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Editor's comment
“The UK business sector is holding its breath, awaiting the latest revelations from the Government
If only it was just an elaborate April Fools’ joke … as we go to press, the UK business sector is holding its breath, awaiting the latest revelations from the Government’s Spring Statement. With the measures outlined in November’s Budget – changes to National Insurance contributions, the National Minimum/Living Wage and packaging taxes among them – all set to impact from this month, driving up employment costs across the board, retailers, manufacturers and suppliers alike are steeling themselves for any further developments, and preparing to come to terms with what they might mean for business, and for the consumer’s purse.
Many furniture businesses have already assumed safety positions. Discover how a selection of retailers have tightened their belts and pivoted their strategies ahead of nigh-inevitable consumer price increases in my report on p22.
The current economic environment feels like yet another perfect storm of our leaders’ own making, but businesses would be advised to hold their nerve until the dust settles and the realities become clear.
Remember, we’re all getting pretty good at ducking and weaving to make ends meet. In a head-to head column in this month’s issue, US retail experts Gordon Hecht and Rich Lindblom ask whether it’s best to stick to the asking price (and maintain margin) or offer a discount (and guarantee the sale?) when cash-strapped customers decide to haggle. It’s an age-old business quandary, but somehow it’s never felt more relevant … turn to p62 to read their debate.
Or perhaps the solutions to today’s woes might be found in technology. From p42, we’re looking at some of the latest innovations across business functions including warranty claims and product marketing, with an introduction from ufurnish.com’s Deirdre Mc Gettrick, who outlines the many ways in which tech is reshaping the furniture industry.
“Whilst retailers might be laser focused on short-term revenue goals, my advice would be to zoom out and look at the bigger picture,” she suggests. “The companies that are embracing innovation and long-term vision are the ones that are succeeding.”
Also in this month’s issue, we meet Jodi Skelton, co-founder of Cornish independent Uneeka, on the eve of the eclectic (but principled) retailer’s 20th anniversary (p16). Cover star Simba explains what its latest award win means for the brand (p26), while Sleepeezee’s Amy Curtis shares news of the bedmaker’s directions, ahead of this month’s INDX Beds showcase (our exhibition preview starts on p34).
You’ll also find news of a new title from Gearing Media Group (p10), and details of how to vote in this year’s Readers’ Choice Awards (p12). If any suppliers have really come through for you in the past 12 months, there’s never been a better time to pay it back – cast your votes today at bit.ly/fn-readers-choice-awards-2025.
Paul Farley
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Primark Home opens in Belfast
The first standalone Primark Home store has opened in Belfast. The new retail concept represents a £2m investment in the city centre and the creation of over 40 new retail jobs.
Located in the Fountain House on DonegalI Place, the store spans 8700ft2 across one floor, and offers an expanded range of homeware and lifestyle essentials. “Keeping up with the latest homeware trends and must-have interiors, Primark Home combines style, comfort and value to help shoppers make a house a home,” says the retailer.
Fintan Costello, head of Primark Ireland and Northern Ireland, says: “This is a big step forward for the Primark brand as we continue to evolve our offering in line with the needs and wants of our loyal customers.
“We’ve seen a real surge in interest for our homeware ranges, which is why we’re thrilled to
launch the world’s first-ever Primark Home store in Belfast.
The retailer has also launched its first homewares collection inspired by Pinterest trends. To style the new collection before they buy it, shoppers can use Pinterest’s interactive Collages tool to “pull together their vision”, using cut-outs of products from the Primark range. Pictured is Fintan with Jacqui Byers, area manager, Primark Northern Ireland.
Furniture News partners with ufurnish.com
Furniture News has agreed a media partnership with search and comparison consumer website for home furniture and furnishings, ufurnish.com. ufurnish.com generates millions of insights every year based on consumer trends and overall market performance. As well as working with the platform to create industry-powering insights and content, Furniture News is again sponsoring the Best Furniture Retailer category at the 2025 ufurnish. com Home Awards, which aims to recognise and celebrate retailers delivering outstanding products and services to UK consumers.
Deirdre Mc Gettrick, CEO and founder of ufurnish.com, says: “We are absolutely delighted to have formed a media partnership with Furniture News. Since launching ufurnish.com, it’s been a publication that we have followed weekly, and even contributed to from time to time. We’re excited to
step that up and really drive more insights to support retailers and the trade overall.”
Paul Farley, editor-in-chief of Furniture News, comments: “Furniture News is the UK furniture industry’s principal trade magazine, and we’ve followed the evolution of ufurnish.com since its conception. It’s one of the sector’s most exciting and innovative new players, and alongside a growing presence in the trade, the brand is going from strength to strength in the consumer arena, thanks in part to its Home Awards.
“We’ve now formalised our partnership in order to deliver greater insight to our readers, and to better assist furniture suppliers and manufacturers wishing to explore new D2C opportunities. I believe the combination of our authority and expertise, and furnish.com’s reach and ingenuity, will be a recipe for success.”
Wycombe Furniture Forum makes progress
The establishment of the Wycombe Furniture Forum, an alliance between industry, education and local government aimed at making Wycombe’s local industry “the best it can be in providing secure, wellpaid, satisfying employment to the next generation”, is making good progress, reports founder Peter Spence.
Having assessed the opportunities, challenges and potential partnerships inherent in creating the forum, the team has now wound up its steering group is moving to Phase 2 of its development (implementation), expanding its furniture manufacturer scope to cover furnishings and interior designers.
The forum’s advisory board comprises: Henry Tadros, ercol (chair); Sri-Kartini Leet, Bucks New University; and Philippa Batting, Bucks Business First. Its executive team comprises: Peter Spence;
Helen Pethybridge, Chiltern Coaching; and Alessia Civettini, forma marketing.
The forum is also establishing an expert panel, currently comprising: Helen Pethybridge (business advice); Alessia Civetinni (marketing); Jamie Claret (AI); Joanna Knight (sustainability); and Alys Bryan (industry intelligence).
Wycombe is home to numerous furniture manufacturers, and Buckinghamshire College Group is soon to have a central campus there. There is also a range of local and national industry support agencies and media in the area.
“Thanks in part to the great support we’ve received from Henry at ercol, we’re now looking to firm up this local furniture and furnishing industry organisation,” Peter adds. “It would be great to hear from anyone else around the country trying to do something similar.”
Cox and Cox has appointed Jan Duckworth (ex-Sofology) as its MD in order to “recapture its leading position in this sector”
The Furniture Makers’ Company’s Yorkshire Region’s ninth annual Curry Night raised £1800 for the industry charity
Bensons for Beds has appointed Rob Pierce (ex-Loaf.com, Rapha Racing and John Lewis) as COO, replacing Gavin Chappell
imm cologne will return in 2026 following this year’s hiatus, taking place in halls 5, 6 and 10 of the Cologne venue from 20th-23rd January with a more accessible, B2B-focused format
John Lewis Partnership has announced a £114m investment in pay for 65,000 partners across the business this year, and says 77% of the investment is voluntary and beyond the requirements of the National Minimum Wage
Spinks has received its 100th patent, for a new coil design that it says will help improve the future of bedding and seating
The British Retail Consortium (BRC) has warned that one in 10 of retail jobs – up to 160,000 roles – could be at risk of being lost over the next three years as a result of the rising costs of employment
Bensons opened in Sheffield Meadowhall last month, moving to Meadowhall Retail Park to take on a 6800ft2 trading space
BFC unveils Plan for Growth
Wolf Components’ sales director George Joyce hopes to raise £7000 for The Furniture Makers’ Company by running the TCS London Marathon this month
Roomes Furniture & Interiors has promoted Shaun Cook to the role of MD
Dreams has launched a new multimillion-pound brand platform and campaign, Finding You a Bed That Loves You Back, in which beds are brought to life and transformed into characters with their own voices
Harrison Spinks’ export sales director up until 2014, Alan Scott, passed away on 2nd March, having battled chronic lymphocytic leukaemia for 10 years. During his industry career, Alan also worked with Rest Assured, Bridgecraft Furniture, Slumberland, Health Beds and Pocket Spring Beds
The Furniture Makers’ Company admitted a record nine liverymen last month, plus three new corporate liverymen and one corporate freeman. The new liverymen are: Richard Boyce, St Albans High School for Girls; Levent Caglar, FIRA International; Ben Caton, Ergochair; Katie Furmston, Design Conformity; Simon Green, CPS Group; Paul James, One Call Furniture; Ian Peers, Ercol Furniture; Phil Spademan, the BFA; and Gina Thomson, George Stewart Design. The new corporates are: Mark Cort, Hypnos; Danny Blackmore, Silentnight; Hayley Hodgson, Silentnight; and Limun Wells, Ergochair
CPS Group has appointed Gareth Williams as its operations director
The British Furniture Confederation (BFC), the public affairs umbrella body of furniture and beds, furnishings and flooring sector trade associations, has unveiled its new Plan for Growth. The document supports the BFC’s advocacy across four key pillars: skills and education; trade and exports; standards and regulations; and the environment and circular economy. It has been evolved from a combination of position papers written by the associations’ executives and a survey of their collective members.
“The BFC is committed to working closely with Government and devolved administrations to foster a thriving, resilient and forward-looking furniture and beds, furnishings and flooring industry,” says BFC chairman Jonathan Hindle. “Our Plan for Growth examines the key challenges our sector in particular is facing and sets out a series of recommendations for Government to support us in delivering growth.”
The document will be circulated to Government departments, ministers and MPs within parliament, and will form the basis of the BFC’s ongoing engagement with Government, both directly and with the support of the industry’s All Party Parliamentary Group, chaired by Adam Thompson, MP for Erewash, who says: “I’m very pleased that the BFC have launched their Plan for Growth, to explain how the furniture manufacturing industry can feed into the wider growth and skills agenda in Britain. This Government is powerfully committed to transform opportunities and drive growth and I am very proud, as the MP for Erewash, home of UK upholstery, that the furniture manufacturing industry is similarly committed.”
Jonathan continues: “The importance of our sector, and in particular our manufacturing capabilities here in the UK, should not be underestimated. From heritage handcraftsmanship to the latest AI-driven robotic technology, our sector is truly world beating, universally admired and keen to invest. Targeted support in terms of finance but also guidance and early, regular and meaningful consultation are at the heart of our plan.”
Pictured are members of the BFC executive and its Public Affairs Advisory Committee (PAAC) with Adam Thompson MP on screen. From left are: Tristine Hargreaves, NBF; Tom Prestwich, Belfield Group; Levent Caglar, FIRA; James Thompson, Michael Tyler; Jessica Alexander, BFC; Cathie Clarke, CRUK; Paul Barratt, Cormar Carpets; Jonathan Hindle, KI Europe and BFC; Brian Ahern, FIRA and The Furniture Makers’ Company; and Phil Spademan, BFA. The other elected officers of the All-Party Parliamentary Furniture Industry Group (APPFIG) are: Gregg Smith, Conservative MP for Mid Buckinghamshire; Sarah Smith, Labour MP for Hyndburn; and Rt Hon the Baroness Taylor of Bolton.
Morleys brings Jollys back to Bath
Morleys Stores has announced plans to reopen the Jollys store in Milsom Street, Bath, bringing “a revitalised shopping experience” to this historic retail destination. With a heritage in department store retailing, Morleys says it is committed to again making Jollys the anchor store for Milsom Street.
Allan Winstanley, chief executive of Morleys Department Stores, says: “Our approach is to treat each of our stores as a unique independent department store, ensuring we create an
exceptional shopping experience tailored to the local community. We are especially pleased to confirm that we will be keeping the Jollys name, honouring its deep-rooted legacy in the city.”
The store will open in two phases – an initial launch in March 2026, followed by a full completion and grand opening in October next year. Jess Merritt-Johns, the former Jollys store manager, has been retained and will oversee a dedicated Heritage Space within Jollys throughout the renovation.
FIRA welcomes new council members
The Furniture Industry Research Association (FIRA) has appointed three new council members: Tristine Hargreaves, executive director of the National Bed
Federation (NBF); Chris Meadows, technical manager at Track Record Global (TRG); and Phil Spademan, MD of the British Furniture Association (BFA). They join the existing 10 council members, whose insights and leadership help shape the direction of the association and advocating for the interests of its members, says FIRA. The council convenes quarterly, providing an opportunity to brainstorm new projects, assess the progress of current initiatives, and strategically review budgets to ensure effective use of research funds. Pictured are Tristine, Chris and Phil.
Oak Furnitureland makes “significant progress”
Oak Furnitureland reports that it made “significant strategic and operational progress … despite a challenging market backdrop” in the year ended 30th June 2024, and entered 2025 “in a strong position to deliver future growth”.
The retailer saw bookings in the 16 weeks to 22nd December up +9% LFL, underpinned by material market share gains – and its performance continued positively over the peak trading period. The business has been recapitalised, and says it is well set to deliver future growth plans, with a substantially reduced debt profile.
In FY24, group revenue declined -17% YoY to £236m due to reduced volumes caused by “a soft market, the Red Sea disruption and the subsequent impact on freight and inflation costs”: “Despite this, group operating loss improved by +19% to £12.4m versus £15.4m in 2024, driven by the diverse product pipeline and focus on enhancing the online and showroom estate. Improvements included a new
incentive scheme, mystery shopping programme and ongoing digital transformation to optimise the customer experience from research to purchase.”
The retailer also secured additional funding of £10m and equitisation of £47.8m in June 2024.
CEO Alex Fisher says: “Throughout the year, we have made significant headway in driving operational efficiencies alongside enhancing our product proposition to serve the whole home and make our brand more accessible to even more customers.”
Strong H1 prompts DFS to upgrade profit expectations
DFS has upgraded its full-year profit expectations in the wake of its interim results for the 26-weeks ended 29th December 2024 (H1 FY25), in which the retailer saw YoY intake growth of +10.1%, with both the DFS and Sofology brands gaining market share.
DFS’ order intake was up +7.8%1 YoY, driven by its IFC offer, product innovation and exclusive brand partnerships (such as La-Z-Boy) resonating with the customer. Sofology’s order intake was up +19.1%1 YoY, with “very positive impact from range changes driving higher order volumes”.
Underlying profit performance, uPBT(A) almost doubled to £17.0m, and the retailer delivered gross sales up +1.4% YoY, lower than the order intake growth of +10.1%, due to a strengthening trading performance through the period leaving its order
bank in a resilient position entering H2. Revenue was broadly flat YoY due to an investment in its IFC offer “to maximise cash gross margins in a challenging consumer landscape”. Trading through the first 10 weeks of H2 remained strong, says DFS, with order intake increasing from the +10% achieved in H1.
Group CEO Tim Stacey says: “We are on track to deliver full-year profit performance ahead of market expectations and our confidence in the group’s capabilities and future potential has never been higher. Given our strong market position and relentless focus on executing our strategy, we are confident that we will achieve our £1.4b full-year revenue and 8% PBT targets in the medium term and deliver strong returns for our shareholders.”
Momentum builds at JLP, but partner bonus withheld
In its unaudited full-year (ended 25th January 2025) results, John Lewis Partnership reported a significant improvement in financial performance as PBT and exceptional items tripled from £42m to £126m – and PBT increased by +73%, from £56m to £97m. Partnership sales were £12.8b, up +3% YoY. Operating profit margin increased +0.9 percentage points to 2.0%, and cash generated from operations was £532m, up +23% YoY.
“We invested a third more in 2024/25 in our business than the prior year,” states the retailer, “and intend to step up our transformation plan in the year ahead, backed by planned self-funded investment of £600m. We will continue to invest in improving the customer experience through store refurbishments and openings, technology upgrades and supply chain modernisation.”
The balance sheet remains strong, with total
liquidity closing the year at £1.5b and the lowest levels of borrowings since 2002, after repaying a £300m bond in January 2025.
The partnership continues: “As employeeowners, we have a shared responsibility to ensure the partnership is sustainable over the long term. We’ve consistently said that at this point in our transformation, this is best served by investing in our retail businesses and in partners’ base pay. So after careful consideration, we do not believe it would be right to award a partnership bonus this year. We are increasing overall pay by £114m in 2025, building on the £116m increase in 2024.”
Sales at John Lewis were in line with last year, at £4.8b and “ahead of the market, with momentum building across the year”. Key developments included branded shop fits, improved technologies and enhanced ‘deliver from store’ fulfilment.
DFS has enlisted former professional basketball player Shaquille O’Neal to promote its reclining furniture range –including La-Z-Boy products – in the UK
The Furniture Makers’ Company has elected its officers for the 2025-26 term: master Debbie Johnson; senior warden Jessica Alexander; and junior warden Alistair Gough
Cocoon has enlisted TV personality Richard Osman will be the new voice of the D2C sofabed brand
Hooker Furnishings is expanding its global footprint by opening a dedicated international buyer showroom at this month’s High Point Market (US)
Vispring was presented with its King’s Award for Enterprise, recognising its growth in international sales over the past three years, last month
The Irish Furniture & Homewares Show (IFHS) 2025, taking place in Dublin from 2426th August, has published its exhibitor roster online
The International Alliance of Furnishing Publications (IAFP) appointed a new executive board during CIFF Guangzhou, comprising: president Casey Loo (Singapore); VP Stefan Mielchen (Germany); secretary general Ula Ditrych (Poland); marketing director Nesip Uzun (Turkey); and treasurer Takayoshi Nagashima (Japan)
Introducing Furniture News IMEA
The world of furniture is constantly evolving – and so is Furniture News, with the launch of Furniture News IMEA, a free digital magazine bringing the latest trends, innovations, and market insights to the India, Middle East, and Africa region, writes the magazine’s editor, Sofia Murray …
Why IMEA? This dynamic market is one of the fastest growing in the furniture industry, boasting a unique blend of tradition and cutting-edge design. From the growing demand for luxury home furnishings in the UAE to the evolving aesthetics of Indian interiors and the expanding retail landscapes across Africa, this region presents incredible opportunities – and Furniture News IMEA is here to showcase them all.
“The future of furniture is global, and we’re here to bring it to you
For our UK readers, this magazine is your bridge to an exciting and expanding marketplace. If you’re looking to connect with key players, explore new distribution channels, or simply stay informed about what’s shaping the industry beyond our shores, this is your go-to resource.
In our launch issue, we spotlight luxury furniture inspiration, featuring stand-out pieces from brands such as Boca do Lobo. We also open with an ecoconscious spotlight, with an exclusive interview with Hope Hajir, CEO of Nairobi-based brand Jiwe Jani, who explains why mango wood is the sustainable material of the moment. Plus, don’t miss our behind-the-scenes coverage of the upcoming Hive Furniture Show, where
we bring you the scoop on what to expect from one of the most exciting industry events on the horizon.
As editor, I see this magazine becoming an essential tool for industry professionals – not just a publication, but a platform for connection, inspiration, and business growth. We work closely with our media partners to bring exclusive show coverage, and aim to embed ourselves within the region to provide in-depth analysis, exclusive interviews, and the latest product showcases tailored for IMEA’s distinct markets.
As a valued reader of our UK edition, we invite you to be among the first to explore our new magazine. The launch issue is out now, packed with must-read content for anyone doing business in the region and seeking the latest inspiration.
Join us on this journey – because the future of furniture is global, and we’re here to bring it to you.
Find Furniture News IMEA on social media at: Facebook (Furniture News IMEA); Instagram (@ furniturenewsimea); and Linkedin (Furniture News IMEA Magazine). www.furniturenewsimea.net
Sofia Murray Hive Furniture Show
dining table, Boca do Lobo
Discover Furniture News IMEA Magazine
“The New Voice of the Furniture Industry in India, the Middle East, and Africa!”
We are excited to share that Furniture News is expanding into the India, Middle East, and Africa (IMEA) region with a free monthly digital magazine.
• MARKET TRENDS & ANALYSIS – Stay ahead with deep dives into the latest industry shifts
• PRODUCT SPOTLIGHTS & INNOVATIONS –
Discover new designs and manufacturing breakthroughs
• EXCLUSIVE INDUSTRY INSIGHTS – Learn from leading voices shaping the furniture sector
• TRADE SHOW COVERAGE –
Get insider access to the biggest events in the region with our media partners
Don’t miss out – sign up today to receive your copy and stay ahead in one of the world’s fastest-growing furniture markets…
Furniture News IMEA
@furniturenewsimea
Furniture News IMEA Magazine
Nomination stations!
It’s time to again recognise the business partners that are really making a difference, as our Readers’ Choice Awards return for a fifth year! Just go online to nominate your favourite suppliers, agents and reps across a range of categories, and help ensure they get the recognition they deserve!
How best to sum up 2024/25? You’ll know better than us that it’s been a challenging time, right across the supply chain – but, through it all, many businesses continue to go the extra mile to ensure yours stays on the right track.
The Furniture News Readers’ Choice Awards were created to make sure the industry’s stand-out suppliers get the recognition they deserve.As well as a seal of approval from our readers that’s celebrated far and wide, a win reflects the achievements of the people behind the business, from product design, assembly and testing to sales, administration, management and beyond, and reminds every member of those teams that what they are doing resonates across the industry.
This year, to make sure even more professionals enjoy our readers’ accolade, we’ve introduced a new category to recognise the trade’s favourite agents and reps across the regions, as well as additional service fields to better reflect today’s diverse trading environment.
And the voting process is no different. Simply go to our online form, and select your chosen supplier in each category, or nominate your own if it’s not already on the list. Encourage your colleagues, contacts and customers to do the same (only one submission per person please, and yes, we do check!). Then keep an eye out for the winners, which will be announced in August’s issue.
“As always, there’s plenty of businesses to choose from, but we want you to give credit where it’s due, and really recognise the business partners you can’t do without right now,” says Furniture News’ editor-inchief, Paul Farley. “Perhaps they came through for you when times were tough, or made a special effort to meet your specific demands – or maybe they’re just
Last year’s winners
Best Bed Supplier: Hypnos
Best Bed Component Supplier: Leggett & Platt
Best Bedroom Cabinet Supplier: Devonshire
Best Boxed Mattress Brand: Simba Sleep
Best Boxed Sofa Brand: Swyft
Best Buying Group: AIS
Best CGI Visualisation Provider: Orbital Vision
Best Children’s/Nursery Furniture Supplier:
Julian Bowen
Best Decorative Accessories Supplier: The Libra Company
Best Dining Furniture Supplier: Devonshire
Best Display Support Provider:
Reborn Marketing & Design
Best European Exhibition: imm cologne
Best Fabric Supplier: Warwick Fabrics
Best Fabric Upholstery Supplier: Lebus
Upholstery
a joy to work with! Whatever the reason, please go online now and cast a vote in their name.”
How to vote
You can vote by visiting bit.ly/fn-readers-choiceawards-2025 and making your selection through our online form. Please complete as many applicable categories as possible. Voting closes on Friday 6th June.
bit.ly/fn-readers-choice-awards-2025
Best Flatpack Furniture Supplier: Furniture To Go
Best for Innovation: Chilli Pepper Designs
Best for Staff Welfare: Sleepeezee
Best for Sustainable Thinking: Harrison Spinks
Best Fulfilment Provider:
Rhenus Home Delivery (UK)
Best Furniture Care/Repair Provider: Guardsman
Best Furniture Component Supplier: Fibreline
Best Garden/Outdoor Furniture Supplier: Bluebone
Best Home Office Furniture Supplier: ercol
Best Importer: Wiemann
Best International Exhibition: High Point Market
Best Leather/Leather-Look Upholstery Supplier:
La-Z-Boy UK
Best Lighting Supplier: Elstead Lighting
Best Living Room Cabinet Supplier: Gallery Direct
Best Machinery Manufacturer: Leggett & Platt
Best Marketing Support: National Bed Federation
Best Mattress Supplier: Hypnos
Best Newcomer: Carpe Diem Beds
Best Occasional/Recliner Chair Supplier: himolla
Best Product Protection Supplier: Staingard
Best Rug Supplier: Asiatic
Best Sales/Marketing Services Provider: Greenwood Retail
Best Sofabed Supplier: Kyoto
Best Soft Furnishings Supplier: Scatter Box
Best Software/Technology Provider: Iconography
Best Testing Services/Certification Provider:
FIRA International
Best Trade Association/Organisation:
The Furniture Makers’ Company
Best Trade Showroom: Alexander & James
Best Training Support: Sealy UK
Best UK Bed Manufacturer: Silentnight Group
Best UK Exhibition: January Furniture Show
Best UK Upholstery Manufacturer: Tetrad
Best Upholstered Bed Supplier: Hestia Living
Best Vehicle Manufacturer: Maxi Mover
Yule
Cast your votes at bit.ly/fn-readers-choice-awards-2025
Best (Complete) Bed Supplier:
Best (Supplier) Training Support:
Best Bed Component Supplier:
Best Bedroom Cabinet Supplier:
Best Boxed Mattress Brand:
Best Boxed Sofa Brand:
Best Buying Group:
Best CGI Visualisation Provider:
Best Children’s/Nursery Furniture Supplier:
Best Decorative Accessories Supplier:
Best Dining Furniture Supplier:
Best Display Support Provider:
Best European Exhibition:
Best Fabric Supplier:
Best Fabric Upholstery Supplier:
Best Flatpack Furniture Supplier:
Best For Innovation:
Best For Staff Welfare:
Best For Sustainable Thinking:
Best Fulfilment Provider:
Best Furniture Care/Repair Provider:
Best Furniture Component/Material Supplier:
Best Furniture Repair Provider:
Best Garden/Outdoor Furniture Supplier:
Best Home Office Furniture Supplier:
Best Importer:
Best Insurance/Aftersales Support:
Best International Exhibition (Outside Europe):
Best Leather/Leather-Look Upholstery Supplier:
Best Lighting Supplier:
Best Living Room Cabinet Supplier:
Best Machinery Manufacturer:
Best Machinery Technology Provider:
Best Marketing Support:
Best Mattress Supplier:
Best Mobility Furniture Supplier:
Best Newcomer:
Best Occasional Chair/Recliner Supplier:
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Best Retail Finance Support:
Best Retail Point Of Sale:
Best Retail Technology (In-Store) Support:
Best Retail Technology (Online) Support:
Best Sofabed Supplier:
Best Soft Furnishings Supplier:
Best Staff Training Provider:
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Best Trade Body/Association:
Best Trade Showroom:
Best UK Bed Manufacturer:
Best UK Exhibition:
Best UK Upholstery Manufacturer:
Best Upholstered Bed Supplier:
Best Vehicle Manufacturer:
Best Furniture Packaging Provider:
Best Rug Supplier:
Best Sales/Promotion Support:
Please also nominate your favourite agents/ reps for 2025
Best Agent/Rep (North West):
Best Agent/Rep (North East):
Best Agent/Rep (South West):
Best Agent/Rep (South East):
Best Agent/Rep (Midlands):
Best Agent/Rep (Scotland):
Best Agent/Rep (Northern Ireland):
Best Agent/Rep (Republic of Ireland):
Best Agent/Rep (Wales):
OPEN TO ALL TRADE CUSTOMERS NEW VENUE
20 - 21 MAY 2025
TELFORD INTERNATIONAL CENTRE TF3 4JH
Step into the future of furniture at the Spring Furniture & Bed Show 2025.
Discover exclusive collections, meet leading suppliers, and gain a competitive edge for your business. From cutting-edge designs to timeless classics, this is the event where trade professionals connect, collaborate, and stay ahead.
New for 2025 – Industry Insights
Explore a series of insightful sessions hosted by exhibitors, covering everything from innovative upholstery and e-commerce solutions to the latest in decorative trends. Keep an eye on our social media for speaker announcements! Register Now: springfurnitureshow.co.uk/show-registration
One of a kind
Cornish independent retailer Uneeka marked its 20th year in business last month, prompting Furniture News to ask cofounder Jodi Skelton all about the operation today, the eclectic, planet-conscious values behind it, and its outlook for the next decade …
Founded in 2004 by old friends Jodi Skelton and John Tornabene, the company was born out of their shared inspiration from a trip to Nepal. At a time when the concept of ‘fair trade’ was still emerging, the duo envisioned creating a space where ethically sourced products could reach a broader audience.
Driven by a passion for retail and creativity, Jodi and John launched Uneeka to bring contemporary, unique, and ethically sourced goods from around the world to Cornwall – and over the past 20 years, Uneeka has grown to include three thriving businesses in Truro and Falmouth, as well as online, while Christmas pop-up shops have helped further expand the brand’s reach.
Today, customers in Truro can experience a vibrant lifestyle store with a cafe and yoga studio, and a comprehensive home store offering furniture, lighting and home decor – and, in Falmouth, a bright, welcoming lifestyle space.
Uneeka remains committed to thoughtfully sourcing its products, working with local Cornish and UK traders alongside its original social co-operatives and fair trade enterprises globally. The business says it has built strong relationships with longstanding suppliers and points of contact, ensuring a transparent and trusted supply chain.
It also boasts many returning and long-serving team members, with some managers having been part of Uneeka for over a decade. This family-like atmosphere supports Uneeka’s core values and is reflected in the loyalty of both staff and customers.
“We work with suppliers who share our values
The brand’s name – a fusion of ‘unique’ and ‘eureka’, symbolises “the discovery of distinctive products and ideas”, says Jodi, who, following Johns departure from the business in 2009, has steered its expansion into new areas.
“Provenance and support for small traders have been a fundamental pillar at Uneeka,” he explains. “We’ve been working very closely with our suppliers from the very beginning – something that was an essential part of our vision for the business.” The furniture store’s curated collection features everything from vintage-inspired pieces to contemporary designs, all sourced from long-standing fair trade suppliers.
Carrina Skelton, Jodi’s wife, joined the team as a director in 2017, bringing her expertise in communication and management to the table.
Jodi continues: “Looking back on the journey, it’s amazing to see how far we’ve come. It’s been a fun and interesting with challenges, but many wins, too. We’ve continuously evolved to meet our customers’ needs, whether through our product offerings, the spaces we create, or the services we provide.”
Now, Jodi is looking ahead to the next chapter in the business’ story. “It’s an exciting time, as we continue to innovate with a new website launch
and a fully fledged interior design and bespoke soft furnishings offering,” he explains. “The upcoming milestone has a lot to do with the amazing team that work with us and make it all happen, and our lovely customers, who have been shopping at Uneeka over the years.”
The recent addition of an in-house interior designer has enabled the store to offer an expanded range of services, including a ‘designer for a day’ service and styling workshops.
The team is planning an event to celebrate its anniversary milestone, which will be attended by key suppliers, business partners, designers and the team – old and new.
“Uneeka’s evolution from a small market unit to a multi-location success reflects the brand’s dedication to ethical craftsmanship, innovation, and sustainability,” says Jodi, who goes on to answer Furniture News’ questions …
Please try to sum up your business in just one or two sentences …
Uneeka curates interesting furniture and lifestyle products that blend quality, creative design, craftsmanship and sustainability. We offer an inspired, timeless alternative to mass-produced goods.
How is business? Are you seeing any products doing particularly well (or badly) this spring?
We’ve had a strong start to the year, with a noticeable increase in sales of mango wood cabinet furniture with round edges and rattan. Customers are seeking pieces that offer durability, sustainability, and aesthetic appeal. Velvet and linen occasional chairs and sofas have also been in high demand, and in our lifestyle store, stationery and bags with unique stories behind them have been particularly popular.
Your stores look incredible! Where does your styling/merchandising inspiration come from?
Thank you! Our styling and merchandising inspiration comes from our amazing team of talented people, many of whom have a background in art and design, or interior design. We also pull artistic influences from our artisan producers. We look for individuality and boldness for our stores.
Are there any unique challenges/opportunities in your catchment area?
Cornwall is a popular tourist destination, meaning many businesses experience fluctuating sales, with peak seasons in summer and quieter months in winter. There is an opportunity to attract more of the holiday trade (that said, Christmas is our busiest period).
What are the differences between your home store and lifestyle stores? Why not take a uniform approach across all the locations?
At Uneeka.home, we specialise in bespoke and one-of-a-kind furniture and home pieces, creating a dedicated space that showcases unique designs. In contrast, our lifestyle store focuses more on accessories and gifts, offering a curated selection of stylish and functional items. Keeping these spaces separate allows us to maintain a showroom atmosphere for furniture and design workshops, while the lifestyle store provides a vibrant retail experience tailored to accessories and gifts.
What does ‘ethical sourcing’ mean to you, and how is that landscape changing?
To us, ethical sourcing means ensuring that every step of our supply chain upholds integrity, fairness, and sustainability. It’s about knowing exactly where our materials come from, how they are produced, and the conditions in which workers operate. We work
“We’re working hard to translate the tactile, instore feel to our online presence
“Combining distinctive design with ethical sourcing
with suppliers who share our values – prioritising transparency, responsible labour practices, and environmental standards.
Stricter regulations and industry standards are pushing companies to go beyond surface-level commitments and truly embed ethical practices into their operations, which is also what end-consumers are looking for.
Can you name some of the suppliers you’re working with, and explain why you selected them?
We’ve partnered with Nkuku since day one – they perfectly reflect our values. We’re proud to work with a brand that shares our commitment to ethical craftsmanship.
Then there’s St Eval. Made locally in Cornwall, St Eval crafts sustainable and vegan candles, with beautiful scents inspired by the Cornish coast. They’re B Corp certified, and one of our bestsellers.
In upholstery, I’d have to mention Paulus & Brown. For 15 years, they’ve been creating our beautiful bespoke upholstery. They’re a family-run business in Nottingham, and we love supporting their craftsmanship and heritage.
When’s your next sourcing trip? Are you going yourself, and are you looking for anything in particular?
Our next sourcing trip is to India. We believe in building strong, transparent relationships with our suppliers, and will be meeting directly with workers in small, sustainable factories, to see their operations up close and ensure ethical practices are truly in place.
Beyond that, we’ll also be exploring trade shows to discover new, innovative materials and potential partners who align with our commitment to responsible sourcing.
You took ownership of furniture and lifestyle goods wholesaler, Ancient Mariner, last August. How goes the Hunter Imports/Ancient Mariner business?
The business is thriving. Over the past six months, we’ve attended several trade shows, allowing us to build valuable new connections. We’re currently in the process of hiring a new office manager to support our growing operations.
One of the most rewarding aspects of our work is collaborating directly with small factories and artisans, which enables us to offer a more bespoke and personalised service to our customers.
How does that business operate alongside/within Uneeka?
Ancient Mariner supplies Uneeka with beautifully crafted pieces, and we’re excited to continue growing this partnership. With our design services, we can also collaborate on bespoke projects, utilising Ancient Mariner’s expertise and connections.
What are the most significant changes you’ve seen in the trade across the last 20 years?
When we first started, ecommerce wasn’t as prominent as it is today, and we’ve witnessed a significant shift in shopping habits over the years. Since what we do is very tactile, we still prioritise the in-store experience, but we’re working hard to translate that same feel into our online presence. We’re especially looking forward to the launch of our new website this summer, which will help bring that vision to life.
Can you tell us anything about the 20-year celebration event coming up?
We’ve been creating a series of new videos to highlight our longstanding shops and the incredible team behind them. Our upcoming event in May will be a celebration of the businesses, suppliers and community that have played a vital role in shaping Uneeka’s success over the past 20 years.
In closing, what does Uneeka offer that no-one else does?
At Uneeka, we offer a diverse range of products to suit every style and budget, each with its own unique and inspiring story. Our customers frequently commend the exceptional service we provide, and we’re making a conscious effort to highlight that more. In an increasingly digital world, we believe it’s essential to maintain a personal, first-class customer service experience at every stage of the shopping journey and beyond.
By combining distinctive design with ethical sourcing, we ensure our products are high-quality, stylish, and sustainably made.
www.uneeka.com
“It’s amazing to see how far we’ve come
Smart sleep comes to TCR
“Innovator in sleep technology and wellness” Sleep.8 has opened its flagship London store on Tottenham Court Road. Promising “an immersive retail experience focused on cutting-edge sleep solutions and expert guidance”, the store showcases the brand’s full range of mattresses, custom beds, sofabeds, massage chairs, sleep technology and bedding.
Spanning 203m2 of retail space, the store is designed to offer an immersive shopping experience, says the brand: “The Sleep.8 flagship store offers more than just premium sleep products – it’s a destination designed to educate and empower shoppers.
“A significant step in Sleep.8’s European expansion
“Newly designed mattress display cabinets feature cross-sections of high-quality materials, helping customers discover the unique benefits of each sleep solution. Secluded test zones provide a private, immersive mattress trial experience, ensuring every shopper finds their perfect match.
“The showroom features Sleep.8’s signature mattress collection, designed for exceptional comfort and support, alongside the ultra-luxe Grether & Wells hybrid range, which boasts integrated pillowtop surfaces for an indulgent sleep experience.”
The store will also be the first to debut new collections later this spring, including the exclusive
AH Beard line. “After 125 years of pioneering comfort in Australia, the Beard family – originally from England – is bringing their iconic mattress line back home,” says Sleep.8. “AH Beard’s hand-built luxury mattresses are crafted with the finest raw materials from Australia, meticulously manufactured in Portugal, and will soon be available in the UK.”
The store also features an enhanced iSense experience, inviting customers to explore and feel the brand’s patented Comfort Control Technology inside the mattress. “As London’s first adjustable firmness smart mattress, iSense allows sleepers to personalise their comfort in real time using an intuitive app or remote control, setting a new standard for truly customised sleep,” says Sleep.8.
Paul Longman, CEO of Sleep.8, states: “The opening of our flagship London store is a significant step in Sleep.8’s European expansion. Tottenham Court Road has long been a hub for design and innovation, making it the perfect location to introduce our next-generation sleep solutions. As sleep science advances, we are committed to helping people achieve their best rest through cutting-edge technology and expert guidance.”
This opening follows recent expansions in Spain and the launch of Sleep.8’s Baker Street store.
www.sleep8.uk
Here comes the hike …
This month, the new pay framework outlined in the autumn Budget comes into force, and its impact on businesses across the industry will be both immediate and significant. Furniture News looks at the likely benefits and threats of the changes, and asks a handful of retailers for their views on this controversial catalyst of the Government’s plan for growth …
“This Government promised a genuine living wage for working people that will support people with the cost of living, creating a workforce that is fit and ready to help us deliver number one mission to growth the economy,” stated Chancellor Rachel Reeves as she unveiled the plans in November. “This pay boost for millions of workers is a significant step towards delivering on that promise.”
On the face of it, mandating an increase in workers’ pay to help deliver improved living standards and drive growth seems essential if Labour is to deliver the change it promised in its manifesto – but at what cost?
This month, the National Living Wage for anyone aged 21 and over rises from £11.44 per hour to £12.21. The National Minimum Wage for 18-20-yearolds goes from £8.60 to £10 per hour, and the apprenticeship rate for 16-17-year-olds from £6.40 per hour to £7.55.The Government says over 3 million workers will receive a significant pay boost – that’s £1400 a year for an eligible full-time worker, and a significant step towards a genuine living wage, putting “more money back into the pockets of working people”.
Unintended consequences
Yet there’s another side to this coin, and that’s the huge pressure it will put on businesses, in an economy which is already unforgiving. Many employers forced to absorb these extra costs are already looking at cutting staff, implementing hiring freezes and holding back investment – the polar opposite of the growth the policy aims to deliver.
In the same Budget, the Chancellor also signalled a hike in the National Insurance (NI) rate, as well as reducing the threshold at which employers start paying it – a move set to generate £25b a year in taxes, at business’ expense.
in 2025 as a result of changes to employers’ NICs (£2.33b), National Living Wage increases (£2.73b) and the reformed packaging levy (£2b).
Factor in a reduction in business rate discounts, inflationary pressures, widespread uncertainty and its impact on consumer confidence, and the incoming Employment Rights Bill (kickstarting ther Government’s Plan to Make Work Pay), and the retail sector faces a perfect storm like no other.
BRC chief executive Helen Dickinson said: “With the Budget adding over £7b to their bills in 2025, retailers are now facing into the difficult decisions about future investment, employment and pricing. As the largest private sector employer, employing many part-time and seasonal workers, the changes to the NI threshold have a disproportionate effect on both retailers and their supply chains, who together employ 5.7 million people across the country.
“Retailers have worked hard to shield their customers from higher costs, but with slow market growth and margins already stretched thin, it is inevitable that consumers will bear some of the burden. The majority of retailers have little choice but to raise prices in response to these increased costs, and food inflation is expected to rise steadily over the year. Local communities may find themselves with sparser high streets and fewer retail jobs available.”
M&S boss Stuart Machine, writing in The Times, went further, saying UK retailers were “being raided like a piggy bank”. While some had already lifted their wage brackets, furniture retailers closing their doors this spring, including historic department store Beales and Bennetts Family Furnishings (Banbury), cited the incoming tax rises as a key driver behind their decision to shut up shop.
And the impact on the wider furniture industry is another matter entirely – manufacturers employing numerous lower-paid staff will be hit particularly hard.
“Retailers are now facing into the difficult decisions about future investment, employment and pricing
In January, a British Retail Consortium (BRC) survey of CFOs at 52 leading retailers offered some insight into that sector’s likely response. When asked how they would be responding to the increases in employers’ National Insurance Contributions (NICs), two-thirds stated they would raise prices (67%), while around half said they would be reducing ‘number of hours/overtime’ (56%), ‘head office headcount’ (52%), and ‘stores headcount’ (46%). Almost one-third said the increased costs would lead to further automation (31%).
The impact of the Budget on wider business investment was also clear, with 46% of CFOs saying they would ‘reduce capital expenditure’ and 25% saying they would ‘delay new store openings.’ Nearly half (44%) of respondents expected reduced profits, further limiting the capacity for investment.
The BRC’s survey came just weeks after 81 retail CEOs wrote to the Chancellor, outlining their concerns about the Budget’s economic consequences, noting that the retail industry’s costs could rise by over £7b
“The increase in NICs will have a direct impact on staffing costs, meaning businesses will need to rethink workforce strategies, recruitment plans, and retention efforts,” says UK manufacturer champion, Make UK. “Britain’s manufacturers have hit the brakes on recruitment and investment plans amid rising employment taxes and business costs.”
Bracing for impact
So, what does the new legislation mean for your business? Are you making cuts or price rises to fund the increases? How do they factor into the other challenges you’re facing? Have you been forced to revise your forecasts significantly? And do you think the changes can bring about growth?
Furniture News asked a handful of retailers to share their reaction to the new framework, and their thoughts on its likely impact. Many thanks to Steve Pickering, Sarah Bianchi, Deirdre Mc Gettrick, Brian McCann, Kathryn Lukehurst, Peter Harding and Jodi Skelton …
Sarah Bianchi (Arighi Bianchi): Since the April wage hike was announced, we have been examining every aspect of our business efficiencies.
We know there is a limit to how much you can charge for a cup of coffee or how much you can increase the price of a sofa by, so our strategy to launch the Arighi Bianchi own-brand furniture range has now been accelerated. This will increase our margins, enhance our customer loyalty by creating a sense of exclusivity, and strengthen our own-brand image.
With all the UK suppliers introducing price rises in March and April, there is little we can do to increase their prices even further and stay competitive.
Steve Pickering (Sussex Beds): The recent budget announcements have delivered a triple blow to our industry: increases to the National Living Wage; rises in Employers’ National Insurance contributions; and reductions in business rates discounts. Together, these measures will significantly impact costs for many businesses, including ours.
Since the announcement, we have been actively exploring and implementing strategies to mitigate these rising operational costs. While the challenges are substantial, we are committed to navigating them thoughtfully and responsibly.
Here’s how we are responding:
• Price adjustments: Price increases are inevitable. From April, we will implement a +3.5% price rise, which will be in addition to any supplier-led increases
• Operational efficiency: A comprehensive review of operating costs has already yielded significant savings. We have reduced expenditure in areas such as waste management, credit card fees, energy and fuel suppliers, and IT support
• Workforce optimisation: Recruitment has been paused, and team numbers have been reduced through natural attrition
• Investment pause: Non-essential investments will remain on hold until the end of the year
• Supplier prioritisation: We will prioritise suppliers who offer settlement discounts and rebates
• Efficiency strategies: We are focusing on reducing product cases and 30-night trials. Suppliers with higher case numbers will be switched
• Sales optimisation: Enhanced sales strategies and training programmes have been implemented to increase AOVs and conversion rates
I am confident that these measures will successfully offset the cost increases, and by the end of the year, we will be in a position to restart our growth strategies – provided there are no further changes to the tax landscape.
Looking at the bigger picture, the Government’s
wider growth strategy has undoubtedly been dented. In the short term, I struggle to see how significant growth can be achieved.
Growth, in my view, is fundamentally driven by confidence – both business and consumer. When confidence is high, businesses invest, and consumers spend. Governments cannot simply ‘switch on’ sustainable growth – they can only lay the foundations for confidence to build. This requires stability, positivity, and a supportive environment.
Unfortunately, negative language, blame, and tax increases do little to foster business confidence or encourage investment. If the Government truly seeks growth, it must change its tone, stop treating businesses as a cash cow for tax revenue, and look inward at public sector inefficiency and incompetence for the savings it requires. Only then might the growth they aspire to achieve become a reality.
Kathryn Lukehurst (Lukehurst): Our wage bill is obviously going up significantly, impacting us financially, along with the increase in utilities and other running costs. Lukehursts are combating this by increasing margin on certain product ranges which allow margin uplift – very difficult with brands, due to the competitive nature, locally and online. We are increasing disposal, build and delivery charges and we are looking to reduce staffing hours in certain areas where we can. What is already a ‘tight ship’ has to be made even tighter to ensure we retain margin and profitability.
Deirdre Mc Gettrick (ufurnish.com): The changes to National Insurance have left a ‘hole’ in my budget for 2025. I always think there are three ways for businesses to adapt to the changes: raise prices; reduce expenses; or raise additional funding to balance the books. The most disappointing part of the increase to NI is that people assume it’s just taking a bit more from ‘rich’ businesses. I try to explain to people that a business is just like a household, we have income and expenditure. The surplus is what you use to invest, the same as a household would have savings or buy a new car. When you reduce the surplus, this impacts how attractive the household might be to a bank to lend money for that new car or a mortgage.
A business is no different, whereas businesses are backed by investors. The change in NI is going to have long-lasting impacts on the attractiveness of UK businesses from investors overseas, which will see reduced R&D and business growth expansion. This is the sad truth, rather than purely taking a little more from ‘rich’ businesses. In the case of ufurnish.com, we are looking at tightening our belts, reducing costs where possible,
From top: Sarah Bianchi, Steve Pickering, Kathryn Lukehurst and Deirdre Mc Gettrick ››
“The changes have delivered an extremely unhelpful landscape within which to run a business
and then looking to automate processes which frees up capacity within the team, thereby reducing the need to hire new heads as previously planned. This increased efficiency is a positive for the economy overall in the longer term but is not helpful for all businesses – like supermarkets, who can’t use automation to increase headcount efficiency in the same way.
Peter Harding (Fairway Furniture): There is little doubt that the changes to the National Minimum Wage have – alongside other changes in the October budget – delivered what can only be described, politely, as an extremely unhelpful landscape within which to run a business.
The National Minimum Wage is in essence an ‘unskilled’ hourly rate, above which employers such as us have to, if possible, maintain a degree of separation to roles that require skills. This is getting harder every year, as the steep rises in the National Minimum Wage greatly outstrip wider pay growth.
We have a relatively small proportion who are subject to the rise in the National Minimum Wage and who are seeing their pay from April go up considerably. This mandated addition to our overheads means we have had to look very closely at all aspects of our business, seeking further productivity growth and reviewing headcount where we feel there is scope to do so.
We are also reviewing prices of items such as delivery services, where we can directly link the increased cost of providing them to consumers, as this is a helpful narrative.
We are forecasting low single-digit growth in sales for the year, though with continuing price rises on the input side, the year may prove even more challenging than we had anticipated.
In and of itself, increasing the National Minimum Wage may have helped wider economic growth, but as it is coming into effect at the very same time as the illthought-out changes to National Insurance, there is in my view little possibility that we will see any growth during 2025, as companies face significant increases to overall baseline costs.
I expect the private sector to enter an ‘effective’ recession by the end of Q2, with the Government’s steep increases in public sector spending the only possible way in which the overall economy can produce any real growth.
Jodi Skelton (Uneeka, Ancient Mariner Imports): The living wage increase will certainly have an impact on our businesses – we’ve had to revise our pricing to increase our margins slightly, to ensure we can cover these additional overhead costs. We’ve also made a conscious decision to postpone any recruiting to ensure we can remain profitable before increasing the workforce. As a business looking at growth, this will undoubtedly slow that process.
“If the Government truly seeks growth, it must stop treating businesses as a cash cow
Whilst we support keeping wages apace with inflation and trying to better everyone’s living standards, the Government chose to couple this with the increased employer NI contributions (which was certainly not made clear pre-election!). This will have a detrimental impact on the low-skilled workforce, as many of those small businesses who employ these people will struggle to adapt and afford these changes (especially given the rise in online direct shopping channels such as Temu, who will not see the full impact of these changes and will gain even more of an advantage in undercutting the high street). There will be many more retail business closures this year.
Brian McCann (DFI Beds): At DFI, we’ve always taken pride in paying above the National Living Wage, but the latest increase is a significant jump. Personally, I believe the rate should be set by region rather than nationally – living costs in Northern Ireland remain lower than in many parts of the UK, particularly London.
When it comes to cuts and price increases, we’ve worked hard on our supply chain to minimise impact. While rising raw material costs are inevitable, we’re committed to maintaining our staff numbers. In fact, some employees have opted to reduce their weekly hours, which has helped us balance costs while supporting work-life balance.
Our business thrives on adaptability, and we’ll continue to diversify to fuel growth. Recently, we’ve expanded our wholesale and drop-shipping operations by partnering with several large new customers.
Ultimately, the wage increase will have a ripple effect, leading to higher costs for household goods, but we remain focused on navigating these changes strategically.
From top: Peter Harding, Jodi Skelton and Brian McCann
GENERATE 3 MONTHS SALES IN 3 WEEKS…
MAKE YOUR VOICE HEARD
From sleep pioneers to sourcing showcases, Furniture News has the industry covered this spring! Our May issue’s special features include:
INNOVATION IN BEDDING
Calling all sleep innovators! The UK sector is full of new mattress and bed technology and components that have promise better sleep experiences and a more sustainable future – but which products and businesses are leading the way?
KEY TREND: THE EVOLUTION OF FLATPACK
Through technical, material and service innovations, atpack furniture is moving forward fast. In this special feature, we’ll look at the thinking behind the product, and how the retailer can bene t
SHOW REVIEWS
Preview your Long Point and Spring Furniture & Bed Show launches, and give buyers a reason to visit
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Simba praised for sustainability initiatives
Thursday 12th March was an important day for this month’s cover star Simba, whose commitment to circularity has earned it a prestigious edie Award for Circular Economy Innovation of the Year.
Known for its multi-award-winning sleep range, Simba has also cemented its position as a key player in sustainability with a longstanding commitment to reducing its environmental footprint.
Following a commendation from the British Retail Consortium’s Climate Action Showcase in 2023 and a Silver award for Circular Economy at the Global Good Awards last year, the 2025 edie Award recognises Simba’s sustainability leadership status across the industry.
Celebrating sustainability in business, the edie Awards are a benchmark for recognising climate initiatives. Despite tough competition, Simba’s end-of-life approach to mattress design, its Mattress Refurbishment Programme and Mattress Recycling Service, demonstrate the brand’s utmost commitment to building a circular economy.
Closing the loop
In response to the NBF’s report that 76% of the UK’s discarded mattresses go to landfill every year, Simba created a three-pronged strategy to improve circularity: to design for end-of-life recyclability; to include more recycled materials in products; and to facilitate mattress recycling via a certified refurbishment programme and specialist recycling service.
Combined, these saved 4,929,822kg of CO2 from reaching the atmosphere in 2023, from 23,342 refurbished and recycled mattresses, with the help of Simba’s trusted partner, The Furniture Recycling Group.
“This is just the beginning
Simba’s director of sustainability, Emma Reid, says: “We’re absolutely delighted with this win, it’s a testament to the dedication of our team and our commitment to the circular economy. Seeing our initiatives recognised at such a high level reinforces the impact we’re making in reducing waste and creating more responsible sleep solutions. And this is just the beginning – as a proud B Corp, we’re committed to pushing the boundaries of sustainability even further.”
After discovering that most mattresses returned to it were too good to recycle, Simba also created its Refurbished range. This consists of assessing, part replacing, sanitising and Simba-certifying mattresses, before offering them back to customers at a smaller price. In fact, Simba resells roughly three quarters of all the mattresses returned to it, preventing mattresses from going to landfill and making premium sleep technology available at a more accessible price.
Additionally, Simba’s mattress collection service now aligns with mattress delivery to maximise transport efficiency – and, since this initiative is as much about helping consumers make better choices as it is about recycling, only a small fee applies for mattresses of any make and size. Thanks to these programmes, a stream of non-new materials aids more responsible production, with specialist ranges like Simba’s Earth mattresses utilising more responsibly sourced materials and designing with end-of-life in mind.
Taking this transparent, thoughtful and consistent approach to circularity has earned Simba an admirable reputation in the business landscape –and the brand says it has many more plans in the works to secure a brighter future for sleep.
www.simbasleep.com
Simba’s recycling service has helped ensure huge reductions in carbon emissions
GETTING PERSONAL Jonathan Creese
Having worked in various roles at Marks and Spencer in Aberdeen for nine years, Jonathan joined independent furniture retailer Gillies of Broughty Ferry as a store manager in 2013, and rose through the ranks to become its first customer experience (CX) manager in 2022. He has since helped implement a new, customer-first approach throughout the business, while undertaking a Professional Diploma in Customer Experience with The CX Academy. Last year, he was named Culture Champion of the Year in the CX Leaders Awards, and ranked 11th globally for Top CX Professionals in CXM Stars 2024 (CX Magazine).
How might a child describe what you do? Making sure customers are looked after properly.
What’s the biggest long-term challenge you face?
My current project is the formalisation of our company culture, values and associated behaviours expected by all employees. I hosted 10 workshops with all 200 employees, to facilitate and directly engage those individuals who will bring the Gillies culture to life.
A proposal will be presented to the board of directors for their ultimate approval, and then communicated comprehensively. My challenge will be embedding this culture in every area of business, and ensuring it is maintained for the long term.
If you had 10 x your working budget, what would you spend it on?
Staff recognition/rewards for individuals that exemplify the company’s culture, values and associated behaviours. I believe most companies fail to communicate to employees what the organisation stands for, and are unable to build a community where employees feel valued, trusted and motivated.
What would be the title of your autobiography?
‘Running towards customer and employee satisfaction – understanding the journey and elements required to succeed.’
What does ‘work/life balance’ mean to you?
To me, this represent working my contracted hours and being reasonably compensated for my efforts, and not being required to work extra hours for no additional pay. Non-contracted time is meant for quality time away from work for personal pursuits and spending time with family/friends. There should be clearly defined lines of separation.
Who’s been your most influential mentor?
I’ve had no direct professional one, but I’ve watched many talks by Simon Sinek, who provides excellent insights into leadership and business practices.
What advice would you give your younger self?
Do not be afraid to fail or make a mistake – be bold and ambitious with your pursuits, and try new things. As Albert Einstein said, “A person who never made a mistake, never tried anything new.”
What’s been your best day in business to date?
Being named Culture Champion of the Year in the CX Leaders Awards 2024, and globally ranked 11th for Top CX Professionals in CXM Stars 2024 (CX Magazine).
What’s the biggest myth about our industry?
That salespeople need to be aggressive and dogged in their approach. Unfortunately, certain retailers encourage their staff to jump on customers immediately, rather than simply greeting them and allowing them to browse the store. Quality sales staff know when a customer is interested in a product, and can then approach in a natural and helpful way.
What should everyone in our industry either stop or start doing?
Every company should start to pursue ‘Total Experience’ – customer, employee, user and digital. Customer and employee expectations have changed since Covid-19 and now demand an improved overall experience. Either companies embrace this change or their retention will suffer.
Where do you see the industry going in the next 5-10 years?
Retailers are going to have to make a concerted effort to improve the Total Experience provided to customers and employees. I believe customers are going to be less driven by product development, rather the quality of service/experience provided by retailers. CX will be/is the next battleground –those who exploit this area will have a competitive advantage.
www.linkedin.com/in/jonathancreese www.gillies.co.uk
“Expectations have changed. Either companies embrace this change or their retention will suffer
Putting Vietnam’s furniture on the map
Vietnam’s furniture industry has experienced remarkable growth, fuelled by a strong export performance and competitive manufacturing advantages, making it a key player in the global furniture landscape – and the16th Vietnam International Furniture and Home Accessories Fair (VIFA Expo 2025) put much of that growth in clear perspective …
This year’s VIFA Expo took place from 5-8th March at the Saigon Exhibition & Convention Center (SECC) in Ho Chi Minh City, and attracted an impressive 659 exhibitors, including 317 Vietnamese businesses and 342 internationals from 19 other countries and territories, showcasing through more than 2534 booths.
“A crucial bridge for the global furniture community to meet and connect with Vietnamese suppliers
The product mix was diverse, reports the event’s organiser Lien Minh, featuring 61% furniture, 19% furnishings, 8% handicrafts and 12% hardware, machines, wood materials and services.
The show welcomed a total of 20,125 visitors over four trade days, including 7546 international visitors from 83 countries and territories. These visitors primarily hailed from China, the US, UK, EU, South Korea, Japan, Taiwan, India, Malaysia, Australia, and markets new to the show including Argentina, Nepal and Ghana. By continent, the international buyer breakdown was as follows: 56% from Asia; 18% from the Americas; 17% from Europe; 8% from Oceania; and 1% from Africa.
The event was highly successful in fostering business connections, says Lien Minh, with 42% of
buyers expressing interest in placing orders, 23% seeking new products and services, and 14% aiming to expand their networks. Notably, 8% of the buyers surveyed were interested in orders exceeding $1m. According to preliminary reports recorded from some of the exhibitors, contracts and memoranda of understanding worth approximately $200m were signed during the fair, and the majority of surveyed exhibitors (84%) successfully secured contractual agreements there.
As ne of Asia’s key export events, VIFA Expo formed part of a series of furniture fairs in March, alongside MIFF and EFE in Malaysia, IFEX in Indonesia, PIFS in the Philippines, and 3F and CIFF in China. “The fair cemented its position as a leading furniture exhibition brand in Asia, and the oldest in Vietnam,” says Lien Minh, “drawing international buyers seeking highquality, export-standard furniture sources.”
VIFA Expo also offered engaging activities and support programmes for visitors and international buyers, such as industry seminars, free shuttle buses, official hotels, complimentary hotel stays for VIP buyers, factory visit tours, airport support and a gala dinner.
“VIFA Expo 2025 was not just a trade event, but a crucial bridge for the global furniture community to meet and connect with Vietnamese suppliers,” says the fair organiser. “With its 17-year history and 16 successful editions, the success of VIFA Expo 2025 has affirmed the growing position of the Vietnamese furniture industry and contributed positively to the development of the South East Asian furniture industry.”
VIFA ASEAN 2025
Ho Chi Minh City is set to again become the epicentre of the South East Asian furniture industry from 26-29th August 2025, as it hosts the third Vietnam ASEAN International Furniture & Home Accessories Fair (VIFA ASEAN 2025) at the Saigon Exhibition & Convention Center (SECC).
This specialised trade event promises to feature over 1000 booths and 350 leading businesses from across Vietnam and the ASEAN region, “serving as
a strategic connection and a venue for direct trade between the furniture manufacturing community of South East Asia and thousands of international importers and buyers, as well as investors and contractors involved in construction projects, apartments, condos, restaurants, hotels, resorts and airports in Vietnam and around the world,” states Lien Minh.
VIFA ASEAN 2025 is set to showcase a diverse range of modern and versatile interior and exterior furniture products across five key sectors: Furniture and Outdoor Furniture;. Home Decor, Office Supplies and Handicrafts; Machinery, Equipment, Accessories and Tools; New and Smart Technology for Homes; and Sustainable Products from Green and Recycled Materials.
As the launch event in 2025’s Asian furniture fair series this autumn, VIFA ASEAN 2025 hopes to attract a substantial influx of international buyers seeking high-quality furniture sources. The series, which includes prominent events such as Kofurn in South Korea, MFFM in Malaysia, Maison Shanghai, CIFF Shanghai and Furniture China, and IFFINA in Indonesia, will see VIFA ASEAN become the starting point for the autumn buying season.
“The resounding success of VIFA ASEAN 2024, which drew over 224 businesses and 7128 visitors, including 1835 professional buyers from 60 countries, underscores Vietnam’s leading role in regional furniture manufacturing and export,” Lien Minh explains. “This strong international appeal highlights VIFA ASEAN’s ability to effectively bridge the South East Asian furniture market with the global stage, fostering sustainable business relationships and creating new avenues for regional industry growth.
“By participating in VIFA ASEAN 2025, businesses can leverage Vietnam’s strategic position as a burgeoning global furniture hub to expand their market reach and significantly enhance their brand presence within the competitive international furniture landscape. For ASEAN-based companies, the show offers a direct line to the rapidly growing Vietnamese market, and the global importers that are increasingly interested in the region’s products, making VIFA ASEAN as a must-attend event for the industry. Save the date!”
www.vifaexpo.com www.vifaasean.com
“Businesses can leverage Vietnam’s strategic position as a burgeoning global furniture hub
This year’s Meble Polska, which took place in Poznań from 25-28th February, confirmed the show’s place as one of Europe’s leading furniture-sourcing fairs. Furniture buyers from more than 70 countries attended, and the share of visitors from abroad again exceeded half of those present (58%).
“This is the effect of an even broader and more intensive international promotional campaign than in previous years preceding the Meble Polska 2025 fair,” says show director Józef Szyszka.
“It focused on the most important and promising markets for Polish furniture exports. The furniture B2B event in Poznań was the first global trade fair in Europe at the beginning of the year. The visitor registration system shows that the whole world came to Poznań in search of business partners and collections for the new sales season.”
Ultimately, the total number of fair participants amounted to 16,512 people, an increase of +15% YoY. The percentage of visitors from abroad increased by as much as +4% YoY, with buyers from 71 countries.
“Traditionally, apart from traders from Poland, the largest group were visitors from Germany,
BED SHOW
www.bedshow.co.uk
The Bed Show is set to return to the Telford International Centre on 23rd and 24th September 2025. Organised by the National Bed Federation (NBF), this event is a cornerstone of the UK bed industry, featuring a dynamic mix of British and Irish manufacturers and European suppliers.
which for years has been the most important trading partner of the Polish furniture industry and where the largest part of Polish furniture exports goes,” states the show organiser.
“This year, German traders accounted for 16.1% of buyers from abroad. However, there were major changes on the further steps of the podium, which were last year taken by guests from the Czech Republic and Lithuania. This time, second and third place were taken by visitors from Ukraine (7.3%) and Romania (6%), respectively. The top 10 most frequently represented countries also included France, Lithuania, the Netherlands, the UK, the Czech Republic, Belgium and Slovakia.”
Józef continues: “The Go Global strategy we have been pursuing for several years is bringing results. The Meble Polska brand has become
widely recognisable in the furniture industry worldwide. As a result, the number of visitors from key markets for the development of Polish furniture exports, such as the US (an increase of +173% this year), India (+140%) and Israel (+189%), is also growing.”
This year, the exhibition covered a total area of over 60,000m2, with products from 378 companies from 17 countries. The furniture offer was complemented by fabrics and decorations in the concurrent Home Decor Exhibition. The fair also served as a platform for specialist knowledge, thanks to lectures and training sessions prepared in co-operation with industry partners.
The show’s next edition will take place as usual in the last week of February, from 24-27th February 2026.
Industry leaders and innovators will showcase the latest bed designs and technologies. Prominent manufacturers including Harrison Spinks, Highgrove, Hypnos, Sealy, Sleepeezee and Silentnight will be present, alongside well-known suppliers such as Boyteks, John Cotton, Leggett & Platt and Maes Mattress Tickings. Indeed, the Supplier Zone is a highlight, as it features a curated selection of component and service providers offering premium materials and innovative solutions.
“The Bed Show is a celebration of the creativity that defines our industry, and an
unrivalled networking opportunity for the trade to tap into,” says Tristine Hargreaves, executive director of the NBF.
As always, visitors can look forward to complimentary parking, entry and refreshment vouchers. Additionally, the event will host the gala dinner and 2025 Bed Industry Awards ceremony, with a celebrity compere who will crown the winners and keep guests entertained.
“Mark your calendars and look out for registration opening soon to secure your place at the forefront of industry innovation,” Tristine concludes.
The ONLY place to see so many UK and Irish bed manufacturers and component suppliers all under one roof
WHY YOU SHOULD VISIT
• Latest innovations, offers and promotions in one place
• Prime networking opportunities
• Gala Dinner and Awards Ceremony with VIP host
• Voted ‘Best Furniture Exhibition’ 2024
• Supplier Zone
• FREE parking
• FREE lunch vouchers for visitors
INDX Beds promises a journey of discovery
Retail inspiration and industry innovation await, as INDX Beds returns to Cranmore Park, Solihull from 29-30th April (AIS members only on the 29th).
“Register for your free ticket, and get direct and exclusive access to the freshest products from the best names in the business,” urges organiser Associated Independent Stores (AIS) …
Carefully curated by buying and retail experts, INDX Beds is known for its business- and innovationfocused format, bringing together key brands and market intelligence to help fuel business growth.
“Across beds, sofabeds and bedroom furniture, the show is an unmissable opportunity to explore the latest designs and bestselling collections from a commercially edited exhibitor selection,” says AIS.
The confirmed line-up includes Alstons, Birlea, Disselkamp, Dunlopillo, Gainsborough, Harrison Spinks, Healthbeds, Highgrove, HTL, Hypnos, Kaydian, Kaymed, Loren Williams, MA Living, Millbrook Beds, Novaluna, Relyon Beds, Sealy, Silentnight, Sleepeezee, Sofa Source, Somnus, Sweet Dreams, Tempur and Wiemann, with more to be announced.
“Designed to ignite inspiration and drive sales
“INDX Beds is the perfect opportunity to discover new product, build your network, explore the season’s key trends, and catch up with industry colleagues,” AIS explains. “The event’s home, Cranmore Park, is a venue with no distractions – centrally located and easy to get to, providing a commercially focused environment designed to ignite inspiration and drive sales.”
Register for a free ticket via the show website, and be part of the April 2025 edition of INDX Beds. Read on to discover a few of the show’s highlights … www.indxshows.co.uk/shows/beds
Quality comfort, naturally
Sleepeezee ascendant
Fresh from celebrating its centenary, and now under new ownership, bedmaker Sleepeezee is moving up in the world with a comprehensive brand refresh and new lines designed to take the brand further into the premium sleep segment. Here, head of marketing Amy Curtis explains what stockists should expect to see, and when, and what’s in store for visitors attending INDX Beds this month …
What prompted the decision to refresh the Sleepeezee brand?
Last year, Sleepeezee was acquired by The Sleep Group (majority shareholder of Silentnight), and an exciting new 5-year growth strategy was created.
For the last few years, Sleepeezee has actively developed the brand identity and product offering to shift and reinforce the brand within the mid-topremium sector of the market, and as part of our ongoing strategy we will continue to grow and establish ourselves as a strong and credible player within the premium market sector.
As part of this progression, we’ve started to look at the development of a refreshed brand proposition, alongside a renewed visual and verbal refresh that would elevate the brand in line with our growth plans.
“Taking customers on an exciting, elevated brand experience
How is the brand changing? Is it a significant shift, or more an incremental evolution?
Our new brand and style direction is a wonderful reflection of our ongoing dedication and commitment to innovation, sustainability and premiumisation.
As a renowned British bed manufacturer, our new branding will continue to reaffirm our pledge to quality and heritage, and grow upon our company’s values that are steeped in our history.
However, at the same time we want to continue to progress the brand, developing an evolution to the work we’ve already done and continuing our trajectory in establishing ourselves within the premium bed space, evolving the messaging to be more emotive and visually more aspirational.
What do you hope to achieve from it?
We’re hoping that the brand development will not only redefine the Sleepeezee personality but will continue to promote our strong heritage and cultural values.
The desire is that our new brand identity will position Sleepeezee strongly within the market by taking our customers on an exciting, elevated brand experience – something that we are very excited to share with them all very soon.
Can you share some of the thinking/research behind the project? Who has been involved?
We’ve been working closely with our marketing agency Multiply over the past few months to create and develop our new brand visual and verbal style.
Multiply has been working with Sleepeezee for several years, and they have been supporting us with the evolution of the brand. This has included brand masterclasses with the wider Sleep Group family as well as the exploration of graphics, colour, typography, colour, patterns and brand TOV – all demonstrating how the new identity should be applied across a variety of touchpoints. We’ve all been working very hard to evolve the brand by defining an elevated brand proposition and developing a striking brand identity that aligns with Sleepeezee’s ambitions.
What element/s are you most proud of?
We’re so proud to have been crafting luxurious beds and mattresses that combine traditional craftsmanship with innovative design for over 100 years, and we see our new identity as enhancing this offering even further and strengthening our reputation for dedication and excellence.
Amy Curtis
As the company looks to the future, we are proud to be even more committed to pushing the boundaries of sleep technology and enhancing the sleep experience for our customers, both in product design and brand design.
How are you planning to roll out the rebrand with your stockists?
As part of the brand refresh process and rollout, we’ll be bringing the brand to life through our PoS and in-store model displays. We have a wonderful relationship with our retailers throughout the UK, and we’ll be supporting them with a phased transition in stores.
The new brand rollout comes at a timely opportunity for us, as the new branding ties in with our updated new Royal Warrant changeover. The Royal Warrant of Appointment from His Majesty King Charles III was granted to Sleepeezee last year, and will be bestowed upon our branding and products. We’re all proud to have successfully held a Royal Warrant for nearly 40 years continuously, which reinforces the high standards we maintain across all aspects of our business and reaffirms our commitment to excellence and service to the monarchy.
Did your centenary celebrations help you reach your financial goals? Can you share any details?
We had a fantastic year during 2024, achieving record-breaking turnover and EBITDA, as well as becoming part of The Sleep Group, the biggest bed group within the UK. We were able to celebrate our centenary throughout the year with various events for staff and with our retail partners, allowing us to give thanks for their continued support to the Sleepeezee brand.
We had a fantastic Bed Show at Telford, celebrating our 100 years with a number of new products that were really well received, and this has put us in a great position going into 2025, as we continue on our growth strategy for the next few years.
What’s in the product pipeline for the rest of the year?
We’ve been working hard on a new natural range for one of our biggest retailers, due to launch over Easter, which we’re all really excited about. The new collection highlights Sleepeezee’s traditional rich history, with the Royal Warrant from HM The King reinforcing the quality of each product. We’re also working on a number of new developments already for this year’s Bed Show at Telford – and we look forward to giving selected retailers a preview over the summer!
What can visitors to INDX Beds expect to see from you?
We’ve developed three new collections for this year’s INDX Beds show, all exclusively for our AIS retail partners, so we’re looking forward to exhibiting at the show and getting feedback from our retailers. We have a strong catalogue of ranges now exclusive for AIS members, with these new collections reinforcing our reputation for high-quality, handmade products at good value for money.
www.sleepeezee.com
“We’ll be supporting our retailers with a phased transition in stores
Hypnos continues to build legacy of luxury
Hypnos’ appointment with a new Royal Warrant from His Majesty The King as Manufacturers of Beds, Mattresses and Upholstery was a fitting close to the British bedmaker’s 120th anniversary celebrations, and marks the start of another busy year – after a successful January and February, the brand is set to launch an exclusive new mattress collection for AIS members at this year’s INDX Beds …
“The business takes real pride in its relationships
The new no-turn collection of three mattresses, named Legacy No-Turn, offers a choice of luxury feels, using plant-based fibres, Hypnos’ traceable British wool, and a progressive pocket spring story. Each mattress is crafted and hand side-stitched by expert craftspeople at the bedmaker’s factory and HQ in Princes Risborough, Buckinghamshire.
“The business takes real pride in its relationships with selected retail partners and groups, where experience and service are key, and Hypnos is featured as a premium brand, recognised for its handcrafted comfort and quality proposition,” says group MD David Baldry.
A strong Hypnos core collection is complemented with a range designed for AIS members that offers compelling alternatives. These include firmer feels, sumptuous pillow tops, seasonal and no-turn mattresses. Every upholstered Hypnos mattress has been ethically sourced, uses no foam or unpleasant chemicals, and is designed to last and be recycled at the end of its life.
As a Royal Warrant holder for 96 years, Hypnos says it is dedicated to handcrafting luxurious mattresses and beds to meet the needs of its customers without compromise, designing for both the wellbeing of people and the planet.
David concludes: “The Hypnos team are excited to be exhibiting at INDX Beds this month, where retailers can experience the exclusive AIS collection for themselves.”
www.hypnosbeds.com
By Royal Appointment
www.wiemannuk.co.uk
Award-winning German bedroom manufacturer Wiemann is heading to the INDX Beds show with a host of new-for-2025 products and updates.
The long-established business boasts an impressive catalogue, with nine eye-catching bedroom ranges and wardrobes introduced this year, plus new finish options on five of its market-leading collections.
Kai Schwenke, Wiemann’s export manager, says: “We have some gorgeous new VIP ranges, and Ohio, Texas and New York are already performing well. Linate, our new Shaker-style collection, is also notching up the orders. We look forward to talking about the Wiemann offer at the AIS INDX Beds show.”
Ohio features hinged, hinged combi, bi-fold and bi-fold combi options, plus a vertical light to finish off a contemporary vibe. New York, meanwhile, is a solid oak door slider and hinged wardrobe which slots into the premium end of the Wiemann catalogue – and Miami Plus, a versatile slider, is just one of Wiemann’s existing ranges to have up-to-the-minute new options added.
The Furniture Makers’ Company the furnishing industry’s charit y
SUPPORT FOR FURNISHING INDUSTRY PEOPLE
Simon Hewitt, MD of Wiemann’s sole agent for the UK and Ireland, Litmus Furniture, concludes: “Wiemann is a tried-and-trusted brand with a well-deserved reputation for excellent products and customer service. It is a German manufacturer with a pan-European supply, but a clear understanding of what buyers and consumers are looking for in the UK.”
Struggling financially? We’re here to help!
As the charity for the furnishing industry, we have been supporting the welfare of people working in the trade since 1903. We help furnishing industry people by providing financial grants and practical, useful advice.
020 7256 5558
07366 568 458
welfareofficer@furnituremakers.org.uk www.furnituremakers.org.uk/welfare
Cut from a different cloth
We’re passionate about making luxury mattresses and beds in the most responsible way. It’s why we grow comfort fillings on our Yorkshire farm, weave naturally FR chemical treatment free fabrics in-house and make our own award-winning springs.
Visit us at the INDX Beds Show on stand P17 on the 29th – 30th April to experience our unique approach to luxury bed making. Find out why each and every bed we lovingly handcraft is proudly cut from a different cloth.
HARRISONSPINKS . CO . U K
How technology is changing the game
Technology has transformed nearly every industry, and the furniture market is no exception, writes Deirdre Mc Gettrick, the founder and CEO of home furniture search and comparison website, ufurnish.com …
By Deirdre Mc Gettrick
From ecommerce platforms to virtual reality (VR), artificial intelligence (AI) and sustainable innovations, technology has significantly influenced how consumers buy and how retailers market furniture.
As the founder of a leading furniture technology company, I’m obsessed with technology and innovation – so when Furniture News asked me to discuss the various ways technology is reshaping the furniture industry, and the strategies businesses must adopt to stay competitive, I couldn’t say no …
1. Ecommerce and online marketplaces
One of the most significant changes in the furniture industry is the rise of ecommerce. Traditionally, consumers would visit brick-and-mortar stores to test and purchase furniture. However, with online search platforms like ufurnish.com and ecommerce retailers such as Amazon, Wayfair and thousands more, consumers can browse and buy furniture from the comfort of their homes. It’s estimated that c.90% of consumers now start their furniture buying journey online!
Ecommerce boasts several advantages in making furniture sales:
Convenience: Shoppers can access a vast range of products without visiting physical stores.
Greater variety: Online stores offer more designs, styles and options than most showrooms can and do. In many ways, they deliver a more bespoke shopping experience.
Stock availability and price comparisons:
Customers can now easily find stock availability, delivery details and compare prices across different retailers. Platforms like ufurnish.com help consumers with their research journey and drive informed buying decisions in a much more efficient way.
Customer reviews: Consumers rely on feedback from previous customers to make informed decisions. Access to verified reviews from platforms like Trustpilot and Feefo give consumers a much clearer picture of their purchasing options.
2. Augmented Reality (AR) and Virtual Reality (VR) AR and VR are changing how consumers visualise
furniture before purchasing. Brands like IKEA have developed AR apps that allow customers to see how a piece of furniture would look in their space before making a purchase – this technology is still in its developmental phase, but we have seen vast improvements over the past five years. Covid definitely accelerated the need for this.
There are various benefits to offering furniture buyers AR and VR experiences:
Enhanced shopping experience: Consumers can place virtual furniture in their rooms, reducing uncertainty and increasing their confidence level to move forward with a purchase, which is particularly important for high-ticket-price items like sofas.
Fewer returns: Since consumers can visualise the furniture in their home setting, they make better decisions, leading to fewer product returns.
Personalised recommendations: Some AR tools suggest furniture based on room dimensions and decor preferences. In a parallel to furniture, Dulux has done an excellent job with paint choices through their virtual colour matcher. It’s a free-to-use tool on the Dulux website that gives consumers confidence when picking colour schemes for their room.
3. Artificial Intelligence (AI) and Machine Learning AI is revolutionising the furniture industry by improving customer service, streamlining operations, and offering personalised recommendations. ufurnish. com is heavily invested in AI as a way of driving consumer shopping experiences, and its capability is remarkable. Here are just some of the applications of AI in furniture sales:
Image recognition: AI has the ability to take an image of any home interior and match shoppable products to it. ufurnish.com has developed this technology, and it now means that consumers can engage home interiors images wherever they are online, and discover where they can buy the products in real time.
Image search: Searching for furniture is hard for consumers. Sometimes they see a piece of furniture in a hotel or restaurant and take a photo of it. Through
“The furniture industry has come a very long way in a short space of time
platforms like ufurnish.com, consumers can now take those furniture photos and search across the market to find who is selling the furniture piece within seconds. It’s a complete paradigm shift in furniture search.
Chatbots and virtual assistants: AI-powered chatbots provide instant assistance, answering queries and guiding buyers. Highly informative results can be delivered in seconds for consumers.
Personalised recommendations: AI analyses user behaviour and purchase history to suggest furniture that matches their taste. This is becoming ever more prevalent in ecommerce as data management capabilities grow through CRM systems like Ometria or Klaviyo, coupled with sophisticated data tools like LiveRamp. I’m seeing developments in this area come primarily from larger retailers with more established data teams, but the ease of implementation and use of these tools is making them far more accessible to smaller retailers.
Predictive analytics: AI helps retailers forecast demand, optimise inventory, and reduce overstocking. Tools like Netstock are leading the way in this area for retailers.
Automated pricing strategies: Dynamic pricing models adjust furniture prices based on demand and competition. This has long been a strategy of
ecommerce retailers like Amazon, but AI development has enabled more mainstream access. Yieldigo is one emerging AI-powered pricing tool that is growing in the retail market.
4. Sustainability and smart furniture
With growing environmental concerns, technology is helping businesses adopt sustainable practices. Smart furniture, made with eco-friendly materials and integrated with technology, is gaining popularity. Some may argue that furniture has been a laggard in this area, but I’m seeing real advancements come through from certain retail partners listed on ufurnish. com.
Here are just some of the sustainable innovations in the furniture industry:
Eco-friendly materials: Companies use recycled wood, bamboo, and biodegradable fabrics.
Energy-efficient manufacturing: Factories employ AI and automation to minimise waste and reduce carbon footprints. They leverage this to drive efficiency, which not only drives sustainability but also can help reduce the cost of manufacturing.
Smart furniture: Innovations like app-controlled lighting, temperature-regulating beds, and ergonomic office chairs enhance functionality. There’s a lot happening in this space, with the industry striving for smart/practical solutions.
“Technology has significantly influenced how consumers buy and how retailers market furniture
“AR and VR technology is still in its developmental phase, but we have seen vast improvements
5. Social media and digital marketing
Social media platforms have changed the way furniture is marketed. Brands leverage Instagram, Pinterest, TikTok and Facebook to showcase their products and engage with customers.
There’s a big emphasis on video content across social media and digital marketing. Meta is driving brands to either focus on people or products at the heart of video-based ads, as their algorithm optimises towards content that people engage with, no matter whether it is paid or not.
Digital marketing strategies for furniture sellers include:
Influencer collaborations: Working with influencers and interior designers to promote furniture. It’s all about furniture aligning to consumer lifestyle choices and trends.
Visual content: High-quality images, videos, and 360° views enhance online engagement, with either people or products at the heart of content/ads.
Targeted advertising: AI-driven advertisements reach specific demographics based on browsing behaviour. Algorithmic overlays are what drive targeted advertising engines – it’s all about the signals retailers want their digital ads to optimise against (for example, purchase event, more website visits, consumers spending more time on their website, lookalike audiences, etc).
User-generated content (UGC): Encouraging customers to share photos of their furniture set-ups increases brand credibility. Authenticity has never been more important in digital commerce – Covid drove a rise in spurious content creation, and recent generative AI trends have further grown scepticism among consumers. Real-life UGC, combined with strong online reviews, builds consumer trust.
6. Supply chain and logistics innovations
Technology is optimising furniture logistics, making deliveries faster and more efficient. Combined with sustainability initiatives, I’m definitely seeing companies invest in smarter, long-term solutions that are giving them a competitive advantage. Innovations in furniture logistics include:
Real-time tracking: GPS-enabled tracking systems help customers monitor their orders.
Automated warehouses: Robotics and AI optimise inventory management.
Same-day delivery: Companies like Amazon are pushing faster delivery options for furniture, and consolidated logistic solutions for smaller retailers are helping them compete.
Blockchain technology: Ensures transparency and traceability in furniture supply chains.
The furniture industry has come a very long way in a short space of time, with the rate of technological change and innovation accelerating YoY. Whilst retailers might be laser focused on shortterm revenue goals, my advice would be to zoom out and look at the bigger picture. The companies that are embracing innovation and long-term vision are the ones that are succeeding – so lean in, and keep an open mind to your options.
The ufurnish.com Home Awards 2025, which recognise the creators of beautiful and inspiring home interiors, are now open for entries, offering furniture brands cost-effective opportunities to reach relevant consumers. Visit http:// bit.ly/4hIcnvB to enquire about sponsorship packages. www.ufurnish.com
Route Planning Software that Delivers
OV25 “not just another platform” says Orbital
The way furniture is sold is changing, and technological innovation is at the heart of this change, says product visualisation specialist Orbital, which has developed a “revolutionary” SaaS solution and 3D product configurator to meet the industry’s specific demands.
Enter OV25 …
“OV25 is more than just a tool
“The furniture industry is undergoing a transformation,” says Orbital, “and at the heart of this shift is OV25, a revolutionary SaaS solution and 3D product configurator designed to empower manufacturers and retailers.”
And OV25 is not just another platform, the tech wizard continues: “It redefines how products are showcased, customised, and sold. With Orbital’s extensive 3D asset library, businesses can connect with customers like never before, as OV25 offers unparalleled speed, flexibility, and affordability compared to traditional photography and CGI.”
In an increasingly competitive market, presenting products effectively and efficiently is essential. Orbital says OV25 bridges the gap between manufacturers, retailers and consumers by eliminating the limitations of static imagery and costly photoshoots, providing “a smarter and more dynamic way to showcase furniture.
“Traditional methods can take weeks or even months to produce visuals, delaying sales and marketing. With OV25, businesses can create,
customise and share assets almost instantly, gaining a significant competitive advantage. The platform delivers exceptional quality at an accessible price, making incredible visuals available to businesses of all sizes.
“Designed for ease of use, OV25 ensures that anyone, from sales teams to end-customers, can navigate and utilise its features effortlessly”.
The launch of OV25 introduces features designed to transform furniture sales. With 360° product views, customers can interact with models in an immersive experience, bringing products to life in a way that static images cannot.
Meanwhile, real-time customisation enables users to change materials instantly, offering creative freedom to visualise every possible SKU, while live pricing updates based on selected customisations promises transparency and reduced friction in the buying process.
Further, app-less augmented reality (AR) enables customers to place products directly into their homes without downloads or complex technology –eliminating barriers and enhancing decision-making with realistic visuals.
“This is only the beginning,”Orbital continues. “OV25 is set to evolve in the coming weeks with the introduction of animated products, ideal for showing recliners or adjustable furniture. A global flash sale module will provide a dynamic tool to drive urgency and boost sales. Advanced analytics will give businesses valuable insights into customer preferences and trends, optimising product offerings. AI-generated lifestyle imagery will enable the creation of stunning, photorealistic room scenes in minutes, providing endless possibilities for marketing and branding.
“OV25 is more than just a tool – it’s a complete solution designed to elevate visuals, streamline processes, and increase sales. Whether you’re a manufacturer looking to enhance your product catalogue or a retailer seeking to provide customers with an immersive shopping experience, OV25 is the answer.
“The future of furniture visualisation has arrived, and it’s changing the way the industry connects, sells, and innovates.”
www.orbital.vision
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Turning warranty claims into sales
In a recent webinar focused on turning claims into sales in the furniture industry, warranty claims and returns platform
Claimlane hosted Anders Krogh Jensen from Design Concept, who leads the company’s logistics department. Their conversation neatly summed up manyn of the key challenges and opportunities in warranty claims –including how they can be turned into sales …
Design Concept Denmark operates as a design house with multiple brands, including Muubs and Andersen Furniture. The business model combines retail and B2B sales, supplying furniture to web shops, traditional retailers, hotels, corporate offices, and large-scale projects.
During the session, the participants explored the key challenges and opportunities in warranty claims, and how they are turning claims into sales.
Understanding the role of logistics in furniture businesses
As head of logistics, Anders is responsible for overseeing warehouse operations, optimising transport, and ensuring smooth delivery processes at Design Concept. The company transitioned from in-house logistics to a third-party provider, which required ongoing communication and fine tuning of agreements.
But logistics is not just about moving furniture, says Claimlane – it is also about enhancing a business’ overall efficiency, including claims management.
The pain points of claims management in the furniture industry
Warranty claims are a reality for any furniture business. Unlike other industries, dealing with claims in furniture involves lots of complexities, including logistics, customer service, and supplier co-ordination, says Claimlane: “Anders explains that handling claims through email was a nightmare. It was time consuming, inefficient, and often frustrating for both them and their customers. Customers would send incomplete information, and they’d go back and forth trying to get the necessary details. It was a huge time drain.”
And, beyond the workflow problems, the nature of claims meant that interactions with customers could be tense.
“Customers submit claims with emotions,” Anders notes. “They’re often frustrated, and their emails reflect that. When they forget key details, it creates extra work for us and delays resolutions. That’s why we knew we needed a better system.”
“Handling claims through email was a nightmare
“Anders shares that their biggest challenge right now is optimising transport,” continues Claimlane. “With new environmental regulations and taxes, they need to pack items more efficiently to reduce pallet size and shipping costs. At the same time, they need to decide whether they absorb these costs or pass them on to customers.”
Using technology to automate claims
To tackle these challenges, Design Concept Denmark turned to Claimlane. The goal was clear – improve manual processes, make customers happier, and ultimately save time and money.
Anders shares: “Now, our claims process is structured. Customers follow a guided process when submitting claims, ensuring we receive all necessary details upfront. This means we can resolve issues in minutes rather than days.”
According to Claimlane, the results have been significant. These include:
Time savings: Claims that used to take multiple backand-forth emails can now be processed in under two minutes.
Better customer experience: A structured process means fewer frustrations and faster resolutions.
Data-driven insights: With an automated claims system, Design Concept Denmark now has visibility into common issues, from 100% valid and reliable data.
Using claims as a sales opportunity
Rather than viewing claims as a bad thing, Anders sees them as opportunities. “Sometimes, an issue can turn into a sale.” he says. “For example, if a customer has a broken glass jar that comes in packs of four, we offer them a discounted rate on the remaining three. Many customers take the offer, turning a negative situation into a win.”
This proactive approach helps maintain strong customer relationships and increases revenue.
The business case for improving claims processes
Beyond customer satisfaction, there is a strong business case for improving warranty claims, says Claimlane. Design Concept was previously employing a full-time employee to handle claims. When that person retired, the company had a decision to make –hire a replacement, or invest in a better system.
“By optimising our claims process, we effectively saved the cost of one full-time employee,” Anders explains. “That’s a major win for the business.”
Data-driven decision making
A structured claims process also helps product issue tracking. Before, Design Concept had no way to analyse claim trends properly. Now, the business can see patterns. If it receives a lot of complaints about a specific product, it can quickly tell whether it is a supplier issue or a transport problem.
Claimlane says that this level of insight helps Design Concept fix problems quickly – whether that means renegotiating terms with suppliers, or improving packaging methods to prevent damage during transport.
Key takeaways for the furniture industry
Anders’ experience highlights some key takeaways for other furniture businesses:
Get rid of emails and spreadsheets for claims processing: A clear system makes work easier, improves communication, and solves problems faster.
Turn claims into sales: Whether upselling replacement items or boosting customer loyalty, automated interactions can benefit the business.
Make improvements by using valid data: Tracking claims trends helps pinpoint problems and improve operations.
Technology can reduce manual workload: Using the right tools can simplify tasks and save costs over time.
Final thoughts
“The furniture industry is complex, and warranty claims are a crucial, but overlooked, component,” says Claimlane. “Businesses that invest in automating claims management can see major improvements –not just internally, but also in customer satisfaction and profitability.”
Anders sums it up: “Claims don’t have to be a hassle. When managed well, they can help build stronger customer relationships and improve business operations.”
For furniture companies still relying on manual processes such as emails and spreadsheets, now is the time to rethink claims management, concludes Claimlane: “The right approach can save time, reduce costs, and ultimately turn claims into sales.
“Ready to discover how we can help? Get in touch with Claimlane today, and find out how our solution can improve your warranty claims and returns processes.”
www.claimlane.com
“We knew we needed a better system
HARTMANN MÖBELWERKE
www.moebel-hartmann.com
Hartmann Möbelwerke’s UK showroom in the Wade Business Centre in Wellington Street, Long Eaton will be open during the forthcoming Spring Long Point event (12-14th May), and will be showing some interesting new collections, says UK agent Tim Robinson.
“Founded in 1911, Hartmann is one of Europe’s leading manufacturers of solid wood and lacquered cabinet and dining furniture,” he continues.
“As a woodworking company, it is conscious of its responsibility for the environment and future generations – which is why Hartmann
plants a new tree for every one used in production (this means around 7000 trees a year). The company generates its own electricity with more than 5000 photovoltaic modules, and thus saves more than 700 tons of CO2 every year. It also uses waste wood to heat its production shops, saving some 950 tons of CO2 every year.”
The Audra collection of living and dining furniture is a combination of solid beech uyaa (which has the look of old wood) and solid
birch, sand lacquered to produce an impressive assortment of modern furniture.
Meanwhile, the Linea range features solid natural heartwood oak, with a brushed and varnished surface. In addition, the ‘waterfall’ features in the delicate, satin-finished glass offer a unique relationship with the oak timber, creating an unusual and attractive result, Tim concludes.
Tim can be reached at tim@robinsonfurnitureagencies.com.
Linea
EMBRACE SIMPLICITY!
Grafton
Visit www.furniture-to-go.co.uk
LOUIS DE POORTERE
www.louisdepoortere.com
The outdoor living market is on the rise, and sustainable products are high on the shopping list for customers wanting to create stylish and comfortable outdoor areas, according to market insight website Statista – and flooring and home interior retailers can get in on the action with selected Ecorugs from Louis De Poortere as homeowners up and down the UK return to their gardens.
A firm fixture on Louis De Poortere’s annual bestsellers shortlist, Mad Men is one of the Belgian manufacturer’s most recognisable designs, and the entire series is now outdoorready – including the new SOL and Virgin Land design collections.
The SOL collection takes inspiration from the floor of the company’s Belgian factory, worn by nearly a century of skilled weavers. “The four colours in this series capture the subtle imprints of time, where the patterns of workers, tools and materials have left their mark on the very space where its rugs are brought to life,” says the rugmaker, “while the Virgin Land design series draws inspiration from the enigmatic textures of distant planets and surfaces never walked by
humankind. Each of the five rugs mirror the raw, unspoiled beauty of barren landscapes, from windswept craters to vast, unbroken plains.”
Sales director Alan Russell says: “Rugs lend themselves particularly well to outdoor living as they add a layer of much-needed comfort on top of stone or decking at seating areas. But without the right rug, homeowners will be lucky to see a season of use before they’ll be questioning their great idea.
EVENT DIARY
Thursday 10th April 2025
Common Hall, Freemen’s Admissions and Wine Tasting (Members and non-members welcome)
Furniture Makers’ Hall
Friday 11th April 2025
Historic Pub Walk (Members and non-members welcome) London
Tuesday 29th April 2025
Axminster Golf Day (Members and non-members welcome) Lyme Regis
Monday 12th May 2025
Installation Ceremony and Dinner (Members only) London
Wednesday 11th June 2025
Big Shots (Members and non-members welcome) Holland and Holland, Northwood
Saturday 28th June 2025
Midlands Tug of War Tournament and Family Fun Day (Members and non-members welcome) Long Eaton Rugby Club, Derbyshire
For
“Our outdoor-ready Ecorugs are weatherresistant and machine washable, so they’ll stay looking good even if exposed to the odd downpour or muddy footprint. Plus, they lose nothing in comfort and so still remain the perfect addition indoors too.”
These new rugs are also now made with 40% recycled polyester and are still reclaimed or recyclable through Louis De Poortere’s Take Care programme.
The International Alliance of Furnishing Publications (IAFP) comprises 17 of the world’s leading industry trade publications.
As the IAFP’s UK representative, Furniture News can offer exporters and importers market information, contacts and reach through the most effective B2B channels. www.iafp.info
Maysons – committed to the customer
“In the world of furniture retail, reliability is everything,” says Maysons Furniture. “That’s why we don’t just supply bedroom furniture – we provide solutions that make your business stronger.”
“Our commitment to quality, efficiency and seamless service sets us apart, ensuring you can deliver an exceptional experience to your customers with confidence,” the supplier continues.
“With pre-assembled furniture as our standard, we eliminate the frustration of complex flat-pack assembly. Every piece arrives ready to place, allowing you to deliver instant impact without unnecessary delays. This isn’t just about convenience – it’s about providing a superior product that reflects the professionalism of your business,” adds Maysons.
“We deliver trust, quality, and peace of mind
The supplier’s nationwide delivery network spans from John o’ Groats to Land’s End, and is managed entirely by its own dedicated fleet. “No third-party carriers, no compromises – just precision logistics ensuring your orders arrive safely, on time, and in immaculate condition,” Maysons explains. “You can trust that what leaves our warehouse reaches you exactly as it should.
“Designed for mass appeal, our collections blend style, durability, and practicality,” the supplier continues. “Each piece is crafted to meet the needs of modern living, offering a timeless aesthetic that works effortlessly across a range of interiors. We focus on consistency and quality, delivering furniture that stands the test of time – both in function and in design.
“And, beyond great products, we believe in great partnerships. Our customer service team is an extension of your business, providing the support you need, when you need it. Whether it’s expert product advice, real-time order updates, or aftercare assistance, we’re with you every step of the way.
“If you’re looking for a supplier that brings reliability, efficiency and excellence to your business, look no further. At Maysons Furniture, we don’t just deliver furniture – we deliver trust, quality, and peace of mind.
“Maysons Furniture – built for business, trusted for quality, and delivered with precision.”
www.maysonsfurniture.com
Tivoli
Ravello
Springmaker reaches patent milestone
Leading British spring manufacturer and components supplier to the mattress and furniture industry, Spinks, has achieved a major milestone after receiving its 100th patent – demonstrating its ongoing commitment to innovation.
The Yorkshire-based company has been granted its 100th patent around the world for a new coil design that is set to help improve the future of bedding and seating.
Spinks’ CCO Richard Essery says: “This is a remarkable achievement for the business – few are able to accomplish such a feat, and we are incredibly proud to be leading the way for innovation within the industry.
“Each patent has marked a step forward in our journey to redefine comfort
“Reaching such a significant milestone proves our true commitment and dedication to innovation, pushing the boundaries of new technologies, products and processes. At Spinks we are constantly striving to create new, inventive products that our customers will truly benefit from, and over the years each patent has marked a step forward in our journey to redefine comfort.”
The business submitted its first patent in 1996, for its successful Revolution pocket coil invention – a unique pocket spring within a pocket spring system that offers “an unmatched level of comfort and support” – which has proved to be one of the
company’s most notable and successful creations, and is still widely used around the world.
Spinks has continued to patent various microcoil inventions, including conical designs, miniature coilwithin-coil models, and microcoils that feature fabrics on the top and bottom to provide different thermal characteristics.
The company has also seen success with the introduction of its patent-pending pocket coiling machine, which aims to reduce energy consumption for the business by -60%, as well as minimising the raw materials needed in the spring-making process.
This year, Spinks is planning to launch a number of new innovations that will again set new standards in coil technology for the furniture and seating industries.
These designs – for which international patents have been applied – include next-generation microcoil and core pocket spring systems, all featuring glue-free constructions.
www.spinks.co.uk
ESSEX
FLAMEPROOFING
www.essexflameproofing.co.uk
Fire safety is a crucial aspect of the furniture and interiors industry, which must ensure both compliance and protection, explains Essex Flameproofing, which specialises in high-quality flame-retardant treatments for upholstery, curtains, and soft furnishings, helping businesses meet the BS 5852, BS 5867, and BS 7176 fire safety standards – without compromising on aesthetics.
“With years of experience, we collaborate with furniture manufacturers, upholsterers, interior designers and commercial clients to deliver reliable, industry-approved fire protection,” says Essex Flameproofing. “Our treatments are trusted in hotels, theatres, offices and public spaces where safety is a top priority.
“We also recognise the growing need for sustainable solutions. That’s why we offer ecofriendly, non-toxic, halogen-free treatments that provide the same high level of fire resistance
while meeting modern environmental standards. Every fabric we treat is certified, ensuring compliance and giving you peace of mind.
“Whether you’re looking to fireproof a single bespoke piece or a large-scale commercial project, our expert team is here to help. Contact us today to discuss your needs and ensure your fabrics meet fire safety regulations with confidence.”
To find out more, call 01708 851885 or email sales@essexflameproofing.co.uk.
www.edmondsonfreight.co.uk/new-site/
F Edmondson & Sons, established in 1948, is a third-generation family business. With its strong heritage in transport and a wealth of experience in the specialist field of furniture distribution, Edmondsons continues to provide a high-quality service to many well-known furniture brands across the UK and Europe.
“As a family business, we offer a more personal touch to our customers,” states the distribution
and home delivery service across the UK and Northern Ireland – and also offers a trade collection and delivery service across the EU. The business provides a regular export service, and a well-established import service, for several major furniture manufacturers in the EU. Furniture collected in the EU can be distributed across the UK through one- or two-man delivery teams, to a single hub or multiple customers. F EDMONDSON & SONS
specialist. “Our engagement is based on trust, understanding and negotiation to meet individual demands. Understanding your requirements, we’ll seek out the most cost-effective and timeefficient means to deliver your furniture. From receipt of an order to the final delivery, we’ll provide care, attention and a professional service that reflects the high-quality furniture we carry.”
F Edmondson & Sons provides a trade
Choosing the right finance product with
Short-term BNPL is fantastic! It’s a great product that conveniently allows you to spread the cost of small purchases over a short period of time. The leading product splits it into three payments—the first payment is made on day one, and the next two are due 30 days later. For clothes, lower-priced accessories, and consumer electronics, it’s a must-have product. Every retailer should offer a low-value BNPL option.
However, it has its place, and high-value sales are not it.
The math is simple: when making purchases over £300, the payments are all over £100, which starts to feel unaffordable. When payments reach three figures, they seem like a lot, but splitting the purchase into six payments makes £50 feel much more manageable.
Subprime finance options are crucial, especially in a difficult financial environment where many customers struggle to obtain credit but still need to make purchases and rebuild their credit files. However, due to its high interest rates, subprime finance is designed for a specific customer. It can also create a negative impression for your high-quality customers. Prime customers want and deserve interest-free options, or at the very least, interest rates lower than the average credit card rate.
If you are looking to offer your customers credit, consider what’s more appealing to display on your storefront or website: 0% or 29.9%? What makes your products more affordable: splitting the cost into three payments or twelve?
The furniture industry attracts some of the best customers in the finance world. The vast majority are homeowners who are financially stable and responsible. These are people who do not need finance but will use it when it’s available. There’s a reason why some of the biggest brands in the UK—the ones
that frequently have sales—always offer long interest-free periods to attract customers: prime customers EXPECT 0% finance to be available.
Short-term BNPL is critical for capturing sales below £250, and high-interest subprime finance can help convert customers who don’t qualify for mainstream prime lenders. However, neither should be your primary offering. Your main finance product should be the one most appealing to the majority of your customers: a good, old-fashioned 0% interest-free offer.
For interest-free credit, smaller bite-sized payments over a longer period provide a huge benefit to customers. For unregulated businesses, our Buyline Go product is available for up to an 11-month term. This means that for all sales below £1,000, monthly payments remain under £100. If you choose to take a deposit, you can use this product for much higher basket values. Remember, for an interest-free agreement, the customer isn’t penalised by any interest charges and can pay off the balance at any time with no additional fees.
Of course, if you are regulated, you can offer longer-term interest-free or interest-bearing finance. Our Buyline PRO allows you to extend terms up to 48 months, making higher-value purchases even more affordable. However, this comes with additional costs but you can keep those lower by introducing sensible interest rates
The seasonal sales dilemma
Promotional sales have long been a mainstay of UK furniture retail. Manufacturers flex to fulfil them, retailers set their watches by them, and shoppers expect them, and budget accordingly. But what is the impact of such frequent discounting? Who benefits? And are businesses able to escape the annual cycle? We asked some of our regular contributors for their thoughts …
The retail discounting landscape is constantly changing. While it may have taken a global pandemic to really move mountains, the annual peaks and troughs of consumer spend were evolving long before it, as digital channels, and ever-increasing demand for faster fulfilment, reshaped consumer spending patterns and the promotions designed to match them.
Take November’s example – thanks in part to Black Friday, that month is coming to dominate the winter sales period, encouraging consumers to spend before Christmas, and softening the traditional January peak. And, like it or not, the furniture sector is forced to play along.
Whenever seasonal sales take place, they continue to shape consumer perceptions of the worth and value of a piece of furniture. Why spend today, when you know a sale is just around the corner? Why pay the list price, when there’s likely to be a hefty discount applied? Yes, the sector has been shaped to accommodate such fluctuations – but at what cost?
the industry that makes it so difficult. Being online, we have a huge focus on Black Friday, as these are our busy months. Coming from a finance background, I do set budgets, and have reserves for the sunny days when bed purchases are not front of mind – and I’m working very hard to diversify our product and ensure that the fluctuations of production can become steadier for the business as a whole.
Every summer, we hear the stories of “It’s never been this bad” etc, but you can’t let that affect your mindset. Budgeting and planning is key.
Anthony Joyce, MD, Wolf Components: Sales and promotions are a self-inflicted curse. The question is, how do we break the cycle? It’s probably not possible – but maybe it could be moderated. It creates so many issues, from massive pressure on the manufacturer to deliver increased demand in a short period of time, to the debasing of the product’s value.
“Sales and promotions are a selfinflicted curse
Furniture News asked our feedback panel to share their thoughts on today’s sales landscape. Are sales a necessary evil, or a great opportunity? How might they be executed differently? What resonates with customers, and how do retailers recoup any losses incurred? Here’s what they had to say …
Brian McCann, MD, DFI Beds: This is something in
Daryl Drylie, ID Agencies: In the past, I think sales were regarded as a great opportunity for everyone in the industry, and there were only a few headline times of year when they featured. The traditional winter sales had queues outside many furniture stores across the UK on Boxing Day, and were a real bonanza for most stores, boosting figures massively.
Nowadays, with the help of huge marketing budgets, the bigger players across the UK advertise
several ‘sales’, ‘events’ and ‘extravaganzas’ throughout the year, and this activity does pressure the independents to follow suit.
It could be argued that having so many sales has diluted the appetite of the consumer, as they may now feel that another sale is just a few weeks away – whilst on the other hand, there’s not so much pressure on the consumer to buy at certain times, as they know there are various sale periods throughout the year, so they can budget accordingly.
All of my agencies are happy to run promotions and sales support throughout the year. Some are determined by the principal, and others are organised to coincide with the individual retailer’s sale periods. I really don’t know which model works best – maybe a combination of both is ideal – but most sale periods do bring a boost to sales, and my retailer partners definitely appreciate the support given during those tough times.
Sales and promotions are a mainstay of our business and are here to stay, but in running them, there definitely has to be success for everyone, and not one link in the chain should be incurring losses. Organised and costed correctly, I believe that they provide opportunity for everyone to boost sales, increase their turnover and, crucially, their profits.
Phil Gant, PG Agencies: I still think that seasonal sales have value. Not just as a tool to drive up sales, but as a tool to clear old stock or ex-display items.
What do shoppers want?
Last year, with support from 3D furniture product visualisation specialist Chaos Cylindo, Furniture News published Understanding the Furniture Shopper, a report based on data from 1000 UK consumers that explored how, where and why people shop for furniture, and the changes they would like to see.
‘Price promotions and discounts’ were cited as the single biggest factor influencing people’s decision to buy furniture in-store – coming above other considerations such as customer service quality, presentation and speed of delivery.
That said, many respondents also expressed a desire for greater transparency around pricing – 15% said their biggest frustration with the way furniture was sold was that ‘the prices change too often’. See April 2024’s issue for more.
Getting rid of old ranges to make space for new and fresh ones is a decent story to tell. If done sporadically with the aid of social media, you can really have a massive result. Having them at too-regular intervals throughout the year can only dilute your potential figures outside of the sale periods.
Phil Pond, client business strategist, Scarlet Opus: It’s an odd thing, but talk of sales, discussions and strong opinions about them are never driven by the consumer. So who are they started by? Who has the expectation, drives the expectation, heightens the expectation of and for sales?
The consumer is, first and foremost, wanting great value for money, no matter the market level. Maybe sales are an industry’s self-fulfilling prophecy?
Giving up your seat
Are you able to spot when a change in your role might be for the business’ greater good?
This month, Steve Pickering, the CEO of South East independent bed retail chain Sussex Beds, explains how self-awareness is essential for growth …
By Steve Pickering
Do you have the emotional intelligence to recognise when your role has outgrown your skillset?
I’ve witnessed this firsthand multiple times – leaders who had the courage to recognise, self-assess, and step aside for the greater good of the business.
In 2014, my father made this bold decision. He stepped aside to allow me and my brother to work with our business coach and radically transform our business structure. The goal was implementing necessary systems and processes that a mature business requires for controlled growth – a change my father
knew would conflict with his entrepreneurial style.
A few years ago, my sister Sue Skinner demonstrated similar wisdom. She moved from heading the sales department to leading buying and product development, a role better aligned with her strengths.
More recently, after navigating challenging financial circumstances over the past 12 months, my brother Matt Pickering chose to transition away from leading the financial department.
We appointed a fractional CFO to work alongside him, ensuring a smooth transition.
“The bigger players’ activity pressures the independents to follow suit
As businesses grow, roles evolve, accountabilities shift, and skillsets need to scale. Having the self-awareness and emotional intelligence to act in the business’ best interest is crucial. It ensures the right people with the right skills occupy the right positions, paving the way for sustainable growth.
Have you ever had to make a similar decision in your career? What prompted you to recognise that it was time for change?
Discover more of Steve’s thoughts in his blog, at www.linkedin.com/in/stevepickering-unorthodox-ceo/
“As businesses grow, roles evolve, accountabilities shift, and skillsets need to scale
Hold the line, or take the hit?
Is a bird in the hand really worth two in the bush? Or, in furniture retail terms, when confronted by a haggler, should you do whatever it takes to close the deal, or stick to your (pricing) guns? This month, our US retail sales correspondent
Gordon Hecht goes head to head with appliance retail veteran Rich Lindblom to debate this age-old quandary, in an article originally published by Your Source News …
By Gordon Hecht and Rich Lindblom
Claim 1: Profit is king
Rich: There was an old saying I heard when I first started out in the appliance business in the late 1970s: “Margins don’t pay the bills, dollars do.” And it has stuck with me all this time because it just makes sense.
You can’t deposit margins in the bank, nor can you use them to pay for groceries. You need money to do that, and you make money by selling merchandise.
Put a different way, would you rather have 20% of $1000, or 50% of $0? I know which one I’d choose.
Sometimes you must take a low-margin sale because it’s better than a no-margin sale. I don’t care what you’re selling – not every deal is going to be hugely profitable.
Gordon: I hear ya, Rich. Business is difficult these days. Foot traffic is down for brick-and-mortar stores. Advertising costs hover between $35 and $75 or more just to bring one guest into your shop.
Your sales team makes their best presentation to the shopper, then they conclude by asking for the sale. It seems inevitable that the shopper will insist on “your best price”. With the time and money invested in getting to the precipice of creating revenue, you may be tempted to shave the price a bit, just to close the deal today.
Want my advice? Don’t! I learned early in my retail career that the best way to make money … is to make money.
Rebuttal: Is any sale better than no sale?
Rich: Every business owner knows that one of the keys to running a successful business is to turn your inventory, which is why you need to take every deal you can. You need to keep churning the dollars to pay your bills, and the way to do that is to sell as much product as you can. Occasionally that means sacrificing margins to make the sale.
Gordon: Most retailers don’t fail because of lack of sales. They fail because of lack of profitable sales. The history of retailing is scattered with mighty giants of retail that are now gone from the marketplace. Dozens more in your local area, too.
Traditional retail margins are in place because of the need to have margin dollars to cover the fixed and variable costs of running a business. Expenses such as rent or mortgage, insurance, vehicle and equipment costs don’t change month to month.
Your business model is compelled to generate adequate margin dollars to cover those costs. When you discount the retail price, you are effectively slicing into that margin. It will have a huge impact on your bottom line.
Do the math – home furnishings typically have a 50% margin. Buy something for $500 and sell it for $1000 and you earn $500 margin dollars. If you offer a -10% discount of $100, your margin dollars are now $400. That’s a 20% drop in your ability to cover costs. You simply can’t afford that.
Counterclaim: Customers will love you
Rich: There is a hidden upside to my approach, and it’s that customers tend to have short memories. If you take a short margin deal today, the next time that customer needs something they’re only going to remember that you had the lowest price – and odds are they will come back to you a second time.
And with any luck, this time they are less likely to try to beat you down on the price, giving you a second chance to make that higher-margin sale.
Argument: Is it better to be flexible or firm?
Gordon: Au contraire, mon frère – using discounted pricing has a long-lasting detrimental effect on your business. Social media means the word spreads fast that your tagged pricing is soft and flexible. Soon every shopper is asking for a slice.
“Sometimes you must take a low-margin sale because it’s better than a no-margin sale
And the discounts never end. Cave once on a price, and your shopper is looking for extra reductions. The delivery is 10 minutes late and they want the charge refunded. There’s a tiny nick on the bottom of a range and they want another couple of hundred off.
As they taught us in sixth grade: “Give them a cm and they’ll want a km.”
Rich: Look, if a customer comes to you with a lowball price from a competitor and is willing to buy from you if you’ll match it, they’re doing you a favour, if you ask me.
First, the price you’re paying for goods is pretty much the same as any of your competition. So, if your competitor is willing to take the deal at that price, so should you.
And second, do you really want to give your competition the profit (albeit not a large profit) on the deal, and also give them a chance to steal away your customer? I sure hope that I know the answer to that question.
Conclusion: What does the customer really want?
Gordon: Being prepared for the discounting request doesn’t mean you have to honour it. Talk with your shopper not only about their budget, but also their price range. That shopper hoping for a $999 mattress or fridge already knows they may have to stretch to
$1599 or more to get what they want. When you build value into your sales pitch you build margin dollars into your bank account. Explain to your shopper all the services that you offer at low or no cost – those same things the big-box guys charge beaucoup bucks for. Let your shopper know what you offer to the community – supporting the Little League or soccer team, donating to local charities, keeping 5-50 of their neighbours employed. And the fact that you have merchandise in stock, quick turnaround times and are willing to specialorder an item to fit their needs.
Asked to match a price? Know this – if the other store had such a great deal on fabulous merchandise, why didn’t the shopper buy it? They want to buy from you because they know you and trust that you’ll take care of them. Especially if something goes wrong. That has value, and you need to be paid for it.
Rich: I’m not convinced. Holding out for top dollar on a deal just doesn’t make sense when it ends up costing you the sale entirely.
Gordon: In that case, let’s agree to disagree.
Rich: Agreed!
Gordon can be reached at gordon.hecht@aol.com.
“Cave once on a price, and your shopper is looking for extra reductions
MIDLANDS TUG OF WAR
Food trucks, bar, bouncy castle, raffle, tombola & games. Tug of War competitors and spectators welcome!
SATURDAY 28 JUNE 2025
LONG EATON RUGBY CLUB, DERBYSHIRE
The Furniture Makers’ Company the furnishing industry’s charit y
For more information, please contact jessica@furnituremakers.org.uk
Furniture Industry Research Association (FIRA) Safety first
The Furniture Industry Research Association has published two guides offering insight into the General Product Safety Regulation (GPSR) requirements for both Great Britian (GB) and the EU, looking at the fundamental changes and differences, to help furniture manufacturers and suppliers understand and comply with the new criteria – writes Bruce Lovell, consultant at FIRA International, the association’s service provider …
By Bruce Lovell
In December, the EU General Product Safety Regulation (EU 2023/988-GPSR) replaced the General Product Safety Directive (GPSD) 2001/95/ EC. As a result, the GB GPSR has diverged from the EU GPSR, which imposes different obligations on companies selling products in the EU markets, including Northern Ireland.
Our new guides provide an overview of each regulation and how they relate to furniture. Topics include: the content and scope of the regulation; the products or industries to which it applies; its relationship to other existing regulations; the impact on manufacturers, producers, or distributors of furniture products; the importance of risk assessment; the relevance of product testing and the hierarchy of documentation; and who is responsible for enforcing the regulation.
The original EU Product Safety Directive (2001/95/ EC) was incorporated into UK law in 2005, and applied both in the UK and the EU. On May 23rd, 2023, the European Commission published Regulation (EU) 2023/988 on general product safety, also known as the General Product Safety Regulation (GPSR). The new regulation replaced the General Product Safety Directive (GPSD) 2001/95/EC after a transitional period that ended in December 2024.
The EU now has its own General Product Safety Regulation (EU 2023/988-GPSR), diverging from GB with its own product safety regime, and different rules apply.
GB manufacturers supplying goods to the EU market need to comply with the new rules (as GB is no longer in the EU, the EU GPSR covered in the separate report does not apply in the GB market, but will affect businesses exporting products to the EU market).
When considering the GB General Product Safety Directive ((GB) GPSR), it’s often easier to think of it as a safety net, in that it’s effectively designed to cover the safety of all consumer products, regardless of how sold.
This not only includes products that are intended for use by consumers, but also commercial (or nondomestic) products that may reasonably find their way into the hands of a consumer. It includes secondhand or reconditioned products as well as new products, and contains requirements and obligations regarding the manufacture, supply, distribution, marking, aftersales monitoring, market surveillance and recall of those products.
The guide aims to give a basic understanding of how the regulation can apply to furniture products, and to: explain the content and reach of the GB General Product Safety Regulation, the products or industries to which it applies, and its relationship with other existing regulations; identify how this impacts manufacturers, producers, or distributors of furniture products in the GB market; eplain the value of risk assessment, when this should be undertaken, and highlight useful tools;
highlight the relevance of product testing and the hierarchy of documents such as designated standards, including where this sits within the (GB) GPSR;
identify who is responsible for enforcement of the regulation, including the penalties that may be involved; and explain the Product Safety Database (PSD) and the Product Safety Risk Assessment Methodology (PRISM), including actions that may be taken by enforcement and market surveillance authorities.
As legislation diverges between the EU and GB in terms of general product safety legislation, it’s important to understand the requirements and responsibilities of the different economic operators when selling into the GB and EU markets.
The guides are available free for Furniture Industry Research Association members to download, and non-members can purchase them via FIRA’s online bookshop.
www.fira.co.uk
“It is important to understand the requirements and responsibilities of the different economic operators when selling into the GB and EU markets
Has your business ever been a victim of crime?
Yes, being near the city centre, we had several issues of shoplifting (not forgetting credit card fraud, which we’ve also been a victim of)
Garry Preston (TR Hayes)
The charity has seen a couple of fraud attempts since Covid. Sadly, there are some unscrupulous people out there, so we are very vigilant for fraudulent applications for welfare grants, some of which can be very sophisticated
Jonny Westbrooke (The Furniture Makers’ Company)
At a SFRA [Scottish Furnishings Representatives Association] function, the hotel reception staff cloned my card and went shopping online. Luckily, the bank refunded all monies and the staff were caught
Daryl Drylie (ID Agencies)
We suffered from theft in our homewares items, more than we did in big-ticket – it’s harder to walk out with a sofa! My concern here isn’t the cost of the steal though, it’s the effect on team members, and the lack of prosecution just encourages it
John Pattison (ex-Sterling Furniture Group)
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Not yet, keeping everything crossed!
Phil Gant (PG Agencies)
Of course! Every retail business suffers from theft. But there have also been more interesting and sophisticated attempts to defraud …
Hamish
Mansbridge (Heal’s)
We’ve been fortunate not to have been targeted by serious criminal activity. We have, however, been required to challenge a number of IP infringements over the years to protect our position in the market. And we’ve always been successful in doing so
John Tuton (Mammoth)
We had a burglary where 100 beds were stolen from our warehouse. The police were not interested in investigating, and didn’t even collect the CCTV footage
Ashley Hainsworth (Flair Furniture)
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