Furniture News #423

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“There’s no sign of face-to-face business being consigned to the scrapheap any time soon

There’s a chill in the air, the (sales) elves are working flat out, and our cover’s gone distinctly festive. Yes, the final issue of 2024 is here – and while it’s been quite the annus horribilis for many a business (we’re still digesting the likely impact of the Budget), we’ve plenty of stories that promise a taste of better times to come.

The trade show detractors have been out in force following the (possibly permanent) cancellation of imm cologne (how could an event that once soared so high fall so low?), but there’s no sign of face-toface business being consigned to the scrapheap any time soon, and we’ve the previews to prove it.

Our biannual Showtime feature commences on p36, and it’s full of tales of growth, innovation and engaging features (if you’re reading a print copy, you should have also received our handy 2025 Yearplanner, so you can make sure the whole office knows what’s around the corner!).

Of course, no discussion of shows is complete without covering the industry’s big hitter. Ahead of next month’s comprehensive feature, you’ll find a sneak peek of what to expect from the upcoming January Furniture Show from p58. Not long now!

But before you read that, make sure you see our lead story on p12, which concerns one of the world’s biggest furniture brands, and why you’re going to be seeing a lot more of them from 2025. I was lucky enough to secure an exclusive interview with Hooker Furnishings’ CEO Jeremy Hall, who told me all about how the NASDAQ-listed corporation is crossing the pond to make its UK debut at JFS, and why it’s chosen this moment to do so. There’ll soon will be a good deal more choice available for retailers looking to truly differentiate their offer …

And if you’re a JFS exhibitor that’s looking to stand out at the NEC (beyond advertising in next month’s issue, or the official Show Guide, of course!), and you’re reading this before 5th December, you may still have time to enter The Furniture Awards 2025 – find out more on p60.

Other highlights this issue include a look at Leekes’ new Cheltenham store courtesy of MD Emma Leeke and group visual merchandiser Joanna Mounty (p18), a rundown of the winners of the inaugural ufurnish.com Home Awards (p32, and a big well done to the Best Furniture Retailer!), and the latest developments in CGI marketing, with some tantalising new tech coming down the chimney from this month’s cover star, Chilli Pepper Designs, and Orbital Vision (from p78).

We close off December’s issue with opinion pieces on branding and discounting (p88), Employee Ownership Trusts (p94), live video shopping (p92), and plenty more besides.

I wish you all the very best throughout peak season and beyond, and here’s hoping the next annus is more mirabilis than horribilis. Take heart, there’s plenty to look forward to!

Paul Farley

EDITORIAL

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Paul Farley 01424 776101 paul@gearingmediagroup.com

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Harrison Spinks enjoys royal visit

Associated Independent Stores’ (AIS) board is to be headed up by Aldiss MD Darryl Simpson, replacing Neville Moore, MD of Ulster Stores

Heal’s has opened a 6000ft2 outlet store on Bicester Avenue

Riva Home, the Leeds-based home furnishings supplier, has made several leadership changes: former MD Justin Green as CEO; Ed Banfield as MD; Lloyd Evans as buying director; Hannah Norbu as FD; and Paul Fitzpatrick as trading director

GNG Group has appointed Rob King as BDM, with a focus on new trade sectors and contract customers

Minerva Furniture Group CEO Jim Orr, who replaced Roy Beagent last year, has stepped down

Morleys department stores has appointed Allan Winstanley as its new CEO, starting in January, and taking over from Nigel Blow

Dreams has opened a new 10,000ft2 store in Macclesfield

Devonshire has appointed Anthony Palmer as its area manager for the South of England

Tempur has partnered with Zarach, a charity dedicated to ending bed poverty among children in the UK, making an initial donation of mattresses and pillows

Breasley (UK) has appointed Mark Kreamer to its sales team, to cover East Anglia and Essex

In October, Her Royal Highness The Princess Royal was given a look at how British-made beds go from farm to factory at Harrison Spinks. The royal visit to the bedmaker’s farm in Bolton Percy, York, and its manufacturing facility in Leeds, celebrated the business’ achievements in sustainability and innovation, culminating in the presentation of a King’s Award for Sustainable Development.

At the farm, The Princess Royal met the LordLieutenant of North Yorkshire, Jo Ropner, and the Harrison Spinks team, including chairman Simon Spinks. The company demonstrated its environmentally friendly processes, ethical manufacturing practices and commitment to protecting local biodiversity. The Princess Royal then toured the manufacturing site with the LordLieutenant of West Yorkshire, Ed Anderson CBE.

Simon Spinks says: “Sustainability is at the core of everything we do, so The Princess Royal presenting us with this incredible award and taking the time to learn how we’re continuing to push the boundaries of what it means to be a sustainable business, has been a really special day for our entire team.”

Pictured are Simon Spinks, Jo Ropner and The Princess Royal.

The Range owner buys Homebase assets

Last month, homewares and DIY retailer Homebase went into administration, putting around 2000 jobs at risk. The Range’s owner CDS Superstores stepped in with plans to buy up to 70 stores, the brand name and IP, safeguarding some 1600 jobs, but leaving 49 stores without a buyer, and around 200 jobs at risk in the stores and head office. The stores facing closure continue to trade while administrator Teneo seeks a buyer.

CDS Superstores’ group CEO Alex Simpkin says: “The Homebase brand will continue to trade online, and the acquired stores will continue to trade as Homebase over the coming months until they are transferred to CDS when they will quickly re-open as The Range superstores. These stores will include everything you’d expect from The Range, combined with much broader choice across garden, showroom and DIY categories – retaining the best of the Homebase expertise and heritage. We plan

to continue to invest in the Homebase brand, with many initiatives in the pipeline.

“We’re expecting to secure up to 1600 jobs, with Homebase team members joining the CDS family as part of the 70 store acquisitions. We’re conscious there will be a number of other experienced team members who are facing uncertainty – we’re committed to prioritising interviews for any vacant positions within our The Range and wilko brands across the country. Acquiring the Homebase brand enables CDS to access new customers and reach new communities.”

In September, prior to the administration, Sainsbury’s reached an agreement to acquire 10 leasehold stores from HHGL, trading as Homebase, for conversion into Sainsbury’s supermarkets. Hilco Capital, which bought the Homebase brand from Australian retail group Wesfarmers in 2018 for £1, failed to find an outright buyer in the meantime.

Westbridge reduced to single-site facility

In response to significant pressures this year, sofamaker Westbridge plans to consolidate all of its production into a single-site facility, with all work transferring from the WB3 building into WB2 by the end of 2024, reports owner The Belfield Group.

Westbridge says WB2 will become its sole manufacturing facility, retaining significant capacity through a proposed use of shift patterns – although the business says it will retain its WB3 facility, with a view to restarting operations there “when market conditions improve and volume demand returns”.

“Westbridge have faced several impacts over the past year that have led to this decision,” states the sofamaker. “The uncertainty in consumer confidence, combined with supply-chain and inflation pressures, created a difficult trading environment in 2024, an environment that has impacted the whole industry.

“In addition, M&S’ decision to exit the ‘bulky furniture’ market has resulted in us accelerating transformation plans to mitigate the loss of a significant portion of our traditional intake. The decision to move to a single manufacturing site allows us to accelerate our ‘factory of the future’ concept, providing us solid foundations for growth, whilst rationalising cost to ensure the business can complement its superior design and quality with competitive prices.” Westbridge says it is taking steps to ensure that there is no impact to customers during the transfer of work from WB3 to WB2.

The move follows a consolidation of Westbridge’s workforce this summer. The Belfield Group has also announced a further review of headcount within the Belfield Leisure business, and it plans to exit the soft furnishing market, with an expected wind-down of the Belfield Home business by 31st January.

British Furniture Association (BFA) is the new BFM

The British Furniture Manufacturers (BFM) has announced a change of name to the British Furniture Association (BFA), to consolidate its expanding representation in the UK marketplace.

BFA representatives announced the change at a press reception in London last month. “Increasingly, the BFA has successfully moved from solely representing manufacturers to include a broader audience – all with a commitment to supporting British-made goods,” states the association. “These include suppliers to the trade including components and services, furniture retailers, designers and educational bodies and businesses, which are all housed in the three categories of membership, Manufacturer, Supply and Retail.”

BFA MD Phil Spademan continues: “With the changing nature of the industry and more recent expansion of membership, we felt it was the right time to change the name of the organisation to reflect the broader range of businesses in our industry and association. The title British Furniture Association provides a catch-all description of the new markets we operate in, without any change in our fundamental position to represent those organisations committed to supporting British furniture, from design, manufacture and industry engagement, right through to the sales.”

Nick Garratt, chair of the BFA, adds: “The BFM was founded in 1947, and since its formation, the industry has changed substantially. The number of manufacturers has declined and consequently manufacturing membership of BFM is now much smaller than it once was. Businesses in the industry are now much broader, with vertical integration blurring the lines of traditional business models. Retailers have moved into manufacturing, manufacturers have moved into retail, and in some instances, manufacturers have acquired downstream suppliers.

DFS has appointed Marie Wall (ex-Imperial Brands, Wolseley and Dixons Carphone) as interim CFO

The National Bed Federation has produced a second puppetdriven testimonial video featuring industry suppliers, to promote the benefits of membership

“The membership of the association had already changed to reflect the broader needs of the industry. The long-established Supply category has grown substantially, and the industry and organisation has seen the benefits of bringing suppliers and manufacturers closer together. The more recently launched Retail category is also expected to continue to grow.

“As an organisation, there are many benefits of scale. A key part of our objectives include lobbying Government. The bigger our scale, the more companies and types of companies we represent. There are also purchasing benefits through representing a bigger membership group, and while BFA is a not-for-profit organisation, growth is required to maximise effectiveness.”

Dreams opens premium concept store

Dreams has opened a new concept store in East Sheen, London, marking “a significant milestone” in the company’s growth strategy. Dreams says the concept represents the future of its retail strategy, with a more premium in-store experience designed specifically for smaller high street locations.

Covering 4000ft2 over two floors, the store showcases a range of branded mattresses from Flaxby, Tempur and TheraPur, and features several design innovations, including: upgraded Sleepmatch technology presented with illuminated lightboxes

NBF pays tribute to former president ASSOCIATION

The National Bed Federation (NBF) has paid tribute to former president Jim Gerety, who, after a brief illness, passed away on Saturday 9th November, at the age of 66.

“It is with deep sadness that we announce the passing of Mr Jim Gerety, a cherished member of the NBF and Vispring Ltd families,” announced the federation. “Jim joined the NBF board in 2019 and served as president from 2022 to 2024, an honour he fully embraced, and a role that was greatly valued by the NBF secretariat, board and council.”

Jim was a well-respected figure in the bed industry, both nationally and globally. He started his

and floating shelves; the introduction of two 55in digital screens, which dynamically showcase campaign and service messaging; and premium in-store ambiance, with Dreams’ signature blue perimeter walls, mood lighting, and textures.

Dreams plans to open further stores in the coming months, and is recruiting 50 new members of staff. CEO Jonathan Hirst says: “By bringing this experience to smaller high street locations, we’re making Dreams more accessible, without compromising on quality.”

Dunelm Group has acquired Homefocus Group (Home Focus), a soft furnishings retailer which trades under the Home Focus at Hickeys brand, with 13 stores trading across the Republic of Ireland

Arlo & Jacob is set to open showrooms on Mount Pleasant Road in Tunbridge Wells, and Albert Bygrave Retail Park, St Albans, this month

The Furniture Industry Sustainability Programme (FISP) has welcomed new steering committee members Simone Greyling (Ocee & Four Design), David Matthews (Rhubarb Seating), David Murphy (EFG Office), Trevor Nixon (Wren Kitchens), Paul O’Brien (The Senator Group) and Andy Price (Hunts Office Furniture)

career with Vispring in 2011 as sales director, and became MD in 2016, a role which he maintained until his retirement in late 2022.

Upon retiring, he was succeeded by Martin Gill, with whom he had collaborated closely while also serving as MD of And So To Bed, says the NBF: “Even after his retirement, Jim remained a member of the Vispring board and continued to support the Flex Bedding Group, working closely with CEO Rafael Gonzalez and COO Alain Rauh. Through his ongoing involvement and leadership, Jim played a significant role in helping Vispring grow into the successful luxury bed brand it is today.”

The Furniture Makers’ Company’s inaugural Graham Kirkham Award has been bestowed upon Sandra Fawcett, PA to James Barker, MD of Barker & Stonehouse, for her 24 years of service organising the Teesside Golf Day

The British Furniture Association (BIA) Future of Furniture Awards, which focus on education and sustainability, are now open for entries

BRITISH FURNITURE

January Furniture Show

Savannah W come to The heart of your home.

Born in the USA

Where there’s a will, there’s a way – just ask Hooker Furnishings’ CEO Jeremy Hoff, who, in just under a year, has paved the way for the US corporation’s entry to the UK market. All will be made clear at next month’s January Furniture Show, but in the meantime, Furniture News’ Paul Farley shares an exclusive insight into an offer set to bring new life to shop floors in 2025 …

Jeremy Hoff

In April 1924, a 29-year-old Clyde Hooker Sr looked around the town of Martinsville, Virginia, and saw an opportunity to address some of its financial hardships by founding a new business, with the help of community-raised startup funds and donated land.

Today, 100 years later, the seed he planted has grown into Hooker Furnishings Corporation, one of the largest publicly traded furniture companies in the US, and a global leader in design and manufacture. The Nasdaq-listed business, which is still headquartered in Martinsville, caters to both residential and commercial markets, and, through acquisition and evolution, now operates and supports some of the nation’s best-loved homewares and lifestyle brands, working out of 12 business units.

In short, Hooker Furnishings is an industry giant. And next month, it’s coming to the UK.

“We have a really good domestic growth strategy, but to grow exponentially we need to go to other parts of the world,” begins Jeremy Hoff, the corporation’s fourth CEO, and its first from outside the Hooker family.

Jeremy’s CV spans some of the biggest US brands, including Broyhill, Theodore Alexander, and Universal. He joined Hooker Furnishings in 2017, and, through strategic acquisitions and the development of new partnerships, has further cemented its enviable industry status.

This year, however, marks a turning point for the company, as it takes its first steps towards international expansion. And for Jeremy, whose personal experiences have helped catalyse and guide the entire strategy, crossing the pond is something of a passion project.

“I was at the January Furniture Show earlier this year, with Ian [Crowther, a well-known furniture agent/

distributor and Hooker’s ‘man on the ground’ in the UK] and Brad [Miller, Hooker’s VP international sales], and we made a point to get to know a lot of people walking the halls of the NEC.

“We took the time to sit down and talk to people – it’s amazing how much you learn at markets from just listening. And we got a lot of great feedback from some pretty substantial (would-be) customers. We asked if there were any holes in what’s available, and discovered that there was a clear appetite for something new.”

While there, Jeremy also took the opportunity to engage with “some talented merchandisers”, and helped assemble a UK-based team to work with Ian. “We got lucky on the talent,” he admits. “People are everything.”

Although he hadn’t done business here before, Jeremy says he was quick to relate to the UK’s working culture.

“This is the first time we’ve developed specific ranges and products for markets outside the US

“We’re pulling out all the stops

“I’m from the Midwest, and I think we have a lot in common,” he explains. “We share a lot of the same values in how we go about our business. Both are very hard-working cultures – people want to get things done. And the furniture industry itself is a great industry, full of people who love what they are doing.”

Those trade fair exchanges would prove fundamental in shaping Hooker Furnishings’ strategy. Jeremy would be the first to admit that his team never claims to know everything – getting the lowdown from the market floor, and empowering a UK team to execute the lion’s share of the work, were crucial.

“This is the first time we’ve developed specific ranges and products for markets outside of the US,” he says. “At 100 years old, it’s tempting for a business like ours to just fall back on a mindset of ‘we do things this way’, and just start selling as much as we can to the rest of the world.”

But the company, having sold into the likes of Russia, China and the UAE on (what turned out to be) a short-term basis, now prioritises longevity.

“It makes a lot of sense to us to seek to understand

the European markets,” he says. “We’ve sold into other places before, and yes, you can get a quick hit, but it hasn’t proven sustainable. If we figure it out, having a UK business – and, after that, the rest of Europe – is more sustainable. Harder to get in, but more sustainable.”

Consequently, Hooker Furnishings’ approach to the UK has been a considered affair (albeit delivered at breakneck speed), whose results will become clear next month, on stand 1-A60 at the NEC, where the company will unveil five ranges with a Modern Country aesthetic, encompassing dining, occasional furniture and custom upholstery.

British designers and merchandisers have given the new ranges a distinctly localised flavour in terms of scale, materials and styles (more on that in next month’s issue), but Jeremy asserts that any retailer hungry for newness in their cabinet offer will not be disappointed.

“We’re leading with downstairs, because it’s very much the focus in UK households,” he says, and explains that the January Furniture Show debut

is just the first step towards establishing Hooker Furnishings’ “collected living” concept in the UK, and will be swiftly followed by bedroom lines, to be unveiled at April’s High Point Market. “We don’t want to wait a whole year to get new product going,” he adds.

Behind the product launches, there’s significant investment in UK-based warehousing, merchandising, IT and logistics, reflecting Hooker Furnishings’ proven collaborative approach.

“We’ve been through a lot of upheaval in our 100-year history, but, through it all, we’ve seen our retail partners as key to our existence,” says Jeremy. “They’re at the front end of product development, so we communicate a lot on shapes, finishes, delivery schedules … it’s all about relationships and product. The difference in feel between US and UK product might not be as big as you’d think, but if you don’t address the differences you have 0% chance of being successful. So, we ask retailers what their customers want, what they need from us, and how our offer can dovetail into their available space.”

Given Hooker Furnishings’ vast scale, the localised offer is, of course, backed up by a world-leading network of finish expertise, compliance and quality control. Balancing the micro and macro demands of such a supply chain supply chain requires finesse, but Jeremy is confident in the company’s approach. “While our ERP is in the background, the product, sales and customer touchpoints are all UK driven, which makes for more competitive pricing,” he explains.

“Despite its size, Hooker Furnishings sees significant potential in the UK marketplace, if approached strategically. To put things in perspective, the UK has a GDP roughly equivalent to three times that of Florida – a key US trading territory for us –highlighting the scale and opportunity present,” says Jeremy.

“If we’re successful in the UK – and I firmly believe there’s a place for us – it’s going to be very meaningful to us,” he reveals. “In the US, we’ve had two rough years recently, with high interest rates, and low demand for furnishings in the wake of the Covid boom. But things will get better – and, while they do, we’re putting everything we know into this expansion. We’re pulling out all the stops.

“When I visited Birmingham last January, it hit me what an opportunity there was. And we should’ve taken that opportunity 10 years ago. But we’ve finally got it figured out, we’ve invested in all the right places, and we’re going to make it work for the long-term.”

“We ask retailers what their customers want, and what they need from us

Ben Womack’s all-star cast

During the depths of the pandemic, when trade professionals were keen to reach out to one another, stay connected, and buy or sell stock, furniture importer Ben Womack launched the Trade Only Furniture Group across various social media platforms – and has since gone on to record regular podcasts in conversation with industry experts …

How’s the group going? Has it changed much? The group is going really well, it’s now over 2200 members and growing. It is strictly trade only, and all members are vetted before they can access the group.

What commercial/business aims have you realised thanks to the group’s community?

Having a dedicated trade furniture group, where you can post/advertise for free to a targeted audience, has made a huge difference to my business (and, I’m sure, to many others in the trade).

Why did you create a podcast for the industry?

I like listening to podcasts and think they are informative. There wasn’t one for the furniture trade and I thought it was a good opportunity. It’s been a good way to network for myself, and a marketing ecosystem that I have exclusivity on.

What’s been the most challenging part of delivering the format?

Time. It’s not always easy to lock people down. There’s been a few technical issues, but generally it’s been good.

Can you list some of the guests you’ve already hosted?

Paul Wray, Gavin Boden, Lesley Edgar, Ian Bellis …

Would you say there’s a common theme to your discussions?

Yes, it’s focused on the furniture trade – I try get people on who can offer the listeners educational advice related to the furniture industry. It’s also interesting and inspiring to hear people’s stories from the trade.

Please share a couple of the biggest revelations you’ve shared on the podcast … Too many to mention, it’s full of revelations!

… and what’s the most fun you’ve had during your discussions?

I enjoy doing them and listening to people’s journeys … not sure ‘fun’ is how I’d describe it.

Where next for the podcast, and for the group in general?

The group is self-managed by the members, who are constantly posting either stock they need, stock for sale, advice or services offered all trade related. The podcast will keep going, getting more guests on. The great thing is the podcasts are all done online, a bit like a Zoom call – so, if anyone wants to be a guest, please get in touch!

Listen to the latest episode of Ben’s podcast at https://open.spotify.com/ show/5As0RkNCoaE0o1CqJqkjzI, and find the Trade Only Furniture Group on LinkedIn and Facebook.

“It’s inspiring to hear people’s stories from the trade

Ben Womack

Asiatic London designs and delivers premium, trend-driven rugs, merging quality with innovation. Trusted by retailers, designers, and trade professionals worldwide, we empower the creation of stylish, inspiring, and exceptional interior spaces.

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Leekes embraces park life

On 14th November, Leekes opened its seventh home department store, on Kingsditch Retail Park in Cheltenham. Covering just 18,000ft2 of retail space, it is Leekes’ first retail park store, and a new format for the business, explains MD Emma Leeke …

“Cheltenham is a vibrant, dynamic area with a thriving local economy

Why open this store, and why Cheltenham?

Opening a new store in Cheltenham aligns perfectly with our strategic vision to expand Leekes’ presence in communities that value high-quality items in their home, and a personalised service.

Cheltenham is a vibrant, dynamic area with a thriving local economy and a demographic that matches our customer profile – people who care about investing in their homes and creating beautiful, functional spaces. Expanding to Cheltenham allows us to strengthen our brand footprint in the South West and build on our reputation as a trusted, family-owned independent retailer.

We’re excited to introduce our unique range of products and expert services to this area and also bring our brand closer to customers who share our passion for creating beautiful homes.

How did you keep it ‘on brand’?

Every element, from the store layout to our chosen product selection, emphasises our commitment to offering leading brands, quality and style across a number of product categories. This is our first store of this size that offers a comprehensive furniture offering, along with fitted kitchens, bedrooms and a range of accessories – allowing customers to furnish their home and add all the finishing touches. Our new Cheltenham team has been with us for over a month and have spent time in our other stores and with the wider team to be trained to provide the personalised, expert guidance customers expect from Leekes.

How

are you driving footfall?

We have a multichannel marketing strategy for our new store launch that includes direct mail, out of home, radio and a number of features in Cheltenhamspecific lifestyle magazines that allow us to showcase the beautiful ranges we have on offer. Alongside this, there is a digital awareness strategy for the brand including online video, display and social media advertising to help create online excitement around our brand and show customers what they can expect from us.

What do you like about the location?

We love Kingsditch Retail Park for its accessibility and convenience, making it easy for customers from Cheltenham and surrounding areas to visit us. The retail park has a fantastic mix of well-established

brands, which attracts a high footfall and creates a vibrant shopping environment. It’s an ideal setting for Leekes to showcase our quality home products to a broader audience, and the ample parking and accessible layout align with our goal of providing a smooth, enjoyable shopping experience.

What does the store team look like?

Our new store manager is Jonathan Lay, who has a background in furniture retail and is local to the store. His team includes a number of furniture experts, kitchen designers and catering professionals that work in our in-store cafe.

How does the store work as part of Leekes’ omnichannel offering?

Customers are able to explore a wider selection of products in-store thanks to our kiosk, which allows them to browse and search our website. Customers can also click and collect to this location if they have made a website purchase.

Getting the look

Group

visual merchandiser

Joanna Mounty is responsible for the look and feel of Leekes’ stores, and works with every team to collaborate and design suitable spaces for the products the retailer wants to display. So, what are her thoughts on Cheltenhams offer?

What’s on show in Cheltenham?

We have over 80 furniture ranges on display in-store, covering living, dining and bedroom categories, including over 25 beds on display. Customers can also explore eight fitted kitchen and bedroom displays that showcase a selection of the ranges we have to offer, along with bedding, towels, accessories, lighting and more.

How would you describe the store’s atmosphere?

The store is a bright space, with plenty of natural lighting, creating a warm and inspiring shopping experience. Split over two floors with a lift and escalator, shoppers can explore the wide selection of products on offer. The chosen colour pallete of warm neutrals and rich jewel tones creates the perfect backdrop to complement our range of home furnishings, and offers a relaxed yet sophisticated mood.

From the layout to the decor, it was thoughtfully curated to make customers feel at home, while also inspiring them with fresh ideas for their own spaces.

Is this showroom different from the rest?

This is our first store of this style, and our very first Leekes store on a retail park, so we are very excited to launch – our others stores offer a wider mix of products and services due to their much larger footprint.

Any other developments we should know about?

We continue to refurbish our flagship store in Llantrisant, near Cardiff, South Wales as part of a £4m investment. Work on Phase 3 of this refurbishment is due to start in the new year.

www.leekes.co.uk

“This is our first store of this size that offers a comprehensive furniture offering

Transatlantic business made Simpler

How can British design brands make their mark in the North American market? Building on 21 years’ experience of promoting European and UK KBB and interior brands, Simpler PR’s Marie Fuller believes she has the answer …

This autumn, Marie announced the launch of Simpler PR in the US, with the aim of helping UK brands navigate that substantial marketplace, offering bespoke PR solutions including media relations, brand positioning, influencer campaigns and general assistance.

“We’ve spent decades building relationships in the UK’s KBB interiors industry, and now we’re ready to take that same commitment and passion across the pond, where UK style meets US demand,” she says, adding that the US interior design and KBB market is booming, with over 50% of homeowners investing in home improvements last year. The sector is valued at $140b, with affluent households “particularly keen to add a touch of luxury to their homes”.

Furniture News was keen to find out more …

How long have you been involved in interiors PR, and can you give us an idea of the clients you’ve worked with?

Simpler PR was launched in March 2003, so we’ve just celebrated our 21st birthday! Our speciality is interiors, and we have had – and still have – some fabulous clients, including Natuzzi, Atkin and Thyme, Little Folks Furniture, Aspace, Laura Ashely lighting, Där Lighting, French Bedroom Company, and Homescapes, to name just a few.

What prompted you to expand your services to the US?

Do you think there’s a marked appetite for British interiors products there?

Definitely! There is an appetite and appeal for British goods – the quintessential qualities of UK-designed products will have traction, for sure. There is a particular allure in products that combine heritage with modern appeal. Successful British interior brands like Oka, The White Company and Farrow & Ball have already benefitted from their British identity. In many cities there are particular British goods shops selling nothing but British products – all at a premium!

“There is an appetite and appeal for British goods

Over the last few years, I have spent months at a time in the US for personal reasons, and have been fascinated by consumerism and the media there. By living and breathing the culture, I’ve been able to see first hand what seems to work, and how consumers purchase interior goods and services. Everything seems bigger, so that means bigger homes, more rooms! It was an irresistible challenge!

What are the main similarities in how interiors PR is executed in the US compared to the UK?

Our considerable experience and research have shown that US media requires very specific information, which can be different to the requirements of UK press. Whilst they are interested in product, they’re also very keen on expertise surrounding the product features. The media landscape also changes across the states to suit the audience.

There’s also a huge appetite for online content and inspiration, with most US consumers being completely confident purchasing online.

The geographic differences are more pronounced than they are in the UK. Social media plays a huge role in shaping consumer decisions in the US, and influencers are considered essential to a campaign. Another key difference is that, unlike the UK, many American homeowners rely on interior designers and industry professionals to guide their home choices. So, whilst there are similarities, there are more differences!

How can interested parties – on both sides of the pond – find out more?

Please visit our website or email myself, marie@ simplerpr.com. We’d love to hear from you.

www.simplerpr.com

Marie Fuller

GNG gets Komfi for 2025

Following the successful launch of a number of new Komfi mattress collections at the NBF Bed Show in September, Furniture News caught up with Richard Gretton, commercial director at GNG Group, to find out more about the new product range and the business’ plans for the coming year …

Could you tell us about each of the new collections?

We launched three new collections under the Komfi brand at this year’s NBF Bed Show – Infinity, Harmony and GelMed. Infinity is our premium mattress offering, and combines the cooling benefits of TrueGel with the breathability of TrueAir foam, ensuring adaptive support and comfort throughout the night.

Harmony is our eco-friendly option, a fully carbonneutral mattress designed for environmentally conscious consumers. It features Ecofoam, which is made using 100% recycled foam, and a Seaqual fibre cover, containing recycled marine plastic.

Lastly, we unveiled the GelMed collection. GelMed builds upon the success of the KomfiMed product range that we launched last year, and is a collection of innovative hybrid mattresses which combine TrueGel technology, medically proven foam and pocket springs.

What are some of your key USPs as a company?

“Our Komfi proposition now offers a full hierarchy of products

What inspired the design and development of these mattress collections?

We’re always focusing on innovation, whilst also ensuring we are catering to the diverse and evolving needs of the consumer. Through frequent contact with our customers and agents, we had identified gaps in our product offering. Our Komfi proposition now offers a full hierarchy of products designed to meet the sleep needs and preferences of all consumers, from entry level to high end.

With our UK manufacturing operation, combined with short lead times and convenient delivery options, we are able to provide flexibility for our customers. Retailers do not have to tie up their capital in stock, or in shipping. If required, we could deliver our product to a customer on a weekly basis, rather than them having to commit to six months’ worth of stock. And we have a friendly, responsive customer service team who are always happy to work with our customers to find a solution that works for them.

What does 2025 have in store for GNG?

There is a lot to come from GNG Group and the Komfi brand in 2025. From innovations in materials and product design, to expanding our reach into different sectors of the bed and bedroom market, our strategy is developing on many fronts. We’re also expanding our team, helping to advance our position across the market.

Can you provide some insight into your sustainability initiatives?

We are always exploring new innovative and sustainable materials, with a focus on enhancing the circularity of materials as much as possible. We’re continuing to build upon the success of Ecofoam in our products, and now use in excess of 2000 tonnes per year across the business. As we have seen with our Harmony collection, carbon-neutral products and sustainable innovation is a key focus within our product portfolio moving into 2025.

What else is new at GNG?

We’ve recently refurbished our trade showroom at our head office in Normanton, West Yorkshire, and it really highlights our fantastic new Komfi product ranges. Those who have visited have been incredibility impressed, and we’d welcome the opportunity for our trade partners to visit our facilities and experience the new products.

www.gnggroup.co.uk

Richard Gretton

and

preferences. Offering retailers short lead times, reliable

Please

Chris Lester All of Ireland.

and convenient delivery options.

Tel: 00353 87 7779993 chrislester2000@gmail.com

Edward Bacon North West & East Midlands. Tel: 07976 061173 edward.bacon@icloud.com

Graham Dickinson North East & Yorkshire.

Alan White Scotland.

Jason Hillier South East & East Anglia.

Tel: 07734 853473 grehamd@aol.com

Tel: 07733 883611 alan.arredi@btinternet.com

Tel: 07876 508913 rosethornagencies@outlook.com

Nigel Hillier South West, South Wales & West Midlands. Tel: 07971 484550 nigel@nhillier.co.uk

komfi.com A division of the GNG Group. NHS Approved Supplier www.gnggroup.co.uk

Email: richard.gretton@gng-group.co.uk Telephone: 01924 950 300

GETTING PERSONAL Holly Yates

Holly joined luxury furniture and mattress e-tailer French Bedroom as head of brand in 2020, before being appointed MD in 2022. Her rich background in management and marketing has given her a strong command of the business, whose portfolio celebrates French design and femininity.

How might a child describe what you do? Fancy bedrooms.

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

Mastering my ability to ‘slow down, to speed up’ – fast and agile are great, but some of the best strategies are born out of sitting with the problem a little longer. As a natural driver, in a nimble ecommerce environment, being drawn to the fastest solution might not always lead to the most effective long-term solution. That said, how do you even define ‘longterm’ in the digital world?

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

Setting up a French Bedroom Hotel in Provence for prospective and existing customers to stay in. Plus, an annual stay for our fab team of course!

What would be the title of your autobiography? JFDI (sorry Nike!).

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

‘Love the one you’re with’ then layer in discipline, routine, boundaries – applies professionally and personally! All we have is time – and what we choose to do with it.

Who’s been your most influential mentor?

Georgia Metcalfe, French Bedroom’s founder –relentless creative vision, with a nurturing approach to inspiring and mentoring the next generation.

What advice would you give your younger self? Save some of that kindness for yourself.

What’s been your best day in business?

It’s impossible to pick just one, or one business. The many memories I treasure involve high-performance work cultures – with people I admire and respect.

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

Can we embrace a new working week? Covid presented a more fluid model, and profitability grew. A more fluid week would mean more women in boardrooms, more customers better serviced, more productivity from boardrooms, to factories, to stores. From life stages to neurodiversity, asking employees and teams to conform restricts their ability to perform. All the data points to women making household

decisions about furniture purchases – but, whilst women can ‘have it all’, they’re struggling to ‘have it all at once’, and men are struggling to help them. This leads to talented women leaving the industry before they make it to the boardroom, resulting in unbalanced senior teams, underrepresenting our most important stakeholder – the customer. Equally, building diverse teams becomes harder when you ask everyone to conform to the same way of working – someone who loses out can’t reach peak performance. If your boardroom looks like a mirror, could a ‘new working week’ be a potential solution?

What’s the biggest myth about our industry?

That it’s still a sea of white males. There are so many incredible female founders, leaders, designers –they’re just too busy growing their own businesses or roles to have time to self promote.

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

Expect a spike for popularity in antiques, secondhand marketplaces, repair solutions, returns … consumers are more and more mindful of where their waste goes, and life continues to become increasingly expensive. We need to make what we already have last longer. Marketing is seeing a growing focus on community – over simply spending to drive traffic online or in-store. Consumers want to feel connected, detoxing from the oversaturated digital world and leaning into brands who make them feel part of something hopeful. McKinsey have a great report on this.

What question do you wish we’d asked?

Q. What could industry leaders do better?

A. Why do they keep calling Gen Z ‘lazy’? I recognise the difference between my own (millennial) mindset versus Gen Z. Take my experience of exchanging overtime for career progression. Gen Z see a way to do things differently – that doesn’t mean they’re not hungry to perform, it means they value their health, which is key to a high-performance work culture.

Gen Z are also much more prepared to embrace a more automated future – and they genuinely care about long-term business direction as a key driver for motivation. Ensure they understand your long-term strategy, respect their boundaries, invite them to teach back, and make sure they focus on ‘performing’ not ‘pleasing’ – but please don’t mistake them for ‘lazy’ to mask one’s own flaws.

www.frenchbedroom.co.uk

“If your boardroom looks like a mirror, could a ‘new working week’ be a potential solution?

YOU NEED TO BE PART OF THIS!

January’s Furniture News is our most widely distributed and in uential issue, giving your business the best opportunity to build extra sales at this crucial time!

Whether you’re exhibiting at one of the key fairs or not, we’ll put you in front of visiting buyers, on top of our wider readership.

JANUARY’S SPECIAL FEATURES ARE:

January Furniture Show preview – the biggest in the business!

INDX Furniture and Spring Fair previews Delivery Ful lment Eco Conscious

Buying Groups & Associations

Plus the latest in Bedroom, Living, Dining and Trade Services

Distributed from our stand at the January Furniture Show and INDX Furniture, January’s issue is retained by buyers all year round.

YOUR COMPANY NEEDS TO GO TO MARKET IN THIS UNRIVALLED ISSUE – BOOK IN TODAY!

YOUR 2025 SUCCESS STRATEGY

5 ESSENTIAL WAYS TO MAXIMISE YOUR SALES AND PROFIT

• ADVERTISING – Most advertising does not work very well. If yours isn’t, don’t blame the media channel, blame the message. Re-write your advertising in a benefits-orientated-style. Call Greenwood for effective copywriting know-how.

• PRODUCTS – Be ruthless with your precious floor space. If a product or collection isn’t performing after being given a fair trial, then clear it and replace it with a faster selling line. Test and measure the selling potential of all your products in a Greenwood Sale.

• SELLING SKILLS - Get good at selling. Most retailers don’t employ a proper retail sales process for big ticket goods. The most successful ones do. Invest time and money in quality sales know-how. Call Greenwood to arrange an effective sales training course for your team.

• COMPETITION – Check your competition to find out what they are offering. Avoid all-out price wars. Out-perform your competition on the most relevant beneficial points including choice, quality, value and service. Call Greenwood to mystery shop your competitors.

• PROMOTION – Promote your business effectively. Every good retailer from Aldi to Harrod’s does. Consider using a Greenwood Sales Promotion to increase sales, turn stock into cash and win future market share, while protecting your profit at the same time. Call Greenwood!

FIND OUT MORE ABOUT GREENWOOD SALES...

Take a look at our website or call us now on 07771 700247, or, send an e mail enquiry, and we’ll gladly call you to discuss the exciting possibilities we can offer you, without obligation.

–

Contact Sam Horscroft on 07764 650655 or email sam@gearingmediagroup.com or Caroline Littler on 07861 231461 or email caroline@gearingmediagroup.com And don’t forget, we

We are now booking Greenwood Sales right across the UK and Ireland from spring 2025 on a first come first served basis.

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

UK & Ireland’s Leading Experts in Retail Sales Promotion sales@greenwoodretail.com www.greenwoodretail.com

Celebrating the UK’s home heroes

Home furniture and furnishings search and comparison website ufurnish.com has announced the winners of its first Home Awards, recognising the UK-based homeowners, companies, interior designers, makers, influencers, bloggers and writers who create and share beautiful interiors, designs, furniture and home accessories …

The furniture and furnishings shopping hub, which recently announced new AI search capabilities, launched the consumer-facing awards programme in conjunction with Stylist Magazine this August, and the awards attracted 16,357 public votes across 452 entries.

Held at a ceremony at the Kimpton Fitzroy Hotel, London in late October, the awards presentation celebrated UK talent in 17 categories, including Best Furniture Retailer (sponsored by Furniture News).

The judges were: Alix Walker, editor, Stylist Magazine; Barbara Chandler, home interiors journalist; Kate Watson-Smyth, founder, Mad About The House; Max McMurdo, author, TV presenter and Dr of Sustainable Design; Eva Sonaike, designer and business owner; Jayne Dowle, journalist and author; Nicki Bamford-Bowes, interior and furniture designer; Katie Woods, homes content creator; and Deirdre Mc Gettrick, the founder of ufurnish.com and the ufurnish.com Home Awards.

Deirdre says: “The ufurnish.com Home Awards have brought together the brightest and best talent across the UK to celebrate the best of the best in homes, interiors and gardens. The love for the ufurnish.com Home Awards has been firmly felt, and we can’t wait for 2025’s awards.”

“The awards have brought together the brightest and best talent

Furniture News sponsored the awards’ Best Furniture Retailer category, which saw Leicester’s Choice Furniture Superstore (CFS) emerge ahead of finalists including Dunelm, Suns Lifestyle, Honeypot Furniture and Sweetpea & Willow.

CFS co-founder Bilal Alimahomed comments: “It was a pleasure to be nominated amongst some of the industry greats, and to be presented the award by industry leaders Furniture News really topped it off!

“You may see myself or my family as the face of CFS, but we really have an amazing army of hard working and talented individuals that make this happen – we genuinely couldn’t do it without them. We’ve worked tirelessly for over a decade on our first-born (CFS), and can’t wait to see where this road takes us.”

Furniture News’ Paul Farley adds: “This was a great opportunity for furniture retailers to enjoy recognition from ufurnish.com’s impressive consumer following.

We’ve worked alongside ufurnish.com in various guides since its inception, so were very happy to be involved in their awards debut – and to celebrate a very deserving winner!”

Each winner received a trophy, features on the ufurnish.com platform and social media channels, plus an exclusive editorial feature with media partner, Stylist – editor Alix Walker says: “Stylist was thrilled to be the 2024 media partner of the ufurnish.com Home Awards 2024. Life is busy, with more choice and todo’s than ever before. It makes sense that our homes are increasingly a safe space to retreat to from the rush of life, and a welcome opportunity to be creative and playful. The genius of ufurnish.com is that it helps us to create homes that we love, but in a really edited, manageable way.”

www.homeawards.ufurnish.com

Best and brightest

This year’s winners were:

Overall Public Vote: Jade Doutch (@jade.doutch)

Judges’ Choice: Anna Jacobs (@annalysejacobs)

Best Before and After Transformation: Shade Egun (@_homeofshade)

Best Bathroom (sponsored by Feefo): Nikki Shore (@weeny_victorian_house_in_ware)

Best Living Room (sponsored by Blinds2Go): Glen Handley (@inside.number.twelve)

Best Dining Room (sponsored by FurnitureBox): Anna Jacobs (@annalysejacobs)

Best Bedroom: Rachel Byrne (@raysmoneypit)

Best Nursery & Children’s Bedroom: Augustine Atobatele (@studio_augustine)

Best Garden: Sally Worts (@sallydoessassy)

Best on a Budget (sponsored by HiiGuru): Claire Douglas (@clairedouglasstyling)

Best Interior Blog (sponsored by Sykes Cottages): Abi Dare (www.thesefourwallsblog. com)

Best Hallway (sponsored by The Clean & Tidy Home Show): Daniel Bland (@bland_ design)

Most Fun Home Accessory (sponsored by Dowsing & Reynolds): Sophia Ferrari-Wills (@thiscolourfulnest)

Best DIY Creation: Laura Deller (@houseprojectuk)

Best Furniture Retailer (sponsored by Furniture News): Choice Furniture Superstore

Best Journalist (sponsored by Eva Sonaike): Thea Babbington Stitt, MD, Ideal Home

Best Interior Instagram: Hannah Clark, @little_edwardian_semi

Our Home concludes Bluebone’s strong year

As 2024 draws to a close, Bluebone reflects on a year of investment in its product range and showrooms, which culminated in the supplier’s first at-home show last month …

“Back in February we made a conscious decision to review our dining and cabinet offer, to appeal to the higher end of our market,” begins sales manager, Elaine Anderson.

“We conceived two premium collections: Hardwick, which boasts three solid oak dining tables; and Lille, a rattan and smoked oak finish cabinet range with a contemporary French twist. We also developed Norfolk, a robust, weathered-pine dining range with similar character, yet offering more of a mid-market price point.

“Aware that these collections need to be seen to be appreciated, we then embarked on an extensive upgrade of our Manchester showrooms, culminating in our first home show last month. Entitled Our Home, the event invited visitors to explore our collections in a relaxed, cosy environment, with a leisurely lunch and refreshments.

“We were delighted by the response we had from everyone who came along, and word has clearly spread about the experience. Due to the continued interest in visiting our showrooms, they are open by appointment until the end of the year, with a Winter Warmer Week running from 9-13th December, when customers are welcome to drop in for mulled wine and mince pies!

“These collections need to be seen to be appreciated

“Over the course of Our Home show, it became apparent that we had hit the right note – the premium collections were highlights, and we look forward to bringing them to the January Furniture Show, with confidence boosted by their reception in the showrooms.

“And there were several other stand-out new pieces for 2025, including a mango boot room locker and bench, natural teak occasional pieces, and stunning new homeware ranges.

“At the NEC next month, we’ll have two large stands at the top of the stairs from Hall 1 into Hall 2. We look forward to showing you our 2025 collections, which, in our opinion, have never looked better. It’s exciting for us to present new collections that may surprise our existing customers, and entice new retailers, while remaining true to our modern rustic Bluebone identity.

“Look out for new fabric dining chairs, in twill and linen, try the stunning new Padstow easy chair, and add theatre to your showroom with our mammoth and monumental new rustic teak mirrors,” Elaine concludes.

Visit Bluebone on stands 2-A10 and 2-A20 for a warm welcome, show offers, and and a chance to pick up the latest edition of the supplier’s quarterly magazine.

www.bluebone.co.uk

INDX FURNITURE

“Get ready to connect, collaborate and thrive at INDX Furniture, taking place at Cranmore House from 17-20th January 2025,” says organiser Associated Independent Stores (AIS).

Put together by buying and retail experts who are committed to meeting the diverse needs of today’s furniture stockists, the show brings

together top brands, market insight and design innovation.

INDX Furniture is renowned for its businessfocused format, featuring leading brands, product exclusives, and new collections across upholstery, dining, living and garden furniture and trade services.

NORTHPOINT FURNITURE SHOW

www.sfra.co.uk/northpoint-show

The 2025 Northpoint Furniture Show, taking place at the Royal Highland Centre, Ingliston, Edinburgh from Sunday 26th to Tuesday 28th January, will be located in the warm atmosphere of the centre’s Lowland Hall, with the “superior catering facilities” to be enjoyed in the recently refurbished Strathmore Restaurant, where visiting buyers can take a break from the main hall event to enjoy a coffee break or lunch.

Parking for the show promising be easier and closer for this year’s edition, with the car park adjacent to the Lowland Hall front door.

“The organising team for Northpoint 2025 has been working hard to present a broader product offering from the companies participating in the show,” states the organiser.

“Register at www.indxshows.co.uk and discover exciting product exclusives and inspiring new collections to help fuel your business growth,” AIS concludes.

Day one (17th) is reserved for AIS members, with trade visitors welcome on subsequent days.

“The forthcoming show will see an increase in the number of brands showing the best in upholstery, cabinet and occasional furniture, along with strong displays from the best in the UK bed industry.

“All the manufacturers and suppliers who attend Northpoint are already committed to supplying the Scottish market – the Northpoint Furniture Show is principally for our Scottish retail customers, North of England and Northern Ireland retail customers, with the show being positioned directly after the January

Furniture Show, giving manufacturers the opportunity to present their newest products to you for the year ahead.

“Northpoint is nothing without you, our retailer friends! We look forward to seeing you in January at Scotland’s premier furniture event, where great products, great food and great banter await!

For further details see the show website (which is continually being updated) or contact event co-ordinator George Willson on president@sfra.co.uk.

Inspiring UK retail for 75 years

Spring Fair is a leading UK trade show for retail’s buyers and suppliers – it sparks connections, broadens horizons, and brings together home, gift and fashion retailers and suppliers of all sizes from across the industry to create new business opportunities …

Next year will see the show celebrate 75 years of heritage from 2nd-5th February at the NEC Birmingham. Inaugurated by Queen Elizabeth II in 1976 when it moved to the NEC from Blackpool, and endorsed by retail icons over the decades, Spring Fair has remained a trusted marketplace for buyers of retailers, large and small.

“Finding new products that customers will love is no easy feat,” says organiser Hyve Group. “That’s why Spring Fair brings the best brands and suppliers in the industry together under one roof, so you can uncover the products that will transform your collections.”

With over 1200 exhibitors, across 12 buying destinations dedicated to Home, Gift, Fashion and Everyday – and over one million products (38% of which are available exclusively at Spring Fair) and over 400 new brands – the show promises endless opportunities to find the next bestsellers.

Spring Fair hosts the largest gathering of independent retailers from across the UK and beyond, working with industry associations to support and engage with retailers across the UK. The show attracts over 38,000 visitors, with a combined budget of £2.25b, says Hyve: “It is also the only UK show dedicated to the global marketplace, hosting over 100 international brands and attracting over 2000 international buyers.”

their stand sizes to showcase bigger collections. There are so many reasons to be part of Spring Fair’s 75th edition.”

In the Home destination, which includes high-end furnishings, decor and gifts in The Summerhouse Edit, over 250 exhibitors will showcase their latest designs. “This destination goes from strength to strength, with growth across homeware and houseware textiles, and a host of exciting new brands set to be unveiled soon,” enthuses Hyve.

“Brands’ desire to take part in this milestone event is remarkable

The 2025 anniversary edition promises to be one of the most highly anticipated in the event’s history, featuring industry-leading brands alongside hundreds of newcomers. This event promises to bring the retail community together under one roof, creating an all-encompassing place for home, gift and fashion brands to meet buyers, trade, inspire and learn.

Event director Soraya Gadelrab says: “It’s been incredible to feel and see the momentum build for Spring Fair 2025. Brands’ desire to take part in this milestone event is remarkable. The Home destination is over 85% sold out and The Summerhouse Edit has expanded by +30% – with many brands increasing

The Summerhouse Edit will be home to a curated collection of home and gift brands renowned for their craftsmanship, creativity and enduring quality, says the show organiser: “This thoughtfully designed space will offer a calm retreat from the bustling show floor, providing an inspiring environment where retailers can slow down, reflect and discover timeless products that are perfect for retailers seeking collections built to stand the test of time.”

Buyers will discover products from exclusive brands at Morgan Wright, the latest soft furnishings from Malini, as well as new designs from Ian Mankin, Garden Trading, The Libra Company, Bloomingville, Gallery Direct, Art Marketing, Pacific Lifestyle, Pavilion Rattan and many more.

Home, Living & Décor, meanwhile, welcomes the likes of Coach House, Hill Interiors, Richmond Interiors, Kaemingk, Riva Paoletti, Hanlin, Dutch Imports & Daughters, Edge Company, McGowan & Rutherford, Nordic Style and Trampoline.

The show’s heritage extends to its content stages, featuring retail luminaries such as Baroness Karen Brady CBE, Mary Portas OBE, Dame Zandra Rhodes, and Theo Paphitis. From social media skills to conscious consumerism, Spring Fair is also designing an on-site content programme to help visitors elevate retail excellence. Free business solution masterclasses help buyers and business owners to grow their retail know-how.

“With market-leading trend forecasting and innovation, Spring Fair is the ultimate hub for inspiration and intelligence, delivering essential trend insights to buyers and visual merchandisers,” adds Hyve. “The focus on future trends ensures retailers stay ahead of the curve and meet consumer demands.”

www.springfair.com

www.meblepolska.pl/en

The upcoming edition of Poland’s Meble Polska, which returns from 25-28th February, is set to be even bigger than this year’s, despite the challenges facing the European furniture industry.

“The industry is responding to the current situation with activity,” explains fair director Józef Szyszka. “Manufacturers are taking advantage of the Poznan furniture fair to diversify their portfolio of customers and expand the geographic structure of sales to new markets. At this point, the space ordered by exhibitors is the same as in the similar

period last year, and we are still waiting for final confirmation of the size of the stands by some of our regular exhibitors.”

Exhibitors from 15 countries have already registered to participate, with organiser Grupa MTP also actively recruiting furniture manufacturers from Ukraine, in co-operation with the Ukrainian Association of Furniture Manufacturers.

The exhibition is currently set to occupy even more halls than its record-breaking prepandemic 2020 edition, with imm cologne’s cancellation prompting even greater interest

from new companies, says Jozef: “Even before we received the official information about the interruption of the Cologne fair, domestic and foreign companies that originally planned to present their offer at imm cologne began contacting us. They are now looking for an alternative solution that would allow them to reach international furniture buyers.

“Meble Polska, with a strong representation of buyers from about 70 countries, in addition to being organised at a similar time, seems an obvious choice.” Grupa MTP still has ample capacity to locate exhibitors in pavilions.

MIFF to kick off Asian buying season in style

South East Asia’s “most global furniture B2B event”, the Malaysia International Furniture Fair (MIFF), is on track to kick off 2025’s Asian buying season in style, with 85% space booked six months ahead …

As its sails towards another sell-out edition, MIFF has opened registration for trade buyers wishing to attend the show, taking place from 1st-4th March at the Malaysia International Trade & Exhibition Centre (MITEC) and World Trade Centre Kuala Lumpur (WTCKL).

The upcoming 31st edition will be marked by a wide range of Malaysian and overseas exhibitors, bringing their latest products and trends to fill 17 exhibition halls spanning over 100,000m2

After an impressive three decades, MIFF continues to reign as the largest furniture marketplace (with the biggest office furniture offering) in South East Asia. It is the biggest export platform for Malaysia’s wooden furniture, making it a must-attend event for international buyers seeking high-quality, sustainable products.

MIFF celebrated a landmark 30th anniversary this year, with a record-breaking 715 exhibitors from 15 countries and regions, and US$1.28b in on-site orders. It welcomed close to 20,000 visitors, with a +6% increase in international attendees to 5419, from 120 countries and regions.

Organiser Informa Markets Malaysia says it is stepping up engagement across all touchpoints to elevate customer experience, with a strong emphasis on business growth, networking and hospitality.

“The innovative approach of the show has kept it resilient, and it continues as a vital platform for Malaysian furnituremakers to engage face-to-face with buyers and prospective partners from all over the world. We will keep strengthening our product offerings and variety to meet changing consumer preferences.”

Being the first trade show in Asia to resume physical events in 2022, MIFF says its momentum is stronger than ever, with more exhibitors and key buyers returning to expand their customer base or seek suppliers. The show remains robust, with an extensive offer of stylish furniture designs, from modern urban living, to office and commercial settings.

“We want to inspire more fun on the aisles and get more business done

Kelie Lim, MIFF’s GM, says: “As a pivotal event in Asia’s furniture calendar, MIFF is the gateway for business and cross-border opportunities for global growth. Our plan is to elevate the experience to the next level for exhibitors and buyers, that evolves around their needs. We want to inspire more fun on the aisles and get more business done, this is where it all happens.”

Steve Ong, president of the Muar Furniture Association (MFA), which represents Malaysia’s furniture capital, adds: “It is very heartening for MFA to work as strategic partner of MIFF for the past 12 years in facing the challenges of the furniture export industry, particularly in the post-pandemic era.

The biggest orders are placed for products in the bedroom, dining and living room, office furniture and office chairs, mattresses and upholstered products, with smart furniture featuring built-in technology a growing trend on the show floor.

Several new digital initiatives were launched this year for visitors to personalise their experience and navigate the show more efficiently, and a new buyer referral initiative will be introduced in 2025 to complement the existing Valued Visitor Privilege (VVP) hosted buyer programme, which offers complimentary hotel accommodation to first-time visitors.

The show’s hospitality includes a meet-and-greet service at Kuala Lumpur International Airport, where arriving registered attendees can use the business event special lane at immigration check points for speedy clearance and pick up limousine vouchers to travel to the city.

In addition to the main event, MIFF continues to champion young designers through the xOrdinary Showcase, which promotes their creative works and ideas, and the MIFF Furniture Design Competition (FDC), which further encourages emerging talent to pursue careers in the industry – both initiatives are integral to the event’s commitment to fostering creativity and innovation.

To stay up to date with any new developments at MIFF, visit the event’s website, or contact the team at info@miff.com.my with any marketing or visiting enquiries.

www.miff.com.my

Expect a “bigger, more inspiring” EFE

The Export Furniture Exhibition (EFE), one of South East Asia’s largest annual industry trade shows, returns from 2nd-5th March, and both exhibitors and visitors are promised exclusive privileges for “a bigger, more inspiring, and more exciting show” in 2025 …

The event, which will be held at Kuala Lumpur Convention Centre (KLCC), will mark the 18th year of EFE in business, and its continued growth into being one of the region’s most prominent global furniture sourcing centres, addressing the needs of buying professionals from over 140 countries and regions.

More than 400 exhibitors from Malaysia, China and the ASEAN nations will showcase modern and contemporary furniture at EFE, displaying the latest in bedroom, living, kitchen, bathroom, children’s, office, dining, outdoor and hotel furniture, plus woodworking machinery, fittings and accessories.

“The EFE is already creating a buzz among exhibitors

Presented by the Malaysian Furniture Council (MFC) and organized by EFE Expo, a wholly owned company of MFC, EFE describes itself as “a platform of opportunities for the industry, by the industry”.

Working closely with Malaysia’s government, the show strives to take the national industry to greater heights and to grow furniture exports.

“The EFE is already creating an air of excitement and buzz among exhibitors,” says the fair’s organiser, “as they will be among the first to showcase their latest innovative, creative products to global buyers when the trade show kicks off the Asia 2025 International Furniture Exhibition Circuit.”

Indeed, the show has taken a big step forward with the expansion made available by KLCC’s expanded venue space. EFE 2025 will be +28% bigger than this year’s event, its 40,000m2 trading floor set to welcome even more buyers than 2024’s 8639 international and 5198 domestic visitors.

Promising a plethora of Malaysia’s sought-after wooden furniture, a new Office Furniture Hall and a generous Free Stay with EFE 2025 programme for international buyers (eligible buyers can enjoy two nights of complimentary accommodation, providing an opportunity to explore Malaysia’s tourist attractions), EFE has set the stage for another successful edition.

www.efe.my

VIFA Expo set to break records

The upcoming VIFA Expo will be held across two venues from 5-8th March, and is set to break records as Vietnam’s largest furniture exhibition space, reports the fair’s organiser, Lien Minh Company …

Vietnam’s best-established furniture trading and export event, VIFA Expo – the Vietnam International Furniture & Home Accessories Fair – is also a key part of Asia’s annual furniture fair circuit this March.

Despite space limitations, the 15th VIFA Expo, held earlier this year, hosted over 2000 booths and over 600 exhibitors from Vietnam and 17 other countries, over a total exhibition area of 36,000m².

Vietnam furniture industry’s largest-ever exhibition, offering exhibitors an “unparalleled” opportunity to showcase their production capabilities and technologies before international buyers.

“The firstchoice furniture trade show in Vietnam

The event drew more than 13,000 visitors, including 5200 international buyers from 72 countries, reports Lien Minh – and, according to a post-event survey, more than 75% of businesses successfully secured contracts or signed memorandums of understanding (MoUs) during the four-day event.

As global demand for furniture trading continues to rise, VIFA Expo’s organiser decided to significantly expand the scale of the 2025 event, aiming to attract a larger number of global visitors and buyers from every continent. VIFA Expo 2025 is thus poised to be the

For the first time, with the scheduled fair scale of 3000 booths (its highest to date), VIFA Expo 2025 will be held simultaneously at two of Ho Chi Minh City’s largest exhibition centres, SECC (District 7) and Sky Expo Vietnam (District 12), from 5-8th March.

Building on the success of previous editions, the 16th VIFA Expo promises to offer an expanded platform for exhibitors and buyers, offering numerous opportunities for international trade agreements.

“As the first-choice furniture trade show in Vietnam, VIFA Expo 2025 has seen a significant surge in demand for exhibition space,” states the fair’s organiser. “Within just a few months, more than 2000 booths have been registered by over 400 exhibitors from 19 countries, including typical top brands such as Koda, Woodnet, Scancom, Fine Scandinavian, MFC, PMA, Savimex, Lyprodan, Eurofar, Master Pacific, Mega Home, Wood Concept and Global Home.”

To make navigating the fair more convenient, Lien Minh will offer a free shuttle bus service between the venues and official hotels, while buyer support packages will also be available.

VIFA Expo is scheduled to run between various other Far East furniture shows this March: MIFF (Malaysia, 1st-4th); EFE (Malaysia, 2nd-5th); IFEX (Indonesia, 6-9th); 3F (China, 15-19th); and CIFF (China, 18th-21st and 28th-31st), making it easier for global buyers to source products from Vietnam and its neighbours.

www.vifaexpo.com

HawaExpo promises to meet global demand

Vietnam’s HawaExpo is set to return from 5-7th March, 2025. Building on the success of its previous edition, HawaExpo again aims to cement its position as a leader in innovation, craftsmanship and industry excellence …

At HawaExpo 2025, international buyers will discover a wide range of high-quality, made-in-Vietnam products, backed by strong government support and the country’s thriving export industry.

“HawaExpo is the ultimate destination for those looking to tap into Vietnam’s dynamic and fastevolving furniture industry,” says the show’s organiser. “Unlike other regional fairs, HawaExpo brings together a curated selection of top-tier manufacturers across a wide range of product categories, from furniture and home decor to unique handicraft items and original designs. And we ensure that each exhibitor meets rigorous quality standards, showcasing only the most reliable and competitive suppliers.”

HawaExpo promises a more diverse line-up for the upcoming edition, with over 80% of the exhibitors returning from this year’s successful fair.

“The show’s commitment to innovation is evident

“The show’s commitment to innovation is evident in its focus on digital transformation and sustainable practices,” states the fair’s organiser. “Exhibitors are embracing cutting-edge trends such as low-carbon production, green growth, and AI integration, aligning with Vietnam’s goal of achieving net-zero carbon emissions by 2050. This dedication to sustainability highlights the advanced capabilities of Vietnam’s manufacturing sector and reflects the industry’s readiness to meet global export demands.”

HawaExpo 2024 left a lasting impression on both new and seasoned buyers, who discovered a wide range of made-in-Vietnam products. HawaExpo 2025 will continue to uphold this legacy, offering visitors

an exclusive glimpse into the latest industry trends, innovations in materials, and technical advancements. The shift from Original Equipment Manufacturing (OEM) to Original Design Manufacturing (ODM) will also be on full display, with a strong presence of emerging designers and startups showcasing their creativity and expertise.

“At HawaExpo, buyers can explore a variety of highquality, design-forward products, within a modern, conceptual space,” the organiser continues. “The fair serves as a hub for creativity and innovation, where the latest designs and cutting-edge solutions take centre stage. It is the ideal platform for discovering Vietnam’s growing capabilities in furniture design and production, making it a must-visit event for those looking to source unique, aesthetically appealing products.”

HawaExpo is also a premium networking platform, which brings together senior-level buyers and exhibitors from across the globe. According to the 2024 post-show report, over 75% of exhibitors successfully signed contracts and MOUs during the fair, with deals amounting to a total value of $150m – the event’s focus on facilitating direct connections and building trustworthy relationships has made it a key driver of Vietnam’s foreign trade and investment growth.

Visitors to HawaExpo 2025 can look forward to a range of enhanced services, including free shuttle buses, accommodation support, and advanced tools like the HawaExpo app for business matchmaking. A series of exclusive networking events, B2B meetings and in-depth seminars will further enhance the visitor experience, maximising business opportunities and providing insights into the latest industry developments.

“Don’t miss out on this unparalleled opportunity to explore the best of Vietnam’s furniture offerings,” the organiser concludes.

www.hawaexpo.com

A decade of Indonesian innovation

The Indonesian Furniture and Crafts Industry Association (HIMKI) and Dyandra Promosindo will present the 10th Indonesia International Furniture Expo (IFEX) from 6-9th March 2025, at Jakarta International Expo (JIExpo).

IFEX aims to be “more than just a trade show”, aspiring to be a dynamic platform that creates collaboration and innovation within the furniture and craft industry. By bringing together buyers, sellers and government stakeholders, IFEX creates synergy that drives industry growth.

As one of South East Asia’s largest international trade exhibitions for the furniture and craft industries, IFEX will showcase Indonesia’s diverse and vibrant furniture industry. Indonesia’s dynamic furniture and craftsmanship sector has established the country as one of the leading global furniture exporters, and this strong position is supported by Indonesia’s rich craftsmanship, cultural heritage, and unique blend of traditional and modern design, which appeals to both domestic and international markets.

Indonesia’s natural resources also provide sustainable materials – supported by government policies and associations, its craft villages and local communities produce high-quality, handcrafted products.

From woodcraft and rattan pieces to stylish outdoor furniture and unique decor, the event promises visitors a comprehensive overview of Indonesia’s design capabilities.

“IFEX consistently showcases leading products from within and outside the country that have successfully attracted buyers’ attention for years,” states the show’s organisers, “and close collaboration among all attendees creates new business opportunities.

“The ideal platform for furniture industry players

IFEX 2025 will showcase a collection of Indonesian furniture, crafts, design, and art, inspired by the country’s natural beauty and crafted to international standards. In 2025, IFEX will take over all six halls and an expansive 65,000m2 open space at JIExpo, hosting over 500 exhibitors and some 5000 furniture and craft products.

“IFEX 2025 will serve as the ideal platform for furniture industry players to expand their businesses, providing visitors with the opportunity to build business connections by meeting producers directly and finding products that suit their needs. With thousands of visitors expected to attend, from more than 100 countries, IFEX 2025 is the ideal marketplace to find unique and quality sources of every kind of furniture and craftsmanship.

“To ensure an efficient visit, pre-register on the official IFEX website before 5th March. Pre-registration provides complimentary admission, and you can skip the lines, choose the easiest way to enter the expo, and maximise the exhibition experience.

“IFEX 2025 is committed to providing a seamless and enjoyable experience for all visitors. To guarantee comfort and convenience, IFEX offers a range of hospitality services, including affordable accommodation options at selected hotels near JIExpo, Kemayoran, plus complimentary shuttle services from the airport directly to the venue.”

www.ifexindonesia.com

Helping businesses drive sales and stay ahead of their competition.

Who is Buyline?

At Buyline, we understand small businesses because we are one. Our mission is to partner with other small businesses to help them thrive in an increasingly competitive landscape. Unlike larger lenders who often have significant advantages, we bring a unique perspective, rooted in our firsthand understanding of the challenges and opportunities that SMEs face. This enables us to tailor our solutions specifically to meet the needs of businesses like yours.

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Options like “buy now, pay later” (BNPL) and interest-free credit have become essential tools in today’s marketplace. These payment options provide customers with the flexibility they need to make purchasing decisions, helping businesses drive sales and stay ahead of their competition.

Mainstream lenders often overlook SMEs, leaving them without access to the financial tools larger businesses use to succeed. That’s where Buyline comes in. Our deep understanding of the SME sector allows us to bridge that gap. We are passionate about empowering businesses to offer their customers the same advantages their larger competitors provide. Whether you’re looking to grow your revenue, attract more customers, or increase sales conversions, Buyline is here to help.

How We Work

Why Finance Matters

The ability to offer finance is no longer optional—it’s critical. Recent research on retail finance highlights just how impactful flexible payment options can be:

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By providing flexible payment options, you empower your customers to get what they truly want rather than settling for less. This is how you stay competitive and build lasting relationships with your customers.

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Guangzhou gears up for global showcase

After the success of CIFF Guangzhou’s March 2024 edition, which recorded a record number of exhibitors and visitors from around the world, the event is preparing to open a new chapter in 2025, “even richer in innovations and opportunities” …

A strategic platform for the furniture business, CIFF Guangzhou will return to the Canton Fair Complex in March to promote design and innovation, stimulate consumption, and offer concrete growth opportunities for the global furniture industry, both in the domestic Chinese and international markets.

With the motto ‘Design trend, global trade, full supply chain’, CIFF Guangzhou aims to represent the entire furniture supply chain, bringing together companies, promoting new products, ideas and solutions to meet evolving market demands, alongside design events, B2B meetings and matchmaking activities during eight fair days, and online for the rest of the year.

production, and the commercialisation of design products. The International Pavilion will be a prominent platform for major international companies that have chosen CIFF Guangzhou as a venue for promoting and selling both in the Chinese domestic market and in global markets, capitalising on the presence of some of the world’s most influential buyers.

“CIFF

Guangzhou aims to represent the entire furniture supply chain

The 55th CIFF Guangzhou will be held in two phases, organised by product sector. From 18th-21st March, the first phase will feature Home Furniture, presenting all areas of home furnishings. Showcasing the latest from leading Chinese and international companies, it promises to be a one-stop solutions for sourcing and purchasing.

Here, the CIFF·Contemporary Design Fair will take centre stage, bringing together top brands, renowned international designers and institutions to create a unique system dedicated to research, learning,

The Dining&Living section will feature living and dining room furniture, with multifunctional and flatpack solutions specifically designed for international trade, mass distribution, contract projects, and OEM-ODM services, while the Upholstered Furniture section will spotlight sofas, mattresses, furniture, bedding and bedroom equipment. Suite Furniture, meanwhile, will provide opportunities for companies focused on both domestic market development and export, along with specialists in cross-border ecommerce.

In the Homedecor & Hometextile sector – the largest exhibition in Asia dedicated to interior decoration and home textiles – international traders, retailers, designers and decorators will have the opportunity to discover a wide range of home accessories. Simultaneously, the Outdoor Furniture, Sunshade & Leisure sector, also recognised as the largest event of its type in Asia, promises to meet global markets’ diverse needs.

The second phase, running from 28th-31st March, will spotlight the office and commercial sectors, while CIFM/interzum guangzhou 2025 will host Chinese and international brands ready to present solutions to make the furniture industry smarter through innovative materials, hardware and machinery.

With over 4700 exhibitors and a total exhibition space of 850,000m², CIFF Guangzhou is set to confirm its place as the world’s largest furniture marketplace – more than 380,000 professional visitors from in excess of 200 regions and countries are expected to attend the Canton Fair Complex and PWTC Expo in Guangzhou, Pazhou.

Pre-registration, along with information to plan a trip to Guangzhou, is available on the show’s website.

www.ciff-gz.com

FURNITURE COMPONENT EXPO

The Furniture Component Expo 2025, scheduled for 19-20th March at the Telford International Centre, is set to be an important event for the furniture manufacturing industry.

The expo features a dynamic seminar programme offering insights into industry issues. A dedicated seminar theatre will host discussions on topics such as ESG, IP, health and safety, and EU policy and regulations, ending with a new podcast, Sit on This.

FCE 2025 offers various sponsorship opportunities, including seminar theatre sponsorship, visitor parking, dedicated Wi-Fi and other high-profile options, enabling

businesses to promote their brand and expand their reach. Current headline sponsors include BeA Group, Carpenter, and Vita Group.

The expo is particularly beneficial for suppliers of panel products, edgebanding and fabrics, providing direct access to furniture manufacturers seeking new suppliers and solutions. With 84% of FCE 2024’s visitors being decision-makers or influencers, the event offers good networking opportunities and the chance

Tuesday 10th December 2024

Freemen’s Admissions and Festive Mixer

(Members and non-members welcome)

Furniture Makers’ Hall

Friday 20th December 2024

Carol Service

(Members only)

St Peter ad Vincula, Tower of London

Thursday 30th January 2025

Wine Dinner

(Members and non-members welcome)

Furniture Makers’ Hall

to showcase latest trends and innovations.

“Exhibition space is still available,” says the show’s organiser. “FCE 2025 represents a significant opportunity for growth and shaping the future of furniture production. See who’s exhibiting at FCE25 https://fcexpo.co.uk/ exhibitors-2025/– and to receive the brochure and talk to our experts about making the most of the expo, visit https://fcexpo.co.uk/exhibitsponsor/ and make an enquiry.”

The International Alliance of Furnishing Publications (IAFP) comprises 17 of the world’s leading industry trade publications.

As the IAFP’s UK representative, Furniture News can offer exporters and importers market information, contacts and reach through the most effective B2B channels. www.iafp.info

“With significant foot traffic and an electric atmosphere, the event provided an ideal platform to engage with industry professionals”

2024 Exhibitor

JFS is just around the corner

Anticipation is building for the upcoming January Furniture Show (JFS), which is set to showcase an impressive selection of British and international brands when it returns to the NEC Birmingham from 19th-22nd January, 2025. This month, ahead of our big preview in January’s issue, Furniture News presents a teaser of what visitors can expect to find …

January Furniture Show offers an unrivalled opportunity to explore the latest furniture and interior product launches, and next month’s exhibition will host over 500 brands across four key sectors – living, dining, bedroom and interiors.

As the year’s first major European furniture show, JFS will be a vital meeting point for buyers and suppliers from around the world – a sizeable showcase of design and innovation, where thoughtful curation and high standards of craftsmanship come together.

For retailers and designers looking to add a distinctive edge to their collection or next project, JFS has curated an impressive line-up of brands for 2025’s edition, offering a wide variety of unique and trendsetting pieces. “Whether you’re searching for luxury upholstery, functional furniture, or statement pieces that elevate any room, JFS promises to provide the finest selection,”: states organiser Clarion Events.

Among the brands on display, there are several stand-out upholstery brands worth keeping an eye on. Established in 1977, Annaghmore Agencies is one of Ireland’s leading furniture importers and wholesalers. As a family-owned Irish company, Annaghmore is based just outside Portadown, Co Armagh, and distributes across Ireland, England, Scotland and Wales, a customer-driven business committed to delivering market-leading products with a strong focus on quality and customer satisfaction.

Next up is Buoyant Upholstery. Established in Sandiacre in 1909, Buoyant has built a legacy of quality craftsmanship, initially becoming a leading supplier of upholstered furniture for cinemas, theatres and luxury cruise liners. The company’s design and development team remains at the heart of its success, creating furniture that is both aesthetically pleasing and on trend, without compromising on comfort or quality.

Grace & Favour Interiors boasts over 25 years of design, build, and project management experience, offering a complete journey from concept to completion, ensuring every aspect of a project is handled with care and expertise – while with over 70 years’ experience, himolla is one of Europe’s largest manufacturers of upholstered furniture, and has earned a loyal following. Its chic, functional pieces not only enhance living spaces, but also provide lasting comfort.

“JFS is a mustattend event

Then there is G Plan. A benchmark of British design since 1953, G Plan’s commitment to craftsmanship ensures its pieces stand the test of time. G Plan continues to pioneer a blend of style, function and premium quality, and its ttailored designs remain popular with those seeking functional, well-crafted products.

Hailing from Italy, Nicoletti Home brings a unique blend of Italian craftsmanship and innovative design to the world of upholstery. Renowned for its attention to detail, Nicoletti’s sofas and armchairs offer both looks and functionality, embodying the luxury and charm for which Italian design is known.

Meanwhile, Furninova, known for its Scandinavian design ethos, has been at the forefront of creating bespoke sofas since 1991. With a focus on balance, beauty and comfort, Furninova’s pieces continue to shape modern living spaces and accelerate design trends, making the business “a must-see” at the show, says Clarion.

These brands, alongside many others, will present their latest upholstery collections, offering visitors an opportunity to discover and purchase pieces are at the forefront of global and UK design.

“JFS is a must-attend event for anyone in the industry, providing everything they need to stay ahead of the curve,” Clarion concludes, “so be sure to attend!”

Read on to discover a few more of the event’s highlights …

www.thefurnitureshows.com

Best in the business

Each year, Furniture News works with the January Furniture Show to deliver The Furniture Awards, a celebration of the event’s best and brightest exhibitors, selected by some of the trade’s biggest names – and the 2025 edition promises to elevate another handful of industry champions to the awards’ exclusive hall of fame

“In a highly competitive industry, it’s crucial to seize every opportunity to stand out,” says Furniture News’ editor-in-chief Paul Farley, who co-ordinates and chairs the annual awards programme. “As the biggest gathering of furniture and interiors suppliers in the UK, JFS presents a unique opportunity to celebrate the industry’s best and brightest, and The Furniture Awards offers those inspirational players a chance to share their stories.”

Since their conception in 2015, The Furniture Awards have become a firm fixture of the show. Judged by a panel of industry professionals from retail, manufacture and beyond, the awards represent a valuable opportunity to stand out from the crowd.

The categories

Entrants are asked to explain why their business excels in one of five categories:

Sustainability: For businesses that champion sustainable practices and demonstrate the will to make the world a better place

Best of British: For businesses that principally manufacture in the UK, and demonstrate high standards of output, with regard for their place in the local economy

Design Innovation: For those which put original design at the heart of their strategy, pushing the boundaries of creativity, or delivering impeccable style

Global Player: For businesses which major in UK imports, and demonstrate strength in product development, pricing and fulfilment, with offers tailored to the market

Superior Service: Giving service providers an opportunity to explain why their help could be a game-changer, and enabling suppliers to highlight achievements in their service provision

“The award categories have evolved over time into these themed, business-focused areas,” Paul explains. “They’re not concerned with trying to second-guess the products of the show (not that a great offer doesn’t help!), but about singling out the businesses taking the lead in their own ways.

The judges

The submissions are assessed by a panel of experts in furniture buying and selling, who are looking for exemplars in each category. The panel for 2025’s awards comprises:

Malcolm Walker (director, FIRST MW): A panel regular since the programme’s inception, Malcolm’s career has revolved around retail, and chiefly the

home furnishing market, for the last 50 years. He was the buying director and director of product for Furniture Village for many years, and prior to that, spent over 20 years with the Maple, Waring & Gillow group, in various roles from sales consultant, to store management, to group buying director.

Malcolm now runs his own consultancy business, working on product design, development, and concept realisation with home furnishing brands and suppliers in the UK, Europe, US and Asia.

Malcolm has also been working with The Furniture Makers Company, sponsoring the Young Furniture Makers’ ‘Fast Track award’, and mentoring the winners.

Becca Maloy (head of buying, 100% Comfort):

Having studied Surface Design at university, Becca worked as a textile designer in Vienna before moving back to the UK to start her career in retail. She has since worked in various buying roles for Dreams, Furniture Village and AIS, before moving to 100% Comfort, a new business that aims to deliver omnichannel sleep solutions, in January 2024.

Darryl Simpson (MD, W J Aldiss): Darryl has been in and around furniture for 38 years, and now operates two regional furniture and furnishing stores in Norfolk. He is also the chairman of AIS.

At 17, Darryl started out on the furniture floor at Oldrids of Boston, before progressing into merchandise and store management, being appointed merchandise director at 29. In 2013 he was recruited by W J Aldiss as commercial director, and promoted to MD in 2016, wherupon he appointed furniture buying, trading and financial directors, creating a new executive team.

Richard Naylor (founder and managing partner, Hawksfield Consulting): Richard has over 20 years’ experience in the UK furniture industry, holding board positions at Steinhoff UK, Hypnos and Harrison Spinks.

He holds an MSc with distinction in Sustainability, and a Level 7 apprenticeship as a sustainability business specialist. He is a fellow of several sustainability organisations, and guest lectures in leading sustainable business on Cranfield University’s executive MBA.

Richard is passionate about helping the UK furniture industry become more sustainable, and is a specialist in helping businesses build financial value or find lost financial value through the various opportunities that sustainability represents. His consultancy offers transparent sustainability outsourcing services for small- to medium-sized enterprises.

Emma Leeke (MD, Leekes): Leekes, part of the Leekes Retail and Leisure Group, was established

over 125 years ago by Emma’s great grandfather. During her time with the business, Emma has overseen its expansion into the West Midlands. Last month, Leekes opened its newest store, in Cheltenham.

Emma sits on national buying groups including Minerva, Fortis and CIH, as well as being a member of CBI Wales. She recently contributed as a panellist to a Government initiative looking at future strategy for the retail industry, and hosted local MPs and Welsh Assembly politicians in-store.

Emma also supports charities including NSPCC Wales, and helped establish charity, Rhondda Netball.

How to enter

Confirmed JFS exhibitors can access the entry form on the show’s awards page until Wednesday 4th December 2024. The finalists will be revealed in January, and the winners announced in the show’s Social Studio in Hall 2 at 5.30pm on Sunday 19th January. “The Furniture Awards are a valuable opportunity for exhibitors to celebrate their achievements with the industry,” Paul concludes. “They’re here to identify the best in the business – so if you’ve a story to tell, share it!”

www.thefurnitureshows.com/furnitureawards-2025

“A unique opportunity to celebrate the industry’s best and brightest

“Taking first place in The Furniture Awards is a great achievement, and a mark of an industry leader,” says Paul. “Yet the winners are not always the big brand names you might expect – the awards present opportunities for businesses large and small, new and old.” This year’s winners were:

Best of British: Alpha Designs Upholstery

Alpha Designs is a rare example of how a relative newcomer can make an impact in an industry dominated by long-established names. Having started life in a unit in Bilston in 2010, Alpha Designs now runs two fully operational factories, employs some 200 people and makes around 2000 sofas each week, fuelled by an in-house design and development team. Flying the flag for British-made upholstery, and demonstrating that young blood and fresh ideas can make a difference, Alpha Designs is an inspiration. Lebus Upholstery was Highly Commended.

Design Innovation: Whitemeadow Furniture

Classy, high-spec and functional, Whitemeadow’s latest models reflect just part of what makes Sutton-in-Ashfield’s upholstery giant a design powerhouse. Whitemeadow’s design studio has a knack for creating commercially viable product that hits the right price points, often putting new slants on old ideas, but always among the first to embrace new approaches, with an eye on the next generation of furniture designers.

A.L.F. UNO was Highly Commended.

Global Player: Qualita

Qualita’s story has it all – cost engineering, manufacturing efficiency, effective fulfilment partnerships, and eminently commercial product. Supplementing its modern manufacturing facility in Lithuania, Qualita works closely with third-party manufacturers across the globe, enabling it to meet demand in the most appropriate manner. In the UK, its Qualita, Stockholm and Shadows collections represent a varied cabinet furniture portfolio with oak at its heart – and the business also operates across Europe, and further afield, fuelled by its impressive licensing deal with Laura Ashley. Tomasella Industria Mobili was Highly Commended.

Superior Service: Iconography

A technical agency specialising in web-based business solutions, Iconography boasts a growing roster of satisfied customers, and its recent project for Haskins Furniture demonstrates just how much the operations behind furniture retail can be streamlined by embracing an integrated IT system with the right partner. With capabilities spanning ecommerce, operations, store and stock management, and a view on front-end performance as much as back-end efficiency, Iconography also shines for its excellent customer service and industry-specific expertise.

Balancing work and wellness

The Women in Furniture Network (WIFN) will be uniting for its Celebrate Success event on 21st January at 5:30pm at the JFS Social Studio in Hall 2. JFS has again brought together an impressive line-up of individuals for the panel discussion, after which attendees can network over drinks. The panellists are:

Sarah Bianchi, Arighi Bianchi:

Sarah is the fourth generation of the Bianchi family to run the 170-year-old furniture and interiors business. After she was promoted to CEO in April 2021, Sarah has led a five-year growth strategy, with the aim of cementing the brand’s legacy.

Victoria Darnell, Hooker Furnishings: Victoria moved from fashion to furniture and spent nine years at The Cotswold Company as a furniture buyer. Her passion for furniture design and

development drives her current consulting role with Hooker Furnishings, where she is set to launch a new collection with the brand in Hall 1.

Katy Hawes, Grace & Favour: Katy is the director of Grace & Favour, a family-run business specialising in sofas, chairs, furniture and accessories. Launched earlier this year as a sister company to Vintage Sofa Co Yorkshire, an award-winning, multimillion-pound business. Grace & Favour can be found in Hall 5.

Gisela Lancaster, Sofology: Gisela is an experienced retail buyer who began her career at Makro and advanced to buyer roles at N Brown Group, where she quadrupled the furniture category and developed key product and sourcing strategies. Gisela is now focused on redefining Sofology’s design identity and enhancing customer experience, leading to a 120-point improvement in ratings post-Covid. Her global travels have helped her build strong supplier relationships.

JFS organiser Clarion Events created the WIFN to provide an inspiring community dedicated to empowering and celebrating women in the furniture industry. Visit JFS to attend WIFN’s upcoming Celebrate Success event.

www.thefurnitureshows.com/ women-in-furniture

Katy Hawes

Sarah Bianchi

Victoria Darnell

Based from our head office & showroom in Barwell, Leicestershire in the heart of the East Midlands, we distribute from a 35,000sqft warehouse supporting internet and bricks & mortar retailers. We can offer unique designs, exclusive models, a de-branded catalogue and plain packaging to support your own brand.

New for 2025

At The Helm all set to shine at JFS

At The Helm will be attending the upcoming January Furniture Show (JFS), which promises to bring together industry leaders, trendsetters and design enthusiasts from around the world – providing the perfect setting for the brand to debut its latest collections, across a display which aims to capture its distinctive style and commitment to lifestyle living in an “inspiring” showcase …

This January, At The Helm’s display (on stand 1-E40) is set to impress, embodying the brand’s distinctive style. “Visitors will step into a thoughtfully designed space that showcases a dedication to both exceptional design and comfort,” states the supplier. “More than just an exhibit, it offers an immersive experience, carefully curated to feature the latest models in settings that highlight their versatility, appeal and enduring style.”

At the heart of the JFS launch is the debut of At The Helm’s newest model, Savannah, a highly anticipated addition to the Wanderlust Collection and a follow-up to the successful Atlantis and Sahara models from January 2024.

This model represents At The Helm’s passion for blending classic sophistication with modern comfort, featuring plush seating, refined lines, and an inviting silhouette. “Savannah is ideal for those who want a statement piece that combines contemporary aesthetics with lasting comfort – a perfect addition to both traditional and modern spaces,” states the brand.

Complementing the launch of Savannah are additional pieces in At The Helm’s celebrated Signature Heritage and Modern Explorer collections. The Signature Heritage line combines classic design elements with high-quality craftsmanship, resulting in pieces with “timeless appeal”, rich textures, and intricate details.

“More than just an exhibit, it offers an immersive experience

In contrast, the Modern Explorer collection provides a fresh perspective on modern living, featuring cosy, adventurous designs that prioritise both form and function. Each piece in these collections is crafted to the highest standards, “ensuring they not only look stunning but are built to last”.

At The Helm is excited by the prospect of expanding beyond seating options with an extensive cabinetry range, featuring a variety of collections crafted to complement different interior themes. From modern, organic designs to more ornate statement pieces, the Zenith cabinetry line promises

both versatility and sophistication, says the brand: “Every detail is thoughtfully designed to ensure that functionality and style work seamlessly together, opening new possibilities for living spaces.”

At The Helm is also “thrilled” to introduce a brand-new lighting line – an addition it believes will complete any room. This lighting collection, designed to harmonise with At The Helm’s furniture offerings, features sleek, stylish fixtures that range from warm and ambient to bold statement pieces. “Whether setting a mood or making a visual impact, the lighting collection is crafted to enhance any setting effortlessly,” the brand explains.

In addition, those planning to attend INDX Furniture from 17-20th January should not miss Hydeline’s display there, where they can experience the new model launches firsthand, each one demonstrating Hydeline’s dedication to luxury, comfort and innovation.

“At The Helm’s stand at the JFS is one not to be missed,” the brand concludes. “With new sofa models, cabinetry collections and an innovative lighting line, the brand is ready to inspire and excite, offering fresh ideas for transforming spaces. Mark the calendar for an unforgettable event, and join At The Helm as we explore the future of interior design and redefine excellence in home furnishings.” www.atthehelm

Recline mode activated

Lawton - Blending classic comfort with modern style. Features deep-fill cushions, curved arms, and a power footrest. Customise your sofa with premium fabrics and scatter cushions. Also available as a static model and with an optional footstool.

Lawton

NORDIC STYLE

www.nordicstyle.com

Nordic Style, a furniture brand established in London over 30 years ago, is known for its elegant lines and craftsmanship, and now the company is expanding its reach through a wholesale business, offering its exclusive products to retailers across the UK.

SOFA CONNECTIONS

www.sofaconnections.co.uk

Sales agent team Debbie and Dave Jenkins are joining the sales operation looking after the East and West Midlands for Sofa Connections, coming soon to stand 1-F10 at JFS.

Both Dave and Debbie have been a prominent team in the East and West Midlands for the past 20 years, yet their combined experience in the furniture trade stretches over 60 years.

“‘Two for the price of one’ can only be a good thing, ensuring our manufacturers have outstanding representation, and retail partners have a team that will make a positive difference to their business,” states Sofa Connections.

Debbie comments: “It’s such a great team, and Dave and I have known Sarah and Matt

The brand specialises in hardwood-frame sofas and armchairs, available in a curated selection of designer fabrics. Complementing these statement pieces is a full range of soft furnishings.

Nordic Style’s dedication to quality extends to its cabinet-built oak furniture, which includes a sophisticated bedroom collection and versatile extending dining tables, paired with premium oak-frame upholstered dining chairs.

With ranges stocked in the company’s Surrey

warehouse and ready for immediate delivery, Nordic Style promises a smooth and efficient supply chain for its partners: “This makes us an ideal choice for retailers looking to offer exquisite, high-quality furniture that combines functionality with refined design.

“Nordic Style is actively seeking likeminded, upmarket retailers in every major UK city to join in growing the brand’s presence and showcase our stunning collections.”

Find Nordic Style on stand 2-F10 at JFS.

Oakley for many years, so it’s great that we can work together with a true quality british manufacturer.”

Dave adds: “The whole industry is changing, and there is an ever-increasing demand from retailers to create their own brand, with exclusive designs, fabrics and marketing –

something that Sofa Connections does better than most others.”

The supplier says its focus right now is on making sure all the display orders are delivered in time for the winter sale, before it prepares for its upcoming January Furniture Show appearance.

Shankar’s top team takes chairs forward

Shankar plans to launch a wide range of products from stand B40 in Hall 5 at the January Furniture Show (JFS), supported by one of the strongest teams in the trade …

Shankar plans to launch additions to its successful Monaco and Tokyo ranges and some “sensational” new chairs including dining, bar, accent and office chairs in a variety of up-to-the-minute designs and fabrics.

“We look forward to meeting you on the stand,” states the supplier, “where you’ll be able to meet our team and look at our unbeatable show offers, new products, and our new chair gallery display, which will provide you with a leading way of showcasing our products in your store.”

Placing a strong emphasis on developing and maintaining customer relationships, Shankar’s team strives to be wholly customer focused. With over 40 years’ retail and wholesaling experience, CEO David Main has spearheaded the company’s growth since its inception, and continues to lead on product design and procurement, co-ordinating the company’s activities from finance through to logistics.

He is supported by national sales manager Mark Prior, who boasts over 20 years’ experience in multisite retailing and 15 years in furniture wholesale, granting him a unique insight into the requirements of Shankar’s retail partners. With overall responsibility for UK sales, Mark also covers the North of the UK, assisted in the North West by sales agent Sandy Smith.

Shankar recently made two new appointments, Anthony Lewer and Sid Hanif. Shankar’s new BDM (South) Anthony is well respected in the trade, with experience ranging from his family’s wholesale business through to brands including Sylvan, Totem, Corndell, Skovby, Actona and Devonshire. Anthony has day-to-day responsibility for sales in the south of the UK, and is assisted in the South East by sales agent Stuart McDonnell.

“Meet our team and look at our unbeatable show offers

Fellow BDM Sid joined Shankar with over 12 years’ experience in the industry, having built a reputation as a trusted professional, known for his ability to forge successful relationships and drive revenue growth, says the business. Concentrating on developing sales online, Sid will continue to grow the business in this area, and is assisting with sourcing products specifically for Shankar’s online retailers.

Behind it all is an accomplished office team, comprising: office sales manager Sharon Colauto Frost, who liaises with the sales team and customers to ensure that orders are dealt with efficiently; sales administrator Beckee Owen, who also liaises with sales and customers, and is responsible for customer deliveries and service; Tony McGee, covering IT and logistics, who ensures stocks are replenished as required, while producing PoS and product information; and financial controller Andrew Field, who liaises with the sales team and customers regarding payments and credit terms, as well as controlling accounts.

Over the years, Shankar has developed its dining chair range to also include bar stools, accent chairs, dining tables and occasional furniture, and the business is continually improving its offer, with new designs and fabrics introduced throughout this year, alongside various promotions to help launch new ranges and drive repeat sales.

“Find out more at JFS next month,” Shankar concludes.

www.shankar.uk.com

5 STAND B40

HALL

How ERP can prevent the need to ‘make do’

Have you ever had to ‘make do’ while you wait for something to be delivered? In the world of furniture delivery, waiting can take weeks, if not months, meaning ‘making do’ can take some unusual forms – but retailers can tackle these challenges with the help of the right Enterprise Resource Planning (ERP) system, writes Duncan Fergusson, the founder and MD of Sci-Net, which specialises in implementing Microsoft Dynamics 365 ERP, CRM and Azure cloud solutions to help businesses streamline operations, enhance customer relationships and drive growth.

By Duncan Fergusson

We’ve all heard the stories (or perhaps experienced them ourselves) – a homeowner excitedly orders a new sofa, only to spend the next 12 weeks sitting on makeshift solutions fashioned from garden furniture, stacked pallets, or whatever they have to hand. Perhaps it’s a dining table, where a battered old camping table has to take pride of place as you wait for the new one to arrive. Or making do with an inflatable mattress (bad back and all!) as you wait for a bed delivery.

In an age where instant gratification is the norm, such wait times can be incredibly frustrating for customers and damaging to a retailer’s reputation –but ERP can help retailers tackle these challenges head-on. By integrating all operational areas – from inventory and order management to sales, finance and customer service – an ERP system provides a centralised view of business processes and data.

This not only aids in better demand forecasting, but also enhances visibility across the supply chain, allowing for more accurate delivery estimates and, ideally, shorter lead times. For customers, this translates into fewer delays, more reliable delivery dates and an improved purchasing experience.

I’ve seen first-hand the transformational impact ERP can have on furniture retailers. ERP is more than just a piece of software – it’s a strategic asset that enhances efficiency, strengthens customer relationships and ultimately drives growth. With ERP systems, retailers can streamline complex operations, from managing supply chains to improving customer service – and for the furniture industry, where customer expectations are high and fulfilment timelines can be long, ERP has never been more relevant.

One of the primary advantages of ERP for furniture retailers is its ability to optimise inventory management. With ERP, you can see exactly what stock you have, where it’s located and when it’s expected to arrive. This reduces the risk of overpromising delivery dates or disappointing customers with unexpected delays. Furthermore, ERP systems with predictive analytics can help you anticipate demand for specific products, ensuring popular items are in stock and ready to ship. For furniture retailers, this is especially crucial, as it allows you to reduce back orders, avoid items being out of stock, and provide customers with realistic timelines.

ERP also plays a vital role in improving communication – not just within your organisation, but with suppliers and customers as well. In today’s retail landscape, transparency is key. Modern ERP systems allow retailers to provide real-time updates to customers on the status of their orders, fostering trust and setting realistic expectations. This level of transparency helps keep customers informed, reduces frustration and ultimately builds brand loyalty – even if there’s a waiting period involved.

At Sci-Net, we’re committed to empowering furniture retailers with the tools they need to remain competitive in a fast-changing marketplace. A robust ERP, such as our dedicated ERP>Retail system that’s tailored to the unique challenges of the furniture sector, can be transformative for retailers striving to provide the best possible customer experience.

From smoother supply chains to enhanced customer satisfaction, ERP offers an invaluable edge in today’s demanding retail environment. And with more than 30 years’ experience in the sector, we’ve worked with major retailers to deliver cutting-edge ERP solutions for the likes of Designer Sofas, Tapi Carpets, Furniture Village, Housing Units and more.

For those interested in learning more about ERP’s potential in the furniture sector, and in particular the specific benefits of our bespoke ERP>Retail system, we’ll be showcasing our solutions at the January Furniture Show. Visit us at stand 5-A36 for a handson look at how Sci-Net can support your business in navigating operational complexities and exceeding customer expectations.

In an industry where customer patience is often tested, implementing ERP can mean the difference between a loyal customer and a lost sale. By investing in ERP, furniture retailers can move closer to delivering on their promises, ensuring your customers don’t have to ‘make do’ for long.

www.sci-net.co.uk

“I’ve seen first-hand the transformational impact ERP can have on furniture retailers

HARMONY FURNISHINGS

Bedroom furniture supplier

Harmony will return to the January Furniture Show in 2025, following a break of six years. Alongside its regular bedroom collections, the supplier will launch new sliding and hinged door wardrobes.

Harmoney says the new pieces have been curated to meet the demands and aspirations of both current and future customers, further enhancing its current offer, while confirming its position as a credible alternative bedroom brand.

Harmony will also launch a collection of media walls, all of which will be available from UK stock, just like its bedroom collections.

To see the new collections and meet the team, visit stand 5-G-01.

Award-winning German bedroom manufacturer Wiemann is to reveal new ranges and a host of product updates on stand 4-C26 at the January Furniture Show.

Stylish, contemporary and chic, the new collections are high quality and flexible, offering something to suit every size or type of bedroom, says Wiemann, and some of the new ranges fall into its sought-after premium VIP category.

Kai Schwenke, Wiemann’s export manager, says: “Customers know our high standards across all our products, and the new ranges are no exception. We have shown prototypes at the MOW trade exhibition in Germany in the autumn, and they have been enthusiastically received. We are looking forward to launching them on the UK market at the NEC.”

The new collections will complement Wiemann’s existing premium VIP ranges, including bestselling, award-winning collections Monaco and Lagos, and the latest addition, New York.

Simon Hewitt, MD of Wiemann’s sole agent for the UK and Ireland, Litmus Furniture, says: “We have some fantastic products lined up for launch in January 2025 plus some new finishes which are sure to excite buyers. These include a matt foil for carcass and doors and a glass finish.

“Choosing different options on doors and carcasses can completely transform the look of

a range. Our designers have thought carefully about this to ensure consumers can find the perfect match for their room, whatever its style or shape.

“We have been successfully working with Wiemann for more than 20 years now, and have always been impressed with the company’s dedication to excellent design, quality and value. This is all backed up with our five-star customer support service, of which we are immensely proud. Wiemann is a tried, trusted and reliable brand, qualities which are so important in today’s climate and which we value highly.”

In design Alastair Teague’s Triune Chaise

This year’s Young Furniture Makers exhibition, hosted by The Furniture Makers’ Company, showcased many impressive designs from up-and-coming designer-makers. Among them was Alastair Teague, whose curvy Triune Chaise reflects its maker’s fascination with “the intersection of nature and geometry” …

Alastair’s Triune Chaise showcases a harmonious blend of three separate bent laminations, offering optimal shape, support, and an elegant, flowing form.

Each lamination was created using constructional veneer, and comes together seamlessly to create the chair’s graceful lines, with a distinctive triangular shape at the rear base that not only enhances the chair’s structural integrity, but also serves as a visual focal point.

Crafted from luxurious American black walnut, the chaise is finished with dark green velvet bolster cushions, adding both comfort and a deep, natural contrast to the warm tones of the wood. The brass accents used to secure the cushions provide a subtle, elegant touch, contributing to the chair’s overall refinement.

“The fusion of organic shapes and structured patterns informs every piece I create

Inspired by icons

The Triune Chaise draws inspiration from iconic designs including the sleek elegance of the Barcelona Chair, the flowing, steam-bent curves of Thonet’s rocking chair, and the ergonomic principles of Eames’ Lounge Chair.

Alastair used these ergonomic insights to create a prototype, ensuring that the chaise comfortably supports various body types while maintaining its elegant, flowing shape.

“The three distinct laminations of the Triune Chaise converge seamlessly,” says Alastair, “forming the structural base that provides both strength and beauty.

“The choice of American black walnut was deliberate, chosen for its rich colour and durability. The dark green velvet and brass accents further elevate the chaise’s luxurious appeal, creating a balance between natural materials and modern elegance.”

Engineered to impress

After completing an engineering degree at the University of Exeter, Alastair decided to get more hands on with a craft that had always fascinated him, and embarked on a Design and Make Course at school of fine woodworking, Rowden Atelier.

At the Young Furniture Makers exhibition, the Triune Chaise was shortlisted for the Young Furniture Makers Awards 2024, in the Bespoke category.

Organic growth

“My design philosophy is rooted in a fascination with the intersection of nature and geometry,” says Alastair. “I draw inspiration from the elegant, flowing forms found in the natural world, and explore how the language of geometry weaves through both nature and human design. This fusion of organic shapes and structured patterns informs every piece I create, with the Triune Chaise as a prime example.

“I recently completed a large sideboard, inspired by the flow and shimmer of the sea, using rippled sycamore to capture its natural, undulating beauty. Currently, I’m working on bespoke pieces for interior designers and private clients, blending craftsmanship and design to meet unique specifications.”

www.alastairteague.com

Gallery goes green with latest lines

Gallery Direct is continually developing new lines, to offer customers fresh, exciting products – and for its AW24 Collection, the supplier has expanded the choice of some of its popular chairs and sofas, and introduced some new styles – with green, a colour that is currently very on-trend, featuring prominently …

Gallery’s Hawking range offers chairs, lounge chairs and stools. To add to the brown, charcoal and ember colour options, Gallery has introduced a deep green version. All feature a curved design with a metal frame and upholstered seat, combining comfort and style.

The successful Datsun range of sofas and chairs has had green and charcoal boucle versions added to the selection, as well as a cream ‘sheepskin’ chair. The sofas and chairs feature a sleek solid wooden frame with curved arms, and upholstered seat and back with decorative channel stitching. A co-ordinating footstool has also been introduced in the green and grey boucle, with ebony and brown leather footstools to be added to the catalogue shortly.

The new seating includes the Blackhall Armchair. This Scandi-inspired design features a sleek, minimalist frame and a buttoned back which adds a touch of refinement and traditional craftsmanship. It is upholstered in green leather, with a brown leather version due to be added to Gallery’s catalogue as part of the SS25 Collection.

Gallery recently held an @Home event for customers, showcasing its AW24 Collection as well as previewing its SS25 Collection, which features a huge

“Combining

comfort and style

range of new furniture lines, including a selection of brand-new models as well as extensions to several of its popular collections.

One of the ranges that has benefitted from the addition of new lines is Hatfield. Gallery has extended the collection to include living and bedroom furniture, as well as introducing a folding dining table, which is ideal for small spaces, to the dining selection. Hatfield offers a retro feel with a contemporary touch, with the living and dining pieces offered in a choice of a natural or a smoked finish, while the bedroom pieces are in the natural finish.

Another range extension is to the Artisan collection – an impressive selection of bedroom pieces, including a bedstead, have been added. These feature Artisan’s signature hand-crafted bobbing detail, which is created by turning the wood on a lathe.

The new ranges and lines include a bedroom, living and dining collection, more living and dining ranges, occasional tables, seating and upholstered bedsteads. These will all be launched in January, so look out for more information in the January issue or contact a relevant key account manager to find out more.

www.gallerydirect.co.uk

Artisan

sideboard

Blackhall armchair

New DATSUN CHAIRS

TAKE A SEAT, relax and enjoy this month’s editorial about our range of new lounge and occasional chairs launched for AW24. Featuring an evolution of existing models, the range includes deep colours and tactile materials, available to view online now.

NEW Datsun, an additional model to the ever popular range, featuring a sleek wooden frame with beautifully curved arms & boucle fabric in deep green, offering both style and cozy relaxation.

Scan the QR code for more 

Showcasing the future of CGI visualisation

This month’s cover star Chilli Pepper Designs has launched its new website, designed to immerse visitors in the world of high-end CGI …

“The new website is an invitation to imagine, explore and collaborate

Specialising in creating lifelike digital renderings for interiors, furniture, exteriors and commercial spaces, the CGI specialist’s new website provides a portal into what is possible with cutting-edge visualisation. When visitors enter the site, they encounter examples of high-calibre lifestyle renders and videos that bring products and spaces to life with “unmatched” realism and design.

Moving beyond simple aesthetics, Chilli Pepper Designs offers visuals and advanced technology to help clients envision real-world applications of their products and designs. Key areas of expertise – interior, furniture, commercial and exterior visualisations – are displayed in detail throughout the site.

And it goes further, showcasing interactive tools that facilitate customisation. With features such as product builders, webshops and object configurations, clients can create digital versions of their products, exploring how they will look and function in any space, thus creating an immersive shopping experience for their customers.

Taking visualisation even further, Chilli Pepper Designs has embraced Augmented Reality (AR), enabling clients to project visuals directly into their homes or workspaces using AR technology. This provides an immersive way to see and interact with designs in real-time settings – clients can preview a new piece of furniture or an entire interior concept, virtually adjusting it to see how it fits in a specific space. This innovative feature exemplifies the company’s commitment to creating engaging, userfriendly experiences.

Beyond showcasing services, the site offers a detailed look into the design process. Drawing from a background in furniture, Chilli Pepper Designs deeply understands the effectiveness of CGI. As told by its founder, Neil Buckley-Jenson, the About Us section takes visitors from the brand’s birth to where it finds itself today, highlighting its foundations of collaboration and client alignment. Through case studies, testimonials and an FAQ section, visitors gain insight into the team’s dedication to translating clients’ visions into vivid realities and marketing products effectively.

The updated portfolio features recent projects, showcasing the quality and creativity that have earned Chilli Pepper Designs recognition across the CGI field. Each image reflects a commitment to innovation and excellence, underscoring the company’s leadership in visual storytelling.

“With an intuitive, streamlined design, the new website isn’t just a showcase of Chilli Pepper Designs’ work – it’s an invitation to imagine, explore and collaborate,” the CGI specialist concludes. “Visit the site to see how Chilli Pepper Designs can elevate any project through advanced CGI and AR – where vision meets innovation.”

www.chillipepperdesigns.co.uk

New platform a “game-changer” says Orbital

“For years, the furniture market has been tangled in a slow, outdated process, leaving manufacturers, retailers and consumers frustrated by endless delays, rising costs and missed opportunities,” says tech wizard Orbital Vision. “But what if there was a better way?”

The industry is about to change, says Orbital – and its new platform, OV25, is leading the way: “A better way, where businesses can focus on what truly matters –delivering quality products to customers as quickly and seamlessly as possible. With over 20 years of combined industry knowledge, we understand the unique needs of manufacturers, retailers and end consumers, as well as the essential assets required for effective product marketing and sales.

“Through years of ongoing conversations, our team have gained a deep appreciation for the pressure and pain points faced by manufacturers and retailers when it comes to marketing and selling products both online and in-store. By engaging with everyone involved in the sales process, we’ve developed a profound understanding of industry challenges.

“It’s not just a pipe dream –it’s the future of furniture marketing and sales

“We are beyond excited to introduce our latest SAAS platform, OV25 – a platform designed to meet the evolving demands of the industry, allowing our clients to stay ahead of the curve.

“Imagine a solution that cuts through the noise, eliminating inefficiencies and wasted resources, transforming the way products are brought to market – OV25 does just that. A solution that empowers manufacturers to showcase their products instantly, allowing retailers to bring fresh new ranges to market faster than ever before. It’s not just a pipe dream – it’s the future of furniture marketing and sales, and it’s coming sooner than you think.”

Orbital says OV25 is set to revolutionise the way the industry operates. Using cutting-edge technology, the platform promises to streamline everything from product creation to consumer engagement: “Whether you’re a manufacturer looking to expand your reach, or a retailer eager to stand out and offer something competitors can’t, OV25 offers a new way to connect with customers and drive sales, all while reducing the time and cost typically associated with traditional marketing methods – whether that be traditional photography, or CGI.

“But this isn’t just about speeding things up –it’s about doing things smarter. With OV25, you’ll gain access to tools and resources that enable instant updates, seamless integration, and a level of flexibility that the industry has never seen before. It’s the difference between being reactive and being proactive, putting you ahead of the competition. This isn’t just an upgrade – it’s a new benchmark for what’s possible in the world of furniture.

“Change is coming. Are you ready to be a part of it? Stay tuned, as OV25 is about to redefine the future of furniture marketing, and you won’t want to miss what’s next. We know you’re curious, but we’re not ready to reveal all the details just yet. What we can promise is that OV25 will be a game-changer for everyone involved. The countdown has begun, and the industry won’t be the same when this launches in March 2025. Can’t wait til then? Get in touch with Orbital via info@orbital.vision to hear more.”

orbital.vision

revolutionary solution that redefines the way manufacturers and retailers, connect and sell furniture. Get ready for a game-changer that will transform how you do business. Are you ready to embrace the future? OV25 is arriving soon - stay tuned.

LOUIS DE POORTERE

www.louisdepoortere.com

Louis De Poortere is exhibiting alongside other Belgian carpet and textiles companies at Heimtextil 2025, the international event for the textile and interior design industries.

Frankfurt’s Heimtextil fair is widely considered an unmissable event for those involved in the textiles and interior design industry. It brings together over 46,000 visitors from 130 countries to discover the latest trends and explore new partnerships.

January’s event will see Louis De Poortere in attendance, joining other Belgian companies in a pavilion that celebrates the country’s textile heritage. Louis De Poortere will reveal new designs for 2025 in the Ecorugs collection including the modern Berber, worn and distressed effects in Tabriz and Virgin Land, the traditional heritage and the intricate motifs of new Suzani, Persian and Kasak. There will also be colour additions to Coral, Ushak, Sakura and more.

These new additions ensure that the recyclable Ecorugs range continues to reflect the latest home interior looks, giving retailers a unique opportunity to present the best of design in a rug collection that is “steps closer to true circularity”. Every Ecorug is made from

100% recyclable polyester (even the label), 20% of which comes from recycled PET. This mono-material construction gives every rug a long first life and lets it be reclaimed at the end of its wanted life to be turned back into a new Ecorug through the Belgian maker’s Take Care programme.

Sales director Alan Russell says: “Heimtextil is the perfect place to reaffirm that our styles stand out for their uniqueness and exquisite

attention to detail, giving an accessible way to enjoy design in home interiors. And with every design now using our Ecorugs recyclable construction, we’re excited to be sharing with the textile and interiors trade how an innovative approach to the way products are made can really help to make a better and more sustainable future for the industry.”

Find Louis De Poorterte in Hall 5.1, stand B11 at Heimtextil, taking place from 14-17th January.

VACANCY: COO, MINERVA FURNITURE GROUP

Independent buying group Minerva Furniture Group is seeking a hands-on and proactive Chief Operating Officer (COO) to grow the business while maintaining the values it has when dealing with its independent retailers.

Reporting to Minerva’s board of directors, and responsible for the office manager and team, the role is home-based, visits to Minerva’s Corsham office with some travel around the UK and overseas.

Generous benefits included.

For a breakdown of key responsibilities – including those covering Minerva’s biannual trade exhibitions – visit bit.ly/3OmuScy.

To apply, please send your CV and covering letter, stating the reasons why you would be suitable for this role, to: Stacy Nicholas, at s.nicholas@minervafurnituregroup.co.uk

Ensuring peak performance

As the UK entered peak season, the furniture industry braced itself for its most demanding period – particularly the threeweek stretch surrounding Black Friday. For Rhenus Home Delivery, a leading provider of specialist delivery services in the UK, this time of year is a test of both operational efficiency and the ability to maintain top-tier customer service amid unprecedented order volumes …

Preparation for the peak season begins long before the first Black Friday deals hit the shelves. At Rhenus Home Delivery, detailed planning, co-ordination and collaboration across teams are essential to ensure a smooth operation.

The UK’s unique logistics landscape presents its own set of challenges, including congested urban areas, evolving environmental regulations, and the diverse expectations of British consumers.

Black Friday has transformed from a single day of sales into an extended, weeks-long shopping event that puts immense pressure on supply chains. Managing this surge effectively demands increased resources and the deployment of technology to handle high volumes, particularly for bulky two-man deliveries.

Rhenus Home Delivery tackles these challenges through enhanced tracking systems, optimised routing, and the strategic support of its extensive UK and European networks. This combination ensures that operations remain fluid, even during the peak of demand, says the fulfiolment specialist.

Warehouse operations in the UK are also tested to their limits during this period. The co-ordination between inbound deliveries, storage and outbound shipments must be seamless to avoid delays and disruptions. Rhenus Home Delivery uses its network of UK facilities and partnerships to optimise warehouse processes. The recent inclusion of support from other European Rhenus business units has bolstered UK operations, ensuring resources remain robust and capable of handling the seasonal spike in demand without compromising service standards.

“Black Friday puts immense pressure on supply chains

Meeting customer expectations is another critical aspect during the peak season. UK consumers, who are used to a prompt and reliable service, expect clear communication and precise delivery times. Rhenus Home Delivery prioritises customer engagement through advanced tracking tools and proactive updates, ensuring clients are informed at every stage

of the delivery process. By maintaining transparency and addressing any potential issues promptly, the company upholds its reputation for excellent customer service, even during the busiest periods. Looking forward, Rhenus Home Delivery continues to focus on innovation and sustainable growth to enhance its peak season capabilities. Investments in technology, route optimisation and fleet enhancements allow the company to handle the challenges of high demand while maintaining service quality. Each peak season serves as an opportunity to refine processes, adapt to new challenges, and build resilience for future operations.

For Rhenus Home Delivery, the peak season, especially around Black Friday, is more than just about managing an increase in volume – it is a chance to reinforce the company’s commitment to reliability, excellence, and customer care. “Through thorough preparation, a dedicated workforce, and strategic adaptability, Rhenus Home Delivery meets the challenges of peak season head-on, setting a high standard for home delivery services across the UK,” the group concludes.

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

Making selling memorable

A retail showroom has several distinct advantages over a website – chief among them the opportunities for physical interactions, which stick in the customer’s mind far better than a written or spoken pitch ever could. So, asks our US correspondent Gordon Hecht, why don’t more furniture salespeople get hands-on with the product?

By Gordon Hecht

I hope you find the information in this column to be valuable. It’s a shame that you’ll forget about 50% of the content 10 minutes after reading it.

It could be worse. If I spoke the written words to you in person, you’d forget 80% of the content in the time it takes to brew a pot of java.

However, if I could get you actively involved in performing tasks in the column, you’d see a marked increase in retention. Adding practical application to written and spoken word can increase recall up to +80% of the information that is presented – only 20% of the information is forgotten.

Training, whether in the schoolroom, sales bullpen or warehouse is most effective with a combination of reading, lectures, and hands-on activity. In sales that means roleplay (whether you like it or not).

This is not, however, a story of training. It is a story of transferring knowledge and enthusiasm. We also call that a sales presentation. It’s only in the retail showroom that you can show it and tell it. You can put it in the shopper’s hands and get them to become an active participant in the path to purchase.

Buying merchandise online has affected us in the retail world. But for all their fancy graphics, pop-ups and endless aisles, those online sites can never touch the potential of shopper interaction on the retail floor.

Your showroom can be a delight to all the senses. No website can provide that. Sure, they can show a demonstration video or show reviews of how thousands of strangers “love” the product. But they can never have an eye-to-eye conversation with a

shopper. And they can’t give a shopper a comparative comfort test. Or let the shopper feel the difference between a flat mattress and Zero-G relaxation. Only in a retail shop can they touch the component parts of a mattress. You know, using those handy demo kits your rep brought you earlier this year. Squeeze the spring, caress the fabric, experience the cooling action of the foams.

Here’s a challenge for your next (or first) roleplay sales training session. Have your sales team give a sales pitch. But they can’t mention price, warranty, or financing. They can only talk about the merchandise and component parts. Along with each feature, they have to encourage a hands-on interactive demonstration.

Some sales people dislike having to perform for their peers. You might give them a couple of days to prepare their pitch. Training good habits is always difficult.

Don’t let them off the hook until they get it right. Practice does not make perfect – only perfect practice makes perfect!

A near-perfect demo will be unforgettable. It will include features, benefits, and their advantages to the shopper in front of you. That same demo will build value in the product and how it can improve your shopper’s life. Done well, price is no longer a hurdle. Tell the story, show the product, and encourage the feel to close the deal.

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

“It’s only in the retail showroom that you can show it and tell it. You can get the shopper to become an active participant in the path to purchase

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Why a good deal requires a good brand

Consumers are always looking for a bargain – but James Appleby, planning director at ad agency isobel, advises furniture brands to resist adopting short-term, lowhanging-fruit-driven tactics (and risk making a bargain of a brand), to think creatively, and to sow the seeds for a finer harvest in the long-term ...

By James Appleby

You sell sofas. Or maybe it’s TVs. Or fridges, bikes, tables, beds and mattresses – anything that costs at least several hundred quid and quite possibly a few grand, that people use daily and keep for years.

And you’ve got a familiar problem – how do you sell the most you can, at the best price you can? And how do you do it while spending the least you can?

This isn’t a unique problem, but it’s a tricky one. These products are expensive, important, and vital to the smooth running of everyday life, but they don’t exactly scream “look at me!” They’re not as dull as finance or utilities, but they’re not as frequent as FMCG. They sit awkwardly in a middle ground, and the usual marketing models don’t really fit.

Take the classic purchase funnel. What’s striking in this case is how much of the consumer journey isn’t a journey at all. Sure, you can draw a chart that starts with ‘awareness’ and ends with ‘purchase’ or ‘recommendation’, but it ignores the big, messy space outside the funnel – those years between purchases when the consumer is so far out of category any hope of converting them into a sale is beyond forlorn.

And that’s where things get tricky. If someone isn’t going to be in market for five years (and let’s face it, that’s fast for some categories), and the active part of their journey lasts just a few months – usually triggered by urgent need – then at any given moment, 95% of your potential customers aren’t paying attention.

Given this observation, you (or some other member of the executive team) might reasonably ask the question, “Why are we tossing money away in untargeted media? Most of the people we’re reaching aren’t in market. Why don’t we fish where the fish are?! Go after the low-hanging fruit!”

Why indeed? Many years ago, a clever man named Jim Lecinski at a company named Google gave us the term ‘The Zero Moment of Truth’. It was a riff on P&G’s classic model and a cunning bit of marketing, as it suggested that the consumer journey started when someone typed something into Google (or Bing, if you’re that way inclined). Anything else before that moment? Irrelevant. Well done, Jim.

And if you buy into this idea, everything else falls into place – find people who’ve left the relevant digital breadcrumbs, get in front of them fast, and stay there. They won’t be in market long, and there’s a big-ticket purchase on the line, so win it at all costs. Be No.1 on search, saturate their social feed, pay whatever it takes to stay there. Then, motivate the sale. And what

motivates sales better than price? “30% off!”, “£100 Cashback!”, “Bundle Deal!” etc.

The consumer buys. They feel like they got a deal, you hit your sales target, and Alphabet and Meta shareholders pop champagne.Everyone wins. You’ve fished where the fish are, picked the low-hanging fruit, and you’re a genius. Article finished.

Except – one question... how much is your product worth? Sure, you know what it costs to make, distribute, and market, but that’s not the same as what it’s worth. Worth is defined by what a consumer is willing to pay. And if the first price the consumer sees is a discount, that discount becomes their anchor.

“I’m being asked to pay £500? Okay, I guess it’s worth £500, tops.”

And if that’s how much it’s worth, and that’s how much it’s on sale for – then that’s not a deal. And if there’s no marginal value there for the consumer to be motivated by, then we just gave up maybe 70% of our own margin for nothing.

And that’s where things start to unravel. Discounts can’t drive urgency if they’re what set price expectations. And those laser-focused ads? They’re now just part of the noise, lost in a sea of identical offers. You’re on the consumer’s radar, sure – but so is everyone else. The radar is jammed.

This whole ‘fish the low-hanging fish’ approach might look efficient on paper, but in practice it fails. Why? Because it’s looking at the problem from the business’ point of view. It doesn’t see things from the consumer’s perspective. It doesn’t set the consumer up to think, “£500? For that? Wow!”

Because the fact that 95% of your consumers aren’t in market is actually your big opportunity. While everyone fights for the fruit of the 5%, you have room to plant your seeds in the 95% of uncontested space.

“Sure, you know what it costs to make, distribute, and market, but that’s not the same as what it’s worth

Be creative, not for its own sake, but because it will help your brand burrow deep into the dry dust of their brain and stay there, waiting for the rains to come. They won’t remember specifics, so don’t sell them specifics. Make an impression. This audience doesn’t care much about what you have to say, so make it entertaining. They won’t act now, so don’t ask.

“Discounts can’t drive urgency if they’re what set price expectations

A business that doesn’t do the necessary brand groundwork in the long fallow periods between purchases is like a student who crams the night before an exam. If your measure of success is scraping by, then maybe that’s good enough. But if you want to win, you have to put in the yards and the years. So, focus on building your brand while your competitors are busy playing whack-a-mole with short-term wins, and you’ll be in a much better position long-term.

Balancing work and wellness

This month, Steve Pickering, the ‘unorthodox’ CEO of South East independent bed retail chain Sussex Beds, opens up about the personal harm running a business can help bring about …

Neglecting yourself is a risk you can’t afford – there’s no point in achieving business success if you’re not well enough to enjoy the rewards.

This year, I’ve shared a lot about our business challenges, the stress, and the lows. But alongside these, I’ve also been facing my own personal health issues.

In April, during the peak of our business’ IT transformation, a routine check-up revealed elevated blood pressure and cholesterol levels, requiring additional medication. The check-up also identified that I had developed diabetes, which now needed to be

When a consumer finally comes round to become one of the 5% actively in market – and they hit the zero moment of truth and officially begin their purchase journey – they already know you. They’ll notice your offer amidst the clutter. They’ll have a sense of what you’re worth, and they’ll see that your price is lower than they expected. They’ll also have an idea of why you’re different, and why you might be right for them, even if you’re not the absolute cheapest at the moment.

In other words, good business requires that you build your brand with the silent majority, even if it looks like you’re missing an opportunity by not spending everything maximising on the obvious 5%. Or, to stretch and scramble the metaphor just a little bit, if you want to fish the low-hanging fish, start by planting where the plants aren’t.

www.isobel.com

managed with medication.

Adjusting to the diabetic medication has been challenging. At times, it has caused nausea and a loss of appetite – a side effect I suspect is compounded by stress.

The pressures of this year have also disrupted my sleep. I’ve never struggled with sleep before, but over the past six months, I’ve found myself waking up with a racing mind, burdened by worries and anxiety. These sleepless nights have taken a significant toll on my focus, mood, and overall wellbeing.

Thankfully, I have a fantastic support network in my family and my team. I’m not sharing this for

sympathy or empathy – some of my health conditions are the result of lifestyle choices I’ve made. However, I believe it’s important to acknowledge the personal cost that managing or running a business can have on your health.

Have you ever found your professional pursuits impacting your personal health? What strategies have you developed to maintain a balance between work and wellness?

Discover more of Steve’s thoughts in his blog, at www.linkedin.com/in/stevepickering-unorthodox-ceo/

“It’s important to acknowledge the personal cost that managing or running a business can have on your health

From store, to screen, to store

Jamila Jamani is the founder and CEO of Parla, a one-to-one live commerce platform designed to help retailers replicate their in-store experience online, by providing a more personalised and interactive shopping experience. Here, she explains how live video can help close the all-important ‘conversion loop’ between store and screen …

By Jamila Jamani

Most retailers are familiar with the statistic that 2050% of visitors to brick-and-mortar stores convert to sales, while online conversion rates hover around just 1-2%. The truth is that ecommerce costs –notably, exploding customer acquisition costs (CAC), escalating return costs, and growing operating expenses – are skyrocketing.

In a headlong (and sometimes, let’s be honest, reluctant) effort to attain omnichannel omnipotence in recent years, too many brand leaders have allowed their eyes to stray from the profitability ball. This begs the question – how can online become a truly profitable channel?

In this environment of rising costs, ecommerce operators are under pressure to raise online conversion rates, increase AOV, and decrease returns. So, what is it about in-person shopping that inherently boosts sales?

Fundamentally, ecommerce is designed to be efficient and transactional. It saves us consumers time because we can shop day or night, from anywhere – without needing to travel or carve time out of busy schedules – and receive goods reliably at our doorstep.

However, while these online advantages are universally accepted in global retail practice, fully 70% of retail purchases are still made in brick-and-mortar retail stores. Let’s dig into this apparent mismatch.

Physical benefits

Two crucial advantages of offline retail are notoriously challenging to replicate online, especially in the case of carefully considered or bigger-ticket purchases: browsing and discovery; and real-time assistance from knowledgeable salespeople. These elements help customers make informed and confident decisions, contributing to higher conversion rates within the physical storescape.

Well-trained staff with strong relationship instincts provide knowledgeable and personalised service, generating the all-important ‘trusted advisor’ effect, which is notably valuable in closing highconsideration sales like electronics and luxury items, and keeps customers coming back.

Shopping in-person provides a range of benefits:

Personalised experiences: Tailored interactions with practiced and instinctive professionals that

resonate more deeply with customers.

Expert product knowledge: Immediate access to specific and relevant information from sales associates.

Ease of discovery: The ability to explore and find new products effortlessly, promising the potential delight of an unexpected discovery.

Speed to purchase: Obtaining immediate answers and making more confident purchase decisions, thus reducing the number of touchpoints prior to purchase.

Quick checkout process: Streamlined purchases, without the frustrating delayed gratification that is inherent to ecommerce delivery.

For brands, these in-store advantages, when executed effectively by experienced professionals, lead to both increased sales and enhanced customer loyalty.

In-store interactions often result in more effective closing of sales due to real-time customer service and effective upselling by sales associates. Customers tend to purchase more items in-store, influenced by the tactile experience and persuasive recommendations from staff. Transactions involving sales staff are typically +81% higher, thanks to their expertise in recommending premium products and bundles – while engaging effectively in-store boosts long-term customer loyalty and repeat purchases, leading to a higher lifetime value.

Closing the loop

Achieving online conversion rates that rival in-store experiences isn’t about keywords, promotions, payment plans, AI magic, product videos, or multifaceted search. Customers – whether online or offline – simply want to talk to a helpful person who is knowledgeable about the product, to generate the reassuring confidence and excitement they need to buy in the moment.

Live video interaction between salespeople and customers bridges this gap more effectively than any other tool, based on real-world results from our clients. Capital One research similarly indicates

“This hybrid approach bridges the gap between digital and physical retail, ensuring that the convenience of online shopping does not come at the expense of personalised service

that retailers who effectively embrace omnichannel engagement increase sales revenue by an average of +179% over those who do not.

Live video selling empowers customers to interact with knowledgeable salespeople who can offer personalised advice, answer questions, help them browse potential purchases for ideas, and guide them through the purchase process – almost exactly like a typical in-store experience. This builds confidence in purchases, and replicates the buzz of an in-store experience online.

In a recent survey conducted by a US$2b+ retailer, asking their customers what is the ‘most valued customer service’, one-to-one live shopping was a top selection, beating same-day delivery, installation and design services. One-to-one live video with in-store sales staff also gives each side of the transaction a reassuring tie-back to the authentic feel of the brand’s physical offline retail environment, which ‘completes the loop’, building trusted sales relationships and cementing deeper brand loyalty.

Fans of a brand’s website are therefore evolved into broader brand support, leveraging the brick-andmortar infrastructure in tandem with investments in ecommerce, which foots back to shareholder value.

Case in point

Nebraska Furniture Mart (NFM), a Berkshire Hathaway-owned national furniture retailer, sought to bridge the gap between their online and offline customer experiences. They aimed to deliver a virtual customer journey as engaging as their famous instore service.

By integrating one-to-one live video selling, NFM supercharged their online conversion rate to more than 58%, raised the ATV, and enhanced customer loyalty.

As NFM’s general sales manager Rodney Rahl explains: “We draw customers from a distance of up to 150 miles away from our stores – that can be a six-hour round trip. So one-to-one live selling helps us give customers, especially those who can’t easily access our stores, a way to understand and look at the details of something they’d like to purchase by connecting with our sales agents.”

Retailers with the following characteristics typically benefit the most from implementing a one-to-one live shopping solution: products with multiple features and specifications – items like appliances, skincare, or furniture often have various attributes that affect performance, usability or compatibility; highly-trained staff – investments in product knowledge ensure sales staff are experts in the category; customer seeks out help when shopping – customers often seek guidance or education about product features, benefits, and proper usage via stores and/or call centres; and a longer decision-making process –customers usually take more time to compare options, seek expert advice, and evaluate their choices.

If any of the above attributes resonate with your own situation, then one-to-one live shopping would be a powerful tool to support customers, and supercharge their shopping journey.

The missing piece

The fusion of online and offline strategies, best exemplified by one-to-one live video shopping, offers a powerful means to enhance customer experiences and boost sales. Live video interactions with knowledgeable sales staff not only provide real-time, personalised service but also build trust, deliver detailed product information, and guide customers through purchasing decisions.

This hybrid approach bridges the gap between digital and physical retail, ensuring that the convenience of online shopping does not come at the expense of the personalised service that in-store shopping offers.

The key to success for retailers lies in embracing this hybrid model. By leveraging the strengths of both digital and in-store environments, brands can offer a cohesive and compelling customer experience that not only attracts new customers but also improves existing relationships.

As a retailer, you are already doing everything you need to make live video selling a reality – you have fully trained sales staffing resources, which is the most critical component, and you have probably already developed a reasonably robust ecommerce functionality.

Years of efforts by brand managers to achieve pie-in-the-sky ‘omnichannel strategic initiatives’ that aspire to magically make everything right in the universe have produced mixed results for most retailers – one-to-one live selling is the missing piece that mates ecommerce directly with offline retail, simply and effectively.

It’s time to leverage the assets you already have by closing the loop from store to screen and back to store.

www.parlaretail.com

“Customers –whether online or offline –simply want to talk to a helpful person

Why sell a business to an EOT?

With major furniture businesses including Lebus Upholstery and Saxon Furniture opting to make the transition to Employee Ownership Trusts (EOTs), Richard Cowley, who leads the EOT advisory team at RM2, which designs and manages employee share schemes for UK companies, explains why selling businesses to employees is a growing trend …

By Richard Cowley

Research by the Employee Ownership Association found there were at least 1650 employee-owned businesses as of October 2023, with around 330 of these created in just the past year, marking the largest single-year increase.

A growing option for business owners looking to exit is to sell to their employees, rather than to businesses they’ve competed with for years. Recognising that their employees have typically contributed significantly to the success of the company, it makes them a logical choice for business owners who want a smooth exit and to leave a legacy.

What is an Employee Ownership Trust?

An Employee Ownership Trust (EOT) allows business owners to transfer ownership to their employees. This option helps the business continue to thrive in the hands of experienced employees who know the company and its customers well.

Owners must sell a controlling share (over 50%), but can keep up to 49% if they want to stay involved. This gradual change makes for a smoother transition, with fewer disruptions to the management structure or the day-to-day activities.

The trust holds shares on behalf of the employees, who indirectly own the company. This approach provides a clear framework for employee ownership, whilst offering significant tax and other advantages for the selling owners.

Though third-party loans exist, they are less common, and the sale is typically funded by the company’s profits, with the owners effectively lending the funds to the trust for it to buy the company – the loan is usually repaid over a five- to six-year period.

The owners seeking to exit the company can remain directors while the loan is paid back, and any restructuring of the management can be done at the pace of the owners and employees.

The sale to an EOT offers numerous benefits to the exiting owners, the remaining employees and the business itself – and to ensure a smooth transition, clear communication to everyone in the business about the benefits of the sale to the EOT is essential.

The advantages for business owners selling to an EOT include: tax benefits – selling to an EOT is tax-free, with sellers getting 100% relief on Capital Gains Tax (CGT); control of the sale – selling to a trust is straightforward, as there’s no need to find a buyer or go through complex negotiations; protecting the business and employees – owners often want their company and employees to continue thriving, and

selling to an EOT can help ensure that; and attracting top talent – offering employees ownership can boost their engagement and attract talented new hires.

The advantages for employees of an EOT-owned business include: profit sharing – once the loan to the owners is repaid, employees may receive a share of company profits; tax-free bonuses – employees can receive up to £3600 in tax-free bonuses each year; and staying independent – selling to a third party can create uncertainty for employees, but with an EOT, the company stays independent, avoiding disruption in company culture or leadership.

Advantages for the business include: smooth transition – selling to an EOT allows for a gradual and planned shift in ownership, ensuring business continuity; retained knowledge – owners often stay on during the transition, providing valuable expertise and connections; and higher employee engagement –employees who have a stake in the business are more likely to stay engaged, productive, and loyal.

Key considerations when selling to an EOT

Selling to an EOT might not suit every business owner, but it’s often easier than finding a third-party buyer. Important considerations include: the business must generate enough profits to fund the buyout over 5-10 years; owners are still responsible for planning succession beyond the EOT sale; the process can be completed quickly, often within three months, though it can also be slowed down; and there is no financial risk to employees.

Planning an exit

The reasons for the increasing popularity of this route to exit for business owners are clear, allowing them to create a tax-free exit by selling their shares to an EOT, whilst remaining in control of their exit timeline.

The owners can avoid the complex, timeconsuming and expensive process (with the necessary more onerous due diligence_ that typically ensues when selling to a third-party buyer.

In conclusion, EOT transfers are amongst the quickest and easiest business sales possible, thanks to the seller and buyer being on the same side and working towards achieving the same outcome. The transaction is likely to have little immediate impact on the business, but passing ownership to colleagues who helped build the company, without them facing personal financial risk, can deliver long-term benefits.

www.rm2.co.uk

“EOT transfers are amongst the quickest and easiest business sales possible

Agents and reps united

Following another successful South West Furniture & Bed Show in September, the South West Furniture Manufacturers’ Agent and Representatives Federation (SWFMARF) is inviting prospective members from related industries to consider joining, writes chairman Andrew Birkett …

By Andrew Birkett

SWFMARF was established in 1992, and we’ve been committed to helping agents and representatives create strong, rewarding connections throughout the region ever since.

SWFMARF have held trade shows for many years, albeit in different locations, and they’re an important feature of our federation. SWFMARF now partner with Junction 24 at Bridgwater, which is the perfect venue for us, easily accessible with parking for show vans, and a restaurant on site. It’s well supported by retailers and suppliers alike.

As a federation member, you’ll have access to our members-only trade shows. These shows provide exclusive opportunities to showcase your products and build meaningful connections with top retailers in the South West and South Wales.

This year, our show was held in September, and showcased over 40 brands. With a relaxed, friendly atmosphere, retailers can enjoy our hospitality and socialise with us whilst viewing new products. As part of our ‘thank you’ to retailers, we held a raffle, with winners receiving a specially selected hamper. Recipients included Haskins of Shepton Mallet, Skidmores of Worle, and JC Williams, in Helston.

But don’t just take it from me. Our secretary, Sas Haines, says: “I’ve been a member of the SWFMARF for many years. I first joined when I was new to the furniture industry, as it was an ideal opportunity to meet mutual professionals who could provide knowledge and advice.

“I’ve exhibited at nearly every show since I joined, as it’s an ideal time to meet with retailers in a less formal atmosphere, and for us it makes a nice change from being on the road. It’s also great to socialise with colleagues, whether it’s a coffee during the day or an evening out. This year, a group of us entered the local pub quiz, making two teams – pitting us against each other, as well as against the regular locals. It certainly highlighted who’s the more competitive amongst us!”

Westbridge Designs’ Paul Howe comments: “As a manufacturer, the show has always been good for us – relaxed, but businesslike as well. We will definitely exhibit there again, attendance from customers was very encouraging.”

Retailers supporting the federation’s show this year included Ian Bonniface, manager of the Big Furniture Superstore in Plymouth, who says: “We visit the South West Furniture & Bed Show every year, and always come away with some new and innovative ideas for the year ahead. We always manage to get good deals on products that we wouldn’t normally get if we hadn’t visited.”

And Daffyd Davies, from Davies and Davies in LLandysul, adds: “I always visit the show to support the local agents and representatives, and it’s a great opportunity to see new products or companies.”

Finally, Mike Skidmore, from Skidmores in Worle, notes: “Our first impression of the show was very positive – the venue is well located and there’s plenty of free parking. It’s nice to have time to spend with the agents and reps. It’s a good idea to have the show vans outside to offer more choice, and good to see some major brands such as Celebrity and Sherborne. Overall I’m impressed, and hope the show will continue to grow – we will be supporting it again in the future.”

Are you an agent or representative in the furniture, furnishings, flooring or related products industry? If so, there’s never been a better time to join our federation. Doing so links you with a well-established network of agents, representatives, retailers, and manufacturers. As our federation expands, so do your opportunities to form new partnerships, broaden your client base, and grow your business

And retailers, we need your involvement too! By supporting our federation, you ensure you’re connected with the most dedicated and knowledgeable agents and reps in the industry. Whether you specialise in modern designs, classic styles, or niche markets, our federation is here to connect you with the right professionals who can help your business thrive.

If you live or work in the region and would like to learn more about joining the federation, contact us today at swfmarf.secretary@gmail.com. Let’s build a stronger future, together!

www.swfmarf.com

What are your strongest –and weakest – sales months?

The January and July sale periods are the strongest, February and August the weakest

Hamish Mansbridge

(Heal’s)

Black Friday has become more and more important. Our weaker months would be the summer months, where bedrooms come second to holidays

Brian McCann (DFI Beds)

July and February can be difficult, along with the pre-Christmas period between Black Friday and the Boxing Day sales. These are all times when our customers are distracted. In February it is paying off Christmas, and paying for holidays. In July it’s going on holidays, and in the pre-Christmas period, the focus is on gifting, hosting and food. In terms of trading patterns, however, we’re seeing a move from the traditional weekend uplift to a more measured day-by-day footflow. This is also true of bank holiday weekends. Customers are better informed, and we can support their early product research out of store with great online resources. This means fewer browsing visits to store and the opportunity to narrow down options before coming face to face with products and our in-store teams

Darryl Simpson (WJ Aldiss)

Strongest is November, and weakest is May – driven by promotions, and traditional consumer spending habits

Anthony Joyce (Wolf Components)

August tends to be our strongest month of the year (end-of-summer sale). December is our weakest, out of promotion for the majority of the month, then the winter sale starts on Boxing Day

Jonathan Creese (Gillies)

December and August. I switch off, can’t help myself

Phil Pond (Scarlet Opus)

It’s where the market is, or where you make it –autumn and winter for upholstery, summer for gardening. I’ve been pleasantly surprised, though, at how spiking marketing activity at unexpected times can produce a pretty instant return

John Pattison (ex-Sterling Furniture Group)

Unfortunately, we’re in a very ‘seasonal’ industry featuring ridiculous peaks and troughs throughout the year. January and February bring in great business from retail winter sales and from the January exhibitions, and the summer months are normally very disappointing, with consumers spending their money on anything and everything other than furniture for the home. It’d be great to see a more even balance throughout the year to take the pressure off factories and their staff

Daryl Drylie (ID Agencies)

I would generally say that June/July are typically weakest, with November and January being the highest. I think the general pattern is dictated by the classic holiday periods – summertime sees reduced spending to save for summer holidays, then increased spending to present a new/improved home in time for Christmas

Phil Gant (PG Agencies)

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