Big Furniture Group Magazine December 2023 by bigfurnituregroup

Number 16, December 2023 www.bigfurnituregroup.com

HARRISON SPINKS

www.harrisonspinks.co.uk

INTERVIEW SPECIAL

Harrison Spinks Part 2; Fortune Woods; Sherborne Upholstery; Guardsman

SHOW PREVIEWS JFS; INDX Furniture

RETAIL FOCUS

Chili Pepper Furniture

THE BIG INTERVIEW Gareth Price,

UK Divisional Manager at Lynch Sales Company

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Editorial Dan Squires

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EDITOR´S NOTE

Managing Editor dan@bigfurnituregroup.com 07531 854718 | 01223 298489

Advertising Nick Mizin Sales Manager nick@bigfurnituregroup.com 0207 096 1010

Publisher Stephen Smith

Production Juan Morante GraphiC Design www.bigfurnituregroup.com

Issue No: 16 No part of this publication may be reproduced without the specific prior written consent of the publisher. Big Furniture Group Ltd accepts no responsibility for variations in colour reproduction and cannot be liable for the safe custody or return of any solicited or unsolicited material. We are committed to producing a true, factual, fair and unbiased publication through the editorial content within and takes appropriate measures to do so. Big Furniture Group Ltd reserves the right to edit any content other than advertisements, with the editor’s decision being final. All material submitted for inclusion in Big Furniture Group is done so entirely at the owner’s risk. Advertiser information is accepted in good faith and Big Furniture Group accepts no responsibility in in adverts appearing in the magazine, and do not necessarily reflect the publisher’s views. Contributors are advised to keep copies of all material submitted.

Welcome to December’s Big Furniture Group Magazine

Dan Squires

Managing Editor

”

This Christmas countdown is on – or is it more the countdown to next month’s show season? With that in mind, our December edition brings you the second January Furniture Show (JFS) preview, alongside the AIS INDX Furniture Show preview, as well as updates from businesses attending either show as preparations get fully underway.

Let’s start with Sherborne Upholstery. The business reflects on the current year while sharing what’s to come as we enter 2024. In similar notion, Sofa Factory also shares a pre-show teaser, while Mattsons sends out an invitation to join them during INDX. Gallery Direct shares a sneak peek at what’s in-store on their stand at JFS, while GNG reflects on the milestones achieved in the past year and Vogue Beds revisits their bedframes division. This month also features the second of our two-part series following the trip up to Harrison Spinks. November’s edition covered all aspects of the farm, while December moves across to inside the factory to find out more about the process of mattress making and why they are cut from a different cloth. Harrison Spinks also features as our Cover Star this month too. As for the regulars, Gareth Price, UK Divisional Manager at Lynch Sales Company, takes the Big Interview and talks about the love for his role he has held for almost 25 years, who he most admires and why his bonkers coffee table isn’t going anywhere. Meanwhile, Gislene Oliveira, Founder and Managing Director of Chili Pepper Furniture, talks about future expansion plans and why the industry needs to put a greater emphasis on sustainability and social responsibility in our latest Retail Focus feature. Guardsman shares an insight into why they are the insurance partner of choice for many furniture retailers and we take a look at what the dream home actually looks like – according to AI, as well as gaining further knowledge on the virtual furniture revolution and how the shift to digital is a must for every furniture business from the eyes of Happy Finish. From the dream home to top products, PR and communications specialist, Unhooked Communications, reveal what people are looking to purchase over the next year for the home. In keeping with what’s new, we sat down with Willis & Gambier who have announced the upcoming launch of the Toulon range, which is said to be a “groundbreaking collection that promises to redefine the essence of luxury interiors”. Weighing in with their own new products, and showroom, Fortune Woods shares an update following the opening of its Long Eaton space and launch of its debut upholstery range. With an eye on the future, we also caught up with KC Sofas as they plot an expansion plan over the next year, while Land of Beds continues the conversation on sustainability in our next instalment of the Green Retail series. We also shine a light on the recent Young Furniture Makers Award Winners, while the Big Question this month focuses on all things Christmasy. To wrap things up, The Bed Expert is back and talks about what to do when the “stupid” customer walks in, while Letter’s from China and Vietnam share some insight into their respective territories. Furniture Sales Solutions concludes the edition by reaffirming just why knowing your products inside out is key when selling. That’s enough from me, so enjoy our latest magazine. Oh, and if you have any news you want to shout about or if you’re keen to get involved in our Retail Focus and Big Interview features, drop me an email on dan@bigfurnituregroup.com. We’d love to share your story.

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5 CONTENTS NEWS 06 / 14 16. Big on Social

FEATURES 18. The Big Interview with Gareth Price 22. Gallery’s exciting sneak preview ahead of JFS

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54. Green Retail 56. The right partner for furniture protection 58. Is the virtual furniture revolution gaining pace? 62. Another year of growth at Sofa Factory 64. Young Furniture Makers Award Winners

24. JFS Preview Part 2

66. What does the dream home look like?

30. Sherborne sits Comfi ahead of JFS

68. New Year, New Furnishings

32. Retail Focus: Chili Pepper Furniture

70. The Big Question: Christmas?

36. From farm to factory

72. Letter from Vietnam

40. INDX Furniture Preview

74. Letter from China

42. Invitation to luxury

76. New Products

44. A milestone year for GNG

78. KC Sofas: Investment and expansion

46. The Bed Expert 48. Arrival of Toulon 50. Fortune favours the brave

80. The Best in Bedframes 82. Last Word with Furniture Sales Solutions

BIG INTERVIEW GARETH PRICE UK DIVISIONAL MANAGER AT LYNCH SALES COMPANY, talks about the love for his role he has held for almost 25 years, who he most admires and why his bonkers coffee table isn’t going anywhere.

RETAIL FOCUS Gislene Oliveira, Founder and Managing Director of Chili Pepper Furniture, talks about future expansion plans and why the industry needs to put a greater emphasis on sustainability and social responsibility.

FROM FARM TO FACTORY In part two of our recent visit to luxury bed-maker Harrison Spinks, Big Furniture Group moved from the farm to the factory to find out more about the process of mattress making and why they are cut from a different cloth.

ON THE COVER Harrison Spinks Cut from a different cloth www.harrisonspinks.co.uk

FORTUNE FAVOURS THE BRAVE Mark Bonner, Sales Director at Fortune Woods, shares an update following the opening of its Long Eaton showroom and launch of its debut upholstery range.

NEWS Independent furniture retailer to relocate store

Independent furniture retailer Lazy Days Home Furnishings has announced it plans to relocate to a new and larger store. Currently situated on Buccleuch Street in Barrow-in-Furness, the business has secured a new premises on Dalton Road, taking over a former Sports Direct store. The retailer expects to complete the move by early next year. It also confirmed that it will close its current store following the relocation. The 6,000sqft store, which is located in the centre of the town, will allow the company to expand its display ranges with new sofas, dining sets, bedroom and lounge furniture, plus much more. Commenting on the move, the company said: “We are moving To Dalton Road, into what was previously Sports Direct. This is a huge step for us as a local independent business, but we believe in Barrow. We hope to open our new store in early 2024.”

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Beds retailer acquires Santa site for extra festive fun Independent beds retailer Nimbus Beds is kicking off the festive season early following the launch of a new Santainspired website. George Sinclair, Director at Nimbus Beds, confirmed the acquisition of a website called Santasiphone.com where you can book a live video call with Santa. Aimed at expanding its Christmas activities, as well as boost sales during the season, George said that the platform is an exciting project. “We usually do something different for Christmas. Last year was Christmas trees and more Santa stuff. Due to the previous success of our Santa’s Grotto we wanted to upscale it but realised we can’t be everywhere at once. This project will allow us to share the magic of Christmas worldwide while promoting the Nimbus Name. This would also generate income for our quiet time at Christmas. Plus, we always love new projects!” The Santa site is now live and available until 22 December 2023.

Furniture manufacturers and retailers pay shows annual rise The annual average of furniture manufacturer and retailer employee pay has increased, says new data from the Office for National Statistics (ONS). According to its latest Annual Survey of Earnings in the year to April 2023, the furniture manufacturing sector as a whole saw average annual pay rise by 4.7% to £30,703. Within this sector, data suggests that the office furniture manufacturers pay rose 3.6% to an average of £31,405 per annum. Meanwhile, mattress manufacturers pay declined 4.7% to an average of £25,397, while other manufacturing sectors, including cabinet and upholstery, saw a rise of 7.3% to £29,214 per year. As for furniture and carpet retailers pay, this has increased 9% to an average of £28,676 and 3.3% to £28,313 respectively.

Furniture and carpet wholesalers pay also rose by 12.7% to an average annual wage of £40,480. Breaking down the data even further, the average pay of male furniture manufacturers stood at £32,064, an uptick of 5.8%. There wasn’t any data to suggest this for female pay in this sector. The average pay of male furniture retailers stood at £33,380, an uptick of 8%, while female pay had an average of £22,398, representing an increase of 10.9%, but still over £10,000 behind that of male pay. As for overall hourly pay, furniture manufacturers average at £15.98 an hour, up 6.5% on an annual comparison. Mattress manufacturers average rate per hour rose 7.4% to £14.49. Carpet manufacturers average hourly rate has risen 3.7% to £22.07. As for furniture retailers, the average rate of pay per hour is £16.51, up 9%, and for carpet retailers, this stood at £14.78, increasing 3% year-on-year. These are all above the current National Living Wage (23+) of £10.42 per hour, which saw an annual rise of 9.7%. On an overall viewpoint, the ONS said that gross annual earnings for full-time employees was £34,963 in April 2023, which is a 5.8% increase in April 2022. The gender pay gap has been declining slowly over time; over the last decade it has fallen by approximately a quarter among full-time employees, and in April 2023 it stands at 7.7%. Commenting on the figures, ONS head of earnings statistics Nicola White said: “Our detailed annual survey shows that in the year to April 2023, employees saw their pay growing at its fastest in cash terms since comparable records began, but once inflation is taken into account, people’s pay fell again in real terms. “Thanks partly to increases in the National Minimum Wage, lower-paid groups saw faster earnings growth over the year than those higher up the pay scale. The full-time gender pay gap was very little changed on the year, but has fallen by about a quarter over the last decade and remains smaller than it was before the coronavirus pandemic.”

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8 NEWS

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materials, creating a space that goes beyond the product to create an entire experience. Customers will be encouraged to take their time, explore and discover the perfect mattress that suits their individual preferences and needs.”

Bed business opens new Knutsford showroom Devon-based bed and mattress company, Naturalmat, has announced the opening of its brand-new showroom in Knutsford, located just south of Manchester. The expansive 5,000sqft space is home to a curated selection of Naturalmat, Naturalmat Baby and The Cornish Bed Company’s signature collections. With a commitment to sustainability and innovation, the entire space has been designed to cater to the diverse preferences and needs of all who visit. The showroom features Naturalmat’s largest-ever Sleep Zone – a unique concept designed to offer a complete and immersive sleep experience for customers testing mattresses and beds. “The Sleep Zone will envelop guests in a world of comfort, with features including ambient lighting, a soothing Devon soundtrack recorded on the banks of the river Exe where the Naturalmat workshop is based, a bespoke, nature-inspired scent and an atmosphere of privacy conducive to sleep that evokes a sense of tranquillity and calm,” the company said. “The walls of the showroom have been adorned with captivating stories that showcase Naturalmat’s ongoing commitment to sustainable and natural

Boasting an impressive range from the Naturalmat collection, including mattresses, beds, toppers, bedding, linen and their exclusive line of Holmes Bespoke bedhead tapestries, the Knutsford showroom will also feature an extensive selection from Naturalmat Baby, including mattresses, bedding, bed linen and children’s furniture from partner brands including Troll, Leander and Stokke. Parents will find a cosy kids’ corner, complete with table, chairs, colouring books and reading materials, providing a comfortable space for children while they explore. Within the showroom, The Cornish Bed Company collection will also be on display, showcasing a range of their hand-crafted, cast-iron, brass and nickel beds, day beds and accessories – all made using traditional Victorian casting techniques. “The Naturalmat team is excited to welcome visitors to the new showroom, where they can immerse themselves in a world of sleep and comfort,” the company added.

IKEA to open in Brighton following shopping centre acquisition The owner of Swedish furniture business IKEA has announced the acquisition of a Brighton shopping centre following months of talks. Earlier this year, Ingka Group entered into talks with the owners of the Churchill Square Shopping Centre and has now completed the deal, making it the second UK shopping centre within its portfolio. Ingka Group’s Ingka Centres division

has acquired the retail centre for an estimated sum of £145m as it continues to invest in bringing its furniture stores into city centres. It is understood that an IKEA store will open in a former Debenhams site in the centre, which is expected to be converted within two years. The acquisition follows the purchase of Kings Mall in Hammersmith, West London, back in 2020 for a sum of around £170m, where it has also installed an IKEA in a former Debenhams store. Commenting on the deal, Ingka Centres said: “We’re excited to announce the acquisition of Brighton’s main shopping centre, Churchill Square. This marks a significant milestone in our UK presence as we bring an innovative IKEA City store to this vibrant community as part of our second British meeting place. “Churchill Square currently benefits from a quality mix of flagship retail and dining options that has traditionally attracted more than 11 million visitors annually. We are also excited to add a new IKEA City Store on the site of the former Debenhams which will mark the latest phase of IKEA’s ongoing transformation to become more accessible to customers.”

Next to close Derry Home store next year Fashion and home furnishings retailer Next has announced plans to close its furniture and homeware store in Derry. Situated at Crescent Link Retail Park, the Next Home store is expected to close on 1 February 2024 following the expiration of its lease. The closure is set to impact around 25 jobs at the store, with some already being offered new positions at other shops. Next said it is “actively working” with staff to relocate jobs to either its stores in Lisnagelvin or Foyleside.

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shopping experience for customers, aimed at people who need a “less busy or low-sensory environment” to shop. The trial will take place after usual store hours on a Tuesday and will be by appointment only at the Nantwich Road location. If successful, the business plans to introduce the scheme as a permanent appointment-only system.

Wayfair says metallic trees are trending this Christmas Online home furnishings retailer Wayfair has reported a significant increase in searches for metallic trees. According to its own data, Wayfair said that the increase, from the year-on-year period to October 2023, total searches for metallic Christmas trees has risen 2,000%. Dee Fontenot, Wayfair’s Resident Style Advisor, commented on the trend: “Metallics always have a moment this time of year but we’re seeing a more maximalist approach at the moment. From silver trousers on the high street to silver trees, it’s a great way to inject some fun and glamour to your Christmas decorating. People tend to stick to a theme with tree decoration and this is an extension of that, with the tree following suit too! “The tinsel tree is both futuristic and nostalgic in equal measure. A super fun, standout look, a shimmering silver tree is perfect for those who love to entertain at home during the festive season, bringing the party vibes to your living space.”

Commenting on the initiative, Eddie said: “Our new ‘Quiet Hour’ is now available. Every Tuesday from 6pm-7pm, we are available after the usual store hours, to open by appointment for people who need a less busy or low-sensory environment to browse. “Our radio will be switched off and lights reduced where possible, and no other customers will be in the store. If Tuesdays are not convenient for you, please let us know and we’ll see if we can arrange something else.”

Airsprung Group announces restructuring and key appointments Manufacturer and supplier of beds, headboards, upholstery and converted foam products, Airsprung Group PLC, has announced a strategic restructuring initiative aimed at optimising its operations and harnessing opportunities within the organisation. This restructuring will see prominent leadership appointments that underscore the company’s commitment to growth and innovation.

Franchised flooring and beds retailer United Carpets and Beds is trialling a new shopping experience.

Paul Little, who joined Airsprung Group over two years ago, has played a pivotal role in the company’s transformation journey. Under his guidance, Airsprung Beds underwent a comprehensive streamlining process through substantial capital investments and a keen focus on innovation.

The Crewe store, which has been locally owned and managed by Eddie Davies since 2010, is trialling a “quiet hour”

In collaboration with Nick Gigg, the Managing Director of Gainsborough, Paul successfully identified and

Flooring and beds retailer trials new shopping experience

leveraged efficiencies across all the Group’s bed businesses. This collaborative effort resulted in substantial improvements to production and operational processes. Building upon the foundation of these accomplishments, the next phase of the restructuring will centre on the Sales and Operations functions. Paul Little will assume the role of Sales and Commercial Director for all the bed businesses, a testament to his remarkable track record and his substantial contributions to the success of Airsprung Beds. “This strategic move empowers the entire Group as Paul and his Sales team gain access to the Gainsborough and hushabye brands, promising enhanced growth opportunities and market penetration,” the group said. Nick Gigg, with a distinguished tenure of 15 years within the Airsprung Group, has been appointed as the Managing Director for all bed businesses. “Nick’s deep-rooted experience across various facets of the business uniquely positions him for this new role,” the group added. “His primary focus will be to drive operational excellence and work in tandem with Paul and the team to foster ongoing product innovation. “It’s important to note that the individual bed businesses will maintain their distinct brands and market position; however, Nick Gigg will actively seek out further opportunities for synergies across critical functions, including IT, supply chain, and marketing. This commitment to cross-functional cooperation aims to maximise operational efficiencies and further enhance the Group’s overall competitiveness. “Airsprung Group PLC’s strategic restructuring signifies a bold step towards harnessing the potential across the whole group. These key leadership appointments are set to propel the company’s growth trajectory, enhance operational effectiveness, and continue its legacy of innovation in the bedding industry.”

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12 NEWS

Beds retailer founder reaches 50 year milestone; hints at retirement The founder of independent beds retailer Now to Bed is celebrating 50 years in the trade and has revealed that retirement discussions are underway. Paul Burnet began his furniture industry career back in 1973 as a salesperson for Courts Furnishers in Penzance, Cornwall. From there, Paul transferred to the Portsmouth branch where he reflects on some key moments in his industry. “I worked with some wonderful colleagues and had two very enjoyable years in Portsmouth. I remember working at the Ideal Home in London on the Courts stand for the very first time, excited – terrifying – and enjoyable all rolled into one for a 21-year-old. “Two years later I gained promotion to the Courts City centre store in Birmingham as Assistant Manager to my dear friend Ron Farris. It was a fantastic experience in the two years I worked in Birmingham meeting some wonderful customers and gaining some invaluable experience in store management.” In 1978, Paul secured his first store management position at the age of 23 in Rhyl, North Wales, when Courts took over an established company ‘Rhydwyn Jones & Davies’. “After a very successful three years in Rhyl

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I took over the management of the Cardiff city centre store,” he said. “This move allowed me to test all my abilities and call on the experiences I had gained over the years with Courts as it was a very busy store with the usual demands of the manager running a city centre store back in those days with no Internet sales (thank goodness). One of my right hand men in Cardiff was Dilwyn Weymouth, who is still very active in the trade today.” Then in 1984 Paul decided to start his own furniture business and P J Furnishings was born in Rhyl. “My wife Susan and I had great fun growing this business for over 11 years before selling it to pursue other Interests,” he said. “However, I missed the trade and before long I found myself working with Bruce & Peter Cohen in Ireland at Cost Plus Sofas.”

“Another milestone was the opening of our flagship store on Clwyd Retail Park, which is the biggest collection of quality beds and mattresses in North Wales. “Retirement has been discussed and I’m sure that will come round soon enough, as my son Tom continues to steer the business in the right direction. I’m convinced with the continued support of all our longstanding suppliers our family business will continue to move forward and thrive for many years to come. “In retirement I hope to enjoy my spare time playing golf, walking, travelling and spending valuable time with my wonderful family. It’s been some career!”

Upon returning to Wales in 2013, Paul started his very own bed business ‘Now to Bed’ which has shown steady growth due to the hard work of his family and staff, as well as the continued support from all their suppliers over the last 10 years.

Carpet independent opens Castlepollard store Independent carpet business TP Flooring has announced the opening of its new store in Castlepollard.

“It has been an exciting journey, one of which I am immensely proud of,” Paul said. “The proudest moment came when we were presented with the ‘Small Retailer of the Year’ at the NBF Bed Show Gala Dinner in September last year in 2022 and again as ‘Finalist’ this year. The hard work from all of the team was rewarded on that one occasion.

Situated beside Tesco in Castlepollard, Co. Westmeath, Ireland, the new store, which is owned by Thomas Parker, officially opened on Saturday 11 November 2023. Commenting on the opening, the business said: “We are happy to announce our new carpet and flooring shop opening in Castlepollard. “Call in for a browse and a chat. We’re looking forward to meeting all our new customers and helping you with all your flooring needs.”

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14 Furniture Outlet launches new online store

Essex and East London-based clearance furniture business Furniture Outlet has announced the launch of its brand-new online store. Established in 2007, the introduction of its new online platform at www.furnitureoutletstores. co.uk, the company is aiming to make shopping for furniture easier than ever.

Discount furniture store suddenly closes

Independent furniture retailer Discount Furniture Warehouse has suddenly closed leaving customers in the dark over unfulfilled orders. The business, situated on Blackpool & Fylde Industrial Estate in Blackpool, has shut the store down, as well as removing its Facebook social page and taking its website offline. It is understood a number of customers have been left out of pocket since the sudden closure, with the company unresponsive to calls and emails bouncing.

Independent picks former Bensons store

Independent furniture business The Clearance Discount Furniture Store has announced plans to open a store in Burnley. The company has opened on the Prestige Retail Park, taking over a former Bensons for Beds store, marking its first physical location.

Senator implements bee hive initiative

Furniture manufacturer The Senator Group has announced a new collaboration with a bee keeping business, the Bee Centre, as part of its sustainability agenda, while installing three hives at its Accrington site. “Right now, we have 30,000 locally bred honeybees in these hives. By improving local honeybee numbers, we help the UK to reduce reliance on the importation of unsuitable honeybee breeds and potential pests and diseases.”

BigBites Mattress donation helps Exeter charity

As part of their commitment to help alleviate bed poverty, Devon-based bed and mattress company, Naturalmat, has donated two new mattresses to local charity, Exeter Community Initiatives (ECI). The brand-new mattresses have been distributed to a teenage boy and a mum recovering from surgery – both of whom are receiving support from ECI’s Family Resource project.

Bed Kingdom supports Rainbow Baby Bank

Bedroom furniture firm Bed Kingdom, with bases in Heckmondwike and Liversedge, is showing its support to the local community by donating 35 cot mattresses to Rainbow Baby Bank. The Heckmondwike-based charity supports vulnerable families living in Kirklees. The focus of their charitable activity is to provide items to families and mothers-to-be in need to prevent or relieve poverty.

Carpet retailer opens new Crewe store

Carpet and flooring retailer Tapi Carpets & Floors has announced the opening of its new store in Crewe. The store is situated on Grand Junction Retail Park and has been undergoing fitout works over the last couple of months. Earlier this year, Tapi submitted plans for a Crewe store, with Cheshire East Planning approving an application for external alterations to the former Shoe Zone store in May.

Furniture retailer closes Leicester store

Furniture retailer Designer Furniture Outlet has closed its Leicester store. The store, which is labelled as a ‘popup shop selling design-led high gloss furniture and designer accessories’ on its Facebook page has closed permanently from its location at the Highcross Shopping Centre. The store was based in the lower mall and has been cleared of stock with its shutters closed.

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Irish furniture retailer gets flagship green light

Irish furniture retailer EZ Living Furniture is set to open a new flagship store in Belfast after securing planning permission. The business submitted a planning application to Belfast City Council to build a new £5m flagship store on Boucher Road, which will create around 25 new jobs. The new store will be situated next to furniture retailer DFS with plans given the green light despite objections by DFS, another retailer – the Door store and the landlord of the DFS premises.

Next to close Bradford warehouse

Fashion and home furnishings retailer Next has revealed plans to close its warehouse in Bradford. The closure of the Toftshaw Lane facility is expected to take place in around nine months, between the beginning of August and end of September 2024, and is expected to impact 780 jobs.

Carpenter sponsors BFM’s new Expo

Global manufacturer of polyurethane foam, Carpenter Limited, has joined the line-up of headline sponsors of the British Furniture Manufacturers’ new Furniture Component Expo. Carpenter has pledged support for the event, joining the Vita Group and BeA Group UK as the leading names behind the show.

EZ Living Interiors wins Online Retailer of The Year

Home furniture and décor retailer EZ Living Interiors has announce that it has been named “Large Online Retailer of The Year” at the Retail Excellence Awards held on 11 November 2023 at the Galmont Hotel in Galway. The Retail Excellence Awards, organised by Retail Excellence Ireland, represent the most prominent accolades in the Irish retail industry.

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BIG ON SOCIAL

A look at what’s been going on over social media channels. Share your news with us and email

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dan@bigfurnituregroup.com

December

Fishpools Sofology

It’s beginning to look a lot like Christmas… Christmas has landed in our stores and we are totally here for it! ---

Land of Beds

Congratulations to Charlotte Blythe, our sales superstar, hitting her 3rd work anniversary at Land of Beds! Thank you, Charlotte, for your dedication and hard work - it is very much appreciated. Here’s to countless more years of success and teamwork! ---

After a fantastic 23 years of service, our team member Kim has retired. Kim joined us back in 2000, working in the cook shop and later moving to the Home Accessories department. She is retiring to spend more time with her grandson. We wish you all the best for your retirement, Kim! ---

Mammoth Group

DFS

Step inside our new Greenwich store! As we open the doors to our newest store, we want to say a huge shoutout to the amazing people behind it all. Good luck to our Greenwich team in making our customers feel right at home. ---

Long Eaton Utd Commercial

It’s always great to welcome our sponsors to the ground. Rhianne Logan of United Carpets Group Long Eaton came down to check out their Pitchside banner, and we think you’ll agree that it looks fantastic! Thank you for your support guys, we look forward to working with you. ---

A fantastic day’s training in Castleford today with our friends at The Sleep Haven led by our CEO, John Tuton. We took this opportunity to reinforce why sleep and comfort are so important to health and wellbeing. Thanks to Alan Williams and his team for hosting us. Exciting times ahead for this forward-thinking and ambitious retailer - and at Mammoth we are excited to be heading on this journey with them. ---

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18 FEATURES

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BIG INTER VIEW WITH

GARETH PRICE

Gareth Price, UK Divisional Manager at Lynch Sales Company, talks about the love for his role he has held for almost 25 years, who he most admires and why his bonkers coffee table isn’t going anywhere.

Let’s start with you. Can you share a bit about yourself and your background? I am lucky to live on the south coast, with the Solent as my backyard. I was born in Emsworth, and I plan on staying here for the long haul. I went to school in Brecon and have lived and worked in Cardiff, London, and

Canterbury. Work has also taken me to every major town and city in the UK and Ireland. My first job was as a management trainee at Debenhams in Southsea, which provided me with an excellent education. I am still learning.

What is your current job role and key responsibilities? I have run Lynch in the UK for nearly 25 years. I collaborate with our clients and coordinators to make our events fly. I am passionate about accomplishing our shared objectives.

What do you love about your job? I enjoy solving the puzzle every promotion brings. Delving into the

planning and details. Only when all the pieces fit together can you see the big picture. The variety of promotions keeps things interesting, especially since we have organised events in English, Welsh, Cypriot, and Russian. Recently, I have returned to running sales and have found it to be an invaluable relearning experience.

What time is your alarm clock set for? 6.00am. The Today programme, a cup of tea & cake, 6:30 Breakfast, 7:00 Emails & plan the day. 7:30 Start doing stuff. 9:00 Coffee and a cigarette. 9:15 Push on with calls & e-mails. 11:00. Cup of tea & another cigarette. 11:15 Chase up earlier stuff.

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through the success of the Lynch sale, so thank you very much for all your hard work during that whole period. We accomplished all our objectives and saw off an awful lot of stock we really didn’t need.” Collingwood Batchelor, Worthing: “Thanks Gareth. Very pleased with the end result. £450k was the top end of expectations and we certainly cleared some old stock. Till sales were also very good. Certainly, took on board how we must turn the building works in to positive news. Thank you for all your help, was nice to have you around. Until the next time all the very best.” The Store Interiors: “Sales exceeded our expectations by a considerable margin. Steve worked tirelessly ticketing every item on our three large floors, from furniture to accessories, became an integral member of our team with a refreshing positive outlook.” Barkers, Sheffield: “We are extremely pleased with the outcomes and are confident that advice given to us at all stages was tailored explicitly to meet optimum target.”

What is your favourite item of furniture you own and why? Why did you choose to work in the furnishing industry? I think it chose me. In department stores, you either went big ticket or small ticket. I was promoted quickly through soft furnishings, floor coverings, fitted kitchens and then furniture. I did well and there was no going back.

Who do you most admire in the industry and why? Our business was filled with talented and hardworking individuals, making it a tough environment in which to shine. Malcolm Perring and Nigel Wesson were particularly kind to me. Innovative and creative leaders who empowered us. Perring’s had a strong focus on its people, and even after its closure, many

of my colleagues were able to secure great jobs within our industry. Another is Roy Gess, my friend and mentor, and I still talk to him at least once every month.

Have there been any special moments during your career? Taking £6.5m in a single store in 30 days, with £1m on the first day. Fielding 60 truckloads of de-ranged stock for House of Fraser. Running successful sales in Nicosia, Larnaca, Limassol and Paphos. Closing stores successfully but with sensitivity and kindness.

I have a bonkers coffee table I ordered on a very rainy day in Sorrento. I tried so hard not to buy it. It is one of a kind and will dictate our colour scheme for decades. I will never sell it - I suspect no sane person would buy it!!

What do you think is trending within the industry at present? Customer service. Social media and reviews are driving higher standards of customer care, and this may become a defining factor in future. Sustainability too.

It’s always great to receive positive feedback too. Here are what some of our customers have said.

What would you change in the industry?

Mattressman, Norwich: “We are really pleased with the outcome, all possible

I love IT. Let it do all the mundane stuff, support sound decision making

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I enjoy solving the puzzle every promotion brings. Delving into the planning and details. Only when all the pieces fit together can you see the big picture.

but don’t let it run the show. People are creative, unpredictable, annoying and funny. Let’s keep them front and centre.

Can you share an insight into your future plans? More quality and less volume. In everything. Our sales events have evolved into a much more bespoke service paying massive attention to targeting our client’s budget. This is working very well. We looked at ways we could focus our energy and our clients marketing budget even more effectively. We have redoubled our efforts to target our firepower where it matters, which has already achieved extraordinary and measurable results. We usually expect 20% to 30% of a client’s annual turnover in month. We seem to be exceeding that with even greater preparation and event planning.

So far this year we’ve more than delivered double the sales volume growth compared to 2022, with all clients serving as returning customers. We intend to build on has accomplished, refine our processes and reach out to suitable furniture retailers that could benefit from a Lynch sale event. In recent months, many retailers and friends in the industry have commentated that sales have slowed, but this has not been our experience. If you put something credible and exciting on, the customers will come. Be honest in your offers, plan and deliver your promotion carefully, earn your customers trust and they will buy. Retail is, after all, detail.

What do you enjoy most outside of work / free time? Playing tennis and if there is more time, playing more tennis.

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What might someone not know about you? I trained to bE a vaccinator during the pandemic.

If you had a different career, what would it be? When I left school, I wanted to be a photographer. I can take a decent snap, but I would have starved.

Finally, if you were an item of furniture, what would it be and why? A piano. Not furniture? Ours is, I’ll learn to play it one day and we shall become one. For more information call Gareth Price 07974 209761 or visit: www.bigfurnitureshow.com/lynch / www.lynchsales.com

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Gallery’s exciting sneak preview ahead of JFS Gallery Direct have given us a sneak preview of their SS24 Furniture Collection, ahead of its launch at the January Furniture Show.

Arc

Iowa

This exciting new selection of products offers a wonderful array of designs and styles, from individual pieces to large coordinating ranges. James Hudson, Furniture Development Director, told us: “As one of the largest furniture suppliers in the UK, we felt it was important to strengthen our offering still further, adding exciting new designs to our portfolio, to give customers even more choice. This fantastic new collection will give around 50% growth to our furniture catalogue. “And all the new products have been designed in-house by the Gallery team to create exclusive designs, featuring a variety of materials from the natural beauty of wood and marble to carefully crafted glass and metal.” Amongst the new lines created from wood is the Vancouver range of living and dining pieces, designed to show the character of the timber. This beautiful range offers an updated classic look, with a sophisticated yet rustic feel. Crafted from North American pine veneers and solids, where practical, the clever use of a mill saw gives the characteristic features of cross sawn timber for a tactile, dramatic finish. Vancouver is ideal for larger rooms.

Vancouver

The stunning Arc range has a rich deep finish to the wood. The cabinet pieces feature a beautiful cut out with an elegant curve on the doors, and rounded feet to complement this. The curves are echoed on the gently rounded tops of the tables and the stylish legs which add an unusual design feature. Arc is crafted from Indian acacia wood in predominantly solid timbers, but with veneers for stability where practical. From Gallery’s current furniture collection, the popular Iowa sees a range extension with the addition of more occasional pieces, in a choice of two finishes, dry weathered or whitewash. Its clever design looks like solid blocks of cross-sawn timber, but it is actually produced using architectural veneers for improved stability and practicality. Iowa which adds a contemporary rustic touch to a room. Gallery will be exhibiting their SS24 Collection at the January Furniture Show where they will be at the front of hall 2 on stand 2-E20. To be amongst the first to view these exciting new products, pop along to see them at the show.

01795 439159 / sales@gallerydirect.co.uk www.gallerydirect.co.uk

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JFS is set to elevate the visitors experience The countdown is on for the January Furniture Show’s grand return to the NEC Birmingham, from the 21-24 January 2024, and this edition won’t disappoint.

The show is gearing up to be a real success, with a significant increase in both British and International exhibitors - Hall 1 is already sold out. You can also expect an array of exciting new additions sure to enhance the visitors’ experience. JFS will welcome 15,000+ quality buyers to the NEC Birmingham over the shows 4 days, ready to explore the latest products from over 400 furniture, interior and lifestyle brands. Visitors will be able to discover endless product and design options across 4 curated halls: Premium Design, Interior Accessories and Furniture, Living, Dining & Bedroom and Upholstery & Beds. Brands exhibiting include the likes of 3C Candy, Amy ALF, Actona Group, Bontempi, Ekornes/IMG, Fama Sofas, Furninova, Himolla Polstermoebel GmbH, Idzczak Meble, Incanto/Creation Italia, Mobilificio LM, SITS, Softnord, Tajoma, Tomasella Industria Mobili SAS along with many more. Alongside sourcing, visitors will be able to enjoy an relaxed atmosphere filled with plenty of networking opportunities and learning opportunities. 2024 will see JFS enforce its reputation as the destination for the furniture industry to connect, source and collaborate.

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Here are the new elements coming to the show in 2024: VIP Club By invite only, a selection of buyers will be granted access to the VIP Lounge where they can relax and unwind with a complimentary light breakfast and refreshments throughout the day. VIPs will also be able to use a private car park, private entrance, cloakroom, and early show access. They can also enjoy a bookable complimentary lunch giving VIPs the chance to recharge and recount on the day’s deals and meetings.

Champagne Bar & Show Bar The brand new Champagne Bar in Hall 1 will be the perfect place for networking offering a chance for visitors and exhibitors to relax after a busy day of successful sales and sourcing. On the Sunday evening from 5:30pm visitors and exhibitors can join the JFS team at the Show Party to celebrate the winners of the Furniture Awards, in partnership with Furniture News.

Festival Food Court Hall 2 will see the introduction of the Festival Food Court where visitors will be able to purchase delicious lunch options and take a well earned break from sourcing. Across the show’s 4 days visitors will be able to choose from a wide selection of styles and flavours at the Court’s different vendors.

Workshop Sessions Away from the show floor both brands and attendees can enrich their knowledge and gain valuable insights through a diverse range of workshops and sessions. The agenda will feature key industry leaders from ACID, FIRA and The Furniture Maker’s who will host engaging sessions covering a variety of topics and challenges currently facing the industry.

Product Showcase & Experiential Stations As visitors enter each hall they will be greeted with brand new product showcases offering design innovations from the JFS’ most cutting-edge brands. These showcases are sure to spark inspiration along with new immersive experiential areas to explore presented by Young Furniture Makers (YFM), The Furniture Makers’ Company, and the British Furniture Makers (BFM).

Women in Furniture Network

The Women in Furniture Network (WIFN) will be bringing their 3rd event to JFS for a Speed Networking session open to women from across the industry. On Monday 22nd January

from 5:30pm at the Networking Hub in Hall 5 women can join the fast growing WIFN community where they will find a supportive space for growth and professional development. WIFN events are tailored to advance women in the furniture industry, offering them a key opportunity to build new connections, cultivate collaboration, expand their professional network and access mentoring support.

International Pavilions Visitors will be immersed in a global showcase of design and innovation in Hall 4, which will feature international pavilions. They will be able to journey around the world discovering the latest furniture, trends and creations from leading manufacturers from Romania, Poland, China, Vietnam, and Portugal.

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Crafting the Future Networking Hub See furniture come to life in the brand new immersive Crafting the Future Networking Hub. Here visitors can attend a series of networking fringe events, as well as finding a vibrant space to conduct business meetings. Within this space there will also be The Furniture Makers showcase of Young Furniture Makers (YFM) and live craft workshop hosting sessions and demonstrations across the four days of the show.

A reimagined look and show edit. Following JFS’ colour palette update earlier in the year which saw the introduction of a clean and contemporary muted colour palette, it only seemed right to revamp the show floor as well. This year the show floor has been reimagined to optimise the visitor journey across the show’s core areas: Premium Design (Hall 1) our newest edition the Home & Lifestyle Show (Hall 2); Living, Dining & Cabinet (Hall 4); Upholstery & Beds (Hall 5). As visitors explore each hall, the products will be showcased to show their features and design to their full potential.

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The 2024 show promises to be one of our biggest and best yet, featuring exciting new launches, fresh brands, industry insights, and emerging trends. The January Furniture Show and the Home & Lifestyle Show is a perfect platform for brands to showcase their products and gain business success by fostering valuable industry connections. - Zoe Bonser, Portfolio Director

This is just a glimpse of what awaits at JFS, register now and don’t miss the furniture event of the year! Register and find out more at thefurnitureshows.com

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Sherborne sits Comfi ahead of JFS Gary Broom, Sales, Marketing & Design Director at Sherborne Upholstery, reflects on the current year while sharing what’s to come as the business enters 2024.

One word that has dominated the furnishings industry in every corner this year has been “tough”. For Sherborne Upholstery, the business has echoed the phrase but reaffirmed that despite operating in challenging conditions, the company has once again prospered. As part of the makeup at Sherborne, the business thrives on delivering quality products alongside a second to none service, often going unrivalled by its competitors. Where Sherborne stands out, and has since its inception some 90 plus years ago, is its ability to forge and maintain key relationships with customers, as well as constantly innovating from both a product and processes point-of-view. In fact, Sherborne is no stranger to product development, even with its most trusted ranges, as Gary Broom, Sales, Marketing & Design Director at Sherborne Upholstery, explained: “It’s been a tough year all round in the upholstery market but with the combination of a good product portfolio and great relationships with our independent retail base we have weathered the storm and are starting to see the light at the end of the tunnel getting brighter.

“At the last NEC (January Furniture Show 2023) we brought back into the fold a redesigned Comfi-Sit, the name really does suit, and this has been a real hit with our customers bringing excellent repeat business that has continued strongly throughout the year. “One of our most popular Recliner/Suite ranges has been totally remodelled and is now reintroduced in its new, improved form. This wonderfully comfortable and generously sized design is offered in both Soft Covers and Leather, in Small and Standard sizes throughout. Suiting both traditional and contemporary homes, it features soft, fibrefilled backs and soft ‘pillow’ arms. We’re delighted with the progress it continues to make.” In keeping with the product side, Gary added that the business has seen a significant spike in higher-end products, being one of the key categories of growth for the company during this past year. “We are seeing more growth in the higher-end products, with leather and our launch of a new range of Aquaclean fabrics selling extremely well.” Away from products, Sherborne has continued to invest within the business as well as implementing practices to improve sustainability. “We continue to look at ways within

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the company to reduce our carbon footprint and reducing the impact we make to the planet, whether that is through investment in efficiencies or physical investments we have made in the past such as LED lighting, wood recycling for heat and solar panels,” Gary said. “It all leads to a better future where Sherborne Upholstery will continue to be one of the strong brands within this exciting industry. “The other substantial investments we have made in new machinery and also in key personnel are giving us a strong base to continue supporting our retail base going forward and we are looking forward to the NEC in 2024,” Gary added. With an outlook to next month’s January Furniture Show, which takes place from 21 to 24 January 2024 at the National Exhibition Centre (NEC) in Birmingham, Sherborne revealed that new launches will be on display, including a product that is set to be a show-stopper. “We will be launching new products and fabrics that we know will excite our customer base including a new riser that is guaranteed to be a winner,” Gary said, continuing: “I can’t reveal too much at this stage but we want to invite you all to come and see us on our stand to find out more. We can’t wait to show you what we’ve been busy developing.”

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We will be launching new products and fabrics that we know will excite our customer base including a new riser that is guaranteed to be a winner.

www.sherborneupholstery.co.uk

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Retail Focus with Chili Pepper Furniture Gislene Oliveira, Founder and Managing Director of Chili Pepper Furniture, talks about future expansion plans and why the industry needs to put a greater emphasis on sustainability and social responsibility.

Meet Gislene I oversee everything related to our day-to-day operations, from customer service to supplier interactions. Being a completely online business makes it a bit easier to focus on our customers and build relationships with them; they have always been our top priority. As a small, family-run business, I wear many hats and handle whatever needs to be done. Recent investments? Our most significant investment this year was in our brand new website. We focused not only on creating a visually appealing website but also one that is simple and easy to navigate. While online business offers great

opportunities, it also requires us to actively generate leads and drive traffic, which can be daunting. Therefore, our efforts this year have focused on raising brand awareness, amplifying our SEO efforts, and attracting quality traffic and leads to our website. Future plans? We are looking to enter the European market since we now have some of our products stored there, making it easier and more cost-effective to

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deliver to our European customers. For our UK customers, we want to maintain our focus on accessibility for all of them and becoming a house name for unique, handmade and bespoke furniture. We have a significant project in mind, which is to launch our own furniture line in addition to offering designs from our suppliers. In the more distant future, we dream of bringing some of the beautiful and ethically handmade products from south America to customers in the UK and EU. It’s a dream that I hope will come true in the near future. What is your mission? Our mission is to bring happiness to people’s lives. We understand that our homes are our safe havens. In a world filled with uncertainty, returning home after a hard day’s work to relax and take pride in one’s achievements, whether in family, the home itself, or work, is a fundamental desire. Assisting people in achieving their dream homes is an honour, especially when we can provide them with high-quality furniture at great prices. That’s our mission, to help our customers take pride in the homes they have. On sustainability, what is your business doing on this topic? We are proud to emphasise our commitment to sustainability. Our primary supplier, responsible for 95% of our products, is a champion in both social and environmental responsibility. From the timbers used to craft our furniture to the communities of artisans who benefit from fair compensation and keep their craft alive. We prioritize ethical practices. We have taken a plastic-free pledge, opting for paper packaging instead of plastic. Additionally, all of our timber adheres to the European Union Timber Regulation (EUTR) standards for responsible forestry. Our partner factories

have undergone Social Audits and have been awarded BSCI compliance certification, ensuring that workers’ rights are protected and upheld. Here in the UK, we operate from a home office and utilise a thirdparty warehouse for storing and dispatching our items. This approach minimizes our environmental impact by reducing fuel consumption, energy usage, and office-related costs. These savings are then passed on to our customers, which is a win-win situation. How has recent business been? During the pandemic, when we initially ventured into the marketplace, our business experienced explosive growth. This year, we focused on migrating to our own platform and after launching our own website, we observed a slight slowdown in sales across the board. The rising cost of living and economic uncertainty have led people to become more cautious with their spending. This shift has encouraged individuals to think before making purchases, resulting in reduced waste and overspending.

34 Fortunately, we have been fortunate to retain many customers who have returned to make additional purchases, and we’ve also formed some exciting new connections. The trend we are observing is a shift towards buying what is truly needed rather than what is wanted. In times of crisis, people prioritise their purchases and consider where they buy from. Investing in high-quality products means they will last a lifetime, and when it’s time for a change, they can be recycled. As a result, we see a growing preference for conscious and eco-friendly living, which aligns perfectly with our business philosophy. We are eco-conscious and firmly believe in and encourage a greener way of living.

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For our UK customers, we want to maintain our focus on accessibility for all of them and becoming a house name for unique, handmade and bespoke furniture.

What would you change in the industry? I believe it would be highly beneficial to see the industry place a greater emphasis on sustainability and social responsibility. Currently, there are numerous brands selling inexpensive products, and consumers often remain unaware of how these products are manufactured and the conditions under which they are produced. Similar to the fashion industry, we recognise that Asian manufacturers can offer cost advantages, but it’s crucial to remember that every business should prioritize ethical practices in both production and treatment of workers. While companies should certainly strive for competitive pricing, they should never compromise on quality and, most importantly, the well-being of human lives. What challenges do you currently face? As a new company navigating the wild waters of online sales, establishing brand recognition has proven to be a significant challenge, especially when competing with established names that have decades of trading history. It’s not an easy journey, but we have faith in our friendly approach, commitment to excellent customer service, and, above all, the quality of our products. We understand that building recognition takes time, but it will come with persistence. Our primary strategies for overcoming these challenges include a strong focus on social media presence, optimizing our SEO efforts, and maintaining competitive prices. Although our prices have increased by nearly double from last year, which is less than ideal considering the current economic climate, we are doing our best to absorb as much of the impact as possible. Our aim is to ensure that more people have the opportunity to purchase our products. Why do you think customers choose your business? Customers love us because we blend craftsmanship, quality, and convenience. Our solid wood handmade furniture is handmade with care and offers uniqueness, style and durability. With free delivery to the UK and affordable shipping to Europe, we’re all about making our customer’s dream home accessible. Add our excellent customer service to the mix, and they’ve got a winning combo! Final thought... Having been on our own platform for just two months and working tirelessly every day to make things happen, we are incredibly excited about the future and where our efforts will take us. Our mantra moving forward is to embrace every opportunity that comes our way. We are immensely grateful for each opportunity and, most importantly, for our incredible customers who continue to support us. Thank you. And a special thanks to Big Furniture Group for giving us the opportunity to talk about our beloved business. It means a lot to us. Watch this space!

www.chilipepperfurniture.com

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From farm to factory In part two of our recent visit to luxury bed-maker Harrison Spinks, Big Furniture Group moved from the farm to the factory to find out more about the process of mattress making and why they are cut from a different cloth.

In last month’s edition, we recapped our editor’s recent visit to the Harrison Spinks Yorkshire farm where we gained a deeper insight into the sustainable materials that go into the products, the people running the farm and, of course, the animals cared for. Just a short 18-mile drive from Hornington Manor, the next step of the visit was to the Leeds factory where we were met by Marketing Manager David Labuschagne. Geared up with high-vis jackets, eyes and ears protection, we were ready to go inside the factory. The first stop was arguably the most protected. Advised not to disturb the innovators at work, David displayed their dedicated innovation centre where the team are always trying out new ideas, and developments – all top secret of course! It’s here where ideas like their Cortec™ spring system was brewed, with Chairman Simon Spinks often popping down to pitch a new idea to the team. “We’re always ambitious,” says David. “We set our sights on creating a revolutionary spring core that offered not only superior support, but is also capable of being recycled too. After five years of development, Cortec™ was born. This is the first ever spring system to unite comfort and sustainability seamlessly.” Did you know that Simon Spinks began painting bed legs at Harrison Spinks when he was 11 years old and has always had a passion for manufacturing beds? He officially began working at Harrison Spinks full time in 1989 and went on to design the Millennium Award-winning Revolution® pocket spring, a game changer for the bedding industry. Moving on, David guided us through several production stages that included spring making, which features purpose-built machines with springs and wire drawing technology all done in house, bespoke to their business. It was rather mesmerising to watch the spring wire line run and to see it become thinner over several runs. “About one to two runs is for thicker wire springs,” says David. “Four-to-five-line runs are for thinner springs with each going through a heat treat process with water to cool and harden the steel as it runs through the line. A 1.7mm line will take 2 hours and will spread out to 11,000 metres.”

37 Next up was the weaving loom, where 100% of fabric is woven in house. Safe to say the ear plugs were needed here as it’s very loud when the machines are operating. However, you are quickly distracted from the noise by the weaving process, as fabric dances through at such a speed it looks as if you’re gazing through a kaleidoscope. As attention turned back to the tour, David said that quality control is of the upmost importance at every stage. “Quality control throughout the whole process is vital, with each division encouraged to check the work before they start to make sure any errors are accounted early. This means as the product passes through, the faults are minimised and very low.” As we continued on, a smell of the farm became apparent, rich from the hemp transported into the fillings department. Here they create lots of different blends using machines, which David summed up brilliantly. “It’s like a giant Build-A-Bear with fillings blown around!” In this case, it’s Build-A-Bed, or as our editor recalled, somewhat reminiscent of a Crystal Maze finale – ‘can you start the fans please!?’ This process is then completed with a needle stab. Yes, you read that right. In fact, 8,000 needles search for any inconsistencies and then flags up with a colour mark if any are spotted. We then ventured into another area of spring making, which expands from mattresses to other furniture and components, including seat springs, through sister company and spring manufacturer Spinks. This nicely led onto the mattress making division, where the process of springs and material components start to come to life as a mattress. Core springs are made in clusters of four, which looks as if they are running on a sushi line, and are completely glue free. Once they are all put together, depending on size as every mattress is made to order, the mattress carcass is slid down this massive slide to the next stage of production. Yes – the question, like most visitors, was asked if you can have a go on the slide, but unfortunately no humans are allowed!

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We’re passionate about making beds in the most responsible way too. And for us, that means caring where everything comes from.

“We don’t glue our pocket springs together, for two good reasons. Glue hardens over time, affecting the springs’ ability to move freely. Plus, it makes it extremely hard to recycle,” David said. “All our pocket springs are made from just two things. Pocket cloth and British steel. Both are recyclable. “Our MicroHD springs aren’t like anything else either. Each tiny one sits within its own pocket and uses ground breaking fine wire technology. Thousands of these are combined and layered into each bed to create a unique feel of ultra responsive comfort. Replacing the need for foam, layers of MicroHD springs take comfort and sustainability to another level. They don’t trap heat, moisture or, importantly, don’t need to clog up landfill.” Looking out at the different sections of the final production line, it was clear to see so many skilled workers applying their trade. In fact, as David highlighted, the company encourages cross-skilling to bolster its workforce and skillset across the business. One such skill is side-stitching, and more particular is the diamond stitch. It’s here we met Wayne, who has been with Harrison Spinks for over 18 years. And he is certainly a master of his art. Having watched how the speed and accuracy of the diamond stitch, the doubleedged needle – the size of our editor’s forearm – was passed over for him to try his arm. It’s safe to say this job must be left to the professionals! Believing to fair better at needle stabbing exercise – tufting – again this proved to be pretty hard work for a novice. Fun fact though – the tufting material thread is actually the same used in making bullet proof vests!

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Heading towards the final area we met Mikey, who has been with the company for over 20 years, and is another master of his skill, edging. Having to apply multiple jobs at once, using his knee to power the machine, while shuffling his feet to go with the hand and finger movements of stitching, the task looked extremely hard, but extremely satisfying to watch. Another fun fact, it actually takes around one year to master this. David finished the tour with a look at the bed frame department where all wood is FSC certified, while also revealing a recent expansion too. “Ottomans have recently been developed, which were launched around six to eight months ago due to growing demand. They are doing really well since launch, so we’re very pleased.” And with innovation, comes recognition. Harrison Spinks has been awarded with a Queen’s Award for Enterprise in Innovation in both 2013 and 2018 and a King’s Award for Enterprise in Innovation, alongside International Trade, this year. As the tour came to end, we got the chance to sit down with Nick Booth, Managing Director, who said: “At the heart of our approach is knowing that natural healthy sleep can only be achieved in a bed that’s handcrafted from natural, healthy materials. British wool, natural hemp fibres, flax linen and more. “We’re passionate about making beds in the most responsible way too. And for us, that means caring where everything comes from. It’s why, we grow natural comfort fillings on our Yorkshire farm, weave our fabrics in-house and make our own awardwinning springs. Our unique approach to luxury bedmaking makes us different. It’s why each and every bed we lovingly handcraft is proudly cut from a different cloth.”

www.harrisonspinks.co.uk

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New brands join INDX Furniture

INDX Furniture returns to Cranmore Park on 19-22 January 2024, bringing together trends, insight, and innovation, plus top brands across upholstery, living room, dining room, garden, and service providers.

Nevada by Devonshire will be on show

The organising team have released a sneak peek of some of the highlights, which include Primavera introducing their new brand Primo, Baker Furniture launching the G Plan cabinet collection, and Digio presenting a range of promotional priced leather. The show will welcome newcomer Devonshire Living, while also hosting new launches from Collins & Hayes and AMX, as well as featuring guest exhibitors including Nicoletti, Akante, Contrast Upholstery, Connubia, Saxon Furniture, New Trend, and Tomasella. On making its first INDX Furniture appearance, Devonshire said: “We will debut at INDX Furniture in January as a newly minted AIS approved supplier, bringing to the show our most successful launches from the past year, as well as brand new products, including AIS exclusives, with stock already in production for Spring 2024.

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Visitors to the show can also expect to see two new complete ranges and small complementary collections, all designed in the UK with current market trends in mind. - Devonshire

“Continuing to expand on our traditional cabinet portfolio, we are keen to showcase our highly successful stone and glass dining sets, as well as our hugely popular refreshed premium paint selection. Visitors to the show can also expect to see two new complete ranges and small complementary collections, all designed in the UK with current market trends in mind. We can’t wait to welcome visitors.” The first day is reserved for AIS Members (general trade visitors are welcome on subsequent days) and online registration is open www.indxshows.co.uk/indx-home/ furniture/furniture

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42 INVITATION

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We are delighted to extend an exclusive invitation to you to join us at the INDX Furniture Show, an amazing event that brings together the best in the furniture industry. Mattsons Beds is proud to present our latest collection of beds and mattresses, crafted with precision and passion. Each piece showcases our unwavering commitment to using the finest natural materials, a testimony to our rich Swedish heritage of handcrafted excellence. Come and try our beds and engage in enlightening discussions about our crafting techniques, material sourcing, and design philosophy. We believe that a personal touch makes all the difference, and we would be honoured to walk you through our collection, sharing the stories and inspiration behind each unique piece. Join us for an immersive journey into the world of bespoke luxury, comfort, and timeless craftsmanship and celebrate the art of fine natural beds.

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See you at the INDX FURNITURE SHOW 19*-22th January 2024 (*AIS Member Only Day) www.mattsonsbeds.com

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A milestone year for GNG Richard Gretton, Commercial Director of GNG Group, sits down with Big Furniture Group in a Q&A that shares an insight into the past year, future plans and significant milestones achieved. How has business been this year?

It has been another really good year for GNG Group – financial results for our full year were significantly ahead of last year, thanks to the growth of our Unity range and the introduction of KomfiMed. Our agent team has done a brilliant job of driving organic growth and generating new account openings. Looking ahead, our new financial year from September 1st seems set to continue in a similar vein.

What challenges have you had to overcome?

There has obviously been an impact from reduced disposable income which has affected all big-ticket items. We have kept a close eye on NPD and tried to ensure that we have the right offer to meet the needs of the domestic market with a selection of affordable options. The early part of the year saw challenges around foam availability, but we have been determined to continue with our use of ‘Ecofoam’ and to major on its recycled and recyclable credentials in all of our offers.

What significant milestones has the company achieved this year?

I was really proud that in the first showing of our new range, KomfiMed, we were finalists in the Bed Product of the Year category at the recent NBF Awards. This further demonstrated that the unique combination of medically proven foam, TrueGel technology and the use of sustainable materials such as Ecofoam are resonating with retailers. We now have nearly 100 floor models in place and on the way, with a flow of repeat consumer orders coming in. We have also seen further expansion of capacity at our purpose-built 40,000sq ft Normanton factory, including increasing shifts, to enable us to cope with growing demand.

Can you share any recent investments the company has made?

Our recent investments involve incorporating cutting-edge manufacturing techniques and state-of-the-art machinery. This includes advancements in mattress production lines and

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We have a number of significant new product introductions underway that will continue to build and grow our product and pricing architecture.

modern technology, all contributing to enhanced efficiency and meeting the increasing demand in the UK mattress manufacturing sector.

Can you provide further insight into addressing lower carbon footprint? We are always exploring new materials and methods, and strengthening our CSR strategy to ensure that sustainability and our carbon footprint are at the heart of how we manufacture, source and deliver. Our aim is to continue to grow the use of Ecofoam in all that we create and produce, whether it be for the consumer or the contract market. Also, with the introduction of new methods and machinery, we continue to ensure that we limit any footprint.

Is there anything in the pipeline you can reveal?

There is lots to come across multiple sectors, but safe to say it will be innovative, have attention to detail and sustainability at its core. As you would expect, we will also continue to offer great value and comfort to the consumer, and with clear simple messages for our retail partners. What does the company have planned for 2024? We have a number of significant new product introductions underway that will continue to build and grow our product and pricing architecture – all with an eye to innovation and value. Similarly, we will be seeking to further increase capacity and efficiency to meet demand.

A final thought?

Only to say to expect more from GNG across our ranges whether they be Komfi, KomfiMed, our Active Kids ranges and the Sonlevo brand, or other innovative brands stories that we create. www.gnggroup.co.uk

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The Bed Expert

Vic Smith, owner of independent beds retailer Vic Smith Beds, talks about what to do when the “stupid” customer walks in.

So, we’ve all been there when the stupid customer walks through the door – stupid, imbecile, moron, time waster, whatever you want to call them. They tend to walk in and say the five classic lines, which are: No1… There’s nothing wrong with my bed. No2… My bed is 20 years old and is as good as the day I bought it. No3… My side is fine, but his side is collapsed. No4… Oh, I thought they would be cheaper. I’ll wait till it goes down in the sale. No5… If I buy three, how much cheaper can you do it for me? But I only want one now and then I will come back for the other two.

them to see the wood for the trees. People are nervous – and it’s your job not to see them as a stupid customer – but more, how am I going to turn this around? And that’s what we do - it’s far too easy to be dismissive in today’s world, but if you keep doing that, you may as well turn the key in the door because it won’t put money in the till. Even though you may feel you can’t, you need to identify with that customer, get them on side, but without them getting so sidetracked they forget what they came in for. Customers want to be heard and want to feel as though they are right. Your job is to negotiate, but do it so that everyone comes out happy. Think about what your “stock set of lines / comments” should be to the above, so that it doesn’t make you come across as the smarmy salesman on commission, but more for them to hear what you are saying. Then the lightbulb moment goes on in their head, which is where, for them, they realise that their comments are wrong, and then you can step in to help.

For us in the world of beds, we are seeing the above type of customer time and time again, who feel they should be investing more in their television, the sofa or their car! It’s our job to educate the customer, but without patronising them.

There’s an expression doing the rounds at the moment – “after value”. And that’s what we need to impart to our customers. It’s not just the amount being spent, but the value it brings after. Be that longer lasting, better support for your back, cost per use. We all know how much better we feel after a good night’s sleep. I could go on, but you need to tailor this to your line of business. And your take away from the “after value” – they should be recommending you, which in turn is bringing in more customers through your door, but hopefully not numbers 1 – 5!

At the end, you should be handing them a receipt and they should be shaking your hand, because you have helped

www.vicsmithbeds.co.uk

Things are tough out there in the world of retail, and we all know people’s funds are limited, but what we are also forgetting at times is people’s perceptions of what things should cost.

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Willis & Gambier announces the arrival of Toulon Willis & Gambier, renowned for its exquisite craftsmanship in furniture design, is proud to announce the upcoming launch of the Toulon range, a groundbreaking collection that promises to redefine the essence of luxury interiors.

With its debut set for the end of December, this prestigious line is expertly designed to surpass the high expectations of the most discerning furniture aficionados. Embracing the heritage of traditional French design, the Toulon range pays tribute to an era replete with romantic artistry and grandeur. This collection is not merely a series of furniture pieces but a narrative of affluence, with every detail meticulously crafted to enhance living spaces and forge a lasting legacy of opulence. “The Toulon range embodies our pinnacle of commitment to outstanding craftsmanship,” said Chris Moore, Sales Director at Willis & Gambier. “As we approach the festive season and anticipate the start of a new year, we are presenting a collection that symbolises fresh beginnings and enduring allure. We are poised to set new benchmarks in luxury interiors with the Toulon range, and it’s our pleasure to present such groundbreaking craftsmanship to our clients.” Envisioned for endurance and aesthetic magnificence, the Toulon range epitomises the strength and grace that Willis & Gambier is famed for. Each creation in this exceptional collection bears the hallmark of the brand’s relentless pursuit of excellence, showcasing unique artisanal features that define the signature style of Willis & Gambier. Willis & Gambier invites retailers and partners to witness the magnificence of the Toulon range firsthand and to schedule private viewings for an exclusive experience of this unparalleled collection. Additionally, Willis & Gambier are eagerly preparing to showcase the new ranges at the highly anticipated January Furniture 2024 event.

We are poised to set new benchmarks in luxury interiors with the Toulon range. www.willisgambier.co.uk

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Fortune favours the brave Mark Bonner, Sales Director at Fortune Woods, shares an update following the opening of its Long Eaton showroom and launch of its debut upholstery range. After over a decade of trading within the furnishing industry, Fortune Woods has grown to become one of the leading suppliers of cabinet furniture. Not standing still on its success achieved to date, the company decided to that this year was the perfect time to add a further string to its bow. As they say, everything comes in ‘threes’ and recently Fortune Woods announced three big slices of news, the first being its new showroom in Long Eaton. The second is a new partnership with premium furniture design business, Halo, while the third, a subsequent launch of its debut upholstery collection. Focusing on the first, the new showroom is situated in a converted Mill opposite Harrington Mill in Long Eaton – a place known for upholstery within the furnishings industry. Furthermore, the showroom has seen the business invest a six-figure sum and officially opened on 30 October 2023. So, a month or so in, how has the showroom been received so far? “We have had a fantastic reaction from our first retail partners that have visited us so far. It’s been really positive and encouraging and we can’t wait to show our space off to even more customers,” Mark Bonner, Sales Director at Fortune Woods, said. The showroom, which underwent a significant refurbishment project,

displays Fortune Wood’s entire upholstery collection, new cabinet designs along with a huge selection of accessories, lighting and textiles from a European partner the company is working closely with. “It’s undergone a full refurb, stripping it back to its original state of exposed brick work, wooden beams and wrought iron columns,” Mark added. “We have also installed new flooring, electrics, WC, kitchen and offices. “I would like pay a special thanks to our Dutch partner, Light & Living, who have worked closely with us to complete our gallery concept look, fully accessorising and styling. We think the results are stunning! “We felt it was the next step to take for the company, going into upholstery was the biggest factor. Having our own showroom enables us to showcase

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more products all year round. The location will mean we can also take part in the Long Point shows twice a year along with many other established suppliers and manufacturers that already have permanent showrooms in the area.” As for its new partnership with Halo, Mark continued: “We are really excited to have partnered with Halo. They have a huge amount of experience in the upholstery market and produce fantastic quality products. “This has enabled us to build a fantastic upholstery portfolio consisting of our Vintage, Classic Casual and Soft modern collections, which are all available in beautiful leathers and fabrics. We have then developed lovely cabinet collections to compliment the whole look giving retailers the perfect concept for instore galleries.” Alongside the investment in upholstery, Fortune Woods has expanded its very successful reclaimed portfolio, while also launching a chair collection that adds extra choice and options across all its ranges. These are all stocked in

the UK and are available in a number of different fabrics too. Furthermore, the company, which has also invested in a new show van and UK stock, said that it expects the year ahead to be just as successful as the current. “We are delighted with our business this year,” Mark said. “We are dealing with more and more established retailers than ever before, and with the addition, and launch, of our upholstery collections, we would expect further growth next year.” With next year in mind, Mark added that the business is busy developing more upholstery models in line for launch at the Long Point show in May 2024, while reclaimed is expected to be a mainstay. “In terms of cabinet furniture, our reclaimed ranges are going from strength to strength. We are planning to add a different cabinet look in 2024, which will give our customers even more choice, so watch this space!” For further information on visiting Fortune Woods’ new showroom, contact Mark to arrange an appointment.

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We felt it was the next step to take for the company, going into upholstery was the biggest factor.

www.trade.fortunewoods.co.uk mark@fortunewoods.co.uk

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G reen Retail

In the next part of our ongoing sustainable series, we take a deeper look at independent beds and mattresses retailer Land of Beds to see what they are doing in terms of sustainability. In the ever-evolving landscape of retail, businesses are increasingly turning their attention to sustainability and green initiatives as a driving force for the future. Land of Beds, a prominent name in the world of bedding and furniture, is no exception. We recently had the opportunity to delve into Land of Bed’s journey towards sustainability, their goals for the future, and their recent accomplishments.

Land of Beds Mike Murray, CEO, at Land of Beds said: “In a world where sustainability is no longer just a buzzword but a way of life, customers are more conscious than ever about the environmental impact of their purchases, and businesses are heeding this call for change.” Mike explained he has been working as part of the NBF Retail Advisory Forum in shaping extended producer responsibility (EPR) for the sector. “Working in conjunction with an all-party parliamentary group at the national government level, we are pioneering sustainable practices that span the entire supply chain. EPR initiatives include the implementation of waste prevention plans, adherence to eco-design regulations, and the development of product passports. These initiatives will ensure that all industry partners are committed to reducing their environmental footprint and minimising waste.”

Building a Sustainable Future, One Mattress at a Time Mike shared: “At Land of Beds, we understand the vital role we play in safeguarding our planet and are committed to making a difference. Together with our customers who share our dedication to sustainability, we’re on a mission to reshape the way we sleep. We collaborate closely with supplier partners to develop exclusive products with sustainability as a key focus. From sourcing materials responsibly to implementing eco-friendly manufacturing processes and considering the end-of-life recycling of products, every step in the production cycle is geared towards environmental responsibility. These exclusive sustainable products are prominently featured both in-store and through various advertising channels, demonstrating our commitment to making eco-conscious choices accessible to consumers.” Mike continued, “These mattresses are not only comfortable but also environmentally responsible. It’s a choice that promises a good night’s sleep and a better future for our planet.”

A Sobering Reality The environmental impact of discarded mattresses is a pressing concern. When they’re sent to landfills, they release toxic chemicals, destroy natural habitats, and pollute the environment. In the UK, approximately 4.75 million mattresses every year end up in landfills or are incinerated.

Taking the Old and Making It New To address the challenge of mattress recycling, an issue that varies across different areas, Land of Beds has taken proactive steps. “When customers purchase a new bed from Land of Beds, they can opt for a convenient mattress removal and recycling service, available for a small fee. This service ensures that their old mattresses are responsibly disposed of, easing any environmental concerns. Through a partnership with Bulky Bob’s, a third-party provider dedicated to ending furniture poverty, collected mattresses undergo a thorough assessment. If suitable, these mattresses are rejuvenated through Bob’s Ultraclean machine, a revolutionary technology that follows a rigorous seven-step cleaning process. This meticulous cleaning approach guarantees that all mattresses are hygienic and ready for reuse. In cases where recycling is the only option, Land of Beds handles this responsibly, prioritising their commitment to sustainability and contributing positively to the planet. Mike adds, “We believe in second chances, even for mattresses. By rejuvenating them through Bulky Bob’s, we are extending their lifespan and reducing the overall environmental impact.”

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When Recycling is the Only Option

Leading by Example

Sometimes, recycling is the most responsible path to take. “At Land of Beds, we handle this with the utmost care, always prioritising our commitment to sustainability and contributing positively to our planet.”

As Land of Beds look ahead to the future, the company is proactively setting environmental goals that will not only benefit the planet but also resonate with conscientious consumers. One aspect that Land of Beds is addressing is transportation efficiency. The company recognises that optimising transportation and logistics is a significant step towards reducing the carbon footprint of product delivery.

Pledge for Our Planet: A Call to Action Mike added: “We understand that when it comes to mattress disposal, the challenges can vary greatly depending on where you live. As an industry, we need to stand behind the NBF’s industry-wide campaign, ‘Pledge for Our Planet,’ which aims to convince the government to put an end to the ‘postcode lottery’ of access to mattress recycling. We should be advocating for a nationwide mattress recycling initiative that will benefit us all. Together, we can build a brighter, greener tomorrow, one mattress at a time.”

Green Office Practice Land of Beds commitment to sustainability isn’t just skin deep; it runs through the core of their operations as Land of Beds knows that sustainability begins at home. Their offices are a testament to this commitment. • • • • • •

Energy Efficiency: The company has invested in energy-efficient lighting to reduce electricity consumption. Paperless Operations: Land of Beds encourages digital record-keeping and communication to minimise paper use. Recycling Programmes: They’ve implemented effective recycling programmes for paper, plastic, and electronics within the office. Employee Training: The company educates its staff on sustainability practices and involves them in decision-making regarding environmental initiatives. Remote Work: Remote work options are offered to reduce the need for commuting and office energy consumption. Encouraging Sustainable Commutes: To reduce the carbon footprint of our employees, we encourage carpooling and the use of public transportation. These practices lessen the environmental impact of daily commuting while fostering a culture of sustainability within the workforce.

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We actively forge partnerships with third-party delivery companies that share our commitment to environmental sustainability.

“We actively forge partnerships with third-party delivery companies that share our commitment to environmental sustainability,” Mike said. “When signing up with new delivery partners, the company places a strong emphasis on selecting those who are equally dedicated to making our planet greener. This collaborative effort ensures that the transportation aspect of their operations aligns with their eco-friendly values from start to finish. We are currently exploring the use of more fuel-efficient vehicles for our local transportation needs. By incorporating eco-friendly vehicles into our fleet, we aim to cut down on emissions and minimise our contribution to air pollution.” By concentrating on more efficient in-house local deliveries, Land of Beds is not only taking significant steps to minimise its carbon footprint but is also actively engaging in creating a greener, more sustainable future. This commitment to environmentally responsible practices, both in-house and through strategic partnerships, is indicative of their proactive stance on environmental conservation. As consumers increasingly demand eco-conscious choices, Land of Beds stands poised to meet those expectations and set a shining example in the retail industry. As Mike aptly said: “Sleep, after all, is better when it comes with a clean conscience.”

www.landofbeds.co.uk

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The right partner for furniture protection Lyndon Willshire, Commercial Director at Guardsman, shares an insight into why they are the insurance partner of choice for many furniture retailers.

As Guardsman enters its 109th year of trading, they reflect on their heritage and successes over the past few years and are feeling very positive about what’s to come. Being owned by the Amynta Group is not something to be sniffed at, Amynta are a premier insurance services company with over $3.5 billion managed premium and over 2,000 associates across America, Europe and Australia. “Having the backing of such a strong, successful and insurance focussed group is extremely beneficial for our business. We can utilise not only their expertise of the industry, but also partner with other companies within the group to create a very strong and stable proposition for our retail partners,” comments Lyndon Willshire, Guardsman Commercial Director. Guardsman were the first company to offer market leading furniture protection plans which have been expertly developed over the years as the market and consumer demand grows. As a regulated insurance product Guardsman recognise the importance of regulatory adherence and oversight so that the product and its retail partners meet the requirements of the FCA. Working with the FCA, rather than against them, is the

only way to be successful, as Lyndon continues: “Regulatory focus is now an intrinsic part of the insurance world, including the furniture protection plan market, so we have to embed it into our everyday work, and protect everyone we partner with in the industry. “The FCA ensures stability in the market, but also protects customers from making wrong or ill-informed decisions with their insurance purchases, so our job is to make sure every single person who buys a protection plan through our retail partner buys the right product, at the right price to meet their needs.” Most recently, the market leading insurance provider wrote a piece on the new FCA principle Consumer Duty and its importance in the retail environment. “Retailers look to us as the industry experts to provide them with the tools and support and help them navigate through these new processes. And it’s our job to ensure they are not only aware that it’s coming, but also how they can ensure best practice is always performed.” Furthermore, their expert compliance team continually ensures their knowledge of the FCA and industry changes are always up to date, so they can prepare for these changes ahead of time and provide the necessary support and advice to the retail market. “We don’t just offer this advice to the retailers we partner with, but we want to be the voice to the wider market so that everyone is prepared for the changes in good time, and with the most accurate and knowledgeable advice we can give,” comments Willshire.

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together; from the sales team out on the road training and supporting our retail partners, to the staff at Head Office working through the customer claims, and the networks out there at the coal face working hard to repair the furniture,” concludes Lyndon. The team at Guardsman would like to wish everyone a Merry Christmas and a prosperous New Year, while looking forward to growing and nurturing their retail partnerships in 2024. If you would like to find out more about the tailored packages Guardsman offers, contact Zeyn Kassam, Head of Sales and Business Development. Email zeyn.kassam@guardsman.co.uk or call 07508 007 786.

“Not only can we say we are the class leader in the regulatory world, we also offer a first-class service to any consumer who goes through our claim journey,” continues Lyndon. “Our first visit fix rates are the highest in our industry, with over 80% of consumers having their furniture fixed within the first visit from a technician. Every claim goes through an expert triage process to ensure the correct outcome is achieved. The technician will go into the customers home fully briefed and prepared on the problem at hand with the tools and equipment to resolve the problem first time, and not only is the customer benefitting from their expertise and first time fix they are not having their day disrupted again with a technician making a return visit sometime in the future. In turn this reduces the number of journeys the technician does which as we know reduces the environmental impact; everybody benefits”.

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Not only can we say we are the class leader in the regulatory world, we also offer a first-class service to any consumer who goes through our claim journey.

Talking about environmental impact, the Guardsman team are showing their commitment to the environmental impacts not only with their network on the road, but also their printed materials which now carry the FSC-certified logo, to the wipes, bottles, and kits in their care products ranges. “We are working hard to improve our environmental credentials; it is crucial that we all take note of the impact we all have on our planet and do our bit.” Reflecting on other partnerships, Guardsman’s long-term relationship with their underwriter is another key component of the business and its support to customers. “Working with an A-rated insurer really puts us in a strong position with our retail partners,” Lyndon added. “They fully understand our business and the direction we want to take it, and having a collaborative approach has allowed us to really unlock the potential for our business and for the retailers. By having a strong and stable underwriting partner provides certainty for us, our retailers, and customers. “As we leave the turbulence of 2023 and reflect on the year and the successes we have had, I firmly believe we are in a strong position for 2024 with new exciting plans and developments for the business with the full backing of our significant parent company, Amynta. This would also not be possible without all the team pulling

www.guardsman.co.uk

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(43%) have almost eclipsed in-store purchases (53%). It wouldn’t be a surprise if online sales soon overtake in-store revenues. Furniture brands need to adapt in response, but that brings challenges - from stuffy operational processes to general workforce resistance to shift with the times. These growing pains affect consumers, too. While some furniture makers and retailers have made progress towards offering shoppers the chance to virtually browse and buy from their full ranges online, plenty are yet to fully transform.

Two seats on the same sofa

There’s an understandable urge to use the latest digital tools to create those all-important visual assets that will have consumers scrolling through your online furniture catalogue. But it’s important to be mindful of the bigger picture from the outset.

Is the virtual furniture revolution gaining pace? Rainer Usselmann, Co-Founder at creative tech production agency Happy Finish, talks about the virtual furniture revolution and how the shift to digital is a must for every furniture business.

When embarking on a digital transformation to turn your 2D furniture business into a 3D commerce enterprise it’s vital to understand how the layers of organisation and operation sit with each other. They’re two seats on the same sofa. Organisation means the strategic layer needed for clear definition of business objectives, and a plan that includes achievable transformation milestones; as well as an understanding of how innovation can get you there, and how to define and measure success.

Do you remember buying your first sofa?

Operation is the tactical layer that implements the organisational plan. In other words, getting stuff done. At this point, you need to know who is in charge of what, shape your content creation infrastructure that underpins your change, and install the tools and processes to facilitate it.

Thanks to e-commerce, those experiences aren’t completely over - but they are no longer a given. In the US, sales of furniture from a brand website or other online store

Of course, your metamorphosis will only matter if every employee knows their role and buys into it. With digital transformations in particular we often see pushback on planned

You may recall how the furniture showroom engaged your senses when you strolled through the displays. The texture of the textiles, smooth and soft to the touch. The smell of the upholstery as you sashayed past the two-seaters.

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Importantly, have you defined the critical touchpoints in consumer purchasing journeys - what types of assets are needed by whom, when and on which platforms? And are you aware what training your team will require? The competencies that can make CG and real-time rendering a game changer for your business aren’t innate - your digital designers are deployers and will likely need to be furnished with new skills. If you’ve satisfactorily answered those questions and any others arising, it’s time to discover everything you can do with cutting-edge CG. Don’t just plump for photos; they limit creativity. Today’s consumer wants videos, configuration as a given, through access to Augmented Reality (AR) assets that allow them to render rooms themselves: placing and rotating furniture pieces, choosing dream colour schemes or picking vibrant patterns.

Assets for consumers and for the industry

modernisation. “Photography will always be better than Computer Generated (CG) images” was a common refrain in the nascent switch to digital assets; one of many ‘reasons not to believe’. To an extent, that mentality endures. But consult, communicate, and start to point out the opportunities and sweeping gains that can be made through change, and you will cushion any perceived blow your team feels could come their way. With direction of travel mapped out, structures and systems for the journey in place, and the whole business on board, it’s time for the fun stuff to start.

The dual benefit of elevating the purchasing experience for consumers to become grand designers isn’t just a material boost to revenues. Your business transformation will benefit too, from: Efficient management, storage and deployment of visual assets for popular ranges that stay constant between seasons

Cutting-edge CG has you covered

Future-ready assets that can be flexed across formats and platforms, and can be customised according to demand

Scaling to a fully 3D commerce furniture operation means mastering a level of detail. Have you clearly defined the processes and infrastructure required to make the transition, knowing what your tech stack should look like?

Streamlined production, matching consumers’ ‘see it, want it, buy it’ use of the digital assets to manufacturing cycles - as close as is currently possible to build-ondemand

Do you know how to build easily accessible asset libraries for products, props and materials, which can then be used as part of a range of features to suit every consumer taste? Many retailers now contractually insist on CAD (Computer-Aided Design) 3D files being provided by furniture suppliers to ensure smooth replication for digital assets. Those that don’t do this, should.

Sustainable practice, thanks to fewer physical samples being created, lower production lag times, and less need for wasteful and costly product redesigns

A shift to digital assets doesn’t happen overnight. If you want to give the consumer access to a comprehensive online catalogue to play with lifestyle choices and personalise furniture choices to their hearts’ content, you first need to cover the basics.

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We’ve helped major furniture and homeware retailers extend their vaunted in-store consumer experience to digital channels, offering a customisable range of products that stays current and caters to target audience trends. And we’ve done so by either plugging into and extending brands’ existing 3D capabilities, or by configuring custom content factory workflows that do the heavy lifting on their behalf without the need for large brand-side 3D teams. 3D commerce has been key: the creation of digital product ‘twins’ - across priority items in particular - that can be used in versatile ways, including the AR assets and configurators mentioned above. Online photography has been completely replaced with dynamic content, including video and animation, that can be served to consumers across channels and platforms. All produced in greater quantities, higher quality, faster and at lower cost, and organised using clearly defined data standards that ensure a brand asset library which is accessed and used by all stakeholders with minimal fuss. We want the furniture we buy to be an enduring part of our living or workspace. In that sense, it’s one of the most considered physical purchases we make. But thanks to technology transforming choice, the future of furniture is firmly digital. Let that be the asset that drives the sector’s growth.

www.happyfinish.com

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Another year of growth at Sofa Factory Sham Alaq, Commercial Director at Sofa Factory – part of the Bentinck furniture group, shares an update on recent company developments ahead of next month’s January Furniture Show.

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The NEC has become a major part of our promotional activity and sets the tone for the year to come and this year’s exhibition we will be our most interesting to date.

Sofa Factory, part of the Bentincks group, has delivered another year of growth, driven by a continuous focus on its three core pillars - people, technology and sustainability. The business has continued to invest in all three areas, as well as product innovation, which is set to be officially unveiled at the January Furniture Show (JFS) next month. “We would like to thank all of our retail partners and our excellent staff for their continued support in helping us achieve another year of growth,” Sham Alaq, Commercial Manager at Sofa Factory, said. “We have spent much of this year continuing to invest in our 140,000sqft production facility in Gateshead with new machinery, trucks and additional staff to ensure that we continue to improve all aspects of our business and the service we provide.” The focus moving forward is to continue to provide “great value and great designs, with high quality at affordable prices”. Sham said the next collection will follow these values and will continue to strengthen its offering. “We are busy now ensuring that all our final deliveries for 2023 are made in good time, whilst looking forward to our third NEC show in 2024, where we will be exhibiting a new collection of ranges for the coming year. “The NEC has become a major part of our promotional activity and sets the tone for the year to come and this year’s exhibition we will be our most interesting to date. We look forward to seeing you at the NEC.” www.sofafactory.uk

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Young Furniture Makers Award Winners Revealed The Furniture Makers’ Company, the City of London livery company and charity for the furnishing industry, recently announced the winners of its Young Furniture Makers Awards and Prizes at the Young Furniture Makers exhibition.

The Young Furniture Makers exhibition took place on Wednesday 11 October at Furniture Makers’ Hall and the spectacular Dutch Church in Austin Friars, London. The event was principally sponsored by Tizo Limited and co-sponsored by Axminster Tools, Celtheath and NaughtOne.

The winners of the awards were: National School Design Prize, sponsored by KI: Orbitron by Charlotte Woolard The Bespoke Award, sponsored by Axminster Tools: Lines Puzzle Cabinet by Josey Garbutt The Design Award, sponsored by NaughtOne: Baileigh Chair by Eden Bunce • The Textiles Award, prizes sponsored by Parker Knoll: Sculpt by Emily Cross The Leather Prize, prizes sponsored by The Leathersellers’ Company: the Hide Armchair by Holly Preece

Around 70 designs from 60 emerging designer-makers were exhibited at the inspirational one-day event, which was set up over 15 years ago for school children, students and graduates to showcase their work to the design community and connect with potential employers.

The Idea Prize, sponsored by Colebrook Bosson Saunders: 25 Degrees by Harvey McKellar

The exhibition opened at 1.00pm with excited visitors quickly filling the two venues to see the incredible designs on show. In addition to the stunning furniture and lighting on display, guests and exhibitors were treated to five short informative seminars that formed a Talks Programme.

The Best Chair in Show Prize, sponsored by Sitting Firm by Gaze Burvill: Crescent Chair by Archie Goundrey

The anticipation and excitement of the exhibition built throughout the day with the event culminating with a drinks reception, sponsored by HIX, and the announcement of the Young Furniture Makers Awards. Hundreds of people packed out the Dutch Church to hear which pieces had been named top of their category, with special guest Tomoko Azumi announcing this year’s winners.

The Fast Track Prize, prize sponsored by Malcolm Walker: All Seeing Chair by Maria Gil

Best in Show Prize, prize sponsored by Blum: Lines Puzzle Cabinet by Josey Garbutt Amanda Waring, Master of The Furniture Makers’ Company, said: “The Young Furniture Makers exhibition yet again proved to be a wonderful celebration of the exceptional and remarkable design talent we have in the UK. We are profoundly grateful to our exhibition and award sponsors, whose unwavering support ensures that this inspirational event goes ahead each year. In particular, I extend my thanks to our principal sponsor, Tizo Limited.”

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The Young Furniture Makers exhibition yet again proved to be a wonderful celebration of the exceptional and remarkable design talent we have in the UK.

Maria Gil, Fast Track Prize winner, and prize sponsor, Malcolm Walker Bellina Fiorell

Josey Garbutt, winner of the Bespoke Award and Best in Show Prize, said: “Looking at the standard of work, I was hugely honoured to win first prize for the Bespoke Award. To then discover that my Lines Puzzle Cabinet had won Best in Show was incredible and I am absolutely delighted. It was also very satisfying to see the experts and other visitors having fun, playing with my cabinet and watching their reactions to the surprise elements.”

Andrew Uren

Design Award winners 2023 Tom Kato - Inman

www.furnituremakers.org.uk/young-furniture-makers-exhibition

Maria Gil, winner of the Fast Track Prize, said: “Hearing my name as the winner of the Fast Track Prize was very emotional for me. After how big of a challenge it’s been to complete the design and construction of my chair, it was so moving and rewarding to see it recognised. The prize itself involves some exciting activities and opportunities which I simply cannot wait to take part in and get the most out of.”

Josey Garbutt, Bespoke Award and Best in Show winner, and Tomoko Azumi

Thom O´ Nions

Billy Quinn, non-executive director at Tizo Limited, principal sponsor of the Young Furniture Makers exhibition, said: “At Tizo Limited, we believe in the power of innovation and supporting the potential of emerging design talent, which is why we were delighted to be the principal sponsor of the 2023 Young Furniture Makers exhibition. The exhibition gives a very important platform for young designer-makers to showcase their talent to key members of the trade and build connections with industry and peers. We look forward to witnessing these young talents shape the future of the furniture and furnishing industry.”

Maria Gil and the All-Seeing Chair, Fast Track prize winner

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What does the dream home look like? Helena Davies, Head of Home Buying at Barker and Stonehouse, shares her thoughts on what the dream home looks like following AI visualisation.

AI has revealed what the UK’s dream home looks like – and it might not be quite what you’d expect. Forget rambling country manors or a state-of-the-art luxury mansion, sensible Brits would rather have a four-bed detached with a decent garden and a utility room… AI has visualised what the UK’s dream home would look like in real life, inspired by the findings of new research conducted by furniture retailer Barker and Stonehouse. The study asked 2,000 people to name the top features and style flourishes that they would look for in their perfect house, and then challenged AI technology to bring these images to life. The results showed that the UK dreams of a four-bedroom, two-bathroom, detached property with a 500+ sq ft garden. According to the Office for National Statistics (ONS), the average cost for a detached property in the UK is £458,707, as reported in September 2023. The South West of England was the most popular location in the UK for a dream home, as it appears that Brits are craving the picture-perfect idyllic beach and country setting that this area offers – with the popular counties of Cornwall, Devon and Somerset all situated within the region. Looking inside the house, and if money was no object, the top picks for luxury features included a kitchen island (25 per cent), heated flooring (25 per cent) and a real fireplace (20 per cent). Asked to pick three additional spaces, sensible Brits again chose practicality over luxury. Top selections included an ensuite (33 per cent), a laundry/utility room (31 per cent) and a walk-in wardrobe (28 per cent). Some respondents were keener to push the boat out – 22 per cent longed for an indoor pool and 14 per cent desired either a games room or home gym. When it came to style choices, Brits picked a modern and contemporary interior style for their dream home, with a focus on minimalistic design and sleek simplicity. Opulent and extravagant décor took a backseat in the nation’s fantasy abode, with soft neutrals and subtle shades ruling the roost everywhere from the bedroom to the home office and living room. For furnishings, a divan bed was the most popular choice to have the best night’s sleep (30 per cent), and in the living room Brits would select a corner sofa style (19 per cent) with leather fabric (28 per cent).

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Helena Davies, Head of Home Buying at Barker and Stonehouse, commented: “We’ve all had moments of fantasising about what our dream home would be like, and it’s been really interesting to see what the nation would choose. Even if money wasn’t a factor to consider, people are less interested in mansions and more interested in aspiring to have a large but comfortable family home. “Using AI to visualise what this home would look like and really bring this to life was incredible and shows how AI can be used for interior planning. “At Barker and Stonehouse, we love helping the UK turn their interior aspirations into a reality and always encourage people to explore their tastes so that they can live in their dream home.” Richard Hodgkinson, Director at XUL Architecture, commented: “The design industry has the potential to use AI to gain a deeper understanding of homeowners. This integration not only minimises ambiguity but also creates a more cooperative and enjoyable design journey. “Designers can implement AI and collaborate with homeowners to improve efficiency. AI algorithms can quickly evaluate homeowners’ needs, room specifications and environmental factors, which speed up the initial design phases and provide innovation. The potential applications of AI in the design field are limitless, with the potential to transform our homes.”

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Using AI to visualise what this home would look like and really bring this to life was incredible and shows how AI can be used for interior planning.

Big Furniture Magazine #16 Top luxury features in the UK’s dream home: Kitchen island 25% Heated flooring 25% Fireplace 20% American style fridge freezer 17% Wooden flooring 17% Smart technology 15% Integrated appliances 14% Luxurious thick carpet 13% Double shower 11% Freestanding bathtub 11% High-tech sound system 10% Luxury worktops 10% Hot water tap 10% Breakfast bar 9% Professional coffee machine 8% Towel warmer 8% Double sink 7% In-built media unit 6% Wine cooler 5% Feature lighting fixtures 5% Statement artwork 5% Smart toilet 4% Glass panelling and partitions 4% Statement rug 4% Luxury mirror with integrated lighting 3%

To find out more about the research or for other home inspiration, visit the Barker and Stonehouse website here: https://www.barkerandstonehouse. co.uk/yourhouse/ai-home-design

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PR and communications specialist, Unhooked Communications, share an insight into what people are looking to purchase over the next year for the home. Bedroom furniture and furnishings, wallpaper and decorative items were among the most popular products people are looking to buy over the next year, says new research. According to data from PR and communications specialist, Unhooked Communications, latest survey ‘Homes Unhooked’, 37% of respondents said that they are planning to buy wallpaper, paint and other decorative items for around the home in the next 12 months. Bedroom furnishings or furniture was next with 27% of people saying that they would invest in this area of the home, while the same also said they would focus on plants and outdoor features for the garden. Living room furnishings or furniture followed closely with 26% of respondents, while outdoor seating and furniture saw 17%. Other areas covered included kitchen utensil, home appliances, entertainment and technology, storage and home gym equipment. The market research for this report, commissioned by Unhooked Communications, was carried out in July 2023 and questioned 2,015 adults across the UK. Other highlights revealed that in the next 12 months, over 40% of people plan on decorating at least one room, 17% intend to landscape their garden, 17% would like new flooring and 15% have their sights set on renovating their bathrooms.

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Furthermore, 58% of consumers would be happy to pay more for products or materials for their home if they’re good quality and will last, while, specifically in the furnishings category, 53% would check the sustainability or environmental impact and credentials before buying home furnishings. The insights from the new Homes Unhooked report also revealed that while 60% of people want to research products or materials for their home online before making a purchase, 64% also want to see them in person before buying them. Having access to reviews and testimonials (54%), knowing they’re supporting a local business (51%) and being able to speak to product designers, retailers and other experts (31%) is also key to ensuring shoppers commit to a purchase. Claire Gamble, MD, Unhooked Communications, said: “Online shopping is a common habit for lots of consumers today, with £110bn spent on

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There is a huge opportunity on offer to businesses today, especially those who can combine the power of showroom or in-store experiences with the limitless potential of digital marketing. e-commerce in 2022. But when it comes to purchasing products and materials for the home, turning to digital channels is only part of the decision-making process. “While proving both online and bricksand-mortar premises both have a purpose for today’s shoppers, more importantly, the findings highlight the need for brands in the home interiors and renovations industries to join up their digital and in-person buying strategies to ensure they’re capitalising in busy markets with more qualityconscious shoppers. “We also know that when it comes to content, it’s essential to go beyond basic product details and specifications. Buyers want to be reassured of quality and performance by engaging with experts, to know your product is reliable by hearing from people just like them, and to tap into conscientious priorities like buying local. It is this – rather than mastering how to use a specific channel – which has the power to secure a sale. “There is a huge opportunity on offer to businesses today, especially those who can combine the power of showroom or in-store experiences with the limitless potential of digital marketing. In a competitive landscape, this will be the key differentiator to help brands stand out from competitors, build trust and boost sales.” www.weareunhooked.com

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THE BIG QUESTION This month we’re asking retailers: What is your business doing to celebrate the festive season?

Vic Smith – Vic Smith Beds A few years back we made Christmas trees out of a set of bed springs, and threaded lights through, which was always a talking point as people stop to look! Plus, we’re bring in some fun Christmas doormats in to sell, something different to what we normally do, and it’s an extra way of gaining footfall, and invariably they end up buying a bed!

Kathryn Lukehurst - Lukehursts On Friday 8th December having partnered with a local food and hospitality business Macknade Lukehursts are hosting a special one off pre Christmas evening by invitation to our customers (and Macknades are inviting theirs) to an evening at our Sittingbourne store where there will be a range of Kentish wine producers, Beer/Cider and Cheese producers carrying out tastings, enabling customers to pre-order for xmas, there will be hampers on display and available for purchase, we are hosting a charity raffle for a local charity AND Lukehursts have a winter sale preview that weekend with extra discounts on brands and a customer loyalty discount with the added benefit of a £50 voucher to spend in Macknades food hall. For us it’s about working with different local partners who have a similar customer profile and offering something a little bit different and interesting to our customers.

Grant Berry – Home World – Mattress & Bed Centres The festive season is tricky because not everyone loves to work through it. We have a Xmas tree up in the store with the trimmings on, we have boxes of chocolates & other goodies for the staff. This helps keep the buzz right when they are working over the festive season. We also alter our hours of trading with early closes on Xmas Eve & New Years Eve with a later start on New Year’s Day. It’s traditionally a good time to be trading, over the festive season which also helps to keep the buzz, being busy feels good and the days seem to go quicker too. Also, we pay for the staff to have a get together in the pub. We also offer customer’s some great deals at this time of year.

Huw Williams - Toons Home Furnishers We have a Christmas department in store so we do dress the shop up for Christmas with several trees decorated within the store. We have also this year invested in large lit Christmas motifs to hang in the store windows (snowflakes and trees). The one thing we do every year to give back to the community we trade in, is that we donate £1000 worth of food to the local food bank to help those who are struggling especially at Christmas time.

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Mike Murray – Land of Beds

Wendy Martin Green – Peter Green Furnishers

Alongside the traditional festive activities such as Christmas Jumper Day and Secret Santa, we’re holding a ‘Storytime with Santa’ event in our Helsby store, on December 1st to kickstart the festive season in a heartwarming way. In partnership with local primary schools and the Rotary Club, this unique celebration goes beyond the ordinary, creating a magical experience for families and children as they get to experience the joy of storytelling with Santa himself, all from the comfort of our cosy bed shop! Plus, having a local concert band and carol singers join us to fill the air with festive music will undoubtedly add to the magical, festive atmosphere. And, of course, what’s a festive celebration without some delicious treats? Mince pies will be on hand to delight taste buds, and each child will receive a special gift, adding an extra sprinkle of Christmas magic to the evening. We see this event as a unique and innovative opportunity to connect with our local community, creating lasting memories and cultivating a delightful sense of unity. All these elements seamlessly align with the importance of bedtime rituals, blending community spirit with the promotion of a restful night’s sleep!

For as long as I can remember we have had a Christmas event for our customers but this year we have decided to take it up a notch and make it much more of a community event for our neighbours. For the whole December 2nd and 3rd weekend, we have invited local crafts people to set up their stalls in our store and in our car park creating a very local shop window for their products. We are excited about this Winter Fair that will enable local artisans to have exposure during the Festive Season. There will be mince pies and mulled wine for the fair goers and children can ride on Trigger the Train, with all proceeds being donated to our local Rotary Club. Visitors can take family photos in our huge red sleigh and even mail letters to the North Pole in our special red pillar box. Father Christmas is scheduled to make an appearance during the weekend too. We will have special promotions running in both furniture and flooring and the top prize in a game of chance is a sofa! We are pleased to be able to invite the community into our store during the Christmas Season and if our guests haven’t been here before, it will give us a chance to show off our beautiful showrooms.

Rhian Griffiths - Leekes

Steve Adams - Mattress Online

Our teams are always invited to join us in celebrating the festive season with a Christmas party at the Vale Resort or for stores a little further afield they arrange their own parties at local hotels. The teams in store and Head Office also decorate and take part in Save the Children’s Christmas Jumper Day along with their own departmental celebrations. Buffets and lunches are also offered to the teams during December.

At Mattress Online we’ll be sticking with our usual tradition of participating in Christmas Jumper Day, raising money for charity and rewarding the best-dressed efforts across the business. As we turn 20 years old this December, a big staff wide celebration took place in late November - so teams will be enjoying individual festive get-togethers in the busy run up to Christmas.

George Sinclair – Nimbus Beds

We usually do something different for Christmas. Last year was Christmas trees & more Santa stuff. This year we have brought out a website called Santasiphone.com where you can book a live video call with Santa. We will also be providing a Santas grotto at our Cupar branch which had a great turn out last year.

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Henrik Pontoppidan, Director of S2U Design, talks about what to consider when sourcing furniture from Vietnam. When I, for 15 years, ran OAKEA, my ecommerce-based furniture retail company in Hereford, UK, my business model was based on these principles, relating to sourcing:

matter how skilled the Vietnamese staff. Nor does it do away with things getting ‘lost in translation’ – for both linguistic and cultural reasons.

I did my own designs, only sourced own designs direct from factories, cut out the middleman, visited my Vietnamese suppliers 4-6 times per year and kept my catalogue lean and narrow to always have every SKU in stock.

2) Vietnamese culture – It is often misunderstood for ‘corrupt activity’ or entirely overlooked, that in Vietnamese culture, desire to help the community is a strong driver. Decisions made relating to choice of supplier – or subcontractor – are often clouded by an eager to help local friends or family members getting more business. This is a lovely philosophy, but it rarely results in the best possible results for the final products and can significantly affect both quality and cost.

That is not to say this is the only right business model – arguably this model makes sense, but it also presents a lot of challenges. However, this was my chosen strategy in the quest for competitive advantage. Now, that I work ‘on the other side of the counter’, being the guy, I was constantly searching for on the ground in Vietnam, but never found, during my OAKEA venture, I realise how many different sourcing methods are practiced by importers from all over the world. And often, I wish I could step in and quickly help the foreign buyer achieve a lot more and do away with – to me – glaringly obvious and costly inefficiencies and problems, immediately addressable for me in my situation, but seemingly ‘black magic’ to the buyer. Here in Vietnam, there are many foreign owned sourcing/trading/ QC companies – a market sector which has grown large, diverse, and professional over the last few decades. So, it is not as difficult as it once was, for an importer to find and engage good sourcing practice. Many importers have their own sourcing offices on the ground, but either way, sourcing costs money! For any cost-heavy activity, every importer is undoubtedly working to optimise value for money – also for the sourcing cost. Whatever the method applied, I see and learn on a regular basis in factories, how results for foreign buyers leave a lot to be desired. Here are 3 common causes for this – all rooted in cultural differences: 1) Lack of understanding - Although Vietnamese professionals are refreshingly ambitious, lovely to work with, and nowadays well educated – this does not do away with a lack of full understanding of the foreign importer’s operation and needs in their country, no

3) Lack of critical thinking – Vietnamese business practice is still very much based on hierarchical structures, and while there is usually no problem getting simple, specific, repetitive task done, it is difficult to achieve well thought through, creative longterm solutions – particularly in design and efficient production methods, requiring a degree of analytical skills. In addition, decision making power is usually concentrated at the top, but communication with the buyers is typically undertaken by assistants. This makes decisions and implementation of them rather inefficient. In conclusion, Importers who have their suppliers’ CEOs ‘on speed dial’ are many steps ahead of competition. My mission through my work with manufacturers on the ground in Vietnam is to bridge the gap, and help buyers around the world improving their competitive advantage, make their buying more transparent and efficient and develop both better designs, and better practices to remain ahead of competition. One very important ingredient in this is to – on behalf of my clients - work direct with the senior management or CEOs of the manufacturers, face-to-face, in Vietnamese and on demand, to ensure that we achieve the best possible results. Wishing all brothers and sisters in our exciting Furniture Family a Merry Christmas and a Happy and prosperous New Year from Vietnam.

henrik@s2udesign.com www.s2udesign.com

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Just another day in China Paul Wray, Managing Director of Furntec Ltd and Modern Outlook Furniture, shares an insight into quality control and the importance of maintaining high standards. The biggest part of our day is Quality Control (QC), and having worked in China for over 25 years, it’s imperative that you have a complete quality control procedure in place for checking each and every one of your products being made. Now with a full QC team working across China, and overseeing the team and its reports, it’s good to know that the products you are producing are as you ordered for the customer. I have seen many horrors over the years, and it still happens with products being made substandard and shipped without any checks being made by customers buying directly from factories. To give you an example, one particular factory produced a complete run of sofas, in a completely different colour fabric to what was originally specified. When I asked why, I was told by the factory that

they had run out of the particular colour ordered so they decided to put on a fabric that they thought looked nice! It happens, so don’t get caught out. For me, it’s also very important I visit my teams across China to not only check what they are doing but to support them in their job. It can be very lonely when your based in a factory in the middle of nowhere for weeks quality controlling and checking product with no direct contact from the company. Support is always needed and trust me; you will always get the best from your staff when you show you actually care and take notice of what they do. Our teams undergo thorough training from our company and we emphasise the BEST QUALITY must be achieved for each and every one of our customers, no matter how big or small. Please, if you are buying from China and you have no QC in place checking your products being produced, don’t leave it to chance. Our company offers a complete AQL (Acceptable Quality Limit) service where we select product from production for inspection to determine if the customers product order has met the specifications. Based on the sampling data, the AQL standard can help determine whether to accept the product or reject everything. Modern Outlook Furniture assists businesses of all sizes in procurement from China at any stage of your project. If you would like a no obligation conversation about how we can assist you and help you avoid any costly issues or nasty surprises, please do get in touch! paulw@modernoutlook.cn www.linkedin.com/in/paul-wray-79403935/

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New Products

Hydeline Hydeline Lounge chair, Mira offers an unparalleled relaxation experience with its cutting-edge features. Embracing zero gravity technology, it allows users to recline to a position that minimises stress on the spine and enhances overall comfort. The advance 3-motor mechanism ensures seamless and customisable adjustments, while the telescopic footrest adds an extra layer of convenience. Tailor your comfort further with the adjustable headrest, ensuring optimal neck and head support. The home and memory function adds a touch of luxury, allowing you to save your preferred settings for a personalised and hassle-free lounging experience. Elevate your relaxation with the Mira recliner. www.hydeline.co.uk

Sweet Dreams The Landmark range, consisting of six beds and includes foam free fillings, as well as sleep surfaces made from eco-friendly sustainable fabrics, features components that are responsibly sourced using many recycled elements. The mattress offer is based on three best-selling springs system, 1000 and 2000 pocket and the 12.5gauge open coil. The Landmark base comes with a choice of six 100% GRS Certified, 100% recycled base fabrics. The benefit of GRS is that our Landmark base, border and headboard fabrics will feature 94% less water use, 59% less energy use and 32% less CO2 emissions in the production process. www.sweetdreamsuk.com

Devonshire Moreton, Devonshire’s newest oak collection, has just launched. This premium entry level range is perfectly proportioned for modern homes with a sleek design in petite sizes. Crafted to a high quality with a contemporary vibe in a classic natural lacquer. Available across bedroom, dining and living and comes with 2 handle options. With the release of the Moreton range, Devonshire has added three new items to their product line: a combination robe, a single robe and an incredibly useful tall lamp table. Throughout, there is an excellent assortment of units to meet most needs, such as 3 dining tables, 5 wardrobes and key pieces for each room. www.devonshireliving.co.uk

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Duxiana The brand has recently presented four classic armchairs in new sheepskin upholstery, which is tailor-made for selected armchair models, reflecting DUX’s commitment to offering exclusive craftsmanship and iconic design. “DUX continues to expand its range of upholstery and introduces sheepskin as an exclusive option for four selected armchair models, including Jetson, Anita, Domus and Spider,” the company said. “The models are meticulously crafted in collaboration with some of the most prominent names in architecture and design.” www.duxiana.co.uk

Sherborne Upholstery

The Cartmel Electric Riser Recliner range has been a huge success since its recent introduction. Available in four sizes, and with a choice of scroll arms, or light oak or dark beech wood knuckles, it has been especially designed for optimum comfort and support, with lateral support cushions in the back in addition to a supportive headroll. Express delivery is offered on over 200 soft cover options, including dual or single motor control and optional lumbar adjustment. www.sherborneupholstery.co.uk

Gallery Direct Gallery’s Christmas catalogue offers an extensive range of fabulous products, featuring curated collections. It includes garlands & wreaths, decorative accessories, lanterns, candles & votives, table & barware, and Christmas trees & baubles. There is also a selection of textiles, including cushions, throws, door stops and draught excluders. A recent Autumn Fair favourite was the Pampas Tree with LED Lights. Offering an unusual contemporary take on a traditional Christmas tree, the feathery pampas tree adds gorgeous neutral tones and textures to a room. It comes with a battery powered LED garland to add some sparkle, and is available in 3 sizes. www.gallerydirect.co.uk

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KC Sofas: Investment and expansion Jamie Charnock, co-founder of KC Sofas, talks about 2024 plans which includes new stores and a refreshed website. Independent upholstery retailer KC Sofas has revealed plans to open two new stores next year. KC Sofas, which currently operates from six stores including Castleford, Sheffield, Lincoln, Doncaster, Barnsley and Worksop, has confirmed that it will open on Chatsworth Road in Chesterfield. The opening coincides with the relocation of its Sheffield store on Barlborough Links where the next space in Chesterfield offers an extended showroom footprint. This is expected to open on 1 March 2024.

Lebus visit with John Wakeman

KC Sofas also has plans to reopen in Sheffield in a new location, with the company currently searching for the right premises on the Highstreet. Furthermore, the business has confirmed plans to open a new store in Market Wheaton, West Yorkshire, by the end of 2024, bringing its portfolio to eight stores. A location is yet to be confirmed at this stage.

Amy

Overall, KC Sofas is looking to invest £200,000 into the business, which also includes a revamped website, as Jamie Charnock, founder of KC Sofas, explains: “We are moving our current store at Barlborough to a much larger Highstreet showroom on Chatsworth Road in Chesterfield, which will open at the beginning of March next year. “Then in July we are going to be opening a new store in Sheffield. We are currently looking for a property, but this will also be located on the Highstreet. Then towards the end of 2024 we will be looking for our eighth store, and we are targeting Market Wheaton.

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After an amazing 2023 we have decided to expand the company from six showrooms to eight during 2024.

share with our customers. Armed with a deeper understanding of our products’ journey from inception to delivery, our team is better equipped to assist our customers in making informed choices tailored to their needs and preferences.

“We are also updating our current website. By the time the new showroom is open in Chesterfield in March we will have launched a brand-new bespoke website that we are currently investing a lot of time and money into. Next year we will be investing around £200,000 into all areas of the company. “After an amazing 2023 we have decided to expand the company from six showrooms to eight during 2024. Then over the next couple of years we will also be upgrading all our original showroom to better locations. Next year will be the company’s 11th year and we aim to make it the best year yet.

“At KC Sofas, this journey to Lebus Upholstery was more than a factory visit; it was a reaffirmation of our commitment to excellence. We’re excited to translate this newfound knowledge into an enhanced customer experience, ensuring that every piece of furniture we offer embodies the passion and craftsmanship witnessed first-hand at Lebus Upholstery.”

“In January 2023 we took on all our own deliveries which we believe was the start of the company’s recent success. Everything we do now is in house so we can completely control our own destiny.” The company was formed back in January 2014 by Jamie Charnock and Neville King with just £400. “We started out by selling a couple of sofas online and then reinvested that money and the rest is history,” Jamie added. “We currently employ over 30 people total and will be looking to expand on that number in the next year.” Alongside growing its team, forging relationships and educating its staff remain a key priority for the business with KC Sofas recently sending employees to experience the Lebus Upholstery factory. “At KC Sofas, we’ve always believed that knowledge is the key to providing exceptional service to our customers,” Jamie explained. “That’s why we recently embarked on an exciting journey, taking our dedicated sales team on an exclusive tour of the Lebus Upholstery factory in Scunthorpe. This immersive experience was designed to deepen our understanding of the products we offer and witness first-hand the meticulous craftsmanship behind each piece. “It provided our sales staff with invaluable insights and knowledge that they can now

Lebus visit with John Wakeman

www.kcsofas.co.uk

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The Best in Bedframes

Bilkis Patel, Director at beds and mattress manufacturer Vogue Beds, talks about the evolution of its wooden bedframes offer.

Over the last few years Vogue Beds has been busy expanding its product offer, with the move into bedframes. During the Covid-19 pandemic, Vogue took the opportunity to design and develop their own upholstered bedframes at its factory in Barwell, just outside of Leicester. Since moving into this product category, Vogue has seen success, prompting the business to expand even further. “We began looking into the market for bedframes a few years ago, during Covid and lock down, and we began to design and develop our own upholstered bedframes. Due to the success of this product we began to explore other options to extend our range for bedframes,” Bilkis said. “After doing some market research, we found there was a high demand for wooden frames, so we decided we needed to be part of this growing trend, and that’s how the idea of Vogue Imports was born.” With a history dating back to 1990, Vogue Beds has become a staple within the mattress industry. Taking its innovative approach further, this is their first foray into importing bedframes, with the company partnering with a well-established business in Malaysia. “This is our first venture into importing bedframes and we are working with a great company we have known for over a decade in Malaysia,” Bilkis said. “We looked at the trends of wooden bedframes

and after extensive research we introduced our first imported bedframe last year at the January Furniture Show. During this product launch, we received positive feedback from our customers due to the fact the headend boards could be customised in our 25 fabrics, so customers could customise the final finish, adding extra flexibility.” This success has continued with the recent showing at the Minerva Spring Furniture & Bed Show. Vogue displayed the new imported bedframes and fabric upholstered bedframes, alongside its exclusive Eco Sleep collection for Minerva members, and its unique Helix Pocket spring Collection. Also on show was its new wooden bedframes along with its 100% Vegan mattress, which is approved by the Vegan Society. “The show was great for us and was another opportunity to display the new bedframes alongside our other products and developments,” Bilkis said. Onto the products themselves, the new imported bedframes include the VB-030 and VB-020. VB-030 This elegant wooden upholstered bedframe, with its minimalistic design, creates a luxurious look with its fully upholstered headboard taking centre stage in any bedroom. The upholstered headend is available in 25 fabric options and is also available in an oak or walnut finish. Solid rubber wood with finger joint lamination with a wooden slatted base with middle support.

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These frames are a fantastic addition to our current range that we already offer to customers, who can continue to buy our mattresses, while having the option to purchase headboards, divans, and bedframes from us too.

VB – 010

VB – 020

VB – 030

VB – 020 The shaker design in a painted finish is perfect for the lighter room, the simple detail of this model with its soft colours allows to blend other accessories to the room. Solid pine available in white or dove grey, with a wooden slatted base with middle support. As mentioned, Vogue are predominantly known for manufacturing mattresses, but, as Bilkis says, they are “opportunists”, and when the opportunity to expand into new terrain, it was something that couldn’t be ignored. “We wanted to introduce imported frames and, like everything else we release, we wanted to add a twist and make it ‘Vogue’, which is how the idea of upholstered headend boards came about - making our wooden bedframes unique. “Predominantly, we are a manufacturer of mattresses, but we are also opportunists, and this is great opportunity to target a new audience while adding our own profile of products. These frames are a fantastic addition to our current range that we already offer to customers, who can continue to buy our mattresses, while having the option to purchase headboards, divans, and bedframes from us too. Like always, we are striving to be a ‘one stop shop’ and give our customer base what they want.” www.voguebeds.co.uk

Furniture Magazine #16 MOREBig SALES GUARANTEED Adam Hankinson

Last Word

Product Knowledge is Key Adam Hankinson, Managing Director at Furniture Sales Solutions, talks about why knowing your products inside out is key when selling. building the customer’s trust before we ever try to ‘sell’ anything to them. One of the primary sources of this confidence is a deep knowledge of the products they’re selling. When a salesperson knows their product inside and out, we can respond to customer inquiries with ease, showcasing our expertise and establishing trust.

There are many key skills that all great salespeople possess – Confidence, the ability to ask great questions, listening, a consistent positive attitude, as well as many more. However, I think that most of these skills are built on a solid foundation of product knowledge. Selling like a Doctor I imagine it like the difference between a snake-oil salesperson and a doctor. The snake-oil salesperson might have the gift of the gab and all the confidence in the world, but as soon as they come across a customer who asks a couple of the right questions their cover is blown. Whereas a good doctor doesn’t need to ‘sell’ anything. He asks some good questions to build an in-depth picture of their patient, before he even gets close to prescribing anything. Then, when the patient needs answers for themselves, he is able to answer them confidently and thoughtfully. Confidence is a salesperson’s best friend. It’s what allows us to start up a conversation and begin that journey to

How much is enough? Many stores I come across consistently deal with their lack of product knowledge by deferring to the store’s ‘font of all knowledge’, that one salesperson in their store who just seems to know everything about every product. However, this should be avoided. If we keep telling the customer “We’ll just ask Steve”, the customer is going to end up thinking “well, I’d rather just deal with Steve directly”. So, how much product knowledge is enough? The answer lies in having sufficient information to answer most questions with confidence. You don’t need to be a walking encyclopaedia of product details, but you should have a well thought-out list of frequently asked questions (FAQs) that you know customers are likely to ask. I believe there are five key questions that we need to cover: Combination - Which combinations are available? Comfort - Which comfort levels are available? Colours - What colours are available? Cover options - What fabric or leather options are available? Lead time - What is the lead time?

Knowing the answers to all of these questions for all of your most popular models will put you in a great position to cover the majority of queries from most of your customers. Honesty is the best policy If the odd customer happens to ask you a question that you don’t have the answer for it’s much better to admit it and commit to finding the information rather than making guesses. I’ve worked with salespeople who, trying to save their own embarrassment, have given the customer incorrect answers to their questions, which can not only lose you the sale but also damage the customer’s trust in your company. Honesty, on the other hand, can build trust with customers and convey that you prioritise accuracy over a rushed response. Product Champion A valuable strategy, which will get your store’s product knowledge up to speed as quickly as possible, is to designate a ‘Product Champion’ for each popular manufacturer or model in the store. This person becomes an expert on that particular range, learning the answers to the five FAQ’s that we discussed previously. Then gradually the whole sales team will be able to learn from one-another meaning that everyone is well-equipped to answer questions and provide guidance effectively. Conclusion So, remember, you don’t need to know everything. It can be very overwhelming to sit down and try to memorise pages and pages of product features. Instead, commit to learning the answers to those 5 key questions – Cover options, Combination options, Colours, Comfort and Lead time for your most popular products before moving on to others. I guarantee that this solid foundational knowledge will make you a more confident salesperson, less reliant on the ‘font of knowledge’ in your store, and more likely to gain trust from your customers. www.furnituresalessolutions.com

Big Furniture Magazine #16