Big Furniture Group Magazine August 2023

Editorial Dan Squires

Managing Editor

dan@bigfurnituregroup.com

07531 854718 | 01223 298489

Advertising Gary Hall

Sales Director

gary@bigfurnituregroup.com

0207 096 1010

Publisher Stephen Smith

Production Juan Morante

GraphiC Design

www.bigfurnituregroup.com

EDITOR´S NOTE

Dan Squires Managing Editor

Welcome to August’s Big Furniture Group Magazine ”

This month features our ‘Awards Special’ where we share the winners of our Big Furniture Awards, as voted by the industry. It’s great to see so many sending in pics with their award. Congratulations once again to all the winners. You will also notice the award winning theme throughout the magazine, where we spoke to a number of winners on their latest developments in our bumper awards issue.

In another feature special, we recap our recent visit to Swedish bed and furniture manufacturer DUXIANA, who pulled out all the stops when taking us through their three factories. We even got to try our hand at a bit of manufacturing –although it’s probably best I stick to the day job! Read our full review on page 72. In another interview special, we spoke to Tobin James, Managing Director of TEMPUR® UK, who talked about their recent product launch and how they are going to change the bed industry once again.

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ISSN No: 2753-3387

Copyright © Big Furniture Group 2022

Issue No: 12

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.

In the BFG hotseat this month is Chris Townsley, Operations Director at Harrison Spinks, who discussed his role at the business, sustainability and why educating people in this area is crucial. As for the other regular, Laura James, an exclusive own brand manufacturer and retailer, talks about recent investments and why delivery shouldn’t necessarily be free.

Our Bed Expert, Vic Smith, is back for another insight into the beds industry, while our Letter from China returns with some more helpful tips when sourcing from the country. As for our Green Retail sustainability-focused feature, we concentrate on Wayfair’s green credentials following the release of their recent Sustainability Report.

We also spoke with independent retailer Toons on their latest own-brand product launch, as well as customer experience pro, Jonathan Creese at Gillies, who shares an update on how his initial plans have been implemented since we last spoke and what’s next in the company’s customer journey. You’ll find our recap of the Irish Furniture & Homewares Show, an investigation into online retail furniture performance and recent investments at retailers including Leekes and Home World, plus much more.

To wrap things up, our Big Question this month is focused on reviews, while Furniture Sales Solutions talks about KISSing the customer – but not quite that up front and personal.

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.

BIG INTERVIEW CHRIS TOWNSLEY

Operations Director at Harrison Spinks, talks about his role at the

sustainability and why educating people in this area is crucial.

Laura

We share inside access following

NEWS

Tim Bloyce Memorial Cup raises £5,800 for industry charity

Is What It Is and HFD Coleshill Sales battled fiercely. However, HFD Coleshill Sales dominated the game, scoring four goals compared to It Is What It Is’s one goal, securing their victory and the championship.

The tournament concluded with an awards ceremony, where Mark Jones of HFD Coleshill Sales was honoured with the ‘Player of the Tournament’ trophy. Following the ceremony, participants enjoyed a barbecue to celebrate the successful event.

Prestatyn Furniture and will officially open on Saturday 26 August 2023.

Alison and Andy Hughes, the owners of Coast Road Furniture and Prestatyn Furniture, said the move to open a second store was an “opportunity to expand” after the Home Bargains premises became available.

The Furniture Makers’ Company’s annual five-a-side football tournament, ‘the Tim Bloyce Memorial Cup’, has raised £5,800 in aid of the charity with HFD Limited crowned the winners of the 2023 competition.

The one-day event, which was generously sponsored by Ocee & Four Design, once again took place at the Lucozade Powerleague Football Centre, Coventry on Sunday 2 July 2023.

Now in its ninth year, the tournament was renamed the Tim Bloyce Memorial Cup in 2022 as a tribute to the late Tim Bloyce, a devoted football enthusiast and employee of Ocee & Four Design, who sadly passed away from Motor Neurone Disease (MND) last year.

Twelve teams from furnishing retailers, manufacturers, distributors and service providers, including Celtheath, Crofts & Assinder, Florco, Häfele UK, HFD Limited, Jay-Be, Lee Longlands & Co, Ocee & Four Design, and Whitemeadow Furniture, were among those competing.

In the highly anticipated final match, It

Jonny Westbrooke, CEO of The Furniture Makers’ Company, said: “Another year and another fantastic Tim Bloyce Memorial Cup, made possible by the support of our sponsor, Ocee & Four Design. Over the past decade, the Tim Bloyce Memorial Cup has become a prominent event in our fundraising calendar. It not only helps us raise funds but also raises awareness of the essential support our charity provides to individuals in the furniture and furnishing industry. We extend our thanks to everyone who attended and contributed to our impressive result of £5,800.”

The next Tim Bloyce Memorial Cup is taking place on Sunday 7 July 2024.

Welsh family business to expand with second store

Welsh independent family furniture retailer Coast Road Furniture has announced plans to open a second store.

The business, which was founded back in 1972 and currently operates from its Connah’s Quay store, has confirmed its new store will be based in Prestatyn and will open under a new name.

The store, which replaces an old Home Bargains outlet on Prestatyn High Street, will be branded

“51 years after our Connah’s Quay store opened its doors we are opening our second store, Prestatyn Furniture. Offering fine furniture and flooring for the whole home,” the company said.

The business is now fully refurbishing the new location ahead of its launch.

Bed retailer to open debut Ireland store

Beds and mattresses retailer Dreams has revealed plans to open its debut store in Ireland.

The new store will be situated at Carlbro Court on Tuam Road in Galway, and is understood to be replacing the former Laura Ashley premises.

Dreams revealed the news after placing posters around the the east Galway city area informing locals that the store opening is “coming soon”.

The poster states: “Galway, your Dreams have come true – New store coming soon to Tuam Road.”

The Galway Dreams store will be the first in the Republic of Ireland and follows a recent opening in Northern Ireland in Craigavon, Co Armagh.

Located at Marlborough Retail Park, the new store is Dreams’ seventh location in the country, adding to sites in Ballymena, Bangor, Boucher Road, Coleraine, Newtownabbey and Omagh.

Wincanton to operate IKEA Ireland’s logistics hub

and evolve. We look forward to bringing our unrivalled expertise and proven operational excellence in eFulfilment to the Republic of Ireland so IKEA can meet its customers’ needs quicker than ever before.”

Logistics business Wincanton has signed a five-year contract with IKEA Ireland to manage the retailer’s first Customer Distribution Centre (CDC) in the Republic of Ireland.

Located in Greenogue Logistics Park in south-west Dublin, the 280,000 sq ft warehouse will enable quicker customer fulfilment and better availability of IKEA products in the country, with delivery lead times reduced by more than half.

IKEA products have previously been delivered to consumers in Ireland via distribution centres in the UK. Locating the CDC in Ireland means IKEA is closer to the end consumer, supporting its sustainability strategy through a reduction in CO2 emissions.

The first deliveries are expected to leave the warehouse in early 2024. When fully up and running, the CDC will create 120 jobs across warehousing, logistics, and administration.

The contract builds on Wincanton’s growing relationship with IKEA, which has seen the Wincanton Group chosen as its long-term partner to operate a new multi-million-pound distribution centre in Dartford, Kent, alongside investments in electric vehicle technology for its home delivery services.

With IKEA secured as a major customer, Wincanton will also offer a shared user service from the Dublin facility to support its growth strategy in Ireland.

Carl Moore, Managing Director of eFulfilment at Wincanton, said: “Our key role in the transformation and expansion of IKEA continues to grow

Jakob Bertilsson, Country Customer Fulfilment Manager at IKEA UK and Ireland, commented: “Establishing a distribution centre in Ireland is a significant step in further expansion in Ireland. This move supports our omnichannel strategy to cater to customers’ shopping preferences while driving towards our ambitious goal of achieving 100% zero emission last mile delivery by 2025. We are excited to strengthen our partnership with Wincanton and look forward to bring IKEA closer to even more people in Ireland.”

Flooring retailer administration details surface; sold for £6m

Online flooring retailer UK Flooring Direct was sold for over £6m in a prepack deal after entering administration.

Paul Meadows and Daniel Smith, both of Teneo Financial Advisory Limited, were appointed as joint administrators of UKFD Realisations Ltd, trading as UK Flooring Direct, on 4 July 2023.

Ahead of entering administration, the company suffered losses of £3.1m for the financial year 2021 and again the following year with losses amounting to £2.7m. This was due to adverse trading as a result of the Covid pandemic, as well as a decline in consumer confidence. Sales during this period fell from £64.9m to £49.2m in FY22, while revenues for the six months into 2023 stood at £18.3m with losses of just under £1m.

Despite steps being taken to boost performance, trading has continued to be challenging in 2023, while the withdrawal of credit from the company’s major EU suppliers, due to a delay in the filing of its financial statements, put further pressure on liquidity. Furthermore, the HMRC, owed £2.9m, raised the possibility of a winding up petition.

The company tried to secure further funding support of £3m from the Business Growth Fund, which holds a 14.5% stake in the business, but this did not materialise. It was therefore seen as administration, with the intention to secure a prepack sale, was the best route to take.

A subsidiary of Carpetright owner Nestware Holdings acquired UK Flooring Direct in a prepack administration, saving all 85 jobs in the process.

Nestware’s online flooring subsidiary Keswick Flooring Limited bought the etailer on 4 July 2023 for a sum of £6.4m. Breaking the figure down, £2.3m was for the IP, £1.5m was for stock, while £1.2m was for goodwill and £850,000 was for the social media accounts and domain names associated with the business.

As part of the deal, a license to occupy the leasehold property in Coventry was granted for a period of six months, with the costs provided at completion of the purchase. Assets excluded from the sale include cash at the bank, insurance policies and tax assets.

With regards to creditors, the business had two secured creditors, the Bank and the Business growth Fund, both owed respective amounts of £2.5m and £6m. Administrators anticipate that there will not be enough funds to repay the amounts owed in full.

Meanwhile, the HMRC, a secondary preferential creditor, owed £2.9m, is also expected to suffer a shortfall. As for unsecured creditors, which consists of 100 claims, these are owed a combined figure of £3.7m and are expected to also suffer a shortfall.

Following the sale, lead administrator, Paul Meadows, said: “I’m very pleased that following an accelerated sale process run by our Special Situations M&A team, we have been able to secure a future for UK Flooring Direct. The sale safeguards all of UKFD’s 85 employees in Coventry and gives the business the strategic backing it requires to fulfil its ambitions. As part of the sale agreement, any outstanding customer orders will also be fulfilled.”

World Furniture invites you to Belfast Home Show

which is simply superb. We will also be offering a range of sliding extension dining tables in unique stone patterns with complimentary dining chairs in both swivel and fixed functions, exquisitely tailored to the highest quality and comfort. A number of these ranges will be complimented by full occasional items.

development to make all our packaging sustainable.

“We believe that great design should be available to everyone. Every day our focus is on curating and innovating an exclusive furniture collection that continually exceeds all expectations.

Wholesale trade partner to the majority of the UK and Ireland’s leading furniture retailers, World Furniture, has announced plans to hold a Home Show event next month. Taking place from 17 –20 September 2023 at the iconic Titanic Hotel in Belfast, the Home Show will feature their latest product launches.

Paul Taylor, Operations Director at World Furniture, said: “Following on from the success of the Home Show in January 2022, World Furniture will once again be hosting a Home Show at the beautiful Titanic Hotel, a superb venue to showcase all our new products. The drawing room is the perfect exhibition hall to display furniture.

“Beautifully restored and maintained, the Drawing Room is the original architect’s room where all the drawings were completed for many ships including the Titanic. Its glass ceiling is designed to give off maximum light, originally for drawing purposes, which allows our products to be displayed in the best possible way.”

In September World Furniture will be launching a number of new ranges including a selection of extension tables to add to their extensive PURA collection.

“A range of stunning sintered stone products with new finishes such as Australian Grey and Vik dark grey will be on display,” Paul revealed. “These ranges will include 1.8m to 2.4m extension sets and a collection of occasional items to match. Expertly crafted in contemporary styling, the Benito and Matera ranges offer a sophisticated look and design,

“There are also some further developments on our hugely successful Rimini range of light rhine melamine tables. We are now offering a round extension dining table, something our customers have been constantly urging us to do. We will also be launching a new range of melamine in European marble variants, which are unique but highly commercial.

“These ranges will be complimented by a number of dining chairs, designed for maximum comfort with a high-end look and feel. Simplicity is a main feature of our new chairs, with focus strongly on material quality, look and soft touch feel. Having teamed up with some of China’s leading fabric suppliers, our fabric developments have very much stepped away from the norm and the new collections are the perfect partner for many of our dining ranges.

“We will also have new ranges amongst our exclusive electric recliner collection. The Pellini model will have all the typical attributes that our sofas have such as wireless charging, usb/usb-c, full electric reclining motion and will be tailored in completely new leather colours. We are also adding full tilt and rise chairs to our Madison collection in the 3 fabric colours. Simple mechanisms and 2 button facility make for simple and uncomplicated use of all the functions.

“Since 1999, we have invested and grown our business to guarantee our partners impressive lead times on exclusive ranges of high quality, beautifully designed furniture at a great price with exceptional service. From our warehousing located in Newtownards or alternatively our fantastic mixed container offering, we can provide a service that meets all your requirements. Additionally the Company has a strong focus on sustainability, with the majority of new designs coming in 100% recycled plastic and continued

“We would love to see you there and we’re offering complimentary flights and accommodation, if you are travelling from GB, with lunch or dinner on us. For more information and to book your time slot so you don’t miss out on a fantastic show in a wonderful venue, contact me on paul@world-furniture.biz.”

CMA calls on Emma Sleep to change its online sales practices

The CMA is calling on mattress firm Emma Sleep to change its selling practices, which could be putting unfair pressure on customers to make quick purchases.

In November last year, the Competition and Markets Authority (CMA) launched an investigation following concerns about Emma Sleep’s online selling practices – including whether its ‘urgency claims’, such as countdown timers and ‘discounts’, were misleading consumers.

As a result of its investigation, the CMA has found evidence that discount claims made by Emma Sleep did not stack up against the actual savings made by customers. The CMA also has concerns that the firm’s use of countdown timers and claims of high demand for certain products could mislead consumers, and therefore breach consumer protection law.

The CMA has written to Emma Sleep detailing its concerns and outlining the ways in which it can address these, which include stopping the use of misleading countdown timers and discount offers.

Exclusive Mammoth Originals launch for Fabb Furniture

CEO, Matt Hesketh, Fabb Sales Director, Keith Carl, and Senior Buyer, James Hollas.

Dunelm delivers robust growth; digital sales gathering pace

Home furnishings retailer Dunelm has reported a growth in sales with profit expected to be slightly ahead of current market expectations.

performance reflects our continued robust sales performance, strong commercial disciplines and tight operational grip on costs.

“We will continue to invest in digitalising and developing our business to improve both our customer offer and to make our operations more efficient. Our next new store in South East London, our 180th, will open shortly, increasing the reach of our total retail system and bringing our offer to more communities.

Furniture retailer Fabb Furniture has announced the launch of an exclusive new Mammoth mattress range that will be featured across its 21 UK stores.

“I am delighted to launch these amazing Mammoth Originals mattresses which are exclusive to Fabb Furniture, explains James Hollas, Senior Buyer, Fabb Furniture. “Alongside the Originals range, we are also launching the Mammoth pillow collection.

“Today’s customers are aware of how important a great night’s sleep is to their physical and mental wellbeing. The new Mammoth mattress range absolutely fills this need with its combination of medical grade foam which sits atop a sprung layer incorporating some of the most advanced spring technologies in the industry.”

The official Mammoth Originals launch took place at the Airsprung factory in Trowbridge on Wednesday 19 July 2023. Bed Managers from every Fabb store got the chance to cast their eye over the new product range, which was introduced by Mammoth’s founder, John Tuton.

Also present was Managing Director of Mammoth UK, Mike Hobson, and Managing Director of Airsprung Beds, Paul Little, alongside Fabb Furniture’s

According to its latest Q4 trading update for the 13-week period ended 1 July 2023, Dunelm delivered “robust” sales growth of 6% with revenues reaching £381m. Digital sales made up 39% of total sales in the quarter, 2ppts higher than FY22.

During the quarter, Dunelm reduced prices on over 1,000 lines as part of its sale period. “We are pleased that in the quarter we saw particularly strong volume growth,” the retailer said.

“Our product offer continued to resonate strongly with customers throughout the quarter, with cooler weather driving sales of our bedding and rugs ranges, while our Summer Living collections, in particular garden furniture and decorations, performed well in the warmer weather towards the end of the period.”

As for the full year, total sales rose 6% to £1.6bn. Compared to FY19 (the last full year before any impact from Covid) total sales are nearly 50% higher and digital sales now make up 36% of total sales (FY19: 20%).

Dunelm said profit is expected to be slightly ahead of market expectations and gross margin for the full year is expected to be in line with its guidance of c.50%.

“We expect profit before tax for the full year to be slightly ahead of current analysts’ consensus of £188m. This

“We are pleased with trading so far in the new financial year. Whilst the consumer outlook remains uncertain, we will keep focussing on delivering outstanding value and relevance to our customers. We will continue to invest thoughtfully for the future and are excited by the opportunities ahead to achieve further market share gains.”

Furniture wholesaler to host in-house event

Furniture supplier Kettle Home has announced it will be hosting an inhouse event. Located at its showroom in Corby, the in-house event will take place from 20-23 August 2023 and be the platform where Kettle will unveil its latest product launches.

Commenting on the event, Kettle Home said: “This is a unique opportunity to learn about our customer focussed business objectives and see our first product launches under the new Kettle Home brand. Visitors will get exclusive access to some fantastic package deals and discover our new product lines first hand.

“Coupled with our recent price reductions and repaired stock position on all core ranges, we know you will find exactly what you need to refresh your in-store displays for the busy trading period.”

Independent designer furniture retailer relocates store

Independent furniture business

Maven Furniture has relocated to a new space, celebrating almost 10 years of trading.

Maven Furniture, which was cofounded by sisters Catherine and Patricia McGinnis, has moved from the Reid Memorial Hall to Lisburn Road in Belfast.

The new store, formerly a Bank of Ireland location, has undergone a significant refurbishment and will allow the business to stock and offer more brands as it continues to expand.

Maven Furniture, sells designer homeware, lighting and furniture, commented on the opening: “Almost 10 years ago we took a chance and signed a lease on this beautiful building with an instinct that we

weren’t the only ones who would love to see a beautiful shop selling the furniture and homeware that we love, in Belfast.

“Thank you to everyone who visited us at the Memorial Hall, whether to buy a piece of furniture, a little gift for someone special, to attend a Maven session or just for a natter. We have made so many friends along the way. Without you all there would be no Maven. We’re excited about the next stage of the Maven journey.

“The response we’ve had has been amazing. We are feeling the love! We have had such a lovely response from all our customers old and new, and been warmly welcomed by all our neighbours. We want to say a huge thank you to everyone who has helped us get here… we’ve had an amazing team around us. We’re honestly the luckiest ducks.”

The Manchester Furniture Show to return

Clarion Retail, organisers of The Furniture Shows series, has announced the return of the Manchester Furniture Show, which will take place at Manchester Central from 10th-11th July, 2024. After a brief hiatus, this relaunch aims to bring together a wide range of furniture manufacturers, brands, industry professionals, and furniture enthusiasts for a showcase of design, innovation, and networking opportunities.

MattressTek launches new sub-brand

Lancashire machinery manufacturer

MattressTek, known for its range of machines used in the manufacturing, production and processing of beds and mattresses, as well as the components needed in those areas, has created a sub-brand, AutomateTek, to promote its expertise in the provision of solutions to issues that manufacturers; across industrial, material handling and packaging; are facing.

Conran Shop posts sales rise

High-end designer furniture retailer

The Conran Shop has reported a growth in sales as turnover climbed towards £30m. According to its latest filed accounts for the year ended 27 March 2022, total sales rose 64.5% to £26m from £15.8m in 2021. Pre-tax losses widened to £7.9m from a loss of £2.3m recorded the previous year. Stated within its report, the company said it has implemented a restructure plan to re-focus the product offering along with streamlining business operations across all of its sites.

Garden furniture retailer saved from administration

Garden furniture retailer Moda

Furnishings has been acquired out of administration in a rescue deal by furnishings group Giomani Designs.

Sam Woodward and Tim Vance, both of Ernst & Young LLP, were appointed as joint administrators of Moda Furnishings Ltd on 14 July 2023. Following the appointment, the business and certain assets was sold to Giomani Designs Limited, saving all

75 jobs with the company continuing to trade under the new ownership.

DFS reports record market share

Upholstered furniture retailer DFS has reported record market share gain and is in the strongest position it “has ever been”. According to its latest trading update for the 52-week period to 25 June 2023, full year 2023 market share increased to 38%, with gross sales growing by 15% compared to the comparative pre pandemic period (FY19), while down 4% year-on-year. Underlying profit before tax and brand amortisation for FY23 is in line with previous guidance at slightly above £30m despite the market being “significantly worse than expected”.

Glasswells launch new website

Independent furniture retailer Glasswells Home Furnishings Stores has announced the launch of its new website. The new and improved website showcases a huge selection of furnishings as well as offering the option for customers to book free measuring for curtains, blinds and flooring online, while also retrieving quotes and make use of the free click and collect service.

UK half year sales remain solid at Roche Bobois

French furniture business Roche Bobois has reported a growth in second quarter and half year sales. According to its latest trading update, total sales during Q2 2023 rose 6.9% to €117.7m from €110.1m against the same period last year. Half year sales were up 9.2% to €221.7m. “In Q2 2023, the UK posted solid revenues at the same high level as last year, at €6.4m versus €6.5m in Q2 2022,” the company said. “At the end of H1 2023, revenues totalled €11.7m versus €11.5m.”

Beter Bed agrees to €168m takeoverr

Dutch furniture group Beter Bed Holding has accepted a takeover bid from Torqx Capital Partners, valuing the company at €168m. Beter Bed and Torqx has agreed a recommended all-cash offer of

EUR6.10 a share, which represents a 107% premium to Beter Bed’s closing price of EUR2.95. Beter Bed’s board considers the offer represents a highly attractive proposition and is in the best interest of all stakeholders and values 100% of the shares at approximately €168m.

Bensons sales reach £240m

National bed retailer Bensons for Beds has reported sales of almost £240m although losses reached over £30m. According to its latest filed accounts for the year ended 24 September 2022, total sales generated £239.4m, while pre-tax losses amounted to £31.1m. Compared to shortened period, from 25 April 2021 to £25 September 2021, sales stood at £101.9m with a pre-tax loss of £3.3m.

Sharps sees sales grow towards £130m

Fitted bedroom and home office furniture retailer and manufacturer, Sharps, has reported a growth in sales. According to its latest filed accounts for the year ended 2 October 2022, total sales rose 12.9% to £126.9m from £112.4m in 2021. Pre-tax profit resulted at £17.1m compared to its profit of £24.2m the previous year. During the period, Sharps reduced its showrooms by 21, resulting in a year-end number of 41 locations, adding to the 15 showrooms closed the prior year.

Independent retailer closes one store

Independent furniture retailer Price Less Furniture has closed one of its two stores. The retailer closed its Dover store, situated on Biggin Street, on 31 July 2023 due to the location no longer being “financially viable” anymore. Price Less Furniture said that its remaining store on East Street in Faversham, Kent, will remain open as usual.

ScS names new CFO

Upholstered furniture and flooring retailer ScS has announced the appointment of Mark Fleetwood as its new Chief Financial Officer (CFO). Mark will join the Board of the Group and take up his role as CFO on 4 September 2023. He has significant retail and PLC experience, most recently serving a five-year term as CFO of END. (endclothing.com).

ON

BIG SOCIAL August

Share your news with us and email dan@bigfurnituregroup.com

Land of Beds

Introducing our newest addition to the sales department. Welcome to our Land of Beds family, Lucy!

Furniture Village

MattressOnline

The MattressOnline team and James Wilson recently had the pleasure of meeting Mike Hobson and Stuart Page of Sleepsense International at their showroom in Somerset to talk all things pillows! Thanks to Mike & Stuart for their hospitality, we had an insightful & enjoyable visit and look forward to seeing you both again soon.

Toons

Well done to team Toons for raising £1,800 pounds for race for life. They did this to honour the memory of a much loved member of the team who unfortunately lost his battle with cancer recently. All money raised is being donated to cancer research. Mark would have been proud of you all.

It’s been a month of celebrations at our Group Office with three Long Service Awards. Emma Myers, Product Launch Lead - 10 years; Julie Gibson, Accounts Payable Supervisor - 20 years; Phil Moon, IT Service Support Manager - 25 years. It’s the people that make our special family business what it is, and we couldn’t be prouder to recognise the enormous contribution all three of you have made to the success of Furniture Village over the years. Thank you all and congratulations!

Fishpools

Congratulations to Belinda Peacock, who is celebrating 25 years at Fishpools in our accounts team! We wish you a very happy anniversary!

Tempur UK

Some more fantastic images we got from our launch event at the Science Museum last week. The future of sleep is here!

A look at what’s been going on over social media channels.

BIG INTER VIEW

and why educating people in this area is crucial.

Let’s start with you. Can you share a bit about yourself and your background?

I’ve been working at Harrison Spinks, a luxury bedmaker based in Leeds, for 21 years. I joined the business in 2002 as an engineer, where I started out operating and repairing the spring machines, which create pocket springs that go into our mattresses. Over the years, I’ve worked across many departments in the business including being a Quality Manager, Health and Safety Supervisor, Components Production Manager and Group Manufacturing Manager, eventually working my way up to Operations Director where I oversee pretty much everything that goes on in the Factory.

What is your current job role and key responsibilities?

I started as Operations Director in 2021 and I’m currently responsible for around 300 employees across the business. I closely monitor every process on the factory floor, from the pocket spring department where my career began, to the weaving department and fillings department, right through to the quality control of the finished mattresses. During my time here, Harrison Spinks has continuously invested in my expertise and career development, so I’ve been in many roles where I’ve been able to help develop products, help set up new sites, and also enhance quality control as well as learn everything there is to know about mattress production.

What do you love about your job?

Every day I get to interact with people from all sides of the business who all have the most amazing stories and backgrounds. I know every person that works with us by name because of how many different areas I work across, and I spend a lot of time with them, from the shop floor to the boardroom.

Our commitment to investing in product innovation is really what’s kept me so invested in the company for all this time. It’s a top priority and we’re constantly thinking about opportunities for improvement when it comes to our customers, our impact on the environment, and within our working practices and production.

Chris Townsley, Operations Director at Harrison Spinks, talks about his role at the business, sustainability

WITH CHRIS TOWNSLEY

What time is your alarm clock set for?

Each morning I have two alarm clocks set for 5:45am and 6am, as I need the extra 15 minutes in the morning to wake up properly – as I’m sure you can imagine, my wife loves my use of the snooze button! Having woken up so early, a coffee is an absolute must as soon as I arrive at work, before I get into my day solving any issues that arise efficiently, starting down at the spring department and working my way through the rest of the factory floor.

Why did you choose to work in the furnishing industry?

I originally started working as an engineer after completing an Industrial Sewing Machine Engineer apprenticeship and once I joined Harrison Spinks, I was amazed by all the different departments and elements that went into making components and mattresses. Over time I got to see more and more of these areas and learn everything about bed production, so it then became clear that this was the industry for me.

Who do you most admire in the industry and why?

In an ever-changing industry with constant innovation and strategic planning needed to better our products, I’d have to say our owner, Simon Spinks. He’s very forward thinking, and this gives us the autonomy to think outside the box and create not only award-winning products but ones that have the environment in mind through all stages of production, from sourcing the materials ethically and locally,

I think we could educate more people on production and what goes into making such unique products, as I think consumers would find it fascinating to learn how things are produced more responsibly.

to ensuring the components can be recycled at the end of their life, which I think is very admirable. He also creates a really positive culture within the business so that it’s enjoyable and exciting to work for.

Have there been any special moments during your career?

There have been so many that it’s hard to list them all. The introduction of Micro Coils – our patented world first glue-free spring system - was a very special moment indeed, especially since this allowed us to win our first (of many) Queen’s and King’s Awards for Enterprise in Innovation from as far back as 2013. Some other notable moments would be the integration of our Yorkshire Farm to grow hemp for our natural fillings, the introduction of

drawing our own unique fine wire in partnership with British Steel, proudly bringing weaving back to Yorkshire with our state-of-the-art weaving looms, and of course the many awards we have won along the way.

What is your favourite item of furniture you own?

Well, I will obviously say my bed has to be my favourite piece of furniture because I just couldn’t live without it, and I sleep so well on mine – hence needing more than one alarm to get up! We spend between six and eight hours a day sleeping, so it’s imperative to have a comfortable mattress. I have one of our Wensleydale pocket sprung models which is made with eight layers of luxury fillings, including British wool and mohair from Angora goat, as well as our signature hemp and flax from our farm.

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

With sustainability and carbon footprint at the top of everyone’s agenda, the ability to make stylish, modern, yet comfortable products that are better for both people and the environment is definitely at the forefront of the industry now more than ever.

We have been making ethical choices and creating eco-friendly products for decades, while establishing our partnerships with British manufacturers and suppliers. Whether it be using locally sourced materials such as the British wool, hemp and flax from our 300-acre farm, or the absence of harsh chemicals within our products, we’re really proud of our eco-credentials and always strive to make the most environmentally friendly choices we can.

What would you change in the industry?

I think we could educate more people on production and what goes into making such unique products, as I think consumers would find it fascinating to learn how things are produced more responsibly. It’s important that we value both ethical production and innovation. As an industry, we could all do more to place importance on things such as sourcing eco-friendly materials and looking after the environment within our businesses practices.

Can you share an insight into your future plans?

We’re always developing and innovating to continually strive to make our mattress products as ecofriendly as possible, working hard to streamline processes and ensure our premium mattresses are created through a combination of ethical production and using responsibly sourced, local materials. For example, we are constantly looking to put even more effort into reducing waste within our factory, as well as partnering with even more British businesses to source our materials.

What do you enjoy most outside of work / free time?

After being quite active in the factory all day, I love to chill out by watching a good series or documentary, especially crime programmes. Let’s just say, I reckon I am not far off being able get away with murder…

What might someone not know about you?

I am a big foodie and I love to eat out and try different cuisines from various parts of the world, with their local beers to wash it down. My favourite food has to be Thai food, and I can’t get enough of Rosa’s Thai in Trinity Leeds which isn’t too far from the factory – if you’re ever in the city I’d definitely recommend.

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

Since my love of food, I’d either be a Food Critic or presenter of the Great British Bake Off. I reckon I could definitely be the next Noel Fielding.

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

I would be an Ottoman base as it is such a diverse piece of furniture and has more than one use - holds the mattress, has great storage, and looks good.

5 FUN QS:

If you could hack into any one computer, whose computer would you choose and why?

Bill Gates (in the hope of finding his bank details).

What fact amazes you every time you think of it?

I’m always amazed at how my wife puts up with me. She is probably the most educated person on mattresses to say she doesn’t work in the industry.

What’s the most spontaneous thing you’ve ever done?

One Friday back in 2018 I decided I would like to go on holiday and boarded a plane four hours later. We travelled to Dublin and hopped on a train over to Galway which is a fantastic place. It was in November so the Christmas market was spectacular and we had a great time, and I was back in time for work on Monday!

What is the most important object you own and why?

My coffee cup – it’s a daily necessity.

What did you think was cool when you were young but isn’t cool now?

I used to own a shell tracksuit back when it was ‘cool’ – I am glad there is no photo evidence I had one.

The Big Furniture Awards

A BIG congratulations to all of the Big Furniture Awards 2023 winners. In further recognition of the awards, here are some of the winners who shared their pictures on being named the best of the best in the furnishings industry. Here are your 2023 Big Furniture Awards winners.

Anthony Lewer

GFW

Paul Furey

Fara Butt, Shire Beds

Laura Manca

Louise Hardy Gary Birch

Devonshire Team

Furniture Sales Solutions

James Leach

Woods Packaging

Robin Sutherland and David Hewitt

NBF

Ulster Carpets

Rachel Cooper and Emma Rackley, AIS

Philip Gant

Shire Beds

One Call

Gallery Direct Best UK Furniture Supplier Best Accessories Award

Sealy

Best

Agent/Rep

James Leach

in North West England

I’m absolutely thrilled and honoured to have won this award! It’s an incredible feeling to be recognised for my hard work and dedication. I want to express my deepest gratitude to clients for selecting me as the recipient of this accolade. This award represents the culmination of years in the trade, from working in furniture retail, to getting out on the road selling, and having a passion for our industry, service and products. I also want to extend my appreciation to the brands I work with, colleagues, friends, and family who have supported me throughout this journey. Their encouragement, guidance, and belief in my abilities have been invaluable.

Best Agent/Rep

Colin Boyce

in South West England

I am really pleased to have been selected for this but even more pleased that two of my work mates have also won the award, both Gary Birch and James Leach work with me at Furmanac, which is just fabulous. I think the cherry on the top is that James and I, who run Mattsons Beds together, are celebrating that Mattsons won the Best High Quality bed supplier AND the Soulful bed won the Best Product award too!

Best Agent/Rep

Gary Birch

in South East England

I’m absolutely thrilled and honoured to have been chosen by the industry. I’m excited to receive the certificate and trophy, and can’t wait to celebrate with the goodies in the hamper.

Best Agent/Rep in the Midlands

Paul Furey

I’m absolutely delighted to have been chosen as the best agent in the Midlands. I’d like to give a big shout out to all my retailers who voted for me and also to the manufacturers who support me Meridian / La-Z-Boy / Kyoto.

Best Agent/Rep in Wales

Anthony Lewer

A huge thank you to everyone who voted and being chosen as a regional winner, it really does mean a lot. Couldn’t have done it without great support from the back office and great products to sell at Devonshire Living.

Best Agent/Rep in Scotland

Laura Manca

I’m so honoured and feel privileged to receive this award amongst so many worthy peers and would like to thank all of my Retailers that voted for me. I’m touched that my efforts, dedication, and hard work have been recognised in this way.

Best Agent/Rep in Northern Ireland

Louise Hardy

I am absolutely delighted. A place very close to my heart, where my customers and colleagues are also friends. It is my luck to proudly promote the Shire Beds brand in Northern Ireland. Thank you.

Best Agent/Rep in Ireland

David Collins

I’m absolutely thrilled to have won this award particularly as it was decided by my customers. It’s a real honour. I would like to thank all the customers who voted and also the internal sales teams at Asiatic rugs (Angelique and Lou), at Turner Bianca bed linen (Lee, Neil and Suze) and at Biederlack throws (Sophia) who made this possible..

Big Personality - Paul Glasswell

It’s the whole team at Glasswells that has a big personality and a big presence – from our friendly approach and expert knowledge, to a willingness to always go the extra mile and provide a five star service. I am proud that the name ‘Glasswells’ is so widely respected and recognised in the furniture industry.

Best Agent/Rep in North East England

Philip Gant

It has come as a lovely surprise. I take great pride in what I do and try to provide the best for my customers. Knowing this is appreciated is a wonderful feeling.

Managing Director at Glasswells

Best UK Furniture Supplier

Gallery Direct

Best Overseas Furniture Supplier

Annaghmore

Outstanding Supplier Product

Soulful by Mattsons Beds

Best Supplier for Customer Service

Devonshire Living

Best Supplier for Delivery Service

Core Products

Best Supplier for Retail Staff Training

Sealy

Best Supplier for Packaging Products (wrapping)

Woods Packaging

Best Supplier for Sustainability Story (Green Credentials)

Green 2 Delivery

Best Supplier for Display Support (Point of Sale)

Furmanac

Best Bed Supplier (High Quality)

Mattsons Beds

Best Bed Supplier (Mid Range)

Kaymed

Best Bed Supplier (Value Range)

Shire Beds

Best Mattress Supplier

Sealy

Best Bedroom Cabinet Supplier

One Call Furniture

Best Upholstery Supplier (Bespoke/High Quality)

Buoyant Upholstery

Best Upholstery Supplier (Fabric)

Ideal Upholstery

Best Upholstery Supplier (Leather)

VIDA Living

Best Occasional Chair / Recliner Supplier

Sherborne Upholstery

Best Living Room Cabinet Supplier

Devonshire Living

Best Dining Cabinet Supplier

Devonshire Living

Best Carpet Supplier

Ulster Carpets

Best Rug Supplier

Think Rugs

Best Accessories Supplier (Lighting/Giftware/Pictures/Mirrors)

Gallery Direct

Best Children’s Furniture Supplier

Birlea

Best Flatpack Furniture Supplier

Core Products

Best Home Office Furniture Supplier

GFW

Best Garden/Outdoor Furniture Supplier

Daro

Best Staff Sales Training Company

Furniture Sales Solutions

Best Software Company

RetailSystem

Best Sales Promotion Company

Greenwood

Best Buying Group

AIS

Best Furniture Trade Show

NBF Bed Show

Best Flooring Trade Show

The Flooring Show

Best Finance Provider

V12 Retail Finance

Best Furniture Care/Repair Company

Homeserve / Emmiera Group

Best Warranty/Product Protection Provider

Staingard

Best of the Best

Gallery Direct are delighted to have won two awards, Best UK Furniture Supplier and Best Accessories Supplier in this year’s Big Furniture Awards.

Peter Delaney, Sales & Product Director, told us, “We would like to thank everyone who voted for us – it is fantastic to win one award, but we are really honoured to have won two. It is fabulous to be recognised by the readers, it makes the awards really special.”

“We continually work hard to offer customers a wide choice of quality products at value for money prices,” continued Peter, “regularly bringing new lines to market to keep our offering fresh for our customers. Our furniture catalogue offers a fantastic choice of living, dining and bedroom pieces, including cabinets, tables, seating and bedsteads, as well as our UK made upholstery, beds and mattresses which are handmade at our Wiltshire factory. Our SS23 Collection introduced over 125 furniture items, giving a wide choice of styles and pieces.”

The new furniture lines include the stunning Highgrove range which features beautiful rich tonal mid brown Mindy wood solids and veneers featuring inlaid bookmatched details. It offers a timeless ‘new traditional’ look, with its elegant style with a modern touch. The range has a selection of living and dining room pieces, including a practical extending dining table which can seat up to 10 people when extended with the butterfly centre leaves. The Madison range offers the same design and selection of pieces but in a wonderful dark walnut finish.

To accompany the furniture, Gallery offer accessories, textiles, lighting and wall décor, so you can complete the look, as well as their outdoor living category. All Gallery’s current products are on their website, where customers can easily check availability, place & track orders, and access their invoice history. Stock is held here in the UK ready for quick delivery by their in-house transport team.

To find out more, take a look at their website, www. gallerydirect.co.uk, or contact your Key Account Manager.

01795 439159

www.gallerydirect.co.uk

sales@gallerydirect.co.uk

Newington Table & Bench with Manford Chair

Highgrove Extending Table & Chairs

Liberty Modular Sofa, Datsun Armchair and Burley Coffee & Side Tables

An Accessory for Everyone

Winning both the Best Accessories Supplier (Lighting/Giftware/Pictures/Mirrors) and Best UK Furniture Supplier in this year’s Big Furniture Awards is Gallery Direct.

Peter Delaney, Sales & Product Director, told us, “We are delighted to have won these two awards and we would like to thank all the readers who took the time to vote for us. It is great to be rewarded for all the hard work the team puts into designing and developing all our ranges, paying great attention to detail, not just to individual products, but also to collections and in pulling together key looks.”

Over the last few years, Gallery has massively extended their product offering across all their categories which include home accessories, lighting, textiles and wall décor, as well as furniture, made to order upholstery, beds & mattresses and outdoor living.

Wall décor is where Gallery began, over 50 years ago, and their mirrors offering is now incredibly extensive with over 500 lines, so there really is one to suit everyone. They even offer outdoor mirrors, which, as with indoor ones, are ideal for creating an illusion of space in smaller areas and adding light to darker corners, as well as for giving a focal point and interest. Gallery’s wall décor collection also features a great selection of wall art, in a wide variety of styles, along with clocks, shelving and storage units.

On the accessories side, Gallery’s catalogue includes vases, pots & planters, decorative ornaments, and candles, holders & lanterns, including a selection for outdoor use, along with faux flowers & plants, kitchen & table ware, and a wide range of Christmas lines. The range of products and designs offered ensures there is something to suit all tastes and styles.

Their lighting collection features floor & table lamps, ceiling, pendant & wall lights, and outdoor lighting, again offering a wide and varied selection of styles. As well as being practical, lighting can add ambience and interest to both interior and exterior spaces.

Gallery’s soft furnishings catalogue offers a fantastic selection of lines, including cushions, throws, bedding, kitchen & table textiles, seating pads & occasional seating, doorstops & draught excluders, and rugs, along with a wonderful selection of festive lines. The collection even includes cushions, throws and rugs for outdoor use.

All Gallery’s current products are on their website, where customers can easily check availability, place & track orders, and access their invoice history. Stock is held here in the UK ready for quick delivery by their in-house transport team.

To find out more, take a look at their website, www.gallerydirect. co.uk, or contact your Key Account Manager.

01795 439159

www.gallerydirect.co.uk - sales@gallerydirect.co.uk

Selection of SS23 Mirrors

SS23 Accessories

SS23 Cushions

Three is the magic number for Devonshire

Devonshire Living, the proud recipients of not one, but THREE Big Furniture Group Awards (2023), reflect on the achievement after a transformative year.

Devonshire Living have undergone massive internal changes since Managing Director, Nicolle Hockin, took control of the business in 2019; just as Covid-19 began to spread worldwide. Since then, the new leadership team have been working tirelessly on processes and efficiencies to streamline the business, as well as modernise products and company culture.

On winning the ‘Best Supplier for Customer Service’ award in particular, Nicolle said: “We are over the moon to have won what we consider to be the most important category of the entire awards. We would be nothing without our customers, after all. As a business we have gone through many changes recently, in the last 12 months especially, and to get some indisputably positive feedback that those changes are working has given the team a massive boost of morale.”

When asked what kind of changes might have led to this win, the company identified four key areas.

Value added services

Late in 2022 Devonshire introduced a new Direct Home Delivery service in partnership with Domestic Distribution. A complementary facility to add alongside their already wellestablished lorry, van and pallet delivery options, this service has been growing in popularity since its debut. Nicolle added;

“This is our third trial of DHD services in the last few years, as the two previous companies we worked with had excessive handling damage or other administrative issues. With Domestic we offer a white glove 2-man service including product unpacking as standard, so the customer is getting the full experience and we know it’s arriving safely. Working with Domestic has been a much smoother experience and we’re very pleased with how the service is progressing.”

Early this year, they also launched an upgraded Trade Ordering Portal, complete with full product portfolio (including

images, dimensions, and other useful information), download hub for digital brochures and pricelists, live stock-feed, and of course a much improved, user-friendly ordering system. The platform has gone down extremely well with existing customers, with an emphasis on how easy it is to use, and the volume of resources it contains.

Encouraging customer feedback – and acting on it

Devonshire have been focused on upgrading their product portfolio, the results of which should begin to take shape towards the end of this calendar year and in to 2024. Recent launches include a brand-new painted range which has been exceptionally well received, adding new benches and bench pads to their seating options, and adding a new painted table selection in to their popular Dorset Painted collection – all developed based on recurring customer requests.

One of Devonshire’s key USPs (unique selling points), is their paint spraying facility. Retained from their manufacturing days (and how the company first began), this resource gives the business the ability to recolour all of their imported painted ranges, to give a range of colour options for different aesthetics. Again, based on regular customer comments, Devonshire are in the process of upgrading their colour palette to provide more commercial choices, and will be taking the shortlisted colours out to customers for direct opinions in the coming weeks.

Not just in product development, but customer feedback has also been central to the way the company, and especially the customer service office, reacts to enquiries. With a more flexible approach to back up their already exceptional service levels, it is unsurprising that Devonshire’s new culture has gone down well with their client base.

Improving sale materials

Point of Sale materials are ever important, especially now that end consumers have so much choice at the press of a button. Devonshire have been working on improving their CGI imagery in particular, working with Chilli Pepper Designs to modernise and refresh their available images. This includes new room sets to give an overall inspirational view of a range, lifestyle images and cameo shots, and individual images including shots of all the separate colour options on painted ranges.

Putting the customer first

Spring of this year brought Mike Brown and Anthony Lewer in to the fold as Area Managers for the North and South of Britain respectively. The pair have been hard at work visiting their respective customers and adding that face-to-face interaction that Devonshire had been missing for the past year.

Look out for Devonshire at the Autumn Show this October, where they will be showcasing three brand-new stocked collections.

www.devonshireliving.co.uk

One Call is all it takes

Paul James, Sales Director at One Call Furniture, reflects on their recent award win as well as sharing an insight into recent developments.

One Call Furniture has been one of the leading names for British made, assembled bedroom furniture for over 20 years. The business has continued to evolve and invest through this time, from production and packaging to transport and its team. Being recognised as a staple supplier within its field, One Call was recently named ‘Best Bedroom Cabinet Supplier 2023’ in the Big Furniture Awards – as voted by the industry.

Testament to its ongoing success and constant developments, Paul James, Sales Director shared his thoughts on the award win. “We are absolutely delighted to have been awarded Best Bedroom Cabinet Supplier 2023. This recognises our investment in manufacturing assets and the continued investment in our people.

“It is particularly pleasing as this award was voted for by our customers, which reinforces our belief that we are doing things right. We spend a lot of time discussing and

putting into practice the age-old ethos of the customer is right, maybe even when there is a grey area around the truth. Our customers have rewarded us with this award and we are extremely thankful for their support.”

As part of the business expansion since 2015, One Call have seen increased investment each year in factory machinery, enabling much of the product to be manufactured completely in house. It allows the flexibility to be able to offer its customers many different and exclusive options. Furthermore, One Call has invested in a box-on-demand machine that allows the business to pack and protect each piece of furniture in the best possible way, ensuring that its products arrive in perfect condition to customers.

On the product side, One Call also make a number of living room ranges, with new models recently launched, which has seen the business continue to go from strength

We are absolutely delighted to have been awarded Best Bedroom Cabinet Supplier 2023. This recognises our investment in manufacturing assets and the continued investment in our people.

to strength. Paul said: “In an everchanging market, it made complete sense to respond to our customer needs and introduce lounge furniture to our cabinet offer.

“We have been working on designs for a couple of years responding to our customers asking us for British made, sensibly priced, innovatively designed lounge cabinet. We answered that call from our customers with a complete range of new lounge products using mostly U.K. sourced materials.

“We have secured excellent orders and listings from our customers which comprise the leading names across Independent Retailers, National Groups and Mail Order sectors. With our speedy lead times and delivery coverage across the UK, we have seen more and more retailers trust us with supplying their cabinet offer.”

One Call Furniture are proud to be a British manufacturer and currently employ over 100 staff from their local community. “At One Call, we strive to support and encourage each employee in any way we can and this is reflected in their passion and dedication to their work,” Paul continued.

“We train our people thoroughly which enables them to produce results of the highest quality that we can all be proud of. From the back-office team to manufacturing, sales and distribution, everyone knows their job inside out and understands the importance it plays in the wider business. Our employees feel respected and valued and as the business grows further, we will continue to foster a working environment where anyone can contribute ideas and suggest innovations from the bottom up.”

Customer focus drives growth at GFW

We are working on a number of initiatives at the moment including moving to FSC, sustainable packaging sources, increased focus on design and supply chain optimisation and diversification. Our anniversary year is going to be a big one for us and our customers.

Over the last two years, furniture supplier GFW has been busy expanding and developing its business from personnel to products and practices. All of which has positioned the company in a place to push on with further growth moving forward. One particular area of the business that has performed strongly in recent years is Home Office. This has been recognised by the industry after GFW were named ‘Best Home Office Furniture Supplier’ in the Big Furniture Awards, as voted by the furnishing industry.

“Home Office has been an exciting new category for GFW over the last few years, which was supported from Covid and maintained thereafter,” Adam revealed. “We have more products that will be launched in Home Office sector over the following season and our recent award win is testament to the success of this expanding arm of the business. We’re delighted to receive such an award and would like to say a big thank you to everyone that voted for us. It’s a great honour.”

North West-based GFW, which remains family-owned, aims to do more than a regular furniture supplier, allowing access to all the tools needed to ensure a drop-ship business runs efficiently. With the company approaching its 15th anniversary in 2024, their experience in developing and delivering flat-pack furniture across the UK and European markets are second to none, as Adam explains: “GFW are here to streamline your drop-ship operations. Our team of dedicated industry experts have a wealth of knowledge across Sourcing and Development, Supply Chain and Logistics, Sales and Marketing, Systems and Integration, and Customer Experience. We understand the key aspects of drop-ship success and whether you’re a physical retail or ecommerce business, GFW have the solutions ready to drive your business forward.”

As part of its ongoing commitment to evolve and develop, GFW has expanded its team in the last two years with key appointments being made in Sales, Product Development,

Adam Miller, Sales & Marketing Manager at GFW, talks about the latest company developments as the business prepares to celebrate its 15th anniversary milestone.

From left to right; David Knight (Product & Quality Manager), Nikolai Mikac (Product Data Technologist), Adam Miller (Sales & Marketing Manager), Jowena Heyworth-Sumner (Key Accounts Manager) and Katie Almond (Business & Supply Chain Analyst).

Analytics and Supply Chain. Furthermore, this year alone has seen a core-focus on the customer experience, as Adam says: “2023 is all about Customer Experience for GFW. One of the notable changes this year is we intend to deploy our new Customer Experience portal to assist customers/consumers with their post-delivery support requirements, which should provide a cleaner and faster solution to issue resolution, while spare parts should be handled just as fast as full stock item orders.

“In other areas, we are also redeveloping our website for a 2024 launch to significantly improve on the current order portal and provide customer performance dashboards where they can gain insight/recommendations on their account and performance.

“Forward focus in product development also remains on providing high quality KD furniture, however we are working on a number of initiatives at the moment including moving to FSC, sustainable packaging sources, increased focus on design and supply chain optimisation and diversification. Our anniversary year is going to be a big one for us and our customers.”

Reflecting on the year to date, Adam said that business is positive despite the challenging climate every company is operating in at the moment. “The business is having a positive year with key partnerships continuing to flourish and new business taking off well. We are also accepting new accounts on a case-by-case basis too. Availability has returned from pandemic levels to be maintained at 95%+.”

As highlighted earlier, product development is at the forefront of GFW’s strategy. Adam confirmed a number of exciting new ranges currently in motion, while also revealing the success of one of its recently launched beds. “The Florence Boucle Bed, available in two neutral colourways, was launched in late-Q2. So far, it has delivered a strong performance and a range extension is planned for Q3 with further potential expansion for SS24.

“In our award winning Home Office category, we’re launching a new range, while our Catania is a new cross-category range for GFW, working with the timeless Herringbone style and two colourways. It’s had a big impact on the market and performance since launch, so we’re very excited about this one.

“Finally, the new Nervata range is fully FSC and massively on trend. It features black ribbed effect with accentuating brushed gold features on the handles and legs. This is due to launch in Q3 so watch this space. If you are interested in working with GFW, we encourage you to contact us via our website.”

www.gfwlimited.co.uk

Nervata Living Roomset

New product due to launch in Q3 2023

Catania Living Roomset

Brand new range just launched at GFW an expansion on the successful Bedroom collection

Florence Boucle Ottoman Bed Roomset Launched in 2023, first Boucle product from GFW – range additions to follow

Ideal Success

Denis Wilby, Sales Manager at Ideal Upholstery, reflects on their recent award win while also sharing current and planned company developments.

As a manufacturer of upholstered furniture products, Ideal Upholstery follows six key principles as part of its company ethos. These include Design, Quality, Value, Delivery, Guarantee and Service, as Denis comments:

Design, Quality and Value

“We aim to always bring commercial model/designs to market, using the best materials, frames, and components. We try our best to keep prices as competitive as possible, giving good value without compromising on quality.”

Delivery, Guarantee and Service

“We try to quote best delivery times and carefully handle deliveries, while offering a 10-year guarantee on frame, springs and construction. We strive to give the best

possible service from placement of order to dealing with any after sales enquiries as quickly and professional as possible.”

This ethos has led to Ideal Upholstery’s continuous growth and development, which hasn’t gone unnoticed, after being named ‘Best Upholstery Supplier (fabric) 2023’ in the Big Furniture Awards, as voted by the furnishing industry. On this recognition, Denis, who was presented with the award by Mandy Brown of key retail partner Harrison & Brown, continued: “What a pleasant surprise it was when we were advised by the Big Furniture Group that we had won the award.

“First of all, from everyone at Ideal Upholstery, we would like to say a big thank you to everyone who voted for us. It

gives a great feeling to the Ideal management and staff to know that their efforts are being appreciated.

“Ideal Upholstery began trading 32 years ago and the business owner David Robinson has always had a work ethic of striving for excellence, which shines through in all members of the Ideal team. The benchmark at Ideal is “if it is not good enough for our own mother and father, or for ourselves then it is not good enough for our customers”.

“At Ideal we like to think of ourselves as “old school” when it comes to how we do business and how we treat our customers and suppliers. You only have to read the side of the Ideal show van to see the six main priorities of the business.”

Denis added that over the past couple of years, there has been continuous price rises of raw materials and disruption to the supply chain. However, despite these pressures that the vast majority of UK manufacturers have been affected by, Ideal has strived to bring the best quality and value pound for pound of UK manufactured upholstered furniture. “We offer really good value for money.

“Yes, the current economic times are difficult for all, but even now Ideal remain positive and forward thinking,” Denis said. “We are currently in consultation with a leading furniture designer in order to expand our range of products, although somewhat ironically, these last few months have seen some of our tried and tested older models popping back into our top selling models charts. These include Richmond, Stratford, Wentworth and Renaissance to name but a few.”

Ideal Upholstery continues to be a member of ACID (Anti Copying in Design) and also has a policy of protecting its designs. “Our models/designs are all copyright registered. This has proved to be a great deterrent in prevention of copying by other manufacturers,” Denis revealed.

The Ideal Sales Team

Sales Manager, Denis Wilby 07970 759554

Sales Agents

Scotland, Donald Coltart 07831 188844

North East and Yorkshire, Martin Henry 07802 888676

Lancashire and Cumbria, Eddie Radcliffe 07831 226035

East Anglia, Tim Kirkham 07930 307523

West Midlands, Paul Nicholson 07934 346217

South West, Caroline Hewton 07850 625572

South East, Andy Clarke 07970 759554

Northern and Southern Ireland, Darren McKenna 07715 056105

One such product category that has been ‘moving’ in an upward trajectory, is their motion furniture. Over the last three to four years, Ideal has been busy in this area of the market and now says they are one of the leading suppliers of rise recliner chairs and recliner chairs. Denis explained: “We have a very busy autumn planned with the launch of an exciting new promotion on our British made rise and recliner range. In addition to this we also plan to introduce our new Warwick model with a new innovative action that will be available across our motion range, so watch this space.”

Another area of the business Ideal has been developing is their logistics division. The company plans to add a second

show van to further expand their reach with customers. “We are very shortly going to invest in another show van to increase the overall mobile showroom space, enabling the display of many more of the new products and innovations that are currently being worked on,” Denis said. “We’re excited about this investment and being able to bring our products to more customers across the UK.

“Finally, once again we say thank you to all of our loyal and valued customers, as without you, we would not be here. We look forward to seeing you all again very soon. If you would like to get in touch with our Sales Team or myself, we’re here to help so please do contact us.”

At Ideal we like to think of ourselves as “old school” when it comes to how we do business and how we treat our customers and suppliers. You only have to read the side of the Ideal show van to see the six main priorities of the business.

01325 361787

sales@idealupholstery.co.uk

FEATURES

It Makes Sense

Mike Hobson Founder & MD

Sleepsense International specialises in helping brands and retailers develop and launch new product propositions within the bedding category. Their unique approach to outsourcing streamlines the entire process, making it more efficient and cost-effective.

“As a third-party white label bedding company, we take care of everything from product development and sourcing to branding, packaging and shipping,” said Mike Hobson, Founder and Managing Director at Sleepsense International. “Our goal is to help our clients bring their vision to life and reach their target audience with high-quality, innovative bedding products.

“I first looked at the bedding industry after working for some of the biggest bed manufacturers in the UK and it was so fragmented in terms of buying and supply chain with customers having to use five to six suppliers to buy one type of pillow, for example latex, wool, natural or foam.

“There had to be a simpler way to serve the trade. This is why Sleepsense International was created. We’ve designed our model to be able to offer our customers a truly one stop shop –with a min MOQ of just one box delivered direct and with a choice of over 100

pillows all stocked with us. With choices from major brands like Sleepeezee, Airsprung, Mammoth, Millbrook and Pillowheadzz, plus many more, we really are a one stop shop.”

Sleepsense has partnered with a number of bed brands, as highlighted above, but their platform extends outside of the UK too. “We have partnered with some truly amazing bed brands here in the UK and are proud to have such great quality products and brands to offer to our customers,” Mike continued.

“We also have our international business where we offer both branded and bespoke products from the USA to Australia from our showroom here in Midsomer Norton, to our international showroom in Macedonia.”

As part of their bespoke service, Sleepsense can help in a number of ways, from product design, pricing, distribution and sales. Furthermore, the process of creating a bespoke product is simple, as Mike says: “We begin with a full consultation to understand your needs, goals and target audience. Our team will listen to your ideas and provide expert guidance to help you create the perfect product architecture for your brand.

“Our team will then work with you to create a detailed brief that outlines your product requirements and specifications. We will use this brief to create and build a product architecture tailored to your needs, ensuring that every aspect of your product line is aligned with your brand values and target audience.

“Our in-house design team will create graphic artworks for your products and in-store requirements, taking care of every detail to ensure that your products look and feel exactly as you envisioned.”

Another key element in the process is the ongoing support throughout and after creation. Sleepsense has a dedicated account support team, which is tasked to make sure the whole process runs smoothly and, most importantly, the customer is happy.

“Our dedicated account support team will be with you every step of the way, from the initial brief to the final launch and ongoing support. We will ensure that you receive timely updates and regular samples to ensure that your product line meets your expectations,” Mike said.

Mike Hobson, Founder and Managing Director at Sleepsense International, shares an insight into the company and why they are the trusted partner for bedding solutions.

None of this could be achieved without the support of their amazing team both here in the UK and abroad, which is headed up by Stuart Page, Global Sales Director, and supported by Clare Gibbons, Global PA. In fact, three members of Sleepsense International’s sales team where recently recognised as ‘Best Agent’ award winners in the Big Furniture Awards, as voted by the furnishing industry.

“Our dedicated sales team in the UK, three of whom recently one an agent of the year accolade, showcase our full product range. They would be happy to come and see you soon, so do get in touch and drop them a line,” Mike added. “We are also delighted with our Irish distribution partners Irwin’s who showcase all the brands in their showroom in Belfast.

“At SleepSense International, we are committed to providing exceptional service and delivering products of the highest quality. Our team of experts has years of experience in the bedding industry and a deep understanding of market trends and consumer preferences. Contact us today to learn more about our bespoke design services and how we can help your brand stand out.”

SCOTLAND: Graham Dixon 07711548093 - gdixon@dxn.org.uk

NORTH EAST: Ian Crowther 0793034077 - icagencies@btinternet.com

NORTH WEST: James Leach 07779335801 - james@jrlagencies.co.uk

MIDLANDS: Richard Jackson 07790252868 - rjagencies@outlook.com

SOUTH WEST: Colin Boyce 07876198938 - colin@thefurnitureandbedagent.com

SOUTH EAST: Clive Loe 07561609364 - cliveloe@btinternet.com

EAST ANGLIA: Gary Birch 07903187719 - birchtwins@me.com

IRELAND: Irwin Textiles - Andrew Hughes 07713052220 - a.hughes@ra-irwin-co-uk

Our goal is to help our clients bring their vision to life and reach their target audience with high-quality, innovative bedding products.

”

Clive Loe

Colin Boyce

Sleepsense International Sales Team

Ian Crowther

Clare Gibbens PA TO THE MD

James Leach

Stuart Page Global Sales Director

Gary Birch

Richard Jackson

Andrew Hughes

Graham Dixon

Spinks & Black

Family-owned luxury bedmaker, Harrison Spinks, has created a new British-made collection with long-standing partner Feather & Black, which features a new range of mattresses containing natural and responsibly sourced British fillings.

The premium range boasts 10 models, with the latest three mattresses recently unveiled in the range – Bennett no turn, Marlowe quilted and Conrad Ortho –luxuriously layered with British wool directly from farm to factory.

For superior comfort, there is an option to add an additional 5,000 spring count mattress topper, designed to provide an extra layer of comfort. The sumptuous natural fillings and additional layer of pocket springs creates a flexible, supportive surface for the ultimate sleep experience.

For the fabrics, the fifth generation bedmaker has partnered with fellow Yorkshire-based manufacturers Abraham Moon & Sons and Camira Fabrics which have both been producing natural and eco-friendly materials in the heart of West Yorkshire for more than 150 years.

The result is a premium patterned fabric option using quality, British-made textiles made from deluxe 100% wool.

Customers can choose from different levels of firmness for their mattress, which will feature Harrison Spinks’ industry leading Cortec™ spring technology, offering instantly adaptive support in a glue-free, recyclable spring system. Similarly, the new collection

includes a style available in orthopaedic very firm tension, providing highly individualised support for an enhanced sleep experience.

As an official partner of British Wool, all wool that goes into Harrison Spinks’ mattresses is completely traceable from UK farms, with each mattress made with natural and British fillings, including blends of ethically sourced hemp and flax, while being glue-free and FR chemical treatment-free.

Nick Booth, Managing Director at Harrison Spinks said: “We’re delighted to have been able to partner with Feather & Black once again on this exciting new premium range. This new collection incorporates our innovative Cortec technology, uses British and natural fillings and, as with all our beds, each mattress is recyclable and British-made.

“We love the fact that Feather & Black customers will be able to sleep soundly, not only on a bed which is adaptive for premium comfort, but also knowing that they’re supporting the local economy by buying a British made product.”

Laura Burnett, Furniture & Homewares

Buyer at Feather & Black, said: “This new range showcases the vast selection of great quality materials we have here in Britain, as well as a high standard of manufacturing that is both innovative and responsibly developed.

“We’re always excited to work with Harrison Spinks and we love the amount of variety available in this new collection, from premium British fillings and springs to the inclusion of top-quality British-made fabrics from Yorkshire-based brands.

“Local sourcing and ethical production have been at the forefront of these designs, demonstrating the key values for both Feather & Black and our longterm business partner Harrison Spinks.”

www.harrisonspinks.co.uk / www.featherandblack.com

This new collection incorporates our innovative Cortec technology, uses British and natural fillings and, as with all our beds, each mattress is recyclable and British-made.

Marlowe

Conrad Ortho

F&B-Bennett

Toons expand own-brand

Williams, Managing Director

Toons Home Furnishers, reveals their latest own-brand product.

of

Independent furniture retailer Toons Home Furnishers has announced the launch of its new own-brand mattresses.

The move into offering an own-brand UK manufactured mattress follows a successful own-brand carpets initiative, with Toons stating that it feels its customers can relate to its reputation as a strong and reliable brand.

Commenting on the launch, Huw Williams, Managing Director of Toons Home Furnishers, said: “The decision to launch the new mattresses as own brand was taken because we think the Toons Brand has a good enough reputation to stand in its own right and feel customers will relate well to it.

“We wouldn’t put our name to a low-quality product with these made in Britain and come with a five-year guarantee, which are also NBF approved. The mattress features 1,000 pocket springs with deep cotton fillings and are hand tufted. They have luxury 100% viscose panels and border.

“By own branding these we can offer our customers at around 10% below equivalent branded mattresses and still produce good margins for the business. It follows our own branding of carpets, which has been very successful for us.

“It is early days, but the reaction has been favourable from customers who want to get value for money, which is

becoming increasingly important to them in the cost-of-living crisis. We look forward to growing this area of our business.”

Earlier this year, Toons shared another year of growth throughout 2022, which saw turnover reach £5.5m, an increase of £1.4m on 2020/2021. Despite large capital investments in the business during this period, the company still turned a profit of £305,000 and ended the period debt free.

Included within these investments was the complete replacement of its vehicle fleet, moving from mainly leased to owned, which has reduced logistics costs and enhanced environmentally friendly processes.

“The key to our success is the people who I work with in Toons,” said Huw. “They provide a great and knowledgeable service to our customers and this leads to a lot of repeat business and recommendations and consistently high levels of customer satisfaction in our surveys.

Huw

“Most importantly, they enjoy their jobs and care passionately about the business, with the average length of service for Toons staff being around 25 years.

“We have been in business for 53 years in the East Midlands and have a good reputation for service and quality. We have a huge amount of repeat business and new customers from personal recommendations.”

Over the next 12 months, Toons will be installing solar panels, which will make the store self-sufficient in electricity and will also provide an additional income stream by selling the surplus. The move is part of its ongoing sustainability initiative, where the business is continuing to evolve its practices towards a greener future.

Huw continued: “We currently recycle all of our cardboard and mattress returns and around 50% of our plastic. We are seeking a workable solution for recycling carpet uplifts but are not there yet with that.

“We changed all of our lighting from fluorescent to LED, which in hindsight was a good decision due to the increases in energy costs, along with updating our vehicle fleet with more efficient fewer polluting vehicles. We sell a number of products, carpets and furniture made from recycled plastics and this is becoming an increasingly important trend from customers.”

The decision to launch the new mattresses as own brand was taken because we think the Toons Brand has a good enough reputation to stand in its own right and feel customers will relate well to it.

The complete customer journey

David Hewitt, Head of Global Support & Implementation at RetailSystem, talks about the complete customer journey when using the RetailSystem software and why it’s a must for every furniture and bed retailer in the industry.

Improve Processes

“If we are not fishing, we can at least be mending our nets,” says Michael McKeeffry, while I was on site implementing his RetailSystem just ahead of the recent Irish Furniture & Homewares Show in Dublin. There is no doubt as we navigate our way through the current lean and sometimes choppy sales waters, we need the very best in navigational tools to avoid those unseen dangers lurking below the surface!

Drive Sales

We don’t just want to survive though; we need to thrive! RetailSystem comes packed with tools to help you get the maximum from your client’s data, a full CRM linked to products and sales history, along with FurnitureTexts, the ability to send laser focused marketing messages directly to your clients, and if you wish, linked directly to a range or brand of furniture. All protected by the latest GDPR tech to keep you safe.

Tried, Tested & Trusted

RetailSystem has a proven record of over 19 years and has supported thousands of furniture and bed retailers in making the very best of business decisions when considering the unique data and statistics generated by their own operations.

Furniture & Bed Retailers Only

We are all in the furniture industry but every business is unique, getting to understand your requirements and objectives means that we can tailor our support to assist you getting the very best out of the software.

Invested for Growth

In order to support our growing client base, during 2022 we invested in new offices which are now home to a team of 14 support specialists at your service. Remember, RetailSystem support is free, so whether you are an existing client or thinking of taking up the industries number one, award winning software solution, we invite you to take full advantage of that.

A Complete Ecosystem

And it doesn’t stop there! With WebSystem Shopify & FurnitureKiosk’s we are now building, designing and implementing fully integrated, multichannel websites and sales solutions, tailored for our clients and all under one roof. This helps join up all the dots for our customers, all of which in turn can be accounted for using FurnitureBooks, our full integration with QuickBooks online! We provide the complete customer journey.

Receiving the award for Best Software Supplier 2023 is Robin Sutherland and David Hewitt

Easily Integrate with any Website

RetailSystem now integrates with any third party website bringing all the advantages of a single product database, live stock and real time sales order processing all fully supported.

Digital Warehouse

Create warehouse & showroom stock locations, print scannable sold, stock and location labels, interrogate stock levels and product history with a blip on your scanner. Plan & schedule customer deliveries based on time, area or postcode, print loading schedules, picking lists & delivery notes.

Our Customers Come First

JB McLean Interiors, a customer since 2020: “RetailSystem helps right across the board from cashing up, taking money in, proof of orders, to keeping your finger on the pulse and up-to-date with all these different elements. It has given me better control and covers every part of the furniture business. You can keep an eye on things too and see what has been ordered and sold by having all the information in front of you, all on one screen. We would definitely recommend RetailSystem to every furniture retailer in the industry. It’s fantastic and helps our business no-end.”

Sopha, a customer since 2018: “We use RetailSystem as our main CRM software as well as for keeping track of our inventory and orders. The system is designed to follow the customer journey, from initial product pricing through quotation, sale, Purchase Order, Delivery Scheduler and invoicing. RetailSystem is perfect for independent furniture retailers who are currently running a paper system or a cobbled together set of systems that are attempting to do what their paper system used to do. The familiarity of the steps and even the layout will really help retailers transition to the system without the headache we all dread when we think of learning something completely new.”

Sussex Beds, a customer since 2014: “RetailSystem helps our business from initial contact with our customers, through to delivery and customer service if required. RetailSystem is important to Sussex Beds as it’s the way we currently process our customers’ orders, with many databases to download important data. From one store to 15 stores, RetailSystem is a great system for processing customer orders in store and I would recommend to any retail store.”

Let’s Talk

We would love to show you how it all works with a visit or setup a zoom at your convenience. We’re here to help so let’s talk.

www.retailsystem.com/uk

We are all in the furniture industry but every business is unique, getting to understand your requirements and objectives means that we can tailor our support to assist you getting the very best out of the software.

Bed Show Countdown Begins

Recently voted as the Best Furniture Trade Show in the Big Furniture Group’s Biggies Awards, the Bed Show truly is regarded as the biggest and best event in the UK bed sector. The countdown is on until the organisers, the National Bed Federation (NBF) open the doors of the Telford International Centre for two days entirely dedicated to beds 26-27 September.

With more than 70 top industry brands gathering, the show celebrates the coming together of the very best in British and Irish bed manufacturing, their component suppliers and bed retailers from across the country. It is also an opportunity for visitors to network and speak face to face with an unrivalled number of experts in the field of beds.

This year, some of the biggest names in beds as well as smaller niche players will reveal the latest products and innovations to a captive market ready for the autumn buying season. For 2023, visitors can see the likes of Breasley, Deluxe Beds, Harrison Spinks, Highgrove Beds, Hypnos, Kaymed, Sealy, Silentnight and Vogue Beds – to name a few!

Setting the show apart from other furniture and bed exhibitions is the NBF’s stringent Code of Practice. Every approved NBF member manufacturer has undergone rigorous independent auditing to certify that they comply with UK regulations on safety, cleanliness of fillings and trade descriptions. Essentially, visiting retailers can be assured that the beds they buy will be everything they say they are.

Online retail visitor, Sharon Robson of MattressOnline, says: “The Bed Show is a real highlight in the calendar giving us the opportunity to touch base with our suppliers and peers and discover products and innovations that are new and upcoming to the industry. We look forward to the camaraderie and excitement of the annual event.”

Representing Glasswells, which clinched last year’s Large NBF Retail Champion of the Year and Outstanding Bed Store of the Year, Julie Valentine says: “The excellent selection of products on display at the Show provides a superb opportunity for us to plan our new ranges and there are always plenty of new innovations being launched to keep our Bed Department on top of current market trends.”

The Supplier Innovation Zone should be the first port of call for all purchasing managers of bed manufacturers and those that run their own mattress production units. The zone will host a selection of key component suppliers, including Apropa, Boyteks, Enkev, Handy Ltd, John Cotton Nonwovens, Legget and Platt, Spinks, The Vita Group, Wolf Components and many more.

Once again, visitors will receive complimentary refreshment vouchers to use at the many on-site cafes. There is plenty of free parking on site and entry to the Bed Show is free of charge too. Any visitors wishing to bring young children into the halls with them are encouraged to do so on the Wednesday 27 September.

The trade’s glittering event of the year, the Bed Industry Awards and Gala Dinner, returns on the night of Tuesday, 26 September. The awards are a celebration of what is good about the UK and Ireland’s bed industry and provide a perfect opportunity for bed manufacturers, suppliers and retailers to highlight their achievements from the past year.

This year, there are five awards for NBF member manufacturers and component suppliers and five awards for retailers that predominantly stock NBF member brands. Entries are still open for members to enter the coveted Bed Product and Component Product of the Year categories, which will be judged in-person during set-up day on Monday 25 September.

Top comedian Maisie Adam will host the event, welcome and entertain the 500 guests, and present the awards, sponsored by The Vita Group. Despite only starting on the comedy circuit in 2016, Maisie’s anecdotal material and self-deprecating charm have quickly won her praise across the country.

The Yorkshire-born comedian recently appeared at the Royal Variety Performance and has just finished her ‘Buzzed’ tour which took her all around the UK and finished at the Melbourne Comedy Festival in Australia.

Tickets are still available to book to attend the drinks reception sponsored by Hypnos, sit-down dinner and awards ceremony. To register to attend the Bed Show and to find out more about the awards and book your gala dinner tickets, please visit

www.bedshow.co.uk

GNG Expands Komfi Mattresses Range

UK mattress manufacturer GNG Group is adding to its popular Komfi mattress collection with the launch of its unique KomfiMed range at this year’s Bed Show.

Developed in response to consumer demand for products with a reduced carbon footprint, most models in the Komfi collection feature GNG’s Ecofoam, made from 100% recycled and re-engineered foam, resulting in a much ‘greener’ product which can be completely recycled.

Resilient, durable and naturally dust mite resistant, Ecofoam is ideal for use in mattresses. It also provides excellent body support and is recommended to its members by the Football Medicine and Performance Association as these mattresses help achieve the best sleep and, consequently, deliver the best performance.

The Komfi collections include the Unity range, launched last year, which provides an affordably priced mattress and is proving very popular. Offering excellent value as well as quality and comfort, Unity delivers the benefits of Ecofoam, and all models have a removable and washable soft knitted cover.

GNG has used its experience as an approved supplier to the NHS to develop its brand new KomfiMed range, an industry-first which combines medically-proven foam with TrueGel technology, plus the environmental benefits of Ecofoam. This product delivers excellent pressure relief while minimising motion transfer and regulating temperature to provide a peaceful night’s sleep.

Specifically engineered for enhanced support, the range gives excellent spinal alignment and relieves stress on joints. A highly advanced material known for its exceptional comfort and therapeutic benefits, medically-proven foam is crafted with precision and adherence to strict quality standards. It offers a supportive sleep surface while conforming to the body’s contours, and is available in soft, medium and firm options.

Richard Gretton, commercial director of GNG, explains: “Having provided some 70,000 products to the NHS this year alone, we wanted to bring this proven technology to the consumer market. KomfiMed is a truly unique product, combining the benefits of medically-proven foam with our exclusive TrueGel technology and ‘green’ Ecofoam. As innovators in the mattress industry and with our strong track record in healthcare, our inhouse team have been able to develop an exciting addition to our range.”

All Komfi mattresses also benefit from being vacuum packed, with the smaller packages easier to transport and resulting in a lower carbon footprint as well as being more compact to store so enabling retailers to hold more stock and provide quicker delivery to customers. Customers also have the convenience of being able to move the mattress to the room of their choice and unpack it at their leisure.

With purpose-built 40,000sq ft manufacturing facilities in West Yorkshire, GNG is one of the UK’s leading manufacturers of rolled mattresses in the UK and has been accredited as a carbon neutral company.

See the complete Komfi and KomfiMed range, along with Sonlevo and Nectar, on Stand D40!

Meet Sealy’s Top Trainer

Sealy UK, one of the UK’s leading bed and mattress brands, has been awarded Best Supplier for Retail Staff Training in our annual Big Furniture Group Awards. Ed Kirk, Sealy UK’s Sales Training Development Manager, spoke to us about what winning this year’s award means to the brand, what drives his team’s success, and what is in store for Sealy UK’s future.

Tell us a little about your background…

I was born and raised in the West Midlands and went on to study at university there. I moved to Australia in 2011 and after I’d lived there for five years, I joined Sealy. During my time here I worked with the sales team, responsible for Independent Retailers and Department Stores.

As the brand is the market leader in Australia, I was seconded back to the UK in February 2022 to help train the Sealy UK team on the new Posturepedic technology and product range. This then grew into helping to train Sealy customers and the In-Store sales people. I was once a tour guide for Worcester Porcelain, and I’m sure this background contributed to my love of engaging and educating.

We have seen steady growth in our training team over this time and we now have the largest team the business has ever had. I am staying in the UK indefinitely at this point, but I have a home in Australia and will return one day!

How do you feel about winning this award?

It really was a lovely surprise to win the award and to be voted for by our customers is always an incredible honour, there’s no better form of recognition for us! We really do care about our customers’ opinions and want them to have the best experience possible.

Awards like this are also fantastic recognition for the team, they put in so much effort with all of the Retailers, from Independents to Nationals and it really shows. Their hard work and dedication fill me with joy and I am so proud of their consistent hard work and determination. The work the team has done to get us to this point makes me excited when looking forward to what we can achieve in the future.

What’s the secret to your success?

The key to Sealy UK’s success, and the training team, is without doubt centred around the product range. Our research and development process is pioneering and people are always keen to learn about emerging technologies that are different and unique.

We use qualified scientific research and rigorous development and testing to ensure that we know every single one of our consumers is getting the best product possible, in line with our high-quality standards.

Our ultimate aim is to build “Posturepedic Conviction” amongst our customers and store staff. This means creating both understanding and belief in the Sealy brand and business, and in the Sealy Posturepedic technology and products. This in turn helps them to grow their business and capture sales.

Can you tell us more about your team of trainers?

We have a complete mix of different skill sets within the team, and watching them learn together and form a strong bond is truly great to experience. It’s been great to see them grow and develop, and witnessing them spread their passion and knowledge into the world is really rewarding.

The team has been instrumental in the whole process of the re-birth of Sealy here in the UK. From selling the range into customers, to helping roll out into stores, the combination of hard work has seen us reap the reward of delivering sales this year.

So, looking ahead, what’s in store for Sealy?

So many great things have happened in the last 18 months as we build the Sealy brand, I’ve even been interviewed by Eamon Holmes on TV.

And there’s so many exciting things in store for Sealy UK’s future! We have a huge new product launch coming soon, which is both brand new to the UK market and a first for the Sealy brand.

Myself and the team are really looking forward to bringing the launch to life, both in-store and online with our retailers and consumers and I can’t wait to see what else the future holds for the team at Sealy UK!

We have seen steady growth in our training team over this time and we now have the largest team the business has ever had. I am staying in the UK indefinitely at this point, but I have a home in Australia and will return one day!

www.sealy.co.uk

Out of this world

The result, TEMPUR® has introduced products that address people’s real sleep needs and includes the TEMPUR Pro® SmartCool™ mattress and pillow range as well as new bed frames. In fact, the new TEMPUR Pro® SmartCool™ mattress and pillow range features next generation TEMPUR® Advanced Material. Tobin James, Managing Director of TEMPUR® UK, says that this new formula offers “best ever pressure relief and distributes body weight more evenly and effectively, leading to a feeling of near weightlessness and further supporting the entire body throughout the night, aiding muscle recovery and mitigating joint pain”.

“Our team has poured decades of research – from our roots in space technology to working with leading universities, hospitals, elite athletes and sleep experts – into creating innovative products with powerful capabilities that go far beyond those of traditional beds or mattresses and have the power to truly transform the way we sleep,” Tobin said. “The pioneering Smart Base with Snore Response™ technology is one such product with the ability to completely reshape a customer’s relationship with sleep – and that of their partners too. Our research shows that nearly half of people surveyed suffer from disturbed sleep through their partner snoring. Therefore, it is no surprise that this product’s snoredetecting feature took the US market by storm when we launched it there around 18 months ago.”

The TEMPUR Ergo™ Smart Base features integrated Sleeptracker-AI™ sensors, which detect micro-vibrations generated by snoring and in response, gently raise the sleeper’s upper body by 12 degrees to open airways which may reduce snoring. The base also offers sleep coaching and analytics via an easy-to-use app, making expert-level, tailored sleep insights directly available to customers wishing to finetune sleep hygiene. The Smart Base can even be connected to Amazon Alexa devices to allow the use of simple voice commands to activate its various functions.

Mattress brand TEMPUR® recently unveiled an all-new product range at an exclusive launch event for retail partners at The Science Museum in London. Due for roll out in stores from Spring 2024, this launch marks the biggest product innovation in TEMPUR®’s signature range in eight years and follows an extensive period of research into the latest trends in sleep hygiene and sleep issues.

Tobin James, Managing Director of TEMPUR® UK, talks about their recent product launch and how it’s going to change the bed industry once again.

“To personalise the sleep experience even further and in a first for TEMPUR®, the new TEMPUR Arc™ bedframes include an adjustable bed base option, allowing customers to adapt their position,” Tobin revealed. “All new products now benefit from TEMPUR®’s SmartCool™ cool-to-the-touch cover that absorbs excess body heat and helps regulate the sleeping climate, which can improve sleep quality.”

The launch itself took place last month and was wellattended by furnishing industry heavyweights, all eager to get a first look. For Tobin, the launch was a big success. “The launch event at the Science Museum was a fantastic evening and a huge success. It’s been eight years since our last major product launch, so we wanted to do something special that celebrated both the new generation of Tempur products and also allowed us to look back at our achievements in partnership with our retail partners, which included us giving lifetime achievement awards to four of our early pioneering TEMPUR® UK retailers.

“As soon as the guests arrived, we knew it was going to be a great night and everyone was blown away by the location and our new products. We changed the bed industry when we launched 30 years ago, and we are going to do it again now.

“We work hard to ensure all our products are designed to provide solutions to real-world sleep problems, identified through extensive consumer research. The advancements in research and technology have meant that our solutions are now more innovative than ever, which is why the launch has come at the perfect time. A huge amount of investment has gone into developing the brand new TEMPUR® Advanced Material for our new mattress and pillow range which is a next generation formulation providing the best-ever pressure relief, motion absorption, and adaptability.”

As highlighted earlier, the new ranges will reach retailer’s floors in early 2024, allowing plenty of time for the team when orders hit. “We have given ourselves a long lead in,” says Tobin. “This is important as every model in the extensive TEMPUR® range will be replaced, and we want to make sure that the phase out of the old ranges and the phase in of the new is executed well. We know this is a big task but we have a talented team and we are confident we can do this well.”

In addition to the new product launch, the next year will be focused on ensuring consumer awareness and consideration levels remain high through continued investment in brand advertising, which includes a new TV advertising campaign, earmarked for around Easter next year.

“The past eight years have been very successful for the company and we have been able to grow the business significantly during this time,” Tobin adds. “Of course, it hasn’t all been plain sailing due to challenges in the economy over the past few years – Brexit, Covid etc - but even in those times we have continued to invest in our brand and focus on the consumer. Over the next 18 months we will be fully focused on ensuring that the new product launch is executed successfully.”

As soon as the guests arrived, we knew it was going to be a great night and everyone was blown away by the location and our new products. We changed the bed industry when we launched 30 years ago, and we are going to do it again now.

The Bed Expert

Vic Smith, owner of independent beds retailer Vic Smith Beds, talks about

knowing the times of trade and how specific, well-timed promotions can be a big benefit to both the customer and your business.

So, it’s August!

Here we are again, and if your trade is anything like ours, typically August is a slower month. People are getting a last-minute holiday deal somewhere hot and sunny, so don’t despair thinking “oh no!” Then it’s September, we’re back to school and (some, probably most) people’s money has been diverted to new laptops, shoes and uniforms or whatever else for the children.

This is where you need to sow the seed and be proactive. Say to people: “Did you sleep well on holiday? Is that because you had a bigger bed or just simply a nicer more comfortable bed? For the rest of the year, you’re going to sleep in your own bed. Has that seen better days? Maybe it’s time to get a new bed - it won’t break the bank but you will feel so much better, just like when you were on holiday. If your customers are anything like mine, they don’t want to buy and when they do they want it straight away.

As I keep saying, our job is to explain the industry, and explain to people if they want it quick, that they have to order now. Because manufacturers are shutting for a seasonal break and they’re going on holiday too, so the usual one- or two-week delivery now goes out in reality to four- or five-weeks delivery time. So, educate and encourage them to order now where they then can sit back, relax, and know that their new bed or mattress will soon be helping them to sleep better.

Again, it’s your job to point out the fact that a customer can take advantage of your summer sale and save money. Saving money has never been so forefront in everyone’s minds since the 80s. Also, you may want to consider it’s time to freshen up your stock - have a summer showroom sale. It’s a great time to freshen up your shop models, giving your customer a chance for instant delivery which I’m sure you can arrange or they can have a fresh model for a slightly longer delivery period.

Give your customer choices - because not everybody falls into one camp given the choice, which one they prefer to go

with, and that way they should be choosing between option one or option two - either way, they should be buying, and you as a retailer have to figure out what incentives you can promote to swing the “oh not sure there’s a lot of expense at the moment” to “that sounds good, let’s go”. Work on your closing and change it to suit your store! Remember, people want value, quick delivery and straight-talking sales staff!

Tailor your goods and your pitch to the month you’re in and the coming months ahead. This cash flow crisis is seeing a typical customer that would buy straight away taking two or even three visits to buy! With this in mind, don’t be surprised that your customer, that would normally take one or two extra visits, is now taking three or four. The fact they’ve come back three or four times is a good thing - they’re serious, so don’t be disheartened or annoyed you’re repeating yourself - it means you haven’t said the right things to close that sale and they’re giving you extra chances without them realising to brush up.

Show the incentives, show the benefits and the features, and if you don’t know the difference you should. As an example, an ottoman bed’s feature is that it has great storage. A benefit is you now know where to put those suitcases and they don’t have to be empty when you store them - you can put smaller suitcases inside or even your seasonal clothesbenefits work and may help your buyer do just that, buy.

www.vicsmithbeds.co.uk

The Bed that breathes

Back in April this year you may’ve come across one of our articles on the partnership between Tottenham Hotspur Football Club and Swedish bed and furniture manufacturer DUXIANA. A few months on, Big Furniture Group was offered the opportunity to either lace up our football boots and don it with the likes of Kane and co, or be put through our paces across three factory visits to find out just why the DUX Bed has gained global success. Naturally, and the obvious choice, was to try our hand at making some beds. Plus, having already been to Spurs and on the receiving end of a 5-0 thumping last year – we were keen to explore new settings.

Arriving in Sweden, the first stop of the three factory tour was located in Sösdala, just a short drive, which at times looked very similar to our editor’s Norfolk roots, from Malmö. Greeted by a nostalgic spring making machine – and current CEO of the

four-generation family business, Henrik Ljung, it immediately gave the impression of what was going to be displayed. Lots of history. “The family are hoarders,” Kevin Slade, Head of Next Gen at DUXIANA, said with a smile. “Obviously in a positive way!” And there’s good reason for it. DUXIANA has built its reputation over the last 90+ years due to the success and innovation of its core component, the DUX spring. The manufacturing process remains top secret to outsiders, and while no photos were allowed during the second factory tour – more on this later – there is truly a remarkable operation in place.

With regards to ‘hoarding’, the brand keeps hold of every machine and even design template to make sure none of their history is lost. It goes without saying, the storage facility requirements are on an impressive scale – so much so, the business has recently invested in more space just down the road, which is to house an expanded showroom and museum. Back to the current building, factory one, as we’ll label it for the purpose of the article, solely focuses on furniture production, including DUXIANA’s most famous model, the Jetson chair. Around 20 staff, all equally trained at each station, which takes between 12-18 months to master from rubber wrapping, tufting, gluing and adding the finishing touches, operate the factory, which is stress-free, calm and calculated.

“Plenty of the team here have been with us for decades,” Henrik said. “One employee has been with the business since 1980 and we have generations of families that work with the business, all mainly based in Sösdala too. A recent worker, who has now retired after 42 years, actually moved away in the last 10 years before retiring but didn’t want to leave and commuted by train two hours each way to remain here. We look after our staff and it shows in the products we produce too.” Attention to detail is key. Every employee was happy in their work too, which is all

We share inside access following our recent trip to Swedish bed and furniture manufacturer DUXIANA.

part of the wellbeing and family essence the business implements. Moving through the stations, we got the chance to hand press a button, while also learning that every single button made is hand pressed. That’s a lot of buttons. Although eager and full of enthusiasm, its best to leave the craft to the professionals. In keeping with the detail, it was here that we also gained an insight into all the components that make a DUX Bed – a bed that breathes, as well as being able to see inside before we set off to factory two.

“The DUX Bed is comprised of customisable components. Each component is replaceable and some even upgradable,” Henrik said. “Our top pad is not fastened to the bed for greater flexibility. The top of the mattress unzips to allow access to the Pascal customisable support system and the dual spring bases operate independently of each other. The result is a bed that cannot only be restored as it shows wear, but may be improved with the release of new accessories and technological innovations.

“An important and overlooked benefit of a spring system derives from the fact that the bed is essentially hollow. This allows air flow to be generated by the user’s movements. The streaming air can not only shuttle body heat out of the mattress, but can also produce the level of ventilation necessary to help combat odours, bacteria and fungus.”

In fact, the DUX Bed spring system, including its Pascal springs enhancement, is guaranteed against breakage for 20 years, but very often last beyond 30 years. As well as longevity being at the forefront of design, as is sustainability. “The idea behind the renewable design is that the DUX Bed may be the last bed you’ll ever need. Highest-quality materials coupled with over 90 years of heritage of Swedish

craftsmanship result in a bed made to last. Simply put, the longer it lasts, the fewer beds will end up in landfills,” Henrik added.

DUXIANA is also a recipient of the Oeko-Tex 100 Certificate. The OekoTex Standard 100 is an independent testing and certification system for textile raw materials, intermediate and end products at all production stages. This certificate confirms that their beds meet strict human-ecological requirements, being completely free of unhealthy or harmful chemicals.

Furthermore, the bed base is constructed with wood harvested from Northern Sweden, where bitter cold winters produce a slow growth pine that is “unmatched in strength”, while strong Swedish steel is the backbone of every DUX bed. The unique continuous-coil design, coupled with the finest steel allows DUXIANA to make one of the smallest, thinnest and most dynamic springs on

Fingal has 70 years in the rolling business and acts like the actually shape of a person rather than an oval roller typically found in most testing.

the market. The latex used in DUX beds is a natural product harvested from the hevea or “rubber” tree. The latex in its top pads improves longevity and provides contouring support. With support in mind, The DUX Bed has been designed to keep your spine in line, as Henrik explains: “When you sleep at night, your back does not necessarily get the rest it needs. Not having the right support can cause tension. That is why we design our products to align your spine through dynamic support. Imagine sleeping on a bed that adjusts to your shape and body movements. How does it influence you? Natural position, relaxed muscles, less pain, better blood flow, and a chance to fully restore your body overnight. The DUX Bed gives you all of that.”

Digesting the full brief ahead of seeing the bed production in the flesh, attention turned to a number of industry first’s that DUXIANA has claim to, although the business remained modest when highlighting. Kevin said: “DUXIANA have long been innovators and market leaders in a number of areas. We were the first at creating a framed bed, the top pad, our Pascal customisable support system, a mono brand bed store, the cut through retail display and that we own a hotel with our beds in. We don’t always like to shout about it but our history is rich and we’re proud to be pioneers in our field.”

As mentioned earlier, DUXIANA is in its fourth generation of the Ljung family, which also currently includes Anders, Oscar and Charlotte, who alongside Henrik, are the great-grandchildren of founder Efraim Ljung. The business to this day remains 100% family owned and operates in more than 30 countries and over 300 stores. However, the family business of bed making could’ve been a completely different industry. Henrik told the tale: “Back in 1924, Efraim, who was then a chocolatier, checked into a small hotel in Chicago, USA, and was fascinated by how comfortable the bed was. Using a small pocketknife, he carefully cut open the mattress to discover flexible springs inside.

“After sketching out drawings and repairing the mattress, Efraim shifted his focus from his confectionary business and began devoting all his time to experimenting with flexible steel springs of varying strengths and elasticity. He formed DUX and began manufacturing mattresses in Malmö in 1926.”

Refueled and ready to take on factory two, which is based in Santo Tirso, just outside Porto, Portugal, this facility is where the magic happens, with production of the springs and beds all under one roof. Taking us through this leg of the tour is Henrik’s younger sibling, Oscar Ljung who was full of energy and passion, while keen for us to get behind the production line too. He even kitted us out in DUX shirts to make us feel part of the team.

“We make around 10-14,000 sleeping products per year from this facility alone. Everything is like clockwork and we’re consistently investing in our equipment to further enhance our processes,” Oscar said. “Our spring manufacturing line regularly gets tweaked and maintained to keep production efficient. The whole process is like a symphony of springs being put together.” He’s not wrong. Watching the springs dance their way through each stage from a steel line to becoming a coiled spring, to when they meet and ‘hold hands’ is a fascinating watch. Taking a closer look at the mechanics reminded us of an old 35mm film cinema projector going through the twists and turns before emerging out the other side as the main feature.

The DUX spring line machines are also made by the business to maintain their top-secret method of its springs, as well as full control. Following the initial stage of production, the springs move to another phase where we got the opportunity to get

our hands involved once again. What can only be described as adding a layer of chain mail throughout the base, this part reinforces the structure. Feeding the ‘chain mail’ into the base is a crucial part of the journey, with plenty of spot checks made by the operator. Knowing what to look for is critical, so after a couple of ‘attempts’ we were glad to take a back seat with this part.

However, further down the line, the opportunity to staple the now-made spring frame to another framed structure was right down our editor’s street. In fact, Oscar had to intervene as there was plenty more to see. Guiding us through the numerous sections of the facility, we found ourselves at the testing bay, where we met chief product tester Fingal – a 110kg wooden dummy, shaped like a person – a far cry from the typical ‘roller block’.

“Fingal’s older than me!”, Oscar said. “Fingal has 70 years in the rolling business and acts like the actually shape of a person rather than an oval roller typically found in most testing. It rolls 24 hours a day – 600k times – representing around 30 years of use – in its typical cycle. We love Fingal!”

for the outer case” Oscar added. “This newer machine has been an important investment for us and is part of our mindset to keep progressing as we discover ways to improve the products.”

Next up, and just a short trip from Santo Tirso is factory three in Vila das Aves, where they specialise in textiles for the beds, headboards and all of the furniture. Here, the seamstress division is in rows of experience – the further up you are, the more experience you hold, the top being masters of the craft. “The further in the factory, the longer they have worked there and they are deemed as a master of sewing,” Oscar said. “They all use the naked eye on measurements and quality – making it a learnt skill with experience. Again, families continue to work here through the generations.”

Oscar highlighted that double stitching is also key to their quality, while adding that even the DUX brand stamp that goes on the bed products all go through quality control. It’s also worth noting that product quality control issues are extremely low to rare at all three factories due to the stringent processes in place and the skills each worker employs.

The final thing left to do was to try out a finished DUX Bed. It’s fair to say we didn’t want to budge. While taking in the experience of how the DUX Bed is made, Kevin hinted at some future plans in the pipeline. “We are currently working on something new, which will be unveiled in Q1 next year, but that’s all I can reveal at this stage. We’re also well into the planning of our centenary year when the business will celebrate 100 years in March 2026. So, watch this space!”

Having had a glimpse at the current project in motion, it’s certainly one to watch. There will be more on this over the coming months, as well as a deeper dive into the products and areas already highlighted. We think we made the right decision in leaving the football boots firmly in the boot bag.

From heritage operations to recent investments took us to DUXIANA’s pocket spring machine, which was installed around one year ago and plays a key role in their frameless mattress-only models, where the base is pocket-sprung. “18 months ago, we launched a mattress range (for customers who did not need the complete bed set up) comprising of two layers of springs – one being the DUX continuous coil springs at the top so that it’s next to the body, the other being DUX pocket springs at the base away from the body but as a foundation, but they are not a regular pocket spring as we make them with our high quality wire coupled with the finest material www.duxiana.co.uk

Retail Focus with Laura James

Chloe Barrow, Head of Marketing at Laura James, an exclusive own brand manufacturer and retailer, talks about recent investments and why delivery shouldn’t necessarily be free.

About Laura James

We make and retail beautiful home & garden furniture for everyday living and modern-day homes. We build collections that tell inspiring stories with modern design and great quality that remains affordable and always stylish. With the customer at the heart of our business, we work with passion, consideration, and skill to ensure Laura James delivers our products to our people to create beautiful, harmonious homes, made for living. As the Head of Marketing, it is my responsibility to translate all the work by the buyers, merchandisers, and quality team to the customers via all touch points including the website, social media channels and through our photography. The Marketing team includes all e-commerce and creatives, and we link with all areas of the business from customer service to operations to ensure all customer facing channels are delivering the product to the customers on time and in a way that is inspiring, informative, and effortless.

Recent investments?

Photography is a key investment for the business, ensuring all imagery is planned from product concept through to final shot and the creative team are working with buying and design to ensure that the pieces are translating to the customer to promote healthy sales. We have invested on shoot locations to really elevate the brand and give a ‘real home’ finish, exploring both the UK and European locations.

We are also investing heavily in our people, supporting our employees to upskill and retrain in areas of the business they are interested in developing new careers in. We have also put all of our senior executives on a management course, investing in the people at Laura James to retain staff and ensure their personal growth is nurtured.

Future plans?

We are excited to be exploring new suppliers in new countries, that will ensure the brand continues to grow and service customers old and new with exciting and new products that tick all boxes from trend, quality, style and design. This will include introducing new ranges to the business such as bathroom and lighting in the not-so-distant future.

We have also just launched our 1st 3 vans in our own Laura James delivery fleet. Look out for Aston, Willow and Gloria delivering Laura James products UK wide!

What is your mission?

To work as a team to work together to ensure the business is agile, moving with pace and doing what we say to make things happen. We aim to make sure all Laura James customers get modern and contemporary home and garden furniture & accessories that elevate their homes and allow them to love the space they live in. We make furniture for our customers and be a brand that grows and changes with them over time. Our mission is to make products that are on-trend, aspirational, good quality and affordable for our customers, regardless of spend, lifestyle or identity.

How has recent business been?

We have achieved double digit growth in 2023/24 and are super excited about the future of the business. With new products, growing teams and an investment in all areas of

the business, we are super optimistic about Laura James and being a disruptor in the industry.

What would you change in the industry?

People offering free delivery! Delivery effects margin and nothing is for free, we appreciate it’s a nice to have but we feel that delivery is a service and something which needs to be counted for and when it’s excellent, customers expect to pay.

What challenges do you currently face?

With such a significant growth spell, we have had a surge in recruitment to support the increase in orders and sales. With that comes training to ensure that all the team are aligned on the Laura James values and can deliver the service we offer our customers. Although it is a challenge, it is a good one to have and we are working with some great new recruits to service our customers and ensure we are working as a team

Do you have any staff you would like to pay special thanks or recognition to and why?

The whole team has really pulled together in the last 12 months, experiencing significant growth which has accelerated the business to new highs. The customer service team have been working exceptionally hard to manage all orders and we are super proud of them as a business that they are going above and beyond to service the growth. The warehouse is also handling so many deliveries and doing an exceptional job of getting the product in and out on time, so we are very grateful for all they do! A huge shout out to our SLT too who are leading the way with exceptional leadership and care to manage their teams super well to achieve the phenomenal growth we’re experiencing to date.

Why do you think customers choose your business?

Customers love Laura James as we offer stylish, modern, and affordable furniture for both the garden and indoors that looks and feels relatable in their homes. We get loads of comments on quality – always superseding their expectations and we can offer contemporary products that are not only functional but also stylish and relatable. Some quotes from our recent brand health check include:

“Absolutely beautiful sideboard! Well described and easy to follow assembly instructions, didn’t take long at all. Great customer service, prompt response to any queries I had.”

“Quality of product is fantastic for the price and communication has been A++ throughout. Shout out to Annabelle for her great customer service.”

“First time ordering. Loved dining chairs and bar stools. Straightforward transaction. Had email with date of delivery. Delivery on time. Great furniture. Extremely pleased. Highly recommend and will definitely shop here again.”

“The furniture is so lovely and stylish. Excellent furniture and at a low price, it’s such great value for money. Also had exceptional customer service experience!”

www.laura-james.co.uk

We have achieved double digit growth in 2023/24 and are super excited about the future of the business. With new products, growing teams and an investment in all areas of the business, we are super optimistic about Laura James and being a disruptor in the industry.

Introducing Daro

Daro are celebrating their 50th anniversary this year, a key milestone for the indoor and outdoor rattan specialists.

Big Furniture Group Award Winner

This year Daro are very proud to have been awarded the Best Garden/Outdoor Furniture Supplier 2023 in the Big Furniture Awards. “We are delighted to have been awarded this accolade especially when it is from those in the industry and in our 50th Year! It is testament to our teams both in the UK and Indonesia and we continually strive to maintain high levels of quality in terms of product and Customer service.”

The Daro Collection

With over 20 Indoor ranges and 20 Outdoor ranges, there is something for everyone to choose from in their portfolio. Most of the collection is available to order as individual pieces allowing the consumer to bespoke to their own requirements. Indoor orders are typically 3-4 weeks for delivery and outdoor can be supplied ex-works up to Direct containers. Daro is pleased to offer flexible supply and to work with each customer on an individual basis. There is also the option to offer bespoke design tweaks to create a truly unique range for retailers.

All Daro frames are manufactured in Indonesia using highly skilled workers and top-quality materials.

UK Soft Furnishing Division

All cushions and soft furnishings are made to order and manufactured in Daro’s own UK cushion manufacturing facility; ensuring customers and consumers have a choice of quality EU sourced fabrics, reliability in manufacturing, and confidence that products have been made to UK standards. A popular cushion replacement service ensures consumers can update their cushioning later without the need to replace their frames.

Extensive Fabric Choice

A wide choice of quality fabrics is available with 30 outdoor fabrics and 60 indoor fabrics, including designs from the popular Laura Ashley collection. All outdoor performance fabrics conform to LOFA Assured and British Fire Safety (BFS) standards.

To complement Daro’s furniture, an array of soft furnishing products including scatter cushions, floor cushions and footstools are available for the home and garden.

Laura Ashley Rattan Furniture Collection

In collaboration with Daro, an exclusive Laura Ashley Rattan, Cane and Teak Furniture Collection has been created, featuring 7 outdoor and 5 indoor ranges, available throughout the Daro stockist network. The iconic brand celebrates their 70th Anniversary this year and to mark the occasion a collection of anniversary fabrics will be available across all ranges, including the Daro furniture collection.

2024 New Products and the Daro Preview Show

Daro recently showcased a range of new outdoor collections, proposed for 2024 at the SOLEX Summer Living Exhibition in July. These new ranges will be on show at the Daro In House Preview Show which takes place in the last 4 months of 2023 at the Northampton Head Office and Showroom. New indoor furniture collections will feature alongside the recently seen new outdoor ranges. The show is by appointment only with current Stockists and new retailers invited to view and try the products, and to plan their furniture offerings for 2024. It’s always a great way to spend dedicated time with customers, gain feedback and provide support to our Stockist network.

For further information about Daro or to enquire about becoming a Daro stockist, please email sales@daro-cane.co.uk

Daro and Laura Ashley Ranges can be explored on the website www.daro-cane.co.uk

We are delighted to have been awarded this accolade especially when it is from those in the industry and in our 50th Year!

Green Retail

In the next part of our ongoing sustainable series, we take a deeper look at global online furniture retailer Wayfair and what they are doing in terms of sustainability.

The topic of sustainability continues to be of great importance. From product innovations such as bottlefilled mattresses to greener practices and initiatives, businesses are also adapting new ways of working to make their operations more sustainable. In the next instalment of our series, we explore more of Wayfair’s green credentials.

Wayfair

Just a few months ago, Wayfair released its second Corporate Responsibility Report, with the company sharing and celebrating the progress made across its key areas of impact in 2022. Taking a deeper look, Wayfair says it has been working to address the environmental impacts of its value chain and to do its part to protect the planet for future generations. “Although we’re early in our journey, we have taken key steps to measure our impacts, partner with third-party experts, and collaborate with essential stakeholders— including within our own operations and with suppliers, vendors, and customers,” the company said.

“Climate change threatens our planet and communities, and Wayfair takes seriously our responsibility to act. Last year, we set a science-aligned goal to reduce our Scope 1 and 2 greenhouse gas (GHG) emissions by 63% by 2035 (compared to our 2020 baseline). Our carbon reduction goal guides our strategy for reducing the emissions

associated with the buildings and fleet that we directly manage. We continue to evaluate and identify pathways to address and minimize Scope 3 emissions.”

Furthermore, Wayfair supports high-quality renewable energy opportunities globally, including new, expanding, or developing renewable generation sources. In Europe, it has continued to procure renewable energy in 2022, and nine of its eleven European sites have negotiated renewable energy contracts. In 2022, Wayfair conducted energy-efficiency audits at several fulfilment centres in North America and the UK, and developed roadmaps for lighting and air conditioning retrofits, submetering, and solar implementation. “In the EU and UK, we launched an energy-efficiency project in the second half of the year and achieved a 34% electricity and 68% gas consumption reduction across two main fulfilment centres between September and December (as compared to 2021).”

Waste and packaging are of particular focus at Wayfair too. The business has been implementing waste management strategies across its global operations, which helps keep usable products and materials out of landfills and incineration. In North America, Germany, and the UK, partners are introducing new processes and waste collection equipment across its facilities to improve diversion rates and reduce costs.

In the EU and UK, operational teams developed a comprehensive baseline of waste management volumes and costs to support the region’s Zero Waste program. In the UK alone, Wayfair implemented a new process to separate and dispose of waste containing potential persistent organic pollutants to ensure compliance with new regulations. In Germany, it implemented new recycling programmes for returned materials, cardboard, and wood waste, as well as trailing manual sorting methods for returns in an effort to increase recycling rates.

“We’re working to improve the sustainability of our packaging and to reduce product damage and return rates,” Wayfair said. “Our new Global Returns and Incident Prevention team targets the root causes of returns—such as damages due to inefficient packaging, product defects, or missing parts—and builds preventative solutions across our organization. Our Packaging team works to improve Wayfair’s packaging and engages suppliers on best practices for damage prevention, minimizing use of unnecessary or excessive materials, and utilizing materials that are curbside recyclable and from recycled content.

“In 2022, we achieved a global 83% recyclability rate for Wayfair’s purchased packaging, including boxes, wrap, fillers, and mailers. To reduce our use of plastic-based materials, we tested and deployed alternative materials, including swapping out plastic polythene bags for paper bags, using honeycomb paper instead of bubble wrap, and switching to paper-based box fill materials versus plastic in both Germany and the UK. This led to a reduction of more than 26,600 pounds of plastic in 2022. In North America, we introduced 100% recycled content curbside recyclable paper mailers.”

Wayfair is also actively trying to reduce single-use plastics and has been engaging with suppliers to recommend packaging adjustments that help to reduce damages and shift to more sustainable materials. In response to a recommended improvement, one of its UK dinnerware suppliers was able to remove 11 single-use plastic components from their previously utilized packaging design. In addition to reducing single-use plastic, the new design also resulted in a 42% reduction in post-shipment damages across three products.

On the product side, Wayfair has been driving customers to select sustainable product offerings and encouraging suppliers to adopt third-party sustainability certifications and standards. “As part of our sustainable product strategy, we participate in various industry forums and roundtables to collaborate with peers and share knowledge and findings on industry best practices. We also actively engage

with our suppliers on sustainable products and have outlined a distinct preference for Forest Stewardship Council® (FSC®) - certified wood in our Sustainable Wood Sourcing Policy. Our Sustainable Wood Sourcing Policy outlines our expectations for the responsible use of forest resources. The policy specifically covers the wood used in our furniture and includes our preference for FSC®-certified wood products.

“In 2022, we again achieved a high score on the 2022 Wood Furniture Scorecard, a joint initiative between the Sustainable Furnishings Council and the National Wildlife Federation. The scorecard annually ranks leading North American retailers on their wood sourcing policies and practices, and helps consumers determine which companies they can buy from to protect the world’s forests and the species that call them home.

“As part of our commitment to responsible and ethical end-to-end product sourcing, we require that suppliers responsibly source their materials according to our Supplier Code of Conduct. We continually look for additional ways to communicate Wayfair’s strategy and expectations to our suppliers and plan to expand upon our work with supply chain partners in the future. Through our Shop Sustainably programme (which consists of over 15,000 third party certified products), customers are able to easily identify product offerings that have been independently certified to third-party sustainability standards.”

www.wayfair.com

In the EU and UK, we launched an energy‑efficiency project in the second half of the year and achieved a 34% electricity and 68% gas consumption reduction across two main fulfilment centres between September and December.

Evolving the customer journey

Back in September last year, independent furniture retailer Gillies of Broughty Ferry announced the appointment of Jonathan Creese as its new, and first, Customer Experience Manager. Nine or so months later, Big Furniture Group sat down once again with Jonathan to find out how his initial plans have been implemented and what’s next in the company’s customer journey.

Having been with Gillies since 2013, Jonathan’s role has evolved with his key responsibilities including the development of new customer experience ways of working for the business. His remit when appointed as Customer Experience Manager was to undergo a full assessment of operational processes in order to establish any areas for improvement. Back then, Jonathan planned to introduce new procedures and staff training, increase modes of communication, re-frame employee attitudes, and deliver a level of service above customer expectations.

So, how has the last nine months been in the role?

“The time has absolutely flown by and I have really enjoyed leading the team over this period,” Jonathan said. “With the acquisition of Grampian Furnishers in Elgin, this caused a fresh challenge

to the Customer Service Team which required a team re-structure and onboarding of a new colleague. As expected, the Team met this challenge head on and performed brilliantly to ensure customer service expectations were unaffected.

“We have been focusing heavily on the Customer Journey; reviewing our customer procedures, obtaining customer feedback, and then implementing operational tweaks to enhance the overall experience. From the outset, I identified a lack of clarity on Customer Service procedures and how these are communicated to customers. This led to the creation of an automated e-mail and Customer Service Journey document, which helps manage customer expectations, breakdown the complaint process and highlight approx. timescales for resolutions. Customers have received this change positively and now appreciate that some resolutions can take a little time when dealing with suppliers from around the world.”

Furthermore, and in order to obtain customer verbatim, Jonathan has rolled out Customer Experience Calls throughout the business, whereby Salespeople reconnect with their customers and ask probing questions to gain insights into the Customer Journey experience, obtain any significant feedback and/or suggest improvements.

Jonathan explained: “Each salesperson is tasked to complete 2x CX Calls per week, who then submit the feedback to their Line Manager for review and consolidation. Customer reactions have been positive; they appreciate being contacted after delivery/installation and to check if everything went to plan. It allows us the opportunity to express our gratitude for their business, but also, the customer to voice

their experience from start to finish and highlight an area that they wish to be addressed.”

During the period under Jonathan’s strategy, the business has seen some initial wins as detailed above, but also across specific areas of the company, including their Flooring Installation Team, which has made “great strides” on improving the level of service delivered to customers by its Carpet/Flooring Fitters and Customer Service. “The active service files have dramatically dropped from 120 down to 35 within a relatively short period of time,” Jonathan revealed, continuing: “This is all credit to an overall team effort, by prioritising customer experience and reacting swiftly to any complaints. As a business, we actively invite customers to review their overall customer experience on Trustpilot. This provides a great insight into how the business is performing and another way to obtain customer feedback.”

Other successes include the Customer Experience Call, which was first piloted but has now become a key component of Gillies’ journey process. “The Customer Experience Call project has been a success; however, it was a challenge to convince sales staff of the benefits in the beginning. We are currently undertaking approx. 10 calls per day across the business, totalling over 300 calls per month. All this feedback is funnelled through Store Managers and then onto myself, where any key insights are captured,” Jonathan said.

“We have discovered that many of our sales approaches are a USP to customers and sets us apart from competitors; allowing customers time to browse and establish styles they like before an active sales approach. This feedback helps leadership to identify these positive touchpoints and then reinforce this behaviour across the business.”

A much bigger project than first anticipated for Jonathan has been ongoing staff training and re-framing

employee attitudes. He said: “This has turned into a much larger project; as the intention is to roll out Customer Experience Workshops to all sales, customer service and delivery employees. These workshops will tackle the concept of CX, leadership vision, customer promise and company culture, all supported by frameworks and performance measurement. The timeframe for this project is Summer/Autumn 2023.

“In addition, we have implemented a product and service training programme for our Customer Service Team. This involves team members attending our Head Office branch to spend time with experienced Salespeople, Buyers and Managers, where they can discuss specification of goods, features & benefits, warranties and common complaints. This arms the Customer Service Team with increased knowledge and confidence of the products.”

Alongside implementing key changes to the customer service journey, Jonathan found time to undertake a Professional Diploma in Customer Experience by The CX Academy. Backed by the Board, this helped provide a vital understanding, skills and frameworks which will be employed within the business over the next couple of years. Gillies will also be moving into phase two of its customer experience project later this year, as highlighted above, whereby a full Voice of the Customer (VoC) programme will be established, encapsulating Customer Experience Calls. This programme will include the launch of a public Customer Satisfaction Survey and Customer Focus Groups too.

“We are also in the process of developing an ‘in-house’ Customer Service analysis tool which pulls together all our gathered data into a complete dashboard,” Jonathan revealed. “This will be the first step in our development of a Technology & Data strategy in creating an infrastructure that supports and drives seamless experiences.”

www.gillies.co.uk

We have been focusing heavily on the Customer Journey; reviewing our customer procedures, obtaining customer feedback, and then implementing operational tweaks to enhance the overall experience.

Refreshing the furniture at Leekes

Family-owned home furnishings and furniture retailer Leekes unveils its refreshed flagship store as it continues to rollout refurbishments across its network.

After over 12 months of investment and activity, the Leekes Retail Group has revealed the first phase of its Llantrisant store refurbishment.

The South Wales headquartered family-owned home department store retailer recently held its grand opening of its newly revitalised furniture floor including new flooring & interior design studios and a brand new garden and landscaping centre.

The event took place on 8 June 2023 with Warren Gatland CBE, Head Coach of the Wales National Rugby team, cutting the ribbon. This occasion is the culmination of a significant £4m initial investment, representing the business’ commitment to providing both an inspirational collection of home furnishings as well as an unparalleled shopping experience.

The new furniture floor at Leekes Llantrisant displays the largest collection of sofas & chairs, beds and dining & bedroom furniture in South Wales including contemporary and classic furniture designs. The extensive refurbishment

has allowed for a more spacious and immersive shopping environment, ensuring visitors can explore a vast collection of high-quality pieces from brands like ercol, Stressless, G Plan Upholstery, Hypnos and Parker Knoll plus own brand collections that perfectly cater to their individual tastes and styles.

“Leekes Llantrisant has been a much-loved feature in the local community for over four decades since its opening in 1977. We are delighted with the reopening of our furniture floor and garden & landscaping centre in our flagship store in Llantrisant,” said Emma Leeke, Managing Director of Leekes Retail.

“This substantial investment demonstrates our commitment to our customers and showcases our passion for creating inspiring spaces within their homes. Phase two of our refurbishment is already in the works with more exciting updates and further investment still to come.

“The response has been great so far and we’re delighted with how everything has gone. The new look is fantastic and customers are expressing their admiration for the updated

aesthetics and the breadth of product choices on offer. Retail stores are the foundation of our business and we are brimming with excitement for our customers and suppliers to see what the next 12-18 months hold in store for us. With a challenging landscape ahead for many retailers, it’s important to us to stand by our values and provide a customer-focused and inspirational shopping environment that customers want to and enjoy visiting while still offering the breadth of great quality products that we are known for.”

With that in mind, Leekes is continuing the refresh rollout, confirming that it will be investing in refurbishing its store on Cross Hands Business Park, near Llanelli in South Wales. The store opened its doors for its £5m refurbishment sale to invited guests only for a one day sale preview on its furniture floor on Thursday 27th July before re-opening to the general public on Friday 28th July.

Emma continued: “We were delighted to invite our previous customers back to the store to enjoy our private sale, which went very well for us. We are so grateful for their support over very many years and wanted to reward them with the opportunity to have the first chance to select from our Refurbishment Sale bargains.

“We welcomed many of them to take advantage of the biggest sale savings we have ever offered, also giving the opportunity to snap up some of the great prices on ex-display furniture and conservatories as well as end of line carpets, clearance NEFF appliances and baths & showers.”

The team at Leekes Cross Hands has a full refurbishment of their furniture and bed floor planned for the autumn and, with many new displays of sofas, dining and bedroom furniture on order.

Charles Larsen, store manager, added: “We are looking forward to starting our store refurbishment later this year which will see a remodelled furniture floor, new carpet and flooring departments. Since opening in Cross Hands almost 40 years ago, Leekes have built an unrivalled reputation with our inspirational displays and excellent levels of customer service and it is important that we continue to retain this.”

www.leekes.co.uk

Retail stores are the foundation of our business and we are brimming with excitement for our customers and suppliers to see what the next 12-18 months hold in store for us.

Invest for success

Grant Berry, owner of Home World - Mattress & Bed Centres, talks about how their store refurbishment and refocus has been a huge success following an investment of £80,000 that has delivered strong results.

The business, which is based on Cleethorpes Road in Grimsby, decided to undertake a huge refurbishment project last year, which included the decision - back in December 2022 - to clear out furniture stock to make more space for a renewed focus on beds and bedroom furniture.

As part of the £80,000 refurb project, Home World - Mattress & Bed Centres also implemented a number of sustainable improvements throughout the 12,000sqft store, including a new roof and LED lighting.

Commenting on the investment, Grant Berry, owner of Home World - Mattress & Bed Centres, said: “We dropped sofas because we were doing well with beds, then we brought more beds in and started doing better, so we dropped dining and included more beds. So far, it’s been a great success and it’s working well.

“Alongside this, we installed a new roof, with modern insulation to help keep heating costs low, then new LED lighting to help electric costs. New signage was introduced to reflect beds only, and we repainted the interior and exterior. We also installed a commercial heating system to help with heating costs too. New flooring was put down to get rid of tired looking carpets and

we also got rid of delivery contractors and now run our own vans with our teams providing excellent service.”

The refurbishment process took around 15 months to complete and with the internal layout now more focussed on beds, which includes a wide range of products from economy to premium, the business is now in a position to offer the whole market not just one end of it.

“All products are de-branded so we can get the margin we want,” Grant said. “We want to build our brand and this investment in our store is for the long-term. Trade is not easy at the moment, but we are doing well through our experience of decades of retailing.

“I started my first shop when I was 20 years old and now, I’m 55, so I’ve actually been in the furniture trade for 35 years. Strong independents offering things the web can’t, can make good money. Providing the feel factor of the product, the reassurance of well-trained salespeople, good customer facing service and local loyalty puts us ahead of online.”

For the rest of 2023, the business will focus on the new store concept while Grant hinted that a possible expansion could also be on the cards further down the line. “We will sit on our hands for 2023 then look to expand into more shops after that. One thing I learned from the 2008 crash was “to always have some fat on your back”, and I used to have nine stores for around 18 years, but we shrunk down after the 2008 crash.

“Since 2008, as well as retailing, my focus has been on commercial property investment, not residential. We own quite a lot across Yorkshire and Lincolnshire with no debts, which has helped massively put us in the position of where we are now. I’m now focusing on growing retailing because I can see very clearly how it will work. I know how to expand and we have our own money and reserves to help support these plans. Although, we will only expand when the time is right.”

We dropped sofas because we were doing well with beds, then we brought more beds in and started doing better, so we dropped dining and included more beds. So far, it’s been a great success and it’s working well.

Homeserve rebrands to Emmiera Group

Furniture repairs and insurance specialist Homeserve Furniture Repairs Ltd has rebranded to Emmiera Group.

launch with a fresh look and enhanced features.

“We are confident that this expansion presents a tremendous opportunity for our business and for our valued partners and staff. Our commitment to excellence, reliability, and customer satisfaction remains unwavering, and we are eager to extend these principles to new sectors.

As part of the rebrand, the business is currently building a new website, emmieragroup.com, with the refresh designed to reflect its evolution and contused role in the market.

James Lane, CEO and founder of Homeserve Furniture Repairs, and now Emmiera Group, commented: “We’re excited to announce that Homeserve Furniture Repairs is transforming into Emmiera Group. As we evolve and expand, our new identity reflects our vision and values.

“The name Emmiera carries deep significance, as it is a tribute to my three cherished daughters, Emmie, Rosie and Abbie. It signifies the importance we place on family values and the relationships we have cultivated with our partners, clients, and our remarkable team of staff.

“At Emmiera Group, we believe that our partners and staff are the driving force behind our success. We deeply appreciate their dedication, hard work and expertise, as they have played an invaluable role in helping us reach this exciting stage of growth. We recognise that without their unwavering commitment and exceptional skills, we would not have achieved the milestones that we have.

“Our original name, created over 20 years ago, will always be close to my heart, but it has at times been confused with similar-named brands, and we want to ensure an individual recognition. Also, we have been FCA registered for over 14 years, and furniture insurance has been a huge area of growth over the years that we want to highlight.

“While we work behind the scenes to create an exceptional online experience, we appreciate your patience. Our new website is under construction and will soon

“By expanding our scope, we believe we can better serve our clients’ evolving needs and forge stronger, long-lasting partnerships. Our commitment to excellence, reliability and customer satisfaction remains at the core of our operations, and we are excited to extend these principles to new sectors.”

Following the recent rebrand announcement, the group, which is based in Brierley Hill, West Midlands, has also been named as ‘Best Furniture Care/Repair Company’ in the Big Furniture Awards, as voted by the furnishing industry. James added: “We’re delighted to receive such recognition, especially at a time where we are evolving too. A big thanks to everyone that voted for us and we can’t wait to take our new identity forward.”

Emmiera Group specialises in furniture repair and provides insurance, as well as now offering a range of services including commercial reupholstery and product supplies, care products and property repairs.

www.homeserverepairs.co.uk www.emmieragroup.com

Our original name, created over 20 years ago, will always be close to my heart, but it has at times been confused with similar-named brands, and we want to ensure an individual recognition.

Woods Packaging continues to reach new heights

Angela Doran, Sales Advisor at Woods Packaging, reflects on their recent anniversary year while also celebrating another milestone, being named as an industry award winner.

It’s been a busy couple of years for Woods Packaging, and there’s no sign of the company slowing any time soon. Last year, Woods Packaging reached its 30th anniversary milestone, while a year earlier the business had moved into its new premises after acquiring their own purpose-built site in South Kirkby, West Yorkshire. And the milestones have continued into 2023, with the business being named ‘Best Supplier for Packaging Products (wrapping)’ in the Big Furniture Awards, as voted by the industry.

But before we get into the celebrations, Angela shared an insight into the company: “Wood’s Packaging started as a small family run business in 1992 by Mike & Tony Wood and has since grown to be one of the UK’s leading suppliers of packaging. We specialise in furniture packaging and our customers range from manufacturers and retailers to removal firms all over the UK & Ireland. Over the years, we’ve relocated several times as we’ve outgrown our premises.

“More recently, in September 2021 we bought our very own, purpose-built premises in South Kirkby, West Yorkshire. It means we now have 20,000 square feet of warehousing

and office space available to stock the variety of packaging products our customers trust us to supply. We celebrated our 30 years of trading in 2022 with an all-expenses paid day out at Doncaster Races, sponsoring a horse race and presenting the winning jockey with their trophy. Management along with the warehouse, sales & accounts teams really let their hair down and enjoyed the day celebrating together. It was much needed after a couple of busy years managing the pressures that Covid-19 bought along combined with the office and warehouse relocation.”

After moving into their new premises, Woods Packaging has been continuously investing in the property, as well as other areas of the business, to maintain its growth strategy, while also playing their part in being more sustainable. “We’ve recently installed solar panels on our roof which will help to reduce our carbon footprint along with reducing operating costs which means lower prices for our customers,” Angela revealed. “We’ve also upgraded our delivery vehicles to give us an increased load capacity along with improved fuel efficiency when we’re delivering to our customers in London, Lancashire, Scotland, and of course, Yorkshire.

“We have electric charging points in the car park for electric cars and customers visiting the site. We insist our polythene packaging products are made from recycled materials and are 100% recyclable in your everyday household recycle bins. We encourage our customers to re-use their packaging materials where possible and this led us to create our padded furniture cover range which have been extremely popular with furniture retailers and certainly drew a crowd on our stand at the January Furniture Show earlier this year. We actively look for ways to develop our packaging range whilst always considering the impact to the environment.”

On the topic of JFS, the most recent edition was Woods Packaging’s first foray at the show, which as Angela recalls, was a special experience for the company. “In January, we exhibited at the January Furniture Show at the NEC, Birmingham, for the very first time. It was such a great experience for us for a number or reasons. Firstly, we had the pleasure of meeting lots of new customers face to face. We found talking to them and learning about their business helped us to understand their packaging needs as well as enabling us to make suggestions for more costeffective ways of packaging their goods.

“Secondly, we got to see many existing customers in all their glory with their wonderful stands and exhibitions as well as those who were attending the show as day guests. We had lots of existing customers stop by our stand to wish us well for our first show. Some of which were surprised we had not exhibited before as we were so well known and respected in the industry. We learnt a lot from our first time exhibiting and we look forward to JFS 2024 where we will be again, in the exact same spot in Hall 5.

“We plan to continue to source quality packaging products at competitive prices while keeping our customer base happy whilst keeping an eye open to look out for opportunities to make packaging friendlier on the environment.”

The business has continued to go from strength-to-strength, and they were duly recognised with their achievements and efforts by winning the accolade as mentioned earlier. Angela said that the award win is a “proud moment” for the company. “We’ve always felt as though we look after our customers, however this award is fantastic recognition that we’ve never had on this scale before. The whole company is very proud and extremely pleased to win. Our certificate and trophy are in our reception hall in pride of place for all visitors to see.

“We’re delighted our customers took the time to nominate us for the award. The furniture team consists of myself, Jane & Richard, and with our friendly approach to sales and customer service, this helps maintain a close business relationship with all our customers. We work very hard to ensure our customers continue to be happy with the excellent service we provide along with the quality of the packaging we supply. Our customers range from market leading high street furniture retailers with stores all over the UK to small independent furniture stores. Every single one of them are important to us and we want to say a big “Thank-You” if you recommended us for the award. We’re ecstatic we can now say we’re an “Award Winning” packaging supplier.”

Looking ahead, Woods Packaging has just launched its Tik-Tok social channel to give customers a ‘behind the scenes’ look into the business, while Angela added that the company works hard to stay connected with customers, both new and old. “Wood’s Packaging and the team are available on all social media outlets and welcome invitations to follow or connect from any new or existing customers. We hope to be as accessible to our customers as possible and our customers can continue to get in touch the traditional way by calling or emailing us too.”

www.woods-packaging.co.uk

We’ve always felt as though we look after our customers, however this award is fantastic recognition that we’ve never had on this scale before.

Award Winning Protection from Staingard

Paul Aiston, Managing Director at Staingard, explains why they are the masters in protection products and warranties after being recognised with a recent award win.

“I am absolutely delighted that we have been awarded the customer nominated trade award for ‘Best Warranty/Product Protection Provider’ in the Big Furniture Awards. This award is a great honour for us and a testament to the hard work and dedication of our team,” Paul revealed.

“We are proud to have been nominated by our customers and to have received this award, which recognises our excellence in this category. We are committed to providing our customers with the highest quality products and exceptional customer service, and this award is a validation of our efforts.

“We would like to thank our customers and partners for their continued support and for recognizing our commitment to such excellence. We could not have achieved this without your trust and loyalty.”

When Staingard was launched in 2006, it was a new venture into an extremely established market, and the business knew that it could not afford to be ‘just another warranty provider’.

The FCA hadn’t long been involved with furniture warranties at that stage, and it’s fair to say the reputation of the industry could have been better. So, with Staingard, they aimed for a policy without ambiguity, with exceptional service and supported by outstanding care products. “If we introduced clarity for both customer and salesperson, we would have a product that delivers the very best service,” Paul said.

Over the last 17 years, Staingard has retained those values

precipitating growth in all areas and allowing the business to diversify with so many different care products.

Paul continued: “For a furniture retailer, Staingard is now the place to go for all value added products, adding value to their customers purchases and supporting their margin. Whether they need Insured care plans, Mattressgard mattress protectors, Floorgard floor protectors and glides, Furniture repair products or Leather Care kits from the most extensive range, Staingard can provide the solution.”

So,

what

other benefits does working with Staingard offer?

“Staingard holds extensive stock in the UK and in most cases within just 48 hours we can receive your order, fill, label, assemble, pack and dispatch products, personalised to your brand if required,” Paul added.

“And that’s another area where Staingard has led the way. After years of development, our brand is strong. The Staingard name inspires confidence, but so too does your brand. That’s why we championed personalisation for short-run orders, be it care kits or mattress protectors, to enable you to have the benefits of one of our great products but carrying your company name.

“We will continue to work hard to maintain our position as a leading provider of Furniture Warranties and Mattress Protection products and to exceed your expectations. Thank you again for your support and for being a part of our success.”

www.staingard.co.uk / sales@staingard.co.uk

01244 888 658

The Art of Rugs

Sam Tippett, Director at rugs supplier Think Rugs, talks about their recent award win as well as the latest products on offer.

Think Rugs is a leading wholesaler of rugs to the retail trade in the UK and internationally. For more than 25 years, Think Rugs has taken a continued focus on developing a wide, varied, and versatile product range. This ethos has seen the business named ‘Best Rug Supplier’ in the Big Furniture Awards 2023, as voted by the furnishing industry. Commenting on their recent success and recognition, Sam Tippett, Director at Think Rugs, said: “We’re thrilled to have been honoured with the prestigious Best Rug Supplier Award as voted for by the readers of the esteemed Big Furniture Group Magazine and the wider furnishing industry.

“This incredible achievement fills us with immense pride and gratitude. It is a testament to our unwavering commitment to excellence, craftsmanship, and innovation in the rug industry. We take great pride in offering a wide range of rugs that cater to diverse tastes and preferences, enhancing homes and spaces with elegance and style. This recognition reaffirms our dedication to providing exceptional customer service and staying at the forefront of emerging trends.

“We extend our heartfelt thanks to the Big Furniture Group for this esteemed accolade and to our loyal customers for their continued support, but most of all, to all of the voters who picked us. Together, we will continue to transform living spaces with our captivating rugs.”

Alongside the award, Think Rugs has been busy behind the scenes, working on its latest rug offerings. Each rug is a testament to their unwavering commitment to combine style, comfort, and functionality, crafted meticulously with the needs of its retailers and their customers in mind. Sam continued: “We are thrilled to introduce our latest rug offerings.

“First up, we have the Cove Soft Washable Shaggy range. This range encapsulates a modern simplicity with its sleek, low-pile texture, short fibre construction and soft polypropylene yarn. The soft, tightly woven fibres offer a comfortable surface underfoot, setting it apart from the traditional shaggy aesthetic. Perhaps its most appealing feature is the washable and tumble dryer proof construction, crafted from durable materials for easy maintenance. A quick toss in the washing machine is all it takes to keep this rug fresh, free from stains, and as good as new. Practicality is beautifully intertwined with style and comfort in this rug.

“Next, we present the Flores Super Soft Washable range. This range doesn’t just provide a surface to step on; it offers a super soft and cosy experience. The designs add a touch of modern elegance, creating a visually striking focal point. The Flores rug is not only an aesthetic addition to your space but

also a pragmatic one, with its easy-to-clean, washing machine friendly construction. Crafted from high-quality polyester, this rug promises long-lasting beauty and minimal upkeep.

“The third addition to our lineup is the Kara Washable Shaggy range. This range exemplifies comfort and luxury with its shaggy texture. The plush, inviting surface offers a delightful tactile experience that fosters a warm, comfortable ambience in any room. Like its counterparts, the Kara rug is easy to clean and maintain, with its washable and tumble-dryer friendly design. The solid plain colour offers versatility, allowing it to seamlessly blend into a wide array of decors and styles.

“Finally, we’re excited to introduce the Super Teddy Sheepskin range. This range beautifully replicates the soft texture of sheepskin, using 100% polyester to deliver a luxurious look and feel without the use of animal products. The Super Teddy rug is not just a cozy retreat for your feet but also a stylish addition to your decor. Despite its luxurious appeal, this rug is remarkably practical. It’s easy to maintain and affordable, making it a truly stylish, comfortable, and sustainable choice.”

Sam says that each of these rugs captures the essence of what the team at Think Rugs strives to achieve. “We seamlessly blend aesthetics, comfort, and practicality, creating pieces that not only enhance your customers’ homes but also make their lives easier.

“We believe that a rug is more than just a floor covering; it’s an experience, a statement, a piece of art. With our new range, we invite our retailers to offer their customers more than just a product. Offer them an experience of unparalleled comfort, effortless maintenance, and timeless style with Think Rugs.

“At Think Rugs, our commitment to service and quality shines through in every aspect of our work. We are very proud that our dedication has been recognized with the prestigious Best Rug Supplier Award. This esteemed accolade reinforces our belief in fostering strong relationships with our valued retailers, built on trust, reliability, and a shared commitment to delivering exceptional products.

“With each new offering, we guarantee meticulously crafted rugs that harmonize aesthetics, comfort, and functionality. Our partners can expect unparalleled customer service and rugs that surpass their customers’ highest expectations. By choosing Think Rugs, you’re not just selling rugs; you’re offering an elevated living experience that combines luxury, style, and practicality. Trust Think Rugs, For Every Home.”

We believe that a rug is more than just a floor covering; it’s an experience, a statement, a piece of art. With our new range, we invite our retailers to offer their customers more than just a product.

www.thinkrugs.co.uk

Members at the heart of AIS

Emma Rackley, Director of Furniture and Home at AIS (Associated Independent Stores), reflects on their recent Big Furniture Award win.

Upon receiving their award, AIS and the team were delighted to have won the Best Buying Group category in the Big Furniture Awards, as voted by the furnishing industry. “We would like to take this opportunity to thank our members and suppliers for their continued support, and everyone in the industry who took the time to vote,” Emma said.

“We are a very passionate team at AIS, committed to supporting the industry and championing the independent retail sector, and this recognition makes our hard work and dedication even more worthwhile.”

As the UK and Ireland’s leading buying and services group for Fashion, Home, and Leisure, AIS members are at the heart of everything the buying group does. Their primary goal is to increase member profitability, which it achieves through their collective buying power, group leverage, and inhouse expertise.

Emma continued: “We negotiate special buying terms and discounts and deliver enhanced margins and exclusive merchandise to ensure our members continue to thrive and stand out in the market.”

Membership also includes unique benefits such as a central payment facility CENPAC, which improves efficiency and provides resource savings for both members and suppliers.

“As a collaborative partnership, we offer members a bespoke service, including help, advice, and inclusive support, with a strong sense of mutual advantage for members and suppliers alike,” Emma said.

“As a group, we have continued to face challenges through 2023, but we have worked hard to strengthen relationships with our preferred suppliers and have invested in joint business plans to ensure we continue to drive value and new product innovation for our members.

“Through our continuing work with Scarlet Opus, our trend and insight forecasting partner, we are also focusing on key shifts in consumer behaviour, with regards to the products customers are purchasing, and the retail experience they expect.

“We recently came together for our first face-to-face AIS Conference since the pandemic, with the theme ‘Thriving Together in 2023’ serving as a reminder that as a group, we are stronger together.”

As a group, we have continued to face challenges through 2023, but we have worked hard to strengthen relationships with our preferred suppliers and have invested in joint business plans to ensure we continue to drive value and new product innovation for our members.

Emma noted that members enjoyed a “fantastic programme of industry experts” who delivered insight across fields including sustainability, ecommerce, digital marketing, consumer behaviours, and trends.

“It was great to see our members benefit from the conference, not only from the speaker sessions, which included keynote Mary Portas, but also from the networking, socialising, and general camaraderie that was present throughout the day,” Emma added.

Going forward, and in line with enduring fluctuations in the retail climate, AIS will be supporting members with new products to “excite and entice” their customers.

“We’ll be showcasing these new products through our online membership Hub, and at our upcoming INDX Furniture shows, the next of which is taking place at our West Midlands event venue Cranmore Park, on 19-22 January 2024,” Emma revealed.

“INDX Furniture is a fantastic opportunity for our members, retailers, and suppliers to connect, network, and celebrate the industry and in January 2024, we’ll be bringing together a trend and innovation-led product showcase across upholstery, living room, dining room, garden, and accessories. “

Running Friday to Monday, the first day of the show will be reserved exclusively for our AIS members, while the team looks forward to welcoming general trade colleagues across the subsequent days.

Anyone wishing to visit INDX Furniture should complete online registration at www.indxshows.co.uk and for more information on the benefits of AIS membership, interested parties should visit www.aistores.co.uk

Furmanac’s new chapter

Simon Hayford Morris, Marketing Director & Senior Designer at adjustable beds and motion bed frames manufacturer Furmanac Group, reflects on their recent Big Furniture Award win and how it coincides with its strategic decision of Hestia Living and MiBed.

Furmanac, a major manufacturer of adjustable beds and motion bed frames in the UK, has revealed the re-launch of their luxury Hestia brand.

With over 50 years’ experience of producing premium hand-made adjustable beds, Furmanac has held a consistent presence in the bed industry. Based in the West Midlands, with around 200 employees, Furmanac prides itself on delivering superior quality, innovative design, such as their Motion Intelligent beds to relieve minor aches and pains, and constant development in its operations.

The company has seen recent recognition too, being named the ‘Best Supplier for Display Support (Point of Sale)’ in the Big Furniture Awards, as voted by the furnishing industry. Reflecting on the award win, Simon said: “As Marketing Director of Furmanac Group, I was delighted that the company had been awarded the ‘Best Supplier for Display Support (Point of Sale)’ title at the Big Furniture Awards. On behalf of myself and the team, I would like to thank all the votes from the retailers, many of the retailer’s branding projects involved in directly.

“This prestigious recognition coincides with the strategic decision of Hestia Living and MiBed, two well-established brands, to separate into two distinct entities. The aim is to enhance the strengths and individuality of each

brand, fostering growth, innovation, and improved customer experiences.”

Driven by a shared legacy of excellence and a commitment to quality, the division of Hestia and MiBed into separate brands is a deliberate move to build upon their strengths and expand their horizons. “This decision promises numerous benefits for both brands, allowing them to cater to their unique customer bases and pursue their distinctive paths,” Simon said.

“Hestia Living, renowned for its exquisite and beautifully upholstered beds, will continue to provide discerning customers with unmatched craftsmanship and timeless design. The separation from MiBed enables Hestia Living to focus exclusively on its core expertise, strengthening its position as a leading brand in luxurious upholstered beds.

With undivided attention to its craft, Hestia Living aims to elevate its commitment to excellence and create exceptional pieces for the hundreds of UK retailers showcasing their products. The Evomotion collection, known for its massive weight capacity, luxurious upholstery, and whisper-quiet motors, continues to generate positive feedback with exciting additions on the horizon. On a very similar path, the brand new Retro sofa bed has seen incredible sales after been showcased over the past twelve months, retailers thrilled by its six second action and beautiful upholstery.

“Similarly, MiBed, known for its market leading adjustable bed innovation and motion-intelligent sleep solutions since 1968, equally embarks on an independent journey, further leveraging its reputation as the industry’s most trusted and experienced manufacturer. Each base and mattress is proudly made in the UK, ensuring swift delivery and the ultimate in quality.”

Operating as a distinct brand, MiBed can further invest in research and development, exploring cutting-edge technologies and advancements in adjustable beds. Simon continued: “This autonomy allows MiBed to refine its state-of-the-art products, set new standards, and cater exclusively to individuals seeking customised comfort and the transformative benefits of adjustable beds. The recently launched MiBed simplicity mattress range has received applause from UK retailers, and without question, this comes from our dedication to mattress design, specifically for the adjustable bed product.”

As Hestia Living and MiBed evolve as separate brands, retailers can expect tailored point-of-sale material, brochures, and online resources will be adjusted accordingly. Both brands will have new websites, with Hestia Living embodying the luxurious look and feel of the brand and MiBed, making the experience even more accessible with simplified mattress and base option pages, with new room sets/lifestyle images that will generate a significant impact.

In conclusion, the decision to split Hestia and MiBed into two separate brands marks an exciting new chapter for both entities. Simon added: “Hestia Living and MiBed can amplify their commitment to excellence, innovation, and customer satisfaction by focusing on their strengths. Each brand will shine independently, delivering unparalleled experiences and products tailored to the unique needs of their respective customer bases.

“The dedication to providing exceptionally designed point-of-sale material, with meticulous attention to detail, has played a crucial role in securing the award. This commitment will continue to ensure a competitive edge over competitors. The future holds immense promise, with each brand poised to achieve new heights of success, industry leadership, and customer delight.”

www.furmanacgroup.com

Hestia Living and MiBed can amplify their commitment to excellence, innovation, and customer satisfaction by focusing on their strengths. Each brand will shine independently, delivering unparalleled experiences and products tailored to the unique needs of their respective customer bases.

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.

“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: “ProtectA-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 Bed Show 2023 this September for exclusive Platinum Club offers and to see our advanced therapeutics range.”

After a very strong 2022, and a positive year so far during 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-ABed 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 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.”

www.protectabed.co.uk

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.

Ulster Carpets celebrates 85 years in the community

Now a globally successful company, the manufacturer’s headquarters has remained on the same site in Portadown, Northern Ireland, that the company was formed on in 1938. Ulster Carpets is also still owned and run by the family of founder, George Walter Wilson, and his motivation for starting the company remains central to Ulster’s philosophy.

During the 1930s, like most of the UK and Ireland, people in Portadown were facing the Great Depression with traditional industries in severe decline and unemployment levels at a record high. To combat this, Mr Wilson – who at the time was 60 years old - explored different manufacturing opportunities that would create much-needed employment for people in the town.

Ulster Carpets was officially registered in 1938 with 19 employees based on the site of a former linen mill. Fast-forward 85 years and the Ulster Carpets Group now employs over 700 people across the world.

Nick Coburn, Managing Director, said: “When my grandfather started Ulster Carpets his key objective was to support the local community by creating jobs that the people in Portadown and the surrounding areas so badly needed.

“From that simple idea of helping people into employment, we have grown to become one of the town’s largest employers, with carpets designed and manufactured in Portadown now found in homes, hotels, casinos and cruise ships across the world.

“My grandfather would be proud of how successful his company has become and of the fact that we have been granted a Royal Warrant.”

From job creation, the community ethos at Ulster Carpets remains important.

“As we have grown, supporting the local community has remained an important philosophy for Ulster Carpets. Both as a company and through The John Wilson Memorial Trust we continue to help local businesses, charities, community organisations and sports groups to build a stronger society.”

That ethos has also helped develop strong service levels, with repeat business and long-term relationships to the fore.

This high level of service is combined with manufacturing excellence, with Ulster’s attention to detail and commitment to the highest quality woven into every carpet.

Ulster’s pioneering spirit is again connected to the ethos of their founder. Known for a focus on innovation, Ulster have taken traditional techniques and combined them with new technology. The best example of this is PSYLO™ - Ulster’s patented weaving technology.

PSYLO™ provides complete design freedom which has allowed Ulster to continue to be at the forefront of the residential market as well as diversifying into the Contract sector through the design and supply of bespoke carpets to the world’s leading hotels, casinos and cruise ships.

The same high standards expected by five-star hotels are used for the residential sector. All the carpets are manufactured in the UK, with the best wool sourced from across the UK, Ireland and New Zealand.

In doing so, Ulster Carpets continue to meet the everchanging demands of the residential sector. The addition of new colourways in popular ranges and the creation of new designs keeps their carpets relevant in today’s market.

This year marks the 30th anniversary of the hugely popular York Wilton range, with the latest additions giving customers a choice of over 60 different colours.

In the new release of 11 colours, Ulster have introduced warmer neutrals and earth tones that match the current trend of home-owners bringing the outside in, these stylish colours reflect feelings of safe, warm spaces at home.

Plaids are another mainstay which have had a new lease of life through additions to the Beaumont and Glenmoy ranges. The introduction of a modern colour palette transforms a classic and traditional design into a contemporary range for the modern home.

The recent launch of Natural Choice Textures also meets the growing demand for environmentally conscious carpets.

This 100% wool tufted loop range is made from 100% undyed British wool and is available in eight different colourways that blends different coloured fleeces to create a broad bank of entirely natural colours. Textures enhances a successful Natural Choice 100% wool collection that already includes Axminster and Wilton carpets.

www.ulstercarpets.com

From that simple idea of helping people into employment, we have grown to become one of the town’s largest employers, with carpets designed and manufactured in Portadown now found in homes, hotels, casinos and cruise ships across the world.

Irish Furniture & Homewares Show Review

Mark Gannon, Event Organiser for the Irish Furniture & Homewares Show, recaps their recent event in Dublin and reveals the winners of its show awards.

We are delighted to announce that this, the IFHS’s 8th year was yet another successful show. This year the show returned to the National Indoor Arena in Blanchardstown Dublin. With all exhibitors under one roof, this state-of-theart venue was the perfect place for the IFHS to bring the industry together in a relaxed environment. The feedback that we have received so far from all exhibitors has been great and businesses are already looking forward to next year, highlighting how important tradeshows are for the industry. Exhibiting at IFHS 2024 is already on people’s minds with current and new exhibitors looking forward to signing up for an even better event next year! With our marketing campaign focused on buyers, it’s not surprising that the vast majority of exhibitors at the IFHS reported strong sales at the close of the show this year.

The IFHS is an excellent representation of the wide variety of Furniture and Homewares available in Ireland and the UK. With the show being the only one of its kind in the country and attended by all the top furniture suppliers and businesses, it is a great event for meeting others within the industry. This year’s show had thousands of impressive and unique products on display.

Attendees had the opportunity to get a first look at new product ranges, the latest trends in the markets and avail of exclusive offers and discounts from the exhibitors. The IFHS is a unique opportunity for Irish customers to see a wide range of products all in one place and reflecting on the feedback we received, they were all very happy customers.

As Ireland’s largest trade only furniture and homeware event, the IFHS were proud to host this year’s edition of the Furniture and Home Awards. The Irish Furniture and Home Awards welcomed the addition of Amanda Bone to our Judging panel, as Head Judge. Amanda Bone is an architect, educator, and broadcaster. As a presenter on the RTE Television programme Home of

the Year she champions creativity, individuality, and clever design. Her keen eye for design and honest forthright sensibilities were key elements in selecting the winners of this year’s awards.

We recognise the importance of supporting the industry in which we operate, and believe these furniture and homeware trade awards provide the perfect opportunity for UK and Irish Furniture and Homeware suppliers to showcase the best of their innovative products both new and old for 2023.

This year’s Irish Furniture & Home Awards saw 12 worthy winners claim best-in-show awards for their products, displays and overall approach to business. It was clear from the level of interest, and the number of entries received for the awards, just how much work and commitment goes into offering their customers on trend high quality products.

Irish retailers in attendance had the opportunity to vote for Retailers Choice - “Best Sales Rep” award. The Best Sales Rep award pays tribute to the very best sales professionals in our industry today. The award celebrates and acknowledges these individuals for their competitive spirit, sales achievements and the strong relationships built with customers whilst on the front line. Harry Sweeney, sales representative for furniture company Image Furnishings collected the award for “Best Sales Rep” voted by attendees.

Claiming Retailer’s Choice - Best Supplier’s award was Durabeds. This is an award that Durabeds should certainly be proud of as it recognises the high standard of quality and service that they provide to their customers on a daily basis. Both of these retailer choice awards were voted on by the attendees of the IFHS during the registration process and with over 1000 attendees casting their votes.

Head Judge Amanda Bone, Event Organiser Mark Gannon and Best Sales Rep Harry Sweeney, Image Furnishings

For the IFHS awards this year our focus was on representing Irish made and also sustainability which is rapidly becoming a key topic of conversation within the furniture industry. Keeping this in mind each of the awards were Irish handmade with block oak and featured branding from Custom Wood Designs. These stunning awards were displayed on the winning stands throughout the show.

In preparation for IFHS 2024, The Irish Furniture & Homewares Show organisers are committed to making the IFHS bigger and better next year. The focus is to continue to support the industry in which we operate by bringing

the right people together all under one roof. Even if it is just meeting, collaborating or educating each other, attending the IFHS is a great opportunity to support the furniture industry.

www.ifhs-tradeshow.ie

With our marketing campaign focused on buyers, it’s not surprising the vast majority of exhibitors at the IFHS reported strong sales at the close of the show this year.

An investigation into online retail furniture performance

Online industry insight provider, IMRG, shares a comprehensive understanding of online retail furniture performance, covering three key areas, including online revenue, conversion rate and average basket value metrics.

The data presented throughout this article is from IMRG’s Online Retail Index, which tracks the online sales performance of 200 retailers across different product sectors in the UK.

Furniture Online Revenue Performance

The change was ignited by the move from lockdown, when many customers began making their homes more comfortable in preparation for many days indoors, to Covid-19 being considered as something of the past. Given that furniture items are often high ticketed, where customers had already heavily invested in items such as sofas, which are often once in every ten- or so-year purchases, retailers have had a challenging time achieving positive-territory growth ever since.

Throughout the entirety of 2021, the online retail furniture category rode above the wave of total market Year-on-Year (YoY) revenue performance, albeit experiencing negativeterritory growth from July onwards. However, as we entered 2022, the narrative changed, where for six months straight, the category was falling below the industry average, and stooped as low as -35.3% YoY in March that year.

As you can see in Chart A, furniture experienced growth from February to May 2023. Though, IMRG’s Online Retail Index shows a considerable decline in revenue for furniture retailers in June 2023, at -11.7% relative to -5% in June 2022, marking the third year of negative-on-negative growth for this category.

Chart B shows 2023 data in isolation, featuring furniture as well as other high-ticket product categories, namely audio, large appliances, and visual & entertainment. From around April, retailers started to experience declines in revenue. These results largely owe to cost-of-living skews, where UK customers are dealing with high inflation and high mortgage rates.

With the intention of protecting their pockets, customers are looking towards cheaper product categories such as small appliances and health & beauty, which are subsequently having a slightly better time, despite trading in the same economic climate that is making growth more difficult

Zoning in on the other subsections of the home & garden category, as presented in chart C, furniture performed relatively well throughout 2023 up until May when the other categories saw a significant peak and it experienced no growth. Again, this resonates with furniture’s price point, where customers are more inclined to enjoy May bank holiday deals that will not heavily dent their purses.

Sunnier days in the UK would also explain why categories such as garden would have an easier time converting customers, especially when many would have been having garden parties to celebrate three long weekends and King Charles III’s Coronation.

Chart C

Chart B

Chart A

Furniture Online Conversion Rate Performance

Chart D

Furniture Online Average Basket Value Performance

Chart E

Chart D reveals that conversion has been a pain-point for furniture retailers in 2023. The average conversion rate for total sessions was 2.87% in June 2022 and has fallen to 1.25% in June 2023, signalling a yearly 1.6 percentage point drop in conversion. The current rate is much lower than the total market, which achieved a conversion rate of 3.23% in June this year, mostly driven by health & beauty retailers.

This data reverberates the idea that customers were much more likely to purchase from a furniture retailer during Covid-19 than they are when their home bills and necessary items, such as food, are too high. Also, owing to the rising interest and mortgage rates, there will be fewer new home buyers, so less customers will be interested in buying furniture.

It is no wonder that traffic for furniture is down, experiencing lows such as -15.4% YoY. However, there are some promising signs from a Week-on-Week (WoW – How this week’s performance compares to the week previous) perspective. For the whole month of June, each week outperformed the last, where the final week in June was up +10.6%.

Looking at WoW for orders, the final week of June also saw growth, at +15.5%, implying that by August, furniture revenue could revert to positive-territory YoY growth.

About IMRG

As shown in Chart E, the average basket value for furniture retailers has seen a substantial increase from 2022 to 2023. There are a number of reasons why this might be the case at a time when conversion rates are low, for example, the rising cost of acquisition, increased supply chain costs, inflation affecting buyers’ intent, all of which might cause retailers to deflect some of the cost onto their customers.

It could also mean that customers have switched their buying habits, such as opting for fewer, more quality items rather than multiple cheaper items that will unlikely stand the same test of time.

We help our members understand and improve their online retail performance through a busy programme of performance benchmarking, data analysis, insight, best practice-sharing, and events. We have been tracking online sales since 2000 – and now measure over 120 individual metrics in a series of indexes, providing in-depth intelligence on online and mobile sales, delivery trends, marketing ROI and channel performance.

If you’d like to benchmark your online retail performance across a wide range of metrics, visit www.imrg.org

This data reverberates the idea that customers were much more likely to purchase from a furniture retailer during Covid-19 than they are when their home bills and necessary items, such as food, are too high.

Challenges you may face in China

Paul Wray,

Managing Director of Furntec

Ltd

and Modern

Outlook

Furniture,

shares another insight into his knowledge of the Chinese furniture landscape.

Navigating manufacturing in China can be a minefield if you have little or no experience in manufacturing abroad. As a Brit living in China, I work with many retailers across the UK, America and worldwide to ensure they are not tackling challenges alone.

The main challenges you might face include:

- Finding the right factory

- Language barriers

- Shipping

- Quality of work

- High MOQ’s

- Lead times

- Design & development

- And intellectual property risks

In China there are 50,000+ furniture manufacturers each with varying ethics and standards. I work incredibly hard to discover and vet new manufacturers. In addition to this, I spend a considerable amount of time maintaining relationships with existing manufacturers to ensure our clients receive quality product, on time and in full.

For me, it’s also very important to not only check what they are doing but to support them in their job. It can be very lonely when your based in a factory in the middle of nowhere for weeks quality controlling and checking product with no direct contact from the company. Support is always needed and trust me; you will always get the best from your staff when you show you actually care and take notice of what they do. Our teams undergo thorough training from our company and emphasise the BEST QUALITY must be achieved for each and every one of our customers, no matter how big or small.

I have heard many times that although the product looked great on a picture, when it arrived it sat like a concrete block and the materials used did not have the feel we needed. We now have a container/containers of product that will be very difficult to sell. My advice, buyers please visit your factories regularly to make sure you are getting products that are right for your market.

There are also many laws governed around the world when supplying furniture to certain countries. For example, when supplying the UK with products that will require UKFR regulations to be adhered to. Does the factory you are working with know these standards required? Many suppliers will say they do but they don’t. How do you know your product will be safe? Having local knowledge and feet on the ground offers extra assurance for your business.

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/

THE BIG QUESTION

This

A 5 star rating and experience from these lovely very professional guys, got two sofas delivered today, we absolutely adore them, wipe clean velvet with reversible cushions and backs, it’s mega comfortable and you don’t leave your butt print in it when you get up, the delivery blokes were lovely, very polite etc and phoned to tell me when they’d arrive, we’d never get treatment like this from major furniture stores and we didn’t have to wait weeks and weeks for them, JJ is my new go to place, we’re massively impressed, thank you!

I initially ordered a bed from a well known multiple trader, however on arrival the bed was damaged and couldn’t get another delivery slot for four weeks. This is when I called Vic Smith, not only was the lady understanding, she bent over backwards to help and assist me. I received the bed within two days, and I must add it was cheaper and better quality. Honestly second to none, would recommend highly. I for one have learnt my lesson and will always use a family run business. Thank you.

The Midlands best furniture shop by far. Friendly staff available to assist in the vast range of furniture. The cafe is also top notch. Give them a try. Home delivery guys are so very helpful and deserve much credit.

Third order in seven days for use in our holiday rental properties, 5 star Hatrick, more to come but remember you are only as good as your last performance!

Receiving a customer review such as this from Switzerland makes everything we do to go the ‘extra mile’ at Hafren worthwhile. It is really appreciated by the whole team. A short note to say that we are now the proud and happy owners of a new living room set. The delivery man arrived perfectly on the dot this morning, we met as scheduled. He’s a really nice person and we were all happy. A big THANK YOU to both of you for your help, assistance, encouragements, counselling and whatever. As you may have noticed, I was pretty nervous because this is our first try buying on the internet and I’m definitely not an internet fan, but this certainly went well, though there were many hesitations on my part. So, thanks again, who knows we may be sending you a few customers. Keep well and keep up the excellent work.

Hi Nigel, just a quick one to say thanks for my TETRAD stunning Alicia combination sofa. Delivered bang on time as you said and now being in pride of place in my gite in Brittany, it’s quite stunning. It’s even better than you described.

Visited Leekes Llantrisant this week looking for dining table and chairs. When my wife and I were walking around perusing the furniture a lovely salesperson came to our aid. He couldn’t do enough for us. Polite, very informative and made us feel completely at ease. Furniture was delivered by two exceptionally well mannered and professional young men. Cannot fault the service we experienced in store and delivery.

This review perfectly encapsulates what we strive for: exceptional customer service, cultivating lifetime customers, and being a fantastic business to engage with! Such a pleasure to do business with Land of Beds. Customer service was excellent, the delivery and warehouse team were excellent too. The 3 mattresses were amazing value and were delivered within the predicted timeframe. I cannot fault Land of Beds and will definitely be a return customer. Thank you :):):)

The best customer review this year was when our fantastic team was recognised for their efforts. The customer named the staff members in their review allowing the team to get rewarded for their hard work. When customers rave about the work the team put in, it really makes me proud and reassures me we have a talented team on board.

month we’re asking retailers, what’s the best customer review you’ve had so far this year?

Joseph Shenton - Joseph James Furniture Outlet LLP

Vic Smith – Vic Smith Beds

Rhian Griffiths ‑ Leekes

George Sinclair - Nimbus Beds

Mike Murray – Land of Beds

Steve Adams – Mattress Online

Nigel Ledger-Lomas - Harvest Moon Interiors

Huw Williams - Toons

Jan Morgan – Hafren Furnishers

Meet Colin at the South West Show

Furniture agent, Colin Boyce – who represents Mattsons Beds, Furmanac, Sleepsense International and Enchanted House Beds, recently joined the South West Furniture Manufacturers, Agents and Reps Federation (SWFMARF) as its new member and will be at the 2023 September South West Furniture & Bed Show next month.

During the show, which takes place from Tuesday 5th September to Thursday 7th September at The Sedgemoor Auction Centre in North Petherton, Colin will be representing Sleepsense International, who are a one-stop-shop for pillows, duvets, throws, mattress protectors, toppers and electric blankets for major brands such as Sleepeezee, Millbrook, Airsprung and Mammoth, as well as MiBed by Furmanac, while also revealing an exciting new venture with a well-established upholstery supplier.

Commenting ahead of the show, Colin revealed: “I’m excited to announce a new sofa supplier partnership. It’s an existing supplier to a major brand that now wants to have its own direct customers. We are offering a genuine made to measure service, with each sofa offering bespoke sizes.

“This will be a de-branded solution, we will make bespoke swatches for each retail partner but we will also offer ideas and solutions for those who would like to major on using their own fabrics, helping retail staff to become interior designers and retail owners the opportunity to offer unique products, which will be fantastic for margin.”

SWFMARF was established in 1992 to promote the sales of home

furnishing, covering furniture, beds and accessories, to trade customers in South West England and South Wales.

Headed up by agents Andrew Lip and John Pilling, the association – also supported by Sas Haines and Karen Shapland, is all set for the next South West Furniture & Bed Show. Upon

joining as a member, Colin, who has recently been named as Best Agent/ Rep in South West England in the Big Furniture Awards 2023, added: “I recently joined the association and I’m really pleased to be included in this special group. Although I work nationally nowadays, the SW has been my traditional area for over 20 years and will always be my ‘home ground’, so it’s really good to be part of SWFMARF and be able to take my regional agencies to the show.

“Andrew Lip and John Pilling lead the non-for-profit organisation and work tirelessly for our regional show, which I feel should be supported by everyone that works in our industry on the SW. Andrew and the team have been on the committee for many years and spend several hours a week, every week, without remuneration, in keeping a community spirit among all us agents that cover the SW. I’m delighted to be on board.”

To arrange a meeting with Colin during the show, contact him on either 07876198938 or

colin@thefurnitureandbedagent.com

www.thefurnitureandbedagent.com

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

Devonshire

Devonshire’s brand-new painted bedroom range ‘Lydford’ is now available for purchase, having arrived into UK stock at the end of May. An upgrade to their previous ‘Pebble’ range, Lydford features soft curves, a commercial light grey paint finish (with nine premium colours also available), solid oak tops and – most importantly – a more attractive price point. To request more information or a visit from Mike (North) or Anthony (South) with the show van, please get in touch at enquiries@devonshireliving.co.uk. www.devonshireliving.co.uk

Sweet Dreams

Sweet Dreams’ new exclusive Eden Online Mattress range is proving to be a popular choice. The range features 18 mattresses, which are made to order, and offers a wide range of price points and features, from starter mattresses to high quality hand side stitched FR Chemical free mattresses. The Eden range is complimented by a fully FSC certified divan range featuring non-storage, drawer, side and front ottoman bases with matching headboards in 16 luxury fabrics. www.sweetdreamsuk.com

Timber Art Design

A modest and contemporary style is perfect for practical and simple living. A straight-edged frame - with structured arms, mild to firm cushioned seats and beautiful wooden legs. A charming three-seater sofa which combines a classic 1930s style, with modern comfort. Modern Style Sofa Flared Arms H77cm x W185cm x D86cm. Available in Green or Grey Seats up to three Fire Regulated Professional clean only. Assembly of legs required; each product arrives in one box. www.timberartdesignuk.com

Gallery Direct

Gallery Direct’s outdoor living collection includes the Champillet Dining Table, which features an unusual, attractive oval shape and an eye-catching radial design for the top. The built-in Lazy Susan is inset so it is the same height as the tabletop for added practicality. Designed to work perfectly with the table are two benches. Both echo the curve of the top; one features an elegant high back, whilst the other is backless. All are crafted from teak, which is an ideal material for outdoor furniture because of its incredible durability and water resistance. www.gallerydirect.co.uk

Put forward your best and brightest for ‘60 for 60’

Anniversaries are not just mere milestones - they hold a significant place in the heart of any organisation. These special occasions serve as opportunities to commemorate the journey undertaken and the accomplishments achieved over the years.

Wishing to celebrate its 60th anniversary in 2023, The Furniture Makers’ Company, the City of London livery company and charity for the furnishing industry, has launched a special campaign to recognise some of the outstanding young people working in the industry who are demonstrating exceptional commitment to their career.

Dubbed ‘60 for 60’, the campaign emulates the concept of a 30 under 30 programme but will acknowledge 60 exceptional people 35 years old or younger – one person for every year since The Furniture Makers’ Company was granted City of London livery status in 1963.

The Master added: “The initiative stays true to one our core missions, which is to foster and support young people who have chosen our industry as a career path.”

The Furniture Makers launched 60 for 60 in June and is now calling on businesses to put forward their best and brightest working in any role or function, whether they’re designers, makers production staff, salespeople etc. The Company is also encouraging young people to enter themselves for the award.

Once the call for entries process closes on 22 September, the hopeful candidates will have their applications judged by a panel of industry experts assembled by The Furniture Makers’ Company for their diverse skillset.

Amanda Waring, Master of The Furniture Makers’ Company and the driving force behind the initiative, said: “For over 60 years, The Furniture Makers’ Company has brought together some of the most influential people and recognised brands from the furniture and furnishing sector with the purpose of cultivating bonds of fellowship and fortifying the industry though charitable endeavours. Instead of reflecting on past successes, we’re shifting our focus to the future and honouring the incredible young individuals who will shape the furniture and furnishing industry in the decades to come.”

Chaired by the Master, the panel will include Carla Barnett, group HR director of Sanderson Design Group; Sue Kemp, managing director of Associated Independent Stores; Edward Tadros, former chairman of Ercol; and John Makepeace OBE, award-winning designer-maker. They will have the difficult job of reviewing all the submissions and selecting the winners. The 60 outstanding individuals will then be announced at a special awards ceremony in autumn 2023.

Amanda Waring

Carla Barnett

Commenting on 60 for 60, John Makepeace said: “I cannot think of a more rewarding career than furniture making. At its best, it demands such a variety of human endeavour; practical skills and working with natural materials, creativity in design, marketing and presentation, financial and business management and the pleasure of working with clients, employees and suppliers. 60 for 60 seeks to identify those talented individuals who have discovered their passion for the industry.”

Edward Tadros said: “I have always been very interested and pleased to support young people in their progress in our industry. It is very rewarding to have been asked to be a member of the judging panel for our 60 for 60 initiative which will create opportunities for young people to develop their careers in furniture.”

The 60 winners of the prize will receive: esteemed recognition from the industry’s most prestigious institution, an award certificate, digital assets to promote the achievement, inclusion in press activity and social media, inclusion in a commemorative 60 for 60 booklet, and an invitation to an exclusive networking event with other winners, and professional development, including the offer of a mentor and networking opportunities.

The Master added: “By acknowledging their talent, we hope to demonstrate that the industry values their growth and offers a lifelong profession. This is not only an excellent opportunity for young people within our sector to get recognition as ‘ones to watch’ but also for the company where they work, so we encourage you to put forward someone for this great prize.”

The initiative has been very well received by industry already with many companies signing up to be principal partners or sponsors of 60 for 60. The Furniture Makers’ Company would like to thank the following companies:

Principal Partners: Associated Independent Stores, Biesse UK, Blum UK, Castelan Group, Furniture Village, Land of Beds and Tempur UK.

Sponsors: Artichoke, Celtheath, Ercol, Habitat, Handy Limited, Harrison Spinks, Hypnos Beds, Hypnos Contract Beds, KI, Mattress Online, the National Bed Federation, Ocee & Four Design, Panaz, Sanderson Design Group plc., Shackletons Ltd, Sleepeezee, the Tusler Studio, William Hands Furniture and Wren Kitchens.

To enter someone for 60 for 60, go to www.furnituremakers.org.uk/60for60

The initiative stays true to one our core missions, which is to foster and support young people who have chosen our industry as a career path.

John

Makepeace

Sue Kemp

Edward Tadros

Last Word with Furniture Sales Solutions

Adam Hankinson, Managing Director at Furniture Sales Solutions, talks about the importance of keeping it simple, or in other words, to KISS the customer.

KISSKeep It Simple Sir…

Have you ever walked into a shop and felt overwhelmed by choice and then a salesperson bombards you with complex information? Well, it happens in the furniture retail world too.

I was recently doing some in-store training at a popular furniture retailer when I overheard a salesperson discussing an aniline leather sofa with a customer. They said, “That’s aniline leather….” The customer looked confused, and I realized this was a common issue among salespeople. It’s easy to slip into autopilot mode and assume customers understand technical terms.

So, I pulled the salesperson aside and asked why they had mentioned aniline leather to the customer who didn’t have a clue about it. This happens when we get used to our industry jargon and forget to put ourselves in the customer’s shoes.

That’s when the KISS principle comes into play (Keep It Simple Sir). If you can explain something in a simpler way, you should. For instance, instead of saying, “Full-grain leather is the unaltered top layer of the hide with a natural grain, breathability, and authentic appearance,” you could say, “this is a really great quality leather, it’s suitable for use in a really busy household, and it’s really easy to maintain”.

Another example is where there are ten swatches available for a particular sofa and you offer the customer ALL the options- you’re definitely better off only showing the customer the swatch with the display cover in before you overwhelm them with too much choice.

To hone your new “Keep it Simple” philosophy start by making a list of Frequently Asked Questions (FAQs) that you encounter regularly. Even a handful of questions can be a good start. Develop straightforward, benefitfocused answers for each, and this will instantly boost your confidence when dealing with customer inquiries. For example, customers often ask why one sofa is priced at £4000 while another seemingly similar one is £2000. In reality, they might be more inclined to buy the higher-priced sofa, but they need convincing. (A good answer is to say- “that’s a great question- both are great but the 4k one is our Rolls Royce. Everything about THIS model is of the highest quality and specification-what do you like about it?”

To answer these questions well, you need to know why the more expensive sofa is worth the price AND how to communicate that in the clearest way. Talk about the specific features and benefits of that sofa to show its value. Don’t use complicated words, but instead, explain the benefits in a way that customers can understand.

Having a good understanding of products gives you an advantage

against your competitors. It helps you engage with customers, build trust, and show that you’re an expert. When you confidently talk about the unique things each product offers, like how well it’s made, what materials were used, or if it has a special design, it catches the attention of buyers and makes them see the value.

Plus, when you know a lot about your products, you can make personalized recommendations based on what each customer likes and needs. By understanding different furniture styles, sizes, and materials, you can suggest things that match their tastes, needs and wants and make their shopping experience better.

In sales, it’s important to know about the products you’re selling, but too much knowledge is dangerous if it overwhelms the customer. Answering common questions well and explaining things in simple terms will build trust, create great understanding for your customer and increase sales. By improving your knowledge about your products, you’ll become more confident and this will come across to the customer. By keeping this knowledge simple, relevant and easy to understand it will help the customer make their decisions and guess what…. they’ll buy more from you! It’s all in the KISS!

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