there will undoubtedly be an impact on UK businesses and the contracts that govern their commercial activities, writes legal advisor Lindsay Ellis, who urges businesses to consider how Brexit might affect their existing contracts as well as those likely to come into force after the UK exits the EU …
Reviewing Brexit’s effect on commercial contracts Brexit could negatively impact the supply
Change control
departing from the natural meaning of
chain of some businesses, and they should
Many contracts will contain a clause
the contract. Similarly, the fairness of a
consider the performance of obligations –
outlining a procedure if either party wishes
proposed implied term or the fact that the
and cost of performance – by subcontractors
to change it, which typically involves
parties would agree to it is insufficient
and suppliers. This is particularly important
discussions, with only necessary legal
grounds for implying it.
for those who will be responsible for any
or technical changes being able to be
increased costs (such as tariffs) or delays
compelled. Generally, there is no right to
of terms have regard to the background
due to border issues.
terminate if a change is not agreed.
knowledge reasonably available to the
Both interpretation and implication
parties at the time they entered the contract.
Other key areas to consider include term (and the ability to exit early), territory,
Termination
If they fail to include Brexit provisions, it
currency, tariffs, customs clearance (the
The contract may include scope for
might be considered they have accepted any
consequence of any delays), resources,
termination, by either party. This may be
additional costs and risks should lie where
licensing/consents and tax. Failure to review
in connection with circumstances arising
they fall.
and plan for these could result in increased
from Brexit-related events or a failure to
costs and/or damage to a business’
agree a change. If a contract’s termination
Brexit clause
performance.
clause gives a party a right to terminate
Inserting a Brexit clause into contracts will
on relatively short notice, the prospect of
trigger some change in the parties’ rights
Force majeure
termination can always be raised as a means
and obligations when a defined event occurs
A contract typically contains force majeure
of encouraging negotiation.
– this ‘if/then’ clause attempts to govern the outcome of a change.
clauses. Depending on the drafting, these
Brexit could affect almost every aspect of
can relieve a party from liability for a breach
Common law and frustration
resulting from ‘circumstances beyond its
Frustration arises where an event, like a
doing business and the best a Brexit clause
reasonable control’. However, if Brexit was
change in the law, occurs after the date of
may offer is a binding requirement for the
likely when the contract was agreed, it could
the contract, radically transforming the
parties to try and renegotiate the contract.
be argued the parties should have planned
obligations of either party or making it
for its effects.
physically or commercially impossible to
specify the consequences of certain events,
fulfil the contract.
but with Brexit, there is the risk that events
Without a specific reference to Brexit,
For other contracts, it may be possible to
occur that have not been first considered.
a force majeure clause is unlikely to help
However, a contract is not frustrated
of itself – but, depending how the clause
due to inconvenience, hardship, financial
was drafted, it might address delays in the
loss or when the event should have been
Making the necessary changes
delivery of goods due to cross-border issues.
foreseen by the parties. As such, it is
It is clear from recent events that the
generally accepted that frustration will
only current certainty with Brexit is more
Compliance with law clauses
not help with Brexit, although it might
uncertainty. Whatever comes next, Brexit
Many contracts state that parties must
apply if certain changes in law were to be
will bring change, and now is the perfect
comply with applicable law. In any event, it
made subsequently, which would make it
time to formulate solutions that ensure the
will be a matter of interpretation whether
impossible to fulfil a contract.
future prosperity of your business.
the costs associated with Brexit-related
Interpretation and implied terms
contracts could be negatively impacted,
changes in law.
The courts are unlikely to interpret a
and without taking the necessary steps, you
contract or imply a term to assist a party
are potentially inviting risk. So, seek advice
what will happen if the law changes,
adversely affected by Brexit, and will not
from experienced contract lawyers, and
often specifying that charges can only be
relieve a party from the consequences of
begin planning for life after Brexit – sooner
increased in limited circumstances.
their poor business practices, if that involves
rather than later.
Remember, existing obligations within
such a clause could oblige a party to absorb
Long-term contracts typically address
THE AUTHOR Lindsay Ellis is a partner at Wright Hassall, a solicitors based in Warwickshire. Lindsay advises on a range of matters including outsourcings, procurements and commercial contracts, and has experience handling complex arrangements in sectors including, technology, transport and logistics, public, automotive, engineering and retail. www.wrighthassall.co.uk
FN362_Pages.indd 28
26/04/2019 12:30
29
Importer Wholesaler Nationwide Deliver Beech Chairs come RAW and FINISHED
Slat Chair £32.99
High Slat Chair £34.99
Cheape in the Ust For Qua K li Chairs! ty
Carver Slat Chair
Spindle Chair
Carver Spindle Chair
Fiddle Chair
Carver Fiddle Chair
High Spindle Chair
High Fiddle Chair
Low Stool
High Stool
Spindleback Chair
£39.99
£34.99
£32.99
£34.99
£39.99
£27.99
£32.99
£29.99
£39.99
£34.99
Chairs Come in a Variety of Colours! www.
Regent CHAIRS.co.uk
www.regentchairs.co.uk 1/2 page landscape.indd 1
Please call for any enquiry
07946 757420 open 7 days 8am – 9pm
SOME PEOPLE LOOK FOR A BEAUTIFUL PLACE …
23/04/2019 14:29
… OTHERS MAKE A PLACE BEAUTIFUL Tel: (0044) 3885 1509 Email: sales@derrys.com www.derrys.com 85 Teaguy Road, Annaghmore, Co. Armagh BT62 1LX DerrysMay19.indd 1
FN362_Pages.indd 29
08/04/2019 09:30
26/04/2019 12:30
30 | Profile
Tiverton
Nathan invests in support for stockists Leading cabinetmaker Nathan Furniture is increasing its marketing support for stockists with new lifestyle photography to help promote its ranges digitally and in print, so consumers can more easily visualise the products in real home settings, plus a raft of eye-catching PoS …
The investment represents the company’s
Palma bedroom. “We’re very excited by our
of the wood. Constructed from hardwood
ongoing commitment to retailers, and
new ranges,” Ross continues. “We know the
frames, all of the pieces have been hand-
is part of a wide-reaching brand refresh
painted market is growing in popularity,
brush painted with a tone-two finish and
which has seen the company reposition
and our new collection Tiverton is designed
delicately hand-rubbed to create a stylish,
every collection under the Nathan moniker,
specifically for that modern country cottage
distressed effect.
alongside the release of new ranges to suit
feel.
different audiences and greater flexibility at
“People are looking for pieces which
Palma bedroom is a modern-looking collection, but with Nathan’s trademark
have a uniqueness, and painted pieces
use of quality teak. The minimalist styling
– particularly those with hand-finished
is designed to complement its practical
manager, says: “The market has changed
detailing where they can see individual
functionality.
considerably over the past few years and we
brush-strokes – are very appealing. It’s also
know we need to keep adapting to provide
important to offer a choice of colours, so
furniture for over 100 years, and our
our stockists with the tools they need.
consumers feel they can buy something that
commitment to using the best materials
We understand the need to have relevant
suits their individual interior style.
hasn’t changed in that time – if anything,
its factory in Indonesia. Ross Charlton, Nathan’s marketing
material for all forms of media, especially
“Today’s marketing is very much about
“Nathan has been providing quality
the workmanship now is of higher quality,” says Ross.
surrounding digital where imagery is the key
helping consumers visualise how products
to driving engagement through platforms
can work in a lifestyle setting – so the
like Instagram and Pinterest.
new imagery helps give an idea of how the
all manufacturing to the modern, state-of-
“We’ve reduced lead times due to moving
furniture could work in their own homes.
the-art factory, and we’re delighted that we
can’t be underestimated. We’re acutely
It’s the same way that most furniture
now have more freedom to introduce new
aware that marketing teams need the right
retailers use lifestyle displays to give
ranges with greater flexibility for finishes
pictures to help them promote products,
furniture context, rather than just having a
and details.
so we’re keen to make things as easy as
bunch of products side-by-side.”
“The impact of good quality imagery
possible for them.”
Tiverton has unique features such as
“All of this enables us to create more choice for our stockist partners, and now
The imagery includes fresh lifestyle
eye-catching parquet-style tops in oak.
we’re providing the added benefit of great
pictures of Nathan’s most popular ranges
The textured look is created using a soft
imagery and more marketing support
including Shades in oak and Classic in teak,
white paint inside the grain, against a
materials.”
as well as new ranges Tiverton dining and
darker finish, to draw out the character
www.nathanfurniture.co.uk
FN362_Pages.indd 30
26/04/2019 12:30
Full pag
All Celebrity ZipSPEED ranges have been reengineered to include Mammoth Medical Grade™ Foam Seating Technology as standard. *Fabric models only. Includes fixed chairs and settees
Tel: +44(0) 1623 440626
FN362_Pages.indd Full page USE.indd 31 1
www.celebrity-furniture.co.uk
info@celebrity-furniture.co.uk
26/04/2019 04/04/2019 12:30 08:36
CFMMay19_DPS.indd FN362_Pages.indd 32 1
26/04/2019 12:30
FN362_Pages.indd 33
04/04/2019 26/04/2019 09:43 12:30
ECO-CONSCIOUS
34
The latest consumer study from the Sustainable Furniture Council (SFC) found that over 90% of US home furnishings purchasers will choose eco-friendly home furnishings if they like the style of the products and the price is within their budget – yet lack awareness of homewares’ eco-friendly credentials, writes Susan Inglis …
Sustainable concerns and the US consumer Our latest study presents both challenges and opportunities for home furnishings manufacturers, suppliers, retailers and interior designers – and cause for great optimism. Nearly all respondents (98%)
“Virtually everyone is concerned about environmental issues”
Furthermore, compared to past SFC consumer research studies, a greater
products, ‘Environmentally Safe’ was most often ranked #1 (30%) and fell into the top three for 73% of respondents. ‘Sustainable’ (25% ranked #1 and 60% top three) and ‘Eco Friendly’ (23% ranked #1 and 73% top
indicated they are concerned about environmental issues.
the description of environmentally friendly
that is certified as legal and responsibly
three) round out the top mentions. When
harvested, and home furnishings which are
respondents hear a product described as
certified to be environmentally safe.
their most-preferred term, more than three quarters (77%) have a positive reaction.
number of respondents are concerned
On average, respondents expect their
about the environment and are taking
furniture purchases to last at least eight
environmentally responsible action because
years, while [voluntary Government
purchases is conducted primarily online
they acknowledge that climate disasters are
programme] Energy Star (73%), recycled
(98%) at physical stores (78%) and through
touching them personally.
content (64%), and reclaimed wood (63%),
search engines (67%).
The ninth instalment of our research,
are the most familiar home furnishings
Information gathering for furniture
Respondents were interested/very
which we conduct to assess consumer
eco-attributes. For those buying home
interested in: purchasing environmentally
awareness, interest in and behaviour
textiles, 78% indicated that a Fairtrade label
safe home furnishings if style and cost
regarding sustainable furnishings, shows
resonates.
considerations were comparable (92%);
that virtually everyone is concerned about
An overwhelming 97% of those surveyed
buying wooden furniture certified as legal
environmental issues, including natural
expressed concern about hazardous indoor
wood coming from responsibly managed
disasters, indoor air quality, and global
air quality – one-third said they are directly
forests (92%); purchasing textiles for
warming. Practising eco-friendly habits
a�ected, while half described themselves as
their home that are certified by a third
has become near-universal, and 89%
not directly a�ected, but believe everyone
party to be made from safe (95%), quality
have purchased environmentally safe
should be concerned. On the subject of
materials (97%), and produced at a verified
products.For those who have not purchased
global warming, 87% expressed concern.
environmentally friendly facility that is safe
environmentally safe furnishings, a lack of
Practising environmentally friendly
and socially responsible (87%); and working
awareness (39%) and cost (28%) were the
habits has become nearly universal. More
with an environmentally safe interior
primary obstacles cited.
than eight in 10 consumers recycle and
designer (69%) if style and cost were
replace light bulbs with energy-e�cient
comparable.
Most respondents (77%) have a positive
The chemicals and materials used in
reaction when they hear a product claiming
options, and 67% have made food/drink-
to be good for the environment, and more
related changes including reducing their
the furnishings manufacturing process are
than two thirds of them (68%) spent
consumption of bottled water and/or
important/very important in the purchase
$1000 or more on household furnishings in
regularly buying organic food.
decision process for at least nine in 10
the past year, – indeed, 40% expect that
More than three quarters (78%) are going
respondents, while other important/very
green when shopping, with 71% opting for
important eco-attributes include labour
reusable shopping bags and 46% purchasing
practices (eight in 10), traceability of the
respondents look for when purchasing
green products. Seven in ten are helping
manufacturing process (three quarters), and
furniture are quality (99%), style (99%)
by setting thermostats lower in the winter
the company’s eco-story (seven in 10).
and a fair price (98%). Eco-attributes rank
and higher in the summer, and more than
alongside considerations such as brand and
half of the respondents are environmentally
7-12th November 2018 across a sample of
immediate availability.
friendly drivers, with 46% cutting back on
300 female and 200 male homeowners aged
driving and 15% opting for a hybrid or high
30-60 with household incomes of more than
MPG vehicle.
$50,000 who had spent $500 or more on
amount to increase this year. The top three most important attributes
Respondents are willing to pay up to 5-10% more for furnishings they consider eco-friendly, including wooden furniture
When asked about the term that best fits
The survey was conducted between
home furnishings in the previous 12 months.
Susan Inglis is the executive director of the Sustainable Furnishings Council (SFC), a US association dedicated to promoting healthy environments inside and out by providing comprehensive information on environmental, safety and health issues in the home furnishings industry and championing initiatives that improve products and processes. The SFC is one of Furniture News’ media partners. www.sustainablefurnishings.org
FN362_Pages.indd 34
26/04/2019 14:15
Full pag
FN362_Pages.indd Full page USE.indd 35 1
26/04/2019 25/02/2019 12:30 10:59
36 | Eco-conscious
Hypnos recently partnered with Wools of New Zealand, which works with selected farms to deliver higher standards and greater efficiencies in wool production
The 5th June is World Environment Day – a timely reminder for businesses to take stock of their green credentials. For retailers, increased consumer scrutiny is often focused on whether a brand they promote has effective sustainability and corporate social responsibility policies in place – so the most effective strategies succeed in embedding sustainable innovation throughout a business’ culture and processes …
Putting responsibility at the heart of business With rising environmental and ethical
Green manufacturing
sustainable fibres, designing out waste and
awareness across society, companies in the
Over the last 10 years, Hypnos has
ensuring ease of disassembly, with a close
furniture trade are under increased pressure
undergone a comprehensive sustainability
eye on recycling and the circular economy
to become more responsible. The problem is
journey, and its first milestone was
– a natural, ethical and synthetic-free
that, for many businesses, green and social
becoming the world’s first carbon-neutral
approach,” notes Chris.
responsibility initiatives can often be used
bedmaker. In fact, Hypnos is the only bed
to tick a box rather than deliver genuine
manufacturer to have held this prestigious
such as eOlus, which is made from recycled
change.
title for eight years, having offset a total of
plastic bottles. Despite only limited use,
6820 tonnes of CO2, including 736 tonnes in
through this innovative fibre alone Hypnos
2017/18 alone.
has re-used the equivalent of 165 million
“Purchasing decisions are increasingly being influenced by how a company responds to these trends,” explains Chris
Hypnos is also an industry pioneer when
“For example, Hypnos utilises materials
plastic bottles in the last 10 years, which
Ward, group marketing director at Hypnos.
it comes to the problem of mattress disposal
would have otherwise gone to landfill sites
“For ethical business practices to be truly
and recycling - with some seven million still
or into the world’s oceans.”
effective, a long-term strategy needs to be
going to landfill each year. To combat this
put in place to ingrain these values at the
issue, Hypnos was the first to offer a take-
initiatives to become a success, the
core of everything a company does.”
back service to retailers and hoteliers, with
mentality has to be consistent across
all beds designed to be 100% recyclable at
the business, and all employees have to
the end of their life.
understand this journey and work together
Hypnos is proud to be putting sustainability and CSR at the centre of everything it does.
What is more, the company has put in
For waste reduction and recycling
to save energy and minimise all forms of
place processes to ensure that none of its
waste within the office environment. This
the use of renewable natural resources and
factory’s manufacturing waste goes to
also includes operating Hypnos’ contract
carbon offsetting programmes to supporting
landfill.
site on a biomass heating system, as well as
Its sustainability strategy extends from
worthy charities and local schools, and
“All of the company’s product
creating apprenticeships to nurture future
development is committed to sustainable
talent.
designs, identifying new alternative
FN362_Pages.indd 36
purchasing 100% renewable electricity for its Princes Risborough site. In addition, Hypnos recently announced
26/04/2019 14:11
Eco-conscious | 37
the appointment of Richard Naylor in its newly created sustainable development director role. The job has been specially
Hypnos donates trees to local schools to encourage children to learn about sustainability
developed to meet Hypnos’ ambitious ongoing commitment to put sustainability at the centre of the company’s product development and innovation strategy. Natural and traceable materials “Today’s discerning customers are looking for more than superior quality,” says Chris. “Increasingly, they are demanding authentic products with natural, sustainable and safe properties. To meet this demand, Hypnos uses some of the best materials sourced from around the world, and focuses on recyclable materials that are free of harmful and allergy-related chemicals such as foams.” Hypnos’ primary renewable natural filling is wool, while other fibres include horsetail hair, camel wool, alpaca wool and bamboo. All these natural fibres are 100%
“A holistic sustainability and CSR strategy is now a must-have for businesses operating in the furniture trade”
biodegradable and recyclable at the end of Programme for the Endorsement of Forest
their life. “Traditionally, in the bed industry there’s been no consistent or promoted source of
Certification (PEFC).” Hypnos has gone the extra mile, with its
Hypnos has also partnered with the charity, Magic Breakfast, which provides healthy breakfasts for children in
origin, and no traceability,” continues Chris.
UK factories also achieving FSC and PEFC
disadvantaged areas of the UK so they are
“However, Hypnos is looking to change this
multi-site Chain of Custody certification,
more prepared for the day ahead, and ready
by fostering a transparent supply chain. Our
guaranteeing full traceability.
to learn. Since 2017 Hypnos has raised £60,000, helping to fund over 200,000
partnership with Wools of New Zealand, for
breakfasts.
example, is an initiative whereby we source
Community and charity engagement
wool from selected farms and wool growers
Any effective sustainability strategy will
who are audited and checked for their land
also include a commitment to care for local
issues, retailers are becoming more
and animal management.
communities, says Chris: “Through our
discerning about the businesses they deal
national and local charitable support, we
with. “Whereas in the past suppliers didn’t
footprint (-28%) than that of the UK thanks
aim to educate and improve opportunities
need to be so transparent about the way in
to better fleece yields and efficient farming
for children with programmes that can
which their products are manufactured and
in terms of energy use and final efficient sea
create substantial change.”
how a business operates, today consumers
“This wool also has a lower carbon
Hypnos works with local schools on
transport delivery.
With increased awareness of sustainability
have much higher standards,” concludes
“What’s more, the timber within our
initiatives such as donating trees to school
Chris. “That is why a holistic sustainability
divan bases is from managed forests and
sites to help the environment and allow the
and CSR strategy is now a must-have for
sustainable sources that comply with the
children to learn about sustainability.
Forest Stewardship Council (FSC) and The
The business also works with youngsters
businesses operating in the furniture trade.”
www.hypnosbeds.com/uk
on a wide range of education programmes, Hypnos beds are hand crafted to a high standards
seeking to help improve their skills and employability. It has an active
Hypnos Maple Natural Superb mattress
apprenticeship scheme in place, and has committed to filling 40% of its projected 150 jobs over the next five years (2017-2022) through this process. In addition, Hypnos makes ongoing efforts to donate beds to worthy causes, including a donation of over 100 beds to children’s charities over the past couple of years. Great Ormond Street Hospital in London, Ronald MacDonald House Charity within John Radcliffe Hospital, Leicester Children’s Holiday Centre in Mablethorpe and Treloar’s School in Alton are just some of the causes which have benefited from this.
FN362_Pages.indd 37
26/04/2019 12:30
38 | Eco-conscious
As a leading UK vacuum-packed mattress
times less impact on the environment from
manufacturer with its history rooted in foam
a delivery perspective than a conventional,
conversion, Breasley (01629 823680,
unrolled mattress.
www.breasley.co.uk) is aware of the task
“We take our responsibility as a
that lies ahead as it strives to become
manufacturer very seriously and always seek
greener. However, this has not stopped the
to use the highest level of environmentally
business in its endeavours.
friendly raw materials that we can. We know
Under the guidance of joint MDs Darren
there is more we can do, and therefore we
and Michael Crowshaw, Breasley’s products
have committed to introducing a green
are designed to be easily broken down
policy into our business by 2020.”
into their core components, and all the components used are recyclable. All its boxed mattress products are made from FSC-certified cardboard that is fully recyclable, and the company recycles up to 12000kg of paper, plastics and cardboard each month, ensuring that none goes to landfill. All waste foam is also sent away for recycling and re-use in other industries. In addition to its recycling initiatives, Breasley has also, for the last five years, been donating mattresses to British Heart Foundation stores across the Midlands. Darren comments: “Breasley recognises that today’s consumers not only want comfortable mattresses, but also sustainable products that have been produced in an environmentally friendly way. We also vacuum-pack our products, which has three
Hartman (info@hartmanuk.com,
knowledge – and the resin employed is
www.hartmanindoor.co.uk) strives to unite
100% recyclable, making Julia an ecological
comfort, design and quality in every product
choice.
dining to office and garden. Julia’s design presents contemporary styling, while its materials are colourfast and dirt resistant, making it easy to clean.
it makes, and its award-winning Julia chair
Its ergonomic design adapts to all
is a good example of the company’s mantra.
body shapes to offer balanced pressure
With an array of on-trend colours from
distribution. A stable lumbar support keeps
which to choose, the Julia chair promises
Holland, the Julia chair is crafted by
the back in a natural position, making the
bring comfort, design and quality to any
craftsmen with over 50 years of resin
chair suitable for a range of uses, from
modern home.
Made in Hartman’s factory in Enschede,
FN362_Pages.indd 38
26/04/2019 14:17
Full pag
Full page USE.indd 1 FN362_Pages.indd 39
17/04/2019 26/04/2019 08:37 12:30
40 | Eco-conscious
Given the huge importance of forestry and its direct impact
An eco-friendly
on the environment, the team at Iain James Furniture
ethos has long
(www.iainjamesfurniture.co.uk) is naturally conscious of its
permeated Shire
environmental obligations and responsibilities
Beds’
As a company the Long Eaton-based manufacturer was one of
(www.shirebeds.
the founding members of Woodland Heritage, an institution with
co.uk) product
the long-term sustainment of woodlands and forestry within the
development
UK at the forefront of its interests.
process, and the
Furthermore, all timber purchases are made through reputable
Dewsbury-based
suppliers, which are certified as sourcing from legal and
manufacturer’s
sustainable managed forests, and complying under the EUTR
Heaven7 – part of
European trade regulations.
Shire’s range of rolled mattresses – is no exception. Created in Shire’s automated Roll & Rest division, Heaven7 consists of natural, biodegradable fillings, and boasts a biodegradable cover with a stylish finish. Available together with a collection of complementary bedsteads, Heaven7 promises to offer both comfort and peace of mind. “Following its excellent feedback at last year’s Bed Show, we’ve worked hard to develop and expand our rolled mattress offering,” says Shire’s marketing director, Fara Butt. “This latest addition represents our commitment to ongoing product development,
Iain James sources its solid and burr walnut from legal and sustainable foundations
and the supply of exceptional value products which deliver high comfort levels to increasingly discerning customers.”
Silentnight’s (www.silentnight.co.uk/
Eco Comfort Breathe 1200, which saw Silentnight highly commended by the judges of The Furniture Awards 2019
environment) commitment to sustainability is reflected in its Eco Comfort Collection of mattresses, which employs the company’s Eco Comfort Fibres, a filling made from recycled plastic bottles. With 150 bottles in each mattress, Silentnight has prevented more than 100 million plastic bottles from entering the sea or going into landfill. MD Steve Freeman says: “Programmes such as Blue Planet are showing us the true cost plastic waste has on the environment. Footage of marine life living amongst plastic waste is extremely hard-hitting and difficult to watch. “The world needs to change the way it deals with waste, and at Silentnight we are committed to doing our bit to lead the way, particularly with sustainability and recyclability. “Sustainability has been ingrained within the business for a long time, but we are constantly researching new recycling technologies and investing in more ways to
us are healthy, pollution-free and protected,
creatures that live beneath them,” says
re-use recyclable materials.”
while maintaining Britain’s coastlines.
Steve.
Silentnight has gone into partnership with
“As well as financial backing, our staff
“We have also developed a new
UK marine charity, the Marine Conservation
will be getting involved with the charity’s
programme to improve our fuel efficiency
Society (MCS), pledging financial support to
wider initiatives, such as beach cleans,
and route planning in a bid to reduce carbon
the society to help ensure the seas around
to protect our seas and the fascinating
emissions.”
FN362_Pages.indd 40
26/04/2019 12:30
Full pag
Full page USE.indd 41 1 FN362_Pages.indd
18/04/2019 12:30 15:55 26/04/2019
42 | Eco-conscious
It has been six years since the EU Timber Regulation (EUTR) came into effect, prohibiting the placing of illegally harvested timber in the European market.While presenting at a recent TREE (Timber Regulatory Enforcement Exchange) meeting, Mandy Carmody found herself asking if, so many years later, the industry is really doing enough …
Will we ever stop illegal timber imports? It seems to me, it’s not that hard to comply with the EUTR. Maybe that’s because I’ve been working with companies and manufacturers before the regulation came into effect, so have just got used to it – but, if you’re like me and are working with countries like China, Vietnam and Thailand, you’ll know that conducting due diligence isn’t always the easiest thing to do. Often it’s a transparency issue, and your
use of Indian timbers. The imports data for
“Whilst the value of the trade is going up, the regulations are not being taken up by importers of the product”
2014/15 shows a decrease from 2013, but it is now very much on the rise – is this due to cheaper labour costs, or just a shift in customer demand? After meeting the Office for Public Safety & Standards (OPSS) and the competent authority for Denmark, amongst others, it became obvious that there are still companies out there trading that have little or no knowledge of the regulation – so, for
supply chain just doesn’t want to share the information. They might try to stall the
China still the biggest exporter to the UK,
all we know, could be receiving illegally
process in the hope that you will give up and
and Poland and Vietnam in second and third
felled timber.
go away. Even when you put a timeframe on
place, respectively (see graph 2).
it, the deadline often sails past with little
For example, there has been a recent
Relative to total growth of the market,
increase of furniture being shipped from
or no conclusion. It’s frustrating, to say the
however, EUTR take-up has not increased
Turkey. This is in much smaller amounts
least.
by the same margin. This shows that
than what’s shipped from the Far East, but
whilst the value of the trade is going up,
when companies were approached for their
that furniture is a massive component of the
the regulations are not being taken up
due diligence, many had no idea about their
timber products being shipped around the
by importers of the product, and this is
responsibility. It’s the law, so how could
globe, and, over a five-year period 2013 to
indicated in the data from regulated vs
they not know about this?
2017, here in Blighty we’re the third-largest
unregulated markets (regulated countries
importer of timber-based furniture (only
with an operational timber regulation in
online-only companies that are operating
the US and Germany import more).
One look at UN Comtrade data* reveals
Yes, these could be small enterprises or
effect include the UK, US, Australia, Canada,
with little or no compliance advice, so are
The data shows a steady increase in
EU28, Norway and Switzerland, because
just unaware they needed to do anything
imports into the UK (see graph 1), and
they are technically following the EUTR.
at all. On the other hand, with all the
Comtrade can also identify where the
Comtrade data for 2018 is yet to be
information available on the internet today,
trade is buying its products from. The UK
released, but I don’t expect the scales to
it’s easy to find out almost anything –
furniture shipping country of source has not
shift much (see graph 3).
perhaps it’s just easier to ignore it and hope
changed much over the same period, with
Graph 1: Timber importers
FN362_Pages.indd 42
There has also been an increase in the
it goes away?
Graph 2: UK timber imports
26/04/2019 12:30
Eco-conscious | 43
“How can we spread the word and reach out to those businesses that are still in the dark?” So, how can we spread the word and
margins, exiting non-compliant supply
reach out to those businesses that are still
chains and changing materials as part of
in the dark? Trade events, publications and
their mitigation.
seminars are all taking place. Indeed, the
Often organisations like these have been
OPSS runs free training days for companies
working with their factories for years, so
who work in timber products requiring
have built up a great working collaboration,
guidance and advice to comply, and the
which goes a long way.
courses are free to attend (they even offer a
But it doesn’t detract from the fact that deforestation is still a huge issue. It’s
checklist). I’m not saying all companies who ship
happening in countries such as Myanmar
furniture into the UK are the same, as
and Cambodia amongst others, and that
we know this is not the case – many are
timber is finding its way into our supply
doing their due diligence and mitigating
chains.
risk, from carrying out regular factory and supply chain visits to conducting species identification testing at a cost to their
* Data from UN Comtrade, 2019, and Forest
Trends, 2019
Graph 3: Timber trade through regulated and unregulated markets
Mandy Carmody is the owner and founder of QSL (Quality Solutions (Technology), an advisory, consultancy and audit service provider that works within the furniture and hard goods industries. With 20 years’ experience, QSL o�ers support in all areas of the development process including ethical requirements, health and safety, general product safety, testing and sustainability. www.qualitysolutionsltd.com
1/2 page landscape.indd 1
FN362_Pages.indd 43
11/04/2019 16:21
26/04/2019 12:30
44
DINING ROOM
The CO Collection from Kettle Interiors (01536 444960, sales@ kettleinteriorsagencies.com) is one of the most diverse oak collections available today, offering a wide choice of pieces for dining, occasional and bedroom use. The range’s traditional lines and a rustic oak finish make it versatile, its antique brass effect handles helping it bridge the gap between contemporary and classic-styled homes. From the 1m butterfly extending table up to the two-door, sixdrawer sideboard, the CO Collection offers impressive depth across a range of key pieces, plus more unusual items such as a small
Reclaimed furniture has been one of Baker Furniture’s
wine rack and display cabinet.
(www.bakerfurniture.co.uk) key strengths for the last decade, and
Available in 40 items for dining and occasional use, as well as 20 bedroom pieces including an array of chests and three
its new Valetta dining and living range does not disappoint. Comprising benches, three dining tables, dresser, sideboards,
wardrobes, the CO Collection is ready for fast delivery across the
coffee table, bookcase, occasional tables and a TV unit, Valetta
UK. First-time orders can also benefit from a shopfloor display
works particularly well well paired with Baker’s Dalton chair
discount.
(pictured).
Among other new collections, Homestyle
Painted Deluxe range with 1200 extending table
GB (01606 556585, www.homestylegb.com) launched the Painted Deluxe range at this year’s January Furniture Show. Based on the supplier’s higher-end Deluxe Rustic oak range, the new collection attracted critical acclaim from existing and new customers alike. “The development of the range was a natural progression,” states a company spokesperson. “Traditional raised and fielded panelled doors and raised drawer fronts, together with substantial tops and plinths, ensure it will stand apart from the
Painted Deluxe medium sideboard
more run-of-the-mill painted ranges and
extended, while the PDOVAL, with D-shaped
make a real statement in any setting.”
ends, will seat 4-8, and the PDXLEG will
The new range currently comprises two sideboards (large and medium with
The bench complements the X leg table,
optional dresser tops), three tables, two
and can be fully tucked away when not in
chairs and an X leg-style bench. The tables
use.
– exact replicas of their Deluxe Rustic
FN362_Pages.indd 44
cater for 6-10.
The Painted Deluxe range will be
oak counterparts – are all extenders, and
available in stock shortly, so Homestyle
offer seating for up to 10. The smallest of
GB recommends placing an order early to
the three, the PD1200, will seat 4-6 when
guarantee fulfilment from the first batches.
26/04/2019 12:30
YeOlde
Ye Olde Traditional… CHAIRS, TABLES AND CABINETS IN OAK, BEECH AND PINE
Nordic painted
WIDE RANGES WITH QUALITY FINISH AND UPHOLSTERY
T: 01604
AVAILABLE IN BESPOKE SIZES AND COLOURS
QUALITY PRODUCTS, GREAT PRICES AND 100% RELIABILITY
890956 www.yotfc.co.uk www.yotfc.eu
YOTFC Ltd. 3 Roe Farm, Cogenhoe NN7 1NL
E:
md@yotfc.co.uk or brd@yotfc.co.uk
NEW WEBSITE COMING SOON FN362_Pages.indd 45 YeOldeMay19.indd 1
26/04/2019 12:30 12:05
46
BEDS & BEDROOM
Sorrento
Alongside an extensive range of headboards, Siesta Beds (0121 773 9969) offers 10 collections: the Superior Edge to Edge Encapsulated Gel range; Supreme Comfort; Memory Foam; Winter summer side; Natural Collection; New Copper infused latex; Orthopaedic Airstream memory Fibre; Classical Pocket; Luxury Pocket; and Classical Orthopaedic. There is also an extensive range of headboards.
Sublime
The higher spring count found in the Sublime 5000 pocketed superior edge-to-
have been warmly received by the trade,
Siesta Beds, Mayfair Beds and Mulliners
edge encapsulated bed with gel-infused
boosting sales and proving a useful addition
Beds, was established in 1986, and prides
fabric (upholstered with Kay Gel) offers both
to retail partners which have been running
itself on delivering quality products on a
comfort and climate control, along with a
the company’s Salerno 1000 pocket, Rimini
weekly basis to most areas.
high level of support. The Superb offers all
1500-pocket and Sorrento 2000-pocket
these benefits, with a 3000 spring count.
models from its Gel Encapsulated collection.
According to Siesta Beds, the models
The Softheads Group, which consists of
Retailers unable to visit the group’s showroom in Birmingham can book a show van visit with their local area agent.
Palma bedroom Cambridge, from award-winning manufacturer Wiemann (www.wiemannuk.co.uk), breaks from the traditional German
Nathan Furniture (www.nathanfurniture.co.uk) will bring its
norm. “Since its launch at this year’s January Furniture Show,
recently launched Palma and Tiverton collections, along with a
Cambridge has been really well received,” says Simon Hewitt,
new painted bedroom collection, to the Minerva Furniture Group’s
MD of Wiemann’s UK agent, Litmus Furniture. “It offers all the
members’ show, taking place at Stoneleigh Park Exhibition Centre,
practicality and flexibility you’d expect from a Wiemann hinged
Warwickshire, from 14-15th this month.
robe but with a classic, British Shaker-style design. It’s something
The modern Palma bedroom brings Nathan’s longstanding
quite different from us, just for the UK market – and quite the
heritage of quality teak to a younger audience, with carefully
surprise!”
selected wood, chosen for its graining, colour and character,
Cambridge is available in widths from 100-300cm and twoto six-door compilations – along with the option of matching
complemented by attractive, distressed metalwork. Tiverton is a sophisticated painted living and dining collection,
bedside and storage chests. The contemporary range comes in
featuring distinctive oak-veneered parquet-style tops. All of the
a choice of three finishes – champagne, havana or white – and
pieces have been individually painted with a hand-brushed effect
mirrored doors are also available.
and are available in a range of colours.
FN362_Pages.indd 46
26/04/2019 12:30
Full pag
FN362_Pages.indd Full page USE.indd 47 1
26/04/2019 20/02/2019 12:30 15:29
OUT OF HOURS
48
Working in the furniture industry can be incredibly demanding, yet many members of the trade find the time to pursue noteworthy avenues alongside the day job. In Out of Hours, we discover what some of the industry’s more colourful characters get up to in their spare time …
The movie producer “We start filming our next movie, Infexion, in June – it’s a pretty scary thriller about the UK struggling after Brexit, with everyone getting infected after the release of a nerve agent in Salisbury” My name is Steve Mosley, and I’m the
you earn. I work with a great director [Tom
changes taking place in the furniture supply
MD of Besp-Oak Furniture, a supplier of
Paton] and a great team, which leaves lots
and retail industry, and businesses have
furniture, accessories, lighting and giftware
of time for my day job.
to adapt to the way the consumer wants
Out of hours, I run my own movie company,
I’m most proud of our first movie, Stairs.
they view entertainment, with established
Mosley Studios. It sounds a bit glam, but
It’s just coming out of post-production,
TV giants and movie studios losing out to
it’s located together with my new furniture
and will be released this summer. It’s
streaming sites.
showroom.
only a low-budget movie, but it is feature
to purchase – and it’s the same for how
length, and we did manage to get some
You might not know this, but I knew
I became involved in this because after
great actors, including [Coronation Street’s]
nothing about the film world at the outset –
spending a long period in the army, my
Shayne Ward. The director, Tom Paton, is
but that was probably a good thing.
main hobby became collecting military
a young, up-and-coming guy with a great
vehicles and aircraft. There’s quite a
imagination.
collection now, from WW2 vehicles to more
We’re hoping it gets a slot at the Cannes
recent. My favourites are the iconic Willys
film festival, and expect it to sell quite
jeep from WW2 and the Harrier Jump Jet
quickly to a streaming site (like Netflix).
could see opportunities that others maybe couldn’t. It’s no different to when I started out in the oak business 11 years ago, when no-one
from the Falklands. A couple of years ago I was offered the
To me, it’s just another business, so I looked at it as a complete outsider. I
Ten years down the line, I see myself
else was doing it properly!
opportunity to provide some of them for a
making at least two or three movies a year.
movie, and I enjoyed it so much that I set up
In the short term, we start filming our next
If you want to know more, you can watch
my own movie company.
movie, Infexion, in June – it’s a pretty scary
a short film outlining the making of
thriller about the UK struggling after Brexit,
Stairs on Youtube at www.youtube.com/
It asks that I commit to a lot of organising
with everyone getting infected after the
watch?v=YwIvh419XkU. Meanwhile, any
and unglamorous jobs – but if you really
release of a nerve agent in Salisbury …
customers visiting our showroom this June will be more than welcome on the latest film
enjoy doing something, then it doesn’t matter about the hours, or even how much
I have learned that there are massive
set!
Got an interesting hobby or accomplishment you’d like to share with our readers? Message the editor on paul@gearingmediagroup.com.
FN362_Pages.indd 48
26/04/2019 14:18
Buoyan
FN362_Pages.indd BuoyantMay19.indd 49 1
26/04/2019 10/04/2019 12:31 10:51
50
LIVING ROOM Horizon lounger in blaze weave, Ayla
Ayla from the UK’s leading soft-seating
its expertise in product design with the
specialist Bazaar Group
knowledge of expert furnituremakers.
(www.bazaar-group.uk/ayla) adds a fresh
Allison Chatten, head of design and
perspective to upholstered furniture and a
development, says: “We don’t think of a
new concept in living to the market.
chair as four legs and a platform – and that
Recognising the need for small-
gives us a huge amount of creative freedom.
footprint, flexible furniture in today’s
Ayla embraces furniture design from a soft-
increasingly urban landscape, Bazaar Group
seating perspective, free of the restrictions
launched the Ayla brand, designed to bring
of traditional forms and categories.
incremental sales to the retail market, at
“Shape and mood came first, then the
Ayla offers retailers the opportunity to achieve incremental sales at minimal risk,
the January Furniture Show.Having spent
construction methods. The real challenge for
with unique design solutions that customers
time understanding the needs of today’s
us was to achieve a fluidity in form whilst
cannot currently find in-store. The eye-
customers and exploring furniture retail
working with more traditional upholstery
catching pieces freshen shopfloor displays
in Europe and beyond, the group fused
techniques.”
whilst occupying minimal floorspace.
Tiverton from Nathan Furniture (www.nathanfurniture.co.uk) is a stylish painted living and dining collection. Constructed from hardwood frames (helping to remove the risk of sap stain or knots) and oak-veneered parquet-style tops, all of the pieces come in a selection of colour options with a hand-brushed effect, delicately hand-rubbed to create a distressed finish. The internals also feature a light paint finish to complement the external colour. Included in the range is an extending dining table, bench, chair, a two-door, three-drawer sideboard, a two-door sideboard, bookcase with drawers, corner media unit, coffee table with shelf
ercol’s (www.ercol.com) Marino chair references the qualities
and a side table with shelf.
and features of the company’s design classics. Its smooth,
Nathan MD Nicholas Radford says: “Tiverton has been a
flowing lines, constructed from steam-bent solid ash timber
welcome addition to our portfolio. It has a number of notable
using traditional craftsmanship and modern furnituremaking
qualities that are proving popular with customers, such as the
techniques, come together to create a striking contemporary
stand-out textured look of the parquet-style tops. The high level
occasional chair and sofa.
of craftsmanship, including the delicate and subtle beading around
The Marino collection is finished in a choice of wood finishes
the drawers, stop chamfering and feature dowels on legs, have
that protects the timber whilst enabling the customer to choose a
also been a hit.”
look which matches their style and decor.
FN362_Pages.indd 50
26/04/2019 12:31
Full pag
FN362_Pages.indd Full page USE.indd 51 1
26/04/2019 18/03/2019 12:31 09:48
FURNISHER
52
Turkish textile manufacturer Boyteks (www.boyteks.com) has introduced new mattress ticking technology which promises to offer added comfort and stress-relieving properties, helping ensure a better night’s sleep. Graphene is a groundbreaking carbonbased material, offering high efficiency in a number of areas – from water impermeability and resilience to ecofriendly processes such as purification and electronic devices employing advanced technology. As a smart fabric, Graphene also occupies an important place in the textile sector. Threads made with Graphene bring various benefits to Boyteks’ mattress fabrics, helping them deliver tension-free sleep. In mattress ticking, Graphene works as an effective conductor, and helps remove static electricity and the tension related to it, while its strong bonds makes the fabric last longer. “Consumers expect fabrics to provide advantages other than just appearance and comfort,” says a spokesperson. “Graphene brings the technology of the new era to your bed, with antistatic features.”
Belgian jacquard Wilton maestro Louis de Poortere (info@ depoorterelouis.com, www.louisdepoortere.com) has launched Splendore di Venezia, a collection of rugs inspired by the splendour of classical Venice. Using high-gloss polyester Rafia, a flat, tape-like continuous yarn, Louis de Poortere has achieved a unique look for the
The Essentials by Kettle Interiors (01536 444960, sales@
collection, with the weaving process twisting and turning the high
kettleinteriorsagencies.com) Mirror Collection has been expanded
gloss silver and gold yarns for a shimmering effect. Mixed with
with new styles, bringing even more choice to this convenient,
cotton chenille and woven into striking geometric and abstract
individually packaged line.
patterns, this extra-strong yarn really sets Splendore di Venezia apart. Alan Russell, sales director UK, says: “Splendore di Venezia uses its specialised high-gloss rafia yarn as an ode to the precious metals, rare stones and noble fabrics adorning the homes and
With the addition of window styles in rectangular, rectangular with rounded top and circular shapes, in distressed white and grey paint finishes to match the painted furniture collections available from the supplier, the Mirror Collection offers a formidable array. Alongside these, Baroque, Victorian and Edwardian gilt
clothing of classical Venice’s elite. It’s a fabulous look that invites
and painted styles are still offered, so retailers can provide
a closer look at the collection’s geometric and abstract patterns,
an impressive choice of mirrors with the confidence of easy
revealing enchanting detail. The collection also underlines the
availability and reliable supply direct from UK stocks. The
exceptional efforts of our design and development team to bring
collection is also free of price restriction, making it ideal for in-
homeowners fresh and exciting concepts not seen before.”
store promotions and ecommerce.
FN362_Pages.indd 52
26/04/2019 12:31
Full pag
FN362_Pages.indd Full page USE.indd 53 1
26/04/2019 16/04/2019 12:31 09:49
TRADE SERVICES
54
An Orbital render featuring ALF Uno’s Fusello table
PICTURE THIS . . . Technology is paving the way for new approaches to product marketing, and businesses are fast discovering the benefits of tools such as 3D modelling.The five winners of this year’s edition of The Furniture Awards – Sealy UK, Wiemann, Hartman UK, Parker Knoll, ALF Uno – were given the opportunity to have their star product rendered in all its photorealistic glory, courtesy of creative digital agency, Orbital Vision. Furniture News checked in to see how the project was coming along … In every corner of the industry, new
What does Orbital do?
technology is making processes faster and
Orbital is a creative digital agency, with over
more efficient. In Long Eaton, creative
a decade of experience of working in the
agency Orbital Vision focuses on the
furniture industry. As a company we provide
development of new marketing solutions,
a range of services such as brochure design,
offering a full suite of sector-specific
websites, photography, video and brand
services – the pinnacle of which is enVision,
guidance to many of the industry’s leading
a digital platform which enables users to
brands. More recently Orbital has been busy
create photorealistic 3D models of their
converting its knowledge and experience
products.
into the digital world. A significant
The benefits – to both manufacturers and retailers – of developing marketing
investment in new tech has provided
materials through enVision are manifold,
Orbital with the means to deliver ground-
explains Orbital’s creative director, Rob
breaking 3D and virtual reality assets
Whotton, who is nearing the end of a
to manufacturers and retailers alike,
process which will see the star products
maintaining the company’s progress in delivering every asset associated with
from this year’s winners of The Furniture Awards brought to life in all their (digital) glory …
FN362_Pages.indd 54
An Orbital white-out build of Sealy UK’s Activsleep
bespoke-built websites with full ecommerce capabilities.
26/04/2019 12:31
Trade Services | 55
How do you go about creating a product render? Firstly, we either collect reference imagery and overall sizes from the client, or we go and photograph and measure the products
“It’s been a great opportunity for us to introduce our 3D services and show them an alternative to the traditional photoshoot”
in person. Using that imagery, we build all the furniture in a piece of software called 3ds Max.
An Orbital render featuring Hartman UK’s Julia resin chair
The building stage is probably the most time-consuming part of the job, as we spend a lot of time getting every piece of detail spot-on – including all the little imperfections which make all the difference when it comes to a build looking real or fake. Once we have built the furniture, we render these out as a white-out, so the client can sign off the overall shapes (the reason we don’t apply any fabric is so they can focus purely on the shape). Once the builds are signed off, the next step is mapping. This is where we set up the product so fabric can be applied, and we dictate how it sits on the frame. Next, we look closely at the fabric – for us to get the best results we treat the fabrics as a separate job, and how we build the fabric is dependent on the type we’re dealing with. For instance, we will photograph most simple cottons – but with more complex fabrics that are made up of different layers and weaves, we will actually build them in 3D. This is the same for velvets. It is impossible to photograph a velvet properly because of how the material reacts to light – it can look light from one angle and dark from another – so we create all our velvets in 3D. This, I feel, is where we truly stand apart from our competitors, as we spend the time perfecting the fabrics so they look real once wrapped on our 3D builds. Now we have our product built and mapped, this can be rendered out in every different fabric option, at any camera angle (even 360o). But for most, the next step is to situate their product in a roomset. Like any photoshoot, we start by putting together a moodboard of what look we want to achieve, and which accessories to use and colour scheme to go with. From here, we build everything from the ground up, unique to that client. One of the benefits is that clients can use the same roomset again for their next project, by simply changing out the accessories, walls and floors to make it look like a completely new room. Finally, there’s the rendering stage. All our projects are set up to batch render, so at the click of a button we can render an entire line of products in a full fabric range of different colours. Everything is rendered in high resolution, so can be used in print, PoS,
FN362_Pages.indd 55
An Orbital white-out build of Hartman UK’s Julia resin chair
26/04/2019 12:31
56 | Trade Services
An Orbital render featuring Wiemann’s Monaco wardrobe
online and social media marketing to really bring it to life.
An Orbital render featuring Parker Knoll’s Hoxton, from Collection 150
What are the benefits of creating marketing assets in this manner? Photoshoots are quickly becoming a thing of the past – slow turnaround, expensive, and relatively inflexible. With a 3D render, you can make all the changes you want without any extra time or money. And if your product changes, or if you have a selection of fabrics available, all of that can be created and corrected in a 3D model in no time at all. Your products can even be altered before they are created. Manufacturing prototypes traditionally can be expensive, but with 3D rendering, a product can be created from a mere sketch, and can be altered or redesigned in days. And, if you’re creating a whole new range but only have a design for one of the products, you can leave it to the graphic designers to create 3D prototypes of the remaining products in the range. How did you find working with this year’s winners of The Furniture Awards? Personally, I have enjoyed the variety of what the award winners bring, and the different types of furniture we’ve been able to create. It’s also been a great opportunity for us to introduce our 3D services and show them an alternative to the traditional photoshoot.
www.orbital.vision www.januaryfurnitureshow.com/page/thefurniture-awards
FN362_Pages.indd 56
26/04/2019 14:21
Full pag
end of line seconds returns
visit mfa.bid
ex-display old stock prototypes
try us this week
FN362_Pages.indd Full page USE.indd 57 1
26/04/2019 17/04/2019 12:31 11:05
58 | Trade Services
Cloud mattress protector
Cool mattress protector
WHY PROTECT-A-BED WENT PLATINUM The award-winning Protect-A-Bed, a specialist in mattress protection, continues to go from strength to strength, continually offering stockists additional incentives through its innovative Platinum Club … “As a business, we’re constantly looking to help drive sales for all of our retail partners,” states Protect-A-Bed’s national
Protect-A-Bed’s new TV display bays have been well received
claims resolution, and a next-day delivery service where required. “The Platinum Club is a way of bringing
sales manager, Paul Lake. “With many
together the very best elements of what we
stores reporting lower footfall, Protect-
have to offer, and what we know works well
A-Bed offers a perfect opportunity to
to build sales.
increase the average order value and grow
“Put the market-leading brand to work
sales – plus, we offer a reward system to
for you, and Protect-A-Bed will increase
our partners through the Protect-A-Bed
your profitability.”
Platinum Club.” Since its launch, the Platinum Club has
To support the Platinum Club, ProtectA-Bed has also developed a new TV display
returned impressive results, says Paul,
bay, and, over the last 12 months, these
attracting members from the company’s
have been received “extremely well” by
existing stockist base plus new partners,
retailers, who have recognised sales growth
who are all now benefiting from a more
as a result.
focused approach to growing sales. Protect-A-Bed’s CEO, Simon Zamet,
“This is the perfect time to join the Protect-A-Bed Platinum Club, as your retail
elaborates: “The Platinum Club has been
store can gain a longer benefit throughout
designed to build, recognise and reward
2019,” Paul continues. “Protect-A-Bed’s
success with unique promotional and
ability to upskill your team and increase
discount opportunities, sponsored incentives
your sales revenue by maximising every
and tailored POS solutions, as well as
sales opportunity has been well documented.
membership rewards.
We can manage every step of the process
“Protect-A-Bed have developed a
for you on a no-risk basis, and build a
world-class programme, honed over years
reward scheme through the Protect-A-Bed
of experience, built on a singular focus.
Platinum Club.
This includes a unique sales training and motivational programme, our best-in-class
“There is nothing to be lost and everything to be gained – why would you
mattress protection collection and bundled
not act now?”
guarantees, new state-of-the-art display
T 02087 310020
bays, award-winning customer services and
E sales@protectabed.co.uk
FN362_Pages.indd 58
26/04/2019 12:31
Full pag
FN362_Pages.indd Full page USE.indd 59 1
26/04/2019 18/04/2019 12:31 16:00
DESIGNER
60
IN DESIGN
The Accordion Bond, Josip Gotler Inspired by whimsical cartoons and books, Croatia-based furniture designer/maker Josip Gotler had fun creating The Accordion Bond, a playful piece made from FSC-certified birch plywood, and one of five models in a range called The Quirky Companions …
“The first step in creating this piece was to transfer a
“As the design is extremely complicated, I had to choose
unique complex idea to a rough 2D sketch, refining it one
premium FSC birch plywood – it’s extremely expensive, but
step at a time until it was translated to a CAD drawing,
it’s the only material that can withstand this level of curves
which then served as a baseline for the final sculpting and
and cutting angles. I also selected non-toxic, water-based
crafting of a precise. full-scale prototype”
paints, certified as safe and durable”
“Inspiration came from the shape of an accordion, informing a
“The production process
piece of furniture that
is really detailed and
looks like it’s stretching
meticulous. Every piece
itself in two directions.
has its own number and
Despite its complex shape, this piece is fully functional, containing one large sliding drawer in the middle and two cabinets on the sides that can open fully”
“My designs are a perfect reflection of my quirky mind – I always think of how to take a traditional shape and make it different and unique by bending, breaking, melting or stretching it”
is assembled in perfect order to get precise results. Indeed, some of the pieces need to be cut at three different angles to achieve the perfect fit and the desired look”
Training: While working in the IT industry, Josip spent much of his spare time honing his craft as an amateur woodworker. In 2016, he decided to leave IT and commit to woodworking full time, opening his own design studio. He is now a happy designer/maker, crafting his handmade creations from rough sketches to full-scale pieces.
E studio@josipgotler.com www.josipgotler.com
FN362_Pages.indd 60
26/04/2019 12:31
61
1/2 page landscape.indd 1
12/03/2019 14:20
WOULD YOU LIKE TO..? organise
push not carry
display better
extra storage
Ask Steely for a leaflet on the range 0161 702 7002 sales@steelyproducts.co.uk FN362_Pages.indd 61
26/04/2019 12:31
Are you Connected yet?
The Furniture Trade Directory Furniture Manufact
urers & Suppliers –
Beautiful Bedr oom Furniture
BEDROOM
Oak and paint ed furniture collec tions for beau bedrooms, direc tiful t from Kettle Interiors. Enjoy from UK stock fast service s with free delive ry from just £250 . Order today at kettleinteriorsag encies.com Kingstown Furnitu re Ltd Victoria House Leeds Road
Levitas Design Ltd Elevation Space Manston Park Ramsgate CT12 5FA 01843 606822 www.levitasdesign.co m
Hull HU7 0BZ 0333 014 3750 www.kingstown.co.uk Kit for Kids The Clock House 3-4 Blighs Road Sevenoaks Kent TN13 1DA 01732 455000 Komfi Unit 1 Navigation Yard Chantry Bridge Wakefield WF1 5DL 0330 008 0804 www.komfi.com
Kozee Sleep (Midla nds) Ltd 154 Wharfdale Road Tyseley Birmingham B11 2DG 01924 526789 www.kozeesleep.co.u k Kumfi Beds Ltd Unit 6B George Street West Bromwich West Midlands B70 6NH 01215 253337 La-Z-Boy UK 6 Bell Street
Maidenhead Berkshire SL6 1BU 01628 513810 www.la-z-boy.co.uk
Connect Section
Limelight Beds Orbital House Arthur Street Barwell Leicester LE9 8GZ 01455 850150 www.limelightbeds.co .uk Litvinoff & Fawce tt 281 Hackney Road London E2 8NA 02077 393480 LPD Midland Road Hunslet Leeds LS10 2RJ 0113 271 5151 www.lpdfurniture.co.uk M7 Polska
Ul. Marcinkowskie go 6 Puszczykowo 62-040 Poland 00 48 601 918763 Mammoth Perfor mance Units 8-10 Abingdon Eston Way Oxon OX14 1TR 01235 529148 www.mammoth uk.com
Matparts
New Line Industri al Estate The Sidings Bacup Lancashire OL13 9RW 01706 871933 Mattress Direct Unit 2 32 Lawn Road London NW3 2XU 07921 210641 Mattress-shire 13 Bolton Street Birmingham West Midlands B9 4HH 01217 733476 Metal Beds Ltd T/A Wholesale Beds Verulam Road Stafford Staffordshire ST16 3EA 01785 250888 www.wholesalebeds.c o.uk
2.indd 99
Millbrook Beds (UK) Ltd Calmore Industri al Park Totton Southampton SO40 3XJ 0845 373 1111 www.millbrookbeds.co .uk Mlily Healthcare Ltd 2 Covent Garden Close Luton LU4 8QB 01582 400604 www.mlily.uk Myer Adams UK Ltd Grange Road Industri al Estate Grange Road Batley WF17 6LN 01924 444 463 www.myeradams.co.u k/ Nathan Furnitu re Frostholme Mill Burnley Road Cornholme Todmorden OL14 7ED 01706 811299 www.nathanfurniture.c o.uk Naturalmat Odhams Wharf Ebford Exeter Devon EX3 0PD 01392 877247
An exclusive report on furniture trend development and deployment
How to use the directory’s digital counterpart, gmgconnect.com
t.com
06/07/2018
To advertise contact
FN362_Pages.indd 62 1 FNConnectMay19.indd
Thousands of retailer and supplier contact details (including new and refreshed data)
Industry state of play summary and event diary
Natuzzi SpA Via Lazzitiello 47 I-70029 Santera mo In Colle Bari Italy www.natuzzi.com
www. gmgc onnec
Booking deadlines
The second edition of Connect – The Furniture Trade Directory is coming this summer. Within its pages, buyers and sellers will find:
Marine Beddin g Company 101 Woolsbridge Road Ashley Heath Ringwood Hampshire BH24 2LZ 01425 480605 Marthill Int Ltd Marthill Building s Lower Regent Street Beeston NG9 2DJ 0115 9259094 www.marthill.co.uk
99
09:56
01424 776100
sam@gearingmediagroup.com
17th May (highlighted entries)
24th May (display advertising)
26/04/2019 25/04/2019 12:31 11:27
63
Retail Sales Event Manager This exciting and rewarding opportunity would ideally suit an experienced, energetic, management quality person with natural retail sales ability. As an Event Management Contractor you’ll be implementing the most powerful and effective retail strategies available today.
The most extensive range available from including:
For this nationwide role you must be avalable to work away from home for periods of 3 to 5 weeks.
Touch Up Markers & Graining • Transparent & solid colour markers • Clear finishing markers • Graining markers & colouring sticks
Repair Aerosols • Dye & Pigment Colouring Aerosols • Finishing Aerosol in 6 sheens • Low Odour Finishing Aerosols • Speciality Aerosols for spot repairs, blushing etc
Repair Kits • Touch Up Furniture Repair Kit • Professional Furniture Repair Kit • Cabinet Installation Kit • Flooring Installation Kit • Solid Wood Repair Kit • Quick Repair Burn-In Kit
Fillers • Simple Fill-Sticks & Quick Fill hot sticks • Burn In Repair Systems - matt & gloss • Epoxy Repair Fillers
Join the leading sales promotionBeds and Mattresses y Wholesale Sofas, company. Call now on
Direct to the Trade... 01565 650101 or visit www.greenwoodretail.com
Static er £385
Single
Double
King
AGENTS REQUIRED Quality Wholesale Sofas, B Engage a World Budget Beds
£40.00
GreenwoodQP_May19.indd 1
£60.00
15/04/2019 PeterBrownAug18.indd 11:43 1
Budget Mattress
Light Quilted Bed
to sell Recliner Bonded Light Quilted Mattress
Leather Sofas and Farm House Beech Chairs, Windsor Quality Fabric Deep quilted bed Spindles, Slats, Fiddles Windsor Quality Fabric Deep quilted Mattress
£85.00
£30.00
£40.00
£60.00
£47.00
£67.00
£83.00
£47.00
£63.00
£53.00
£88.00
£49.00
£73.00 of £53.00
£63.00
£83.00
£95.00
Candy Quality Fabric Semi Orthopaedic Mattress £50.00
£60.00
£73.00
Candy Quality Fabric Semi Orthopaedic Bed
Opportunity
Budget
£67.00
Standard
SingleBudget DoubleBeds King
Crown Super Orthopaedic bed
£75.00The International £95.00 Alliance £110.00 of Furnishing
Crown Super Orthopaedic Mattress
(IAFP)£92.00 is an association £60.00Publications £70.00
Emperor Orthopaedic Bed
publications in 18 countries. £80.00Light £100.00 £150.00 Quilted Bed
AGENTSOrthopaedic WANTED THROUGHOUT Emperor Mattress
10/07/2018 10:48
Direct to the
£37.00
Budget Mattress
comprising the leading industry trade
THE UK £68.00Established in 1997, the IAFP aims to improve £78.00 £98.00 communications between international markets
Quilted Mattress Cambridge 3+2 Please contact Michael onRecliner 07946 757420 £80.00Light and create new business opportunities. Royal Orthopaedic Bed £100.00 £115.00 orBonded michael@regentchairs.co.uk Leather £420 for more information
Furniture News is the IAFP’s representative in the £68.00Windsor £78.00 readers £98.00 Fabrictarget Deep UK, and can offerQuality and advertisers
Royal Orthopaedic Mattress
www.
Recliner er £395
19 11:27
www.furniturerepairdistribution.co.uk
Budget
Recliner er £420
+ Wood Touch-up & Repair Training Courses
Regent CHAIRS.co.uk
www.regentchairs.co.uk MarthillQP_May19.indd 1 FN362_Pages.indd 63
quilted bed
market information, contacts and reach through the most effective B2B channels.
Windsor quilted Mattres Call UKQuality Rep: Fabric 07946Deep 757420 Contact us on 0044 (0)1424 776101 or visit the IAFP website to find out more.
For All Fabric Enquiries Candy Quality Semi Orthopaedic Bed www.iafpalliance.com
Open 6 Days WeekSemi 9amOrthopaedic – 8pm Matt Candy QualityAFabric 23/04/2019 IAFP_FNQP.indd 14:16 1
Standard
27/02/2019 14:53
09/04/2019 08:41
26/04/2019 12:31
64 | Last Word
“The journey is more important than the destination – and if you’re not enjoying the journey, you’re doing it wrong”
Janus Jagd CEO and co-founder, Cylindo After founding gaming software house ILP in 2007, Janus went on to launch Cylindo in 2012. Headquartered in Copenhagen, Cylindo offers automated rendering technology that transforms simple product data into 3D photorealistic imagery, which can be leveraged at every touchpoint of the furniture buyer’s journey, increasing conversion rates and reducing visualisation costs. How did you enter the trade? Seven years ago I was moving into an
products in your space.
product renders created.
Since we launched six years ago,
apartment with my wife. We had plans
I’ve learned a lot about the trade. Most
What was your career high point?
to renovate the bathroom and buy new
companies are really struggling with
Honestly, every new week in Cylindo is.
furniture, so I was looking for a tool that
product visualisation. With furniture, it’s
We’re moving at such a rapid pace and
could help us visualise those ideas.
especially hard to visualise all of your
constantly generating new wins. It’s an
products through photography, given the
incredible journey to be on – and seeing the
available, I decided to build a 3D model
assembly, logistics, and the many product
business grow, the constant evolution of
of the apartment, and that worked as an
permutations. We’ve made that process
our technology and the development of my
excellent tool for making a big purchase
very easy, with our 3D technology that can
talented team members is such a fulfilling
decision. I thought to myself, everyone has
create photorealistic renders of any product
experience.
this pain, but very few people know how to
permutation.
As there weren’t any good tools
use advanced 3D modelling applications.
Today, we’re the leading platform for
Even though we’ve doubled revenue YoY for three years straight and our team
That was the birth of the Cylindo 3D Room
product visualisation globally, with more
numbers more than 100 people now, I still
Planner – an intuitive tool for visualising
than two quintillion photorealistic 4K
think we’re just getting started. We’re
FN362_Pages.indd 64
26/04/2019 12:31
Last Word | 65
creating an industry standard for how
architect - I’m fascinated with the synergy
sales are growing +10% YoY and in-store
furniture companies are working with 3D
between design and functionality, and how
sales are stagnant, so improving ecommerce
visualisation, while helping to deliver a
you can positively influence behaviour
capabilities is top of mind for all of the
delightful ecommerce experience – but we
through great design.
furniture retailers we talk to.
What date on the business calendar do you
need to sell your furniture online? Well, it’s
... and low point?
most look forward to?
being able to visualise it in a compelling
Having to restructure the entire company
I naturally gravitate towards sales, so end-
way.
early on and change its strategic direction.
of-quarter crunch time and making sure
We actually closed an office, laid off a big
we hit the sales targets is a period filled
Which company do you most look up to?
part of the team, including most of the
with good energy and clear measurements
From a company culture perspective, I’d
management, so it was a tough time.
of success/failure. These days, with
have to say [outdoor clothing company]
Cylindo being over 100 people strong, I
Patagonia - I really admire how they
hard times, so it was definitely also a
also prioritise activities where I can learn
empower their people to make autonomous
valuable experience. We honed in on our
from my team members - what are some
decisions and they are impact-driven. On
vision and, essentially, we were forced to
of the challenges they face, and how can I
the technology side, I’d probably have
find a product market. But for a few years,
empower them to solve any problems?
to say [Australian enterprise software
And what’s the most important thing you
will eventually take this to other industries.
You learn most from your failures and
company] Atlassian, for how they’ve taken
it felt like I had the entire weight of the company on my shoulders - and I went on
What would you most like to change about
the company from $0 to IPO with limited
countless hour-long walks to my favourite
yourself?
venture capital due to having a strong
hilltop in San Francisco, overlooking Golden
To enjoy the moment and be grateful for
product and making great long-term
Gate and Alcatraz, trying to figure it all out.
what I have now – that is something I’m
decisions.
constantly working on. When you do what I Describe a typical working day
do, it’s easy to get consumed with current
Can you leave us with an industry
Early morning is me-time. I’m supercharged
business challenges and growth targets.
anecdote?
in the morning and I tackle the most
The journey is more important than the
Oh, where to begin?! I heard an interesting
complex task of the day here – with
destination - and if you’re not enjoying the
anecdote recently on how a European
German techno in my headphones from
journey, you’re doing it wrong.
brand brings new products to market. They manufacture in China and their photo
my #getshitdone playlist on Spotify. The remainder of the day is typically filled with
What do you enjoy most about working in
studio is in Europe. Their products typically
meetings with my direct reports, workshops
the trade?
have hundreds of fabrics. To visualise
and external meetings with partners and
Well, I’m always in the loop on interior
new products, they have to fly in all the
clients. I especially love talking to clients
design trends! At home, I’m the one
configurations by plane (!) because shipping
and prospects to understand what part of
doing the decorating and introducing new
would take too long.
our offering is resonating with them, but
furniture to my wife.
I also like hearing about what we need to
We have a US client also manufacturing
But what I enjoy the most is definitely
in China. When they have a product ready
the opportunity to make a big impact. Many
on the factory floor, they snap three
furniture businesses are still early on in
smartphone images of it, upload them to
If you had to start over, which career would
their digital transformation journey, and
Cylindo and we render out 360’s of all their
you pursue?
technology like Cylindo’s can help them
permutations. So the first products are ready
I dream of writing a novel or a movie
run their business smarter and better. It’s
to be sold in the US way before the first
manuscript about the conquest of South
also a challenge – you have to make sure
physical product actually hits the ground in
America. What on earth drove Francisco
the technology is easily accessible so the
the US.
Pizarro and his 168 men to journey into
less tech-savvy furniture companies can
the unknown in the 1530s, travel across
leverage it.
tweak and improve.
It’s just two completely different worlds, and, as a tech person, you sometimes forget how the majority of the industry operates,
the world, stay on a deserted island for 18 months and eventually face 10,000 Incas in
What is the most important issue affecting
so I think we have a big responsibility in
battle?
your business right now?
educating the trade about the current and
The rapid growth of ecommerce. Online
future state of visualisation technology.
There’s also a fairly good chance I’d be an
City or country?
Books or movies?
In time, I’d love to move to the countryside, but will probably stay
Videos, podcasts and TV series actually. I love watching Ted Talks
in the city for some time yet. With all the work-related travel I have
and learning from the smartest people in the world. Podcasts about
to do, it’s very convenient living just 15 minutes from Copenhagen
entrepreneurship are also on heavy rotation. As a sole founder, you
Airport
can feel isolated at times – listening to other founders and hearing their stories is inspiring, and sometimes comforting. When I’m
Sunrise or sunset?
chilling, you’ll probably find me re-watching The Wire - the greatest
Sunrise. I have a one-year-old daughter – enough said :)
TV series of all time, period
FN362_Pages.indd 65
26/04/2019 12:31
FURTHER READING
66
ON THE WEB New stories are added to the Furniture News website as they break. Browse www.furniturenews.net on your desktop or mobile, and sign up for our email newsletter at www.bit.ly/fn-in
News New distributor appointed to handle designer furniture brands
News CMA blocks proposed Sainsbury’s/Asda merger due to threat of price increases
Events New venue equals a new experience for visitors to Singapore’s IFFS
SHARE STORIES
GET CONNECTED
ADVERTISE
Got some news or an idea for an article? Call the editorial desk on 01424 776101 or email paul@gearingmediagroup.com
Join our trade directory at www.gmgconnect.com, or order a hard copy/VIP package from subscriptions@ gearingmediagroup.com
To promote a product or service, call the sales team on 01424 776100, or email sam@gearingmediagroup.com or caroline@gearingmediagroup.com
SUBSCRIBE
DIGITAL
FOLLOW
Receive a guaranteed copy of the magazine each month by messaging subscriptions@ gearingmediagroup.com
Register for latest issue alerts, our email newsletter, special o�ers and more at www.bit.ly/fn-in
Keep up with our latest news and opinions via our Twitter feeds @FurnitureNewsED and @FurniturenewsAD
Decembe
IN T ERIOR
DESIGN
RESTA
ELS, FOR HOT
Issue 74
URAN TS,
r 2017 Products #290 / Insta llations Timber / Upda & Pane tes ls / Sand Software ing & Finis / Dust & Wood hing waste Manageme www.furn nt iture
Furniture News is just one of the industry titles published by Gearing Media Group. Those involved in the contract furnishings market should take a look at Hospitality Interiors magazine (www.hospitality-interiors.net), while anyone seeking furniture manufacturing machinery or supplies should refer to Furniture Production (www.furnitureproduction.net).
CLUBS BARS &
er 2017
er - Decemb
| Novemb
productio n.net
Flat Panel FP290_
Lamination
by BA Com
ponents
pages.in
Mondrian
dd 1
Doha, Qatar 7 15:32
01/12/201
30/11/2
017 11:34
es.1.indd
HI74_pag
1
NEXT MONTH
Questioning consumer trust in online reviews | Lighting Spring Long Point Review | Living Room, Dining Room, Beds & Bedroom, and Furnisher
FN362_Pages.indd 66
26/04/2019 12:31
Full pag
Full page USE.indd 1 FN362_Pages.indd 67
08/04/2019 26/04/2019 16:34 12:31
MAXIMISE YOUR BUSINESS THE ULTIMATE FURNITURE DELIVERY VAN
THE ULTIMATE LIGHTWEIGHT LOW FLOOR LUTON VAN RANGE PURCHASE | FINANCE | LEASE | CONTRACT HIRE
FROM £22,990 + VAT
BESPOKE SHOWROOM VANS AVAILABLE
MAX PAYLOAD MAX VOLUME MAX PROFIT DELIVERY & SHOW VANS FOR SALE, VIEW OUR LATEST STOCK: WWW.MAXIMOVER.CO.UK
CALL OUR SALES TEAM FOR THE VERY BEST DEALS
01673 863300
VISIT WWW.MAXIMOVER.CO.UK FN362_Pages.indd MaxiMoverJan19.indd68 1
26/04/2019 13/12/2018 12:31 09:01