SMG News - Spring 2020 by SMG Group

SMG News | Spring 2020 | Issue 193 The Official Publication of SMG The National Furnishing Group

THE BRECON RANGE Brecon is our next generation, composite range, offering excellent stability and durability in an easy-to-fit floor. Planks can be scored and snapped for quick cuts and have a built-in underlay with no need for a damp proof membrane. The flooring can be laid directly over most existing subfloors and is suitable for any room.

Waterproof

Built-in underlay

Score & snap

Discover more at www.woodpeckerflooring.co.uk 02920 888 223 | info@woodpeckerflooring.co.uk | @wearewoodpecker

CONTENTS SMG News | Spring 2020 | Issue 193

NEWS 7

CORMAR CARPET COMPANY RELAUNCH NATURAL BERBER TWIST

12 VICTORIA CARPETS CELEBRATE 125 YEARS WITH NEW DIVISION 32 ALTERNATIVE FLOORING LAUNCH ‘SHOW ME MY ROOM’

REGULARS 15 AT THE SHARP END Chloe Palmer from Brintons 24 QUESTION TIME Shaun Lewis from Brockway Carpets 31 BUSINESS INSIGHT An insight from Richard Renouf

FEATURES 10 IS WOOL OR SYNTHETIC CARPET EASIER TO CLEAN? 18 WOOL CARPET FOCUS GROUP: SHEEP - GUARDIANS OF THE PLANET! From Martin Curtis, Chairman of the Wool Carpet Focus Group 46 MEMBER FOCUS First Floors (Scotland) Limited

ON THE COVER:

Brockway Carpets - Solar, Chilli

Brockway Carpets Lingdale, Grassington

SMG News | Spring 2020

Dear Members, Well thankfully we finally seem to have a bit of stability in the marketplace after four years of uncertainty and the new decade has started strongly overall. Hopefully we will see the housing market moving again and stimulating business for independent retailers. As we move into spring with plenty of new products and initiatives being launched by suppliers there are lots of reasons to be positive. With the change in the UK’s trading position after leaving the EU, it’s more important than ever to support our approved suppliers – those who manufacture in Europe and especially those who manufacture in the UK. I would urge you to order direct with the manufacturer wherever you can and try to attend the trade shows, courses and open days on offer - it’s an ideal opportunity to meet other retailers as well as to preview new products, increase your product knowledge and take advantage of any show promotions. The shows are such an important part of the year, if we don’t use them we’ll lose them and I think, as an industry, we’d be the poorer for that. So, book now for the BGNFS on the 13th & 14th May and get the Flooring Show, Harrogate (20th – 22nd September) in the diary. You won’t be sorry you made the trip! This issue of SMG News is packed with all your favourite features as well as lots of news and topical comment. We have a fabulous scoop for our ‘Question Time’ feature – we are honoured that ‘Titan of the Industry’ Shaun Lewis has kindly

taken the time to answer our questions. Shaun has been in the flooring trade for 50 years (he obviously started when he was only 9) and is due to retire in April – we will certainly miss him and his support of SMG over the years. We wish Shaun and his family a very happy and healthy retirement filled with golf and fun. Read all about it on page 24. At the opposite end of career path, we feature Chloe Palmer in our ‘At the Sharp End’ slot. Chloe is just starting out on her career in the industry, although she has been with Brintons for nine years now. We’re sure you will agree, when you read her insightful answers to our questions, she’s destined for a very bright future. Read all about Chloe on page 15. As well as our regular features, you will notice as you read this issue there is a really big move towards sustainability and recycling from all manufacturers – whether they be wool or synthetic based. It will pay to be knowledgeable on your product offer when customers ask in store, so glean all the information you can and be prepared with answers to consumer questions as this is going to become more and more important. I would also urge you to look at the modern point of sale that many manufacturers are showcasing. A new look in store can make all the difference to getting footfall through the door, as well as considering offering other products to provide the opportunity of impulse purchase. Some interesting

accessories, displays or lighting can make all the difference to the customer experience. So, as we move into the spring, embrace the season by refreshing and refining your product selections and displays. You’ll be glad you did. All that remains for me to say is that this SMG News is jam packed with news, insights and information to keep you up to date and 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 are on Facebook, so please do come and like our page to keep up to date on all things Group related and to share with us any interesting projects you have been involved with. We would love to see 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 2020.

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 Hartgraph Limited, Unit 2 Amersham Commercial Park, Raans Road, Amersham HP6 6JY

NEWS UPDATE ABINGDON FLOORING TO EXPAND ITS STAINFREE RANGES WITH LAUNCH OF NEW URBAN INSPIRED COLLECTION… The brand new USA collections come in three choices of pile weights, Miami, Dallas and New York, all possessing bleach cleanable benefits that make them a popular choice for family homes. They’re available in an on-trend colour palette from subtle browns through silky silvers and dark graphite meaning there’s carpet for every room in the house. The 14 colours of the ranges are inspired by modern cityscapes with nods to the neutral shades found in contemporary architecture and interior design. The luxury Miami range comes with 12-year wear warranty protecting carpets against premature wear whilst middleweight Dallas and the lighter New York are protected by a 10-year wear warranty.

Rustique, Rustique Deluxe and Rustique Saxony. These will be presented in a combination of the bestselling colours and now on their famous fleece backing! Also getting some love and attention will be the Lasting Romance and Deep Feelings ranges with a selection of new colours.

For more information, call 01274 655 694, email info@abingdonflooring.co.uk, go to abingdonflooring.co.uk

Already all proven bestsellers, the improved qualities of the new relaunched ranges are sure to make these collections continuing favourites for time to come.

Suitable for family homes, yet not wishing to compensate on luxury, is a key focus at Abingdon and is present in all their new ranges. Combine the soft finishes and bleach cleanable technology in the best of synthetic yarns enables Abingdon Flooring to provide a comprehensive choice of sumptuous carpets that fit the modernday customer. With that in mind, Abingdon Flooring like to keep on top of product innovation and are constantly tweaking their portfolio to make sure that you have the best that there is to offer, so, Abingdon Flooring are pleased to announce they will be revamping the existing Rustique ranges as the new Rustique Collection featuring

Stainfree New York in colour Platinum

CUSTOMERS INSPIRED BY NEW ULSTER CARPETS WEBSITE The launch of a new-look website by Ulster Carpets has proved to be a major success. Unveiled in late 2019, the website is dedicated to Ulster’s extensive residential range and has been designed with a range of new features aimed at inspiring the general public. New features such as #Ulsterathome and the image gallery have been combined with a sample order request system to help customers find the right style. The Find Your Stockist section then directs them to their nearest retailer.

Visit the new residential website at ulstercarpets.com/residential

Lasting Romance in colour Truffle

NATURAL BERBER TWIST FROM CORMAR CARPET COMPANY Multi award-winning carpet manufacturer Cormar Carpet Company is relaunching its successful flecked, wool twist range Natural Berber Twist, which is available in two qualities, Elite & Deluxe. Made from 80% Pure New Wool, 10% Nylon and 10% Tuftbond yarn, Natural Berber Twist has been re-engineered to improve the look and the finish of the carpet, as well as having an updated colour bank. Comfortable and hardwearing, Natural Berber Twist is suitable for extra heavy domestic use, is moth resistant and now comes with a 10-Year Wear Guarantee making it ideal for high

traffic areas all around the home. David Cormack, Cormar’s Marketing Director said “Over the years, Natural Berber Twist has been a popular choice for consumers, due to its classic, longlasting natural looks and versatility. Adding some exciting, fresh new colours, improving the look and feel, plus the assurance of a 10-Year Wear Guarantee makes perfect sense and further enhances Cormar’s Wool Twist offer.” This classic, wool twist collection now includes 10 stylish new shades such as Woodland Mist, Saxon Stone and Rustic

Clay, as well as retaining the most popular 6 existing colours. Natural Berber Twist is expected to retail around £30-£35 per sq/m and is available in 4 and 5 metre widths. All Cormar’s wool twist, wool loop and easy clean polypropylene ranges are manufactured in the UK, at its mills in Lancashire and distributed in the UK and Eire via its own delivery fleet.

For further information on Cormar Carpet Company ranges visit cormarcarpets.co.uk

SMG News | Spring 2020 | 7

NEWS UPDATE HECKMONDWIKE FB RELAUNCH LONG-STANDING CARPET RANGE Heckmondwike FB, the market-leading UK manufacturer of fibre bonded carpets and carpet tiles has relaunched its creative Montage carpet range. The update introduces eight new modern colours, available in both 4 metre sheet and tile formats, featuring the range’s signature ‘dot’ design. A standout feature in the already well-established range, and incorporated into the new one, the pattern is truly unique to the fibre-bonded carpet market; with no other product able to deliver such an aesthetic.

For further details, and to receive a free ‘Montage’ sample visit the company’s website: heckmondwike-fb. co.uk/products/montage

With a brand-new selection of grey and blue tones, the updated Montage colour range draws on trends of recent years. As predicted by experts, neutral colours which deliver a more natural and sophisticated look have risen in popularity. Due to its hard-wearing qualities, the Montage range is ideal for adding creative flair to applications with heavy footfall such as educational facilities, apartments and offices. Easy to install and maintain, the range can be specified with confidence by architects, designers and fit out companies. “We strive to provide our customers with carpets and carpet tiles which are not only excellent quality but look great too. It was the perfect time to relaunch Montage and incorporate some of the latest design trends, which satisfy our customers’ demands, like neutral colours and unique patterns. As a company, we can’t wait to see the updated range specified and installed in commercial facilities and buildings across the UK,” said Bob Mortimer, UK and Ireland Sales Manager.

Montage in colour Midnight Blue

ULSTER CARPETS: VERSATILITY IS KEY TO VESCENT SUCCESS The quality of Ulster’s stock collection helps to meet the demand for larger family spaces and contract projects. Vescent, the latest addition to this collection, has quickly becoming popular thanks to its versatility. Featuring six contemporary designs - Linea, Arbor, Nebula, Calx, Vapor and Nexus - in 21 colourways, Vescent is ideal for soft contract settings and larger family spaces. The neutral colour palette used throughout the collection ties in with modern fabric and wallpaper trends while the experimental colours add a flash of colour for those seeking something different. Vescent is available in 4m width from stock and with no minimum order. Its 80% wool, 20% nylon combination makes it suitable heavy wear within the home or a commercial setting.

ulstercarpets.com

Vescent Linea Citrine 8

A REPORT FROM THE CARPET FOUNDATION PRESS COVERAGE IN REAL HOMES The December issue of Real Homes had a two page feature on carpet – and it included a nice plug for our retailers and the Code of Practice as well as images from Brockway Carpets, Cormar Carpet Company, Abingdon Flooring and Victoria Carpets. It is another example of us getting carpet and our members in front of consumers and dominating carpet features as we are the ‘go to’ organisation for the media when it comes to carpet.

REFRESHED WEBSITE We have given our website a new lick pf paint! We have updated all the imagery on it, highlighted the 2020 trends and got our Members section totally up to date. Do pay it a visit at carpetfoundation.com DON’T FORGET OUR ADDED VALUE OFFERS FOR MEMBERS! We are committed to providing demonstrable financial benefit, and value, for our SMG Retail Members. Last year we did two exclusive deals with partners, negotiating highly preferential rates for our members. One is with Measure Square, the world-class measure estimating technology. Measure Square is a piece of software that you can download for your tablet or mobile phone. It automatically integrates with a laser measure for quick and easy room drawing. You simply point at the walls and it sends measurements back to the tablet or phone. Download a free 2-week trial now by visiting measuresquare.co.uk/cfh and stand out from your competition with state-of -the-art measuring and estimating technology. Alternatively, call Scott Bentley direct on 07500 283 750.

The other is with ebuyer.com, the largest independent online retailer of computer and electrical goods. With over 40,000 products, from Smart TVs to laptops, kettles to digital cameras, washing machines to hifis, and a wide range of products for the home and garden, Ebuyer has just about everything that you and your family and, indeed, staff, could need for your home and business. Simply email carpetfoundation@ebuyer.com to open your personal account and request a price on the item of your choice. For those of you who prefer to use the

WHICH? MAGAZINE RATES INDEPENDENT CARPET RETAILERS THE BEST We have long known it, but now it’s official - independent retailers are the best place to buy carpet. In a ringing endorsement, a survey of 2,100 carpet purchasers by consumer champion Which? magazine saw independent retailers top the table. They got a full 5 stars for customer service, product quality and value for money. One customer said that the independent made them feel like a familiar face rather than a receipt number. These findings are no surprise to us but official confirmation from the UK’s leading consumer voice is something to be proud of and shout about. phone, the day-to-day contact is Zac Penn on 01430 433667.

LINKEDIN AND INSTAGRAM We are now on LinkedIn. Do follow our regular musings at The Carpet Foundation. We are also on Instagram: @carpetadvice RETAIL MEMBERSHIP UPDATE We currently have over 400 retail

members nationwide, including 70 SMG Members. In 2019, we recruited 30 new members, two of whom, John Hughes and Millers, are SMG Members, which we were thrilled about. We did, however, lose 15 so had a net gain of 15. Interestingly, of the 15 we lost, 10 were due to business closures and only 5 were genuine resignations. We also noticed a shift in generation as pleasingly, more younger retailers seem to be joining the industry. SMG News | Spring 2020 | 9

THE WOOLSAFE ORGANISATION THE CLEANABILITY OF CARPET FIBRES – IS WOOL OR SYNTHETIC CARPET EASIER TO CLEAN? FROM STEVE BAKKER, GLOBAL MARKETING DIRECTOR OF THE WOOLSAFE ORGANISATION

“

The debate about which carpet fibre is best has raged for decades and doesn’t show signs of letting up any time soon. Having once been a carpet cleaner, for almost a decade, I have cleaned just about every carpet fibre on the market. Putting aside for now the cellulosic fibres like sisal, coir and linen which need very specialist cleaning methods and techniques you are left with wool and the synthetic fibres. The two most common synthetic fibres used in carpet manufacture today are polypropylene and Nylon with polypropylene now most favoured in the UK for use in domestic installations. A lot has been said about the ‘cleanability’ of polypropylene, how it is easy-clean and supposedly stain proof. So how does wool compare? To answer that we need to understand the difference between maintenance and spot removal and look at the different carpet fibre’s appearance retention over its lifecycle. The most important issue for carpet owners, in my opinion, is how the carpet in which they have invested, and that they want to happily live with for many years, will respond to what modern living will throw at it. In other words, will it keep looking good, or will its appearance gradually and inevitably deteriorate? This appearance is made up of a number of things, like loss of texture, loss of thickness, gradual loss of colour and, yes, appearance of spots that won’t come out anymore. All carpets have their strong points and weaknesses. Polypropylene carpets, for instance, are promoted and recommended because of their stain resistance. They are indeed almost impossible to stain with waterbased staining materials (basically, because pp does not absorb water). However, they DO NOT resist oily or greasy stains very well.

Polypropylene carpets lack the resilience of wool and because the fibres don’t have the memory to bounce back the carpet tends to flatten relatively quickly. Although synthetic fibre carpets have a shiny lustre when new this soon dulls. The reason for this rapid decline in appearance is due to the sandy and gritty components of soil, that is brought into the home on the soles of your shoes, abrading and scratching the fibre. If you imagine dragging sand paper over a plastic surface you’ll get an idea of what I mean. Wool carpets, on the other hand, are well-known for their long-lasting good appearance, based on their excellent “bouncebackability”, great response to cleaning – both dry and wet – and resistance to soiling and therefore retention of colour. Staining, admittedly, can be an issue, but only if stains are left to soak in and penetrate the fibres. If spills are attended to promptly – and expertly – there is seldom a problem. Wool carpets just have that great reputation for longevity that other fibres seem to lack. Synthetic fibres, while initially responding well to cleaning, over time seem to clean less and less easily. The reason is that as the fibres get damaged the little cracks and fissures that develop in the individual fibres trap dirt and spillages which then

become almost impossible to get out again. The carpets “ugly out”… When correct cleaning techniques and chemistry are applied wool carpets are easily maintained and retain the highest level of appearance. This is why, despite the slightly higher price tag, they are still the carpet of choice for installations where appearance is paramount. There is a general lack of knowledge and understanding about how carpets – of all fibre types – are best maintained: by what technique, using which cleaning agents, by whom… That’s where WoolSafe comes in. For step-by-step advice on how to simply remove common household spills from any fibre carpet download the awardwinning WoolSafe Carpet Stain Cleaning Guide App. Free on all mobile device platforms. WoolSafe Approved Service Providers are Fibre Care Specialists who know how best to clean all carpet types safely and to the highest standards. You can find them and Approved cleaning products on the WoolSafe website woolsafe.org.

“

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

Meet the team... F I N D Y O U R L O C A L R E P R E S E N TAT I V E H E R E SCOTLAND & BORDERS

NORTH EAST, CUMBRIA & ISLE OF MAN

NORTH WEST & NORTH WALES

YORKSHIRE & THE HUMBER

John Pringle

Ian Henderson 07974 141919 ian.henderson@ penthousecarpets.co.uk

Christine Searle

Areas covered: Borders, Dumfries & Galloway, Kircudbrightshire, Peebles, Galashiels, Melrose, Selkirk, Hawick, Lanarkshire, Renfrewshire, Ayrshire, Glasgow, Edinburgh, Mid Lothian, West Lothian, Airdrie, Fife, Perthshire, Dundee, Tayside, Forfar Brechin, Arbroath, Montrose, Stonehaven, Morayshire, Invernessshire, Aberdeenshire, Strathclyde

07825 991405 john.pringle@ penthousecarpets.co.uk

07939 051608 christine.searle@ penthousecarpets.co.uk

Areas covered: Cumbria, Kirby Lonsdale via. Carnforth, Isle of Man, Cleveland, Northumberland, Durham, Tyne & Wear

Areas covered: Lancashire, Merseyside, Cheshire (inc. SK9, SK10, SK11), Greater Manchester (inc. SK1 to SK8, SK12, SK14 to SK16), Clwyd, Gwynedd

Areas covered: North Humberside, West Yorkshire, North Yorkshire

SOUTH EAST, LONDON (N & W) HERTS & ESSEX

SOUTH EAST, LONDON (SOUTH & CENTRAL)

WEST MIDLANDS, WORCESTER

SOUTH YORKSHIRE & EAST MIDLANDS

Sue Chapman

Chris Gee

Conway Morgan

Andrew Davys

07801 538763 sue.chapman@ penthousecarpets.co.uk

07919 047930 chris.gee@ penthousecarpets.co.uk

07753 983714 conway.morgan@ penthousecarpets.co.uk

07801 357622 andrew.davys@ penthousecarpets.co.uk

Areas covered: Herts, Essex, North & West London

Areas covered: Kent, South & Central London, Surrey, East Sussex, West Sussex

Areas covered: Gloucester, Avon, West Midlands, Shropshire, Hereford & Worcester

Areas covered: South Yorkshire, Sheffield, South Humberside, Grimsby, Lincolnshire, Nottinghamshire, Staffordshire, Derbyshire (inc. SK13, SK17, SK22, SK23)

EAST MIDLANDS & SOUTH EAST

EAST ANGLIA, CAMBS & BEDFORDSHIRE

SOUTH WEST

SOUTH COAST & CHANNEL ISLES

Simon Beeby

Martin Hunter

Graham Wood

Nigel Woollard

07775 913380 simon.beeby@ penthousecarpets.co.uk

07711 353982 martin.hunter@ penthousecarpets.co.uk

07825 171482 graham.wood@ penthousecarpets.co.uk

07767 213236 nigel.woollard@ penthousecarpets.co.uk

Areas covered: Berkshire (Split), Oxfordshire, Warwickshire, Leicestershire, Northamptonshire

Areas covered: Norfolk, Suffolk, Cambridge, Bedford

Areas covered: Somerset, Devon, Cornwall

Areas covered: Berkshire (Split), Hampshire, Wiltshire, Dorset, Isle of Wight, Channel Isles

Stephen Cawley 07718 762236 stephen.cawley@ penthousecarpets.co.uk

NORTHERN IRELAND & REPUBLIC OF IRELAND

(EAST, MID WALES, WEST & SOUTH)

Herbie Montgomery

James Thomas

07774 695333 herbie.montgomery@ penthousecarpets.co.uk Areas covered: Northern Ireland, Southern Ireland

WALES

07932 458032 juncture2002@aol.com Areas covered: West Glamorgan, Mid Glamorgan, South Glamorgan, Gwent, Dyfed, Powys

Working for the independent retailer To find out more, call our sales team on 01706 639 866 or visit us at:

penthousecarpets.co.uk

Penthouse Carpets Buckley Carpet Mill, Buckley Road, Rochdale. Lancashire OL12 9DU • Fax: 01706 860 577 • Email: sales@penthousecarpets.co.uk

Victoria Carpets celebrates its 125th anniversary with new division Victoria Carpets are starting off 2020 by welcoming Distinctive Flooring to the family under a new division, branded Victoria Design Floors. After a strategic review by parent company, Victoria PLC, it was realised that the business objectives for both were the same, and that joining the two together would help strengthen their combined business proposition, providing a better product and service offering for the retailer. This exciting move will see the joining of forces for all business operations, including sales & marketing, customer services and finance, which will reside within Victoria Carpets, based in Kidderminster, Worcestershire.

With a joint product portfolio, a great synergy is promised as the businesses come together to offer award-winning styles in both carpet and LVT. James Caldwell, Sales Director for Victoria Carpets and Distinctive Flooring said “This is such an exciting time for us, this year Victoria Carpets will be launching 9 new product ranges into the market along with a new look and feel to really revive and freshen up the complete Victoria Carpets offer.” “We’ll be updating a number of our top selling ranges this year including Royal Velvet, Habberley and Tudor Twist and adding new products by extending our popular EasiCare Heartlands range with a subtle Heathers collection. Brand new for 2020 will be Luxuria Velvet, a range of nylon 6.6 velvet carpets in a suite of 36 on-trend colours. This is a really special range that will certainly give any room in a home a touch of elegance.”

For more information please call 01562 749300

Add into that an increased sales team and a strong LVT offer and Victoria Carpets and Design Floors really have something to shout about!

To complement the carpet offering, the new Victoria Design Floors division will house both the Distinctive and Universal LVT brands. Offering 0.3mm, 0.55mm and 0.7mm products, the robust portfolio and exceptional designs provide retailers with options at every level. Last year Distinctive refreshed their range by introducing 104 new SKU’s which have been exceptionally well received by the market. Part of this new offer is the Tapestry decorative tile collection which will be instore from Spring 2020.

To support the ASM’s and retailers the Company has also announced the promotion of Mark Paice to Field Sales Manager. Mark has a wealth of knowledge within the flooring trade and has been with Victoria for a number of years. Reporting to James Caldwell, Mark’s main role will be to support the team, drive sales and assist in day to day customer business. Mark said “We now have a fantastic product offer, supported by a national sales team, extensive point of sale supported via our in-house merchandisers, dedicated marketing support and the ability to help our retailers add value and grow their businesses. Both Victoria Carpets and Victoria Design Floors are now in the best position to offer a fantastic collection of both carpet and LVT to today’s consumer market.”

In addition to the increased product portfolio, the UK sales team now consists of 13 dedicated Area Sales Managers in the mainland UK who will represent both Victoria Carpets and Victoria Design. Floors brands exclusively, and will continue to provide excellent customer service going forward.

victoriacarpets.com | distinctiveflooring.co.uk

Weâ&#x20AC;&#x2122;ve got YOUR floors covered...

Abingdon Flooring Ltd. Unit 5a, Wharfedale Business Park, Edward Street, Bradford, BD4 9RT Sales 01274 655 694 | Fax 01274 655 695 | Accounts 01274 655 696

W W W. A B I N G D O N F LO O R I N G .C O. U K

SMG A4 Advert AbingdonFlooring.indd 1

10/02/2020 11:05

AT THE SHARP END EACH ISSUE SMG PUTS TEN QUESTIONS TO PROFESSIONALS IN THE FURNISHING INDUSTRY TO HEAR THEIR THOUGHTS FROM ‘THE SHARP END’. Chloe Palmer is the West Midlands and Wales Business Manager for Brintons. She has been in the industry for just under nine years, all of which have been with Brintons. Initially starting her career in Advertising Response, followed by time spent on the Sales Order Line and in Customer Complaints, she built up her knowledge of Brintons, their products and their customers before being out on the road. These roles have ultimately provided Chloe with valuable knowledge that helps her everyday in the industry. We put our usual At the Sharp End questions to Chloe… HOW DID YOU GET INTO THE TRADE? “The time had come to find a work experience placement at school. My mum had been part of Brintons YTS when she was younger, so suggested I contact them. To my surprise they agreed to have me for the full week in the marketing department which was perfect! I loved the working environment and people therefore stayed in touch, until a full time job came up coincidently just as I finished school. I jumped at the chance and that is where my carpet journey began!” WHAT HAVE YOU SEEN CHANGE THE MOST IN THE LAST FIVE YEARS? “Hard flooring plays a very big part in today’s home environment. I see some of the big brands of hard flooring becoming more direct competitors to high end carpet manufacturers. However, more recently I do feel consumers are coming back to carpets for warmth in some rooms such as bedrooms and living rooms, to give that cosy, luxury feel. I think consumers want to make more statements in their homes too, becoming braver in their colour and design choices. This is great for our brand as we have many unique designs especially with our Timorous Beasties collection.” WHAT’S YOUR FAVOURITE PRODUCT? WHICH SELLS MOST IN YOUR AREA? “My favourite product is our Quickweave collection. It has thousands of colour and design options making it an easy and suitable choice for any job, whether its residential or commercial. Bell Twist makes up the majority of my sales. It has a good colour bank and feels great underfoot. My Nan has Venetian Marble B64 down and it looks just as good as the day it was fitted!” AS A REPRESENTATIVE WHAT ARE YOUR BIGGEST CHALLENGES? “My biggest challenge I feel at the moment

comes with promoting wool against bleach cleanable carpets. Wool is naturally stain resistant and easy to clean using Woolsafe products. I’m always reminding retailers to use the Woolsafe App and how easy it is go and buy recommended cleaning products from the high streets. I have had a great first year supporting The Wool Focus Group to come up with new ‘Wool Is’ POS for retailers. I am passionate about pushing British wools and their benefits… as I’m sure many of my retailers know!” OF ALL THE RETAILERS YOU VISIT WHAT COMMON DENOMINATOR CONTRIBUTES TO THEM BEING SUCCESSFUL? “To me, successful retailers are the ones who have great sales people in store that are friendly, knowledgeable and helpful. Consumers will recommend stores to friends and family where they have received a personal, high quality service. Consumers have confidence to buy when the service is slick and easy, especially when buying high value products.” WHAT DO YOU SEE AS THE KEY MARKET CHALLENGE FOR RETAILERS AT THE MOMENT? “Being out on the road gives me a great insight to how the public shop. Unfortunately footfall has been an issue over the last few years especially when Brexit talks peaked. However, flooring is a very personal purchase where people still need to visit shops to touch and see the products, rather than purchasing online. Brexit was the hot topic in 2019, with consumer’s frequently asking questions about suppliers, which lead to conversations held in store between reps and retailers, on how it will affect trade in general. Hopefully within the next year or so confidence can be restored and trade can boom… let’s be optimistic!”

IF YOU COULD ASK RETAILERS TO CHANGE ONE THING WHAT WOULD IT BE? “Sell more wool products! Wool is a fabulous fibre that has so many great qualities. With the world becoming more and more conscious to be environmentally friendly, wool is the solution.” OUTSIDE OF WORK, WHAT ARE YOUR INTERESTS? “I have a passion for horses and am lucky enough to own my own called Betty. We train and compete regularly in lots of different disciplines. I love being outdoors and you can regularly find me helping out at our local riding club where I have been a committee member for several years. I love helping people progress and achieve their goals!” IF YOU DIDN’T WORK IN THIS INDUSTRY WHAT WOULD YOU BE DOING NOW? “Naturally I am an organised person and always have to have a plan of action. Whether that’s adjusting my work journey plan to be efficient or organising training session with my friends and their horses. Therefore I would see myself in an Events co-ordinator role within a corporate environment.” WHAT’S THE BEST PIECE OF ADVICE YOU’VE EVER BEEN GIVEN? “My grandad was a big influence in my life and always said ‘Be the best you can and you will succeed’. Whether that’s being the best person to a friend or colleague or bringing a new product to market. In this industry people buy off people therefore, treat people how you want to be treated. As cliché as it is, I know I give 100%.”

Brintons has been making British carpets in Kidderminster for over 230 years, since its humble beginnings back in 1783 quality has always been paramount. They’re passionate about the products they make and are proud to call themselves a British brand creating a product which they believe is the finest available. SMG News | Spring 2020 | 15

R IVER LI N E A perfect choice for almost every location! 12 Hay Hill, Mayfair, London, W1J 8NR, United Kingdom

T 0162 253 4041 E info@itcnaturalluxuryflooring.com W www.itcnaturalluxuryflooring.com

sh d! fre dde ew a N des a

Quartz

Durable good looks

Shown: Alum

We’ve added new up-to-the-minute shades to our ever popular Quartz range. This affordable wool rich carpet is created by our dedicated and experienced team at our mill in Lancashire, to the same high standard you have come to expect from Penthouse; quality without compromise. Available in 40oz and 50oz, 4m and 5m widths; this hardwearing, naturally fire retardant carpet comes in 12 neutral tones to add a practical yet stylish finishing touch to your home.

For samples and further information call 01706 639 866 or visit penthousecarpets.co.uk

Style • Colour • Comfort

WOOL CARPET FOCUS GROUP SHEEP - GUARDIANS OF THE PLANET! FROM MARTIN CURTIS, CHAIRMAN OF THE WOOL CARPET FOCUS GROUP

“

I am well aware that you, the reader, will be very tempted to glance at the first line and if it isn’t something of immediate eye catching interest you will flick on to the next page... just like on an iPad! So, if you are still with me, thank you and I hope you will not be disappointed. I have been invited to write about wool and especially wool carpets so that is what I will be doing, along with a few other ramblings! Technically, in my opinion, wool is the most scientifically advanced fibre on the planet. I am actually rereading about it now in a leaflet (as Ernie Wise would say, “What I wrote earlier!”) titled “WOOL – a multi talented fibre engineered by nature.” I didn’t actually write it, that is to the credit of Dr Mike Madden of ENCO but I think I came up with the title. The leaflet explains why wool is so good; not only for the floor but also for you, your family, your home and your planet. We have included much of the scientific information in short animated films which can be viewed and downloaded free of charge from our website woolcarpetsnaturally.org. Please feel free to add any of these videos or information to your own website or newsletters or social media activities. The more we can spread the word, the more people will realise that wool is “the fibre for the future...“ In my own mind, I believe that I came up with these catchphrases but I am not 100% sure. I am sure I came up with “Sheep, the original free range animal” and “Sheep, Guardians of the Planet” which came about because of the photograph of the 3 Real Shetland sheep looking over a cliff top into the distance. I loved that photograph and I still do. The fact is that Wool is the best fibre for your carpet. I saw someone on Twitter say that the carpet guys should stop going on about wool carpets being environmentally friendly because most of them have a percentage of synthetic fibre in them. That is true but if he can’t work out that 80% wool degrades far better than 100% plastic he should read this! 18

Wool is not only the best fibre for your carpet or rug but it is also one of the least expensive. No Way! I hear you say, but it is true. I send out Wool Reports after every auction sale of British Wool - roughly every 2 or 3 weeks. I like to give some hard facts but then I get carried away and go off at a tangent. I previously mentioned the dangers of putting all your eggs in one basket aka putting all your wool selling efforts into China! As a result, sales of wool to China have slowed and auction prices of British Wool have fallen because of the COVID-19 virus. I mention this because too many of us have gone the easy route and looked at quick fixes for our businesses rather than looking a little further ahead. It is never easy. In the past, as a wool merchanting, processing and trading company we maintained our UK processing business and we protected it. I will never forget one large Chinese wool buyer saying they would buy from us if we showed them how to scour the wool to our exacting standards. We showed them the door! I don’t know what happened to them but we kept going and still thrive today. In my opinion it is the same with wool carpets and rugs. Some retailers are lured into the easy sell of synthetic (plastic) carpets. Wool sometimes has a higher price tag and a bargain basement plastic polypropylene or polyester alternative could clinch the sale. However, upon closer inspection wool can work out much cheaper in the medium to long run. Here are some of the reasons why; •

Wool cleans better than synthetics (Steve Bakker Woolsafe Organisation)

•

Wool looks better for longer and flattens less and loses less pile than synthetic alternatives (various sources incl British Wool, Campaign for Wool, Woolsafe Organisation)

•

Wool is naturally flame resistant (all the above plus ENCO Environmental Consultants, the International Wool Textile Organiation)

•

Wool filters the air from harmful toxins that exist in your home (Dr Mike Madden Enco Ltd)

•

Wool is sustainable (all of the above and more)

•

Wool is Biodegradable (CfW especially see their animated videos on the website)

•

Wool is environmentally friendly (read all above and more!)

So even in strict financial terms your wool carpet is better value than synthetic ones and if you add in the benefits that exist beyond your home and family it is irrefutable. When you are tempted to put the wool carpet range to the rear of your shop please think again. The public are getting smarter and smarter every day. They are becoming increasingly environmentally conscious. When a customer asks for a wool Carpet please don’t try to steer them to the dark side! I hope this has given you at least a little food for thought. I am sorry if it is a little disjointed and that is entirely my own fault but I really wanted to try to get the message to you. If you have read this far then I am grateful. If you need more information please let me know and I will do my best to help and if I can’t I know a man who can! Please take advantage of the excellent “Wool is” point of sale materials from your wool carpet suppliers. There is plenty to go round so please ask for some. Finally, my sincere thanks to all at SMG who gave me the opportunity to write about wool and wool carpets and rugs. It is hugely important that we get the message out there and try to make it easier for you to sell wool.

“

Woolcarpetsnaturally.org

Grange Celadon - one of 10 new colourways that have been added to the timeless Grange Wilton collection.

SMG News | Spring 2020 | 19

NEWS UPDATE ALL CHANGE AT HOME FOUNDATIONS Home Foundations have always supplied a collection of pioneering flooring brands, often being the first to market with new and unique ideas and products. In 2015 they added the LG Hausys brand of LVT flooring to their portfolio. LG Hausys has become strongly established in the UK and has now developed to the point where Home Foundations have set-up an entirely new business, LG Hausys Floors UK. If you have previously purchased LG Hausys products, your Home Foundations account has now become your LG Hausys account. Your new LG Hausys account number is the same as your old Home Foundations account number, all other details will remain the same and you will continue to be looked after by your usual representative for all LG Hausys products.

All non-LG business will now be sold through Hall’s Floorings and to ensure a smooth transition all account holders will be supplied with a brand new account that operates with all the same terms, prices and conditions as your old Home Foundations account. Hall’s Floorings are a national multi-product business with a strong history in supplying exclusive ranges to the trade and will take-over the exclusivity that Home Foundations enjoyed on many products. Martin Pass, General Manager comments “I look forward to developing the Hall’s Flooring product offer with new exclusive ranges. All products will continue to be supplied on the same delivery vehicles from the same warehouses and for quick reference here is all the relevant information;

All LG Hausys products including; Decotile, Decoclick, Harmony, Harmony Parquet, Advance Sales: 01675 433501 sales@lghausys-floors.co.uk lghausys-floors-trade.co.uk

All Headlam wholesale products plus; COREtec, Sensa, Ceramico, Instalay, H-Tile, Heuga Sales: 020 8803 1400 sales@hallsfloorings.com hallsfloorings.com

MULTI WIDTH FROM ULSTER CARPETS MAKES THE DIFFERENCE The Multi Width service from Ulster Carpets is helping many retailers secure sales.

0.91m split, meaning very little waste on site and, just as importantly, a happy fitter and a happy customer!”

Due to the variety of loom widths they use and their clever stock allocation software, Ulster remain the only company in the UK and Ireland to offer this unique service on all woven Axminster and Wilton stock ranges. The service places an added emphasis on the final installed price rather than the unit cost of carpet and it is helping retailers win orders they may otherwise have missed out on.

Jeremy added, “Retailers regularly give us examples of how Multi Widths makes the difference for them and with consumers becoming more waste conscious, it is another major plus point.”

Jeremy Wilson, Retail Sales Director, Ulster Carpets, explained, “Many consumers focus on the square metre price but it often is not a good way to compare costs. If they need more carpet than they realise this may impact significantly on the final installed price of one range versus another. “In one recent case, a consumer saved almost half the price by choosing Ulster for their living room which was slightly over 5m-wide. Even though a rival brand had a similar m2 price it was only available in 4m width which meant that they would have to order almost double the carpet needed. Ulster’s Multi Width solution was to supply 4.57m with a 20

Grange Wilton in colour Cavern

RIVERLINE FROM ITC NATURAL LUXURY FLOORING Riverline is a striking range from ITC Natural Luxury Flooring and is a fine example of craftsmanship in achieving a high definition, textured cable rib design. Constructed from a mix of 6-ply and 2-ply 100% New Zealand wool and with a Ceneva® backing, Riverline is an excellent choice for residential and general commercial locations. The 6 contemporary colours will appeal to those seeing a wool carpet that delivers on performance and good looks. Available in 5m widths and a made to measure rug service is available, with a choice of tape finishes.

For more information call 01622 534041 or go to itcnaturalluxuryflooring.com

Riverline in colour Eden

LOCAL MUSEUM KEEPS THE ART OF WEAVING ALIVE Originally built in 1855 as a carpet factory, The Stour Vale Mill is now the Museum of Carpet; a centre for Heritage, Art and Industry that celebrates the weaving history of Kidderminster, Worcestershire. From the 1700’s to its peak in the 1960’s, Kidderminster became famous for its carpets, gaining recognition as the ‘Woven Carpet Capital of the World’. The centre piece of the Museum of Carpet is two working power looms – an Axminster Spool Loom and an early 20th century Wilton Jacquard Loom. The tremendous noise of the power looms weaving carpet fills the Museum each time volunteer weavers run the impressive machines. These live demonstrations offer visitors a unique opportunity to visualise developments in the weaving process and witness traditional weaving techniques from yesteryear in action - keeping the legacy of carpet weaving alive in Kidderminster. This is not an easy job and requires years of training. The skill of these weavers is immediately evident in the beautifully bright and crisp carpets woven during demonstrations.

on purchasing materials, to spend on spreading knowledge and understanding of Kidderminster’s unique industrial and cultural heritage. The Museum of Carpet is located in the refurbished grade II listed Woodward Grosvenor Carpet factory. Come and visit us at Stour Vale Mill, Green Street, Kidderminster, DY10 1AZ.

At the Museum of Carpet we aim to preserve more than machinery, we are trying to preserve something even rarer; the skills and experience of those who worked in the trade. In addition to leading demonstrations, many of the museums volunteers lived in Kidderminster during its peak period and several worked in the industry. Our volunteers are always willing to share their stories and memories with visitors, making each trip to the museum unique and captivating. You too can help preserve the history of the town by visiting the museum and supporting the continued use of the Looms. Currently the museum has the materials to continue running demonstrations but soon they will be exhausted. Therefore the Friends of the Carpet Museum, who promote and support the museum, set up a “Sponsor a Spool” campaign to fund more. The museum offers visitors, friends of the museum and well-wishers the chance to sponsor one or more spools at £10 per spool. Each donation is acknowledged with a certificate verifying which spool number has been sponsored. Supporting this initiative will create a permanent link between the museum and the sponsor, as well as freeing up funds, hitherto spent SMG News | Spring 2020 | 21

Shown: Dorset down - 50oz

Springtime The fresh and natural choice

Take a fresh approach to carpeting your home with Springtime; crafted at our Lancashire mill using a special blend of hard wearing undyed wools, in a choice of nine comforting shades, as gentle as nature intended. We’ve used our 50 years of expertise in creating top quality tufted wool rich floorcoverings, to bring you this superb range of undyed naturally resilient, easy to clean carpets, which have the added bonus of being fire retardant without the need for chemical treatments. Available in 40oz and 50oz, and 4m or 5m guaranteed full widths, finished with our traditional jute backing, for effortless fitting; Springtime is the natural sustainable choice, better for the environment, and the air quality in your home. For samples and further information call 01706 639 866 or visit penthousecarpets.co.uk

Style • Colour • Comfort

Designed with modern and starter homes in mind with proportions that fit and clean simple styling; Essentials by Kettle Interiors is perfect for online and in-store promotional offers. Delivering an unrivalled combination of value, choice and commercial-focused design.

Our tried and trusted formula, sees Kettle Interiors collections continue to bring quality and style perfect for family homes. With broad appeal and excellent build quality, Kettle Interiors ranges are ideal for creating beautiful shop floor displays.

Signature by Kettle Interiors is our exciting new brand for 2020. Bringing style-led, statement pieces paired with exceptional build quality and finishing touches, Signature lets style take the lead. Create stunning shop floor displays that will stop customers in their tracks.

NEW FOR

2020

NEW FOR

2020 NEW FOR

2020

NEW FOR

2020

Order in Ireland 028 3844 6000 decorfurintureltd.com

Wholesale

Order in the UK 01536 444960 kettleinteriorsagencies.com

Stockist

Container

QUESTION TIME SHAUN LEWIS - SALES DIRECTOR AT BROCKWAY CARPETS

In this issue of Question Time, SMG took the opportunity to invite Shaun Lewis, Sales Director at Brockway Carpets to join us just before his retirement in April. Shaun has been in the industry man and boy and what he doesn’t know about the trade is not worth knowing. He started out at Tomkinson Carpets almost 50 years ago and moved on to Victoria Carpets and then latterly Brockway Carpets. We feel very honoured he has agreed to do this interview for our readers, and I know you are going to enjoy reading his insightful comments. On behalf of everyone at SMG and I’m sure everyone in the trade, we would like to wish Shaun a very long, happy and healthy retirement. You will be missed Shaun! Without further ado, here are Shaun’s answers to our usual questions.

HOW WOULD YOU DESCRIBE THE VALUES THAT HAVE MADE BROCKWAY CARPETS SO SUCCESSFUL? “Being a family run business certainly helps – small enough to care and have the ability to change course quickly, yet large enough to be a meaningful UK supplier to our retailers.” WHAT ARE THE BIGGEST CHALLENGES YOU ARE CURRENTLY FACING? “Lack of consumer confidence with Brexit (although getting better) and continually lower prices. Everyone can sell something cheaper – it’s ridiculous!” INDEPENDENT RETAILERS ARE ALSO FACING CHALLENGES, WHAT ADVICE WOULD YOU OFFER THEM? “Look at your stores and try to improve them. I appreciate this doesn’t apply to everyone but think about the consumers journey in buying their flooring and try to make it a pleasant one, not like going back to Victoria times. Put the heating on, put the lights on and get better displays. Spend some money on your stores, it will pay off.” IF YOU COULD ASK RETAILERS TO CHANGE ONE THING, WHAT WOULD IT BE? “As above, improve your displays and keep changing them. Let others do what they want with pattern books and tombolas from everyone – do your own thing with manufacturers displays, be different. Less is more!”

HOW WOULD YOU LIKE TO SEE THE INDUSTRY CHANGE IN THE FUTURE? “Increase the quality of products whatever they are made of, increase prices and let’s make some money!” WHAT IS YOUR FAVOURITE BROCKWAY PRODUCT? “Mardi Gras and Crystal Twist – oops mind freeze sorry, for Brockway there are several; Solar, Lakeland Herdwick and Padstow are my firm favourites.” ASIDE FROM BROCKWAY, WHICH OTHER MANUFACTURERS DO YOU MOST ADMIRE AND WHY? “None of them! They all want my business and I want theirs! (I do have some great friends in other suppliers, so it would be wrong of me to mention them by name).” WHAT ARE YOUR CAREER HIGHLIGHTS? “John Duncan for believing in me and giving me the chance to become a company director for the first time and Charles Annable for allowing me the opportunity to work with him in developing Brockway Carpets.” OUTSIDE OF WORK, WHAT ARE YOUR PASSIONS? “Golf, my family and my grandchildren, who I dote on.”

Continued on the next page >> SMG News | Spring 2020 | 25

IN YOUR WHOLE LIFE, WHAT MAKES YOU MOST PROUD/WHAT IS YOUR PROUDEST ACHIEVEMENT? “See above but it also includes the birth of my two daughters, whom I’m extremely proud of.” DO YOU HAVE ANY REGRETS? “No regrets, it’s not worth it – plenty of mistakes though!” WHAT’S THE BEST PIECE OF ADVICE YOU’VE EVER BEEN GIVEN? “To do the very best that you can with no excuses – oh yes, and know when to go!”

PICTURED ABOVE (TOP TO BOTTOM): DIMENSIONS PLAIN IN ZINC; DIMENSIONS PLAIN IN CAVIAR 26

Lakeland Herdwick BY BROCKWAY

The Lakeland Herdwick Collection now comprises 6 ranges of high performance broadloom that is soft and cosy underfoot, resilient and hard wearing.

In Spring 2020 Brockway is launching 3 NEW Herdwick styles to complement the award winning stripe, check and plain loop ranges.

Made of 100% undyed wools in Herdwick’s uniquely natural pigmentation, the established 5 shades of Ullswater, Buttermere, Fornside, Rydal and Windermere are now produced in 3 enticing new textures:

• A 4 ply flatweave chevron • A 4 ply, 46oz chunky loop • A 3 ply, 45oz rustic twist Grown in Cumbria, spun in Yorkshire and tufted in Kidderminster Lakeland Herdwick carpets are authentically British. The appearance and rugged durability of the carpets results from the natural resilience of one of Britain’s best loved and hardiest sheep breeds. The eco sustainable wool carpet is backed with Brockway’s pioneering Envirobac system which replaces conventional latex backing with polymer granules. Suitable for all rooms, staircases and landings in the home Lakeland Herdwick has to be the naturally discerning carpet of choice.

Our award winning Herdwick carpets don’t start life in our factory but on the Lakeland fells.

brockway.co.uk

SMG News | Spring 2020 | 27

Introducing our new business services It pays to be Active

Take control of your business with Active Payments As the preferred card payments partner of SMG, weâ&#x20AC;&#x2122;re passionate about helping your business grow.

Why choose Active Payments?

Active Payments specialises in providing flexible payment solutions for small to medium independent businesses. We are the only card payment provider that allows customers to change their price plan should their business requirements change. Great news! As well as offering flexible payment solutions, we can also now offer a range of other services designed to take the hassle out of managing your business.

Authorised and regulated by the Financial Conduct Authority

Contracts from 1 month

Next day payment

PCI managed service

Clear & simple pricing

You can now save time and money with our new business services BUSINESS UTILITIES

BUSINESS FINANCE

We have access to the whole of the UK utilities market in order to bring you great savings on your utility bills.

Short term funding for your business access a fast and easy solution through your card payment turnover.

Energy is an essential part of your business, whether it is heating, cooling, powering machinery, or even just switching the lights on Saving money on your business energy bills could equate to thousands of pounds per year – and whatever you save goes straight towards your profit margins Let us give you a great energy deal along with a commitment to find you the best deal again at the end of your contract

Funding amount based on your card payments turnover Fixed borrowing fee – no variable charges or APR rates Repaid through your customer card payments Fast funding payout Unsecured – no security required No need to contact your bank

EPOS SYSTEM

BUSINESS BANKING

An EPOS solution can transform your business by automating stock control and re-ordering processes, streamlining your financial reconciliation.

Our business banking product is an award-winning alternative to high street bank accounts with market leading rates.

Improve stock management

Online account management

Improve customer satisfaction

Instant online decision

Boost your customer loyalty programmes

Market leading rates

Reduce human error

Easy application

Gain business insights using data analytics

No monthly fees

Streamline your financial reconciliation

No credit check

Get in touch today to discuss your business requirements! 03332 400 822 www.activepayments.co.uk smg@activepayments.co.uk Switch to a partner who understands your business

This is Lavericks Bay. The Chapman family grow wool here for Ulster Carpets Open Spaces range.

PLANET FRIENDLY Laneve™ wool is 100% natural and fully traceable back to the famers who grow it. Every farmer growing Laneve™ wool is independently audited for land management, animal welfare and social responsibility. Laneve™ branded carpets and textiles use only 100% natural and renewable Þbre. Plastic Þbres have always been banned from Laneve™. What’s more our wool has 28% lower carbon footprint than strong wool grown in other parts of the world.

Find out more about Wools of New Zealand

www.woolsnz.com

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

“

Getting the estimate right is one thing but helping someone else to understand it is another. Normally we don’t share the details with our customers – after all, we don’t want them shopping around after we’ve done all the planning work. But we need to ensure we communicate the right information so that the right goods can be ordered and made ready and the fitters can do as much preparation work as possible before they get on site where space may be limited.

picture how to make the pieces they needed fit into a four-metre wide roll width. It had been the same down in the West Country, across in South Wales and again in Surrey when I was asked to show how carpet estimates were done by Trading Standards Officers

But what if we were asked to explain our methods and our workings to someone else, perhaps with no knowledge or experience with floorcoverings? Having worked for a big retailer for many years I had to do this on several occasions when a price was challenged by Trading Standards. I was reminded of this recently when running a training course for estimators. Not all the delegates were familiar with the role of an estimator and only one had done any measuring up in a customer’s home. So we’d measured up a room in the training venue and we’d drawn this to scale on our pads ready to work out the cutting plan and calculate the length of carpet we were going to need for this imaginary job. That’s when several faces went blank. They could not

who were following up customer queries. In each case I drew out the rooms to scale, complete with hall stairs and landings and any other areas to be carpeted. Then I drew a roll width to the same scale on a large piece of paper and, by cutting out the rooms with scissors, was able to lay these onto the roll to show how they could all be fitted together whilst keeping the correct pile

direction and adding any pattern matching allowances. It was slow, but it showed the process and made it easy for the TSOs to understand what was being done. So we did the same on our training course. I’m sure experienced estimators would have laughed to see us. But it takes experience to be able to measure and work out a cutting plan in your head and get it right first time. I’m sure the trainees now have the understanding they need and will build on this quickly as they gain experience. We find aspects of our trade really easy because we have lots of experience and we forget what it was like as we were learning. We need to help those coming in to our businesses to learn and understand, and to pass on the skills that otherwise could die out. Of course, computers can do the working out for us these days, but we still need to understand what’s going on and I’ve yet to see a computer handle a tape measure to get the data it needs to work it all out anyway! There are several excellent training organisations who can supplement our in-house training and mentoring, and they cover everything from estimating to fitting. Setting someone off on the right path will repay the investment.

”

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 2020 | 31

Alternative Flooring’s new Show Me My Room Show Me My Room is Alternative Flooring’s new online visualiser for floors. View any one of its carpets in your own interior space. It is easy to use with just four simple steps with no technical photo editing required – Show Me My Room does it all for you.

2. Click ‘Let’s Go’ and enter the 4-digit product code for your chosen carpet. The product codes can be found on the back of samples, in the brochure or on the website. ‘Tick’ 3. Upload a photo of your interior space from your photo library or take a new photo in the moment. 4. Wait for Show Me My Room to do the rest…

See how a small sample or a lifestyle image in the brochure can transform into your own personal space, giving you the bigger picture in an instant. It is great for all Alternative’s carpets but perfect for pattern, helping customers feel more creative and confident about their choices.

There are other handy links within Show Me My Room to save carpets to a ‘Favourites’ library which will be remembered each time you access the visualiser, order samples or search for your local Alternative Flooring retailer.

Kirsty Barton, Alternative Flooring Digital Marketing Manager explains why now. “We are starting to see augmented reality being used in all industry, but especially interiors, to help consumers get a feel for what paints, fabrics, furniture and now carpets will look like in their homes. It can be difficult to imagine what the bolder striped and patterned carpets will look like in a larger scale from the samples. This is why we decided that we wanted to explore a way of using current technology and adapting it to create a branded visualization tool that would be accessible to everyone and most importantly very easy to use.” As long as you have a photo of your interior

space which you can upload to your PC, mobile phone or tablet, or can take a photo with your mobile or tablet, then you can use it. It works on the unique 4-digit Alternative Flooring product codes, no need to type any complicated names or search your favourite carpet, just tap in its code number. Let’s go! Show Me My Room - Step by step guide: 1. My Room will be added to Alternative Flooring’s promotional literature and in store point of sale, visit showmemyroom.com – this link can also be found on the Alternative Flooring website.

Show Me My Room will help retailers guide their customers through the choosing process and instill more confidence in making a purchase once they can better visualise their favourite carpets in their own spaces. Interior designers can inspire their clients, bringing their vision of what is underfoot to life when presenting decorating schemes.

Instagram: @alternativeflooring Twitter: @AlternativeFlr Facebook: @alternativeflooring #showmemyroom #alternativeflooring

the revolutionary new pos offering from Cavalier, puts a stylish end to swatches lying on the floor Following extensive development and many prototypes we are now able to offer you the perfect solution for the storage of Cavalier swatch books. Some of you may have seen the system on our stand at Harrogate, where it met with a lot of interest and even generated orders prior to going into full production. The modular wall mounted panel design allows you to display up to twelve Cavalier products within just one metre of wall space.

contact you local rep for details

this picture shows three units installed together

Why not take a look at the years hottest ‘video nasty’ featuring Retail Sales Director, Hans Lowe introducing our new ‘Select-A-Swatch’ system www.youtube.com/watch?v=lqbZ2y4ntao

MAKING SPACES INTO CREATIVE PLACES www.forbo-flooring.co.uk/allura

creating better environments

BRITISH MANUFACTURER, ABINGDON FLOORING HAS EXPANDED ITS STAINFREE RANGE WITH STATESIDE INSPIRED USA COLLECTION The USA Collection comes in three stylish choices, Miami, Dallas and New York. All possess bleach cleanable benefits that make them a popular choice for family homes. These luxury tufted carpets come in three choices of pile weights finished in on-trend colour palettes from subtle browns through silky silvers to dark graphite. Consisting of 14 colours the ranges are inspired by Miami’s art deco Atlantic architecture, the cool Metropolis of New York and Dallas ranch lands and warm Gulf Coat Shores. From subtle creams of Sandstone to the warm browns of Hazelnut the Miami range comes with 12-year wear warranty protecting carpets against premature wear. New York defines the metropolitan colour range of its namesake while the Dallas range is inspired by the colours of its surrounding ranch lands and warm Gulf Coast shores. Martin Peace, sales director at Abingdon Flooring, commented, “Suitability for family homes who do not wish to compensate on luxury was a key focus for the new range. Combining the soft finish of the USA Collection with a bleach cleanable fibre enables us to provide retailers with a comprehensive choice of sumptuous carpets that fit the modern consumer.” Each of the USA Collection ranges is constructed from a felt backing, providing user comfort and easy installation. Using 100% StainFree fibre gives a bleach-cleanable lifetime StainFree guarantee. Dallas, Miami and New York are available in 2.5m, 4m and 5m widths making them versatile and economical for both small and large rooms. Eye-catching brand support in the form of wall units and lecterns are available to help retailers maximise interest for the USA Collection and enforces the message of a luxury range offering in a competitive market.

For more information, call 01274 655 694, email info@abingdonflooring.co.uk, go to abingdonflooring.co.uk

Stainfree New York in colour Platinum SMG News | Spring 2020 | 35

to n i g n i Spr with n o i t ac oom R r u o r! e s i l a Visu

Transform your home in real time from the comfort of your own sofa or instore! Available for everyone to use, completely free of charge. Simply take a photo of your room and upload it to start installing our ranges

Change the way you choose...

SCOTLAND JOHN STUART M: 07860 565 200 E: johnrstuart@btopenworld.com NORTH EAST & CUMBRIA BECKY GIBBONS M: 07970 491 215 E: rebann2@btinternet.com YORKSHIRE JOHN ALSOP M: 07860 572 220 E: alsopagencies@yahoo.co.uk

LANCASHIRE JOHN ROSTRON M: 07973 733 208 E: johnrostronagencies@hotmail.com EAST MIDLANDS STEVE FURNISS M: 07773 384 787 E: furnissagencies@btinternet.com WEST MIDLANDS DEAN STANLEY M: 07572 758 010 E: dssalesagencies@gmail.com

www.hughmackay.co.uk

OXFORDSHIRE, WILTSHIRE, HAMPSHIRE, BRISTOL, & GLOUCESTERSHIRE DAVID MAY M: 07976 204 778 E: mayatthelimes@talktalk.net SOUTH WEST BRENDAN HART M: 07850 130 221 E: ba.hart1@yahoo.com NORFOLK, SUFFOLK, CAMBS, NORTH ESSEX ROBIN SAUNDERS M: 07968 344 892 E: rsagencies2004@aol.com

SOUTH WALES PAUL POWELL M: 07968 186 150 E: paulpowellagencies@gmail.com

NORTHERN IRELAND GARY Oâ&#x20AC;&#x2122;BOYLE M: 07831 220 675 E: goboyle@ntlworld.com

SOUTH EAST & SOUTH LONDON MIKE ALP M: 07770 861 441 E: alp.michael@googlemail.com

REPUBLIC OF IRELAND LARRY WHITE M: 03862 594 126 E: thelarwhite@hotmail.com

N LONDON & HOME COUNTIES DAVE MARNEY M: 07794 221 443 E: d.marney@sky.com

SALES DIRECTOR KEITH MORGAN M: 07710 701063 E: keith@hughmackay.com

CENTRAL LONDON NICK WOOD M: 07976 945 505 E: nick@essentialflooring.co.uk

MANAGING DIRECTOR VINCE HOLDEN M: 07900 262 434 E: vince@hughmackay.com

H U G H M A C K AY Support your British manufacturer

W W W . H U G H M A C K AY. C O . U K

Log onto our website & select Visualise it www.hughmackay.co.uk

Alongside the sample room shots, you can UPLOAD YOUR OWN photo. Just select the 3 line menu and go back to the start

Once youve selected a sample room, you can change the carpet & wall colour to suit your decor

See patterns & tartans to scale. Rotate patterns for the ultimate choice ...Visualise our ranges in your home in real time

Go m ob & see ile your decor on the go

Select ‘Plains’, ‘Patterned’, ‘Striped’ or ‘Tartans’

See product details, save rooms & designs for later to help you make your choice

Kensington DeluxeÂŽ 25% Recycled Plastic Bottles

80% recycled for the ultimate feel good factor

55% Recycled Car Tyres Tredaire Kensington Deluxe is a unique combination underlay manaufatured from post cosumer waste (recycled PET plastic bottles and rubber crumb from car tyres). The crumb/felt combination creates an underlay with superior wear and comfort properties. Kensington Deluxe is the perfect choice for Wilton and Axminster style carpets. The polyester felt backing means that carpets with stitched joins bed into the top felt layer and prevent wear along the join.

Best Underlay Manufacturer

interfloor.com 01706 238 810

Kensington DeluxeÂŽ 25% Recycled Plastic Bottles

80% recycled for the ultimate feel good factor

Best Underlay Manufacturer

interfloor.com 01706 238 810

Take control. Manage your flooring business with our award-winning software, Carman by Computers for Flooring. Increase profitability by streamlining the processes currently taking up your valuable time.

plier gement

hboard

STANDARD SOFTWARE FEATURES...

payment tracker

quotes

Remnant

dashboard DASHBOARD

Carman ensures your remnant stock is kept as low as possible by automatically matching remnants to cut lengths.payment

stock management

Get a real time overview of your business with stock status, alerts, staff and customer communications in one place.

control REMNANT CONTROL

crm

quotes

supplier management

stock

CARMAN

Remnant

control STOCKmanagement MANAGEMENT

From cut lengths to multi-site stock holders, our extensive stock management system can meet your needs. dashboard

integrated diary

crm

supplier

payment tracker

quotes

stock

Easily manage your supplier product databases, prices and mark-ups.

integrated

crm

supplier

diary management INTEGRATED DIARY

quotes

stock management

dashboard

crm

CRM

supplier management

quotes

integrated diary

dashboard

crm

supplier management

quotes

stock management

payment

QUOTES & INVOICEStracker

Create quotes in seconds using our unique templates; instantly convert to invoice whilst tracking revenue and profit.

payment tracker

Remnant control

dashboard ALL THIS FROM JUST...

integrated diary

supplier management

crm

quotes

stock management

Remnant control

payment

tracker PAYMENT TRACKER

Stay on top of late payers and debtors with our automated payment manager; chase payments with SMS and email reminders.

Our visual diary was designed from the ground up to manage fitter and estimator teams and integrates with MS Exchange, Google calendar etc.

PER MONTH

integrated diary

+ INTIAL SETUP FEE

sto manag

pay tra

Give your customers a personal experience with our powerful Customer Relations Manager. Carman remembers all the important information.

THE ULTIMATE FLOORING SOFTWARE TO MANAGE YOUR BUSINESS

Remnant control

management management SUPPLIER MANAGEMENT

dashboard

quo

tracker

integrated diary

grated iary

crm

supplier management

stock management

Remnant control

Rem co

MULTI AWARD WINNING BUSINESS MANAGEMENT SOFTWARE

Connect fitters and estimators to the store with our exciting new IOS and Android application. Shop Staff can manage estimator and fitting teams and push through appointments to the fitter’s app on their mobile device. Staff can include Jpegs, PDF or PNG files which can be accessed by the fitter when they login to the app with their credentials. Estimators Access Estimators diary, customer info, directions to measure, take and/ or upload images that will appear in the main user system automatically, significantly speeding up the quotation process. Fitters As well as being able to access their diary the app allows “check in” when they arrive and will automatically check them out when the customer signs the sat note. Images of the completed job,

along with customer signatures and sat notes are digital and appear in the Carman users computer within seconds of job completion. Owners and Managers High-level access users can display store performance, pipeline business, sales totals, completed unpaid jobs and much more. Sales information is displayed in figures, pie charts and graphs. Your entire customer contact database is also accessible along with a full product catalogue showing prices on sale and stock items. The information held in the app is a live replica of the Carman system so will change by the minute as staff perform their everyday duties.

ADD-ON FEATURES...

ERP - STOCK MANAGEMENT

COMMUNICATION

ESTIMATING SOFTWARE

Customise your carman TAILOR YOUR CARMAN TO SUIT YOUR BUSINESS with our add-ons

HOLIDAY & SICKNESS PLANNER

ACCOUNTING

Did you know as an SMG member you can get our multi-award winning flooring retailer management software, Carman, at a better price than non-members? Our market leading software brings a whole host of features and benefits to retailers large and small and allows you to run your flooring business more efficiently, significantly reducing your operating costs. SMG’s ongoing commitment to simplifying their members’ quotation process ensures updates are easily fed through Carman so that SMG product lines are available and prices are correct.

e-commerce

VOIP

COMMERCIAL & CONTRACT

CONTACT US AND START SAVING TIME AND MONEY TODAY: visit: computersforflooring.com CALL: 0845 869 8403 sales@computersforflooring.com

SPLENDIDLY SOFT CARPET FROM BALTA A Balta carpets’ high-flying StainSafe® family has been boosted with the arrival of Soft Splendid, a delightfully appealing carpet in a palette of eight on-trend colours offered in four and five-metre width options. Crafted from 100% StainSafe® two-ply yarn for lasting stain-resistance and bleach cleanability, Soft Splendid offers a classic 5/32” cut-pile look for a carpet that’s both elegant and practical. Add into the mix a construction that makes Soft Splendid excellent value and the style is already looking like a winner.

Filip Poelman, sales director, Balta, “The StainSafe® family has grown and with the introduction of Soft Splendid now offers a quality for every pocket and a style for any setting. Delivering homes awesome value, Soft Splendid can be chosen with two secondary backing options, with our Ultratex Quick+ making for even simpler and quicker fitting.” Eliminating the need for underlay through improved underfoot comfort while making the carpet easier to fit, Ultratex® Quick+ makes Soft Splendid even more attractive for the homeowner

and fitter alike. Alongside the standard synthetic back, its introduction ensures Soft Splendid remains an impressively versatile quality. Carrying a seven-year wear warranty and ten-year StainSafe® promise, Soft Splendid is ready to bring worryfree carpet to homes needing a costconscious option.

For further information, contact Balta on +32 56 62 22 11 or go to broadloom@baltagroup.com

Soft and luxurious, innovative IMPREL® fibres give Satino® carpets exquisite comfort and a cosy feel perfect for today’s luxury homes. satinocarpets.com

NEW COLOURS

Exquisite Incredibly soft and with a unique look that creates a luxurious and inviting finish, Exquisite brings everything together beautifully. A carpet in perfect harmony with any interior. Construction: 5/32” Saxony silky look Pile material: 100% IMPREL® Finesse PA Pile weight: 2,500g/m2

Finesse With a gorgeous aesthetic that brings an ontrend vibe in subtle shades, Finesse not only looks fabulous, but is wonderful to walk upon too. A carpet that brings a sense of luxury and comfort to any home Construction: 1/10th Saxony silky look Pile material: 100% IMPREL® Finesse PA Pile weight: 1,650g/m2

baltacarpets.com SMG News | Spring 2020 | 43

BLAISE

SANTORINI

TAO

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

“The success of the January Furniture Show was topped off when Buoyant was awarded the BFM prize for best display of the trade body’s new branding.” - MD Mike Aramayo

MADE IN THE UK

Award winning comfort Best Underlay Manufacturer

interfloor.com 01706 238 810

SMG MEMBER FOCUS

EACH ISSUE SMG PUTS A MEMBER IN THE SPOTLIGHT TO LEARN MORE ABOUT THEIR BUSINESS AND THEIR VIEWS ABOUT THE INDUSTRY. In this issue of SMG News we head north of the border to visit First Floors (Scotland) Limited. Members of SMG since 2017, the store is stunning, light, bright and airy – a pleasure to visit. Owner David Samuel has been in the flooring trade for a long time having established the business in 1994. Prior to that he had a kitchen and bathroom business.

WE PUT OUR USUAL QUESTIONS TO DAVID & HERE’S WHAT HE HAD TO SAY... WHAT DO YOU FEEL IS THE INDEPENDENT RETAILER’S STRENGTH? “End to end commitment to customer service – which puts them head and shoulders above the multiples and ensures customers return again and again.”

WHAT IS THE KEY MARKET CHALLENGE TODAY? “Online pricing is a major challenge to us retailers who have bona fide premises and all the overheads that incurs.”

SMG HAS A STRONG POLICY OF SUPPORTING BRITISH MANUFACTURERS, IS THIS SOMETHING YOU SUPPORT? “Yes, we actively support British Manufacturers wherever possible. Our customers appreciate that too.”

WHAT ARE THE MOST COMMON QUESTIONS YOU HAVE FROM CUSTOMERS? “‘Do you supply and fit? Are your fitters good?’ We only employ the best! That’s why our customers come back again and again.”

Continued on the next page >> 46

Pictured above (clockwise from top left): Andrew McIlhargey, David Samuel (Owner) and David Hepburn; unitary inside the store; a bag made from Quirky B Liberty Fabrics Flowers of Thorpe Summer Garden - a carpet from Alternative Flooring which was presented to the British Royal Family at the 2017 RHS Chelsea Flower Show.

MEMBER: FIRST FLOORS (SCOTLAND) LIMITED JOINED SMG: NOVEMBER 2017 LOCATION: GLASGOW

IF YOU COULD ASK SUPPLIERS TO CHANGE ONE THING, WHAT WOULD IT BE? “To follow the Unilin model of an online portal for ordering and checking stock. It makes the retailer’s life so much easier.”

WHAT IS YOUR TOP SELLING PRODUCT AT THE MOMENT? “Like most retailers, LVT is still selling extremely well. We’re particularly liking next generation products like LayRed but are also seeing strong sales across engineered wood, laminate and carpets.”

WHAT WAS THE MAIN REASON FOR JOINING SMG? “Access to a broader range of manufacturers and suppliers than we had before. This has worked very well for us.”

WHAT WOULD YOUR ADVICE BE TO NON-ALIGNED RETAILERS? “Join! The benefits are great and for a business of our size it’s a no-brainer.”

WHAT HAS CHANGED MOST DURING YOUR TIME IN THE INDUSTRY? “The threat of online. We work extremely hard to offer added value and to give our customers a service that can’t be matched online.”

Voted Scotland’s Best Flooring Company at the 2017 Scottish Home Improvement Awards

Voted Scotland’s Best Flooring Company at the 2018 Scottish Home Improvement Awards

Voted Flooring Retailer of the Year at the 2018 Scottish Independent Retail Awards

Voted Best Business (10 employees or less) at the 2017 East Renfrewshire Business Awards

SMG News | Spring 2020 | 47

The Original

The Brand Leader

Proudly made in the UK

www.underlay.com

t: 01536 200502

Ball & Young - Best Underlay Manufacturer

Cloud 9 - Underlay of the Year