Big Furniture Group Magazine January 2024 by bigfurnituregroup

Number 17, January 2024 www.bigfurnituregroup.com

The Shire Bed Company:

The Brand Behind Your Brand www.shirebeds.co.uk

INTERVIEW SPECIAL

Shire Beds; ercol; DUXIANA; Guardsman; RetailSystem

SHOW TIME

JFS; INDX Furniture

RETAIL FOCUS Lukehurst

THE BIG INTERVIEW Peter Delaney, Sales Director at Gallery Direct

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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

Welcome to January’s Big Furniture Group Magazine

Dan Squires

Managing Editor

”

Happy New Year! There’s no better way than starting the year with two key trade shows that will no doubt serve up some inspiration and freshness into the industry. This particular edition, a bumper one at that, takes a look at both the January Furniture Show (JFS) and INDX Furniture Show, as well as insights from a number of exhibitors, including our Cover Star, Shire Beds.

Stephen Smith

Production Juan Morante GraphiC Design www.bigfurnituregroup.com

This edition also features Ekornes as it aims to raise awareness of its IMG brand. Meanwhile, Carpe Diem Beds introduces its new collection as it looks to redefine how we view bedroom furniture and La-Z-Boy UK reveals its new marketing campaign, geared at encouraging consumers to take time to enjoy the lazy moments in life. On new reveals, Vidato Interiors has a fresh new focus on the furniture trade as it looks to expand its UK presence following a recent partnership, while GNG Group reviews 2023 and discusses developments planned for the next 12 months. As for the regulars, Peter Delaney, Sales Director at Gallery Direct, takes the Big Interview and shares an insight into his day-to-day role, what he loves about the job, who his two industry icons are and what 2024 holds for the company. Meanwhile, Martin Lukehurst, Joint Managing Director at Lukehurst, talks about recent investments, future plans and why sustainability is important to the business. On that sustainable note, and following the launch of ercol’s new sustainability-focused range, we took the chance to visit the factory and learn more about how the British brand is trying to shape the future of furniture making in the UK.

Issue No: 17

We also spoke with Siren on fire regulations, DUXIANA on the year ahead, the successful rebrand at Emmiera and Kirklees College on its new furniture apprenticeship scheme. That’s not all either. Guardsman details the difference it provides, while the Sleep Geek talks about the importance of sleep education but highlights the fears of sleep washing and SATCoL expands its Reuse scheme with its furniture launch. There are two anniversary features too. Sopha celebrates five years while Mattress Online reaches its 20-year milestone. In keeping with retail, RetailSystem reflects on a very successful 2023 and shares an insight into the year ahead, one where the company will also celebrate its 20th year of operation.

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.

Also, with an eye on the future, we explored some key trends in both products and customer behaviour, while Trustpilot returns with a story all about trust featuring two heavyweight retailers as prime examples. Our next instalment of the Green Retail series focuses on IKEA’s new mattress removal and recycling scheme in collaboration with The Furniture Recycling (TFR) Group, while TFR also looks to provide a solution to a £60m retail dilemma. To wrap things up, FurnitureBrochure asks the question, To Print or not to Print? The Bed Expert is back and talks about how to keep staff morale up following the Christmas buzz and festive comedown, while Letter’s from China and Vietnam share some insight into their respective territories. The Big Question is all about resolutions and Furniture Sales Solutions concludes the edition on the same note, explaining why it’s important to reflect and set new goals, with the new year the ideal time for both. 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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CONTENTS

74. Green Retail 76. Revolutionising returns

NEWS 06 / 14

78. Landmark. Not Landfill.

16. Big on Social

80. Sopha: Five years strong

FEATURES

84. Long Live the Lazy

20. The Big Interview with Peter Delaney 24. Furniture Galore for 24! 26. The Guardsman difference 28. DUX set for further expansion 32. Retail Focus: Lukehurst 36. RetailSystem’s Retail Revolution

86. New UK brand and partnership 88. A&P talk furniture wholesale 90. A story of Trust 94. INDX Furniture Show 98. HND at INDX 100. Siren talks Fire Regulations

38. January Furniture Show

102. Sleep education or sleep washing?

42. Shire Beds: The Brand Elevators

104. Mattress Online anniversary

44. Birlea’s Journey to JFS

106. To Print or not to Print

46. Willis & Gambier at JFS

108. New pathway for furniture

48. Wiemann at JFS

110. Rebranding Success at Emmiera

50. The Bed Expert

BIG INTERVIEW PETER DELANEY

52. Further innovation at GNG

112. Letter from China

54. Introducing The Iconic Collection

114. Letter from Vietnam

58. Elevating Awareness at IMG

116. Trends in 2024

62. Celebrity launches Hollingwell

119. Big Question: Resolutions?

64. Core Products at JFS

122. New Products

66. New styles at Jaipur Furniture

126. Jobs

68. Are you in the Platinum Club?

128. SATCoL expands

70. ercol’s new era

130. Last Word with Furniture Sales Solutions

ON THE COVER The Shire Bed Company The Brand Behind Your Brand www.shirebeds.co.uk

SALES DIRECTOR AT GALLERY DIRECT, shares an insight into his day-to-day role, what he loves about the job, who his two industry icons are and what 2024 holds for the company.

DUX TO EXPAND DUXIANA reflects on the previous year while sharing an insight on what is to come during 2024.

RETAIL FOCUS Martin Lukehurst, Joint Managing Director at Lukehurst, talks about recent investments, future plans and why sustainability is important to the business.

ERCOL’S NEW ERA Following the launch of ercol’s new sustainability-focused range, we took the chance to visit the factory and learn more about how the British brand is trying to shape the future of furniture making in the UK.

NEWS Irish bespoke sofa maker opens fourth showroom

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great space that is also shared with our new instore café Blend 14. Because we manufacture all our own sofas, we could design the models to fit the space and we can still show all our classic designs in many configurations to show clients a vast selection. “We have also invested in the worldrenowned brand Cattelan Italia and are exclusive stockists in this region displaying some fantastic designer dining and occasional pieces. This combined with another collaboration, with Maretti lighting, we feel is offering a completely new luxury interiors shopping experience.” Pat added that the business has pumped in an “extremely significant investment” into the new showroom, fully refurbishing the property, committing to the location for the “long haul”.

Irish manufacturer of bespoke sofas and chairs, Bespoke Sofa Company, has announced the opening of its new showroom in Cork. The new 3,000sqft space, which is situated at an old cinema complex on Douglas Relief Road, Douglas, Cork, is already open although an official launch will take place early next year. The Cork location adds to its other three showrooms in Ireland and has been on the radar for some time, as Pat McGuinness, Manager at Bespoke Sofa Company, explains: “We have been monitoring Cork as a destination for a while and Douglas was always a region within the city that appealed due to its access from many areas and its expansion of retail offerings means it’s a fantastic one stop location for many shoppers. “Once we saw this property, we knew it was the right time to expand. It’s a

“We have been open there for just a few weeks and we are absolutely delighted with the sales so far,” Pat said. “Thankfully the great people of Cork and the surrounding areas have received us so well and have very much welcomed our ethos of quality sofas and chairs made in a truly bespoke way to suit each and every individual. “We now have four showrooms in great locations in Ireland as clients from anywhere in the country can travel to a bespoke sofa showroom in less than two hours. We look forward to continuing to grow our brand and business with this exciting new addition.”

Independent bedding brand opens debut store Independent homeware and bedding brand Piglet in Bed has announced the opening of its debut store in Harrogate. Situated on James Street, the new store features cotton bedding, sleep ware and natural homeware items and marks the business’ first ever shop, with plans already underway to launch a second in the new year.

Commenting on the launch, the Piglet team said: “Our first ever shop is officially open! It’s been an emotional time for our team; this is more than just a shop for us. It’s a milestone in our journey and the result of seven years of determination, hustle, colleagues that became firm friends, set backs, thousands of happy customers, fun collaborations with amazing partners, small ideas that turned into big moments, endless laughter, and at the crux of it all, the willingness to create something for our customers that we’re proud of. “We cannot thank all the people in our community that helped us to get to this point enough, we are eternally grateful and so lucky to have so many wonderful customers who we get to engage with daily. We’re so happy to be bringing Piglet in Bed to you in the ‘real world’ and really hope that you like what we have created. If you’re local to Harrogate or visiting the area, please do pop in to our new store on James Street and say hello to our lovely new team there! And Bath, we’ll be seeing you early next year.”

Irish independent retailer earmarks store extension Independent furniture and beds retailer Flynn Fine Furniture has earmarked expansion plans to extend its store. The business, located at Tullow Road in Bennekerry, Co. Carlow, Ireland, has submitted a planning application to Carlow County Council seeking permission for an extension to its existing commercial unit. The application includes drawings of the proposed extension, although no supporting document was present other than stating: “Extension to existing commercial unit and all associated site works.” The council are currently reviewing the application, with a decision expected to be made by 10 February 2024.

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8 NEWS

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For added convenience, the facility is equipped with large passenger and goods lifts, and the team is on hand to assist with loading and unloading.

MLILY and Manchester United extend global partnership

Porterstore unveils state-ofthe-art self-storage facility Porterstore has announce the grand opening of its innovative self-storage centre in the heart of Adlington, Lancashire, which officially opened on Thursday 14 December 2023 by professional boxer and Chorley native, Jack Catterall. Nestled in the bustling heart of Adlington Central Business Park, this new 45,000 sq ft facility marks an exciting expansion for Porterstore. The centre, located on the site of a historic steelworks, neighbours the soon-to-open Lidl supermarket, adding to the area’s vibrant commercial landscape. Celebrating 50 years of excellence in the removals and storage industry, Andrew Porter Limited, the parent company of Porterstore, is proud to present this stateof-the-art facility. The centre boasts 344 indoor self-storage units, ranging from a compact 15 sq ft to a spacious 200 sq ft, alongside 60 outdoor containers with convenient drive-up access. Tim Aspey, Managing Director of Porterstore, commented, “The rising demand for quality self-storage solutions over the past five years has been remarkable. Adlington, with its dynamic community and excellent transport links, emerged as the perfect location for our new venture. We’re excited to offer topnotch storage options for both personal and business needs.” The Adlington site, once a symbol of industrial might, has been transformed into a modern storage haven. Features include round-the-clock security, ecofriendly solar panels, electric vehicle charging points, and additional amenities like free parking, wifi, a meeting room, toilets, and a self-service kitchen.

MLILY and Manchester United have agreed to extend their longstanding partnership. Moving forward, MLILY will become the official global mattress and sofa product partner of Manchester United. Since establishing their global partnership in 2016, both parties have engaged in a diverse array of football culture and brand promotion activities, such as Legend meet-and-greets, bringing fans to Old Trafford to see the team play, youth football tournaments, Manchester United themed product tours, ILOVEUNITED events, and more. MLILY’s Founder, James Ni said: “Our dedicated partnership with Manchester United is something that continues to elevate the stature of our brand throughout the world. Innovation has always been a key factor in the success of our business, and we share those similarities with Manchester United, who continue to innovate as global leaders in the sports industry, both on and off the pitch.” As part of an ongoing collaboration, MLILY and Manchester United’s Rest and Regeneration team joined forces to create sleep products including mattresses and pillows. Leveraging innovative approaches and outstanding product quality, Mlily continues to provide Manchester United players with optimal sleep environments, facilitating quick recovery after training and matches. Looking ahead, the partnership will extend to the development of sofa products, offering a broader and more comfortable resting environment for both players and consumers. Moreover, the collaboration aims to bring more football-related activities to Mlily’s key markets, promoting cultural exchanges between them and international football communities. Manchester United’s CEO of Alliances and Partnerships, Victoria Timpson said: “Our partnership with MLILY is a fantastic example of how we work with our partners to not only engage with our global fans, but also use their expertise to

enhance the services available to our first team players. “Quality sleep and relaxation are such a vital part of an athletes training program and by working with our rest and recovery coaches, MLILY were able to advise and provide high quality sleep products to assist with this. We are excited to extend this further by bringing the same technologically advanced sofa products to both players and fans.”

Airsprung Group CEO Tony Lisanti retires After 21 years as Chief Executive of Airsprung Group, Tony Lisanti has announced his intention to retire in January 2024. Tony commented: “I had never had retirement in my sights, but having reached that milestone, I simply felt that there is a lot beyond the boardroom table that I would like to explore.” However, it is not a complete break from the Group, as the shareholders for the parent company have asked Tony to stay on as non-executive chairman for both Airsprung Group and Fabb Furniture, and he has readily agreed. The oversight of Airsprung Group passes to the parent company’s COO, Tean Dallaway. Well-known and respected in the industry, not least for her many years work on the NBF executive board and her current position as Vice-President of the Federation. Tean has worked for Airsprung for almost 30 years, for the last 20 years as the Group Finance Director. Reflecting on the transition, Tony stated: “Having collaborated closely with Tean since my joining Airsprung, I can confidently say that there is no individual better suited to take the Group forward. Her unparalleled understanding of the business, as well as the wider bed industry, coupled with the remarkable senior team supporting her, positions Airsprung for continued success. I am confident that under Tean’s leadership, Airsprung Group will thrive. Furthermore, she will have my unwavering support in my role as Chairman.” The announcement marks a pivotal moment in Airsprung Group’s trajectory, with the company poised for a seamless transition and sustained growth under Tean’s experienced guidance.

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10 NEWS Glasswells employee achieves Diploma in Interior Design Independent furniture retailer Glasswells has recognised one of its employees after achieving a Diploma in Interior Design. Abbi Travers joined Glasswells home furnishing superstore in Bury St Edmunds two years ago and is thrilled to have successfully completed her studies at the Interior Design Institute. Abbi started her career at Glasswells as a sales adviser in the soft furnishings department, which sells an array of made-to-measure window treatments and accessories. Having now completed the professional Interior Design course, Abbi has been promoted to the role of full-time Design Consultant with the long-standing family retailer. Abbi explained: “Joining Glasswells truly has been a wonderful experience. My flare for design and creative passion started at a young age and I am thankful to the company for sponsoring me in throughout the course and for their support. I look forward to what my future at Glasswells holds and can’t wait to work alongside customers to bring their interior design dreams to life.” Paul Glasswells, Managing Director, added: “Our mission at Glasswells is to develop the careers of young people in retail, through professional training and practical work experience with our team of experts. This provides them the knowledge and confidence to progress within the company, as well as offering our special customers a first-class service. We are delighted with Abbi’s result and see a very bright future ahead within our Interior Design department.”

Furniture Village opens new store Furniture retailer Furniture Village has opened a new store in Staples Corner, North West London, replacing its current space in Friern Barnet. The new store offers customers a total of 16,920sqft of home inspiration set

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across two floors. Additionally, the store offers creative home inspiration, Furniture Village’s latest collections and an unrivalled customer shopping experience. The configuration of the space has been modified to reflect the business’s latest store design, incorporating the new style of platform landings and access for customers to the mezzanine floor sales area.

launched Parker and Stella models, the new collection – Mediums - focuses on soft silhouettes with “playful curves and warm, earthy hues”, as Wayne Chiu, designer at A&J, reveals: “Over the last few years, we’ve all spent a lot more time in our homes and our furniture has never been more prominent, in particular our sofas which anchor the main living areas of every home.

Charlie Harrison, Managing Director at Furniture Village, comments: “We have invested significantly in enhancing the customer experience and I am delighted that the new location allows us to offer a more seamless shopping experience for the North London customer, with a more immersive store layout and a variety of creative roomsets making it the perfect destination for those seeking home inspiration and expert advice.”

“It has clearly established the importance of owning a really great sofa. My approach when designing this collection has been very holistic, designing from the ground up, focusing on materials and shapes, while mixing in a playful and fun architectural edge.”

Featuring dedicated spaces from leading brands such as Calligaris, G-Plan, Harrison Spinks and Vispring. Charlie Harrison added, “We have a wonderful team in Friern Barnet and are delighted that they have all relocated with us to the new store.”

Alexander & James reveals Home Show success Sofa manufacturer Alexander & James has announced the launch of a new collection following a successful At Home Show. The event took place in November 2023 at its HQ showroom in Long Eaton, where the business welcomed customers from across the country to experience the launch of their new models and new collections. Building on the success of the earlier

The collection includes six sofa models and five chairs. Everything is produced out of A&J’s China production facility and supports the development of their strategic international expansion, after picking up multiple new global customers since the collection was first shown at the Shanghai Furniture Fair in September. David Watts, MD of A&J, said: “We’re incredibly pleased with the new developments from Wayne and the team. His expertise and experience in design brought to life the brief to create something fresh and new, that would drive our goals of expanding internationally in the coming years while offering something complimentary to our existing collections within the UK market. We’re incredibly happy with the feedback from our customers who came to the November show and excited to see what happens in the coming months both in the UK and globally with these new models.” A&J is set to open its new larger Bangkok retail showroom in January and new gallery rollouts during 2024. Steve Morgan, Sales Director for A&J, added: “The response from our UK customers to the new collections was incredible. They were all excited to see this new style from us, which captures a brand-new audience, all while upholding the classic A&J hallmarks of comfort and style. We’re looking forward to installing the new galleries and seeing the response.”

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12 NEWS

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Inside MADE Sheffield

“We’ve been buying from them since the beginning. They’ve supported us throughout the years and understand our vision. It’s a perfect fit, and I’m thrilled to welcome them aboard.”

Furniture brand MADE has opened its first store under its NEXT ownership as it makes a return to the High Street. The new store has opened at Vulcan Road, Sheffield, and covers 4,000sqft, showcasing a range of design-led furniture and lighting.

Tessa Group operates two state-ofthe-art factories, MT Kaczmarek and Tessa, with a collective workforce of over 400 staff. They have firmly established themselves in the European market. Sofa Club’s decade-long association with Tessa Group makes this investment a natural progression in their partnership.

“Customers visiting will see plenty of colour in rich velvets, as well as a variance of wood finishes including oak, mango wood and walnut,” said MADE.

Józef Kaczmarek, founder of Tessa Group, said: “I’ve had the privilege of witnessing Sofa Club’s incredible journey from its humble beginnings to its current prominence in the industry. Being a part of that growth has been immensely rewarding. Now, as a shareholder in Sofa Club, I am even more delighted to contribute to this exciting brand’s future.”

Hollie Parkinson, Head of Brand – MADE, commented: “At MADE, we believe in great design being accessible to all, and we want to inspire customers to make braver home choices. We are thrilled to be launching the store in Sheffield, as it’s a very exciting opportunity to broaden our appeal beyond a traditionally London-centric customer base, which also remains important to us.” Since launching with NEXT, availability of MADE products have improved and sourcing routes have become more sustainable and ethically compliant, meaning customers can expect efficient delivery.

Sofa Club looks to the future following Tessa investment Sofa retailer Sofa Club has announced a strategic partnership with Polish sofa manufacturer Tessa Group. This development involves Tessa Group acquiring a significant shareholding in Sofa Club, solidifying a decade-long relationship and unlocking substantial growth opportunities for both companies. Founded in 2012 by Louis Rose and Tom O’Neill, Sofa Club has consistently demonstrated impressive growth and positioned itself as a formidable presence in the UK market. The partnership with Tessa Group, a respected family-run business with over 30 years of industry experience, marks a pivotal chapter in Sofa Club’s journey toward further success. Louis Rose, Co-Founder of Sofa Club, expressed his excitement, saying:

As part of this investment, Tessa Group is currently in the process of building a state-of-the-art manufacturing facility spanning an impressive 13,000 square meters. This facility will play a pivotal role in supporting Sofa Club’s growth in the coming years. Tom O’Neill, Co-founder of Sofa Club, emphasized the significant advantages of partnering with a manufacturer, highlighting the potential for accelerated product development and innovation. “This partnership is game-changing; we now have an unrivalled end-to-end solution. We can develop sofas quickly, maintain inventory on the shelves, and deliver them to customers with unprecedented speed and convenience. I’m excited for the future!”

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14 Lee Longlands opens in Bristol

Furniture retailer Lee Longlands has announced the opening of its new store in Bristol. Officially opening on Boxing Day, 26 December 2023, the new store is situated at The Retail Park at Cribbs Causeway, and brings its store portfolio to seven. This marks the business’ return to Bristol after opening a popup store some 13-years ago in Cabot Circus. It has created 10 new jobs for the local area too.

CMA investigates Simba Sleep

The Competition and Markets Authority (CMA) has launched an investigation to examine whether Simba Sleep Limited has misled consumers about price reductions and put unfair pressure on consumers to make quick purchases. The concerns being investigated focus on include Simba Sleep’s use of potentially misleading claims about the extent of price reductions on its mattresses and related products, as well as the use of urgency claims such as countdown timers that may mislead consumers on the availability of special offers.

Soft furnishings retailer continues store rollout

Soft furnishings multi-channel retailer Julian Charles has announced the opening of a new store in Carlisle. Situated at the Lanes Shopping Centre, the new store officially opened on 14 December 2023. The new store follows two other recent launches last month, with one opening at The Metro Centre in Gateshead and the other in Norwich’s Castle Quarter Shopping Centre.

Outdoor furniture business recruits apprentice

Outdoor and garden furniture business TDP has announced the appointment of Leah Barratt as its new apprentice. Leah, a student at Chesterfield College, is studying for a business administration apprenticeship with the business and consists of on-the-job learning, where she has been getting involved into many different aspects of the family-run firm.

BigBites Arighi Bianchi opens Outlet Store Luxury homeware retailer Arighi Bianchi has opened an Outlet Store that will open to the public every Friday. It will offer savings of up to 50% on designer furniture including sofas, beds, dining tables, chairs and much more. It is located at Arighi Bianchi’s warehouse on Park Lane in Macclesfield.

The Cotswold Company expands

The Cotswold Company has announced the opening of its ninth UK store as it continues to expand and deliver against its digitally-led omnichannel growth strategy. Located on 12 Northgate Street in Bath, the store opened on 14 December 2023, which is approximately 4,000sqft in a historic Georgian building, and has created eight new jobs.

Fenwick partners with Newcastle United FC

Newcastle United Football Club has announced department store retailer Fenwick as its Official Luxury Retail Store Partner. As part of the club and Fenwick’s multi-year deal, the retailer will lend its name and expertise to the new ‘The Rooftops with Fenwick’ at St. James’ Park.

Online Christmas Charity Auction raises £11k

A festive online auction organised by The Furniture Makers’ Company has surpassed its target and raised thousands for the charity. The Online Christmas Charity Auction, which ran from 6 November to 8 December, featured over 20 exclusive lots, showcasing the best in furniture, experiences, and unique collectibles. The charity was aiming to raise £10,000 from the fundraiser, but thanks to the generosity of bidders, the final total was £11,050.

Spinks secures rail funding

Spinks, a leading spring manufacturer and components supplier to the mattress and furniture industry, has secured a £250,000 research contract

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to bring its revolutionary EcoSeat™ spring technology to UK rail seating. The research contract is being awarded by the Department for Transport and the UK’s innovation agency, Innovate UK, through the ‘First of a Kind’ (FOAK) 2023 funded research competition, and will be used to bring Spinks’ innovative pocket spring technology to the railway industry with the aim of improving overall passenger comfort and experience.

Online rug retailer expands Online rug retailer Kukoon has announced the opening of its new store in Newry. Situated in the Quays Shopping Centre, Newry, the new 1,600sq ft concept store has created two new jobs for the area. The new store features over 400 of its exclusive designs and isn’t far from its headquarters, which is located on Carnbane Industrial Estate in Newry.

John Lewis’ circular wood solution

Sustainable waste management company Biffa has joined forces with waste wood recycling company Timberpak Ltd to offer a circular recycling scheme for department store retailer, the John Lewis Partnership. Biffa will collect and sort waste wood from John Lewis’ Milton Keynes facility and transport it to Timberpak Ltd’s site in Leeds. After being processed, it will be turned into Eurodekor Faced Chipboard at EGGER (UK) Ltd’s production site in Northumberland. Containing over 40% recycled wood, this versatile product is used to create kitchen cabinets that will re-enter John Lewis’ supply chain, completing the closed-loop cycle.

Bed retailer launches game bed

National beds and mattress retailer Bensons for Beds has announced the launch of its new gaming bed. Bensons has launched the Re-charge Gaming Bed, its first ever gaming bed designed with gamers in mind. Described as the “perfect complement of comfort and performance”, the Re-charge Gaming Bed is equipped with gaming features, a Sharp TV and immersive sound.

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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

January 24!

ScS - We held our retail leadership

Mobus Fabrics

Toons

We at Toons feel it’s important to give back to the community we trade in this Christmas. We have just made our annual donation to the local Community Voluntary Support food bank to help those people who are struggling with the cost-of-living crisis. ---

Mobus were delighted to invite our China team to the UK. A very busy week seeing the new U.K. warehouse, FITT testing lab, offices and Clarkson’s. This follows recent trips to China to see our warehousing / finishing facility and new showroom in Linping. We discussed our future direction and exciting growth plans for the China furniture market, USA and the UK/EU. ---

conference where we gathered together to celebrate how proud we are of our achievements this year. An inspiring event that took leaders through key strategic updates on how the teams will be set up for success as we head into our peak season of trading. We’re proud of so many things here at ScS from our new brand direction, improved digital customer experience and improved product offering to name a few, all underpinned by our fabulous colleagues. A great day and night was had by all! ---

Leekes - Our head office team has

Barker and Stonehouse

Last week was Christmas Jumper Day at Barker and Stonehouse, one of our favourite days of the year! We’re pleased to say our festive knits raised a huge £800 which is now on its way to Save the Children International. ---

had a busy December raising money for the NSPCC and our late colleague Nathan’s family as part of our last “Ministry of Fun” event of 2023. The Purchase Ledger department hosted and organised a fabulously festive event with some great activities including bingo and name the elf plus a raffle. We raised a whopping £900 in total, which will be split equally between the nominated causes. Great job all!. ---

Celebrity Motion Furniture

We celebrated our annual Christmas Party with Afternoon Tea boxes, Raffle and the best Christmas outfit competition. Thank you to all members of staff for your hard work this year and taking part. ---

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20 FEATURES

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BIG INTER VIEW WITH

PETER DELANEY Peter Delaney, Sales Director at Gallery Direct, shares an insight into his day-to-day role, what he loves about the job, who his two industry icons are and what 2024 holds for the company.

Let’s start with you. Can you share a bit about yourself and your background? I’m originally from South East London, which is where the origins of Gallery Direct began back in 1973, as a family manufacturing business specialising in framing and wall décor. I took over from my father Mick and developed the company into what is now, a market leading contemporary interiors business. On a personal note, I am family focused, love spending time with my wife and our grown-up girls, both who have professional careers. I enjoy cycling and have always been big into rugby. As well as being physically beneficial, I find sport is a great stress reliever.

What is your current job role and key responsibilities? Sales Director – I took this role on in 2023, to allow me to focus on driving the sales and marketing functions further within our business. The job is front ended, being sales and product development focused. Through client meetings, I am able to share the strength of Gallery and its offer, being best placed to communicate Gallery’s ongoing design focus and new product development plans.

What do you love about your job? I love new product development, working with the team here in the UK as well as our overseas offices and factory partners to bring truly exciting furniture to market. I also enjoy meeting with the characters

across our industry, learning about their businesses, discussing how we can help and support their growth, and explaining the unique customer benefits of trading with Gallery and our extensive category offer.

What time is your alarm clock set for? I never wake up to an alarm clock, I wake naturally. I begin by thinking about what I need to do that day for the business. I’m usually answering emails to our overseas teams from 05:00ish. When I’m at home and not out on the road visiting customers, around 6am, I jump on my turbo cycling trainer for half an hour, followed by a shower and breakfast of coffee, yogurt and fruit (my wife is trying to keep me healthy!). I’m in the office around 8am.

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Why did you choose to work in the furnishing industry? I didn’t choose it, it chose me … Having finished my A levels, I was going to have a year out, but was coaxed into helping out in the family business in a sales role to cover for a colleague. I landed the Harrods account in the first couple of weeks, selling a couple of hundred mirrors and was hooked, and stayed with the business ever since.

Who do you most admire in the industry and why? There are many people in the industry who I have great admiration for. On a wider level, I really respect family retailers who have succeeded over 2-3 generations, evolving over the years to changing consumer habits to continue to be relevant to customers now. On personal level, I have a great fondness and admiration for a number of our current team who have ‘grown up’ with the business and are doing a sterling job. Two characters I would like to call out are industry veterans James Hudson and Nigel Waller for their unbridled enthusiasm and passion for the industry, their product knowledge and expertise as well as being such positive people to spend time with!

Have there been any special moments during your career? ‘Magic moments’ during my career include securing a contract for one hundred and twenty-seven 40 foot containers for a US customer. I rang my Dad to tell him the amazing news, and to ask for an upgrade to business class for my flight home as a reward. His response was ‘how do you expect us to make that’ (we found a way!), and a resounding ‘NO’ to my upgrade! Coming up to current day, I’m totally buzzed about our latest range of furniture, … and still find myself holding my breath when the daily contact sheets come back from our location photography, thinking WOW that’s fabulously commercial!

Soho Round Dining Table

Arc Dining Table and Bench

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What is your favourite item of furniture you own and why?

What might someone not know about you?

My leather Mr. Paddington Chair that sits by the log burning fire in our breakfast room. I love sitting quietly in it with a cuppa while reading the paper.

I’m a Scuba Diver.

If you had a different career, what would it be?

Organic and geometric shapes and forms seem very on-trend across multiple categories, and an emphasis on the colour green. Come to Gallery and you can see and buy it!

In my sixth form, I was lucky enough to get a taste of the Royal Navy, as I fancied being a Royal Marine. My ambitions moved on as I was then going to be a merchant banker but Mick had other ideas and I joined the family business. In retirement, well who knows, as I have always wanted to run a fleet of ice cream vans!

What would you change in the industry?

Finally, if you were an item of furniture, what would it be and why?

I would just have one trade show at the start of the year that covers all interior products. Apart from that, I wouldn’t change a lot – it’s a great sector to be in, the majority of people I meet in the industry are friendly, welcoming and enjoyable to work with.

(Laughing) - I’m going to say, it would be our new Gallery Vancouver Kitchen Island, because it’s robust, good looking and the centre of all things.

What do you think is trending within the industry at present?

Can you share an insight into your future plans? 2024 is extremely exciting for Gallery. All the ‘heavy lifting’ post covid to get the Company positioned correctly has been done and we look forward to delighting our customers with our extended product ranges across categories. We are going to continue to invest in our ‘furniture first’ strategy and are looking to create exciting complementary products across categories to make Gallery the easy choice for home interior needs.

What do you enjoy most outside of work / free time? I enjoy eating, drinking and making merry, as well as exploring new places and challenging myself to cycling up some of Europe’s toughest climbs. The two don’t really complement each other, but I guess they balance each other out!

Mr. Paddington armchair with footstool lifestyle

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I love new product development, working with the team here in the UK as well as our overseas offices and factory partners to bring truly exciting furniture to market.

Vancouver Kitchen Island

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FUN QS:

If you could hack into any one computer, whose computer would you choose and why? Anybody who knows me would know I don’t have the required skills and inclination to do this, but if I had to choose someone it would be Donald Trump - I think it would be entertaining!

What fact amazes you every time you think of it? Geo 4 Door Sideboard

Billions of Galaxies out there … and thus the probability of life somewhere else in our universe.

What’s the most spontaneous thing you’ve ever done? Proposed to my wife in the back of a taxi in Boston.

What is the most important object you own and why? My fondest is a 2003 Rugby World Cup winning jersey signed by Jonny Wilkinson.

What did you think was cool when you were young but isn’t cool now? Wearing denim dungarees and a straw hat whilst pretending to be WHAM!

www.gallerydirect.co.uk Geo Dining Table

www.bigfurnitureshow.com/ collections/gallery-direct

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Furniture Galore for 24! Gallery Direct have a fantastic SS24 Collection ready to launch, as Peter Delaney, Sales Director, unveils.

This exciting selection of products, all designed in-house by the Gallery team to offer exclusive styles, features an amazing selection of new furniture, including full coordinating ranges and individual occasional pieces, around 70 new soft furnishings lines and an exciting array of wall décor.

table has a solid Travertine stone top. Trevi features chunky turned cylindrical legs, crafted from Mango wood solids, paired with solid Travertine stone tops with a natural finish.

Trevi Coffee Table

“Our SS24 Collection offers our largest furniture launch to date, expanding our already extensive catalogue by around 50%. James Hudson, Furniture Development Director, developed this exciting new range of products and continues to lead the charge on furniture, already working on even more exciting designs,” Peter said. Two of the new furniture ranges are Sculpt and Trevi which offer stunning eye-catching pieces. Sculpt is made using Mango wood solids and features crafted turned ball feet to create a dramatic retro feel. The round dining

Panelled 2 Door Cocktail Cabinet

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and overseas offices were pleased to achieve hundreds of price drops for 2024, across our catalogue. Our talented inhouse team of designers, photographers and stylist, led by Michael Baxendale, who has just been promoted to Design Director, have done an amazing job in 2023 and are working away ready for 2024. And we’re delighted to have Lizzie Sladen, Product Director, back from her maternity leave.”

Sculpt Round Coffee Table

Another range is Panelled which is designed for modern apartment living, although it would look equally at home in a variety of interiors. It offers an easy to live with look, with retro style panelled fascias on the cabinet pieces, in oak veneers and solids, and black metal finish underframes and legs to enhance the modern living style. The dining, side and coffee tables have oak veneered tops paired with solid rubber wood legs. All have a weathered grey wash finish to the wood. “We’re really excited about 2024,” continued Peter. “We’re confident that it is going to be an amazing year for us. The supply chain head office team

“We’re really looking forward to showing the new collection to customers old and new. The sales team are holding an @Home event at our Chesterfield showroom in January (just one of a series planned for the year) – contact the team to book an appointment. And we will be exhibiting at Spring Fair, so come along to see us!”

We’re confident that it is going to be an amazing year for us.

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

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The Guardsman difference As we enter into 2024 and the focus shifts to the year ahead, Guardsman UK is feeling confident in its objectives to deliver a superior service and is looking forward to providing continual, bespoke support to all of its retail partners.

Paul Jennings, Guardsman National Development Manager, comments on how the field-based team has evolved to ensure continued support to their retailers. “Over the past 12 months we have doubled the size of our team, which is down to market changes, regulatory focus and the growth of our business. “We have gone from a team of four to a team of eight, four of which are new roles as Business Development Executives, specifically dedicated to delivering not only the personalised, in-store service we have always given, but also to provide additional support and guidance around the regulatory responsibilities we all need to follow.

“It’s not new news that the heat is being turned up as the FCA dives deeper into the Furniture Protection Plan insurance market, specifically focussing on the commission levels given at store level, so it’s my teams job to provide the support and guidance on how to navigate this and it’s my job to make sure they are given the tools in order to do this.”

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Often the relationship between the Sales and Compliance can be seen as “challenging” for some, however, Paul comments on how the relationship between the Sales and Compliance teams at Guardsman is actually very positive and proactive. “We work well together, meeting regularly and talking through the challenges faced, it has really helped my team and allowed them to take positive steps to ensure a competent distribution of the protection plans at store level. Our combined sales and compliance approach is really paying dividends and we are seen as experts and are a respected voice in the market.” Guardsman has seen consistent success through its Business Development Executives, which have had a really positive impact at store level, with furniture plan attachment rates improving at a rapid rate and stores requesting them to come back, especially in the lead up to the festive season. The company said that retailers are really seeing the benefit of the regular monthly visits from the team, which has deepened relationships and made each visit much more personal and tailored to meet the needs of the individual or the store. The Guardsman team have a good understanding of business, insurance and of the furniture industry, which is an essential requirement for this type of work. The team includes Chris McGill, covering Scotland and the north of England, and Lawrence Argent, covering the Southeast, who both have an extensive furniture retail background. “They really understand the challenges sales staff face, and can help with overcoming objections by providing their knowledge of Guardsman Plans as well as being a familiar and friendly face to a lot of the stores they manage,” Paul said. “Adam Woodhead covers the Midlands and comes from a learning and development background so has been able to give real insight into our own training processes. Kirsty Patterson, who covers the Southwest, has joined the team with a Business Management Degree and a passion for making a difference.

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Every retailer is different, has a different strategy and a different customer profile so it’s our job to understand this and make sure that what we offer is fit for purpose, provides consumer value and protects our mutual brands. “With this new team, we’ve had some really positive feedback from stores sharing their successes and improved attachment rates as confidence grows in the product. They are really seeing the benefits of regular, frequent visits from the same person, and are delighted to hear the positive impact our new team is having out in the field,” continues Paul.

proving to be a real asset to the business; I love their enthusiasm and passion and I know our retailers are noticing and benefitting from this too. Our market expertise shines through as we get closer to our partners, understand their products and their customers, so we can build the right tailor-made propositions.

“We’re also seeing a great response to our newest recruit managing the Island of Ireland. Ryan White joined the business last October and has both a furniture retail and insurance background, a perfect combination. He has been busy travelling around Ireland introducing himself and establishing those all-important relationships which we know help contribute to the success of Guardsman and retail partners.”

“Every retailer is different, has a different strategy and a different customer profile so it’s our job to understand this and make sure that what we offer is fit for purpose, provides consumer value and protects our mutual brands. We very much look forward to cementing our existing partnerships and creating new ones in 2024.”

Also sharing his thoughts on the new team, Lyndon Willshire, Guardsman Commercial Director, added: “I am so proud of our team, the Business Development Executives are already

Please contact Zeyn Kassam, Head of Sales and Development to find out more. Tel: 07467 333570. Email: zeyn.kassam@guardsman.co.uk

www.guardsman.co.uk

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DUX set for further expansion Kevin Slade, Director of Growth at DUXIANA, reflects on the previous year while sharing an insight on what is to come during 2024. One element of success for DUXIANA has been its DUX Partner Programme. The company has expanded in new markets, which includes Italy and Spain, while the UK has also seen significant steps made in securing new relationships. As touched upon in a recent article, the benefits of being a DUX partner, from whether you’re a retailer or hotelier, to even a professional athlete, are there to be seen from existing partner results. Just look at Tottenham Hotspur Football Club’s form. Ok, the new direction of an Aussie at the wheel and a slight refresh in the squad might have something to do with it, but the foundation of sleep, rest and recovery plays a big part too. And that’s where being a DUX partner has paid dividends, both on and off the pitch. This particular partnership has seen every Spurs player kitted out with a DUX Bed, both at home and at the training ground, while the players also got to learn about the products DUXIANA provides, as well as the benefits of its unique customisable comfort zone system, called Pascal, which is proven to help improve sleep.

It has been some year for Swedish bed and furniture manufacturer DUXIANA. The company has made strides in a number of its global markets, including here in the UK, while also expanding its partner programme offering and product range too. “It has been a mixed year globally,” says Kevin Slade, Director of Growth at DUXIANA. “Some of our markets, like the UK for example, have held strong and continued to grow, whilst others have found it tougher with a down turn in economies. In general, I would say it’s been business as usual and we’ve continuing to deliver our strategy of growth. It’s been a really positive year for us.”

“The expansion of our markets via the DUX Partner Programme, including the launch in Italy and Spain along with steps to increase the UK, has been really positive and we’re always looking to develop these partnerships further,” Kevin said. “The Tottenham Hotspur collaboration has had a very positive impact on business and the wider programme of what our partners can get from us. “We see the Tottenham Hotspur partnership as more than just to supply

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We have a very exciting and busy 2024 ahead with further retail expansions, two new amazing collaboration projects and the launch of a brand new product collection.

our products but one that sees two iconic brands come together that are steeped in history, focussed on health and wellbeing, and dedicated to sustainability. Our primary focus is to play our part in helping this great team achieve its goals.” And if you fancy sleeping like a Spurs star, DUXIANA has partnered up with more than 150 prestigious hotels globally and even offers a discount to guests wanting to take the DUX experience home. Here in the UK, the Arran Hotel in St Andrews, Fife, is a good place to spot a DUX – both its beds and furniture. Moving from partnerships to products, DUXIANA’s staple, the DUX Bed, has continued to deliver consistent growth. Its unique spring system has been designed to last many years, and is actually guaranteed against breakage for 20 years, but very often lasts beyond 30 years, which boosts its sustainable credentials too, with it being a renewable design. Highest-quality materials coupled with over 90+ years of heritage of Swedish craftsmanship result in a bed made to last. With the DUX Bed being comprised of customisable components, Pascal is the star of the show. Their patented Cassette System was named in honour of the French physicist and mathematician, Blaise Pascal. A “pascal” is an international unit of measure for pressure, and in DUX’s case, a measure of the precise pressure required by each spring to support a resting body of a particular size, shape and weight. “Our Pascal system of interchangeable spring cassettes allows you to customise your side of the bed individually. Our goal is to ensure the optimal support and comfort without comprises,” Kevin said. “The cassettes are designed to fit body types and body parts, so they do not only accommodate the difference in weight and height, but in shoulder width, hip density, and musculature. While you may need firmer bed support under your lower back, your partner may need more flexibility to achieve proper spinal alignment.” On the furniture side, DUXIANA recently announced the launch of four armchairs in new sheepskin upholstery, which is tailor-made for the Jetson, Anita, Domus and Spider models, reflecting DUX’s commitment to offering exclusive craftsmanship and iconic design. It goes without saying, the products look like you’re about to fall into a cloud of comfort. “The models are meticulously crafted in collaboration with some of the most prominent names in architecture and design,” Kevin said. “Since the launch late last year, these models have been really well received and offer another level of luxury that the DUX brand is known for. We’re excited to see the growth of these models, which also marks the beginning of a busy period ahead for us.” Remaining tight-lipped on what that actually means for now, Kevin revealed that 2024 will be a year of growth in every aspect of the business. “We have a very exciting and busy 2024 ahead with further retail expansions, two new amazing collaboration projects and the launch of a brand new product collection. However, this is still under wraps but we will be sharing news on this very soon, so watch this space is all I can say for now!” www.duxiana.co.uk

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Retail Focus with Lukehurst Martin Lukehurst, Joint Managing Director at Lukehurst, talks about recent investments, future plans and why sustainability is important to the business.

Meet Martin I’m the Joint Managing Director at Lukehurst. I deal with the day to day running of the retail business, focusing on sales and marketing activity.

to bring the property up to date, improving the appearance to reflect the quality of the Lukehurst brand. We’ve received many positive comments and increased footfall, gaining customers who have been attracted by the new look.

Recent investments? We have invested in our Sittingbourne store over the last few years. In 2021 we added a mezzanine which has given us an extra 8,000 sq ft retail space, allowing us to feature more contemporary designs to extend our target audience, whilst maintaining space for traditional furniture styles.

We have also invested in local events, exhibiting at ploughing match, and holding an event at our Sittingbourne store in December in collaboration with Macknade, a local food hall, delicatessen, butchery and café.

In 2022 we renovated the exterior of the Sittingbourne store with stunning contemporary cladding

Internally, in Summer 2023 we created a vintage-style gallery with one of our suppliers, Carlton Furniture.

Future plans? We want to improve our operational efficiency. The main current warehouse is offsite and is not specifically designed for purpose, so efficient running is a challenge. We are therefore consolidating our warehouse facility, re-developing an existing on-site building into a purpose-designed warehouse. Having this on the same site as the store and fit out specifically for purpose, we will improve our operational efficiency. On the customer and sales side, we are developing our ecommerce offering, and plan to hold more niche and bespoke customer events.

33 What is your mission? To see Lukehursts grow into the next 4th and maybe 5th generation. We are an independent, family-owned retailer with stores in Rainham and Sittingbourne. We’ve been supplying homes with quality furnishings for over 50 years and offer UK wide delivery. We pride ourselves on our customer service, and our friendly team are happy to offer expert advice to help you find the right products to meet your needs – we take time to understand our customer requirements, we don’t just try to sell the item with the highest price tag. Our aim is to deliver quality products at value for money prices and great customer service.

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On sustainability, what is your business doing on this topic? We try to do our bit for the environment. We implemented a recycling programme whereby all cardboard is sent to a specialist recycling firm, and old furniture from customers goes to a specialist mixed recycling plant, to avoid landfill. Although this costs, we feel it is worth it. Where possible, we upgraded a lot of our lighting to energy efficient units. We are investigating solar panels and electric charging stations for the store car park. How has recent business been? As things have returned to more normal trading times post-Covid, traditional sale patterns are returning. Business has been relatively steady, with growth more in upholstery sales than cabinet and a trend to more fabric (and aqua clean fabrics) than leather in sales. What would you change in the industry? We would like to see quicker lead times, and more support for UK manufacturing. What challenges do you currently face and how are you overcoming these? We face the same challenges as most businesses, such as energy prices, the cost-of-living crisis and the increase in minimum wage. As mentioned previously, we had updated most of our lighting to be more energy efficient, which helped with the energy price increase.

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It’s all about working together towards one goal - our entire team from cleaners, sales staff to the delivery team all play their own unique role. Testament to this is our recent Family Business of the Year award win from the Kent Invicta Chamber of Commerce.

However, another challenge is the ongoing inequality of rateable value, whereby we pay high business rates for our buildings but online businesses do not have this cost. We try to overcome these by analysing our margins on all products, investigating costs, and managing our overheads carefully to keep costs down, so we can remain competitive. Do you have any staff you would like to pay special thanks or recognition to and why? It’s all about working together towards one goal - our entire

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team from cleaners, sales staff to the delivery team all play their own unique role. Testament to this is our recent Family Business of the Year award win from the Kent Invicta Chamber of Commerce. Why do you think customers choose your business? Customers choose our business for quality products at good value with excellent service and Lukehurst is a name that has been in the area for over 50 years and is a trusted and respected brand. A final thought… We are founder members of the Minerva buying group 30 years ago. Through this network of retailers and manufacturers, it’s been a fantastic source of information sharing which has helped develop our business to where it is now and I would recommend anyone who isn’t a member of a buying group to visit the Minerva website.

www.lukehurst.co.uk

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RetailSystem’s Retail Revolution David Hewitt, Head of Global Support & Implementation at RetailSystem, reflects on a very successful 2023 and shares an insight into the year ahead, one where the company will celebrate its 20th year of operation.

How was the previous year for RetailSystem? Last year started with a very successful January Furniture Show. Always a great event to kick start the year off and an opportunity to build momentum early on. Obviously RetailSystem will be in attendance again in 2024. The excitement & anticipation is palpable!

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New for 2024? One of the key features of RetailSystem is its warehouse management functionality. During 2023 we made several major upgrades to this module, allowing retailers to achieve fully digital warehouses, meaning that they can access stock movements between all locations, barcoding, multi-warehouse configurations, warehouse picking and loading lists, product lifecycle traceability and stock taking at the touch of a screen. Warehouse management is one core area of the RetailSystem software, and we hear, time and time again, how this functionality has transformed the operational efficiency for retailer’s warehouse personnel. Even more upgrades and features on this module are in the pipeline for 2024, which is all very exciting and we can’t wait to launch them. So, 2024 promises to be an exceptionally exciting year ahead for RetailSystem, and that’s not all…

We also attended The Irish Furniture Show, The Spring & Autumn Show (Minerva) & The Bed Show. As always, these shows provide an amazing opportunity to meet with our existing customer base, get an in-depth understanding of how our clients are interacting with our ecosystem and to take on board how we can tailor our offering to cater for the everchanging dynamic Furniture Retail landscape.

After many years of hard work and development we are excited to bring our fantastic, state of the art, FurnitureKiosk to the furniture retail marketplace. We have an ambitious roll out plan for 2024 with many Totem Kiosks being delivered on site each and every week to our clients beautiful showrooms.

Can you share any particular highlights? One of the highlights from a personal point of view was the opportunity to present to Minerva members at the Autumn Show. We had a fantastic presentation followed up with an open forum for members questions. Everybody participated with lots of excellent questions from the floor around system functionality and product development. We have already started to deliver on the feedback received. One of our goals for 2023 was to get out and speak with as many of our clients as possible. Considering the number of shows we attended, plus multiple on-site visits, I feel we have met that objective, and it is one we intend to continue into 2024 as we endeavour to deliver best in class product and customer service solutions.

Final thought? I would like to say whether you are a small, medium or large independent furniture retailer, RetailSystem has a solution to help you control, develop and scale your business into the future. From our award winning POS solution, our WebSystem (Shopify integration), our DigitalWarehouse, our FurnitureBooks (QuickBooks integration), our FurniturePay merchant services solution or our fabulous new FurnitureKiosk solution, the RetailSystem ecosystem really does have it all. If you want to be part of the Retail Revolution then look no further than RetailSystem. We are here to guide and advise you on the best solution for your business. www.retailsystem.com/uk

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January Furniture Show 2024 Get ready for a refined experience as the renowned January Furniture Show (JFS) gears up for its big return.

Amy

Taking place at the NEC Birmingham from 21 - 24th January, the premium furniture show promises to showcase an even more impressive array of top brands, latest products, and exciting new features. As the market leader, JFS provides a unique opportunity to stay ahead of the competition by exploring the latest launches from over 400 UK and International brands spanning four halls: Premium Design, Interior and Lifestyle Accessories, Furniture, Living, Dining,

and Cabinets, along with Upholstery and Beds – all conveniently housed under one roof. For the 2024 edition, the visitor experience has been elevated to new heights with the introduction of the brand-new Champagne Bar in Hall 1. This sophisticated, art-decoinspired addition serves as the perfect destination for client meetings and networking, providing an exclusive setting for industry professionals to connect. Moreover, the newly introduced

Festival Food Hall offers a relaxing space for both visitors and exhibitors to take a well-deserved break and indulge in delicious global cuisine. JFS is the meeting point for the industry and the show is dedicated to fostering an environment for connections and networking, complemented by a full social calendar. The opening day will finish with the Show Party where visitors and exhibitors can celebrate a prosperous first day

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along with being the first to hear the winners of the Furniture Awards. The awards recognise the talent in the industry across 5 categories: Sustainability, Best of British, Design Innovation, Global Player, and Superior Service. Celebrate with the winners while reconnecting with the furniture industry over a glass of bubbly or two! The networking theme continues on Monday evening as the Women in Furniture Network (WIFN) hosts their ‘Speedy Networking’ event from 5:30pm at the Crafting the Future Networking Hub in Hall 5. This will be the 3rd WIFN event uniting women across the industry in a supportive and empowering atmosphere to connect, collaborate and celebrate. Alongside networking, there will also be talks from female trailblazers forging their path in the furniture and design industry that is guaranteed to inspire. Then on Tuesday, don’t miss out on getting those last-minute deals in during Happy Hour in Hall 4. Take a break from product sourcing and network at the captivating new addition for 2024, the Crafting the Future Networking Hub in Hall 5. This vibrant space will be the perfect setting for business meetings and making connections against a backdrop of work from the Young Furniture Makers. Visitors can participate in workshops and hear from industry experts with talks and discussions taking place, hosted by industry leaders The Furniture Makers Company, BIRA, and FIRA, providing invaluable insights and knowledge enrichment. For those retailers and designers looking to refresh their interior offerings and add lifestyle products to complement their furnishing, then the Home & Lifestyle Show is the place to find them. Hall 2 will be transformed into an aspirational marketplace as the Home & Lifestyle Show co-locates with JFS, allowing retailers and designers to explore thousands of hand-picked interior

JFS is the meeting point for the industry and the show is dedicated to fostering an environment for connections and networking, complemented by a full social calendar. accessories, lighting, furniture pieces, homewares, and lifestyle products. Curated into an on-trend collection of must-haves, this section features renowned brands such as Asiatic Carpets, Blue Bone Imports, Crystal World, Febland Group, Final Touches Trading, Kelston House International, Lovely Linen, Malini, Premier Housewares, Scatter Box, SHH Interiors, and many more, making it a key destination for those seeking the latest homewares. The 2024 edition maintains JFS’ global appeal with unmissable international brands running through all 4 sectors of the show. Buyers and designers can explore new collections from some of the finest brands and manufacturers like 3C Candy Polstermöbel GmbH, A.L.F. UNO S.P.A., Aquinos Sofas, Bontempi, Furninova AB/Conform, Guangdong Synwin Nov Woven Technology Co Ltd, Idzczak Meble, Kristensen & Kristensen, MLILY, Pole Position, Rauch Moebelwerke GmbH, Softnord, TODAY SOFAS SH.PK., Wiemann plus a host of new names. Joining JFS for the first time from across the globe are ACTONA GROUP, Anji Longwin Co. Ltd., BAB LEATHER

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PRODUCTS INTERNATIONAL, Bernhardt Furniture, Carpe Diem Beds, Emix Sp.z o.o Sp.k., ERSAN MADENI, Grand Soleil, Himolla, Jinhua Richtop Crafts Co.,Ltd, Kauno Baldai, Master Sofa Industries Sdn. Bhd., Mobilificio LM, UAB Barker Home, Vanitii and more! For those visitors looking for international treasures then a visit to the new International Pavilion is a must! This pavilion is the ultimate destination for quality overseas brands and design solutions from Poland, China, Turkey, Portugal and Romania. Alongside product sourcing and engaging talks, some hand-picked visitors will have the opportunity to enjoy the enhanced VIP program. For 2024 VIPs will have exclusive access to the VIP Lounge, providing a luxurious space to relax and enjoy complimentary refreshments and lunch, along with perks like private parking, VIP entrance and a free cloakroom. In essence, the January Furniture Show is an unmissable opportunity for the entire furniture industry! Ensure you secure your complimentary badge and explore more at: thefurnitureshows.com

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Shire Beds: The Brand Elevators The Shire Bed Company, established in 1997, is an A rated NBF manufacturer and winner of all major industry awards including NBF Product of the Year and Best of British.

In May 2023, Shire Beds made a strategic move to disrupt the market in the traditional mattress sector. It appointed an industry expert in Stuart Hibbert as its COO and embarked upon a period of growth and transformation. In less than a year the company has increased its market share and has a greater presence on the high street, a major aim of the strategic changes it put into place. By focussing on innovation and analysing market trends, The Shire Bed Company developed products that have expanded its presence in the traditional handcrafted mattress sector. Shire Beds offering of own label branded options for retailers ensures retailer protection and higher return on their margins. In an increasingly competitive market, the High Street retailers have particularly welcomed this option. Shire Beds product offering has also seen a radical transformation. It now has greater offering of high quality hand side stitched mattresses. The highly successful Capri and Ravello ranges are all traditional hand side stitched pocket sprung tufted mattresses. With comfort layers designed for firm support in The Capri and medium soft support in

the Ravello, the wide offering ensures there is something there for a range of comfort requirements. The Capri and Ravello are available in matching or contrasting tape edging. Spring counts range from 1000 to 9000. Natural wool, silk and cashmere fillings come as standard in all options above the 1000. The Pillowtop versions are available in 3000, 5000 and 7000 spring counts making these the ultimate luxury option in the hand side stitched range. “Shire Beds have a product offering that is one of the most varied in specification and price point in the industry,” said Fara Butt, Director. It includes with the latest Como and Milan collections. The Como is a tufted pocket sprung range. The Milan has two rows of hand sidestitching on the border with a luxurious micro-quilted top panel enhanced by wool, silk, cashmere and cotton, offering a more contemporary look to that of the traditional tufted mattress. This range is available with a 1500 and 3000 pocket spring option. Shire Beds saw success at the NBF show with its encapsulated pillow top Sona range and micro quilted Zen range. The Artisan range, which includes the best seller Picasso encapsulated gel memory pocket, continues to perform “brilliantly”.

43 “The development of all these ranges has been meticulous,” Fara added. “The differentiation of feels was achieved through regular testing and market feedback so when the latest products were launched they were an immediate success. “We have achieved growth through innovation and product development. Stuart Hibbert has been instrumental in this area. By working closely with Director Sajid Butt we have developed some real winners.” The January Furniture Show will see The Shire Bed Company unveil further products too, as Fara concluded: “We will launch a new range of quality mattresses as well as trend led headboards, divans and ottomans. “With a commitment to sustainable manufacturing, our new products will be groundbreaking in this area. Make sure you come and see us on Stand: 5-G20.”

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We have achieved growth through innovation and product development. Stuart Hibbert has been instrumental in this area. By working closely with Director Sajid Butt we have developed some real winners. www.shirebeds.co.uk

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Birlea’s Journey to JFS Michael Prime, Marketing Manager at Birlea Furniture, shares some highlights of the last year, as well as what to expect to see from the business at this month’s January Furniture Show. What is Birlea most looking forward to at JFS?

“The anticipation is building, and we can hardly contain our excitement for the January Furniture Show. What tops our list of things to look forward to? It has to be the unveiling of our brand-new collections. These creations embody our passion and innovative design ethos, and we believe they’ll set the trend for the year ahead. Witnessing the reactions of our valued customers and industry peers to these latest designs is always a highlight for us. “But that’s not all; networking is another essential aspect we’re eagerly anticipating. This show provides a unique opportunity to connect with fellow industry professionals-retailers, designers, and thought leaders-who share our dedication to quality and design. “Lastly, the show serves as a fantastic stage for enhancing our brand’s visibility. It allows us to share our story, our unwavering commitment to customer satisfaction, and our journey as a company with a wider audience. These moments of direct engagement with our customers and the industry help us solidify our position in the market and continue to grow as a brand.”

Can you share some highlights from the past year?

“The past year has been nothing short of remarkable for Birlea Furniture. We were honoured to receive the prestigious ‘Best Children’s Furniture Supplier 2023’ award for our innovative ‘Kids Furniture.’ This recognition reflects our commitment to creating functional and enchanting furniture for children’s rooms. “One of the most enchanting milestones of the year was the launch of our Disney home product line. This magical collection has allowed us to bring a touch of Disney magic into homes across the nation. Our collaboration with Disney has been a dream come true, combining Birlea Furniture’s signature quality and comfort with the timeless appeal of Disney’s characters and stories. From beautifully themed children’s beds to accent pieces for Disney-loving adults, the response to this line has been overwhelmingly positive.”

What will be on show during JFS?

“At the upcoming January Furniture Show, Birlea Furniture is thrilled to present a diverse and innovative selection of products that we believe will captivate our customers and seamlessly fit into a variety of living spaces.

“We’ll be showcasing our latest designs in beds, where comfort meets style. Our new bed range incorporates cutting-edge features and the highest quality materials to cater to a spectrum of aesthetic preferences and functional needs. “Our bedroom collections are meticulously crafted to combine durability with elegance, ensuring they stand the test of time both in style and structure. “For families and children’s spaces, we are excited to introduce a line of fantastic, designed kids’ beds. These are not merely for restful sleep but are crafted to spark joy and imagination, transforming bedrooms into realms of adventure and wonder. “Recognising the need for flexible living solutions, we’re also featuring a variety of sofa beds. These pieces are designed for dual functionality, offering the comfort of a traditional sofa with the convenience of a fold-out bed, perfect for guests or smaller living areas. “To complement our range of beds, we’re offering a new collection of SleepSoul pillows and mattresses. These products are the result of extensive research and development, designed to provide the best in comfort technology for a restful night’s sleep. “And that’s just a glimpse of what we have in store. Each piece we’re bringing to the show reflects our commitment to quality, comfort, and innovative design. We can’t wait for visitors to experience our new collections in person and discover the full range and versatility of Birlea Furniture’s offerings in hall 5, stand B30.” For more information, to book an appointment, or to discuss their collection further, please contact info@birlea.com or alternatively visit: www.birlea.com

”

The January Furniture Show has always held a special place in our hearts, and there’s a lot we’re looking forward to this year. Join us as we dive into what you can expect from us at the show and some highlights from our remarkable journey in the past year.

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Willis & Gambier Unveils New Collections at JFS This January, Willis & Gambier is excited to invite trade visitors to their stand in Hall 5, Stand B20 & B30 at the January Furniture Show.

Chris Moore, Sales Director at Willis & Gambier, shares all the details ahead of the January Furniture Show. “We’re eager to showcase our expanded collection, introducing four exceptional new ranges: Amelie, Toulon Bedroom, Toulon Dining, and Cannes Dining. These new ranges are an extension to our beloved existing collections, which have been the backbone of our brand’s success.

3. Cannes Dining - Explore the fusion of rustic charm and contemporary design, ideal for versatile dining experiences.

Celebrating Our Heritage and Craftsmanship

“Within our existing range, the Antoinette, Camille, Etienne, and Ivory ranges have garnered acclaim for their quality, design, and versatility. They represent our brand’s ethos of combining traditional craftsmanship with contemporary design, ensuring there’s a Willis & Gambier piece for every home and style. “We cordially invite you to visit us at the January Furniture Show to experience the exciting expansion of the Willis & Gambier collection. Our team eagerly awaits to welcome you at Hall 5, Stand B20 & B30, where we will be thrilled to discuss our new and existing ranges and how our furniture can enhance your offerings. Don’t miss this opportunity to discover the latest in furniture design and craftsmanship.” For more information, to book an appointment, or to discuss their collection further, please get contact info@birlea.com or alternatively visit: www.willisgambier.co.uk

Introducing New Ranges: A Blend of Elegance and Innovation

“Our new collections represent a significant expansion of the Willis & Gambier portfolio, each crafted with the exceptional quality and design finesse our brand is known for: 1. Amelie - Experience the charm of French elegance, perfect for creating a sophisticated and warm bedroom atmosphere. 2. Toulon Bedroom and Dining - Discover the Parisian-inspired designs, combining timeless elegance with functional modernity.

”

We cordially invite you to visit us at the January Furniture Show to experience the exciting expansion of the Willis & Gambier collection.

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Wiemann to launch new products at JFS New and updated products will be launched by award-winning German bedroom manufacturer, Wiemann, at the January Furniture Show (JFS).

Denver from Wiemann

Monaco from Wiemann

Three premium VIP ranges are among the five hotly anticipated new collections which will make their UK debut at the JFS after prototypes were enthusiastically received in Europe in the Autumn. Among the product updates is an exciting new wood finish which will be available immediately on select ranges. Beautiful and trendsetting, Nordic oak is expected to be an instant hit. Eighteen Wiemann collections will be on show in Hall 4 Stand C50, including accolade-laden Monaco and Denver, which have been popular choices throughout 2023 as buyers recognise Wiemann’s commitment to driving increased value for retailers. There will be something for all price points, all highquality products that ooze functionality, look beautiful and represent great value for money. Denver, a sliding VIP range, has been recognised for its flexibility recognising the ability to create many different looks from one core. Monaco comes in four VIP versions – 1000, 2000, 3000 and 4000 – has previously triumphed at the JFS and continues to consistently head Wiemann’s bestseller list. Simon Hewitt, managing director of Wiemann’s sole agents for the UK and Ireland, Litmus Furniture, said: “We have some fantastic new products lined up for launch in January 2024 plus some updates to existing collections. All Wiemann products are known for their excellent design, quality and value and are backed up with our five-star customer support service.” Wiemann has recently celebrated 20 years of working with Litmus Furniture in the UK and the show will be an opportunity to reflect on achievements to date and look to the future.

”

We have some fantastic new products lined up for launch in January 2024 plus some updates to existing collections.

Simon added: “Over the last two decades we’ve seen Wiemann’s sales in the UK and Ireland grow 20-fold. We’ve got the products, quality and service to keep on growing our business and our customers too. We can’t wait for people to see for themselves when we welcome them to Hall 4, stand C50.” Kai Schwenke, Wiemann’s UK export sales manager, said: “We are looking forward to the next 20 years, starting with the January Furniture Show. We are excited to meet up with friends existing and new, and show off the additions to our catalogue.” www.wiemannuk.co.uk

Come and see us at JFS January Furniture Show, NEC, Birmingham, January 21-24 2024, Hall 4 Stand C50

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TheBed Expert Vic Smith, owner of independent beds retailer Vic Smith Beds, talks about how to keep staff morale up following the Christmas buzz and festive comedown.

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Using these tools should hopefully make your trip to the January Furniture Show a lot more rewarding, as we all know it’s hard taking time out of the business, but let’s make this year the year we speculate to accumulate. We all know how frustrating it is to make that visit and think we haven’t found the right products for our business but hopefully with a greater insight this should help. And listening to your staff is always good and key to a successful business. Staff morale always needs boosting this time of year too – we’ve had the buzz of Christmas, the busy sale period, and now comes that long gloomy January slump. Very often, we have our staff Christmas do in the new year – trying to get a good date pre-Christmas for everyone to make is always hard. Everyone has far more free time in January, and it’s much better for team building if they can all make it. It helps them work better together and puts back some great motivation. People like to feel appreciated, and if you’re taking on board their views and opinions, it’s a great tool. Trust me – try it and see how much more motivated your staff are. You also need to forward plan – look at a calendar, see when the big dates of the year are, when’s Easter, when’s Mother’s Day – be your future friend and have some marketing pre-planned for all these big dates. It’s more about acting than re-acting – remember fail to plan, plan to fail. Because even if you haven’t, you can bet your competitors will, and that’s where you need to have the edge over them. Go over last year’s calendar and compare it to your sales figures – what worked, what didn’t? Or you can just sit at your desk and moan that business is tough and that no one is buying. It’s far too easy to make it everyone else’s fault. Another idea that we run here is called the £50 idea. It’s a nice friendly competition to get all the staff on board. We challenge them to come up with a sales idea, and which ever one gets picked, and shown to work, they get the fifty pounds! After all, isn’t it a good idea when your staff are motivated to help you, and then it’s not just the boss that thinks outside of the box?

So, Christmas is over, the main rush of the sale period is done and now is the time you should be taking stock of your business, analysing what sold and what didn’t. But it shouldn’t just be your opinion. Open slightly later one morning and have a coffee with your staff – an informal staff meeting, or even after closing with some pizza. They are the boots on the ground, and their feedback is invaluable. What were customers looking for, and what did they not want?

It’s another way of looking at the business with a fresh pair of eyes. And whoever’s idea it is, well, they are going to make sure it works. It could be a good way to kick of your January? It certainly is for us. So, go on, turn the January blues on its head!

www.vicsmithbeds.co.uk

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A year of further innovation and value Richard Gretton, Commercial Director at GNG Group, reviews 2023 and discusses developments planned for the next 12 months. “Having joined GNG Group in summer 2023, my first six months have been something of a baptism of fire given how busy we are, both responding to ever-growing customer demand and also innovating our products to ensure we stay at the forefront of the sector, but it’s been extremely satisfying. “We had a really successful 12 months of growth last year. As ever, we have kept a close eye on new product development with our creative NPD team continuing to innovate to provide a selection of affordable options to meet the changing needs of the domestic market. Our agent team has also done a brilliant job of driving organic growth and generating a number of new account openings last year. We’ve also been boosted by the marked growth of our vacuum-packed Komfi Unity range, and the introduction of our new KomfiMed mattresses. “KomfiMed marks another important milestone - with our heritage as an approved supplier to the NHS, we’ve developed a range which features supportive medically-proven foam to give excellent spinal alignment and relieve stress on joints. “We were proud that in KomfiMed’s first showing, we were named finalists in the Bed Product of the Year category at the NBF Awards. This further demonstrates that the unique combination of medically proven foam, TrueGel technology and the use of sustainable materials such as Ecofoam is resonating with retailers. With nearly 100 floor models in place and on the way, we have a steady flow of repeat consumer orders coming in.

”

We have lots to come across multiple sectors, but all initiatives will be innovative, have attention to detail and sustainability at their core.

“Accredited as a carbon neutral company, ‘green’ innovation remains a focus. We are always exploring new materials and methods, and strengthening our CSR strategy to ensure that sustainability is at the heart of how we manufacture, source and deliver. Our aim is to continue to increase the use of Ecofoam in all our products, for both the consumer and contract markets, and to introduce new methods and machinery to limit any carbon footprint. “Looking ahead, we have lots to come across multiple sectors, but all initiatives will be innovative, have attention to detail and sustainability at their core. We are committed to offering great value and comfort to the consumer, and providing our retail partners with clear simple messages. “With significant new product introductions underway, we will continue to build our product and pricing architecture – all with an eye to delivering innovation and value, as well as striving to further increase capacity and efficiency.” If you’d like to find out more about stocking the Komfi collection or any other GNG ranges, contact GNG on 01924 950 300 or email info@gng-group.co.uk www.gnggroup.co.uk

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Introducing The Iconic Collection

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The company has embarked on a journey to redefine how we view bedroom furniture. With an unwavering commitment to transcending mere functionality, each bed crafted by this esteemed brand is a testament to the fusion of style and comfort – ensuring that every bed is as good to look at as to sleep in. The upcoming release of The Iconic Collection promises to be nothing short of exceptional, as Carpe Diem Beds once again seeks to make a statement in the world of bespoke bedroom furnishings.

The Iconic Collection – inspired by heritage Imagine the serene and picturesque archipelago on the West Coast of Sweden. With the rhythmic whisper of the waves, the crisp sea breeze, and the wild heather growing among the rocks. This tranquil landscape was the source of inspiration for Börje Thuleskär, the founder of Carpe Diem Beds. On a balmy summer day wandering the Island of Stora Kornö, Börje spread out his picnic blanket on a meadow of heather to lay down and rest. As he closed his eyes, he experienced a floating sensation and a feeling of weightlessness. Since that day, that weightless feel is found in the comfort of every bed from Carpe Diem Beds. And now, the floating sensation is a part of the design.

Swedish bed manufacturer Carpe Diem Beds introduces its new collection as it aims to redefine how we view bedroom furniture. Discover a bedtime story where the characters are threads of luxury, and the plot is written in the language of peaceful slumber – a saga that is mindfully written just for you. The narrator, Carpe Diem Beds, creates bespoke luxury beds from the finest raw materials, sculpting each piece into the chef d’oeuvre of Scandinavian design. Every bed is more than a functional piece of furniture; it’s a stroke of luxury that transforms your bedroom into a place where you can truly unwind.

“The Iconic Collection is an ode to the art of relaxation.” The centred leg piece, a hallmark of The Iconic Collection, imparts an ethereal floating aesthetic. The patented Contour Pocket system within each bed ensures unparalleled support, delivering a transformative sleep experience beyond the ordinary. Combined, The Iconic Collection becomes an ode to the art of relaxation.

Along with The Iconic Collection, Carpe Diem Beds presents breathtaking new fabrics inspired by the harmonious colour palette and mesmerising patterns found on the banks of Lysekil. These new fabrics are a timeless fusion with the existing collection, opening doors to endless creative possibilities. As you indulge in the luxurious embrace of The Iconic Collection, you enter a journey where comfort meets innovation, design transcends the ordinary, and luxury becomes an integral part of your nightly ritual. Carpe Diem Beds invites you to embrace a floating sensation that transports you to the tranquil shores of Sweden. The new collection is more than just beds; it’s a

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masterpiece that invites you to seize the day, starting with a night of unparalleled sleep. For more information, please contact Oliver Bowen at oliver.bowen@carpediembeds.com www.carpediembeds.co.uk

”

Carpe Diem Beds invites you to embrace a floating sensation that transports you to the tranquil shores of Sweden. The new collection is more than just beds; it’s a masterpiece that invites you to seize the day, starting with a night of unparalleled sleep.

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Elevating Awareness:

IMG’s Strategic Expansion in the UK Market

In a conversation with Geoffrey Stafford, Sales Director UK & Ireland at Ekornes, we delve into the concerted efforts to boost awareness of the IMG brand within the UK market.

products. Over the past five years, the company has invested over €11m to establish a European facility in Lithuania, complementing its main Thailand factory. This strategic move aims to enhance efficiency and expedite deliveries, particularly in the European market, including the UK. As IMG gears up to make significant strides in the UK market, the January Furniture Show (JFS) was the obvious platform to showcase bestsellers and new models. Geoffrey Stafford emphasizes that the focus is squarely on creating awareness: “Not many manufacturers have made this level of investment to support the European market. Moving forward into 2024, two key factors—price point and speed of delivery—will be at the forefront of consumers’ minds. With our investment in the EU market, we can now offer faster delivery and superior service compared to when products were sourced from Asia.”

Amanda Trend Biscuit

Geoffrey explains that many retailers may not be familiar with the IMG brand, acquired by Ekornes around nine years ago. Specialising in Scandinavian design furniture, recliners, and sofas at an entry price point, IMG aims to be a quality and stylish option for customers. He notes, “These include entry price point models, mid-range models, power recliners, and lift and rise models. They all still embody the Ekornes ethos in design, but at a more accessible, value-oriented price point.”

Norwegian furniture manufacturer Ekornes has long been synonymous with innovation, quality and design via the Stressless® brand. However, a pivotal global player in the Scandinavian company’s repertoire is IMG, a brand focused on delivering both quality and value for money. With a global presence spanning decades, IMG strategically positions itself at an entry price point without compromising on the quality associated with Ekornes

Highlighting the complementarity of the IMG brand with Stressless, Geoffrey sees a “fantastic opportunity” for UK retailers to engage with the brand, potentially attracting those who have not done business with the group before. Sales and service is provided by the Ekornes team around the UK and in their offices in London so retailers can be assured of that.

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Space 2100 - Trend Cinder

“The short-term goal is to spread the word. Long term, we want to grow the brand at a value price entry point, with a different position in the market that we don’t currently cover. We aim to be the recognized trade brand in this segment” Geoffrey asserts. During JFS, IMG plans to showcase its Paramount Relaxer, a Scandi-led design that has garnered positive reactions from retailers. Geoffrey explains, “The feedback we have received is that it doesn’t look like a traditional lift and rise relaxer product so therefore can target those customers who need the functionality but aren’t prepared to compromise on style.” Furthermore, the push behind IMG takes into account the prevailing cost-of-living crisis, impacting consumer spending. The brand seeks to provide a solution by offering quality products at a lower price point. “Although higher price points have been selling well, we do see a rise towards lower price points too, but consumers still want good quality,” says Geoffrey. “There is a focus on price, but this doesn’t necessarily mean the cheapest; consumers are willing to trade up for good value for money.”

”

Scandi-design style is still very strong in the UK market. IMG is a great additional Scandi range of recliners and sofas we can offer to retailers to add into their own branded range or release as a private label made within Europe. Targeting an entry price point rather than the luxury end which is where Stressless® sits.

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Space 2100 - Trend Cinder

Space 2100 - Trend Graphite

As part of the Ekornes AS group, IMG, short for Internasjonal Møbel Gruppe, is situated in Sykkylven, Norway, renowned for its steep mountains and deep fjords, serving as the production and development center for Scandinavian comfort recliners.

to create exclusive designs that deliver an exceptional combination of comfort, quality, and unsurpassed value. We are excited to broaden awareness in the UK, with the January Furniture Show serving as a great starting point for the year ahead.”

Geoffrey concludes, “Our vision is

www.imgcomfort.com/uk

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Celebrity launches Hollingwell Madeleine Hollis, Marketing Manager at Celebrity Motion Furniture, shares an insight into their new Hollingwell range, which is being presented during the January Furniture Show, as well as reflecting on recent innovations.

“These recliners are available in up to six Celebrity actions. The range includes our innovative powered headrest and lumbar support options for all three chair sizes and powered settees, providing additional comfort and ultimate relaxation. Petite options will also be available on the fixed chair, 2str and 3str fixed settees to complete the range. “Mammoth Medical Grade Foam sitting technology is included in all fabric models. Mammoth Medical Grade foam has been proven to relieve pressure, provide postural support, and improve circulation. This allows you to sit more comfortably for longer. All Celebrity furniture comes with a 5-year peace of mind guarantee too. “We’re so excited to presenting our new range and can’t wait to show our customers in person when visiting us at JFS. We’re located in Hall 5 on Stand D-40. We look forward to seeing you.”

Celebrity has had another “outstanding year”, with significant growth in its market sector. With just over 130 employees, the factory moved to a four-day work week in November 2022, following a 91% vote from all employees. This has enabled Celebrity to support their employees by implementing improvements to promote health and well-being as priority whilst also saving money on travel and childcare costs during the present climate. By making this change it has allowed Celebrity to remain competitive within the market benefiting from huge energy savings, whilst always providing the best service possible to all our retailers. “Celebrity strives to continue to innovate new products and mechanisms within the market reacting to the latest trends,” Madeleine said. “We recently introduced powered headrest and lumbar support options for all our standard size ZipSPEED models.

“Along with the successful launch of the Cloud Zero 3 motor lift and tilt in January 2023, which is offered across all our models in all chair sizes, this is also included in the new Hollingwell range. This innovative design provides next-level comfort tailored to each individual’s needs. With infinite positions for enhanced comfort and 20% more lifting capacity, when compared to the existing Dual Motor, up to 30 stone. This advanced rise and recliner also has the ability to increase your seat height to best suit your required position.” During the January Furniture Show, Celebrity will be presenting its new Hollingwell collection, which also includes lots of new fabrics, as Madeleine reveals: “The Hollingwell range has a more stylish look than our other recliner collections, with a higher back and softer arm detail for added comfort. This range includes three Tailored-to-fit recliner sizes, Grande, Standard and Peitie all designed to maximise support and comfort.

”

Celebrity strives to continue to innovate new products and mechanisms within the market reacting to the latest trends.

www.celebrity-furniture.co.uk info@celebrity-furniture.co.uk 01623 440 626

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Core Products present new ideas at JFS Core Products builds on their award winning success with new ideas for JFS 2024. Furniture designer and distributor Core Products will showcase their 2024 ranges in Hall 4, Stand A26 where you are sure to find new ideas to brighten up your sales. Renowned for their award winning flat packed furniture, the company revealed that their shelving and storage products are also again becoming best sellers. During JFS, Core Products will be showcasing their new stylised ready finished shelf kits. Also on show, as real wood continues to play an important part of Core Products furniture offer, there will be new ranges and additional products to further enhance their established collections. Stuart Wallace, Director of Core Products, said: “New for 2024 is a variety of solid wood dining and breakfast sets which offer exceptional value for money. The selection features a choice of chair, stool & bench options alongside an expanded range of breakfast sets. Dining pieces with solid wood live edge detailing will also be featured for the first time. “The Augusta curve bedroom range will be available to see for the first time, its soft rounded features and distinctive hardware is enlightened with a whitewashed finish to enhance the natural grain patterns of real wood. “Core Products significant commitment to stockholding here in the UK, backed up with direct customer access to stock information, product ordering and order tracking, allows for quick and efficient deliveries to store or direct to your customers home explains why we were voted Best Delivery Service in the Big Furniture Group Awards. Throughout the past year this service has been further enhanced to make ordering even easier.”

Bedside cabinet from Options range

Moulded dining chair from Aspen

range

www.coreproducts.co.uk

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Jaipur Furniture Where Style Meets Sustainability

Montu Soni, director at Jaipur Furniture, shares an insight into new products and sustainability importance.

Jaipur Furniture is a leading exporter of solid wood furniture from India. The company has a rich history spanning over 30 years and is based in Jaipur and Jodhpur in the state of Rajasthan, northern India - a region long famed as an important hub for handicrafts and home furnishings production. In the UK, Jaipur has a warehouse based in Huntingdon, where they pride themselves on being able to offer a quick turnaround to customer orders. Offering a vast variety of products, available directly from either their warehouse or manufacturing facility in India, the company has continued to grow internationally, supplying some major businesses in the process. These include the likes of IKEA, Maisons du Monde, Dunelm and Shop Direct to name but a few, while the company has ambitions to continue its growth trajectory, using the January Furniture Show (JFS) as the ideal platform to introduce new products. “During JFS, we’re excited to launch a number of new collections, which includes our Zaine and Parquet range in Mango wood, as well as the Epoxy Dining Collection, which we think will be a big hit at the show,” Montu Soni, director at Jaipur Furniture, said. One of Jaipur’s core principles is incorporating sustainable practices within business operations and products, as Soni continues: “We are doing very well at the moment. The warehouse has been brilliant and has seen continued yearon-year growth in order volumes. As we are direct to factory, customers don’t need to go to a third party to buy, they can come direct to us without the need for a wholesaler. “Customers can order direct containers at the same price without travelling to India and enjoy exclusive deals through direct 20’/40’ HQ container imports from our UK office, while also being able to communicate directly with us to get updates on factory orders without any hesitation.

”

During JFS, we’re excited to launch a number of new collections, which includes our Zaine and Parquet range in Mango wood, as well as the Epoxy Dining Collection.

“We also continue our commitment to the environment. We’ve reduced our CO2 footprint by adopting eco-friendly packaging and harnessing power through wind turbines. There’s always more to do, but we are making great strides.” Jaipur Furniture, which has been the recipient of India’s Top Export Award in the Solid Wood category for the past 10 years, says one of its key initiatives, and reasons to its ongoing success, is their commitment to sustainably sourced products. Soni added: “We’re committed to comply with the law of the land, forestry and environment conservation to provide sustainable furniture. Our factories have committed to an initiative where we plant 100 seeds for when one tree is sawn.” With full focus turning to the January Furniture Show, Soni expects another successful event following last year’s appearance. “We can’t wait to show our customers around our new products at the show, so make sure you come and see us.” 01992 666526 soni@jaipurfurniture.net www.jaipurfurniture.net

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Are you in the Platinum Club? Gowsh Shan, National Sales Manager at global mattress protection specialist Protect-A-Bed, talks about why their Platinum Club is a big hit with retailers.

The Platinum Club is an exclusive bespoke reward system that offers Protect-A-Bed customers an extra level of support, which is geared to help retailers deliver results. Running for consistently for several years now, the Platinum Club has delivered such results, with both existing and new partners benefiting from the focused approach.

who walks through the door, if buying a mattress, needs to buy a mattress protector. It’s in their interest to do so for many reasons.”

“The Platinum Club has been designed to build, recognise and reward success with unique promotional and discount opportunities, sponsored incentives, tailored POS solutions as well as membership rewards,” said Gowsh. “The Platinum Club has been extremely successful since its creation. We continuously build frameworks that are simple for retailers to implement in order to achieve extremely high sales within the category. We create energy and excitement in a category often overlooked and our ability to turn this into sales growth is phenomenal.” The success of their Platinum Club rewards programme has been very positive and with the Bed Show next month, Protect-A-Bed will reinforce this message to customers visiting their stand. But that’s not all, as Gowsh continued: “Protect-A-Bed’s ability to upskill your team and increase your sales revenue by maximising every sales opportunity has been well documented. “We can manage every step of the process for you and build a reward scheme through The Protect-A-Bed Platinum Club. There is nothing to be lost and everything to be gained. Visit our stand at The January Furniture Show 2024 (Stand: 5-J50) for exclusive Platinum Club offers and to see our advanced therapeutics range.” After a very strong 2023, Protect-A-Bed, which is carried in nearly 15,000 stores worldwide and trusted by millions of people to provide a clean, safe and comfortable sleep environment, has seen its success driven by their customer focus approach. With the cost-of-living crisis and the recent obstacle of challenges that impact footfall and spend, consumers are being ever-savvier on their shopping habits. This means the focus has never been more important on each customer who walks through the shop door to maximise every sale opportunity and to also increase the average order value. To do this, Protect-A-Bed, which has been established for over 40 years and operates across 45 countries, are constantly looking to help drive sales for all of its retail partners through its product innovations and expertise in the mattress protection space. “Product innovation is one small element of how we unlock greater sales for our partners,” Gowsh said. “The Therapeutics range, featuring Copper, Graphene and Charcoal mattress protectors have already been a great success. Supporting our innovative mattress protectors is our specialist sales training, which is vital to unlock the sales potential. Our Protect-A-Bed team are incredibly adaptive to support this in any retail environment, driving attachment rates to over 70%. “Our specialty is driving in-store performance, so linked mattress and mattress protector sales are extremely high. The customer benefits from a healthy and hygienic sleep zone while the store benefits from increased sales revenue. Every customer

”

Our specialty is driving in-store performance, so linked mattress and mattress protector sales are extremely high. www.protectabed.co.uk

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ercol’s

Following the launch of ercol’s new sustainability-focused range, we took the chance to visit the factory and learn more about how the British brand is trying to shape the future of furniture making in the UK.

Rather than reflecting on their rich history, and when given the opportunity to explore the factory and showroom you really get a sense of such heritage, this article focuses on a new era for ercol as the business plants the seeds for the future, with two eyes firmly fixed on the next century. How can you plan for the next 100 years or so, you ask? Well, for ercol, this new era the business is embarking on comes in the form of a new partnership with Grown in Britain (GiB), marking the beginning of a long-term vision for ercol to re-establish its supply of British grown timber. It’s a truly remarkable and sustainable initiative.

Chair Shop 50s

To set the scene, our editor was invited to the ercol factory based in the market town of Princes Risborough, just a short distance away from the company’s founding location in High Wycombe – also known as furniture manufacturing hub through the years. The ercol office, showroom and factory moved to its current location in 2002.

ercol factory in 1950’s

Boasting a heritage that spans just over a century tells a story of consistency, quality and a reputation that is hard to match. What it also outlines is a constant practice of innovation, from design to process. For ercol, the mantra of design has been a core root within its foundation ever since Italian designer Lucian R Ercolani founded the company back in 1920.

Lucian Ercolani

The 160,000sqft factory combines the very latest technology

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Machine bending

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With the new range, 120 retailers have taken the GiB pieces, and they are helping to get the message across to consumers.

with time-honoured craftsmanship to create a range of unique furniture, including some of their most iconic pieces that have really become timeless. The factory has won a number of awards for its architectural design and environmental features too, and incorporates both new machinery and traditional practices under one roof. In fact, one particular part of the tour was getting hands on with steam bending.

Watching the masters at work, this skill has been embedded in ercol since the 1950s and takes years to perfect. Hand bending, which is only used on the Evergreen Chair, is another skillset that only a few in the business can do. Working in pairs, when the wood has been steamed the right amount, it is placed into a steel strap, or restraint, with both sides locked in simultaneously – a key part of the process. Then the bending

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begins, with each side being bent at the same time in a fluent motion. Once in position, more clamps are placed to help protect against grain breakage. When watching this, it looked so effortlessly easy. However, as our editor found out, it’s a tough task, but a satisfying one – and even more satisfying that it was done with the Chairman, Henry Tadros, himself. This was just one element of the tour that left an impression of the attention to detail that goes into ercol furniture – alongside the amount of sanding that goes on. In a later feature, we will explore the factory visit in more detail, as we shift our focus back to the story at hand.

Nest of tables

Back in September 2023, ercol announced its landmark partnership with Grown in Britain (GiB), becoming the first furniture manufacturer to use British timber at scale since the 1980’s. Through the partnership, ercol aims to help strengthen the demand for British timber, which in turn will encourage land owners to establish and improve the management of British forests, providing a sustainable supply of British grown timber. “It’s a really important project,” Henry Tadros, Chairman and 4th Generation of the family business, said. “For circularity purposes, we want to use British timber and we have developed a partnership with GiB and incorporated this on selected products. It’s better for our lead times, quicker turnaround, and most importantly supports our green journey, helping to reduce our carbon footprint. “With the new range, 120 retailers have taken the GiB pieces, and they are helping to get the message across to consumers. There’s an education period and this is very much a long-term project with other pieces in mind to develop this concept further. It’s another level up from the made in UK label as we are actually sourcing the timber from the UK rather than importing, which is then made in our factory.” The first piece’s part of the launch included the Marino chair and sofa, and the Pebble nest of tables. These iconic designs are now made by hand from British certified ash at its Buckinghamshire factory and headquarters. “They have been chosen based on known timber volumes so we can ensure consistent production and quality,” Henry continued. “This partnership will drive direct investment into the British timber industry, with the vision of establishing a home-grown supply chain whilst supporting and helping to maintain our British woodlands. We’re founded on a love and passion for timber. Which is why we’re incredibly proud to be using British grown ash once again.”

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that we don’t have woodlands here, of course: forests occupy around 13% of the UK’s land area, and over 14,000 hectares (around 35,000 acres) of new woodlands were added in 2020/21 alone. The problem is that large swathes of these woods are under-managed. “As well as being far less productive overall than they used to be, they no longer produce wood of the right quality in sufficient quantities for furniture-making – in fact, over 85% of locally-sourced hardwood is simply burnt as fuel. “Grown in Britain (GiB) was founded 10 years ago to strengthen the domestic supply chain and reduce dependence on imports through improved forest practices. This is a mission close to our own hearts, so we’re delighted to be the first UK furniture maker to work with GiB to make products from homegrown timber in at scale quantities.”

ercol GiB Marino chair

Henry added that the partnership will play an important part of ercol’s sustainability journey and with the range already seeing early success, the ambition to grow looks promising. “Our new GiB range is also encouraging investment along our entire supply chain, helping to demonstrate that working with sustainable certified British timber is both commercially viable and environmentally responsible. It’s a small, but important, step and we’re looking forward to continuing the journey in future.”

“For decades, there have been concerns in Britain around homegrown timber supplies, particularly of hardwoods,” Henry said. “In 1944, our founder Lucian Ercolani’s first major contract was to make 100,000 Windsor chairs for the Utility Furniture scheme, which had been introduced to cope with wartime shortages and rationing of raw materials. “80 years later, Britain remains the world’s second-largest net importer of timber products after China, with over £8 billion-worth of wood products shipped in every year. It’s not

ercol factory

www.ercol.com

The partnership has been three years in the making and, as Henry said, this is a long-term strategy. So, why now?

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G reen Retail

In the next part of our ongoing sustainable series, we take a look at the recent news from furniture retailer IKEA following the launch of its new mattress removal and recycling scheme. In a new collaboration with The Furniture Recycling (TFR) Group, IKEA’s new mattress removal and recycling scheme aims to give UK customers a convenient way to recycle old mattresses that would otherwise go to waste. The scheme will strengthen the range of sustainable services on offer to IKEA customers, by transforming mattresses into valuable raw materials that are fed back into the economy.

IKEA The new mattress removal and recycling scheme will give UK customers a convenient and sustainable way to recycle their old mattresses. The service will ensure that mattresses across the UK are transformed into valuable raw materials that are fed back into the economy and reused. IKEA customers can book a collection for their mattresses, either online or in-store for £40 per item. Following collection, mattresses are transported to a dedicated recycling facility operated by IKEA partner, The Furniture Recycling (TFR) Group – the UK’s leading mattress recycling and circular economy specialist. TFR Group diverts 100% of the mattresses it collects or receives from landfill, by deconstructing them manually using specialist cutting tools – enabling the materials to be separated into their component parts, which are then sanitised for onward processing. Since 2012, TFR Group has recycled more than 3.5 million mattresses, with 30,000 tonnes of material flowing back into the economy. In 2022, RetourMatras, a Netherlands-based mattress recycling company that is co-owned by Ingka Investments – the investment arm of Ingka Group, the largest IKEA retailer – acquired TFR Group. This investment has enabled the business to triple its dismantling capacity, which now stands at 1.5 million mattresses per year. Beyond recycling, IKEA also plans to use TFR Group’s mattress rejuvenation service in the near-future, which involves a bespoke sanitation process for returned mattresses. This

ensures returned mattresses do not go to waste, and instead are cleaned to NHS standards and verified to be of as-new quality via robust quality assurance checks – ready for resale at discounted prices or redistribution to support local communities. The launch of the new mattress removal and recycling scheme strengthens the retailer’s existing sustainable services offering. This includes in-store areas, now known as ‘Re-shop and Reuse’, where IKEA can recycle and give products a second life, offering free spare parts and an attractive range of affordable goods including discontinued items, ex-display articles and pre-loved furniture – traded back to IKEA through the BuyBack & Resell service. BuyBack & Resell encourages customers to sell back eligible pre-loved goods in exchange for store credit, so these pieces can then be purchased by a new customer and reused.

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We’re very excited to have our new mattress removal and recycling service up and running in collaboration with The Furniture Recycling Group, which is transforming old mattresses that would otherwise go to waste, back into valuable raw materials that can be used again and again.

In addition to this, IKEA has recently piloted a new ‘car boot’ sale concept at its Milton Keynes and Cardiff stores, to support customers in repurposing their pre-loved belongings and giving them a new lease of life. Greg Lucas, Sustainability Manager at IKEA UK, said: “We’re very excited to have our new mattress removal and recycling service up and running in collaboration with The Furniture Recycling Group, which is transforming old mattresses that would otherwise go to waste, back into valuable raw materials that can be used again and again. “Partnerships like this are crucial to overcoming long-term environmental challenges like mattress waste and advancing our People and Planet Positive journey, while supporting as many customers as possible in living a more sustainable life at home.” A cumbersome and bulky waste stream, mattresses are manufactured using up to around 19 different materials, making them notoriously difficult to recycle. In the UK, around 6.4 million mattresses were disposed of in 2020, according to the National Bed Federation, with the majority ending up in landfill. This represents thousands of tonnes of waste – which is taking up limited space in refuse centres nationwide and damaging the environment. Recycling a mattress also saves 76 kgs of CO2 emissions (as compared to incineration). This means that if the 6.4 million mattresses disposed of in the UK were recycled, over 485 million kgs of CO2 emissions could be saved. Alongside expanding recycling capacity in the UK, RetourMatras and TFR Group are working together to make mattress recycling more efficient by optimising transport, dismantling and material recoverability – ultimately working towards a fully circular mattress value chain. Nick Oettinger, CEO and founder of TFR Group, added: “We are proud to support IKEA UK, helping to further strengthen the business’ sustainability offering through our mattress removal and recycling service. “By stripping each mattress back and recycling its component parts, together we are able to contribute to the circular economy and ensure that a bulky waste stream is recycled and diverted from landfill, delivering long-term environmental benefits.” www.ikea.com / www.tfrgroup.co.uk

Ingka Investments, the investment arm of Ingka Group – owner of IKEA, has also recently invested in an offshore wind project portfolio in Ireland and UK, securing a 20% stake. The portfolio is managed by Source Galileo, a London and Dublin based European renewable energy company, which is developing 10GW of offshore wind to electricity and hydrogen production off the northwestern coasts of Europe. The latest investment is part a EUR 6.5 billion initiative to support 100 percent renewable energy consumption across the IKEA value chain and beyond. Ingka Investments has invested and committed more than EUR 4 billion into renewable energy projects to date. Frederik de Jong, Head of Renewable Energy, Ingka Investments, commented: “This partnership is a further step to expand our investment activities to address climate footprint reduction well beyond our retail consumption, and into the IKEA value chain. We are looking forward to working closely with Source Galileo to make a significant contribution to the achievement of Ireland, the UK and Europe’s decarbonised energy goals.”

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Revolutionising returns The Furniture Recycling Group (TFR Group) looks to provide a solution to a £60 million retail dilemma.

Step into the retail world, and the ‘Goldilocks effect’ hits hard. 600,000 nearly-new mattresses are returned annually under comfort night guarantees, not because they’re faulty, but they’re just “not right.” This ever-growing trend has eaten into retailer pockets, draining a huge £60 million annually. The Furniture Recycling Group (TFR Group) had launched a new machine as part of its rejuvenation process, which has the potential to recoup £17.2 million of these losses annually. The bespoke machine cleans mattresses returned under comfort night guarantees to NHS grade standards, guaranteeing impeccable quality and enabling them to be resold. In addition to the sanitisation machine, TFR Group’s bespoke data capture system provides real-time data on rejuvenated mattresses. This ensures not just traceability, but also underscores corporate responsibility. Brands are able to ensure a secure chain of ownership, keeping them accountable and safe in the knowledge that their mattresses won’t end up in auction houses or landfills. This not only safeguards the environment from the challenges of bulky waste disposal but also allows retailers to recoup losses effectively. Nick Oettinger, CEO of The Furniture Recycling Group, said: “Retailers face more than just financial losses with returned comfort night guarantee mattresses; their brand reputation hinges on the quality of the products they sell, something which they lose sight of if the product is sold on to an auction house. “Our sanitisation machine and rejuvenation service ensures quality and integrity by meeting top sanitisation standards, while each mattresses’ journey can be traced back by the retailer. “It’s not just about the bottom line - every returned mattress currently carries an environmental price tag. Whether they’re ending up in auction houses or being sent to landfill, the sheer volume of discarded mattresses equates to 1.5 million sqm - that’s 220 football pitches! With TFR Group, retailers can confidently reintroduce these mattresses into the market, knowing they’re contributing to a more sustainable future.” Industry leaders like Simba and Bensons for Beds have already integrated TFR Group’s services into their operations, witnessing significant benefits.

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Our sanitisation machine and rejuvenation service ensures quality and integrity by meeting top sanitisation standards, while each mattresses’ journey can be traced back by the retailer.

Witnessing the rejuvenation process first hand, Ian Atkins from Simba said: “Sanitisation of a returned comfort night guarantee mattress is something developed, refined and perfected by Nick and his fantastic team at TFR Group. They have managed to define the standard practice of mattress sanitisation and created systems to protect the mattress from any harmful bacteria or chemicals. Their use of automated chemical cleaning and an UV disinfectant tunnel is one of a kind and we’re not aware of anything else like that in the country.” With five years’ experience in rejuvenation, TFR Group has rejuvenated over 200,000 mattresses for their customers, estimating to have returned over £40 million worth of revenue back into their accounts. The Furniture Recycling Group (TFR Group) is a soft furnishing recycling company specialising in mattress recycling and rejuvenation, to champion a circular economy. The company has recycled over 3.5 million mattresses to date, and currently recycles 16,000 mattresses and rejuvenates 2,000 comfort night guarantee mattresses every week. www.tfrgroup.co.uk

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Landmark. Not Landfill.

Bed manufacturer Sweet Dreams introduces a responsibly sourced bed range with eco-friendly sustainable material that is recyclable at the end of life, emphasising that its new Landmark Collection is a new era in UK bed making.

An overwhelming number of mattress shoppers would pay more if they knew it would not end up in landfill. Research on behalf of the National Bed Federation of 1,000 consumers who had purchased a mattress between July 2022 and July 2023 found that almost three-quarters would pay more if they knew it had been designed and constructed in such a way as to avoid ending up in landfill at the end of its life. Of those who said they were prepared to pay more, 29% said they would pay up to an extra 5%; 38% said they would be prepared to pay between 6-10% more and 19% said they would pay between 11-15% more. The average extra that they would be prepared to pay was just under 10% more.

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We expect great things from the range.

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Landmark bases are eco-friendly and have been designed with sustainable materials that are fully recyclable at the end of its life. Fabrics are made from recyclable bottles and the base timber is fully FSC certified. A fully motorised ottoman is also introduced into this range along with standard platform and sprung edge divan bases featuring drawers and standard life ottomans. The Landmark Verdi Mattress Range comprises of six beds featuring foam-free fillings and sleep surfaces made from eco-friendly sustainable fabrics.

Eco-Friendly fillings include Platinum™, free from chemicals with sustainability at the forefront and 100% recyclable at the end of life. The mattresses feature a coordinated border manufactured from the same sustainable fabric as the bases affording the bed a luxurious look and feel. Nick added: “The Bed Show has given Landmark a great platform for its launch and we expect great things from the range. The mattresses are super comfy and the divans affords a level of luxury rarely seen in this price range.” Landmark is available to view Sweet Dream’s state of the art show room at their factory in Burnley.

“When consumers were informed that around 75% of old mattresses currently end up in landfill sites, but that there are mattresses now available that have been designed so they can be completely deconstructed and fully recycled at their end of life, they were happy to pay more for these types,” says Simon Williams, NBF head of marketing and membership. With this view in mind that consumers would play more if they knew a mattress or bed product would not end up in landfill, Sweet Dreams has launched its Landmark range, which, as Nick Williams, Sales Manager at the company, says will “comfortably fit in to your mid-range portfolio” and would give the retailer a six-model range of beds with a good/better/best offer including Ortho Open Coil, 1000 Pocket and 2000 pocket.

info@sweetdreamsuk.com www.sweetdreamsuk.com

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Sopha: Five years strong Matthew Scott, co-founder of Sopha, reflects on the last five years as the independent furniture retailer celebrates an historic milestone.

“I often like to think that running a business is kept interesting by the fact that every day brings new challenges, for instance the Covid lockdowns and subsequent disruption were a new challenge for all of us,” Matthew continued.

The 23rd November 2023 marked a momentous date for one independent furniture retailer. Somersetbased Sopha reached a new company milestone, celebrating its five-year anniversary. And it’s been some five years!

“Being a small, young nimble business really helped us, especially the great relationships which we’d already built with our many mainly British suppliers. Hospitality was affected after the lockdowns far more than furniture retail once we all started to get back to normal as it took a lot longer for customers to return to coffee shops such as ours, whereas furniture had a boom period. However, with increased focus we have once again reached record sales in our coffee shop.”

To name certain challenges including the Covid-19 pandemic and cost-of-living crisis, the family business, co-founded by husband-and-wife team Matthew and Emily Scott, has embraced each obstacle and nimbly worked through to come out a stronger company in such a short space of time. It goes without saying that reaching its anniversary milestone comes with pride and reflection. “Last year in November marked five years since Sopha first opened its doors,” Matthew said. “Initially we opened the store with little fanfare as we had a young team, most of whom were new to the industry. Then after a few months of trialing everything we held our very successful grand opening event and, with over one thousand customers through the door, we were really glad of the experience we had gained as a result of our soft opening.

Alongside the challenges faced, Matthew and the team at Sopha have had many positive moments too, including the launch of its first ever Christmas TV advert back in 2022, as well as being an active company in the community, raising over £1,100 for a defibrillator following a successful Easter raffle held last year. Reflecting on other key moments and the previous year, Matthew shared: “There have been so many special moments over the past five years. It’s been extremely rewarding to have received so many award nominations from the Building Excellence

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It’s great thinking about all of the things we’ve achieved on our journey to this point and the people we have met along the way, but deep down we’ve always had a belief that Sopha would succeed and our anniversary just felt like another day.

Awards when we first opened moving onto New Business of The Year and more recently our many display and sustainability awards. “The key moments that we don’t often shout about are those of the individual members of our team, from the first time approaching a customer, to their first sale or the first time a customer has come back and asked for them. It really cements the hard work we do as a small business where we treat everybody as part of the family. “On last year, it’s no secret that 2023 has seen a significant softening of demand when compared to the boom times immediately following the Covid lockdowns, mainly caused by inflation and the rising cost of living,” Matthew continued. “It’s so easy to look back to the best months of those boom times and try to compare figures with them, but actually looking at the bigger picture this year has still seen growth when compared to the years before Covid, and therefore, we’re really proud of how the business has continued to adapt and evolve.”

82 As Matthew states, to “adapt and evolve” has been fundamental to the growth trajectory of the business, as like many others in the industry and wider world. However, the core ethos and key principles of the company has remained unchanged. “We want to sell furniture that puts quality above everything and products that sell on their own merits without having to hide behind snazzy marketing and false promotions,” Matthew reaffirmed. “Our ‘honest pricing’ policy means that we never sell at artificially higher prices so that we can offer discounts or sale periods but instead we try to find a price that’s fair to both our business and our customers. Finally, we deliberately pursue a journey to discover what it means to be a sustainable furniture retailer.” On that sustainability note, Sopha has continued to embrace and implement greener practices, from its initial energy saving efforts at its Highbridge store, which includes wall, floor and roof insulation and LED lighting, to working with suppliers on offering sustainable products. “Back when we started the business we were talking to our suppliers about sustainable materials and while many suppliers were already using FSC certified timers the idea of using foam alternatives was far from most supplier’s list of priorities,” Matthew said. “The saying that every cloud has a silver lining I think is particularly apt to the rise in the cost of foam throughout the Covid pandemic that forced many suppliers to look towards more sustainable alternatives for their upholstery and we’re delighted to be on the journey with them. We’re pleased with our ongoing efforts, but know that there is still much more we can all do as an industry together.” From being green to being on trend, Matthew highlights a particular movement in colour that has surprised him, or even shocked! “It always amazes me how much furniture and interior trends can be influenced by external factors and this winter has been no exception. “Seeing the high inflation rates over the past two years it’s no surprise that we are seeing the same value influences on buying decisions that we saw in the years after the 2008 market crash or that we’re still seeing a significant increase in the sale of throws and blankets with the sustained higher fuel prices. The trend that I’ve found most surprising is the re-emergence of ‘shocking pinks’ following the release of the Barbie movie earlier this year.” Away from trending pink products, Matthew revealed that one area of the business that will see some “big investment” is its coffee shop, which has been a huge success, as noted earlier. “We are currently in the process of making some big investments in our coffee shop as it is vital to our business, not only because it drives footfall, but also because it provides a link to our local community. “We’re currently in the process of installing new machines, which will allow us to cook in 90 seconds, in what used to take eight minutes, as well as allowing us to increase our menu offerings. We’re excited about this expansion and we hope our community enjoys the upgrade too.”

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“Although the shop has only been open five years our planning for the business actually started eight years ago and we spent a great deal of time planning, researching and making sure that every step we have taken to start creating Sopha has been carefully considered. We have also never shied away from taking advice and requesting criticism, which has allowed us to continue to adapt our plan and respond to market conditions.

A final thought must go back to where the interview began, a reflection on the last five years, in which time has also seen the couple become parents too. Running a family business, while starting a family is no easy task. It is therefore even more rewarding to learn of such a success story. In fact, young Ted has already been introduced into the world of furniture, although still some years off his first official role. “Reaching our five-year anniversary brings a strange mix of emotions,” Matthew said. “It’s great thinking about all of the things we’ve achieved on our journey to this point and the people we have met along the way, but deep down we’ve always had a belief that Sopha would succeed and our anniversary just felt like another day.

“We celebrated our birthday by providing our customers with a ‘birthday cake’ offer in our first floor coffee shop. We also enjoyed our annual ‘thankyou meal’ where we take our team and some of those who have helped our business the most out for a meal, which has included manufacturer’s agents and reps, as well as people from our designers, marketers, accountants and other suppliers. For Emily and I, it’s always a fantastic moment when we get to give back to 30-50 of those who have helped Sopha to accomplish what we have achieved so far. Here’s to the next five!”

www.sopha.co.uk

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Iconic recliner brand La-Z-Boy UK has launched a powerful new marketing campaign encouraging consumers to take time to enjoy the lazy moments in life. Long Live the Lazy is La-Z-Boy UK’s most ambitious rebrand to date and aims to generate new interest from both consumers and the furniture industry. With a new logo, tagline and branding assets, it replaces Live Life Comfortably, which has been in use since 2018. The new brand identity will celebrate the art of being lazy with consumers encouraged to think of La-Z-Boy first when they are looking for furniture to help them relax and unwind in comfort. Long Live the Lazy will also make sure the brand is presented in a consistent way around the world as it has already been launched successfully in the United States and other overseas territories. La-Z-Boy UK stockists are being supplied with new branding assets along with comprehensive guidance and support on how to introduce them in their showrooms, stores and websites. The Long Live the Lazy campaign will be playing an important role in La-Z-Boy UK’s stand at the January Furniture Show at Birmingham’s NEC. The event will also see the launch of three new collections as well as new leather and fabric upholstery options to increase the choice available to consumers. The new products appearing at the event will include Dixie and Mayfield, which are both available in fabric and leather, depending on preference. Dixie offers the customers the opportunity to incorporate the latest technology into their living room suite. The smart sofa option includes a console unit which offers wireless charging, space to store devices and useful cup holders. Available in static, manual and power recline, customers can also choose to add lumbar support and a power head tilt if they want even more luxury and comfort. Mayfield has a more classic and traditional style but has the option to include a power head tilt and USB charging. The sofas and chairs are also available as static models or as manual or power recliners. There will also be a new UK-manufactured product at the January Furniture Show, made at La-Z-Boy UK’s factory in Lancashire. Details of this collection have not yet been released but it will be a fabric-upholstered product. Other collections being displayed at the event include Georgina, Winchester, Sloane, Lennox, Trent and Paris. www.la-z-boy.co.uk

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New Brand and Partnership for the UK

Established in 1976 from a base around an hour South of Amsterdam, Vidato Interiors has a fresh new focus on the furniture trade.

Having built a great name for contract and retail upholstery in Europe, the Vidato Brand is now owned by a new group of Industry Professionals with a wealth of furniture experience. Headed up by Eelco Gerlag, Frank Van Roiij and Lars Goossen- all highly experienced with many years in furniture. The team in Netherlands have built a joint business in the UK & Ireland with Katie Marshall who has 25+ years in the trade and a furniture and textile background in both retail and manufacturing. As MD and shareholder of Vidato UK, Katie is passionate about the future of the business. The partnership is preparing to bring the newly focused brand of upholstery and dining to the January Furniture Show and looking forward to showing some new models to our seasoned buyers and principals. Katie highlights: “Vidato has so much to offer the UK retail and contract market with a new brand, a wonderful background of experience and very dynamic models and ranges. We are keen to hear all feedback at JFS and take on all comments from the trade and our set up means that we can easily develop to suit a retailers needs, whilst maintaining quality and consistency at the same time. “We are not afraid of bold pattern and vibrant colour and we will showcase our wonderful Dutch design in the offering for the UK/IRE. At the same time, we are embracing the market over here and the needs it has, giving it something we feel is missing. Bringing flexibility and creativity on a down to earth level. “Our product is creative, design led and individual and our manufacturing can align to suit many needs. In the Netherlands every day we are also fulfilling many different projects in spheres such as Maritime, Residential, Hospitality and Government upholstery projects which give us the experience to know what really works. “We are, however, very committed to our retail partners and those wishing to showcase something new in the UK market. We are confident that we can build an equally

Our product is creative, design led and individual and our manufacturing can align to suit many needs.

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successful name in our wonderful independent and multiple furniture retailers. I am sure that our buyers will support us in our offering and will not pass on the opportunity for something new, and I will be there to hear their thoughts and considerations.” Partnered for the show with a leading Netherlands brand of furniture retail tech-ione360, which the team is excited to demonstrate to all visitors, the offering is strong and multi-dimensional. Within its remit, ione360 is offering a one-stop room planner for multiple manufacturing brands to aid the instore consumer experience, and is proven to lead to permanent growth in sales when utilised. Katie and the team extend a warm welcome to all visitors of JFS, where they will exhibit in Hall 5 Stand B58. You will be warmly greeted by the perfect combination of a hot drink and a fresh Dutch Stroopwafel. Katie Marshall +447823514952 Katie@vidatointeriors.com

www.vidatointeriors.com

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Ahmed & Partners talk furniture wholesale Ijaz Ahmed, Managing Director of Ahmed and Partners Ltd, shares an insight into his wholesale furniture business.

Launching post-pandemic, Ahmed and Partners Ltd has been an ever-developing company since its inception, with the core aim being to provide retailers with a solution to high quality furniture and low-cost prices. “Ahmed and Partners Ltd has been something that I have been on working on since the Covid-19 pandemic,” Ijaz Ahmed says. “It wasn’t a single idea or a vision, it was prompted by the changes in the economy, rising costs and need for helping retailers survive in the future by getting stock lowered in price without compromise of the quality. Having launched 12 months ago, we have been consistently developing the company and will continue to do so. “Our aim is to provide good quality furniture that has high street brands QC at the lowest possible rate, along with ease of ordering and delivery. With my experience in this industry, having managed logistics and order management myself, I understand the problems along the ordering process, right from the product details, stock inventories, placing orders, delivery and payments.” Ahmed has over 30 years of experience in the wholesale furniture industry across the UK and Ireland, which has helped the business firmly establish trusted and reliable partners since its launch. The company offers a variety of packages to cater for all retail sizes, as well as ongoing collaborations with suppliers to keep its products fresh and up-to-date. “We understand that each business has its own target market and price range,” Ahmed said. “That’s why we offer tailored stock programs for low, medium, and high-end retailers of furniture. Our packages are designed to meet the specific requirements of each business, providing them with the best options to cater to their customers’ needs. “We work closely with our trusted partners to create deals that benefit everyone involved. By leveraging our strong relationships, we are able to lower prices without compromising on quality. We understand the day-to-day challenges businesses face, such as packaging, order processes, and delivery times. That’s why we simplify these processes, ensuring quick delivery times, low minimum orders, and efficient payment methods. “We also provide practical collect and return warranties, as well as onsite repair options, giving businesses peace of mind. Additionally, we offer a 12-month warranty on all stock and provide options for extended third-party cover on select products.

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We work closely with our trusted partners to create deals that benefit everyone involved. By leveraging our strong relationships, we are able to lower prices without compromising on quality. “To stay ahead of the market and meet the latest design trends and demands, we collaborate with our Far East and overseas suppliers to manufacture the latest designs and constantly refresh our inventory every 10 days. This allows us to offer a wide variety of options for businesses to furnish the entire house.” Furthermore, the business works closely with brand partners to source the “best deals” on overstock and endof-line products, while it is also working hard on growing its fulfilment centre locations, with plans to set up five nationwide, as well as in Ireland. “We pride ourselves on providing customised solutions, reliable partnerships, and high-quality furniture to businesses across the UK,” Ahmed says, who adds that his name is recognised across the furnishing industry. “We have experience of products right from design and production to packaging. The ‘AHMED’ name is well-known in the furniture trade and we have some of the best transport, warehousing and supply partners in the industry. “We are very strong in our supply chain and distribution in Ireland too, which we feel will bring value and relief to the Irish market with our refreshed inventory of stocked products. Partner with us to experience a different approach to furniture wholesale and overcome the current economic challenges together.”

For more information, contact Ahmed on 07379185310 or email ahmed@ahmedandpartners.co.uk.

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A story of Trust Steph Gillies, UK Marketing Director at global review platform Trustpilot, talks about how the consumer opinion now has the most influence over a retailer’s success.

In an increasingly competitive and saturated retail environment, the challenge for marketers to ensure their business stands out from the competition is tougher than ever before. One area where a brand can really set itself apart is through the customer experience it provides, and consumer reviews are an excellent way to measure how a business is performing. Good customer service is an increasingly important factor in consumers’ shopping decisions, with studies showing that the majority of shoppers globally would prefer to buy from a company that listens to customer concerns over one that appears to never make mistakes. These days, whilst consumers don’t expect businesses to be perfect, they do expect them to care. What’s more, positive reviews now rank as the second most popular element influencing UK consumers to purchase from a company – in a world where shoppers increasingly replace instore visits with online purchases, they are being guided by the experiences of other customers more and more. With research showing 79 percent of UK consumers agree a good Trustpilot score makes them more likely to trust a brand – taking the time to build your digital reputation through reviews has never been a more worthwhile investment, with ever growing returns. Steph Gillies, UK Marketing Director at global review platform Trustpilot, explains the benefits of engaging with reviews. “Reviews help brands build on their best selves - and the opportunities are essentially threefold,” she said. “Through proactively engaging with and inviting customer feedback, brands are able to earn consumer trust, gather actionable insights on how they can improve their service, and use these to ultimately support business growth and grow revenue. “For consumers shopping for high value purchases such as mattresses and furniture – particularly in the midst of a costof-living crisis - it’s all the more important for them to ensure they’re getting value for money and a product built to last. Being able to see the genuine feedback and experiences of other customers through reviews is, therefore, a crucial step in

the shopping journey - helping them decide which businesses are most trustworthy, and guiding their decision-making process. “Trustpilot has hundreds of millions of reviews across every business sector imaginable - a new review is posted on our platform more than once every second. When it comes to the home and garden sector specifically, our platform has seen over 6.3 million reviews globally posted to date. It’s clear that consumers place a lot of value in the opinions of other customers and the chance to share their own experience with businesses in the sector. “What’s more, over 36,000 home and garden businesses are listed on Trustpilot’s platform alone - a number which is growing every day. These days, businesses are defined not by what they tell their consumers, but what consumers say about them. Those that don’t jump on the opportunity to engage consumers through reviews may risk being left behind.” “We acknowledge that buying flooring is a major purchase for our customers, and something they won’t do often,” explains Martin Harris, founder and vice chairman, at Tapi Carpets. “So, it’s essential for us to make the whole experience, from walking into our showrooms, booking free home visits or going online to be as hassle-free and enjoyable as possible. “Trustpilot reviews are a crucial part of our marketing strategy in earning and maintaining a trustworthy reputation. We believe

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our customers are our best advocates, particularly for boosting our business. New customers look at our positive reviews and our excellent rating and feel confident to try us. There’s nothing better than personal recommendations from happy, satisfied customers, especially as they often mention by name specific colleagues or regional stores. “We started Tapi with a desire to put the joy back into flooring and our stores have been designed to provide the best environment for customers to choose the flooring that best suits their needs. We use internal messaging to reinforce our service ethic and consider the use of the Trustpilot brand to be part of this important messaging. “Our Customer Experience team personally responds to all reviews on Trustpilot, whether they’re positive or negative. It’s always great to celebrate our colleagues who have been mentioned, but equally, it’s essential to listen to the negative reviews, learn from them and continue to deliver excellent service.

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For consumers shopping for high value purchases such as mattresses and furniture – particularly in the midst of a cost-of-living crisis - it’s all the more important for them to ensure they’re getting value for money and a product built to last. - Trustpilot

“If we ever get a one-star or two-star review, Tapi’s Customer Experience team ask the store management team to look into the customer’s comments and see if we can remedy the complaint. We monitor every response to ensure we are collating vital information regarding root cause, as well as how well each store and each region is doing. This allows us to spot any trends and be proactive, so we can mitigate the risk of poor reviews and increase the number of happy customers in the future. “We’re so proud of our ‘excellent’ status we’ve created permanent signage with our Trustpilot rating on the front of our stores. It is also one of our key performance indicators used to measure store performance. Continuous improvement and self-reflection are key to Tapi building on our Trustpilot reputation and keeping our customers at the heart of everything we do.” Katrina Bhowruth, Social, Content & PR Manager at sofa, flooring and furniture retailer ScS, said: “We’re hugely proud of our 5 star rating and we ensure that our score is visible in our advertising in-store, online and throughout our press and tv advertising. We showcase our customer reviews both in-store and online, and find the feedback we’ve received incredibly valuable.

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We’ve used feedback in reviews to help improve our processes and our communication. - ScS

Reviews are a crucial part of our marketing strategy in earning and maintaining a trustworthy reputation. - Tapi Carpets

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“When something goes wrong, we seek to understand what has happened and try to put it right. We aim to reply personally to any one - three star reviews within 24 hours of receipt. We’ve used the feedback we’ve received to help improve our processes and our communication. “Over the last two years we’ve also reduced customer contacts by 40%. The more we can do to create a seamless journey for our customers and reduce the need for a customer to get in touch as their order progresses, is important to us.

“Placing a priority on responding to and listening to reviews has helped create a culture focused on delivering a seamless experience for our customers. In a marketplace where customers have a number of choices as to where they purchase, we feel that Trustpilot has helped us showcase the standards of service we always aim to deliver for our customers.” To read more about how reviews can power business growth, visit: www.business.trustpilot.com

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INDX Furniture 2024 A look at what will be on display during the INDX Furniture show.

INDX Furniture, which takes place from 19-22 January 2024 at Cranmore Park, features a variety of new product collections as well as newcomers to the event itself. Jumping straight in, and with a first appearance as well as being a newly minted AIS approved supplier, Devonshire Living are showcasing its most successful launches from the past year, as well as brand new products, including AIS exclusives, with stock already in production for Spring 2024. “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,” Devonshire said. “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.” Meanwhile, other new launches include Primavera introducing its new brand Primo, Baker Furniture’s collaboration on its new G Plan cabinet collection, and Digio presenting a range of promotional priced leather. Guest exhibitors also include Nicoletti, Akante, Contrast Upholstery, Connubia, Saxon Furniture, New Trend, and Tomasella. As for AMX Design, its long-standing experience within motion furniture continues to evolve, with each innovation a testament to its ongoing journey of development. Kellie Oliver, Managing

Nevada by Devonshire

Director, shared: “We will be showing an array of motion furniture including telescopic headrests, power incliners and power lumbars, as well as featuring on-trend fabrics, but not forgetting the heartland of our proposition with leather too. We provide a symphony of design and functionality that continually strengthens the bond between comfort and progress in our living space.”

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We will be showing an array of motion furniture including telescopic headrests, power incliners and power lumbars, as well as featuring on-trend fabrics, but not forgetting the heartland of our proposition with leather too. - AMX Design

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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 Living

Hydeline Furniture is unveiling new collections too. Through its unwavering dedication to technology, innovation, and comfort, the company will be introducing contemporary recliner models, while expanding its Lounge chair and riser recliner offerings. “Two noteworthy additions to the Hydeline recliner family are Serene and Nova, epitomising the fusion of contemporary design and unparalleled comfort,” the company said.

Mattsons Beds

“Serene, with its futuristic allure, incorporates innovative technologies and a sleek yet comfortable profile. Immerse yourself in its cutting-edge appeal, effortlessly reclining with the touch of a button for a relaxation experience like never before. Conversely, Nova stands as a testament to modern elegance, boasting clean lines, sophisticated curves, and ergonomic design - making it a standout piece in any living space, offering tranquility in style. AMX Design

“The expanded Lounge chair collection promises the perfect blend of style and comfort, whether enjoyed independently or paired with the recliner models. These chairs encapsulate the essence of Hydeline Furniture, where luxury, innovation, and relaxation converge to craft an unparalleled living experience.”

Verona by Hydeline

Finally, a word on Mattsons Beds, with the Swedish bed maker extending an exclusive invitation to join them at the show as it unveils new collections. “Mattsons Beds is proud to present our latest collection of beds and mattresses, crafted with precision and passion,” the business said. “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.” The event brings together trends, insight, and innovation, plus top brands across upholstery, living room, dining room, garden, and service providers. The first day is reserved for AIS Members (general trade visitors are welcome on subsequent days).

SHOW TIMES *Friday 19 January 2024* - 08:30 - 17:00 (*AIS Members only) Saturday 20 January 2024 - 09:30 - 16:00 Sunday 21 January 2024 - 09:30 - 16:00

www.indxshows.co.uk/indx-home/furniture/furniture

Monday 22 January 2024 - 08:30 - 17:00

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HND at INDX Nick Dawson, owner of furniture manufacturer HND, reflects on the previous year and looks forward to this month’s INDX Furniture Show where a focus on product design will be on display.

HND specialises in manufacturing table tops in stone for its programme of tables, chairs and stools, as well as for other companies supplying furniture for both domestic use and for the hospitality industry. The brand has been one of the leading makers in its field for almost 30 years and with 2023 now wrapped up, the year ahead looks to be another period of growth. “Business overall has been buoyant for 2023,” Nick says, continuing: “The supply issues that arose post Covid have eased and we have continued our programme of investment in new machinery to enable us to service the increasing demand for bespoke products in the interiors industry. “It’s been a solid year for us and we anticipate 2024 to be much of the same, as we are investing in new chairs, stools and table frames, as well as introducing new stones to our range for the retail programme for the year ahead and beyond. It’s certainly an exciting time for our business.” HND always aims to be one step ahead of design movements in the industry it serves. The company tracks the development in kitchens as 70% of its tables are used in that room. Change is also consistent, as Nick reveals: “The top end of the fitted kitchens market is moving away from manufactured quartz for work tops as these materials are mid mass market and are moving to quartzites, a natural stone type that looks like marble but performs like granite. “We are starting to use this, and to a degree porcelains, ceramic and sintered materials. However, we are resisting ceramic based materials as they generate 10 times the CO2 to make natural stone on a sq meter basis.” Sustainability continues to be a key priority at the business, and following its earlier investment in solar panels, Nick added that this particular upgrade has seen additional benefits. “We invested in solar about 18 months ago and since then it generates nearly twice the electricity we use. It has also helped cost control by reducing expenditure on energy, but the main benefit is that it enhances our sustainability.

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This year, our new products focus on design led styles, where will be displaying our new chairs and action stools, as well as our unique extending dining table.

“We also work with a local company that employs people with special learning needs to provide HND components for our tables and we also supply returned items that have damage, but are structurally sound, to Armchair in Worcester, who supply these items free of charge to disadvantaged and people in need of furniture.” With the focus on the INDX Furniture Show, HND are showcasing its modern kitchen casual dining, a newer, more traditional range of inside/outside furniture and its new occasional tables. “This year, our new products focus on design led styles, where will be displaying our new chairs and action stools, as well as our unique extending dining table that features a real stone top to provide greater flexibility to our table range. “We’re excited to present these new products to our customers and look forward to kicking off the year in style. Make sure you come and see us during the INDX Furniture Show.” www.hnd-uk.com

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In the Hot Seat: Siren talks Fire Regulations

Alan Spencer, Managing Director at Siren Furniture, shares his view on the proposed regulations for fire safety standards.

Siren Furniture, an FSC® Certified designer and sourcing manufacturer of made-to-order upholstered furniture, is known for its commitment to product innovation, sustainable practices and high-quality production. From a Siren perspective, the company recognises the need for change to allow for innovation, sustainability, and circularity, within the supply chain. We would hope that, following the consultation period and feedback form the industry, that the final regulations will empower such innovation; improving the health and wellbeing of consumers and the environment, which are key focuses for the business. Siren actively acknowledging potential challenges to industrywide manufacturing processes, with fire safety a core pillar within these. “Ultimately, what remains paramount to us is the manufacturing of furniture that ensures minimal fire risk, confidence in customer safety and wellbeing, and best practice in sustainability innovation amongst an increasingly environmentally and ethically conscious industry and consumers,” Alan said. For Siren, specifically, the company advocates changing the existing regulations with a primary focus centred on the

possibility to use alternatives to flame-retardant chemicals on furniture. “We recognise the concerns raised by Scientists and the House of Commons Environmental Audit Committee around the harmful chemicals routinely used as standard to ensure compliance to the existing Fire Safety Regulations,” Alan continued. “We are highly supportive on moving away from these contentious chemical treatments that pose detrimental impacts to individual and health and wellbeing. “We also welcome increased flexibility to empower and allow innovation within the supply chain, and are engaged in industry-wide consultations on the final shape of the new Fire Safety Regulations; lending our voice to the consultation both individually and in partnership with several large retailers.” Siren has extensive experience of existing Fire Safety Regulation testing requirements and, as members of both SATRA and BLC, the business remains confident in its ability to meet the new requirements, once the test methods are finalised. “Though it is still early days until we have sight of the finalised testing requirements, our relationships and expertise within the industry put us in a great position to build on our relationships

101 with suppliers of upholstery materials,” Alan said. “We have been proactive in looking to develop innovative solutions to maintain utmost fire safety within the spirit of the new regulations, and we’re currently building experience with nondomestic testing, as we expect the new requirements to look similar to this. “We are already looking at alternative upholstery fillings and exploring innovative new materials, all of which we expect to be increasingly relevant for the new regulations when they are finalised. We also hope that our research around long-term backcoat efficacy can help to contribute to the discussions around the future of Fire Safety Regulations in the UK.

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We are already looking at alternative upholstery fillings and exploring innovative new materials, all of which we expect to be increasingly relevant for the new regulations when they are finalised. Alan Spencer, Managing Director at Siren Furniture

“Though we continue to be stringent in adhering to the current regulations as required, the regulations, established in 1988, could be deemed as outdated; especially in view of both national and international evidence that supports moving away from the statutory fire safety testing processes for various reasons.” The Fire Safety Regulations, as they stand, allow for limited compliance options outside of the requirement for the majority of cover fabrics to have a chemical back coat, and various fillings, such as CMHR Foams, which require chemical modification. Notably, there have been improvements in chemical technology; the restriction of substances, such as Deca-BDE, and increasing availability of, for example, non-halogenated treatments. “Whilst we welcome these developments they are not enough,” adds Alan. “Flame-retardant chemicals continue to be under scrutiny for their impacts upon the health and wellbeing of consumers and the environment. “So, whatever the outcome, our frequent discussions with experts on fire regulation testing and compliance ensures we’re confident that we can hit the ground running and meet whatever regulations. With our ultimate purpose and view to support the environment and consumer health and wellbeing.”

www.sirenfurniture.com

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Sleep education or sleep washing? James Wilson (AKA The Sleep Geek), founder of kipmate, talks about the importance of sleep education but highlights the fears of sleep washing as the snooze train builds momentum.

It is noticeable that the phrase “sleep education” has been mentioned by many people involved in the manufacture and retailing of sleep products. I like to think that the work Mattress Online and I have done has been a catalyst for this, but I do worry that, although the intention is to provide education, what can happen is that people end up sleep washing. That the efforts are more about marketing and sales, rather than helping people sleep better. My job is sleep education, working with organisations, sports teams and the media creating content, doing interviews and working with people to improve sleep. In that work, which takes in tens, if not hundreds of thousands of people every year, one of the biggest topics of conversation is that people are sleeping on and under products that aren’t right for them, that the sales process has focused on selling them the sizzle, rather than the sausage. Too often sleep education is seen as part of marketing, it is a thin veneer, and when it comes to product selection and the sales process any thought of matching the way the person in front of you sleep, to the product that matches them, and potentially their partner, goes out of the window. Let me share with you some of what I have learnt over the years, helping people understand their sleep better, and understand what they need to do to get the best kip they can.

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I want to challenge the industry on how we talk about sleep, so the people we help end up happier and with the products that really work for them.

1 Start with your people. At Mattress Online our partnership started with their people. If your people understand their own sleep, and the sleep of those around them and get the best sleep they can, then when they are doing their jobs, they have a better understanding of how what they do, impacts the sleep of the company’s customers. It is shocking that I have worked with more football teams, more accountancy firms, more retailers, more lawyers than I have organisations in our industry. 2 Consider our customers sleeping well when developing and merchandising products. I think if we want to take sleep education seriously we have to consider whether the things we sell are helping or hindering the sleep of our customers. The best current example I can give is gaming beds. Literally a product that actively prevents the person sleeping in it from sleeping. It goes against all the advice us as experts give. My point is not that you can’t sell this sort of product, every company has a right to make the commercial decisions that work for them, my point is you can be a brand that markets on the basis of sleep. Or you can’t. I don’t think you can credibly do both. 3 What are we encouraging people to sell? If as a retailer you are telling your sales people “we need to sell x brand this week” then that isn’t putting the sleep needs of the customer first. If as a manufacturer you are still using SPIV’s to encourage your customers to sell your product, then that isn’t putting the sleep of the nation first. 4 Help people understand the products we sell better. The consumer has the idea that more springs mean that a mattress is better. We know as an industry that this is not true, it makes the mattress different, and the customer in front of you might not need that many springs, or they might need more.. Challenging myths about the products we sell, getting away from the idea of “a mug’s eyeful” helps our credibility as an industry. 5 Retailers, train your people to link your sleep products to customer’s sleep problems. Ultimately the products we sell need to give people a healthy sleep posture, and help them manage their temperature during the night. Relatively simple in theory, often a lot harder in practice. Giving your people an understanding of the simple science behind sleep gives them a better chance of helping your customers be happy. At kipmate, we can help you with this. I want to challenge the industry on how we talk about sleep, so the people we help end up happier and with the products that really work for them. I have hope that as an industry we can improve our sleep knowledge and our focus on helping people sleep better. I have seen the amazing work we have done on sustainability and would like to see a similar commitment from the industry towards sleep education. We have a unique opportunity, as our people talk to people about sleep more than any other industry, and we could have a real impact on the health and wellbeing of everyone in the UK.

About James James Wilson (AKA The Sleep Geek) is the founder of kipmate, a company that helps people sleep better through a better understanding of sleep, and their sleep in particular. Their kip advisors sleep wellbeing service helps organisations and sports get better kip, they offer sleep training, and help for individuals through their sort your kip digital tool. James is the host of `Taking the Stress Out of Sleep’, a podcast that helps poor sleepers understand who they are as sleepers, and what they can do to get better sleep, which is available on your favourite podcasting app.

www.kipmate.com

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Mattress Online celebrates anniversary milestone Online mattresses and beds retailer Mattress Online recently celebrated 20 years of success.

Over the past two decades, from humble beginnings storing mattresses in a garage, Mattress Online has grown to become one of the largest stockist of mattresses, and other sleep-related products. Launched when the internet was still in its infancy, Mattress Online emerged as an e-commerce pioneer after seizing an opportunity to address a gap in the market. Well ahead of retail giants and major supermarkets, the company boldly launched its website, offering a fresh approach to buying mattresses. Steve Adams, CEO of Mattress Online, foresaw an opportunity when less than two percent of all retail purchases were carried out online. Now, 20 years later, he’s at the forefront of UK e-commerce in the fourth biggest e-commerce market in the world. Now almost a third of all retail purchases are made online. He said: “In the early days of Mattress Online, the idea stemmed from a debate I had with co-founder Steve Kelly, about whether people would be willing to buy mattresses without a chance to bounce on them in-store and try them out. “The lightbulb moment occurred when I realised Argos already had that type of business model, but they weren’t selling products online. That’s where we came in, to plug that gap in the market.” As one of the first e-commerce sites in the UK bed sector, growth has always been underpinned by the in-house development team which continually innovates and finds smarter ways to use technology to make the customer experience slicker. During the pandemic, Mattress Online saw its turnover leap to a record £37.5m, fuelled, in part, by stay-at-home spending on DIY and homeware. Since then, the award-winning company has committed to rolling out 10 physical stores over a five-year period. It currently has physical stores in Sheffield, Rotherham, and Skipton.

Now in late 2023, the company reaches an exciting milestone, as it celebrates its 20th anniversary this December. It will be hosting a big birthday bash for employees old and new. Joining the company’s present team of 83 will be several employees who have been an integral part of Mattress Online’s journey over the past two decades. This includes Martin Mitchell, previous business partner and supporting neighbour, his brother Nigel and Nigel’s wife Emma, who worked for the company in the mid 2000’s, as well as John Todd-Hunter who worked for the company in 2005, Lee Bennett, founding member of the digital team, and Rick Pearson, once a member of the retail team “Mattress Online has always had family at its heart. Our commitment goes beyond words, it’s a part of who we are. Whether it’s fostering a close-knit atmosphere within our team, welcoming multiple family members as valued employees, or personally working alongside my brother Martin, Chief Innovation Officer, family is not just a concept—it’s a reality,” Steve adds. “Even our beginnings are tied to family, with my parents, Roy and Nuala, playing crucial roles in our early days— packing pillows and crafting the packing tables still used in our warehouse today. As we celebrate our journey, this party is our way of saying a big thank-you to everyone who’s been part of the Mattress Online family since the beginning. It’s all about celebrating what makes us who we are!” With a comprehensive health and wellbeing initiative, prioritising better sleep for employees and customers through partnerships with The Sleep Geek and Cavendish Cancer Care, and actively backing local and national charities such as Zarach, Cherrytree and The Sleep Charity, as well as professional and grassroots sports groups, Mattress Online puts people first. Steve said: “It’s the organic growth of this community, expanding alongside the website and the company’s physical footprint, that will drive Mattress Online toward a thriving future over the next two decades.”

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September 2003 - The idea of Mattress Online is born.

December 2003 - Mattress Online’s first website is launched. The website has a total of 5 products, including one own-brand - Bodyshape - which is still stocked to this day! May 2004 - Steve Adams and Steve Kelly make Mattress Online their full-time job. Late 2004 - The first big brand is welcomed to the Mattress Online website - Silentnight! 2005 - A pivotal moment in Mattress Online’s history sees the business move from its base in South Yorkshire to its new warehouses in Rotherham. The business has stayed in Rotherham ever since! 2006 - Two more big brands join the fold - Sealy and Rest Assured! 2010 - The second version of the website is launched. 2011 - Mattress Online moves into their first dedicated storage and distribution warehouse. The first reviews platform, Trustpilot, is launched on the website. 2012 - New centre of operations at the Rotherham warehouse is opened, internally known as Mattress Online HQ. 2013 - Mattress Online welcomes Sleepeezee to the website! 2014 - Mattress Online wins its first National Bed Federation (NBF) award - Highly Commended Bed E-Tailer! A second reviews platform, Reevoo (now Feefo), was launched on the website. 2015 - Launches mobile friendly version of the website. 2016 - Launches mattress recycling service, which is still going strong today! 2019 - Co-founder Steve Kelly makes the decision to retire from the business. Martin Eastwood joins as COO. Mattress Online wins the NBF’s Online Bed Retailer award!

It’s the organic growth of this community, expanding alongside the website and the company’s physical footprint, that will drive Mattress Online toward a thriving future over the next two decades.

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2020 - Mattress Online has the honour of partnering with The Sleep Charity. Wins the NBF’s Online Bed Retailer award for the second year in a row! 2021 – Forms Zarach, a Leeds based charity that is committed to ending bed poverty, partnership. Harrison Spinks joins the fold; wins ‘Large Business of the Year’ at the Sheffield Business Awards; hits 50,000 Trustpilot reviews; wins the NBF’s Online Bed Retailer for the third year in a row! 2022 - New bespoke website launch. Wins the NBF’s Online Bed Retailer for the fourth time! Opens second store as well as an Outlet. Partners with the Sleep Geek. Hypnos and TEMPUR join. Wins the Scale Up e-commerce Award and Yorkshire Post Business Medium-sized Business of the Year award! 2023 - Hits 60,000 Trustpilot reviews. Partners with a local cancer charity, Cavendish Cancer Care. Celebrates 20th birthday!

2024 - The story continues… www.mattressonline.co.uk

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To Print or not to Print Robin Sutherland, Global Sales Director at BigFurnitureData, details the benefits of FurnitureBrochure and why it’s a game-changer in the furnishings industry.

Over the years we have all been at the point of needing to instruct the printers to do the next print run of brochures but having to hold back because there is a new model arriving that was held up on delivery and missed the photoshoot, or perhaps a product has been discontinued so you don’t want it included but you still have large stocks to clear, hence the dilemma ‘To Print or not to Print’. So, the concept of the digital brochure was born.

Digital Online Furniture Brochures vs. Traditional Printed Brochures The digital online brochure offers a clean professional appearance, vastly superior to the often dog-eared printed version hidden in a filing cabinet, whose cover is often enhanced by a coffee ring stain and perhaps ‘SHOP COPY’ written in a fat marker pen. Not to mention that it is dated 2021 and we are now in January 2024. Perfect for the retailer to use to show consumers and Reps & Agents to present to buyers, the products are loaded into the FurnitureBrochure will all fabric, size, finish and foot options and can be sorted to present all options onto a single screen, rather than flicking back and forward between pages. Thereby enriching the shopping experience and aiding in efficient decision making, creating a seamless buying experience for all concerned. The digital online furniture brochure offers so much more than its printed counterpart, not only it is timeless, it has interactive features, categorisation and high-quality visuals, it also enhances the brand image and also proves highly useful for reps & agents along with salespeople in showrooms. They can swiftly present various options and details to customers on tablets or screens, enriching the shopping experience and aiding in efficient decision-making, creating a seamless and engaging sales process.

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A digital online furniture brochure offers a clean and professional appearance. With interactive features and high-quality visuals, it not only enhances the brand image but also proves highly useful for reps & agents along with salespeople in showrooms. FurnitureBrochure offers an eco-friendly addition to traditional paper brochures. They are effortless to distribute, update and can incorporate interactive elements that enrich the buying experience. The content is all created for you and our content team will keep your brochure updated in realtime with live over the air updates. As soon as you advise us that say a fabric is no longer available, it is removed from the brochure, likewise when a new item arrives, it can be added to the brochure in minutes and will be there for everyone to see. robin@bigfurnituredata.com www.bigfurnituredata.com/ furniturebrochure

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New pathway for the next furniture generation

Steve Plumstead, Head of Faculty at Kirklees College, talks about the formation of its new furniture apprenticeship scheme following its launch and partnership with Yorkshire-based furniture maker and retailer, HSL.

Over the last couple of years, Kirklees College has been working closely with a range of employers in Dewsbury to identify local skills gaps in the furniture manufacturing sector. The result of this consultation project is the college’s new Level 2 Furniture Making apprenticeship in partnership with HSL (High Seat Ltd). The first intake of apprentices started back in October last year, with the course offering two pathways, either working towards qualifying as a wood machinist, or a modern upholsterer. Both pathways will develop apprentices’ understanding of the furniture manufacturing process and where they fit into it, from selecting the right materials and hand-crafting pieces, through to meeting customer expectations and quality standards. “We try to be as employer responsive as possible at Kirklees College,” revealed Steve. “With an international reputation and as a significant employer in the region, HSL was a natural fit for us when they were looking to develop their staff and talent pool. “There is clearly a need for a highly skilled work force to underpin the furniture industry, so ensuring the right staff have the right qualifications is paramount. We also want to ensure there is a collective aspiration for both the individual and their employer to drive the industry forward.

“We hold employer discussions and focus groups with a multitude of businesses about a variety issues. Upskilling, staff retention, as well higher-level qualifications, all ensure sustained future growth. The region (Kirklees) has an industrious reputation and a well-documented heritage that requires a new and vibrant workforce that can carry us through and expand the industry in area.” The apprentices will study at Kirklees College’s Brunel Construction Centre during their college hours, where a brand-new specialist CNC machine has just been installed to help train the budding furniture makers. It is hoped that the course will not only equip

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apprentices with specialist skills, but with a wide range of skills needed to work in a number of roles within the sector. “We’ll have invested over £100K so far in both staffing and capital resources,” Steve added. “It has taken over 18 months since the initial discussions began and we’ll be in double figures when all sign-ups are in, as the focus primarily is ensuring a quality experience for all parties and to meet everyone’s needs. “On completion there are several pathways at level 3 the apprentices can take. There is also the potential to follow more academic routes in the sector in both design and administration roles. “With the qualification reforms, Furniture is featured heavily with the introduction of T Levels in Furniture design. This will be a collaborative approach with the Creative Industries team – it’s interesting how things are coming full circle as it was what I studied at university! “It also demonstrates the need to blur the boundaries between the creative and manufacturing sectors to ensure young people are aware of the career potential of the furniture industry. “It has been a pleasure working with HSL to develop the Furniture Making apprenticeship. We hope to generate a lot of interest in the apprenticeship and help kick-start many careers in this thriving local industry. “Our specialist training facilities at Kirklees College will help support the apprentice’s learning and development of skills during their college hours and we will be here to support them throughout the course.” Steve Radley, HR Business Partner at HSL Furniture has also played a pivotal role in getting the apprenticeship up and running. He added: “It is great there is now a local provider to meet the training requirements for our furniture manufacturing business.” www.kirkleescollege.ac.uk

There is clearly a need for a highly skilled work force to underpin the furniture industry, so ensuring the right staff have the right qualifications is paramount.

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Rebranding Success at Emmiera

This transformation marks a significant chapter in the company’s evolution, and we’re excited to share the details of this exciting change with you, our valued staff and clients. At the heart of this rebranding is our steadfast commitment to excellence in furniture repairs and furniture insurance. While our name has changed, our core values and dedication to providing the highest quality services remain unwavering. Our focus on delivering reliable and customer-centric solutions in the realm of furniture repairs and furniture insurance has been the cornerstone of our success, and we are proud to carry this legacy forward under the banner of Emmiera Group. The choice of the name “Emmiera” is not just a name, it holds deep personal significance. It pays homage to our CEO’s three beloved daughters, Emmie, Rosie, and Abbie. This name reflects not only our family-oriented ethos but also the meaningful relationships we have cultivated with both our customers and our exceptional team. At Emmiera Group, we believe that our staff and customers are the driving force behind our success, and we express our heartfelt appreciation for your continued hard work, support and trust in our services.

Emmiera Group is more than just a name change; it represents an expansion of our offerings. In addition to our core services in Furniture Repairs & Insurance, we have broadened our scope to include Property Repairs and Commercial Re-upholstery & Projects. This strategic diversification presents a tremendous opportunity for growth and allows us to extend our commitment to excellence and reliability to new sectors. Importantly, our transition to Emmiera Group does not alter the ownership of the company or the functionality of our systems. We remain dedicated to maintaining the high standards that you have come to expect from us. Our commitment to customer satisfaction and exceeding our customer expectation is at the top of our agenda, we prioritise not only the end result of our services but also the entire customer journey. Our focus on the customer experience is intricately woven into every step of our operations, ensuring that from the moment you engage with us to the completion of our services, your satisfaction is paramount. In highlighting our expertise, we are proud to share that we have been Financial Conduct Authority (FCA) registered for over 14 years. Our proficiency in furniture insurance has

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Importantly, our transition to Emmiera Group does not alter the ownership of the company or the functionality of our systems. We remain dedicated to maintaining the high standards that you have come to expect from us.

been a significant area of growth, and we want to ensure that you are aware of this crucial service we provide. As part of our rebranding, we are thrilled to unveil our new and improved website www.emmieragroup.com. This enhanced online presence is designed to offer you an even better customer experience. We invite you to explore our website to discover the full range of services Emmiera Group now provides. In conclusion, we express our sincere gratitude to our staff and clients for your continued support. It is your trust that has propelled us to this pivotal moment in our company’s journey. We are enthusiastic about our new business name, Emmiera Group, and the boundless possibilities it holds for the future. Thank you for being a valued part of our journey. Please come and visit us on the 21st to 24th Jan 2024 at the NEC January Furniture Show, hall 5 stand A20.

www.emmieragroup.com

James Lane, CEO, Founder and Owner at Emmiera Group, formerly known as Homeserve Furniture Repairs Limited, is delighted to announce the successful completion of our rebranding journey.

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Paul Wray, Managing Director of Furntec Ltd and Modern Outlook Furniture, talks about the Chinese New Year.

A year has almost come and gone and what a year it’s been, with the struggles of the suffering economy worldwide and many factories here in China trying desperately to keep their heads above water with lack of orders. The one good thing with the Chinese people is they are resilient and never give up and work hard for what they believe in and have a passion for. That being said, there are still the factories here in China that are full for production before Chinese New Year and are working flat out to provide their customers with products before the shutdown towards the end of January 2024. Factory owners here now have to work smart and it’s not just about lowering prices to gain more business, it’s about working closely with their customers. Good Quality, Production lead times, service and support all goes hand in hand to not only obtain new business but to maintain their current customers. Thankfully with the extensive knowledge of being on the ground here in China for the past 26 years in the furniture industry, the factories

that I partner with, work extremely close with my company, so I have complete trust from the factory owners which is absolutely vital when doing any business in China. If the factories do not know you, it takes a long time to build up the trust which means are you getting the best deals, quality, product, designs and materials? Now with Chinese New Year so close, most factories are closed for taking any new orders as time has run out to order due to material lead times and many factory staff leaving early to go back to their home towns in one of the biggest migration of people in the World at this special time of year. Factories will be closed for almost most of February and even when they start up again, they will inevitably be short staffed, as they slowly travel many miles to return to work. This is when you need to take advantage of development and it’s something we do every year, and not wait until after the Chinese New Year. Now we are preparing new developed products to launch whilst China shuts down for their holiday and also preparing for the shows in March next year. Please if you are looking to develop any new products, we would be happy to assist and now is a good time.

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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Henrik Pontoppidan, Director of S2U Design, talks about the five key takeaways when mastering Vietnamese furniture sourcing.

Based on over a decade of engagement with Vietnamese furniture factories, navigating challenges and seizing opportunities, here are five key takeaways for anyone seeking success in sourcing furniture from the diverse, dynamic, and complex Vietnamese supply market. 1. Know Your Brief: A Foundation for Success The journey to successful collaboration with Vietnamese manufacturers starts by understanding your product requirements. Sending only a picture to the chosen factory, a common but problematic approach, often leads to misunderstandings in proposals and quotations. To avoid this, provide a comprehensive brief with detailed sketches, dimensions, concept explanation, USPs, anticipated volume based on target prices, a defined timeframe, and precise specifications for materials and packaging. Include a realistic target price. This thorough brief expedites project fruition and establishes a foundation for a successful collaboration. Most Vietnamese manufacturers appreciate working with foreign buyers who clearly articulate their needs, reducing the factory’s burden of interpretation. Rule number 1: Prepare well thought out briefs before asking for quotations. 2. The Right Factory – A Numbers Game, and Grafting is necessary Selecting the right factory is crucial for project success, and it goes beyond finding a couple of options. The choice can make or break the product launch, and many issues I see foreign buyers having in factories, stem from not investing enough effort in the selection process. The first step involves specifying criteria like capacity, strategy, technology, experience, specialization, and social responsibility. Next is the grafting process, and this is where most foreign buyers fall short: This process involves visiting as many seemingly qualifying factories as possible. While outsourcing this activity to a third party is common practice, your should bear in mind that the results depend on the skills and knowledge of the third-party staff and/or may be influenced by their personal relationships with those factories.

Every factory might reveal a gem. On visiting a poly rattan subcontractor to specify weave and colour of the material, I came across these beautiful outdoor chairs made of recycled plastic.

I strongly advise against outsourcing this critical activity. It’s best controlled within your organization to ensure optimal decisionmaking. As a bonus, ongoing factory visits can serve multiple purposes. Firstly, they motivate production partners, identify production issues before they become costly, and strengthen relationships, making manufacturers prioritize your project. Secondly, knowledge of factories that don’t qualify for a specific project can be invaluable for future endeavors, continually bolstering your organization’s capabilities. Thirdly, engaging in continuous factory visits helps you stay informed about emerging trends, competitor actions, and potential opportunities. If you visit Vietnamese factories on a few annual brief visits to the country, imagine the insights gained from these visits – now envision the immense knowledge enhancement if this were a consistent, ongoing activity within your organisation. Rule number 2: You cannot visit factories too much. Every visit generates knowledge and strengthen your competitive advantage through knowledge. 3. Design for Cost – Based on a Western design approach. Recognise the drawbacks of relying solely on Vietnamese factory designs, often led by fresh engineering graduates lacking critical thinking and creativity. In a recent project for a US wholesaler, for a sourcing project, I was asked not to create technical designs – because ‘the factories know better’. After 6 weeks of all manufacturers struggling to meet ambitious requirements, I

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foster long-term success. Once the brief is agreed upon, avoid unnecessary alterations, as demotivated factories compromise efficiency and may abandon projects altogether, without voicing their frustration. A motivated supplier is invaluable; - and low or no motivation results in stranded projects and missed opportunities. Rule number 4: Whenever possible, stimulate and maintain your manufacturing partners’ motivation. 5. QC – Be in Control of Quality Quality control (QC) is more than a superficial inspection; it demands a proactive and systematic approach. Particularly in Vietnam. You should lead a holistic QC process. Never sign off initiation of production without agreed technical drawings, secure a signed master sample, and create a comprehensive technical document for each SKU. Use these 3 elements to QC against and ensure that requirements are understood to alleviate possible misunderstandings and disagreements about what is QC passable and what isn’t. Taking control of the documentation process, including signed drawings, master samples, and technical documents, enhances clarity, reduces disputes, and elevates overall manufacturing quality – and it secures a better and more fruitful long term relationship with the supplier. Often I witness examples of QC without master samples, signed drawings or technical documents. Please for your own business performance make sure these examples are not your company. found myself ending up working hard to redesign all 40 SKUs. The result was that all factories achieved optimal quality, consumer-friendly solutions, minimised production risks, products configured for ecommerce, - and met target prices! On my client’s visit, perfect samples were presented, all SKUs were immediately approved and are now in production. Here is a good way to be ahead of competition. Most importers rely on their chosen factory’s dogmatic designs. An obvious approach for competitive advantage is to own the designing process, integrate critical thinking, creativity, and technical knowledge – a Western mindset. Rule number 3: Don’t rely solely on Factory designs – create better designs in-house, to reduce cost, create better products and improve quality. 4. Understand the Factory – Unveiling Motivations Successful collaboration with Vietnamese factories relies on understanding their motivations. Importers often make a critical error by initiating repeated design changes without adequate preparation. This investment of time and resources in creating the perfect design is compromised when alterations are made after samples are produced and prices agreed upon. Recognizing the impact on factory motivation, importers should request designs, specifications and prices only based on having done their homework eliminating the risk of having to request changes more than necessary. This will motivate suppliers and

Rule number 5: Own your own QC system and principles – and police them. Implementing these five pieces of advice hinges on your organisation’s capability. It’s a challenge to find staff with the broad knowledge and skills (as well as time and consistent drive) to successfully manage all five rules, coupled with thorough understanding of the Vietnamese supply market. If you require assistance, I am ready to take responsibility for implementing all five rules, acting as your dedicated ‘buying office.’ This includes providing better results, sharing information with your organisation, managing a feedback system based on KPIs, and enabling direct dealings with manufacturers, leading to significant savings on buy prices while maintaining control and transparency. All of this can be accomplished without the need for costly expatriates stationed in Vietnam; and/or a difficult-to-manage from abroad Vietnamese team. I am already here. Feel free to reach out anytime.

Email: henrik@s2udesign.com Tel VN: +84 (0)82 7600 171 Tel UK: +44 1432 851 824 Tel DK +45 36 99 16 77

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Trends in As a new year begins, we take a look at what 2024 might hold in terms of product trends and customer shopping behaviour changes. Rebecca Snowden, Interior Style Advisor at retailer Furniture And Choice (FurnitureChoice.co.uk), shares her six interior trends, while Uriel Tannen, co-founder of AI-powered furniture discovery platform Flitch, looks ahead to the trends that the wider retail industry may see in 2024.

The Furniture And Choice view on six interior trends for 2024 1. Comfort in curves

A style that incorporates the outdoors into our homes, biophilic design can make us healthier and more productive. And it’s expected to continue trending into 2024 as people gravitate towards curved shapes and curved furniture. Sculptural yet graceful, introducing a curved sofa or armchair adds an architectural aesthetic to the home while bringing in nature’s soft curves. Complement this with other curved accents such as a round coffee table and a chic lamp.

staple commonly found in Japandi and mid-century modern interiors, incorporating slatted wood walls into your home will not only add a versatile touch but a timeless one too. Opt for dark wood slats to set the mood and as the base for layering rich earthy hues. Introduce accessories in burnt orange or rust tones especially in luxe textures and match these cosy comforts with sleek amber lighting and smoked glass or brass accents.

2. Soft minimalism

Thanks to the popularity of modern industrial interiors, decorating with black accents just got even cooler. The key to decorating with black accents is to do so with intention. Use black to highlight the architectural features of the home such as with Crittall doors or black windows. Balance the look with lighter touches such as white walls and wooden flooring. For a bigger impact, go all out with a matt black kitchen and decorate around it with wooden accents. Match the black cabinets with an industrial dining set with black legs. To avoid the look from appearing too dark, mix it up with different textures. Contrast with leather to soften the look or marble to lighten up the room.

With more people influenced by wellbeing-led design, soft minimalism and a warm monochrome palette has risen in popularity thanks to social media. Defined by calming neutral hues, curved lines and natural materials, this new take on minimalism is a far cry from the stark and sterile look from a few years ago. Incorporate this aesthetic into areas that are associated with comfort in the home such as the bedroom. Instead of the usual white palette, choose cream or off-white to give your room a warmer, gentler feel. Layer with relaxing textures such as velvet, cotton, boucle for a contemporary look while still making the space feel neat and uncluttered. This colour palette also gives you the chance to add modern Art Deco touches with bold black accents and warm lighting.

3. Bring calm with wood and earthy hues

Continuing on nature-inspired trends, decorating with wood brings a calming, grounding presence to any space. A design

4.Stand out with black accents

5. Discover the joys of slow living

The stress of modern life can get to anyone so it’s no surprise that a lot of people have found joy in slow living. A lifestyle trend that’s all about appreciating the little things in life, slow living encourages us to be more mindful and enjoy our surroundings. To create a home dedicated to slow living, relaxation must be

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the top priority. Take inspiration from Hygge with an earthy palette, warm lighting, cosy textures and lots of candles. Prioritise natural lighting by keeping the curtains drawn during the day or placing mirrors directly opposite the windows to reflect the light. Another key part of slow living is to limit the use of technology. Create technology-free zones in your home such as a reading nook in your study or a musical corner where you can play an instrument of your choice.

6. Use green as a neutral

As more people let nature into their homes through indoor greenery, it’s no surprise that green is now seen as a calming neutral. As the primary colour, green not only gives the home a fresh and uplifting touch, it also brings balance and tranquillity with its versatility. If you prefer classic interiors, choose a green hue with a grey undertone which pairs beautifully with brown leather or velvet textures. Green and blue combination shades like teal give you the chance to experiment with natural light. On the other hand, darker shades of green are incredibly adaptable and go with tropical, Scandi and minimalist decor.

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With more people influenced by wellbeing-led design, soft minimalism and a warm monochrome palette has risen in popularity thanks to social media. - Furniture And Choice

Loren Armchair

Madison Dining Table And Ricco Dining Chairs

The Flitch view on four retail and consumer shopping predictions for 2024 At Flitch, Uriel Tannen, co-founder of the AI-powered furniture discovery platform, says it has a bird’s eye view of the UK’s furniture industry including what consumers are searching for, their budgets and their preferences. Moving from products to shopping behaviour, here are some key macro trends Flitch expects to see in 2024.

1. AI-fuelled expectations will lead to more human-powered research before purchase

According to The Times, searches for “AI interior design” are increasing by almost 5000% year on year – and this will only continue to rise in 2024 as AI continues to inspire renovators. However, AI-generated imagery is both a blessing and a curse. It is great for ideation and inspiration when starting a project, but it can also fuel unrealistic expectations for consumers – whether that’s by creating beautiful bathrooms that have no regard for the conventions of plumbing, or by generating beautiful furniture that doesn’t exist! At Flitch, our stylists are experts in recognising and sourcing items from the British furniture market. In fact, they were born out of a desire to provide a human eye to the design frustrations of our technology-driven age! So, they are very adept when it comes to finding a close match for a piece of furniture that has found its way into your AI-generated inspiration.

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2. Instant, personalised recommendations through visual selection

Caro Bed

Dunelm

Personalised recommendations are not new. Whether that’s a size or style recommendation based on previous purchases or reminders of an item you might be running low on, our usage data has been harnessed to improve the shopping experience for many years. However, instant recommendations are where we need to be in 2024. And we’re not just talking about filtering results. If retailers want to increase product discovery and entertain their customers at the same time, visual quizzes that help you build a picture of their preferences are the best way forward. At Flitch, we harnessed the power of AI many years ago, training our furniture style quiz algorithm to visually deconstruct and learn the distinguishing features of items. This allows it to ascertain what furniture items reflect a user’s personal taste and then offer instant recommendations. Flitch users simply pick their favourite options from a series of furniture images so that the algorithm can start to understand their preferences and trawl through over 100+ retailers to find the perfect item to match. This is, in many ways, like a conversation starter between a brand and consumer; a way of learning more about them to serve them personalised inspiration.

3. Retailers will explore new ways of reaching customers at the consideration phase

Consumers are advertised to from the second they wake to the moment they go to sleep. There are scarce channels left through which they can’t be targeted by brands. Whilst awareness is important, marketing budgets need to work hard to convert. Therefore, we expect to see more retailers engaging with customers further down the sales funnel in 2024. Meaningful interactions will be more important than ‘impressions’ – and therefore marketeers will spend time reaching the customers more likely to convert. Flitch is a great example of this as it enables retailers to connect with well-informed customers further down the furniture selection process. These customers have actively engaged with their products, providing a more cost-effective return on investment for brands to target them, compared to conventional paid marketing channels, which have seen rising costs.

Valencia

4. The death of the marketplace?

John Lewis

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A combination of more freely accessible AI-powered tools, the cost-of-living crisis and a move to more conscious consumerism means value and experience are more important than ever for today’s consumer. - Flitch

We anticipate more consumers will shift from marketplace shopping to “source”, where quality and customer service are guaranteed. An item of furniture can be a large investment, and nothing beats the pedigree and reassurance of buying from an established furniture retailer. Recent years have created a disillusion with once popular marketplaces thanks to more complicated delivery and return systems, less transparency around sellers, reviews that are often gamed, and a general scepticism towards the practice of drop shipping. There will always be a place for those buying second hand items online and the risk associated, but for new items, marketplaces may take a back seat in 2024. www.withflitch.co.uk / www.furniturechoice.co.uk

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THE BIG QUESTION This month we’re asking retailers: What New Year’s Resolutions do you have for 2024? Nigel Ledger-Lomas - Harvest Moon Interiors I’m going to try and remain positive considering there is full on War in Europe, full on War in the Middle East and a stagnant economy. At home, the darkest hour is just before dawn, bring on a new sunrise, and with it a peaceful and hopeful new year!

Joseph Shenton - Joseph James Furniture Outlet New Years Resolutions tend to be something you would do Differently or something New you wish to do. At Joseph James, 2024 is going to be all about New showrooms. We are hoping to open four, 30,000sqft+ showrooms.

Vic Smith – Vic Smith Beds We are aiming to make a point of visiting manufacturers more often. It strengthens relationships and is always helpful with lead times, as well as specials and unique products. This should then help to give us an edge over our competitors, making us the go to for our area.

Steve Adams - Mattress Online I don’t believe in them, if you want to change something you shouldn’t wait!

Grant Berry – Home World – Mattress & Bed Centres Our New Year’s resolutions are to carry on simplifying things, cutting out red tape, cutting anything that’s duplicated & not really needed. Now we’ve moved into specialising in Mattresses & Beds we are able to cut things back to streamline our processes and procedures, which we need to do to help our expansion plan. Then we will be looking for new sites & also we are happy to talk to other retailers who want to exit their sites and business.

Mike Murray – Land of Beds At Land of Beds, our New Year’s resolution is to make a positive impact on the environment in the coming year. We are committed to focusing on sustainability and addressing the challenges of climate change. In collaboration with a reputable environmental partner, we are excited to announce that for every sale made at Land of Beds, a tree will be planted. This initiative is our way of contributing to reforestation efforts and combating climate change. We believe in the power of collective action, and through this partnership, we aim to not only provide quality sleep solutions but also contribute to a greener, healthier planet. In 2024, let’s sleep well and make a difference together!

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New Products

At The Helm At The Helm introduces Kensington, a captivating reinvention of a cherished classic, Buckingham. This new design features a deeper seat for enhanced comfort, inviting individuals to sink into luxurious relaxation. With deep hand-tied buttoning, hand-applied studding and beautifully scroll arms, this model keeps all the traditional elements of the classic chesterfield. The addition of new accent cushions brings a contemporary flair, infusing the piece with a touch of modern style. Meticulously crafted with precision and attention to detail, the Kensington strikes a harmonious balance between timeless elegance and innovative design. www.AtTheHelm.com

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

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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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

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

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

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Here are some of the latest furnishing industry jobs. (Correct as of 22 December 2023)

Howard Miller. Furniture Dealer:

Sofa Factory/Bentincks Ltd. Agent for North West England:

Founded in 1926 and still family-owned in its third generation, Howard Miller is the world’s leading clock company and a respected brand name in fine specialty furnishings such as curio cabinets, wine & bar furnishings, custom storage cabinets, and SmartMoves® adjustable height desks.

An opportunity to join one of the fastest growing Upholstery companies in the UK. A well-established family run business located in the North east of England supplying sofas, sofabeds and footstools throughout the UK, Sofa Factory specialises in fabric upholstery sofas.

We are currently seeking new dealers in the European markets. We’d love to talk to you. Please contact us if you are interested in learning more.

We are recruiting for a sales agent in the North West England.

Email Kenny Hyink, Special Markets National Sales Manager and International Retail Sales Manager on khyink@howardmiller.com

For more information about the role or to apply, please send an email with your CV, to the Managing Director Balal Ali ali@bentinckfurniture.co.uk

Herringbone Kitchens – Apprenticeships: Indus Valley – Agents: Established since 1998 and supplying furniture throughout the UK, Indus Valley is a wholesale business specialising in solid wood, ceramic, and reclaimed furniture. We are recruiting for sales agents in the following areas: Scotland / Republic of Ireland / South East For more information about the role or to apply, please send an email with your CV, to the Managing Director Atul Joshi atul@indusvalley.co.uk

The Designer Rooms – Head of Bed Department: As the Head of Beds/Sleepcentre at Designer Rooms, you will be at the forefront of our bedding and sleep solutions department. Your role will encompass a range of responsibilities from staff training to supplier negotiations, with the creation of this new position aimed at ensuring our bedding department remains a market leader. Salary: £40,000.00-£50,000.00 per year. To apply email customerservices@thedesignerrooms.com

We are investing in a training and apprenticeship programme for 8 young adults 16-21 years old across our workshop and installation team. These will be NVQ level 2 courses. They will be 2 year courses with training on learning at our workshop or out on-site. These are exciting apprenticeships including Fitted Furniture Installer, CNC specialist, Furniture Finisher, General Furniture Manufacturer and Project Management. Apply with CV apprenticeship@herringbonekitchens.com

Woodland Heritage – Volunteers: Woodland Heritage is looking to recruit three Trustees including a Vice Chair and Treasurer. You would be joining a dedicated and passionate group of volunteers and a wider staff group who are developing exciting plans for the charity’s future. Experience of the charity / woodland / forestry / timber / making sectors is helpful but certainly not essential. We welcome applications from a diverse range of people and we want to listen to your ideas and benefit from your guidance. If you have any questions about this, please do ask. What is essential is compatibility with the charity’s mission and values and the desire to bring your life’s experiences and skills to the table. Please email office@woodlandheritage.org with CV, experiences and why you would make a fantastic trustee at Woodland Heritage.

For more jobs and further information, visit www.bigfurnituregroup.com/jobs

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SATCoL expands Reuse scheme with furniture launch Salvation Army Trading Company Ltd (SATCoL), has launched a Furniture Reuse scheme to expand their Corporate Partnership offering and to help divert furniture stock away from disposal.

Working together with brand partners and organisations, SATCoL lessens the environmental impact by extending the useful life of products. The trading arm of The Salvation Army help to raise vital funds for charity through their nationwide reuse and repurposing schemes. SATCoL’s latest Furniture Reuse scheme calls for businesses to donate excess, returned, end of line and showroom sample furniture stock to be upcycled and resold in The Salvation Army’s 240 retail outlets. The profit that SATCoL receives from the resale of these generously received items is given to The Salvation Army to continue to support the great work they do across the country. The Salvation Army provide, specialist support for survivors and potential victims of modern slavery, shelter for those experiencing homelessness and so much more. The new Furniture Reuse scheme is designed to prevent even more items from entering the waste stream and is another way for SATCoL to support the circular economy. Each year the Salvation Army Trading Company Ltd divert over 250 million items to good uses, including over 62,000 tonnes of textiles. Kirk Bradley, Head of Corporate Partnerships at SATCoL said: “As the largest charity-owned textiles collector in the UK, each year SATCoL diverts over 250 million items to good uses, including over 62,000 tonnes of textiles.

We have ambitious plans to upscale this project to include a purpose-built facility over the coming years and more.

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“This is a new initiative for us, however, we have a passion to support the circular economy, reduce waste and a drive to reuse as much as possible. We have ambitious plans to upscale this project to include a purpose-built facility over the coming years and more.” Back in May 2023, SATCoL also launched a groundbreaking carpet reuse scheme. “There is a huge excess of carpet in the industry that suppliers find really hard to dispose of and SATCoL have found a sustainable solution to support the community” says Richard Shea, SATCoL’s Service Development Manager. “We have launched our CarpetReuse programme, a groundbreaking scheme directing carpets away from waste while helping tenants to cover the floors in their home. By working with Carpet Recycling UK and their members, we are taking donations of unsold carpets into our 30 donation centres across the UK and selling them directly to those that need them. “Our Braintree Donation Centre in Essex received the first batch of rolls from Greendale Carpets and we sold more than half of the stock within the first three days. This shows that there is a huge demand for low-cost carpet. We are also supplying directly to Greatwell Homes, a Housing Association in Wellingborough, who are keen on providing carpets for their tenants in a sustainable way.”

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Who are SATCoL? Salvation Army Trading Company Ltd (SATCoL) is the trading arm of The Salvation Army. SATCoL actively encourages the reuse and recycling of donated clothing and other household items through its 240 charity shops and donation centres, and a nationwide network of clothing banks. As the largest charity owned textiles collector in the UK, each year SATCoL diverts over 250 million items to good uses, including over 62,000 tonnes of textiles. The Salvation Army provide practical help for people in need, such as specialist support for survivors and potential victims of modern slavery, shelter for those experiencing homelessness and so much more.

To learn more about SATCoL visit: www.satcol.org

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Furniture Magazine #17 MOREBig SALES GUARANTEED Adam Hankinson

Last Word

Your New Year’s Resolution! Adam Hankinson, Managing Director at Furniture Sales Solutions, talks about why it’s important to reflect and set new goals, with the new year the ideal time for both.

Conclude Do we know how to nail-down key decisions throughout the sale, identify the three must-haves for each customer, and tailor the close accordingly while consistently asking for the order? Referrals and Recommendations Do we make every customer feel special, accompany them to the store entrance after the sale, and distribute business cards with the clear intention of generating referrals from satisfied customers? Working through this list you’ll instantly recognise where you are strongest and where you have room to improve. Perhaps you’re already a very positive person, but find it difficult to ask for the order or maybe you’re good at opening up the customer with some great questions, but are lacking when it comes to product knowledge.

Like many of you, I take time before the new year to reflect on the previous year, setting personal goals such as spending more time with family, tackling home projects, and planning dream holidays.

Approach Do we engage with every customer, know how to effectively handle those who are “just looking,” and utilize tone, body language, and words to build trust?

Similarly, our business goals tend to remain consistent, yet throughout the year, it’s easy for these goals to get buried beneath a pile of day-to-day tasks.

Questions

To counteract this, I use seven key areas to guide our delegates in filtering out distractions and pinpointing their professional priorities.

Listening Do we know how to demonstrate active listening through body language, utilize tools like paraphrasing to show genuine attentiveness, and fully commit to each customer, providing undivided attention?

Attitude Do we maintain a consistently positive approach at work, stay resilient when faced with challenges from customers, and approach every customer with the mindset that they are potential buyers?

Do we have a bank of effective questions for customers, avoid asking ineffective ones, and know how to use questions to identify and address customer priorities?.

Selling the solution Do we possess in-depth product knowledge, especially about bestsellers, and tailor product features and benefits to fulfil specific customer needs?

You should end up with a list of things that you’re going to stop, start and continue. For example; I’m going to stop asking bad opening questions, like “are you ok there?” I’m going to start providing undivided attention to every customer I’m going to continue backing up every product feature with a benefit that is relevant to the customer. We all let our new year’s resolutions slip now and again, but by really drilling down and focusing on a few key areas for improvement you’ll be able to refer to these throughout the year just to remind yourself of your intention and keep yourself on track to achieving your professional goals.

www.furnituresalessolutions.com

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