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EDITOR´S NOTE
Dan Squires Managing Editor
Welcome to April’s Big Furniture Group Magazine ”
Our cover star this month features Presti AI, with the Parisian startup - founded in 2022 –continuing to revolutionise the furniture industry by offering generative AI solutions tailored to create high-quality lifestyle imagery. We found out more as Presti AI has made significant strides in improving its technology. In keeping with AI, the Big Question is focussed on the subject where we asked retailers if and how they have engaged with the tech.
April sees the return of the INDX Beds show where we take a look at what to expect to see during the event in Solihull this month. We also caught up with two members of the organising team at Associated Independent Stores (AIS) to find more out about their respective roles, while speaking with some exhibitors ahead of the event. With shows in mind, we take a look at May’s Long Point and the Spring Furniture & Bed Show, while recapping the recent Meble Polska where I had the pleasure of visiting for the first time.
Meanwhile, Adjust-A-Bed talks about how to maximise sales through its successful Gallery concept, Purecare reinforces the wellness message behind its momentum, Gallery Direct details its merger with Art Marketing and Boutique reveals its latest Home Report. Furthermore, we have the latest product updates from Avriio, Sofa Source, Image Furnishings, Shire Beds, Sherborne Upholstery, Birlea, Willis & Gambier and SleepSoul, while Norfolk Feather asks the question: Are pillows undersold?
We also spoke with the Furniture & Home Improvement Ombudsman (FHIO) on why consumers complain and Speedy Freight talks about its tailored logistics solutions, why the furniture market needs specialist support and its commitment to sustainability. On latter topic, Silentnight explains how collaborations are the future and we highlight Oak Furnitureland and DFS in the latest Green Retail.
As for our regular features, Emma Rackley, Director of Home at Associated Independent Stores (AIS), takes our Big Interview and talks about her career to date, her admiration for Emma Leeke, how wellness is impacting the Beds sector and why it’s important to break down the barriers for young people entering the industry. Meanwhile, Retail Focus features Haskins Furniture, where they talk about buying habits and sustainability. We also spoke with Michael Shannon in our latest Meet the Agent/Rep series, who talks about loyalty within the trade and why higher commission is needed.
The Bed Expert is back, alongside letters from China, Vietnam and America, while The Legal Director talks about the crackdown on fake and misleading consumer reviews and why your business needs to be on alert. We also sat down with Maria Jones, Land of Beds’ newly promoted Sales Director, who shares an insight into her new role and what it means for the business moving forward.
James Wilson, aka The Sleep Geek, returns to offer up more insight and explains what exactly a sleep expert actually is, while Furniture And Choice details the latest trends and David Hewitt, Head of Global Support & Implementation at RetailSystem, talks about the power of quotations and role of personalised KPI dashboards. To wrap things up, we explore cyber security and why having a backup solution is important, and Furniture Sales Solutions talks about how to be persuasive without being aggressive.
That’s enough from me, so enjoy our latest magazine. Oh, and if you have any news you want to shout about or if you’re keen to get involved in our Retail Focus and Big Interview features, drop me an email on dan@bigfurnituregroup.com
We’d love to share your story.
DIRECTOR
OF HOME AT ASSOCIATED INDEPENDENT STORES (AIS),
talks about her career to date in the industry, her admiration for Emma Leeke, how wellness is impacting the Beds sector and why it’s important to break down the barriers for young people entering the industry.
RETAIL FOCUS
Haskins Furniture talks about buying habits, sustainability and shining the spotlight on its longest serving employee.
HIDDEN POWERS
David Hewitt, Head of Global Support & Implementation at RetailSystem - an award-winning, industry leading furniture & bed retailers combined ERP & EPOS solution, talks about the power of quotations and role of personalised KPI dashboards.
INTERZUM 2025: A COMPASS FOR THE INDUSTRY IN CHALLENGING TIMES
interzum 2025 is once again set to be a must-attend gathering focused on innovations and trends.
The trade fair, which will take place in Cologne from 20 to 23 May 2025, is a strong anchor for the industry, particularly in times of economic change. The showcases of new products, solutions and ideas at the event equip the sector to jointly find answers to future challenges.
Across the globe, suppliers to the furniture industry are facing different economic and social challenges in the individual regions and countries in which they operate. Uncertain forecasts and the mounting pressure to improve sustainability are making long-term planning difficult.
Against the backdrop of this dynamic outlook, interzum will once again serve as the world’s most important business and networking platform for the sector. Companies see the leading international trade fair as a unique opportunity to develop solutions and innovations to tackle the challenges that will define the coming years.
“We’re delighted with the consistently strong demand for interzum,” says Maik Fischer, the event’s director. “The return of
renowned exhibitors, the presence of numerous marketleading companies and the participation of many small and medium-sized businesses show how relevant the world’s leading trade fair is to the industry, especially in economically challenging times.”
FOCUS ON SUSTAINABILITY AND INNOVATION
Under the banner of its new central theme, Rethinking Resources: Circular and Biobased Solutions, interzum will send a strong signal in support of sustainable furniture production next year. The exhibition will present the industry-relevant theme in all its facets and create a wide variety of hands-on experiences for participants, ranging from a diverse event programme to showcases of the exhibitors’ biocircular innovations.
The speakers on the interzum Trend Stage and the interzum Product Stage and in the three interzum Trend Forums will present and discuss innovative ideas, studies and marketready solutions. Many companies use interzum to reveal their new product launches and technologies to a global audience for the first time.
The Rethinking Resources Boulevard will give exhibitors the opportunity to showcase their products and visionary concepts that harness biobased materials and the potential of the circular economy. The interzum award 2025, presented by a jury of international experts, will once again honour outstanding products developed by suppliers to the furniture industry.
SleepSoul has some exciting news…
Mattress supplier SleepSoul has revealed that one of its mattresses has been recognised with a Which? Best Buy award – but you’ll have to wait a little longer to find out which one.
“We’re super excited to announce that we are adding to our endorsements,” said Michael Prime, Head of Marketing & PR. “We have some exciting news to share very soon! One of our mattresses has been recognised with a Which? Best Buy award, joining our already acclaimed Heaven and Space models.
“While we wait to reveal all the details, we look forward to sharing the full announcement soon, so watch this space!”
The recognition comes off the back of four new mattress releases this year for the brand, which are all high street exclusives and includes Thea, Juno, Aries, and Cosmic. Michael added: “At SleepSoul, we are always striving to innovate and deliver the best sleep solutions to our customers.
These mattresses are designed to redefine your sleep experience with unique features tailored to meet a variety of needs. Whether you’re after supreme comfort, advanced support, or a refreshing night’s sleep, our new collection has something for everyone.”
”
One of our mattresses has been recognised with a Which? Best Buy award.
George Joyce, sales director at South Yorkshire family-run business Wolf Components, is set to take on the challenge of the TCS London Marathon this April in aid of The Furniture Makers’ Company, the City of London livery company and charity for the furnishing industry.
The event, which takes place on Sunday 27 April 2025, will see around 53,000 people run 26.2 miles around the nation’s capital, with thousands of well-wishers and supporters flocking to London to line the streets and cheer on the runners.
The route starts south of the Thames at Blackheath before crossing Tower Bridge around mile 12. After taking a detour through Canary Wharf and the City of London, the race draws to a close outside Buckingham Palace.
In his first-ever marathon attempt, George hopes to raise £7,000 for the charity, which supports people from the UK furniture and furnishing industry who have fallen on hard times, as well as organising several initiatives to encourage young people into the sector.
George said: “I admired the incredible work that the Furniture Makers charity does in supporting those within the furniture industry who need help the most. As a new member of the Furniture Makers, I wanted to contribute in a meaningful way, and what better way to raise funds and awareness than by running a marathon for such an important cause.”
Though the longest run he has ever completed prior to training was 12 km, George views the London Marathon as a personal test, as well as an opportunity to shine a spotlight on a cause close to his heart. “Running the marathon is significant personally because it’s a test of my endurance and resilience,” he said. “But running for the Furniture Makers gives it an added layer of purpose. Knowing that I’m raising money and awareness for such an impactful cause makes this race even more meaningful.
“Every time I feel tired on a training run, I think about the support the Furniture Makers provide, and it gives me a boost. I just want to say a huge thank you! Your encouragement and generosity are directly impacting the lives of those in the furniture industry. Please continue to donate so we can help the Furniture Makers charity support more people.”
You can support George’s fundraising by donating through his JustGiving page here: https://www.justgiving.com/page/george-joyce-1
Bensons for Beds opens Sheffield Meadowhall store
National beds and mattresses retailer Bensons for Beds has opened a new store in Sheffield Meadowhall.
The retailer has moved into Meadowhall retail park with the store covering a space of 6,800sqft and employing five staff from the local area.
The new store, which officially opened on 21 March 2025, has been expertly designed to showcase a huge range
of beds and mattresses as it invests significantly in building a portfolio of brands that cater to every sleep need.
Bensons Sheffield Meadowhall manager, Chris Carney said: “We are really excited about opening our store in Sheffield Meadowhall and expanding the Bensons brand further in Yorkshire. Bensons stands for great quality bed furniture at affordable prices, and we can’t wait to open our doors to customers this weekend for them to explore the ranges we have on offer.”
Bedroom furniture maker changes name
UK manufacturer of ready assembled bedroom furniture L & J Furniture has announced the change of its company name.
Effective from 3 March 2025, the company has changed its name to Harrison Brothers (Furniture) Ltd to realign its brand to its founding roots.
A joint statement from director’s Liam Randell and Jane Harrison said: “We are excited to announce that we have changed our company name to HARRISON BROTHERS (FURNITURE) LTD. L & J Furniture Ltd was formed on the foundations of Harrison Brothers (Furniture) Ltd which was incorporated in 1979, which we would like to re honour.
“Our main priority since establishing L & J Furniture Ltd in 2022, was to rebuild our business and brand, and become successful and sustainable and supply our customers with the best possible service.
“While our name is changing, our legal status and our office address will remain the same. The company’s business remains fundamentally unaffected by this change, and all contracts with existing customers, suppliers will remain unaltered, with corresponding obligations and rights assumed under the new name.”
Wolf director to run London Marathon in aid of industry charity
All new Digital ‘Roladex’
In the latest upgrade to RetailSystem, the world’s most widely used Furniture and Beds specific software, a great new exclusive feature has been added to the dashboard.
The Supplier Directory features contact details to quickly be able to find and connect with the sales teams of Manufacturers and Wholesalers, providing direct contact methods via phone, email and even LinkedIn.
“There’s no more scrabbling around for business cards lurking in a drawer somewhere, only to find that the agent has either moved on, no longer covers your area, or even retired,” says Robin Sutherland, Global Sales Director at RetailSystem.
The Supplier Directory also features a map of where the respective contacts are located, colour-coded to make it easy on the eye and clear to use. Furthermore, a bio of the company is also provided, giving a brief insight into the brand, as well as all up-todate contact information.
“It’s a great way to keep connected within the furniture industry,” adds Robin. “What’s more, it gives our customers the edge on key contacts from brands on the directory and another great benefit to our industry-leading system.
“RetailSystem allows the retailer to minimise the administration involved in running a furniture business, freeing up more time for their team members to sell more furniture.”
DFS profit grows in first half; gains market share
Living room and upholstered furniture retailer DFS has reported a growth in first half profit as sales remain strong.
According to its interim results for the 26-week period ended 29 December 2024, total half year sales stood at £504.5m, down 0.1% from £505.1m against the same period the previous year. Gross margin increased from 56% to 56.7%, while underlying pre-tax profit
resulted at £17m, up by £8.3m from £8.7m year-on-year.
DFS said that its “compelling customer proposition” drove year-on-year order intake growth of +10.1% in a subdued market, with both the DFS and Sofology brands gaining market share.
DFS order intake rose +7.8% YoY; citing a “market leading interest free credit offer, product innovation and exclusive brand partnerships resonating with the customer with ‘La-Z-Boy’ recently added to the portfolio”. DFS total sales were
slightly down by 0.5% to £523.1m from £525.6m.
“Growth was primarily driven through higher average orders values with an increase to the maximum interest free credit period used at select times to stimulate demand and enable customers to trade up to higher price point ranges. This can be seen in the sales mix of our typically higher price exclusive brand ranges such as Joules, Ted Baker and Country Living that reached a record high of over 41%.”
As for Sofology, order intake rose +19.1% YoY with a very positive impact from range changes driving higher order volumes. Total sales rose 8.5% to £152.5m from £140.6m. “Continued strong progress in our cost to operate program remaining on track to deliver £50m annualised cost savings by FY26; operating costs down YoY and continued momentum on gross margin rate progression,” DFS added. “Service levels across showrooms, manufacturing, the Sofa Delivery Company and post sales service are strong, reflected by some record NPS scores.”
DFS said it also has an objective of growing its Home (non-upholstery) offer, with a target of growing its market share from 1% to 4%, first focussing on the £3bn beds and mattresses market. “We have in previous years invested in technical infrastructure that allows us to operate a drop ship model and expanded some of our exclusive upholstery brand partnerships to cover bed frames.
“Last year we paused investment in marketing to drive awareness of our Home proposition until our balance sheet strengthens. We have clear plans to accelerate Home growth once we have deleveraged further.”
Looking ahead, DFS expects to outperform consensus expectations and deliver underlying pre-tax profit of £25£29m. Longer term the Board “remains confident” in achieving its £1.4bn full year revenue and 8% PBT medium-term targets.
Former Somnus Beds Director Alan Scott passes away
Longserving furniture and beds industry professional Alan Scott, with a history of working for brands such as Rest Assured, Bridgecraft Furniture, Health Beds and Somnus Beds, has sadly passed away. In a moving tribute by his late wife Norma, she shares a wonderful insight into his career and how he became a muchloved character within the trade. https://www.bigfurnituregroup.com/ former-somnus-beds-director-alanscott-passes-away/
Luxury furnishings brand opens Hale showroom
Luxury homeware and furniture brand Nth Degree Clerkenwell has opened a new showroom in Hale, Manchester. Nth Degree Clerkenwell, renowned for its design-led approach to indooroutdoor living, has opened its new space in the former Optiplan Kitchens site in Millfield Court.
Cocoon partners with Richard Osman
Sofa bed brand Cocoon has announced that TV personality, author, and quizmaster, Richard Osman will be the new voice of the brand. This exciting partnership is set to bring a warm, witty, and familiar tone to Cocoon’s marketing, enhancing its connection with customers across the UK.
CPS Group appoints new Operations Director
CPS Group, a provider of high-quality print, branding, and signage solutions, has announced the appointment of Gareth Williams as Operations Director, bringing a wealth of expertise in manufacturing, process optimisation, and customer-centric operational strategy.
IKEA to open Oxford Street store
Swedish furniture retailer IKEA will open the doors of its highly anticipated Oxford Street store on Thursday 1 May 2025. This will mark the completion of an extensive environmental upgrade of the Grade II listed building at 214 Oxford Street in central London.
New London flagship
Danish homewares retailer Søstrene Grene has launched its new UK flagship store near Oxford Circus. Situated on Argyll Street in London, the new twostory flagship officially opened on 28 March 2025 and offers Scandinavianinspired homewares, furniture and lifestyle products.
Flooring group appoints new CFO
Victoria PLC has announced the planned appointment of Alec Pratt to the Group board as Chief Financial Officer Designate, who will replace Brian Morgan after three years’ service as Victoria’s CFO in June. Brian has agreed to continue to be available as needed to assist Victoria for up to three months.
Dreams unveils new campaign
National bed retailer Dreams has launched its new multimillion pound brand platform and campaign, ‘Finding You a Bed That Loves You Back’. The new platform aims to reinforce the business’ commitment to helping every customer find a perfect bed that is tailored to their specific needs.
Vispring presented King’s Award
Luxury bed and mattress maker since 1901, Vispring, has received the coveted King’s Award for Enterprise, recognising its exceptional growth in international sales over the past three years. The company joins an elite group
of 252 British organisations honoured with the 2024 award.
Harvey commits to West Midlands
Harvey Norman, a multinational retailer of furniture, bedding, technology and electrical appliances, has chosen The Gracechurch Centre in Royal Sutton Coldfield as the location for a new store as well as a dedicated UK headquarters, reinforcing the company’s commitment to the region.
Cox and Cox appoints new MD
Luxury homeware brand Cox and Cox has welcomed Jan Duckworth as its new Managing Director. Fresh from her role as Brand Director at Sofology, she joins the business as it enters a new era of growth in order to re-capture its leading position in this sector. Jan will focus on enhancing the customer experience, ensuring the brand remains at the forefront of the latest product trends while maintaining its reputation for high-quality, stylish homeware.
Bensons appoints COO
UK bed specialist Bensons for Beds has announced the appointment of Rob Pierce as Chief Operations Officer. The role will see him become part of the Executive team. Pierce has significant sector, operations and customer service experience, having previously worked on the operational board for Loaf.com.
Sleepsense forges partnerships
Bedding manufacturer Sleepsense International has announced two new major distribution partnerships. The company has agreed a deal to supply Dunlopillo pillows into the independent bed retailers, while the company will also distribute products from Luff Sleep.
BIG SOCIAL APRIL 25! ON
Prestige Beds
We’re thrilled to announce that we have been selected as a finalist for the North West Family Business Awards 2025 in the Retailers & E-tailers (Small Business) category! As a family business since 1959, this nomination means so much to us. It’s a testament to the dedication of our team and the continued support from our amazing customers. We can’t wait for the awards night in Liverpool this May!
Sleepeezee
What a great few days we’ve had at the Dreams ‘Talking Beds’ Roadshow! We were delighted to showcase the Regency Collection, our first ever natural collection designed exclusively for Dreams. Combining natural luxury with a contemporary look, this range brings together premium materials and expert craftsmanship for the ultimate sleep experience. A huge thank you to Dreams for hosting such an engaging event and to all the sales staff who took the time to explore the collection with us. We’re excited for customers to discover the Regency range in-store over the next couple of months!
A look at what’s been going on over social media channels. Share your news with us and email
dan@bigfurnituregroup.com
Adjust-A-Bed
We are delighted to appoint Emma Hughes as our new Agent for Adjust A Bed in Ireland. All the team welcome her to our exciting company. I am sure most of you will know Emma, who brings a wealth of experience and drive to our team and will be further enhancing the industry leading service that Adjust-a-Bed provides its retailers. Retailers in Ireland please make sure you are booked in to have your introduction with Emma in the month ahead as Emma officially starts with Adjust-A-Bed on the 1st of April. Contact Emma Directly on 07393582658 or visit Adjust-A-Bed.co.uk to experience our range.
Celebrity
On Friday, I had the pleasure of attending the Mansfield and Ashfield Business Network Awards with Celebrity Motion Furniture Ltd, and I’m thrilled to announce that we won Ashfield Business of the Year! This is such an incredible achievement for us, and I couldn’t be more proud. Here’s to continued growth and success as a leading business in Ashfield! Thank you to everyone at Celebrity.
Dunelm
Our 200th store is now open! We are delighted to announce that today we have opened the doors to our 200th store, in Merthyr Tydfil. With a dedicated made to measure department, a beautiful Pausa Kitchen Café, our heritage brand Dorma and our colourful new addition of Sophie Robinson x Dunelm collection, the 200th store is a culmination of our classic quality and value with our ever evolving style and vision. We are so excited to continue growing our store presence and look forward to welcoming all of our new customers. Happy 200th store!
BIG INTER VIEW FEATURES
WITH EMMA RACKLEY
Director of Home at Associated Independent Stores (AIS), talks about her career to date in the industry, her admiration for Emma Leeke, how wellness is impacting the Beds sector and why it’s important to break down the barriers for young people entering the industry.
Let’s start with you. Can you share a bit about yourself and your background?
I’ve spent over 20 years in the Home and Furniture industry, I’m pretty sure my love for Home stems back to growing up in a house that was permanently being re-decorated and reinvented. We moved a lot as a RAF family and my mum loved interior design, so I’m sure it all started there. After completing an Economics degree, I went straight into retail and buying. I’ve been lucky enough to have worked in some incredible businesses - Leekes, an independent retailer, Furniture Village and Bensons within the multiples market and Very, an online business. My current role is Director of Home at AIS.
What is your current job role and key responsibilities?
I started as Director of Home with AIS just over three years ago, my responsibility is the product proposition for our Members across Home, Furniture and Flooring, managing the team, and setting the direction for our product strategy.
What do you love about your job?
That’s easy; the people and the product. The team at AIS are a brilliant bunch – everyone is so passionate about supporting our Members and demonstrate a real product flair. The industry is jam packed with great, talented, supportive, and witty people; it’s a community I enjoy being part of. I will never tire of seeing new products, watching how the trends change (and sometimes come full circle), seeing consumers’ patterns changing and trying to decipher how to respond to those changes.
What time is your alarm clock set for, and do you have a morning routine?
My alarm goes off at 5am at the start of the week as I like to try and miss the traffic (which never happens) to get to the office in Solihull. The morning involves at least two coffees before 9am. One thing I’ve tried to incorporate in the lighter months is
a quick walk outside before I start the day as I definitely have a better day when it’s started with a bit of fresh air.
Why did you choose to work in the furnishing industry?
I don’t remember ever making the choice, it was just what I always was going to do. From a really young age I knew I wanted to work with Home and asked who choose the “stuff” in shops. When I learnt that it was an actual job, I was set on it!
Who do you most admire in the industry and why?
Emma Leeke - she took a punt on me and then supported, moulded and helped me shape my career. She was an incredible boss, is a talented individual, and an excellent businesswoman.
Have there been any special moments during your career?
Lots! So, it’s hard to choose one. Being given the chance to be the Furniture buyer at Leekes was a real milestone, and a real leap of faith on their part. When I’ve left roles, the kind words that colleagues and team members have said will stay with me forever and have shaped me throughout my career.
What is your favourite item of furniture you own and why?
I have a G Plan coffee table (Astro, the circular curvy one with glass inset) that my Nan and Gramp gave me. I say ‘gave me’, but from a young age I always loved it and when they moved house and tried to get rid of it, I made them keep it for me until I had my own house, so they ended up storing it for me for over 10 years. I will keep it forever.
What do you think is trending within the industry at present?
Wellness is a massive phenomenon which plays so seamlessly into the Beds category, sleep being such a critical part of it. We have kept this as the focus of our thoughts with our new Dreamworld collection. Dreamworld is an AIS exclusive brand and offers our Members something unique, margin rich and great value for the consumer.
What would you change in the industry?
I would break down the barriers that seem to prevent more young people joining the industry. It’s hard to pinpoint what prevents them entering, but it’s something that needs to change to ensure the industry continues to evolve and innovate more.
Can you share an insight into your future plans?
We have just shared our latest strategy with our Members showing our clear product direction and areas of focus, which really puts product at the heart of what AIS do. Those initiatives will start to emerge over the coming months.
What do you enjoy most outside of work / free time?
Gardening is now my absolute passion, the COVID-19 period enabled me to transform our garden, and now I try and spend as much time as I can doing it. There is nothing more satisfying than seeing the garden come to life when Spring comes. I’ve now swapped my adrenalin filled years for wild swimming. You feel superhuman when you get out of a freezing cold lake after a swim.
What might someone not know about you?
I’m not a fan of a roast dinner.
If you had a different career, what would it be?
I’d work in a dog rescue centre, or be a gardener of course.
Finally, if you were an item of furniture, what would it be and why?
A mattress - a pale shade of white all year round, lots of hidden layers and a bit squishy because I can’t drag myself to the gym.
If you could hack into any one computer, whose computer would you choose and why?
I wouldn’t, its illegal…
What fact amazes you every time you think of it?
Mother nature - how things die off in the winter but come back bigger, brighter and better the next season, mind blowing!
What’s the most spontaneous thing you’ve ever done?
A wing-walk.
What is the most important object you own and why?
My Passport. It’s a privilege to be able to travel, see new places and experience new things.
What did you think was cool when you were young but isn’t cool now?
The WHITE, yes white alloys that I sported on my first car, a red Fiesta 1.4 Sport….
The industry is jam packed with great, talented, supportive, and witty people; it’s a community I enjoy being part of. ”
GALLERY DIRECT & ART MARKETING MERGE FEATURES
Gallery Direct are thrilled to share some exciting news. Following the successful acquisition and seamless integration of Art Marketing into Gallery Group last year, they are now taking the next step in bringing everything together under one roof.
From 1 April 2025, Art Marketing will officially integrate into Gallery Direct to create a more streamlined and enhanced trading experience.
What this means for their customers:
• One Trade Account – Simplifying your purchasing process with a single account.
• Consolidated Ordering & Invoicing – Less admin, more efficiency with all orders and invoices from one supplier.
• Broader Product Offering – Access to an even wider range of home and outdoor furnishings, lighting, accessories, textiles and more. Over 4,500 products.
• 24/7 Online Access – Browse and order at your convenience via the Gallery Direct website. Manage your account at the touch of a button –see stock levels, pricing and product attributes; place orders, arrange delivery as well view your account history.
• Continued Exceptional Service – Access to a wealth of knowledge and expertise within one team
• Seamless Logistics & Faster Deliveries - Improved logistics network for more efficient order fulfillment.
• One Trade Showroom Experience – View their entire product range under one roof at their dedicated showroom in Chesterfield.
Peter Delaney, Product and Sales Director at Gallery Direct commented on this exciting new development: “We are delighted to officially welcome Art Marketing customers into the Gallery Direct family. This marks an exciting new chapter, bringing together two highly respected brands with a shared commitment to quality, design, and customer service.
“For our existing customers, this integration means an even broader product range. For our new customers joining us from Art Marketing, we’re excited to introduce them to the full scope of what Gallery Direct has to offer.”
Gallery Direct’s complete collection is available online, along with the support of Key Account Managers who can provide tailored advice.
This marks an exciting new chapter, bringing together two highly respected brands with a shared commitment to quality, design, and customer service.
”
To learn more, visit: www.gallerydirect.co.uk or email hello@gallerydirect.co.uk.
Framed Art & Madrid furniture collection in Oak
Revolutionising Furniture Imagery with Generative AI
Presti AI, a Paris-based startup founded in 2022, is revolutionising the furniture industry by offering generative AI solutions tailored to create high-quality lifestyle imagery.
With a focus on efficiency, affordability, and photorealism, Presti has quickly become a trusted partner for furniture manufacturers and retailers worldwide, including high-end brands. The company’s innovative approach addresses long-standing challenges in traditional photography and CGI while adapting to the evolving needs of the industry.
Presti AI has made significant strides in improving its technology:
Smarter AI:
The latest model can process detailed room descriptions exceeding 300 words, enabling highly accurate and personalised imagery that reflects customer specifications.
Enhanced Creativity:
Users can now incorporate complex visual cues such as camera blur, realistic humans, and intricate foreground elements into their images.
Exponential Variations:
The expanded description capabilities allow for limitless room variations, ensuring unique outputs for every user.
Additionally, Presti is developing features like “same room setting,” which will allow customers to generate identical environments across multiple product angles—a breakthrough for creating consistent product pages.
Since releasing its new model earlier this year, Presti has added over 100 new
customers, bringing its total user base to more than 250 furniture manufacturers and retailers globally. Companies using Presti report saving significant time and costs while achieving higher conversion rates with its imagery. The platform’s ability to constantly improve based on customer feedback further strengthens its appeal.
Presti’s presence at major furniture fairs such as MAISON&OBJET (Paris), January Furniture Show (Birmingham), and Las Vegas Market (USA) highlights its growing influence in the industry. Conversations at these events reveal increasing adoption of AI imagery across brands with both low and high SKU counts. While highend brands experiment with AI for print catalogs, larger manufacturers are embracing scalable solutions like Presti to overcome logistical challenges in traditional methods.
“Presti plans to refine its technology further by addressing nuances like perfect room consistency and exploring video content creation.”
Looking ahead, Presti plans to refine its technology further by addressing nuances like perfect room consistency and exploring video content creation. With ongoing investment in R&D, the company is poised to unlock even greater value for its customers over 2025.
Presti AI is leading a transformative shift in furniture photography by providing faster, cheaper, and smarter solutions tailored specifically for the industry. Its innovative approach not only addresses existing challenges but also empowers brands—both luxury and mass-market—to adapt to modern demands with ease. As adoption grows globally, Presti is set to redefine how furniture companies create imagery while driving efficiency and creativity across the sector.
B@HOME with BOUTIQUE
Boutique is an independent marketing agency specialising in Media, PR & Digital, with particular expertise in the Home & Garden sector. Jenn Ferrier, Head of Marketing, shares more.
With decades of experience and a strong portfolio of clients in the industry, Boutique has launched B@HOME – a platform dedicated to providing brand marketers with expert insights, valuable knowledge sharing and fostering meaningful peer-topeer connections.
TELL US A LITTLE MORE ABOUT BOUTIQUE AND YOUR WORK IN THE HOME INTERIORS SECTOR…
As specialists in the (Home Interiors) sector we launched B@HOME last year to bring a sharper focus on the industry. Under B@Home, we run several initiatives, including our annual Home & Garden conference and our Home Masters club, which launches in London this month to complement our established Northern group. In addition, we publish The Home Report annually, providing valuable insights to the sector. This is supported by our mini reports, which take a deep dive into specific categories, for example our recently published Fitted Furniture Report highlights the standout brands in the category, and key lessons for those looking to succeed in the space.
You can look at Boutique’s back catalogue and newly released Home Report and Fitted Furniture report on their website https://weareboutique.co.uk/home-reports/
We often say ‘knowledge is power’ and that belief drives everything we do - nowhere more so than in this sector. We are deeply passionate about sharing marketing knowledge and our desire to bring brands together to share and learn as a collective.
Our commitment to this mission is reflected in the success of our initiatives. Both Home Masters North and South clubs are oversubscribed, with active waiting lists. Our most recent Home & Garden Conference sold out, and our Home Reports have been downloaded by hundreds of brands, showing the demand for the knowledge and connections we facilitate.
WHY HAVE YOU LAUNCHED AND INVESTED IN A FRESH PIECE OF PRIMARY RESEARCH?
As editors and commentators, we are committed to uncovering the facts, doing the legwork to analyse existing knowledge and engaging with brands to understand the sector even more. However, we found a critical gap: while much of the research focussed on consumer behaviour when it comes to home improvement activities or things like product purchase frequency, there was little exploration into how consumers actually enter the market, how they discover and research brands and critically, how they ultimately choose which brand to buy.
That’s why we launched our own primary research. Partnering with our friends at Relish, we set out to break new ground with Changing Rooms, Changing Minds: The Role of Brand in Purchases for the Home & Garden. This study delves into the complexities of consumer decision-making, offering fresh perspectives that go beyond traditional research to uncover what truly drives purchase behaviour in the Home & Garden sector.
WHAT ARE THE MAIN FINDINGS FROM THE RESEARCH AND WHAT DO THEY MEAN FOR BRANDS?
The report is extensive, but our findings can be distilled into three main takeaways:
• Consumers prioritise value for money, seeking a balance between quality and affordability
• The purchase journey is not always need-based, with aspirations and lifestyle playing a significant role
• Digital platforms, especially search engines, are crucial for initial research, but physical stores remain essential for influencing final purchase decisions
Beyond providing data, we designed this report as a practical tool for marketers, offering actionable takeaways that can help brands shape their strategies and make a tangible impact in the market.
Changing Rooms, Changing Minds will be released on 3rd April and can be downloaded here https://weareboutique.co.uk/home-reports/
THE HOME & GARDEN CONFERENCE IS NOW IN ITS 4TH YEAR – WHY DID YOU LAUNCH THIS AND WHAT MAKES IT SO SUCCESSFUL?
What makes our conference truly unique is its pure focus on learning and sharing—completely free from sales pitches. With a complete focus on Home & Garden, it’s no surprise that so many brands return year after year.
Our line-up is carefully curated, blending expert partners and brand leaders who share openly and candidly with the room. As we are so close to the sector, we understand what’s on our audience’s minds, allowing us to evolve the agenda based on what we know they want to hear and from whom.
Last year, we sold out and received an incredible response: 100% of attended rated us 4 or 5 stars, as well as every single one saying they would attend again, which was a real ‘pinch me’ moment! To us, that’s a testament to the quality of the content and the unique energy that the conference has.
Tickets for the 4th annual Home & Garden conference are on sale now www.weareboutique.co.uk/events/
You can sign up for the H&G newsletter here https://bit.ly/Boutique-newsletter
ELEVATING COMFORT WITH THE 2025 COLLECTION
Image Furnishings continues to redefine style and innovation with its eagerly awaited 2025 collection.
This year’s lineup showcases an impressive blend of functionality, and contemporary design, solidifying the brand’s reputation as a leader in the furniture industry. Among the standout pieces, the motion sofas, static sofas, and accent chairs have emerged as best-sellers, captivating customers with their exceptional design and comfort.
“The 2025 collection introduces a range of motion sofas designed for ultimate relaxation,” Image said. “Combining sleek aesthetics with advanced reclining technology, these sofas offer effortless comfort at the touch of a button. Highdensity cushioning, premium upholstery, and smooth reclining mechanisms make them a customer favourite. The integration
of modern features such as USB charging ports and adjustable headrests ensures that these motion sofas cater to contemporary lifestyles, blending convenience with sophistication.”
For those who prefer a different style, Image Furnishings’ static
sofas remain a staple in their latest collection. “Crafted with precision, these pieces offer deep, plush seating, making them perfect for both formal and casual settings,” Image continued. “Our attention to detail is evident in the exquisite stitching, durable fabrics, and thoughtfully designed frames that guarantee longevity. With a range of styles from modern minimalism to classic sophistication, these sofas continue to be a top choice for customers looking to elevate their living spaces.
“The accent chairs in the 2025 collection have quickly become customer favourites, with their on-trend designs and stunning colour selections. Whether serving as a bold centrepiece in a modern setting or an elegant complement to a traditional décor, these accent chairs are sure to suit all interior styles.
With our 2025 collection, we continue to redefine home comfort and style, offering a diverse range of furniture solutions to meet various needs.
“The outstanding success of these best-selling product ranges, coupled with our extensive range of categories such as manual motion sofas, reclining chairs and kids’ furniture, reflects our commitment to quality and innovation. From luxurious recliners to supportive orthopaedic seating and space-saving sofa beds, we remain at the forefront of furniture design, delivering products that enhance both functionality and aesthetic appeal in modern homes.”
With
our 2025 collection, we
continue to redefine home comfort and style, offering a diverse range of furniture solutions to meet various needs.
www.imagefurnishings.com
”
REDEFINING INDUSTRY STANDARDS
Upholstery brand Avriio is rapidly establishing itself as a dominant force across the UK and Europe, making waves with its exceptional performance, remarkable consistency, and undeniable strength.
As we continue to expand our reach and influence, the momentum we have gained thus far serves as the foundation for even greater accomplishments. ”
From its inception, the brand has pursued a clear and ambitious vision: to revolutionise industry standards with groundbreaking designs while maintaining an unwavering commitment to customer satisfaction.
“This dedication to excellence has allowed us to carve out a unique niche in the market, resonating with consumers who value cuttingedge aesthetics, superior craftsmanship, and an unmatched user experience,” Avriio said.
A critical factor behind Avriio’s successful launch has been its ability to navigate the complexities of diverse market dynamics with precision. “In an industry where trends shift rapidly, we’ve demonstrated an extraordinary ability to adapt, ensuring that its offerings remain not only relevant but also ahead of the curve,” the brand continued. “This agility has been key to our growth, allowing us to anticipate market demands and stay at the forefront of industry evolution.”
While adaptability plays a crucial role, Avriio’s unwavering commitment to top-tier quality has been equally instrumental in setting it apart from the competition. “Every product under the Avriio name is a testament to meticulous attention to detail, a relentless pursuit of perfection, and a drive to exceed customer expectations,” the company said. “This dedication to craftsmanship and innovation has earned the brand a loyal customer base, reinforcing its reputation as a leader in the industry.
“As we continue to expand our reach and influence, the momentum we have gained thus far serves as the foundation for even greater accomplishments. Avriio is not just a passing trend—it is built on the pillars of innovation, dedication, and trust.”
Moving forward, Avriio remains steadfast in its commitment to maintaining an upward trajectory, continuously pushing boundaries, and delivering products that captivate and inspire. “With an exceptional team driving its success and a growing community of loyal customers, the future is brimming with possibilities for Avriio,” the company added. “This is just the beginning of an exciting journey, and our relentless pursuit of excellence ensures that our impact will be felt for years to come.
“As Avriio forges ahead, we’re poised to leave an indelible mark on the industry, setting new benchmarks and redefining what is possible in the world of innovation and design.” www.avriio.com
FEATURES Retail Focus with
HASKINS FURNITURE
Tiffany Wiltshire, Sales & Marketing Director at Haskins Furniture, talks about buying habits, sustainability and shining the spotlight on its longest serving employee.
Meet Tiffany
I am responsible for all the marketing for the business. I’ll liaise with agencies to book TV, Google, Meta, magazines and watch for trends and what works. Driving footfall into the store or onto the website is my main responsibility but I also oversee sales and ensure our internal system is working correctly to enable our sales team to be efficient. I also work closely with our department managers and have a good understanding of the business as a whole so we can implement changes, whether that be within the warehouse, or through to our pricing department.
Having worked every role within Haskins Furniture throughout the years, it helps me understand what everyone requires to do their roles.
Recent investments?
In April 2024, we invested in SEO and PPC to further improve sales online and started investigating any improvements we could make to aid the sales team on the shop floor. We invested in tablets/laptops and mobile phones which helps the sales team be proactive when selling. As we have large showrooms with multiple back rooms, it can be a bit of a maze, this enabled the sales team to be flexible and find information at the touch of a button without needing to head back to a desk, leaving the customers.
We are always investing in our showrooms to ensure that our customers get the best experience possible, we have recently changed all our lighting over to LEDs and invested in new supplier displays such as our Orla Kiely display and new Adjust-A-Bed gallery.
Future plans?
We would absolutely love to grow the business! Plans for 2025 are to increase sales, and we’ve had a great start at this so far. We are looking at all different marketing options and seeing what works so we can increase footfall and sales.
What is your mission?
Our mission is to work together as a team to deliver exceptional products and services to our customers. We are dedicated to all of our customers, new or existing, and will always strive to go above and beyond to help. Our sales team are very knowledgeable and friendly; they are not pushy and allow customers to browse and ask questions in their own time. From sales, to warehouse, to office, we all have customers at the forefront of our minds and believe we offer a high level of service which sets us apart from competitors.
On sustainability, what is your business doing on this topic?
We offer our customers the opportunity to remove their existing furniture when we deliver their new. Working closely with the local community and charities, any furniture with fire labels and that looks like it’s useable is offered to those first. This enables us to rehome furniture to those in need.
Our buyer is dedicated to sustainability and is always on the look out for sustainable products and services. Logistics is one of her annoyances and where possible she will use suppliers that will deliver direct to the customer rather than the furniture travelling to our warehouse and then back out to the customer.
How has recent business been? What trends are you noticing?
Business at the start of 2024 was very tough. The cost of living, elections and other world issues affected sales. But the end of 2024 and the start of 2025 has been strong and is continuing to be promising. We’ve noticed a difference in the average age of our customers and our total order value has increased. The one surprising factor for me is that our non-branded furniture is competing closely with our top name brands, which shows different buying habits than previous years.
What would you change in the industry?
Although retailers are in competition with each other, I do think there are some areas where we could all help each other. In future, I’d like to see retailers pulling together to overcome shared challenges.
What challenges do you currently face and how are you overcoming these?
Certainly, the biggest challenge for us this year is the rise in costs, such as National Insurance, rates and insurance increases. We pride ourselves on our large, beautiful showrooms so that customers can see and try all the different options, and we ensure we have a high calibre of employees to ensure our customers journey is exceptional. However, the rising costs of running large stores makes it a challenge and we are constantly having to look at how we streamline costs without it effecting our growth.
Do you have any staff you would like to pay special thanks or recognition to and why?
We appreciate all our staff, they are all hard-working, loyal and go above and beyond. I believe Sue Dawson deserves a massive amount of recognition as our longest serving employee, totaling over 41 years with
We are always investing in our showrooms to ensure that our customers get the best experience possible.
Haskins. Sue is knowledgeable, reliable and has seen and can tell stories about Haskins’ history.
Why do you think customers choose your business?
Being a family-run business, especially for over 80 years, means a lot to customers. Haskins is now in its 4th generation with Jade, the great granddaughter of Jack Haskins who founded the business.
As we have large showrooms and staff on hand to help, customers apricate having choice, help at their leisure and time to consider what they need and want. Customers chose a local family business because of the service they receive.
Unlocking the Hidden Power of Quotations and a Personalised Dashboard
David Hewitt, Head of Global Support & Implementation at RetailSystem - an award-winning, industry leading furniture & bed retailers combined ERP & EPOS solution, talks about the power of quotations and role of personalised KPI dashboards.
Did you know that 80% of customer quotations don’t convert into sales? While this might sound like a challenge, for any Furniture & Bed Retailer that uses the RetailSystem Epos, it as an incredible opportunity.
“Every quotation represents a warm lead - someone who has already shown interest in a product but hasn’t yet made the final decision to buy,” David explains. “The secret to unlocking this hidden potential lies in effective follow-ups. With the right strategy and tools, retailers can turn more of these quotes into confirmed sales, increasing revenue and customer satisfaction in the process.”
The Power of the Quotation Module
RetailSystem’s Quotation Module is one of the most valuable tools available to independent retailers. It ensures that no quotation is forgotten and that every potential sale is given the attention it deserves.
“With our system, retailers can easily schedule follow-ups via email, SMS, or phone reminders, ensuring every lead is nurtured,” David said. “The ability to track every customer interaction means that sales teams can personalise their outreach, keeping communication relevant and engaging.”
To ensure a seamless process, team members can even assign tasks to colleagues, making sure that every followup is handled efficiently. David continues: “Our module also allows retailers to measure conversion rates, helping identify areas for improvement and fine-tune their sales approach. Most importantly, businesses can personalise communications, building trust and rapport with customers, ultimately increasing the likelihood of conversion.”
A structured follow-up process is key to improving quotation conversions too. “Simply by implementing consistent follow-up practices, retailers can significantly increase their success rate,” David said. “One of our clients saw their conversion rates jump by over 20% in just a few months, proving that small changes can lead to substantial revenue growth.”
Data Without Distraction: The Role of Personalised KPI Dashboards
In the retail world, success happens on the showroom floor. Sales teams should be focused on customers, not buried in spreadsheets. That’s why RetailSystem’s personalised KPI dashboards are designed to provide clear, actionable insights without overwhelming users with data. “We’ve always believed in the mantra: Own Your Numbers—but don’t let them own you,” David added.
Our mission is simple: to help retailers build relationships, improve efficiency, and ultimately, increase sales.
“Our dashboards are designed to offer simple, clear insights that are easy to interpret, ensuring that sales teams can quickly access the information they need without unnecessary complexity. With quick access to key performance indicators, retailers can make data-driven decisions on the go. Additionally, real-time tracking helps businesses stay ahead, allowing for adjustments that keep sales performance on track.
“Unlike traditional data-heavy reports, our dashboards provide the right balance of information and usability, ensuring salespeople remain focused on what truly matters—engaging with customers.”
The Future of Retail Success
At RetailSystem, they are continuously innovating to make life easier for retailers, as David concludes: “We’re enhancing automation within our Quotation Module to streamline follow-ups even further and refining our dashboards to provide even more intuitive insights. Our mission is simple: to help retailers build relationships, improve efficiency, and ultimately, increase sales.
“Maximizing the value of every quotation and having clear, actionable data at your fingertips can transform a business. By leveraging the right tools and maintaining a customer-focused approach, retailers can unlock new levels of success, turning more leads into loyal customers and boosting their bottom line. Let’s start turning opportunities into successes—one quotation at a time.”
FEATURES
EMMA and JOANNA: Driving change for the AIS bed category
Joanna Fielding, Category Manager, and Emma Rackley, Director of Home, at Associated Independent Stores (AIS), share an insight into their respective roles and ongoing developments.
Joanna Fielding
Category Manager
CAN YOU TELL US A BIT ABOUT YOUR ROLE?
My role involves overseeing the performance and growth of the bed product category within AIS. A fundamental part of my role is building and maintaining strong, long-term partnerships with both suppliers and Members to ensure a reliable supply chain, competitive pricing, and successful product ranges.
WHAT DREW YOU TO THE BEDDING AND MATTRESS CATEGORY?
I was drawn to the beds category as it is a product that directly impacts people’s well-being and quality of life. Sleep is such an essential part of our daily routine, yet many people don’t realise how crucial the right bed and mattress are for a restful night. Additionally, textiles and design have always been a huge part of my career, so this category naturally aligns with my interests. The evolving materials, designs and innovations in fabric technology are fascinating and offer endless opportunities to explore new ways to improve comfort and style. It’s rewarding to be part of an industry that blends innovation, design, and strong partnerships to improve everyday experiences.
HOW HAS YOUR EXPERIENCE WITH INDEPENDENT RETAILERS SHAPED YOUR APPROACH TO CATEGORY MANAGEMENT?
My experience in this role has significantly shaped my approach to category management. It has taught me the value of flexibility, personalised service, and the importance of understanding the unique needs of each Member.
WHAT WAS THE VISION BEHIND LAUNCHING THIS EXCLUSIVE MATTRESS COLLECTION?
The vision behind the launch of Dreamworld was to create a collection that directly addresses the current market climate, where consumers are more discerning and price-conscious than ever before. With rising costs, it’s crucial for independent retailers to offer high-quality products at key price points that cater to a broad range of budgets.
WHAT WERE THE KEY CONSIDERATIONS WHEN DEVELOPING THE PRODUCT RANGE?
This range has been carefully curated to reflect the latest trends in comfort, durability and design, while also providing value without compromising quality. We aimed to create an easy, compelling story around the collection - one that emphasises exceptional value and the ability to meet the needs of today’s consumer.
HOW DID YOU ENSURE THAT THE COLLECTION MEETS THE NEEDS OF INDEPENDENT RETAILERS AND THEIR CUSTOMERS?
By offering exclusive products at strategic price points, our aim has been to empower our Members to stand out in a competitive marketplace, ultimately enhancing their customer loyalty and drive sales.
CAN YOU SHARE SOME INSIGHTS INTO THE RESEARCH AND DEVELOPMENT PROCESS?
Data analysis of the existing range was critical; Initially, I focused on sales performance and customer preferences to identify the current high performing products. This also helped
me identify the gaps. Market research was key; I needed to understand market trends and consumer behaviour to ensure our offer meets customer needs whilst remaining competitive.
Following conversations with AIS Members to understand their requirements, I briefed our supply base, and we spent several months working together to develop the range.
In the background, we were working closely with our Marketing team working on a complete brand refresh. It’s been a busy but exciting year!
Ultimately, the aim has been to completely streamline the assortment by eliminating underperforming products and focusing on a curated selection that maximises sales and efficiency.
WERE THERE ANY CHALLENGES ALONG THE WAY, AND HOW DID YOU OVERCOME THEM?
Understanding the diverse needs of independent retailers, each with their unique customer base, meant we had to strike the right balance between product and price points, whilst keeping the range concise. Timing has also been critical. Launching in a competitive market while keeping an eye on seasonal demand has meant we’ve had to move quickly, but with caution. We are confident that the result is a streamlined, thoughtfully developed collection that delivers on quality, value and trends – something we are proud to present at this year’s INDX Bed Show this April
HOW DO INDEPENDENT RETAILERS DIFFER FROM LARGER CHAINS IN TERMS OF PRODUCT SELECTION AND CUSTOMER ENGAGEMENT?
Independent retailers are geared towards exclusivity, which is hugely important as it offers something different to what you see in the mass market retail sector. There tends to be more of a streamlined, closely curated product range within independent stores.
From a customer engagement point of view, independent stores excel in offering a personalised, relationship driven service, with knowledgeable staff providing tailored advice. It’s seen as a key USP in their chosen segment of the market.
WHAT TRENDS DO YOU SEE SHAPING THE FUTURE OF INDEPENDENT MATTRESS RETAIL?
There is certainly a growing trend within the industry on improving the sleep experience by combining comfort, wellness and technology. As people become more aware of how important sleep is for their health, mattresses are being designed with features like temperature control, pressure relief and sleep tracking. Alongside these innovations, there’s a growing emphasis on sustainability. Consumers are seeking mattresses made from natural materials like organic cotton, bamboo, and natural latex, which are not only better for the environment but also reduce exposure to harmful chemicals.
Eco-conscious brands are highlighting the use of renewable resources, which is encouraging to see.
WHAT ROLE DOES BRANDING PLAY IN THE SUCCESS OF AN OWN-BRAND COLLECTION?
A well-established brand communicates consistency, quality and reliability, which are essential for customer loyalty.
For an own brand collection such as Dreamworld, branding plays a crucial role. It creates a strong identity and builds trust with consumers. Effective branding helps differentiate the products from the competitor, positioning them as unique and aligned with specific values. In the case of the new Dreamworld Collection, this is a range that has very much been curated with our Members in mind and ultimately, the branding helps establish that connection between the product and consumer. I feel incredibly lucky that we have such a talented Marketing team within AIS who have supported this project every step of the way.
HOW DO YOU SEE THE MATTRESS CATEGORY EVOLVING IN THE NEXT FEW YEARS?
Over the next few years, I see the focus being on a blend of quality, exclusivity, and value catering to consumers who want both comfort and eco-conscious choices.
WHAT ADVICE WOULD YOU GIVE TO INDEPENDENT RETAILERS LOOKING TO COMPETE IN THIS SPACE?
That’s a tough one! For me, I’d say a clear, structured range is key. It’s doesn’t need to be extensive, as sometimes less is more. It does however need to make sense to a potential customer and offer enough of a product variety to cover mattress types, feels & price points.
ARE THERE ANY EXCITING DEVELOPMENTS OR FUTURE PLANS YOU CAN SHARE?
We are currently preparing for our INDX Bed show, which will showcase the launch of a number of fantastic exclusive ranges from our preferred suppliers, as well as the launch of our new Dreamworld Collection.
FAVOURITE PIECE OF FURNITURE?
My bed, of course!
The vision behind the launch of Dreamworld was to create a collection that directly addresses the current market climate, where consumers are more discerning and price-conscious than ever before. – JOANNA
Emma Rackley Director of Home
CAN YOU TELL US A BIT ABOUT YOUR ROLE?
My role is to manage the team to drive and deliver the Home strategy, alongside looking for new product innovations, new suppliers that complement our mix, supporting our Members through the retail challenges and curating a show proposition that continues to evolve.
WHAT IS YOUR OVERALL STRATEGY FOR THE FURNITURE CATEGORY, AND HOW DO BEDS FIT INTO THAT VISION?
A primary focus is always to create something unique and exclusive for our Members - product designs, new ranges or promotional deals. Exclusives play a major role within the beds category and are always well supported by our Members, so it makes complete sense to leverage our own brand Dreamworld to solidify that exclusive proposition.
HOW DO YOU BALANCE INNOVATION WITH MEETING THE TRADITIONAL NEEDS OF INDEPENDENT RETAILERS?
It is important to ensure that we are always innovating, but innovation can take many forms, it could be the approach we take, the specifications of products, the look and feel of the product or the way the products are marketed. Each of these components can flex to suit the needs of the retailers we are targeting, so there is a comfortable balance between striving for more and what is understandable and appealing.
WHY ARE BEDS SUCH A CRUCIAL CATEGORY FOR INDEPENDENT FURNITURE RETAILERS?
As a category it has proven to be more resilient in challenging times but alongside that is the potential to demonstrate product knowledge and expertise, as an independent retailer it is important that the bed sales team are elite at demystifying the category to customer and holping to solve their sleep needs, this will help them stand out across the bed market. Customers leave knowing they have the perfect product for them.
WHAT COMPETITIVE ADVANTAGES DO INDEPENDENT RETAILERS HAVE IN SELLING BEDS COMPARED TO NATIONAL CHAINS?
A personalised customer experience. They can really spend the time understanding the customer’s needs. This results in customised product recommendations. A relaxed selling environment combined with a great after sales support enhance the customer experience.
They are able to offer a unique product offering, honing in on their local market, but also being able to change the range quickly and react to customer demands. The Dreamworld collection and our product exclusives enable them to feature
products not available in the national chains and give them a unique value proposition.
HOW DO YOU ENSURE THAT YOUR MATTRESS AND BED OFFERINGS ALIGN WITH WHAT INDEPENDENT RETAILERS NEED?
We have spent a lot of time talking to our Members to ensure we fully understand their needs, but have woven that in with the wider market insight we can access to understand where the market is moving to. We have endeavoured to understand what market segments our Members occupy and what are important factors to those groups.
HOW HAS THE RELATIONSHIP BETWEEN SUPPLIERS, BRANDS, AND INDEPENDENT RETAILERS EVOLVED IN RECENT YEARS?
We always strive for a collaborative relationship with our suppliers and Members, it should feel like a partnership with common goals, if we are really clear with each other what the goals are and define the path to achieve them together the success rates are far higher.
www.aistores.co.uk
www.indxshows.co.uk
INDX BEDS
DISCOVER
RETAIL INSPIRATION AND INDUSTRY INNOVATION AT INDX BEDS. WE TAKE A LOOK AT WHAT’S ON SHOW.
INDX Beds returns to Cranmore Park in Solihull from 29*-30 April 2025
(*AIS Member-only day). Registration for your free ticket is still open with the event the perfect platform to get direct and exclusive access to the freshest products from the best names in the business.
Carefully curated by buying and retail experts, INDX Beds is renowned for its business and innovation focused format, bringing together top brands and market intel to help fuel your business growth.
Across beds, sofa beds, and bedroom furniture, the show is an unmissable opportunity to explore the latest designs and bestselling collections from a commercially edited exhibitor selection.
To date the confirmed line-up includes Bell & Stocchero, Disselkamp, Dunlopillo, Gainsborough, Harrison Spinks, Healthbeds, Hestia, Highgrove, HTL, Hypnos, Kaydian, Kaymed, MA Living, MiBed, Millbrook, Novaluna, Purecare, Relyon, Rest Assured, Sealy, Silentnight, Sleepeezee, Somnus, Sweet Dreams, Tempur, and Wiemann, with more to be announced.
Taking a closer look at some of the exhibitors, luxury bedmaker
Harrison Spinks will unveil six new seasonal turn mattresses to its Pure Performance collection. Expertly crafted with hand-stitched borders and luxury fillings, including hemp and flax from its Yorkshire farm, traceable British Wool, cashmere, silk and mohair, each FR-chemical treatment free mattress will feature alongside eight dual sided Somnus models at stand P17.
INDX Beds
is
the perfect opportunity to discover new product, build your network, explore the season’s key trends, and catch-up with industry colleagues. ”
Casera Bed by Willis & Gambier
Loren Williams is excited to be showcasing its Ocean Dream mattress at the INDX Bed Show. The Ocean Collection has been a standout success since launch. Incorporating recycled ocean plastics and bio-based memory foam, it delivers sustainable innovation while ensuring exceptional comfort and support.
Kaydian is introducing the top of the range Darras Multi Media Dolby Atmos TV Bed with multiple media functionality and surround sound effect to create that cinema style experience (surround sound ready when using Dolby Atmos compatible media). It is available in Mandarin light grey fabric in both 5ft & 6ft sizes.
Brand new for 2025, Sleepeezee is excited to be launching a new Ortho range of beds exclusively for AIS partners, named Royal Ortho. Each model in the collection will be turnable, with a soft Damask each side and filled with natural comfort fillings such as British wool and cashmere. Starting from £699 (based on a king size), each model is competitively priced ensuring customers get superb value without compromising on quality.
Alongside the Royal Ortho collection, Sleepeezee will also be launching updated gel and cooler collections. Designed for luxurious comfort, the new ComfortGel collection offers soft but supportive comfort that adapts to each individuals unique shape. Whilst the new AirCool collection features Sleepeezee’s cool touch technology within the mattress tick, designed to help reduce and regulate the sleepers body temperature for an undisturbed and comfortable night’s sleep.
Millbrook Beds is also excited to be returning to the AIS INDX Beds Show this month, where it
Addison Sofabed by Sofa Source
Harrison Spinks
Harrison Spinks Flores
Hypnos
Darras by Kaydian
Harrison by Novaluna
Millbrook Beds
New York
hinged robe from Wiemann XSENSOR Technology
will showcase six stunning new mattresses exclusively designed for the AIS members. The six exciting new mattresses all feature our increasingly popular SmoothTech internal tufts and are available delivered in four working days.
Inspired by the ‘old world’ aesthetics of the Mediterranean coastline - think sun drenched villages, cobbled tracks with wild Lavender and Olive groves, Willis & Gambier’s Casera is a contemporary, understated interpretation of this Mediterranean style. Relaxed and expertly crafted, it beautifully pairs hand woven natural rattan with the rich grain of American oak.
Award-winning bedroom manufacturer Wiemann is heading to the INDX show with a host of new-for-2025 products and updates. The longestablished business has an impressive catalogue with nine eye-catching bedroom ranges and wardrobes introduced this year, plus new finish options on five of its market-leading collections.
The show also sees a 2025 launch of Novaluna’s Boxspring models and functionality, with the model Harrison. Sleek and elegant, using only the space of the mattress size itself, the boxspring functionality provides unrivalled comfort from the pocket spung bedframe supporting your chosen mattress.
Meanwhile, XSENSOR’s REVEAL Mattress Recommendation System helps retailers provide a data-driven, personalised shopping experience. This innovative technology uses advanced pressure mapping sensors to let customers see what they feel while lying on a mattress. REVEAL builds trust, enhances customer engagement, and increases sales by matching shoppers with the right mattress.
Sofa Source will be showcasing its latest sofa bed and occasional chair ranges at the INDX Beds Show, featuring designs that have already received a fantastic response in the UK and Europe this year. Known for offering high-quality, customisable furniture, Sofa Source has built a strong reputation for delivering exceptional products and services to clients.
Maintaining its winning formula for sleep wellness, while building on its reputation for sleep-enhancing innovation, Purecare will showcase its award-winning mattress protectors and pillows, reaffirming its commitment to quality and customer satisfaction, as well as its brand-new Bamboo Silk sheet range, which has been a resounding success from launch so far.
“INDX Beds is the perfect opportunity to discover new product, build your network, explore the season’s key trends, and catch-up with industry colleagues,” the organisers said. “Cranmore Park is a venue with no distractions - centrally located and easy to get to, providing a commercially focused environment designed to ignite inspiration and drive sales.”
Ocean Dream Clean by
Loren Williams
Purecare Wool Luxe 2800 by
Sleepeezee
W&G set for INDX Beds
Furniture supplier Willis & Gambier will be attending the INDX Beds & Bedroom Show on 29th-30th April 2025 at Cranmore Park, Solihull.
www.willisgambier.co.uk
This year, we’ll be showcasing our latest collection – the Casera Bedroom Range – a beautifully crafted range designed to bring timeless elegance to any home. We look forward to welcoming visitors to our stand and sharing the details of this stunning new collection. Make sure to visit us at the show – we can’t wait to see you there!
HOW MUCH DO YOU KNOW ABOUT THE WELLNESS MARKET?
Award-winning US bedding brand Purecare continues the conversation on the importance of wellness and why its products are the perfect match to this growing demand.
Over recent years, the UK market has seen a shift to wellness and wellbeing with consumers taking more time to understand products across various categories to better impact their lives. One such sector is sleep. According to research conducted by YouGov last year, sleeping habits play a crucial indicator and defining factor of an individual’s overall health.
YouGov polled adults in Great Britain on whether they are getting the ideal amount of sleep they’d like and the steps they’re taking to improve their sleep quality. Data from the survey revealed that three-fifths of Britons would ideally like to get eight hours or more of sleep a night (77%). However, only about a quarter of Britons say they get more than eight hours of sleep at night (25%), which creates a gap between the amount of sleep Britons hope to get and actually get.
The data also touched on actions on how consumers are improving their sleep with the top result being to upgrade their bedding for more comfort (40%), alongside going to bed at the same time every night (also 40%) to improve their sleep quality.
Further research suggests that sleeping well remains a high
priority for consumers following better overall health, with many saying their sleep needs are unmet. In the latest Shopify Health and Wellness Trends 2025 report, consumers are prioritising high-quality sleep, looking to invest in innovative products, tech and lifestyle changes. “Partnering with other brands in the sleep industry can help you get in front of the right target audience. For example, a mattress brand could partner with an app developer or smart fitness equipment brand,” the report highlighted.
The UK wellness market has seen significant growth since the Covid pandemic. In 2022, the wellness industry reached 131% of its pre-pandemic (2019) market value, ranking first globally, according to data from the Global Wellness Institute (GWI). The UK was also one of the two fastest-growing wellness markets since 2020, growing 19.4% annually, just behind Mexico at 25.2%.
The UK wellness market also hit a record valuation of $170.5 billion (£138.7bn) in the pre-pandemic year of 2019, which has grown to $224 billion (£182bn) in 2022. “The UK has one of the world’s largest, most diverse, and resilient wellness economies. The British public are very sophisticated wellness consumers,” said Katherine Johnston, GWI senior researcher.
The data points to a serious shift in consumer mentality and Purecare’s arrival in the UK has been nothing but perfectly timed. Since its launch back in 2024, the brand has continued to raise awareness of the importance of wellness and how its products meet these demands. “With every fiber of our being - with every stitch of our fabric - we care about the wellbeing of everybody and every body,” says Johan Bosman, Senior Vice President of Global Business Development.
“We start with the most premium materials and finesse each product with precision-fit™ design features before finishing with outstanding quality control. From our award-winning aromatherapy-enhanced mattress protection, to supple sheets and patented pillows, our products are designed to take care of you.”
Following another successful January Furniture Show 2025, the brand has continued to make waves in the bedding industry with its award-winning mattress protectors, bamboo sheets, innovative pillows and more, as Paul Lake, Purecare UK and Europe, explains: “Retailers were particularly impressed with our new Bamboo Silk sheet range, as well as our award-winning mattress protectors and cooling pillows.
“Having secured our position as the only official mattress protector supplier to the AIS Buying Group in the Beds Category and an approved supplier to the Minerva Buying Group, Purecare remains a trusted leader in the sleep solutions industry. We’re dedicated to make the home the heart of
wellness, and it’s exciting to see how our innovative sleep solutions continue to resonate with the market.”
As Paul highlighted, Purecare’s brand-new Bamboo Silk sheet range has been a resounding success from launch. Designed with a “perfect blend” of softness, durability, and breathability, these sheets offer a luxurious sleep experience while supporting overall wellness. Made from eco-friendly bamboo silk, the range is naturally hypoallergenic, moisture-wicking, and temperatureregulating, ensuring a cool and comfortable night’s rest.
Maintaining its winning formula for sleep wellness, while
Purecare remains a trusted leader in the sleep solutions industry. ”
building on its reputation for sleep-enhancing innovation, Purecare also showcased its award-winning mattress protectors and pillows, reaffirming its commitment to quality and customer satisfaction. The brand’s OmniGuard Advance Mattress Protector, which recently received the prestigious Good Housekeeping Award, offers “superior protection and breathable design”, while Purecare’s Advanced Cooling Pillow Collection - the brand’s cutting-edge cooling pillows - offers retailers a variety of options tailored to different sleep styles.
“Our Nano Memory Foam Pillow is infused with Memory Foam Crumb and PureCool thermoregulating fabric. This pillow delivers optimal comfort while ensuring temperature regulation for a consistently cool sleep environment,” Paul added. “Our Groove Contouring Memory Foam Pillow is designed with front sleepers in mind. This pillow provides adaptive support with a thinner core and zoned airflow technology for a refreshing sleep experience.
“Meanwhile, our Wave Pillow features dual layers of Gel Memory Foam and Memory Foam. This pillow is tailored for side and back sleepers, delivering targeted pressure relief and a luxuriously cool-to-the-touch surface.”
Purecare will be exhibiting at this month’s INDX Beds & Bedroom Show, which takes place from 29-30 April 2025 at Cranmore Park in Solihull. For retailers looking to enhance their product offerings with Purecare’s award-winning sleep essentials, please contact sales@purecarehome.co.uk for more information.
www.purecarehome.co.uk
FEATURES
MAXIMISE SALES WITH AN ADJUST-A-BED GALLERY
Simon Morris, Marketing Director at Adjust-A-Bed, talks about how to maximise sales through its successful Gallery concept.
Bed manufacturer Adjust-A-Bed is encouraging independent bed and furniture retailers across the UK to join its growing movement on offering the “best adjustable beds” on the market. This is supported by the introduction of its Adjust-A-Bed Gallery, allowing retailers to maximise the opportunity and sales.
“We recently introduced the Adjust-A-Bed Gallery, which offers by far the best opportunity to maximise sales in this rapidly growing sector of the bed market,” says Simon. “Our tailor-made designs are created for each retailer and make the most of the space with the products that are supplied.
“We’ve had great feedback and success so far with many retailers adopting our Gallery concept. The simple philosophy of manufacturing a high-quality product that gives our retailers excellent value for money and quick lead times has been the strength behind our success. We have made a significant investment in outstanding new POS, tailor-made wall graphics created for each of our retailers, marketing, and a social media package to help maximise and supercharge sales.”
Adjust-A-Bed’s comprehensive collection has continued to evolve from its successful Bespoke Collection of headboard and base to the new addition of its Trilogy mattress. “Our Bespoke Collection is available in any size, any fabric, platform top, gas lift ottoman, standard adjustable or lifestyle adjustable,” says Ehtesham Nasir, Managing Director, continuing: “It offers total freedom of choice to create a stunning bespoke bedroom arrangement!”
“Meanwhile, our new Trilogy range has a high specification, but most importantly, it can be supplied in soft, medium or firm tensions - making sure the consumer gets the comfort level that suits them. With a complete collection starting from our priceconscious Beau, to the best-selling Linden or right through to the Natural Collection on an upgraded Lifestyle base, Adjust-A-Bed offers something for every customer to meet every demand.”
Since its inception back in 2021, Adjust-A-Bed has wasted little time in becoming the preferred partner to the vast majority of independent bed and furniture retailers across the UK. “Specialising in the manufacture of electric adjustable beds means that our retail customers get the very best quality products, the very best quality service and the very best quality support,” adds Simon.
“Through our very skilled workforce, we can keep control of every element of manufacture and the luxury of introducing new concepts to the market. We’re so proud of what the company has achieved in such a short space of time, and to be considered the number one manufacturer of adjustable beds in the UK already is just fantastic – but we have a long way to go yet to reach the ultimate goals we set ourselves.”
Reaffirming its ongoing development, Adjust-A-Bed was recently awarded “Buy with Confidence” certification by Trading Standards. The recognition sees the business become the only adjustable bed manufacturer in the UK to hold Trading Standards approval. “With Trading Standards approval on our entire portfolio of products, retailers can feel assured that Adjust-A-Bed are going from strength to strength with integrity and confidence,” Ehtesham said.
For more information on how to join Adjust-A-Bed on its journey and to get a Gallery in your retail store, contact its office on 01924 650150, and they will pass your details on to the relevant Sales Representative.
We have made a significant investment in outstanding new POS, tailor-made wall graphics created for each of our retailers.
www.adjust-a-bed.co.uk
FEATURES THE BRAND Behind Your Brand
Nestled in the heart of Dewsbury, West Yorkshire, Shire Beds has been a beacon of excellence in the bed manufacturing industry since 1997.
This family-run company prides itself on producing high-quality, British-made beds that cater to a diverse range of needs and preferences. But what truly sets Shire Beds apart is their innovative approach to own branding, making them the “Brand Behind Your Brand.”
Shire Beds’ commitment to quality is evident in every product they create. From luxurious handcrafted mattresses to bespoke bed bases and headboards, their offerings are designed to provide unparalleled comfort and durability. The company’s ethos, “if a job’s worth doing, it’s worth doing well,” resonates through their meticulous manufacturing process.
In recent years, Shire Beds has strategically positioned itself as a leading white-label manufacturer, partnering with over 100 retailers to offer bespoke, own-branded products
This approach allows retailers to maintain their unique brand identity while benefiting from Shire Beds’ expertise and high-quality craftsmanship.
Shire Beds’ success in own branding is driven by their ability to innovate and personalize aspects of the manufacturing process. From in house point of sale to product personalisation each product can be tailored to meet the specific needs of their retail partners
This level of customisation ensures that retailers can offer exclusive products.
Shire Beds is not just about comfort; they are also dedicated to sustainability. This focus on sustainability is part of their broader corporate and social responsibility initiatives.
The accolades received by Shire Beds, including the prestigious Product of the Year at the NBF show are a testament to the company’s ability to meet and exceed customer expectations.
Shire Beds continues to set the standard in the bed manufacturing industry with their unwavering commitment to quality, innovation, and customer satisfaction. As the “Brand Behind Your Brand,” they empower retailers to offer exclusive, high-quality products that enhance their brand identity. Discover the comfort and craftsmanship that have made Shire Beds a trusted name in the industry.
As the “Brand Behind Your Brand,” they empower retailers to offer exclusive, high-quality products that enhance their brand identity. ”
Get in touch with your local agent or contact the office to be directed to your agent.
info@shirebeds.co.uk 01924 439898
www.shirebeds.co.uk
FEATURES
THE BED EXPERT
George Sinclair, Owner at retailer Nimbus
Beds, looks at luxury vs value and how consumer preferences are shaping the industry.
The mattress and bedding industry is undergoing a significant transformation as consumer preferences shift between luxury and value-driven purchases. While some buyers prioritise premium materials, cutting-edge technology, and bespoke craftsmanship, others are looking for affordability, durability, and overall value for money. This evolving landscape is reshaping the way retailers and manufacturers approach their product offerings.
THE APPEAL OF LUXURY MATTRESSES
Luxury mattresses have seen a rise in demand as consumers become more aware of the importance of sleep quality. High-end mattresses often feature advanced materials such as organic latex, hand-tufted natural fibres, and high-tech cooling systems. Brands catering to this segment emphasise craftsmanship, innovation, and personalised sleep experiences. Adjustable beds, smart mattress technology, and hybrid designs blending memory foam with pocket springs are becoming standard in the luxury market.
Consumers willing to invest in premium products view them as long-term wellness investments rather than simple furniture purchases. This trend aligns with the broader move towards self-care and holistic health, where a high-quality mattress is seen as essential for overall well-being.
THE DEMAND FOR VALUE-ORIENTED OPTIONS
On the other end of the spectrum, budget-conscious consumers are driving demand for high-quality yet affordable mattresses. With the rise of direct-to-consumer (DTC) brands, companies are offering competitively priced products without the traditional retail markups. Value-driven buyers prioritise durability, support, and cost-effectiveness, often opting for online mattress-in-a-box models that provide convenience without sacrificing comfort.
Manufacturers targeting this segment focus on efficiency, mass production, and cost-effective materials that still meet essential comfort and support requirements. Many of these products come with extended trial periods and warranty assurances,
” Consumers willing to invest in premium products view them as long-term wellness investments rather than simple furniture purchases.
helping consumers feel more confident in their purchases despite lower price points.
STRIKING THE RIGHT BALANCE
As the industry adapts to these diverging consumer demands, many brands are finding success by offering hybrid models that strike a balance between luxury and affordability. Some mid-tier mattresses now incorporate premium features—such as temperature regulation and zoned support—at a more accessible price point.
Retailers are also refining their strategies, providing flexible financing options, tiered product ranges, and in-depth customer education to help shoppers find the best fit for their needs. With competition intensifying, brands that can effectively communicate value, whether through luxury or affordability, will continue to thrive in this evolving market.
Ultimately, the choice between luxury and value comes down to personal priorities. Whether investing in the latest sleep technology or seeking a budget-friendly solution, today’s consumers have more options than ever to find the perfect balance of comfort, quality, and price.
Exciting new launches from Birlea
Furniture supplier Birlea has announced the launch of new beds and much more.
Michael Prime, Head of Marketing & PR, revealed:
“At Birlea, we’re thrilled to unveil a range of brand-new beds and more, set to launch soon!
“At the January Furniture Show 2025, we proudly showcased the new Lanis Ottoman Bed, Maisey Ottoman Beds, and our new Scandi-inspired designs –the Ezra & Emmi.
“We also introduced the Eli Fold-Out Sofa Bed, offering a stylish and space-saving solution for modern homes. These exciting new models received fantastic feedback, and we can’t wait to launch even more products in 2025.”
We can’t wait to launch even more products in 2025. ”
What’s fashionable in furniture FEATURES
Amthal Karim – Head of Design at Furniture And Choice – shares her monthly overview of on-trend styles and interior looks currently inspiring furniture buyers.
Along with the popularity of black wood, we’ve also noticed an increase in demand for dark oak, walnut and teak tones in furniture. Whereas mid-century silhouettes have traditionally been combined with dark wood to create stylish, must-have pieces, the modern aesthetic is reimagining contemporary shapes with walnut or dark oak finishes.
The inspiration for warmer wood shades seems to have evolved from the combination of a few popular trends. The 1970s revival is going strong and currently there’s nothing more retro than a living room in earth tones offset by timeless, dark wood furniture. Quiet luxury also has much to answer for as the sophisticated, elegance of a classic walnut or teak coffee table or sideboard offer unmatched value. And, of course, biophilic design — rapidly becoming a contemporary mainstay — encourages cosy, natural materials such as wood, to enhance wellbeing and make you feel connected to nature.
Also driving popularity of dark wood dining is the sheer variety of looks you can create around a walnut or dark wood table. Traditional wall panelling, colour drenched in a soft neutral
We’ve noticed furniture brands offering warm woods in many different shades. ”
provides a chic, backdrop for a pedestal table. Alternatively, a dining room painted in period greens or blues marry beautifully with a dark wood dining set for a modern, maximalist feel.
We’ve noticed furniture brands offering warm woods in many different shades. Everything from ebony and black wood — a nod towards Art Deco — to teak, cherry wood and even mahogany! Indeed, the resurgence of mahogany in particular, emanates from a strong desire to mix old and new. We’re noticing vintage furniture becoming ever more desirable, with one-off pieces — new, inherited or upcycled — sitting perfectly within an otherwise contemporary space.
As the dark wood trend permeates throughout interior retail — flooring, furniture, lighting and wall décor — the customer is left to decide how best to match its intrinsic luxury with their décor. Do you contrast the opulence of dark wood with a neutral, minimal space to showcase quality, or balance it with equally deep, dark paint tones to create cosy, cocoon-like spaces?
Indeed, while the recent popularity of dark wood furniture has highlighted a penchant for retro design, it’s the versatility to work across multiple interior styles that has truly made its comeback most welcome.
Pavilion walnut dining set
Franklin black wood table
Sofa Source maintains momentum
Sofa Source reflects on its continued momentum in the furniture industry with its exceptional range of high-quality sofas, combining style, comfort, and innovation.
This year, the brand has seen tremendous success, with its best-selling models setting new benchmarks for luxury and functionality. With an impressive lineup that includes advanced reclining technology, sleek modern designs, and classic static options, Sofa Source has solidified its reputation as a leader in premium sofa design.
“Among the standout models this year is the new Loungetech Cinema range, offering the ultimate home theater experience,” Sofa Source said. “Designed with cutting-edge reclining technology, integrated cup holders, and ambient lighting, this collection provides a luxurious blend of style and entertainment. For those seeking effortless relaxation, the brand’s electric recliner range has gained immense popularity. With smooth reclining mechanisms, plush cushioning, and ergonomic support, these models seamlessly integrate comfort and contemporary aesthetics.
“For customers who appreciate a balance of elegance and practicality, Sofa Source offers a selection of modern electric recliners known for their sleek designs and durability. Crafted with premium materials and an intuitive reclining system, these sofas cater to those who prioritise both functionality and style. Meanwhile, traditionalists can find solace in our beautifully crafted static sofas, which emphasise timeless sophistication and deep, comfortable seating.”
The reception at the show reaffirmed our strong presence in the European market. ”
SUCCESS AT MEBLE POLSKA 2025
Sofa Source’s success was further cemented at the recent Meble Polska show, where the brand showcased its latest innovations to an enthusiastic audience. “The event was a major highlight, drawing significant attention to Sofa Source’s commitment to quality and design excellence,” the company continued. “The reception at the show reaffirmed our strong presence in the European market, with industry experts and customers alike praising our cutting-edge offerings.
“With a strong product lineup and continued industry recognition, Sofa Source is set for even greater success in the coming years. Whether it’s innovative reclining technology or timeless comfort, we are continuing to redefine luxury seating for modern homes.”
www.sofasource.com
MEBLE POLSKA 2025
The Meble Polska Furniture Fair took place in Poznan from 25 to 28 February 2025 and was visited by furniture buyers from more than 70 countries, with 58% of visitors from abroad.
The Meble Polska 2025 Fair was visited by furniture buyers from 71 countries. Traditionally, apart from traders from Poland, the largest group were visitors from Germany, which for years has been the most important trading partner of the Polish furniture industry and where the largest part of Polish furniture exports goes. This year, German traders accounted for 16.1% of buyers from abroad.
However, there were major changes on the further steps of the podium, which were last year taken by guests from the Czech Republic and Lithuania. This time, second and third place were taken by visitors from Ukraine (7.3%) and Romania (6%), respectively. The top ten most frequently represented countries also included: France, Lithuania, the Netherlands, the United Kingdom, the Czech Republic, Belgium and Slovakia.
“The Go Global strategy we have been pursuing for several years is bringing results. The Meble Polska brand has become widely recognisable in the furniture industry worldwide,” says Józef Szyszka, director of the Meble Polska Furniture Fair. “As a result, the number of visitors from key markets for the development of Polish furniture exports, such as the United States (an increase of 173% this year), India (+140%) and Israel (+189%), is also growing.
“Ultimately, the total number of fair participants amounted to 16,512 people, which is an increase of 15% over the previous year. The percentage of visitors from abroad again also increased noticeably, this year accounting for as much as 58% of all fair visitors. This means an increase by as much as 4 percentage points compared to the result in 2024.”
EXHIBITION IN 9 HALLS
The Meble Polska Furniture Fair is the most comprehensive presentation of the offer of Polish furniture manufacturers in the world. But foreign exhibitors are also increasingly looking for contractors in Poznań. This year, the exhibition covered a total area of over 60,000 m² in 9 halls with the presentation of the product offer of 378 companies from 17 countries: Bangladesh, China, the Czech Republic, Denmark, France, Germany, the Netherlands, Ireland, Italy, Latvia, Lithuania, Moldova, Poland, Slovakia, Slovenia, Turkiye and Ukraine. The thematic scope of the fair covered upholstered furniture, case furniture made of furniture board and solid wood, chairs, tables and mattresses. The furniture offer was complemented by fabrics and decorations presented in the Home Decor Exhibition.
Exhibitors included Forte Furniture, which hailed the event as “one of the most successful editions in years”, especially for “participants from the UK and Ireland”. Forte said: “We wrap up our participation with great satisfaction—our stand attracted a remarkable number of international visitors! Throughout the event, we were busy welcoming both existing and new customers. A major highlight of our client meetings was the presentation of our innovative wardrobe and storage solutions, which garnered considerable interest. In particular, the EasyKlix offer, our newest furniture brand featuring an innovative easy-assembly system, has been well-received. We are eager to see it appearing in more stores in the coming months. Additionally, our three
mix-and-match apartments, furnished with FORTE furniture in various styles and price ranges, were a crowd favourite.
“A heartfelt thank you to everyone who visited our booth! We already look forward to next year’s edition— an exceptional opportunity to build business relationships and stay ahead of industry trends.”
Meanwhile, Unique Furniture echoed the sentiment. “The 2025 version represented the third consecutive Poznan show for UF. We welcomed many new and existing customers from all over Europe incl. many visitors from the UK and Ireland, who found our product presentation inspiring and beneficial.”
Sofa Source also made a strong impression with its high-quality sofa beds, motion and static sofa options receiving excellent feedback from attendees. “Our stand showcased exceptional craftsmanship and innovation, reinforcing the brand’s reputation for excellence and opening new opportunities for future growth,” the company said. “Building on this momentum, we look forward to seizing new opportunities and continuing our expansion into international markets. Thank you to everyone who came to visit the stand and make the show a huge success!”
Making its debut at the event was new company Shape of Colors, which designs and produces high-quality upholstered furniture, lighting, and home accessories in Poland. “We combine traditional craftsmanship with modern design to create unique pieces that elevate any living space,” the company said. “Each product is carefully crafted with attention to detail, blending style and functionality while incorporating innovative solutions focused on comfort. We focus on creating products that reflect the perfect balance between design, comfort, and quality. Let us inspire you with our shapes and colors.”
The total number of fair participants amounted to 16,512 people, which is an increase of 15% over the previous year. ”
Unique Furniture
Shape of Colors
LECTURES AND TRAINING
The fair was not only an opportunity to contract new collections, but also a platform for gaining specialist knowledge thanks to lectures and training sessions prepared in cooperation with industry partners. Industry experts shared their knowledge on market prospects, design protection and effective methods for increasing sales. The event programme also included analyses of the situation in the furniture industry, which was a valuable source of information for manufacturers and distributors. The Ukrainian-European Networking Cocktail Party was also an opportunity to establish international cooperation.
GOLD FOR THE BEST
On the first day of the fair, during the ceremonial Gala in the new multimedia Hall 7A, the winners of the Gold Medal competition received their awards from the Chair of the Jury, Professor Ewa Ratajczak, and the President of the Board of Grupa MTP, Tomasz Kobierski. 11 products were awarded statuettes:
• IBIZA Collection – Fabryka Mebli TARANKO Aleksander Taranko
• AURA Collection – FM HOFFER Sp. z o.o. Sp. k.
• AMORE COLORE furniture collection – HUBERTUS Design Sp. z o. o.
Kontur Talalay H2 Silk mattress – M&K Foam Sp. z o.o. / M&K FOAM GmbH Sp. z oo
• NOOK bed – COMFORTEO Węgłowski i Stryjakiewicz Sp.k.
• OAHE modular furniture – COMFORTEO Węgłowski i Stryjakiewicz Sp.k.
Vikam kitchen table – KAM Furniture Company Sp. j. Thinking Cabinets cabinet furniture system –Thinking Cabinets Sp. z o.o.
• VELPA S model – Fabryka Mebli WERSAL Z.B.Ł. Kaczorowscy Sp. k.
• MAXO multimodal upholstered furniture system –Grupa POLDEM / STELLA Sp. z o.o.
NOXID multimodal upholstered furniture system –Grupa POLDEM / STELLA Sp. z o.o.
One of the products awarded the Gold Medal also turned out to be the most innovative and ecological solution, and received an additional double distinction: the Grand Prix and the Eco Prize of Grupa MTP. The prizes went to Thinking Cabinets Sp. z o.o. for its Thinking Cabinets cabinet furniture system.
MEBLE POLSKA 2026
The next edition of the MEBLE POLSKA Fair will take place from 24 to 27 February 2026. Due to the great interest in renting stands during next year’s edition from new companies, the organisers encourage all those interested in participating in the MEBLE POLSKA 2026 Fair as exhibitors to contact them to secure your space.
Easy Klix by Forte
Sofa Source
Relax at Long Point
The Long Eaton Guild of Furniture Manufacturers proudly announces the return of the highly anticipated Long Point Spring 2025, set to take place from 12th to 14th May in Long Eaton, the UK Centre of Quality Upholstery Manufacturing.
such as Harrington Mill, one of Nottingham’s premier lace-making mills, built back in 1885. Today, these heritage spaces offer a unique and characterful setting for visitors to explore the finest in British furniture design. All showroom locations are conveniently situated within a mile of the town centre, railway station, and Junction 25 of the M1, ensuring ease of access for attendees. Visitors arriving by train can arrange transport to the showrooms by contacting the event helpline in advance at 0115 973 4481, and ample street parking is available for those travelling by car.
Andrew Mitchell, Chairman of the Long Eaton Guild of Furniture Manufacturers, highlights what makes Long Point a must-attend event: “Long Point enjoys the reputation of being the most enjoyable and relaxed furniture exhibition within the UK and is the ideal vehicle for manufacturers and retailers alike to work together. A warm welcome returns, so please come along and enjoy the show.”
With a legacy spanning over 50 years, Long Point continues to be a cornerstone event for the furniture industry, bringing together top manufacturers, retailers, and industry professionals in an inviting and relaxed environment.
Exhibiting at this year’s event are all Guild members and associate members, including Artistic Upholstery, Iain James Furniture, David Gundry, Gascoigne Designs, Duresta, Parker Knoll, Siren Furniture, Steed Upholstery, and Hunter Knight Upholstery. Alongside these prestigious brands, guest manufacturers and importers will be showcasing a diverse selection of upholstery, cabinet furniture, bedroom furnishings, and accessories. In total, over 30 manufacturers and suppliers will occupy showrooms throughout the town.
Long Eaton, steeped in over a century of fine upholstery craftsmanship, provides an ideal backdrop for Long Point. Many of the showrooms are housed in historic buildings
”
Long Point enjoys the reputation of being the most enjoyable and relaxed furniture exhibition within the UK.
Long Point takes place twice annually, in spring and autumn, with the next event scheduled for 15th to 17th September 2025. Industry professionals are encouraged to register their attendance for free via the Guild’s website at https://www.longeatonguild.co.uk to secure their place at this premier trade event.
For further information, please visit www.longeatonguild.co.uk
66 FEATURES
In the next instalment of our series of interviews with agents and reps across the furnishings industry, we spoke with
Michael Shannon
who talks about loyalty within the trade, why higher commission is needed and some personal highlights.
Meet Michael
My agencies are La-Z-Boy, Sweet Dreams, Furnico, Deknudt Mirrors and Staingard.
How long have you been an agent/rep in the industry?
I started out as an agent joining my father John Shannon back in 1987 nearly 40 years ago.
What drew you into the life of an agent/rep and what’s the day-to-day like?
Encouragement from my dad John as he had seen I was not enjoying the office-based life within the law and civil service role I had taken. After he got me to find sales role to break me in, selling cash registers is what I broke my teeth on, a tough but lucrative introduction and a good foundation in sale training.
It can be a bit like Ground Hog Day as you almost start with zero earnings and that gets you on the road meeting customers, dealing with offices, solving issues trying to build placements.
What is the best part of your role?
The best part of the job is the people i.e. retailers, sales
staff, office back up colleagues and consumers when necessary. Introducing your customers to your brands, using your experience and built knowledge to enhance their business, sales and ultimately profitability that then in return benefits you and your companies.
What is the most difficult?
Not being in control of all aspects of your efforts and reliant on others to carry out their part successfully. Travelling mainly in mid-winter can also be a grind and you need to be comfortable on your own.
Do you have any particular highlights so far?
Highlights, there have been many for me but those that stick out generally are trade shows when your customers come along ‘again’ to build on what you have already done with them. That feels very good and you believe you are doing the right thing and your agencies have done the right thing making that huge effort to exhibit.
The fact I have been with my principles above for over a decade to 30 years each shows they and hopefully I am
doing the right thing. Recognition helps from any quarter as you try your best, but most of all was my dear old dad, who sadly has passed nearly 12 years, who - during his short retirement - congratulated me on building up a business we worked together.
What challenges do you think agents/reps currently face in the furnishing industry?
Uncertainty is always the fear of an agent in so far as we are not in control, with the constant negative news media now twenty-four hours a day the public can be forgiven for sometimes pulling up the drawbridge and sitting tight, forgive the furniture pun. European manufacturers are under enormous pressure and not on a level playing field with suppliers from especially the Far East as so many retailers chase a price point alone.
What would you like to see change?
An increased emphasis on brand, service, reliability, training and those suppliers and agents who go the extra mile being backed up with a loyalty from within the trade.
What would help agents/reps more?
Higher commission rates like European agents as our outgoings have increased exponentially as have the expectations of agencies and customers. We definitely do a lot more now including service involvement, training and admin than was the case back 30 years or even 10 years ago.
What would you say to someone considering becoming an agent/rep?
Make sure you have some financial back up as it can take easily two years to get off the ground to a reasonable level so long as you can get the right agencies who back you up. Stay positive but remain truthful to yourself and those you deal with.
What is the most important attribute to have as an agent/rep and why?
Happy resilience with a want and ability to sort things out, while closing the sale.
Can you share something that irritates you the most as an agent/rep?
Four AM starts heading to meetings or exhibitions in GB or Europe or negativity from wherever it manifests.
Can you share an insight into your plans for the year ahead?
Hard work but time to relax too, as La-Z-Boy comes to its 100 year milestone in 2027 ensuring I have the world’s best known furniture brand properly set up ready in Ireland for that great time. Making sure my stockists continue to get the great service and products from all my agencies, those great beds from Sweet Dreams whose standards never drop, the gorgeous “wow” decorative mirrors made in Belgium by Deknudt, consistent best sellers produced in upholstery function and fashion from Furnico since the forties, and of course the constant innovation and service from Staingard lead by Paul Aiston.
What’s the next big thing you are seeing in the industry and why?
The next big thing in the industry? If I knew I’d bottle it, sell it and possibly retire. But seriously, sustainable resourcing and disposal will become more and more important, something the sheds are big on through their mission statements but hard to get the consumer to pay for, a work in progress.
If there is anything else you would like to add as a final thought, please do so here.
A big thank you to all of you out there who helped opening the door to me along the path of a great and enjoyable career that I do not see finishing anytime soon.
The next big thing in the industry? If I knew I’d bottle it, sell it and possibly retire.
mjs@shannonagencies.com
www.linkedin.com/in/michael-shannon-b0073b22/
FEATURES THE LEYBURN LOOK
Gary Broom, Sales, Marketing & Design Director at Sherborne Upholstery, shares further developments at the company as it prepares to showcase at the upcoming Spring Furniture & Bed Show.
Following a successful January Furniture Show 2025, upholstered furniture manufacturer Sherborne Upholstery is busy producing products at its factory, with its new Leyburn model now landing on customer shop floors.
A stand-out during the show, Leyburn incorporates the head adjust feature on all powered recliners and risers, which has been a welcome innovation with early success looking very promising for both the business and its customers.
“This comfortable and well-priced Recliner/ Suite comes with a wide Lounger 2-Seater option to complement the Standard range, with Riser Recliners also available in four sizes,” Gary commented. “The subtle, curved stylish looks go hand-in-hand with the exceptional comfort given by the soft pillow arms and supportive seating, with added feature of an optional Head Adjust available on all Leyburn Powered and Riser Recliners.
“After the success of JFS, the factory is in full flow and excited to put the new Leyburn model on our customers shop floors. This has been one of our best launches to date and really stands us in good stead for the coming year ahead and bring those extra sales into our customers shops.”
Furthermore, Sherborne, which has been a family run business for 95 years, recently introduced a new fabric alongside other product launches. “The addition of a head
This comfortable and well-priced Recliner/Suite comes with a wide Lounger 2-Seater option.
adjust on the powered and riser Comfi-sit range enhances the product to another level and gives our retailers more choice to tailor the furniture to their customer needs.
“Our exciting new fabric launch gives us a different look with a familiar feel. We are always looking to elevate our ranges and after our fantastic launch last year of the Valencia fabric, which couldn’t have gone any better, this new launch sits alongside it nicely.”
In other news, Sherborne has announced that it has become an employee’s ownership trust. “This is great news for all involved in the company,” added Gary. “It has engaged the whole factory to ensure we have a great future moving forward, making the world look rosy in what is still a tough market.”
Sherborne is also preparing for its next exhibition where the company will be attending the upcoming Spring Furniture & Bed Show in Telford next month. On display, visitors will be able to see its new Leyburn range once more as well as other popular, and new, products.
“We’re looking forward to the Minerva show in May with confidence and excited to use the event as another opportunity to showcase our fantastic products,” Gary said. “This year has started encouragingly and we look forward to working with our customers.”
Leyburn lounger 2 seat recliner with head adjust and a manual recliner
Small Leyburn riser recliner with head adjust and cloud comfort action
Comfi-sit powered 3 seater and recliner with optional head adjust
New Home for Spring Show
The Spring Furniture and Bed Show celebrates its 4th year, as an open event, with an exciting venue move to Telford International Centre, International Way for May 2025.
Taking place from 20 – 21 MAY 2025, The Spring Furniture and Bed Show is organised and managed by Minerva Furniture Group, “an independent buying group for the independent retailer”.
Established since 1990, the group has been working with quality independent furniture retailers spanning the UK, Ireland & Channel Island. This year sees the hosts celebrate its 35th anniversary.
This purpose-built exhibition facility is well equipped, centrally located and easily accessible by road and rail making it the perfect destination for this two-day event.
Two halls featuring cabinet furniture, beds, upholstery bedroom furniture and accessories will be on display from industryleading exhibitors. Furthermore, and most importantly, this is an ideal opportunity for trade visitors to view new ranges and product trends in a comfortable and relaxed setting.
Hotels to suit all budgets can be found near the exhibition venue, while all trade visitors are welcome as VIP guests, with free parking, free entry, and a complimentary light lunch over the two-day event.
New for 2025 also features keynote insightful sessions hosted by exhibitors. These will explore everything from innovative upholstery and e-commerce solutions to the latest in decorative trends. Please take time out to come and listen to the keynote speakers.
TUESDAY 20TH MAY
11.30am – 11.45am The Globe Company 2.30pm – 2.45pm Iconography
We will be celebrating 35 years of trade since opening their doors in 1990 during this year’s Spring Show.
“We will be celebrating 35 years of trade since opening their doors in 1990 during this year’s Spring Show in our new home,” the organisers said. “Visitors experience the knowledge that Minerva have gained through our many years of hosting exhibitions, and we can’t wait for what is going to be another big show for us and the trade.
“Pre-Register today for your VIP buying experience, at https://springfurnitureshow.co.uk/, and if you’re interested in exhibiting, we still have opportunities available with competitive rates plus more advantages. Why not call us today on 01249 716195 admin@minervafurnituregroup.co.uk or visit https://springfurnitureshow.co.uk/ to book your stand.”
Stay up-to-date with all of our latest news and updates by following us on social media.
We hope to see you there… www.springfurnitureshow.co.uk
FEATURES ARE PILLOWS UNDERSOLD?
Russell Parsons, Director at Boston Sleep Company – owners of the Norfolk Feather brand, talks about why pillows are being undersold and how retailers can remedy this potential revenue stream.
When it comes to bed buying, consumers tend to focus on the bed itself and of course the mattress. However, there seems to be a problem involving pillows as a natural add-on to the sale. Perhaps pillows get forgotten or perhaps they are not stocked at a retailer’s store. Whatever the reason, Russell believes there is a sizable opportunity in pillow sales and retailers are missing out.
“Retailers don’t always stock a range of products that suit the consumer,” he says. “Often pillows are purchased from mattress suppliers of pillows which match/coordinate with the mattress, such as memory foam pillows etc by memory foam suppliers.
“The pillow is not always viewed as an essential sale, but while you are selling a night comfort experience, the obvious add-on to this is a pillow. Consumers should be encouraged to try pillows while they are testing mattresses. This is real time experience matching pillow with mattress.
“We purposely have championed the Made in Great Britain as we believe that is important to many consumers and retailers. We do not sell or promote low-cost products, so our pillows are a meaningful add-on sale when made.”
Russell continued by debunking the often-used phrase of “a pillow is a pillow”, which, he says, “many people” have this mindset. Countering this, he explains: “Norfolk Feather has a range of products that are suitable to sell with retailers’ products and we are always keen to have real differential to our product range, so there is not duplication of offer but a tight and varied range for the consumer.
“Taking a bit of time to learn the real benefits of the product is key for store staff and we keep this as simple as possible. As an example, retailers should have Super King pillows on their Super King beds and again we offer this in a natural and fibre option – sounds simple, but it often goes unmatched. We also supply pillowcases and protectors in this size too.”
SO, HOW CAN THE MYTHS AROUND PILLOWS BE IMPROVED?
“Offering of a range of pillows, both fibre and natural to the consumer - it does not have to be a large range, but choice means you can capture a wide range of consumers with a carefully chosen selection of product,” says Russell.
“We are pillow specialists, it is not our aim to load the stores with many different options but an offer of our best-selling
We encourage retailers to come and explore a revenue stream they are missing out on and don’t ignore pillows as they are a valuable source of income.
lines, the retailer will soon discover if there is a call for other options to be added. Making it as important for retailers to sell pillows as an add-on as they do mattress protectors is key and crucial to a shift in mindset.”
To help bridge this gap, Norfolk Feather prides itself on working extensively with mattress and bed suppliers as well as attending industry events to spread the awareness of the power of pillows.
“Having exhibited at shows like the NBF Bed Show on a number of occasions, we believe we have offers that suit the market sector,” says Russell. “Natural mattresses deserve the option of a natural pillow to add consistent comfort to the offer, however some people are unable to use a natural pillow so deserve an alternative such as our Soft as Down pillow. We have material to support online and fibre brands that work extremely well too.”
After a positive start to the year, Norfolk Feather are looking to maintain its momentum and will be exhibiting at the upcoming Spring Furniture & Bed Show in Telford next month. “The year has begun extremely well for Norfolk Feather,” revealed Russell. “We feared February may show a dip in sales but repeats have been strong. We also continue to grow our distribution base and this has been extremely exciting with new customers coming on board and the brand gaining further distribution.
“While we have been extremely strong in natural pillows and are renowned for these, our fibre collections and the new lines we have added have gone from strength to strength giving us multi-channel fibre and natural sales.
“We will be launching new product at the Spring Show, again with product differential for the market, and we have a number
of things in the development stages too. We encourage retailers to come and explore a revenue stream they are missing out on and don’t ignore pillows as they are a valuable source of income.
“When you have the consumer in a positive buying mood, pillows are extremely important to be added for extra revenue – just like duvets and other add-ons too. Let’s make pillows a powerful revenue stream together.”
Retailers wishing to contact Russell should do on russell@bostonsleepcompany.co.uk for further information.
www.shop.norfolk-feather.co.uk
FEATURES
SLEEP GEEK SAYS
In a new series from The Sleep Geek, aka James Wilson, he explains what exactly a sleep expert actually is.
In simple terms, it means if you have some expertise in an area of sleep, and can show that expertise, then you are a sleep expert. The issue is there are no governing bodies, regulation or much structure around how we tell the difference between the different types of sleep expertise. This makes sleep strangely unique within the world of health and wellbeing, where there are clear definitions of different roles in similar industries such as nutrition or exercise. This means it is easy for people to say they are an expert, and talk about areas of sleep they don’t have expertise in.
For example, you wouldn’t find the CEO of a sports retailer selling exercise clothing giving advice in the media on how to put together a training regime that will build muscle. This would be given to someone with qualifications or experience in Strength and Conditioning or are a PT or something similar.
Yet in sleep we have sleep brand CEO’S, in the media, being referred to as “sleep experts” delivering sleep advice, for example around dealing with jetlag, or how poor sleep can impact whether we may suffer from Alzheimer’s at some point in the future, despite having no expertise in these areas of sleep, beyond maybe listening to a podcast, or using someone else’s content.
The optics of this are not great for the industry, this approach lacks credibility and leaves us looking unprofessional, but because there is no regulation, there is no register of who is qualified to speak on certain subjects in sleep, nobody is doing anything wrong.
So, what can you do in your sleep brand? Use real sleep expertise when you need it. The media have a question about jetlag, use a practitioner who supports people who deal with jet lag. A journalist wants a quote about
The issue is there are no governing bodies, regulation or much structure around how we tell the difference between the different types of sleep expertise.
Alzheimer’s and sleep, using someone with experience around sleep education, who can explain the science behind sleep in a way that is easy for people to understand.
If someone wants to know about mattresses or other sleep products, then a sleep retail CEO or another member of staff should be qualified to answer that question. Not only does this approach give your brand more credibility, it also helps our part of sleep look more professional and credible.
If anyone wants some help finding an expert who would work with their organisation let me know.
ABOUT THE SLEEP GEEK
James Wilson (AK The Sleep Geek) is a Sleep Educator & Practitioner and founder of kipmate. He has worked with the likes of Zurich, Next, Under Armour and West Ham United helping their people kip better. He offers training and certification for retailers, and a certification scheme for sleep products.
PROMOTING FROM WITHIN FEATURES
Maria Jones, newly promoted to the position of Sales Director at independent beds and mattresses retailer Land of Beds, talks about her new role and what it means for her and the business moving forward.
Just a couple of months ago, Land of Beds announced the promotion of Maria Jones to the position of Sales Director. The February 2025 announcement marked another milestone in Maria’s career, a journey that has amassed 18 years of experience within the bedding industry to date.
Her journey at Land of Beds over the past eight years is a testament to her dedication, leadership, and passion for helping people achieve better sleep. Maria joined the business as Sales Manager and quickly made a significant impact, earning a promotion to Head of Sales and Buying, where she played a pivotal part in shaping its sales strategy, ensuring Land of Beds offer the best prices and the most extensive selection of products.
Two years ago, Maria further expanded her influence at the retailer by joining the senior leadership team alongside Mike Murray, Managing Director, where she continues to be instrumental in the company’s strategy and growth. Now, in her new role as Sales Director, she will spearhead Land of Beds’ ambitious growth strategy, strengthening its position in an increasingly competitive market while continuing to champion the best possible experience for its customers.
We sat down with Maria to find out more…
HOW DOES IT FEEL BEING PROMOTED AS THE NEW SALES DIRECTOR?
“It’s a significant responsibility, and one I’m genuinely excited to take on. Having been with Land of Beds for nearly nine years, I’ve seen the hard work that’s gone into shaping the company, and I’m looking forward to leading by example. It’s an exciting time to take on this role, and I’m ready to put my all into ensuring we continue growing and improving.”
IN YOUR NEW ROLE, WHAT WILL BE YOUR KEY RESPONSIBILITIES?
“At the heart of my role as Sales Director is delivering the best possible customer experience. From the moment a customer
begins browsing to the successful delivery of their new bed, my focus is ensuring that each step of the journey is seamless, stress-free, and delivers a five-star experience. If we can perfect that, I know we’re on the right track.”
WHAT ARE YOU HOPING TO ACHIEVE IN THE NEW ROLE?
“My goals are twofold: first, to continue driving sales and expanding our reach, and second, to build even stronger relationships with the suppliers who have played a vital role in our success. The partnerships we’ve nurtured over the years are incredibly valuable, and I’m committed to upholding the integrity and trust that are foundational to everything we do at Land of Beds.”
HAVE THERE BEEN ANY OTHER KEY MOMENTS IN YOUR CAREER WITH LAND OF BEDS YOU’D LIKE TO HIGHLIGHT?
“The early months of the COVID pandemic stand out as a defining time. It was a period of uncertainty, but what truly impressed me was the way our team came together. We adapted quickly, whether it was managing challenging deliveries, addressing customer concerns, or simply supporting one another. The strength of this team was never more evident, and it reinforced for me what an amazing group of people I’m fortunate to work with.”
LOOKING AHEAD, WHAT HAS THE BUSINESS GOT PLANNED FOR THE YEAR?
“We’re always looking for ways to enhance the customer experience. Our new website, launched 18 months ago, has already proven to be a game-changer in improving conversions. Moving forward, we’re committed to building on that success and ensuring our products are even more accessible. It’s an exciting time, and we’ve laid a strong foundation for continued growth.”
ARE THERE ANY OTHER INVESTMENTS IN THE PIPELINE?
“Definitely! One of the things I value most about working here is the constant drive for improvement and innovation. Technology is a huge part of our strategy, and with the rapid evolution of AI, we’re excited to explore how it can elevate the customer journey and support our growth.
The entrepreneurial spirit within the team keeps us motivated to push the boundaries and stay ahead of the curve.”
FINAL THOUGHT…
“I’m incredibly proud to be part of such a hardworking and dedicated team. As Sales Director, I know I can’t do this alone — it’s the collective effort of every individual that drives our success. When we all pull together, there’s no limit to what we can achieve, and I’m excited for what lies ahead.”
Technology is a huge part of our strategy, and with the rapid evolution of AI, we’re excited to explore how it can elevate the customer journey and support our growth.
COLLABORATIONS ARE THE FUTURE
Angela Moran, ESG Director at Silentnight, talks about collaborations and how they can drive a more sustainable future.
Last month was National Bed Month – our annual reminder of the critical role a good bed plays, not only in our sleep but in our overall health and wellbeing. As the UK’s most trusted sleep brand, ensuring our colleagues, customers and communities are getting a good night’s sleep is vital.
In fact, our advocacy for sleep goes beyond our beds and mattresses and makes up a key aspect of our social ESG commitments. Through strong sector-wide partnerships, we’ve truly been able to place sleep at the forefront of everything we do. These partnerships have also enabled us to go that one step further with our sustainability commitments.
At Silentnight, we recognise that the magnitude of today’s problems requires ‘joinedup’ thinking. We work with an expansive network of stakeholders – from customers, suppliers, NGOs and trade associations– to ensure that we are all aligned, wellinformed, and committed to achieving our ESG goals.
The path to a more sustainable future isn’t a competition, it’s a collective effort. Our partnerships have allowed us to integrate sustainable practices across our operations while influencing sector-wide change.
PARTNERING WITH TRADE ASSOCIATIONS FOR INDUSTRY PROGRESS
One of the most effective ways businesses can contribute to a more sustainable future is by working with trade associations. Our collaboration with the National Bed Federation (NBF) is a prime example.
By engaging in initiatives such as the NBF Ecodesign Principles guide, we are helping to embed sustainability into product design industry wide, while sitting on the NBF’s circular economy committee ensures we play a role in shaping policies that promote responsible manufacturing.
We encourage other companies to look for similar opportunities. Partnering with regulatory bodies, standards organisations, or trade groups can help businesses stay ahead of policy changes, contribute to industry best practices, and drive impactful change beyond their own operations.
DRIVING SECTOR-WIDE CHANGE THROUGH RESEARCH AND ADVOCACY
Beyond trade associations, we also collaborate with academic institutions and government programs to influence broader industry shifts.
Our work with the fire chemistry team at University of Central Lancashire demonstrates how scientific research can be used to advocate for regulatory improvements and our participation in the UK government’s Energy Savings Opportunities Scheme (ESOS) further shows how businesses can identify and implement practical solutions for reducing environmental impact.
By leveraging research and evidencebased advocacy, we can not only improve our own sustainability but also influence broader industry transformation.
CHARITY PARTNERSHIPS
In addition to driving change across the industry, collaboration also allows us to give back to our communities. Whether through financial contributions, in-kind donations, volunteering, or using our platform to raise awareness for important causes, we strive to make a meaningful and lasting impact.
We collaborate with organisations and charities that understand the importance of good sleep and work to improve the health and prospects of children and young people impacted by socio-economic challenges.
One such partnership is with Zarach, a national charity committed to helping
vulnerable children and families living in poverty by providing a good bed, and as a result, a good night’s sleep.
Locally, we have also proudly sponsored the Barnoldswick Town Football Club and supported various grassroots sporting programmes, fostering community engagement and encouraging active lifestyles.
Pendleside Hospice also benefits from our donations, which help to fund specialist palliative and end-of-life care for patients and families.
Nationally, we also collaborate with the Furniture Makers’ Company, a charity that provides apprenticeship training and assists individuals who have served the furniture industry but have fallen on hard times.
Whether through financial contributions, volunteering, or product donations, these collaborations create meaningful impact while reinforcing corporate social responsibility.
One of the most effective ways businesses can contribute to a more sustainable future is by working with trade associations.
BUILDING A CULTURE OF COLLABORATION WITHIN OUR BUSINESS
Collaboration should start from within. By embracing collaboration within the business, we’ve been able to implement effective ESG initiatives. One such initiative is our dynamic Strategy Deployment Process. Instead of establishing a formal ESG Committee, we’ve created targeted strategy groups that tackle different priorities, from charity outreach and waste reduction to achieving Net Zero goals.
By empowering our colleagues and encouraging cross-departmental collaboration, we can ensure that our ESG commitments are effectively implemented and continuously improved upon.
The challenges we face today, from climate change to social inequality, are too great for any one company to tackle alone. By working together with industry peers, trade associations, academic institutions, and community groups, we can drive real change and build a more sustainable future.
ARE YOU READY FOR THE BAN ON FAKE REVIEWS COMING IN ON 6th APRIL 2025?
Natalia Samodina, Client Legal Director at law firm The Legal Director, talks about the crackdown on fake and misleading consumer reviews and why your business needs to be on alert.
quality, value, or performance.
The Act not only bans the direct offences of submitting, commissioning, and publishing fake and misleading reviews (together “banned reviews”), but also offering related services to traders.
Crucially, it requires review publishers to take “reasonable and proportionate” steps to prevent and remove such reviews.
THE COST OF A FALLOUT
Why has the Digital Markets, Competition and Consumers Act 2024 (the “Act”) been enacted? Several factors have contributed over time: the global pandemic, the subsequent hybrid working models, the overall shift from the “brick” shops to their “click” counterparts, the online marketplace being more mature than it was during the time the existing EU-derived legislation was passed and the rise of consumer reliance on peer reviews, which contributes to circa £23 billion of sales annually in the UK.
To address the above developments and the challenges that come with them, the Act has tightened the pre-existing EU-derived rules on prohibited unfair practices and introduced new bans relating to fake and misleading consumer reviews.
Coming into force from 6 April 2025, the Act will significantly impact the commercial practices of furniture manufacturers and traders, including marketplaces like Furniture Village, Wayfair and John Lewis. Not least, because the leading UK consumer regulator, CMA, will have direct enforcement powers, including the ability to impose huge fines, to ensure compliance.
This article outlines new offences related to consumer reviews, sanctions for noncompliance, and steps for businesses to take to be compliant.
WHAT IS BANNED?
Let’s be clear about what the terms mean. A consumer review is “fake” if it falsely claims to reflect a genuine consumer experience.
A review is “misleading” if it fails to disclose incentives given to the reviewer or is manipulated in a way it’s presented in order to mislead consumers about a product’s
To enable quicker enforcement and ensure businesses adhere to the new rules, CMA can now swiftly enforce consumer law breaches without needing to take cases to court.
The CMA’s powers include issuing breach notifications, accepting undertakings, imposing penalties of up to 10% of the offender’s turnover or £300,000 (whichever is higher), and enforcing against directors. The Act protects UK consumers, and foreign businesses are not exempt from its reach.
In the process of a recent CMA investigation into Google’s fake review measures, CMA’s CEO Sarah Cardell said: “Left unchecked, fake reviews damage people’s trust and leave businesses who do the right thing at a disadvantage”. To comply with CMA’s findings, Google agreed to sanction businesses and individuals involved in fake reviews, including by placing ‘warning’ alerts on the profiles of businesses that use fake reviews to boost their star ratings.
The Google case is a useful benchmark for the sanctions CMA is ready to place on future offenders, irrespective of their market capitalisation. Another case in point is Amazon, still under investigation for its handling of fake reviews.
WHAT SHOULD BUSINESSES DO?
The CMA’s draft guidance states that there is no “one size fits all” approach for publishers to comply with new rules. Nevertheless, it recommends several steps which, when implemented collectively, should be effective.
STEP 1 – CONSUMER REVIEWS POLICY
Each business should adopt and publish a policy which must:
contain a clear prohibition of fake reviews;
• state clearly the approach towards incentivised reviews;
• be accessible to users intuitively using clear and prominent signposting;
• make it clear to consumers how to leave a review;
• explain the difference between leaving a review and making a complaint.
STEP 2 - REGULAR ASSESSMENTS
Businesses can begin by regularly assessing the risks of their consumers encountering banned reviews by using available information, such as:
• content or activity on their media, including technology to identify banned reviews;
• third-party reports of suspicious reviews; and findings from investigations or internal evaluations.
Preventive measures could include:
• criteria for publishing or removing reviews; and
• functioning of ratings and ranking systems.
STEP 3 - DETECTION
To identify banned reviews, CMA suggests:
• clear rules on who can submit reviews, such as requiring identification or account and purchase verification; using automated software to detect banned reviews, like those appearing to come from different consumers but coming from the same IP address; and
• providing an easy mechanism for consumers and third parties to report suspected banned reviews
STEP 4 - INVESTIGATIONS AND RESPONSE
Investigations of suspected banned reviews should be thorough and timely, with clear communication on temporary measures, e.g. withholding or marking suspicious reviews as “pending”.
Responses could include removing banned reviews, correcting review counts, and imposing sanctions such as suspending or banning user accounts, issuing warning alerts, and terminating memberships on recommendation platforms like TrustPilot.
WHAT MEASURES ARE “REASONABLE AND PROPORTIONATE”?
The CMA states that the nature of consumer risks will determine what is reasonable and proportionate. Factors include the publisher’s business model: small traders with direct proof of purchase can easily verify reviews, while search platforms publishing third-party reviews need more extensive measures to comply.
CMA can now swiftly enforce consumer law breaches without needing to take cases to court. ”
SIZE MATTERS… BUT…
Online marketplaces, due to their high transaction volumes, may incentivise traders to procure banned reviews, necessitating more significant measures like automated tools to detect suspicious reviewer networks and anomalies.
NOT REALLY
The CMA warned that lack of resources is not a defence. Publishers should not publish customer reviews unless effective measures are in place.
ANY QUESTIONS?
Natalia is a Client Legal Director for The Legal Director, a regulated law firm founded in 2011 to help SMEs with fractional General Counsel services. The firm operates remotely, has a flat structure where each lawyer is a corporate and commercial generalist at a General Counsel level, capable of handling up to 95% of client work independently.
If you would like help complying with the Act, please give Natalia a call on 07747131233 or drop her an email at
FEATURES
A specialist in Speedy logistics
Sarah Gorman, National Business Development Manager at Speedy Freight, talks about its tailored logistics solutions, why the furniture market needs specialist support and its commitment to sustainability.
Speedy Freight is a leading UK-based logistics provider, offering end-to-end delivery solutions tailored to businesses across multiple industries, including furniture retail and manufacturing. With a strong commitment to speed, reliability, and professionalism, Speedy Freight specialises in national logistics, international shipping, and stock management. Speedy’s extensive network and dedicated account managers ensure seamless operations for businesses of all sizes, from independent retailers to large-scale manufacturers.
Furniture businesses require specialised logistics support, and Speedy Freight delivers exactly that. “At Speedy Freight, we offer a full suite of logistics services, proudly supporting both small independent shops with single deliveries and managing international 3PL contracts,” Sarah said. “We’re big enough to serve your needs yet small enough to truly care about your business.
“We thrive when we’re fully integrated as your logistics partner, regardless of your size. We have successfully collaborated with various manufacturers and retailers, including companies like Ekornes, where we provide comprehensive support with import services, freight handling, warehousing, and both B2B and direct-to-consumer deliveries. Our service is tailored to align with their brand and client expectations, ensuring timely, service-focused logistics that guarantee products arrive as intended.
“For retailers, we offer a range of solutions including drop shipping and e-commerce support, alongside product handling and delivery. Our expertise primarily revolves around B2B services, while we also cater to direct consumer needs when applicable.”
Speedy Freight has built long-standing relationships with several ∫œwell-known furniture brands, including aforementioned Ekornes as well as high end retailers, with the company looking to expand further in the sector. “Our e-commerce solutions cater to the growing demand for next-day delivery and support small to large-scale retailers,” Sarah continued. “Having worked with numerous furnishing and homeware businesses, we are eager to expand our presence in the furniture sector.
“We are committed to improving vehicle utilisation and reducing empty
journeys, which aligns with our environmental goals. By collaborating with more manufacturers and retailers, we aim to create efficiencies that benefit both your business and the planet.”
With the planet in mind, Speedy Freight takes sustainability seriously and is committed to reducing its environmental impact with significant
steps already taken. “We’re a carbon neutral business (since August 2023) and have partnered with Carbon Neutral Britain to measure and offset our carbon emissions,” Sarah said.
“The scope of our Carbon Neutrality certification includes our office spaces across our entire network, commuting practices, and our owned
fleet. Through the Carbon Neutral Britain Climate Fund™, Speedy Freight is offsetting our carbon emissions through internationally certified carbon offsetting projects. The projects have been selected based on their direct and indirect impact around the world – not just in carbon offsetting, but also in supporting education, employment and clean water, as well as having a net positive impact on the local wildlife and ecology.
“Our certification as a Carbon Neutral Business by Carbon Neutral Britain is a testament to our dedication to environmental responsibility and we look forward to continuing our carbon offsetting efforts.”
Furthering its environmental commitment, Speedy Freight launched the ‘Routes Planting Roots’ campaign in partnership with the Earth Restoration Service in April 2023. Through this initiative, the company has funded wildflower meadows and tree nurseries in over 30 schools across the UK, contributing to biodiversity and ecological restoration.
“Our branches have funded wildflower meadows consisting of about 100 native wildflowers and tree nurseries of 50 native trees to reforest and reflower school grounds across the UK, in support of the Earth Restoration Service’s goal of planting 50,000 trees and enough wildflowers to attract 20 million insects to the UK by 2030,” Sarah added.
Looking ahead, Speedy Freight has ambitious expansion plans. In 2025, the company will continue its US growth, adding seven new hubs to enhance its international reach. Additionally, the launch of Speedy Air will further strengthen its service offering, ensuring that businesses benefit from an even more comprehensive logistics network.
“This expansion will help us continue to support international businesses and meet the increasing demand for fast, reliable logistics,” Sarah said, adding that the UK market is also a key focus for growth too. “We’re eager to collaborate with furniture manufacturers and retailers to help streamline your logistics operations. We’re offering a free audit and quotation to show how we can best support your business. Let’s talk and find solutions that work for you.”
Having worked with numerous furnishing and homeware businesses, we are eager to expand our presence in the furniture sector. ”
UNDERSTANDING CONSUMER COMPLAINTS FOR BUSINESS IMPROVEMENT
In the ever-evolving world of furniture and home improvement, understanding consumer behaviour is key to maintaining a competitive edge. At the Furniture & Home Improvement Ombudsman (FHIO), we often hear the question: Why do consumers complain?
The answer lies in a combination of expectations, communication gaps and, at times, unmet promises. For retailers, traders and manufacturers, addressing these issues proactively can not only reduce complaints but also enhance customer loyalty and brand reputation.
THE ROOT OF CONSUMER COMPLAINTS
Consumers today are more informed and empowered than ever before. With access to online reviews, social media and comparison tools, their expectations are high. When these expectations are not met, complaints arise. Based on our experience at FHIO, the most common reasons for complaints in the furniture and home improvement sector include:
1. Product Quality and Durability
Consumers expect furniture and home improvement products to be durable, functional and fit for purpose. When items arrive damaged, fail prematurely or do not meet the advertised standards, dissatisfaction follows.
2. Delivery and Installation Issues
Late deliveries, incorrect items or poor installation services are frequent pain points. Consumers often plan their lives around delivery schedules, and delays or errors can cause significant inconvenience.
3. Communication Breakdowns
A lack of clear communication between retailers, traders and consumers can lead to misunderstandings. Whether it’s unclear delivery timelines, missing product information or unresolved queries, poor communication is a common trigger for complaints.
4. After-Sales Service
When issues arise, consumers expect prompt and effective after-sales support. A lack of responsiveness or failure to resolve problems quickly can escalate dissatisfaction.
TURNING COMPLAINTS INTO OPPORTUNITIES
While complaints may seem like a challenge, they also present an opportunity for businesses to improve and build stronger relationships with their customers. Here are some actionable insights for retailers, traders and manufacturers:
• Prioritise Quality Control
Invest in robust quality control processes to ensure products meet the highest standards. Regularly review supplier performance and address any recurring issues.
• Streamline Delivery and Installation
Work with reliable logistics partners and provide accurate delivery estimates. Ensure installation teams are well-trained and equipped to handle jobs efficiently.
• Enhance Communication
Keep customers informed at every stage of their journey. Use clear, transparent language in marketing materials, contracts and correspondence. Proactively update customers on any delays or changes.
• Strengthen After-Sales Support
Establish a dedicated after-sales team to handle queries and complaints promptly. Empower staff to resolve issues effectively and ensure customers feel heard and valued.
While complaints may seem like a challenge, they also present an opportunity. ”
THE ROLE OF THE OMBUDSMAN
At FHIO, we are committed to supporting both consumers and businesses in resolving disputes fairly and efficiently. By adhering to our Code of Practice, businesses can demonstrate their commitment to high standards and customer satisfaction. Our independent dispute resolution service provides a safety net for consumers, while also helping businesses maintain their reputation. FHIO works with businesses to equip them with data and insight captured through the impartial resolution of disputes. This helps businesses to understand the specific root causes behind the complaints they receive, while also highlighting what is working well.
CONCLUSION
Understanding why consumers complain is the first step towards reducing dissatisfaction and cultivating long-term loyalty. By addressing common pain points and prioritising customer care, retailers, traders, suppliers and manufacturers can turn potential complaints into opportunities for growth.
In the next part of our ongoing sustainable series, hardwood furniture retailer Oak Furnitureland and upholstery retailer DFS share its latest sustainability updates.
OAK FURNITURELAND
Oak Furnitureland recently reported a decline in sales of 17% to £236m in its latest set of accounts for the year ended 30 June 2024. The retailer said this was due to “reduced volumes caused by a soft market, the Red Sea disruption and the subsequent impact on freight and inflation costs”. Despite this, Group operating loss improved by 19% to £12.4m vs £15.4m in 2024, driven by the diverse product pipeline and focus on enhancing the online and showroom estate. Improvements included a new incentive scheme, mystery shopping programme and ongoing digital transformation to optimise the customer experience from research to purchase.
Detailed in its accounts, Oak Furnitureland also provided an update on its sustainability progress, which is documented over a number of areas. For the period, the Group has reduced energy consumption from 39,022,518 kWh to 30,837,542 kWh, a reduction of 20.9%, as well as its intensity metric of 38.73 tCO2e per total estate floor area m2 (‘000), down by 17.51% from 46.95 in 2023.
Oak Furnitureland has converted its electricity supply to 100% REGO-back renewable sources, which contribute to reducing overall carbon emissions. In late 2024, the retailer moved to a single supplier, with all showrooms converted to HHD meters, helping to reduce waste electrical usage.
The business has been slowly phasing out the remaining gas boilers from the estate throughout the period, with this project now being successful, seeing the business become gas-free since July 2024.
Other energy efficient improvements include a continuous lighting refurbishment across its retail estates to improve overall energy efficiency and reduce carbon emissions. At the date of the reporting period, 95% of Oak Furnitureland’s estate is using LED lighting, and all sodium-based lighting has been replaced with LED.
Oak Furnitureland has converted its electricity supply to 100% REGO-back renewable sources, which contribute to reducing overall carbon emissions. – Oak Furnitureland
Furthermore, the retailer is engaged in negotiations with the relevant parties to implement onsite renewable energy by utilising solar potential and generation at its head office in Swindon. It is also reducing the carbon emissions produced by its fleet of delivery vehicles and has trialled HVO fuel on a small number of deliveries to assess the feasibility of this fuel type on a mass scale.
Oak Furnitureland has also joined industry-leading supply chain auditors SEDEX (the Supplier Ethical Data Exchange). SEDEX is the world’s largest ethical trade forum and through its expertise and guidance on assessing suppliers, it helps Oak Furnitureland further improve transparency and better drive environmental and ethical standards across its global supply chain.
The retailer is a signatory to the BRC’s Climate Action Roadmap committing to net zero emissions by 2040, while it also has partnerships with The British Heart Foundation (the BHF) and Clearabee to provide customers with reuse and recycle furniture removal options that help divert waste from landfill.
Oak Furnitureland’s core focus is in its product; creating and delivering a proposition that is cemented in quality and built to last. Longevity is at the absolute core of the brand’s approach to sustainability.
DFS
Living room and upholstered furniture retailer DFS recently reported a growth in first half profit as sales remained strong. According to its interim results for the 26-week period ended 29 December 2024, total half year sales stood at £504.5m, down 0.1% from £505.1m against the same period the previous year. Gross margin increased from 56% to 56.7%, while underlying pre-tax profit resulted at £17m, up by £8.3m from £8.7m yearon-year.
Detailed in its trading update, DFS shared its latest progress on its sustainability initiatives, as Tim Stacey, Chief Executive Officer, outlines: “We have made good progress on our commitments, which we established when we launched our Sofa Cycle framework in 2020, and are developing our ambition to become a circular business.
“We obtained validation from the Science Based Targets initiatives of our near-term emissions reduction target, underpinning our commitment to minimise our environmental impact. Given that our emissions are weighted to Scope 3, it is crucial that our partners are aligned with our ambitions. We secured commitments from partners to develop their own science-based Net Zero plans, covering 59% of our Scope 3 emissions.
“Our scale is significant enough to be a driving force of change in the sector. Through our collaborative approach with our suppliers, we are working to ensure responsible and sustainable use of materials through transparency and traceability. For example, we are working towards our targets for increasing the use of FSC/PEFC certified timber and OEKO-TEX STeP certified textiles and, in the period, we were pleased to confirm all our Tier 2 and 3 suppliers are now Leather Working Group certified, setting important standards including to ensure our products are not contributing towards further deforestation.”
Our
scale is significant enough to be a driving force of change in the sector. Through our collaborative approach with our suppliers, we are working to ensure responsible and sustainable use of materials through transparency and traceability. -
DFS
THE BIG QUESTION
This month we’re asking retailers: Are you using AI?
Furniture World
Yes, we are – great for getting ‘stock items’ into room sets for the website and marketing in general.
Dreamland Bedding Centre Harrison
Since I discovered AI, after being a bit scared of using it to be honest, I love it! I use it for my marketing, emails, letters and research and anything else I can think of to ask it a question. Whatever I use from AI, I do always make changes to make it sound more like me but it’s outstanding how much it can do. I think I’ve only touched the surface on what can be achieved with it but it’s a learning curve for me.
Mattress Online is a tech-focused company so we’ve been early adopters of AI and remain keen to push the current state to its limits, to understand what it can and can’t do. It’s very important to know which tasks it’s suitable for and where it fails to give you what you need. One of the key challenges for businesses is knowing how to use AI so that it’s predictable and reliable. It’s not fully there yet, but improves with each new model that’s released. Soon everyone will have access to AI as a go to tool for problem solving or completing laborious tasks as well as helping creativity.
Until recently, we had intentionally refrained from incorporating AI into our operations. During my studies, I made a conscious decision to avoid using AI, as I was determined to rely solely on my own analytical capabilities. I recognised that AI, while a powerful tool, could have become a crutch—one that might undermine the authenticity and originality of my work. However, since completing my studies, my stance on AI has evolved. I recently attended an Innovate UK event focused on integrating AI into business practices, which highlighted the significant potential for efficiency gains and strategic insights.
As a result, we are now in the early stages of exploring AI adoption within our organisation. Thus far, we’ve identified several areas where AI could add genuine value, including route planning, forecasting, and marketing analysis—all of which have demonstrated clear validity. Conversely, when reviewing AI’s application to point-of-sale creation, we found limitations. Much of the output consisted of generic, repetitive information, which offered little in terms of meaningful insights. This has made us more discerning about where we deploy AI, ensuring it is used to enhance efficiency rather than generate surface-level content. While we remain in the exploratory phase, AI is becoming an increasingly valuable tool for driving operational efficiency and supporting data-driven decision-making. We are committed to leveraging it strategically, ensuring it complements rather than replaces employee expertise.
We sometimes delve into using AI to process imagery quickly when needed. However, when it comes to our customers, we believe in being 100% authentic. We don’t want customers speaking to a bot when they have a bedrelated query—we’d much rather offer real, personal service from our expert team. That said, as AI and the modern world continue to evolve, we may explore its potential in our marketing strategies in the future when necessary.
We have used AI a little bit, when doing online adverts. The AI helped word our advert & description more professionally. Apart from that we have not had a need for it, no doubt this will change as AI develops. We will keep an eye on it.
FEATURES
Destination Furniture
Furniture imports during January 2025 increased on the same month last year while exports from the UK declined.
TOP THREE’S
A look at some notable data within the upholstery, mattresses, cabinet and carpets sub-categories.
According to the latest UK trade data, analysed by Big Furniture Group, total imports of furniture into Britain valued £660.1m in January 2025, up 7.13% from £616.1m against the same month the previous year.
Imports from the EU registered a decline of 10.7% to £260.3m from £291.5m. Imports from Italy were down 0.7% to £49.7m, while Polish imports fell 24.1% to £48.8m. Imports from Germany were up 3.7% to £44.9m.
As for outside the EU, total imports rose 23.1% to a value of £399.8m from £324.6m. Chinese imports were up 31.7% to £290.4m, while Vietnam rose by 32% to £19.1m. Imports from USA saw a decrease of 4.6% to £17.9m and Moroccan imports rose 23% to £12.7m.
Moving to exports, the total value of UK furniture leaving the country fell 1.6% to £175.9m from £178.8m year-on-year. In Europe, exports fell 4.8% to £82.2m from £86.4m. Exports to France increased 7.6% to £24.4m, while Irish exports were down 30.4% to £19.1m. Exports to the Netherlands fell 16.3% to £5.4m, while to Germany, exports were down 14.7% to £9.3m.
Outside the EU saw exports increase 1.4% to £93.7m from £92.3m. Exports to China were up 316% to £6.6m, while India fell 38% to £2.7m. Exports to the UAE rose 52% to £9.3m, while the USA decreased 33% to £35.2m and exports to Singapore rose 472% to £6.1m.
Get the free data
For the monthly data and all other annual changes across four main sectors of the market – including upholstery, mattresses, cabinet and carpets, download the full report of imports and exports by country and value at
Following a successful 2024 launch, the INDX National Flooring Show returns to Cranmore Park on 13-14 May 2025, with a commercially crafted showcase to fuel your business growth.
Expect exciting updates featuring all the latest trends, including references to Pantone’s colour of the year Mocha Mousse.
With exclusive access to the industry’s leading brands, attendees can look forward to exploring a carefully curated exhibitor selection bringing together the best carpets, rugs, laminates, woods, vinyl, LVT’s, underlays, and accessories.
Driven by insight and innovation, the organising team are working in partnership with buying groups including ACG, AIS Flooring One, Bond Retail Marketing, Carpet 1st, Greendale, and SMG to deliver an inspirational 2-day event.
Expect exciting updates featuring all the latest trends, including references to Pantone’s colour of the year Mocha Mousse, a focus on wellness, and a sensory explosion of tactile designs.
Discover the latest sustainability initiatives from Recyclemycarpet. co.uk and the UK Sustainable Flooring Alliance and don’t miss stunning recycled rugs from Louis De Poortere
Plus, there’ll be live product demos from Bostik and The Vintage & Modern Rug Company and launching at the show is the Simply Smooth collection (LVT, laminate, cushion vinyl) from Abingdon Flooring and new dry-back LVT from Lamett
All visitors are also invited to the Networking Social, taking place after the show on day one at The Loft, Cranmore Park’s new eatery and hospitality space. A great opportunity to get together, relax and catch-up in an informal setting, with drinks, canapes, and live music.
Visitor registration is open and can be completed online at www.indxshows.co.uk/indx-home/ flooring/flooring
Kaydian
Newton Ottoman Bed - Featuring a bold chunky headend to floor with piped border edging and hardwood footend feet, the Newton’s simple style speaks for itself! A spacious ottoman area with hydraulic assisted lift system and dual lifting straps, provides a much-desired storage facility cleverly concealed in the base of the bed. Kaydian has fitted this model with our new ‘Ottoman Safety Bar’ to prevent accidental closure when accessing stored items. Available in 4ft6, 5ft & 6ft sizes in Vogue Grey and Deep Ocean Blue Velvet and Maskat Clay fabric. www.kaydian.co.uk
Devonshire
Owing to the popularity of our award winning Lydford Painted collection, we are launching the range in all-over pale oak. Radiating sophisticated ambience with gently curved edges, rounded tops, sculptured plinths and a beautiful pale oak finish, the Lydford Oak is a true show stopper. Matching piece for piece with the painted collection, the Lydford Oak will carry our most popular and best-selling items, including our very impressive Quad Robe. www.devonshireliving.co.uk
Reinforced Beds
The Pentney Bunk Bed represents the pinnacle of our design and engineering expertise. Crafted with an upgraded 2.0mm steel frame, it securely holds the reinforced mesh in place, ensuring exceptional durability. Assembly is a breeze, thanks to its one-piece end frames, reducing setup time significantly. Plus, we’ve prioritized comfort and safety by including flat steps on the reversible ladder, making every climb smoother and safer. The Pentney isn’t just a bunk bed; it’s the perfect combination of strength, style, and practicality. www.rbtrade.co.uk
PureLay
PureLay, a brand dedicated to enhancing sleep through Natural Wellness Latex, has recently launched three innovative mattress ranges. Designed to address one of the biggest sleep disturbances, heat buildup, this new collection combines the cooling and breathable properties of PureLay Latex with natural fillings, including wool, cotton, cashmere, and silk, all designed to create a luxurious and temperature-regulating sleep experience. sales@purelay.co.uk
Avriio
Recognised for its forward-thinking designs, sustainable manufacturing practices, and superior craftsmanship, Avriio has quickly gained traction within the furniture industry. The brand’s seamless integration into the competitive UK furniture sector reflects its dedication to meeting evolving consumer demands and delivering top-tier home solutions. With a strong commitment to quality, design, and customer satisfaction, Avriio is set to revolutionize the UK furniture landscape, bringing a fresh and dynamic approach to home living solutions. www.avriio.com
Vogue Beds
The Climate Collection features three pocket counts, 1000 Pocket, 1500 Pocket & 2000 Pocket, with all the Pocket springs approved and certified by the Vegan Society ensuring no animal content is used in the manufacturing process. The Climate Collection is designed to be entirely recyclable too, contributing significantly to the reduction of mattresses that end up in landfills. www.climatemattress.co.uk
Loren Williams
The Ocean Collection marks a significant step towards sustainability. By incorporating recycled ocean plastics and bio-based memory foam, it reflects our commitment to ecoconscious design. While some materials are chosen for their performance qualities, each mattress turns environmental challenges into positive solutions, offering restorative sleep while contributing to a healthier planet. www.lorenwilliams.co.uk
Birlea
Introducing our latest design innovation: The Maisey Ottoman Bed, a statement piece that blends modern craftsmanship with ultimate comfort. But that’s not all. We’ve been busy—with over 100 new SKUs launched and even more to come! 2025 is shaping up to be our most dynamic year yet, and we’re thrilled to take things to the next level. www.birlea.com
Henrik Pontoppidan, Director of S2U Design, talks about the new Production Power house and how to make the most of it.
Vietnam’s manufacturing sector is thriving, and while factories are open to new business, they are now past the post COVID desperation. Many are already at full capacity, fuelled by rising demand as companies shift production from China. Many are investing in new modern factories, and a lot of Chinese, Korean, Thai and Taiwanese manufacturers invest and build factories in Vietnam. If you’re looking to source from Vietnam, understanding the fundamental differences between China and Vietnam is crucial.
China vs. Vietnam: Transaction vs. Relationship
China’s sourcing model is transactional - you browse a catalogue, place an order, and receive a product. Factories are structured for off-the-shelf sales, and relationships are secondary. This is not how things work in Vietnam.
Vietnam’s manufacturing is relationship-driven and predominantly OEM-based. Factories do not operate from catalogues; they develop products with buyers. If they have a real showroom, models on display are usually not for sale –they are developed for specific clients. The best manufacturers prioritize serious, long-term customers. If you approach sourcing with a transactional mindset—sending a photo and asking, “How much?” - you’re likely to be filtered out of the factory-perceived top-tier customer group. Instead of dealing with key decision-makers, your request will land with a junior sales assistant who is there to take orders, not guide product development.
This is why S2U Design plays a crucial role. We don’t just find you a factory or obtain a quote for you - we get you in front of the right factories, the right people, and ensure you’re taken seriously. We create a clear, professional brief on your behalf before engaging with manufacturers. This is a critical step in securing the best partners and achieving the right results.
Understanding the Process: A Personal Perspective
Buyers often approach me with a simple request: “Can you get a price for this?” alongside a product image. What they
sometimes don’t realize is that sourcing in Vietnam is not a simple price check. Before a factory can quote, every detail must be defined—materials, construction, finish, packaging, and logistics. Then, we need to identify the right manufacturer, negotiate terms, and refine the design for cost feasibility. Without this process, if a quotation is successfully obtained, it will be rather meaningless.
Another common question is: “Will the factory do XYZ?” For example, “Will they use high-grade veneer?” or “Will they add corner protection to the packaging?” The answer is: They will do exactly what you specify - but only if you specify it. Unlike in China, where some details may be standard, Vietnamese factories expect clear instructions. If you fail to specify something important, you may get an unwanted surprise. This is where S2U Design steps in—we ensure that nothing is left to chance.
Vietnam’s top factories are in high demand. ”
What Success Requires From You
If your goal is to develop a unique OEM product, you must accept that it requires investment—both in time and resources. There’s no quick fix, but the effort pays off. With a well-structured approach, you can create highly competitive, unique products that give you a real edge in the market.
However, if you expect instant quotes, next-day orders, and off-the-shelf solutions, Vietnam will be frustrating. That’s not how the industry operates. Success comes from understanding the process and working with the right partners who can execute it for you.
The Best Factories Are in High Demand
Reliable manufacturers - those with strong quality control and dependable lead times -don’t chase business. They have their own selection criteria for choosing customers, just as we have criteria for selecting factories. While each factory has its own focus, one universal truth applies: they prioritize serious buyers who demonstrate commitment. If you engage casually, you won’t reach the decision-makers who matter.
How S2U Design Ensures Your Success
At S2U Design (www.s2udesign.com), we don’t just guide you—we do the heavy lifting on the ground. Our services ensure that you get the right products, at the right price, from the right factory, without having to navigate Vietnam’s complexities alone.
Here’s what we handle for you:
• Factory Selection & Evaluation – Identifying manufacturers that align with your needs.
• Detailed Design & Technical Documentation – Ensuring every specification is clear and precise.
• On-the-Ground Factory Checks – Meeting with CEOs and key decision-makers.
• Negotiation & Pricing – Structuring the deal for long-term success.
• Production Oversight & Quality Control – Preventing costly mistakes.
The result? You get a simple, profitable solution where you can place orders with confidence. The investment in our service typically pays for itself within the first or second container through smarter sourcing, cost savings, and faster lead times.
The Time to Act Is Now
Vietnam’s top factories are in high demand. If you delay, you risk missing out on the best partners—or worse, getting stuck with unreliable suppliers.
If you’re serious about winning in Vietnam, let’s talk. Visit www.s2udesign.com to see how we can secure your supply chain and position you for success.
You can also drop me a line on henrik@s2udesign.com
Feng Heng
FEH
Tonybed
Fleming
Paul Wray, Managing Director of Modern Outlook Furniture, talks about the latest trends in furniture from China to the UK.
The UK furniture market is highly dynamic, with consumers seeking a mix of style, functionality, and sustainability. Chinese manufacturers, known for their adaptability and innovation, are at the forefront of supplying furniture that aligns with these preferences. Here are the latest trends in furniture being exported from China to the UK as of 2025.2.1
1. Sustainable and Eco-Friendly Furniture
Sustainability is a major focus for UK consumers, and Chinese manufacturers are responding with Eco-conscious designs. Key trends include:
• Recycled and Reclaimed Materials: Furniture made from reclaimed wood, recycled plastics, and other sustainable materials.
• Low-VOC Finishes: Non-toxic, environmentally friendly finishes that meet UK safety standards.
• Certified Sustainable Products: Furniture with certifications like FSC (Forest Stewardship Council) and PEFC (Programme for the Endorsement of Forest Certification). UKFR Certification for materials and fillings that meet the required standard for the UK market.
2. Minimalist and Scandinavian-Inspired Designs
Clean, functional, and understated designs remain highly popular in the UK. Key characteristics include:
• Light Wood Tones: Oak, birch, and ash are favoured for their natural and airy aesthetic.
Neutral Color Palettes: Whites, greys, and beiges dominate, offering versatility and timeless appeal.
• Streamlined Shapes: Simple, uncluttered designs that emphasise practicality and elegance.
3. Multifunctional and Space-Saving Furniture
With urban living spaces in the UK often limited, multifunctional furniture is in high demand. Popular options include:
• Convertible Sofas: Sofa beds and modular sofas that adapt to different needs.
• Nesting Tables: Compact tables that can be stacked or separated as needed.
• Wall-Mounted Desks: Fold-able desks that save space in home offices.
4. Smart Furniture
The integration of technology into furniture is a growing trend in the UK. Smart furniture features include:
• IOT Integration: Furniture with built-in sensors and connectivity for smart home systems.
• Multifunctional Designs: Pieces like sofa beds, fold-able tables, and storage-integrated furniture that maximise space.
Charging Stations: Furniture with built-in wireless charging pads and USB ports.
5. Luxury and High-End Furniture
Affluent UK consumers are driving demand for premium furniture. Trends include:
• Customization: Bespoke furniture tailored to individual preferences.
• High-Quality Materials: Exotic woods, premium leather, and handcrafted details.
Statement Pieces: Bold, artistic designs that serve as focal points in interior spaces.
6. Biophilic Design
Biophilic design, which incorporates natural elements into interiors, is gaining popularity in the UK. Key features include:
• Organic Shapes: Furniture inspired by nature, such as curved sofas and leaf-shaped tables.
• Natural Textures: Materials like rattan, jute, and stone that bring the outdoors inside.
Indoor-Outdoor Furniture: Versatile pieces that can be used both indoors and outdoors.
7. Bold Colors and Patterns
While neutral tones remain popular, there is a growing interest in vibrant colors and patterns. Trends include:
• Jewel Tones: Rich colors like emerald green, sapphire blue, and amethyst purple.
• Geometric Patterns: Bold, graphic designs on upholstery and accents.
• Mixed Materials: Combining wood, metal, and glass for a dynamic look.
8. Ergonomic and Health-Conscious Furniture
With more people working from home, ergonomic furniture is in high demand. Key trends include:
• Adjustable Desks: Sit-stand desks that promote movement and reduce sedentary behavior.
• Ergonomic Chairs: Office chairs designed to support posture and reduce strain.
Wellness-Focused Designs: Furniture that promotes relaxation, such as recliners with massage features.
9. Cultural Fusion and Global Influences
UK consumers are increasingly drawn to furniture that reflects global cultures and traditions. Trends include:
• Asian-Inspired Designs: Zen-like furniture with minimalist and natural elements.
Moroccan and Middle Eastern Influences: Intricate patterns, vibrant colours, and luxurious textures.
• Bohemian Style: Eclectic, layered designs with a mix of patterns and textures.
10. Vintage and Retro Styles
Nostalgia-driven designs from the mid-20th century are making a comeback. Trends include:
The
latest trends in furniture from China to the UK reflect a blend of sustainability, innovation, and cultural influences.
demands, offering a wide range of products that cater to diverse tastes and lifestyles. Whether it’s smart furniture for tech-savvy urbanites or eco-friendly designs for environmentally conscious consumers, China continues to lead the way in shaping the future of the global furniture industry.
• Mid-Century Modern: Iconic designs from the 1950s and 1960s, characterised by organic curves and tapered legs.
• Art Deco Influences: Bold geometric patterns, luxurious materials, and metallic accents.
Up-cycled Furniture: Vintage pieces that are refurbished and given a modern twist.
The latest trends in furniture from China to the UK reflect a blend of sustainability, innovation, and cultural influences. Chinese manufacturers are adept at meeting these evolving
Modern Outlook Furniture stands ready to support businesses of all sizes in their procurement endeavours from China, offering comprehensive Quality Control services to ensure successful project outcomes. Should you wish to explore how we can assist you in avoiding potential challenges and setbacks, please do not hesitate to contact us.
Emily Newgaard, Vice President & Editorial Director at Big Furniture Group USA, talks
about the omnichannel retail revolution.
Step into an American furniture showroom on a weekend, and you’ll see retail in action. A couple compares prices online as they browse, a woman uses an iPad to visualize a sofa in her living room, and another customer finalizes an order online, opting for in-store pickup to test-sit the chair before taking it home. This seamless blend of online and offline shopping is the “omnichannel revolution” transforming furniture retail.
Gone are the days of visiting a showroom, testing a few sofas, and haggling over prices. Today’s shoppers move effortlessly between Instagram inspiration, online research, and in-store experiences. And it’s not just an American trend—consumer expectations are evolving.
Omnichannel is more than just selling through multiple channels—it’s about connecting them all for a smooth, integrated experience. A shopper might:
1. Discover a chair on Instagram.
2. Click through to check dimensions and reviews online.
3. Visit a store to try it out.
4. Order via an app or in-store kiosk for home delivery or pickup.
5. Return it through any channel, with consistent customer support.
Everything is connected. A shopper’s browsing history informs in-store recommendations. Sales associates can access realtime stock updates and assist customers more efficiently. Pricing remains consistent, and customers avoid frustrating out-of-stock surprises.
Tech is at the heart of this transformation. Augmented reality allows customers to “place” furniture in their home before buying, reducing returns. Artificial intelligence personalizes shopping, suggesting matching accessories or reminding customers of past purchases. In-store kiosks let shoppers explore upholstery options and coordinate delivery seamlessly. The result? A frictionless journey that feels intuitive and personal.
Omnichannel is more than just selling through multiple channels. ”
Furniture showrooms are evolving into immersive spaces. Take Restoration Hardware, which transformed stores into “galleries” with cafés and curated art. The goal? Make visiting the store an experience, not just a transaction. Free design consultations, interactive product demonstrations, and inviting lounge areas keep customers engaged. Even digital elements—like touchscreens showcasing extended inventory—enhance the experience.
Meanwhile, some online furniture brands are launching pop-up shops where customers can see, touch, and test bestsellers before ordering online. By blending digital convenience with tactile experiences, retailers keep customers engaged and satisfied.
Behind the scenes, a sophisticated supply chain powers omnichannel success. Retailers sync inventory across warehouses, stores, and online platforms to ensure availability and fast delivery. Enterprise software tracks stock levels, predicts demand, and personalizes recommendations. The challenge? Managing complex logistics while maintaining realtime accuracy. Brands that get it right turn fast, reliable shipping into a competitive edge.
Omnichannel retail is more than a trend—it’s the future. Customers expect a seamless, tech-driven experience that blends online convenience with the sensory richness of instore shopping. Retailers who embrace this shift, integrating technology and personal service, will build lasting customer loyalty in an increasingly connected world.
www.bigfurnituregroup.com/big-usa-news/
JOBS BOARD
Here
are some of
the latest furnishing industry jobs.
(Correct as of 20 March 2025)
Sensum Scents Independent Sales Agent
We are a family run, Scottish based home fragrance brand established in 2018. Over the last couple of years we have expanded in to wholesaling and are now on the hunt for some additional independent sales agents to help us boost our brand in to different retailers across the UK. Must have relevant experience and established industry contacts would be an advantage. (furniture, home accessories, gifting, garden etc).
Identifying potential customers through networking and following leads.
• Arranging meetings with potential and existing customers to present company products. Becoming a product expert – allowing you to showcase our products at full potential.
• Building and maintaining solid working relationships with both new and existing customers. Promptly submitting purchase orders to the relevant department for processing.
• Following up with customers to inquire into whether purchased products meet their expectations. Staying on top of replenishment/repeat orders.
• Filling out the necessary paperwork to ensure commission.
• Being the communication between customers and the business, liaising smoothly and consistently.
• Addressing any customer concerns and resolving
• Earning commission based on sales monthly. Please email carly@sensumscents.com if you are interested in the position.
Hypnos – Digital Experience Executive
We are looking for a digital marketing professional, keen to develop their skills, to join our creative, fast-paced and innovative team, and support both the Head of Digital Experience and Head of Brand and Marketing. This position would be perfect for a Digital Marketing Assistant or Executive with good knowledge of the Digital and Brand marketing spaces who already has hands-on experience of both content creation (copy writing e.g. website copy, blogs, social posts, as well as video editing and graphic design) and technical knowledge for deployment via email (ESP), social, webpage editors (CMS) and use of Adobe Creative Suite. Excellent working knowledge of Photoshop, Premier Pro and Microsoft Office software is essential. More information: https://www.bigfurnituregroup.com/hypnos-digitalexperience-executive/
Indus Valley Sales Agent – South West
The Company: Established in 1998, Indus Valley is a leading wholesale supplier of solid wood, ceramic, and reclaimed furniture, distributing throughout the UK. We are seeking motivated Sales Agent to join our team and represent our high-quality products in the South West region.
About Us: At Indus Valley, we pride ourselves on delivering exceptional craftsmanship and sustainable furniture solutions to our clients. With over two decades of experience, we have built a trusted reputation within the industry.
The Role: As a Sales Agent, you will:
• Represent and promote our product range to clients across the South West.
• Build and maintain strong customer relationships.
• Identify and secure new business opportunities.
How to Apply: If you are interested in this exciting opportunity, please send your CV to our Managing Director, Atul Joshi, at atul@indusvalley.co.uk
Excellent Relax Bedding Group – Sales Agents
A family run bed maker based in Yorkshire, lovingly creating hand crafted luxurious beds offering the best in comfort and support. Proud to be members of the National Bed Federation, the Guild of Master Craftsmen and the Association of British Furniture Manufacturers, you can be assured of the quality of our product.
We are currently looking for Sales Agents in the following areas:
• Scotland
• Wales
• Central London and surrounding area
We manufacture mattresses, bed divans, headboards, adjustable beds and our own springs all in house. If you are interested in this exciting opportunity, please send your CV to our Managing Director, Azeez Akudi, at info@exrelax.co.uk
Are you looking to expand your team? Advertise your job with us. For more information, contact Nick on nick@bigfurnituregroup.com
For more jobs and further information, visit www.bigfurnituregroup.com/jobs
HOW GOOD IS YOUR BACKUP SOLUTION?
Having a backup solution for your business is paramount to survival and to combat any unforeseen system failures, incidents or even attacks.
From system failures to cyber-attacks, businesses can suffer breakdowns at almost any moment, with the level of impact anything from minimal to a total crisis. Take the recent event at London’s Heathrow Airport. It actually provided a real-life lesson of Murphy’s Law - if something can go wrong, it will. In this case, a single point of failure caused by a fire at a major electrical substation caused the complete collapse of power across the area – shutting down the airport for the day. It was one of the UK’s worst air travel disruption incidents in years.
Last year also saw a number of system failures, including a nationwide issue with trains that were delayed due to fault with a communications system. The problem was caused by a new hardware card installed used by drivers and signallers as part of an upgrade. The disruption wasn’t as catastrophic as the aforementioned example, but a disruption nonetheless.
Another example, and one at the highest level of seriousness, was that of the NHS where a BBC News investigation found that IT system failures were linked to the deaths of three patients and more than 100 instances of serious harm at NHS hospital trusts in England.
Moving onto cyber-attacks, in 2023-24, UK businesses experienced approximately 7.78 million cybercrimes of all types, with an average of 21,315 attacks per day, and around 116,000 nonphishing cybercrimes. The UK Government Cyber Security Breaches Survey revealed that 50% of UK businesses experienced a cyber-attack or security breach in the previous 12 months.
Furthermore, according to data from the Office for National Statistics (ONS), there has been a rise in computer misuse incidents from 2019 (966,000) to 2024 (1,022,000) – a growth of 5.7%. This was broken down into different sub-categories that saw the number of unauthorised access to personal information (including hacking) incidents, rise from 522,000 in 2019 to 883,000 in 2024 – a growth of 69.1%.
With a focus on the furnishings industry, this area of system failure has seen some notable cases over the last few years. Global mattress manufacturer Tempur Sealy International, Inc. (now known as Somnigroup) previously identified a cybersecurity incident involving its IT systems back in 2023. Upon discovery of the event, the company activated its incident response and business continuity plans designed to contain the incident. This included proactively shutting down certain of the Company’s IT systems, resulting in the temporary interruption of the Company’s operations.
Meanwhile, the UK division of German furniture components and fittings supplier Hafele had been the victim of a ransomware attack. “There was a ransomware attacked on the IT systems of the Hafele Group from an external source,” the company said. “After the incident was discovered, the system landscape was shut down. Consequently, HUK had to revert to telephone only order taking and manual picking in our warehouse for several weeks. This situation led to sales losses in the high double digit percentage range in the month of February 2023.”
The group added that new systems have since been implemented and that the remainder of the year was “heavily focussed on restoring our creditability in the marketplace and winning back those customers that had to shop elsewhere in the period following the attack”.
Carpet retailer Carpetright, which has since entered administration, previously confirmed that it had been the victim of a cyber-attack in the UK, adding to an attack in Europe. The attack was understood to be a malware breach to gain authorised access to customer data. However, the retailer said that its network was taken offline, insisting that the virus was isolated before any data breach. It had also suffered a data breach within its Netherlands division as well as in Belgium where hashed passwords may have been stolen.
Carpetright said the breach took place on 19 February 2024 on the back-end of its website, which was infected with unknown malware. Information including customer names, addresses and contact details are at risk following the breach, which could include 30,000 Carpetright account holders.
Back in August 2023, software company Swan Retail suffered a criminal cyber-attack that resulted in the business going offline for days. Swan confirmed the security breach by an unauthorised third party, which impacted customers in the UK and USA, causing “significant disruption to services and impacting some of our customers’ businesses”.
With the impact of system failures and cyber-attacks monumental to businesses and its customers, its vital backup procedures are in place. The National Cyber Security Centre (NCSC) encourages all businesses to implement good practice. “A backup is a copy of your important data that’s stored in a separate safe location, usually on the internet (known as cloud storage), or on removable media (such as USB stick, SD card, or external hard drive).
“Once you’ve made a backup, if you lose access to your original data, you can restore a copy of it from the backup. You should backup anything that you value. That is, anything that would inconvenience you (for whatever reason) if you could no longer access it.”
The NCSC Cyber Essentials scheme protects against the most common cyber-attacks and appetite for certification continues to grow, with over 40,000 certifications issued in the past 12 months. New research into the impact of Cyber Essentials found that certified organisations are more protected against cyber threat, more cyber risk aware, more compelled to improve their cyber resilience further, and encouraged to cultivate more cyber secure supply chains.
NCSC Deputy Director for Cyber Growth, Chris Ensor said: “As the cyber threat landscape evolves, attackers continue to exploit the same vulnerabilities which they targeted back in 2014, when the Cyber Essentials scheme was first launched.
“That’s why I strongly urge all organisations to make Cyber Essentials a foundational part of their cyber resilience. For organisations lacking the necessary in-house expertise, support is readily available through companies offering the NCSC-recognised Cyber Advisor Service.”
THE ART OF NON-PUSHY SELLING
Adam Hankinson, Managing Director at Furniture Sales Solutions, talks about how to be persuasive without being aggressive.
THE FINE LINE BETWEEN PERSUASION AND PRESSURE
Furniture retail thrives on personal interactions, but there’s a fine balance between guiding customers toward a purchase and pushing them away with aggressive sales tactics. Today’s shoppers research extensively online before visiting a store. They don’t want pressure; they want understanding. So, how can sales professionals build trust, enhance customer experience, and close more deals without coming across as pushy? The answer lies in consultative selling—a relationshipdriven approach that prioritizes the customer’s needs over simply making a sale.
1. The Power of Listening: Let the Customer Lead
One of the biggest mistakes salespeople make is talking too much. Customers don’t want a lecture about product features; they want solutions. To listen more effectively, ask open-ended questions. Instead of “Do you need a new sofa?” try “What do you love (or not love) about your current sofa?” Use active listening. Nod, rephrase what the customer says, and show understanding. Avoid interrupting. Customers want to feel heard before being sold to.
2. Creating a Personalised Shopping Experience
Modern customers expect a tailored experience. When they feel valued, they’re more likely to buy. Use their name. It builds connection and makes the conversation feel natural, while highlight products that fit their style instead of showcasing everything. Rather than listing features, describe how a piece enhances their home— “This sectional is perfect for movie nights with family.”
3. Educate, Don’t Sell
Customers don’t want to feel manipulated; they want to feel informed. Shifting from “selling” to “educating” positions you as a trusted expert. Focus on benefits, not just features. Instead of “This sofa has high-density foam,” say “The high-density foam ensures long-term comfort and support.” Offer honest comparisons to help customers make informed decisions and explain quality and craftsmanship as many shoppers don’t understand material differences.
4. Recognising Buying Signals Without Rushing the Sale
Not every customer will say, “I’m ready to buy.” A skilled salesperson reads subtle cues and nudges customers forward without making them feel rushed. Key signals include repeatedly touching or sitting on furniture; asking about financing or delivery options; bringing someone for a second opinion. Respond by asking “Would you like to see fabric options for this piece?” or “A lot of our customers pair this with [complementary product]—want to see some options?” This keeps the conversation moving naturally without pressure.
5. Handling Objections Gracefully
Many salespeople panic when customers hesitate, but objections are natural. The key is to address concerns calmly without becoming defensive. You might hear: “It’s too expensive.” Instead of “We can offer a discount,” say “This is an investment in quality—let me show you why it lasts longer than cheaper alternatives.”
“I need to think about it.” Instead of “Buy it today before it’s gone,” say “I understand! What’s the main thing you’re still considering?” or “I want to check other stores.” Instead of “You won’t find anything better,” say “That makes sense! If you compare, check the material and warranty—ours is one of the best.”
6. Following Up Without Being Annoying
Some customers need time to decide. A well-timed follow-up can help close the sale without feeling intrusive. Be helpful, not pushy. Instead of “Are you ready to buy?” say “I wanted to check in—do you have any questions about the sofa you liked?” You can use multiple channels like an email or WhatsApp too and add value by sharing furniture care or a financing offer.
Conclusion: The Long-Term Value of Non-Pushy Selling Customers
today value honesty, expertise, and a low-pressure shopping experience. By focusing on relationship-building over hard-selling, furniture retailers can increase loyalty and boost referrals. The best salespeople don’t just close deals—they create customers who return again and again.
