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Dan Squires Managing Editor
Welcome to July’s Big Furniture Group Magazine ”
First of all, a mention to all of this year’s Big Furniture Awards 2025 winners, as voted by the industry. Big congrats as we caught up with some of the recipients.
Our cover star this month features Tokyo Fabrics – a business that remains committed to full compliance around FR treatments. We jumped at the chance to explore the factory to find out more about the company, its ethos and bold expansion plans.
Another feature of intent is Gallery Direct, after it proudly marked a major milestone with the opening of the first-ever exclusively ‘Gallery’ branded flagship store at the prestigious Fox Valley retail park with Shackleton’s. Meanwhile, we also caught up with ercol’s Roy Graves, Technical Support Manager, in a feature all about apprenticeships and MattressNextDay lifts the lid on how it is championing workplace wellbeing and sustainability.
We also spoke with VetiGraph on the importance of training, while Adam Hankinson, Managing Director at Furniture Sales Solutions, shares an insight into how they help furniture retailers turn missed opportunities into measurable wins. With more insight returns Natalia Samodina, Client Legal Director at the law firm The Legal Director, where she explores key current threats to the furniture sector and how best to minimise them.
On the technology front, Juliettes Interiors shares an insight into how the business is using AI, FURNY talks about AR, FurnitureCatalog details streaming content and RetailSystem explains the importance of stock control.
In other news, Right Furnishings talks about the expansion of its white-label service, Hyders Beds continues the conversation on wool, Purecare dives into more market research and Sealy powers on through staff investments. Furthermore, Shire Beds highlights its brand power, GNG meets demands with Vitality, SleepSoul celebrates another Which? Best Buy and Birlea introduces the Belmont Ottoman Bed. Moving to products, Sofa Connections debuts its Kingston model at MFS, while there’s further updates from Sofa Source, Image Furnishings and Avriio.
On shows, the Manchester Furniture Show gets into full swing, while INDX Furniture and the Irish Furniture & Homewares Show prepare for their respective events next month. We also get the latest roundup from Vietnam, China, the USA and Ireland markets, as well as learning more about Nectar’s new era backed by a global giant, while the Sleep Geek, aka James Wilson, talks about mouth taping.
As for the regulars, Greig Robinson, Founder of Slow (slowsofa.co.uk), shares an insight into the business, his journey into the furniture industry, product labelling and current trends in our latest Big Interview. Vivienne Carter, second generation owner of Carters Furniture in Kidderminster, reflects on its recent 50-year milestone in an anniversary Retail Focus special. We also spoke with Henry Richards in our next Meet the Agent/Rep feature, who talks about the risk of playing safe and why the industry needs more young people in the trade. Meanwhile, our next round of expert commentary from George Sinclair focuses on how the pandemic has changed mattress buying for good.
Finally, this month features a detailed insight into Alfrecell as we sat down with Colin Sarson, Chief Executive Officer (CEO), who reveals how the business has continued to evolve and what plans are in the pipeline. To conclude the edition, Furniture Sales Solutions identifies if you have a sales problem or a sales skills problem.
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, drop me an email on
dan@bigfurnituregroup.com We’d love to share your story.
MFS: Ask the Organiser
– Kingston set for MFS debut
- Sofa Source at MFS
46 – Avriio setting new standard
70 – Celebrating Five Years as a Which? Best Buy
72 – The power of the Shire Beds brand
74 - Introducing the Belmont Ottoman Bed
76 – A New Era in Comfort Backed by a Global Giant
78 – The Bed Expert
80 - MattressNextDay: Wellbeing and Sustainability
82 – Sustainability Spotlight
84 – ercol’s apprenticeship pathway
88 – CAD/CAM Training? VetiGraph has you covered
90 - How AI is helping Juliettes Interiors
92 – Driving the digital evolution of furniture content
94 – FURNY’s answer to AR
96 - Big Question: Worries?
98 - How Alfrecell has continued to evolve
100 – What’s fashionable in furniture 102 – Letter from Ireland
– IFHS 104 - Destination Furniture 106 – Letter from Vietnam 108 – Letter from China
- Letter from America
118 – A conversation with FSS
- Last Word with Furniture Sales Solutions
an insight into the business, his journey into the furniture industry, product labelling and current trends.
We explore the factory to find out more about the company, its ethos and bold expansion plans.
David Hewitt, Head of Global Support & Implementation at RetailSystem, talks about stock control. RETAIL FOCUS, Vivienne Carter, second generation owner of Carters Furniture in Kidderminster, reflects on its recent 50-year milestone.
In Pictures: Spring Furniture & Bed Show 2025
The recent Spring Furniture & Bed Show was a positive event, which also celebrated Minerva’s 35th anniversary and its awards, voted by membership during the first day of the show. Organisers reported an excellent event, with a fantastic gala dinner to celebrate. Visitors to the show also enjoyed the diversity of product on show, with the new venue in Telford going down well too. www.bigfurnitureshow.com/minerva
Award presented to Ashwood Designs – Best Stand
Award presented to New Trend Concepts – Best Overseas Supplier
Award presented to Sherborne Upholstery –Best British Supplier
TV and Radio Star
Vernon Kay to Host Bed Show Awards Ceremony
The National Bed Federation (NBF) announces TV and radio presenter Vernon Kay as the host of its Bed Show Gala Dinner and Awards Ceremony on 23 September.
The Bolton-born presenter first made his name as host of Channel 4’s weekend magazine show T4 before presenting slots on Radio 1 and Radio X. Other TV credits include All Star Family Fortunes, Beat the Star and, in the US, Skating with the Stars.
More recently, many will know Vernon for his mid-morning slot on Radio 2 – the UK’s most popular radio programme – and BBC motorsport coverage from the pit lane for Formula E.
Vernon will host the 15th Gala Dinner and present the 2025 Bed Industry Awards on the first evening of the Bed Show at the Telford International Centre. The UK’s number one Oasis tribute band, Oasish, will provide live entertainment for the c.500 guests.
Furniture Village unveils its biggest-ever store
Award-winning family business, Furniture Village, has announced the opening of its largest and most impressive store to date in the heart of Glasgow, Scotland.
Approaching 50,000sqft of selling space, this new flagship location is twice the size of a typical Furniture Village store and a full 30% larger than its previous record-setter in Croydon. Conveniently located just off Junction 26 of the M8 on Hillington Road, this landmark opening is the brand’s 58th store nationwide and its second in Scotland.
Thanks to its large footprint, the Glasgow store delivers the most comprehensive product showcase in the brand’s
history—featuring over 90 upholstery groups, more than 90 dining ranges, and upwards of 70 beds.
Charlie Harrison, Managing Director at Furniture Village, says: “We are thrilled to officially open the doors to our brandnew flagship store in Glasgow. This is more than just a store opening—it’s a bold new chapter for Furniture Village. We’ve taken everything our customers already love about us and scaled it up – this is our largest store ever, packed with our most impressive selection of furniture and home accessories to date—making it the ultimate destination for style, inspiration, and expert home advice.
“We’ve also built an amazing team of 32 passionate people across the store and fulfilment—each one ready to provide the outstanding service we’re known for. We can’t wait to welcome customers through the doors and showcase what we’ve created. Glasgow, we’re here—and we’re ready to wow you!”
Independent retailer begins renovation at Nottingham store
Family furniture business Hopewells has commenced the extensive renovation project since its move to new purpose made premises in 1973.
In excess of £400,000 is being invested in replacing the old roof top terrace and gardens at its Huntingdon Street store, with new tiling, balustrades and flower beds.
“This will create a unique terrace for the Coffee Lounge with views over Nottingham,” the retailer said. “The building itself will be restored to its original appearance, proudly flying the flags of the trading nations Hopewells has dealt with for decades.
“Inside, the Flooring and Carpet department will be stripped out for new displays of the best quality carpets and wood, laminate and vinyl flooring. A new Interior Design Studio will be created including a fabric and wall paper library, all illuminated by new better low energy lighting.”
The work is anticipated to last 10 weeks and though some disruption is inevitable, all departments will “continue to trade as usual”.
“The result will bring back Hopewells to represent one of the finest and largest independent stores offering a unique selection of furnishings,” the company added.
Outstanding Supplier Product
Celebrity Motion Furniture has seen its Canterbury Recliner Chair crowned as the Outstanding Supplier Product in the Big Furniture Awards 2025.
The accolade adds to Celebrity’s other win – Best Occasional Chair / Recliner Supplier – in the Big Furniture Awards, as voted by the industry.
“These accolades are a reflection of our unwavering commitment to quality, innovation, and customer satisfaction,” said Wayne Hollis, Managing Director at Celebrity Motion Furniture. “Our mission is to enhance comfort and elevate lifestyles through expertly crafted recliner furniture. To have the Canterbury Recliner recognised as a standout product in today’s competitive market is a true honour.”
Canterbury Recliner Chair
The Canterbury Recliner Chair is available in three tailored to fit sizes, Grande, Standard and Petite. These recliners are available in up to 5 actions, with adjustable headrest and lumbar support options on Dual Motor and Cloud Zero Riser Recliners. Fabric models come with Mammoth Medical Grade Foam Seating Technology and all models are available in any Celebrity fabric or leather. The solid beech wood ‘grab’ handle is integrated into the chair frame for more durability. If preferred, the Canterbury can be manufactured without a knuckle.
“We extend our sincere thanks to everyone who voted for us,” Wayne added. “Your continued support inspires us to raise the bar and deliver excellence at every step.”
From First Sofa to Financial Security
Shaun David, Loxa,
Loxacover.com,
talks about why product protection matters and encourages visitors at the Manchester Furniture Show to stop by its stand F82 in the Central Hall 1&2.
I still remember the excitement of buying my first sofa as a young professional. After months of saving every spare penny, I finally had enough to purchase a beautiful navy blue sectional that would transform my sparse flat into something resembling a proper home. It wasn’t expensive by most standards, but for someone just starting out, that £800 felt like a fortune.
What I didn’t anticipate was how vulnerable that purchase would make me feel. Every time friends came over, I found myself hovering nervously, ready to intervene if anyone dared approach with a drink or snack. The sofa represented such a significant chunk of my limited budget that the thought of anything happening to it genuinely kept me awake at night.
This anxiety wasn’t misplaced. Today’s consumers face an alarming protection gap that leaves them financially exposed when disaster strikes. According to a recent survey by the Financial Conduct Authority, one in ten people in the UK have no cash savings at all, while a further 21% have less than £1,000 to fall back on in an emergency. Yet despite this financial fragility, only 6.6% have adequate
insurance cover for high-value items. This creates a perfect storm where people invest in products they can’t afford to replace or repair.
The modern consumer landscape has evolved dramatically. Customers are simultaneously more cost-conscious and more environmentally aware than ever before. When asked why they choose repair over replacement, the responses paint a clear picture of changing priorities: 58% cite saving money as their primary motivation, while 48% want to extend their product’s lifespan. Environmental concerns drive 38% of repair decisions, and 33% actively seek to avoid overconsumption, per a 2021 Deloitte survey
This shift represents more than just changing attitudes – it reflects a fundamental reimagining of our relationship with the products we buy. Today’s consumers don’t just want to own things; they want to own them responsibly and sustainably. According to Circular, an overwhelming 81% believe businesses should actively encourage repair rather than replacement, signalling a clear demand for more thoughtful consumption models.
Product protection at checkout addresses both the financial vulnerability and sustainability concerns that define modern consumer behaviour. By offering comprehensive coverage that includes repair services, retailers can bridge the gap between what customers want and what they can afford. This isn’t just about insurance – it’s about enabling a more sustainable way of living while providing genuine peace of mind.
For retailers, this represents an opportunity to build deeper customer loyalty while supporting broader environmental goals. When customers know their purchases are protected, they’re more likely to invest in quality items and develop lasting relationships with brands that prioritise their financial security and values.
The benefits extend beyond individual transactions. By normalising repair culture and making protection accessible, businesses can help shift entire market dynamics toward sustainability while building more resilient customer relationships.
My story has a somewhat predictable ending. Despite all my careful hovering and anxiety, it wasn’t a friend with a spillable drink who ultimately damaged my precious sofa. Instead, it was my own dog, who decided one afternoon that the seat cushion looked particularly appetising and proceeded to eat a substantial hole right through the fabric. Without adequate insurance protection, I faced the choice between an expensive repair or living with furniture that looked like it had survived a small explosion – a reminder that sometimes the threats we don’t see coming are the ones that matter most.
Oak&More’s debut store
Online furniture retailer Oak Furniture Superstore has announced the opening of its first physical store. Situated on Mallory Road, Fengate, in Peterborough, the new store, named Oak&More, officially opened on 14 June 2025 and has created a number of jobs for the local area.
Furnishings retailer set to relocate Aylesbury store
Furniture and homewares retailer
Homesense has confirmed it will move to a new location in Aylesbury. Currently situated at Aylesbury Shopping Park, the retailer is set to relocate to operate from within the TK Maxx store located in Broadfields Retail Park. According to signage displayed outside Homesense’s outlet, the retailer will close on 9 July 2025 and will reopen at the new location from 31 July.
Norfolk bed retailer plans to relocate
Family beds and mattresses business
Sound Sleep Beds has earmarked plans to expand into a larger store and has submitted a planning application to Norwich City Council to take over an old bike shop at unit 51in the White Lodge Business Estate. Under the proposals, the empty store will be converted into a new shop and showroom, with the business citing that it needs more space to expand displays to keep up with bigger retailers. It will relocate from its existing premises at six and seven Gilchrist.
Primark to open second standalone homewares store
Fashion and homewares retailer
Primark has confirmed plans to open a second standalone homewares store in Manchester. Situated in Manchester’s Trafford Centre, the new two-storey 11,900sqft space, located in the Palazzo, will house the retailers most popular homeware items, including bedding, towels, ceramics and small furniture, as well as its new elevated Edit collection.
Bensons for Beds opens new Guildford store
National bed and mattress retailer Bensons for Beds has announced the opening of its new store Guildford. Situated on the High Street in Guildford, the new store officially opened on 13 June 2025 and sees Bensons take on a 6,000sqft of trading space across two floors, employing five staff from the local area.
Sales and profit up at department store retailer
Family-owned department store retailer Dawsons has reported a growth in sales and profit. According to its latest filed accounts for the year ended 30 September 2024, total sales rose 2.3% to £41.3m from £40.4m in 2023. Pre-tax profit resulted at £658,000, up from £557,000 recorded the previous year.
French furnishings business expands Harrods presence
French furnishings firm Roche Bobois SA has expanded its presence in London-based high-end retailer Harrods. “Present at Harrods since 2007 — a landmark destination in London that brings together the world’s leading luxury brands — Roche Bobois is expanding and now occupies nearly 400 sqm,” the business said.
Bed warehouse property sells for over £1m
Property firm Cheffins has confirmed the sale of a warehouse investment site in Huntington for £1.25m on behalf of a private pension fund. Currently let to Bensons for Beds Manufacturing Limited, the property was purchased by a local investor. It comprises of a large 38,000 sqft warehouse unit and yard in the centre of Stukeley Meadows Industrial Estate.
Maxfurn strengthens UK team
Furniture supplier Maxfurn has
announced the appointment of Kyle Hutchinson as its new Area Sales Manager for the North of the UK. Maxfurn said: “Following our successful UK and Ireland launch, we’re pleased to announce the strategic strengthening of our UK sales team. Kyle will play a key role in our future development within these exciting and important markets.”
Flooring retailer secures new warehouse
Naylors Gavin Black has secured the letting of a 63,000sqft warehouse in Durham to Flooring Superstore, a growing flooring retailer relocating from Shildon. The company is consolidating operations from multiple smaller units at South Church Enterprise Park into a new sustainable facility at Connect. The move will streamline operations and support the company’s planned expansion.
Independent department store to expand furniture offering
Independent department store retailer Browns has revealed plans to close its flooring dep artment and replace it with a new – and larger – furniture space within the upholstery and beds section with a focus on modern Scandinavian design. As part of this reshuffle, Browns will be introducing Danish brand NEST with a range of contemporary, modern sofas. It is expected that the refit will be completed by September 2025.
Castelan Group appoints new National Head of Sales
Furniture care specialist Castelan has announced the appointment of Zeyn Kassam to the role of National Head of Sales. With over a decade of experience across furniture sales, store management, key account handling, and senior leadership. Zeyn is an experienced sales leader and was, most recently, Commercial Director at Guardsman UK.
ON
BIG SOCIAL
JULY
25!
Sleepeezee
We’re incredibly proud to continue our partnership with Sheffield Children’s Hospital Charity, this year donating £47,000 to support the vital work they do for young patients and their families. This donation is part of our ongoing multi-year commitment, donating a portion of the sales from our Jessica range. We are honoured to have the chance to support such a wonderful organisation in the important work they do.
Loom Loft Furniture & Interiors
We’re proud to announce our new partnership with Clitheroe Football Club as their official stadium sponsor — with the ground soon to be named The Loom Loft Stadium! We’re excited to support a club and a community that’s close to our heart. Here’s to two Lancashire champions, coming together on and off the pitch..
A look at what’s been going on over social media channels. Share your news with us and email dan@bigfurnituregroup.com
Dura Beds
The Dura Beds Show Van is On the Road! We’re excited to share that the Dura Beds Show Van is out and about this week, bringing our latest products directly to our customers’ doors! This is a fantastic opportunity for retailers to: Explore our latest ranges
• Experience the craftsmanship up close
• Get expert advice from our team We believe in making it easier for our partners to discover what makes Dura Beds stand out — and what better way than a personal visit?
Land of Beds
Looking ahead (and up!) This week, our senior leadership team took a bit of time out for some big-picture thinking and the National Space Centre was a pretty fitting place to do it! It was a chance to step back from the day-to-day, have some honest conversations, and make sure we’re continuing to push things forward for our customers, our team, and the future of the business.
MattressNextDay
We’re pleased to announce an expansion of our showroom. This new enhanced section now displays our core USPs more prominently for customers, making it even clearer what sets us apart. It has also allowed us to integrate our new range of adjustable beds, allowing more room for customer engagement and product demonstration. Our Whitstable showroom has gone from strength to strength since opening over 18 months ago, and this enhancement is a direct result of that success, enabling us to offer an even better experience to everyone who walks through our doors.
BIG INTER VIEW
WITH GREIG ROBINSON,
founder of Slow (slowsofa.co.uk), shares an insight into the business, his journey into the furniture industry, product labelling and current trends.
Let’s start with you. Can you share a bit about yourself and your background?
I’m a digital product designer by background. I’ve spent most of my career helping build digital products for everything from early-stage startups to large multinational organisations. More recently, I co-founded Slow - a natural furniture brand focused on creating timeless, plastic-free sofas. I now live in the Yorkshire Dales with my family, where I split my time between the workshop and family life.
What is your current job role and key responsibilities?
I’m the co-founder and director of Slow. I’m involved in everything from design and material sourcing to sales strategy, customer conversations, fabric selection, and the digital experience. A big part of my role is helping people understand the difference that natural
materials can make in their sofas. We started Slow in earnest a couple of years ago, but the thinking behind it goes back much further, born out of a frustration with throwaway culture and a desire to create things that truly last.
What do you love about your job?
I love building something with integrity, something you can stand behind completely. At Slow, we’ve taken the time to get everything right, from the internal construction of our sofas to the kind of language we use when speaking with customers. There’s nothing more satisfying than seeing someone light up when they realise what goes into one of our pieces.
What time is your alarm clock set for, and do you have a morning routine?
It depends on the day, but usually I’m up around 6:00. If it’s a training morning, I’ll head out for a run through the hills
or squeeze in a weight session before breakfast. I try to keep mornings simple: movement, strong coffee, breakfast with the family, then into work.
Why did you choose to work in the furnishing industry?
It wasn’t a straight path; it came from a mix of frustration and curiosity. After buying my first new sofa and being really disappointed with the quality, I started looking into what actually goes into furniture today. I couldn’t believe how much plastic, foam, and chemical treatment was standard. That kicked off a process of learning, experimenting, and eventually launching a brand that puts quality and natural materials first.
Who
do you most admire in the industry and why?
I admire brands and makers who are clear about what they stand for, people who are doing things properly, even when it’s slower or more expensive. I’ve
got a lot of time for independent businesses that’ve quietly kept traditional techniques alive.
Have there been any special moments during your career?
Launching our first Slow collection was a big one — seeing it photographed, getting early customer feedback, and knowing it was all built the way we intended: no shortcuts. Also, the first time a customer said, “This is the most comfortable sofa I’ve ever sat on”, that stuck with me.
What is your favourite item of furniture you own and why?
I have an armchair by a well-known Australian designer. It’s simple, looks fantastic, and is unbelievably versatile. It’s seamlessly adapted to different rooms and aesthetics I’ve had over the years — it just works, wherever it goes.
What do you think is trending within the industry at present?
There’s a definite shift toward natural materials, low-tox living, and transparency around what goes into furniture. People are becoming more informed, and they’re looking for alternatives to foam-heavy, fast-furniture options. We’re also seeing a big return to softer shapes, modular living, and rich, saturated tones.
What would you change in the industry?
I’d love to see more regulation around transparency - clear labelling of what’s inside a piece of furniture, and where it’s made. It’s still far too easy for brands to greenwash or hide behind vague sustainability claims.
Can you share an insight into your future plans?
We’re working on making Slow even more accessible through thoughtful collaborations. We’re also developing more furniture
styles using the same natural philosophy. Personally, I’d love to get even deeper into the design process and keep pushing the boundaries of what natural, plastic-free furniture can be.
What do you enjoy most outside of work / free time?
Trail running, dry stone walling (I’ve just learned how), and spending time in the garden or out exploring the Dales with my family. We recently moved up here from London, and it’s completely changed how we live.
What
might someone not know about you?
I’ve worked on many of the digital services people use every day — from banking apps to fitness and wellness products.
If you had a different career, what would it be?
Probably something outdoors — maybe running a regenerative farm, or building cabins in the woods. I love making things real.
Finally, if you were an item of furniture, what would it be and why?
I’d be a solid, low-slung armchair — something grounded, timeless, and built to last. Simple, honest materials, nothing flash, but once you sit in it, you get it.
I’d love to see more regulation around transparency. ”
A BIG congratulations to all of the Big Furniture Awards 2025 winners.
In recognition of the awards, we spoke to some of the winners who shared their thoughts on being named the best of the best in the furnishings industry. A BIG thank you to everyone who voted, we were blown away by the response. Here are your 2025 Big Furniture Awards winners.
Best Agent/Rep in North West England
Sarah Summers
Best Agent/Rep in North East England
Adam Oldham
Best Agent/Rep in South West England
Paul Owen
Best Agent/Rep in South East England
Greg Noble
Best Agent/Rep in the Midlands
Debbie Jenkins
Best Agent/Rep in Wales
Paul Davis
Best Agent/Rep in Scotland
Robert Hunter
Best Agent/Rep in Northern Ireland
John Corr
Best Agent/Rep in Ireland
Phil Cotton
Big Personality
Adam Hankinson, Managing Director at Furniture Sales Solutions
(Green Credentials) Harrison Spinks - Runner up: ercol
Best Supplier for Display Support
(Point of Sale) Sleepeezee - Runner up: Adjust-A-Bed
Best Bed Supplier (High Quality)
Harrison Spinks - Runner up: Hypnos
Best Bed Supplier (Mid Range)
Hypnos - Runner up: Highgrove Beds
Best Bed Supplier (Value Range)
Dura Beds - Runner up: Deep Sleep
Best Mattress Supplier
Harrison Spinks - Runner up: Relyon
Best Bedding Supplier
Purecare - Runner up: Floks
Best Bedroom Cabinet Supplier
Birlea - Runner up: One Call
Best Upholstery Supplier (Bespoke/High Quality)
David Gundry - Runner up: G Plan
Best Upholstery Supplier (Fabric)
Sofa Connections - Runner up: Alstons
Best Upholstery Supplier (Leather)
La-Z-Boy - G Plan
Best Occasional Chair / Recliner Supplier
Celebrity Motion Furniture- Runner up: Ekornes
Best Living Room Cabinet Supplier
ercol - Runner up: Bentley Designs
Best Dining Cabinet Supplier
Furniture Link- Runner up: ercol
Best Carpet Supplier
Ulster- Runner up: Cormar Carpets
” What the winners said
Phil Cotton
We are absolutely delighted to announce that we have “I’m delighted and deeply honoured to win the Best Agent/Rep in Ireland award in the Big Furniture Awards. It’s great to be part of an industry that shapes how people live, work and connect in their spaces. As agents we are building trust, bridging design and creating long-lasting partnerships. A big thank you for all the incredible support goes to my customers, manufacturers, designers, logistics teams, colleagues and fellow agents. To my family and to my partner Sarah, thank you for your patience and strength behind the scenes.
Debbie Jenkins
It’s great to be recognised for doing a good job for my customers, and that’s my ultimate goal, but it’s so humbling to think that they would take the time to vote for me - I sincerely thank you all.
Greg Noble
Wow, thank you! I’m really honoured to be named best rep in
Best Rug Supplier
Mastercraft Rugs- Runner up: Asiatic
Best Accessories Supplier (Lighting/Giftware/Pictures/Mirrors)
Gallery Direct- Runner up: Mindy Brownes
Best Flatpack Furniture Supplier
Rauch- Runner up: Wiemann
Best Home Office Furniture Supplier
GFW- Runner up: Kesterport
Best Garden/Outdoor Furniture Supplier
Pacific Lifestyle- Runner up: Gallery Direct
Trade Services
Best Staff Sales Training Company Furniture Sales Solutions
Best Software Company RetailSystem
Best Sales Promotion Company Lyleoak
Best Buying Group AIS
Best Trade Show
January Furniture Show
Best Finance Provider Novuna
Best Furniture Care/Repair Company Emmiera
Best Warranty/Product Protection Provider Guardsman
the East of England for the 2nd year running. Thank you to everyone who voted for me and to everyone who has supported myself and the Celebrity Motion Furniture brand over the last 25 years.
Paul Owen
I am over the moon to receive this award especially that it was voted for by the retailers throughout my area. I have been an agent now for a considerable length of time and have built relationships over the years within the retail trade that I am very proud of and privileged to call most friends and some my very best friends. I have always worked on the premise that we are all in the trade fighting together and that I am an extension of them and they are an extension of me and that everything that we do together is for the mutual benefit of the business that we all create for one another.
Adam Oldham
I am incredibly grateful to have been selected for this award.
While our industry continues to present its challenges, I’ve been fortunate to work alongside passionate suppliers and a dedicated network of retailers who strive to lead and evolve. Thank you to everyone who has supported and voted. I truly appreciate your trust and continued business. I’m genuinely humbled by this recognition.
Sarah Summers
I would just like to express my sincere thanks to everyone that took the time and voted for me. Working in this industry over many years has been extremely rewarding and enjoyable. I’ve made many wonderful friends and worked with some truly amazing people. Recognition with this award makes it all worth while and increases my passion and love for the role. Again, thank you so much.
Robert Hunter
A huge thank you to everyone who voted for me, and to win the award gives me a great feeling of appreciation, I take great pride in what I do and try to provide the very best for all my customers. I’d like to thank all my retail partners, Staingard and also Highgrove Beds, owners and staff for all their support.
Birlea
We’re incredibly proud to have been named Best Bedroom Cabinet Supplier by Big Furniture Group — especially as this recognition comes from within the industry itself. It’s a real endorsement of the hard work and dedication our team puts in every day to deliver consistently high-quality, reliable, and stylish furniture solutions for our trade partners. As a trade-only supplier, we remain fully committed to supporting our customers with award-winning products, dependable service, and ongoing innovation. Thank you to everyone who voted for us — we’re honoured and excited to keep growing together.
David Gundry
We would like to thank the retailers that have voted for us. David Gundry is a family business and we have supplied furniture to the retail trade for 53 years, always with the emphasis of making high quality bespoke furniture, so we are very proud to receive this award.
Sofa Connections
We are absolutely over the moon that we have been voted for as Best Upholstery Supplier, it is a testament to our whole team for their hard work and efforts and of course the support of our lovely customers. Thank you to every one who voted, it truly does mean the world to us.
Ekornes
Firstly a huge thanks to the readers for nominating us to win Best Overseas Furniture Supplier! There is plenty of competition within this category so we are delighted with the win. Ekornes has an excellent team here in the UK and of course in beautiful Norway where our principle factory is located. A big thanks to our retailers in the UK and Ireland who are as passionate about furniture as we are.
ercol
We’re delighted to have won the award for the Best Living Room Cabinet Supplier in the Big Furniture Awards. We are proud to have been recognised and voted for by the UK Furniture Industry who we work with on a daily basis and greatly respect. Thank you very much.
Guardsman
We’re so pleased to have won the Big Furniture Awards for Best Warranty/Product Protection Provider for the second year in a row! A huge thank you to everyone who voted for us, your loyalty and support means the world, and we’re so proud to keep delivering the service you can rely on.
Highgrove Beds
We’re proud to be recognised as Best Supplier for Delivery Service in the 2025 Big Furniture Awards by Big Furniture Group! At Highgrove Beds, we believe great products are only part of the story - exceptional service is what truly sets us apart. That’s why our FASTERSLEEP® delivery service, run entirely in-house with our own fleet, is central to everything we do. A big thank you to our dedicated Transport Team and everyone who helps keep Highgrove moving - and to our customers for recognising the difference.
Celebrity
These accolades are a reflection of our unwavering commitment to quality, innovation, and customer satisfaction. At Celebrity, our mission is to enhance comfort and elevate lifestyles through expertly crafted recliner furniture. To have the Canterbury Recliner recognised as a standout product in today’s competitive market is a true honour. This achievement also celebrates the core values that drive our business—collaboration, integrity, and a deep appreciation for our dedicated employees, who are the heart of everything we do. We extend our sincere thanks to everyone who voted for us. Your continued support inspires us to raise the bar and deliver excellence at every step. As a trusted leader in recliner furniture, we remain focused on exceeding expectations and shaping the future of comfort.
Furniture Sales Solutions
We’re absolutely delighted to win Best Staff Sales Training Company 2025! To be known for building skills and confidence in sales teams that delivers real world added value to customers is everything we stand for. We’re super proud as a team-thank you. Big Personality – Adam added: “Enthusiasm and passion are the most important emotions in selling! I love helping businesses grow by inspiring better performance in their sales teams - I absolutely believe our training is the best in the business and customers tell us it is! To be recognised as a positive representation of everything we do is fantastic!
La-Z-Boy UK
We’re incredibly honoured to have been named Best Upholstery Supplier (leather). This award is a testament to the hard work and dedication of our entire team, as well as our highest quality leather and exceptional service to our clients. Additionally, we’re really excited to have launched leather from our UK factory, giving customers the same high quality with shorter lead times. A huge thank you to everyone who supported and voted for us.
Novuna
This recognition highlights the value our point-of-sale finance solutions bring to furniture retailers—especially our unique tailoring features which help drive sales and increase average order values. We’re proud to be at the forefront of furniture retailing, supporting some of the high street’s biggest brand names, through to niche online ecommerce retailers, helping them stay ahead of the competition and reach more customers.
Harrison Spinks
We’re incredibly proud to have been recognised by the industry in this year’s Big Furniture Awards. To be singled out in four categories, for our green credentials, high-quality bed and mattress supply, and retail staff training is a real honour, and a testament to the dedication, expertise and passion of the entire team. Each reflects a different part of what we stand for – from investing in our retail partners and leading the way in responsible manufacturing, to delivering exceptional quality and comfort in every bed and mattress we handcraft. As a fifth-generation British bedmaker, it means a great deal to see our values and hard work reflected in this way. Thank you to everyone who voted for us.
Spinks
To be voted Best Supplier for Components by our peers in the industry is a fantastic recognition of the hard work and dedication to innovation that goes into every spring system we design and manufacture. At Spinks, we’re committed to pushing boundaries in comfort technology and supplying the highest-quality components for bedding and furniture products - all proudly made here in Britain. This award comes at an exciting time for us, following the recent launch of four new award-winning innovations which will help our customers in the furniture industry enhance the performance of their products. A huge thank you to everyone who voted and to the team for making this possible.
RetailSystem
We are deeply grateful to our valued clients in the furniture and bed industry for voting us the number one software provider for the 17th consecutive year — we don’t take this honour for granted and see it as a powerful reminder to keep raising the bar in everything we do.
Wood’s Packaging
This win marks a third consecutive year of Wood’s Packaging being named as Best Supplier for Packaging Products and it reflects how we continue to work closely with our customers to ensure the packaging we supply is fit for purpose, ethically sourced and kind to the environment. We wish to extend our Congratulations to all the winners. Everyone at Wood’s Packaging is very proud of our award and thank everyone that voted for us.
Purecare
We are deeply honoured to have been named Best Bedding Supplier 2025, and we extend our heartfelt thanks to our incredible retail partners for this recognition. At Purecare, our mission is rooted in sleep wellness, and it’s a privilege to work alongside such dedicated and forward-thinking retailers who share our commitment to helping people sleep better and live well. This award is especially meaningful because it reflects trust in our partnerships, something we never take for granted. Thank you for believing in Purecare and for continuing to champion the products we create with care, purpose, and passion.
VetiGraph
The team at VetiGraph is absolutely thrilled and deeply honoured to have been voted Best Supplier for Machinery by the Big Furniture Group magazine! Winning an award decided by an industry in which we are so deeply involved is a true testament to our dedication to providing top-quality CNC Cutting Machines and related CAD software. VetiGraph is here to empower the UK upholstery businesses to thrive and we are incredibly grateful
for the trust and support shown by our customers and the entire furniture community. 2025 also marks VetiGraph UK’s 20th anniversary and so this award inspires us even more to continue innovating and delivering the best possible solutions and services. Thank you, Big Furniture Group, and most importantly, thank you to all the industry professionals who voted for us! We look forward to many more years of supporting your success.
Gallery Direct
We’re incredibly proud to have been voted Best UK Furniture Supplier and Best Accessories Supplier – a fantastic achievement made even more meaningful by the fact that it’s voted for by the industry. These awards are a true reflection of the dedication and hard work of our entire team – from Product Design and Development to our creative Studio, UK and Overseas QC teams, Supply Chain, Operations, Delivery, Customer Care, and Sales. Every part of the business plays a crucial role in delivering the quality and service our customers expect, and the entire Gallery team is thrilled to receive this recognition. We continue to invest heavily in our people, products, and infrastructure – and it’s fantastic to see that this commitment is recognised by the industry. We’re so grateful for the support and excited to keep building on this momentum.
Pacific Lifestyle
We are thrilled to have been awarded Best Outdoor Furniture and Garden Supplier in the Big Furniture Awards 2025. It’s an honour that reflects our passion for beautifully designed, thoughtfully cohesive, Outdoor Living Collections.
Dura Beds
We’re absolutely thrilled by this win—it’s a testament to the hard work, creativity, and commitment of the entire team. Achievements like this don’t happen overnight, and we’re incredibly proud to see our efforts recognized. Thank you to everyone who contributed to this success. We look forward to sharing more exciting milestones in the future!
AIS
AIS is delighted to receive the award again. As the UK and Ireland’s leading buying group for Home, Fashion and Leisure we are proud to be acknowledged by the furniture industry for the work we undertake in support of our members and independent retail.
Furniture Link
Everyone here at Furniture Link is thrilled to have won the award for Dining Cabinet, especially as it was voted for by our peers in the furniture industry. We continue to strive to provide the most innovative, quality products for our customers and we are extremely proud of the extensive range of dining cabinet furniture that we supply. Thank you to our wonderful colleagues throughout the business who continue to provide first class service to our customers and to those who voted for us, it means a great deal.
Rauch
We are beyond thrilled to win this award for a second time running. It reflects the hard work of both dedicated teams in the UK and in our Head office Freudenberg. This is also a great opportunity to thank our customers for your support and trust in our product and service. We endure to work hard to remain at this level of standard and will strive for the ‘Hat-trick’ again in 2026.”
Shackleton’s opens first exclusively
‘Gallery’ branded flagship store
Gallery Direct proudly marked a major milestone with the opening of the first-ever exclusively ‘Gallery’ branded flagship store, at the prestigious Fox Valley retail park.
This exciting development represents the beginning of a new chapter for the Gallery brand, as they work alongside key retailers, such as Shackletons, to establish dedicated retail spaces that bring its full lifestyle offering directly to the public in a dynamic, immersive format.
With the red carpet rolled out and a ribbon-cutting ceremony to celebrate, the launch event was a resounding success, with customers welcomed into a beautifully curated space. The entire store was transformed to showcase Gallery’s award-winning collections, from statement furniture to finishing touches, offering an inspiring and cohesive lifestyle solution under one roof.
The new store features bespoke display concepts that elevate the retail environment—demonstrating Gallery’s ability to help create immersive spaces that not only drive sales but enhance the customer experience.
This destination store marks the first of what is hoped to be many more Gallery-branded stores across the UK. Alongside this, Gallery Direct is also offering exclusive concession partnerships, providing retailers the opportunity to dedicate in-store areas solely to the Gallery brand—delivering consistent styling, strong visual impact, and a complete, design-led home and outdoor living proposition.
The initial weeks of trading have exceeded expectations, with sales comfortably doubling the forecast.
A unique selling point for this format is Gallery Direct’s additional service of Direct Home Delivery (DHD), allowing retailers to offer an extensive product range without the burden of large stock commitments or warehousing costs.
Speaking at the launch, David Shackleton commented: “From start to finish, the process of bringing this concept to life with
Local hero Jackie Higginbottom cut the ribbon on a new Shackletons shop after bosses asked residents who they would like to do it. Jackie has worked in Deepcar as a lollipop lady for 50 years and received a British Empire Medal from the King in his first New Year’s Honours List.
Gallery Direct has been seamless. Their team’s knowledge, creativity and professionalism made what could have been a complex project refreshingly straightforward. Gallery have proven themselves as a supplier of exceptional, design-led product with real commercial appeal. Their trend-focused collections and ability to deliver at scale made the decision to proceed an easy one.”
Gallery Direct’s Sales and Product Director Peter Delaney added: “We’re extremely grateful to David & Paul for approaching us to develop a shared vision of establishing the first ever exclusively ‘Gallery’ branded store. The process itself and the Shakleton’s expert team has taught us a great deal about the evolving needs of our retailers, and we are committed to applying these insights to shape future
product development, services and support.”
In addition to full store concepts, Gallery is also actively offering exclusive concession opportunities, enabling retailers to create standalone Gallery spaces within existing store environments — providing instant access to a complete and cohesive lifestyle proposition, backed by
Gallery’s established infrastructure and supply chain expertise.
With over 50 years of heritage, and a reputation for excellence in product design, logistics, and customer service, Gallery Direct continues to lead the way in lifestyle retail—this new venture only strengthens its position as a trusted and forward-thinking industry name.
For further information on this exciting new concept or for more details on how you can work with Gallery for your next project please email hello@gallerydirect.co.uk
www.gallerydirect.co.uk 01795 439159
A VISIT TO TOKYO FABRICS
Following a recent interview with Jag Sandhu, Director at Tokyo Fabrics, on why Halogen FR treatments are important for full compliance, we jumped at the chance to explore the factory to find out more about the company, its ethos and bold expansion plans.
A few months ago, furnishing fabrics supplier Tokyo Fabrics shared a detailed insight about the importance of its continued use of Halogen FR treatments and why quality and safety should never be compromised. In a passionate article, Jag said that he and the company “will not gamble on safety” with a halogen-based application the “clear leader when it comes to FR performance”, as opposed to halogen-free.
So much so, the business has absorbed the higher costs associated with Halogen FR, as if Tokyo Fabrics were to switch to a halogen-free FR formula, the company would make a saving of £60,000 per week – an annual saving of £3million.
“For us, whilst our profits may be getting impacted, our quality is not compromised,” Jag said. “Despite shouldering significant rising costs of Halogen FR, we believe it’s a sacrifice necessary for the peace of mind that underpins our robust track record. Our loyalty to our customers is paramount, demonstrating our commitment to their trust and satisfaction.”
Continuing the story, Tokyo Fabrics invited the BFG team to its factory in Wednesbury, near Birmingham, to experience the fire-retardant application process in person, as well as show off its rather impressive stock holding capability. It’s fair to say, the business is true to its word that they really have plenty of stock – in fact, Tokyo Fabrics currently holds over 30 million meters in stock.
Upon arriving at the first facility – yes, there’s two, and plans imminently earmarked for a third site, Jag was quick to praise the entire team that makes Tokyo Fabrics tick, as he spoke passionately about the business, its journey and emerging from the noise and challenges it had to combat. Year’s later, the company has grown to be a
staple in the fabrics industry and one that others in the space often refer to for FR treatments, fabric sourcing and general advice. In fact, over the last two decades, Jag has seen many of his visions for the business come to fruition, which is all down to hard work and believing in what the company provides.
For example, during the Covid pandemic, Tokyo Fabrics invested in new machinery and other elements of the business when others at the company politely questioned the strategy at a time of uncertainty across the industry. It was Jag’s sense and foresight that prevailed as the investment in expanding FR treatment production really paid off post-pandemic. Remaining humble, Jag said that he often goes with his “gut” on decisions and has always “invested back into the business” to continue its growth. However, when quizzed on future visions, Jag remained tight-lipped for now!
Walking through the factory, which had a new showroom smell about it with a capability of producing a million meters a week, showcased the FR production line in full swing and gave a real insight into the complexity of the process. While the machinery does the heavy lifting, the secret formula lies within the implementation and control. The natural flow from massive frames rolls the fabric through specific treatments for specific fabrics. Going through stages of application, heat, to then natural cooling, the end result is an extremely soft, finished touch to the fabric. It’s a process that you could actually stand and stare out for some time!
Another jaw-dropping sight was the amount of fabric rolls on display. It seemed like an endless maze from section to section as we moved from production to the testing area, where they test many fabrics daily.
“Unlike some FR specialists, we are proud to conduct fire tests for our customers on any part of a roll from any single roll at any time,” Jag said. “The journey then proceeds through a laboratory fire testing where our technicians rigorously apply fire to test its FR structure. Tactical burn test – besides the legally required x2 20 second tests, we also conduct a 25 second and 30 second test which is not required. Once confirmed, it is documented and only then is FR fabric released onto our shop floor –stored amongst the millions of meters we generate yearly.”
In fact, when customers visit the factory, Tokyo Fabrics encourages them to pick any roll at random for testing, which is then done live if requested to do so. From the test facility – and back through the maze of fabric rolls – we found ourselves at the compliance room, which is all about maintaining quality. Shading is one of the biggest factors to consider, alongside many other things with fabrics. Tokyo Fabrics employs a team to cross-check the products to
maintain consistency and quality. It’s a daily operation and very thorough process, with master samples at both key sites of the company, including from China, for consistency purposes.
Wrapping up tour one of the first factory, just a short drive away is Tokyo Fabrics’ second facility, which has the most rolled fabric stored our editor has ever seen – and most likely the most across the UK and Europe! It really is a sight to behold. Just rows, columns, aisles full of fabric ready to go. Again, maze-like, we navigated our way to the largest FR treatment machine at the company alongside another FR line, which were acquired during Covid for a sum of several million. The beast of the two also has traces of bespoke design by Jag to enhance the cooling process for more delicate fabrics, with Jag describing the machine as the equivalent of having a “Rolls Royce and a Ferrari built together”.
The facility is also home to Tokyo Fabrics new showroom, kitchen space and offices, which at the time of the visit, was almost complete with finishing touches the only thing left to do – other than moving its HQ across. Furthermore, the company is continuing to invest at the site, with updated signage and other machinery, while plans are imminently afoot for phase three of its ongoing expansion.
“Phase three includes our third factory site on 7 acres of land at the back of our second facility,” Jag revealed. “This expansion, which has seen our plans already approved, will expand our capacity by another 100,000sqft and will see in excess of £10 million invested into the project, which is all self-funded. All our investment is organic, and it’s something to be proud of as we have paid up front in full for all our assets.”
Another of Jag’s visions is to grow Tokyo Fabrics to be the “absolute brand in the space and to be as
Building trust and our brand over time has been key to our growth.
known as Nike but for fabrics”, with its latest investment plans pushing the company closer to his target. While plans are in place, Tokyo Fabrics – and its strong growing staff, will continue to work hard on doing what they do best.
“Building trust and our brand over time has been key to our growth as well as combating challenges along the way,” says Jag. “I’m confident in saying I don’t think there is anyone in our industry holding as much stock as we do”.
“Our growth is down to our amazing team and people behind the business like my father, Tarsem Singh Sandhu. We’re very lucky to have my father in the business, who is 80 years young. He’s been, and continues to be, a big inspiration for our family and entire organisation.”
As the tour came to close, it remains clear that Tokyo Fabrics is building something special. When phase three turns from Jag’s vision to reality, hopefully another invitation will be in the post. A final word must go to Team Tokyo, who provided an exceptional tour and made sure we didn’t get lost amongst the vast fabric rolls on display, and to Jag on his passion for all things fabrics and FR, who shared a final note: “We continue to engage and educate our customers about the differences in detail, which backed by intelligence and hard facts demonstrates our fierce pursuit of achieving absolute fire-retardant compliance.”
Retail Focus with
Meet Vivienne
I initially trained and worked as a hairdresser, but took a bold step into the family business after seeing the passion my parents had for creating beautiful spaces. It was a big change for me, but I knew I wanted to be part of something that had a lasting impact. My transition into the furniture business has been marked by my unique vision and an innate talent for knowing what customers really want, despite trends often dictating otherwise. I’m known for my strong, independent approach to curating the showrooms’ offerings and I regularly attend furniture shows, where I carefully select pieces based on instincts rather than following conventional trends or supplier recommendations. I often tend to go against the grain, choosing something a little bit different, and I find that the ranges I choose independently tend to become our bestsellers.
Recent investments?
One highlight is the recently renovated Stressless studio, boasting the largest selection of Stressless furniture in the UK. Each area of
Vivienne Carter, second generation owner of Carters Furniture in Kidderminster, reflects on its recent 50-year milestone in an anniversary special.
the showroom is tailored to showcase different styles, from contemporary chic to timeless classics, with brands such as G Plan, La-Z-Boy and ecrol, ensuring there’s something for everyone. At Bed City (our sister store) you will find the largest Harrison Spinks display in the county along with hundreds of other beds on display, including big brands such as Vi Spring, Hypnos, Sealy, Relyon, Sleepeezee, Health Beds, Silentnight and Kaymed to name but a few.
What is your mission?
The family-run business, established in 1975 by my parents, John and June Carter, has become a cornerstone of Kidderminster’s furniture landscape. With a commitment to quality and customer service, Carters has built a reputation that resonates through generations. At Carters Furniture, the showroom is a testament to decades of dedication and an eye for design. Spanning over 30,000 square feet, the space is thoughtfully curated, showcasing a diverse range of furniture that exemplifies quality and style. The layout encourages leisurely browsing, with almost 100 beautifully arranged displays that invite customers to envision how each piece can enhance their own homes.
On sustainability, what is your business doing on this topic?
Our product range goes beyond aesthetics; it reflects a commitment to quality and sustainability. Each brand selected for the showroom is carefully chosen for its reputation and the values it embodies, ensuring that customers receive furniture that not only looks fantastic but is built to last.
How has recent business been? What trends are you noticing?
Throughout the years, the business has successfully navigated changing consumer trends and market dynamics by embracing innovation while staying true to our core values. Our instinctive approach to curating unique furniture collections often means stepping outside conventional industry norms, allowing the business to stay ahead of the curve. Adapting to market changes and demands is crucial.
What would you change in the industry?
A greater emphasis on customer service. Customer service is the cornerstone of Carters Furnitures’ reputation and success, playing a pivotal role in the business’ ability to sustain itself over five decades. From the very beginning, mum and dad emphasised the importance of treating customers with respect, warmth, and personal attention. This foundation has not only fostered loyalty but has also built a strong community connection, essential for a family-run business in a competitive market. We encourage others to do the same.
How does it feel to reach such an historic milestone?
We celebrated 50 years with free fizz and great offers instore throughout the first week of June. Our journey has been defined by hard work and commitment. We’re excited to continue this legacy with a new generation and introduce even more families to the world of beautiful furniture here at Carters. The marriage of quality British brands, a thoughtfully designed showroom, and a family tradition of exceptional service, ensures that our beloved local business will thrive for many more years to come, continuing to transform houses into homes across Kidderminster and beyond.
Why do you think customers choose your business?
We’ve always had a strong commitment to supporting British brands, this dedication is exemplified by partnerships with reputable manufacturers such as G-Plan, ercol and Parker Knoll, known for their craftsmanship and enduring designs. We also treat our customers like family. This personal touch helps establish trust, making customers more likely to return and recommend the store to others. By prioritising relationship-building, we’ve successfully created a loyal customer base that spans generations.
Visitors to the store are welcomed to browse at their leisure. This relaxed shopping environment encourages customers to explore their options while knowing that staff are available to assist when needed. This attentive yet unobtrusive service allows visitors to feel comfortable in their decision-making process. The focus on customer service extends beyond the initial sale too. Our commitment to after-sales service ensures that customers feel supported even after leaving the showroom. Whether it’s assisting with delivery issues, or addressing any concerns that arise, this ongoing support enhances overall satisfaction and fosters repeat business. Customers are more likely to return to a retailer that stands by its products and remains available for assistance. Our goal is to create a welcoming environment where people feel comfortable to explore and ask questions.
Final thought…
Our community connection has been pivotal to our ongoing success and we consistently engage with local customers, understanding their needs and preferences. This approach has fostered a loyal customer base that returns generation after generation.
John & June
Viv and Jess
WHY STOCK CONTROL SHOULD BE YOUR #1 PRIORITY
David Hewitt, Head of Global Support & Implementation at RetailSystem, an award-winning and industry’s leading POS and ERP software for furniture and bed retailers, talks about stock control.
Would you leave a bag of cash on the side, with no idea how much is in it—or where it’s gone? Of course not. But for many furniture and bed retailers, that’s exactly what poor stock control amounts to: a pile of money left unattended.
Stock is a retailer’s currency. It’s not just boxes in a warehouse—it’s literally cash that’s not in the bank. Whether you’re a single-location store with £50,000 in inventory or a national chain managing millions, your stock represents one of your most valuable assets. And without proper stock control, you’re risking not only financial loss, but also operational chaos and poor customer experience.
That’s where RetailSystem comes in. Trusted by retailers across three continents, RetailSystem treats your stock with the respect and precision it deserves. Its secure, transparent and simple-to-use stock control module gives you complete visibility over your inventory—down to the last item.
Stock control goes far beyond knowing what you’ve got in the back room. It affects every part of your business:
• Customer Experience: Accurate stock levels mean realistic lead times and fewer disappointed customers.
• Service & Returns: A clean audit trail for every item means faster issue resolution and less finger-pointing.
We’re continuing to scale our presence in the UK home interiors market. ”
At RetailSystem, we believe in equipping retailers with tools that work for them— not the other way around. Our stock module includes barcode scanning, barcoded product labeling, inter-branch transfer capabilities, and live data integration with QuickBooks. Every stick of stock is traceable, accountable, and visible. No surprises. No gaps. No excuses.
We’re constantly reviewing the competition as we onboard new clients—and we’re proud to say that in our opinion, nothing comes close to the robustness, transparency and simplicity of RetailSystem’s stock control module. It’s not just software; it’s peace of mind.
Retailers shouldn’t settle for anything less. When your stock is essentially your cash, why risk it with second-rate systems or outdated spreadsheets?
Now more than ever, with supply chains under pressure and customer expectations higher than ever, precise stock control isn’t just a good idea—it’s critical.
Don’t leave your money on the side. Trust RetailSystem to lock it down, secure it, and make it work for your business.
Manchester Furniture Show
The Manchester Furniture Show (MFS) is once again ready to welcome thousands of professionals from across the UK furniture and interiors trade to Manchester Central on 6 and 7 July 2025. This is no ordinary show. It is a mid-year buying opportunity designed around convenience, community and commercial value.
Following a strong return in 2024, MFS continues to grow in importance. Positioned halfway through the calendar year, the show offers a well-timed opportunity for buyers and suppliers to reassess strategies, strengthen relationships and source new products in time for the second half of the year.
This year, the exhibitor line-up reflects both the stability of the sector’s most trusted names and the momentum of new brands entering the UK market. Returning favourites include La-Z-Boy UK, Bluebone, Baker and Lebus, alongside new-toshow exhibitors such as Scatter Box, Seconique, Furnish 365, Meta Sofa, Allports and Maiullari. With more than 120 brands on display and an expected 3,500 visitors, the show is shaping
up to be one of the most diverse and commercially focused editions yet.
For Sofa Connections, the business is presenting its brand-new model, the Kingston, as well as displaying a new core fabric range. “This will make our fabric range, Core, Standard and Deluxe. The Core range is the same excellent quality fabric but with a commitment from us where we are able to buy in bulk to bring our customers a lower price point.” The Core fabric range features a waterfall of 27 new fabrics and colours, which is officially being launched during the show.
Meanwhile, Lebus has been inspired by the latest fashion trends both oversees and the UK. “There seems to be a pull towards earthy tones, alongside warmer neutrals like caramels and biscuits. We are also seeing clever construction coming through with the introduction of modular units which offer great flexibility with layout options.” Scatter Box has a series of bold new soft furnishing launches, blending expressive colour palettes with premium textures. Their summer collection continues the brand’s reputation for trend-led, high-impact home accessories.
Scatter Box
With a proven track record of delivering stylish, practical, and commercially successful furniture ranges, Sofa Source is proud to showcase its latest designs at MFS. “What sets Sofa Source apart is its deep understanding of the modern retail landscape, backed by services that go far beyond supplying product. At the heart of our offering is our in-house design team, which works closely with retailers to develop on-trend collections tailored specifically for their markets.”
La-Z-Boy UK is revealing three new collections, Harnden, Cooper and Murray. The stand will also showcase La-Z-Boy UK’s new branding and logo. Other highlights on the stand will be three stylish contemporary collections aimed at design-conscious consumers known as Faith, Skye and Essence. And the iconic recliner brand will also be showcasing some of its Made in Britain products, which will now be available in a choice of leathers, in addition to the current selection of fabrics.
At The Helm is showcasing its latest upholstery, cabinetry and lighting collections, while there are a number of debuts too. First up is Maiullari, known for its contemporary Italian style, visitors should expect sleek, design-forward upholstery and case goods that balance sophistication with functionality. Matahari Interiors, which blends timeless design with artisan craftsmanship, offering distinctive, highquality furniture that adds warmth and character, is another debutant, while Meta Sofa, an MFS exclusive, will make its debut at the show, taking the largest stand space on the floor. Finally, Darach, a family run company based in the Scottish Highlands, is exhibiting at MFS for the first time. Darach offers a quirky, functional and sustainable range of furniture, hand made from spent oak whisky barrels. Denbigh Rowe, specialists in luxury outdoor furniture where refined British design meets Indonesian craftsmanship, will be presenting its products with each piece designed in-house and handcrafted from sustainably sourced teak. The collections elevate gardens, terraces, and poolside spaces—transforming them into sanctuaries of retreat, ritual, and quiet luxury.
Meanwhile, Furniture Sales Solutions will be in attendance, offering an insight into its top training techniques to help retailers boost sales, while software specialist RetailSystem returns to showcase its industry-leading furniture & bed retailers combined ERP & EPOS solution. On logistics, Empire Delivery, a modern, customer-first logistics company specialising in whiteglove furniture delivery across the UK, is also exhibiting.
“MFS has always stood out for its ease and accessibility,” show organisers said. “Held at the centrally located Manchester Central venue, the show offers buyers a manageable format with maximum value. Whether visiting from the North, Ireland, Scotland or further afield, attendees can source, meet and network all in one place across two productive days.
“From a buyer perspective, the timing could not be better. Many retailers now place the bulk of their orders in the second half of the year. MFS provides the ideal moment to review what is working, respond to seasonal trends and finalise autumnwinter stock decisions. It is also a chance to engage directly with suppliers, many of whom are offering UK warehousing, flexible MOQs and value-led product solutions in response to changing market needs.”
This year’s event includes a number of features that add real value to the visitor experience. The Official MFS Wimbledonthemed Show Party, taking place on the Sunday evening, is a relaxed way to catch up with peers and suppliers. Meanwhile, the Women in Furniture Network (WIFN) Brunch and Panel on Monday will offer thoughtful discussion around
Many retailers now place the bulk of their orders in the second half of the year. MFS provides the ideal moment to review what is working, respond to seasonal trends and finalise autumn-winter stock decisions.
leadership, challenges and what’s next for the furniture and interiors market. Hosted by Zoë Bonser –Portfolio Director at Clarion Events and the founder of WIFN – the panel will feature leading women in the industry including Kellie Wyles - Head of upholstery and brands at DFS; Jan Duckworth - MD, Cox & Cox and Fara Butt – Director at Shire Beds,
each bringing their own insight and experience to the conversation.
“In today’s fast-changing retail environment, buyers need more than just good product,” show organisers added. “They need dependable partners, new ideas, and efficient routes to market. MFS responds to those needs with a curated event that
combines sourcing, networking and insight in equal measure.
“Whether your focus is upholstery, beds, cabinet, décor or soft furnishings, this is your chance to refresh your ranges and refocus for the months ahead. For buyers and suppliers alike, MFS 2025 offers the right opportunity at the right time.”
Lebus Upholstery
Skye
by La-Z-Boy UK
Lesola
Denbigh
Rowe
ASK THE ORGANISER
Portfolio Director, The Furniture Shows, Retail Division at Clarion Events, returns to answer additional questions around the Manchester Furniture Show and more. Zoë Bonser
WITH RISING COSTS FOR EXHIBITING AND SO MANY SHOWS ACROSS THE YEAR, HOW WILL MFS ATTRACT BRANDS — AND ARE THERE PLANS FOR DIFFERENT ACTIVITIES DURING THE SHOW?
We completely understand the pressures brands are under — every investment must work harder than ever. That’s why MFS is built around maximum value in a focused two-day format. We offer a strategically timed platform — midyear, mid-season — that allows suppliers to test, launch and top up stock with Q4 still to come.
This year we continue to offer the Product Focus package which is a quick, easy, cost effective and sustainable way to exhibit at the show. Please get in touch with the sales team to find out how you can take advantage of this opportunity.
MFS will be hosting its biggest ever networking, Show Party which this year will be Wimbledon Tennis themed. This highly anticipated event is FREE for all visitors and exhibitors and is an invaluable way to connect with the movers and the shakers across the industry.
IN WHAT WAYS DO YOU INVOLVE PAST EXHIBITORS IN SHAPING THE FUTURE OF THE SHOW?
Our exhibitors are our closest collaborators. We actively seek their feedback post-show and throughout the planning cycle. From format changes to category mix and stand logistics, we listen closely and act on what matters.
HOW DOES MFS DIFFERENTIATE ITSELF FROM OTHER FURNITURE TRADE EVENTS?
MFS is all about social, summer, sourcing. It’s a mid-year, mid-season touchpoint designed for agility and action. Unlike January shows, which
are all about forecasting, MFS is about reacting — topping up on proven lines, trying out new launches, and refreshing ranges with Q4 in mind. The location, the timing, and the relaxed yet business-first atmosphere all set MFS apart. Plus, as the second biggest largest national show that has been running successfully for over 28 years –no other shows deliver on size and the number of quality buyers that we deliver.
HOW ARE YOU TAILORING THE MFS EXPERIENCE TO DELIVER VALUE FOR BUSINESSES OF ALL SIZES?
We know that small independents, mid-sized retailers, and national chains have different needs — and MFS caters to all of them.
• For independents, the scale is manageable, and the chance to meet suppliers face-to-face and negotiate directly is invaluable.
• For mid-size and national retailers, it’s a fast, efficient buying window to compare, confirm and top up ranges.
We also support discovery — with debut brands like Meta Sofa, Maiullari, and Matahari Interiors showcasing for the first time, as well as established names such as Seconique and Buoyant Upholstery revealing mid-year launches.
WHAT LEVEL OF FOOTFALL ARE YOU EXPECTING AT THIS YEAR’S SHOW?
We’re on track to exceed last year’s strong attendance. Early registration figures are encouraging, and the appetite from buyers — especially for a mid-year opportunity to reset and source — is growing. Our priority is quality of engagement, not just quantity, and we’re confident the 2025 show will deliver well-qualified footfall across both days.
WITH SO MANY TRADE SHOWS NOW, WOULD MFS OR JFS CONSIDER COLLABORATING WITH
OTHER
EVENTS UNDER ONE BIGGER FORMAT?
Collaboration is always on the table if it delivers better value for the industry. That said, the research shows there’s a clear case for separate seasonal shows. MFS occupies a unique mid-year space that complements, rather than competes with, other major events. As the world’s third largest exhibition organiser globally, our main focus is on delivering market leading national events at scale that facilitate long-term business connections and critical networking opportunities.
HOW DO YOU ENSURE EXHIBITORS ARE KEPT HAPPY THROUGHOUT THE SHOW?
For us, it starts before the show even opens. From onboarding and logistics to onsite support and post-show feedback, our team is hands-on and highly responsive. Onsite, our goal is to create a smooth, enjoyable experience — with clear communication, approachable support staff, and a venue that’s easy to navigate. We also give exhibitors tools to drive traffic to their stand and ensure they’re featured in pre-show marketing and content.
WHAT POTENTIAL DOES MFS HAVE TO KEEP GROWING?
The potential is strong — especially because of the show’s timing and format. As the market continues to evolve, the need for an agile, mid-year buying event is only becoming more important. We’re seeing more first-time exhibitors, growing retailer engagement, and strong demand for networking, which tells us the appetite is there.
WILL THERE BE ANY FREE INCENTIVES AT MFS
THIS YEAR?
Yes! Visitors can enjoy refreshments at the Spritz Bar, which returns again in 2025. It’s a great place to take a break, network, and catch up with colleagues in a relaxed setting. We’re also offering free access to all our curated networking events — including the MFS Show Party and Women in Furniture Brunch — to add even more value to the visit. Exhibitors will also be treated to free tea, coffee and biscuits throughout build of the show, head to the Organisers office to find out more!
Collaboration is always on the table if it delivers better value for the industry. ”
WHAT IS THE BIGGEST CHALLENGE YOU’RE HEARING FROM
EXHIBITORS RIGHT NOW?
The pressure to stand out and secure orders in a tough market. With so many factors at play — cost, demand, trends — brands are looking for every edge. MFS helps by providing a highly focused platform where newness, relationships, and storytelling really matter. Our exhibitors know they’ll get exposure to decision-makers and buyers actively looking to source.
AS ORGANISERS OF BIG TRADE EVENTS, WHAT CONCERNS YOU MOST?
Our biggest concern is always delivering a return on investment for our exhibitors and a meaningful experience for our visitors. In a market where every decision counts, it’s our job to make sure MFS remains relevant, commercially focused, and worth the time and spend. We’re constantly listening, evolving, and improving to meet that challenge head-on.
KINGSTON SET FOR MFS DEBUT
West Midlands-based family run furniture manufacturer Sofa Connections invites you to its stand during the Manchester Furniture Show.
It’s been a busy year so far for husband-andwife team, Matt and Sarah Oakley, as Sofa Connections continues to grow its presence and products. In fact, the business has recently been named as Best Upholstery Supplier (Fabric) in the Big Furniture Awards 2025, as voted by the industry. The recognition follows a consistent rise over the last few years, which includes a recent rebrand to reflect its high reputation and long-serving heritage in the industry, which spans over 35 years.
Now, during the Manchester Furniture Show (MFS), Sofa Connections is showcasing bestsellers and new show-stoppers. “On display will be our stand out models, such as the Blakedown and Belfry, classic staples for any family home, as well as our Sherwood, which has caught the eye of some very key buyers with its quilted arms and supportive head bolsters,” revealed Sarah. “We’re also excited to display the addition of Churchill and our other newer models Oxley, Drayton and Hagley.
“On our stand (F24), you will also discover our brand-new model, the Kingston, a splay arm sofa. We’re really excited to present this to the industry and look forward to what feedback it musters up. We know our customers are going to love it.”
Furthermore, Sofa Connections will display a new core fabric range, as Sarah continues: “This will make our fabric range, Core, Standard and Deluxe. The Core range is the same excellent quality fabric but with a commitment from us where we are able to buy in bulk to bring our customers a lower price point.”
The Core fabric range features a waterfall of 27 new fabrics and colours, which is officially being launched during MFS. During the show, Sarah and Matt will be on hand to talk through the
On
our
stand (F24), you will also discover our brand-new model, the Kingston.
ranges and new developments, while the business is also working with the British Furniture Association (BFA) to provide them with a “lovely sofa for their show stand” during the event.
Belfry LargeSofa + LoveSeat
Churchill
Belfry 2 Corner
JOIN US AT MFS ON STAND F24
SOFA SOURCE AT MFS
Sofa Source at the Manchester Furniture Show 2025: In-Stock Innovation with Retail Support Built In.
As the furniture retail landscape continues to shift, flexibility, speed, and standout design are more important than ever. For retailers seeking a reliable partner who delivers on all three, Sofa Source is a name to know. With a reputation for combining on-trend aesthetics with commercial viability and practical support, the brand is set to make a major impression at the Manchester Furniture Show 2025 – and every product on display will be in stock and ready to ship.
At the heart of Sofa Source’s offering is a firm commitment to retail success. The company’s in-house design team plays a vital role in this, working closely with partners to create collections tailored to real-world needs. Whether it’s a new silhouette, a trending colourway, or upholstery that aligns with
a specific demographic, Sofa Source blends style with strategy to deliver ranges that are both attractive and retail-ready.
But product is only part of the story. “We understand that strong retail performance requires more than just great furniture – it also needs effective visual storytelling and marketing support,” Sofa Source said. “That’s why we offer comprehensive POS and merchandising resources, including showroom layout guidance, branded materials, and content to enhance online presence. It’s all part of a commitment to helping our stockists sell more, more effectively.”
One key area where Sofa Source continues to lead is in its flexibility. “Retailers today are looking for ways to differentiate, and we enable this with customisable collections,” the company added. “From selecting exclusive fabrics and finishes to configuring modular layouts, partners can shape ranges that reflect their own brand identity and target market. This level of personalisation helps retailers stand out in a crowded marketplace without compromising on speed or supply.”
In fact, availability and agility are two major advantages Sofa Source brings to the table. “In a time when long lead times and uncertain delivery can jeopardise sales, our logistics infrastructure is designed for responsiveness” the company continued. “From quick turnaround times to scalable order volumes, we ensure that retailers can meet demand with confidence.”
All of these strengths will be on display at Stand D10 at the Manchester Furniture Show 2025, where visitors will have the chance to explore the latest launches, speak directly with the design and commercial teams, and see firsthand what sets Sofa Source apart.
“For independent stores and multi-site retailers alike, this is an opportunity to discover furniture solutions that are stylish, sale-ready, and supported by a business that understands the modern retail environment,” Sofa Source said.
“Whether you’re looking to refresh your range, secure fastmoving stock, or build a bespoke collection, we invite you to experience our full-service approach in person.”
Visit Stand D10 at the Manchester Furniture Show 2025 and see how Sofa Source can help you elevate your offering – with everything in stock and ready to ship.
Lusso
4PCS
Addison
Dahlia Lounge Chair
AVRIIO SETTING NEW STANDARD IN CONTEMPORARY FURNITURE
In an era where design must do more than just look good, Avriio continues to carve out a distinct identity, with a purposeful and polished approach to modern living.
Fusing elevated aesthetics with material intelligence and practical function, this emerging brand is making a strong impression among design-conscious retailers and interiors professionals.
“At its core, Avriio is driven by a simple idea: that beauty and usability can — and should — coexist,” the company said. “Each collection is designed to feel as good as it looks, with forms that are both sculptural and supremely comfortable. But it’s the careful balance of detail, durability, and versatility that truly sets us apart.”
Avriio’s fabric offering is particularly noteworthy. The brand invests in high-performance textiles that pair tactile appeal with long-lasting performance. “Think soft-touch surfaces, resilient weaves, and palettes rooted in timeless, natural tones — all curated to meet the demands of everyday life without compromising on style,” Avriio said.
“With furniture increasingly expected to serve multiple functions across diverse living spaces, our product design embraces clean lines and thoughtful proportions. From
compact sofas to inviting lounge chairs, our range offers adaptability and cohesion, ideal for both residential and contract environments.”
But Avriio isn’t just focused on product. Recognising the needs of today’s trade professionals, the brand is committed to being a partner as much as a supplier.
“Retailers, designers, and commercial specifiers will find we offer a streamlined experience, underpinned by professional-grade support and a responsive approach to collaboration,” the company added.
“As the appetite grows for furniture that bridges the gap between design-forward style and real-world usability,
Avriio arrives at just the right time — and with a clear point of view. Whether you’re sourcing for a design project or refreshing a retail floor, we bring a refreshing sense of clarity and confidence to the conversation.”
To explore the full 2025 Collection and learn how Avriio can support your retail or commercial offering, visit:
www.avriio.com
Cythera Sectional
Larissa
PLyos
SUPPLYING WHAT THE MARKET DEMANDS
Image Furnishings talks about on-trend upholstery and how it can meet market demand through its in-stock supply.
In today’s fast-moving market, the ability to react quickly is more than a competitive edge—it’s a necessity. With supply chains across the industry still facing delays and unpredictability, Image Furnishings stands out by offering what many others can’t: a wide selection of in-stock upholstery, housed in its Ireland-based warehouse, and ready for immediate delivery.
“With over two decades of experience serving the trade, we understand that reliable availability is just as important as design and craftsmanship,” Image Furnishings said. “While we continue to lead with our contemporary styling, attention to comfort, and commitment to quality, our real differentiator is our operational agility. Whether you’re replenishing fastmoving lines, responding to seasonal demand, or fulfilling a last-minute project brief, we ensure you can order with confidence and receive goods without delay.”
The stocked collection features a comprehensive range of upholstery across multiple categories—including manual and electric recliners, static sofas, accent chairs, sofa beds, and more. Each item is designed with a practical yet modern aesthetic, making them suitable for a wide range of environments such as retail showrooms, serviced accommodations, hospitality spaces, and rental properties. Built to combine comfort, durability, and timeless appeal, these pieces are engineered to meet the demands of both consumers and commercial users.
More than just a supplier, Image Furnishings positions itself as a solutions-focused partner for trade clients. The company’s dedicated team provides expert product advice, dependable customer service, and a flexible approach to business that makes sourcing and specifying furniture simple and efficient. Whether supporting large-scale projects or boutique retail rollouts, they work closely with clients to deliver what’s needed—on time, every time.
“In a trading environment where long lead times and uncertain delivery schedules can hinder growth, we offer a refreshingly dependable alternative,” Image added. “Our ability to keep product in stock and ready to ship gives retailers and commercial buyers the freedom to respond to market demands without compromise.”
To browse the current in-stock ranges or to place a trade enquiry, visit: www.imagefurnishings.com
Isla
Dartmoor Avebury
MINIMISING THREATS
Natalia Samodina, Client Legal Director at the law firm The Legal Director, explores key current threats to the furniture sector and how best to minimise them.
British furniture manufacturers are facing intense financial pressure, driven by rising input costs, shifting trade conditions, and fragile consumer confidence.
According to the Make UK Executive Survey 2025, 92% of manufacturers expect employment costs to erode margins, while volatile energy prices undermine forecasting. For furniture businesses, these strains are compounded by inflation affecting prices of timber, foam, and steel, alongside continued global supply chain disruption. The financial toll is steep.
Between April 2024 and March 2025, manufacturing accounted for 1,997 insolvencies, which equates to around 8% of all cases. Within furnishing alone, 36 businesses collapsed in 2024, leaving a combined creditor shortfall of nearly £389 million.
High-profile failures like Carpetright Ltd and Joseph Furniture Ltd have resulted in widespread losses for suppliers, landlords, and tech providers. As pressures mount, manufacturers are contending with multiple budgetary threats which all demand swift, strategic responses.
1. GEOPOLITICAL VOLATILITY AND ENERGY COSTS
The cost of electricity remains one of the most volatile and burdensome inputs for manufacturers and physical traders.
The UK’s energy prices are highly vulnerable to global fluctuations due to a multitude of factors, including its reliance on internationally traded imported gas, the dependence of the price of electricity on the price of gas, having limited interconnectors with Europe and sensitivity to geopolitical events.
The escalating conflict in the Middle East saw the international oil prices spike up around 10% in the first 48 hours. For the time being, the market seems to have priced in a risk premium but is holding its breath.
However, if tensions escalate and supply routes are disrupted, notably through the Strait of Hormuz, we could see a renewed surge in prices – according to analysts of Deutsche Bank and JP Morgan – up to $120-130 per barrel.
For British furniture makers, especially those who use such energy-intensive processes as kiln drying, metal fabrication and foam production, this volatility translates directly into higher operating costs and reduced pricing flexibility.
2. LABOUR COSTS: MINIMUM WAGE AND NATIONAL INSURANCE INCREASES
The 2025 minimum wage rise (to £12.21per hour for over 21-year-olds), as well as employer National Insurance Contributions (NICs) increases from 13.8% to 15% with a base threshold lowered from £9,000 to £5,000 are hitting manufacturers hard: a March 2025 survey by MyWorkWear found that 49% of firms fear they may not survive the next five years due to rising employment costs.
An added indirect impact is coming in the form of the Employment Rights Bill 2024 (currently in front of the Parliament) which is expected to restrict zero hours contracts and grant “day one” redundancy and dismissal rights which are currently subject to a two-year service period.
3. INTEREST RATES AND THE COST OF FINANCE
The Bank of England’s base rate was confirmed at 4.25% following its review on 19 June. With inflation still hovering above 3.4% and geopolitical risks mounting, the rate remains a key driver of persistently high borrowing costs.
4. EXTENDED PRODUCER RESPONSIBILITY AND RECYCLING FEES
The new UK’s Packaging Extended Producer Responsibility regulations (pERP), effective from January 2025, require qualifying businesses to pay for the full lifecycle cost of packaging waste.
Under pERP, furniture manufacturers that import, produce or sell packaged goods must now register, report their packaging data, and pay fees based on volume and recyclability.
While the first payments are due in October 2025 based on 2024 data, many businesses should start provisioning for these costs going forward. Non-compliant businesses would risk fines or even prohibitions on sales, making this a non-negotiable cost centre.
THE IMPACT
While many are already passing these costs onto customers, others have halted recruitment, were forced into making redundancies, scaled back or frozen expansion plans altogether.
In a bid to control energy and heating costs, several businesses have adopted four-day workweeks with longer shifts.
A surge in geopolitical instability and the climbing energy costs have a knock-on effect on the whole chain, starting from shipping and transportation costs to the costs of materials.
In this environment, available working capital remains a key pinch point for furniture makers, whether seeking to invest in machinery, finance inventory, or simply maintain liquidity. Many resort to traditional bank loans, often with “relationship banks”. But those come with high debt service repayments, extensive paperwork, restrictive covenants and often security – which can cumulatively be rather burdensome on the operations.
THE OTHER HALF OF THE PROFITABILITY EQUATION
As if the increased cost base wasn’t bad enough, sluggish sales have added to the pressure from the other end.
UK furniture sales are set to decline by 2.8% in 2025, as high mortgage costs, a sluggish housing market, and waning consumer confidence weigh heavily on demand. Behind the headline figures, inflation disguises steeper falls in sales volumes, while job insecurity and stagnant wages further curb discretionary spending.
Those consumers who are actively looking to buy are adapting. At the lower price point, cost-conscious shoppers are flocking to second-hand platforms like Ikea’s Circular Hub, Facebook Marketplace, and eBay. Pre-loved, well-built solid furniture, once seen as niche, is now flying off digital shelves.
For manufacturers, this means longer sales cycles, higher
marketing costs, and increased reliance on promotions or financing schemes to achieve the acceptable conversion rate.
WIDEN THE GAP
Circularity has been on the rise for a number of years, and the driver has been predominantly ESG and wider ethics. Now there is an extra pressing reason – and that is minimising the cost of production.
Diversifying away from virgin materials and utilising reclaimed timber, recycled steel and metals can help take price volatility out of the equation. Going one step further would include offering consumers upholstery and repair service.
And the regulatory advantage? Designing for recyclability and reducing packaging can significantly lower pEPR fees, while take-back systems offer a structured approach to managing waste obligations.
Amid rising costs and evolving consumer expectations, legal guidance can offer stability and strategic clarity, anchoring creative decisions in sound commercial footing. While each furniture business faces unique pressures, tailored legal input can help to:
• manage volatility through energy hedging, balanced terms of sale, flexible creative working capital solutions that do not hinder commercial operations, and customer finance options that support growth;
• strengthen supply chain agreements with pricing mechanisms, retention of title clauses, and circularityfocused return terms that absorb shocks without breaching contracts;
• prepare for resale and refurbishment activities within regulatory and liability boundaries;
• navigate packaging Extended Producer Responsibility (pEPR) rules, optimise reporting, and improve recyclability through material choices; and
• align employment contracts and policies with sustainable workforce models, such as four-day weeks or automation-driven restructuring.
This article does not constitute legal advice. For a conversation about a plan of action that is unique to your business, call Natalia Samodina on 07747131233 or email at natalia.samodina@thelegaldirector.co.uk
www.thelegaldirector.co.uk
In the next instalment of our series of interviews with agents and reps across the furnishings industry, we spoke with
Henry Richards
who shares an insight into his role, the risk of playing safe and why the industry needs more young people in the trade.
Meet Henry
I represent Italia Living, Skovby, SITS, Flexlux and Innovation Living.
How long have you been an in the industry?
I have been in the industry for 11 years now. I made the jump and became an agent with Westgarth in November. I’m ex-retail; I started my journey in trade aged 16 working part time at John Lewis whilst studying and then went on to join Arighi Bianchi in Macclesfield.
What drew you into the life of an agent and what’s the day-to-day like?
I’ve spent my whole adult life in trade, I couldn’t see myself doing anything else. I realised I wanted to become an agent a few years ago and I’ve been very fortunate to have lots of support and encouragement from mentors. I felt being ex-retail I could provide a good service to both customers and manufacturers – I understand the retail market well and I know what’s expected of a good agent.
Every day is different; no two days are the same. One day I could be visiting a factory on a plane with no leg room, the next battling the M25. It’s not always as glamorous as it’s sometimes perceived! I think a lot of customers don’t realise how much work goes on behind the scenes, getting a brand/ product onto the market.
What is the best part of your role?
Bringing a product or brand into a store and seeing it perform with customers and the sales team.
What is the most difficult?
Juggling enquiries from clients whilst travelling.
Do you have any particular highlights so far?
Meeting everyone and building new connections. Over the past six months I’ve met hundreds of great people across the trade; it’s a very special industry to be working in.
What challenges do you think agents currently face in the furnishing industry?
Business is tough at the moment and buyers risk falling into the trap of playing it safe with products/ brands they know work for them. It would be great to see more buyers stepping out of their comfort zone and trying something new from different manufacturers - fortune favours the brave.
What would you like to see change?
I would like to see more young people joining the trade, we need a constant in flow of new talent to keep the industry
thriving with new ideas and ways of doing business.
What would help agents more?
I wish more end users realised what goes into making a quality product and the costs associated with that.
What would you say to someone considering becoming an agent?
Enjoy the opportunity but be patient, building relationships takes time. You have to have full confidence in the manufacturer you’re representing – not every product is going to work in the UK.
What is the most important attribute to have as an agent and why?
Empathy and diplomacy – selling and manufacturing furniture isn’t always plain sailing believe it or not! You have to be a problem solver and adapt as the market changes.
Can you share something that irritates you the most as an agent?
I recently visited the Milan furniture fair in April; there is an enormous amount of quality European manufacturers that don’t operate in the UK simply due to the cost of adhering to FR regulations. It would be great to see a greater emphasis on quality European manufactured goods.
Can you share an insight into your plans for the year ahead?
I’m looking forward to continue building relationships with buyers and sales staff whilst developing our brands presence.
As an agency we’re bringing a new Mexican cabinet manufacturer called Taracea to the UK, it is the most ‘wow’ furniture I have seen in a long time. There’s currently nothing quite like it across the UK and Europe.
What’s the next big thing you are seeing in the industry and why?
Exciting and innovative new designs across cabinet and upholstery, I’ve seen some really exciting designs at trade shows this year.
It’s no secret that footfall is down in stores, we have to wow customers with interesting and quality products in order to give them another reason to visit.
It’s no secret that footfall is down in stores, we have to wow customers with interesting and quality products in order to give them another reason to visit.
If there is anything else you would like to add as a final thought, please do so here.
I’d like to thank Dan and the Big Furniture Group team for the opportunity to share my thoughts – I’m quite new to life on the road, so I hope I’ve provided an interesting insight. Please do reach out to me to find out more about the brands I represent.
This industry has been a real pleasure to work in and I hope it continues to be the same for another decade or two.
MOVING IN THE RIGHT DIRECTION
Frank Smith, Director at Right Furnishings, shares an insight into the business, the expansion of its white-label service and why non-FR-compliant products are a consistent challenge to combat.
We are now expanding our white-label service.
Premium soft furnishings manufacturer Right Furnishings has been quietly growing its operations over the past five years. Serving London and surrounding counties, the Essex-based business, which has over three decades of industry experience, is now looking to expand further as it embarks on its next phase of growth.
“Founded in 2020 on the back of 30+ years in the furnishing industry, our sole aim is to provide exemplary customer satisfaction whether you’re purchasing one item or a house full,” says Frank. “We offer off-the-shelf furnishings or a totally bespoke service. We take great pride in all of our products, with every piece of our bespoke furnishings individually handcrafted from environmentally friendly sourced wood and fabrics by our highly experienced team of frame makers and upholsterers.
“We are now expanding our white-label service, designed to support and elevate your brand through our expertise. Our curated ranges of sofas, headboards, and chairs reflect a standard we believe exceeds the norm. We’re particularly interested in partnering with small independent furniture businesses that may not have the capacity to commit to large wholesale volumes, offering a flexible and approachable alternative.
“We are also keen to collaborate with interior designers on projects that showcase the quality of our craftsmanship. With a dedicated division serving both the public and the lettings sector, we understand the standards and reliability required across diverse markets.”
As part of this ongoing expansion, Right Furnishings has recently introduced new models - namely the Benjamin, Gareth, and Franklin ranges, which all feature removable and interchangeable arms, allowing for adaptable and refreshed designs. In addition, the business has relaunched its Lillie studded sofa, which it believes holds “strong potential” for increased sales.
“To improve accessibility, we’ve developed a bolt-on arm system, now standard across most of our ranges, making delivery into customers’ properties far more straightforward,” Frank adds. “Additionally, we offer a fully flat-packed sofa option,
designed to be easily assembled within even the most restricted access spaces.
“Building on the success of our white-label service, we aim to launch additional ranges to ensure a continual stream of fresh, contemporary designs - most notably a new modular collection. Alongside this, our goal is to become a one-stop destination not only for white-label clients but also for freelance interior designers seeking something distinctive and design-led.”
Furthermore, the company has responded to market changes and challenges, with the latter seeing a rise of unregulated operations offering non-FR-compliant products. Frank continued: “We’ve observed a significant shift away from traditional velvets and plain tones towards bouclé textures and bold, contemporary fabric choices. In response, we have proactively sourced two new fabric ranges, allowing us to stay ahead of the curve.
“However, in our core markets of London and Essex, we’ve seen a growing number of unregulated operations offering non-FR-compliant products and poorly constructed frames - often at prices customers ask us to match. Rather than compromising our standards, we are committed to raising awareness of these issues and educating customers on the true value of compliant, well-crafted furniture.
“Our focus on honesty, fairness, and quality has made word of mouth a key driver of repeat business. We are seeing promising signs from our newly launched models and we look forward to introduce a whole new host of customers to our white label service. Please contact us to see how we can help your business.”
FEATURES
SLEEP GEEK SAYS
The Sleep Geek, aka James Wilson, talks about mouth taping and explores whether it is a miracle sleep hack or a risky wellness fad.
at eight studies involving over 200 people. Two studies showed a small improvement in mild sleep-disordered breathing. The other six? No real difference. And none showed that mouth taping cures sleep apnoea—despite what some brands claim.
The safety bit—this really matters.
Yes, nasal breathing is better. But your mouth is your backup breathing route. If you’ve got a blocked nose, or if your breathing stops in the night (as it can in sleep apnoea), you need your mouth. Taping it shut could stop you getting enough oxygen—especially if it’s sealed tight with no way to breathe through your mouth.
There are “safer” versions of the tape—like ones with holes in, or strips that leave gaps—but here’s the catch: they don’t actually stop mouth breathing. So they’re either ineffective or potentially risky.
From Chris Evans to Tess Daly—even footballer Erling Haaland—mouth taping has become the latest trend in the world of sleep. The idea? Tape your mouth shut at night to force yourself to breathe through your nose, which is supposedly healthier. But is this backed by science, or just another wellness fad that’s gone viral?
Let’s break it down.
Advocates of mouth taping make some big claims: better sleep, less snoring, even a cure for sleep apnoea. It’s been all over TikTok, in celebrity interviews, and even made it to Dragons’ Den—until the BBC pulled the segment. So, what’s going on?
Bottom line?
Mouth taping isn’t a miracle sleep cure. For most people, it’s probably harmless— but it’s also probably useless. And if you’ve got snoring or suspect sleep apnoea, this isn’t something to DIY with tape. It’s something to get checked out by a professional.
Sleep better by breathing better—but maybe not by sticking tape to your face!
First up—does it improve your sleep?
Well, the research says… not really. There are no goodquality studies showing mouth taping improves sleep in healthy adults. Most of the positive stories are anecdotal— and often come from people selling the tape.
What about snoring or sleep apnoea?
Here, it gets more complicated. If you snore because you breathe through your mouth, taping it shut might reduce the noise. But that’s not the same as fixing the root cause of your snoring or sleep apnoea. A recent meta-analysis (that’s where researchers review all the available studies) looked
For most people, it’s probably harmless—but it’s also probably useless. ”
About the Sleep Geek
James Wilson (AK The Sleep Geek) is a Sleep Educator & Practitioner and founder of kipmate. He is currently the sleep expert on ITV’s This Morning and 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.
www.thesleepgeek.co.uk
PURELAY’S UK MATTRESS PROGRAMME FEATURES
Bed and wellness brand PureLay continues to gain traction with its new UK mattress programme.
After recent show success, PureLay has ramped up its mission of expanding its presence across the UK market.
Following in the footsteps of its American Purecare sister brand, PureLay has now exhibited at three key UK events, the first at the beginning of the year at the January Furniture Show, the second being the INDX Beds show and most recently at The Spring Bed and Furniture Show. Now PureLay are looking forward to The Manchester Furniture Show where PureLay will be showcased again for the UK market.
We had a fantastic response during all three shows so far this year and we’re looking forward to showing them again at the Manchester Furniture Show,” says Paul Lake, Purecare & PureLay UK and Europe. They have been ideal platforms to introduce the brand and now we are working hard on maintaining our momentum and growing the brand further.
“PureLay is designed to look great, feel extremely supportive while remaining comfortable, and offer a strong retail presence. Customers are actively seeking solutions for heat buildup and inadequate support.
“With this collection, we’ve answered that need by blending breathable, cooling materials with firm, orthopaedic support. The response at the show was brilliant - retailers are excited about the wellness-driven approach we’re bringing to the market.”
The new PureLay Ultimate Back-Care 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.
PureLay’s products are designed specifically for those who prefer a firmer sleep surface, with the collection said to be the “ultimate back-care solution for wellness-conscious sleepers”, as Paul continues: “Our new new range is engineered for those who prioritise back care and firm support without compromising on comfort.
PureLay is an exciting new option in the mattress market. ”
“As hybrid mattresses, they combine the natural elasticity and breathability of PureLay Latex with a firm ortho-zoned pocket spring system—ensuring optimal spinal alignment, pressure relief, and airflow throughout the night.”
In addition, PureLay also offers a range of unique latex mattress toppers, designed to provide an extra layer of breathability, comfort, and targeted support. These toppers, also made with PureLay Latex, enhance the sleeping experience by pressure points, and improving spinal alignment.
“PureLay’s core philosophy is simple: better sleep leads to better well-being,” Paul added. “With a focus on revitalisation and energy restoration, we’re committed to creating sleep solutions that leave sleepers feeling refreshed each morning.
“Additionally, with fast delivery options, PureLay presents an excellent opportunity for sleep retailers looking to offer premium, wellness-focused mattresses and accessories without long lead times. As the demand for natural, breathable, and supportive sleep solutions continues to grow, PureLay is an exciting new option in the mattress market.”
PURECARE POWERS ON WITH OWN SLEEP STUDY
Over the last few months, award-winning US bedding brand Purecare has been digging into the data behind wellness and sleep, highlighting this growth in importance for UK and European consumers and why its own products are the perfect fit to meet this rising demand in wellness.
Not stopping there, Purecare decided to delve deeper. In its dedicated ‘Sleep Study’, the brand surveyed over 1,000 British consumers to better understand their sleep routines, priorities and habits, in relation to wellness and product insight. The results made for some interesting, and eye-opening, reading. Over the next series of articles with Purecare, we will uncover all of the results from the survey, with this month focusing around the questions put forward and some edge-of-your-seat responses.
In this first article of a multi-part series, we explore key early findings and the fascinating insights they reveal.
Diving straight in, the initial questions focused on sleep quality and routines. The largest group (25.1%) rated their sleep quality at 7 out of 10, showing room for improvement and aspiration. Demonstrated by only 1.6% recording the highest score for their quality of sleep. Almost half said they sleep between 7–8 hours a night, and a striking 69.5% prefer to sleep on their side, a position Purecare’s design team considered when designing their cooling Wave and Nano pillows.
Sleep disruptions and habits were also explored. With causes ranging from sharing a bed with your partner, temperature, noise, light conditions, to stress and discomfort. Notably, 60% said they feel too hot at night, and 49.6% cited stress or anxiety as major barriers to quality rest, clear evidence of a need for smarter sleep solutions that regulate temperature and soothe the senses.
With wellness in mind, a whopping 99.8% said sleep is important to their overall wellbeing. Investment levels varied, whilst being extremely positive. Only 5.3% of individuals were not interested in investing in their sleep wellbeing. 24.1% said they’d spend £50-£100 per year on improving sleep and overall wellbeing, with almost the same number committing to more investment per year of £100 to £250 (21.2%).
Again, similar numbers 18.4% would happily invest £250+ per year. With 6.2% indicating they would spend more than £500 per year. 20% were simply unsure. This signals not reluctance, but a clear opportunity: consumers increasingly recognise the importance of quality sleep and demonstrate a readiness to invest in it. With proven expertise and a purpose-driven approach, Purecare is ideally placed to lead this shift and deliver measurable improvements in sleep wellness.
“Many people understand sleep is vital, but not everyone knows how to improve it,” says Paul Lake, Purecare UK and Europe. “We see it as our responsibility to bridge that gap with products and education that make a measurable difference.”
Mattresses topped the list of perceived contributors to sleep quality (62.2%), followed by pillows (44.4%). Bedding as a whole registered at 12%, a figure Purecare sees as an
opportunity to broaden awareness around the wider sleep ecosystem. Surprisingly, 33.4% of respondents said they do not use a mattress protector. Of the 33.4% who said no, 51.8% were simply unsure of why they’d need one. Others believed it wouldn’t help (27%) or saw it as too expensive (12%). The data also showed that with the use of non-waterproof protectors used, 81.4% representation may not be adequately protecting their mattress or creating a clean and hygienic sleep environment. Which not only highlights the importance of instore education of the customer during a sale, but a large opportunity for retailers to significantly grow sales within this category.
Highlighting this further, Purecare asked if the respondents knew the benefits of a mattress protector, with 40.7% saying ‘no’. This again highlights the need and power of educated in store sales representatives, and a wider opportunity, to raise the awareness of the key benefits behind using a mattress protector.
“Our research reveals that sleep wellness is of profound importance to the vast majority of individuals, highlighting valuable opportunities to further elevate the quality of rest. It also underscores the vital role that mattress protectors, pillows, and bedding play in fostering deeper, healthier sleep. It’s not just about selling a product it’s about showing consumers the ‘why’ behind it” Paul explains. Purecare is consistently dedicated to helping our retail partners, in communicating to customers the core benefits of a good sleep environment and how focused products can enhance their experience and sleep wellbeing.”
For example, only 24.3% said they believe mattress protectors improve sleep quality, with over half unsure. “That’s a huge opportunity,” adds Paul. “We know that quality protectors, especially those with advanced features like ours, make a real difference. Our job is to share that insight clearly and effectively.”
Take the OmniGuard Advance Mattress Protector for example which is recognised with the prestigious Good Housekeeping Award. “The OmniGuard Advance 5-Sided Mattress Protector stands out for its exceptional protective features, creating a barrier against moisture, allergens, dust mites, mould, and mildew,” Paul continued. “This comprehensive protection ensures a cleaner, healthier sleep environment, which is essential for maintaining a hygienic bedroom space. The mattress protector is designed to fit like a fitted sheet, making it compatible with both adjustable and standard bases, and accommodating various mattress depths.
“The Good Housekeeping Institute’s rigorous testing process, known for its thoroughness, evaluated the OmniGuard Advance 5-Sided Mattress Protector across several key parameters, including durability, effectiveness, and ease of use. The protector excelled in repelling liquids, resisting allergens, and maintaining its quality even after multiple washes. We’re dedicated to make the home the heart of wellness and our
Our research reveals that sleep wellness is of profound importance to the vast majority of individuals, highlighting valuable opportunities to further elevate the quality of rest. It also underscores the vital role that mattress protectors, pillows, and bedding play in fostering deeper, healthier sleep.
innovative sleep solutions continue to resonate with the market.” The recent ‘Sleep Survey’ by Purecare adds further weight to wider industry research on wellness, sleep and overall wellbeing. According to one of YouGov’s most recent surveys, it 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.
Further supporting this metric is separate data from the Mental Health UK association, where it found that almost one in five people in the UK aren’t getting enough sleep. In addition, according to the latest Shopify Health and Wellness Trends 2025 report, consumers are actively looking to prioritise high-quality sleep and to invest in innovative products. It is anticipated that the UK bedding market is expected to grow by 8.2% this year, with 45% of consumers preferring sustainable bedding options, says data from the UK Bedding Market Trends Report 2024 by AndFacts.
“Our research doesn’t just align with industry data, it reinforces our position at the forefront of sleep wellness,” Paul concludes. “Having led the way in the US, we’re now bringing that same expertise, innovation, and unwavering commitment to the UK and European markets as we continue to redefine what exceptional sleep looks like.”
STAFF AT THE CORE OF SEALY’S SUCCESS FEATURES
Mark Tuley, CCO at beds and mattresses manufacturer Sealy UK, talks about recent company investments and how this is shaping its road to further growth.
Despite wading through the ongoing challenges a business in the bed trade faces, Sealy Posturepedic has seen a surge of success, that it plans to grow even further in the years to come. “While we believe the bed and mattress market is down on last year, we are trading well ahead of 2024 as we continue to take market share, particularly in the premium mattress sector,” Mark reveals.
A key element of this growth has been its investment in staff. “Our primary investment in 2025 has been in our employees,” Mark continues. “We have not only increased the size of the workforce in key manufacturing areas but we have also carried out a significant amount of training and development to enhance the skills of our workforce to increases their overall flexibility. This in turn has helped to increase our overall manufacturing capacity to support the growth we have enjoyed over the last two years.”
Mark added that while recruitment has been a “challenge” in terms of finding “enough people of the calibre towards work”, it has been a crucial element of its continued growth as the company has invested to build its manufacturing capacities, as well as areas of product development.
With successful trade shows, including last year’s NBF Bed Show and the more recent INDX Beds earlier this year, also providing platforms for the
General Elevate Ultra Hawking medium
business to continue to increase its distribution of premium Posturepedic ranges, it is this product category that Sealy has more exciting plans for. “This year we are working on expanding our Posturepedic ranges to provide a wider choice that should provide retailers with a greater opportunity to meet consumer’s needs,” Mark said.
“There is also a lot of talk about sustainability. I’m still not sure enough consumers see this as important but the majority of reputable manufacturers are all working hard to improve their own sustainability credentials – and we are one of them.
“It’s no secret that Sealy Posturepedic has ambitious plans for the future and we expect to increase our current growth trajectory as we continue to invest in new product development and innovation in all areas of our business.
“The plans we have for the business will mean we also need to invest in our facilities in the UK. We will always plan to remain a Cumbrian based business and support the local area but as we continue to grow, our manufacturing and distribution facilities will need to grow with us over the coming years. We’re excited for the next phase of our growth.”
It’s no secret that Sealy Posturepedic has ambitious plans for the future and we expect to increase our current growth trajectory.
Indulgence
SUPPORTING RETAILERS AND DEMANDS WITH VITALITY
Following research, GNG Group, experts in manufacturing in the bed industry, understand that consumers are most interested in new collections that offer a variety of mattress options dedicated to their individual needs and budgets.
Using our innovative technologies and consumer research, we have crafted a collection that not only appeals to the consumer but also gives retailers the tools to be able to showcase the new range in stores and online, expanding our Komfi offering.
INTRODUCING VITALITY: Our new Vitality range by Komfi has been expertly designed to cater to every type of sleeper, from those who love ultra-firm support to those craving the plush, responsive comfort of a hybrid mattress. With five unique models, Ultra Firm, Excel Medium, Excel Firm, Hybrid, and Max, Vitality brings true variety to retailers’ in-store and online offerings.
At GNG Group, we’re committed to helping our retail partners stand out in a competitive market. That’s why every model in our Vitality range features a distinctive colour-coded zip, a simple yet effective way to create eye-catching, organised displays, both online and instore. Combined with a sleek, modern cover design that delivers both visual appeal and a tactile experience that the consumer will remember.
What sets the Vitality range apart is the GNG Group’s continued focus on advanced construction and selection of materials. From smart temperatureregulating fabrics to high-density foam layers designed for durability and long-lasting support, every model is engineered to offer superior comfort and longevity.
We’re committed to helping our retail partners stand out in a competitive market.
But GNG Group’s commitment doesn’t end with product design. GNG Group is also focused on sustainability. As a carbon-neutral, UK-based manufacturer, we’re continuously working towards a greener future. We recycle all our foam offcuts to produce ecofoam, a key component in many of our collections, ensuring our environmental responsibility goes hand-in-hand with product innovation.
By supporting sustainability and delivering high-quality, standout products, GNG Group is proud to be a partner that helps retailers meet growing customer demands with confidence.
For more information on the Vitality range or to explore our complete Komfi range, contact GNG at 01924950300 or email info@gng-group.co.uk
Show success boosts Hyders wool benefits
Bill Parkinson, National Sales Manager at Hyders Beds Ltd, reflects on recent trade show success which allowed the business to delve into the deeper benefits behind its wool.
Maintaining a commitment to sustainable manufacturing, Yorkshire-based Hyders Beds Ltd has grown its profile over recent months following the successful appearances at two key trade events. The business, which boasts more than 30 years of experience, exhibited at the INDX Beds Show, organised by Associated Independent Stores (AIS), as well as the Spring Furniture & Bed Show, run by Minerva.
Both shows delivered positive responses, as Bill highlights: “We’ve had very successful shows with visitors really engaging in our wool story and commitment to sustainable manufacturing. We saw a strong reaction to our wool message and products on show, including the display of different wool types in comparison to what goes into the mattresses we produce.
“We also found a willingness to learn and understand more about our business and product offering from visitors, which we’re confident will further boost our profile and further enhance our story. Both events have been a pleasure to attend and we now look forward to working with customers while continuing to spread the awareness of our sustainable products – all driven by our wool.”
Ranges on display at both shows included its Haven and Savile models, as well as an informative guide to its wool. “For centuries, wool has been popular material for all-natural mattresses, toppers and protectors, pillows, comforters and other bedding – and demand continues to grow even today,” Bill said. “When you consider all the advantages of this fibre, it’s clear to see why this is the case.
“Studies also show that people sleeping with wool bedding have a lower heart rate, less sleep disturbance, and increased duration of beneficial REM sleep. Wool naturally thermo-regulates and is remarkably comfortable in all seasons.
“Wool is also naturally resistant to mould and mildew. It quickly absorbs and releases moisture, and thus doesn’t allow the damp conditions that moulds and mildews thrive on. Other fibres, which don’t readily release moisture and are therefore can be more susceptible to collecting allergens.
“The protective lanolin coating found in wool makes it naturally resistant to combustion too. Wool is able to pass flame retardant tests without the use of added toxic chemicals commonly found in traditional bedding. Another advantage of wool in mattress pads and mattress toppers provide additional relief from painful pressure points as you rest. People suffering from chronic pain such as arthritis, fibromyalgia and bedsores often find comfort with wool.”
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We’ve had very successful shows with visitors really engaging in our wool story and commitment to sustainable manufacturing.
Alongside the use of the fibre, Hyders Beds also remains committed to sustainable production where the sheep are not harmed during the shearing process and the wool is processed without the use of chemicals. “Our British Wool is entirely derived from local flocks of sheep that are raised following specific criteria set by the British Wool Marketing Board, that ensures top quality wool,” Bill added. “Our wool is scoured and felted within a 2-mile radius too.
“Over the years, our specialty in the manufacture of various kinds of mattresses has evolved to high quality using the recent technology trend amalgamated with extensive test and trial with our years of master craftsmanship experience. Contact us today to learn more about our technical advances and product ranges.”
www.hydersbeds.com
CELEBRATING FIVE YEARS AS A WHICH? BEST BUY
Michael Prime, Head of Marketing & PR, has announced that the SleepSoul Space 2000 Pocket Sprung Mattress has been awarded the prestigious Which? Best Buy status for the fifth consecutive year.
“This remarkable achievement underscores our unwavering commitment to delivering exceptional comfort, support, and value to our customers,” Michael said.
The SleepSoul Space mattress features a robust 2000 pocket spring system combined with a luxurious box-top layer, designed to provide tailored support and minimise motion transfer. Its innovative construction ensures optimal spinal alignment, catering to various sleeping positions and preferences.
WHICH?
In rigorous testing conducted by Which?, the SleepSoul Space mattress consistently excelled in key performance areas, including body support, durability, and stability. Its breathable design also received commendation, offering a cooler and more comfortable sleeping experience. Such consistent high performance has solidified its reputation as a top choice among consumers seeking quality and reliability.
Beyond its technical merits, the SleepSoul Space mattress has garnered widespread acclaim from customers who praise its perfect balance of firmness and comfort. Its ability to deliver restful sleep night after night has made it a beloved fixture in bedrooms across the UK.
“This fifth consecutive Which? Best Buy endorsement is not just a testament to the mattress’s superior design and craftsmanship but also to the trust and satisfaction it has cultivated among users.,” Michael said. “We are honoured by this recognition and remain dedicated to upholding the high standards that our customers have come to expect.
“Experience the award-winning comfort of the SleepSoul Space mattress for yourself. Not to forget the Heaven 1000 & the Bliss 800 also hold this endorsement. Visit sleepsoul. co.uk to learn more and find your nearest stockist.”
We are honoured by this recognition. ”
The power of the Shire Beds brand
The Brand Behind Your Brand: How Shire Beds powers over 170 retailer labels with sustainable, FSC®-certified sleep solutions.
We’ve built a business by building others’ brands. ”
In a market where brand identity matters more than ever, smart retailers are turning to own-label solutions to stand out and scale sustainably. Enter Shire Beds Limited—the brand behind your brand—quietly powering over 170 privatelabel ranges for furniture and sleep retailers across the UK and beyond.
Shire Beds’ highly regarded white-label manufacturing programme enables partners to build their own brand of beds and mattresses—offering a seamless route to premium, British-made products under their own names.
Own-Label That Builds Brand Equity
Retailers benefit from a complete private-label package, including:
• Custom product development and design
• Bespoke branding, packaging, and POS
• Reliable UK-based manufacturing and delivery Marketing and technical support
“We’ve built a business by building others’ brands,” says Fara Butt, Director at Shire Beds. “Our partners trust us to deliver on quality, ethics, and innovation— while they grow stronger as the face of their own ranges.”
Certified Sustainability: FSC® at the Core
As an FSC® (Forest Stewardship Council®) accredited manufacturer, Shire Beds ensures that all timberbased materials are sourced responsibly and ethically. The company integrates sustainable practices at every stage, from:
• FSC®-certified timber for divans and frames
• Natural and recycled fillings
• Low-waste, energy-efficient production
• Eco-conscious packaging options
These practices help retailers not only meet rising consumer expectations but also demonstrate genuine commitment to environmental, social, and governance (ESG) principles.
• Why More Retailers Are Choosing Shire Beds
• 170+ Active Own-Brand Partnerships
• FSC®-Certified & ESG-Aligned Manufacturing
100% British Made at a purposebuilt West Yorkshire facility
• Fast Turnaround and dependable logistics
Retailer-Focused Innovation in design and materials
Powering Profitable, Purpose-Driven Brands
As retail continues to shift toward purpose and personalisation, Shire Beds remains a steadfast manufacturing partner, helping businesses of all sizes create branded sleep solutions that are profitable, ethical, and uniquely theirs. “Because at Shire Beds, we don’t just make beds—we build brands,” adds Fara.
Shire Beds supplies widely into the high street and online bed specialists as well as nationally into the contract and hospitality sector.
www.shirebeds.co.uk
CAPRI
Introducing the Belmont Ottoman Bed: Where Style Meets Practicality
Meet the Belmont Ottoman Bed—a stunning new addition to the Birlea collection that effortlessly combines sophisticated design with smart functionality.
With its sleek upholstered finish, durable wooden frame, and sprung slatted base for enhanced comfort and mattress longevity, the Belmont is more than just a bed—it’s a statement piece.
“Designed with modern living in mind, the Belmont features a spacious ottoman storage solution discreetly integrated beneath the mattress,” says Michael Prime, Head of Marketing & PR. “Ideal for keeping your bedroom clutterfree, this hidden compartment offers ample room for spare bedding, seasonal clothing, or everyday essentials—perfect for homes where space is at a premium.
“We proudly showcased the Belmont Bed at this year’s January Furniture Show, where it received an overwhelmingly positive response from retailers and industry professionals alike. Its refined aesthetics, practical storage, and quality construction made it one of the standout pieces at the event.
“Whether you’re updating a contemporary bedroom or adding elegance to a classic interior, the Belmont’s clean lines and versatile design make it a timeless choice. It’s available in multiple sizes to suit your space, and its neutral tones make styling simple and effortless.
“Now in stock, the Belmont Ottoman Bed is ready to redefine comfort and storage in your home. Discover more at birlea.com.”
A New Era in Comfort Backed by a Global Giant
In a crowded marketplace of mattresses and sleep solutions, Nectar Sleep UK has consistently stood apart for its bold promises, premium quality, and customer-first ethos.
At the heart of this offering is Nectar’s industry-leading 365-night trial—a full year to test the mattress in your own home, through all seasons, to decide if it’s truly right for you. No pressure, no rush—just a genuine commitment to better sleep.
“This remarkable trial period isn’t just a gimmick—it’s a sign of confidence in the product,” the company says. “Nectar mattresses are engineered with adaptive memory foam layers that contour to your body, offering exceptional pressure
relief, temperature control, and spinal support. Combined with a Forever Warranty™ and free delivery, the Nectar experience has reshaped expectations in the UK sleep market.”
But the story doesn’t end there.
In a move that cements Nectar’s position as a global heavyweight in home comfort, Nectar Sleep has recently joined the Ashley family—the largest furniture manufacturer in the world. Ashley’s acquisition of Nectar signals a powerful new chapter for the brand, with access to world-class resources, expanded manufacturing capabilities, and a global supply chain designed for speed, quality, and sustainability.
This partnership means faster delivery times, broader product innovation.
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“Ashley is a name synonymous with excellence, scale, and trust,” the business added. “With over 75 years of experience and a footprint in 155 countries, the brand brings unmatched operational strength. For Nectar Sleep UK, this partnership means faster delivery times, broader product innovation, and even more robust customer support—without compromising the standards that made Nectar so popular to begin with.
“Whether you’re looking to upgrade your sleep with cutting-edge memory foam or want the reassurance of a brand that’s both customer-focused and globally backed, Nectar now offers the best of both worlds.
“From the trusted trial that lets you truly relax, to the global expertise ensuring quality at every step, Nectar Sleep UK is not just about mattresses—it’s about mastering the art of rest.”
FEATURES
THE BED EXPERT
George Sinclair, Owner at retailer Nimbus
Beds, talks about how the pandemic changed mattress buying for good.
LOCKDOWN LIFESTYLE
The COVID-19 pandemic reshaped nearly every aspect of consumer behaviour, and the mattress industry was no exception. What began as a temporary shift to online shopping and home-focused spending has evolved into a permanent change in how people research, shop for, and value their sleep products.
THE RISE OF THE HOME AS SANCTUARY
During lockdowns, people spent more time at home than ever before. Bedrooms transformed into multi-functional spaces, offices, retreats, even gyms. This led to a newfound appreciation for comfort and quality, with consumers more willing to invest in their sleep environment. Mattresses, once a practical purchase, became a cornerstone of self-care. Sleep quality was no longer a luxury, but a necessity tied to physical and mental wellbeing.
DIGITAL-FIRST SHOPPING TAKES THE LEAD
As physical stores closed, mattress retailers had to pivot quickly to digital platforms. Brands that already had a strong online presence thrived, while others rapidly adapted with virtual consultations, online mattress finders, and improved e-commerce infrastructure. Many customers made their first-ever mattress purchase online during this time, discovering the ease of delivery, trial periods, and returns.
Now, even with stores reopened, the digital-first approach remains dominant. Consumers are comfortable making high-ticket purchases online, provided they receive ample guidance and social proof through reviews, testimonials, and influencer content.
HEALTH AND HYGIENE TAKE CENTRE STAGE
The pandemic heightened awareness around cleanliness and wellness, pushing consumers to prioritise hypoallergenic materials, antibacterial fabrics, and mattresses with removable, washable covers. Brands responded with cleaner production standards, more transparent material sourcing, and innovations aimed at promoting healthier sleep environments.
A NEW LEVEL OF CUSTOMER EXPECTATION
Customer service expectations also evolved. Lockdown life made people more reliant on responsive, human support from brands. From flexible delivery windows to generous return policies, companies were expected to be understanding and adaptable. The bar has now been permanently raised.
Now, even with stores reopened, the digital-first approach remains dominant.
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WHAT THIS MEANS FOR THE INDUSTRY
The post-pandemic consumer is digitally savvy, wellness-focused, and values transparency and convenience. Mattress retailers must continue to offer hybrid shopping experiences. Combining in-store touch points with digital tools and create marketing that reflects the emotional and health benefits of quality sleep.
The pandemic didn’t just change how people buy mattresses; it redefined why they buy them. Comfort, health, and peace of mind are now the drivers of purchase decisions. A shift that is likely to shape the industry for years to come.
HOW MATTRESSNEXTDAY IS CHAMPIONING WORKPLACE WELLBEING AND SUSTAINABILITY
A year-on look at how the UK’s Online Bed Retailer of the Year is proving that employee happiness and environmental stewardship go hand in hand.
With it becoming increasingly important that corporate responsibility means more than just profit margins, MattressNextDay is setting a new standard for how businesses in the bed industry (and beyond) can champion both their workforce and the planet. Twelve months after launching their Staff Wellbeing Initiative, the results speak for themselves and show what happens when a company commits to creating a workplace that prioritises its people.
What began as a mission to create ‘a safe, supported and happy workplace’ has evolved into an approach that flows through every aspect of the business. Through monthly reviews and staff suggestion boxes, MattressNextDay has created a culture where every voice matters and feedback directly shapes company policy.
“Implementing a Staff Suggestion Box wasn’t just a token gesture,” explains Jamie Latham, CTO, “We take each suggestion seriously and on its own merit. Even when a suggestion may seem far-fetched, we consider what that staff member might be missing from their working life, and what that represents”.
The results of this approach speak for themselves. Every member of staff now receives an additional paid day of leave that can be taken at any point throughout the year, while communal kitchen spaces are fully stocked with milk and fresh fruit twice weekly. More recently, each department has been offered a paid lunch on the last Friday of every month, as a gesture of thanks for their hard work.
These might seem like small gestures, but they represent a shift in thinking. Rather than viewing employee benefits as a cost centre, MattressNextDay has recognised them as an investment in productivity, retention, and company culture.
A green space for staff to refresh and reflect Perhaps the most ambitious addition to the wellbeing programme is the development of a dedicated staff community area. This outdoor space will provide employees with a refreshing outdoor environment to take breaks and enjoy lunches away from the industrial setting, offering fresh air and natural views.
The garden represents more than just a nice–to-have amenity, but is a recognition that mental wellbeing is intrinsically linked to our environment. In a world where many workers spend their days surrounded by concrete and fluorescent lighting, this green space offers a vital restbite, and one that staff can work together to maintain and improve, bringing a sense of satisfaction and achievement away from their everyday work.
This outdoor area also represents MattressNextDay’s approach to the connection between staff happiness and customer satisfaction. Happy, supported
employees naturally provide better customer experiences, creating a positive cycle that benefits everyone.
This staff community garden is an opportunity for staff to step away from the fastpaced environment of the office and take a moment to refresh and reflect, allowing them to head back into their working life with a clearer, fresher mindset that enhances their mental wellbeing, directly impacting the way they continue to work.
Encouraging staff confidence and a charitable spirit
MattressNextDay is also launching a series of educational talks, which will be expert-led discussions on topics suggested by their team. These talks aim to give staff a chance to ask questions and be informed about anything that impacts their working life. From independent pension advice to managing a work-life balance, these sessions are opportunities for staff to feel more confident in their working lives and relieve stress where possible.
Another way MattressNextDay are giving power to their staff is by encouraging the company’s charitable spirit. In the past year, staff-driven initiatives have included bake sales for Macmillan, monthly push-up challenges supporting Teenage Cancer Trust, and colleagues completing their first 10km runs for Breast Cancer Now.
To further harness this determination, MattressNextDay is implementing a Staff-Elected Charity of the Year, which every member of the team will have a chance to vote for. This ensures that charitable efforts remain meaningful and personally connected to the workforce, and opens the opportunity for every member of staff to lead charity events, whether big or small, throughout the year, and maximises the amount they can raise for a deserving cause.
Paving the way for a nation of sustainable sleep
Another important aspect of MattressNextDay’s core values, and one that aligns with their staff wellbeing value, is environmental responsibility. Their #SustainableSnooze initiative continues to make significant strides toward their ambitious goal of recycling 100,000 mattresses by the end of 2025. With over 70,000 mattresses already diverted from landfill, they’re well on track to exceed expectations.
To mark World Conservation Day in July, the company is launching a week-long Free Mattress Disposal campaign on their website and showroom – an initiative that hopes to inspire more people to take up this service and reduce the number of mattresses finding themselves in landfills.
This drive addresses a critical environmental issue: the 7 million mattresses discarded annually in the UK, many of which end up in landfill sites where they can take decades to decompose. By making mattress disposal more accessible by removing the barrier of cost, MattressNextDay are making it easier for customers to make environmentally conscious choices.
Continuing to be a blueprint for sustainable business
As MattressNextDay continues to expand their wellbeing and sustainability initiatives, they’re creating a blueprint that other businesses can follow. Their approach proves that environmental responsibility and employee satisfaction aren’t simply luxuries for huge global companies, but are essential strategies for long-term success that impact every area of business.
The company’s journey over the past year demonstrates that when businesses genuinely commit to their values, the results extend far beyond the bottom line. They create workplaces where people thrive, contribute to environmental solutions, and build stronger communities.
In a business landscape where consumers increasingly choose brands based on values alignment, MattressNextDay’s integrated approach to employee wellbeing and environmental stewardship positions them not just as a mattress retailer, but as a responsible corporate citizen leading by example.
For more information about MattressNextDay’s wellbeing initiatives and sustainability programmes, visit
Sustainability Spotlight
Garden Furniture, a trusted name in British outdoor living for over 25 years, has announced a new, eco-conscious product line focused on sustainable garden furniture - combining durability and environmental responsibility.
As UK homeowners continue to invest in their gardens as extensions of the home, the demand for long-lasting and environmentally friendly options is growing. Garden Furniture is responding with a curated collection of eco-friendly garden furniture made from responsibly sourced materials, including FSC-certified wood and recycled plastics.
“We’re proud to be expanding our offering with Lifestyle Garden’s premium, sustainable furniture,” said the owner of Garden Furniture, Andrew Griffith. “Our customers care about quality and the planet. This partnership allows us to deliver on both - offering sustainable garden furniture that lasts for years and makes a positive environmental impact.”
The launch of this collection also aligns with GardenFurniture.co.uk’s broader mission to reduce its environmental footprint. The retailer has gradually introduced sustainable packaging practices and is working toward making more of its full range recyclable or made from renewable sources by 2026.
In the next part of our ongoing sustainable series, garden furniture retailer Garden Furniture reveals its new eco-focused product line, Black Pear Bespoke secures funding to grow and Enky is on a fundraising mission.
BLACK PEAR BESPOKE ENKY
Nicholas Munn, founder of Black Pear Bespoke based in Worcester, has received a £9,000 grant to support the promotion and growth of his furniture business.
Nick founded the company following a successful career in interior design with the aim of bringing sustainable, crafted furniture to the area he lived in.
Black Pear Bespoke specialises in handmade furniture inspired by sustainable materials, with each bespoke piece created to match customers’ interior designs.
Funded by First Enterprise, who provide business loans ranging from £500 to £150,000 for start-ups and SMEs, Nick will use these funds to assist with the creation of prototypes, digital marketing and advertising promotions.
Subscription-based furniture business Enky has announced plans to step up its fundraising by moving its campaign to Crowdcube.
At the time of the writing, the business has raised £710,000, around 86% of its £1m target, as it looks to “make alternatives to fast-furniture”.
A statement said: “Many of you have joined the Enky adventure by becoming shareholders over the past few months. Thanks to you, more than €800,000 has already been invested to build the future of furniture. Thank you again.
“Our fundraising campaign will soon be moving to Crowdcube, the largest crowdfunding platform in Europe. The goal? To reach even more people, grow our community, and accelerate our expansion in the United Kingdom, where we don’t yet have the same reputation as on the continent.” www.gardenfurniture.co.uk
ercol’s APPRENTICESHIP PATHWAY
For British furniture manufacturer ercol, developing talent across all areas of the business is paramount to futureproofing its business. One channel that is vital to the company is through its apprenticeship programme, an initiative that has been running for almost 10 years now. We caught up with Roy Graves, Technical Support Manager at Ercol, who shares an insight into the success of its apprenticeship scheme, the importance of the programme and why the wider industry should adopt such an initiative.
ercol and apprenticeships?
Apprenticeships have been a core offering at ercol for a number of years now. We re-established our apprenticeship scheme in 2017 to ensure we could have new people coming into the business to continue the legacy of the brand while managing an aging workforce.
We offer apprenticeships across a range of subjects, including electrical maintenance, machining, finishing/polishing, and assembly. This year, we are onboarding five apprentices who will be joining us at the beginning of August. We have two apprentices who are doing the computer numerical control (CNC) machining apprenticeship and two who will be doing a furniture manufacturing apprenticeship following the finishing pathway. Both of these apprenticeships are Level 2 courses lasting for two years each. We run these entirely in-house with our training provider, The Engineering Training Trust.
In our Assembly team, we have a furniture and manufacturing apprentice with Rycotewood Furniture Centre, our training provider for this apprenticeship.
Our apprentices gain valuable skills in safe and efficient working practices, and the variety of training they receive opens up multiple career pathways, ranging from design and development to manufacturing and installation.
Over the next four years, our plan is to take on a further three to five apprentices each year. We have also
expanded the programme into other areas of the business such as maintenance and marketing. We currently have two maintenance apprentices and are planning the next intake for the coming months/year.
Our apprentices are important to us as a business; they bring with them fresh energy and new perspectives, often challenging us to think differently and explore alternative approaches to our usual methods. They also play a crucial role in helping us manage workloads, increasing our production capacity and enabling us to both ramp up the development of new products and bring back production previously handled by offshore partners.
One of the key strengths of our apprenticeship programme is its flexibility. This has allowed us to adapt in response to the evolving business needs. Despite these adaptations, we’ve maintained the core structure of the programme, as it continues to prove highly effective and rewarding for those who take part.
Success stories?
All of our Factory Section Leaders and Supervisors have been apprentices. Take our Facility Manager, Jordan; he came to ercol as an apprentice before taking over this position when the previous manager retired. Then there’s Tom, the Supervisor of the chair assembly area; like Jordan, he joined us as part of our first cohort of apprentices after we re-introduced ercol’s apprenticeship programme. Our older apprentices now fill vital roles in most areas of the business including Technical Design, Production Control, Purchasing, Upholstery Design, Prototyping, Stores management and Customer Service.
One particular success story that really stands out is our production manager, Brian Snelling. Brian had several part-time jobs before he undertook an apprenticeship at ercol. Despite having little experience in the industry, Brian completed a three-year apprenticeship in polishing and a twoyear course in advanced polishing.
37 years later, Brian has inspired his family to undertake apprenticeships of their own. Not only has his wife completed an apprenticeship at ercol [in sewing], but two of his three children followed suit, completing apprenticeships of their own [outside the industry as an electrician and in childcare].
Investment into apprenticeships?
As levy payers, we use this to fund most of our apprenticeships, but this cost is just the beginning. We cover the cost of travel for our apprentices and provide a basic set of tools for them to use throughout their apprenticeship.
There are direct financial benefits for the business through incentive payments for young people, and reduced NI contributions for those up to the age of 25. However, the most valuable investment is time. We give our apprentices the time to develop and learn through their own actions, while also being there to support them throughout the apprenticeship.
The benefits the apprentices bring are more than just being another resource to allocate to a specific role. Their enthusiasm and different perspectives are channeled into improving our business practices.
Future plans?
We are reviewing the programme against our 5-year plan to ensure it is fully meeting the business’ needs in the current climate. We are happy at the moment with the subjects we offer to those in the factory, while always looking to see what is available for those in other areas of the business. We are also exploring what higher levels we can offer to those who have completed the apprenticeship to ensure they continue to grow.
Importance of apprenticeships?
Apprenticeships are hugely beneficial to the manufacturing industry. They help bring in fresh talent and plug vital skills gaps by training people in the exact skills your business needs, whether that’s working with machinery, learning safety protocols, or getting hands-on with the latest tech.
With an aging workforce and many experienced workers retiring, apprenticeships present an opportunity for these individuals to mentor the next generation of staff, ensuring their unique skills are passed on to help future-proof the business.
Overall, apprenticeships are a smart, practical way to build a strong, skilled team that will support you in this ever-changing industry. Our programme reflects the strong family values at the heart of ercol. We want to see today’s
Apprenticeships are hugely beneficial to the manufacturing industry. They help bring in fresh talent and plug vital skills gaps by training people in the exact skills your business needs. ”
trainees grow into tomorrow’s mentors, passing on their knowledge and helping the next generation continue the cycle of learning and development.
Apprenticeship pathway?
We work with other organisations to support and promote apprenticeships. Finding the right training provider is a big part of making it all run smoothly. They can help you with finding and recruiting the right candidates. They’ll also work with you to shape the apprenticeship around your business’ needs. Keep in mind, apprentices might also pick up skills that don’t directly apply to your work, but that’s actually a good thing because it makes them more well-rounded and adaptable.
If you’re not sure where to start when reviewing your training options, the Skills for Life website can also help; it maps out all of the training and employments schemes available, with support on how to implement these across your workforce.
It’s also worth getting involved in local careers events, especially ones run by councils or local schools. These are great opportunities to meet other businesses who are already bringing in apprentices and hear about what’s worked for them. Plus, schools are full of potential future talent, and building those relationships can benefit both sides. You’ll also get a better feel for which providers are out there, what courses they offer, and how others are making it work which is useful information when deciding what’s right for your business.
To find out more about how apprenticeships can benefit your business and to explore the training and employment schemes available to you, search * ‘Skills for Life’.
Hervé Andrieu, CEO at VetiGraph, talks about the importance of training and the key benefits of its tailored approach.
VetiGraph has been supplying Computer Aided Design and Manufacturing (CAD/CAM) solutions for over 35 years. During that time, the business has developed design and cutting solutions which are utilised by over 1,500 businesses in the UK and worldwide. Alongside its highperformance machinery, VetiGraph also takes great pride in the training it provides, a pivotal tool in its success.
“Comprehensive training is very important for our business and a cornerstone of our customer service,” says Hervé. “Our dedicated in-house training and support personnel undergo continuous professional development to maintain expert-level proficiency in our advanced CAD/CAM solutions.
“This commitment ensures we deliver thorough and effective training to our clientele, enabling them to rapidly and efficiently leverage the sophisticated functionalities of our software and CNC cutting machinery, thereby maximizing their operational productivity and return on investment.”
Recognising that every client has different needs, VetiGraph offers flexible training and support solutions. “Our premium option is one-to-one onsite training, providing dedicated attention in your specific context,” continues Hervé. “We also provide
individual training at our Leicester office and intensive small group sessions. This variety ensures you can access the support that will deliver the best outcomes for you.”
Furthermore, refresher sessions are also key to maintaining knowledge and continuous training. “The option for refresher training is available to our service support customers,” adds Hervé. “We also do monthly beginner and intermediate training courses aided by sector specific user manuals.
“Each month, we provide a range of courses, including a comprehensive 5-day introductory CAD design program and focused 2-day courses in grading and intermediate CAD techniques.”
VetiGraph has continued to invest in its training through its courses and people. The company has plans to increase the size of its UK team with more “boots on the ground for training and support”, as well as investing in a larger premises to house its training and support facility.
Other areas of the business are also being developed, as Hervé revealed: “We’ve had a good first quarter for 2025 with a number of new clients from a range of sectors including upholstery joining us. We plan to continue with the success by enhancing our business further with broader solutions for our software, as well as developing our leather nesting and cutting software.
“We’ll be visiting the Manchester Furniture show too, as well as The Advanced Material Show for composites, so there’s plenty of opportunity to talk to us and discover how we can help your business.”
Back to the importance of training, Hervé said that the company’s personal approach and always going the extra mile are just two examples of why its training is industry first-class.
“What sets us apart in training is our deeply personalised approach, going beyond standard curricula to address our customers specific needs and context.”
One example is its partnership with contract furniture manufacturer Create Seating. The implementation of the VetiGraph solution has revolutionised Create Seating’s production process and has significantly improved productivity by reducing labour time for the upholstery and cutting processes.
Create Seating now employs a dedicated product designer who creates CAD models and then takes these models and creates a perfect set of patterns on the VetiGraph software, consistently creating a uniform product. The company also has multiple members of staff trained on the CNC cutter who can programme the machine to start cutting. For most projects, the cutting time is halved allowing the business take on more work than ever before without increasing lead times.
Our trainers are not just instructors; they are industry experts.
The seamless flow of operations is a combination of firstclass machinery and also training, as Hervé concludes: “Our trainers are not just instructors; they are industry experts who bring real-world experience and adapt their delivery to your unique learning style and environment, whether that’s through focused one-to-one onsite sessions or interactive small group workshops.
“This commitment to tailored learning, combined with our ongoing support, ensures you gain knowledge, confidence and skills.”
How AI is helping Juliettes Interiors
Juliette Thomas, Director of Juliettes Interiors, shares an insight into how the business is using AI and why the technology has been a game-changer.
Beyond being a distinguished high-end furniture retailer and interior design studio, Juliettes Interiors also specialises in creating luxury bespoke furniture. It is this arm of the Londonbased business that has dived into new ways of producing products, with AI at the forefront of its strategy.
“We use AI as a powerful tool when traditional methods have been exhausted, particularly in cases where clients are unable to approve existing selections or when their vision doesn’t align with what’s currently available on the market,” Juliette revealed. “Often, clients come to us with highly specific or unique requirements, and in these instances, AI allows us to visualise concepts that don’t yet exist, bridging the gap between aspiration and reality.”
Taking full advantage of the latest tech, the business has adopted this AI approach as it allows the company to produce low-resolution renders “quickly, efficiently, and at minimal cost— ideal for early-stage client engagement”.
“At this point in the relationship, when there’s no formal commitment to our design service, it’s important to balance quality with efficiency,” Juliette continues. “AI enables us to present highly tailored concepts that reflect the client’s brief, helping them visualise their ideas without requiring a significant upfront investment of time or resources.”
Juliette says that investing the time and expertise into the technology has been paramount to its success so far, dedicating significant effort to understanding how to effectively leverage AI for its specific needs. On the financial side, it has been “relatively minimal”, with the business using AI platforms.
“The value lies in the knowledge we’re building and how we apply that creatively to enhance our offering,” says Juliette.
“AI allows us to respond to client needs with greater speed and precision, delivering tailored design concepts quickly and efficiently. As a result, we’re attracting new clients and securing projects that may not have been possible through traditional methods alone. It’s expanding both our creative capabilities and commercial opportunities.”
Furthermore, the business, which has had a strong year so far, has also invested in developing AI-generated designs specifically for its showroom displays – situated on Kings Road in Chelsea – providing an innovative approach that sets the company apart in the market.
“These concepts often push the boundaries of conventional design, and while translating them into reality can present technical challenges—particularly when adapting materials— they allow us to showcase truly unique, forward-thinking interiors that aren’t available elsewhere,” Juliette added. “We’re committed to continually evolving our offering, with a particular focus on integrating AI to enhance the client experience. As the technology develops, we’re actively exploring innovative ways to refine and personalise our service even further.”
Juliette also highlighted areas that the tech can improve on. “AI-generated design is still in its early stages, and while it’s an exciting tool, there are clear areas for improvement.
At the moment, AI tends to respond better to directive input rather than restrictions. It struggles with being told what not to do. It also has a tendency to interpret prompts in unpredictable ways, so achieving the desired result often requires persistence and carefully rephrased instructions.
“Additionally, image resolution remains a limitation, which affects how and where we can use the visuals. As the
technology matures, we hope to see greater precision, responsiveness, and higher output quality to better align with the standards of luxury design.”
”AI allows us to respond to client needs with greater speed and precision.
should never be mistaken for completed, real-world pieces— unless they are translated into physical form through meticulous design and production processes.
“Design professionals must clearly differentiate between conceptual renderings and bespoke pieces that will be manufactured to exacting standards. Clients deserve the assurance that what they’re being shown can—and will—be realised with accuracy, quality, and craftsmanship. Clearly communicating which visuals are AI-generated and which represent actual or in-progress work is essential to maintaining credibility and trust.
“Incorporating AI thoughtfully into your workflow allows for richer dialogue, expanded creativity, and quicker iteration. But its role should remain complementary. Let AI inspire material combinations, layout explorations, or stylistic directions—but
As AI continues to evolve in the furniture space, the way in which Juliettes Interiors is incorporating the tech into its business is truly turning concept into reality – the business has even been certified as Leading Innovators in Luxury Interior Design at this year’s Global Elite Awards for its commitment to excellence and visionary impact. The integration of AI into the world of luxury interior design has opened up extraordinary possibilities.
“From rapidly producing compelling visuals to facilitating creative ideation, these tools can elevate the design process significantly,” Juliette concludes, continuing: “Yet, with this power comes a responsibility—particularly when working with discerning, high-net-worth clients who value transparency, craftsmanship, and authenticity.
“AI-generated imagery can be incredibly effective for sparking conversations, exploring design directions, and visually expressing ideas. However, it’s critical to present these visuals for what they are: conceptual aids, not finished products. While they offer a compelling preview of potential aesthetics, they
always anchor the client experience in your own expertise and the tangible, luxurious reality that only skilled artisans and trusted manufacturers can deliver.
“Ultimately, by being open about how AI is used—framing it as a tool for ideation rather than a promise of production— you reinforce your brand’s integrity. This transparency not only manages expectations but also deepens client confidence, ensuring they feel part of a collaborative, honest, and hightouch design process that lives up to the exclusivity they expect.”
For more information on using AI within the furniture space, check out Juliettes Interiors and their Buyer’s Guide to AI-Designed Furniture
Driving the digital evolution of furniture content
Dubbed the Spotify of the furniture industry, FurnitureCatalog streams data in a way that has not been seen in the furnishings market before.
Gary Hall, Sales Manager at BigFurnitureCatalog, details how streaming content to retailers is now easier and simpler than ever.
FurnitureCatalog is the streaming content management system for furniture and bed retailers, which has been in development for a number of years and the “biggest game changer the furniture industry has ever seen”, as Gary reveals.
“The content, which is all managed, developed and maintained by our in-house experts, displays the full library of a supplier right down to the detail of dimensions, fabric, product options and high-res photos to the retailer being able to create an order.
“With live streamed content, all neatly categorised and maintained for you, your products are seen at a click of a button. The supplier list is constantly growing too, with almost 30 onboarded to date, with many more in the pipeline.”
Another key benefit of the tool is that the content is all managed internally, allowing suppliers and retailers to enjoy the platform. “You can rely on professional management of your content system, allowing you to focus on your core business activities,” adds Gary. “Instead of getting caught up in technical details like content maintenance, you can dedicate your time to ensuring customer satisfaction, sourcing high-quality furniture options, and strategizing for business growth.
“With FurnitureCatalog, you have a trusted ally handling the operational aspects while you focus on what matters most to you.”
The process is smooth and really user-friendly too, as Gary explains: “FurnitureCatalog provides a unique bridge where retailers can get direct access to live product information from suppliers, which is all kept upto-date in real-time. It’s a win-win for both retailers and suppliers.”
Your Suppliers product data all on tap
Accessing data from a centralised pool like BigFurnitureData is simpler and easier than from a scattered local content approach. It streamlines processes, enhances clarity, and minimises errors.
It’s a win-win for both retailers and suppliers. ”
“Imagine it as a well-organised library where everything is neatly organised and categorised for you, all on tap with just a click,” says Gary. “The content is ever-evolving and consistently growing by our data team, with new suppliers being added regularly.”
Interested in FurnitureCatalog?
“Please contact us and we’ll walk you through its functionality, step by step,” Gary adds. “Be part of the Spotify of the furniture industry and get streaming with FurnitureCatalog.”
www.bigfurnituredata.com/furniturecatalog/
FEATURES
FURNY’s answer to AR
Saima Mobeen, Director at FURNY, shares a look at its revolutionary online marketplace designed to streamline the furniture shopping experience.
With technology changing the furniture landscape at pace, FURNY has its own Augmented Reality (AR) offering that can help businesses take full advantage of product imagery, without having the inhouse tools.
“FURNY is a platform that focuses on furniture and furnishing items for homes and offices,” Saima said. “The distinctive feature of FURNY is AR that enables customers to visualise the furniture items in their required space through their mobile phone or tablet cameras before placing an order.
“FURNY allows customers to compare various products from different brands and assist in making the right decision. The added benefit is that customers do not have to jump to different brands websites to place an order, they can place orders directly through FURNY.”
So how does it work? FURNY integrates cutting-edge AR technology to enhance product images with the aim to provide an immersive and engaging experience for the user. The business already works with a range of brands,
Our AR feature lets you see exactly how furniture will look and fit in a space.
including Andrew Martin, Dynamic Solutions, Artisan and TOV Furniture to name but a few, and has ambitious plans to expand further with its innovative technology.
“Imagine virtually placing a sofa in your living room or a bookshelf in your study, all from the comfort of your couch,” says Saima. “Our AR feature lets you see exactly how furniture will look and fit in a space before buying, eliminating any guesswork and complex measurements, whilst ensuring a perfect fit.
“To best use an AR environment, the products images must be in 3D and we understand that most of the furniture manufacturers/wholesalers/retailers are struggling in this area as it can be a significant investment to do this internally.
“Therefore, our platform aims to facilitate this need, where we also offer to convert 2D images into 3D models with high quality and affordable solutions. The vendors can use these 3D models on their own website as well as using FURNY to resell their products with an AR environment.”
Furthermore, FURNY says that its platform can also be the centre of inspiration where businesses can source emerging trends. “We go beyond just shopping,” Saima adds. “Our curated content and inspiration boards can spark creativity and help discover new design ideas and trends.
“This is just the beginning with a lot of innovation to come as we continue to develop in providing the best, and most engaging, customer shopping experience possible. To find out how we can help your business with our AR platform, get in touch today!”
www.furny.uk
FEATURES
THE BIG QUESTION
This
month we’re
asking
retailers: What keeps you up at night?
Professionally, I have to say nothing keeps me up at night because we have the best mattresses. We are sleep experts. Being honest though I don’t really worry about much at night because the things we can control, we work hard to ensure things are in order. Things out of our control such as a supplier going bust or something major happening isn’t something worrying will fix, it’s out of our control.
Hilary & Alice
Running a shop is tough at the best of times, but the past few years have thrown challenge after challenge at small businesses like ours. We’ve proudly weathered nearly a decade of trading through a global health crisis, a cost-of-living crisis, and the slow decline of the Diss high street. Sadly, as more stores have closed, footfall has dropped, and rising costs have made it harder than ever to sustain a physical retail space.
Elphicks of Huntingdon
What keeps me up at night is making sure we’re staying ahead in an increasingly competitive and fast-evolving UK furniture market. From shifting consumer expectations around sustainability and customisation, to navigating supply chain pressures and digital transformation, there’s always something demanding fresh thinking. As Sales Director, I’m constantly thinking about how we can better serve our customers, and futureproof our offering in a way that reflects both quality and value. It’s a challenge — but it’s what drives me.
After a challenging few years for OKA mainly in our overseas operation, we’ve spent the last 18 months putting the building blocks in place for growth as a simpler, UK-focused business, from product and brand to retail operations, IT and logistics. We’re already seeing the benefits through cost savings and improved sales.
Dreamland Bedding Centre
What preoccupies my thoughts in the quiet hours is not consumer demand or the quality of the products we retail, but rather the cumulative weight of structural and fiscal pressures facing independent retailers operating on the high street. The concern lies in the increasingly precarious equilibrium between escalating operating costs and the limited systemic support afforded to SMEs—particularly those that underpin local economies and contribute meaningfully to community identity.
Having recently participated in a roundtable discussion hosted by the House of Commons Business and Trade Select Committee—I had the opportunity to articulate many of these anxieties. Among the most pressing issues are the inexorable rise in energy costs, disproportionately burdensome business rates, mounting National Insurance contributions, and successive wage increases. Coupled with the inadequacy of current VAT thresholds and the absence of sufficiently targeted fiscal relief, these challenges collectively threaten the viability of even the most agile and customer-centric independent businesses.
In the bed retailing sector specifically, where lead times, logistical constraints, and showroom-based consumer engagement remain critical, the capacity to absorb such pressures is finite. My enduring concern is that, without meaningful reform, we risk eroding the fabric of the high street—displacing specialised, service-led businesses in favour of impersonal scale.
Sleeplessness, then, is less a matter of fear and more a manifestation of profound responsibility—to our people, to the communities we serve, and to the continued relevance of independent retail in a system that increasingly favours consolidation over character.
How Alfrecell has continued to evolve
Colin Sarson, Chief Executive Officer (CEO) at Alfrecell, shares an insight into the company as it marks its 65-year anniversary.
This July, Alfrecell Ltd proudly celebrates 65 years of shaping comfort through innovation in polyurethane (PU) foam. From its origins as the UK Comfort Foams division of Recticel to its new chapter under the Alfrecell name—established in 2023 following acquisition by GIL Investments—the company’s commitment to quality, versatility, and customerfocused solutions has remained constant. Trusted across the furniture, bedding, and healthcare sectors, Alfrecell’s foams have supported generations of products where comfort and performance matter most. As it honours its heritage, the company remains firmly focused on the future—on its customers and on driving innovation in UK foam manufacturing.
Colin explains, “At Alfrecell, the mission is to forge genuine partnerships with customers—serving as an extension of their teams, not just a supplier. The company is committed to adding value at every stage by providing high-quality comfort foams and innovative solutions that enhance its customers’ products and support their long-term success.”
As a full turn-key solution provider, Alfrecell operates a largescale foam production plant supplying trusted brands to the market, including Super Bultex and Niva. From industrystandard grades held in stock to gel-infused foams for specialist applications, the company offers a wide range of solutions. Its second plant focuses on converting, with capabilities ranging from fully automated, high-volume production to precision hand-finished components and bespoke kits. Combining flexibility, technical expertise, and a strong customer focus, Alfrecell is committed to supporting its customers in competitive markets.
At the heart of Alfrecell is a talented leadership team. Colin explains, “As both foam producer and converter, our success is driven by the strength, expertise, and dedication of our experienced team—each person playing a crucial role in delivering operational excellence and continuous innovation. From our warehouse and production operatives to our sales, development, and QSHE teams, every area works closely together to provide quality, efficiency, and exceptional customer care. Our recent internal cross-training programme has enhanced flexibility across departments, allowing us to scale production quickly in response to customer needs—without compromising quality. It’s this shared commitment and teamwork that keep Alfrecell agile, responsive, and ready for the future.”
From people to processes, Alfrecell has also implemented significant investments across its foaming and converting facilities—reflecting its ongoing commitment to progress and performance. “We’re in the final stages of a major upgrade to our PU foaming facility—enhancing efficiency, consistency, and product quality,” Colin says. “At our converting site, new machinery has been introduced to support our sustainability goals, giving us greater control over clean waste and unlocking new possibilities in product development. These upgrades not only enhance output but also give customers greater consistency, faster turnaround, and new opportunities for growth. With several other projects already in the pipeline, there’s a real sense of momentum at Alfrecell—and we’re excited about what’s coming next.”
Furthermore, the company is committed to continuous improvement initiatives that are vital to its sustainability journey and long-term growth. Colin adds, “We’ve implemented key baseline improvements, including the installation of energy-efficient LED lighting, enhanced internal waste stream management, and a more than 20% increase in operational equipment efficiency—with further gains still underway. We’ve also transitioned our forklift fleet to fully electric models and deployed SAP S/4HANA to enhance visibility and accuracy in ESG reporting.”
Colin also reveals that the company is exploring several opportunities for future investment but remains tight-lipped at this stage, with the main focus firmly on strategic growth and ensuring the business is well-positioned to meet evolving customer needs.
The recent Furniture Components Expo provided the perfect platform to continue this growth trajectory. “It gave us a chance to introduce our refreshed brand to the industry, reconnect with long-standing contacts, spark conversations with new ones, and showcase our capabilities,” Colin says. “The positive feedback was truly encouraging.
As both a foam producer and converter, our success is driven by the strength, expertise, and dedication of our experienced team. ”
We’re now actively nurturing leads and preparing for our next major event—The Bed Show this September.”
As Alfrecell continues to evolve as a stand-alone business, it remains firmly grounded in its heritage while embracing the innovation, agility, and customer-centric approach needed to thrive in today’s competitive landscape.
Backed by a dedicated team, recent investments, and a clear strategic focus, Alfrecell is building a strong, sustainable foundation for the future. Colin concludes: “Whether through ongoing operational improvements, strengthened customer relationships, or targeted growth initiatives, our goal is simple: to remain a trusted, forwardthinking partner that delivers real value at every stage.”
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.
In every furniture store there’s a particular sofa that everybody recognises. A silhouette that’s survived the test of time, a staple in modern and traditional homes across the world — classic tufting, low back and rolled arm rests — the Chesterfield.
This iconic sofa is ever-present and yet always evolving, and there have never been so many iterations in shape, colour, and upholstery. We’re unable to attribute the Chesterfield to a specific design style because it’s so versatile it encompasses them all.
This British icon dates to the eighteenth century when Lord Philip Stanhope (the fourth Earl of Chesterfield) commissioned a piece of furniture to allow his colleagues to sit comfortably without creasing their suits. What began as a status symbol reserved for the wealthy has evolved into stylish, on-trend, smart casual seating of the twenty-first century.
The formality of the original Chesterfield has given way to a distinctly relaxed feel, moving from traditional leather upholstery to modern velvets, chenille, and plush fabrics. However, luxury has not been forgotten — the background of opulent, sumptuous surroundings still emanates from a velvet Chesterfield. We continue to see customers demanding rich velvet colours such as fashionable green and royal blue.
What makes this iconic sofa accessible to everyone is that it can be made to work with almost any interior design look. Chesterfield designs continue to adapt and expand to suit modern life. The original armchair has transcended sizes to simple 2-seaters, to L-shapes with chaise and grand full corners. Contemporary, plush fabrics add a chic edge, understated linen transforms to a cosy, country-style retreat.
The most recent development in the history of the Chesterfield is a focus on tufting. Tufting itself has become an instantly
In every furniture store there’s a particular sofa that everybody recognises.
recognisable feature of British design. At this year’s Milan Design Week several designers took their cue from the classic Chesterfield, presenting us with exaggerated, puffed, and quilted models such as the ‘Tufty-Time 20’ by Spanish designer Patricia Urquiola.
It’s ironic that tufting, which was originally created to serve a practical purpose — secure stuffing and retain a rigid shape — is now being used for an opposite effect. The latest tufted sofas are designed to be overtly soft and feel like you’re floating on a cloud. Today’s Chesterfield descendants feel super comfortable, but they would be unlikely to keep your suit from creasing — it’s precisely this constant reinvention that defines the Chesterfield’s enduring appeal.
www.furniturechoice.co.uk
Hampton
Chesterfield Sofa
Albion Chesterfield Sofa
Letter from Ireland
Darren Bastin, Sales Director Ireland & Northern Ireland at RetailSystem, shares an insight into his new role and how it is proving to be a game-charger for Irish businesses.
Hello from the west of Ireland, where the furniture and bedding retail sector is every bit as dynamic, determined, and demanding as anywhere in the UK.
I only joined RetailSystem officially in February this year, but in truth, my relationship with the system goes back over 18 years.
Before stepping into this role, I was on the other side of the counter, running a furniture retail business, managing a team, serving customers, juggling stock and suppliers, and dealing with all the familiar day-to-day challenges that come with it.
RetailSystem was the engine room of our operation, and I saw first-hand how powerful it could be. Now, as part of the RetailSystem team, I have the chance to share that same confidence and capability with other retailers across Ireland. And what I see on the ground is encouraging: businesses that are proud of what they’ve built, but also ready to take the next step, to modernise, streamline, and take control.
What makes RetailSystem stand out isn’t just the functionality (though it’s packed with it). It’s the fact that it’s designed specifically for furniture and bedding retailers. From managing supplier price lists and content, to handling both simple and complex customer orders, coordinating supplier and customer deliveries, and everything in between, it’s all built with the unique flow of this industry in mind.
I get to work closely with a wide mix of businesses, from single-site independents to multi-branch retailers, and the conversations are always grounded in real-world needs.
QuickSale has been a game-changer for many Irish businesses, particularly those selling large volumes of smaller items. TicketMargin simplifies price updates without creating admin headaches. And WebSystem, our fully integrated eCommerce solution, is proving to be a powerful way to connect in-store stock with online visibility.
One thing I emphasise to every retailer I work with: you’re not left to figure it out alone. I visit stores in person, help
QuickSale has been a game-changer for many Irish businesses. ”
get systems live, oversee staff training, and support you long after the setup is complete. You get the benefit of my experience, both as a long-time RetailSystem user, and now as someone whose role is to help you get the most from it.
Best of all, there’s no upfront cost, no long-term contract, and a seriously strong onboarding offer to help make the transition easy. You can trial the system properly, get fully up and running, and prove the value to yourself before you’ve even paid a cent.
If you’re a furniture or bedding retailer in Ireland and you’re ready to reduce hassle, gain control, and improve how your business operates, let’s have a conversation. Because I’ve sat where you sit. And I know what a difference the right system can make.
Ireland’s leading trade-only event for the furniture industry returns to Dublin next month.
Returning from 24th – 26th August 2025, at the National Indoor Arena in Blanchardstown, Dublin, IFHS continues to be a vital meeting point for retailers, buyers, and suppliers seeking the latest in furniture, décor, and homewares collections.
As the sector navigates evolving consumer tastes and rising demand for sustainable, design-led products, the IFHS remains a key date on the buying calendar, offering attendees a curated showcase of innovative products, from contemporary furnishings to sustainable living solutions. A major strength of the show is its strong alignment with the Irish and UK retail market. As one of the most sought-after trade exhibitions in the sector, the IFHS attracts a wide range of suppliers eager to showcase collections tailored to market tastes and retail trends. From independent stores to large retailers, the show attracts a diverse audience of trade professionals, offering unmatched sourcing opportunities from Ireland and the UK’s leading suppliers, along with the chance to build lasting business relationships in a focused, professional setting.
More than just a product showcase, IFHS supports the development and recognition of the industry through initiatives like the Irish Furniture and Homewares Awards. Taking place during the show, the awards celebrate excellence in design, innovation, and business performance across multiple categories. These awards are not only a prestigious industry benchmark, but also a powerful business asset. For suppliers, receiving an IFHS Award offers national recognition, boosts brand credibility, and can significantly increase visibility within the trade. Open to all exhibitors at the show, the awards
will be judged by Amanda Bone, an architect, educator and broadcaster who champions creativity, individuality, and clever design. The awards are designed to spotlight both established brands and emerging talent, further reinforcing the show’s commitment to supporting every level of the furniture industry.
By bringing together the very best in product, people, and ideas, the IFHS continues to be more than just an event—it is a celebration of the strength and creativity within Ireland’s furniture and homewares sector.
IFHS 2025 is shaping up to be a standout event. ”
With registration now live, the IFHS 2025 is shaping up to be a standout event in the furniture tradeshow calendar. For those looking to grow, connect, and be recognised—this is where the industry comes together.
FEATURES
Destination Furniture
Furniture imports during April 2025 decreased on the same month last year while exports from the UK also declined.
According to the latest UK trade data, analysed by Big Furniture Group, total imports of furniture into Britain valued £669.9m in April 2025, down 1% from £676.5m against the same month the previous year.
Imports from the EU registered a decrease of 7.7% to £306m from £331.7m. Imports from Italy were down 9.3% to £58.7m, while Polish imports fell 7% to £63.5m. Imports from Germany were down 1% to £51.5m. Notable rises came from Spain up 112% to £10.1m, and from Sweden, up 11% to £8.7m.
As for outside the EU, total imports rose 5.5% to a value of £363.9m from £344.9m. Chinese imports were up 9.4% to £247.6m, while Vietnam rose by 14.7% to £26.2m. Imports from USA declined 10% to £17.6m and Moroccan imports fell 4% to £10.6m.
Moving to exports, the total value of UK furniture leaving the country fell 3.5% to £197.2m from £204.6m year-onyear. In Europe, exports declined 12.6% to £92.6m from £106m. Exports to France decreased 22% to £25.9m, while Irish exports were down 16% to £18m. Exports to Slovakia rose 375% to £2.6m, while to Italy, exports were up 50% to £4.8m.
Outside the EU saw exports increase 6.1% to £104.5m from £98.5m. Exports to China were up 95% to £4.3m, while India rose 8% to £3.1m. Exports to the UAE were down 35% to £6.1m, while the USA decreased 3% to £50.1m and exports to Singapore rose 185% to £4.7m, with exports to Saudia Arabia up 354% to £5m.
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
Henrik Pontoppidan, Director of S2U Design, talks risk and commitment in Vietnam and how it’s a two-way street.
From Maybe to Must-Do: Getting Factories to Choose You
Over the years, I’ve written extensively about the conditions on the ground in Vietnam and how to navigate the challenges of buying here, equipping buyers with tools to build strong, profitable supplier relationships.
Today, I want to tackle a sensitive topic that isn’t often addressed publicly: the balance of risk and commitment.
Sourcing involves risk! Delays? Quality? IP? These are all valid concerns. And there are many ways to mitigate them - which I’ve covered in earlier articles.
But there’s another side of the equation we don’t talk about enough: the supplier’s risk.
Factories also take a gamble when they agree to develop your products. Are you a serious buyer? Will you pay on time? Will you place an order once the development is done - or ghost them after months of work? These questions affect whether your project becomes a priority or is quietly parked at the bottom of the to-do list.
One Bad Exit, Years of Closed Doors
Here’s a real first-hand example:
Ten years ago, while still living in the UK, I received an exciting request from one of the UK’s leading wholesalers, to develop and source a new range in Vietnam. Though I had a decade of sourcing experience through my retail business, OAKEA, I didn’t yet have a permanent presence in Vietnam. So, I brought in the owner of a respected sourcing company to lead the project, while I stayed involved in a consulting role.
Four months of work followed - factory visits, sampling, development, pricing. The factory, aware of the final buyer’s reputation, produced perfect samples at their own expense. Unbeknown to me, these samples were never paid for. And then - silence. The buyer changed direction and ghosted.
Years later, well established in Vietnam, I had a new project ideal for that same factory. I contacted the owner to set up a meeting. It was cordial - but awkward. They politely declined to work with me again. The experience had left a scar.
Now imagine that happening over and over. A buyer’s decision not to share risk with the supplier - even symbolically - can deeply damage future partnerships.
What Prioritisation Looks Like
So, what makes a supplier see your project as worth prioritizing?
Disengagement is often a question of priority. Management may not believe your project is real - or worth the investment of time and resources. Their engineers may be busy on projects with clearer commercial prospects. In short, you haven’t lowered their sense of risk or shown real commitment.
In fact, many projects stall just as they reach the finish line. A buyer might ghost right from the time all requests have been approved and a PO doesn’t come, as promised. That’s the best way to burn an otherwise valuable bridge!
You don’t have to over-promise or throw money around. But you do have to show that your project is serious.
Reading the Signals
Let me give you a few examples:
If you refuse to pay $50 or $100 for a sample - even if it’s symbolic - it tells the factory that you don’t value the work behind it. You’re saying: “I expect you to invest in my idea but I won’t risk even a symbolic amount.” That’s not a risk most good factories want to take.
When you attend meetings and request changes, improvement or better pricing, without sharing what a PO looks like and when it will be placed, you’re sending the same message. Factories work best when they know what success looks like. Try saying: “This is what I want. If you can deliver that by this date, I’ll place this order.” –and give them a conditional draft PO! If they deliver, never backtrack. Honour your word.
Likewise, be clear about what they have
to do to win your business. Factories can handle competition - what they can’t handle requests for a lot of work while being kept in the dark.
Gut Feeling Over Paper Promises
Even experienced buyers often misunderstand how factory decision-making works in Vietnam. In the West, we lean heavily on credit reports, references, and gut feelings from meetings. In Vietnam, gut feeling comes first. A factory may commit to your project largely based on whether they feel you’re credible - not whether you say all the right things.
So much disappointment on both sides comes from a mismatch in expectations. A buyer believes a visit or email is enough to signal intent. A factory, meanwhile, feels it’s burning precious engineering time on something that might not materialise.
The real key is understanding that buying and supplying is a mutual investment. If you want attention, commitment, and great outcomes from your Vietnamese partners, you must show them that you’re willing to shoulder your share of the risk - and keep your promises.
The
Let’s Work Together
When you do, you’ll be amazed at the level of dedication and quality that follows.
”
If this approach resonates with you, take a moment to visit s2udesign.com/services-and-prices. I offer flexible supportfrom one-off services starting at $200 to ongoing cooperation where I handle everything from sourcing and development to problem-solving. You can cherry-pick or delegate it all.
FEATURES
Paul Wray, Managing Director of Modern Outlook Furniture, talks about why sourcing furniture from China is a smart choice for UK buyers.
China dominates the global furniture market as the largest producer and exporter, offering UK retailers and consumers unparalleled advantages in cost, design and innovation. Here’s why sourcing indoor and outdoor furniture from China is a strategic move.
Unmatched Cost Efficiency
Competitive Pricing: China’s economies of scale and streamlined manufacturing processes allow for lower production costs compared to Western markets. For example, outdoor furniture sets with premium materials (e.g., aluminium frames, UV-resistant cushions) can be sourced at $560/set— far below UK retail prices.
Customisation at Scale: Chinese factories accommodate bulk orders with flexible MOQs (e.g., 2 sets for high-end outdoor sofas), making them ideal for small and large retailers alike.
High-Quality Craftsmanship & Materials
Advanced Manufacturing: China’s furniture industry has evolved from manual workshops to automated, precisiondriven production—ensuring consistency in quality.
Specialized Materials: For outdoor furniture, Chinese suppliers excel in weather-resistant materials like powder-coated aluminum, synthetic rattan, and waterproof fabrics, which are durable and low-maintenance.
Luxury Appeal: Brands like Outer (a Chinese-founded, USfocused outdoor furniture company) demonstrate China’s ability to produce premium products with an average sofa price of $6,000, rivaling Western luxury brands.
Innovation & Design Leadership
Smart Furniture: Chinese manufacturers integrate IoT-enabled features (e.g., adjustable beds, voice-controlled lighting) into modern designs.
Trend-Driven Styles: From Scandinavian minimalism to industrial-chic aesthetics, Chinese factories quickly adapt to global trends, offering UK buyers fresh inventory.
Custom Design Services: Many suppliers provide 3D modeling and OEM/ODM support, allowing retailers to create exclusive lines.
Sustainable and Eco-Friendly Options
Green Materials: China is a leader in WPC (wood-plastic composite) doors/frames and FSC-certified wood, meeting EU/UK sustainability standards.
Eco-Conscious Production: Policies like the “Circular Economy”
initiative push factories to adopt low-VOC finishes and energyefficient processes.
Robust Export Infrastructure
Trade Shows: Events like Furniture China 2025 (Shanghai) showcase 3,500+ suppliers, offering UK buyers direct access to cutting-edge designs and networking opportunities.
E-Commerce Integration: Platforms like Alibaba and Made-inChina simplify sourcing, with detailed product catalogs and logistics support.
Resilience to Global Challenges
Supply Chain Agility: China’s “one-stop” factories” (e.g., Foshan’s furniture hubs) reduce lead times and mitigate disruptions.
Key Considerations for UK Buyers
Quality Control: Partner with suppliers offering pre-shipment inspections and warranties (e.g., 2–8 years for outdoor furniture).
Logistics: Opt for suppliers with experience in UK exports to navigate customs smoothly.
For UK retailers, China remains a cost-effective, innovative, and reliable sourcing destination. Whether you’re stocking luxury outdoor sets or smart indoor solutions, Chinese suppliers offer the scale, quality, and flexibility to stay competitive.
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.
A look at some recent news from the American furnishings market.
IKEA Beaverton opens
IKEA US has announced that the IKEA Beaverton at Progress Ridge Plan & order point with Pick-up opened during June. IKEA Beaverton is located in the Progress Ridge Townsquare Center at SW Barrows Road & SW Horizon Boulevard. This new format store is the second IKEA location in the Portland metro area.
“We are thrilled to offer Portland metro area residents more ways to shop and experience IKEA!” said Javier Quiñones, CEO & Chief Sustainability Officer, IKEA U.S. “This new location underscores our commitment to making IKEA more accessible and affordable, bringing our home furnishing products and solutions closer to the community.”
The IKEA Beaverton at Progress Ridge Plan & order point with Pick-up is one of many new format stores that are part of the growth strategy for IKEA US. While customers are unable to take products home that day, IKEA co-workers can arrange for delivery or schedule orders to be picked up from the convenient, onsite Pick-up location.
With the addition of an IKEA Pick-up point, customers will be able to collect their purchases when and where it is convenient for them, supporting purchases made at the Plan & order point as well as online at IKEA-usa.com. Online shoppers will have the option to pick up qualifying orders by selecting IKEA Beaverton at Progress Ridge as their preferred pick-up location at checkout.
BEDGEAR teams up with NBA star
For eight straight seasons, BEDGEAR has served as the Official Sleep Partner of the Dallas Mavericks. Stepping up the partnership, NBA star P.J. Washington has locked in on set for commercial shoots with BEDGEAR.
“P.J. embodies the mindset of a modern athlete—he understands that what you do off the court is just as important as what you do on it,” says Eugene Alletto, BEDGEAR Founder & CEO.
P.J. lives the Wake Ready® mindset, which made partnering with him a natural fit for BEDGEAR. “We worked with P.J. to build a BEDGEAR Performance® Sleep System 100% personalized to how he sleeps—his body type, sleep position, and temperature needs—because real recovery doesn’t start with a product. It starts with the person,” the company added.
“As a professional athlete, having a personalized sleep system is crucial to my performance and recovery,” says P.J. Washington. “For anyone serious about rest and results, BEDGEAR is a game changer.”
Vispring expands in US
British luxury mattress manufacturer Vispring has announced the continued expansion of its US retail presence with 17 new locations set to open across the country as the brand celebrates rare growth success in the US despite recent tariff changes.
As part of its strategic growth plan, Vispring will open six new solus stores, delivering a fully immersive brand experience in key US markets. These will be complemented by a number of shopin-shop locations in partnership with leading retailers, further strengthening the brand’s reach and accessibility.
“Our presence in the US has never been stronger, and we’re investing with confidence,” said Martin Gill, Managing Director at Vispring. “These new openings are a testament to the growing demand for authentic, high-quality sleep solutions — and our commitment to delivering them.”
Vispring’s ambitious plan to grow by at least 50% in 2025 is well underway, with performance on target and consumer appetite for premium craftsmanship showing no signs of slowing.
The new US showroom locations were carefully selected to establish Vispring’s presence in diverse regions across the United States, and are led by the opening of showrooms in Orange County in January, New York City and Dallas in June, and Denver, DC and San Diego this autumn.
Windsor Bed Frames
The products produced by Windsor Bed Frames are hand made by our craftsman. Using the highest quality of raw materials our craftsman ensures that each piece of furniture blends seamlessly into all interiors and provides each room with that extra element of elegance. We are very passionate about providing the best for your business, so that you can supply the very finest solid wood furniture, to your customers. This commitment to customer service is what sets us apart in today’s competitive market place.
www.windsorbedframes.co.uk
Birlea
The Belmont Ottoman Bed. With its sleek upholstered finish, durable wooden frame, and sprung slatted base for enhanced comfort and mattress longevity, the Belmont is more than just a bed—it’s a statement piece. Designed with modern living in mind, the Belmont features a spacious ottoman storage solution discreetly integrated beneath the mattress. Ideal for keeping your bedroom clutter-free, this hidden compartment offers ample room for spare bedding, seasonal clothing, or everyday essentials—perfect for homes where space is at a premium.
www.birlea.com
Sofa Source
At the heart of Sofa Source’s offering is a firm commitment to retail success. The company’s inhouse design team plays a vital role in this, working closely with partners to create collections tailored to real-world needs. Whether it’s a new silhouette, a trending colourway, or upholstery that aligns with a specific demographic, Sofa Source blends style with strategy to deliver ranges that are both attractive and retail-ready.
www.sofasource.com
NEW PRODUCTS 112
Gallery Direct
Gallery Direct’s outdoor collection combines style, durability, and comfort – conveying the elegance of indoor living outside. Alongside their outdoor furniture ranges, they also offer elegant parasols, shade solutions, atmospheric fire pits, and decorative lighting, textiles and accessories – designed to seamlessly create complete and cohesive outdoor living spaces. Explore their latest ranges, competitive trade pricing, and the exceptional service delivered by their dedicated and knowledgeable sales team. www.gallerydirect.co.uk
Shire Beds
At the heart of Shire Beds’ success is its unique approach to own branding. Rather than promoting their own label, Shire Beds focuses on empowering other brands to shine. This means offering fully bespoke product lines, personalised point-of-sale materials, and a collaborative approach to design and development. Every element—from the structure of a divan base to the stitching on a luxury mattress—can be customised. The result? Retailers gain exclusive products that align with their brand’s identity and meet the exact needs of their customers. It’s this dedication to behind-the-scenes excellence that earned Shire Beds its now widely recognised title: “The Brand Behind Your Brand”. www.shirebeds.co.uk
Darach
Darach, a family run company based in the Scottish Highlands, offers a quirky, functional and sustainable range of furniture, hand made from spent oak whisky barrels. From tableware to chairs, benches, lamps and much more, Darach has something to suit all tastes and budgets.
www.darach.scot
INDX FURNITURE UNVEILS EXCITING INDUSTRY PRESENTATION FEATURES
Free to attend, registration is now open for the summer edition of INDX Furniture, taking place at Cranmore Park in Solihull from 27-28 August 2025.
As part of the INDX Shows portfolio, organised by Associated Independent Stores (AIS) – the UK and Ireland’s leading buying, services, and event group, for independent retail, the first day of the INDX Furniture show is reserved for AIS Members, while general trade visitors are welcome to attend on day two.
Committed to meeting the diverse and everchanging needs of today’s furniture stockists, the show is commercially curated by a team of industry experts with unmatched knowledge across retail, buying, product development, and event management.
Driven by consumer trends, market insight and product innovation, the two-day event will showcase an exciting industry presentation across categories including Upholstery, Living Room, Dining Room, and Garden.
And for AIS Members, the show also represents a second opportunity to view their exclusive own label beds and bedding range; Dreamworld Collection, which launched officially at INDX Beds back in April.
Confirmed Brands (correct at time of going to press)
Bringing together an impressive selection of leading exhibitors, the upcoming show will feature headline brands and key returning suppliers.
Within the upholstery category confirmed exhibitors will include Abode, Alstons, Aquinos, Celebrity Motion Furniture, Gainsborough, G Plan, HTL, IMG Comfort, Parker Knoll, Primavera, Sofa Source International, Vilmers, and WS Wholesale, with more brands to be announced.
To date, cabinet exhibitors will include Cofra Furniture, Hill & Hunter, Hooker Furnishings, Kettler (Indoor), Maxfurn, Maysons Furniture, Torelli Furniture, and Willis & Gambier.
Garden suppliers will include Kettler (Outdoor), and the home furnishings sector will feature exhibitors including Gallery Direct, Trampoline and The Globe Company.
Bed exhibitors will include MA living (Dreamworld), Relyon (Dreamworld) and Sweet Dreams (Dreamworld).
Emma Rackley, Director of Furniture & Home, AIS: “Retail is not without its challenges, and we have focused on bringing together a commercially viable product mix which offers visitors newness and innovation, alongside seasonal trends, and bestselling ranges.
“We would like to take this opportunity to thank the industry for its continued support and we look forward to welcoming AIS
Members, retailers, and suppliers to the August 2025 show, which promises to be an unmissable opportunity to catch-up, connect, and do business.”
INDX Furniture Networking Social
AIS Members attending the show on Wednesday 27 July are invited to join colleagues at the Networking Social, taking place from 4.30pm at The Loft – Cranmore Park’s exclusive eatery and hospitality experience.
A much-loved chance to get together, relax, and celebrate the industry with drinks, canapes, and a backdrop of live music.
A stress-free venue
The INDX Shows group delivers the busiest calendar of retail trade shows in the UK, all taking place at Cranmore Park event and exhibition centre, centrally located on the edge of Birmingham and easy to access from all travel networks.
Purposefully designed as a venue with no distractions, Cranmore Park provides a business and buyer focused environment, created to inspire connections and encourage collaboration. Plus, all attendees enjoy free onsite parking, and complimentary Barista refreshments.
INDX Furniture is the perfect opportunity to discover exclusive product ranges, explore the season’s key trends, catch-up with industry colleagues, and form lasting business partnerships.
Build your network, unlock exclusive deals to drive sales, and get direct access to the best brands in the business.
We have focused on bringing together a commercially viable product mix.
Register for your free ticket at www.indxshows.co.uk/shows/furniture
Sofa Source
Willis & Gambier
Willis & Gambier
Willis & Gambier
Sofa Source
JOBS BOARD
Here are some of the latest
furnishing industry jobs.
(Correct as of 24 June 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).
Areas include:
• South West of England
• Wales Key responsibilities
• Identifying potential customers through networking and following leads.
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.
Sofa Factory – Agent for South West and South Wales
Sofa Factory, part of the Bentinck Group, has a great opportunity to join its team as a sales agent in the South West and South Wales. As one of the fastest growing upholstery companies in the UK, Sofa Factory supplies sofas, sofabeds and footstools and specialises in fabric upholstery sofas. For more information or to apply, please email your CV to orders@bentinckfurniture.co.uk & kevin.barfoot10@gmail.com.
WEBS Training – Apprentice Sewing Machinist
As an apprentice, you’ll work at a company and get hands-on experience. You’ll gain new skills and work alongside experienced staff.
Enthusiastic and target driven Field Sales Representative, you will attend enquiry appointments in the home and demonstrate our unique portable and furniture products.
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
• 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 complaints.
• Earning commission based on sales monthly.
Please email carly@sensumscents.com if you are interested in the position.
Self Employed Sales Agent Role
We are currently looking for Sales Agents in the following areas: Scotland
• East Anglia
• Southeast Region
• 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
Deluxe Beds Ltd – Sales Agents Required
Deluxe Beds is a family-run business, manufacturing all their beds, mattresses, bases and headboards from their mill in the heart of the Yorkshire Pennines. Combining traditional craftsman skills with cutting edge technology, Deluxe Beds is now recognised as one of the leading bed manufacturers in the UK.
• UK – Midlands (East and West)
• UK – Scotland
Sales Agents required in the above areas to sell all Deluxe Beds’ sub-brands to retailers & other customers on these exclusive areas. Agent must live in the area (Midlands or Scotland) and must have experience selling mattresses to retailers in the UK as a Sales Agent or Representative/Area Sales Manager. Please send a message to me if you fit this criteria. This is a self-employed position with the recognised commission structure.
Email orders@deluxe-beds.co.uk
A CONVERSATION WITH FURNITURE SALES SOLUTIONS
Adam Hankinson, Managing Director at Furniture Sales
Solutions, shares an insight into how they help furniture retailers turn missed opportunities into measurable wins.
How has business been so far this year?
It’s been a strong and steady year; we’re now fully booked for 2025 with many customers booking in for follow up weeks into 2026.
Despite the economic noise, retailers are still investing in their teams—because they’re seeing a real return. As one client put it, in today’s market, every potential customer must count. The skill, confidence, and consistency of your sales team can be the difference between a £4,000 sale and a missed opportunity. We’ve partnered with long-standing independents and national groups this year—and the appetite for structured, measurable improvement has never been clearer.
What common themes are you seeing when delivering training to your customers?
Inconsistency is the big one. Many salespeople rely on personality or habit rather than intention or skill. That’s why we focus on embedding our 7 Habits framework— so teams shift from guesswork to structure.
Another theme is lack of confidence in asking the right questions or qualifying early in the process. Our coaching creates a safe space to try new approaches, build confidence, and move from reactive to intentional selling.
What other challenges are retailers reporting—and how are you overcoming them?
Recruitment and retention are huge. Many businesses are hiring for attitude and training for skill—which is absolutely right. But without the right support, new starters struggle. Fairway Furniture used our programme to turn cautious new recruits into confident performers. Caseys in Ireland saw measurable improvements in product attachment and customer feedback using the same approach with new people.
We’re also helping companies embed coaching into their culture. One client increased Staingard sales by £65,000 over 3 months by simply having managers conduct consistent oneto-ones. That kind of cultural shift is where real transformation happens.
What are the real problems furniture retailers face with their salespeople?
If footfall is down and customers are more cautious, then the sales people need to be better. We see many owners and managers crossing their fingers that their best sales people get to talk to the customer- you can’t afford to have an a and b team of salespeoplehope isn’t a strategy- training is.
How
do these issues show up in
the numbers?
Poor conversion. Missed upsells. Low average order values. It’s often death by a thousand cuts. But here’s a simple measure: if each salesperson secures just one more order per week at £1,500, that’s £70,500 extra revenue per
What does that sales process actually look like?
It’s simple and structured:
1. Attitude
2. Approach
3. Questions
4. Listen
5. Sell the Solution
6. Conclude 7. Referrals
It mirrors how customers buy—so it’s natural to use and easy to scale.
”
WE TEACH THE REAL-WORLD HABITS THAT TOP PERFORMERS USE. AND WE SUPPORT YOUR MANAGERS TO REINFORCE THEM EVERY DAY.
head per year. Across 10 salespeople, that’s over £700,000. The cost of not improving is enormous.
Where does confidence come from—and how do you build it?
Confidence comes from product knowledge, self-esteem, encouragement and good management. When salespeople know what to say, when to say it, and why it works, they feel in control. That’s what we give them—a clear path through every sale. Confidence closes.
How
do you help furniture retailers fix that?
We embed a learnable, repeatable sales system: the 7 Habits of the Most Effective Furnishings Salespeople. From opening to referrals, we teach the real-world habits that top performers use. And we support your managers to reinforce them every day.
Is this just more training?
No. It’s not training—it’s transformation. Training alone fades. We embed habits, coach leaders, and create performance rhythms. That’s why our programmes stick—and why clients stay with us for years.
How do you work with managers?
We help them become sales coaches, not just floor-walkers. That includes “on the elbow” feedback, one-to-ones, team huddles, and knowing what to praise. When managers lead the sales culture, the change becomes permanent.
What role do managers play in making change last?
Managers are the glue. Without them, training dies on the vine. We train leaders to spot the habits, coach the behaviours, and challenge the drift. That’s what creates consistency—across stores, across teams, every day.
What sort of results do you help deliver?
There’s always an increase in turnover when we work with a client, that’s our guarantee. In one store alone, improvements to closing techniques led to a £1.3 million revenue boost. And the real power comes when you start moving the middle-performing salespeople upwards, the impact across the group is enormous. We’ve seen mattress protector sales jump by 389%, Guardsman rise by 98%, and Staingard conversions at one retailer increase from 17% to 46%. At another, pillow attachments went from under 20% to over 45%. These aren’t one-off wins, they’re the result of consistent behaviours and better conversations, especially around asking the right questions early on.
Do you tailor your method to different types of
retailers?
Always. The structure is universal, but
the delivery is adapted to each brand’s tone, offer, and customer profile. Whether you’re selling value or premium, modern or traditional, we make the process fit you.
What kinds of retailers do you work with?
We work with national chains, buying group members, and quality independents. Clients include Barker and Stonehouse, Gillies, Housing Units, Caseys, Lenleys, Loom Loft, Downtown, Glasswells, Bradbeers and many more. If you sell home furnishings face-to-face, we can help.
What trends are you seeing in customer behaviour?
Today’s customer is cautious, informed, and sceptical of hard selling. They’ve done the
IF EACH SALESPERSON SECURES JUST ONE MORE ORDER PER WEEK AT £1,500, THAT’S £70,500 EXTRA REVENUE PER HEAD PER YEAR.
research and want to feel listened to and advised. We train salespeople to slow down, ask better questions, and earn trust. When they do that, customers feel confident—and they buy more.
What’s the financial case for investing in training?
It’s simple: one extra order per week, per person, at £1,500 = £70,500 per head per year. Across a 10-person team, that’s £705,000 of potential gain. Compared to the cost of our programme, the ROI is clear.
How long before retailers see a return?
There’s always an immediate uplift. Programs usually provide a minimum 10x return
in the year and pay for themselves in 3 months- we also have our “more sales guaranteed” guarantee - if you’re not happy you don’t pay - everyone pays then asks for more.
What investments has FSS made to support growth?
We’re continually developing our online training platform—short, practical lessons tailored for showroom life. It will include a built-in AI sales assistant to offer live support and coaching. We’ve also expanded our team to meet demand across multi-site and national groups.
Why is now the right time to invest in your sales team?
Because the market has changed. Every footfall matters more. Customers are savvier. And costs are rising. Your people are still the biggest driver of performance. Retailers who invest in skills now will take market share from those who don’t. It’s that simple.
What if we’ve tried sales training before and it didn’t stick?
Then it wasn’t implemented properly. We don’t do “sheep-dip” training. We build a full learning journey: in-person, online, in-store, with manager coaching and KPIs. If it doesn’t stick, we don’t stop. We stay until it works.
Final thoughts…
If you’re reading this and thinking, “We’re doing okay, but could be sharper”— you’re probably right. Most of our clients were in the same place. But once they saw the impact of one more confident conversation per person, per week, everything changed. We help make that happen—consistently.
Adam Hankinson, Managing Director at Furniture Sales Solutions, outlines that you don’t have a Sales Problem, you have a Sales Skills Problem…
Across the furniture industry, there’s a familiar pattern playing out. Stores look great. Product ranges are strong. Footfall, while not always booming, is steady enough to give sales teams a fighting chance. And yet, the numbers don’t always reflect the effort going in.
Conversion rates are flat. Some weeks are great, others completely unpredictable. Certain team members fly, while others never quite get into gear. And when sales dip, the usual questions surface. Is it the weather? The promotions? The market?
But more and more, it seems like the real issue isn’t outside the business. It’s happening on the shop floor.
When Busy Doesn’t Equal Productive
A common theme we hear from store owners and managers is, “We’re busy… but not converting.”
Staff are tied up in long conversations that don’t go anywhere. Customers leave with a brochure and a smile, but not a sale. Days go by without a clear understanding of why things aren’t landing.
And when you step back, what you often see is this: salespeople doing their best, but without a clear structure. There’s no shared approach. No consistent questioning techniques. No plan for how to turn interest into intent. They’re not lazy. They’re just missing the tools.
The Hidden Gap
Many retailers we visit are running good businesses. They’ve put effort into creating an inviting showroom, invested in quality product, and built a brand people trust. But the one thing that’s often missing is something less obvious. The skill level on the sales floor.
We’re not talking about personality or motivation. Most teams have plenty of that. What’s often lacking is something more practical and repeatable.
• A way of opening conversations that builds trust quickly
• The ability to ask questions that uncover real needs
• Knowing how to present products as solutions, not just features
• Confidence in closing that feels natural and comfortable
Without these, even the best stores can find themselves underperforming.
The Difference Structure Makes
When stores introduce even a little more structure into their sales process, the impact can be striking. It doesn’t take an overhaul. Sometimes, small improvements in the way conversations are handled can create noticeable shifts in results.
We’ve seen this happen when:
• Team members start asking more purposeful questions and customers respond more openly
• A shared language helps new hires settle in faster and perform more consistently
• Managers begin coaching regularly rather than only after quarterly reviews
• These changes aren’t dramatic. They’re quiet, manageable improvements that build over time. But they shift the rhythm of the store and make performance more predictable.
A Familiar Story?
If any of this feels familiar - the strong footfall, the quality product, the frustrating inconsistency - you’re not alone. This is something many retailers are quietly navigating.
It’s not a failure of effort. It’s just a sign that sales, like any craft, needs maintenance. Left to chance, even the most talented teams drift.
Sometimes the answer isn’t new stock or fresh advertising. It’s simply making sure that every customer conversation is structured, purposeful, and supported by the right habits.
That’s where the difference lives. Not in luck, but in capability.
