Furniture News #324 by Gearing Media Group Ltd

This month: January Furniture Show in review The Furniture Awards 2016 winners Andrew Durham on visual merchandising

The essential guide to the UK domestic furniture and furnishings trade

March 2016

www.furniturenews.net

Wycombe, Gallery Direct

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The Carpet Specialists

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“The bigger take-away from this development is the fillip it promises the British furniture design and manufacturing sector”

Comment British furniture designers will welcome the news that their creations will be legally protected for longer thanks to the imminent repeal of Section 52 of the Copyright, Designs and Patents Act. From April 28th, furniture design will be afforded the same copyright protection as music and film, making it off-limits to would-be copycats until 70 years after the creator’s death – rather than the 25-year period currently enforced. It’s a serious blow to dealers of replica furniture. Whilst they have had some time to sell off their stock of imitation Eames and Egg chairs, they were not expecting the deadline to arrive before 2020. Reportedly brought forward due to a legal challenge, the added pressure will be a stark reminder to them of the vagaries of EU legislation as the summer’s referendum approaches. Gavin Llewellyn, a legal affiliate of design rights champion ACID, told me: “As a design lawyer, I’m in favour of as short a transition period as possible – but from a strict legal standpoint, you can’t introduce a change telling people it will take effect at a certain time and then pull the rug out from under their feet later down the line. If the Government had listened to the design industry, a shorter yet achievable and balanced deadline could have been set at the outset. The whole thing has been a disaster from the start.” However, the bigger take-away from this development is the fillip it promises the British furniture design and manufacturing sector. “The repeal of Section 52 will foster innovation,” says Gavin. “Consumers will be prevented from buying cheap replicas after 25 years, but in their place will arrive new, original designs at replica prices. Jobs and opportunities will be created for keen, new designers. Competition will be enhanced. Consumers who want classic designs will still have access to them because their owners will be able to manufacture them – and create new future classics – with confidence that their businesses and reputations will no longer be undermined, and that the allure of such designs will be preserved as it should be.”

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Although it may be some time before the scene adjusts to these changes, the repeal should go a long way to reinforce and reinvigorate national design, and leave many wondering why the changes were not made sooner. This month’s issue champions design in various guises, as we look back at the winners of The Furniture Awards 2016 in a feature-length retrospective. The Mid-Level Category in particular identified some stand-out cabinet ranges (including this month’s cover feature from Gallery Direct) that set out to deliver high-end style at realistic prices – proving that good design can succeed through interpreting rather than imitating what has gone before. Renowned British designer Rob Scarlett meets contemporary upholstery creator Matt Arquette, who offers some fascinating insights into how he maintains the balance between creativity and commerciality, whilst our In Design interview explores a new educational children’s chair from Melanie Brooks. Elsewhere, our comprehensive January Furniture Show Review features a host of new product from the key event, and visual merchandising expert Andrew Durham explains why keeping fresh and innovative is the only way to go. My thanks, as always, to our contributors and advertising supporters.

Paul Farley Paul Farley, editor T 01424 776101 E paul@gearingmediagroup.com Twitter @FurnitureNewsED

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CONTENTS

7 Partner Comment

INFORMATION This month: January Furniture Show in review The Furniture Awards 2016 winners Andrew Durham on visual merchandising

The essential guide to the UK domestic furniture and furnishings trade

March 2016

Spring Fair (38)

David Dewing, master of The Furniture Makers’ Company, explains how the organisation rewards industry excellence

www.furniturenews.net

14 News 24 Interviews Wycombe, Gallery Direct

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The Wycombe collection by Gallery Direct (www. gallerydirect.co.uk)

Editor Paul Farley 01424 776101 paul@gearingmediagroup.com Twitter @FurnitureNewsED Deputy editor Victoria Noakes 01424 776105 victoria@gearingmediagroup.com Twitter @Victoria_FNmag Advertising manager Sam Horscroft 01424 776100 sam@gearingmediagroup.com Twitter @FurnitureNewsAD Deputy advertising manager Trisha Fletcher 01424 776100 trisha@gearingmediagroup.com Production manager James Ash 01424 775304 james@gearingmediagroup.com Deputy production manager Katie Bate katie@gearingmediagroup.com

Paul Farley interviews visual merchandising consultant Andrew Durham, Victoria Noakes speaks to Simon Jones, founder of Brighton-based vintage retailer Era, and Land of Rugs features in this month’s Clickthrough Q&A

34 Events

Including reviews of Heimtextil, the AIS Furniture Show and Spring Fair, plus Design Shanghai is under the spotlight in our Fair Comment article

Andrew Durham (24)

50 Resources

Incorporating articles from representatives from the BCFA, Fortegra and Fox Williams LLP

58 Profile

Victoria Noakes profiles social entreprise Re:Source, which aims to help those struggling with drug and alcohol problems Re:Source (58)

Production assistant Stephanie Reading stephanie@gearingmediagroup.com Proofreader Keith Fitz-Hugh Editorial director John Legg 01424 776104 john@gearingmediagroup.com Twitter @extralegg Publisher Nigel Gearing Accounts Wendy Williams 01424 774982 wendy@gearingmediagroup.com Subscriptions subscriptions@gearingmediagroup.com Annual Subscription Rates UK-£65 Europe-£85 RoW-£95 Repro, print and distribution Acorn Web Offset Ltd Gearing Media Group Ltd 4 Red Barn Mews, High Street Battle, East Sussex TN33 0AG ISSN No: 1475 - 3731 © Gearing Media Group Ltd 2016 General information No part of this publication may be reproduced without the specific prior written agreement of the Publisher and may not be stored on any type of retrieval system. Furniture News/ Gearing Media Group Ltd accepts no responsibility for variations in colour reproduction. Special colours (Pantone etc) can be catered for with prior arrangement. Some elements of the editorial content in this publication are submitted by the trade, however, all efforts are made to ensure that the editorial remains true to fact and unbiased. Monies may have been accepted to offset the costs of colour reproduction. Gearing Media Group Ltd reserves the right to alter without prior notice any content other than customers’ advertisements. No correspondence will be entered into regarding altered or adjusted editorial content. The editor’s decision is final. All material submitted for inclusion in Furniture News is done so entirely at the owner’s risk and no responsibility is accepted for the safekeeping or return thereof.

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CONTENTS

CONTRIBUTORS

David Dewing David is the master of The Furniture Makers’ Company, a City of London livery company and the furnishing industry’s dedicated charity

Jeremy Stein Jeremy is the MD of the British Contract Furnishing Association, which boasts over 250 members including manufacturers, suppliers and designers

52 January Furniture Show (81)

62 Living

Asif Ayub (144)

64 Beds & Bedroom 74 Dining 81 January Furniture Show review

Stephen Sidkin Stephen is a partner at corporate law firm Fox Williams LLP. He established and leads Fox Williams’ agentlaw team.

An extensive review of the January Furniture Show, including some of the industry’s latest and most innovative product launches

132 Furnisher

A round up of accessories and furnishings for the home

134 Designer

Rob Scarlett meets Mash + designs’ Matt Arquette in this regular feature, and Melanie Brooks stars in this month’s In Design

Kevin Cundiff Kevin is vice-president of retail for Fortegra, a singlesource insurance services company that offers a range of specialty programme underwriting, credit protection, and warranty solutions

144 Last Word Era (30)

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Matza’s MD, Asif Ayub, answers Furniture News’ questions about his career history and work and life philosophy

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Go global Are you looking to develop business overseas? The International Alliance of Furnishing Publications (IAFP) is a 20-yearold association comprising the leading trade publications â&#x20AC;&#x201C; based on editorial quality and circulation â&#x20AC;&#x201C; from 19 countries worldwide. Its aim is to assist its members, and their advertisers, to better communicate with foreign markets. When promoting or seeking information from abroad, the IAFP network is the one to trust. Furniture News has been the UK member publication since 2012, and has since helped its readers and advertisers reach high-quality foreign information, contacts and readership. Contact Samantha Horscroft on (+44)1424 776100 to find out more.

www.iafpalliance.com

Member publications

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PARTNER COMMENT | 7

Media Partners

Furniture News enjoys partnerships with a wide range of key global and national institutions and exhibitions, and invites a spokesperson from each to share their views each month … EXCLUSIVE UK MEMBER

Rewarding industry excellence “It’s more than just an accolade, it’s a respected, tried and tested process that over the years has helped – and continues to help – build a robust and competitive furnishing industry”

OFFICIAL MEDIA PARTNER

MEDIA PARTNER

Furniture News supports the aims and objectives of ACID (Anti Copying In Design) which is committed to fighting intellectual property theft

One of the key tenets of The Furniture Makers’ Company is our continual drive for excellence in our industry – to judge, celebrate and encourage the very highest standards of design and production. We do this through the award of Guild Marks – for bespoke work, for volume design, and for manufacturing, reflecting the broad range and depth of our industry. A Guild Mark is sought after because it brings prestige and recognition for the individual craftsmen, volume furniture designers and large manufacturers meeting the criteria. It’s more than just an accolade, it’s a respected, tried and tested process that over the years has helped – and continues to help – build a robust and competitive furnishing industry. Each of the Guild Marks is judged by independent experts, drawn from across our industry, who assess and evaluate the materials, form, function and purpose of the design and its production. For a Manufacturing Guild Mark, companies undergo an exacting audit by FIRA, which is then repeated every three years to ensure standards remain high. Companies work hard to meet the high bar that is set in order to hold a Manufacturing Guild Mark, and they can use the mark in their marketing to tell customers their company has been recognised for its high quality. For our Bespoke and Design Guild Marks, it will be a busy spring. From 10-14th May our annual exhibition of bespoke furniture, Inspired, will take place once again at The Goldsmiths’ Centre in Clerkenwell, London, bringing a wealth of talent together in one place for a stunning show. We will also celebrate the winner of our £1000 Christopher Claxton-Stevens Prize for Excellence for the very best Bespoke Guild Mark holder of the year at the new master’s installation dinner in early May. We’ve just closed entry to our Design Guild Mark Award 2016, for the design of furniture in volume production by the finest designers working in Britain or British designers working abroad. Each year we see new and exciting work by designers both established and up and coming. The very best designer will receive the Jonathan Hindle Prize for Excellence, taking away a prize of £1000. Shortlisting and judging are under way, with the results to be announced at The Goldsmiths’ Centre during Clerkenwell Design Week in May. In addition, Design Guild Mark-awarded furniture can be seen at 100% Design as part of the London Design Festival in September. Also, both Bespoke and Design Guild Mark holders are automatically entered for our new John Makepeace Prize for Innovation. Sponsored by one of the UK’s bestknown furniture makers, the £3000 cash prize is to encourage radical innovation that embraces and exploits current art and/or science. Guild Marks and our other awards and prizes are widely sought after by the furnishing industry as they tell the world loud and clear that British design and manufacturing are second to none. We are proud to continue rewarding excellence in this way.

David Dewing is the master of The Furniture Makers’ Company, a City of London livery company and the furnishing industry’s dedicated charity. For details of how to apply for one of the Guild Marks, visit www.furnituremakers.org.uk/excellence.

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Class

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www.classicfurn.co.uk

Sorrento

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Contact: Barry Webb: 07702 603971 E: barry.webb@furnitureorigins.co.uk

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Wood

6 12:33

Thank you, it was good to see you at the January Furniture Show for the launch of our new collections for 2016

If you missed us it is not too late! Our showvan is out and about this spring. For more information call us on 01920 469241 or email newproducts@woodbros.co.uk woodbros.co.uk FN_324 V44.indd 13 Wood Bros.indd 1

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NEWS Retail

Houseology.com raises £1m from crowdfunding Glasgow-based Houseology.com announces it has successfully overfunded in its £1m investment target via the crowdfunding platform Seedrs.com. These funds are set to help the business expand its digital one-stop-shop for interior design services and designer homewares. To date, the company has already generated £10m worth of sales, a turnover of £3.7m in its 2014-15 financial year, and has more than 32,000 customers in 100 countries. Formerly known as Occa-Home, the company’s innovative model – where interior design studio meets online store – offers a unique combination of advanced design-it-yourself technology, which gives time-poor consumers the ability to create bespoke designs for their homes without the need to hire a professional interior designer. The website also attracts trade customers who, thanks to Houseology.com’s buying and fulfilment capabilities, can source an extensive range of designer products and have them despatched in a single delivery from one supplier. Crowdfund investors can look forward to an equity share of 11.17% and a range of discounts. The new capital raised will contribute to delivering the brand’s growth strategy including broadening its offering of proprietary digital technology and design tools, expanding the company’s B2B proposition and driving international growth – key export markets currently include the US, Australia and mainland Europe. Kate Mooney, founder and CEO, says: “We’re offering a unique model of value online by combining three key elements of the interior design industry on our platform – designer brands, independent interior designers and retail consumers – all within one convenient and customised buying experience. “While to date, retail customers have comprised 75% of sales, we see a huge opportunity among small trade customers including independent interior designers and architects who can benefit from access to exclusive product lines and buying leverage that would normally be beyond their reach.”

Carpetright sees sales “softening” Carpetright has announced an update on trading for the 12 weeks ended 23rd January 2016. UK sales for the 12-week period were up 2.4% on a like-forlike basis – and up 6% in the four weeks to 23rd January – yet total sales declined by 1.3%. Consequently, full-year gross profit expectations were revised downwards “to reflect a more promotional marketplace and a greater proportion of beds and smooth flooring in the sales mix”. Four stores were opened and six closed. Wilf Walsh, chief executive, says: “While we saw some softening of like-for-likes in the pre-Christmas period, reflecting lower footfall, customer numbers recovered in the important January sale period.”

Children’s furniture retailer enters CVA Children’s furniture and accessories manufacturer and retailer Aspace Ltd, of Warminster, entered a CVA on 22nd January, Bristol’s BDO appointed to handle the matter. BDO LLP business restructuring partners, Simon Girling and Danny Dartnaill, were appointed joint supervisors. Following the negotiation of the CVA, which received a 98.6% vote of approval from unconnected creditors, the company will continue to trade under the control of its directors. Moving forward with a primarily online-only retail operation, the CVA will preserve 50 jobs.The company’s seven stores – one in Bristol and six in the South-east – were closed at the beginning of January as part of a complete restructure of the business, which resulted in the loss of 37 jobs. Simon Girling comments: “It is, of course, always disappointing to see jobs lost in these challenging times. However, we are very pleased to

have secured this arrangement which will ensure stability for the company, its remaining employees and customer base. The directors will remain in full control of the business, with our role being to supervise the performance of the arrangement to the terms agreed with its creditors.” Dave Knight, Aspace CEO, adds: “In line with many consumer businesses, our sales had become heavily concentrated online, meaning that the retail stores were significantly loss making. We were very sorry to see good people leave, but the CVA has enabled us to restructure and build on the potential that Aspace undoubtedly has, with its strong brand and high-quality products.” Last year saw several attempts made to reverse the retailer’s fortunes prior to it entering the CVA, including management changes and a rebrand. The outstanding debts owed by the company have not been clarified, but are thought to be substantial.

New look for Newark furniture firm Nottinghamshire furniture retailer, Holdens of Newark, has upgraded its premises and opened a new 7000ft2 flagship store with funding support from Yorkshire Bank. The 80-year-old business’ new town centre location will act as its main showroom. The company has also renovated its former Castle Gate premises, which will offer Holdens’ own-brand bespoke bedroom, dining and kitchen furniture. Several new jobs have been created in both retail units and the workshop by the expansion. As well as physical changes, the family business is undergoing a management handover. Husband and wife Jonathan and Marion Holden are passing the running of the firm on to their daughters Emma and Katie, who will become the fourth generation to head up the company.

Harveys updates upholstery guarantees Harveys has updated its price match guarantee and product guarantee on all its upholstery products. If a customer wishes to buy – or has brought – a product from Harveys and finds it cheaper somewhere else within seven days of the purchase, Harveys will match that price, plus £10.Covering the frames and attached seat springs in the extensive range of upholstery available at Harveys, the retailer’s 10-year structural guarantee on upholstery is offered on top of Harveys’ comprehensive one-year manufacturing defect guarantee.

Clockwise from bottom left – Emma Holden, Jonathan Holden, Yorkshire Bank’s Michael Pickles, and Marion Holden

Wayfair launches app in UK Wayfair has launched its mobile shopping app in the UK, as well as in Canada and Germany. “In addition to an unrivalled selection and superior service, we know that convenience and the ability to shop anytime, anywhere are key elements of a truly exceptional shopping experience,” says Niraj Shah, CEO, co-founder and co-chairman of Wayfair. “We have seen millions of consumers turn to the Wayfair app in the US for all of their home needs and we are delighted to bring that same seamless experience to new markets.”

Furniture Barn creditor details emerge Details surrounding the administration of retailer Furniture Barn (comprising two companies directed by Richard Kimbell, The Furniture Barn Ltd and Furniture Barn of Market Harborough Ltd) have emerged. The largest unsecured creditor and major supplier to Furniture Barn is Global Home, which is owed in excess of US$5m plus a further £660k in respect of goods supplied and term loans. In August 2015, amid growing concerns over the retailer’s ability to repay its mounting debt, Global prompted a review, before issuing a formal demand for repayment of the debt and effectively withdrawing its support for the retailer.

Consequently, Furniture Barn entered administration on December 4th 2015, and FRP Advisory appointed administrator. FRP sees the sale of the company as a going concern as the best solution for minimising disruption and preserving the business’ value. However, it notes that a customer order book totalling £1.47m is likely to be a major deterrent. Trading will continue under license for six months. Global and other suppliers have granted new credit terms for the administration period, during which the company’s remaining assets will be realised and its directors investigated.

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Retail NEWS

Retail footfall best in two years Footfall in January was 1.2% up on the previous year, significantly above the 2.2% decline seen in December, and its best performance since January 2014, excluding Easter distortions, reports BRC/ Springboard. Footfall in retail park locations increased 5.2% year-on-year, its best performance for two years – well ahead of December’s 2.1% rise and above the three-month average of 3%. High streets reported their first rise in footfall since July 2013 – excluding Easter distortions – and was significantly ahead of December’s 4% decline. Footfall growth in shopping centres was broadly flat in January. The national town centre vacancy rate was 8.7% in January 2016, down from the 9.1% rate reported in October 2015. This is the lowest reported rate since the consortium began reporting the data in July 2011. Helen Dickinson OBE, BRC chief executive, says: “The improvement in shopper footfall witnessed in January provided a timely and welcome fillip to retailers at the start of the year, with retail parks once again recording a stellar performance. “The further reduction in the shop vacancy rate is encouraging, more so against a backdrop in which online retailing is becoming increasingly popular.

“However, the fact remains that one in every 11 retail premises in our town centres lies empty. The current business rates system, in which rates bills only ever seem to rise, is wholly inadequate to the task ahead and so it is imperative that the Chancellor capitalises on the conclusion of the review [this] month to introduce a system which flexes with economic conditions and leads to a substantially lower tax burden.” Diane Wehrle, marketing and insights director at Springboard, adds: “The increase in footfall across all retail destination types, the first since December 2011, alongside the rise in spending in January, finally demonstrates what is well known – that bricks and mortar shopping environments are still important to consumers. “Tracking footfall across 450 individual locations since 2009 has shown that it is the post-5pm period that has been most resilient, with improvements in daytime footfall following on from an increase in activity in the evening. Spend on furniture, and hospitality, led the way, which potentially has longer-term benefits by increasing shoppers’ awareness of store offerings and driving up spend through longer dwell times and the family effect, whereby the family shopping group typically increases transactions values.”

Dunelm enjoys curtain and bedding growth

Barkers prepares to open expanded store

Ian Barker outside the workin-progress new-look store After undergoing major redevelopment, Barkers Furnishing Store will unveil its £3m expansion in Northallerton, North Yorkshire on 19th March. The revamp will also see a change of name to Barkers Home. The store has been expanded by 20,000ft2 to 60,000, to create a section for contemporary furniture, a bigger linens department, new cookshop and gifts section, while there has also been a revamp of the first-floor bedroom furniture and soft furnishings section. It marks the biggest investment by the Barker family, which also owns Barkers department store on Northallerton High Street. Barkers Furnishing Store currently employs 45 staff, but the expansion will create up to 15 new full and part-time jobs. Director Ian Barker says: “We hope this will draw in shoppers from outside the area and encourage them to spend time and money in Northallerton. We got planning permission to carry out this expansion just before the financial crash and, if we hadn’t had the recession, this redevelopment would have happened sooner. Now there is much more confidence surrounding the economy among consumers and retailers. This is a sign of our commitment to Northallerton as we plan to be around for many years to come. “This has been a major project for us and the biggest development in Barkers’ history since the Furnishing Store opened.”

Dunelm Group has announced its interim results for the 26 weeks to 2nd January 2016. Adjusted for the calendar impact of an additional winter sale week included in the results, underlying like-forlike performance was +2% for the period. Dunelm reports solid progress in like-for-like store sales, underpinned by strong performance from curtains and bedding, particularly through its new Kids range. The period saw ongoing store portfolio expansion, with focus for the future increasingly on London. Dunelm recorded further strong growth in home delivery of 24.4%, with growth starting

to accelerate following the launch of its new web platform last year. CEO John Browett says: “Our focus remains on growing the business for the longer term. After making good progress so far, we are continuing to work towards our three-part growth strategy and are now focused on eight core projects that will enable us to achieve this. This will allow us to improve our business substantially for our customers and, as we increase both our store network around London and our online presence, to develop Dunelm into a truly national homewares brand.”

DFS on track

Deadline set for Home Retail Group purchase

The DFS Furniture group reports that it has maintained good sales growth through the first half of its current financial year (26 weeks to 30th January 2016), reflecting a “healthy furniture market environment” and the success of its strategic initiatives – including store expansion, the development of its omnichannel proposition, and the enhancement of its product range. Gross y-o-y sales growth was 7%, continuing the trend reported in previous periods, with gross sales in the 12 months to 30th January 2016 up 5% on the previous year. The group says that Sofa Workshop, Dwell and DFS Netherlands have all contributed to overall sales growth, and have seen continued operational investment as a result. Finance director Bill Barnes will retire in the summer, when Nicola Bancroft, currently commercial finance director, will become CFO and an executive director. DFS has also invested in a new Spanish store, taking over an existing 5000ft2 furniture retail business in San Javier near Murcia.

A bidding war for the purchase of Home Retail Group – owner of the Argos, Homebase and Habitat brands – erupted last month as South African retailer Steinhoff International made a bid to rival that of previous front-runner Sainsbury’s. J Sainsbury’s plc’s offer of £1.3b was set to be cemented by 23rd February following due diligence inspections, and would have seen the business become the UK’s largest non-food retailer. Sainsbury’s said that it intended to build on its existing synergies with Argos, as well as that brand’s extensive online and home delivery infrastructure, to create “a retailer fit for the future”. The transaction was subject to several factors including the concurrent sale of Homebase to Australian conglomerate Wesfarmers for £340m. However, the bid was scuppered when, on the evening of 19th February, Steinhoff, which sells furniture in the UK through Harveys and Bensons, made a cash bid around 10% higher than

Sainsbury’s offer. Shares in Home Retail Group jumped, and Sainsbury’s requested an extension until 18th March in which to make another firm offer – at which point Steinhoff will also have to make a final offer or walk away.

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NEWS Events

Export fair launched in Dongguan A new export fair from the organiser of the 3F Famous Furniture Fair, Dongguan 3F Export Furniture Fair – 3F Export for short – will debut this September at Guangdong International Exhibition Center, Dongguan. “3F Export is a show that the market wants,” comments Alex Lin, general manager of Dongguan Famous Furnishings Import & Export Exhibitions. “Guangdong is the furniture-producing centre of China, and furniture exported from Guangdong accounts for over 40% of the total exported from China. There are thousands of furniture producers in Guangdong – they crave a furniture fair organised at their home base in the second half of the year.” According to the organiser, the new show will cover 100,000m2 and will feature residential, office and outdoor furniture, plus home accessories. Upholstery will be a major component, taking up around one third of the total exhibition space. “We want 3F Export to be a one-stop sourcing destination for international buyers,” says Alex. “Our idea is to create a furniture fair for international buyers, who are constantly searching for quality products at competitive prices at lower sourcing costs. “So, on the one hand, we charge our exhibitors space rental fees which are one half or one third of the prices of other established furniture fairs in China. “On the other, we are offering unprecedented travel support packages to international buyers inclusive of complementary hotel rooms, meals, airport pickups, and airfare subsidy to reduce their sourcing costs. We want our international buyers to walk into 3F Export with confidence that this show is for them, the exhibits are 100% for export and they no longer need to compete with local Chinese visitors for a chance to speak to salespeople.”

IMOB strives to be Turkey’s key platform Serving as a platform for representatives from around 75% of Turkey’s export furniture market, the 12th edition of CNR’s IMOB exhibition took place across 150,000m2 of floorspace, comprising 524 exhibitors across 11 halls. Including 32,784 international business professionals, IMOB reportedly attracted 148,221 visitors, including hosted buyer delegations from 32 countries.

BITA’s Spring Showcase returns The British Interiors & Textiles Association (BITA) annual Spring Showcase will open from 13-14th March – the first two days of London Design Week – at The Chelsea Harbour Hotel, London. Featuring the latest collections from many of the world’s top interior and textile brands, this year’s show will also host the BITA Studio – the UK’s first in 10 years. The trade-only show offers free entry, complimentary tea and coffee, canapes and afternoon tea. Collections will be present from brands such

Prestigious

as Ashley Wilde Designs, Backhausen, Bennett Silks, Chatham Glyn, Casadeco, Chess, Clarke & Clarke, Cliq Designs, Curtain Express, Design Crew, Edmund Bell, Emily McGuiness, Ena Shaw, Essente, Fibre Naturelle, Foster Lane, Girones, Grace De Lino, iLiv, Indigo 7 Designs, In Home, JHC, KAI, Montgomery, Nikki Szabo, Parkhill, Parris Wakefield Additions, Prestigious, Richard Barrie, Rol-lite, Rufflette, Silent Gliss, Simpson, Sinclaire, Streets, The Paper Partnership, Tru Living and Warwick & Yorke. W interiortextiles.co.uk

Essente

Top Drawer presents “compelling” product edit World-exclusive product launches, a new food emporium, live demonstrations, daily fashion shows and an engaging seminar programme sat alongside a presentation of design-led products spanning Home, Gift, Fashion and Craft sectors at Top Drawer in January. “Our edit of the best brands and compelling new content created a must-attend event,” says event director Alejandra Campos. “Over the three days, Top Drawer was buzzing with a variety of UK and international buyers, from fashion boutiques and gift shops to lifestyle stores and top multiple retailers. Feedback has been extremely positive and

we are already looking forward to delivering the next edition!” Home presented a global cross-section of products. A wealth of young independent designers, including Marta Bordes, winner of the 2016 confession of a design geek bursary, sat amongst established brands such as Skandium, which presented the spring-summer 2016 Marimekko collection, and Joseph+Joseph, which introduced ingenious stackable storage containers with datable lids. The next Top Drawer will take place at Olympia London from 11-13th September.

imm cologne reports successful edition January’s imm cologne/LivingInteriors exhibition saw 1185 companies from 50 countries present their newest furniture and furnishings, attracting around 80,000 trade visitors from 128 countries – an increase of 4.8% on 2014’s figures. The proportion of trade visitors from abroad was 46%, a positive development that saw a significant increase in the number of visitors from Europe, primarily from The Netherlands, the UK, Spain and Austria. The event also registered a clear increase in the number of visitors from the US, China and India. “This outcome shows that imm cologne is unmatched as a business event for the global furniture and furnishings industry,” says Gerald

Böse, president and CEO of organiser Koelnmesse. “This is where the world comes together to do business, which offers a lot of new opportunities for export-oriented companies. At the same time, this fair duo has proved once again that business and creative inspiration are not mutually exclusive.” Including estimated figures for the last fair day, a total of 120,000 visitors (including consumers) attended the fair. In addition to the products on show, the highlights of the event included Das Haus – Interiors on Stage, a walk-through simulation of a home, which was designed this year by Sebastian Herkner, and the Smart Home exhibition

at LivingInteriors, where numerous companies presented solutions for a cleverly-networked home that are already available today. The next imm cologne will be held from 16th-22nd January 2017, together with the LivingKitchen fair.

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26/02/2016 24/02/2016 14:13 13:53

NEWS Industry

Copyright changes set to impact sooner than anticipated An EU ruling extending copyright from 25 to 70 years after the designer’s death is set to be fasttracked to April 28th of this year. The decision, which was previously set to be implemented in 2020, has been reportedly brought forward due to a legal challenge, leaving companies just six months to sell any stock that infringes this law from this new date – or face criminal charges if they continue to trade these goods. The repeal of Section 52 of the Copyright, Designs & Patents Act 1988 will be welcomed by designers, but the decision to bring the date forward will place a great deal of pressure on replica dealers. Dids Macdonald OBE, CEO of ACID, comments: “The UK is lagging behind the rest of Europe and is not nurturing the UK’s enormous talent for design, a huge amount of which resides in the furniture and furnishings industries.” Stone King’s Gavin Llewellyn, ACID legal affiliate, adds: “The repeal of Section 52 will foster innovation. Consumers will be prevented from buying cheap replicas after 25 years, but in their place will arrive new, original designs at replica prices. “Jobs and opportunities will be created for keen, new designers. Competition will be enhanced. Consumers who want classic designs will still have access to them because their owners will be able to manufacture them – and create new future classics – with confidence that their businesses and reputations will no longer be undermined and that the allure of such designs will be preserved as it should be. “Although, as a design lawyer, I’m in favour of as short a transition period as possible, it is rather a dramatic change in stance for the Government to take, having previously told businesses that they would have until 2020. People have had years to change their business models and should have implemented change sooner, but from a strict legal standpoint, you can’t introduce a change telling people it will take effect at a certain time and then pull the rug out from under their feet later down the line.”

Charity golf day back on the map One of the furnishing industry’s favourite charity days is being relaunched at a new venue for 2016. The National Golf Charity Day will be held on Wednesday 28th September at Oxfordshire Golf Club. There will be up to 100 places available to men and women golfers of all abilities from across the industry. The cost per person is £99 including lunch and VAT or £396 for a team of four.

Sealy supports flood appeal Sealy UK is spearheading a campaign to support residents affected by the recent flooding in its home county of Cumbria, teaming up with local organisations, Age UK and Eden Flood Volunteers. Following its involvement with the immediate relief efforts when flooding hit the region back in December 2015, Sealy is now helping residents as they prepare to return to their homes. The company has made a donation of bed frames and mattresses, worth up to £40,000, to the two organisations, which will each allocate the items to residents in the community most in need of them.

Design Guild Mark judging panel announced The Design Guild Mark, which is awarded by The Furniture Makers’ Company to reward excellence in the British design of furniture in volume production, has received a high number of submissions this year. The competition is being assessed by a number of eminent judges: Emma O’Kelly, a freelance journalist and editor at large at Wallpaper; Joanna Biggs, associate director of GA Design International; Simon Alderson, co-founder of twentytwentyone;

Diana Monkhouse, Space Invader Design; Jeremy Myerson, professor of design at the Helen Hamlyn Centre for Design, Royal College of Art; Sebastian Conran, Sebastian Conran Associates; Pernille Stafford, Resonate Interiors; Paul Tanner, upholstery and lighting buyer for M&S; Philippa Prinsloo, head of design for John Lewis’ Home department; and Barbara Chandler, design writer for Homes & Property for the London Evening Standard.

Sleep Council finds new slogan The Sleep Council has been searching for a slogan to help promote better sleep. Students were tasked with creating a slogan for the National Sleep Better Competition, and, with the slogan Sleep Tight, Be Bright was winning team Mitchell & Williams from the University of Sunderland. Dan Mitchell and Jordan Williams are both working towards a BA (Hons) Advertising and Design. The team will receive £1000, and their university will receive £1000 in vouchers.

Lisa Artis of The Sleep Council says: “Enough sleep of good quality is vital for our health and welfare – but there is no public health campaign to increase awareness. The idea behind the competition was to raise the awareness of the better sleep message. We had some extremely good entries for the competition but what the judges liked about Jordan and Dan’s entry was that it was relevant, snappy and could be used straight away in creatives or on social media.”

Furniture Industry Research Association appoints new chairman The Furniture Industry Research Association has announced the appointment of a new chairman, Charles Vernon, who has worked in the industry for over 38 years. Charles takes over from Michael Powell, who is stepping down as chairman after five years with the association. Michael says: “I believe that a strong association is representative of a strong industry, and I am sure I am handing the leadership of the association over to the right person in Charles who I hope will enjoy his tenure as chairman as much as I have.” Charles’s background includes work with Parker Knoll, Nathan Furniture, Lock of London, Gloster Furniture and the Furniture Makers Company. He says: “Michael will be a hard act to follow and I would like to thank him for his contribution to the success of the association over the last five years. I will be working with my fellow council members and the team at FIRA to ensure that the association remains a potent force within the furniture industry.”

Charles Vernon

Unveiling The Furniture Awards 2016 winners The winners of the The Furniture Awards, a programme that sets out to identify the best new products launched at the January Furniture Show, created by Furniture News magazine in partnership with the show’s organiser, have been unveiled. The winner in the Value Category was Hong Kong 7526 in grey and yellow, from Think Rugs. The Mid-level Category saw Bentley Designs’ Cadell dining and occasional range triumph, and Gallery Direct’s Wycombe dining and living range highly commended. Nicoletti Home’s Allure sofa won the Upper-level Category, while Brooke from Collins and Hayes was the runner-up in this category.

FURNITURE

THE

AWARDS

The 2016 edition was sponsored by bed specialist Dreams. Read more about the winners in a detailed article in this month’s issue.

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NEWS Supplier

Breasley’s winning team expands

Bluebone’s rug partner Camelot Furniture enters retail sector Importer Bluebone, which is renowned for its varied offer, has announced a new partnership with Belgian rug supplier Trinity Creations. “Trinity rugs are a breath of fresh air,” says Bluebone’s Els Coolen, “with high-quality, stylish designs that complement the Bluebone ranges perfectly.” According to Els, the alliance benefits both partners, giving Bluebone the addition of soft flooring to better highlight its designs, whilst Bluebone’s products offer Trinity the opportunity to create a whole-home look. Bluebone will supply Trinity rugs from March, and further co-operation – including the development of Bluebone’s product offer to buyers in Europe – will commence in April.

UK furniture manufacturer Camelot Furniture, which specialises in producing bespoke furniture at its factory in Sheffield, is entering the retail sector. The family-run company, which has over 75 years’ experience in the furniture manufacturing industry, and is now run by the fourth generation of the family, specialises in bespoke rise and recliner chairs, catering for all sizes from small to bariatric. MD Charlie Wall says: “It has always been our long-term goal to enter the retail sector. As a family-run company this represents a huge opportunity for us.”

Heritage appoints Scottish agent

Tom Williams Mattress manufacturer Breasley Consumer Products has announced the winner of its Sales Agent of the Year 2015 competition – Nigel Hiller, who covers the south-west of England and South Wales. “Nigel has shown great commitment and tenacity over the past 12 months to grow sales and establish new accounts in the area,” says MD Stuart Hibbert. “He has worked hard to achieve his own personal goals, but always with respect for those around him.” The company has also appointed Tom Williams, who has taken over from agent, Paul Groves, to cover the Midlands area. Paul worked for Breasley Consumer from its foundation in 2005 until December 2015, achieving record sales in his area for a number of years.

Bed factory owner sentenced for human trafficking Mohammed Rafiq, owner of the now-defunct bed manufacturer Kozee Sleep Beds Ltd of Ravensthorpe, Dewsbury, West Yorkshire, has been sentenced to 27 months in prison by Leeds Crown Court for human trafficking, in the first UK case of a company boss being convicted for this crime. The workers in question – principally Hungarians – were forced to live in squalor and work 80-hour weeks, and were paid as little as £10 a day. Prior to its closure last year, the company supplied retailers including Next, John Lewis and Dunelm, all of which failed to spot the exploitation during audits. The conviction follows that of Hungarians Ferenc Illes and Janos Orsos, who were jailed last year for supplying Kozee Sleep and its Batley-based subsidiary Layzee Sleep with slave labour.

Cabinet furniture supplier Heritage Furniture has announced the latest addition to its fast-evolving team, George Willson, who has been appointed the company’s agent for Scotland and North Cumbria. “George has been an agent for over 17 years and is well recognised by both Scottish independent and major furniture retailers,” comments MD Saeed Mohmed. “Bringing a wealth of knowledge and experience to the Heritage brand, he is looking forward to promoting the superb quality and value collections Heritage has to offer to all retail customers.”

George Willson

Simon Hewitt enters MD role at Litmus Furniture Simon Hewitt has taken over the MD’s mantle at Litmus Furniture, the agency founded by his father Peter Hewitt in 1995. Litmus is best known as sole agent in the UK and Ireland for German bedroom manufacturer Wiemann, and also represents Spanish upholstery supplier Gamamobel. “It’s two years since Simon joined the business and it was always the intention for me to step to one side and let him take the lead once he had got his feet under the table,” says Peter. “It’s time for me to let go, have a few more holidays, learn how to play golf – and let a new generation take the company forward. I will, however, continue to play an active and supporting role, as long as my 30 years’ experience in this industry and the contacts I have continue to prove

Simon and Peter Hewitt of use! Also, as I’m based in the north and Simon in the south, there is still a natural divide for us in terms of overseeing accounts.”

Bekaert Textiles and DesleeClama to merge Mattress fabric supplier Bekaert Textiles is set to acquire DesleeClama, to create a customer-centred company with a unique global footprint, greater delivery capabilities and a comprehensive product portfolio. Besides a strategic and economic opportunity, the deal is a cultural fit between two companies, which share similar values and traditions. Both have successfully expanded their business with sales in more than 100 countries and manufacturing in 19 locations. “BekaertDeslee Textiles is the right industrial project that will deliver accelerated growth for the

combined organisation,” says Jos Deslee, co-CEO of DesleeClama. Co-CEO Hans Dewaele adds: “We each have our distinct design signature when it comes to product development and innovation. We are very serious about continuing to offer the value that made our customers choose for both of us.” “This transaction is the realisation of a longstanding ambition,” says Dirk Vandeplancke, CEO of Bekaert Textiles. “We quickly found common ground and I am pleased that both Jos and Hans commit to shape our future together as members of the management team of BekaertDeslee Textiles.”

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26/02/2016 14:13 18/02/2016 09:57

Claridge A classic scroll arm design with contemporary detailing and curves. A neat, versatile and ageless design available in sofas, chaise end and chair variants.

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Shelby Graceful and modern. A more refined way to relax in a deep sumptuous sprawling seat with deep filled feather pillows.

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INTERVIEW Andrew Durham

Refresh or retreat The economy may be back in the black, but competition for consumer spend has never been fiercer. Visual merchandising (VM) consultant Andrew Durham has created displays, layouts and product selections for some of the UK’s most progressive retailers, helping them stand out and prosper. But how much of an impact can VM make? Is it science, or an art? And why, despite the standards set by the sector’s leaders, do so many still refuse to change? Paul Farley puts these questions to the expert …

Liberty print with turquoise and cerise pink highlights, Arighi Bianchi

Andrew Durham

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“People are more visually aware than they’ve ever been, so retail has to stay fresh. The ones that don’t innovate are in the most danger. When the economy turned, many of those that had coasted were forced to call it a day – but the strong retailers pushed on.” Andrew Durham admits there’s plenty of businesses that get by without putting much thought into their store layout, product displays, backdrops or lighting – but these businesses will come under increasing pressure as the sector becomes even more competitive, and there’s always room for improvement. The VM specialist considers himself lucky to have worked with some of the best in the business. Straight out of art college, he went to work at his local department store, before relocating from Bolton to London, where he landed a job at Harrods. “Most of my contemporaries back in the day just drifted towards fashion,” he says. “At 24, I didn’t know there was such as sophisticated furniture world, but, after interviewing for Harrods, that’s where I ended up.” Despite some initial misgivings, Andrew grew to love the role.

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Andrew Durham INTERVIEW

This industrial display at Arighi Bianchi features black elements with primary colour highlights

Casual corner group with grey, black and white tones, Arighi Bianchi

“These days, Harrods is a slick operation, full of designer brands, catering for a completely different customer,” he says, “but back in 1990, it offered a fairly traditional – if quirky – high-end furniture offer. Within the store, the furniture department was another world – almost an outpost. But it gave me a good grounding in the business, working alongside people who loved the job, and I soaked it all in.” It’s only recently that mainstream furniture stores have started taking VM seriously, says Andrew. “I’ve never had any formal training – I’m not sure whether you can do courses in it these days? “Back then, World of Interiors [magazine] was the bible. Then came Elle Decor and LivingEtc, mobile phone cameras, Pinterest … most importantly, the interior design programmes started to dominate – first on TV then on the internet – and the sector was well and truly on the path to embracing sophisticated trends.” After four years, prompted by the natural curiosity of a creative mind, Andrew took a job at Heal’s. “It had a different vibe,” he

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“Good retailers sell looks, rather than commodities, and good displays require good accessories” says, “very pure, very design oriented. Heal’s had – and still have – a real aesthetic. I ended up creating simple, unfussy floor displays, to exactingly high standards.” Developing window displays at Harrods had given Andrew a taste of presenting accessories alongside furniture, but it wasn’t until he joined Heal’s that he came to appreciate the merchandising potential that existed between the two. “The accessories at Heal’s have always done a huge amount of business. Good retailers sell looks, rather than commodities, and good displays require good accessories. Although the margins are great, the accessories themselves don’t tend to create huge figures – but they play a major role in enhancing the furniture. It’s my job to highlight those impact big-ticket pieces,” he says. >>>

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INTERVIEW Andrew Durham

The principal job of an accessory is to help sell the furniture it accompanies, says Andrew

“If an accessory sells, great. If it doesn’t, that’s okay, as long as it’s doing its job. Of course, the ultimate goal of a lifestyle story is to make the customer buy into the whole look.” In 1994, Andrew moved on to manage displays at the General Trading Co, a quirky store full of “gifts and unusual furniture” on Chelsea’s Sloane Street. “I had complete creative free rein there,” he says, “but I realised that planning and pacing my work was important. Projects executed ad hoc tend to get out of control! “Certain businesses have an engaging personality, and the General Trading Co was one of them. It was like many independent furniture stores – run by a strong character, whose influence spreads throughout the business. “I’m very proud of the work I did there. Even before you walked in, you felt connected to the store’s personality – that’s a special thing to achieve.” Andrew’s interiors career took a turn five years later when he was offered a job at Ralph Lauren. Few brands catered for both the mass market and the high-end worlds of fashion as successfully as that label, and for Andrew the opportunity was too interesting to ignore – but the technologically-advanced, corporate nature of the retailer soon took its toll. “I discovered that fashion wasn’t really me,” says Andrew. “It definitely didn’t help my confidence. When you’re creative, you’ve got to have a certain amount of faith in your ability to transform things. At Ralph Lauren, everything was targeted, rated and monitored, and I started questioning myself.” Despite this discomfort, Andrew’s decision to engage with the fashion world – plus the freelance work he carried out on the side – put him in good stead for his next role, which would set him on the path of independent furniture retail. In 2000, Andrew moved to Newcastle, to take charge of the display team at Barker & Stonehouse – a retailer which proved to be one of the UK’s most forward-thinking businesses, and continues to surprise and enthuse him. “Barker & Stonehouse are streets ahead,” he says. “they’re leaders in pretty much everything – stores, product, photography … people look up to them. When I first went to work for them, they had lots of great ideas – but there was no real indication they

Setting the scene • Brand concessions can be useful landmarks within a store – try to find the balance between brand pulling power and the greater profitability that unbranded goods offer • Your store’s website must work in tandem with your physical base. Try to present a common feel between the two • Remember that a store full of bestsellers is likely to look very dull indeed. Shake up the offer to freshen up the customer experience

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Rustic/coastal look with natural tones, Arighi Bianchi

would become what they are today.” Early on, Andrew was tasked with designing the retailer’s new Leeds store. “In the VM world, furniture retailers are always a little behind,” he confesses. “I’m lucky to have worked with the ones that want to be a bit different, that are happy to make changes. For me, there’s nothing worse than coming across a retailer that doesn’t want to make changes to their showroom – especially when they’re paying me for my opinion! “Barker & Stonehouse were very open to ideas. With a background in marketing and advertising, [director] James Barker wanted to do it properly, make it more sophisticated and dynamic, invest in the stores. He wanted to set the benchmark. “James realised that as a retailer you couldn’t restrict your trade to existing customers alone– you’ve got to be looking for a new audience all the time. He’s nurtured that growing audience for a number of years now. To be honest, it’s become such a success that I wouldn’t surprise me if it became a multiple at some point.” This period, which saw Andrew manage multiple store developments and refurbishments, as well as taking charge of accessories buying, culminated in him developing a specific VM niche in the independent furniture industry, working with the likes of Caseys, Fishpools and Arighi Bianchi to create inspirational selling spaces and, in turn, maximise revenues. In the latter in particular, Andrew has been instrumental in advancing the setting for the retailer’s high-end product, at the same time as sourcing its accessories alongside director and furniture buyer Robert Bianchi. “I travel a lot for Arighi Bianchi, to shows such as Maison&Objet and High Point, plus the big UK events,” says Andrew. “I’m part of the range selection process with Robert – we work together with a common aim. Again, it’s about choosing which accessories best complement the furniture.” The redevelopment of Arighi Bianchi’s Macclesfield store remains one of Andrew’s proudest achievements. He explains: “I used to pass it all the time on the train, and I thought it was the most beautiful store I’d ever seen. But when I walked in, it all felt back to front – the space just wasn’t being taken advantage of.” Andrew explains that the store was “a difficult retail space, full of quirky areas” – and overcoming resistance to change, if understandable in the case of family-run businesses, required an incredibly well thought-out approach. A walkthrough video on Arighi Bianchi’s website illustrates the impressive end result of the overhaul – but the project serves as a reminder that VM work never takes place within a vacuum, whatever the designer’s skills and experience. There are always spatial and psychological constraints that require a fairly unique approach to overcome or incorporate. “All the elements have to work together,” says Andrew. “When I first entered that store in Macclesfield, I couldn’t see any flow, everything seemed to be in the wrong place. As my work progressed, I was able to create an environment which customers can immediately connect with.

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Andrew Durham INTERVIEW

A retro look with geometric rug, from an on-location shoot at Arighi Bianchi

Rustic look with vintage leather, Arighi Bianchi

“It’s difficult to explain where my approach comes from – my creativity is just a part of me. I automatically see how I want to change something and make it better. I’ll look at a group of furniture and think what I can do to change it What is its potential, and why doesn’t it look right? How can I alter the position, layout, colours or lighting to make it work better? I guess my career has been all about training my eyes – it just comes naturally nowadays.” Perhaps the biggest barrier for retailers is the commercial demands of such a project. Andrew admits that the Arighi Bianchi makeover was one of the most expensive he’s overseen, but argues that basic, essential changes to in-store furniture displays can be made on a budget. “Just be creative,” he says. “Upcycling, recycling and the craft trend are huge at the moment, and you can go a long way just using old pallets to create amazing displays. “Money does need to be spent – but I don’t believe that moving displays around, painting walls and changing textures here and

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“Retailers need to accept that keeping things fresh is essential to making a business work today” there is going to break the bank. “It’s more about being open-minded and happy to change things. Retailers need to accept that keeping things fresh is essential to making a business work today. They cannot let long periods go by without making at least some alterations. Big stores introduce overhauls between each major sale – they tend to be seasonal – and their audience expects it. “Customers don’t want to walk into a museum. They want to connect, see interesting displays and exciting products, and – ultimately – be enticed to spend their money.” W alddesigner.com W arighibianchi.co.uk/about-us/welcome-to-our-home/

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INTERVIEW Clickthrough > Land of Rugs This month, the homewares website in the spotlight is www.landofrugs.com – Furniture News explores the practices and philosophies behind the enterprise …

Clickthrough > Land of Rugs Michelle Bennett, director

Why visit your website? The Land of Rugs website focuses on providing customers with quality floor rugs at competitive prices, and the level of choice from our product range is constantly growing and expanding as we react to changes in trends and industry demands. We are proactive with regards to the interior world’s trends and fashions, ensuring that we have the latest and most desired rugs in our range. We’ve also put a lot of work into the website, which breaks the products into manageable, sensible sections, such as ‘shaggy’, ‘wool’, ‘traditional’ and ‘classic’ rugs. How did you enter the trade? After renovating our second home, we were bewildered at the lack of variety of floor rugs in our town. And the images and descriptions of many floor rug websites didn’t inspire confidence in us. We felt we could do better than what was out there at the time, and it’s an attitude we’ve tried to maintain ever since. We built up fairly quickly by making the right connections and by talking to experts early on. Industry research and market research are at the heart of what we do and they played a huge part at the beginning, as we entered the industry. Who is your e-commerce hero? I don’t have one as such, anyone that survives and flourishes is a hero of sorts. If I had to choose a retailer that is inspirational then I would say The Jewel Hut. They consistently win awards, provide excellent product images for beautiful jewellery and offer outstanding customer service. Describe a typical working day I wake up at 5.30am for a 40 minute workout, followed by breakfast and getting

the kids ready for school. I arrive at work at 8.30am and get started immediately. However, my job differs from day to day and I try to go to where I’m needed. One day I could be conducting video or photo shoots, or planning purchases and logistics. On another day I could spend most of my time talking to suppliers and researching interior trends for the next year or season. Sometimes unforeseen things happen that set things back – or forwards. What part of your job would you prefer to avoid? Letting stock go below cost when a gamble doesn’t pay off. It’s part and parcel in retail, I know, but I’m sure we all dislike that area of trading. What has been your greatest challenge? My greatest challenge has been balancing the running of the business with maintaining a happy and healthy family life. If something goes wrong with a delivery, I’m there to make sure that customers get their rugs on time. Sometimes the demands of running a business eats into my family time, but hiring the right staff and training them well has made all of the difference.

What are your growth plans for the business? We intend to broaden our selection of designs and suppliers, giving customers more variety. We will also make continual site adjustments based on experts’ feedback as well as customers’ feedback. Our intention is also increase the number of product videos for better product representation and customer experience. What advice would you offer an aspiring e-tailer? Be prepared to make mistakes. Know this and try to realise which mistakes you’re making as soon as possible – catching them early on can save a lot of money and trouble in the long run

How much do you invest in making your site more visible? A lot of time and money has gone into improving www.landofrugs.com’s visibility. We’ve conducted our own research, consulted with digital marketing experts, and outsourced exposure and PR activities to reliable third parties. What’s your take on how the relationship between online and physical retail might develop? It is already apparent that online is receiving more investment than physical stores. More

“Having the right staff in place has meant that at times of crisis I’ve been able to defer tasks to others, allowing me to spend that all-important time with my family”

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and more retail space continues to close rather than open up. Physical retail space should remain for sectors where consumers like to inspect the item before they buy, but we may see this space occupy less of the high street and more of industrial spaces such as warehouses, simply because they are far cheaper.

Snapshot: Derby-based Land of Rugs’ focus is on proactive market research and providing customers with as large a choice of products as possible. Launched: 2011 SKUs: 10,000 Average monthly unique visitors: 20,000

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INTERVIEW Simon Jones and Samuel Craig, Era

Restoring the former glory of mid-century design Established in 2014, Brighton-based retailer Era sources, restores and sells unwanted vintage furniture from the 50s, 60s and 70s. Victoria Noakes caught up with the founders to discover more about the unique business ...

In November 2014, following a conversation about a shared passion for mid-century modern design and a desire to start a business venture, good friends Simon Jones and Samuel Craig decided to create a vintage furniture retail store, Era. Starting off by sourcing pieces and restoring them in a rented workshop, Simon and Samuel moved on to offer them online, and a few months later took on a shop in Brighton’s vibrant North Laine. The inspiration behind Era stems from a mutual appreciation for exquisitely-designed, well-made furniture and a concern for the throw-away nature of modern, mass-produced, cheap furniture. “It’s such a shame to see wonderful pieces from a really significant era of design thrown on the tip just because of a few ring marks or a broken handle. So by saving them from the scrap heap and restoring them back to their best, we’re able to save these great pieces and give them a second life, and do our bit for recycling at the same time,” explains Simon. “The bulk of our stock is made up of original designs from the 50s, 60s and 70s from iconic British and Scandinavian designers.

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We stock everything from chests of drawers, desks, coffee tables, dining sets and sideboards to neon signs, industrial cabinets and fairground art. Anything that is either beautifully designed or interesting to the eye really! We also source eye-catching collectibles from the same period and take on personal restoration jobs for customers.” Era differs from other second-hand furniture shops as each of its pieces is handpicked, lovingly restored and labelled with a description of the history of the item. Era’s prices are always negotiable, and it offers a free local delivery service. The business also offers a service to source individual designs on request, and has even been known to allow customers to try out pieces in their home before purchasing. “We like to think we stand out from our competitors with the bespoke, friendly and personal service we provide and the affordable quality of the pieces we stock. We only ever put an item up for sale when it’s in a condition that we would happily display in our own homes,” Simon states.

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Simon Jones and Samuel Craig, Era INTERVIEW

Era stocks unique items such as fairground art

Inside the Brighton-based store

Era founders and owners Simon Jones and Samuel Craig

Era’s customer base ranges from young couples moving into their first home looking for an affordable way to fill it with stylish, well-made pieces to older customers who owned these designs 50 years ago and are looking to recapture the memories. The retailer’s bestsellers tend to be designs from British manufacturers such as ercol, Stag and G Plan, with tallboy chests of drawers and Danish dining chairs being particularly popular. “With ever-changing fashions and trends, it’s important to stay abreast of what styles and designs people are looking for. We do this by always talking to our customers, keeping our eyes open, not being stubborn and being open to taking a chance on items we might not usually go for. We like to keep a variety of items in stock from a range of designers at all times, mixed in with a few special collectibles for good measure,” says Simon. Looking to the future, the pair have ambitious plans for the business, including the imminent launch of a new website and working with a few large retail outlets to source specific items. “Touch wood, our company is doing ok at the moment. Like

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“It’s such a shame to see wonderful pieces from a really significant era of design thrown on the tip just because of a few ring marks or a broken handle” everybody we’re always slightly affected by the usual retail traits of pay day and wet weather. We’re still finding plenty of pieces to restore but are now finding we have to travel further afield to get the items we’re after,” Simon explains. “We’re now in our second year and ticking over nicely, but we’re always looking to try new avenues and expand. We’ll be taking our stock out to a lot of fairs and shows this summer for the first time, and in the long run we’d like to move towards a larger shop with a workshop incorporated.” T 07729 955308 W etsy.com/uk/shop/EraBrighton

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0115 9734481

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EVENTS Heimtextil

Review Frankfurt’s fabric focus From 12-15th January the latest designs and developments within the home and contract textiles industry were united under one roof at Heimtextil. Gemma Ralph reports ...

Heimtextil has long been favoured worldwide for its breadth of visitors, multifaceted product offering, and ambitious approach to trend forecasting – all elements the show upheld in this year’s edition. With a rise in trade visitors – over 69,000 compared to 67,861 in 2015 – and in exhibitors – 2866 from last year’s figure of 2723, the show represented a thriving microcosm of the global textile industry. Particular growth was seen in the number of visitors from Italy, Spain, Sweden, Russia, Japan and South Korea while, on the exhibitor front, there was an increased international presence, notably from Brazil and the US. In terms of product segments, decor and upholstery materials were given an expanded presence with the addition of a new level in hall 4, predominantly featuring high-quality Italian exhibitors. The growth of textile digital printing, too, was easy to observe at the show. The abundance of striking – often intricate – floral designs and eyecatching sheer fabrics within the halls evidenced the waves being made by this remarkable technology. With market leaders such as Epson, Hewlett Packard, Kornit, Mimaki and Zimmer enjoying a more substantial presence at Heimtextil it would seem this fast-growing segment will enjoy a more fixed position in future shows. Another key draw to Heimtextil is the show’s Theme Park concept – a creative exhibition of colour and material trend predictions. Heimtextil’s Trendtable for this year was headed by wellrespected US trend analyst, WGSN Group, which assembled a number of interesting exhibitions and seminars centred around the theme of Well-being 4.0. Named after Industry 4.0 – a term describing the fourth industrial revolution, and namely the idea of embracing contemporary automation, data exchange and manufacturing technologies – the

exhibition artfully forged links between nature and technology. Four themes – Protect, Energise Nourish and Enrich – resonated with the busy lives many lead today, suggesting a balance between unplugging from our surroundings and how we might use technology to improve our sense of wellbeing. Protect was embodied by soft surfaces and clean, understated forms. The notion of cocooning – literally and figuratively – was explored to interesting effect, tapping into the idea of a silent, calming retreat. Energise references our interaction with technology, and the blurring of the online and offline worlds. Expressed through a vivid colour spectrum, from weak to lurid colour contrasts, intense fluorescent shades, and electric blue tones, this theme captures the diverse and exciting potential of textile design. Nourish, meanwhile, really focused in on our relationship with the natural world, featuring an earthy, natural palette of greens, dark browns and greys. The emphasis here was not just on the materials used, but on how they are made, and the craftsmanship involved. Sophisticated upcycling, innovative dyeing processes and the use of organic fibres were all explored. Finally, Enrich reflected a quest for opulence, awash with oriental plums, shimmering golds, reds, brass and gun metal gray. The inspiration and direction Heimtextil provides for industry professionals is key to its status as, arguably, the pre-eminent furnishing textile event. Offering an invaluable platform for global brands – both established and up-and-coming – and an important resource for visitors from across the world, it will be interesting to see how the show develops and expands over the coming years. The next edition of Heimtextil will take place from 10-13th January 2017 in Frankfurt am Main. W heimtextil.messefrankfurt.com

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EVENTS AIS Furniture Show

Review AIS event holds firm January saw buying group AIS again host the AIS Furniture Show at its headquarters. The intimate event offered the group’s retail members and the wider trade an opportunity to source exclusive products and more from a selection of nearly 50 preferred suppliers.

Timed to run concurrently with the nearby January Furniture Show, the AIS Furniture Show offered a typically strong complement of companies from the UK and further afield, many of which appeared exclusively at the Cranmore Park show. Peak times saw the show experience good traffic, as buyers keen to explore every opportunity paid the venue a visit – often prior to or following a trip to the key event at the nearby NEC. Highlights included strong product complements from Recor, Actona and Deknudt Mirrors, as well as himolla, which reaffirmed its power in the UK recliner market through a particularly strong offer.Elsewhere, Daro, Jual Furnishings and Vale Bridgecraft put in a confident appearance. On the first floor, new AIS service partner ISM Networks outlined the increasingly national coverage offered by its team of furniture repair craftsmen, whilst new Gallery Direct acquisition Dreamworks Beds presented a strong range of sofabeds, supported by new brochures. “The show was a great success,” comments Peter Mallinson, merchandise director for the home division of AIS. “The atmosphere across the show was one of real positivity, and it was born out of the volume of orders taken – of course, a more buoyant economy helps! “Also, our January show, which is open to nonmembers as well as AIS members, allows us to offer a more streamlined and focused exhibitor line-up, which in turn affords exhibitors more space

to create more interesting stories. Our European suppliers who didn’t exhibit at the NEC – or indeed Cologne – also reported a very successful show.” Peter is confident that the Cranmore Park venue remains a suitable meeting place for the trade, and the event’s ongoing success backs up his assertion. “We’ve increased the size of our exhibition space over the past couple of years by over 500m2, meaning the show now covers 3500m2,” he says. “The Cranmore Park location is perfect for ease of access to the NEC, making it convenient to attend both shows.” Peter states that the number of visitors in attendance was on par with the figure recorded last year. Indeed, the number of exclusives on offer in particular makes the show an essential destination for many serious buyers. “Interestingly, we received the most positive comments about our range of exclusives, which were on show in the Diamond Suite. Our import programmes on cabinet furniture from Vietnam and China also did very well. In addition, we had a lot of interest in a number of upholstery ranges from Poland, and conventional brands such as himolla and Venjakob were delighted with the show.” The AIS Furniture Show continues to offer both members and non-members of the buying group a relatively unique proposition which, if selective, augments the NEC event well within a professional, well-managed setting. W thefurniture-show.co.uk

“Peak times saw the show experience good traffic, as buyers keen to explore every opportunity paid the venue a visit”

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? 38

EVENTS Spring Fair

Review Spring Fair’s expansive offering Spring Fair, which took place from 7-11th February at the NEC in Birmingham, presented one of the UK’s largest and most diverse product selections for the home under one roof. Victoria Noakes recounts her visit to the impressive and constantly-growing event ...

With over 130 companies participating in the Home sector, the growth in this category and the quality of the exhibitors was clear to see at this year’s edition of Spring Fair. Almost 40 new names joined the Home offering, including Sofa House Imports, Kelston House, Intoo Furnishings, Genesis Fine Arts, Banaras House Textiles, Belvedere and Ashley House Fabrics, showing their support for the influential retail trade event. In addition, well-known and returning brands such as Voyage Maison, PD Global, Minster Stylish Living, Coach House, The Art Group and Pacific Lifestyle presented a wide spectrum of products, ranging from home textiles, soft furnishings and wall art to furniture, mirrors and accessories. As well as an enviable round-up of Home exhibitors, Spring Fair’s cross-over buying opportunities always take the event to the next level. This year’s show featured 14 different

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complementary product sectors, including Christmas Gifts, Floral & Seasonal Decorations and Kitchen, Dining & Housewares, ensuring that retailers’ needs were met as fully as possible. Spring Fair pulled out all the stops again this year in terms of its line-up of speakers and full-to-thebrim seminar programme, featuring representatives from John Lewis, eBay, Twitter, Facebook, UKTI, BIRA, Ocado and Made.com. Seminar topics covered everything from e-commerce, trends and independent business to social media, international markets and trade missions. Stand-out products for me at the show included Clarke & Clarke’s new Black & White fabric collection, which lends itself to a selection of striking monochrome cushions. From velvets to embroideries and statement patterns, they have all been carefully curated in the design studio. Inspired by Lee and Emma Clarke’s favourite >>>

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See us a 40

EVENTS Spring Fair

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Parisian hotel was the Chateau collection, and the St James Stripe design featured vibrant colours such as gold, fuchsia and violet, an ideal choice for the summer. What’s more, the Healey range of embroidered cushions taken from the Richmond fabric collection add a touch of modern country style with a twist of contemporary colours. Evans Lichfield caught my attention, with its selection of floral wall art, animal portraits and nautical and country scenes, plus its Tropical Birds, Botanicals and Florals ranges of scatter cushions. Another impressive offering came from Coach House, with its design-led furniture, accessories and gifts, lighting, artificial flowers and plants, cushions and covers, mirrors, clocks and outdoor furniture. Exhibiting for the first time at Spring Fair following increased interest from its UK and European customers, Kelston House launched three new collections at the show. These consisted of

recycled timber, antique mirrors and handpainted finish furniture, all of which can fit seamlessly into any style of interior. Kelston House works with the Trees 4 Trees foundation, making sure that all of its timber is properly sourced and accredited. Loxton Lighting made an impact with its recent additions, including paper lanterns, tiffany desk lamps and metal shades, the latter available in a range of colours, designs and styles. What’s more, Rivièra Maison’s extensive range of furniture and accessories certainly stood out, with all of the company’s unique products handmade in authentic studios around the world. Its striking offering included comfortable sofas, a chest of drawers featuring handles of different styles plus special glassware and tableware. The next edition of Spring Fair will be held in the same location from 5-9th February 2017. W springfair.com

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“ 42

EVENTS Fair Comment – Design Shanghai

Fair Comment: Design Shanghai Fair Comment sees Furniture News quiz the people behind the scenes to discover what makes their exhibition unique, what changes are taking place, and why buyers from the UK and ROI should take note. This issue, Ross Urwin and Darrel Best, the creative directors of Design Shanghai, with the help of Mike Dynan and Aidan Walker, outline their offer …

Identity: Design Shanghai is Asia’s leading international design event, breaking new ground and setting a precedent in China’s ever-growing design community. It showcases the best design brands from across the globe. Attendance: In 2015 the show welcomed over 40,000 visitors to the four-day event. Design Shanghai 2016 is expected to welcome more than 42,000 visitors. The 2015 event featured designs from over 300 participating brands and some of the world’s top galleries. In 2016 we expect 350 exhibitors. The number of Chinese designers participating is constantly increasing. As a result, around 50% of the exhibitors at this year’s event will be local designers, including established names and emerging talents. The growth in the number of Chinese brands taking part in the event is not only indicative of the flourishing Chinese industry but also of Design Shanghai’s commitment to supporting the local design sector. What’s new? In 2016 we will present various installations, including Lasvit’s interactive light installation Supernova, and Swarovski’s Zotem, launched at the Victoria & Albert Museum during the London Design Festival 2015. Xintiandi, which joins us as Collectible Design Hall sponsor this year, has invited designers from home and abroad to set up two cutting-edge design

Ross Urwin and Darrel Best

installations in the quarter’s newly-launched shopping centre, The House, ahead of Design Shanghai’s opening. Jamy Yang will also be presenting the New Craftsmanship by Yang House installation, which encourages the audience to rediscover traditional handcrafted goods and to reflect on how Chinese tradition can blend with modern aesthetics and lifestyle. These bespoke features and creative energy are key to the visitors’ experience and the show’s success. Direction? Recent figures show that the number of interior designers in mainland China has increased to 600,000, while the number of creative studios, including architecture practices, interior design companies and property development firms, has risen to 200,000. The total number of practitioners stands at over 10 million. >>>

“The incredible growth of China’s creative sectors – and design in particular – is one of the main factors influencing the direction of the show”

Date: 9-12th March 2016 | Location: Shanghai Exhibition Centre | Contact: www.designshowshanghai.com

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“ 44

EVENTS Fair Comment – Design Shanghai The incredible growth of China’s creative sectors – and design in particular – is one of the main factors influencing the direction of the show. This is manifested through the increasing number of local exhibitors as well as bespoke features, initiatives and installations by local brands and creatives. Furthermore, the demand for quality furniture brands is ever increasing as more and more Chinese enter the property market and cities grow at such a fast pace. In tandem with this, we have witnessed an increased interest in the Chinese market, confirmed by a number of high-profile international exhibitors as well as influential cultural exchange events that have taken place in recent years around the world, such as the first-ever UK-China Year of Cultural Exchange, celebrated in 2015. The aim of Design Shanghai is to create a platform for local and international creatives and brands to collaborate and do business, as well as to promote the development of open dialogues between different countries, sectors and disciplines.

“China’s design pedigree is as relevant and important as any international creative hub”

Does the show support visitors with a hosted buyer programme, or have any accommodation/ travel recommendations? Event director Mike Dynan comments: “In order to enhance the visitor experience throughout the show, and to help benefit the exhibitors’ projects/ businesses, we are planning a matchmaking programme to introduce the right exhibitors to the right visitors pre-show. We will also offer the business lounge for exhibitors to host meetings with their clients during the four-day show. “Furthermore, we partner with the local government’s Shanghai Promotion Centre for City of Design to host one-to-one business advice sessions for companies that want to establish business overseas. “Meanwhile, UK Trade and Investment, the Consulate-General of Sweden in Shanghai and the Danish Consulate-General in Shanghai will also help the brands from their countries to expand their businesses in China. We are also talking with more government bodies to provide further business support to our exhibitors. “Beyond the exhibition, we will host a series of evening events in partnership with the local design community for exhibitors, retailers, dealers, buyers and designers to network. The events include the Dealers Night at JSWB, Designers Night at Design Republic, and the Designers Dinner at Xintiandi. “For travel and accommodation recommendations, we have partnered with several local hotels, including Hilton Shanghai, Onehome Art Hotel, Jinjiang Hotel. We wish both exhibitors and visitors a wonderful experience at Design Shanghai.” Design Shanghai is organised by Media 10 – has the show been able to draw upon any of the company’s UK-based events, or vice versa?

Mike comments: “Media 10 has a very strong background in the design industry in the UK. Every year, we organise several leading design events there including 100% Design, Clerkenwell Design Week, Grand Designs Live, Icon Design Trail, Icon Design Awards and Decoration Awards. “Media 10’s reputation comes from the high quality and the calibre of events. For years, we have established a wide and firm connection within the design industry. Our clients and partners are willing to support us wherever we are in the world. “It was because of this kind of commitment that we successfully launched the first-ever Design Shanghai in China – 42.6% of the exhibitors were from our design events in the UK. “Media 10 are the first people to put such a successful international design show in Shanghai. Meanwhile, it has always been our intention to bring great Chinese designs and Asian designs back to Europe and to introduce them to the world. “We collaborated with AD China magazine to initiate the Emerging Chinese Young Designers Award to support young Chinese designers at Design Shanghai 2015. Design Shanghai will give the winner a free stand in the following year to showcase their designs. It now becomes an annual event to discover and encourage local, young designers in China. “100% Design 2015 selected the top 10 local design brands from Design Shanghai, and presented them during London Design Festival. This year, we will also have China’s local high-end design brand Tiandi exhibiting at Media 10’s newly-launched event, Luxury Made.” How does the show attempt to overcome the objection that Chinese design is not yet mature enough to appeal to a global audience? Over the last few decades the Asia Pacific region has been seen primarily as a manufacturing destination, and not one to discover design and innovation. This, however, is a misconception. Not only does China and the greater territory have a rich history of invention and ingenuity, but their recent, rapid modernisation has seen the development of a renaissance of design and innovation. China’s design pedigree is as relevant and important as any international creative hub. The Design Shanghai team champions this >>>

Date: 9-12th March 2016 | Location: Shanghai Exhibition Centre | Contact: www.designshowshanghai.com

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“ 46

EVENTS Fair Comment – Design Shanghai and believes it essential to include a creative powerhouse like China within the global design community. Why might potential exhibitors take note? Design Shanghai provides a unique and exciting platform to network and establish long-term business relations with Asia’s top architects, interior designers, property developers, retailers and private buyers. For local designers, the event is a great opportunity to put their products in front of an ever-growing international audience, as well as to network and create partnerships with leading foreign brands. Why is the show better than its competitors? Design Shanghai is setting the standards for other design and art events in the region. The event balances both the creative and the commercial elements, not only establishing a solid business platform but also a springboard for creative expression and debate. We have had the opportunity to bring installations never seen before in Shanghai and China – including an original Jean Prouvé House sponsored by Bally – and feature them alongside features developed by Shanghai-based creatives. Over the last two years, we had some of most renowned designers of this generation launch new collections and take part in our seminar programme. In 2015 our team launched a new initiative in collaboration with one of China’s leading lifestyle publications – The Design Shanghai & Architectural Digest Emerging Chinese Designer platform. This platform actively seeks and supports new design talent from the region, giving designers the opportunity to showcase their work to the 40,000-plus visitors of Design Shanghai. This support and promotion of home-grown and emerging talent is a key ethos of Design Shanghai. Anything else? At Design Shanghai the world’s leading designers, architects, curators and inventors gather over the four days to discuss their experiences and influences during an international series of talks and debates, the Design Forum. The sessions will explore how design, while being rooted – like a language – in the local culture and history, can engage in a dialogue with other disciplines and countries. The forum will bring together highly influential designers and creative

minds from China and elsewhere internationally to explore the rapidly changing design industry. We are also extremely excited about the calibre of exhibitors who have signed up for 2016. Brad and Janis Provisor, the artists behind the amazing rug brand from New York’s Fort Street Studio, are returning and plan to exhibit a new collection they have just finished designing. The line is based on iconic shapes, drawn lines, and simple clear colours in either primary or black and white, all employing interesting and different weaving techniques. Frank Chou, who exhibited for the first time in 2015, will return, and we are eager to see what new pieces this young Chinese designer has in store. He collaborates with some major international brands to create stunning pieces. The winner of the first Emerging Chinese designer platform to be held at Design Shanghai will be returning to exhibit his first collection. Design Shanghai awarded Furong Chen with a free exhibition stand as part of the prize, and as we have been mentoring this new designer over the past 10 months – we are especially excited about what he has produced. Other favourites are: Beyond Object from the UK and its lifestyle accessories; Hay, which is doing some impressive partnerships with its collections; Domus Tiandi, which has an amazing eye for curating modern brands in China; and George Smith upholstery, an old favourite from London, which will be exhibiting for the first time. Aidan Walker, Design Forum’s programme director, adds: “In 2015, Jaime Hayon, Aric Levy, Marcel Wanders and Neri & Hu, amongst others, explored the theme Transition and Transformation within the context of design, architecture and art. The response was incredibly positive. The theme chosen for the 2016 conference programme is the Language of Design. “This year’s edition will welcome some of the key figures in the growing ‘maker movement’, which introduces a completely new collaborative approach to design and manufacturing, and also famous names, both Chinese and Western, whose work takes cues from the new demands of the digital era. “Speakers include international designers Benjamin Hubert, Matthew Hilton and Johannes Torpe as well as Dadawa, curator of Kanjian Creation, Triennale Design Museum, designer Jamy Yang, and Cesar Harada, director of Hong Kong based MakerBay, to name just a few”

“The demand for quality brands is ever increasing as more Chinese enter the property market and cities grow at such a fast pace” Date: 9-12th March 2016 | Location: Shanghai Exhibition Centre | Contact: www.designshowshanghai.com

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RESOURCES Building a brand – physique

THE AUTHOR

Jeremy Stein is MD of the British Contract Furnishing Association (BCFA), which boasts over 250 members including manufacturers, suppliers and designers. W thebcfa.com

Building a brand – physique In the third of a series of articles exploring brand building, Jeremy Stein examines how important it is to get the tangible attributes of a brand right …

The previous articles in our series have explored the positive impact a strong personality and values can have on a company’s profile. Once these have been identified, planning of the physical elements – the brand’s physique – can begin. These tangible attributes are, like the material world itself, almost infinite, but every element, from the logo to company name, website to social media presence, must encapsulate the essence of a brand’s identity and successfully impart this to the customer. Giep Franzen and Sandra E Moriarty noted in The Science and Art of Branding that “all the possible ways in which a brand manifests itself to consumers play a role in the development of the mental brand in their memory”, and the elements which make up a brand’s physique do indeed dictate how customers experience, perceive and remember a company. A strong company identity and personality can be deemed almost pointless if the physical elements do not convey these to customers. What’s in a name? In the context of branding, the answer to this question cannot be overestimated. The name will appear on almost – if not all – brand material, and act as the means by which a company identifies and differentiates itself from its competition. Shakespeare may have said that “a rose by any other name would smell as sweet”, but the impact of a company’s signature brand value cannot be prized too highly. The inspiration behind brand names are multiple and varied, and each is equally valid. What is imperative is that it successfully embodies the brand’s values and personality and communicates these effectively to customers. Whether inspired by the name of a founder, the story of company’s inception

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or simply the sound of the word, it should contain and evoke the essence of the brand. The web effect A company’s website is another element of its brand physique which can successfully add to, or detract from, brand value. Sales-driver, customer relationship builder and source of information, inspiration and knowledge, the benefits of an effective online presence cannot be underestimated. In our digital age, this is often one of the first ways customers experience companies, and today it is almost a given that any brand has some kind of web presence. The fact that the UK Government launched a campaign encouraging companies to get on the web is an indicator of the growing importance of online business. Although aimed solely at small companies, it evidences the way the world – in interiors and in general – is becoming increasingly digitised. Aesthetics and functionality are both integral to a successful online presence. Colours, images and fonts create an appropriate look, feel and experience for customers, but – perhaps especially in the design industry – functionality is a growing concern. Extra features add value to the customer experience, and making visitors’ interactions with a brand easy and pleasurable in this way has a positive effect on their relationship with the company – much like our interactions in life. Leveraging the logo The logo is another strand of a company’s physical form which strongly impacts on brand value. Perhaps the most widely seen and used insignia after the brand name, and appearing on all tangible company elements, it is important the logo embodies the brand’s values through the right mix of typographical

elements, colour and imagery. When it meets these criteria, a logo can drive instant sales upon recognition, as well as foster a connection between company and customer. Like a name and website, logos can also be updated and altered as values and identities are tweaked. At the BCFA we have seen the positive effect a well-designed logo can have. Our most recent grew from a desire for a modern, recognisable and distinctive marker. We approached a number of specialist design agencies, but then decided to utilise the links we had to universities and colleges through our Beyond Education initiative and held a logo competition. The winner was designed by University of Derby graduate Steven Titchener, and was selected by unanimous vote. The image is distinctive and memorable, and has helped promote the association as modern and forward-thinking. We saw an instant uptake in its use amongst our members upon its introduction – an incredibly important endorsement for us as an association. On form Numerous other elements make up a brand’s physique in addition to its name, logo and website. Anything which contributes to the customer’s experience with the company falls into this category – including social media activity, advertising, packaging, events, press coverage and interiors. What is important in every aspect is that it effectively evokes the company’s brand values and personality. The latter will need to be strongly defined before creation of the physical elements can even be contemplated, as every physical facet needs to be coherent and constant for brand success. If the physical elements are successful, they will build customer recognition and trust, and – perhaps most importantly – add value

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22/02/2016 14:10 26/02/2016 14:15

Furnitu

RESOURCES Supply contract termination

THE AUTHOR

Stephen Sidkin is a partner at corporate law ﬁrm Fox Williams LLP. He established and leads Fox Williams’ agentlaw team. W agentlaw.co.uk

Supply contract termination made easy Have you kept to your new year’s resolution to end your supply contract? If not, then take a look at this article by Stephen Sidkin before you do – it could make the process much more eﬃcient and painless than it might otherwise be …

The starting point is to determine what is the contract which is in place between you and your supplier. This is far from being a statement of the blindingly obvious. Take, for example, the situation where the supply contract provided for it to expire at the end of 2014. But before it expired, you and the supplier exchanged thoughts about a new contract, and you even sent a draft of a new contract to the supplier. But then … radio silence. More particularly, throughout 2015 you continued to place orders, received goods, and paid your supplier. So what is the contractual relationship? Is it the case that: a) The terms of the original contract (which provided for it to expire at the end of 2014) continued to apply throughout 2015 and into 2016? Or b) The terms of the draft contract which you sent to the supplier applied from 1st January 2015 until now? Or c) There was no supply contract in place between you and the supplier. Instead there was simply a series of contracts for the sale and purchase of goods? Answering these questions is the start of getting the termination process right. If – and it is a significant if – the answer to the above is either a) or b), then the next issue is to determine what is expressly stated in the contract. If the contract sets out how the parties may end their relationship, then

this will generally be acceptable to the English courts. If, therefore, the contract is ended in accordance with its terms, the courts are unlikely to intervene. But if the supplier is based outside the UK, care may be needed, even if the contract is stated to be governed by English law. The reason for this is that many countries have national rules which may supplant English law in order to protect the supplier. This will be especially so if the supplier can be regarded as the weaker party. If the contract does not specify the notice period, then as a matter of English law it will be necessary to give reasonable notice to the supplier. What is reasonable notice will depend upon the factual matrix in respect of the particular contract. In contrast, if the national rules of the supplier’s country override the reference to English law in the contract, then you may find that complying with the contractual notice period is insufficient. Instead, such national rules will require that a longer period of notice is given, and if it has not been, the supplier may claim damages. The alternative to terminating a supply contract by the giving of contractual notice is to rely on a breach of the contract by the supplier. But whether or not this can be done depends very much on the terms of the contract. As a result it is first necessary to determine whether the contract sets out clearly what amounts to a breach of contract. If so, it is then necessary to assess whether or not the circumstances which have occurred amount to a breach and, if they do, what

“It may suit you to commence proceedings in the English courts to deter or delay the supplier from starting proceedings in the courts of its own country”

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the consequences are. For example, if the termination clause allows a supplier an opportunity to remedy the breach, it will be an abject disaster to claim instead that the breach means that the contract is at an end. Instead, it is far better that you send the supplier the appropriate notice requiring that the breach be remedied in accordance with the terms of the contract. Unless the contract requires otherwise, you do not need in such notice to also state your intention to terminate the contract if the supplier fails to remedy the breach. If, however, the breach is not remedied, then again it is better that you pause before acting. This is because it is first necessary to determine what, if anything, the contract states about the means by which the dispute is to be resolved. Is there, for example, a specific provision that the English courts will have exclusive jurisdiction to determine disputes? Even if there is, have you previously checked that the national rules of the supplier’s country do not override such a provision? Depending on what (if anything) is stated in your contract and where the supplier is located, it may suit you to commence proceedings in the English courts. This is not because you want to engage in hostile litigation, but instead to deter or delay the supplier from starting proceedings in the courts of its own country and, as a result, aid the commencement of settlement negotiations. Having addressed this issue of dispute resolution it is important that you also have regard to what is set out in the contract about post-termination issues – of which there will be further discussion in the second part of this article

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Furniture News Jan 16_Layout 1 07/12/2015 17:45 Page 1

Retail Supplies ticketing â&#x2014;? point of sale â&#x2014;? packaging

Click

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morplan.com

Call

0330 44 55 666

Call & Collect from one of our three stores - full details online London 020 7636 1887

Bristol 0117 964 3883

Glasgow 0141 429 0537

26/02/2016 14:15

RESOURCES Offending customers

THE AUTHOR

Kevin Cundiff is vice-president of retail for Fortegra, a single-source insurance services company that offers a range of specialty programme underwriting, credit protection, and warranty solutions. W fortegra.com

Six certain ways to offend your customers You have probably heard tips about how to make more sales or gain more customers thousands of times – and while tips about what you should do are beneficial, it’s just as important to understand what not to do, says Fortegra’s Kevin Cundiff …

However you approach your business, the last thing you want is to gain a bad reputation and lose customers over silly things you could have changed. And you won’t just lose the customers you offended directly – complaints about a brand tend to spread quickly and affect other potential customers’ views of the company. Want your business to stay in the good graces of all your current and potential customers? Keep an eye out for these six off-putting actions, and do away with them if they pop up … 1. Bashing other businesses You never know the connection a customer may have to another business – they may be closely connected to an employee or longtime customer. So don’t risk offending them by talking badly about other companies. This’ll just give your new (and old) customers a reason to leave and never come back. Badmouthing other businesses only makes your brand look bad in the long run. 2. Being annoyed No matter if a customer is slow at the

checkout when there’s a long line, or asks a lot of seemingly obvious questions, you can’t let an ounce of annoyance come through in your interactions with them. If customers can see your irritation, they’ll be more likely to move on to another sales professional or, worse yet, a different store. 3. Letting loyalty go unnoticed Yes, your oldest customers are often your easiest sales. But you can’t let that stop you from giving them a great experience every time. If a customer stays loyal to your brand for a long time, you should want to treat them with respect and reward them for their reliability. If not, they may be offended by your lack of recognition and are likely to take their loyalty somewhere else. 4. Undermining requests Although you may think a request is silly, the customer making it obviously doesn’t. Undermining their request can make them feel uncomfortable or – worse yet – angry. Be sure to treat every request with importance and respect. When you make any request top priority, it makes the customer

“Guessing someone’s budget, tastes, or reason for buying can put you in hot water fast. Even if the customer drove up to your store in an Aston Martin, that doesn’t mean they’re going to want to spend big bucks on their new side table or chair”

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feel special, and they’re much more likely to come back again or refer your brand to a friend. 5. Making assumptions No one likes when you make assumptions about them. Guessing someone’s budget, tastes, or reason for buying can put you in hot water fast. Even if the customer drove up to your store in an Aston Martin, that doesn’t mean they’re going to want to spend big bucks on their new side table or chair. Make sure to ask enough questions to get the information you need before pushing for a sale that’s not going to happen. 6. Refusing to adapt Although you shouldn’t let customers take advantage of your willingness to accommodate, you should be prepared to go out of your way now and then to adapt to their needs. Being flexible lets customers know you care and, in return, builds loyalty for your brand. If a customer is wrapping up a sale a few minutes after closing time, that doesn’t mean you have to rush them out immediately. Your willingness to adapt will be noticed. Put an end to these six actions to avoid offending customers or losing them completely. It’s far easier to maintain a good reputation than have to repair a bad one

26/02/2016 14:15

Don’t Run Your Next High-Impact Sale

Yourself

Doing so could cost you far more than you’ll save. A high-impact sale event, utilizing the time-proven, copyrighted Lynch sale plan will double the results you can get on your own. Don’t risk your next sale. Choose the leading professional in the sale event industry, the Lynch Sales Company. To learn more, call Gareth Price today for a complete outline, including a copy of our easy-to-understand, one-page contract, or visit www.LynchSales.co.uk

MORE THAN 100 YEARS OF INTEGRITY AND RESULTS Serving the U.S., Canada and the U.K. Contact Gareth Price • Tel: +44 (0) 1243 378369 • www.LynchSales.co.uk Copyright 2016 Lynch Brothers Licensing Corporation

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ALPHA D E S I G N S

T: 01902 492937 F: 01902 493700 E: sales@alpha-designs.co.uk FN_324 V44.indd 56 Alpha Design.indd 1

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ALPHA DESIGNS UPHOLSTERY LIMITED Unit 1, Stag Industrial Estate, Oxford Street, Bilston, Wolverhampton WV14 7HZ

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PROFILE Re:Source

Re:Source is a community-driven, purpose-built furniture re-use and training centre based in Cornwall. The organisation is a subsidiary of national charity Addaction, which works with people from varying backgrounds to help them tackle drug and alcohol problems. Victoria Noakes takes a closer look into the companyâ&#x20AC;&#x2122;s activities ...

Rebuilding lives for a brighter future

Social enterprise Re:Source is the daughter company of one of the UKâ&#x20AC;&#x2122;s largest addiction treatment charities, Addaction, which helps individuals, families and communities in England and Scotland recover from drug and alcohol issues. Addaction service users join others from the local community in attending Re:Source work experience placements with the aim of boosting their skills for future employment and helping them gain confidence and experience, in order to rebuild their lives. Re:Source offers valuable work placements for people from all walks of life in carpentry, electrical repair, administration, transport, retail, sales and customer service-focused roles in a safe environment. It aims to help address the cause and effect of social exclusion in Cornwall by supporting individuals, promoting community cohesion, alleviating poverty and encouraging environmental responsibility. >>>

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Re:Source Vintage living collection

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Sen Fur

er Chest tion collec

Sen Top Half USE.indd 1

“

At Sen Furniture, we pride ourselves in developing innovative, high quality furniture designs to suit client needs both large and small and at amazingly affordable prices. With an ever expanding retail client base our team of in house designers are focused on consumer taste and brand quality, while our customer support and operations team are proud to offer an order fulfillment and after sales service programme that is second to none.

25/02/2016 11:34

“

Sen Furniture presents our new living room ranges, with sleek minimalist designs our new products provide a touch of sophistication to any home. Featuring stylish and versatile designs as well as a pristine look and feel, the quality of our new ranges speaks for itself. Here at Sen we pride ourselves in offering outstanding customer service with which we offer an on time daily dispatch service, weekly deliveries to all counties and drop ship to any UK postcode.

“

s Morri tion collec

www.senfurniture.co.uk E-mail: sales@senfurniture.co.uk Sen Furniture Unit 26-29, Abenbury Way, Wrexham, LL13 9UZ

Sen Bottom Half.indd 1

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PROFILE Re:Source

The organisation collects, cleans, repairs, refurbishes and sells unwanted furniture, appliances, bikes and other goods. The items that it collects help to fund the organisation’s aims as well as providing a real working environment for people in the local community. Re:Source has two shops in Cornwall selling unique one-off pieces of furniture incorporating the latest styles and trends, traditional wood pieces that have been built to last, and more. The organisation also works with partners to support people in the community experiencing financial difficulties to get the items they need to maintain a basic standard of living for their family. A great example of the training and support that Re:Source offers is the 10-week programme that it delivered with Cornish mental health organisation Pentreath, which helped people gain work experience and assistance back into employment. The group consisted of seven people – some of whom had been claiming Employment and Support Allowance for over 10 years – all tackling mental health issues.

Hard at work in the Re:Source training centre Sue, an attendee of the course, found the programme a challenging but positive experience, and has been given a optimistic outlook: “It has built up my confidence. My hope for the future is to go back into work and I feel great about that. I think this programme will have helped to make that happen quicker.” Another attendee, Jenny, also recounted

Re:Source Vintage bedroom collection

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her time on the course positively: “I was impressed with myself, considering it was the first time I had done woodwork. It was a sense of achievement that I don’t generally feel in my day to day life – that’s why it has been good to be here, because I can say ‘I did that!’.” The Re:Source Vintage range enables volunteers and trainees at Re:Source to take part in a creative process from start to finish. Each item of furniture has been cherrypicked, from a comprehensive collection, for its individuality or a focal point. The volunteers and trainees in the Re:Source workshop learn a number of finishing techniques under the careful instruction of an experienced cabinet maker in order to achieve the highest quality finish for their painted products, including preparation, sanding, priming, denibbing and finally a top coat application. The premium vintage range is sold through the organisation’s own website – www. resourcevintage.co.uk – as well as through eBay, Etsy and Remade in Britain. The Re:Source Vintage store is open from 10am4pm from Tuesday-Saturday, and can be found on Church Street in St. Austell, Cornwall. What’s more, the main Re:Source training centre is open to the public seven days a week, and is based at Bodmin Business Park. W myresource.org.uk

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26/02/2016 14:15

LIVING ROOM

LG, Kettle Interiors

Decks, Flair Rugs Wardley Oak, Heritage Furniture

Crest Leather

Flair Rugs (01457 850660, sales@flairrugs. com) brings a new dimension to its portfolio with the vintage-inspired Decks, which boasts an attractive design, subtle colourways and indoor/outdoor flexibility. Decks features easy-clean properties, and a unique style that brings heritage vibes through tile inspiration. Available in four designs including Antique, Patchwork and Geo, Decks is built to withstand the elements, and is available in three practical sizes. As Nicola Fenton, buying manager at Flair, explains: “With Decks we have met the trend for mixing indoor and outdoor living with a striking design-led rug collection that stands the test of time even after outdoor use. “The use of polypropylene was the obvious solution as we looked to achieve such intricate style with the required practical properties, and despite its outdoor suitability, in Decks we have a vintage piece that falls perfectly alongside our other spring/summer 2016 introductions.” Decks partners the super-soft watercolours

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of Sommer and shaggy polyester Cirrus to form a trio of new rugs launched at this year’s January Furniture Show. The classic style of the LG oak range from Kettle Interiors (01536 444960, sales@ kettleinteriorsagencies.com) captures the essence of tradition, a striking new collection featuring 36 items for living and dining, all finished in a durable natural style with softclose drawers throughout. With an impressive collection of items for living spaces, the LG range was launched at the January Furniture Show and is already shipping direct from the UK, offering retailers a selection of essentials, as well as some more unusual pieces such as a box coffee table and display cabinet with lights. The timeless appeal and relative simplicity of Shaker-style furniture makes it an enduringly-popular choice for all styles of decor, says Heritage Furniture (01254 660777, sales@heritagefurnitureuk.com) MD Saeed Mohmed, who unveiled the company’s Wardley Oak collection at the January

Furniture Show. “We think this Shakerinspired range has the potential to be one of our best sellers in 2016,” he says. “We’ve worked closely with our own inhouse designer to create this stunning range, and we’re very proud of it.” With the introduction of direct home delivery and an updated website, Heritage’s commitment to offering high levels of service, quality and value has never been stronger. Crest Leather (01706 643121) is a multinational producer of high-quality finished leather. Through its various operations across four continents, Crest uses a combination of the latest technology and traditional artisanal techniques to ensure its range of leathers meet even those most demanding of requirements. The company currently owns and operates tanneries in Brazil, Italy and Thailand and has further operations in London, Manchester and the US with a workforce of over 800. Every year Crest processes over one million hides and moves thousands of containers

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Crest Le

www.crestleather.com sales.uk@crestleather.com Tel: +44 (0) 1706 643 121 Fax: +44 (0) 1706 643 133

FN_324 V44.indd 63USE.indd 1 Crest Leather Advert

26/02/2016 23/02/2016 14:15 10:51

BEDS & BEDR0OM

Divine, Slumberland

Wave, Slumberland

Emperor, Relyon

Aquarius 3000, Matza

Slumberland (www.slumberland.co.uk) is launching its Healthy Sleep Campaign to help raise awareness about the importance of sleep in a healthy lifestyle. Sleep has a huge impact on health and wellbeing, both mentally and physically. By exploring this on its Sleep Blog, Slumberland hopes to bring attention to it and get people thinking about their own sleep habits. A healthy sleep routine will help to improve focus throughout the day, aid a fitness regime, as well as promoting happiness. Almost two thirds of people blame their irritability on lack of sleep. With Slumberland’s unique system of Affinity foam, pocket springs, mini pocket springs and Actipro top layer, the company aims to help nurture sleep. Innovative bedmaker Matza (01924

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458699) has created a new generation of fusion mattresses, combining traditional skills such as tufting and tape edging with the latest foam encapsulation technology. The manufacturer is so confident it has designed a winning combination that it has ceased production of all its traditional wired mattresses in favour of the new mattresses. The mattresses, available in 2000, 3000 and 4000 pocket springs, use Matza’s own development, Zero Gravity, which takes the best of existing foam and latex technology to create a light sleeping experience. The Relyon (www.relyon.co.uk) name was born out of a reputation for handcrafting wonderfully comfortable mattresses, and these traditional skills are still used today to create an impressive choice of handmade products.

Chatsworth, Relyon

The Heritage collection of nine pocketsprung mattresses upholstered with some of the finest upholstery fillings, epitomises Relyon’s continual quest for natural comfort, luxury and elegance. The jewel in the Relyon Heritage collection crown is Emperor, which consolidates all of the Relyon master craftsmen skills into one mattress. The two rows of pocket springs are made on site in Somerset and are handnested and hand-centre-tied, so that they work in harmony with the abundant layers of lambswool, cotton and hand teased loose merino wool, cashmere, mohair and horse hair. Relyon beds are customisable and can be individually tailored to suit unique requirements and individual tastes, whilst delivering elegance to the bedroom. >>>

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The secret to a happier morning

is a better nights sleep.

The Harmony Collection. Trust Slumberland and invest in your health and wellbeing. Featuring the innovative Affinity Comfort System™ for the perfect balance of comfort and support: AffinityTM Foam – 30x more breathable than memory foam. AffinityTM Pocket Springs – adapt to the pressure of your body. Affinity™ Mini Pocket Springs – offer support to the natural arch of the lumbar region. Affinitex Top Layer – innovative Actipro® component to neutralise bad bacteria.

To discover the secret to Health & Wellbeing visit www.slumberland.co.uk FN_324 V44.indd 65

26/02/2016 14:15

BEDS & BEDROOM

Status, Relyon

Response Gel 2500, Kaymed

Burnham Oak, Heritage Furniture

Dreamworks Beds

The latest product innovation from Kaymed (www.kaymed.co.uk) is Response Gel, a fusion of Kaymed’s exclusive instant response open-cell material and patented MicroSupport gel beads. This unique combination delivers the feel of latex combined with thermal regulating gel technology, for a scientifically-proven cooler, smarter and more comfortable sleep. Response Gel is one of the most advanced instant-feel materials to enter the UK market, offering high levels of pressure relief and temperature control. A wide range of models has been introduced including pocket sprung and all foam options along with a choice of bases – traditional divan, with drawers or nondrawer, or a contemporary base on chrome legs. The topper can be specified too, with depths of 50 or 85mm, and the range is completed by six matching headboards and a choice of seven colours. Response Gel from Kaymed allows the consumer to choose their ideal combination

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while the retailer maximises selling space. The January Furniture Show gave Heritage Furniture (01254 660777, sales@ heritagefurnitureuk.com) the opportunity to present the extensive selection of bedroom furniture in its Burnham Oak bedroom range. All crafted from solid oak and premium veneers, this collection was designed in-house and builds upon the success of Heritage Furniture’s recently-launched Earlswood Oak living collection to offer the same warm, country-style look for the bedroom. With an updated website that makes checking stock information and ordering even easier, and large stockholding capacity to ensure constant availability, Heritage is confident that its offer is better than ever. Dreamworks Beds (01373 859913) provides high-quality beds, mattresses, headboards and bedsteads, all designed and manufactured in the UK. The existing collection of sofa beds has been upgraded with a range of 100 new fabrics and a

choice of mattresses. The range of sofa beds has optional matching fixed sofas and accompanying chairs. Returning to the AIS show, Dreamworks Beds’ new range of fabrics and collection of sofa beds were the focus for the company at the event. Displaying a wide range and variety of products, the collection demonstrated the fine craftsmanship that goes into each product. Rachel Brown, bed selector at AIS, says: “I am so pleased that Dreamworks Beds chose to launch its fantastic new fabric collection for its range of sofa beds at The AIS Furniture Show. Our members have been extremely positive about the new range, which offers a massive choice of designs. With over 100 quality fabrics to select from, they have incorporated a great mix of contemporary, traditional and kids designs. We really are delighted with the members’ response.” Dreamworks Beds also produced an accompanying brochure that features its entire range

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Kaym

Mighty Bed – the stuff of legend In the land of the giants the Mighty Bed™ is king. Its epic proportions and innovative 1800 pocket spring unit offer a firmer feeling mattress which make it one of our top sellers. Mighty Bed™ has a unique design engineered to meet the needs of heavy sleepers of all shapes and

sizes with extra deep layers of upholstery and together with the matching reinforced divan base a reassuring 15 year warranty is included. Mere mortals, both large and small are prepared to go to great heights for the legendary comfort of a Mighty Bed.™

To become a keeper of the legendary Mighty Bed™ and experience a gargantuan leap in sales, contact us now via the ‘Become a Stockist’ link on www.kaymed.co.uk and they’ll be talking about you for years to come.

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FURNITURE NEWS NEW DPS DEC 8.qxp_Layout 1 16/02/2016 11:10 Page 1

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17 t h & 18 t h M ay 2 016 See the full Sealy range, only viewable in its entirety at Brooklands. To reserve your place at our premier event of the year, call 016973 20342.

www.sealy.co.uk

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26/02/2016 14:16

BEDS & BEDROOM Sealy UK

Weightlifting champion Zoe Smith takes her sleep seriously. It is a vital component of her training regime, and she appreciates the crucial role it plays in improving her performance – which is why Zoe has teamed up with bed manufacturer Sealy UK for its World of Sport campaign.

Sealy partners with Olympic star Zoe Smith with her Sealy Hybrid Fusion bed

Developed to highlight the intrinsic link between sleep and sporting success, the campaign is being backed by some of Britain’s leading professional athletes – including Zoe, who is currently in training to qualify for this summer’s Olympic Games in Rio. Having competed in weightlifting for the past eight years, winning gold at the Commonwealth Games in 2014, Zoe holds the British record for clean and jerk, and is an athlete at the top of her game. As part of the partnership, Sealy has gifted her a Hybrid Fusion bed to help her achieve the best quality sleep possible. Zoe comments: “This year is going to be one of the biggest of my career so far. I’m completely focused on qualifying to compete for my country at the Games, and

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I’m working hard to make sure I’m at peak condition, both mentally and physically. Part of this comes down to my sleep, as well as training and nutrition, as these are the three most important things when it comes to improving performance. “I spend the majority of my time in the gym and sleep is absolutely vital as this is when the body naturally restores and repairs itself. I notice the difference between a good and bad night’s sleep as, when I’ve slept badly, I don’t feel totally recovered in the gym the next morning, and it’s very hard to concentrate. Weightlifting is a very technical sport so if your mental game is a little off, so is your technique, which never makes for a successful training session. “During the day, athletes are surrounded

by an entire team of support staff to make sure every last thing we do is going to aid our performance, but come night time, it’s not uncommon for sub-par sleep to set back the whole process. Sleeping on my new bed means my body has also received support from experts in the night time too – I can’t wait to experience the results.” For more information about Sealy’s World of Sport campaign, visit www.sealy.co.uk/ deeper-sleep/sealy-world-of-sport to find case studies on each of Sealy’s sporting stars including Olympic snowboarder, Zoe GillingsBrier, Ironman veteran and published author, Andrew Holgate, and champion bodybuilder, Kim Wilson. T 01697 324403 W sealy.co.uk

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Relyon not only make the most comfortable beds in the world, they create years of wonderful, restful nights’ sleep for every customer.

Relyon’s ‘best beds in the world’ strapline has arguably never been truer. The Heritage and Classic collections have been given a contemporary overhaul with a stunning range of new upholstery fabrics for the divans and headboards and crisp, clean and white super soft viscose ticks for the mattresses.

Made in the UK

www.relyon.co.uk

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separate

yourself from

the herd

Metal Beds Ltd Verulam Road, Stafford, ST16 3EA T. 01785 250888 | F. 01785 241888 E. info@metalbedsltd.co.uk

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26/02/2016 14:16

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DINING ROOM

Lichfield dining table, Old Charm AB collection, Kettle Interiors

After receiving a “fantastic” response at the January Furniture Show, Heritage Furniture (01254 660777, sales@heritagefurnitureuk. com) is confident that its Osby Oak dining and living furniture is right on trend. Combining classic mid-century style with a distinct Scandinavian influence, these streamlined tables and elegant chairs have been thoughtfully designed to work in any setting. “We’re really excited about what 2016 holds for Heritage,” says MD Saeed Mohmed. “We’ve got a new website which makes ordering easier, introduced a direct home delivery service to get our furniture to customers quicker than ever, and we’re working with an in-house designer to ensure our furniture maintains the quality, style and value our reputation has been built upon.” The new AB collection from Kettle Interiors (01536 444960) brings great ways to dine, centred around two impressive dining tables. Featuring aged-effect oak atop striking black

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Hint round table with chairs, Old Charm Osby Oak, Heritage Furniture

finished metal legs, the AB collection is full of contemporary European style and will make a striking addition in any store. Ready to be despatched from UK stocks, the 17-strong collection features plenty of great items to really make a focal point in any dining space. 1.8 and 2.2m dining tables are joined by large and small benches, a retroinspired bonded leather dining chair and a range of sideboards. Other standout items include the Highboard with internal LED lighting and the impressively long and low large TV unit. Soft close doors and drawers can be found right across the range, underlining its impressive quality. Updated Euro style, the AB collection is available across wholesale, stockist and container packages, with discounts available for shopfloor displays, something highly recommended to make the most of this collection. Wood Bros’ (www.woodbros.co.uk) latest

introductions were presented at the January Furniture Show with three new offers clearly indicating a new and additional breadth to its offer. Hint, a retro scandi look, is designed in white beech and beech/painted combinations covering living and dining spaces targeting the multifunctional room requirements of today’s new build market. Hint features space-saving sliding doors and wall leaning storage, media and home office units. It is available in six standard colours. Frame is a country kitchen style collection design for formal dining and living kitchen spaces in a new waxed finish. Frame is made more interesting with the inclusion of an island unit and floating shelves. There are living options too supporting the living kitchen concept. Hug is a new upholstery design, available as sofas or as modular units with a matching >>> chair working with both. Hug is

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Most ranges available in upholstered fabric or large range of leathers Rockers and grandfathers available in beech and colonial hardwood All Farmhouse chairs are available in standard and wide seat and Carver design Chairs, tables, cabinets and occasional furniture available in Oak, Beech and Pine

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DINING ROOM

Harris, YOTFC

Harrington upholstered, YOTFC

introduced with a new fabric offer with a contemporary look. YOTFC (www.yotfc.co.uk) was founded in 1990 with the aim of supplying chairs and components to the antique pine market and the leisure industry. Responding to market demands, the company continues to source and supply an increasing number of high-quality domestic and contract furniture products for users in

Howard, YOTFC

demanding and diverse operations allied to the furniture industry. YOTFC specialises in designing, sourcing and marketing products from around the world at competitive prices and distributing in an efficient manner to suit the needs of its clients. To this end, the company now offers one of the most comprehensive ranges of furniture and chairs available in the UK. Most ranges

are available upholstered and in leather. The company’s rockers and grandfathers are available in standard and wide seat and Carver design. Now also available are chairs, tables, cabinets and occasional furniture, in oak, beech and pine. YOTFC has its own assembly, polishing and upholstery facilities and it is confident that the services it offers are of the highest order

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JANUARY FURNITURE SHOW REVIEW

ONWARDS AND UPWARDS This year saw the January Furniture Show cement its status as the UK trade’s premier event, as some 450 exhibitors took up positions across the Birmingham NEC to present the latest in cabinet, upholstery, beds, floorcoverings, accessories and fabrics … At around 25% larger in size than last year’s debut, and running for a duration of four days rather than three, the second edition of the January Furniture Show was primed to deliver from the outset. Bolstered by a stronger economy and a generally buoyant trade, the show proved a more-than satisfactory outing for the majority of exhibitors, and a diverse, well-presented display for its visitors. Show co-director Laraine Janes reports a final footfall count of just over 20,000 – up by slightly over 25% on the previous year’s edition. “Overall attendance was up, and Sunday trading proved an important addition to the show for independent

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retailers, evidenced by the 20% increase in first-day footfall,” she says. “Exhibitors reported exceeding expectations – some by a considerable margin – and our on-show rebookings were higher than anticipated. Several new, major brands are also looking to take serious space at the 2017 show.” A strong January saw confident retailers in spending mode across the event. Dean Delvin of Complete Colour commented: “It’s been very clear to see confidence is back. Visitors to the stand were ready to spend and wanted to buy in bulk to stock up following one of the busiest starts to the year that they’ve seen in a long time.” >>>

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JANUARY FURNITURE SHOW REVIEW Alfrank Designs’ CEO Alan Sweeny said it was his company’s best show in five years: “The quality of customer has really improved this year and there’s been a very clear turnaround in confidence. We’ve also spoken to more Irish customers here than we have in the past 10 years, which shows people are ready to invest.” Clive Kenyon-Brown, chief executive of Duresta, commented: “We’ve had a very good show – better than last year, which was also a good year for us, in terms of footfall and orders.” Brand director Michelle Hoines-White of Alexander & James said: “The show organisation runs like clockwork and providing after-show drinks for exhibitors is very generous and a lovely touch to the already-great service. With the new Resorts World opening, it’s provided 360˚ of opportunity from being at the show during the day to then socialising with the industry throughout the evening.” This year, the show expanded its offering through the introduction of the Fabric Pavilion. Sales director

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of Swaffer, Mark Wilkins, commented: “We’ve been pleasantly surprised with the breadth of clients from retailers, interiors designers and the contracts sector.” Exhibitors from overseas including Fama and Wiemann reported a successful show, and improved UK sales. “It may prove to be our best show ever,” said Wiemann’s export director, Kai Schwenke. “Everyone is looking proactively, if not placing orders.” Retailer Emma Leeke, MD of Leekes Retail, added: “The show was great – easy to navigate with some really interesting new additions and a number of exciting developments from longer-established exhibitors.” Read on to discover the winners of The Furniture Awards 2016, more feedback from the event’s exhibitors, and a host of the new models and ranges unveiled at the show. Next year’s event will take place at the Birmingham NEC from 22nd-25th January. W januaryfurnitureshow.com

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Gearing Media Show Review Ad:Layout 1 2/24/2016 3:11 PM Page 1

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The Furniture Awards 2016 JANUARY FURNITURE SHOW REVIEW

The second year of the January Furniture Show was accompanied by the second edition of The Furniture Awards, and another collection of worthy winners across each of the awards’ three pricing tiers.

Cream of the crop As the UK’s largest furniture and furnishings event, the January Furniture Show is the platform for the bulk of the year’s product launches in this sector, and a valuable guide to the developing colour, material and style trends in domestic furniture. Setting out to identify some of the exhibition’s most eye-catching, well-priced and commercially viable launches, The Furniture Awards were created by Furniture News magazine in partnership with the show’s organiser. After shortlisting the most promising entries, the judges, led by awards co-ordinator Paul Farley, walked the halls of the NEC prior to the show’s opening to evaluate the launches in person. The expert judging panel for this year’s edition comprised: Maxim Romain, general manager for Wayfair Europe; visual merchandising consultant Andrew Durham; ACID CEO and co-founder Dids Macdonald OBE; and Malcolm Walker, director of buying for Furniture Village. This year’s edition was sponsored by bed specialist Dreams. “We

recognise the importance of supporting the industry in which we operate, and believe these industry awards provide the perfect opportunity for manufacturers to showcase the best of new innovation,” comments Dreams’ marketing and ecommerce director, Lisa Bond. Show director Theresa Raymond adds: “The Furniture Awards highlighted once again the enormous efforts made by exhibitors to present new products and new ideas to buyers at the January Furniture Show. “The awards play an important role in recognising and rewarding the huge amount of work and creativity involved in bringing a new product to the marketplace. Our thanks to Furniture News, and also to the judging panel, for devoting so much of their time to these prestigious awards.” News of developments for the 2017 edition will follow. In the meantime, take a look at this year’s winners … >>>

The team behind this year’s edition: January Furniture Show organiser Laraine Janes; Brett Silver, head of buying for awards sponsor Dreams; show organiser Theresa Raymond; and awards co-ordinator Paul Farley

The 2016 judging panel, from left: Maxim Romain; Malcolm Walker; Dids Macdonald; Andrew Durham; and awards co-ordinator Paul Farley

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FURNITURE

THE

“The awards play an important role in recognising and rewarding the huge amount of work and creativity involved in bringing a new product to the marketplace”

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JANUARY FURNITURE SHOW REVIEW The Furniture Awards 2016

The Furniture Awards 2016: Value Category

Winner: Hong Kong 7526, Think Rugs Entered in a striking mustard and grey colourway, Hong Kong 7526 is one of the latest in a popular collection of 100% acrylic rugs from the Stoke-on-Trent-based Think Rugs, a rebrand of Oriental Carpets and Rugs. Hong Kong 7526 is available in three sizes – 90 x 150cm, 120 x 170cm and 150 x 230cm, and represents high value for money. Manufactured and hand-tufted in China, its modern design combines a geometric pattern with a stylish, on-trend colour palette. “The combination of a striking design and colours that are exactly what consumers are currently looking for has meant that this product has become incredibly popular,” says product development manager Sam Tippett. Think Rugs imports and distributes oriental, modern and traditional rugs, and stocks contemporary and traditional designs in wool and acrylic from India, China and various sources in Europe. W thinkrugs.co.uk

What the judges said That a rug scooped the top place in this category against several shortlisted furniture entries is testament to the strength of Hong Kong’s combination of style and value. “It’s very commercial. Good price point, colour and texture – I imagine the margins are going to be great. It ticks a lot of boxes.” “Lovely colours, and, even though it’s acrylic, it’s got a good quality feel to it. It sold itself – it’s a clear winner in this category.” “Geometrics are in, and the colours are bang on trend – greys, charcoal and mustards are fashion colours, but also easy to furnish around, given the amount of plain fabrics in the marketplace at the moment.”

1 The bright, modern winner of the Value Category, Think Rugs’ Hong Kong 7526 2 Paul Farley and Laraine Janes present Think Rugs’ Sam Tippett with his trophy

THE

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“Geometrics are in, and the colours are bang on trend – greys, charcoal and mustards are fashion colours, but also easy to furnish around”

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The Fur

Spotting the

s r a st

of the show

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AWA RDS 2016 Winners Value Category Winner: Hong Kong 7526, Think Rugs Mid-level Category Winner: Cadell, Bentley Designs Highly Commended: Wycombe, Gallery Direct Upper-level Category Winner: Allure, Nicoletti Home Highly Commended: Brooke, Collins and Hayes Thanks to everyone who entered this yearâ&#x20AC;&#x2122;s competition! Look out for details of how to enter next year at

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JANUARY FURNITURE SHOW REVIEW The Furniture Awards 2016

The Furniture Awards 2016: Mid-level Category

Winner: Cadell, Bentley Designs A solid wood and veneered dining and occasional range, Cadell is an interpretation of the vintage industrial style priced to meet the budget of the mainstream consumer. According to design manager Ray Davies, Cadell’s straight lines are offest by naturalistic waney edges, inspired by sawn tree trunks, in “a meeting of linear precision, evident in the fine tapering splayed legs present in many of the pieces, which is in contrast with the natural waney lines of the tops and cabinet frontages”. The range is completed in two contrasting natural-look finishes, aged and weathered oak, which “define and accentuate the meeting of natural and linear styling”. The Cadell range comprises a fixed dining table, chairs in fabric, bonded leather and semianaline leather, sideboard, entertainment unit, open display unit, console table, coffee and lamp table. It is manufactured in Vietnam, and its design rights are protected by ACID. “Inspiration for the Cadell dining and occasional range comes from the vintage industrial style which is very much in vogue today, but is noticeably out of the reach of many consumers,” explains Ray. “In response, our take on this style is all about commercial viability and opening it up to the middle market without any compromise on quality or design. “By daring to be different at this level we feel the range will shout out and grab the attention of a wider audience who is appreciative of an exciting and on-trend furniture range entering the middle marketplace. This is a gap filled for the many and not the few, which is at the heart of what we do.” Read more about Ray’s approach to design in the Rob Scarlett Meets … feature, in last September’s issue of Furniture News. W bentleydesigns.com

1 Cadell brings a high-end look to the mainstream 2 Two-tone finishes unify the elements and define Cadell’s look

“That look is all over at the better end, and I think that this is the most commercial version of the waney-edged table I’ve yet seen”

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The Furniture Awards 2016 JANUARY FURNITURE SHOW REVIEW

What the judges said Bentley Designs’ City range took first place in the Value Category at last year’s awards, and the company continues to set a high bar with Cadell. “It’s distinctive, and the combinations available mean there is a versatility to it. The two-tone look is attractive, the dimensions are exciting, and there are lots of options available. It’s quite understated, but it’s on trend and commercial.” “That look is quite difficult to turn into a commercial design. It’s all over at the better end, and I think that this is the most commercial version of the waney-edged table I’ve yet seen.” 3 Bentley Designs’ design manager Ray Davies and director Rif Lalani receive their award from Laraine Janes and Paul Farley

“It hangs together very well. Bentley weren’t over-thinking the situation when they made this – it’s symmetrical, and its non-random nature helps unify its elements.”

Honourable mention: Mid-level Category

Wycombe, Gallery Direct The solid oak Wycombe Dining range comprises six- and an eight-seater tables, chair and bench, all in a mellow washed oak finish. The range embraces the craft and style of the Windsor chair era, updated with on-trend design details to provide wide customer appeal, and features traditional jointed detail, which shows through on the tops of the table and bench. The full Wycombe collection consists of dining and living designs as well as a bedroom collection. “With its quality materials and craftsmanship, competitive pricing and universal appeal across different generations, it offers a really commercial design,” comments Gallery Direct’s business development manager, James Hudson. The judges commented: “Lovely joint details, great finish … it’s quite an honest product. You can see the Shaker and Scandinavian influences, and it’s a very good combination. It’s aspirational – and the chair really steals the show! As a collection, everything works together – retailers could really create an inspirational presentation with Wycombe, backed up by Gallery’s excellent marketing material.” Like Bentley Designs, Gallery’s entry puts an aspirational style within reach of the mainstream buyer. Also like Bentley, Gallery returns to the awards roster this year, having won this category in 2015 for its Dexter side table. W gallerydirect.co.uk

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JANUARY FURNITURE SHOW REVIEW The Furniture Awards 2016

The Furniture Awards 2016: Upper-level Category

Winner: Allure, Nicoletti Home A compact, contemporary model boasting top-grade Italian leather, rich metal legs and distinctively-shaped arms, Allure is an elegant sofa that boasts smooth motion technology. “The lateral shape of the arm is unique and gives this model an alluring appeal,” says sales manager Domenico Scarola. “It’s a model offering a casual style in a compact size.” Nicoletti Home is an internationally-recognised Italian brand, with 40 years’ experience of producing high-quality upholstered furniture. Located in Bari’s famous Murgia district, the company distributes Italian-made products to 70 countries. “Whoever chooses Nicoletti worldwide is aware that they will sit on a sofa which is the result of authentic passion, highest care for details and continuous search for the right balance between design and comfort,” says Domenico. “Tradition and technology blend perfectly in our wide range of models, that is constantly diversified and characterised by a tailored approach thanks to a know-how that has been handed down from generation to generation.” W nicolettihome.com

1 Allure is a high-powered yet compact model 2 Motion technology gives the design a lift 3 Paul Farley and Laraine Janes present the trophy to Nicoletti Home’s export general manager Eustachio Nicoletti and sales manager Mimmo Scarola

“The design could so easily have run away with itself, but it works so well, and it’s a great interpretation of this style”

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The Furniture Awards 2016 JANUARY FURNITURE SHOW REVIEW

What the judges said Nicoletti’s classy entry was certainly one of the priciest models shortlisted, but its style and construction credentials won the day. “A high foot with a recliner is hard to do, but they’ve done it, using a knuckle joint that comes out from underneath … and they’ve sloped it down at the back, employing some different stitching details.Everything about it – the way the feet splay forwards instead of sideways, the decision to employ blanket stitching, its slanted design – works so well.” “I like the gunmetal finish to it, and the decision to blanket stitch on top of the arm as opposed to employing normal stitching.” “You have five working headrests, two recliners, and very smart electric motion – the design could so easily have run away with itself, but it works so well, and it’s a great interpretation of this style.”

Honourable mention: Upper-level Category

Brooke, Collins and Hayes

Featuring scooped arms and a generous sit, the Brooke boasts top stitched detail on the arms and cushions, accentuating the curves, and fibre-wrapped foam seat cushions which sit on serpentine seat springs. Box-bordered feather scatter cushions join back cushions deep filled with goose feather on a loop sprung back. Fabrics with natural fibres are employed to deliver comfort and a luxurious feel. “With a modern take on the Prince Charles of London arm, the Brooke offers elegance with a generous helping of pure comfort,” says creative and marketing executive Kate Delany. “Displayed in an up-to-date luxurious geometric weave, Brooke is versatile enough to suit many types of home interior.” The judges commented: “It’s excellent on a comfort level, and the sofa’s lines, arm width and very user-friendly PoS swatch made it a worthy runner-up in this category.” W collinsandhayes.co.uk

Do you think you have what it takes to be a star at next year’s January Furniture Show? Keep an eye open for details of The Furniture Awards 2017 later this year …

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Time to shine?

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The AB Collection. Striking industrial looks make this contemporary furniture collection unique. Featuring aged effect solid oak and metal frames, this is a range that demands attention.

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Container

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The LG Collection. Capturing the essence of tradition, this dining & occasional collection brings the warming and familiar overtones of classic style oak. Lovingly finished in a durable and natural style with soft close drawers.

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Cross Back Chair PU Seat LG-CBCP

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Bench LG-BEN

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Display Cabinet with Lights LG-DIS

Standard TV Unit LG-STV

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20% OFF DISPLAY ITEMS WHEN YOU BUY 10 PIECES IN ANY RANGE! * ANOTHER STUNNING RANGE FROM KETTLE INTERIORS Spring/Summer 2016 Brochure & Price List now available. Call for your copy www.kettleinteriorsagencies.com 01536 444960 sales@kettleinteriorsagencies.com *LIMITED TIME OFFER. OFFER APPLIES TO NEW ORDERS OF RANGES ONLY. ORDERS ON PREVIOUSLY ORDERED RANGES ARE EXCLUDED.

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JANUARY FURNITURE SHOW REVIEW Core Products’ (01738 630555) stand at the January Furniture Show emphasised the diversity of its flatpacked furniture offer. What is more, Corona remains a high point of the company’s pine offering with an expanded collection and lower pricing for 2016. Core’s premium ranges were enhanced by the addition of the Edwardian collection in a rich antique finish. Painted products proved more popular than ever with the Aspen range selling out just two days into the event – more stock is on its way to meet expected demand. This combined with two new value-priced compact painted bedroom collections brought a bright and fresh look to the stand. Smart Trading (www.smart-trading.co.uk) has added a range of lifstyle furniture in either painted or natural oak to its extensive offering. New ranges include a small cupboard, small sideboard, bookcase and console table to name a few. These spacesaving furniture pieces proved to be a big hit at the recent January Furniture Show. The new coat and hat stand offers practicality and design and complements the extensive oak range. Crown Floors (0800 0773301, www.crownfloors. co.uk) looked to captivate a new audience of furniture and home interiors retailers with its striking carpet ranges, principally targeting those without the space – or a high percentage of flooring sales – to commit to large display units with its new tombola and lectern displays. A new tombola featuring 74 styles in a compact footprint is one of the new display options available. Focusing on the brand’s Easy Clean

Core Products

ranges of soft, bleach-cleanable polypropylene, the tombola features striking imagery and clearly communicates the advantages of choosing carpet from Crown, including 4 and 5m width options. Crown also revealed a new-look single-sided lectern for individual ranges from the brand, housing large 40 x 60cm samples of key colours, as well as the full range in a swatch book hung on the reverse. The lectern’s small footprint and low weight allows it to be easily moved around. “The January Furniture Show is one of the few exhibitions that helps us to target a new audience, and it was great to welcome furniture and interior retailers to the stand and reveal our great story of trend-led, high-value carpet,” explains sales coordinator James Caldwell. “Along with our imposing wall unit, the new displays give retailers even more scope, and the new tombola has certainly caused a stir, both from visitors to the January Furniture Show and our loyal customer base.” The latest models from Comfort Zone Sofas (01282 452185), featuring contemporary designs and different price points, stirred a lot of interest when launched at the January Furniture Show. Among the trendiest were retro-styled Carmen, Etro, Vantage and Penny Lane. Glamorous Carmen, boasting wide curvy arms and angled back, comes in a three-seater, twoseater, chair and footstool. With a hardwood frame, it uses Duratech carded fibre in the seat cushions for long-lasting resilience and support. Penny Lane is a striking design with a hint of retro and a lot of appeal. Its unusual rounded

Crown Floors

Hall tidy with shoe storage, Smart Trading

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JANUARY FURNITURE SHOW REVIEW shape is a major talking point and with top quality foam in seat and back cushions, it is a suitably comfortable sit. Elegant Etro, and Vantage, with its unusual contrasting two-tone effect, also garnered a lot of attention at the show. Comfort Zone Sofas is currently recruiting well-connected agents in many areas of the country, following the new collection’s success. “Serene had a successful time at the January Furniture Show. It was a very important exhibition for us, as it was the first time the new Serene Living Recliner and Dining collections were being shown at the NEC, following their successful launch in Manchester last year,” states Serene Furnishings (www.serenefurnishings.co.uk) MD, Tasleem Tasab. “In addition, we also chose to launch a string of new models in to the Fabric collection of beds, several of which were ottomans – stylish designs with plentiful storage in the base – also unveiling the new Serene Living Occasional Chair collection comprising 13 accent chairs, a blend of the traditional and contemporary. “So, we had a lot prepared and it was important that we enjoyed a successful four days at the NEC, which I am pleased to report that we did. Footfall to the stand was steady and the quality of visitors attending was very good. We secured a healthy level of orders across all ranges at the show and have come away with a large number of serious enquiries to follow up on. “Although recognised as an established, leading supplier of beds, headboards, day beds and sofa

Carmen, Comfort Zone Sofas

beds in a variety of materials and throughout the price points, Serene is rapidly expanding into new areas of the home furnishings market with the launch of Serene Living. “Now, more than ever, Serene is able to offer retailers something for almost every area of the home that combines style and manufacturing quality with an affordable, competitive price. Exhibiting at the January Furniture Show helped us underpin this message by giving visitors an insight to the depth of our offering for 2016.” Adding valuable extra revenue to furniture stores across the country, The Wicker Merchant’s extensive range of baskets, pet houses, storage and furniture is now available from Kettle Interiors (01536 444960). Featuring impressive choice and great quality, the range covers baskets, pet houses, storage units and furniture all designed to bring the look of wicker at any budget. Adding natural style to in-store displays, the collection is making full use of Kettle Interiors’ service structure, offering fast and free delivery from just £300. With many smaller-size items available as parcels and a 10% discount on already-low prices for orders over £2500, the Wicker Merchant is attempting to transform the sector. With a firm focus on delivering retailers and their customers quality, high-value wicker goods, backed by impressive service, The Wicker Merchant is a simple way to benefit from the resurging interest in the aesthetic and practical qualities of this traditional material. >>>

The Wicker Merchant

On the Serene stand

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JANUARY FURNITURE SHOW REVIEW The show proved a “huge success” for Seconique (0121 506 4888, www.seconique.co.uk) which launched many new lines. The positive response was backed up with orders on new lines which led to a 25% increase on the previous year. Amongst the company’s best sellers was the Milan dining set with brown faux leather chairs, which features a clear glass top with a frosted glass under-shelf, and leg frame finished in Sonoma oak-effect veneer – which also matches Seconique’s Cambourne range. Also introduced was the Lisbon bedroom collection – featuring the same Sonoma oak-effect veneer and metal handles, which proved popular. The Sonoma oak products continue to grow in popularity due to their classic modern look and good value price point. Following the launch of Seconique’s White Corona bedroom range, which has been popular and continues to grow, the company has introduced the theme to its dining and living collection.

Available is a white dining set with waxed pine top, with matching coffee table, TV unit, hall console, small and large sideboards available in white, grey or cream, with traditional waxed pine tops and black metal handles and fittings which go hand-inhand with the authentic Corona look. This year was Flexiload’s (www.flexiload.com) first time exhibiting for two years at the January Furniture Show, since moving its operations and head office to Hong Kong. New ranges were well received, especially the Boston metal and reclaimed elm range, and the French-inspired Paris and Eve bedroom ranges. Clear FOB pricing attracted some of the large chain store buyers, and the company’s regular buyers certainly appreciated the savings. Flexiload sold mixed containers at and after the show and generated many leads, with visitors to its 14room show house almost every day since the fair. Flexiload also has some promising enquiries for its new bespoke service. >>>

Paris in oak, Flexiload

White Corona, Seconique Paris painted, Flexiload

Milan, Seconique

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XYZ V3

WWW.XYZAGENCIES.CO.UK

Itâ&#x20AC;&#x2122;s cocktail time ... Our latest range of Cocktail chairs were well received and should prove strong sellers for retailers this year, over 250 floor displays sold at the show alone. We wish to thank all our customers for their support at the show, new and old and look forward to a mutually beneficial year ahead.

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JANUARY FURNITURE SHOW REVIEW The January Furniture Show was a success for 16 Malaysian furniture manufacturers, with the exhibitors generating healthy sales both at the fair and after. The 16 manufacturers were offered the opportunity of exhibiting their products in the Malaysian Timber Council’s (www.mtc.com.my) (MTC) Malaysia Pavilion. MTC has been playing a pivotal role in bolstering the presence of Malaysian furniture in Great Britain and is enhancing its efforts in anticipation of the UK’s £400m Housing Zone Programme which is expected to be completed in the next few years. “We are pleased by the interest generated by the Malaysian companies at JFS 2016 which is regarded as the most important trade show in the UK furniture and furnishing industry’s calendar. This is a very good platform for these manufacturers as they have tapped into new markets not just in the UK, but beyond,” says MTC CEO Dr Abdul Rahim Nik. “We anticipate the UK market to continue to grow due to rising consumer confidence and increasing household spending, low inflation, and especially the completion of more affordable housing under UK’s £400m Housing Zone Programme in the next few years. “We also anticipate a growing interest in Malaysian furniture, and we will certainly continue our efforts to ensure that the local manufacturers are ready to take advantage of these opportunities.” The 576m² MTC Malaysia Pavilion exhibited a wide range of bedroom, dining and office furniture

and upholstery. The pavilion welcomed more than 800 visitors and received over 200 enquiries throughout the four-day show. “We are quite satisfied with the response that we received at the show. Not only did we uncover many new business leads and potential business opportunities, the show was also a great opportunity for us to learn about the emerging trends within the industry around the world, such as space-saving furniture, as well as the growing interest in solid wooden and rustic furniture such as oak, pine and acacia,” says Chua Chun Chai, president of the Malaysian Furniture Council. His company, Hup Chong Furniture, was also among the 16 Malaysian exhibitors. The other Malaysian companies that participated at JFS 2016 were Tawei Furniture, YB Woodwork Industry, VS Concept Furniture, Feng Yuan Industries, Dynamic Furniture Industries, Laser Compo, Yew Hoong Sofa Products, Jukfraf Furniture, IB Sofa, Soon Her Sing Industries, A&A Chesterfield, Sin Wee Seng Industries, NS Creative, Muar Industries and Taishi Tech Industries. Keen Classics (07774 704744, www.keenclassics. com) described its performance at the January Furniture Show as “a resounding success”, and the company’s best show in four years. Best known for its high-quality Satin Mahogany range, Keen enjoyed warm feedback to its entire offer. The next opportunity to view Keen’s products will be at the Manchester Furniture Show this summer. >>>

Reclaimed Pine grandfather clock, Keen Classics

Malaysian Timber Council’s Malaysia Pavilion

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Sleep reinvented.

OCTASPRING HYBRID

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At Dormeo we know that sleep is a personal thing and we believe in creating customized comfort for everybody and every-body. To deliver on that promise we have created 3 unique ranges, which combine traditional, modern and natural materials with the revolutionary Octaspring® technology, to oﬀer everyone personalised comfort and support. Welcome to Octaspring – Sleep Reinvented.

www.dormeo.co.uk/octaspring

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After a highly successful January Furniture Show event, Dormeo Octaspring is seeking the best stockists in selected UK regions, oﬀering great display deals, full training packages and the latest innovation in sleep technology. For more details, please contact Andrew Thorpe on

07741 312119 / Andrew.Thorpe@dormeo.co.uk

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JANUARY FURNITURE SHOW REVIEW UK wholesale stockists of premium full leather sofas, Panacea (01277 361148) displayed its initial range to the industry for the first time at the January Furniture Show. Panacea is committed to 72 hour delivery of the products on offer, at competitive prices. Numerous stores have now given floor space to the Panacea range, which includes product from Italy as well as Thailand, and Ryan is confident that this will only grow in line with an ever-expanding sales team.

“Once retailers experience the efficiency of the service we are able to deliver and the consistency of the quality of our products then I am certain that they will request additional models from us,” he says. In addition to the range displayed, the company experienced numerous requests for a premium leather sofa bed and – following negotiations with a renowned manufacturer’s private label division – it will shortly be adding this to its UK stock. >>>

Cresta, Panacea

CMY

Quality European Beech and Oak

Chairs available from extensive stocks in large and small quantities on fast lead times

Finishing services also available, plus a discount for collection Please visit our website to see our full ranges WWW.MANDPCHAIRS.CO.UK For a brochure/pricelist contact Mike Hodgson: mikehodgson@gmx.com Call: 07802 648383 or Paul Hodgson: paul.holroyd.hodgson@gmail.com Call: 07469 819520

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JANUARY FURNITURE SHOW REVIEW Mammoth (www.mammothmattress.co.uk) launched a new range of upholstered seating at the January Furniture Show, featuring its pressurerelieving Medical Grade Foam technology. The company’s eye-catching stand generated a lot of positive feedback, matched by the encouraging response to the collections on show. Mammoth’s Medical Grade Foam has been scientifically tested under laboratory conditions, informed by industry experts and endorsed by world-leading associations and organisations. The Medical Grade Foam cushions in Mammoth’s upholstery promises to provide greater pressure relief and faster cooling when compared with memory foam. Kobe (www.en.kobe.eu) also took the opportunity to launch several new upholstery collections at the show. The company’s Essente brand provides a costeffective option with the quality of the Kobe name, and features a variety of plain fabrics in linen, suede and satin appearance. This natural palette of pastel and neutral tones complements the sophisticated collection of fresh and contemporary geometric, embroidered and floral designs. ercol (www.ercol.com) launched five new ranges at the show, incorporating designs for the bedroom, dining room and living room, combining practicality with style and comfort. ercol’s Rimini bedroom collection is made from light oak, defined by clean lines and curves. This collection unifies style and space with chamfered slats on the bedstead headboard, inset curved draw pulls and deep, spacious drawers. ercol’s Popoli collection is an eye-catching, modern oak range for dining and living. Drawing on the company’s roots in mid-century design yet embodying a very contemporary feel, the range has attractive angled, turned leg detail and soft curves as well as several useful components. The Popoli sideboard includes a sliding cutlery tray, the coffee table has a hidden drawer, and the occasional pieces have slatted shelves for flexibility. Each piece

Mammoth’s stand

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is finished in a clear matt lacquer. Corndell (www.corndell.com) presented its Annecy living and dining collections, which included a striking cross-backed upholstered chair and an impressive oak-topped table with elegant tapered legs and a handpainted finish. The Annecy living and dining offering is extensive at 17 pieces, with another highlight being its dressers, either open with oak plate racks and display shelves or glazed, with an oak interior, for a timeless look. All Annecy products are available in a handpainted palette which includes white, buttermilk, pale taupe, a pale blue grey called Haze, a traditional soft, green grey, Ledum and a deeper, warm grey, Fawn. Cotton is the most popular finish selected for displays, with its cool grey tone. Egoitaliano’s (www.egoitaliano.com) Scarlett upholstery model – designed with harmonious and smooth lines exploring the strength and warmth of wood – made its debut at the event, in addition to Suzette, which features a double motor mechanism designed to optimise performance and space. The company also unveiled its new ‘relax’ system with two motors and independent movement that allows the backrest to move vertically, to save space. Egoitaliano’s Joy model has armrests featuring minimal design, which are enhanced by the striking brass finish of the feet. Its comfort is ensured by an ideal balance achieved between the seat and the back, and the padding is made of polyurethane foam with varying densities covered with a layer of polyester fibre. Also, Protect-A-Bed (www.protectabed.com) presented its new unique Cushion Cloud mattress protector, made with a cushioned jacquard knit. Soft and cool, and designed to regulate the body’s temperature, this two-in-one mattress protector can also be used as a top bed sheet. The product provides a waterproof, anti-allergenic barrier which prohibits the growth of bacteria, creating a healthy sleep environment. >>>

On the Kobe stand

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Flexilo

Introducing the PARIS range

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JANUARY FURNITURE SHOW REVIEW Flair Rugs (01457 850660, sales@flairrugs.com) unveiled new designs, colourways and sizes across its portfolio. New collections Cirrus, Sommer and Decks were testament to the brand’s investment in design research and development. Gareth Davies, UK sales and marketing director, says: “Over the last 32 years we have built an enviable reputation within the interiors sector, enjoying longstanding relationships with thousands of customers up and down the country. “The reaction at the show exceeded expectations, and we were delighted to be able to bring visitors a flavour of what Flair Rugs can offer. With all tastes and budgets catered for within our portfolio, backed by our next-day delivery service, we look forward to a busy 2016.” Slumberdream (www.slumberdream.co.uk) enjoyed success at the January Furniture Show, launching new ranges Sleepking – handstitched pocket spring beds – and Healththerapy, encapsulated foam beds. The company has grown and increased its manufacturing capacity from 2500 to 4000 mattresses per week, and also has a new sales team to cover all territories within the UK and Ireland.

Slumberdream offers a great quality service and affordable prices for its all its valued customers. For 2016 the focus is on increasing impact for Bluebone (0161 330 8959). The company’s stand at the January Furniture Show was all about combining pieces from Bluebone’s vast array of furniture and home decor into striking bedroom, dining and living displays. “We are very fortunate to have a sales manager with a great eye for trends and inspirational displays,” says Els Coolen, Bluebone’s business manager. “Elaine Anderson – who often sets up installations in-store for our customers – did a great job in bringing our products together for the show.” Bluebone is offering great value display discounts all through to Easter. BilliB (01202 293352) endeavours to keep up with the times with a diverse range of traditional, contemporary and modern clocks with a selection of both quartz crystal or mechanical movements to satisfy most tastes. BilliB clocks are made by craftsmen and all clocks are stocked in the UK to allow for fast delivery. BilliB is a longstanding family business that understands what customers want. >>>

Emperor, Slumberdream

Flair Rugs

Leonardo, BilliB

Bluebone’s stand at the January Furniture Show

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Cowtho

SPACE SAVING FURNITURE

NEW RANGES TO INSPIRE! THANK’S FOR A SENSATIONAL SHOW!

Small cupboard

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SMART TRADING WILL ALSO BE ON THE SAME STAND AT THE FURNITURE SHOW FOR ALL YOUR MIRROR REQUIREMENTS!

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26/02/2016 24/02/2016 14:20 16:53

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JANUARY FURNITURE SHOW REVIEW Breasley Consumer (www.breasleyconsumer. co.uk) had its biggest stand ever at this year’s January Furniture Show, at over 270m². A sizeable area of the space was given over to the You boxed mattress brand – all 10 models within the You collection were on display, along with custom-made signage and POS. The mattresses are simply numbered 1 to 10, and have a choice of comfort layers – high grade foam, Viscoool or latex and a choice of three pocket spring counts. The No.10 mattress is a combination of latex and Viscoool on a supportive foam base. Breasley believes that currently it is the only manufacturer in the UK being able to offer a folded pocket-sprung mattress in a box. This is the result of new spring technology in the form of the exclusive ConiCoil pocket springs and major investment in the latest vacuum packing machine and production line. The new machinery allows the mattress to be compressed before being folded and rolled, and, by using this process, the mattress quality is not compromised in any way. All sizes of mattress from single to super king can be delivered in the branded You box which is just over 1m high. To support the recent launch of the You Collection, Breasley has announced that all standard size mattresses are now available on 24-hour fasttrack delivery. Alongside this, Breasley also offers a 100 sleep trial, which means the consumer can have confidence whether buying from a bricks and mortar or online retailer. “In line with our successful policy of introducing new lines frequently we have added new ranges of lighting, upholstery, doggy door stops and occasional furniture in steel chrome with glass and a new range of wall art,” says Febland (www.

febland.co.uk) MD Tony Febland. “If Mr Simman Febland had been around today he would not have recognised the items which we showed at the NEC in January. He started the company in 1952 with a few ceramic lines, mainly from Italy and Spain. At that time the UK was in recovery from WW2 and there was a shortage of ‘fancy goods’ generally. “The goods were shipped in by sea and got collected from Liverpool docks in big wooden packing cases. A small warehouse facility in Blackpool was rented and soon proved too small so he hired an aircraft hangar at Blackpool Airport which served its purpose until being burnt to the ground in November 1973. “It fell to me to carry the flag and as luck would have it a stroke of good fortune for Febland was that we ran a parallel road transport service to Italy and it grew to daily departures from all over the UK to Italy. On one occasion we were instructed to deliver a full load of Italian reproduction furniture to a company in Manchester and we were charged with the task of getting payment before the goods were unloaded. “The suppliers must have had inside information about the importer as we were unable to collect any form of payment or partial settlement from the consignee. Our 12m trailer was hauled back to base in Blackpool and a week later it was decided to unload the Italian furniture in our warehouse and I agreed to try and sell the contents and forward the income back to the Italian manufacturers. “What started out as a bit of a gamble turned into big business as the goods were very popular being carved baroque show-wood frame and nice velvet upholstery in a choice of five colours. Going into furniture was a big step for us!” >>>

Febland offers many unique accessories for the home

On the Breasley stand

YOU range Perfect collection, Breasley

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Clarissa bespoke chair, Febland

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JANUARY FURNITURE SHOW REVIEW Radley is one of the newest additions to the Westbridge (www.westbridgefurniture.com) family, part of the Spirit range. Launched at the January Furniture Show, its typical Spirit scale and luxurious Italian cut velvet made it a certain eye catcher. The comfort of this range is impessive, with the soft fibre seats and feather back cushions combined with a sprung back. With five sizes of sofa and a wide selection of fabrics, there is a choice for every home. Georgie is one of Westbridge Furniture’s quiet success stories. The elegant styling combined with the comfort of a fully sprung seat edge has made this one of the company’s top sellers. It appeals to a wide range of customers as it offers a distinguished and proven shape along with a great selection of

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contemporary fabrics. It is now also available in a choice of three semiand full-aniline leathers. This is an ideal model to complement all retail floors. In keeping with its style, Westbridge Furniture offers four sizes of sofa and a classic armchair. Westbridge Furniture also presented its bestselling model at the January Furniture Show – Heirloom. Part of the Vintage by Westbridge Collection, it is a strikingly tailored, deep-buttoned model available in high quality semi aniline Italian leather. The scatters are an eclectic mix of heritage prints, velvets and linens, with individual appliqued detail. Available in five sizes of sofa with a matching accent chair, this model is a strong addition to all discerning furniture stores. >>>

Georgie, Westbridge Furniture

Heirloom, Westbridge Furniture

16:49

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Radley, Westbridge Furniture

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JANUARY FURNITURE SHOW REVIEW Sweet Dreams (01282 830033) launched an entirely new collection of divans for its online Eden collection, aimed both at etailers and at retailers with a website separate from their store range. The beds comprised pocket spring, bonnell or open coil, Sleepzone, encapsulated and pillowtop springs and were well received. Although they might reflect the collections in the Sweet Dreams retail brochure, each Eden model is different from those featured in Sweet Dreams’ brochure, in accordance with the manufacturer’s promise never to supply divans for the web that are designed to be sold from the shop floor. The mattresses, mainly white, are complemented by smart bases in black, grey, white and cream and are available in a selection of sizes and with diverse storage options. Sweet Dreams-branded, the Eden beds allow the prestigious and reassuring NBF supplier logo to be used on the mattress labels and in website artwork. At the show, a brand new website for Eden and the wider etail collection was revealed. Full online functions including ordering ensured the site’s immediate popularity with buyers. Two of Sweet Dreams’ new models of readyassembled bedroom cabinet that impressed retailers at the January Furniture Show were rubberwood

Kramer, with its hidden extra storage, and Cutler, in four finishes and a wide range of pieces. Kramer, in sturdy rubberwood, includes two sizes of six-drawer ready-assembled chests that both feature a concealed fold-out cupboard to the side. In the cupboard are mini shelves and, on the inside of its door, a range of hooks, useful for scarves and necklaces. In addition, both chests and the bedside cabinet provide extra storage through concealed pull-out compartments, ideal for keeping jewellery safe and surfaces clutter-free. Kramer ready-assembled units are complemented by wardrobes with soft-close doors and a sprungslatted bedframe in two sizes. Cutler also attracted buyers at the show. All the many pieces in the cabinet range are readyassembled – four wardrobes, four chests, two dressing tables, two styles of mirror, two bedside cabinets, and a stool. Made from veneered particleboard achieved by the use of luxury foils, Cutler comes in four high gloss finishes – black, grey, white and mirrored. The cabinet is complemented by a slatted bedframe in four sizes. All Sweet Dreams’ new bedroom cabinet is in stock now and available for delivery to home or store within 10 working days.

Kramer, Sweet Dreams

Cutler, Sweet Dreams

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Eden, Sweet Dreams

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JANUARY FURNITURE SHOW REVIEW XYZ Agencies (0115 9251 389) is a leading furniture manufacturer based in the heart of England. It produces a comprehensive range of upholstery and services over 300 independent retailers, in addition to providing production for several groups and contract specifiers. Louis de Poortere (www.louisdepoortere.com) expanded its customer base through a series of new rug and carpet launches. “We were delighted to introduce our newest rug collections, Mad Men and Mosaiq, at this year’s January Furniture Show, alongside an exclusive preview of a new line in broadloom,” explains UK sales director, Alan Russell. “We hope this trend-led approach will appeal to furniture retailers and their customers as we head into spring/summer 2016,

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with a service and quality typical of the Louis de Poortere brand.” Mad Men – arguably Louis de Poortere’s most talked-about collection – proved a headline act. The contemporary designs feature straight and broken lines, dull and shiny yarns and smooth and rugged pencil strokes, woven onto fine Jacquard Wilton looms in high gloss polyester and cotton chenille. Mad Men has a foil in sister introduction, Mosaiq. Subtler by nature, the cotton chenille Mosaiq features flower motives with tribal geometrics, woven in numerous colourways. Louis de Poortere also used the show to display its latest in broadloom carpet. The Haute Couture collection features wool and wool-blends for both the domestic and contract sectors

XYZ Agencies

Louis de Poortere

DB MIRRORS

New collections as seen at the January Furniture Show: Shabby ornate mirror collection Mirrored bedroom range and lamps

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ARVIND SHEESHAM LIVING & DINING COLLEC TION

Affordable Design... Our fundamental belief is that design and affordability should be available to everyone. Bringing these two elements together was crucial to the way we approached the Arvind Sheesham Range. Combining classic mid-century style with a distinct Scandinavian influence, the result is a solid wood living and dining room range in a beautiful walnut stained finish at exceptionally good value! We will always remain true to our belief in bringing design and affordability to all â&#x20AC;&#x201C; it is one of our many commitments to you.

Heritage Furniture UK Ltd, Prospect Mill, Walter Street, Blackburn BB1 1TJ T 01254 660777 E sales@heritagefurnitureuk.com www.heritagefurnitureuk.com

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WARDLEY OAK LIVING & DINING COLLEC TION

Please note, images used below are computer generated and are for visual purposes only.

Efficient Service... Simply put, we donâ&#x20AC;&#x2122;t do inefficiency. We pride ourselves on providing a very high standard of customer service. Our customerâ&#x20AC;&#x2122;s requirements are always given priority. We develop all our own products, and can guarantee product quality, efficient and reliable distribution. We turn around orders on the word go, delivering direct to the customer if and when required. You can rely on us to provide the service both you and your customer deserve. Our highly trained, knowledgeable staff and account managers or dedicated to you!! We are totally committed to ensuring complete customer satisfaction.

Heritage Furniture UK Ltd, Prospect Mill, Walter Street, Blackburn BB1 1TJ T 01254 660777 E sales@heritagefurnitureuk.com www.heritagefurnitureuk.com

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JANUARY FURNITURE SHOW REVIEW Heritage Furniture

UNIQUE OAK PRODUCT FUELS HERITAGE REBRAND Bolstered by new staff and product, Heritage Furniture seized upon the opportunities presented by the January Furniture Show to present its new branding, designs and service to a wider audience. Furniture News quizzed MD Saeed Mohmed on his feelings post-show …

1 Earlswood Oak 2 Burnham Oak

During the latter half of 2015, Heritage Furniture embarked on a significant rebranding journey. To coincide with the company’s 10th anniversary, the cabinet furniture supplier committed to bringing an array of fresh new products to a market heavily saturated with oak lookalikes, designed with today’s tastes in mind. Supplementing this was a new website, branding, pricing structure, photography and PoS materials – all of which came to fruition at this year’s January Furniture Show. “We had an extremely positive reaction from existing customers and new customers to the new branding,” enthuses MD Saeed, “and 2016 will see us build on this feedback and establish Heritage Furniture as a go-to company for designled, cutting-edge products which are unique in their styling and detail and yet offer great value for money. “We feel the show has raised the profile of the company in exactly the way we wished, and brought us to the forefront of retailers’ minds.” Buoyed by the existing warm reception to its Wardley, Osby Oak, and recently-launched Earlswood Oak ranges, Heritage launched a slew of new collections, which were embraced by stockists old and new. “We received positive feedback on all of the new ranges: the Arvind Sheesham is a completely new concept of design for sheesham wood; the Wardley Oak – with its Shaker styling –proved particularly interesting to buyers; and the Burnham bedroom was well received, building on the back of our hugely popular Earlswood Oak dining range,” says Saeed. “Established stockists seemed to embrace the new look, and felt that the new branding perfectly

fitted our more design-led ranges. Our new brochures and lifestyle images complement the overall branding changes and support our retailers. Primarily, our stockists feel that we recognise their needs, and the challenges currently facing the market. “That we differentiate ourselves in terms of design and value has clearly been recognised – many see our ranges as a move away from the repetitive styles that saturate today’s oak market. Our products offer a new lifeline for this material.” In short, the show proved a highly-suitable launch platform for the new-look company – but there is still some way to go, says Saeed, who outlines a host of developments set to take place across 2016. “We’re set to reduce our delivery timescale to one week, invest in operational technology to streamline communications, improve our DHD offer and strengthen further our existing sales and accounts team,” he says. “We’re also looking at developing larger stockholding capability – plans are under way to develop our current site, taking its warehousing capacity from 100,000 to 130,000ft2. “Going forward, service is becoming even more important to retailers. They need an efficient and regular delivery service for affordable order quantities, and we will continue to evaluate customers’ needs and endeavour to respond to them in an ever-changing market. “We now have a complete team of account managers covering the UK, boasting a wealth of knowledge of buyers’ requirements and of the industry. 2016 is going to be a great year for us, and we’re looking forward to it!” T 01254 660777 E sales@heritagefurnitureuk.com

F c q

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NEW WEBSITE COMING SOON

www.premierhousewares.co.uk

Furniture and accessories that take inspiration from cultures and fashion across the globe, ensuring high quality on-trend designs.

With over 12,000 products in stock that encompasses kitchenware, bathe and utility, we present a comprehensive collection of coordinating and individual products in eye-catching packaging.

For information, or to open an account, contact newaccount@premierhousewares.co.uk or visit our website www.premierhousewares.co.uk

Find us on:

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JANUARY FURNITURE SHOW REVIEW Gallery Direct

DYNAMIC START TO THE YEAR FOR GALLERY DIRECT Gallery Direct continually develops and introduces innovative, on-trend collections, each high-quality product crafted with close attention to detail. Gallery’s new spring/summer 2016 collection is no exception, featuring over 160 new products that focus on Nordic and Scandinavian style …

Gallery’s huge double-deck stand was one of the event’s highlights

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Alongside the launch of its new product range, Gallery Direct has created a simple lookbook that presents the whole range of new products in impressive detail, as well as an extensive design directory, containing all its products, from classics to new on-trend collections. Both the lookbook and design directory allow customers to browse the wide variety of products at their leisure, exploring a range of styles and trends. With a simple layout, and clear sections for each collection, these publications demonstrate that Gallery Direct truly does offer a complete home furnishing solution. Gallery Direct certainly did not hold back at the January show.With its biggest-ever display – around 10,000ft2 of space – across its main stand and accompanying Frank Hudson stand, it was clear that Gallery had set out to impress. The bold two-storey main stand not only featured the new collection, but also a selection of products from Gallery’s already-extensive catalogue. Gallery’s design team is always looking to stay ahead of the curve, and its new products are no exception. Offering the subtle contrast of natural woods and cool tones, Gallery has developed three new furniture collections – Kielder, Marlow, and the award-winning Wycombe. These timeless ranges encapsulate the cool, calm Nordic and Scandinavian

aesthetic, whilst offering practicality. James Hudson, business development director – furniture, comments: “We are really excited to present our Kielder, Wycombe and Marlow ranges, which offer co-ordinated looks for both upstairs and downstairs living. With their quality materials and craftsmanship, competitive pricing and universal appeal across different generations, we believe these collections are really commercial designs that can suit a range of interiors.” Adding a touch of individual boldness to today’s contemporary style, Gallery Direct’s new range of mirrors, soft furnishings, lighting and accessories demonstrate attention to detail and craftsmanship. Product director Mathew Penney, says: “Our new spring/summer 2016 collection embraces iconicallyinspired designs that echo the Scandinavian and Danish designs of the mid-20th century – whether you want bold and busy luxury or toned down, the new range is set to inspire. The collection comprises an array of exciting new designs – with the widestever range in the very latest trends, each product promises quality and style.” It is clear that Gallery Direct continues to go from strength to strength – the trade remains keen to hear where the company might go next … T 01795 439159 W gallerydirect.co.uk

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A COMPLETE RANGE OF TRADITIONAL AND CONTEMPORARY BEDS

MADE TO ORDER UPHOLSTERY BEDS AND SOFABEDS

01795 439159 www.gallerydirect.co.uk

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JANUARY FURNITURE SHOW REVIEW Rauch

RAUCH IS HERE TO STAY After decades of working faithfully with UK accounts, German bedroom manufacturer Rauch formally established its national presence last year as Rauch Furniture UK, and has made even greater inroads since. The January Furniture Show gave the company an opportunity to present numerous ranges tailored to the UK market – Furniture News spoke to UK representative Brian Westman to learn more … Incorporating the expertise of an already-wellknown and appreciated UK team, Rauch Furniture UK, based in Evesham, Worcestershire, has become closer to its stockists than ever. Led by Brian Westman – who in turn is supported by area sales manager for Rauch UK and Ireland, Carina Kunkel – Rauch Furniture UK has drawn upon its four ranges to offer a collection tailored to the tastes of the local market. More than 30 collections, across various price levels, were displayed at the show, alongside a unique collection of cot beds, a product selection “designed to give the best possible indication of our trends for the UK market”, says Brian …

1 Alegro, part of Rauch’s Pack’s range 2 Meola, part of the Dialog range

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What exactly did you offer at the show? We introduced more than 30 bedroom collections from our four ranges – Steffen, Dialog, Select and Pack’s – at our biggest-ever January Furniture Show stand. As usual, the products from our four ranges represent differing price and value levels. Introducing new products at such great value – for example, fantastic updates to our over-bed range including storage for the beds – made our stand constantly busy. For the first time ever, we’ve introduced

contemporary bedroom furniture with UK bed sizes. We also presented an attractive new oak colour option. How was the offer received? If sore feet and exhausted voices are any indication of the success of a furniture show, then our team can be sure the year ahead looks promising! Introducing so many products, with so many options, is as challenging for our customers as it is for ourselves – I think it’s safe to say that there was not a single moment between the fair’s open and close that customers were not on the stand studying the detail of our offer. We presented various materials which are generally successful for us – such as shiny glasses in different colours, and high polish options in various colours – all over our stand. Also, the option we added to our existing oak colour portfolio proved very successful. Will this feedback influence the company’s direction? The feedback from our retailers is always important for us. This is our biggest opportunity to improve processes and furniture, and to increase sales – we truly appreciate it!

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Rauch JANUARY FURNITURE SHOW REVIEW How is Rauch addressing UK material and colour trends? Particularly via our Select ranges, we are always trying to follow the latest trends – just look at our new collections, such as Sumatra with its Vintage look, and the Fifties-style Cubana. There are also product improvements taking place within this range – for example, all of our Select wardrobes will be delivered with height-adjustable feet and with deeper shelves, offering customers as much storage as possible. We have also introduced our new Venosa chest range, offering narrow chests in widths of 40 and 80cm specially for the UK market, as we heard that lots of people were requesting these dimensions. Indeed, even within our other three ranges – Steffen, Dialog and Pack’s – we are always trying to reflect the latest trends. Why do you think the number of UK Rauch stockists is growing so fast? I think they particularly enjoy that we can offer them every level of price, value and consumer appeal from just one agent, plus, of course, the well-known Rauch quality, which stands for environmentally-friendly products, sustainability, made in Germany and much more. Do you feel the company was represented in the best possible fashion? We were highly impressed by the show. Whilst we’ve experienced busier years in terms of visitor numbers, we’ve also encountered many people who seem to be looking for themselves rather than stores. Whilst we appreciate everyone’s interest in our product, our priority is to support enquiries from established furniture retailers, large and small. The visitors to our latest event almost exclusively comprised current and target customers, and very few were unknown to us. With a large central meeting zone on the stand, we comfortably separated the two flat-pack value ranges (Select and Pack’s) from the higher quality, pre-assembled ones, (Steffen and Dialog), and directed customers to their preferred offer between delivering refreshments to order. In all, they were impressed with the layout and offer, and we are pleased with the feedback we

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heard on new colours, functions and value. Our stand was a mix of current collections with colour updates, and new introductions in UK specifications – and every range on display was well received. What will be the next chance for potential stockists to catch up with Rauch? Rauch have committed to the Manchester Furniture Show in July, where we will take a newer stand than last year, and we are pleased to continue to support its organisers, who represent the industry so well. How will new product filter through this season? As usual, the product offer at the January Furniture Show is ready to launch. We will begin to deliver many of the new collections within the next few weeks to support our comprehensive range, as well as delivering new Rauch UK bedroom collection booklets in April.

W rauchmoebel.co.uk

3 Witten, part of Rauch’s Pack’s range 4 Cubana, from the Select range 5 The vintage-style Sumatra, from Rauch’s Select range

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JANUARY FURNITURE SHOW REVIEW Flair Rugs

UNDERFOOT AND ON TREND Few can match the depth of Flair Rugs’ range, and its spring/summer 2016 additions launched at the show reflect the company’s ability to react to trends. Along with supersize, design and colour introductions on existing lines, Flair has launched three new ranges for the season.

1 Cirrus in wisp silver 2 Antique charcoal Decks rug 3 Azalea, from the Sommer collection

“Our spring/summer 2016 introductions just go to demonstrate how keen we are to make sure we are the first to deliver retailers the very latest in interior trends through our rugs,” comments Gareth Davies, sales and marketing director. “From scale through to colour and design, our buyers and designers are constantly looking at a diverse set of influences that impact our relationship with our home, developing rugs that mean our retail partners can be the first to present the very latest looks.” The first of these new introductions, made from fine quality polyester, Cirrus brings a premium touch to shaggy styles with a design inspired by the appearance of cloud formations. Cirrus comes in a striking colour palette that includes pastel blues, greys and creams, and subtle metallic hues. “New-style luxe has been big news of late, and although shaggy rugs come hand-in-hand with the look, we will always see a penchant for thick-pile underfoot choice in the UK, no matter the stage in the trend cycle,” explains buying manager Nicola Fenton.

“The notoriously variable British climate makes achieving practical interior choices difficult, but Cirrus brings warmth and comfort to any room requiring an uplift – a super-soft introduction with a unique designer edge.” With the new Decks range, retailers can find vintage and heritage tile-inspired creations made from hardwearing polypropylene, which can be used both indoors and out. Each of the four designs available in the collection come in three practical sizes that work well in outdoor seating areas as well as living spaces. These rugs offer a way to make the most of relaxing summer evenings outdoors and chilly winter evenings indoors. In the third new collection, a trio of painterly designs also join the line-up. Owing much to the delicate transparencies of watercolour, the Sommer collection presents designs in Azalea, Freesia and Aster, all printed onto super-soft polyester for a striking take on contemporary over-sized florals. Each rug is available in two practical sizes. T 01457 850660 W flairrugs.com

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SS16

Cirrus

A sophisticated super-soft shaggy inspired by cloud formations. Available in four modern colours, each in three sizes.

Flair Rugs

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01457 850660 I sales@flairrugs.com I www.flairrugs.com

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JANUARY FURNITURE SHOW REVIEW Wiemann UK

WIEMANN HITS THE MARK FOR 2016 German bedroom manufacturer Wiemann started the year well, declaring the January show “probably” its best in over 10 years.

1 An interior view of Wiemann’s spacious Multiplus walk-in wardrobe 2 Imola in champagne and nocce 3 Multiplus in Alpine white

Wiemann UK reports that the reaction to the new ranges launched there was “excellent”. “It’s particularly gratifying that the premium-quality VIP collection introductions were as well received as the more competitively-priced options,” says Simon Hewitt, MD of Wiemann’s sole agent in the UK and Ireland, Litmus Furniture. “It’s important to appreciate that Wiemann make all their products – premium and budget – in the same factory, with the same quality standards and attention to detail.” From no fewer than nine new launches, of particular note were: the high-value Imola, which, despite being at the budget end of Wiemann’s scale is still being presented in the company’s latest new finishes – soft champagne and warm, textured, walnut-look nocce; and the showstopper, Multiplus, a 3m sliding door walk-in wardrobe, that is only 110mm deep. High-quality products are just half the battle – the team behind Wiemann knows that great service

is just as important. “We never forget that we must make dealing with us as easy and trouble-free as possible,” says Simon. Customers can keep track of orders via Wiemann’s online portal. There is also the company’s DHD and installation option, available nationwide, and throughout Ireland. Says Simon: “We strengthened our DHDI operations during 2015, increasing capacity and capability, so we can deliver more and deliver better. “Our DHDI partners are consummate professionals who’ll make sure your customers – consumers – can start to enjoy the bedroom of their dreams without any hassle, so you don’t have to worry!” Wiemann also offers full training for sales staff so they understand how the products work and can maximise the opportunities on offer, plus plenty of PoS, brochures, image CDs and a UK website for marketing support. W wiemannuk.co.uk

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Kelston

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JANUARY FURNITURE SHOW REVIEW Kettle Interiors

AND NOW FOR SOMETHING COMPLETELY DIFFERENT Northamptonshire-based supplier Kettle Interiors has built a reputation for quality, value and service, and its traditional and contemporary oak, pine and painted collections are a mainstay in stores across the country. Whilst Kettle’s new AB collection marks a departure from the norm, it is set to exploit a highly lucrative niche …

Kettle’s AB collection comprises 17 pieces

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Launched at the January Furniture Show to acclaim from visiting retailers, the AB collection prescribes a different approach – furniture with niche appeal that retains Kettle’s established values. The industrial-looking range is far removed from the traditional perception of Kettle Interiors’ furniture, but as the company’s Simon Ainge reveals, that is exactly the point. “We used the January Furniture Show to launch traditional-style oak in LG, a painted bedroom collection in DG and the AB collection,” he says. “All got a great response, but it has been feedback to the new AB collection that has been really interesting. “When we set about designing the range we wanted to stretch our appeal a little bit, find new ground and build loyalty among a new customer base, and it appears this is exactly what we have achieved. “Visitors – many of them possible customers – were really excited about the potential AB offers. It’s ideal for contemporary homes, and will look fantastic in large open-plan living spaces, where a sense of drama brings added texture to plain white walls and pale wood floors. “More than this, retailers with the right customer

base to make use of AB were also delighted to be able to benefit from our signature service. It seems that AB could be something of a seminal range for us here at Kettle Interiors.” With 17 different items, the range is hitting the ground running, offering striking dining furniture and a full complement of occasional items. The high board is a stand-out item, showcasing the aged oak effect used throughout the collection, and featuring impressive internal LED lighting. The same finish works well with the industrial-style metal frames and legs, striking a balance between the man-made and the natural. Grand, yet somehow understated, the AB collection boasts an expensive look but is priced competitively. Available through the supplier’s Wholesale, Stockist and Container channels, and supplied fast from UK stocks, the AB collection is available now, and Kettle is offering discounts on display packages. AB provides an opportunity for interiors retailers as yet unfamiliar with the supplier’s impressive service levels to give the company a try. T 01536 444960 E sales@kettleinteriorsagencies.com

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new www.seconique.co.uk 0121 506 4888

Milan 1+4 Dining Set and Cambourne Occasional

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JANUARY FURNITURE SHOW REVIEW British Heart Foundation

British Heart Foundation builds industry awareness The British Heart Foundation exhibited at the January Furniture Show for the first time this year, to spread the word about its work with the furniture industry. Furniture News caught up with the charity’s national stock generation manager Karen O’Donoghue to find out more ... Tell us about the British Heart Foundation (BHF), and the work it does with the furniture industry We are a national charity with over 175 furniture stores UK-wide, and we carry out over 15,000 furniture and other collections a week and have broad national reach. We are also very forwardthinking and are a broad minded-team, and will not readily say no to an offer of product unless there is a legal or Trading Standards reason why we cannot collect the items. The BHF has been working with the furniture industry on a local level since we set up our first BHF Furniture & Electrical store. Over the past five years we have created national partnerships with some of the UK’s leading retailers to promote our free and fast collection service to customers and consumers across the UK. We have helped to take celebrity sofas after photo shoots, clear out reusable items from hotels, work with waste contractors to divert all reuse items from clearance projects, as well as collecting thousands of furniture items from homes each year, thanks to our partners. Many of our partners have environmental policies and the work they do with the BHF can help towards their corporate social and environmental strategies, in terms of diversion away from the waste stream. For over 50 years the British Heart Foundation (BHF) has pioneered research that’s transformed the lives of people living with heart and circulatory conditions. The BHF’s work has been central to the discoveries of vital treatments that are changing the fight against heart disease. But so many people still need help. From babies born with life-threatening heart problems to the many mums, dads and grandparents who survive a heart attack and endure the daily battles of heart failure. Inside one of BHF’s furniture stores

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What were the charity’s aims for exhibiting at the show? Our main aims were to promote the many and

varied business-to-business partnerships we have at BHF Retail. As well as promoting the partnerships we have, we of course wanted to talk to other companies, to be able to generate more new partnerships to help both our BHF Furniture Stores and to also help the businesses we work with. Which companies in the industry do you already have a partnership with, and what do these partnerships entail? As a business development team, we work closely with the businesses we partner with to understand their needs first and foremost and to suggest ways we can support their business, increase footfall and/ or reduce their operating costs. We have partnerships with over 30 different companies in the furniture industry, such as DFS, M&S, Bensons for Beds, Multiyork, HSL and many more. The purpose of these partnerships is to offer a free service to their customers. For example, if you are buying a new bed to replace an older one and don’t know what to do with your old one, often you have limited choices such as pay your local authority to collect it – which usually ends up in the waste stream – give to family/friends or try to sell it. Many do not realise that BHF Furniture Stores offer a free and fast collection service UK-wide. Our partnerships with all these retailers promote our free and fast service to members of the public enabling them to have the items collected safely from inside their property usually on a day to suit them. We also have partnerships with businesses needing to find a new home for end-of-line or cancelled orde rs. This stock can be taking up valuable warehouse space, or they will incur a sizeable waste disposal cost – both are operating costs that businesses would happily not have to pay. What can companies within the industry do to help support the BHF? The BHF is always keen to generate more partnerships. If a business has stock they no longer require we would ask them to contact myself or my team to discuss how we can help them. For other businesses such as retailers who are not currently offering a free collection service to their customers and would like to, call us! For those smaller businesses, who currently offer a free service and don’t have an end market for the second-hand customer items, contact us as we can likely offer regular collections to free up your warehouse and tell you how your customers are helping to raise vital funds to help a national charity, whilst diverting thousands of tonnes of furniture away from the waste stream. W bhf.org.uk

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FURNISHER

Wedgwood Home, Blendworth

Devonshire, Prestigious Textiles

Wilkes bar globe, The Globe Company

“2015 was an extremely successful year for Blendworth (www.blendworth.co.uk), with a prominent launch of the ‘by Blendworth’ side of the business. It sees us collaborate with prestigious brands and artists, translating their designs into beautiful fabrics and wallcoverings. “Wedgwood Home Volume I, launched in September 2015 was the first collection in the series, reinterpreting Wedgwood’s key archival designs as a contemporary range of fabrics and wallcoverings. “2016 has put us on the map alongside other distinguished fabric houses and we only plan to build on this,” says Andrew Hancock, MD at Blendworth. 2016 is set to be an interesting year in Blendworth’s history, which will cement its status as a leading fabric house. The company’s latest collection, Mystical, has just launched and takes inspiration from the Romantic era, with trailing foliage printed

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on stiff linens, while impressionist influences can be seen in the abstract petal designs in a vibrant palette of berry, purple, sky blue and petal pinks. The second collaboration, Wedgwood Volume II by Blendworth, launches later in the year. Wedgwood Home by Blendworth is only one of the first By Blendworth collaborations with the second launching in 2017, which will see Blendworth work with a renowned British designer. An abundance of natural fibres and traditionally-woven backdrops means the Devonshire collection of jacquards from Prestigious Textiles (www.prestigious.co.uk) is imbued with both warmth and an inviting soft handle. Heading the collection is an embroidered Jacobean trail set on a twill ground, with flowing flowers and seedpods picked out in twists of satin rope. The same twill is also the backdrop for Honiton, with sprigs of blossom

in contrasting crewelwork, whilst a classic damask adds a balancing monochrome. The collection is completed by the smart Sidmouth woven stripe and a whirl of delicate scrolls. All five designs are presented in subtle, tasteful palettes of Willow, Paprika, Parchment, Sable and Chianti, together with an evocative Coastal medley. The Devonshire collection is available now through Prestigious Textiles’ network of retail stockists. Established in 1990, The Globe Company (01536 262634, www.theglobecompany. co.uk) offers one of the widest choices of cartographically accurate globe models available, from moderately-priced models to heirloom and designer pieces. Part of its collection is a unique range of hand-made bar globes, produced by the family-run Zoffoli company in Italy. Each is supplied with a certificate of authenticity

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DESIGNER Rob Scarlett Meets … Matthew James Arquette

meets ... Rob Scarlett

Matthew James Arquette, Mash + designs

Watt, Alpha Designs

Design underpins this industry, regardless of one’s place in the market. While creating something from nothing can appear to be the province of high-end European designers, the UK has a core of solid, hard-working creative professionals that keep the industry alive. In this exclusive series, Rob Scarlett of Scarlett Design UK goes in search of the unsung heroes of the industry to find out what makes them tick. This month, Rob meets Mash + designs’ Matt Arquette … On Matt Matt Arquette

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Now working between the UK and Asia, Matt Arquette studied at Worcester College of Art & Design before going on to study Furniture Design at UCE Birmingham Institute of Art and Design. Responsible for much of Thai manufacturer Diamond Sofas’ designs – currently available in the UK through Panacea Furniture – Matt enjoys independence, creative work and travel, and is grateful to work in a role in which he can combine these elements whilst achieving commercial success. E mattarquette@me.com

What was the most valuable part of your education? If we are talking about university, I learnt several key things that will remain with me – chiefly, self discipline, self learning and competition. A class full of people working with – and against – each other develops relationships and a competitive respect that I hold dear to this day. Today, I’m lucky enough to learn every day and compete against – and within – an entire market, on my subject. What was your first design job? I was incredibly fortunate to be selected from

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“

Rob Scarlett Meets … Matthew James Arquette DESIGNER

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If creative thinking was allowed a fair platform and to germinate, the UK furniture market would be a global leader”

my final major show at university to work as a design assistant for Pendragon Furniture, Christie Tyler, specialising in upholstered leather furniture. Sadly, the company no longer exists, but the memories, experience and people live on. Where have I heard your name before? In such a competitive environment it has served me well to maintain a low-key approach to what I do – chasing after credit and impressing myself on others doesn’t deliver the satisfaction I prefer. As this is the first publication I have appeared in, I’m quite sure some people within professional upholstery circles will be cognisant of this! What are you working on right now? At present I am working on the following: upholstery designs for the UK market; upholstery styles for the EU market; upholstery and cabinet ranges for China’s CIFF show; upholstery ranges for Singapore’s IFFS show; a children’s bed collection for the Asian market; bed ranges for China’s

domestic market; a new collection for CIFF Shanghai; a functional upholstery project inclusive of smart-use, intuitive elements; an upholstery recliner range for the US; and new briefs for a London-based online retailer. Also, I am working on continuing projects that include my research into new upholstery functionality and material utilisation, encompassing environmental and sustainable sources, and production automation within upholstery – and there is much more on the to-do list. I’m happiest when I’m working!

On design How do you mentally prepare yourself for work each day? I’ve never stopped thinking creatively. As a freelance designer you never know when and where the brief may come from, and you have to react – think fast and create smart – or you simply lose. Failure to do so is loss of project potential income and, most valuable of all, reputation. >>>

Halley, Alpha Designs

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•

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A blank sheet of paper can be daunting – what inspires you to fill it? I simply love blank space – I sprawl my imagination all over it, and sketch, create, bend, fold and manipulate shapes into anything I want. At the blank stage it belongs to me. The challenge is channelling that into realism – functionality, commerciality and profitability. We often compromise designs to make them commercial – how do you maintain your quality despite such pressures? Design and commerciality are my left and right – the tension between these is constant, and the adjudicators are cost and creation. As most of my projects are commercial, I have some great realities to restrain me, such as construction cost, size proportions, shipping, location of creation, material and function, and, most importantly, market aim – target and time restraints. Which area of your work do you enjoy the most – and the least? Creating under challenging conditions is what I enjoy most – designing, sketching, modelling, developing, realising shape, thinking with my pen. The least? Silence. My presentation enters the commercial machine and creativity has been translated to numerics. You may stumble upon your creation in store or online, and it feels like it has had a lonely walk into the competitive world.

“

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“Design and commerciality are my left and right – the tension between these is constant, and the adjudicators are cost and creation”

Describe one of your favourite designs, and explain why it inspires you The simple answer, without getting too deep and broad about it, is that I don’t have one – it’s simply good design that I find fascinating. I find it hard not to be inspired daily by some of the simplest things I see, that combine that right amount of shape, proportion, function and sensation. Which is your favourite designer retailer, and what is it doing right? I have so many – but I do have a soft spot for Roche Bobois. The forms are so complicatedly simple, their use of materials with proportions are superb, the fabrics and covers are incredible, and the store experience is casually creative. It’s always progressing, and never seems to have the complacency of conclusion.

On today’s furniture market Sum up today’s UK domestic furniture design in three words … More design required! Commercial design is creative communication with consumers, and

we deserve a more cultured experience! What aspects of it make you despair? And, conversely, hopeful? Despair is a strong word, but underappreciated, boxed-up in-house designers. It’s too easy to clip the wings of creativity – designers need wholesome global grazing, in my opinion. Many a well-scored idea/concept has come off a Costa coffee napkin! Mostly, I despair at blocked-out talent – those designers not granted the simple opportunity or audience to share with decisionmakers their ideas, their observations, their perspective, or their thinking. I’m hopeful that, with the ever-increasing speed and quality of technology and communications, creatives, designers, designs and ideas will reach consumers directly. Ideas and quality product of every value will be offered efficiently to the consumers and delivered as a sustainable, environmentallyhealthy solution. Do you feel that the industry adequately supports designers? No! There is simply not enough furniture >>>

Diamond sofa, Diamond Sofas

Diamond chair, Diamond Sofas

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Diamond table, Diamond Sofas

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DESIGNER Rob Scarlett Meets … Matthew James Arquette

design education in the UK, and there are certainly not enough opportunities within the industry. Today’s furniture market in general is seriously lacking the ability to become an appealing, exciting subject, and for those that are passionate to create furniture, corporate/industrial opportunities and placements are not available. Just take a minute to look at your environment right now – I’m quite certain you are either using or are near furniture. Now tell me who designed it. You might know where it was bought, but what was the source? It’s a disappointing fact, but furniture designers are not commonly acknowledged.

“

What’s the last design that really caught your eye? Poltrona Frau at the Milan show. Their simplicity and detailing was mesmerising. This year the cover combinations and stitch

Orator, Violino

“As a freelance designer you never know when and where the brief may come from, and you have to react – think fast and create smart – or you simply lose”

detailing were typically excellent, working traditional deep buttoning and crisp new lines together. As a range, the collection was dynamic and well tiered. What’s the future of furniture design? Materials – ‘smart’ ones! In general, furniture design needs to up its game in terms of material usage and create smarter alternatives. Whether this is interactive finishes, intelligent movement or joinery or environmental alternatives, we need to apply some forward thinking and pick up the pace a little.

On the industry Which industry event or platform gives a designer the best step up? I’d like to have more information on any such event … What design website do you visit most often? These days Pinterest is great to feed the imagination. I can lose myself for hours, forget what I went in for, and come out with

a whole new perspective! What’s the biggest challenge you face? Time – there’s simply never enough of it to do what I want within it. Too many ideas! How do you think the industry views designers? Unfortunately, as surplus to requirement and not the tangible asset they are. If creative thinking was allowed a fair platform and to germinate, the UK furniture market would be a global leader. What advice would you give to young designers just starting out in the industry? Learn all you possibly can about your subject. Reality, for a designer, can be unforgiving, so understanding the business in your intended market, competition and directions, is as essential as understanding the cost and creation of your design. Designing is communicating and creating, your expression is an opinion – know your value, and value all others. Communication, collaboration, creation, cost, compromise, construction and commercialisation

Rob reﬂects … “‘Design and commerciality are my left and right – the tension between these is constant, and the adjudicators are cost and creation.’ “I found that interview fascinating. Matt articulates the reality of being a designer excellently and he seems like he’s found a healthy balance between exercising his creative muscles and maintaining that all-important commerciality. It’s very important to understand that you’re not designing for yourself in this industry, you have to keep your head up and eyes and ears open. Gauging the mood of the industry is tricky, but integral to success. “‘Communication, collaboration, creation, cost, compromise, construction and commercialisation.’ It takes a young

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designer a long time to get this, and I was no exception. Accepting the reality of mid-market development is difficult, understanding your role in the process is slow, and putting your ego to one side even more so. In fact, I believe that the evolution of a designer is constant (or at least should be) – as we come into contact with new clients and product briefs, each new piece of work affects us and helps to inform the next piece. “The developmental growth of a designer is largely an outcome of the faith invested in them by an employer. Seen as a luxury in many circles, I completely agree with Matt that further investment in design would reap benefits for the UK market globally. I would really love to

see more companies like Ercol and Tetrad taking their products to Cologne and the wider market, because I believe the UK has something great to offer!” Scarlett Design was established in early 2010 by British designer Rob Scarlett, who began his career when he was named the 2003 Young Designer of the Year. Subsequently, Rob has played a key role in the design teams of some of the best-known brands and businesses in the UK furniture industry, including Willis & Gambier, Nathan Furniture, Mark Webster, Yinihome and Skano. He has also enjoyed success with ranges launched through UK retailers such as Heal’s, Marks & Spencer, Furniture Village and John Lewis. W scarlettdesignuk.com

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END OF LINE SECONDS RETURNS

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 MFA.BID

EX-DISPLAY OLD STOCK PROTOTYPES

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DESIGNER In Design – Melanie Brooks

Textile designer Melanie Brooks’ Sit & Play Cooker combines function and fun, being both a children’s chair and a fun and educational item for play.

In Design: Sit & Play Cooker, Melanie Brooks “I aim to create fun and commercial yet clever designs that never compromise on quality”

Training: Melanie studied Fashion and Textile Design with Business Studies at the University of Brighton. She has also taken a traditional upholstery course at the Upholstery Skills Centre in Stapleford Abbotts. Achievements: Melanie spent 13 years as a women’s knitwear designer working for labels such as Nicole Farhi, Ghost and Marks & Spencer before pursuing her love of textiles. She received a pass with distinction from the Association of Master Upholsterers and was a finalist in the national Heico Design Competition. E melbrooks1@hotmail.co.uk

“When given a small chair and a brief to be as creative as possible, I knew I wanted to design a children’s chair with a twist”

“The chair is upholstered in brightlycoloured vinyl for fun and practicality”

“I was inspired by my daughter’s wooden toy cooker and the chair being child size in proportion – I wanted to create a chair that my children could both sit and play on”

“The chair has turning cooker knobs and moving clock hands to make it educational, plus removable and magnetic soft vinyl utensils”

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Deale

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SWS Import is expanding and we have a vacancy for a sales person who is a car owner. This position will be mainly office based and involve a certain amount of basic computer knowledge, but also involve visits to existing and potential customers within a local area to sell SWS products on a regular basis. The ideal candidate will have a smart appearance, be computer literate and be hungry to maintain and develop the current customer base. This is a great opportunity for someone looking for a career with a tight team of hard working individuals, and the rewards for the right candidate will include a basic salary, expenses and commission based incentives.

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22/02/2016 12:16

AGENT REQUIRED FOR MIDLANDS AREA

Core Products are one of the countries leading suppliers of ﬂat packed cabinet furniture. From our base in Perth, Scotland we offer a vast array of Furniture, shelving & Storage products to the trade. Over 100,000 items of stock ensure quick delivery with no minimum order requirements which can be delivered either to store or direct to the retailers customer. The company was founded nearly thirty years ago, one of our agents has been with us over 20 years, the newest member of our team over 5 years. Due to retirement and reorganisation a rare AGENT opportunity for the MIDLANDS area has arisen. Experience is immaterial, however an enthusiasm to provide great service to all our customers is essential along with a desire to sell furniture to value driven trade customers. An understanding of cabinet furniture, an appreciation of ﬂat packed furniture in particular and an open minded attitude towards all types of customer opportunities is needed. Along with maintaining our existing customer base, developing new business is essential as is the intent to become a valued long term member of our team.

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LAST WORD Asif Ayub

Asif Ayub MD, Matza Matza is a family-run business with a passion for making great quality, design-led mattresses, beds and upholstered bedsets.

How did you enter the trade? My parents had set up a business as upholsterers and my mum used to take me to work with her. My dad ran all aspects of the business while she did all the tailoring. You could say it was in my blood!

I was designing and had been working on but were willing to pay for them! It kind of qualifies my work over the last few years and allays any doubts I had that I had fantastic product. An added bonus was the additional jobs created along the way.

Who is your inspiration? My parents. My mum used to give me fabrics to play with along with a pair of scissors. Even as a young child the different colours and textures were fascinating to me. My father’s company, Highgate, was my inspiration in later years.

Describe a typical working day I ‘walk the factory’ every morning, checking processes and quality and that everything is running smoothly, chatting with my employees along the way. My office work consists of sourcing fabrics and checking trends – I’m always looking for inspiration for new designs. My day also involves product developing and designing, making up samples for buyers to look at.

What has been your career high point? Turning a massively negative situation, both financially and otherwise, into a positive profit-making company. ... and low point? When Sleepmode – the company I was the MD of before Matza – ceased trading. The recession was having a massive effect throughout all industries and Sleepmode didn’t escape unfortunately. A couple of our big accounts had been struggling for a while and we tried to support them, working with them as far as we could, however they eventually went into liquidation and this had a massive financial impact on us as a company. I had to make the decision to cease trading. Laying off employees and letting down some of our suppliers was one of the toughest things I’ve had to do. … and the turning point? Realising people not only liked the products

If you had to start over, you’d probably pursue which career? Definitely fashion and design, possibly the manufacturing aspect of it. What date on the business calendar do you most look forward to? The Milan and Paris shows are a definite highlight for me. They’re a pretty good indication of what customers are going to be looking for in the UK a couple of years down the line and they have some amazing designs. What is the most important issue affecting your business right now? The supply chain. It’s ruthless – there’s no trust any more. I think the credit crunch has had a wide impact and no-one dares give an inch. Gone are the days of business done on a handshake.

“Laying off employees and letting down some of our suppliers was one of the toughest things I’ve had to do”

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“The supply chain is ruthless. Gone are the days of business done on a handshake” What company do you most look up to? B & B Italia – their products, their manufacturing, their marketing – I can’t fault them. What would you most like to change about yourself? I’d love to be more organised. The creative side in me dictates otherwise however, and my focus can change in an instant, much to the chagrin of those with whom I work closely! What do you enjoy most about working in the trade? The interaction with both my employees and clients. I enjoy the cut and thrust of the day-to-day goings on at work as well as the designing and developing side with our customers. Finally, if you could share one piece of advice, what would it be? Always maintain belief in yourself – you’re the only obstacle to your own success!

Career digest 1996 – Product developer, Highgate Beds 2001 – Marketing director, Highgate Beds 2006 – MD, Sleepmode 2012 – MD, Matza 2014 – CEO, Matza

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Quickfire Books or Movies? Movies – easier to chill out and relax watching a movie, and less brain-taxing than a book Sweet or savoury? Sweet – no contest! I’ve always had a sweet tooth Classic or modern? Classic every time! They’re timeless and unlike modern, aren’t based on trends so never go out of fashion

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