Big Furniture Group Magazine February 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 February’s Big Furniture Group Magazine ”

From continued success, ongoing investments and new business milestones, February’s edition is full of big stories that feature these three topics, plus much more. In the BFG hotseat this month is Kieran Hewkin, Co-Founder of Swyft Home, who takes our Big Interview and talks about what he would change in the industry and why Timothy Oulton is one of his furniture idols. As for the other regular, Sussex Beds goes under the Retail Focus spotlight.

We’ve also been busy interviewing a number of retailers to gain an insight into their respective stories, which includes why Toons feels it’s important to share success across the company, why Vic Smith Beds invested in a print machine and gin, how Bed Kingdom is reaping the rewards and why CFS is celebrating a particular company milestone when it comes to customer service.

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2 Jordan Street, Knott Mill, Manchester, England, M15 4PY

Print: Buxton Press

ISSN No: 2753-3387

Copyright © Big Furniture Group 2022

Issue No: 6

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.

Meanwhile, in our Green Retail sustainability-focused feature, we concentrate on Leekes’ green credentials and efforts with its most recent solar investment. In keeping with investment, there is a special article on just that with the expansion of RetailSystem’s offices, aimed to boost customer support even further.

And furthermore, we found out the latest developments from mattress manufacturer’s GNG Group and Nectar Sleep, as well as some outdoor innovation insights from Gallery Direct and a preview of the upcoming London Fabric Show. A Letter from China is back once more, where Paul Wray, Managing Director of Furntec Ltd, continues the conversation on the furniture industry in China, while FRP Advisory takes the Last Word column and talks insolvencies.

That’s enough from me, so enjoy our latest magazine. Oh, and if you have any news you want to shout about or 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.

16. Big on Social

18. The Big Interview with Kieran Hewkin, Co-Founder of Swyft Home

22. Vic Smith Beds talks beds and gin

24 Komfi mattresses designed for a greener future

26. Toons: Sharing the success; investing for the future

28. London Fabric Show preview

30. Next level Nectar

32. Retail Focus with Sussex Beds

36. RetailSystem: New office investment to boost customer support

38. Sustainability: Green Retail

CONTENTS ON THE COVER

40. Outdoor innovation from Gallery Direct

42. Bed Kingdom is reaping the rewards

44. CFS achieves review milestone

46. New Products: Gallery Direct, Shire Beds, Wiemann, Sweet Dreams, Devonshire, Merlino, Nectar & Sonlevo

48. The Big Question: what are you hoping to achieve during 2023?

49. Letter from China

50. Last Word with FRP Advisory on insolvencies

BIG

INTERVIEW

KIERAN HEWKIN

Co-Founder of Swyft Home, takes our Big Interview this month and talks about what he would change in the industry and why Timothy Oulton is one of his furniture idols.

INTERVIEW SPECIAL

Vic Smith, owner of independent beds and mattresses retailer Vic Smith Beds, shares an insight into why they invested in a printing machine and gin.

RETAIL FOCUS

Sussex Beds talks recent investments, challenges in recruitment and what should change in the industry.

44

NEW OFFICES

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

RetailSystem’s recent expansion will boost customer support even further.

CUSTOMER SERVICE SATISFACTION

Choice Furniture Superstore (CFS) talks about achieving a significant customer service milestone.

NEWS

Independent furniture retailer completes rebrand project with fresh new look

“We change our windows and showroom every few weeks to help keep the store looking fresh at all times. One of our windows recently was showcasing our wallpapers and paints so we had rolls of wallpapers from ceiling to floor, with ‘paint dipped’ paint brushes hanging at different levels from the ceiling too. This was a really successful way to promote those items of our store. And as ever, our Christmas windows always look phenomenal, and we even won the best Woodbridge Christmas Window 2022.”

Independent home furnishings retailer Barretts of Woodbridge has unveiled its new store branding as part of its ongoing modernisation project.

Barretts, originally started in 1969 and still very much a family firm, is situated at 40 Thoroughfare in Woodbridge, Suffolk, has replaced the old green look with a more modern blue branding on its shop front.

This follows a successful in-store revamp too, which now includes new co-ordinated ‘set’ areas to help customers on their purchasing journey, with the business regularly updating its showroom to keep it looking fresh.

Millie Baker, Marketing & Online Sales Manager at Barretts, commented:

“We’ve had our branding redone, from green to blue and have had the front signage hand painted by a marvellous local painter. We haven’t had it changed in years and we’re delighted with the finish.

“Our store was looking the best it ever has inside, so we needed the branding to reflect that. In store, we’ve been really successful with our showroom changes, including decorating and furnishings areas to ‘create the look’ and help the customer visualise what our products can look like in a home scene.

The ongoing investment has also seen the business totally reform its website, which was one of the first implementations of the modernisation back in October 2021. Over a year on, the online side of the business has delivered success. Millie continued: “With the new website, we have a new look menu which makes it super simple to navigate. It was vitally important that our new website was not just an online selling platform, but more importantly another window into our gorgeous shop, a place for customers to get a glimpse into our ethos as well as picking up inspiration for their new home furnishings.

“Barretts of Woodbridge hopes the new branding will deliver a real boost going into 2023, with the business optimistic on the year ahead. “Like most businesses, we felt the Covid hit but we have had such amazing support from loyal customers to shop local. We’re feeling really positive for the future and hope the rebrand will give us that much needed boost,” Millie said.

“With gorgeous river walks and fabulous independent businesses, Woodbridge really is a wonderful place to visit, and it’s no surprise to us that Woodbridge is the 3rd happiest place to live in the UK! As a store, we’re always trying to keep things fresh and ‘on trend’ so who knows hat’s around the corner!”

Continued digital investment boosts sales at OKA

Furniture and accessories retailer OKA has reported a growth in turnover as sales climbed towards £40m.

According to its latest filed accounts for the year ended 1 January 2022, total sales rose 26.5% to £37.7m from £29.8m year-on-year. Gross profit increased from £20.4m to £27.8m, while pre-tax losses resulted at £1.8m, narrowing from a loss of £8.9m recorded in the previous year.

Stated within its report, OKA said Adjusted EBITDA was £9m, up from £3.6m, which delivered a margin of 23.7%, improving from 12.1%, while cash reserves resulted at £2.1m, down from £8.7m, due to investment in technology and software and increased inventory levels.

OKA added that significant investment has been made to develop OKA USA, with marketing investments implemented to build the OKA US brand presence and the appointment of key marketing and commercial personnel.

“Whilst the initial impact on revenues from the pandemic was severe, the website and digital channels soon picked up a significant proportion of the lost sales from showrooms, and underlying trends such as consumers investing in their homes during lockdown, combined with a buoyant housing market, meant that the overall impact on sales was limited,” the company said.

“OKA’s customers are navigating between channels more than ever before, combing offline and online interactions within single purchases through a seamless customer journey. Significant IT investments have allowed the company to take advantage of the latest technology to interact with customers.”

Fabb grows sales and market share

During the period under review, Fabb opened four new branded stores, which are “performing extremely well and proving to be amongst the top performer’s week by week”, while a further three opening since the year end, the latter of which will open this month. The business also removed flooring from its offer to allow an increase in density of its better performing ranges within the stores.

BFM launches new membership category for retailers

Furniture retailer Anglia Home Furnishings Ltd, trading as Fabb Furniture, has reported a growth in sales as turnover jumped by almost £10m.

According to its latest filed accounts for the year ended 31 March 2022, total sales rose 47.5% to £30.4m from £20.6m in 2021. Gross profit increased from £9.4m to £13.2m, while pre-tax losses resulted at £3m, widening from a loss of £738,000 recorded in the previous year.

Rising raw material prices and freight costs pressured its margin throughout the year, while the company ended the period with finished goods stock for sale valuing over £6m, up from £3.9m in 2021.

Stated within its report, the company said: “The business has already seen a much-improved trading performance year-on-year and is already reporting an EBITDA improvement to the same point last year of over £1m, in just the first five periods.

“With an improving margin, up 2.5% versus previous year, lead times and increased market share, with growth at plus 23% like-for-like against 2019 pre-pandemic levels for the first five periods. Due to this strong trading, we expect a much-improved financial year results for March 2023.”

The British Furniture Manufacturers is launching a brand new membership category for furniture retailers to recognise companies committed to selling and promoting British made goods.

The BFM’s new retailer membership category, which will be open to retailers across the UK, is being launched at the January Furniture Show 2023.

It builds on the success of the Autumn 2020 ‘Buy British’campaign, which worked with retailers to enable them to signpost customers to products which were made in Britain, using a striking red, white and blue logo on swing tags, posters, vehicle livery and web pages.

Sean Holt, MD of the BFM, said: “We’ve been asked for some time to develop a new membership category for retailers, which recognisesthose dedicated to selling and promoting British-made goods. We have further enhanced this by developing a new Code of Practice that will demonstrate a commitment to customer service as well as show a pathway towards net zero carbon. Retailers must sell products made by British furniture manufacturers in the UK, although not exclusively.

“As an Approved Retailer, they will receive marketing material to help them inform customers of British-made products, and gain access to a range of BFM benefits to support their commercial activities and staff members.”

Sofology launches new TV advert with Helena Bonham-Carter - use image of sofology

The Corner London has launched an all new campaign ‘Nothing Feels Like’ for sofa retailer Sofology.

The work is the second campaign from the brand that stars Helena BonhamCarter and the first from The Corner, following their pitch win back in April 2022.

With the current economic climate meaning that consumers are spending more time at home, the campaign looks to accentuate the unbeatable feeling of a Sofology sofa – better quality, better design and better value.

The TV and press feature Helena in an upside down world; she arrives home with everything the wrong way up – including her dog! As she moves through her hallway and into the living room, we see that the only thing that is the right way up is her Sofology sofa in the center of the room. As she admires the sofa, falling backwards over it, we see everything from her point of view – finally the right way up and how it should be, showing that nothing feels like coming home to a sofa you love.

Sebastian Brown, Director of Creative at Sofology said: “We wanted this campaign to really focus on magnifying what it feels to ‘feel at home on a sofa you love’. This campaign is a beautiful continuation with Helena Bonham Carter, whilst retaining a quirky sense of humour. The TV ad spearheads the Nothing Feels Like campaign, and lays a strong brand communication platform through the customer journey.”

Helena Bonham-Carter said: “I loved the central idea that I live in an upside down house. It’s straight out of Alice in Wonderland which is one of my all time favourite books and I try to inject a bit of it into my daily life. It also strikes me as emotionally true: the world can confuse and discombobulate you but when you get home and get a chance to lie down on your sofa then suddenly everything can feel the right way up again.”

ScS acquires sofa brand Snug out of administration

Going forward under ScS’s ownership, the company aims to further grow the business.

ScS also recently opened two new stores, one in York at the Clifton Moor Retail Park and a second in Swindon at the Bridgemead Retail Park, over the Christmas period, taking its portfolio to 100 stores nationwide. The intention is for the two new stores to be fully refitted in the spring. They will be developed into ScS’ new ‘Concept’ store format. The York store is also ScS’ first collaboration with Bensons for Beds, with both retailers trading from the unit. The ScS team is said to be ‘excited’ to be working with the Bensons team.

Upholstered furniture and floorings retailer ScS has announced that it has acquired the brand, domain names, website, intellectual property and stock of Snugsofa.com (Snug) from the administrators of Snug Shack Limited for consideration of £875,000.

Snug, a digital-first sofa and sofa-bed business specialising in modular and re-configurable sofas, was founded by Robert and Peter Bridgman in 2018 as Europe’s first sofa-in-a-box concept. Snug also operates from one store in Leeds. ScS expects there to be an opportunity to add Snug concessions to the Group’s stores, providing the brand with “significantly improved national visibility and penetration”.

In a statement ScS said: “The Board believes the acquisition of Snug represents further progression in ScS’s strategy. Snug’s strong brand and differentiated digital-first offering will complement ScS’s existing proposition, further diversifying its customer base and increasing market share. Snug’s innovative approach to social engagement and digital marketing will be an asset to the wider ScS business while Snug will benefit from the Group’s expertise, supplier relationships and scale.”

Snug has 53 colleagues and will join the Group as part of the acquisition. For the 12 months to 31 December 2022, Snug expects revenues of c£20m.

Details behind the sale of online bed retailer from administration

Online beds retailer Sleep Design Ltd, trading as Crazy Price Beds, has been sold out of administration for a sum of £195,000. The business has been sold to portfolio businesses of Baaj Capital LLP after it entered into administration on 22 November 2022. The transaction was led by Carl Jackson, chief executive, and Richard Easterby, director at Quantuma.

With a business strategy of buying beds and mattresses directly from manufacturers and thus reducing the normal costs passed onto customers, Sleep Design was founded in 2008 and was bought by its existing shareholders in 2014. The company, which imports its beds from China, operates from one site in Cannock and employs 22 people.

The company reported a turnover of £8m in 2021 but, due to global factors, including the pandemic, the rising costs of shipping and materials, and the weakening pound against the dollar, the retailer was unable to sustain trading.

Ahead of entering administration, the retailer accumulated debts of £349,000 to secured creditor HSBC Bank, which is expected to be repaid in full from company cash of £454,000. The HMRC are also owed around £511,000 as a preferential creditor. Administrators said it is anticipated that there will be sufficient funds to pay a distribution, although unsecured creditor claims, totalling £835,000, are not expected to receive any distribution.

Before the sale of the company was completed, administrators received 40 parties expressing an interest, with non-disclosure agreements being sent to 36. Of these, five parties entered into negotiations with a range of offers being tabled from £30,000 to £305,000. The higher offer was seen as the best route forward.

However, upon acceptance of the offer, the prospective purchaser requested additional time to complete their due diligence. This was not an option due to the time-frame of proceedings with the prospective buyer reducing its offer.

Administrators then reverted to the second best offer of £195,000, which had now become the best offer available following the aforementioned reduction. This was accepted with funds paid in full on completion. The sale of the business, to BW Gardening Limited and Book Library Limited, will see the business’ sites continue to operate, and secures all 22 jobs. There is no connection between the purchasing companies and former directors.

Breaking the sale down further, Book Library Limited acquired the goodwill, IP, website and trademarks for a sum of £10,002. BW Gardening Limited acquired the office furniture, plant and machinery, vehicles, customer contracts, vendor’s records, stock and other assets for a sum of £189,998.

Administrators added that the sale was less than the agents in-situ valuation of £426,000 due to stock, where a large amount was incomplete sets of beds that were held for spares and not entire beds that could be sold on to consumers.

Independent furniture retailer grows sales to almost £100m

Details of interior décor supplier administration and sale revealed

Distributor of interior décor and wallpaper Arthouse Ltd was sold out of administration for a sum of £1.5m.

Samuel Woodward and Timothy Vance, both of Ernst & Young LLP, were appointed as joint administrators of Arthouse Limited on 20 December 2022.

included claims of £1.1m to HMRC, £265,000 to its parent company, £190,000 to DH, £2.5m to Northedge Capital and £5m to Clydesdale Bank. Administrators anticipate that secured claims from Clydesdale are expected to receive a distribution of £1.2m. As for unsecured creditors, there will be insufficient funds to make any distribution.

Independent furniture retailer Barker and Stonehouse has reported a growth in turnover as sales were just shy of £100m. According to its latest filed accounts for the year ended 27 March 2022, total sales rose 28% to £97.6m from £76.1m in 2021. Pre-tax profit resulted at £8m, up from £4.9m.

Stated within its report, Barker and Stonehouse said that sales benefited from stores being open for most of the year and increased demand for home furnishings following the pandemic. Gross margin dropped by 0.9%, reflecting rising costs in the supply chain.

Year end cash rose by £3m to over £12m and stockholding increased by £6m to over £19m. In the year, the business built a new state of the art warehouse for over £3.5m, as well as entering into an agreement with Fenwick to open concessions in Newcastle and Bentall’s Kingston Upon Thames stores. The partnership has also seen products listed on their website.

Furthermore, the company acquired a freehold site at the Metro Centre in Gateshead and is currently building a new flagship store, which is set to open in Spring 2023 on 7 April. Ahead of the opening, its Newcastle city store will close in March due to the investment at the Gateshead store, which is larger and will still include a Fenwick concession.

Flooring textiles supplier Esselle Retail Ltd acquired Arthouse, transferring 36 jobs in process, due to there being “considerable synergies” between the businesses. Ahead of Arthouse’s administration, the business had sales of £23.6m.

Detailed in newly filed documents on Companies House, Arthouse was adversely impacted by UK market headwinds including supply chain disruption, inflation and reduced consumer spending in the home décor channel in the build up to its administration.

The company looked to enter into an Accelerated Merger & Acquisition (AMA) from July 2022 with the first offer received the following month. Other parties entered discussions and by November another offer was tabled to acquire the share capital of Arthouse as a going concern. Furthermore, Esselle Retail submitted two offers, one being for similar as aforementioned and the other for business and assets via a prepack sale in administration agreement.

The sale process progressed slower than expected.Following further due diligence, the other party withdrew their offer, resulting in Esselle Retail being the only offer suitable. Administrators were then appointed which was immediately followed up with the sale of the business and assets for a total sum of £1.55m. Of this amount, £10,000 related to the sale of Arthouse shares in its USA company.

As for creditors, total claims valued a combined sum of £10.9m. These

IKEA recalls swivel chair due to breaking reports

Swedish furniture retailer IKEA has issued a product recall on a swivel chair after safety concerns were highlighted. The recall affects IKEA’s ODGER swivel chair after receiving reports of the chairs breaking at the star base of the leg.

In a statement, the company said: “IKEA asks customers who have purchased the ODGER swivel chair, anthracite colour with date stamps before and including 2221 (yyww, located underneath the seat, moulded in the material of the chair), to stop using it and return it to an IKEA store for a full refund.

“IKEA has received reports of the chairs breaking at the star base of the leg, therefore posing the risk of a fall and injury. As such, we are issuing a recall for the affected date stamps. Customers are kindly asked to return it to an IKEA store for a full refund. We apologise for any inconvenience this may cause.”

Independent furniture retailer relaunches with rebrand

Home furniture independent and ecommerce retailer Roseland Furniture has unveiled a new look and feel with the release of its rejuvenated platform.

In a project aptly named “Roseland Relaunched” the Roseland team have collaborated with ecommerce specialists UWP (Underwaterpistol) to bring to life the first of several planned changes for the business. With revised and enhanced branding, user friendly design and upgraded functionality, Roseland is proud to introduce its allnew website to their customers.

Tristan Lynch, CEO, said: “Roseland Relaunched is the first significant external change we are making to the brand. We’re proud to bring this project to life and excited for our customers to

experience the new website. It marks the beginning of big change for the company and we’re looking forward to launching many new products and services.”

Sussex Beds opens first Surrey store with fresh rebrand

Independent beds and mattresses retailer Sussex Beds has opened its 14th store in the UK, celebrating its first shop in Surrey and new look. The new 6,000sqft store is situated in the former M+Co shop on High St in Horley and officially opened on the 14 January 2023.

John Rayment, Operations Director at Sussex Beds, said: “Horley completed at the end of November and in just over six weeks was transformed from a shut M&Co to our first new branded store, featuring our change from black and orange, to teal and white.

“We have also installed a training room in the old store room for our stores over that side of Sussex and Surrey. The opening was a great success with very high footfall across the weekend. We had lots of lovely comments on the look of our new store too, which is great to hear.”

Big Bites

Minerva appoints new Group Chief Executive

Furniture buying group Minerva has announced the appointment of Jim Orr as its new Group Chief Executive. Jim, who moves from Furniture Village where he was in the role of Buying Director, will join the group in mid-January and will succeed long serving Roy Beagent, who will retire in May 2023. Jim has also held other senior roles in the furniture industry, including Buyer at bed retailer Dreams and Marketing and Buying Director at cabinet supplier Devonshire.

Loaf’s first Scottish store

Furniture retailer Loaf has confirmed that its latest and largest new Shack will open on 9 February 2023 in Edinburgh, its first Loaf showroom to open in Scotland. Loaf’s ninth 9,100sqft Shack will be situated in Straiton Retail Park.

JYSK sees UK sales rise

Danish furniture retailer JYSK has reported a growth in turnover for the year ended 31 August 2022, with total sales rising 17% to £38.3m from £32.9m in 2021. Gross profit increased from £17.6m to £20.3m, while pre-tax profit resulted at £144,000, down from £2.9m recorded the previous year.

Alpha Designs appoints Sales Director

Upholstery manufacturer Alpha Designs Upholstery Limited has

appointed Nichola Bell as its new Sales Director, replacing Barry Webb who has retired. Nichola moves from Westbridge Furniture where she spent 14 years at the company. “Well, they say “out with the old and in with the new”, which is exactly what I’m doing this year. After 14 years, it’s time for a new challenge, so I’m excited to be joining Alpha Designs as Sales Director.”

Dunelm opens new stores

Home furnishings retailer Dunelm has confirmed the opening of its new stores in London and Romford. Situated in Feltham’s The Centre, West London, the opening has created around 42 new jobs. The new Romford store is based at Eastern Avenue. Both opened during December 2022.

Swyft’s new Senior Buyer

Sofa-in-a-box business Swyft has announced the appointment of Elizabeth Hothi as its new Senior Buyer. Lizzie said: “I’m excited to join Swyft managing all fabric developments and influencing overall product development. I’ve been in the upholstery and fabric industry for 12 years now.”

Sofa retailer opens in Inverness

Upholstery retailer Sofology has opened its first Highland store in Inverness. The new store is situated at Inverness Retail and Business Park, taking the vacant unit left by clothing company Outfit. The store officially opened in December, a week later than originally planned, and features 72 room layouts spread out over two floors.

SATRA duo promoted

Testing house SATRA has announced that following Geoff Bindleys recent

retirement, Johnny Worthington has been promoted to Head of furniture, and Phil Weal has been promoted to Head of floor coverings and flammability.

Sales rise at Oak Furnitureland

H&M Hardwood furniture retailer Oak Furnitureland has reported a growth in sales and a return to profit. According to its latest filed accounts for the year ended 30 June 2022, total sales rose 10% to £275.2m from £251m in 2021. Pre-tax profit resulted at £484,000, significantly improving from a loss of £22.9m recorded the previous year.

Furniture Village opens in Colchester

Family-run furniture retailer, Furniture Village, has opened a brand-new 17,800sq ft store in Colchester’s Stane Retail Park, taking its store portfolio to 55. Charlie Harrison, Commercial Director at Furniture Village, said: “We’ve created nine new jobs within the sales consultant’s team and can’t wait to welcome customers, new and old, to the new store.”

N Brown settles legal claim

Online fashion and homewares retailer group N Brown has announced it has reached an agreement to settle the ongoing legal dispute with Allianz Insurance Plc. The Settlement relates to a claim issued against JD Williams & Company Limited (JDW), a subsidiary of the Company, by Allianz in January 2020 and JDW’s counterclaims in that litigation. The Dispute related to significant amounts of redress paid to customers by JDW and the Insurer in respect of certain historic insurance products, including payment protection insurance. JDW has settled to pay a sum of £49.5m.

ON

BIG SOCIAL

dan@bigfurnituregroup.com

Sussex Beds

Vans 3 and 4 have now been officially named and ready for work after Xmas. “Sleepy Gonzales” and “Shaun of the Bed”. These two are based in our Ashford warehouse.

Vispring

n 2023 we’re opting for resolutions that are a little more comfortable. We’d love you to join us in committing to relaxation and slow living. That means taking time to savour the little things in life. Stay tuned over the coming weeks to see how we’re prioritising our mental and physical health and how you can too. What are your resolutions this year?.

Sealy UK & Ireland

It’s looking like a busy 2023 already! We’re excited to be kicking off a brand new year by returning to the QVC UK Studios to launch our exclusive Sealy Advantage Gel Memory Supreme Pillowtop Mattress and Divan. Our Sealy Training Ambassador Alison is back on set for the QVC TSV shows, spreading the message of how this mattress can renovate the sleep experience and the importance of providing support where the body needs it most.

Carpetright

In partnership with Reward Gateway, we’ve launched our brand-new employee portal, Proud Perks, which will host all of our employee benefits & rewards. Our employees will be able to access hundreds of retailer discounts, a Wellbeing Hub, Holiday buy and sell, Cycle to Work scheme, and can also reward and recognise each other for a job well done. A massive well done to Chris Britton, Lynn Fogerty and Kate Yerby, and a shout out to Lyubi, Amy and Alex from Reward Gateway for all your hard work! We look forward to all our colleagues Proud Perks successes.

Benjamin Hall - LOFT®

Leekes

The new year brings some exciting news as we continue with our Llantrisant store redevelopment and aim to open our new look furniture department this spring. The roof has been replaced and new lighting has been installed on the exposed beams which make a great feature. We hope you’re as excited to see it as we are!

Stressless®

A combination of aesthetics and functions that provides the best looks and comfort available. With Stressless® Rome and its comfort features, it has never been easier to lean back and recharge.

After 20 years as the Managing Director of LOFT.uk the time has come to hand over the reigns and take a step back from the day to day running of the company. It is with great excitement & congratulations we can announce Jonathan Furnival as our new MD. Since he joined LOFT.co.uk, myself and Jonathan immediately shared the same passion and vision for LOFT’s future & have worked extremely well together since day one. His appointment marks a new era of #leadership and governance for our company, something our employees, customers, partners & suppliers will all benefit from, I’m sure. Best of luck Jonathan, the best is yet to come!.

At The Helm Living

All of our Grace, Hudson and Leo frames are sourced and made from FSC timber, meaning we contribute positively to the environment with every sofa we make! In addition to this, we also use sustainable Dacron created from recycled plastics.

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

BIG INTER VIEW WITH

KIERAN HEWKIN

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

My career started out in chemical manufacturing, a long way from furniture! It was really interesting but much riskier and a bit less glam. I have always been interested in making things and having a physical product. I find it much more clear-cut as to if you have done a good job or not.

What is your current job role and key responsibilities?

My job is to lead the commercial side of Swyft. So, all customer

touchpoints, design and strategy fall under my remit. Luckily there are a lot of people in the business far better at the component parts than I am.

What do you love about your job?

I get to, by and large, pick the team I work with. Which is probably the single most enjoyable part of my working life!

What time is your alarm clock set for and do you have a morning routine?

My morning is dictated entirely by one of my two young children. They have

made my alarm redundant. I always get five days a week of exercise in and can’t start work without a coffee but there is no yoga or long walks journaling before my work day. It is to survive, feed kids and get coffee.

Why did you choose to work in the furnishing industry?

I wanted to move to London to live near my friends in my 20s and the only manufacturing jobs were bespoke furniture or food - and furniture won!

Kieran Hewkin,

Co-Founder of Swyft Home,

talks about what he would change in the industry and why Timothy Oulton is one of his furniture idols.

All manufactured goods should have a minimum life expectancy by law in my view, the most sustainable piece of furniture you can get is the one you already own. After that buy to get things that last.

Can you share an insight into your future plans?

We are launching something really soon that I cannot share but perhaps once it is launched we will be back to update you. Our recently launched bed and mattresses range is going well, it is still early days but it is doing as well as some of our sofa ranges. What do you enjoy most outside of work / free time?

Aside from my family, running is my main hobby.

What might someone not know about you?

I did not own any furniture for the first two years of running my furniture business!

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

I’d be a Mountain leader.

Who do you most admire in the industry and why?

Timothy Oulton. I do not think anyone has done more for bringing style to the UK upholstery market than him. All of his products had a distinct handwriting and he did not simply copy the dated traditional stuff that was on the market and sold by everyone.

Have there been any special moments during your career?

Every product launch is special for me, all the hard work that goes before it gets realised all in one go. That first sale of a new product never gets old.

What is your favourite item of furniture you own?

My Swyft Model 06 sofa. That or my standing/sitting desk.

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

Boucle and velvet never seem to go away. There are lots of earthy colours with brown and red tones making a strong comeback.

What would you change in the industry?

The waste and longevity of product.

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

What a question. I’d be a bench somewhere on a hillside with a view.

All manufactured goods should have a minimum life expectancy by law in my view.

FUN QS:

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

My old one, sure I have some bitcoin on there.

What fact amazes you every time you think of it?

Without sounding corny - that we are made of stardust.

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

Decided to cycle from London to the lake district on a Wednesday for three days for a long weekend. I had not ridden a bike for 10 years.

What is the most important object you own and why?

I honestly can’t think of anything here.

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

www.swyfthome.com

FEATURES

Why Vic Smith Beds invested

in a printing machine and gin

Vic Smith, owner of independent beds and mattresses retailer Vic Smith Beds, shares an insight into their working model and why a bottle of gin is hoped to go a long way with customers.

It goes without saying that 2022 was a tough year for all in the furnishing trade, and it doesn’t look to be easing off just yet. For many businesses striving for success, challenging times are viewed as potential opportunities, adapting to the present and evolving as time allows. Thinking on your feet and navigating in a proactive manner are key to turbulent times, and sometimes, it’s the little tweaks that reward big wins.

At Vic Smith Beds, it was interesting to learn about their strategy and model, as Vic Smith, director and owner, explained: “Last year I think most people would agree that trade has been difficult to put it mildly. As our market, and in fact the whole of the UK, finds its feet after the pandemic and the effects of Brexit come into play, we now start to descend into the bottom less media pit of customers unsure to buy or spend less.

“Like others though, we have been around a long time, and this is not our first rodeo. I think we all have to take stock and realise that a £500 bed is now costing £650 in real terms with manufacturers inevitable price increases, as well as adding in our retailers, staff pay rises, heating, lighting and fuel increases to name but a few. These costs aren’t going away but your man in the street still only wants to spend £500, or indeed £450. We’ve had to pick the model below the £500 mark, buy bulk to get it cheaper and then put our profit on top, sell the model below and sell it for £450, giving us a bigger fighting margin.”

To support this model, the retailer has invested in a number of key areas, staff training, creative marketing and a printer. Starting with the latter, Vic said: “We invested in a banner printing machine that also does large shop posters. This means we can react at a moment’s notice and put on an offer for a weekend at very little cost and effort now we have the machinery in place.

“We have also made huge investments, which, whilst timely and can be seen as a nuisance, has already started to pay dividends – this is an invisible investment of man hours from management into staff training. Not just sales staff but also tapping into a pocket of gold - delivery staff. By training our delivery staff to sell add-on’s whilst in the customer’s house. Having just set up a bed where the customer may not have bought a headboard in store, then they voice their opinion in the customer’s house – you need to treat yourself to a lovely headboard. The delivery staff are not seen as sales staff by the customers and are viewing the delivery guys as your tradesperson, not a salesperson. It’s a hidden sales technique and if your delivery staff are put on a chart for their achievements, they are happy to push.”

From creativity in sales techniques to creating an intoxicating marketing campaign, Vic has brought back previous successes in a refreshed way that have, once again, delivered sales. Remember, it’s not their first rodeo. “We looked back at what we used to do and 10 years ago we got together with a British vineyard, and we gave away a British bottle of summer fruity wine with our own label saying you bought a British bed, now here’s a British bottle of wine.

“Now this worked well but only for the summer. So, reflecting on that, and moving forward, we have got together with a British ginnery and are giving away (over a certain value and not to under 18’s) a bottle of gin. It’s British and made locally, and with our jokey ad on it, the hope is that the gin would be shared with a few friends and has a longer shelf life getting our ad back into the buyers’ mind for their next bed.”

Vic added that he is seeing the everyday use bed with a price point starting at £450 still high in demand, alongside the other end of the spectrum with luxury mattresses also trending. As for what’s not, he said: “I can easily tell you what is not trending and that is your crushed velvet fabrics and your bling, bling beds –thankfully!”

Another trend though that Vic is keen to highlight is the ever-eco-consciousconsumer. “Sustainability is on people’s minds now more so than 20 years ago along with eco footprint. All the timber used in our manufacturer’s bases are from sustainable run forests. We encourage buying British in order to reduce the eco footprint than shipping rolled mattresses from China and having large warehouses that hold volumes mean manufacturers deliver to us in bigger amounts but less frequently, therefore reducing the individual beds carbon footprint on delivery,” Vic concluded.

We have been around a long time and this is not our first rodeo.

Komfi mattresses designed for a greener future

As concern for sustainability and recycling continues to grow, the popular Komfi collection from leading UK mattress manufacturer GNG Group has been designed to provide a range of environmentally - friendly options for retailers.

With most models featuring innovative Ecofoam developed in-house by GNG, the range meets consumer demand for products with a reduced carbon footprint.

Ecofoam is a unique material made from 100% recycled and re-engineered foam, resulting in a much ‘greener’ product. The long-term benefit of an Ecofoam mattress comes when it reaches the end of its natural life as it can be entirely recycled. Ecofoam is also resilient and durable, and naturally dust mite resistant, making it ideal for use in mattresses. Offering excellent body support, it features throughout the NBF Approved Komfi mattress collection and has a 10-year warranty.

The diverse and successful Komfi collections comprises the Active, Sensory, Rhea and Unity ranges. Featuring visco gel and pocket springs, the Komfi Active collection offers a range of six mattresses, providing excellent value without compromising on quality and comfort.

The luxurious Sensory range is designed with the latest mattress technology to aid the very best sleep. The three Hybrid models feature up to 3,000 pocketed springs, whilst the Trio combines layer upon layer of innovative materials to provide a sumptuous level of comfort and support, night after night.

The Rhea collection of 11 mattresses has been developed with sustainability and end-of-life recycling in mind. A combination of 100% recycled foam, superior polyester with Japanese technology and individual pocket springs helps prevent ‘EOL’ mattresses going to landfill, instead putting them back into the recycling chain.

Finally, Unity is the latest range to join the Komfi family, adding an affordably priced vacuum-packed mattress collection. Offering excellent value as well as the quality and comfort for which GNG is renowned, Unity delivers the benefits of Ecofoam, and all models have a removable and washable soft knitted cover.

As a member of the National Bed Federation, GNG supports the association’s goal of 75% of new mattress sales being diverted from landfill by 2028. Consumers want and need the ability to dispose of their old mattresses responsibly and safely, and Ecofoam is helping them to do this. The company has has also signed up to the NBF’s Green Pledge for Our Planet, further demonstrating its commitment to reducing its impact on the environment.

Combining the latest in mattress innovation as well as using green technology, GNG is the natural choice for UK retailers. With all mattresses made here in Britain, customers are assured of fast and efficient delivery times as well as British quality.

If you’d like to find out more about stocking the Komfi collection, contact GNG on 01924 950 300 or email info@gng-group.co.uk

www.gnggroup.co.uk / www.komfi.com

Sharing the success; investing for the future

Huw Williams, Managing Director of Toons Home Furnishers, reflects on a successful 2022 and shares an insight into the year ahead.

With over 50 years of trading under their belt, it’s fair to say that Toons Home Furnishers has seen it all when it comes to business. In more recent years, the challenges of Covid, lockdowns, supply chain issues and general market uncertainty have been a task for every business, not just in the furniture industry but the country and world too. How to manage such challenges is one thing, but to emerge with a continued success story is another. For Toons, 2022 proved to be another year of growth but not without its challenges.

“Like everyone in the trade we have suffered a lot from supply chain issues and delayed delivery dates on almost everything we sell. Throughout the last year we only lost

two orders as a result of this and the key to this has been from being honest with our customers and we have kept our customers fully informed at every step on any changes to delivery dates. Most customers appreciate open and honest communication,” revealed Huw Williams, Managing Director of Swadlincote-based Toons Home Furnishers.

“Year 2021/2022 saw our turnover reach £5.5m, which is an increase of £1.4m on 2020/2021, and despite large capital investments in the business during this period, we still turned a profit of £305,000 and are debt free.”

Included within these investments was the complete replacement of their vehicle fleet, moving from mainly leased to owned, which has reduced logistics costs and enhanced environmentally friendly processes. “If we hit tight times, we won’t have a big monthly lease charge to pay, which will cut outgoings,” Huw said.

On sustainability, 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.”

Furthermore, and as this interview took place, Toons is carrying out a full refurbishment of their popular Honeypot coffee shop, as well as finalising plans to incorporate a play area later in the year to encourage families to visit.

“We are also in the process of organising the installation of solar panels on our roof, which will not only make us selfsufficient in electricity, but will enable us to generate an income selling excess capacity to the grid,” Huw added.

“We have just started the process of moving a lot of our carpet ranges to Toons own brand, which will progress throughout the year and will result in improvements to margins in that area. Our IT department is in the process of installing a fully integrated IT system, which will replace the outdated individual systems that are not connected and do not communicate with each other.”

Reverting back to trends, Huw highlighted that they are starting to see a move away from the colour grey and the market seems to be moving towards greens and blues, with people becoming “fed up with grey and needing a change”, while the cost-of-living crisis will lead to consumers seeking for more value. “I think this year will be

a year where due to cost-of-living increases, people will be looking for more value items and will be more likely to shop around for the best prices. We are also seeing an increase in people using the interest free payment option as they seek to spread the cost of purchases.”

As for a personal highlight and the key to their continued success, Huw added: “The highlight for me this year was being able to share the success in the business with those who made it happen by paying our staff a decent bonus off the back of a good year. The finances are looking very healthy.

“The key to my success is the people who I work with in Toons. 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. 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.”

www.toonsfurnishers.co.uk

New exhibitors broaden London Fabric Show 2023 profile

The London Fabric Show is broadening its appeal for 2023, with recent signings offering new international, sustainability and technological perspectives.

With an American exhibitor joining the show next year, the event has expanded on its international footprint of renowned manufacturers and suppliers drawn from across Europe, including Italy, Belgium, Spain, Portugal, Turkey, Germany and the UK.

Other exhibitors to recently sign-up to the show include companies with a focus on sustainability and digital print.

These include Eurotex, Medokstekstil, Sleek Editions, Al-Rehman Fabrics and Crypton BV.

The 2023 show returns to the ILEC Conference Centre in Earls Court on 28 February and 1 March, with the format including private showrooms on the exhibition floor as well as new catering options on the show floor and at the on-site restaurant and pub.

Sean Holt, the MD of British Furniture Manufacturers, which organises the London Fabric Show, said: “The new signings reinforce the confidence in the show’s new format, unveiled in 2022, which saw it take place in larger surroundings at the ILEC Conference Centre.

“More than 70 per cent of the companies who exhibited last year confirmed their return within weeks of the new dates for 2023 being revealed.

“This is the furniture industry’s flagship event for fabric and we are pleased that the changes introduced in 2022 to increase capacity and choice available to buyers have been welcomed by exhibitors and buyers alike.

“BFM has built a reputation for delivering a high-quality event with leading fabric buyers in the UK market. 2022 saw 98% of buyers achieve their objectives at the show.

“Our message to companies interested in joining a world-class line-up of exhibitors is to get in touch as soon as possible, to secure their space on the floorplan.”

Fabrics on show will include wools, tweeds, velvets, cottons, linens, chenille, silks, leathers, faux leathers, backing fabrics and FR treatments. Alongside the fabrics and accessories on display, the latest advances in fabric protection and cleaning treatments will also be presented.

The show is by invitation only, enabling exhibitors to showcase their products directly to a key, professional audience, and offering opportunities to network with colleagues across the industry.

A website dedicated to the London Fabric Show at London Fabric Show 2023 – We’ve got it covered has been launched, which includes details of how to book a stand, registration and of exhibitor profiles.

www.bfmfabricshow.uk

This is the furniture industry’s flagship event for fabric and we are pleased that the changes introduced in 2022 to increase capacity and choice available to buyers have been welcomed by exhibitors and buyers alike.

Next level Nectar

Darren Crowshaw, UK Sales Director of Nectar Sleep, talks about why Nectar is becoming the most exciting innovation in the furniture sector.

Nectar Sleep is driving pre-sold customers into stores all over the UK using their store locator. The customers are presold on the brand, price, quality, value, warranties and reviews, the only thing they want to do in store is to try the product before they buy. The extensive instore training documents are at your disposal, so upselling the customer to the exclusive range could not be easier. On average, 88% of customers switch to the in-store range when they are in-store, allowing retailers to maximise their margin.

The concept is simple and completely unique.

Nectar is the largest boxed mattress brand in the US. This unique in-store concept has grown prolifically since it was launched in 2018 and has been successful in the top five retail chains in the US. The UK Sales Director,

Darren Crowshaw, who is heading up the UK team to mirror the US strategy comments: “We have had a great response to the range so far, which is unsurprising because it is a unique and exciting concept. The training assets and experience that we can draw down from the US team is a huge advantage for us and we are already seeing an accelerated sell through in-store. It’s a critical step towards linking the gap between online and in-store trading.

“Nectar have created the exclusive retail range with sustainability as a core focus, which is why they have partnered with Climate Partner to measure, reduce and offset their carbon footprint. Their ethos when creating a product is to make it once, use robust materials and make it so that the customer is happy with it. They are so confident that their mattresses do all these things that they offer a unique, industry leading, Forever Warranty and a 365-night sleep trial to all their products.”

To underpin their industry leading guarantees, Nectar always ensure they work with industry leading supply partners. Primarily, Nectar have partnered with NBF Bed manufacturer of the year finalists GNG Group to manufacture their products. The range features their graphite infused, breathable Nectatex® Foam, manufactured by the leading British foam supplier Vita Comfort UK. The products also contain Nectacoil® springs, which are manufactured by Spinks, a subsidiary of Harrison Spinks, winner of the NBF Bed Manufacturer of the year.

“There is so much to talk about and it is so easy to become a partner. Become a stockist now to make sure your staff are trained and engaged, ready to maximise the opportunity in the Easter Sales,” Darren said.

Retail Focus with Sussex Beds

Main responsibilities?

I’m the Group Sales Manager at Sussex Beds and have been involved with the business since the day I was born to be honest, being one of the family. My main responsibilities are strategizing, building and implementing our sales initiatives and training. My job is really a big game of people management, trying to get the best out of each and every one of our team every day. The relationship I have with the team is crucial to being able to communicate our visions and the mindset that we all need to be at the top of our game.

Recent investments?

Our most exciting recent investments have been in our IT systems. We’ve recently brought in a specialist in this area, Les Davidson who has been working closely with Matt Pickering to build the systems we need to keep up with the pace of our business. When the new systems are installed, you’ll really see us fly.

Future plans?

Future plans all revolve around our BHAG. 80 stores in the next 10 years is the goal and we have to build every day to make sure we can scale at the rates needed to hit that. Training and personal development is really the focus in my area for the next yearit’s key for us to be able to keep moving at these rates whilst maintaining our standards.

Josh Pickering, Group Sales Manager at Sussex Beds, shares an insight into recent investments, challenges in recruitment and what should change in the industry.

What is your mission?

The mission is to be able to provide millions of people with a quality nights sleep. Across the country we want to be able to provide our level of service and care to as many people as possible!

On sustainability, what is your business doing on this topic?

It’s something that is currently on Dad’s (Steve Pickering) agenda and is a massive priority. We recently brought in a brand new range of mattresses called Vio Sleep - all made from recycled bottles. But it’s also something that can’t be led by a few people, it has to be a mindset that we’re all in every day to try and minimize our carbon footprint.

How has recent business been?

Business recently has been strong. Considering the world we’re living in right now, we have to deal with inconsistency in spells but overall we’re pleased with how we’ve been doing. We’re slowly seeing trends again year on year (with lockdowns being the exception), but I think in general we tend to find when societal fear is around, it can harm people’s buying habits. When things are good, they’re very good!

What would you change in the industry?

I think the industry still has the ‘sleazy car salesman’ stereotype. Not helped by low salaries and high commission based incomes in some areas - this causes too much pressure selling and unfortunately gives people the wrong impression of the general industry. I think taking the financial pressure off of your team helps massively in the long run.

What challenges do you currently face?

The challenge right now is finding great people. Recruitment has been an issue for the past 12 months and hasn’t eased just yet. We are trying numerous ways to attack this issue like a new careers page on the

website, in hope that people who buy from us, may also like to work for us. But we also don’t compromise on the people we need just to fill spots.

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

Firstly, I would like to thank the whole team - to get through the toughest times in recent years and perform the way we all have is incredible. A real team. But, also a special thanks to all our Store Leaders - 14 people that have to constantly deal with an everchanging business. Change can be tough at times, but all of them have a genuine love for the business and the same desire for it to succeed as our family does. Thank you all.

Why do you think customers choose your business?

I think they used to choose us primarily on our trusted brand, and a lot still do! Nowadays I think it comes down to lots of elements of the business- the way the stores look and feel, the product offering and the in-store service are what sets us apart.

www.sussexbeds.co.uk

The challenge right now is finding great people.

”

New office investment to boost customer support

RetailSystem’s David Hewitt, Head of Global Support & Implementation, and David Mugan, new Sales & Marketing Manager, share an insight into their recent expansion and how it will boost customer support even further.

Cloud-based software specialist for furniture and bed retailers, RetailSystem, has just moved into brand new offices, as well as expanding its team including the appointment of David Mugan as its new Sales & Marketing Manager.

Following a significant investment, the office expansion will enable RetailSystem to offer enhanced support for customers and allow its growing team a space to thrive. David Hewitt, Head of Global Support & Implementation, explained: “Buying the offices has meant that we can configure the offices the way we need them. For example, all areas are open but there’s a

quieter area for our content technicians who need to concentrate, while the sales and support area is bustling. Not to mention the benefit of a solid investment. We are still in the process of implementing and fine-tuning, so our clients are yet to really feel the benefit of our enhanced gold standard support. The team is now 14 strong, a far cry from the team of three working remotely in 2019.”

One member of the new team, as mentioned above, is David Mugan, who is settling in nicely since his January appointment. “I will be reaching out to customers, understanding their needs – really understanding their needs,

and finding out how their business is working, what the current situation is and how we can improve on that for them, what core products we have to help them grow their businesses as well.”

David Mugan also revealed that the team are busy adding to their useful digital resources with more video content in the pipeline, alongside other tools to help customers, while David Hewitt added that clients can expect more support throughout the working day. He said: “We now have a dedicated US team for Eastern time, and we are currently recruiting for Pacific time. This is a great thing for our UK customers as

With a look to the future, David Mugan added: “There is a lot of growth in the Irish market for us, my background with regards to furniture retail in the country will help with this. My journey is about understanding the core products, the marketplace, our competition and showcasing our competitive advantage. Over the next 6-12 months, we will be growing our core brands sales team too, while also expanding further into the US and Canadian markets.

they will have support from 8am until 10pm on working days, providing real value and ongoing support covering most of the day and evening.

“We offer a number of channels to contact us, which include email, web chat, calls and raising a ticket, as well as providing a help centre and regular blog that is geared towards being an insightful, and perhaps inspirational, block of content to offer opinion and help in certain topics. Our support agents are highly trained to cover all aspects of support queries.”

Understanding and meeting the customer’s needs is clearly at the heart of everything RetailSystem provides and it will be more of the same moving forward. “Since the start of lockdowns at the beginning of 2020, the support office has seen an unprecedented demand for our services, initially as everyone setup their home offices, understanding the additional roles of absent colleagues as the whole dynamic changed,” David Hewitt said, continuing: “We were able to support our retailers through this bizarre time and then as the stores reopened, retraining commenced for all those who had been furloughed. Thankfully times have now changed. 2022 saw a return to growth, in addition to all the ongoing support, implementation of both the RetailSystem and WebSystem projects gathering pace and now the further expansion in employees and office space.”

“I’m delighted to join the team and I think there is massive potential here and there’s a lot of talent around us. It’s a pleasure to be here. We see 2023 as a year to reinforce our support to our treasured client base. Our moto is Support, Support, Support with continued growth. Retailers are increasingly aware that they need multiple channels to market and a robust sales order process with stock controlThe RetailSystem Eco - system.”

Did you know RetailSystem has won the ‘Best Software Supplier to the Furniture and Bed Industry’ for 14 consecutive years and now has a client pool with well over 2,000 retailers using their awardwinning cloud-based EPOS software? So, what has been key to RetailSystem’s continued success and ongoing expansion? The answer is simple. Support.

The commitment to ongoing customer support, developing tools and software enhancements all play to one end goal, helping retailers run their furniture

businesses in a simple and smart way. Without continuous support, the company would not be where it is today, and with almost two decades of history, the journey is still far from over.

David Hewitt concluded: “There are many keys to our success, but I would say bringing the support and implementation in house - literally under one roof, has been a pivotal move. The expansion in both offices and staff will boost our capacity for further growth too. The strength of the RetailSystem product as an epos system is the best in its class and that has also been a key factor. It’s a lifeline for any furniture retailer and really is a fantastic tool.”

We see 2023 as a year to reinforce our support to our treasured client base.

Green Retail

In the next part of our ongoing sustainable series, we take a deeper look at family-owned retailer Leekes and what they are doing in terms of sustainability.

The topic of sustainability is not anything new but its importance is ever relevant and continues to grow. You may have seen a greater choice of sustainability-led products within the furniture industry over the past few years, from bottle-filled mattresses to fully recycled components at the core of new products. This is fantastic and long may it continue. Alongside product innovations, businesses are also adapting new ways of working to make their operations greener. In the next instalment of our series, and off the back of their recent major investment in this area, we explore more of Leekes’ sustainable credentials.

LEEKES

Family-owned retailer Leekes is consistently working with sustainability in mind as part of their commitment for a greener future. In fact, they proudly state that green is their favourite colour, in more ways than just its branding, after launching its ‘Green is our favourite colour’ campaign, which promotes a wide range of eco-friendly and sustainably sourced product ranges that help to encourage lifestyle changes, supported by informative product labels and point of sale made from recycled paper.

Emma Leeke, Managing DirectorLeekes Retail, echoed the company ethos and its mission when it comes to sustainability. “At Leekes, we are passionate about working to make a positive, sustainable impact on the planet. Our commitment to sustainability is now more important than ever, and we have pursued

initiatives that are smart for our business and good for the environment. It is important for us as a brand to continuously look for ways to minimise our impact on the planet and to develop our green strategies.”

One of these initiatives includes the recent implementation of a new £1.4m solar panel investment across all its department store sites, head office, and 4-star hotel, the Vale Resort. The two-year programme of solar investment will be completed by spring 2023 and will see over 1.9 million kWh per year of energy generated allowing sites to be up to 45% self-sufficient, with over 900,000kg of CO2 emissions avoided each year.

The retail business has been formally classified as “zero to landfill” for a number of years but the effort doesn’t stop there and the group is committed to further changes to reduce its impact on the planet. Since 2020, Leekes has replaced up to 80% of its lighting with LED alternatives, introduced enhanced recycling schemes and waste segregation, and removed single-use carrier bags from its operation where “bags for life” - hessian bags - can be purchased in stores as an alternative.

Leekes has also formed a partnership with the British Heart Foundation, offering free furniture disposal as well as a charitable donation, while a conscious effort has been made to reduce the amount of print advertising they run in their marketing campaigns, which helps to reduce paper waste and delivery vehicle emissions. “We have also improved our product packaging to remove the use of bubble wrap and plastic sub straights from online deliveries and click & collect packaging, replacing plastics with eco-wrap and mono-material packaging options, meaning that all waste can be recycled in the same channel,” Emma said.

At Leekes, we are passionate about working to make a positive, sustainable impact on the planet.

“Waste reduction across all Leekes stores and offices is of huge importance to us as well as us thinking about the impact our waste has on a wider scale. To help with this we have introduced a number of schemes to support this initiative and are consistently looking at more ways we can reduce the environmental impact we are having as a business.”

These changes are combined with considerable efforts to further reduce CO2 emissions and the overall carbon footprint of the business. With its company car fleet now 25% electric, older vehicles updated, and journeys planned with the most efficient route in mind, it ensures that deliveries are as environmentally friendly as possible. Emma said: “This includes consideration of how we plan our delivery routes, ensuring that they are as efficient as possible as well as the introduction of new HGV vehicles to help meet emissions standards throughout the country.

“So far, we have reduced our footprint and co2 emissions by converting 25% of our car fleet to electric vehicles. This

initiative is part of an ongoing strategy to convert all company cars to electric as well as updating other fleet vehicles and opting for greener, more efficient models.

“With our marketing changing to more digital forms, it means we can reduce our carbon footprint. On average, we would produce and distribute over 500,000 leaflets and brochures, all of which would be delivered to various distribution centres before being delivered out to customers. Our new digital strategy means this is vastly reduced to less than 5% of the previous distribution and we can still keep our customers informed about our great offers and events in store without impacting on the environment.”

As the business continues on a greener path, this also includes more economical and sustainably sourced product lines within their stores. “Our buyers are working with our suppliers to reduce plastic packaging and it’s important to note that we only work with suppliers that offer FSC wood ensuring that all wood used within the manufacture of our sofas and other furniture products is FSC certified as well as the timber we sell in our builders’ merchants locations. Other changes will include dedicated areas in store at various periods promoting eco-friendly products to encourage our customers to make a switch,” Emma said.

www.leekes.co.uk

Outdoor Innovation from Gallery Direct

Gallery Direct launched their SS23 Collection, featuring over 500 new lines, at the recent January Furniture Show in Birmingham. Offering a wonderful selection of outdoor living, furniture, including upholstery, wall décor, accessories and textiles, the collection was well received by the visitors at the show. incorporate drainage, so water runs from them into the frame and then down the inside of the legs. Slatted side screens in two sizes are available separately to accompany the pergola, with different options for position, allowing you to place them to suit your own design. The pergola and screens are crafted from aluminium with a contemporary black powder coated finish.

To accompany the new products, Gallery also launched seven new guides, plus a Lookbook. Each guide covers one of Gallery’s product categories, namely Outdoor, Furniture, Made to Order, Wall Décor, Textiles, Home Accessories and Lighting. The guides are designed to make it easy for customers to find the products they are looking for, by presenting every product in the category, both new and current, in a clear, logical way within one publication. The Lookbook focuses on the new SS23 lines across the categories, to give customers ideas for how to put products together to give the look required.

Amongst the products on display were some of their new outdoor furniture lines. The collection offers an exciting array of products with some stunning designs, including the contemporary Ancona range which offers two lounge sets, three dining sets and a lounger, with all but one in a choice of two colours. Some of the dining sets include a built-in bioethanol fire pit, so you can enjoy your outdoor space on cooler days and when the sun goes down. The range features all-weather fabric on the seats, which is stain, mould and fade resistant, and they are padded with quick drying foam.

In contrast, the Ragusa collection features wide large seats and extra thick cushions combined with 9mm full rounded weave rattan to create stylish chunky pieces. It offers two lounge sets, one of which has a corner sofa. There is also a 1-seater module which can be used to extend the corner sofa. The cushions are showerproof and the coffee tables have glass tops.

Designed to allow you to enjoy your garden for longer is Gallery’s high quality Messini Pergola. The roof louvres can be tilted, using a handle winder, allowing you to let in the sunshine, or closing them to offer shade and cover from rain. The clever design features a drainage system; the louvres overlap when closed, making the roof watertight, and they

All the new products plus the books are available to view on their website. Or to see some of Gallery’s SS23 Collection and their Guides and Lookbook in person, visit them at Spring Fair on stands 8F30-7A31 and 7A30-B31 or book an appointment with a Key Account Manager to visit their stunning showroom near Chesterfield, just off junction 29a of the M1.

Messini Pergola

Ancona Lounge Set

Ragusa Lounge Set

Reaping the rewards of continued investment

In 2011, Bed Kingdom founder Ashley Hainsworth, then 22 years old, turned his university project into a now thriving Yorkshire-based company with just a £400 initial investment. Bed Kingdom, as part of Flair Furniture, is now a £15m business that excels in the wholesaling of specialist children’s beds alongside a broad bedroom furniture offering.

The 11-year-old business has 12,000 SKUs and has seen its website traffic triple since the beginning of 2022. Over the last year the company has also tripled its number of employees to 30 across all facets of the business. By using this recent growth success to invest strongly in its people, both through recruitment and professional development, new internal promotions and staff hires brought on board are giving the retailer the boost it seeks to enable it to develop new, previously unexplored avenues.

Bed Kingdom has experienced enormous change and growth coming out very much on top from the fastchanging circumstances of the pandemic, which tested the company’s commitment to driving business through the tumultuous times of global uncertainty. Over the 2020-2021 period, Bed Kingdom’s innovative and dynamic management was able to maintain consistent product supply, continuing to fulfil its promise to its UK consumers of a next day direct home delivery service, without interruption.

Going from strength to strength, the business has just recorded a 50% leap in year-on-year revenue and is continuing to see new achievements as a result. Having seen its turnover rise from just £2m only five years ago, Bed Kingdom appears to be well on track to meet its ambition of a £20m turnover before the end of 2023.

Further new changes and developments that are being invested in thanks to this growth include the introduction of the new Heckmondwike showroom, renovated from an old post office into a modern expansive space.

A crucial recent investment that has changed the direction of the business is an investment in its marketing function, with the meteoric rise of Levon Hall from marketing apprentice to marketing director. This focus on marketing has also been enhanced by external public relations support to boost the standing of the business within the local and national markets.

Levon has overseen the marketing team and Bed Kingdom’s website development, highlighting the company’s unique range of products suitable for all types of customers. Under his tenure, the PPC budget of the business has doubled over the last year, whilst the SEO contribution has quadrupled, making www.bedkingdom.co.uk much more visible and enhancing the customer experience. Bed Kingdom aims to improve on this even further in the future with introduction of a new and improved website in the coming year.

Bed retailer Bed Kingdom shares an insight into its continued growth and key investments behind the business.

Bed Kingdom has ambitious growth plans to recruit even further, but like many other sectors right now, the business has found it takes some time to find the right people for the right roles.

Levon Hall commented: “We want to pursue new opportunities to bring more talent to the table, but there are just not enough hours in the day to accomplish everything we need. We know it’s crucial to employ the staff needed to manage these elements, but it’s not always easy to find the right people for the job.”

“We’re particularly interested in capitalising on current trends in the industry in order to expand further. For example, we’ve found that there is more opportunity in online business than ever – our post-Covid showroom footfall has not kept pace with the rapid increase in online business as we had originally expected. We believe the customer is now much more used to buying online and this extends to being comfortable buying furniture online – they no longer seem to have the same need to see things in person.”

As a result of growing consumer demand from more environmentally conscious customers, Bed Kingdom has also recently launched new innovative ranges such as the FSC certified Noomi brand, a sustainable, affordable, and eco-friendly line of beds for those interested in greener alternatives. Just 12 months after it launched in October 2021, Noomi was already responsible for 30% of Bed Kingdom’s sales.

“These days our customers have an increasingly wide range of concerns and considerations when it comes to buying bedroom furniture. For some, it is cost, as the cost-of-living crisis affects customers everywhere,” Levon said. “We are constantly optimising our prices to give our customers the best experience possible. Bed Kingdom proudly maintains a wide price range, including multiple payment options including 0% finance, putting the care of its customers first. The other main concern we’ve found is for environmentally friendly options, hence the launch of our line of Noomi products, a leader in environmentally friendly bed ranges.

“The key to our success undoubtedly relies on the drive and determination of our team,” Levon stated. “Everyone from the staff on the showroom floor to the marketing team working on the website, to the logistics staff meeting our next-day delivery promises and the innovative efforts of managers to make sure we maintained stock during the pandemic. Having the right people utilising the right mindset allows Bed Kingdom to grow year on year. They’re the ones that will help us achieve our target of a further 50% rise in year-on-year revenue in 2023 to take us even further.”

Five-star customer satisfaction

Sohail Khan, Head of Marketing & Development at independent furniture retailer Choice Furniture Superstore (CFS), talks about achieving a significant customer service milestone.

CFS, which operates online and from its store at Grosvenor Works in Leicester, has surpassed the 10,000 customer reviews milestone on Trustpilot, a testament to the business’ customer service practices and overall company.

The company has scored a 4.9 out of 5 on the platform where it receives regular reviews in a positive nature.

Commenting on the achievement, Sohail Khan, Head of Marketing & Development at CFS, said: “Hitting 10,000 reviews is a massive achievement. We worked tirelessly to achieve this and couldn’t have done it without our team. It means a great deal to the business because not only is 10,000 reviews a huge milestone but with a review score of 4.9 (98 out of 100), it shows our commitment to providing the best products on the market with excellent service.

“We would also like to take this opportunity to thank our suppliers who have worked very professionally with us by supplying goods on time and keeping stocks available at times when shipping rates were sky high and getting container space was a challenge. This milestone also gives great comfort and assurance to future customers that they are shopping in the right place.”

To maintain its commitment to top customer service, the company regularly invests in its systems and staff, with consistent training equally important. Sohail continued: “Our biggest ethos in business is customer satisfaction. We want the whole customer journey with CFS, from initial contact to receiving the delivery, as pleasant and hassle free for our customers. We ensure our staff are well trained and we have given extra leeway to them to ensure the customer’s needs are met.

“In recent times we have invested a significant sum of money in our systems. With the business growing at a very fast pace, we felt we needed a good tailor-made system to ensure easy working processes. We also invest and continue to invest in staff training programmes which better equip our staff to deal with customer expectations.”

CFS said that 2022 has been challenging but revealed that it plans to venture into more Home & Garden categories in the year ahead to further cement its vision to be a “one stop shop for furnishing and decorating a home”.

Sohail said: “It has been a tough year. The war in Ukraine, energy prices and the costof-living crisis have affected consumer spending, and achieving sales targets have been challenging. Also, this year was the first where people could travel without all the Covid paperwork, so we felt a lot of consumers have spent their money elsewhere.

“That being said, we are quite proactive in our approach to business and we feel we overcome the challenges faced this year with ease and look forward to pushing onto 2023. We have introduced a new category of made to measure blinds and curtains enabling our customers to buy soft furnishings from us and, in 2023, we plan to expand into more Home & Garden categories.”

www.choicefurnituresuperstore.co.uk

Hitting 10,000 reviews is a massive achievement. We worked tirelessly to achieve this and couldn’t have done it without our team.

Nectar Sleep

At Nectar Sleep we are committed to sustainability, which is why we use premium materials in our products to ensure that they last. However, we are also aware that all products have an environmental impact, which is why we have partnered with Climate Partner to measure, reduce and offset our carbon footprint. The products are also delivered in FSC certified boxes and vacuum packed using recycled polythene. We also create a second life for our mattresses. We refurbish and re-sell those that are good as new from our 365-night trials and we donate the rest to the British Heart Foundation. To date, our used mattresses have raised £410,000 for the charity. www.nectarsleep.co.uk

Sonlevo

The Sonlevo TrueGel range is setting a new standard. It’s the first gel mattress to be developed in the UK using revolutionary Gel technology – its unique grid system is 80% air. TrueGel gives maximum support, minimises pressure and is never too hot and never too cold, for the best night’s sleep possible. For over 40 years GNG has been dedicated to helping people sleep better, with the latest in innovation, materials and design. From sidesleepers to star-fishers, nappers and night owls, to those who suffer in pain - we have something for everyone. Everything we do is researched, designed and manufactured by us in the UK. Given the heightened focus on sleep and wellbeing, this new premium range represent a real opportunity for retailers to expand sales into lucrative new areas. www.sonlevo.com

Wiemann

Award-winning German bedroom manufacturer, Wiemann, has two new VIP ranges. Quito is an eye-catching premium VIP range featuring a distinctive square design to set it apart from the crowd. Featuring hinged doors and a variety of carcase, door and finish options including mirrors, pebble grey, champagne and rustic oak. Asmara is a versatile and contemporary premium VIP total bedroom solution featuring hinged doors with or without drawers. Available in a variety of finishes including Bianco oak, pebble grey, champagne and mirrors. Chests, bedsides and beds complete the collection. www.wiemannuk.co.uk

Merlino International

Merlino is our Australian brand of Italian heritage, selling to the retail and contract interiors sector. A unique living concept that embodies the latest trends and contemporary styles. Our Marseille modular sofa, featuring a steel frame structure, upholstered in Enzimi 03 Cream fabric. www.merlinointernational.com

Shire Beds

Shire Beds are a FSC certified company and also signed the NBF Pledge for the Planet to further their sustainability journey. Shire Beds is a multi award winning quality manufacturer that offers added extras of own label, exclusive fabrics and extended guarantee on its eco designed products – it is a must have brand in furniture retail. Its award winning Signature Range and Best Selling Picasso from the Artisan Range are firm favourites. The new Spectrum Range offers great value in these very challenging economic times.

www.shirebeds.co.uk

Devonshire

Devonshire has recently launched a new kitchen selection designed to add style and practicality to consumers cooking spaces. Consisting of a butcher’s block, kitchen island and two larder cupboards (single and double), these beautiful pieces have been created to complement their popular Dorset Painted collection, but work equally as well as standalone pieces. Offered in a choice of 9 fanciful paint colours, the kitchen items are in stock now in the UK and available for fast and efficient delivery. If you’d like more info, please get in touch on enquiries@devonshireliving.co.uk, or phone 01237 471872. www.devonshireliving.co.uk

Gallery Direct

Gallery Direct has launched a new mattress collection which offers a range of models, each with its own features, designed to make it easy for Gallery’s customers and end users alike to choose the right mattress to suit their requirements. All the new mattresses are hand crafted at Gallery’s Wiltshire manufacturing unit by their highly skilled, experienced team. The new mattresses were introduced to the industry at the January Furniture Show 2023. www.gallerydirect.co.uk

Sweet Dreams

Bed manufacturer Sweet Dreams has announced the launch of its new exclusive Eden Online Mattress range. The new 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

THE BIG QUESTION

This month we’re asking retailers, what are you hoping to achieve during 2023?

Steve Adams - Mattress Online

What we want to achieve in 2023 is the opening of more new physical stores to really bolster that omnichannel growth. We will continue to strengthen our commitment to sustainability and introduce new ways to be more accountable in that area. Importantly, we also plan to support our whole team to reach their own individual goals and achievements with training and internal health and wellbeing support.

Millie Baker – Barretts of Woodbridge

Our goal is to maintain our traditional values whilst keeping a fresh eye with our showroom. We also want to keep pushing the ever important ’shop local’ ethos. As well as the physical store, we’re positive with growing our online presence even more in 2023.

Jan Morgan – Hafren Furnishers

We are hoping to continue to satisfy our customers furniture requirements. We consistently do this across both our Llanidloes and the new Aberystwyth store, as well as online, by offering high quality leading furniture brands at the best possible prices.

John Rayment – Sussex Beds

My goal for 2023 is to successfully open three new Surrey branches for Sussex Beds, and secure the next one for 2024! Along with this is expanding our team to over 80 team members.

Nigel Lomas - Harvest Moon Interiors

Political stability please, interest rates to stay put, Mr Putin to go home and have a nice cup of tea and stop being a pain to us all. Then we can carry on selling lovely furniture to all these new homes being built.

We have been developing our new upgraded transactional website which we will be launching in 2023

Wendy Martin Green – Peter Green Furnishers

Well, 2023 is projected to be difficult year for most of us, as the furniture industry is always particularly vulnerable to negative changes in consumer spending. With rising costs, we will, as a business, be paying particular attention to the details. It will be a time to hone our housekeeping skills and check that we are not over spending on anything. That being said, we will not be cutting back on advertising as we are great believers that that will have a negative impact on the company, although we may be relocating some of our adverting spend to try out some new ideas online. This year we intend to pay particular attention to our Commercial Contracts Department and our Web Sales. Last year we spent a lot of energy on replacing our showroom fixtures, flooring, branding and signage so we feel all set for 2023 on the retail side and we have refreshed many our displays with new and exciting offerings.

Vic Smith – Vic Smith Beds

Normally about this time each year, I take a few days out of the business, take a few drinks and a sandwich into my front room at home, shut the door, switch off my phone and sit there with some paper and a pen and really think about my business. An autopsy if you like. This sounds extreme and maybe even silly. But having three stores, and a family you can never really find the time because you are always fighting fires. And at some stage you have to sit down and find the time for the creative juices to come up with some ridiculous ideas that you can sift through and find the bare bones of a fledgling idea. Or even by giving yourself the time to think through procedures, whether it’s sales or infrastructure or even deliveries. Thinking it through with the benefit of what might have gone during the past year helping you to change tweak or implement new systems. We will also be freshening up the stores presummer and having a huge shop model clearance sale.

Emma Leeke - Leekes

Paul Wray, Managing Director

of Furntec Ltd and Modern Outlook Furniture, shares an insight into the things to consider when you are creating a bespoke product from China.

The Design

The first thing you need to budget for is design work, also bear in mind that with product design comes research. You may find the design process entails revisions and tweaks as you go along.

Manufacturing Partner

Now you have the preliminary design you will need to find a manufacturer who can create your product. When you are looking for a manufacturer, you need to consider; company ethics, track record, referrals, previous experience, company processes, certification, and sampling costs.

Sourcing Materials & Sampling

I would recommend working with 2-3 factories for your initial samples, while this is more expensive to begin with it could save you money in the long run. You will be able to compare samples, experience, knowledge and service between each company.

Iron out the Kinks

Once you have received your samples there may be changes you would like to make to your design, hopefully any obvious change will have been pointed out by your manufacturer at this point. If there are any changes required, be sure to request a new sample with the changes applied and sign off your exact requirements so there is no confusion. Verbal communication in China can quite often be misinterpreted.

Negotiations

Now you can negotiate minimum order quantities and the actual cost per unit. Only once you have finalised the design and signed off on samples will you be able to get a realistic expectation on pricing and MOQ’s. Then the hard work starts! Quality control and logistics.

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/

Last Word with FRP Advisory

Michelle Elliot, Partner in FRP’s Restructuring Advisory Glasgow office, shares an insight into insolvency predictions for the year ahead, while offering a helpful guide to take early action.

Will 2023 be a year of administrations?

Looking ahead, the concern is that the economic challenges of 2022 – ranging from input and wage inflation through to supply chain delays and labour shortages – will manifest themselves in more finite ways next year. Namely in an increase in business insolvencies.

Notably, across the UK, Administration appointments increased by 6% over the past year, which indicates distress and cash flow pressures in medium and larger size trading businesses. In short, insolvency data points to the reality of on the ground inflation negatively impacting margins and throwing into doubt historically sound business models.

Looking at longer term trends, our own modelling suggests that the level of insolvencies has been consistent throughout the year, with around 5,500 taking place every quarter in England and Wales. The same can be said for Scotland in terms of consistency, at around 2,000 cases per quarter. With interest rates rising and inflation yet to peak, there is the very real prospect that current conditions will increasingly eat away at business confidence in 2023.

Consumer and public spending are likely to be limited in 2023 at a time when businesses will need to continue servicing the emergency loans provided by the government during the pandemic.

As a result, strong management teams and lenders will be critical in the months to come. To avoid a scenario where recovery plans are undermined by unsupportive lenders, business owners will need to develop a clear plan for the year ahead. We recommend using the time now to plan for a range of scenarios, bearing in mind that the OBR is forecasting that the current recession – albeit shallow –will last for the duration of 2023.

It’s for this reason that we’ve prepared our guide to help management teams to take early action and defuse the inflation time bomb. The guide covers:

How to approach reducing and managing costs strategically to strengthen your business and give you the best outcomes.

Passing on cost whilst maintaining supplier relationships.

How to take control of the costs of the goods and services in the face of rising prices by fixing and locking in costs.

Your immediate action checklist, covering the essential actions you should take now to tackle inflation.

You can download the guide here: https://go.frpadvisory.com/inflation-strategies