01424 776101
paul@gearingmediagroup.com
@FurnitureNewsED
@Furniture News
www.furniturenews.net
Editor's comment
“There’s a raft of products on hand which could, at best, help change the lives of women in and around this age group
Each year, thousands of column inches across the media are devoted to outlining why businesses need to appeal to the tech-savvy, value-led and discerning younger consumer. But while addressing new demand remains perhaps the biggest challenge of our time (wasn’t it always?), let’s not forget what our core audience needs.
For example, in last year’s Understanding the Furniture Shopper report, produced by Furniture News with the help of product visualisation guru Chaos Cylindo, we found that nearly three-fifths (59%) of people aged 45-54 felt it important that their furniture enhanced their wellbeing.
While you’ll have a good grasp on what motivates consumers of this age (you may well be one yourself), you’ll also recognise that the menopause, a subject that’s often been swept under the carpet, is now very much a matter of national discourse – and its impact, health implications and possible solutions need to be taken seriously.
Our industry has an answer to at least part of this problem, in the range of mattresses available which promise cooler sleep experiences, limiting the sleep disruption caused by fluctuating body temperature. Whether containing traditional, natural materials, or cutting-edge technologies designed specifically to regulate temperature, there’s a raft of products on hand which could, at best, help change the lives of women in and around this age group.
This month, we’ve enlisted experts from several bed brands to explain why temperature regulation matters, and what they’re doing about it (p22). You’ll also find cool sleeping tips from Mattress Online’s Hannah Shore, and solutions from some of the market’s suppliers.
Age looms large elsewhere in this month’s issue, as ercol production leads Brian Snelling and Roy Greaves explain how the heritage brand makes the most of its older members of staff, ensuring their skills and experiences are passed on to younger generations via a well-established apprenticeship scheme (p10).
Elsewhere, you’ll find interviews with Greycaine’s Cristina Rugo (p8), Wolf Components’ Anthony Joyce (p14) and young furnituremaker Eva Ellis (p18), plus the latest on sustainability (from p34) and payment and protection solutions (from p44).
We’ve also columns from Steve Pickering (p49), Adam Hankinson (p50) and Stephen Sidkin (p48), while ACID’s Dids Macdonald calls for responses ahead of a Government consultation on AI training and copyright protection (p57), and, with Valentine’s Day approaching, Gordon Hecht serenades us with some sales advice from the US (p54).
Next month, we’ll be looking back at the trade shows that have set the stage for 2025, including a comprehensive review of this year’s January Furniture Show and The Furniture Awards. We’re also getting set to launch a new edition of Furniture News dedicated to the IMEA (India, Middle East and Africa) markets – email Caroline Littler at caroline@gearingmediagroup.com to find out more.
Until then, enjoy the issue (and keep your cool!).
Paul Farley
EDITOR-IN-CHIEF
Paul Farley 01424 776101
X @FurnitureNewsED
SALES
Sam Horscroft 07764 650655
paul@gearingmediagroup.com
sam@gearingmediagroup.com
X @FurnitureNewsAD
SALES EXECUTIVE
Caroline Littler 07861 231461 caroline@gearingmediagroup.com
OVERSEAS AGENT
Casey Loo (Asia) +65 973 00123 (WhatsApp) casey@apsmediagroup.com
PRODUCTION
PRODUCTION MANAGER
James Ash james@gearingmediagroup.com
DIGITAL MANAGER
Nyall McCurrach nyall@gearingmediagroup.com
COPY ADMINISTRATOR
ACCOUNTS
ACCOUNTS/GENERAL MANAGER
Wendy Williams 01424 817433 wendy@gearingmediagroup.com
CHAIRMAN Nigel Gearing
SALES AND MARKETING DIRECTOR (FURNITURE NEWS PORTFOLIO)
Steve Merrick 01424 776108 production@gearingmediagroup.com
SUBSCRIPTIONS (UK-£65, Europe-£85, RoW-£95) subscriptions@gearingmediagroup.com
REPRO,
Stephens &
Cristina Rugo Greycaine
Anthony Joyce Wolf Components
Simon Scholes Oakdene Hollins
Next looks to offset impact of wage rises
Outlining its Christmas trading performance and guidance for the FY ended last month, Next states that its UK growth was in line with the performance for the rest of the year, but online sales growth increased at the expense of that in retail stores.
In the nine weeks to 28th December, full-price sales were up +6.0% YoY. Next says this number was slightly flattered by the timing of the end-ofseason sale – adjusting for this effect, underlying full price sales were up +5.7% (up on the retailer’s previous guidance for the period of +3.5%).
The over-achievement added £27m to full-price sales, and lifted Next’s full-year guidance for group PBT by +£5m (to £1010m). Group PBT is now forecast to be up +10.0% on the previous year.
Looking to the current FY (ending January 2026), Next forecasts full-price sales growth to be up +3.5%, and group PBT to be up +3.6%.
Next expects a combination of general wage inflation, the increase from April in the National Living Wage (NLW), the decrease in Employer National Insurance (ENI) threshold, and the increase in the ENI headline rate, to increase the cost of wages of £67m – and plans to offset this through a combination of operational efficiencies and other cost savings, plus a +1% increase in prices on LFL goods, which, it says, “is unwelcome, but still lower than UK general inflation”.
NBF announces growth and priority areas
The National Bed Federation (NBF) reports that it grew its membership base by over +7% in 2024, and now has a total of 86 members, including 54 of the UK’s leading bed manufacturers.
The growth of the membership against a generally challenging economic backdrop has been welcomed by NBF executive director Tristine Hargreaves, who says: “The addition of these new members, and retention of our existing manufacturer and supplier base, is a very positive foundation for our work in 2025 and underscores the value we have been working to deliver for the membership.
“We continue to maintain a focus on reducing the huge increase in ‘counterfeit’ mattress sellers that prey on cash-strapped consumers. They are trading in dangerous and often illegal products from websites, social media platforms and from the backs of vans across the UK, something we have seen skyrocket in recent years.
“We have held workshops for our members, retailers and suppliers including, ottoman bed safety, and collaborated to find industry-wide solutions to improving consumer understanding on how to use products safely.
“In addition, the progress we have made in driving the sustainability agenda is particularly important to the industry, and in 2024 we launched the first national database of mattress disposal locations to help educate consumers about their local options.”
Simon Williams, head of membership for the NBF, adds: “As an association we may be over 100 years old but the focus of our work is squarely on the 21st-century issues that affect the industry and consumers. Improving the amount of bed waste that is recycled is a cornerstone goal for us again in 2025, and tackling the plague of social media ads pushing products that do not meet UK trading standards is key to protecting consumers and manufacturers alike.”
Retail sheds 225,000 jobs in five years, says BRC
The British Retail Consortium (BRC) has pointed out a significant drop in retail job numbers. According to the ONS, there were 2.81 million jobs in retail in September 2024 – traditionally the low point of the year, before the numbers rise again ahead of the peak Christmas period. On a four-quarter average, there were 40,000 fewer jobs than in 2023, and 225,000 fewer than five years ago.
BRC chief executive Helen Dickinson says:
“Despite a further fall in the number of retail jobs, the industry remains the largest private sector employer, providing approximately 2.9 million jobs in the UK, with another 2.7 million in the supply chain. The current fall is partially explained by ongoing transformation in the industry, from increased investment in automation and higher productivity, to
a shift to outsourcing of warehousing and logistics that are not all captured by the ONS retail figures.
“Meanwhile, costs of hiring have risen significantly in recent years. Pay growth in the industry was well above the national average at +8.5% in 2024, and up over +25% since 2021. The October Budget increases the National Living Wage by a further +6.7%, adding over £2.7b to retailer wage bills from April 2025, while changes to rate and threshold for employer NI contributions will cost the industry over £2.3b. This will could hasten the reduction in retail jobs and particularly the recruitment of part-time roles, which have been falling in recent years. It is inevitable the Budget will also put pressure on jobs and hours in the coming year.”
CORRECTION: In a feature in January’s issue, The Power of Three, it was wrongly claimed in the introduction that one of the founders “returned Furniture Village to profit”, contrary to the fact that, apart from in its first year of trading, Furniture Village has never reported a trading loss. Furniture News apologises for the error, and for any offence or confusion caused
Julian Bowen has appointed Steve Breen (ex-Vitra Bathrooms, Ideal Standard, Finning and Electrolux) as its new CEO. Outgoing CEO Emmett Lenaghan will be retiring following a transition period, but will remain a shareholder and adviser
Harrison Spinks’ chairman Simon Spinks has been awarded an OBE in recognition of his contributions to the mattress and bed industry
Marquee Brands has acquired Laura Ashley – deployed in the UK furniture industry through licensed partners including Next and Qualita – from Gordon Brothers. The acquisition retains Laura Ashley’s UK-based team, and expands Marquee Brands’ global footprint with the opening of its first European headquarters, in London
John Lewis has been granted the Royal Warrant of Appointment as supplier of household goods and furnishings to His Majesty King Charles III
Oak Furnitureland opened a new 17,000ft2 showroom in North Shields on Boxing Day, on Silverlink Retail Park in North Tyneside
Sleep.8 has announced the opening of its newest London store, at 3A Baker Street
ercol Furniture has appointed Geoffrey Stafford (ex-Ekornes) as its northern area sales manager
The Range has introduced the Garden Centres by Homebase concept, opening six new-concept superstores
DFS has reported rising profits, with H1 (ended 29th December 2024) group PBT(A) expected to be in the range of £16-17m – up some £7-8m YoY. Group order intake was up +10.1% YoY
Loom Loft Furniture and Interiors is opening its fifth store, in a building adjoining Booths supermarket at Haven Road, Lytham, late next month
Raft is closing its showroom on Cricklewood Broadway to make way for redevelopment, redirecting its focus to its Westfield flagship and satellite stores
Wayfair has exited the German market due to it “increasingly lagging the potential return we see in other areas”, says CEO and cofounder Niraj Shah, who adds that the business will continue its focus on Canada, the UK and Ireland
Furniture Village opened its firstever Scottish store, on Edinburgh’s Straiton Retail Park, in December
Hypnos has been appointed by His Majesty King Charles III with a Royal Warrant as a manufacturer of beds, mattresses and upholstery, broadening its 95-year-strong remit
The Furniture Awards 2025 winners revealed
The winners of The Furniture Awards 2025 (sponsored by WorldFirst) were announced at a presentation in the January Furniture Show’s Social Studio during the event. The awards, delivered in partnership by JFS and its principal media partner Furniture News, celebrate the achievements and approaches of furniture businesses across five categories.
This year’s champion suppliers are: Best of British – Whitemeadow (winner), Celebrity Motion Furniture (highly commended), Ashwood Designs (highly commended); Global Player (sponsored by WorldFirst) – Wiemann (winner), Qualita (highly commended); Sustainability – Gruppo Mastrotto (winner), Shire Beds (highly commended); Design Innovation – Skovby (winner), At The Helm (highly commended); and Superior Service – Welcome Furniture (winner), Sci-Net (highly commended).
Furniture News’ Paul Farley, who co-ordinated the awards and chaired the judging process, says: “It’s great to be able to recognise another batch of deserving winners. Given the amount of strong entries we received this time around, their achievement is all the more impressive, and sets a high bar for the rest of the industry.
“I’d like to thank this year’s judges – Malcolm Walker, Emma Leeke, Darryl Simpson, Richard Naylor and Becca Maloy – for their invaluable
expertise, and to congratulate every entrant for their efforts in helping to define what a good furniture business should look like.”
Ahead of next year’s edition, the January Furniture Show team announced the launch of the Excellence in Furniture Awards, boasting a new gala dinner format and extended awards categories, backed by Furniture News.
Pictured are Paul Farley, Whitemeadow’s marketing manager Elyssia Kravaris, and The Furniture Shows’ Shona Carmichael and Paddy Wallace. Find out why 2025’s winners made the cut in next month’s issue.
Government issues update on fire safety review
The Office for Product Safety and Standards (OPSS) has provided a progress update from the Minister for Employment Rights, Competition and Markets on the Government’s review of the fire safety of domestic upholstered furniture.
The policy paper sets out the initial changes it will make to amend the Furniture and Furnishings (Fire) (Safety) Regulations 1988 (the FFRs), and its ongoing plans. While the FFRs were introduced in response to the increasing number of furniture fire-related deaths, they require updating to keep pace with product innovation, says the OPSS: “Since 1988, evidence has also emerged of the risks associated with chemical flame retardants used to pass flammability tests.”
The policy paper outlines the Government’s proposed new regulatory approach, highlights areas of broad stakeholder consensus and provides an update on outstanding challenges.The OPSS says it will work with businesses, trade associations and other key stakeholders to finalise the key elements of the policy.
“Our reforms must be ambitious and reconcile complex and competing challenges, to keep consumers safe,” writes MP Justin Madders in the report’s foreword. “I am pleased to set out today the action the Government is taking now to address concerns about chemical flame retardants in baby and children’s products, without compromising on
fire safety. We will make these changes alongside amendments to labelling requirements and enforcement provisions.
“These changes represent the first steps to reforming the way in which upholstered furniture is regulated. Later this year, following further stakeholder engagement, I intend to go further, setting out final positions and clear timelines for implementing a new regulatory approach in full and for the publication of new British Standards to support businesses to comply with it.”
The Government is taking some immediate action to amend the FFRs, based on evidence collected in consultation responses. Changes to the existing legislation will be made as soon as parliamentary time allows and will take effect six months later, in line with obligations under the UK’s World Trade Organisation commitments.
The amendments are: the removal of certain baby and children’s products from scope of the FFRs, to reduce babies’ and children’s exposure to CFRs where the risk of exposure to potentially harmful chemicals is greater than the fire risk posed by those products;
the removal of the requirement for manufacturers to affix a display label to new products, reflecting the limited value of the display label; and extending the time frame for instituting legal proceedings from 6 to 12 months.
Essence of Italy
Last month, Italian furniture atelier and emporium Greycaine opened its 3000ft2 flagship showroom on Watford Trade Park. Featuring a handpicked selection of furniture and a dedicated interior design area, the showroom reflects a brand rooted in Italian heritage yet inspired by contemporary living – a showcase of “beautiful furniture that inspires and brings the essence of Italian luxury into the home,” says creative director Cristina Rugo …
Why open this store, here? How does it fit into your wider strategy?
We are delighted to have been able to open our showroom, which brings the Greycaine brand to life. We wanted to open this store here because of the location – it’s convenient, and is in a very good catchment area which allows us to obtain a larger space to showcase a wide range of product at sensible pricing (I would rather keep prices low on our offering and service than charge more to fund rent going to third parties).
We love that the showroom is easily accessible – we have over 3000ft2 of space to showcase our products, and plentiful parking for clients, and the surrounding areas are a very good fit for our product offering.
“I would rather keep prices low than charge more to fund rent
Was there any significant physical redevelopment?
Yes! It was just a shell, so we had to do everything from scratch.
How did you ensure it remained ‘on brand’?
We have a brand bible and that helps keep everything in order and acts as a very useful reference point across all parts of the business.
How would you describe the in-store atmosphere?
Warehouse chic – elegant and spacious, with warm lighting and a relaxed soundtrack. Oh, and it smells great!
Cristina Rugo
What’s on display, and how was the range selected?
We have over 100 products on display, and each was selected to show the range of offerings we have for the home. A brochure is very useful, but nothing beats seeing products and finishes in the flesh and speaking to our knowledgeable team.
We will re-evaluate what’s on show every six months as a minimum.
Describe a typical customer, and your approach to serving them …
Our typical customer is often a homeowner who wants to add value to their property and values a highquality, enduring product. They love beautiful design and want to add considered pieces to their home.
We look after them by listening first, then suggesting second.
How are you driving footfall?
Word of mouth, Google, social, print, and a very talented PR.
What was the project’s biggest challenge? Costs and timescales!
How does the store work as part of an omnichannel offering?
We only sell via the store – we don’t have a sales channel online because it’s not that sort of product.
What aspect of the showroom are you most proud of?
The way it all came together, and how helpful everyone was in getting it to look the way it does, which is a beautifully designed and functional showroom.
Are there any other developments at Greycaine that we should know about?
There’s plenty in the pipeline, but we can’t reveal them just yet, sorry!
www.greycaine.co.uk
“A beautifully designed and functional showroom
Across the ages
When it comes to heritage furniture brands, few boast more heritage than ercol, established in 1920 and still manufacturing in Buckinghamshire. Renowned for its design and craftsmanship, the business has negotiated many changes across its lifetime, and has developed a commendably progressive take on staffing and training …
National Older Workers Week, which takes place each November, aims to recognise the value of over-50s in the workplace. According to the ONS, there are now some 10.9 million people aged 50+ in employment, more than any other time in history – and ercol is making good use of these experienced individuals.
With a workforce of 81 in its factory – 31 of which are aged over 60, with, at the other end of the scale, 18 apprentices – the furnituremaker recognises the potential in staff of all ages, and how their skills and knowledge might complement one another.
Technical support manager Roy Greaves, says he is extremely proud of the company’s commitment to valuing its older staff: “We’re reliant on the skills and experience that the older person brings – so much so that 56% of our staff are over 50.
throughout school and studied around the corner from ercol, so when the opportunity to undertake an apprenticeship with ercol came up, he jumped at the chance. He completed a three-year apprenticeship in polishing and, eager to further upskill, undertook a two-year course in advanced polishing.
Some 37 years later, Brian now boasts a whole family of apprentices, as not only did his wife also complete an apprenticeship at ercol in sewing, but his three children all followed in their parents’ footsteps and undertook apprenticeships in their respective fields.
“We’re reliant on the skills and experience that the older person brings
“We are also aware of the problems which come with an ageing workforce. This is the main reason why we look to the apprenticeship programme for support. A large portion of our adult-based workforce have originally come through our apprenticeship scheme (16 of our current over-50s have completed an apprenticeship with ercol), and we’re proud to still have them as part of the team as they’re able to pass on their knowledge and experience to the next generation of ercol workers.”
Production manager Brian Snelling agrees. Growing up, Brian had several part-time jobs
Both Roy and Brian are currently working with the Department for Education’s Skills for Life campaign, which aims to inspire adults of all ages to learn new skills and boost their career opportunities, and were keen to share their insight with Furniture News …
What value do ercol’s older members of staff bring to the table?
Roy: I believe older workers bring with them a wealth of knowledge and experience to the workforce. Over half (56%) of our staff are over 50, and they all have vital experience in the skills that they use every day, which can be passed on to younger generations. Our older workers are extremely valuable to the workforce and ercol takes pride in them and their contributions to upskilling their colleagues.
How established is your apprenticeship scheme, and how has it changed in recent years?
Roy: We’ve had apprentices since ercol’s early beginnings so it’s very well established, but we’ve offered the modern apprenticeships for seven years. Last year alone we onboarded five apprentices, and now have a total of 19 at ercol.
A benefit of the apprenticeship programme is that it is agile, which has helped when we’ve needed to adapt at times to keep up with societal changes and different needs that we’ve had as a business. We’ve continued to keep the format the same however, as we know how effective and rewarding the programme is for those who undertake it.
Why do you think working at ercol might appeal to older applicants? Do you think being a heritage brand helps?
Brian: Definitely! I think the heritage aspect appeals to older applicants as they may be more familiar with the history of ercol and its roots. In addition, more than half of our workforce being over 50 is another reason that I believe could be a big appeal to older workers – they are able to have a good balance of working alongside a younger generation with fresh, new ideas that they can shape, as well as a good number of peers of a similar age.
Apprenticeships are often viewed as a young person’s pathway – how might the industry change this perception?
Brian: The furnishing industry can change this perception by highlighting the success stories of older workers who’ve made career changes into the industry. With entry options such as an apprenticeship, it is never too late to change your career route into something you genuinely enjoy and are interested in, and perhaps if more people were aware of this, we might see it as a more commonly chosen option.
I also believe offering tailored programmes that cater to people with different life experiences challenges the perception – when you’re being taught as you work, you don’t need to have a catalogue of relevant experience, you can bring your unique skills to the table instead.
What problems come with having an older workforce, and how do you try to overcome them?
Roy: There are some more challenging aspects that come with an ageing workforce – in particular, of course, the fact that we know our team are closer to retirement age, so they may work with us for less time than people right at the beginning of their career. This is the main reason why we look towards the apprenticeship programme for supporting the growth and facilitation of younger workers as well as older ones.
Whilst we do hire older apprentices, we have a good track record of younger people staying with us throughout their career, so there is value in a dualpronged approach for a robust workforce.
What sort of skills are utilised at ercol, and which get harder with age?
Roy: We need a variety of skills at ercol, the key ones being technical skills which involve machine operation, physical skills which involve strength, and cognitive skills like attention to detail. Physical skills get harder with age as this involves tasks such as assembling and heavy lifting which require strength and stamina, which often declines as you get older –we make sure we have the right team members in the right places to account for this.
How do you ensure the skills are passed down?
Brian: Our apprenticeship schemes are well tailored to ensure that important skills and tricks of the trade – in particular, things like machine operation and assembling – are passed down. This way, the next generation can absorb those skills and put them into practice whilst they’re working on the shop floor, then they will hopefully retain it throughout their career at ercol and one day pass it on to the next generation themselves.
“It is never too late to change your career route into something you genuinely enjoy and are interested in
Roy Greaves
Brian Snelling
“There are some more challenging aspects that come with an ageing workforce
To what extent is ercol embracing automation over handicrafts?
Roy: We value both at ercol. Combining modern CNC machining with traditional skills such as steam bending and hand finishing is what makes many of our pieces unique. Using modern technology enhances the handcrafting, it doesn’t replace it.
Making furniture is a skilled process, we rely on the most valuable tool – our makers’ hands – and this brings out the natural beauty of the materials that we use. Many of our pieces are made using methods we adopted over 100 years ago.
With so much industry focus on recruiting younger workers, do you feel older staff members’ views sometimes go unheard?
Brian: It depends on the company and where their priorities lie, but at ercol we make sure everyone’s voices are heard, as we’re all important in shaping how an individual feels every day when they come into work. It can be easy to disregard older workers and say, ‘They’re not the future of the company, so who cares’, but we couldn’t be any further from that.
People are like sponges, and absorb knowledge, and older workers have plenty of experience and knowledge to share, so we’d always take into account their views. Any suggestions by the teams to improve
working experiences, or create positive changes for the company, are always welcomed.
When businesses talk about diversity, do you think they often overlook age?
Roy: Sometimes they do, and sometimes they don’t. Diversity can be very surface level, and for some it’s about ticking off a box. In my opinion, diversity is all about bringing in different voices from different walks of life. We see many different opinions and perspectives come from our team members, as you would expect in a workforce comprised of 17-yearolds through to 80-year-olds.
What does the younger staff cohort coming up through the ranks look like?
Roy: They all bring a lot of new ideas and suggestions, along with a lot of enthusiasm, to the company. They really do blend well into the teams and we all work together to support them throughout their apprenticeships, imparting our experience and knowledge where we can, to help them build the best future they can!
www.ercol.com
www.skillsforcareers.education.gov.uk/pages/ skills-for-life
British Furniture Association
We support British furniture manufacturers, suppliers, and retailers by fostering collaboration, liaising with government, and promoting a thriving, sustainable industry
Visit our website to learn more about our membership benefits and how we can support your business
GETTING PERSONAL Anthony Joyce
Bed industry veteran Anthony was the MD of Gateway Systems from 1979, and joined Leggett & Platt in 1998, where he ascended to the role of president, Europe and APAC. He went on fulfil the role of executive director at Steinhoff International from 201417, before leaving to co-found Rotherham’s Wolf Components, which has grown to become one of the UK’s leading providers of pocket spring technologies.
How might a child describe what you do? A big office and an easy job.
What’s the biggest long-term challenge you face? Lack of time – it’s the only resource that I can’t influence.
If you had 10 x your working budget, what would you spend it on?
Acquisitions – expanding our focus on companies supplying the mattress industry.
What would be the title of your autobiography? ‘Open Other End’.
Who’s been your most influential professional mentor?
I am lucky I have had two, my father, and Tom Wells from Leggett & Platt.
What advice would you give your younger self? It’s a marathon, not a sprint – take your time.
What’s been your best day in business to date? The first day Wolf despatched and invoiced £100,000 worth of pocket springs in one day.
What’s the biggest myth about our industry? That the consumer is focused on price more than quality.
What should everyone in our industry either stop or start doing?
Stop selling discounts, and sell the quality of the product.
Where do you see the industry going in the next 5-10 years?
In a word, consolidation – in retail and manufacturing.
What question do you wish we’d asked?
Q. What gets you out of bed in the morning?
A. I love my job!
www.wolfcomponents.com
BEST IN SHOW?
DOUBLE OR TREBLE YOUR NEXT BIG SALE…
“A QUEUE OF HUNDREDS OUTSIDE THE STORE
A quarter of a year’s sales in three weeks! And your Event Manager was brilliant… I will recommend Greenwood to everyone and we will be booking them again!”
Mark Lister, M.D. Listers (UK) Ltd. Chester. July 2024.
“ALMOST 50% OF ANNUAL SALES IN THREE WEEKS. [The customer queue to pay went out of the door and down the road!] The whole sales event was conducted as the genuine retirement sale that it was. There is very little stock left, we hit the sales target and we are leaving on a high.”
Pauline Curry, Director, Bests of Honiton. July 2024.
“A GOOD FOUR MONTH’S SALES IN TWO WEEKS!
Your Event Manager was a top bloke – we could not have done it without him. Very Happy!”
Paul Mitchell M.D., The Bed Superstore Ltd, Bristol. September 2024.
SMASH ALL YOUR SALES RECORDS IN 2025…
Grow your business, build your order book and win future market share with a Greenwood Promotional Sale or, realise the enormous value of your goodwill using a Greenwood Business Closing / Retirement strategy. Either way you can generate record-breaking sales and profits in a Greenwood Sale.
Greenwood Sales work. Find out more about Greenwood Sales. Call me, Bernard Eaton, now on 07771 700247, and I’ll explain the exciting options and possibilities for your Greenwood Sale, without obligation.
UK & Ireland’s Leading Experts in Retail Sales Promotion sales@greenwoodretail.com www.greenwoodretail.com
Hive Furniture Show 2025 is not just a gathering; It's a grand showcase of the future, setting the stage for what's next in design and innovation in the heart of the United Arab Emirates.
Start the year with the Right Partnerships in the Middle East & Africa at HIVE 2025
Not Just a Show, It’s a Movement.
isn’t stopping at exhibitions. Enter the Hive Conclave, where industry giants will share insights, strategies, and game changing trends. Think of it as your all access pass to the minds shaping the future of furniture.
The Buzz is Real.
Road show Activations across GCC have already created a frenzy among trade buyers from major furniture hubs, with many confirming their attendance. Add to that perks like the VIP Hosted Buyers Program, which includes complimentary hotel stays in Dubai and transportation to and from the event it’s no wonder is the hottest ticket in town.
Why You Can’t Miss This?
Whether you’re looking to launch a new collection, expand into booming markets, or simply get Hive 2025 is the place to be. This isn’t just about furniture—it’s about elevating your brand, making connections, and being part of something bigger.
Mark Your Calendar: May 15-17, 2025
Location: Expo Center Sharjah, UAE
So, what are you waiting for?
Get ready to join the action at Hive Furniture Show 2025 - the event that promises to be as exciting as it
Let’s make some noise and create a furniture revolution
Get ready to witness the most exciting furniture event of the year ‘Hive Furniture Show 2025’ is just a few months away! From May 15-17, 2025, the Expo Center Sharjah will transform into a global hub for furniture enthusiasts, trade buyers from the Middle East & Africa, and industry leaders. This isn’t just another furniture www.hivefurnitureshow.com
IN DESIGN
Eva Ellis’ Cove Chair
3D knitting advocate Eva showcased her Cove Chair at the Young Furniture Makers exhibition last October, where she received both the Textile Award and FAST Track Prize.
The choice of 3D-knitted bespoke textiles guided the Cove Chair project, enabling “a form without mass” and eliminating PU foam to create “a self-supported chair that redefines upholstery”, says Eva.
“Cove’s concave shape enhances its inviting nature, while the burgundy shade adds warmth and comfort,” she continues. “As an innovative seating alternative for the domestic market, user acceptance is essential. This unique design diverges from conventional foam upholstery, emphasising the need for visual comfort and trust. These factors ensure Cove stands out as a sustainable option that resonates with users.”
Design development
Eva first studied art and product design at Prendergast School, where her teachers fuelled an interest in furniture design. She then pursued a degree in Furniture and Product Design at Nottingham Trent University, where her tutors emphasised sustainability and practicality, promoting hands-on making to influence design decisions.
Following that, Eva enrolled on a four-year sandwich course, spending her third year interning at industrial design company Pearson Lloyd.
“This experience allowed me to develop a diverse skillset and gain valuable insights that enhanced my professionalism and structured my approach to design,” she says.
In her final year, Eva designed two key projects: the Seamline Bin, which promotes user-friendly recycling; and Cove, a 3D-knitted chair. Shew went on to exhibit Cove at New Designers, where she was shortlisted for the MADE and Habitat awards, and received the Boss Design Award. The chair was also showcased at Young Furniture Makers, earning Eva firstt place for both the Textiles Award (sponsored by House of Sonnaz) and the Fast Track Prize (sponsored by FIRST MW). Meanwhile, the Seamline Bin was exhibited at New Designers and shortlisted for the PriestmanGoode Award.
Eva graduated from Nottingham Trent University with a first class honours degree, and received the Best Student Award.
Problem solving
When asked to decribe her design philosophy, Eva responds: “I focus on functional beauty, enhancing everyday products with thoughtful improvements through problem-solving and experimentation. Committed to sustainability, I aim to create innovative, timeless pieces that solve problems and elevate spaces. I embrace exploration and strive to push boundaries as a designer, always seeking impactful sustainable solutions.”
The inspiration for the Cove Chair stemmed from a Dezeen article by Pearson Lloyd, says Eva, “which discusses why the Egg chair would not be designed today due to waste from glued foam upholstery.
“During my internship at Pearson Lloyd, I developed an interest in 3D knitting, which enables the creation of concave shapes in more sustainable ways. I drew
influence from other 3D-knitted chairs, such as the Bouroullec’s Slow Chair for Vitra, and Benjamin Hubert’s Tent Chair, which showcase the potential of this innovative technology”.
Material gains
Indeed, 3D knitting was the core focus of the Cove Chair project, and the foundation of the chair’s design – and to achieve her goals, Eva collaborated with Camira Knit, which sponsored the project, to utilise the technology’s sustainable benefits. “These include zero waste through using only the necessary amount of yarn, incorporating Seaqual yarn made from 10% recycled ocean waste and 90% landfill waste plastic, and ensuring recyclability,” she explains.
“Technically, 3D knitting enables a concave, selfsupporting chair with a single sleeve that slides over the framework and zips at the bottom. Monofilament yarn ensures structural integrity, maintaining shape and support without traditional foam materials. This approach enhances durability while supporting sustainable design principles.”
The Cove Chair is priced at £1400, which includes a 3D-knitted sleeve that takes approximately one hour to knit on the machine and costs around £40 in materials.
On the fast track
“Showcasing my work at the Young Furniture Makers exhibition was an incredible experience,” Eva concludes. “It was a privilege to exhibit my chair alongside such talented designers, and to connect with industry professionals, and I enjoyed discussing the future of sustainable upholstery and the potential of 3D knitting.
“I’m grateful for the positive reception my design received from the judges, industry and public. Winning the Textiles Award was a fantastic surprise, and to receive the Fast Track Prize as well truly exceeded my expectations.
“I’m looking forward to working with industry expert Malcolm Walker over the next 12 months to gain valuable industry experience.”
Find Eva on Instagram @evaellisdesigns
“3D knitting enables the creation of concave shapes in more sustainable ways
Gallery Direct’s complete lifestyle solutions
Gallery Direct’s SS25 collection is the supplier’s largest and most diverse launch to date, featuring 850 brand-new products, designed to inspire and elevate home interiors for the upcoming season …
As a complete lifestyle solution, Gallery’s comprehensive collection features newness across all categories. Highlights include: more than 125 furniture and upholstery products, with new styles and finishes launching, in addition to expanding popular collections such as Vancouver and Artisan into bedroom; in excess of 130 wall decor products, featuring new artwork and a brand-new Baker & Brown clock collection; more than 220 textile products, including well-crafted rugs, throws, and cushions; and more than 275 new home accessories, from lifelike faux stems and botanicals to home fragrances.
“Our goal with this new format is to elevate the customer experience
Gallery Direct is also working hard to redefine the way people think about their living spaces, by uniting indoor and outdoor living through its innovative furniture collections. With the introduction of the Pedra, Pavia and Rozzano ranges, Gallery Direct is offering customers versatile, design-led pieces that transition from interiors to exteriors, bringing style and functionality to every corner of any space.
In addition, Gallery is presenting a reimagined format of catalogue – a coffee table-style book designed to do more than simply display the individual products, but to showcase them in thoughtfully curated collections spanning all product categories that combine style, functionality and elegance. Sales director Peter Delaney comments: “Our goal with this new format is to elevate the customer experience. It has been designed specifically with our customers in mind – to spark ideas, streamline their design process, and help bring creative visions to life. From striking statement pieces to refined finishing touches, we’re confident they’ll find everything they need to create truly exceptional spaces.”
This new-format catalogue can be collected hot off the press exclusively at Spring Fair, taking place at the NEC Birmingham 2nd-5th this month, where Gallery Direct will yet again dominate The Summerhouse, with multiple stands which can be seen from the entrances to halls 7 and 8 (8F30-7A31, 7A30-B31, and 7B30-C31).
Gallery Direct’s complete SS25 collection is also available to view online, while key account managers are on hand to offer tailored advice.
www.gallerydirect.co.uk
Pedra
Colonna
By Royal Appointment
Beating the heat
Consumers consider qualities beyond size and price when buying a mattress. Given the proportion of our lives spent in bed, comfort is king – and a mattress’ feel comes down to a mix of materials, construction and personal preference. One factor that’s critical to sleepers of all shapes and sizes is temperature regulation, and this month Furniture News asks some of the UK’s top bedmakers why it matters, how it’s conveyed and backed up, and what they’re doing about this growing opportunity …
It is unsurprising that so many of the mattresses launched at last year’s NBF Bed Show has temperature regulation at their heart. Consumer demand for cooler sleeping solutions, and the health and wellbeing benefits they deliver, is mounting, and while other factors come into play (from room temperature and ventilation to bed clothes, bedding and good habits), a specifically engineered mattress can go a long way to alleviating the spikes (and troughs) in body heat that disrupt sleepers of all ages.
Growing awareness of the impact of the menopause – alongside global temperature fluctuations, better home insulation and overheating exacerbated by weight gain – has prompted more interest in this field, and in the fast-evolving technology behind it.
Yes, some of the answers lie in the materials employed. Memory foam can deliver added warmth, while natural materials such as cotton, bamboo and
wool can help the sleeper maintain a steadier body temperature, thanks to their breathable, moisturewicking qualities, and gel foam and latex also promise heat dispersal. But there are many more factors at work.
Understanding and meeting the demand for better temperature regulation has never been more important, so we decided to ask a selection of industry professionals to share their thoughts on why it matters, how the technology works and, given what their top mattresses currently deliver, what its future looks like.
Our thanks go to: Richard Gretton, commercial manager at GNG Group (Komfi); Danny Blackmore, operations director at Silentnight Brands; Clare Schifano, global marketing director at Vispring; Matthew West, product development manager at Hypnos; and Phil McNeill, sales and marketing director at Kayfoam (Kaymed).
“Understanding and meeting the demand for better temperature regulation has never been more important
From left –Richard Gretton, Danny Blackmore, Clare Schifano, Matthew West and Phil McNeill
Good sleep is essential to a healthy lifestyle
but it can be difficult to achieve without the right mattress (photo courtesy iStock/diane39)
How important is temperature regulation in the consumer’s decision-making process?
Richard Gretton: I think temperature regulation, particularly ‘cooling’, is a significant factor in the decision-making process, especially among certain age groups. In many ways, the regulation of temperature is a key factor contributing to the overall comfort of a mattress, outside of the normal ‘medium’, ‘firm’ or ‘soft’ descriptions. Informed buyers often consider these aspects as part of the sleep environment they aim to create, making it a key purchasing benefit for many, and it is certainly a purchasing benefit that many will look for.
Danny Blackmore: The perceived value can be different for each demographic. Managing temperature and moisture in the sleeping environment is critical to having a good night’s sleep and avoiding excessive waking periods.
Clare Schifano: Temperature regulation is an important consideration when selecting the right mattress as we know that feeling either too hot or too cold, during the night, are both factors that can prevent a sound night’s sleep.
Matthew West: If a consumer is aware that they are sleeping hot or cold, temperature regulation will be an important factor when choosing a new mattress, as we’ve all had experiences of an uncomfortable night where sleep will be affected.
Natural fibres, and particularly wool, are fantastic at regulating moisture and body temperature and as this fluctuates as we sleep, having a material that can seamlessly adjust without the use of chemicals and VOCs, and repel dust mites, all make the sleep experience healthier and more natural.
Phil McNeill: Temperature regulation has risen to become an important factor in choosing between two sleep surfaces, particularly
between mattresses using memory foam to deliver the comfort experience. GenM, the UK’s leading advocator and consumer authority on menopause, claim 15.5 million UK women are impacted by symptoms associated with menopause. For this cohort, solving the problem of excess heating during sleep is especially acute, and brands that can deliver trusted solutions are preferred.
But the need is wider, with a warming climate combined with modern, well-insulated homes leading to warmer bedroom temperatures which can make overheating during sleep a real problem. That drives a greater consumer interest in temperature-regulating sleep surfaces that help to maintain a comfortable sleep temperature.
“GenM claim 15.5 million UK women are impacted by symptoms associated with menopause
Airmesh
How do you ensure these qualities and benefits are pitched effectively to the consumer?
Richard Gretton: For us, temperature regulation is primarily achieved through optimising the airflow within our products, rather than a specific tick, cover material or fillings such as wool. This is seen across many of our ranges, most notably within our Infinity range.
The Infinity mattresses incorporate TrueGel, which is a gel layer, containing 5000 open gel pockets in a king-size mattress. These pockets create airflow throughout the mattress, which is enhanced with each movement of the sleeper. As such, we emphasise the fact that airflow aids in cooling and temperature regulation. Additionally, having an in-store PoS sample of TrueGel allows consumers to see just how the air movement works.
Danny Blackmore: It is often quite difficult to share the qualities and benefits so it can be easily understood by a consumer, as the process and materials are naturally quite
“The process and materials are naturally quite technical
technical. We tend to focus on the key benefits directly impacting sleep, by describing how the technology is delivered through simple schematics, call-outs or videos.
Clare Schifano: At Vispring, we have always used the finest natural materials to create our bespoke mattresses. Each mattress is made by hand, and available in a variety of different fillings, spring counts and tensions to achieve the right comfort level and support for the individual. The language we use aims to inform the customer of the properties of these natural materials, as well as our methods of production and design that can increase mattress breathability and assist temperature regulation.
Matthew West: We are keen to share the benefits of wool and do a lot of this through product labelling, social campaigns and information on our website. We’ve also invested in an ethical supply of wool traceable to British farms, fairly paid and of the highest quality with the Woolkeepers. We’ve even introduced the Responsible Wool Standard to ensure we can prove our sustainable sourcing model to consumers.
Phil McNeill: We focus on simplicity in our message. Our Kayfoam Fusion range of speciality foams are infused with thermal additives that are proven to release excess heat quickly. Our heat-moving additives include gel, graphene and copper, while our Fusion Ultra foams include Phase Change Material, to not only move excess heat but to store it and release it to maintain a comfortable sleeping temperature.
The message for us is not simply about cooling down, as nobody is interested in a new mattress that makes them feel cold at night. Our message is to sleep at a comfortable temperature, “not too hot, not too cold, just right’ – which can be helped through the unique functional properties of our foams to absorb, store and release heat at a pre-set comfortable sleeping temperature range.
Our Kaymed finished mattresses are sold in leading showrooms across the UK. We use foam demonstrators in-store that change colour in reaction to heat. In this way, we can visually show consumers the faster heat movement of our specially infused foam versus standard memory foams. It is a very powerful way to gain trust in the product benefit.
Have you established any scientific basis to your claims, or partnerships with relevant organisations?
Richard Gretton: In several of our ranges, particularly the Infinity collection, we use a TrueAir comfort layer. This layer is a type of cellular foam that has been tested and proven to offer four times more breathability compared to standard foams. When combined with TrueGel, it creates an ideal breathable and temperatureregulating feel for the mattress.
Danny Blackmore: We have worked with a series of different academic institutions over the years including NIRI, Awake, UCLAN, Hohenstein, Custom 8 and numerous others to fully understand how various materials and constructions react in different conditions.
We are all vapour machines, so it is important to replicate this in a test environment. In our lab we have developed a model which simulates the precise conditions that exist in the microclimate between the duvet and the mattress. This has allowed us to test how effective all of our materials are at managing heat and moisture. We now have a comprehensive database of materials and constructions, allowing us to design materials with combinations of hydrophilic and
“We are all vapour machines, so it is important to replicate this in a test environment
hydrophobic properties to create the optimum sleeping environment.
There are also two considerations for heat and moisture management. The first is to measure, manage and control the temperature range and level of moisture/ humidity transfer. The second is to understand and manage the impact that heat and moisture has on the resilience and performance of the fillings. The model we have developed allows us to simulate both options, effectively generating a climatesensitive fitness-for-purpose test.
Materials behave very differently under these conditions – we always ensure that all of the ‘dry’ tests that are undertaken as part of the standards to achieve compliance are supplemented with corresponding climatecontrolled roller and compression tests.
We also use a range of fabric treatments to improve the performance through phasechange materials or other evaporation technologies. We only use technologies that don’t adversely impact fire compliance or sustainability of the products.
Clare Schifano: Along with other natural, breathable materials including cotton, Tencel and mulberry silk, a key ingredient used to fill Vispring mattresses is British wool. The keratin in wool is a protein found in animal hairs that acts as a natural insulator, keeping the wearer warm in winter and cool in summer. Used by humans since around 10,000-6000 BC, wool works for us in the same way it does for animals, making it the perfect fibre for bed making. Vispring has been a member of the
Campaign for Wool since 2010, to help promote the natural and sustainable properties of wool. We also work closely with crofters on Shetland to support the farming industry on these remote islands through a fair-trade agreement.
Vispring’s pocket springs are sewn into natural calico pockets and honeycomb nested, enabling them to move independently. This technique, coupled with air vents in the mattress border, act like bellows to expel moisture, and increase air flow and mattress breathability.
Matthew West: There are no industry-standard tests for temperature regulation, but studies from the Woolmark and the Sleep Research Laboratory of Sydney University have found that wool aids REM sleep, as it helps cool the skin naturally and offers better thermal insulation and moisture wicking.
Phil McNeill: We are absolutely believers in the importance of proving our claims, and we believe we have the most robust scientific evidence of any foam or finished mattress manufacturer. Firstly, our special additives are tested at the particle level, to verify intrinsic thermal heat transfer properties. Secondly, we infuse the additives into Kayfoam Fusion foams and use independent heat flow tests to measure heat movement properties (conduction and convection tests) to the international ASTM (American Society for Testing and Materials) standard.
During these tests, we can benchmark the improvement in heat management versus standard memory foams. Kayfoam maintains an up-to-date scientific library, to support our resellers and where necessary to provide evidence to third parties or media organisations with an interest in validating our claims.
Testing and validation is vital to build consumer confidence in this relatively new sleep surface category. It’s a central part of our offering and something we believe sets us apart from other foam and finished mattress makers.
Allied to this, we sometimes seek accreditations from relevant authorities in this field – only recently, mattresses made with Kayfoam’s Fusion foam were MTick accredited by GenM, who are a leading champion for those managing menopause symptoms in the UK. We are especially pleased with this accreditation as it was subject to auditing our scientific library by GenM. We think the accreditation will make it even easier for audiences to understand and trust in the temperature-regulating benefits our foam and mattress products deliver.
Tell us about your current top temperature-regulating model – why is it better than what’s gone before?
Richard Gretton: As mentioned, our Infinity range delivers excellent temperature regulation thanks to its innovative layers. It offers enhanced pressure relief and improved postural support, and evenly distributes body weight across the mattress. Featuring TrueAir foam for four times better airflow compared to standard foam, and TrueGel technology, it ensures cooling comfort all night long.
Danny Blackmore: Our most efficient temperature-regulating model is the Airmesh 3000. With our partners, we have developed numerous methods to optimise and regulate heat and humidity. The constructions and orientation of the materials and fibres play a huge part in how the materials manage,
“Every mattress in our range is filled with natural, breathable materials
control and disperse heat and moisture. By using combinations of vertical and lateral specialist fibres, it is possible to maximise this effect.
Clare Schifano: Every mattress in our range is filled with natural, breathable materials, along with calico pocketed springs and air vents, quantities of which increase moving higher up the collection.
Matthew West: We would recommend models from our Organic or Legacy collections.The Legacy III is endorsed by the Good Housekeeping Institute, and the Organic Collection is simply full of natural organic fibres and certified as an ‘organic mattress’ by the Soil Association. We would always recommend the use of natural fibres in bedding.
Phil McNeill: Our business is unique in that we are both a PU foam manufacturer and a finished mattress manufacturer. Without a doubt, Kayfoam’s Fusion foams are market leaders in the temperature-regulating category.
What might the future of sleep temperature regulation look like?
Richard Gretton: There are so many claims about cooling technology, so I understand how it can be quite confusing for consumers. I see the future of this benefit lies in testing and proven results, as we have demonstrated. For me, I believe this approach will really define the development of mattress manufacture and purchase.
Danny Blackmore: As material technology advances, materials are becoming lighter, more intelligent, more breathable and often more sustainable. It is important to consider what happens to these materials at the end of their life and the true ESG impact of these materials in the future.
There are other solutions around automation which will undoubtedly continue
“The future of this benefit lies in testing and proven results
to grow and become more economically viable. Connectivity with local devices and the quality, range and capability of these devices is also improving.
We have also conducted independent field trials to test our most breathable mattresses. The test compared the consumer’s current mattress to their new mattress. Outcomes were precisely measured with medically sensitive devices, to capture and measure key outcomes such as the time taken to get to sleep, the temperature throughout the night, the length of time in each sleeping phase throughout the night, and the number of times the subject wakes up during the night.
The trials were undertaken by a sample of individuals who suffered from overheating. The results were remarkable, with significant improvements across all of the metrics. This allows us to further validate the results from the test model.
Clare Schifano: Mattress breathability and the role of natural fibres in keeping you cool in summer and warm in winter has always been
Our bestsellers include foams made with expandable graphite, a heat superconductor that can also act as a cleaner FR material, combined with BioGel, which is a new and greener additive containing 25% plant extracts.
On the finished mattress side, our Kaymed ThermaPhase Ultra range is at the cutting edge, featuring temperature-regulating material, and infused with copper, which has intrinsic anti-microbial properties.
important in the creation of Vispring beds. As temperature regulation forms an important part of quality sleep, and therefore good health and wellbeing, we envisage this will increasingly inform customer requirements when selecting the right bed.
Matthew West: We believe that the future looks to sustainable and ethical sleep solutions that benefit the people and the planet, so natural fibres, farmed and processed responsibly, are the best route.
Phil McNeill: The future will be driven by enhanced temperature-regulating foams. Foam is the absolute key, as it is a dense comfort layer in the mattress – we are not convinced in the capability of alternatives such as a thin top fabric to regulate temperature all night long, especially in the absence of available scientific evidence. Secondly, we see a move to greener additives in temperature-regulating foam, with higher concentrations of responsibly sourced renewable plant extracts.
Mattresses made with Kayfoam’s Fusion foam are now MTick accredited by GenM
Stunning new furniture catalogue available now!
Cool tips for better mattress sales
Temperature regulation is an important selling point for bed retailers, and salespeople should understand the causes of overheating – and the solutions their models can offer. Here, Hannah Shore, head of sleep science at Mattress Online, shares her tips for consumers striving for a better night’s sleep …
By Hannah Shore
Our core body temperature needs to drop a couple of degrees for us to have a good night’s sleep, and your bedroom climate can play a pivotal role in falling asleep – and staying asleep – and, of course, product is key to both, along with a whole host of factors that can affect sleep quality.
Pick the right materials
Material can really affect your sleep. For example, foam mattresses can be particularly sensitive to any heat in the environment and hold onto it throughout the night. More natural fibres effectively wick away heat and sweat, but can hold onto it, causing a cold, wet and clammy bed (which isn’t ideal).
Don’t dismiss man-made materials like polyesters –these are being produced now to transport that heat and moisture away from the body and dry it out really effectively.
Change your duvet
High-tog duvets are great in cold winter months, but swapping for a lower tog in the summer months can be beneficial. However, this is also down to personal preference, and if you’re a hot sleeper then you might be overheating in winter, so it’s worth trying a lighter duvet out.
In many European countries, continental duvets are a gamechanger.If you and your partner have different sleep needs – one is hot and the other cold – then separate duvets will really help stop any heat transfer, and vice versa.
Cool your bedroom down
An easy win here is to consider room temperature. I’m not going to prescribe the winning formula as it’s still down to personal preference, but if your mattress is making you too warm then the environment could be the culprit.
Keeping your bedroom a little cooler, turning down radiators in the winter, and keeping blinds and curtains closed in the summer, can help with regulating your temperature and preventing overheating heating as you are trying to get to sleep.
Swap your bedding
As with mattress materials, bedding can make or break the temperature regulation of your sleep haven. Look at sheets made from materials that wick away
moisture and dry out quickly. Both bamboo and polyester are good choices here.
Improve
your sleep routine
It might feel like common sense, but it’s worth considering the lead-up to going to bed. Large meals, exercise, hot baths … these can all raise core temperature and affect the ability to fall asleep easily. You may find yourself staring at the ceiling waiting for your body to cool down, by which time your mattress could have heated up, and you’ll be struggling to cool down.
Adjust
your clothing
Finally, some simple changes to what you wear in bed can dramatically reduce your body temperature during the night. Keeping clothing loose and light, choosing natural materials that are breathable – and even tying back long hair – can all help.
www.mattressonline.co.uk
“Product is key to falling – and staying – asleep, along with a whole host of factors that can affect sleep quality
Photo
UK manufacturers & importers of Italian sofas
• Sales networks welcome • Full Italian static collection coming very soon!
• Sofa collections can be viewed at our showroom, please contact us to arrange a visit
• Area exclusivity on models - London, Scotland, Ireland, Wales, Northeast, Yorkshire, Midlands
Witness Fibreline’s innovation in action
Founded in 1982, Fibreline has grown into a trusted leader in cushion manufacturing. Over those four decades, the company has demonstrated a steadfast commitment to being the industry’s “first choice fillings supplier” …
This vision is driven by Fibreline’s dedication to innovation and investment in the four cornerstones of its business – people, product, process and performance. These guiding principles aim to drive growth, development and excellence across every facet of the company.
September marked a significant milestone for Fibreline, with the completion of a 14,000ft2 extension to its Keighley facility, emphasising the company’s dedication to progress and innovation. “The additional space demonstrates Fibreline’s determination to meet and exceed customer expectations while fostering a positive work environment,” the business states.
“Fibreline can help bring your vision to life
The new facility has been purposefully designed to enhance Fibreline’s production capabilities and product quality. The ground floor, spanning 7000ft2, is dedicated to increasing insulator kitting capacity through cutting-edge machinery. The remaining 7000ft2 enables the streamlined production of Fibreline’s acclaimed Encore range, including the innovative Airwave product.
These advancements enable Fibreline to consistently deliver high quantities and quality, reinforcing its reputation for reliability in the market.
MD Richard Prudhoe is looking forward to setting out Fibreline’s stall at this year’s Furniture Component Expo, taking place in Telford from 19-20th March. “We are excited to be returning to the show,” he says. “The team have been working on further hybrid cushion designs, and we will be using the show to provide customers with an opportunity to see these latest developments.”
Fibreline’s team of experts will be on hand to discuss how the business’ dedication to its strategy ensures exceptional quality, sustainability, and performance in every product it delivers. “Whether you’re a designer, manufacturer, or industry enthusiast, our stand will be the perfect place to discover how Fibreline can help bring your vision to life,” Richard explains.
Looking ahead, Fibreline remains unwavering in its mission to be the industry’s top choice for cushion fillings. With a strong foundation of innovation and expertise, the company says it is not only meeting today’s expectations, but actively defining the benchmarks of excellence for the future.
For more information on Fibreline and its industryleading solutions, visit its website, or connect with its team. Richard concludes: “We look forward to seeing you at the 2025 Furniture Component Expo in Telford!”
www.fibreline-ltd.co.uk
Better sleep for all, courtesy of Komfi
As a trusted brand in the foam mattress sector, Komfi is committed to driving innovation across its product range, designing mattresses that cater to the diverse needs of today’s consumers.
Over the past year, Komfi has expanded its product hierarchy, launching three new collections that complement its established lines. This evolution has resulted in a comprehensive portfolio that suits different sleep preferences, needs, and budgets.
For those seeking “the ultimate sleep experience”, the Infinity collection is the pinnacle of luxury, says Komfi. These premium mattresses combine the cooling benefits of TrueGel with the breathability of TrueAir foam, ensuring adaptive support and comfort throughout the night. Zip-and-link options are also available across the Infinity collection, allowing mattresses to be configured which suit two different firmness preferences – a first for this this sector of the market, says Komfi.
“Delivering comfort and quality across all price points
In 2024, Komfi also introduced the GelMed collection, building on the success of its KomfiMed range. These hybrid mattresses, designed with advanced materials and technology, promise exceptional comfort and support. Both collections combine medically proven foam with cooling TrueGel and sustainable Ecofoam, while GelMed further enhances comfort with responsive pocket spring technology – and both provide superior spinal alignment, temperature regulation and support, making them ideal for customers seeking improved sleep quality.
In response to increasing consumer demand for eco-friendly options, Komfi launched the Harmony collection, a range of carbon-neutral mattresses. Harmony mattresses are made with Ecofoam, derived from 100% recycled foam, and are finished with covers made from Seaqual fibre, using recycled marine plastic. This sustainable approach not only reduces the carbon footprint but also appeals to the growing number of customers looking to make environmentally responsible purchasing decisions. For consumers looking for value, meanwhile, the Unity collection offers comfort at an affordable price. “These rolled mattresses are perfect for those seeking comfort and support at an affordable price point,” says Komfi.
With this broad range of collections, Komfi ensures there is something for everyone. Whether consumers are after affordability, sustainability, health-focused solutions or luxury, Komfi says its comprehensive portfolio allows retailers to meet a variety of needs while delivering comfort and quality across all price points.
With its UK manufacturing, short lead times and convenient delivery options, Komfi offers flexibility to its customers. Retailers can benefit from not tying up capital in stock or shipping, and Komfi is always ready to work with them to find solutions that best suit their business.
For more information on any of the Komfi ranges, contact GNG by calling 01924 950300, or email info@ gng-group.co.uk.
www.gng-group.co.uk
GelMed Ortho
Chris Lester All of Ireland.
Edward Bacon North West & East Midlands.
Graham Dickinson North East & Yorkshire.
Alan White Scotland.
Jason Hillier South East & East Anglia.
Tel: 00353 87 7779993 chrislester2000@gmail.com
Tel: 07976 061173 edward.bacon@icloud.com
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
Why tackling waste is never a waste of time
Is thinking about waste a waste of time? With global forecasts verging on the catastrophic, sustainability specialist, experienced industry professional and consultant Richard Naylor suggests why furniture businesses must get to grips with the issue before it piles too high …
By Richard Naylor
According to the United Nations Environment Programme (UNEP), over 2 billion tonnes of municipal solid waste (MSW) are produced on an annual basis across the globe. This figure includes waste from households, commercial businesses, schools, hospitals, parks and gardens, etc. I bet I have your attention now!
From an international perspective: East and SouthEast Asia produce 25% of this waste; Central and South Asia produce some 12.5%; with North America producing around 15%.
Northern Europe is responsible for approximately 2.25%, which on face value appears to be a comparably low figure. However, when waste from the western world is understood from a per-person perspective, a different picture is presented.
North America produces the most waste per person at 2.25kg per person, per day, with Western Europe, Australia and New Zealand coming in with around 1.5-1.6kg – while Northern, Southern and Eastern Europe come in at between 0.9-1.35kg per person per day.
These figures are double, and in some cases triple, that of other parts of the world, which suggests that the more developed economies with typically higher average incomes consume more goods,
creating more waste. This correlation is probably not a surprise, but when you consider the rising wealth in the BRIC nations (particularly China and India) and then factor in the growing population of each of these countries, we can rightly assume that waste remains a wicked problem. In fact, the UNEP predict global MSW to rise to 3.782 billion tonnes annually by 2050. This near-doubling of the annual global waste figure is difficult to comprehend considering the current global population stands at 8 billion people and is predicted to hit 10 billion by 2058. These forecasts demonstrate that humans will produce more waste per individual as our collective desire to consume goods expands.
Typical global waste disposal methods consist of landfill, open dumping, incineration and recycling. These can then be split into two categories, controlled and uncontrolled. Controlled is where an operation is bound by a legal and regulated framework (as in the UK), and uncontrolled is basically where it is not. For example, in Asia alone: 39.5% of waste is placed in open dumps (where it can be openly burnt); 6.7% in controlled landfill; 17% in uncontrolled landfill; 5.5% is incinerated; and the rest is either unaccounted for, is formally recycled (8.8%), or composted.
“This near-doubling of the annual global waste figure is difficult to comprehend
Uncontrolled or informal recycling consists of litter pickers scavenging open dump sites to find items of value.
The UN estimate that one million people in the southern hemisphere die annually due to diseases and accidents related to mis-managed waste. The irony in this scenario is that managed waste from the UK is being sent to areas of the world where it will become mis-managed – how sad is that? Not only are their huge social consequences from poor waste management practices, but the environmental ones can range from greenhouse gas emissions to leachates, toxic gas emissions and marine pollution, to name but a few.
We are continually surrounded by stark warnings of a bleak future, and in this case one that is ‘littered’ with waste. Could the UK furniture industry be an example to other industries on how to evolve product design, manufacturing processes and packaging to significantly reduce our impact on the growing waste issue?
The short answer is ‘yes’, of course we can, and here are my top tips for getting to grips with your waste:
Environmental Management Systems (EMS)
Adopting a third-party EMS such as ISO14001:2015 will help drive a culture of waste management throughout the organisation whilst also focusing on YoY business waste reductions.
PEAK CONVERTERS
www.peakconverters.co.uk
Design thinking
Bringing EoL waste considerations into product design will help to remove the barriers in design that create waste. Examples being packaging, hard to disassemble, poor material selection (blends), lack of durability, inability to be repaired, etc.
Waste systems
Understanding where end of product life materials can be employed within the circular economy is essential. If there is no market for materials, or a system to collect and recycle, then a product claiming to be ‘eco-friendly’ is essentially greenwashing. Manufacturers should ensure and demonstrate how a product is managed at EoL.
Education
Benjamin Franklin stated: “An investment in knowledge pays the best interest.” Training colleagues and/or employing full-time people or consultants who can help bring new knowledge into the business is an investment in remaining relevant and future-fit.
Change for the better is in your hands, dear reader. As Dr Seuss’ Lorax said: “Unless someone like you cares a whole awful lot …nothing is going to get better. It’s not.”
www.hawksfieldconsulting.com
As one of the UK’s leading foam and fibre converters, Peak Converters has pledged a commitment to net zero manufacturing and improving its environmental impact in 2025.
Having already introduced several continuous improvement initiatives throughout its design and manufacturing processes to increase operating efficiencies and minimise waste, the company has recently upgraded to LED lighting, and installed 500 solar panels, which will generate sufficient energy to power its entire production facility.
The focus for 2025 is now on reducing energy consumption.
“Could the UK furniture industry be an example to other industries?
LOUIS DE POORTERE
www.louisdepoortere.com
Now with 40% recycled PET, Louis De Poortere’s 2025 Ecorugs Collection has taken another step towards true product circularity.
When Louis De Poortere transformed its business with the introduction of the recyclable collection, it set out an ambition to see every new rug made from old rugs reclaimed through its Take Care Program. As it enters its second generation, Ecorugs has taken another step towards achieving this – every 2025 Ecorug now comes with 40% recycled polyester, and is still fully recyclable through Take Care.
For this year, Louis De Poortere has also tested selected styles as being suitable for outdoor use. Popular designs like Madmen’s Cracks, Griff and Jacob’s Ladder, and Fading World’s Medallion, can now add style and comfort to outdoor living spaces. By 2026, Louis De Poortere plans for every Ecorug to be outdoor-ready. What is more, all rugs are machine washable.
The 2025 Ecorugs Collection also sees a range of new designs, as well as colourways in existing lines.
Conscience, claims and collaboration
Collaboration is essential to progressing sustainability, writes Simon Scholes, director at sustainability consultancy Oakdene Hollins, who urges furniture businesses to work collectively and transparently towards creating a sector-wide circular economy – but without neglecting the realities of the bottom line …
By Simon Scholes
As the doors of COP29 closed back in November, Sir Kier Starmer laid out his latest vision, pledging to reduce greenhouse gas emissions by -81% by 2035. This is going to place incredible pressure on UK businesses, but it presents an amazing opportunity for the furniture sector to take a long, hard look at itself and assess whether it is truly doing enough – or could it be doing more?
It is clear that every responsible company understands they have a role and is committed to making changes. But ultimately they are just that – businesses. It makes no commercial sense to sacrifice profit – any changes (improvements) that are implemented must be done with the bottom line in mind.
Throughout the sector, sustainability is a hot topic which is discussed at length, and initiatives are applauded. But when you consider that EU manufacturers as a whole are responsible for 23% of the world’s furniture production, it stands to reason that a more joined-up thinking, collaborative approach will help drive greater sustainability faster, more efficiently, and with a deeper understanding of its overall commercial implications.
Moving past the greenwash
For while a green initiative gives great kudos and PR, it risks coming under the scrutiny of the Advertising Standards Authority (ASA), which has published important findings against some big names recently, as has the Competition and Markets Authority (CMA, publishers of the UK Green Claims Code).
These findings are calling out companies such as Shell, Petronas, Deutsche Lufthansa and Anglian Water who were all accused or making misleading claims – otherwise known as ‘greenwashing’. Although often unintentional, it demonstrates the complexity of working towards carbon net zero and sustainability targets when you take into account the business in its entirety.
In response to the increasing prevalence of greenwashing, there are also regulatory initiatives such as the UK Green Claims Code, and the European Green Claims Directive which exist not to spy on and punish, but rather to give guidance towards creating a more level playing field when it comes to incorporating sustainability claims into overall marketing messaging.
“There are a multitude of layers of complexity to be taken into account
In the furniture sector, almost every manufacturer is claiming that its products are the most natural, organic and sustainable, using terms such as ‘eco-conscious’, ‘environmentally friendly’ or ‘environmentally responsible’ without actually providing any substantial evidence. Often, depending on the product, claims go even further by stating that they are ‘100% biodegradable’ or ‘100% recyclable’, when in reality such claims only refer to certain parts of the product.
What such claims do not take into account is the wider lifecycle of a product, including other elements that are used in the overall production process. A mattress, for example, may contain recyclable elements, but the chances are it is also using chemical flame retardants (CFR), in compliance with the Furniture and Furnishings (Fire) Safety Regulations. There has been much controversy over the evolution of CFRs, classified as persistent organic pollutants (POPs) with high health and environmental risks, with some CFRs being swapped for others which have only proved to present the same level of risk.
If you then consider the differing legislations and jurisdictions placed on CFRs across different territories, there are a multitude of layers of complexity which need to be taken into account throughout the entire life cycle of a product, from initial design through to EoL.
In it together
While we believe that every individual company is responsible for what it produces, working in step with its partners, stakeholders and competitors will greatly help in the transition to a circular economy, which will help alleviate the pressure on our environment. The more we can collaborate on a sector-wide basis, the greater the positive impact we will all have on our planet.
www.oakdenehollins.com
“This presents an amazing opportunity for the furniture sector to take a long, hard look at itself
Digital Product Passports and sustainability
With the EU’s Ecodesign for Sustainable Products Regulation (ESPR) now in force, many SMEs placing products in the market need to take steps to ensure compliance ahead of time. Here, Lars Rensing, CEO of Digital Product Passport (DPP) solutions provider Protokol, explains how DPPs will be critical tools for advancing sustainability within this new framework …
By Lars Rensing
The creativity involved in furniture design and manufacturing has been celebrated since the beginning of time, from the Eames chair to the famous Serpentine sofa, and the impact of this innovative industry is still as prevalent.
However, it’s not news that once the ingenuity and love for an item in the corner of someone’s living space has been appreciated, many of these items end up in landfill. In fact, 672,000 tonnes of furniture is thrown away in the UK each year. Moreover, only 17% of disposed furniture is recycled – greatly impacting the industry’s carbon footprint.
A large problem is the lack of accountability all parties in a product’s value chain feel for a furniture’s end-of-life care. The manufacturing step, and what happens to the piece of furniture once it’s nestled in someone’s house, or when the customer decides to upgrade, have typically been separate considerations. Once the furniture producer has done their job of producing the furniture, many believe it’s ‘job complete’.
Regulators globally are taking action to increase sustainability and circularity to mitigate the detrimental effects this industry is having on global waste. The UK’s Extended Producer Responsibility (EPR) – essentially a concept around the producer having more responsibility over more sustainable design, production, and the overall lifecycle of a product – is to be fully implemented this year after entering into force in 2023, and stands as one of the country’s moves to enhance product circularity.
As it stands in its final phase, the regulation is now focused on packaging, with businesses having to pay a fee for the packaging they supply or import into the UK market, alongside paying a fee based on the recyclability of the packaging. Furniture providers such as IKEA can already be seen to have taken note via their implementation of mushroom-based alternatives to plastic packaging – an innovative material that has supported the firm’s reduction of carbon emissions by a staggering -90%.
From a broader EU perspective, these concerns over the waste produced in the furniture industry, alongside the textile, construction, and a range of other sectors, have prompted the EU to bring forward regulations to increase the circularity of products and support efforts towards increased sustainability – legislation which is also set to impact businesses in
the UK that sell into the EU.
The Ecodesign for Sustainable Products Regulation (ESPR), part of the Circular Economy Action Plan (CEAP), is a framework set to tackle such issues by setting the design requirements of products to ensure their sustainability and circularity.
And as part of the legislation that entered into force last summer, Digital Product Passports (DPPs) have been mandated for all sectors applicable, including the furniture industry, with some potentially needing to comply from as early as 2027.
The power of DPPs to support a product’s circularly
DPPs serve as critical tools for advancing sustainability, by facilitating the seamless sharing of information. They provide both consumers and stakeholders across the value chain with essential insights into a product’s sustainability credentials. Essentially, DPPs function as secure digital records of physical products, tracking data throughout their lifecycle. This can include event or transactional data, as well as sustainability related metrics like carbon footprint details. By utilising data carriers such as QR codes, barcodes, or NFC tags attached to the product, this information becomes accessible through compatible devices, enabling informed decision-making and transparency (to note, the exact data available on industry-specific DPPs is not yet known, and will likely be announced, via the delegated acts, in the coming year).
Through DPPs, all parties in an object’s value chain can access on-demand information on the make-up of the product. This can facilitate end-of-life recycling by providing the consumer with information on how to effectively dispose of a product, and limit the amount of items sent to landfills.
In the same vein, such data will support the brand and manufacturer by providing them with a clear view of the materials used to make recycling efforts like take-back schemes more effective. Similarly, such information can enable them to be eco-conscious when it comes to considering an item’s packaging materials. Through access to information, all stakeholders can make informed decisions relating to the disposal of an item and the importance of reuse, resale and recycling of furniture.
DPPs also enable the furniture industry to enhance
“DPPs provide both consumers and stakeholders across the value chain with essential insights into a product’s sustainability credentials
OPEN TO ALL TRADE CUSTOMERS NEW
20 - 21 MAY 2025
TELFORD INTERNATIONAL CENTRE TF3 4JH
Step into the future of furniture at the Spring Furniture & Bed Show 2025.
Discover exclusive collections, meet leading suppliers, and gain a competitive edge for your business. From cutting-edge designs to timeless classics, this is the event where trade professionals connect, collaborate, and stay ahead.
Visit: springfurnitureshow.co.uk
“This transparency helps assure customers that brands are taking genuine steps toward sustainability
customer engagement by providing detailed insights into product sustainability, end-of-life options, and even warranty information. They can allow customers to verify product authenticity and access granular details, such as raw material composition and recyclability. This transparency helps assure customers that brands are taking genuine steps toward sustainability rather than greenwashing, building trust and reinforcing brand credibility.
The UK furniture industry – taking eco-conscious actions now
Although the delegated acts are yet to be announced, furniture manufacturers should not sit still on their compliance journey, as DPP integration is likely to be a complex task. For those keen to get a headstart, businesses should consider assigning a DPP lead, or group, who is responsible for leading the compliance process. As the legislation officially entered into force last year, a range of information is already available concerning the DPP mandate and how the regulation is set to impact each industry specifically. Businesses should consider the creation of a strategy that outlines clear goals and actions, being mindful of the data points the regulation will likely ask to be recorded. Involving relevant internal departments and collaborating with suppliers for
data collection at this stage will mean businesses are already setting the motion for an ongoing process that will be established as part of the mandate.
As part of this, firms should assess the different technology options in the market to support DPP creation and integration, ensuring factors like interoperability and security are prioritised – the needs of all businesses are different, so this is a crucial step to ensure a bespoke and personal solution strategy.
After these stages, piloting will be a critical step to ensure the value and feasibility of the solution. If furniture producers start this journey now, they will have time to consider these steps properly and ensure their process is tried and tested so, once the deadline is confirmed, they are ready to start implementing.
While the ESPR, and its mandating of DPPs, is forcing furnituremakers and firms to reshift their approach to production, the impact of this regulatory movement will be monumental in supporting businesses operating in the EU market to be more eco-conscious providers – overall, allowing all companies, however big or small, to play an integral role in supporting a more sustainable economy.
www.protokol.com
Recline, relax, recharge.
Bella – Power recline models include USB ports to keep devices charged while you unwind, with options for heated seats, lumbar support, and tilting headrests. Available in premium fabrics, leathers, and with a matching chair and footstool.
Bella
Aquinos – embracing expansion
Leading European furnituremaker Aquinos Group is taking its first steps in the UK marketplace, with the help of distributor, The UK Agency – which here outlines the benefits of working with the Portuguese manufacturer …
What is the Aquinos Group?
Aquinos is a family-owned business from Portugal, and one of Europe’s largest furniture manufacturers. With over 40 years of experience, the company specialises in white-label upholstery, and has become a cornerstone of the European furniture market. Their vast scale and expertise make them a trusted partner for retailers across the continent.
Why has Aquinos decided to supply the UK market?
Entering the UK market has always been a strategic goal for Aquinos. With the assistance of The UK Agency, they are collaborating with UK retailers to bring their renowned furniture offerings to British customers. Aquinos views this expansion as an exciting opportunity to establish long-term relationships with partners in one of Europe’s most dynamic markets.
What sets Aquinos apart from its competitors?
Several factors differentiate Aquinos. The company controls its supply chain by manufacturing its own foam and springs, ensuring cost efficiency and highquality standards, and it is equipped to handle the demands of the largest global retailers, backed by advanced production facilities.
Aquinos offers an eight-week standard delivery timeline for the UK, coupled with a DHD service that includes white-glove assembly and packaging removal.
FSC-certified frames and recyclable cardboard for UK shipments. Regular testing ensures all products meet updated fire safety regulations. Their ultimate aim is to minimise their carbon footprint and lead the industry in sustainable practices.
What product categories does Aquinos offer?
Aquinos provides a comprehensive range of furniture, including sofa groups and corner units, modular units and sofabeds, and accent chairs. They also offer customisable options and a diverse fabric selection tailored to modern consumer tastes.
What are the partnership opportunities with Aquinos?
“A history rooted in innovation and a vision
for sustainability
It collaborates with Covertex to provide cuttingedge fabrics that are stylish, durable, and compliant with UK fire safety standards, and its operations focus on reducing environmental impact with FSC-certified materials and recyclable packaging, aligning with their goal of achieving zero carbon emissions.
What does sustainability mean for Aquinos?
Sustainability is central to Aquinos’ operations. They adhere to rigorous environmental standards, using
Aquinos offers a range of partnership models to suit different retailer needs, from flexible container options (including exclusive white-label models for select partners) and MTO solutions (a standard UK catalogue with customisation options), to stock programmes (fast delivery on certain models to reduce lead times for retailers).
How does Aquinos ensure customer satisfaction in delivery?
The DHD service exemplifies their commitment to customer satisfaction. With a professional two-man team, they deliver furniture to the room of choice, assemble it, and remove all packaging. This service minimises the workload for retailers and provides a seamless experience for the end-user.
What’s next for the Aquinos Group?
With a history rooted in innovation and a vision for sustainability, Aquinos continues to expand its market presence. Their entry into the UK marks a significant milestone in their journey to becoming a global leader in furniture production, while maintaining a strong commitment to quality and environmental responsibility.
www.aquinosgroup.com www.theukagency.co.uk
HFS UPHOLSTERY
Having manufactured sofas in the UK for the past 35 years – while importing Italian leather- and fabric-upholstered sofas – Blackburn-based HFS Upholstery is seeking new clients to offer its latest lines.
With a new collection comprising six Italian-manufactured models, each available in five colours – HFS Upholstery also offers digital catalogues, price lists and order forms that are available upon request.
The supplier can be contacted by calling 01254 54266 or emailing hfssofas@gmail.com.
EVENT DIARY - EARLY 2025 EVENTS
Thursday 13th February 2025
Hensol Castle Distillery and Gin Tasting Tour
(Members and non-members welcome)
Hensol Castle
Thursday 20th February 2025
Yorkshire Curry Night 2025
(Members and non-members welcome)
Royal Armouries, Leeds
Tuesday 4th March 2025
Material Choices Conference
(Members and non-members welcome)
Furniture Makers’ Hall
Thursday 10th April 2025
Common Hall, Freemen’s Admissions and Wine Tasting
(Members and non-members welcome)
Furniture Makers’ Hall
Friday 11th April 2025
Historic Pub Walk
(Members and non-members welcome)
SOFA CONNECTIONS
After a year of developing and growing the business, Sofa Connections is pleased to announce that it has secured new premises to help support its growth and expansion for the year ahead – as well as changing its logo and branding, creating a new tagline, ‘Crafted by Us, Branded by You’, “to really drill down what we are about”.
ARE YOU HIRING?
With over 30 years of experience in the furniture industry, I’ve built a reputation as a results-driven sales leader with deep industry knowledge and extensive connections across the sector. My career has included roles in sales, marketing, product development and operations, where I’ve consistently delivered growth and strengthened client relationships.
In recent years, I’ve stepped outside the industry to take on a broader sales director role, leading complex operations across multiple markets. This experience has sharpened my leadership and strategic capabilities, but my passion for the furniture industry remains as strong as ever. I’m now eager to return to the sector where I’ve spent the majority of my career, leveraging both my expertise and my industry network.
I excel at developing high-performing teams, turning challenges into opportunities, and delivering bold results. My well-established relationships with key players in the industry provide a unique advantage, enabling me to open doors and drive new business opportunities.
If your organisation is looking for a proven sales leader who can combine strategic vision with hands-on expertise, I’d welcome the opportunity to connect. Let’s discuss how I can help deliver sustainable growth and make a lasting impact in the furniture industry.
I’m looking for a position as Sales Director, UK or European Sales Manager, National Key Account Manager or similar role.
The benefits of flexible finance
Zopa Bank is one of the UK’s leading consumer lending banks, with £2b loans and 7 million credit decisions a year. Its retail finance solution, DivideBuy –trusted by leading UK retailers including Simba Sleep, Sofa Club, Dusk and UK Flooring Direct –enables customers to spread the cost of online and in-store purchases up to £25k from 3-60 months, with a range of interestfree and interest-bearing options, explains sales and marketing director, Anthony Timbrell …
Why are you relevant to the furniture sector? How long have you been working in it?
We do work across a wide range of sectors, but furniture is our speciality. Retailers in this industry have relied on our finance solutions for over 10 years now. Our long-term partners include Nectar Sleep, Swyft and Arthauss Furniture.
Furniture can cost from hundreds to thousands, so our finance products are ideal for merchants wanting to offer customers flexible payment options.
Can you provide some examples of how your solutions can help furniture retailers, and any other benefits of working with you in this space?
Adding DivideBuy retail finance as an alternative payment method at the checkout is delivering big for UK furniture merchants. They see an almost instant increase in AOV (up to +73%), since customers will feel more confident going for what they really want if there’s an option to spread the cost.
Sales and revenue also get a significant boost (up to +50% in this sector). Existing customers spend more, and new customers are attracted by the option to spread the cost on goods which might have
“Adding DivideBuy Retail Finance as an alternative payment method at the checkout is delivering big for UK furniture merchants
been out of their budget previously. Our merchants spend up to -36% less on marketing and customer acquisition as a result.
Of course, adding finance options to your checkout isn’t a new thing. But short-term, unregulated credit often limits basket value, and the longerterm finance we see in this space is often complex and cumbersome. Customers tend to drop out of the application process as it’s long-winded and complicated – or they get declined due to lack of initial eligibility checks, impacting their credit file and harming customer loyalty.
Furniture merchants like our retail finance solution because it addresses these issues in a simple, transparent way. Our customer journey takes less than 2 minutes to complete, so we have high completion rates for this sector. We also have a range of tools to nurture the sales funnel. This includes our Eligibility Checker, a soft credit-check tool customers can use to find out whether they’re likely to be approved, without harming their credit score. We also don’t charge any late fees or additional interest.
There’s also our Convert+ widget, which is a slider that sits on the product page and shows customers their finance terms and instalment options. Our Alternative Offer to Lend lets some customers who get declined for their original term preference get offered a borrowing alternative more compatible with their profile, (longer terms for smaller instalments, for example). Nearly two-fifths (39%) of customers who are offered alternative options go on to complete a purchase, driving revenue that would be otherwise lost.
What does your onboarding and execution process look like?
We have a number of integration methods, from native Magento, WooCommerce Shopify and Shopify Plus apps to a Headless API. This means we can integrate with any platform. For example, we can have any merchants using one of the common ecommerce platforms live in a matter of days.
Why is it particularly important that furniture retailers utilise services like yours right now?
The UK furniture market is facing a challenging year ahead. Retail spending was fairly flat in Q4 of last year, and more retailers in this sector are facing financial distress – yet retail finance spending in the furniture space hit a record £3.6b for Q4.
Consumers demand multiple payment options. Across all markets, retail finance is being used by all customer types, including the more affluent customer – and demand will only continue to increase. Offering ways to spread the cost as a checkout payment option is a must-have if merchants want to succeed in 2025 and beyond.
www.zopa.com
Simplifying returns management
The furniture industry is rife with operational inefficiency, and few areas are as badly hit as returns and warranty claims management, states Claimlane …
“Managing claims becomes effortless, efficient, and even a little fun
Many furniture brands and retailers are grappling with the hidden costs of inefficiencies in their processes, says Claimlane, and one area that continues to demand attention is returns and warranty claims management. Claimlane aims to change that narrative, helping retailers save time, cut costs, and win back customer loyalty.
“Before digital platforms, managing returns was like juggling flaming torches,” says Choukri Zerhouni, Claimlane’s co-founder and VP of sales. “Tools like email, paper forms and spreadsheets were the go-to methods for handling claims, but they often created more problems than they solved.
“Solutions like Claimlane have turned this cumbersome process into a streamlined workflow. Our returns and claims management system integrates seamlessly with existing IT infrastructures, enhancing (not replacing) current workflows. With automation and self-service capabilities, customers can now: submit claims online; upload proof of purchase, along with photos or videos of defects; and schedule return pickups without ever needing to contact customer support.
“For retailers, this means reduced administrative workloads, fewer errors, and faster resolutions. Logistics are also simplified, with features that allow businesses to quickly determine the next steps for returned items, whether they’re being refurbished, recycled or restocked. By automating tedious processes, retailers can focus on what truly matters – improving customer experiences and growing their business.”
Claimlane’s self-service tools strive to make it easy for customers to initiate and track returns, eliminating the frustration of long wait times or unclear
processes. Automation reduces the manual workload for staff, while a smooth returns process builds trust. “By optimising returns and claims, businesses can cut costs while ensuring customers leave happy – a win-win for all,” says Choukri. “Disputes over returns can be tricky, but they don’t have to be chaotic. A welldesigned returns management system like Claimlane ensures clarity and consistency at every step.”
In addition, a wealth of actionable data awaits those looking to improve their operations. “Every return holds a story, whether it’s about product design, packaging, or customer expectations,” Choukri explains. “Claimlane helps retailers turn these stories into actionable insights. Identify which items have high return rates, and investigate why. Pinpoint issues causing damage during shipping, and use return reasons to refine product descriptions or improve quality. The possibilities are endless.”
In 2023, Claimlane partnered with retailer Cult Furniture to tackle its returns challenges. “By integrating our platform, the retailer gained complete visibility into their claims process, enabling faster resolutions and reduced costs,” says Choukri. “For example, when a customer submitted a claim for a damaged item, the retailer could immediately review photos, assess responsibility (for example, transit damage versus packaging flaws), and take corrective action. This streamlined approach not only saved time but also prevented repeat issues.
“Complex returns don’t have to be a headache. With Claimlane, managing claims becomes effortless, efficient, and even a little fun. From happier customers to leaner operations, the benefits are undeniable.”
www.claimlane.com
Elevate your shop with our brand-new collection of premium dining tables, crafted from authentic materials like marble, wood, and ceramic. Stylish, durable, and designed for modern living.
Stay ahead! Visit www.furniture-to-go.co.uk
FTG is your one-stop shop with over 1,800 high-quality, best-selling furniture pieces, all in stock and ready for next-day delivery.
AVAILABLE IN
AVAILABLE IN White Ceramic Grey Ceramic
Rusty Brown Ceramic Black Ceramic Glass Oak
Brown Polished Marble White Polished Marble
Tariffs, distributors and agents
There is much talk of tariffs in the news, writes Stephen Sidkin, commercial law partner at Fox Williams LLP – but what if President Trump imposes tariffs on the type of goods purchased by your US customers, so far as your distributors and agents there are concerned? And what of your position when it comes to your distributors and agents in the EU or other countries – should retaliatory tariffs be imposed?
By Stephen Sidkin
The nature of most industries is such that agreements for the sale of goods are entered into some considerable time before the goods in question are shipped. The price of goods will often be subject to add-ons such as shipping costs or customs duties. Rarely, however, is mention made of tariffs.
Contracts under distributorship agreements
The situation is further complicated insofar as in most industries the distributorship agreement will be an ‘umbrella’ agreement under which supplier and distributor will enter into a series of contracts for the sale and purchase of the goods which are the subject of the distributorship agreement.
It can be expected that the imposition of a tariff on these goods will result in the distributor either wanting to renegotiate the price specified in the sale contract with the supplier or look for a way out of the distributorship agreement itself.
Whether it is open to the distributor to claim force majeure as a way out will depend on the terms and conditions which apply to sale contracts under the distributorship agreement.
The supplier’s terms and conditions of sale will need to be reviewed. A force majeure clause usually sets out the specific types of events or circumstances which will constitute force majeure. For example, the outbreak of war. In contrast, the imposition of tariffs is rarely stated to be an event of force majeure.
But is not the imposition of tariffs the occurrence of an event beyond the control of the parties, which is often stated as an event of force majeure? Whether or not it can be relied on will depend on how the relevant court or arbitrator assess the tariffs in question.
Consideration will also need to be given to the consequences of the occurrence of the event of force majeure. Is the contract for the sale and purchase of the goods simply suspended for a period of time?
Or, if the force majeure event continues beyond that period, can the contract be terminated?
The distributorship agreement itself
But even if the distributor can avoid having to purchase the contacted goods following the imposition of tariffs, the distributor may still have obligations to fulfil under the terms of the distributorship agreement itself – in particular, the requirement to fulfil minimum purchase requirements.
Whether following the imposition of tariffs these obligations are still effective will in turn depend on: the force majeure provision in the distributorship agreement itself; or the link between one or more sale contracts not being performed (having regard to the supplier’s terms and conditions of sale) and the distributorship agreement itself; or both.
While it may appear harsh, it is not certain that the ability to terminate a contract for the sale of goods as a result of the occurrence of an event of force majeure will in turn be an event of force majeure for the purpose of the distributorship agreement itself.
Even if it is, there will then need to be considered what is stated in the distributorship agreement to be the consequences of the occurrence of an event of force majeure.
Termination
If force majeure does not provide a way out for the distributor, it may find itself faced with a supplier looking to claim that the distributorship agreement has been breached. In turn, this requires consideration to be given to the provisions of the distributorship agreement concerned with events of termination and the consequences of termination. It can be anticipated that, for many distributorship agreements, termination for breach will enable the supplier to claim damages.
The position of agents
Agents can also be expected to feel the consequences of tariffs being imposed – in particular, with regards to the agent’s claim for commission if a contract for the sale of goods is not fulfilled.
Under the Commercial Agents Regulations, where a contract for the sale of goods has been entered into with a customer for which the agent is responsible, commission will become due as soon as: the principal has performed the contract (usually by delivering the goods); or the principal should have performed the contract according to the terms of the contract; or the customer has performed the contract (usually by paying for the goods).
The regulations go on to provide that, at the latest, commission shall become due to the agent when the customer has performed his part of the contract or should have done so, if the principal had executed his part of the contract as required by the contract.
“The imposition of a tariff will result in the distributor wanting to renegotiate the price or look for a way out of the agreement
Although often overlooked by principals, the regulations make it clear that it is not possible under the terms of the agency agreement for principal and agent to agree other terms as to when commission shall become due if to do so would be to the agent’s detriment.
The regulations do provide for the right of the agent to be paid commission to be extinguished. However, for this to happen it must be the case that: it has been established that the sale contract between principal and customer will not be fulfilled; and non-fulfilment is due to a reason for which the principal is not to blame.
As before, the regulations make it clear that it is not possible under the terms of the agency agreement for principal and agent to agree other terms as to when commission shall be extinguished if to do so would be to the agent’s detriment.
The duty to inform
Given the above, it may seem to a principal that its obligation to pay commission to an agent will be extinguished if a contract for the sale of goods is not fulfilled as a result of the imposition of tariffs.
While this is likely to be the case, what must not be overlooked is the duty under the regulations on the principal to inform the agent within a reasonable period of time once the principal anticipates that the volume of commercial transactions will be significantly lower than that which the agent could normally have expected – for example, as a result of
the imposition of tariffs.
A failure by the principal to give such notice could result in a claim for damages by the agent and, possibly, the agent, claiming that such a failure means that the principal is in serious breach of the agency agreement. This could result in its termination and give rise to a claim by the agent for compensation or indemnity under the regulations.
www.agentlaw.co.uk
Getting back on track
Last year was one that tested Sussex Beds’ resilience and challenged its resolve – but ultimately strengthened the organisation, writes CEO Steve Pickering …
By Steve Pickering
Following our ambitious expansion in 2023 – opening two new stores and undertaking a major IT transformation – we found ourselves facing significant challenges. Our cash reserves were stretched, and our leadership team’s attention was divided between strategic growth and core operations. Our recovery journey unfolded through three strategic initiatives:
Project Stabilise: We took decisive action in January, implementing a 24-point cost optimisation plan. Through careful evaluation of non-essential expenditure, we identified and executed £750,000 in annual cost reductions while preserving our core business capabilities.
Project Profit: Building on our new IT infrastructure in April, we launched a focused 12-point profit enhancement programme. By streamlining internal processes and renegotiating service agreements, we secured an additional £200,000 in annual savings, strengthening our financial foundation.
Project Focus: With our new IT systems fully integrated, we pivoted our entire team’s energy toward revenue growth. Our August initiative introduced enhanced sales training, expanded our product portfolio with competitive lines, and optimised our marketing channels to drive growth.
These co-ordinated efforts
“The imposition of tariffs is rarely stated to be an event of force majeure
have yielded impressive results. We’ve successfully stabilised operations, achieved a leaner financial structure, and, most importantly, reinvigorated our sales momentum. Meeting our targets in both November and December marked a significant milestone, and January’s early indicators suggest continued positive momentum.
As we enter the new year, we stand stronger and more focused. With our infrastructure investments complete and our transformation achieved, we’re energised by the opportunities ahead.
www.linkedin.com/in/stevepickering-unorthodox-ceo/
“We stand stronger and more focused
You’re a walking, talking billboard
In the competitive life of a furniture sales professional, you are your own biggest advertisement, writes Furniture Sales Solutions’ Adam Hankinson – every customer interaction is an opportunity to showcase not just your products, but your professionalism, enthusiasm and expertise …
By Adam Hankinson
Just like a billboard, your appearance, attitude and body language send a message to everyone who sees it. The question is, what does your billboard say about you? Let’s explore five essential steps to ensure you’re the best walking, talking version of yourself possible …
1. First impressions matter
Imagine a sign with faded colours and unreadable text – would it grab your attention? Likely not. The same principle applies to your appearance. Your attire, grooming and overall presentation should exude professionalism and confidence. Dress in a polished, business-appropriate manner that reflects the high quality of the furniture you’re selling.
When customers see a salesperson who looks sharp, they immediately associate that with trustworthiness and expertise. A clean, neat appearance shows you take pride in yourself, your role, and the products you represent. Choose clothing that’s professional but comfortable for a full day on the sales floor. Pay attention to small details – clean shoes, tidy hair, and a fresh, energetic look.
2. The universal language of positivity
Your smile is the first and most powerful tool in your arsenal. A warm, genuine smile sets a welcoming tone and helps customers feel at ease. Remember, shopping for furniture is a major investment – your initial appearance of positivity can turn a potentially closed and defensive prospect into a friendly and open customer for life!
Even on tough days, a smile is your secret weapon. It shows customers you’re approachable, confident, and genuinely pleased to see them. Practice smiling when you greet customers, but also as you listen. A friendly, engaged demeanour makes people feel valued.
3. Sell with confidence
Body language speaks louder than words. The way you stand, move and interact with customers communicates your energy and enthusiasm. Crossed arms, fidgeting or slouching can suggest disinterest or discomfort, while open gestures, steady eye contact and an upright posture convey confidence and attentiveness.
Think of yourself as the face of your furniture brand. Your body language should reflect the elegance, quality and comfort your products and services offer. Stand tall, use open hand movements to emphasise
points, and maintain appropriate eye contact to build trust.
4. Know your products inside and out
Being a great walking, talking advertisement isn’t just about looks – it’s also about substance. A visually stunning billboard means little without a clear, compelling message.
In furniture sales, your knowledge is your message. Know your products deeply – the materials, craftsmanship, features and benefits. The more expertise you demonstrate, the more confidence customers will have in you and your recommendations.
Stay updated on design trends and customer preferences, know sizes, specifications and availability. Be ready to personalise your recommendations to fit each customer’s unique needs. Spend time each week reviewing product specs or new models so your knowledge stays fresh and impressive.
5. Attitude is everything
A sign that doesn’t catch your eye fails its purpose. Likewise, a salesperson without enthusiasm struggles to inspire action. Your attitude is contagious. If you approach each sale with genuine excitement, your customers will feel it too. Positive energy fuels a brilliant sales experience and builds lasting relationships with clients.
Remember, every interaction is an opportunity. A great attitude, even when faced with objections or challenges, sets you apart and keeps your customers coming back. Start your day with a positive affirmation or a quick mental review of recent successes to keep your attitude upbeat and focused.
As a furniture salesperson, you are a walking, talking billboard for yourself and the products you sell. First impressions, a warm smile, confident body language, product knowledge and a winning attitude are the keys to being a successful, eye-catching advertisement.
Every moment on the showroom floor is a chance to tell a story – one that builds trust, showcases quality, and turns browsers into buyers. Ask yourself daily, ‘What message is my billboard sending?’ Make sure it’s one that inspires confidence, positivity, and sales success.
www.furnituresalessolutions.com
“Your appearance, attitude and body language send a message to everyone
Interior design trends, city by city
Consumers up and down the country are bringing in the new year by giving their home a facelift – but which trends are proving most popular going into the new year? And which UK cities are most in sync with 2025’s key directions?
Sara Newman, creative design manager at Clerkenwell-based designer and manufacturer of luxury outdoor furnishings, Nth Degree, has the answers …
By Sara Newman
Having analysed Google Search data for some of the UK’s biggest expected interior trends for 2025, we found that the people of Bristol are the UK’s most conscious of the latest trends – making Bristolians the most stylish interior designers in the country!
No matter the name of the 2025 interior, Google’s Keyword Planner tool showed that the number of Google searches per million people was higher in Bristol than any of the UK’s other major cities – but which trends were most popular? And where were the UK’s other hotspots for trendy interiors?
Art deco
According to ELLE Décor, 2025’s arrival means art deco’s revival in home design across the UK – with designers tiring of Y2K influences and instead looking a little earlier for inspiration. Characterised by strong colours and precise, geometric shapes, art deco uses luxurious materials like ebony, lacquer and teak, so expect luxury teak furniture to make a strong impact.
Across the country, a whopping 33,100 searches are taking place every month, highlighting just how indemand this style is set to be in 2025. When it comes to the art deco look, trendy Bristol led the way with 260 monthly searches per 1,000,000 people – London clocked in second with 170 searches, closely followed by Leeds with 160. Manchester is also getting ahead of the game this winter – Google searches for ‘art deco’ were up +238% over the last three months.
Minimalism
Search data suggests minimalism is set to be over twice as popular as its counterpart – maximalism – during 2025, though both grew in prevalence throughout 2024. Over 18,000 people are Googling ‘minimalism’ across the country every month – a +22% increase from last year. This means you can expect to see simple, clean lines, monochromatic colour palettes and open, uncluttered spaces in more homes than ever. Expect widespread use of natural materials and an emphasis on craftsmanship.
Both Bristol and Leeds set the tone for this interior design style, each with 110 searches per 1,000,000 taking place every month. The data indicated that Liverpool (30 searches), Edinburgh (40 searches) and Birmingham (50 searches) were rather more disinterested in minimalism.
Maximalism
You might think that minimalism’s popularity might mean the decline of maximalism, but both are far
more popular now than they were going into 2024. In fact, search data suggests that maximalism is +50% more popular than this time last year!
With 8100 Brits a month now searching for ‘maximalism,’ you might find some of your trendconscious friends are choosing to ditch the monochrome, minimal look in favour of bold, eclectic colours, statement furniture pieces and rich ornamentation. It’s little surprise that Bristol (60 searches per 1,000,000) leads the way here, with the city’s free-flowing focus on alternative culture and hippieism making it the perfect candidate to lead the maximal revolution! Glasgow clocked in at second with 39 searches, followed by Leeds with 35.
Japandi
Japandi – a combination of Japanese and Scandi(navian) design – was heralded by experts as one of the interior trends to watch for 2023, but it’s back with a bang for 2025 as more homes than ever begin catching on. Pairing the sleek, functional elegance of Japanese design with Scandinavian countries’ warm, rustic sensibilities, Japandi uses a combination of neutral, earthy colours and natural materials like bamboo, linen and stone.
Bristolians led the way here too, with 34 searches per 1,000,000 people – but the people of Sheffield took second place, with 25 per 1,000,000. London also had 25 searches, indicating that Japandi will be big in the homes of the capital for 2025.
Mid-century
Mid-century design has been a fixture of discerning interior design for many years, and designers see no sign of this slowing down. It seems Brits are still gravitating towards the fine craftsmanship and durability associated with furniture made during the 20th century – or modern furniture that emulates the vintage mid-century style.
With a focus on quality wood like walnut, oak or teak, stained with warm-toned finishes, midcentury design pairs functionality and comfort. Expect furnishings in the mid-century style to blend angular forms and organic curves, striking a considered balance between soft and sharp. Indeed, 27 Bristolians per 1,000,000 people searched for ‘mid-century’ every month last year, with Glaswegians following, with 17 searches. Leeds came in third with 15, though London trailed closely behind.
www.nthdegree.co.uk
“The people of Bristol are the UK’s most conscious of the latest interior trends
Scan the QR code for more View our full collection online at www.gallerydirect.co.uk
New for SS25, the Wilton Bed showcases a delicate green design that adds a touch of elegance to your space. With its classic silhouette and refined patterns, it creates a serene and inviting atmosphere. Thoughtfully crafted for both style and practicality, the bed features a discreet pullout drawer at the foot, providing convenient storage to keep your space tidy and organised.
Our 2025 Collection boasts over 850 new lines, spanning multiple categories, and represents our largest launch of furniture and upholstery to date. Exciting new additions to bestselling ranges, along with unique standalone pieces, provide endless options for design inspiration.
Of love songs and selling
There are not a lot of promotions for mattresses and home furnishings on Valentine’s Day, writes our US correspondent Gordon Hecht, but as you prepare for the next selling season, take some time to listen to those old love songs – as there may be a hidden message that will make you fall in love with sales and profit all over again …
By Gordon Hecht
I Want to Hold Your Hand
It’s hard to beat Lennon and McCartney when it comes to 60s love songs. And if you want to be successful in our business, there is some hand holding that you must do.
I’ll tell you something I think you’ll understand –never assume that your sales team has a full grasp of what you expect of them. Chances are they may not understand how to work your current promotion on the sales floor (like the step up, the step down, and financing to build tickets).
Your team also needs hold your shopper’s hand. Ask the right questions and then take them by the hand to the products and solutions that will work for them.
Yesterday Once More
Recorded by The Carpenters in the mid-1970s, this song tells the story of remembering better times. Things seemed much easier 20 or 30 years ago. You may find yourself wishing for those halcyon retail days.
In reality, retail was never simple. Thirty years ago, you may have managed inventory on a Cardex system. Many retailers mailed orders to factories, and the fancy dealers faxed them in. Your delivery drivers carried a roll of quarters in case they needed to call you from a phone booth. They found home addresses via a paper map.
Advertising meant paying the Yellow Pages big bucks and hollering at your newspaper rep because they placed your ad next to the obits. When I was young I’d listen to the radio and change the stations on every commercial.
Times are tough these days. But I’d never go back to the past.
I Want You Back
Most of NSYNC’s love ballads came out in this century, but this tune was a big hit in Europe before landing in the US in 1998. Justin Timberlake rocks on about a love he let go and now wants back.
We love closing the sale the first time. However, the shopper in front of you may only be part of a decisionmaking duo. When you can’t close the deal the first time, you need to make sure you get that prized be-back. Before you settle for the promise of a return visit, remember, “Promises never last forever”.
Let your shopper know that retail is an everchanging world. We get in new merchandise. Then there are markdowns on old stock. Finance terms and inventory changes often. Let her know that you can send updates via text, and she’ll be the first to know any changes.
Just ask for her cellphone number. You remember how to do that!
Bubbly
Moving forward to the 21st Century, Cobie Caillat’s hit from a decade and half ago can get your swaying to a tune about a young woman who is enthralled and tingly about her new love.
This year is all about innovative programmes, new merchandise offerings, new shoppers, and new beginnings. We’ll all be a bit tingly when these items arrive and are ready to show to shoppers. Our goal should be transferring that tingly feeling to our shoppers, so they are outright giddy (and giddy-up to buy).
The next goal is to keep our store teams tingly about their new love throughout the year. Can I count you in?
Levitating
2020 was a big year for Dua Lipa, with this buoyant tune with a beat that reminds me of my disco days. She rocks us with this melody of brand-new love. The kind where your heart skips a beat and sends your head up to the sky. You know the feeling.
Selling is metaphorically like a first date. Bring that euphoric sensation into the start of every sales presentation. You want to know everything about that new shopper. What makes them happy. And the things that make them sad. You want that special connection. And you treat them like the most special person in the world.
Shoppers love to buy from people they know, like, and trust. If you’re feeling like you need a little bit of company, you met them at the perfect time.
It’s not too late to head out for that perfect Valentine’s Day gift. But if you’re looking for roses, forget it. I just grabbed the last bunch.
Gordon can be reached by email at gordon.hecht@aol.com
“Never assume that your sales team has a full grasp of what you expect of them
MIDLANDS TUG OF WAR
Food trucks, bar, bouncy castle, raffle, tombola & games. Tug of War competitors and spectators welcome!
SATURDAY 28 JUNE 2025
LONG EATON RUGBY CLUB, DERBYSHIRE
The Furniture Makers’ Company the furnishing industry’s charit y
For more information, please contact jessica@furnituremakers.org.uk
Anti Copying in Design (ACID)
AI training and copyright protection
Are you worried about your copyright work being used to train AI unless you explicitly opt out? In this open letter to industry, Dids Macdonald, the chair, cofounder, and director of public affairs, IP policy and campaigning at Anti Copying in Design (ACID), calls for anyone who fears losing control over their copyright to respond to the Government’s consultation …
By Dids Macdonald
Currently, there is no streamlined way to ‘opt out’ of having your work used to train AI models. Also, there is no accountability mechanism or regulatory body to oversee AI developers who utilise your work without permission. This lack of safeguards can leave creators vulnerable to unauthorised use and exploitation of their intellectual property (IP).
The UK Government has highlighted AI as a driver of economic growth. As outlined in an action plan led by Science Secretary Peter Kyle, AI has transformative potential to foster innovation, support start-ups, upskill the workforce and boost productivity. By creating a globally competitive AI ecosystem, the UK aims to attract investment and promote sustainable technological advancement.
However, the plan’s emphasis on improving access to AI training resources raises concerns for copyright creators. Allowing AI to train on copyright work without permission risks undermining the rights of creators who may lose control over how their work is used.
While innovation and AI’s rapid growth are exciting, they also present challenges for creators in the creative industries and beyond. Copyright laws, which grant creators exclusive rights to publish, distribute and sell their work, are at risk of being undermined by AI’s need for vast amounts of data to train its models. Current laws require copyright holders’ permission to use their work, but many AI developers already bypass this through a lack of robust opt-out mechanisms and regulation.
Training an AI model involves exposing it to massive datasets to teach it to recognise patterns, make predictions and improve its performance. This iterative process requires substantial computational resources and specialised hardware like Graphics Processing Units (GPUs) or Tensor Processing Units (TPUs). While the process enables AI to perform tasks with impressive accuracy, the datasets often contain copyright material used without the creator’s permission.
At present, there is no specific legal system allowing creators to opt out of having their work used
for AI training. This gives AI developers and big tech companies almost unlimited freedom to use your creations without authorisation. Authors, artists, graphic designers, greetings card designers and other creators must act now to ensure their voices are heard.
If you don’t want your work to be used without permission, you can: clearly state your copyright terms on your website, social media, and other platforms (displaying the ACID logo and signing the ACID IP Charter reinforces this message); add metadata to your digital files to indicate copyright ownership and usage restrictions; and regularly check for unauthorised use of your work online. If you identify infringements, contact the offending party to request removal or seek legal advice. However, identifying the offending party remains a significant challenge without a regulatory system in place.
You can also summarise your concerns and experiences succinctly and respond direct to the consultation. It’s a unique opportunity to make your voice heard, especially if you believe you should maintain control over the copyright you create! A response doesn’t have to be onerous, or answer many of the complicated questions – a simple email or letter on headed paper will suffice. Use your personal experiences as a case study to illustrate how losing control over your copyright could negatively impact your business
The consultation, closing on 25th February, provides an opportunity to influence policy and ensure copyright creators retain control over their work. Responses can be submitted online, or via email at copyrightconsultation@ipo.gov.uk.
Rapid advancements in AI demand proactive policy-making. Decision-makers must craft regulations that strike a balance between protecting creators’ IP and fostering AI innovation. Safeguards are essential to provide creators with confidence in their rights while supporting the UK Government’s ambitions for digital growth.
www.acid.uk.com
“Allowing AI to train on copyright work without permission risks undermining the rights of creators
Which optional add-ons generate you the most revenue?
Interest-free credit
Hamish Mansbridge (Heal’s)
Bedding and pillows – when a customer gets a new bed, they want everything new
Brian McCann (DFI Beds)
We find particular benefits to our customers of offering Staingard products. We offer this across upholstered products, beds and cabinets. This is a real revenue benefit to us – however, it is also a fantastic product range to enhance our customers’ purchase. I also feel strongly that these products also support our stance on sustainability. Anything that prolongs the life of the furniture and beds we sell, lengthens the replacement cycle and results in less disposal and waste … it’s a win for us, a win for our customer and a win for the environment
Darryl Simpson (WJ Aldiss)
SoftNord’s footstools and scatter cushions. They’re just great value, but they also add colour around the displays in-store
Daryl Drylie (ID Agencies)
In my past, stain protection paid for many a new store opening at DFS …
Paul Irwin (Smiths of Harrogate)
Old furniture removal, assembly services, extended warranties and weekend delivery time slots are popular and contribute significantly to our overall sales. These add-ons enhance customer convenience and satisfaction
Nathan Edwards (The Furniture Consultant)
Consumer personalisation options
Phil Pond (Scarlet Opus)
Our servicing offering is something that our customers appreciate. It comes as standard, but there are occasions that they need our engineers to service or fix other machines that they have from elsewhere. There are also machine add-ons, too
Shaun Peel (MattressTek)
Extended warranty/insurance programmes are our biggest add-on
Jonathan Creese (Gillies)
“We
“We’re
“We’ve
Peter Harding (MD at Fairway Furniture)
