Furniture News #364

INFORMING INDUSTRY, BUILDING BUSINESS #364 July 2019

www.furniturenews.net

Milton, Westbridge Furniture Designs

FURNITURE CITY Manchester calling!

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CUSTOMER CULTURE Kate Hardcastle’s top business tips

RISK & REWARD The rise and fall of furniture trends

17/06/2019 25/06/2019 16:44 13:28

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“Notable retailers and manufacturers are striving to redress the gender pay imbalance. But there seems to be just as many instances of the gap getting wider” COMMENT

I

retailers and manufacturers striving to redress the

judge for the second Women In Furnishing

gender pay imbalance. But there seems to be just

awards. Established by exhibition organiser

as many instances of the gap getting wider.

Theresa Raymond with FIT (now The Furniture

Yes, it’s a complex equation, muddied by

Makers’ Company), the awards were a clear – if

commission, bonuses, and traditional barriers

short-lived – clarion call encouraging the trade to

between sales, production, administrative,

celebrate its most inspirational businesswomen,

fulfilment and management roles.

against a male-dominated backdrop.

The winners that year included Kate Hardcastle,

s

19 16:39

t’s been eight years since I sat as sponsor and

And we shouldn’t expect a revolution overnight.

After all, the discrepancy is historically ingrained,

the founder of consultancy, Insight with Passion,

and driven by manifold factors. Today, there are

who was praised for her considerable drive

fewer educational and occupational barriers to

and social conscience. Now a prolific media

women, but there’s still the impact on wages and

commentator, conference speaker, charity

promotional opportunities of taking maternity

champion and MBE, ‘The Customer Whisperer’

leave, going part-time to care for those children,

took some time out of her schedule to speak to

or elderly and sick relatives, and the huge unpaid

Furniture News ahead of this month’s issue (see

workload involved in all the above.

p18).

We talked about how her early days in the trade,

Yet there also remains a more sinister reason – the persistent view that a female employee is, in

working for the likes of Silentnight and Halo,

some way, worth less than her male counterparts.

shaped her attitudes to business, and she reflected

And whatever the challenges facing them, those

on a culture in which young women had to work

companies failing to enforce greater equality

that much harder to be taken seriously. “It was a

amongst their staff – however gradually – are, to

very hard industry as a young female,” she told

some degree, complicit in this discrimination.

me.

Are things any different today? Since 2017, the

With talk of the report’s remit widening to encompass smaller employers, it’s time every

UK’s largest businesses have been required to

organisation re-evaluated its take on recruitment,

publish annual details of their gender pay gaps,

remuneration and flexibility. In the meantime,

and the findings are not particularly encouraging

hopefully next year’s gender pay gap snapshot will

– the difference hardly changed at all from 2017

yield more encouraging results.

to 2018, and, 78% of those that responded are still paying men more than women, to perform the same roles.

“In FMCG and retail, the numbers indicate that there’s a permafrost layer between the women on the shop floor and top management,” says Kate.

“There’s still a long way to go.”

A glance at some of the key players in the furniture sector (visit gender-pay-gap.service. gov.uk) reveals some success stories, with notable

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

25/06/2019 13:28

4 | Contents

7

INFORMATION ON THE COVER

Partner Comment

14 News Editor-in-chief Paul Farley 01424 776101 paul@gearingmediagroup.com Twitter @FurnitureNewsED

18 Interview

Sales and marketing director (Furniture News portfolio) Sam Horscroft 01424 776100 sam@gearingmediagroup.com Twitter @FurnitureNewsAD

Production assistant Mike Beales 01424 776106 mike@gearingmediagroup.com

Resources

34

Profiles

43 Manchester Furniture Show Preview

Sales executive Caroline Littler 07861 231461 caroline@gearingmediagroup.com Production manager James Ash 01424 817430 james@gearingmediagroup.com

28

Kate Hardcastle, The Customer Whisperer (18)

69

The Big Question

70

Dining Room

Rowico at Manchester Furniture Show (60)

Digital production assistant Nyall McCurrach 01424 776107 nyall@gearingmediagroup.com Copy administrator Steve Merrick 01424 776108 production@gearingmediagroup.com Proofreader Keith Fitz-Hugh MD John Legg 01424 776104 john@gearingmediagroup.com Publisher Nigel Gearing Accounts Wendy Williams 01424 817433 wendy@gearingmediagroup.com Subscriptions Subscriber package (with Connect): UK-£95, Europe-£110, RoW-£120 Magazine only: UK-£65, Europe-£85, RoW-£95 01424 774982 subscriptions@gearingmediagroup.com

Ori Guest Bed, Catherine Aitken (104)

Repro, print and distribution Stephens & George

Gearing Media Group Ltd 4 Red Barn Mews, High Street Battle, East Sussex TN33 0AG ISSN No: 1475 - 3731

© Gearing Media Group Ltd 2019 General information No part of this publication may be reproduced without the specific prior written agreement of the Publisher and may not be stored on any type of retrieval system. Furniture News/ Gearing Media Group Ltd accepts no responsibility for variations in colour reproduction. Special colours (Pantone etc) can be catered for with prior arrangement.

Some elements of the editorial content in this publication are submitted by the trade, however, all 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.

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25/06/2019 13:28

Contents | 5

ON THE COVER

INFORMING INDUSTRY, BUILDING BUSINESS #364 July 2019

www.furniturenews.net

Milton, Westbridge Furniture Designs

FURNITURE CITY Manchester calling!

CUSTOMER CULTURE Kate Hardcastle’s top business tips

RISK & REWARD The rise and fall of furniture trends

FN364_Cover.indd 1

17/06/2019 16:44

Westbridge Furniture Designs (www. westbridgefurniture.com) is coming to Charter Suite 4 at

Orla Kiely Upholstery (34)

the Manchester Furniture Show this month

GC18 by David Knowles (108)

CONTRIBUTORS 7

ACID’s Dids Macdonald recounts the start of her term as master of The Furniture Makers’ Company

30

74

Beds & Bedroom

82

Living Room

Nick Williams, Sweet Dreams (112) SME Loans’ Rachel

84 Furnisher

Makinson outlines the various funding options

90

Showtime

94

Trade Services

104

Designer

112

Last Word

open to independent retailers

32

The Furniture Trade Directory The indispensible guide for UK suppliers and retailers, in print and online www.gmgconnect.com SECOND EDITION NOW AVAILABLE

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Abel & Imray’s Jim Pearson continues the solicitors’ series on IP rights with a look at making money

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Partner Comment | 7

At the heart of industry “The perception of livery companies as secret societies with special handshakes should be laid to rest forever!”

In my first rollercoaster month as the second female master of The

Safeguarding the 330,000 jobs to ensure continued growth was top

Furniture Makers’ Company, I can honestly say that the perception

of the list, including ensuring that the Department of International

of livery companies as secret societies with special handshakes, or

Trade grasps and explores all export opportunities, deal or no deal.

stu�y institutions full of self-important old men perpetuating a

Consumer safety is also paramount, and raising awareness about

dynastic role, should be laid to rest forever!

the necessity for robust regulations and laws to guarantee consumer protection is a continuing campaign. Significance, too, was placed

The only part of the above which is true, and which I intend to address, is that there is generally a gender imbalance – so I am

on working incrementally towards a circular economy to play our

urging the many talented and accomplished women in this industry

committed part in global sustainability.

Intellectual property protection and enforcement too remains a

to come forward and become engaged.

high priority. One of the most pressing issues a�ecting our sector is

The Furniture Makers’ Company sits at the heart of a creative, diverse and sometimes challenged industry. Our three pillars of

the impending national and sector skills crisis, and urgent action is

support and development are rock-solid foundations on which

required to guarantee a future-ready workforce. Ground-breaking

we build our work. We’re here to help when times get tough, we

work, supported by the Furniture Makers’ Company, is being

concentrate on educating to create a future-ready workforce, and

championed by FIESTA (Furniture Industry Education and Skills

drive excellence and high standards.

Training Association) and is an excellent resource for anyone wishing

My master’s challenge is called One Step at a Time, and it is about reminding individuals and businesses (327,000 in this sector) that for more than a century The Furniture Makers’ Company has cared

to find out more. This is chaired by the tireless and passionate Gary Baker of CD (UK) Ltd. Lastly, in my day job as CEO of Anti Copying in Design (ACID),

for the people who work or have worked in the industry. Our welfare

now, more than ever, it is important to have a proactive intellectual

support is there for anything life throws at you, from a minor bump

property strategy in place. The potentially calamitous situation

in the road to a major crisis. We want your help in stopping our

remains a threat certainly for most UK designers and manufacturers

welfare support being the best-kept secret in the industry.

who rely on EU unregistered design rights protection, who will lose

Will you sign up to become a One Step Champion? We will give you the tools and information you need in order to understand what our welfare support can achieve and – vitally – to spread that message to

IP protection in EU27, deal or no deal. Please contact ACID to access a template letter to write to your MP. The UK is still one of the best design-producing nations in the world – the global index puts us at fourth in the world, so it is

colleagues, employees and industry peers.

As new kids on the block in livery terms (many have been in place

time not only to recognise and exploit this national asset but also

since medieval times) The Furniture Makers’ Company has forged

to recognise the valuable IP rights you create. Ensuring that you

ahead as a modern and revered livery company. We are a company

have protection with a proactive IP strategy not only in the UK but

that rolls up its sleeves, and, here, actions speak louder than words,

in the territories you either currently work with or you hope to, is

demonstrated by the exemplars in all we do.

paramount.

Take the design, manufacturing, bespoke, sustainability and export Guild Marks as a starting point. In its 10th year, 22 coveted Design Guild Marks were awarded at Clerkenwell – fantastic examples of the best of the best furniture and furnishings.

Dids Macdonald OBE is the master of

At one of my first events as master at Westminster, industry

The Furniture Makers’ Company (www.

representatives joined the Minister for Small Business, the Rt Hon Kelly Tolhurst, MP, plus Maggie Throup, MP, chair of the All Party

furnituremakers.org.uk), a City of London livery company and the

Parliamentary Group for Furniture, and other MPs and peers, when

furnishings industry’s dedicated charity. She is also the CEO and co-

Jonathan Hindle, chair of the British Furnishings Confederation,

founder of Anti Copying in Design (ACID), the UK’s leading membership

articulated some of the sector’s real concerns on issues that are

and campaigning organisation for design and IP, supporting a safer

fundamental to the core of this industry.

trading environment (www.acid.uk.com).

Our Partners Exclusive UK Member

Furniture News supports the aims and objectives of ACID (Anti Copying In Design) which is committed to fighting intellectual property theft

Official Media Partner

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Minerva

19 10:10

“The” Exhibition for all Furniture Buyers NAEC, Stoneleigh Park, Kenilworth CV8 2LG

1st & 2nd OCTOBER 2019 • 2 Halls featuring over 80 exhibitors • Great location with free parking

• All furniture sectors • Complimentary lunch

Exhibitors to include…

For show details, full exhibitor listing and to register for fast track entry, please visit our website

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FRIDA The refined design and the care taken over small details show it’s “Made in Italy”

OLIMPIA New tastes for sophisticated and contemporary shapes

WINNER WINNER

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THE FURNITURE THE FURNITURE AWARDS 2019

AWARDS 2019

w w w. a l fi ta l i a . i t

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Covercr

019 10:05

Covercraft Upholstery Limited bespoke handmade furniture Acton House, Acton Grove Long Eaton, Nottingham NG10 1FY Tel: 0115 9736111 Email: sales@covercraftupholstery.com www.covercraftupholstery.com CovercraftJuly19.indd FN364_Pages.indd 131

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14 | News

Loaf prepares for Bristol opening Loaf will open its eighth showroom next month. Situated in west England’s biggest shopping destination, Cribbs Causeway, Bristol, the new store will house Loaf’s signature sofas, beds, handmade furniture and accessories.

In an open-plan 5000ft2 site, the store will feature a mattress testing station and arcade games, plus an ice cream parlour. Loaf’s founder Charlie Marshall says: “I know Bristol well and have wanted to open a Shack there for a long time. Cribbs Causeway draws people in from far and wide, so I’m hoping we will now make it easier than

Skandium finds new life After going into administration in April,

Nordic design pieces,” says Rasmus,

the brand and website of Nordic design

who states that the company will begin

specialist Skandium have been acquired by

with zero debt, and will be provided with

a new company managed by the owners

significant working capital to ensure a stable

of vintage marketplace Everclassic.com,

foundation for long-term commitment to

Rasmus Warnke Nørregaard and Jacob

customers and suppliers.

The two Danes own and run Everclassic.

Kam, who plan to reshape Skandium with increased focus on customer demand and a

com, an online marketplace which connects

diverse offering of unique designs.

vintage design retailers in the Nordic region

“Our passion has always been to enable people to enjoy the qualities of Nordic

with design lovers globally, so can offer Skandium’s customers “something more”.

The duo say they aim to re-open

design.

“So, we find it a privilege to take over

Skandium.com as soon as possible. No

the Skandium name and we strive to live up

decision has been made on the future of the

to the expectations of the many customers

five retail stores that Skandium previously

who choose Skandium as their place for

operated.

ever for people in the west of England and Wales to Loaf their homes!”

Carpetright enters Furniture Village Carpetright has opened a concession in Furniture Village Guildford, based in Ladymead Retail Park. The new concession in the 3000m2 store will be home to carpets and hard flooring, including laminate, vinyl, wood and luxury vinyl tiles.

Furniture Village chief executive Peter Harrison says: “As one of the UK’s

Harrison Bros sold out of administration RSM’s Christopher Ratten and

Oldham-based bedroom furniture manufacturer Harrison Brothers Furniture

Jeremy Woodside were appointed joint

has been sold out of administration in a deal

administrators on 23rd May. Following

which saved around 60 local jobs.

their appointment, the company was sold

Harrison Brothers has traded for

to HB Furniture Ltd, a new company set up

over 40 years, supplying the retail and

by the daughters of the company’s original

contract sectors with a range of bedroom

founders, Wendy and Jane Harrison.

furniture. According to administrator RSM

Christopher Ratten says: “The business

Restructuring Advisory LLP, the company

has been trading for a long time in the area

suffered “some operational and trading

and has a skilled workforce, so it’s great

issues” which put pressure on cashflow, and

to see that the deal will allow the business

led to the directors placing the business into

and staff to move forward under new

administration.

ownership.”

largest general furniture retailers who already service most rooms in the home, it makes good sense that we should explore further ways of extending

Clerkenwell gets creative

our product offering. Given the many

The 10th edition of Clerkenwell Design Week

synergies between us, we are delighted

(CDW) attracted a reported 34,185 visitors

to be working together with Carpetright

from 66 countries, generating significant

on this exciting project which will no

leads over three days of business in late

doubt bring benefits to both parties, and

May. More than 200 brands exhibited

most importantly, our customers.’”

across seven venues and in excess of 100

A dedicated Carpetright store team

showrooms, further cementing the festival

will be on hand to offer advice and a free

as a key event on the international design

measuring and estimating service, plus

calendar.

third-party fitting arrangements.

Carpetright CEO Wilf Walsh adds:

Event MD Daren Newton comments: “The 10th edition of CDW was the celebration

“It has been great working with the

of a decade spent in EC1 and has been the

Furniture Village team in getting this

most successful edition yet. The excitement

brand-new concession up and running,

around CDW’s 10th birthday created an

and we are thrilled to be opening our

increase in visitor numbers as well as

first concession with them. We are

more A&D attendees than ever before,

confident that Guildford residents will

highlighting the festival’s importance on the

with the natural expansion of Clerkenwell

be delighted with our return to the

global design scene.

as an area full of creativity. Following this

area.”

“The various projects and street

important milestone I am personally very

spectacles as part of CDW Presents

excited about what the future holds for

concessions in several retail operations

demonstrated CDW’s flourishing growth

both the festival and the area as London’s

including Morleys and Barkers.

over the past 10 years, working in synergy

creative heart.”

Carpetright operates through

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News | 15

The Sofa & Chair Company has completed an

Vispring opens new Harrods space

extensive refurbishment of its West London

Vispring has unveiled its newly redesigned

showroom. Already one of the largest stores

space in Harrods. The new Harrods bed

in Europe, the space now features over 130

department features a dedicated Vispring

room sets.

area, with 12 models on display, plus a

Sofa & Chair Co expands showroom

Nicola Bissoli, head of interior design,

selection of divans and headboards.

says: “The showroom redesign is our most

Vispring MD Jim Gerety comments:

ambitious refurbishment to date. The

“Vispring has a long-standing relationship

reimagined space now boasts over 130 room sets, a showroom for luxury real estate

with Harrods, one of the world’s foremost selection of designer fabrics.”

luxury retailers. The new Vispring

developers, collections from global names

The showroom is situated close to the

such as Smania, Eichholtz, Georgio, Reflex

company’s workshop, where clients can see

international clientele who appreciate the

and Visionnaire, and finally, the UK’s largest

the company’s production processes for

hallmarks of luxurious British design and

fabric library offering access to an unlimited

themselves.

craftsmanship.”

John Lewis Partnership’s new chair partnership through its next phase.

“I readily recognise that Sharon is not the conventional retail choice. But these

space provides the perfect edit for

Westbridge certified under fire compliance scheme

are not conventional retail times, nor is

Westbridge Furniture Design has been

the partnership a conventional company.

confirmed as the latest certified company

Sharon is an inspirational leader with the

under the Furniture Industry Research

personal and professional skills to ensure

Association’s Compliance Scheme for

the partnership continues to innovate and

the Fire Performance of Upholstered

John Lewis Partnership has appointed

change while at the same time retaining

Furniture. Three of Westbridge’s

Sharon White as chair. She will take up the

and strengthening our distinctive character

production sites were assessed during an

role when Sir Charlie Mayfield steps down

and democratic vitality.”

audit to ensure it has suitable processes

Sharon comments: “It is a great honour

and procedures in place to demonstrate

been the chief executive of Ofcom. Before

to be asked to succeed Charlie as the sixth

due diligence compliance with the UK’s

that, she was Second Permanent Secretary

chairman of the John Lewis Partnership.

Furniture & Furnishings (Fire) (Safety)

at the Treasury, and prior to that held

John Lewis & Partners and Waitrose &

Regulations (FFFSR).

board-level positions at the Ministry of

Partners are not merely British retail

in early 2020. Since March 2015, Sharon has

Anthony Pydiah, senior quality and

Justice and the Department for International

icons, but also a model of a better way

technical manager at Westbridge, says:

Development. She has also worked as an

to do business. In my current role, my

“I’m delighted that we have earned this

adviser at the PM’s policy unit and as a

vision has been to ensure that consumers

certification of our control systems.

senior economist at the World Bank. A non-

in fast-moving markets get high quality,

It is a reflection of the knowledge and

executive board member of UK FTSE 100

reliable services at fair prices, from

great commitment of our team, coupled

house builder Barratt Developments and a

thriving businesses they can trust. Social

with the support of our suppliers, who

trustee of Sadler’s Wells Trust, Sharon is a

purpose and commercial success flourish

together ensure that our processes are

trained economist.

best together, which is why I am looking

robust, withstand scrutiny and ultimately

forward so much to working with partners

protect consumer safety.”

Charlie says: “I believe she has the vision, leadership, drive and flair to steer the

as we move ahead together.”

Management changes at Silentnight

Heritage appoints new Midlands agent

Steve Freeman has stepped down from

high-profile retail and manufacturing

Cabinet furniture supplier Heritage

day-to-day executive duties as MD of the

clients through his tenure with advertising

Furniture has appointed Tony Di Vito as

Silentnight Group, to become an adviser

agencies, JWT, Connectpoint and McCann.

its sales agent for the Midlands. Tony has

Chairman Adrian Fawcett comments:

been in the furniture industry for over 30

to the company. His successor is Neil Anderson, who joins the board as group

“Our aim is to continue to build upon the

years, during which time he has worked

sales MD. Neil brings commercial and retail

achievements of the last seven years, as

as sales director for various upholstery

experience from time spent at Farrow & Ball,

we transition the Silentnight brand into

companies. In 2014 he became a sales

Scottish & Newcastle, PepsiCo and BAA.

being the number-one brand in the total

agent, and covered the East and West

Also joining the group is Ian Lambert as

sleep category, from its early origins as

Midlands.

marketing director of Silentnight brands. Ian

a mattress and bed producer, expanding

Tony says: “’I look forward to working

likewise has a wealth of marketing, product

further from our strong UK base into

with Heritage Furniture. They have great

and retail experience from his time at Nobia

becoming a major international player for

collections that stand out and a fantastic

UK and Magnet Kitchens, and managing

the future.”

reputation in the industry.”

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16 | News

Dreams reports fifth year of growth Bed retailer Dreams delivered its fifth consecutive year of LFL and EBITDA growth in 2018, with sales up +2.9% to £309m and LFL sales growth of +1.9%.

Group profit before tax was up +11.7% to £32.7m.

CEO Mike Logue comments: “2018 was a challenging year for the UK retail market. However, our results for the period demonstrate our unwavering commitment to make, sell and deliver the most comfortable beds across the UK. “We have remained focused on providing an excellent range of products at the right price point which, coupled with our healthy balance sheet, means that we have had the flexibility to adapt to market conditions.

This approach has served us well throughout the year and has seen us continue to invest across both our online and physical store estate. As a result, we are proud to have delivered our fifth year of continued sales and profit growth.

“Looking ahead, the sector continues to face di�cult market conditions, which have been well publicised, but our continued growth and investment means we are in a solid position at the start of 2019.”

In 2018, a net of 17 new stores opened – including three closures and three relocations – taking Dreams’ total to 198. Thirteen stores were refurbished in the period. The retailer introduced a new product development plan, including mattresses and bed frames, plus sleep-tracking technology across all stores – alongside launching its own rolled mattress range, Hyde & Sleep.

RIP Anthony Febland, 1936-2019 Anthony (Tony) Febland has passed away.

The owner of Blackpool furniture and furnishings supplier Febland Group, which is coming up to its 70th year of trading, Anthony was a well-liked and respected figure in the trade, and a familiar face at exhibitions, where he would often present some of the shows’ most eye-catching lines.

Anthony was born in Blackpool in 1936, the first child of Simman Febland and Lilly Tax, and had two sisters, Lorraine and Elizabeth. With ambitious parents always working on various businesses and projects, Anthony excelled at school, and went on to study history at Oxford University.

There, he became part of the local jazz

He then worked in Italy as a tour guide, before joining the family business, driving Italian ceramic gifts and capodimonte

scene. Already a pianist, Anthony bought

samples around the country. Fuelled by the

a double bass (the perfect excuse to crash

success of these imports, Anthony started

parties and clubs through the back door),

a freight business, comprising Febland

formed a band and gigged around town,

Italia (in Novarra) and Febland Europa (in

making friends with notable characters

Blackpool). One truck became a fleet, and

such as Dudley Moore and Peter Cook. “He

Anthony “accidentally fell into the furniture

was a man about town, a huge character, he

business after being lumbered with a load

drove a hearse because he could fit his bass

full of Italian reproduction chair frames”.

in the back,” Anthony’s family recalls. “He

Anthony met his wife Diana on a London

always made an entrance, and this carried

bus whilst she was studying at the Royal

on throughout his life.”

College of Art in Chelsea, and the two

Ultimately, Anthony’s extra-curricular

started a life together in Blackpool, where

activities (which were not permitted at the

they produced Venetian glassware, imported

time) resulted in his expulsion from Oxford

furniture and lighting from Italy, and began

– to which he responded by talking his way

their own manufacturing operation. Over the

into Cambridge, where he enrolled on a

following decades the business expanded to

languages degree course.

encompass giftware and statement furniture

Anthony had a natural a�nity for languages and spoke three fluently.

“His Italian was so good, he was able

sourced from around the world, and Febland Group remains a popular supplier.

“Anthony was an absolute one-o�,” say

to distinguish the di�erence between

his family. “An intellectual, entrepreneur,

the dialects according to regions,” says

musician and comedy genius, highly

his family. However, Anthony was soon

respected and admired by the many people

in trouble again when the university

whose lives he impacted, creating jobs and

discovered what had transpired in Oxford.

opportunities for many.” Anthony leaves

“A lot of people say he is one of few – if not

behind his wife, children (Tibor, Dexter and

the only person – to have attended both

Tali), grandchildren, and the many friends

colleges and get expelled from both.”

he made during his time in the trade.

Its new mobile-optimised ecommerce platform, launched last August, has helped drive strong LFL

Sofa brand targets export growth

results, with October finishing +12%,

The former global

global business director. Alexander & James

November +15% and December +49%,

head of sales

is an ambitious brand and we are keen to

along with Dreams’ highest-ever online

at Halo, David

build on the solid platform we’ve created

trading day in December. Dreams

Watts, has joined

for our global sales, marketing and product

now operates from 12 delivery service

upholstery brand

development around the world.”

centres, having opened a new one last

Alexander & James

year, and has struck up a strategic

to focus on global

challenge, and says he has long admired the

sales.

company from afar. “The organisation is

partnership with Mumsnet.

Dreams reports a strong start to

David Watts

Mark Smith, CEO of the brand’s owner,

David is looking forward to the new

full of dynamic, competent people,” he says.

2019, and states that it will invest in

DM Midlands Group, comments: “I am

“I’m excited to be part of the team and look

its digital o�ering and the ongoing

thrilled to appoint David Watts, former

forward to delivering the growth I know we

refurbishment of its store portfolio.

global head of sales at Halo - as our new

are capable of achieving.”

FN364_Pages.indd 16

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25/06/2019 21/06/2019 13:28 12:28

18 | Interview

FN364_Pages.indd 18

25/06/2019 13:28

Interview | 19

Times are changing. The high street’s in meltdown, the disruptors are making all the noise, and no-one seems to know what the kids want these days. Given the scale of these challenges, how can a business reconnect with their audience? Maybe it’s time to call in The Customer Whisperer, writes Paul Farley …

Customer first “When I started working in the media, I was

acclaim from the furniture industry – and

what moves in with a family, and becomes a

told I needed a special title to stand out,”

beyond, as Kate took the stage at The

significant part of their life. When you start

reveals Kate Hardcastle MBE, “and The

Marketing Society Awards, in a room full

recognising that, and stop seeing it as a

Customer Whisperer was born.”

of brand heavyweights including Unilever,

SKU, it becomes a very different entity.”

It may not be as grandiose a moniker as Queen of Shops, but – similarities

Pepsi, and Procter & Gamble.

“It was unheard of – here was someone

My First Bed was the culmination of four years working at Silentnight, in which

to a certain dog trainer aside – it’s an

from the furniture industry winning best

Kate also overhauled the brand’s familiar

apt description of what award-winning

brand, best internal communications, and

mascots, transforming the pairing of

consultant, industry commentator and

going on to be rated a Superbrand,” says

animatronic hippo and “real-life duck” into

TV presenter Kate does on behalf of her

Kate, who would go on to take the society’s

a cartoon duo animated by Warner Brothers

business, Insight with Passion.

Marketer of the Year title for her work with

for a prime-time ad campaign.

“The customer’s the thread that ties my work together,” she explains. “They’re at the centre of everything I do.”

This epiphany struck Kate in 2004,

Silentnight.

“On that stage, in front of around 2500 businesspeople, all the doors opened for

£40m loss-making organisation to one of

me,” says Kate, whose drive to put the

the industry’s highest achievers.

upon seeing the response to My First Bed,

customer first throughout the project was

a children’s bed concept she created for

joyously vindicated.

Silentnight.

Her input played a part in a turnaround which saw Silentnight go from being a

“As a team, we realised we could do so

“The potential for success was already there in 2000,” explains Kate, “and we just opened the door and went our own

“We set out to create the perfect way to

much more if we put heart into the product,

way. We weren’t going to let any perceived

transition a child from cradle to bed,” she

and stop treating it as a commodity. A piece

limitations of being from the furniture

recalls. “Parents were moving their children

of furniture is not just wood and fabric. It’s

industry hold us back!”

“A piece of furniture is not just wood and fabric. When you start recognising that, and stop seeing it as a SKU, it becomes a very different entity”

going on launch her own consultancy

In 2004, Kate left to join Halo, before

straight into small divans, and nothing had been done to understand how big an opportunity this could be. We brought in this amazing dream team of paediatricians, parents and focus groups, and introduced different techniques to the factory.

“The result was like a Lego set. It had 2352 design options, from fuzzy felt covers to secret pockets. Most importantly, the concept got children excited about their new bed, and that’s what we wanted.”

The marketing campaign attracted

FN364_Pages.indd 19

business, Insight with Passion, in 2009.

Among her early clients were Willis & Gambier, Frank Hudson and BBD – but today her client portfolio extends far beyond the furniture industry, comprising everything from small businesses to FTSE100 brands.

Older, wiser, and a mother of three, Kate shows little sign of slowing down. Alongside myriad ambassadorial and charitable

25/06/2019 13:28

20 | Interview

designations, she travels regularly, her diary busy with seminars, presentations and meetings. On top of all that, she sings in a semi-professional band, For Funk Sake.

When we speak, Kate is about to board a plane to the US. “I think I’m getting too old for this,” she laughs. “I fly so much. I visit Australia alone six or seven times a year –it takes it out of you.”

As a go-to media commentator for all things retail, Kate’s domestic diary is no less colourful.

“It can start with an early news interview for Wake Up To Money, or the Today programme, before heading out for an ITV appearance at 7.30. It’s tiring – but I love it, and hopefully I’ll still be doing it in 20 years’ time!”

Merely juggling a professional career and a young family is enough to exhaust most people, I venture, and Kate admits that she hasn’t always managed to strike a healthy

“Generation Alpha has been surrounded by social media and technology since birth. The buying power they’ll have is huge”

balance. a young female,” she explains. “I faced a lot

between the women on the shop floor and

seven days a week, 17 hours a day. The

of criticism for my approaches. I remember

top management. There’s still a long way

amount of friends’ weddings, holidays and

at one point someone describing my work

to go.”

family gatherings I missed because I was

by saying ‘she does all the fluffy flowery

hungry for success … I’m not proud of that.”

stuff’, and I was fuming – good marketing

sided. Kate has turned down opportunities

is crucial, and I proved that by delivering big

to speak when the agenda felt a little too

numbers.

keen to “beat up” men. She suggests that,

“When I was in my twenties I’d work

These workaholic tendencies were not merely a symptom of Kate’s desire to get

“Generally, to be taken seriously and

ahead, but of her desire to prove her worth

Yet she feels the struggle is far from one-

if anything, women should be helping each

within an overwhelmingly male-dominated

properly acknowledged, I had to work much

other out more often, rather than seeing

industry. Since, she’s gone on to champion

more than I should’ve done – the pressure

men as the enemy.

various women’s causes, and been held up

to achieve more was always there.”

Kate spent 13 years in the furniture

by feminists for her achievements.

Indeed, Kate states that the closest she ever had to a mentor was Neal Mernock,

industry, and has since discovered that it’s

then CEO of Silentnight. “Without his

world about women in boardrooms and my

by no means the most patriarchal sector out

guidance and support, I wouldn’t be where I

own journey,” says Kate.

there.

am today,” she says.

“I’ve been invited to talk all over the

“There are other industries that are the

She admits that being such a driven

It’s clear that her time at Silentnight was

young woman rubbed some people up the

same, and some that are much worse,” she

formative. Even before the awards began

wrong way, yet stands by her outspoken

laments. “In FMCG and retail, the numbers

rolling in, Kate was developing a breadth

younger self. “It was a very hard industry as

indicate that there’s a permafrost layer

of perspective which would have been off

FURTHER INSIGHT The retailers I most admire are mostly niche players, apart from

If I could change one thing about retail I would urge it to pay

Lush. Brilliant retail theatre, consistent staff training, Coca-Cola

more attention to turning customer service failures around.

consistency … apart from when it went completely off message

Brands spend so much getting people through the door and

with the #spycops stunt …

convincing them to buy, then let them go so easily.

The brand I most admire is probably Disney. Brilliant culture,

When something goes wrong, there’s an opportunity to create an

successful business. Yes, it has its flaws and sometimes doesn’t

even better experience.

appreciate the impact of its reach – but Disney has a huge amount of consumer insight, and it knows how to use it.

If I could change one thing about the furniture industry I would make it more positive about what it’s truly capable of. In terms of

The furniture brands making the most noise tend to be relatively

hours and minutes, I use furniture more than I use my car. Why

new online ones like Made.com and Wayfair – but, these days, I

can’t it be as sexy and authoritative as industries like that? It

am an outsider looking in.

could certainly deliver more.

FN364_Pages.indd 20

25/06/2019 13:28

Interview | 21

limits to most professionals.

Kate says that the growing popularity of

2001. It just didn’t go anywhere at the time.

shows like Eat, Shop, Save demonstrates

Yet I always said the consumer would be

more than marketing,” she explains, “and

that people in general are becoming more

more pivotal in how they buy – it couldn’t

had a great commercial grounding. And I

aware about what they spend, and where,

carry on that way.”

needed it. Convincing Argos to take on a bed

and are playing a more active role in their

concept with 2352 options was not an easy

purchasing decisions. The customer is king

thing – but she was certainly ahead of her

conversation!”

(or queen), and is only likely to become even

time when she helped launch Halo’s online

more influential.

operation a few years later.

“From the start, I was involved in much

Her remit at aspirational interiors brand, Halo, was equally broad. “One day I’d be

Many of the failures in today’s businesses

Kate admits that hindsight is a wonderful

“I was keen to explore digital from the

in Thailand buying silk, the next creating

can be put down to a failure to appreciate

year 2000, a full advocate and believer – but

branding in the office, then styling furniture

and respond to this shift in power – and the

for such a long time, the Internet was just

concepts, and even coding the website,” she

signs were always there, says Kate.

laughed out of the conversation. Then I had

reveals.

“This week, I’ve been quizzed several

the chance to help launch Halo Living, the

times on Boots’ potential closures. With

company’s B2C operation, and it became

the retail landscape fracturing around us,

one of the first online home accessories

it makes you think about what might have

companies. Selling larger items of furniture

“I lived and breathed it, and saw so much,

been had the people at the top paid more

online was always going to be a difficult

in so many different locations. I was the

attention to where things were going at the

task, so it made sense to lead with the home

first Caucasian woman some of our Chinese

turn of century. I think there was enough

accessories.”

factory workers had ever seen!”

notice for what was happening – a lot of

If Silentnight lit the fires of passion, Halo lent Kate’s approach the insight.

“I was a real insider at Halo,” she says.

Kate sees the furniture industry’s relatively informal take on job roles as a real strength, and points to the disconnected

Kate has never stopped looking forward.

the conversations were happening, but the

In an echo of her early days at Silentnight,

investment didn’t seem to follow.

she currently spends much of her time

“The bed disruptors are everywhere right

focused on the demands of younger buyers,

nature of many larger operations in other

now, but at Silentnight, we were looking at

from Millennials, down to Generation Z –

sectors. She reflects: “I accidentally

how to make rolled-up mattresses work in

and further.

fell into having more than one career before it became trendy. I’ve had to be so multifaceted.

“It helped that, early on, I often worked in teams where we were all well versed in the whole mix. There was a lot of talent

“There’s a permafrost layer between the women on the shop floor and top management. There’s still a long way to go”

in the industry – lots of people fulfilling multiple roles without truly realising it. I think that’s so much more powerful than having all your employees fixated on their position alone.”

As such a champion of diversity, it’s unsurprising that Kate’s CV makes for interesting reading. Her training ranges from the global INSEAD Business School to the Disney Institute. She’s the recipient of 27 national and international business awards, and was honoured with an MBE last year for her services to business and entrepreneurship.

She’s also the patron and founder of numerous charities, and a regular contributor to the daily newspapers, radio and TV. On the box, her presenting credits include: Rip Off Britain; Tonight, for which Kate has explored topics including online retail, Christmas cons and the end of the high street; and Eat, Shop, Save, a third season of which airs this August.

“I do a lot of current affairs programmes,” she tells me, “but it’s not just about retail. I’m usually seen as the money lady. Take Eat, Shop, Save, which involves three experts – a chef, personal trainer, and finance specialist (that’s me!)

– going into people’s homes and changing their lives. It’s incredibly rewarding.”

FN364_Pages.indd 21

25/06/2019 13:28

22 | Interview

“Some businesses will group these audiences together, but they’re so different,” says Kate, who urges her clients to pay heed to tomorrow’s customer as much as today’s.

“Generation Alpha – anyone born between 2011 and 2025 – has been surrounded by social media and technology since birth. The buying power they’ll have is huge.

“In fact, they’re already dictating our purchases. The depth of knowledge may not be there, but children are so much more aware these days, and they’ll almost certainly have an opinion about what their parents are buying. Does that new car have Bluetooth so they can sit in the back and override the audio with their own device to play Baby Shark? Previously they didn’t have as much of a say in these matters, but today brands take every opportunity to reach them, and it shows.”

It’s not just the distinctions between age groups that are blurring. Geographically, Kate is finding that online selling and social media have opened the doors to a global

Kate received an MBE last year

consumer that, continent to continent, is driven by similar desires. “There’s more and more commonality about consumers, we’re very joined up these days,” she says.

But, crucially, this doesn’t mean a future in which one size fits all. “You can’t overlook the fact that regional and cultural differences still matter,” explains Kate.

“There’s a fear of being forgotten – everyone wants a legacy, they don’t want to be just another number”

“Take Australia. An Australian consumer can import John Lewis products from the UK for a relatively small charge, so there’s little

uncomfortable, overbearing qualities to it.

“And it’s impossible to generalise. The US

barrier there – but there’s so much more to

is vast, and its consumers take on so many

the market.

different personas.”

“In my case, I couldn’t just fly over there

According to The Customer Whisperer,

conversation to reach them. The best tip I can offer anyone is that old adage – two ears, one mouth, and serve, don’t sell.”

Online, data gathering enables a degree of personalisation in retail marketing that’s

and be taken seriously in the boardrooms –

business success comes down to one central

expensive, but well worth the investment,

I had to really familiarise myself with what

tenet – you can’t lose sight of the individual

says Kate – even if the industry is currently

it’s like to be a consumer there before I

at the heart of the selling process.

experiencing something of a data overload,

knew what I was talking about.

“It’s essential to appreciate the different

“While we have to put them in a box for marketing purposes, every consumer has

national mindset. Look at how Starbucks

a unique DNA, and likes to be seen as an

didn’t work out for them – because the

individual,” she explains.

independent coffee shops have so much

“If I’ve learned one thing in all my years

and “people don’t always know what to do with it”.

Technology may enable a step-change in how a business understands and approaches its customers – but it’ll only be successful if that business first understands itself.

more gravitas, cheaper services just don’t

of research, it’s that this preference stems

get any traction. There may be McDonald’s

from people’s desire to live and stand for

cafes on the roads out of town, but the cities

something. There’s a fear of being forgotten

businesses that have grand plans but

relish the quality and character of their

– everyone wants a legacy, they don’t want

never make any mention of the customer,”

independent trade.

to be just another number.

concludes Kate. “I encourage businesses to

“Australia’s also been slower to adopt

“In their efforts to become the best

“I’ve come across plenty of arrogant

ask themselves three questions – who are

online, perhaps because its population is

possible version of themselves, they try

we trying to reach, what is the product’s

smaller and more spread out, so deliveries

to tell their story in some way through

potential, and is it fit for purpose?

are harder.”

their purchases. Maybe it’s something as

“How can you decide what your business

simple as wearing orange to imply their

is going to do if you don’t know what people

not always what they appear to be. “Look

individuality, or driving a hybrid car to show

want?”

at the US – we seem to want more of

they care about the world.

The third season of Eat, Shop, Save will air on

Even more established economies are

their attentive, customer-focused take on

“Whatever the reason, if you’re on

retail, but forget that there can be a lot of

the sales floor, you need to open that

FN364_Pages.indd 22

ITV next month. www.insightwithpassion.co.uk

25/06/2019 13:28

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28 | Resources

What dictates the furniture we buy – supply, or demand? In a new report compiled for the second edition of Furniture News’ Connect trade directory, Paul Farley explores the drivers behind how furniture trends are developed and deployed. In this article, Paul draws on the report’s findings to ask whether being risk-averse is really all that bad …

Risk and reward The next time you’re visiting a furniture store or browsing an interiors website, stop for a moment to consider which styles, shapes, colours and materials you’re looking at, and why.

A new report published in the second edition of Connect – The Furniture Trade Directory investigates product selection and development in the UK furniture market, drawing on the opinions of various industry thought leaders to help explain why certain styles of furniture are created, selected, bought and sold.

“The industry’s traditional models of supply and demand have been disrupted by the advent of a new digital age of ecommerce and social media”

choice,” states the MD of MattressOnline, Steve Adams. “Pieces of furniture are relatively big-ticket items, so a trend has to be rock solid for consumers to invest in a more out-there purchase.”

Trend forecaster Caroline Till points to an element of collective psychology: “The market has a cognitive impact,” she says.

“We are sheep, and our brains are wired to follow one another. We get a dopamine hit whenever we do the same thing as someone else.”

This behaviour is often echoed in the supply chain. Continues Steve Adams: “Our

The stakeholders involved in deciding

industry is even more conservative than

what people buy for their homes are manifold – from product designers,

the overall rate of change on the shopfloor

our consumers! Especially in the mattress

manufacturers and retailers to the

is relatively slow compared to many other

and divan segment – the wider furniture

consumers themselves, and the influencers

consumer goods sectors.

market has more licence to push boundaries,

around them.

It takes significant time and money to

but generally it’s marginal, which is not

bring high-volume product to the market,

surprising given the investment required in

integrated businesses, the supply chain

and those doing so face a dilemma – for

creating new, untested product designs.”

is complex – a product’s development is

larger items of furniture in particular, how

driven by a mixture of demand (usually

can a seller galvanise fresh interest and

buyers do have a bit of a reputation for

expressed through sales and customer

encourage repeat purchases while billing a

asking manufacturers what their bestsellers

feedback), material realities and cost

purchase as a long-lasting investment?

are before committing to an order …”

With the exception of truly vertically-

pressures, plus countless contributory factors.

Consequently, trends can take years to

AKA PR’s Jan Turner adds: “Furniture

Furniture designer Rob Scarlett agrees

rise and fall, and the pace of this change

that the trade can be slow to take a leap of

often creates the impression that the

faith into new product lines. “People don’t

supply and demand have been disrupted

market – both retail and consumer – is

want to get on board until someone else

by the advent of a new digital age of

conservative in taste, which can further

does,” he says.

ecommerce and social media, which

stifle innovation.

The industry’s traditional models of

enables trends to transcend borders, gives

“Most consumers will go with a safe

The long game

innovations a chance to shine, and makes

Yet there is something of an upside to

competition all the fiercer.

playing it safe. While the furniture market has its share of fast-moving (often

So, given that level of complexity, who has the biggest say in which product trends

disposable) lines, in the main it champions

dominate UK retail? Is the customer king,

longevity. And this can resonate in an

or do people simply buy what they’re told

economy in which consumers increasingly value the ethics and environmental impact

to? Does the type and location of a business matter? The report attempts to answer these

of their purchases.

The Furniture Trade Directory www.gmgconnect.com

questions and more, before concluding with

“Maybe we should just be comfortable

SECOND EDITION

a summary of the big emerging trends and

with our conservativeness,” continues Rob.

some advice on making the most of the

“Let’s resist this move to fashion-first, and

situation.

develop things we can live with.”

Risky business

to involve massive investment in a long-

One area the report tackles is the degree

lasting product,” she says. “But in the last

of risk taken in the mainstream furniture

10 years, we’ve seen plenty of examples

industry. With the exception of some

of furniture following fashion trends, and

digital brands, new furniture is generally

that’s really scary – the cycles are just

Caroline Till concurs. “Furniture tends

introduced to retailers – and their

unsustainable.”

INFORMING INDUSTRY, BUILDING BUSINESS

The bed sector has begun to resist the

customers – two or three times a year, but Covers.indd 1

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14/06/2019 13:58

25/06/2019 13:28

Resources | 29

pressure to deliver newness for newness’ sake, and the issue of sustainable manufacture is rapidly gaining prominence, becoming a serious, consumer-driven trend in its own right. For a sector which already aligns its marketing messages with health and wellbeing, green credentials seem a natural fit.

Neil Robinson, sales and marketing director at Sealy UK, says: “Health and wellbeing, and a more inclusive, environmentally sympathetic approach to purchases, is becoming mainstream rather

“A greater understanding of the influences behind consumer tastes can help inform everything from purchases to promotional campaigns”

than a discrete subsector.”

Every industry needs a healthy balance of risk. Yet, says Land of Beds’ Mike Murray, it’s probably better to err on the side of

feedback and designing products that promote comfort and wellness, rather than trying to start new trends.”

Thinking ahead Whether a business prefers to lead, follow, or take a path somewhere in between, the breadth of players setting the furnishing trends agenda means good communication with the entire supply chain is vital.

Businesses must exploit established frameworks while seizing emerging opportunities, and a greater understanding of the influences behind consumer tastes can help inform everything from purchases to promotional campaigns.

Perhaps the next time you see a bold

innovation that matches demand. “Most

yellow three-piece suite in a shop window,

product innovation focuses on making

or a marble table atop your online search

incremental improvements to tried-and-

results, you’ll stop to question the wisdom

tested formulas,” he says. “But perhaps

of this positioning – and whether refusing

we need to focus on listening to customer

to follow the flock was worth the risk.

THE AUTHOR Paul Farley is the editor-in-chief of Furniture News magazine. The second edition of Connect – The Furniture Trade Directory, from which these excerpts were taken, is available as part of Furniture News’ subscription package. For details, see p110, email subscriptions@gearingmediagroup.com, or call 01424 774982. www.furniturenews.gmgconnect.com

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25/06/2019 14:27

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30 | Resources

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People will always need furniture, so the market will endure, come what may, writes SME Loans’ Rachel Makinson.

But with all the giants out there, it can feel difficult to compete – especially when your funds aren’t quite what you would like them to be. In this article, Rachel suggests the different funding options open to independents wishing to stand their ground …

Funding independent retail There are many di�erent funding options out there for smaller, independent retailers, enabling you to support the growth of your business and allowing you to promote your products to a much wider customer base.

So, what’s on the table?

“Getting financial support from the banks might not be as easy as it once was”

independent business, you should consider taking them on board. Contracts can always be drawn up formally with the help of a solicitor, so that both you and your potential business partner know exactly where you stand.

The obvious bank loan In the past, the most obvious place to go

merchant cash advance o�ers an especially

for business funding would be the banks,

flexible repayment scheme.

but since the economic crisis of 2008, fewer

If you are able to find someone who shares your passion and drive for running an

The sum of your monthly repayments is

Credit cards If used sensibly and with care, credit cards

small businesses have been able to secure

calculated in accordance with your monthly

can be a great way to quickly increase your

themselves a traditional bank loan. Debt

revenue, so if one month you earn less, your

cash flow. The total sum you will be able to

adviser Hadrian’s Wall Capital says that 101

repayment for that month will consequently

obtain is based on your credit limit, which

of 120 areas of Great Britain saw net falls in

be reduced. As such, you should never feel

will most likely be much less than what you

the value of outstanding bank loans to SMEs

under any financial strain or pressure.

could get from a loan or a cash advance.

last year, as banks continued to withdraw

Furthermore, a merchant cash advance is

Interest rates also tend to be high, which is

from lending to small businesses.

o�ered on an interest-free basis, helping

certainly something to keep in mind if you

keep the overall cost a�ordable for small

do opt to use your card.

While funding from banks is certainly more di�cult to attain these days, it is not

business owners.

Invoice funding

impossible, and for some business owners it may be a feasible – and very workable –

Buddy up with a business partner

Invoice finance allows you to sell on any of

funding option. Furthermore, if you have a

While not every furniture retailer would

your company’s unpaid invoices to a third

good credit score, it may even be possible

be willing to compromise some of their

party for a cash lump sum. These unpaid

for you to get a loan with reduced interest

authority over their company, having a

invoices serve as proof of the future income

rates. The traditional bank loan should by no

business partner can be a great way to

of your business, so as such you are able

means be completely dismissed as a funding

relieve some of the financial pressure from

to receive funding easily, without having

option, but you should keep in mind that

you, and also has the potential to make

to depend on a brilliant credit score, which

getting financial support from the banks

the running of your business much more

banks often require.

might not be as easy as it once was.

e�cient.

There are two key types of invoice funding – invoice factoring, and invoice discounting.

Merchant cash advances and unsecured

It is invoice factoring that is generally

business loans

considered to be much more suitable for

Merchant cash advances and unsecured

smaller businesses.

business loans are both good funding At some point or another, the vast

options – they’re quick and easy to apply for, and provide you with the extra money

majority of furnishing retailers, both large

you need within as little as 24 hours. A

and small, will require an extra helping

further advantage of an unsecured business

hand when it comes to finance. Thankfully,

loan is that you will be able to borrow

there are many great financing options out

money without having to secure the loan

there, and there will, without a doubt, be a

against your business’ assets, such as

funding option that is suited to both you and

property, stock or any equipment, and a

your business’ circumstances.

THE AUTHOR Rachel Makinson is a financial journalist for SME Loans, and content creator for the SME blog. SME is a business credit brokerage that is working to evolve the digital landscape of business finance.

E info@smeloans.co.uk

FN364_Pages.indd 30

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32 | Resources

In the second article exploring intellectual property (IP) law from legal practice Abel & Imray, Jim Pearson explains how a business can benefit financially from its IP …

How to make money from IP as the technology behind their product.

All businesses own tangible and intangible

has been operating for several years now,

assets, but the successful businesses are

enabling owners of patents covering

often those that recognise and exploit fully

innovative technology that they have

Showing enhanced value in the business

both types – which includes being on top

developed to pay corporation tax at lower

It will be seen from the above that IP can

of getting the most out of the business’

rates.

attract, make or save a business money. It

existing and prospective IP rights.

The patent box provides for lower tax

should therefore be no surprise that many

rates for profits taxed in the UK relating to

businesses place their IP assets on the

be gained from holding intellectual property

revenue from sales of patented technology,

company’s balance sheet. While obtaining

rights, ranging from being able to charge

whether such sales occur in the UK or

accurate valuations of IP can be a time-

a premium for your goods or services to

abroad. Obtaining a patent solely for such

consuming and difficult exercise, many

reducing your corporation tax bill. In this

purposes can be very straightforward

accountants are taking advantage on behalf

article, I will explain five ways in which IP

because the focus can be on what is going

of their clients of the ability to show the

can attract, make or save you money …

to be sold by the patent holder, not on

value captured by IP on the books.

There are various financial advantages to

seeking a scope of protection so broad that

An example within the furniture industry

Charging higher prices

it will cover all of the workarounds that the

is Ikea. You might wonder how Ikea could

One of the principal features of an IP right

competition might try to employ.

achieve patent protection when their designs are usually very simple. Actually,

is that it grants the owner exclusivity over certain subject matter for a period of time

Attracting investment and raising finance

Ikea has at least 130 different ideas currently

in certain territories. For example, if a

When a company is seeking new investment

captured in granted or pending applications,

worktop manufacturer creates a number

or looking to sell off a part or the entirety

and a suite of registered designs.

of distinctive images for use as surface

of the business, the protection afforded by

decoration on worktops and registers those

the intellectual property rights owned by the

processes and tools, rather than individual

as design registrations in the UK, no other

business can be seen as valuable assets.

products. An example is the Wedge

party can then make or sell identical or

If the company has created innovative

Ikea seeks to patent manufacturing

Dowel, otherwise known as patented click

similar designs in the UK without infringing

technology, distinctive brands or exciting

technology, for enabling customers to more

the design registrations.

products, an investor will typically want

easily assemble pieces of their furniture

to see that such innovative and creative

flat-packs. Ikea thus ensures that whilst a

of distinctive designs can be limited, as

work is properly captured and protected by

competitor could devise a similar design,

competitors are deterred from producing

strong IP rights. Some financial institutions

they cannot replicate the same success. No

something similar, creating greater demand

will lend money using IP assets as security,

doubt the IP rights feature as assets of the

and enabling the owner of the registered

effectively allowing IP owners to mortgage

business in their accounts and company

designs to charge a premium for the related

their IP.

reports.

Competition in relation to the suite

products.

Example of IP helping to raise finance

Obtaining and registering IP is not always

Licensing revenue

Ammique recently succeeded in

a cheap process, but can pay dividends in

If the IP right covers subject matter that

crowdfunding the next stage of their

the long term. If an IP asset is not going to

others wish to exploit and the right holder

business. The company’s research has

enhance the value of your company, you

is willing to do so, the IP may be licensed

shown that there is a gap in the market

shouldn’t be maintaining it.

to third parties in exchange for royalty

for a superior bed, their work resulting in

payments. An owner of a patent covering

a mattress-less and precision-engineered

business to be one of the valuable assets

innovative technology – whether that is a

Ammique sleep system. They were seeking

of the company, you should be looking

product, process or even new software –

£500,000 in crowdsourced funding, but

to invest now to reap the rewards in the

may wish to keep an eye open for unwanted

ended up with over £800,000.

future. It is no surprise to learn that some

competition in relation to the subject matter

Their IP rights featured as a significant

On the other hand, if you want IP in your

of the most successful businesses in today’s

covered by their patent, and look out for

part of their pitch, and investors will have

economy are those that have historically

licensing opportunities – or, alternatively,

been reassured that Ammique has secured

invested in their IP, and continue to do so.

actively encourage licensing of their

valuable protection for their innovations,

technology.

providing exclusivity over branding, as well

Patent box The patent box tax regime

FN364_Pages.indd 32

Our next article will explore the enforcement and infringment of IP rights.

THE AUTHOR Jim Pearson is a partner at London law practice Abel & Imray, and is writing on behalf of the Chartered Institute of Patent Attorneys (CIPA).

E jim.pearson@abelimray.com

www.cipa.org.uk/find-a-patent-attorney/

25/06/2019 13:28

33

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10/06/2019 13:35

25/06/2019 13:28

34 | Profile

Mimosa in situ at Barker & Stonehouse, Guildford

Prints charming from Orla Kiely Described by The Guardian as “the Queen of Prints”, Irish fashion designer Orla Kiely OBE’s unique designs have been applied to everything from hats to cars. Now, thanks to an exclusive partnership with The Branded Furniture Company, her colourful blend of mid-century pattern and retro cool is making its presence felt in upholstery – Paul Farley speaks to sales manager Jess Arnold to find out more …

Orla Kiely, photographed at Barker & Stonehouse, Guildford

In November, The Branded Furniture

short months Barker and Stonehouse pushed

Upholstery’s manufacturing capabilities and

the brand through their brochure and social

design consultancy B&F Studio – became

media so much – there’s even a video

the official license partner for the Orla Kiely

interview with Orla on their website,” Jess

Upholstery range.

continues. “They’ve already proved that the

Already present across numerous homewares lines – including wallpaper from Style Library, bedding from Ashley Wilde,

concept works best when it receives the full backing of the stockist.”

Even before it was launched at this year’s

and home accessories from Wild & Wolf –

January Furniture Show, The Branded

the brand boasts a healthy fan base, which

Furniture Company knew it would have to

was quick to appreciate its application to

choose its retail partners carefully to achieve

sofas, armchairs, footstools and beds.

its brand goals. “Orla’s team have been keen

“Over 200 people attended the brand’s

to ensure that retailers selected appreciate

launch at Barker & Stonehouse Guildford,”

the core values of her brand and are willing

says Jess. The support this particular

to truly embrace the concept – both in-store

stockist has shown has really catalysed

and through their marketing channels,”

its reveal, while providing a benchmark

says Jess.

for others. This month, the range will be

FN364_Pages.indd 34

“During its initial launch, in just three

Company – a combination of Whitemeadow

The Branded Furniture Company has

launched through other retailers (including

created a PoS package including spec cards

northern powerhouse, Arighi Bianchi)

and swatches, as well as a useful visual

throughout the UK and Ireland.

merchandising guide that helps stockists

25/06/2019 13:28

Profile | 35

envisage how Orla Kiely Upholstery can

Una cocktail chair

best work within a retail context. The guide offers sales and display tips, a summary of available in-store assets, wallpaper and paint suggestions, and contact points for Orla Kiely’s other licensed homewares partners.

“We’ve already discovered that a display of three groups –utilising bold colour and embracing Orla’s signature designs – works very well to establish the brand,” Jess explains. “Customers can better envision its potential this way, and it helps them understand that each model has a different set of characteristics.”

Designed and manufactured to order in the UK, the furniture features the brand’s iconic patterns and branding, along with a comfy sit, high-quality finish and familyfriendly fabrics.

The collection comprises 14 models, all of which have been greenlit by Orla. The six sofas are: Fern, a retro line with soft curves, which is slightly more traditional than many of the others, and Orla’s favourite – “it’s probably the most ‘Orla’ piece,” says Jess, “and resonates with the brand’s fans”;

“If you love the brand, you can really go wild!

There’s plenty of room for putting your own stamp on it – but it’s commercial, too”

Mimosa, which has rounded bolsters and a deep sit; Linden, which is available with all-over print covers; Ivy, the collection’s

colourful, bold, retro, experimental and

new fabrics and scatter cushions making

second-best performer so far; Willow; and

adventurous,” says Jess. “Elements of the

their debut in the Cobden Room at

Laurel.

collection are tailored towards what an Orla

Manchester Central. In the meantime, the

Kiely fan would look for – if you love the

collection has taken up residence within

Orla’s iconic Stem-printed lining cloth,

brand, you can really go wild! There’s plenty

manufacturer Whitemeadow’s design and

sewn-in branded tags, wooden legs, foam

of room for putting your own stamp on it –

product development centre in Sutton In

seats and fibre backs, and come in various

but it’s commercial, too. We’ve specifically

Ashfield, Nottinghamshire, where it can be

combinations of plain and printed fabrics.

designed shapes that will suit a variety of

viewed by appointment.

Included in the range is a selection of 10

homes. If you’re more laid back, you can go

scatter cushions, all featuring original Orla

for a more subtle combination of fabrics –

colourful and eclectic new line promises to

prints.

we have 49 plains, nine prints and nine cut

offer discerning retailers an opportunity to

velvets to choose from.”

achieve a real point of difference in their

Every model features branded zips,

There’s also three beds (Dottie, Sophia and Alexa), four footstools (Donegal,

This year’s Manchester Furniture Show

Available on a lead time of six weeks, this

stores.

If the initial launch is anything to go by, a

Longford, Flynn and Conway) and Una, an

will see the second phase of the project

eye-catching cocktail chair.

come to life, with at least two new sofa

pattern has already started to emerge …

groups, more accent pieces and a range of

www.thebrandedfurnitureco.com

“I’d describe the overall collection as

The brand’s launch at Barker & Stonehouse Guildford attracted more than 200 people

FN364_Pages.indd 35

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36 | Profile

dc re oo ll m oC Co m lle oc ot r io dn eB

z ti r o M

G

Perfect

Power nap Founded in 1946 by Walter Croll, Millbrook – named after its Southampton dockside home – started out making bedding and upholstery for cruise ships. Since then, while remaining a family concern, the business has grown into a sizeable group that employs over 750 people, and covers healthcare, logistics, contracting and manufacture, reports Paul Farley …

A

ee dl rlo o oC m m Co olo le r cd te io B n n o t p m aH

K

Millbrook Beds itself employs over 100

and took time out to implement essential

a robust structure which was capable of

members of staff, and is headed up by group

structural changes, such as a new IT system

achieving the fastest possible lead times [as

MD, Mark Croll. Although it manufactures

and factory layout. Mark Hughes came on

little as two weeks] on handmade products.

days, customers want instant KC OT S KThese U 7-10 DA fulfilment – and you need good technology gave Millbrook the opportunity to broaden

open-coil mattresses on a white-label

board to oversee sales, while reinvention

basis, the business specialises in pocketsprung models, all of which are invested

its product offer, which had traditionally

to achieve this.”

its 20-strong portfolio for independent

high end of the market”, explains Ross.

independent market in 2017, Millbrook was

ODEL I D with L E DISCOUNTS D O R O O F VERTIC When it resumed dialogue with the been “pigeonholed into the upper-middle to L a degree of hand craftsmanship.

WithinM

a changed business – and its sector-leading PORT TROPPUS SO P E-COMM retailers, prices range from £499 to £5000, as the number of layers and application by

from the trade, some of which persists to

manufacturing capabilities have only grown

hand increases.

this day – yet, states Ross, it was utterly

since. The company has invested over £1m

necessary.

in new quilting, embroidering, cutting and

At its busiest, Millbrook’s factory – now in Totton, Southampton – can turn out

D

The move attracted widespread criticism

“We are under no illusion about the

5000 pieces a week. Operations director Ross

impact of what we did,” he continues,

Thurston, who has worked at Millbrook for

“but this drastic move enabled us to build

packaging machinery, and the business as a whole is a leaner, more flexible outfit.

“With that investment comes a new

21 years, says Millbrook is “probably the

way of looking at things,” notes Ross,

most advanced bed company in the UK” in

pointing out various examples of operational

operational terms.

efficiency, from gantry-mounted screens DEVELOP Nbeen Gon IS ED INSPEC “We’ve quite

The company’s fate could have been

much different. In 2015, facing mounting losses, Millbrook took the difficult decision to withdraw from the independent retail market and reinvent itself from the ground up.

In essence, Millbrook hit the stop button

a journey here at Millbrook, but we’ve come out all the better for it”

that relay production tasks to refined JIT

goods in/out pathways – all of which help Millbrook achieve its highly competitive four-day production cycle. “We can lay out the factory however we need to, and we have the potential to extend it,” he says.

“Also, everyone here is multi-skilled, so

sales@harmonyfurnishings.co.uk ah@selas : tcatnoC FN364_Pages.indd 36

25/06/2019 13:28

Harmon

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HarmonyJuly19.indd 1 FN364_Pages.indd 37

12/06/2019 25/06/2019 10:07 13:28

38 | Profile

the workforce can be redeployed wherever needed, and we could add extra shifts if we needed to bolster capacity.”

Millbrook’s sales team was also refined, to better communicate the strengths of its new offer. Led by Mark Hughes, an experienced team of agents and reps ensures continual feedback from frontline to factory.

“We have such a close team,” says Ross, “which is essential to realising our ambitions. To keep moving forward, we need great product, and this means working with retailers to develop lines that are right for them, and that they actually want to sell.”

Pyjama parkrun

Alongside its substantial contract arm and its work with big customers including John Lewis, Swoon and Furniture Village, Millbrook is seeing good growth in its independent business, and Ross attributes

“We are under no illusion about the impact of what we did”

much of this to how readily the company responds to their demands.

“As well as the big exhibitions, we have

styles – Ortho, Majestic, Grandeur, and

national mass-participation events run by

Pillow-top. Ross says these benefit from

parkrun UK.

a good deal of contact with customers

a more sumptuous feel, and higher spring

who take the time to visit us down here

counts (up to 14,000).

in Southampton,” he comments. “For

Millbrook’s complete range is now

“These sports endorsements help lend our brand credibility,” says Ross, “and they work better the more closely – and

much of last year, we had customers in our

chemical-free, offering a 100% natural

creatively – we work together. Take parkrun

showroom two to three days of each week,

sleeping surface – no chemicals are used

UK, and our Pyjama parkrun initiative – this

which let us discuss how to evolve our

in the cotton covers or in any of the natural

really captures people’s imagination and

ranges and do things differently.”

fillings. At the same time, the business

attracts hundreds of pyjama-clad runners

currently repurposes some nine million

each time we do it. It all helps spread our

will be launched this summer, ahead of

plastic bottles each year for use in its

message, and connects two of the three

September’s NBF Bed Show. “I know it’s

mattress borders and headboards.

pillars of wellbeing – sleep and exercise (the

The latest tranche of new product

not a typical launch window for new beds,”

These developments should resonate with

other being nutrition).”

says Ross, “but why sit on it? We’ve been

Millbrook’s end-user base, which, thanks

working on a lot of it since December. It’s

to myriad partnerships and promotional

engagement. By enabling continual dialogue,

very much based on customer feedback,

campaigns, is growing apace. To reinforce

fuelled by timely competitions, giveaways

and will feature plenty of innovation. We’ve

the health-giving benefits of its sleep

and user-uploaded content, Millbrook has

made mattresses the same way for a long

products, the business is aligned to several

established a healthy online community,

time, so we asked ourselves how we could

sporting entities including Commonwealth

while reducing strain on its traditional

take our products to the next level.”

Games Team England, England and GB

customer service channels.

The range includes four new mattress

hockey and cycling institutions, as well as

Then there’s Millbrook’s social media

“Facebook Messenger is the main way people talk to us now,” reveals Ross. “We try to create content that people can really get involved in and share, while giving our retailers something they can use. I think many companies stay away from this kind of direct contact because they’re scared of having to fight fires, but it’s rare that we receive any negative feedback.”

Millbrook’s proactive marketing strategy helped earn it the accolade of Small Bed Manufacturer of the Year in the 2018 NBF Bed Industry Awards – a clear recognition of Millbrook’s successful reinvention, and its place in the trade today.

“We’ve been on quite a journey here at Millbrook,” concludes Ross, “but we’ve come out all the better for it, and we’re now at a very exciting time in the company’s history. I can’t wait to see how our newest

Hand side-stitching

FN364_Pages.indd 38

lines are received …” www.millbrook-beds.co.uk

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Full pag

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www.furniturerepairdistribution.co.uk

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Manchester Furniture Show Preview | 43

MFS EXPECTS A WARM RECEPTION The mercury is set to rise this summer as the 2019 Manchester Furniture Show (MFS) heralds the arrival of the hottest new furniture and interiors collections at Manchester Central from 14-16th July. Furniture News, an Official Media Partner of the event, presents a round-up of some of the new launches visitors can expect to encounter …

Renowned for its relaxed feel and cheerful

covers every type of interior living space.

Kler – will present their modern seating

ambience, MFS is nevertheless a platform

Accessories will be well represented, too,

solutions.

for serious business. At the show, a mix of

with mirrors, art, lighting and decorative

some 150 established and new brands will

objects on show from some of the industry’s

Vida Living fly the flag for the Republic

reveal their latest product to an anticipated

most creative brands.

of Ireland, bringing cabinet collections

In the Main Hall, Bluebone, Derry’s and

made from mixed materials, including

crowd of over 5000 attending buyers.

In upholstery, the likes of Alpha Designs,

And, for the second time, the show

Buoyant, La-Z-Boy, Sherborne, Westbridge

reclaimed woods, while the Italian presence

features MidPoint, a show within a

and Whitemeadow will all have new models

continues through with new exhibitor

show which will see high-end UK and

and fabric choices on show, while in cabinet

Gradi Living joining Mini Divani and New

international exhibitors introduce their new

Baker Furniture, Carlton, Kesterport and

Trend to demonstrate the country’s leather

ranges.

Rowico (among others) are promising

upholstery expertise.

“We know how critical the busy autumn trading time is, and we know that MFS

stand-out new collections.

Beds will also take centre stage at the

Meanwhile, mirrors in every shape and size will be on show from Britannia Mirrors,

provides an unparalleled opportunity to pick

event, with modern designs and mattresses

DB Mirrors and Pharmore, while Febland,

out new bestsellers for stores and clients –

on show from businesses including

SHH Interiors, Wilde Java and Zenith Art

and optimise sales during the autumn,” says

Furmanac, Posture Flex and, again,

will present a comprehensive mix of decor,

event director, Cleere Scamell.

Whitemeadow.

from glassware to futuristic art.

Variety is again at the core of MFS, with

International brands will be there in

Furniture News will be there too, on stand

collections aimed at every price point. From

force, too. Returning to MidPoint are high-

A15 – feel free to stop by and meet the team.

sleeping accessories to luxury motion beds,

design brands Italy’s ALF and Italia Living,

In the meantime, read on to discover our hot

accent chairs to grand corner sofas, and

while Polish upholstery manufacturers Gala,

picks of the summer’s main event …

elegant side tables to full dining sets, MFS

Collezione and Sits – plus a new exhibitor,

www.manchesterfurnitureshow.com

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44 | Manchester Furniture Show Preview

NT Dining

www.buoyant-upholstery.co.uk Telephone - 01282 691631

Kettle Interiors (stands C10 and D14, 01536 444960, sales@ kettleinteriorsagencies.com) will launch two dining collections at the show. Featuring striking industrial styling with a choice of natural oak or aged-effect grey oak in a basket weave pattern, these new collections continue to build on the supplier’s depth,

Albany riser/recliner

bringing retailers well-made, on-trend furniture, and will be exhibited alongside bestselling collections from the supplier

Sherborne Upholstery (stand A55, www.sherborneupholstery.

including TT and NT.

co.uk) is returning to the show after many years’ absence.

Such is the choice now available from Kettle Interiors that

There, the company will build on the success of its Virginia

it has had to occupy another stand at this year’s show for the

recliner/suite range and the Albany riser/recliner, together with

Essentials by Kettle Interiors brand of value-driven furniture.

the Malham care recliner with polished showwood knuckles and

Suitable for in-store promotions and online offers, the Essentials

the popular optional adjustable lumbar support available on all

by Kettle Interiors collection was designed to deliver the optimal

riser/recliners.

combination of quality and value. With oak and painted ranges for dining and bedroom, it is set to help retailers grab consumers’ attention. including the popular new Elegance and Eton sprung mattresses.

A good cross-section of established top sellers will also be on display – some in new covers, which will be seen for the first time.

The Sherborne Adjustable Bed range will also be shown, including the popular new Elegance and Eton sprung mattresses.

Stand B70 at Manchester Centra 14th - 16th July 201

Sussex

Whitemeadow (01623 555660, www.whitemeadow.com) will return to the show for the sixth time, and will exhibit in the Cobden Room in the foyer.

The business kicked off the year with its best-ever performance at the January Furniture Show, and has high hopes of replicating that success in Manchester, where it will bring a range of home upholstery, beds, sofabeds and occasional pieces, plus a selection of Content by Terence Conran models.

As the chosen manufacturer of The Branded Furniture Company,

Tivoli

Alongside product launches, Whitemeadow will also present its

We will be launching a new & excitin collection several trade shows across Europe, the design and development team of sofas & has sourced new fabrics and incorporated the latest trends into the accent pieces to compliment our ranges, offering customers styles specifically suited to their market existing range. bestselling ranges in new fabric combinations. Having recently visited

and budget.

Head of group sales, Daniel Oscroft, says: “We love coming to the Manchester Furniture Show as it provides us with a vital mid-year touchpoint with our customers, and our offering just keeps getting

Whitemeadow will also offer a range of the new Orla Kiely Upholstery

bigger and better each year, so it’s definitely a firm favourite on our

models.

calendar!”

FN364_Pages.indd 44

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lstery.co.uk 2 691631

www.buoyant-upholstery.co.uk www.buoyant-upholstery.co.uk Telephone - 01282 691631 Telephone - 01282 691631

COME AND SEE US AT COME AND SEE US AT ANDMANCHESTER SEE US AT THE MANCHESTERCOMETHE MANCHESTER FURNITURE SHOW THE FURNITURE SHOW FURNITURE SHOW

Buoyant Upholstery build over a century’s Buoyant Upholstery build over a century’s Buoyantworth Upholstery build over a century’s worth of knowledge, experience and quality of knowledge, experience and quality worth of knowledge, and quality into every piece of furniture we make. into everyexperience piece of furniture we make. into every piece of furniture we make.

70 at Stand B70 at Stand B70 at Central Central Manchester Manchester Central uly 2019 14th - 16th July 2019 14th - 16th July 2019

new & exciting ofas & pliment our ge.

We will be launching a new & exciting We will be launching a new & collection ofexciting sofas & collection of sofas & accent pieces to compliment our accent pieces to compliment our existing range. existing range.

MADE IN THE UK

MADE IN THE UK MADE IN THE UK

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46 | Manchester Furniture Show Preview

DOMINATION THROUGH DIVERSIFICATION Corndell has undergone an impressive transformation. The heritage Cotswold cabinet brand is now enjoying a new lease of life under the stewardship of Global Home, which rescued it from administration in 2014 – and both businesses are returning to the Manchester Furniture Show this month to unveil new lines and reinforce recent releases, writes Paul Farley …

Ascot, Global Home

Guildford, Global Home

International container giant Global Home

for nationals including Dunelm and

Manchester, having enjoyed a rewarding

(stand B80) promises to bring three new

Harveys, and fulfils localised services for

Minerva members’ show in May. “People

ranges – the two-tone Guildford, compact

independents through regional hubs. And,

are loving the fact we’re diversifying from

Ascot, and an as-yet unnamed collection.

thanks to the onboarding of fresh design

the normal run-of-the-mill oak and painted

These will join earllier launches such as

talent, Global’s customers can expect

furniture ranges they see every day,” he

Hampstead, further expanding Global’s offer

further differentiation from its portfolio.

reflects. “The new ranges will be going into

Also under Melanie’s watchful eye,

the shops shortly, and even the older lines

beyond natural oak towards an increasingly colourful portfolio.

“Guildford’s a more compact and refined

there’s a similar story taking place at Corndell (foyer 2). New ranges such as the

like Annecy and Nimbus are repeating well.

“At Stoneleigh, we took close to £40,000

version of what we’ve done before,” says

mix-and-match St James’ Range (which hits

worth of display orders. Our stand looked

Global’s design director, Melanie Mills.

shopfloors at the end of this month) and

great, we kept our pricing keen, and we

“There’s a new Shaker leg and rounded

the concrete-topped Austin are fast helping

opened or welcomed back around 15 new

edges, and it’s around -25% smaller,

realign perceptions of the brand, positioning

accounts. We’ve got plenty to get our teeth

making it more suitable for most modern

it as expressive yet commercial.

into.”

It’s taken a steady hand and stamina to

Maarten describes Corndell’s progress

“Before these, we didn’t have any two-

bring the company back into the black. Upon

as a steady consolidation. Despite the rare

tone ranges that were substantially different

his appointment as director three years ago,

“frustrating supply chain glitch”, the

to anything else on the market, so we

ex-banker Maarten van Eden implemented

refinement of the quality and delivery of

amended what we had, softening the edges

a strategy to overhaul Corndell’s cost

its products over the last five years has left

to really deliver something that retailers will

architecture and factory supply chain in

it, and Global Home, well regarded by their

find easy to sell.”

Witney, Oxfordshire, and, with the ongoing

customers – many of whom will be glad

help of its new parent company, diversify its

of the opportunity to see what’s new in

product offer and customer base.

Manchester this month.

homes.

Global continues to specialise in FOB mixed container supply, and does substantial business with retailers large and small. It’s a preferred cabinet supplier

FN364_Pages.indd 46

This year, sales are up +10% so far, says Maarten, who is looking forward to

www.corndell.com www.globalhomegroup.com

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St James’

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48 | Manchester Furniture Show Preview

KETTLE DEMONSTRATES DEPTH, QUALITY AND VALUE With preparations for the Manchester Furniture Show well under way, Kettle Interiors (stand C10), is putting the finishing touches to its stands for the exhibition, where it will unveil new collections and present its Essentials by Kettle Interiors brands (stand D14) …

MN Dining

CO Dining

Releasing two new dining collections under its Kettle Interiors collection, the supplier is affirming its commitment to delivering retailers well-made furniture that pushes forward with the latest trends. Combining industrial influences with the natural appeal of oak, these new collections stand out from the crowd, and promise to be well worth a look at this year’s show.

“Kettle Interiors has built a reputation for well-made furniture that has wide, mid-market appeal,” explains sales director Simon Ainge. “We’ve always been known for our classic and modern oak and painted collections, but recently we’ve been pushing forward with the development of lines that add a new dimension. With the aim of offering our retail partners even more choice, these new collections certainly have

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Manchester Furniture Show Preview | 49

impressive in-store value, whether through time-limited promotions or everyday low pricing, the Essentials by Kettle Interiors collection is ready and waiting, and comes with the same great service as always.”

Supplying all ranges from UK stocks, Kettle Interiors is investing heavily to ensure that it can service the needs of all sizes and types of furniture retailer, delivering through its Wholesale (free delivery from £250), Stockist and Container packages. Alongside anytime account access and ordering through its trade-only website, Essentials by Kettle Interiors promises to offer retailers the value and flexibility required to compete at the sharp end of

TT Living

today’s retail environment.

With both established collections and new

a really strong sense of identity, and we’re

retailing has grown, we felt that we needed

introductions on display – plus the high-

looking forward to showing them for the

to provide our customers with ranges

value Essentials by Kettle Interiors options

first time to visitors at this year’s show.”

that could help to grab the attention of

– the depth, quality and competitiveness

consumers through value.

now offered by Kettle Interiors will be hard

Packed with quality features including metal runners and soft-close drawers,

“And so, we created the Essentials by

to miss at this year’s Manchester Furniture

these ranges will be presented alongside

Kettle Interiors collection, removing the

Show.

the supplier’s existing oak and painted

pricing policy of our normal furniture

T 01536 444960

collections. With bestselling ranges such as

ranges. Allowing retailers to deliver

E sales@kettleinteriorsagencies.com

TT, the stylish Scandi NT collection and the new MN collection, NTP, Kettle’s stand will offer impressive depth, while demonstrating the quality of furniture offered by the brand.

Reinforcing the supplier’s expertise in creating well-made furniture with wide appeal, Kettle Interiors provides retailers with one of the most diverse collections currently available from a single source, and with fast service from a large UK stockholding.

Launched at this year’s January Furniture Show, the Essentials by Kettle Interiors brand will also be on show in Manchester, with the entire collection appearing on a dedicated stand (D14).

Highlighting the importance Kettle is

Part of Kettle’s Mirror Collection

placing on these value-driven collections, the stand will present oak and painted collections for both dining and bedroom, as well as the supplier’s recently expanded ranges of upholstered dining chairs and mirrors.

Each Essentials by Kettle Interiors collection is designed to offer an unbeatable combination of quality and value. With oak and painted ranges such as GAO Dining and RA Bedroom, there is no doubt that the brand also offers impressive choice, making it a tempting proposition for retailers looking to capitalise on headline-grabbing offers.

Simon explains: “Our Kettle Interiors collections have always been known for quality, but as market conditions have continued to toughen and online furniture

FN364_Pages.indd 49

SW Bedroom in grey

25/06/2019 13:29

Trent from the Urban Attitudes Collection

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25/06/2019 13:29

Elegant opulence Allow your customers to indulge their creative flair with a selection of high quality attractive colourways on every La-Z-Boy range.

View our largest collection of new product launches at the 2019 Manchester Furniture Show, Central Hall Stand C20.

www.la-z-boy.co.uk

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52 | Manchester Furniture Show Preview

LA-Z-BOY – BUT NOT AS WE KNOW IT La-Z-Boy UK (stand C20) is set to present its largest-ever stand and selection of new products at the Manchester Furniture Show. Building on the warm reception its 2019 models received at the January Furniture Show, the world-famous recliner brand will introduce a full stand of new ranges – 15 in total. Marketing director Mark Draper explains the thinking behind the collection, and what visitors can expect from the La-Z-Boy stand this year …

Augustine

“There is a distinct theme behind all our

and to allow current stores some options to

as power and manual recline as well as static

new designs, and buyers will notice a

attract a broader selection of consumers.

models, La-Z-Boy will introduce a refreshed

contemporary edge, with detailing that’s

“While all the products are very

pedestal chair collection and a new sofabed.

not normally associated with the La-Z-Boy

recognisable as La-Z-Boy, we’ve gone the

New storage footstools that double

range,” says Mark. “We wanted to give

extra mile to add thoughtful detailing that

as handy guest seats are expected to be

stockists a taste of something different –

gives a fresh twist.”

particularly popular. With minimal effort,

both to widen our appeal to new retailers

In addition to 11 new groups, all available

the cushioned stools provide a nifty extra seat for visitors – ideal for living rooms where space is at a premium.

“We’re really looking forward to the show and are confident that our latest ranges will attract a lot of attention,” Mark continues.

“With our largest-ever stand at Manchester, we’ll have a strong presence that underlines our strength as a brand and our position in the marketplace. We always love to hear first-hand feedback from customers, and we use this to keep our product line relevant and desirable.

“La-Z-Boy is now more recognised and searched for in the UK and Ireland than ever before, and our ever-growing product range helps our retailers capitalise on our brand power and maximise revenue from every

Trent

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sale.” www.la-z-boy.co.uk

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54 | Manchester Furniture Show Preview

Wood and laminate glides Quick, durable and economical, the

tear, noise, and stress on joints. Easy to

Quickclick Glide System, exclusively

install, and a durable, long-term solution,

available from Stroolmount UK (stand 2A,

Quickclick protects all furniture, enabling

01942 271271, www.stroolmount.co.uk) is an

the legs of dining chairs and tables, bar

ingenious, multi-award-winning furniture

stools, sofas and lounge chairs to glide

and floor protection system, and the first

smoothly across the floor without jamming

in the UK to use interchangeable and

or becoming caught in carpet fibres.

replacement glides.

Quickclick has been designed to protect floors and furniture, reduce wear and

The system’s components are available in bulk for manufacturers, or packaged for

Smart Occasional (stand A60, 01937 589188,

designer Paul Stott to develop a new range

www.smartoccasional.co.uk) has been

of products specifically to meet the needs,

trading for just over six years, wholesaling

requirements and price expectations of

a range of oak and painted occasional and

today’s customers.

bedroom furniture that has evolved a great deal in that time.

FN364_Pages.indd 54

Carpet glides

retailers.

The fresh new range of oak occasional and painted furniture, Hudson (pictured),

The business has seen the furniture

will be rolled out over the next six months

trends change dramatically over the last

– and the initial pieces will be on show at

year, and so has worked with furniture

Manchester Central.

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www.globalhomegroup.com 01872 223523

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56 | Manchester Furniture Show Preview

RENEWED FOCUS ON BESTSELLERS ACROSS THE HOME This year’s show will see TCS (stand A65) reassert its focus on the independent retailer, offering the latest lines designed to help them make the best use of limited floor space and maximise profits …

Outwood, from the Designer collection

From concepts such as Your Sofa Your Way,

giving retailers the ability to offer thousands

collections, each available in up to 12

Motion and Designer sofas, to space-saving

of options from a single floor model.

colours and with new space-saving stands,

carpet displays and mattress PoS areas, TCS

In bedroom products, the popular Royal

lecterns and swatches, all of which have

aims to ensure independents make the best

Coil collection has been further expanded

been designed specifically for independent

of every square foot of their showrooms.

with the introduction of the Natural Sleep

retailers.

After examining its best-performing

collection, and will be bolstered by the new

With the ability to order rolls or cut

models, and following consultation with

Superb and Supreme mattresses, which

lengths, traditional carpet retailers or

stockists, the company has decided to

complement the existing Royal Coil Essence

furniture stores with limited space for

increase the stock levels of its leading lines

and Opulence. Joining Royal Coil are the

carpet can more easily join the TCS family

while reducing overall stocks – a move

high-value Contemporary Sleep mattresses.

and improve their showroom traffic and

which has been welcomed warmly by the

In dining, there will be recently

profits, says Thomas.

introduced fabric dining chairs, which come

TCS offers products for every room in

in velvets to sit alongside leather-look high-

the home, at competitive price points with

Collection of sofas, which brings together

backs and solid-wood diners, and work well

space-saving displays – and will come to

leading models with added features to

with the dining tables on offer.

this month’s show armed with the best of

trade, says TCS. These include the new updated Motion

allow customisation of each, specifically

At this year’s event, MD Thomas Small is

these, plus several tantalising special offers.

for end-users’ needs. Available in semi-

especially keen to unveil an updated carpet

T 00353 429 351351

aniline Italian leather, cost-saving leather

collection. On display will be 18 distinct

www.tcsimports.com

gel or soft-touch, British-designed fabrics, the collection is flexible enough to give the customer the coverings and combinations they desire.

Each model comes in three-, two- and one-seater variants, with manual or electric recliners, extension pieces, cinema extensions, corner units and end pieces, offering a wealth of options and price points.

Another of TCS’ successes in recent years

F F B

is its British-made Designer Collection of fabric suites, and this year sees the company add its trademark options to it, with an array of options for individual models –

FN364_Pages.indd 56

Paige corner, part of the Motion collection

E

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FEBLAND FURNITURE | LIGHTING | ART & GIFTS

Fun ky Gi f t wa re

Mosa i c Gla s s La m p s

Bespoke & Contract Furniture

F a bulous Accessories

Come to our Blackpool Showroom for all the latest in Modern Furniture, Lighting, Ar t & Gif tware

FEBLAND GROUP LTD ARE EXHIBITING AT

COME VISIT US ON

STAND D56

FOR THE LATEST IN

FURNITURE LIGHTING ART & GIFTS

Febland Group Ltd Flag House, Ashworth Road Blackpool, Lancashire, FY4 4UN

SHOWROOM OPEN 7 DAYS A WEEK

Email: info@febland.co.uk

tel: 01253 600 600

FN364_Pages.indd Full page USE.indd 57 1

M o N - F R i 9 A M - 5 : 3 0 p M S At 9 A M - 5 p M S U N 10 : 30 A M - 4 : 30 p M

Web: www.febland.co.uk

25/06/2019 17/06/2019 13:29 16:07

Furniture News MFS DPS Advert 2019

17/6/19

12:58

Page 1

Tate, the art of dining

MFS FOYER 1 01249 821 748 rowico.co.uk

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60 | Manchester Furniture Show Preview

ROWICO PROMISES “SUMPTUOUS” STYLE An advocate of unique design spanning the past 50 years, Rowico always looks forward to launching new products at the UK’s leading trade events, and this summer’s hottest furniture show is no exception …

Warwick Ivory

This year will see the award-winning

Making its debut centre stage will be the

everyday rooms will transform them into appealing social spaces.

Rowico UK return to its customary location

redevelopment of Rowico’s Oxford. Already

in Foyer 1 with another impressive display

dubbed “the next Purbeck” by the supplier,

theme, and new products and range

this unique eight-piece dining collection

contemporary dining and casual chairs,

expansions to further strengthen the

harnesses nature’s imperfections in its

reinforcing the alternative designs,

company’s already-impressive offer.

natural driftwood tops, enhanced by hand-

comprehensive colour variations and

painted monotone undersides with striking

material finishes available, with firm

X-frame features.

favourites and new models alike on display.

The popular Bowood Day and Windermere Collections joined Rowico’s living and dining folio in early 2018, alongside the promise of complementary bedroom pieces to come.

Next is Maya rattan. Made entirely by

Rowico will again bring its full offer of

Following a well-received pilot, the

hand using organic materials, this range

Manchester show will also see the release

has also been under development, and will

of Rowico’s collection-specific consumer

Rowico has chosen Manchester Central as

see the addition of an attractive bar table

literature, designed specifically to support

the launchpad for seven new lines, which it

and well-proportioned matching stools with

trade customers.

believes to be its “most sumptuous bedroom

stone-coloured seat pads. Rowico suggests

T 01249 821748

range developments to date”.

that the integration of these rich pieces into

www.rowico.co.uk

Proving to be a company of its word,

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Full pag Sherbor

Virginia

New optional Lumbar Adjustment

Hampton

We are delighted to be returning to the Manchester Furniture Show this year, after many years’ absence, where exciting new model and cover launches will be unveiled.

These will build on the tremendous success of our new January introductions including the luxurious and versatile Virginia range, the popular Malham Riser Recliner in both Soft Covers and Leather and new sprung mattresses for the Adjustable Bed ranges. Also proving to be extremely successful is the Adjustable Lumbar Support option on all Riser Recliners.

Malham

5Guarantee Ye a r ON ALL ELECTRICAL COMPONENTS, ACTIONS & FRAMES

So be sure to see our latest new offerings at this year’s Show.

Sherborne Upholstery Limited Telephone: 01274 882633 sales@sherborne-uph.co.uk www.sherborneupholstery.co.uk (including Product Customiser to view all Fabrics and Leathers)

FN364_Pages.indd 61 Full page USE.indd 1 Sherborne Cabinet Advert June 2019.indd 1

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62 | Manchester Furniture Show Preview

Blenheim

Sweet Dreams (stand C80, 01282 830033, www.sweetdreamsuk.com)

Sunset sofabed

The range of British-made accent chairs launched in January has

is looking forward to returning to the show this year to show three

also performed well and will be on display, while the company’s

main collections – upholstery, sofabeds and bedroom cabinet.

recliners from overseas always satisfy the UK market – Sweet

The upholstery collection features models that crafted at Sweet

Dreams plans to present several prototypes.

Dreams’ Lancashire premises, as well as models imported from

In sofabeds, the Dusk chaise, together with Twilight, Faith and

overseas. The collection has proved popular with retailers as the

Dawn, have proved bestsellers. These British-made models feature

sofas and chairs cater to the market’s demands in terms of sit and

differing actions, and offer a combination of quality and value,

specification – as well as compliance. Sweet Dreams is a member of

meaning living room plus comfortable overnighting. A new model in

SATRA, and its new testing centre at Sweet Dreams’ Scholefield Mill

the range, Sunset, will be launched at the show.

ensures high standards.

New launches include the 3-2-1 Blenheim and an attractive scatterback sofa.

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Sweet Dreams launched a collection of ready-assembled cabinet in January and is adding to this range, providing reliable and attractive products that promise to look the part in any modern bedroom.

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VIEW THE NEW RANGE Manchester Furniture Show July 14-16, 2019 Stand A60

S M A R T O CC AS I O N A L’ S BRAND NEW RANGE

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64 | Manchester Furniture Show Preview

PROTECTING RETAIL PARTNERS THROUGH ADVANCED TRAINING With the trade going through a generally tough trading period, award-winning mattress protection specialist Protect-A-Bed (stand E40) is working hard to help bed retailers grow profits despite waning footfall. Protect-A-Bed’s national sales manager, Paul Lake, explains how the company has intensified its training programmes to ensure its retail partners succeed …

Cool mattress protector

“In a year in which the volume of customers has declined, focus on each customer who

Protect-A-Bed’s Platinum Club members benefit from attractive display bays

Cloud mattress protector

of experience, built on a singular focus.

This includes a unique sales training and

walks through the shop door has never been

motivational programme, our best-in-class

more important,” says Paul.

mattress protection collection and bundled

“We know we can help any store reach

guarantees, new state-of-the-art display

a 50% attachment rate, or higher. As a

bays, award-winning customer services and

business, we are constantly looking to help

claims resolution, and a next-day delivery

drive sales for all of our retail partners – but

service where required.

specialist training is vital to unlock sales

“The Platinum Club is a way of bringing

potential, and our Protect-A-Bed team are

together the very best elements of what we

incredibly adaptive, and able to support this

have to offer, and what we know works well

in any retail environment.

to build sales. Put the market-leading brand

“We support this training through a bespoke reward system, the Protect-A-Bed Platinum Club. Since launching the Platinum

to work for you, and Protect-A-Bed will increase your profitability.”

Paul concludes: “Protect-A-Bed’s ability

Club, the results have been excellent – both

to upskill your team and increase your

existing and new partners have joined and

sales revenue by maximising every sales

are benefiting from the focused approach to

opportunity has been well documented. We

growing sales.”

can manage every step of the process for

Simon Zamet, Protect-A-Bed’s CEO,

you and build a reward scheme through

elaborates: “The Platinum Club has

the Protect-A-Bed Platinum Club. There

been designed to build, recognise and

is nothing to be lost, and everything to be

reward success with unique promotional

gained.

and discount opportunities, sponsored incentives, tailored PoS solutions and membership rewards.

“Protect-A-Bed have developed a world-class programme honed over years

FN364_Pages.indd 64

“Why would you not act now?”

Meet the team in Manchester to find out more.

T 02087 310020 E sales@protectabed.co.uk

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11:31:19

V I S I T U S I N T H E CO B D E N R O O M AT MANCHESTER CENTRAL 14 -16 T H J U LY 2 019 W W W.W H I T EM E AD OW.CO M

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12/06/2019 25/06/2019 13:37 13:29 09/05/2019 11:31:20

ALPHA D E S I G N S

Trigano Visit us at the Manchester Show, 14th-16th July 2019, Stand D18

ALPHA DESIGNS UPHOLSTERY LIMITED T: 01902 492937 F: 01902 493700 E: sales@alpha-designs.co.uk Unit 1, Stag Industrial Estate, Oxford Street, Bilston, Wolverhampton WV14 7HZ

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25/06/2019 14/06/2019 13:29 09:20

T

BIG

Q ES

Royce Clark (Grampian Furnishers)

Emma Leeke (Leekes) Derek John Young

January Show NEC – it still is where the

(@derekyoung888)

bulk of business is done for UK retailers Gav Boden (GB Agencies)

although the JFS at the NEC has certainly become more hospitable in recent years, and

wrong time of year. Period

it’s the best for choice, variation and ease of access (#JFSNO1!)

The organisers make it possible for the

Colin Wolfson (@colintywolfson)

exhibitors to build bigger, design-inspired stands, and the product development which narrow-mindedness which we see forced

Brussels certainly is the best at hospitality,

There’s too many of them at the My favourite furniture exhibition is Milan.

is shown there isn’t stunted by any kind of

TIO N

What do you think? From emerging trends to the latest business principles, Furniture News is setting out to gauge the trade’s feelings on a variety of industry-specific topics.

This month, we’re asking …

The City of Glasgow College furniture show is the best (I am biased because it is my alma-mater!)

Dids Macdonald (ACID, The Furniture Makers’ Company) January Furniture Show, as it brings a diverse selection of mainly British companies under one roof to celebrate many

on us by the British public. The keeping-

of our world-class exemplars, and it also

up-with-the-Jones’ attitude of the British consumer prevents new, out-

gives us a local chance to catch up with

there designs being successful, which

what is new and exciting in the sector, in

leads the suppliers/manufacturers here in the UK to be far too safe with designs, colours, etc Jan Turner (AKA PR) January Furniture Show – probably because I’ve been going every year for more than 20 years and it’s a key event in AKA PR’s calendar Nick Garratt (BFM) UK, January Furniture Show.

What’s your favourite furniture exhibition?

the flesh Nicky Stephen (Nicky Stephen Marketing) Las Vegas Market!

Roy Beagent (Minerva Furniture Group) Cologne. A great show, variety, and a vast range of products from international suppliers Steve Adams (MattressOnline) We enjoyed the January Furniture Show at

Overseas, Milan

the NEC this year. It had a good pace and a real vibrancy about it

Jessica Alexander (NBF, AKA PR) The Bed Show, of course!

Family Window (@familywindow) Rob Scarlett (Scarlett Design)

We really like Salone Internazionale del

Cologne. Milan without the posturing

Mobile di Milano, for its high-end brands’ presence and exposure to social media Carlos Bessa (Mobile Magazine) imm cologne

Keen to share your answer to the next big question? Follow @FurnitureNewsED on Twitter to have your say!

D

k Z

19 09:20

HE

U

o

The Big Question | 69

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Mark A Jackson (@brookhillmark) Las Vegas Market speaks for itself!

Rieneke Kok (Interior Business) I always liked the fair in Brussels. For the Dutch market, this is where you can do your buying. And the Belgians really know how to

Mike Murray (Land of Beds) As a company, we go to many excellent industry events – however, if we had to pick one, it would be the National Bed Federation’s Bed Show at Telford each September. It houses the biggest number of bed suppliers under one roof at any time in the UK, with the added benefit of the Gala Dinner and awards show, which is excellent for networking and socialising with colleagues. It’s a fantastic night of celebration for our industry – recognising quality, excellence and innovation

mix work with pleasure, very hospitable

25/06/2019 13:29

DINING ROOM

70

The GAO Collection from Essentials by Kettle Interiors (01536 444960, sales@kettleinteriorsagencies.com) is a high-value

Lily

oak living and dining range. Delivered in a light oak finish with brushed metal handles, it has an elegant, modern look that

This year, Mark Webster Designs (www.markwebster.co.uk)

promises wide appeal.

continues to develop its dining, bedroom and occasional wholesale

As part of the Essentials by Kettle Interiors brand, GAO is free from pricing policies, allowing retailers to set their own

offer.

With two new ranges (Waterford and Hemmingway) added

benchmark pricing for in-store promotions and window displays.

to its bestselling country lifestyle painted collection, plus new

Featuring a range of pieces, including three sizes of dining table,

collections of rustic/salvaged dining arriving for the autumn, the

four sideboard options and a range of TV units, side tables and

company continues to evolve to meet market demands.

bookcases, the collection can accommodate a wide array of needs, from starter apartments to family homes.

In addition – running alongside Mark Webster Designs’ bestselling Lily dining range – there will be Lily bedroom, which

Available through Container, Stockist and Wholesale packages –

comes into stock in September, while new contemporary oak

the latter with free delivery from just £250 –the GAO Collection is

bedroom furniture will be launched in the autumn, ready for the

held in UK stocks for fast nationwide access.

winter sales.

Beautiful For Armchairs - Current Best Sellers Something The Conservatory Or Veranda

High Back High Back Slat Granddad Slat Granddad Chair Ref. 122 Chair Ref. 122

High Back Slat BackSlat Back Fiddle Back High Back Rocking Chair Rocking Chair Rocking Chair Fiddle Granddad Fiddle Granddad Chair Ref. 123 Chair Ref. 123 Ref. 126 Ref. 126 Ref. 127

Smoker’s Fiddle Back Bow Chair Rocking Chair Ref. 125 Ref. 127

QUALITY EUROPEAN (BEECHAND AND OAK) CHAIRS QUALITY EUROPEANHARDWOOD HARDWOOD (BEECH OAK) CHAIRS ALL AVAILABLE FROM STOCK FINISHING SERVICES AVAILABLE EMAIL OR CALL

ALL AVAILABLE FROM STOCK FINISHING SERVICES AVAILABLE EMAIL OR CALL US TO REQUEST A BROCHURE AND PRICELISTLARGE OR SMALL QUANTITIES US TO REQUEST A BROCHURE AND PRICELIST LARGE OR SMALL QUANTITIES DISCOUNTFOR FOR COLLECTION COLLECTION DISCOUNT Please visit our website to see our full ranges - WWW.MANDPCHAIRS.CO.UK Please visit our website to see our full ranges - WWW.MANDPCHAIRS.CO.UK All enquiries to: Mike Hodgson – mikehodgson@gmx.com • Call: 07802 648383 Allor enquiries to: Mike Hodgson – mikehodgson@gmx.com • Call: 07802 648383 Paul Hodgson – paul.holroyd.hodgson@gmail.com • Call: 07469 819520 or Paul Hodgson – paul.holroyd.hodgson@gmail.com • Call:

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07469 819520

13/06/2016 10:42 14/06/2019 11/06/2018 08:50 11:30

25/06/2019 13:29

YeOlde

YOTFC

LTD

Ye Olde Traditional Furniture Company

www.yotfc.co.uk

YOTFC produce Solid Oak, Beech & Pine Chairs,Tables, Stools, Cabinets and Components.

We offer on site, comprehensive bespoke polishing and upholstery services.

Deliveries are made by our own dedicated vehicles, customer collection or by pallet/carriers where “Just in Time� is the order of the day.

tel: 01604 890 956 | email: md@yotfc.co.uk | brd@yotfc.co.uk 3 Roe Farm, Whiston Road, Cogenhoe, Northampton, NN7 1NL FN364_Pages.indd 171 YeOldeJuly19.indd

13:29 25/06/2019 09:23

72 | Dining Room

Oak Bergen in a taupe weave

Oak Calder in light grey

Oak Stockholm in a taupe weave

Seville

“The continued uncertainties and relative

established manufacturers and suppliers

and pine chairs, stools and tables – working

weakness in the marketplace, generally -

who have been in the business for many

with both retailers and contractors. Able

probably at least in part the consequence of

years, and who know their customers,

to offer sound, practical, advice, plus keen

Brexit, so likely to persist for a while yet –

actually hold stocks (so they don’t have

pricing and good lead times (either from

don’t do any of us any favours,” writes Peter

too), and can continue to offer choice with

stock or bespoke), for a mix of traditional,

Woodman, founder of Woodman Chairs

innovation and flexibility, for enquiries both

time-served and innovative designs, the

(01884 841789, sales@woodmanchairs.

big and small.”

company invites enquiries, says Peter:

co.uk).

“So, in challenging times, it’s very helpful and comforting, then, to know there are

Woodman Chairs prides itself on its

“If you want reliable supply, choice, and

industry experience and knowledge of the

a friendly, competent, service, contact us

solid wood furniture business - oak, beech

now.”

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12/06/2019 10:28

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BEDS & BEDROOM

74

The award-winning Monaco from German bedroom manufacturer Wiemann (www.wiemannuk.co.uk) provides a comprehensive selection of versatile wardrobes. Its main feature is the innovative 90° corner unit that features panoramic two-door opening to Barnsley-based manufacturer Aspire Furniture

access the full space behind with ease.

Simon Hewitt, MD of Wiemann’s UK agent Litmus Furniture,

(www.aspire-furniture.co.uk) combines traditonal skills, modern

says: “Monaco has been a hit for Wiemann. Its smart, clever corner

methods and the latest materials to create a large range of beds,

option has been a real talking point with retailers. It comes with

divan beds, headboards and mattresses.

contemporary carcass colours including white, champagne or

Established in 2013, Aspire has gone from strength to strength,

pebble grey, and the same in door fronts in both matt and glass

first as a wholesaler, then as a manufacturer and exporter, selling

finish or with mirrors. Handles are black or silver.”

to the likes of Tesco, Next, Dunelm and Wayfair. The company

Monaco is available in a single-door unit (50cm wide) to a full

prides itself on working closely with its customers to develop the

3m run with up to eight hinged bi-fold doors. Doors are available

most effective manufacturing processes, marketing materials and

full-length, or combined with drawers below, while matching beds

logistical processes for their needs – always with an eye on the

and additional storage chests are also offered.

commercial value and quality of the product.

The contemporary range comes in a choice of three finishes

To assist its export activities, the firm began working with the

– champagne, havana or white – and mirrored doors are also

Department for International Trade (DIT) last year, and predicts a

available.

+50% increase in turnover this year.

Harmony Furnishings’ (01902 459898,

dividends, with June seeing the introduction

in 7-10 days. This allows retailers to sell

www.harmonyfurnishings.co.uk) director,

of the first phase of interior and exterior

with confidence knowing that customer

Jason Stone, says he has been overwhelmed

optional packages such as extra shelves,

orders will be fulfilled quickly, a must in

by the success of the company’s new

hanging rails and LED light packs. These

today’s retail environment.

bedroom collections.

essential options will be complemented at

Jason adds: “The Genoa Collection

the end of the year with further optional

features a light oak exterior with linen-

are the result of 12 months’ consultation and

extras, allowing customers to create stylish,

lined interiors matched to high-gloss grey

development, which focused on meeting the

functional, individual bedroom storage

fronts. This combination has proved very

needs of today’s bedroom furniture retailer.

solutions.

popular with retailers. Retailers have reacted

Launched earlier this year, the collections

The “future-proofed” design features of

Being stocked in Harmony’s central UK

particularly well to the wardrobe’s vertical

the new bedroom collections are now paying

warehouse ensures fast delivery – typically

build system and in-built quality touches.”

Genoa

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Genoa

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76 | Beds & Bedroom

SDEB ATSEIS

eciohC gnignahC efiL A

DERUSSA YTILAUQ & TROFMOC 6891 tsE

Sublime

The Softheads Group, which consists

Exquisite

springs), Oriana (6000 pocket springs),

Although produced on the same site as

of Siesta Beds (0121 773 9969, sales@

the Siesta and Mayfair beds, the new range

Azura (5000 pocket springs) and the Aurora

siestabeds.co.uk), Mayfair Beds and

has its own dedicated production area. Made

(3000 pocket springs) – all these models

Mulliners Beds, reports that it has

by skilled craftsmen, the range embraces

are available with sprung edge, firm edge/

performed well in the present climate

some of the finest materials along with the

sprung centre, and firm top bases.

thanks to the introduction of its new gel-

high level of spring count and craftsmanship

encapsulated, natural bamboo, copper-

expected from a premier range.

infused latex and Supreme collections.

A new contract range will be rolled out at this year’s NBF Bed Show. Although the group has long offered a selection of hard-

Softheads Group is committed to the the quality of its products and service.

wearing products, up to now they have not

is the premier range produced at the

All models are hand side stitched and

been offered as a bespoke collection. Those

Mulliners Works in Birmingham, which

upholstered with cashmere, silk, mohair,

unable to attend can book a showvan visit

has been associated with high-quality

wool or bamboo.

with their local area agent, or visit the

Its Mulliners Hand Made Beds collection

manufacturing since 1861.

group’s showroom.

They include Arcadia (8000 pocket

Leading vacuum-packed, rolled and boxed mattress producer Breasley’s (01629 823680, www.breasley.co.uk) partnership with Brook + Wilde to produce the brand’s Elite range has gone live.

The bed manufacturer has teamed up with Brook + Wilde as the exclusive supplier of the high-end collection for bricks-andmortar retailers. The range is available in single, double, king and super king sizes, and three comfort levels – soft, medium and firm.

sgnilliF ooEach bmElite aBmattress laruconsists taN of eight layers which provide high levels of support. cirbaf hfunctionality, cuot ftocomfort S lecand ne T These include a removable, washable cover and a de ftuprotector.

T dna H is a thermomemory foam There

000,3 oobmaB

regulating top layer and a refreshing natural

sgnirpS detekcoP + Wilde as the exclusive supplier of the

balm to aid deeper sleep, plus a higher level

in line with the brand’s objective of being

of moisture evaporation to keep the sleeper

the default luxury mattress within the rolled

Elite mattress range for bricks-and-

cool. Advanced wave technology supports

mattress sector.

mortar retailers, based on our reputation

Elite is the most premium mattress available

skroW srenilluM ,daoR n eerG yelsedroB 451 an exciting addition to our higher-end headboards and bed bases from Breasley’s rolled, mattress upmarket Salus collection. This includes a ,neecollection rG yand eldelivers sedanroB exceptional level of comfort and choice.” new ottoman storage base, or divan bases mah gnimriB Brook + Wilde.supports reforestation, with optional storage options and choice of planting a tree for every mattress sold. In plush fabrics. .YB1 8B addition, the company operates a zero-toSales director Rob King says: “We are

in the bed-in-a-box sector – an aim that is

delighted to have been selected by Brook

springs support the individual’s movement.

mattress 147 667 12The 10 xadoes F not require turning or rotation, and comes with a 10-year guarantee and 100-night trial.

According to Breasley, the Brook + Wilde

FN364_Pages.indd 76

The collection is available with a choice of

for customer service. Brook + Wilde is

landfill policy.

ku.oc.sdebatseis@selas liamE

25/06/2019 13:29

Email sales@siestabeds.co.uk

699 377 1210 :leT

shoulder and hip alignment, while pocket

Full pag

SIESTA BEDS COMFORT & QUALITY ASSURED

A Life Changing Choice

Est 1986

Bamboo 3,000 Pocketed Springs

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

B8 1BY.

Natural Bamboo Fillings Tencel Soft touch fabric Hand Tufted

Tel: 0121 773 9969 Fax 0121 766 741

Email sales@siestabeds.co.uk Full page USE.indd 1 FN364_Pages.indd 77 Email

sales@siestabeds.co.uk

18/06/2019 25/06/2019 08:57 13:29

78 | Beds & Bedroom

Part of the new showroom

GALLERY FRAMES NEW RELEASES AT IN-HOUSE SHOW As part of its ongoing commitment to customer service, Gallery Direct held an at-home event at its Wiltshire factory in May to offer clients the chance to look behind the scenes and see new products …

At the factory, Gallery produces divans,

with the improvements we have made at the

opportunity to adapt the labelling, giving

mattresses, upholstered bedsteads and

site – especially on the production floor and

them exclusive own-label products. For

headboards, as well as sofabeds, sofas and

in the showroom.”

larger orders, Gallery will work with clients

chairs, and guests at the at-home event

On the mattress side, as well as its

saw the team handcrafting made-to-order

made-to-order and in-stock Simply Sleep

products the traditional way, applying

collections, Gallery offers customers the

showroom, they had an exclusive preview

Sally Simmons, UK sales manager, comments: “All the new products were well received, with pre-sale orders taken – and

generations of skills and expertise.

During tours of the newly refurbished

to make mattresses to spec.

Hand side stitching

many customers liked the idea of ownlabel mattresses. As well as enjoying being

of the new products, which will not be

able to see the production side, our clients

officially launched until the NBF Bed Show

appreciated being asked for feedback on the

in September. These included: two mattress

new products and development ideas, and

collections – one based on luxury, the other

I’d like to thank them all for their input.

on innovation and technology; several

“The new concept bed was considered to

upholstered bedsteads; and an innovative

be a great idea, with some helpful comments

guest bed with added storage, ideal for guest

and thoughts being given. We showed them

rooms. There was also a new concept bed

a sofabed we are currently developing, and

which combines quality and conscience, and

took on board their feedback to help achieve

tells a compelling recycling story.

the right look. All in all, the event went

Berni Rowland, the factory’s operations director, says: “It was lovely to meet so many of our customers and to have the

extremely well, and is one that I am sure we will repeat.”

Those who were unable to attend can visit

chance to show them around our exciting

Gallery at the Bed Show on stand B50, where

new showroom and the factory so they could

they will be able to see new products, find

see the traditional craftsmanship and skills

out more about the company’s new concept

involved in the manufacturing processes,

bed, and discuss show offers with the sales

combined with new product technologies.

team.

The feedback we received from them was

T 01795 439159

incredibly positive. They were impressed

www.gallerydirect.co.uk

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Gallery - Jul

Our Barcelona Furniture Range This versatile round table with its smart marble top has a KD base for easy home access and will seat 4 perfectly for that bistro dining feel.

ROUND DINING TABLE W900 x D900 x H760mm

DINING CHAIR W440 x D500 x H860mm

View our full collection online www.gallerydirect.co.uk 01795 439159

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Gallery - July.indd 1

25/06/2019 18/06/2019 13:29 08:34

17/06/2019 08:17:24

80 | Beds & Bedroom

Bed Manufacturer of the Year (over £10m turnover) 2018, Harrison Spinks

NEW CATEGORIES FOR THE BED INDUSTRY AWARDS The Bed Industry Awards – honouring some of the brightest and best enterprises in the bed market – are back for 2019, and, to celebrate 10 years of the National Bed Federation’s (NBF) Bed Show, they have been given a makeover, with six new categories to enter in 2019 …

Renowned for recognising excellence in the

Innovation of the Year. From the entrants,

An independent judging panel will judge the

bed trade, the Bed Industry Awards celebrate

a shortlist of finalists will be published,

entrants before publishing a shortlist prior

the best inspiration, design and innovation

and judging by an independent panel will

to the Gala Dinner.

from bed manufacturers, suppliers and

take place on the afternoon of Monday

retailers.

16th September before the show opens for

Bed Show Gala Dinner on Tuesday 17th

business.

September at Telford International Centre,

The awards are free to enter, and all entries are submitted online.

“Our Bed Industry Awards are an integral

“However, if Innovation of the Year is a service or marketing initiative, rather than a

part of the Bed Show and the Gala Dinner,

product, this will be judged prior to the Bed

and this year we’ve shaken the categories up

Show,” adds Jessica.

to give them a new dimension,” says Jessica Alexander, executive director of the NBF. “The awards are well respected because we keep our judging panel independent. We

For retailers there are also three

The awards will be presented at the NBF

and tickets are now available to book via the Bed Show website.

More details on the 2019 awards – including how to enter and this year’s judges (including Furniture News’ Paul

categories to enter – Independent Bed

Farley) – are available on the Bed Show

Retailer of the Year, National Retailer of the

website.

Year and Pure Online Retailer of the Year.

www.bedshow.co.uk/awards

actively seek judges who are credible, bring industry knowledge and category-specific skill sets and have confidence in their decisions when assessing the entries.

“Competition is tough at the moment with budgets squeezed, but entering – and possibly winning – an award can help to differentiate businesses so they can stand out in a crowded marketplace, especially before consumers, who look at award wins as a mark of trust.”

This year there are three new awards for NBF manufacturers and suppliers exhibiting at the show – Bed of the Year, Accessory Product or Component of the Year, and

FN364_Pages.indd 80

Bed Manufacturer of the Year (under £10m turnover) 2018, Millbrook Beds

25/06/2019 13:29

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.

Register now:

FN364_Pages.indd Full page USE.indd 81 1 FN-page-BedShow-2019-main-A2.indd 1

www.bedshow.co.uk

@BedShow

25/06/2019 12/06/2019 10:15 15/04/2019 13:29 10:53

LIVING ROOM

82

Celebrity’s Westbury riser/recliner now features Mammoth technology, and as such is zero-VAT rated when applicable

CELEBRITY’S MAMMOTH PARTNERSHIP PAYS OFF Due to the extensive research and intelligence sharing between action furniture manufacturer Celebrity and health and wellbeing technology expert Mammoth, a newly re-engineered range of Celebrity ZipSpeed products are now in production, and are zero-VAT rated where applicable …

Due to the proven health benefits of

criteria, as stated in the relevant HMRC

technology is exclusive to Celebrity and

Mammoth’s medical-grade foam seating

guidelines.

fitted in all fabric Woburn (excluding legged

technology, all of Celebrity’s models

The benefits of the Celebrity Mammoth

models), Westbury, Somersby, Pembroke

designed to employ it qualify for a zero-VAT

models include promoting better circulation,

and Regent models as standard, at no extra

rating (for those eligible).

support and posture, and alleviating hip

cost.

Previously, Celebrity’s zero-VAT-

locking when sitting/standing. In addition,

Celebrity has also received a warm

qualifying furniture was restricted to riser/

Mammoth’s cooling airflow channels can

response to its new Aquaclean range of

recliner chairs, but thanks to the redesign

help reduce sweating, moisture and bacteria

fabrics, with repeat orders already featuring

and re-engineering of the collection to

build-up, for a more comfortable sit, for

in volume on the company’s production

incorporate Mammoth’s medical-grade

longer.

schedules. Meanwhile, the introduction of

foam technology, the qualification has been

Mammoth medical-grade foam seating

a new adjustable headrest offers customers

extended to include the manufacturer’s

the option of a new level of comfort on all

recliners, fixed chairs and settees.

Westbury, Woburn and Somersby dualmotor riser/recliners.

Mammoth’s medical-grade foam seating

Celebrity is always keen to keep up

technology has been specifically designed to help the chronically sick, catering for

with market trends, and these latest

conditions ranging from (but not limited

developments are proving positive for the

to) chronic respiratory and cardiothoracic

company. On top of this, Celebrity recently

conditions to spina bifida, amputation,

ran a series of successful stockist training

long-term immobility and chronic back

workshops to encourage retailers to update

problems.

their floor display models and benefit from these new advancements.

Celebrity is keen to emphasise that customers purchasing this furniture at thezero-VAT rate must meet the specific

FN364_Pages.indd 82

Aquaclean’s easy-clean fabrics are proving successful for Celebrity

T 01623 440626 www.celebrity-furniture.co.uk

25/06/2019 13:29

Full pa

All Celebrity ZipSPEED ranges have been reengineered to include Mammoth Medical Grade™ Foam Seating Technology as standard.

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www.celebrity-furniture.co.uk

info@celebrity-furniture.co.uk

11/06/2019 13:29 16:33 25/06/2019

FURNISHER

84

PREMIER INTERPRETS THE LATEST TRENDS Fifty Five South, the premium furniture, lighting and accessories brand from Premier Housewares, is an exclusive, thoughtfully curated collection designed for luxury interiors.

Consumers continue to be inspired by the

The brand is synonymous with exclusive,

and antique brass made it a fast favourite

limited edition products, and ranges that

among Fifty Five South’s retail and interiors

past when seeking to make a statement, and

celebrate artisanship. And, given the

customers.

this is reflected in the growing popularity

company’s industry-leading stockholding

Meanwhile, looking to provide a fresh,

of art deco. Fifty Five South references and

levels, buyers can stock their business with

contemporary take on mid-century design,

re-imagines this glamorous yet functional

Fifty Five South products within a matter of

the Kenso range departs subtly from Brando,

aesthetic in its Knightsbridge bedroom

days from order.

incorporating marble and leather into the

collection. One of the first Fifty Five South

designs, while retaining the core philosophy

bedroom collections, key reference points in

of this bold trend.

Knightsbridge include the juxtaposition of

One of the hallmarks of the brand is its meticulous attention to detail. Rigorous quality control ensures that the products are

mirrored surfaces with tactile nude fabrics,

carefully vetted to meet the highest quality

and bold lines softened by arcing planes.

Nordic looks also have a place in the

standards, and a great deal of research goes into the sourcing and designing process,

collection. According to the company,

with lots of time spent working closely with

Scandinavian design remains evergreen due

partners across the globe to develop unique

to its foundational principles, but continues

product lines.

to feel fresh thanks to the careful integration of new approaches. For example, Fifty Five

Crucial to the brand’s status is its agility when it comes to anticipating market

South’s upholstered Stockholm collection

demand. Every item in the Fifty Five South

remains unabashedly Scandinavian in look,

portfolio is developed in concert with

but allows buyers to integrate a splash of

current and upcoming trends in interior

colour into more neutral interior settings.

The brand offers Nordic dining with the

design.

Hampstead table and bench set, but the use

Mid-century style – a classic aesthetic, in which form follows function and traditional

of black A-frame iron to support the pale

materials mix with contemporary – is just

wood adds a surprising industrial edge.

Fifty Five South’s collections can be

one of the trends that has been gaining

explored fully on the brand’s website.

traction. Several years ago, Fifty Five South developed the Brando range, and its combination of richly-toned parquet

FN364_Pages.indd 84

Inside the new Fifty Five South showroom

T 0141 579 2000 www.premierhousewares.com

25/06/2019 13:29

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86 | Furnisher

Innovative designs featuring luxurious natural materials took centre stage at Libra’s (www.thelibracompany.website) bi-annual open week last month, as the brand launched over 400 new pieces.

The trend for high-end natural materials played out across Libra’s latest collections, with marble, metals, stoneware and glass featuring prominently across larger pieces of furniture, as well as in accessories and lighting.

Visitors were also introduced to two new themes, Elemental and Urbanite, both of which play into the demand for luxurious designs that take their cue from the natural world.

MD Paul McLaughlin says: “Consumers are increasingly looking for homewares and accessories that connect us back to nature, and you can find this trend reflected in our latest collections. Not only do luxurious natural materials form the basis for many of our new designs, we’ve also drawn inspiration from a soft, earthy colour palette throughout.

“Product personalisation is another key trend, and we’ve responded to this through collections such as Chancery.

Part of our new Urbanite theme, these dining and occasional tables Kelston House International (info@kelstonhouse.com) has

come with either a dark wood or

introduced its new collection this summer, Adele. This stylish

polished natural marble top.

collection of 10 occasional pieces, designed using simple lines, is

“Refreshingly, what these themes both tie into is a

constructed with solid mahogany.

bigger consumer shift towards

Painted off-white, and featuring smoked oak tops and brass set into the drawer fronts for that extra bit of detail, Adele has

product longevity, championing

attracted “excellent” early feedback and sales – Kelston House

considered, long-term purchases

reports that stockists have already requested that the collection be

and the use of sustainable natural

expanded for 2020.

resources.”

Fitzroy bronze Emperador marble shelving unit

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87

Units 3 & 4 Holland Park, Factory Road, Sandycroft CH5 2QJ T: 01244 814673 E: sales@flintshirefurniture.co.uk

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88 | Furnisher

Birmingham-based ASG Trading (0121

through a choice of styles and colours. The

with on-trend products at competitive

779 2138, sales@asgtrading.co.uk) offers

traditional supply chain involves dealing

prices.

high-quality furniture ranges, designed

with a wide variety of people, which takes

to help retailers thrive in this competitive

time and money. ASG’s supply chain

quality of the products for themselves at

marketplace.

management system instead consolidates

ASG’s showroom near Birmingham – and

the various stages of import within one

at Autumn Fair in September – and the

from China, enabling buyers to mix

simple process, and aims to remove the

company guarantees that the delivered

containers and offer greater flexibility

stress and complexity to provide retailers

goods will be of the same high standard.

ASG takes a unique approach to importing

Interested parties can inspect the

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20/06/2019 11:49

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90 | Showtime

AUTUMN FAIR As the retail space continues to change in ways that few people may have foreseen a decade ago, Gareth Watkins, head of living, accents and decor at Autumn Fair, explains how the 2019 event is adapting to meet the latest market challenges head-on …

“Autumn Fair has sat as the centrepiece of

Contracts, who visitors won’t be able to see

materials. The decision to create or stock

the retail market for nearly three decades,”

at any other trade shows this year. Visitor-

more sustainable products is not only

says Gareth. “In that time, it has helped

favourite bellwethers such as Cozy Living,

an ethical choice, but it’s increasingly a

drive countless deals and forged long-

Kaemingk and Coach House will also be

commercial one, too. Ignoring or shying

lasting buying relationships between retail’s

part of the new re-edit. With over 22,000

away from the public outcry is simply not

boldest buyers and suppliers.

visitors expected, the show offers unrivalled

an option.

“However, the retail market, across all categories, has undeniably changed since its inception. All retailers now must get to

dealmaking opportunities with the sector’s boldest buyers.

“September sees an important launch

“Autumn Fair this year will help the homewares sector rise to this sustainability challenge, offering advice on how to find

grips with what is an increasingly disrupted

of new lighting products as we run in to

alternative packaging materials and ways to

trading environment, and the furnishings

the autumn months, and a good selection

make supply chains more transparent.

sector is no different in this regard.

of products from Light & Living, Serene,

“With a fresh new direction for 2019,

Calex, Culinary Concepts, Libra and many

Autumn Fair is set to inject a vibrant flair

most important marketplace for home

more are perfectly positioned, with our early

into the homewares sector for Q4 and 2020.

retail, will be changing for 2019. In our 24/7

September show dates.

With renewed focuses on sustainability

“Therefore, Autumn Fair, the season’s

economy, trying to keep up with fabric,

“Showcasing only the latest furnishings,

and buyer experience, visitors’ enthusiasm

colour and design trends can be exhausting.

home accessories, textiles and decorative

is set to reach well beyond the shopfloor

The 2019 show will see a completely

finishing touches, the show is also set

and extend long after the show concludes.

revamped content programme to help

to create a forum for suppliers to share

Purchasing relationships are built on

ensure homeware suppliers stay ahead of

expertise on trend, design, sales strategy

positive outlook, and with the re-edited

the curve and continue to drive orders into

and more.”

platform for 2019, Autumn Fair is creating a

late 2019 and beyond.

“A completely re-edited Living, Accents

Sustainability will also play a key part in the re-edit, explains Gareth. “Consumers

and Décor sector, and a new location,

are, rightly, expressing more concern than

situated alongside the Summerhouse across

ever before about how environmentally-

halls 18, 19 and 20 in the NEC, will mean

friendly, responsibly-sourced and

exhibitors can expect more streamlined

sustainable their favourite products are,”

thoroughfare and greater exposure to more

he says.

high-profile and receptive retailers than ever before.

“Joining the show for the re-edit will be new exhibitors such as Distinction

FN364_Pages.indd 90

“For the homewares sector, this has meant a shift away from fur-based soft furnishings, and more products being

strong basis for long-lasting partnerships.”

Register to visit for free at bit.ly/2Gfs65y. www.autumnfair.com

When?

1st-4th September, 2019 Where?

NEC, Birmingham

developed using recycled and zero-impact

25/06/2019 13:30

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Discover Autumn Fair has had a makeover. A brand new show layout with re-edited show sectors, bringing new possibilities for both suppliers and retailers.

Discover more at autumnfair.com

FN364_Pages.indd Full page USE.indd 91 1

25/06/2019 20/06/2019 13:30 11:20

92 | Showtime

CIFF (SHANGHAI) With a growing reputation in China and abroad, the 44th China International Furniture Fair (Shanghai), coming this September, is looking to feature over 1500 exhibitors from all over the world, to present the trade with “A Paradigm for Global Living” …

CIFF (Shanghai) is one of China’s few truly

show’s Contemporary Design Hall, where

international home furniture exhibitions,

it will bring together some of the home

attracting more than 10,000 international

furnishings industry’s leading design

which seeks to celebrate innovation in

visitors to each edition, and striving to offer

brands. These include stand-out Chinese

original Chinese design, and promote

domestic furniture buyers and sellers a

names such as Camerich and HC28, which

the competitiveness of China’s domestic

platform for worldwide trade.

have booked stands covering more than

industry; the M+ China Top Interior Design

1000m2 of the hall.

Award, which aims to reward high-end

Taking place in the second half of the year, CIFF (Shanghai) leverages the national

Through everything, CIFF seeks to convey

Prize) Alvaro Siza; the Design Dream Show (DDS),

interior design; Top List, a summary of

industry’s resources to create an appealing

the growing reliability and attractiveness of

CIFF’s 100 premier brands and dealers; and

sourcing hub for designers, brands, buyers,

Chinese design, and reinforces this message

Green Running, an environmental initiative.

the media, and others – and it encompasses

through numerous on-site activities and

www.ciff.furniture

the entire supply chain, thanks to the

features. These include: the East Design

incorporation of the Shanghai International

Show, promoting some of the best in Asian

Furniture Machinery & Woodworking

design, and focused on turning “good

Machinery Fair (WMF), to be held in halls

designs” into “good business”; the Pritzker

7.1 and 8.1.

Architecture Prize Forum, which will feature

This year, CIFF’s organiser has taken great efforts to transform Hall 4.1 into the

FN364_Pages.indd 92

the works of Portuguese architect (and winner of the 1992 Pritzker Architecture

When?

8-11th September, 2019 Where?

National Exhibition & Convention Center, Hongqiao, Shanghai

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TRADE SERVICES

94

Independent retail sales event specialist Greenwood Retail (01565 650101, www.greenwoodretail.com) celebrated its 1000th sale last month at bed retailer Jones & Tomlin, in Worthing.

MD Bernard Eaton says: “When I launched Greenwood Retail back in 2002 I wanted to create the most powerful and successful sales promotions for independent retailers, the likes of which had never been seen before. Now, almost 18 years on, we are delighted Fibreline (01535 606846, www.encorecushion.co.uk) has put

to have reached this substantial milestone and to have worked

together a retail sales pack that will be supplied free of charge to

alongside so many talented people.”

retailers – stockists need only ask their usual furniture supplier for their pack.

Greenwood reports that it has planned and co-ordinated more sales events in the UK and Ireland than any other sales company.

Each contains sale aids for either (or both) Encore Fibre and

“We only work with quality retailers, and all Greenwood sales

Encore Feather. Inside the pack are instruction leaflets giving the

events are designed to send a positive message about the reasons

customer advice on how best to care for the cushions, along with

for the sale,” says Bernard. “Greenwood Retail hosts around 50-

swing tickets to attach to the cushions.

60 sales events each year, and each one is meticulously planned

In addition – and seen as a great help by many retailers – there are see-through mini cushions for either (or both) fibre and

for maximum impact and client ROI.” Jones & Tomlin MD Adam Tomlin comments: “That’s three

feather cushions, which ably demonstrate the unique properties

great results in a row for us over five years, which proves how

of Encore.

reliable their marketing model is.”

We are the Digital Artisans Crafting high performing eCommerce websites for our clients since 1997.

01460 258530

www.iconography.co.uk

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matt. gloss. laminated.

A variety of over a 100 highgloss, supermatt, woodgrain and fantasy designs.

Available in acrylic, PP, PVC and paper gloss finishes from the likes of Senoplast, Hornschuch and Renolit, among many others.

Contact us for more information.

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FN364_Pages.indd Full page USE.indd 95 1

T: +44 (0) 1484 658341 E: info@decorativepanels.co.uk www.decorativepanels.co.uk

25/06/2019 12/06/2019 13:30 09:58

96 | Trade Services

Beds or mattresses need to pass ignition resistance tests before manufacturers and suppliers can sell them in the UK, writes SATRA technologist Andrew Munns, who explains the implications of the fire safety regulations for domestic mattresses and upholstered bed bases …

UPHOLDING FIRE SAFETY STANDARDS IN THE BED MARKET It should be noted that a requirement

In the UK there are two pieces of legislation

bases must meet the same requirements

specifying flammability requirements that

as upholstered furniture. The actual

for the testing of both faces of a mattress

are demanded by UK law: Furniture and

requirements depend on whether it is a

has now been included (unless they are

Furnishings (Fire) (Safety) Regulations

single filling or a composite filling.

identical). If the tickings on each side are

1988 (as amended in 1989, 1993 and 2010);

Where there are single fillings in

different, or if the underlying fillings are

and the General Product Safety Regulations

beds and mattresses, these should pass

different, both sides have to be tested (a bed

2005 (implemented in the UK following the

the relevant ignition resistance tests

manufacturer will often provide a winter

introduction of an EU directive).

in the Furniture and Furnishings (Fire)

and a summer surface on a mattress).

Anyone wishing to sell upholstered beds

(Safety) Regulations 1988 (as amended).

Where previously it was a

or mattresses in the UK should be aware of

Polyurethane (PU) foam block should meet

recommendation, the repeat testing of

these requirements, especially if products

Schedule 1 Part I. Polyurethane foam crumb

mattresses and the frequency of these tests

are sourced from outside the UK.

should meet Schedule 1 Part II. Rubber latex

is now a requirement, and compliance

foam should meet Schedule 1 Part III.

with BS 7177 requires that the item carries

There are a number of flammability tests for mattresses and upholstered bed bases

Composite fillings in beds and mattresses

the correct label. BS 7177:2008+A1:2011

which are called up in BS 7177:2008+A1:2011

should either be tested so every layer of

recommends repeat testing at suitable

– Specification for resistance to ignition of

filling meets the requirement for a single

intervals: one unit tested every six months

mattresses, mattress pads, divans and bed

filling or the total composite meets Schedule

when fewer than 400 units are produced

bases. These test the ignition resistance

2 Part IV. Any foam within a composite

per month; one per 2400 units for unit

of mattresses, divans and upholstered

filling must also meet the single foam filling

production between 44-2400 per month;

bed bases to smokers’ materials including

requirement.

and one per month when more than 2400

cigarettes and matches.

To demonstrate the product is safe (and

Mattress toppers are treated no differently. The definition of a mattress in

units are produced per month.

Full compliance with BS

thereby satisfy the General Product Safety

this specification is worded in such a way

7177:2008+A1:2011 at all levels involves

Regulators) the complete construction

that it includes all items that are slept upon,

labelling and repeat testing at set intervals

should pass the Low Hazard rating of BS

including mattress pads and toppers, which

during production.

7177:2008+A1:2011. Fillings must comply

are often sold to enhance the comfort of

with the requirements of the Furniture and

a mattress, are usually constructed with

working to ISO 17025, is an international

Furnishings (Fire) (Safety) Regulations 1988

a foam or fibre filling or a natural filling,

centre of excellence for furniture and

(as amended).

and have an outer cover – although some

bed testing, training, consultancy and

toppers are just blocks of foam without a

innovation. SATRA has its own in-house

cover.

flammability test facility capable of testing

For the former, ignition resistance tests are carried out using a standard smouldering cigarette and simulated match flame. The

The UK Government holds the view that

SATRA’s furniture testing facility,

full-sized mattresses, and can also help

tests are described in BS EN 597:1995 –

mattress toppers or mattress pads should

manufacturers set up flammability test

Furniture – Assessment of the ignitability of

be treated in the same way as mattresses.

facilities in its own factories.

mattresses and upholstered bed bases, parts

This means that fillings should pass the

one and two, respectively.

appropriate ignition tests and the complete

SATRA holds regular seminars on the Furniture

item should conform to the specification

and Furnishing (Fire) (Safety) Regulations

size mattress or a model of the mattresses

in BS 7177:2008+A1:2011 at the appropriate

in Kettering, which will next take place on

that replicates the make-up of the unit

level of conformance.

29th August and 14th November. On 28th

All of these tests are carried out on a full-

and the surface properties such as tufting,

Subsequently, beds and mattresses must

November, SATRA will hold a new seminar to

quilt lines and tape edges. Testing involves

be correctly labelled. The label content,

discuss relevant requirements and appropriate

placing the sources of ignition on all of these

format and design is specified in BS

testing for children’s furniture.

surface features.

7177:2008+A1:2011, and should be positioned

T 01536 410000

so it is easily seen.

E furniture@satra.com

Fillings used in mattresses and bed

FN364_Pages.indd 96

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end of line seconds returns

ex-display old stock prototypes

furniture clearance put to bed

visit mfa.bid Full page USE.indd 97 1 FN364_Pages.indd

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98 | Trade Services

Rhenus Home Delivery (sales.rhd@uk.rhenus.com), part of the global

multiple supplier deliveries (order consolidation), and will hold all

Rhenus Logistics group, is a premium two-man delivery specialist

products until the complete order is ready for dispatch.

offering value-added services across the UK and Ireland. Being part

The business is supported by a robust IT infrastructure, providing

of a wider European network, Rhenus is uniquely positioned to offer

a full track-and-trace system so clients – and, in turn, their

full logistics solutions directly from the manufacturer to the point of

customers – can see live status updates and full transparency on the

use in several destinations including Germany, Poland, the Benelux

delivery day.

and the Czech Republic.

The service options in the UK range from standard room-of-choice

Rhenus Home Delivery prides itself on offering a seamless, firstrate customer journey, and aims to provide the highest quality of

delivery, removal of packaging and disposal of the old product,

services to the final mile – underpinned by thorough research, and

to simple installations. Rhenus also specialises in part-order and

reflected in the company’s five-star rating on Trustpilot.

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OUR DELIVERIES LEAVE A GOOD IMPRESSION. OUR DELIVERIES LEAVE A BUT BARELY ANY TRACES. GOOD IMPRESSION. BUT BARELY ANY TRACES.

CONTACT US Rhenus Home Delivery UK · Unit 7 New Cheshire Business Park, Wincham Lane · CW9 6GG Northwich Phone +44 333 577 5771 · Email: Sales.RHD@uk.rhenus.com www.rhenus-home-delivery.co.uk CONTACT US Rhenus Home Delivery UK · Unit 7 New Cheshire Business Park, Wincham Lane · CW9 6GG Northwich Phone +44 333 577 5771 · Email: Sales.RHD@uk.rhenus.com www.rhenus-home-delivery.co.uk FN364_Pages.indd Full page USE.indd 99 1

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100 | Trade Services

Network technology is evolving.

With 5G fast approaching, digital design and CGI agency for the interiors industry, Orbital Vision, warns manufacturers and retailers alike to prepare for the impact it is about to have on the industry …

BRACE FOR THE IMPACT OF 5G, WARNS ORBITAL

Deighton, Wood Bros (CGI)

The prospect of 5G becoming available

reality (AR) will introduce brand-new tactics

as standard in 2020 heralds a significant

into our industry when it comes to staying

shift in furniture and interiors ecommerce.

ahead of the market.

There have been announcements that full-

“We are seeing it already amongst the big

length feature films will be downloadable

players with Ikea’s Place App, which uses AR

in just 10 seconds with the power of 5G,

to allow consumers to virtually place Ikea

and that anything online will be noticeably

furniture in their own home, in their fabric

instantaneous.

of choice, to scale.

It is claimed that 5G will be four times

“They have also introduced an entirely

faster than 4G connections. Yet, suggests

VR shop in Australia. None of this would

Orbital, the trade should be looking at

be available to an SME on a 4G network,

the wider picture – its advent may allow

as there is just too much information and

for faster browsing, video streaming or

the connection isn’t fast enough, but it is

gameplay, but the broader spectrum of

about to open up to anyone who is ready

opportunity for the retail sector is still

to embrace the new digital revolution and

untapped, but will likely pay off for those

doesn’t want to find themselves left behind.

companies that are planning ahead.

It is really exciting.”

Deighton, Wood Bros (CGI)

Orbital’s team has nicknamed the

Orbital specialises in creating CGI

to easily add to their website, they will start

movement ‘the new digital revolution’,

(Computer Generated Imagery) product

losing out on vital sales to competitors who

says director, Rob Walker: “When it

images and room sets, alongside website

are one step ahead.”

comes to furniture and home textiles, we

builds and creative design. Straddling the

work in a more traditional industry with

world of tech and interiors, the business

for their websites would have to spend

regard to furniture being a high-risk item

always keeps one eye on the future to

crucial time and money on, for example,

when consumers turn to online shopping.

predict where the market’s opportunities

digitally recreating a supplier’s fabric, in

Furniture purchases require consumers

will arise.

which to wrap each of their products. If a

Retailers seeking interactive CGI images

to invest significant amounts of time and

“CGI is where it all starts,” continues

supplier already has these assets readily

money choosing an item they will have to

Rob. “Once your products are recreated as

available, they will undeniably look more

live with for up to 25 years.

3D assets it will open doors to marketing

attractive to a buyer.

“With fast-growing numbers of onlineonly homeware stores, we still see the majority of buyers hesitate when making

which may seem entirely futuristic. The possibilities are, quite literally, endless.

“With CGI finally being recognised as

“The advice is to start now,” concludes Rob. “Future-proof your marketing materials. You may be surprised at how

a purchase. But all of this is about to

more versatile and cost-effective than

simple it is once you hire a good team,

change. Very soon, with the introduction of

traditional photography, we can see that, in

and wonder why you spent so many years

mainstream 5G connections, the opportunity

the very near future, if suppliers do not own

carrying out location shoots.”

for virtual reality (VR) and augmented

3D assets of their products for their clients

www.orbital.vision

FN364_Pages.indd 100

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CGI BY

Unr eal Cr eatives

www.orbital.vision FN364_Pages.indd Full page USE.indd 101 1

|

info@orbital.vision

|

01332 552 212 25/06/2019 19/06/2019 13:30 16:35

102 | Trade Services

Whatever the cargo, wherever the destination, Cory Logistics

Initially established in the mid-1800s, the company has

(sales@corylogistics.com, www.corylogistics.com) promises to

seen continuous growth since, based on shipping and customer

provide a dependable, cost-effective service.

service expertise and experience developed across more than 150

The business understands how vital its service is to its customers,

years. Today, Cory has a significant international presence, with

and offers a range of options, based on 177 years of international

representative offices globally and regional control offices in key

knowledge and experience, to fit their budget and schedules – and,

locations around the globe, within both established and emerging

most importantly, to uphold their reputations.

markets.

The furniture industry requires expertise with all shipments of expensive and specialist products, for indoor and garden ranges.

We anticipate problems and apply a flexible approach dealing with constant changes in conditions, wants and needs.

Cory are experts in this sector. Our team send receive and manage full and part load shipments to and from all major trade lanes and regions.

Our teams use the best suppliers available to ensure your goods are looked after and reach the destination, depot or site on time and in good order.

Please follow us on: CoryJuly19.indd 1

FN364_Pages.indd 102

I

e: logistics@corylogistics.com

I

www.corylogistics.com 24/06/2019 11:02

25/06/2019 13:30

without obligation.

call now on 01565 650101, or send an e mail and I’ll gladly call you.

We are now booking events right across the UK and Ireland for the rest of 2013 on a first come first served basis.

103 Book your sales event early to guarantee exclusivity for your business.

World of Opportunity

Engage a

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104 | Designer

Oran, Mark Gabbertas

Best of British

Each year, the Design Guild Mark is awarded by The Furniture Makers’ Company, in order to drive excellence and raise the profile of British design and innovation. This year, 22 designs from the furniture and 2D categories, across the domestic and contract markets, were granted this accolade …

Now in its 11th year, the mark recognises

challenging questions that they pose, ensure

Gaston & Peter Holmes (DGM 215); Bob,

the highest standards in the design of

that the award of a Design Guild Mark is

designed by Paul Kelley for Bisley (DGM

furnishings in volume production by some

something to which to aspire.”

216); Panel, designed by Lucy Kurrein

of the finest designers working in Britain, or

The 2019 Design Guild Mark furniture

for Capdell (DGM 217); Rock, designed

recipients are as follows: the Ori Guest

by Yorgo Lykouria/Rainlight for Allsteel

Bed, designed by Catherine Aitken and

(DGM 218); Isla, designed by Tom Potts

Design Guild Mark, comments: “The variety

manufactured by Another Country (DGM

for Lyndon (DGM 219); Barrel, designed

and quality of designs applying for the

212 ); Oran, designed by Mark Gabbertas

by Philippe Malouin for SCP (DGM 220);

Design Guild Mark always makes for an

for Allermuir (DGM 213); the William

the Bure Collection, designed by Steven

interesting judging day and, this year, we

Lounge Chair and Ottoman, designed by

Owens for &Bespoke (DGM 221); the Newson

were pleased to meet many new designers

Mark Gabbertas for Gloster Furniture (DGM

Aluminum Chair, designed by Marc Newson

and companies willing to put themselves

214); the Oxbow Lounge Chair, designed by

for Knoll International (DGM 222); the

forward. The insights of our judges, and the

Namon Gaston & Peter Holmes for Namon

Object Collection, designed by Jonathan

British designers working abroad.

Rodney McMahon, chairman of the

Bure Collection, Steven Owens

FN364_Pages.indd 104

WW Armchair CS3, Alejandro Villareal

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105

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106 | Designer

Ori Guest Bed, Catherine Aitken

Prestwich for OPM Furniture (DGM 223);

Simon Alderson, twentytwentyone; Helen

the S-Range Dining Chair, designed by

Berresford, ID:SR; Joanna Biggs, GA Design;

John and Sylvia Reid for Nathan Furniture

Elliott Koehler, Layer Design; Jeremy

(DGM 224); WW Armchair CS3, designed by

Myerson, Royal College of Art; Tom Pearce,

Alejandro Villarreal for Hayche (DGM 225);

Farrah & Pearce; Campbell Thompson, The

and the Latis Collection, designed by Samuel

Conran Shop; and Terence Woodgate.

Wilkinson for The Conran Shop (DGM 226).

Simon Alderson concludes: “The shortlist

The Design Guild Mark is judged by a

for the 2019 Design Guild Mark provided a

panel of leading industry professionals.

diverse approach to materials, process and

Each member of the panel is from the

form.

furniture, hospitality, commercial, retail,

“There were several clear winners,

or media industry, and the judges must

and those that warranted healthy debate

ensure that each submission meets the

amongst the judges to gain consensus. Such

criteria of excellence in design, materials,

is the strength of the Design Guild Mark –

manufacture, and function.

to ensure a wealth of design excellence is

Chaired by Rodney McMahon, this year’s furniture panel consisted of:

recognised.” www.furnituremakers.org.uk

S-Range Dining Chair, John and Sylvia Reid

Isla, Tom Potts

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108 | Designer

IN DESIGN

GC18, David Knowles During a visit to Northern Ireland, David encountered the Giant’s Causeway, a volcanic landscape in which interlocking hexagonal columns of black basalt rise dramatically from the ocean. Inspired by this natural feature, David created GC18, a bespoke coffee table that fuses sculptural elements with functional design.

“The shape of the tabletop is based on the overall “Four hundred cast Jesmonite hexagons represent the

formation of the Giant’s Causeway itself. The even gaps

causeway’s 40,000 basalt columns, replicating their aesthetic

between the hexagons emphasise their individuality,

qualities and majestic flowing forms. A regulated pattern with

but also allow you to see light between the hexagons.

equal spacing emphasises the individual character of each

As you move around the table, these gaps of light move

hexagon, yet combines them into a single entity with defined

and change with you – which is one of my favourite

multifaceted levels. Supported by a minimalist blackened

elements. The flat areas on the table mimic the flat

steel frame, the outer hexagons overhang, adding depth and

plateaus of the Giant’s Causeway – but also allow you

intrigue”

to place items down on it”

“Jesmonite is a nontoxic, acrylic-based resin.

Each individual hexagon went through eight different processes –

“The planning and logistics of designing and making a table with so many unique elements

casting, cutting, sanding,

was one of the greatest challenges. Some of the graphic aids and ‘maps’ designed for the

two rounds of routing,

organisation and logistics of the table are nearly as stunning as the table itself. A lot of

polishing, sealing and

consideration went into capturing unique details of the Giant’s Causeway – for example, each

gluing – from start to

hexagon has either a flat, convex or concave top, like the basalt columns at the causeway.

finish, making the table a

Some of the concave tops have been highly polished to mimic the pooling of water which adds

real labour of love”

contrast in texture and catches the light beautifully in different lights”

“The ideas that keep you awake at night are those worth staying awake for” Training: David left school with an interest in fine

Designers and the Young Furniture Makers

art and expected to eventually pursue a career in

exhibition. He won the Rado Star Prize UK 2018

graphic design. However, during his Foundation

competition at the former event, and came

Diploma at Leeds Arts University, he found his

third in the latter’s design awards. Last October,

true calling in product and furniture design. He

he accepted a job offer from retailer Kitchen

recently graduated from Northumbria University

Architecture as a kitchen fitter/designer, and has

with a first-class honours degree in 3D Design.

worked there since.

Achievements: David’s dk1 chair saw him

bespoke furniture and product design studio, and

shortlisted for recognition at the Northern

to work on pieces that blur the lines between the

Design Festival 2017. Since graduating, David

art world and the design industry.

has exhibited his work at designjunction, New

E david.knowles.designs@gmail.com

David’s long-term aim is to establish his own

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112 | Last Word

“It’s never nine-to-five, but that’s the nature of worthwhile jobs today”

Nick Williams National sales manager, Sweet Dreams Sweet Dreams is one of the UK’s largest bed and mattress manufacturers and suppliers, with growing bedroom cabinet and upholstery divisions. The turnover of this family-run business is around £25m.

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Last Word | 113

How did you enter the trade?

My first job in the industry was as European sales manager for a ready-to-assemble furniture manufacturer based in the US who

CAREER DIGEST 1998-2000 European sales manager, O’Sullivan Industries Inc 2000-06 UK MD, Bush Europe

were looking to expand into new markets.

My original background saw me developing

2006-08 Sales director, Gautier UK

and implanting modular accounting systems. I was contracted to O’Sullivan, and when the position came up I successfully applied and took the decision to leave my job as a computer consultant! It proved a

colleagues and customers, as well as being key to our sales offer – in some ways it’s like school all over again, as it marks the start of the year for us, with the publication of our annual beds catalogue – another high point.

2008-13 Self-employed management consultant

What is the most important issue affecting

2013-present National sales manager, Sweet Dreams

Rogue traders. Everyone suffers from them,

your business right now? not only the poor customer. They give reputable companies like ours a bad name,

very good move. what’s more, working for a highly reputable

impugn the standing of the industry in the

Who was your inspiration?

family business with huge potential. They

eyes of the consumer and drive down prices.

Tom Hopkins. He is a sales guru in America

liked my enthusiasm, they said …

It’s very pleasing that the NBF are now discouraging rogue practices at a practical

and produces books, films and seminars that – especially when I was in the early days of

Describe a typical working day

level through rigorous enhancements to

my career – really spoke to me. I wouldn’t

I’m an early bird and work from my home

their accreditation policy, and by raising

say he taught me everything I know, but

office in Worcestershire, so customers and

awareness of these rogues and so steering

he was certainly a big influence and I don’t

colleagues are no longer surprised to get

bed buyers away from them. It’s also nice to

think I’d have achieved the success I have

emails from me at 4am. I monitor emails

know that we have recently been audited by

over the years without this grounding.

at all hours, but much of the day I spend

the NBF and achieved the coveted A grade!

More personally, Phil Nesbit, who was the MD of Gautier in the UK in the 2000s, has always been someone I’ve looked up to,

on the road. Listening to audiobooks and a comfortable car help to make that bearable.

Which company do you look up to?

I visit our key account customers, and

I prefer not to name names, but any

and whose style and passion I’ve aimed to

independent stores nationwide in the

company striving to improve and move

emulate.

company of our agents, as well as attending

forward ethically yet dynamically in today’s

meetings at head office in Burnley. Jackie

challenging market gets my vote. I respect

What was your career high point?

[McGarvey, general manager] and I spend

companies that see opportunities and are

Creating a brand new market in the UK for

a lot of time on day-to-day matters as well

willing to diversify beyond what might be

Bush Europe and their flat-pack furniture.

as considering wider strategy. In the run-up

seen as their traditional sectors, and those

I was appointed MD and their UK sales

to trade shows it gets particularly busy as

that are willing to embrace new platforms of

went from zero to €9m in three years. It

I oversee our exhibitions, from selecting

selling, too.

was a very enjoyable time and justified

product to directing our marketing plans.

What would you most like to change about

my decision to move into furniture sales.

I aim to stop working at around 5.30pm

It proved my worth to current and future

but respond to emails into the evening – it’s

yourself?

employers and did wonders for my self-

never nine-to-five, but that’s the nature of

First, I’d like to listen more (I’m always

confidence (which was never particularly

worthwhile jobs today.

telling myself this, but …). Second, I’d like to learn to say “no” more often. Third,

low!)

inevitably – lose some weight.

If you had to start over, which career would

… and low point?

you pursue?

Ah, that would be a couple of years

Professional cricketer. To be honest, I would

What do you enjoy most about working in

afterwards when I’d been appointed sales

have gone down this route anyway, but it

the trade?

director, MD designate at Gautier UK. Sadly,

wasn’t open to me (not good enough!) As

The relationships with customers and

Phil Nesbit got seriously ill and the business

it is, I have played at a good amateur level

colleagues, and the trade press too. The

was sold back to the French company, and it

and am now chairman of the Gentlemen

furniture industry in general and the bed

no longer suited me to continue in the role.

of Worcestershire Cricket Club – the

industry in particular are very nice places

oldest cricket club in the county, and quite

to be, and frankly if you’re not spending

… and the turning point?

renowned. I try not to spend time wistfully

your work time alongside kind, fun and

Joining Sweet Dreams. After five years as a

thinking of what might have been …

interesting people then your life loses a lot of colour.

consultant, even though I’d done extremely

It’s easy to be enthusiastic and retain

well, gained a lot of diverse experience and

What date on the business calendar do you

made a lot of contacts that have stood me

most look forward to?

your passion for your work when you’re

in good stead since, it was terrific to enjoy

September and the NBF Bed Show in Telford.

surrounded by people who you respect and

the stability of employee status again – and,

It’s great fun meeting up once more with

whose company you enjoy.

Rock or country?

Fabric or leather?

Winter or summer?

Florida Georgia Line – country rock.

Fabric. Warm in winter, cool in summer, and

Both provide plenty to like. Summer’s better

you don’t slide about so much.

for driving, though, and the cricket, of course!

FN364_Pages.indd 113

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FURTHER READING

114

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