Furniture News #393 by Gearing Media Group Ltd

#393 June 2022 www.furniturenews.net

SPOILT FOR CHOICE Westbridge wows at JFS

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JANUARY FURNITURE SHOW THE FURNITURE AWARDS INDX BEDS & BEDROOM | OUTDOOR BEDROOM | TRADE SERVICES

King’s CEO on design from down under

World Furniture’s clarity of vision Fresh formats from inspirational indies

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IT’S PROBABLY TOO HOPEFUL TO START USING THE TERM ‘POST PANDEMIC’ JUST YET, BUT THAT’S EXACTLY HOW IT FELT Trade shows are like buses … you wait years for them to arrive, then six come along at once. After spending so much time apart during the pandemic, the domestic trade enjoyed numerous opportunities to come together this spring – in Edinburgh, Solihull, Long Eaton, North Petherton, Stoneleigh and more (and that’s without hopping on a plane). As one slightly frazzled exhibitor put it, “I see my customers more than my wife these days.” Somewhat overshadowing the regional shows, the redeployed January Furniture Show finally landed in April. While it’s a little discombobulating to review a ‘January’ show in June’s issue (like taking up residence in the NEC while the sun’s shining), I’m happy to report that the trade acquitted itself well during this grand reopening, despite the concurrent market downturn. Our huge review feature starts on p33, and includes a celebration of The Furniture Awards 2022 winners – a huge well done to all. While I’m sure the show will sit more comfortably when it returns to its traditional January slot next year, I think it’s vital that this edition got the ball rolling, and reminded us what a largescale exhibition can do. It’s probably too

hopeful to start using the term ‘post pandemic’ just yet, but that’s exactly how it felt. But what might this return to ‘normality’ mean for the sectors that performed extremely well during (and perhaps thanks to) the pandemic? This month we get some air with the outdoor furniture specialists who made hay while the sun shone and the populace was confined to quarters. It seems even the ‘great’ British weather can’t dent our appetite for going all out with our gardens – but how long can this boom last, and how has consumer demand shifted since those first balmy days of UK lockdown? Turn to p86 to find out. Other highlights this month include: a conversation with Anna Carrabs, CEO of Australia’s King, now on TCR (p10); a look at how two independents are transforming their physical presence (p14); and a treatise on handling the cost of living crisis, courtesy of the experts at the Retail Think Tank (p100). Finally, if you’re reading this on or before 10th June, there’s still time to vote for your favourite suppliers in our Readers’ Choice Awards 2022 – just go to www.bit.ly/fn-readers-choiceawards-2022 and get nominating!

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● Over 60 exhibitors ● FREE parking ● FREE lunch ● NAEC, Stoneleigh Park, Kenilworth, Warwickshire

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CONTENTS

#393 June 2022 www.furniturenews.net

SPOILT FOR CHOICE Westbridge wows at JFS

NEWS

10 INSIGHT 10 King / 14 Retail upgraded / 18 World Furniture 22 Vietnam ascendant

24 EVENTS

AUSSIE RULES

JANUARY FURNITURE SHOW THE FURNITURE AWARDS INDX BEDS & BEDROOM | OUTDOOR BEDROOM | TRADE SERVICES

King’s CEO on design from down under

World Furniture’s clarity of vision Fresh formats from inspirational indies

FN393_Pages.1 PF.indd 1

24/05/2022 11:58

34 WESTBRIDGE (COVER FEATURE)

24 INDX Beds & Bedroom / 28 IFHS / 30 VIFA-EXPO

33 JFS REVIEW 37 The Furniture Awards 2022 / 46 Highlights

84 PRODUCTS

CONTRIBUTORS 14

86 Outdoor / 96 Bedroom / 98 Trade services

100 OPINION 100 Surviving the cost crisis / 105 Clarion Events 106 Feedback

10 John Rayment, operations director, Sussex Beds

Carole Nolan, garden furniture buyer, Gallery Direct

105

Zoë Bonser, portfolio director (retail), Clarion Events

DESIGNING PIECES THAT WORK BOTH INDOORS AND OUT IS CHALLENGING

NEWS

READ MORE ONLINE AT FURNITURENEWS.NET

BACK TO (SLEEP) SCHOOL NHS doctor and TV personality Dr Ranj Singh is visiting schools across London to talk to pupils and parents about the importance of a good night’s sleep. The educational assemblies have been organised by Furniture Village in collaboration with The Sleep Charity, and form part of a wider mission to support the nation’s sleep. Ranj is the sleep and wellness ambassador for Furniture Village, and has been an integral part of the campaign to date. He says: “Whilst children learn about the importance of nutrition and movement, it struck me that they aren’t taught the importance of a good night’s sleep, which is why Furniture Village, The Sleep Charity and myself have devised this programme. The first assembly took place on 16th May, and saw Ranj speak to parents and pupils at Trafalgar

Junior School, Twickenham (pictured). Lisa Artis, deputy CEO of The Sleep Charity, says: “Working in partnership with families is at the heart of what we do, so being able to talk directly to parents and pupils is an invaluable opportunity to spread the word about the support that’s available to them.”

MADE ACQUIRES TROUVA AND REVISES 2022 EXPECTATIONS Made.com has announced the acquisition of Trouva, an independent boutique and brand discovery platform which offers customers a curated range of homewares, lifestyle and fashion products. Launched in 2015, Trouva is based in London, has relationships with over 700 boutiques across Europe, and has delivered to 34 countries worldwide this year. Trouva is currently lossmaking, but Made says the enlarged group will leverage scale and marketing efficiency and expertise to improve its financial performance. Trouva will continue to operate as a standalone brand, led by its current CEO Alex Loizou and COO Dimple Patel. Made says the acquisition accelerates its strategic priorities, particularly around choice and reach. Made plans to integrate Trouva’s marketplace technology into its existing tech stack, enhancing functionality around dropship, carrier integration and inventory management, and to

build out the existing Trouva tech hub in Portugal to create a new centre of excellence. The news broke as Made muted its financial expectations for 2022 due to the “volatile” and “challenging” nature of trade. Made is now forecasting a gross sales decline of between 0-15% this year, with net revenue around the breakeven mark. It now expects to achieve £1.2b of gross sales later than 2025. CEO Nicola Thompson says: “Made continues to outperform the online furniture and home market and I am confident the company will emerge in a very strong position.” Last month, Made also announced the appointment of Patrick Lewis (ex-John Lewis Partnership, Ocado Group) as CFO, to start on 27th June. Patrick will help lead the next phase of the group’s growth and development, succeeding Adrian Evans, who is leaving to pursue “other opportunities”.

LA-Z-BOY CEMENTS PARTNERSHIP DEAL WITH NFL La-Z-Boy has penned a three-year deal which will see it provide ‘the best seats in the house’ for the two London games at Tottenham Hotspur Stadium, and become the key sponsor of the Jason & Osi Podcast in which the two former NFL players and BBC pundits chat about the game. La-Z-Boy branding will be visible around the stadia at all three London Games and on the NFL UK website. MD of La-Z-Boy UK, Mark Draper, describes the partnership as an ideal link-up: “NFL fans are very dedicated to their sport, and that means watching the games in comfort is a big deal. We’ll not only be offering the chance to win game tickets, but providing ‘the best seats in the house’ so fans can

enjoy a game in world-renowned La-Z-Boy comfort. “La-Z-Boy chairs and sofas are all about celebrating time with friends and family, as well as relaxing to enjoy me-time – both of which fit perfectly with the NFL fanbase. We’re very excited to work closely with the NFL in the UK and Ireland and get to know NFL supporters even better.” Brand marketing director for La-Z-Boy International, Natasha Wright, adds: “As La-Z-Boy approaches its 100-year anniversary in 2027, we are looking to make strategic partnerships to ensure we reach this milestone in the best possible position. The NFL deal will elevate our brand in the UK and Ireland by reaching a consumer group which is in keeping with our strategic vision.”

INSIGHT

ROYAL WELCOME King, a household name in its native Australia, landed on Tottenham Court Road on Boxing Day. The 8729ft2 unit, staffed by a team of 10, offers a glimpse of the brand’s line of modular sofas – a reflection of the ambitious Antipodean’s marriage of innovation and craftsmanship. CEO Anna Carrabs tells us more … www.kingliving.co.uk

WE TALK ABOUT THE KING DIFFERENCE – A SET OF GUIDING PRINCIPLES THAT INFORM EVERY PART OF THE BUSINESS

Anna Carrabs

Can you give us a short breakdown of the business? Founded in Australia in 1977, King crafts and manufactures contemporary furniture designed to adapt to our customers’ changing lifestyles. Today, King is a rapidly expanding global brand, with 25 showrooms across seven countries including Australia, New Zealand, Singapore, Malaysia, China, Canada and the UK. What does your role entail, and how has it changed since you started working with KING? As the CEO of a global business, I oversee every facet of the organisation and am extremely fortunate to have a highly skilled and effective senior leadership team to support me. My remit when I joined King in 2015 was to expand the brand to a global market, and we have achieved that goal with eight international showrooms launched in six years. What drew King to London? London is a design capital of the world and ahead of the momentum, design news and influence. As a global design business, London is the ideal location for King to showcase our innovative Australian designs on the world stage.

WE HAVE A PHENOMENAL TRACK RECORD WITH RETURNING CUSTOMERS

INSIGHT

Did the existing store space lend itself easily to refurbishment? What were the challenges? The site on Tottenham Court Road is the perfect London location. The biggest challenge was developing the site remotely during the pandemic – many of our team were unable to travel due to Covid restrictions, which meant most of the communication was online and not face to face, which is always a challenge when working with a physical space … but we couldn’t be happier with the end result. I could not be prouder of our team. Their unwavering dedication and spirit underscore the King commitment to our customers. How is technology incorporated in the store, and is there a complementary online channel? We have a dedicated ecommerce website that works in tandem with the bricks-and-mortar showroom on Tottenham Court Road. Can you outline King’s product offer – and explain what sets it apart?

DESIGNING PIECES THAT WORK BOTH INDOORS AND OUT IS CHALLENGING At King, we talk about the King Difference – a set of guiding principles that inform every part of the business. At the core of this difference is the steel frame and the Postureflex seating system, similar to the steel suspension system used in luxury European cars. It is the foundation that allows us to build modular furniture and craft designs that continually push the boundaries of what ordinary furniture can achieve. Where are your products manufactured, and how have you overcome the supply chain obstacles affecting all global businesses? We proudly manufacture at our stateof-the-art facilities in China, Australia and Thailand. The supply chain has been, and continues to be, a challenge for global businesses. But, because King owns and has complete control of

all our factories, we have successfully offset many obstacles. Describe a typical King customer, and your approach to serving them … A love of quality is the common thread that unites all our customers. I can confidently say this because we have a phenomenal track record with returning customers who buy one design and come back for other pieces. In Australia, we offer King Care, which is a variety of services that help our customers maintain and refresh their furniture. This includes a custom recovering service. On any given day, you will find a 20- or 30-year-old King sofa in our Sydney factory being recovered by our King Care team. Our customers choose to keep and recover their King sofas because they value the quality of the design and the craftsmanship.

BUILDING BUSINESS, INFORMING INDUSTRY 13 How does the Australian consumer’s taste, or the way they use their home, differ to that of the British? British interiors tend to be bolder with the use of colours and patterns, whereas Australian homes tend to have a more restrained neutral palette. I think, perhaps, this is a response to the different landscapes we live in. Would you say there’s anything uniquely Australian about the brand’s identity? King is fundamentally Australian – it’s inherent in our brand DNA. All our furniture is Australian designed, and I think the most tangible element is how our designs are made for indoor/ outdoor living. In fact, three of our bestselling sofa designs – Jasper, Delta and Zaza – are also available as outdoor models. Designing pieces that work both indoors and out is challenging, but this is a testament to the depth of the experience and craftsmanship of our team. Are there any other King developments you can share? I can’t share too much, but I will say that our global expansion will continue with new showrooms coming to exciting international sites soon …

INSIGHT

RETAIL UPGRADED Whether it takes the form of a light refurbishment or a completely new store, delivering fresh shopping formats is essential to keeping any bricks-and-mortar retail offer engaging and successful …

There comes a time in every retail business when its existing look just doesn’t cut it. Tastes change, and products evolve – so the store environment too needs refreshing from time to time. Yet, unlike a change of clothes or a new hairdo, the cost implications behind such reinventions means they are rarely superficial – by making operational improvements, better utilising existing space, and identifying what shoppers really want, cosmetic uplifts such as new window displays and brand galleries are given even greater opportunity to reach their potential. This month, Furniture News presents insights from two independent retailers at different stages of their transformative processes, to discover what prompted the redevelopment, how each was executed, and, crucially, the opportunities they have created …

FROM CLARKES TO LENLEYS Having completed an upgrade of its flagship Canterbury showroom, Lenleys is currently refurbishing its Clarkes store in Maidstone, which is set to reopen this summer as Lenleys Home (Maidstone). Business partner Lavinia Watts, who represents the third generation of Lenleys management, offers her take on the redevelopment … www.lenleys.co.uk

At what stage is your store upgrade programme? Our refurbishment programme started in our flagship store in Canterbury late in 2021, and a total refurbishment and rebrand is taking place at our Clarkes store in Maidstone at the moment. Our Clarkes store closed at the end of March and is expected to reopen this summer as Lenleys Home (Maidstone). The new store will feature the high-end brands and signature service that the Lenleys brand is known for. The expected cost to complete the transformation is expected to be in excess of half a million. We’ve kept the budget flexible to a degree, to ensure that we deliver a retail environment that is both unique and representative of the Lenleys brand.

Lavinia Watts

What drove you to start your overhaul journey? Keeping the store at the cutting edge of home furnishing has always been important to us. However, after nearly two years of living online, we know that people are increasingly investing time and money in the products that make

their house a home. For many homeowners, purchases of furniture and home furnishings are a tactile experience. They want to see and feel the quality that they’re selecting, and we’re seeing a significant increase in the number of people returning to stores to purchase these items. We therefore felt now was the time to invest in our stores. By providing an enhanced shopping experience, our usual supportive service and our new in-store studios, we’re aiming to inspire our visitors so they can furnish their home or find that key design piece that will give their home the edge. What input did you seek from external parties? Conversely, how much inhouse talent did you bring to bear? For the external building work, project management and design we’ve re-employed the services of C-Side Architectural Design, who already understand our requirements after working with us on our Canterbury showroom. Specialist company Roofing

GOOD RETAILERS SHOULD ALWAYS LOOK TO THE FUTURE AND EMBRACE NEW TECHNOLOGIES

Before (inset) and after – the flooring section of Lenleys’ Canterbury store is now an Alexander & James gallery

Before (inset) and after – the Canterbury store’s kitchen section was replaced with a flooring design studio

Consultants Group are working with us to undertake major repairs and improvements to the existing roof. In relation to the interior design, we have very much drawn on our own inhouse experience and expertise. Having recently completed a major overhaul of our Canterbury showroom we will take many aspects to the new Maidstone showroom. Although it has a smaller footprint, the overall feel of the store will be recognisably Lenleys, with a more focused product offer.

SHOPPERS TELL US THEY LOVE THE NEW STUDIO EXPERIENCE

Since reinventing your first store, have you stuck fairly rigidly to the original plan – or has the format evolved with learning? We have already seen the new studio concept in our Lenleys Home (Canterbury) proving incredibly popular. The studio areas help showcase key pieces and provide that level of inspiration that many of us like when making big decisions when designing our own homes. We are expanding this theme, and introducing this into our

Lenleys Home (Maidstone). Whilst there’s still work to be done before we present this new store, we have seen both the importance and the value of making sure that retail spaces should be memorable for the visiting public – this was extremely apparent when the business was shut during Covid. This is similar to the website, which has also been overhauled. We firmly believe that good retailers should always look to the future and embrace new technologies, and be prepared to invest to stay relevant in a market that has become increasingly fashion driven rather than exclusively practical. Have you seen any tangible benefits since overhauling your stores? Our refurbishment programme is still in progress, but the feedback we’ve had so far has been incredibly welcome. Our shoppers tell us that they love the new studio experience, and how it helps them visualise how patterns and shapes could work in their own home – giving them the confidence to combine furniture and furnishings that they might not otherwise have done

INSIGHT

PORTFOLIO PROGRESS Before and after – Sussex Beds’ new Dover store

Sussex Beds is on a mission to open a new store every quarter for the next three years (before significantly accelerating that already-ambitious rollout), and this estate growth coincides with a refurbishment process across its existing portfolio. Projectmanaging this new-store, new-look implementation is operations director John Rayment … www.sussexbeds.co.uk

COMPARE THE PROJECT COSTS AND OUTCOME QUALITY OF INTERNAL AND EXTERNAL PROCESSES

At what stage is your store upgrade programme? All the stores are now up to the same standard regarding carpet, colour of walls and layout. This was completed during the last lockdown, so there was minimal disruption. Costs were minimal, too – just paint and PoS printing. What drove you to start your overhaul journey? New stores back in 2017/18 were painted in a certain way to highlight different bed ranges within them. Over the next 2-3 years, all existing stores had money spent on renewing carpets and paint.

John Rayment

What input did you seek from external parties? Conversely, how much inhouse talent did you bring to bear? The new stores use contractors who we’ve gathered together over the last two years of expansion. For the six stores we improved during lockdowns – Portslade, Newhaven, Uckfield, Haywards Heath, Hailsham and Worthing – we used our own team from each store and head office, keeping costs to a minimum. Since reinventing your first store, have you stuck fairly rigidly to the original plan, or has the format evolved with learning?

New stores and planning are evolving each project, with much more detail for the contractors. The refurbs are a simpler process, with plans produced and paint purchased. Have you seen any tangible benefits since overhauling your store format? Customer reaction and overall comments have been very good, and when they might go from store to store there’s a story and an identical appearance. Our Newhaven store in particular has seen footfall, conversion and turnover rise since reopening last April, highlighting the importance of a great-looking fit-out. What advice would you give to a retailer considering their own store overhaul journey? Look into current colour trends, and visit competitors to get an idea of how they look. Then cost up your project for internal processes, and also price up externally, to compare costs and the quality of the end product

028 028 9182 028 9182 9182 8202 8202 8202 paul@world-furniture.biz paul@world-furniture.biz paul@world-furniture.biz world-furniture.biz world-furniture.biz world-furniture.biz 2 Ballyharry 2 Ballyharry 2 Ballyharry Business Business Business Park, Park, Park, Donaghadee Donaghadee Donaghadee Road, Road, Road, Newtownards, Newtownards, Newtownards, Northern Northern Northern Ireland, Ireland, Ireland, BT23 BT23 BT23 7ET 7ET 7ET

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INSIGHT

PURE AND SIMPLE This summer sees World Furniture launch a bold new look, as it sets out a clear manifesto of affordable, quality design – heralded by its expertly curated PURA collection. World’s MD Marc Bunting gives Furniture News the exclusive lowdown … www.world-furniture.biz

Massimo

Picasso

WE BELIEVE GREAT DESIGN SHOULD BE AVAILABLE TO EVERYONE

It sounds like you’ve had a busy year already – can you take us through the highlights? Since the start of the year, we’ve been going through a rebranding process – primarily to shout about what we’ve been doing for the last 22 years, but also to add some significance to some of the new collections we launched this January. We’ve been in operation since 1999 and we’ve not been very vocal about how successful we’ve been in providing a quality, longstanding service to our customers. The rebrand will help tell our story, and explain how we built the business around key factors. “At heart we’re a family business, and a tried-and-trusted wholesale partner to a large number of the UK and Ireland’s leading furniture retailers. Since 1999, we’ve invested and grown our business to guarantee our partners impressive lead times on an exclusive range of high-quality, beautifully designed furniture, at a great price, with exceptional service. It’s a simple approach, but it works. What prompted you to put on your own show in January? Due to the NEC event being cancelled and a lot of new product available and ready to ship, we thought it best to at least put on a local show (and perhaps some customers would also come from further afield). As it turned out, the show was an

absolute triumph, way beyond our expectations. Held in Belfast’s stunning Titanic Hotel (in the old drawing rooms) we could not have asked for a better setting to display our new ranges. We flew in a lot of customers, who thoroughly enjoyed the whole experience. With many of them not having seen any new product for quite some time due to the pandemic, the appetite for buying was extremely buoyant. And how well did doing so work with your appearance at the January Furniture Show in April? It worked very well, because a lot of customers who couldn’t make it to our show in January saw us at JFS – and, of course, new business is always a part of why we exhibit there. Please give us a quick rundown of your new product highlights … Exclusively curated by World Furniture, the PURA collection is an expertly designed furniture brand offering a stunning collection of high-quality, innovative and affordable designs. But what’s the significance of PURA? It simply means ‘pure’ in Italian, and, by definition, ‘perfectly in tune and with a clear tone’. For us, this fits perfectly with our sintered stone dining collection. Sintered stone is a beautifully engineered stone that incorporates only natural products, and in addition provides stunning aesthetic finishes that will grace any home. The benefits of sintered stone to the end consumer are significant. It is heat and cold resistant, 100% recyclable, scratch resistant, resistant to UV light (so it never fades), non-porous (so very hygienic) and, waterproof (so no ring marks, and very easy to keep clean). The choice of colours is almost endless, as the patterns of natural stone can be replicated. What was the star of the show? The PURA collection. As a supplement to it, we launched a fantastic array of new dining chairs in wonderfully textured fabrics and colours.

BUILDING BUSINESS, INFORMING INDUSTRY 19 Amber dining chair

Are these developments set to fundamentally change the way your customers do business with you? No, but it will present them with a better World Furniture presence. Our company logo, literature and online presence will also receive a much-needed makeover, and our message to our customers about what we do will be much more clear and precise. The catalogue has been significantly updated to include many more lifestyle images and provide a warmth to the imagery. Customers like this as a selling tool, as it lets the end-user envisage what the product will look like in situ. In addition, our collections have been more clearly categorised into the six different segments in which we specialise – PURA, Gloss & Glass, Melamine, Dining Chairs, Occasional and Sofas. We will also provide more PoS literature and better images for online presence. However, in essence, our core values remain the same. Our slogan is simple: ‘Welcome to World Furniture – beautifully engineered interiors’. There’s also the ongoing benefits of our direct container programme. Having exhibited on a number of occasions in Shanghai and Guangzhou, our direct container programme continues to expand, supplying to countries including Canada, Uzbekistan, Portugal, New Zealand, Costa Rica, Maldives, and of course the UK and Ireland. Why is this part of the business successful? It’s down to confidence and trust. With

Lucca

We understand there are various developments going on behind the scenes at World Furniture – can you take us through them? In addition to the company story, the rebrand process involves putting our ranges into definitive collections. This gives focus to our catalogue (and ultimately to our customers). The ethos is that we believe great design should be available to everyone. Every day, our focus is on curating and innovating an exclusive furniture collection that continually exceeds all expectations. Nothing excites us more than great design, beautiful materials, exquisite tailoring and true craftmanship. Our ethos is to consider every space and individual, and that is where our success comes from. Underpinning our business is a very simple message – when it comes to furnishing your home, we believe you can have it all. Great design and quality, at an affordable price. It’s what we do best.

Windsor

What other feedback did you receive? The feedback was almost overwhelmingly positive. The pandemic has made it tough to source new product and come up with new designs – but knowing what your customers want, and listening to what they ask for, can help immensely. Ultimately, you can design products and hope for the best – but the real proof of the pudding is in the eating. When your customers place orders and get excited about what you’re offering and where you’re heading with products, then you know you’ve done it right. Between our home show and JFS, we hit unprecedented levels of customer orders, and we’re very excited about the future.

Luna

Customer feedback over the last year has urged us to bring colour back. Grey is still prevalent, but end-users, perhaps influenced by spending a lot of time at home, are tired of grey, and retailers want some colour back in the stores. However, important in our chair development was adding texture and tone to fabrics – again, providing a range of modern and contemporary chairs, but epitomising excellent design and quality craftmanship. We launched a total of 15 new chair ranges at JFS, with over 50 varying colours, textures and fabrics.

an established QC employee based in the area where the majority of items are manufactured, products are not released from the factory unless they meet our strict criteria. Customers know that when buying through us, they can do so with confidence. In addition, unlike many suppliers, we offer a very high mix of products in one container – a real benefit for retailers who are just stepping into the direct container market, as the risk is much lower. What’s next in the pipeline? We’re currently working on some new colours in sintered stone, with some exciting new base designs and colours. Of course, there will be new dining chairs to complement the tables, in some very exciting new fabrics. We’ll launch these new items at the IFHS in Dublin [ 26-28th June], so please come and see us there. Can you summarise how the business is positioned right now – what does the future look like? The business is very well positioned, and financially strong. We’re continuing to develop our workforce and invest in our people. We’ll also soon be starting work on a new site within our current location, to add another 50,000ft2+, taking our overall footprint to around 150000ft2. With what’s going on right now, times will be tough over the next year – but our ethos has always been to keep moving forward.We’re excited about the future, and remain committed to our core values of people, quality, design and sustainability

028 9182 8202

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BEAUTIFULLY ENGINEERED INTERIORS

INSIGHT

VIETNAM ASCENDANT Vietnam’s furniture industry has long been one of Southeast Asia’s premier furniture manufacturing hubs, and is rapidly taking pole position with UK importers thanks to a free trade agreement (FTA), young, skilled labour force, advanced technology, foreign investment and creative design …

In June 2019, Vietnam’s government entered a voluntary partnership agreement (VPA) that committed it to FLEGT, an EU action plan to combat illegal logging. By doing so – and through the government’s subsequent efforts to implement FLEGT’s principles since the agreement came into effect – Vietnam’s furniture industry has become increasingly sustainable in outlook, and more able to meet the demands of the modern consumer. “Vietnam’s furniture exports will reach US$16b in 2022,” says Đo Xuan Lap, chairman of the Vietnam Timber and Forest Product Association (VIFOREST), and are set to reach US$25b in 2030, according to Vietnam’s vice-PM, Le Van Thanh, who has approved a national project to transform the country’s furniture industry into a key sector of its national economy. Having rapidly executed a successful vaccination programme, Vietnam is now reopening for business, and all travel restrictions have been lifted. Meanwhile, Vietnamese officials state that the country’s furniture manufacturers

are running at full capacity to meet increasing global demand. Top producers include Thanh Thanh Dat Co, Phu Tai, Great Veca Viet Nam Co, DHT International Investment and Import Export, Tien Dat Furniture Co, Rapeco - Dai Nam Co, Dai Thanh Furniture, Duc Hai Co, Long Dat Import - Export and Production Co, and Lotus Sofa. Buyers keen to explore the wealth of opportunities available are invited to attend this year’s VIFA-EXPO (www.vifafair.com, see p30), which returns to Ho Chi Minh City from 31st August to 3rd September. Vietnam’s biggest furniture show is also one of Southeast Asia’s leading events, and promises to deliver a host of new collections. Samples can also be viewed at The Popular, a showcase of furniture made in Vietnam, housed in K&P Global’s warehouse in Rochester, Kent (visit www.thepopular.co.uk for details). Thanks to extensive experience, myriad processing capabilities and fresh government support, Vietnam’s star in the global furniture industry is very much on the ascendant

VIETNAM’S FURNITURE EXPORTS WILL REACH US$16B IN 2022

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The Spring Furniture & Bed Show in review

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Our regular look at the latest in Bedroom, Dining, Living and Trade Services

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EVENTS INDX BEDS & BEDROOM

SOLIHULL SUCCESS Sleepeezee brand ambassador Dame Jessica Ennis-Hill led the Retail Insights line-up

An expansion of the INDX Home show series, INDX Beds & Bedroom arrived at Cranmore Park Conference and Exhibition Centre in Solihull on 2627th April, and was attended by an upbeat flock of retailers, plus suppliers including Emma, Gainsborough, Harrison Spinks, Healthbeds, Highgrove, Hypnos, Julian Bowen, Kaydian, Kaymed, GNG Group (Komfi), Limelight Beds, MA Living, Millbrook, Relyon, Rest Assured, Silentnight, Sealy, Sleepeezee, Sweet Dreams and Tempur. www.indxshows.co.uk

Visiting buyers displayed a strong appetite to buy, states organiser Associated Independent Stores (AIS), adding that the show was heralded a success by exhibitors, who were quick to praise its format and the business written across the two days. “INDX Beds & Bedroom has been a fantastic opportunity for us to present all our ranges to a wide range of customers in a professional setting with great facilities,” says Relyon Beds’ David Wescomb – while Emma’s Neil Robinson says: “We had a fantastic couple of days at INDX Beds & Bedroom and we signed

up some serious new retail partners, with others pending.” Leading UK buying group AIS also introduced Retail Insights, a series of on-site speaker sessions which explored the business of sleep and tackled topics including sustainability, circularity and the importance of sleep. The sessions were led by a selection of industry experts, headlined by Dame Jessica Ennis-Hill, and were well received by attendees and participants alike. “It’s been great to see so many of our customers and retail partners at INDX Beds & Bedroom, and it’s been great to be able to talk about new product and new developments,” comments Hypnos’ Richard Gretton. “The new guest speaker sessions were also well attended – it really shows our industry’s passion for momentum and development.” Land of Beds’ Maria Jones adds: “We had a great show, we thoroughly enjoyed it and thought the guest speakers were a great concept.” The AIS team is now working on delivering its next calendar show, INDX Furniture, which will take place from 30th August to 1st September, with the first day open exclusively to AIS members. Visitor registration is now open and can be completed via the INDX website, at www.indxshows.co.uk/indx-home/ furniture/registration

Curated by buyers for buyers

30 AUG - 1 SEPT 2022* Register now: indxshows.co.uk *

30 Aug open to AIS member only

For exhibitor enquiries visit indxshows.co.uk or email info@indxshows.co.uk Cranmore Park Conference and Event Centre, Cranmore Avenue, Shirley, Solihull, B90 4LF. An AIS trade show.

EVENTS INDX BEDS & BEDROOM

PREMIUM BED SOLUTIONS Sleepeezee took pride of place at INDX Beds & Bedroom, showcasing a wide range of models and inviting brand ambassador Dame Jessica Ennis-Hill to lead the show’s talks programme. Here’s a reminder of why the brand continues to be the supplier of choice for so many UK retailers …

Jessica

Mayfair, from Sleepeezee’s Perfectly British range

www.sleepeezee.com

Creating a supportive and sumptuous sleep environment has never been more important for getting a good night’s sleep, says Sleepeezee: “Mattress quality, and the look and feel of our sleep space, influence everything from our energy levels and health to our overall mood. From how the bed is positioned and fitted within a room to the comfort and durability of the mattress itself, there are several aspects to consider when creating the perfect sleep space. “British bed and mattress manufacturer, Sleepeezee, recognise this, and provide an array of products and services to help you get the best night’s sleep. As Royal Warrant holders since 1963, our team of expert craftspeople are dedicated to combining innovative practices with market-leading designs to provide the right bed and mattress solutions for our customers.” Established in 1924, Sleepeezee is best known for its popular mattress ranges (including the Travelodge Dreamer), as well as bedding, divans and headboards, and even a pet bed range. “Sleepeezee also understands that choosing the right mattress can be crucial to improving sleep quality,” the bedmaker continues. “We offer a

wide range of mattresses with a variety of fillings and technologies to suit our customers’ needs. From pocket sprung and graphite memory foam to our Staycool gel technology or natural fillings, we provide our customers with everything they need to curate the perfect sleep.” Based in Rochester, Kent, Sleepeezee’s products are made in the UK, and, with strong family values at the heart of the business, Sleepeezee aims to support national and local charities across the country. A recent donation saw the company contribute £60,000 to Sheffield Children’s Hospital in partnership with Jessica Ennis-Hill – the donation was funded by sales of Sleepeezee’s Jessica range, from each sale of which the company donated £20 to the children’s hospital. The company is also further committed to supporting sustainable efforts. Having been carbon neutral since 2017, Sleepeezee has continued to strive for sustainability in all it accomplishes. Their installation of 591 energy-saving solar panels last year, as well as being the first UK bed manufacturer to receive the Planet Mark accreditation for taking action to stop climate change, reflects its commitment to a sustainable future. Beyond this, Sleepeezee offers a removal and recycling service that takes away customers’ old mattresses, packaging and divan bases, for a hassle-free installation service

LEAVE THE REST TO US

EVENTS

A DATE WITH DUBLIN The Irish Furniture and Homewares Show (IFHS), Ireland’s premier industry event, is relaunching in a new venue for its seventh edition – the National Indoor Arena, Blanchardstown, Dublin, from 26-28th June … www.ifhs-tradeshow.ie

THERE’S SO MUCH TO SEE AND TALK ABOUT AT THIS YEAR’S SHOW

“The IFHS is essential to the Irish furniture trade, and as always we’re working for the good of our entire industry,” states the show’s organiser. “The support and interest from our exhibitors, who are eager to meet and do business, has shown us that this show is needed more than ever. “We at the IFHS are firm believers in the business mantra, ‘people do business with people’. The most powerful tools you have in creating success in business are

the relationships you build among suppliers and retailers alike. This is why we’re dedicated to creating a relaxed, friendly environment for suppliers and retailers to engage with and experience innovative new products. “As Ireland’s largest trade-only furniture and homewares event, the IFHS is playing host to the fifth edition of the Furniture & Home Awards this year. We recognise the importance of supporting the industry in which we operate, and believe these trade awards provide the perfect opportunity for UK and Irish furniture and homeware suppliers to showcase the best of their innovative products, both new and old, for 2022. Stay tuned to our website and social media to see the winners, and remember to follow us on LinkedIn for the latest updates on the show.” Registration can be completed on IFHS website, and the show is free to attend for trade customers. “If you’re a retailer, interior designer, contract buyer or indeed any trade customer that needs to buy or source new furniture and homewares, you need to attend,” concludes the organiser. “With a jam-packed venue of returning and new exhibitors eager to show off their products, there’s so much to see and talk about at this year’s show – we know you won’t be disappointed”

EVENTS

BACK TO SOURCE www.vifafair.com

After being postponed for two years, Vietnam’s biggest international furniture fair returns to Saigon Exhibition & Convention Center (SECC) in Ho Chi Minh City this September. Running from 31st August to 3rd September, this year’s Vietnam International Furniture & Home Accessories Fair (VIFAEXPO) 2022 is projected to occupy more than 15,000m2, with over 170 Vietnamese and international exhibitors showcasing their latest product. The fair will feature everything from indoor and outdoor furniture to decorative products and handicrafts, says organiser Hawa Corp.

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11/04/2022 10:13

JFS REVIEW

JFS DELIVERS After a two-year wait, the January Furniture Show (JFS) returned to the Birmingham NEC in April, and proved “a real triumph”, says organiser Clarion Events, “with an exceptional turnout of visitors across all four halls”. This month, Furniture News presents an extended highlights reel, from awardwinning enterprises to feedback on the latest collections … www.januaryfurnitureshow.com

Buyers were able to explore a collection of over 300 brands, some of which were new to the event. Top buyers from the likes of Amazon, Dunelm, The Cotswold Company, Sainsbury’s Argos and Habitat, Next, Stollers, Leekes, Fishpools, John Lewis, The Very Group, Wayfair, DFS and Furniture Village were among the retailers in attendance. Key brands such as Tetrad and Whitemeadow made a splash with their seamless stands and contemporary new ranges of sumptuous sofas and elegant dining sets. New exhibitors included the likes of Accudueo Designs and Kathy Ireland Home, which enjoyed a successful debut, with buyers flocking to their stands – both have already rebooked for the 2023 edition. This year saw the introduction of the

Furniture Talks seminar programme, offering lively discussions around the latest industry developments, plus expert masterclasses. The Furniture Awards, delivered in partnership with Furniture News, returned for another triumphant year (read more from p37), while Clarion Events’ portfolio director (retail) Zoë Bonser also presented best stand awards to MLily, IFD, Kelston House, Forte and Tetrad. Zoë comments: “This year’s show saw an incredible mix of inspiring showcases from our line-up of brands. The standard of presentation was exceptional and certainly felt elevated from previous years.” Read on to discover some of Furniture News’ highlights from the event. JFS 2023 will take place from 22nd-25th January

JFS REVIEW COVER STORY

COVER STAR Westbridge Furniture Designs took pride of place at the front of Hall 1 at this year’s show, wowing visitors with an expertly curated selection of on-trend upholstery. As always, sales director Nichola Bell was in her element … www.westbridgefurniture.com

OUR CUSTOMERS DESERVE TO SEE OUR PRODUCT IN THE MOST INSPIRATIONAL OF SURROUNDINGS

“I can’t tell you how excited I was to be back at the JFS this year,” enthuses Nichola. “It’s genuinely the most exhilarating week of my working year, and this edition felt even better – most likely because we’d all (thankfully) come through two years of craziness and made it to the other side! “Manufacturers and retailers alike have navigated these trying times together, and I was very proud to see our wonderful customers supporting our industry by attending the show – and, as a member of the BFM, I feel it’s even more important to be flying the flag and supporting our home industry. “For many of us, the show had a shake-up this year in terms of stand position, and we found ourselves at the front of Hall 1, next to our sister company, Tetrad. It forced us to press the reset button and invest in a fabulous new stand – I firmly believe our customers deserve to see our product in the most inspirational of surroundings, so we went for it!

Lucca

Eden

Heavenly

“We worked very hard to reduce our lead times for our retailers to preCovid levels, just in time for the show, meaning a quick turnaround on new floor models. We also invested in the development of nine new shapes this year, and a raft of beautiful new fabrics. “Our offering was split between our family-friendly Westbridge range – with five new shapes, offering broad appeal and great value – and a touch of glamour in the form of four luxurious new Spirit ranges. The star of the show was the Westbridge Lacey – it romped ahead due to the refreshingly soft colour palette and great family value. “It’s evident that, in a world of ever-increasing costs, the need for added value has never been greater. So perhaps the fact that our new Olivia range has so much to offer made it a winner – there’s plenty for the sales staff to talk about. With a full ‘foam-free’ eco story plus the added bonus of an exclusive recycled Aquaclean fabric, this commercial model offers the perfect solution for the modern family. “Launched last year, you couldn’t miss the Eden in the centre of our stand. In just one year, it’s already one of our top five bestselling ranges! Given its versatility, simplicity and comfort, it’s no wonder, really … “For those stores looking for wellmade British glamour without a hefty price tag, Spirit didn’t disappoint. The DNA of Spirit is most definitely its generous scale, dramatic depth of colour and glamorous fabrics. “With a name like Heavenly, you can imagine how it felt to sit in this luxurious, deep-buttoned beauty! Shown in sumptuous Italian crushed velvet, and available in over 100 fabrics, you really can tailor-make its look. “Jenson, with its beautifully buttoned arm detail, excited (and yes, the arms are removable for delivery!), while for those wanting the style and beauty of Spirit but on a smaller scale, the new Lucca and Muse combination hit the spot perfectly.” Nichola concludes: “We couldn’t have been happier with the response we had from our customers, and want to take this opportunity to thank them all!”

To all our customers...

for visiting us at The January Furniture Show.

For any information on our products, please contact us.

e: sales@westbridgefurniture.com

WINN ERS OF T H E

DESIGN I N N OVAT I O N CATEG ORY AT T H E FURNI TU RE AWARD S

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E THE FURNITURE AWARDS JFS REVIEW

BEST IN SHOW www.januaryfurnitureshow.com/thefurniture-awards

This year’s judges (clockwise from top left): Malcolm Walker; Deirdre Mc Gettrick; Mike Murray; Dids Macdonald OBE; and Royce Clark

IT WAS HEARTENING TO READ SO MANY IMPRESSIVE AND INSPIRING ACCOUNTS FROM ACROSS THE INDUSTRY

The Furniture Awards were launched in 2015 by Furniture News in partnership with the January Furniture Show, and are now an integral part of the exhibition. This year’s entrants were asked to explain how they were leading the way in one of the following categories: Sustainability; Best of British; Design Innovation; and Global Player. “Do your products or processes make you a natural winner, or is original design at the heart of your business strategy? Do you feel you represent the best of homegrown or import approaches? We asked this year’s entrants to share their stories and persuade the judges why they deserved to take top billing in their chosen category,” says the awards’ co-ordinator (and editor-in-chief of Furniture News magazine), Paul Farley. “It was heartening to read so many impressive and inspiring accounts from across the industry – particularly given the challenges many of them faced last year.”

Awards co-ordinator Paul Farley congratulated the winners

The Furniture Awards returned to the January Furniture Show in April to celebrate the industry’s champion suppliers, and this year’s competition attracted a wealth of entries from exhibitors keen to share their achievements – but only a handful could make the podium …

Paul chaired a judging panel consisting of: Malcolm Walker (FIRST MW); Deirdre Mc Gettrick (ufurnish. com); Royce Clark (Grampian Furnishers); Dids Macdonald OBE (ACID); and Mike Murray (Land of Beds and AIS). The businesses shortlisted were: Rauch, Skovby, Signature Kauri and Vogue Beds (Sustainability); Shire Beds, La-Z-Boy UK, Alpha Designs and Buoyant Upholstery (Best of British); Dormeo, Gallery Direct, Sealy UK and Scandinavian House (Design Innovation); and Wiemann, Man-Wah, Bluebone Imports and Incanto Italia (Global Player). Turn the page to discover the winners of this year’s awards, which were sponsored by Forte and Orbital Vision …

JFS REVIEW THE FURNITURE AWARDS

SUSTAINABILITY WINNER:

SIGNATURE KAURI

From left: Paul Farley; Signature Kauri MD Daniel Sagar; and the portfolio director of Clarion Events’ Retail Division, Zoë Bonser

THERE’S A WONDERFUL STORY BEHIND THIS BEAUTIFUL PRODUCT WHICH WOULD REALLY RESONATE WITH CONSUMERS

This category recognises businesses that champion sustainable practices and demonstrate the will to make the world a better place. Winner Signature Kauri excavates preserved kauri trees from New Zealand’s peat bogs to create unique tabletops, before restoring each site to its previous condition. The business offsets the carbon created in its products’ delivery through reforestation. “Signature Kauri was founded with sustainability at the core of everything we do, at every stage of the process and for every customer,” says MD Daniel Sagar, who lived in New Zeaked for a number of years, then started shipping furniture upon his return to the UK. “In recent years the use of resin in tabletops has become increasingly popular,” he continues. “This adds a unique look to each piece, and enables something which might typically look traditional to have a more contemporary

appearance. We’ve recently started using a black resin in our products, and when paired with the right shade of golden brown, this can create something truly special.” Visitors to Signature Kauri’s stand at the show will have noticed the breathtaking resin-infused dining table, a clear sign that this business is one to take note of. “Receiving the award was amazing,” says Daniel. “It helped with additional discussion on the stand and a few people definitely sought us out directly due to the win. It has also helped clarify internally why I constantly push for new ways to improve on sustainability, and will continue to do so!” The judges said: “There’s a wonderful story behind this beautiful product which would really resonate with consumers.”

HIGHLY COMMENDED: SKOVBY Denmark’s Skovby manufactures locally, turns excess wood into fuel, and has developed a new stackable stool (#840) made from production offcuts. “Our architect, Per Hånsbæk brought these leftovers back to life by designing a functional and aesthetic stool. The unique geometrical shape stems from the cutouts of round and elliptical tables, and the three joint pieces give the seat a dynamic and interesting pattern. Combined with the edgy legs, the result is a unique, sculptural look,” comments Skovby.

BEST OF BRITISH WINNER:

SHIRE BEDS

From left: Shire’s head of sales and business development, Bill Parkinson; Paul Farley; Shire’s Fara Butt; and the portfolio director of Clarion Events’ Retail Division, Zoë Bonser

THEY CARE SO MUCH ABOUT WHAT THEY’RE DOING, AND ARE STRIVING TO DO BETTER BY THEIR STOCKISTS

This category covers businesses that principally manufacture in the UK, and demonstrate high standards of output with regard for their place in the local economy and industry. Winner Shire Beds has demonstrated its ability to considerably up-spec its models in order to deliver higher margins for retailers, offering extended guarantees and reinforcing its national presence.

“Shire is a family business that’s built on strong British values – if a job’s worth doing, it’s worth doing well.” says Shire’s marketing director, Fara Butt. “Shire has been able to increase its share of the mid-market and move into the higher-end market by increasing the quality of offering whilst still keeping a close eye on costs. “The Shire Signature Collection, for example, has been developed to achieve high shopfloor margins comfortably on the cost price, while still being considered good value and below the cost of the larger well-established brands. In this challenging trading environment, this is exactly what the retailer and end-consumer are looking for – quality products at great value.” Shire, which recently celebrated its 25th anniversary, has also embraced eco-design principles. The judges said: “They care so much about what they’re doing, and are striving to do better by their stockists. Shire embodies what this award is all about.”

HIGHLY COMMENDED: BUOYANT UPHOLSTERY Committed to its suppliers and local workforce, Buoyant put forward a strong case of investment in process improvement and sustainable directions. “Generations of local families have worked for Buoyant over the years, and many continue to do so, passing on their knowledge and pride in the work that they do,” states Buoyant. “Our commitment to the local community and area influences all that we do, and we are constantly striving to reduce our carbon footprint and improve our green credentials.” Left: Buoyant’s compliance manager Marius Munteanu, who has been instrumental in pulling Buoyant’s ESG progress together

JFS REVIEW THE FURNITURE AWARDS

DESIGN INNOVATION WINNER:

GALLERY DIRECT

From left: Paul Farley; Gallery’s commercial director, James Hudson; awards sponsor Forte’s director of sales and marketing, Andreas Disch; portfolio director of Clarion Events’ Retail Division, Zoë Bonser; and Gallery’s MD Peter Delaney

THEY APPRECIATE THAT GOOD DESIGN SHOULD NOT BE OUT OF THE CONSUMER’S REACH

This category is for any business that puts original design at the heart of its strategy. Gallery stays ahead of the curve through continual range development, guided by emerging trends. Atop this is the supplier’s Design Project Series, which seeks practical solutions to everyday problems – to date, it comprises a Sofa in a Box Collection, and Packed-Flat, a flatpacked value line with a designer feel. “Over recent years, Gallery Direct have expanded significantly, with a huge increase in the number and type of products offered, plus record-breaking YoY sales growth,” states Gallery. “We are continually developing exciting, innovative products to bring to market, to stay ahead of trend and offer stylish, practical design. “Our Sofa in a Box collection was launched in October and has been incredibly successful. The second

Design Project, Packed-Flat, features a wide range of furniture, which, as the name suggests, is packed flat, to offer easy access to any room, but doesn’t compromise on quality. The collection offers design and quality without the price tag, with a wide choice to suit different interiors.” Gallery’s MD Peter Delaney comments: “Exciting design is at the heart of our ethos, and so it is fantastic to have this recognised and rewarded by The Furniture Awards judges. Winning the award, and so being able to use the winner’s logo, has been fantastic for our marketing. We featured it on the stand at the show, as well as on videos, adverts and eblasts.” The judges commented: “Gallery have always pushed the boundaries and approached their business from creative directions. They appreciate that good design should not be out of the consumer’s reach.”

HIGHLY COMMENDED: SCANDINAVIAN HOUSE The new Pod Bed incorporates gaming, study and sleepover functionality, and has been cleverly marketed on social media to great effect. “It’s our mission to design and develop new products which are both innovative, fun and practical, ensuring they embrace new trends and technologies,” says Scandinavian House. “Our new Pod Bed is great example of this. The design and prototype was tested on TikTok to ensure that it had the teenage appeal we’d hoped for – we were overwhelmed to see it become quite a sensation, with over 10 million views and three million likes!”

GLOBAL PLAYER WINNER:

BLUEBONE IMPORTS

From left: Paul Farley; Bluebone director Darryl Boal; awards sponsor Forte’s director of sales and marketing, Andreas Disch; and portfolio director of Clarion Events’ Retail Division, Zoë Bonser

THEY’VE PROVEN THEIR ADAPTABILITY AND COMMITMENT TO EVERY LEVEL OF THE SUPPLY CHAIN

This category is for businesses which major in imports, recognising those which have ensured continuous and successful supply despite the pandemic. With close ties to the Far East, and Indonesia in particular, winner Bluebone managed to bring new ranges to market in 2020 despite global travel restrictions, in turn helping many of its partner manufacturers survive the crisis. It absorbed much of the heightened shipping charges and ensured its stockists were ready for retail’s reopenings, while making good headway in the garden and outdoor segment. Bluebone also grew sales in Europe and implemented more effective distanceworking procedures. “It was imperative to support our supply chain in Vietnam and Indonesia, particularly as these countries were

seriously affected by the virus, with lengthy lockdowns and slower vaccine rollouts than here in the UK,” states Bluebone. “For many of these small, family-run businesses, the continuity of placing orders and shipping stock made all the difference and was a fundamental enabler in their survival. “Our decision to continue shipping despite the escalating freight costs also meant that we were able to support our customer base here in the UK. Our UK market share grew, and we diversified into new market sectors, namely garden and outdoor furniture. “Despite the challenges posed by Brexit and the movement of goods, we have grown our European sales by +3%, with over 8% of our total sales achieved in Europe in the past year. With the appointment of a German sales agent, we hope to increase this in 2022.” The judges said: “They’re not a huge player, but Bluebone resisted the price increases longer than most. They’ve proven their adaptability and commitment to every level of the supply chain”

HIGHLY COMMENDED: WIEMANN Working through its UK agent Litmus Furniture, German bedroom manufacturer Wiemann drew on its well-established relationships, planning and fulfilment capabilities to maintain timely supply while developing new lines. “Wiemann has a history of doing what it says, even when up against it during a national crisis,” states the business. “As recently as October, the company was able to promise the fulfilment of orders by Christmas, even with well-publicised delays, shortfalls and supply chain issues across all industries. It is able to make good on its promises thanks to great working relationships, a tenacity in forward planning which is second to none, and an enviable existing delivery and installation service.”

JFS REVIEW THE FURNITURE AWARDS

HAT-TRICK HERO Yorkshire bedmaker Shire Beds continued its award-winning streak at this year’s JFS, taking the top spot in the Best of British category at the Furniture Awards 2022 … www.shirebeds.co.uk

WE’RE INCREDIBLY PROUD OF WHAT THE COMPANY HAS ACHIEVED

The accolade is the third major award win in recent months for Shire, which, established in 1997, also marks its silver jubilee this year. Shire won the coveted Product of the Year award at the National Bed Federation’s (NBF) annual awards ceremony in Telford last September, and last month, Shire’s sales and marketing director Fara Butt won Yorkshire Business Woman of the Year at the Yorkshire Choice Awards. Shire Beds started out in 1997 and has grown to become one of the most successful bedmaking businesses in West Yorkshire. It was originally the brainchild of Safdar Hussain, who had been in the bed trade since the 1980s. Today, Shire is headed up by Fara and Sajid Butt, and the company employs some 70 people, making it a valuable asset to the local economy. For a quarter of a century, the Dewsbury company’s commitment to investment in its facilities, staff and machinery has kept it ahead of the game. In recent years, the business has invested over £2.5m in expanding and

upgrading its facilities, including new, top-of-the range automated machinery to help speed up processes. The flow of the factory has also been re-engineered to improve output. Achieving A-rated NBF audits and demonstrating compliance through SMETA and ISO audits gives customers confidence in the brand, and demonstrates the company’s focus on quality and continuous improvement. Now, Shire’s plans include delivering on environmental targets – and, having achieved FSC certification last month, the bedmaker is making serious progress in this regard. “We’re incredibly proud of what the company has achieved over the last 25 years,” says Fara. “Winning the two top awards this season is a huge affirmation of our products and our brand in the furniture industry. “It is an incredibly challenging time for business and for our customers, and we are responding by developing products that are award-winning and commercial. We feel honoured that the industry has recognised our efforts”

THE FURNITURE

AWARDS 2022

WE ARE FORTE CHICORY collection

uksales@forte.com.pl

www.FORTE.com.pl

JFS REVIEW

WALK THE LINE www.atthehelm.com www.hydeline.co.uk

OUR CUSTOMERS ARRIVED WITH HIGH EXPECTATIONS, AND WE DID NOT DISAPPOINT!

How were the respective brands received at the January Furniture Show? There were noticeable gasps as people walked through the doors of our At The Helm showroom. Our customers arrived with high expectations, and we certainly did not disappoint! Our sofa collections, Signature Heritage and Modern Explorer, were exhibited alongside handcrafted authentic wooden canoes, bespoke compass bookshelves and rope pillars. It was important for us to create an interactive experience for our customers that would convey our sphere of British heritage, our adventurer spirit, and our strict craftsmanship ethos. With expanding international recognition, and a boldness in daring to be different, At The Helm’s innovation of both sofa and stand was received with both praise and ovation from all our clientele. Our customers who attended emphasised strongly how comfortable the sofas were, verbally communicating that they could feel the exceptional comfort, and how they were impressed by the sleek, inviting designs. This was an important moment for us, because we have worked tirelessly

Jonathan Burrage

Hydeline’s pioneering spirit came to the fore at this year’s JFS as the seating specialist presented the latest from its eponymous recliner label and its captivating lifestyle brand, At The Helm. Furniture News asked new MD Jonathan Burrage about finding his feet, the trade’s response, and his vision for the company’s future …

to ensure aesthetic, craftsmanship and supreme comfort exists for all our models.It was superb to observe all our hard work over the past year – carefully designing, manufacturing, and sampling our sofas and concepts – all come together in the end. The result was very rewarding. We were so pleased it was received well. Which models elicited the most positive feedback, and why? Although we saw a great reaction to our new additions, we were particularly impressed with the buzz Leo received. A modern take on the quintessential sofa, it’s created using FSC-certified timber and padded with sustainable Dacron from recycled plastics. The Leo is a stylish statement piece that radiates character and charm whilst offering optimal comfort. Most importantly, it’s manufactured using the very best sustainable materials – as we evolve, so does our pledge to create a greener and better future that everyone can enjoy. At The Helm is renowned for our classic heritage collections, and so whilst all our models garnered significant attention, the Livingstone was a clear winner. Boasting key features such as a relaxed and inviting seat, sumptuously padded scrolled arms with relaxed pleat details, and curvaceous corners supporting the body for enhanced comfort, the Livingstone was a huge topic of conversation.

BUILDING BUSINESS, INFORMING INDUSTRY 47

You attended JFS with two brands across two stands, which can be difficult to juggle. Do you see any easy wins or synergies between the two that haven’t yet been exploited? I feel that because At the Helm and Hydeline are two separate entities, they complement each other very well. At The Helm offers British heritage and expert craftsmanship, which is at the very heart of our brand. It is why we are committed to using only the best materials and passionate artisans to create superior products. Every time. Widely regarded for our unrivalled comfort, fused with innovative style and skilled craftsmanship, At The Helm continues to lead the way with our perfectly designed sofas crafted for modern-day living. Hydeline, meanwhile, offers gamechanging recliner technology, and superior comfort. Many of our recliners are constructed with individually pocketed coil springs, layers of varying density foams, a memory foam topper and wrapped in a durable Dacron layer,

At The Helm’s captivating JFS stand, designed by Ryan McNeish

Do you think the business will consequently take any new directions? At The Helm will continue encompassing our ‘explorer’ spirit, challenging ourselves to reach new heights, and improving our product offering each year. We are a young and ambitious brand, and there are many exciting ideas under development. Our relentless focus on customer experience will remain at the heart of everything we do. Watch this space! Following the unrivalled success of our chesterfield sofas, the brand continues to evolve with the introduction of contemporary, British-inspired designs which have been carefully considered and thoughtfully improved for today’s home.

meaning you can indulge and escape into the utmost comfort. We’re so confident our recliner sofas are built to last, which is why we offer a lifetime guarantee on all frames and a five-year guarantee on all motors and electrical components. Could there be a collaboration between the two? Maybe, but I don’t think there’s any need. Both companies have unique identities whilst still offering exceptional products to the consumer. Can you tell us a little about your own background, and what you’ve brought to the business? I have a broad and varied background in customer-facing organisations, where my focus has always been on the end-consumer. Whether B2B or B2C, we must always be asking ourselves how what we’re doing will impact/ benefit the end-user. Our furniture does not end its journey with our retail customers. Each piece will ultimately take pride of place in someone’s home, and remaining focused on this ensures that everything we do, from product development through to the marketing and presentation of our furniture in a high street store, ensures we get it right time after time after time. In recent years I have developed new IT systems which have provided gamechanging levels of service. There is much that I’ve learned that will benefit our industry, and our customers will see the benefits in the coming months. What’s kept you busiest since you joined the company? I’m lucky that I’ve joined a team of extremely hard-working and dedicated

individuals. We are all immensely proud of At The Helm and Hydeline, and it comes across in everything we do. I have lost count of the number of trade shows I’ve hosted in my career, but this was the most incredible project. I’m extremely thankful for the collective efforts of the team, our friends at Envisage and Ryan McNeish, in ensuring we delivered a stand to rival anything I’ve seen. The industry differs very little from others in which I’ve spent my career. We have our idiosyncrasies, but let’s not forget that there is a consumer at the end of the journey, with an expectation of receiving great products with great service within a time frame that meets their busy lifestyle. What’s in the pipeline for the rest of 2022? Our success is intrinsically linked to our ability to keep evolving. Our design team have some big challenges to keep the pipeline flowing, and I’m sure we’ll keep surprising the industry with new, beautifully designed and well-built furniture. What’s the best point of call for anyone wishing to find out more? We have a number of different touchpoints to ensure we’re always available to our customers. Whether via your regional area manager, our officebased customer hub or our websites, it’s easy to keep in touch with us. I am always keen to hear from our valued customers, and I’ve already been on the road to meet many of them. We rely on feedback to ensure we learn and grow. I would invite anyone to call me direct if they wish to learn more

JFS REVIEW

BACK IN THE GAME After working exclusively with one of the UK’s largest retailers (which operates more than 180 stores) for the last six years, supply veteran TFW returned to the January Furniture Show after a 10-year break – and was amazed with the outcome, reports Dean Lovett …

How was it? Amazing, simply amazing … to be handed a last-minute space and then rush around to put it together was a journey in itself, but well worth the stress and graft. Being able to reconnect with retailers was great, and reminded us of the fun side of the industry.

www.tfw.co.uk

What worked particularly well? Almost all the items grabbed attention and enquiries, but the stand-out line was our keenly priced ceramic tables, which were further enhanced with the option to mix and match any of our 18 chair options with our eight table options.

Cement ceramic and wood table

BEING ABLE TO RECONNECT WITH RETAILERS WAS GREAT

If you had the opportunity to approach the show again, would you do anything different? We would have shown more clearance recliners, as what we did show was sold out by the second day! The market

is turbulent so retailers who may have being buying recliners in a container format back in 2020 were now hungry to do a deal, as we could supply a decent stockholding and deliver quick (we delivered the following week!). What’s next? After the obvious (fulfilling the orders and following up on the leads), continuing to ensure we have stock to help retailers secure sales. Then we’ll look at development of new items – some of which were shown and well received at the JFS – along with exciting new additions to the ceramic ranges, such as extending tables and matching cabinet pieces

Light Marble ceramic and glass table

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Over 20 years of experience in supplying and sourcing furniture. 40,000 sqft warehouse and showroom in West Bromwich (B71). Additional showroom in London. Direct Home Delivery

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JFS REVIEW

PEOPLE’S CHOICE Employee-owned manufacturing giant Lebus Upholstery has gone from strength to strength in recent years, and says it is now the UK’s only “fully integrated” furniture manufacturer – accordingly, its stand at JFS boasted some of the stars of the show … www.lebus.co.uk

“Lebus Upholstery continues to invest and evolve for the future,” states the Scunthorpe-based manufacturer. “Our ethos remains focused on quality, service and product development, to offer the most exceptional value in the sector – and we continue to recruit and train new upholsterers, investing time and energy into the talent of the future.” Following another busy year, Lebus’ team was excited to return to the

(postponed) January Furniture Show to launch several new ranges. “With their emphasis on design, diversity and competitiveness, the collections were enthusiastically received by customers old and new,” states Lebus, pointing to the pictured models as proof of this breadth of offer. Visit Lebus Upholstery’s website for more information on these new products and the rest of the sofa manufacturer’s range

Madena

Venice snuggle sofa

Ashley

Thank you to all who came to see us at the January Furniture Show 2022! Featured here is the Millie, which was well received at the Show! To see our full range visit our website - www.lebus.co.uk

JFS REVIEW

PLACE IN THE SUN The debut of direct supplier and sourcing specialist Island Spring Sourcing made a real impression at this year’s show, as its Home Junction and Fogo & Chama brands wowed visitors hungry for a well-priced outdoor offering, says MD Marc Rogers … www.island-spring.co.uk

“Where to begin?! We were truly blown away by the reaction we received at this year’s JFS, from the positivity toward our ranges to the level of enquiries and orders that resulted from the show,” Marc enthuses. “We were so busy during the four days that the only excuse for anyone to leave the stand was to get more caffeine! “Lack of lunches aside, our team had the best time. To all those who attended and paid a visit to our stand, we owe you a huge thank you, and want to say how valued your business is to us. “These past couple of years have been difficult for all, and for us attempting to start and grow our Home Junction business in a time of uncertainty was certainly a challenge that brought our team together. Despite our combined experience and knowledge from 25 years working in the furniture industry,

we were presented with issues that none of us have encountered before – huge increases in the price of raw materials, lack of physical containers, shipping prices bordering on the criminally high and, not forgetting, lockdowns in the Far East which closed factories down for several weeks at a time. “This led to many spanners in the works, but our team worked tirelessly to push through. We can proudly say that every ounce of effort put in has been worth it! “Fast-forward to the present, and that effort certainly hasn’t dissipated – as evidenced by the immense success of our stand at the show! From the latenight hours our marketing team spent designing, to the preparation and hard work put in by our sales team, the end result was undeniably an amalgamation of all of our dedication – and it paid off. “We’d like to extend a huge welcome to all of our new customers joining the Home Junction family, and we’re greatly looking forward to all future endeavours working together. “As many of you saw at the show, we’re bringing a myriad of new lines to Home Junction. Our Olympus Firepit Rising Table offers the convenience of both coffee and dining, along with the firepit feature and seating for up to nine people – certainly a crowd favourite! Our Freya Set also proved a success, with its square table and ice bucket feature, generous seating and reclining chairs. Among the rest of our newest models are hanging egg chairs, our HJ papasan chair, and even a sofa with a secret sun lounger. “Once again, a huge thank you from the Home Junction team,” Marc concludes. “We were dazzled by the positive feedback regarding our products, thankful for all your support, and cannot wait to see what the future brings for us all!”

WE WERE TRULY BLOWN AWAY BY THE REACTION WE RECEIVED

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JFS REVIEW

THINK BIG

Royal Nomadic in navy

Florence in beige and gold

www.thinkrugs.co.uk

“We’re happy to be able to offer an incredible level of service and reliability,” says Sam. “We’re committed to the support of every one of our valued customers, and will continue to strive to ensure that we provide the best possible service. “We’ve also committed ourselves to ensuring our stock levels are constantly kept at the highest possible level, and that our lead times as short as possible. With Think Rugs, you can be confident of a very high service level, which will be available now and in the future.” In a world of uncertainty created by supply chain issues and inflation, Think Rugs promises to be a “bastion of dependability and continuity”, and currently boasts more stock than ever before, all available for dispatch within 48 hours, and with prices on more than 70% of its products held since 2020 – bolstered by the launch of over 450 new products (covered in its 2022 brochure).

Aspen in ivory and grey

Think Rugs enjoyed a successful January Furniture Show, buoyed by a portfolio and service offer that is stronger than ever, says director Sam Tippett …

This year, Think Rugs launched 10 brand-new ranges, as well as many additions to its already popular lines. New launches include Apollo, an abstract, machine-made range, woven with a combination of polypropylene and polyester, creating an impressive twotone feel and look. Other launches include new colourways and designs in Think Rugs’ popular Royal Nomadic and Boho ranges, as well as the new Aspen range. The supplier says that he popularity of these ranges continues to grow, with trends such as Recharged Wellness and Scandi Simplicity gaining momentum and driving demand. The recently introduced Craft range has been greatly expanded to include 14 options in a variety of sizes. Taking inspiration from trends such as Metal Meets Rock and Brutal Force, Craft consists of metallic designs overlaid on marble backgrounds. “This is a range and style in its infancy, that is already generating great impetus and driving forward to become one of our most popular ranges,” says Sam. Another new launch is Sierra. With a focus on colour and texture, this range is influenced by the Solace colour palette, and includes 14 colourways, each available in a high-density, soft, shaggy quality. “Already being very well received, we believe it is set to become a staple for years to come,” Sam concludes

JFS REVIEW

DIFFERENT AND DIRECT IFD went back to its roots for this year’s show, in order to offer its customers the all-important point of difference it has long championed, says MD Mark Hynes … www.ifduk.com

IFD’s show stand was named Hall 5’s best by the event’s organiser

WE LIKE TO BUILD A RELATIONSHIP WITH OUR RETAILERS

“After the past few years of turmoil and uncertainty, stepping back onto the stage that is a furniture show, who knew what to expect? “JFS in April was another step into the unknown, with a date change, and the weeks on the lead-up seeing retail sales down. During the previous 12 months, with shipping rates out of Vietnam through the roof, we took the decision to go back to our roots as Indian Furniture Direct (IFD) and develop 15 new ranges from India. “These were unveiled for the first time at JFS, which was a big step, as every item on the stand was brand new – so who knew how they’d be received? “I’m pleased to say they were received very well, with customers old and new placing orders for products that stand out from the usual sea of oak and painted ranges. We are seeing that consumer tastes are changing, and rather than a whole matching set of furniture, the public are shifting to individual items that blend together and make a statement rather than a staid, uniform look. “We’ve incorporated reclaimed timbers, cross-grain sections and stone

to reflect the shift towards sustainability, and have used different finishes and metalwork to create items that offer the end-consumer something different from the run-of-the-mill furniture of the past. “We always like to build a relationship with our retailers, and believe we give good service and a personal touch that can sometimes be missing from suppliers. Of course, emails are important in this day and age, but sometimes retailers prefer the personal touch of a phone call – whether they need something urgently, questions answered, or just advice on the next range to stock, their agent, rep or the team in the sales office are always more than happy to have a chat. “On top of that, our shopfloor display offers are always well received – these give the retailer an opportunity to get a great showroom display at a discounted price, and we’ve selected the bestselling pieces for them. “In a world of rising prices, we like to think we can offer a good product at a good price – and, from the reaction we encountered at JFS, I think we’re achieving that”

www.newtrendconcepts.it

IFD

WINNERS BEST STAND

Did you visit us at the NEC? If not you missed out on the finest selection of Indian furniture in the UK with over 15 new ranges and 150 new products. If you're looking for something different from the sea of Oak and painted furniture that your shopfloor has become, come and see our new showroom to give your store a makeover.

www.ifduk.com

REED REED COLLECTION COLLECTION The The new new word word inin furniture furniture isis “Japandi” “Japandi”aamixture mixtureofofJapanese Japaneseand andScandi Scandidesign. design. This Thisrange rangehas hasthe theshape shapeand andslender slenderlegs legsofofthe thetypical typical north north European European style style merged merged with with Japanese Japanese reeded reeded fronts. fronts.

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JFS REVIEW

FROM HUMBLE BEGINNINGS … Rauch’s HQ in Freudenberg, Germany

When Wendelin Rauch began manufacturing quality bedroom furniture in 1897, he would not have imagined that, 125 years later, his business would have grown into Europe’s largest supplier of wardrobes and bedroom furniture – which followed up a successful JFS outing with a colourful anniversary event at its headquarters in Freudenberg, Germany … www.rauchmoebel.co.uk

Champagne

The business came from humble beginnings

THE QUALITY AND COMMITMENT OF BUYERS WAS HIGH

Over those years, Rauch has come to employ 1600 staff and supply products to retail customers in 37 countries across the world – including its biggest export market, the UK. The longevity of the business and its impressive growth is testament to a foundation of principles that have remained unchanged throughout Rauch’s history. Manufacturing highquality but affordable products that are 100% made in Germany from sustainable sources, is a philosophy that has not wavered from the very beginning, and still rings true today. Rauch says it is the only furniture business to have been awarded the German Sustainability Award. From raw materials to design and product development, through to production of the final product, every process is entirely based in Germany. Any temptation to reduce costs by outsourcing has been resisted, to ensure the business maintains its environmental, sustainable and ethical values, all of which are of the highest priority for both the company and its retail customers. The January Furniture Show provided an ideal platform to not only highlight the company’s 125-year history, but also to present new designs and models, as

BUILDING BUSINESS, INFORMING INDUSTRY 61 Purisma

well as enhancements to its successful existing ranges. “The show itself was certainly a success,” states Rauch, “and despite a lower-than-normal footfall, the quality and commitment of buyers was high, and showed that the appetite of the industry to move forward is still very evident.” Particular products that caught the eye of buyers across the industry included Rauch’s bestselling Miramar portfolio, its recently launched Lias range, and two additional ranges that are new to the market, Purisma and Champagne, both of which offer high-quality construction in attractive finishes, and are well suited to the UK market. Rauch’s 125-year anniversary celebrations culminated in Rauch Furniture Week, a dedicated event held at the company’s headquarters

Rauch enjoyed a successful JFS

Lias

Miramar

Every part of Rauch’s product is made in Germany

in Freudenberg during the first week of May. Retail customers from across Europe visited to enjoy a series of events and product exhibitions, mixing social interaction with demonstrations of new innovations and enhancements to the existing product portfolio. “Even after 125 years, we continue to introduce new designs and styles to the market, in order to enhance our position as a true market leader in the sector,” states the manufacturer. “Celebrating this incredible milestone with our customers was a top priority for the business, in order to recognise the unique relationship and cooperation we have. “Here’s to the next 125 years!”

JFS REVIEW

BACK IN BLUE After two long years, Bluebone returned to the NEC for this year’s postponed January Furniture Show – and it was fantastic to meet up with retailers once again, says sales manager Elaine Anderson … www.bluebone.co.uk

“Fresh from the success of winning the Global Player accolade in this year’s edition of The Furniture Awards, the stand was constantly buzzing throughout the show, and we were delighted to have been recognised for the efforts we made throughout lockdown to help both our suppliers and customers,” says Elaine. Bluebone brought its signature stand to this year’s event. With its dark, inky walls and bright neon sign, the display aimed to create “a modern rustic heaven” which housed both classic Bluebone favourites and plenty of new launches, says Elaine. “Notable highlights from our new collections included the stunning oval Oban Dining Table with a teak parquet top, edged in black metal and with a striking black metal starburst leg,” she continues.

“Our Games Room story also proved popular, comprising new pieces in mango wood and gunmetal alongside playful ottoman trays with chess and backgammon board design. “It was interesting to note how buyers embraced our curated themes, with a view to replicating our displays in-store. We have several Bluebone galleries already planned for this year, and it was great to discuss the concept in depth with our retailers on the stand, where they could visualise the possibilities.” Elaine says Bluebone’s Manchester showrooms are ready for the summer, with plenty of stock options for indoor and outdoor furniture, plus the supplier’s best-ever collection of quirky homewares. “We are open Monday to Friday,” says Elaine. “Please visit the ‘book showroom’ page of our website, or contact sales@ bluebone.co.uk to book a visit”

THE FURNITURE

AWARDS 2022 WINNER:

GLOBAL PLAYER CATEGORY

BOOK YOUR SHOWROOM VISIT River Mill 2, Park Road, Dukinfield, Cheshire, SK16 5PD sales@bluebone.co.uk 0161 330 8959 www.bluebone.co.uk

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JFS REVIEW

OPENING NEW DOORS

Bodega

www.staudmoebel.de

After such a long wait, how was Staud received at the January Furniture Show? It was worth the wait! The feedback from visitors at the show has been overwhelmingly positive. The four days were a blur as we presented our collections to the trade, and buyers were certainly enticed by our innovative designs and quality of our product offer. It was great to get such high praise, and of course, new customers! A special mention must go to our stand builders, Quattro Display. Simone Lester and her team made such a professional job of bringing the design to ‘life’, and visitors commented on our excellent presentation, while Paul and

Staud’s stand proved an effective backdrop for the new lines

Since launching in the UK in 2019, German bedroom manufacturer Staud has been eager to showcase its wares at JFS – and when it finally had the opportunity to do so this April, it made the most of it, says UK sales director Michael Tattersall …

the team from PIPS logistics made an excellent job of the furniture assembly (as always). Which ranges/models elicited the most positive feedback? As we expected, the updates to our bestselling Sinfonie Plus collection were welcomed – buyers were enthused by the endless possibilities with this range, and the new colours of Mocca and Artisan Oak were well received. Our Swing ‘flip’ door range also attracted lots of interest, and Bodega, with its clever combination of grey and crystal mirrors, was a real eye-catcher! How is consumer demand for wardrobe systems changing? I wouldn’t say that demand is changing for wardrobes – what is changing is the need for real-time info on the journey from consumers placing their orders, and Staud are currently working on a portal for real-time information so that our service levels continue to be excellent.

Swing

What’s in the pipeline for the remainder of 2022? More of the same! Now that we have a presence in the UK market, we will continue to follow up from visitors to the show. This will take some time – 2022 will certainly not be a quiet one for Staud … What’s the best point of call for anyone wishing to find out more? We are a team of two in the UK at present and we welcome new enquiries – these can be sent to info@staudmoebel.de, to me at michael.tattersall@staudmoebel. de (07736 269636), or to our area sales manager James Wilson, at james. wilson@staudmoebel.de (07736 269637)

After 370 years we are ﬁnally established in Great Britain: High quality bedroom furniture from STAUD.

ADMITTEDLY – IT TOOK US A LITTLE BIT LONGER.

THE BEST SELLING COLLECTION CHEST COLLECTION

WARDROBE COLLECTION

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JFS REVIEW

WET OR DRY, STAINGARD CARES

(photo credit: iStock.com/Ljupco)

The Staingard Eco range

www.staingard.co.uk

“There’s a difference of opinion when clients discuss their preferences to selecting dry or wet product care,” Mark begins. “For many years we have supplied Staingard to be applied direct to sofas prior to delivery. The term ‘pre-treated’ rolls off the tongue easily for a salesperson handling concerns regarding durability (especially in busy households). “Leather care offers a solution to those who have listed their objections before walking through the store door. I personally remember those longing eyes as the words “I have a cat” are muttered as the option for leather is initially rejected, and the excitement when the customer realises they can invest in their dream sofa. “But what about fabrics? Ensuring customer peace of mind is a priority, wet or dry care offers two different experiences, and I can see the benefits to both. “Here at Staingard, each care kit is carefully designed, sourced and packaged in premium-quality materials to ensure that when customers receive it, it’s not just viewed as a premier gift, but it gives them a sense of control regarding the longevity of their sofa.

Premium Fabric Care Kit

Having enjoyed a successful January Furniture Show, Staingard’s marketing manager Mark Taylor looks at the differences between supplying care kits and spraying. Either way, he says, the messaging is the same – furniture care is vital …

“Ensuring customer peace of mind is a priority. Products ranging from fabric protectors to cleaners and fresheners gives customers an easy care solution for upholstery maintenance. We even select the best nozzels to ensure an even spray – even the most uncoordinated of us can’t fail! When it comes to the wet application and spray techniques, it can be time consuming and take up valuable warehouse space. “The benefit is the reassurance that comes from the wording, ‘pre-treated’. We all have that friend who rampages through our home like Godzilla with a drink in hand and has no appreciation for the new sofa or carpet that’s our pride and joy. The difference is, when an accident happens, we can just look inconvenienced – rather than murderous. “Call me greedy. but I want it all! My sofa was marketed as ‘clever velvet’, but after four years and two house moves, I’ve got to say, it’s not that bright. The critical eye that I’ve inherited from my mother has, on many a Sunday morning, led me to dab away the sins of sitting in front of the TV every night with my dinner.” Mark concludes: “Maybe it’s time for a new care policy, to protect and defend – designed for houseproud, OCDs such as my myself? Pre-treated upholstery for peace of mind, and a kit, to make me feel in total control …” Visit Staingard’s website to find out more about its new Premium Fabric Care Kit and Premium Leather Care Kit

Future prooﬁng your home and the environment

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JFS REVIEW

BEST FOOT FORWARD Forte received a Best Stand award at JFS. Pictured are: Zoë Bonser, portfolio director of Clarion Events’ Retail Division; Shona Carmichael, JFS sales manager; Forte’s Victoria Ross; and Forte product category manager, Lukasz Sieluk

Forte made a barnstorming (and long-awaited) return to the January Furniture Show, where its awardwinning stand attracted hundreds of visitors, eager to explore the Polish powerhouse’s latest RTA marvels … www.forte.com.pl

Visiting buyers were able to inspect 17 collections comprising over 260 pieces, all tailored to the tastes of UK consumers. Forte, which sponsored The Furniture Awards at this year’s show, also found itself praised by event organiser Clarion for having the best stand in Hall 4 – an engaging journey of well-dressed roomsets, wrapped in celebratory graphics proclaiming the manufacturer’s 30th anniversary. “We are very grateful we could meet with and talk to our customers in person again,” says Forte’s national sales manager, UK, Victoria Ross.

Last month, after a two-year wait, Forte was able to reconnect with customers in its homeland too, as Meble Polska returned to Poznan, attracting visitors from over 70 countries. Customers were able to see over 200 pieces and explore over 30 collections. Forte’s 900m2 Jubilee stand again proved popular, prompting the show’s organiser to award Forte the Acanthus Aureus (Golden Acantus) prize, which distinguishes the best architectural and graphic solutions supporting direct communications with customers. The company received another award for its innovative Polypody collection, designed to embrace the newest green trends, with the aim of helping consumers “surround themselves with nature, regardless of the season. At the same time, the Polypody collection will help our customers create a welldesigned interior with plenty of natural elements,” says Forte, “including their beloved potted plants, of many types and sizes!”

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JFS REVIEW Oblige

NEW TREND CONCEPTS www.newtrendconcepts.it

Italy’s New Trend Concepts returned to JFS with a strong complement of luxury handmade sofas, which were displayed to best effect – and consequently enjoyed a successful show, generating good business from customers both established and new, says owner Giuseppe Castellano. “We introduced new models in styles proven to work in the UK market (Legacy, Aldebaran, Harry and Blossom), some more modern models that attracted a good amount of interest (Oblige, Nuvolari and Nestor), and sofabeds, which offered a degree of comfort not usually found in models like these, which impressed all round,” he continues.

Legacy

“In general, we’re happy with the feedback we’ve received, and are still receiving enquiries from customers keen for a follow-up visit from one of our agents.” New Trend Concepts is planning to exhibit at other exhibitions later this year, and has also gone into partnership with a renowned upholstery designer, with whom Giuseppe plans to launch “even newer, fresher designs, still within the parameters of UK consumer tastes”.

WIEMANN

www.wiemannuk.co.uk

Tampa

Quito

German bedroom manufacturer Wiemann launched new ranges and unveiled updated favourites at the show. The award-winning company, which celebrated a Highly Commended in The Furniture Awards’ Global Player category, was delighted with the buzz around Asmara, Quito, Breda and Tampa. Show stand-outs were the VIP premium Quito and entry-level Tampa, with Cairns, Cambridge, Miami Plus and Monaco also attracting plenty of attention. Simon Hewitt, MD of Wiemann’s sole agents for the UK and Ireland, Litmus Furniture, says: “We had a great show, and with all ranges in production and ready to go, we were delighted to leave with lots of orders and interest.”

AWARD WINNING FLATPACKED FURNITURE A BIG CARBON OFFSET THANK YOU

to all who participated in our tree planting initiative at the January Furniture Show. Over 800 trees will be planted in recognition of your visits to our stand ensuring our attendance was completely carbon offset. Furniture News

READERS’ CHOICE AWARDS

01738 630 555 | sales@coreproducts.co.uk

www.coreproducts.co.uk

JFS REVIEW

PROTECTIVE MEASURES Mattress protection is an essential consideration for family households

After attending the January Furniture Show (as well as INDX Beds & Bedroom and the Spring Furniture & Bed Show), Protect-A-Bed is on track for a year of growth, says national sales manager, Gowsh Shan … www.protectabed.co.uk

OUR ABILITY TO GROW SALES IS WELL DOCUMENTED

“Our speciality is helping retailers sell a lot of mattress protectors,” says Gowsh. “Our ability to grow sales in any store is well documented. “This year we’ve seen an even greater number of retailers join our Platinum Club, which rewards and incentivises growth, than last year. When combining this with our new Therapeutics ranges

– incorporating copper, graphene and charcoal – Protect-A-Bed clearly offers the best solutions in mattress protection, whilst being the best at increasing sales within this category. “Any store looking to grow sales in their bed department should contact Protect-A-Bed, because our success is proven”

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JFS REVIEW

REVELATORY RATTAN Nyack

At this year’s January Furniture Show, leading importer of solid wood Indian home furnishings, Jaipur, not only celebrated 12 years of UK business, but also added no fewer than seven brandnew designs to its portfolio … www.jaipurfurniture.net

Rattan

Jaipur continues to go from strength to strength, building an enviable collection of furntiure made in India that satisfies a range of consumer demands in the UK marketplace. Amongst the favourites at this year’s show were Jaipur’s Rattan range, which brings intricate woven rattan to sultry dark wood. Available in sideboards, display units and side tables, the range’s high-quality rattan is incredibly durable and sustainably obtained, states the supplier. Next up was the Nyack range, which again uses the rattan influence with different textures of wood – while Jaipur’s Pintu Diamond range, which features an array of on-trend pieces, also proved popular. Jaipur’s owner, Mr Soni, extends his thanks to both new and existing clients, for making the launch of the company’s new products and website so successful

JFS REVIEW

KELSTON HOUSE INTERNATIONAL www.kelstonhouse.com

Kelston House would like to thank all its customers, old and new, for visiting its award-winning stand at JFS. “We had a wonderful reaction to our 2022 collections,” states Kelston House, “and an added bonus was to win the Best Stand award for Hall 2. “Our theme for 2022 is all about natural products, with the launch of

the Rattan and Nature collections, and we have also added to our successful Roundwood collection. “If you’re looking for something new for your window displays for the summer, our Rattan collection is in stock and ready for dispatch. If you didn’t have time to visit us, please go to our website to view all our collections.”

Pebble

DEVONSHIRE

www.devonshireliving.co.uk

Tavistock

The show proved a great platform for the launch of Devonshire’s brandnew collections, which were very well received, states the supplier. “As we enter our 30th year of trading, we continue to hold vast stocks, here in Devon, of our bread-and-butter ranges,

with a nine-painted-colourway option across five collections from our own paint shop,” states Devonshire. “But, not one to stand still, we are also introducing four new collections into our portfolio. Moving into different designs and finishes, we are releasing two reclaimed collections to help reduce our impact on the environment, a contemporary retro dining range, and a modular, semi-fitted painted bedroom collection.”

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JFS REVIEW

MOTION ACTIVATED

The Hugel floor display at John Doe of Diss

www.hugelbeds.com

Earlier this year, the Beijing Winter Olympics treated all competing athletes to a motion bed, and consumers have begun to take notice, says Hugel: “Yet the UK furniture industry has not fully embraced motion beds, despite the rapid rise in the number of healthconscious consumers looking for products that will improve their sleep. “The adjustable divan beds currently on offer in UK showrooms hold limited appeal, and are seen as more of a forced buy than a desirable lifestyle choice.” With a mission to bring its beds’ benefits to all, Hugel is taking a refreshing approach, embracing innovative comfort technology and on-trend design, while staying true to the timeless principles of British bedmaking. “A Hugel bed can be truly transformative to quality of sleep, health, and wellbeing,” states Hugel, whose NASA-developed Zero Gravity position aims to simulate weightlessness for deep, restorative sleep and muscle/joint tension relief. “Hit the massage buttons for a soothing wind-down after a busy day, and snorers can leave their partners in peace thanks to Anti-Snore, a preset position that gently elevates the head to open the airways and reduce snoring. And family bedtime stories are made fun with a variety of sitting and sleeping positions to choose from.

Hugel Beds

Adjustable beds are hugely popular in the US, Europe and Asia, with thousands of people enjoying the health and lifestyle benefits they provide – so now is the time to change the way adjustable beds are done in the UK, says Hugel, the manufacturer of a new generation of motion beds …

“All these benefits can be enjoyed alongside classic quality British styling and a choice of deep, traditional sprung mattresses, as well as high-tech foam and hybrid models.” Hugel is a new name in the domestic furniture industry, but its founders have a wealth of experience in the design and manufacture of motion beds for the care, retirement and hospitality sectors. Having built a sound reputation in contract environments for appealing design and quality, the business has designed the Hugel collection specifically for the home. Hugel has already onboarded several furniture retailers, which have benefited from the company’s impressive manufacturing and stocking capabilities. Next-day trade delivery comes as standard on select models, with madeto-order beds delivered on a respectable 4-6-week lead time. “From the very beginning, we’ve had a great experience with Hugel,” says Stewart Walker, sales manager at Hugel stockist, John Doe of Diss. “The range has been a big improvement on our previous adjustable bed offering and has opened up a new type of customer, making a big contribution to our sales already. The ongoing support is second to none, we receive brilliant training on their collection, the showroom setup is classy, and the beds themselves look great. “We took a leap on these adjustable beds, and we’re so glad we did.” Anyone interested in joining Hugel’s mission can contact its team on 03332 221804 or via sales@hugelbeds.com

JFS REVIEW

CORE PRODUCTS www.coreproducts.co.uk

Augusta

Core unveiled an extensive display of products from across its ranges. “Demand for flat-packed furniture delivered for retailers direct to their customers’ homes boomed during lockdown, and is now coming even more into its own, as it offers cash-strapped consumers more furniture for their money,” states the supplier, “so we were delighted to meet retailers looking to diversify their product offering to include more value-priced product.”

Capri

With the disparity in cost between oak and pine growing ever wider, the demand for Core’s pine ranges has increased, prompting additions to established ranges such as Corona and Augusta, along with the new Texas casual living collection, which comes in a choice of antique or grey-waxed finishes. Core has sold pine products since 1986, and was a founder member of one of the world’s leading forestry replenishment programmes. Visitors to Core’s stand were rewarded with a tree planted on their behalf which, combined with a commitment to completely offset Core’s attendance at the show, led to a promise to plant 842 trees this month. Shona Carmichael, sales manager, January Furniture Show; Helen Bonser, IFD’s sales rep for the Midlands and North Wales; and Zoë Bonser, portfolio director of Clarion Events’ Retail Division

IFD

www.ifduk.com It was great to return to the NEC after a two-year hiatus, says IFD’s MD Mark Hynes, who was thrilled that his display won the show’s Best Stand award for Hall 5.

“We were really pleased with the reaction we had at the show,” he says, “not only with taking orders for our new products from existing customers, but attracting new customers to the stand – with which, this award shows, we’re doing the right thing! “Our new Midlands rep played a large part in the decor and choosing the ranges for the show, and she’ll be doing the same for her customers – advising them on the best products and layout for their stores.”

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PRODUCTS

LOUIS DE POORTERE www.louisdepoortere.com

Venetian Dust expands Louis de Poortere’s well-established Atlantic Collection in a stylish rug design that celebrates the ethereal beauty of classic Venice palettes. In Venetian Dust, the rugmaker has replicated the charm of a treasured, dust-worn antiquity by incorporating gentle strata detail and the effect of foot-worn patches through delicate variations in colour. Venetian Dust is available in four colourways – Padua Beige takes inspiration from the ashy, silver greys of iconic stone architecture such as the St Mark’s Basilica, while Sunset Blue

captures the reflecting palettes of a Venice night skyline on the famous canal waters. Tying in with back-to-earth colour trends, Gondola Brown and Rialto Gold bring optimistic warmth. UK sales director Alan Russell says: “Visitors to the Buying Group National Floor Show will already have been

treated to a preview of this exciting new rug style. Following the hugely successful introduction of Streaks and Monetti, Venetian Dust joins our Atlantic Collection, with its unique ethereal, dusty abstracts that take their inspiration from rediscovered treasures.”

Gallery Direct’s outdoor furniture collection offers a wide range of styles and materials, from the timeless appeal of solid teak, to contemporary design, to classic hand-woven rattan. The Sovera rectangle dining set rising table is one of Gallery’s all-weather rattan pieces. It features a corner sofa, an ottoman, a stool and a riser table. The table offers an innovative design

feature which allows it to be used as a dining table, or it can be easily lowered for use as a coffee table. For comfort, the sofa, ottoman and stool have showerproof cushions in a soft grey colour, to complement the colour of the rattan. The frames are powder-coated aluminium, and the tabletop is tempered glass. The set is also available in a natural finish.

GALLERY DIRECT www.gallerydirect.co.uk

Whether you’re looking to lounge in luxury or dine on your decking in style, we’re delighted to introduce a fantastic selection of design-led pieces to bring the Gallery touch to outdoor living. SHOP OUR LATEST OUTDOOR OFFERING,

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and ottomans have luxurious showerproof cushions in a soft grey colour to complement the colour of the rattan. The frames are powder coated aluminium and the table top is tempered glass. The set is also available in a natural finish. The collection offers a great range of pieces, so you can select the ones to suit your requirements.

View our full collection online at www.gallerydirect.co.uk

PRODUCTS OUTDOOR

GARDEN PARTY As successive lockdowns turned up the heat and kept the nation under house arrest, many of us turned our attention to the only outdoor space available – our patios and gardens. This month, Furniture News looks at how the demand for outdoor furniture and furnishings has shifted since those first sun-drenched months of captivity, and what the longer-term outlook might be …

MYRIAD SOCIAL DEVELOPMENTS LED CONSUMERS TO VALUE THEIR OUTDOOR SPACES MORE HIGHLY

From left: Carole Nolan, Gallery Direct; Marc Rogers, Home Junction; Ella Broughton, Moda Furnishings; and Andy Baxter,Maze

Scandi dining set, Bluebone Imports

When weather permits, it’s hard to beat spending time outdoors. The pandemic demonstrated just how important having a place in which to escape, socialise, relax or play could be. From home schooling and outdoor gatherings, to full lockdowns and the more permanent implications of working from home, myriad social developments led consumers to value their outdoor spaces more highly – and the suppliers and retailers of outdoor furniture are among the beneficiaries. This month, Furniture News presents a snapshot of the outdoor sector, with thoughts from some of the more prominent suppliers and retailers on new trends, changing consumer demands, and the sector’s likely future now the days of lockdown appear to be behind us. Thanks to this month’s panel, which comprises: James Brown, director, Daro; Carole Nolan, garden furniture buyer, Gallery Direct; Marc Rogers, MD, Home Junction; Ella Broughton, head of product, Moda Furnishings; Samantha Jackson, commercial director, Bluebone Imports; and Andy Baxter, MD, Maze.

Q&A

HOW HAS GROWING DEMAND FOR OUTDOOR FURNITURE AFFECTED YOUR BUSINESS? James Brown: Covid and the series of lockdowns meant that the general trend in increased sales for outdoor furniture has been accelerated over the past couple of years. We have worked hard to increase supply, but difficulties in global shipping in 2021 meant that there were inevitable delays in product availability. The situation has improved this year, but we have certainly seen a small overall demand decrease, probably due to the recent cost of living issues.

Auckland Lounging Sofa, Daro

Carole Nolan: In my experience within the garden sector, the last few years have seen a significant evolution, and lockdown encouraged the increase of outdoor living still further. I now believe people are even more focused on styling their gardens, as they do their homes, and spending more time outdoors. Gallery adopted a renewed focus on outdoor living last year, reinventing and expanding our range to meet the needs of this exciting market. One of the things I’m most excited about for next year is seeing the way Gallery is using

its design ethos to develop even more stylish ranges for outdoor living. Marc Rogers: As we know, the first lockdown in March 2020, combined with some great weather that spring and summer, drove demand for furniture and interiors to unprecedented levels – and garden saw the biggest change. People have begun to look at garden furniture as something more than plastic patio sets! They now want far more durable and stylish products, and at Home Junction we’re always working to meet this demand and offer something different from the rest in terms of product and service. Ella Broughton: Moda have seen a strong demand for outdoor product over the past few years. We’ve responded by introducing new contemporary aluminium styles and expanding our complementary accessories range. As consumers have placed more importance on their outdoor spaces, we’ve seen customers investing in

pieces that are built to last. We’ve had particular success on our modular sets, as customers can expand and alter these if they fancy a change or move to a new house. Samantha Jackson: It has given us an opportunity to expand our existing product range with pieces that work equally as well outside and indoors. We’ve achieved this by using weatherproof timber, sealed, powdercoated metal, and frostproof materials in designs that have then grown in value by being marketed as indoor/outdoor ranges. Andy Baxter: We’ve seen a huge demand both during and following the pandemic – with people trapped at home, their response was to renovate, and outdoor spaces soon became a sanctuary from the home itself, especially in summer. As a result we’ve experienced significant growth and have expanded our team, product offering and logistics capabilities considerably. Recent launches have included the Snug, and our 3-in-1 lifestyle suite. These pieces can transform from seating with a coffee table, to seating with a dining table, thanks to a rising table mechanism. Thirdly, the set can become a daybed, thanks to an additional cushion that can be placed on the table.

THE RESPONSE OF PEOPLE TRAPPED AT HOME WAS TO RENOVATE, AND OUTDOOR SPACES SOON BECAME A SANCTUARY FROM THE HOME ITSELF

PRODUCTS OUTDOOR

Q&A

ARE YOU SEEING ANY NEW TRENDS EMERGE? James Brown: In terms of trends, we see consumers actively purchasing the goods they want for their garden. At Daro we allow customers to buy individual items rather than just being restricted to buying a full set, and we often see orders coming through for just chairs, or one chair and a sofa. People are also looking at value for money, and wish to invest in their furniture for the future. We are seeing a trend towards aluminium-framed products that are a little minimalistic in design.

Taranto Rectangle Dining Table, Gallery Direct

Carole Nolan: Given the restricted travel options of the last two years, it has really enabled the garden to be seen by many as a wider extension of the home. This means that people want to continue their themes, styles and preferences in the same way they would in a living room or bedroom. As such, bringing the indoors outdoors has been a major driving factor. Casual dining is increasing, with the height-adjustable tables becoming incredibly popular. Grey is still the predominant colour, but it is so nice to see more colours appearing in the industry. For this season, we brought in the very popular

Cannes Lounge Set in burnt orange, and sales have been great. We also featured a number of chunky teak tables and different chair options to offer different looks – these have sold very well, and feedback has been fantastic. We are bringing even more to our ranges next season … watch this space. Marc Rogers: The UK market is generally seen as being a little behind Europe when it comes to how much the public is willing to push the boundaries of design, and garden ranges must put durability above style at times – especially with the UK weather! We have added new ranges this season, with ceramic-coated glass tops and a model with Polywood tops to offer different alternatives. Ella Broughton: We’re seeing customers become braver with their design choices. Customers are gravitating towards bright colours and contemporary styles. As we move further away from the pandemic, we are seeing people experiment with colour choices, often opting for bright tones to reflect their celebratory mood.

Samantha Jackson: Outdoor trends are echoing the indoor stories, as consumers carry their interior style into their gardens. Outdoor spaces are being considered as an extra room, with multiple uses. We are seeing a rise in the popularity of bars and social areas, casual dining settings, and also outdoor accessories such as firepit benches, plant theatres and log storage. Scandi styling is still a key outdoor trend, typically with pale wood and neutral, slate-grey- and stone-colour pallets. The modern rustic trend is recurring, favouring individual, freeform sculptural pieces that showcase the beauty of natural, sometimes reclaimed wood. Andy Baxter: Recently, we’ve seen consumers valuing diversity in the materials and fabrics that make up their outdoor suites, along with the desire for maximum convenience, to make the most of our sometimes-unpredictable weather. As such, Maze created its own outdoor fabric collection and pioneered the range in the UK. The collection is rain, frost and UV resistant, ensuring it can be used all year round without the need to bring any cushions indoors. Contemporary styling and upholstery mean you can match your interior design and personal style outdoors. Lighter materials are also being increasingly sought-after in outdoor furniture, and as such our fabric collection is available in four fabric colours – plus we’ve introduced new colour options to our popular Marina and Aluminium ranges, too.

WE’RE SEEING CUSTOMERS BECOME BRAVER WITH THEIR DESIGN CHOICES

BUILDING BUSINESS, INFORMING INDUSTRY 89

Q&A

WHAT EMPHASIS DO YOU PLACE ON SUSTAINABLE AND ETHICAL SOURCING?

Carole Nolan: I think these are important at every stage of the journey. As a supplier, we have strict processes and procedures to ensure ethical and sustainable practices. I don’t think the retailer or consumer has ever been more aware than they are currently of those factors, and they have become a major criterion in the decisions they make. People want to ensure they are buying into fair practices and environmentally sustainable solutions, so we need to be conscious of this in our selection. I am very proud to be working alongside Gallery’s vast quality assurance and control department. As well as our UK-based team, we have teams of quality management employees working in all the Far Eastern countries where we develop and source our products. As a collective team globally, we only want to work with factories who meet our high expectations, ensuring we deliver good, honest, quality products, made from the finest materials and sourced responsibly from an ethical source. Marc Rogers: A large percentage of materials in outdoor synthetic garden

Belgravia Collection sunlounger, Moda Furnishings

James Brown: All our outdoor products are recyclable and made in social and ethically audited factories. We know, as an industry, that we can always improve on our environmental impact, and we are working with LOFA (the Leisure and Outdoor Furniture Association) to actively reduce the effects on the environment. We manufacture Daro outdoor products to commercial-use standards, and we therefore believe in investing in your product for the long term. As we manufacture cushions in our own UK facilities, we are able to update or renew cushions as required, which is not possible for a large proportion of frames on the market. We believe that it is important to the consumer, and that they expect brands to be doing their best to protect the planet.

CONSUMERS EXPECT BRANDS TO BE DOING THEIR BEST TO PROTECT THE PLANET furniture, such as aluminium and PE rattan, are in themselves recyclable. However, there is a difficulty in separating them to be recycled. We choose our factories carefully and ethically, which is never easy, especially with the various lockdowns in the Far East. We would love to work with a supplier that turns ocean-found plastic into rattan, but we haven’t found one yet – but we’ll keep looking! Meanwhile, our delivery partner BJS recycles all of the packaging material they collect once the goods have been delivered to the end-customer. Ella Broughton: Sustainability and ethical sourcing are now a consumer expectation. Many retailers are leading the way, declaring their sustainability credentials and being open about the factories they source from. Ethical sourcing is part of responsible product development, and we work very closely

with our partners on this. Sustainable materials are improving all the time – we are incorporating them where we can, and have seen great success across accessories with sustainable fabrics. Samantha Jackson: Sustainable and ethical sourcing is a high priority for Bluebone. Our garden furniture is made from FSC-accredited timber, and our indoor/outdoor pieces are made from either reclaimed or managed timber sources. We are actively working on ways to improve our packaging, to replace plastic and polystyrene with recyclable materials. Increasingly our retailers require this too, and the introduction of standardised reporting from companies such as B Corp and Energise is encouraging, meaning that, as an industry, we are all accepting more responsibility.

PRODUCTS OUTDOOR

Q&A

DO OUTDOOR AND INDOOR PRODUCTS SIT COMFORTABLY ALONGSIDE ONE ANOTHER IN RETAIL?

Langley, Daro

James Brown: As a brand selling indoor and outdoor rattan furniture, we often see both ranges sat side by side on retailer floors. On many occasions we find customers buying the same product for use inside the home, and the same flowing into the garden. Many consumers also use indoor fabrics on outdoor frames, to give a different look to natural indoor rattan whilst retaining the soft touch of indoor fabrics. Carole Nolan: The development of outdoor living styles, and the synchronisation of indoor and outdoor living in recent years, has ensured that the two can easily be made to work well together in retail. With our outdoor living collection offering the same design-led approach

as our indoor lines, there has never been a better time for our retailers to embrace this market. They can utilise the same techniques for creating eyecatching lifestyle displays, combining products from across our categories to offer retail customers ideas for how they can style their outdoor space. And with the seasonal nature of the market, it perfectly complements the usual dip in indoor furniture buying when customers are concentrating on their garden. Marc Rogers: Absolutely – and we’re seeing more and more suppliers crossing over and showing items that match in terms of design and colours, that can sit indoors or outdoors. It’s all about making your outdoor space part of your home, and not just an afterthought

IT’S ALL ABOUT MAKING YOUR OUTDOOR SPACE PART OF YOUR HOME, AND NOT JUST AN AFTERTHOUGHT

– that’s Home Junction’s belief, and the driver behind our expansion plans. Ella Broughton: Long gone are the days where consumers were happy digging out the white plastic chairs that had been at the back of the shed over winter. Outdoor furniture trends show product is beginning to look more like furniture we would associate with indoors. We know our customers value Moda’s specialist knowledge when investing in their outdoor furniture, and we have many years’ experience researching and developing materials and designs that will withstand the British weather and offer our customers comfort. Samantha Jackson: Absolutely, yes – outdoor spaces are now extensions of the home, with outdoor furniture, rugs and lighting also used in garden rooms and conservatories. Lifestyle stores that weave a complete way of life are particularly successful, mixing not only outdoor and indoor furniture, but also tableware, soft furnishings and accessories

Q&A

DO YOU THINK THE HIGH DEMAND FOR OUTDOOR PRODUCTS WILL LAST? James Brown: I think that we may see a cooling on outdoor furniture sales in the short term, mainly because it’s a luxury item that may slip down the pecking order with the increased cost of living. Freight rates continue to also be high, meaning that the actual cost of the product is elevated as to where it should be, and this will continue throughout 2022 into 2023. We plan to keep looking at innovation and ways to reduce marginal costs on products without compromising on quality, and to keep offering consumers and retailers value-formoney products.

Marc Rogers: We certainly hope so! People’s perceptions of how they can use their outdoor spaces have changed, and people are more open to having extra dining/living/eating spaces outside now. We need to keep inspiring people through product choice, and are looking to develop new ranges and accessories to grow the Home Junction brand. Many smaller suppliers jumped on the bandwagon in late 2020/early 2021, but they faded away due to shipping issues and sky-high sailing prices. The market will settle down, and people

Home Junction

Carole Nolan: Given there has been a steady increase in demand for garden products over the last 15 years, I think we can safely say this isn’t a bubble that’s going to burst. The designs and innovation we are consistently seeing are one of the main driving factors for continued interest, as we can see the similar trend that we would with indoor ranges. Customers seek a quality product that will last, but also want the option to reinvent the look of an outdoor space over time with a new feel, and our accessories and textiles really help that. As with all our product categories, we intend to continue leading by design, developing exciting new products to bring to market, to offer customers more choice for outdoor living.

shouldn’t look at 2020 as a ‘normal’ year but an exceptional one. We are here for the long run, and plan to keep on growing the brand and the ranges we offer, whilst looking to work with some great retailers! Ella Broughton: The outdoor living trend is here to stay, although everyone in the UK is feeling the pinch. Over the past few years, we’ve all placed far more importance on our outdoor spaces than ever before. Covid has really changed our attitudes towards how we use our outdoor spaces. Suddenly our gardens were the only places in which we could socialise, and as a result we’re now confident dining outdoors and accessorising our outdoor spaces, so they’re a stylish extension of our homes worthy of the same investment as indoors. As working from home increasingly becomes the norm, we’ve even seen a shift to WFG (working from garden)! We will continue to develop clever products that mean our customers can make use of their outdoor spaces throughout the year.

I THINK WE CAN SAFELY SAY THIS ISN’T A BUBBLE THAT’S GOING TO BURST Samantha Jackson: We believe the high demand for outdoor products will continue to grow, as consumers create more sophisticated (and weatherproof) outdoor areas. They will spend more time outdoors, and therefore invest more into making these areas comfortable and aspirational. We will extend our garden furniture collection for 2023, with sample ranges already in production, and there are plenty of new occasional pieces and accessories in progress too, designed to be suitable both indoors and outdoors

PRODUCTS OUTDOOR

FORM AND FUNCTION This month, Bizzotto, an experienced Italian outdoor furniture supplier established in 1946, presents its outdoor furniture and accessories collections for the first time in the UK and Ireland … www.bizzotto.com

Bizzotto collaborates with partners across the globe to create thousands of design-led pieces with a commitment to high quality, sustainability and beauty. Each year, the company presents its three lifestyle brands – Homemotion, Bizzotto, and Yes – which debut designs across the cost spectrum to achieve founder Andrea Bizzotto’s core principle of creating “a beautiful and original home for everyone”.

Bizzotto believes that garden spaces are part of the home, and, just like the interior, should be furnished with design-led pieces. Its signature outdoor collection offers designs across a spectrum of aesthetics – a harmonious collision of classic, contemporary and eclectic pieces. Bizzotto’s natural trend champions characterful teak wood styles and curvaceous rattan chairs, while its classic look leans on elegant polyweave and plush textured sets. Bizzotto intermingles minimalist beauty with practicality to form the signature style of its 2022/23 outdoor catalogue – functional design. The signature functional design collections feature fluid motion extendable and height-adjustable tables, stylish stackable chairs and precisely engineered parasols. Meanwhile, the company’s innovative, design-led outdoor catalogue, Homemotion, is created with an eye to the future. Homemotion features outdoor furniture with a contemporary aesthetic, created, where possible, with natural, sustainable and recycled materials. Endurance in outdoor design is a key component. In consideration of an increasingly unpredictable outdoor environment, the Homemotion collection utilises high-quality metals, woods and manufacturing techniques to ensure lasting durability. Furthermore, all the teak wood used in Bizzotto’s Homemotion collection is sourced exclusively from plantations with regrowth controlled in accordance with reforestation processes. Bizzotto will present a curated display of its outdoor collection on stand P021:R020 in Hall 10.2 at Spoga+Gafa, taking place in Cologne from 19th-21st June, and on stand E50-F51 in Hall 19 at Glee, running from 28-30th June at the Birmingham NEC. The business is looking forward to forming relationships with new partners across the UK and Ireland. For all enquiries, contact Bizzotto’s exclusive principal agent, The Orangery Collection, on 07872 606299 or sales@ theorangery.org

outdoor indoor inspired living Our ranges represent impressive value for money with stock readily available, or on order and due in shortly. With no minimum order quantities, we are the go-to wholesaler for both online and bricks-and-mortar!

Kenley

Corner Sofa with Firepit Dining Table, Bench and Stool

Features • Aluminium Frame • Dining Table with Stainless Steel Firepit • Ceramic Glass Tabletop • 10cm Deep Cushions • Premium 20mm Grey Durable PE Rattan • Sits up to 9 People

899*

Collected £999 £

DHD £1099 £999*

*June Offer

Olympus

HJ Papasan Chair

Odette

Corner Sofa with Rising Coffee to Dining Firepit Table and Stools

Papasan Bowl Shaped Chair with Swivel Seat in Grey Rattan

Large Dining Table with 6 x Recliner Chairs

Features

• Coffee to Dining Firepit Rising Table • Modular Corner Sofa • Aluminium Frame • Ceramic Glass Top Table • Premium 20mm • Grey Durable PE Rattan • 10cm Deep Cushions

• 360 Swivel Action Mechanism • 8mm Durable Grey PE Rattan • Thick Comfortable Premium Cushion • Useable Inside and Outside

• Contemporary Design • Aluminium Frame • Comfortable Seat Cushions • Sits up to 6 people • Fully Assembled High Back Dining Reclining Chairs • Twin Weave Premium PE Rattan

1299*

125*

999*

Collected £1399 £

Collected £139 £

Collected £1099 £

DHD £1499 £1399*

DHD £165 £149*

DHD £1199 £1099*

*June Offer

Freya

Parmer

Iris

Square Reclining Corner Sofa, Rising Table with Ice Bucket and 2 Stools

Modern Aluminium Corner Garden Set with Hidden Sunlounger

Round Dining Table with Ice Bucket and 6 Armchairs

Features

• Aluminium Frame • Sofa with 2 Reclining End Seats • Rising Table with Ice Bucket • 10cm Deep Cushions • Premium 12mm Durable Grey PE Rattan • Sits up to 7 People

• Modern Design • Aluminium Frame • Coffee Table • Zip Opened, Washable Cushion Covers • Changes from Sofa to Sun Lounger • Polywood Finish • Sits up to 4 people

• Round Table with Stainless Steel Ice Bucket • Aluminium Frame • 6 Dining Chairs • 10cm Deep Cushions • Premium Round Durable Grey PE Rattan

899*

449*

999*

Collected £999 £

Collected £499 £

Collected £1099 £

DHD £1099 £999*

DHD £549 £499*

DHD £1199 £1099*

*June Offer

Poppy

Corner Sofa with Rising Table and Bench and Stool

*June Offer

Features • Aluminium Frame • Coffee to Dining Rising Table • Ceramic Glass Table Top • 10cm Deep Cushions • Premium 20mm Durable Grey PE Rattan • Sits up to 9 People

799*

Collected £899 £

DHD £999 £899*

*June Offer Direct Home Delivery Call us today 0800 999 1401

No minimum order quantity

wholesale@homejunction.co.uk

All prices excl VAT, available while stocks last. Contact us for full T&C’s

homejunction.co.uk

PRODUCTS BEDROOM

ETHICAL AND EFFECTIVE The recent launch of the curated Origins Organic collection by Hypnos recognises a discerning customer who has a genuine desire for greater wellbeing – mentally and physically – but also an expectation of transparency in what they are buying … www.hypnosbeds.com

With awareness growing of how purchasing behaviour can impact communities and the environment, consumers of all kinds are expecting retailers to present brands that truly meet sustainable values, says Hypnos, which already offers retailers a compelling and proven portfolio of products – yet says its Origins Organic Collection exceeds the highest of even these expectations, thanks to attention to the finest of details, trusted certification and the use of traceable, ethical organic materials, plus, in an industry first, a powerful endorsement by the Eden Project. James Keen, chief executive at Hypnos, explains: “We have created a unique sleep experience with our new Origins Organic Collection – one that celebrates our prestigious heritage and

the beauty of organic. Working with the Soil Association Certification, the collection has powerful sustainability credentials, and offers ultimate comfort with integrity, using the finest ethically produced materials and the very best of British craftsmanship. “Origins Organic is truly an investment in a better future. Organic farming methods enhance the health of soil, water and air, and provide the highest animal welfare standards of any international farming system. With no pesticides, fertilisers or GM used, every element of the mattresses – from the sleep surface to the natural fibres – are free from chemicals. “As part of our sustainable journey, we are confident that Origins Organic offers consumers the most comfortable and ethical sleep solution.” The sumptuous Origins Organic Collection, which comprises six mattresses, features an optional comfort layer to top the mattress and offer a customisable sleep experience. With leather detailing, the collection has been meticulously handcrafted using traditional techniques, with up to four rows of genuine hand side-stitching and nine organic sheep fleeces. With such a rigorous certification process and attention to detail, this collection showcases the very best in ethical, luxury sleep, says Hypnos – perfect for the consumer who wants to invest in their sleep wellbeing and peace of mind

Refined by nature. Wise by tradition.

Sleep made naturally

A sleep experience that focuses on celebrating the beauty of true organic and the prestige of heritage. Exclusive to Origins Organic studios and stockists.

hypnosbeds.com Carbon Neutral

Inspired by Nature

In partnership with 100% Recyclable

PRODUCTS TRADE SERVICES

RHENUS HOME DELIVERY UK

www.rhenus-home-delivery.co.uk Rhenus’ new central distribution centre, in Magna Park, Lutterworth is set to open this summer. Having undergone extensive refurbishment, the vast 258,000ft2 space will support the home delivery specialist’s continued growth, including its next-day and JIT delivery services. Furniture News’ Paul Farley was invited to tour the impressive facility in March, and saw first-hand how its layout would facilitate the effective and rapid movement of goods for Rhenus’ growing client roster. “Since it entered the UK marketplace in 2017, Rhenus has made great

progress, and is now the fulfilment partner of choice for a significant number of industry players,” says Paul. “It’s hard to convey the mind-blowing scale of this new addition to Rhenus’ arsenal – suffice to say, the business is anticipating huge demand for its services, and will be well placed to meet

it once this facility’s up and running.” Formerly the home of Costco and Wayfair, the centre, named Hurricane 258, has facilitated a good deal of furniture distribution over the years – and Rhenus’ investment is set to cement its status as one of the UK’s premier furniture fulfilment hubs.

increased our cutting room efficiency by +30%.” Zeynep Uluocak, MD, Turkey and Middle East at Lectra, adds: “Fabrics make up 60% of sofa production costs, especially in this period where costs have increased due to the increase in exchange rates and transportation. It makes a huge difference to be able to reduce the consumption of fabric metres. “The biggest advantage Lectra offers this sector is the opportunity to save

up to 5% in fabric consumption, with optimum placement of patterns and cutting technology with zero share in the cutting of fabrics. This yields significant cost saving results. In addition, Lectra not only provides a solution that greatly improves delivery times, thanks to its ability to cut +40% faster than competitive technologies, but also contributes significantly to productivity by avoiding human error and significantly reducing waste.”

LECTRA

www.lectra.com YataŞ Group, one of the leading companies in the furniture and mattress industry, boasting more than 1400 employees and over 400 sales points, has chosen the new-generation Lectra Vector cutting system for cutting room optimisation. With this investment, the Turkish manufacturer aims to increase its cutting quality and efficiency, while optimising its operations for the millions of mattresses, sofas and home textiles it produces each year. Nuri Öztaskın, CEO of YataŞ Group, says: “This new-generation technology, which provides more precise and faster cutting, is a huge advantage. We have not only cut costs, but also aimed to improve the flow of operations and increase production capacity by maintaining the number of existing employees. By choosing Lectra, we

SATRA supporting you Membership provides businesses with a range of benefits such as bespoke technical support and advice through our technical team, helping businesses to understand current legislation, influence new standards and develop product specifications.

F by ind vi ou sit t m in o g re fu a rn bo ish u in t m gs em .s b at e ra rsh .c ip om

SATRA Technology has launched a new furniture and ﬂoor coverings membership package, speciﬁcally tailored to meet the needs of these industries.

Also included are testing discounts, 20% of the annual subscription value returned in the form of vouchers and access to SATRA’s new online Furniture & Floor Covering Hub, a go-to repository for the latest industry news, technical information on standards and regulatory requirements, as well as industry focussed features such as polls.

www.satra.com furniture@satra.com Tel: +44 (0)1536 410 000

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SURVIVING THE COST CRISIS The last 24 months have been some of the most tumultuous and painful in recent memory for the UK retail sector. And now, just as retailers shake off the shackles of Covid-19 restrictions, they are facing a cost of living crisis that is already putting increasing financial pressure on their customers and their own operations. This spring, the KPMG/ Ipsos Retail Think Tank convened to discuss why this is happening, the key implications for retailers, and how its impact might be mitigated … www.retailthinktank.co.uk

THE URGENCY OF THE ECONOMIC SITUATION PUTS EMPHASIS IN THE SHORT TERM ON REDUCING COSTS AND DRIVING EFFICIENCIES

Why is this happening? Despite being bruised by the Covif-19 pandemic, the retail sector delivered a robust performance over the winter, with the RTT’s Retail Health Index increasing one point to 75 in Q4 2021, and holding firm the following quarter. The sector actually ended Q1 2022 with a score equal to that before the pandemic, in Q3 2019. Performance was driven by the non-food sector enjoying stronger-thanexpected demand, with many people returning to offices across the UK, shopping for new clothes and seeking out experiential shopping activities. However, RTT members expect this demand to start to fall away as the cost of living crisis beds in and consumers are forced to tighten their belts. The current economic situation brings with it swathes of challenges that are driving increases in retailers’ costs, but many of these only exaggerate issues that the retail sector was already facing: geopolitical uncertainty continues to reduce output and increase the cost of goods; supply chains are inefficient and require major restructuring; progressive Environmental, Social & Governance (ESG) agendas need implementing; and investment must be made into new technology to drive efficiency and insights. As steep rises in energy prices contribute to inflation reaching a 30year high, domestic economic conditions are putting pressure on households to cut back on discretionary spending. This surge in inflation will probably mean that real household disposable incomes will fall by more in 2022 than in any year since records began in 1955, as Ruth Gregory, senior UK economist at Capital Economics, explains: “It’s undeniably a worrying and troublesome time for UK households, and individuals will suffer the pain of the cost of living crisis, especially those at the lower end of the income distribution.

“We expect inflation to peak at 10% in October, driven by a +30% rise in utility prices in October on top of the +54% jump earlier this month, an increase in food inflation from +5.9% in March to above +7.0% in the coming months, and constraints on the supply capacity of the economy continuing to bite.” The UK consumer is set to bear the brunt of the crisis, but while real households’ disposable incomes will continue to fall this year, RTT members do stress that the economy is starting from a strong position in several areas. Ruth continues: “Strong fundamentals in the labour market will go a little way to dull the effect on the economy as a whole. Low unemployment levels mean that a larger share of the population is receiving an income than at almost any time since 1975, and the demand from businesses for new workers is fuelling faster wage growth. Millions of households have amassed savings throughout the Covid-19 pandemic, and a drop in this saving rate at the start of 2022 shows that households are starting to draw on savings in order to continue spending.” Economic pressure is not just impacting consumers. Retailers also started the year facing a rise in their own costs, as Jonathan De Melo, founder and CEO, JDM Retail Consulting, points out: “Retailer costs have risen significantly due to a combination of wage inflation, increased freight costs, the rising cost of raw materials, and a return to full business rates payments from April. “This impact has been felt across all sectors, but the electrical goods sector has been hit particularly hard, mainly due to exorbitant shipping costs, coupled with a global microchip shortage. Geopolitical events such as the war in Ukraine and the ongoing lockdowns in China continue to exacerbate the situation, limiting manufacturing and increasing the price of commodities.”

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There remains an appetite to spend, but retailers face competition from other sectors for their share of disposable income (photo credit: iStock.com/double_p)

What are the key implications? The implications of the current economic conditions on the retail sector are substantial, and will require swift action to mitigate the effects. The RTT believes increasing costs, price rises, a battle with other sectors for discretionary spend and changing shopper behaviour are already impacting on the sector. Retailing consultant Nick Bubb explains: “The stockmarket looks ahead, and it is clear from the recent underperformance of retailers that investors are discounting a difficult period for retailing profitability, given the mounting pressures on consumer confidence and on operating costs. The overall stockmarket is broadly flat on a cumulative basis, so far in 2022, but the general retail sector is one of the worst performers, down over -20% in the year to date, with, for example, the Marks & Spencer share price down by over -40% and even Next down by -27%. “The food retail sector has held up a bit better, but even that is down by over -16% so far in 2022, with, for example, the share price of Sainsbury (with its heavy non-food sales exposure) down by -16%.” Price rises The urgency of the economic situation puts emphasis in the short term on reducing costs and driving efficiencies. James Sawley, head of retail and leisure, HSBC, explains: “At present, retailers are feeling inflation more than their customers. The cost of

CONSUMERS WILL NOT BE SYMPATHETIC TO STEEP RISES IN PRICES commodities, manufacturing, freight, shipping and labour are rising faster than consumer prices, and as such most of the pain at the moment is being worn by the retailers.” Despite a conscious effort from large parts of the retail sector to absorb much of their cost increases, consumers are already feeling the effects of price rises at the tills, with GlobalData’s latest monthly trend tracker showing that 84% of consumers had noticed increases in their grocery bills. As costs continue to mount for retailers, RTT members expect further price rises throughout the year, in an effort from retailers to protect margins – this will likely be in conjunction with an effort to reduce product and packaging sizes. The battle for discretionary spend RTT members agree that after two years of Covid-19 restrictions and relative isolation, there is a desire from a lot of consumers to ‘go out and spend’. The cost of living crisis may be a dominant force on the news agenda, but high employment, increasing wages and bumper savings amassed over the last two years seem to be giving many people confidence (at least in the immediate term) to keep spending. James goes on to say: “The challenge

for retailers will be battling other sectors for their share of any available disposable income. The leisure and hospitality sectors are increasingly taking spend away from retailers as consumers are prioritising socialising over shopping – especially as the weather takes a turn for the better. There will also be high demand for foreign holidays in the summer as people look to get away, with the end of many of the restrictions and testing requirements. “Having benefited from a reduced level of spend in those sectors throughout 2020 and 2021, with all Covid-19 restrictions now lifted, the consumer is acting on that pent-up urge to socialise, and this is to the detriment of the retail sector.” Changing consumer behaviour The cost of living crisis is being felt across all sectors of retail, including in food, where consumers’ changing behaviour is already having a tangible impact on the grocers, as Mike Watkins, head of retailer and business insight UK, NielsenIQ, discusses: “Consumer behaviour in the grocery sector is already shifting, with the discounters seeing an increase in sales early in 2022, and I expect Aldi and Lidl to soon hit a

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new high of 20% grocery market share. “Alongside volumes of sales falling -7% in March (NielsenIQ Scantrack), shoppers are increasingly opting for private-label goods, as a conscious decision to save money on grocery shopping as part of their overall coping strategy when faced with rising household bills.” It is clear that the squeeze on disposable income will impact on consumers in different ways depending on where they sit on the income scale, and as such consumer behaviour and spend will differ across retail categories, presenting them with a plethora of challenges. Maureen Hinton, global retail research director, GlobalData, adds: “Consumers on lower incomes will be looking for value and cutting back on discretionary spending. This is good for budget retailers and supermarkets, but a cutback in volumes will make it challenging, as scale is essential to maintain low prices. “At the other end of the scale, those on high incomes will be less affected – though are likely to choose to spend more on travel and holidays. However, an increase in tourism and the access to physical shopping will boost sales for luxury and premium retailers whose customers are less impacted by inflation – though this is a smaller share of the market. It is the mainstream retailers who will have to give consumers a very good reason to spend with them, with price being a major factor.” How do retailers mitigate the impact? RTT members believe there are several different levers that retailers can pull to mitigate the impact of the current situation, including reducing costs and driving efficiencies, becoming customer-centric businesses, investing in technology and talent acquisition, and a short-term shift in focus regarding ESG agendas and associated messaging to consumers. Reducing costs Reducing costs will certainly be at the top of most retailers’ agendas, and the knee-jerk reaction of some may be to implement mass job cuts and store closures. While this will offer short-term respite, RTT members agree that this is an outdated way of thinking, which will only lead to poorer levels of customer experience and satisfaction, at exactly

THE COST OF LIVING CRISIS MAY ACTUALLY IGNITE THE STRUCTURAL CHANGE THAT THE SECTOR HAS LONG REQUIRED the time when retailers need to be proactive, focus on the consumer and encourage them to shop. Martin Newman, The Consumer Champion, comments: “It has never been more important than it is right now for retailers to focus on building customer lifetime value and turning customers into fans. Lead with purpose and authenticity. Show you care. Show you understand. Walk the talk by reducing prices, and find other ways of adding value to customers when many are in such a difficult situation. This will generate goodwill and will be returned by customers through their lifetime value and advocacy for your brand.” Customer-centric businesses RTT members agree that retailers need to reassess their own customer base. By taking a closer look at what their customers value, retailers can then start to implement the forward-thinking change that the situation demands. Paul Martin, UK head of retail, KPMG, explains: “Before strategies to cope with and combat the cost of living crisis are implemented, retailers have to first reacquaint themselves with the consumer.Retailers have enormous swathes of data on their customers – their buying habits, locations, product preferences, delivery schedules and levels of spend – all of this is crucial information that is at the fingertips of decision-makers. “The final piece of the jigsaw is investment to organise and understand this data on a grand scale. Without a clear picture of who they are selling to and what they want, retailers won’t be able to deliver the changes that are required to not only survive, but come out of the cost of living crisis in a stronger position, as customer-centric operations.” Utilising this data will put retailers in a position where they can better create and sell products and goods that are more appealing to consumers. Peter Luff, MD of Ipsos Retail Performance, says: “Fundamentally, successful

retailers sell products that are desirable to the consumer or show value for money. This has always been the recipe for success, but current economic conditions are squeezing people’s disposable spend and intensifying this requirement – increasingly amongst the middle-income earners. Driving quality and affordability into that middle sector will be key for ensuring demand remains robust in the coming 18 months.” Investment in data and technology Retailers must embrace the insights that can be gleaned from their customer data, so their decisionmaking can be dictated by the consumer. This will require investment in new technology and talent to organise and understand the data. In such a competitive employment market, talent acquisition could be expensive and timeconsuming, resulting in many retailers looking to outsource the activity to external partners. This investment in expertise will allow for successful retailers to be able to re-engineer their product lines to be smaller and more focused on what customers want to buy – this will likely include the sourcing of more goods and products from artisanal and local suppliers. Data-driven decision-making will also allow for more sophisticated and agile price and promotional management – something that will be a powerful tool as the cost of living crisis plays out. The ESG agenda The wider ESG agendas of retailers will likely take a back seat in the short term, with cost and margin pressures forcing many operators to focus less on environmental- and social-related topics, only investing time and resources into the must-do governance aspects of ESG. RTT members agree that this course of action could be a mistake, and instead, proactive retailers should be remodelling policies to link their ESG agendas with the cost of living crisis.

BUILDING BUSINESS, INFORMING INDUSTRY 103

An opportunity to right-size pricing? RTT members agree that keeping prices low has to be a top priority, and at present many retailers are holding back on passing the bulk of their rising costs onto customers. However, for far too long, there has been a race to the bottom in terms of pricing across the retail sector. In the longer term, RTT members question whether 99p ready meals and £1 T-shirts are sustainable, and as such, many of the price rises that consumers experience could be permanent. While there is a ‘window of opportunity’ in the coming 18 months for

(photo credit: iStock.com/urbancow)

For example, UK retailers are aware that the re-engineering and optimising of supply chains to source goods more locally is a critical priority. Robust, near-sourced supply chains will help to create operations that are more resilient to external factors such as inflation or fluctuating shipping costs, as well as reducing the environmental impact of international logistics. Retailers should be looking to near-shore sourcing as a cost benefit to themselves, but also to support local communities and help reframe their ESG messaging to the consumer. Despite what are, in the grand scheme of things, short-term challenges, RTT members stress the importance of retailers not losing sight of their longer-term ESG goals, which must remain a central focal point for the sector. Both the non-food and grocery sectors require strong leadership to kickstart the debate on reinventing processes and best practice in the sector. Communication with consumers will be vital in this process, as undoubtedly it will lead to increased prices – but operators need to explain why it is happening, and the wider societal and environmental benefits it will bring. Business leaders have a short window of opportunity to take the lead on issues such as waste, CO2 emissions, home deliveries, water usage and packaging – otherwise their hand will be forced by governments, with regulations that will likely prove more costly in the long run.

a wider re-structuring of pricing, Martin Hayward, founder, Hayward Strategy and Futures, warns that it is a long process to do this, and retailers will have to tread carefully: “It’s been apparent for a number of years that too much ‘stuff’ is far too cheap, and while a sector-wide recalibration in pricing structure to end the race to the bottom is needed for the good of the sector, society and the environment, now is not the time to start this implementation. “Consumers will not be sympathetic to steep rises in prices, and it’s a slow process to unwind the UK’s addiction to fast fashion and cheap food.” Conclusion The cost of living crisis has developed just at a time when the UK retail sector had cause for optimism, following two years of stop-start lockdowns. It is clear that the sector will not go unscathed, with rising costs expected to cause further retail failures in the coming months. However, most operators showed their mettle during the pandemic, adapting to rapidly changing trading restrictions and shopper behaviour, and RTT members believe the cost of living crisis is another challenge that the UK retail sector can meet head on. The retail sector requires strong, data-led leadership at this time, and while there will be pressure to cut costs through redundancies and store closures, the RTT believes that

RETAILERS CANNOT AFFORD TO BE NEGATIVE, NOR CAN THEY AFFORD TO STAND STILL

the retail sector should instead look towards a more positive set of solutions. Investment in technology, improving operational efficiencies and creating more robust supply chains will help ease the current pressure and put the sector in a stronger position – so much so that the cost of living crisis may actually ignite the structural change that the sector has long required. With increasing costs and falling consumer confidence, RTT members predict that this quarter will deliver the first negative Retail Health Index result since Q2 2020, at the start of the pandemic. The increased costs that retailers are facing are also expected to be a more permanent fixture, meaning margins will continue to come under pressure and price rises will have to be passed onto the consumer As such, retailers will have to innovate and work hard to create and sell consumer-centric products, and they will need to be desirable to shoppers, or deliver great value for money. This starts by putting customers at the centre of decision-making, using data to identify what they really want and using that information to entice and persuade them to shop. Retailers cannot afford to be negative, nor can they afford to stand still, concludes Peter Luff: “It will require investment, the latest technology and leading talent to deliver it, but at its core it’s very much back to basics for retailers – driving efficiency, shoring up supply chains and putting the consumers’ needs first. It’s also very apparent that the bright light of the cost of living crisis will quickly expose those retailers that fail to identify and answer the current needs of their customers”

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OPINION

We also make chairs and components to your own bespoke design In beech and oak in sensible moq’s and realistic lead times. Why tie up cash waiting for a slow boat and quantities you may not ever want?

Woodman_JA.indd 1

24/05/2022 16:56

COMPANY ANNOUNCEMENT AWS has been ordered, to publish on its website homepage and in Furniture News, a fair summary of the Judgment handed down by Recorder Douglas Campbell Q.C in the case of ASR Interiors Limited (“ASR”) -v- AWS Trading Limited (“AWS”). In the above case the court found that AWS have infringed three registered designs owned by ASR Interiors Limited. ASR’s registered design numbers 6050903 has been infringed by AWS’ Rose Chair, ASR’s registered design number 6050906 by AWS’ Roma Wings and ASR’s registered design number 605128 by AWS’ Two door three drawer Roma Sideboard. AWS has been ordered to withdraw from sale its infringing products and pay ASR damages to be assessed. AWS has been restrained by an injunction from making, offering, putting on the market, importing, exporting or using products 09:48 which produces the same overall impression as ASR’s registered designs 22/10/2020 without ASR’s consent. AWS was further found to have fabricated two documents it had put forward to defend the claims and its key witness was disbelieved. The court held that the fabrication of the documents to support a false defence was an abuse of the courts process. As a consequence of the manner in which AWS has behaved the IPEC costs-capping regime was disapplied and AWS has been ordered to pay indemnity costs to be summarily assessed. AWS has also been ordered to make a payment on account of costs in the sum of £25,000 by 4:00pm on 17 March 2022 and prior to the summary assessment. A full copy of the Judgment is available at: https://www.bailii.org/cgi-bin/format.cgi?doc=/ew/cases/EWHC/IPEC/2022/372.html&query=(ASR)+AND=(v)+AND+(AWS).cgi

AWSAnnouncement.indd 1

24/03/2022 11:12

OPINION

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CROSSOVER COLLECTION Encouraged by the crossover purchasing seen at last year’s Manchester Furniture Show in Harrogate, Clarion Events is again bringing furniture to Home & Gift, in a new format – Furniture Collection. The portfolio director of Clarion Events’ Retail Division, Zoë Bonser, reveals all …

OUR BUYER CROSSOVER IS HIGHLY UNIQUE FOR A GIFT TRADE SHOW

INDUSTRY PARTNERS

By ZOË BONSER www.clarionevents.com/sectors/ retail-home

Following on from the huge success of the January Furniture Show in Birmingham, the team behind the furniture shows can’t wait to bring a curated collection of top furniture and homeware brands to sister show Home & Gift, for a brand-new launch called Furniture Collection! This exciting showcase, held in Harrogate on the 17-20th July, provides buyers with an exceptional sourcing opportunity in a beautiful summer setting. After the huge success of last year’s co-located Manchester Furniture Show, the team decided to respond to the demand and provide another opportunity for interior sourcing at the Home & Gift event. James Ellis from Ancient Mariner recalls last year’s show as being “amazingly successful”, and he was “surprised by the buyer crossover, which suited our giftware ranges perfectly”. He also enjoyed meeting “quality buyers who were looking to purchase more locally due to last year’s restrictions with Covid and supply problems posed by Brexit”. As a result of the wide demographic of Home & Gift buyers, from large to independent retailers along with designers, our buyer crossover is highly unique for a gift trade show. So, following our buyers’ enjoyment of discovering new home accessories brands in our Manchester Furniture Show hall last year, we wanted to offer them even more with Furniture Collection this year, and to continue this momentum by offering our Midlands and northern England buyers the opportunity to add to their furniture and home collections. Even though the Manchester Furniture Show has been postponed to 2023, furniture buyers and other

retailers will still be able to explore the new ranges from the industry’s best in Harrogate in July. Housed within the Harrogate Convention Centre, the brand-new Furniture Collection will give buyers the chance to shop upcoming home trends and exclusive styles this summer. There will be a collection of beautifully crafted furniture, stylish homewares and must-have interior accessories from a range of brands, who will be announced soon. Seeing as Home & Gift is already buyers’ favourite summer trade show, Furniture Collection is a great addition alongside the show’s gift-themed sectors. With consumers having spent more time at home over the last two years than ever before, they are looking to update their homes and breathe new life into everyday spaces. Small furniture tweaks and the addition of fashionable new home accessories are a great way for consumers to update their homes. Following this change in consumer behaviour, many retailers are looking to expand their home and interiors offering in order to meet this demand. Furniture Collection will offer a variety of styles and aesthetics to inspire buyers’ collections and refresh their stores. The Furniture Collection will complement our other design points, which offer design-led gifts, jewellery, fashion, home and interiors – so buyers will be spoilt for choice as they explore the products on offer this summer. For more information and to register for your free ticket, please visit www.homeandgift.co.uk – and if you’re interested in being part of Furniture Collection, please get in touch with show manager James Howard by emailing james.howard@clarionevents.com

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OPINION

THIS MONTH, WE’RE ASKING … Wendy Martin Green (Peter Green Furnishers) I think we are always looking at new products, but the two general times of the year are January and September, in tune with the trade shows. I would say that early spring is more the time when we look at beds, cabinetry and upholstery, and in late summer and autumn we turn our minds to lighting, accessories for Christmas and spring, and the next year’s garden furniture offerings Huw Williams (Toons Furnishers) The January Furniture Show at the NEC is normally the most important show for us because it gives us the opportunity and time to compare a lot of products in one place. We also try to attend as many other shows as possible, especially the AIS INDX shows (we’re a member of the buying group) Peter Harding (Fairway Furniture) The pandemic has changed this, and whether it ever reverts to normal remains to be seen. Historically, we’d buy at two or three main shows in the year, as that fitted the key trading periods – but now, there’s much more of an incremental ‘drip drip’ of new product as suppliers look to realign their ranges after two years of little change

Steve Adams (Mattress Online) From October onwards we begin stocking up for our key peak promotion periods – this will cover from Black Friday through to the end of January

WHEN DO YOU PRIORITISE BUYING, AND WHY?

Steve Pickering (Sussex Beds) Today there is no specific time of year for prioritisation of buying. Buying is now a constant process of evaluation and review. Adjustments are implemented as performance dictates or new lines emerge

Andy Stockwell (Gardiner Haskins) The trade shows are key times. It’s when new product is launched and new trends come to light. Inevitably then, the key buying times are dictated by the trade shows – but it’s important to keep an open mind. I’m always willing to look at new product, even if I’m not ready to make a commitment. Sometimes something comes along just when you have an opening or opportunity, and you have to take it when it presents

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Paul Wray (Modern Outlook Furniture) For me, the buying of product and materials is constant, year in, year out, as I supply all markets with furniture worldwide

Mike Murray (Land of Beds, AIS) We look to buy during the summer to ensure we can fulfil the demand brought about by Black Friday, Christmas cutoffs and the Boxing Day sales period Royce Clark (Grampian Furnishers) Normally January is our main month of buying new lines, which is led by the January Furniture Show, but in recent years that has changed to be more spread out over the smaller shows or visiting show vans

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