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
FN364_Pages.indd 3
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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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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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
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25/06/2019 14:25
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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/
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33
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Tel: (0044) 3885 1509 Email: sales@derrys.com www.derrys.com 85 Teaguy Road, Annaghmore, Co. Armagh BT62 1LX DerrysJuly19.indd 1
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10/06/2019 13:35
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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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Contact: sales@harmonyfurnishings.co.uk Tel: 01902 459898
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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
25/06/2019 13:28
Full pag
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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!”
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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
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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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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
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SW Bedroom in grey
25/06/2019 13:29
Trent from the Urban Attitudes Collection
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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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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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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 –
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Paige corner, part of the Motion collection
E
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FEBLAND FURNITURE | LIGHTING | ART & GIFTS
Fun ky Gi f t wa re
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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
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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
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M o N - F R i 9 A M - 5 : 3 0 p M S At 9 A M - 5 p M S U N 10 : 30 A M - 4 : 30 p M
Web: www.febland.co.uk
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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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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
THE HUDSON D E S I G N E D BY PAU L STOT T T: 01937 589188 FN364_Pages.indd Full page USE.indd 63 1
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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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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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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
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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
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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
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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. Zero VAT rated for those eligible. Terms and conditions apply. *Fabric models only. Includes fixed chairs and settees
Tel: +44(0) 1623 440626
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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
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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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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
www.markwebster.co.uk MarkWebsterJuly19.indd 1
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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
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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. Century House, Premier Way, Lowfields Business Park, Elland, West Yorkshire, HX5 9HF
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
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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
25/06/2019 11/06/2019 13:30 16:30
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
GREENWOOD RETAIL LTD GREENWOOD RETAIL LTDLTD GREENWOOD RETAIL
1000
Britain’s LeadingCELEBRATING Experts in Retail Sales Promotion Britain’s Leading Experts in Retail Sales Promotion since 2002
sales@greenwoodretail.com
The International Alliance of Furnishing Publications (IAFP) is an association comprising the leading industry trade publications in 18 countries.
www.greenwoodretail.com
1 Wilmslow House, Grove Way, Wilmslow, Cheshire, SK9 5AG sales@greenwoodretail.com www.greenwoodretail.com
GREENWOOD SALES 2002 - 2019
Greenwood Retail Advert 336.indd 1
Established in 1997, the IAFP aims to improve communications between international markets and create new business opportunities. Furniture News is the IAFP’s representative in the UK, and can offer readers and advertisers target market information, contacts and reach through the most effective B2B channels.
20/02/2017 09:54
Greenwood’s 1000th sale was held by
Contact us on 0044 (0)1424 776101 or visit the IAFP website to find out more. www.iafpalliance.com
IAFP_FNQP.indd 1
27/02/2019 14:53
which launched on 22nd May 2019.
J DeWalleg Ltd is a British manufacturing company with a history of innovation and Patents for the products it designs and makes in the UK. Its roots as a family company go back over 66 years and our ethos continues to be quality, craftsmanship and pride in what we make and sell. With continued investment and the inhouse CAD designing of its own production machinery and products, J DeWalleg Ltd strives to maintain its lead as a UK manufacturer supplying globally direct to the Bedding and Upholstery industry. Visit
www.JDWLTD.com
for products, services and contact information
JDW_JA.indd 1 FN364_Pages.indd 103
“Our third Greenwood Sale has been another great success as well as being Greenwood’s 1000th Sale! That’s three great results in a row for us over five years which proves how reliable their marketing model is. I would not hesitate to hire Greenwood again.” Adam Tomlin, M.D. Jones and Tomlin Ltd. Horsham, Chichester and Worthing
Find out more about Greenwood Sales Call us today on 01565 650101
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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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WOULD YOU LIKE TO..? organise
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Ask Steely for a leaflet on the range 0161 702 7002 sales@steelyproducts.co.uk FN364_Pages.indd 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!
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25/06/2019 14:20
FURTHER READING
114
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