Furniture News #331

This month: Classic’s range refinement French-style interiors modernised Inside Carpetright’s Croydon store

The essential guide to the UK domestic furniture and furnishings trade

October 2016

www.furniturenews.net

Portland, Classic Furniture

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The Carpet Specialists

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R "With both retailers and suppliers upping their game in order to effectively appeal to the ever-changing consumer, it’s important to keep up with the race and not get left behind"

Comment Last month, I interviewed unique French interiors retailer The French Bedroom Company, which sells classic French furniture with a contemporary twist. Along with the company's original approach to design, something that particularly stood out to me was the views of the founder, Georgia Metcalfe, on just how far both physical and online retail have come in the 10 years it has been trading, and how the business seeks to find new ways to target its customers.

As Georgia said, “The way people shop is changing – there’s a revolution going on out there,” and I couldn’t agree more. It is the responsibility of all levels of the supply chain to stay ahead of evolving consumer habits and needs and develop accordingly, all the while remaining relevant and engaging. Retailers and manufacturers alike are now doing this in increasingly creative and original ways.

Take the launch of Made.com’s innovative live window display, for instance. By transforming the window of its Soho showroom to replicate the average one-bed apartment – and inviting customers to stay the night – the retailer is communicating directly with the consumer not only on a human level, but in a modern and unique way.

The opening of Ikea’s Order and Collection Point in Westfield Stratford City is another prime example of this. It provides a convenient opportunity for the busy customer to see a sample of the retailer’s offering in a central location with easy access by public transport without having to travel to the larger, out-of-town

sites. Items can be ordered from the online range for home delivery or for delivery to the collection point – ideal for the demands of today’s consumer.

In a slightly different arena, German bedroom furniture manufacturer Rauch has proved that it is just as important for suppliers to keep up with today’s trends with the introduction of its augmented reality app. Helping customers to decide upon a purchase by electronically visualising how the furniture will fit into their homes is an ideal way to appeal to the present-day consumer.

With both retailers and suppliers upping their game in order to effectively appeal to the ever-changing consumer, it’s important to keep up with the race and not get left behind. As easy as it is to forget amongst the economic and digital shake-ups that retail has experienced over recent years, as Georgia aptly says: “Listening to the customer has always been key to growth.”

Victoria Noakes Victoria Noakes, deputy editor T 01424 776105 E victoria@gearingmediagroup.com Twitter @Victoria_FNmag

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CONTENTS

INFORMATION This month: Classic’s range refinement French-style interiors modernised Inside Carpetright’s Croydon store

The essential guide to the UK domestic furniture and furnishings trade

October 2016

www.furniturenews.net

Portland, Classic Furniture

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The Portland range from Classic Furniture (www. welcome.classic-furniture. 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

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Partner Comment

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News

Jackie Bazeley, the MD of the British Furniture Manufacturers Association, discusses selling British, postBrexit

16 Interviews

Victoria Noakes speaks to Georgia Metcalfe, founder of French boutique retailer The French Bedroom Company, plus Soak&Sleep features in this month’s Clickthrough Q&A

Karyn Limond (110)

26 Events

Featuring reviews of IFHS, Autumn Fair, Top Drawer and Long Point, and previews of Brussels Furniture Fair and IFFS, plus High Point Market stars in our Fair Comment article

52 Resources

Kevin Cundiff, the vice-president of retail for Fortegra, discusses selling to Millenials

54 Profiles

Including updates from Classic Furniture, Jual, Kettle and Westbridge

Charles Hunt (18) Carpetright (100)

Production assistant Stephanie Reading stephanie@gearingmediagroup.com Copy administrator Steve Merrick 01424 776108 production@gearingmediagroup.com Proofreader Keith Fitz-Hugh Editorial director John Legg 01424 776104 john@gearingmediagroup.com 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

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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

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CONTRIBUTORS

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Jackie Bazeley Jackie is the MD of the British Furniture Manufacturers Association (BFM)

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Kevin Cundiff Kevin is the vice-president of retail for Fortegra, a singlesource insurance company

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Long Point (46)

62 Beds & Bedroom

Ashley Grigg Ashley is the manager of communications at High Point Market Authority

74 Dining Room 80 Living Room 86 Trade Services

A dedicated round-up of industry service providers Georgia Metcalfe (16)

100 On Location

Furniture News takes a sneak-peak inside Carpetright’s Croydon store to discover more about the business’ rebrand

106 Designer

Celebrating the work of designer Samuel Chan, and Karyn Limond is profiled in our In Design section

112 Last Word Samuel Chan (106)

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David Harris, MD at Kobe UK, answers Furniture News’ questions about his career history and work and life philosophy

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PARTNER COMMENT

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

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Selling British, post-Brexit “Since the vote – and with the exchange rate as is – there has never been a better time to consider exporting and flying the union flag”

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

The BFM has long flown the flag for British furniture – and, in the wake of the Brexit decision, shouting about the heritage and craftsmanship that goes into making it has never been more important.

Since the vote – and with the exchange rate as is – there has never been a better time to consider exporting and flying the union flag. We are not talking about Europe alone – companies should consider America, the UAE, and India, which is establishing itself as a country that desires UK-quality products.

That’s why the BFM is currently looking to build on the success of, and increase participation in, its Great British Furniture (GBF) campaign – opening it up from the domestic market to the contract and office markets.

Over the past seven years, the GBF campaign has reminded consumers, retailers, contract specifiers, architects and a wider international audience of the benefits of buying British. With goods from all around the globe available in retail stores across the country, it’s important to remember why, when it comes to furniture, British is best.

The sector is an amazing, diverse industry that makes products to suit any age, generation, budget or taste. There are many benefits to buying British – in-depth choice, beautiful designs, exceptional craftsmanship and standards, but most importantly it boosts the economy and provides jobs across the nation.

Many UK companies continue to thrive because retailers know that dealing with a British company has many advantages – especially when it comes to service issues.

To date, around £250,000 has been spent on promotion and advertising – the focus of the latest review has been on updating and improving the PoS and marketing materials.

The campaign has seen around 2000 retailers – from as far afield as Argentina – sign up in support, as well as a number of high-profile names, to advocate British-made furniture with easily-identifiable PoS material.

Retailers stocking GBF member manufacturers’ products can receive a brand pack on request that they can print onto promotional material, or use as PoS on their website for the products associated with manufacturers in the scheme. The BFM also has a retailer directory, which provides a list of details of retailers stocking ‘Great British Furniture’.

Participants have access to the newly-designed toolkit, providing swing tags, banners for the web and ready-to-print logos and graphics which can be used on all printed material from late 2016 to early 2017.

Only BFM members that produce 75% or more of their products in the UK can join the campaign – for more information, contact Mike Dimond on MikeDimond@bfm.org. uk, or 01494 569124.

Jackie Bazeley is the MD of the British Furniture Manufacturers Association (BFM, www.bfm.org.uk), a non-profit-making industry organisation run by members for members, providing information on a range of industry topics including employment law, export, health, safety and the environment, commodity pricing and preferential purchasing.

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NEWS Retail

Profits down but furniture sales up at John Lewis John Lewis delivered gross sales of £2.02b for the HY ended 30th July – up 4.5%, with LFL sales growth of 3.1%, ahead of its more critical sales and profit-driving second half.

Despite growing sales, operating profit fell by 31.2% to £32.4m, with more than half of this decline due to transitioning costs in the retailer’s distribution network, reflecting, reports John Lewis, the continued shift to online and a market dynamic of competitive pricing. Indeed, the Magna Park fulfilment centre opened last month – part of a £150m investment in the supply chain.

“Across our product areas, we increased gross sales and market share and invested in our in-house design capability to build our unique combination of own-brand collections and the best brands on the high street,” reports the retailer.

Home sales were up 3.7%, as John Lewis continues to build towards a £1b own-brand business in the category. Sales were driven by furniture, up 6.8%, with beds up 13.7%. Outdoor living had a record half, up 14%. The roll-out of West Elm continued, and the retail concession is now present in seven stores. This year, John Lewis will open new stores in Leeds and Chelmsford.

Online sales represented 34.5% of total merchandise sales, up from 30.6% last year.

Carpetright fitters endorsed by Which?

Carpetright’s fitting service has been endorsed by Which? Trusted Traders. Having passed the Which?

Trusted Traders assessment, Carpetright’s fitting service now carries the Which? Trusted Traders Approved Service endorsement.

Carpetright works with over 2000 fitters across the UK and the Republic of Ireland. Fitters on the new scheme will now undergo an assessment

by Which? Trusted Traders. Carpetright’s fitters will display the endorsement logo on their new uniforms, communicating that they are part of Carpetright’s endorsed fitting service and giving customers that added reassurance.

Raj Kakar-Clayton, MD of Which? Trusted Traders, comments: “Carpetright is a great example of a business going above and beyond customer expectation.”

Dunelm announces end-of-year results Dunelm Group has announced its preliminary results for the 52 weeks to 2nd July 2016. The retailer reports in-store like-for-like growth of 1%, and 23.2% growth in home delivery sales, which now accounts for 7% of total revenue.

There were six new openings in the year, including two relocations, increasing the retailer’s footprint to 152 stores, with nine more contractually committed.

Dunelm opened a new warehouse in Stoke, doubling capacity and providing cost reduction opportunities, and reduced stockholding by £16.5m (12.4%) through improved retail disciplines.

John Browett, chief executive, comments: “My

first year as chief executive has been extremely busy and we’re working hard on initiatives across the business. Not least, we are investing in our stores to make them much easier to shop, whilst making sure our vast range of product maintains the value for money proposition which lies at the very heart of the Dunelm offer.

“We continue to outperform the homewares market, and despite potential challenges to the economy over the coming months and the dampening effect on footfall of recent hot weather, we believe that Dunelm’s competitive position can come into its own, and are confident of continuing to deliver our growth ambitions.”

M&S signals 525 job cuts at head office Marks & Spencer has announced that it will be entering into consultation with its employees with regards to proposals to cut around 525 jobs at its UK head office, and reduce the number of roles across IT and Logistics permanently based in central London by around 400.

The retailer has said that it expects the savings to amount to around 1% of its total UK cost base,

and that there would be a non-underlying cost of around £15m, which includes the changes to the senior management team which have already taken place.

Steve Rowe, M&S CEO, says: “M&S has to become a simpler and more effective organisation if we are to deliver our plans to recover and grow our business.”

Sainsbury’s completes acquisition of Argos and Habitat owner Supermarket chain Sainsbury’s has finally completed its acquisition of Home Retail Group, the owner of Argos and Habitat. Mike Coupe, chief executive of Sainsbury’s, comments: “We are delighted our acquisition of Home Retail Group is now complete.

“The combination of Sainsbury’s and Home Retail Group creates one of the UK’s largest food and non-food retailers, offering customers over 90,000 products in over 2000 stores and across market-leading digital channels, employing 195,000 colleagues across the UK and Ireland.”

John Rogers, chief executive of Sainsbury’s Argos, adds: “The way people shop is changing – customers expect choice, convenience, flexibility, fast delivery and to shop whenever and wherever they want.

“I am excited about leading the newly-formed Sainsbury’s Argos management team. Our customers will benefit from great quality products and services and fast delivery networks, so whether customers want home delivery, Click & Collect or to visit our stores, we will make it easy and convenient for them.”

sofa.com launches in Glasgow Sofa.com has opened a showroom on St Vincent Crescent, Finnieston, Glasgow, having transformed an antiques auction house. The largest showroom to date is also the first to house the brand’s full range. Linda Ormrod, retail operations director, says: “We are thrilled to add Glasgow to our expanding portfolio of showrooms, and this outlet offers the ideal canvas for us to showcase our collections.”

Cookes raises over £1000 for charity Sutton Coldfield residents attended an afternoon tea event at Cookes Furniture to raise more than £1300 for a local cancer charity, which also marked its 20th anniversary at the event. The Midlands store staff invited the local community to join them in-store at Edward’s Restaurant in September to raise money for Breast Friends, a cancer support charity in Sutton Coldfield.

Steinhoff reports steady retail growth in the UK Steinhoff International has published its unaudited results for the 12 months ended 30th June. The integrated household goods segment alone increased total revenue by 10% to €8.4b, with operating profit increasing by 14% to €1.1b – an improved margin which, reports the group, can be attributed to the continued growth in scale of the retail operation, “combined with its vertical integration capability and synergies resulting from its central logistics and sourcing divisions”.

In the UK homewares market, Steinhoff owns retail brands Harveys and Bensons for Beds, plus trade brands including Slumberland, Myer’s, Dunlopillo and Relyon. UK revenue grew by 14%, whilst operating profits on household goods rose by 5%, and operating margin by 8.7%.

“The UK operations generated revenue growth of 14% to €747m,” reads the report. “This includes the contribution from the net 16 new stores opened during the year, and growth of 8% in LFL terms.

“This performance can be attributed to a solid British bedding market, combined with the longterm strategy of optimising and reducing the size of the store estate. The refurbishment of the store estate continued, with 78 stores refurbished during the period, bringing the total number of refurbished stores to 81% of the total store estate.

In addition, the Harveys brand was refreshed, and the re-zoning of store interiors has proven to resonate positively with customers.”

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Telling Textile Stories SETTING Frankfurt am Main, Exhibition Centre. Over 2,850 exhibitors from all over the world with new ideas for textile interior design.

PLOT A unique opportunity to discover, feel and order home and contract textiles, and to find out at first hand where the industry is heading.

YOUR ROLE Writing your personal success story at Heimtextil. Discussing the latest industry themes with other experts. Going on a voyage of discovery at the Heimtextil Theme Park EXPLORATIONS and investigating fascinating textures and patterns. Be inspired by our exhibitors and the trends 2017/2018.

For further details and tickets visit heimtextil.messefrankfurt.com info@uk.messefrankfurt.com, Tel. +44 (0) 14 83 48 39 83

10 – 13. 1. 2017 Tuesday – Friday

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NEWS Events

Recognising the industry’s champions The Furniture Awards – the January Furniture Show’s annual awards scheme, developed in partnership with Furniture News magazine – will return in a revised format at the 2017 event.

The awards are co-ordinated and chaired by Paul Farley, editor of Furniture News magazine, and the 2017 judging panel comprises a mix of new and returning judges: Malcolm Walker, director of buying for Furniture Village; Diana Celella, awardwinning interior designer and president elect of SBID; Rob Scarlett, furniture designer; and Royce Clark, MD of Grampian Furnishers.

As before, each show exhibitor will be permitted to enter one new product or range via the event website for consideration. The most promising entries will be shortlisted ahead of the show, and celebrated and inspected on site, before the winners are announced on the first day of the show (Sunday 22nd January).

“The Furniture Awards grow in stature and popularity each year,” says programme coordinator and judging panel chair Paul Farley.

“We expect the changes made for this edition to encourage even greater participation, and to grant the winners – and their stockists – the opportunity to leverage more promotional activity.”

The first development affects the entry categories – these are now defined by product sector rather than price bracket. Entries within Bedroom, Dining, Living and Decor categories will be assessed through criteria such as value, quality and marketability.

“At the outset, the price categories were intended to ensure inclusiveness, but the system did result in some odd groupings,” says Paul. “The new categories ensure that every entry has a chance to shine regardless of price point, and the judges will be able to assess each in the context

of its place of use.” The next change concerns the award recipient – now the supplier rather than the product or range itself will be recognised.

“Although the judges will assess the product entered, it’s the exhibitor itself that will be named the winner of the 2017 award, and they will be helped and encouraged to use the branding across their retail PoS and beyond,” explains Paul.

The online entry form can be accessed at www. januaryfurnitureshow.com/the-furniture-awards.

Looking ahead to Malaysia’s MIFF The Malaysian International Furniture Fair (MIFF) is looking ahead to its 24th edition next March, with exhibitors taking the opportunity to set up a stronger presence ahead of the show’s expansion in 2018. MIFF 2017 will take place at Putra World Trade Centre (PWTC) and Matrade Exhibition and Convention Centre (MECC). In 2018, the show is set to grow by 25% to 100,000m2 at the new Malaysia

International Trade and Exhibition Centre (MITEC) and PWTC. Exhibitors in 2017 will enjoy exclusive privileges to display at MITEC in 2018.

“Based on the pace of rebookings and feedback, MIFF 2017 marks a vigorous push by exhibitors to widen their network of buyers and showcase their products because many of them want more space in 2018,” says Karen Goi, MIFF’s general manager.

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In good company Andrews Air Conditioning recently commissioned a study of 2000 people to discover what the public and their partners dislike about shopping trips. Despite the top irritations being crowds and long queues, it seems sales staff tread a fine line with customers – not being able to find a member of staff slightly ahead of being pounced on upon entry to the store.

Infographic created by wholesaler Manchester Furniture Supplies (www.manchesterfurnituresupplies.co.uk)

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27th and 28th - February Chelsea FC, Stamford Bridge, LONDON

Over 30 exhibitors from Belgium, Italy, Spain, Turkey and the UK, showing a wide variety of fabrics for upholstery, beds and soft furnishings including, jacquards, wools, tweeds, silks, velvets, chenilles, cottons and linens, as well as backing fabrics and FR coatings.

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For information and to register your attendance to: www.bfm.org.uk/londonfabric contact Mike Dimond by email to: mikedimond@bfm.org.uk

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NEWS Industry

NBF launches Introduction to Beds course The National Bed Federation (NBF) has launched a course to provide background for anyone joining the industry. Hosted within its online Sleep Council Sales Academy (SCSA) programme, the new course works as a standalone introduction to the industry.

It has been designed for individuals new to the scene, either in retail or manufacturing, working in sales, buying, customer services or production.

Introduction to Beds will provide key information and learnings about the UK bed market facts and figures, relevant legislation, product guidance and a glossary of industry terminology, knowledge on major brands and the NBF Code of Practice.

To encourage maximum take-up, the module is being offered free to retailers until the end of the year, and is also free to all NBF member companies.

NBF marketing manager, Simon Williams, says: “Typically, the Sleep Council Sales Academy course is aimed at those in sales roles, but the NBF recognised that anyone working in the bed sector also needs to have a basic understanding of the marketplace to operate more effectively and productively, as we continue to raise standards and promote excellence within our industry.

“The beauty of this course is it can be accessed anywhere online using either your PC, tablet or mobile. Delegates signing up can download the Sleep Hub app to track learning progress and complete the course remotely. We’ve worked hard to develop an interesting learning programme and Introduction to Beds includes videos and various downloads to help achieve this.”

BFM develops training course Two new courses, designed to help furniture companies identify suitable job opportunities for the less able, have been developed following a twoyear international project.

Supported in the UK by British Furniture Manufacturers (BFM), the Working Tri-21 project set out to discover how people with disabilities – primarily those with Down’s syndrome (Trisomy 21) – could be more easily integrated into jobs across the furniture sector.

Jackie Bazeley, MD of the BFM, says: “The Tri21 project was vital in understanding how the furniture industry can embrace and train less able individuals to work within the sector and prevent them dropping out of working life. It was also a great way of learning how we can ensure that those with a disability can feel valued in society and how the furniture industry can increase their social inclusion.”

At a knowledge-sharing event held by the BFM, delegates heard that as a result of the study a traffic light system had been developed to analyse the skills, capacity and knowledge needed in various job positions within the sector and help employers identify suitable job roles for less able people.

Charity cyclists set off to Bordeaux Last month, members of The Furniture Makers’ Company set off on a six-day, 450-mile cycle ride to Bordeaux, with the aim of raising £50,000 for the charity. Friends and family of the 22 London to Bordeaux cyclists were joined by Sheriff of London Dr Christine Rigden and Alderman Michael Mainelli for a breakfast at Guildhall, London, before the team’s departure.

The fundraiser was organised by Ben Burbidge, master of the company, who says: “The support we’ve received has been overwhelming and we would like to thank everyone who has sponsored us.”

Lord Kirkham appointed charity president

Lord Kirkham CVO has been appointed as the new charity president of The Furniture Makers’ Company. Lord Kirkham, who founded DFS in 1969, takes over the position from Tony Attard OBE, who has acted as president since 2009.

Lord Kirkham comments: “I am absolutely delighted and honoured to have been invited by The Furniture Makers’ Company to take on the role of charity president to help promote craftsmanship, educate young people, assist those who have fallen on hard times and work to preserve the past of our great industry and assure and safeguard the future.”

More consumers protected by ombudsman The Furniture Ombudsman’s pool of retail members grew by 13.5% in 2015, and a total of 3968 disputes were managed.Some of the product categories disputes were filed under include upholstery (56%), cabinetry and beds (21%), and kitchens (products and installations, 16%).

97.8% of cases were resolved or closed as a result of the conciliation process. In 2.2% of the cases the ombudsman team had to make a decision.

The Furniture Ombudsman’s pool of members extends to over 8000 stores across the UK. Kevin Grix, CEO and chief ombudsman, says: “Although we saw an increase in furniture complaints in 2015, the number of retailers that joined our scheme went up as well. We also rolled out more accredited training in 2015 than the previous year, so we are confident that we are supporting our members to raise standards and better serve consumers.”

Livery company welcomes new freemen The Furniture Makers’ Company, the furnishing industry’s charity and a City of London livery company, has welcomed four new freemen: Shakeel Baig, corporate director for adjustable bed manufacturer Bodyease; Robert Cooksey, a senior lecturer at Wolverhampton University in the School of Art; Karen Fairhurst, head of human resources and executive assistant at contract fabric business Panaz; and William Knight, show director for exhibitions 100% Design and Clerkenwell Design Week, organised by Media10.

NBF names bed industry champions The five winners of this year’ National Bed Federation (NBF) Bed Industry Awards have been announced. Now in their sixth year, the awards recognise the companies considered best in class over the past 12 months.

The winners were: Kaymed UK (Bed Manufacturer of the Year); Vitafoam (Bed Component Supplier of the Year; Mattress Online (Bed Retailer of the Year with over £5m in beds turnover); Sussex Beds (Bed Retailer of the Year with under £5m of beds turnover; and Dreams (The Judges Choice award).

The winners were chosen from a bumper crop

of entries by an independent panel of judges consisting of editors from the industry’s trade journals (Keely Portway, Cabinet Maker; Richard de Melim, Furnishing Report; Paul Farley, Furniture News; and Andrew Kidd, Interiors Monthly) along with Bernard Eaton, MD of Greenwood Retail.

The awards were presented by comedian Marcus Brigstocke at the Bed Show’s Gala Dinner at Telford International Centre last night.

NBF president Ebrahim Patel comments: “Once again the awards demonstrate that the bedding industry has some brilliant companies doing very brilliant things – and it’s great to be a part of that.”

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NEWS Supplier

Alpha appoints sales director Alpha Designs Upholstery has appointed Barry Webb to the position of sales director. Previously a sales manager for the likes of Furniture Origins, Sofa Brands International and Christie Tyler, Barry brings a wealth of experience to the role.

He says: “I’m over the moon to be returning to the upholstery industry, and I’m excited to be working with a young, growing family business, and looking forward to playing a part in its growth.”

Alpha creates comfortable yet fashionable contemporary upholstery. Charlotte Floate, who is responsible for the company’s marketing and fabric selection, comments: “Constantino [Xydhias, company founder and Charlotte’s partner] and I are delighted that Barry has accepted the appointment, and believe that we can gain greatly as a business from his industry background.”

Company buys majority in Ashley Manor owner DM Midlands Group, the owner of Ashley Manor, Alexander & James and AMX Design, is entering into a joint venture partnership with the Thailand Carpet Manufacturing Company PLC (TCMC).

The sale – of a majority stakeholding for an undisclosed sum – marks the beginning of a new era for the group, owned by David Lee and Mark Smith, which has reported a third record-breaking year.

The joint venture is set to strengthen areas such as sourcing, manufacturing and production capabilities, quality assurance, control and efficiency, providing added benefits to the company’s UK customer base.

David and Mark remain as MD and design director respectively, with the team’s day-to-day operations “unaffected”.

David Lee, MD and co-founder of DM Midlands, adds: “The partnership with TCMC is a great fit for us and both parties share the same values and similar cultures and means genuine long term investment and expansion which is great news for all those associated with us.”

AIS announces award winners Buying group Associated Independent Stores (AIS) has announced its annual award winners, which were recognised at the group’s furniture and furnishing accessories show last month.

The Supplier of the Year award, voted for solely

by AIS members, went to: German manufacturer Himolla (upholstery merchandise category), with Alstons in second place and Poland’s Primavera in third; and Venjakob (cabinet category), with Baker Furniture in second and Denmark’s Unique Furniture third; The 2016 Gold Standard award winners were: Alstons, Ashley Manor, Ashwood Designs, Celebrity, Daro, Duresta, G-Plan Upholstery, Himolla, Parker Knoll, Primavera and Tetrad (upholstery); and Actona, Alf Uno Spa, Andrena, Baker Furniture, Jual Furnishings, TCH Furniture, UK-CF, Unique

Furniture, Value Mark and Venjakob (cabinet).

The Member of the Year award denotes supplier recognition of the way in which retail members merchandise their stores and the manner in which they conduct their operations. For the second year running, Stokers Group picked up the member of the year, Glasswells based in East Anglia came second and Sterling Furniture in Scotland came third.

Roomes of Upminster won the member of the year award in the single store category, with Arighi Bianchi of Macclesfield coming a close second and the recently-refurbished Barkers Home Store in Northallerton third.

In the smaller turnover group, Ena Shaw in St Helens topped the list, ahead of Eyres of Chesterfield and Woods Furniture of Dorchester.

New sofa gallery at Christopher Pratts Collins and Hayes has installed a new brand gallery at Christopher Pratts in Leeds. The gallery features 12 models in all, featuring 10 new designs. The upholstery manufacturer’s creative and marketing executive, Kate Delany, comments: “New PoS material has been designed to assist the customer and inform them of the brand’s quality, craftsmanship and USPs.”

Rauch introduces AR app German bedroom furniture manufacturer Rauch has developed a Configurator app, which employs augmented reality (AR) technology to help customers decide upon a purchase by electronically visualising how the furniture will fit into their homes. According to Rauch, these apps are particularly useful for furniture offering various configuration options, such as the 20up wardrobe system.

Sealy launches worldwide sleep study Worries over Brexit are keeping many awake at night, according to new research from Sealy UK. The study, which questioned 1000 people from across the country, reveals that 21% have recently experienced disturbed sleep as a result of worries over job security, fears over economic uncertainty (19%) and the threat of impending recession (14%).

Meanwhile, July’s above-average temperatures

also wreaked havoc on sleep quality, with more than half of people (62%) struggling to sleep as a result of the heatwave.

In response, Sealy has launched what it calls the largest sleep study in history, to help it understand the impact major events can play on sleep quality, and to benchmark how well the nation is sleeping in comparison to the rest of the world.

Shire continues to expand The Shire Bed Company is continuing to expand its major manufacturing facility in Dewsbury, Yorkshire, bringing its total investment so far this year to nearly £2.5m.

With the business growing and new products in the pipeline, the company has acquired a further 60,000ft2, increasing the size of the operation to over 100,000 ft2.

The family-run business has been at its current location since 2001 and has already invested nearly £750,000 to expand and restructure its site, creating work for an additional 20 staff.Other investments this year have included over £100,000 in the purchase of a new border, handle and label machine for its mattresses, and the delivery of two new DAF delivery vehicles.

Steinhoff UK Bedding strengthens sales channels

Brian, Paul and Tony

Steinhoff UK Bedding, manufacturer of beds and mattresses under the Relyon, Dunlopillo, Myers and Slumberland brands, plans to bolster its sales functions to support its growth in the independent retail sector.

Paul Little, head of the group’s bed sales function, has made David Wescomb responsible for the Relyon and Dunlopillo independent retail sector. Paul states: “David is very passionate and dedicated when it comes to our independent customers, and it was an easy decision to give him full responsibility for this side of our business.”

Furthermore, Steinhoff has appointed Brian

Levitt as its new national sales manager for the Slumberland and Myer’s brands. Brian, who joined the business in early August, will also focus entirely on the independent retail sector.

Brian started work alongside Tony Bryant, who then retired in August after 17 years with the company. Anthony Joyce, CEO, states: “Tony has had a decorated career, and his warm and bubbly personality will be a loss to the industry.”

Prior to joining Steinhoff, Brian worked within the industry for more than 30 years, and comes to Steinhoff armed with a wealth of sales experience, particularly in the independent sector.

Sign up to receive the Furniture News E-newsletter at www.furniturenews.net to keep abreast of the latest news, analysis and events

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INTERVIEW French Bedroom Company

French-style interiors modernised The French Bedroom Company was founded in 2006 after founder and creative director Georgia Metcalfe searched for her ideal French bed and was unable to find it. Selling classic French furniture with a contemporary edge, the business has come a long way in 10 years.

Victoria Noakes spoke to Georgia to discover more...

Montmarte black velvet bed

Frustrated at the difficulty of finding the right bed, in 2006, Georgia Metcalfe was inspired – after finding a UK supplier – to sell her own beds and furniture. Starting out with big dreams and a not-so-large budget, the business began in a small London showroom.

In 2008, Georgia’s husband joined the company as head of operations and the business moved to a larger premises in West Sussex, where its warehouse and office are located today. Not only has the company’s team increased over the years, but so has its portfolio, which now includes chandeliers, bed linen, accessories and gifts.

“We’re based in the grounds of a listed Victorian house that we use to display our products. The showrooms are set as real rooms, showing our products in their natural environment, with wallpaper, curtains, flooring and accessories, and customers can browse the rooms with tea in hand,” says Georgia.

“We sell classic French furniture, but we like to mix it up a bit and add a contemporary edge by combining French items with modern and playful accessories – we think of it as progressive design. So, for example, a Louis XV bed that sits effortlessly against brushed metallic bedsides, a quirky piece of artwork and a zebra hide. This unique take on interiors allows customers to really put their own stamp on their interiors.”

The company’s goal is to inject playful style into the interior

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space, and its design team draws inspiration from a wide range of sources – whether it be a 16th century carving, a piece of jewellery, a work of art, or the female form. Colours and textures are combined to create striking pieces that make a statement and are designed to spark a conversation.

The French Bedroom Company sets itself apart by spending a lot of time, budget and energy on its photography, with the strong belief that the look of products is dramatically enhanced when displayed properly. In addition, the company works with 36 different suppliers so it can offer customers a wide selection of items to complement their furniture and give them the freedom to choose their own unique look.

“We’ve been around for 10 years, so we’ve had time to research customer needs and requirements and perfect our offering accordingly. Listening to the customer has always been key to growth, and it’s easy for some retailers to forget this amongst the economic and digital shake-ups that retail has experienced over the past 10 years,” Georgia explains.

The business has received much acclaim in recent years, such as being named an official CoolBrand for the fifth year in a row, alongside names like Net A Porter, Graham & Brown, Zoffany, Abel & Cole and Apple. It has also won the Sheerluxe Best Online Retail award, the House Beautiful Best Lighting award and two Amara awards for its blog.

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French Bedroom Company INTERVIEW

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The French Bedroom Company mixes traditional French style furniture with modern accessories

Georgia Metcalfe

Sassy Boo chest of drawers

“Getting an award really makes our hard work worthwhile – we’re a relatively small team, and customer service means so much to us. Buying furniture should be a fun experience for the customer, so we really try to put personal customer service at the core of our business,” says Georgia.

The company ensures it is constantly keeping an eye on emerging trends, and has found that the customer’s current focus on accessories is something to watch. Items such as stag heads, bed linen, cushions and artwork are all selling well, and the business believes that this is due to consumers wanting to spend money on their homes, but on a smaller scale, rather than changing their entire room scheme or making a big purchase.

“We love to watch how trends morph into others, for example we’re really enjoying the trend for metallics at the moment – specifically copper. There are some beautiful pieces of lighting and also bedside tables we’ve launched to embrace this trend. ‘Gold bold’ is another trend we’re watching at the moment – bright gold items juxtaposed with old primary colours in a Pop Art style,” Georgia states.

In terms of recent developments, the business has just launched an interest-free credit option, so its customers can buy on finance.

What’s more, the company has been hard at work developing striking new designs for the season ahead, with a new brochure now available.

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The company is focusing on addressing the needs of a changing market by doing its best to stay abreast of digital developments and finding new ways to target customers. The business understands that ensuring it is visible to the right people in the right way is key to conversion and customer experience.

“Retail has changed more in the past 10 years than any other industry, and we find that really exciting. As more data is gathered by search engines, customers are targeted on a granular level, drilling down to personal behavioural targeting,” explains Georgia.

“The way people shop is changing, and ensuring our site is displayed in the most relevant and effective way possible is essential. Social media consumes an increasing amount of our online browsing time, and is an important influencer. There’s a digital revolution going on out there – it’s a whole new online science, and we’re proud to be a part of it.”

W frenchbedroomcompany.co.uk

“Listening to the customer has always been key to growth, and it’s easy for some retailers to forget this amongst the economic and digital shake-ups that retail has experienced over the past 10 years”

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INTERVIEW Clickthrough > Soak&Sleep This month, the homewares website in the spotlight is www.soakandsleep.com – Furniture News explores the practices and philosophies behind the enterprise …

Clickthrough > Soak&Sleep Charles Hunt, CEO

Why should I visit your website?

I started Soak&Sleep with one very clear aim – to bring excellent quality product to the UK consumer at high street-beating prices. That focus still stands today. I have a brilliant team who work extraordinarily hard to develop the best product, and as an online-only company, we are able to bring these directly to the customer without all of the overheads, meaning our prices are unbeaten.

In addition to our product range, we also offer jargon-free expert guidance for each and every product. We narrow down on what the customer wants to know in an informative and approachable manner – from what the product feels like to why we love it.

How did you enter this industry?

A previous career in shipping and import really paved the way for Soak&Sleep. I noticed that bedding products were getting more and more expensive but the quality didn’t seem to be increasing with it and this

was really when the idea for Soak&Sleep – originally called Duvet & Pillow Warehouse – came about.

I knew I could source just as good, if not better, quality product, and, using my knowledge in shipping, could import the product at a much cheaper cost, resulting in a less expensive end product for the consumer. From there I made it my mission to make this a reality.

Who is your e-commerce hero?

My mother! She is an e-commerce shopaholic and is brutally honest with what she does and doesn’t like when shopping online.

Describe a typical working day I’m an early riser – I’ll get up around 5am and spend a few solid hours working with a deep strategy focus. Around 8am I’ll head out for some form of exercise. The rest of my day is bound to be manic, so this is an opportunity to clear my head and firm up the morning’s planning.

“There is no need to have a multi-channel in order to succeed. This is counter to much consensus in the industry but very much a Soak&Sleep view.”

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After getting ready for work and having breakfast with my family, I’ll often cycle the few miles to the office. From there my day can really take any turn – from one-toones with my team to meeting with board members, planning and strategy meetings with various departments, and considering the next steps for the brand.

I start to wind down around 4pm and will always get home to spend time >>>

Snapshot: Fast-growing e-commerce bed and bath retailer Soak&Sleep offers aspirational products at a fraction of the high street price.

Launched: 2008 SKUs: 1500 Unique monthly visitors: 150,000

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INTERVIEW Clickthrough > Soak&Sleep

Antoinette

with my family in the evening – it’s a good balance and works well for me. I’ll then be in bed by 10pm.

What part of your job would you rather avoid?

I’ll be honest – there aren’t many areas of my job that I don’t enjoy. I’m fortunate to be involved in so many different areas that I love – from creative elements when signing off on new product designs, to the social interaction that comes from meeting with members of the press.

I suppose one aspect that can be rather bittersweet is anything to do with travel.

Although I don’t visit factories as much as I used to, the long haul and spending time away from my wife and young children is never easy. On the other hand, I get to visit amazing countries and experience new cultures, for which I feel incredibly lucky.

What has been your greatest challenge?

My greatest challenge was the decision, and subsequent actions, to change the name from Duvet & Pillow Warehouse to Soak&Sleep. I knew where I wanted the brand to go and how I wanted it to be perceived, so getting the name and branding right was incredibly important. It took me 18 months to land on Soakandsleep. com, which delivers fabulous new brand

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emotions whilst keeping the core relevance on what we do.

How much do you invest in making your site more visible?

As an online-only business it’s incredibly important for us to exploit all channels in order to make our website, and therefore our product offering visible online. I’d be tempted to say that every single element of the business is geared towards this very goal – from creating beautiful, quality products to providing exceptional customer service, each element has a reaction.

What’s your take on how the relationship between online and physical retail might develop?

The online and physical retail worlds are already incredibly intertwined. The way the consumer lives, interacts and shops is forever evolving and brands need to look ahead to continue to be relevant.

It’s all about convenience, and focusing on making online shopping work for the consumer – there is no need to have a multichannel in order to succeed. This is counter to much consensus in the industry but very much a Soak&Sleep view.

With fast and convenient deliveries and easy returns, we aim to make the customer’s home our store front! After all, why spend

the time going to a store, paying more to cover overheads and staff and carrying bulky packages home when it can be done with the click of a button?

What are the growth plans for the business?

Soak&Sleep has already been through various growth spurts – from starting out as Duvet & Pillow Warehouse to changing our name in 2014. Since then we have introduced a successful furniture range, trend-led bed linen and accessories, a lighting range, bathroom accessories and rugs.

We ship around the world and will be extending into Australia later this year.

In addition, we have a kids collection launching next season, with more furniture developments and a full website redesigning hitting in October. We’ve had double digit growth here in the UK and internationally and plan many significant step-ups over the next 18 months.

What advice would you offer an aspiring e-tailer?

Dont be fooled into thinking it is cheaper and easier than traditional retail. To develop online effectively you need significant and ongoing marketing spend otherwise you will never be seen online

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216x2

WWW.IMM-COLOGNE.COM

THE INTERNATIONAL INTERIORS SHOW

16.–22.01.2017

Setting the course: imm cologne generates decisive momentum for the start of a successful year. It is only here that the international furniture business will encounter such a range of furniture, accessories and interior design, unique anywhere in the world – and perfectly rounded off by LivingKitchen, presenting the latest trends and innovations for the heart of the home, the kitchen. Discover the global furniture market in one place, at one time, live in Cologne!

imm cologne co-located with: International Business Media Services Ltd., 42 Christchurch Road, Ringwood BH24 1DN Tel. : +44 1425 48 68 30, Fax : +44 1425 48 68 31, info@koelnmesse.co.uk

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Portland

4 different colourways.

Oak, Stone, White and Cream

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www.classicfurn.co.uk Tel: 01472 398280

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Portland

4 different colourways.

Oak, Stone, White and Cream

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www.classicfurn.co.uk Tel: 01472 398280

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Portland

4 different colourways.

Oak, Stone, White and Cream

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www.classicfurn.co.uk Tel: 01472 398280

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Portland

4 different colourways.

Oak, Stone, White and Cream

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www.classicfurn.co.uk Tel: 01472 398280

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EVENTS IFHS

Review IFHS brings success to Dublin This year marked the third edition of the Irish Furniture and Homewares Show (IFHS), and the event saw increased attendance and exhibitors interested in rebooking for next year’s show.

IFHS’s third edition has been the best yet, with good feedback from exhibitors, positive about signing up for IFHS 2017. Many new brands are interested in exhibiting and a good number of current exhibitors are requesting more space next year.

With a 10% increased attendance on last year, it is not surprising that the vast majority of exhibitors at IFHS reported strong sales at the close of the show.

As one exhibitor said: “This show just gets better and better and it is obvious to see that the organisers are listening to the exhibitors and visitors. It is a wonderful opportunity to do

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business in a great environment, and now it’s the number one event for the Irish furniture industry.”

With thousands of product on display and 10 new product ranges launched this week, the attendees had a lot to discover. IFHS is an ideal representation of the wide variety of furniture and homewares available in Ireland.

IFHS gives Irish and UK businesses in the furniture trade the opportunity to do business in a relaxed environment and provides attendees with a pleasant environment to see new products, innovative ideas and avail of exclusive deals and discounts from the companies on show.

W ifhs-tradeshow.ie

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www.crestleather.com

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sales.uk@crestleather.com

Tel: +44 (0) 1706 643 121

Fax:: +44 1706 643 133

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EVENTS IFHS

Review Award winners celebrate at IFHS At this year’s Irish Furniture and Homewares Show, the Irish Furniture & Home Awards were launched, which credited nine unique winners.

Kettle Interiors

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IFHS recognises the importance of supporting the industry in which it operates, and its new Furniture & Home Awards provide an ideal opportunity for suppliers of furniture and homeware products to the Irish market to present the best of their products.

The awards also recognise the efforts made by exhibitors to display new products and ideas to the trade buyers at IFHS. Some striking signature pieces judged by an expert panel won well deserved awards, fending off vigorous competition at the show. With over 200 entries across nine categories, this accolade is something the winning companies can be proud of.

The nine award categories and winners were as follows:

Best Overall Product of The Show – Kettle Interiors, AB industrial furniture range; Best Overall Product Display & Exhibition Stand – Derry’s Ltd; Best Irish Manufactured Product – Gleneagle Furniture, Heritage range; Best New Furniture Product – Redtree Furniture, Lombardy Table; Best New Homeware Product – Scatter Box, Cushion range; Best Upholstery Product – GIE, Diana bed; Best Cabinet Collection – TMS, Catalina range; Best Mattress Innovation – Dreamworld Bedding, Levitite mattress; Best Bedroom Collection – Annaghmore, Trevsio range.

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EVENTS IFHS

Review

1 Bluebone is celebrating 20 years of business 2 Santorini three-seater sofa, Hyde Line Furniture

Celebrating its 20th year of wholesaling quality furniture in unique designs, Bluebone (www. bluebone.co.uk) is launching some striking new products and additions over the next few months for 2017 and offering great bargains.

The growingly-popular Storm Grey range now comprises bedroom, dining and living pieces. The sand-coloured tops with enhanced grain set off the cool shade of grey, making this a classic range fit for all types of interiors.

Keeping in trend with the vintage look that is ever-more popular, Bluebone has increased its

1

Driftwood

2

stocks of vintage-industrial items, with a focus on rust, zinc and untreated woods. The lights and furniture made from recycled bicycle and pipes are ideal to achieve an old factory look.

Hyde Line Furniture (01908 968228) is aiming for success in the UK by offering products of a high quality. Its strategic partnership with NHF Leather – alongside its own warehousing facilities in Milton Keynes – provides the company with an efficient supply chain, allowing it to offer premier quality leather sofas at competitive prices.

Hyde Line Furniture sells a wide range of sofa products made by NHF Leather using top grain leather and high quality materials, including reclining sofas sets, recliners, home theatre seating sets, rising chairs, static sofa sets and more. >>>

Cottonwood

Britsish Vintage

bluebone

Titanic

Unique and Exclusive Designs, Industrial, Retro & Vintage Furniture and Accessories, Bestselling Storm Grey and Cottonwood, Retro Oak UK River Mill II, Park Road, Dukinfield Cheshire SK16 5PD. TEL.: 0161-330 8959, FAX.: 0161-330 8949 E-mail: sales@bluebone.co.uk

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Northern Ireland 3 Main St, Ballynahinch, Co.Down BT24 8DN TEL.: 028 9756 1812, FAX.: 028 9756 4435 E-mail: sales@bluebone.co.uk

RE-engineered

Storm Grey

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Lebus Melba Advert artwork 297 x 216 (Sofa) Sept 2016 copy.pdf

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Comfort

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10:09

Sophistication

Lebus Upholstery Ltd, Queensway Ind Est, Dunlop Way, Scunthorpe, Lincolnshire, DN16 3RN, United Kingdom

For more information contact: Furniture News 331 V2.indd 31

t. 01724 407 751

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EVENTS IFHS

Review

1 Global Home is a mixed container supplier 2 Tender Touch mattress protector, Protect-A-Bed

Global Home (0084 9096 6643) is a fully mixed container supplier. All ranges can be mixed in a single container and delivered within six weeks of order via the company’s like stock order system. All this is offered with full wholesale back-up and daily deliveries to all areas of the UK. Global provides high quality products at great value prices.

Global Home began in 2006 and has since become one of Vietnam’s leading manufacturers of indoor wooden furniture. Retailers around the world enjoy its quality craftsmanship and competitive prices that Global’s Vietnam base enables it to offer.

2

The company is driven by a philosophy of creating innovative, affordable furniture for every room in the home. Its talented team of international designers consistently raise the bar in creating stylish, original furnishings. Working alongside the designers are experienced technical staff who ensure the refined process runs smoothly.

With over 33 years of experience in bedding protection, Protect-A-Bed (020 8731 0020) products are available in 49 countries and the company is recognised as a worldwide leader in mattress protection innovation. Protect-A-Bed products create a dry, hygienic, anti-allergy and bed bug-free sleep zone while also protecting the mattress, warranty and the user’s health

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KEEN CLASSICS

Would like to thank new and existing customers for their continued support at the IRISH FURNITURE SHOW, DUBLIN.

We supply the nest quality solid mahogany and reclaimed pine products from our massive stock holding in Newry, well placed to serve the North and the South.

NO PRICE

INCREASES

On you have purchased our Once products you will realise there is no ner furniture which explains the regular repeat orders usually delivered within 2-3 weeks.

TEL: 07774 704744 Email: info@keenclassics.com www.keenclassics.com

PAY IN EUROS

Bespoke, one off custom designs made to your requirements in mahogany - Please enquire.

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26/09/2016 16:18

DATE: 19th-22nd AUG 17

THE NATIONAL SHOW CENTRE, DUBLIN

APPLY TO EXHIBIT IN 2017

ARE YOU SUPPLYING FURNITURE TO THE IRISH MARKET? If you are serious about supplying into the Irish market then you should be exhibiting at the Irish Furniture & Homeware show in 2017.

After our third successful show, with over 1200 trade buyers in attendance, we have been receiving very good feed back, with all of our current exhibitors positive about signing up for the IFHS 2017. So with the limited spaces filling up fast, contact us today to register your interest.

Ireland’s premier furniture and homewares trade show event gives Irish & UK businesses in the furniture trade the opportunity to do business in a relaxed environment and provides attendees with a pleasant environment to see new products, innovative ideas and avail of exclusive deals and discounts from the companies on show.

TRADE ONLY EVENT

CALL NOW +353 (0) 9066 28844 Ext 211

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PHONE: +353 (0) 90 66 28844 Ext: 211 EMAIL: enda@ifhs-tradeshow.ie ADDRESS: IFHS, The Walk, Roscommon, Ireland

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The Carpet Specialists

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the complete service

SERVICE QUALITY VALUE upholstery dining bedroom carpets

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EVENTS Autumn Fair

Review Success once more for Autumn Fair Autumn Fair welcomed thousands of visitors to its 2016 edition last month, offering a cross-sector buying experience teamed with networking opportunities, educational masterclasses and business insights.

Autumn Fair’s latest edition last month confirmed its status as an essential home and gift trade event in the autumn buying calendar for visitors and exhibitors alike.

Over 1300 exhibitors were accompanied by a comprehensive programme of seminars, panel discussions and Q&A sessions, representing all areas of the retail industry. Highlights included a keynote delivery from Jo Malone MBE to a packed audience, who benefitted from the entrepreneur’s valuable retail advice and tips for success using five key principles – inspiration, innovation, integrity, ignition and instinct.

Other speakers across the four days included experts from Facebook, Twitter, One World Trading Company and The Great Gift Company, as well as the winner of the BBC’s Great Interior Design Challenge 2015 Martin Holland. One-to-one sessions also took place as part of an all-new Meet the Experts feature, offering tailored advice from experts on topics such as social media, accounting and logistics.

Highlights in the Home and Contemporary Gift & Living product sectors of the show came from names such as Coach House, PD Global, Mindy Brownes Interiors, CIMC and Besp-Oak, and The Light Show exhibitors including Light & Living, Pacific Lifestyle and Illuminati also impressed.

New Danish exhibitor, Hubsch, launched show exclusives in the form of chairs and sofas in the season’s key tones, whilst Authentic Model’s new Grand Club Trunk Bar – a twist on the company’s

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popular trunk bar series – featured a clever fold-out table, ideal for guests to rest on while their host prepares a drink.

Light & Living’s stand hosted its range of textiles, including a whole new line of pillows, rugs and carpets in soft shades. Emerald green featured throughout the stand, where it was combined with brushed nickel and wood to enhance the bold colour.

Elstead Lighting’s extensive collection of portable and mirror lights, chandeliers and wall lights, along with a large selection of bathroom and outdoor lamps, caught the eye of the visitor. What’s more, Artmart’s wide range of mirrors, from art deco glass on glass mirrors for a modern elegant feature, to more traditional styles, also garnered much attention at the show.

In attendance this year were key decision-makers from Selfridges, John Lewis, Tesco, House of Cards, Indigo Tree, Something Special, notonthehighstreet. com, Lottie Mutton, Fishpools, and Rhubarb.

Autumn Fair’s portfolio director, Naomi Barton, says: “Autumn Fair continues to grow and is still delivering an unrivalled buying experience through our breadth and depth of product. One third of the show floor this year was made up of brand new exhibitors to the show, and the combination of these new brands together with returning exhibitors provides buyers with the largest collective home and gift offering in the Autumn season.”

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Three inspiring brands with three different looks to add the perfect finishing touch to any home. Using only the finest quality of fabrics and impeccable attention to detail our collection is produced to the highest of standards.

ACCESSORIES | LIGHTING | TEXTILES | FURNITURE | MIRRORS www.gallerydirect.co.uk 01795 439159

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EVENTS Autumn Fair – Dar Lighting

Där Lighting’s comprehensive offering Där Lighting is widely recognised as one of the leading suppliers of a full range of innovative, quality lighting products for both domestic and commercial application.

1 Ashworth table lamp 2 Dacia table lamp 3 Edzel table

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In recent years, Där Lighting has successfully expanded its ranges, now offering occasional furniture and mirrors to complement its existing lighting range. Although relatively new to the furniture marketplace, Där’s long experience in understanding the market has led to some successful lines.

Of note are its narrow console tables which lend themselves to the smaller proportions of some modern homes. They can create extra space in areas such as narrow hallways or small bedrooms without becoming obtrusive. The Data console table has an attractive weathered oak veneer finish with criss-cross black metal legs. This mix of materials creates a soft industrial look that sits well in today’s interiors.

Other popular items include the Edzel table with its irregular shaped top and string tripod legs, which fits perfectly into the mid-century trend. With the same theme in mind, this can be complemented by the Ashworth three-head floor lamp and matching table lamp.

The Wycombe floor lamp is a floor lamp with integrated table, constructed in solid wood complete with elegantly turned legs. In addition, the Dacia table lamp smartly brings the mixed materials trend to the industrial tripod lamp.

As you would expect from a well-established lighting company, the Där catalogue covers a broad spectrum, from traditional chandeliers and large statement-piece light fittings to a full range of table and floor lamps, wall lights, outdoor lights, decorative lighting and easy-fit pendants and lampshades.

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With recent energy-saving initiatives, Där has begun to add a selection of statement LED lamps to its range with a focus on design, reliability and useful light output.

Worldwide sourcing and its own in-house design team enables Där to bring together the latest techniques and design ideas from across the globe to ensure that its lighting products continue to push the boundaries in this quickly-evolving, fashion-forward industry.

Där has also invested heavily in its UK manufacturing under its David Hunt Lighting brand, which offers an impressive range of handcrafted lighting.

Using manufacturing processes developed over many years, each light fitting from David Hunt Lighting is hand made and finished using traditional hand-finishing techniques. This allows the company to re-create the illusion of almost any finish on any surface giving results that are often so life-like, it is virtually impossible to tell them apart from the real thing.

As a manufacturer, Där is able to offer a bespoke service. It can make customised light fittings from its catalogue range – resizing or changing the finish to meet particular requirements, or it can bring to life something truly unique from customers’ drawings or concepts.

With extensive warehouse facilities and large UK customer care team, Där is committed to supporting retailers by keeping good stock availability of all catalogue lines.

T 01295 672200 W darlighting.co.uk

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Lighting the way it should be...

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www.darlighting.co.uk sales@darlighting.co.uk | 01295 672200

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EVENTS Brussels Furniture Fair

Preview Brussels to attract the international marketplace This year’s edition of Brussels Furniture Fair will be held from 6-9th November at Brussels Expo, with more innovation and new features and exhibitors. Show director Lieven Van den Heede gives Furniture News a taster of the upcoming event ...

What can visitors expect from this year’s show?

First of all, we have a brand new concept for our Dutch hall, Holland à la Carte. It will be more open, very stylish and contemporary. Seven years after the start of this concept, we felt it was necessary to give it a thorough update. After all, Brussels is the professional fair for the Netherlands.

Furthermore, like every year, the decoration of the fair is linked to the campaign image of the year.

This year, every language we work with – English, French, Dutch and German – has its own image.

Before the fair, you only see the image for your language, but at the fair they all come together.

The segmentation is very clear and helps the visitor navigate the fair efficiently.

How will the show differ from last year’s?

The exhibitors will take centre stage. We always try to compose an offer that fits as many buyers as possible, which isn’t always easy when you cater for that many nationalities. But we have some very interesting new names, also for the UK. Who is expected to attend?

Every year, we see the number of visitors from Belgium decrease, but the international visitors are growing rapidly. This evolution is normal – like everywhere, a lot of smaller shops have disappeared in Belgium, so we cannot expect more visitors. More than 60% of the visitors come from abroad, who are often from influential stores with a lot of buying power. For the exhibitors, this is very positive.

1 Lieven Van den Heede

Who are some of your top exhibitors, and new names for this year?

In terms of exhibitors that could be interesting for UK buyers, I think of Egoitaliano, Max Divani, HTL, Himolla, Polipol, Recor and Rom for sofas.

In furniture we have names like Nolte, Rauch, Wiemann, Richmond, MTE Theuns and Karel Mintjens.

For the bedroom, the UK has some very important manufacturers, and the demands of the market are more specific. But one could take a look at exhibitors like Veldeman Bedding, the Revor Group, Serta or Napco Beds.

The most important new names are Calligaris, Willi Schillig, Nardi Interni, Orme, Skovby and Aleal.

And of course Tetrad, from the UK. Can you report on any rising trends?

We see an evolution towards more contemporary furniture, and also individual items rather than complete sets. That said, we still have a lot of exhibitors offering more classical furniture.

The second trend is an important one for both manufacturers and buyers. Consumers want personalised interiors, and no longer accept the choices made by the manufacturers. They want to decide for themselves.

What is the goal for this year’s show?

To keep up with the visitor numbers from last year, which were around 20,000. And to present the best possible offer fit for the shops.

What is the show’s strategy moving forward?

We know most of our exhibitors very well, and have a personal connection with them. We’re not an anonymous organisation selling square metres, but we have a constant dialogue. Through them, we know what happens in the sector and we will always try to create the show people expect from us. Basically, that means a cosy fair where business is done in a relaxed way.

W meubelbeurs.be

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Home

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Home Inc. Premium Indoor Furniture for the Trade - Exclusive Designs - Fully Assembled - Free Delivery on Orders Over ÂŁ750 - Free Next Day Collection from our Warehouse - Direct Containers Option Proud to announce new console tables and square dining tables to give wider variety in our ranges If interested contact our Northern Showroom: 696 Oldham Road, Failsworth, Manchester, M35 9FB or Southern Showroom: East Duck, Lees Lane, Enfield, EN3 7SR Please contact Alistair on: 0800 772 0807 or info@homeinc.co.uk

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EVENTS IFFS

Preview The spotlight’s on Singapore In recent years, design has grown to become an integral part of the furniture and furnishings industry. Standing at the forefront of the industry, the International Furniture Fair Singapore (IFFS) acts as a compass to guide the industry towards greater growth and development.

Bellagio Asia

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From 9-12th March 2017, IFFS will return once again to Singapore Expo. In a bid to promote trade and growth for the industry, IFFS will continue to celebrate design, invoke inspiration, and facilitate business discussions at its next edition.

Attendees can expect to see collections presented by a comprehensive portfolio of first-rate exhibitors from all over the world, and to be exposed to more design-centric elements across the show floor.

Through various showcases, thematic installations, and more, IFFS’ design-rich environment will inspire greater ideas and encourage more collaborations.

In addition, discover up-and-coming designers and new brands hailing from Singapore and beyond, alongside returning exhibitors and old favourites.

New for 2017, the Brand Franchise Pavilion is devoted to furniture and furnishing franchisers, and caters specially to brands that are exploring international franchise expansion. Yet another new feature area is the Upholstery Pavilion that houses a curated line-up of exhibitors with upholstery offerings. Participating companies include Alexander & James, Asiades, Bellagio Asia, Hugo by Yew Hoong, and NS Furniture.

Returning for the second time, The Outdoor

Boulevard is a dedicated area for exhibitors with garden and/or outdoor offerings. Here, visitors get to experience the outdoors in an indoor setting.

The Design Stars showcase is also slated to make a comeback next year, featuring product debuts by design talents from around the world.

Anchoring IFFS 2017 are The Frontiers, a select group of exhibitors at the forefront of the design scene, known for their striking designs. These notable companies will display their innovative pieces, unique ideas and strong brand stories in impressive booths decked out with their latest collections. Expect to see the likes of reputable brands such as d-Bodhi, Maiori Design, Pure Home Collections, Resource Decor, The Rug Republic by Sharda, and Woven+.

Last but not least, Nook Asia, which was unveiled earlier this year, will be making its official debut at IFFS 2017. Nook describes a space that homeowners hold close to heart, and one that is often decorated with crafted objects to satisfy an owner’s needs.

Presenting the latest in the interiors scene, Nook Asia will focus on artisanal crafts from around the world, and visitors can expect to see more interior and lifestyle products in the upcoming edition.

W iffs.com.sg

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EVENTS Top Drawer

Review Top Drawer maintains creative appeal This year’s edition of Top Drawer saw international design-led brands launch original and creative new products to inspire visitors.

Also Home

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Last month’s edition of Top Drawer saw design and quality shine through, with fresh products on display from hundreds of UK and international brands across Home, Gift, Fashion, and – for the first time at the A/W edition – Craft. From the typically British to Europe’s most directional labels, each brand was chosen for its outstanding design and originality.

With an carefully-curated pick of some of the best products and brands, all showing in Top Drawer’s striking contemporary spaces, Top Drawer is the destination that creative retailers go to source everything for the season ahead – all in the heart of London, the hub for one of the most vibrant creative communities on the planet.

This year, the Home arena was a third bigger than last autumn, with new homewares, furniture and lighting from Alessi, Also Home, Au Maison, Black+Blum, Canvas Home, Forma House, Garding Trading, Leonardo, Makers & Merchants, Make International, Stelton, Skandium and Umbra and many others, including first time exhibitors Bed & Philosophy, Edito, Erstwhile, Nuf Nuf, Vanilla Fly and Yod & Co. Stylish lifestyle brand Also Home stood out with its unique items including garment-washed bed linen with English embroidery, brushed cotton and relaxed denim yarns. New cushions, throws and dining accessories made up its inspiring offering for 2016. Baa Stool also impressed with its range of

luxury British sheepskin furniture and accessories – a unique and contemporary offering that complements modern and period interiors equally.

Carola van Dyke’s high-end cushions, textile taxidermy and rugs were without a doubt a major talking point of the show. The company’s quirky, idiosynchratic designs and use of colour and textures have made an impact on the interiors market. In addition, Dash & Albert’s selection of cotton indoor and outdoor rugs demanded attention, with their variety of striking weaves and patterns.

Another stand out name was Danish brand Korridor, which aims to create a corridor between art and commercial interior design. It creates contemporary home accessories and furniture pieces in collaboration with young artists and designers.

Famous for its colourful wooden pyramid storage boxes and concrete candle holders, Korridor continues to design striking yet simple home accessories produced to a high standard.

With its wide offering of high-quality and original brands and products, this autumn’s edition of Top Drawer did not disappoint. The spring/ summer editon of the show will be held from 1517th January 2017, and the next autumn/winter edition will be held from 10-12th September 2017, both again at Olympia, London.

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EVENTS Autumn Long Point

Review A unique backdrop for business Long Point returned to Long Eaton last month to present the middle and upper echelons of the trade with a mix of lovingly-crafted local goods and quality imports. Furniture News reports following a visit to Derbyshire …

1 Collins and Hayes 2 Henderson Russell

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Long Point presents the trade with that rarest of opportunities – the chance to peruse a range of industry-leading manufacturer showrooms within a short distance of one another.

Like its US namesake, High Point, the Long Eaton show’s permanent showroom format offers a unique benefit – the exhibitors are able to display their latest products in situ, and dressed to perfection.

It is probably the closest thing to a lesson in product presentation a supplier can offer a stockist.

Backed up by the promise of hospitality, Long Point is an attractive proposition for those sourcing mid- to high-end products.

The event could do with a greater complement of new product launches – and footfall to this specific edition suffered more than usual from its overlap with China’s key fairs – but Long Point continues to be a warm, engaging affair.

As befitting the town’s manufacturing history, upholstery is at Long Point’s fore. After opening a new factory in May, Parker Knoll presented a confident and wide-reaching collection, while Collins and Hayes reinforced its activities under new ownership through a completely refurbished showroom.

John Sankey and Henderson Russell continued to present first-rate displays, whilst Wade and Duresta attracted good numbers.

Fresh from its acquisition by Thailand’s TCMC, the owner of Alexander & James and Ashley Manor presented a lavish backdrop for its new models, while Ercol demonstrated its fast-developing ability to deliver on-trend upholstery as well as cabinet ranges.

Also on the cabinet side, Wiemann reported good interest in its contemporary wardrobes, which were displayed alongside an exhaustive collection from Carlton Furniture.

Best known for its darker, art deco ranges, Iain James Furniture displayed an attractive light oak dining set, while Baker Furniture presented an ethically-sourced Indian reclaimed furniture offer from Little Tree Furniture, which stands on the cusp of a major US distribution deal.

Long Point may be a relatively quiet show, but most exhibitors agree that it still manages to attract enough of the buyers that matter to them – from style-driven independents to major chains, there is an undeniable appeal to Long Point’s combination of aspirational settings and intimate showrooms.

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WANTED! FURNITURE WHOLESALERS AND IMPORTERS Family owned and managed Chinese Furniture Factory in Qingdao seeks close co-operation with UK Wholesalers and Importers.

We are not a Chinese sales company and wish to work directly with Buyers in the UK.

Hamilton & James’ Natural Luxury Collection has become even more lavish. Introducing Serenity - the most luxurious bed we currently offer.

The factory has been established for more than 20 years and our main production is in solid oak. We are experienced at container shipments to the UK. With our competitive pricing let us help you to create better profit and a close co-operation with a hands on company.

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EVENTS Fair Comment – High Point Market

Fair Comment: High Point Market 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 month, we talk to Ashley Grigg, manager of communications at High Point Market Authority …

Identity: High Point Market is the driving force of the home furnishings industry, featuring 11.5m ft2 of showroom space and attracting 75,000 visitors from more than 100 countries twice each year.

Attendance: Visitor attendance to each market averages around 75,000, whilst there are around 2000 exhibitors at each edition.

What’s new? We have thousands of new product introductions every market. There are always celebrities promoting their new lines or designers debuting newly-licensed products. For autumn 2016, Conde Nast and Dorya will launch a Vogue Living Furniture line, fashion icon Cynthia Rowley will add more pieces to her line with Hooker Furniture, Mark D Sikes will debut with Henredon, and more.

Woodard Furniture will celebrate their 150th anniversary and House Beautiful will celebrate their 120th anniversary. For events, our Design Viewpoints Series with the American Society of Interior Designers (ASID) will focus on the agingin-place movement, and we are teaming up with trend forecasting powerhouse Fashion Snoops for an opening day event and Trend Gallery focusing on the up-and-coming trends for 2017.

Direction? The trends are always the buzz of the market. What’s new? What’s coming? What’s fading? Everyone wants to know, and they come to High Point Market for the answers.

“Retail stores are generally refreshing their inventory on a seasonal basis and designers are also selecting product seasonally, so we have two shows a year to accommodate these needs”

Can you outline the key characteristic differences between the April and October editions?

Retail stores are generally refreshing their inventory on a seasonal basis and designers are also selecting product seasonally, so we have two shows a year to accommodate these needs. Exhibitors are generally debuting pieces a season ahead at our markets, so the summer/autumn product lines can usually be seen at April Market and the winter/spring lines at our October Market.

How has the show developed since partnering with Las Vegas Market?

We actually do not have a partnership with Las Vegas Market, although that misconception certainly exists. International Market Centers (IMC) owns and operates Las Vegas Market, whereas here in High Point, IMC operates as the owner of several

of our large multi-tenant buildings. The High Point Market Authority exists as the unified voice, sole sponsor and official operator of High Point Market, but we, of course, work very closely with IMC. What developments in US trends can you see heading across the pond to the UK? I’m no trend expert, but that’s why we have our Style Spotters team. They’re at every market, scouring the showrooms to discover what’s new and what’s hot. According to their recent Style Report, we are already seeing several trends emerging globally, such as softer lines, a love of texture, mixed metals and an appreciation for naturally-sourced materials. Multi-functional furniture is trending too, as functionality becomes king in small-space living.

What developments in the US retail market have affected the show’s performance in recent years?

The 2008 recession was tough for the home furnishings industry, but we’re seeing a resurgence of energy and opportunity as the economy rebounds. Retail stores that survived the downturn are leaner and more efficient, and have become quite creative in supplying what the consumer needs.

High Point Market was there through the

Date: 22nd-26th October, 2016 | Location: High Point, North Carolina | Contact: www.highpointmarket.org

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Fair Comment – High Point Market EVENTS

worst of it, providing the connection between manufacturers and buyers, and we are honoured to be part of such a tight-knit, supportive and loyal industry.

Additionally, technology has been an exciting complement to both retail stores and furniture pieces as well over the last few years.

In your opinion, what makes your show better than any other similar furniture event?

The sheer size of what we can offer is unmatched, and the networking is unparalleled. High Point is unique in that our showrooms are much larger

than other shows. Whereas a manufacturer may have just a few pieces of their line somewhere else, in High Point they are able to showcase the whole line. That presents buyers with greater opportunities to find just what they’re looking for.

Is there anything else our UK readers should know?

As the largest home furnishings trade show in the world, we are the global driving force in home fashion. If you can’t find it at High Point, it probably doesn’t exist! So be sure to join us every April and October •

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“What’s new? What’s coming? What’s fading?

Everyone wants to know, and they come to High Point Market for the answers”

Date: 22nd-26th October, 2016 | Location: High Point, North Carolina | Contact: www.highpointmarket.org

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RESOURCES Selling to Millennials

THE AUTHOR

Kevin Cundiff is the vice-president of retail for Fortegra, a single-source insurance services company that, through a network of subsidiaries and preferred partners, offers a range of credit protection, warranty, and specialty underwriting solutions.

W fortegra.com

In the know and ready to buy Millennials – they truly are the in-the-know generation. They do their research to educate themselves on their potential purchases, and by the time they actually get round to making that purchase, they know exactly what they want. Kevin Cundiff explains how salespeople can equip themselves to meet the needs of this particular customer type …

According to CMO.com, nearly 75% of Millennials research their options online before going to a store to make a purchase – and they really take their time doing this research, with 36% of Millennial consumers spending over 30 minutes doing comparison shopping before actually making a decision on what they want to purchase.

What’s more, they often never even make it to the store after doing all the digging, opting to just have the item shipped to their door by ordering online. But in the event a Millennial does darken the door having done their digging beforehand, what is a salesperson to do? Well, here are a few ways to prepare …

Whichever tool you choose, using one of these examples early in the process can help move your Millennial customer from iffy to committed by showing them true value.

But if it still comes down to price, be prepared for that too. The Millennial shopper knows your price – in-store and online – and those of any close competitors. Do you? Do you know what control you have over it?

Know what your options are in terms of creating a deal, price matching, and throwing in potential freebies. The last thing you want to do is convince the customer the product is right for them and have them go buy it from a competitor down the street to save 20 quid.

Come equipped with data that tells a story The practice of researching items online then purchasing them in store is known as webrooming. With the prevalence of smartphones, many Millennials are doing this while they’re actually in the store looking at the physical item. They want to see others’ opinions, check reviews on similar items, and compare prices, influencing the entire sales process.

Hypothetical examples of how a product worked for another customer are no longer enough for a salesperson to nail down a sale.

Today’s informed consumer values proof – but on-the-spot proof can be tough, unless you come armed with data.

Data that tells a story – including supporting numbers and facts – can help build credibility and trust, and sometimes can be proof enough. This can come in the form of a customer testimonial, in-store metrics, industry research, or something else concrete.

Listen to what they know – and show them something they don’t Although it sometimes might seem like it, having an educated customer isn’t a bad thing. Communicating with the customer to learn more about what they know can actually help you make the sale, too.

Once you’ve identified their interest, lean on any technical expertise you have in the product area. Online reviews can be helpful, but they often leave consumers questioning the compatibility of all the items they own.

Help guide them to a product that fits into their device ecosystem, or provide guidance on what’s needed to ensure a great user experience.

Listen to the customer and tie their education back to something you know they want and that you can deliver. Who knows, you might even lead them to something they didn’t realise they needed. Encouragingly, it turns out the in-the-know generation is also

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52% more likely to make impulse purchases than other generations, so you actually do have a chance to change their mind!

Ditch the nonsense We’ve all done it (or at least thought about doing it). You find yourself backed into a corner and your tried-and-true sales pitch isn’t working. So, you try to change the subject – or worse, make something up.

Customers who’ve done their research know their stuff and can spot the phoney baloney a mile away. A frantic sales pitch will cause more harm than good.

If the facts aren’t with you, try playing to their ego. Acknowledge the effort your customer has made and find out what you can do to help make his or her purchase decision as informed as possible, even if it means pulling in outside resources.

It’s no secret you can learn more when you listen. Unsurprisingly, many experts say that the salesperson should handle only 20% of the talking, with the customer handling the burden of conversation through the sales process. By letting your interactions play out by the 80/20 rule, you won’t find yourself scrambling for info.

Whether you’re selling tablets or furniture warranties, being aware of how to interact with – and ultimately sell to – Millennials who know their stuff will continue to be an increasingly important part of how you do business. Make sure you’re prepared for the challenge by accessing relevant data, listening to your in-the-know customers, and leaving the bluffing at the poker table •

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PROFILE Classic Furniture Lincolnshire’s Classic Furniture continues to move onwards and upwards with news of a significant warehouse expansion ahead of a ramping-up of operations from 2017, discovers Furniture News …

Range refinement gives Classic room to grow

Melton

Hot on the heels of show appearances in Manchester and Dublin – plus an encouraging reception at AIS’ members-only show last month – Classic Furniture is lining up its proposition for the 2017 January Furniture Show.

“We’ve spent much of this year laying the groundwork for expansion,” reveals director Andy Rippin, “and we can’t wait for everything to fall into place.”

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When Furniture News catches up with Andy, he is busy supervising the incorporation of a 50,000ft2 facility adjacent to Classic’s Binbrook headquarters. The added space will principally be used as a warehouse, providing the supplier with the extra capacity it requires for the coming year, as well as a home for its marketing and product development offices.

“We needed somewhere fast,” says Andy,

“and this opportunity came up at the right time.” Whilst remaining tight-lipped about the bulk of the developments in the pipeline, Andy offers a glimpse of the product diversification ahead.

“We’re looking at increased stock levels, further ranges and new product lines,” he says, “expanding our range to run alongside our extensive cabinet offer. We’re broadening our use of materials, fusing the likes of glass,

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Classic Furniture PROFILE

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Malmo

Portland dining concrete and metal with timber to offer something distinctly new and upmarket.”

Andy also reveals that Classic is taking a more flexible approach to upholstered dining chairs to give the consumer more choice and a more involved buying process – more fabrics, leathers and finishes mean a better buying experience for the customer.

There are also various new colours in development across Classic’s cabinet collections.

With the company’s ambitions placing extra demand on the operation, the company has taken on new sales and warehouse staff, at the same time as developing plans to streamline fulfilment.

To offset the possible complications this growth might bring, the company has looked long and hard at refining its current offer, and has cleared several of its weaker lines to make way for a simpler portfolio that promises to benefit all involved.

“This month, we’ve relaunched our popular, entry-level Portland range,” offers Andy by way of example. “Previously, we stocked around seven ranges that offered that mix of painted furniture and wooden tops so popular right now – from white and grey painted collections to our Aspen oak range, we had a huge variety of products tying

Portland bedroom

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up our space and marketing potential, all essentially meeting the same demand.”

Now its stockist base embraces an increasing number of chains, nationals and buying group members, Classic has taken steps to further refine its operations – a simpler portfolio among them.

“We’ve developed Portland to offer a onesize-fits-all solution,” says Andy. It’s now such an easy system to understand and, consequently, sell.”

Portland bedroom now consists of around 15 pieces, painted white, cream, or stone, or available in natural oak. One handle option comes as standard (depending on whether the retailer opts for a painted or natural finish) but two more are available. There’s also the complementary Portland dining, which is available in natural oak, or a stone painted version.

“Portland now offers customers a raft of options within one range,” says Andy. “They might opt for a painted table with oak chairs, or purchase several oak pieces to support a stand-out painted model. The concept is set to get even better in the future – we have the potential to add more colours. And, crucially, the pricing is the same no matter the selection.”

Having worked on Portland – “just the first step in the refinement of our portfolio” – for most of the year, Andy is looking forward to seeing how it is received now stocks are in and orders are up and running. Buoyed by good feedback from the Manchester Furniture Show and Dublin’s IFHS, he’s confident that the concept – illustrated in a new 12-page catalogue – will go down well with retailers across the country.

A selection of Classic’s newer products will be on display at Minerva’s Autumn Furniture Show, taking place from 11-12th this month, with a wider cross-section of goods available to explore at Classic Furniture’s own at-home show, which will take place in the company’s freshly extended showrooms from 8-10th November.

T 01472 398280 W classicfurn.co.uk

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PROFILE Kettle Interiors

Kettle Interiors is holding its in-house sales event from Wednesday 19th to Thursday 20th this month, opening the doors of its Northamptonshire head office to preview exclusive new ranges before customers and retailers.

Exclusives and more at Kettle’s in-house event

Stamford Bedroom

The event offers those who missed the Manchester Furniture Show the opportunity to see the latest launches, DG Dining and the Bed Collection. Visitors will also be able to see the brand new TT collection, launching specially at the event, and enjoy exclusive discounts of up to 40%.

“Our in-house show has now become a regular fixture, and is a great chance for us to really spend time with our customers to understand their needs, and how we can best adapt our furniture and service to meet them,” comments Simon Ainge, sales director.

“This year will see the launch of a really exciting range for us in the TT living and dining collection, a result of research into current trends. This is the first time the collection will be shown to retailers, so it really is a chance to scoop an exclusive and get one up on the competition.”

Featuring a choice of old white or millstone grey paint with contrasting lime oak tops, the new collection captures classic English style and comes in a range of items for living and dining. Retailers at the show will be able to place orders for the new collection, enjoying discounts on this and every other order placed.

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Open to all retailers, the sales event runs from 9am to 5pm, and spaces can be booked by contacting Kettle Interiors.

The supplier has also announced that, thanks to a recent agreement, it is now one of the brands available through the Minerva Furnishers Guild, cementing its position as one of the UK’s best-regarded furniture suppliers.

“We’re delighted to now be available through Minerva,” continues Simon. “The guild is one of the most respected furniture buying groups in the country, and it serves its members with lines that represent stylish design, craftsmanship and value.

“We look forward to bringing our great quality and value to a new audience of retailers.

“With ranges such as the new TT and DG Dining, as well as our existing favourites such as Oakham and LG, we have a diverse collection that is sure to hold something for every taste. All of our furniture is made to the highest standards and with some of the most competitive like-for-like pricing in the UK.” T 01536 444960 E sales@kettleinteriorsagencies.com

26/09/2016 16:19

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PROFILE Jual Furnishings Jual Furnishings, a leading occasional furniture supplier, has added the BS200 collection to its successful Curve range.

Jual’s heightened appeal

BS202 TV stand close up

BS204 lamp table

BS203 coffee table

BS202 TV stand

The new BS200 collection from Jual consists of a TV cabinet, coffee table, lamp table and bookshelf. These pieces combine curves, a warm walnut finish, and clear glass to create a sophisticated look.

Julie Powell, a director at Jual Furnishings, says: “We are excited to introduce this new collection which has been designed around our best-selling bookshelf, BS201. This allows our retailers to continue to provide the consumer with unique, value for money designs whilst capitalilsing on the cross-selling of multiple items. This new collection will add contemporary style to any living space.

“These latest additions have already seen a positive response from retailers and consumers alike. We will continue to offer our fantastic

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turnaround times on this range which our customers love.”

Jual Furnishings is committed to using the highest quality materials in its products and prides itself on offering customers the best service.

The company’s business model is simple. To free-up the cash flow of its customers, Jual Furnishings encourages retailers to put a display model in-store and let them deliver products the next working day.

There is a no minimum order quantity, and all orders are delivered next working day, when orders are received before 3pm. The company also provides an award-winning full after-sales service.

T 01443 816982 W jualfurnishings.co.uk

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PROFILE Westbridge Furniture Westbridge Furniture recently unveiled its new showroom dedicated entirely to its independent retailers.

Westbridge takes the next step

Customers can visit the showroom by appointment

Understanding the pressures that its customers are often under with the growing number of shows to attend, Westbridge Furniture wanted to create a relaxing environment where they could view its products at a time that would suit their busy schedules.

The new impressive 160m² showroom allows customers to view the product range in peaceful surroundings, allowing them time to consider their next purchase without interruption and the usual constraints of a show. With an extensive fabric offering to hand and, if required, the assistance from a design team, Westbridge customers can spend time selecting the ideal look to enhance their shop floors.

There is a selection from all three of the company’s ranges – Spirit, Westbridge and Elements – giving customers a wide choice of specifications, price points and styles to choose from. To protect Westbridge’s retailers this is a trade-only showroom and visits can be arranged with the company’s dedicated area sales managers.

Westbridge is also introducing its customers to the Westbridge Training Academy. By invitation, the company welcomes sales teams, service departments and technical teams to its factories and showroom. Here they will be able to meet the respective teams they are in contact with, see their product being made and view Westbridge’s unique accredited testing facility.

These visits enthuse staff and give them confidence in selling Westbridge’s products, allowing them to talk with authority to consumers.

The testing facility, fondly known as the ‘torture chamber’, is a unique experience for customers to see the rigorous testing the company’s products go through before going to market. Westbridge understands how consumers use their furniture and therefore tests its product accordingly allowing the company to warrant the 10-year frame guarantee.

The company has seen valuable benefits from its ‘meet the team’ days where retail staff meet the people they are conversing with at Westbridge and build better relationships.

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Westbridge hopes the new showroom will demonstrate its commitment to its customers

Inside Westbridge’s new showroom dedicated to independent retailers As a relatively new supplier to the independent retailer, Westbridge is working hard to provide opportunities to create strong relationships with its loyal customers, and although it has experienced success over recent years, the company is conscious of the competitive nature of the industry.

Westbridge hopes that the investment in the independent showroom shows its dedication to its customers. The company is now working hard making preparations to create a striking offering for next year’s January Furniture Show.

W westbridgefurniture.com

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Our passion, design & craftmenship is what makes a Westbridge sofa so special.

www.westbridgefurniture.com

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Cabin

BEDS & BEDR0OM

Verona bedframe, Matza

Amica, Wiemann

Matza (01924 458699) has utilised its design expertise to develop a new range that is big on visual impact yet compact enough to suit today’s bedrooms. The company, known for its design-led, contemporary upholstered beds and innovative mattresses, will unveil the new collection at the Bed Show.

MD Asif Ayub says: “These beds are designed to be statement pieces without overpowering the bedroom. We have listened to feedback from customers and designed what they want – ‘wow’ beds which fit in their rooms.

“We can promise great contemporary looks – twinned with the ultimate in comfort thanks to our mattresses, produced using Outlast smart fabric and our own Zero Gravity foam.”

The new models include the Verona chesterfield bedframe, which sets a standard for a traditional look with a contemporary twist. The bed comes with the pedigree of Matza’s 40 years of experience in producing top-quality upholstery.

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TCBC’s porfolio includes a vast range of beds

“We wanted to offer customers a whole bedroom look rather than just a bed to fit into a room,” says Asif. “Our bedframes and headboards have design-led features which give them an overall style.”

Amica is a new semi-solid range from German bedroom furniture manufacturer, Wiemann (www.wiemannuk.co.uk). Simon Hewitt, MD of Wiemann’s UK agency Litmus Furniture, says: “It’s a very welcome addition to our semi-solid selections and it’s packed full of some of our favourite features, too.”

Amica combines light oak with white or mirrored glass fronts and features a choice of sliding or bi-fold panorama door wardrobes – the latter full length or combined with wide, spacious drawers. Headboards have bedding box storage and adjustable headrest options, while hanging or freestanding bedside cabinets are complemented by a host of other chests and cupboards.

The Children’s Bedroom Company (TCBC) (tcbc.uk.com) launched its New England Bedroom and Dining range in 2012, and the

Inspiration Bedroom and Dining range in 2014.

Delivery and installation can be arranged if required, and lead time is between four to six weeks. All products are entirely machined, built and finished to order at TCBC’s facility in Frome, Somerset – meaning no subcontracting.

As all items are built to order, TCBC can produce to the client’s bespoke requirements.

High quality raw materials are used in all of the company’s products, resulting in high-density, blemish-free cabinet panels for an ideal paint finish. TCBC’s bed legs are produced from Scandinavian unsorted grade pine.

The company offers a vast range of colours as standard but is also able to offer any Farrow & Ball colour. Customers can opt to put their own handles on their furniture, by just sending them to TCBC for fitting or letting the company know where they want the holes to be able to fit them personally.

The company has a very flexible >>>

26/09/2016 16:20

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Tel: 01384 408844 www.furmanac.com Furniture News 331 V2.indd 63

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Crystal 3000, Diamond collection, Haani

Duchess detail, Haani

approach and can cater to most requests.

Haani Furniture (01924 471449) is based in Batley, West Yorkshire, and originally only sold bedframes and children’s novelty beds.

The company then went into exploring the manufacturing of mattresses, and soon enough products were being distributed under the Sleep Relax branding.

Quality products, friendly service, fast delivery and keen trade prices are the benchmarks of the company, and it has maintained steady growth throughout the years.

The company produces a wide wide range of contract mattresses ranging from basic to luxury hand crafted and pocket sprung, with attractive and fashionable covers in prints, knitted polyester and different qualities of woven damasks.

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Fibreline’s refurbished warehouse

Haani is able to deliver most parts of the UK on a weekly basis, within a few days. Haani is committed to improving its products and service, and invests in the latest technology.

Over recent years Fibreline (01535 606846) has developed a wider and more innovative product range to differentiate itself from the competition. The success of this approach has been significantly helped by support from creative agency TGP. TGP helped in the refurbishment of a dilapidated building into a modern warehousing and distribution operation with automated material handling for the transfer of finished product from the main factory. The agency also helped fund the installation of mezzanine flooring for additional production space.

Amelia from the Hevea collection, Serene

TGP also helped Fibreline to be the first within the industry to introduce the use of collaborative robots, working alongside production personnel.

Serene’s (0121 505 0270) environmentallyfriendly Hevea collection is now established as one of the company’s best-selling ranges.

It is inspired by the Shaker movement’s design principles, with no extravagant detail and lines that are clean and orderly.

Amelia is a classic bedstead from the collection that embodies these principles well, with subtle detailing and elegant proportions. Available in a choice of five sizes – the 90cm bedstead presenting an optional guest bed that can be neatly stowed away – Amelia looks equally striking in both a Honey Oak and Opal White finish.

“The pioneering Sports Therapy >>>

26/09/2016 16:20

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BEDS & BEDROOM

Sports Therapy mattress, Vogue Beds

Marquis, Sweet Dreams

mattress range from Vogue Beds (01455 841257) has helped cricketers’ at the Sussex County Cricket Club reach their peak and ensured that players get a good night’s sleep to help them perform at their best. We would like to thank Vogue Beds for all their help,” says Adam Matthews, communications and marketing executive at Sussex County Cricket Club.

Sports Therapy mattresses are made specifically for people with an active lifestyle, from casual joggers to professional athletes like the Sussex County Cricket team.

Promoting therapeutic sleep, the mattresses refresh sports aches and pains and alleviate pressure points throughout the body.

Meanwhile, airflow technology works with the breathable mesh border to provide ventilation throughout the night and keep the body cool. The castellated multi-zone foam provides all the support and comfort needed for a good night’s sleep.

The Sports Therapy mattress range now boasts over 100 retailers and Vogue has established recommended retail prices for this range which retailers are using to sell against, and current prices are giving retailers – both online and bricks and mortar – over three times the margin on all Sports Therapy products within the range.

Sweet Dreams (01282 830033) has supplemented its popular, top-end Royal

Pillowtop collection with four new divans.

The new pocket spring divans feature box-style pillowtops for style, comfort and practicality. Unlike the original four beds in the collection, these new box pillowtops do not contain springs, but instead use luxury fillings and covers.

Sweet Dreams has refreshed its Pocket Air collection, which features alternate rows of shortened springs to confer a light feeling and spring counts of 3000 and 4000. Modern covers featuring luxurious fabrics such as Tencel and linen, with microquilting and fillings such as wool, cashmere and silk are available.

A number of models such as >>>

Jade Furnishers Ltd 43-49 Fowler Road, Hainault Industrial Estate, Hainault, Essex, IG6 3UL Telephone: 020 8501 5013 Fax: 020 8501 5014 Email: sales@jadefurnishers.co.uk

The new Nevada range available in 5 colours

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BEDS & BEDROOM Edwardian range, Core Products

Sandringham in grey, Sweet Dreams

Sandringham offer a damask border in two colours and all the bases can be ordered in a choice of wheat and grey. Pocket Air beds come in three sizes and have the usual full storage options. Chrome castors and piping finish the look. All the new divans as well as the latest bedroom, children’s bunks, sofabeds and upholstery can be found featured in the new Sweet Dreams brochure.

The Edwardian range from Core Products

(01738 630555) offers well-engineered and well-designed furniture on a budget. Created to capture the look, feel and imposing dimensions of Edwardian-styled pine furniture, each piece is engineered and built around a factory cabinet-constructed front framework, so once assembled the furniture is as good as any assembled piece.

The design itself stays true to the Edwardian cabinetmaker’s engineering

skills, with delicate drawer mouldings and elegant cornices complemented by the use of mirrored glass wardrobe doors to lighten the appearance of the generously-proportioned wardrobes. Every piece is also finished in a subtle light antique lacquer which is very easy to clean and maintain.

There is a comprehensive collection of bedroom pieces to choose from, all available for store or direct-to-home delivery

Haani Furniture Ltd is a leading, UK-wide bed manufacturer and importer of children’s bedframes. The continued expansion of our mattress brand, Sleep Relax, has led to the creation of the following three area-based Sales Representative/Agents roles: • North West England • Midlands • South West England & Wales The successful candidate would need to be based within the above regions to service the areas.

The Sales Representative roles will include servicing a wide existing customer base, opening new accounts, meeting and exceeding targets, and exploring all sectors.

We would expect a proven track record in the furniture industry and require good verbal and communication skills. In return, we can offer excellent products and support to give the candidate every chance of success.

The position is full time, and comes with a competitive salary and company vehicle.

Please email a suitable CV and covering letter to Ruby Rafiq, sales@haanifurniture.co.uk (no phone calls please) Haani Furniture Ltd 620 Bradford Road, Batley, WF17 8HF 01924 471449

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BEDS & BEDROOM Siesta Beds

Siesta Beds is a mattress manufacturer based in Birmingham which has been in the trade since 1986. It specialises in orthopaedic, pocket sprung and memory foam mattresses.

Celebrating 30 years of quality

Countess

Siesta beds is celebrating 30 years of manufacturing quality mattresses, and has used the Bed Show to launch 10 new models, along with upgrading many of the existing ranges, both with improved fabrics, borders and upholstery. This has been received well by both new and existing customers.

The success of the encapsulated superior edge-to-edge support range has grown by a further four models, taking this collection to seven in total. This gives retailers the opportunity to offer greater value at lower price points.

A new flagship model, Windermere, has also been launched. It has over 4500 pocket springs with a mixture of natural fillings of mohair, pashmina, cashmere, silk, wool and bamboo, with a soft damask cover. Along with the Pashmina and Connoisseur beds, this takes Siesta’s collection of beds with traditional damask fabrics to six in total.

W siestabeds.co.uk

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DINING ROOM DG Dining, Kettle Interiors

Qingdao Murong Jinxiu (murongfurniture@126.com) is a familyrun furniture manufacturer based in China.

It is far from new to the market, with over 20 years of experience of making highquality solid oak furniture, exporting mostly to the UK. As well as providing its own ranges, the company can produce to clients’ specifications.

Because the business is family owned and managed, there are no Chinese sales

Stamford dining chair, Febland

operations in between – the import operation is run directly from the UK, making the buying process far more straightforward than it might otherwise be.

The company is currently looking to expand its reach, and welcomes enquiries from wholesalers and importers – contact overseas sales manager Susan Gao via the email address referenced above.

Febland’s (01253 600600) aim is to stay unique and distinctive without buying

growth through lowering its standards. The company will continue to support its loyal clientele, and it wants to constantly improve the quality, style and design of the furniture, lighting and decor it provides.

Today Febland exports all around Europe and has a wide range of furniture, lighting, arts and gifts. The company brings out regular furniture catalogues and has a regularly updated website to display all its latest products. >>>

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DINING ROOM

DG Dining, Kettle Interiors

Round extending table, Hometyle GB Homestyle’s extending dining tables seat from four to 14

M&P Chairs (www.mandpchairs.co.uk) has experienced good volumes of business throughout the summer, which seems to have bucked the usual quieter seasonal trend. Post Brexit, the company is encouraged by the level of retail customer confidence being seen.

In readiness for the anticipated busy trading period leading up to Christmas, M&P is stocking up across its range of products to ensure it can meet its customers’ requirements promptly.

As the summer season draws to an end and the fourth quarter of 2016 draws closer, the company hopes the retail customer base maintains its confidence levels and the furniture sector benefits all round.

The DG Dining collection from Kettle Interiors (01536 444960) is available with a choice of wooden or metal handles – both are supplied – and allows for customisation by the consumer.

“In a competitive market, allowing the customer to give the furniture their own twist can be a great way to boost their perception of value, and changing handles

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M&P Chairs offers a wide selection of European beech and oak chairs

is a simple way to achieve this,” says Simon Ainge, sales director.

“Requiring little input from the retailer, it is a little touch of detail that can help to leave a lasting impression as the success of the entire DG collection is already proving.”

With 21 items, The DG Dining and Living range, alongside its sister bedroom collection, is now available from UK stock through wholesale, stockist and container packages.

Homestyle GB’s (01606 556585) high quality rustic range has now had four new extending dining tables added to the collection. Seating capacities range from four to 14. The new tables are based on existing proven designs that have been taken to the next level.

The designs include the X leg, extending from 2.4m to 3.4m and includes leaf storage.

Of similar proportions is the 2400 extender with traditional legs that extend to 3.4m.

The new oval table is slightly smaller, extending from 2.1m to 2.9m, and is based on the standard oval table design. The table features inner leaf storage.

The new round extending table was popular at the Manchester Furniture Show and provides seating from four to six people in a striking and compact form. New dining chairs include a matt mushroom colour option to the top selling Richmond and Wave bonded leather chairs.

Also new for the summer was a selection of crushed velvet and fabric chairs.

Marjukka, featuring a chrome rear handle and diamante buttons, is available in two colours, Stone and Tungsten. Both fabric options have a slight sheen and will brighten any setting.

The new Bergen chair is a slightly more subtle variation of the same style of chair, but without the rear handle or diamante buttons.

It is available in a selection of deep crushed velvet and crushed velvet fabrics. Colour options are silver, black and purple in either crushed velvet or deep crushed velvet.

The new Stockholm dining chair is a classic button back design with oak legs and is available in deep crushed velvet. Colour options are silver, black and purple. >>>

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DINING ROOM

Milano, SAM Leisure

The Milano range from SAM Leisure (www. samleisure.co.uk) sees the introduction of a striking new finish, Rustic Oak, which will complement interiors in more country-style settings. Along with the existing standard finishes, the Milano dining tables will now fit any style of decor. In addition, with its dual purpose feature of an indoor pool table,

The Milano table transforms into a pool table

Milano will provide hours of entertainment with no compromise on aesthetics.

SAM Leisure has just launched a range of solid wood pool/dining tables with a three-piece slate playing surface, just like professional tables. The table is constructed from mature and aged European oak with the choice of four finishes and is available in two

sizes, 7ft and 8ft. The three-piece dining top lifts off simply when the user wants to play pool.

This new product range will have its unveiling during Grand Designs at the NEC from 19th-23rd October. Following the launch, SAM Leisure will be looking for partner showrooms throughout the UK

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LIVING ROOM

Bakerloo, Edel Telenzo

LG, Kettle Interiors

Aspen, Indian Hub

Edel Telenzo’s (01422 374417) new Rugs and Runners collection continues to push the boundaries of semi-bespoke flooring, fuelled by the wde range of options available. With a headline offering of 88 different edges, this made-to-order rug and runner service, available in combination with any Edel Telenzo wall-to-wall carpet, is setting the benchmark in diversity and choice.

Whether the room is large or small, contemporary or traditional, the Rugs and Runners collection has an ideal border option for any carpet and any interior. Ideal for larger rugs and statement stair runners, a generous 5cm wide option is available in leather, felt and linen finishes, while a more subtle 1cm wide cotton option will suit rugs of all sizes.

Whatever the width or material, there is also an enviable choice when it comes to colour selection. First, boasting 46 shades, the

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Coastal, Indian Hub

cotton edge offers a broad colour spectrum.

From naturals that provide a gentle addition to any of Edel Telenzo’s broadloom options, to bright oranges and reds for a statement in style, this 1cm wide choice has something for everyone.

With the 5cm linen, homeowners looking for whites, creams, on-trend greys, bold blues or striking reds need look no further than the 19-strong options contained within. Those seeking a touch of luxury can turn to the 14 colours available in 5cm wide leather, with light greys, browns and darks all featured.

Finally, the impressive 88 options are completed with nine options available in felt, with plain and heather tastes all catered to.

Offering great value and wide choice in oak, the LG collection from Kettle Interiors (01536 444960) brings classic style. The collection includes four table options, benches, bookcases, a display cabinet,

highboards and a wine cabinet. From the compact dimensions of the 1.3m butterfly extending table right up to the impressive proportions of the 3m refectory table, this is a range driven by choice.

This choice is not at the expense of quality or value either, with soft-close drawers featuring throughout the collection and a durable and natural finish that provides lasting good looks. With 36 items for living and dining, LG is now available from UK stock through wholesale, stockist and container packages.

Indian Hub’s (01293 772481) Aspen range handcrafted from solid acacia wood and nickel plated iron combines a two-tone warm finish with striking design and traditional craftsmanship. The range is both versatile and modern and from eco-friendly sources.

Indian Hub is a leading manufacturer and wholesaler of solid cabinet furniture >>>

26/09/2016 16:20

Alpha

ALPHA D E S I G N S

ALPHA DESIGNS UPHOLSTERY LIMITED T: 01902 492937 F: 01902 493700 E: sales@alpha-designs.co.uk Unit 1, Stag Industrial Estate, Oxford Street, Bilston, Wolverhampton WV14 7HZ Alpha331.indd 1 V2.indd 81 Furniture News 331

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Cyan, Prismatic collection, Flair Rugs

Log baskets, The Wicker Merchant

Langdale, Sweet Dreams

based in Surrey, offering a blend of good design, quality manufacturing and reliable service.

Injecting energy, colour and comfort, Flair Rugs (01457 850660) has introduced Prismatic, a collection of five rugs championing bright and bold design as homeowners look to make updates for the autumn/winter season.

Followers of Flair’s recent trend updates will have noticed an emphasis placed on soft polypropylene rugs, with developments arriving on a regular basis to ensure the range remains an industry front-runner.

Prismatic features a combination of modern looks, meeting both contemporary and traditional tastes, and the latest in fibre technology that is not only durable and easy to clean but also softer than the average alternative.

Five styles make up Prismatic. From multitone headline act Cyan to the bright Jewel and Sapphire, there is a fit for any setting as consumers look to enhance their interiors. For those seeking vintage motifs carrying more traditional undertones, despite a continuing theme of striking colourways, Mystic and

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Quartz are included to complete a striking quintet of designs.

All of Prismatic’s designs come in 80 x 150cm, 120 x 170cm and 160 x 230cm sizes, ensuring an ideal fit for any home. An 11mm frise pile enhances the rugs’ feel of softness.

Through Prismatic, Flair Rugs continues to build its polypropylene portfolio based on extensive research into market demands, again demonstrating that innovative design is far from reserved for wool and woolblends. This collection makes current trends accessible to a spectrum of budgets.

Winter lines are already making their way to stores and for retailers looking to maximise opportunity in the busy pre-Christmas selling period, then The Wicker Merchant’s (01536 444960) range of log baskets make a great add-on to displays and seasonal stock.

With round, square and rectangular styles to choose from, all crafted from natural wicker, the log basket sets feature hessian linings and are made to withstand daily use.

Large baskets on selected sets feature wheels for manoeuvrability.

The Wicker Merchant offers free nationwide delivery from orders of £300

and 10% off already-low prices for orders of £2500 or more. The Wicker Merchant range, featuring 91 items, is held in UK stock for fast despatch. The Wicker Merchant is exclusively available through Kettle Interiors Agencies.

Contemporary Langdale is a popular style and features in the latest Sweet Dreams (01282 830033) 2016/17 brochure. Langdale comes in three-seater chaise, three- or twoseater sofa and chair.

The British-made model exemplifies versatility. The chaise can be used on the right- or left-hand side, plus there is a choice of light or dark wood feet and a wide selection of 60 fabrics.

Langdale is comfortable, too – seat cushions are a mix of high resilience fibre and PE foam, while the back cushions are polyester fibre.

Langdale is just one model in a wide collection of quality, British-made upholstery crafted by Sweet Dreams in its Lancashire mills.

All styles from traditional classic to modern-retro are represented in the range.

Delivery is to home or store within seven to 10 days

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35A Keighley Road, Silsden, Keighley, West Yorkshire, BD 20 0EB Tel 01535 656002 | Info@scanthor.co.uk Scanthor UK v3.indd 1 Furniture News 331 V2.indd 83

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2016 sees the launch of four new sofa and accent chair designs from Wood Bros – Malham, Arncliffe, Ripley and Pickering.

New additions from Wood Bros Wood Bros’ Ripley comprises a sofa and accent chair and has a curvaceous back and deeply comfortable sit. It features traditional piped scroll arms and timber bun feet.

Malham is a stylish and compact sofa and accent chair combination. They feature a popular classic arm shape referred to within the trade as a ‘bandage arm’, which highlights Malham’s soft curves and works particularly well on its smaller scale.

The new upholstery designs are offered with an impressive collection of 100% wool fabrics from the English woollen mill, Moon. The Moon swatch comprises over 20 complementary fabrics from traditional plaids and tartans to understated plains and twills.

Wood Bros is a family business, which has been around for over 90 years, specialising in the design and manufacture of quality furniture. Wood Bros is located in Ware, Hertfordshire, where it has been since 1952.

Famous for its successful Old Charm traditional Tudor furniture collection, which was first introduced in the early 50s, the company has designed and manufactured everything from the cutting-edge modern glass fibre shells of Lurashell to its more contemporary oak and upholstery designs of today.

Malham chair Design is at the heart of everything the company does. Its designers continue to evolve its cabinet and sofa collections in style and function to match today’s living.

Customers’ peace of mind is important to

Wood Bros, and all its products are backed with no quibble guarantees. As a family-run business, it values its integrity and will go the extra mile for its customers.

W woodbros.co.uk

Ripley sofa

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TRADE SERVICES Lectra (www.lectra.com), a world leader in integrated technology solutions dedicated to industries using fabrics, leather, technical textiles and composite materials, has announced that Godfrey Syrett has chosen Lectra’s software and fabric cutting solutions to automate and optimise its production.

Founded in 1947, Godfrey Syrett designs and manufactures innovative furniture solutions for the education, office, healthcare and defence markets throughout the United Kingdom.

“Previously, our products were designed, developed and manufactured by hand.

Whilst we are very proud of this heritage, this approach did have the potential for costly production errors,” explains Michael Donachie, operations manager at Godfrey Syrett.

Furniture manufacturer Godfrey Syrett chose Lectra’s technology solutions to streamline its production

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Lectra worked with the team at Godfrey Syrett to pinpoint its needs and demonstrate the impact automation would have on production speed and cost.

Godfrey Syrett took the decision to invest in a Lectra cutting solution, including advanced pattern and marker-making software, a fabric spreading solution and a Vector fabric cutter.

With Vector, Godfrey Syrett can cut in 2.5 minutes what would have taken 40 minutes using a manual process.

It will also deliver consistent quality of cut parts that is impossible to achieve with hand cutting. Vector will be put to work on products such as Zip, the company’s modular seating offer which zips and unzips for easy reconfiguration, and Mr Jones – an awardwinning soft seating range.

“We expect to substantially increase our production capacity as well as our agility. By demonstrating such impressive results, as well as being able to connect us to a global network of manufacturers, Lectra stood head and shoulders above the rest as clear market leaders,” states Michael.

The Retail Ombudsman (www. theretailombudsman.org.uk) introduced its Accredited Retailer Scheme last year, and many retailers have already been approved and now display their certificates and

The Retail Ombudsman’s Accredited Retail Scheme is an audit of business’ practices and processes window stickers. The accreditation is a stringent audit of their business practices and processes, from checks on their terms and conditions to validity of their insurances.

The Retail Ombudsman is now concentrating on the furniture sector in the UK. The process all starts by filling out an online form on The Retail Ombudsman website, where the retailer is assigned an accreditation assistant to guide them to the process.

Not only is the accreditation great PR for the retailer, but it also gives them the peace of mind that they are ticking all the boxes for their trading practices. >>>

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Furniture Trolleys & Display Stands

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Hypnos’ Sandringham bed

At last month’s Bed Show in Telford, the NBF (www.bedfed.org.uk, www.intro2beds. com) launched its latest online training course designed specifically for all newcomers to the bed industry.

The 45-minute Introduction to Beds module provides a ideal grounding to the beds sector and quickly brings the user up to speed with industry data, including the size of the UK market, the share of different product types, the key supplier groups and their respective brands, as well as demystifying many of the commonly used words and terms via a useful

Hypnos is an NBF member

bed speak glossary. There is also a helpful guide to all the different types of products available.

The course will appeal to anyone new to beds – whether that is in retail, manufacturing or in the supply chain – regardless of their role.

They could be in purchasing, marketing, customer services, production, logistics or finance.

They may be an experienced executive joining from a different sector or a school leaver starting their very first job.

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They will also learn a bit about how the National Bed Federation and the Sleep Council fit in to the sector and get an overview of the NBF Code of Practice, how it works and what it means to them.

At the end of the module, there is a short knowledge assessment with successful users receiving a certificate of achievement.

For an introductory period up until 31st December 2016, the course is free to all users.

From 1st January 2017, there will be a £25 charge, except for all NBF member companies who will be exempt. >>>

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LEATHER | FABRIC | WOOD We manufacture professional repair products and provide training solutions to customers worldwide, so who better to use for all your service upholstery needs?

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Strool

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Stroolmount’s protection range retail display

Stroolmount offers a range of floor and furniture protection items

Stroolmount (www.stroolmount.co.uk) is widely recognised as a leading supplier of furniture and floor protection systems. It is a family-run business with years of experience in the furniture industry.

Stroolmount has products to protect floors from damage, products to protect furniture joints from being fatally weakened and products to protect the customer’s back when moving weighty wardrobes, dressers, sideboards, sofas, beds, dining sets and other furniture around the home or office. The

company is the sole UK distributor for the award-winning Quickclick interchangeable glide system.

All Stroolmount’s products are exclusively available in shops throughout the UK. It sells directly to furniture and flooring manufacturers and retailers of all sizes.

Stroolmount strives to offer an exceptional level of customer service. If customers want an item in a different size, shape or colour – or with their own branding on it – this is achievable.

Most people spend thousands of pounds on their flooring and furniture, but do little if anything to protect them. Flooring and furniture are some of the most expensive purchases after houses, cars and holidays but they can easily get damaged.

By selling furniture with built-in protection, this could make a big difference to the loyalty and recommendations of customers. Stroolmount aims to offer high quality products, expert advice and great value for money. >>>

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on’t bother with a proper sales process or sales training. The uccessful ones do! Invest time and money in quality sales now-how. Call Greenwood to arrange an effective sales 92 | TRADE SERVICES aining course.

COMPETITION – CheckYOUR your competition SECURE SHAREto find out what ey are offering. priceNOW… wars. Be sure to out-do OFAvoid 2017all-out SALES our competition on the most relevant beneficial USP’s “I knew it would be busy but it was ridiculous! 40% of cluding choice, quality, value and service. Call Greenwood annual sales in three weeks opens your eyes to what can be achieved in a sales event. mystery shop your competitors.

An excellent service and a brilliant, clever model. We clicked with your event managers who were also brilliant.

A very positive experience.”

PROMOTION – Promote your business effectively. Every The long established iconic furniture brand G Plan has made Paul Howson, Edmondsons of Blackburn. ood retailer from Tesco to Harrod’s does. Consider using a Cartwright, (www.cartwright-group.co.uk) the rapidly-expanding body andinto trailer manufacturer, its first choice to provide 18 doubleGreenwood’ sales promotion to increase sales, turn stock deck trailers for the delivery of its products to stores throughout the DON’T A SALES UK. profit ash and win future marketHIRE share, while protecting your A past customer of South Manchester-based Cartwright, G Plan’s latest order consists of 18 double-deck step frame tandem axle vans, the same time. Call Greenwood!UNTIL COMPANY

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each with a fixed deck and a 3m internal lifting platform on the inside of the rear of the trailer. Additional features for the speciallydesigned double deck trailers include a completely different phenolic floor.

Other features include non-standard full LED strip lighting, inside the trailer, allowing a safer environment for loading and unloading.

The trailers have been designed with a great emphasis on health and safety.

The bespoke Cartwright specification for the G Plan double decks also involved a lot of telematics including an internal fitted camera that looks down onto the lifting platform where live loading and unloading of the trailer, whether at the factory or in a retail outlet, can be directly observed.

The overall height of the trailer is obviously critical in order for deliveries where access can be difficult, and the design had to accommodate the customer’s objectives of getting the vehicle into tight spaces whilst at the same time protecting the personnel inside the vehicle.

Consequently Cartwright engineered a very low step frame platform with a rear loading height of 850mm, coupled with a very high lift suspension, in order to access normal loading docks.

Essentially, the Cartwright double-deck trailer for G Plan has a one-third lifting deck, with the platform one third the length of the lower deck.

As the trailers go into retail outlets to the point of delivery, furniture is sorted by a picking link to bring out the product from the top or bottom deck through the large lifting deck platform at the rear of the trailer. The trailers also include Cartwright’s popular aerodynamic features at the front of the trailers which have proven fuel-saving benefits.

Rich Anderson, Cartwright sales and marketing director, says: “We are delighted that one iconic British manufacturing furniture brand is delivering its furniture and related products nationwide in quality trailers built by Cartwright, another established British manufacturer – two companies who share the best of British manufacturing values.”

Stephen Bruce, operations director of G Plan, comments: “We have been delighted with the build quality from Cartwright which has been excellent. We have used Ryder for many years and it was through them that we met Cartwright. In the end Cartwright offered the best solution for the best price. The new Cartwright trailers will be used to distribute 80% of our goods, with smaller vehicles filling the gaps. The trailers will also have new improved branding.”

ABOUT GREENWOOD SALES...

There are good reasons why Greenwood plans more sales events, for quality independent retailers across the UK & Ireland, than any other sales company.

ake a look at our or call us now onmany.

01625 521010, Thewebsite benefits of holding a Greenwood Sale are your sales event will be a huge financial success in or, send an eFirst, mail itself.

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Find out more about Greenwood Sales. Why not take look at our online brochure at greenwoodretail.com? Call or e mail Bernard Eaton now to discover the exciting possibilities and options we can offer you, without obligation.

e are now booking events right across the UK and Ireland for the rest of 2013 on a first come first served basis.

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TRADE SERVICES Trucksmith

The successful Devon-based vehicle body builder has recently moved from its Cullumpton home to impressive upgraded facilities located a few miles north east in Uffculme to improve its output and efficiency. John Legg toured the new premises and caught up with the Trucksmith team to see how the transition was progressing.

Onwards and upwards for Trucksmith Since the 1980s, Trucksmith has been adapting luton-type vehicles to maximise capacity – how do today’s vehicles differ from those made 30-odd years ago?

“Traditionally, you would build a Luton type body onto what’s known as a chassis cab which had two steel chassis legs to build from and fix a body on top of. Using the front wheel drive platform cab, you have the ability to achieve the low loading height of just 550mm but also much higher payloads.

“The two structures – the base vehicle and our body – combine to each other, forming a monocoque construction, reducing the need for chassis legs and so forth which all add weight and reduce payload.”

Having recently moved from Cullompton to more expansive and intergrated premises at Uffculme, how has the business changed and what are the ramifications?

“All departments have benefited from the move allowing and facilitating continued sustainable growth. Trucksmith has increased efficiency and capacity by installing a dedicated vehicle manufacturing production line which has reduced lead times. This in turn has produced more orders, bringing in more revenue to reinvest and continue the great progress we have been making in our first 30 years of business success.

“Research and development has been one of our key strokes of genius. It allows us to continue using and combining well-managed quality control plans with continued improvement.

“We are now manufacturing and building

The new production line has and will have a significant impact on the business the body in a quicker more effective way, using the latest hi-tech equipment and materials, making us market-leading in terms of quality and payload. More importantly for the end user, we are able to offer all of this and still build cheaper than when we originally designed this style of body.”

What are the most important issues a furniture business needs to consider when looking at these types vehicles for the their businesses?

“The manufacturers are building base vehicles heavier, year after year, model after model, which in turn makes our job harder as the furniture industry wants to carry more and more load – the pressure to increase payload is a constant challenge.

“More vehicles are being pulled over by the

Stocks of platform cabs ready to enter the Trucksmith production line

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roadside to be weighed, with operators who are overloaded being fined. Our continued improvement processes coupled with our research and development programmes – second to none in the industry – we are constantly finding new ways to save a kg here and a kg there. This ultimately which makes a considerable difference to a furniture business where the load is rarely lightweight.

“This continuous process allows us to constantly improve payload. For example, with the introduction of the new EuroVI engines with Adblue, the base vehicle has increased in weight by 45kg.

“Over the last two years, we have managed to reduce our body weight – from offering payloads of 1234kg when the new models were launched, we are now able to offer over 1300kg of payload including the allowance for driver, fuel, spare wheel and tools.”

What are Trucksmith’s plans for the future?

“Our plans are to continue with the good work that was started by the company founders 30 years ago, with the same values and priorities that laid such strong foundations. We will continue to invested in research and development which will ensure we stay market leaders now and in the future.

“As a business we are investing in more branded products into different industries other than furniture, but they will still have the Trucksmith build quality, style and support that we offer, whenever we put our name on a vehicle.”

T 01884 841055 W trucksmith.co.uk

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TRADE SERVICES Palletline

Palletline is one of the UK’s first and premier palletised freight distribution companies. Launched in 1992, Palletline has revolutionised the way pallets are transported.

Palletline paves the way for transportation The company has changed the way pallets are transported

Palletline is a highly-respected, 100% member-owned network that has built an enviable reputation over the last 24 years and continues to set the benchmark, combining high levels of service with industry-leading innovation. Through its network of 72 of the very best hauliers in the UK, Palletline provides cost-effective, reliable pallet distribution to thousands of businesses and customer addresses every day.

The innovative Palletline system dramatically increases speed and efficiency, while drastically reducing the cost of delivering pallets throughout the UK and Europe. Palletline is a sustainable enterprise.

Its business model reduces road miles and minimises environmental impact, while supporting the long-term success of customers and members alike.

Palletline has set the bar high for transportation services in the industry

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The company focuses on speed and efficiency

Palletline was established in 1992

Palletline is leading the industry with a new and award-winning initiative, Lift Assist, which reduces the maximum weight of a standard tail lift delivery to 750kg.

The number of deliveries requiring tail lift and pump truck has increased in recent years presenting new challenges to drivers.

Palletline has taken action in order to improve safety when delivering a pallet for drivers and spectators.

Palletline is now focusing upon an education for customers on the correct packaging and manifested weights – it is the responsibility of the consignor to ensure that freight is manifested at the correct weight, something requiring improvement in the sector. Palletline is putting the safety of its drivers, customers and members of the public at the very top of the priority list.

W palletine.co.uk

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Trade Ad Introduction to Beds_FURNITURE NEWS.indd 1 Furniture News 331 V2.indd 97

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TRADE SERVICES Staingard

Building on its reputation for producing some of the best furniture care products and services, the Staingard team has annouced the launch of the Mattressgard range.

Staingard expands its reach Bringing together a range of mattress protectors and associated bedding products, Mattressgard helps to shield mattresses and create a healthy, hygienic sleeping environment.

Mattressgard provides customers with access to an impressive range of fabrics, sizes and colours, all held in stock in the UK ready for rapid despatch. Whether quilted protectors or the more contemporary and increasingly popular fitted sheet styles are required, the Mattressgard range meets a wide range of demands.

Produced in a range of materials, including cotton, polyester and the new-age fabric Tencel, all products can be supplied as waterproof or non-waterproof. The range is further enhanced by the inclusion of complete encasement products, an essential

part of any sleeping environment where there is the risk of bed bug or dust mite colonisation.

In addition, Staingard has introduced Sleepcool, exclusively produced for the Mattressgard range. Sleepcool features the unique Thermic system that when activated will regulate body temperature, aiming to provide a better night’s sleep.

The Mattressgard range recognises the diverse nature of the industry and as such features both budget and luxury products.

T 01244 888658 W staingard.co.uk

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ULTIMATE PROTECTION FOR BEDS

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ON LOCATION Carpetright

Address: Address: 234 Purley Way, Croydon CR0 4XG Opened: (refurbishment unveiled) 1st July Footprint: 9760ft2

On Location: Carpetright, Croydon

Furniture News negotiates Croyon’s roadways to arrive at Carpetright’s flagship on a particularly hot and humid late summer’s day. Set on prime out-of-town real estate alongside the likes of ScS, Bensons and Sofology, the Purley Way store is the latest to sport the retailer’s new look – a concept 18 months in the making, now ready for roll out across the remainder of the retailer’s 434-store UK estate as part of a complete rebrand …

Furniture News is welcomed by Carpetright’s head of communications, PR & CSR, Helen Marsh. A furnishings PR specialist with over 14 years’ experience working with brands such as dwell, Natuzzi, Barker & Stonehouse, John Lewis and The Sleep Room (which went on to become Loaf) – plus a recent stint in the grocery sector with Budgens Londis – Helen took up the newly-created Carpetright role in May. “It’s a varied role, covering all communications for the UK side of the company,” she says, “some elements of which are in their infancy.”

Aside from developing the retailer’s charity work, environmental commitments and internal communications, Helen has been helping communicate the biggest identity change in Carpetright’s 28-year history.

It’s a sizeable task. With a market share of around 26%, Carpetright is the UK’s leading floorcoverings retailer. Since its foundation it has grown to become an international, publicly-traded retailer, employing over 2000 staff in the UK alone.

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Helen Marsh

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Carpetright’s Comfort Station invites customers to relax and try out the three mattress types available

A colour coding system defines each mattress type

Flooring is segregated into zones based on its tactile qualities

“With the trial stores now achieving consistent doubledigit growth, we’re confident it’s the right time to roll out this concept to the wider estate” In 2010, due to relentless customer demand, beds were added to Carpetright’s arsenal, and these are now available in 248 of its stores.

The retailer has made the transition from flooring to beds ably, and is already setting standards for presentation and sales methodology, much of which has been driven by its category buying manager for beds, Andrew Woodbridge.

Change has been driven from the top – since the retailer’s founder Lord Harris stepped down in 2014, new CEO Wilf Walsh implemented a significantly different operation, and his efforts appear to be paying off. The retailer turned around a loss of £7.2m in 2014 to a £6.6m profit in 2015, with revenue up 3.3% to £462.6m – reaching a £17.3m profit in 2015.

Central to Carpetright’s ambitions is a need to develop with the times. “Carpetright absolutely had to modernise,” says Helen. “Some of the stores haven’t changed since they opened in the 80s, and have seen next-to-no investment. Over the last 18 months Carpetright’s been working towards launching the new concept, and the team have been looking at every aspect of the business – what we sell, where we sell it, and how we sell it.

“Customers have changed – they’re much more savvy in general these days. We recognised that to attract new customers to the brand, retain our position as a market leader and ensure longevity, it was necessary to put the customer back at the heart of everything we do, and to create stores that matched that aim.”

Location Carpetright launched its first trial stores in Reigate, Clapham,

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Tunbridge Wells and West Thurrock, and over the last 18 months the concept has been deployed across various formats. Numerous ideas were tested and adjustments made before the findings were combined in this flagship store.

The refit here took four weeks to complete – during which time trading continued throughout – and cost approximately £20 per ft2.

On the face of it, the uplift is paying off – the store is already seeing double-digit growth, and the sleep area featuring Carpetright’s bed offer has seen an uplift of over 30% since the relaunch.

Feel The store’s shell is typical retail park material, but it’s clear that a good deal of thought has gone into the product layout and decoration.

Gone are the brash red sale banners of yesteryear, in their place a variety of informative PoS displays and clean finishes.

Flooring products take up roughly 85% of the store, and these follow a gradient – the customer’s eye is guided from low sample stands at the front of the store towards tall racks of value rolls at the rear.

From carpet and rugs to laminates and vinyls, the flooring is arranged in colour-coded zones denoting varying degrees of softness and tactility. Clear signage spells out the benefits and applications of each product at every turn, alongside messages outlining credit terms and the fitting process.

PoS stands at the entrance clarify that Carpetright sells beds as well as flooring – and these go on to outline the recommended steps a customer should follow when making a purchase. Whilst >>>

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“Some customers don’t have cars, don’t shop frequently, or don’t like to use retail parks – high street stores are ideal for them” detailed, the PoS has been designed to support rather than supplant the traditional role of the salesperson.

“There’s a fine line between getting in the customer’s face right away, and leaving them to their own devices,” says Helen. “I think you need a staff member to make contact early on to establish what they’re looking for – if they want to cover a high-traffic area, or have pets or children, they’ll need to explore different flooring types – before pointing them in the right direction, and leaving them alone to explore.”

Underfoot, the store’s floor is divided roughly between wooden laminate and grey carpet – both of which are, interestingly, the retailer’s bestsellers. “For the first time, grey carpet has become more popular than beige,” says Helen, “hence the colour chosen throughout, which also echoes the shades of our new logo.”

Attempts have been made to make the less attractive elements of floor buying more attractive – new underlay testing stations encourage customers to tread upon their chosen samples with and without underlay so that they can feel the difference.

Overhead, the roof is high – aside from the sleep area, which benefits from a suspended ceiling and warm spotlights, which aim to create a more intimate environment for customers wishing to sample the beds.

Certainly, there’s a bigger range of beds than there’s ever been, with a greater number of premium options and design-led frames, all laid out within their own zone. A new comfort station concept presents the three colour-coded mattress types – blue for pocket spring, purple for memory foam, and green for traditional spring – and invites customers to select which best suits them.

“I’ll admit that beds are secondary to our core offer,” says Helen, “which makes presenting them in the right way a real challenge.

They are often tucked into a corner, or hidden on a mezzanine, which doesn’t always allow them to shine.”

Now they occupy an enclosed area in which the models face one another, yet are spaced enough apart that people can try them out.

Low panel walls behind the headboards help create more of that all-important intimacy. “The store gets quite busy, especially at the weekend,” Helen explains. “People can still feel awkward and self conscious trying out beds, but I think we’ve achieved the right balance here.”

The mood is further defined by the low-level MOR music emanating from the in-store speakers. More flexible playlists – a choice of jazz, lounge or pop – are coming to stores soon, which will allow managers to set the background sounds to suit the mood in store (and restore a degree of sanity to those staffers sick of hearing the same tunes day in, day out!).

Staff In terms of personnel, three front-of-house sales staff are present, based on their own workstations, and there’s a small customer service team at the rear of the building. Carpet cutting and delivery staff are also on site. To better handle the bed sales, Carpetright has pursued an initiative to ensure that every store eventually boasts a ‘sleep expert’. Having undergone Sleep Council training, these specialists are already helping to build sales and customer satisfaction, says Helen.

“Sleep is high on people’s agenda,” she explains. “Our salespeople are facing more in-depth questions from customers, many of whom come equipped with some knowledge having researched the subject online.

There’s a lot of noise around back support and cooling properties in particular – having a staff member in store who understands these

Hard flooring sections are a relatively new introduction to Carpetright’s stores, and follow double-digit sales growth

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Brands and exclusive offers ensure Carpetright offers something for every customer

“There’s a lot of noise around back support and cooling properties in particular – having a staff member in store who understands these issues and can direct the customer to the most suitable product helps build a good deal of confidence and trust” issues and can direct the customer to the most suitable product helps build a good deal of confidence and trust.”

For the first time in the retailer’s history, a staff uniform is currently in development. The broad selection of on-brand smart-casual wear has been designed to make staff more easily identifiable on the shop floor, whilst encouraging a softer approach to selling. “Thanks to the flexibility of the workwear, not everyone will look the same,” says Helen. “There’s a huge variety to choose from, but no tie – suits don’t feel right for our sales approach these days.”

Products Carpetright remains one of the sector’s most price-focused retailers.

Its implication alongside a handful of leading furnishing multiples in the OFT’s 2013 investigation into misleading price promotions has encouraged the retailer to adopt a clearer, more honest approach – its focus nowadays is very much on service and quality rather than flash sales.

“For a time, flooring was dominated by sales,” says Helen, “so many people – quite rightly, in some cases – mistrust the practice. Upon his appointment, Wilf [Walsh] was adamant that he wanted to shift the emphasis towards the customer journey, and the fact we offer unique product expertise, and benefits such as free fitting.”

Indeed, Helen is celebrating something of a coup today when it comes to credible service, as Carpetright’s fitting service has just been endorsed by Which? Trusted Traders.

Perhaps keen pricing is something that Carpetright can now afford to take for granted – indeed, the retailer seems perfectly content to operate on parks alongside competitors.

“We usually offer the best value,” says Helen. The retailer’s ‘never beaten on price’ promise sees it matching competitors’ quotes when challenged. It has even introduced a PoS price checker comparison

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feature wherever it can identify like-for-like product in other stores.

In the case of the beds in particular, the difference in margin can be remarkable.

Despite its reputation for value, Carpetright’s bed offer has pushed upmarket of late, with brands such as Silentnight, Sealy, Sleepeezee, Kaymed and Icon supplementing its own-brand Sleepright products.

“People like brands, they often feel more comfortable with them,” says Helen.

Brands are playing an increasingly important role in Carpetright’s flooring offer, too, with the likes of Brintons and Westex rubbing shoulders with retailer exclusives, including its collaborative effort with House Beautiful magazine. “Our branded goods sales used to be small,” explains Helen, “but we’ve significantly increased the range, introducing more named brands which appeal to the higher-end consumer.”

Marketing Carpetright’s rebrand has been driven by a national TV advertising campaign plus show sponsorship bumpers, all fronted by its new brand ambassador Lucy Alexander, of the BBC’s Homes Under the Hammer fame.

“We’re making a big effort to ensure all areas of the business are seen,” says Helen, “and we chose Lucy to help build our credibility – she’s not simply a TV celebrity, but an expert in interiors and property.” In addition, the ambassador’s personal picks are highlighted in store, each tagged as part of the ‘Lucy Loves’ collection.

The launch of a new website offering expert advice and free samples has driven traffic growth, but its transactional element only accounts for around one store’s worth of sales at present. “Carpet is very hard to buy online,” asserts Helen. “It needs to be seen, it needs interaction. Our website gives a good grounding to the buying >>>

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“Carpetright absolutely had to modernise. Some of the stores haven’t changed since they opened in the 80s, and have seen next-to-no investment” The right stuff

process, but Carpetright’s is much more of an in-store proposition, and that isn’t likely to change any time soon.”

Carpetright’s category buying manager for beds, Andrew Woodbridge, has over 25 years’ experience in the retail interiors industry. Having started his career at Habitat – where he progressed through various retail roles to UK trading manager – he then went on to fulfil buying and category manager roles at MFI, was the commercial director at Pure Kitchens, and merchandising manager at Tesco, before joining Carpetright in 2014.

Furniture News quizzed Andrew on a few issues specific to his category:

Direction “With the trial stores now achieving consistent double-digit growth, we’re confident it’s the right time to roll out this concept to the wider estate,” says Helen. One hundred of the stores are to be refurbished by next summer, at a capital cost of £10m.

The first tranche of stores selected follow a rule of thirds – one third are those most in need of an overhaul, another are those with strong competitors in their immediate vicinity, and the final third are those with the greatest high street potential.

“Some people said that Carpetright couldn’t pull off a high street format, but there’s no doubt that they are working,” says Helen.

“Whether we’re offering 200 varieties or 10, we’re still likely to be stocking a carpet that will satisfy most buyers, in the colour they’re after. Some customers don’t have cars, don’t shop frequently, or don’t like to use retail parks – high street stores are ideal for them.

“These smaller stores also allow us to better compete with the independents. As it stands, our [bed-free] high street stores are going incredibly well – most of them are seeing double-digit growth.”

Do you feel you have all the key mattress product areas covered?

Our range includes the full gambit of comfort, and a value level that is right for our customer, so I think we’ve got it right – but of course we’re constantly developing and adding to the collection.

Are there any new technologies you’re keen to introduce?

All the focus in the market is on producing mattresses that regulate the individual’s body temperature during sleeping hours, and we’ve already started to add some of these to our range. It’s not just about the initial gratification of lying down anymore, but about getting the best possible sleep, and temperature control is key to this.

How well do your suppliers convey product information to your salespeople?

We work very closely with our suppliers whilst developing our ranges. Central to the launch is the execution in store – both in terms of display. and in arming our sales teams with the right information. We launch all of our products through nationwide workshops in which our suppliers are an integral part of the training, and this works really well.

How has Sleep Council Sales Academy training improved the salespeople’s approach?

We have seen significant sales conversion from our academy graduates. They are giving our customers expert sleep advice which helps the customer make quick and informed buying decisions. It’s a great initiative, and has been welcomed by our store teams •

Conclusion It’s telling that the most challenging element of Carpetright’s rebrand was, in Helen’s opinion, getting the logo right. The old bold red writing and green tick strikethrough may have come to feel a little budget chain, but, crucially, customers did associate it with value.

“We didn’t want to lose that,” she says. “Our new, more contemporary grey logo is the culmination of lots of research. For a short while, we had a different one that looked like a SIM card, which was used in the first trial stores – but it turned out that the tick in the logo was actually a big sticking point with the customer focus groups, and we had to have it back!”

The story behind the logo’s development demonstrates how much consideration has gone into making Carpetright a retailer fit for the modern age whilst retaining its core values.

Rather than effect any seismic changes, the retailer has dusted itself off and brought casual customer engagement to the fore.

Lessons have been learned when it comes to selling, leaving a refreshingly crisp approach – Carpetright is here to guide the decision, offer the best price around, and ensure the purchase is delivered and fitted to satisfaction.

As befits its market-leading status, the retailer’s flooring offer is confident and comprehensive – its high street stores may be flourishing with smaller selections, but the variety of stock displayed at Purley Way feels just right. Indeed, Furniture News overhears a couple browsing branded carpet tell a salesperson: “We’re very impressed with the range on show here, it comes across very well.”

In terms of beds, there’s room for improvement – “the modernisation of the store estate will help us attract a wider audience, and our bed offer has an important role to play in this – as we reach an increasing number of customers, our bed offer will naturally come to the fore,” says Helen – but Carpetright’s flagship proudly proclaims that this is a national bed retailer to be taken seriously.

W carpetright.co.uk

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Sam L

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DESIGNER Samuel Chan

Celebrating the work of Samuel Chan The work of award-winning designer/maker Samuel Chan is celebrated in the latest book from Peter and Charlotte Fiell, entitled Samuel Chan: Design Purity and Craft Principles. Here, Furniture News presents a snapshot of Samuel’s most iconic products …

Samuel Chan is an award-winning designer and maker who crafts exquisitelymade wooden furniture. Born in Hong Kong and educated in Britain, the designer draws on his heritage to produce work imbued with a unique synthesis of Eastern aesthetics and Western ideals. His work marries form and function, and can be held up as exemplary of best practice in clean, contemporary design.

The publication is a comprehensive survey of Samuel’s creative and entrepreneurial endeavours, celebrating his 25-year career in furniture design and marking 20 years of his studio, Channels.

The book explores the designer’s singular approach to design and manufacture, from first discovering his love of woodwork as a schoolboy new to England, through to opening Channels with a studio-showroom in 1995, and going on to be awarded 12 Design Guild Marks over the course of his career.

Authors Charlotte and Peter Fiell comment: “Samuel Chan is one of the leading designer-makers of his generation, who bridges the design worlds of the East and West. Having known Samuel for over 25 years, we are thrilled to now tell the extraordinary and touching story that lies behind his work.”

Casper Vissers, founder of Moooi, adds: “Complex craftsmanship is a challenge Samuel loves to explore on a continuous basis. His creations clearly follow his life – with one foot in Europe and one foot in Asia. The elegant mix of different cultures is very attractive and makes Samuel’s work desirable and timeless for culturallyengaged clients worldwide.”

W channelsdesign.com >>>

Motley lamps, 2009 Distinctive lantern-like shades in natural or smoked oak bring a touch of Oriental warmth to these floor and pendant lamps. A frosted glass cylinder within each shade helps diffuse the beams from the hidden source, while the hand-cut plywood ribs scatter the light.

Samuel Chan

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Vishnu

Direct fr om t he fact or y

We have been supplying Indian Sheesham hard wood furniture in the UK since 2003, and have mainly been dealing with UK-based wholesalers and retailers.

From 2008 we started production of industrial and vintage style furniture. This type of furniture was not in high demand in the UK, so our main focus was on Europe. These products have been a big hit and have helped us to capture the market in France, Germany and other European countries, as well as Australia!

In 2009 we opened our own furniture stores in India and branded our product on the name and style, NATURAL LIVING. It’s been a successful project in India, and we now have 10 stores there. We stock our products in Jodhpur, which are then supplied to all our stores across the country. All of the stores sell Sheesham and industrial furniture, the same products we like to supply in Ireland and the UK. • Huge range of products • New Products • Quality sheesham furniture • Warehouse in UK for top-up stock • Direct container form India • Large Volume of Stock available in 3 to 4 weeks time • Large range of bedroom sets

INDIA contact: Vishnu international, G 145 special economic zone, Boranada, Jodhpur, Rajasthan, India Tel + 91 2931 281309 | Tel + 91 2931 281576 | Mob + 91 9829345456 karan@regaltradehome.com

www.eshopregal.in

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U.K contact: Leon Moreton’ The Furniture Store, Yaddlethorpe Grange, Moor Road, Bottesford Moor, Scunthorpe, DN17 2BS Mob: 07711228642

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DESIGNER Samuel Chan Kerning sideboard, 2014 The construction of this collection is challenging – from a distance, the cabinet’s panels appear to be framed by a darker border, which is in fact a precise 15mm gap, with the doors held in place by concealed round-dowel pivoting hinges. The range’s name gives a clue to the design approach – in typography, kerning refers to the spaces between characters.

Magnus chair, 2015 With its remarkable criss-crossing pattern of interconnecting solid wood pieces, this painstakingly-constructed piece features a carefully considered aesthetic. Likewise, the relationship between the high back and seat is mathematically precise in order to create visual balance.

Column bookcase, 2015 Pushing the boundaries of contemporary woodcraft, these bookcases comprise openended boxes stacked atop one another.

Functionally, the work as storage pieces, but their value lies in their visual rhythm – whether individually or as a group, the rising blocks create a staccato effect that is also fluid.

Curve chair, 1987 As an undergraduate, Samuel designed this chair based on the Chinese character for ‘girl’. It consists of four plywood elements, bent to the same radius using a heatand pressure-intensive steam-moulding technique. The four pieces slot together using hidden grooves, requiring a minimum of glue to hold them together.

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DESIGNER In Design – Karyn Limond

Karyn, a Product Design graduate from Edinburgh Napier University, presented her Retreat cupboard, which offers a mobile study and storage solution, at this year’s New Designers exhibition. Made from plywood, the desk and stool are finished with a white formica veneer.

In Design: Retreat, Karyn Limond “Simplicity is the ultimate form of sophistication. My overall aim is to design products effectively in a way that fully meet consumers’ functional and emotional needs”

“The desk is designed in order to allow the user to close it away into the cavity on the right side, without the need to move objects”

“The stool slides in between both parts when closed in order to hold it shut and create a more compact living space for the user”

Training: Karyn attended Mayflower High School in Billericay, Essex, where she studied Product Design for both GCSE and A-Level. Her passion for design saw her pursue Product Design BDes (Hons) at Edinburgh Napier University, which allowed her to express her abilities in different forms. “The most enjoyable part throughout the four years was the studying of my major project,” she says, “which allowed me to bring focus to what I believe is a big issue in today’s society – small space living.

Achievements: Retreat received a commendation at this year’s Edinburgh Napier degree show, and was named a show highlight by the Knowledge Transfer Network (KTN) at New Designers 2016.

E limonddesign@gmail.com W behance.net/limonddesign

“The cupboard is designed so that it can be accessed from both the outside and the inside”

“I was inspired by the use of room dividers and hidden bookcases within homes, which led me to create a hidden space that no-one necessarily knows about apart from the user”

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FEATURE LAST WORD subDavid heading Harris

David Harris

MD, Kobe UK

Kobe is a luxury fabric specialist that has been supplying UK interior design and soft furnishing customers for 20 years.

The company’s extensive collections create interiors reflecting the latest trends for today’s high-end domestic and contract markets.

How did you enter the trade?

My father, George Harris, encouraged me to join Harris-Unland. I started in the warehouse /offices, where I met my wife Nikki. Twelve months later I went on the road and later became sales manager.

During this time we became Kobe’s UK distributor and I managed this area of the business. Kobe then formed its own company and I moved with it.

Who is your inspiration?

Sir Ernest Harrison OBE, chairman of Racal and Vodafone group. Sir Ernest created a global brand – Vodafone. I had the opportunity to meet him at the Dorchester when accepting a sales award while working at Vodafone.

Apart from both supporting the same football team, he always believed that ‘it’s the people that make business, that make business successful’.

What has been your career high point so far?

In 2000 I was promoted to managing director of the growing Kobe UK business.

… and low point?

I was at the Kobe head office in Holland in 2010 when disaster struck with a fire that spread from a neighbouring building, sweeping through the Kobe operation.

As I sat with the chairman watching the place go up in flames, the management team immediately set-up interim offices and the following day began planning the recovery of the business. A temporary warehouse was

“Richard Branson is the ultimate entrepreneur. I like his management style, how he motivates his teams and how well he involves his staff ” later set-up and business continued as usual with no interruption of service for customers.

… and the turning point?

Although the fire was a huge blow to the company, it pulled through, deciding to take the opportunity to rebrand, build an automated warehouse and look at new and improved business processes.

Describe a typical working day When I’m out of the office I spend a lot of time travelling either with the sales team or visiting my own customers.

But when I’m in the office it’s a case of catching up on emails, meeting with the internal teams and the general day to day running of the business.

If you had to start over, you’d probably pursue which career?

I would have loved to have had a nautical career – something in the Merchant Navy, perhaps a pilot or the captain of a ship.

What date on the business calendar do you most look forward to?

Decorex is a favourite, but I enjoy shows generally and the chance to meet people and talk.

“I would have loved to have had a nautical career, –something in the Merchant Navy, perhaps a pilot or the captain of a ship”

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What is the most important issue affecting your business right now?

Market confidence.

What company do you most look up to?

Porsche – the way they work is clean, efficient and organised and they are excellent at customer service. Also Richard Branson’s Virgin brand – he is the ultimate entrepreneur. I like his management style, how he motivates his teams and how well he involves his staff.

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David Harris LAST WORD

Quick fire

Career digest

Black and white or colour?

Colour. People buy products with emotion.

1992 – Started working at Harris-Unland and worked up to national sales manager

Travel in the UK or abroad?

Both – they both bring opportunities to learn about new cultures, people and experiences.

1993 – Harris-Unland takes on Kobe UK distributorship 1995 – Sales manager, Kobe UK

Winter or summer?

Either, as long as it's not raining!

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What would you most like to change about yourself?

I need to make better use of my time so that I have more time for myself. I need to let go sometimes and delegate more to the team.

What do you enjoy most about working in the trade?

The people we meet along the way and that we get to work with everyone, from individuals and family businesses through to international hotel groups. It makes it fun

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Further Reading On the web this month: The Furniture News website is constantly updated with fresh stories.

Visit www.furniturenews.net to access the latest content, or sign up to the twice-weekly newsletter

Do you have a story to share?

To contribute, call the editorial desk on 01424 776105 or email victoria@gearingmediagroup.com Are you looking to place product before the UK’s buyers?

To advertise or submit product information, call the sales team on 01424 776100, or email sam@gearingmediagroup.com or trisha@gearingmediagroup.com.

Do you wish to receive a copy of the magazine every month?

You can subscribe to receive the magazine monthly by emailing subscriptions@gearingmediagroup.com.

News: BHS relaunches online offering most popular items

Keep up to date You can also sign up to receive free access to the digital edition each month, as well as the twice-weekly Furniture News e-newsletter, via the specific links at www.furniturenews.net/magazine – or email sam@gearingmediagroup to be manually signed up for the digital services.

Don’t forget to follow the Furniture News Twitter feeds, @FurnitureNewsED and @Victoria_FNmag, to keep up with the latest news and opinions from the team.

Events: More visitors attend Furniture China, but fewer from overseas

Furniture News is an invaluable resource for those operating in the UK domestic furniture and furnishings sector – but it’s just one of the titles published by Gearing Media Group.

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Those involved in the contract furnishings market should take a look at Hospitality Interiors magazine (www.hospitality-interiors.net), while anyone seeking furniture manufacturing machinery or supplies should check out Furniture Production (www.furnitureproduction.net).

In next month’s issue:

Bed Show and Autumn Furniture Show reviews Using data to your customers’ advantage | New products for every part of the home

Further Reading Furniture NewsOct 33116.indd V2.indd 1114

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