INFORMING INDUSTRY, BUILDING BUSINESS #366 September 2019
www.furniturenews.net
Sealy Activsleep – Sleep Well To Be Well
HEALING HANDS Heal’s CEO looks to the future
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UNITED MEDIA Mlily’s holistic marketing strategy
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Natural Sleep
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“ As a nation, we’re becoming more switched on about the need to switch off” COMMENT
T
here’s a new baby in the household, and
nation, we’re becoming more switched on about
after weeks of tired eyes, sugar cravings
the need to switch off, and, says the NBF, we’re
and potential typos (don’t go looking),
buying more expensive beds, and more frequently.
sleep is pretty high on my agenda. While the realities of a working/parenting
Mlily is just one of the suppliers that’s heard the wake-up (or doze off) call. Throughout the
schedule are trying their hardest to derail me, I’m
pages of this month’s issue (and our annual Bed
very much awake to the necessity of getting good,
Buyer supplement alongside it) there are stories
regular shuteye – and I’m not alone. Right across
of product innovation, bespoke partnerships and
our anxious, time-starved and overworked nation,
creative marketing strategies, all of which are
we’re proving extremely receptive to any advice
helping retailers cut through the noise in this
about why sleep matters, and how to achieve it.
crowded marketplace.
Lucky for us, there’s a growing legion of sleep
And if that wasn’t enough, we’ve also got
experts, apps and self-help guides lending their
interviews with the likes of Heal’s CEO Hamish
voices to what the medical establishment has been
Mansbridge (p18), Pasquale Junior Natuzzi
telling us for some time – to live well, you need
(p128) and The Sofa & Chair Company’s Judith
to sleep well. And to sleep well, you should eat
Allison (p24), plus our post-show report from
well, exercise, and avoid caffeine, alcohol and blue
Manchester’s big event (p58), a look at Hydeline’s
light before bedtime (you can’t switch on your
new direction (p50) and much more – as it says
smartphone these days without being reminded
on the cover, our mission is to inform industry
why you should switch it off).
and build business, and hopefully there are more
Meanwhile, compelling research warns us of the consequences of not getting enough slumber. At one end, grumpiness and a hankering for junk
than enough to take away from this month’s publication(s). Like these businesses, we’re looking to the
food – at the other, the increased likelihood of
future with open eyes. Now, if you would just pass
a traffic accident, dementia, cancer and heart
the matchsticks …
failure. It’s a serious matter – and it creates incredibly lucrative opportunities for those positioned to meet demand, including the various bed and mattress suppliers competing for a share of the UK market. Mlily’s Chris Thomas describes what is happening as “a cultural shift” (p44), as more and more of us come to appreciate that good sleep results in better health, mood and productivity, and are willing to spend to make it happen. As a
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Paul Farley Editor-in-chief T 01424 776101 E paul@gearingmediagroup.com Twitter @FurnitureNewsED
28/08/2019 16:04
4 | Contents
INFORMATION ON THE COVER
Hamish Mansbridge, Heal’s (18))
Editor-in-chief Paul Farley 01424 776101 paul@gearingmediagroup.com Twitter @FurnitureNewsED Sales and marketing director (Furniture News portfolio) Sam Horscroft 01424 776100 sam@gearingmediagroup.com Twitter @FurnitureNewsAD Sales executive Caroline Littler 07861 231461 caroline@gearingmediagroup.com Production manager James Ash 01424 817430 james@gearingmediagroup.com Production assistant Mike Beales 01424 776106 mike@gearingmediagroup.com Digital production assistant Nyall McCurrach 01424 776107 nyall@gearingmediagroup.com Copy administrator Steve Merrick 01424 776108 production@gearingmediagroup.com
12
News
28 Events
Editorial director John Legg 01424 776104 john@gearingmediagroup.com
36 Resources
Publisher Nigel Gearing
44
Accounts Wendy Williams 01424 817433 wendy@gearingmediagroup.com
Ailsa Yin (China) +86 13113 115335 (wechat) ailsa@apsmediagroup.com
Partner Comment
18 Interviews
Proofreader Keith Fitz-Hugh
Overseas agents Casey Loo (Asia) +65 973 00123 (whatsapp) casey@apsmediagroup.com
7
Profiles
58 Manchester Furniture Show Review Judith Allison, The Sofa & Chair Company (24)
74 Opinion 78
Beds & Bedroom
Magazine subscriptions (UK-£65, Europe-£85, RoW-£95) 01424 774982 subscriptions@gearingmediagroup.com Connect VIP packages (UK-£95, Europe-£110, RoW-£120) 01424 774982 subscriptions@gearingmediagroup.com Repro, print and distribution Stephens & George
Gearing Media Group Ltd 4 Red Barn Mews, High Street Battle, East Sussex TN33 0AG ISSN No: 1475 - 3731 © Gearing Media Group Ltd 2019 General information No part of this publication may be reproduced without the specific prior written agreement of the Publisher and may not be stored on any type of retrieval system. Furniture News/ Gearing Media Group Ltd accepts no responsibility for variations in colour reproduction. Special colours (Pantone etc) can be catered for with prior arrangement. Some elements of the editorial content in this publication are submitted by the trade, however, all 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.
FN366_Pages.indd 4
The Herman Miller Cup (120)
The Furniture Trade Directory The indispensible guide for UK suppliers and retailers, in print and online www.gmgconnect.com SECOND EDITION NOW AVAILABLE
28/08/2019 16:04
Contents | 5
At the Helm (50)
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
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17/06/2019 16:44
Activsleep has proved Sealy’s (www.sealy.co.uk) most successful range in over a decade – find out why on p86
96
Out of Hours
98
Dining Room
CONTRIBUTORS
102
Living Room
36
104
Furnisher
108
The Big Question
110
Trade Services
120
Out & About
124
Designer
128
Last Word
Manchester Furniture Show (58)
Salience’s Natalie Took tracks the ups and downs in the online sofa sector
74
Andrew Hamilton (124)
Use it or lose it – Gavin Boden speaks out in defence of the Manchester Furniture Show
76
Kate Hardcastle (96)
Simon Williams explains how the NBF is taking the At Furniture News, we want to bring you the most relevant content and offers. Scan this QR code with your phone’s camera – or visit www.bit.ly/fn-in – to opt into the communications you’d prefer to receive (including the printed magazine)
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fight to the rogue traders
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Partner Comment | 7
Future vision “We have to reduce our use of valuable natural resources, transition from a throwaway culture, and simply make things last longer” The impact the human race is having on our world’s environment is
Through this initiative, we’re also hoping to demonstrate that
becoming increasingly apparent, with an increase in extreme weather
our role isn’t just to support those more established in the industry
and the proliferation of pollutants in the atmosphere, from chemicals
through our knowledge. We support everyone. The first phase of judging will be desktop-based, and will take
to plastics.
place in early 2020. Shortlisted entries will then go through to the
To reduce our impact on the environment, we have to reduce our use of valuable natural resources, transition from a throwaway
final round, with the winner being announced as part of Clerkenwell
culture, and simply make things last longer.
Design Week.
These factors are the impetus of our new design competition,
We’re very much looking forward to seeing what creativity our
which launches in September and culminates at Clerkenwell Design
industry’s new talent can surprise us with. If you know of emerging
Week 2020 (19th-21st May).
talent within your organisation, please encourage them to take a look at the design competition – it could not only benefit them as
The challenge of this design competition is to use imagination, knowledge of materials and design to deliver an idea for an item of
individuals, but also your organisation, as they may have a nugget of
contract furniture that is remanufactured or remanufacturable.
an idea which could impact your design or approach to design.
We’ve made the decision to keep the brief for the competition deliberately imprecise, with the aim of encouraging creativity and invention in reducing the impact of furniture on the world. However, entries must fall into one of the following categories: a new piece of furniture capable of being reused, remanufactured or repurposed; or an existing product/material (whether furniture or not) that can be reused, remanufactured or repurposed as a piece of furniture for its second life. We’ll be encouraging entrants to consider issues such as innovative materials, design for remanufacture, and the use of materials – whether in the design or manufacture of the product. As a bit of insight, judges will be looking at overall manufacturability, as there may be the opportunity to have the
Phil Reynolds is the COO of the Furniture
winning design manufactured (depending on the concept).
Industry Research Association (FIRA, www.fira.co.uk), the UK’s largest
All in all, we’re hoping to inspire those new to the furniture
furniture association and a recognised
industry – including students and those with less than three years’
centre of technical excellence which
experience – to take up the challenge and submit an innovative and exciting concept. All this will be backed by a £5000 prize fund to help
provides knowledge-based, technical support to the global furniture
further careers – furthermore, Blum are also supporting it with a trip
supply chain. For further details on the design competition, go to
to their facilities in Austria.
www.fira.co.uk/designcomp.
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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28/08/2019 16:04
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:
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www.bedshow.co.uk
@BedShow
06/08/2019 14:37 15/04/2019 16:05 10:53 28/08/2019
Full pag Minerva
019 14:37 10:53
AUTUMN THE THE THE THEAUTUMN AUTUMN THE
AUTUMN AUTUMN FURNITURE FURNITURE FURNITURE FURNITURE FURNITURE SHOW SHOW 2019 SHOW SHOW SHOW 2019 2019 2019 • NAEC, Stoneleigh Park, Kenilworth, Warwickshire, CV8 2LZ • Over 80 Exhibitors • Global portfolio of suppliers • Complimentary lunch
Registration is now open www.theautumnfurnitureshow.co.uk
Make a date for October! Tuesday 1st 9am - 5pm Wednesday 2nd 9am - 4.30pm
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28/08/2019 08/08/2019 16:28 05/07/2019 16:05 09:31
www.modulo.be | 320309
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19 11:37
BRUSSELS FURNITURE FAIR 3 - 6 NOV 2019
www.modulo.be | 320309
SUN - TUE 9AM - 7PM & WED 9AM - 6PM BRUSSELS EXPO - WWW.FURNITUREFAIRBRUSSELS.BE
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26/06/2019 28/08/2019 16:27 16:05 17/06/19 14:03
12 | News
Government responds to fire regulation consultation The Government has issued a response to a
presented by furniture in the modern home
2016 consultation looking at modernising
environment would be an “outcome-
the UK’s furniture fire regulations, which
focused, criteria-based approach”.
suggests changing testing procedures and amending the regulations’ scope to ensure the UK’s high safety standards are maintained, while facilitating innovation. Land of Beds’ directors, Mike and Caroline Murray
Land of Beds recognised at family business awards Land of Beds was awarded the silver award in the retail category at this year’s National Family Business of The Year Awards, held at Wembley Stadium. The awards recognise best-in-class family businesses in sectors ranging from technology to manufacturing. The judges praised the third-generation family business for its sales and profit growth over the last few years, and its
The UK Furniture and Furnishings (Fire)
The report suggests that a change may be some way off. “The Government will now develop a new approach to address the different sources and chemical risks posed by fire
(Safety) Regulations 1988 set fire resistance
to upholstered furniture and furnishings,”
requirements for cover materials and fillings
it reads. “It will focus on safety outcomes
used in domestic upholstered furniture.
such as reduced risk of ignition and reduced
The 2016 consultation aimed to ensure that
risk of fire spread, and will be underpinned
the legislative framework maintains fire
by a set of essential safety requirements
safety for consumers, reflects technological
which all upholstered furniture placed
advances in manufacturing practices,
on the market must meet. This approach
and facilitates a reduction in the use of
is consistent with that taken for other
hazardous flame-retardant chemicals.
consumer products.”
Taken together, the formal responses
The Department for Business, Energy
indicate broad support for the proposals
& Industrial Strategy (BEIS) says it will
relating to scope, traceability and labelling,
provide further details on how the proposals
and enforcement, yet there are mixed
relating to scope, traceability, labelling and
views on the proposals to revise the testing
enforcement will be implemented “in due
regime. The panel has suggested that a
course” – in the meantime, the existing
more effective way of addressing the risks
regulations will apply.
transition into a leading multichannel retailer. MD Mike Murray says: “I would like to dedicate this award to all our incredibly hard-working and dedicated team who consistently go above and beyond. They’re our extended family, and without them we wouldn’t be where we are today.” In July, staff from Land of Beds completed the Yorkshire Three Peaks Challenge – a 25-mile hike up three of the tallest peaks in Yorkshire – raising over £4000 for Platform for Life, a charity which offers free counselling for families going through difficult times.
Stressless opens first UK store
New Belgian textile fair to replace MoOD Following Easyfairs’ cancellation of the
from across the globe. Kris Vermoesen,
MoOD trade show, Fedustria, the Belgian
Fedustria’s textiles product manager, says:
federation of the textile, wood and furniture
“Decosit is the only European fair in the
industries, has launched a new trade show
fall, and comes just in time for the winter
for upholstery fabrics and interior textiles
collections and the furniture shows in the
– Decosit.
months of November, December, January
Decosit will take place in hall 10 of Brussels Expo on 10-11th September this
and February. “Gathering the major players from the
year, and represents a revival of the Decosit
furniture fabrics and interior textiles sector
brand, with a return to its former name and
in the heart of Europe allows optimising
venue.
networking opportunities and attracting
Decosit aims to attract textile producers
new customers.”
IFFS takes a year out to “restrategise” After relocating to Marina Bay Sands for
Chairman Ernie Koh comments: “We will
Norwegian recliner specialist Ekornes,
this year’s edition last March, International
take time off in 2020 to restrategise, review
purveyor of the Stressless brand, opened
Furniture Fair Singapore, along with Nook
the developments closely, rethink formulas
its first UK showroom in July. Situated
Asia (IFFS), will take a break in 2020.
and recharge to drive the next phase of
on Tottenham Court Road, London, the 3600ft2 store is set over two floors.
After 36 years, the organiser of the design-led exhibition has announced a
growth. “We also must revitalise our resources
hiatus to “rethink, review, revitalise and
and concepts by introducing new, exciting
back contemporary interior has been
break new ground as well as to create new
and relevant themes, to elevate IFFS to the
designed to evoke a calm and inspiring
business opportunities, jobs, and grow
next level.
environment, enabling shoppers to
the Singapore furniture and furnishings
browse multiple room layouts, try out
industry in the coming years”, stating that
refreshed with more immersive experiences,
the products at their leisure and easily
the break is “a strategic step in line with the
brand new ideas, and a mission to get people
visualise items in their own homes,”
overall transformation in the furniture and
to rethink furniture and furnishings as well
says Ekornes UK’s advertising and brand
furnishings industry which is taking place
as to make the industry even greater in the
manager, Anna-Marie Warren.
globally”.
years to come.”
“The store’s natural flow and pared-
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“We look forward to coming back
28/08/2019 16:05
News | 13
Jysk founder passes away
Lars Larsen
After being diagnosed with liver cancer,
Time4Sleep expands storage capacity
the founder of Jysk, Lars Larsen passed
With support from Yorkshire Bank,
away peacefully in his home near Silkeborg,
retailer Time4Sleep has established
Denmark, at the age of 71.
a new 35,000ft2 warehouse in Wolverhampton, tripling its
“We have lost our father, husband and
stockholding capacity.
grandfather, and Denmark has lost a truly
Headquartered in Milnsbridge,
remarkable tradesman,” says Lars’ son Jacob Brunsborg, who took over the position of chairman of Lars Larsen Group in June.
19th UK store in Wakefield on 3rd August. Country manager for Jysk UK, David
Huddersfield, the new location has been selected because of its proximity to a
Ashton, comments: “It is a sad day for all at
key distribution partner, and will help
the celebration of Jysk’s 40th anniversary,
Jysk. The values and culture that he created
fill a warehousing gap in the area. It
and personally cut the ribbon to open the
more than 40 years ago is embedded within
will allow Time4Sleep to offer next-day
first Jysk store in Ireland, completing the
everything we do today.If you ever had the
delivery throughout the UK, while a
retailer’s presence in all major European
privilege to meet him you will know that he
team of four has been recruited to run
countries.
was warm, welcoming and incredibly down
the operation, expanding the business’
to earth. Quite a special man, and somebody
headcount to 16.
Earlier this year, Lars played a key role in
Jysk has announced an ambitious fiveyear UK growth plan that will see its store portfolio increase by almost 350% to some 52 stores by August 2024 – it opened its
for us all to really look up to.” Lars leaves behind his wife Kristine, their two children and four grandchildren.
Director Jonathan Warren says: “Our new warehouse is a fantastic opportunity to expand our company. Establishing a warehousing operation
Debenhams appoints new CEO
in the Midlands makes strategic sense and is a fundamental part of our growth strategy.”
Debenhams has appointed Stefaan
to take the business forward into the next
Vansteenkiste at its CEO. Stefaan joined
phase of its recovery. Stefaan has already
Debenhams in April as its chief restructuring
made a strong contribution since joining
officer, and has worked closely with the
Debenhams, and has the support of our
executive team on a new business plan to
investor consortium to drive forward our
SATRA opens new technical facility
deliver a turnaround for the retailer.
turnaround plan.”
SATRA Technology Centre has opened
An experienced turnaround expert
Stefaan adds: “The retail industry faces
a purpose-built technical facility
at professional services firm, Alvarez &
a challenging environment and everyone
that brings together laboratory
Marsal, Stefaan is an experienced CEO and
at Debenhams acknowledges that. But we
services operations with the design
retail operator, having worked with the
have a clear plan and Debenhams has a
and manufacture of test equipment
likes of lntertoys, Vion Food Group, Diam
great team of people who are committed
for improved testing in global supply
International and Bally Shoes, and, before
to delivering it. I am very excited about
chains, including in-house laboratories.
that, theme parks Six Flags and Taco Bell.
Debenhams’ strong prospects and with a
One significant difference will be a
restructured balance sheet there is a robust
more efficient feedback loop from the
Duddy has worked with Stefaan to ensure
platform from which to build a turnaround,
laboratory accreditation team in the
an orderly handover, and steps down from
based on Debenhams’ clear brand focus,
field to test equipment design personnel.
the board this month. Terry comments:
broad customer reach and differentiated
“We concluded that he is the right person
product offer.”
Debenhams’ group chairman Terry
John Hooker, SATRA’s chief executive, says: “The opening of Century House demonstrates SATRA’s continued
Apprenticeship standard at risk The Furniture and Interiors Education, Skills
not meet its new guidelines. This means that
and Training Alliance (FIESTA) is appealing
the existing single standard with pathways
to UK furniture manufacturers to financially
must be replaced by separate standards for
support work needed to renew the level 2
each specialist occupation if Government-
Furniture Manufacturer Apprenticeship
funded skills training is to be maintained.
Standard. The current standard is the
FIESTA is proposing to rationalise the
mainstay of apprenticeship training for the
current standard by creating four new level
UK furnishing industry, with around 1000
2 furniture standards at a cost of £5000
apprentices having been trained through the
each, and is calling for manufacturers to
10 pathways since its launch in 2016.
contribute.
The Institute for Apprenticeships and
close working of our engineering and quality services teams. As well as extending our current portfolio of 300 test machines, this large and modern facility will give us the opportunity to move further towards advanced manufacturing.”
Gary Baker, chairman of FIESTA, says:
Technical Education (IFATE), the controlling
“The occupations of fitted furniture
authority on apprenticeship standards,
installers, cabinetmakers, modern
has said that the current standard must be
upholsterers and wood machinists will be
reviewed before the end of 2019 as it does
impacted most without a replacement.”
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commitment to the development and
28/08/2019 16:05
14 | News
Furniture contributes to Laura Ashley losses
New website honours industry pioneer The Long Eaton Guild now boasts a new website to promote its biannual Long Point exhibitions, courtesy of digital creative
Total group sales at Laura Ashley for the year to 30th June 2019 were
agency, Orbital Vision. Orbital waived the fee for the project,
down £24.7m (to £232.5m) as LFL
instead requesting a donation to St
sales declined by 3.5%, resulting in a
Michael’s Hospice in East Sussex, in
loss (before taxation, and excluding
memory of former guild chairman, Matt
exceptional items) of £9.8m.
O’Flynn, the co-founder of Orbital, who
The retailer’s furniture category (which accounted for 28% of its
passed away from cancer there in March. The hospice has responded to the guild’s
Long Eaton Guild chairman Andrew Mitchell and Orbital’s MD, Rob Walker
business) saw sales fall by -10.1% YoY,
£500 donation with gratitude: “Thank you
with LFL sales down -9.0%. The retailer
so much for your overwhelmingly generous
on the kindness of people like you who give
states that this category – its most
donation given in memory of Mr Matt
so generously in order for others to benefit
expensive – was impacted by weak
O’Flynn. What an incredible gift, which will
from the support we offer.
consumer confidence, particularly at the
enable the hospice to continue to support
higher price points. Home accessories fell by -0.8%,
“On behalf of the team at St Michael’s
many more people. As you know, our
Hospice, thank you. Your generosity is
services are provided free, and we are reliant
heart-warming.”
with LFL sales up +1.1%, driven by lighting, seasonal gifting and bedlinen. Decorating was hardest hit, with LFL sales down -13.7%.. Chairman Andrew Khoo comments: “The primary causes for the YoY drop in profit have been the performance of home furnishing and that of our website following a re-platforming exercise which took place in November 2018. “We have focused on the reasons why home furnishings have underperformed and have taken necessary steps to mitigate this, including adding new contemporary product to our ranges. We have taken active steps to listen to our customers and now believe that we are
Emma reports strong UK revenues European bed-in-a-box brand Emma
strong H1 2019 results are further evidence
Mattress has reported its largest UK
that we’re on the right track and put Emma
revenues to date, drawing in £18m between
Mattress on course to solidify its position as
1st January and 30th June. Co-founder
the UK’s leading bed-in-box brand.”
Benjamin Quiroga-Rivera states: “Emma’s
Emma continues to grow in Europe. As of
+316% YoY growth is a testament to our
19th July 2019, the company had sold over
profitable and sustainable business model,
400,000 mattresses “on a profitable basis”
which focuses on product quality and clearly
via its worldwide online channels. In the
communicating product differentiation and
UK, Emma is expecting revenues of £45m
function.
for 2019 – YoY growth of +173%. The brand
“We’re sceptical of adopting unsustainable
is also set to reveal a new partnership with
strategies and believe we have found the
a UK retailer which will increase its retail
right recipe for long-term success. Our
presence to over 200 stores.
on an appropriate recovery path.” At year-end, the UK portfolio comprised 155 stores, a net reduction of five on the previous year.
Casper goes in-store with John Lewis
eve narrows losses in H1 In a trading update for the six months
and the further benefits of eve’s rebuild
ended 30th June 2019, D2C mattress
strategy coming through.
supplier eve Sleep revealed reduced losses and new retailer partnerships. eve’s focus this year has been on
CEO James Sturrock comments: “I am pleased with the financial and strategic progress made in H1, against a backdrop
reducing EBITDA losses and improving
of substantial retail headwinds and
Online sleep brand Casper has
cash management, and the business says
the current competitive nature of the
announced its first brick-and-mortar
it has made good progress. Underlying
category. We have a strong new team in
retail partnership in the UK – with John
EBITDA losses were reduced by -50% YoY
place, and there are early signs that the
Lewis & Partners.
to £5.9m, driven by a refocus on fewer
rebuild strategy is driving meaningful
markets, greater marketing efficiency and a
improvements in our key metrics in both
strategy officer, Neil Parikh, says:
reduction in overheads. Net cash at the end
the UK&I and France. Our focus on reducing
“Partnering with John Lewis, one of
of the period was £12.5m.
losses, whilst creating a differentiated
Casper’s co-founder and chief
the most-loved retail brands in the
The group expects revenue growth to be
proposition as a sleep wellness brand, will
UK, offers customers the opportunity
weighted towards H2 – UK&I revenues for
underpin the business and lay the path to
to experience Casper and enables us to
H1 were broadly flat at -0.9% below last
long-term profitability.”
bring better sleep to even more people.”
year. Group underlying revenue decreased
In North America, the company has
eve Sleep also confirmed that it is in
by -8% YoY to £12.9m. H2 will see new
discussions regarding a potential merger by
opened more than 30 Casper Sleep
marketing campaigns, three new retail
way of the acquisition of rival brand Simba,
Shops, and has partnered with retailers
partnerships – with Argos, Dunelm and
which would consolidate its share in the
including Target and Hudson’s Bay.
Homebase, to sell eve products online –
online mattress sector.
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News | 15
Natuzzi to restructure in response to tariffs Italian furniture brand Natuzzi has outlined
support from Invitalia, including funding for
the need for changes to its business model
innovation measures and workers’ training;
in response to the increase in US customs
and explore new commercial partnerships in
tariffs on goods produced in China.
different countries.
Broadly, the business plan includes:
Chairman and CEO Pasquale Natuzzi
ScS reports growth in line with expectations ScS has issued a trading update for the 52 weeks ended 27th July, ahead of
extending the company’s Natuzzi-branded
says: “In the business plan that we will be
announcing its preliminary results on
distribution and retail operations in key
presenting in September, we include a series
1st October. The group saw LFL order
geographical areas; revising the existing
of actions to extend our D2C operations
intake growth of +4.2%, with two-year
value chain and streamlining processes,
and the revision of our value chain. We are
LFL order intake growth of +5.2%, and
structures and operations; delivering greater
planning a series of initiatives, including the
expects to report full year results in line
value to customers; and reorganising the
sale of non-strategic assets, the revision of
with expectations.
company to meet the demands of evolving
our manufacturing configuration in Europe,
markets.
China and Brazil, reducing unnecessary
weeks ended 16th March 2019 was
capacity and pursuing alternative
+2.9%, and the full-year performance
manufacturing strategies.
is set to reflect the strong growth the
To achieve this, Natuzzi expects to implement the following initiatives: begin the process of selling non-strategic
“Alongside this, we’ve put in place
LFL order intake growth for the 33
group has achieved in the last 19 weeks.
assets to fuel retail development; reshape
further building blocks for future growth,”
This growth was partly assisted by
manufacturing operations; obtain financial
he concludes.
weaker comparatives in the prior year, as a result of the hot weather and FIFA
Junior employees complete training mission
FIRA hosts West Midlands flammability training
Eight junior employees in the furniture industry have completed The Furniture Makers’ Company’s Young Professional Industry Experience. The continuous professional development course was launched in 2014. This year’s
FIRA International has released details
participants were: Jess Bowyer, sourcing
of two new flammability courses which
and corporate social responsibility manager
will be taking place in Wednesbury,
at Ocee Design; Oliver Clegg, junior quality
West Midlands. The courses, which
assurance analyst at Camira Fabrics; Ryan Goddard, operations graduate at Herman
The students then presented their findings
Miller; Kieran Gunn, technical support at
to representatives of the host companies
Ercol; Emily Nickless, digital marketing
and other industry dignitaries at Furniture
manager at Parker Knoll; Hattie Speed, design
Makers’ Hall, where they identified five
engineer at Ercol; Josh Stancer, business
themes - Brexit, an ageing workforce,
development/trainee veneer specialist
sustainability, online retailing/changing
at Mundy Veneer; and Carl Sunderland,
consumer habits and employee engagement
development CAD technician at Parker Knoll.
– that were having an impact on the sector,
The group spent three weeks across June and July visiting 21 companies to learn about the furniture supply chain, including raw
World Cup.
and put forward solutions to the perceived threats. Dids Macdonald OBE, master of The
materials and components, manufacturing,
Furniture Makers’ Company, says: “The
retailing, buying, pricing, marketing,
culmination of this unique three-week
merchandising, intellectual property,
intensive programme of zig-zagging around
consumer law, aftersales and customer
the UK was a wonderful celebration of
service.
learning.”
will be delivered by Phil Reynolds, technical development manager at FIRA International, are: An introduction to Domestic Furniture Fire Safety Training, taking place on 8th October from 10am-2pm; and An introduction to Non-domestic Furniture Fire Safety Training, on 9th October, also from 10am to 2pm. The curriculum for the domestic furniture course will explain the requirements of the Furniture & Furnishings (Fire) (Safety) Regulations (FFFSR), covering the supply of furniture and beds for domestic use. The course will be structured in a way to show why and how the regulations came about, a look at what is in and out of scope, and an explanation of
Savoir launches online store and new showrooms
the testing and labelling requirements.
Luxury bedmaker Savoir has unveiled a new
US planned in the near future. Alistair
the recent Government response to the
online store which introduces ecommerce
Hughes, Savoir’s owner and MD, says:
2016 consultation regarding the FFFSR.
to its recently rebranded website.
“Savoir is proudly British, but we’re also
Crucially, this course will also reference
The non-domestic course will explain
truly global, and it’s our goal to give
how the requirements of the Regulatory
operation coincides with the opening
customers the most comfortable and
Reform (Fire safety) Order affects the
of showrooms in Berlin, Singapore and
stylish beds imaginable, no matter where
supply of furniture and beds for office,
Qingdao, with additional presence in the
they are in the world.”
contract and hospitality use.
The expansion of Savoir’s ecommerce
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18 | Interview
Fitzrovia, a contemporary take on the Chesterfield
“There’s no prescriptive direction. Just as much free rein for our designers and buyers as possible”
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Interview | 19
Healing hands What does it take to thrive in today’s retail climate? Despite its 209-year history and world-class flagship, even Heal’s has struggled to turn a profit in recent years – but no longer. CEO Hamish Mansbridge tells Paul Farley about the new lines, digital directions and in-store theatre behind the iconic brand’s turnaround, plus the lines it will never cross … I meet Hamish at Fitzrovia’s Mortimer
Sixty years after his death, Ambrose
With a philosophy like that, there’s
House, just a short walk from the
Heal’s famous maxim, ‘If in doubt,
never a dull moment. Heal’s hasn’t made a
Tottenham Court Road store. Here, Heal’s
innovate’, continues to guide the brand’s
Chesterfield in years, Bloomsbury is quite
is unveiling its AW19 collections: Modern
direction. And his design principles, drawn
dissimilar to the established lines, and Rocca
Nostalgia (contrasting colour palettes, warm
from the Arts and Crafts, Art Deco and
is the first extendable ceramic-topped table
materials and bold patterns); and Deco
Modernism movements, are never far away.
the company’s ever done.
Moderne (Art Deco-inspired, curvy, richly
It may be over two centuries old, but Heal’s
accented).
is very much alive and kicking, and can
everything we do,” says Hamish. “But it’s
blend the traditional and the modern like
definitely more pronounced this season. For
no other.
one thing, I’d never plan to launch five new
Encompassing upholstery, cabinet, lighting and accessories, the new designs
“To some extent, we take risks with
sofas in one go!”
are at once sumptuous, refined, and daring.
“Everything comes down to product,”
Take the sofas – like Fitzrovia, a thoroughly
states Hamish. “Design is the absolute key
fresh take on the traditional Chesterfield,
attribute of everything we do – there has to
the portfolio align with the retailer’s
or Bloomsbury, a compact, 1930s-style
be that credibility to it. We’re not going to
wider strategy? “There’s no prescriptive
statement piece.
sell things that are boring.”
direction,” Hamish shrugs. “Just as much
So, how do the latest additions to
free rein for our designers and buyers as possible. They’re working from a blank piece of paper.” It’s a refreshingly democratic approach to product sourcing and development, and demonstrates immense faith in the team’s creative vision. And, risky or not, it appears to be paying off. After some years in the wilderness, the retailer’s finances have returned to good health – revenues were up +12% (to £29.7m) in 2017-18, and Hamish is confident that the future is bright. “It’s been a long time coming,” he says, “and it’s taken lots of little changes to achieve it. When I joined in September 2015, I was never going to completely change what Heal’s was doing – but they had fallen into some bad practices. I had to make Hamish Mansbridge
FN366_Pages.indd 19
people understand that it needed to be a proper business, not a vanity project, and
28/08/2019 16:05
20 | Interview
this meant doing things more commercially – yet remaining mindful of retaining the
Heal’s at 196 Tottenham Court Road
brand’s core values.” It was a time of significant (but necessary) transformation. Poorly performing product was removed. Better relationships with suppliers were forged, and various moves were made to reduce costs – most visibly, store closures. Today, Heal’s operates though six shops. The largest of these is its iconic flagship on Tottenham Court Road, which comprises 42,000ft2 of retail space over three floors. “It’s jolly expensive to operate, but we’d never be without it,” says Hamish. “We’re the road’s anchor tenant!” Alongside stores in Kingston upon Thames, Brighton and West Yorkshire (Redbrick Mill), Heal’s now operates through two smaller-format shops, in Birmingham’s Mailbox and Westfield London. The hope is that these will broaden
customers use the stores too – rudimentary
the brand less visible to its traditional
the brand’s reach, but Hamish admits that it
analysis shows relatively high incidence of
audience. Consequently, he plans to
is not yet clear how well they work, and that
people shopping in both directions – but it
somewhat redress this balance, possibly
Heal’s is unlikely to open any more in the
absolutely looks like the digital-first model
employing some of the brand’s classic ad
immediate future.
is the future.”
campaigns along the way.
Indeed, the brand’s future will hinge
This ethos has led Heal’s to increasingly
And why not? Few brands have such a
on its online channels, says Hamish, who
divert its marketing spend – one third,
rich history, and despite any uncertainties
has already described Heal’s as a “digitally
and now two – along digital channels.
the future holds, Heal’s is never remiss in
connected brand with showrooms”.
And although this remains his long-term
acknowledging its roots. This summer alone,
strategy, Hamish admits that backing away
it celebrated 100 years of Homes & Gardens
from traditional media has probably made
magazine (Heal’s advertised in the very first
“Online now accounts for 40% of our business,” he explains. “Of course, our
issue), while a lobby display marked 100 years of the Bauhaus design school. Such endurance resonates with today’s consumer, and an ethos of longevity permeates the retailer’s entire portfolio.
“ Heal’s has only had 14 leaders in its history. I feel a lot of pride … and responsibility”
The daring Ambrose Heal was also proud of his ability to deliver well-crafted products that would stand the test of time, a message that’s reflected in the business’ branding and lifetime guarantees. It’s also particularly relevant today, as the clamour around sustainable manufacture and recycling hits fever pitch – what better time for a brand that’s always made furniture to last? “Although our more mature customers want the quality they’ve always had, when I joined Heal’s it felt like we lived in a more throwaway society,” says Hamish. “Now it feels like that conscience is coming back again, particularly at the younger end of the spectrum. “A lot of our product is made in the UK and Europe, our plastic bags are biodegradable (even if people still ask for paper!), and the fact we know our furniture will be with our customers 10 or 20 years’ longer than most is great.
Bloomsbury, the signature piece from the new Deco Moderne collection
FN366_Pages.indd 20
“But sustainability is a double-edged sword. I’m always hearing people say that
28/08/2019 16:05
Interview | 21
their grandma has a lovely Heal’s cabinet
“And that’s part of the reason our stores
which they’ll inherit in the future, so they
are so important. They enable shoppers to
don’t need to buy one today. Perhaps we do
compare what we do with our competitors,
it too well!”
so they can see the quality for themselves.”
Hamish points to a rug at our feet
Yet even Heal’s, whose historic flagship
HM ON H&M – AND MORE
that’s made from recycled plastic bottles.
ranks among the world’s most inspiring
The retailers I most admire come in
“Traction on recycled product will grow,”
retail destinations, has to work hard to
many forms. The H&M Home concept
he says. “But it shouldn’t take green
drive footfall. “I’m always astonished when
on Regent Street is fantastic, and
credentials to sell our products – beauty
furniture stores don’t make the most of the
offers really nice pieces at astonishing
and design should lead, with sustainable
theatre and hospitality that should naturally
prices. It’ll be really interesting
elements underneath it all.”
accompany the product,” says Hamish.
to see how it goes. And The White
In that respect, he’s confident that Heal’s
“That’s why we take retail theatre
Company [where Hamish worked as
will always deliver. “I think we do design
so seriously. We’ve got to create an
FD from 2003-12] still does a great
and quality better than anyone else,” he
increasingly more experiential space to get
job. That’s how an owner-managed
states. “If people tell me they can buy
people coming in and buying.” He points to
company should work. Chrissie
something cheaper from somewhere else,
the success of the Heal’s Brunel apartment,
[Rucker, co-founder] involves herself
I tell them to go and buy it – we’re never
a new installation which simulates a modern
in everything important and lets her
going to compete on price.
living environment around its popular
people get on with the nitty-gritty, and they stick to their message and brand values so well. That said, in
The Heal’s Brunel apartment at Tottenham Court Road
general, I think the indies are more interesting than the chains at the moment. Internally, I’ve been most impressed by our ability to respond to disaster. In February, a fire took out our new warehouse near Chorley – and all the stock inside it. A new temporary warehouse space was up and running in just two days. It was extraordinary. It was a difficult time – the lead time on products like Brunel fell from ‘next week’ to ‘two months’, at worst. Our new warehouse, with the same team, in the same locale, opens this month. When we’re looking for inspiration, we visit shows – from Clerkenwell to Milan. It’s really important to see different trends and things coming to market, and to cement our existing partnerships. But in a show like Milan you can’t see everything, which makes it harder to pick the winners!
CAREER DIGEST 1992 Audit manager, PwC 1997 Finance, Thomson Reuters 2003 FD, The White Company 2012 Acting CEO, Snow+Rock 2013 COO, Snow+Rock 2015 CEO, Heal’s
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22 | Interview
“ I had to make people understand that it needed to be a proper business, not a vanity project”
Rocca table and Bronte chairs
Brunel collection, designed by Rob Scarlett.
standing Vitra (“one of my most treasured
history,” says Hamish. “I feel a lot of pride
“It’s interactive, and focused on a range
partnerships – and actually a hybrid model,
… and responsibility. It’s a tough sector.”
which, for many, is the stepping stone
rather than a concession”).
But Heal’s is a survivor. And you don’t survive without a little optimism.
into our brand,” explains Hamish. “The
If variety is the spice of life, the new
apartment brings everything together.”
AW19 collections are poised to bring even
“Here in London, it’s going to be great
Then there’s the sheer number of
greater diversity and character to Heal’s.
for us when Crossrail opens. More generally,
colourful concessions which call the
But you can guarantee it won’t stop there.
sorting out Brexit would make a big
Tottenham Court Road store home. These
It’s taken considerable effort and creativity
difference to people’s confidence, and we’d
range from newcomer Amura (“young and
to get this business back on track, and
see growth in many sectors. It depends on
fun”), through the eccentric Timothy Oulton
momentum must be maintained. By the time
who gets into power, but there’s a good
(“some customers think it’s a slightly odd
you read this, Heal’s will doubtless look a
chance the housing market could pick up.
juxtaposition, but they’re generally happy
little different, as more of that pioneering
to see something different – the brand
spirit comes to life.
absolutely owns that space”), to the long-
FN366_Pages.indd 22
“Heal’s has only had 14 leaders in its
“If they take the brakes off, I think there’s a big future ahead of us.”
www.heals.com
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24 | Interview
Moore
Name: Judith Allison Position: Head of sales
Lap of luxury
Business: Luxury furniture manufacturer and seller, The Sofa and Chair Company, which operates through a large showroom in Park Royal, London
Three words that describe your business
that we could deliver the personal, luxury
Bespoke luxury furniture.
service that our customers required. Our primary focus was customer-centric back
Your origins
then, and this still remains today.
I was brought into the business 10 years ago to set up the retail side. Back then it
The last trade show you visited
was a very small furniture workshop on an
Salone del Mobile in Milan. Now the largest
industrial estate in Acton. When the founder
furniture trade show in the world, it’s a
mentioned to me in my interview that his
great opportunity to meet, develop and
plan was to create a luxury showroom on-
improve relationships with existing and
site, I was sceptical – particularly because of
new suppliers and to learn about forecasted
the location.
trends for colours, textures and trends
My background was in retail furniture,
within the luxury and premium furniture
having previously worked in the sofa
markets. These will ultimately excite and
industry for 15 years. The credit crunch in
inspire our customer base, and we are
2008/09 made me fully understand the
always seeking out new routes to market to
importance of providing a flexible, bespoke
attract new customers.
service to our clients. At first, customers
We have found that it is so important
were hesitant, but when they did make the
to debrief with the whole sales team after
journey, they were pleasantly surprised at
shows like Milan. There is a lot to take in,
what met them in Acton.
but so much of it is helpful for our team as
Our professional designers were awaiting
it will help guide future product design and
them at the door and were ready to listen.
potential future purchasing habits. I want
Most came to us because they simply
to inspire and educate the team, which will
couldn’t find what they wanted on the high
in turn make our customers confident that
street – we could design, manufacture and
they have chosen the right brand.
install, we were doing something most were not doing. The next step for us was identifying a
Judith Allison
FN366_Pages.indd 24
Your most praiseworthy supplier We like to support smaller independent
demand for a design consultancy service,
suppliers, and I consider fabric designer and
that we still provide today. Recruiting the
supplier Jason D’Souza one of the best. He
right people, with unparalleled skills, meant
has worked with us from the very beginning,
28/08/2019 16:05
Interview | 25
not only supplying us with new, innovative and trend-led collections of luxurious yet
King Chesterfield
practical fabrics, but also helping to train our new and experienced sales teams on how different compositions of cloth will perform. Jason understands the importance of informing our design consultants about the story behind his latest collection of fabrics, their USPs and how to manage the expectation of the customer with their chosen upholstery fabric. More recently, Jason collaborated with us by supplying fabrics for a new collection that we launched at our pop-up on the Kings Road in Chelsea back in March. Your best-performing product The Alexander sofa. This timeless piece has remained our bestselling upholstery product for the last three years. No matter what fabric it is upholstered in, it always retains
“ Our clients’ tastes are incredibly varied, but what is always certain is that they require a luxury that cannot be bought from a typical furniture company – that is why they come to us”
its beautifully classic aesthetic. Due to its success, we decided to design a
Your approach to staff training
The most significant change you’ve made
sibling range, the Preston, which is a short-
We invest in people that we can mould, that
in your business recently
armed version but still displays the same
will grow with us and that will be with us for
We have acquired new investment. This
exquisite detailing. We find our clients often
a long period of time. Our success depends
has helped us to achieve our true potential
pair the Preston chairs with the Alexander
on our employees working together to
of growth and to develop and push our
three-seater, which creates great visual
achieve common goals. We cannot do what
brand to a global market. It has enabled us
impact.
we do without the talent of our colleagues
to successfully refurbish and expand our
- new and experienced. In the process of
100,000ft2 showroom, which now boasts
Your personal favourite
expanding the business, we have valued
over 140 room sets, including collaborations
The Moore, a spectacular corner sofa which
those who have been part of the team for
with established luxury brands like
has quickly become top in our corner
over 10 years but that are still open-minded
Visionnaire, Smania and Eichholtz.
group category this year, demonstrating
and willing to learn new skills and share
the success of our product development
fresh ideas with new starters and graduates.
department. This piece was designed to meet
Our team is from all corners of the world
The tastes that best reflect your audience Our clients’ tastes are incredibly varied, but
the demand for a modern silhouette with a
and they all have the same passion to
what is always certain is that they require
contemporary wood finish, brushed metal
design, manufacture and deliver exquisite
a luxury that cannot be bought from a
legs, integrated tables and a sumptuous
products that make our customers want
typical furniture company – that is why
deep-cushioned seat. Its impressive size is a
to return to us or recommend friends and
they come to us. They know that we can
nod to open-plan living, which continues to
family. We are proud of what we do, but we
create the look and feel that they want in a
be ever more popular.
are always seeking to improve.
very quick turnaround time. Being able to produce bespoke furniture that meets each discerning client’s individual needs, with
Provence
a personal service, is the reason we attract and retain customers. The technology you’ve introduced most recently Gimbal, a handy tool to stabilise a mobile phone so that we can produce high-quality video content for our social media channels. The smallest investments can really make such a difference. Your number-one selling tip Always listen to your clients. If you don’t understand what they ultimately want, you will never be able to satisfy them.
www.thesofaandchair.co.uk
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LIVE IN LUXURY. SLEEP IN STYLE. Celebrating 10 years of comfort and innovation
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SALUS LAUNCH AT THE BED SHOW 17 — 18 September 2019, Telford Stand No. J60 Come and see the new look Salus at this year’s Bed Show. We’ll be showcasing our new comfort options.
FN366_Pages.indd 27
10 YEAR GUAR ANTE E
MADE IN THE UK
All Salus mattresses come with a reassuring 10 year guarantee
All Breasley products are made exclusively in the UK
28/08/2019 09:52 16:05 14/08/2019
28 | Events
PREVIEW
OUT ON THE TOWN Long Point returns for its autumn outing from 23rd-25th September. The biannual show, which takes advantage of the historic UK Centre of Quality Upholstery Manufacture, Long Eaton, is a valuable opportunity for buyers looking to catch up with some of the biggest brands in UK furniture …
D
ue to the large number of upholstery manufacturers with permanent showrooms
in the area, Long Point enables buyers to visit over 25 exhibitors in their own spaces, offering both inspiration and intimacy. Open from 9am-5pm each day across seven locations, the show is a valuable sourcing opportunity for buyers of upholstery and cabinet furniture, who will have the chance to explore the latest offer from the likes of Duresta, John Sankey, Siren, Westbridge, Staud, Carlton and Vintage – plus ercol, which is returning to the event. Award-winning bedroom manufacturer, Wiemann (www.
Harrington Mill
wiemannuk.co.uk), will present a display of its collections, ranging from entry-level to top-quality VIP and
been working hard on for the past six
creative agency Orbital Vision. The
semi-solid wood, from its permanent
months.”
site includes exhibitor profiles, with
The Long Eaton Guild, the organiser
showroom on the first floor of
of this longstanding industry fixture,
showroom. With Orbital’s assistance,
of Wiemann’s UK agent, Litmus
has invested in signage this year to
the guild is working to attract a new
Furniture, says: “The team and I
help visitors navigate the various
generation of buyers to this year’s
look forward to welcoming you to the
venues. The show has also benefited
show.
showroom and show you what we’ve
from a new website, built by digital
www.longeatonguild.co.uk
Duresta
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a Google Maps location for each
Harrington Mill. Simon Hewitt, MD
Monaco, Wiemann
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30 | Events
PREVIEW
ALL ROADS LEAD TO STONELEIGH The Autumn Furniture Show will take place on the 1st and 2nd October at NAEC, Stoneleigh Park, near Kenilworth, set in Warwickshire countryside – and promises to offer valuable sourcing opportunities at this critical time of year …
P
reviously the venue for The Royal Show, the NAEC complex now offers three
large purpose-built exhibition halls, and the Autumn Furniture Show will utilise two of these, covering a total of 7000m2. With the much-valued support of its exhibitors, the show is now in its sixth year, and attracts a wide range of manufacturers, offering a variety of products including dining, upholstery, beds, bedroom furniture, home accessories and software systems.
Stoneleigh. Ample free car parking
All trade buyers from the furniture
will be available adjacent to the
sector are welcome – interested
major road (satnav code CV8 2LG)
halls, and visitors will also receive a
parties can register to visit on the
and rail links – Birmingham Airport
complimentary catalogue and a lunch.
show’s website, where they will also
The location is easily accessible via
C
M
Y
find links to a selection of nearby
CM
the nearest railway station, Warwick
9am-5pm on the Tuesday, and 9am-
hotels.
MY
Parkway, is just 6.5 miles from
4.30pm on the Wednesday.
www.theautumnfurnitureshow.co.uk
is just 20 minutes away by car, while
The event will be open from
CY
CMY
K
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32 | Events
PREVIEW
HAVE YOU CONSIDERED SOURCING SERBIAN? Ranked among the best furniture shows in south-east Europe, Belgrade’s furniture fair offers visitors a comprehensive sourcing destination, comprising furniture, furnishings and manufacturing machinery. The 57th International Fair of Furniture, Equipment and Interior Decoration will take place between 5-10th November at Belgrade Fair, and promises to be a notch above what has gone before …
T
his year’s fair will put its exhibitors’ design achievements in the
foreground, in an attempt to demonstrate their capabilities in all aspects of modern design – and, in turn, open new markets. As well as taking new conceptual and organisational directions, the event will facilitate the attendance of customers from across the world, providing direct contact with domestic furniture manufacturers – many of which typically offer exclusive show discounts.
Meanwhile, the popular Design
a number of advantages, including
Talks will present eminent speakers
a high-quality raw material base,
producers and international brands,
from across Europe, as well as key
conserved natural resources, a large
the show aims to address demand
local players.
number of skilled workers and a
Presenting a mix of domestic
for every size, shape and function of
Running parallel to the event,
furniture, including bespoke designs
from 5-9th November, the 57th
delivery. As far as foreign investment
(from classic to luxury), in a variety of
International Fair of Machinery &
is concerned, Serbia is an attractive
colours and materials.
Tools for the Wood Industry will
prospect for many, with a large
feature the latest in production
proportion of its solid wood product
by a team of international experts,
materials and woodworking machines
output sold for export.
who will present the Golden Key
for the furniture industry. Here,
awards – while the Exhibition of
cutting-edge solutions, as well as
business arrangements before and
Young Design Engineers will give the
aesthetic, economical and practical
during the fair, a B2B business portal
region’s most successful designers
ones, will suggest new opportunities
has been set up which will enable
and artists a platform from which to
for arranging living and work spaces,
prospective visitors to register and
present their products, concepts and
and will show how the region’s wood
interact with the show’s exhibitors –
ideas in the fields of home furniture,
and design industries are developing.
just follow the link to find out more.
The best designs will be identified
lighting and accessories.
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Serbia’s timber industry boasts
geographical position that enables fast
To encourage more effective
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34 | Events
PREVIEW
JANUARY SHOW ORGANISER PROMISES BEST EDITION YET Firmly established as the largest furniture and interiors event in the UK, the January Furniture Show saw over 500 UK and international exhibitors launch new models and product ranges at its last edition, as well as introducing additions to bestselling collections.
A
ccording to organiser Clarion, more than 22,000 visitors attended this year’s
show, including buyers from multiple department and independent stores, as well as contract and leisure buyers, interior design buyers and specifiers. The 2019 event was the biggest JFS yet, and introduced two new sectors – Beds at JFS and Light at JFS. Both expanded and complemented the extensive product offering, with post-show feedback indicating that visitors roundly approved of the new developments. January Furniture Show returns to the NEC in Birmingham from 19th22nd January 2020, and planning is well under way to continue the show’s upward march. These include adding more dedicated specialist furniture and interiors sectors but, as event director Cleere Scamell says, furniture will always be the beating heart of the show: “The clue is in the title –
January Furniture Show will always be
and turn up every year, build amazing
a furniture show.
stands and fill them with hundreds of
“The success of JFS proves that
the visiting buyers. We are looking
a top furniture show in the UK. Our
forward to a vibrant and lively JFS
furniture heritage - in design and
2020.”
production – is well documented, and
Over 85% of next year’s edition
we want to provide the best platform
is already booked, states Clarion,
possible for both UK and international
with big-name returnees including
companies to show off their invention
Silentnight, Parker Knoll, ercol,
and skill in producing practical,
Duresta, Italia Living, Tetrad, Skovby,
desirable and saleable products.
Wiemann, Sits, Westbridge, Rom and
“The show’s success is testament to our exhibitors, who support JFS
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new products that enthral and entice
there is huge support and a need for
Gallery Direct. www.januaryfurnitureshow.com
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36 | Resources
It’s never easy to please Google – especially as the goalposts are constantly moving, writes Salience’s Natalie Took. Each year, the search engine’s algorithm updates cause significant changes, and 2019 has been no exception, with major shifts in the levels of visibility and ranking of brands in the online sofa industry. In this article, Natalie shares some of the findings of Salience’s recently updated Performance Insight Report for the sector …
The online sofa sector refuses to sit still What is online visibility?
four-place drop in ranking, and Natuzzi,
Before we look into the report’s insights,
which dropped six places due to a visibility
let’s take a moment to understand organic
decrease of -19%.
visibility, and its importance. Visibility is a metric taken from Search
Those that have seen increases, though, have seen impressive growth. Take M Sofas,
Metrics. This tool measures how visible
for example, who have seen their visibility
a website is across millions of keywords
increase by +213%, taking them from 23 in
tracked in its database. Assuming that
the rankings to 10.
a website and its competitors share the
The biggest increase, though, is Love
majority of the same keywords, then
Sofas, who have seen an incredible +873%
comparing visibility across peers can give an
visibility increase. Obviously, this has had a massive effect
idea of market position. This visibility directly affects a company’s
“It seems the algorithm updates have been particularly kind to the sofa industry”
on where they rank, jumping them from
In more detail, this means that a fast site, with logical internal links and wellorganised categories, that is built mobilefirst, is something Google looks for.
ranking on search engines. The better
a rank of 43 all the way to 15 – quite the
a company’s website ranks, the more
impressive climb. Close behind is Duresta,
make images readable, it is not there yet,
potential customers see them. When a
now ranking at 17 from 40 thanks to their
so the written word is important. Because
potential customer searches for a keyword
visibility increasing by +679%.
of this, if a site has low-quality, light
– let’s say, “red three-seat sofas” – it is
It seems the algorithm updates have been
Also, even though Google is trying to
content, it is unlikely to rank well. Authority
unlikely that they will scroll through pages
particularly kind to the sofa industry, with
and trust are becoming more and more
and pages of results, but instead, just click
only small movements down, and some big
important in this age of fake news and poor
on the first few. Therefore, companies
jumps up.
marketing.
results for more keywords (and so have
Can the fallen bounce back?
needs high-quality, noteworthy sites linking
a low-rank score) are likely to see more
Of course they can! The only issue is, no-
to it.
organic traffic than their competitors.
one knows when the next algorithm update
whose websites sit at the top of search
To prove that a site is trustworthy, it
This shows that the company is a good
will be, or how it may affect websites. We
source of information. The website must
Peaks and troughs
can only work with what we know. Recently,
also show expertise by giving advice on
There have been some impressive
Google updates have had a focus on E-A-T
their products, while referencing other good
movements in the online sofa industry this
(Expertise, Authority and Trust). If a website
sources.
year – some good, some bad, with some
is able to prove to Google that it has these
brands climbing the rankings and others
three things, it is likely to do well in the
said than done, with algorithm updates
diving.
next update.
constantly moving everything around. No-
DFS still has a clear lead in visibility
Each brand will have its own unique
Keeping a good online presence is easier
one knows when the next update will hit, or
score, despite a -28% drop. On the other
issues – there is no one-size-fits-all cure.
what it will focus on, but it’s important to
hand, ScS has gained +30% visibility but is
However, focusing on three crucial online
focus on what we do know – which is that
still far behind its rival’s visibility score, in
ranking factors is likely to help in the future:
Google is currently looking for trustworthy
second place.
ensuring your site is mobile-first with fast
websites that have expertise. A good online
site speed; high-quality content; and good-
presence is important in this digital age,
so bad. The worst two are The Sofa King,
quality backlinks showing your brand’s
and, consequently, should be a focus of
with a -24% visibility decrease causing a
expertise.
overall marketing.
In the top 20, the losses haven’t been
THE AUTHOR Natalie Took is the PR and outreach executive at search marketing service specialist Salience. Since 2009, Salience has worked with household names, challenger brands and start-ups across the retail, lead generation, finance and charity sectors. Contact Salience to find out where your business ranks and how to improve its position. www.salience.co.uk
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38 | Resources
Gone are the days in which consumers would shy away from big-ticket furniture purchases online – just look at the success of upmarket pureplay Made.com, whose international sales recently rose +40%. Tech-savvy furniture retailers are driving this change in attitudes by adopting increasingly sophisticated solutions to bridge the physical/ digital divide and overcome the online shoppers’ anxieties, writes KPS’ Frank Lochbaum …
Selling big-ticket across every channel These efforts mean that consumers now
Livestream chat and product
expect digital experiences to be a key part of
demonstrations
their journey to purchase. Even if they don’t
In the quest to replicate the store
ultimately convert online, digital is a critical
environment, online forward-thinking
element during their primary discovery and
furniture retailers are attempting to recreate
Bed retailer Dreams has revolutionised its
research stages and then right through to
the showroom in the customer’s front room.
omnichannel capabilities, giving staff a 360°
Heal’s is among the pioneers in this
post-purchase validation.
view of its customers, enabling the company
department, thanks to its Livechat solution
to follow their buying journey all the way
big-ticket furniture items right across all
which connects online shoppers instantly
through regardless of which channels they
of your channels, you are missing prime
with its team of in-store advisers. Livechat
switch between.
opportunities to introduce new customers
enables store staff to send product
to your sales funnel, and nurture them to a
recommendations, photos and videos
that customers can start their buying
purchase.
direct from their store. If a customer wants
journey in-store or online and switch
to complete their purchase in-store, the
channels multiple times before they
big-ticket furniture items right across your
company says staff can ensure it is ready
make a purchase. The solution makes
channels …
and waiting for them.
customers’ online wish-lists and baskets
In short, if you’re not selling your
Here are my top tips to help you sell
The furniture industry could also
The firm’s Dreams360 solution means
available to in-store staff. In-store staff
Get interactive with product visualisation
learn a lot from pioneering mobile phone
can also help create digital wish-lists and
One of the biggest roadblocks to selling
retailers, such as Three. The company
baskets if customers arrive in-store first.
big-ticket items on digital channels is that
has championed online chat as a major
Online shoppers can also book in-store
websites, apps and social media don’t offer
sales tool, giving store staff the chance
consultations while they browse online.
the same sensory cues as physical shopping.
to interact and sell to online customers
In other words, you can’t touch and feel
using video chat in which they can answer
opportunities to interact with customers
products before you buy. This creates a
customer questions and livestream product
and nurture them towards a sale. This
significant level of anxiety for consumers,
demonstrations.
is particularly useful when converting
and it’s a major contributing factor to basket
Customers using Three’s live demo solution speak online to a sales assistant at
abandonment. Once, retailers could only offer high-
This seamless approach gives staff greater
customers who are considering big-ticket furniture purchases.
their local store whenever possible, who can These examples illustrate the level
quality images of products – but today’s
arrange an appointment at that location if
technology enables them to use virtual
the customer would like to see their phone
of customer-focused convenience and
reality (VR), 3D imaging, augmented reality
selection in person before completing a
functionality that bricks-and-mortar
(AR), and more. This means shoppers can
transaction.
retailers will increasingly need to employ if they are to preserve and grow their market
interact with products online like never Merge online and o�ine
share. They also give a good indication
Consumers don’t shop online or o�ine
of how the speed and direction of the
the first to harness Apple’s ARkit and OS
any more, they’re largely channel agnostic
consumer’s digital journey is evolving.
system, enabling users to use their phone to
and expect to shop where and when they
see how 3D AR objects look in their home.
like. This means that furniture retailers
with legacy systems is what prevents
AR apps like Ikea’s Place, the home decor
need to tear down the Chinese walls that
retailers from being truly successful.
app Houzz and Wayfair enable the customer
traditionally divide on- and o�ine and
In order to innovate, furniture retailers
to re-position products and look at them
deliver a joined-up, slick, friction-free
must invest in process innovation, to
from different angles while automatically
customer experience across all their
implement new ways of keeping consumers’
scaling them to the real dimensions.
channels.
requirements in sight.
before. For example, Ikea’s Place app was among
Maintaining the status quo by staying
THE AUTHOR Frank Lochbaum is managing partner at KPS, one of Europe’s leading management consultancies for the retail sector, covering the entire range of omnichannel business and digital transformation. www.kps.com
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39
SOME PEOPLE LOOK FOR A BEAUTIFUL PLACE… …OTHERS MAKE A PLACE BEAUTIFUL
Tel: (0044) 3885 1509 Email: sales@derrys.com www.derrys.com 85 Teaguy Road, Annaghmore, Co. Armagh BT62 1LX DerrysSeptember19.indd 1
05/08/2019 09:22
View the exciting new season launches at the following venues: Longpoint Novotel Hotel M1 Junction 25 23rd to 25th September The Autumn Furniture Show Stoneleigh Park 1st & 2nd October
AshwoodSep19.indd 1
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13/08/2019 12:05
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40 | Resources
In the fourth in Abel & Imray’s series on intellectual property (IP) protection, Simon Haslam explains how a business can avoid the pitfalls associated with the ownership of IP …
IP ownership and the importance of getting it right Why is it important?
during the course of their employment, in
stop you making and selling the cabinet
It is becoming increasingly important
which case the first owner will automatically
without their permission. Maybe you should
for many furniture businesses to be able
be that person’s employer. It is therefore
come to some sort of agreement with them?
to enforce their IP rights to stop third
vital that you identify who made what
parties from ripping off their ideas. Such
contribution to the IP.
IP rights include copyright, unregistered
Once the contributors have been
As a one-off, we jointly designed a new high-end kitchen unit with the assistance
and registered design rights, trade marks
identified, you need to assess the
of a local kitchen business we were in
and patents. As a brief reminder, copyright
relationship of each contributor with the
touch with. We’re a small company, but
protects drawings, paintings, company
person or company which wants to own the
one of our UK contacts is now interested
logos, website content and works of artistic
IP, and any agreement in place between the
in mass-producing the units for export
craftsmanship – such as iconic furniture
contributor and the person who wants to
to Europe, and wants to buy the relevant
designs.
own the IP.
rights off us. We are keen to sell the design
Unregistered and registered design
If the company does not own the IP,
of the kitchen unit on to them as it’s not
rights can protect the outward appearance
then additional agreements may need to be
part of our core business. However, the
of a product. Patents can protect technical
signed. It is vital that good records are kept
local kitchen business has now been taken
inventions, and registered and unregistered
as to who made what contribution and who
over by one of the big players and we’ve
trade marks protect branding.
owns each of those contributions.
been unable to get them to engage with us
If your company does not own its IP
It is advisable to have IP ownership
on the matter. What should I do?
then it cannot sell or license the IP, or stop
agreements in place before work starts.
Unless there is an agreement to the
others from unauthorised use of the IP. Your
Contractors, directors and consultants
contrary, both your company and the local
company may infringe the rights of third
may well not be employees and therefore
kitchen business (or possibly the business
parties who own the IP.
you cannot rely on the IP employment
that bought them out) will jointly own the
provisions. Appropriate agreements should
rights in the kitchen unit (unregistered
be put in place with those people.
design rights).
when least wanted. When you are trying
I’ve paid for a designer to design my logo
without permission from the co-owner of
to sell a business, a due diligence exercise
and website. Surely I own the rights?
the relevant rights.
will typically take place which will find out
If there’s no other agreement in place, any
who owns the IP. You will have to show who
rights (such as copyright and unregistered
attorney will be able to advise you on how
owns the IP when trying to assert IP against
design right) in the logo and the website
best to protect your IP outside the UK and
third parties. Unsurprisingly, IP ownership
will be owned by the designer (or their
what routes you might take to achieve that,
disputes often arise when IP becomes
employer, if the designer created the logo
and on how to ensure that IP ownership
valuable, and they are then often difficult to
and website content during the course
issues are dealt with properly before they
resolve.
of their employment). You may have an
cause problems for your business.
When do ownership issues arise?
You cannot sell the rights in the unit
IP ownership issues often rear their heads
Several IP ownership scenarios are
implied licence to use the logo and website
Your patent attorney or trade mark
However, I can offer a few basic tips
discussed below which highlight some
by virtue of the commissioning of the design
for avoiding IP ownership problems: keep
possible pitfalls.
of the logo and website, but you would not
good records of how new designs or other
own the rights.
copyright-protectable works are created; ensure that any agreement on IP ownership
We developed a chair ages ago. Do we own the IP?
The company cleaner has developed a great
is in writing and, preferably, signed before
For any IP right, you first need to identify
looking cabinet in his spare time. We’re
any IP is generated; ensure that you have
all of the people who made some intellectual
looking to make it …
agreements with employees, contractors,
input to the IP (the designer(s), creator(s) of
Assuming that the cabinet was not
designers and directors, and anyone else
the copyright work, or the inventor(s)).
designed during the course of the cleaner’s
generating IP; and take advantage of the
employment, it is likely that the cleaner will
advice of your patent attorney or trade mark
own the rights in the cabinet. They could
attorney.
Each of those people will be the first owner of the IP, unless the IP was generated
THE AUTHOR Simon Haslam is a senior associate at London law practice Abel & Imray, and is writing on behalf of the Chartered Institute of Patent Attorneys (CIPA). E simon.haslam@abelimray.com www.cipa.org.uk/find-a-patent-attorney/
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Full pag
www.buoyant-upholstery.co.uk Telephone - 01282 691631
MALO MALO - STAR OF THE SHOW The Manchester Furniture Show saw the launch of new model Malo (shown above) as well as showcasing our already popular models which all received a positive and enthusastic response by visitors to our stand. If you didn’t get a chance to visit us at the Manchester Furniture Show, don’t worry because our sales agents will be visiting your area in our show vans soon.
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MADE IN THE UK
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44 | Profile
A whole new ball game
Mlily enjoys good match day visibility
Want a better life? Buy a better bed. Catalysed by the online disruptor brands, the mattress sector has been quick to tap into growing consumer demand for a good night’s sleep. According to Mlily’s vice-president of global marketing and PR, Chris Thomas, the message should be about performance, not just product – but it certainly doesn’t hurt to have a dream line-up on your side, writes Paul Farley … Mlily entered the UK in 2015, and made its presence known by enlisting the help of its biggest football team, Manchester United. The company’s turnover has doubled each year since, says Chris, who has been instrumental in growing the brand’s reach. “Although we’re a B2B company, there’s a synergy between our marketing and our product that appeals directly to consumers,” says the marketeer, who relocated from the US to Manchester to help manage the
“While a mattress purchase used to be a throwaway decision for some, the marketing is encouraging people to think about what they’re buying”
both comfortable and robust – and good enough for the players’ own bedrooms. “If the Dream Series works this well for athletes,” asks Chris, “imagine how well it can perform for everyone else?” Culture club This universal appeal is the lynchpin of the brand’s D2C marketing strategy – an area that has enjoyed significant investment, says Chris, yet has delivered even greater returns.
operation. “My focus is on making the
Instead of focusing solely on one aspect of
brand appeal to both the consumer and the retailer. Luckily, we’ve got a great product
Mlily’s answer to the bed-in-a-box, which
our lifestyle – how good sleep can enhance
to start with – and that makes my job much
has performed steadily since its launch this
sporting prowess, for example – Chris’ team
easier!”
January (keep an eye out for Aria’s new
looks at the bigger picture, and attempts to
commercial, shot at the Royal Academy of
convey how quality of sleep permeates every
Dance).
aspect of our lives, from how we study, eat
The cornerstone of Mlily’s offer is its Harmony Collection, a hi-spec hybrid mattress range – “the best of both worlds”
Topping the league is Mlily’s Dream
and play, to how we think. We’re not all
– that hits a remarkably competitive price
Series. Delivered in partnership with
preoccupied with being match-fit, but we
point, and is encouraging a growing legion
Manchester United, Mlily’s premier
may care about being the best worker or
of independent retailers to make room on
mattress line is a game of two halves, says
parent we can be – and good sleep is crucial
their floors for a product with a difference.
Chris. “It’s basically two mattresses in one
to achieving this.
“Hybrid is what we do best,” says Chris,
– a comfort layer above a more supportive
“and the Harmony Collection is our most successful line. Once people try it out, there’s no stopping it!” Alongside assorted gel and pocket-sprung models, pillows and toppers, there’s Aria,
FN366_Pages.indd 44
layer.” The engineering behind the Dream Series
“Love or hate the bed-in-a-box, you can’t deny that it’s affecting consumer culture,” says Chris. “There’s a reason
was informed by Manchester United’s own
online sales are through the roof – all the
sleep experts, who worked closely with
money these brands spend on advertising is
Mlily to help it create a mattress that is
making consumers appreciate sleep more.
28/08/2019 16:06
Profile | 45
And while a mattress purchase used to be a
yet digestible stream of content across
the employees up right now – as well as
throwaway decision for some, the marketing
Instagram, Facebook, YouTube and Twitter,
expanding our operations in other parts of
is encouraging people to think about what
driving traffic to its website (and, crucially,
the world.
they’re buying.”
its stockist finder page), all the while
According to Chris, there’s a cultural shift taking place across the board. From news
tracking and analysing growth. “In terms of enquiries, we’ve quadrupled
“That’s one of the benefits of being a global company – you can adapt, and deal with any problems. Generally, if something
articles and TV shows to the phenomenal
traffic since the campaign began,” says
adverse happens and we have to adjust
growth of sleep tracker apps, people are
Chris, explaining that by encouraging brand
prices, we’ll take the heat in the short term
hungry for advice about why a good night’s
recognition at every turn, Mlily is quietly
rather than see our stockist relationships
sleep matters, and how they can get it.
but effectively driving traffic to its stockists.
harmed. Yes, there’s always going to be a
“We could take a similar approach to the
gradual price increase due to inflation, but
of your life, but the common ground is
bed-in-a-box brands and spend a tonne on
there’s never been a sharp rise in our prices,
‘performance’ – for example, being more
pay-per-click (PPC) advertising – but we’d
and I don’t foresee one any time soon.”
energised as a parent, or more focused as a
be massively in the red if we did, and we’re
worker,” Chris explains.
in it for the long game.”
“Sleep ties in with so many other factors
Mlily is also quick to dispel any lingering notions that ‘Made in China’ means low
“At Mlily, we wanted to build a solid foundation of helpful, useful information
Win or lose
that gives something back to our customers.
Mlily’s long-term vision is evident. Its
If you have a great product, everything falls
partnership with Manchester United is a
into place – but it’s not just about product,
global one, reflecting the manufacturer’s
As a (relatively) new parent, Chris
there’s much more at play here. And that’s
immense capacity and reach – the brand’s
tends to put family before fixtures
why we’re taking a more holistic approach
parent company operates factories in China,
(“I get to two or three matches a
to our marketing.”
Thailand, Serbia, Spain and (shortly) the US,
season – and I’ll never miss United
and exports Mlily mattresses and pillows to
versus Liverpool”), but he has spent
and social media channels reveals a
the majority of the world’s key consumer
considerable time at the team’s Aon
cornucopia of messages, from the helpful
markets.
Training Complex, gleaning useful
A quick browse of the brand’s website
to the inspirational. Tips on how to improve
Such scale makes Mlily uniquely equipped
Sleep in-sight
insights into how these sporting champions wake up match-fit each day.
a running schedule. Interviews with
to weather fluctuations in national markets
psychologists. Meditation lessons. Healthy
and emerge unscathed, ensuring its
meal plans. Yoga for beginners.
relationships with stockists are preserved
example, I remember when their sleep
come what may.
scientists dispelled the notion that I
There’s also more focused campaigns such as #watchmerise, which, informed by
“We’re definitely feeling the effects of
“It’s fascinating,” he says. “For
could catch up on lost sleep by having a
brand ambassadors such as life coach Emma
Trump’s trade war,” says Chris, “but we do
lie-in on weekends. It’s actually much
Mumford, promotes the achievements of
have factories outside of China, which has
more important to be consistent and
women fuelled by a good night’s sleep.
lessened the impact of the new tariffs. To
stick to a schedule – even if that means
Working with lifestyle influencers
help mitigate their effects, we’re building
waking up at 6am every Saturday and
a factory in South Carolina and training
Sunday, and taking short naps now and
like Emma, Mlily curates a valuable
again. To compensate, the deeper phase
“We wanted to build a solid foundation of helpful, useful information that gives something back to our customers”
of your sleep cycle might just end up being longer. “Your body is an amazing thing, and it can work with you, or against you!”
North Rugao – one half of Mlily’s China factory
Chris Thomas with former England and Manchester United captain Bryan Robson OBE at the January Furniture Show
FN366_Pages.indd 45
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46 | Profile
Thomas’ tips When Mlily came to the UK in 2015, it was a virtual unknown. Chris’ team was tasked with growing the brand’s following from scratch, and today Mlily enjoys considerable online reach across Instagram, YouTube, Facebook and Twitter. “Pay-per-click (PPC) advertising is tough for small businesses,” says Chris, “and you can’t afford to go all-out. It’s much smarter to find your niche. If businesses take time to get to
itcelloC
moordeB
know their audience, they can be really
with how they use channels like z t i r osmart M
Facebook – it’s hugely flexible in terms of the type of content you can upload, and once you understand the analytics and marketing tools available, you can achieve great things. “Looking ahead, though, I think companies should be pumping more money into growing their Instagram presence. It will be just as big as [its owner] Facebook one day, mark my words. And all the skills you’ve picked up working with Facebook are transferable. “We live in a visual world – Instagram offers so many great assets (like Instagram Stories) which our trade overlooks, there are many more ways to market yourself.”
t c e l l Examples oC m o o r d e B n o t p m aH of Mlily’s advertising, which bring together B2B and B2C messaging quality. Would-be stockists are invited to visit the factories in Rugao, Jiangsu, to see for themselves how cutting-edge and efficient its mattress manufacturing can be.
brand visibility at every turn. He assures
“By selling a lifestyle me that Mlily will return to the January Krather CO T S Furniture K U Show next year with new products than just (“something that relates to the changes
a product, we’re we’re seeing online and on social media – “As soon as peopleE visit our D factory in O M SID L R OO L F but I don’t want to spoil the surprise!”), a China and see what’s going on there, the making Mlily a brand re-scaled portfolio and a familiar face from scale of what we’re doing, and the global T R OPPUS S O P everybody can the Red Devils’ past. shape of our business, becomes evident,” Ultimately, he’s confident that Mlily Chris explains. relate to” offers some of the best-value mattresses “Everything is vertically integrated money can buy – and that by focusing
– when we make a mattress, we make
ED
everything that goes into it. It’s global
mattress manufacturers in the world,” says
the company’s marketing efforts on
manufacturing, and we’ve always
Chris, “so we do a fair amount of white
performance together with its quality
maintained a high standard. Mlily is publicly
label and OEM production – but here our
product, he is rewarding stockists with a
traded on the Shanghai Stock Exchange, so
principal mission is to give our independent
steady enquiry pipeline while giving back to
there’s a board we need to keep happy, too!”
retailers a unique selling point.”
UK consumer. N G I Sthe E D
Chris explains that the business is happy
“By selling a lifestyle rather than just
The devil’s in the detail
to support its stockists with marketing
a product, we’re making Mlily a brand
Despite its size and rapid growth, Mlily
resources, or to offer them advice on
everybody can relate to,” concludes Chris.
hasn’t taken its eye off the ball, and still
developing their own websites. He reiterates
“We’re trying to enrich people’s lives – and
maintains that smaller independent retailers
how Mlily’s partnership with Manchester
I sincerely believe that’s the best way to sell
are its priority in the UK.
United doesn’t just open doors with new
mattresses.”
stockists, but provides a high level of
www.mlily.uk
“We’re one of the largest memory foam
rah@selas : tcatnoC FN366_Pages.indd 46
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FN366_Pages.indd Full page USE.indd 47 1
Contact: sales@harmonyfurnishings.co.uk Tel: 01902 459898
28/08/2019 06/08/2019 16:06 14:35
S
48 | Profile
Carbury
Gallery signals huge H2 roll-out Gallery Direct is set to launch its biggest ever autumn/winter collection – featuring over 600 new lines – at Autumn Fair this month. selection of fabrics – seven ranges, each
The collection includes over 125 furniture
From over-sized tassels to hand-
lines, over 220 soft furnishings, over 180
tied detailing and a variety of textures,
offering a choice of colours to give 58 new
wall decor products, over 55 lighting pieces
including metallic foiling, Gallery’s new soft
fabrics in total.
and over 25 made-to-order lines offered
furnishings collection has been designed
in 58 new fabric options. The new products
to fit into the Apartment Living and Luxe
collections, including Gallery’s innovative
include additions to Gallery’s popular Luxe
trends. The range features cushions, throws,
Seagreen range which features Seaqual-
trend, as well as a new Apartment Living
draught excluders and doorstops, as well
certified ticking, as well as fillings made
trend which features clean lines and strong
as rugs. There is also a wide range of new
from recycled plastic.
finishes.
bedding across Gallery’s textile brands –
James Hudson, sales and business
Boheme, Kilburn & Scott, Lagom, Parisian
development director, comments: “We
Carbury and Forden ranges. Featuring metal
House, Parlane Collection and Simply Sleep.
are incredibly excited about our AW19
and oak veneers in two finishes – black and
The new wall decor offers an engaging
The new furniture collection includes the
There are also three new mattress
Collection. It’s our biggest ever and has
grey oak – both collections would fit into
selection of mirrors, from simple metallic
taken a tremendous amount of hard work
any modern interior. Another new collection
frames in unusual shapes,to mirrored
to pull together, but we are confident that
is Hadston, offering six pieces featuring
frames for the Luxe look, along with wall
it will be well received and successful, and
black metal frames combined with a choice
art, from abstract printed canvases to floral
we look forward to showing visitors at the
of antique gold, antique silver or antique
framed art.
Autumn Fair.”
copper tops.
Gallery’s lighting collection is also being
To be amongst the first to view this new
extended with a varied range, from table and
collection, visit Gallery on stand 19D10-E11
upholstery, including: the eye-catching
floor lamps to unusual pendants, featuring
at Autumn Fair, where the company will
Rivello chair which is available in Rusty
golds, mottled glass and interesting shapes
occupy its largest stand yet at the show.
Orange, Rose and Inky Blue; the Valenza
for the Luxe trend, and clean, sharp lines in
For those unable to visit, Gallery is also
sofa and matching tub chair in brown
satin and matt finishes for the Apartment
exhibiting a selection of its new products at
leather or gold velvet; and the Tesoro sofa
Living look.
the Autumn Furniture Show, taking place
There is also a selection of new
and tub chair which is offered in a choice
On the made-to-order side, there are new
from 1st-2nd October.
of black or cream leather and dark taupe or
bedsteads, headboards and ottomans, along
T 01795 439159
grey velvet.
with sofabeds. These are offered in a new
www.gallerydirect.co.uk
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Full pag GD Fur
OUR BIGGEST EVER LAUNCH OVER 600 NEW PRODUCTS
Rivello Chair Stunning scalloped shaped occasional chair with cushioned seat pad and luxe inspired gold legs. Available in Rusty Orange, Rose and Inky Blue velvets.
HADSTON SIDE TABLE Available in Copper, Silver and Gold.
S TA N D 19D10-E11
www.gallerydirect.co.uk | 01795 439159
W E W I L L A L S O B E E X H I B I T I N G AT T H E AU T U M N F U R N I T U R E S H OW H A L L 2
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50 | Profile
Crossing the line Having steadily established an enviable presence in the UK over the past five years, seating specialist Hydeline wowed visitors to this year’s January shows with the launch of a new brand, At the Helm. What prompted this new direction, and what could it mean for existing customers? Paul Farley spoke to UK sales manager, Michael Sheedy ‌
Buckingham in velvet
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Profile | 51
Buckingham
Sporting the chic, assured look of a lifestyle interiors brand, smart new sofas, and promising ongoing diversification into a range of ancillary interiors products, At the Helm’s unveiling at imm cologne and the January Furniture Show stopped visitors in their tracks. The brand – a modern take on British
“It’s a global vision – I think that’s vital when you’re targeting the higher end of the market”
Prompted by the trade’s warm response to the new Chesterfields it launched at last year’s show – prompting comments from buyers such as “probably the best Chesterfield manufacturer in the Far East” – the factory turned its attention to developing more traditional shapes than usual, applying its expertise in design and
style – was the brainchild of Jonathon Tan,
comfort to (what would become) At the
whose family owns Hydeline. Assisted in its
Helm’s launch models.
delivery by Michael Sheedy and designer
With the addition of two models at AIS’
Ryan McNeish, Jonathon’s ambition was
members show in June, the portfolio now
twofold, explains Michael:
totals 10 distinct chairs. The brand also comprises a line of attractive pendant lights,
“Building on the company’s two decades
available by the container.
of experience in the US market, Hydeline
To help stockists present the new models
was established in the UK to offer its independents and groups a mid- to upper-
to best effect, the company has developed
end seating proposition. But its owners
an in-store gallery concept which features
always wanted to create a lifestyle brand in
the lighting and graphical elements featured
addition to their non-branded business, to
in At the Helm’s impressive exhibition
establish something even more concrete and
displays. A variety of custom-built gallery
enduring.
options will be available to retail partners, at varying levels depending on the number
“It’s a global vision – I think that’s vital when you’re targeting the higher end of the
of models on display in-store. “We’re
market – but we’re very much committed
developing a complete lifestyle offering,”
to the UK in the first instance, as our
says Michael, “and we’re helping our
modern interpretation of British design demonstrates.”
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Buckingham
stockists give At the Helm the platform it deserves.”
28/08/2019 16:06
52 | Profile
The brand’s direction is the responsibility of Jonathon (who is behind the original
Charterhouse
concepts) and Ryan (the “creative driver”). “It’s great that Ryan is working with us,” says Michael. “We were looking for somebody who had a proven track record in commercial design, who’d hit the ground running and give the brand its own distinctive direction – and we haven’t been disappointed. The model designs are still in their infancy, but we’ve firmly established the look and feel of the brand, and this will continue to develop over time. “We are firm believers in thinking outside the box – we want to offer a bold new direction in comfort and style, and our new designs for 2020 very much reflect this thinking. And we’re only just getting started!” By way of example, Michael points to the
“We are firm believers in thinking outside the box – we want to offer a bold new direction in comfort and style”
brand’s new photography (pictured), which sets the tone for a new era of upmarket
existing customers have been keen to get
operation and future-proofing it for the long
marketing and PoS materials –opulent,
involved.
term”, says Michael.
well-appointed settings that are aspirational
To date, the family-owned company has
“We’re aiming for growth from £20m
yet lived-in, proudly putting the new
followed an impressive trajectory. Michael
to £30m, then to £40m,” he says. It’s
models to the fore.
says that its UK turnover doubled in 2017,
an ambitious statement – but, with the
and again in 2018, and is on track to do so
business having such a well-defined route
again this year.
to market, who says it can’t achieve world
“Jonathon and Ryan stay on top of the trends, and will keep on moving At the Helm forward – but, having laid the groundwork,
As well as adding a new factory to
domination?
they’ll be looking to keep it fresh without
enable volume production (plus added
At the Helm will exhibit with Hydeline at
straying too far from the initial concept.”
seating comfort and greater efficiency),
imm cologne and the January Furniture
the company will shortly strengthen its
Show next year, giving visitors a chance to
both the NEC and Koelnmesse in January, At
management team through the appointment
inspect the latest lines from both.
the Helm has made good progress since, and
of an MD and the re-organisation of
T 01908 968228
Michael says that the majority of Hydeline’s
its management team, “scaling up the
www.atthehelm.com
Having enjoyed a “fantastic” reaction in
Camden in teal
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KM19 1
+
+
FN366_Pages.indd 53 advert re-sized for Furntiure News V1.indd 1 KM19 185 Naked Truth
28/08/2019 23/08/2019 16:06 10:50
54 | Profile
Wilde Java’s gallery in FW Homestores, Cardiff
Wilde Java galleries boost sales at FW Homestores When Wilde Java was asked by its stockist FW Homestores to install an eye-catching product gallery in its Cardiff shop, the established furniture and handicraft importer was happy to help … Wilde Java is one of the UK’s premier
“The investment and confidence that FW’s
products – especially when those products
importers of Asian handicrafts and exotic
management has shown in the display
are handmade and not mass produced.
furniture from Indonesia, India, China and
of Wilde Java products, and the resulting
This means they’re creating a unique and
Thailand.
increased sales, has yielded a fantastic result
individual and shopping environment for
for both parties.
their customers.
Offering unique, practical home
“We are pushing to emulate this success
accessories, which are all handmade, Wilde
“Working with FW on this project has
Java prides itself on providing products with
been a positive, uplifting experience. It’s a
in the future with other like-minded,
individuality, offering a departure from the
real pleasure to work with forward-thinking
forward-thinking retailers nationwide.”
mass-produced norm.
owners who are working hard to make their
T 01922 451444
business a success by investing in new
www.wildejava.com
Employing recycled materials wherever possible, Wilde Java works closely with various artisan suppliers to design, develop and create new products which share the rustic, timeless qualities of their places of
Four-store independent FW Homestores sells to customers across the South-west and Wales
origin. When Wilde Java was asked by stockist FW Homestores to install a product gallery in its Cardiff shop on Penarth Road, the company designed and built a replica exhibition stand for the front of the building. The results were impressive, reports Wilde Java – sales of lighting and accessories were boosted, and, following on from the Cardiff gallery’s success, a further display was commissioned for FW’s Caerphilly branch, which, to date, has boosted sales to a similar degree. Wilde Java’s Phill Jones comments:
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WildeJa
Wilde Java Home Accessories
Asian handicrafts and exotic furniture from Indonesia, India, China and Thailand VISIT US AT THE AUTUMN FAIR - HALL 20 STAND H 47 Wilde Java, furniture and accessories • T 01922 451444 • www.wildejava.com Westpoint, Middlemore Lane West, Aldridge, Walsall, West Midlands, United Kingdom, WS1 8DT
WildeJavaSep19.indd FN366_Pages.indd 551
23/08/2019 28/08/2019 11:11 16:06
Central Furniture Manufacturing Ltd For a Full Colour Brochure please call 0121 766 8110
Newport Range Gloss grey
Mulliner Works, 154 Bordesley Green Road, Birmingham, B8 1BY Tel Fax Email Web
: : : :
0121 766 8110 0121 766 7450 info@centralfurnituremfg.co.uk www.centralfurnituremfg.co.uk
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Central Furniture Manufacturing Ltd For a Full Colour Brochure please call 0121 766 8110
Newport Range White
Mulliner Works, 154 Bordesley Green Road, Birmingham, B8 1BY Tel Fax Email Web
FN366_Pages.indd 57
: : : :
0121 766 8110 0121 766 7450 info@centralfurnituremfg.co.uk www.centralfurnituremfg.co.uk
12/08/2019 28/08/2019 12:21 16:06
58 | Manchester Furniture Show Review
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Manchester Furniture Show Preview | 59
Making more of
MANCHESTER The 2019 edition of the Manchester Furniture Show (MFS), which took place over three days in July at Manchester Central, saw retailers from the length and breadth of the UK explore the latest upholstery, cabinet, beds and accessory launches, leading to exhibitors reporting positive reactions and significant sales interest. Furniture News was present to report on the highlights of the summer’s big show … This year’s Manchester Furniture Show was always likely to prove a tough draw, but given the widely acknowledged background of
Manchester Furniture Show’s decades-long reputation. “We will be spreading the net wider than ever, reminding
difficult retail conditions, the majority of the event’s exhibitors
busy retailers about the incredible range of product on show and
arrived at the show with realistic expectations.
encouraging participation from even more key suppliers.
Despite a slight drop in footfall (organiser Clarion Events states
“This year the halls were packed with ingenuity and inspiration, as
that it was-2% down on 2018’s event), numerous exhibitors –
well as accessible products at every price point – all crucial factors in
including La-Z-Boy, Vida Living, UK Agency, Heartlands and ALF
making a real difference to the bottom line of the most creative and
– reported impressive buyer quality and a very satisfactory level of
forward-thinking retailers.
orders and leads. Before the event closed, over 50% of the exhibitors had already
“We are committed to getting that message out to the widest audience of buyers, and welcome them to this much-loved and
committed to take part in MFS 2020, with many citing the
impressive event. We will help them find those game-changing
importance of supporting their customers by showing at two large-
product lines and - in true MFS style - make sure they go home with
scale events during the year (the other typically being Manchester’s
a smile on their face as well! The famous atmosphere here is key to
big brother, the January Furniture Show).
what makes this event work, and we want to make sure that there is
Nevertheless, the challenging economic landscape has prompted Clarion to review its approach, and increase investment in its VIP
more of it! “We will be spending the coming months planning creative ways
buyer scheme for the 2020 event, broadening its reach across the UK
to ensure that the 2020 event will offer the very best that the UK
and Europe.
furniture industry has to offer. We will keep everyone informed about
Speaking about his plans for fresh investment, new features and a refined layout next year, event director Cleere Scamell comments: “We have big plans for 2020. “Although times are uncertain, to me now is the perfect time for us to invest significantly and build on the solid foundation of
FN366_Pages.indd 59
the exciting new developments, and look forward to welcoming everybody to MFS next year.” Read on to discover how the event’s stand-out new products performed …
www.manchesterfurnitureshow.com
28/08/2019 16:07
60 | Manchester Furniture Show Review
Alpha Designs (01902 492937, sales@alpha-designs.co.uk) is a
partnership with a leading furniture designer, continue to fuel the
progressive UK manufacturer which strives to remain at the forefront
company’s growth in the marketplace.
of design and fabric – and its abilities are evident in its new Cerchio
Bolstering its existing successful portfolio, Alpha continues to
collection, a versatile curved range which comprises both corner
expand its breadth of styles through additions such as Cerchio, and
groups and sofas of various sizes. Cerchio was presented in vibrant
complements its new lines by offering total flexibility on fabrics
new fabrics at the Manchester Furniture Show, where it enjoyed a
across all models. An increasing number of retailers are finding Alpha’s combination
warm response from the show’s visitors. All of Alpha’s ranges, which have been designed and developed in
of quality product and can-do attitude an enticing proposition.
It is all about the accents this year, says
distinctive vegan hunting trophies, and
hit of colour to showrooms, and to the all-
Elaine Anderson, sales manager at Bluebone
classic reclaimed boatwood shelving, which
important Instagram photos!
(sales@bluebone.co.uk, www.bluebone.
have all been sure things for repeat sales.
co.uk), which enjoyed the opportunities this
“We also brought the Bluebone
“We always enjoy the summer Manchester show – it’s our home city, and
Arboretum to Manchester. It’s a selection of
a great time for us to catch up with our
faux botanicals ranging from 2m olive trees
customers and preview some new launches
of our takeaway impulse buys this year,”
to small sprigs of eucalyptus, and including
for autumn. This year we launched two
says Elaine. “In January we launched over
various sizes of cacti and palms, a leafy
beautiful pieces of wall art handmade from
100 new small pieces, and in Manchester
monstera, bird of paradise and a weeping
reclaimed boatwood and textiles, and a fun
we showcased the best of the bunch.
willow. The plants have proved hugely
set of tables with printed botanical tops.
Particularly worthy of mention were
popular with retailers, interior designers
our Natural Teak Root occasional tables,
and influencers alike – they bring an instant
year’s show presented. “We’ve seen a steady rise in the sales
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“Summer may be gone for this year, but the tropical vibe lives on!”
28/08/2019 16:07
Bluebon
AUTUMN 2019 The new edition Stylebook 2 contains our complete 2019 collection. It includes an extensive chair gallery, new faux botanicals and a huge range of furniture and home decor. We have a distinctive ‘soft industrial luxe’ identity which reaches right across our varied collection.
bluebone.co.uk
wholesale quality furniture To discover more about our Autumn Winter 2019 collections, how to become a stockist, or create a partner gallery, contact our sales team
sales@bluebone.co.uk
BlueboneSep19.indd 611 FN366_Pages.indd
www.bluebone.co.uk
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62 | Manchester Furniture Show Review
MANCHESTER FUELS MOMENTUM AT WESTBRIDGE Show regular Westbridge always makes the most of the opportunities Manchester presents. Whether that involves catching up with stockists or revealing new products, the sofa manufacturer sees the event as the perfect platform for summer sourcing, reports sales director, Nichola Bell …
Oakley
“Westbridge love the Manchester Furniture
“Next there’s Camden. By popular
year, without ‘the girls’ – they did a good
Show – not only because of the iconic
demand, this gorgeous little group is now
job of attracting buyers to the show, and I
venue, getting to sample the city’s dining
available in over 100 fabrics. This stylish
know they have very interesting plans for
choices each evening and invariably
range is perfect for quirky spaces, reception
the event next year.
enjoying the sunshine, but because we get to
areas and smaller rooms – it’s the ideal
see a great selection of our customers at the
marriage of comfort and style.
half-year point,” says Nichola, who explains
“Finally, we launched Della. With hints of
“Theresa and Laraine [former show directors] – we missed you, but hopefully you had your feet up somewhere exotic!” So, what is next for Westbridge? “Of
that the business took a break from its usual
Scandi style, the Della corner chaise offers
large stand location this year to show off its
clean lines, good proportions and a neat
course, it’s all eyes on the January Furniture
new lines in a separate suite off the main
shape.”
Show,” says Nichola. “There’s quite literally
hall.
Westbridge also presented its Jude
never time to stand still. It’s all about the
corner – launched in soft pastel shades
new. We are working very hard on new
Would we like it? I can answer yes to all
at last year’s Manchester show – in its
ideas, new innovations, new designs, new
those questions! Second only to the January
sophisticated new Vegas fabric, giving it a
fabrics and new incentives.
Furniture Show, Manchester is the best
markedly different identity.
“Would it work? Would people find us?
opportunity we have to bring new designs
“We had fun at the show,” states Nichola.
“With what could be a very challenging time ahead of us – courtesy of Mr Johnson and colleagues – we at Westbridge are
to our customers, and also show new fabrics
“It’s always great to spend decent time with
that we weren’t able to reveal in January.”
our customers in a relaxed atmosphere. The
simply going for it. Bring on 2020!”
organisers, Clarion, were flying solo this
www.westbridgefurniture.com
This year was no exception, seeing Westbridge introduce three new models – Oakley, Camden and Della. “Oakley brings superb comfort with a
Jude
high-back, lumber-supporting, familyfriendly sofa group,” says Nichola. “It is a very understandable shape, and appeals to customers wanting head support, a firmer seat and a choice of contemporary covers. Oakley will hit the floors in September, allowing plenty of time for pre-Christmas orders.
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64 | Manchester Furniture Show Review
Virginia
Malo
T
A
Buoyant (www.buoyant-upholstery.co.uk) enjoyed an “excellent” Manchester Furniture Show. New fabrics were launched on popular Sherborne Upholstery (www.sherborneupholstery.co.uk) has
existing models, keeping the ranges on-trend and relevant, and the
enjoyed a good reaction to its latest introductions. The popular
manufacturer states that these were “very well received”.
Virginia recliner/suite range has now been made available in the full
Buoyant has seen increased demand for compact, design-
range of nearly 30 full-hide leathers, including a new colour, slate.
led furniture – and its Malo, which was new at the show,
The model suits both traditional and contemporary settings, and is
seemed to tick all the right boxes with customers. Malo features
offered in two sizes throughout.
contemporary, Scandi-style legs, button back detailing and a
Meanwhile, the Albany riser/recliner range has been extended
reversible chaise, and its small footprint makes it suitable for
into a full suite with the addition of a manual or powered recliner,
modern living.
a fixed chair and a two-seater settee, all in the standard size. These
“The success of this new model was made all the sweeter
models provide a high degree of comfort with soft, three-pillow
when Buoyant was awarded Best Stand by the BFM,” adds a
backs and pillow-style arms.
spokesperson.
FURNISHING AND UPHOLSTERY FABRICS WHOLESALER LUXURY HOME FURNISHINGS AND ACCESSORIES
1ST - 4TH SEPTEMBER 2019
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THE ITALIAN HOME ARTEMIDE / dining room
www.alfitalia.it
UK SALES REPRESENTATIVE - 3D PARTNERSHIP sales@3dpartnership.com - T: (0) 1925757369
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Ari from the new pedestal chair collection
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Comfort without limits La-Z-Boy UK’s brand new pedestal chair collection includes Ari - a power recliner with magnetic remote control. Ari features a rechargeable battery for simple reclining comfort anywhere in the home.
www.la-z-boy.co.uk
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68 | Manchester Furniture Show Review
Wish
Batal
Nuvolari
New Trend Concepts (www.newtrendconcepts.it) enjoyed a warm
for over 20 years, and supplies top retailers throughout Europe. The
response at this year’s Manchester Furniture Show, where it unveiled
company’s extensive range of high-quality leather furniture – as
several impressive additions to its upholstery portfolio.
well as corner groups and sofabeds– are delivered within six-to-
New Trend Concepts has created handcrafted leather sofas in Italy
eight weeks.
Units 3 & 4 Holland Park, Factory Road, Sandycroft CH5 2QJ T: 01244 814673 E: sales@flintshirefurniture.co.uk
www.flintshirefurniture.co.uk FlintshireFurnitureSep19.indd 1
FN366_Pages.indd 68
12/08/2019 16:26
28/08/2019 16:59
Full pag Sherbor
Virginia Fixed Chair and 3-Seater Recliner
Virginia 2-Seater
Albany 2-Seater and Recliner
The recently-introduced Virginia range is, by popular demand, also now available in leather. Offered in two sizes throughout, this wonderfully comfortable design suits both traditional and contemporary settings. The three-pillow-back Albany has proven to be so successful as a riser recliner that we have now extended this range into a full suite. So why not try the additional fixed chair, recliner and fixed 2-seater available now? Virginia Standard Riser
5Guarantee Ye a r ON ALL ELECTRICAL COMPONENTS, ACTIONS & FRAMES
A new Aquaclean fabric, the Sargasso range, and new Queensbury Slate leather have also been added to much acclaim.
Sherborne Upholstery Limited Telephone: 01274 882633 sales@sherborne-uph.co.uk www.sherborneupholstery.co.uk (including Product Customiser to view all Fabrics and Leathers) FN366_Pages.indd 69 Full page USE.indd 1 Sherborne Cabinet Advert Aug 2019.indd 1
28/08/2019 16:07 23/07/2019 09:43 10:33 23/07/2019
60 | Manchester Furniture Show Review
SIT, SLEEP, AND SWEET DREAMS In a return to Manchester following several years’ absence, Sweet Dreams enjoyed a profitable show and significant interest in its new upholstery ranges …
The British-made Pixton, the show’s top-selling launch
The star of the British-made models
a large three-seater power recliner and
These British-made models feature differing
launched at the show was Pixton, a compact
elegant chaise with matching recliner
actions and, says Sweet Dreams, have really
suite with chaise. It comes in a range of new
chair, turned visitors’ heads, reports the
hit the sweet spot as far as consumers are
fabrics that, says Sweet Dreams, seemed
manufacturer.
concerned, the quality and value they offer
to please retailers as much as the versatile
In the sofabed category, the Dusk chaise,
proving a great combination for sofabeds
together with Twilight, Faith and Dawn,
that do the business in the living room as
Then there was Blenheim, an attractive
have proved bestsellers since their launch
well as offering comfortable overnighting.
3-2-1 with go-anywhere looks, and thirdly,
in January, and they brought buyers to the
All of Sweet Dreams’ upholstery and
Knole, which comes in two versions – a
stand again at Manchester – in particular
sofabeds are guaranteed compliant – the
scatterback and a standard sofa.
Twilight, which features a sprung mattress
company’s new product testing centre at
that pulls down from the top, and Dusk,
Scholefield Mill ensuring peace of mind
with its easy action.
products from the manufacturer, which is
design.
A range of British-made accent chairs launched in January also engaged the
Sunset, launched at the show and with
buyers. Meanwhile, a prototype recliner from overseas saw a good reaction. Turin, in
T 01282 830033
two-seater model, also attracted interest.
www.sweetdreamsuk.com
Prototype power recliner, Turin
FN366_Pages.indd 70
also a member of SATRA.
a similar action to Dusk but in a standard
New British-made sofabed with sprung mattress, Sunset
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72 | Manchester Furniture Show Review
Britannia Mirrors (020 8804 0392, www.britanniamirrorsltd.co.uk) has been established for 30 years, and in that time has developed a reputation for supplying quality products and providing a high level of customer service. From its factory in North London, the family-run company produces large and small runs of products to suit every requirement, o�ering one of the industry’s most comprehensive ranges of quality framed and unframed mirrors. Its portfolio comprises everything from traditional and decorative gilt- and silver-framed mirrors, over mantels, oval mirrors, shaped mirrors, minimalist, contemporary and modern designer mirrors and solid wood mirrors, to free-standing floor, tabletop and bathroom mirrors – and this diverse product
Sofa Source (07469 176366, 07799 062747) enjoyed a good
range continues to grow to meet emerging trends, improving on
Manchester Furniture Show, and in the weeks since has seen
established products, and meeting changing customer demand.
growing interest from stockists in the UK and Ireland in its new range of bespoke, English-made Chesterfield suites, which feature high-quality Harrington fabrics.
Arco
1/2 page landscape.indd 1
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Riva
08/08/2019 10:27
29/08/2019 09:14
Britannia
Manufacturers and Wholesalers of Quality Framed Mirrors
Britannia Mirrors Ltd Unit 5, 87 Lockfield Avenue, Enfield, Middlesex EN3 7PY Tel: 020 8804 0392 Email: sales@britanniamirrorsltd.co.uk
www.britanniamirrorsltd.co.uk
BritanniaMirrorsSep19.indd 1 FN366_Pages.indd 73
12/08/2019 28/08/2019 16:20 16:07
74 Opinion
Gavin Boden
Use them or lose them
I
n the UK we have two main furniture trade shows – the January Furniture Show, situated across five halls of the Birmingham
GB Agencies
exhibitors being there so they are visible to the big retailers. But the industry cannot survive on multiples alone – independents
NEC, and the Manchester Furniture Show, at Manchester
are its bread and butter, and, in my opinion, traditional independent
Central (formerly the G-Mex) in the centre of Greater Manchester.
retailers are more important to the survival of the industry than the
Both are equally important to the industry, enabling retailers,
big boys.
however big or small, to come along free of charge and take a look at all the latest trends the UK’s furniture industry have to offer. Although I didn’t exhibit at the latter this year, I did pay both
I know it looks like I’m swaying towards the Manchester show as my favourite exhibition – but there are strong reasons why, and I
shows a visit. While doing so (and since) I’ve spoken to some big
wouldn’t think that many retailers or suppliers would disagree with
names in the industry about them and how important they are to the
me.
industry, and a lot of suppliers are thinking the same thing – that if retailers don’t start supporting them, we risk losing them.
The very first organisers of The Furniture Show sat down with the NEC and were told that the only time they could hold a show of that size would be January. They put up a bit of a fight, but, at the end of
Timing: The NEC event takes place in January, one of the busiest
the day, the NEC wouldn’t move – and that is the only reason the
trading months of the year for retailers, and the worst month for
largest furniture show in the UK takes place in January.
extreme weather conditions including snow, rain, ice and all kinds
Everyone in the industry knows that it doesn’t make sense, but
of public transport issues. If you order at the January show you can
that’s the way it is. I still love the buzz which is created at the NEC
expect delivery to be made any time from April to July.
(even though it’s a cold one), and it’s amazing to amble round and
The Manchester show, on the other hand, takes place in July, which normally has superb weather conditions. If you order at this
see all the amazing designs on show. The Manchester show, on the other hand, is only three days
show, you would expect delivery to be made in the weeks leading up
long. It’s easier for retailers to go round and find everything, it’s
to the busiest trading periods of the year.
in the centre of Manchester so the networking and social side is amazing, and it’s in July, a month that promises great weather and
Duration: Because the January show occupies five halls of the NEC,
great travelling conditions. It’s also easier for retailers to get away
it really requires retailers to be there for at least three of the four
from their businesses a this time, and the orders they place will be
days – but I feel that, even in three days, you wouldn’t be able to get
delivered at a better time of the year.
around and see all the wonders it has to offer. Even though it’s a lot smaller, the Manchester show would still
The last two years of evolution within the industry have been very important for retailers, and the next two will be even more so. So,
require two of the three days to see it properly. Based in Manchester
what can they do? Because business has been tough, retailers need to
Central’s main hall (and a couple of smaller halls around it), it has
raise their game, and actually make sure they visit these exhibitions
some pretty big exhibitors (even though it’s a smaller show).
to get the most up-to-date, on-trend furniture on their shopfloors.
Networking: The networking possibilities for both shows are
shows has been disappointing (and that’s putting it lightly). Retailers
endless, and although the January show has a higher attendance,
are staying away – and we all know why. Retailers want to spend
retailers have to find accommodation scattered around the West
all the time they can in their stores, to maximise conversation rates
Midlands area, whereas because the summer event is in the centre
and make sure they don’t spend any more money than is absolutely
of Manchester, all the hotels, restaurants and clubs (are they even
necessary.
But that isn’t what is happening. The attendance of the last two
a thing now?!) are all within a mile’s radius of the centre, so the networking is amazing. I find that on the evenings of the Manchester show, you can’t go
Because business has been tough, retailers aren’t visiting the shows in the numbers they used to, and it’s such a shame. In my opinion, there are too many shows throughout the year – and
anywhere without being seen – it creates an amazing atmosphere
retailers will be far too busy to visit every one of them – but the two
around the exhibition.
main shows, in Birmingham and the NEC, have to be visited. If the footfall gets any worse they may disappear, and retailers won’t have
Multiples: Because the January exhibition is a much bigger show and incorporates flooring and interiors products, it attracts a lot more
one place where they can go to see all of their suppliers. Suppliers spend thousands exhibiting at these shows – on
visitors from outside the furniture sector. But I will say that both
floorspace, staff, logistics, hotels and other expenses. All they
exhibitions attract the big buyers – Furniture Village, John Lewis,
want is for them to be supported – please don’t let these platforms
Costco, DFS, Argos and ScS among them – so it is always worth
disappear.
In the UK we have two main furniture trade shows – but if retailers don’t start supporting them, we risk losing them Got a view you’d like to share with the trade? Get in touch with the editor at paul@gearingmediagroup.com
FN366_Pages.indd 74
28/08/2019 16:07
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www.sofasourceireland.com 28/08/2019 13:30 16:07
76 Opinion
Simon Williams
Buyer beware
I
marketing manager, the National Bed Federation (NBF)
n last month’s issue of Furniture News, the NBF’s executive
stock from a bed shop. The consumer is told by the very convincing
director Jessica Alexander talked about trust, and focused on
salesman that the mattress in question should be about £800, but
how the internet appears to enable rogue traders to operate with
that they’ll accept £150-200. It even has a label on it showing RRPs
ease – and little concern about being caught. “Truth and honesty are largely ignored and widely flouted,” she commented. Looking specifically at the market for beds and mattresses in the UK, it is clear that it’s not just the internet where unscrupulous manufacturers and sellers operate – although online is their main channel, allowing them a greater degree of anonymity. The NBF receives many reports from consumers who have been
to prove how much it’s worth! If the consumer was thinking about buying a new mattress in the near future anyway – bingo! It’s a bargain that is just too good to be missed. The reality is that they end up with a mattress that, inside its cover, bears very little resemblance to the claims on the label. The NBF reports all its findings to the relevant authorities, but,
duped into buying a mattress from ‘a man in a van’. And they know
due to a chronic lack of funding, little or no action is taken. Also,
that it’s only the tip of the iceberg – most people are either too
trying to establish exactly which mattress manufacturers are
embarrassed to report that they’ve been scammed, or are blissfully
supplying these van scam merchants isn’t easy. By working with its members to improve standards through
unaware. The usual scenario is a consumer being approached outside their
its Code of Practice and reputable bed retailers to promote why
house – or even in a local shop – by someone offering them a
consumers should look for NBF-approved brands, let’s hope rogue
mattress that is part of a cancelled showhouse order, or bankrupt
traders are put to bed once and for all.
The NBF reports all its findings to the relevant authorities, but, due to a chronic lack of funding, little or no action is taken Got a view you’d like to share with the trade? Get in touch with the editor at paul@gearingmediagroup.com
Become a NBF Retail Supporter and together we can put rogue traders to bed.
Email: simon@bedfed.org.uk for further information 1/2 page landscape.indd 1 24237•NBF Trade Ads Furniture News 1/2 Page.indd 1
FN366_Pages.indd 76
MEMBERS D
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The NBF is fighting back – investigating dubious products and businesses and reporting our findings to trading standards.
TO STOCK UD Available for B RO bed retailers sourcing at least 50% EP N SA FE • S EEP SOU of their beds L from NBF members SL
Rogue traders continue to steal business from legitimate bed manufacturers and retailers. They dupe people into buying products that are simply not what they claim to be.
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bedfed.org.uk 12/06/2019 24/04/2018 10:18 13:59
28/08/2019 16:07
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78 | Beds & Bedroom
Perfectly British Strand
With increased investment in marketing, Sleepeezee (www.sleepeezee.com) is creating compelling ranges, with eyeWith its gentle curves, the Sienna bed from MA Living (01924 457333, www.maliving.co.uk) offers style and comfort. A vintage-
catching PoS to support the in-store models. Its new Perfectly British collection has received a warm response
inspired modernist bed frame, Sienna is handcrafted by an expert
from retailers and the press. Committed to supporting the planet’s
team at MA Living’s factory in Cleckheaton, Yorkshire, which
welfare, the collection is handmade using components exclusively
employs methods passed down from family member to family
sourced from sustainable suppliers within the UK, helping to reduce
member since 1985.
the company’s carbon footprint and further strengthening its
“We use the finest production techniques to ensure nothing
carbon-neutral credentials – from the pocket springs and natural
leaves our workshop or showroom that isn’t in pristine condition,”
fillings to the soft-woven, chemical-free damask cover, everything
says a spokesperson. “Tailoring our furniture to individual
is made in the UK, and complemented by a fun PoS package with a
requirements, we pride ourselves on the fact that we offer an
Monopoly theme.
easily-customised range of fabrics, accessories and headboards
As well as a commitment to the planet, family values are at the
to ensure the finished bed perfectly complements the customer’s
heart of everything Sleepeezee does, and for each Perfectly British
home and its unique style.”
mattress sold, a donation will be made to Crisis, a charity which
MA Living belongs to both the NBF and the BFM, guaranteeing the safety and legal compliance of its long-lasting beds and
tackles homelessness. In other news, Sleepeezee recently won two Which? Best Buy
accessories. Interested parties can see the company’s newest
awards – for its new Hybrid 2000 model and the Beautyrest
models on stand D50 at this year’s Bed Show.
Boutique Lexington – further strengthening its product offering.
Salus (with Viscoool) with a plush teal base and Stighton headboard
Salus Oakmere headboard
Breasley (01629 823680, www.breasley.co.uk) is set to unveil an extensive upgrade and rebrand of its luxury Salus collection as the bed brand marks its 10th anniversary at the NBF Bed Show. The new-look Salus, the most stylish and comfortable yet, will be unveiled on stand J60 at the Telford exhibition, and Breasley is anticipating a warm response to the evolution. Breasley, known for its innovative approach and often being at the
two new, top-of-the-range mattresses also include natural fibres. Originally created for independents, Salus combines high-end comfort with a more accessible pricing structure, ensuring it remains a favourite with UK retailers. Breasley’s head of marketing, Clare Taylor, says: “Salus has been a trusted brand within the higher-end mattress market for several years now. The 10-year anniversary seemed an appropriate time to
cutting-edge of new ideas and techniques, introduced Salus in 2009.
refresh its look and offer further improvements to our customers in
Now the premium bed collection is being improved to make full use
terms of comfort and specification. More will be revealed at the Bed
of the bedmaker’s unique Viscoool technology – a pressure-relieving,
Show!”
breathable memory foam made from sustainable and natural soybean oil. The upgraded collection’s eight models all feature Viscoool, and
FN366_Pages.indd 78
Breasley will also be exhibiting Uno, the UK’s first rolled-andboxed mattress collection, as well as the Brook + Wilde Elite beds, which are exclusively produced by Breasley.
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80 | Beds & Bedroom
Harrison Spinks – where tradition meets innovation Fifth-generation luxury bedmaker Harrison Spinks was established in 1840 but is today focusing on the future more than ever, while still maintaining its family-run roots. In this article, MD Simon Spinks gives an insight into Harrison Spinks, its recent innovation and what’s next for the business – including another world first …
Simon Spinks, MD, Harrison Spinks
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Beds & Bedroom | 81
“This year has been a real turning point for us,” says Simon. “We’ve just made the pledge to go foam- and glue-free, which is a significant milestone for both Harrison Spinks and the industry. “For the last 10 years our core business objective has been trying to change the way the world sleeps. We’ve been relentless in looking for more sustainable ways of working so we can look after our planet for future generations. It is for this reason we have made the commitment to not develop any new mattresses containing foam or glue, and to eliminate foam from any existing product by 2020. “Because of the dangers of foam and the negative effect it has on the environment, we use sustainable fillings and grow nearly 800 tonnes of natural fibre fillings for our mattresses each year. By farming our own
Harrison Spinks has been recognised with three Queen’s Awards – pictured are three generations of the Spinks family, Simon (MD), Peter (chairman) and Daniel (buyer)
materials and manufacturing our own components we have been able to save more
rural TV presenter Adam Henson – our
name – starting with rebranding Harrison
than 1300 tonnes of CO2 every year.
Adam Henson by Harrison Spinks collection.
across to Harrison Spinks.
“But our foam- and glue-free
At the heart of every Adam Henson mattress
“We have a host of exciting new
commitment isn’t the only turning point.
is carefully selected and rare-breed wool
products up our sleeves including a new
We have just launched a world first in the
from the fleeces of sheep reared on Adam’s
Harrison Spinks pillowtop collection for
furniture and bedding industry – a 100%
and other local Cotswold farms. Naturally
our independents, and a collection of
recyclable, glue-free pocket-spring system,
soft, springy and absorbent, this lustrous
contemporary bedframe designs that don’t
Cortec.
wool works in harmony with our ultra-
use foam.
“Cortec uses Harrison Spinks’ unique patented eco-spring design and technology. By developing the finest high-tensile wire
responsive Cortec springs to deliver the best night’s sleep.
“Our hard work has been recognised with three Queen’s Awards for Enterprise in
“Our Cortec springs form the supportive
Innovation, Sustainable Development and
ever to be used in a core unit, and sonic-
core of every mattress in the Adam Henson
International Trade, which are testament
welding each spring pocket rather than
range. Cradling the body and reacting to
to the dedication and creativity of our team.
using glue, Cortec delivers a new dawn for
individual movements, they work together
We’ve always been about innovation and
comfort technology.
with layers of HD and Microlution springs
quality, and are proud to have brought
to reduce pressure points and roll together,
a number of firsts to the bed industry –
significantly improving sleep quality.
however, this is just the start for Harrison
“The individually pocketed springs are extremely durable, providing ultimate support, and are distributed at a high density to create more points of contact,
“As we progress on our journey, we will be making more of the Harrison Spinks
Spinks, with so much more to come.”
www.harrisonspinks.co.uk
providing greater body contouring accuracy for superior comfort. Cortec will form part of the Harrison Spinks mattress offering in the UK and, as it is a foam replacement component, has many other uses within furniture in the UK and furniture and bedding worldwide. “But this is just the beginning. At the AIS, NBF and Minerva shows, we’ll be unveiling another industry-leading innovation, Synergy – a brand new, contemporary, foam-free mattress collection from Harrison Spinks which uses our Cortec fully sustainable eco-spring system and micro springs. “The result is quite simply an amazingly comfortable mattress which is perfect for a healthy night’s sleep (being foam and chemical free) and fully recyclable, so we are all doing our bit to protect the environment. “We’ll also be unveiling an incredibly exciting heritage brand partnership with
FN366_Pages.indd 81
Harrison Spinks has partnered with TV presenter Adam Henson to develop a new high-end mattress brand
28/08/2019 16:07
82 | Beds & Bedroom
Seagreen
Gallery promises quality with conscience Gallery Direct’s new Seagreen mattress collection combines the supplier’s trademark comfort and quality with an engaging story of upcycled sea plastic … James continues: “As well as helping
Every year, around 8-12 million tons of plastic goes into our oceans, polluting them
the environment, we are confident that
and posing a serious risk to marine life.
Seagreen will be a real commercial success. Clients who attended our at-home event
To overcome this, everyone needs to play their part, states Gallery, which has
earlier this year and purchased Seagreen are
developed the innovative Seagreen mattress
placing repeat orders and receiving excellent
collection, which transforms ocean waste
feedback from shoppers. “Public awareness of the problem of
into comfortable, high-quality mattresses. more, the polyester fillings selected for the
ocean plastics has risen recently, increasing
business development director, says: “With
Seagreen mattresses are also manufactured
the demand for greener products that
thousands of marine creatures killed each
from recycled plastic – predominantly
are kinder to the planet. For many retail
year by plastic pollution in the oceans, we
bottles, but also other recyclable plastic
customers, sustainability and consideration
wanted to do our bit to help. Our Seagreen
items.
of environmental issues are key factors
James Hudson, Gallery’s sales and
collection features a certified Seaqual
For every kilo of polyester in the
in the decision-making process when
ticking, as well as fillings made from
mattresses, the equivalent of 20 500ml
buying products. Seagreen offers a mattress
recycled plastics.”
recycled plastic bottles have been used.
collection that meets these needs at
A double Seagreen 1000 model contains
affordable prices.
Seaqual is an initiative which was developed to challenge plastic pollution
the equivalent of over 150 recycled 500ml
and to clean the oceans from marine litter.
bottles, while the 1400 and 2000 models
mattresses – which are handmade in the
Seaqual-registered products – like the
each contain the equivalent of over 180
UK – combined with the use of upcycled
ticking on Gallery’s Seagreen mattresses
recycled 500ml bottles in a double.
plastics, helps give a good night’s sleep and
– contain marine plastic, captured
But the use of upcycled marine plastics
“The quality and comfort of the
a clean conscience!”
from the sea, and upcycled to produce
is not Seagreen’s only selling point. By
environmentally friendly textiles that
using revolutionary technology, Gallery has
contribute to preserving natural resources
created mattresses that are 100% natural
19D10-E11, or on stand B50 at the Bed Show.
while reducing ocean waste.
anti-allergen, and that optimise sleep
T 01795 439159
comfort, wicking away moisture.
www.gallerydirect.co.uk
To help reduce marine plastics even
FN366_Pages.indd 82
To find out more about Seagreen, visit Gallery at the Autumn Fair on stand
28/08/2019 16:07
Full pag GD Fur
J O I N U S AT T H E N B F B E D S H OW S TA N D B 50
MILAN BEDSTEAD Deep headboard with unique fabric edging and deep side panels. ďƒ&#x;
NFB BED SHOW Visit us at the NBF Bed Show 2019 to view our brand new collection of sleep solutions including mattresses, divans, headboards, ottomans and sofabeds.
www.gallerydirect.co.uk | 01795 439159
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84 | Beds & Bedroom
C gnignahC efiL A
SDEB ATSEIS DERUSSA YTILAUQ & TROFMOC 6891 tsE
Launched earlier this year, the striking GAO Collection from Essentials by Kettle Interiors (01536 444960, sales@ kettleinteriorsagencies.com) has enjoyed “phenomenal” success and is now among the supplier’s most popular collections. Bringing versatile style, much of the range’s success is down to
4G Aircool
its value-engineered construction, which offers impressive value. With 21 items for dining and occasional and 12 for the bedroom, the GAO Collection features rounded corners with bevel detailing to the
Memory Foam Warehouse (www.memoryfoamwarehouse.co.uk)
tops and tapered legs, as well as brushed metal handles.
was founded in 2001 to offer a range of high-quality, affordable
Crafted in proportions ideal for today’s homes, this natural
mattresses for the whole family.
oak finish collection underlines that style does not have to be
Memory Foam Warehouse stocks over 100 products from brands
expensive – its price position makes the GAO Collection suitable for
including Essentials, CoolMax Classic, Classic Pedic, 4G Aircool, Zen
promotions, window displays and in-store incentives.
and Komfi. The edit caters for carefree children in need a restful
For all first-time orders of the GAO Collection, Kettle Interiors
night’s sleep, value solutions for students moving away from home
has put together some special display packages for both bedroom
for the first time, busy parents looking for restorative solutions
and dining collections. Offering a saving of -39% for bedroom and
to balance out a busy day, cool and rejuvenating options for
-35% for dining, these display packages are a straightforward way
sports enthusiasts, comfort and support for wellness seekers, and
to establish the GAO Collection in store.
soothing medical mattresses perfect for the over 60s.
Exquisite
Naples
nilliF oobmaSoftheads B laru taN Group, which consists of Siesta Beds (0121 773 9969, sales@siestabeds.co.uk), Mayfair Beds and Mulliners Beds, will be rbaf hcuot ft oS lecneT present on stand F10 this year’s NBF Bed Show, where it will display deaftcross-section uT dnaofHits 10 ranges – including The Mulliners Collection,
000,3 oobmaB
The Mulliners Collection of handmade beds, meanwhile, presents a hand side-stitched range that is upholstered with cashmere, silk, mohair, wool and bamboo. The collection comprises: Arcadia, with 8000 pocket springs; Oriana, with 6000; Azura, with 5000; and
sgnirpS detekcoP
Superior edge-to-edge encapsulated collection, and Supreme
Aurora, with 3000. All these models are available with sprung edge,
Comfort collection, to mention just a few.
firm edge sprung centre, and firm top bases. The range embraces
fine materials along with the level of spring count and craftsmanship
There will also be improvements to the feel and appearance of
At the Bed Show, the new contract range will be rolled out.
popular.
377 1210 :lThe eT company’s ongoing emphasis on its encapsulated range is reflected in the extension of its copper-infused latex model, which
667 1210 x F willa off er a higher spring count using the superior edge-to-edge
pocket support from the wider encapsulated range. As well as being anti-microbial, copper is an excellent thermal conductor, and rapidly transfers heat away from the body – and these properties augment the superior comfort and support that latex provides.
skroW srenilluM Although theR group offered a selection of r high-hazard ,dao nhasealways erG ye lsed oB 451 products, up to now it has not been offered as a bespoke collection. ,na e erG toyvalue, elsservice edr oB These new lines, along with commitment and quick delivery, are ensuring the brand goes from strength to strength. . mahgnimriB Any retailers unable to visit the Bed Show or the group’s showroom that wish to see the products can book a show van visit with their .YB1 8B local area agent. expected from a premier range.
some of the company’s more traditional models, which remain
ku.oc.sdebatseis@selas liamE FN366_Pages.indd 84
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Full pag
SIESTA BEDS COMFORT & QUALITY ASSURED
A Life Changing Choice
Est 1986
Bamboo 3,000 Pocketed Springs
Mulliners Works 154 Bordesley Green Road, Bordesley Green, Birmingham . B8 1BY.
Natural Bamboo Fillings Tencel Soft touch fabric Hand Tufted
Tel: 0121 773 9969 Fax 0121 766 741
Email sales@siestabeds.co.uk FN366_Pages.indd Full page USE.indd 85 1
28/08/2019 16/08/2019 16:07 09:44
86 | Beds & Bedroom
Find TV personality and wellbeing expert AJ Odudu on Sealy’s World of Wellness website
SLEEP HEALTHY WITH ACTIVSLEEP, SAYS SEALY Living a healthy lifestyle is no longer just about diet and exercise, says Sealy UK – a new breed of consumer is increasingly making the link between getting good quality sleep and living a healthy lifestyle, and Sealy believes that its Activsleep range is perfectly placed to offer the solution …
Launched last year, Activsleep has been Sealy’s most successful range in over a decade. The collection has helped Sealy
Yoga teacher and creator of Mind Body Bowl, Annie Clarke, is another of the influencers behind Activsleep
fibres which hold the Allergy UK seal of approval, and are exclusive to Sealy. These include Purotex, which releases friendly
reach a younger customer base, which, in
bacteria into the fabric of the mattress to
line with an increased awareness of the
clean up allergens and reduce humidity,
benefits of looking after body and mind,
and Tencel, which prevents overheating,
is starting to take the idea of good-quality
helping to create a cool and clean sleeping
sleep more seriously.
environment.
The range has seen Sealy build upon its key philosophy – that the quality of sleep is
An extensive range
every bit as important as the quantity.
With nine models in the range, the Activsleep collection offers a variety of
Innovative sleep technology
spring systems and comfort ratings to
Recent data suggests that nearly a quarter
ensure users get the correct support,
of people are now monitoring their sleep
whatever their preferences. From Geltex
patterns as part of their health and fitness
models which offer the triple benefits
goals. Sealy has addressed this desire for
of pressure relief, body support and
tech by incorporating the latest innovations
breathability, to extra-firm mattresses
in sleep technology into the range, to help
which use a PostureTech Zero Deflection
users get the best night’s sleep possible.
system to minimise motion disruption and
The entire collection includes Sealy Smart Fibres – a package of unique and innovative
FN366_Pages.indd 86
partner disturbance, the range offers a diverse collection of models.
28/08/2019 16:07
Beds & Bedroom | 87
Proudly handmade in Cumbria
Sealy’s World of Wellness
up with some of the best-known wellness
Sealy is renowned for the high quality
Being healthy no longer means just taking
and health influencers in the country, to
of its products, and the Activsleep range
care of one’s diet or exercise habits –
better understand the link between good
is no exception, benefiting from Sealy’s
younger consumers are now looking to
sleep and a healthy, happy lifestyle. Telling
commitment to quality.
invest in getting the best sleep possible, as
their individual stories through Sealy’s
the growth in the sleep technology market
new World of Wellness online portal are TV
attests.
personality and wellbeing expert, AJ Odudu,
Handmade in its factory in Cumbria, the Sealy Activsleep range uses innovative sleep technology and the latest fillings to
According to Sealy UK, by making a strong
top fitness trainer and Instagram sensation
offer best-in-class support and comfort to
case for the link between healthy sleep
Stefanie Williams, and yoga teacher and
customers, helping them achieve their most
and living the healthiest and best lifestyle
creator of Mind Body Bowl, Annie Clarke –
satisfying sleep yet.
possible Activsleep holds a strong position
with more to be announced over the year.
The Activsleep collection includes a range of comfort types – from firm orthopaedic mattresses to cosy pillowtops …
in the market when it comes to attracting these younger and savvier customers. To celebrate the range, Sealy is teaming
For more information about the Activsleep range, visit Sealy’s website.
www.sealy.co.uk/activsleep
Activ Geltex Pocket Euro Top 2800 Designed for those who struggle to get a good night’s sleep, the Activ Geltex Pocket Euro Top 2800 features Geltex, an innovative combination of elastic gel and air-permeable foam, designed for maximum comfort. Geltex also achieves the highest ratings in the three essential components of a great night’s rest – pressure relief, body support and breathability. Combining 1400 pocket springs with 1400 mini pockets, the superior spring unit promotes a supportive and revitalising sleep.
Activ Geltex Pocket Euro Top 2800
Activ Memory Pocket 1800 This sumptuous memory foam mattress offers a high degree of comfort. Featuring 1000 pocket springs with 800 mini pockets, the Activ Memory Pocket 1800 combines a layer of memory foam with Sealy’s unique springs for a balance of comfort and support. Adaptive technology prevents the overheating which can commonly be associated with memory foam, while helping to create a cool, dry sleeping environment. Activ Ortho Extra Firm This extra-firm mattress provides support across the entire sleeping surface and features Sealy’s PostureTech Zero Deflection
Activ Memory Pocket 1800
construction, which combats motion disruption and helps the user wake up revitalised and refreshed.
Activ Memory Pocket 1800
FN366_Pages.indd 87
Activ Ortho Extra Firm
28/08/2019 16:08
88 | Beds & Bedroom
Steens for Kids
Alba
A
Softline for Kids
Alba for Kids
S
AWARD-WINNING CHILDREN’S BEDROOM FROM STEENS With recent industry feedback, Steens Group has been recognised as a leading designer, producer and supplier of children’s furniture to UK retailers – and the Danish flatpack furniture giant promises more to come …
Steens launched many new products in the past year – principally at
this award in 2018 was recognition enough for all the hard work and
imm cologne last January, where its Alba, Memphis and Softline Kids
skill employed by the Steens team, so to receive the award again in
ranges were introduced to a global customer base as well as potential
2019 is true testament of our market-leading position in children’s
stockists.
furniture supply. We are thankful and appreciative of this recognition
The latest additions to its lauded Steens for Kids ranges were also warmly received, and these, along with the new launches, are all
and will continue to develop our market-leading position.” In parallel with the development of new ranges for general
available for stock or direct home delivery in the UK. These durable
sale, there has also been a good deal of activity around customers’
ranges are designed to work with the user as they grow, offering
own-label ranges, and Steens forecasts that this direction will grow
a degree of longevity which is lacking in many competing lines –
significantly in the future.
attracting accolades from across the industry.
T 01489 778890
Steens Group’s UK MD Alan Cozens comments: “To have received
FN366_Pages.indd 88
www.steensgroup.com/site/en
28/08/2019 16:08
Full pag NM8239
2 YEARS IN A ROW
BEST CHILDRENS FURNITURE MANUFACTURER
ALBA MID SLEEPER
SOFTLINE FOR KIDS
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SFK HIGH SLEEPER
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ALBA BUNK BED
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PICK AND MIX BEDROOM COLLECTIONS
NEW PRODUCTS
DISPLAY DISCOUNTS
5 COLOURS TO CHOSE FROM
10,000+ STOCK ITEMS HELD IN UK
DISCOUNTS ON FIRST ORDERS
ORDER HOTLINE 01489 778890 SALES@STEENS.DK WWW.STEENSGROUP.COM
FN366_Pages.indd 89 Full page-USE.indd NM8239 Steens 1pp1 FN Award Advert.indd 1
CALL US NOW FOR OUR NEW 2019 UK CATALOGUE
28/08/2019 15:47 16:08 15/08/2019 12:59
90 | Beds & Bedroom
Moritz
The Moritz collection by Harmony
of finishes, along with a number of useful
Furnishings (01902 459898,
options which allow customers to make the
www.harmonyfurnishings.co.uk) is one of
best use of the space they have available.
six premium bedroom collections stocked in the company’s central UK warehouse. Each versatile piece allows customers
According to Harmony Furnishings, a particular favourite of retailers and their customers are the new corner wardrobes,
Harmony’s new corner wardrobes are proving popular Harmony’s founder Jason Stone confirms
to style their own unique bedroom suite.
with a deceptively large internal space and
that work is ongoing to create additional
The matt white and light oak frames can
the ability to be fixed to the two-, three- or
options and colour combinations, which will
be fitted with light oak, gloss white, gloss
four-door wardrobes on either side, thus
be launched at the 2020 January Furniture
grey and mirrored fronts to create an array
creating a fitted bedroom look.
Show.
Protect-A-Bed’s Platinum Club members benefit from attractive display bays and more
Mattress
guarantees, new
protection
state-of-the-
specialist
art display bays,
Protect-A-
award-winning
Bed (02087
customer services
310020, sales@
and claims
protectabed.
resolution, and a
co.uk) is working
next-day delivery
hard to help bed
service where
retailers grow
required.” Protect-A-Bed’s
profits against a difficult trading
national sales
backdrop –
manager, Paul Lake, elaborates:
principally through training
Cloud mattress protector
reward system, the Protect-A-Bed Platinum
of customers has declined, focus on each
Club.
customer who walks through the shop
Simon Zamet, Protect-A-Bed’s CEO,
door has never been more important. We
says: “The Platinum Club has been designed
know we can help any store reach a 50%
to build, recognise and reward success
attachment rate, or higher.
with unique promotional and discount
“Protect-A-Bed’s ability to upskill your
opportunities, sponsored incentives, tailored
team and increase your sales revenue by
PoS solutions and membership rewards.
maximising every sales opportunity has
“Protect-A-Bed have developed a
FN366_Pages.indd 90
“In a year in which the volume
and a bespoke
been well documented. We can manage
world-class programme honed over years
every step of the process for you and build a
of experience, built on a singular focus.
reward scheme through the Protect-A-Bed
This includes a unique sales training and
Platinum Club. There is nothing to be lost
motivational programme, our best-in-class
and everything to be gained. Why would you
mattress protection collection and bundled
not act now?”
28/08/2019 16:08
Full pag
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92 | Beds & Bedroom
Millbrook Beds (0845 293 7262, www.millbrook-beds.co.uk) will unveil four new ranges at the Bed Show (stand B30) this month. Nine months of research, development and innovative thought has culminated in four new natural handmade mattresses – the Grandeur, Majestic, Ortho and Pillow-top collections. New technology and investment in machinery, combined with the company’s handmade approach, has enabled Millbrook to develop a range with a more sumptuous feel, offering models with higher spring counts – up to 14000 pocket springs – and greater sustainability credentials. Consultation with retail partners, as well as listening to comments and recommendations from the sales team, have been important contributors to the range’s innovations.
Riveria in plum with Adelphi headboard
The mattress collection is now chemicalfree, offering a 100% natural sleeping surface – no chemicals have been used in the cotton covers or in any of the natural
environmentally responsible processes.In
and refining our range, because innovation
fillings, which include Hampshire wool,
addition, Millbrook currently repurposes
never sleeps! We now have a product with
English spun cotton and cashgora.
nine million plastic bottles a year for use in
enhanced performance which will provide
Super-soft, breathable Tencel is used
its mattress borders and headboards.
an amazing sleep experience.
for the sleep surface of the new Pillow-
Operations director Ross Thurston
“We expect this new range to change
top mattress. This fabric is produced
comments: “We have been burning the
the perception of Millbrook Beds’ product
from sustainably sourced wood using
midnight oil for nine months, developing
completely.”
SEEK LUXURY.
NEW FA BR ON DISPL ICS AY AT THE BED SHO SEE US O W N STAND H 55
VISIT US AT THE AUTUMN FAIR 1- 4/9/19, NEC STAND 20H20 - J21
Modern Living: Natural Touch High Spring Count Hand Side-Stitched Mattresses Visit our showroom to view the Modern Living Collection one of the NBF Show’s most successful launches! · · · · ·
Spring counts from 1,000 – 12,500 Same week collection Next week UK delivery Natural fillings Available as Natural Touch or unbranded
orders@deluxe-beds.co.uk or call 01484 427 373 www.deluxe-beds.co.uk Deluxe Beds, Beacon Street, Birkby, Huddersfield, HD2 2RS, UK
1/4 page vertical.indd 1 FN366_Pages.indd 92
05/08/2019 16:51 AbbeylandsSep19.indd 1
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MALivin
C O M I N G SOON T O T H E NB F SH OW THE NEW COLLECTION BY MA LIVING 17 & 18TH SEPTEMBER STAND D50
malivinguk 01924 457 333 • sales@maliving.co.uk • www.maliving.co.uk
FN366_Pages.indd MALivingSep19.indd 93 1
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94 | Beds & Bedroom
Boston, part of the Sopor range (CG imagery)
UPLIFTING NEW OFFERS FROM KAYFLEX Family-run business Kayflex UK, which describes itself as “small enough to care, yet large enough to cope”, manufactures mattresses, divan bases and specialist rolled mattresses in the UK – and plans to launch a new foam at this year’s Bed Show … On stand K40 at this year’s NBF Bed Show, Kayflex will launch
Kayflex also offers a brand entitled Sopor – Latin for an
Stressless Foam, a unique foam which the company says is similar to
abnormally deep sleep, or a stupor – which is available only to brick-
memory foam, but without the element of overheating. It also says
and-mortar accounts, in order to protect retailers’ margins.
that Stressless Foam is very soft, and offers a feeling “like floating on air”. Within the Stressless Foam Collection, Kayflex plans to launch four new models – Ozone, Supreme, Silk, and Medi-Care. These will be supplied rolled and boxed – an impressive feat when one considers
To help promote its portfolio, Kayflex is investing in CGI imagery (see the Boston bedroom set, pictured). “We believe this is definitely the way forward, and we are really happy with the results,” says a spokesperson. For further information, contact sales director Greg Bachelor.
that these models are pocket-sprung. Each Collection has a different
T 07973 731762
look and spring count, covering every option for the end user.
www.kayflex.co.uk
FN366_Pages.indd 94
28/08/2019 16:08
Kayflex
Visit us a NBF Be t the d Show
STAN D K40
Premium Roll Up Matresses
UK manufacturer of mattresses and divan bases also specialising in roll up mattresses
“Small enough to care - large enough to cope” 01924 453331 | sales@kayflex.co.uk | info@kayflex.co.uk | www.kayflex.co.uk
FN366_Pages.indd KayflexSep19.indd 195
28/08/2019 16:08 11:49
96 | Out of Hours
Working in the furniture industry can be incredibly demanding, yet many members of the trade find the time to pursue noteworthy avenues alongside the day job. In Out of Hours, we discover what some of the industry’s more colourful characters get up to in their spare time …
The funk singer “There are so many lessons from performance and being in a band which translate to business life” My name is Kate Hardcastle MBE, and I’m
It has not always been the kindest
caucasian Vandella for Martha Reeves –
a TV presenter otherwise known as The
industry – a lot of success is based on
that’s one of the stories I’m most looking
Customer Whisperer, a business adviser to
who you know rather than your ability,
forward to telling my grandchildren about.
UK and international businesses.
and auditions ending in rejection were a
Martha was the sound of Detroit and the
bitter pill to swallow at an early age. But
queen of Motown. Her music – Jimmy Mack,
Out of hours, I revert back to my original
every time I take to the stage for a keynote
Dancing In the Streets, Nowhere To Run, etc
career plan as a singer. I work with a number
now (I perform business seminars all over
– was played constantly by my mum on her
of function bands across the UK, signing at
the world, alongside the likes of former
vinyl records.
high-profile events and boutique festivals.
presidents of the USA and sports stars such
My career as a singer has afforded me the
as Michael Jordan) I am so grateful for
such a legend was more than nerve-racking.
opportunity to perform as the back-up
having an ability to deal with stage fright
Ms Reeves is a very experienced performer
vocalist to household names, and take to the
and having mastered the art of performance
and knows exactly how she likes her music
stage in huge sporting stadiums and appear
and reading an audience.
to sound. The band was incredibly excited
So, to be in a hotel room auditioning for
– so much so that at rehearsals we would
on TV. However, it is something I have kept very separately from my professional career,
It asks that I commit to pretty regular
nearly creep to the point of speeding up!
after a quite significant piece of advice from
practice sessions and gigs for my current
Thankfully, our brilliant drummer, and Ms
someone in the furniture industry!
function band, For Funk Sake.
Reeves’ own personal tambourine (which
Yet at one point, singing occupied every
she conducts the band with) kept us on track.
I became involved in this because I was a
moment of my life. A band I was in during
class geek and loved to study – something
my later teens and early 20s was hungry
that created a challenging school life for me
(literally) and ambitious - we had a great
with the likes of Candi Staton, Jaki Graham,
as I was bullied because of it (something
musical director, Matt, and a desire to get
Andrew Roachford, Alexander O’Neal, M
I discussed in later life on a Radio 4 series
our music actually on point. We would
People, etc. Some brilliant, some almost
called Fear of Failure, with Kate Silverton).
rehearse to the point of exhaustion and have
unbelievable – but most of them for after
days of double gigs.
the watershed!
I would attend any extra lunchtime or after-school class just to avoid the loitering
I have so many stories about working
The energy was fantastic, and whilst I
bullies. One of those classes was the school
wouldn’t change my career today, I am
Ten years down the line, I see myself
‘rock’ band – less Jack Black, more The
grateful for being involved with a band that
doing much the same thing. We’re looking
Commitments – and, with a grandfather
were so tenacious and taught me so much.
to do some more recording work with the brilliant band I’m in now – For Funk Sake
who was a passionate singer encouraging me, I auditioned for the band.
FN366_Pages.indd 96
I’m most proud of being the first-ever
is a beautiful mix of soul, funk and disco,
28/08/2019 16:08
Out of Hours | 97
and although it is mainly covers, we love to
You might not know this, but Martha
completely true – often the artist doesn’t
stamp our identity on them by giving songs
Reeves enjoys a cold pint of Guinness when
even want them, and the contents get
a bit of the For Funk Sake treatment.
she comes off stage – but that’s one of the
shared amongst the band!
Just being able to perform professionally
mildest riders I’ve seen. If you want to know more, listen to some
over 20 years after starting down this track,
Riders are the items a celebrity will
and being able to do it with some of my very
request for delivery to the dressing room
of our tracks at www.funksake.co.uk (@
best friends, is a joy.
before and after a gig, and they really are
ForFunkSakeBand). Make sure you find te
quite spectacular at times – but many
right act – we already have a band that likes
believe they are an urban legend. No, they’re
to pay ‘homage’ to us!
I have learned that there are so many lessons from performance and being in a band which translate to business life. The most important lesson, which I learnt at an early age, was having to ‘read a room’ Starting out in the northern working
“ At one point, singing occupied every moment of my life”
men’s clubs, and in backing bands to amazing celebrities such as Bob Monkhouse, you have to know exactly what the audience needs. You have to convey that you have their enjoyment at heart, and tell a story with each song. If I am the lead singer on a gig, I will change the set and what we do to reflect what’s needed to ensure we have young and old on the dancefloor all night. It’s given me a brilliant insight into people.
Kate (second from left) singing backing for Martha Reeves
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Got an interesting hobby or accomplishment you’d like to share with our readers? Message the editor on paul@gearingmediagroup.com
09/08/2019 12:05
28/08/2019 16:08
98 | Dining Room
Character oak tables are proving popular
Olde but goodie Ye Olde Traditional Furniture Company (YOTFC) offers a good choice of products at competitive prices – and this simple premise is helping the supplier’s independent customers secure sales despite increasingly fierce promotional activity across the market, says MD David Harrison …
“Henry Ford once said you can have any
partners to ensure it stays abreast of the
by the launch of a new website, which has
colour as long as it’s black,” says David,
freshest product developments.
already elicited positive reactions from
“but we offer almost any colour under the
“After 50 years in the industry, I’m
rainbow. Our customers are able to choose
never surprised to see old modern styles
from a fantastic range of finishes.”
re-introduced,” says David, who explains
customers, while helping to grow sales across a wider range of products. Easily accessible and navigable, the new
that YOTFC has seen its character oak tables
website is a more suitable reflection of
polishing and upholstery services are a
– part of a characterful range of bedroom
YOTFC’s burgeoning product range, says
real asset when striving to ensure that the
and dining room cabinet, developed to make
David: “The criteria I laid out was that the
company’s retail stockists stay on-trend and
the best use of limited living space – achieve
information must be clear, concise and
ahead of demand, thanks to the wide range
noteworthy success, despite their niche
colourful.
of modern textiles and paint, wax, stain and
appeal.
He explains that YOTFC’s in-house
lacquer finishes on offer.
All YOTFC’s products arrive in the UK
“Most importantly, the website had to reflect our abiding aim – product quality.
as ITW frames, and customers have the
And I’m happy to report that our new ‘shop
selection of chairs, which range in style
opportunity to see the various options. “In
window’ gives our customers a clearer
from old traditional favourites to newer
turn, they can offer their customers virtually
picture of our strengths than ever.”
modern concepts, and YOTFC maintains
unlimited choice,” says David.
T 01604 890956
These finishes can be applied to a huge
ongoing discussions with its factory
Buying from YOTFC has been simplified
www.yotfc.co.uk
YOTFC’s upholstery services are a “real asset”, says David Harrison
In-house polishing services help YOTFC stay ahead of the curve
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28/08/2019 16:08
YeOlde
YOTFC
LTD
Ye Olde Traditional Furniture Company
www.yotfc.co.uk
Welcome to www.yotfc.co.uk - our new website now online
YOTFC produce Solid Oak, Beech & Pine Chairs,Tables, Stools, Cabinets and Components. We offer on site, comprehensive bespoke polishing and upholstery services. All products are also available ITW. 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 FN366_Pages.indd YeOldeSep19.indd 199
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100 | Dining Room
Oak Bergen in a taupe weave
Oak Stockholm in a taupe weave
Oak Calder in light grey
Peter Woodman, founder of Woodman
established manufacturers and suppliers
and pine chairs, stools and tables – working
Chairs (01884 841789, sales@
who have been in the business for many
with both retailers and contractors. Able
woodmanchairs.co.uk), states: “The
years, and who know their customers,
to offer sound, practical, advice, plus keen
continued uncertainties and relative
actually hold stocks (so they don’t have
pricing and good lead times (either from
weakness in the marketplace, generally -
too), and can continue to offer choice with
stock or bespoke), for a mix of traditional,
probably at least in part the consequence of
innovation and flexibility, for enquiries both
time-served and innovative designs, the
Brexit, so likely to persist for a while yet –
big and small.”
company invites enquiries, says Peter:
don’t do any of us any favours. “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.”
M&P Chairs Limited WWW.MANDPCHAIRS.CO.UK
110 - Slat Side (& High Back) Chair
111 - Spindle Side (& High Back) Chair
112 - Fiddle Side (& High Back) Chair
114 - Slat Low Carver
115 - Spindle Low Carver
116 - Fiddle Low Carver
QUALITY EUROPEAN HARDWOOD (BEECH AND OAK) CHAIRS THIS IS JUST A SMALL SELECTION OF OUR RANGE - PLEASE CONTACT US FOR FURTHER DETAILS ON OUR FULL OFFERING ALL AVAILABLE FROM STOCK • FINISHING SERVICES AVAILABLE • LARGE OR SMALL QUANTITIES • DISCOUNT FOR COLLECTION EMAIL OR CALL US TO REQUEST A BROCHURE AND PRICE LIST Please visit our website to see our full ranges - WWW.MANDPCHAIRS.CO.UK All enquiries to: Mike Hodgson – mikehodgson@gmx.com • Call: or Paul Hodgson – paul.holroyd.hodgson@gmail.com • Call:
M&P Chairs 340.indd 1
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07802 648383 07469 819520
13/06/2017 10:20
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102 | Living Room
Westbury
Woburn
With fresh investment in technology and
has enabled the business to create
preferences,” says Wayne. “The flexibility
development, Celebrity Motion Furniture
premium-quality reclining and riser/recliner
of our on-site production processes and
(www.celebrity-furniture.co.uk) is moving
models that offer both comfort and style.
skillset of our employees means we can now
forward to meet industry and market
With this year’s introductions of
offer a much wider range of products – and
Aquaclean fabric, adjustable headrests and
we’re also able to offer bespoke or adapted
Mammoth Medical Foam, the increased
models at ease to volume buyers in both the
the importance of keeping up with trends
sales Celebrity is seeing indicates that the
retail furniture industry and the mobility
while remaining focused on the needs of
company is moving in the right direction.
market.
demands. MD Wayne Hollis fully understands
Celebrity’s customers. Having worked for
“We understand that comfort is key for
“I’m keen to keep Celebrity advancing
Celebrity for over 30 years, his extensive
our customers, so it’s important to offer
as a market leader in quality, British-
knowledge of motion furniture production
alternative designs to meet individual
manufactured motion furniture.”
Central Park Green from Louis de Poortere’s Fahrenheit line, in-store at Hatfields
With designs such as Griff, Cracks, Jacob’s Ladder and the new
The NT Collection from Kettle Interiors (01536 444960, sales@
Fahrenheit, Mad Men continues to be Louis de Poortere’s
kettleinteriorsagencies.com) delivers a striking, on-trend Scandi
(www.louisdepoortere.com) bestselling rug collection.
look in a natural oak finish.
Introduced earlier this year, Fahrenheit continues to build on
Designed for today’s homes, the collection comes in 31 items for
the collection’s New York-inspired theme in a design that evokes
dining and 16 pieces for the bedroom, each of which is supplied
the swirls and marks left by ice skaters at the city’s Wollman Rink.
with a choice of wood or metal knob handle to bring a touch of
Woven in a blend of high-gloss polyester and cotton chenille, the
individuality. With a choice of seven cupboards, cabinets and
abstract design comes in five colourways, including one of today’s
sideboards and five sizes of bedroom chests, NT offers great depth
hottest colours, green.
and variety.
The collection’s abstract designs and unexpected colours are
As part of the Kettle Interiors collection, NT is made to deliver a
bringing energy to store roomsets and window displays – such
blend of lasting quality and value, bringing retailers solid-feeling
as those at Hatfields Home Furnishers, explains the retailer’s
oak furniture in fully proportioned sizes.
marketing manager, Megan Ranson: “Each season we update our
For all first-time orders of the NT Collection, Kettle Interiors
roomsets to give customers ideas and inspiration for their home.
has put together some special display packages for both bedroom
Rugs play a major part in most of these schemes, and Louis De
and dining collections. Offering a saving of -36% for bedroom and
Poortere is often our go-to supplier. The brand’s eye-catching
dining, these display packages will enable even more retailers to
designs and colourways always deliver a fresh look to our sets.”
bring the style and substance of the NT Collection to their stores.
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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
28/08/2019 13/08/2019 16:08 13:24
104 | Furnisher
Through this innovative method of
Turkish textile giant Boyteks (info@boyteks. com, www.boyteks.com) has developed a
adhering micro-sized particles onto
new pet-friendly mattress ticking which has
the fibres’ surface, food sources can
been designed to reduce allergic reactions.
be transformed into probiotic bacteria,
Boyteks’ Pet Friendly mattress ticking
supporting natural allergen control (of
features microcapsule technology,
allergens including dog and cat hair), in a
comprising minute containers that protect
manner which is both harmless to health
their content from evaporation, oxidation
and environmentally friendly. The new ticking benefits from a range
and contamination until a release – of probiotic spores, in this case – is triggered
of marketing support materials including
by friction.
posters, videos, banners and labels.
Abbeylands Furniture is celebrating 40 years in business this year.
the company invites existing and potential customers to join the
Established in 1979, its Scatter Box (www.scatterbox.ie) brand is one
team on its stand to enjoy a glass of prosecco or coffee, handmade
of Ireland’s leading names in designer furnishings, supplying many
chocolates, and to receive an exclusive free bag. Customers from
renowned retailers throughout Ireland and the UK.
the January Furniture Show may remember the company’s digitally
The company manufactures and supplies cushions handmade in
printed bags, featuring Irish hand-painted designs. The new bags
exclusive European fabric mills, and is known for its digitally printed
feature the best of this season’s colours and trends, from floral to
cushions, which are produced from the company’s own original
flamingos.
hand-painted designs.
Abbeylands’ MD Caroline Horgan says: “We can’t wait to show
Alongside this, the company stocks a range of velvet upholstery
you our exciting new autumn/winter 2019 collection and to meet
furniture, original hand-painted art, home accents, curtains, bedding
our existing and potential new clients. Come and join us in a little
and throws.
celebration at Autumn Fair.”
Scatter Box first exhibited at the NEC in 2006, and will return to exhibit at Autumn Fair this month. To celebrate 40 years in business,
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Explore the new Scatter Box collections at the company’s new location, stand H20-J21.
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106 | Furnisher
A multicoloured Mosaic 22844
GOT DESIGN COVERED? THINK AGAIN Think Rugs designs, imports and distributes a vast selection of handmade contemporary-, modern- and traditional-designed rugs in both wool and acrylic from India and China. In addition, the company offers a large and varied collection of machine-made polypropylene ranges from Europe. Think Rugs prides itself on providing
funky MT04 rug, alongside new product
an efficient and friendly service to each
ranges such as Aurora and Atlas.
customer, and understands that they need
The new ranges include: Craft, which
a quick, easy and reliable service – so the
incorporates metallic, abstract and marble
business endeavours to ensure that those
trends to create a unique deluxe style;
customers always receive the best possible
Aurora, an ultra-high-quality, machine-
service, as well as an impressive product
made range created from a demure, on-
range.
trend colour palette; and Mosaic, a bright
This month marks the release of Think
and fun addition, styled on mosaic tiles. On
Rugs’ 2020 brochure. Reflecting an ever-
top of this, Think Rugs is also launching
expanding product range, this brochure will
new colour options and designs in its most
contain the company’s biggest selection yet,
popular ranges – Matrix, Royal Nomadic
introducing and launching more than 100
and Sunrise.
new products across 15 ranges, all of which
Vancouver 18488 in grey, blue and yellow
The new ranges are due to be launched on
are available in a huge selection of sizes. In
stand M23 in hall M at The Flooring Show
all, this year will see the launch of 12 unique
in Harrogate, taking place from 15-17th
product ranges, plus plenty of new additions
September.
to Think Rugs’ most successful established
www.thinkrugs.co.uk
collections. Think Rugs has been working hard to bring its customers an engaging array of products focused on textures, contemporary designs and on-trend colours – taking on, for example, traditional oriental styles with distressed overlay, versatile geometric prints, authentic vintage and abstract designs. Following the success of millennial pinks and ultraviolet Pantone colours in 2018/19, the company has incorporated these rosy, demure blush tones into some of its most popular longstanding designs – like the
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Craft 19788 in grey and ochre
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108 | The Big Question
T
HE
BIG
Q U
ES
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 …
Nick Garratt (BFM)
Jessica Alexander (NBF, AKA PR) Creating the Circular Economy Committee
Roy Beagent
and all that entails in terms of engagement
(Minerva Furniture Group)
Restructuring to set up a platform for growth
Marketing stands at Manchester,
on sustainability and circularity
January Furniture Show and the Bed Emma Leeke (Leekes)
Show have been very successful in
Mike Murray (Land of Beds)
recruiting new members. We have
The biggest investment we’ve made in
subsequently increased our
The appointment of a director of
staffing levels
omnichannel marketing to ensure we embrace this approach
the past 12 months is in our logistics infrastructure – linking our website to our stores to provide a seamless overview of stock and delivery options that are available to the customer. Our intention is always to
Dids Macdonald
get the product to the end consumer at a
(ACID, The Furniture Makers’ Company)
time that’s convenient to them, in the most
In my role as master I have spearheaded a campaign called One Step at a Time (OSAAT) which the Furniture Makers launched in May. OSAAT is about reminding individuals and businesses that for more than a century The Furniture Makers’ Company has cared for the people who work, or have worked, in the industry, and we want companies to sign up to become One Step Champions – who’ll be given the tools and information they need in order
What’s the most significant change you’ve made in your business in the last 12 months?
economic and efficient way possible. Land of Beds’ in-house software development team are, therefore, working on a bespoke package that provides great customer service, delivers significant cost savings and reduces overheads for the business
Rob Scarlett (Scarlett Design) Increased staff to push productivity
to understand what our welfare support can achieve and – vitally – to spread that
Royce Clarke (Grampian Furnishers)
message to colleagues, employees and
Building a new business premises in
industry peers. With my ACID CEO hat on,
uncertain times!
we have introduced a new, streamlined and deliverable Intellectual Property Strategy Review, which is available to all our corporate members free of charge
Keen to share your answer to the next big question? Follow @FurnitureNewsED on Twitter to have your say!
FN366_Pages.indd 108
Steve Adams (MattressOnline) We’ve just completed an MBO, and
RPS Global (@RealRPSGlobal)
the process forced us to look deeper
Seeing investment return to focus on
into our business, analysing every
people, who make all the difference in retail.
cost, opportunity and threat. Think of
We’ve won the business of a major UK retail
it as a spring clean for your business!
furniture group and are implementing
It has provided MattressOnline with
an 18-month tailored Retail People
the opportunity to build on our strong
Performance programme to increase
foundations, and the culture changes
store KPIs
are already beginning to filter through into our output
28/08/2019 16:08
AlphaS
ALPHA D E S I G N S
Cerchio
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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110 | Trade Services
aerfom FR
flofom FR
Latexco (www.latexco.com), one of the world’s leading
latter products especially) are under increasing pressure due to the
manufacturers of latex foam components, PU foams and pocket
health risks associated with these types of compounds.
springs for the bedding industry, has won this year’s interzum award for two of its high-quality unique PU foams. Fire-retardant polyurethane foams have been around for decades.
Consequently, Latexco has developed fire-retardant versions of the hyper-soft flofom and viscoelastic aerfom range, which meet the British Standard Crib 5 criteria and do not contain any halogen or
The currently-used technologies to make PU fire retardant are,
melamine components, but maintain the specific characteristics of
for the major part, based on the use of melamine combined with
speciality foams. In this way, fire-retardant polyurethane foams can
halogen-containing components, says Latexco – but these (and the
be produced safely for generations to come.
Cookes employed Iconography’s expertise to update its ecommerce capabilities
In 2015, two-store family-run furniture retailer Cookes, located in Birmingham and Christchurch, enlisted the services of ecommerce
The look of Cookes’ showroom is now reflected in its website
which is specifically tailored to furniture retailers. “Our latest Iconography eCommerce website has a vast array of
specialist Iconography (01460 258530, www.iconography.co.uk) to
features – we are thrilled with the outcome,” says a spokesperson for
develop a bespoke, enterprise-level ecommerce website – a dramatic
Cookes.
departure from the company’s old, under-performing Magento site. Early this year, Cookes decided to refresh its brand colour palette to reflect its attractive store interiors (pictured). This gave
“We decided to renew our website with Iconography as we’ve built a strong relationship with them.” Iconography awaits enquiries from any business looking to migrate
Iconography the opportunity to launch the Cookes website on the
its website to an enterprise-level ecommerce platform with an
latest version of Iconography eCommerce, a feature-rich platform
agency that specialises in furniture retailers.
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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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112 | Trade Services
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GOING, GOING, GONE! Wednesbury-based Interior Auctions specialises in furniture and upholstery, and offers services including repairs and collections as well as regular sales … Conveniently based in the heart of the West
healthy complement of services besides,
Midlands, Interior Auctions was established
including furniture care and repair,
in 2010, but is run by a team that boasts
alongside careful brand protection and
over 15 years’ experience in the furniture
fixed-price listings.
industry. Dealing in returns, end-of-line and
Outside of the showroom, Interior Auctions offers nationwide collection (even
surplus stock, the company operates across
from the customer’s address) and DHD
over 17,000ft2 of display space – enabling
– both services that are rarely offered by
it to present its wide range of heavily
traditonal auction houses.
discounted stock in the best possible light.
Interior Auctions is open seven days a
Thanks to its unique strengths, Interior
week, and urges any trader keen to hear
Auctions promises to achieve better prices
about its latest lines to get in touch.
for its clients than are possible through
T 01215 057645
traditional auction houses, and offers a
www.interiorauctions.com
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Visit us during the Bed Show 2019 Stand G1
Fire retardant comfort L
Latexco offers fire retardant versions of its hyper-soft flofom
a
and its viscoelastic aerfom. Thanks to the usage of expandable
g
graphite, a fire retardant mineral, all Latexco’s foams are free
o
of halogens or brominated fire retardants.
L
Latexco’s fire retardant foams meet the British Standard Crib 5 criteria.
info@latexco.com | www.latexco.com
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114 | Trade Services
Encore Foam cushion
“We feel we have completed the holy trinity of upgrade cushion filling”
Rising demand for Encore cushions Advanced technology has catalysed the advancement of Fibreline’s Encore cushions, resulting in a broader portfolio for buyers that comprises a choice of fibre, feather and foam cushions.
Fibreline’s latest breakthrough in foam
different foams and a clever interior profile.
advantages. It retains the casual look, and
cushions is called Encore Foam – a high-
Like all Encore cushions, it is easy to
because of its foam core its resistance
quality cushion produced using technology
maintain.
to sagging and easier maintenance gives
that has never been used before by a foam
With the launch of Encore Foam, Fibreline
converter, which has a sit just like a fibre
feels confident it now offers the best in
cushion, offering a sink-in, snug feel.
foam, fibre and feather cushion interiors.
retailers confidence in the performance of fibre and feather and now foam cushions. Demand for Encore cushions continues to
“We feel we have completed the holy trinity
grow, as more and more retailers appreciate
recently earned an industry seal of approval,
of upgrade cushion fillings,” says MD
the advantages of this technology and
FIRA’s Gold certification – to be the
Richard Prudhoe.
demand cushions containing Encore for
Fibreline believes Encore Foam – which
ultimate foam cushion. It is constructed from 100% foam and achieves its impressive properties through a combination of
FN366_Pages.indd 114
“Now manufacturers have a great choice.” The Encore cushion range has many
their ranges.
T 01535 606846 www.encorecushion.co.uk
28/08/2019 16:08
• PRODUCTS – Be ruthless with your precious floor space. of Your Annual Sales
If a product or collection is not pulling its weight after being given a fair chance to shine, then clear it and replace it with a better performing line. Test and measure the selling potential 115 of all your products in a Greenwood Sale.
in Just 17 Days…
Will your January 2017 sales be the best month’s total • SELLING SKILLS - Get good at this selling. you’re going to see year? Most retailers
“It Was Mental!
don’t bother with a proper sales process or sales training. The Wouldones you like toInvest see of two,money four, sixinor even eight ...just yousales said it and would be! We had successful do!like time quality sales timesGreenwood what is normally best month? and queues and inyour the end took a sales know-how. crowds Call to arrange anwe effective good half a years sales over the three weeks. training course. As our Your clients know very (andHe willfitted tell you), the event guy waswell perfect. in
J DeWalleg Ltd is a British manufacturing above sales are not exceptional for a Greenwood wellresults and we’re missing him already. It’s company with a history of innovation and COMPETITION – Check your competition to find out what Sale. They are standard. You could enjoy such recordPatents for the products it designs and makes been great and I can highly recommend in the UK. Its roots as a family company go breaking sales Avoid results all-out too – with high margin they are offering. wars. Bemaintained. sure to out-do Greenwoodprice Retail.” back over 66 years and our ethos continues to competition onMark theOxenbury, most The relevant USP’s Oak Loft,beneficial Exeter be quality, craftsmanship and pride in what your we make and sell. including choice, quality, value and service. Call Greenwood
•
TAKE YOUR FAIR SHARE OF THETHE MARKET… DISCOVER FORTUNE
With continued investment and the in- to mystery shop your competitors. house CAD designing of its own production machinery and products, J DeWalleg Ltd strives to maintain its lead as a UK PROMOTION – Promote Don’t just accept slow trade.effectively. Every your business manufacturer supplying globally direct to the waiting for business to walk Tesco to Harrod’s does. Consider using a Bedding and Upholstery industry. good retailer fromStop
•
Visit
THAT LIES HIDDEN IN in through the door. It won’t. ‘Greenwood’ sales promotion to increase sales, turn stock into YOUR BRAND… Do something today, to bring in crowds
cash and win offuture market share, while protecting your profit eager customers, who will gladly queue up for products, services and contact information at the same time. Callyour Greenwood! to buy goods – even during Brexit! www.JDWLTD.com
Why not callDON’T me today MISS on 01565OUT 650101 for a free, confidential, no-obligation business consultation? I can Get your sales going. Call Greenwood, the UK 15/08/2018 12:24 outline projections the phone. andsales Ireland’s Leading and Retailcosts Salesover Promotion
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VISIT US AT THE MANCHESTER FURNITURE SHOW STAND D3
Limited bookings forof2017 areevent. now being taken potential your and next 2018 big sales Take aon look at our website or find call usmore? now on 01625 521010, a first come first served basis. The best launch dates Why not out go01565 first. or, send an e mail and we’ll gladly call you to Ringenquiry, usalways today on 650101 to find out possibilities more without obligation. discuss the exciting we can offer you, To find out more without obligation, or to book a sale, We can usuallyobligation. outline projections without
We are now booking events right across UK2019 and Ireland for LAST BOOKINGS NOW FORthe LATE intocome 2020 first served basis. the rest of 2013 on aand first Repair Aerosols Book your sales event early to guarantee exclusivity • Dye & Pigment Colouring CALL BERNARD OR DONALD NOW Aerosols for –your 01565business. 650101 • Finishing Aerosol in 6 sheens
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PeterBrownJuly19.indd 1 FN366_Pages.indd 115
www.greenwoodretail.com
1 Wilmslow SK9 12/06/2019 12:08House,1 Grove Way, Wilmslow, Cheshire, GreenwoodRetailSep19.indd 15/08/2019 15:29 5AG sales@greenwoodretail.com www.greenwoodretail.com 28/08/2019 16:08
116 | Trade Services
NO WIN, NO FEE AT MFA Wouldn’t it be great if you could try a service, but not spend a penny if it doesn’t quite deliver the right result? The next week you get to try the service again, until the right outcome is achieved – and only then will a fee be incurred. It sounds like a fanciful idea compared to how most modern businesses operate, but this approach is a reality at Midland Furniture Auctions (MFA) … For well over 10 years, MFA’s vendors have
so well over the hundreds of auctions we’ve
message is to get in touch and let’s see what
enjoyed a hassle-free no-sale, no-fee-to-
held.
we can do – and if we can’t sell it, we’ve
pay rule. The auction house’s team is so
“Sometimes suppliers may give up on
got your fee covered. As always, we hope to
confident it can clear unwanted furniture
some damaged stock, because they think it
welcome new vendors to the next auction.”
stock that it insists zero payment is taken if
is unsellable. But we have facilities to repair
T 01773 832555
it does not sell.
a lot of issues to make a sale viable. So my
www.mfa.bid
The company believes in putting its money where its mouth is, to prove the service is second-to-none and gets results. MFA is always looking for new vendor stock to add to its huge range of sofas, beds, chairs, tables, rugs, mattresses and accessories, and believes it can easily sell any end-of-line, seconds, returns, prototypes or excess furniture – because the buyers are present in force every Wednesday, eager to bid for them. Dean Carpenter, senior auctioneer at MFA, says: “Too many companies still expect to be paid for disappointing results, but we don’t run our business like that. We’ve always done things differently and we believe only positive results deserve reward. This approach delights our customers and keeps us on our toes to achieve great sales figures every week. We’ve never changed our no-sale, no-fee policy, because it’s worked
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whaam.. it goes! visit mfa.bid end of line - seconds - returns - ex-display - old stock - prototypes
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118 | Trade Services
Over the past 10 years, component supplier J DeWalleg (www.jdwltd.com) has seen many changes to both the bedding and upholstery industries – including the return of consumer demand for high-quality, UK-manufactured product. Armed with this insight, J DeWalleg has continued to invest in UK manufacturing, offering impressive products to both the bedding and upholstery trades. With a customer base comprising some of the UK’s largest manufacturers, the supplier believes that its reputation speaks for itself. As a joint patent holder for the components and core of the innovative Autotufter machine, J DeWalleg has further expanded its product range and capabilities, working closely with machinery supplier MPT Group. ScS has adopted Paragon’s (www.paragonrouting.com) fleXipod electronic proof of delivery (ePOD) software to support its two-man home delivery operation, which handles around 1000 customer appointments each day. By gaining real-time visibility and control of delivery processes, ScS has been able to achieve a more standardised on-site service and faster problem resolution. “The delivery experience can make or break a retailer by quickly losing the goodwill of customers, so we have invested considerable time and resource into this area of the business,” says Kelvin Bowes, ScS’ regional distribution manager (northern). “By working with industry specialists such as Paragon, we are able to maintain the service excellence that underpins our successful brand.
C
“fleXipod has already made a significant contribution by
M
enabling us to provide a consistent on-site customer experience, J DeWalleg’s headquarters in Aylesbury, Buckinghamshire
dynamically speed up our issue-resolution procedures and gain increased visibility of our two-man operation.”
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World of Opportunity
Engage a Centre of knowledge for the furniture industry
CMY
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www.fira.co.uk/knowledge-hub The International Alliance of Furnishing Publications (IAFP) is an association comprising the leading industry trade publications in 18 countries. Established in 1997, the IAFP aims to improve communications between international markets and create new business opportunities.
Guides, Research, Standards Exclusive to members
1/4 page vertical.indd 1 FN366_Pages.indd 118
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. Contact us on 0044 (0)1424 776101 or visit the IAFP website to find out more. www.iafpalliance.com
08/08/2019 IAFP_FNQP.indd 16:22 1
27/02/2019 14:53 28/08/2019 16:09
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120
OUT & ABOUT
Event: The 2019 Herman Miller Cup five-a-side football tournament Location: The Lucozade Powerleague Football Centre, Coventry Date: Sunday 30th June, 2019 Lowdown: Fourteen teams took part in this year’s industry charity football tournament, organised by The Furniture Makers’ Company. Now in its seventh year, the event raised a record £4500 for the charity, and saw the Axminster Tools & Machinery team emerge victorious, following a tense final with Hypnos Beds that ended in a penalty shootout. Dids Macdonald OBE, master of The Furniture Makers’ Company, says: “The Herman Miller Cup was fabulous, with more than 100 keen footballers taking part, and what an amazing final between Axminster and Hypnos. However, where were all the women players? Next year, I hope!”
www.furnituremakers.org.uk
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OUT & ABOUT
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OUT & ABOUT
Event: The Manchester Furniture Show exhibitor drinks party Location: Manchester Central’s foyer and adjoining terrace Date: Sunday 14th July, 2019 Lowdown: After their first day of trading, the exhibitors at the summer’s principal furniture trade event took to the venue’s terrace to enjoy a few well-earned drinks courtesy of the organiser. Before the show closed the following Tuesday, over 50% of the exhibitors had already committed to take part in the 2020 edition, which is set to see fresh investment, new features and a refined layout.
www.manchesterfurnitureshow.com
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124 | Designer
IN DESIGN
Sointula, Andrew Hamilton Furniture, product and interior designer Andrew aims to create commercial collections that enhance the spaces they occupy, rather than distracting from them. His ash Sointula range consists of a chair, desk and lamp, and seeks to deliver high-end, hand-crafted character at an affordable price point. “The concept for the range was inspired by a small utopian-visionary community from the last century, to which the range owes its name. My imagination
“The range was developed
was captured by the recurring theme of people boldly
with volume production in
establishing new worlds with great optimism”
mind. I wanted the minimal aesthetic to reflect the overall idea of distilling archetypes to essential and refined forms with
“I wanted to create a range
carefully balanced details
that could populate a
and proportions. There is
utopian vision of my own
a subtle material richness
– in which we live without
to all the objects in the
much of the unnecessary
range that draws on the
noise that distracts our eye
techniques of craftsmanship
from the essential beauty
and uses them appropriately
and function that’s available
for volume production by
to all. This attitude seems
adapting them for use with
more important than ever,
digital production methods”
and the population of that ideal world with physical objects and architecture that represents aesthetic and societal values is an integral and symbolic part of an
“In general, I apply a reductive approach, and aim to instil beauty
optimistic vision”
in functional objects in as few moves as possible. I like to think of it as good judgement applied through careful intervention. The result should feel familiar yet exciting, and not forced or attention-seeking”
“In most of my work, refined and considered proportions and careful visual balance between components are highlighted as the defining aesthetic” Training: Andrew trained as a joiner and
He also works with curator and sculptor Judith
cabinetmaker (Wigan and Leigh College) in 2009-
Winter, supporting her ongoing research with the
11 while working in industry. A spell in industry
Bauhaus Foundation in Dessau, Germany.
followed, with work in various companies/small furniture workshops and self-employment, before
Achievements: Andrew’s graduation work won
he enrolled to study Three Dimensional Design
a number of awards at the university and the
(now Product Design & Craft) at Manchester
New Designers exhibition, including: the Neville
School of Art in 2015-18 . Andrew graduated with
Johnson award; the Manchester Craft And Design
first-class honours.
Centre’s Spotted award; and a shortlist place for
Andrew now operates his own studio and
the Argos/Sainsbury’s Home award at the show.
workshop in Manchester, where he develops
In June he won Mixology’s Young Designer Of The
prototypes and makes one-off pieces along with
Year Award 2019.
the occasional interior spatial design (including residential and commercial spaces when required).
FN366_Pages.indd 124
www.andrewhamiltondesign.co.uk
28/08/2019 16:09
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128 | Last Word
Pasquale Junior Natuzzi Creative director and stylist, Natuzzi Founded in 1959 by Pasquale Natuzzi, leather upholstery pioneer Natuzzi is Italy’s largest furniture brand and one of the furniture industry’s biggest players, with an extensive manufacturing footprint and a global retail network. Pasquale Junior is the son of the company’s founder, and brings a fresh outlook to this global brand.
FN366_Pages.indd 128
28/08/2019 16:09
Last Word | 129
How did you enter the trade?
CAREER DIGEST
I was already taking my first steps in the company at the age of four. I spent my summers with my father in the style centre
2010 Founded fashion start-up The Secret Society
advertising department, nurturing my
2011
Natuzzi’s dedication to keep its environmental impact to a minimum, energy consumption, reflects the brand’s
Studied asset and wealth management at major
long-established and serious commitment
international banking groups in New York
to sustainability, and its strong connection with nature.
Who was your inspiration? My work is my greatest passion, and I owe
2012
that to my father, who has instilled in me
Marketing program manager and brand
the idea of seeing the company as my third
ambassador, Natuzzi Group
Which company do you look up to? Ikea, for its dynamism and excellence in understanding the needs of today’s
‘big sister’ (I have two fantastic big sisters, as well as a little one). The best thing my father has taught me is: “Pursue your
mindset of modern-day consumers.
in terms of both choice of materials and
or the prototyping room, as well as in the interest in the creative side of the business.
must align itself with the eco-conscious
2016 Communication director and deputy creative
passion and respect the people who help you
director, Natuzzi Group
consumers, together with its vision of sustainability. Also Restoration Hardware, for its visionary path into retail and lifestyle.
achieve your success.” 2017 What was your career high point?
Chief marketing and communications officer,
The collaborations with world-renowned
Natuzzi Group
What would you most like to change about yourself? Sometimes I wish I didn’t overthink things
starchitects and designers like Marcel Wanders and Ross Lovegrove. And the
2018
Natuzzi Augmented store, our new
Creative director and stylist, Natuzzi Group
so much, and dealt with them in a more relaxed way.
store concept featuring mixed reality What do you enjoy most about working in
technologies, created in collaboration with Microsoft. We have designed an innovative customer journey that can make the shopping experience truly engaging and exciting. … and low point? I would say that my lowest point was at the beginning of my career. I was frustrated with the very unclear options I had as part
“The furniture world must align itself with the eco-conscious mindset of modernday consumers”
the trade? The dynamism and the continuous stimulus. The situations I deal with on a daily basis are constant challenges. Can you leave us with an industry anecdote? Last May I participated in a panel discussion at the Consulate General of Italy in New York with five other representatives from
of my growth path into the company. It was a period of uncertainty.
If you had to start over, which career would
the design world, where I talked about our
you pursue?
vision regarding sustainable design.
… and the turning point?
Architect. I think it gives you a new
Two years ago, when I started being in
perspective on how you can use your
distinguished guest, Gaetano Pesce, one of
charge of marketing and communications.
creativity for something practical and
the greatest designers of the last century. At
For the first time, I had my own team, with
concrete. I believe it would be a good
the end of our speeches on how to make a
budgets and activities to carry out on a
education for me, since my inclination
positive impact in the world, he expressed
global level. From that moment I started to
is towards product and creativity within
his opinion on the uselessness of being
show my value, achieving important goals.
interior spaces.
too keen on sustainability – in his view,
Among the audience there was a
the biggest concern should be the lack of
Describe a typical working day
What date on the business calendar do you
I wake up at 6am. I work out for one-and-
most look forward to?
a-half hours and then I head to the office.
The last day prior to my summer holiday.
awareness among today’s consumers. It surprised me that a talented designer like him was minimising such an important topic.
I start with my meetings, catch up with my
Moreover, I found it quite curious that
executive team to plan the activities for the
What is the most important issue affecting
day or the week and discuss deadlines. Then
your business right now?
he was attacking me over a key topic such
I have more meetings and go through my
Environmental issues are a growing concern
as sustainability, and in such a formal
to-do list.
among the industry, and the furniture world
environment!
Rome or Milan?
Tattoos or piercings?
Snakes or sharks?
Milan. It is one of the most dynamic
Tattoos – I’ve lost count of how many
Sharks. They are one of my biggest fears,
European cities, and very inspirational
I have
but at the same time I’m fascinated by them
for creatives
FN366_Pages.indd 129
28/08/2019 16:09
FURTHER READING
130
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