SMG News - Autumn 2016

SMG NEWS | AUTUMN 2016 | ISSUE 183 The Official Publication of SMG The National Furnishing Group

www.cormarcarpets.co.uk

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CONTENTS SMG NEWS | AUTUMN 2016 | ISSUE 183

NEWS 6

CORMAR’S PORTAL UPDATE

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NEW MD AT WOODPECKER

13 CAVALIER NEW LAUNCHES 14 RUG CONCEPT A HIT

REGULARS 11 AT THE SHARP END Pete Woodfield from Woodpecker

17 BUSINESS INSIGHT An insight from Richard Renouf

58 MEMBER FOCUS Salisbury Carpets in Wiltshire

FEATURES 19 DON’T BE SHEEPISH...

30 MEMBERS TRIP TO DENMARK 32 WOODPECKER REBRAND 37 SPECIALIST UNDERLAYS

ON THE COVER Alternative Flooring Strawberry Meadow

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Cormar Carpets Soft Focus - Starlight Grey

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SMG NEWS | AUTUMN 2016

Dear Members, As 2016 is drawing to a close, here at SMG we are starting to turn our attention to the new year and the exciting new developments it will bring for Members.

The year starts with another success story and all eyes will be on the NEC and the January Furniture Show.

As most of you will be aware SMG was involved in bringing flooring back to the show this year within a dedicated Flooring Showcase and I’m delighted that this will continue for the 2017 show which promises to be even better.

I’d like to encourage Members to attend key events such as this, where you can see many of the top suppliers under one roof. What’s more, they are a great opportunity for you to meet with the SMG team and gain an insight into new developments within the Group.

We would be delighted to welcome Members onto the stand to discuss business or simply share an idea. To convince you further, throughout next year we’ll continue to offer VIP packages to those who attend to make it that much more enticing.

Whilst next year is tantalisingly close there is still some news to report on in another great issue of SMG News.

During September four lucky SMG Members were flown to Denmark to visit the Danfloor factory after winning the Open Spaces promotion. You can read all about it in the centre pages and I would like to thank Ulster’s Residential Sales Director, Jeremy Wilson and Danfloor Managing Director Jesper Jensen for organising the event.

The feedback was fantastic and everyone agreed that it was a very productive event. Members found the two days were extremely informative and it certainly increased their knowledge of the quality manufacturing processes carried out by these manufacturers.

The Member Focus, starting on page 58, features Salisbury Carpets in Wiltshire. Having joined the Group in 2012 they’ve gone from strength to strength and it’s interesting to read their views on Group Membership - I’m not sure I could have said it better myself!

Twelve months ago I was very confident about the year ahead and I feel the same now. SMG Members will be in an even stronger position in 2017 having improved our business support package this year with the superb SMG Insurance Solutions and a vehicle leasing provider whilst also increasing the Approved Supplier portfolio with the valuable additions of Balta and Crown Floors. Group promotions continue to add significant value and have generated some incredible additional income for many Members.

I hope that the rest of the year brings you continued positivity and success.

All the best,

Ben Young Director of Marketing

SMG The National Furnishing Group 9 The Markham Centre, Station Road, Theale, Reading, Berkshire RG7 4PE Telephone 0118 932 3832 Fax 0118 930 4515 Email info@smg-group.co.uk Web www.smg-group.co.uk Published by: SMG The National Furnishing Group. Printed by: Lamport Gilbert Limited 3 Darwin Close, Reading, Berkshire RG2 0TB.

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NEWS UPDATE NEW FEATURES FOR CORMAR’S ONLINE TRADE PORTAL With a host of new features, Cormar Carpets’ successful online trade portal is now better than ever, making it the place to go for online trading for carpet retailers.

channels and logistics at Cormar Carpets.

“The new features enhance the experience and make it easier to access on the go. However it doesn’t stop there, the growth in ‘digital’ means the trade portal has to be constantly evolving.”

Since its launch in 2011, the portal has gone from strength to strength with over The Cormar B2B web portal is free to all £100m of business placed by retailers and trade customers of Cormar Carpets and 30% of all orders now placed online.

was showcased at this year’s Flooring Show in Harrogate. This system has recently been nominated for Best B2B website at the Ecommerce awards in London.

For more information please contact your local representative or email help.portal@cormarcarpets.co.uk.

New features added to the site have made it quicker and easier for retailers to use and the site is now fully responsive so that it can be accessed 24/7 via mobile, tablet or desktop PC. The updated portal offers improved order tracking and retailers can now order consumer samples online, to be sent to their customers. Retailers also benefit from faster account activation, an easier checkout facility and safe card payment.

“With the increasing popularity of touch screen devices and a growing number of customers who wish to trade online, the time felt right to refresh and improve the design,” said Craig Marshall, head of sales

AXMINSTER CARPETS APPOINTS NEW SALES DIRECTOR Luxury wool carpet specialist Axminster Carpets has appointed Jonathan Young as the company’s new UK and Export Sales Director.

Jonathan is a professional sales leader with over 30 years’ experience in the interior furnishings business predominantly in the carpet sector holding director level positions in a number of manufacturers including Brintons, Milliken, and most recently OW Hospitality.

On joining the company, he comments “It’s a real privilege to be part of one of the UK’s most iconic brands and the original home of the Axminster Carpet.

There is a great story to tell around the heritage and the focus on wool, benefits to both the environment and healthy living, and I’m thrilled to be leading this sales effort in the UK and globally.”

“There are some exciting upcoming opportunities and we have lots of activity planned to raise the profile of the brand in the marketplace with a number of exciting launches scheduled for the commercial and residential markets”.

In addition to his roles within the carpet companies he has also acted as Chairman of the BCFA from 2011 until 2014, leading the Board of the trade association that supports the British Contract Furnishings Association, and currently as Vice President of the UK chapter of the NEWH. He continues to be a Board member of both trade organisations.

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WELCOME TO BROCKWAY’S NEW WEBSITE Brockway has launched its brand new website, enhancing its service to retailers and make choosing a Brockway carpet even easier for customers. As ‘The Home of Wool Carpets,’ www.brockway.co.uk has undergone a complete makeover with a crisp new design that shows off its portfolio of new ranges in all their glory.

It’s now more interactive with lots of added features - not only can you select by carpet range, you can also refine by colour or style. It also lets customers know ‘where to buy’ Brockway carpets by entering their postcode to bring up details of their nearest Brockway stockists.

There’s a ‘free samples’ feature, which allows customers to order up to 4 samples of their favourite carpets with free delivery to their home. And it features ‘inspiring room ideas’ with stunning new roomset photography that shows how to create that special look in the home.

Equally, it focuses strongly on Brockway’s British heritage, ‘family’ values, traditional Kidderminster manufacturing base, commitment to sustainability and innovative developments.

Sales Director Shaun Lewis comments “Our new website reinforces our positioning as ‘the home of wool carpets’. It’ll play a major marketing and sales role for us in the future and, importantly, promote the role of our retailer network.”

Brockway has been designing and producing premium quality, hand finished carpets in Kidderminster since 1964.

The company combines British craftsmanship using the finest raw materials to ensure the sustainable manufacture of award-winning carpets, which offer great value for money for any budget and taste.

For further information contact your local representative, or contact Brockway directly on 01562 828200.

ULSTER DESIGNERS MOVE TO THE HEART OF THE UK CARPET INDUSTRY Ulster’s talented residential design and development team have recently moved to new offices in the award-winning, Museum of Carpet in Kidderminster. Kidderminster is renowned around the world as the heartland of the UK carpet industry and Ulster Carpets have had an established design office in the area for almost 40 years. To this day the carpet industry is celebrated in the town and nowhere more so than in the Museum of Carpet, where hundreds of exhibits offer an insight into this unique world of manufacturing and design.

Jeremy Wilson, Ulster’s Residential Sales Director comments “At Ulster we are proud of our heritage and roots in UK manufacturing. It is inspirational to be surrounded by the beautiful exhibits on display at the museum on a daily basis.

Whilst it is important to protect the legacy of the Ulster brand and the carpet industry as a whole, we at Ulster are very much looking to the future and focused on innovation in design and manufacturing. We are constantly reinventing our product offering and striving to create beautiful patterns and colours which surprise and delight our customers.”

Joining the team in their new offices is Ulster’s most recent appointment, Sue Swannell. Sue takes up the role of Design Archivist and will be responsible ensuring that Ulster’s vast archive of design work is at the finger tips of their globally

placed clients and designers. With her in depth experience of the carpet industry, Sue will play a valuable role in protecting Ulster’s design work for future generations.

Jeremy Wilson continues “At Ulster we have our place in the carpet history books for the huge difference PSYLO™ has made to traditional jacquard weaving, which enables us to continue manufacturing in the UK. The Museum of Carpet serves as a good reminder of how far we have come, but it is our intention at Ulster to push the boundaries further. We are currently investing in the development of future weaving technology to enable our designers to express their creativity in design without any limitations.”

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NEWS UPDATE CROWNING GLORY AT THE FLOORING SHOW Boasting an impressive 27 collections on display, the Crown Floors stand at The Flooring Show proved a popular stopping point for visitors to the event eager to explore the latest additions.

With established favourites positioned next to innovative and striking new styles, retailers were able to the see first-hand how Crown Floors is evolving and what they can expect from the Balta brand as the new year approaches.

Joined by an equally impressive family of display options upon a much larger exhibition stand than in previous years, the strength of the collection demonstrated just how far the brand had come since its introduction some five years ago.

With a colourful backdrop of wall units beautifully displaying the diversity of the collection, the remainder of the stand was dedicated to showcasing new and existing collections on the numerous point of sale options available, including new style single-range waterfall lecterns and the Familyproof Comfort 74-strong tombola.

Among the new and existing Easy Clean collections, The Flooring Show was also home to three new super-soft Satino Collections, recently added to

bring additional diversity and choice.

Satino Exodus, Satino Finesse and Satino Exquisite were displayed in prominent positions, allowing passing visitors to experience the of-the-moment silk-like effect and sumptuous underfoot comfort that these collections deliver.

showcased Crown Floors. New and old customers consistently remarked how the diversity and choice now available is ideal for meeting the demands of today’s homeowner and it all points to a successful peak autumn selling period.”

For further information please contact “We wanted The Flooring Show 2016 to Crown Floors on 0800 898 282 or visit be our biggest and best yet and it did not www.crownfloors.co.uk. disappoint” explains James Caldwell, sales coordinator, Crown Floors. “Such has been the success of the brand that we needed a larger platform to showcase our full collection and point-of-sale options, the result was an exhibit that perfectly

NEW MANAGING DIRECTOR FOR WOODPECKER Congratulations are in order for Woodpecker’s former Sales Director Darwyn Ker who has been appointed to the new role of Managing Director. He succeeds Nelson Ker who has taken up the Chairman role and will continue to take an active interest in the company’s development.

Nelson comments “As Woodpecker Flooring has grown it has long been my objective to make room for the talent that has existed in the company and to provide a culture where people can realise their potential and take ownership and responsibility of their roles while having the ability to build

teams effectively. This is why we have invested hundreds of thousands of pounds over recent years to provide training and personal development to ensure there is the ability to fulfil leadership roles as the company grows.”

“For this reason I have taken the decision to appoint Darwyn as Managing Director so he can lead the company forward and develop its full potential. I will take up the Chairman role and continue to take an active interest in strategic development of the company while exploring the potential for development of international markets. This move will help to strengthen existing internal management and increase opportunities for new strategic partnerships in the UK and abroad.”

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MORE RETAILERS ‘BUY INTO’ THE CHALLENGE OF RECYCLING CARPETS More retailers are prepared to take on the challenge of recycling waste carpet that can potentially help them to make substantial cost savings while improving their service to customers, according to Carpet Recycling UK. Speaking after the three-day 2016 Harrogate Flooring Show, CRUK Director Laurance Bird said there was a ‘noticeable increase’ in enquiries from companies looking to reduce their costs and gain green credentials through a sustainable disposal route for both uplifted carpet and post-installation offcuts.

“Larger retailers or contractors paying more than £500 per month for carpet waste disposal can reap the benefits” explained Laurance.

“Up to 30% savings are feasible if carpets are segregated and baled, which adds up to considerable savings over a year. Our many success stories demonstrate this.”

CRUK’s stand and two seminars providing practical advice and tips on how to recycle carpets attracted more than

100 delegates. CRUK member Kenburn Waste Management was also exhibiting and received several orders for their ‘carpet crusher’ at the show. This machine ‘compacts’ carpet waste with a 4:1 ratio, greatly reducing its bulk to save on transport costs associated with it.

Simon Wells, Sales Manager at Kenburn revealed how companies generating an average two or three tonnes of waste carpet per week could achieve annual savings up to £8,000 to £10,000 a year.

Simon comments “The cost to landfill waste is now an average £130 per tonne - a staggering 270% rise over nine years. Recycling carpet not only makes economic and environmental sense, it improves housekeeping and is also a great story!”

Unveiling ‘The Secret of Carpet Recycling’, Peter Steel of Linney Cooper, another CRUK member, outlined the thought processes and steps retailers should consider to make recycling work for them.

“We need to change the way we look at our waste, where it goes to and what we can do about it. Organisations such as Carpet Recycling UK can help you dispose of carpet waste more responsibly - and save money.”

With on-going support from its core funders, Cormar Carpets, Lifestyle Floors/ Headlam, Desso, Ege, Milliken, Balsan and Marlings, CRUK continues to drive solutions for the 400,000 tonnes of waste carpet that arise in the UK every year. Its target is 60% landfill diversion by 2020.

Landfill diversion of carpets has increased from 2% to 31% over the past eight years.

Laurance added “The reuse and recycling of waste carpet across the UK continues to rise year on year. It is very encouraging that more retailers are willing to join us on this journey to greater sustainability.”

For more information please contact Marie Rhodes on 0161 440 8325 or visit www.carpetrecyclinguk.com.

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AT THE SHARP END EACH ISSUE SMG PUTS TEN QUESTIONS TO A SALES REPRESENTATIVE TO HEAR THEIR THOUGHTS FROM ‘THE SHARP END’.

Pete Woodfield, Business Development Manager at Woodpecker Flooring, joined the company ten years ago and hasn’t looked back. Pete ran a successful commercial landscaping business for many years, but decided to step away from the outside elements and is now responsible for retailers in the South West of England.

HOW DID YOU GET INTO THE TRADE? “Before I came into the wood flooring industry, I ran my own commercial landscaping business for 28 years. As my three sons grew up, they also became a part of the business and everything worked well with us all very happy. However, we decided that to be prepared for a future that could be very competitive and tough, it would benefit us all to get some sales experience outside of the family company. So we sold the business and I applied to be Woodpecker’s salesman in the South West of England after noticing the advertisement in a magazine. I’m still at the company some 10 years later and all my sons have jobs in field sales too. We’re still all very happy - life’s a dream!”

WHAT HAVE YOU SEEN CHANGE THE MOST IN THE LAST FIVE YEARS? “In the last five years, I’ve seen a substantial growth in the market for Luxury Vinyl Tiles with the introduction of more suppliers and a huge emphasis placed on new colours. The wood market has also moved forward, both in the area of high quality, upmarket products and low cost engineered wood imports. There’s also been an increase in the popularity of lighter floor colours and a moving away from solid wood, along with the introduction of many more LVT and wood click systems.”

WHAT’S YOUR FAVOURITE PRODUCT? “My favourite Woodpecker product has to be the Woodpecker Chepstow range because of its striking character. These floors offer a superior 21mm thickness, 6mm wear layer

and are available in 15 styles including distinct finishes such as Planed, Sawn and Distressed. The bestseller in my area would be the Chepstow Rustic Brushed and Oiled which is a great floor for contract work and also popular in homes - it really is an awesome product! My second favourite range would be Harlech. These floors are all 15mm thick with a 4mm wear layer, offering excellent quality in a variety of traditional and contemporary colours at a good price.”

WHAT DO YOU SEE AS THE KEY MARKET CHALLENGE FOR RETAILERS AT THE MOMENT? “I think online competition is the key market challenge for retailers at the moment. In this environment, I think it’s important that retailers provide much more than just a drop-in library of products for shoppers who are only interested in checking prices.

I believe they should push the benefits of their technical expertise and ongoing support as these are benefits which online stores often can’t provide. By doing so, retailers can ensure that the customer experience is much easier and more enjoyable than their online competitors.

Not forgetting that the purchase of a quality wood floor is a big decision and brings with it many days of happiness and lasting memories of family life.”

OF ALL THE RETAILERS YOU VISIT WHAT COMMON DENOMINATOR CONTRIBUTES TO THEM BEING SUCCESSFUL? “I find that the common denominator to retailers being successful is their knowledge not only of the product but of the installation

and their ability to promote a product on the basis of its brand. I would also have to say that there’s always a happy, loyal atmosphere at flooring retailers and I think this goes a long way to making customers feel confident about their purchase, driving more success and encouraging repeat business.”

AS A REPRESENTATIVE WHAT ARE YOUR BIGGEST CHALLENGES? “As a representative, I find the competition from online stores to be a growing challenge with consumers easily attracted to the low prices they find online. I also find it trialling to experience how often retailers sell on the basis of price when they have a lot more to put forward: their expertise, support and experience is what makes them competitive.”

IF YOU COULD ASK RETAILERS TO CHANGE ONE THING WHAT WOULD IT BE? “I think it would be a great benefit to retailers if they really tried to sell on the benefits of the great service they can provide rather than just push on price.”

OUTSIDE OF WORK, WHAT ARE YOUR INTERESTS? “Outside of work I love spending time with my grandchildren. My wife and myself spend time walking, enjoying a good meal and thanking God for everything.”

WHAT’S THE BEST PIECE OF ADVICE YOU’VE EVER BEEN GIVEN? “Always stay positive and be helpful, when you see a person without a smile, give them yours.”

Woodpecker are passionate about the personality, life and atmosphere that wood flooring brings to the home, and have loved working with this natural material for more than two decades. The company have thirteen manufacturing facilities around the globe today and their understanding and experience of timber shows in the stunning characteristics of every floorboard they create.

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NEWS UPDATE FLAIR SEASONAL UPDATES LIGHT UP THE FLOORING SHOW Highlights from the Flair Rugs’ portfolio were showcased at this year’s Flooring Show, including a number of updates brand new for the autumn and winter season.

The halls of Harrogate were treated to the very latest in underfoot creativity, with new designs and collections turning the heads of Flooring Show guests across a busy three-day period that saw pure

wool, super-soft polyester and polypropylene fibres championed with an array of aesthetic and practical credentials.

Gareth Davies, Sales and Marketing Director, shared his reaction to this year’s event “Flair Rugs’ return to The Flooring Show has proved a huge triumph, and we will certainly be heading back to Harrogate in 12 months time. This was a

fantastic opportunity to meet new faces and to enhance existing partnerships and we were delighted at the positive feedback gained by our new collections, as Flair’s trend-focused approach continues to pay dividends.”

With vibrant Prismatic introduced alongside the beautifully intricate Persia and Venice, this offering is just a taste of what retailers can expect over the coming months, with regular updates enhancing a portfolio that can be presented through a new point of sale stand.

“Our new point of sale combines a space-saving lectern with eye-catching laminate brochure, showcasing the entire Flair Rugs collection in practical form.

Within these pages will be all 1,800 Flair sizes and styles, allowing retailers to display without a large in-store footprint.”

For further information please contact Flair Rugs on 01457 850660 or email sales@flairrugs.com.

MORE MEMBERS ARE SAVING WITH ANNEX SOLUTIONS More Members are reaping the rewards of their membership. Last year Warren from Action Carpets in Folkestone contacted SMG head office “When we last met you reminded me of the other services available through my membership.”

“I called Warren Duckett at Annex Solutions and in approximately five minutes he has transferred our gas supply and if we use the same amount as last year we will save upwards of £1340 this year coming... Impressive! Thanks SMG!” It’s another happy Member who has used the service. Annex Solutions can provide all SMG Members with a free independent and comprehensive service to ensure that they reduce their

overheads. If you decide to switch suppliers the dedicated customer service team will take care of the entire process for you, saving you time and ensuring that the transfer process is seamless.

Having used the service and saved money at SMG head office we can certainly confirm that it is a simple process!

Start Saving

TODAY! • Totally free and independent service • Deal direct with all major suppliers • Free ongoing account management • Save up to 80% on your renewal

Contact Annex Solutions today on 01274 551 550 to find out how much money you could save.

Contact Annex Solutions today on 01274 551 550!

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NEW LAUNCHES FOR CAVALIER Cavalier returned to Harrogate this year as part of the British Pavilion. With a new stand, many new products and developments of existing ranges this year proved to be their busiest yet.

It saw the launch of ‘Cosmopolitan’ a brand new 1/8th gauge twist, with a new modern palette of twenty four sophisticated plain tones to suit all styles of decor. Available in three qualities and two widths. To back up their new plain twist collection Cavalier have extended their already successful ‘Pennine Heathers’ with the addition of new colours and two more weights (40oz & 60oz). The Lancashire based manufacturer, long associated with the production of fine velvet qualities, did not disappoint with the new look to their well established ‘Cartouche’ range, with seven tasteful new tones which give the range a whole new look.

Loops have always had a place in the product portfolio and this year saw the unveiling of the latest ‘Capital Loop’, with a sophisticated plain colour range in two subtle textured designs. Available in both 4 and 5 metre widths and made using 100% Wool yarns with a heavy domestic rating.

Also on display was the new ‘Stain-less Serenity’ a two ply polypropylene range, in two luxurious qualities including ‘Imperial’ with a sumptuous 16mm pile height, giving it a super soft luxurious feel. The Stain-less collection now boasts another two new products being shown at Harrogate for the first time, ‘Protégé and Virtuoso’, both of which use the same

Cartouche

Cosmopolitan Twist

choice of ten popular colours in two distinctive quality options, 4 and 5 metre widths and as ever the assurance of bleach cleanable stain resistance.

Visitors also saw a preview of ‘Silken’ the latest addition to Cavaliers’ easy clean collection with a unique, super deep, ultra fine, multi-ply polyester pile. This

Silken

woven wilton quality which is available in eight colourways and a four metre width certainly turned heads.

For more information please contact your local representative or Cavalier Carpets on 01254 268053.

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NEWS UPDATE NEW RUG CONCEPT PROVES MAJOR HIT FOR EDEL TELENZO AT HARROGATE For over four decades, Edel Telenzo has built its enviable reputation through the manufacture of beautiful broadloom carpets. Now following a successful launch of its Rugs and Runners Collection at The Flooring Show, it is set to bring its ethos of quality and style to area rugs.

The Show provided the opportunity for Edel Telenzo to showcase its new concept to the trade and explain the theory behind its creation. Mark Rooney, UK Managing Director, comments “Today’s consumers are certainly more sophisticated in their flooring choices,

particularly those wanting the expertise of an independent retailer, and many want to mix types or do something a little different in their home. Rugs and Runners answers this need, allowing them to create area rugs or runners in any of our broadloom styles and with a number of edging options.”

“Moreover, Rugs and Runners ensures that retailers can reach this market without significant investment or upheaval to their store. In fact, with our new high-quality presentation box, they can offer their customers an almost

limitless number of rug and runner options without having to give up any floor space at all.”

With the stand split between popular wool and wool-rich broadloom carpets and the introduction of the new Rug and Runner Concept, the busy exhibit exceeded all expectations. Mark adds “We had in mind what we hoped to achieve from the show but the results exceeded our expectations by some distance. We set ourselves an ambitious target for the number of Rugs and Runner POS boxes ordered, but even before the first day, this figure was surpassed. As a result, we are busy putting together even more boxes and are very excited about what the future holds.”

The Rugs and Runner Collection allows any of Edel Telenzo’s wool wall-to-wall collections to be turned into a bespoke size area rug or runner. Each style can be edged in one of 87 different options covering leather, felt, cotton and linen; each in a choice of colours that can complement or contrast the chosen style.

For more information on Edel Telenzo or if you are interested in opening an account please contact 01422 374417.

SAVE THE DATE

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SEALY PARTNERS WITH WIGAN WARRIORS FOR GRAND FINAL Leading bed brand, Sealy is delighted to announce it partnered with rugby league club Wigan Warriors for the Grand Final.

The Warriors ran out at Old Trafford with the Sealy logo on their shirts while, as part of the partnership, all of the First Team squad were given a Sealy bed to ensure a good night’s sleep ahead of the huge game.

Warriors Commercial Manager, Dan Burton comments “Leading into the Grand Final, every marginal gain we can get from a performance perspective is paramount. Ensuring the players have quality sleep throughout the week is vital and there is no better way of achieving that than having the world’s number one bed brand in Sealy supporting our preparations.”

Wigan Warriors are the latest athletes to partner with Sealy as part of the World of Sport campaign and join a host of other sporting stars including world heavyweight boxer, David Haye, champion weightlifter, Zoe Smith and cricketing legend, Phil Tufnell. Sleep is a vital part of training and recovery and also vital for your health and wellbeing as it restores the brain and activates the healing process.

Holly Venning, Brand Marketing Manager at Sealy UK adds “We are absolutely delighted to support the Warriors in their bid for Grand Final success. As part of our support, we are also gifting a number of beds to help them get the sleep they need to aid their performance both in training and on the day. We were very proud to have the Sealy logo emblazoned on their shirts for the match.”

BUOYANT ENTERS MODULAR UPHOLSTERY MARKET FOR FIRST TIME The Manchester Furniture show saw the launch of Buoyant’s new Memphis modular group. Aimed at expanding their product collection beyond the fixed seat ranges, the Memphis has put a modern day shape into a modular situation.

The reaction was tremendous with customers who saw the model on the stand placing orders there and then!

The range comes with a left or right arm unit, an armless unit, a corner unit and a chaise as well as complementing accent chairs and footstools. Fastened together with Crocodile clips, the modular pieces are easy to assemble and offer a multitude of seating options.

For more information contact your local representative or Buoyant on 01282 691631.

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BUSINESS INSIGHT IN A REGULAR FEATURE RICHARD RENOUF HIGHLIGHTS IMPORTANT BUSINESS ISSUES TO HELP MEMBERS STAY UP TO DATE!

Which would you prefer? An angry customer with an unfinished installation or a happy customer with a completed job? Seems like a no-brainer, doesn’t it? but let me give you some more information.

the angry customer when things go wrong. And I’d rather have the short term problems I can fix, than trying to correct a job months later when the flooring needs to be replaced as well as the floor put right.

Your fitters have turned up at the customer’s house to fit their flooring today. They’ve come across a problem with the floor and they think it will affect the finished job.

The customer wants it done today.

They’ve taken time off to be there.

The fitters think the floor needs work done on it before the flooring can go down. Now what’s your choice?

‘Disclaimers! Get the customer to sign that they’ve agreed to go ahead!’ seems a viable idea but in reality disclaimers are measured in the same way by a Court: Who’s likely to understand what is wrong and the consequences of this? Who’s more likely to misunderstand, or to make a hasty decision for expediency? A disclaimer may give some protection in some circumstances, but even if the disclaimer works, your ex-customer will never be back, and that’s likely to cost more than winning the case.

The unforeseen (and I hope this problem was unforeseeable) can cause chaos. It causes inconvenience to the customer and it plays havoc with your fitters’ timetable, costing you and/or them money.

Of course, there might be an easy work-around. A temporary fit until the floor can be dealt with, for example. But the temptation is to ignore the problem, fit the job and hope that you get away with it.

This scenario is played out many times a week across the UK, and a significant proportion of problems like this end up in Court. The District

Judge usually takes a simple view: Who is the expert here? Which of the parties is most likely to have been aware of the consequences of carrying on with the job? And this means that the flooring company (or whatever type of company is involved) finds themselves without an excuse and therefore has to bear the cost of putting things right.

I’d rather have an angry customer, in these circumstances, who can come to understand that I want the job to be the best and I have their best interests at heart. That kind of angry customer can be won over when the problems are resolved and the job is done to a high standard.

I’d rather not have the seemingly happy customer who then becomes

Good salespeople and good estimators can avoid most potential problems. But when the unforeseen happens, don’t be tempted to take risks. Do what’s right, even if it causes inconvenience to you, the fitters, or the customer. In the long run, it’s the most likely way to keep your customers happy and it’s the cheapest way to keep your reputation.

Richard has worked in floorcoverings and furniture retail for more than thirty years. His experience includes independent family businesses and a major national retail chain. In 1992 Richard established the Qualitas Conciliation Service (now the Furniture Ombudsman) to help resolve disputes about furniture and floorcoverings and is now working as an independent consultant and is a consultant member of the Contract Flooring Association.

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The Wool Carpet Focus Group at The Flooring Show This issue we asked Martin Curtis, Chairman of The Wool Carpet Focus Group, to give us his thoughts on The Flooring Show in Harrogate and the successes of the event!

“As always seems to be the case, there were so many last minute things to be done. What should’ve been an easy walk in the park became a mad dash for the finishing line... We only had a year to prepare after all!

Some things had to be last minute, like the Smiling Sheep Cup Cakes which seemed to go down rather well, both literally and figuratively. They were sponsored by Curtis Wool Direct with whom we shared the display area...

Thank you.

Other things, like Vince Holden’s dream (he honestly had a dream about this!) of having a treadmill with a wool carpet fixed to the running belt were a little more problematical. We couldn’t borrow a treadmill so, with a personal motive as well, I decided to buy one.

It was a brute of a machine and it took four body builders from the gym to move it into location at the Harrogate International Centre. A lovely pink wool carpet (pink is our theme shade of course - pun, shades? oh well...) was made for the treadmill and we started to attach it to the belt. All was going well until we discovered that the carpet was about three feet short in length. It just goes to show that you always need to invest in a good measurer and fitter!

So, Vince will have to have nightmares until next year when we will have loads of time to get the demonstration ready.

The fact is that wool carpets look better for longer and wear and clean better than synthetics - seeing is believing but you will have to wait until next year to see it.

The group of volunteer hand spinners went down so well with visitors and many were given the opportunity to have a go. Hand spinning is where it all started and all the modern equipment follows the same basic principles of how to spin a yarn today. One enthused visitor, who works for one of the huge commercial yarn spinners was a hand spinner herself and she will be invited to join us next year - she got stuck in and had a go before you could say Jack Flash!

Dr Mike Madden of ENco Global Testing Ltd was in great form and impressed onlookers and also the HIC health and safety staff with his demonstration of Chris Moffat’s patented ‘Unflammability’ system. Dr Mike was able to strike matches and build a small bonfire with them on top of a wool carpet. He lit candles and laid them on the carpet and finally he got a 1000 degree gas burner that scorched the wool pile! The singed wool just left a charred crust that was easy to scrape away with a coin or such like and the rest of the pile was intact; the flame didn’t penetrate the pile to get to the backing or the underlay. I recorded the demonstration and it will feature on YouTube soon.

We also featured the ‘Plunger’ on our stand and it became a real challenge to see who could compress the wool inside the perspex chamber the most and then see it bounceback to its previous state. One or two ladies found the right technique and out plunged their male partners... It did become a bit of a challenge and Joe Ferran, new CEO of the Wool Board, ended up the first day leader with an almighty plunge.

From Left: Wendy Adams, Martin Curtis, Vanessa Brady and Anthea Turner.

One or two contestants came back for more and I have to say the brute force exerted onto the wool never damaged it and it sprung back like a jack in the box every time. Indeed, the party only ended when one determined contestant plunged at an odd angle and snapped the pole! Great fun was had by all and the message was well demonstrated!

We showed the first four WoolAbilities animated videos and they were well received. They feature Bouncebackability, Cleanability, Breathability and Unflammability with the next Ability being chosen from SMG’s competition.

We were very lucky to have been joined

by Vanessa Brady, President of SBID and her friend the lovely Anthea Turner. It was a real treat to walk round the show with them and show organiser Wendy Adams. We stopped by the Woolsafe demonstration - red wine was spilled directly onto a beige carpet - there was a little consternation from Anthea in particular but with a dab and a spray of WOW (environmentally friendly and bleach free thank goodness!) and the stain was gone. Super impressive ‘Cleanability’ of wool carpets.

Many stands featured the ‘Smiling Sheep in Pink Sunglasses’ imagery and it looked as though wool was making a real comeback.

The WCFG’s message is simple and straightforward and easy to understand; Wool is the best fibre for making carpets and rugs #naturally!

Everyone’s talking about Wool Carpets!

We couldn’t make this up - it is all backed by science.”

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Originally published in Tomorrow’s Contract Floors, August 2016 and reproduced with kind permission. www.tomorrowscontractfloors.com SMG News - Autumn 2016.indd 19

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NEWS UPDATE IT’S ALL TO PLAY FOR AS SEALY TEAMS UP WITH HOTSPURS STAR The world’s number one bed brand, Sealy UK, has teamed up with Tottenham Hotspur right back, Kieran Trippier, to help boost his sporting performance through high quality sleep.

be working with Kieran as part of our World of Sport campaign. He is a talented young star who is playing at the top of his game and we’re keen to support him with his performance.”

The young footballing star, who has been playing for Spurs since 2015, is the latest star to collaborate with the Cumbrian-based manufacturer to raise awareness of its World of Sport campaign which highlights the importance of sleep when it comes to sports performance.

“Believe it or not, sleep plays a major role when it comes to sports. This is when your body recovers, your muscles strengthen and rehydrate, and a good night’s shouldn’t be underestimated.

Kieran joins a line-up of high profile sporting professionals who are helping us to raise awareness of this link, including on how well we perform when we show Olympians Zoe Smith and Zoe up. It might seem like a no-brainer, but Gillings-Brier.” it’s surprising how many people just don’t Kieran said “It’s great to be working understand how important sleep is. I with Sealy as part of its World of Sport certainly feel the difference between a campaign. The coaching teams I’ve good and bad night’s sleep. I’m looking worked with have always emphasised forward to sleeping on my new Sealy the importance of getting a good night’s bed and seeing how this affects my sleep and that’s not just because we need performance this season.” to be up early for training, it also impacts

Kieran has had an impressive career having played for Manchester City, Barnsley, Burnley, Tottenham and England. He has experienced the vital role sleep plays when it comes to sporting performance both with training and representing his club in one of the biggest football leagues in the world.

Holly Venning, Brand Marketing Manager comments “We’re absolutely thrilled to

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INSURANCE INSIGHT IN THIS ISSUE MATT GOWING EXPLAINS THE INTRODUCTION OF THE INSURANCE ACT 2015 WHICH CAME INTO EFFECT IN AUGUST 2016.

A new Duty of Fair Presentation replaces the current Duty of Disclosure. Whilst the new Fair Presentation rules are similar in nature, they have some subtle differences and you must be able to demonstrate that you have given a ‘fair presentation’ to insurers about the risks in your business that are to be insured, before the insurance policy begins.

WHOSE KNOWLEDGE SHOULD BE INCLUDED IN YOUR FAIR PRESENTATION? The disclosure of information and details about the business and risks to be insured relies on your knowledge. However, the extent of ‘knowledge’ under the new Act goes beyond what you personally know and requires you to make a ‘reasonable search’ to find out and confirm details which are relevant to the insurance.

WHAT SHOULD I DISCLOSE? As was the case under the Duty of Disclosure rules, you must tell insurers about all facts that could affect their decision to offer insurance and on what terms.

The information you provide to insurers must be complete and correct to the best of your knowledge, not be misrepresented and be genuinely believed to be true. It is then up to the insurer to make any further enquiries needed to reveal material circumstances.

HOW SHOULD THE INFORMATION BE PRESENTED TO INSURERS? The Act requires a Fair Presentation to be made “in a manner which would be reasonably clear and accessible to a prudent insurer”.

WHAT HAPPENS IF I DON’T TELL INSURERS ABOUT SOMETHING THAT INCREASES THE RISK? Other than occasions where insurers undertake a full survey of your business and premises, missing information is usually discovered when you make a claim. The outcome will then come down to whether or not on balance you have made a ‘fair

presentation’. Insurers now have a number of different options available to them in responding to non-disclosure circumstances.

These are known as ‘remedies’, which are: If the non-disclosure was innocent, then the underwriter must consider what effect the missing information would have had if they had known it from the start. This could result in a number of different outcomes: (i) If this missing information is such that the insurer would not have been able to offer you insurance in the first place, they can avoid the policy from the start and not pay any claims but, if they do this, they must return to you all premium(s) paid; (ii) If the underwriter would have offered insurance, but on different terms and conditions, these will be applied retrospectively. This could mean that a claim you have made is excluded from cover under the revised terms, or perhaps a higher excess may apply thereby reducing the amount you can recover from your insurance; (iii) In addition, if a higher premium would have been charged the insurer can also reduce proportionately the claims settlement.

• If, however, you have deliberately withheld information, or recklessly given answers which you know to be incorrect or didn’t bother to check that the information you gave was accurate, then insurers can avoid the insurance policy from the date it started, refuse to pay all claims and can also keep all of the premium(s) you have paid.

FRAUDULENT CLAIMS As well as the new remedies available to insurers for non-disclosure, there are also changes under the Act to the remedies for fraudulent claims. If a fraudulent claim is made the insurer is not liable to pay it, can recover from you any costs they have already paid for claims and can cancel the policy without refund from the time of the fraudulent act.

BREACH OF WARRANTY Many commercial policies contain warranties.

These are terms which require you, continuously, to do or to not do certain things which affect the risk. Commonly, these are things like setting your burglar alarm when the premises are left unoccupied, or storing stock a certain height above floor level. The Insurance Act 2015 abolishes the automatic total avoidance of a policy when there has been a breach of warranty. Instead, insurers have the option to suspend cover (in its entirety) from the point at which the breach occurred until the time it was rectified, or they can choose to waive the breach, if appropriate. In general terms however, the breach must be relative to the type of loss that occurred.

As an example: A commercial customer has an alarm warranty on their policy requiring it to be in operation when the premises are unoccupied and the last person out forgets to set it at the end of the working day. The premises get broken into during the time they are unoccupied and the alarm is not set.

As there is a breach of warranty at the time the break-in occurs, which is directly related to the increased risk of theft, it renders the cover suspended and so the claim will not be covered.

If, however, whilst the alarm is unset a fire is caused by a lightning strike, even though there is a breach of warranty and cover is suspended, because the breach did not increase the risk of a loss of this nature occurring the claim would be covered. The burden of proof however now sits with you to establish that the breach did not increase the risk of the loss.

We appreciate that some of the implications of the new law are complex and potentially onerous, but rest assured that SMG Insurance Solutions are here to help.

SMG Insurance Solutions is a comprehensive insurance scheme arranged by Coleman Insurance Brokers, a top 100 UK independent insurance broker. It is available exclusively for SMG Members and designed to protect you from the risks faced by Carpet, Flooring and Soft Furnishing retailers and installers.

I N S U R A N C E S O L U T I O N S

Visit www.smginsurance.co.uk to register your interest alternatively call the SMG team on 01202 647464.

SMG Insurance Solutions is a trading style of E Coleman & Co Ltd, which is authorised and regulated by the Financial Conduct Authority.

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Softly Softly for Cormar’s New Collection Softly does it as Cormar Carpets, the UK’s leading independent tufted carpet manufacturer, introduces Soft Focus, its new super-soft easy clean collection.

Manufactured from 100% Finesse polypropylene for a finer softer look, Soft Focus uses two fold yarn with increased filaments for the ultimate luxurious, silky feel.

Available in 13 plain shades from a neutral colour palette of greys and beiges, it retails around £20-25 per square metre and has a 10 year stain warranty. Like all Cormar’s easy clean carpet collections, Soft Focus is non fade, stain resistant and bleach cleanable and comes in both 4 and 5 metre widths.

“Offering superior comfort underfoot and outstanding practicality and durability makes this deep pile, heavyweight carpet a winning range,” said David Cormack, Marketing Director of Cormar Carpets. “It comes in a bank of fashionable shades such as Hickory, Hudson Grey and Seashell that have been designed to add style to any area of the home.”

For more information please contact your local representative or Cormar directly on 01204 881200.

All Cormar Carpets are produced on site at its Lancashire mills and distributed in the UK and Eire via its own delivery fleet.

For further information on the Soft Focus collection or any other Cormar Carpet range visit www.cormarcarpets.co.uk.

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Introducing nine stylish new colours added to the Westend Velvet Collection Westex are proud to present nine new stylish colours to their Westend Velvet range.

The colours reflect a palette of contemporary neutral hues to compliment our already unrivalled colour range. We will be supporting the launch with in store point of sale to add to our existing Westend units and an accompanying shade colour card as well as a social media and online presence. All new colours are immediately available in all three of our usual qualities- Supreme, Prestige and Westend.

Made from 80% wool 20% nylon, this softer spun carpet blend gives your house the ambience of the thoughtfully appointed home.

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MOTORING INSIGHT EACH ISSUE, IN PARTNERSHIP WITH LOMBARD VEHICLE SOLUTIONS, WE’LL OFFER ADVICE ON YOUR BUSINESS MOTORING.

will be tightened to vehicles emitting 50g/km or less; down from 75g/km.

Meanwhile from the same date, the main rate (18%) threshold is reduced from 130g/km to 110g/km.

If there was one message to come out of this year’s Budget, it was that the big economic picture was focused on small businesses.

Whilst big corporations were subject to a range of measures to target tax avoidance, including measures that offset debt interest against profits, the winners of all these efforts were smaller businesses.

In fact, SME windfalls included cuts to business rates that will see around 600,000 small businesses taken out of business rates altogether from next year while some 250,000 firms will pay less - a move labelled as a “£7bn tax cut, for our nation of shopkeepers” by the Chancellor.

The Budget also announced that the British Business Bank will support £1bn of finance for smaller businesses. Along with a further reduction in corporation tax and capital gains, the changes will significantly alleviate pressures on SMEs. One major positive was the announcement of a continued freeze on fuel duty - a measure that benefits businesses of all sizes instantly.

Also positive was the news that the current CO2-based system of company car tax will be maintained until at least 2021 despite concerns of a switch to another system, such as NOx-based taxation, following the emissions crisis.

Currently rentals paid on vehicles with CO2 emissions up to 130g/km can also be fully deducted against corporation tax – this drops to 85% for vehicles with higher emissions.

The Treasury also said it is looking into reforming the lower CO2 bands for ultra-low emission vehicles from 2020/21 to help ensure the cleanest cars still remain the most attractive to run, tax-wise.

However, this focus on incentivising the cleanest cars has also been carried on with a number of changes made to the capital allowance rules. These allowances set out how much businesses can offset of the purchase value of a new car against their tax bill based on the CO2 figure of the car. There are three brackets: a 100% first-year allowance (FYA) where businesses can write down the full cost against their taxable profits as well as 18% and 8% brackets. In the latter two cases, the percentage claimed back is on the reducing value of the car, so a company will be able to claim less each year.

From April 2018, the threshold for the 100% first-year allowance threshold

There are two positives to focus on; the first is the rapid developments being made in low and ultra-low emission car technologies, which mean ever-more efficient cars both conventionally and alternatively fuelled - are being launched.

The second positive is that by choosing business vehicles based on their Total Cost of Ownership (TCO) you can more precisely calculate a vehicle’s real cost over the time you’re operating it - including its taxation costs.

The overall message of the Budget is that businesses opting for the cleanest vehicles will continue to pay the lowest taxes - that’s something to be lauded.

If you would like to find out more about Lombard Vehicle Solutions and what they could do for you, or would like to learn about their vehicle special offers, please contact 0117 908 6490 and quote LVS 2404.

If you’re looking for a reliable and trusted partner to offer you competitive pricing across a wide range of cars and light commercial vehicles, Lombard Vehicle Solutions can help. They understand that as well as cost effective solutions, you also need vehicle advice and support services you can rely on – leaving you free to get on with achieving your business goals. Created to meet the needs of today’s businesses Lombard Vehicle Solutions is one of the UK’s leading fleet service providers.

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Sealy Designs and Delivers Bespoke Sleep System Leading bed manufacturer, Sealy, has successfully completed a project for trendy boutique hotel chain, citizenM, that has seen it supply 588 bespoke sleep sets to its Shoreditch and Tower Hill sites.

To deliver the citizenM promise of “huge, comfortable, XL beds” without compromising on style and space, Sealy was briefed to design a mattress and topper combination that fits into the width of the boutique hotel’s compact rooms.

Underlining its commitment towards innovation, Sealy’s tailor-made topper means each mattress requires minimum rotation, enabling housekeeping to turn a room around extremely quickly and with little effort, saving the hotel significant time and money.

The mattresses also offer guests Sealy’s usual outstanding support and comfort,

while the bespoke sleep technology remains the first of its kind in the UK, designed exclusively for citizenM. While Sealy has worked with citizenM in the UK before - delivering a total of 1,217 beds throughout the UK - it has now been named as the hotel’s global bed supplier and will look to deliver the same quality product and service across the planet.

Graham Carberry, Sealy UK Contracts Director, comments “Being tasked to deliver space saving solutions is always an exciting challenge for us. Delivering a bespoke product that not only ticks the box in terms of comfort and style,

but also for functionality and practicality allows us to push design and technological boundaries and demonstrate our capabilities as a leading bed manufacturer, and we look forward to working with citizenM again.”

Michael Levie, Chief Operations Officer at citizenM said “Sealy’s ability to design and deliver a bespoke sleep system for our UK-based hotels is testament to the team’s knowledge, experience and expertise in the bed industry.

We’re delighted with the beds and look forward to working with the team again in the not so distant future.”

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SMG branded POS coming soon!

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Members head to Denmark with Ulster This September four lucky SMG Members were flown to Denmark to visit the Danfloor factory in Jutland.

The four Members had won the Ulster promotion which ran from March to June for best performing Members selling the Open Spaces ranges. Sue Williams from Carpets Select, Dorchester, Barry Brockman from Godalming Carpets, Marcus Wherry from Carpet Gallery, Lostwithiel and John Calder from SJH Carpets, Tisbury were flown to Billund accompanied by Jeremy Wilson, Andrew Gicquel and Ian Stooksbury from Ulster Carpets.

The Danfloor factory is based in the Danish heartland of Jutland and became part of the Ulster Group in 2002. The two companies share the same passion for quality and excellence - in fact Danfloor has won the prestigious Contract Flooring Journal award for ‘Best Broadloom Manufacturer’ nine years in a row!

On arrival at the Danfloor factory the Members were welcomed by Managing Director, Jesper Jensen. Jesper arranged for a fascinating tour of the factory and gave a brilliant insight into how the business operated within the Danish and UK markets.

Not content with conquering the commercial market, Ulster worked with Danfloor to develop a collection of high quality, 100% wool loop pile carpets for the residential market known as ‘Open Spaces’. The collection has evolved since it first entered the market to include eight ranges and an extensive colour bank. Ulster’s talented team of designers worked closely with Danfloor to create stunning contemporary textures which exude the luxury of wool. The Collection epitomises the Danish way of living; simplicity, warmth and natural textures.

Danfloor shares many of the same values as its parent company Ulster. Founded in 1973, the company’s manufacturing history is underpinned by continued research and development. This enables the company to deliver carpets that not only achieve the highest standards in performance but more importantly includes advancements in yarn and manufacturing technologies resulting in a superior flooring finish.

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After the tour and a delicious lunch, the Members were taken to see the nearby backing plant and dye house. Again this gave a superb overview of how the products are manufactured and the members were left with a stronger understanding of the process and of Danfloor and Ulster’s professionalism.

Having control over the whole manufacturing process, from tufting to backing means Danfloor can carefully monitor the quality of products and processes as well as their environmental impact. This ensures customers are getting the best value in terms of product and price.

Jesper had next arranged for a visit to a local Danish retailer to see ‘how it’s done in Denmark’. After browsing the store and noting the almost exclusive market for loop pile carpets and how the types of display differed so much from the UK market the group headed off for a quick break at the luxury hotel base.

Dinner was a visit to a restaurant in a beautiful converted farm building with great company and a lovely meal, the day was rounded off with a jar or two in the local ‘Scottish Pub’.

One interesting topic over dinner was that Ulster and Danfloor also share a green agenda which outlines their commitment to minimizing the effects of production on the outdoor environment. The companies monitor their carbon footprint at every stage of the process, starting from the scouring of raw materials, right through production until fitting. Danfloor optimise their working processes and manufacturing methods to ensure that their flooring solutions meet consumer and contractor requirements and expectations. Danfloor source only the best quality yarn and in fact, the Open Spaces Collection includes Auckland and Queenstown, two ranges made entirely from Laneve wool, ethically sourced from specific farms in New Zealand which uphold strict quality, animal welfare and environmental standards. Indeed an Ulster loop pile carpet can be recycled in its entirety at the end of its life cycle, thanks to its natural components.

All the Members thoroughly enjoyed the trip and found it extremely informative and it certainly increased their knowledge of Danfloor, Ulster and quality manufacturing. The next time their customers consider an Ulster loop pile product, they’ll take some time to explain the superior Danish craftsmanship and skill in every inch.

There was even time for a visit to a local Danish retailer to see ‘how it’s done in Denmark’.

The types of display were noticeably different from those in the UK.

SMG would like to thank Ulster for their hospitality and arranging this amazing visit and we hope to run similar promotions in the future.

Wellington stripe and Monaco are two of the ranges manufactured at Danfloor.

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Woodpecker’s Naturally Inspired Rebrand Woodpecker floors have always been inspired by nature, and now their new branding is too.

You can feel the change immediately from the imagery which focuses on the connection between feet and the floors that we walk on, evoking memories of places we’ve walked before.

Throughout the rebranding process, Woodpecker conducted in-depth research to discover how they could make it easier for customers to understand who they are and how to get in touch. The findings highlighted confusion around the link between the ‘Kenton Floors’ and ‘Woodpecker’ names with there being a lack of clarity about the reason for the two. As Woodpecker is the company’s longest standing brand which has always been at the core of the business, the decision was taken to become known only as Woodpecker Flooring with the name Kenton Floors retiring from here on out.

How the Rebrand Will Attract Consumers Tweaks to the brand architecture and new ideas behind the brand result in many positives. Becoming more attractive to the end user was a strong motivation for the decision-making process with a view to capturing more demand for Woodpecker retailers. The new brand theme will help to trigger emotional connections in consumers and inspire them to discover more about Woodpecker products. This, supported by a new website, digital advertising and social media activities will help to improve interaction with the brand and

encourage customers to go into retailers asking for Woodpecker flooring.

The New Catalogue Design The new Woodpecker catalogue reflects the look, feel and ideas behind the rebrand, redesigned to capture the interest of end users and inspire them along their buying journey. New imagery helps to tell the story around the theme of remembering walks in lovely locations, while contemporary roomsets reflect these places. By introducing fond and decorative objects, subtle links to the natural images are formed, creating a consistent feel throughout the catalogue.

Some of Woodpecker’s collection names have also been adapted to fit with the new brand. To evoke memories of places that consumers have walked before and trigger emotional connections, collection names relate to British locations such as Salcombe, Barafundle and Wembury.

Woodpecker have taken inspiration from naturally beautiful spots throughout the country including beaches, forests, woodlands and other areas where the idea of actually getting your feet on the floor is an enticing one.

New Floors and Features Along with an overhaul of the brand’s look and feel, Woodpecker has launched a variety of new floors and features.

Salcombe collection brings invigorating white, grey and ashen-brown shades to the engineered wood range. Boards feature slow-grow oak with wide, flowing grain patterns and are beautifully presented in a brushed and matt lacquered finish.

An assortment of contemporary and rustic colours have joined Woodpecker’s Wembury laminate collection. These include three new wide designs which capture the effect of seamless, long planks with continuous grain patterns.

Wembury Winter Oak is featured below, defined by its delicate shade, embossed grain patterns and exciting 327 x 1291mm boards.

Plus, Easiloc fitting has been introduced across all of the new floors, simplifying installation and making for even sturdier floor joints. Planks can be installed in a number of ways: slide and click, rotate and click, or horizontal insertion without any tapping required. The result is a quick, comfortable and flexible fit that enables any installer to work 30% faster.

Discover the new look, feel and floors on Woodpecker’s new website www.woodpeckerflooring.co.uk where you can also download the new catalogue.

Inspired by the sumptuous beach and placid waters of Devon’s estuary, the new

York White Washed Oak

Wembury Winter Oak

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Berkeley Washed Oak SMG News | Autumn 2016 | 33

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Introducing ‘Fusion’ ‘Fusion’ is a unique stock contract range with striking patterns and colour ways, designed to make a impact.

As the name suggests, the inspiration for this range is a fusion of re-discovered classic designs that have a resonance in many different areas of interior design. The chevron ‘Reverb’ has roots in architecture, parquet flooring and embroidery, the dogtooth design ‘Tone’ originates from tweed fabrics and is a staple of both furnishings and haute couture, while ‘Sonic’ echoes ikat textiles and slub yarn designs.

The Fusion designs maintain their familiarity but have been re-visited to have a completely modern feel with blues, greys and neutrals that are perfect for current colouring, whilst the scale of the bold designs are tempered by the use of texture which accentuates the softness and practicality of the axminster pile.

Available in a 4 metre width, this range is perfect for commercial interiors which endeavour to make a statement without the expense and lead times of a bespoke product. In a hardwearing combination of 80% wool and 20% nylon, Fusion is designed to withstand the heavy wear of a busy commercial environment.

For more information please contact your local representative or Ulster Carpets on 028 3833 4433.

Tone Tungsten

Tone Marquee

Reverb Electric

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Authentic Specialist Underlays for Wood and Laminate Interfloor’s British manufactured specialist underlays for wood and laminate flooring offer some of the best noise reducing performance in the industry.

The Duralay Timbermate range includes the best-selling sponge rubber brands Timbermate Excel and Silentfloor Gold, plus the more hardwearing Duratex.

Timbermate Excel is a 3.60mm gauge high density resilient rubber underlay; while the premium product in the Timbermate range, Silentfloor Gold is a 4.20mm gauge high density resilient rubber underlay, making it excellent for noise reduction.

Both underlays feature Interfloor’s VapourStop membrane, eliminating the need for extra moisture barrier protection, and now have branded backing to help differentiate them from inferior copycat products.

For installations where moisture is not an issue, Duratex is a heavy-duty 3.60mm gauge high density resilient rubber

underlay that offers great performance and excellent value.

All the products in Interfloor’s Duralay Timbermate range reduce in-room noise by 30 per cent and are suitable for use with underfloor heating. They are simple and quick to install and provide an excellent sub-floor masking minor surface imperfections.

Manufactured at Interfloor’s Haslingden site, the three products in the Timbermate range have excellent green credentials: all contain not less than three per cent pre-consumer recycled material and can be fully recycled at the end of their life.

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NEW Alternative Flooring with Liberty Fabrics Alternative Flooring creates a new carpet collection with Liberty Fabrics, the first time that Liberty Fabrics has used its iconic patterns on a carpet.

Famous Liberty prints are reimagined as carpets and bespoke rugs by Alternative Flooring, bringing more pattern to its distinctive Quirky B collection, an award-winning range that features designs by leading interior and textile designers.

A leader in print design and textile innovation, Liberty Fabrics has been creating original and inspiring designs for more than 130 years. Soon after opening on London’s Regent Street in 1875, trading exotic goods and textiles from the Far East, Arthur Liberty began working with local artisans and manufacturers to produce Liberty’s own textiles and objets d’art. By the 1890s Liberty Fabrics were a byword for the very best of Avant Garde textile design.

“Working with Alternative Flooring has been an exciting project for the Liberty Interiors team as archival and classic Liberty prints have been expertly woven into rugs, runners and carpets. Thus creating a new and interesting visualisation for these iconic designs, bringing them into our interiors in a unique, original and innovative way”. The Liberty Design Studio

Flowers of Thorpe Summer Garden

There are four signature designs in a total of ten colourways. Enchanting floral, bird, garden and paisley prints that combine detailed pattern and vibrant colour have been up-scaled and refashioned for floors.

Flowers of Thorpe; A typical classic Liberty floral, created in the 1970s but emulating the wonderful small flower designs, which were so popular at Liberty in the 1930s, and a style the brand has become synonymous with. This beautiful floral has now been brought to life for the first time on a carpet.

Felix Raison; A magnificent design re-worked from a stunning hand painted original mid 19th Century Paisley shawl from the Liberty archive. A striking design suitable for both modern and traditional interiors. The Jubilee Collection adorned with Oriental Paisleys and original Morris prints, was inspired by the bohemian and fashionable clientele that made Liberty the most fashionable place to shop in the 1880s.

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Strawberry Meadow; An original, hand drawn Liberty Design Studio exclusive of William Morris’s famous design ‘Strawberry Thief’ created in 1883. It was first printed by Liberty in 1979 for its Interiors Collection and features strawberry bushes and birds in tonal shades that translate beautifully as carpet.

Capello Shell; Part of ‘The Secret Garden Collection’ this is inspired by the celebrated novel ‘The Secret Garden’ written by Frances Hodgson Burnett in 1911. The design was found in the back of a Liberty book of Paisleys originating from the Lancashire mills and re-worked to represent the rhyme ‘Mary, Mary quite contrary, how does your garden grow, with silver bells and cockle shells and pretty maids all in a row.’ Today cockleshells evoke symmetry and perfection, along with memories of the sea and the beauty of collecting.

Britain has a fine history of producing quality brands with craftsmanship.

Liberty Fabrics and Alternative Flooring continue this tradition. The carpet is woven on state of the art axminster looms in Salisbury, Wilton. Supporting British design and manufacturing were key factors in launching Quirky B and working with Liberty Fabrics with its commitment and passion for design excellence and its rich heritage of Liberty print that continues today.

For more information on these new ranges contact your local representative, Alternative Flooring directly on 01264 335111 or visit www.alternativeflooring.com.

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Edel Telenzo takes leading edge Edel Telenzo’s new Rugs and Runners Collection continues to push the boundaries of semi-bespoke flooring, fuelled by the almost limitless options available.

With a headline offering of 88 different edges, this made-to-order rug and runner service, available in combination with any Edel Telenzo wall-to-wall carpet, is setting the benchmark in diversity and choice.

Edel Telenzo’s broadloom options, to bright oranges and reds for a real statement in style, this 1cm wide choice has something for everyone.

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

With the 5cm linen, homeowners looking for whites, creams, on-trend greys, bold blues or striking reds need look no further than the 19-strong options contained within. For those seeking a real touch of luxury, turn to the 14 colours available in 5cm wide leather, with light greys, browns and darks all featured. Finally, the impressive 88 options are completed with nine options available in felt, with plain and heather tastes all catered to.

Whatever the width or material, there is also an enviable choice when it comes to colour selection. First, boasting 46 shades, the cotton edge offers the broadest colour spectrum. From naturals that provide a gentle addition to any of

Mark Rooney, UK Sales Director at Edel Telenzo, elaborates “During the planning of the Rugs and Runners Collection we set out to deliver a solution based on clear and precise goals. We were looking for something unique that would

deliver flooring and interior retailers a must-have, go-to solution for all their rug requirements.”

“Therefore, we wanted a concept without compromise, and opening up the service to any of our broadloom carpets was just the start. Huge emphasis was placed on the edging options available, and by offering 88 designs across multiple finishes, we believe we have the perfect platform to deliver rugs or runners for any interior.”

For more information on Edel Telenzo or if you are interested in opening an account please contact 01422 374417.

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Every New Carpet Deserves a New Cloud 9 Underlay Putting personality into Carpet Underlay products is something of a Ball & Young speciality.

Not content with having Cloud 9 as the best known brand in the PU foam sector, their most recent product launches have attracted attention for their style - Cloud 9 Connoisseur and Caviar and Crystal as their posh collection and most recently Charleston with a style all of its own and oozes quality with its white backing paper and beautiful and creatively arranged pink roses.

All guaranteed for the life time of the initial carpet installation this is bringing the hidden to the surface. We are all well aware that 90% of decision makers are female and this is sure to appeal.

Now consumers who buy this latest underlay are in for a big surprise as today may be the day they get a Teddy Bear called Charleston. Ball & Young have given out hundreds of bears which retailers can give to their fitter, intending that the bear is left behind at the end of the installation.

As well as fun, Ball & Young is offering freshness. The company has rolled out a programme across its entire Cloud9 range called Ultra-Fresh, an effective anti-microbial additive that is durable and tested to international standards to achieve the best hygienic performance for its products.

Ball & Young has a highly successful profiles and trims business under the brand name Floorline with its latest launch of a range of stick-down products.

The UK-made self adhesive profiles are quick and easy to fit and are available in five profiles in either Aluminium or Simbrass finishes. Sales of carpet underlay and accessories increase profit margins for retailers and now is the perfect time, with a very upbeat and positive feel in the market place to start to increase your conversion please remember ‘Every new carpet deserves a new underlay’.

For more information please contact your local representative or Ball & Young on 01536 200502.

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Adam Carpets Launch New Castlemead Colours Adam Carpets launched six new colours into their hugely popular Castlemead Twist range at the recent Flooring Show in Harrogate.

The company is also announcing that Castlemead Twist has been awarded the ‘Platinum’ certificate by British Wool for all of the plain colours within the range.

The certificate is an authentication that the wool content of the carpet is 100% British Wool.

“It was very important to us as a British manufacturer to secure the Platinum certificate for Castlemead Twist” said Eamonn Prescott, Sales and Marketing Director at Adam Carpets.

“We know that British Wool is the best and most durable fibre to use within our carpets. To be able to announce this

at the same time as launching six new colours into the range ensures a strong message to our retail customers about our colour and quality, the two hallmarks of an Adam Carpet” adds Eamonn.

The six new colours include three new grey tones, a natural, a fresh green and a sharp yellow.

“Our research has led us to believe that yellow will be a really strong interior colour over the next twelve months. Grey is already popular and yellow is seen as its most natural coordinating colour. The fresh green is expected to do well in the coming spring” said Prescott.

The new colours and Platinum certificate are not the only key selling points of Castlemead Twist either.

“Many of our customers may be unaware that we have full control over our dyeing of all of the plain colours within Castlemead” continued Prescott. “This means that all of the plain colours within the range are also moth proofed, which is proving to be very important especially in the south of the country.”

For more information please contact your local representative or Adam Carpets on 01562 822247.

The six new colours added to Castlemead Twist include three new grey tones, a natural, a fresh green and a sharp yellow.

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Tomkinson Twist - The World’s Best Selling 80/20 Wool Twist!

New for Autumn 2016... Tomkinson Twist now has an additional fifth weight and seven new colours.

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Super-soft free-flowing colour from Flair Rugs Injecting energy, colour and sumptuous underfoot comfort, Flair Rugs introduces Prismatic, a collection of five rugs championing bright and bold design.

Followers of Flair’s recent trend updates will have noticed an emphasis placed on super-soft polypropylene rugs, with exciting developments arriving on a regular basis to ensure the range remains an industry front-runner. What exactly separates Prismatic from other PP choices on the market? Put simply, a combination of modern ‘of-the-moment’ looks, meeting both contemporary and traditional tastes, and the latest in fibre technology that is not only durable and easy to clean but also far softer than your average alternative.

any home expanse. An 11mm frise pile enhances the rugs’ feel of softness.

Five styles make up Prismatic. From multi-tone headline act Cyan to the bright Jewel and energetic Sapphire, there is a fit for any setting as consumers look to enhance their interiors this autumn/winter. For those seeking vintage motifs carrying more traditional undertones, despite a continuing theme of punchy colourways, Mystic and Quartz are included to complete a striking quintet of designs.

Understanding that space is at a premium in most retail establishments, Flair have sought a solution on how it could showcase over 1,800 rug options in a space-saving way and the new lectern has delivered a concept that has been widely welcomed by retailers eager to make the most of the brand’s impressive portfolio.

All of Prismatic’s designs cover floor space in effortless fashion, 80cm x 150cm, 120cm x 170cm and 160cm x 230cm sizes ensuring a perfect fit for

Through Prismatic, Flair Rugs continues to build its polypropylene portfolio based on extensive research into market demands, again demonstrating that innovative design is far from reserved for wool and wool-blends. Holding bright colour, at times mixed in quirky fashion for a statement feel, this collection revels in making current trends accessible to a spectrum of budgets.

New POS Concept

The new point of sale arrives in the form of an eye-catching low footprint stand, topped with a striking laminated brochure that presents customers with the vast spectrum of designs available from the Flair stable. Crucially, the stand’s dimensions, measuring just 71cm wide

x 39cm deep x 102cm high, will come as music to the ears of retailers who often face a battle between what they would ideally like and what they can actually display in store, this trade-off is a thing of the past!

The new point of sale stand and brochure are now available to the Flair Rugs retailer network, meaning there’s never been an easier, more space-saving way to demonstrate the company’s latest in wool, super-soft polyester and machine-made fibres.

For further information please contact Flair Rugs on 01457 850660 or email sales@flairrugs.com.

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Latest additions from Crown Floors The newest and softest addition to its impressive portfolio of roll lines is Venus, plus the recently launched contemporary chevron Zig Zag. Launched as one of three new roll lines this autumn, Venus not only brings all the benefits that have become synonymous with the brand’s Easy-Clean portfolio of carpet styles, it also fulfils the demands for exceptional underfoot comfort.

Comprising six on-trend shades, ranging from Crystal and Champagne to French Grey and Night Fall, Venus is a tufted 1/10’’ cutpile carpet using 100% polypropylene super soft fibre. The result is a beautiful collection of exceptionally soft carpets that enjoy all the practical benefits that only a PP carpet can bring. Easy clean and bleach cleanable, felt-backed Venus boasts a seven-year wear and ten-year stain warranty, and is available in a 4 metre width rated for heavy domestic use.

James Caldwell, Sales Co-ordinator, Crown Floors, elaborates “While our cut length collections continue to go from strength to strength, we cannot ignore the growing demand from retailers for new roll lines. Venus is our latest addition, and as the first to use our super soft fibre, we are extremely excited about the prospects this new

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range will bring to the overall Crown Floors’ collection. Utilising all the manufacturing expertise of the Balta Group, Venus is another value-driven range that does not compromise on style or performance. Pitched at a key-price point rarely found in such soft touch carpets, we fully expect this to be another major hit to fall under the Crown Floors brand.”

Contemporary Chevron Launched In a unique twist on the ubiquitous stripe, the striking chevron of Zig Zag, stands out for all the right reasons.

Developed to closely mirror interior trends, where bold pattern is finding more traction among a more confident consumer, the style is available now.

Bringing retailers a look that is sure to turn heads and homeowners a carpet that is not only undeniably stylish but practical too, Zig Zag is the perfect feature floor for halls, stairways and landings. Of course, it can still be used right throughout the home, or combined with a coordinated plain for a fresh take on bringing pattern to interiors of all styles.

Featuring 100% Easy Care fibre, Zig Zag can be cleaned with a diluted-bleach solution, making it a low fuss proposition in busy family homes, that are sure to also appreciate the carpet’s seven-year wear and 10 year stain warranty.

James comments “Zig Zag shows just how we are committed to bringing retailers carpets that stand out in store, with a hot new look that is on-trend and offers something different from the usual multi-tonal pinstripe”.

“Importantly, we’ve also made Zig Zag hugely accessible, thanks to our great value Easy Care fibre, making sure its stylish attitude can be enjoyed in more homes. After all, great carpets like these should be enjoyed by as many people as possible.”

Launched at September’s Flooring Show, the heavy domestic rated Zig Zag is a roll-exclusive and comes in a versatile 4 metre width option and in a choice of five contemporary colourways.

For further information please contact Crown Floors on 0800 898 282 or visit www.crownfloors.co.uk.

Zig Zag

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Be as bold as a lion with Leonis® With point-of-sale that roars and two exclusive super-soft styles that promise to take care of ‘prides’ across the country, Leonis is the latest collection from Balta Carpets.

Featuring StainSafe® Sensit® two-ply yarn for a carpet that is not only incredibly soft, but strong and easy to care for, bleach-cleanable Leonis gives families a carpet that’s ready to take on daily life.

“The rise in super-soft carpets has been extraordinary and due to their popularity it is clear that they should be a key feature in every store,” says Geert Vanden Bossche, Marketing Director, Balta Group. “However, most super-soft carpets have a weak link, in that they lack the reassurance of stain-resistance, but this is not so with Leonis. Benefiting from our StainSafe® Sensit® fibre innovation, Leonis carpets are not only super-soft, but stain resistant too, making them a great alternative that homeowners are sure to love.”

Balta’s Twinback® backing is used to enhance the comfort of Leonis styles even further, the two-layer woven/ needle-felt construction offering up to six-times more comfort than standard woven backings. Also making Leonis carpets easier to fit, Twinback® brings advantages for installers too.

Leonis is available on a double-sided lectern with powerful imagery that helps the collection to stand out in-store.

This theme is continued through sample books, presenters and in-store marketing assets to deliver a range equipped for the modern retail environment, where brand and image is playing an increasingly important part in the purchasing process.

The collection is launching in two classic twist-pile styles, versatile Sarafina (1,650g/m2) and the luxurious Sarabi (1,900g/m2), each available in 12 on-trend colours and 4 and 5 metre widths. Both Sarafina and Sarabi benefit from two-ply yarn for lasting resilience and carpets that are not only comfortable and stain-resistant, but strong too.

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KT Halo Moonlight Black Oak

New Innovations for KT Collections KT are always one step ahead of the market with a constant stream of new innovation and up-to-the minute designs, ensuring they are up-to-date with the fast changing trends in furniture design.

They are experts in understanding the dynamics of interior spaces and their frontline research and close relationships with customers has become the driving force behind a regularly updated product range.

unique opportunity to buy fashion led, British made, ready assembled furniture which is great value for money. KT is well-made, on-trend, surprisingly affordable and will give your bedroom the wow factor.

A continuous stream of new innovations and fresh ideas sets the KT brand apart and Kingstown like to stay ahead of the design curve and bring the latest design influences from across the globe.

A long serving customer of Kingstown furniture who didn’t do a lot with KT in its early days but has since embraced it says “KT has really come on strong with new fresh designs and by simplifying the ranges they offer, whilst ‘price pointing’ key items within those ranges.”

KT’s design department proactively anticipate new concepts with an impressive stream of new products built from their vast knowledge and continuous investment in new product development. By listening to customers’ needs they are able to interpret these into successful furniture solutions. The new KT collection offers the customer a

He continues “With so much cheap imported oak in the market our shop floors were in danger of becoming awash with the same colour, so it’s nice to be able to offer a ready assembled high gloss bedroom and lounge range at affordable prices. The New vibrant

colours that have been introduced seem to be attracting the younger customers back into our stores who would otherwise be buying flat pack alternatives at a similar price. A refreshing change at prices that will allow us to do more volume.”

A final thought on the KT Lounge is that for £275 you can have in store a table and four chairs that come with a solid metal underframe, 1 metre diameter table top and graphite fabric chair covers with a decorative stitching feature.

If you would like further details please contact 0333 014 3750 for a brochure or contact your local representative.

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Win with Brintons The Campaign for Wool marked its seventh successful year with its annual Wool Week.

Win a £50 voucher!

A picture tells a thousand words – that’s why Brintons have launched a new initiative to encourage both retailers and customers to share their beautiful new Brintons installations online using the hashtag #BrintonsAtHome. The favourite each month will be selected to receive a £50 John Lewis voucher! Upload to the ‘BrintonsAtHome’ Facebook page or @BrintonsUK on Twitter. Please contact Brintons for full terms and conditions.

Brintons at Wool Week The event took place from the 10th to the 16th October and celebrated everything woolly with a week of fun activities. Brintons supplied some Abbeyglen and Abbotsford carpets for the ‘Wool BnB: Living with wool’ display.

Everything from interiors to fashion was made out of wool and whilst at the BnB visitors could learn more about wool as a fibre by taking part in workshop evenings, interactive talks, film screenings and styling sessions.

Bicester Village celebrated Wool Week too by launching a quintessentially British boutique “British Wool Collective” which featured a number of wool focussed fashion brands. Open until January you can experience Brintons carpets first-hand as they help decorate the outlet for the season. Brintons have always worked closely with the world of fashion and in 2003, Brintons launched its ‘most luxurious carpets in the world campaign’, working with renowned shoe designer Manolo Blahnik - see some of these shoes on display at the village too!

As one of the largest consumers of British Wool, Brintons have long been champions of The Campaign for Wool and were delighted to have been asked to showcase some of their favourite designs as part of Wool Week’s activities.

For more information about Brintons and their latest products and offers simply call the hotline on 01562 748000 or visit www.brintons.co.uk.

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Let Computers for Flooring take all the stress out of managing your business so you can work on what you do best... Increasing sales & maximising profits!

SAVE TIME & MONEY CLOUD BASED Carman is entirely cloud based, enabling you to enjoy the flexibility of 24/7 access to the information you need... wherever you are!

Being away from your business no longer requires countless phone calls to staff members to check on deliveries or payments etc.

Carman from Computers for Flooring is a management system designed by experts in the flooring industry for the flooring industry.

LIVE STATS

Using the system can help you streamline your business... saving you valuable time and money!

The sophisticated analysis tools within Carman gives you detailed performance analysis allowing you to break down per store or staff member.

SMG Members can benefit from a huge 50% discount on the set up cost plus an ongoing 5% discount on the monthly subscription cost!

This insight also enables you to make key decisions on ordering future stock.

If you are interested and would like further information please contact SMG or Computers for Flooring directly on 0845 869 8403.

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Zig-Zag added in Moorland Twist re-fresh One of Balta’s most popular collections, Moorland Twist, has undergone a re-fresh, with exciting new enhancements made to consolidate its position as a household favourite.

Famed for its co-ordinating plains and stripes, the new look Moorland Twist collection now comprises three forms.

Four new tones are added to eight original plains that remain. This new bank of 12 colours is joined by two new coordinating stripes and, for the first time, two zig-zag designs that are sure to make this collection a real talking point.

The result is a new StainSafe® Moorland Twist, Stripes and Zig-Zag collection that takes the popular coordinated look to new levels. Made from 100% bleach cleanable StainSafe® yarn, the updated colour palette reflects today’s trends, with a generous mix of natural and grey tones. Sitting alongside, two new stripes offer interest and variation, providing an ideal solution for stairs and hallways, while the introduction of a zig-zag

pattern provides a real statement floor for homeowners looking to add a touch of contemporary design.

Geert Vanden Bossche, Marketing Director of Balta, explains the reasoning behind the changes “Over the past few years, Balta’s best-selling collections have been those that offer plains with co-ordinating stripes. The trend continues, but so does a homeowner’s desire for something new and interesting. Therefore, following extensive market research, we are delighted to introduce our new-look Moorland Twist collection. On-trend plains remain at the heart of the collection, but with two co-ordinating designs, new stripes and a striking zig-zag, we are extremely excited about this latest addition”.

This updated StainSafe® collection is bleach cleanable and comes with a seven-year wear and ten-year stain warranty. The 12 plains are available in four and five-metre widths, with the stripes and zig-zags available in 4 metre wide.

For further information please contact Balta on +32 566 22211 or visit www.baltagroup.com.

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Kaleidoscope Pebble (1220/26129)

Axminster’s New Pure Wool Hazy Days Collection A sophisticated collection of stunning patterns and hushed pared-back tones, Hazy Days is the latest range from wool carpet specialists Axminster Carpets.

Launched this autumn at Harrogate Flooring Show, this brand new collection of 100% wool carpets offers a sense of refined style through a carefully curated range of designs from elegant geometrics to charming botanical patterns as well as the luxury and durability of a pure wool carpet. Characterised

by Axminster Carpets’ world-renowned quality and unrivalled British design and manufacture, the brand new 30 pure wool carpets are set to inspire, blending an assortment of exquisite patterns with a subtle neutral palette to deliver a stylish and elegant range of luxury carpets.

Woven in Axminster, Devon using only the highest quality wool and the company’s unique 8-pitch loom, each carpet delivers not only beautiful crisp design and a luxury feel under foot but also superior performance for years to come, making it suitable for both residential and commercial applications but maintaining all of the characteristics of wool.

For more information please contact your local Area Representative or email sales@axminster-carpets.co.uk.

Stairs: Leapfrog Swansdown (1111/26115) Floor: Skimming Stones Pebble (1220/26103) 56

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FOUNDATION FOCUS CARPET IN THE PRESS The Carpet Foundation works very closely with the media doing their best to ensure that carpet is featured regularly in magazines and newspapers. They are recognised as the ‘one stop shop’ in the media for carpet. At the end of August, 52 journalists and freelancers, representing 16 magazines, joined The Carpet Foundation at the biennial Red Carpet Awards where they recognise ‘excellence’ in carpet journalism.

The judging panel of Sophie Conran, Vanessa Brady OBE, Andrea Maflin and Louise Anton picked winners from 7 categories. The entries alone amounted to over £200,000 of publicity for carpet.

Some of the work is truly magnificent.

In the last 12 months alone, there have been 10 pages in Good Housekeeping, a double page spread in The Sunday Times and numerous features and mentions in other magazines. Carpet has never had a higher profile!

OVER HALF OF UK MARKET NOW SUPPORTS THE CARPET FOUNDATION The roll call of suppliers to the UK carpet industry who are now supporting the Carpet Foundation as Patron Members keeps growing.

Leading names such as Cavalier, Associated Weavers, Crucial Trading, Hugh Mackay, Kersaint Cobb, Kingsmead, Manx, Clarendon, Edel Telenzo, Thomas Witter and Whitestone Weavers have joined long standing supporters Brintons, Brockway, Cormar, Victoria, Ulster and the British Wool Marketing Board.

This is a massive boost for The Carpet Foundation and a ringing endorsement of their efforts. It is estimated that they now have over 50% of the total value of the UK residential market supporting them.

Their reasons for joining are varied – but all have one thing in common – they want to support the independent trade and they want the UK carpet industry to have a voice... So say all of us!

It’s Audit Time To maintain TSI accreditation of the Code of Practice, every year we have to ‘audit’ 33% of members. This takes the form of a ‘compliance’ questionnaire which comprises of 12, simple, Yes or No questions. If The Carpet Foundation are concerned about any response, they will follow up and take relevant measures.

In addition to the questionnaire, The Carpet Foundation will also make up to 50 personal visits. So, if you receive a questionnaire do please fill it in, it won’t take long and it helps the whole membership, thank you.

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MEMBER FOCUS EACH ISSUE SMG PUTS A MEMBER IN THE SPOTLIGHT TO LEARN MORE ABOUT THEIR BUSINESS AND THEIR VIEWS ABOUT THE INDUSTRY. This Autumn SMG headed to Salisbury Carpets who have been Members of the Group since September 2012. The store can be found on a busy high street close to Salisbury Town Centre and is fortunate to receive a lot of footfall.

As you can see from the pictures the store is bright, welcoming and very well laid out. Jamie Adams founded the business in 2010 and since then has expanded with the help of Jinder Moore who runs the shop and business side and Mike Walsh who specialises in marketing and business development.

Jamie’s background is in property development and interior design and has previously won a Heritage Award in Interior and Landscape Design. During the recession of 2009 Jamie decided to re-direct his business to an area of the construction industry which he felt was not well served at the time and that was flooring. So in January 2010 Salisbury Carpet Company was set up with the aim of bringing all the skills of interior design to retailing carpets and flooring and the rest, as they say, is history. In 2015 they won the local Business Accelerator Awards which won them advertising on local radio and in the Salisbury Journal and they have also established a strong presence on Facebook and on-line.

We put the usual questions to Jamie and here are the results...

WHAT DO YOU FEEL IS THE INDEPENDENT’S STRENGTH? “We are genuinely able to offer a bespoke service which a national retailer can’t offer. Over the years, to ensure a perfect job, we have enlisted all manner of tradesmen from a plumber to remove and re-install a free standing bath to a carpenter to remove and replace skirting and everything in between! We recently fitted out the flooring in a high end art gallery in the

city centre; they trebled the size of their shop and wanted a combination of real slate flooring , oak laminate and carpet.

We contracted in a local ceramic tiler and were able to provide all of the flooring which resulted in a very happy customer. On a personal basis, I have interior design experience and knowledge which our customers really appreciate with regards to helping them on colours and textures etc.”

WHAT IS YOUR TOP SELLING PRODUCT AT THE MOMENT? “If you had asked me a few years ago it would have been an 80/20 wool twist but it really has changed now. Our best selling products with regards to carpets tend to be top end (at least 50oz quality) manmade ‘bleach cleanable’ – partly due to the family and animal friendly features really appealing to a lot of our customers and partly because we seem to get more sampling and back up support on these products. Across all types of flooring we have noticed LVT has become much more desirable and some weeks we get more of these enquiries than for carpets. With regards to wool twist carpets we have had a level of success with Ryalux ‘Beautiful Homes’ range – the fact that we are the only retailer with this brand in our city helps from an exclusivity perspective and it has lots of colours.

Our one reservation with the man made carpets is that they have all become so bland with just beige and grey to choose from – speaking to the reps they say it’s not cost effective to have colours as people don’t buy them but lack of colour has definitely reduced the visual appeal of our sampling display!”

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MEMBER: SALISBURY CARPETS JOINED SMG: SEPTEMBER 2012 LOCATION: SALISBURY, WILTSHIRE

SMG HAS A STRONG POLICY OF SUPPORTING BRITISH MANUFACTURERS, IS THIS SOMETHING YOU SUPPORT? “Absolutely, we love the fact that most of the quality carpets are manufactured by British companies and, as a general rule, I would guess that at least 90% of what we sell is British.”

WHAT IS THE KEY MARKET CHALLENGE? “Definitely internet pricing! We find it really frustrating when we spend time with a customer, work out what products they like and that suit them, agree a deal in principle and then find they go online and find they can buy the same product for our ‘nett’ price. This issue particularly applies to LVT and engineered oak, to a lesser extent with carpets.”

WHAT HAS CHANGED MOST DURING YOUR TIME IN THE INDUSTRY? “The move away from 80/20 in quality homes to top end man made carpets and the rise in popularity of LVT’s. That said, some of my favourite products are

still wool and when the customer has sufficient funds I love selling a good wool loop or 80/20 product, the latest ‘Beachcomber’ range by Brockway is a good example of a quality 100% wool loop, modern colours, moth proofed, good backing and not too expensive.

Another example where wool is unbeatable is with the Westex special colour dye service whereby they will match any colour to a minimum order of 40 square metres with a quick turnaround service that is a great ‘bespoke’ product.”

BEING A FAIRLY NEW GROUP MEMBER WHAT ADVICE WOULD YOU OFFER TO RETAILERS WHO ARE NOT MEMBERS OF A GROUP ?

“In my mind you have the best of both worlds, you remain a fully independent business able to choose who you buy from and what products you promote whilst having the ability to access a wider range at prices that none of your competitors will be able to undercut so making you more competitive when quoting against them.”

WHAT WAS YOUR MAIN REASON FOR JOINING SMG? “We would find that every so often a customer would come in looking for a product that we could potentially source from a wholesaler but not at a competitive price but the product or manufacturer concerned we were unlikely to use on a regular basis and as such we couldn’t justify opening an account and/or because one of our competitors had an account with them they weren’t keen to give us an account.

By joining SMG we were able to access these manufacturers easily and at a good price. As it turns out over the last couple of years we have ended up opening direct accounts with these manufacturers and consequently given them a substantial amount of orders. A benefit we hadn’t previously envisaged was that we would get better terms with our existing manufacturers, one of which we spend up to £100,000 a year with and probably save £1 per meter across the range which saves us many thousands over the year.”

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