SMG News - Spring 2019

SMG News | Spring 2019 | Issue 190 The Official Publication of SMG The National Furnishing Group

British Wool.

Quality Assured.

Join our licensee network • Use approved British Wool branding on your products and marketing material.

The British Wool licensee scheme helps consumers identify products made with a genuinely high content of British wool. So your customers know they are buying a product of quality, made with a natural fibre which is designed to last.

• Benefit from marketing support through British Wool’s new consumer marketing strategy, designed to promote high content British wool products to end users.

• Promote your brand and products at our consumer exhibitions and through our social media platforms.

• Guarantee great exposure on our new retail displays and point of sale materials.

• Take advantage of qualified consumer web traffic with a fully-managed, dedicated page on our website.

To find out more, contact the British Wool marketing team at marketing@britishwool.org.uk or call 01274 688666

CONTENTS SMG News | Spring 2019 | Issue 190

NEWS 7 ABINGDON FLOORING OPEN NEW DEVELOPMENT CENTRE 16 THE CARPET FOUNDATION ARE DISPELLING MYTHS IN NATIONAL PRESS 22 CORMAR RELAUNCH PRIMO CHOICE 47 TELENZO CARPETS INTRODUCE CORMO AND RYA

REGULARS 9 BUSINESS INSIGHT

An insight from Richard Renouf

17 AT THE SHARP END

Nick Walters from Cavalier Carpets

26 QUESTION TIME

Mark Vale from Westex

50 MEMBER FOCUS

Millers of Carnoustie in Carnoustie, Angus

FEATURES 12 SMG VISIT ULSTER CARPETS 18 A LETTER FROM MARTIN CURTIS, CHAIRMAN OF THE WOOL CARPET FOCUS GROUP 25 LAWTON YARNS RESEARCH THE RETAIL MARKET 32 INTERNATIONAL QUESTION TIME Filip Poelman of Balta Carpets

ON THE COVER: Westex

Westex - Natural Loop, Boucle Shingle

Westend Velvet, Tornado

INNOVATION, STYLE, COLOUR,

DESIGN AND QUALITY These are the hallmarks of ITC Natural Luxury Flooring, setting standards with new innovative products for 2019

We are passionate about colour and driven by providing our clients with quality and service without compromise. Features this year, in addition to our established ranges will be: Gloss: 100% Polyester with a rich texture that has the look and style of viscose. Easy to clean and maintain, Gloss is a perfect choice for heavy domestic locations.

Richmond: A cut pile 100%PA velour in a super fine construction with pin- point finish in 11 contemporary shades to reflect today’s paint and fabric trend.

Glamour: Like Gloss, but with an antique effect

Riverline: 100% New Zealand wool in a unique construction and mixture of 2 times 3 ply yarn, creating a modern plain cable structure.

Chamonix: A luxurious heavy weight carpet with a high dense pile and an iridescent shimmer that gives a stunning appearance. Interior Designers will love the silk-like look together with a supersoft underfoot feel and the selection of 7 subtle neutrals and 4 on-trend colours.

Bespoke Rugs: A special focus is being made this year on our range of bespoke rug options, featuring a brand-new selection of finishing options.

SMG News | Spring 2019

Dear Members, As we approach the end of the first quarter of 2019, it seems that trading conditions are a mixed bag with some geographical areas thriving and others struggling to gain footfall. Similarly, some top end products are flying whereas the lower end product areas are moving more slowly. With all the scaremongering and down talk in the media, it’s not hard to see why retail is suffering.

Consumers are bound to be affected by the political climate whatever their opinion on Brexit is and that affectation can mean they subconsciously decide against spending in a ‘wait and see’ approach.

Having said all that, those consumers with money in their pockets are willing to spend it on improving their homes with products they adore, regardless of the cost. It’s therefore the role of the Independent Retailer to point them towards the best possible products within their budget. Everyone should be taking a leaf out of the coffee shops’ book and upselling at every opportunity.

Small extra touches can make big differences and selling the benefits can make the customer proud that they are buying a beautiful product just right for their purpose.

One thing I heard at the Associated Weavers’ Discovery Day has stuck with me – ‘Optimism is a moral duty’! We need to gather our positivity and view every visitor in the store as a sale – that positive energy can become a self fulfilling prophecy.

I think we could all take inspiration from the story of Ulster Carpets – in 1938 when the financial and political world was in turmoil George Walter Wilson had the vision and the courage to set up a carpet weaving business in Portadown. Against the tide of negativity in the 30s with the world on the verge of war and with the depression in full swing, he invested in a business that is now an international success story. Read more about Ulster Carpets on page 13.

So, with positivity a forethought, SMG are pushing ahead with the own branding options Members can enjoy under the Pure banner – with hard flooring and underlay becoming new additions. We have also been ensuring that Members can enjoy promotions every month giving even more opportunity to generate sales. With rebates and special pricing, Group Members have a real advantage in the marketplace and with our Suppliers constantly updating current ranges and introducing new ones there are so many great products to draw customers into your store.

In this issue of SMG News we have the Sales Director from Westex, Mark Vale in the hot seat for Question Time with some interesting answers to read on page 26. We have Nick Walters from Cavalier Carpets giving us his view at ‘The Sharp End’ on page 17 and a fantastic success story in Millers of Carnoustie showcased in the ‘Member Focus’ section on page 50.

In this issue we thought we would be extremely topical and have a very special ‘International Question Time’ where we put some questions to Filip Poelman, Sales Director at Belgium based Balta Carpets to gain an insight on trade implications post Brexit from a European standpoint. You will be very interested to hear his views on page 32.

As always, this SMG News is jam packed with news, insights and information to keep you up to date and to make for what we hope is a very interesting read.

If you have any suggestions for features you might like to see in this publication, we always welcome reader feedback and ideas. SMG have a Facebook page so please do come and like the page to keep up to date on all things Group related and to share with us any interesting projects you have been involved in. We would love to share your pictures.

On behalf of SMG, I’d like to thank our Members and Suppliers for their continued support and to wish you a very successful spring trading.

Kind regards,

Mike Reed Head of Group Operations

SMG The National Furnishing Group 9 The Markham Centre, Station Road, Theale, Reading, Berkshire RG7 4PE Telephone 0118 932 3832 Fax 0118 930 4515 Email info@smg-group.co.uk Web www.smg-group.co.uk Published by SMG The National Furnishing Group. Printed by Blackmore Limited (Incorporating Lamport Gilbert Limited), Longmead, Shaftesbury, Dorset SP7 8PX

NEWS UPDATE CARPET RECYCLING UK: LANDFILL DIVERSION OF CARPET WASTE RISES The volume of carpet waste diverted from landfill in the UK has shown a modest increase with 175,252 tonnes reused, recycled or recovered for energy in 2018, according to Carpet Recycling UK. This represents a diversion rate of 44% - up from 42% and an increase of 7,252 tonnes on 2017, the not for profit membership association reports. Around 400,000 tonnes of waste carpet arise each year in the UK. Energy recovery accounted for 113,914 tonnes – 65% of the total and a reduction of 10,087 tonnes from 2017. Reuse and recycling of waste carpet was up by 19,338 tonnes on 2017 to 61,338 tonnes, representing 35% of the total.

In 2018, main growth areas were in equestrian surface materials, carpet tile reuse, carpets for cement kilns as a renewable resource to replace fossil fuels for export and in the UK and local incineration of municipal solid wastes (MSW).

Commenting on their 2018 achievements, CRUK Scheme Manager Adnan Zeb-Khan said: “Our Core Funder manufacturing and distribution membership continues to grow, providing exceptional support to CRUK as well as to their customers.

These Core Funders are industry leaders in developing voluntary producer responsibility for carpets throughout their lifecycle.”

Adnan noted that CRUK’s retailer and flooring contractor membership has increased as more companies recognise cost savings and sustainability impacts for their businesses. “They appreciate the help from our Core Funders to improve their results, in many cases saving thousands of pounds per year,” he continued.

Consistent awareness and interest in recycling carpet waste resulted in around 620 wide-ranging enquiries received by the CRUK team in 2018. CRUK’s social media presence continues to attract enquiries and generate leads from retailers, contractors and recyclers.

Last year’s fifth annual Carpet Recycling Awards celebrated innovations developed by specialist carpet reuse and recycling members across a wide range of categories, including recovering value from carpet manufacturers’ and distributors’ waste to create new flooring products.

Commenting on their 2018 achievements, Adnan added: “We are making progress towards our target of 60% landfill diversion

CRUK’s core funders are Cormar Carpets, Lifestyle Floors/Headlam, Brinton Carpets, DESSO, ege, Milliken and Balsan.

CELEBRATING 20 YEARS OF THE CARPET FOUNDATION 2019 marks the 20th anniversary of the Carpet Foundation, the brainchild of the late Michael Brinton and Mike Mills of Ulster. The cynics said it would never happen but today, 20 years on, we are still here, batting for the industry and independent retailers. Our Chairman, John Duncan, was on board at the outset. “I remember being sounded out by Michael Brinton – and I immediately said ‘yes’. I thought it was a genuinely brilliant idea.

The industry needed then, and needs now, a pro-active voice and a front. A lot of water has gone under the bridge since we started, but I am proud to have been part of it since the beginning and I genuinely 6

believe the Carpet Foundation has done, and will continue to do, a marvellous job for the industry.”

We will be marking our 20th anniversary throughout the year. From us all, thank you for your wonderful and valued support.

Visit carpetfoundation.com

Pictured right: Chairman John Duncan of the Carpet Foundation.

by 2020 and are proud of what we have achieved in our first decade. With strong commitment and support from all our Core Funders, members and the supply chain, we will continue to work tirelessly towards our sustainability goals.”

Looking ahead, Carpet Recycling UK will focus on increasing support from membership across the flooring sector as the 2020 target approaches – equivalent to 240,000 tonnes landfill diversion of carpet waste. The organisation will also promote increased recycled content in textile flooring and ‘circular production’ practices.

Carpet Recycling UK invites support from companies across the carpet sector who wish to raise their green credentials, operate more sustainably and reduce waste. Their 2019 Annual Conference and Awards event will be held on Thursday 18th July at Edgbaston Cricket Stadium in Birmingham.

For more information, call Marie Rhodes on 0161 440 8325 or visit carpetrecyclinguk.com

ABINGDON FLOORING OPENS CENTRE OF DEVELOPMENT & EXCELLENCE FOR CARPET As part of a wide programme of investment, Abingdon Flooring has opened a Centre of Development & Excellence at its South Wales factory, providing state-of-the-art facilities for the development and testing of carpets.

giving high-levels of flexibility and facilitating the rapid prototyping of new styles. Replicating the capabilities of many production tufting machines, the Mtuft can create samples with up to eight colours in as little as 20 minutes.

Admired throughout the industry for the high-quality of its carpets, Abingdon Flooring has always placed products through ongoing testing throughout the product manufacturing cycle, with the new centre representing the manufacturer’s commitment to continuing this policy, as well as developing new styles.

The Centre of Development & Excellence also houses a fully-equipped testing laboratory for on-going quality control, as well as areas dedicated to trend analysis and R&D. Alongside significant investment in new tufting machines and a backing line, the centre is ready to ensure that Abingdon Flooring can respond quickly to market demands.

One of the key additions within the centre is a precision Modra Mtuft sampling machine that allows Abingdon Flooring to create samples of varying stitch rates, gauges and constructions;

Steve Byrne, managing director, Abingdon Flooring, comments:

forward for the expansion of carpets from Abingdon Flooring, giving us the perfect environment to try out new styles, quickly and easily committing them to samples. The difference the centre is already making to our product development cycle is considerable and with a fully-equipped laboratory, we can continue our reputation for consistent high-quality across all our ranges.”

For more information, contact Abingdon Flooring on 01274 655 694, at info@abingdonflooring.co.uk, or visit abingdonflooring.co.uk

“The Centre of Development & Excellence represents a significant step

SMG News | Spring 2019 | 7

‘Shown: Crofter ~ Country Cream 50oz.

Crofter

A Quality British Made Woollen Carpet Penthouse Carpets are excited to present Crofter, a beautiful new cut pile berber range; expertly crafted at their mill in the UK, using a blend of the finest wools, and of course their signature easy-fit sustainable jute backing.

This stylish yet practical carpet is available in 9 subtle must have shades, in a choice of 40oz and 50oz, and 4m or 5m widths, to create a warm welcoming feel to your home.

Penthouse quality‌..naturally!

For all enquiries, please call: 01706 639 866

www.penthousecarpets.co.uk

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

“

The ‘Five Miles From Anywhere’ is a riverside pub on the River Cam. You get to it along a Fenland Road which I am sure is the most uneven road in the UK. It’s tarmac and there are no potholes or breaks in the surface, but it has subsided in so many places that, even though it is straight, and almost five miles long, you can’t get up to speed because the bumps throw you around violently.

I frequently come across floors that were ‘perfectly flat’ before the flooring was installed, but now there are lumps and bumps showing through a vinyl, or broken joints in laminate or click LVT because there are hollows in the subfloor and no support for the flooring. Often a smoothing compound (mistakenly called a self-levelling screed) has been used and, in the minds of the installers and customers the results must have been perfect.

How do you define or measure flatness? The British Standards for wood, vinyl and laminate flooring state that the subfloor should not deviate by more than 3mm from the bottom of a two-metre straight edge. The old pound coin was 3.15mm thick and so was often used for checking flatness (the new one

is 2.8mm thick). If the floor meets this standard it is likely to be good enough for most products. But some manufacturers have products which are more tolerant. For example, most laminate flooring can cope with up to 2mm variance over one metre.

The installation instructions will show this and, where the flooring

can cope with more unevenness, the instructions will override the British Standard.

But there is more to flatness than this. Smoothing compounds should not be left with pits, flow and splash marks from trowel application. This can easily be avoided by using a spiked roller while the compound is still wet, or by grinding down any unevenness once it is dry – but

this is laborious and best avoided.

Although such marks will not fail the flatness test, they will show through vinyl flooring and are considered a fault because reasonable care will prevent them. Most compound manufacturers offer training on the best ways to apply their products, as do the major flooring training companies such as FITA and Floorskills. When smoothing compounds go wrong the cost of remedial work includes having to take up all the compound and so will be far greater than the original sale, so the cost of a training course will be recouped by avoiding just one such issue.

When fixing plywood or hardboard, the right type of fixings (screws, divergent staples or annular ‘ring shank’ nails) should be used to avoid the fixings working loose. Around the edge of each piece these should be a maximum of 100mm apart and 150mm across the whole board.

Trying to save time by putting in less fixings will allow the board to move in use and will greatly increase the risk of failure.

One other point to remember is that ‘flatness’ is not the same as ‘level’. A sloping floor can still be flat and will be suitable for flooring if it is.

”

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

SMG News | Spring 2019 | 9

NEWS UPDATE WILTON ROYAL MAKES WOOL FASHIONABLE Wilton Royal, from Abingdon Flooring, is making wool carpet cool again with the launch of Balmoral, a thoroughly modern wool-rich twist for today’s eco-conscious homeowner.

In a collection of 10 heather shades including wide-ranging greys and modern tones of beige, Balmoral moves the natural appeal of wool firmly into the colour palette made popular by man-made stainresistant and super-soft yarns. Giving wool carpet a new lease of life in a sector it once dominated, Balmoral is an exciting launch not only for Abingdon Flooring, but the sector as a whole.

Martin Peace, sales director, Abingdon Flooring, explains: “The Wilton Royal name has long been synonymous with beautiful wool carpet, but there is no denying that its appeal has fallen firmly at the feet of those looking for classic style carpet suited to period and traditional interiors. So, we’ve taken the most popular colours for today’s carpets and added these to a great-value 80/20 wool blend to bring a carpet that’s

absolutely spot-on for modern homes – Wilton Royal Balmoral is a range where you’ll not find any royal reds or racing greens. Great value for money, the new style breaks the modern-day myth that wool is a more expensive option and is ready to reignite a new generation’s love for this natural and sustainable fibre.”

Made in Britain and featuring an 80% wool, 15% PP and 5% PES melt-bond blend for a pinpoint finish and lasting definition, Balmoral’s cut-pile twist is an elegant look that’s suitable for use throughout the home. Abingdon Flooring has also given Balmoral its Soft Fleece Bac for easier fitting and a discernible softer feel on feeler samples, helping to make its wool-rich blend even more tempting. In 40oz (Balmoral - 10-year wear warranty) and 50oz (Balmoral Deluxe - 12-year warranty) qualities and 2.5m, 4m and 5m widths, the carpet has plenty of scope for bringing wool back to home across the country.

For more information, contact Abingdon Flooring on 01274 655 694, at

ULTRA-SOFT CARPET COMES TO THE UK WITH BALTA Balta has launched Soft Origins, a two-style strong collection of ultra-soft carpet for the home crafted from 100% solution-dyed micro polyester.

Bringing feather-like comfort to the floor, Soft Origin’s micro polyester fibre is spun into a two-ply yarn that adds resilience, with solution-dyed colour providing the stain-resistance now demanded from even the softest of carpets. Crafted in a classic 1/8th gauge Saxony, the micro polyester yarn also gives Soft Origin styles the silk-like look that is proving a popular choice for residential carpet.

“Soft Origins is a significant development for the Balta brand, with an evolutionary micro polyester yarn that is incredibly soft to the touch, the collection establishes Balta as a force in trend-focused carpet.” Explains Geert Vanden Bossche, Marketing Director, Balta Group.

Soft Origins features two qualities; Cashmere Velvet and Silky Lush. In 10

a 1,650g/m2 pile weight, Cashmere Velvet is the collection’s heaviest style, featuring in a palette of eight modern colours. The expressive Silky Lush highlights micro polyester’s silk-like quality, this time in a 1,540g/m2 pile weight and in 11 pastel shades.

Both carpets come with Balta’s TwinBack backing that heightens underfoot comfort and makes the carpet easier to install through better flexibility and a soft surface that prevents scuffs and marks on skirtings. Available four-metre wide, Cashmere Velvet and Silky Lush were previewed during Balta’s Open Week event in December.

For further information, contact Balta on +32 56 62 22 11 or at sales-uk@baltagroup.com

Pictured right: Soft Origins, Cashmere Velvet

info@abingdonflooring.co.uk, or visit abingdonflooring.co.uk

NEW Heartland EasiCare Heartland has been revamped!

With 8 NEW colours and 8 retained colours giving the range an on trend colour palette, whilst the new yarn specification gives a softer luxurious feel 100% Polypropylene Twist pile in a 47oz weight, 10th gauge and available in both 4 and 5 metre widths.

NEW U2V Portal With our new U2V Portal, ordering our products online has never been so simple.

To register, please contact: Frances.brewer@victoriacarpets.com Tel: 01562 749613 Find us on...

www.victoriacarpets.com

NEWS UPDATE THE QUALITY OF ULSTER CARPETS On a snowy day in January, SMG left behind the cold English weather to experience the warm welcome of Northern Ireland with a visit to the Ulster Carpets factory in Portadown. We were keen to learn what makes Ulster Carpets such a success story in this difficult financial climate and how has it gone from a small local business to an international powerhouse.

We were greeted by sales director Jeremy Wilson, managing director Nick Coburn CBE and chairman, Edward Wilson and from them and the amazing staff at the company we learned all about the history and expertise of carpet weaving at Ulster Carpets.

The business started in 1938 with acquisition of a textile mill in Portadown

by George Walter Wilson – at a time of world financial and political turmoil he had the bravery to invest locally and sow the seeds for a carpet making business that has now become a company with sales and design offices around the world.

Concentrating on quality, innovation and efficiency Ulster Carpets began developing a carpet weaving operation that has evolved, developed and never been afraid of change. The technology they have embraced has allowed them to thrive in a sector where other manufacturers have found producing in the UK to be untenable. They have recently invested in a state of the art dyehouse which is just the latest project in a long line that has meant that the whole process is so slick and automated that costs, wastage and environmental impact are kept to a minimum.

They have plans of ongoing investment in the factory to ensure that their production techniques and quality mean that they will continue to not only compete but thrive in a 21st century world.

As you walk around the factory and talk with the skilled workforce, many having been in the business for 40 years or more, you can see the passion and commitment they have to making among the best axminsters and wiltons in the market today.

From the residential stock ranges to the zingy vibrant works of art that go around 12

the world to grace the floors of top hotels, casinos, cruise ships and palaces Ulster has something for everyone and every budget.

If the opportunity arises to visit Ulster Carpets, I would urge SMG Members to embrace the chance – you will see British manufacturing at its very best.

SMG would like to thank everyone at Ulster Carpets for the warmest welcome and for making our visit there so memorable and informative.

We now know what makes every Ulster Carpet a work of art!

For information on Ulster products visit ulstercarpets.com or call 028 3833 4433

ULSTER’S MULTIWIDTHS SERVICE MULTIWIDTHS is a service that offers you, the retailer a variety of colour matching cuts in different widths at no extra charge. This means better value for money for your customer, fewer seams, less waste and an overall lower environmental impact.

Ulster’s MULTIWIDTHS service means that their world class woven Axminster products are available in: 4.57m 3.66m, 2.74m, 1.83m and 0.91m widths, while their Wilton and Tufted products are offered in: 5m, 4m, 3m, 2m, and 1m widths therefore fewer seams and better performance long term.

This is an example of the savings you could benefit from when choosing an Ulster Axminster: For a room sized: 6m x 5m wide you can order 6m x 4.57 and 6.5m x 0.91m. Saving 16 sq meters over a 4m only width product. This works out to be a saving of around £960 plus VAT on a £60 sq meter competitors product!

Unique Service by Ulster BETTER VALUE On most hall stairs and landings you will need less Ulster carpet by using our system - therefore reducing the overall installation cost.

LESS WASTE On a typical hall, stairs and landing installation, you can use up to 20% less carpet.

Therefore reducing waste.

Ulster Carpets have recently created a video that explains the benefits within a short animation. This is available to use on websites and social media platforms, to educate your customers on the unique service on offer.

For more information on the MULTIWIDTHS service or to access the video please contact your local Ulster representative or visit ulstercarpets.com

IN OTHER NEWS FROM ULSTER Nick Coburn awarded CBE in New Year’s Honours

WIDER WIDTHS Ulster offers you 5m wide wilton and 4.57m wide axminster across nearly all of our stock ranges. This means fewer seams and better performance long term COLOUR MATCHING As the different widths colour match, you can be confident of getting the same colour throughout. Just be sure to order together.

Ulster Carpets Group Managing Director and Deputy Chairman Nick Coburn has been awarded a CBE (Commander of the Most Excellent Order of the British Empire) in the New Year’s Honours List for services to the economy in Northern Ireland.

Speaking about this recognition, Nick said: “I am truly honoured to receive this award which only comes with the support and guidance of so many good people.”

Nick is pictured in front of a portrait of his grandfather George Walter Wilson who founded Ulster Carpets in 1938.

SMG News | Spring 2019 | 13

EVERYBODY HAS A SOFT SIDE Super soft • Ultra resilient • Extremely durable

Super soft carpets

Super Soft

iSense® is the embodiment of tenderness and strength, so cuddly yet so resilient.

In only a few years, iSense ® has become the UK’s first and favourite brand when it comes to super soft carpet. More

Ultra Resilient

than 120.000 households already enjoy its comfortable touch and luxurious feel.

Which one of the unique carpet collections of iSense® will you choose?

Extremely Durable

iSense® carpet is not only soft, but also extremely durable.

In wear resistance tests, it easily outperforms all other soft residential carpets on the UK market. Get ready to be amazed and ask your Associated Weavers area sales manager for a presentation of the exceptional test results of iSense®.

: w i t h ou t a d oub t th e m os t du r a bl e and m ost p o pu l a r s oft c a r pe t availab le o n t h e U K-m a r k e t !

A UK brand since 1964 iSense-carpet.co.uk

Associated Weavers Ltd - F Mill – 2nd Floor East Dean Clough Mills - Halifax - West Yorkshire - HX3 5AX - UK

Tel: + 44 1422 431100 sales@associatedweavers.co.uk - www.carpetyourlife.co.uk

NEWS UPDATE THE CARPET FOUNDATION: DISPELLING MYTHS IN NATIONAL PRESS

Pictured left to right: Advertorial from the December 2018 / January 2019 issue of HomeStyle; Advertorial from the January 2019 issue of Beautiful Homes.

for returning to this subject. There is absolutely no evidence to suggest carpet causes asthma and allergies.

Indeed, quite the contrary. Carpet is a

sensible option for those with asthma.

Visit carpetfoundation.com p r o m o t i o n a l f e at u r e | 25bh

Promotion

DRAW THE EYE Give the hall a focal point with a runner.

Morocco runner in Agadir, Kersaint Cobb

Bricks not clicks

CARPET GUIDE When it comes to carpet, purchasing from a Carpet Foundation retailer is the best way to buy

T

he digital revolution shows no sign of slowing down. Yet shoppers are also flooding back to specialists. This applies to carpet shops, too. On the face of it, it may appear convenient, and quick, to buy carpet online – but buyer beware!

WELCOMING WOOL Beachcomber - Brockway

KEEP CALM Choose a plain design for a relaxed feel.

York Wilton carpet in Chambray, Ulster

ADR APPROVED New consumer law requires all retailers to have an Alternative Dispute Resolution process.

The Carpet Foundation is the only Government approved ADR supplier in the UK carpet industry

WHY USE CARPET SHOPS? We only buy carpet, on average, every seven years and knowledge is limited.

How do you know how much you need?

Measuring and estimating is a skill. Doing it yourself, and then ordering online is a risk. A professional will ensure there is limited or no waste and, if you need a join, it is in the most appropriate place.

Finally, what happens if things go wrong?

You’re responsible for getting your carpet back to your supplier if you buy online.

BE BOLD A colourful pattern will make a big statement.

Wool Fabulous carpet in Ruby, Crucial Trading

WHY USE CARPET FOUNDATION RETAILERS? The Carpet Foundation has 450 independent retailers nationwide. They are one-off, local, independent retailers, and they are all different. Most are small or family owned. Many have been selling carpet for generations. You are assured of good old-fashioned personal service from knowledgeable people. You will also find quality carpets to suit all budgets.

CODE OF PRACTICE All Carpet Foundation retailers operate under a Consumer Code of Practice approved by the Chartered Trading Standards Institute. They are the only carpet retailers in Britain allowed to follow this Code of Practice.

Furthermore, they are all individually monitored to ensure compliance.

For further info, visit carpetfoundation.com

Perpetual Textures - Brintons

The latest in our series of advertorials run in top home interest magazines have addressed, head on, some widely held misconceptions. In Homestyle magazine, we pointedly highlighted the pitfalls of buying carpet online – and why consumers should always use ‘bricks’ over ‘clicks’ when it comes to carpet. We make no apologies for steering consumers toward shops – and our retailers – rather than buying carpet online. In 25 Beautiful Homes, a leading home interest magazine bought by over 62,000 consumers every month and with a readership of 250,000, we addressed the misconceptions about carpet and asthma. Again, we make no apologies

Buy right The Carpet Foundation is supported by these suppliers to the UK carpet industry: Abingdon; Associated Weavers; Brockway; Brintons; British Wool; Cavalier; Cormar; Cloud 9; Crucial Trading; Telenzo; Hugh Mackay; Kersaint Cobb; Kingsmead; Penthouse; Regency Carefree; SEBO; Thomas Witter; Ulster; Victoria; Whitestone Weavers and Wilton Royal.

safe & stylish

Research by The Carpet Foundation confirms that carpet is a smart choice for homeowners looking for beautiful flooring that’s both practical and healthy to live with

C

arpet has always been a popular choice for British homeowners.

As well as contributing to the style of a room thanks to the huge variety of designs available, there are many practical benefits, too. Carpet adds warmth underfoot, creating a cosy retreat, and also helps to insulate our homes and reduce noise pollution.

Some people believe that carpet isn’t the best option for asthma and allergy sufferers because the fibres can harbour dust mites.

But a recent review of research by The

Carpet Foundation has confirmed this not to be the case*. The humidity in carpet is too low for dust mites to thrive. In fact, its three-dimensional structure acts like a sponge and soaks up most of the mites and allergens, which can then be removed with regular vacuuming**. This prevents pollutants from becoming airborne, meaning they can’t be inhaled, so air quality is improved.

Wool carpet is especially good for creating a healthier home environment. It absorbs common airborne pollutants and holds them in the pile, helping to improve

the carpet foundation is supported by: ■ Abingdon ■ Associated Weavers ■ Brintons ■ British Wool ■ Brockway ■ Cavalier ■ Cloud 9 ■ Cormar ■ Crucial Trading ■ Telenzo ■ Hugh Mackay ■ Kersaint Cobb ■ Kingsmead ■ Penthouse ■ Regency Carefree ■ SEBO ■ Thomas Witter ■ Ulster ■ Victoria ■ Whitestone Weavers ■ Wilton Royal GREEN SCENE South Pacific - Kersaint Cobb

*‘Carpet, Asthma and Allergies – Myth or Reality’, MW Sauerhoff, 2008 **Adilah N, et al, ‘The Effect of Frequent Vacuum Cleaning on the House Dust Mite Allergen, Der P1, In Carpets: A Pilot Study’, Nz Med J, November 1977, 438-9 ***Causer SM, ‘Absorption of Nitrogen Dioxide by Carpets’, Wronz Report; Causer SM, et al, ‘The Role of Wool Carpets in Controlling Indoor Air Pollution’, Proceedings of the 9th International Wool Textile Research Conference, Biella, Italy, 1995

Dec/Jan 2019 29

“The World’s Best Selling 80/20 Twist”

now available as a stripe Manx Tomkinson have added a new twist to Tomkinson Twist by introducing a stripe in the deluxe quality. There will be 6 coordinated shades to complement the best selling colours in their flagship Tomkinson Twist range.

16

air quality***. The Carpet Foundation regularly reviews research on asthma and there is no scientific evidence to suggest that removing carpet is beneficial to asthma sufferers. So if you or someone in your family has asthma, you can be confident that carpet is a sensible option.

For peace of mind, buy carpet from a retail member of The Carpet Foundation, with a Code of Practice approved by the Chartered Trading Standards Institute.

For further information and advice on choosing carpet, please visit carpetfoundation.com

www.manxtomkinson.co.uk

2 5 b h ja n ua ry 2019 | <#R#>

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

Nick Walters is the Cavalier Carpets Sales Manager for the Midlands area – stretching from Leicester to Oxford and Worcester to West London. Nick began his career in flooring in 1980 with Allied Carpets, where he stayed for almost 20 years before moving on to other non flooring related businesses.

Not able to keep away from the flooring industry, he returned to Allied in the early 2000s where he worked within the insurance division and from there moved to Chemdry, Floors 2 Go and finally to Renew Flooring Solutions in 2013. From there he moved over to Cavalier Carpets in March 2017 and he absolutely loves his job! We asked Nick the usual Sharp End questions…

HOW DID YOU GET INTO THE TRADE? “Back in the early eighties as a fresh faced naïve and excitable 20yr old in a dead end job, I applied to Allied Carpets as a new store merchandiser for their Store Display Team. I got the job and the rest, as they say, is history… they were heady and sometimes scary days... I had a fab time.”

WHAT HAVE YOU SEEN CHANGE THE MOST IN THE LAST FIVE YEARS? “The acceptance of cheaper product without the understanding that you get what you pay for. Our better end products have always sold historically, and I believe will still do in the future.”

WHAT’S YOUR FAVOURITE CAVALIER CARPETS PRODUCT? “We have some great products in our portfolio and some new exciting ranges were introduced in 2018 however, my favourite is our Cosmopolitan Twist (Cityscape). It’s a great 1/8th gauge single ply twist that’s offered in 3 weights, has a fine surface finish and has a fabulous contemporary colourbank of 24 colours.”

AS A REPRESENTATIVE WHAT ARE YOUR BIGGEST CHALLENGES? “Apart from grappling with the M25 and west London traffic delays when I am visiting my accounts down there, my biggest challenge is to be one of the key manufactures of choice for my accounts in the shops that buy on price alone. Lower price comes at a cost… quality!”

OF ALL THE RETAILERS YOU VISIT, WHAT COMMON DENOMINATOR CONTRIBUTES TO THEM BEING SUCCESSFUL? “Being able to diversify to their customer needs, whatever the value of the order that is being placed, and also being small local independent businesses maintaining their position and serving their local community in difficult trading times for their ever demanding customers.”

WHAT DO YOU SEE AS THE KEY MARKET CHALLENGE FOR RETAILERS AT THE MOMENT? “There is a dearth of fitters in the industry and seemingly fewer younger people taking it up. Retailers have problems attracting and keeping good fitters when the available market is tight and the demand is so high for their services.”

IF YOU COULD ASK RETAILERS TO CHANGE ONE THING WHAT WOULD IT BE? “I would rather some of my retailers just be up front open and honest when I’m introducing our ranges for consideration in their shop. If they said it’s not what we sell, doesn’t suit our customer base, won’t go in this area, etc I’m not going to be offended, in fact, I can look to better place the range elsewhere. I’m sure all reps have instances where a range left with an account has been found 6-9 months later covered in dust in a dark place in the showroom.”

OUTSIDE OF WORK, WHAT ARE YOUR INTERESTS?

with my partner and extended family, I like watching football (playing days are far gone) my local team Wolves are doing great for a promoted team into the premiership this season, COYW! - they’ve been a breath of fresh air in the way they play. I’m a keen golfer and am a member of my local golf club in Shifnal Shropshire, I love to travel within this country and also in Europe too.”

IF YOU DIDN’T WORK IN THIS INDUSTRY WHAT WOULD YOU BE DOING NOW? “My partner is convinced that I would make a good community health worker, she works in patient stroke rehabilitation within the local community and says that with my attitude, commitment and patience I would be ideal for a role as key support worker for those who are recovering from serious illnesses. I would look to do something like this.”

WHAT’S THE BEST PIECE OF ADVICE YOU’VE EVER BEEN GIVEN? “Never give up and always maintain your integrity. Like many people, I’ve been made redundant a fair few times in my career and although my confidence has been knocked when this has happened, I’ve always dusted myself off and got on with finding something that will enable me to pay the mortgage and bills. I’m convinced that maintaining integrity has helped towards getting the opportunities that have occurred.”

“I love to spend my time outside of work

Cavalier Carpets’ founder began selling carpet to homeowners from a market stall. From these humble beginnings, Cavalier Carpets has built a reputation as a leading British manufacturer of tufted carpets.

SMG News | Spring 2019 | 17

WOOL CARPET FOCUS GROUP WOOL IS THE BEST FIBRE FOR YOU, YOUR FAMILY, YOUR HOME AND THE PLANET! MARTIN CURTIS, CHAIRMAN OF THE WOOL CARPET FOCUS GROUP

“

I was delighted to be invited to write this article for SMG News and I have been looking for inspiration for a few days now.

Yesterday I found it!

I am in St Simons Island, Georgia and I am enjoying some winter sunshine. It was very cold last week and thank goodness for my wool knitwear but this week there is sunshine and I know I am very fortunate to be able to enjoy it.

I had just ordered my workers weekday special BBQ pork sandwich at the very famous Southern Soul BBQ. This place has fed movie stars, pop legends, politicians and billionaires (even an ex Wool Baron). It is very very far from posh.

You sit outside on wood bench tables and sip your ice tea, unsweetened for me as I am sweet enough, watching planes land on the nearby runway and watching cars try their best to circumnavigate the roundabout which is a total minefield for local drivers many of whom have never seen one before! Strangers chat with you and it is a local institution.

Well, to cut a long story short (gasps of relief all round) I removed the paper cover from my straw and a paper straw was revealed! The USA consumes billions of plastic straws - billions and billions. In the UK we all know about the horrendous pollution problems that are caused

by plastic contamination but people here are also starting to hear about it too. I am not just talking about special groups who have been working hard to protect the environment for years but the ordinary man in the street. My American friends know I am a bit of an oddity, coming from the UK and liking sheep and wool but they were amazed when I sent them the Campaign for Wool video about plastic contamination in our oceans and on land. Washing synthetics and vacuuming synthetic carpets and rugs dumps billions of tiny plastic particles into our environment and they never biodegrade. Do look at the video: youtu.be/y6JIlqHGbQ0, it is short and interesting and rather scary.

the wool organisations of the world failed to highlight the reasons why wool is the best fibre for you, your family, your home and the planet! We all took the onslaught from synthetics on the chin! The promise of cheap clothing, cheap carpets and rugs and home furnishings and the dawning of the new age, where modern technology has all the answers, befuddled us! We didn’t know how to react.

The fact is that wool has Biodegradability! (woolcarpetsnaturally.org/science.php) It naturally disappears in our oceans, it doesn’t poison fish or wales or dolphins and on the land it doesn’t get into our food chain. More and more scientific research is being undertaken around the world and we are finding proof that what we believed to be true is actually true. The job the plasticisers have done to brainwash us into thinking that synthetics are all things to all men has been their success story. Failure to present all the facts has been one of their greatest sins!

I don’t only blame the synthetic lobby, I also blame our side of the equation. Yes,

A little over the top I hear you say.

The guy is a nutter... well maybe I am but mark my words, you will regret not putting your hand up and saying I really want wool or other natural fibres.

Your home is safer, healthier and more comfortable with wool. Insist that your retailer gives you what you and your family want and the whole world will see a difference.

It was a price war! We had to compete on price! Synthetics had all 4 aces in their hand and we woolly backs stumbled around in the dark. Well, no more Mr Nice Guy, wool has Bouncebackability (yes, another natural Woolability) and the message is beginning to be heard.

”

PICTURED ABOVE: “OPTING FOR WOOL CAN HAVE A POSITIVE IMPACT ON THE PLANET” AN EDUCATIONAL VIDEO FROM CAMPAIGN FOR WOOL 18

INSURANCE INSIGHT IN THIS ISSUE MATT GOWING IS DELIGHTED TO ANNOUNCE THAT SMG INSURANCE SOLUTIONS WILL BE PROVIDING MEMBERS A BRAND NEW COMMERCIAL INSURANCE PRODUCT VIA AGEAS

“

We are delighted to announce that with immediate effect the SMG Insurance Solutions product is moving insurer to Ageas. We are continually looking at how we can enhance the offering to members and we feel, having spoken to a number of insurers, we believe that Ageas are the right partner to assist us moving forward in providing Insurance solutions for SMG members.

Ageas In the UK Ageas rank among the largest insurers, in fact Ageas are the seventh largest general insurer in the UK and insure over five million policyholders.

Ageas have received major awards for a number of their insurance products including the prestigious gold standard award for insurance for nine years running and have been accredited with the service mark by the Institute of Customer Service,.

In addition, Ageas have been accredited with an A+ financial rating status by Fitch and A by Standard and Poor’s.

What’s changed?

The following are some of the key changes and benefits provided by Ageas: Criminal Acts Included as standard, this new extension covers your legal liability arising from criminal acts such as arson, theft, malicious damage, fraud, dishonesty or embezzlement committed by your employees whilst working at your customer’s premises.

Direct Debit Spread the cost of your insurance across

12 monthly instalments.

Ageas have agreed to offer 0% direct debit where premiums are above £1,000 and 7% to premiums below.

Mechanical Breakdown cover Included as standard provided you have taken either contents or buildings cover, this provides cover for faults and the subsequent repair costs of items in and around the building such as heating systems, lifts and other non processing equipment.

Professional Indemnity The policy will no longer include this cover as standard as Ageas are unable to offer this within the policy, however where this is required we can facilitate this on a separate policy.

SMG Insurance The SMG policy can provide cover for stock, contents, computer equipment, buildings, tenant’s improvements, stock in transit, money, employers & public/ products liability, commercial legal expenses and in addition also include cover for manual work away from your premises such as carpet and flooring fitting, delivery & installation including cover for your use of subcontractors all under one policy. The policy will continue to include, as standard a number of enhanced covers exclusive to members of SMG such as: Loss of Customers’ Keys During the course of your business you may at times need to use a customer’s keys to enter their premises, perhaps to

measure up or to fit carpet or flooring whilst they are not there. If you or your employees were to lose the keys whilst they are in your custody or control the policy will provide cover up to £75,000 for the cost of replacements and/or the alteration of keys or affected locks.

Failure to secure customers’ premises In the unfortunate event of you or your employees failing to secure your customers’ premises, which results in damage to or theft of their property, this extension will provide cover up to £75,000.

Misuse of Customers Phones In the event of any misuse of a customer’s phone by you or your employees at the customer premises the policy is extended your liability from the cost of any misuse up to £50,000.

Damage to property whilst being cleaned including treatment Cover is provided under the policy to protect you in the event of the incorrect application of cleaning products to a customer’s carpet, soft furnishings, curtains or upholstery up to the limit insured under the Public Liability section of the policy (£5million any one occurrence as standard).

All existing members will automatically be offered the new Ageas benefits at renewal and, for members that do not currently insure with us, we can still guarantee to beat your existing Insurance by a minimum of 10% on a like for like basis, subject to no claims within the previous 5 years.

”

SMG Insurance Solutions is a comprehensive insurance scheme arranged by Stackhouse Poland, a top 10 UK independent insurance broker. It is available exclusively for SMG Members and designed to protect you from the risks faced by Carpet, Flooring and Soft Furnishing retailers and installers.

Visit www.smginsurance.co.uk to register your interest, alternatively call the SMG team on 01202 647444.

SMG Insurance Solutions is a trading style of Stackhouse Poland Ltd, which is authorised and regulated by the Financial Conduct Authority.

SMG News | Spring 2019 | 19

NEWS UPDATE THE IMPORTANCE OF WOOLSAFE ACADEMY TRAINING It is important that the cleaning operators taking care of your customer’s carpets are trained to the highest level. Poor cleaning is one of the main factors, alongside poor installation, that leads to complaints about carpet performance.

To tackle this issue WoolSafe set up an Academy over a decade ago to train up as many professionals in the carpet and cleaning industries as possible, and to the highest of standards.

WoolSafe has more recently invested in developing online training to bring the Academy website up-to-date and take advantage of modern technological developments. Improvements have been made to the user experience and make the Academy and its courses accessible on smartphones and tablets while enhancing the trainee journey when enrolling on courses.

The online courses software has been brought bang up-to-date and a responsive

theme added, ‘future proofing’ the online courses for years to come.

In addition to the online Carpet Inspector and Fibre Care Specialist courses WoolSafe Academy, based in the UK, also runs classroom-based training events around the world including Australia, USA and China.

Available courses in 2019 include: Carpet Repair and Installation, Advanced Specialised Cleaning Techniques for Modern Upholstery Textiles, Cleaning Fine Fibres (sisal, viscose, silk, bamboo etc.), WoolSafe Fibre Care Specialist Training Course, Carpet Inspector – Complaint investigation, Textile Colour Repair, Advanced Spot and Stain Removal from Wool Carpets, Control and Treatment of Textile Insect Pests and Rug Cleaning.

Trainees who pass the WoolSafe Fibre Care Specialist training are then eligible to join the global WoolSafe Approved Service Provider network. The network

VISIT WOOLSAFEACADEMY.ORG 20

is recommended by scores of carpet manufacturers and increasingly by carpet retailers too.

If you would like to offer your retail customers the correct aftercare advice please send a request to steve@woolsafe. org and he will be happy to send the WoolSafe Carpet Care iFrame to embed on your website.

For further information, contact The WoolSafe Organisation on 01943 850 817 or at info@woolsafe.org

SMG VISIT BALTA CARPETS Towards the end of 2018, SMG headed out to visit the Balta Carpets factory the biggest supplier of polypropylene carpets in Europe. Balta is a multinational organisation with over 4,000 employees and 11 sites around the world.

Baltaâ&#x20AC;&#x2122;s aim is to offer beautiful design at affordable prices, geared towards the mid market sector, their aim is also to be the biggest supplier to the residential market in Europe.

carpet to order and load the trucks for shipping. A truly 21st century business.

Thank you to everyone at Balta Carpets for making our visit so memorable and giving us a much clearer insight into the Balta business model.

For more information on Balta and their products visit baltagroup.com

Meeting with Filip Poelman, Sales Director, and his team it was clear to see how Balta have become such a major force within the polypropylene market. They have a determination and the vision to create beautiful silky soft products in colour palettes that appeal not only to the mainland Europe market but to the UK market too.

It was clear during our visit though that Balta are not a one product business â&#x20AC;&#x201C; they have a huge rug division aiming to be the world leader in machine made rugs, a commercial sector which is a growing challenger in North America and Europe and modulyss which is a major supplier of carpet tiles. Balta also supplies indooroutdoor woven products. Something for every application!

Balta are a company constantly evolving, with many new products in the pipeline and a constant development programme looking at new innovations in technical spec as well as predicting trends to stay ahead of the game.

A tour of the factory in the expert company of Gavin Freebairn highlighted how fully integrated and how huge the operation at Balta is. Vertical integration from fibre extrusion to spinning to dying to tufting is a slick and highly automated process. The vast warehouse is a sight to behold too where robotic booms pick

PRODUCT INFORMATION AT YOUR FINGERTIPS WITH COMPUTERS FOR FLOORING SMG Members running flooring management software, Carman, can now receive pricing and product updates to import directly into the system, taking away the need to refer to any external spreadsheet, database or catalogue.

Quoting in Carman takes seconds, and you can be sure the prices and products

are accurate and available.

For more information on the Computers for Flooring software and how it can benefit your business, get in touch today on 02921 679719 or sales@computersforflooring.com

SMG News | Spring 2019 | 21

NEWS UPDATE HUGH MACKAY: LET’S TWIST AGAIN As new ranges come and go, Hugh Mackay’s flagship range, Durham Twist, goes from strength to strength.

2018 was another record year for the product and that’s at a time when a lot of people are stating that wool twist sales are on the wane!

It’s a range of 60 shades in plains and heathers, made in three weights 40, 50 and 60 ounce. It then has 10 coordinating stripes made 1m, 4m and 5m wide. The 60 shades are split into three distinct sectors: Durham Twist Naturals: 20 shades that do just that, reflect nature. From the warm tones of Wheatflower and Jersey to the denser earthy tones of London Clay.

Durham Twist Elements: 20 cooler shades that range from cool clean Soft Cotton to the moody depths of Pewter and Platinum.

Durham Twist Colours: If anyone wants to make a statement in one room of the house or on a hall, stairs and landing, this is the range to go for. Colours like Pillar Box Red and Duck Egg Blue are shades that are often in the top ten colours month by month.

Pictured above: Durham Twist, Duck Egg Blue Vince Holden, Director at Hugh Mackay declares, “We believe that Durham Twist is the best value premium twist pile in the marketplace today. If you don’t use the range at present, take a fresh look at it. We’re sure you’ll be impressed!”

Visit hughmackay.co.uk

MORE CHOICE FROM CORMAR A new colour palette is behind the relaunch of Cormar Carpet Company’s Primo Choice range.

among consumers. And with two weights and price points available, it gives both the retailer and consumer, more choice.”

The stain resistant heather collection, originally launched in 2012, has extended its colour bank to 15 shades and been infused with nine new contemporary hues, including Zinc and Light Azore, as well as retaining six of the original bestselling shades.

Available in two qualities, “Super” and “Elite”, Primo Choice is expected to retail at around £20 per sq metre, for the Super and £23 per sq metre, for the heavier weight Elite.

Made from 100% Excellon polypropylene fibre, Primo Choice has all the easy clean, stain resistant and bleach cleanable qualities of Cormar’s other Primo ranges.

It is a two-ply yarn, tufted on 10th gauge for a finer look and improved pile density and performance. And from 2019, Primo Choice also comes with Cormar’s increasingly popular 10 Year Stain and Wear Warranty.

“After six years, colour trends have moved on and now there is a demand for a more urban palette of greys and stony neutrals 22

and online account management.

For more information visit cormarcarpets.co.uk or portal.cormarcarpets.co.uk

Cormar Carpet Company produces all its carpet ranges from two sites near Bury, Lancashire and through its new regional distribution centre in Hemel Hempstead, with a network of out-bases throughout the UK. Cormar owns its own fleet of over 75 vehicles to ensure a fast, efficient delivery service. As well as servicing its retail customers through a team of over 30 sales representatives, Cormar has an experienced, dedicated sales and customer service office and an industryleading trade portal which gives retailers 24/7 access to ordering, delivery tracking

Pictured above: Primo Choice, Zinc

LINEA RUGS FROM DANDY Dandy (by William Armes) recently took a stand at the Spring Fair at the NEC and the star of the show was the ‘Linea’ in mat runner and rug sizes. All are washable with non slip latex back.

SMG Members will get the opportunity to see the full collection as William Armes have been announced as a new exhibitor at this year’s Buying Group Show in May. In the meantime, check out the ‘gin mats’ too.

Pictured right (clockwise from top left): Dandy’s new gin mat; the Linea striped rug, available in a choice of ‘Rainbow’ or ‘Natural’ colours.

Visit william-armes.co.uk

RUBBER UNDERLAY: A VALUE FOR MONEY OPTION FROM INTERFLOOR As retailers develop strategies for dealing with escalating cost in certain product categories, Interfloor’s Sales Director Gary Cowley offers reassurance that the company is well-placed to provide a wide range of product options to help them in this process.

They are extremely comfortable and resilient. They are exceptionally good at minimising both impact sound and airborne sound between rooms. They are incredibly flexible and cover more applications than any other type of underlay.

“Today’s consumers want quality products which offer high levels of performance and are fit for purpose.

They’re increasingly concerned with making their money go further and are interested in long-term value for money. “This is what traditional rubber underlays, provide” says Gary.

Tredaire Colours Red is Interfloor’s top sponge rubber underlay and gives unrivalled underfoot comfort, heat and sound insulation and is an excellent shock absorber that help carpets look new for longer.

Rubber underlays are still widely used in the UK and offered by several high profile retailers with ready consumer acceptance.

“Consumers have never shown any resistance to rubber underlays as they’re familiar to them. In fact, pound for pound rubber underlays generally deliver better value for money in construction, comfort and durability.”

There are two types of rubber underlay: sponge rubber and crumb rubber.

Sponge rubber underlays are one of the most traditional forms of underlay. They have been around since the 1950s for very good reasons.

Specialist underlays such as Duralay Heatflow have low tog ratings making them ideal for underfloor heating, while Duralay Timbermate are thin and dense underlays for hard wood and laminate flooring.

Crumb rubber underlays are, as the name suggests, made from small crumbs of rubber which are bonded together.

The rubber crumb comes from used car tyres, so the basic raw material comes from 100% recycled sources. In addition, crumb rubber underlays are fantastically resilient and amazing at reducing impact and airborne noise. They are also dimensionally stable with regard to lateral forces. In other words, they don’t stretch or tear easily. Crumb rubber underlay offers outstanding recovery

and longevity. This makes them ideal for high traffic and very large areas.

Duralay Kensington Deluxe is Interfloor’s premium multi-layer underlay consisting of a smooth bonded crumb rubber backing as a base material topped with a felt layer produced from recycling plastic PET containers.

Given the current war on plastic it’s also worth mentioning the green credentials of rubber underlays which are 100% recyclable at the end of their life, with many containing not less than 65% recycled content.

Visit interfloor.com

Pictured above: Tredaire Colours Red

SMG News | Spring 2019 | 23

ENGINEERED WITH PRECISION. HARMONY, THE ALL NEW FLAGSHIP, DESIGNER COLLECTION OF LVT FROM LG HAUSYS. A STUNNING SURFACE, PERFECTLY MATCHED TO A HIGH DEFINITION DESIGN. INCREDIBLE REALISM ACROSS BOTH STONE AND WOOD EFFECT FLOORS CAN NOW BE COMBINED WITH OUR BRAND NEW FEATURE STRIPS, ADDING CUSTOMISATION TO YOUR FLOOR TO PERSONALISE YOUR DESIGN.

LGHAUSYS-FLOORS.CO.UK

LAWTON YARNS WOOLWATCH: SUPPORTING RETAILERS TO MAXIMISE WOOL CARPET SALES PETER GUY L’AMIE, GLOBAL SALES DIRECTOR AT LAWTON YARNS

“

There is a real buzz around natural and sustainable materials, yet wool carpets sales are not seeing the benefits.

To help the industry capitalise on this trend, Lawton Yarns has been on a yearlong journey to explore the flooring sales process - both from a consumer and retailer perspective.

of our brand new product development lab, which will support us in working directly with customers to maximise sales through innovative new wool carpet products that meet consumer priorities as outlined in the report, namely: durability, comfort and ease of cleaning.

To this end, we commissioned research to better understand retailer perceptions, consumer preferences and consumer purchase behaviour in order to support, and to challenge, the assumptions the industry has held about the marketability of wool.

We have also invested in the latest M-Tuft machine, which converts yarn into carpet samples - enabling us to work with carpet manufacturers to quickly trial different yarns and different looks. As well helping our customers to create new and innovative carpet collections, the new M-Tuft machine will help to streamline product development and broaden the scope for experimentation in the process.

Comprising a series of one-to-one interviews with independent retailers; an online survey to 60 retailers distributed through UK buying groups; and an independent survey of 1,000 people conducted by OnePoll, the research revealed surprising insights and some very interesting take-aways for the carpet and wool industry.

These findings have been compiled in a new white paper from Lawton Yarns, ‘The Woolwatch Report’, which explores in-depth the results of the research and opportunities available to the industry to capitalise on wool carpet sales. The report will be released at the end of Q1 2019 and will be available for download from lawton-yarns.com.

The future is bright for wool carpet. We welcome your thoughts on our findings and look forward to working together as an industry to harness the opportunities it presents.

”

SMG Members were integral to our research, and we’d like to thank those who participated in the survey - without your help, the report would not have been possible.

The research findings have also inspired change at Lawton Yarns. Product development has always been a key focus for us, and our experienced team collaborates with customers from start to finish to create innovative carpets and rugs that meet consumer demand.

We are pleased to announce the launch SMG News | Spring 2019 | 25

26

QUESTION TIME MARK VALE SALES DIRECTOR AT WESTEX

In this issue of Question Time, SMG took the opportunity to invite Mark Vale, Sales Director of Westex to join us and answer our usual questions. Mark began his career in direct sales for Whirlpool Spas.

Leads would be generated and he would then visit the customers to sell the spas. He then changed direction into working in the independent retail sector in both the flooring business and also bedding stores. Mark progressed into retail sales management alongside store turnaround programs. Joining Westex in 1997 as a sales representative, he rose through the ranks of management to be sales director.

HOW WOULD YOU DESCRIBE THE VALUES THAT HAVE MADE WESTEX SUCCESSFUL? “For over 40 years we have maintained our core beliefs:- large colour banks, quality products, offering durability and long lasting performance. Premium wool using only 2 or 3 ply yarns for enhanced performance, and ultimately having full control of our vertical wool manufacturing plant based right in the heart of Yorkshire.”

WHAT ARE THE BIGGEST CHALLENGES YOU ARE CURRENTLY FACING AS A MANUFACTURER? “The increase and acceptance of other styles and types of flooring such as LVT, and new manmade fibre technology.

This has therefore further increased consumer choice, which has been accepted and promoted by the trade generally. Reacting to the changing market Westex has developed new and exciting ranges to complement our existing high quality wool collection.

Offering our customers more choice with new ranges of LVT and our exceptional quality 6.6 PA collection.”

WHAT IS YOUR FAVOURITE WESTEX PRODUCT?

INDEPENDENT RETAILERS ARE ALSO FACING MAJOR CHALLENGES, WHAT ADVICE WOULD YOU OFFER THEM?

ASIDE FROM WESTEX WHICH OTHER MANUFACTURER DO YOU MOST ADMIRE AND WHY?

“Play to their core strengths. Knowledge, experience and exceptional customer service are their key differentials, which the independent sector has in abundance.”

“Our core product offering continues to be high quality wool, still proudly manufactured in the UK. Few other manufacturers are left within the UK, but those remaining all rightly deserve recognition.

IF YOU COULD ASK RETAILERS TO CHANGE ONE THING WHAT WOULD IT BE?

I also admire a number of non UK manufactures who have grown their businesses over the years and also deserve respect.”

“Always ensure you maximise your sale, don’t be afraid to promote and sell high quality carpets. Customers will spend the extra if you explain the benefits of the product.”

HOW WOULD YOU LIKE TO SEE THE INDUSTRY CHANGE IN THE FUTURE? “That carpets are promoted and sold as a desirable product, not as they are generally perceived a ‘grudge’ purchase.

We have great products, textures, colours and styles within our industry and these need to be promoted more.

Along with high quality wool carpets once again becoming our leading and preferred flooring option.”

“I personally have a mixture of our 100% wool loop collection alongside our 80%/20% wool velvet within my own house. My favourite has to be our Westend Velvet collection, with a choice of 89 colours in three qualities so there’s a colour and quality for everyone.”

WHAT ARE YOUR CAREER HIGHLIGHTS? “Starting as a sales representative at Westex, progressing into management, then, being part of a management buyout at Westex.”

OUTSIDE OF WORK, WHAT ARE YOUR PASSIONS? “Cliché I know but family time is at a minimum. Therefore family and holidays are my number one passion. Living by the Chiltern Hills in Oxfordshire means

Continued on the next page >> SMG News | Spring 2019 | 27

there are fantastic walks that involve our Chocolate Labrador. Ultimately finishing at one of our country pubs. Aviation has always interested me and led me to Gyrocopters, which I have just started some trial lessons.”

and Taz 16. To watch my children grow and develop into young adults, and to find their own career paths in life.

Thanks to the continued guidance of my wife, this continues to be my proudest achievement.”

IN YOUR WHOLE LIFE, WHAT MAKES YOU MOST PROUD / WHAT IS YOUR PROUDEST ACHIEVEMENT?

DO YOU HAVE ANY REGRETS?

“First and foremost, my wife Emma and our three children, Cam 21, Laura 20,

WHAT’S THE BEST PIECE OF ADVICE YOU’VE EVER BEEN GIVEN? “Never look down on someone unless you’re helping them up. Don’t assume, find out the details before making a judgement.”

“You wouldn’t be honest with yourself if you didn’t have any regrets. But life also delivers opportunities, just make sure you grab those.”

PICTURED ABOVE: NATURAL LOOP, BOUCLE SHINGLE 28

AXMINSTER ACADEMY 2019

THE ACADEMY BY AXMINSTER CARPETS INCLUDES: - A tour of the Axminster Carpet Factory based in Axminster - An introduction to the Axminster design team - A training session from our expert technical team

ACADEMY DATES 2019 Tuesday 26th March

Tuesday 23rd April

Wednesday 22nd May

Tuesday 25th June

To register your interest in attending the Academy by Axminster Carpets, please email: academy@axminster-carpets.co.uk

30

Timorous Beasties Refreshed for 2019 The ‘Timorous Beasties collection by Brintons’ goes against almost every conventional carpet rule with many of the designs being large in scale; directional yet beautifully drawn and exquisitely detailed. New patterns such as Moiré and Effie have been introduced for 2019 alongside existing favourites like the Grain Du Bois, Damask and Atholl Gardens which have been given a colour refresh. Visit the website to see the full range or contact your local business manager for more information.

www.brintons.co.uk © Brintons Carpets Limited 2019 Brintons is a trademark of Brintons Carpets Limited

jet damask 9/50153

INTERNATIONAL QUESTION TIME

FILIP POELMAN SALES DIRECTOR AT BALTA CARPETS 32

PICTURED: INSIDE ONE OF BALTA’S FACTORIES IN BELGIUM

As a special for this issue of SMG News we thought it would be extremely interesting to gain a perspective on UK business from one of our European Suppliers. Filip Poelman, Sales Director at Balta Carpets, one of the biggest European manufacturers has agreed to answer some of our questions.

Filip began working in the flooring trade in the early 1990s with Domo, dealing with different product categories and markets. Domo merged smoothly with Balta, making for a stronger offer for customers and Filip has worked tirelessly with his team to develop, sell and service the carpet ranges that generate the right business for their consumers. I’m sure you will find his insight very interesting: HOW WOULD YOU DESCRIBE THE VALUES THAT HAVE MADE BALTA SUCCESSFUL? “No-nonsense style with a focus on innovation and service. Balta continues to be a leading and reliable partner with affordable, trouble-free and market oriented products.”

WHAT ARE THE BIGGEST CHALLENGES YOU ARE CURRENTLY FACING AS A MANUFACTURER IN EUROPE? “Every business wants a stable environment to work in. The uncertainty that Brexit brings, is therefore not really helpful.”

INDEPENDENT RETAILERS IN THE UK ARE ALSO FACING MAJOR CHALLENGES, WHAT ADVICE WOULD YOU OFFER THEM? “Focus on a close cooperation with possibly less, but the right suppliers that put service and quality first.”

“IT’S A PEOPLE’S BUSINESS AND LET’S KEEP IT ALL LIKE THAT.” IF YOU COULD ASK RETAILERS TO CHANGE ONE THING WHAT WOULD IT BE? “Use every opportunity to promote the many benefits carpets have. It is an affordable and beautiful room changing floor covering. Aesthetics and comfort are great and acoustics for one will become more important still.”

HOW WOULD YOU LIKE TO SEE THE INDUSTRY CHANGE IN THE FUTURE? “Service will remain key and sustainability will become more important in future.

Did you know the Balta Group has 65,000 solar panels installed on its factory roofs in Belgium producing green energy and reducing CO2 emissions?”

WHAT IS YOUR FAVOURITE BALTA PRODUCT? “I have two actually. Gala, which has become an iconic brand in the UK market.

For many years this quality range has covered the floors of UK family houses with an excellent track record. Made In Heaven offers a new and innovative selection of ranges that have the right appeal for today’s customers.”

WHAT EFFECT DO YOU THINK BRITAIN LEAVING THE EU WILL HAVE ON SALES OF YOUR PRODUCTS? “One thing is sure. The island and therefore the market will not drift away.

We still hope common sense will prevail and no barriers hindering our business are put in place. We will continue to invest in Britain and support our trade partners.”

HOW ARE YOU PLANNING TO ENSURE SUPPLY TO YOUR UK CUSTOMERS? “We are building up stock levels to secure our high service levels. We are AEO (Authorised Economic Operator) certified to export to non-EU markets and simplifying custom clearance. Together with our logistic partners and customers we prepare for all possible scenarios.”

OUTSIDE OF WORK, WHAT ARE YOUR PASSIONS? “No better moments than those with good wine and bad wifi. Abroad or in my lovely home town Gent which everybody should come visit and enjoy.”

SMG News | Spring 2019 | 33

THE NEW BRECON RANGE B U I L T- I N U N D E R L A Y M O I S T U R E R E S I S TA N T N O E X PA N S I O N G A P * £19.98 / m2 (Net exc. VAT)

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Visit us at www.woodpeckerflooring.co.uk 35

NEW PRIMO CHOICE Easy-clean, bleach-cleanable heather twist, made with 100% Excellon Polypropylene. Available in two qualities “Super” and “Elite” in 4 & 5m widths.

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THE NATURALS COLLECTION FROM BROCKWAY CARPETS Seven beautiful undyed wool carpets on one tombola featured as the Naturals Collection from Brockway Carpets. All in one place, the one stop collection when your customer wants a natural wool product which is simply beautiful and contemporary.

This tombola has a compact footprint of 70cm x 45cm and is just £150 – so why not get some natural beauty in your store.

Contact Brockway Carpets on 01562 824737 or visit brockway.co.uk

PICTURED LEFT COLUMN: LAKELAND HERDWICK, AMBLESIDE STRIPE; NATURAL TWEED, HARRIS PICTURED MIDDLE COLUMN: BROCKWAY’S STANDARD TOMBOLA; NATURAL TWEED, ERISKAY; RARE BREEDS LOOP, LINEN; GALLOWAY WIGTOWN, KESTREL PICTURED RIGHT COLUMN: BEACHCOMBER DUNE, REEF; CAVENDISH BOUCLE, CLAY BOUCLE; BEACHCOMBER STRAND, PEBBLE; GALLOWAY LUCE, OSPREY

SMG News | Spring 2019 | 37

Premier

The perfect finish

GripperrodsÂŽ Premier Floor Edgings provide an exceptional finish to premium flooring installations.

Available in two finishes; brushed steel nickel and chrome to co-ordinate with modern home accessories.

interfloor.com 01706 238 810

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FORBO’S NEW MARMOLEUM MARBLED COLLECTION INSPIRED BY MOTHER NATURE’S COLOUR PALETTE Inspired by the breath-taking colours and textures found within natural landscapes, Forbo Flooring Systems has re-launched its Marmoleum Marbled collection.

With an independent Environmental Product Declaration confirming carbon neutral status in the production phase, Marmoleum (2.5mm) helps to minimise the embodied carbon of a building – with this latest collection designed to help users feel at one with nature.

From lush countrysides filled with vivid flowers and emerald green trees, rocky grey mountain ranges breaking into the blue sky above and miles of golden coastlines, the UK is home to some of the most incredible landscapes, each one featuring a unique blend of colours and textures. As such, Forbo’s new Marmoleum Marbled range is inspired by Mother Nature’s colour palette.

Consisting of five organic structures, two of which have been newly developed, the collection represents a walk through nature: Fresco has a soft marbled structure, which is available in subtly blended tone-on-tone shades that form a delicate aesthetic, such as a lavender lilac, to exciting bright and trend led shades, like lemon zest and ruby; Real is Forbo’s classic blend that comprises warm neutrals and calm greys; while Vivace is the liveliest blend, manufactured from six to eight colours. The differentiated elements combine to create a chameleonlike product, that adapts to a multitude of interiors.

environment it is installed within, whether it be in a hospital, a retail location, school or an office.

“When we design a new collection we experiment with our blends to see what beautiful new designs and colours we can create and as this collection is inspired by Mother Nature’s colour palette, it takes the humble marbled decorative effect and elevates it to new heights. By blending a multitude of different colours we have managed to create a collection that has the same emotive beauty as natural landscapes.”

Marmoleum is manufactured from 94 - 98% natural raw materials (including linseed oil, rosin, wood flour, jute and limestone), making it one of the most sustainable floor coverings available on the market. The 2.5mm version of Marmoleum is now also, independently Environmental Product Declaration (EPD) confirmed, as a carbon neutral floor covering in the manufacturing phase of its life cycle and all without the need for carbon offsetting.

In simple terms, the CO2 produced in the extraction, transportation and manufacturing process of 2.5mm Marmoleum is balanced by the removal of CO2 through the growing of its natural ingredients such as flax, jute and rosin.

What’s more the collection is finished with Forbo’s Topshield2, a water-based polymer that is UV cured finished to deliver a durable and easy to clean floor covering - which ultimately helps to reduce maintenance costs.

For more information on how you can make a space into a natural place, please visit forbo-flooring.co.uk/ marmoleummarbled

New design blends include Terra, a tight and highly contrasting small-scaled marbled structure inspired by igneous rocks, which is available in an authentic mix of natural shades; and Splash, which from a distance appears light grey with a slight nuance in tone, yet up close it is an overall light grey with the flecks of colours peeking though. This playful design is ideal for use on its own but can also act as a connecting floor covering between more classic marbled and solid Marmoleum collections.

Tamar Gaylord, Senior Designer – Linoleum at Forbo Flooring Systems, commented: “The new Marbled collection has been designed to help create inspirational interiors to re-connect end users with nature, naturally – no matter what

PICTURED ABOVE (CLOCKWISE FROM TOP LEFT): FRESCO HUNTER GREEN 3271; SPLASH FRUIT PUNCH 3432; VAN GOGH 3173; REAL ARABESQUE 3123 AND FRESCO LILAC 3266

SMG News | Spring 2019 | 39

New from Kettle Interiors: BP BEDROOM COLLECTION The BP Collection from ‘Essentials by Kettle’ Interiors offers bedroom furniture available in Classic White or Moonlight Grey paint finish. Adding clean, simple sophistication to any bedroom, the range features sculpted cornices, elegant feet and comes finished with pewter effect handles.

Offering 12 pieces in each colour, perfectly proportioned for today’s modern homes and many items suitable for one-man delivery, the brand-new style is aggressively-priced and, as with all ‘Essentials

by Kettle Interiors’ collections, the product is perfect for headline promotions. Available through Wholesale, Stockist and Container packages, The BP Collection joins three new dining collections and three other new bedroom ranges now available through ‘Essentials by Kettle Interiors’. Ready for fast delivery from UK stock, the BP Collection will look beautiful in any home.

RA COLLECTION Launching in bedroom and dining varieties, The RA Collection from ‘Essentials by Kettle Interiors’ brings a beautiful Dove Grey paint finish and contrasting oak tops for a range that captures the essence of today’s trends.

Finished with brushed chrome effect cup handles, the RA Collection offers 21 pieces for dining and 12 items for bedroom, each proportioned to work within a modern home.

As part of the ‘Essentials by Kettle Interiors’ brand, The RA Collection enters the market at a price to ensure that price-driven promotions and everyday low pricing can be enjoyed in stores and online, making the popular classic style of the furniture truly accessible. Mostly suitable for one-man delivery, the range meets the demands of today’s first-time homeowners, renters and consumers wanting the very best in value and style.

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For further information contact Kettle Interiors Agencies on 01536 444960 or email sales@kettleinteriorsagencies.com

B U I LT T O K E E P Y O U R B USI N E S S M OV I N G F O RWA R D D i s c o v e r m o r e a t f o r d . c o . u k /n e w - t r a n s i t - c u s t o m o r c o n t a c t t h e F o r d B u s i n e s s C e n t r e : 03 4 5 7 2 3 2 3 2 3 | f l i n f o r m @ f o r d . c o m

C0 2

COMBINED MPG

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39.2 - 45.6

Official fuel consumption figures in mpg (l/100km) for the New Transit Custom range: urban 36.2 - 40.9 (7.8 - 6.9), extra urban 41.5 - 48.7 (6.8 - 5.8), combined 39.2 - 45.6 (7.2 - 6.2). Official CO2 emissions 187 - 161g/km.

The mpg figures quoted are sourced from official EU-regulated test results (EU Directive and Regulation 715/2007 and 692/2008 as last amended), are provided for comparability purposes and may not reflect your actual driving experience. Information correct at time of going to print.

FORBO’S TESSERA NEXUS: CONNECT. COMMUNICATE. COLLABORATE Drawing on the close relationship between office layout and employee interaction, Forbo Flooring Systems has launched a new carpet tile collection that reflects the trend towards connectivity: Tessera Nexus.

With growing interest in the way physical spaces influence workers’ ability to collaborate, office design is increasingly emphasising informal environments that encourage effective communication.

Product development has followed suit and the new Tessera Nexus collection has been conceived as a flexible tool to help unite multi-purpose spaces into one interconnected whole.

Featuring a subtle linear base overlaid with a soft kinetic silhouette, Tessera Nexus is a refreshing alternative to the organic styling which currently dominates the carpet tile market – which, in itself, reflects the changing focus of the workplace. Drawing together simple colours, elements and tones, the collection gives designers the freedom to create connections across the interior – subtly linking spaces for quiet

reflection or group collaboration.

The tile’s striking graphic design is picked out using the metallic Invista Antron® Lumena carpet fibre from the ‘Reflect’ palette, which stresses the importance of light and how it interacts within spaces.

This luxury sheen and modern, fluid texture delivers a softer, less corporate aesthetic, which blurs the boundaries of formal and informal design even further.

David Breen, Product Manager – Carpet Tiles and Needle Felt at Forbo Flooring Systems, comments: “As businesses continue to evolve their office design towards less-structured and more collaborative formats that encourage connection and communication, we wanted to create a new collection that softens the distinction between work and life. We, therefore, started to think about business connections both formal and informal; structured and unstructured. This in turn led to the idea of a multi-layered visual, with interconnecting lines running throughout the design.

“The innovative Tessera Nexus will work well in connecting spaces within office environments, while also complementing the eclectic mix of non-traditional furnishings that are increasingly being used to personalise spaces.”

Tiles are available in nine colourways ranging from classic neutral, to more ontrend light and dark hues. The multi-height loop carpet tile range can be installed alongside a variety of Forbo’s other floor coverings, such as its Tessera Layout and Allura Flex LVT, to develop integrated flooring schemes that are fit for purpose.

For more information please visit forbo-flooring.co.uk/ tesseranexus

PICTURED ABOVE (CLOCKWISE FROM TOP LEFT): FEEDBACK 3506 AND ENAGAGE 3503; MILESTONE 3501 AND SHARE 3507; GROUPCHAT 3508; AGENDA 3500 SMG News | Spring 2019 | 43

Looking to debrand in style?

Get your hands on Pure’s modern range of unitary, with a consistent look and classy design that would complement any store.

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Original product and colour names will be fully disguised, plus all Pure unitary will be delivered to you fully product dressed and ready to go.

COLOUR: KAPITI COLOUR: KAPITI10/1428 10/1428 WIDTHS: 1M, WIDTHS: 1M,2M, 2M,3M, 3M,4M 4M&&5M 5M PILE PILECONTENT: CONTENT:100% 100%WOOL WOOL BACKING: SECONDARY BACKING: SECONDARYBACK BACK SUITABILITY: SUITABILITY: HEAVY HEAVYDOMESTIC DOMESTIC

Pure labels & sample book covers

The essential Pure Carpets unitary range includes a tombola, single lectern, double lectern and a wall unit - these stands can be dressed with any Pure Carpets ranges.

All other Pure Carpets unitary is made for specific product ranges only.

Pure branding protects you from your competitors!

Double Lectern

750mm wide, 750mm deep, 980mm high

Tombola

72 Slot (18” x 18” samples) 44

Single Lectern

480mm wide, 750mm deep, 980mm high

Choose from top suppliers:

Pure branding allows you access to the best available prices, and with no need for direct accounts with suppliers!

Also from the Pure family...

LVT stands from Pure Flooring New unitary coming soon.

Wall Unit

980mm wide, 580mm deep, 2300mm high

The Natural Collection Tombola 72 Slot (460mm x 340mm)

Distinctive Flooring Unit Natural Solutions Unit

Some ranges can only be displayed on selected Pure unitary.

Call SMG on 0118 932 3832 for more information

SMG News | Spring 2019 | 45

ECLECTIC ENERGY, INSPIRED DESIGN… Vescent is the forthcoming new eclectic contract stock collection from Ulster Carpets.

Featuring six contemporary designs Linea, Arbor, Nexus, Calx, Vapor and Nebula - in 21 colourways Vescent is guaranteed to complement any commercial or large residential setting. The neutral colour palette reflects modern textile trends while the experimental colours add a flash of colour for those seeking something different.

Vescent will be available from stock and with no minimum order. This collection is

4m wide and woven in 9 row axminster quality – 80% wool / 20% nylon, making it suitable for use in a wide range of busy areas.

Within Vescent, Linea, Arbor and Nexus are structured designs while Calx, Vapor and Nebula are more organic.

Arbor and Linea feature smart, clean lines and shapes positioned on top of multiple layers that create depth and texture. Nexus features a beautifully structured design similar to fretwork with very soft neutral tones and a layered effect that adds to its contemporary distressed look.

Within the organic designs, Calx reflects the natural world with layers and tones reminiscent of lichen and lava. Nebula offers a soft textured subtle design ideal for grounding areas hosting statement pieces, while Vapor’s ethereal misty top pattern reveals glimpses of an underlying herringbone pattern.

As with all axminster carpet produced by Ulster Carpets, Vescent is manufactured to the very highest environmental standards.

Visit ulstercarpets.com

PICTURED ABOVE: VESCENT, VAPOR EBONY 46

TELENZO CARPETS INTRODUCE CORMO AND RYA Telenzo Carpets have long been recognised for their contemporary carpet designs and construction which offers maximum wear and durability.

True to this reputation, Telenzo Carpets are delighted to bring two new wool ranges, Cormo & Rya, to market.

Delivering on consumer demand, Telenzo Carpets are launching two new wool ranges with comfort and durability

in mind. The use of New Zealand wool and a 4-ply construction are a perfect combination. Cormo has a distinctive rib design and Rya has a more sophisticated look, offering something a little different. Made with 100% undyed wool, both ranges come in five shades and are available in both 4 and 5 metre widths.

elegant designs will give any room that sophisticated appearance.

Visit edeltelenzocarpets.co.uk

On the floor these carpets deliver in both texture and pattern and the

PICTURED ABOVE (LEFT TO RIGHT): CORMO, RICOTTA; RYA, MOUSE SMG News | Spring 2019 | 47

All you need to do is RENOVATE IT! UltraFloor, part of the award-winning Instarmac Group plc, are delighted to announce the launch of Level IT Renovate – a flexible and versatile smoothing underlayment ideal for refurbishment projects.

Developed for the renovation of existing floors, UltraFloor’s latest smoothing underlayment is fibre reinforced for added strength and to minimise the risk of hairline cracks – reducing a common cause of costly failures.

Suitable for deep applications from 3-40mm, Level IT Renovate is multipurpose for extensive use and boasts excellent flow properties, making this flexible and versatile floor leveller ideal for a wide range of flooring substrates.

Level IT Renovate is a single part smoothing underlayment, offering a unique alternative within the UltraFloor range, and is suitable for use over most strong and stable subfloors, which makes this semi-rapid fibre reinforced floor leveller perfect for both commercial and domestic applications.

In addition, Level IT Renovate is protein free, reducing the risk and spread of bacteria, and is low odour providing a pleasant environment for contractors, homeowners and any staff working within the project area.

What’s more, Level IT Renovate has a working time of 20-30 minutes, can be walked on in as little as 2 – 2.5 hours and can receive floor coverings in just 4 hours, allowing contractors to move on to another project quickly.

Sold in contractor friendly 20kg bags, Level IT Renovate is compatible with underfloor heating systems and is delivered on UltraFloor’s privately owned, FORS Silver accredited fleet, 48 bags to a pallet.

For further product information, pricing enquiries, or to place an order, please contact the UltraFloor team by emailing ultrafloor@instarmac.co.uk or calling 01827 254402 48

Our new models were a great success at The January Furniture Show!

The January Furniture Show saw the launch of new and exciting models such as Arc, Vesper, Roko and Weston to name just a few.

We also showcased popular existing models including stunning fabrics which all received a positive response by visitors to our stand.

Weston

Vesper

Mike Aramayo (MD) explained why Buoyant had their best show in years: “Buoyant has upped its game with more exciting designs, richer fabrics, amazing touches, better seat options and by far the best collection of product we have ever taken to the January Furniture Show. ” Arc

Not to worry if you missed us, our sales agents will be visiting your area in our show vans soon.

MADE IN THE UK

www.buoyant-upholstery.co.uk Telephone - 01282 691631

Dates to remember: • AIS Bed Show - 9th &10th April • AIS Furniture Show - 25th & 26th June • Manchester Show - 14th - 16th July www.facebook.com/BuoyantUpholsteryltd www.twitter.com/BuoyantUph www.linkedin.com/company/buoyant-upholstery

SMG News | Spring 2019 | 49

SMG MEMBER FOCUS

EACH ISSUE SMG PUTS A MEMBER IN THE SPOTLIGHT TO LEARN MORE ABOUT THEIR BUSINESS AND THEIR VIEWS ABOUT THE INDUSTRY. What better way to start 2019 than a visit north of the border for this issue of Member Focus. Millers of Carnoustie have been SMG Members since November 2014 and during that time Gary Miller has grown and developed his business to the point that he has two thriving, modern, customer focused stores – one in Carnoustie, the other in Montrose.

Gary started his own business ‘Keen Kleen’ in March 1999 carrying out professional carpet & upholstery cleaning. As the business grew, he added other services such as hard floor cleaning & polishing, and wood floor sanding & sealing.

In 2006 he made a leap of faith and opened a carpet & flooring shop called ‘The Floor Studio’ in Queen Street, Carnoustie. Eighteen months later, he moved to much larger premises in Dundee Street, Carnoustie where the business remained for the next ten years.

In September 2014 Gary purchased an existing carpet & furniture store called ‘McIvers’ in Montrose and within six months he had revamped all three levels and rebranded as Millers of Montrose. Then almost two years ago, after nearly a years’ worth of renovations he opened Millers of Carnoustie, giving the business two fully fledged carpet, flooring & furniture stores. Gary currently employs 16 brilliant staff members and he is constantly updating the stores on a monthly basis to keep the look fresh and new.

WE PUT OUR USUAL QUESTIONS TO GARY AND HERE’S WHAT HE HAD TO SAY...

WHAT DO YOU FEEL IS THE INDEPENDENT RETAILER’S STRENGTH? “As an independent I feel that we offer a far more personal service that your 50

PICTURED ABOVE: GARY MILLER OF MILLERS OF CARNOUSTIE larger chains can’t match or offer. A lot of our clients are returning customers and they like the fact that they are instantly recognisable when they come through the door of the shop.”

WHAT IS THE KEY MARKET CHALLENGE TODAY? “I would say advertising; there are so many mediums to choose from it can all become a bit confusing, but we have been working hard at this over the past 12 months and continue to do so.”

SMG HAS A STRONG POLICY OF SUPPORTING BRITISH MANUFACTURERS, IS THIS SOMETHING YOU SUPPORT? “We do support the British manufacturers and have done so from day one of opening. In the UK we manufacture top quality carpets and it’s important to trade locally wherever possible. We obviously deal with manufacturers outside the UK but this gives us a larger range to offer, but it’s great to see carpets and furniture tagged in with the Union Jack to highlight good quality UK products!”

WHAT ARE THE MOST COMMON QUESTIONS YOU HAVE FROM CUSTOMERS? “A popular one is ‘what’s the difference/ benefits between wool and man-made carpets?’ One of the first questions we ask when a customer is looking for a carpet is if their preference is wool or man-made, this generally leads on to the above question and then lots more to make sure they get the perfect carpet for their floor.”

IF YOU COULD ASK SUPPLIERS TO CHANGE ONE THING, WHAT WOULD IT BE? “More modern and different styles of point of sale; lecterns and tombolas have been about forever. I’m sure with a bit of effort and design input we could have more individual and better looking stores with different ways of displaying carpets especially.”

WHAT IS YOUR TOP SELLING PRODUCT AT THE MOMENT? “Man-made carpets are our best sellers

Continued on the next page >>

MEMBER: MILLERS OF CARNOUSTIE JOINED SMG: NOVEMBER 2014 LOCATION: CARNOUSTIE, ANGUS

along with Moduleo click flooring. In other products we do very well selling our bespoke fitted wardrobes and sliding doors.”

like that there is no pressure to take any group ranges, you can pick and choose what you put in store and also whether you de-brand or don’t.”

WHAT WAS THE MAIN REASON FOR JOINING SMG?

WHAT WOULD MY ADVICE BE TO NON-ALIGNED RETAILERS?

“We already dealt with the majority of the approved carpet and flooring suppliers and so we then received either extra discounts or rebates that far outweighed the joining fee. I also

“Joining a buying group gives you extra weight when purchasing and also helps when you don’t have a direct account with all the major suppliers, you can then purchase through SMG.”

WHAT HAS CHANGED MOST DURING YOUR TIME IN THE INDUSTRY? “I would probably say the popularity and the increase in quality of man made carpets, when I started selling carpets back in 2006, wool definitely was the number one seller but over the years this has shifted.”

Images clockwise from top: Millers of Carnoustie; Millers of Montrose (outside).

SMG News | Spring 2019 | 51

Protection

Helping to reduce allergens keeps Carpets Fresher Longer

Ball & Young Ltd A Vita Group Company

www.underlay.com t: 01536 200502