Interiors Monthly July 2024

Old predictabilities have vanished

Forecasting what shoppers will do has gone the way of the British weather

Things may have changed this week, but I think retail has gone the way of British weather: there is no predictability and the old adages of when things should happen are largely worthless.

If trade isn’t going so well, doing something with the product and getting shoppers through the doors, as DFS has done, isn’t an option for all without sacrificing margin, but others then have to respond to that development and your plans may need to change. Making forecasts is hard enough at the best of times, but it’s probably never been harder.

It’s not often you get senior management publicly admitting things could have been done better or the expected strategy isn’t the right one. But this issue we have two. Chris Payne, Headlam ceo, started and concluded his recent conversation with me by conceding it could have communicated with the market and customers better over its plans for trade counters. And the third generation at Sterling – George Knowles, Murray Graham and Euan Graham – admitted to the rest of the family that they didn’t think they had the skill set to run the retailer, and it would be better to look outside for leadership. This takes confidence and knowing what is really likely to happen. I don’t think it would take long for most of us to think of people who have been over-promoted, with the company lucky if it manages to tread water.

Columinist Richard Renouf writes touchingly this month about the impact one of his former colleagues had on those around her and the business. He advises seeking out those people in your organisation, and if you don’t find any, do something about it. Very sensible advice.

Some of you will know partial results of the Interiors Monthly Awards 2024 as you are among the winners. This year has seen a fascinating mix of winners and we can’t wait to unveil all of them in the next issue. If you had an eye on one of the retailer awards, don’t worry that you haven’t heard anything: at the time of writing only the certificate printer and I know who you are. Look out for the post.

Mojave: Furlong Flooring’s new hard wearing, stylish carpet for all of the home Visit: www.furlongflooring.com

INSIDE THIS ISSUE NEWS

4 Retail sales recover in May

6 DFS sees upturn af ter profit warning

10 Agostino Moroso: 1930-2024

12 New products

16 Experiences

Yes sir, no sir, taking aim for the final time 20 Service A vital cog of the business 22 Retail A new beginning 28 Wholesale

Chr is Payne talks trade counters and explaining

Security of supply, the right stuff

Tailor-made, practicality, relaxing

Glee, MFS, IHGF, VIFA

Flanders Flooring Days

S oftware, protection, lift sales, testing

Editor: Andrew Kidd

T: 01273 930 029 E: akidd@interiorsmonthly.co.uk

Furniture advertising (South): Tim Boden M: 07976 122 150 E: tboden@interiorsmonthly.co.uk

Furniture advertising (North): Jarrod Bird

T: 01565 631 397 E: jbird@interiorsmonthly.co.uk

Carpet, flooring advertising: Joanne Paull

M: 07817 624 922 E: jpaull@interiorsmonthly.co.uk

Representative in India: Amarjeet Singh Gianni

T: 0091 98390 35458 E: as_gianni@yahoo.co.in

Published by Interiors Media Limited

167 Hadlow Road, Tonbridge, Kent TN10 4LP

T: 01732 441 134 E: enquiries@interiorsmonthly.co.uk

Registered in England no. 6397722

Print: Knockout Print Design by Foreland Creative © Interiors Media Limited ISSN 1756-2236

Furniture sales recover in May as flooring sets record

The retail value of furniture and lighting sales recovered in May as flooring set a five-year record for the month.

Furniture sales in England, Wales and Scotland recovered in May, but were still down on 2023. Sales reached £1,168,983,000, a monthly rise of 3.7%, but were 8.3% lower than May 2023.

Sales were lower than May 2022 (£1,222,515,000) and May 2021 (£1,370,025,000) but were almost three times that of the lockdown-hit May 2020 (£393,340,000), according to ONS data.

Of the 461 months since January 1986 when comparable records began, May was the 71st highest performing month.

HU completes refurb a year ahead of schedule

Independent furniture and furnishings retailer Housing Units has completed its five-year refurbishment plan a year ahead of schedule with the installation of its contemporary European furniture department.

The 1,800sqft space is home to brands such as Bontempi, Calia, himolla and Venjakob and is differentiated from the rest of the 120,000sqft store by walnut screens. The department increases the space dedicated to furniture to more than 60,000sqft.

Completion was helped by the forced closures

during Covid-19, allowing the business to create several new departments while the store was closed for the first time in its 77-year history.

‘This development has solidified our position as the leading home furnishings retailer in the UK’s mid to high sector. We seized the opportunity presented by the pandemic to accelerate our plans. The new developments have not only reinforced our goal of offering the best selection of furniture and furnishings in the north-west but possibly the entire UK,’ says Nick Fox, Housing Units ceo.

Flooring retail sales in England, Wales and Scotland reached £219,722,000 – a monthly rise of 4.7% – and were 1.37% higher than May 2023.

Sales were higher than May 2022 (£210,455,000) and May 2021 (£195,004,000) and were almost seven times that of the lockdown-hit May 2020 (£31,470,000), according to ONS data.

Of the 461 months since January 1986 when comparable records began, May was the 67th highest performing month.

Sales are not seasonally adjusted, do not take inflation into account and are subject to revision.

In addition to the European furniture department, the store has seen a new beds and bedroom department inspired by travel; a modern living department offering furniture and accessories – a

‘one stop shop for urban living’; the removal of the low ceiling in the main Emporium department to create light and space, and 1,600sqft dedicated to Dutch brand Eichholtz, with seven roomsets.

Furniture prices fall again, but household textiles rise 1.3%

Furniture retailers cut their prices once again in May as deflation stretched into the fifth month.

Prices for household furniture were 2.7% lower in May (compared with a drop of 2.9% in April). A year ago the CPI rate was a rise of 8.2%, according to ONS.

Garden furniture showed the most significant price cuts as retailers feared being left with large quantities of stock thanks to the unseasonal weather. Prices fell by 22.4%.

Lighting saw a return to inflation as prices were 0.5% higher than a year ago and compared with April’s 2% fall.

Household textiles saw prices rise by 1.3%, fuelled by a 2.9% increase in furnishing fabrics and curtains, and table linen and bathroom linen, reversing April’s 1.2% deflation to record a rise of 1.4%.

Price cuts for rugs helped flooring retail prices fall by only the second time in a year.

Flooring saw price increases of 1.7% in April become a fall of 0.3% in May. A year ago flooring CPI inflation stood at 10.3%, according to ONS data.

Driven by cuts to rug prices, the inflation rate for carpets and rugs dropped from 3.3% in April to 0.2% in May: joint lowest in the past year.

The contemporary European furniture department

DFS sees order boost after slashing profit expectations

DFS has seen an upturn in orders in recent weeks after continuing shipping disruption and lower demand saw profits halve.

The group says current orders are up by more than 9% in comparison with weaker performance a year earlier and it had undertaken ‘initiatives to strengthen the product ranging and pricing in Sofology’ and the selective reintroduction of four years of IFC.

In March it forecast that sales for the year to 30 June would be £1bn-£1.015bn with profits of £20m-£25m, with a further £4m of profits moving to next year’s figures if Red Sea shipping delays continued.

Now it has told shareholders that profits will be £10m£12m with about £13m of orders pushed into 2025.

‘Consumer demand in the upholstery sector has declined

c10% in volume terms year on year from a weak starting point, bringing overall market demand levels to record lows.

The group has continued to operate through the period with record value market share of over 38.5%. Despite higher shipping costs and investments to drive required order intake volumes in Q4, we have continued to grow our full year gross margin rate, which is expected to be up +140bps year on year. In addition, we have reduced our operating costs, which are expected to be down approximately £25m year on year,’ it says.

‘We expect the widely predicted lower inflation and interest rate environment to have a positive impact on upholstery market demand levels, with the declines experienced across the last three years starting to reverse and the market slowly recovering in our FY25 period.’

InvestIndustrial promises Oka investment if CVA gets green light

The owner of upmarket furniture and flooring chain Oka says it is willing to invest millions of pounds into the company if creditors agree to a CVA, which is likely to see almost a fifth of its workforce lose their jobs.

InvestIndustrial, the Italian private equity group which bought into Oka in 2018, is the owner of Design Holding: the B&B Italia, Flos and Louis Poulsen parent.

Under the CVA, drawn up by restructuring adviser

Teneo and first reported by SKY News, one of Oka’s 13 UK stores would close, along with a distribution centre and head office.

Almost 40 of Oka’s 250 UK staff are expected to see their jobs go.

Lady Astor founded the company in 1999 as a mail order operation before it moved into bricks and mortar retail. She is no longer a director of the chain but is thought to remain a shareholder. Prior to the

pandemic the chain saw expansion but has since had a mixed record.

‘The CVA forms part of a wider restructuring of the Oka group, which is supported by the company’s shareholder who has agreed to provide further funding to the company totalling £4m if the CVA is approved,’ says Gavin Maher, Teneo partner.

The company has also placed three of its US stores into Chapter 11 bankruptcy protection.

Almost one in five jobs to go at Emma

Mattress in a box brand

Emma – The Sleep Company is to lay off almost a fifth of its workforce as it expects no growth this year.

Some 200 positions will be affected – 18% of staff.

‘As managing directors and founders of Emma, Manuel and I take full responsibility for this decision. Emma’s

original plan for 2024 was aimed at business expansion and diversification of our product portfolio. We have implemented new systems in operations and finance to ensure that we can continue to provide our customers with excellent service as we grow. However, the transition proved more complex

than expected and led to operational challenges,’ says Dennis Schmoltzi, Emma ceo and co-founder.

‘At the same time, market conditions were less favourable than expected. The global economy has been volatile and has significantly affected the e-commerce and home and living industries. We

Sharps gets Clever

Fitted furniture chain Sharps has again turned to acquisition. The £135m retailer has bought storage rival Clever Closet, founded in 2010 by Paul Jacobs.

‘Clever Closet… has become the clear market leader in fitted under-stairs storage solutions. We believe that our knowledge and installer base, combined with its clever product solutions will create significant growth across the UK,’ says Kevin Smith, Sharps Bedrooms ceo. Sharps previously bought Fittingly in September 2023.

have adjusted our plans and are planning no growth for the full year.

‘Consequently, we must also align our organisational structure. We deeply regret the impact this decision has had on our employees and are committed to ensuring a fair and supportive process for all affected Emmies.’

In for a treat

Ahead of MFS, JFS is looking set to be a bumper edition, says Zoë Bonser,

Clarion Retail portfolio director

‘The Furniture Shows team is gearing up for the Manchester Furniture Show relaunch this month, with the industry returning to Manchester Central on 10-11 July.

With less than six months to go until the January Furniture Show, the industry is in for a treat as JFS is already shaping up to be a bumper edition in 2025.

‘JFS 2025 is set to be an even bigger success than this year’s show. Not only did the 2024 edition see a surge in exhibitor renewals and record-breaking attendance but it once again cemented the show’s position as a no-brainer for exhibitors and visitors alike.

‘JFS 2024 upped the ante by introducing exciting new additions such as a champagne bar, the Festival food court and networking events. These enhancements catered to a high calibre of attendees, including major retailers.

‘Following this success, the 2025 edition is going to be even better. It’s only July and we have already sold out Hall 1 for 2025 and have expanded the show floor to accommodate the influx of premium brands joining the show.

Names already confirmed include Ashley Manor, Ashwood Designs, At The Helm, Baker Furniture, Bentley Designs, Bontempi, Buoyant Upholstery, Ego Italiano, FAMA, himolla, Hooker Furnishings, Kettle Home, La-Z-Boy UK, Lebus Upholstery, Nicoletti Home, Qualita, Tetrad, Welcome and Whitemeadow Furniture, plus many more that you won’t want to miss.

‘The 2025 edition will see the return of the popular champagne bar, VIP suite and Festival food court together with a calendar of new events, alongside ample opportunities for attendees to connect and collaborate.

‘JFS remains committed to being the premier platform for the furniture industry, fostering connections between brands, buyers, designers and more.

“Catch up with the industry at the Manchester Furniture Show this month and mark your calendars for the return of JFS 2025 in Birmingham.’ Visit: www.thefurniture shows.com

BOOK 6 MONTHS SALES IN 3 WEEKS…

“ABSOLUTELY DELIGHTED!

…Half a Year’s Sales in Three Weeks…”

“We’re absolutely delighted with the results of our Greenwood Sale. Basically, we booked half a year’s sales in three weeks!

Our Greenwood Event Manager was brilliant - he sold furniture like there was no tomorrow! What an asset he was – we could not have manged this sale without him!”

Marie Dixon, Director. J Dixon & Son Ltd Stores in Workington and Whitehaven Cumbria. Ten Greenwood Sales completed since 2012.

Find Out More About Greenwood Sales…

Learn all about the new super-effective Greenwood Digital Sales Campaign. Call me on 07771 700247 to discuss the exciting possibilities for your next big sales event without obligation or, send an e mail enquiry with your contact details and I’ll call you…

BOOKING

AUTUMN 2024 & THROUGH 2025 NOW CALL TODAY - 07771 700247

UK & Ireland’s Leading Experts in Retail Sales Promotion since 2002 sales@greenwoodretail.com www.greenwoodretail.com

Zoe Bonser, Clarion Retail portfolio director

Awarded by the trade & trade press

Contact your area manager for more details

INVINCIBLE DISPLAYS WITH INVICTUS

Associated Weavers stands out from the crowd as to UK-presence, branding & in-store solutions. The Invictus® luxury vinyl flooring concept & display are no exception to that rule, the attractive branding and visuals will be the highlight of any shop

The Invictus® interactive Premium stand has reinvented the in-store display and brings a tool with an intuitive digital module that is sure to offer a great customer experience and guide customers through an efficient and fun-to-do purchase process. The symbiosis between traditional samples and digital journey is unseen in the flooring business. This display along with a modern, innovative Island stand & toastrack display completes the impactful instore presence of Invictus®.

Agostino Moroso: 1930-2024

Agostino Moroso, Moroso co-founder, has died just weeks after his wife. He was 93. Diana Mansutti died on 25 March, aged 89.

A tenacious and forward-thinking entrepreneur, father of Patrizia and Roberto, Agostino was an inspiration for generations of workers, employees and collaborators. He was an undisputed protagonist of Italian furniture design on a global level and of industrial development in the country’s FriuliVenezia Giulia region.

Born in Tricesimo, Udine, in August 1930, the last of six children, Agostino began working at a very young age as an employee in an upholstery shop. At the dawn of the 1950s, after the turmoil and destruction of WW2, Italy was rising from its ashes and the demand for quality furniture was high. In 1952, at the age of barely 22, he rose to the challenge and founded his own

upholstery workshop with his very young wife Diana.

The new company immediately revealed itself as a lively, joyful atelier where high-quality sofas and armchairs were manufactured and new production techniques were experimented with.

Agostino’s and Diana’s endeavour soon became the dream of an entire industrious community and transformed a small artisan workshop into a small-medium enterprise.

At a time when so many chose to seek their fortune in North America, Agostino’s brave choice to stay bore witness to his – and Diana’s – deep bond with their land, with Tricesimo and the whole of Friuli. Moroso’s history is one of connection with its founder’s roots, cherished and nurtured in the direct and personal relationships with people, and of a commitment that was never forgotten, not even – and especially so

– when Moroso eventually stepped onto the international design arena.

Ever true to his rigorous entrepreneurial spirit, Agostino devoted his entire life and intelligence to his company, leading it along a path marked by a constant search for excellence and an ethical culture of respect, honesty and transparency. This legacy, carried forward by Roberto and Patrizia, is a beacon for future generations who will face the challenges brought about by major global changes.

His funeral took place on 27 June at Tricesimo Cathedral.

Charlotte Jarvis, Hugh Mackay sales director, has been promoted to sales director of Victoria’s Hartlepoolbased flooring brands, including Hugh Mackay, Carpet Line Direct and Thomas Witter.

Intellectual property organisation ACID has promoted Laura Newbold Breen to ceo, succeeding founder Dids Macdonald. She was fomerly head of legal at Trunki owner Magmatic, before joining AntiCopying In Design as coo in December 2023.

Harrison Spinks has named Lee Hinshaw as business development director for the bed manufacturer and component maker Spinks, responsible for sales in Asia Pacific. Ian Owen has been promoted to Spinks sales director and James Noble to export sales and development manager for Harrison Spinks. Geert Geerkens has joined Harrison Spinks as a consultant.

Winning team Clay Bashers, with Charlie Harrison, Furniture Village md and Brian Ahern, FMC master

Record pot for Big Shots

Big Shots, the interiors industry’s annual clay pigeon shooting fundraiser, raised a record £42,000 after 150 participants took part as 38 teams fought to claim the prizes, and raise funds for The Furniture Makers’ Company charity.

‘We really appreciate all the sponsors who helped make the event a success, especially Furniture Village, our principal sponsor and event supporter,’ says Jonny Westbrooke, FMC ceo. Top team was Clay Bashers; Runner-up: The Chosen Men; Top Male: Liam McPartland; Top Female: Lizzie Shaw and Top Gun Novice: Christopher Shaw.

Ban agreed

Martin and Bernadette McCann, former directors of P&M McCann (Flooring Specialists) have agreed not to be company directors for six years, more than three years after the liquidation of the company.

It was incorporated in December 1983 and went into liquidation in April 2021. At the time it owed just over £167,000 – just under £147,000 of which was owed to HMRC. The NI Department for the Economy said the married couple, now 64 and 62, had submitted incorrect corporation tax and VAT records; did not file annual accounts on time for several years; and paid debts owed to suppliers while not reducing what the company owed to HMRC.

Agostino Moroso: a towering legacy

1 2

3

1 With more than 74,000 visitors walking through the Grand House at this year’s Grand Designs Live, Quick-Step floors proved up to the challenge, looking just as good on the final day of the week-long show. The Grand House was a new feature for the London edition and offered a showcase of stunning and innovative designs, with Quick-Step’s wood, laminate and vinyl floors demonstrating the brand’s premium quality.

Visit: www.quick-step.co.uk

2 Opening the doors on its new Experience Centre, Beauflor used Flanders Flooring Days to launch three cushion vinyl collections for the residential market, including Twilight, a bio-based floor with a 40% lower CO2e footprint. It sets a new standard in more sustainable domestic cushion vinyl. Offering 19dB impact sound absorption and an antibacterial lacquer, it comes in a range of nature-inspired designs. Visit: www.beauflor.com

3 With spray adhesives from Floorwise, you can choose the way you want to spray. The F599 Heavy Duty spray adhesive and the F597 dichloromethane-free version feature high adhesive content, and are quick drying with excellent bond strength: there are few on-site tasks that can’t be handled. Both the gold cans of F599 and green cans of F597 are available in 500ml and supplied in boxes of 12. Visit: www.floorwise.co.uk

4 Riviera Home has launched a bespoke service, bringing the quality of its hand-crafted, Wilton and tufted ranges to rugs and runners – including outdoor-ready carpet styles. Homeowners and interiors designers can create their unique area rug, by choosing the style, colour, size and edge finish, before taking the option to order through their closest authorised dealer through Riviera’s website. Visit: www.rivierahomeuk.co.uk

5 Visitors to Flanders Flooring Days saw an exclusive glimpse of Moduleo’s new-look Moods collection. Alongside the multi-shape floor that lets homeowners create unique flooring patterns, Moduleo also showed the Roots luxury vinyl collection and its versatile LayRed engineered vinyl flooring. Visit: www.moduleo.co.uk

4 5

6 Abingdon Flooring has begun the roll-out of the updated Stainfree for Life – including an expanded guarantee – to stores, updating displays and releasing new merchandising. A new panel for wall displays, lectern swatch covers, sample labels, registration forms and reminders, carpet care guides and window stickers now all bear the stronger messaging of the Stainfree for Life Guarantee.

Visit: www.abingdonflooring.co.uk

7 Designer Cecilie Manz has carefully balanced various colours and textures in Kasthall’s new rug collection, Landskab. Inspired by a desire to create something valuable and quiet that maintains the highest standard of quality and expression, this collaboration bridges Kasthall’s time-honored craftsmanship with Manz’s innovative design sensibility.

Visit: www.kasthall.com

8 LeoLine was part of the IVC Living presentation on the impact of colour at Flanders Flooring Days. Tropical Forest explored the influence of colour from a palette inspired by the heat of the tropics, while Coastal embraced the power of the tides and explored our relationship with the oceans. Canyon presented the soul-warming power of earthen colours.

Visit: www.leoline.co.uk

9 Elegant, timeless and innovative: with its characteristic, hill-like backrests, the DS-888 Collina from De Sede is the focal point of the living room in the truest sense of the word. The elegant monochrome design of this distinctive sculpture – seen in the form of two and three-seater sofas in light sand tones and authentic materials – blends harmoniously with its surroundings.

Visit: www.desede.ch

10 Louis de Poortere made its Flanders Flooring Days debut showcasing its Ecorugs, The Monochromes and Richelieu carpet family. Making high quality woven carpets and rugs since 1929, it used the show to demonstrate how it is at the forefront of design and innovation in the flooring industry. Ecorugs is its first steps towards a circular production, with recyclable 100% polyester machine woven rugs backed with consumers able to send back the rugs to become new ones.

Visit: www.louisdepoortere.com

A natural, chunky loop pile carpet suitable for all areas of the home. Made from 100% Pure New Wool using a 3-ply, moth resistant yarn.

This high-quality wool loop carpet comes in 10 neutral heathered tones for the perfect blend of style and practicality.

Yes sir, no sir…

Training as a contortionist could prove useful, reckons our retail correspondent

THE RETAILER Fludes Carpets

Customer numbers are slowing down at the moment, so we need to bend over backwards in the showroom. For example, they know what floorcovering they want but would like to go over their selection ‘just to make sure the colour is okay.’ They come back a week later and ask: ‘Can we change the colour? We’ll have the light grey one.’ Now they’re obviously in a rush to get the carpet fitted.

The sales process is never exactly the same twice, and it’s an example of how retailers have to be prepared to look after a customer well.

At the moment, customers are a valuable commodity. Over the first quarter, our sales numbers have definitely reduced, and our like-for-like figures have only held up because of the increase in the average sales value. As a result, when we do see

customers who want to buy, we need to roll out the proverbial red carpet and see to it that, within reason, nothing is too much trouble.

A typical conversation with a customer might start: ‘Can you come and measure my lounge for this wool twist carpet?’ Then they’ll discuss appropriate underlays, and then move on to pricing – and haggling for a better price.

They agree to buy the carpet, then they ask: ‘Can we have it fitted next week? We have a party on Saturday and I want it to look great! Can you fit it on Thursday? Can the fitter come early on Thursday?’

This customer has changed the date once before so I grit my teeth and look in the fitting diary. They must be related to Mr Awkward, a customer we have previously discussed… Great stuff! There is a space in the diary.

‘We can make it 10am.’

‘Could you make it later, say 12 to 1?’

‘No problem,’ I say.

At noon the phone rings. ‘Your fitter hasn’t arrived yet. I have to go out at 2pm, that’s why I asked for an early call.’

I say: ‘Let me ring the fitters and find out when they will be with you.’

Helpfully the fitters are only 10 minutes away, and arrive as I am speaking. The customer’s response? ‘Just as well that I chased them up.’

Customers – can’t live with ’em, can’t live without ’em!

As I write this, Independent retailers have just gone through a tough trading period of bank holidays, almost non-stop rain and the Euros – think of all that money being spent on new TVs! – with a general election and the Olympics looming. We are seeing lower prices, hopefully lower interest rates, and every chance of an improvement in the housing market.

Things can only get better.

Andy Laird, Fludes Carpets owner

Our customer wanted the carpet fitted ahead of a party

Swansong

After six decades of selling, our correspondent takes aim one final time

This is my last. The last the world will hear from me, ever. I have spent my life selling, I have made suggestions and cajoled my ‘betters’ and been ignored. My largest employers ranged from builders’ merchants (I sold too much and was sacked for earning more than the managers) to flooring (rubbish carpets and too many complaints) and a national furniture chain (clueless and greedy). All three are no more. My final location has shrunk to one small store.

Such is life. Believe it or not I have been writing about this for more than 20 years. So, keep safe and I wish you the very best for the future.

On 6 May 1954, a 25-year old medical student and amateur athlete, Roger Bannister, achieved the impossible. What he did – and importantly, how he did it –and the subsequent achievements in athletics generally are down to this one event. He knew he could run 400yards in under one minute, so all he had to do was run four races of 440yards each in under a minute, without stopping. This he did. One mile in 3min 59.4sec.

What is the relevance to selling? Consider today’s top athletes: every training session, every race, is timed to within hundredths of a second. Time out of the blocks, every yard covered, every inch, is recorded. The coach knows exactly what the athlete is doing, every step of the way. Because 0.02 seconds from the block could be the difference between an Olympic Gold and no medal at all.

Just as a race is from the blocks to the tape and a little further, selling is from start to finish and a little further. The difference between running and selling is that you, the manager, do not know what your salespeople are doing whereas the coach does.

You literally have no idea what your people are doing. How many contacts end up as false starts, ‘Just looking’? My guess is 60%–80%, it must be that high. You do not know how many prospects they have to start with, so you can’t know. Promotional companies proudly claim 40% conversion. That is 50%-70% of your ad spend wasted, gone, flushed down the drain.

According to the gurus that are never wrong, the state of our economy is here to stay for years. Millions will suffer because of sky-high mortgage rates. If your prospects

have no money, they cannot buy anything. Any store with a range of quality goods and a few lower priced items, by comparison, will prosper and grow. Oh yes, and professional salespeople.

There is a group that will continue to prosper: the professionals. Doctors (a partner in a GP practice earns over £100,000 a year), IT specialists, solicitors, accountants, the list goes on. They are not interested in a cheap and cheerful sofa, at a discount. All you need are trained salespeople, who look smart and who know all aspects of their jobs.

Sales people are not born – I have never seen a a birth notice in The Times or Telegraph or the local paper: ‘To John and Lucy Waters, a salesperson was born.’ Funny that.

I have never believed in recessions. I believe there are always people with the money to buy. Charles Darwin wrote about the survival of the fittest and it is going to get tough out there, where the fit only will survive.

I sincerely hope this applies to you. If not, I wish you good luck with your biggest sale yet: your closing down sale.

Andrew Adamson is a retired furniture salesman

The sun is setting on Adamson’s selling and writing careers

THE SALES MAN

Andrew Adamson

Richard Renouf

Finding unsung heroines

Customer service is more than just a number, with businesses made up of several vital parts

A clock face tells the time, but the components that make up the mechanism are complex and fragile, even in a digital clock. One broken cog or faulty piece and the dial will never change.

That’s also how I see businesses. There is a public face, but it is the individual components, usually unseen and unsung, that make them effective.

There’s a major national retailer whose chief executive seems unaware of how his ‘team’ are doing. The aggrieved customer who called me had written to him personally but had never received a response, although others intervened and offered to deal with the complaint on his behalf. These people (and there were several over a long period of time) could easily have drafted a simple letter (‘Thank you for taking the time and trouble to contact me personally. I’ve asked [insert name] to deal with this and to keep me informed until the situation is resolved. Yours sincerely…’) for the chief executive to sign personally, and this could have made all the difference. Instead, the customer was left feeling fobbed off about a seriously unsafe kitchen installation that the retailer was now refusing to come back and finish. In this case, the reputational damage to the retailer has already been immeasurable and my involvement is trying to break a severe logjam: it could be called trench warfare as it bears unfortunate similarities. My initial contacts as a potential mediator were met with the same stubbornness reported by the customer, before negotiations could even begin. From, of course, the same person ‘acting on behalf of the chief executive’.

I wonder how customer service in the business is measured? Perhaps as a misleadingly named ‘cost of complaints’ figure that has become the target for

performance, rather than providing the senior management with real stories highlighting areas of the business that are impacting on reputation.

I remember my days working for a major retailer where over a period of 16 years I tried to make a difference to customers whilst having to report numbers rather than stories. The only reason for what success I (we) could claim was a team who dealt with customers as customers, not complaints or potential costs to the business. The team was largely unseen and unsung within the company, but valued and appreciated by me, the stores, and in many cases by grateful customers. At the same time, we were able to reduce the figures reported to the board because customer care pays in the long run.

I left the company almost 10 years ago, since when I’ve kept in touch with a few colleagues, one who left around the same time as me, and to whom I used to speak every couple of months on the phone. If I was in the area, I would drop by for a cuppa and a catch-up. I was

saddened and surprised when, about a month ago, and after calling her immediate family, she called me with the news of a terminal cancer diagnosis. Within three weeks she had passed away, but not before I had made several visits to her at home and then in the hospice. On the last of these visits she asked me to take her funeral service. I was honoured, and I told her so.

I pay tribute to her as an unsung heroine, who found her job satisfaction in focusing on the customer and helping spread this emphasis throughout the business. In the process she made many good friends and I feel privileged to have been considered one right to the end. Thanks, Jo, we’ll miss you.

Who are the Jo’s in your company? If you don’t know, please take the time to find out. If you don’t find any, do something about it before the clock stops ticking.

Visit: www.richard-renouf.com

Richard Renouf is an independent furnishings consultant

Operating like clockwork – but without every single cog the mechanism grinds to a halt

New beginning

New management, new plans and a new concept are shaping Sterling

John Pattison, Sterling ceo, doesn’t really want to linger on the past, but given the changes he has initiated in the last 11 months and with more in the pipeline, he has little choice.

Suffice to say the chain had a tough time and wasn’t functioning as it should if it was to do anything other than limp on for an indeterminable period and find its position under increasing threat from rivals (see box, right).

After three rounds of interviews – founder George Knowles; buying director, the late Lesley Graham; then the third generation of the Knowles family: George Smith Knowles, Murray Graham and Euan Graham – Pattison became ceo last September and rolled his sleeves up. He admits that even then there was still some mystery as to what he’d find when the bonnet was lifted and engine parts could be fully scrutinised, but he had full support from the

FLOORING INSTALLATION PRODUCTS

LOOKING AFTER FLOORS AND REPUTATIONS FROM THE

F. Ball’s System LVT range is a comprehensive subfloor preparation system that helps you achieve the best results when installing LVT floorcoverings. The range includes the full system of products that flooring installers need to ensure a perfect installation every time. Use the right products from the System LVT range and follow our installation guidance for a lifetime guarantee.

now formally involved younger members of the family. ‘As much due diligence as you do externally, you can never do enough. Part of the attraction was the younger generation saying: “We can’t fix this, we need someone in to do it.” It was their decision.’ They also decided being involved was the thing to do, rather than hope it worked and wait for the dividend cheques.

A part of Sterling2.0 was bringing its staff on board. While Pattinson saw the need for changes, only the bath water would be thrown out: of 22 management roles created (some are just being filled) 10 were taken by existing staff moving or being promoted. These included the regional manager flooring being promoted to head of furniture sales; head of customer services moving to head of central operations, who in turn became head of stock management; the head of customer support was previously order processing manager, and the flooring buyer added beds to their responsibilities. Promotion saw the merchandising manager become head of merchandising and the head of fabric and domestic buying move from general manager.

A top-down approach has been replaced with one where staff have a voice (although this is no communist

collective); contracts have been harmonised; benefits improved – for the first time in a quarter of a century for many; a new set of company values developed with employees, and social and charity events are encouraged. If being part of the Sterling family used to mean being related to its founder, that ethos has gone.

Pattison has also put together an experienced executive team: Kenny Barclay is cfo; Donna Macphee people director; Silvia Hernandez commercial director; Matt Bonar IT director; Euan

Graham digital and marketing director; George S Knowles environment and sustainability director and Murray Graham management reporting director.

The market has been broken down into six segments, combinations of which will form the group’s focus in the next few years. There will also be more immediate changes to what is seen on the floor (one trend is over-represented and this is likely to be Hernandez’s first task), but otherwise the impression is very much that, as ceo, Pattison intends to lead and leave the why’s and

wherefore’s to those who were hired for such expertise – don’t expect to see him negotiating at shows.

Months of deliberation about where Sterling goes from here have led to an outcome that would barely have rated a mention a year ago: have two brands.

As well as the Sterling Home chain, it is turning to Forrest Furnishing, the store it bought in 2016, to reach new customers and areas. With a history dating back to 1944, Forrest is a familiar brand in Glasgow and the city’s surroundings: now the plan is to make it as well known across the country.

While Sterling Home will cover the Unique & Distinctive; Modern & Visionary; Glitz & Glamour; Comfy & Cozy categories, with a nod to Solid & Dependable, Forrest will focus on Comfy & Cozy, Solid & Dependable and Sensible & Savvy, with some Modern & Visionary and Glitz & Glamour added.

With a 10,000sqft footprint including mezzanine, Forrest will focus on smaller towns such as Perth and Dumbarton, and conurbation areas such as central Aberdeen, with more of a focus on value. In total, 10-15 branches are planned, doubling the size of the overall business.

A large part of the new £10m banking facilities will be invested in the concept. This doesn’t mean Sterling Home has been forgotten. Having refurbished the Aberdeen and Tillicoultry stores, there are plans to relocated the Dundee store and rebrand Buicks in Montrose in the next 18 months. The major investment is a branch near Junction 26 of the M8, one of Scotland’s busiest stretches of road and close to Glasgow Airport. This is scheduled to open in December with 50,000sqft of selling space and the chain’s second garden centre. It will employ the equivalent of 46 fulltime staff and have a 3,000sqft flooring department.

Flooring will also feature in the chain’s return to coordinated TV advertising this month and next – the aim is to restore spend to 5% of sales – with 135 10-second slots on Good Morning Britain on STV promoting the summer sale.

‘Flooring is an example of areas we have improved but not really told anyone about,’ says Pattison.

Not having things to tell people about isn’t going to be a problem from now on. Visit: www.sterlinghome.co.uk

Meet the management: (from left) Matt Bonar, IT director; George S Knowles, environment and sustainability director; Murray Graham, management reporting director; Donna Macphee, people director; John Pattinson, ceo; Kenny Barclay, cfo and Euan Graham, digital and marketing director; (below) Silvia Hernandez, commercial director

Sterling Home will be joined by a new format

Silvia Hernandez, commercial director

Good to talk

Chris Payne, Headlam chief executive, says it needs to improve its communication

Like most flooring wholesalers, Headlam has a network of trade counters. Customers can use the locations to pick up orders or purchase products they need in a hurry –adhesives or LVT, for example.

Until recently its existence would have provoked no more than a shrug or a ‘So what?’ from most retailers. But its decision to invest in upgrading and increase the network – from a fairly static level of just over 50 to about 90 –has provoked anger among customers, some of whom say the group is looking to boost its sales to fitters, be they a ‘man with a van’ or not, and even DIYers.

Chris Payne, Headlam ceo, says the group is targeting a different set of customers entirely – the building trade – as it responds to an increasingly competitive market and does not want any direct involvement with consumers.

‘We are trying to get new customers, mainly contract and hard flooring people, while servicing our existing

customers, for example click-andcollect for retailers and if the fitter has run out of something. You have to be a tradesperson and the vast majority are flooring related. We are not selling to consumers. Sales we are taking are from builders’ merchants, but retailers

aren’t losing out,’ he says.

Retailers will always offer a greater level of service and choice that others can’t offer, he says, and doesn’t expect this to change, while acknowledging that what shoppers want comes with higher overheads.

The group has been revamping its deliveries

Chris Payne, Headlam ceo

16TH  18TH SEPTEMBER 2024

Located in the famous furniture town of Long Eaton, just one mile from Junction 25 of the M1.

View the latest collections from over 30 leading UK and International brands of Upholstery, Cabinet, Bedroom and Lifestyle accessories.

Exhibitors and showroom locations are available to view on our website. www.longeatonguild.co.uk

Not on our mailing list? Please send your name, address and email to: ajm@leguild.co.uk Helpline: 0115 973 4481

Rather than being mini-warehouses, Payne says the trade counters are about offering service and are part of its revamp of its approach to deliveries. Ordering from three different Headlam subsidiaries – regardless of whether that is directly, online, through wholesale or trade counters – should no longer mean three deliveries, and the trade counter is an additional delivery option.

‘Rather than stocking as much product as possible, it is more customer focused on what they want rather than what we have to sell them. Any fitter can set up a trade account and have products delivered to them before they deal with their customers, but that has always happened and isn’t new. Customers no longer need premises or to tie up capital

to buy: order ahead, on the way to do the job. Headlam customers will pay the same terms regardless of where they buy – trade counter or wholesaler. We are still delivering a product to a place.

‘We have had customers who have said, “We’ll buy less from Headlam,” so we try and explain it to them one to one. When times are tougher, people recognise the need to maximise all areas – it’s easier to accept in good times. Most have understood: none have given up their sample books. The business has been passive in communicating with the customer base and what we are trying to do as a business. Sometimes it can come across as a bit cold, but we are normal people.’

Visit: www.headlamgroup.com

Headlam wants a network of about 90 trade counters

The ONLY place to see so many UK and Irish bed manufacturers and component suppliers all under one roof

WHY YOU SHOULD VISIT

• Unprecedented gathering of UK bed manufacturers and suppliers

• Latest innovations, offers and promotions in one place

• Prime networking opportunities

• Supplier Zone

• Gala Dinner and Awards Ceremony hosted by Strictly Come Dancing’s Anton Du Beke

• Voted ‘Best Furniture Trade Show’ and ‘Best Furniture Exhibition’ 2023

Eight is a magic number

A further sustainability award means Harrison Spinks has eight King’s and Queen’s Awards in total

Harrison Spinks, the fifth-generation family-owned luxury bed and component manufacturer, has earned a prestigious King’s Award for Sustainable Development – adding to its two current King’s Awards for Innovation and International Trade won last year, and its five previously awarded Queen’s Awards, to bring the total number achieved by the business to eight.

The latest win solidifies the company as an industry leader in sustainability, having made significant strides to reduce its environmental impact and CO2 emissions across the main beds business and within its component manufacturing division, as well as working to improve local biodiversity in Yorkshire.

The business is the only bedmaker to have its own farms, where it produces home-grown natural materials for use within its luxury mattress fillings, and creates about 95% of its own mattress components (by weight), including growing hemp fibres, and its woolbased, naturally fire-retardant chemicalfree mattress fabric that’s also woven in-house.

The bedmaker’s latest Impact Report outlines a host of sustainability-focused initiatives, including plans to become

Nature Net Positive across all operations and decrease carbon emissions from direct operations by 95% within 10 years. The company’s components division has introduced innovative new manufacturing technology that reduces the energy consumption of its pocket spring making by 60%, as well as decreasing raw material usage.

Harrison Spinks is one of the UK’s largest growers of hemp – a crop known for its environmental benefits. This year the business is increasing its flax acreage by 500% to 120acres to replace cotton within its luxury mattress fillings, and investing in wildlife programmes.

‘Receiving this award is a tremendous honour, and reflects the unwavering dedication of our whole team’s efforts to be the UK’s most responsible bedmaker,’ says Simon Spinks, Harrison Spinks chairman.

‘Whether it’s actively encouraging biodiversity on our farms, supporting children’s bed charity Zarach with mattresses for children and families living in poverty, or helping our employees achieve a better work–life balance by introducing a compressed four-day working week, we know the importance of making a positive

difference to the world around us.’

Harrison Spinks is making further sustainability commitments, including working towards becoming Net Zero by 2050, investing in Solar PV technology – projected to create 400,000 kWh of energy per year – and digitising the wiredrawing process within its components division to reduce CO2 by 40% through the Innovate UK funded Sustainable Smart Factory competition.

Visit: www.harrisonspinks.co.uk

Natural fillings and recyclable springs are added to a Harrison Spinks mattress at its Yorkshire factory

Harrison Spinks owns its own farms

Simon Spinks

We’re honoured that our commitment to sustainability has been recognised once more, with a King’s Award for Enterprise in Sustainable Development. This award sits proudly with our other King’s Awards for Enterprise in Innovation and International Trade, taking the total to 8 since 2013 and reinforcing why we are cut from a different cloth.

Local hero

Inspiration Naturals has digital technology and European production for distribution security

‘It can seem like a bit of a minefield, LVT just now. So many ranges, brands, offers – it is difficult to know what’s what.

Inspiration by Tarkett is the retail brand of the Tarkett business, which, though you may not have realised, has been very successfully manufacturing and distributing LVT across Europe for many years, just not so much in the UK until recently,’ says Steve Urwin, Tarkett UK marketing manager – retail.

‘Tarkett LVT is manufactured in Europe. There are not many brands that are. In fact, unless the LVT has one of three main manufacturer brands on it, chances are it is produced in East Asia. There’s nothing necessarily wrong with that, of course: however, there’s a certain amount of anonymity in terms of manufacture which can be unsettling, plus the material is on the water for a long time before it gets to the UK.

‘This fact led to a major shortage during the pandemic, which drove many larger stockists to re-consider their sourcing strategy. Made in Europe credentials are a reassurance, for the retailer and for the consumer, in terms of quality and sustainability. We burn a lot less fuel bringing pallets in from the continent for sure. Consumers care about these issues, increasingly every year.’

Inspiration Naturals by Tarkett is not only made in the EU but is the first fully

digital glue-down LVT in the market. LVT floors are basically printed products, and until now all LVTs were produced using the traditional printing technique.

Inspiration Naturals uses digital technology for a higher definition image: it’s sharper, more realistic, with more detail and a lot less pattern repeat.

‘We add to this a super-matt surface finish, plus a product formulation that

gives a more flexible handle for the installer, and we have a combination of features that surpasses anything in the market today. Our approach to the LVT market is also different. None of our Inspiration Naturals products will be sold online. We prefer to support the bricks-and-mortar retailers, who support us in return,’ says Urwin.

Visit: www.inspirationbytarkett.co.uk

Made in Europe: Inspiration Naturals by Tarkett

Inspiration Naturals by Tarkett POS unit

Farringdon, Inspiration Naturals by Tarkett

The right move

Suitable adhesives can make all the difference when fitting LVT

Given customers’ high expectations for LVT installations, it is important to take the time to ensure optimum results during installation. The right adhesives can help with this, including achieving precise alignment.

‘Pressure-sensitive adhesives are ideal for the installation of LVTs because they form an instant grab upon contact, so once positioned, tiles or planks won’t move about as fitters work. They also offer an extended open time, reducing the risk of late placement and making them ideal for installations where more complex designs are being created,’ says Tim Green, F Ball head of training.

‘Some pressure-sensitive adhesives are also formulated to reduce the incidence of trowel serrations showing through thin vinyl floorcoverings, referred to as “grin-through”, affecting the appearance of the finished installation.

‘There are specific applications where additional performance characteristics will be important to maintain the long-term aesthetic appearance of an installation. For example, when installing floorcoverings in areas subject to extreme temperatures and temperature fluctuations, it is recommended to use a temperature-tolerant adhesive.

‘High temperatures or extreme temperature fluctuations can cause floorcoverings to expand and contract significantly, which may lead to unsightly tenting and gapping at the edges over time. This can happen in conservatories or rooms with floor-to-ceiling windows

that are subject to solar gain, such as extensions with bi-fold doors.’

Green says temperature-tolerant adhesives develop the high bond strength required to hold floorcoverings securely in place in such environments, ensuring a long-lasting flooring finish. However, temperature-tolerant adhesives have traditionally been ‘wet-lay’, and fitters requiring this type of adhesive have had to forgo pressure-sensitive benefits.

‘Advancements in hybrid polymer adhesives have enabled the development of high performance vinyl adhesives with revolutionary combinations of properties, including combined pressure-sensitive and temperature-tolerant characteristics.

For example, F Ball’s Styccobond F49

Hybrid PS is a water-based, pressuresensitive vinyl adhesive that develops the extremely high bond strength and dimensional stability required to hold vinyl floorcoverings firmly in place in areas exposed to extreme temperature fluctuations (from -20C to +60C).

‘Whilst providing high initial tack, the adhesive allows fitters to lift and reposition floorcoverings in the initial stages of drying, making it a great choice for installing tiles and planks, intricate patterns and bespoke designs that need precise alignment. Styccobond F49 is also resistant to moisture, meaning it is suitable for use in areas subject to water and high humidity, including kitchens and bathrooms.’

Checking the compatibility of particular floorcoverings and adhesives is another key aspect. For this, F Ball produces its industry-leading Recommended Adhesives Guide (RAG), which is available online and as an app as well as a printed booklet. The company guarantees the resulting bond performance for the entire lifetime of the flooring installation, as long as the advised subfloor preparation and installation procedures are followed. Visit: www.f-ball.com

Compatibility can be checked with the Recommended Adhesives Guide

Make lifeeasy

V for flooring

Signage can be expensive: unless the dedicated marketing team is at hand

In the 45 years since Metro originated the concept of pooling buying power to compete against the national chains, a lot has changed in the marketplace. No longer just looking to achieve the best terms and prices, Metro also assists its members to sell the best performing products in the marketplace at a profit.

What has been developed is a group of independent retailers from the smallest one-man operation to multiple outlet businesses. Retaining independence is important to Metro members, who are given the opportunity to participate in group activity which is always optional and very rarely compulsory. This allows them to use all of the best benefits of group membership while being 100% in control of their own businesses.

Metro’s marketing service takes the individuality of each member one step further. Despite sharing a similar marketplace, each retailer does things differently and every retailer operates from differing types of premises. Of course, they also market themselves individually and have demands and needs that change at a variety of times.

That’s why Metro’s marketing service is completely bespoke: taking whatever

project a retailer is looking to create and making it happen from a huge range of options.

One such job was refurbishment of what would have originally been a very expensive V-sign at Carpet Centre in Londonderry. Using the existing framework the team cut away old metalwork and signage and re-used the bulk of the structure to create a new sign, using laser-cut acrylic graphics

in its studio in the north-east of England. The project recycled existing materials and saved the retailer a small fortune: especially as the cost is subsidised by the group.

The ability to work on a huge range of projects means there is very little the marketing team can’t do. From design to manufacture and installation, almost every part of the work is done in-house.

Visit: www.carpet1st.co.uk

Two 3m x 1.5m panels were manufactured for Carpet Centre, Londonderry

The new signage is installed

Be exclusive

Maze is to begin offering retailers unique products designed to fit their brand

‘At Maze, we continually strive to enhance our service to trade partners. We’re excited to announce significant changes in our collaboration methods, designed to improve our trade partners’ experience and offer unique opportunities to develop exclusive ranges with us,’ says Christopher Page, Maze marketing manager.

‘Maze is proud to lead in design and innovation. We pioneered the introduction of all-weather outdoor fabric furniture in the UK, setting new quality and style standards. From our original designs, we have expanded into a wide range of stunning lines, available in various colours to suit any preference. We continuously improve functionality, durability and comfort, ensuring our products not only look great but endure over time. Our extensive research and development efforts are driven by a passion for pushing boundaries and creating products that inspire and delight.

‘Our latest initiative will allow our trade partners to offer their customers one-of-a-kind products that reflect their brand’s vision and values. Understanding the need to stand out in a competitive market, we provide the necessary tools and support to help them achieve this. Whether it’s a specific colour palette, unique fabrics or distinct design elements, Maze will assist trade partners from start to finish.

‘We invite you to join us at the SOLEX exhibition in Birmingham from 9-11 July, where you can pull up a chair and join us to discuss how we can assist in creating exclusive, standout products tailored to your brand. Our stand will showcase the latest innovations and design concepts, providing a glimpse into the future of outdoor living spaces.

‘After the show our head office showroom at Haverhill, Suffolk will be available to book for personal, detailed consultations. We recognise that each customer has unique needs, and we are dedicated to offering a tailored experience. Let us create something extraordinary together.’

Visit: www.maze.co.uk

Retailers can help create designs exclusive to their brand

Customers can have consultations at Maze’s head office showroom

In style

Practicality and stylish living can go hand in hand

Being able to relax in your outdoor space (weather permitting) is a joy, but choosing the right furniture to suit it is important, as gardens and outdoor spaces come in different shapes, sizes and styles. Gallery Direct offers a wide range of designs in different materials to suit different tastes, from small and compact to large and luxurious. So whether you are looking for furniture for a bijou corner or for a large patio there is something suitable.

The catalogue includes a selection crafted from FSC acacia wood, offering a choice from a double daybed and large lounge sets to traditional-style deckchairs with a contemporary twist and compact folding pieces for where space is limited.

Perfect for relaxing in the garden or taking to the beach, the Ammos foldaway sunlounger is a combination of practicality, comfort and style. With

a unique foldaway design, it folds up in an elegantly simple way, allowing you to easily transport or store it. The easy carry strap, smoothly curved bed and comfortable tie-on cushions make sure you can make the most of the summer sun whatever the location.

For smaller spaces or balconies, the Gerani bench is ideal, but it would look equally at home in a wide range of outdoor spaces, thanks to its traditional look with a modern design twist. This practical seat folds flat, making it compact for storage and easy to transport.

The Astakos high bar set is ideal for a morning coffee, afternoon tea or evening drink for two. The modern and chic design features a slatted tabletop and chair seats and backs, with the low backs giving a more relaxed, unobtrusive feel. The acacia wood has an oiled finish to give a lovely natural look.

Visit: www.gallerydirect.co.uk

Gerani bench

Ammos foldaway sunlounger

Astakos high bar set

ASPRI

Our outdoor spaces have become areas for both relaxation and gathering with friends and family, which means bringing the home life into the garden with our Award Winning Collection is more important than ever.

This lounge seat offers a classic design with a modern twist, featuring a pull-out footstool for extra comfort while lounging in the summer sun. The footstool effortlessly slides out and unfolds when you want to relax, and tucks away neatly when not in use. Crafted from Acacia wood, the entire lounge seat folds for easy storage, making it perfect for small spaces.

And relax

For individuals who want to really look after themselves, or spas and wellness centres, Wellness Therapy takes outdoor relaxation to a new level

While Outdoor by Varaschin’s Wellness Therapy collection is a complementary system dedicated to the world of spas and wellness centres it is also aimed at the individual and the care of one’s self, based on simple and absolute geometries, pure lines, neutral colours and strong references to nature in the aesthetics and concept.

Designed by Alberto Apostoli, the range combines advanced technologies and innovative materials with age-old design principles to allow a balance between soul, mind and body.

Composable, modular and customisable in terms of accessories and finishes, Wellness Therapy comprises four elements: the single bed features an upholstered top equipped with a cushion with rounded shapes entirely covered in Wellness fabric. On one side, it has an elliptical-shaped metal ring that emits colour therapy in the dark; on the other, it rests on a soft pebble, the Sasso. The Sasso also functions as a practical side table.

Supporting elements, such as tubular metal feet or a bevelled transparent septum, may be customised. A double bed option is also available that is identical in composition and designed for couples’ comfort.

The Lettino Relax chaise lounge, with its curvaceous lines, combines ergonomics, comfort and elegance. With an emphasis on linearity with no headrest cushion, it owes its design to its support, composed of a joint of two elliptical metal elements. It is also compatible with Sasso, the multimedia and multi-sensory furnishing element, technologically advanced yet userfriendly: it mimics a pebble smoothed by water and dispenses aromatherapy, chromotherapy and sound therapy treatments. It is made complete with a warming surface for herbal teas or drying towels. With its marked natural reference, Sasso is available in different diameters and colours, inspired by the colours of the earth and minerals. Visit: www.varaschin.it

Profiles for a fantastic finish

Get a fantastic finish every time with the floorwise profiles portfolio, Including brand-new brushed space grey and brushed black finishes in high-style Reflections, as well as the Zenith range of wood, laminate & LVT profiles.

• •

Precision extruded aluminium for exceptional value

True chrome plate for enduring luxury

New anodised brushed space grey & brushed black finishes

Anodised brushed steel nickel for a lasting contemporary finish

Oak, dark walnut & grey oak colour-matching wood effects

Traditional matt gold, matt silver, polished & simbrass finishes

Curvable PVC profiles

Solutions for every floorcovering installation

For all residential & commercial projects

BRUSHED STEEL NICKEL

Let us entertain you

Glee will mark 50 years of excellence in garden retailing

10 September will mark the opening of the 50th edition of Glee: the event that has been cultivating excellence in garden retailing since 1974. Filling five halls of the NEC in Birmingham, the show will welcome nine thriving product sectors including Outdoor Entertaining – which has a new home in Hall10; the Home, Gift & Clothing; and Garden Care.

New growth opportunities are anticipated within Glee Outdoor Entertaining this year, as the nation continues to blur the lines between indoors and outdoors, with gardens becoming an extension of the internal living space. As such, sales of garden furniture, barbecues, lighting, outdoor heating and cooking, garden decor and accessories continue, with demand from retail buyers also increasing –with innovation at the heart of this. In response, Glee Outdoor Entertaining sector will be home to a host of bigname brands and new companies, some of which are exclusive to Glee.

Not seen at any other exhibition in 2024 these brands are perfect for those retailers wanting to create a truly unique offering. They include Barebones; Charles Taylor Trading; Churnet Valley Garden Furniture; Gino Pizza Ovens; Grangers International; Green Olive Firewood Co; Iron Wood; Riva Paoletti; Solo Stove and Witt UK and Ireland.

‘Consumers are increasingly focusing on improving their outside spaces, with recent statistics supporting the growth of outdoor living. Increasing

choices, a newfound love of the garden and budget-friendly options made available by retailers are making outdoor entertainment more affordable and accessible for consumers. At Glee 2024 those exhibitors that make up the Outdoor Entertaining sector will together showcase the latest trends and products that will help to drive growth in the industry this year and beyond, whilst enabling buyers to plan their buying and merchandising strategies directly off the back of one season, with data and future needs fresh in the mind,’ says Matthew Mein, Glee event director.

Interest isn’t limited to inside the NEC: visitors can relax in between meetings by grabbing a refreshment and some

food fresh from exhibitors themselves, as they demonstrate their barbecues, grills and pizza ovens as Glee once again opens up its outdoor entertainment demo area, Fire, Grill & Chill. Visit: www.gleebirmingham.com

Outdoor Entertaining will be a centrepiece of the show

RUBY

Accent Chair

The Ruby accent chair is a stunning addition to any modern living space. Its unique crimped fabric adds a touch of texture and visual interest, while the sleek lines of the chair’s design keep it looking clean and contemporary. With its comfortable seat and sturdy construction, this chair is as functional as it is stylish.

IN STOCK NOW!

Features

Crimped Textured Fabric

Adjustable Feet

Minimal Assembly Required

Oregano Fabric

Buttermilk Fabric

Cornflower Blue Fabric

Practicality and comfort

Fabric collections including iClean will star in La-Z-Boy UK’s presence at MFS

Heated seats and easy-to-clean fabrics will be among the features taking centre stage at La-Z-Boy UK’s Manchester Furniture Show stand (Hall1/A50). The recliner brand will be showcasing nine collections including three new ranges, alongside the iClean fabric which repels spills before they turn into stains.

The three product debutants are Bella, Douglas and Broadley. Bella and Douglas have heated seats and are available with power recline, power headrests and lumbar support. They sport USB A+C charging ports and are available in a wide range of fabrics and leathers as chairs, two-seater and

three-seater sofas. Broadley is a soft cover Made in Britain product that will be manufactured in La-Z-Boy UK’s factory in Colne, Lancashire.

The iClean fabric creates a barrier of protection repelling liquids, sauces and dirt including common stains like wine, coffee and salsa. Most spills can

Dixie

Lennox

Mayfield

Mayfield - Combining classic comfort with modern features: USB charging ports, heated seats, and customizable options in leathers and fabrics. Choose from static, manual, or power recline, with an optional power head tilt.

Mayfield

simply be blotted with a paper towel and it comes with a three-year warranty against a list of specified stains, including beer, coffee and ketchup.

While it has been designed with practicality in mind, the fabric has the quality and attention to detail seen across the existing offer, being soft to the touch with a luxurious feel. It is available in a selection of patterns and colourways across the La-Z-Boy UK collections.

The Morel fabric collection, available in nine colour options, will also debut

at this year’s show, while retailers will also be able to see the expanded Calda leather collection, which gives customers more choice when it comes to selecting a durable leather at an affordable price.

Of the six existing upholstery collections – Mayfield, Dixie, Baxter, Williams, Lennox and Paris – Mayfield, Dixie and Williams were launched at the start of this year and Mayfield has heated seats and USB charging ports.

Customers choosing Dixie can turn their sofa into a technology hub by

adding a console unit. As well as offering handy storage, this includes Bluetooth speakers, wireless charging, cooling cup holders and discreet spotlights. Williams is a UK-manufactured product with a contemporary design including twinneedle stitch detailing. Customers can customise the product with a number of different seating combinations available, including a two-seater sofa with console unit.

Visitors to the La-Z-Boy UK stand will also be able to find out more about the brand’s Long Live the Lazy campaign, which aims to reclaim the word lazy as a positive and celebrate the importance of finding time to take a break and relax. The stand will showcase how collections might look in homes, with roomsets including accessories from Bluebone.

Melinda Whittington, La-Z-Boy president and ceo will be delivering a keynote speech at the Women in Furniture Network brunch on 11 July. She joined La-Z-Boy in 2018 as senior vice president and cfo before being promoted in 2021. She is a passionate supporter of the personal and professional development of women in the furniture industry and will be sharing her career insights at the event. Visit: www.la-z-boy.co.uk

Paris

Contemporary, simple and comfortable, Furnico’s Lotus collection combines style with luxury. Offering classic comfort to suit any living room, Lotus is hand-crafted in Britain.

Available as a chair, two or three seater sofa and love seat with motion or static options. A large square storage pouffe completes the range.

Reignite your business

MFS returns after a post-pandemic hiatus with more than 100 brands

The Manchester Furniture Show returns this summer, marking an end to a fiveyear absence. This time the event will take place over two days, giving retailers scope to combine sourcing with the friendly and relaxed atmosphere the show was known for.

‘Attending the Manchester Furniture Show is a no-brainer. For retailers, buying decisions are a year-round affair, and MFS provides a golden opportunity to stay ahead of the curve,’ says Jeff Hughes, Housing Units director.

The show isn’t just about sourcing: it’s about making connections. Attend the Summer Solstice Show Party for drinks, music and camaraderie. Then join the Women in Furniture Network Brunch where Melinda Whittington, La-Z-Boy president and ceo will share her insights.

New for this year is the Spritz Bar – a relaxed setting for virtual sales and meaningful interactions.

Lebus had great success at January Furniture Show, with the launch of

several new models including Megan, Melrose, Jameson and Petra. The reaction to these models, as well as a range of recliners, will see it take part at Manchester Furniture Show.

The models set for debut have been inspired by the latest trends seen in Milan and new fabric creations at Proposte. Lebus has long been recognised for manufacturing commercial designs at competitive prices at its purpose-built factory. Visit: www.thefurnitureshows.com

At The Helm

Lebus’ Jameson

Alpha Design

Epitome

IHGF gears up to be ‘proven and progressive sourcing platform’

IHGF Delhi Fair – Autumn is gearing up to be the epitome of home and living, as the show prepares for its 58th edition.

The 16-20 October event is set to attract more than 3,000 exhibitors covering 16 halls across 14 product segments, including home, furniture, furnishings and lifestyle. Visitors will also be able to visit the 900 permanent showrooms at the city’s India Expo Centre & Mart.

Organised by the Export Promotion Council for Handicrafts the event represents the pinnacle of Indian manufacturing prowess. Visitors can explore innovations by leading and accredited manufacturers; see collective displays at theme pavilions; marvel at regional craft treasures and watch live demonstrations by skilled artisans. Enlightening seminars and presentations led by industry luminaries promise valuable insights into the ever-evolving landscape of home and living.

The show is a sustained, proven and progressive resource for importers, wholesalers, retail chains and design professionals, and pre-registration has already begun. With curated collections spanning home decor, lifestyle essentials, fashion, furnishings, and furniture, this event is a veritable treasure trove for importers, wholesalers, retail chains and design aficionados alike.

A choice of more than 2,000 products alongside 300 trend-specific design developments defines the show. Visitors can explore an eclectic assortment encompassing housewares, tableware, furnishings, gifts, lighting, festive decorations, fashion accessories and more. Base materials such as wood,

steel and stone are juxtaposed with futuristic elements, creating exciting deco-utility products and functional solutions.

There will be a heightened focus on conservationism, alongside enduring themes such as rustic charm, artisanal craftsmanship and ingenious design innovations. The theme of sustainability traverses all segments as it finds many takers, and makes for a competitive business proposition. Especially in home decor and gifting, manufacturers are exploring innovative possibilities, optimising raw materials and processes.

Dedicated buyer lounges, refreshment zones and cultural showcases are designed to ensure a seamless and enjoyable experience for all attendees, whether they are seeking inspiration,

forging new partnerships or replenishing inventory for the seasons ahead.

IHGF Delhi Fair is organised twice every year in Spring and Autumn editions by the Export Promotion Council for Handicrafts (EPCH), the apex organisation representing handicraft manufacturers and exporters in India. EPCH facilitates its 10,000plus members to customise and offer unique styles and quality products to the global sourcing community. Beyond providing unparalleled business platforms to buyers and sellers, EPCH also provides comprehensive information about the sector to international buyers and ensures optimal interaction between the Indian handicrafts industry and international buyers.

Visit: www.ihgfdelhifair.in

More than 3,000 exhibitors are expected

ACTONA JOINS FORCES WITH FURNITURE TO GO

We are delighted to introduce the Angus collection. With its blend of masculinity, industrial flair, and contemporary design, this surely catch attention.

On your marks

Vietnam’s premier furniture fair will kick-start the region’s Autumn exhibition series

Promising to offer visitors from around the world an exceptional experience with top-notch furniture from South-east Asian countries, the premier South-east Asian furniture fair in Vietnam – VIFA

ASEAN 2024 – will take place from 27-30 August 2024, at Saigon Exhibition and Convention Center in Ho Chi Minh City.

The event marks the beginning of Asia’s leading furniture expo series in Autumn 2024, which includes: VIFA ASEAN, Vietnam; Kofurn, South Korea (29 August-1 September); MFFM, Malaysia (5-7 September), Maison Shanghai and Furniture China Shanghai, China (10-13 September); CIFF, China (11-14 September) and IFFINA,

Indonesia (14-17 September).

Themed as ‘Gathering All Best South East Asian Furniture’, the show is expecting more than 300 exhibitors from Vietnam, 10 countries in the region and others and will cover 15,000sqm. It will unite distinct pavilions from South-east Asian countries, showcasing products that promise to captivate and inspire, and will feature modern designs that reflect the rich cultural heritage of South-east Asian countries.

Exhibitors include leading suppliers and manufacturers from key categories such as living room; bedroom; dining room; kitchens; childrens’; office; outdoor and garden furniture; handicrafts and

home decor products. In addition, VIFA ASEAN 2024 showcases unique, sophisticated products made from sustainable, environmentally friendly materials, aligning with the growing trend of eco-friendly living.

With over 16 years of experience organising furniture events in Vietnam, the VIFA ASEAN organisers are dedicated to providing visitors and international buyers with exclusive programmes to enhance their experience. These encompass a comprehensive range of support services, from transport and business matching to factory visits to accommodation, for a seamless visit.

Visit: www.vifaasean.com

The show is expected to have more than 300 exhibitors

The world’s first waterproof wood floors

There’s no need to worry about water.

Thanks to a waterproof surface, Cala, Cascada and Amato wood floors can be installed in any room, including kitchens, bathrooms and hallways.

Speak to your sales representative to find out more.

quick-step.co.uk

AMT6029

Global affair

Flanders Flooring Days attracted international visitors from 78 countries

The third edition of Flanders Flooring Days really put the trade fair for the European flooring industry on the international map. Participants welcomed no fewer than 3,474 visitors from 78 countries in their showrooms and at The Hub in Kortrijk.

Since 2022, producers of many different types of flooring and related products have been coming together for FFD, initially welcoming visitors to their showrooms and production facilities. Essential to this is the proximity of each company to their neighbours: drive for even a relatively short time along the motorway and the flooring factories quickly add up.

This year 14 manufacturers opened their showrooms and facilities, all within a 25km radius. And the founding partners: Associated Weavers Europe; Balta; Beaulieu International Group; Belysse; Lano; Unilin and US Floors –COREtec, are still central to the event.

A further 38 companies took part in the debut of The Hub at Kortrijk Xpo, as the show widened its geographic reach. Shuttles ferried visitors from venue to venue, ensuring they were able to meet the producers on their wish list.

The show will return in 2025, from 2-5 June.

Visit: www.flandersflooringdays.com

Triple celebrations

Associated Weavers celebrated three major anniversaries at the show

While this was the third time Associated Weavers had invited visitors to its AW Experience Centre in Ronse, it was no ordinary occasion. FFD marked three anniversaries: 60 years of Associated Weavers, a decade of iSense carpet and five years of Invictus LVT.

The event saw a number of carpet previews in terms of the UK market.

The polypropylene Stainaway Tweed will have four new shades: a soft gold, mid-brown, red and terracotta. It will also be updated to Associated Weavers’ Fusion backing.

‘We already had the grey and neutral so we have added more colour. There will be 12 shades in total. This is part of the product development process: limiting colours to about 12 gives a good offer, too many colours can sometimes cause issues. This will be an October launch,’ says Gavin Pugh, Associated Weavers md. Invictus Magnificus will also see an offer of a dozen shades as a new white and warm beige are introduced, with the revamped range expected to be in stock by the time of The Flooring Show.

Island Weave, the polypropylene roll range, has seen a Herringbone design added to the existing bouclé loop designs of Skye and Arran – all available in eight natural colours.

The company has also been working on the Ideal brand, which it bought in April 2023. September will see the introduction of York and Highgrove, both with Fusion backing. York is available in both a 1,870g and 1,250g quality and Highgrove is available as a 1,930g and 1,200g finish. Visit: www.associated-weavers.co.uk

Customers were out in force to see the latest developments

Setting the bar

Vinyl made from bio-based and circular PVC was among Beauflor’s debuts

Flanders Flooring Days saw Beauflor launch three cushion vinyl collections for the residential market, including a bio-based floor with a 40% lower CO2e footprint.

Opening the doors on its new Experience Centre, Beauflor used this year’s FFD to launch new collections designed to bring homes a diversity of high-quality vinyl floors, including the industry’s first bio-based cushion vinyl for the domestic market, a premium range for busy homes and a reference in luxury cushion vinyl flooring.

Made from bio-based and circular PVC for a 40% lower CO2e footprint than conventional cushion vinyl, Twilight sets a new standard in more sustainable domestic alternatives. Offering impact sound absorption of 19dB and an antibacterial lacquer, Twilight also supports well-being through a quieter and more hygienic floor. It comes in a range of natureinspired designs that foster a connection to the outdoors.

Beauflor also launched Gracetex, a premium cushion vinyl floor. With a textile backing for fast and easy installation and excellent underfoot comfort, Gracetex is equipped with a wear layer that ensures it can withstand use in the busiest family areas: a perfect choice for homeowners wanting the practicality of cushion vinyl in living spaces, kitchens and hallways. Rated Class 33 (heavy commercial use),

Gracetex is even durable enough for businesses. With 15 designs, including the elegant herringbone oak of Middelburg, the collection comes in 2m, 3m and 4m widths and has a 15-year residential use warranty.

Alongside the launch of Twilight and Gracetex, Beauflor showed Crown: blending timeless elegance with modern practicality, it sets a new bar in comfort and luxury in sheet vinyl thanks to its extra-thick foam back. With a quality matt finish that elevates its 14 classic designs and superior sound insulation, Crown is a cushion vinyl floor that’s crafted for discerning homeowners.

Visitors to the Experience Centre also enjoyed exclusive previews of upcoming 2025 launches and its design capabilities

through digital print technology.

‘The launch of Twilight represents a significant shift in the residential cushion vinyl market and demonstrates our approach to developing new products that reduce impact on the planet and improve the well-being of users. The response from visitors to our new-look showroom was overwhelmingly positive and shows that there is significant demand for more sustainable products in residential flooring,’ says Chris Roberts, Beauflor national sales manager.

Beauflor transformed its Experience Centre for FFD with its Black Box concept that allowed visitors to explore and experiment with its digital designs, brought to life in room settings.

Visit: www.beauflor.com

Twilight

FFD saw Beauflor’s new Experience Centre make its debut

Immersive experience

Belysse took vistors on a journey

Visitors to Belysse’s showroom were treated to an immersive expedition, guided by a narrative thread intertwining every aspect of the Belysse story. Upon entering the showroom, guests were greeted by a stream of yarn, symbolising Belysse’s connection to the river Lys. This gentle guide led them through each chapter of Belysse’s offerings. From retail products and white label capabilities to innovative commercial and residential solutions, every facet was unveiled.

‘The lobby welcomed guests with the soothing sound of flowing water, a symbol of our deep connection to the Lys. Adorned with yarn, it offered a visual representation of

this connection, setting the tone for the entire experience,’ says Sophie Hautekeete, Belysse’s head of marketing.

‘Next, visitors were drawn into the heart of the showroom where a curated selection of broadloom carpets, carpet tiles and made-to-measure rugs by ITC awaited. These products, showcasing a rich tapestry of colours and textures, reflected the latest consumer trends. Terra colour accents, delectable chocolates and elegantly arranged displays ensured a mood-boosting experience for retail clients.

‘Following the thread of yarn, guests ventured into the innovations lab. Here, Belysse’s product design and development capabilities were on full

display. As a trusted partner for private and white label products, this space demonstrated our expertise in trend insights, design, and technical know-how.’

The journey concluded in the intimate library, where visitors could relax with a coffee while exploring the range of residential and commercial soft flooring solutions by modulyss and ITC.

‘We hope visitors’ showroom experience has inspired them and provided a fresh perspective on soft flooring solutions. The event not only showcased Belysse’s extensive range of products but also highlighted the expertise and innovation that define the company,’ says Hautekeete.

Visit: www.belysse.com

Delivering

Visitors saw the outcome of further research as Condor showcased its Tide involvement

2023’s Flanders Flooring Days saw Condor highlight its environmental push, including its involvement with Tide, and this year visitors were able to see the results of a further 12 months of research and product development.

Tide uses reclaimed plastic bottles in Mexico and south-east Asia to create

its yarn: locals are paid to collect what would otherwise be left to pollute the oceans and rivers. Condor Carpets now has a quartet of carpets that use 25% Tide yarn in their construction. Belugia is a velvet; Gallia a deep pile twist; Dorian a diagonal loop design and Dorian Tweed a two-colour loop.

ecoclean was also on show, with the recycled PET transformed into five designs, including two saxonies. Its manufacture includes a coating that stains hate and refuse to stick to.

Sister brands Edel Carpets, Vebe and Intercarpet have also begun using Tide’s yarn. Visit: www.condor-group.eu

Condor Carpets now has four products using Tide’s yarn

Condor Group’s colour-changing artificial grass was also on display

ecoclean

Green matters

Sustainability is key for FN Neuhofer

For FN Neuhofer, the show was an opportunity to discuss with visitors its long-standing belief in sustainability and its efforts to further developments, as it marked the 374th year of the original family-owned company.

The emphasis of all FN Neuhofer products is on quality – but also on creating healthy living spaces and sustainability: a concept that is deeply rooted in the corporate history.

The family business has always considered sustainability to require the parallel implementation of environmentrelated, social and commercial targets. This also involves eco-friendly, resourcesaving production and the development of products and solutions associated with minimal emissions, so ensuring effective and cost-conscious products along the whole value creation chain.

The Austrian company has made a wide-ranging series of investments:

The 1MW solar panel system has resulted in a reduction in its CO2 emissions of 482,870kg a year. Almost all the generated electricity is used in-house (86.2% self-consumption);

Electricity is also generated by two own hydroelectric power stations, which is also used within the company; For heating purposes, it uses its own wood chips and the shavings created during production;

A new filtration system has reduced particulate emissions from 150mg/Nm³ to 10mg/Nm³;

A new, energy-efficient biofuel heating plant has reduced NOx emissions by

some 50% compared to the former plant;

The equivalent of 5,300kg of CO2 a year has been saved thanks to motiondetection car park lighting – an 80% drop in power consumption;

Optimised pressurised air processing means CO2 emissions have been reduced by 36,258kg per year.

Plus, an extraction system for plastic shavings allows them to be recycled.

‘We consider it self-evident to act responsibly when it comes to resources offered by our world. This starts with our procurement: we make sure that all the MDF and various other woods we buy are of certified origin (PEFC, FSC) and we continuously explore ways to use the cradle-to-cradle principle in our production. We only use recyclable

packaging materials (PE, paper/ cardboard) and our aluminium and PVC products can be fully recycled,’ says Franz Neuhofer, FN Neuhofer ceo and owner.

‘Anyone with concerns for the future must have an ethos centred on conserving resources and acting in a socially responsible manner. Highperformance solutions that have no relevance to sustainability or genuine benefits for our customers are simply not part of our way of thinking.

‘We are particularly satisfied with our achievements in 2023, even after a series of very successful business years. The whole team can celebrate an increase in turnover of 15% in comparison with that of the previous year.’

Visit: www.fnprofile.com

The emphasis was on its acoustic products

The Neuhofer family has invested in green technology, including the solar panel scheme

Colour story

Lano focused on bringing new shades to established favourites

Lano used the show to mark the update of SmartStrand, which has had an injection of fashion shades. Ranges now have up to 23 colours including blue, green, pink, terracotta and warm naturals, showing the catwalk influence.

Living Colours was not to be left out of the colour story, including Lagoon, which combines two yarns for a tonal

effect with cut pile and loop options.

Heather Twist and Star Twist marked their 30th anniversaries with a significant revamp. The backing has been upgraded from Action back to the fleece Smart option while the polypropylene collections have new yarn for improved feel. The duo are also part of Lano’s colour story, with shades

reflecting changes in consumer tastes. The updated two-ply, bleach-cleanable carpets are now available in 4m and 5m widths with 10-year stain and wear warranties.

Other new introductions included Pilotis to join Lano’s flagship Zen collection and the tip-sheared Miri. Visit: www.lano.com

Heathertwist Miri

Heidi Debakker, Lano R&D and marketing manager and Gary Alp, Lano sales director contract & residential UK/Eire

In the mood for colour

Leoline, Moduleo and Quick-Step had plenty to shout about

LeoLine showed off its ability to bring colour to the home at this year’s Flanders Flooring Days, while Moduleo previewed Moods and their sister brand Quick-Step highlighted the next generation of wooden floors.

Made in Belgium, LeoLine is a brand of IVC Living, one of Europe’s biggest vinyl flooring manufacturers. For this year’s FFD, IVC Living put on a unique perspective of colour in the three worlds of Tropical Forest, Coastal and Canyon, which explored how colour from nature influences our understanding of spaces, emotions and feelings of well-being.

LeoLine floors were presented in the three themes, demonstrating just how its floors can bring the uplifting positivity of colour whatever the vibe. Tropical Forest explored the influence of colour from a palette inspired by the heat of the tropics; Coastal embraced the power of the tides and explored our relationship with the oceans, while Canyon presented the soul-warming power of earth tones.

‘Flanders Flooring Days put LeoLine on an international stage in a story that explored our relationship with colour and how it can resonate with us emotionally,

creating different responses and changing our perception of environment. It was interesting to get such a deep-dive into colour and, of course, great to show how our trend-leading cushion vinyl floors are ready to bring joy into any home,’ says Stuart Reeves, IVC regional sales and marketing director.

LeoLine’s new collections are rooted in the research of these colour themes. From the warm earthen tones of the Canyon theme found in the herringbone

plank of Clara from the Novus collection, to the Coastal hues of Mist and Avalon in Studio Casa, the new collections draw on colours inspired by nature and create a unique look for every home.

Moduleo gave an exclusive glimpse of the new-look Moods collection, set for release later this year, as it welcomed international visitors throughout FFD. Alongside the multi-shape floor that lets homeowners create unique flooring patterns, it also showed the Roots luxury

Moduleo previewed Moods

Environmental messages were to the fore

vinyl collection and its versatile LayRed engineered vinyl flooring. Comprising six distinct themes and a choice of 130 SKUs to appeal to a broad variety of tastes, Roots offers floors designed for self-expression that are appealing, aspirational and in tune with nature.

LayRed is Moduleo’s engineered vinyl with integrated underlay and click installation. Easy to lay over existing uneven floors, with its strong core and integrated red underlay, LayRed is designed for renovation projects. Alongside, Moduleo showed new premium accessories for LayRed, with matching scotia, 3-in-1 profiles and skirtings to create a waterproof floor.

Throughout FFD, Moduleo also told of its progress in sustainability as part of parent Unilin’s One Home strategy. Under three pillars of Made in Belgium – Powered by Nature; Built to Last, and Recycling on Repeat, it revealed the strides it is making to become a more sustainable business.

‘Flanders Flooring Days has become a key event for the flooring industry, and it was great to welcome visitors from the UK to our headquarters in Wielsbeke. Home to Moduleo and the Quick-Step brand, the showroom is an impressive space and gave customers a chance

to see how our design-focused luxury vinyl floors create unique opportunities for homeowners,’ says Matthew Brook, Moduleo national sales manager.

‘With a glimpse of the forthcoming Moods update, as well as our Roots and LayRed floors, plus insight into our journey as a more sustainable business, the event was on overwhelming success and we look forward to welcoming even more visitors from the UK next time.’

Visitors also saw Quick-Step again look to transform the use of wood, with Cala and Amato. Having revolutionised the wood floor market with Cascada, the world’s first waterproof wood floor, the updated collection of Wood for Life floors sees more options. Cala is an extrawide and extra-long plank that adds refinement and elegance in grand rooms, while Amato’s slender plank brings a compact option suited to smaller spaces such as bathrooms and hallways.

Whatever Quick-Step wood is chosen, from the herringbone of Disegno to Intenso’s parquet patterns and Palazzo’s reimagining of luxurious design, homeowners can be confident of a floor guaranteed to be ready for living, thanks to the brand’s Wood for Life technology.

Wood for Life gives Quick-Step wood an easy-to-clean surface and clean joints,

so that life’s messiness doesn’t get in the way of a beautiful wood floor. Leaving a surface that will never look dirty or dark and joints that don’t get discoloured, Wood for Life guarantees Quick-Step wood stays looking good for years.

When it comes to installation, Uniclic Mulitfit (Uniclic on Disegno and Intenso) keeps everything fast and efficient. Every Quick-Step wood floor is also supported by a full range of matching accessories, including everything needed for a totally waterproof floor, for an end result that upholds the floor’s premium quality. Aftercare has been thought of too, with a range of specialist maintenance and cleaning products.

The new collection is also made to be more sustainable. The core and backing of planks are made of recovered wood or wood from fast-growing trees. As the top layer is made from slow-growing species like oak, Quick-Step sources from sustainably managed forests and harvests as few trees possible by using a thinner top layer. Quick-Step has also developed world-first recycling technology that turns the core of its wood floors into new materials.

Visit: www.leoline.co.uk www.moduleo.co.uk

www.quick-step.co.uk

Quick-Step’s Cala

For LeoLine the story was about colour

Winning together

The latest software unites retail and brands to drive sales

HomeDecoHub, a 3D interior visualisation platform, is surging in popularity within the UK furniture retail and interior design markets.

‘Backed by 40 years of business experience, HomeDecoHub is essential for today’s furniture retailers. The platform connects brands and retailers, offering user-friendly 3D tools, a comprehensive library of configurable 3D brand collections, and up-to-date product data, all designed to achieve mutual sales success,’ says Katie Marshall, owner of Bluebird Agents & Consultancy, which oversees the platform in the UK market.

‘As experiential shopping becomes crucial, retailers seek ways to enhance the in-store experience, making it personal, unique, and nurturing. HomeDecoHub is key in this transformation. The platform enables retailers or designers to quickly plan and visualise a customer’s home to true-to-life scale. Retailers can then place branded products, such as a corner sofa from brand X; a cabinet from brand Y and dining furniture from brand Z into the plan. These can then sit alongside wallcoverings, rugs, flooring and furnishings to complete the interior: all from existing brands and collections.

‘This planning process, which takes minutes, bridges the imagination gap consumers often face. By providing realistic, to-scale visuals, we build consumer confidence, eliminating

concerns about fit or aesthetics and encouraging purchases.’

Marshall says industry results show conversion rates reach 70%-80% when using the platform, with average transaction levels also significantly increasing. ‘The benefits extend beyond retailers to manufacturing brands. Increased sales conversions are just the beginning. The platform reduces ordering mistakes, returns and associated service costs.’

Trials with leading UK furniture retailers are set to begin soon, and for furniture and home furnishing brands having their brand on the platform will expand their reach within these retailers, she says.

‘As an agency and conduit between retailers and manufacturers, what I love about HomeDecoHub is that it benefits

European retailers including Henders & Hazel have adopted the software

all parties involved. Consumers enjoy a more nurturing in-store experience and make well-informed decisions. Manufacturers and retailers benefit from increased sales and reduced service costs. I believe all UK agents should prioritise onboarding their brands onto the platform, a process made simple with our assistance. For furniture manufacturers, this should be a top priority.

‘The future of furniture retail lies in the in-store experience, and HomeDecoHub is a crucial ally in this evolution. For a limited time we are offering free onboarding for both retailers/designers and manufacturers to the platform. Please get in touch with Bluebird Agents who will happily talk you through the platform.’

Email: katie@bluebirdagents.com

Above left: Shoppers can feel confident in how their room will look Above: Conversion rates are as high as 70%-80%

TRADE PRODUCTS AND SERVICES

Driving force

Ordorite continues to

add to its software’s capabilities – which will be on show at MFS

Founded in 2006 by Stephen Connolly, Ordorite Software Solutions has grown into a driving force in the retail management software sector, providing comprehensive solutions for furniture, bedding and related retailers across the world.

‘We are renowned for our commitment to innovation and excellence, ensuring customers always have access to the most up-to-date technology. With offices in Ireland, UK and USA and serving retailers of all sizes globally, we will return to exhibit at the Manchester Furniture Show on 10-11 July. The team is eager to connect with industry contacts both old and new, and showcase the latest advancements in retail management software. This event will provide a prime opportunity for us to highlight its growth and the exciting developments over the past 12 months,’ says Connolly, Ordorite ceo.

‘The past year has been a period of remarkable growth. The team has expanded significantly, with the addition of new developers, project managers, a customer success manager and a client business analyst. This growth aligns with the company’s mission to continually enhance its offerings and better serve its expanding client base. Among these new clients are independent retailers, members of Associated Independent

Stores and national retailers, all benefiting from Ordorite’s innovative solutions.

‘Many businesses in the furniture and bedding industry are now reaping the benefits of our software-as-a-service (SaaS) platform. The platform’s time-saving features and cost-efficient automations have proven invaluable, especially as the industry faces increasing demands for efficiency and customer satisfaction. Over the past year, numerous successful migrations from outdated legacy systems to Ordorite have taken place, underscoring the platform’s capability to modernise and streamline retail operations.

‘In addition to expanding the team and client base, we have been busy releasing a host of new development features. These include enhancements aimed at improving customer service and final mile logistics, as well as new system integrations, including Shipster by Oddsphere, an advanced shipping integration. These integrations and feature upgrades are designed to provide retailers with a seamless, end-to-end management solution that optimises every aspect of their business.’

Connolly says the company is excited about the ongoing development of more innovative features set to be rolled out in the coming months. ‘These advancements promise to further solidify

Ordorite’s position as a leader in retail management software, providing retailers with the tools they need to thrive in a competitive market.

‘As we prepare for the Manchester Furniture Show, we invite all visitors to come and see us on stand D2. This will be an excellent opportunity to meet the team, learn more about the software, and see first-hand how the Ordorite SaaS platform can revolutionise retail operations. Don’t miss the chance to request a demonstration and discover the powerful features that have made Ordorite a trusted name in the industry.’

Visit: www.ordorite.com

Delivering resolutions

Your customer is our customer, says Martin Napper, Castelan Group ceo

‘Our Furniture Care Network is a key element of our protection plan offering and a customer-facing part of our business. As such, we take enormous care when employing only the best colleagues to deliver that service – in the home of your customer,’ says Martin Napper, Castelan Group ceo.

‘But the servicing of our protection plans is just half of the story. Many of the UK’s leading retailers and manufacturers trust us to be the face of their own customer service function,

regularly selecting Furniture Care Network over other providers based on our ability to actually deliver better resolutions to the customer and better cost efficiency for the client.

‘With around 100 technicians, we have all areas of the UK and Ireland covered and are delivering an average lead time comfortably within five working days in most areas. This is the kind of service your customers have come to expect, and we are committed to growing our network of technicians as the volume

of our work increases. We make 120,000 home visits per year and are professional experts in all types of furniture products and repairs. We are the only national network consistently offering a lead time within five days.

‘Our Furniture Care Network technicians are fully equipped with all of the items they need to complete the job on the first visit if at all possible. This not only demonstrates our skill and ability to solve problems but also reduces the inconvenience for the customer. That’s why our technicians carry more than 3,000 items of stock in their Castelan vans with which to carry out a swift and effective resolution to the visit.

‘Whatever your needs, we have it covered and can provide report and inspection only; report and resolution; report and fix, half-day or full-day technician visits – ideal for sorting out all those little issues in your showroom or warehouse – or a combination of all of these.

‘We are totally committed to delivering on our promises – and yours – and we would be pleased to discuss our schemes and service provision with any potential partners, demonstrating why we are the trusted name to provide extensive and compliant services to the furniture industry.’

Visit: www.castelangroup.com

Heritage and innovation

Guardsman has been meeting the industry’s needs for more than a century

In the competitive world of furniture care and warranties, standing out requires a unique blend of heritage, expertise and innovation. Guardsman, with a history spanning more than 100 years, ticks all of those boxes while continuing to evolve to meet the changing needs of the industry.

The journey began more than a century ago, with a commitment to really understanding furniture by offering protective products suitable for all finishes and learning how to care for it. With this knowledge gained, it then began sharing it with others, offering a unique service.

The dedication to understanding furniture and finishes continued when the Guardsman furniture protection plan was launched, along with a superior range of care and protection products to accompany it. The main aim was

to offer quality products and services suitable for both the consumer and the furniture, and this coupled with the company’s promise to offer the best customer care has remained steadfast.

‘Over the years, we’ve built a reputation for reliability and excellence, becoming a trusted name in the furniture industry. Our rich heritage is not just a testament to our longevity but to our ability to adapt and innovate while staying true to our core values. In an industry where regulatory standards are constantly evolving, we have always been at the forefront of adhering to those regulations. Our commitment to maintaining high standards ensures our customers receive products and services that meet their needs whilst following regulatory requirements. This dedication to regulation and quality control sets us apart and reinforces our reputation as a reliable and trustworthy provider,’ says Mark Potter, Guardsman md.

The Guardsman leadership team is composed of industry veterans with extensive knowledge and experience. Its deep understanding of market dynamics, trends and customer needs drives strategic decisions and ensures the company remains ahead of the curve. Their vision and expertise have been instrumental in steering the company towards the success it continues to be.

‘A key factor in our award-winning service is our technician network. We are renowned for having one of the highest

first-visit fix rates in the industry. Our highly trained technicians are equipped with the latest tools and techniques to address any issues promptly and effectively. This efficiency not only reduces downtime for our customers but enhances their overall experience, fostering loyalty and trust,’ says Potter.

The team’s dedication to quality extends to its range of premium furniture care kits. Designed to maintain and protect furniture, they are now stocked by many leading furniture retailers who recognise the value of the brand.

‘The superior quality of our kits and the strong relationship we have built with our supplier in Italy are what sets us apart, making them a preferred choice among retailers and customers alike. Retailers across the industry are increasingly stocking our premium care kits, a testament to the recognised value of our brand. By choosing our products, retailers align themselves with a brand that stands for quality, reliability and exceptional partnership approach,’ says Zeyn Kassam, Guardsman head of sales and business development.

‘As we look to the future, we remain committed to upholding our legacy of quality, innovation and superior customer service. Thank you for being a part of our journey and helping us reach this remarkable milestone. Here’s to many more years of success and collaboration,’ says Potter.

Visit: www.guardsman.co.uk

Fabric care kit

The technician network is award-winning

Consumers are increasingly finding Guardsman products in-store

Insurance expertise

Insurance experts, guiding you through the changing regulatory landscape.

Protection Plans

FCA regulated furniture insurance for every day accidental damage

Products

Furniture care products to complement our protection plans, or to sell as an add on

First visit fix

Consistently achieving a first visit fix rate of 80% or over!* 80%

100 years

With over a century of expertise, understanding furniture & crafting premium care products and services.

Platinum rewards

The Platinum Club can provide incentives to help boost sales

After the seasonal sale is the perfect time to assess and review. Protect-A-Bed, the award-winning specialist in mattress protection, will have helped multiple retailers throughout the sale period to grow sales.

‘The Platinum Club has been extremely successful since its creation. We continuously build frameworks that are simple for retailers to implement, in order to achieve extremely high sales within the category. The Platinum Club is an in-store rewards programme designed to build, recognise and reward this success. We create energy and excitement in a category often overlooked, and our ability to turn this into sales growth is phenomenal,’ says Gowsh Shan, Protect-A-Bed national sales manager.

‘The Platinum Club is only one element. There are some significant differences between Protect-A-Bed and other mattress protectors: every Protect-ABed protector also includes a 10-15-year product guarantee and when bought with a mattress, a 10-15-year anti-stain guarantee. Protect-A-Bed will have the mattress professionally cleaned to the customer’s satisfaction or buy the

customer a new one if it fails and the mattress was bought with the protector. This promise is significantly powerful and is at the core of our philosophy.

‘It’s in the store’s and the customer’s interest to purchase Protect-A-Bed mattress protectors. Our speciality is driving in-store performance, so linked mattress and mattress protector sales are extremely high. The customer benefits from a healthy and hygienic

sleep zone while the store benefits from increased sales revenue. Every customer who walks through the door, if buying a mattress, needs to buy a mattress protector. It’s in their interest to do so.

‘We can upskill your team and increase sales revenue by maximising every sales opportunity. We can manage every step of the process for you and build a reward scheme through The Platinum Club.’

Visit: www.protectabed.co.uk

Market Leading Mattress Protector Brand, Featuring Cutting-Edge Materials Including Copper, Graphene, Charcoal and Bamboo!

• Professional Sales Training & Motivational Programme

• Best in Class Product Innovation and Cooling Technology

• Genuine 15 Year Guarantee Programme

• State of the Art Dynamic Display Bays

• Award Winning Customer Service & Claims Resolution

Bunk up

The standards on bunk beds have been updated

The EN 747 set of standards focuses on the strength, durability, and in particular the safe use of bunk beds and high beds. This year, updated versions were released to further enhance user safety.

EN 747-1:2024 ‘Furniture – Bunk beds and High beds. Safety, strength and durability requirements’ sets out safety

requirements for both domestic and non-domestic use. It covers the durability of the construction of the product, as well as assessing features such as accessible holes, gaps and openings, and the risks of head entrapment.

One safety issue addressed is the risk that any part of a child under six years

Seriously fun, seriously safe

SATRA can assess children’s furniture for potential hazards such as entrapment, restricted substances and suffocation risks in addition to mattress hardness and dimensional requirements. SATRA provides testing services for:

• Cots

• Cot beds

• Junior beds

• Play beds

• High beds

• Bunk beds

• Child seating, tables and storage furniture

old becomes trapped at or above the height of any part of the bed’s sleeping surface in a way that may give rise to any risk of death or injury. The standard also looks at ventilation, structural integrity and safety barriers around upper beds. Ladders are also reviewed, as well as new considerations for stairs and handrails.

Other key standards recently updated include EN 1725 for ‘Domestic furniture. Beds and mattresses. Safety requirements and test methods’, covering all adult beds (not medical beds), high or bunk beds.

SATRA’s furniture testing facility is an international centre of excellence for testing, training, consultancy and innovation, allowing it to test sofas, chairs, cabinets and other furniture against national, European and international standards and key retailer specifications, to give you confidence that your products are fit for purpose and safe to use.

Email: furniture@satra.com

• Changing units please contact furniture@satra.com or visit www.satra.com

L.T.S. L.T.S.

Lancashire Testing Services Ltd

A helping hand in testing times...

“UKAS accredited testing laboratory specialising in flammability testing. LTS Ltd follows a business philosophy that is the soul of our company. It incorporates our mission and vision, high professional business ethics and values.”

•Flammability Testing

•Domestic Upholstery

•Contract Upholstery

•Domestic Mattresses

•Contract Mattresses

•Headboard Fabrics

•Curtains

•Bedding

•Protective Clothing

•Physical Testing

•Tensile Strength

•Tear Strength

•Seam Slippage

•Abrasion

•Pilling

•Colour Fastness

•Training Courses

•Regulatory Advice

Units 26/27 | Lyon Road Industrial Estate Kearsley | BL4 8NB Tel: 01204 792858 | Email: enquiries@ltslab.co.uk www.ltslab.co.uk

F Edmondson & Sons – European Furniture Transport

Specialising in the collection, distribution and delivery of high-quality furniture throughout the UK and Europe for manufacturers, retailers and private clients.

F Edmondson & Sons is a family-owned company with a proud heritage spanning six decades. We offer nationwide delivery service, bookings for all deliveries, home and trade deliveries, full and part loads, receiving containers and re-delivery of goods.

We’re Hiring...

Territory Manager

Warwickshire & Part Northamptonshire & Worcestershire

Attractive Salary Package + Excellent Company Benefits

Cormar Carpets is the UK’s leading manufacturer of tufted carpets, supplying stylish, quality carpets to the retail, contract and wholesale trade throughout the UK.

Due to retirement, we are looking for an enthusiastic and committed individual with the ability to realise the full potential of the territory. Knowledge of both retail and new build sectors, although not essential, would be ideal. However previous sales experience is required, as applicants must be able to demonstrate a proven successful sales record.

The ideal candidate would live within the counties described, although the defined territory will be subject to the successful candidates location.

Previous applicants may apply.

Apply using the QR code or send your CV and covering letter summarising your relevant skills and experience for the attention of:

Carla Grant, HR Manager

Cormar Carpets, Brookhouse Mill, Greenmount, Bury, BL8 4HR carla.grant@cormarcarpets.co.uk

www.cormarcarpets.co.uk

THE METRO GROUP OPERATIONS MANAGER

The Metro Group is a member owned, non-profit making buying group for independent flooring retailers that celebrates being 45 years old this year. The Group represents 140 independent stores across the UK who have exclusive access to the Carpet1st brand. The Metro Merchandising Team provides a truly bespoke, inhouse, marketing, design, print and installation service to members.

Due to a forthcoming retirement, there is a unique opportunity to join this successful, market leading group.

Reporting to the Metro Board, the successful candidate will be the driving force behind the continuing success and development of the Metro Group.

Knowledge of the flooring industry is essential as well as sound commercial acumen. You must be able to work as part of a small team at every level required by the role. Your communication skills with members, suppliers and in the wider market will be key.

There is extensive travel throughout the UK and an office based in Bolton.

A competitive salary and package including car, pension and private healthcare is available.

An application with a covering letter and copy of your current CV should be sent for the attention of Steve Depport at stevedepport@carpet1st.co.uk or to The Metro Group, 21, Chorley New Road, Bolton, BL1 4QR

Closing date for applications will be 12th August 2024

Cormar Carpets is the UK’s leading manufacturer of tufted carpets, supplying stylish, quality carpets to the retail, contract and wholesale trade throughout the UK.

We are looking for an enthusiastic and committed individual with the ability to realise the full potential of the territory. Knowledge of both retail and new build sectors, although not essential, would be ideal. However previous sales experience is required, as applicants must be able to demonstrate a proven successful sales record.

The ideal candidate would live within the counties described, although the defined territory will be subject to the successful candidates location.

Previous applicants may apply.

Apply using the QR code or send your CV and covering letter summarising your relevant skills and experience for the attention of:

Carla Grant, HR Manager

Cormar Carpets, Brookhouse Mill, Greenmount, Bury, BL8 4HR carla.grant@cormarcarpets.co.uk West

RECRUITMENT

If you are looking to recruit staff for your furniture or flooring stores, looking for sales staff or reps for your manufacturing outlet, then INTERIORS MONTHLY offers a great package!

Our online package is just £175. Your advert will appear in our jobs section on the website until the position is filled or you ask us to remove. Our weekly newsletter, which is mailed every Thursday to 7000 industry professionals, also includes a list of these latest jobs.

If you have both online and quarter page recruitment advert in our magazine, the cost will only be £250!

Costs for larger recruitment adverts are available upon request.

Please contact Jarrod on E: jbird@interiorsmonthly.co.uk T: 01565 631 397

Sign-up free as a Stroolmount stockist and GIVE YOUR ADD-ON SALES

Stroolmount are always incredibly accommodating and have helped us make a big difference to the service we offer

We only sell to the trade

Sign up and gain extra sales as you’ll be listed on our website and we’ll point sales in your direction.

Sign-up as a stockist for free and gain all this:

Free advertising: your shop’s address, website and contact details promoted.

Free advertising to create consumer demand

More traffic: we’ll link our site to yours to improve your Google ranking.

Instant contact: customers can click straight through from us to you.

Free Google maps: customers can see where you are and contact

Never throw away a sale… Don’t direct customers to DIY stores for floor and furniture protection. Stock Stroolmount.co.uk products: when they buy replacements, show them your new furniture and flooring.

Boost your Google ranking as we’ll link your website to ours

In 1 click, customers can visit your website from ours