Furniture News #418

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Editor's comment

“Hop in the DeLorean and join us on a journey 10 years into the future

Take my hand, hop in the DeLorean, and join us on a journey 10 years into the future … Here at Furniture News, we’re all about context and perspective, but we nonetheless thought it was about time we indulged in a little wild speculation and considered what our industry might look like in the (not-so-distant) future.

What do you imagine? VR gloves that let us ‘touch and feel’ furniture online from our home? Personalised mattresses, 3D printed to suit? A pill that means we never need to sleep?

Alongside the more leftfield suggestions, you’ll find common themes uniting our contributors’ thinking –AI assistants, automation, smart furniture, and the rise of D2C among them. How likely are these outcomes, and will your business be ready for them? Turn to p10 to find out more!

A theme cited by the majority of respondents is the growth of sustainable practices and the circular economy – from net zero operations to material reuse – driven by both consumer demand and stark economic realities. In this month’s issue, you’ll also find our latest look at the furniture industry’s ecoconscious directions (from p76), with the repurposing of waste materials a common thread.

On 10th July (electioneering behind us), it’s again going to feel like time travel when, after a five-year break, we return to Manchester Central to enjoy the summer’s most popular buying event. Packed with new product, special features and opportunities to socialise, Manchester Furniture Show promises a return to form – and you’ll find us there on stand A36. Turn to p52 now to get a taste of what to expect … Elsewhere in this month’s issue, we’re looking back at Long Point (p44) and the Spring Furniture & Bed Show (p48), and celebrating this year’s Design Guild Mark recipients (p66). MattressNextDay’s principals talk us through their winning strategies (p18), Emma’s director of European retail gives us the lowdown on the brand’s new flagship store (p28), and we’re ‘getting personal’ with furniture consultant Nathan Edwards (p24).

You’ll also find valuable retailing tips from regular columnists Gordon Hecht (p88), Adam Hankinson (p90) and Steve Pickering (p89), and opinion pieces on AI in design, cash flow, and return-to-vendor (RTV) situations – all capped off by a look at how to remain optimistic when faced with bad news (p98 – and certainly not a problem for the winners of our annual Readers’ Choice Awards, which will be revealed in next month’s issue).

So take a seat, fire up the flux capacitor, and spend some time with Furniture News!

Paul Farley

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REPRO, PRINT AND

Stephens & George

Anti Copying In Design (ACID) has appointed Laura Newbold Breen as its new CEO. ACID’s co-founder, Dids Macdonald OBE, remains chairman of the board of directors and director of public affairs/campaigning

Sleepeezee has contributed £68,400 to The Children’s Hospital Charity, generated from sales of Jessica mattresses throughout 2023, taking the total it has so far raised for the charity to £228k

Channel 4’s consumer investment arm, Channel 4 Ventures, has secured a £3m media-for-equity investment into secondhand furniture marketplace Vinterior

Furniture Village opened a new store in Lincoln’s Valentine Retail Park on 28th June, offering 17,957ft2 of shopping space across two floors

AC Furniture (Maysons Furniture) is replacing the roof of its factory in Sparkbrook with insulated roofing that will help reduce energy consumption and free up investment funds

IKEA UK and Ireland is opening a new ‘store’ on gaming platform Roblox, enabling players to experience working in a virtual IKEA universe

ScS CEO Steve Carson has announced that he plans to leave the business, after some four years in the role

Sterling reveals ambitious expansion plans

John Pattison, the CEO of Sterling Furniture Group, says he envisages “exciting times ahead” in the business’ 50th anniversary year, reflecting on the “prompt and decisive action” taken to address issues affecting its financial performance.

The group’s latest accounts, for the 18-month period to August 2023, point to a challenging period when trading was adversely hit by the combined impacts of reduced consumer confidence postpandemic and the cost of living crisis, as well as the ongoing instability of the geopolitical situation and its effects on the supply chain.

Turnover grew from £55.5m in February 2022 to £83.7m in August 2023, while pre-tax profits dropped from £4.2m to £43.9k, with the results for the prior period incorporating the end of Covid 19-related reliefs such as furlough and the nondomestic rates support. In its accounts, Sterling acknowledges that “the material decline in profitability for the period is also reflective of the historic lack of action taken to address the cost base of the business given reduced sales revenues and inflationary cost pressures”.

Last August, the Tillicoultry-based firm appointed John Pattison as its CEO, and he has since worked with his team to hire key senior personnel, instigated a change in approach to company values and staff communication, secured a new £10m banking

facility with Royal Bank of Scotland and mapped ambitious plans for the years ahead, including new stores, starting with a 50,000ft2 Sterling Home store in Hillington, Glasgow, which is set to open this year.

John says: “It’s undoubtedly been a challenging period. We needed to take prompt and decisive action to set ourselves back on a sustainably profitable course, but I firmly believe that there are exciting times ahead for Sterling, all our colleagues and customers.” The new directors are: CFO Kenny Barclay; IT director Matt Bonar; people director Donna MacPhee; and commercial director Silvia Hernandez. They join founder George Knowles’ family members Euan and Murray Graham, who sit on the group and executive boards, and George Smith Knowles, who sits on the group board.

Pictured are: (front) George, Donna and Kenny, and (back) Matt, Murray, John and Euan (photo by Mike Wilkinson).

BIRA leads £1b retailer claim against Amazon

A £1b damages claim has been filed against Amazon on behalf of retailers selling on Amazon’s UK marketplace for illegally misusing their data and manipulating the Amazon Buy Box to benefit its own commercial operation and its overall revenues and profit, says the claimant.

The claim – the biggest collective action ever launched by UK retailers – is being brought by the British Independent Retailers Association (BIRA) on behalf of retailers at the Competition Appeal Tribunal (CAT) in London.

It asserts that, since 2015, Amazon used data belonging to UK retailers on the company’s marketplace – data that is non-public and belongs solely and specifically to the retailers – in combination with manipulating the Amazon Buy Box, to engage in a product entry strategy that resulted in sales revenue and profits being diverted from these retailers to Amazon.

The retailers, many of which are small independent UK businesses, were unaware that Amazon was illegally using their data to benefit its own retail operation, says BIRA: “Amazon was already charging them a non-negotiable 30% commission on every product sold on the site. By misusing their proprietary data to bring to market rival products that are sold cheaper, Amazon is effectively pushing many of the UK’s independent retailers out of the market.

“The consequences of Amazon’s abusive conduct has been to inflate its profits and harm the UK retail sector, especially the smaller independent retailers who are struggling at a time of difficult economic circumstances.”

It is the largest collective claim to be filed under the Competition Act 1998 on behalf of UK retailers. In 2022, the UK Competition and Markets Authority opened a probe into Amazon, alleging it was abusing its dominant market position by giving an unfair advantage to its own retail business and retailers that use its services over other third-party retailers on its marketplace.

“[This] filing of a collective action against Amazon will allow UK retailers to access justice as a group and receive compensation for the losses they have incurred as a result of Amazon’s unlawful conduct,” says BIRA. “Based on expert analysis of the evidence, the total damage caused to UK retailers is estimated to be in the region of £1.1b, including interest.” BIRA CEO Andrew Goodacre adds: “This is a watershed moment for UK retailers, but especially for small independent retailers in this country.”

BIRA has instructed international law firm Willkie Farr & Gallagher (UK) LLP on this landmark case. All UK retailers who have lost out and are now domiciled in the UK will automatically become part of the claimant class unless they explicitly opt out, says BIRA.

Housing Units completes five-year development

Housing Units, in Failsworth to the north of Manchester, has completed a five-year retail site development plan a year ahead of schedule, launching five new retail concepts.The plan included creating new departments, introducing new brands and improving existing areas.

Established in 1947, Housing Units boasts a 5-acre site with 120,000ft2 of retail space, over 60,000 of which is dedicated to furniture. There is also the Wickentree Restaurant, which includes a private dining room, and Café 1947.An adjacent 5-acre site houses a 100,000ft2 DC.

Due to forced closures during the pandemic, the business was able to create several new departments ahead of schedule.

“This development has solidified our position as the leading home furnishings retailer in the UK’s mid-to-high sector,” says CEO Nick Fox. “We seized the opportunity presented by the pandemic to accelerate our plans. The five new developments

have not only reinforced our goal of offering the best selection of furniture and furnishings in the North West, but possibly in the entire UK.”

The concepts include a new beds and bedroom department, a “cool and edgy” Modern Living area, a refurbished Emporium furniture departmentna d a gallery dedicated to Dutch brand Eichholtz. The final phase (pictured) was completed this year, with 1800ft2 dedicated to contemporary European furniture brands.

DFS issues profit warning as disruption persists

Despite boasting record market share, DFS has revised its profit expectations for FY24 (ending 30th June) in the face of ongoing shipping disruption in the Red Sea and and “a weak upholstery market”.

In the retailer’s interim results update on 19th March, it said that it expected revenues of £1000m-£1015m and PBT(A) of £20-£25m, with an additional profit risk of up to £4m if Red Sea shipping delays continued through to its year-end date. “Since that update, consumer demand in the upholstery sector has remained challenging,” says DFS, “and Red Sea routing issues have persisted, resulting in delays to customer deliveries and higher freight costs.”

As a result, the retailer now expects PBT(A) to be in the range of £10-12m, with the reduction in profit expectations driven by a combination of: a lower level of delivered customer orders, with £12-14m of delayed deliveries from the Red Sea disruption, which are expected to move into FY25 (FY24 revenues are now expected to be in the range of £995m-£1000m); higher shipping costs as a result of freight rates increasing above previous expectations

in Q4; and a “weak upholstery market, partially mitigated by selective investments to stimulate required order volume levels in Q4”.

DFS says the progress it has made in key areas has helped to partly mitigate the profit impact of the weak market: “Consumer demand in the upholstery sector has declined c-10% in volume terms YoY from a weak starting point, bringing overall market demand levels to record lows. The group has continued to operate through the period with record value market share of over 38.5%.”

DFS expects net bank debt at the end of the period to be £165-170m (of a total facility size of £250m). Looking more closely at recent trading and into FY25, the retailer says it has been encouraged by an improving trend in its group order intake,

“Whilst the economic outlook remains hard to predict we expect the widely predicted lower inflation and interest rate environment to have a positive impact on upholstery market demand levels, with the declines experienced across the last three years starting to reverse and the market slowly recovering in our FY25 period,” DFS concludes.

BFM survey reveals expectation of order uptick

The latest figures from the British Furniture Manufacturers (BFM) point to a rise in furniture orders and output over the next six months.

In April, a positive balance of 13% of respondents to the BFM’s Trade and Price Trends Survey said they expected to see a rise in both output volume and order intake, after 69% reported a fall in output and 81% saw a dip in orders compared to October 2023.

BFM MD Phil Spademan says: “The latest survey shows on balance 53% reported a deterioration in the overall trade in April compared to October,

with 63% saying the general business situation had worsened over the past six months. The results point to a difficult period for the sector in late 2023 and early 2024, however, it’s important to note that members are anticipating an uptick in output volume and order intake over the coming months.

“Respondents were also asked about apprentices for the first time in the April 2024 survey, and with 69% employing at least one apprentice, we can see a clear commitment to education and skills within the industry.”

Raskelf Group is extending its factory in Heckmondwike, West Yorkshire, by 16,000ft2 in order to increase bedding manufacturing capacity by +30%

Loaf is expanding its London presence this summer, opening its 11th Shack (its take on a showroom), in Chiswick

ACID has helped members Buoyant Upholstery and Bentincks settle a conflict of interest regarding the latter’s Dorset sofa, which will be discontinued from 1st August

The Furniture Component Expo is the subject of the latest BFM podcast, available on spotify

Tim Robinson, the UK and Irish agent for Hartmann, Ramaro and Gwinner, is marking his 70th birthday by confronting his fear of heights and going wing-walking for charity on 6th July

The CMA has notified Emma Sleep and its directors that, unless the brand commits to making changes to its advertising practices, it will commence court action. Emma says it will continue to engage with the CMA to reach a solution

Peter Green Furnishers, in Chandlers Ford, Southampton, ceased trading on 24th May, despite various attempts to sell the business as a going concern

The Furniture Makers’ Company is hosting a sustainability event focused on the issues surrounding ecodesign in London on 3rd July

Marks and Spencer Group has announced that Alison Dolan (exRightmove, News UK and Sky) will join its board as CFO

“New opportunities, a lot new people & strong possible clients. We loved it!”

2024 Exhibitor

The long view

Looking ahead is vital for any business – but what might lie beyond the short-term plans? This month, Paul Farley dusts off Furniture News’ crystal

to scry what the industry could look like a decade from now …

ball

“What might the industry look like 10 years from now?

The year is 2034.

On the surface, much of it looks the same as today, but – indulge me a little sci-fi – looks can deceive.

While the UK remains an economic powerhouse, emerging Asian and African economies lead global growth. Climate change and energy crises have seen renewables take the fore, alongside stricter legislation. After several false starts, a moon base is now taking shape.

The population is bigger than ever and, thanks to new drugs, people are living longer. Another pandemic came and went (some lessons were learned), and people were reminded that their homes matter.

In business, vertical integration is commonplace, but even the brand giants and marketplaces have come to recognise which functions (and risks) they’d rather outsource. Similarly, while ecommerce has gained ground, the most successful mix digital and physical selling to great effect.

AI automation is everywhere. Workforces are smaller, and more geared towards strategy, creativity, personal exchange … and fixing the tech when it goes wrong. Some spend their lives inside the metaverse. Online visibility is measured in credibility, not spend. Language barriers are virtually non-existent. As the tech brands step into furniture, furniture comes with more tech.

Deliveries are driverless, and private health services now commonly prescribe mattresses and desk chairs. Home rental is more commonplace than ownership. The digital natives of Gen Z are now the most significant consumer base, but while their tastes have evolved, they generally conform to the behaviours of the generations before them. The more things change, the more they stay the same, indeed.

Furniture futures

Whether science fiction predicts or creates the future, it can’t hurt to speculate – just take anything you read here with a healthy pinch of salt!

This month, we have asked some of our contributors to share their vision of what the industry – and their business – might look like, 10 years from now. Given the changing product/technological/ lifestyle trends we see around us today, how do they envisage doing business in 2034? Are they making any decisions now that will help shape that outcome, and do they anticipate any particular curveballs?

From the rise of D2C, AI and sustainable norms to a sleep-less society, smart mattresses, and being able to touch furniture that isn’t there, Furniture News invites you to step into our time machine …

Nick

Predicting the exact state of the bed market in 2034 is challenging, as it depends on various factors such as technological advancements, societal changes, and economic conditions. However, based on current trends and potential developments, we can make some educated projections.

One possible direction is the increased integration of technology into beds. By 2034, we may see smart beds become more prevalent,

“3D printing might enable tailored mattresses to match individual sleep preferences and body profiles

equipped with advanced features like biometric sensors, AI-powered sleep analysis, and adjustable settings for optimal comfort and support. Connectivity with other smart home devices could further enhance the sleep experience.

Sustainability is likely to continue shaping the market. Eco-friendly materials and manufacturing processes will gain further prominence as environmental concerns become even more crucial. Consumers may demand mattresses made from recycled or organic materials, with a focus on reducing carbon footprints.

Personalisation could play a significant role in the bed market. Advancements in manufacturing techniques, such as 3D printing, might enable tailored mattresses to match individual sleep preferences and unique body profiles.

Customisation could extend beyond the mattress itself to include integrated sleep

Phil Spademan

British Furniture Manufacturers (BFM)

Without a doubt, there is a huge shift towards sustainability, which I believe will benefit UK furniture manufacturers. Consumers are looking for products that are made from locally sourced sustainable materials, that have a relatively low carbon footprint. As an industry, we need to ensure that consumers understand the environmental benefits of buying British. Encouraging younger and more diverse people into the industry is also key for the future. The industry is not viewed as very attractive when compared to the tech and fashion sectors. While shoppers (young and old), are consuming more and more beautiful images on social media as part of their research and inspiration before finally going on to make a purchase, there seems to be a disconnect between these emotive pictures and the manufacture of the furniture itself – compared to the fashion industry, for example.

James Dunne

Prestige Beds

tracking technology and personalised sleep recommendations.

Furthermore, there might be an increased emphasis on holistic sleep solutions. Companies could offer comprehensive packages that include not just mattresses but also sleep accessories, ambient lighting, aromatherapy, and sound therapy systems, creating a complete sleep environment.

Ecommerce is likely to continue its growth trajectory, with online mattress retailers dominating the market. D2C brands might further refine their strategies to provide hasslefree shopping experiences, including virtual showrooms and try-before-you-buy options.

While these projections are speculative, they provide a glimpse into potential trends in the bed market by 2034.

It’s essential to remember that unforeseen developments can significantly impact the industry, making it important to adapt and evolve accordingly.

By 2034 I’d like to see us having several new stores and a new DC which supports our thriving website. We will be a net zero business, with all stores and warehousing powered by 100% renewable energy and all electric delivery vehicles, and our car parks have charge points for our customers’ and employees’ electric vehicles. All our products are made using ethically sourced and fully recyclable materials, and come in biodegradable packaging.

AI is very prominent within our business online, and as a virtual assistant in stores, as it has advanced significantly to answer any questions instantly. All mattresses are linked to our smartphones, monitoring and tracking our sleep quality as the detrimental effects of a lack of and/or poor-quality sleep on people’s health become more profound.

Williams Sweet Dreams

I have little doubt that the next 10 years will see perhaps the greatest rate of change of any decade since I started in the mid-1990s. Our business has survived for approaching 170 years, so I’m confident it will still be trading. We are always looking to grow the company, both in terms of the number of stores and market share, but it has to be the right opportunity – nothing happens quickly in the South West! Succession within our own

“I don’t see furniture being consumed by technology as much as some other sectors

business is something I am now looking at closely, so in 10 years’ time, who knows if the company will still be family owned and run, or whether it will, like others, be family owned but run by professional managers?

While online will continue to shape the future (although the failure of Made.com and the struggles of pureplay furniture companies is an interesting caveat) I believe there is still a place for bricks-and-mortar stores. The challenge will be to balance the size, breadth of range and customer service levels with the undoubted threat from manufacturers who are increasingly looking at D2C operating models.

The rise of CGI and, more recently AI, have accelerated the pace of change, and customer visualisation of potential new furniture in their home will become ever-more important. How smaller retailers (such as ourselves) deal with that will be crucial to their survival. If I was being very Tomorrow’s World, I’d suggest that by 2034, the technology will exist to enable customers to ‘feel’ furniture while shopping online, through in-home touch simulation devices.

Martin Adams

Over the next decade, we’re going to see some major shifts in how people interact with technology. AI will transform how we search, shop, communicate, and create. In the same way as a smartphone puts a computer in everyone’s pocket, AI will put an intelligent and capable assistant in our pocket. We will use AI as our primary source of information and recommendation of which products to buy. It will also allow consumers to create individually tailored products with AI as our personal designer.

Digital experiences will be generated on the fly to match our desires, both online but also in the metaverse. Health will take centre stage, with the emergence of cheaper and simpler monitoring technology, combined with individual health programmes. The challenge for any business is to keep up with how consumers are changing their behaviour.

SAM JACKSON

Bluebone Imports

I don’t, however, really see furniture being consumed by technology as much as some other sectors (how practical is a Wi-Fi-enabled recliner chair or self-assembling wardrobe anyway?) – but that statement could well come back to haunt me!

Consumer trends will continue to lead, as manufacturers (through DTC and normal supply channels) and retailers work to follow their needs and offer products that are stylish, practical and cost effective– but, above all, sustainable. The ‘green consumer’ will also demand far more than is currently being offered by retailers.

In terms of potential curveballs, scarcity of resources may become a challenge, which would impact the product lifecycle. There will undoubtedly be some form of energy crisis, and the continued impacts of climate change will result in additional costs to business. Geopolitical unrest will always play a part within the globalised business world, and how the current unrest in Ukraine and other regions resolves will have an impact.

Technologies will be so good that everything in the industry – sourcing, marketing, finance, etc ¬–will rely on it, negating the need for face-to-face meetings. This will result in reduced or no travel, ultimately improving everyone’s environmental footprint.

Product launches will become more frequent, perhaps moving from bi-annual to bi-monthly, to keep abreast of changing fashion and trends. As the older generation that have desired quality furniture with longevity disappears, recycled furniture will increase – either by improving and refashioning pieces, or simply discarding in an environmentally friendly way. In conjunction with the supply of products, services will be introduced to assist in the regeneration of products.

We still need to retain quality of products that are less expensive to appeal to the more frequent buying patterns. As everything is cyclical, it would be advisable to maintain a degree of the portfolio that has longevity, in order to redress the balance as it changes with time. All of this would need to be done while ensuring the supply chain is doing the same.

Mattress Online

Peter Harding

Fairway Furniture

Jonathan Burrage

Hydeline Furniture/At The Helm

Those businesses that continue to focus on the needs of the consumer will survive. Those that don’t, won’t! Consumer shopping patterns will always evolve, and we need to remain aligned to these changes.

The focus on sustainable manufacturing will continue to grow as future consumer generations place greater emphasis on their impact on the planet.

Most ‘curveballs’ are the result of poor planning – failure to listen to your team, the retailer, and the customer. Fail to plan, plan to fail. I expect we will avoid these ‘curveballs’, but there will no doubt be external ones that will impact us all from time to time. Ensuring your business is healthy in the good times will better prepare you to deal with and survive the tough ones.

Paul Little

Airsprung Beds

“AI/AR/automation are going to be every bit as vital as tufters and tape-edgers

By 2034 our business will have transformed into a leading example of a greener, more sustainable, and environmentally conscious enterprise. Our commitment to the planet now has to inform every decision we make. Of course, first and foremost, we see it as a moral imperative to move to a carbon neutral future, and the Government’s Environment Agency Roadmap to Net Zero highlights the need. The impetus is also coming from our customer base, with one of our largest customers committing to a 50% carbon neutral supply base by 2030.

It’s hard to predict how quickly the industry will move towards the circular economy, but it is clearly going to be a reality within the next 10 years and we are already adapting and making plans to transition to that new environment.

We have always looked to the future, being an

early adopter of new technologies and business models, and we will continue with the next wave of technical innovation. AI is obviously in its infancy and it is impossible to see how that will develop over the next 10 years, particularly given the pace it has moved so far. However, we are looking to leverage the maximum advantage from the emerging technology.

Similarly, we will continue with our plans for automating end-of-line and warehousing facilities to deliver greater productivity and efficiency. Both of these areas signal a challenge as well – we need to shake off the idea that manufacturing in our sector is an ‘old’ industry. AI/AR/automation are going to be key drivers and every bit as vital as tufters and tape-edgers, so we will look to recruit the brightest and best young minds for the next phase of our evolution.

Tim Hobbs

Prestige Furniture Logistics

“Our commitment to sustainability will not only be a critical aspect of our corporate responsibility, but also a selling point

By 2034, I envision our business being deeply rooted in digital technology. There is no doubt that logistics software will power our two-man white-glove delivery services, enabling seamless and effective operations. Our communication with clients and their customers will be more personalised and will probably be facilitated by AI and machine learning that will understand and anticipate their needs.

Our future business will also reflect our commitment to sustainability. We are already taking steps to reduce our environmental footprint, but over the next decade this aspect will become even more prominent. We might

Steve Pickering

Sussex Beds

Our business will reach much, much further, and we will be providing quality sleep to over 120,000 people a year. A singular intelligent business system will be in place, seamlessly connecting data and communications through to each business unit, team member and customer as required. Automation and AI will see job roles evolve away from basic data entry and manual activity, to more higher-level productive tasks. Intelligence will be incorporated into our products and provide optimised, high-performing sleep environments, learning and adjusting temperature, oxygen levels and moisture levels to provide users with the highest possible quality sleep. The curveball to prepare for – the creation of a tablet which removes the need for sleep! Remember Kodak – they thought they were in the photography business, when actually they were in the business of imagery …

see a transition to electric delivery vehicles, stricter waste management protocols, and increased use of recycled and biodegradable packaging materials. Our commitment to sustainability will not only be a critical aspect of our corporate responsibility but also a selling point, appealing to the growing demographic of eco-conscious consumers.

The impact of evolving consumer behaviour is a potential curveball. With the rise of ecommerce and D2C trends, manufacturers and retailers might explore in-house delivery solutions. We’ll have to be ready to prove our value proposition and adapt our services accordingly.

“VR has the potential to bring the shopping experience to life through accessories

Upholstery is an investment, and the end purchase is influenced by personal choice and the consumer’s emotional interaction with the furniture. The look and feel – especially from a comfort perspective, the texture of the fabric, shape, etc – are key considerations for the consumer.

That in mind, the shopping experience will surely continue to transform as technology such as AI and VR, and social platforms, advance and innovate. It will be interesting to see how the customer purchase journey for upholstery is replicated in a digital realm. VR is one to watch, as this has the potential to bring the shopping experience to life through accessories such as gloves that will enable consumers ‘realistically’ touch and feel fabrics and textures, sit on product, etc, so they can still enjoy that authentic experience, but in the digital world.

Andrew Kerr

MattressNextDay’s new dawn

After another year of impressive growth, in which Kentbased multichannel retailer MattressNextDay saw record profits, Furniture News asked its three directors – CEO and founder Martin Seeley, CTO Jamie Latham, and CFO Stuart Rogers – about new initiatives, how the company is celebrating 20 years of business, and what the future looks like for the NBF’s Online Bed Retailer of the Year …

How has the past year been for MattressNextDay?

Tell us a bit about these sustainability efforts …

“The move to our purposebuilt DC, showroom and offices gave us ample opportunity to highlight how much we care about our environment

Martin: It’s been a great year for us. We have been enjoying continuous growth at MattressNextDay, having more than doubled our overall turnover over the last three years.

Stuart: We’ve actually seen our turnover reach £25.2m this year, which is +52% up from £16.6m in the previous year. Our gross profit percentage is up to 46.8% too, with another +52% increase in our pre-tax profit YoY, which is a huge achievement and shows that we’re well positioned for future success.

Jamie: We’ve had a +172% increase in organic traffic YoY, and our SEO visibility versus our competitors is up from +5% to +14%. This is no accident, and is down to the work we’ve put into the website. Never one for sitting still, we’ve been working hard throughout the year to implement more exciting initiatives that benefit our customers and staff alike, from sustainability to staff wellbeing.

Martin: We launched our #SustainableSnooze campaign in 2022 and have reached some incredible milestones in the past year. We’ve recycled over 50,000 mattresses now, preventing them from needlessly going to landfill, and became one of Ecologi’s Top 100 companies, continuing to work with them to support over 21 global projects and plant over 150,000 trees in total.

Jamie: Sustainability has been a huge focus for us in recent years, with the move to our purpose-built DC, showroom and offices giving us ample opportunity to highlight how much we care about our environment. From installing electric charging stations and LED lighting to providing our staff with reusable water bottles, and switching to eco-friendly packaging, we cut no corners when it comes to doing our bit for the planet. Our long-term goal is still to be a net-zero company, and we look forward to reaching that goal.

What other projects are on the cards?

Jamie: Another exciting project we’ve been working on is our Staff Wellbeing Initiative (see boxout) – an employee-led venture that focuses on the physical and mental health of every single member of the MattressNextDay (MND) team. We believe our workplace is already a happy and supportive place to be, but we also know there’s always room for improvement. Our Staff Wellbeing Initiative aims to improve the day-to-day life of MND staff across every department, by implementing a variety of different things, big and small.

A team of employee volunteers meets once a month to discuss and strategise ideas that we can put into action to improve the wellbeing of our team. Our mission focuses on areas such as fostering job satisfaction, encouraging a work/life balance, and promoting professional development.

Stuart: Through this initiative, we’ve already given every staff member an extra day of leave so they can enjoy their birthday off, or take whenever it suits them. We also keep our communal areas stocked with fresh fruit, promoting healthy diets, and have allocated each department a specific training budget, which has already been used to hire speakers, book training courses, and download helpful resources.

Of course, our sustainability focus is in everything we do, so with the help of Ecologi, on top of planting a tree with every order, we’ve ensured we plant five trees per month, per employee, to help offset roughly 170 tonnes of CO2 emissions per year.

Martin: This initiative is particularly important to me, as we’re a close-knit bunch at MND and I know every member of the team works exceptionally hard, so looking after everyone’s wellbeing is a no-brainer. It’s not always as straightforward as you might think, as everyone is different and requires different things to feel safe, happy and productive, so having a team dedicated to listening and implementing wellbeing initiatives is absolutely essential.

What other highlights have you seen this past year?

Martin: Earlier this year we were featured on ITV’s This Morning, where our very own CoolFlex Pocket Plush 2000 Memory Hybrid Mattress was tested and praised by presenters. We’re super proud of this mattress, with it winning a Which? Best Buy Award and being one of our customers’ most-loved products.

Jamie: The overall traffic and orders we’re seeing is a huge highlight for me, as it’s evidence that we’re doing things right. We’ve surpassed some of our close competitors in many aspects, and it’s a brilliant feeling knowing that our hard work is paying off.

PRIORITISING EMPLOYEE WELLBEING

MattressNextDay knows that happy, healthy employees are the key to a positive and productive workplace, says Martin: “That’s why we’ve launched the Staff Wellbeing Initiative – an employee-driven programme aimed at cultivating a supportive environment where every team member feels safe, appreciated, and able to thrive.

“The Staff Wellbeing Committee meets monthly to develop new resources and activities to help promote mental, physical and emotional wellness. From providing work/life balance workshops to stocking kitchens with fresh fruit to allocating training budgets, no idea is too big or small if it will improve the day-to-day lives of our team.

“Some of the major achievements so far include giving employees an extra paid day off for birthdays, reimbursing costs for eye exams and encouraging computer screen breaks, and partnering with Ecologi to plant trees to offset each staff member’s carbon footprint.

“Empowering employees to lead the charge ensures the Wellbeing Initiative stays tuned to staff needs and helps encourage a culture of collaboration and openness. As MattressNextDay continues its rapid growth, prioritising employee satisfaction and support isn’t just nice to have – it’s a crucial competitive advantage.

“In short, our team’s welfare is our top priority. We believe that investing in their wellbeing, both at work and home, allows them to truly flourish and be their best selves.”

“Having a team dedicated to listening and implementing wellbeing initiatives is absolutely essential

››

“We have ample room for stock, allowing us to live up to our name and maintain our reputation for top-tier delivery service

Stuart: We’ve also continued to expand our product portfolio, adding popular brands like Jay-Be and Panda London, with whom we’re very pleased to have formed great relationships. In-house, we’ve expanded our team by +38% YoY, including the addition of a customer services manager and operations manager, who have helped manage operations and bring in their expertise during this period of huge continued growth for us.

What does the future look like for MattressNextDay?

Martin: As well as continuing to develop our #SustainableSnooze and Staff Wellbeing Initiative, we look forward to celebrating our 20th anniversary later this year with a big celebration (more on this in due course!)

To meet the surge in demand, we’ve been rapidly expanding our warehouse capacity. Since moving in last August, we’ve already built an extension, and recently invested £1m in additional nearby storage space. This ensures we have ample room for stock, allowing us to live up to our name and maintain our reputation for top-tier delivery service. Jamie: The website is pivotal to our business, so that’s always my number-one priority. We’re constantly investing, testing, and employing new and innovative ways to improve the ecommerce experience to ensure the customer experience is as positive as possible.

Stuart: We’re also excited to continue to expand our in-house team, from customer services to sales to warehouse operatives, to help us continue to provide our ever-increasing customer base with the sleep and service they deserve.

www.mattressnextday.co.uk

KEY FIGURES

In its latest FY (ended March 2024), MattressNextDay recorded impressive growth in several areas:

Turnover: £25.2m, up +52% YoY (from £16.6m)

Gross profit percentage: 46.8% (from 45.6%)

Pre-tax profit: £3.15m, up +52% YoY (from £2.07m)

Number of employees: 54, up +38% YoY (from 39)

THE ORIGINAL RECLINER

Paris - Put your feet up at the touch of a button with the power model, or a manual recline or static model, across the three and two seater sofa or armchair. Take your pick from a variety of high quality leather grades or numerous fabric styles.

Paris

GETTING PERSONAL Nathan Edwards

Having worked in sales for the likes of Visco Therapy, Kyoto, WorldStores and Silentnight since 2006, Nathan boasts a wealth of industry experience, principally focused on sourcing and sales. In 2018 he founded The Furniture Consultant, and now offers retailers, wholesalers and manufacturers tailored support around strategy, buying, marketing, account management, merchandising and training.

How might a child describe what you do?

I help people find the perfect furniture for their homes by working with shops and online stores. I also give advice to shops on how to sell more furniture and make their businesses better.

What’s the biggest long-term challenge you face?

Adapting to the rapid changes in consumer behaviour and technology. As ecommerce continues to evolve, staying ahead of trends and maintaining a seamless omnichannel experience for customers is critical. I personally like to ensure that the strategies I implement and suggest to my customers remain relevant and effective in this ever-changing landscape – this is a constant challenge.

If you had 10 x your working budget, what would you spend it on?

I’d invest heavily in advanced analytics and AI-driven tools to better understand consumer behaviour and preferences. I would also expand our digital marketing efforts and develop more innovative online platforms to enhance the shopping experience. Additionally, I would allocate funds to training and development programmes for retailers, to help them adapt to the digital age and maximise their potential.

What would be the title of your autobiography?

Building with Purpose: My Path from Intrapreneurship to Entrepreneurship.

What does ‘work/life balance’ mean to you?

Personal life can sometimes feel like work, and work can sometimes feel like escapism! Work can interfere with the personal, and, equally, the personal can interfere with work. Mental and physical health are important aspects, and when I think of balance, it’s about making time within my days and weeks to invest time in myself to ensure I’m at my peak to do both work and personal to the best of my ability – todo lists (categorising tasks as urgent/important), daily walks, time away from all screens, therapy 2-3 times a month to sustain my mental health, try to eat right, and take regular long weekend holidays.

Who’s been your most influential mentor?

My former MD, Jahangir Khan. His insights on strategic thinking, customer focus and relationship building within the industry have profoundly shaped my business and leadership approach. Additionally, I owe a great deal of gratitude to Graham Carberry from Sealy, who offered me my initial opportunity in the furniture industry at Silentnight. His mentorship

and guidance were instrumental in my rapid career progression, and I am deeply thankful for his support.

What advice would you give your younger self?

To embrace change and stay curious. The furniture industry is constantly evolving, and being adaptable and open to learning new things is key to long-term success. Also, never underestimate the power of networking and building strong relationships.

What’s been your best day in business to date?

When we secured a significant partnership with a major online retailer. This deal not only expanded our market reach, but validated our approach to integrating traditional retail with ecommerce – a testament to my team’s hard work and dedication.

What’s the biggest myth about our industry?

That brick-and-mortar stores are becoming obsolete. While ecommerce is certainly growing, physical stores still play a crucial role in the customer journey. Many customers prefer to see and feel the furniture before making a purchase, and a strong omnichannel strategy can leverage the strengths of online and off.

What should everyone in our industry either stop or start doing?

Start embracing data-driven decision-making. Understanding customer preferences through data can lead to more personalised and effective marketing strategies. Conversely, we should stop relying solely on traditional sales tactics, and be more open to innovative approaches and technologies.

Where do you see the industry going in the next 5-10 years?

I see it becoming more integrated with technology. Augmented reality (AR) and virtual reality (VR) will likely become mainstream tools for customers to visualise furniture in their homes before purchasing. Additionally, sustainability will play a larger role, with more companies adopting eco-friendly practices.

What question do you wish we’d asked? How would you have answered?

Q. What role does sustainability play in your business?

A. An increasingly important one. We’re focusing on sourcing eco-friendly materials and working with manufacturers who prioritise sustainable practices. This not only helps the environment, but also meets the growing demand from conscious consumers.

www.thefurnitureconsultant.co.uk

“Personal life can sometimes feel like work, and work can sometimes feel like escapism!

“We should stop relying solely on traditional sales tactics, and be more open to innovative approaches and technologies

Retailer reaches new heights with Sci-Net

Business solutions such as Sci-Net’s ERP>Retail promise to streamline processes to deliver efficiency and automation, bringing together data, documents and applications, all in one central solution, to help put customers at the centre and digitally enable a business, explains the retail software specialist …

For furniture, flooring and retail businesses, ERP>Retail can help with an end-to-end customer journey as well as complete sales and stock management, costings, traceability, supply chain, realtime analysis and management reporting – among other things.

Take Designer Sofas Group as an example. The furniture supplier, which works with premium brands from Italy, employed Sci-Net’s ERP>Retail solution, and has since experienced streamlined business processes and automation.

“The family-run furniture business relied on a paper-based system,” explains Tim Adams, technical sales director at Sci-Net. “Before scaling up its operations, it hand-wrote all orders and emailed them to the factory. Therefore, it needed a more streamlined approach.

The business solution approach

“The main driver for Designer Sofas was to automate the sales experience, give a better customer experience at the shops and streamline the supply chain,” Tim continues.

“We want our customers to experience a streamlined, professional and more interactive journey

“We have a balanced and sensible approach when it comes to implementation for our customers, which we can flex based on the customer’s size and complexity. During our implementations, we always ensure that we make use of the full Microsoft stack. Our platform is directly integrated with Business Central, and this allows us to make use of Power BI (from a reporting perspective) and Power Automate (for automation and workflow).

“As a Microsoft Gold partner, we pride ourselves on being able to implement bespoke industry tailoredsolutions.”

What were the results?

Designer Sofas has seen improvements with its new approach, including: a streamlined order-taking process; prevention of costly mistakes like accidental double-keying of orders or incorrect options; reduced lead times; and direct integration with its suppliers’

systems via API for “seamless” supply chain and operations. The retailer has also grown from six stores to over 20 in the last four years.

The team has saved considerable amounts of time during the warranty process. While it used to take over an hour for a single store to send warranties to Guardsman (furniture care and protection provider), it now takes only 30 seconds – for all the stores.

Tablet sales on the shop floor means the teams can build the customer quote and order quickly and seamlessly with colours, options, upsells and warranties all automated, as well as integration with the finance provider.

Gary Behar, Designer Sofas Group’s COO, says: “We were introduced to Sci-Net in March 2020, and have implemented, rolled out and further refined the solution to maximise benefits. We want our customers to experience a streamlined, professional and more interactive process when they’re going through the customer journey – the Sci-Net facility has given us that possibility and made it easier to make orders and update our customers. It has made it generally easier for everything all round.”

Sci-Net Business Solutions is a Tier 1 Microsoft Dynamics & Azure Gold Partner, implementing solutions On-Premise and in the Azure Cloud. With a personal and unique approach, it aims to deliver business solutions with long-term results. Sci-Net is looking forward to exhibiting at Manchester Furniture Show this month (10-11th) – visit the team on stand E2 to discover how its solutions can help transform furniture retail businesses.

www.sci-net.co.uk

DESIGNED

THE UK’S LEADING BIG TICKET SOLUTION

Emma goes west

As Emma - The Sleep Company opens its first bricks-and-mortar store in the UK, Furniture News asks its director of European retail, Benoît Linossier, to explain how the world’s largest D2C sleep brand aims to change the way people shop for sleep …

On 31st May, Emma opened its first standalone UK store, in the nation’s largest shopping centre, Westfield White City. The brand, which started life as an online pureplay in 2015 and now operates in 30 countries, has alreadly established a firm foothold in the UK, selling online as well as through Furniture Village, John Lewis, and other partner retailers – but the store opening marks the start of a bold new chapter, Benoit explains.

“We’re committed to introducing more of the UK to the transformational power of great sleep, and London will kick off our on-the-ground approach to doing just that,” he says. “Whilst Emma’s heritage is digital, we’re passionate about ensuring great sleep is accessible to all, and our stores mark Emma’s commitment to that.”

The 3035ft2 space hosts the store-exclusive Select Collection, alongside Emma’s award-winning core range, all supported by a team of trained experts. “Our Westfield White City store will offer a personalised experience with trained advisors, so that everyone can make the right choice when it comes to awakening their best,” says Benoit.

More UK store openings are planned this year, in line with fulsome portfolio growth across Europe (six new Emma stores opened in May alone). Benoit tells us more …

What do you feel about the new Westfield White City store? Did everything go to plan?

We are very excited to join one of the UK’s most iconic shopping centres. Great transport links and the attraction of fellow home brands makes us very confident in the success of our store.

Given that Emma is very new to this side of the business, we are still on a learning curve. Each of our physical store openings comes as a result of complex cross-team collaboration, and we are very thankful for the time that so many of our teams dedicated to the Westfield White City project. Despite inevitably having had a few minor hiccups along the way, we are ready to make this store a success.

What would you say defines Emma’s store format template?

Our stores are designed to help us get closer to our customers and give them the possibility to test our award-winning products. The aim for our European stores is to have retail spaces of approximately 1500ft2 – in fact, our location in London is a little larger than that.

The Emma store design creates an inviting environment with an emphasis on convenience to ensure that our customers have a great physical experience throughout. An example of this is that we do not have any formal cash registers or transaction counters at our stores – the transaction happens wherever the customer feels most comfortable, via tablets and portable transaction terminals.

In what other ways do the physical and digital shopping experiences marry up?

We essentially divide our customer base into three segments: the online shopper; the offline shopper; and the shopper that searches for options on one channel (for example, online) to convert in another (for example, in-store). With the opening of our own stores, we have introduced a new channel for the customer to interact with and experience our products.

For some customers, this will help them identify the best product for them. For others, the store offers the last bit of assurance that the online product they researched is really the best product for them. Our stores are ultimately a way for Emma to be in touch with our customers, helping them to ‘awaken their best’.

How might the UK stores differ from those in Europe – or is Emma sticking to a firm template?

Our store experience has been developed to the smallest detail. Whilst every country Emma operates in has its own localised product portfolio, the goal is for all our European stores to look and feel homogenous and inviting. This is also the case for our UK store.

“We pride ourselves on making rational decisions and scaling them rapidly when we see the right opportunity

“The importance of making sure our bricksand-mortar strategy is rolled out here is absolute

What does your typical customer look like, and which demographics are you hoping to reach by going into bricks and mortar?

We started primarily as an ecommerce company –hence it is safe to say that our core customer base is slightly younger, comfortable with online buying, and looking for convenience. By introducing our bricksand-mortar stores, we believe we’ll be able to better address our offline shopper customer base, as well as reach additional ones, who prefer more personalised advice, and a physical in-store experience.

What does the roadmap for the UK store roll-out look like?

At Emma, we pride ourselves on making rational decisions and scaling them rapidly, when we see the right opportunity. For this reason, we have come together with trusted partners to bring our stores to life, and are excited to have a consolidated physical store portfolio not only in the UK, but in Europe as well.

We base our decisions on a model which has been built around our successful inaugural test store in the Netherlands, near The Hague (alongside other internal metrics).

What does the strategy mean for existing Emma stockists?

With the introduction of Emma stores, we are doubling down on our goal to meet our customers where they like to shop. By working hand-in-hand with our retail partners and cementing ourselves in this complementary channel, on top of ecommerce, we aim to build more country-specific customer awareness that will further benefit our partners directly, as well as our customers.

How well is Emma performing in the UK, and what do you hope the stores will bring to that picture?

The UK is one of our most mature markets, and so the importance of making sure our bricks-and-mortar strategy is rolled out here is absolute. By providing customers with a physical experience, we aim to consolidate ourselves even further within the market – and it will also create further benefits for our retail partners, and ultimately offer a better experience to our clients.

www.emma-sleep.co.uk

With a chic and modern design, Flair’s attention grabbing style will steal the show in any living space.

Available as a large 4 seater scatter back sofa, 3 seater or 2 seater sofas as well as an accent chair and love seat.

A wide selection of selection of stylish fabrics in a variety of colourways, plus customisable studs complete this Made In Britain range.

Mellow Kellow

Kellow Woodcraft is a growing maker of pine furniture based in Warminster, Wiltshire. Here, Louise Kellow, who runs the business with with her husband, MD Stuart, outlines her unique offer and ambitions for the business …

In just one sentence, tell us what your company does …

We are a family-run manufacturer of handmade pine furniture.

How long have you been around?

We’re a relatively new business – we turned three in March. That said, our team has over 25 years of experience in the furnituremaking business.

What do you do better than anyone else?

We make quality, handmade, bespoke pine furniture that is durable and delivered all over the UK. What makes us different is we can make any piece of furniture to the customer’s/client’s specification, and we also use a vast range of finishing colours, which we hand paint. We also offer a free delivery service.

“We make great furniture in the UK

What’s your star performer?

The larder cupboards and farmhouse dining tables (although, for a young company, many of our products sell well!).

Has the way you do business changed in recent years?

As our business has become busier, we’re now able to employ others to join our team. Plus, along the way, we’re changing our products to be more sustainable, to lessen our carbon footprint – we use sustainable pine wood from the forests of Scandinavia, and paints that are low in VOCs.

Can you share any plans for the company’s directions?

The main aim for the future is to get the products we make recognised, and appeal to those who will be after our furniture in bulk. After all, we make great furniture in the UK – and all because doing so was Stuart’s therapy (he suffered with depression).

I’m also a good example of a woman working in the furniture business. It’s good to know there’s a network out there [Clarion’s Women in Furniture Network].

www.kellowwoodcraft.co.uk

Stuart and Louise Kellow

60 SECONDS WITH … Will Hudson

To mark its 60th anniversary, The Furniture Makers’ Company looked to the future by highlighting 60 of the industry’s most promising young professionals (aged under 35) through its ‘60 for 60’ campaign. To discover how they view the trade, Furniture News is inviting these rising stars to share their stories – this month, our quickfire questions go to furniture designer Will Hudson …

In one sentence, describe what you do … I come to businesses with original ideas for furniture and homewares, and develop them into a massmarket product.

What makes you well suited to the role?

I’m from the North, which comes with the trait of getting straight to the point. This really comes through with my design work. It also means I tend to have honest conversations with people around products and design detail, I think they appreciate that. This makes it so much easier to get people to buy into my ideas, they trust in what I have to say. After all, these ideas cost thousands to develop, so they need to feel confident in my ability.

I generally start with a very rough sketch – I don’t tend to show these to my peers as they are just for me to get the idea down on paper. It’s very natural how the idea grows and develops in my head. I tend to be good at visualising 2D drawings in a 3D space in my head. This might be something to do with my dyslexia. I guess that’s my main role as a designer –convincing people to spend money and time developing a product that’s conceived in my head.

How did you come to work in the industry?

My love for furniture came when studying at Sheffield Hallam University Institute of Arts. I joined as a product designer. For the first year, I wasn’t enjoying the tech side of the designing – knowing drafting and plastic strengthening tools was all lacklustre to me. I’m from an arts background, so I was much more tuned into the overall visuals. So I then moved onto the sister course, furniture design. And I fell in love with the work of Charles and Ray Eames, Jasper Morrison, and Ronan and Erwan Bouroullec. They seemed to blur the line between art and product design, which was exactly where I wanted to be.

I emailed around 70 furniture brands and designers for placement jobs. Ocee Design got back to me and offered me a paid role – I was super lucky. Ray Hills there took me under his wing and really guided me as a young product developer. He had been in the industry all his life, and was almost ready to retire. He really passed on the love for product newness and working to solve problems. Since then I’ve worked for Modus Furniture and Habitat.

How has your career progressed since ? I guess it’s really been successful to this stage.

Certainly, there have been a few milestone achievements. My placement really gave me a confidence boost to finish my studies at Sheffield. I produced two projects, one a modular furniture piece called Thea, and the other a small selection of homewares called Cast, that celebrated metal casting. They were awarded ‘Best in Class 2019’.

Then, in that summer at New Designers, Andrew Tanner from Sainsbury’s awarded me ‘Designer of the Year’, and this really propelled my career forward. I looked at several jobs, and Modus had a junior developer position available, which really suited me, as I still had lot to learn about manufacturing and developing products. They have an amazing roster of designers. Pearson Lloyd, Michael Young, Sir Kenneth Grange … all of whom I learned from, and gained so many network contacts.

Since then, I’ve used this knowledge to design for Habitat, encompassing experiences from my previous job roles. I feel my best design years are ahead of me.

Where do you want to be in five years’ time?

I really want to have my own studio, and maybe a team of aspiring young designers. Work seems to come from initialising conversations with new business – something which I’m already good at doing. If this fails, I always wanted to teach – probably at a Sheffield university.

What’s been the biggest surprise in how the industry operates?

The industry very much revolves around people. It’s all about building a network of good people and good manufacturers that teach you something new. It’s not about how much you know, it’s about being flexible with the times and quickly adapting to the needs and wants of clients. Another big surprise has been how small the UK furniture industry is. Everyone knows someone in this game, so it’s important to keep good relationships with people.

What does being named one of the ‘60 for 60’ mean to you?

It was a huge surprise for me, but, looking back over my career, I’ve been a part of a lot of great work. Looking at all the amazing work the other 59 selected, I’m really proud to be named part of that talent pool.

Find out more about the ‘60 for 60’ stars at www.furnituremakers.org.uk/60for60

“It’s not about how much you know, it’s about being flexible and adapting to clients’ needs

Shining stars

Shout it from the rooftops this August!

New products? New approaches? New people …? Tell us what’s new, and make sure the trade knows you mean business!

Readers’ Choice Awards 2024: Voted for by our readers, the winners of our annual awards will enjoy a special focus

Rolled Mattresses: How has your o er evolved, and why should stockists take you seriously?

INDX Furniture: Presenting beds and furniture in one focused event, this summer’s INDX Furniture show, organised by AIS, is not to be missed – and if you’re exhibiting, don’t miss our preview!

Plus our regular updates on the latest in Living, Dining and Bedroom furniture, and Trade Services Book by

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Marie Dixon, Director. J Dixon & Son Ltd Stores in Workington and Whitehaven Cumbria. Ten Greenwood Sales completed since 2012.

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Strong line-up to lift IFHS’ 10th year

Ireland’s top furniture and homewares suppliers will exhibit at this year’s Irish Furniture and Homewares Show (IFHS), where the industry will come together at the National Indoor Arena, Blanchardstown on 2527th August for the show’s 10th anniversary …

The 2024 exhibitor roster features a diverse array of industry leaders such as Wiemann, Buoyant Upholstery and Lebus. Other notable brands, including Scatter Box and World Furniture, are returning this year, along with an impressive array of first-time exhibitors such as Sealy UK & Ireland, and Cófra, which will introduce their newest designs.

“Where passion meets innovation, and the Irish furniture industry takes centre stage

“These exhibitors prove that exhibiting at the IFHS is a direct investment in the stability of the Irish furniture sector,” states the show’s organiser. “The latest trends and timeless classics on display from these industry leaders solidifies IFHS 2024 as a mustvisit trade show for every furniture and homewares business.”

IFHS 2024 welcomes back Amanda Bone as head judge for the Irish Furniture and Homewares Awards. Amanda is an architect, educator, and broadcaster. As a presenter on he RTE programme Home of the Year, she champions creativity, individuality and clever design.

“Her presence as head judge has enhanced the award’s significance, cementing its status as a platform that recognises the enormous efforts made by exhibitors,” states IFHS. “Amanda’s dedication to

promoting excellence in the furniture and homewares sector aligns perfectly with the IFHS’ commitment to showcasing the very best in the industry.”

This year, IFHS is marking a significant milestone, as it celebrates 10 years in business. “Since the beginning, the IFHS has continuously reinvested back into the event, creating a dynamic platform that not only showcases the latest trends in furniture, but also propels the entire Irish industry forward,” states the show’s organiser.

“This year’s show is about creating an environment that unites industry professionals at all levels, forging connections, and catalysing collaborations – all while celebrating the 10-year journey that brought us here, standing as a testament to the enduring strength and creativity of the industry, and the exciting possibilities that lie ahead.

“Exhibitors and attendees will have the opportunity to join in the celebrations on the opening day, Sunday 25th of August. The celebration is not just a reflection on the past, but a pledge to the future. IFHS 2024 will reaffirm the event’s unwavering commitment to showcasing the excellence and innovation of the Irish furniture industry. Attend the IFHS 2024, where passion meets innovation, and the Irish furniture industry takes centre stage.”

For more information, and to see the full exhibitor list, visit the IFHS website.

www.ifhs-tradeshow.ie

Amanda Bone returns as head judge of the Irish Furniture and Homewares Awards

VIFA ASEAN promises “exceptional” event

Promising to offer buyers from around the world “an exceptional experience” with high-quality furniture from South East Asia, Vietnam’s VIFA ASEAN will take place from 27-30th August at SECC (Saigon Exhibition and Convention Center) in Ho Chi Minh City, kicking off autumn’s Asian furniture show circuit …

VIFA ASEAN aims to boost South East Asia’s furniture industry’s global presence, serving as a hub for connecting supply and demand in the region, and facilitating business between the ASEAN and global furniture markets. Some 300 exhibitors from Vietnam, plus 10 South East Asian countries and beyond, will be present, with around 1000 stands covering a total area of 18,000m2

The roster includes the likes of Hiep Long Furniture, Santang Furniture, Fukui Vietnam, Mega Home (Condor), Savimex, Hale Vietnam, Latitude Tree, Eurofar International, Wood Concept, Hang Lam Furniture, Fortune Home, Fine Scandinavia and Lam Duong.

Represented will be suppliers and manufacturers across the key categories of indoor furniture (living, bedroom, dining, kitchen, children’s and office), outdoor and garden furniture, handicrafts, home decor, gifts, machines, hardware and tools, and supporting services. In addition, VIFA ASEAN 2024 will showcase unique eco-friendly products made of sustainable, environmentally friendly materials.

“Don’t miss your chance to connect with leading furniture exhibitors from South East Asia

The show will also introduce country pavilions from the Philippines, Indonesia, Thailand and Cambodia, showcasing some of South East Asia’s finest furniture and handicrafts, from modern designs to traditional crafts. Meanwhile, pavilions featuring Vietnam’s respective provinces’ departments of industry and trade – Long An, Soc Trang, and Tay Ninh – will share some of the best furniture and handicrafts from Vietnam’s craft villages.

“Visitors and buyers will be able to immerse themselves in a professional exhibition space that showcases a diverse range of export-standard products and quality services, featuring modern designs that reflect the rich cultural heritage of South East Asian countries,” states the show’s organiser.

With over 16 years’ experience of organising furniture fairs in Vietnam, the team behind VIFA ASEAN says it is dedicated to providing international buyers with exclusive programmes to enhance their experience at the fair, with a comprehensive range of support services, from transportation to accommodation, ensuring “a seamless and enjoyable visit”.

The VIFA ASEAN team will be stationed at Tan Son Nhat International Airport to help exhibitors and buyers with pre-registration, official hotel bookings, shuttle bus registration, fair activities, taxi bookings and other services.

Visiting buyers can benefit from exclusive discounts ranging from 30-40%, plus various special services, when booking rooms at VIFA ASEAN’s official hotels, while a free shuttle bus programme is available for buyers staying at the appointed hotels to reach the SECC.

Following their visit to VIFA ASEAN, buyers can also arrange tours to the factories of selected exhibitors in four areas – Ho Chi Minh City, Binh Duong, Dong Nai and Long An – to witness their export-standard manufacturing facilities first-hand. Visitors can also engage in seminars in which industry experts will provide updates and share valuable information, plus an expanded on-demand business-matching programme.

The organiser concludes: “Don’t miss your chance to connect with leading furniture exhibitors from South East Asia – mark your calendar and be part of VIFA ASEAN 2024!”

www.vifaasean.com

INDX FURNITURE

www.indxshows.co.uk/indx-home/ furniture/furniture

INDX Furniture returns to Cranmore Park on 2829th August, bringing together trends, market insight, design and innovation, and featuring industry-leading brands, product exclusives and new collections. The summer edition will incorporate beds and bedroom, alongside upholstery, living and dining room furniture. Attracting department stores, category specialists, garden centres and home retailers,

INDONESIA MEUBEL & DESIGN EXPO (IFFINA)

www.iffina.com

After a successful 2023 edition, inaugurated by Indonesia’s president Joko Widodo (pictured), IFFINA will return to ICE (Indonesia Convention Exhibition) BSD, Tangerang, from 14-17th September.

With the theme ‘Sustainable by Design’ –chosen to reflect organiser ASMINDO and the wider Indonesian furniture industry’s concern for a sustainable future – IFFINA 2024 promises to be an important platform for professionals across the furniture, craft and design industries. The whole supply chain will be represented thanks to the co-location of interzum, in Hall 9.

the show will welcome brands including HTL, Hydeline, Alstons, Value Mark, Michael Tyler Furniture, Hjort Knudsen, Parker Knoll, Duresta and Sofitalia.

The first day of the show is reserved for AIS members, with general trade visitors welcome on day two. Registration can be completed online, at www.indxshows.co.uk/indx-home/ furniture/registration.

ASMINDO promises that IFFINA 2024 will be “more exciting” than previously, bringing a wider network of global markets together: “ASMINDO remains confident and optimistic that Indonesia can capture 1% of the world furniture market share in the future,” states the co-organiser. “This means a potential revenue of $7b for the Indonesian furniture industry.

“The number of targeted visitors at this year’s IFFINA will increase by +20% from 2023, and this is fully supported by the government through the Ministry of Co-operatives & SMEs as well as ASMINDO itself, by actively conducting event promotion programmes abroad.” Meanwhile, the number of transactions taking place is expected to increase by +30% YoY.

MOW

www.mow.de

MOW will return to the Messezentrum Bad Salzuflen from 22nd-26th September. “With the right products, sales-boosting assortments and suitable presentation concepts, the exhibitors are heading into the autumn and the afterfair business with determination,” states the organiser of the German furniture fair.

With its unique concept – a focus on the consumer-orientated furniture business –MOW, now in its 40th year, is an important meeting point for the European furniture industry.

Fair manager Bernd Schäfermeier and project manager Maximilian Richter are looking forward to unveiling this year’s anniversary edition, welcoming newcomers including Arc, Collection C, Gwinner, Hasena, Hilding Anders, Masterlight, Sonorous, Wendre, Jutzler, and Mondaro. This edition will also benefit from an improved hall layout and structure.

“We are sure that we can provide all furniture distribution channels with the right offering and effective tools to shape their business success aggressively and efficiently,” says Bernd, “so – plan your visit!“

AUTUMN FURNITURE SHOW

www.theautumnfurnitureshow.co.uk

The Autumn Furniture Show, organised by the Minerva Furniture Group, will return to the NAEC Stoneleigh Park, Warwickshire, on 8-9th October.

The two-day event promises to showcase an impressive product portfolio from suppliers based in the UK and further afield. Open to the entire furniture industry the event will offer living, dining and bedroom furniture, furnishings and accessories including upholstery, beds, lighting, decorative accessories, and soft furnishings, plus support service solutions.

Set in a venue surrounded by countryside, in the heart of England, the show offers free parking and a wide choice of nearby accommodation, and boasts good road, rail and air access.

Turn to p48 to find a review of the event’s spring counterpart.

Come and see us at the Manchester Furniture Show 10-11 July 2024

Come and see us at the Manchester Furniture Show 10-11 July 2024

Manchester Central | Stand E60

Manchester Central | Stand E60

Local Agents’ contacts: Scotland: Darrell Tugh -07967.175.351

Wales, Midlands and South West: Bob Colcombe - 07733.073.442

Wales, Midlands and South West: Bob Colcombe - 07733.073.442

London North and East Anglia: John Whittaker - 07860.421.191

London North and East Anglia: John Whittaker - 07860.421.191

London North and East Anglia: John Whittaker - 07860.421.191

North East: John Dodds -07866.318175

North East: John Dodds -07866.318175

North WeSt: Bernard Conreen -07540.978143

North WeSt: Bernard Conreen -07540.978143

Eire: Kieron Friel -+ 353 87123. 1182

Eire: Kieron Friel -+ 353 87123. 1182

Ulster: Darren McKenna -07715.056105

Ulster: Darren McKenna -07715.056105

Long Eaton’s open house impresses

From 13-15th May, the Long Point show returned to Derbyshire’s Long Eaton for the first of two showcases this year, enabling the town’s growing number of permanent occupants – alongside a strong roster of guest exhibitors – to present their latest models within a range of aspirational, intimate showroom settings.

In 2014, the town of Long Eaton was recognised as the UK Centre of Quality Upholstery Manufacture, and its biannual Long Point show brings together the newest product from the manufacturers based in and around the town, plus guest exhibitors and those with permanent showrooms there.

This year, 29 businesses exhibited at the show, including newcomers (the majority of which now occupy permanent showrooms in the town) Andrew

Paul Furniture, Fortune Woods UK, Hartmann Mobel, Ramaro Upholstery, The Hastings Sofa Company, Hjort Knudsen, and Michael Tyler Furniture.

“Long Point enjoys the reputation of being the most enjoyable and relaxed furniture exhibition within the UK, and is the ideal vehicle for manufacturers and retailers alike to work together,” says Mitchell, chairman of show organiser, the Long Eaton Guild of Furniture Manufacturers.

“An incredibly intimate, welldressed and welcoming sourcing environment

Indeed, the show remains an incredibly intimate, well-dressed and welcoming sourcing environment, and the fact that more and more businesses are choosing to take on permanent showrooms in the town indicates a longer-term belief in the town’s ability to live up to its branding.

Long Point will return in the autumn, from 16-18th September.

www.longeatonguild.co.uk/longpoint/

SIREN FURNITURE

www.sirenfurniture.com

Siren aimed high with its largest-ever launch of new designs and a dramatic showroom redesign, exclusively revealed at spring’s Long Point show.

This new focus on creative direction and expansion signifies a bold ambition to drive the brand forward, says Siren, which showcased 12 new models within curated, inspirational interior settings in its newly renovated showroom, representing a step-change in design, with “a continued dedication to deliver comfort and luxury to last”.

Siren has completely transformed the entirety of its space housed within Harrington Mills, with a considered view to maintain and enhance the heritage of the building’s original features and natural lighting. Each trend-led room set, featuring distinctive decor, complements the new collections, including show-wood models such as the Chilton, contemporary curves and accent chairs – upholstered in an array of high-

quality fabrics, sumptuous leathers and tonal textures, sourced from some of the finest textile suppliers.

Notably, Siren’s exclusive new Juniper piece (pictured) debuts the brand-new textured velvet fabric, Soulful, from John Brown.

All models come with a 25-year frame guarantee, recently increased from 10 years –further reflecting Siren’s commitment to evolve

to provide a high-end customer experience, challenge perceptions and represent a ‘new’ Siren.

Andrew Kerr, commercial director, comments: “We are aiming to provide our customers with an enhanced, high-end experience and evolving product range – with the aspiration to challenge perceptions and reflect the new direction for the brand.”

Juniper

Hartmann’s new showroom

Come and see the new Elgin collection at the Manchester Furniture Show July 10th/11th. Stand A34

Leading supplier of wardrobes and storage solutions, from UK stock.

Elgin Collection

At The Helm finds a new home

Long Eaton is renowned for its significant role in the upholstery and furniture industry. As the UK centre of quality upholstery manufacture, Long Eaton has a rich heritage of craftsmanship and high-quality production, contributing to its reputation both nationally and internationally – and At The Helm was proud to have secured a permanent showroom space in West End Mills on Leopold Street in time for spring’s Long Point show …

“This new space marks a significant milestone for us, providing a fantastic opportunity to showcase our extensive range of products throughout the year,” states At The Helm, Hydeline Furniture’s popular lifestyle brand.

“West End Mills is renowned for its rich history, and its central location in Long Eaton makes it an ideal venue. Its accessibility will allow us to welcome new and existing customers and industry partners more conveniently, enhancing our ability to connect with more visitors from across the UK and Ireland, and enabling us to demonstrate the quality and craftsmanship of our offerings.”

But the showroom is more than just a display space, states the brand – it represents a commitment to innovation and community engagement. “Over the coming months, we will be undertaking a comprehensive renovation of the space to ensure it meets the high standards we are committed to,” says At The Helm. “Our goal is to create an inspiring and inviting environment where our products can truly shine, ideas can be shared, and inspiration can flourish.”

“The stage is set for an exciting future

Indeed, the new space served as an appropriate setting in which to present models from At The Helm’s existing collections at Long Point – Signature Heritage, Modern Explorer, and the new collection, Wanderlust, are all known for their “timeless elegance and superior quality”, says the brand: “These pieces, which have become staples in many homes, were displayed with new finishes and subtle design tweaks, breathing fresh life into classic favourites. The positive

reception from long-standing and new customers reaffirmed the enduring appeal of all our collections, and their place in everyday living spaces.

“As the autumn Long Point show (16-18th September) is just around the corner, we have a busy couple of months ahead with further expansion and renovation of the existing space. While the space is undergoing a transformative renovation to enhance its functionality and aesthetic appeal, we’ll be thrilled to open it up during the show, at which visitors will have the chance to see the progress, along with our beloved new and existing models.”

In conclusion, its debut Long Point show marked a significant milestone for At The Helm. The successful showcase of existing and new models, coupled with the launch of the permanent showroom at West End Mills, has set the stage for an exciting future, says the brand: “We are committed to pushing the boundaries of design and innovation, ensuring that we continue to lead the way in the furniture industry.

“The journey ahead promises to be inspiring, and we invite you to join us as we embark on this new chapter.”

www.atthehelm.com

Superb

ON CARPET. WORKS ON WOOD, VINYL & TILES TOO

Friction is history. With Furni-glides furniture glides like Magic!

Furni-glides helped us move our Welsh Dresser, heavy dining table and filing cabinets all without damaging them or our carpet

Furni-glides are quick and easy to apply. Made from the same non-stick stuff as Teflon, they’re great for showrooms and delivery drivers, so heavy furniture ‘floats’ over carpet, wood, tiles and vinyl flooring like magic.

Furni-glides move heavy items quickly safely and easily without you needing a rugby team’s help when rearranging rooms, cleaning or redecorating.

Furni-glides protect carpets from ripples, rips and wear & tear. By stopping friction in its tracks, Furni-glides protect furniture joints from stress and weakening.

Furni-glides protect other floors from scrapes, scratches and scaring.

Step byStep

1

2

3

Go for the biggest size without overlapping the leg.

Clean the floor so no dirt gets scraped along.

Screw-in Furni-glides: Just screw in and your floor is instantly protected.

Self-adhesive Furni-glides: ideal on metal legs. In 24-hours the glue is set firm.

Buying time in Stoneleigh

This year’s Spring Furniture & Bed Show, which took place on 21st22nd May, offered visiting buyers a wealth of sourcing opportunities ahead of the autumn/winter shopping season …

The biannual trade show, organised by buying group Minerva Furniture Group, takes place at the NAEC, Stoneleigh Park, Warwickshire, each May and October, and has long proved popular with the buying group’s members and the wider trade. Over 70 suppliers presented their latest product ranges at this year’s event, covering upholstery, cabinet, beds and accessories, and trade service offerings.

www.wiemannuk.co.uk

Bedroom manufacturer Wiemann enjoyed positive levels of interest at recent trade shows. Simon Hewitt, MD of the award-winning German company’s sole agent for the UK and Ireland, Litmus Furniture, says: “Our new-for-2024 collection, Lagos, was popular, as was Denver, which was launched in 2023, and our consistent performer, the Monaco system.

“In tough trading times, it was pleasing to see these cleverly designed, stunning ranges commanding attention. Their high quality, good looks, and flexibility to suit any type or size of bedroom, add up to a very marketable product. Retailers also appreciated Wiemann’s enviable home delivery and installation service and excellent customer service. In a challenging market, retailers need reliable brands like Wiemann.”

The next chance to see Wiemann will be at IFHS (25-27th August), then Long Point (16-18th September), the Bed Show (24-25th September), and the Autumn Furniture Show (8-9th October). Wiemann also has two permanent showrooms, in Harlow, Essex, and Long Eaton, Derbyshire.

Visitors also enjoyed free parking, free entrance and a complimentary lunch, while several of the exhibiting suppliers presented seminar sessions over the show’s duration, covering topics such as sleep theory (Sealy UK), outdoor/indoor trends (Bluebone and Papaya), and improving online performance (Abacus). Bluebone again scooped the show’s Best Stand award for its display (pictured), having enjoyed an “excellent” show, notes agent Neil McMillan. Adjust-A-Bed, which presented new PoS alongside its freshest line, comments: “We had a superb response from retailers, who loved all of our new products showcased.” Alstons, which won the show’s Best British Supplier accolade, states: “It was our pleasure to welcome lots of our valued customers on to the stand. With your support, we’ve had a very successful show and an extremely strong start in launching our newly refreshed Fairmont range.”

Minerva’s CEO Jim Orr adds: “Thanks to all our inspiring exhibitors, new and established, and valued visiting buyers for making this year’s Spring Furniture & Bed show such a great event!”

The event’s autumn counterpart, the Autumn Furniture Show, will take place from 8-9th October.

www.springfurnitureshow.co.uk

LIMELIGHT BEDS

www.limelightbeds.co.uk

Limelight Beds has launched new ranges with improved storage solutions, sofabeds with new mechanisms to take up less space in the customer’s room, and beds in recycled fabrics, to offer customers sustainable products – and the business is now also FSC certified.

“UK furniture needs to become more space-conscious and more environmentally friendly,” states the supplier. “Houses are getting smaller, and consumers are starting to consider the impact their products have on the planet. With all of this in our thinking, we still make stylish, ‘Instagrammable’ bed frames!”

Lagos

Photo courtesy

Bluebone

La-Z-Boy UK showcases its best of British

In a furniture show first for the brand, La-Z-Boy UK only showcased its Britishmanufactured collections at this year’s Spring Furniture & Bed Show – and the results spoke for themselves …

The iconic recliner firm’s Made in Britain ranges took the spotlight at the Spring Furniture & Bed Show on 21st-22nd May in Warwickshire. La-Z-Boy UK usually exhibits a mix of products made in both the Far East and the UK, but the brand seized the opportunity to highlight furniture manufactured in its factory in Colne, Lancashire.

La-Z-Boy first launched its Made in Britain collections in 2021 as part of a commitment to supporting British craftsmanship and manufacturing. The UK-made products have performed well with consumers, and the number of collections being produced with the Made in Britain mark are steadily growing to meet demand.

The most popular product at the show was Trent, a contemporary collection with a raised base and solid wooden legs. With its elegant yet modern appearance, Trent does not look like a typical recliner at first glance. However, it is available as both a static product and a discreet power model, with a smooth reclining mechanism operated by a sensor switch.

The stand included a new product, Williams, which was displayed in the popular Norris fabric. Classic ranges making an appearance at the show were given a refreshed look with different fabric choices.

“These variables make us feel optimistic about the months ahead

Visitors to the event at NAEC Stoneleigh were able to take close look at seven collections – Baxter, Anna, Williams, Jones, Lennox, Lawton and Trent. Loveseats, which offer a more spacious alternative to a regular armchair, were also a focal point on the La-Z-Boy stand, and proved a hit with buyers.

Trent

Andrew Nuttall, La-Z-Boy UK’s head of sales (independents), says the Minerva Show was a successful event for the brand, which secured more sales than the previous year: “Despite the economic environment, the shopfloor orders at this spring show were well ahead of 2023.

“Our sales agents were, and will be, able to take advantage of higher-profile brand advertising, new features being made available on our product ranges, and more ‘on-trend’ upholsteries to choose from. These variables, plus others too numerous to mention, make us feel optimistic about the months ahead.”

The show was a good opportunity for people to learn more about La-Z-Boy’s Long Live the Lazy campaign, and to see the new branding in action. The campaign’s mission is to increase brand visibility and awareness, and celebrate the joy of taking time out to enjoy lazy moments.

La-Z-Boy retailers and stockists around the UK have been given new branding assets as well as guidance and support on how to use them in their showrooms, stores and websites. Long Live the Lazy, which was launched at the start of this year, has been the brand’s biggest marketing campaign yet, and has included a TV advert.

Catch up with La-Z-Boy UK’s latest models at this year’s Manchester Furniture Show, taking place at Manchester Central this month.

www.la-z-boy.co.uk

PURECARE

www.purecarehome.co.uk

Since its UK launch at this year’s January Furniture Show, Purecare is fast becoming a popular choice for retailers seeking advanced levels of mattress protection, and its success continued with its acceptance in May as an official Minerva Furniture Group supplier – an achievement celebrated at the Spring Furniture & Bed Show, where Purecare exhibited as an official supplier for the first time.

Following this success, Purecare’s OmniGuard Advance mattress protector has been recognised with a Good Housekeeping award.

“OmniGuard protection ensures comprehensive coverage, extending the life of your mattress and maintaining a hygienic sleeping environment, crucial for allergy sufferers,” states Purecare.

“The Good Housekeeping Institute’s rigorous testing process evaluates products on durability, effectiveness, and ease of use.

The OmniGuard Advance mattress protector excelled in repelling liquids, resisting allergens, and maintaining its integrity after multiple washes.

“Purecare’s dedication to quality and customer satisfaction is evident through this award win, as we continue to enhance the sleep experience for our customers. The OmniGuard Advance protector is lightweight, flexible, and completely washable, treated with antimicrobial silver chloride to inhibit bacteria, mould and mildew.

“This recognition from Good Housekeeping is a testament to our innovative approach and superior product performance. For more information about our award-winning products and how we can help your store grow sales, please contact us at sales@purecarehome. co.uk.”

Limelight Beds Ltd, Orbital House, Arthur Street, Barwell, Leicester, LE9 8GZ

Limelight Beds Ltd, Orbital House, Arthur Barwell, Leicester, LE9 8GZ

Tel: 01455 850150

Tel: 01455 850150

Email: info@limelightbeds.co.uk www.limelightbeds.co.uk

Email: info@limelightbeds.co.uk

Limelight Beds Ltd, Orbital House, Arthur Street, Barwell, Leicester, LE9 8GZ Tel: 01455 850150

Email: info@limelightbeds.co.uk

Back in town

Manchester Furniture Show (MFS) is returning to Manchester Central from 10-11th July! The popular summer touchpoint for the industry will once again bring brands and buyers together for face-to-face opportunities to reconnect, refresh strategies, and secure sales for the upcoming season …

Taking place at iconic venue Manchester Central after a five-year hiatus, MFS is back due to high demand from the industry, says organiser Clarion Events, which states that 75% of buyers surveyed commented that they would return to the fair.

“MFS is set to reclaim its place as the industry’s essential midyear touchpoint

With MFS tracking +30% ahead on visitor registrations a month in advance, the show is set to attract buyers from the likes of B&Q, Bensons for Beds, DFS, Dreams, Housing Units, Leekes, Oak Furnitureland, ScS, Sofology, Stollers, The Very Group, and many more. Some 20% of its visitors will only be visiting MFS, says Clarion, “so exhibitors are guaranteed new business as MFS reclaims its place as the essential mid-year touchpoint for the industry”.

VIP visitors will enjoy access to the VIP area of the Spritz Bar, sponsored by Claimlane, where they can do business in a relaxed setting, enjoying complimentary refreshments, cloakroom and happy hour.

Over the show’s two days, visitors will be able to forge partnerships, source new product, and discover the latest innovations from across every furniture category, with a special focus on the in-demand upholstery and living furniture sectors.

For the first time, At the Helm will showcase two trend installations at the entrance of the show, and will also be the show’s competition partner – one lucky visitor will win a piece of furniture from At the Helm’s latest collection.

The newest designs will also be on show from the likes of Alpha Designs, Bluebone Furniture, Dappr, Decortie, Dutch Imports, Incanto, Lebus

Upholstery, Kettle Home, Mini Divani, Heritage Furniture, RS Furniture, Sofaitalia, Slumbernights and Whitemeadow, among others.

With living room furniture and upholstery taking centre stage. Buoyant Upholstery, La-Z-Boy and Baker Furniture will present their newest models, alongside Premier Housewares and Ashwood Designs.

In addition to mid-year product sourcing, MFS promises two days of unprecedented summer networking opportunities. Visitors can engage with more than 100 brands and mingle at the Summer Solstice Show Party held on Wednesday evening from 6pm at The Junction (on-site), which will open for the first time to host all attendees for an evening of drinks – sponsored by Furniture News – plus food and music.

The Women in Furniture Network (WIFN) will convene on the second day of the show at a brunch event from 11.30am, at which Melinda Whittington, La-Z-Boy Incorporated’s president and CEO, will share her career highlights. Furniture News will be at the show too, on stand A36.

Read on to discover some of the event’s highlights …

www.thefurnitureshows.com

Simplifying returns and claims

In the ever-evolving world of retail, staying ahead of the curve means constantly innovating to meet the demands of both consumers and businesses. For furniture brands and retailers, one of the most significant challenges is poorly documented returns and claims processed via email and Excel, resulting in unnecessary communication issues and inefficient workflows – and this is where returns and claims solution provider Claimlane steps in …

With over 8000 brands and retailers relying on its services (including renowned furniture company Cult), Claimlane has proven its credibility and effectiveness time and again.

Claimlane is designed to streamline the returns and claims process for furniture retailers and brands, optimising back-office workflows to meet the diverse needs of B2B and B2C requirements, various return types, business channels, and markets. Its mission is clear – to enhance customer experiences, automate processes, utilise data for operational improvement, and pave the way towards a sustainable future.

“We are excited to announce our presence at the Manchester Furniture Show, where you can find us at stand F48,” states Claimlane. “ This event presents a perfect opportunity for us to showcase how Claimlane is transforming returns and claims management, and to connect with forward-thinking retailers and brands who are committed to improving their operations.”

Why Claimlane matters

“Claimlane is transforming returns and claims management

Managing returns and claims is notoriously complex. Traditional methods often involve poorly documented returns and claims via email and Excel spreadsheets, leading to unnecessary communication and inefficiencies. Handling various return and claim types manually results in chaotic workflows, says Claimlane, while a lack of insight into why products are returned or faulty leads to recurring quality issues.

Claimlane addresses these challenges headon, offering a comprehensive solution that strives to ensure that all customers, whether B2B or B2C,

create perfectly documented returns and claims:

“By handling all return and claim types in one centralised platform, we streamline workflows and automate processes to save time and reduce errors. Furthermore, Claimlane provides valuable insights into the reasons behind product returns and faults, enabling businesses to improve product quality and reduce return rates.”

The future of retail – customer experience, automation and sustainability

“Our customers are those who understand that the future of retail hinges on delivering exceptional customer experiences, leveraging automation, using data to enhance business operations, and committing to sustainability,” the claims specialist continues.

“Claimlane’s platform is designed with these principles in mind, offering retailers and brands the tools they need to thrive in a competitive market.”

Here are just a few of the benefits Claimlane’s customers enjoy:

Reduced resolution time: Claimlane has helped customers reduce resolution time on warranty claims by an impressive 85%. By automating the returns and claims process, it helps eliminate bottlenecks and ensure swift resolutions.

Efficiency savings: Claimlane says its customers report efficiency savings of over 50%, freeing up valuable resources that can be redirected towards growth and innovation.

Strengthened customer satisfaction: By streamlining the returns process and improving communication, Claimlane helps businesses build stronger relationships with their customers, resulting in higher satisfaction rates.

Trusted by leading brands and retailers worldwide

“With over 8000 leading brands and retailers worldwide entrusting their returns and claims management to us, we have proven ourself as a reliable and effective partner,” says Claimlane. “Our clients, which span various industries, all share a commitment to enhancing their operations and delivering superior customer experiences.

“Our success is not just a testament to the effectiveness of our platform, but also to the support we provide to our customers. We have raised over £1.5m to help brands and suppliers eliminate the pain of handling product returns. This funding allows us to continuously improve our platform and offer even greater value to our clients.”

Meet up in Manchester

Claimlane continues: “The Manchester Furniture Show is the perfect venue for us to demonstrate the transformative power of our solution. We invite all attendees to visit us at stand F48, where our team will be on hand to provide in-depth demonstrations, answer questions, and discuss how we can help

streamline your returns and claims process.

“Whether you are a retailer looking to enhance your customer experience, a brand aiming to reduce return rates, or a business committed to sustainability, Claimlane has the solution you need. Our platform is designed to handle the complexities of returns management with ease, providing you with the insights and tools required to thrive in today’s competitive market.”

Embrace the future

The future of retail lies in the ability to adapt and innovate, says Claimlane: “By partnering with us, you are not only investing in a solution that simplifies returns and claims management, but also committing to a future where efficiency, customer satisfaction and sustainability are paramount.

“Join us at the Manchester Furniture Show to discover how Claimlane can transform your business. Let’s work together to build a future where returns and claims management is seamless, efficient, and effective. See you at stand F48!”

www.claimlane.com

“By handling all return and claim types in one centralised platform, we streamline workflows and automate processes to save time and reduce errors

Bluebone’s expanded offer is coming home

Bluebone’s team is looking forward to returning to the Manchester Furniture Show this month (stand D60), where the supplier will unveil new lines alongside its popular current ranges – and there’s more to discover, not far from the event …

“It’s great to be back at the Manchester Furniture Show,” enthuses Bluebone, a popular feature at previous editions. “It’s our hometown, and we love the relaxed atmosphere that always prevails at this summer show.

“We’ll be launching new product there, of course, with plenty of additions to be found on the stand. However, with the rapidly increasing shipping rates (yet again), we will also focus on the current ranges we have ready to go – right here and now – which can be delivered as soon as you like to be ready for new autumn displays.

“We will also focus on the current ranges we have ready to go

“Look out for our new Oban drinks cabinet, the perfect partner to the Oban bar and dining tables. There are also new rustic room dividers, and a showstopping Mammoth round teak mirror – it will be hard to miss this one on the stand!”

There will also be brand-new additions to the natural teak Olive range, says Bluebone, which has been joined by a solid teak bar chair, plus a round dining table and solid teak chairs: “This range is suited to both outdoors and indoors, making it a tempting option for the next few months of our unpredictable weather. There is a new ‘chiller ‘ bar

table, featuring a central metal trough that is perfect for plants or condiments, or can be filled with ice to create a drinks chiller right in the centre of the table.

“We’ve new homewares too, with oversized abstract vases and vast statement pots – again suitable for both indoor or outdoor use.”

Bluebone has also selected its most popular current ranges to showcase in Manchester Central, including the Trestle dining range, a “perfect choice for everyday living”, offering rustic pine with antiqued dark metal hardware, and Arc, a honey-coloured mango wood range which features art deco-style curves repeated across dining, coffee and lamp tables.

“There is never enough room on the stand for everything we do, so, to coincide with the show we’ve completed an extension of our Manchester showroom – plus an additional Bramble Co room, and a new ‘archive’ section where you can find recently retired items, end of lines, and samples,” the supplier reveals. “We would love to invite you to visit our showroom while you’re at the show, and will have a driver available to shuttle you there and back. It’s around 15 minutes’ drive from the show.

“We look forward to seeing you in July at Manchester Central (we’re on stand D60). Contact sales@bluebone.co.uk for more information about the shuttle and to register your interest in visiting the showrooms.”

www.bluebone.co.uk

Grand designs, fresh from Ukraine

This month, Furniture News meets Christina Byrne, the founder and MD of design-led furniture importer Cófra, to discuss the company’s design prowess, Kevin McCloud’s endorsement, exhibiting at Manchester Furniture Show, and why Ukraine remains a valuable manufacturing partner …

What is Cófra?

Cófra (pronounced co-fra), Gaeilge for ‘cabinet’, is an Irish company which has emerged based on over 10 years’ experience in the UK and Irish cabinet industry. Having witnessed the demand for more premium collections and a more varied range of styles, Cófra specialises in opening up new avenues in supplying retailers from Europe. Our objective is to make beautiful, design-led collections more accessible and commercial to the UK and Irish market.

Where might our readers have seen you before?

“Many retailers are surprised that furniture can still be produced in Ukraine, given the circumstances

We launched our brand at January Furniture Show this year, so there’s no doubt that there will be many retailers learning about us here for the first time. We were thrilled that our Bua extending table, by furniture designer Vasyl Koshil, helped see us shortlisted in the Design Innovation category of The Furniture Awards during the show. Such early recognition from industry experts confirms the talents of our trading partners and demonstrates the potential gains we offer retailers within the UK and Irish market.

What else has kept you busy this year?

Following our launch, our top priority was to visit our partnering factories so we can attest to their facilities and opportunities for expansion. Since then, we’ve been working hard to build brand awareness and conduct as much market research as possible with end-consumers. We want to ensure we tailor our product selection and offer retailers first-hand assurances in their demand.

As part of that, we exhibited at Grand Designs Live in May, which hosted over 120,000 visitors over the course of nine days in London’s ExCel.

What response did you experience there?

The general public love our collections, and all of our products enjoy a lot of attention no matter where they go. It’s clear we offer something new and exciting to the end-consumer.

We were delighted to have our pieces selected by Simone Gordon, co-founder of Owl Design, to furnish the Grand House installation. Having the opportunity to share centre stage with many outstanding suppliers who contributed to the 900m2 build was a privilege, and during the course of the exhibition we were spotted by Grand Designs’ host, Kevin McCloud. We explained to him the great efforts our partners in Ukraine undertook to enhance the house, as they managed to produce and ship pieces within two weeks’ notice. Kevin was truly in awe, and very supportive. We were honoured to receive his public endorsement at Grand Designs’ main stage, where he highlighted the importance of supporting Ukraine. His opinion was acknowledged with rounds of applause from the audience, and from there we definitely witnessed an increased interest in our brand.

When Christina met Kevin …

What does your furniture offer comprise?

We offer premium oak designs, proudly sourced from Mebus and Tivoli, who are situated in the western region of Ukraine, near Lviv. Both are steered by furniture designers, and they work hand in hand to ensure impeccable quality and craftsmanship across a range of beautiful cabinetry, tables and chairs.

Mebus is a cabinet supplier specialising in veneer, with the ability to create a wide range of styles including round, ribbed, herringbone and CNC designs. A special mention must be made to them for the great lengths that they went to in supporting us in our partnership during exhibitions and our factory visit – we both enjoy a shared vision for the future. Mebus continue to exceed expectations with each collection they design, and their capabilities know no bounds.

Tivoli create beautiful chairs in many styles and in a range of shapes, including fabric options. Their Calm chair, designed by Julia Kononenko, was recognised with two awards last year, the DNA Paris Design Award, and European Product Design Award for 2023.

Are UK buyers wary of buying Ukrainian furniture right now?

Many retailers are surprised that furniture can still be produced in Ukraine, given the circumstances. Anyone who sees our range agrees that we have a fantastic product – though some tend to remain cautious, assuming difficulties in logistics and continuity of supply. This is understandable, and it’s one of the reasons we made the decision to visit our partnering factories in March. Not only did we have the opportunity to see the amazing facilities and state-of-the-art machinery at both Mebus and Tivoli, but we also witnessed how life in the area continues across all sectors and industries.

As you can imagine, getting to Ukraine did not come with the ease that we’re fortunate enough to be accustomed to. Crossing the border involves additional checks, and incurs shipping delays similar to those currently experienced in the Far East trade. Despite that, imports from Ukraine to the UK last year amounted to £571m, and this figure is set to rise in 2024. If you look closely across other industries and well-known, everyday UK brands, you’ll uncover many who source from Ukraine.

What’s next for Cófra?

The next few weeks are set to be extremely busy as we continue to qualify market research and explore some very exciting collaborations. We already have some brilliant retail partners on board, and we aim to increase this so more consumers can experience our products in person. We’re looking forward to the Manchester Furniture Show (find Cófra on stand B105), now we can offer a renewed and founded belief in the demand for these beautiful products.

www.cofrafurniture.com

“We’re looking forward to the Manchester Furniture Show, now we’ve a renewed belief in the demand for these beautiful products

Revving up the retro revival

Vintage Metals (VM), established by business partners James Turner and Surjan Singh, sells what it describes as “original cool” products – each piece of furniture is a nod to the iconic design and retro aesthetics of classic Lambretta and Vespa scooters, and they are coming to stand D112 at this year’s Manchester Furniture Show (MFS) …

“We are taking this core and elevating the concept to produce novel furniture, accessories, apparel, and of course, custom shop bikes,” explains director, James Turner. “Every piece is beautiful. Every piece is functional. Every piece is unique – and we are careful to ensure that what we create only respects and enhances the classic design of the original scooters.”

VM’s team of designers continuously forge ahead with creative elements for its customer base, which, says James, comprises “the cool cats, rebels, art lovers, and those who simply appreciate beautiful and iconic design! The journey has been long, and partly interrupted by the Covid pandemic, but as of this year, we are very proud to bring VM to life. Our motto – Timeless Classics … Functional Art – captures our drive to bring a slice of cool to the world.”

“What we create only respects and enhances the classic design of the original scooters

It is a unique take on furniture design – but where did it come from? “The senior team have a love for the classic brands, but are constantly innovating to produce new and unique propositions,” James explains. “It’s about the community that embodies a ride-to-live ethos, an awesome 60’s Soho design which embodies such a range of identifiable looks and product design and an underlying inertia to conformity – this is the baseline of VM, and, we feel, an awesome baseline from which to launch an international brand.”

VM branched out into furniture design as part of its longer-term strategy, and it now boasts a rich pipeline of scooter-inspired designs to bring to market, says James: “We see these propositions as cross-domain. There are those within the global scooter community that naturally identify with such furniture, but the corporate, collector and design communities are equally potent. It represents a fantastic opportunity to bring these unique designs to those with a keen eye and a love of retro.”

VM’s design process takes in various trends, philosophies and material choices, resulting in a colourful range of results. “Our sustainability policy is such that we look to use original parts that may not be useful for restoration but are perfect for novel furniture,” James explains. “We look to classic furniture and initially ask how can this be achieved with the parts available, and then we adapt and engineer the solution to provide a solid and repeatable design that encompasses modern engineering practice. It’s the perfect fusion of old and new. Clearly, the vision is key, and we have a fantastic team that provides the creative direction.

“Ultimately, our designs should be viewed from two aspects. Firstly, the function of the design, and how innovative approaches can be used to adapt scooter-derived elements to bring the design to life and sit in modern settings. Secondly, the aesthetic wrap, which is unique to VM – we treat this as a functional art, where we adapt a thematic approach to present a cohesive collection across our furniture range. Our designs usually feature a masculine and feminine duality, and you will see this aspect in all future offerings.”

MFS is set to kick-start VM’s market outreach in style, explains James: “We’ve planned to attend key furniture shows, initially in the UK, and, given its design narrative, ‘northern soul’ links and the fact that MFS has a particular gravitas, it was a clear opportunity for VM. This is our inaugural show focusing on our furniture range since we opened in February this year, and we are extremely excited!

“We’re bringing a globally unique and UK-instigated set of adapted furniture designs which will find favour in the various domains we outlined earlier. This is an exciting time – we aim to expose our vision and enhance our momentum in this space, meet likeminded innovators, and discuss design vision.”

Following the show, VM’s team plans to further explore opportunities to grow online, while plotting the launch of its first international showroom, in the US.

www.vintagemetals.co.uk

The Rocker

LEBUS UPHOLSTERY

www.lebus.co.uk

Lebus Upholstery is looking forward to bringing fresh collections to Manchester Central this month (stand C50), where its open-plan stand promises to give visitors ample opportunity to see the manufacturer’s latest models.

“These have been inspired by the latest fashion-forward trends,” states Lebus, “both in Milan and the fabulous new fabric creations at Proposte, and we plan to integrate some of

PARAMOUNT QUILTING

www.paramount-quilting.co.uk

Paramount Quilting was established in 2014, and operates from two sites in Yorkshire. Initially set up as a commission quilter for the furniture trade, the business soon spread its wings and began delivering its products across the UK and Ireland.

Paramount Quilting makes a range of products, including: quilted panels and borders for mattress manufacturers; fully-sewn borders with handles attached; a huge range of zip covers for mattresses, as well as bespoke sizes; and pillow covers/toppers for domestic and commercial use. A new range of zip covers and toppers will be presented at the show, on stand D110.

“We’re looking forward to exhibiting at the Manchester Furniture Show for the first time,” says director Jahan Zeb, “where we’ll be exhibiting some new and exciting products that visitors will not have seen there before.”

To find out more, email info@paramountquilting.co.uk or call 01924 467377.

these trends into our new designs, bringing a touch of Italian style to Lincolnshire!”

Lebus excels at manufacturing high-quality furniture at competitive prices – which has been recognised of late in the form of a large number of industry awards.

All of its sofas are handcrafted in the UK by the company’s design and development team, and the business is fully integrated, with the entire manufacturing process carried out in its purpose-built factory. “Combine this with our large dedicated workforce, and you have a winning formula,” the business concludes.

Jameson Melrose

ASHWOOD DESIGNS

www.ashwood-designs.co.uk

Offering quality furniture, hand-crafted and tailored in the UK, combining traditional techniques with modern technology to ensure high-quality construction and superior comfort, Ashwood has produced bespoke upholstered furniture in the Welsh valleys for over 20 years.

“We have a variety of collections, each with their own design, colours and material finish,” states the sofamaker. “Skilled, passionate people are at the heart of the company and, in conjunction with the very latest technology, we are rightly proud of the inspiring upholstery that we produce.”

Discover Ashwood’s latest models on stand C40.

Ordorite (stand D2) offers a comprehensive cloud-based retail management solution for the furniture and bedding sectors. Integrating all business operations into one real-time system, it connects sales and delivery teams for enhanced efficiency and profitability.

Founded in 2006 by Stephen Connolly, Ordorite continually innovates to provide the latest technology. With offices in Ireland, the UK and the US, and serving global customers, Ordorite is an award-winning leader in retail management software – and its team is looking forward to presenting its solutions at this year’s show.

DGM celebrates British design

Innovation of materials, creativity and sustainability are at the forefront of British design, as reflected in the 16 impressive submissions, across three categories, which have been awarded the Design Guild Mark in 2024 …

“Sustainability has always been an important factor for the awards, but I am glad to see now that is the priority

The Design Guild Mark is a non-profit award programme that was established in 2008 by The Furniture Makers’ Company to raise the profile of British industrial design and recognise excellence in this discipline. Over time, the mark has grown from just furniture to include categories for interior design elements and lighting.

This year’s presentation took place at Humanscale during Clerkenwell Design Week on 21st May, with presentations by Deyan Sudjic OBE, a British writer and broadcaster, and former director of the Design Museum, London. Three of the winners – Aran, Re.Wrap and Apex – also received the Jonathan Hindle Prize for outstanding design, each receiving a trophy made from solid-surface Corian and a £1000 cash prize.

Jonathan Hindle, the founder of DGM, and president of KI, EMEA, says: “As the founder of Design Guild Mark, it has been a joy to watch it develop and progress to now being widely recognised as a stamp of design excellence in the sector. Sustainability has always been an important factor for the awards, but I am glad to see now that is the priority, and evident in the judges’ selection.”

The judges were: (furniture) Daniel Aram, Aram; Joanna Biggs, Sherliker Biggs; Elliott Koehler, JPA Design; Lucy Kurrein; Heather Naylor, B&B Italia; Tom Pearce, Farrah & Pearce; Luke Pearson, PearsonLloyd; Campbell Thompson; (interior design elements) Clare Johnston, Royal College of Art; Natasha Marshall; Corinne Pringle, tp bennett; Emma Sewell, Wallace Sewell; Peter Thwaites, Rapture and Wright; (lighting) Simon Alderson, twentytwentyone; Gitta Gschwendtner; Risa Sano Mensten; John Tree, Jasper Morrison; and Sebastian Wrong, Established & Sons. Rodney McMahon, chairman of the Design Guild Mark, adds: “Meeting the applicants, hearing their design journey, and witnessing the friendly but insightful and probing questions of the judges is an enjoyable design masterclass. Designers should apply for the Design Guild Mark just for the experience of meeting the judges.”

The Design Guild Mark is unique in that applicants are required to present their actual piece in person to the judging panel, to allow for a dialogue and any questions to take place.

www.furnituremakers.org.uk

Apex, by John Tree for Hay

Bellingdon

Table and Sideboard, by Lisa Gould Sandall for ercol

sofa system, by Philippe

Malouin for SCP

Kitt, by Mark

Gabbertas for Gabbertas Studio

Maluma, by Claesson Koivisto Rune, for Modus Furniture

Tekiò, by Anthony Dickens for Santa and Cole OE1

Table, by Industrial Facility for Herman Miller

Woodland Seat, by the Gaze

Burvill team for Gaze

Burvill

ACTONA JOINS FORCES WITH FURNITURE TO GO

We are delighted to introduce the Roxby collection, a harmonious blend of elegance and practicality. Crafted with precision, each piece boasts lacquered oak veneer or lacquered rubberwood finishes.

FTG your one stop shop, with more than 1500 high quality, best-selling furniture pieces. All in stock for Next Day Delivery.

Nova leaves the competition in the shade

With the launch of the Nova Experience Centre last month, the garden furniture wholesaler reveals that its most sought-after product remains the pergola –and for good reason …

Nova has offered several pergola options for years, and has supplied over 20,000 pergolas to homes across the UK. Its rich offering is only growing, as the supplier says this shading category is more popular than ever.

“Our pergola offering is incredibly strong, thanks to our UK-exclusive relationship with manufacturers Zhengte,” comments buying director Rob Mead, who explains that Zhengte is known for providing products with strong CSR and ESG compliance, and that Nova is the only UK distributor of its pergola range.

The Nova Titan pergola, in particular, boasts a carbon-neutral production process, uses GRS-certified recycled plastic in its components, and also has no single-use plastic in its packaging. This model has also received the famed Red Dot Award for its integrated drainage system, whereby rainwater can run freely down a dedicated channel in the pergola’s leg and drain away.

“Many claim to have been awarded this prestigious design accolade,” says Rob, “but the Titan was the original receiver of this title, paving the way for other pergola designers.”

Nova’s colour options include grey, white, pebble and wood-effect. The garden furniture specialist expects pebble to replace white in the long run, with consumers wanting a softer look, and says the woodlook design is ideal for consumers who wish to enjoy the appearance of a wood pergola without the hassle of regularly sanding and treating the wood.

Pergolas are proving popular with British homeowners for a multitude of reasons – not least of which because some, like Nova’s, feature louvred roofs that can be opened and closed.

“When it’s sunny and the roof is open you can enjoy the rays, but when it’s too hot you can close the louvres to prevent burning and protect your skin,” adds Rob. “The louvred roof is handy for sheltering from the rain, thanks to the award-winning drainage system –meaning events won’t need to be cancelled due to the typical British weather!”

“It’s a costeffective way to create an outdoor room

Beyond the Titan pergola collection, Nova offers an extensive range of pergolas – a total of 14 different sizes and four different colourways – that meet different price points in the market.

“It’s a cost-effective way to create an outdoor room,” Rob explains. “With the average cost of an extension upwards of £45k and the average cost of a garden building upwards of £15k, our pergolas retail at prices under £1000, making them the perfect way to extend time outdoors.”

Plus, with any of Nova’s pergola accessories – the biggest range available in the UK, says Rob – consumers “will truly be able to build their own outdoor room”. Indeed, from privacy screens to side walls, sliding louvred doors and more already available, Rob also reveals that Nova will shortly release pergola lighting and heating solutions too.

The full range of pergolas is available to view at the Nova Experience Centre. To place an order for the 2025 season, and to discuss all pergola options, Rob recommends that interested parties book a visit through Nova’s website.

www.novaoutdoorliving.co.uk

Meet Griffin.

The unique brushed aluminium that appears like wood offers a masculine appearance that would find a home in country gardens. The breathable cushions and many table options, such as a gas lift rising table make it a sought after style.

You’re invited to meet Griffin at the NOVA Experience Centre. Book your visit today. www.novaoutdoorliving.co.uk

Gallery’s clever, compact outdoor selection

Outdoor spaces and gardens come in different shapes, sizes and styles, so choosing the right outdoor furniture for the space is important – luckily, Gallery Direct offers a wide and varied range of designs, using different materials to suit varying tastes, from compact pieces and sets for small spaces to large ones for spacious areas …

Gallery’s catalogue includes a selection crafted from FSC-certified acacia wood, offering a choices from double daybeds to compact folding pieces, all featuring impressive designs and offering value for money.

One of Gallery’s acacia ranges is the Paros, which includes a pull-out sofa and a corner set. The pull-out sofa is versatile, adapting to the user’s comfort and needs without compromising on style. The three seats of this elegantly simple sofa each feature a folding seat cushion and pull-out wooden section at the front, allowing it to be transformed into a corner lounger, double-ended lounger or full daybed for maximum comfort and relaxation – simply pull out the required section/s and unfold the cushion/s.

To complement the natural acacia wood, the arms feature rope detailing, while plump back cushions complete the look and add comfort.

“Impressive designs and value for money

For smaller spaces, but still offering stylish relaxation, there is Gallery’s Aspri lounge chair. The classic design has a hidden twist for added comfort –at the front of the seat there is an integrated footstool, which can just be pulled out, and the leg support unfolded, when the user wishes to lie back and relax, then simply slid away when not needed. For added practicality, the whole lounge seat folds away for easy storage.

The Valetta folding dining set adds a modern industrial twist to a classic design. The natural acacia wood is paired with contrasting industrial-style dark powder-coated metal, making a style statement. The set includes four chairs and a table, all of which fold for easy storage. It is well suited to a modern urban garden, but would look equally at home in a more traditional outdoor space or cottage-style garden. This is just a taster of Gallery’s outdoor furniture range – take a look at the supplier’s website to see the full offering.

www.gallerydirect.co.uk

LINDOS

Our outdoor spaces have become areas for both relaxation and gathering with friends and family, which means bringing the home life into the garden with our Award Winning Collection is more important than ever.

Combining practicality and style, the Lindos dining set folds away for easy storage or transportation, making it perfect for versatile living spaces. This elegantly simple set is crafted from Acacia wood and includes a slatted top dining table and four chairs with a stunning rope back detail, offering both durability and aesthetic appeal. For larger gatherings, coordinating chairs are available separately, allowing you to expand your dining arrangement effortlessly.

Scan the QR code for more 

Since launching the Bramble Co and Steven Shell brands last autumn, Bluebone has established several trading partners and a permanent showroom in its Manchester warehouse.

Established US brand Bramble Co offers “designs without confines, blurring the lines between sleek elegance and timeless style” says Bluebone. Joined by Steven Shell, a design maverick in his own right, the result is a fusion of classic American comfort and British sophistication.

Stand-out new launches for 2024 include the Kraton bedroom collection, Milano occasional furniture range, and the on-trend, scalloped-edge Chloe dining table. As with all products in these collections, these new pieces can be made completely the buyer’s own,

thanks to a wide array of paint colours, finishes and artwork options – Bramble Co offers a fully bespoke service on every container.

“We are looking for key Bramble Co and Steven Shell partners to promote and showcase the collections,” explains Bluebone. “As orders are by container, there is full flexibility with no MOQ per item, so partners can create a completely bespoke offer in line with their own store style and pricing.

“Why not take the opportunity while at the Manchester Furniture Show this July to come across to our showroom (also in Manchester, around 15 minutes’ drive from the exhibition), where you can see the Bramble Co product finish and quality for yourself?”

For more information, email sales@bluebone.co.uk.

MA LIVING

MA Living specialises in bespoke handmade upholstered bedroom furniture. Clients can request bespoke sizes and designs – grand headboard designs, wall boards and headboards split for the convenience of delivery and assembly are all available options at MA.

MD Uneeb Akbar, who is fully involved in the business’ operation, says: “Customers can request their own branding, and we work closely with customers to ensure we can provide a complete bespoke service. We have a unique approach to our design service – in the same way as our furniture is hand-made, so are our designs.

“Offering pure comfort, architectural designs and intelligent engineering, MA Living offers a customised blend of luxury and serenity that results in an immersive product for any bedroom setting.”

Thanks to its central location, MA Living is able to deliver nationally across the UK, and delivers to most areas weekly.

FURNITURE INDUSTRY RESEARCH ASSOCIATION

The Furniture Industry Research Association recently updated several of its business support documents to include the latest guidance and information available.

The updated resources include: Carbon Footprint Calculator 2023 Factors; UK Timber Regulation Guidance and Template V3; REACH, POPs and Biocides Chemical

Compliance Templates V2; and UKCA

Labelling Guidance and Template V2.

While members can access these freely as part of their membership benefits, the resources are also available for nonmembers to purchase via the association’s online bookshop, at www.fira.co.uk/bookshop.

Photo courtesy

Coco in petrol blue

Making a sustainable impact

This spring, Harrison Spinks published a report outlining the impact of its ongoing sustainablyfocused initiatives, from both the main bed business and its components manufacturing company. Here, group chairman Simon Spinks explains how the bedmaker is working to improve the planet while enriching its local environment, staff and communities …

By Simon Spinks

As a business, we’ve always wanted to do things differently, and we recognised quite early on the importance of creating mattresses, beds, and components in the most responsible and sustainable way. We are a purpose-driven organisation, with responsible innovation at the heart of everything we do.

We work together to help deliver what we believe is a leading position on ethical bedmaking and mattress production, taking a lead on innovation and sustainability across the Harrison Spinks businesses. We’re always reviewing and monitoring our environmental impact, and our ever-evolving strategy is a result of this.

We constantly challenge ourselves to deliver innovations with the environment in mind, both locally and globally. It has been a journey of continuous innovation to change the overall mindset to sustainability, which has been a focus for us for over 10 years.

We have always had the vision of being homegrown and vertically integrated, which is why we purchased our farm back in 2009, enabling us to grow our own natural fillings just 18 miles away from our factory. We’re proud to pioneer mattresses that are completely free of glue, foam and fire-retardant chemicals, which enables us to tell our natural story and helps avoid our mattresses going to landfill at end of life.

We’ve proudly kept the tradition of weaving in Yorkshire, helping us produce our unique wool mattress ticking fabric that is naturally fire resistant – saving over 28 tonnes of FR chemicals being used

each year [based on previous FR chemical processes].

The last 12 year has been one of review, baselining, and delivering a robust strategy that will guide us over the next decade. We have worked with consultants, employed leading sustainability and social responsibility advisor, Dr Louise Ellis-Jones as nonexecutive director, grown our dedicated sustainability team and created a steering group with meaningful workstreams to support this strategy. This has allowed us to review and drastically accelerate our approach.

We’ve made good progress. We’ve been tracking and improving our Scope 1 and 2 emissions, reducing our direct emissions by -22% and indirect emissions by -11% in the past financial year alone. We saw these decrease from initiatives such as swapping to hybrid and electric vehicles, manufacturing efficiencies, and utilising renewable energy. We also track our Scope 3 emissions relating to our supply chain and business travel to understand and reduce our total impact, and are helping our industry partners reduce these as well.

We have also adapted how and where we source materials more responsibly, such as partnering with British Wool for product that we can trace back to the farm it originates from, guaranteeing animal welfare and payment for farmers. We also upcycle clean, fashion-quality cashmere offcuts from luxury accessories manufacturer Alex Begg into our fillings, saving 1400kg of virgin cashmere each year.

Something else we’ve really stepped up is focusing our impact on people and communities locally in Yorkshire. We provide Leeds-based charity Zarach with monthly mattress donations for families in poverty, and have introduced a longer four-day working week

“We constantly challenge ourselves to deliver innovations with the environment in mind, both locally and globally

Spinks factory in Leeds

which has improved job satisfaction in the factory and increased productivity, while reducing environmental impact.

The most challenging area is probably tacking our Scope 3 reduction – this can be difficult as a manufacturer, as indirect emissions are much harder to control, so we’re always pushing innovation and working with our supply base. As an industry, we cannot improve without sustainable suppliers, which is why we have to work together as an industry, and partnerships between our suppliers and customers and colleagues are vital to keep improving this.

Our stockists are embracing our values. Increasingly, we’re seeing our retailers not only supporting what we are doing, but holding us to account on all areas of sustainability – and rightly so. This is extremely motivating for us, as we want everyone in this industry to work towards the same goal, to be more responsible and accountable.

Our farm and natural fillings story have always resonated well with customers, so we are lucky in that respect, and it’s positive for our retailers, who take this and turn it into their story to connect with their own customers. Along with the report, we also work to provide additional learning and marketing opportunities to our internal teams and to our customers to help reiterate our core values which help us stand out from the crowd.

We’ve been able to reduce our energy consumption in a number of ways, but some significant ones include compressing the factory team to a four-day week, and creating our energy taskforce, which has introduced process efficiencies across the business. The manufacturing team has also created innovative new spring coilers that are +60% more efficient than the previous standard machines.

Furthermore, our waste taskforce has helped with things like optimising our polypropylene usage, modifying the dimensions to increase the metreage in roll for encasing the micro coils, and we repurpose any clean production waste where we can.

We minimise costs by doing as much as we can in-house, but that has always been our story. Any potential savings offset the cost of future innovations and sustainable developments. This is a constant process that needs funding to deliver our ongoing sustainable ambitions.

Our story overall resonates exceptionally well internationally. Or peers have told us that our sustainable progress, as evidenced in our Impact Report, is ground-breaking within our industry. On the back of this, plus new product initiatives and a renewed strategy, we are strengthening our international sales team with new appointments and distributors, to expand our operations.

Sustainability is now embedded throughout the business, be that through dedicated sustainability

training, farm and factory tours, or community initiatives. The benefits have been remarkable, with higher engagement on all aspects of sustainable innovation and product development, as well as community, health and wellbeing.

And when it comes to local initiatives, our work helping restore the natural habitat close to home with the Wild Ingleborough scheme, as well as our charity and education initiatives, not only help us fulfil our promise to look after the environment around us, but can also attract local and likeminded suppliers and customers who share our values and want to be a part of this bigger change. In turn this then benefits the industry as a whole.

We feel we lead the way in vertical integration, product circularity, and innovation in the bed and furniture industry. We believe this has contributed not only to the benefit of our business, but the betterment of the wider industry. My role as chair of the NBF Circular Economy Committee further demonstrates our commitment to the circularity of our products and their components, and this is reflected in everything we do.

Of course, we still have further to go. Waste is the new raw material, so one of our key goals is to repurpose more and more of our clean manufacturing waste and the valuable resources within mattresses, delivering our purpose to creating a happier and healthier world.

Enriching the lives of our colleagues and our communities through better health, wellbeing and environmental initiatives is also a priority and a key focus going forward, and, on top of that, we have key commitments with the Science Based Targets Initiative Net Zero Standard to meet a long-term target of becoming net zero by 2050.

If anyone has any questions specifically around sustainability, ideas, or advice, they can contact us on sustainability@harrisonspinks.co.uk, or view our full Impact Report at www.harrisonspinks.co.uk/our-story/ sustainability.

www.harrisonspinks.co.uk

“As an industry, we cannot improve without sustainable suppliers

Harrison Spinks developed Cortec, a pioneering glueless pocket spring system

Why waste is key to a sustainable future

Demonstrating climate-positive impact is critical for winning the hearts and minds of customers in an increasingly competitive marketplace, writes Patricia Mishic O’Brien, CCO at bio-based thermoplastic pioneer UBQ Materials, who explains that, with greater scrutiny on sustainability claims, furniture retailers and manufacturers are now exploring new ways to implement sustainability throughout the furniture supply chain, including waste-based materials …

By Patricia Mishic O’Brien

“It is the responsibility of every individual and corporation to assess opportunities to minimise their environmental footprint,” said Iftach Sachar, co-head of Israel and chief sustainability officer at Keter, the world’s largest manufacturer of resin-based furniture.

To achieve climate-positive impact, furniture manufacturers like Keter are beginning to look more holistically into how sustainability can play a role throughout the value chain, from operations, product development, material sourcing and manufacturing, to distribution, customer use and ultimately, disposal.

Sachar continued: “Although plastic producers and consumer goods aren’t generally considered levers towards a sustainable revolution, small changes, at scale, have big influence. Sustainable impact often happens where you least expect it.”

By examining each step of the process, furniture manufacturers will find ample opportunity to transform towards more sustainable operations and production.

Material choices

Furniture companies are dependent on extractive materials, particularly plastics and wood. However, the environmental footprint of a sofa or desk goes beyond the materials used in their creation. Plastic, wood and other non-renewable materials are also used to transport goods and within packaging and displays, deepening the carbon footprint of endproducts.

Waste generation

Today, 22 million pieces of furniture are discarded every year in the UK, yet less than a fifth (17%) is recycled. This is partly due to the use of mixed materials within furniture, making it difficult to separate and individually recycle.

Waste generation is the reason that retailers like Crescent Garden are taking a circular design approach to their work.

Paula Douer, VP of the outdoor furniture retailer, shared: “We realised that much of the outdoor furniture in the market eventually makes its way to a landfill – in an effort to do things differently, we designed modular seating furniture that can withstand all the elements outdoors, with components that can easily be refurbished over time. In that quest, we also needed to consider using sustainable materials where possible.”

Greenhouse gas emissions

Fossil fuel-based plastics within furniture are an automatic carbon footprint builder, while using woodand agriculture-based materials deplete natural carbon sinks that absorb greenhouse gases.

Additionally, landfills, the primary destination for non-recycled furniture, are the third-largest humancaused source of methane – a greenhouse gas more than 80 times as potent as C02 over 20 years. As such, reducing the amount of furniture waste that ends in landfills can have an immediate impact on emissions.

Benefits of waste-based materials

Waste-based materials can offer an avenue for action on all three of these challenges. The waste-to-material manufacturing process converts all organic and unrecyclable waste into a bio-based thermoplastic material. Cycling waste back into productive use can work as a circular solution to resource depleting materials in the furniture industry. This creates a triple climate impact, minimising reliance on extractive materials, diverting waste destined for landfill or incineration, and enabling the avoidance and removal of associated emissions.

Sachar explained: “One method we prioritise is the use of innovative materials, swapping oil-based resins for plastics made from waste, seamlessly introducing more sustainable products into the heart of consumers’ homes and gardens.” For instance, by dissecting the inner layers of a product and sandwiching waste-based materials in place, or taking apart foundational and inner support pieces, companies can reduce the carbon footprint without any external changes. Replicating this process across the supply chain can make an even larger difference.

Douer said this has helped her company: “By adding waste-based materials to our seating we have reduced our emissions profile, without compromising the durability and functionality of our products.”

Manufacturers and retailers do not need to compromise on quality, durability, functionality or appearance to achieve progress towards sustainability goals. By identifying the right areas and opportunities for material replacement with wastebased materials, furniture companies can exemplify how small sustainable changes at scale can have a major impact.

www.ubqmaterials.com

“Manufacturers and retailers do not need to compromise on quality, durability, functionality or appearance to achieve progress towards sustainability goals

www.sgs.com/en/services/sgs-green-mark

SGS has launched the SGS Green Mark, which aims to help reduce greenwashing in the furniture industry by simplifying the third-party certification of a product’s green claims.

The SGS Green Mark enables furniture brands, manufacturers, suppliers and retailers to demonstrate the validity of their materials and processes in the manufacturing and supply of their products, helping to meet growing consumer demand for greener goods and services.

Developed in consultation with industry leaders, the mark comprises seven single attribute claims, making it the most diverse environmental claim certification and verification scheme on the market, says SGS.

Learn more by visiting SGS’ website.

Individuality through craftsmanship

From the heart of Nottingham, an award-winning furniture manufacturer, renowned for its bespoke creations, is making waves across the UK industry –meet TRL Handmade Furniture …

“We aim to reflect the unique essence of our clients and the spaces they inhabit

In a world of mass-produced goods, TRL strives to offer a personal touch – and its commitment to quality and craftsmanship has seen the maker garner a wealth of industry awards and nominations, including SME News’ Best Handmade Bespoke Furniture Provider and StartUp Awards’ Rural Startup of the Year in 2023. So far this year, the business has won StartUp Awards’ Manufacturing & Engineering StartUp of the Year for the Midlands, and has been nominated for Great British Entrepreneur of the Year award.

“Our philosophy is simple, yet profound,” states founder and director, Tim Lawson. “We celebrate individuality through craftsmanship. With every piece we create, we aim to reflect the unique essence of our clients and the spaces they inhabit.”

Tim explains that TRL is committed to sourcing materials from independent local businesses, taking a sustainable approach that cements close bonds with a growing community of artisans and craftspeople.

“From hand-picked oak to reclaimed timber, each material carries a story waiting to be told, enriching the fabric of our designs with authenticity and character,” says Tim.

“But our dedication to local sourcing goes beyond geography – it’s about storytelling. Every knot in the wood, every stroke of the brush, bears witness to the collaborative spirit that defines Nottingham’s artisanal landscape. By incorporating these elements into our designs, we invite homeowners and business owners to weave their own tales into the fabric of their spaces.”

From initial consultation to final brushstroke, TRL’s team works closely with clients to bring their vision to life. “We believe that furniture should be more than just functional – it should be a reflection of the owner’s personality and lifestyle,” Tim explains.

“At TRL, we understand that a house is more than just four walls – it’s a place where memories are made and stories unfold. That’s why we take pride in crafting furniture that resonates with warmth and authenticity. Whether it’s a cosy bench for the garden, a statement dining table for the home or a commercial property that needs to ooze personality, each piece we create is infused with soulful resonance that stands the test of time.”

TRL’s reach is expanding fast, as more and more nationals and independents alike embrace its unique offer, and five new agents have been recruited to help spread the word: Richard Jackson (Midlands and North Wales), Gary Birch (East of England and north of the Thames); Clive Loe (South London and Kent), Colin Boyce (south coast and South Wales) and Jonathan Huntsman (North East England and Cumbria).

“In a fast-paced world, TRL offers a glimpse of something timeless – the enduring beauty of craftsmanship and the personal touch of bespoke design,” Tim concludes. “As we navigate the complexities of modern life, let us not forget the value of handmade goods and the importance of cherishing the stories that make our homes truly our own.”

www.trlfurniture.com

WOODMAN

CHAIRS

www.woodmanchairs.co.uk

“Whichever party makes it to No. 10, whichever manifesto promises are kept – or, more likely, broken – Woodman Chairs will still be making and supplying quality solid oak and beech chairs, stools, benches and tables to both the retail and contract markets in traditional and modern styles,” states the supplier.

“That includes designs which have stood the test of time, and are proven winners – and always a raft of new ideas. Choice is at the forefront of our thinking. With short lead times and flexibility, we can deliver what you want, when you need it.

“If you want your own styles, we can offer a bespoke service, often with relatively low

MOQs. Why limit your choice and choke up both your warehouse and cashflow with a narrow choice from Asia – which may initially appear attractively priced, but may not be so once holding costs, damages and shipping delays are factored in? If you’re on this plan and paying far in advance for the slow boat, why not shift your thinking?

“It doesn’t have to be chairs or tables either. Components, wooden parts are also something we can help with.

“Solid wood is both the traditional and premium choice for the discerning customer. We can make that choice and finish available to you and your customers without any hassle on your part. Why miss out?

“Politicians and their promises will quickly fade away,” concludes woodman Chairs. “A solid wood chair can be for life, with some styles even approaching timeless. It’s time – if you have not already done so – to cast your vote for the enduring charm that is solid wood.”

SELFDRIVE SHOWVAN HIRE

Why customer service comes first at Rhenus

In the highly competitive furniture industry, where products often represent significant investments for consumers, the delivery experience can make or break a brand’s reputation, writes Rhenus Home Delivery (UK) …

“Particularly for two-man delivery companies, specialising in the handling of large and fragile items, prioritising customer experience is crucial,” the fulfilment specialist explains. “This specialised service is more than a logistical necessity – it is a vital touchpoint that bridges the gap between purchase and satisfaction. Here’s why enhancing customer experience in two-man delivery is not just beneficial, but essential.

“When a customer buys a new piece of furniture, their anticipation doesn’t end at the checkout, it extends to the delivery day when their purchase arrives. This stage is critical – any delays, damages, or sub-par service can sour the entire buying experience. A two-man delivery service adds value by offering not only the muscle power to handle heavy or bulky items, but also the finesse required for smooth and satisfying deliveries. Understanding that the delivery crew is often the only face-to-face interaction a customer will have with the company makes it clear why this experience needs to be exceptional.”

“Effective communication is integral to a great customer experience. From confirmation calls to tracking updates, keeping the customer informed reduces anxiety and builds trust. A two-man delivery service should provide accurate arrival windows, notify customers of any delays, and offer easy access to customer service. Utilising modern technology, like real-time tracking apps, can enhance transparency and convenience, making the entire process more predictable and less stressful for the customer.”

“Enhancing customer experience in two-man delivery is not just beneficial, but essential

Rhenus says the delivery team is the brand’s ambassador: “Professionalism, punctuality and courteousness create a positive impression, reinforcing the customer’s decision to buy. A delivery team that arrives in clean uniforms, with branded vehicles, and treats the customer’s property with respect, speaks volumes about the brand’s commitment to quality. It sets the tone for the overall perception of the company and the product.

“Offering a white-glove delivery service can significantly enhance the customer experience. This includes services like in-home delivery, unpacking, assembly, and even removal of packaging materials. For customers, this means a hassle-free experience where they don’t have to lift a finger, making the transition from purchase to enjoyment seamless. A furniture company that offers such tailored services can set itself apart in a crowded marketplace, encouraging repeat business and positive word-ofmouth referrals.

Of course, deliveries do not always go as planned –traffic, weather or unforeseen challenges can lead to delays. But how a team handles these situations can turn a potential negative into a positive, says Rhenus: “Training delivery personnel to handle customer concerns with empathy and offering solutions promptly can salvage the customer experience.

“Customer feedback is a treasure trove of insights. A two-man delivery company should actively seek feedback after each delivery and use it to refine their service. Whether through follow-up calls, surveys or online reviews, understanding customer sentiments allows companies to identify pain points and areas for improvement. Implementing changes based on this feedback not only improves the service, but also shows customers that their opinions are valued, enhancing loyalty and satisfaction.

“Quality service stems from a well-trained team equipped with the right tools. Investing in comprehensive training programmes for delivery staff ensures they are skilled in handling furniture with care, navigating challenging delivery scenarios, and interacting positively with customers.”

For two-man delivery companies in the furniture industry, customer experience is not just a component of service – it is the cornerstone, says Rhenus: “By focusing on professionalism, communication, white-glove services and continuous improvement, companies can transform routine delivery into a delightful experience. This not only fosters customer loyalty, but drives brand differentiation, in an industry where the final mile can be the most memorable. At Rhenus, we understand that investing in customer experience isn’t just good practice – it’s a strategic advantage that can elevate a business from satisfactory to exceptional.”

www.rhenus.group/uk/en/supply-chainsolutions/home-delivery/

Create a traffic build-up at your store

If footfall is down but conversions are up, perhaps it’s time to consider a few novel ideas to drive store traffic this summer, suggests our US correspondent Gordon Hecht, business growth and development consultant to the retail home furnishings industry …

By Gordon Hecht

The number-one comment that I hear from those of us in the retail world is that store foot traffic is down – perhaps as much at -30-50% less than a few years ago. Conversely, closing rates are up – over +50% at most retailers.

There’s a couple of reasons for the drop in traffic. People are researching products and shops online before they drive the family truckster around town. Previously, shoppers visited two to four stores before purchasing. Now they buy in the first or second shop they go to.

The second reason is the economy. Let’s face it – things are rough out there. Everything from gas to groceries costs more. Here at my la boca vista (phase III) home, the cost of living has gone up two dollars a 12-pack.

A third reason is the season. It’s the summer, and there’s plenty to do besides buying a mattress. Vacations, beach time and barbeques are more fun than shopping.

The great philosopher Eddie Cochran said, “There ain’t no cure for the summertime blues.” We can complain about the dearth of traffic, or wait for summer to end.

But our retail world doesn’t have to wait for something to happen. Another great philosopher, Timothy Adams, wrote, “Opportunities are seeking out problem solvers, not complainers.” If shoppers aren’t coming to us, we can go to them.

Start with this premise. It costs about $50 to bring a shopper into your store. If you don’t believe me, add up your monthly marketing and advertising investments and divide by the number of ‘ups’ that visit your shop each month. If you invest $300-500 in bringing shoppers to your store and 6-10 people show up, you’re at average.

Check out these ideas to draw people to your door or create revenue in other ways …

Centre on your centre

Many retailers are located in strip centres or around other stores. How about stepping outside your door and meeting your neighbours? Offer their employees a friends-and-family discount of $100 off a $399 purchase. Or offer them a $100-200 store credit for every referral that buys from you. If they send you five buyers, your neighbour can get a $500-1000 product from you. Print a flyer and drop it off at your neighbour’s.

And, when you visit neighbours, bring a gift. A dozen cookies or a cute plushie toy goes a long way.

Grow your sales at the traffic farm

Many towns sponsor weekly farmers markets. We have one in one in our town. There are fruit and veggie booths, but also clothing, handbags, jewellery, and more. And about 500 people walk through weekly.

“We can complain about the dearth of traffic, or wait for summer to end – but our retail world doesn’t have to wait for something to happen

Consider taking a booth. Grab up all the excess inventory of pillows, sheets and protectors, and peddle them at a deep discount. The revenue will pay for the booth and clear space. You will also develop a reputation as a place to put on the shopping list.

BTW, you need to shlep out a queen mattress on an adjustable base. Price the whole combo as a show special (under a thousand bucks). One demo on that, and people will flock to your store. And, if your town doesn’t have a farmers’ market, look for a swap meet.

Don’t forget, you can sign up for certain apps and collect bank card payments on your cellphone.

The 800lb griller

Summer means cook-outs. We love food, and we love free food better. What better way to draw traffic than to light up the barbecue and give away some hot dogs? Five hundred smackers buys a lot of ‘tube steaks’. Promote it on social media, and post a sign on your delivery truck in the parking lot. Invite the neighbours. Be extra sharp on this event. Invite your local outdoor retailer to provide the grill and help with the cooking. You provide the food. Co-brand the marketing effort, and it’s a triple win for you, the grill guy, and your shoppers. And make sure you have bottled water on hand to wash down the franks.

The tipping point

Barbers and hairdressers. Waiters, waitresses, and busboys. Valet parkers and caddies. These are people

that depend on tips for their income. They also interact with lots of people every day.

Try this out. Start doubling the tips you give. If you tip $10 on a $50 meal cheque, start making it $20. A five spot to your barber becomes a sawbuck. And add in a little extra. Drop in five or 10 business cards with a $50-off coupon to your store. Chances are good that your tonsorial expert or server knows someone shopping for your product right now.

Why not get special business cards printed, with the coupon on the back? Be sure to add in an expiration date and limit of one coupon per purchase.

It’s an everyday thing

You can draw traffic to your store in other ways. The effect may not be immediate, but it can be long lasting: join your local chamber of commerce – there are influential people in the chamber, and they touch hundreds of people monthly; sponsor the local ball team or kid’s league – a lot of moms and pops need beds; or visit local apartment complexes and meet the managers, then provide a one-pager about who you are and what you do.

The key to marketing is repetition. It takes several ads to catch a shopper’s attention. It’s the same with these events – they will snowball, even in the summer. Plan to repeat the action four or more times for effectiveness. And save a couple of hot dogs for me.

Gordon can be reached at gordon.hecht@aol.com

Why a company’s values matter

When it comes to your company’s values, are you a believer, a denier, or an atheist? Steve Pickering, the ‘unorthodox’ CEO of fast-growing South East independent bed retail chain Sussex Beds, falls firmly into the first category …

Company values act as a cultural foundation, defining the principles and behaviours that guide the organisation. They serve as a compass, helping your team understand what is expected of them and what the company stands for.

I am a firm believer, verging on an obsessive advocate. Our values are firmly integrated into our recruitment process, performance review process, and, when necessary, our disciplinary process. They shape and influence our decisions and underpin our rules of the game.

The truth is, every company has

both values and a culture, whether you have identified, documented, or published them or not – they will exist. The issue is, are they the values you and your leadership team want people aligning with?

If you haven’t actively identified, documented or published the values, then your people may start creating their own, and some of these may be toxic or unwanted.

As a small, close business, the values remain in your direct control. Your values are you, the founders, and the close team around you. As you grow and your teams expand, you need to ensure the true values remain in place.

“The key to marketing is repetition

If you haven’t identified your values, or it’s time for a review, I would recommend Traction by Gino Wickman. Turn to p35 – this provides you with a step-by-step guide on how to identify and document your values. It is easy and good fun. Remember, they are your values, it’s your culture. And beware, it’s not just your team that needs to work by your values – it’s you too.

So, what are you – a believer, a denier, or an atheist? How do you use values in your organisation?

www.linkedin.com/in/stevepickering-unorthodox-ceo/

“Every company has values, whether you’ve identified them or not – but are they the values you want people aligning with?

The importance of effective questioning

In the competitive world of furniture sales, the ability to ask the right questions is crucial, writes industry training specialist, Adam Hankinson (Furniture Sales Solutions). Effective questioning techniques not only help in understanding customer needs, but in building trust and closing sales – and by honing these skills, sales professionals can significantly enhance performance, customer satisfaction, and results …

By Adam Hankinson

1. Open-ended questions – initiating dialogue

Open-ended questions are the cornerstone of effective sales conversations. Unlike closed questions that yield yes or no answers, they encourage customers to share more about their preferences and needs. For instance, asking, “What kind of furniture are you looking to add to your home?” prompts customers to provide detailed responses about their tastes, lifestyle, and requirements. This approach helps salespeople gather valuable information that can guide them in recommending suitable products, and makes customers feel valued and understood, setting a positive tone for the rest of the interaction.

2. Probing questions – delving deeper

Once the conversation has started, probing questions help to dig deeper into the customer’s needs and desires. Questions such as, “Can you tell me more about the style you prefer?” or, “How do you envision using this space?” allow sales professionals to uncover details that might not be immediately apparent. This deeper understanding can be crucial in matching customers with the perfect piece of furniture. Probing questions also demonstrate a genuine interest in the customer’s unique situation.

3. Reflective questions – building rapport

Reflective questions show customers that you are actively listening and understanding their concerns. For example, if a customer mentions that they need a durable sofa because they have young children, a reflective question could be, “It sounds like durability is very important to you because of your kids. Is that correct?” Reflective questions help in creating a more personalised shopping experience, which is highly valued in today’s market.

4. Clarifying questions – ensuring accuracy

Misunderstandings can derail a sale, so it’s important to ask clarifying questions to ensure accuracy. If a customer mentions they want a contemporary style, asking, “When you say contemporary, do you mean minimalist designs with neutral colours?” helps to confirm that both parties are on the same page. Clarifying questions prevent miscommunication and ensure that the recommendations made align with the customer’s vision. This precision in understanding customer preferences can lead to higher satisfaction and fewer returns or exchanges.

5. Leading questions – guiding decisions

Leading questions subtly guide customers towards

a buying decision. These should be used judiciously, to avoid coming off as pushy. An example could be, “Many of our customers who love a modern look have found this sectional sofa to be a perfect fit for their living room. How do you think it would look in your space?” Leading questions can gently steer the conversation towards a sale while still respecting the customer’s autonomy in the decision-making process.

6. Alternative questions – simplifying choices

When customers are indecisive, alternative questions can simplify the decision-making process. Asking, “Do you prefer the oak finish or the walnut finish for this dining table?” provides a clear choice between two options, making it easier for customers to make a decision.

This technique is particularly useful in closing sales, as it directs the conversation towards a conclusion. Offering a limited set of options can prevent customers from feeling overwhelmed, and help them focus on making a final choice.

7. Closing questions – asking for the order

The biggest mistake in sales is not asking for the order. Having a go-to close, or a list of trial closes, is super helpful, and only requires the mechanics of actually asking the questions. How would you like to pay – cash, card, or easy payments? When would you like it delivered? What day is best for you for delivery? We’re in your area on Thursday – does that work for you? So, you’re happy with everything? Shall we do the paperwork? Happy to go ahead? Shall we do it? Whatever way works for you in style and personality is best, but salespeople often “bottle” the close with, “Here’s all the information you need.” This causes the customer to walk away. If you’ve ticked the boxes, you’ve earned the right to ask for permission to go ahead. Whatever you do, ask for the order!

Enhancing

customer experience

Mastering questioning techniques in sales is essential for understanding customer needs, building rapport, and guiding them towards the right purchase. By asking the right questions at the right time, salespeople can create a positive buying experience, foster customer loyalty, and ultimately, boost sales.

In a market where competition is fierce, the ability to connect with customers on a deeper level through effective questioning is a valuable skill that can set a sales professional apart.

www.furnituresalessolutions.com

“The ability to connect with customers on a deeper level can set a sales professional apart

Understanding retail’s cash flow challenges

In business, they say turnover is vanity, profit is sanity, and cash is king – but the cash does not always flow reliably, so it pays to understand the reasons behind today’s disruptive challenges, and how they might be addressed, explains UK Business Finance’s Karl Hodson …

By Karl Hodson

Retail is a vital part of the UK economy, and has experienced diverse challenges over recent years. Changing consumer behaviour and rising costs are just two issues that threaten success for retailers –and good cash flow is at the core of the solution.

Cash is the lifeblood of any successful business, but cash shortages can stem from a range of different business areas, making it difficult for retailers to know where to start when addressing cash flow problems.

For retailers, the speed at which inventory is turned over, and the gross profit that is made on every sale, are both significant factors in being able to pay their bills and be confident in managing cash flow long-term. The strength and stability enjoyed at an operational level when cash flow is positive also facilitates strategic growth and allows retail businesses to reach their full potential over time.

So, what are the cash flow issues facing the retail sector, and how might they be overcome?

Changing consumer behaviour

Customer buying habits have changed considerably since the pandemic, leaving some retailers with onerous leases and expenditures that aren’t sustainable as online shopping enters the mainstream.

The urgent need to change how the sector operated during the pandemic created a demand for investment in technology simply to remain competitive, leaving some businesses experiencing a cash crisis.

Soaring operational costs

Cash pressures have increased considerably in recent years, with the soaring price of energy and fuel, and increasing business rates and employment costs, adding to the cash flow challenges.

Demands for sustainability

Customer demand for sustainable products and working practices in the retail sector means that consumers are making purchase decisions based on a business’ environmental credentials, as well as on price and quality. Adapting to this demand requires a further level of investment from retailers.

So, how can retail businesses address these cash flow challenges?

“Cash shortages can stem from a range of different business areas

Prioritising cash forecasting

Forecasting their cash needs over several months alerts retail businesses to potential shortfalls and allows them to proactively address the problem –perhaps by seeking additional funding, or cutting costs. Cash forecasting puts retailers back in control of their cash and allows them to plan any significant spending with more confidence.

Developing efficient credit control procedures

By collecting their debts efficiently, retailers benefit from regular cash inflows and minimise the chances of incurring bad debts. Clear and consistent messaging around the business’ payment terms, and subsequent interest charges on late payments, can considerably improve debt collection results. Offering early payment discounts may also encourage positive cash flow.

Finding the right finance

It is vital that retail businesses secure the right type of finance, and this typically means flexible funding that addresses the changing needs of the sector. One type of funding that can be extremely beneficial in the retail sector is invoice finance – this eases cash flow, as the lender advances around 90% of an unpaid invoice, usually within 24-48 hours. Short-term stock finance is also flexible financing that can help cash flow worries.

Poor cash availability over a period of time can ultimately lead to an irrecoverable financial decline for a retailer, regardless of how much profit they are making.

It is possible for the retail sector to manage these challenges, however, and avert insolvency. Adopting technology can often provide a solution, as it makes cash management simpler and more reliable, whether in relation to cash forecasting or in other business areas such as stock control.

www.ukbusiness.finance

“Changing consumer behaviour and rising costs are just two issues that threaten success for retailers – and good cash flow is at the core of the solution

What RTVs mean for agents and principals

RTVs – return to vendor situations – occur when a supplier agrees to take stock back from a customer. But RTVs can affect the relationship which a supplier has with its agents – not least as RTVs (and discounts) given by a supplier to its stockists can also affect the supplier’s exposure to its agents, explains Stephen Sidkin, a partner at Fox Williams LLP, and a specialist in agent/ principal law …

By Stephen Sidkin

As many parts of retail remain under pressure (with well-publicised failures over the last nine months including Wilko, Wiggle, The Body Shop, Matches and Ted Baker), the use of RTV – return to vendor – is on the rise. But what does this mean for principals and agents?

RTV covers the situation in which the supplier (say, a brand) and the purchaser (usually a retailer) agree on the return of goods supplied. Sometimes supplier and retailer will have agreed at the outset that goods will be supplied on a RTV basis. In this situation, usually the retailer will have the right to return unsold inventory. Correspondingly, the supplier will be bound to take back such inventory on the terms set out in the RTV agreement.

For example, if an electronic goods retailer is only able to sell 50% of tablets supplied and an RTV agreement was entered into before the goods were supplied, then, depending on the terms of the RTV agreement, the retailer may be able to return all or part of the unsold stock at the agreed return price.

Often, however, an RTV agreement is not made before the goods are supplied. In this situation it will usually be the case that the retailer contacts the supplier and, depending on the strength of their respective bargaining positions, an agreement is reached to take back stock on specified terms.

Sometimes a brand will be prepared to take back stock in order to preserve any one or more of: the relationship with retailer; brand reputation – not least to prevent goods being sold through outlets; its ESG position, and avoid the goods going to landfill; or simply its end-of-season sell-though figures. In essence, the supplier is preserving a degree of control.

Agents and principals – the position

RTVs are good news for the retailer. It has been able to offload stock which it will not be able to sell. For the supplier, the news is not so good. But what about the agent which helped build the relationship with the retailer and procured the order in the first place? In particular, should the agent be subject to a clawback of the commission which was received in respect of the order?

It depends. If, at the outset, goods have been supplied on a RTV basis and the agency agreement is carefully drafted, then it should be possible for the principal to withhold or claw back commission

without being in breach of the agency agreement. If, however, an RTV agreement is not made before the goods are supplied, or the agency agreement does not address the situation, the principal will be unable to withhold or claw back commission.

The reason for the distinction lies in the provisions of the Commercial Agents (Council Directive) Regulations 1993 (the ‘regulations’) and correspondingly in the EU Agents Directive.

The regulations and directive provide that commission becomes due (and an agent therefore has a right to receive commission) as soon as, and to the extent that, one of the following circumstances occur: the principal has “executed” the transaction; the principal should, according to their agreement with the third party, have “executed” the transaction; or the third party (in this example, the stockist) has “executed” the transaction.

So, at what point in time does a principal or a stockist “execute” their part of the transaction, and how does this translate to the practical reality of the order process? Unfortunately, neither the regulations nor the directive define “execution”. Whilst given the lack of case law it is likely that “execution” will be

“Should the agent be subject to a clawback of the commission which was received in respect of the order?

deemed to occur at the earliest of: delivery of goods to the stockist; payment for the goods by the stockist; or the due date for delivery of the goods, where the principal has accepted an order but failed to deliver the goods, crucially, neither the regulations nor the directive prohibit the agency agreement providing something else – in other words stating what is meant by “execution” and addressing the ability of the principal to supply goods on the basis of a RTV agreement.

But where the agency agreement fails to do so, what then? In somewhat complex drafting, both the regulations and directive provide the circumstances in which an agent’s entitlement to commission will be extinguished.

Specifically, the legislation provides that an agent will not be entitled to commission where: it is established that the contract between the principal and the third party will not be executed; and that fact is due to a reason for which the principal is not to blame.

Unfortunately for the principal, this amounts to bad news. This is because: by accepting the stockist’s RTV for (by way of example) the sake of preserving goodwill, the principal is not in the situation where the reason for non-execution of the transaction is a reason for which the principal is not to blame; and the regulations and directive make clear that any provision in the agency agreement to derogate from this position to the detriment of the agent is void!

Agents and principals – why does this matter?

Whether under the terms of the agency agreement the principal is able to withhold commission or claw back commission which has already been paid matters in a number of respects.

First, in terms of the principal’s overheads. A principal which has not been paid for goods delivered will incur the further cost of commission unless a RTV agreement was entered into at the outset with the stockist and the agency agreement has been drafted to address the situation.

Second, where the principal has failed to pay commission which was due, the agent will have a claim for “back commission” (that is, commission where an order accepted by the principal has not been fulfilled for a reason for which the principal is to blame). Sometimes it will suit the agent only to claim “back commission” after the agency agreement has ended.

Third, in most situations where the agency agreement is terminated, the agent will be able to claim either compensation or indemnity in respect of the loss of the agency. Where the agent is able to do so, the agent’s entitlement to back commission will be taken into account in calculating both compensation and indemnity.

Fourth, and finally, the issues which apply to RTVs also apply to retrospective discounts which may be given by the supplier to the stockist.

www.agentlaw.co.uk

The Furniture Makers’ Company the furnishing industry’s charit y

SUPPORT FOR FURNISHING INDUSTRY PEOPLE

Struggling financially? We’re here to help!

As the charity for the furnishing industry, we have been supporting the welfare of people working in the trade since 1903. We help furnishing industry people by providing financial grants and practical, useful advice.

020 7256 5558

07366 568 458

welfareofficer@furnituremakers.org.uk www.furnituremakers.org.uk/welfare

“RTVs are good news for the retailer – for the supplier, not so good

ANTI COPYING IN DESIGN (ACID)

AI – friend or foe of IP?

Intellectual property (IP) rights require permission for use, but AI drives a bullet train through traditional IP frameworks, and algorithms are the rocket fuel, perpetuating exponential momentum, writes Dids Macdonald OBE, the chair and founder of design rights champion, Anti Copying in Design (ACID) – so, what can be done about it?

By Dids Macdonald

In the furniture industry, AI has revolutionised design, prototyping, production and marketing, presenting opportunities, challenges and threats, particularly regarding IP issues. The current (as of the time of writing) Government’s stance involves a crosssector, outcome-based framework for regulating AI, emphasising principles like safety, transparency, fairness, accountability and governance. However, without formal regulation or buy-in from Large Language Models (LLMs), managing these expectations remains a global challenge.

Recently published election manifestos showed both parties recognising AI’s transformative potential and the need for regulation, with Labour advocating strict oversight and public protection, while the Conservatives support a pro-innovation regulatory framework with international collaboration. Alternatively, the Liberal Democrat manifesto advocates for robust regulations on AI to ensure ethical use and transparency. They emphasise safeguarding IP rights while promoting innovation. The party seeks a balanced approach to foster technological advancement while protecting creators’ rights and public interests.

AI offers numerous opportunities for the industry, among which are: enhanced design processes (AI can help designers explore innovative ideas, resulting in unique, creative solutions); improved IP protection (AI can help monitor and detect potential design infringements – personalised design solutions can be developed through AI algorithms analysing user data, improving user experience); innovative collaboration (AI fosters collaboration between designers and AI systems, merging human creativity with machine intelligence to produce novel solutions); and optimised production (AI streamlines processes through automation and predictive maintenance).

However, several challenges arise, such as: digital asset protection (the digitisation of designs increases risks of unauthorised copying and distribution, requiring robust cybersecurity measures and updated IP laws to address AI-generated works); IP ownership and authorship (determining ownership and authorship of AI-generated designs is complex – clear legal frameworks are needed to address whether the

developer, operator, or owning company holds rights, and, to date, the UK lags in addressing these issues); and compliance with standards (AI-generated designs must meet safety and quality standards, necessitating regular updates to standards and rigorous testing).

Threats posed by AI include: IP theft and brand damage; potential for infringement (AI algorithms may unknowingly generate designs that are similar to protected designs – uncertainty about IP ownership of AI-generated designs has led to increased disputes between IP rights holders and AI providers); ethical concerns (AI’s role in design raises questions about replacing human designers and the potential loss of traditional craftsmanship – the legal landscape is still catching up); legal framework complexity (clear regulations and guidelines surrounding the protection of design rights in the context of AI do not exist, making enforcement and protection of IP rights confusing – for example, 3D and 4D designs); data privacy (AI systems require vast amounts of data); algorithm transparency (complex AI algorithms may lack transparency, making it difficult to understand and verify decisionmaking processes); and dependency on AI (which may make designers vulnerable to disruptions and failures in technology).

To harness AI’s benefits while mitigating its challenges and threats, the furniture industry must invest in robust cybersecurity measures to protect digital IP, as well as advocating for updated clear IP laws. Whichever party forms a new government, there is an agreement for a design consultation, and this is the industry’s opportunity to make its voice heard. Fostering collaboration between AI developers, designers and legal experts will help to navigate AI-generated IP complexities and prioritise ethical considerations, balancing technological innovation with human creativity and craftsmanship.

AI presents transformative opportunities for the industry, but also significant challenges and threats, particularly in IP. By addressing these issues proactively and fostering a collaborative, ethical and collective approach, the industry can navigate this new era of innovation effectively.

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“The industry can navigate this new era of innovation effectively

How do you stay optimistic when faced with bad news?

That depends on the degree of bad news. I try to be a grateful person, so I often have a little word with myself and put things into perspective, try to engage some Christian values, then follow it up with a nice glass of red!

Nichola Bell (Alpha Designs Upholstery)

By taking a holistic view and tackling the problem one bite at a time

Steve Adams (Mattress Online)

It is what it is. You can’t change what’s already happened, you can only make a difference to how things move forward

Andy Stockwell (Gardiner Haskins)

Hurdles provide opportunities to review and grow. As long as the bad news doesn’t keep repeating itself, they’re often the moments that drive positive change in a business

Jonathan Burrage (Hydeline Furniture)

There will always be brighter days. What you do now in business will often have an effect in the months and years ahead, so don’t be so concerned about the here and now if you’re working hard on the right things

Greg French (Westgarth Furniture)

When the sh*t hits the fan, go back to the plan

Jerry Cheshire (bed and mattress expert)

I try to focus on the positives – there are always opportunities, even in the most dire of marketplaces

Nick Williams (Sweet Dreams)

This is a terrible cliche, but bad news is just an opportunity to reflect, spot new opportunities, and adapt. We need the odd bit of negativity in order to grow and make improvements

Nicolle Hockin (Devonshire)

Look for the positive, and work on that option. Life moves on Brian Levitt (Brian Levitt Sales Agencies)

I first seek support from loved ones. Engaging in self-care activities helps me restore my wellbeing and resilience. Instead of dwelling on negative events beyond my control, I focus on what I can influence, channelling my energy towards positive actions. Maintaining a positive mindset involves challenging negative thoughts and reframing them into more optimistic or realistic perspectives. Remembering that nothing is forever, and that perspective is key, keeps me hopeful in difficult times

Mike Murray (Land of Beds)

Resilience is a key attribute for any CEO or business owner. For every success there are dozens more failures. Failure is simply the journey to success. I’m not saying I don’t get down or fed up when things don’t work or go to plan – but this is short lived. I get up, dust off, learn from the experience and move forward. Remember, it took 39 failures for the inventors of WD40 to get the formula right!

Steve Pickering (Sussex Beds)

By understanding that ‘all things pass’. There’s no recession or downturn we’ve not already been through and worse, and people succeed and fail during them just the same Jonny Staker (Vanquish)

Optimism always sounds a bit passive. It’s about hard work, creativity and teamwork. Then you have to trust the process, and I find that at times like that a good team will turn things around

Paul Little (Airsprung Beds)

Having managed the business through a seemingly endless succession of ‘bad news’ events, I’ve become accustomed to smiling in the face of adversity. As a leader, you have to stay positive, encouraging and motivating your teams. Adversity can often bring about changes which drive innovation and instil fresh impetus

Peter Harding (Fairway Furniture)

Carefully analyse the issue to determine and extract the positive feature, then motivate the entire workforce to continue in a positive direction

Sam Jackson (Bluebone Imports)

I try to approach everything with a positive mindset, and the belief that anything bad that happens will soon pass and there is always a solution. From it, lessons are learned. We grow when we face challenges

James Dunne (Prestige Beds)

“We

“We’re

“We’ve

Peter Harding (MD at Fairway Furniture)