SMG News - Autum 2013

The OfďŹ cial Publication of SMG The National Flooring & Furnishing Group

news Autumn 2013 Issue 174

Natural Style from Victoria Carpets is perfect for any style of home or interior

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Autumn 2013 Dear Members, By the time you read this edition of SMG News the doors of 2013 will be gently closing.

I hope that most of you would agree that this year has been more positive in terms of business. It may be still a bit bumpy but in conversations that I have had with you recently, it would seem that the good weeks are getting better and the bad weeks are not quite as bad. Hopefully the end of the year and 2014 will bring greater stability for us.

In studying the data from our suppliers, it would appear the membership as a whole is showing a very strong performance and growth is good. The principles of SMG are to bring supplier and retailer together for mutual benefit. If Group Suppliers’ business is growing it means the members should be making a greater margin that hopefully leads to profit. Make sure that you are getting your fair share by referring to the SMG Handbook and Monthly Update.

There have been many notable moments for SMG this year; launching new ‘own label’ products, introducing Penthouse Carpets to the supplier portfolio and the collaboration we have developed with Minerva. All have brought a great deal of value to the Group membership package and made us much stronger going forward.

As you would expect 2014 will bring more development for the SMG Members and we hope to ‘raise the bar’ again. Part of this development will be focussed on delivering an online trading option and a larger portfolio of hard floor suppliers. The majority of our development work is generated from your feedback and this works well to keep us ahead of the market so if you have any good ideas please do not hesitate to contact me.

I hope you all have a great end to the year and I look forward to a prosperous 2014.

Best regards

on the cover Launched in February this year Natural Style contains eight on trend tones, from natural creams to hints of taupe, grey and lilac, and across two designs. Turn to page 30 to see other top sellers from Victoria Carpets.

Contact Details SMG The National Flooring & Furnishing Group 9 The Markham Centre, Station Road, Theale, Reading, Berkshire RG7 4PE

Mike Symonds Head of Group Operations SMG The National Flooring & Furnishing Group

This Issue Carpet fit for a Queen!

Ulster Carpets recently designed and installed carpets for one of her Her Majesty Palaces and Fortresses, the Tower of London, home to the Crown Jewels.

T 0118 932 3832 F 0118 930 4515 E info@smg-group.co.uk W www.smg-group.co.uk Published by: SMG The National Flooring & Furnishing Group.

Printed by: Lamport Gilbert Limited 3 Darwin Close, Reading, Berkshire RG2 0TB.

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Abingdon reaches milestone

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Abingdon Flooring celebrates its 10th Anniversary as a management buyout. Hard work, ambition, investment and good intent from all the staff at Abingdon has put the company in a very strong position going forward!

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Newsupdate

Cormar expands express collect service Cormar Carpets has boosted the number of its Express Collect centres throughout England and Scotland, from 16 to 23.

It means a large majority of retailers are now within a 30 minute drive of one of Cormar’s Express Collect centres where they can arrange next day pick-up of orders placed by 2pm.

Said Craig Marshall, Cormar’s logistics manager: “The launch of Express Collect in 2011 has been a huge success for us and something we’ve been building on to make it even better for our customers.

“We regularly deliver orders within 48 hours but this service adds another dimension, in most occasions, allowing retailers and contractors a next day service. There is obviously a demand for this free service - whether it’s customers that need an early start or retailers and contractors working outside their locality - which is why we have expanded the number of centres. Also more centres means less travelling so it saves on fuel which is a big plus!”

The 23 locations are: Bury, Greenford, Luton, Crawley, Portbury, Leeds, Cambridge, Reading, Motherwell, Cardiff, Exeter, Portsmouth, Manchester, Gateshead, Nottingham, Wembley, Bristol, Barking, Edinburgh, Tamworth, Croydon, Liverpool and Glasgow.

Express Collect operates from Monday to Friday and can be arranged through Cormar’s sales office or its online B2B web portal.

One retailer who has already taken advantage of the service is Mark Flood, sales director of Style Carpets in Blackburn,

he stated “It’s really convenient. We can promise our customer that we will be able to fit a carpet the next day, confident that we’ll have it in our hands by then.”

Also Stephen Porter, proprietor of B&J Carpets of Heanor, Derbyshire comments “Once a customer chooses a particular carpet and specifies a day for fitting, it can be very difficult to persuade them to change their mind. If we don’t have the product in stock, we might lose the order, but with the new Cormar Collection System we can still agree to fit it next day.

No other carpet supplier is offering anything like this.”

Brockway’s limited edition displays are now available Customers will love Brockway’s super new retail display systems, which they’ve purpose designed for maximum impact of their latest ranges in store.

Brockway’s ‘limited edition’ retail display units come in four or five exclusive collections - Florian with Orion, Jubilee with Jubilee Stripe, Cavendish with Lakeland Herdwick / Lakeland Twist, Solar plain colours and Vogue with co-ordinating Solar plain colours.

They’re designed to showcase the maximum number of colours in each range - and you can choose all five or a collection of four units, depending on the ranges you want to present to customers.

Availability is limited... CALL NOW on 01562 828200 to order.

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Ulster Carpets win ‘Exporter of the Year’ Ulster Carpets are delighted to have been awarded “UK Exporter of the Year” at the 3rd annual PWC Private Business Awards at London’s Guildhall in September. The glittering event was hosted by BBC World presenter, Naga Munchetty with Chancellor of the Exchequer George Osborne as guest speaker. Over 700 UK wide companies were nominated for an award with candidates being whittled down to just five in each category.

Export accounts for 70% of Ulster Carpets’ total sales with prestigious customers including the Burj Al Arab, Dubai, George V Paris and the Ritz Carlton,Toronto. Judges recognised not only success in terms of sales figures, but also the high quality of their offering due to the unique capabilities offered by Ulster Carpets’ PSYLO™ technology.

The announcement was well timed as it came as Ulster Carpets concluded their annual sales conference in Denmark at Danfloor HQ (one of Ulster’s subsidiaries). Contract Sales Director, Elaine Patterson commented that the UK Exporter of the Year accolade was a “massive achievement for all the staff ” and rewards significant focus on the growing Middle Eastern market and continued success in more established markets such as the US and Europe.

Kevin MacAllister, partner and private sector leader with PWC

in Northern Ireland, said: “Ulster Carpets is an example to companies throughout the UK of how innovation and market focus can help create a global, internationally competitive business. This is a great win for the company and its management, workforce and everyone in the Northern Ireland business community should be proud of this award.”

Pictured left to right are; Naga Munchetty, Charlie Hoffman (MD, HSBC Private Bank UK ltd; Hannah Rogers, Field Designer Ulster Carpets, Matthew Weaver, Designer, Ulster Carpets; Jacques-Emmanuel Blanchet, Deputy Head of Commercial Banking Europe and the Head of Commercial Banking UK, and Ruby Parmar, Partner, PWC, Head of Private Business.

WoolSafe App cleaned up at the Flooring Show 2013 Passionate in promoting the very best in wool carpet care, the WoolSafe Organisation enjoyed another successful year at the Harrogate Flooring Show promoting their services including the new Carpet Stain Cleaning Guide App, which recently won an award for Innovation at the Cleaning Show in the Birmingham NEC. By harnessing modern demands for digital technology, the inventive app is an excellent reflection of the Woolsafe business ethos to provide widely accessible and useful information free of charge to consumers and retailers alike.

By promoting the advantages of real wool, the Woolsafe Organisation aim to make headway in de-bunking commonly held misguided views surrounding wool care such as it being difficult or cumbersome to care for, and thus allay the movement of demand away from wool towards polypropylene fibres.

As Steve Bakker, marketing manager, The WoolSafe Organisation, explains: “It was brilliant to see a spectrum of visitors to the WoolSafe stand from across the industry including flooring retailers, manufacturers and businesses directly involved with carpet care alike promptly

downloading the free Carpet Stain Cleaning Guide App on the spot. It means those people were leaving the show armed with an easily accessible source of expert stain treatment advice in their pockets and the app is doing the job it was designed for: to be useful in day-to-day scenarios.”

The Woolsafe Organisation offers a wealth of services free of charge and so would encourage retailers to capitalise on the benefits of having expert advice and care readily available and share the Stain Guide App through social media especially before the Christmas festivities begin!

The Woolsafe Carpet Stain Cleaning Guide app is currently available from the App Store to download for free to Apple iPhones or iPads.

For further information on The WoolSafe Organisation and the services offered please contact 01943 850 817 or email info@woolsafe.org

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All Cormar’s stain resistant polypropylene carpets, wool twists and wool loop 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 Sensation collection or any other Cormar Carpet range please visit www.cormarcarpets.co.uk.

Twist and shout Sensation Cormar Carpets has added a brand new collection to its Sensation portfolio of luxurious easy clean carpets.

Sensation Twist is an 1/8th gauge carpet that has been crafted from the same two-fold specialised yarn to create a lustrous handle but with a finer twist definition.

A sister range to Sensation (Original and New Feeling) and Sensation Heathers, it is also made with the same easy clean fibre, Luxelle, that makes it dirt and stain resistant and bleach cleanable. It is ideal for all around the home, including bedrooms and comes in a choice of 16 contemporary plain colours.

Available in four and five metre widths it is expected to retail at a reasonable £23 per square metre.

Says Cormar’s marketing director, David Cormack: “Both Sensation and Sensation Heathers have been great successes for us as they are carpets that look good, are easy to live with and are great value-for-money.

Sensation Twist offers a sophisticated deep-feel carpet but with all the benefits of being easy to look after – perfect for modern family life and young professional couples.”

For further information please contact your local representative or telephone Cormar’s sales office on 01204 881200.

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Newsupdate

The 2nd branded furniture show Despite being held at the same time as the Minerva show, the 2nd Branded Furniture Show was a success.

Exhibitors reported a good response from customers with many orders being taken and new accounts opened. The Upholstery manufacturers fared slightly better than the Cabinet people but although it is early days yet over half of the exhibitors have already expressed an interest in taking part in the 3rd Branded Furniture Show next year.

Buoyant Upholstery enjoyed a particularly good show, beating both last year’s results and all the targets for this year. Mike Aramayo, Managing Director commented “Once again Buoyant’s winning combination of value for money, product, quality of service and design innovation was recognised by all the retailers who visited the show.

We took good orders for all our new models and also opened several new accounts. There is obviously a need for a show at this time of year that offers the opportunity for retailers to take delivery of new models in the styles, fabrics and colours that are in vogue in time for the Christmas sale period.”

The new Buoyant motion range was particularly well received with retailers commenting on the excellent fabric selection which caters for both traditional and contemporary tastes.

The new Metro corner unit was highlighted as being excellent value for money. The collection was so successful at the January Interiors show, a further model was added at the Manchester Furniture show and two more models are planned for Interiors 2014.

The Lullaby Collection also attracted a lot of attention at the show. This range of sofabeds is available in three sizes with two mattress and action choices across four model shapes which encompass the traditional, transitional and contemporary design sectors. Point of sale material clearly shows all the various options of size and mattress choice giving the retailer and excellent ‘story’ to work with.

For further information please contact Buoyant on 01282 691631 alternatively visit buoyant-upholstery.co.uk.

The new Metro was highlighted as being excellent value for money at the show.

Eco friendly carpet from Manx This year Manx Carpets unveiled the latest member of their Eco friendly carpet - Eco Designs. Using 50% recyclable plastic bottles and soft, lustrous New Zealand yarn, the range was introduced at the National Flooring Trade Show in Harrogate, held at the beginning of September.

One of the UK’s major tufted carpet suppliers , Manx Carpets have enjoyed success over the last few months with their new Eco Friendly ranges made from recyclable plastic bottles – Eco Style a low level brussels loop with co-ordinating stripe , now complemented by Eco Designs

a 50/50 two tone natural loop pile carpet.

Eco Style was successfully launched in July to rave reviews and now the latest launch Eco Designs, means that two Eco Friendly ranges will be available in flooring shops throughout Britain and Ireland, this Autumn.

For more information please contact Manx on 01827 831 434.

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Newsupdate

Cormar expands its delivery fleet Cormar Carpets has invested over half a million pounds in 10 new DAF vehicles as part of its rolling annual fleet replacement programme and to meet the increase in demand leading up to the Christmas period.

Six of the trucks are 15 tonne rigid vehicles and the other five are drawbar units operating at 30 tonnes gross weight with trailers. The rigid trucks, the drawbar prime movers and the trailers are all designed to carry the same six-metre long demountable box, which allows total ‘interchangeability’ between both types of truck and the trailers. All vehicles are fitted with automatic gearboxes and Telematics as the company continues to drive improvements on fuel efficiency.

“Over the last 12 months we have seen a growth in demand for Cormar’s fast reliable delivery service”, says logistics manager, Craig Marshall.

“Those vehicles being replaced will not leave until January which optimises our fleet size for the peak seasonal demand and ensures we maintain our high level of customer service – the two hour delivery window and next day collection points for all retailers both in the UK and Ireland.”

With over 130,000 carpet deliveries per year, Cormar Carpets runs a highly intensive nationwide delivery operation from its base in Bury, Lancashire. It has become an important part of its offering to independent retailers, differentiating it from many of its competitors.

Bed show back for a fifth year with a third hall The National Bed Federation (NBF) has confirmed its hugely popular and successful Bed Show will return for a fifth year (23 and 24 September 2014) with more space than ever before.

exhibiting but also accommodate requests for larger stands – however we will be maintaining the current restrictions of 80 square metre per brand up to a maximum of 320 square metre per member organisation. We will also be reconfiguring the layout to include additional café and refreshment areas across the three halls.”

The format will remain largely the same; two days at the Telford International Centre with opening hours Tuesday 9am-5.30pm and Wednesday 9am-4pm for visitors – but for 2014 there will be a third hall.

“Our fourth Bed Show was another huge success... Visitor numbers were up by 5% from 2012 which proves that the show is timely and relevant”

“Our fourth Bed Show was another huge success,” said Jessica Alexander, executive director of the NBF. “Visitor numbers were up by 5% from 2012 which proves that the show is timely and relevant.

Currently only members of the NBF are invited to exhibit at 2014 Bed Show and the show will continue to present its unique mix of both bed manufacturers, all with British manufacturing bases, and component suppliers.

“Demand to exhibit at the show has grown year-on-year so taking on the additional hall means we’re able to create around 25% more space. This enables us to have more members

Those able to exhibit will also be delighted that the Bed Show will be staying low-cost, thereby sticking to its original ethos.

A Gala Dinner and Awards night will once again be held on the Tuesday evening of the show at the International Centre. For the fourth year running there will be Best in Class Awards.

For more details please contact The National Bed Federation on 0845 055 6406 or visit www.bedshow.co.uk.

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@ the sharp end

In this issue ‘At the Sharp End’ ventures north and puts Jonathan Hunter in the spotlight now fully recovered after his 990 mile charity bike ride. Jonathan has been in the industry for 22 years working for Ryalux, Lomas and Pownall before joining Adam Carpets as their Scottish representative three and a half years ago.

“

SMG “How did you get into the trade?”

JH “When I left school I studied quantity surveying and for two years worked for a local company. This wasn’t working out and at the time my Father was looking for someone to help run his carpet agencies. We worked together for 10 years where I gained invaluable experience.”

SMG “What have you seen change the most in the last five years?”

JH “The move towards man-made fibre and stain proof carpets. Even the accounts who you would regard as wool houses are now selling more man-made. This impacts around the £20 per square metre market. Also the popularity of stripes hopefully showing that colour and some design is coming back after years of beige.”

SMG “What’s your favourite product?

Which sells most in your area?”

JH “Fine Worcester is the best tufted twist I have dealt with. It has been around over 20 years which tells you a lot. The new tie in with Farrow & Ball paints will ensure it continues to stay on trend. Our pattern wool overtuft ranges like Boulevard and Inspirations sell very well in Scotland and are unique to Adam Carpets. Dolce Vita is our newest overtuft range with a coloured scroll effect and is about to launch.”

SMG “As a representative what are your biggest challenges?”

JH “Improving in store displays and getting good presence and brand awareness in store. This enables us to get our message across about what we are doing differently and showcase our large range of colour and design. I also try to ensure my customers make a

margin on our products by not selling them too low, but also ensure they are not selling them too high so they are competitive. We do not deal with wholesalers or ‘the man in a van’ retailer making it easier to achieve better margin on our product.”

SMG “Of all the retailers you visit what common denominator contributes to them being successful?”

JH “Knowledgeable helpful staff offering a complete service. This is what the consumer is looking for from the independent and will keep coming back for. Also an uncluttered showroom focusing on specific ranges relevant to their customer base. Trying to show everything from everyone can be confusing for the consumer.”

“Fine Worcester is the best tufted twist I have dealt with. It has been around over 20 years which tells you a lot.”

SMG “What do you see as the key market challenge for retailers at the moment?”

JH “The internet is causing problems for a lot of retailers to the point where some are considering debranding products to protect against them being used as carpet libraries and free estimating services. Adam Carpets have just recently taken the decision to remove all pricing from the internet. A great step towards further protecting the independent retailer.”

SMG “If you could ask retailers to change one thing what would it be?”

SMG “What are your interests?”

JH “Having three children it’s hard to make time but I try to get out cycling as much as possible. The Lands End to John O’Groats cycle was a massive challenge this year. I got great support from my family, friends, retailers and everyone at Adam Carpets. Helping me raise over £7000 for the Alzheimers charity.”

SMG “If you didn’t work in this industry what would you be doing now?”

JH “Cycling to work is not an option for me but a job involved in the cycling industry would be good.”

SMG “What’s the best piece of advice you’ve ever been given?”

JH “It is a people business we are in which is all about building relationships.

Treat people the way you expect to be treated has always served me well.”

”

Who Jonathan works for...

Adam Carpets have been manufacturing carpets in Kidderminster for over 80 years. During that time, the brand has become synonymous for its high quality products, its innovation and its vast colourbank. At Adam Carpets they are proud that they can say ‘Every single colour, of every single range that they sell, is made at the Adam Carpets factory in Kidderminster.’

JH “Show more colour and design in store encouraging and inspiring the consumer to make more of a statement with their flooring other than beige.”

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Newsupdate

Ulster Carpets launch Heritage Twist Ulster Carpets have recently launched Heritage Twist, a luxurious product that has been engineered to stand the test of time.

Combining the luxury of wool and the hardwearing properties of nylon, Heritage Twist is comprised of 80% wool, 20% nylon creating the ultimate in floorcovering. Heritage Twist, offers a high quality, hardwearing carpet (2ply 45oz) at great value for money.

add to the ambience of a home without compromising on quality and practicality.

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

Heritage Twist is available in 24 modern colourways, in a combination of stunning plains and soft heathers, each with subtle vintage tones that offer a nod to the past. All colourways will be available in 5m, 4m, 3m, 2m and 1m colour-matching widths enabling a reduction in waste and cost by using Ulster’s multi-width offering.

An easy-living mix of soft textures, brought together by a sophisticated colour palette, Heritage Twist will effortlessly

FloorSkills offers value for money training FloorSkills training centre provides value for money training but without cutting quality. FloorSkills is proud to offer the highest standard of training in the U.K. with fully funded Apprenticeships they can also provide on site NVQ’s fully funded as well. FloorSkills believe that they are the only provider offering this service.

The training is under the personal supervision of the country’s leading trainers Sid and Matt Bourne, backed up with a selected team of instructors and the help of reputable manufacturers.

Their aim is to give people value for money and promote them as an installer after they leave, along with helping them keep their Continuous Professional Development (CPD) up to date.

Floor skills TRAINING CENTRE

from a range of manufacturers so can guarantee they are providing the best and latest training possible.

Please contact 01564 703900 or visit website www.floorskills.co.uk for more information.

FloorSkills are proud that their instructors are kept up to date on the latest installation techniques. All instructors attend regular training at manufacturers and product awareness courses. They also use guest instructors

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SMG and Minerva form collaboration!

SMG are delighted to announce that SMG The National Furnishing Group and The Minerva Furnishers Guild have agreed to form a collaboration arrangement that will enable both Buying Groups to formally work together to promote each other’s organisations as their preferred partners for the flooring and furniture sectors respectively.

SMG would like to stress that each Group will continue to operate independently and although this arrangement should certainly not be viewed as a ‘merger’, it is firmly believed that there are great benefits to be gained by working together.

The National Furnishing Group

“We at SMG are delighted to have come to this unique collaboration arrangement with The Minerva Furnishers Guild.

The synergy between our respective Groups is remarkable and I believe that this arrangement will prove extremely beneficial for both our retail members and approved suppliers alike” comments Chris Moffat, SMG’s Executive Chairman.

SMG’s carpet, flooring and business services packages have a great deal to offer the professional independent retailer and combined with Minerva’s extensive furniture portfolio, we are confident that the prospect of voluntary ‘dual’ SMG/Minerva membership will be extremely attractive to those Members of both Groups who have expressed a wish to diversify into additional ‘home furnishing’ product areas.

“We at SMG are delighted to have come to this unique collaboration arrangement with The Minerva Furnishers Guild. The synergy between our respective Groups is remarkable and I believe that this arrangement will prove extremely beneficial for both our retail Members and approved suppliers alike” Chris Moffat, Executive Chairman of SMG.

The Minerva Show in Telford attracts some of the leading suppliers in the industry to showcase their latest products.

The joint venture commenced with an invitation to all SMG Members to attend The Minerva Members’ Show on the 1st and 2nd October 2013 at The International Centre in Telford, more details about the show are on the opposite page.

Chris added “If you don’t currently offer furniture to your customers why not diversify? Visiting the Minerva show is the perfect opportunity to meet leading manufacturers and discuss the possibilities”.

Here are just a few of the suppliers who attend...

If you are interested in joining Minerva please contact 01225 444204.

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28/10/2013 13:51:03

Show time in Telford!

October saw The International Centre in Telford descended upon with Minerva and SMG Members attending their biannual show.

Some of the leading suppliers in the furnishing industry once again applauded the Minerva show in October, “The Minerva show at Telford gave us the perfect opportunity to showcase our new ranges and have meaningful discussions with our top accounts” explained one supplier. “The venue is incredible and it is very well supported by the Members” he continued.

It was the second time SMG had a stand at the show and it was certainly worth it.

Many Minerva Members visited the stand to discuss the benefits of joining both Minerva and SMG and it was also a great opportunity to see existing SMG Members to discuss the latest developments and initiatives.

“I am particularly happy with the reception we have received at the show this year, May was good but October has

been exceptional. The team at Minerva have embraced this collaboration, as we have and we hope to build successful growth for both Groups” commented Mike Symonds, Head of Group Operations at SMG. The SMG stand showcased ranges from the top Approved Suppliers and also featured products available from The Real Shetland Company supporting the Campaign for Wool initiative.

The event continues to be tremendously supported by Minerva Members and this is what attracts suppliers such as Alstons, Breasley, Carlton, Duresta, Hypnos, Natuzzi and Somnus to showcase at the two day event.

Don’t miss the next show... Look out for details in your Monthly Update!

The SMG stand featured products from The Real Shetland Company and other top Approved Suppliers.

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Newsupdate

Forbo’s Back to the Floor recycling scheme saves cost and space Flooring companies are saving on both disposal costs and on-site space through participation in Forbo’s Back to the Floor scheme, which is reporting steadily increasing collection volumes of its waste flooring off-cuts for recycling.

Material types accepted include smooth vinyl, Marmoleum and Flotex installation off-cuts, as well as clean off-cuts from the Novilon and Novilux cushioned vinyl ranges, which can all be recycled back into new Forbo products.

We’ll be pursuing the option of recycling our large cardboard cores, as this will reduce pressure on space and help to further enhance our green credentials.”

It’s a similar story at Kiely Carpets in Lydney, Gloucestershire, which is also reaping the twin benefits of saving on disposal costs and freeing up space, according to Grant Stephens who manages the warehouse.

Launched last year, Back to the Floor has now established a number of drop-off sites for Marmoleum off cuts across the UK, from Glasgow to London and the South West. Flooring contractors, installers and distributors can contact Back to the Floor 0161 355 7618 for more information and to sign up to the scheme, which can offer potential cost-savings, as opposed to landfill.

Material types accepted include Marmoleum, Flotex and smooth vinyl installation off-cuts, including Eternal, Forbo’s core project vinyl range, as well as clean off-cuts from the Novilon and Novilux cushioned vinyl ranges, which are more residential brands. All can be recycled back into new Forbo products. By the end of 2013 Forbo Tessera Carpet Tiles will also be included in the Back to the Floor scheme.

“The scheme is going from strength to strength as more companies sign up and regular volumes are being back-hauled to Forbo for recycling”

He said: “Having already filled several bags, we’ll be sending off another two soon. We recycle mainly smooth For London-based J De Bruyn, one of vinyl and have probably already saved the largest independent stockists of the equivalent of a skip in just a few Forbo products in the UK, the scheme is months. working well and already saving money, “We’re pleased with how it’s as well as space on site. “It’s making a progressing. Fitters like the scheme as difference, obviously, and by recycling the bags give them somewhere to put Marmoleum off-cuts we are definitely the off - cuts and keep their work area saving money on commercial disposal tidy - and of course, recycling is the costs, although it is too early to say by right thing to do.” exactly how much,” commented John Cordery, Director of J De Bruyn.

Back to the Floor Scheme Co-ordinator, Matt Charlton said: “The scheme is “Awareness of the scheme has grown going from strength to strength as and we are pleased with how Back more companies sign up and regular to the Floor is working for us,” he volumes are being back-hauled to continued. “An added benefit is that Forbo for recycling.” membership has turned our thoughts to related recycling activities.

Registered Back to the Floor participants are provided with colour-coded polythene bags and bulk bags which can be collected from site, or dropped off at participating distributors, when filled with the specified materials.

Call 0161 355 7618 or email backtothefloor@forbo.com for more information.

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Newsupdate

T-Shirt giveaway

Cormar announces iPad winners

Members could be the lucky winners of limited edition Cloud 9 t-shirts this autumn.

Ball & Young will be placing several winning vouchers in a number of Cloud 9 rolls starting in early October!

Visitors to this year’s Floor Show in Harrogate again had even more reason to visit the Cormar stand – the company was offering customers the chance to win an iPad Mini a day! In addition to showcasing its new ranges – Sensation Heathers and Sensation Twist – Cormar wanted to support the show itself with an added incentive to attend.

Said marketing director David Cormack: “Last year we had such a great response to our iPad promotion that we thought it would be a great idea to do a similar promotion using Apple’s new Mini iPad. A mail shot was sent out over the summer to encourage retailers to visit the Cormar stand at show and on the day they had to complete a form to enter the prize draw.”

SMG Member Paul Telfer of Tony Roberts Carpets, Whitehaven was one of the lucky winners, Katie Bott (pictured right) collected the iPad Mini on his behalf.

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Gaskell Mackay Carpets prestige hotel of historical importance Bespoke contract flooring specialist Gaskell Mackay has been involved in the refurbishment of the largest independent luxury hotel in the North East.

Durham’s historical Ramside Hall Hotel & Golf Club has 80 bedrooms and a number of function rooms. The brief was to supply carpet to a precise specification for the corridors, lift lobbies and stairs in designated areas of the building.

As well as working with Curveline Design based in Gomersall, West Yorkshire, to devise the appropriate colourways and quality to reflect the hotel’s existing furnishings and high-end stature, perhaps the most intricate element of the project was incorporating inset panels woven into the Axminster design to mirror the positioning of the roof panels in the corridors.

The design concept was developed at Gaskell Mackay’s head office in Hartlepool by the company’s Head Designer, Gary Juniper; samples were supplied; and a comprehensive site survey was undertaken to ensure the Gaskell’s team had the precise measurements required to determine the size and positioning of the panels with absolute accuracy. A virtual installation was also deployed to give all parties the opportunity to see the finished design in-situ prior to fitting.

Says Ramside Estates Ltd Hotel Director, Helen Roseberry: “For me it was about getting exactly what was required, in a top quality spec, in the soonest possible time, within budget.

We’ve worked with Hugh Mackay (as it was then known) on a number of projects over the years and knew we could count on their craft and commitment to make it happen, however complex the design criteria. They didn’t disappoint and everyone involved in the project was impressed with their process and, ultimately, the finished product.”

“For me it was about getting exactly what was required, in a top quality spec, in the soonest possible time, within budget” Hugh Mackay has a longstanding affinity with Ramside Hall. The brand was brought under The Whitestone Weavers umbrella in 2006, following the company’s acquisition of the Gaskell contract business. Now trading as Gaskell Mackay, Whitestone boasts two of the commercial sector’s strongest names and has quickly established The Group as a leading UK and European supplier with a specialism in highly bespoke schemes. Its portfolio spans hotels, casinos, military quarters, luxury and stately homes; healthcare, retail and office environments.

“Ramside Hall is a particular coup because of the strong ties the business has with Durham,” says Gaskell’s Export and Operations Manager, Alan Kennedy. “Hugh Mackay Carpets were manufactured in the City of Durham for more than a century so it’s especially gratifying to be tasked with a brief of such local significance.”

Gaskell supplied a total 530m2 of the finest quality 80/20 Axminster, installed to an excellent standard by Durham Flooring. The carpet was commissioned in February and completed in March 2013.

For further information on Whitestone’s contract business visit www.gaskell.co.uk

smgnews 17 SMG News - Autumn 2013.indd 17

25/10/2013 14:20:29

Newsupdate

Bumper figures for Cormar’s trade portal As it celebrates its second anniversary, Cormar Carpets’ B2B trade website has gone from strength-to-strength making it the place to go to for online carpet trading.

phone and the delivery time mailed to me, the day before delivery.”

Said Craig Marshall head of order channels and logistics at Cormar Carpets: “It’s great to see the figures for Since its launch in late 2011, the number the portal continue to increase. Business to business online trading in the UK is of retailers using the system has more growing year on year, so it is good to be than doubled, over £22m of business has been placed and more than 350,000 able to offer Cormar customers a viable method of placing orders and checking order lines added by retailers. stock, real time, online.

One customer that uses the online “A recent survey conducted in a trade service to place their orders most of publication found that 52% of retailers the time, commented: “It’s a fantastic would place an order online, so there system. It tells you exactly what you need to know to place your order. I then is still plenty more opportunity to gain further business. One response in the get an order confirmation sent to my

survey was “Cormar’s Trade Portal was a great example” – which is extremely pleasing to hear.

“Our strategy with the portal is to listen to what our customers want and ensure the service we offer is not only considered to be market leading but is benchmarked against some of the world-class solutions in e-commerce.

Already we are working with our partners on a number of additional features that will launch in early 2014.”

The Cormar B2B web portal is open to all trade customers of Cormar Carpets. To receive more information please contact help.portal@cormarcarpets.co.uk.

News from Jaymart EASY Performance

supplying London Underground for over 25 years, since the King’s Cross fire disaster in 1987. After the disaster, London Blade-Runner is an exceptionally hard wearing compressed Underground contacted Jaymart to develop and manufacture rubber safety flooring which offers high underfoot comfort an entrance matting to their exacting specification, and and warmth, substantial sound absorbency, excellent colour the result was Jaymart’s “Grime-Rail Firefighter” specialist fastness and ease of installation. Blade-Runner is easily able to fire-resistant low smoke emission ribbed rubber/aluminium withstand heavy equipment and high impact shocks such as entrance matting system. This product is particularly suitable dropped weights, golf spikes or ice skate blades. where fire safety, low smoke and toxic fume emission are of critical importance, and Jaymart has recently relaunched the Blade-Runner is manufactured Open Construction variant with the specialist fire retardant using up to 80% recycled strips also on the underside to accommodate the London granulate or crumb rubber, is Underground’s special drainage grid system. environmentally friendly and can be recycled yet again!

Suitable for use at gymnasia, swimming pools, changing rooms, car showrooms, football clubs etc.

Blade-Runner installed at easyGym.

Recent installations include Lancashire County Cricket Club, Salford City Stadium, Tottenham Hotspur Training Centre, St George’s Park National Football Centre to name but a few.

Just the ticket King’s Cross Station, St Pancras, an underground station and major London railway terminus, has recently installed Jaymart’s Multi-Directional Grime-Rail Firefighter heavy duty entrance matting system.

Jaymart Rubber & Plastics Ltd, established in 1967, has been

‘Grime-Rail Firefighter’ is the specified entrance matting for all London Underground section 12 stations, including: • Stratford Station • Aldgate East Station ‘Grime-Rail Firefighter’ 16mm gauge is available in Open (Heelsafe) or Closed construction, and is DDA compliant for use by wheelchair users.

For further information please contact 01373 864926 email sales@jaymart.co.uk or visit www.jaymart.co.uk.

18 SMG News - Autumn 2013.indd 18

25/10/2013 14:20:34

SMG News - Autumn 2013.indd 19

25/10/2013 14:20:37

Newsupdate

Retailers inspired to recycle at the Harrogate Show In its fourth year of exhibiting at the Harrogate Flooring Show in September, Carpet Recycling UK’s presence yielded excellent outcomes for both retailer delegates and the association.

A CRUK hosted seminar covering the growth in recycling opportunities and benefits for retailers saw record breaking attendance. Presentations by CRUK Project Manager Jane Gardner and Lee Bridge, National Account Manager at Anglo Recycling highlighted manufacturers’ take back schemes and the increase in demand for clean post-installation offcuts for recycling into products such as underlay and insulation.

Commenting after the show, CRUK Director Laurance Bird said: “Year on year interest from retailers has been increasing as they recognise the real business and customer service enhancements delivered by recycling carpet.”

Retailer members also benefited directly as Laurance explained: “Having grown recycling networks we can now

offer more recycling opportunities and at the show several retailers realised that they could get their offcuts recycled using reverse logistics with CRUK member Anglo Recycling, raising recycling volumes.”

For more information please contact Carpet Recycling UK on 0161 440 8325.

Campaign for Wool launches a promotion to celebrate wool!

The Campaign for Wool launched a special interiors promotion in Wool Week to encourage manufacturers, retailers, designers, editors and consumers to nominate their OneWool product of choice to celebrate.

OneWool - the new promotion for interiors - will harness the skills, design talent and energy of all those that work with the fibre to create fabrics, art, furnishings and flooring and celebrate the beauty, diversity and practicality of real wool in home décor.

This new promotion follows on from the success of Wool House – the major interiors and lifestyle showcase that was held in March 2013 at Somerset House – where the Campaign for Wool saw a huge wealth of amazing products from wool interior businesses across the world brought together in one place at the same time. The Campaign is now keen to see how we can bring even more wool products together by

launching a social media and showroom OneWool@campaignforwool.org and will be used in social media and PR. promotion.

“Wool House was a truly stunning showcase and a revelation to many people as to the sheer quantity and quality of wool interior products but it was merely a snapshot of the huge range of wool features for the home.

“OneWool is a much bigger concept as it will also be launched in the USA and as it is open to everyone it is a more inclusive celebration of our fabulous global fibre. We want to encourage all to participate so that we can put wool and its creative edge at the top of the agenda for design and the home.”

Bridgette Kelly of the Campaign for Wool said, adding that the aim was to curate a OneWool gallery from the nominations.

Businesses are also encouraged to feature their nomination in store displays and e-mail them to their business networks to show how they are participating in the October Wool Week and the longer running OneWool promotion. For more information please visit www.campaignforwool.org.

Nominations of OneWool products can be made by sending an image and a few words (50-100) explaining the product details and why it has been selected to

20 SMG News - Autumn 2013.indd 20

25/10/2013 14:20:48

Above: The exterior of the Tower of London and the ancient trees which surround it.

Left: New Armouries Conference Centre – a vibrant carpet design inspired by light fittings in the area and the leaves on the ancient trees which stand proudly outside.

Below: The Yeoman Club features an intricate 25 colour axminster design depicting Shamrocks to represent Ireland, the Tudor Crown (Wales), the Tudor Rose (England) and the Thistle (Scotland).

Ulster Carpets... Carpet fit for a Queen!

Ulster Carpets recently designed and installed carpets for one of her Her Majesty’s Palaces and Fortresses, the Tower of London, home to the Crown Jewels.

The Tower of London was built by William the Conqueror in 1078 and has played a prominent role in British history. Today it is one of the country’s most popular tourist attractions. It is cared for by the charity Historic Royal Palaces and is protected as a World Heritage site.

Ulster designed and manufactured bespoke woven axminster for three areas within the Tower; the Yeoman Club, New Armouries Conference Centre and the intimate and unique private dining space Martin Tower, which houses the Crowns and Diamonds exhibition.

Ulster designers collaborated with a number of different teams within the charity to create a series of designs to complement the traditional setting and heritage of the surroundings, and to ensure that the design and colour met their requirements precisely.

The Yeoman Club, a private bar where all the Yeomen Warders have congregated for years has been graced with a highly coloured and bold carpet which incorporates symbols representative of the countries that make up Great Britain.

Twenty-five colours were used in this intricate woven axminster design and the depth of the design detail required was only possible due to the capabilities of Ulster’s unique PSYLO™ weaving technology.

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

smgnews 21 SMG News - Autumn 2013.indd 21

25/10/2013 13:26:37

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Each month SMG Members with Stain Control System sampling can take advantage of the ‘Offer of the Month’ giving them even more margin... In November the offer is on Serene!

The collection features 12 bleach cleanable ranges of stylish carpet designed to keep pace with the demands of modern life. It has been designed to give Members protection from local competition, fitters trading from home, internet and cost comparison shoppers – you do the hard work – you get the sale.

SMG News - Autumn 2013.indd 22

25/10/2013 13:26:46

est by supportin Why not generate inter d advertise in your ‘Offer of the Month’ an local press? sales towards the Alternatively, help drive range of carpets with Stain Control System in-store point of sale. of sale artwork Block adverts and point G, simply telephone are available from SM 2 3832 or email head office on 0118 93 k to discuss your info@smg-group.co.u requirements.

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HELP PROMOTE THIS OFFER IN STORE WITH POINT OF SALE... g the

More POS is available please contact SMG on 0118 932 3832!

SMG News - Autumn 2013.indd 23

25/10/2013 13:26:55

SMG News - Autumn 2013.indd 24

25/10/2013 13:27:11

Forbo direct

Absolute certainty in uncertain times with Forbo Direct We know there’s a lot of uncertainty in these difficult economic times so it’s good to know that there are some things that you can still rely on.

Forbo have been running the ‘Tessera Direct’ scheme since 2006 and during that time we have successfully delivered tens of thousands of orders up to 500m2 within 5 days, on time and in full. We’ve now extended this successful scheme to include one of our many resilient ranges, Flex Design, a loose lay tile that’s ideal for use alongside our carpet tile ranges.

Money back guarantee We’re so confident of our delivery guarantee that we’re putting our money where our mouth is. In the unlikely event that a Forbo Direct order for Teviot does not meet our 5 day delivery

promise, we will credit your account with the value of your Teviot order. This offer applies to all 24 shades of Teviot in the Forbo Direct collection ordered before the 31st December 2013. (Terms and conditions apply)

Complete Forbo Direct Collection For details of the complete Forbo Direct collection which includes all the colours in the Forbo Flex, Mix and Barcode ranges, just ring 0800 731 2369 to request a Forbo Direct sample book.

What’s included? The Forbo Direct product range consists of...

tessera teviot

tessera barcode

tessera mix

flex design NEW

•

Best selling loop pile product

•

On trend linear design

•

•

•

24 colours

•

18 striking colours

Random lay for speed, convenience and reduced waste

•

Effective soil hiding due to flecked effect

•

Multiple installation styles

•

Batchless for ease of ordering

Heterogeneous vinyl tile, designed to be laid next to carpet tiles without the need for a transition strip.

•

9 unique colourways

smgnews 25 SMG News - Autumn 2013.indd 25

28/10/2013 12:54:42

‘La Dolce Vita’ really means the good life!

Adam Carpets have launched a stunning new range entitled ‘La Dolce Vita’. The new range is the latest to be manufactured using Adam Carpets’ unique overtuft process. This technique of manufacture allows wool patterned carpets to be made that are similar to woven products, yet at a fraction of the price.

La Dolce Vita is available in 10 stunning colours with a mixture of contemporary and classical tones and in 4 and 5 metre widths. Contact your local representative for sampling.

SMG News - Autumn 2013.indd 26

25/10/2013 13:28:05

The latest news from Adam Carpets Revelation... Let’s start the conversation Adam Carpets want to change the way carpets are perceived by many when it comes to choosing their interiors. Too often carpets are the last thought and for many retailers they are seeing the customers budgets tightened when it comes to floorcoverings.

du Reve Ja e to latio nu la n ar un is y 2 ch 01 in 4!

Adam Carpets have certainly been busy during the summer, with two new products being launched and fantastic new in-store sales aids designed to help retailers ‘sell up’.

Revelation is the latest Adam Carpet range and as Sales Director Eamonn Prescott explains, it could change the landscape: “We wanted to produce a carpet that would be included at the start of the conversation when it came to interior design, not at the end. To do that we had to produce a range like nothing else seen before and offer multiple coordinating options to allow immense choice and diversity for the retailer and consumer.”

The new range has eight colour schemes, each comprising two plain twists, one stripe and one tonal. Indeed Adam Carpets are the only company to offer this type of package and the only company to offer a 5m width on a wool-rich tonal carpet.

“The tonal is the centre piece of the range” says Eamonn, “it has been designed with four colours in each pattern. Two natural ground colours in velvet yarns, then two planted accent colours in twist yarns, to create a textured tonal unlike anything on the market. The accent colours have been chosen specifically to match in with today’s fashions and trends.”

The range is truly remarkable in that it offers the opportunity to have one plain on a landing, coordinating stripe on the stairs, second coordinating plain in a hall, then the matching tonal in Lounge or Dining Room if desired.

It can also be linked to retailers own fabrics and paints should they sell them.

Eamonn makes the final point: “The opportunity to make mood boards and

Adam Carpets’ new range Revelation and new in-store sales aid poster.

link the carpets to fabrics and paints will appeal to many retailers. It is an interior designer’s dream. The sheer scale of what this range can do should excite retailers everywhere!”

Revelation is due to launch in January 2014.

New in-store sales aids Adam Carpets are once again investing in their in-store displays with new sales aids designed to help retailers sell up to the higher end of the wool market. In the coming weeks retailers will be shown new Sales Aid boards and posters which highlight the differences between what makes a standard twist carpet and what makes an Adam Carpet.

The posters will be available to display either on the wall or in windows, whilst the unique boards will be able to show customers the noticeable differences between carpet surfaces, yarns and colours.

Eamonn Prescott of Adam Carpets: “The bed industry has long used side on views of mattresses to explain the different

type of systems used and their benefits.

We decided that we should do that too with carpets. Many consumers think all wool carpets are the same. They are not!

At Adam Carpets, we use premium British Wool, have a better finish on our carpets and offer more colours. These boards do not denigrate any other manufacturer’s carpets. We just point out why ours are better and what the benefits are.”

Also Adam Carpets has continued to excel in all aspects of manufacturing and customer service and they have once again been awarded ISO9001 status to the latest standard.

Managing Director, Chris Adam said “ISO9001 covers all of business from production methods through to customer service issues and how we deal with our customers. Adam Carpets has held this certificate since 2007, again showing our commitment to excellence and putting the customer first.”

For more information please contact your local representative or Adam Carpets on 01562 829966. smgnews 27

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25/10/2013 13:28:22

SMG News - Autumn 2013.indd 28

25/10/2013 13:28:25

Abingdon Flooring celebrates its 10th anniversary as a management buyout Yes, 10 years of hard work, ambition, investment and good intent from all the staff at Abingdon have brought us through a decade of topsy turvy market conditions to leave the company in a very strong position going forward!

Then again, there’s nothing like putting your backsides on the line to give you a spot of personal motivation. That’s what everyone did back in 2003 after the closure of Carpets International.

The last 10 years have seen many changes along the way with Abingdon being at the forefront in the development of heavyweight Stainfree polypropylene saxonies. A ‘must have’ product in any decent portfolio it seems these days. Product innovation, diversification, the re-introduction of multi-widths and the ongoing improvement of stain and wear warranties have all been important factors in the march towards improvement.

“We are committed to try to improve our products, our service and most importantly, your return on selling our products to the best of our ability” said a spokesman for the company.

In terms of capital investment, it is fair to say that the company has ploughed a small fortune into the development of the factory, its distribution via Alliance and the massively enlarged stock holding and sampling required to drive the business forward. The net result will be an increase in business from £28 million in 2003/04 to almost £80 million this financial year. Not bad for starters but the company has many ambitions yet to be achieved.

“We are committed to try to improve our products, our service and most importantly, your return on selling our products to the best of our ability” At this point in time the company would like to say a major thank you to the SMG management team and you the Members for giving Abingdon a superb level of support throughout the journey so far.”

In terms of capital investment, it is fair to say that the company has ploughed a small fortune into the development of the factory.

“It is our intention to continually drive the ‘Stainfree for Life’ brand home to consumers through TV advertising (current programming schedule throughout October/November), point of sale in store and reference to the website store locator.”

“The simple fact is that hundreds of thousands of consumers have now registered their F.O.C. Lifetime Stain Warranty and that is driving the message home as they have seen it for themselves, seen that it works and come back for more!”

Everyone at SMG would like to congratulate all at Abingdon Flooring on reaching this milestone. To be in such a strong position despite the current market conditions is a credit to the management team at Abingdon. Long may it continue and here’s to the next 10 years!

For more information about Abingdon’s ranges or if you would like to enquire about account opportunities please contact Abingdon on 01274 655694.

smgnews 29 SMG News - Autumn 2013.indd 29

25/10/2013 13:28:31

Options Colours - Titanium

Top sellers from...

Options Neutral - Ivory

Natural Style

Radiance

SMG News - Autumn 2013.indd 30

Imperial Velvet

28/10/2013 12:03:05

Question time with Shaun Lewis Sales and Marketing Director at Victoria Carpets.

Having started his career in the flooring industry many years ago Shaun Lewis has become one of the most respected figures in the trade. He worked at Mr Tomkinsons before joining Victoria Carpets and becoming Sales and Marketing Director.

SMG were delighted that Shaun agreed to take part in ‘Question time’, here are his answers from the interview.

SMG “You’ve been with Victoria for several years now, how has the company changed over the years?”

SL “I think it has changed unbelievably to be honest. We are seen as one of the major UK manufacturers now and we have products that suit most price points, as well as most fibre types, now we are moving into the Polypropylene market.”

SMG “How would you describe Victoria Carpets’ success?”

SL “Difficult at times and slow but we are now on the move and with the help of everyone who works at Victoria we intend to become a successful and profitable company, with the help of our retailers of course.”

SMG “What challenges are you currently facing as a Manufacturer?”

SL “Prices, raw materials are continuing to increase and for some reason, in this trade, they are difficult to pass on but pass them on we must in order to survive.”

SMG “Independent Retailers are also facing major challenges, what advice would you offer them?”

SL “I could take up pages with this one because it is something I believe passionately about. In general, the buying of a carpet from the consumer’s point of view is not an enjoyable experience! Too many shops deal with too many suppliers! They are too over-crowed and confuse the consumer by having simply too much choice. Why do they need to be shown 20 different wool twists? We are currently introducing our new display units into our retailers and so far we have had a great up take on them. They inform the consumer what they are looking at, they are well lit and the retailer can even buy tables and chairs to go with it should they wish to.

The consumer is used to going into stores, supermarkets or car showrooms for example and being in an environment that is nothing like certain carpet shops. Why should this be? There’s actually no excuse for it, so let’s change it for the better, we will all make more if we change.”

SMG “How would you like to see the industry change in the future?”

SL “By innovation and continual improvement.”

SMG “What are your career highlights?”

SL “Becoming the Sales and Marketing Director here at Victoria.”

SMG “What has been your favourite Victoria product over the years?”

SL “All of them of course!”

SMG “Aside from Victoria Carpets which other manufacturer do you most admire and why?”

SL “All of them, they are all professional and good at what they do.”

Shaun has worked for Victoria Carpets, one of the industry’s best-known and well respected carpet brands for several years.

SMG “Outside of the carpet industry, what are your passions?”

SL “Family, golf and eating and not necessarily in that order!”

SMG “In your whole life, what makes you most proud?”

SL “My daughters and grandchildren.”

SMG “Do you have any regrets?”

SL “Always but move on and learn from them.”

SMG would like to thank Shaun for taking the time to speak with us and answer our questions. For more information about Victoria Carpets’ product portfolio please contact 01562 749600.

smgnews 31 SMG News - Autumn 2013.indd 31

28/10/2013 12:04:18

The season has started!

The 2013/14 British wool selling season is now well underway and we thought it would be interesting to get an insider’s view on the process. We know where wool comes from and where it ends up but what happens in between? We spoke to Martin Curtis who describes the wool auction below...

“

“The British Wool Marketing Board hold auction sales throughout the year which enables wool merchants such as ourselves to bid on and buy the wool we need. It’s a good system because we have a constant supply of wool onto the market and that suits the way we supply it to our customers.

The clip this year will be around 5-10 per cent down on the approximate 30 million kilos produced last year. As there was virtually no carry-over of the previous season’s clip into the new season the quantity of wool available for us to buy will be between 8 and 10 millions kilos lower! This situation has to be well managed or we could find ourselves with not enough wool to sell to our spinners and manufacturers. That’s the biggest sin of all for a merchant, failure to deliver, but it does happen from time to time.

The opening sales have been very strong and virtually every kilo of wool on offer

32 SMG News - Autumn 2013.indd 32

has sold at a higher price than the same grades last season.

We, as merchants, often have forward order books - that means a customer may well buy a large weight of wool from us for delivery over the next few months. Sometimes we sell wool before it has been shorn from the sheep’s backs!

That makes it a risky business and if wool shortages this year force up prices at the Board’s auctions we will lose money.

In the short term this could boost prices for the sheep farmers. However a hike in prices at the auction can force manufacturers to look for alternative wool types from abroad as well as alternative fibres like polypropylene.

Then demand for wool and its price can fall in subsequent seasons – which is no good for the long term prospects for the wool textile industry.”

”

Wool facts • British wool clip is about 30,000,000kg wool per year • There are 22 auction sales held by the British Wool Maketing Board every year • At each sale between 1,500,000kg and 2,500,000kg of wool is sold • Curtis Wool buys 1,000,000 kg of wool at each sale and can scour 1,000,000kg of wool a week

28/10/2013 12:51:49

tessera teviot

tessera barcode

•

Best selling loop pile product

•

On trend linear design

•

24 colours

•

18 striking colours

•

Effective soil hiding due to flecked effect

•

Multiple installation styles

Forbo direct

Contact 0800 731 2369 to request your Forbo Direct sample book.

tessera mix

flex design NEW

•

Random lay for speed, convenience and reduced waste

•

•

Batchless for ease of ordering

Heterogeneous vinyl tile, designed to be laid next to carpet tiles without the need for a transition strip.

•

9 unique colourways

SMG News - Autumn 2013.indd 33

28/10/2013 12:53:14

Alternative Flooring’s cool news Alternative Flooring’s different approach, embracing the good and adopting unconventional thinking or in other words to be alternative, has led this pioneering brand to win more awards and launch original new collections this year.

An Award-winner Alternative Flooring has already won the Homes & Garden’s Design Award and the House Beautiful best carpet award for Quirky, a collection that has now established itself as Alternative’s big patterned carpet. This autumn it won the flooring category for carpets & rugs in design et al’s International Design and Architecture awards and was also voted a CoolBrand for 2013/14.

A Cool Brand Alternative Flooring has officially been named a CoolBrand, in an influential annual initiative to identify the UK’s coolest brands. It is the first exclusively floor brand to attain this status and has made a cool movie to celebrate! Managing Director Chris Brammall comments; “Style, desirability, authenticity, uniqueness, originality, innovation are the factors that are inherent in a CoolBrand. Alternative Flooring strives to be original, stylish and desirable, creating products and campaigns that reflect what we are all about. Being alternative and letting our brand’s personality shine was our goal and to have this recognised by CoolBrands is a brilliant endorsement of everything that Alternative Flooring stands for.”

An Originator A winning runner concept launched at Decorex 2013, offering over 80 designs in runner widths. In wool there are 23 Quirky patterns, 31 stripes from Rock ‘n’ Roll, Pinstripe and Blocstripe and 11 plain Wool Cord. To follow there are 17 inspirational natural fibres that are big on texture, from Sisal Bouclé, Sisal Super Bouclé to gorgeous geometric herringbones.

Skinny Tess

Quirky Dotty... with Bert

Blocstripe

Tutti Frutti

34 SMG News - Autumn 2013.indd 34

25/10/2013 13:30:10

A Beacon of Creativity Alternative Flooring wants to stand out and be a beacon of creativity! The new Beacon stand displays everything in one unit - wool, naturals, runners and Make Me A Rug, each headed by lifestyle images and cool graphics. The sections have stories to tell with best sellers, mix and match, fine and chunky textures. The Beacon is practical and also works as a modular design to fit into your space.

The Be Stand has also had a facelift with the latest lifestyle images and graphics designed to link into seasonal campaigns.

NEW Brochures

“Alternative Flooring strives to be original, stylish and desirable, creating products and campaigns that reflect what we are all about. Being alternative and letting our brand’s personality shine was our goal and to have this recognised by CoolBrands is a brilliant endorsement of everything that Alternative Flooring stands for!”

The new autumn/winter 2013 brochure has a section devoted to runners and is accompanied by revamped Colourscapes and Borderline leaflets.

NEW Advertising Advertising campaigns are now designed to target both print and social media to create a buzz around this coolest of brands.

NEW Sampling & Packaging Alternative samples have new packaging with style and substance – in natural recyclable cardboard stamped with the green Alternative and the CoolBrands logo.

Sisal Bubbleweave

For more information contact your local representative or Alternative Flooring directly on 01264 335111.

Be Social and join our growing ‘alternative’ community... www.facebook.com/alternativeflooring www.twitter.com/alternativeflr www.pinterest.com/altrntvflooring

b

www.alternativeflooring.com/blog www.instagram.com/alternativeflooring www.youtube.com/alternativeflooring

SMG News - Autumn 2013.indd 35

25/10/2013 13:30:25

SMG News - Autumn 2013.indd 36

25/10/2013 13:30:30

Voted ‘Best Be d Manufacturer’

Which? Magazine says Sealy’s Napoli 1200 pocket spring mattress “stood out from the competition”...

Sealy’s Napoli 1200, from its collection of pocket sprung beds, acquired the highest score in the latest test of pocket sprung mattresses by Which? magazine this summer and has gained a coveted Which? Best Buy award.

The Napoli 1200 has a micro-quilted mattress with knitted fabric and these wonderfully comfortable beds contain seven zones of specially designed motion and weight responsive pocket springs for total spinal alignment, by differentiating the firmness of the springs along the length of the bed.

Of course not all pocket sprung beds have the same quality springs. It’s all about the number of active turns in the spring itself — that is, the number of turns that are absorbing and supporting the weight of the body. The thinner the wire and more turns, the softer and more supportive the bed, and the longer the springs will last because their work is spread around. Perhaps this is why Which? said the Napoli was the most durable of the nine pocket sprung mattresses they tested.

Around the perimeter and underneath, these special pocket springs are surrounded by Sealy’s patented Unicase System which ensures the sleeper receives proper support with no sagging right up to the edge of the mattress. In addition, as with all Sealy Posturepedic beds, this is topped off with a deep layer of innergetic latex for outstanding comfort and pressure relief. With all this quality and technology in their beds, it’s no wonder Sealy has also won the prestigious Interiors Monthly Best Bed Manufacturer of the Year Award , yet again, in 2013.

The symptoms of house dust mite allergies are a major cause of disturbed sleep, especially for people with asthma, and an average mattress can contain tens of thousands of house dust mites and their waste.

The Napoli 1200 also enjoys the benefit of Sealy’s famous Smart Fibres which contain Tencel and Purotex to help keep the mattress materials cool, fresh, dry and hypoallergenic and are endorsed by Allergy UK to reduce house dust mites.

This stunning bed and the new, innovative Hybrid range will no doubt ensure even more customers join the ranks of Sealy’s Deeper Sleepers.

So, as Neil Robinson, Marketing Director of Sealy says “Sealy is going from strength to strength in the UK bed market and leaving its competitors behind. Which? magazine said the Napoli 1200 mattress ‘stood out from the competition’ and that just about sums up Sealy’s beds perfectly!”

smgnews 37 SMG News - Autumn 2013.indd 37

25/10/2013 13:30:38

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Isn’t it time you started selling rugs?

For more information please contact your local representative: NatIoNal sales maNager stephen Crooks - telephone 07807 023486 NortherN eNglaNd Brandon hayhurst - 07450 004529 southerN eNglaNd Neil Farrell - telephone 07989 320963 CeNtral eNglaNd, east mIdlaNds & east aNglIa stuart Baguley - telephone 07970 611487 Wales aNd West mIdlaNds Neil shearman - telephone 07739 802060 sCotlaNd mark Peden - telephone 07850 847762

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Have you heard?

We’re awarding one SMG member an £8000 Vusta Concept Display!

To enter simply email comp@vusta.co.uk with the following information by the 25th December 2013...

1.

Your name, company and contact number

2.

The name of the Vinyl suppliers you currently deal with

3.

Which spend bracket would you fall into per annum (Less than 15k, 15-25k, 25k+)

4.

On a scale of 1-7 how likely are you to recommend us to a friend or associate

For more information on the new displays, read on opposite...

Don’t...

Like us on Facebook, RT us on Twitter, Follow us on LinkedIn, Pin us on Pinterest, or +1 us on Google Plus.

Be social and call us on 02920 888223, we’ll send you a free Vusta catalogue.

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Vusta re-brands its concept displays to re-focus on customer interaction Vusta’s new range of display units are designed to help retailers engage with the customer and guide them through their flooring choices. Imagination need no longer be an issue for the customer; the new displays offer larger sampling, an interactive table-top space and improved utility – all within the same great modular design.

Larger sampling

Vusta’s resumé

Vusta’s wall displays allow for greater sized sampling (735mm x 600mm) across the entire range allowing the customer to gain a true representation of the finished floor. The units each have their own integrated sampling storage space, allowing customers to take sample stock home.

Vusta by Kenton Floors is a Luxury Design Flooring brand aiming to propel design flooring into a new era. Created through the eyes of nature, they are beautiful to look at and practical to maintain. Discerning homeowners and businesses choose Vusta Design Floors for their organic textures, elemental style and practical price point.

Interactive displays The concept range includes a fully stocked table unit with plenty of space for retailers to showcase the planks and tiles in combination with accessories such as design strips. This accessibility and physical interaction allows the customer to consider their preferences and visualise their floor, whilst making it easier for the retailer to conclude the sale.

Modular concepts

Free sampling Vusta is a brand from Kenton Floors, a third generation family-run business with a dedicated team of customer service representatives. Their complete knowledge base covers a range of over 3000 products, with an additional free 24 hour sampling service and reliable 48 hour delivery. At Kenton Floors the best is only just good enough, which is why all Vusta home flooring carries a 25 year warranty.

The new displays take into account the individual needs of the retailer as well as those of the customer. The modular design allows you to mix and match, accommodating all space and budgetary requirements. There’s the option to include a bespoke display floor or carry stock and financial payment plans For further information please contact 02920 888223. are available for all concept combinations.

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25/10/2013 13:46:32

Brooklyn and Hudson from Zone Zone offered up two fantastic new ranges at this year’s Manchester Furniture Show; Brooklyn and Hudson, two oak furniture ranges with subtle detailing and a range of products to choose from.

The Brooklyn Collection offers lovers of real wood and veneers a dining range designed for today’s tastes. With soft lines, bow-fronted detail and natural warm tones of oak, this extensive range is further complimented by contemporary satin brushed aluminium handles.

The Hudson Collection has a combination of solid oak and oak veneers finished in a natural oak lacquer.

This range has many beautiful features, from solid wooden frames to rubbed soft tops which show the beauty of real wood. Beauty in wood starts here and, as always with Zone at an affordable price.

The Brooklyn range offers up 14 pieces of furniture with customisation options available; choose from fixed top dining tables or extending dining tables; slat back, pad back or roll back chairs in a variety of colours and materials from black leather to cream fabric.

Most impressively in this extensive collection there are three different dining sets; square fixed, square flip over and rectangular extending as well as a variety of chairs to choose from with different colours and materials available.

Look out for Brooklyn, Hudson and more great dining ranges in the new Zone Furniture brochure for 2013/2014.

For more information please contact your local representative or Zone on 0141 613 7200.

Above and left the Brooklyn range has 14 pieces of furniture while Hudson featured below and left has a combination of solid oak and oak veneers finished in a natural oak lacquer.

DON’T FORGET

THESE PRODUCTS ARE AVAILABLE THROUGH SMG ORDERLINK!

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turer’

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d Manufac Voted ‘Best Be

25/10/2013 13:46:52

The best of both worlds... Revolutionary advance in sleep technology comes to the UK this autumn Memory foam is now so last century! It was invented in 1966 (when England last won the World Cup) by NASA to improve aircraft seats and was used in the space programme. That’s nearly 50 years ago...

Now, however, we’re in the 21st century and the next generation of bed technology is here…. a union of extreme comfort with zonal support, pressure relief and immense breathability, everything combined to make for the ultimate, deeper sleeper experience.

The new Hybrid beds from Sealy Posturepedic are a fusion of a new, technologically advanced, highly elastic gel and breathable foam merged with the latest, specially designed, innovative springs.

Unlike memory foam beds, these Hybrid divans and mattresses are wonderfully springy, bouncy, deeply comfortable and supportive, as would be expected from the very best pocket sprung beds…but with the added benefit of an innovative cooling gel foam layer so no more bed head hair or hot and sweaty bodies which are frequently experienced with ordinary memory foam. Memory foam beds also invariably mean no bounce factor…..but with these new Hybrid beds of course this isn’t a problem… so as you snuggle down in ecstatic comfort, you go to sleep quicker and stay asleep longer.

Sealy’s new Hybrid beds continue the heritage of comfort and support that always make Sealy Posturepedic beds

stand out from the rest. The top layer of unique breathable gel offers anatomically correct support, comprehensive hygienic protection and no sweating or shivering – the ideal sleeping climate for every season.

Under this are layers of nearly 3,000 innovative mini and full pocket springs, zoned to support the spine and heavier and lighter parts of your body along its length. The coil is a two stage design – the upper part of the spring is softer and conforming for contouring comfort, while the lower part of the spring is firmer for deep down support, and each spring is individually encased to minimise motion transfer so when your partner moves during the night, you don’t have to.

In addition to containing Sealy’s famous Smart Fibres, the unique and different covering for these beds is a new type of flexible, stretchy soft mattress wrap which will also contain Adaptive.

Adaptive is an ultra brand new treatment that changes passive textiles to textiles with a dynamic response to environmental changes like temperature and humidity. Adaptive re-uses the energy (heat) of the body to boost moisture wicking, moisture evaporation and cooling, to keep the sleeper and the mattress cool and dry, all night, every night. Adaptive treated mattress

covering works through the bed sheets and/or mattress protector as long as the textile layers have a good breathability.

And, finally, of course the beds have Sealy’s unique Unicase design for total edge-to-edge support which means you can stretch to the edge and utilise all of the bed space available without rolling off.

There are 6 beds in this new Hybrid range from Sealy ready to hit furniture stores this autumn with prices starting at £799 through to £1,299 for a standard double divan. Innovation doesn’t always have to come at a premium price.

And remember... with Sealy you go to sleep quicker and stay asleep longer... truly the mark of a Deeper Sleeper.

For more information contact your local representative or Sealy on 01697 320342. smgnews 45

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Any Colour, Any Carpet Style, Any Size with Ryalux’s Ultimate Collection Ryalux, one of the UK’s leading quality carpet manufacturers, offers a simple and affordable way for Members to help customers tailor-make their own individual carpet, with their Ultimate Collection.

“Consumers are more interested in, and have a better understanding of interior design than ever before” explains Darren Longden, Ryalux’s Commercial Director.

“Whilst some are happy to select from a standard colour palette, an increasing number want the colour to be just right, and want it in the carpet style of their choice. Our Ultimate Collection allows them to have this, and in a way that is easy to understand. Never again will our customers lose an order because they cannot offer the right colour, in the right style” The Ultimate Collection is a selection of twist, velvet, saxony, and shag pile carpet styles, available in a choice of different weights. All are available in any width up to 7 metres, and in any colour using their bespoke colour matching service.

With Ryalux’s Ultimate Collection, your customers can have their ideal carpet style, in their ideal colour, in any width up to 7 metres in three easy steps.

1 Choose a carpet style

From a wide selection of twist, velvet, saxony and shagpile qualities.

2

Choose a colour Either from the exclusively designed colour palette, or design your own colour using the bespoke colour matching service. Whichever is chosen, the price is the same.

3

Place your order Simply provide the sizes required. This can be any length and any width up to 7 metres, and there is no minimum order quantity.*

Using Ryalux’s bespoke colour matching service couldn’t be simpler. Just send a sample, whether it be a piece of fabric, a paint chart, wallpaper, or a carpet sample, anything at all, and they will use their extensive colour expertise to match it, and will send you (or directly to your customer if you wish), free of charge within 5 days, a beautifully presented yarn pom, to show your customer how their ideal carpet will look.

All carpets are custom made in the UK, using the finest New Zealand wool, and orders are despatched within 3 weeks.

For more information about the Ultimate Collection, please contact your local Ryalux representative, or the Ryalux sales office on 0161 762 3030. *surcharge applies for orders under 10m2.

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25/10/2013 13:47:30

Timorous Beasties rugs by Brintons – C Weed Aqua

The latest news from Brintons There has been some exciting developments at Brintons over the last couple of months including the launch of a Rugs by Brintons website and the refresh of the existing Brintons website.

Rugs by Brintons Following the highly successful launch of the Coronation Rug Collection, Brintons are delighted to announce the launch of the updated Rugs by Brintons website.

New for autumn 2013 are the latest developments with design house Timorous Beasties, including the dramatic Devine Moth and Paradisical Flower designs. Also being showcased for the first time are Zuzanaga rugs, a collection designed in conjunction with Cristian Zuzanaga, one of the most exciting new brands in interior fashion.

New functions have been added to enhance the browsing experience, including a ‘view in a room’ tool and a gallery of striking location photography.

Visit www.rugs-by-brintons.co.uk to find out more.

New Brintons Website Brintons Carpets have recently relaunched their Residential website to include some exciting new functionality.

Visitors now have the opportunity to view Inspiration pages featuring all of the

latest beautiful roomset photography by room style, as well as Trend pages detailing what colour schemes and designs are set to make an impact over the coming months.

Another innovation is the facility to create, print and share moodboards that not only contain Brintons imagery but can feature visitors’ own photography and swatch samples.

The Retailer listings pages have also received a makeover with easier to use search functions and clearer home to store directions. In addition, Brintons’ stockists also have the opportunity to personalise their pages by uploading store photography and descriptions about the services they provide.

Brintons are confident that these changes make the website both an inspirational place to visit and even more user friendly for consumers. Please visit www.brintons.co.uk to see for yourself.

For more information please contact your local representative or Brintons directly on 01562 635265. smgnews 49

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Employee benefits...

Employee benefits are an interesting subject for any company. Many think if you give an employee too many benefits they lose their advantage, give too few and risk not looking after your employees enough for them to feel undervalued and ultimately not work to their full potential or stay loyal to your company.

So what benefits should you consider important and which should you see as lower priority?

There are lots of changes happening in the pensions arena over the next few years with the introduction of Auto Enrolment.

These changes will affect EVERY business and even if you have a pension scheme in force, you should take advice on its suitability and compliance with the new regulations.

Basic Life Insurance (Death in Service) and Income Protection are also valued benefits for most employees, giving them the peace of mind that if they get ill and can’t work, or the worst happens, there would be a safety net for them. This is especially important if you are a smaller firm trying to attract personnel from the larger companies. If you are a very small company, or even a one man band, you can still benefit from the tax efficient life insurance that’s paid for by your company.

In a major survey of employees across the country, the overwhelming majority rank Private Medical Insurance as their second most important benefit after a company contributing pension scheme. There are many types of schemes available from many providers; anything from basic cover to get your staff back to work quickly to full cover that attracts and retains

“Quote”

the most skilled members of your workforce. Again, you may have Private Medical Insurance cover but is it the most suitable or are you paying too much?

Other benefits like Gym Membership, Health and Wellbeing Programs and Employee Assistance Programs (EAP’s) can also be combined with your Medical Insurance to add value to your employee’s benefits package and help them keep fit and healthy.

Working from home, flexible working hours and team building events are also added benefits that may be plausible in some companies but not always fitting to others.

Ultimately, a good employee benefits package will set your company apart from its competition and make your organisation the place to work. Get in touch today to make tax efficient savings and review and discuss options to cost save without removing the effectiveness of all your employee benefits.

Contact Seth Thomas at Ample Financial Services on seth@amplefs.com or telephone 01707 644645.

An overwhelming majority of employees rank Private Medical Insurance as their second most important benefit after a company contributing pension scheme.

Other benefits like Gym Membership can also be combined with your Medical Insurance to add value to your employee’s benefits package.

For further information please contact your local representative or telephone smgnews 51 SMG News - Autumn 2013.indd 51

25/10/2013 13:48:16

The latest from Relaxateeze This year saw Relaxateeze introduce 17 new products at the Manchester Furniture show; including 3 swivel recliners, 2 action recliners, 2 new sofa sets and 4 new club chairs.

The new swivel recliners launched offer a range of styles at affordable price points; Supra and Venus are introduced as minimalist, modern swivel recliners available in a combination of finishes including brown, cream and mink; Venus’ unique back shape and contoured seat add increased support and manoeuvrability when in the reclined position. Sambuca rounds off the latest swivel recliners with rich upholstery, padded seat, back and arms in a brandy finish.

Knightsbridge and Westminster are the latest additions to Relaxateeze’s array of action recliners; both upholstered in textured chenille fabric and featuring powered recline action.

A classic style of chair that has taken on a modern look with it’s textured upholstery. Knightsbridge features a lift and tilt motor, making the chair suitable for less mobile users. Interest in both of these chairs was high at the Manchester Furniture Show with many admiring the comfort of the fabric upholstery.

Sambuca

Relaxateeze continues to introduce stylish new club chairs off the back of Gianna, Paula & Tara launched earlier in the year.

Soho, Strand and Chelsea feature similar designs with short dark wooden legs, silver stud detail, short contoured back and cushioned seat. Soho & Chelsea are offered in natural coloured fabric and gold coloured fabric, respectively; whilst Strand is upholstered in a brown waxed leather finish. Helena completes

DON’T FORGET

THESE PRODUCTS ARE AVAILABLE THROUGH SMG ORDERLINK!

Venus

Helena

the collection with a chair and 2 seater option; upholstered in a chic silver woven fabric with button press detail, propped up by short natural wooden legs and crafted with fluid curves; Helena takes inspiration from a retro style of design while maintaining a modern, minimalist and contemporary style.

Additionally, Relaxateeze has also launched the new Dual Swivel Recliner; featuring a modern, minimalist design. There are special offers available for a limited time only on this fantastic swivel recliner; available in a range of colours.

Soho

For more information please contact your local representative or Relaxateeze on 0141 613 7200.

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DON’T FORGET

The latest range from Morris Furniture

THESE PRODUCTS ARE AVAILABLE THROUGH SMG ORDERLINK!

Polo is the latest oak dining collection from Morris Furniture and features a contemporary design, encompassing traditional methods of woodworking and craftsmanship.

The most significant design element of the collection is the outward facing dovetail joints on all drawer boxes, providing a unique and aesthetically pleasing addition to the range. Featuring 16 pieces from display and storage cabinets to sideboards and dining sets the immaculately presented polo collection wins over today’s market with its combination of contemporary design and traditional craft techniques.

A modern, contemporary range crafted in light oak with intricate detail and exceptional build quality. Polo offers ample storage solutions and the dining sets are customisable with a range of slat back chairs, padded chairs and roll back chairs to choose from as well as a variety of fabric and colour options.

Polo was launched at the Manchester Furniture Show where it received great praise for its contemporary oak appearance whilst combining traditional dovetail joints. The dining range looks set to be a future best seller.

Look out for Polo and more great dining and bedroom ranges in the new Morris Furniture brochure for 2013/2014.

For more information please contact your local representative or Morris directly on 0141 613 7200.

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Hugh Mackay’s carpet of flowers for Durham Cathedral Hugh Mackay Carpets is supporting Durham Cathedral’s ongoing refurbishment programme in honour of the contract flooring brand’s close ties to the City where it manufactured for over a Century.

Part of The Whitestone Weavers Group since 2006 the Durham-born business is now based in the North East town of Hartlepool but has never forgotten its heritage. Paying homage to its past, Whitestone recently re-introduced The Durham Cathedral line as part of the Hugh Mackay offering. Comprising four ranges themed to reflect its namesake Bede, Cuthbert, Benedict and Aidan - the luxury woven Axminster collection comprises 18 options designed for domestic interiors and contemporary commercial areas.

“At one time, and for a long time, Hugh Mackay was the largest single employer in Durham, employing over 500 personnel across two factories and several UK showrooms,” said Whitestone Weavers’ Managing Director, Steve Byrne.

“We wanted to show our support because we will always be indebted to the City for building such a prestigious brand that we’re proud to live-on under the Whitestone umbrella. Hugh Mackay and Durham are synonymous and the Cathedral is an important monument that signifies such a lot to the local community. This is our way of giving something back - not least to the company’s former staff who worked so hard to make it the success it still is today.”

Whitestone Weavers, under the Hugh Mackay brand, was sponsoring the ‘Carpet of Flowers’ at an upcoming Flower Festival being held at Durham Cathedral during the Summer. Intended as a celebration of the spiritual, creative and innovative nature of the North East,

all proceeds will be put towards the Cathedral’s refurbishment project, Open Treasure.

Hugh Mackay is a subsidiary of Whitestone’s contract carpet business Gaskell Mackay - forged when the Group acquired Gaskells and then Hugh Mackay to establish itself as a leading UK and European supplier, leveraging two of the commercial sector’s strongest names.

A specialist in highly bespoke schemes, its portfolio spans hotels, casinos, military quarters, luxury and stately homes; healthcare, retail and office environments.

For further information on Whitestone Weavers’ contract business please visit www.gaskell.co.uk.

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member focus

Stephen Pearce of Choice Homes will be celebrating their 50th year in 2014.

SMG Member Focus... Choice Homes SMG recently visited long-standing Member Stephen Pearce at Choice Homes in Brentwood, Essex.

It’s nearly fifty years ago that Stephen’s father Derek Pearce established Choice Homes in Essex, however the beginnings of this furnishing retailer is not your typical story. Derek, who was an accountant by trade, began his own wedding arrangement firm with his wife in the early 60’s and this evolved from ordering venue hire, cakes and discos to ordering furniture and flooring!

Earlier this year Choice Homes attended the Buying Groups’ National Flooring Show in Solihull and were the winners of the Free Membership Draw! Stephen commented “I think the Buying Group Show is getting better each year and winning the Membership Draw this year was the icing on the cake!”

Back then the store was located in Oak Road in nearby Harold Wood, after ten years of trading Derek looked into the possibility of joining a Group to help take their business to the next level. Some promotional literature arrived from SMG and after a visit from the Group Selection Manager at the time, Derek made the decision to join.

What do you feel is the independent retailer’s strength?

The company grew and became more and more successful over the subsequent years and in 1993 they moved to their current premises in Brentwood. Stephen became involved in the family business in 1980 and has continued to build on the fantastic reputation it has in the local area, offering a superb service that customers return again and again for.

Sadly Derek passed away 17 years ago and his wife Marion retired around ten years ago. The current team includes Stephen and his wife Anne who is responsible for the accounts, and store manager Paul Jeffery.

Having spent a few hours in the store it is clear to see why customers choose Choice Homes. They have a great collection of furniture, carpets and hard flooring but above that they offer a fantastic service to their customers in a friendly and professional way.

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SMG put the following questions to Stephen last month...

“I’m sure my answer will be similar to most other retailers, the independent’s knowledge and the service we can offer is unparalleled – customers can’t get this from the multiples.

That is why the independent thrives so much in this industry.

All customers know this but can’t resist the ‘Summer Madness’ weekends when they believe they are getting better value.”

SMG has a strong policy of supporting British Manufacturers, is this something you support?

“Yes, very much so. Particularly with our wool offering, we are strong supporters of Adam, Brintons, Brockway and Victoria.

Also, I have to say on the man-made side it’s great to see Cormar and Regency challenging the Europeans on quality, price and service as well.”

What are the most common questions you have from customers?

“Increasingly they want to know the difference between wool products and man made. I think because we have man-made products on display when customers see the price of these they automatically reduce the budget they have in mind for their room - so this conversation comes up an awful lot.

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Also what’s interesting is that the traditional benefits of buying a wool carpet can sometimes not appeal to the customer, for example on durability many customers expect to change it more frequently nowadays.”

Choice Homes has a superb range of flooring and upholstery.

Is own brand a valuable addition to your store?

customers would have carpets throughout their house with the exception of the kitchen, this has significantly changed as LVT is much more popular.

“It is! We’ve always sold branded products until very recently and I believe own brand is a great vehicle at the moment. I’m fortunate that with most customers I talk to shopping around is not an issue especially online, however when I am preparing for a large quote it certainly gives me more confidence being able to list an own brand range.”

Also as areas and accounts have increased for representatives it is noticeable that they don’t call as often - which is not necessarily a bad thing but this is a big change from when I first joined the industry when you’d see four or five representatives each day.”

What is the key market challenge today?

What was the main reason for joining SMG?

“During the current trading conditions it is a challenge to generate more footfall. We have recently advertised a sale event and this definitely attracted new customers into the store.”

“Well as you know my father joined SMG in 1974 and I’m sure it was to enable his smaller shop access to the buying power of a group. Plus in building up the business gaining access to accounts with Approved Suppliers would definitely have been an advantage.”

If you could ask suppliers to change one thing, what would it be?

Finally, would you give any advice to non-aligned retailers?

“That’s a really interesting question... To be honest I could ask for the world but in reality each supplier has to work within its own practicalities. I suppose I have chosen to deal with the suppliers who support me really well and consequentially there is no need to ask for any changes.”

“One thing I would say is that if you are not a Member of a Group you will have to work a lot harder to get your prices close to the Group deal. Being a part of SMG does make it a lot easier as they do a lot of the work for you. It’s also the often overlooked back office and business support services that can save your business valuable time and money!

What has changed most during your time in the industry?

“One thing I would say has certainly changed is the amount of hard flooring that we sell and install. Not so long ago

I suppose the one piece of advice would be to have a discussion with a Group and see if it will benefit your business, you will probably be surprised at the offer available.” smgnews 59

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