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The essential guide to the UK domestic furniture and furnishings trade #346 January 2018 |

Verona Collection, Hydeline Furniture SOFOLOGY SPEAKS Jason Tyldesley’s new retail model

SectionA.indd 1 FrontCover346.indd 1

BEST IN SHOW The NEC’s standout product launches

2017 IN REVIEW An independent retrospective

21/12/2017 18/12/2017 18:03 16:46

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17 15:00


“W hile not every business has the ability to invest in cutting-edge technology or celebrity endorsements, they do have the power to set themselves apart” COMMENT


see a market that is huge even if it contracts,

offer for the year ahead, and, in doing so, satisfy that

and I see a way to exceed the way it delivers the

all-important customer demand.

shopping experience, differentiate ourselves and

do a better job for customers.” That’s a quote from Sofology founder Jason

Indeed, ‘differentiation’ is the watchword for a growing number of UK suppliers, who are doing sterling work to develop new product that hits harder,

Tyldesley, speaking to Furniture News on the eve of

is communicated more effectively, and is priced to

DFS’ acquisition of his pioneering upholstery brand


(read our exclusive interview from p20). Jason’s blueprint sums up the complex marriage

As well as the vast array of product launches featured across the pages of this month’s issue, I’ve

of opportunity and challenge facing today’s

been lucky enough to glimpse several more thanks to

furniture market pretty well – and while not every

my role in The Furniture Awards, held alongside the

business has the ability to invest in cutting-edge

January Furniture Show – and I can honestly say that

technology, a commission-free selling model or

the line-up is more arresting than ever.

celebrity endorsements, they do have the power

Across the board, it’s heartening to see so many

to set themselves apart, and offer their customers

suppliers meeting the challenges of today’s retail

something they simply can’t find anywhere else.

realities head-on, and it’s something you should

Yes, we live in an age in which it’s impossible to proof ourselves against every political uncertainty, in

really experience yourself this month. By the way, it’s a case of ‘out with the new and

which disruptive start-ups can explode onto the scene

in with the old’ this month, as Victoria Noakes

as quickly as familiar friends fade away, and emerging

departs for sunnier climes (good luck on your travels

channels threaten to derail our established routes to

Victoria!) and I return to the helm of Furniture News.


I look forward to catching up with as many of you as

But despite the seemingly inexorable changes taking place in retail, the core tenets of the trade hold firm. More than ever, the customers are king – and

possible as 2018 unfolds – from stand 4F25 at the January Furniture Show, and elsewhere. In the meantime, enjoy the issue. I hope it presents

they’re more discerning than ever when it comes to

a few opportunities – and solutions – for the year

choosing how they spend their money and time. “We


are shopkeepers first and foremost,” affirms Jason Tyldesley, “and we’re just trying to make sure our customers can find what they need.” Simple, right? While January always feels ripe for this kind of intraspection, and for learning lessons from what has gone before (take a look at our annual Year in Review feature, starting on p82), it’s in the opportunities to look forward that the month truly shines. The numerous trade exhibitions taking place give retailers an unrivalled chance to redefine their product

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Paul Farley Editor-in-chief T 01424 776101 E Twitter @FurnitureNewsED

22/12/2017 08:57

4 | Contents


Editor-in-chief Paul Farley 01424 776101 Twitter @FurnitureNewsED Advertising manager Sam Horscroft 01424 776100 Twitter @FurnitureNewsAD Sales executive Caroline Littler 07861 231461 Production manager James Ash 01424 775304 Production assistant Mike Beales 01424 775304 Digital production assistant Nyall McCurrach 01424 775304 Copy administrator Steve Merrick 01424 776108 Proofreader Keith Fitz-Hugh Editorial director John Legg 01424 776104 Publisher Nigel Gearing Accounts Wendy Williams 01424 774982


Partner Comment










Year In Review


January Furniture Show Preview

Jason Tyldesley, Sofology (20)

Caroline Till, FranklinTill (32)

104 January Furniture Show H1 127 January Furniture Show H2 132 January Furniture Show H3

Barker and Stonehouse, Guildford (240)

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Gearing Media Group Ltd 4 Red Barn Mews, High Street Battle, East Sussex TN33 0AG ISSN No: 1475 - 3731 © Gearing Media Group Ltd 2018 General information No part of this publication may be reproduced without the specific prior written agreement of the Publisher and may not be stored on any type of retrieval system. Furniture News/ Gearing Media Group Ltd accepts no responsibility for variations in colour reproduction. Special colours (Pantone etc) can be catered for with prior arrangement. Some elements of the editorial content in this publication are submitted by the trade, however, all efforts are made to ensure that the editorial remains true to fact and unbiased. Monies may have been accepted to offset the costs of colour reproduction. Gearing Media Group Ltd reserves the right to alter without prior notice any content other than customers’ advertisements. No correspondence will be entered into regarding altered or adjusted editorial content. The editor’s decision is final. All material submitted for inclusion in Furniture News is done so entirely at the owner’s risk and no responsibility is accepted for the safekeeping or return thereof.

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Contents | 5


The essential guide to the UK domestic furniture and furnishings trade #346 January 2018 |

Verona Collection, Hydeline Furniture SOFOLOGY SPEAKS Jason Tyldesley’s new retail model

FrontCover346.indd 1

BEST IN SHOW The NEC’s standout product launches

2017 IN REVIEW An independent retrospective

18/12/2017 16:46

Hydeline Furniture returns to the January Furniture Show this month (stand 5C15) with new models, and innovative technology and fresh options to complement its existing ranges. Read more on p18.


Mailbox, Birmingham (70)

Mike and Darren Crowshaw, Breasley (210)


154 January Furniture Show H4 201 January Furniture Show H5 240 On Location

Jonny Westbrooke explains what Brexit means for the furnishing industry’s charity


246 Beds & Bedroom 260 Dining Room Liz Colleran, Duvalay (296)

268 Furnisher 272 Trade Services

NBF correspondent Jan Turner returns from the EBIA’s annual gathering to share technology tips


292 Designer 296 Last Word Catherine HerriesSmith, a legal advisor to the BFM, outlines the implications of the GDPR

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17 13:24

Partner Comment | 7

When the going gets tough


rexit – it’s a subject we’re all tired of hearing

and so qualified for a small annuity from our charity.

about, mostly because no-one seems to know what

But when she recently received a large bill for essential

is going on. Every day there seems to be a new

plumbing work, she was very worried.

headline touting what Britain’s divorce bill from the EU will be, or the repercussions of exiting without a trade deal. In addition to the unknown impact it could have on industry, there is a human element to Brexit, and that is the cost it will have on the average household. Reports in the latter part of 2017 were claiming that Britain’s decision to leave the EU was already resulting in the average household paying £400-£600 extra a year on

“Over a quarter of a million people work within our industry, and many of them will be feeling the pinch”

food and household items due to rising import prices. For a great many that may not sound like a whole lot, but

We were able to help settle the bill, and we also visited

for a young family on a tight budget, or a pensioner who

Peggy and her daughter at home to make sure they were

has to decide between whether to have a warm meal or turn


their heating on, it’s a princely sum.

This is just one example of how we’ve recently helped

Over a quarter of a million people work within our

someone from the furnishing industry. Every story is

industry and, like a lot of other people, many of them will be feeling the pinch, as will those who have worked and are now retired.

different, and we consider each one. We want every worker within the industry to know that we will be there for them in their time of need. So, how

We go through life with blinkers on, naively thinking that

can you help us spread the word? Well, we have recently

we’re immune to the financial troubles only others have to

updated our charity poster, which now has a very clear

deal with. No-one ever sees themselves getting to the point

message that The Furniture Makers’ Company is here for

where they’ve exhausted all other options available to them

them in times of financial need. You can show your support

and are on the brink of despair.

for the campaign and communicate the message to your

This is where The Furniture Makers’ Company comes

employees or colleagues by putting up the poster on your

in. Our charity has been supporting the welfare of workers

staff noticeboard.

from within the furnishing industry for more than 100 years. Today we support current or former employees who have fallen on hard times by providing grants and other

Jonny Westbrooke is chief executive

financial assistance. These grants could be for essential

at The Furniture Makers’ Company

house repairs, help with the cost of making hospital visits,

(, the

or even a respite break.

furnishing industry’s charity. For more information about applying

Take Peggy’s story, for example. Peggy lives with her daughter Sharon and dog Joey in their bungalow. Sharon

for a welfare grant, contact

is dependent on her mother, whose husband, Ron, died 12

welfare o�cer Robin Lomas on

years ago, at the age of 83.


Peggy had worked at a furniture shop in High Wycombe, or by calling 020 7256 5558.

Media Partners

Furniture News enjoys partnerships with a wide range of key global and national institutions and exhibitions Exclusive UK member

Furniture News supports the aims and objectives of ACID (Anti Copying In Design) which is committed to fighting intellectual property theft

Official media partner

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21/12/2017 18:04

SectionA.indd 8 HighgroveJan18.indd 1

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12 | News

Brits to fly the fabric flag Six British companies will mix with some of the best European fabric producers at the two-day London Fabric Show, to be held on 26th and 27th February at Chelsea FC in Fulham. Three Lancashire companies – British Velvets, Art of the Loom and Clarkson Textiles – will show new designs, while Yorkshire-based Abraham Moons & Sons and Mobus will bring new collections to the show. From the South, the Gloucestershire-based Warwick will offer new designs for domestic and commercial interiors. Joining them are 30 companies from Belgium, Spain, Italy, Turkey and Germany. Registration is now open. W

Hilding Anders buys Feather & Black The majority of bedroom furniture

Feather & Black in administration with

retailer Feather & Black has been sold

a view to finding a purchaser for the

to Hilding Anders International (HA

business as a going concern, so we

Group), securing 104 UK jobs.

are delighted that we have been able

Under the terms of the sale, Hilding

business and over 100 employees who

20 stores, saving 104 of the 123

work for the retailer.

employees across the business. Three

The Furniture Makers’ Company is inviting individuals to join it and 2 Rifles, the company’s military affiliate, on a 100-mile sponsored trek of the West Highland Way in 2018. The challenge will take place from 21st-26th April, and will see 15 participants walk 15-30km per day as they make their way from Milngavie in Greater Glasgow to Fort William – the

“The majority of the stores have been

stores – and five concessions within

sold to one of the best-known brands in

Multiyork stores – will be closed, but the

the bedroom furniture sector, securing

Feather & Black brand will continue to

the future for Feather & Black and a

have a presence on the high street.

large number of its valued employees.

Although HA Group is a productsbased company, where necessary it also has retail activities to support the

This is a tremendous result for the business.” Pepyn Dinandt, HA Group chairman

growth of its portfolio. It boasts 26

and group CEO, comments: “I am very

brands, together with a private label

excited by this opportunity to re-enter

offering, and is focused on 21 core

the UK market with Feather & Black.

markets, with sales in over 60 countries.

We will build on Feather & Black’s solid

In Russia and China, the group has some

platform and grow the business across

1160 directly-operated and franchised

both stores and ecommerce. We will

branded retail stores.

continue with Feather & Black’s current

Allan Graham, joint administrator,

Walking the West Highland Way

to secure a future for the brand, the

Anders has acquired 17 of the retailer’s

customer and product positioning whilst

Duff & Phelps, says: “The joint

also looking at further ways to improve

administrators continued to trade

our productivity and profitability.”

Bed overhaul impacts Carpetright sales Carpetright’s results covering the 26

Wilf Walsh, chief executive, says:

weeks ended 28th October 2017 saw UK

“The first half has undoubtedly been

LFL sales increase by +0.7%, with “solid

challenging. Consumer confidence

growth” of +1.9% in the core flooring

remains fragile and we continue to

categories, offset in part by reduced

manage the impact of intensified

bed sales, which Carpetright says were


impacted by the clearance of discontinued lines as the entire range was changed. Underlying operating profit was just

“We have made pleasing progress in our core flooring business in the UK - LFL sales are up, more than half the UK store

£3.6m (£4.9m in H1), reflecting the

estate has now been refurbished, and

impact of that clearance and higher store

our customer service metrics have been

payroll costs.

improved significantly.”

gateway to Ben Nevis. Jonny Westbrooke, CEO of The Furniture Makers’ Company, says: “The West Highland Way walk is perfect for anyone looking to undertake a challenge in 2018 or simply shed a few unwanted pounds following the revelry of Christmas. “We are absolutely delighted that it will be supported by 2 Rifles, which will give an excellent opportunity for participants to meet with soldiers, get fit and raise funds for their industry charity.”

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Kobe strengthens sales team Luxury fabric specialist Kobe has welcomed Emma Staff as its new London and Home Counties account manager, where she will be responsible for both the Kobe and Essente brands. Emma, who previously worked as an area and national account manager within the soft furnishing and interiors industry, will be responsible for Kobe’s retail clients. She says: “I am delighted to be joining the business. The company supplies some incredible fabrics and I’m looking forward to forging relationships with customers, old and new.”

21/12/2017 18:04

News | 13

Land of Beds expands into Greater Manchester

Hafren’s founder passes away Independent retailer Mike Morgan, founder of Hafren Furnishers in Mid Wales, passed away on 9th December. Mike founded Hafren Furnishers in 1965 while working the local milkround, where he earned the nickname Mike the Milk. His entrepreneurial skills helped the business’ growth in the region, and Hafren now operates from one of the largest retail showrooms in the country. Mike has been a respected industry figure for the last 50 years, supported by his wife Anna. His three children, Paul, Charlotte and Tim, all play an active role in the business.

Following a record-breaking Black

essence of a business that was well-

Friday performance, retailer Land of

loved by the community it served, while

Beds officially opened its third store, on

completely refitting the premises and

Ellesmere Road in Pemberton, Wigan in

introducing new technology to offer

November, marking its expansion from

customers choice, convenience and the

Cheshire into Greater Manchester. The

most competitive prices on big brands

new showroom also heralds the addition

such as Hypnos, Sealy and Silentnight,”

of new product lines, including bedroom

says MD Mike Murray.

furniture from some of Britain’s top manufacturers. Land of Beds has retained staff from

The new-look store is the company’s biggest yet. Spread over 9000ft2 and three floors, there are more than 100

the former Abbott & Smith premises, as

beds on the shopfloor. Staff are kitted

well as creating new jobs both on site

out with tablet devices and are able to

and at its head office.

process pay-monthly applications in

“We have worked hard to keep the

under 10 minutes.

Wigan Warriors extends Sealy sponsorship deal Sealy UK has renewed its sponsorship deal with rugby league club, Wigan Warriors, which will see the bed manufacturer become one of the club’s

New management at John Lewis

official 2018 kit sponsors and an Official Major Club Partner. In a continuation of its ongoing

Simon Coble has been appointed to

the partnership. Ed was formerly the

World of Sport campaign, the bed

the role of trading director at John

retailer’s buying director of fashion for

manufacturer will continue to work

Lewis, where he will be responsible for

three years.

closely with the players to ensure all

the buying and merchandising teams.

Finally, Andrew Murphy has been

sleep needs are attended to, while

Simon joins from The Body Shop, where

lined up as the company’s next chief

strengthening its working relationship

he was MD for the UK, extending his

information officer (CIO). Currently

with the club, its partners and fans by

responsibilities to Europe and North

group productivity director for the

delivering an engagement programme

America since the end of 2016. Prior to

partnership, Andrew will take up the role

of match day initiatives.

this he was chief executive at Uniqlo

on 1st February, replacing Paul Coby who

for five years, and spent 13 years with

will leave at the end of April after almost

Housby, says: “Our philosophy of


seven years.

helping people achieve a good night’s

Ed Connolly takes up the newly-

Andrew joined the John Lewis

Sealy’s marketing controller, Holly

sleep is shared with the players and

created post of director, Partnership

Partnership in 1992, and has performed

management, who all understand and

Strategy, in which he will be responsible

roles in store management, operational

have seen first-hand the value and

for shaping and developing the long-

development, retail direction and

major impact a restful night’s sleep can

term direction and sustainability of


have on both the body and mind.”

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21/12/2017 18:04


14 | News

Furniture Village financials reflect long-term investment Furniture Village has released details of

GDP growth prospects for the UK, as

April 2017, with order intake growing

outlined in the recent Autumn Budget,

by over 10% to nearly £300m, driven by

were a stark reminder of the combined

uplifts in both LFL store volumes and

impact of inflationary pressures and an

online, along with significant increases

allied reduction in real wage growth on

from new stores.

both disposable incomes and business

After opening three new stores during

New appointment to lead Swan’s ecommerce offer Multichannel retail solution provider

CEO Peter Harrison says: “The muted

strong results for the year ending 2nd

and consumer confidence, these factors

2015/16, a further seven were opened

hardly contributing to a buoyant retail

during the 2016/17 financial year – a


significant 25% uplift in the number of

“Without doubt, the trading

stores, from 40 to 50 in just a two-year

environment is set to become more

period. Furthermore, two new stores in

challenging and, as ever, we must

Chelmsford and Rugby are due to open in

leverage the significant investments

the 2017/18 financial year.

made in recent years in stores, online and in our systems to increase

Swan Retail has appointed Mike Byrne

The retailer says that this growth

to lead its new ecommerce and digital

has necessitated a step change in the

productivity and efficiencies, and

marketing services team.

infrastructure and allied operating cost

continue to grow underlying profitability

base of the business, with additional

and cash, whilst remaining true to our

within the industry, focused on the

costs also associated in the short

ethos of ‘doing it properly’.”

furniture sector. He will help promote

term with the launch of a new online

and manage the team of creative web

platform during the year and a major

developers and digital marketing

ongoing project to replace its ERP

services to extend the traditional


Mike has over 10 years’ experience

functionality of Swan’s furniture retail solution. Mike says: “I am very excited to

These factors led to a commensurate fall in underlying trading EBITDA to £6.6m, yet the retailer says that

join Swan as they take the leap into

the investment in both new stores,

digital retail. I feel that the new

online and in the new ERP system will

products and services will enhance the

facilitate “much improved efficiencies

current application offering, enabling

and profitability” in the years ahead.

our customers to take advantage of a

The closing cash position was

complete end-to-end omnichannel

£16.7m, after investment in fixed

solution to help future-proof and drive

assets of £10.7m, with the business also

their business forward.”

remaining bank debt-free.

Unparalleled variety

Simba clinches £40m of funding

Demand for space at this year’s imm cologne – taking place from 15th-21st

Simba, which produces the Simba Hybrid

Cox, says: “By the end of 2017, we

January at the Koenlmesse showground

mattress, has completed a £40m Series B

will have presence in over 20 global

– has surpassed expectations,

investment round. This comes as Simba

retail outlets and will have achieved

driven by a significant increase in

moves to profitability in the UK and

+350% YoY revenue growth. We’re

registrations from outside of Germany.

France, and takes the total raised by the

also on course for profitability in our

The fair’s organiser expects over 1200

sleep brand to £58.5m.

core markets in early 2018 as well as

exhibitors be present – over 70% of which are international. Buyers will encounter an

The funding – derived from: Lombard Odier, Wharton Asset Management; Nigel Wray (formerly Domino’s Pizza;

exponential growth in the large £10b US and £11b Asian markets.” Investor Nigel Wray says: “In my long

unparalleled variety of international

Saracens; Prestbury Investment Holdings;

career I have honestly never seen sales

companies from all interior product

Franchise Brands; and led by new backer,

growth like this. In my opinion, a great

categories and price brackets across

Atami Capital – will be used to accelerate

brand called Simba is being formed, with

11 show halls, covering all aspects of

the brand’s global expansion.

sales across the world to well-known

home living.

SectionA.indd 14

CEO and co-founder of Simba, James

retailers, online and offline!”

21/12/2017 18:04


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Hall 4 - Stand B20

NEC N EC 21 2 1-2 JAN 21-24 20 01 2018

TCS - Solely Committed to o Serv Serving r ing Independent Retailers rv Telephone: 00353 429 351 351 | * T’s & C’s Apply

the complete service

The Complete Service

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The Carpet Specialists

SERVICE QUALITY VALUE 21/12/2017 08/12/2017 18:04 14:56

16 | News

New staff members bolster FIRA FIRA International has bolstered

accordance with recognised standards

its furniture testing team with the

and in line with the UK Accreditation

appointment of a customer service

Service (UKAS) general quality

co-ordinator, and, due to expansion, a

requirements, as FIRA International is a

flammability technician.

UKAS-accredited testing facility.

As customer service co-ordinator,

New sales and marketing director for ercol ercol has announced the appointment of Daniel Sugrue to its executive team as sales and marketing director. Reporting to Nick Garratt, ercol’s MD, Daniel brings more than 20 years of retail experience to the business. For the last three years, Daniel has been UK sales director for Jazwares, where he has delivered sales growth through a number of major retailers. This senior appointment signals a clear strategic intent for developing the brand and growing the ercol business. Daniel will head up the sales, marketing and customer service teams at ercol and will be based at the company’s Princes Risborough factory and showroom location.

Also joining the FIRA International

Lorna Middlewood is responsible for

team is Vanessa Mitchell, who has

leading and developing the Testing

joined as flammability technician.

Services Customer Service Team, and is

Vanessa’s main role will be testing

the main point of contact for clients who

products to specific schedules within the

are within the testing process.

Furniture and Furnishings (Fire Safety)

Lorna will also ensure that the team’s administration is carried out in

Regulations 1988 (as amended), and also to non-domestic requirements.

All roads point north The 40th annual Northpoint show

to relaxing and being entertained at

returns to the Royal Highland Centre,

the annual SFRA Presidents Dinner,

Ingliston, Edinburgh from 28-30th this

taking place on the Monday night at the


Edinburgh Marriott.

Last year the event, which is organised

BBC Radio 4 presenter and comedy

by the Scottish Furniture Representatives

writer Alfie Moore is this year’s after-

Association (SFRA), attracted 233 buyers,

dinner speaker (photograph courtesy

and the 2018 edition is set to attract even

of Tony Briggs). Best known for his

more visitors, as many SFRA members

distinctive niche as a serving police

have taken on larger sales territories

sergeant, Alfie will offer his insights

incorporating parts of England and

into life at the front-line of the force,

Ireland, so many retailers from these

and was recently commissioned by BBC

areas now visit the show.

Radio to create a further series of his hit

Buyers and exhibitors can look forward

comedy show, It’s a Fair Cop.

Record-breaking numbers attend French event The sixth edition of Espritmeuble, which took place in Porte de Versailles last month, recorded record footfall – more than 4000 visitors on the Monday alone, and a total of 10,781 over the four days of the show, marking an increase in visitor attendance of 6.6% YoY. The theme chosen for this edition of Espritmeuble was Tomorrow’s Store, which attempted to demonstrate how sales optimisation and customer relations technologies can improve customer experience. The prize for most striking stand went to debut exhibitor, Aquinos.

SectionA.indd 16

21/12/2017 18:04


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Specialising in furniture crafted from the highest-quality leather, Hydeline Furniture has consolidated its position as a genuine player in the UK furniture market, achieved revenue growth of 2.5 times year-on-year and is establishing a presence in many of the leading stores across the UK and Ireland. Yet this is only the beginning. After a successful year in 2017, Hydeline is set to return to Stand 5-C15 at The January Furniture Show in 2018 with stunning new models, and technology and options to complement existing ranges.

Building on the success of the Hydeline brand is vital. Our team of regional agents provide retailers throughout the UK and Ireland with training and, from 2018, the option of in-store merchandising material and galleries.

Expanded options and designs for 2018 • • • • •

Additionally, a selection of our existing lay-flat reclining models are available from UK warehouse stock; this includes the eminently successful Boston and Trisha with Comfort Plus and Dakota and Dallas ranges with Ultimate Comfort.

Exclusive ‘new-to-Hydeline’ fabric options A traditional-styled fabric range of sofas Four beautifully-styled static models An exquisite ‘Vintage Leather’ range Expanded selection of top-grain leathers

Ergonomic and stylish Verona sets the standard Combining elegance and ergonomics with state-of-the-art technology, the Verona collection was introduced at Shanghai Expo 2017 to great acclaim. Compact and stylish, Verona recliners feature a new wall-hugging mechanism which, even when fully reclined, requires only 4.5cm wall clearance - more than half that of our nearest competitors. Available as a 3-seater, 2-seater, recliner and corner group, this sets the benchmark for Hydeline recliners going forward.

Superior quality and comfort Quality is at the core of Hydeline’s product offering. Each Hydeline sofa is designed and manufactured using the best materials - a unique seating system featuring foams of varying densities encapsulating a pocket sprung system, braced serpentine springs and memory foam to give an unrivalled level of comfort. Hydeline offers an impressive 5 year warranty with the latest Leggett & Platt mechanisms and OKIN motors and components. Innovative power packages

With the potential to set new standards for riser recliners in the UK, is the Verona Riser Recliner. Its dual-arm construction provides additional stability and superior aesthetics, while it can be further enhanced with Comfort (2 motors), Comfort Plus (3 motors) or Ultimate Comfort (4 motors) power packages. Distinguished Buckingham Collection

Hydeline currently offers the most comprehensive and innovative power reclining options on the market. With three power packages available: from the standard power recliner of the Comfort package, adjustable headrests of Comfort Plus to the Ultimate Comfort option featuring adjustable lumbar support and memory functions among other features. A Hydeline sofa is truly ‘engineered for comfort’.

Hydeline is proud to showcase the best-selling model at Shanghai Expo 2017, the chesterfield-styled Buckingham. Designed specifically for the UK market, the distinctive 3.5-seater centrepiece, exquisite 2-seater, wing chair and tufted footstool all comprise an improved seating system. This collection is available from our ‘Vintage Leather’ range.

A unique supply chain is a key factor to success One of the key factors to the success of the Hydeline brand is also its unique supply chain, a structure that has been extremely successful for the company in the US and Canada for over 20 years. From our administration and customer service department in Milton Keynes, orders are followed from manufacture through to delivery, ensuring a streamlined service.

Alongside the Buckingham will be several static models showing for the first time in the UK. All incorporate over 80% duck feathers in the back and seat cushions and use the finest leather. We believe a Hydeline sofa will be the most comfortable sofa you will ever experience. But you need to see for yourself. Hydeline is exhibiting on Stand 5-C15 at The January Furniture Show, 21-24 January 2018.





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21/12/2017 18/12/2017 18:53 10:44

20 | Interview

Against the grain Do great minds really think alike? History teaches us that it’s usually those who go their own way that leave the biggest mark. In an exclusive interview, Paul Farley talks to Jason Tyldesley, the retail pioneer behind Sofology, to discover how he brought a truly unique business model to the UK upholstery market …

“A lot of people told me it couldn’t be done – that the market required tactical discounting and promotion”

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Interview | 21

When Mary Portas went undercover in

Due to a registration oversight, DFS-

Rising turnover and sizeable

the world of sofa superstores back in

owned retailer Sofa Workshop quickly

investments helped offset the costs

January 2011, she could barely contain

issued a challenge against Sofaworks,

associated with establishing the retailer’s

her disdain for the sector, describing it

claiming that the brand name infringed

new identity, and its store estate grew.

as “one of the worst retail industries”

its own. In a two-day hearing in 2015, the

she’d worked in, full of misleading sales

ruling went against Jason.

promises and well-rehearsed spiel from

Then, in August last year, the company took another turn, when DFS – which

“This judgement makes no sense

had previously challenged the brand’s

shop assistants that would “say anything

to us,” complained Jason at the time.

name – announced it was purchasing

to get their commission”.

“How could Sofaworks ever benefit

Sofology for £25m, plus a multiple of its

from pretending to be a smaller retailer?

underlying EBITDA (to a maximum of

accused one adviser of encouraging her

Why would a salmon pretend to be a

£105m). The deal between the two sofa

to commit insurance fraud (a portrayal

stickleback in order to swim up the

retailers was greenlit by the Competition

which media regulator Ofcom later ruled


and Markets Authority, and the company

The future Queen of Shops even

as unfair). Only one business came out on top – the Lancashire-headquartered CSL Sofas, which granted Mary access to its inner workings, and proposed a customer-centric, single-price business model which flew in the face of accepted practices.

became part of the upholstery giant at

“We are not a bed retailer, and we’re not going into the bed market”

“A lot of people told me it couldn’t be done, and that the market required

the end of November. In the weeks and months surrounding the acquisition, speculation was rife. Why would DFS choose to buy a competitor whose store locations and product appeared to mirror its own? And what was the meaning behind the leaked promotional materials for a new bedding

One costly rebrand later, and Sofology

brand, Sleepology?

tactical discounting and promotion,”

emerged. “Finding the right descriptor

says Jason Tyldesley, who was appointed

for what we do was one of the pivotal

customer-facing transparency, but he’s

CSL’s MD at the tender age of 24, and, in

moments in driving our business

tight-lipped when it comes to corporate

2013, rebranded it Sofaworks to reflect its

forward,” says Jason, who contends that


move away from sales to ‘everyday low

the new moniker is a perfect reflection


of the brand’s ethos. “It resonated with

in the market, but we are certainly

customers faster, harder and better – and

not related to DFS in terms of offer or

we’ve only grown since.”

product,” says Jason. “There are certainly

Jason may be concerned with

“We might complement each other

no structural changes planned. It just makes total strategic sense for us to carry on what we are doing – but it also makes great sense for Sofology to be part of a bigger group.” And the bed brand rumours? “There is a trial, and we own a brand name – but we are not a bed retailer, and we’re not going into the bed market,” states Jason. Amid such speculation, it’s easy to overlook the most compelling reasons for the acquisition. Sofology is undeniably one of retail’s hottest prospects right now – mainly because it’s built on differentiation. While Mary Portas was lambasting the sector for putting commission before the customer, Jason was striving to do the opposite. As part of the company’s mission to offer the best possible customer experience, it scrapped commission and tactical pricing, while implementing some of the most cuttingedge technologies in UK retail. “We’ve had to pull the whole idea apart and make some very difficult decisions,” Jason explains. “None of these building blocks have been easy to establish, and

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22 | Interview

Sofology’s Kircaldy showroom opened in August

some of them are counter-intuitive. It

Portas’ take on a sector striving to make

no wonder more than two in five of them

can be really hard to marry the notions of

a sale, whatever the cost.

end up feeling buyer’s remorse.”

commercial gain and helping customers get the right result.” Surveys conducted by Sofology

“What’s more important – finding

Out went promotions and commission-

a sofa that you’re going to love for the

hungry sales staff, and in came a highly-

next 10 years,” asks Jason, “or picking

formatted model built around customer

revealed that an astounding 43% of us

up whatever’s on discount today? By

experience. In-store ‘Sofologists’ take

feel we have bought the wrong sofa, and

leading with promotions, the market

each customer through what Jason calls

would have bought a different model had

distorts the customer’s perception, and

the ‘magic six’ test – which covers style,

we been better informed. It’s an alarming

they end up believing that the criteria for

colour, comfort, room plan, maintenance

statistic, and one that tallies with Mary

buying a sofa is discount or deadline. It’s

and durability – to establish who they are, and when, where and how they’re going to use the product.

Sofology, North Shields – each roomset features a 36in touchscreen for ultimate order flexibility

“It’s fine to have a direct path to purchase if you’re buying a loaf of bread,” says Jason. “But you’re going to have to live with your sofa for seven-10 years. And there are so many points of difference – people come in many shapes and sizes, and have different requirements, ways they want to sit, families, kids, pets, rooms and homes. “We offer a very sophisticated build, which takes care to create an experience that has a lot of informed and empowered choice built in from the very beginning, and takes the customer on a journey that they thank us for at the end.” And are all customers happy to be taken on that journey? “I once bought a really high-powered sports car,” Jason

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Interview | 23

recounts. “I had two kids, and it didn’t

the way with useful added extras. Within

retail, and the customer journey it offers

have back seats – but I wanted the car.

the upholstery market I think it’s much

is empowered by numerous innovative,

Was the purchase sensible? No. Did I still

more about empowering better decisions,

award-winning technologies.

want it? Yes. We’re not here to be the fun

so we work very hard to make sure our

police – but we want to make sure that if

customers find the right product.”

you buy something that may not match your environment, or the way you want to use it, you do so knowingly.” His method clearly works, as customer satisfaction with Sofology is high, reflected in a five-star Trustpilot

keep the company ahead of the game. He

“We were designing for iPads before the iPad was even released”

rating, “amazing” NPS scores, and a

“We look at everything we do from the

personally built a tablet PC application that CSL employed as far back as 2005. Unsurprisingly, the retailer was the first in the sector to use iPads for taking orders in-store. Says Jason: “We were designing for

“significant” reduction in returns over the years.

Jason’s background as a systems analyst and programmer has long helped

iPads before the iPad was even released!” Jason likens the experience to visiting

My background has helped me conceive

a traditional gents outfitters – the

a vision in which we help customers

customer’s perspective, and sometimes

customer is asked where they’re going

at every touchpoint, through every

that means making the buying journey

and what effect they want to achieve,


longer and less direct, and offering them

and is then offered a suit that matches

better quality information so they can

their needs. “Really, that’s what we do

infrastructure to support the delivery of

make a better decision,” says Jason.

at Sofology,” he says, “but in a slightly

its industry-leading digital experience.

more sophisticated, tech-heavy way!”

Its website and mobile application feed

That’s a modest way of putting it.

into the stores, which now incorporate

“I’m focused on customer experience – format, and consistency. The journey

Sofology has built a huge technological

needs to have a beginning, middle and an

Sofology actually boasts one of the most

36in touchscreen stations at every room

end, and to delight the customer along

advanced omnichannel platforms in UK

set, upon which customers can explore

Sofology, Wednesbury – and a sign reiterating the ‘no pressure’ promise

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Interview | 25

and specify their order from the retailer’s 270,000-plus SKUs. They can build a basket in-store, on their mobile or online at home, and will enjoy a friction-free journey whichever

“If the average customer spends about four weeks in the sofa purchase cycle, the value of making that journey joined-up is huge”

combination of channels they opt for. “It’s all about empowering customers to make great decisions, and removing the risks of failure in the sales process,” says Jason.

explains Jason. “They don’t need to come back to the store.”

“Identifying a customer and following up on their interest actually offers pretty

Conversely, baskets built at home can

low gain from furniture retail point of

be made visible to the in-store sales

view,” Jason explains. “But if you take

teams. “Two people can be sat at home

the fact that the average customer spends

application that tracks customers’

and build a basket on their mobile, while

about three to four weeks in the purchase

journeys to within 10cm2, from the

a Sofologist enters their details, responds

cycle for a sofa, the value of making that

moment they enter the store. Each

to their comments, and helps them better

journey joined-up is huge.

sofa the customer sits on is added to a

understand the products.”

The latest development is a partner

‘recently viewed’ selection, from which

A centralised view of data – customer

“You only have to visit one retail park to see 300 to 400 sofas – how are

favourites can be highlighted. With or

and order – enables Sofology to deliver

you going to remember what you saw

without the help of a Sofologist, they

“some of the most sophisticated in-

and where? With the help of our new

can build a basket in-store that can be

journey marketing known to man”, states

partner platforms, we can communicate

completed at home afterwards, after

Jason. And while leading retailers have

helpful content to stay front-of-mind

they’ve checked that the colours and size

begun to use Big Data for the delivery

throughout your journey, and be there

fits their requirements.

of personalised marketing, Sofology’s

when you need us.

“They’ve got ultimate flexibility in how they edit that basket and transact,”

model offers the big-ticket item seller even greater opportunity.

“If we’re offering a low-pressure model, with no commission, deadline or tactical advertising, this capability makes a massive difference.” Such innovation would have little impact without an audience to fuel it, but Jason’s team has always worked hard to build a brand that customers can relate to. Consequently, Sofology punches well above its weight when it comes to marketing. “From a percentage of turnover point of view, we are a minnow when it comes to marketing,” says Jason. “We spend less than half on media compared to our next-biggest competitor.” The difference is that Sofology puts brand proposition before tactical discounting. “Rather than urge the customer to buy today instead of tomorrow, or during some sort of celebratory promotion, the marketing we’re doing is more about raising the value of the sofa in your life,” says Jason. Many people’s first glimpse of the brand was through its sponsorship segments on Channel 4’s reality TV show, Gogglebox, in which families and friends react to the latest programming highlights from their living room sofas. “Gogglebox has played a beautiful – and efficient – part in putting our brand across on a national level,” says Jason, “and it’s got a great demographic. But in terms of bringing in new viewers it’s not

Sofology, Wednesbury

SectionB use.indd 25

as prolific as it once was.” According to Jason, the show’s

21/12/2017 18:53

26 | Interview

Actor Owen Wilson, Sofology’s new TV figurehead

That’s a crucial point. Jason has achieved great things, including a new selling methodology that’s more science than art. He’s enabled Sofology to meet multichannel demand through technological innovation, and employed warm, fluffy personas to relay its offer to a wider audience. But what he’s most proud of is the products that give the brand its foundation – currently six characterful collections of leather and fabric sofas, sofa beds and suites. “Our range has been a labour of love for many years, and we’re still working hard to improve the features and benefits we offer,” he says. “These are exclusive, industry-leading designs, and they’re what’s really driving our business. “It’s one thing to propose that your customer should ‘feel at home on the sofa they love’, but that promise has got to be supported by a product range that’s more detailed, better thoughtout, more comfortable, more interesting and more diverse than anything put forward by the rest of the market.” Jason identified the need to offer something different long before Mary Portas’ investigation. He looked around and saw a well-established business model that no longer resonated with many of today’s consumers, and decided to shake it up. Perhaps it’s this point of difference – and its possible applications – that made Sofology such an attractive

national reach is not necessarily in line with Sofology’s relatively light store distribution. “We have just hit 41 stores,” he explains, “and our coverage is fairly well spread – while all of our main competitors have anything from 50150% more locations.” Consequently, Sofology has retired

“As a new brand – we’re just 19 months old now – awareness and consideration are key challenges”

Neal the sloth in recent months,

proposition for the DFS Group. “Too many retailers look at macroeconomic constraints rather than market opportunities,” says Jason. “I see a market that is huge even if it contracts, and I see a way to exceed the way it delivers the shopping experience, differentiate ourselves and do a better job for customers. I genuinely feel that

replacing the long-serving brand

one of the new models while musing the

we’re operating in a sector where most

mascot with a new face, and taking an

appeal of home and happiness.

of our competitors are sub-optimal,

approach that promises greater market

“I’ve never been as sure about any

and there is an opportunity to take their

penetration. “In terms of spot media,

marketing campaign in my life,”

last year we went quite a long time

enthuses Jason. “Owen Wilson was top

“Yes, we’ve faced challenges over

without any TV support whatsoever, and

of our list because of his broad appeal

the years. But we’ve been brave, made

we actually grew the business,” says

– he’s very laid-back, comedic, and

difficult decisions, and stepped into

Jason. “But as a new brand – we’re just

well liked by both men and women. He

the unknown. That’s what I’m like, and

19 months old now – awareness and

reflects the low-pressure, relaxed way we

that’s what Sofology is like.

consideration are key challenges for

operate as a brand.

Sofology, so we need to reach a broader segment than ever before.” Sofology’s new ads feature Hollywood actor Owen Wilson, who sits back on

SectionB use.indd 26

“He just fits Sofology and everything it

market share.

“But we are shopkeepers first and foremost – and we’re just trying to

stands for – it’s transparent, it’s honest,

make sure our customers can find what

but, most importantly, it’s product-

they need.”



21/12/2017 18:53


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21/12/2017 18/12/2017 18:53 11:12

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21/12/2017 18/12/2017 18:53 11:14

Relax/Recharge render by Six N. Five

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21/12/2017 18:53

Interview | 33

Crowded house Mankind is fast becoming an urban species, and Caroline Till believes that designers have a responsibility to deliver a more sustainable vision of the future. Paul Farley caught up with the design consultant and FranklinTill co-founder at her studio in Dalston, London to discover how she plans to convey this message at Heimtextil this month … Urbanisation is inescapable. By 2050, 66% of the world’s population will live in towns and cities, according to the UN. Whether this outlook leaves you feeling excited or claustrophobic, it’s time to face up to the design implications of our changing living spaces. Given that our populations are growing faster than the resources needed to house them, how can we expect to occupy environments that are conducive to happy, healthy lives? “We’re still stuck in the make-anddiscard model, and I’m concerned that many of today’s specifiers and designers aren’t seeing the big picture,” says Caroline. “By harnessing material innovation and sustainability, the designer can be an agent of radical change – but unless it’s inherently sustainable, I don’t see there being much of a future to speak of.”

Caroline Till

Caroline co-founded research and design studio FranklinTill together with Kate Franklin in 2010. Her team has since worked with notable clients such as Samsung, Ikea, Channel 4 and the Crafts Council, and through its work FranklinTill has always strived to bring a more scientific and contextual level of insight to its findings than your average trend forecaster, drawing on the socioeconomic and technological factors influencing changing consumer tastes and trends in materials and colours. “The power of colour is pretty underutilised in the design world,” says Caroline, who refers to a project she recently covered in FranklinTill’s inhouse magazine, Viewpoint Colour. She

SectionB use.indd 33

“We’re still stuck in the make-and-discard model, and I’m concerned that many of today’s specifiers and designers aren’t seeing the big picture”

to the findings by applying cognitive neuroscience, developmental psychology and vision science. From a sample of over a million respondents, a hue somewhere between blue and green emerged as the stand-out choice. But why? “The hypothesis has always been that blue is the world’s favourite colour,” says Caroline. “We didn’t want to lead people to an answer, but we did want to test whether it was true, and ask why.

explains how paper merchant GF Smith

“We may think our colour choices

conducted a global survey to identify the

reflect our personal identities, or echo

world’s favourite colour, and how The

feedback loops in our society, but it’s

Sussex Colour Group brought context

emerging that much of the way we

21/12/2017 18:53

34 | Interview

Greenhouses created by Space Encounters within Joolz’ headquarters in Amsterdam help staff get closer to nature

“By harnessing material innovation and sustainability, the designer can be an agent of radical change” perceive colour is innate, and that has

context while provoking discussion of the

and growing social pressures, it can solve

wider trends shaping our future.

some of the biggest problems of the 21st

“We’ve had almost complete autonomy this year,” says Caroline, who last

century.” During her research, Caroline

curated the project back in 2014, “and

discovered that nine out of 10 people on

it feeds into lots of threads we’ve been

the planet now breathe polluted air, and

working on.

that the average American dwelling has

“Sustainable design is integral to our

downsized by 7% since 2009. Perhaps

studio’s ethos. We’re always looking at

most worrying is the revelation that

material innovation, and how, as we’re

urban waste is now growing even faster

confronted with diminishing resources,

than the rate of urbanisation.

huge implications for how we behave as trend forecasters.” FranklinTill is bringing its unique approach to bear in an experiential installation at Heimtextil, taking place in Frankfurt from 9-12th this month. Designing for an urban future is at the heart of this year’s Theme Park segment, which promises to bring to life the lifestyle, colour and material trends of the inexorable movement towards urbanisation, and, in doing so, offer comment on long-term changes in consumer tastes and needs. The Theme Park is one of the industry’s richest trend forecasting experiences, and Caroline is confident that FranklinTill’s stewardship of the project this year – entitled The Future is Urban – will put exhibitors’ textiles in

SectionB use.indd 34

Kniterate by Gerard Rubio makes custom fashion affordable for small businesses

21/12/2017 18:53

Interview | 35

“When it comes to urbanisation, people always talk about things like

A solution for smaller living spaces – the 13m2 House by Studio Mama, photo by Rei Moon

smart cities and driverless cars,” says Caroline.” For The Future is Urban, we wanted to take a more human, designcentred approach – what do these shifts mean for the spaces being created, how we work, rest and play, and which materials we’re going to need?”

“The capacity for connection in urban environments is incredible” The lifestyle segment of the installation (which ties into the latest design and colour trends) covers four platforms: the Flexible Space, which explores modular and multifunctional environments for ever-smaller living spaces; the Healthy Space, which espouses the benefits of bringing plant life and greenery into offices and conservatories; the Remade Space, a focus on transforming waste and recycling materials into viable resources; and the Maker Space, which looks at how digital manufacturing is driving

“We always wanted to make our

an obsession with provenance and how

more collaborative and personalised

Theme Park as experiential as possible,”

things are made, so we’re employing as

approaches to design.

says Caroline. “Today’s consumer has

many live demos as possible, to impart knowledge through experiences rather than reading.”

The Kungsbacka kitchen by Ikea, developed in collaboration with Form Us With Love, is part of a wider collection of furniture made from recycled products

Visitors will encounter prototype living spaces made of modules that combine storage, sleeping and washing functions. They will be able to consult plant diagnosis experts to discover how to maximise wellbeing in their workplace, or enter a landscape of changing colours and feel how different hues can both relax and recharge the body. They’ll find a library of repurposed materials, and be invited to create their own products at a digital manufacturing station. Finally, they’ll be able to take stock of a curated selection of the new textiles available to buy at the fair, organised within five categories: Relax/Recharge; Perfect Imperfection; Soft Minimal; Adapt & Assemble; and Urban Oasis. The installation is rounded off by a seminar theatre, café and audio tour. “The show’s organisers appreciate that there are two levels of information

SectionB use.indd 35

21/12/2017 18:53

36 | Interview

Eléonore Delisse’s Day & Night Light tackles seasonal affective disorder by shifting from blue to amber over the day

people want from the Theme Park – that

increasingly gentrified part of London,

ramifications cannot be ignored. Driven

they appreciate the larger-scale, spatial

Caroline is acutely aware of how her

by necessity, the macro trends identified

environment and macro socio-economic

environment is changing – both because

in The Future is Urban will impact the

trends as well as learning about the

of and despite the pressures brought

form, colour and material of mainstream

trends they’ll see in textiles and interior

about by overpopulation.

furniture and furnishings sooner than we

spaces in 2018/19,” says Caroline. Indeed, the story told throughout The

“I’ve lived in Hackney, so I’m used to

Future is Urban is that while product

further out to Leyton five years ago, and

design must fall into line with reality, it’s

there’s still part of me that craves a more

often the small changes that can make an

rural environment. But since embarking

impact at the higher level. The problem is

on this project, and meeting some of

that efforts towards the greater good are

the designers working hard to make a

all too easily ignored from day to day.

difference, I’ve really reconnected with

“Sustainability seems so complex,” says Caroline. “People don’t know what

might think.

city life,” she reveals, “but I did move

the city. “It may be symptomatic of the worst

“We’re always looking at material innovation it can solve some of the biggest problems of the 21st century”

constitutes ‘good’ any more, or how they

aspects of the Brexit mentality, but I

can help effect change – it often seems

recently read a list of the best 10 places

“We’re urging the design community

to be more about the brands we buy into,

to bring up children in the UK, and the

to see the bigger picture behind furniture

and how they reflect our agendas.

top three were, predictably, the most

and fashion, and advocating the need

far-flung places imaginable. The reasons

for longevity in what’s created,” states

products so rapidly, we need to start

justifying this selection were so archaic


using more biodegradable materials.

and small-minded.

“If we’re going to continue consuming

We should recognise that provenance

“Conversely, the capacity for

It may not take a crystal ball to see which way the world is going, but the

and longevity can be a more compelling

connection in urban environments is

role design will play in that future is

consumer story than rarity and expense.

incredible. I’ve rediscovered the notion

a little clearer thanks to FranklinTill’s

of cultural engagement – my daughter


“That said, as someone who has always tried to practice what I preach,

has been exposed to every cultural

I’m aware that even with the best will in

background, and she’s not even two years

Take a closer look at FranklinTill’s colour

the world that’s sometimes impossible.”

old! It’s so refreshing to be in such a

and material trends in this month’s

diverse environment.”

Designer section (p292).

Throughout the urbanisation movement, social consciousness begins at home, and, as a parent living in an

SectionB use.indd 36

For better or worse, the fabric of society is changing fast, and the


21/12/2017 18:53

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21/12/2017 14/12/2017 18:58 08:44 08/12/2017 11:31:54

38 | Events


A GUIDE TO THE UK FURNITURE EXHIBITIONS OF 2018 The time has again arrived to take stock of the many local furniture and furnishings fixtures filling the UK trade calendar. With such a diverse range of exhibitions, large and small, it’s well worth taking the time to work out which to visit …

Somewhat encouragingly, the 2018 show calendar has changed very little from the previous year, aside from the disappearance, integration and relocation of a handful of the smaller events.


February Europe’s largest home and gift trade fair, Spring Fair, returns to the Birmingham NEC from 4-8th, with the Volume hall opening a day earlier. The show offers everything from furniture, homewares and gifts to stationery and jewellery,

As usual, Top Drawer,

plus advice for smaller independent

encompassing Home, Craft,


Fashion and Gift sectors, begins

The London Fabric Show,

the year, taking place at London’s

organised by the BFM, takes place

Olympia from 14-16th. Expect

at Chelsea Football Club, Stamford

a contemporary feel, and a

Bridge, London from 26-27th,

cherry-picked selection of quality

bringing upholstery, bed and soft

homewares brands.

furnishings manufacturers the

Buying group Associated Independent Stores (AIS) opens

latest fine fabrics. Meanwhile, AIS-organised

the doors to its Cranmore Park

event The Linens Show is held at

Exhibition Centre in Shirley,

Cranmore Park Exhibition Centre,

Solihull to its members from 19-

Solihull, over 27-28th, and is a

20th, and then to the wider trade

members-only show on the first

for the popular AIS Furniture Show


from 21st-22nd. The second part of the show overlaps with the UK’s biggest furniture event, the January Furniture Show, taking place at the nearby Birmingham NEC from 21st-24th. This exhibition occupies five halls, features around 450 exhibitors, and incorporates a Fabric Pavilion and Flooring Showcase – alongside The Furniture Awards and other special features. While visitors to the NEC will be able to see an unrivalled offer under

SectionC.indd 38


London’s Olympia from 13-15th. Next up is Spring Long Point. Held in various showrooms around the Derbyshire town of Long Eaton from 14-16th, it’s an opportunity to engage with some of the UK’s finest upholstery manufacturers, and more. The Minerva Furnishers Guild buying group’s members will be invited to explore the latest offers from preferred suppliers at its Furniture and Bed Show, held at the National Agriculture & Exhibition Centre, Stoneleigh Park, Warwickshire, from 22nd-23rd. At the same time, design fair Clerkenwell Design Week will bring life to showrooms in the London district from 22-24th, through special installations, exhibitions and fringe events.

June Earlier than previously, AIS opens

Retailers of kitchens and bathrooms

Cranmore Park Exhibition Centre,

will find numerous solutions at kbb

Solihull, for another private

Birmingham, taking place from

members’ show dedicated to

4-7th at the NEC.

furniture, the AIS Furniture Show, from 26-27th.

April AIS members are invited to return to Cranmore Park Exhibition Centre from 24-25th for the private AIS Bed, Sofabed and Bedroom

New Designers, a lively showcase of young designers, takes place over two phases at Islington’s Business Design Centre. Phase 1 runs from 27-30th.

Furniture Show.


one roof, smaller regional events


still prove popular – one of which,

Pulse promises inspirational,

incorporates furniture) runs from

North Point, returns to Edinburgh’s

trend-defining homewares and

4-7th at the Business Design Centre

Highland Hall from 28th-30th.

fashion products when it returns to

in Islington.

Phase 2 of New Designers (which

21/12/2017 18:58



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40 | Events

Next up is Solex, the Leisure & Outdoor

private members’ show dedicated to beds.

Furniture Association’s annual fair, which returns to the Birmingham NEC from 10-12th to present a strong complement of garden furniture, while Home & Gift brings interiors products, giftware and fashion products to the Harrogate Convention Centre in the North Yorkshire town from 15-18th. July also features the UK’s secondlargest furniture show, the Manchester Furniture Show, which returns to Manchester Central from 15-17th. This is the summer’s key furniture trade event, giving retailers the opportunity to source new products and range updates in a relaxed, friendly environment. This year’s edition incorporates the Midpoint show, formerly held in Solihull each June.

Decorex International, back in Syon Park,


London from 16-19th; 100% Design, at Olympia from 19th-22nd; London

September’s exhibition calendar is as

Design Fair, featuring Tent/Super Brands

packed as ever this year. Autumn Fair is up first, back in the Birmingham NEC between 2nd-5th, offering a smaller counterpart to Spring Fair, yet featuring a strong complement of lighting, furniture and Christmas accessories.

Into August, and – whilst outside the

London, held at the Old Truman Brewery from 20th-23rd; and DesignJunction, also from 20th-23rd, at King’s Cross. Simultaneously, there’s Autumn Long Point, which sees Long Eaton’s finest open their showrooms again following the

AIS’ The Linens Show returns for

spring event, from 17-19th.

a second outing, running from 5-6th (members only on day one) at Cranmore Park Exhibition Centre, Solihull.

There’s also the UK’s main bed industry event, the Bed Show, running from 1819th at The International Centre, Telford.

The year’s second Top Drawer event returns to London’s Olympia from 9-11th, while outdoor exhibition Glee populates the Birmingham NEC from 10-12th.

This popular exhibition features new beds, bedmaking machinery and components, and a gala dinner at the end of the first day.

The South West Furniture Show, an enduring, agent-run regional event, is


include: high-end retail showcase

back at Sedgemoor Auction Centre, North


Petherton, Somerset from 11-13th.

Finally, there’s Minerva’s Autumn Furniture Show, relocated from the NEC

Halfway through the month, the focus

UK – the Irish Furniture & Homewares

returns to the capital, as London Design

to the National Agriculture & Exhibition

Show returns to Dublin’s National Show

Festival runs from 15th-23rd, featuring a

Centre, Stoneleigh Park, Warwickshire,

Centre from 26-28th. Also in August, on

host of creative events that reinforce the

which runs over 2-3rd. Unlike the buying

29th, AIS opens Cranmore Park Exhibition

global significance of the UK as a design hub.

group’s event earlier in the year, it is

Centre, Solihull, for the AIS Bed Show, a

Events taking place during this week

open to the general trade.

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26th and 27th February 2018 Chelsea FC, Stamford Bridge, LONDON

High-end fabrics for upholstery and soft furnishings. Meet 35+ premier producers and suppliers from Belgium, Spain, Italy, Portugal, Turkey and the UK. Jacquards, velvets, wools, tweeds, chenilles, cottons, linens and silks + FR coatings and backing fabrics. It’s the small trade show with lasting impact.

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21/12/2017 11:26 18:58 14/11/2017

12/09/2017 14:05:59

42 | Events


ENGAGING EXCLUSIVES FROM AIS Each year, AIS – regarded by many as the nation’s strongest buying group – brings the independent furniture retail sector the latest high quality products at its own in-house exhibition. The AIS Furniture Show will

or have exhibited previously, all

in-store displays, entitled Five

once again take over Cranmore

the suppliers exhibiting will be

Key Looks, and Peter’s team has

Park conference centre to give

launching new product. We have

developed this initiative over the

AIS members – and the wider

some exciting new suppliers on


trade – an opportunity to source

upholstery, including Willy Shillig

“We all know the best retailers

from leading brands. This year’s

from Germany and Sofa Via from

create inspirational and aspirational

exhibition will open its doors to


in-store displays, showing

the trade on 21st and 22nd January,

customers an interior style that

following two days of private access

supplier, Papaya Furniture from the

they can recreate at home,” says

reserved for AIS members.

Far East, showing for the first time.


Those attending will discover

Additionally, there will be some

“Those important finishing

a buyer-focused show within a

superb new ranges from established

touches can result in increasing

unique environment that has a

upholstery favourites including

conversion and also raise average

friendly and relaxed yet business-

Himolla ,Chateaux D’ax, HTL and

transaction values with great add-

like feel.


on sales.”

Running concurrently with the

“In addition to AIS-exclusive

Admission to the show is free, but

start of the January Furniture Show

ranges under the Ducal and Stag

reserved for independent retailers.

at the nearby NEC means that the

brands, there will also be some

On-site parking, exhibition guides,

AIS event gives buyers another

excellent new product from Habufa,

lunch and refreshments are also

reason to visit Birmingham.

Venjakob, MWA and Nathan, to

complimentary. Visitors should

name but a few!”

register online via the AIS Furniture

Show organiser, Peter Mallinson, the AIS home division’s

SectionC.indd 42

“We also have a new cabinet

The 2017 show saw the launch of

Show website.

merchandise director, says:

a new concept to help AIS members

T 0121 683 1428

“Whether they are new to the show

create more aesthetically impactful


21/12/2017 18:58


AIS Furniture Show

Exclusive Show with exciting ranges & brands for the Independent Retailer This is THE Show for all independent furniture retailers. AIS Ltd have brought together a refined choice of ranges and we’re opening the doors to non members to show the very latest in furniture and accessories. THE Show takes place at one of the UK’s premier exhibition venues - Cranmore Park with unrivalled show facilities, excellent catering and ample FREE car parking just minutes from J4 M42, only 8 miles from the NEC.

Register online now at t: 0121 683 1428 e: Follow us:

21 & 22 January 2018 [19 & 20 January Members only]

Cranmore Park Exhibition Centre, Cranmore Avenue, Shirley, Solihull, West Midlands B90 4LF

SectionC.indd 43 Concept Ad.indd 1

21/12/2017 18:58 07/11/2017 15:23

44 | Events


HIMOLLA LEADS THE CHARGE AT AIS EXHIBITION himolla’s Sandra Spranger is looking forward to seeing the trade’s reaction to its newest ranges at the AIS Furniture Show this month … “As we predicted just over a year

function, complete with wireless

ago, 2017 proved to be an exciting


period for himolla,” says Sandra

The corner unit becomes a

Spranger, country manager for

recliner in himolla’s new Monaco,

himolla UK and Ireland. “It saw

which combines German technology

ground-breaking technological

with Mediterranean style to offer

advances, creative designs and

sofas from 1.5 to three-seater

escalating sales.

comfort, wall-hugger electric

“Our range of luxurious fabrics

systems and seat angle adjustment.

and contemporary colour palettes

As well as the recliners, a long

were particularly well received,

chair and a fixed 2.5 seater are also

whilst our touch-of-the-button


adjustability led the way in sales. “Now we’re building on that

Next is the new Aura, a standalone chair with integrated

success - and the company’s 70-

headrests and a designer edge that

year history of quality furniture

is operated either manually or

manufacturing - with a market-


redefining series of new product

Colours include rustika safran,

launches. The coming year will

soft red and rose to rustika apple

see a regal new range of chairs,

and almond, all of which are

an innovative new corner unit and

complemented by a choice of beech

a stand-alone chair that simply

swivel bases.

exudes style.” The new S-Loungers have a


“There are exciting times ahead,” says Sandra, “as himolla uses the

gentle, curvaceous design. One

latest design and technological

model features electrically-adjusted

advances to build a historic year

back, foot and head rests, while

for the company and its retail

another presents similar electric


adjustability, plus a heart-balance




SectionC.indd 44

21/12/2017 18:58

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21/12/2017 07/12/2017 18:58 16:13 11:34

46 | Events


SPRING INTO ACTION Gift and home bonanza Spring Fair is just around the corner. Encompassing 14 sectors, plus Jewellery & Watch and a Glee concession show, the exhibition will present new products from over 2500 exhibitors. Furniture News asked Rob Sapwell, head of sales for Home, Gifts & The Summerhouse at Spring Fair, for a glimpse of what visitors should expect to encounter this year … What are you most looking forward to seeing?

affordable price point. This type of move isn’t

a snapshot of trends that will come to the fore over the next two years,

There is so much to be looking

uncommon, and we’re seeing more

as well as helping them quickly

forward to, but above all else I’m

brands shifting towards the home

identify the next hot products.

excited to see the collections our

decor market as part of a wider

new exhibitors will bring to the

consumer trend for ‘cocooning’ at

Summerhouse Café, which


home. This means consumers are

means even more opportunities

investing in a wide variety of items

to network, hold meetings and

is a completely new brand that

including affordable furnishings,

connect with new suppliers.

will launch exclusively in the

home fragrances and decorative

Home sector at Spring Fair. It will


Fifty Five South, for example,

showcase its diverse portfolio

As always, I’m eager to see the

There will also be a new

How large is the Home sector this year?

of furniture, soft furnishings

finished and complete Home and

Spring Fair’s Home sector in Hall

and home accessories within a

The Summerhouse sectors at the

1 of the NEC covers 14,000m2,

room setting so that buyers and

show. Every year it is great to see all

bringing together 135 global

independent retailers can shop a

the amazing brands we work with

suppliers who will present a

complete look.

bring together months of planning

plethora of inspiring, deco

to set out their wares in such

fashion, on-trend homeware

engaging and striking showcases.

items including textiles, furniture,

This is a common theme at Spring Fair, and we have a number

interior and outdoor accessories, as

of exhibitors that bring their ranges

well as soft furnishings.

to life by creating a showroom

What’s new this year?

setting – for visitors this is a great

We’re really excited to be launching

way to visualise how their own shop

a brand new interactive feature

of store, and we’re delighted to be

or concession space could look.

area at the 2018 show. It will enable

bringing some exciting new names

visitors to fully immerse themselves

to Spring Fair 2018, including

in visually-merchandised rooms

Ashley Wilde Group, Roomset,

that showcase current consumer

Devon Duvets, Milano Rugs, The

trends and predict what will be hot

Foundryman and Blanc Mariclo.

“We’re seeing more brands shifting towards the home decor market as part of a wider consumer trend for ‘cocooning’ at home”

all the way through to 2020. We’re using content from

There is something for every type

Retailers will also find the UK’s largest selection of Scandinavian

industry-leading trend forecasters

brands at Spring Fair, as well as

and platforms WGSN, Pinterest,

a wide variety of Dutch-inspired

One Click Retail and Coloro, to

designs. Nordic Style and Spira of

pinpoint colours, patterns and

Sweden are both new to the show

shapes that will be in demand over

and will present hygge-inspired

to see at the show is Koopman

the coming years. The gallery-

wares – with plenty more brands

International, which is new to the

inspired feature will provide

in the show’s The Summerhouse

Home sector, having previously

retailers, buyers, interior designers,

sector, which is a hand-picked

presented its wares in the Volume

specifiers and contractors an

collective offering visitors the

Gifts & Home sector. The Dutch

invaluable glimpse into the future.

latest in on-trend designs, with

company is now manufacturing

The rationale behind this new

a highly-edited selection of the

Another brand that I’m excited

SectionC.indd 46

Rob Sapwell

original, high-quality home decor

addition is that we wanted to make

most original UK and international

and accessories that come at an

it easier for time-poor buyers to get


21/12/2017 18:58

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SectionC.indd 471 DWSJan18.indd SS002430 SF INTERIORS AD 216X297 AW.indd 1

21/12/2017 13/12/2017 13:57 06/12/2017 18:58 18:24

48 | Events

Five reasons to visit … Showroom settings to inspire engaging in-store displays A plethora of Scandinavian and Dutch-inspired brands A snapshot of consumer trends to the end of the decade Advice for new businesses on scaling up and standing out Huge variety of show sectors for retailers looking to diversify

While our new interactive feature will help retailers identify future trends, the

in an effort to increase footfall and spend. With everything from homewares,

Spring Fair Inside Retail Hub will include

kitchen utensils and DIY hardware to

a raft of seminars, including advice on

ecommerce solutions, greetings cards,

driving online sales and using social

fashion accessories, jewellery and beauty

media to its fullest advantage – another

gifts on display, alongside impressive

crucial aspect for all retailers. There

product demonstration areas like

will also be our hugely popular Meet the

Housewares Live, there is no better place

Expert sessions, with industry experts

to shop for your store in 2018.

offering invaluable, practical advice to help stores get ahead. Our Retail Solutions area is another

Finally, do you have any personal tips for buyers looking to get the most out of

USP for Spring Fair, and gives retailers

their visit?

solutions on everything from shopfitting,

My main tip is for buyers to make sure

in-store design and ecommerce to

they cover both the Home and The

payment, logistics and fulfilment, to

Summerhouse sectors, as this will give

drive businesses forward in-store and

them the best overview on the very latest


trends and product launches across homewares.

Any other home exhibitors visitors should take notice of? Visitors should definitely visit Coach House, which will have its beautiful new range of Christmas 2018 products spread out across its always-impressive stand. Voyage Maison, famed for its amazing artistry and textiles, is another mustvisit. For those after something a little bit different, check out Edge Sculpture, which creates breathtaking animal sculptures, and Bentley & Bo, which produces quirky, on-trend interior and decor products. Visitors who are on the hunt for lighting solutions should head to Pacific Lifestyle, which has 200 years’ experience importing globally-sourced decorative lighting, and Light & Living – hailing from The Netherlands – which is bringing its wholesale customised lampshades and limited-edition pieces.

What makes Spring Fair relevant to

Ahead of the show, I’d recommend that

furniture retailers, given the number

store owners keep an eye on our website

of furniture-specific exhibitions taking

to find out more about our invaluable

place around the same time?

Meet the Expert sessions once the final

Spring Fair’s USP is its scale. Whereas

schedule is released. Once announced,

furniture-specific shows tend to focus

these sessions book up extremely quickly,

on big-ticket items, our Home and The

so we recommend they be booked online

Summerhouse sectors present a fantastic

in advance.

selection of newly-launched home

Additionally, to enhance the show

accessories, textiles, art and lighting

experience, we have developed our

from global brands.

Appointment Planner tool to enable

Across the show, exhibitors showcase

visitors to pre-arrange meetings with

luxury goods as well as smaller,

specific suppliers at the show. Ultimately

affordable items. It all makes us a unique

this means they can have a schedule

destination for independent retailers,

planned on arrival and can hit the ground

lifestyle shops, garden centres, furniture

running. It is available on the Spring Fair

and department stores to stock next

website and can be used by all visitors

season’s must-have furniture products.

and exhibitors.

The scale of the show is hugely beneficial to retailers that are looking

Spring Fair 2018 will take place at

to diversify their offering. In the UK, for

Birmingham’s NEC from 4-8th February,

instance, we’re seeing stores expanding

with the Volume exhibit opening a day earlier.

their ranges into non-traditional sectors


Other big-name companies exhibiting in The Summerhouse include The Libra Company, Jellycat, Parlane, India Jane, Dartington Crystal, Gisela Graham, Abigail Ahern, Stone Glow Candles and Bronte By Moon. How is Spring Fair evolving to meet the needs of the modern retailer/e-tailer? The show is an inspirational hub of trends and insights, which is invaluable to modern retailers and e-tailers. Particularly for the latter, where competition is rife, Spring Fair has a number of features that will show those starting their business how they can scale up and stand out from the crowd.

SectionC.indd 48

21/12/2017 18:58



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50 | Events

PREVIEW CHAMPIONING VIETNAMESE MANUFACTURE AND DESIGN Vietnam’s domestic output continues to grow – as reflected in the performance of the country’s flagship furniture event, VIFA-Expo, taking place at the Saigon Exhibition & Convention Centre, Ho Chi Minh City, from 7-10th March. Providing a stepping stone to neighbouring fairs in the ASEAN region, this year’s exhibition is set to feature some 350 exhibitors over an area of 28,000m2. Visitors from more than 79 countries and territories are expected to attend this unique platform for furniture, handicrafts, home decor products and supporting services – and these visitors will also be invited to visit local factories to explore these exhibitors’ manufacturing capabilities. An area of the show will be reserved for the winners of the show’s Furniture Design Competition – Hoa Mai Prize 2017-2018. Established in 2002, the competition is staged by HAWA (Ho Chi Minh City’s Handicraft & Wood Industry Association) with the aim of developing Vietnam’s furniture design industry, by finding and fostering new talent. W




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21/12/2017 10:41 21/12/2017 18:58

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52 | Events


BIGGEST AND BOLDEST MIFF YET South-east Asia’s biggest show, the Malaysian International Furniture Fair (MIFF), will be 25% bigger this year. The show, taking place from 8-11th March, will span some 100,000m2 and two venues – Putra World Trade Centre, which has hosted MIFF since its inception in 1995, and the new, ultramodern Malaysia International Trade and Exhibition Centre (MITEC), which has been purpose-built for commercial events. With this long-awaited show

promises opportunities at every

expansion becoming a reality,


show organiser UBM Malaysia

This global marketplace is

is working hard to bolster

renowned for its high quality home

the experience for exhibitors

and office products, and features

and buyers, and to keep the

the largest collection of Malaysian

conversations flowing and spur

wooden furniture, offering goods

positive outcomes.

to suit every taste and budget.

From new halls and larger

As MIFF transitions into a new

presentations to curated lifestyle

era and concept – Design Connects

International Hall, Sofa Hall and

spaces and fresh segments that

People – it brings additional

Millennials@Design, providing a

includes a new timber market

segments including DesignRena

greater product selection than ever.

and young designer ideas, MIFF

Hall, MIFF Timber Mart,


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SectionD.indd 52

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54 | Events


CHINESE DESIGN BOOMS IN PUDONG The 23rd China International Furniture Expo – better known as Furniture China 2017 – and the concurrent Maison Shanghai saw thousands of products and home decorations presented by some 3500 exhibitors, and achieved positive results in terms of visitor engagement, exhibitor satisfaction and customer experience. According to event organiser UBM

sporting a focus on high-end

its exhibition area expanded to

Shanghai, a total of 151,588 visitors

original design.

70,000m2, occupying all of the four

attended the four-day show in

halls of Shanghai’s SWEECC venue. Maison Shanghai will see further

FMC China explored the pain

from 155 countries and regions,

points of the Chinese furniture

investment in 2018 – the theme

principally China, South Korea,

industry, and attempted to present

pavilion, Design China (hall 4 in

Australia, the US, Taiwan, Hong

more effective solutions for taking

SWEECC), in particular, which will

Kong, Japan, India, Malaysia,

the industry towards high-end

house original Chinese designs in

Singapore and Canada.

manufacturing. This year, the

home furniture and decor.

The contemporary furniture

colour trend programme will be

Beyond the two fair venues,

proved a strong draw last year.

further developed in order to

Shanghai Home Design Week,

Across an exhibition area expanded

support Chinese design in 2018 and

now in its sixth year, will continue

by 20,000m2, various new products


to bring design innovation to

had the opportunity to reach customers from home and abroad.

There’s also international

the wider city, working with art

lifestyle event Maison Shanghai,

galleries, office facilities, cafes,

which provides a face-to-face

workshops and plazas to deliver

for original design brands. The

trading platform for the home

over 100 engaging activities.

Design Halls – particularly E6 and

decoration industry, including

E7 in the SNIEC venue – became

lifestyle design brands, furnishings,

China will take place from 11-14th

one of the busiest areas, and later

crafts, carpets, home textiles,


this year hall E5 will join them,

tableware and lighting. In 2017,


Many visitors were on the hunt

SectionD.indd 54

Meanwhile, manufacturer show

September – comprising buyers

This year’s edition of Furniture

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56 | Events


BELGIAN SHOWCASE ON GOOD FORM Despite a difficult year for the Belgian furniture trade, last year’s Brussels Furniture Fair exuded optimism, with a slight increase in visitor numbers (+2.24%) and impressive sales figures reported at the 80th edition of this popular show. “For some time now, due to the

2016 – spread across seven halls of

an international level of which we

concentration in the market, the

the Brussels Expo. “What we find

can all be proud!”

success of a trade fair edition has

enormously pleasing is to see the

been unrelated to the number

quality of the presentations and

innovative and on-trend products

of visitors,” says show manager

the collections being improved year

in the spotlight through its annual

Lieven Van den Heede.

after year,” says Lieven.

awards programme, and this year’s

“Sadly, however, this is the only

“The exhibitors are clearly all

Balthazars went to: Mintjens

yardstick by which trade fairs are

following the trend towards the

Group for Bloom; Era Grupa;

judged. The quality and buying

high quality and high standard that

MTE Theuns, for the Göteborg

potential are harder to measure,

befits an international trade fair.

collection; and Recor Group, for the

but are far more important. And

This was particularly apparent to

Recor Home Collection.

luckily, both were present in

visitors who had been absent for a


number of years.

The proportion of international

“We also try to set the

“Visitors from the whole of north-west Europe have been inspired by what they have

visitors increased yet again (to

example ourselves, with striking

discovered at this meeting point for

62.1%), yet the show reported

scenography for our own stands

our sector, and have hopefully been

slightly fewer visitors from Great

and bars, as well as for the

given a boost for the next furniture

Britain and Ireland. In total, this

entrance halls and the trend

season,” concludes Lieven.

edition of the show welcomed 463

presentations in the corridors.

more guests from abroad.

Everything should be about quality

Furniture Fair will take place from

and creating a special atmosphere.

4-7th November, 2018.

The result is a professional fair at


There were 258 exhibitors present in total – 10 fewer than in

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The fair aims to put pioneering,

The next edition of the Brussels

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62 | Resources

Just how do companies deal with the deluge of technological change that’s affecting everything from traditional business models to brand identity? NBF correspondent Jan Turner reports on some of the ‘blue sky solutions’ presented to members of the European Bedding Industry Association (EBIA) by Tom De Ruyck – a managing partner of international marketing research agency InSites Consulting – at the group’s recent annual general assembly, and what they mean for the UK bedding industry …

Surviving the technological tsunami We live in a tsunami of technological change – a world where the pace of progress has become so breathtakingly fast that companies around the globe are struggling to keep up. Part of the reason for this is that while technical innovations are coming at us in droves – and from all directions – too many businesses are still making decisions in a more linear way. According to Tom De Ruyck,

“The shift in emphasis towards marketing a product or service’s ‘relevance’ rather than its benefits and features, has left many brands struggling”

addressing an audience of European

about sport and food, but now people are spending more time and money looking for the right sleeping products – so look at that trend and leverage it. “Do you want to do it alone, or do you want to work together to fight against all those other companies selling sleep?” Too many companies in general, he says, have illusions of longevity. But where once a business model would last forever, or was good for at least 60 years, just two years ago it was reckoned to be

bedmakers and suppliers including many

15 years. Today it is an alarming 12 years.

NBF members, it may be scary stuff -

become more important than ever before,

but it also makes for some of the most

especially among millennials. Brands

young people it is now just 2.5 seconds,”

exciting times we have ever seen.

need to be asking themselves Why am I

says Tom. “We are bombarded with

here? What is my purpose in society?”

advertising messages, and people start

“Technologies come at us at a speed we can’t handle, and that, along with

Unilever has said that by 2020 all

“Our attention span is small – among

to become immune to different messages

the sometimes extreme expectations of

brands must be ‘purpose’ driven, and

and build a wall around themselves. So

consumers, has put some companies’

they’ve started with the OMO laundry

if you want to stand out, then you have

brands and business models in

brand, a good functional product which

to connect with them, which means

depression,” he says.

has been brought back to life with a dash

understanding them and speaking their

of purpose and societal impact.

language, or they won’t pay attention.”

And as Jack Welch (former chairman and CEO of General Electric) famously

The company set out to give young

And there are plenty of examples to

warned: “If the rate of change on the

mums and dads a way to connect with

demonstrate the ways in which this can

outside exceeds the rate inside, then the

each other and share their experiences

be done – to both positive and negative

end is near.”

of raising children. Research showed its


Since 2006 we have seen the explosion

marketeers that urban areas often had no

One fashion retailer with a door policy

of social media, smartphones, smart

space for youngsters to play outside – a

which implied ‘if you’re not beautiful

cars, and smart computers. So just how

real negative for developing their social

enough you don’t fit the brand’ may well

do companies make the change and


have nailed its brand identifications but

adjustments needed to keep up with both

As a result, the laundry brand has

– perhaps not surprisingly –in the past

technology and increasingly demanding

started building playgrounds around

three years neither the company nor the


the UK, so offering a connection with its

brand has been doing well.

According to Tom, it’s all down to

audience and a purpose for the world.

Despite its current issues in London,

purpose, relevance and innovation.

The move has not only attracted new

Uber has also been hugely successful

“We’re seeing consumers move from

customers but also talented new people

around the world. At the end of the day,

wanting a ‘promise’ from a company to

to the business.

it may only be a simple app in terms

wanting a ‘purpose’,” he says. “The truth is the average consumer

The same kinds of opportunities exist

of technology, but what the company

for the UK bedding industry. As Tom

has done is make that small piece of

only really cares about five brands.

points out: “You guys have one of the

technology hyper relevant for people

What they want today is: great product

most important products in people’s

who use taxis. Waiting for and paying

service; for companies to demonstrate

lives. It may not always be aspirational,

for them are consumers’ two biggest

an emotional bond with their customer

but with young people, health is

frustrations, and Uber eliminates these

base; and societal impact. This has

important. Five years ago, that was

concerns, leaving people feeling that they

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64 | Resources

have been genuinely helped. It’s about creating a personalised

better night’s sleep which allows them to

Lego similarly took a ‘child’s-eye view’

wake up refreshed in the morning. That’s

of its business to combat falling sales

experience, too. Take the ‘Push for Pizza’

because the company has recognised that

at one point. As well as research with

app – signing up involves providing

in the West, there is a real need to be an

children, the company organised days

information about your favourite pizza

energised, happy, smiling person, rather

where children were taken into work, and

(nine times out of 10, people order

than one who is tired and grumpy.

designed meeting rooms with extra-large

the same one), your delivery address

“Chinese people say they want a great

chairs, so the staff themselves felt like

and payment details. Once completed,

night’s sleep because they want to be

ordering a pizza is simplicity itself –

a nice person – but if you go into their

people only have to push one button, and

head it’s because they want to be the

connecting with the customer – so talk

30 minutes later it arrives at the door, all

best person at work and get the top job,”

to the customer and work with them.

paid for.

explains Tom.

Otherwise you could be missing out on a

As Tom points out, the success of this

“The ‘need’ is sometimes different to

children. Says Tom: “It’s about relevance and

lot of opportunities. Start collaborating,

business model is down to the fact we’re

the ‘want’, so it’s about examining the

working together with consumers. And

humans, we’re lazy, and our brains want

need that is really behind people’s desire


to do as little work as possible!

for a good night’s sleep. That may be

He says heightened – even extreme –

different things in different countries,

consumer expectation needs tackling by integrating purpose and innovation into business strategy. Differentiation and a personalised experience are key. As Steve Jobs once pointed out: “A lot of times, people don’t know what they want until you show it to them.” So far, however, the shift in emphasis towards marketing a product or service’s ‘relevance’ rather than its benefits and features, has left many brands struggling. “People are not loyal to brands any more,” says Tom, “especially millennials,

“It’s also about speed and fast implementation – and consumers can help you with both.”

Not to doATTEND so can end in the kind of VISIT ASIA`S MUST FURNITURE &

VISIT ASIA`S MUST ATTEND & “It’s about relevance disaster which felled theFURNITURE Kodak brand. CRAFT SHOW The company thought it was smarter CRAFT SHOW and connecting with than the trends and ignored digital Indonesia International Furniture Expo is Indonesia’s because they thought of themselves as the customer – so Indonesia International Furniture Expo is Indonesia’s flagship event and company. international showcase for a chemical “They could have talk to the customer flagship event and international showcase for furniture industry. It is strongly supported by the been Instagram but they did not keep furniture industry. It open is strongly supported the and look atof theIndonesia market,” byas and work with them. industry andtheir theeyes government it industry andsays theTom. government of Indonesia as it recognized as one of the leading furniture exhibiOtherwise you could he advises, should also recognized as Companies, one of the leading furniture exhibition in South East Asia. It attracts thousands of the Asia. consumer life using ‘insidebe missing out on a lot tion in Southbring East It toattracts thousands of professional buyers from Indonesia, Asia, Europe out activation’, and harnessing the power buyers from Indonesia, Asia, Europe of opportunities”professional and the World. of their employees. “It is important that

and the World. INDONESIA’s BIGGEST EXPORT FURNITURE & who are loyal to experience. A great people in an organisation know what INDONESIA’s BIGGEST EXPORT FURNITURE & example is Spotify – young people talk is going of on in the outside worldIFEX and offers the In the 5th edition IFEX on 2018, CRAFT EXHIBITION In the 5th edition of IFEX on 2018, IFEX offers the CRAFT EXHIBITION about the great experience, not the brand. and the market needs to examine what what people outside need, largest rangeunderstand of specialty furniture and craft prod-

largest of specialty “Today, it’s all about making the counts in their domain and promote therangebecause people arefurniture motivated and when craft they products which discover the perfect blend of good Carrying the theme “The Essence of Infinite Innovation”, move from to consumers’ solutions. have a passion for perfect what they do.” ucts which discover the blend of good Carrying the‘marketing theme “The Essence of Infinite Innovation”, design and fine the craftsmanship edition inspired the upcoming Indonesia International furniture Expo ‘mattering to people’. How can we be “It’s about putting yourselfdesign in their and fine It would seem that the secret, then, inspired the craftsmanship edition the toupcoming Indonesia International furniture Expo the natural wealth of Indonesia. It serves the (IFEX) a wideandrangeshoes. of People products by areby part 2018 of theirwill livesfeature and have meaning in marketing more is to identify and anticipate consumer by the natural wealth of Indonesia. It serves the (IFEX) 2018 will feature a wide range of products by nation’s meeting places for buyers, traders, around 500 exhibitors will showcase finest relevance to them? What is the balance? connected and rattan, better educated than everbiggest needs, and deliver a personalised and nation’s biggest meeting places for buyers, traders, around 500 exhibitors will showcase finest rattan, manufacturers andproduct contract project purchasers “With beds, perhaps manufacturers – but in never the think of things like relevant or service that harnesses outdoor furniture and home before decor manufacturers and contract project purchasers outdoor andhow home other decor in the need to be furniture asking themselves consumers.” make life both and where buyerstechnology can buytodirectly fromsimple the makers. 60,000-square-meters space. where can buy directly from the makers. 60,000-square-meters space. sleeping well in a good bed at night can At one Belgian lingerie company, at buyerssociety-enhancing. translate into benefits during the day.

least half of the company’s staff are

“There may be lots of challenges, but

Last year event was participated by 454 exhibitors The outstanding success of previous event confirms the about thinkingsuccess more broadly about not its confirms typical consumers, bosses therewas are also lots of opportunities,” Last year event participated by 454Tom exhibitors TheIt’s outstanding of previous event the so its and attracted 11.225 buyers from 111 countries make growing strength and popularity of Indonesian furniture people’s lives.” launched an International E Cup Day notes. “The power and impact of digital and attracted 11.225 buyers from 111 countries make growing strength and popularity of Indonesian furniture it the as male one of South Eastleads Asiausfurniture show on March in theOther global market andarena hasare set the stage brands in the sleep for Men.for Thean ideaeven was to show technology to conclude that we it as one of South East Asia furniture show on March in the global market and has set the stage for an even On 2018, we launched new larger show in March Now IFEXworkforce is considered as felt toedition. already muscling in on the2018. momentum how it really wear a bra. haven’t seen anything yet – wearea can’t for CRAFT edition. On 2018, wehow launched new area for CRAFT larger show inSleepwise March being 2018.justNow IFEXItismade considered as – Panasonic’s one them realise the difficulties and imagine far and how fast this will find the PRODUCT at HALL C3 where you can one of the must-attend furniture & craft shows in Asia as PRODUCT atgo!” HALL C3 where you can find the oneofof the must-attend shows in as afurniture longerShow and& craft of Asia support. uniqueness of Indonesia’s craft as CRAFTNATION. it is athem, partpromising or Asiapeople Furniture lifeimportance circle on March uniqueness of Indonesia’s craft as CRAFTNATION. it is a part or Asia Furniture Show life circle on March each year! each year! Follow our path on : Twitter (@IFEX_Indonesia), Follow our path on : Twitter (@IFEX_Indonesia), Instagram (ifex_id) , Facebook (IFEX ID), LinkedIn Instagram (ifex_id) , Facebook (IFEX ID), LinkedIn (IFEX Indonesia), Website ( (IFEX Indonesia), Website ( THE AUTHOR Jan Turner is an industry PR veteran and a correspondent for the National Bed Federation (NBF).

SectionD.indd 64 DyandraIFE_3AdvertorialDec17.indd 1

22/12/2017 13/11/2017 09:38 09:13

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66 | Resources

Are UK furniture retailers adapting quickly enough to growing multichannel demand? Frank Lochbaum looks at some of the market disruptors to see how these firms are changing the operating model in line with the shopping preferences of today’s consumer, and explains why digital transformation is a crucial consideration for any retail business looking to stay ahead …

Disruption in furniture retailing now firmly in focus With reporting an annual

confidence transacting online, for home

as showrooms for passing consumers

profit for the first time and DFS missing

and big-ticket items,” he explains.

already in the mood for shopping.

profit targets within days of each other,

There is a lot for traditional furniture

Ikea’s senior management team

the disruption and change in furniture

retailers to take on board here, but

recognised it was time for a change,

retailing was neatly underlined recently.

it cannot go unnoticed that Made.

understanding that they had to listen

com is in the process of opening up a

to what consumers wanted from their

other digital-first furniture players –

number of physical ‘showroom’ spaces

business – as opposed to laying down the

have shaken up the way consumers shop

in locations across the UK and Europe.

terms of shopping themselves.

for big-ticket items in recent years, and

Despite being positioned as a digital-first

it’s up to the more established businesses

retailer, the company sees the power

investment, Ikea has shown the wider

in the sector to think differently and

of an omnichannel approach to serving

furniture sector that traditional retailers

reshape their processes.


can change with the times.

Online-led retailer – and

In some cases that will involve some

Larger businesses and longer-running

With the right strategic focus and tech

It’s even launched an augmented

merger and acquisition activity – as

players in the sector should take note,

reality (AR) mobile app that helps

shown by the DFS-Sofology deal in

and decipher which processes they need

customers gain a better understanding of

August – but mostly it requires some

to put in place to make their established

how items will look in their home prior to

strategic thinking and consideration of

store portfolios work smarter. And,


what digital transformation means to

importantly, understand how they can

individual businesses.

better capitalise on furniture shoppers’

furniture retailers must consider. And if

growing inclination to head online, in

last year’s trading statements showed

The processes of the new wave?

order to give them reasons to visit their

them anything, it was that the old

Philippe Chainieux, CEO of,


mantra that ‘people don’t buy big items

says that since the company’s inception

There’s still a lot of change that

online’ is certainly not true.

seven years ago it has had the “specific

Influences from the industry

purpose of winning and winning big in

Disruption is the name of the game

that it’s no time to stand still. By

the consumer transition from high street

across the furniture retailing sector,

mapping out an end-to-end furniture

to online”.

with Ikea making some major moves

retail process model, containing greater

to transform what had been a well-

online configuration, more in-store

established model for a number of years.

consultancy via tablet devices and

The aim was to create a contemporary customer proposition to help overcome the hurdles to online purchase, which

Clearly reshaping their processes and

Hopefully, it’s also been made clear

other infrastructure change, there is an

previously had meant the sector was slow

customer proposition for a digital world,

opportunity for businesses in the sector

to embrace the power of digital.

the Swedish flat-pack furniture company

to thrive. With the right processes in place and

Chainieux talks up his business’

has started opening smaller hub stores

technology platform, which involves

that target new catchment areas across

suitable digital transformation plans

harvesting the views of customers to help

the UK.

that better link up retailers’ physical

shape product and proposition.

They are set up as pick-up points

and digital estates, there are plenty of

for online shoppers and located in

shoppers out there who will want to buy

increasing and is now more evident

more urban areas than Ikea’s usual

furniture retailers’ products – either

than ever, with consumers growing in

out-of-town sites, meaning they act

online or in-store.

“The pace of this structural shift is

THE AUTHOR Frank Lochbaum is managing partner at KPS, one of Europe’s leading management consultancies for the retail sector, covering the entire range of omnichannel business and digital transformation. W

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68 | Resources

As the implementation deadline for the new General Data Protection Regulation (GDPR) approaches, Catherine Herries-Smith, the BFM’s legal adviser, explains what it means for companies within the industry.

The six principles of the GDPR The GDPR is due for implementation by

processors who undertake their work on

May 25th 2018. It aims to strengthen

behalf of data controllers will acquire

data must be adequate, relevant and

the rights of individuals in relation to

new obligations.

limited to what is necessary in relation

the processing of their personal data,

The first principle requires that

Under the third principle, personal

to the purposes for which they are

whether automated or held in structured

personal data must be processed lawfully,

processed. For example, do not request

manual files. At its heart will be six

fairly and in a transparent manner in

information such as date of birth where it

updated data protection principles.

relation to the data subject. For each

is unnecessary.

Personal data is defined as “any

category of personal data there must be a

information relating to an identified or

lawful basis for processing (for instance,

personal data must be accurate and,

identifiable person (‘data subject’)”.

consent, necessary for performance of

where necessary, kept up to date.

a contract, etc) and a Privacy Notice

Inaccurate data can inconvenience or

high risk ‘special categories’ (such as

provided when data is first obtained, or

harm the data subject.

health, ethnicity and sex life). A new

the purpose changed.

There is a separate definition for

Data Protection Act 2018 will supplement

The key information to provide is

The fourth principle requires that

The fifth principle requires storage limitation of personal data. Adopt

the GDPR. Processing is a wide concept

who you are, the purposes, lawful

and includes acquiring, holding and

basis, recipients and whether it is to

disclosing personal data.

be transferred out of the European

personal data is processed in a way

The legislation seeks to achieve

effective retention and disposal practices. The sixth principle requires that

Economic Area. In addition, you should

that ensures appropriate safety of the

greater accountability for processing

make available (such as on a website

personal data. Under the GDPR there will

and privacy, by design in planning the

privacy policy) retention periods and

be mandatory reporting of data breaches

life cycle of personal data. If you have

rights of the data subjects (such as to

by data controllers to the ICO within 72

250 employees or more, or process

access their information, to be forgotten

hours if there is a risk to the data subject

personal data on a large scale, or special

or to have their data transferred to a new

(for example, reputational damage or

categories of personal data, you should

data controller).

identity fraud) and reporting within a

keep a record of relevant categories of

The second data protection principle

reasonable time to data subjects if there

personal data, including purposes, data

requires that personal data must be

subjects, recipients, transfers out of the

collected for specified, explicit and

European Economic Area, the legal basis

legitimate purposes and not further

infringements of the legislation will be

for processing, retention periods and

processed in a way incompatible with

increasing to up to £17m or 4% of total

security measures.

those purposes. In short, if you obtain

worldwide annual turnover (whichever

personal data for the purposes of

is greater). It is therefore imperative to

annually to notify the Information

fulfilling an order for goods, you should

implement good governance, training

Commissioner (ICO). The appointment

not be using it for an unrelated purpose

and policies to manage the risks of the

of Data Protection Officers will be

without a lawful basis such as the


mandatory in some cases, but otherwise

specific, informed consent of the data

is helpful to promote compliance. Data


There will no longer be a requirement

is a high risk to them. Administrative fines for various

The full wording of the GDPR can be found at

THE AUTHOR Catherine Herries-Smith is an experienced solicitor whose work ranges from settlement agreements to employment law. She also acts as a legal adviser for the British Furniture Manufacturers’ association (BFM). W

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70 | Profile

This is the first Midlands opening for Heal’s in the retailer’s 200-year history

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Profile | 71

Living in a box Birmingham’s freshest shopping destination, the Mailbox, unveiled its new 20,000ft2 Homewares section late last year. At a time in which the city is showing great promise, the space brings Midlands shoppers an attractive, engaging and technologically-astute retail offer, and marks the regional debut for Heal’s and Paul Farley spoke to Simon Samuels, a partner at joint owner Brockton Capital, to find out more … How does this opening affect

Design Quarter

Birmingham’s homewares retail landscape? Before Homewares at the Mailbox opened, there really wasn’t anywhere in Birmingham offering this scale of quality homewares and interior brands all under one roof – it wasn’t just a gap in the market, it was a gaping hole. On top of this, we know our customer base extremely well, and, detailed research made it clear that there was high demand for both aspirational and accessible contemporary furniture and accessories. Our response was to create the ultimate Simon Samuels

shopping destination and the single largest collection of homewares and lifestyle products in the entire Midlands region. We’re extremely proud that the 20,000ft2 department store is headlined

“It wasn’t just a gap in the market, it was a gaping hole”

by Heal’s and, and includes BoConcept, Calligaris, Design Quarter

spenders, according to Acorn consumer

(featuring contemporary furniture from


the likes of Content by Conran and Sits), Wesley Barrell and iLite Lighting.

Birmingham is in the midst of a renaissance, and the Mailbox offering has been carefully positioned in line

Who is your target consumer, and how

with what we know is coming to the

are you reaching them?

city – whether that’s the high-profile

The Mailbox customer is the discerning

relocation of HSBC UK to Arena Central

shopper looking for luxury and entry-

just streets away, or professional services

level luxury brands, a truly diverse food

giant PwC moving to the Paradise

and lifestyle offer, and a unique shopping

regeneration scheme.

and lifestyle experience. Research conducted by FSP shows that

SectionE.indd 71

Birmingham is also consistently ranked as having the highest quality

in the existing Birmingham catchment

of life outside of London, and is the

there is no shortage of affluent

fastest-improving place to live and work,

individuals – over 490,000 affluent, high

according to recent reports.

21/12/2017 19:01

72 | Profile

Bo Concept

But it’s not all about the city – the West Midlands is home to 5.7 million

“This is an incredibly exciting opportunity for Heal’s, giving us a new regional

residents, and we already know that

flagship store in the Midlands. This significant move shows the desire of local

customers are travelling from across the

residents for beautiful, well-made pieces of furniture that will stand the test of

breadth of the region, and beyond, to

time. “Building on the success of our store at the Redbrick complex in Yorkshire, our

visit Homewares. Our multichannel marketing strategy

Mailbox showroom offers the finest in furniture design from Heal’s, as well as

is focused on inspiring our existing and

internationally-recognised designers and brands. The shop itself is a unique retail

potential customers, and bringing our

space that brings the best of our online offering to Birmingham.” - Hamish Mansbridge, CEO, Heal’s

whole proposition to life. For the launch of Homewares, this included a new creative approach, an extensive outdoor media campaign, targeted advertising,

new Mailbox app, which enables us to

How did you go about sourcing the

PR, digital, events, and a dedicated

deliver highly-personalised messages


Homewares magazine, alongside

to individual users based on their

The Homewares project was 18 months

unique interactive content within the


in the making – starting from the initial idea, all the way to opening day. The concept came about because of demand amongst our customers and the fact that we had recognised certain products and brands that weren’t previously represented in the region. We identified Redbrick Mill – a leading interiors destination in Yorkshire which houses a number of homeware brands in one place, all offering something different to the marketplace. We worked closely with Redbrick to develop a similar concept in the heart of the Midlands, and this is where Homewares at the Mailbox was born. Throughout this entire process, we’ve

The duo of Heal’s and anchors Homewares at the Mailbox (all store photographs taken by Tom Bird)

SectionE.indd 72

been disciplined in maintaining the right offer that is consistent with our customers’ needs and wants, as well as

22/12/2017 09:39


See us at the January Furniture Show Stand 4 B80

SectionE.indd 73 WoodmanJan18.indd 1

21/12/2017 08/12/2017 19:01 15:12

74 | Profile

“Having seen great promise from the Birmingham pop-up, we are delighted to open our showroom in the Mailbox. Birmingham is an important city for and we’re keen to see the impact the bigger location will have on sales.” - Annabel Kilner, commercial director,

we look forward to more exciting names opening at the Mailbox soon. How exactly will the Mailbox app you mentioned help furniture shoppers? Our customers are more connected than they have ever been, and their expectations for seamless, end-to-end

everything else we do at the Mailbox.

We came up with the design

shopping experiences are intensifying.

Homewares at the Mailbox meets this by

and layout, but it was very much a

offering a full range of price points and

collaborative approach, and throughout

app, which takes personalised shopping

products, from those luxury purchases

the process we took comments and

to a completely new level. A world-first

to the more affordable decorative

feedback on board to create the fantastic

in retail, the app uses location-aware


homewares shopping destination it is

technology and permitted data insight


to recognise and communicate with

How closely did you work with the retail

We recently launched our brand new

customers in real time before they arrive,

brands involved?

What were the key challenges?

during and after their visits, and gives

We worked really closely with all of the

The biggest challenge was simply getting

them access to unique tailored content

brands to ensure they each maintained

six retailers to open at the same hour on

and rewards.

their individual personalities, at the same

the same day. Fortunately, it all came

time as making sure it was a seamless

together, and opening day was a huge

of the latest products and promotions

customer journey throughout the


and add items to a personal wishlist,

Homewares department store.

“The biggest challenge was simply getting six retailers to open at the same hour on the same day”

App users can also browse a catalogue

which can be shared via social media. What are you most proud of?

Our individual brands at the Mailbox can

We’re proud of the whole thing – it

respond and interact with each customer

looks great, it flows seamlessly for the

too, based on their personal preferences.

customer, the brands all complement

By transforming the Mailbox into

each other perfectly, and we’ve had

a connected environment, the centre

immediate traction with our customer

has become an intelligent space,

base, which is impressive given the

understanding the demographic of its

typical long-lead nature of furniture

visitors and how they are interacting with

purchasing. We’re also really proud of the

our brands.

calibre of the brands we’ve attracted, and

W’s store features cutting-edge IoT (Internet of Things) technology

SectionE.indd 74

21/12/2017 19:01

Home I

Home Inc. - Wholesalers of Premium Quality, Contemporary, Indoor Furniture Ranges to the Trade We understand that seeing a product in person is an important part of the decision making process for a retailer before they give up valuable floor space to a new range. To help with this, we have recently fitted out a new show van with samples of our existing ranges like the ones pictured here. Further containers of these products have arrived in our warehouse so if you are thinking of having something new on your floor for Christmas, please get in touch (using the details below) and we will try and rush through a visit to you. As we are a relatively new company that is growing rapidly we have taken the decision to use all our profits to bolster our stock levels, which means we may struggle to exhibit our products at this year’s January Furniture Show. Therefore please use our offer and let us come to you rather than you travel to Birmingham. Please keep an eye out for us next year however, as our plans for 2018 involve developing some exciting new ranges utilising innovative new ceramic surfaces that we will want to show off.

Showroom & Warehouse Riverpark Trading Estate, Riverpark Road, Eastlands, Manchester M40 2XP Please contact Alistair on: 0800 772 0807 or SectionE.indd 75 Home IncDec17(editfromOct17).indd 1

21/12/2017 06/11/2017 19:01 12:20

76 | Profile

Hybed Nature mattress with Stanley headboard in natural fabric

THE HYBRID EVOLVES Few in the trade will not have heard of fifth-generation luxury bedmaker Harrison Spinks. An industry leader and sleep technology pioneer, the fifth-generation family business expanded its offer late last year with the introduction of the Hybed hybrid collection. The health and wellbeing benefits a

Spinks’ factory in Leeds. Expertly

surface comprises a blend of cotton and

good quality mattress offers are well

designed to move independently, these

wool, which wick away and evaporate

documented – but Harrison Spinks

springs respond to different body

moisture while sleeping to more

beilieves it has taken sleep to a new level

weights, ensuring comfort for co-

effectively regulate body temperature.

with its Hybed collection.

sleepers and keeping the user’s spine

There are hundreds of mattress variants on the market – offering


In addition, these materials encourage airflow throughout the mattress, helping

Sitting atop these springs is a layer

to keep it fresh and dry for longer. The

memory foam for pressure relief, pocket

of memory flex, which allows the bed

natural surface is created by weaving a

springs for support, or natural fillings to

to adjust further to the weight of the

high-quality damask fabric together so

wick away moisture.

body, providing active relief around

tightly that it is naturally fire retardant,

Hybed contains all of these elements,

pressure points for all-night comfort.

so no chemicals are used on it.

and takes the traditional hybrid mattress

Accompanying this is Talalay latex, a

combination of memory foam and

natural material layered in the mattresses

is made up of nine beds across three

springs a step further by combining

to enhance temperature control. Its

different ranges – Super, Nature and

world-leading pocket spring technology

antimicrobial, breathable properties

Ultimate. Anyone interested in finding

with latex and memory flex, all topped

mean it promotes air circulation, helping

out more about this unique and engaging

with a 100% natural sleeping surface.

the mattress stay fresh.

new collection should contact sales

The unique, patented pocket springs

Complementing all these is a 100%

Harrison Spinks’ Hybed collection

director Steve Truswell.

used are manufactured from lightweight,

natural sleeping surface made from

T 0113 205 5258

ultra-fine wire that is drawn at Harrison

home-grown natural fillings.This sleep


SectionE.indd 76

21/12/2017 19:01






Conquer your Conquer dreams.your dreams. Proud to be part of the Harrison Spinks family the hybrid mattress

Proud to be part of the Harrison Spinks family the hybrid mattress

SectionE.indd 77 HarrisonSpinksHybedJan18.indd 1

If you’re interested in stocking a truly hybrid mattress contact Steve Truswell at: If you’re interested in stocking aMobile truly –hybrid 07741 mattress 312 608 contact Steve at:258 Direct LineTruswell – 0113 2055 Mobile – 07741 312 608 Direct Line – 0113 2055 258

21/12/2017 12/12/2017 19:01 11:47


SectionE.indd MFAJan18.indd781



21/12/2017 13/12/2017 19:01 15:28

17 15:28

Profile | 79

STEENS TO TAKE GLOBAL PERSPECTIVE IN COLOGNE The Steens Group will again exhibit at imm cologne this month – but this year will see the Danish company take a new approach … For the first time, Steens’ stand will be

in-house design capabilities, as well as its

Steens says that it is proud to produce all of

an internationally-focused, truly global

adaptable, flexible approach to product

its own designs, offering a cradle-to-grave

experience, welcoming customers from

development. Steens’ approach to joint

product service to all customers, whilst

some 16 countries. To enhance its profile,

business development will also be a key

providing high quality and value for money.

the group has secured an even larger space

focus of customer discussions.

than usual, together with an all-new stand – B060 in Hall 7.1.

Just as important as these design and

Steens invites anyone planning to visit imm cologne from 15th-21st this month

development capabilities is the group’s

to visit its expanded stand and avail of the

Numerous new ranges, inspired by

production resources – everything on

company’s hospitality.

Steens’ global reach, will be on display,

display is ultimately manufactured at

T 01489 778890

and will demonstrate the company’s full

Steens’ facility in Kjellerup, Denmark.


SectionE.indd 79

22/12/2017 09:39





Monday 15th to Sunday 21st 2018

HALL 7.1 STAND: B060





FREE COPY OF STEENS CATALOGUE 01489 778890 / 01489 778890 ORDER HOTLINE www.ste ensgroup


SectionE.indd 802pp SteensJan18.indd 1 FN Show Advert .indd 1 NM7693 - Steens

21/12/2017 12/12/2017 19:01 10:01


17 10:01

ORDER HOTLINE / 01489 778890 EMAIL / www /

SectionE.indd 812pp FN Show Advert .indd 2 NM7693 - Steens

21/12/2017 13/12/2017 19:01 16:44 15:37

82 | Year in Review



In a world that can feel more turbulent than ever, Furniture News’ panel of esteemed retail directors attempt to make sense of some of the biggest industry developments of 2017 in our annual Year in Review special …


A matter of great import Research published in FIRA’s annual statistical digest shows that furniture imports continued to significantly outpace exports into 2015. Author Pete Beele calls this fast-widening trade gap a “worrying trend”. Despite this, the UK mattress sector has enjoyed good growth, and the latest export figures give some cause for optimism. What is the balance of British-manufactured goods to imports in your o�er, and how has this changed over time? Do you expect the balance to shift when Brexit takes place? Do you find that British manufacture is a strong USP, and how do you communicate its strengths to your customers?

Wouldn’t it be great if, as an

bedframes and cabinet would

increase in UK manufacturing, and

industry, we could collectively

have been closer to 75%. This

feel that the Government should

commit to buying more UK-made

reduction in imported products

be looking at encouraging this as a

quality products?

was not driven by consumer desire

Royce: I would like to see an

key part of the Brexit process – it Ross: Our mattress and divan

decision to embrace a much deeper

not just the furniture industry, but

proposition is dominated by

bed specialist approach – ‘Your

for all industries.

UK-manufactured goods, with

bed – your way’ – to provide our

under 4% coming from outside

customers with far more bespoke

like a 70/30 mix in favour of

the UK. We work closely with our


UK-based suppliers, with all our

mattress suppliers to develop a

mattresses and the majority of our

stronger product o�ering, and this

driven by British manufacturing as

soft-cover sofas made here in the

initiative is better supported by UK

a USP, but instead by our ability to

UK. However, the actual mix of


o�er good quality, desirable and

Our current stock is something

UK-made products versus imported

SectionF.indd 82

for UK-made products, but by our

would be a huge shot in the arm for

Our bedframe and cabinet

In my experience, sales are not

unique products that represent

ones is probably closer to 50/50,

o�ering is quite di�erent, with

value-for-money consumer

with all leather sofas, bed frames,

59% coming from outside the

purchases. I have no concern that

and the majority of cabinet and

UK – most of it from Germany

Brexit will impact our ability to

flooring all imported.

and Asia. Previously, our imported

achieve this.

21/12/2017 19:05


Year in Review | 83

Steve Adams

Ross Beveridge

Royce Clark

Mike Murray

Steve Pickering

Mattress Online,

Archers Sleepcentre,


Land of Beds,

Sussex Beds,


founded in 2001 and


established in 1974

an eight-store

retailer established

currently operating

established in 1975

and based in Helsby,


in 2003, operating

through 11 stores

in Lossiemouth,


founded in 1981

through www.

across Scotland

Scotland, with plans

approved to open

and The Bed Shop,

a second store in



From seismic mergers, acquisitions

tastes, evolving business models and

selected headlines from across the year.

and closures to foam shortages,

the onset of Brexit.

They may not have been the biggest

technological leaps and grand

To put some of those developments

stories, but each item touches on

openings, 2017 reflected the realities

in perspective, Furniture News has

trends that have wider ramifications

of a nation – and a trade – trying to

again asked a panel of established

for an industry stepping into 2018 –

come to terms with changing consumer

retailers to give their feedback on

and beyond …


“In my experience, sales are not driven by British manufacturing as a USP, but instead by our ability to offer good quality, desirable and unique products that represent valuefor-money consumer purchases” - Ross Beveridge

Steve A: Supporting British

latest learning from the scientific study

manufacturing has always been a keen

of sleep.

ethos for us – as a mattress retailer

British manufacture has always been

primarily, importing has never been a

– and will continue to be – a strong

priority for us.

USP and quality indicator, which we

I don’t feel that Brexit will have any

communicate to customers in-store and

long-term negative e�ect on furniture

online. We will continue to ‘buy British’

imports. In the short term, the interest

once Brexit is finalised.

rate will inevitably bite – unfortunately, as an industry we’re just not set up to

Steve P: We endeavour to support UK

replicate the e�ciencies of the Far East

suppliers whenever possible, and our

in furniture manufacture.

mattress and divan ranges are still predominantly UK sourced. Strict FR

Mike: We have always been proud

regulation does provide a degree of

stockists of beds and mattresses from

protection against a flood of imports in

Britain’s leading bed manufacturers, as

this sector – yet it also restricts export

well as supporters of the NBF’s campaign

opportunity, as the cost of FR-spec

to ‘fly the flag for British beds’, which

materials does reduce competitive

are among the safest in the world.

positioning in export markets. This

As well as complying with stringent

is why only the premium-positioned

safety regulations and standards, British

suppliers have been able to tap into these

beds are among the most innovative

markets, where they demonstrate added

designs globally – incorporating the


SectionF.indd 83

“Wouldn’t it be great if, as an industry, we could collectively commit to buying more UK-made quality products?” – Royce Clark

21/12/2017 19:05

84 | Year in Review

The price is right? The Advertising Standards Authority

Are sales integral to your business? How

(ASA) upholds a complaint of

do the regulations surrounding reference

misleading pricing made by Carpetright

pricing influence which products you

against ScS, and rules that the MRP

discount, and when? Do you feel the sales

prices on some of the carpets advertised

culture in general has changed since the

on its website – against which savings

O�ce of Fair Trading (OFT) challenged six

claims such as ‘40% o�’ were made

high street furniture retailers to justify their

– were not accurate, and could not be

approach to pricing back in 2013? How do


you feel about sales and the way they frame the consumer’s perception of value?


Ross: I do feel there are still many

product is sold at the full price stated

promotions throughout. We ran our

retailers using misleading reference

before and after the sale period.

seventh [sales specialist] Lynch sale in a

pricing, and as such we continue to see

We have, in fact, just finished a three-

row last year, and it was our busiest yet,

ridiculous adverts o�ering up to 70%

month Trading Standards audit, and I’m

so I would like to think that is down to it


happy to say we were given a clean bill of

being a genuine event, where customers

health – indeed, any recommendations

know it’s the best time to buy.

On one of my recent mystery shopping expeditions, a retailer was advertising 70% o�, plus a further 30% – I’m not quite sure how that one even works!

would always be rectified immediately. Ethical retailing is at the core of

Can the OFT change the industry as a whole? I doubt it, as most of the

everything we do now, and I would like

nationals are a law unto themselves –

to see more retailers join the minority,

but perhaps they can be reined in a bit,

with 70% o� prices. We operate a varied

adopt this approach and abolish falsely-

and we independents can work together

selection of promotions throughout the

inflated price establishing. Unfortunately,

to promote more transparent pricing.

year. These are entirely genuine sales, the

I see it being some time before this

10% or 20% is deducted from the product

becomes common practice throughout

Steve P: Sales and promotions have

price at the time of transaction, and the

retail, and until then the public will

become the norm within modern day

always be drawn into misleading sales as

retailing. Our marketing calendar moves

many retailers are forced to jump on the

monthly from one promotion to another.

bandwagon just to tread water.

We only hold two annual ‘sales’, which

The reality is no business can trade

encompass all product categories (winter

“I would like to see more retailers abolish falselyinflated price establishing, but I see it being some time before this becomes common practice throughout retail” – Ross Beveridge

SectionF.indd 84

Royce: This is a topic I feel strongly

and summer). The remaining promotions

about, as I really think the nationals

target specific products, categories or

who run never-ending sales do nothing

added-value campaigns.

to help the furniture trade’s reputation.

The sales and promotion culture

That said, in my experience, the

is here to stay, and to some degree is

consumer is more aware of inflated RRPs

expected by today’s consumer. It is well

than ever, and we can only hope that this

publicised that retail footfall continues to


fall, and with fewer people visiting stores

My ethos has always been to have competitive prices all year round. We rely mainly on repeat custom, so I don’t

conversion becomes more important – and o�ers do aid conversion. We do not use the MRP when a

think it would be possible (or ethical) to

product is on o�er. Reductions are always

be charging double the price for a sofa,

deducted from our original selling price.

only to reduce it to the normal price the

MRPs can be misleading and adjusted

next month, and for a good customer to

to suit. In my view, MRPs should not

see that!

be used, and ideally legislation should

We tend to do one main genuine clearance sale each year with other

be introduced to stop the practice and protect the consumer.

22/12/2017 09:48

Year in Review | 85


Change the channel

John Lewis announces a £4m investment in digital customer service in 20 of its stores, to strengthen its omnichannel retail o�er. Sta� are given iPhones loaded with a bespoke app to help them engage customers more closely by finding information about products, checking stock availability, and placing orders. What investment have you made to bring your digital channels closer to your store o�er, and vice versa? What obstacles have you encountered? Are you seeing the benefits of o�ering a joined-up approach to retail?

Mike: A multichannel approach to

reasonable amount in a multichannel

retail has been our operating model

in recent years, but it is by no means

something from the website to be

for over a decade. We have continually

an easy, quick or straightforward

collected in store, or return online

invested in our digital channels –


purchases to one of our branches (this

launching a next-generation website

We will, however, continue to

A customer can purchase

is seldom used, as our retail units are

built entirely in-house, as well as

invest even more to improve our

located in Central Scotland, and our

rolling out our social media, Google

customer experience in store and

website supplies all areas of the UK).

AdWords and SEO strategies. In the

online, as it is clear to me that this is

past 12 months, we have added online

essential if a business wants to keep

up in store to allow customers to

order points in all our stores, as well

growing in the current market.

browse our online catalogue, and we

as launching live chat on our website. Bringing the on- and o�ine worlds

We have dedicated stations set

encourage our sales sta� to utilise the Steve P: Linking our channels is

vast product listing, o�ering a much

closer together means that in-store

important as we strive to optimise

broader choice than a purely bricks-

customers can view your full product

the business – removing bottlenecks,

and-mortar retailer could.

range – not just what’s on your shop

delays and providing the relevant

floor – and that online customers can

information as and when the

store and online at the same time to

access the knowledge of a bed expert

consumer requires it will increase

further support customers’ freedom

from the comfort of their own home.


to choose di�erent products and not

Wherever and however customers

Over the past 12 months we have

We run the same promotion in

lose out.

choose to shop, you need to o�er

linked our EPOS sales system with

choice, convenience and, of course, a

our website to provide live stock

to develop an omnichannel approach

market-leading price.

information. Consumers can also view

– none more so than the personal

where specific products are displayed

touch of customer service you receive

Steve A: We have embraced

in our various locations, and log

in a store environment – but I do see

omnichannel, albeit on a smaller

on to track their orders. Over the

this an ongoing area of development,

scale. We only have one retail outlet,

next 12 months our plan is to allow

with customer service levels being at

which is integrated into our online

consumers the ability to link product-

the forefront.

channel, and we ensure our most

specific information using

popular products are online and in

mobile devices in store.

store, at the same price with the same delivery method. The in-store sales team are totally

There are challenges in attempting

Modern business requires constant optimisation to remain competitive, and

integrated into the online business,

multichannel linking is an

helping customers online as well as

essential part of the overall

in store. Any future physical stores


will be an extension of our online business.

Ross: We have recently taken steps to create

Royce: John Lewis are leading the

a more seamless link

way yet again, and in my opinion

between our in-store and

are at present the best in the home

online o�ering, where

furnishings market at multichannel

items shown on our

retailing – so as a trade we need to

website can be ordered in

take note and act accordingly, or be

store as easily as our shop

left behind.

core display products, and

Our business has invested a

SectionF.indd 85

vice versa.

New technology empowers better customer service at John Lewis

21/12/2017 19:05

86 | Year in Review


The cost of Brexit A British Retail Consortium (BRC) report suggests that the retail prices of furniture imported from outside Europe could fall following Brexit, if the UK can manage to lower tari�s and agree new deals with importing nations. How much of your o�er comes from outside Europe? How has its pricing changed this year, and why? Are you exploring new import opportunities? Do you see any likelihood of being able to reduce your retail prices after Brexit? What are the other factors influencing your pricing strategy, and how are you responding to them?

Steve A: If only we had a crystal ball. As a country we must embrace

deals and tari�s which are agreed. Our pricing will follow the trends

For us, the pricing structure

the opportunities of Brexit – I

and movements from suppliers,

remains unchanged, in the sense

firmly believe that with the right

which will be dictated by the outcome

that margins have been protected,

negotiation then yes, our imports can

of the Brexit negotiations.

with retailers having no choice

become more competitive, o�ering our customers a better deal.

but to pass the increase on to the Royce: The Brexit news was

consumer. Certain product lines have

encouraging at first, but in reality

undoubtedly become casualties due

benefit ourselves, as the majority of

it has a�ected every manufacturer

to these increases, with the challenge

our products are sourced from the

and importer with the uncertainty

being to find replacements when this


surrounding exchange rates, price

is the case, and we have been able to

of foam and many other factors,

achieve this when required.

We’re not likely to see much direct

In general, our prices have been creeping up in line with manufacturer

resulting in several price increases

price increases. We pass these on to

from every supplier.

our customers, and I’m pleased to say

I think every one of us is watching

The introduction of lower tari�s will only lead to a reduction in retail prices if suppliers and importers are

this has not had a negative impact on

and waiting for some positive news

forthcoming with cost savings at

our customer acquisition.

from the Brexit negotiations – how

their end – should that be the case,

this develops over the next couple of

then I do believe you will see this

Steve P: Nobody really knows

years will certainly have a huge e�ect

reflected in the prices, and in most

how pricing will be a�ected post

on the future of many businesses.

cases savings will be passed on to

Brexit – up or down. We currently

the consumer as the need to remain

don’t import much directly from

Ross: Currently, around 21% of our

competitive will not disappear.

outside the UK or Europe. However,

total product o�ering comes from

This could lead to an increase in

indirectly, our suppliers import many

outside Europe. This is the area

imported products once again, with

materials and/or items, therefore it is

in which we have witnessed the

the cost gap widening from UK

a concern as to the outcome and the

most price increases following the


“I think every one of us is watching and waiting for some positive news from the Brexit negotiations – how this develops over the next couple of years will certainly have a huge effect on the future of many businesses” – Royce Clark

SectionF.indd 86

vertiginous drop of the pound.

Brexit is set to prove costly – but will it also bring pricing opportunities?

21/12/2017 19:05






THE NT BEDROOM COLLECTION Now enjoy the designer Danish style of the NT Collection in the bedroom, with chrome or wood knobs, from £29.99 See the brand new NT bedroom range at the January Furniture Show in Hall 4 Stand D20. HALL 4


THE TT COLLECTION Celebrate modern style English country furniture in white or grey paint finish with chrome cup handles, from £45.00 See the TT Grey and TT White ranges at the January Furniture Show in Hall 4 Stand D20.

Order today from Kettle Interiors I 01536 444960 I Container prices illustrated

SectionF.indd 87 1 KettleJan18_1.indd

21/12/2017 12/12/2017 19:05 15:41

88 | Year in Review


The next retail hotspot? Upholstery retailer opens a 5000ft2 showroom in

What makes Guildford so suitable for these brands? How do you

Guildford. With The White Company, Loaf and Oka Direct

establish the best locations for new stores, and what are your recent

all planning to join the town’s new Tunsgate Quarter

experiences? Which locations do you think will attract the most

development, Guildford is set to become one of the UK’s

interest in the future?

richest locations for modern furniture retail.

Mike: Due to its close proximity to

recognised retailers they can provide a

attract the same retailers. The majority

south-west central London, Guildford

substantial draw that previously didn’t

of rapidly-expanding retailers are value

is a property hotspot that enjoys a

exist, new developments are often safer

businesses and supermarkets – although

buoyant local economy, which will serve

bets – but, of course, you have to make

I have been impressed with the intensity

aspirational brands such as The White

sure you get your piece of the pie.

of Tapi Carpets’ expansion plan.

Company well. While big brands will always lead the

There are opportunities in some slightly more obscure sites, which

Royce: Having never been to Guildford,

way in establishing new retail hotspots,

require more thought and planning but

it’s di�cult to comment – but location

independent retailers can also enjoy

can still be successful providing they are

is certainly key to a business being a

huge success by looking for localities

situated on main arterial roads, coupled

success! We have chosen a site for our

and communities where they can o�er

with adequate parking. These sites

new store on the edge of the A96 which

the most added value while, at the same

can often prove more profitable, with

is very visible, so that should in theory

time, carefully managing their overheads

substantially lower headline rents.

help increase our footfall – but you

– this approach informed our decision

In general, I think we’re seeing

only have to look at the oil downturn in

to open a third store in Wigan last

retailers seeking to occupy smaller units,

Aberdeen in recent years to see that no


or introducing concessions to share the

matter how good a location or vibrant

rent burdens of under-utilised space.

an area you are in, it can very quickly

Ross: It’s not always easy to find good

This has forced many landlords to

change when disposable income reduces

sites for new stores. With an influx of

partition existing units in an attempt to

or disappears.

“While big brands will always lead the way in establishing new retail hotspots, independent retailers can also enjoy success by looking for localities where they can offer the most added value while carefully managing their overheads” – Mike Murray

SectionF.indd 88 is just one of the aspirational brands that chose Guildford as its next step last year

21/12/2017 19:05






THE CHAIR COLLECTION Two new upholstered chair styles to match our oak dining collections in a choice of five fabrics, from £39.99 See the brand new chair range at the January Furniture Show in Hall 4 Stand D20. HALL 4


THE LO COLLECTION With a lime-wash oak finish and chrome cup handles, the LO Collection is ready for modern style homes, from £39.99 See the LO oak collection at the January Furniture Show in Hall 4 Stand D20.

Order today from Kettle Interiors I 01536 444960 I Container prices illustrated

SectionF.indd 89 1 KettleJan18_2.indd

21/12/2017 12/12/2017 19:05 15:43

90 | Year in Review


On target Retailer and manufacturer Mattressman launches a television

What advertising channels do you employ, and how have these

advertising campaign based on data profiling, using Sky

changed? Which deliver the best returns? Have you explored how

AdSmart to reach potential customers living within eight miles

data can enable personalised marketing campaigns? How important

of its stores. With Sky AdSmart, di�erent adverts can be shown

is word-of-mouth referral to your business? Do you think the

to di�erent households watching the same programme, so

traditional forms of furniture advertising still work, or are you looking

businesses can advertise on national channels, but to relevant

for new ways to engage the audience?

audiences. Ross: This is a subject that draws

supplement it with a decent marketing

much attention, with opinions ever

mix – direct mail, radio, TV, social

with traditional print outlets at a local,

diverse. Traditionally, TV advertising

media and local press is all we currently

regional and national level, we are

has been dominated by the brands and


increasingly shifting our focus and spend

multinationals, who can spread the cost

The local press element is a lot smaller

While we will always work positively

towards digital and television advertising

and penetrate a much larger area with

than it used to be – instead of being the

– working closely with our Google,

numerous locations to benefit from

main form of advertising it’s now the

Facebook and Sky AdSmart partners to

blanket advertising, reducing the cost

smallest part, and I’m pretty sure it is

increase our presence on those platforms

per acquisition substantially. The more

something that will continue to decrease

which, experience shows, yields the best

granular and targeted you can make the

further as we all move away from


audience, should, by all accounts, only

reading daily/weekly papers.

increase your ROI.

Within the local communities we

Social media will become the main

serve, word-of-mouth referral is hugely

marketing tool for most, as new ways to

influential – yet we take online reviews

– and beds in particular – is a far less

gain sales through social media channels

just as seriously.

successfully advertised area, with master

come to the market. Interacting with

bedroom purchases as seldom as once

customers is something that we have

in all our advertising, but we are also

every 7-10 years. Retailers and websites

been doing more of this year – simple

using social media and live chat to

with frequent visitors have the need to

things like asking for feedback and

engage people in conversations about the

adopt a very di�erent approach, and

opinions is so much easier now, with an

symptoms and causes of poor sleep as

continued customer engagement is a

instant line of communication open 24/7

part of our commitment to helping them

major part of that.

through social media.

choose the best bed for their unique

I do feel that the furniture industry

Advertising budgets can easily run

Products are placed front and centre


away, and with the complete shift from

Steve P: The mix of di�erent methods

organic results to paid search on Google,

of advertising are endless. We mix a list

Steve A: As a primarily online retailer

this often represents a large share of

of various methods, from radio to social

we have the benefit of having very

that budget. For us, tightly managed PPC

media. Our use of traditional press has

transparent ROI for our direct

advertising and local advertising such as

been reduced and replaced with PR.

advertising. We rarely employ traditional

leaflet inserts to the most commonly-

We track performance of all campaigns

forms of marketing, and keep it Pay Per

read newspapers in each location still

to ensure ROI is being met, and

Click, remarketing, social and a�liate

represents the most successful avenue

month after month this demonstrates


(and word of mouth is still a key part

the importance of looking after the

of that). Customer service includes

customer and providing them with a

to attribute each sale to a specific

aftersales service, and this should never

memorable buying experience, as our

channel, as an increasing number of

be underestimated.

metrics consistently record that 45%

our customers are visiting our website

of our business comes from either

from across multiple devices and along

recommended or previous customers.

multiple touchpoints.

word of mouth – and we are seeing

Mike: Whether people are using Google,

Optimisation as a form of advertising

this develop further now with social

scrolling on social media, reading local

– it requires regular investment and

media, as friends comment on the

newspapers or listening to the radio,

goes hand in hand with our overall

picture of the new sofa, or businesses

they will see or hear an advert for us.

marketing strategy. Going forward, we

ask for recommendations on LinkedIn.

This multichannel approach ensures we

are all going to have to be smarter and

It’s obviously the cheapest way to

are an active presence in people’s lives at

think out of the box, as demonstrated by

gain a customer, but you still need to

all stages of the buying cycle.


Royce: The best form of advertising always has been, and always will be,

SectionF.indd 90

However, it is getting harder

We also treat our Search Engine

21/12/2017 19:05






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SectionF.indd 91 1 KettleJan18_3.indd

21/12/2017 12/12/2017 19:05 15:44

92 | Year in Review


Wood for good

The World Wildlife Fund (WWF) publishes its latest

How important are sustainable practices to your company and

sustainable timber practices report, which highlights

customers? Do ‘green’ credentials make a big di�erence to the

which furniture retailers the charity feels are fulfilling

suppliers you choose to work with, and how do you ensure they

their environmental obligation to stock responsibly-

become a valuable selling point? Do you feel that naming and

sourced wood products. Sainsbury’s and Marks & Spencer

shaming helps bring companies into line?

are among the retailers which have maintained a clear, simple approach to reporting their activities, with Bensons for Beds and Homebase (Bunnings) joining the roster.

Royce: This is an important issue,

add value to both the retailer and

and one we have embraced. I would


like to see more information from

Naming and shaming is maybe

suppliers on where products are

something that needs to be done in

made, what exactly the materials are

the short term to get suppliers to

and where they have been sourced

act quickly and change things if they


are not being done properly – those

In my opinion, this should

who are called out need only provide

become an industry standard, as

some transparency on their product,

the consumer being 100% clear on

which should be relatively painless

what they are buying can only help

for most.

“The consumer being 100% clear on what they are buying can only help add value to both the retailer and manufacturer” – Royce Clark


Embracing disruption Online mattress brand Casper hints that it plans to follow in the footsteps

Steve P: Business constantly evolves as

of rivals Eve and Simba, and sell its products through physical stores in the

new innovations and disruptors come to

UK. Casper’s MD Constantin Eis tells news agency the Press Association

market. The boxed-up mattress itself is

that, as was his company’s experience with Target in the US, a distribution

not new or innovative, it is the marketing

agreement with physical retailers would help it secure a bigger share of the

and simplicity that is – but it’s also


easy to emulate, which is why so many

How much have these new online mattress brands disrupted the sector and your business in the past year? Has their influence been greater or less than you expected? Have their approaches to marketing influenced yours? How much long-term impact do you see these disruptors having, and are any other sectors ripe for a shake-up?

have appeared, and why this crowded marketplace is now having to seek other routes to market such as traditional retail outlets to survive and/or increase market share. The boxed-up mattress companies

“I don’t believe there is one mattress for all, and from what I understand of their customer acquisition costs I struggle to see how they can make profit in the long term” – Steve Adams

SectionF.indd 92

have had an impact, but for us it’s probably less than we experienced from the online directory companies, which had a greater e�ect in disrupting the market, driving down margin and sales. The boxed-up mattress is here to stay – the question is who will still be around in 12 months’ time? Those with the deepest pockets, I suspect.

21/12/2017 19:05






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SectionF.indd 93 1 KettleJan18_4.indd

21/12/2017 12/12/2017 19:05 15:46

94 | Year in Review

AUGUST (continued)

Casper opened a temporary store in Covent Garden at the end of 2016 – will the boxed mattress retailer soon become a commonplace sight on Britain’s high streets?

Steve A: The likes of Eve and Simba

However, I don’t feel these brands will continue along the same path,

impact the online mattress brands

not all of it in a bad way. They have

as customer retention will be non

have had, purely from a talking point.

certainly made our market more

existent if they want to sell the same

Unfortunately, there are not many

challenging, especially with their deep,

product to the same customer every

days that pass by where I do not hear

venture-funded pockets – but you

seven years! It will certainly be

them being discussed.

can’t deny they have raised awareness

interesting to see which ones last the

and increased our customers’

course, and I’m sure it will be those

continual investment that gets

openness to spending more on their

that develop the brand and products

plunged into these companies, with


on o�er – why sell a mattress and not

losses often outweighing profits due

o�er the bed frame, base, headboard,

to their ever-increasing marketing

duvet and pillow?

costs as they look to take over social

However, I don’t believe there is one mattress for all, and from what I understand of their customer

We may even see them go into

acquisition costs I struggle to see how

di�erent areas of products – Simba

they can make profit in the long term.

sofas and Eve chairs may be just

There is a space for their o�er, but it’s

around the corner …

very crowded, and I doubt they will all survive.

I am even more surprised at the

media sites and overpopulate display remarketing. I’m not sure there is much I can learn from this policy without some additional investment. I can see the

Mike: We sold our first roll-up

attraction to retailers of displaying

mattresses nine years ago and have

one in an attempt to drive footfall

Royce: We currently sell the Simba

sold them every year since – the

into their stores, but the reality

equivalent, but when sold alongside

only thing that has changed is that

is that when customers see these

another 30 di�erent mattresses it

a handful of companies with huge

mattresses in the flesh they are often

hasn’t broken any records – the

marketing budgets have advertised

unimpressed, and most retailers

product is good but overpriced, in my

that niche. We view this as a positive,

will be just as happy to sell them


because it has promoted the industry

something else.

These single-product, one-size-

SectionF.indd 94

Ross: I have been surprised by the

have definitely disrupted our market,

as a whole – educating the consumer

Many retailers (ourselves included)

fits-all brands have done a great job

on the benefits of owning a high-

already o�er comfort guarantees,

in gaining a significant market share

quality mattress. We will continue to

and if anything these online mattress

in such a short time, and they seem

do what we have always done, which

brands will drive more bricks-and-

like a good idea, with many customers

is to o�er customers the chance to

mortar retailers to provide similar

too busy to visit stores – and the

purchase a mattress vacuum packed,

peace of mind. Our LFL sales are up

100-night guarantee makes it an easy

rolled up, or any other way they

+7%, so I can’t say I have seen the



impact at a sales level either.

21/12/2017 19:05


Feeding your creative appetite. @crestleather

SectionF.indd 95 CrestLeatherJan18.indd 1

21/12/2017 19:05 15:19

96 | Year in Review

SEPTEMBER Steve A: Rogue trading is a growing problem for our whole industry – not

Cheap trick

just through the door-to-door salesmen, but also marketplaces like eBay. I wonder how many of these great value products conform to BS7177? Unless a centralised body takes control, with real penalties and real enforcement, it will only get worse. Imagine if the awful Grenfell Tower fire was caused by an illegal mattress instead of a fridge?

The British Furniture Confederation (BFC) takes the fight against rogue traders to the House of Commons, as the industry’s leaders meet to discuss matters such as the new challenges presented by ecommerce and the benefits of working together through direct and co-ordinated Primary Authority Partnerships. Has your business been harmed by rogue

Mike: Mattresses that have not passed stringent health and safety checks may pose serious fire, health and safety risks, as well as being uncomfortable and unhygienic. When customers are conned into parting with their cash in exchange for a poor quality – or even a pre-used – mattress, it can undermine the credibility of our whole industry. The NBF are doing a fantastic job of educating consumers about the risks involved in dealing with rogue traders – some of whom even brand their vans with very convincing logos, or sell mattresses with fake FRcertified labels. Promoting the fact you sell NBF-approved products is a simple stance all retailers can take to continue the fight.

traders? How much impact do they have on the wider industry? Do you think the

Royce: We have been very lucky in that where we live in the north of

authorities take the threat seriously, and

Scotland we tend to get targeted much less than those across the more

what might be done to better combat such

populated areas. It’s good to see moves being made to stop these rogue


traders, but it’s certainly a huge task.


The threat of widespread product recall due to the discovery of possibly dangerous foam components seems to be averted, as it emerges that the bulk of UK sofa and mattress production facilities are una�ected.

Total recall?

Did this supply problem a�ect your business? Do you supply ranges on a rapid production turnaround basis? How damaging could a

Royce: We had some minor delays from certain suppliers, but it

product recall be, and do you expect any stronger guarantees from

seemed to get resolved fairly quickly. For me, it was reassuring

your suppliers in the wake of this issue?

to know that it was identified and rectified immediately.

Steve A: We should be very proud of how the foam suppliers

across our industry, as I don’t agree that if a product fails after

and manufacturers handled this di�cult situation – it showed

13 months that it should be down to the retailer to rectify it

great professionalism and responsibility, and I have no doubt

– we are currently working with our key suppliers to try and

that any recall would have been handled equally well. Our

o�er a longer and more customer-friendly guarantee.

I would like to see manufacturing guarantees increased

business model of holding 95% of our product in stock has enabled us to continue trading una�ected.

Steve P: We encountered little disruption from the foam supply issue, with only one supplier a�ected. A recall of any

Ross: We do o�er a next-day service, but, having carried stock

level, though, would be very damaging in terms of cost and

that we could use to fulfil customer orders, we experienced

administration – but, more importantly, in terms of consumer

very little disruption. Although lead times were momentarily


pushed out, I have to commend our foam mattress suppliers

This issue maybe needs to

for their prompt actions and continued communication

be a wake-up call to the bed

throughout what was undoubtedly a very trying time for them.

industry as a whole, with more

Public safety must always be more important than sales,

in-depth reviews and research

and they were quite right to halt productions to investigate

carried out into the chemicals

further. Everything quickly returned to normal, including our

used in the materials within

lead times.


Would you like to become part of the Furniture News retailer panel? Contact the editor to register your interest – we’d love to hear from as many of you as possible!

SectionF.indd 96

21/12/2017 19:05


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SectionF.indd 97 BritanniaMirrorsDec17.indd 1

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SectionF.indd 98 SweetpeaWillowJan18.indd 1

22/12/2017 09:08 09:04

JFS Preview | 99

COME TOGETHER The UK’s pivotal trade exhibition returns to the Birmingham NEC this month, and, as always, it promises to be an unmissable event. The 2018 January Furniture Show will feature over 500 exhibitors – and much of the product they plan to unveil is featured across the pages of Furniture News’ extensive preview …

From Sunday 21st to Wednesday 24th this month, halls 1-5 of the NEC will be packed with the freshest mainstream and high-end furniture, flooring, fabrics, lighting and accessories. Visitors will find many of the best British and international suppliers, large and small, across several themed sectors: halls 1 and 2 will feature premium design, Hall 3 interior accessories, Hall 4 mainstream living and dining, and hall 5 for living and beds. Additional areas of interest include the Flooring Show and Fabrics and Soft Furnishings Pavilion in Hall 2, the VIP Lounge at the back of Hall 5 – and, of course, the Furniture News stand (4F25) in Hall 4! As well as new signage to complement

which offers visitors a summary email

technologies and the human response

the physical show catalogue and help

at the end of each day detailing the

to shades of white light; while at 2pm,

simply navigation around the halls, this

information they have collected and the

Colour Talks, presented by the new SBID

year’s event benefits from an improved

stands they have visited, while allowing

Colour Council, will explore the power

website and communications facility, as

exhibitors to ensure they catch their key

of colour in bringing further knowledge

well as the contactless Poken system,


and inspiration to the interior design

which marries smart badges and a

This year’s show also presents several


digital touchpoint on each stand to help

seminars, delivered in partnership

exhibitors and visitors make contact even

with key trade associations. At 11am on

(stand 2C90) and both are free to attend,

when a stand is busy.

Tuesday 23rd Ian Cathcart of Franklite

but booking is required via the SBID

will run a CPD course on Light and

website (

The January Furniture Show is the first large UK event to adopt this technology,

Colour, covering various lighting

Both will take place in the SBID Space

Anti Copying in Design (ACID), in association with IP solicitor McDaniel & Co, will hold a breakfast seminar entitled Design Law: The ACID Test on Tuesday 23rd, starting at 8am in the Hall 5 Organisers Suite. the seminar will tackle issues such as deterrence against design theft, the basics of IP, design protection, maximising and commercialising designs creating a proactive IP strategy. Exhibitors wishing to reserve a place should confirm with tracy.breeze@acid. The Furniture Awards programme returns for a fourth edition – take a look at the shortlisted entries in the entrance tunnel from the concourse to Hall 3, and keep your eyes peeled for news of this year’s winners … W

SectionG.indd 99

21/12/2017 19:08

100 | JFS Preview The Furniture Awards

REWARDING GREATNESS The Furniture Awards are back at this year’s show to give the best product launches and their suppliers the recognition they deserve. Having selected their shortlist from a stronger-than-ever complement of entries, the judges are looking forward to getting their hands on the most promising new ranges before selecting their winners for 2018 …

“Now an intrinsic part of the January

Bazeley. “Given today’s economic

Furniture Show, The Furniture Awards

realities, the awards’ focus on recognising

have become the ultimate celebration

commercialism means they are more

of furniture design across the whole

relevant to our industry than ever.”

industry,” says show director Theresa

Open to January Furniture Show

Raymond. Although relatively young – having been conceived in 2014 by Furniture News in collaboration with the show’s organisers – The Furniture Awards have fast become one of the event’s bestloved features. Evolving from a focus on pricing to a more general celebration of those suppliers deemed to have brought

exhibitors, The Furniture Awards

“The Furniture Awards have become the ultimate celebration of furniture design across the whole industry”

the strongest, most commercial designs

highlight the show’s supply champions in four categories – Bedroom, Living, Dining and Decor.The shortlisted entries are inspected on site, before the winners are announced on the first day of the show. “Every year we look forward to presenting the trophies to the winners of The Furniture Awards,” says Theresa. “It gives us the opportunity to see up-close

to market, the awards have gathered

winners will truly reflect the cream of the

the ingenuity, attention to detail and

momentum with each edition, and this

UK furnishing crop.”

thoughtful use of materials that is very

year’s will be no exception. The judging panel, chaired as always

Theresa adds: “The combined knowledge and expertise of these judges

much alive in our industry. “Across the board, from small

by awards co-ordinator Paul Farley,

gives them a complete understanding of

accessories to large statement furniture

comprises: Malcolm Walker (director

the construction, practicality, aesthetic

pieces, it is clear that we have creative

of buying, Furniture Village); Jacquie

value and price point of the products

talent in every sector of furniture and

Benedukt (furniture buyer, Fenwick

they’re assessing.”

interiors – and with great thought

Colchester and Canterbury); Diana Celella

Lending additional weight and visibility

given to the products’ use by the end

(chair of regional directors, SBID); and

to this year’s competition is the BFM

Debbie Watmore (bed, bedroom and

trade association. “We are happy to be

cabinet buyer, AHF).

supporting these prestigious awards

date, and to learn more about this year’s

this year and hope that we’re able to

judges …

experience than we’ve ever deployed,”

further raise their profile through our


says Paul, “so I’m certain the 2018

involvement,” says BFM MD, Jackie


“This year’s panel has more buying

SectionG.indd 100

consumer.” Read on to discover the award alumni to

21/12/2017 19:08


JFS 2018 logo_venue/dates whiteout

If you’re in the business of furniture, we’ll see you in January. Register now at

SectionG.indd 101 1 ClarionJan18.indd

21/12/2017 07/12/2017 19:08 09:27

102 | JFS Preview The Furniture Awards

Diana Celella

chair of the SBID Healthcare Design Advisory Council – which brings

Tottenham Court Road. “I then moved into group buying

together interior designers and other

for Maples when the Maple, Waring

industry-related professionals to look

& Gillow business was acquired by

Returning judge

at how design can meet the needs of

Asda/Allied Carpets, becoming buying

Diana Celella is an

the healthcare industry – since its

controller and then director of buying

international award-

conception in 2013.

prior to joining Furniture Village,” he

winning interior designer, and the

She is looking forward to being a

says. “My early years were spent in a

director of Drawing Room Interiors, a

judge again at this year’s awards, a

successful commercial design practice

role she “really enjoyed” in 2017. “It

family-owned department store,

which she founded in 1989, and has been

was exciting to see new and innovative

Newhouses in Middlesbrough, in

based in the West Midlands since its

furniture designs last year,” she says,

warehousing, distribution, display and


“and I look forward to looking at this

sales … until I got the furniture bug!”

After completing her Interior

year’s interesting and original entries.”

Design degree in 1986, she has worked

Jacquie Benedukt

continually in the industry, as well as lecturing in interior design. Her work includes the residential, hospitality and retirement living sectors.

Malcolm Walker

New awards judge

Diana designs extensively for the commercial sector, specialising in

After judging the 2016

healthcare projects including care

and 2017 editions,

the furniture buyer for

homes, dental practices, assisted

Furniture Village’s

the Colchester and Canterbury branches

living and retirement villages. She is recognised throughout the industry as

director of buying returns to the panel. For the last 45 years, Malcolm’s career

Jacquie Benedukt is

of family-owned department store, Fenwick.

an expert in healthcare sector design

has revolved around retail, and chiefly

– care homes and retirement living

the home furnishing market. In his

trade independently of one another,

projects in particular – and has been

current position, Malcolm is responsible

enabling Jacquie to specify product and

recognised with awards including an

for the product direction and sourcing

pricing that’s closely aligned to local

accolade for dementia-friendly design.

of suppliers, product categories, styles


“I’m passionate about this sector,”

and price architecture for Furniture

Founded in 1882, Fenwick’s stores

Jacquie has a strong background

says Diana. “It may be not be the

Village, in addition to ensuring the most

in furniture selling, buying and

sexiest side of design, but it’s a sector

commercial layout, presentation and

management. After qualifying as a

in which interior design can make a real

relativity of its store showrooms.

hairdresser and starting a family, her

difference to people’s lives. Healthcare

“In my opinion, it’s the best job in

trade career started at Queensway,

design is much more than aesthetics

the industry,” says Malcolm, “and plays

part of the Harris Group, where she

– it can make a positive difference

to my commercial instincts, retailing

specialised in carpet sales.

in the lives of patients, residents

strengths and my creative ability. It’s

and employees, help ease stress and

my job to bring products to life.

ultimately affect wellbeing. “Through evidence-based design, it is

Jacquie moved to ELS in 1988, before joining House of Fraser in 1992, where

“I have been with Furniture Village

she managed furniture and linens, as

for 20 years, and have experienced and

well as some branch-specific buying.

possible to design in a way that allows

been part of the exciting growth story,

people to lead much more independent

from 12 stores to our current levels,”

as a linen and then furniture buyer,

lives whilst retaining their dignity.”

says Malcolm. “During that time I have

taking on Canterbury in addition in 2010.

seen the business grow and evolve from

Then, with the closure of the Leicester

of British and International Designers

a predominantly UK supply base into a

store this year, Jacquie inherited

(SBID), and is looking forward to taking

respected, influential and global player

buying duties at the newly-refurbished

up the position of president this month.

within our industry.”

Colchester store.

Diana is president-elect of the Society

SBID is the UK-based standard bearer

Malcolm has performed a number of

She joined Fenwick Leicester in 1996

“Good buying is about listening

organisation for the accreditation of

roles at Furniture Village, including:

closely to the trade and paying close

professional interior designers, product

buying controller, cabinets; buying

attention to fashion trends,” says

suppliers and educational institutions,

controller, upholstery; and director of

Jacquie. “Furniture has become much

and works to strengthen the commercial

buying on its trading board.

more fashion led – ranges turn over

Prior to this, he spent over 20 years

faster than ever. Whereas ranges might

with the Maple, Waring & Gillow group,

once have lasted up to 18 months, now

in various roles from sales consultant

those sofas need bottoms on seats and

director of SBID from 2010-2012, after

to store management, making the move

an interest shown in swatches within

which she was appointed chair of

into buying in 1987 whilst managing

just a few weeks of hitting the sales

regional directors. She has also been

the flagship international store on

floor. In this game, you have to react

success of its members and the wider profession. Diana was the Midlands regional

SectionG.indd 102

21/12/2017 19:08

JFS Preview The Furniture Awards | 103

very quickly – and, working for Fenwick, I have that luxury! “Because Fenwick is a department store, I’m always keen to ensure that

Awards alumni

my floor is as fashion-led as the rest


of the shop, and inspire those shoppers

Value Category: City, Bentley Designs

looking for cosmetics or handbags to

Mid-level Category: Dexter, Gallery Direct

Upper-level Category: Sloane, Henderson Russell

spend some time exploring our furniture offer.” Although Jacquie’s experience in the sector is broad, she has a real passion


for upholstery. “I love making fabric

Value Category: Hong Kong 7526, Think Rugs

Mid-level Category: Cadell, Bentley Designs

Upper-level Category: Allure, Nicoletti Home

choices,” she says, “and starting from scratch to source my models for the store, liaising with suppliers in the UK and abroad.” Jacquie is looking forward to picking her favourites from this year’s award entries, as well as seeing how her fellow

2017 •

Bedroom Category: Nolte Möbel, for concept me. “In

judges approach the selection process.

concept me, Nolte Möbel

concept me, Nolte have completely simplified the

Debbie Watmore

German bedroom furniture

New awards judge


concept,” said the judges. Cottonsafe Natural Mattress was Highly Commended, for

Debbie Watmore started working for Anglia

Living Category: Tetrad, for

Home Furnishings (AHF) 14 years ago

Gatsby. “Relaxed glamour

as a sales assistant while on a gap year

is really marketable right

from university, and after nine months

now, and this is eminently

was appointed as a trainee bed buyer.

fashionable,”said the judges.

Today, Debbie is an experienced retail

Gatsby, Tetrad

Asiades HK was Highly

merchandising expert, and is responsible

Commended is this category,

for all beds, bedroom and cabinet

for its BB lounge chair.

furniture buying at AHF. “I have been with AHF for 14 years, and have been part of an exciting growth

Dining Category: Bentley Designs, for Brunel. The

strategy,” says Debbie. “During this

Brunel, Bentley Designs

judges said: “From its design

time I’ve seen not just AHF develop, but

and finish to marketing and

the entire industry advance.”

selling, the whole range

Established in 1979, AHF is the largest

has been comprehensively

employee co-operative in the UK, and

thought through.”

sells a wide range of home furniture

Evanyrouse was Highly

and flooring through 19 stores across

Commended last year, for

England. Because each employee has

Varzzy Stories.

a shared interest in the success of the business, AHF is able to offer a higher level of customer service and a more

Decor Category: Flair Rugs,

straightforward price model than many

for New Jersey Print. “It’s on-

of its competitors.

trend, edgy and affordable,

“I am honoured to have been selected as a judge for The Furniture Awards at

New Jersey Print, Flair Rugs

offering value-price fashion,” said the judges.

this year’s January Furniture Show,” concludes Debbie. “With nearly 15 years’ experience, I’ve seen numerous trends come and go – but my passion and love of furniture continues to grow!”

SectionG.indd 103

21/12/2017 19:08


January Furniture Show: Hall 1 Stand E85


ALPHA DESIGNS UPHOLSTERY LIMITED T: 01902 492937 F: 01902 493700 E: Unit 1, Stag Industrial Estate, Oxford Street, Bilston, Wolverhampton WV14 7HZ

SectionG.indd AlphaJan18.indd1041

21/12/2017 13/12/2017 19:08 08:41

JFS Preview Hall 1 | 105

Hall 1 – Premium Design ACID (Anti Copying In Design) ....... 1B90

Grafton Everest...........................................1E75


Greenwood Retail...............................1A1

Alexander & James.....................................1B20

Heico Fasteners UK ..................................1A30

Alfrank Designs ......................................... 1D70

Iain James Furniture ...................... 1E64

Alpha Designs................................. 1E85

John Sankey ................................... 1B60

Alpine Lounge..............................................1E75

Joseph & Gabriel......................................... 1A18


Kesterport .................................................... 1E61

Artedi.............................................. 1C70

Levitas Design .............................................1F15

Ashley Manor Upholstery ......................1B30

Living Earth Tables.................................. 1G82

Ashmore Designs .......................................1E86

Loma Living.................................................1D77

Ashwood Designs...................................... 1D30

Lyra Group....................................................1E70

Baker Furniture .......................1F60:G60

Manor & Mews............................................1B70

Bentley Designs ( UK) ............................. 1A40

Mark Webster Designs.................... 1C30

BFM................................................ 1A90

Michael Tyler Furniture (UK) ..........1F75

Billy & Slouch.................................. 1C20

Minerva Furnishers Guild...................... 1D47

Bree’s New World....................................... 1B10

Nicoletti Trade/Nicoletti Home............1D75

Bridgecraft................................................... 1G20

Optimise Solutions ................................... 1F16

Carlton & Multay........................................1A70

Parker Knoll Upholstery .........................1F20

Carlton Furniture.......................................1B65

Paulus & Brown............................... 1A50

Chasco Furniture........................................1E75



k Z

17 08:41

Peter Guild.................................................... 1F72

John Sankey

Pure Design.................................................. 1B10

Mark Webster


Tamarisk Designs.......................................1A20

R Griffiths Woodwear ..............................1A22


Richard Stamp Agencies.......................... 1B10

Tetrad ............................................ 1F85

Ronfe............................................................... 1B10

Vale Upholstery ......................................... 1G20

Rowico UK ...................................... 1C52

Verikon........................................................... 1B10

RV Design...................................................... 1B10

Vintage Sofa Company.............................1B65

SC Koks .........................................................1D55

Warwick Fabrics.......................................... 1A10

Sciae ............................................................... 1B10

Westbridge Furniture Designs.........1D80

Siren Furniture ............................................1F10

Whitemeadow Furniture........ 1G21, 1F40

Soft Nord.......................................................1E70

Willis & Gambier (UK) .................... 1E60

Source by net...............................................1D77

Winsor Furniture ...................................... 1D40

Spink & Edgar..............................................1F90

Wood Bros....................................... 1A74

Spirit.............................................................. 1D80

Wychwood Design......................................1A22

Stone Italia ..................................................1B40

XYZ Agencies .................................. 1A50

Swivel UK..................................................... 1G90

Zenithart ..................................................... 1D45

Cintique..........................................1D60 Clemence Richard.......................................1B80 Collins & Hayes...........................................1A25 Content by Conran.....................................1F40 David Gundry ............................................. 1D50 Duresta Upholstery....................................1E20 Eliza K.............................................................1C40 Ercol Furniture............................................1E40 F&M Steed .................................................. 1F72 Foshan Yuanlong Metal & Plastic Furniture Com............................................. 1B10 Furninova .................................................... 1A60 Furniwood......................................................1A15 G Plan Upholstery .................................... 1D20 Gascoigne Designs.....................................1E45

SectionG.indd 105

Willis & Gambier

22/12/2017 09:58

106 | JFS Preview Hall 1

Award-winning furniture maker John Sankey (stand 1B60, 0115 946 2121, will present new upholstery and fabric collections at the show – including a new connecting sofa model, designed for playful family seating. Utilising signature tailoring details and adorned with colour, pattern and texture, the collection exudes modern opulence.

Fairbanks lounger

John Sankey takes the time to

Wainwright chair

Indeed, the company was recently

create high quality furniture that

awarded the Manufacturing Guild Mark

demonstrates its strengths in design and

for excellence in furniture manufacture,

craftsmanship, resulting in luxurious,

and is so confident in the longevity

eye-catching pieces that promise

of its furniture that it offers the only

to enhance the home and last for

FIRA-endorsed lifetime guarantee for its


super-strong frames.

Following a strong 2017, Baker Furniture (stand 1F60, is looking forward to welcoming customers old and new to its stand, where it will launch a number of new ranges. These include additions to the successful 100% Reclaimed collection, alongside the hand-finished Heritage and the contemporary Fusion

collections – and not forgetting

suit every setting. Although varying in

the unique looks from Little Tree

character, all of Baker’s ranges share


the same level of attention to detail and

Baker Furniture’s ranges are designed with 21st century living

SectionG.indd 106

quality of design and craftsmanship. Delivering throughout the UK and

in mind. From contemporary to

Ireland, Baker Furniture prides itself on

traditional, there is a collection to

quality, value and service.

21/12/2017 19:08

JFS Preview Hall 1 | 107

Mark Webster Designs (stand 1C30, 01623 443355, www.markwebster. will launch five dining and occasional collections, which have been designed exclusively for the company. The new ranges offer a wide variety of finishes, wood type and colour, all of which provide a contemporary direction for the cabinet business. The occasional pieces will be interwoven with six new ranges of lifestyle and loft upholstery, which is made entirely in the UK. Three new designs will be added to the loft collection to coincide with the launch of the new 2018 swatch, which offers over 25 plains and multiple scatter options.


Hall 1, Stand 1-F85 Tetrad_JA.indd 1

SectionG.indd 107

08/12/2017 14:41

21/12/2017 19:08

108 | JFS Preview Hall 1

January 2018 marks Cintique’s (stand

high-backed seat with a soft and fluid

1D60, 0115 921 8989,

design. Fibre-filled domed arms wrap

110th year in the furniture industry. The

over the frame to create a comfortable

celebrations kick off at the show, where

wing, while the upholstered front facing

the team will present three new designs

encases an elegant slice of show wood.

and lots of new fabrics, all highlighting

Further photos and sneak peaks will be

the characteristics Cintique has been

coming soon.

well known for since 1908 – attractive

Cintique has also announced that all its

show wood, superior comfort, quality

new designs will include oak show wood,

craftsmanship and high-end fabrics, all

which joins the current range of beech

made in Britain.

and ash show wood models.

One of the designs (pictured) has a

Following trends in the market and

a surge for lighter wood colours, oak has been selected as the new look for Cintique’s product – a development which has been in the pipeline for some C

time, and which the team is looking forward to revealing to visitors this










CintiqueJan18.indd 1

SectionG.indd 108

Celebrations begin on Stand D60, Hall 1 at The January Furniture Show. Cintique will be presenting new designs and new fabrics and welcome you to join them.

04/12/2017 11:33

21/12/2017 19:08


JFS print.pdf












NEC Birmingham 21st - 24th January 2018

WestbridgeJan18.indd 1 SectionG.indd 109

20/12/2017 21/12/2017 11:31 19:08

JFS FN Trade DPS Advert Jan 18 Issue



Page 1

Warwick, sleep in style

JFS STAND C52 +44 (0)1249 821 748

SectionG.indd 110 1 RowicoJan18.indd

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Universal is known

a number of brands within its portfolio,

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styling, plus

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intricate marquetry,

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SectionG.indd 113 CMY




17 11:06 CM


Come and see us at the 2018 NEC Furniture Show HALL 1 STAND F75


01/12/2017 13:09

21/12/2017 19:08

114 | JFS Preview Hall 1

Retail sales promotion expert Greenwood

“You will have proof! Greenwood’s

Current Greenwood client Tim Halfhide

Retail (stand 1A1, 01565 650101, www.

clients will tell you that these sales

of Bringy Furniture in Essex comments: makes the bold

returns are not exceptional, they are

“We all thought there was no way we’d

promise that, with its help, it is possible

typical. These sales returns are being

achieve the sales projections given to

to generate 25%, 50% – even 100% – of

seen by scores of retailers, right across

us by Greenwood, but in the end we

your company’s annual sales in just three

the UK and Republic of Ireland, year after

smashed all previous records, with


year,” says MD Bernard Eaton.

takings equal to 80% of our annual turnover in just two-anda-half weeks! The event manager they sent was straight out of the John Lewis mould – just right for us. This was by far the best and most professional sales experience we’ve ever had.” Bernard adds: “Greenwood has far more experience of planning and organising retail sales in this marketplace than any other sales company in the world. This means that noone else is better qualified to help British and Irish retailers get the best out of

Crowds queuing to buy during a Greenwood Retail sales promotion

their next sales event.”

Having been purchased by Sofa Brands International last

addition to stockists that we would like to work with in

summer, the Collins and Hayes (stand 1A25,

the future,” says Jo. “We are really focused on the leading brand will relaunch at the show

quality independent retailers. It has been important to listen

with a curated collection that will, says sales and marketing

to them and discover why, historically, the brand was so

director Jo Slaven, “capture the essence” of the heritage sofa

good, and what it was that they bought into. We have done a


lot of listening.”

By her own admission, Jo knows the upholstery trade from

The new collection has been put together from scratch

the ground up, having worked with the likes of Duresta, John

but “will stay true to the essence of the brand, which means

Lewis, and — back at the start of her career — components

natural fibres, beautifully-executed weaves and quality

supplier Peter Cook International. Being part of the relaunch

compositions,” says Jo.

of Collins and Hayes was “too good an opportunity to pass up”, she says. “We want to progress the brand, develop it, and get it back to its rightful place in the market. Sofa Brands

“We are very clear where we want to position the brand. We believe that Collins and Hayes fills the gap in the market for understated elegance.” She adds that the launch range will be “very versatile”,

International has pedigree, and is known for delivering.

and comprise five collections, in a mix of modular, corner

Brands are our heartland.”

units, fixed cover, loose cover and leather models.

Jo says that the business has taken the time to really

“Not every collection will have all of that, but you will be

understand what Collins and Hayes means, talking to

able to have all of that if you buy into Collins and Hayes. The

stockists so that its newly-developed range will include a

initial edited collection has something for all those retailers

nod to past bestsellers, stay true to its brand integrity, but

we are targeting — independents who can get behind the

also provide newness.

brand, understand it, and deliver a consistent experience —

“We have engaged a lot of the previous stockists, in

SectionG.indd 114

and give us something to build upon next year.”

21/12/2017 19:08

DISCOVER THE FORTUNE • PROMOTION – Promote your business effectively. Every THAT LIES HIDDEN IN good retailer from Tesco to Harrod’s does. Consider using a SMASH ALLsales, turn stock into ‘Greenwood’ sales promotion to increase YOUR BRAND… YOUR SALES RECORDS cash and win future market share, while protecting your profit at the same time. Call Greenwood! YOUR I N V I TAT I ON

Why not call me today on 01565 650101 for a free, Comeno-obligation and See Us onbusiness Stand A1 in Hall 1 I can confidential, consultation? outline sales projectionsatand costs over the phone. THE JANUARY FURNITURE SHOW on Limited bookings forto2017 2018 are 21st 24thand January 2018now being taken Take aon look at our website or call us now on 01625 521010, a first come first served basis. The best launch dates alwaysand go first. or, send an e mail enquiry, we’ll gladly call you to

FIND OUT MORE ABOUT GREENWOOD SALES... DON’T MISS OUT discuss the exciting possibilities we can offer you,

Don’t hireout a sales company until you have spoken to Greenwood. To find more without obligation, or to book a sale,

without obligation.

All weon ask,01565 is for the650101, opportunityor to explain can trust call now send why an eyoumail and I’ll Greenwood - Britain’s Leading Experts in Retail Sales Promotion gladly call you. - to help you plan your next big sales event.

We are now booking events right across the UK and Ireland for the rest of 2013 onseeausfirst first served basis. Come and at the come NEC to find out more. can usually outline costs and sales projections after a briefexclusivity discussion. BookWeyour sales event early to guarantee We’d love to see you Or, ifbusiness. you prefer, why not call us directly forthere. your on 01565 650101 for your free, confidential, no-obligation business consultation.


GREENWOOD RETAIL LTDLTD GREENWOOD RETAIL Britain’s Leading Experts in Retail Sales Promotion since 2002

Britain’s Leading Experts in Retail Sales Promotion since 2002

Britain’s Leading Experts in Retail Sales Promotion BUY BRITISH

1 Wilmslow House, Grove Way, Wilmslow, Cheshire, SK9 5AG SectionH.indd 115 GreenwoodJan18.indd 1

21/12/2017 15/12/2017 19:37 10:43

DRIVEN TO LEAD. PROUD TO IMPRESS. T E L : 016 2 3 5 5 5 6 6 0 E N Q U I R I E S @ W H I T E M E A D O W. C O M W W W.W H I T E M E A D O W. C O M

 @WhitemeadowUK  Whitemeadowuk  Whitemeadow

SectionH.indd 116

21/12/2017 19:37

WHITEMEADOW IS THE LARGEST I N D E P E N D E N T LY O W N E D U P H O L S T E RY M A N U FAC T U R E R I N B R I TA I N T O DAY. Focussing on design leadership, an efficient production process and attention to quality, we have grown to become one of Britain’s most trusted and innovative upholstery manufacturers. From the beginning we’ve been driven to lead, making an impression at every step in creating our products. We’re proud to supply many of Britain’s blue chip high street brands and premium independent retailers. Visit us at the January Furniture show, 21st – 24th January 2018, to discover inspiring British furniture. SOFAS: HALL 1 F40

SectionH.indd 117


21/12/2017 19:37

118 | JFS Preview Hall 1

BILLY & SLOUCH MAKES ITS DEBUT New brand Billy & Slouch (stand 1C20) makes its debut at this year’s show, presenting 10 unique models split across two distinctive ranges.


Spearheaded by sales and marketing

modern, up-to-the-minute colours and

Most designs will be available fixed or

director Vicky Philips and respected

styling, such as pastel shades on one

loose covered, and overall sizes can

furniture industry designer Alan Pledge,

end of the spectrum and a bold injection

be adapted to suit individual needs.

in addition to the wider team behind

of trending colour on the other. Billy

The brand will constantly push the

Collins & Hayes in its former guise,

& Slouch is backed by a roster of

boundaries of innovation and design to

original brand Billy & Slouch makes its

dedicated staff and is proud of the

meet the requirements of the ever-

first foray into the marketplace at the

quality, service and bespoke flexibility

changing marketplace.”

January Furniture Show.

it is able to offer customers.

Featuring a brand new look and style,

“The opportunity to bring new

Billy & Slouch’s aim for the event is to get back on board with independent

but with the signature feel that Collins

product to the market has inspired me

retailers and to make known its

& Hayes’ former customers are familiar

to design a harmonious collection of

presence within the industry. With

with, Billy & Slouch aims to impress

upholstery which will hopefully stand

substantial investment backing the

at the event with a mixed product

the test of time,” says Alan Pledge.

new venture and a strong sales force on

offering, targeting both the traditional

“The particular appeal of the Billy &

board, the brand is ready to immerse

and the more contemporary sides of the

Slouch range of upholstery will be its

itself fully in the marketplace and show


distinct design style, providing supreme

the industry what it is made of.

comfort, perceived value and flexibility.

T 01424 720027

The brand’s portfolio will incorporate

SectionH.indd 118

21/12/2017 19:37


Making their debut at the January Furniture Show Find them in Hall 1 Stand C20

SectionH.indd 119 Billy&SlouchJan18.indd 1

21/12/2017 18/12/2017 19:37 17:09

120 | JFS Preview Hall 1

ALPHA LEADS BY DESIGN UK manufacturer of contemporary fabric seating Alpha Designs Upholstery (stand 1E85) will display numerous new ranges to enhance its offering of design-led sofas.

0805 2018


A family company with a ‘can-do’

foam seating – all of which is available in

attitude and a passion for fabric, Alpha

a collection of opulent fabrics.

Designs Upholstery is looking forward to

Handmade in the UK, Tiffany offers

introducing visitors to the comfort and

high-quality materials at a competitive

creativity of its latest upholstery models.

price point. Elegant, slender lines

One of the company’s stand-out

combine with relaxed comfort in a model

models this year is Tiffany, a new

that is flexible enough to meet both

collection which boasts elegant slender

contemporary or traditional demand,

framing detail, encompassing an array of

depending on the fabric specified.

feather-filled back cushions and reflex


SectionH.indd 120

21/12/2017 19:38


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0805 2018 January Show_ADVERT_AW.indd 1

28/11/2017 13:19

EXHIBITING IN HALL 1 STANDS F60 - G60 | | 01642 220886

EXHIBITING IN HALL 1 STANDS F60 - G60 | | 01642 220886 SectionH.indd BakerJan18.indd1211

21/12/2017 13/12/2017 19:38 10:20

122 | JFS Preview Hall 1

Squish (stand 1A85, 07836 237490, www.

and comfortable sofas, Squish offers

their consumer-facing digital presence, unveiling upholstery

a manufacturing service, as well as a

up to date, and using the platform to

models on the BFM stand in Hall 1,

newly-developed digital web platform,

trade online with an excellent product

is a new service concept for furniture

to transform retailers’ ecommerce

with attractive margins,” says Matt


capabilities and their overall digital

of the January Furniture Show launch.

branding proposition.

“The products proposed by Squish will

Founded by Matt O’Flynn, and utilising his skills for designing and manufacturing quality, highly-desirable

“Squish customers can look forward to working collaboratively, bringing

be a mixture of white-label and Squishpromoted designs.”


Duresta Upholstery (stand 1E20, www.

and comfortable range with

FSC-accredited hardwood frame with a has made luxurious

curvaceous geometry that makes a

25-year guarantee.

upholstery in Nottinghamshire since

strong statement. Part of Duresta’s

1938. Its designs are constantly

International Luxury collection, Antibes

trend for curvaceous upholstery has

evolving, and are considered be many

is available in two generous sizes,

seen numerous products emerge in the

to be an embodiment of classic English

both with removable arms for ease of

low-end sector of the market – the

style – with a unique and individual

delivery. A reading chair with a swivel

company says that Antibes challenges


base is also available.

this perception with genuine quality

New models launched at the show include Antibes, a stylish

SectionH.indd 122

Antibes is an indulgent yet commercially refined range, boasts an

According to Duresta, the recent

and luxury, and mixed influences from art deco to ultra-modern.

21/12/2017 19:38

Iain Jam IainJam


Hall 1 Stan d E 6 4 Januar y F ur ni ture Show sa l es@ia i n j amesf ur n iture. co.u k Iain James 211117 B.indd 2 SectionH.indd 123FN 1 IainJamesJan18.indd

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Come see us at the

HALL 1 STAND A50 A warm welcome awaits you…

Unit 1 Stapleford Road, Trowell, Nottinghamshire NG9 3PS T: 01159 251 389

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E: www.paulus&

SectionH.indd P&BJAN18.indd124 1

21/12/2017 19:38 12:27


17 12:27

The Home of Chairs XYZ would like to send a special thank you to all of our customers, new and old, for our past year. We look forward to meeting you at the January Furniture Show where we will be showcasing our latest ranges.


“Our largest collection yet”

Unit 1 Stapleford Road, Trowell, Nottinghamshire. NG9 3PS Tel 01159251389

XYZJan18.indd 1 SectionH.indd 125

21/12/2017 21/12/2017 18:18 19:38

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KL0182-1706 KL0182-1706 20/06/2017 12:48 07/12/2017 11:52 20/06/2017 19:38 12:48 21/12/2017

JFS Preview Hall 2 | 127

Hall 2 – Premium Design Incorporating the Fabric & Soft Furnishings Pavilion and the Flooring Show IMG................................................................2D40


Design Studio...........................................FABC7

ADM Home .................................................2C30

Rama Carpets.........................................2GFS33

Firma Handlowa ‘Davis’ Kazimierz

ALF UNO ..................................................... 2D20

ROM ...............................................................2F20

Hanusiak................................................... FABC8

Abingdon Flooring.............................. 2GFS36

Ross Fabics.....................................2B10

Guell La Madrid...................................... FABC1


SBID............................................................... 2C90

JLS Designer Fabrics.............................FABC2


Sits Sp .......................................................... 2A20



Skovby Mobelfabrik .................................2E20

Les Creations De La Maison............... FABC1

Associated Weavers...............................2GFS5


Panaz.......................................................... FABC1

B4 Living .....................................................2C20

Stressless..................................................... 2D50

Wilkins Agencies..................................... FABC1

Baa Stool ......................................................2H15

Stroolmount UK .............................2B12

Ball & Young ..........................................2GFS10


Baltic Grey................................................... 2E40

Swan Retail .................................... 2F15

Cabinet Maker............................................ 2A10

The Agency..................................................2E30

Camel Group ..............................................2F30

The Italian Chamber of Commerce and

DB Mirrors......................................2A15

Industry for the UK...................................2B54 The Vintage and Modern Rug Co .. 2GFS38 Think Rugs..............................................2GFS41 Tomasella Di Tomasella Luigi & C .....2C50 Visualsoft................................................. 2GFS13 WBRX............................................................. 2F10 Westex.......................................................2GFS11 X8 Chairs......................................................2E34 Abraham Moon....................................... FABC6 Art of the Loom.....................................FABC14 BITA...........................................................FABC14


Design Studio

Ego Italiano.................................................2C50 Ekornes........................................................ 2D50 Elite Rugs Collection.......................... 2GFS48 Fama Sofas SLU........................................ 2D70 FibreGuard.................................................. 2E60 FIRA ............................................... 2C12 Fortune Woods...........................................2D10 Furlong Flooring................... 2GFS49, 2GFS1 Gooch Oriental Carpets...........................2H10 Gual................................................................2E30 Interiors Monthly ....................................2H05 Italia Living ............................................... 2B20 Italian Chamber of Commerce.............2B54 Jones & Co................................................... 2E40 Lykeoak ....................................................... 2B56 Lynch Sales.................................... 2B56 Marinelli Home .........................................2C30 MCD.............................................................2GFS9 Oriental Carpets and Rugs................2GFS41 PCA Oriental Carpets........................... 2GFS17


82-1706 82-1706

17 12:48 17 11:52 12:48

SectionH.indd 127

21/12/2017 19:38

128 | JFS Preview Hall 2

Ross Fabrics (stand 2B10, in Leeds is now stocking the Aquaclean fabrics for the UK market, and will officially launch the new range at the show. UK manager James Lowe says: “As one of the leading upholstery brands in the world, we are very proud to be working in partnership with one of the UK’s leading wholesalers of upholstery fabrics.” Aquaclean has been working with marketing company Big Fish, which launched such brands as Tyrells Crisps, Gu Arezzo, a contemporary chenille with a stone-washed look, woven in dobby and yarn dyed, from Kobe UK’s Senses collection of upholstery fabrics

Puddings, Clipper Teas – and most notably – to develop a marketing campaign through PR and social media to inform consumers about the brand. Ross Fabrics owner Max Brasher adds: “We are extremely

Luxury fabric specialist Kobe UK (2FabC4, 01344 771653, will unveil a new collection of fabrics. The latest Senses collection is a range of upholstery fabrics

excited to be working with such an important brand as Aquaclean, and are really looking forward to working together to promote the collection.”

developed using a creative combination of yarns, colouring and weave techniques, with artistic influences at its core. David Harris, Kobe UK MD, says: “The Senses range has been designed to create an element of calm within the home, away from the hustle and bustle of everyday life. Its palette has been balanced with warm, rich hues to further enhance the feeling of comfort and wellbeing. “Most of the fabrics within the range are woven with natural yarns to allow for a fuss-free drape and various binding techniques are used to create the intricate details within the patterns and base cloths.” Kobe’s Boutique and Volterra collections will also be on display.

Aquaclean from Ross Fabrics

Design Studio (stand 2FAB-C7, 0115 9071 807, www. is part of the Belfield Group, based in Derbyshire. Its products include madeto-order window dressings, Roman blinds, cushions, fabric and home accessories. Design Studio sources fabrics from around the world, which are designed and developed by its in-house design team. The company also designs and imports its own range of readymade curtains and home accessories for the fast-moving home interiors market.


SectionH.indd 128

21/12/2017 19:38


Furniture Retail Solution In-Store Mobile Web

Visit us at the January Furniture Show on Stand 2F15 and the AIS Furniture Show for your chance to win an iPad! T 02393 873 170 E W

SectionH.indd 129 SwanRetailJan18.indd 1

21/12/2017 11/12/2017 19:38 13:45

130 | JFS Preview Hall 2

When it comes to moving heavy furniture, Stroolmount (stand 2B12, has been helping designers, manufacturers and retailers solve problems and finding solutions for over 10 years. For anyone moving furniture in manufacturing, retail, hospitality, nursing home or domestic environments, Stroolmount offers a nifty and thrifty range of protective glides, felts, Move-it pads and recliner cups, all designed to help protect wooden flooring and prevent rippled carpets. The Stroolmount team is looking forward to welcoming visitors to its stand, which is in a new location in Hall 2 this year.

Stroolmount offers a range of flooring protection products for retailers and end-users

Moving heavy furniture is made easy by Stroolmount’s affordable solutions

Design Studio is part of the Belfield Group situated in Derbyshire. Our products include Made-to-order window dressings, Roman Blinds, cushions, fabric and home accessories. Our fabrics are sourced from around the world and designed and developed by our in house design team. We also design and import our own range of readymade curtains and home accessories for the fastmoving home interior market. DesignStudioJan18.indd 1

SectionH.indd 130

12/12/2017 15:53

21/12/2017 19:38

TA The Agency PRESENTS INTERIORs from portugal

abrito Experienced company from Portugal, equipped with a state of the art production unit. It has a well-established range of contemporary products coated in lacquers and real wood veneers. Great product to those seeking a warm sophisticated decor.

Suffa Experienced producer of electric recliner leather sofas. Comfort and long lasting suites that come in the shape of armchairs, 2 and 3 seaters, as well as chaises lounge and corner groups. Vast array of colours and leather grades available.

X8 Chairs Comprehensive range. Fantastic range of coverings. Bespoke customised options are made possible. Leg colours to suit all finished cabinet ranges. All prices are inclusive of delivery. Great new product to good to miss.

Gual Top end quality at great prices. Affordable luxury where details make every item feel a special piece. Expect some of GUAL products to become icons. Dare to see the products in display. Our team is looking forward for your feedback.


Premuim SOFA For “Premium - The Sofa Tailor�, a sofa is not merely a decorative element. It is a way of expressing life, that represents perfectly the personality of the person who buys it.




3 4

2 1


THE AGENCY | Call: 07734 265 599 | | Brendan Brett

SectionI.indd 131

21/12/2017 18:32

VISIT US AT JANUARY FURNITURE SHOW HALL 3A STAND M20 & K10 SPRING FAIR HALL 1 STAND D12 Telephone.: 0161-330 8959 E-mail: Unique and Exclusive Designs, Soft Industrial, Retro & Vintage Furniture and Accessories, Storm Grey and Cottonwood, Retro Oak SectionI.indd 132 BlueboneJan18.indd 1

21/12/2017 14:37 18:25 21/12/2017

17 14:37

JFS Preview Hall 3 | 133

Hall 3 – Interior Accessories Abbeylands Furniture .................... 3M10

Gallery Direct ................................. 3L20

Roost .............................................................3G60

Ancient Mariner Furniture Co.............. 3P20

Genesis Fine Arts ....................................... 3J20

Scatter Box..................................... 3M10

Art Marketing ............................................3K50

Green Alliance............................................3D54

SHH Interiors ................................ 3H40, 3J45

Artko ............................................................3M40

Hines of Oxford..........................................3D56

SNE Wholesale.............................................3N51

ASR Interiors ..............................................3K60

Home Brands..............................................3N20

Soak and Sleep............................................ 3G75


India Jane..................................................... 3K30

Taylors of Cheshire.........................3R20

Beauty Gate................................................. 3Q52

Indian Hub.......................................3J25

TBG 123 ....................................................... 3H60



The Edinburgh Table Company........ 3J72

Blue Bone Imports ............... 3K10, 3M20

Kelston House International.................3K20

The Libra Company...................................3P10

Blue Poppy Art............................................ 3R45 Bree Merryn Art ......................................... 3J70 Camelot Pictures ...........................3M45 Chairz............................................................ 3H60 Charles Taylor Trading........................... 3L70 CIMC ........ 3F18, 3F17, 3D20, 3F20, 3D15, 3F15, 3D24 Complete Colour .............................3R30 Crystal World...............................................3G51 Culinary Concepts........................................3H1 Dar Lighting.................................... 3G15 Derrys ............................................3P40 Eco Furniture..................................3G30 Edge Company............................................ 3P50 Extreme Lounging.................................... 3K43 Febland Group ................................3Q30 Final Touches Dundee...................3N45, P55

Scatter Box

Fragilistics................................................... 3G55 Frame Maker (MK) .................................. 3B22

Kettle Interiors Agencies................ 3Q40

Frank Hudson................................. 3L20

LBA Interiors...............................................3Q50

Fujian Furniture Industry and Trading.......

Limehouse Lighting.................................. 3J60


Love Lane ....................................................3H30

Fuzhou Home Board Arts & Crafts......3G62


Fuzhou Huanyu Arts & Crafts.............. 3M55

Luminess .....................................................3D50

Fuzhou Ivy Deco Manufacture............3M50

MacQuillan Distributors ....................... 3B50

Fuzhou Lanfeng Arts & Crafts............. 3M53

Makasi Imports ............................. 3M25

FW Lighting....................................3B24

Malini .............................................................3J30 Marcomueble Decoracion....................... 3K72 Marshall Arts...............................................3Q15 May Licensing............................................ 3K72 Mia Wholesale ................................ 3P25


Mindy Brownes........................................... 3J20

Gallery Direct

SectionI.indd 133

Minhou Fubon Arts & Crafts................3M54

The Limehouse Lamp Company .......... 3J60

Minhou Yaxi Arts & Crafts.................... 3M52

The Old Basket Supply .............................. 3D1

Mirror Outlet............................................... 3B22


Mosaic Hides...............................................3D54

tp24 ...............................................................3D52

Natural Green Creative Space ..............3H70

TreeLocate (Europe) ...............................3H20

Pacific Lifestyle............................... 3H15

TW Lighting................................................ 3B24

Paul Martyn Furniture..............................3R18

Virtual Candles .......................................... 3G53

Pharmore ........................................3J40


Plantation Rugs..................................... 3GFS45

Wilde Java....................................... 3N10

Premier Housewares............................... 3N40

Wire Lamps.................................................. 3B20

Provence Trading.....................................3M58

Worldwide Reproductions...................... 3L50

Red Mud......................................................... 3J65

Yearn Glass..................................................3G20

22/12/2017 10:06

134 | JFS Preview Hall 3

Dekton-top table, by Mia Wholesale Standard Furniture Factory

Mia Wholesale (stand 3P25,

The tables were developed in partnership with

strives to always offer its stockists something different

Standard Furniture Factory, a leading European dining

at the show, and this year will be no exception, as the

and living room furniture manufacturer and supplier

company launches an exclusive range of tables which

that specialises in tables, chairs and benches.

employ Dekton surfaces. This exclusive product is known for its durability,

A wide range of distinctive chairs which offer quality, comfort and longstanding durability, have also been

scratch-resistant properties and resilience to

developed to complement these tabletop surfaces,

extreme temperatures. With a durable yet lightweight

promising a strong ROI and offering an opportunity for

construction, these tables are easy to transport, while

high profit margins.

a colour palette has been carefully chosen to suit every customers’ need.

Mia Wholesale will also present a range of industrialstyle lighting that promises to illuminate any showroom.

For over 35 years, Abbeylands Furniture (stand 3M10, has built a reputation for design, innovation, and quality, and its design team continues to travel the world to find new materials, fabrics and trimmings to fulfil customers’ needs. Its Scatter Box collections feature a full range of featherfilled cushions, curtains, bedding, throws, velvet furniture and new original art. The company will introduce its new spring/summer collection at this year’s show, and is offering a look book featuring its new colours and designs, which reflect the latest trends in interior design.

The Edinburgh Table Company makes rustic centrepieces from local reclaimed wood

New to the industry, The Edinburgh Table Company (stand 3J72, 07538 646864, www.edinburghtablecompany. hand-makes authentic rustic farmhouse tables from reclaimed timber in Scotland. These tables boast character and bring a unique style to the market. Made using locally-sourced reclaimed wood, the tables come at a surprisingly competitive price point. Newly made – but with all the charm of a 19th century table – these dining tables, occasional tables and benches will fit both traditional and contemporary homes. All tables are made to measure, and the company offers a bespoke design service that utilises a wide range of Farrow & Ball colours.

SectionI.indd 134

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21/12/2017 15/12/2017 18:25 11:57

136 | JFS Preview Hall 3

Febland Group (stand 3Q30, will present new lines of wall art, bottle holders, 3D playing cards, book ends, funky birds and book boxes. “Christmas has passed by, and our Christmas bestsellers were once again the mosaic lamps and chrome-coloured ceramics, with LED guitar and camper van wall art making a late run,” says Febland’s Stephen Ward. “Surprisingly, we also had a late rush on our ‘sunshine’ fabric suite, which has overtaken grey as the preferred colour.” As well as gearing up for the January Furniture Show, Febland is also looking ahead to next month’s Spring Fair, where it will display its new lines on stands B20-A21 in Hall 1. “We put a lot of effort into bringing our products to the exhibitions,” says Stephen, “as nothing can substitute the feel and touch of a good line – and we believe we will not disappoint. We even amaze ourselves at how colourful we have become, with our chair choice and fabric choice growing exponentially!”

Mr and Mrs Toad book ends

Baroque-style wall mirrors

Established in 1979, Camelot Pictures (stand 3M45, has been at the forefront of framing and wall art manufacture for almost 40 years. Offering premium quality artwork at affordable prices, Camelot works with publishers from all over the world to source the finest images for its retail range, taking care to complement current interior design trends. Camelot also has extensive experience of working with designers and contractors – the company will work alongside its clients to produce the perfect product for them, delivered the day it is needed.

SectionI.indd 136

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Wilde Java Home Accessories

Wildejava, furniture and accessories Tel: 01922 Hall 3


Westpoint, Middlemore Lane West, Aldridge, Walsall, West Midlands, United Kingdom, WS1 8DT Hall 1

SectionI.indd 137 WildeJavaJan18.indd 1

21/12/2017 20/12/2017 18:25 17:25

138 | JFS Preview Hall 3

As well as unveiling a new look, Taylors of Cheshire (stand

a sustainable driftwood lamp range.

3R20, 07711 751343) will launch new ranges including a

Taylors will also exhibit its bestselling occasional and

collection of SVLK (legal Indonesian timber) root and glass

root product lines, which offer store customers a highly

combination furniture, as well as a new industrial range and

commercial pick-up item that they can take away that day.





Flair Rugs, for New Jersey Print

Who will be named best in show in 2018? Find out on 21.01.18

Baranska Design (stand 3B24, has worked with glass for 25 years, creating tables, mirrors and lighting, wall partitions and interior and exterior objects. Highly finished, the technical advances used by the Supported by

company to realise this unique collection of fused glass furniture and accessories provides lovers of designer furniture with what it calls “a new level of sophistication”.

QP_DecorAdDec17.indd 1 SectionI.indd 138

10/11/2017 09:40 21/12/2017 18:25

DarJan1 FN Adv

spring / summer 2018 collection hall 3, stand 3G15 | January Furniture Show | NEC Birmingham B40 1NT indoor and outdoor lighting, mirrors and furniture | | 01295 672200

SectionI.indd DarJan18.indd 11 FN Advert.indd139

21/12/2017 18/12/2017 10:34 15/12/2017 18:25 17:17



Agents Required Call 07546 02 33 78

HALL 3 S TA N D P 2 5

E: P: 020 8004 5511

SectionI.indd 140 MiaWholesaleJan18.indd 1

21/12/2017 07/12/2017 18:25 09:31

17 09:31

JFS Preview Hall 3 | 141

Wilde Java (stand 3N10, 01922 451444, has been designing and creating new products for 2018, and will launch its spring/summer designs at the show – before taking them to Spring Fair in February, Manchester Furniture Show in July, the Irish Furniture Show in August and Autumn Fair in September, adding new products along the way.

Wilde Java is looking forward to unveiling its Champagne Collection of mirrors and complementary pots and accessories. Other new products include wall art and ceramic pottery, a large collection of hand-made shell lamps, and numerous unique statement mirrors in a variety of finishes – all of which complement the company’s existing bestsellers. Wilde Java’s products are sourced from the Far East, where they are created by hand by rural artisans. After a turbulent year in retail, Wilde Java is intent on bringing its stockists exclusive products which promise to impress.

Complete Colour (stand 3R30, www.completecolour. is a leading designer and maker of framed pictures, specialising in Liquid Art. The company is renowned in the industry as an innovator, bringing new styles of art to the market with cutting-edge design, quality frames and finishes. Complete Colour offers the furnishing trade many ranges of high quality home decor and accessories, including the unique, exclusive Curvart range of wall art and occasional furniture, as well as its original 3D Cast Art series.

Camargue Horses

Derry’s promises bold new lines

As Derry’s (stand 3P40, enters its 40th year of trading, it has gone further than ever to bring its customers new product that reflects the latest trends. The Derry’s stand promises to offer complete concepts, completing room schemes with bold-coloured furniture and even bolder furnishings. New lines include the Henley range, plus seven exclusive sofa styles.

SectionI.indd 141

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142 | JFS Preview Hall 3

Having entered the market in 2009 with a vision to bring change to the way people fashion their homes, Eco Furniture (stand 3G30, is looking forward to presenting over 100 new products, alongside its established portfolio. Eco Furniture promises visitors an attractively-designed stand, together with a truly attractive range of products.

Makasi Imports Ltd Hatch Farm, Chertsey Road, Addlestone, Surrey KT15 2EH Tel 01932 910533

Email Makasi Imports specialise in supplying the UK’s largest range of high quality, driftwood style, teak root furniture and home accessories at the lowest available wholesale prices. Please visit our stand at The January Furniture Show in Hall 3, Stand No 3-M25. We will also be showing at The Spring Fair in Hall 8, The Summerhouse, Stand No 8C17-C19

MakasiImportsJan17.indd 1

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THE ULTIMATE RESOURCE FOR HOME FURNISHINGS & LIGHTING T 01484 642115 E W Stafford Mills, Milnsbridge, Huddersfield, West Yorkshire, England, UK, HD3 4JD

PacificLifestyleJan18.indd 1

30/11/2017 10:16

+44-20-8904-0333 •

We will be exhibiting at the January Furniture Show. Visit us in HALL 3 Stand G30.

ECO Furniture Limited, Unit 2, Main Drive, East Lane Business Park, North Wembley HA9 7NA EcoJan18.indd 1

SectionI.indd 143

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21/12/2017 18:25

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SectionI.indd 144 1 DerrysJan18.indd

21/12/2017 18:25

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眀㨀 眀眀眀⸀搀攀爀爀礀猀⸀挀漀洀⼀琀爀愀搀攀  攀㨀 猀愀氀攀猀䀀搀攀爀爀礀猀⸀挀漀洀 琀㨀  ㈀㠀 ㌀㠀㠀㔀 ㄀㔀 㤀  

SectionI.indd 145

21/12/2017 18/12/2017 18:25 13:32

146 | JFS Preview Hall 3

BIG BANG THEORY The phrase ‘one-stop shop’ often evokes a jumbled marketplace of disparate lines. While there are practicalities to buying everything from one source, it’s rare to find anything other than a pick-n-mix of – what the retailer hopes will be – the most commercial lines. Gallery Direct (stand 3L20) set out to break that mould, and curate an affordable, well-crafted table of designs that are anything but “me too”, reports Paul Farley …

Cookham oak extending dining table

Gallery Direct rose to prominence selling

we’ve yet to unveil our ‘big bang’ – but

a sneak peek at its new ranges and PoS

mirrors, but has applied its expertise to

that’s what’s happening this month.”

confirms that the company could indeed

an ever-increasing portfolio in recent years – its most notable expansions

It’s a bold promise – not least given the company’s previous successes – but

coming from the acquisition of specialist brands including Frank Hudson. A huge volume of product passes through the company’s newly-expanded

outperform itself (again) this year. “We saw well in excess of 20% growth across our UK market sector this year,

Milano two-drawer console table and mirror

but we’re really just beginning our journey after putting huge investment into our infrastructure which will provide

warehouse in Sittingbourne, Kent – right

our platform for growth – so there’s

now, there’s around 300,000 items in

plenty of room for more,” says Peter.

transit, reflecting some 1550 SKUs.

“There’s been massive developments

Presenting such a large number of in-

in our product content, with a real focus

house designs as a coherent whole is no

for 2018 on our furniture offer, creating

mean feat, but Gallery manages to make

designer looks but at a real affordable

its offer clear and engaging, ensuring

value – I think people will be shocked

its design-led, well-priced ranges sit

when they take a closer look.”

comfortably alongside one another.

At the heart of Peter’s “big bang” is an

And its approach has only become

astonishingly confident product launch.

stronger over time. “Over the last few

Visitors to the January Furniture Show –

years, we’ve crept forward under the

and, to some extent, those attending Top

radar,” says MD Peter Delaney. “I feel

Drawer or Spring Fair this season – will

SectionI.indd 146

21/12/2017 18:25


new directories home dĂŠcor and furniture


new furniture ranges bedroom, dining and occasional collections


new products including furniture, mirrors, accessories and soft furnishings

Top Drawer

January Furniture Show

Spring Fair

14-16 January | Stand K11

21-24 January | Stand 3-L20

4-8 February | Summer House 01795 439159

SectionJ.indd 147 GalleryDirectJan18.indd 1

21/12/2017 14/12/2017 19:07 08:57

148 | JFS Preview Hall 3

discover no fewer than 16 new furniture collections, most of which cover living,

Low-end Boho Retreat bed

dining and bedroom requirements. For a company more used to unveiling three or four new collections each year, it’s a huge statement of intent. James Hudson, Gallery’s business development manager – and sales director too, following a promotion last February – chips in: “The gloves are off. We’ve been the biggest player in mirrors for a long time, but now we want to be the biggest in furniture, too. “The market is asking for certain price points, and we’ve worked hard to engineer our costs to meet those – while maintaining our core values of design and quality.” The new collections include: Boho, which features a patterned frieze of blind fretwork, and is available in a light brown or matt black charcoal finish; Bronte, comprising painted mahogany solids, complemented by quartered oak parquet-inlaid veneers, and available in several finishes; and Foundry, an elegant industrial collection, made using solid oak tops and hand-brushed bronzed metal legs. There’s also the loft livinglooking Camden, the farmhouse-style Cookham, and Brixton, a rustic oak range with burnished metallic tops. Perhaps the most eye-catching launch is Milano. Comprising a mix of European oak and rustic veneers, and sporting an attractive inlay chevron design, it blends contemporary chic with natural, pareddown warmth. Each collection is notable for its originality as much as its quality, and will be a breath of fresh air for retailers

wishing to differentiate themselves from

in a manner that’s both inspiring and

the nationals.

easy to understand,” he says.

Last month, Gallery Direct took the

Due to the sheer size of the portfolio,

decision to break away from buying

Gallery’s trade brochures – now split

group AIS, citing a desire to more flexibly

into furniture and decor editions – act as

support each members’ needs – and

both catalogue and ‘look book’, featuring

it’s this ethos of individuality that

a breakdown of each range alongside

is resonating with Gallery’s existing

display ideas that draw from the wider



“We’ve had feedback from some of

And although Gallery’s focus this

the industry’s key retailers that the new

month will be those 16 ranges, everything

designs are some of the most exciting in

else that surrounds them – from artwork

the country this year, and are completely

to sofas, including a market-leading

in tune with where the market is

range of personality chairs – is no less

heading,” says James, “and the way our

impressive, and enable stockists even

‘get the look‘ offer pulls our selection

greater flexibility.

of products together makes the whole proposition so much more workable. “Can any of our competitors really

“It’s a challenging marketplace,” says James, “which means, when it comes to their homes, people are more likely

offer their stockists the ‘whole look’?

to make do with what they have. The

At the same time as giving our overall

retailer’s challenge is to offer them the

offer – both the furniture, and all the

ability to mix and match new items to

complementary home accessories that

their existing furniture – while, at the

sit with each range – more depth, we’ve

same time, inspiring them to take new

been working hard to present each range

directions. “The days of matching everything with magnolia walls are gone – customers want to see more interesting in-store propositions. Good retail is about creating interest and drama, and not being slavish to just one range – I think that people want to create their own living spaces, and, in many cases, they’re after something more eclectic and individual from their local independent. “Much of the trade still doesn’t understand how to ‘get the look’ instore, or style their displays effectively. We’re here to help take them on that journey.”


Perhaps its time to take another look at what this particular ‘one-stop-shop’ Milano extending dining table

SectionJ.indd 148

can offer … W


21/12/2017 19:07



D i N i N G tA B L E S & C H A i R S


V i B R A N t 3 D WA L L A R t

Co M E to o U R B L AC K p o o L S H oW R o o M F o R A L L t H E L At E S t i N M o D E R N F U R N i t U R E & L i G H t i N G

ViSit US At tHE JANUARY FURNitURE SHoW | NEC | 21 - 24 JAN 2018


AND At tHE SpRiNG FAiR | NEC | 4 - 8 FEB 2018

HALL 1 STAND B20 -B21 Febland Group Ltd Flag House, Ashworth Road Blackpool, Lancashire, FY4 4UN


SectionJ.indd 149 1 FeblandJan18.indd

SHOWROOM OPEN 7 DAYS A WEEK MoN-FRi 9AM - 5 : 30pM SAt 9AM - 5pM SUN 10 : 30AM - 4 : 30pM

tel: 01253 600 600


21/12/2017 13/12/2017 19:07 16:07

150 | JFS Preview Hall 3

INTRODUCING KLEO FROM BLUEBONE As well as various additions to existing lines, Bluebone Imports (stand 3M20) is poised to launch Kleo, a new and exclusive retail brand that fuses reclaimed wood, colourful iron and creative design …

Transforming timber from old boat

Bluebone’s dedicated Kleo showroom

wrecks into attractive contemporary

in Manchester features the complete

pieces, the clean-edged designs

dining, bedroom and living ranges, each

that make up Bluebone’s Kleo brand

of which combines carefully-selected

have a modern feel, while traditional

reclaimed timber with a colour palette of

craftsmanship ensures quality and

powder-coated iron that includes deep


maroon, teal and orange.

In 2018, Bluebone will present an eclectic mix of vintage, industrial and reclaimed styles

Bluebone will also bring a fresh and inspiring display to Spring Fair next month (stand 1D12), featuring new ranges including the tactile Live Edge Dining alongside signature Soft Industrial pieces, creating a blueprint for laid-back living spaces. A restful palette of cool Nordic greys combine a variety of textures and timbers in pieces including Storm and Cottonwood bedroom and dining, and Radius and Carmen living. Bluebone’s bespoke retail display

SectionJ.indd 150

A new collection of Capri and Cortina dining chairs complements Bluebone’s

packages became a successful part of

large selection of dining options, and

the company’s service last year. The

dining sets can now be purchased at

conceptual approach results in more

a click of a button in the company’s

sales, so the company is looking forward

webshop. These vintage car-inspired

to sharing its 2018 display concepts –

chairs match both the soft industrial look

Bluebone can work with small spaces as

and the farmhouse painted styles.

well as larger areas.


21/12/2017 19:07


䨀漀栀搀瀀甀爀 匀栀攀攀猀栀愀洀 刀愀渀最攀 䨀漀栀搀瀀甀爀 匀栀攀攀猀栀愀洀 刀愀渀最攀

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嘀椀猀椀琀 唀猀 愀琀

嘀椀猀椀琀 唀猀 愀琀

吀栀攀 一䔀䌀 䠀漀洀攀

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 ㄀㔀㌀㘀 ㈀ ㄀      ㄀㈀㤀㌀ 㜀㜀㈀ 㐀㠀㄀

䔀䴀䄀䤀䰀㨀 猀愀氀攀猀䀀椀渀搀椀愀渀栀甀戀⸀挀漀⸀甀欀 圀䔀䈀㨀 眀眀眀⸀椀渀搀椀愀渀栀甀戀⸀挀漀⸀甀欀 SectionJ.indd 151 IndianHubJanFN_2.indd 1

䤀一䐀䤀䄀一 䠀唀䈀 唀一䤀吀 ㄀㈀䄀Ⰰ 䔀䄀刀䰀匀吀刀䔀䔀匀 刀伀䄀䐀Ⰰ 䔀䄀刀䰀匀吀刀䔀䔀匀 䤀一䐀 䔀匀吀Ⰰ 䌀伀刀䈀夀Ⰰ 一伀刀吀䠀䄀一吀匀⸀ 一一㄀㜀 㐀䄀娀

21/12/2017 15/12/2017 19:07 12:03

152 | JFS Preview Hall 3

FURNISHING SOLUTIONS FOR EVERY PROPERTY When it comes to innovation in the furniture sector, CIMC Home (stands 3D15 to 3F20) is renowned for developing unique product lines, efficient delivery methods and unparalleled choices that continually challenge the market, allowing its customers to gain maximum margins and repeat business from stocking CIMC products.

CIMC Home will bring a plethora of new, eye-catching lines to the January Furniture Show and Spring Fair

CIMC Home is launching 350 new products

and features a diamond stitched-cross

for spring 2018, which can be used to fully

design and chrome frame. Indeed, CIMC’s

supplier has expanded its collection with

furnish and accessorise any property.

new range of dining chairs and occasional

the introduction of its new Value Brand,

The company is committed to updating

armchairs, upholstered in luxurious

which features practical options to suit

its diverse catalogue to ensure that it

fabrics, have been designed to suit all

any taste, at low prices. The ranges

continues to supply products that offer

decorating schemes.

incorporated are handcrafted using time-

market-leading design on an efficient wholesale and direct container basis. In particular, CIMC Home is set to

Recent years have seen lighting fixtures change and transform, with new trends emerging regularly. CIMC

To provide even better value, the

honoured techniques, giving each its own distinct personality. CIMC will also be exhibiting its classic

launch exclusive new furniture ranges

prides itself on being ahead of the game

Premium Furniture ranges, which

which, due to their unique design and

in lighting design, and consistently

feature soft-close drawers and doors.

functionality, are particularly suitable for

introduces innovative products that allow

The company has also extended its most

furniture stores and interior designers.

its customers to capitalise on popular and

sought-after ranges – including Milano,

quality lighting all year round.

White Manhattan, Apollo Silver and

The launch features CIMC’s distinctive Aria range, which sports real wood

Champagne – to offer complete living

veneers in a clean dark grey walnut finish,

and bedroom collections.

plus a contrasting metal trim to offer sleek appeal. The design and simplicity of the new chrome Neptune dining range enables it to blend into modern interiors – the

As well as being present at the January Furniture Show, CIMC Home will be exhibiting at Spring Fair (Hall 1, stands L20-K21 and M20-L21) next month. “Furniture shops and interior design

cut-out glass top offers understated

boutiques will find a very large selection

sophistication, while the tapered legs and

of supplementary lines, which they can

rounded-off corners soften its clean lines.

use to perfectly distinguish themselves

Next is the light grey faux leather

from the competition,” comments

Neptune dining chair, which brings style

furniture designer, Kathleen Durkan.

and sophistication to the dining room,


SectionJ.indd 152

21/12/2017 19:07


Established in 1988, CIMC Ltd is a leading provider of furniture, lighting and accessories in the UK. Explore our new furniture and lighting collections for Spring 2018.


For further information visit our showroom or contact us on: 01162875288

Launching over 300 new products for the Spring Season Join us at following trade shows:


HALL 1 STANDS 1L20-K21| 1M20-L21

Call us and book an appointment to visit our Leicester Showroom, 1 Foxholes Rd, Leicester, LE3 1TH Tel: 0116 287 5288

SectionJ.indd 1531 CIMCJan18.indd

SILVER FAUX SNAKESKIN RANGE 21/12/2017 01/12/2017 19:07 11:43

SectionJ.indd 154 1 PharmoreJan18.indd

21/12/2017 12:00 19:07 05/12/2017

17 12:00

JFS Preview Hall 4 | 155

Hall 4– Living & Dining A’Design Home Product.........................4D45 Acht & Acht..................................................4C45 Armour Holdings ......................................4A67 Armour Home Electronics.............. 4A67 Arthauss........................................................4C80 Assuva........................................................... 4D49 AWS Trading............................................... 4D71 Balikesir Mobilya...................................... 4D49 Belvedere Reproductions........................4B85 Besp-Oak...................................................... 4F30 Core Products................................. 4A40 Corndell..........................................4E50 Danalight UK................................... 4E10 Daro-Cane....................................................4B45 Decora Mouldings.....................................4A56 Devonshire Pine............................. 4B40

Kettle Interiors

Dignet Lenart..............................................4C80 FTA Furnishing .........................................4D82

Kristensen Kristensen..............................4E10

RS Furniture................................................4A52

Fujian Flying Furniture........................... 4C37

Langhaoxuan Furniture .........................4A70


Furniture Express ....................................4B65

Lassic ............................................................ 4C75

Sherrill Furniture......................................4C62

Furniture News...............................4F25

LPD ................................................................4A26

TCS The Complete Service ............. 4B20

Furnitureology.......................................... 4D49

M&P Chairs ....................................4E75


GCL (UK) .......................................................4A15

Maja Werk Manfred Jarosch.................. 4B25

Twenty 10 Design...................................... 4B52

Meble Roberto ...........................................4E74

Uprise Furniture........................................4C64

Heritage Furniture UK


V12 Retail Finance.......................... 4A58

Mila Design.................................................. 4C35

Value Mark Furniture................................4B10

Minhou Ri Zhong Tian Décor................ 4C39

Vida Living...................................................4A20

MMilo ........................................................... 4B53

Westwood Designs......................... 4E60

MS Furnishing............................................4C63


Nolte Mobel.................................................4C40

Wilking Zbigniew Filipi AK................... 4A66

Nuova Esterno Mobili .............................4D45

Wintech Production Group Sp ............. 4E25

One Call Furniture .......................... 4A10

Woodman Chairs............................ 4B80

Ordorite Software.......................4A2:A57

World Expo International............ 4C35, C47

Pride Mobility Products ................. 4D80

Worth Furnishings....................................4B30

Rauch Moebelwerke ................................4D30

Zibo Hengfu Metal Products................. 4A72

Rizhao Landbridge Changqing Wood Industry Co..................................................4A72

Gillerson Furniture Group......................4C90 Global Home Group.........................4E30 Grafu Baldai..................................................4E10 Great Sense..................................................4D50 Heartlands Furniture...............................4B54 Heritage Furniture UK ................... 4D70 Homestyle GB .................................4C24 Hulsta............................................................4B43 Ideal Products............................................. 4C30 Indus Valley.................................................4D47 JTW Product .........................4D60, 4E51 Julian Bowen ..................................4E20 Keen Classics..................................4F50 Kettle Interiors Agencies................ 4D20 Konig UK........................................................4A12

SectionJ.indd 155


22/12/2017 10:17

Hall 4 Stand B40

Unrivalled Choice and Quality

12 Paint Colours 2 Oak Finishes 4 Designs 8 Handle Options Over 70 Solid Wood Pieces Bedroom, Dining and Living SectionJ.indd 156 DevonshireJan18.indd 1

21/12/2017 19:07

Lundy 01237 471872 SectionJ.indd 157 21/12/2017 01/12/2017 19:07 11:51

158 | JFS Preview Hall 4

The Amelia bed in grey chenille fabric is one of many new lines Seconique


(stand 4C20, 0121 506 4888, will be presenting at the show. The bed features sprung slats for extra comfort and a high padded headboard with attractive lined stitching and wings, while the frame has the same good quality chenille fabric. Also launching is the Nevada bedroom collection, which is available in two finishes – grey or oyster sprayed high gloss, with oak-effect side panels and tops. The three- and four-door wardrobes have full-length

mirrors, and the handles are stainless

or white with an oak coloured top is the


latest edition to the Ludlow collection,

The range comprises several wardrobes, two chests and a bedside table, and offers a high quality look as


competitive price point.

for all decor styles and offers impressive

The Ludlow two-seat dining set in grey

wholesale distribution of high quality European hardwood (beech and oak)

focusing its attentions on providing

chairs. M&P sells to retail outlets,

quality European hardwood chairs.

contract furniture suppliers and the

principal activity is the import and

These are just a few of the products available from Seconique, which caters

648383, is

Paul Hodgson in 2014, the company’s

dining and bedroom.

well as sturdy construction – all at a

M&P Chairs (M&P, stand 4E75, 07802

Established by brothers Mike and

which includes pieces for occasional,

value for money.

hospitality and leisure sector throughout the UK. M&P offers a wide range of chairs

including traditional farmhouse, Shaker/ ladder-back style, restaurant, bar and kitchen stools, and also grandad and rocking chairs. The core products are held in stock, so orders are fulfilled promptly. M&P also offers finishing services, with a large choice of wax, lacquer, oil and paint finishes.

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Grafu baldai An established Lithuanian upholstery company supplying a wide range of sofas, accent chairs and sofa beds to the UK market. The offer includes large range of fabrics and a vast range of different products which makes it a worthwhile company to visit at the upcoming January Furniture Show.

KRISTENSEN : KRISTENSEN A Danish family owned manufacturer supplying a large range of handmade solid wood furniture to the UK market. The range is available in several woods, in wide array of different stain choices. The company is known for offering both quality and choice. Please visit our stand at the January Furniture Show to see the new ranges. Our team is looking forward meeting you.

DANALIGHT Well established company for almost 2 decades in the UK. Will be showing the new range of LED lights along with a selection of new products designed for the UK market in blown glass and metals. Amongst the usual finishes, the range is also available in a range of linen fabrics designed for the luxury living market.


Danalight is launching a brand-new range of contemporary bean bags, in a sharp new fabric with a modern array of colours. Please take the time to visit the booth and see them. You will not be disappointed.

Jones & Co Jones & Co. is dedicated to producing stylish, supremely comfortable sofas and chairs at very affordable prices. We formed our venture with an established maker in Lithuania to provide brilliant value; with Alan Pledge to give us the style and comfort that his products have been known for over 25 years, and with The Agency for the level of service and support that is rare in business today.



3 4




E10 Hall





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2 1


THE AGENCY | Call: 07734 265 599 | | Brendan Brett

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Westwood Designs (stand 4E60, 01295 670027, info@ is an importer and wholesaler of quality wooden furniture, based in Banbury, Oxfordshire. The company’s Lee Harrison says: “We supply bedroom, dining and occasional items across six ranges of American white oak and painted furniture from Vietnam. We hold large stocks of product in both Vietnam and the UK for quick delivery – and direct containers are also available.”


Each product undergoes a thorough QC

which features bow-fronted cabinets;

place in one central factory, so colour

Montpellier oak, which offers 45mm-

consistency and quality is maintained.

thick tops and tapered legs; Dundee oak

Lee says: “We deliberately manufacture

with double-rolled tops and solid oak

product that is difficult to make, due to

turned legs; Sienna oak with rounded

the technical and detail aspects of the

tops, drawers and doors; the Munich

design. We also use an enormous amount

solid oak planked timber range; and

of timber in the product. Therefore, the

finally the classic Cornwall Painted range.

furniture is stylish and design-oriented, Sienna

The ranges comprise: Vienna oak,

process, and the finishing process takes

The wholesale business supplies the

but heavy and chunky. However, the

product on a nationwide basis, using its

prices are very competitive.”

own trucks.

One Call Furniture manufacture assembled bedroom furniture from a factory in London using the very latest technology. Our stylish ranges are designed in house and are inspired from our travels around the world. We offer a wide selection of versatile products in traditional and contemporary designs, including our highly distinctive Waterfall range featured in solid and contrasting colours with a handle that perfectly complements the modern profile.

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View our new ranges at the January Furniture Show Hall 4 Stand A10

New ranges for 2018 feature the latest fashionable colours for the bedroom including Lucerne, a new wide framed design and Sonata, a high gloss range in warm grey tones. With the range of product on offer from One Call Furniture, we really do have “Something for Everyone”. 07/12/2017 08:43

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Relax…we’ve got your finance options covered


Research shows that 28% of retail finance customers spent more than they would have done without a finance option and 52% wouldn’t have made their purchase without a finance option*.

Working in partnership

The ‘subscription economy’ is growing and today’s consumers are getting more and more used to paying monthly for everything from cars and gym memberships to mobile phones and online video streaming. They are comfortable budgeting and paying monthly for a range of products and services to make them more affordable. The rise of technology has also driven a “want it now” mind-set amongst many groups of consumers, who no longer want to wait to own the things they really want.

We know that time is precious when you’re running a business, though, so we keep things simple and make sure our training and set up fits around you.

Offering point of sale credit can really help you grow your business. Marketing the fact that you offer finance can help you attract new groups of customers who might not have otherwise made a purchase as they don’t have a cash lump sum readily available to buy the furniture they would like – but they don’t have the patience to save up for it. Even when selling to the more traditional customer, having finance options at your disposal at the point of sale is also a powerful tool for your salespeople. Looking at a finance calculator with your customers can help you increase their spend, making a more expensive piece affordable by breaking the cost down into monthly payments or even helping you to sell them matching items, impulse buys and accessories. * Based on V12 Retail Finance customer survey 2015

Come and see us at the January Furniture Show at the NEC, 21-24 January 2018, on Stand 4-A58.

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Partner with V12 for your finance offering and our friendly team of experts will work with you to make sure you maximise the benefit to your business. We will show you how you can use finance to reach those new customers and sell more to your existing ones.

There are lots more great reasons to offer finance through V12: •

Our application process works seamlessly in store, online and over the phone.

We provide fast credit decisions, 24 hours a day. Our range of finance products is flexible, giving your customers different monthly payment options to suit their pocket.

Our customer ID and verification process is secure, simple and paperless.

Our finance calculator helps your customers to budget, in store and online.

We’ll show you how to use our system and you’ll be supported throughout.

We’ll be on hand to help with technical support, customer insight and marketing.

Our V12 portal gives you real time access to a range of information so you can see how finance is working for your business.

We are owned by a listed UK bank, funded by UK deposits, so we do not have to rely on other businesses for funds to support your credit sales.

Find out more It’s quick and easy to get set up with V12. Get in touch now to find out more and start enjoying the benefits! | 02920 46 89 18

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Concept Pro, Lenart – distributed exclusively by Arte-N

Family company Lenart (stand 4C80, 01522 275035, sales@

awards will attest. manufactures modern bedroom, living and

Now Lenart is working with its exclusive national distributor

children’s furniture. The brand is known for its quality and

Arte-N to offer UK retailers an inspiring and imaginative range

appealing designs – as numerous customer reviews and industry

of furniture.












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For more details call 0121 506 4888 or visit our website COMPREHENSIVE PRODUCT RANGE - FIRST CLASS SERVICE - OUTSTANDING VALUE SectionK.indd 163 SeconiqueJan18.indd 1

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CORNDELL BANKS ON A RETURN TO FORM After more than three years under the management of Global Home Group, one of Britain’s leading cabinet furniture brands is looking thoroughly rejuvenated. Following a rationalisation of its production processes and investments totalling £4m, Corndell Quality Furniture is in good health as it prepares to wow visitors to the January Furniture Show (stand 4E50) with new ranges and an improved customisation model. Paul Farley visited Corndell’s factory and new showrooms in Witney, Oxfordshire, to meet the principals in charge of reviving this revered brand …

Finishes and final touches are applied in Witney

Although an industry newcomer,

the way the company does its business,

day our process remains a dynamic

Corndell’s director Maarten van Eden

and reversing the losses that were built

one – for instance, we run an ‘exchange

quietly exudes confidence. A banker by


programme’ in which we swap staff

trade, he sat on the supervisory board of

“Restructuring always takes time,

between the Vietnamese and UK factories

Global Home Group for three years before

and it could not have been executed

so they can share their knowledge, and

being appointed “to help the company

successfully without the full support of

ensure uniformity in the manufacturing.


the Global Home Group,” says Maarten.

Two industry veterans – directors

“On the finance side, the key is to

“However, at the same time, Corndell has

minimise working capital, and this

Melanie Mills and Simon Richards, who

invested significantly in the design and

means strict control of our inventory and

take charge of design and customer

production of five new ranges.

receivables. After making the company

development, and factory operations, respectively – flank him.

Maarten admits that the biggest

lean and mean, the growth of turnover

challenge was organising the production

by bringing attractive new products

process. Today, under the close

to market is paramount, and this is

the Dutch navy and government, I did

supervision of the group’s quality control

happening through Melanie’s efforts.”

a lot of investment banking business in

personnel, the company’s carcasses

London, mostly working for JP Morgan,”

are built and primed in Vietnam, before

are the well established Nimbus and

says Maarten. “More recently, I have

being shipped to the Witney factory for

Annecy. Nimbus, a modern combination

worked in restructuring, both financial

painting, finishing and completion.

of solid oak and oak-veneered pieces, is

“After spending my younger years in

and corporate – which is pretty much what I’ve been doing at Corndell.”

This step-by-step approach allows

Corndell’s most enduring collections

being given “a new lease of life” through

Corndell to minimise costs and

the careful application of a coat of paint

maximise workforce efficiency, but it

which leaves the grain of the wood

Maarten’s task has not been completely

demands careful co-ordination and

showing through.

straightforward. The efficient division of

communication. Says Maarten: “We

production between Vietnam and Witney

spent much of 2016 trying to achieve

most popular painted ranges, has

took time, as did the rationalisation of

a seamless supply chain, and to this

grown in strength as the many colour

Despite his composure, it’s clear that

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and handle options are communicated in ever-greater clarity through new


PoS materials. There’s also Fairford, a contemporary dining range that comes in a light oil finish. Corndell’s flexible manufacturing and finishing procedure has proved popular with independents and multiples alike (the latter often specifying white-label variants). For example, Annecy bedroom offers 25 pieces, seven colours and three handles, plus various tops – and that’s before Corndell’s bigger customers add their own unique touches. “Every customer is welcome in my inn,” laughs Maarten. “Product offer or customer, I think you need diversity in everything.” As well as these favourites, the past year has seen the official launch of several new collections, amongst them: Oak Mill, a waxed or white-oiled dining

of the rare occasions Corndell has been

photography studio in our factory, so we

room range with ‘live-edge’ rustic,

caught off guard by demand.

can provide our bigger customers with

industrial elements; Blenheim, a light,

In a bid to remain responsive and cost

exclusive imagery for their websites. But

modern collection; and Corndell’s “hot

effective, the company manufactures

when it comes to agreeing a deal with

range for 2018”, Cheltenham, a delicate

to order on a four-week lead time on

a new stockist, you need to have a very

French-flavoured offer.

average, and keeps no more than two

honest and open conversation so they

Having stabilised the business,

months’ reserve of stock. At any one

really understand the type of product you

Corndell is putting forward its most

time, Corndell has one batch in basic

are offering.

diverse offer yet at this month’s show –

production, one on the water, and one

including a number of additional ranges

in stock – and to ensure those levels

disconnect, and that can lead to unhappy

– and Maarten is looking forward to

are suitable, Maarten monitors buyer

customers and higher levels of returns.

seeing the trade’s reaction.

behaviour extremely closely, and keeps

“Our designs are elegant, have a very

“If they don’t, you will have a

“Take, for example, the oak furniture

stockists abreast of the latest lead times

we’re selling – it’s a unique, natural

British feel to them, and are, given

and availability through weekly email

product, so it’s never going to be 100%

their quality, happily affordable,” says


consistent in colour or grain pattern.

Maarten, who credits design director

For any retailers interested in finding

We need buyers – and, in turn, their

Melanie for being instrumental in their

out, the show offers an opportunity to

customers – to acknowledge that natural


see Corndell’s offer in the flesh. Maarten

products are individual, so they shouldn’t

believes that honesty is the bedrock of

be put off by the knots and hues they

new 2018 introductions will eventually

any successful business relationship,

encounter in the finished pieces.”

prove as popular as Annecy. “Last

and is keen to convey the truth of each

January, we sold five months’ worth

collection to visitors.

He is hopeful that one or more of the

of Annecy in just one month,” he says,

“Good quality product photography

As well as the new ranges, the company will present its latest marketing and PoS materials, which boil down the

highlighting the enduring popularity of

matters,” says Maarten, “and that’s

myriad options available on each range

the range – yet also acknowledging one

one of the reasons we’ve set up our own

so that retailers can communicate their bespoke nature more effectively. This delivery will be bolstered by a new sales staff training programme. “Our stockists need to be confident we can consistently deliver high-quality product, again and again,” concludes Maarten. “The rationalisation process has taken longer than we expected to realise, but Corndell is now in a place to truly live up to – and exceed – its reputation. “And if you don’t believe me, come and

Assembled cabinets ready to leave Corndell’s Witney factory

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Discovering ...

01993 776545

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See us at the January Furniture Show - Hall 4, Stand E50

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Discovering ... Black Steel and Solid Oak

Waxed Oak Finish

Individual and unique raw edge

White Oiled Oak

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Slab or Steel leg options

See us at the January Furniture Show - Hall 4, Stand E50

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FRESH GOODS FROM JULIAN BOWEN In recent years, Julian Bowen’s (stand 4E20) product offering has seen extensive innovation, which has provided a platform for impressive growth. The trend continues at this year’s show, as the company’s design team unveils fresh products across all categories.


Children’s furniture has been one of

tastefully studded classic high head-

Julian Bowen’s strengths for many years,

board frame in a soft pile velvet;

and remains a key focus. This year sees

Santorini, an on-trend bedframe

the company’s portfolio strengthened by

featuring a delicately curved headboard

several modish pieces with an emphasis

in a crisp grey linen; and Verona, a

on functionality, married with up-to-

well-proportioned classic sleigh bed in a

the-minute styling.

sumptuous silver crushed velvet.

The Orion bunkbed is presented in a

Two new bedroom furniture ranges

contemporary, warm sonoma oak finish

will also be unveiled: Hamilton, an

and has numerous practical shelves and

extensive range in an attractive sonoma

a large under-bed drawer. The Pegasus

oak finish, designed with clean lines and

high sleeper, meanwhile, offers hidden

offering impressive value for money;

storage with a unique pull-out hanging

and Buckingham, a stylish contemporary

wardrobe feature and numerous handy

range in a fashionable walnut finish, with

drawers and cubby holes.

strong detailing accented by a delicate

Grace is a well-crafted modern daybed, finished in pure white and offering

chrome handle. Finally, Julian Bowen’s living offering

extensive useful shelving, with the clever

features an array of new pieces, including

option of an under-bed or large storage

Monza, a three-piece upholstery range

drawer to maximise its usability.

which combines craftsmanship with a

Julian Bowen’s fabric beds are

chic modern design, all presented in an

characterised by high quality tailoring,

impeccable grey linen fabric. It includes

fabrics and design. According to the

a well-designed and comfortable sofabed

company, the range has been well

that offers a combination of style and

received, and continues to grow to meet

functionality. The whole range sits

customer demand – with the January

well alongside a large selection of new

Furniture Show seeing the launch of a

occasional pieces, including the marble-

number of new models.

finished Scala coffee and lamp tables.

Highlights include: Mayfair, a

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JulianB JB 0812

Julian Bowen The New Pegasus High Sleeper

Come and visit us in Hall 4 Stand E20 Bentinck House, Park Lane, Kirkby-in-Ashfield, Notts NG17 9LE Tel: (01623) 727374 Fax: (01623) 754555 e-mail: All Products are available for Direct Home Delivery SectionK.indd 173 JulianBowenJanFN.indd 1 1 JB 081217 FN 297x210.indd

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KETTLE’S TREND-SETTING NEW DIRECTIONS “It’s really important that we keep moving and stay on top of the latest interior trends,” says Kettle Interiors’ (stand 4D20) sales director Simon Ainge of the new ranges launching at the January Furniture Show.

Kettle Interiors has developed two new bedroom collections for spring-summer 2018, a particular highlight being the FR Collection. This range sees Kettle focus on a trend-driven look with a classic French chateau-style range in a grey lime-wash finish. “The launch of the FR Collection signals quite a dramatic move for us, as it goes beyond our proven formula of wellstyled furniture with wide appeal and steps squarely into the realm of furniture driven by interior fashion,” says Simon Ainge. “That said, we’ve seen a growing demand for this style of furniture, so we developed the FR Collection to answer that with our usual mix of great quality and excellent value. The FR Collection

FR Bedroom

makes it easier for retailers to access this popular style and attract a new

“We launched the NT Collection last

to launch more upholstered dining chairs

audience.” The collection is available

year and it instantly became a winner,”

and a range of framed mirrors. Two new

in a select range of items, featuring

continues Simon. “It’s uniquely styled

upholstered dining chair styles – both

three different upholstered bed sizes,

and capitalises on the popularity of

available in a choice of five fabrics – can

upholstered bench and chests.

Scandi, a look that seems to really be

be matched to collections such as the

sticking around. It’s only natural that

NT Collection and the recently-launched

builds on the winning formula of the

we build on its popularity in the home

CO, LO, LW and CW contemporary oak

Danish style of NT, with the release

with a bedroom collection, and we’re

ranges. In textiles such as plaid and an

of the fully-featured NT Bedroom

expecting big things from NT this year.”

embroidered pinstripe, these new chairs

Collection. In a light oak finish, the

It is available with a full range of items

can be ordered in pairs as part of any

collection retains the popular styling of

including various chests, wardrobes and


NT and offers both chrome and wood

different sizes of bed.

The second new launch for this year

knobs for a degree of customisation.

Kettle Interiors will also use the show

“Our new mirrors really are something special,” adds Simon. “With Victorian, Edwardian and Deco influences, the range has a wide choice, each style available in silver and gold with selected large frame styles also in a modern white. What’s really unusual about these mirrors is that they come individually boxed, so we can offer retailers single items in any order. And, of course, they build on our reputation for excellent value as we enter this competitive sector of the market.” Kettle will also present its full collection, covering oak, pine and painted furniture.

NT Bedroom with chrome handles

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create your perfect space

ARTI RANGE Space-saving sliding wardrobes As well as wall beds, where space is limited, and appearance is essential, sliding door wardrobes are the perfect solution for any room. ARTI sliding door wardrobe range is saving space on the outside, whilst creating more within. With a huge variety of designs, sizes and colours to choose from, you sure will find something to suit your needs. Advantages: • Space-saving with remaining floor space • Great value for money • Mirrored sliding doors visually enlarge your bedroom


wall beds

Lenart prides themselves with a huge best-seller – CONCEPT PRO wall bed. The stylish innovative design of their murphy bed is the perfect solution for your modern home requirements. This bed is perfect for providing maximum bedroom space especially in small rooms which makes it a great addition to your home. It provides a sleeping area without taking up valuable living space. Advantages: • Space-saving and great for smaller rooms • Easy and perfectly safe to use • As comfortable as a conventional bed

Furniture is the vital ingredient that will make your house a home. LENART, a family company who’s also a manufacturer of modern furniture dedicated mostly, but not limited to, bedroom furniture, living rooms and a wide range of children’s furniture. Now working with ARTE-N (, an exclusive UK distributor, to offer you an inspiring and imaginative range of furniture for your needs, right here.

Please visit us at stand 4-C80

UK DISTRIBUTOR 4-6 Chieftain Way Lincoln, LN6 7RY website: email: Tel: 01522275035

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HERITAGE PROMISES SOMETHING COMPLETELY DIFFERENT Heritage Furniture (stand 4D70) MD Saeed Mohmed is on a mission – “the market has expressed a real appetite for something different”, he says, and he intends to be first in line to meet that demand …


“The market is flooded with mediocrity,”

Bolstered by a strong track record

and featuring rounded corners, tapered

says Saeed, who is looking forward

– including ranges such as the oak

round legs and smart circular cut-outs,

to unveiling new ranges at the show

Wardley, and the Shaker-inspired

all finished in a durable matt lacquer that

which aim to raise the bar in terms of

Branford Painted – Heritage is poised to

highlights the patterns of the woodgrain.

innovative design, quality and value.

impress with three new collections and a

“We’re a design-led company,” he

fresh painted variant.

Next is Harkuta bedroom oak. “We’ve combined elegance with Scandinavian

continues, “so we place our emphasis on

First up is Skien, an elegant mid-

cool to create this thoroughly modern

releasing ranges that stand out from the

century-inspired light oak living and

range,” says Saeed. Harkuta features


dining range, characterised by clean lines

sleek lines softened with curved edges

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and rounded corners, tapered legs,

base, giving retailers the ability to

ranges being sold to everyone and

and recessed handles on the doors and

offer unique product in their respective

pressure to sell large amounts in order


catchments. “By being selective,

to secure the best price,” says Saeed.

Heritage’s exclusively-designed ranges

“Instead, we promise the best price from

inspired grey lime-washed oak living,

remain exactly that - exclusive,” says

the outset, and a commitment to our

dining and bedroom collection. Details


partners that is second to none.”

Then there is Colmar, a French-

include tapered cornices, rounded

This approach may appear self-

With the unveiling of a new-look

corners, beading around the doors and

defeating given today’s highly-

website – which features a faster and

drawers, groove detailing and curved

competitive market, but Heritage prides

easier way to order and check stock – at


itself on the partnerships it builds, and

the show, there has never been a better

prefers to work with the right partners.

time to explore Heritage’s distinctive

range. Combining Shaker-style design

“We understand the pressure our


and modern practicality, each piece

partners face, with growing competition,


Last is the Sedona painted bedroom

features clean lines, curved edges and tapered legs, along with rounded corners on the solid oak and oak veneer tops and


accents. Sedona comes in a soft sage green, and offers both wooden and metal door and drawer handles. Stocks of this impressive line-up are already available, so retailers visiting the Heritage stand at the January Furniture Show will be able to place orders for new ranges and enjoy immediate delivery. “In many cases, we act as our stockists’ warehouse – so all retailers need to do is invest in ranges to display on their shop floor,” says Saeed. “Holding large amounts of stock is no longer required. The idea is to take as much of the burden from our customers as possible, allowing them to focus on what they do best - selling furniture.” Heritage also offers a container programme for all ranges, and these can be delivered direct to a customers’ warehouse in just six to eight weeks. There is another benefit to working with Heritage Furniture, as the company takes a selective approach to its stockist

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Hall 4, Stand D70



‘Flawless Finesse’ We’re Unveiling Four New Collections For 2018 & Showcasing Some Of The Best Living, Dining and Bedroom Furniture. We Look Forward To Seeing You At Hall 4, Stand D70.

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‘For The Discerning, It’s All In The Detail.’

We’re Unveiling Four New Collections For 2018 & Showcasing Some Of The Best Living, Dining and Bedroom Furniture. We Look Forward To Seeing You At Hall 4, Stand D70. W W W. H E R I TA G E F U R N I T U R E U K . C O M SectionL.indd 181 HeritageJan18_2.indd 1

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‘Practically Timeless Furniture’

We’re Unveiling Four New Collections For 2018 & Showcasing Some Of The Best Living, Dining and Bedroom Furniture. We Look Forward To Seeing You At Hall 4, Stand D70. W W W. H E R I TA G E F U R N I T U R E U K . C O M SectionL.indd 182 HeritageJan18_3.indd 1

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Hall 4, Stand D70


‘Pared Backed Scandi Cool’ We’re Unveiling Four New Collections For 2018 & Showcasing Some Of The Best Living, Dining and Bedroom Furniture. We Look Forward To Seeing You At Hall 4, Stand D70. W W W. H E R I TA G E F U R N I T U R E U K . C O M SectionL.indd 183 HeritageJan18_4.indd 1

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184 | JFS Preview Hall 4

THE RECIPE FOR A COMPLETE TURNAROUND TCS (stand 4B20) believes that 2018 will be a seminal year for the furniture industry, and predicts a turnaround after some hard years for many independent retailers and multiples. In preparation for the industry’s key event, TCS has been hard at work conducting reasearch and product development in its bid to be the backbone of retailers throughout the UK and Ireland …







Inspired carpet collection



First on the wish list for TCS’ customers

Italian leather motion sofas and Royal

carpet and flooring company within TCS’

was a return to modular furniture,

Coil mattress collections. The company’s

stable has seen remarkable growth, in

which enables retailers to stock just one

stock levels have been further increased

part thanks to cross-selling to furniture

floor model yet offer a wide choice of

to help guarantee faster delivery times,


combinations and options. And, with a

direct to the end-customer’s door.

With bespoke space-saving displays

full range of Italian leather sofas on offer,

TCS will continue to expand into the

and ordering mechanisms that mean

the choices are almost limitless this year.

UK and Ireland mattress marketplace this

retailers never have to stock rolls or

year, and plans to introduce the Royal

cuts in their stores or warehouses –

some customers experienced longer

Coil Natural Collection to complement its

plus choices of design, price points and

lead times than it hoped to offer last

existing Royal Coil Contemporary Sleep

quality, TCS’ carpet stockists are well

year. Therefore, the company is now

and Essence, Opulence and Medi Comfort

catered for.

streamlining its entire stocked collection

mattress collections.

T 00353 429 351351

TCS admits that, due to high demand,

of British-made designer fabric sofas,

Comprising the Superb and Supreme


mattresses, these models now include a combination of pillow top and box mattresses, with a unique combination of wool, silk and cashmere fillings. Coupled with luxury damask coverings, improved comfort layers and high pocket spring counts, these fillings mean a product that will stand out in any bedroom setting. Designer upholstery collection

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Five years ago, TCS set out to offer TCS products for every room in the home, and TCS The Carpet Specialists was born. The

Contemporary Sleep collection

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186 | JFS Preview Hall 4

GLOBAL’S PROVEN CONTAINER OFFER Global Home (stand 4E30) launched in 2006, and has since become one of Vietnam’s leading manufacturers of wooden home furniture – retailers the world over enjoy the quality craftsmanship and competitive prices that Global’s manufacturing base enables them to offer.

Driven by a philosophy of creating

programme offers items from 20

innovative, affordable furniture for every

collections, with no restrictions and no

room of the home, Global’s talented team

minimum order quantities – cutting

modern, and an easy-to-navigate

of international designers consistently

down stockholding requirements and

ordering facility with full UK back-up

raise the bar in creating stylish,

facilitating speedier container loading.

stock for container programmes makes

original furnishings that delight – both

This proven method offers the retailer

Global Home’s stand a go-to for a

aesthetically and practically.

and buyers more flexibility to respond

growing number of UK buyers.

quickly to their respective demographics


Global Home’s mixed container

and customer requirements. Competitive and stable pricing, a


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M&P Ch


110 - Slat Side (& High Back) Chair

111 - Spindle Side (& High Back) Chair

112 - Fiddle Side (& High Back) Chair

114 - Slat Low Carver

115 - Spindle Low Carver

116 - Fiddle Low Carver


129 - Windsor Wheel Back Chair (& Carver)

122 - Slat High Back Granddad Chair

127 - Fiddle Back Rocking Chair

120 - Rush Seated Chair

293 - Child’s Rush Seated Chair

131 - High & Low Kitchen Stools

138 - Spindle Bar Stool

334 - Rush Seated Bar Stool

SHA3 - Shaker Chair (Rush & Wooden)

KEN1 - Kent Chair (Rush & Wooden)

CAR1 - Carra Oak Chair

CAV1 - Caversham Oak Wooden Seated Chair

SectionL.indd 187 M&P Chairs Advert.indd 1

21/12/2017 15/12/2016 19:29 11:18

Westwood Designs Ltd Cornwall Painted with Oak Tops – Classic design in an off-white finish with Chrome cup handles fitted to all cabinets. Natural oak tops complete the range, with Jute Baskets fitted to some items.

£239.90 £439.90

£39.90 Table 1.4-1.8m - £179.90 1.8-2.3m - £209.90 Dundee Oak – Double-rolled tops to Cabinets and tables, edging to doors, drawers and sides of cabinets. Cornice tops to Bookcase’s, Display Cabinets & Dresser tops. Solid Oak Turned Legs.



Table 1.4-1.8m - £194.90 1.8-2.3m - £229.90

W1.7m £179.90

Chair Oak seat £42.90 Faux leather £43.90

W1.6m £459.90



Bed 4’6 - £219.90 5’0 - £239.90 6’0 - £269.90

Montpellier Oak – 45mm thick tops, tapered legs to cabinets and tables. Brass Handles. Classic oak range.

SectionL.indd 188 WestwoodJan18.indd 1

21/12/2017 19:29


01295 670027 / 07500 038649


Unit 1, Glebe Business Park, Hornton Lane, Horley, Banbury, Oxfordshire, OX15 6BN Sienna Oak Range – 45mm thick tops, Rounded edge’s to tops, doors and drawers. Solid Oak raised panels to cabinets. Table 1.4-1.8m - £189.90 1.8-2.3m - £224.90


Chair Oak seat £39.90 Faux leather £40.90

Vienna Oak – Bedroom range with Bow Fronted Cabinets and beautiful sleigh bed.

Bed 4’6 - £224.90 5’0 - £239.90 6’0 - £269.90


Munich Oak – Solid Oak Planked 45mm thick tops. 120mm leg diameter. 1.8m, 2.2m and 2.6m Fixed Top Tables and matching seat benches.

Bench 1.4m - £79.90 1.8m - £94.90 2.2m - £119.90

Table 1.8m - £219.90 2.2m - £264.90 2.6m - £289.90

Westwood Designs Ltd is an Importer & Wholesaler of quality wooden furniture. We supply Bedroom, Dining & Occasional items across five ranges of Oak & Painted furniture, at unbeatable prices. The ranges are commercial, value for money & great quality. Nationwide delivery available. Direct Containers also available. UK Wholesale prices stated.

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190 | JFS Preview Hall 4

WIEMANN’S NEW WARDROBES START YEAR “WITH A BANG” Once again, award-winning German bedroom manufacturer, Wiemann (stand 4C50), is aiming to provide show visitors with plenty of inspiration for the year ahead …

Boston corner unit in champagne

Wiemann will be displaying more than

collection is Almeria, a contemporary

bi-fold doors in an array of wood, glass

18 models, ranging from entry-level to

white over-bed range based on the

and mirror finishes; Hollywood 4, one

top quality VIP and semi-solid wood. It

bestseller Luxor, plus two more classic

of Wiemann’s most popular sliding door

will also unveil three new finishes, new

ranges: Helsinki, a Shaker-style robe

robe options; and classic swing-door

lighting innovations and six new ranges.

available in dark rustic oak and polar

wardrobe range, Valencia.

Simon Hewitt, MD of Wiemann’s UK

larch; and Sydney, an oak reproduction-

On show from the promotional

and Irish agent, Litmus Furniture, says:

look model with a choice of bronze

category will be: Bern, a traditional-style

“We’re excited to start 2018 off with a

mirror, havana or white glass doors.

collection at an affordable price; Berlin,

bang at the January Furniture Show. We’ll

Other ranges on display from the VIP

be showcasing our latest additions to the

collection will include: Boston, a versatile

bedroom furniture; and versatile sliding

portfolio, including more than six new

bi-fold combi system available in three

robe range, Miami.

collections and three new colour options

matt and glass finishes; a revamped

– something for everyone in terms of

Shanghai range, a hinged and hinged-

products at competitive prices, Wiemann

style, functionality and price.”

combi robe offering with a shining

also offers a full delivery and installation

Lido, a flexible bi-fold, bi-fold combi

a comprehensive selection of stylish

As well as well-designed, desirable

multitude of glass colours; and the

service to all stockists, plus product sales

and slider robe in semi-solid wood,

popular sliding door range, Westside.

training and aftersales service via its

complemented by bronze mirror or

From the core range, visitors will

magnolia, will make its debut at the

be able to see: Kansas, an alternative

T 07787 106225


to bestseller Loft, with auto opening


team of regional sales agents.

The new VIP collections include: Cayenne, a dual-depth left- or rightaligned hinged robe in white, havana, champagne and pebble grey; and Cannes, a dual-depth hinged robe in havana and pebble grey. Visitors will also have the chance to see Cadiz, an extra-deep slider at 79cm, which is available in white with a new vertical and horizontal highlight strip design. Also to be launched from the core

SectionL.indd 190

Kansas robe in champagne

Westside four-door slider

21/12/2017 19:29


SectionL.indd 191 1 LitmusJan18.indd

21/12/2017 27/11/2017 19:29 08:47


FURNITURE SHOW see for yourself at

HALL 4 STAND A40 Best value assembled cabinet ranges REAL WOOD BEDSIDE CABINETS From only £32.99 REAL WOOD CHEST OF DRAWERS From only £109.99 REAL WOOD WARDROBES From £139.99 REAL WOOD SIDEBOARDS From £119.99 Minimum carriage paid order is just £500! Ongoing and repeatable Prices


t: 01738 630550 SectionL.indd 192

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JFS Preview Hall 4 | 193

A BRAND NEW JTW JTW will launch several new ranges at the NEC this year, across two show stands – one for JTW products (stand 4E51), and another dedicated to the first of the company’s new brands, Urban Chic (stand 4D60). The supplier is also launching another brand at the show – reclaimed pine collection, Farmhouse by JTW …


JTW was founded in 2009, and quickly found its niche, offering competitively-priced direct containers. Handling large volumes of product while maintaining low overheads, the company has been able to keep its prices low, making the supplier an attractive prospect for a growing number of UK retailers. As a small, family-run company, JTW operates on a flexible business

New chaise from JTW’s Urban Chic brand

model, enabling it to react quickly to changes in the market. In a bid to offer its customer base a point of difference, Farmhouse by JTW was developed in partnership with a factory that specialises in reclaimed pine. JTW will be holding stocks of this range. The next major development is Urban Chic by JTW, a collection of trend-driven upholstery, developed to meet the demands of the modern consumer. T 07983 137622 (Luke, JTW) T 07836 704277 (Kenny, JTW) Part of the Farmhouse by JTW line

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T 07957 143496 (Emily, Urban Chic) W

21/12/2017 19:30


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TEL: 01273 780031

21/12/2017 19:30

Come visit us at Stand 4D60 Hall 4

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Visit us at Stand 4E51 Contact: Kenny Gardiner 07836704277 or Luke Yaafe 07983137622

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Visit us at Stand 4E51 Contact: Kenny Gardiner 07836704277 or Luke Yaafe 07983137622

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17 11:23

JFS Preview Hall 5 | 201

Hall 5 – Living & Beds Adjustamatic Healthcare........................5H55

IFD..................................................................... 5A1

All Sofas........................................................5G80

JCS Furniture ............................................. 5F20

Annaghmore Agencies.............................5E60

Joy Glory.......................................................5B40

Aurora ........................................... 5G92

Kids Avenue..................................................5A10

Aussie HCL Furniture Co .......................5A60

Kidsaw .......................................................... 5A32


Kingstown Furniture................................5D20


Kunshan Skyline International Trade Co...

Birlea Furniture..........................................5G30


BJS.................................................................. 5H56

Kyoto Futons ....................................... 5B20:D3



La-Z-Boy..................................................... 5E30

Breasley Consumer Products ..........5C20

Lebus Upholstery ......................................5E10

Shankar UK .................................... 5G10

Buoyant Upholstery ........................ 5F30

Lifestyle Europe Furniture ................... 5B30

Sherborne Upholstery.................. 5C10, 5D10

Celebrity Motion Furniture............. 5D40

Limelight Beds.........................................5C45a

Signature Living........................................5G45

CFD Sofas..................................................... 5B73

Linked Resourcing .................................... 5J45

Simba Sleep................................................. 5E65

Cilek AS.........................................................5E48

M Sadiq Furniture .................................... 5C53

Sitting Pretty (UK) ......................................5H1

Classic Furniture (Binbrook) ................. 5J50

Martian......................................................... 5C70

SJ Units......................................................... 5D90

Cliveden........................................................5G83 Conform........................................................ 5H51 Cotswold Chair........................................... 5C53 Cowthorpe Oak Furniture............... 5H60 Deep Sleep...................................... 5G48 DeRucci.........................................................5D70 Dormeo UK .....................................5A62 Dundalk Furniture Direct ......................5G45 Easy Sleep Beds..........................................5G42 Foshan Aussie HCL Furniture...............5A60 Furmanac .......................................5D30 Furnico.......................................................... 5E30 Furniture Link............................................ 5C30 Furniture To Go...............................5C40

Highgate Beds

Giatalia.......................................................... 5A30 GIE Import & Export................................ 5F40 Global Furniture Alliance..........5E40, 5D80

Mason and Pearl.............................. 5F15

Sleep Therapy Beds .................................5E80

Haani Furniture ........................................5B60

Maxi Mover...................................... 5J10


Harrison Brothers.....................................5H25

Maysons....................................................... 5H20

Smart Trading................................ 5H60

Hayden Park Sofa Collection........... 5H48

Merek ........................................................... 5D86

Soames Clock Company........................... 5J20

Healthcare Co ...........................................5F60


Sofa Source .....................................5F22, 5G20



Sofahouse..................................................... 5B70

Highgate Beds ............................... 5H70

Mini Divani srl............................................5D47

Staingard ........................................5A20

Highgrove Beds ..............................5E20



Home of Beds............................................. 5D60

New Trend Concepts ..................................5F3

Stuart Jones................................................ 5H49

Hugge Mattress..........................................5D92

Park Lane Beds .......................................... 5E70

Sweet Dreams..................................5H10

Hydeline Furniture.......................... 5C15

Platinum Enterprise (UK) .....................5D48

The Artisan Bed Company...................... 5A70

Hyder Living .................................. 5A31

Posture Flex................................................. 5F72

The Furniture Company (GB) ........ 5D45

Protect-A-Bed............................... 5D43

The Great Chair Company...................... 5B50


Torelli Furniture UK....................... 5H47

Mason and Pearl

SectionM.indd 201

QFC ................................................................ 5F70

Ultra Furniture............................................5F10

Relax Seating .............................................5G60

Violino...........................................................5B40 .......................... 5D44

Vogue Beds................................................... 5C45

RJ Binnie.......................................................5G40

Welcome Furniture ...................................5B10

Salus Beds.......................................5C20

World Furniture NI ........................ 5H35


Worldwide Furniture Source ...........5E50

Scandinavian House .................................5A10

Yeh Brothers World Trade Inc............. 5H45

22/12/2017 10:35

202 | FS Preview Hall 5

Shankar (stand 5G10, 01902 399764, www.shankar. will launch new seating products from its Grande Designs and Espresso Living ranges, alongside many others. Shankar’s team is dedicated to helping new and existing customers increase their revenue. After attending the BCABA Network Business Awards in September, where Shankar won the Best International Trade award, the company continues to go from strength to strength in the UK and overseas with the support of its customers and suppliers.

Aurora Interiors (stand 5G92, 07908 826208, was launched in July 2017 by industry stalwarts Julie Summers, Lawrence Stone and Paul Albutt, and is working with a dedicated overseas factory to bring a selection of proven ranges to the UK market. These include: Scirocco, a solid mango range with complementary black wrought iron bases and handles; and Zephyr, a stylish industrial range with a fashionable zinc top, softened by warm sandblasted mango tones. Aurora is operating through a dedicated team of sales agents, many of whom the industry will be familiar with.

Sweet Dreams (stand 5H10, 01282 830033, sales@ will be presenting its latest ranges


at the NEC, a selection of which will sport special offers. Alongside the company’s core range of divans, frames and mattresses there will also be an extensive display of upholstery, including many models not previously exhibited. For example, there is the British-made Lennon – in a 3-2-1 plus stool format with pleasing retro styling – which features Duratech carded fibre to the seat cushions, and comes in Sweet Dreams’ latest range of 48 fabrics. Other new retro British-made models include Zappa and Donovan, while Marlborough is a stand-out corner suite. In the non-UK upholstery range, recliner models in fabric such as Trieste, and corner unit Urbino, sit alongside faux and part-leather recliner models. In beds, models from the luxury Pocket Air, Royal Pillowtop, Pocket Spring, Well Being and Enchanted collections will be on show, giving buyers a chance to see recent models and acquaint themselves with bestsellers such as Gwen Cashmere 1000, Gabriela 2000 and Magnarest Latex 2000 – the magnetic threads in the cover of which create a magnetic field, proven to increase quality of sleep and reduce aches and pains, while latex is the cool alternative to memory foam. In bed frames there will be a selection of enticing new wooden frames not previously exhibited – a number of which, like Fontaine, Cruise and Hathaway, offer matching bedroom cabinet.

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Magnarest Latex 2000

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MillyJFSJan18.indd 1

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11/12/2017 11:53

204 | JFS Preview Hall 5

Hayden Park (stand 5H48, www.

table, under-seat storage to maximise

orders they have repeated orders within promises to bring

space, and full motion power reclining.

the first week,” says MD Jon Higham.

game-changing technology and new

“Since the first models were launched

“Large stock levels are being held in our

designs to the show. Its new Clayton

into the UK market in the autumn, the

60,000ft2 warehouse, and being part

model features built-in wireless phone

business has taken on 56 established

of our warehouse stockist programme

charging – available on new Apple and

retailers as stockists already – for those

means you can repeat on all orders in

Android phones – plus a drop-down

who have already received their display

four to eight weeks. “We offer each model in contrasts of grey and brown, in a choice of different fabrics, with manual and power options. Customers wanting to join our container programme can choose their own range of fabrics from a master swatch book and split models across the container, including leather models.” The Hayden Park sofa collection features eight models, with two new ones to be launched at the show. “Plans for the future are also under way, with Hayden Park’s big focus to become one of the leading suppliers of recliners in the UK. In addition, we are increasing our warehouse space and stockholding over the coming months to ensure all core UK lines are always readily available for a three-day delivery if required,”


concludes Jon.

Mason and Pearl are a wholesale supplier of contemporary designed sofas and chairs. • All ranges stocked ready for immediate delivery from our UK warehouse • Two Man Direct Home Delivery

• No minimum orders

More details can be found at or by calling 0116 4422363. See us at the

MasonPearl_Jan18.indd 1

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Stand 5-F15

21/12/2017 12:54

21/12/2017 18:49

JFS Preview Hall 5 | 205

Furmanac (stand 5D30, www.furmanac. com) has a rich heritage of manufacturing, and is the UK’s largest adjustable bed manufacturer and a leading maker of upholstered beds and recliner chairs. This year sees Furmanac celebrate its 50th anniversary at the show, which, after exhibiting there for 20 years, the company also considers an important date in the diary. On display will be: the MiBed collection of innovative adjustable beds, including a new collection of GelAir mattresses; new upholstered bedframes in a variety of styles, with added features and highend fabrics; new Nature’s Comfort natural


tufted mattresses from the Hestia brand; and lift-and-recline chairs and sofas from MiChair. As the company enters this landmark year, it has reflected on the past and looked to the future. Furmanac will be donating some of its revenue to charities in the Midlands, as a thank you to its local community, and will continue to develop its skills in mattress and upholstery manufacture. Furmanac also plans to launch a special edition model to mark its big anniversary.

The Furniture Company will be launching a new range of product for 2018 at the show to expand on our core offer of great value for money, backed up with a service you can depend on.



FurnitureCoJan18.indd 1

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The Furniture Company (GB) Limited 319 Railway Street, Nelson, Lancashire. BB9 0JD T: 01282 697769 F: 01282 694500 E:

NEC SUN 21 - WEDS 24 2018

01/12/2017 11:54

22/12/2017 10:36

Container Pricing

At Home Servicing

Unique Products

UK Showroom

The Westminster 10� Powered Headrest

Dual Motor and Powered Lumbar Support Part of

Come and see us at the:

32 Wedgwood Road Bicester, Oxon, OX26 4UL

HALL 5 / Stand D85

01869 324600

SectionM.indd 206 PrideMobilityJan18.indd 1 Furniture show advert.indd 1

21/12/2017 13/12/2017 18:49 16:50 07/12/2017 17:28

17 16:50 7 17:28

JFS Preview Hall 5 | 207

Hampton Court

Smart Trading (stand 5H60, 01937 589188, will present its new Hampton Court bedroom range at the January Furniture Show. The range is available in oak, as well as an on-trend light grey paint with oak tops. New accessories from Smart Occasional will also be on display.

Hyder Living (stand 5A31, 01484

Building on the success of last year’s

homes tight on space.


Buckingham Ottoman, the supplier will

will offer new sofabeds, premium

launch a new style featuring a quality

on its premium bedframe line,

bedframes, ottomans, children’s

boarded base system. Available in 4ft

providing independent retailers with

bedroom furniture and hand-crafted

6in and 5ft sizes, thanks to its storage

products through a fast and reliable

mattresses with natural fillings.

capability the bed will be ideal for

drop-ship service. For 2018, it will

Hyder Living has also been focusing

launch new products that Sandringham

continue this successful formula. Hand-crafted in Yorkshire, the Natural Collection of mattresses will also prove a key focal point of Hyder’s stand. Made to order with natural materials such as horsehair and lambswool, combined with high-quality pocket springs, these premium mattresses are available in five core specifications, and can also be made to customer specification. Hyder Living will also present new lines in its broad collection of memory, pillow top and gel styles, as well as a range of affordable options. Known for its bunks and innovative children’s bedroom furniture, the supplier will also preview new products in its children’s furniture line.

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208 | JFS Preview Hall 5


Making its NEC debut this month, Mason and Pearl (stand 5F15, 0116 442 2363, www.masonandpearl. will launch 16 contemporary sofa and chair ranges, as well as displaying models shown for the first time at last year’s Manchester Furniture Show. The new models include a range of made-to-order designer leather sofas, and customers will be able to choose from a range of luxurious Milo

colours and grains of leather fabrics. Also being introduced is an expanded range of modern fabric ranges, which will soon be available for quick delivery or collection. Many of Mason and Pearl’s ranges are carried in stock at its centrally-located distribution centre, and all products are available with a two-man home delivery service and no minimum order requirements.


Where Elegant Design &

Where Elegant Design & Craftmanship cometogether! together! Craftmanship come

furniture & interiors furniture & interiors Launching: Launching:

January January


NEC NEC 21-24 JAN JAN 21-24 2018 2018 Stand: Stand: 5-H47 5-H47



(0141) 632 1025

(0141) 632 1025 137 Shawbridge St, Glasgow, G43 1QQ 137 Shawbridge St, Glasgow, G43 1QQ TorelliJan18.indd 1

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SectionM.indd 209 AccelerateBreasleySalusJan18.indd 1

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210 | JFS Preview Hall 5

PACK TO GO FORWARD It may be “business as usual” at mattress producer Breasley following the retirement of MD Stuart Hibbert last August – but there’s nothing run of the mill about the company’s current activities, discovers Paul Farley during a visit to the company’s Ilkeston factory …

Mike and Darren Crowshaw

It’s the run-up to Christmas, and

“There is some serious investment

The Crowshaw brothers have spent

Breasley’s Ilkeston factory is in full swing.

going on here, and we have Simba to

most of their adult lives working for

Vacuum-packed mattresses are at the

thank for much of this ramp up.”

the family company, making their

heart of the hubbub – Breasley is capable

But it’s not the case that all of

appointment upon Stuart Hibbert’s exit

of producing an astounding 10,000 a

Breasley’s eggs are in one box-shaped

week, making it one of the UK leaders in

basket. The manufacturer’s output is

this field, and the company’s output has

refreshingly diverse, ranging from the

as a software developer before joining

been running at full pelt since it added

more traditional mattresses and divans

Breasley 15 years ago. He’s been heavily

Simba’s bed-in-a-box production runs to

to upholstery fillings, pressure-relieving

involved in the operations side of the

its already-busy schedule.

cushions for the medical industry and

business since, running its technical

“We doubled our turnover in the

cleaning tools for industrial pipelines.

departments. Darren started on the

second half of 2016,” says joint MD,

As well as its sizeable white-label

factory floor 17 years ago, and has

“more of an evolution” than a change. Mike started his professional career

Darren Crowshaw, who now runs Breasley

production work for major retailers, the

fulfilled a more sales-facing role,

alongside his brother, Mike. “It was one

company is known for championing new

working closely with Stuart as a regional

of the most challenging years of our

directions – as its forays into female-

sales manager.


targeted branding (Naked Beds) and

Mike nods in agreement. “We’ve created quite a serious mouth to feed,” he says, describing the investment taking

Both are “quite technically minded”

motion-driven adjustable mattresses

and have “done a bit of everything” in

(Bionix) have demonstrated.

the factory, from production planning

Breasley was founded in 1973 by

to making the key decisions at the top.

place in new machinery, and pointing to

Darren and Mike’s father, Alan Crowshaw

As well as their considerable experience,

an extension survey taking place on land

(now acting CEO), together with Peter

customer knowledge and energy, the

adjacent to the factory which will house

Walker. Over the years, the pillowmaker

brothers have been instrumental in

a new foam block store (“just in case

became a foam converter and began

building the latest technologies into

anything happens with our foam supply

to manufacture consumer products,

Breasley’s business model, helping it stay

in the future” he adds wryly, hinting

operating from sites in Hyde, Greater

ahead in a competitive market.

at the foam shortages threatened last

Manchester, as well as the Derbyshire


factories in Wirksworth and Ilkeston.

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Take, for example, the use of radiofrequency identification (RFID) tags,

21/12/2017 18:49

JFS Preview Hall 5 | 211

which mean each mattress can be tracked from cradle to grave – and that the packing and rolling machines can identify different SKUs and respond appropriately, making the production lines incredibly flexible. “We started using RFID tags eight years ago, originally for tracking returns,” Mike explains. “Now they’re used throughout the production line, and are tied in with our invoicing procedure. Ideally, we’d like to improve that integration to give the end customer the ability to trace each mattress, from the start of manufacture to delivery at their door. “I’m 99.9% sure no-one else in our industry uses RFID to this degree – and

Salus Natural Willow 4350 with Pimlico headboard

even if retailers aren’t asking for it now, they will expect it in the future.” it a go-to for forward-thinking partners

entry level through the i-plus collection;

also help guide Breasley’s mattresses

– including industry disruptors such as

a new Viscoool collection with Scensic

through the recycling process at the end

Simba, which has been keen to capitalise

technology; and, new to the Salus brand,

of their lives. “Of course, you lose contact

on Breasley’s ability to produce pocket-

a foam-encapsulated Naturals Collection,

with many of your models when they’re

sprung mattresses that can be rolled and

which features a Purotex probiotic finish.”

sold, but this ability could become more

folded into a 1m-high box.

Darren adds that this technology could

important as more and more consumers

The recent Bed Show saw the relaunch

That’s three different ranges, with three different stories. “Previously, Salus

start to focus on sustainability.” he says.

of Breasley’s flagship collection, Salus,

had been criticised for its lack of sub-

“By the way,” he adds, “we’ve been

which now comprises just nine models.

branding,” explains Darren. “People had

told that our mattresses are some of the

Breasley’s own vacuum-packed mattress

commented that it all felt a bit flat.

easiest to recycle in the industry – we

offer, Uno, has been simplified in line with

“We think we’ve now completely

don’t use fasteners, so deconstructing

“everything we’ve learned over the last 12

addressed any criticisms, and come up

them so that the separate components

years in this factory”, and the company’s

with a collection that really delivers on

can be returned to each supplier is much

boxed mattress proposition, You, will be

what our retail partners want on their

easier than those made using more

relaunched in a “more focused version”

shop floors – and what consumers

traditional methods.”

on stand 5C20 at the January Furniture

are looking for in the way of comfort,

Show this month.

technology and price.”

According to Darren, the company’s in-house skills base is a key strength –

“Back in September, we made the

from software developers to machinery

Salus range a more focused offering,”

is the new price structure it facilitates.

engineers, Breasley’s development is

says Darren. “In the words of our R&D

“The main feedback we’ve had so far

rarely reliant on outside parties. The

department, it’s a ‘trio of trios’, covering

is that we’re back in the sweet spot

company’s ability to innovate has made

good, better, best, across three areas:

on price,” says Darren. “Thanks to

The bigger impact of this consolidation

component price hikes, last year was

“There are fewer SKUs and deviations, so we can offer better service levels, increase capacity and move towards longer production runs”

difficult for anyone who sold foam-based products – and prices across the board went up to unrealistic levels. We’ve now lowered the price points, and are better representing the brands in the market at the same time.” Mike adds: “Of course, from a manufacturing perspective you want less SKUs, but you still have to offer the consumer a good selection. I think we’ve got the right balance now – there are fewer SKUs and deviations, so we can offer better service levels, increase capacity and move towards longer production runs.” It looks like Breasley will be enjoying the

An example of Salus’ foamencapsulated Naturals Collection

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lion’s share of this market for some time. W

21/12/2017 18:49

212 | JFS Preview Hall 5

UPLIFTING FABRIC STORIES FROM BUOYANT Buoyant Upholstery (stand 5F30) brings over a century’s worth of knowledge, experience and quality to every piece of furniture it makes. The company plans to launch the results of a new partnership with designer fabric specialist ILiv, comprising five themed collections – at this month’s show …


Together with ILiv, Buoyant has created

Scandi style, and boasting rich colours

Buoyant Upholstery is committed

an inspiring collection of sofas and

in retro designs to create an impactful

to making the best products, offering

accent pieces, based on five themes –


outstanding service and maintaining the

Scandi, Country, Classic, Contemporary and Glamour.

This partnership allows customers to

keenest prices, and is a firm member

build and design their own sofas using

of the BFM, lending the association’s

the curated accent fabrics and plain

Great British Furniture campaign support

collaborated with ILiv to match the fabric

fabrics, making it even easier to specify

whenever possible.

specialist’s unique fabric perfectly to

the perfect combination for their home.


For each collection, Buoyant has

specially-selected sofa shapes. The ILiv fabrics that accompany these five new collections comprise: Imperio, an opulent story of decadent velvets and shimmering textural wallcoverings in an array of colours and textures; Matrix, a mix of abstract, geometric and organic designs to create a striking, modern interior; Dimensions, a sleek collection of contemporary weaves, decorative velvets and surface print wallpapers; Sketchbook, a delicate collection of hand-drawn botanical designs in an array of muted colours; Highgrove, an eclectic collection of heritage and archive fabrics, inspired by classical English homes and gardens; and Nordic, inspired by the distinctive

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Country, one of Buoyant’s five new themed collections

21/12/2017 19:02

Buoyan Telephone - 01282 691631

Come and see us at the January Furniture Show Hall 5, Stand F30 at the NEC from 21st – 24th January 2018. Buoyant Upholstery are pleased to announce that we will be launching our new & exciting partnership with ILIV.


SectionN.indd 213 1 BuoyantJan18.indd

21/12/2017 10:04 19:02 30/11/2017

Style and comfort in the bedroom

T • 01924 274465

SectionN.indd 214 DeepsleepJan18.indd 1

| F • 01924 278280 |

21/12/2017 19:02

Your natural sleep choice

Unit 2, Warneford Avenue, WakeďŹ eld, Ossett, WF5 9NJ

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21/12/2017 12/12/2017 19:02 12:00

216 | JFS Preview Hall 5

A WORLD OF DIVERSITY World Furniture NI (stand 5H35) just enjoyed the biggest month in its 20-year history. But what is happening at the company to create such growth? Its latest catalogues reveal one of the key reasons – a diversification into contemporary design …

Building on its reputation for dining

World Furniture’s employees have both

length of the table and finished with

chairs, World Furniture is offering a

the qualifications and skills to ensure

black antique-brushed U shape legs;

selection of oak-match designs in an

manufacturing processes are consistent,

the Raffles dining chair, a retro design

array of fabrics and faux leathers. Its

in accordance with UK law, and executed

finished in a range of antique faux leather

unique Kensington chair remains a top

to the same high standard every time.

and fabrics;

seller across the nation, and is typically displayed in its range of eight colours. There is also an extensive range of dining set designs, colours and materials, all offering the retailer that vital ‘something different’ for the shop floor.

It may be a costly and time-consuming

Rossini, an eye-catching chair that will

process, but the company has already

complement any dining table and comes

seen the benefits of offering product in

in four colours, finished with antique-

which customers can feel confident.

brushed black legs; and the Lucca dining

New models unveiled at the show this

table, part of a high-value set in modern

month include: the Rialto dining table,

white or latte gloss/glass, which can be

a modern twist on the industrial theme,

mixed with any of the company’s large

years, we’ve heard our customers say

which features a high gloss and glass

range of dining chairs.

at every show that they want to see

tabletop designed in two pieces along the

MD Marc Bunting says: “Over the

Due to customer demand, World

something different. Whilst oak remains

Furniture will also be launching three

strong, and always will, we took the

occasional ranges in gloss, glass and oak

decision to focus more on stepping out

foils, as well as the latest fabric additions

of that environment to explore material

to its successful Chloe and Durban sofa

combinations, adding value so we have

collections – both models have been

products that are both different in design

strong sellers for a number of years, and

and commercially desirable.

with new grey and oat fabrics this trend

“We seem to have found that niche, and will continue to develop within it.” In addition to its products’ design

is set to continue. With over 20 dining sets and over 60 types of chair, World Furniture’s

and price, the company has invested

collection provides a diverse range of

heavily in quality. For the past two

unique fabrics, distinct colours and

years, all goods have been inspected

registered designs, offering customers a

at source by its own employees. With

real point of difference.

their [QC specialist] SGS background,


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218 | JFS Preview Hall 5

HIGHGROVE’S ENGAGING THREE-TIERED OFFER Highgrove Beds Group (stand 5E20) is an ambitious, well-established, bed manufacturer that has made the industry sit up and take notice over the last few years. The company returns to the show this month to launch its latest collections, alongside several new trade and consumer-focused innovations.

The group targets consumers with a good, better, best approach

Last year, Highgrove celebrated 15 years of business, and its

extensive range, including: German-engineered pocket-spring

progress was recognised at the 2017 NBF Bed Show Awards when

systems; luxury natural fibres such as cashmere, silk and wool;

it received the runner-up accolade in the bed manufacturer of

and latex, gel, Ergo Sense soft foam and memory technology.

the year category. The group now has three distinctly different brands in its

The collection is available in an incredibly flexible range of sizes and storage options, and is supported by the company’s

stable, specifically targeting consumer groups with a good,

industry-leading Faster Sleep seven-day delivery service, and an

better, best approach.

extensive retailer PoS support package.

The first of these is Highgrove, one of the UK’s fastest-

Next is Sanctum, a relatively new brand targeted at the

growing bed brands, now well established in the marketplace.

premium end of the market, which features a wide range of

Fine materials and components feature throughout this

UK-crafted luxury pocket-sprung beds. The hand side-stitched mattresses benefit from the fine natural materials including Platinum-standard British wool, silk, mohair and cashmere. An extensive range of base options in stylish covers – including enhanced drawers – is also available, along with a range of headboards. An in-store PoS package is provided free of charge to stockists committing to at least a three-bed display, and consumers can take confidence in Sanctum’s 10-year warranty. Finally, there is moresleep, an entry-level collection which has already made an impact since its introduction in 2016. moresleep focuses on providing stockists with a wide range of

The Sanctum range on display at last year’s NBF Bed Show

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value-for-money mattress specifications. W

21/12/2017 19:02





We are exhibiting at the


HALL 5 H48 CONTACT: T: +44 122 9828 568

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WELCOME STAND 5C40 Come and meet the FTG Team. We will be on hand to show how we can work with you. We appreciate that your time is limited, and it is a busy show to get around, but we really hope that you can come and spend some time with us. We are developing all the time, and this year see’s the introduction of our first range of sofas plus 3 new exquisite collections. As with all our products they are available for Next Day Delivery. So, come and meet us, and catch up with our new and best-selling ranges.

CLEVELAND STYLE MADE SIMPLE Nova Light Grey or Nova Antracit.

We look forward to seeing you at the JFS2018 Hall 5 Stand C40.

Win an iPad Online life needs an iPad – Just come to the stand and be scanned, or leave your business card for a chance to win one. It’s as simple as that. No purchase required.

HAVANA STUNNING, ELEGANT AND PRACTICAL A deep shade of Lefkas Oak combined with matt black fronts.

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Welcome to our 2018 showcase Each year FTG are developing new ranges, and this year is no exception. We really enjoy the January show, as it gives us a chance to catch up with our existing customers, and meet new ones. The products speak for themselves when on display, but the show also gives us a chance to explain our Next Day service proposition. We look forward to seeing you soon.


TOLEDO STRIKING AND SOPHISTICATED A combination of white high gloss fronts with sterling oak tops.


MODERN, STUNNING AND FUNCTIONAL Stirling Oak combined with matt black fronts.


ORDER 24/7




Furniture To Go, 3 Keel Close, Interchange Park, Portsmouth, Hampshire PO3 5QD - T: 02380 517067 E: -

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21/12/2017 14/12/2017 19:02 11:14

222 | JFS Preview Hall 5

TAKE A LOAD OFF AT THIS YEAR’S SHOW Show visitors looking for transport solutions should see Maxi Mover (stand 5J10), which manufactures and supplies class-leading low floor Luton vans, and offers a complete range of the latest sizes, specifications and accessories. Maxi Mover’s low loaders eliminate the need for a tail lift, resulting in an increased payload and quicker loading

Each Maxi Mover van is hand-built to last to the highest standards by a team of experienced coachbuilders. According to Maxi Mover, low-floor Luton vans are ideal for deliveries, or to be set up as show vans. The company’s low loader delivery vans offer high volume capacity – up to 38m3 – whilst still maintaining a gross vehicle weight of 3500kg, and therefore can be driven on a standard car licence with no tacho or restricted driver hours.

Maxi Mover’s low loader delivery vans offer higher capacity than the company’s competitors

The unique low loading height eliminates the need for a tail lift, which

for weight, durability and – most

tested, Maxi Mover offers the furniture

means no additional maintenance, an

importantly – strength, Maxi Mover has

industry a strong transport proposition.

increased payload and a quicker loading

developed what it believes to be the best

Each vehicle is designed and built to

time. In short, these vans are a stylish,

vans in the business.

the customer’s unique specifications

modern alternative to the traditional 3.5t Luton and panel vans. After evaluating numerous design drawings and testing the latest materials

SectionN.indd 222

Offering optimum design and build

and requirements, with further bespoke

specification, and ensuring that all

options and accessories also available.

the obstacles and requirements have

T 01673 863300

been rigorously addressed, tried and


21/12/2017 19:02


Staingard - market leaders in the provision of Furniture Care Plans and Care Kits.

Introducing new for 2018... ...the expanded Mattressgard range plus the best range of floor protection and furniture glides.

Mattress Protectors


• • •

• • • • • • •

Waterproof HPU membrane Hypo-allergenic & anti dust mite Moisture control Machine washable 10 Year warranty Special sizes available Available in colours 2 in 1 fitted sheet style

SEE US AT THE JANUARY FURNITURE SHOW - STAND 5-A20 SectionN.indd 223 1 StaingardJan18.indd

Felt Pad Floor Protectors

Protects your flooring Easy to use Available in various sizes and colours Fully adhesive

Teflon Glides • • •

Protects your flooring Simple to fit and install Strong sturdy base

For more information call:

01244 888 658 21/12/2017 01/12/2017 19:02 10:07

224 | JFS Preview Hall 5

RISING STAR Highgate Beds (stand 5H70) is set to build brand awareness among both retailers and consumers in 2018 – by reinforcing its belief at this year’s show that its Healthopaedic brand is the answer to getting the best possible night’s sleep …

SportLine 1000 in mustard

As well as an addition to the Healthopaedic brand – featuring

Additions to the Healthopaedic brand helped the company

Highgate Beds’ next-generation Zero Gravity technology –

maintain its sales momentum throughout 2017, and the latest

the company will unveil designs such as the SportLine range

models are set to ensure its continued success throughout 2018.

of Medicpaedic mattresses, which also feature Zero Gravity technology.

The January Furniture Show is Highgate Beds’ principal annual showcase, and once again the company is based in a

The vibrant SportLine range comes in a variety of spring counts, while new 37.5 comfort zone technology works to enhance the body’s natural cooling mechanism.

prime position next to the VIP bar in Hall 5. With its on-trend mattress designs, and bases in exclusive colours – plus, of course, its trademarked Zero Gravity

Highgate has also expanded its fabric range by bringing out

technology – Highgate Beds promises visitors a fresh portfolio

a new swatch, Epsom– a rugged faux leather – which features

that really must be sampled to be believed.

well-finished tan, marble and brown tones.


SportLine4000 in Ascot grey

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SportLine 1500 in steel

21/12/2017 19:02


It can only be…


+ 44 (0) 1924 454 678 SectionN.indd 225 HighgateJan18_Fullpage.indd 1

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It can only be…

SectionN.indd 226 HighgateJan18_DPS.indd 1

21/12/2017 19:02


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228 | JFS Preview Hall 5

FLAT-PACK LEADER TAKES FRONT-SEAT ROLE With operational improvements and the addition of yet more lines to an already-extensive range of commercial products, 2018 is set to be a big year for Furniture To Go (stand 5C40) …

Cleveland chaise-longue

The January Furniture Show will be the first time that sofas have been available from the company – a continuation of a strategy which has led it to where it is today, as a market leader in flatpack furniture. “One of the things that has always set us apart has been our commitment to continued improvement,” says Paul Sheldon, director of sales and operations. “We pride ourselves on responding to customer needs, which is why a two-way conversation is so important. “The growth we have experienced has made it necessary to increase our warehouse capacity to cope with demand, and we’ve made some operational changes to improve efficiency –


and, in turn, customer satisfaction. Having worked in furniture retail, I can attest that it’s the new ranges that will excite our customers, and their customers.” These ranges are stylish with clean lines, and either a white

“We’re always looking to improve and increase what we can offer our customers,” says Paul, “and because we already do

high gloss finish (Toledo) or matt black (Monaco and Havana).

everything, from beds to dining sets, it seemed like the next

The aforementioned sofas are a slight departure from the

logical step to add armchairs and sofas. Now someone could

norm for Furniture To Go, but something the company has been

realistically furnish every room in their house with our products,

planning for a while now.

which is of course great for us and takes a lot of hassle away from retailers and end customers. “We needed to take time to be very clear in our mind what we were looking for – modern, comfortable, hardwearing and functional.” In a busy industry, Furniture To Go prides itself on taking as much stress out of retail as possible. The company handles everything from import to delivery, leaving customers to do what they do best - sell. Whether it is a retail store showing off one of Furniture To Go’s unbranded brochures and roller banners, or an e-tailer putting products on a website using the images and data available for download, the message is still the same, says Paul – “we do the hard work for you.”


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230 | JFS Preview Hall 5

NEW MATTRESS VISION FROM SLUMBERDREAM Since Slumberdream (stand 5E80) started making beds and mattresses over 30 years ago, it has continually invested in machinery, staff and market research to enhance and extend its collection – highlights from which will be on display at this month’s show …




With over 50 beds from which to

which offers 2000 pocket springs in a

new beds – all manufactured in the UK –

choose, Slumberdream covers the entire

king-size mattress, plus memory gel and

join its existing Cool Blue Memory, Latex

product spectrum, from budget models to

soft layers of fillings, soft-touch knitted

and Memory Gel Foam bed collections,

pocket-sprung luxury beds. The company

fabric, air flow borders with vents, and

plus its higher-end Sleepking and

also offers a range of models featuring

a micro-quilted finish. This no-turn

Healththerapy ranges. The group also

storage facilities, plus attractive and

mattress offers hypoallergenic body

specialises in back care models.

fashionable covers in prints, knitted

pressure relief, and a micro-quilted divan

polyester and different qualities of woven

base with shepherd castors and linkage

model is overseen by skilled craftsmen



who inspect each bed at every stage of

New mattresses include Amber, which

The final example is Mayfair, which

The production of every Slumberdream


has over 1000 individual nested pocket

features memory elastic foam on an

T 0121 773 6669

springs in a king size mattress, several

orthopaedic spring unit, and air flow


layers of fillings, a hand-tufted finish,

borders with handles and brass air

two rows of hand-stitched borders with

vents. According

handles and air vent, and woven damask

to Slumberdream,

fabric.Storage options are available, as

this no-turn

are headboard and divan bases in ten

mattress shapes

fabric colours.

to the contours of

Next is Royale Deluxe, a medium-firm

the body, offers

mattress with a 13.5 gauge open-coil

a micro-quilted

Bonnell spring unit with rod frame,

mattress finished in

layers of polyester fillings, a micro-

Health Guard anti-

quilted finish, vertical stitched borders,

static, stress-free

and a chenille-effect divan base. Storage

knitted fabric, and is

options and different colours are

available in six faux


suede colours.

Then there is the Memory Gel 2000,

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21/12/2017 18:44



lifestyle oak furniture

Hampton Court Bedroom Now in oak, and grey with oak top

5 drawer narrow £159

Wardrobe £229

Dressing table £189

3 over 4 chest £239

Bedside £59

Bedside £69

New dining chairs for 2018


Skipton chair £69

Hall 5 - Stand H60

York chair £49

All ra nges also avail ab in 20 & 40 le f oot cont aine r direc s t

Occasional Now available in grey with oak top

Tower cabinet £59

2 over 3 chest £199

Small sideboard £139

Nest of 3 £69

Telephone table £79

Corner TV £109


Bevelled Mirrors With 3” curved oak or cream painted frames


01937 589188 48” x 12” £45

SectionO.indd SmartJan18.indd2311

40” x 30” £55

36” x 24” £50

30” x 20” £40

20” x 16” £30

21/12/2017 18/12/2017 18:44 15:46

232 | JFS Preview Hall 5

SWEET DREAMS ADDS BREADTH AND VALUE Sweet Dreams’ (stand 5H10) latest models promise to tick all the boxes when it comes to retail sales in the New Year.

Marlborough corner unit

Gabriela, from the Pocket Spring collection

Sweet Dreams’ focus this year is on

therapy to counteract stress and aches

mattress specs, and attractive benefits.

and pains.

Its Luxury Pocket Air beds and Royal

The Pocket Spring collection features

Urbino Standard

Visitors should also look out for the latest British-made fabric upholstered beds, alongside Sweet Dreams’ own

Pillowtop offer the supportive feel that

Gabriela, with a hand-stitched border

comes with high spring counts, and also

– something one might expect on a

contain the extra fillings that consumers

high-end model – while the Enchanted

corner unit with attractive styling,

are looking for – memory foam, latex,

collection offers two types of mattress,

features Duratech carded fibre to the seat

gel, wool and cashmere.

covering foam-encapsulated pocket

cushions and buttoned back cushions,

springs and foam blocks. The first sports

and is offered in Sweet Dreams’ latest

collections that boast special fillings.

delectable pillowtops and luxury fillings

range of 48 fabrics. Other new British-

For instance, its Well Being collection

– silk, wool or cashmere. The second type

made models include Lennon, Zappa and

offers pocket spring beds with covers

features removable soft-knit covers and,

Donovan, all of which have a retro feel. A

with special health-promoting qualities

inside, additional latex or memory foam.

speedy lead time for this made-to-order

Yet it is not only Sweet Dreams’ luxury

– there is Cooler Touch, which conducts

Together with mattress covers in

upholstery collection. The new Marlborough, a four-seater

British upholstery enhances the range’s

heat away to make for cooler, more

damask or soft knit, and bases in a choice

comfortable sleeping even on memory

of colourway, Sweet Dreams offers the

foam, and Magnarest, with its magnetic

added-value extras that help make its

non-UK upholstery range, which will

models bestsellers.

be bolstered by two new fabric recliner

For those who prefer bedframes, the

Cooler Touch, from the Well Being collection

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appeal. Finally, there is Sweet Dreams’

models, both with leather trim: Trieste,

option of matching furniture increases

a 3-2-1 manual recliner that comes in

the likelihood of a sale. Sweet Dreams

a choice of two colours; as does Urbino,

provides several bed frames to match its

a corner suite, which can be selected as

furniture, which cuts down on display

a four- or five-seater. Urbino Standard

space required, and these beds will be

features two manual recliners, while

exhibited for the first time at the show:

Urbino Deluxe features two power

Cruise (in two colourways) with integral


drawers; and the curvy Finch.


22/12/2017 10:41


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21/12/2017 04/12/2017 18:44 11:49

234 | JFS Preview Hall 5

KEENLY-PRICED PACKAGES PROMISE TO IMPRESS Liverpool-based wholesaler World Wide Furniture Source (stand 5E50) was established in 1969 by John Higginson, and is now one of the fastest-growing trade furniture businesses in the UK.


World Wide Furniture Source’s principal

will be on offer – visitors are invited to pick

trends. Its customer base spreads far and

focus at this year’s show are new sofa

up a brochure and price list from the stand.

wide, from the UK and Ireland to Europe

World Wide Furniture Source prides

and beyond, and its products are globally

ranges, as well as a number of impressive six-piece bedroom packages, and a

itself on providing “outstanding”

sourced, ensuring the prices are always

budget three-piece bedroom set which is

customer service, together with a product


set to prove popular with the company’s

range that adapts to suit ever-changing


landlord client base. One of the new bedroom packages is Opal, a French-style, silver, six-piece set. Featuring ornately carved legs and attractive handles, Opal includes a double bedframe, two bedsides, tall chest, dresser chest and mirror, and represents impressive value for money when sold as a complete set. Another is Alfi, a bargain three-piece which comprises a generous two-door robe, five-drawer chest and two-drawer bedside, available in three colours including on-trend grey. Then there is the Phoenix, a 3+2 recliner in leather gel, which is also available as a corner group. Many more sofa and bedroom models

SectionO.indd 234


21/12/2017 18:44



6 piece set


£550 sho offe w 6 pie r c set e

showr offe e c 3 pie t se


6 piece set

200cm width





Visit us at the January Furniture Show 2018 Hall 5 Stand E50 Worldwide Furniture Source 198-202 Breck Road, Liverpool, L5 6PX T: 0151 263 5392 0151 260 5201 E:



Twitter: @wwfs2016 Facebook: worldwide furniture source Linkedin: world wide furniture Instagram: world wide furniture source

SectionO.indd 235 1 WWFSJan17.indd

6 piece set

21/12/2017 08/12/2017 18:44 15:27

236 | JFS Preview Hall 5

DEEPSLEEP TARGETS WIDER MARKET REACH Deepsleep Beds (stand 5G48), based in Ossett, West Yorkshire, is a leading manufacturer of quality mattresses, divans and headboards to suit a broad spectrum of the UK market.

Euphoria 1000 on ottoman side lift base with high footboard

Two years ago, Deepsleep Beds acquired

Deepsleep has again looked at new

and moved into a 120,000ft2 factory to

fabrics along with fillings, construction

facilitate production and meet the ever-

techniques and quilt designs to allow it to

growing demand for Deepsleep products

take the comfort levels of its mattresses to

and the company’s intended expansion

new levels, while maintaining quality and



Thanks to a constant programme

Last year, Deepsleep made good

of investment in up-to-date machine

progress in what it describes as a

technology that allows Deepsleep to meet

“challenging marketplace”. To maintain

today’s consumer demands, the company

its growth, it has met these challenges

is now poised to unveil innovative new

head on, adapting to offer continual

mattress, base and headboard designs for

consumer appeal.

2018, plus new PoS materials. Deepsleep Beds’ January Furniture Show

complete its representative coverage of all areas of the UK. To ensure customers

and Comfort In The Bedroom, which has

receive the best possible delivery service,

been achieved by researching new fabric

Deepsleep is placing an emphasis on

ideas and being bold enough to use them

higher stockholding, while at the same

in a tasteful way on base and headboard

time its truck fleet will continue to be

designs. According to the company,

upgraded and expanded to ensure that

these will make them appeal to younger

delivery service is maintained for all

generations while making the bed more of

existing customers, plus those customers

a personal statement or focal point.

in new areas.

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Gilt-edge Windermere 3000

This year, the company plans to

debut will have an emphasis on Style

From the comfort perspective,

Memory Elite on Pall Mall foot-end padded base

T 01924 274465

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238 | JFS Preview Hall 5

CELEBRITY PUTS PLANS IN MOTION Bolstered by new staff and technology, Celebrity Motion Furniture (stand 5D40) plans to launch several fresh recliners and settees at this year’s show. Launching at the show is the new Somersby ZipSpeed range. A modern twist on the traditional recliner, the Somersby is adapted to suit today’s living. Recliner chairs are available in three sizes and a choice of five actions, and all the powered models are available with an option of a new advanced design handset, or a stylish power button with integrated USB charging point. The split three- and two-seat settees are ideal for those with access limitations, and with a choice of over 100 fabrics, accent scatter cushions and 30 leathers, there is plenty of opportunity to customise each suite to complement any interior. Ikon launched last year, as the demand for modern designs became greater than expected. At this year’s show, Celebrity is launching a variety of additional Ikon recliner designs – all available as riser recliners and suitable for VAT exemption where appropriate. Based on retailer feedback, the company has also developed competitively-priced matching fixed Ikon settees. With comfort key, and no compromise on design, the new Ikon Eclipse is an impressive combination of functionality and style. Celebrity employs over 180 staff – from those celebrating more than 25 years’ service to award-winning apprentices. Wayne Hollis took on the role as the company’s MD after the retirement of Ron Nicolson last year. Wayne started with Celebrity over 28 years ago on a Webs apprenticeship scheme, and has worked his way up the ladder ever since, gaining the relevant skills along the way. Through his extensive product knowledge and desire to

Ikon Eclipse

move the Celebrity offering forward, Wayne has developed new product under both the Celebrity and Ikon brands, introducing the latest trends and technologies relevant to the motion furniture market sector.

All Celebrity and Ikon upholstery is manufactured at Celebrity’s Nottinghamshire factory, and over recent months Wayne’s team has introduced new technology and equipment to run smoother and more efficient manufacturing processes, while investing heavily in product development. More recently, Ian Hayes joined Celebrity in the role of sales and marketing director. Ian has an extensive experience of working with independent customers, buying groups and regional groups, and has specialised in helping small- to medium-sized businesses understand their current market, customer needs, trends and developing strategic plans to move their businesses forward within the current climate. W

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Introducing IKON A New And Exciting Range Of Luxury Recliners


To Find Out Mor T More e About The New IKON Range

4 Week

5 year Guarantee

Made in the UK

4 Week Delivery

Visit the Celebrity stand at the January Furniture Show 2018 Hall 5 Stand D40

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SectionO.indd 239 CelebrityMotionDec17.indd 1


Tel: +44(0)1623 440626

Tel: +44(0)1623 444896

21/12/2017 07/11/2017 18:44 08:54

240 | On Location


Barker and Stonehouse, Guildford Barker and Stonehouse always manages to provide something ‘different’ for its customers – not only thanks to a diverse product range, but also by ensuring that the structure, design and layout of its stores surpass the expectations of anyone visiting an out-of-town retail outlet … Following the launch of its Hove store in April, Barker and Stonehouse continued its expansion into the South-east by opening its 11th bricks-and-mortar location – in Guildford, Surrey. Representing an investment of £10m, the store is located on the Ladymead Retail Park, on a site that was once home to the Guildford Fire Station.

“We look forward to becoming part of Guildford’s cultural landscape”

Offering 42,000ft2 of retail space across two floors, the store boasts dramatic architecture, plus imaginative room sets and visual displays fashioned from an array of Barker and Stonehouse’s furniture and accessories. As well as a selection of designer furniture ranges, the store houses renowned brands such as Timothy

Simple Form, living – Gino swivel chair, Genesis coffee table, and Livata corner group in brushed fabric

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On Location | 241

Wylie corner sofa, Winnie side table and square coffee table, and Edward wooden floor lamp

Oulton, Ercol, Riva 1920 and Vi-Spring, as well as new names including Yask and Huutt.

Seascapes - Hancock large sideboard, bench and fixed-top dining table, plus Ashton dining chair and cement boat with sail

To successfully convey this product offer to today’s customers, Barker and Stonehouse has installed two interactive 82in screens, as well as two totems for perusing the retailer’s full homewares collection online. Visitors also have the chance to relax in the on-site Queensbury Coffee House. Store manager Ian Whiskin oversees a team of 24 at the store itself, while 10 additional jobs have been created at the retailer’s warehouse in nearby Crawley. “Surrey is the ideal location for Barker and Stonehouse,” comments MD James Barker. “Thanks to an already thriving community and a calendar of local events, we look forward to becoming part of Guildford’s cultural landscape.” As the UK’s largest retailer of

Address: Ladymead, Guildford, Surrey GU1 1DL Opened: 26th December, 2017 Footprint: 42,000ft2

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242 | On Location

Seascapes - Pablo chair and Helix grey rug

Explorium - Shimla six-drawer chest and world globe on base

reclaimed furniture, Barker and Stonehouse is also mindful of its impact on the environment â&#x20AC;&#x201C; and its Guildford store is no exception, employing a mix of energy-saving lighting and thermal insulation that has been incorporated throughout the buildingâ&#x20AC;&#x2122;s construction. W

Explorium - Frontier two-door wardrobe, king bed and one-drawer bedside, plus antique brass task lamp

SectionO.indd 242

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A Brand New Furniture Range Offer the full Alphason furniture range to your customers without the associated storage and shipping challenges. • Full access to over 250 products available for next day delivery. • Offer a comprehensive range including TV Stands, home office furniture, TV brackets and occasional furniture. • Access to fantastic product and lifestyle imagery and specifications to help you sell more. • Superior quality products with dedicated quality control.

See us at: Hall 4 / A67 Over 30 Years of Design Heritage, Quality & Innovation // 01279 501 111

SectionP.indd 243 ArmourHomeAlphasonJan18.indd 1

21/12/2017 12/12/2017 19:11 11:08







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06/11/2017 10:45

21/12/2017 19/12/2017 19:11 14:28



Over the course of 25 years, Alba Beds and Furniture

Athens, Alba Beds and Furniture’s most popular new model

(0208 595 4202, has positioned itself as a one-stop shop for UK furniture retailers. The company launched its 2017/18 brochure last summer, and has worked hard to develop new ranges while reinforcing its bestsellers from years gone by. Alba’s new upholstery division enables the company to provide customers with a truly bespoke service, offering everything from headboards to sofas, all manufactured in the UK in a variety of fabrics. The star of the show is its new upholstered bed, the Athens. Handmade in Alba’s factory in London, it comes with a curved, winged headboard, complete with diamantes and a raised footboard – all in a plush velvet fabric.

Alba has also added black, grey and walnut to the alreadysuccessful range of colours in its bedroom collection, and will grow the available options further this year – the company advises customers to look out for its new Chester range this spring. “We have seen a real shift towards the online market, and our direct home delivery service has really taken off,” comments a spokesperson. “With new foam-cutting machines at our disposal, we can now deliver mattresses in boxes direct to customers all over Helsinki

the country.”

Slumberland (marketing@

designs, the stylish collection has

has been well received by both

seen strong demand for its new

retailers and end customers,

Vintage Bed Collection since the

reports Slumberland.

range’s official launch at the NBF Bed Show in September.

sleep solutions at competitive

Drawing on the company’s

price points, the Vintage

heritage, yet still in line with

Bed Collection has delivered

its commitment to innovation,

impressive sales growth.

Slumberland reintroduced an

Platinum, from Slumberland’s Vintage Bed Collection

SectionP.indd 246

Offering customers high quality

The company’s customer-

updated version of the popular

focused approach of supporting

Seal Beds range in the form

its retail partners with a range of

of the Vintage Bed Collection.

sales and marketing initiatives

Boasting the latest sleep and

has helped Slumberland build a

comfort technologies, combined

strong store presence with both

with striking new mattress fabric

new and existing stockists.


PoS for Slumberland’s Vintage Bed Collection

21/12/2017 19:11


p e le s ’s t h ig n t a e r p g e a le s d ’s n t a h e ig lu n a t v a l e a r n g io a t d p EExxcce eptional value an way you want. e . t h t n a d e w r u e v o li y e y d a w e h t d e r delive Made in Made in Made in the UK the UK the UK

5 Year 5 Year Guarantee 5 Y Year Guarantee Guarantee SectionP.indd 2471 MyersJan18.indd

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248 | Beds & Bedroom

As it develops business in the hospitality sector, Hyder Living (01484 531000, is exhibiting for the

FR Bedroom

second time at Hotelympia (stand 2910), taking place from 5-8th March, where it will display a collection of bedsteads and mattresses for the hospitality and leisure industries. Showing the Natural Collection of premium natural filling mattresses, along with bedsteads made to last, the Yorkshire manufacturer will underline its capabilities in delivering bespoke solutions for a range of businesses, from small boutique B&Bs to large hotels and holiday parks. Nowhere is this more apparent than in the Natural Collection, Hyder’s custom mattress programme, which allows specifiers and hoteliers to specify fillings, pocket springs and stitching rows. The mattresses can even be branded. The supplier takes the same approach to its bedsteads, with fabric, wood, metal and paint options available.

The new FR Bedroom collection from Kettle Interiors (01536 444960, the style of glamorous French chateau living with a grey limewash collection.


Launching at the January Furniture Show (stand 4D20), the new collection captures the growing trend for a classic French look – considered to be the new romantic bedroom style – and upholds the brand’s reputation for quality and value. Sales director Simon Ainge says: “The launch of the FR Bedroom collection comes after closely watching this trend develop. We believe the time is right to offer the style to retailers in a select range of popular items, and so are launching the FR Collection at the January Furniture Show.” Available for immediate delivery, the FR Bedroom Collection can be ordered in any combination and quantity as part of furniture orders through the supplier’s various packages.

One of Magniflex’s ( most popular mattresses, the MagniStretch, which recently received an endorsement by the American Chiropractic Association, is now available in the UK. The MagniStretch mattress was developed in co-operation with a leading orthopaedic research team at Zaragoza University in Spain. Magniflex was given an exclusive patent for its technology, which gently stretches and elongates the spine during sleep to alleviate back and neck pain. The mattress technology uses the pressure exerted by the body to move the two sets of inclined foam sections in Sonama Oak

opposite directions. Combined with a focus on ventilation and breathability, the mattress features a heat-regulating fabric,

Central Furniture Manufacturing (www.

Outlast, which was designed for astronauts’ space suits. is a family-owned and operated wholesale furniture making company based in Birmingham. It is known in the industry for its designled ranges and handcrafted quality. The company’s affordable, customer-led pieces can be found online at top retailers and in stores and retail outlets across the country. Central Furniture designs and manufactures a wide range of quality bedroom and living room furniture from its factory in the heart of England. From modern contemporary designs to classic styles, Central Furniture offers looks to suit most tastes.

SectionP.indd 248


21/12/2017 19:11


3348 H



Handmade in

Britain with a

10-year guarantee


The pursuit of perfection – beautiful handcrafted pocket spring beds, with a Royal Seal of Approval and an unrivalled 10 year guarantee. Hypnos offers exquisitely tailored beds; sublime comfort; a choice of design options; a commitment to sustainability; a strong consumer brand and excellent support. Contact us to discover our NEW Collections including the Orthos Support Elite collection, the E-motion adjustable bed and the EasyStore™ drawer divan base.

T: +44 (0) 1844 348200 | E: | Follow us on

@hypnosbeds and

/hypnosbeds – be the first to see our latest news.

Hypnos is proud to be Carbon Neutral, complying with PAS 2060.

SectionP.indd 249 1 HypnosJan18.indd

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3348 Hypnos Furniture News Ad 210x297 aw.indd 1

08/12/2017 10:13

250 | Beds and Bedroom

EasyStore drawer divan base

WHERE INNOVATION MEETS NEW MARKETS Award-winning British bed manufacturer Hypnos – known for designing and producing innovative, stylish and comfortable products for the retail and hospitality sector – will present its luxury retail products for the first time at imm cologne, taking place from 15th-21st this month at Koelnmesse. This will be Hypnos’ first visit to imm

Group marketing director Chris Ward

which support the trend for spending

cologne/the International Interiors

says: “Hypnos is continually growing and

more time living and relaxing in

Show 2018, as the brand continues to

we are proud to see it becoming a bigger

the bedroom, the show provides an

step up its overseas growth. In Cologne,

brand year after year. As a result of this

opportunity for Hypnos to demonstrate

the company will build on the strong

growth, we are delighted to showcase

its innovations for helping customers

reputation it has earned in the UK to

our products and craftsmanship at imm

choose a bed suited to their needs.

promote a range of products solely

cologne/the International Interiors

designed for the international market.

Show. Exhibiting here will reinforce our

the team, visitors will be able to learn

commitment to international buyers by

more about the launch of Hypnos’

handmade beds in Buckinghamshire

showcasing products specifically for their

Affinity collection, which completes the

for more than 100 years, Royal Warrant

market with designs on a global scale.”

company’s comprehensive and exclusive

holder Hypnos is renowned as an expert

Visitors will find Hypnos on stand

offer. Comprising a variety of models, the

Having manufactured luxury

in handcrafted pocket-sprung mattresses and divans.

SectionP.indd 250

C060 in the Sleep Hall (9). With increased demand for products

As well as meeting key members of

range has been designed for customers who prefer a firmer level of comfort.

21/12/2017 19:11

Beds and Bedroom | 251

In addition to these dedicated mattress

sprung and upholstered base comes with

Hypnos is also one of only a handful of

ranges, Hypnos will present its latest

a spacious end drawer and a choice of

UK manufacturers to have been awarded

innovations (originally launched in the

corded or wireless controls.

the prestigious Manufacturing Guild

UK), including the generous EasyStore

Renowned for offering customers

Mark (MGM) accreditation.

drawer divan base. This provides the

bespoke, one-of-a-kind models, Hypnos

option for customers to create a unique

will also launch the style options

the story of the brand and its vision to an

storage solution for their bedroom,

presented at last year’s NBF show, which

international market, and explain how

thanks to an abundance of accessible

include a selection of new fabrics, leg and

Hypnos remains a family-run business,

space built in.

feet options and headboard designs.

with quality and service central to its

In addition, Hypnos has launched the

As the 2017/18 (and third-time) winner

The exhibition will help communicate


E-motion and E-motion Plus adjustable

of the NBF Bed Manufacturer of the Year

beds, both of which feature pocket

award, Hypnos says that it is proud to

hotel groups, palaces and some of the

sprung mattresses. Demonstrating all

be the only global bed manufacturer to

finest homes around the world, this Royal

the advantages and comfort of being

have been awarded carbon neutral status

Warrant holder has already achieved

able to adjust and lift the torso and/or

for its UK factories, as well as achieving

a Queen’s Award for Enterprise for

legs to suit a customer’s everyday needs

FSC and PEFC certifications to confirm

International Trade in the 2017 Honours

– whether for reading, family time, or

that its timber is sourced from managed


relaxation after a long day – the pocket-



As a trusted supplier to well-known


SectionP.indd 251

21/12/2017 19:11

X NEW DPS FURNITURE NEWS 8 DECEMBER.qxp_Layout 1 11/30/17 3:17 PM Page 1

OLYMPIA 1000 pocket springs. Micro quilted. Zonal construction contains 4cm Geltex. Sealy Smart Fibres and Adaptive.

MADISON 1000 pocket springs. Micro quilted euro cushion top. Zonal construction contains 4cm Geltex. Sealy Smart Fibres and Adaptive.

MEMORY SUPPORT PostureTech CS spring system. Micro quilted. Zonal construction contains memory foam. Sealy Smart Fibres and Adaptive.

SectionP.indd SealyJan18.indd2521

21/12/2017 19:11

ORTHO DELUXE PostureTech ZD spring system. Micro quilted. Zonal construction. Features Edge Guard. Sealy Smart Fibres and Adaptive.

LUXURY SUPPORT PostureTech CS spring system. Micro quilted pillow top. Zonal construction. Sealy Smart Fibre and Adaptive.

The new Premium, Performance and Ortho ranges complete the highly anticipated, re-imagined Posturepedic Collection. Featuring all new, state-of-the-art Posturepedic technology, the collection embodies style and finesse. With a combination of new innovations and freshly modified Sealy favourites, the models in the collection are available with vertical handles, a stunning border finish and multiple colourways. To find out more about this innovative new collection, call the Sealy Sales Team on 016973 20342

SectionP.indd 253

21/12/2017 01/12/2017 19:11 11:59

254 | Beds and Bedroom

Shakespeare Beds has invested in the latest machinery, enabling it to construct high quality mattresses and divans in greater number

SHAKESPEARE BEDS OFFERS SUPERIOR TREATMENT Shakespeare Beds has worked alongside Staingard UK and Sanitized of Switzerland, both longstanding pioneers in the treatment and maintenance of home furnishing fabrics, to develop a new range of unique, value-added sleep products. Staingard delivers a proven treatment

effectiveness against both MRSA and E.

that successfully inhibits staining to

coli, are dermatologically tested, Bluesign

offer retailers real opportunities for

mattresses caused by accidents such as

approved, and accepted for Oeko-Tex

upselling to customers looking for new,

drink, oil, make-up, urine and similar

Standard 100. Independent assessments,

unique and fully-certificated features


conducted by Allergy UKâ&#x20AC;&#x2122;s science

that offer solid product and health

director on the Sanitized treatment,

benefits, meeting the high expectations

bonded fabric protection, each mattress

confirm its benefits, resulting in strong

of superior mattress comfort and support.

comes with a five-year care plan,

endorsement via this consumer body.

In addition to offering 200°C fully-

Staingard and Sanitized mattresses

There are also numerous benefits for

which can include cover for structural

owners of hotels, guest houses and B&Bs.

protection for divan beds if required.

According to the company, hospitality

Sanitized fabrics involve a treatment

providers using Staingard and Sanitized

process that dramatically disrupts the

mattresses will be able to extend the

food chain of house dust mites, resulting

replacement cycle of their mattress stock

in mattresses remaining dust mite-

and promote the positive message that

free. Sanitized inhibits the development

their bedrooms feature fresher, healthier

of moulds and odours, and reduces

mattresses that are free of stains and

the harmful side effects of dust mite

dust mite allergens.


T 0121 764 4024

These Sanitized fabrics also provide

SectionP.indd 254


21/12/2017 19:11




® The guarantee of quality, the promise of comfort

Shakespeare Beds Ltd is a leading company in its industry and is NBF accredited. It is a


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customer satisfaction and weekly deliveries bases. bases.We Wepride prideourselves ourselveson onour ourexcellent excellent customer and deliveries throughout UK and consider no order too customersatisfaction satisfaction andweekly weekly deliveries throughout UK no throughout UKand and consider noorder ordertoo too large orconsider too small. large largeorortoo toosmall. small.


SHAKESPEARE BEDS LTD 154 154Wharfdale WharfdaleRoad, Road,Tyseley, Tyseley,Birmingham, Birmingham,B11 B112DG 2DG SHAKESPEARE BEDS LTD Tel: 764 706 154 Wharfdale Road, Tyseley, Birmingham, SHAKESPEARE BEDS LTDB11 2DG Tel:0121 0121 7644024 4024Fax: Fax:0121 0121 7068495 8495 154 Wharfdale Tyseley, Birmingham. B11 email: Tel: 0121Road, 764 4024 0121 706 8495 154 Wharfdale Road, Tyseley, Birmingham. B112DG 2DG email:


SectionP.indd 2551 KozeeJan18.indd

Wharfdale Road, Tyseley, Birmingham. B11 2DG email:154 Tel: Tel:0121 0121764 7644024 4024Fax: Fax:0121 0121706 7068495 8495 email: Tel: email: 0121 764 4024 Fax: 0121 706 8495

21/12/2017 01/12/2017 19:11 14:43

256 | Beds and Bedroom

Hybrid Regency

SEALY OFFERS NEW YEAR SLEEPING ADVICE Whilst the festive season may have been the perfect opportunity to indulge and fall out of a routine, all that merriment may now have an adverse effect on customers’ quality of sleep. Pair this with chilly New Year weather, which inevitably makes drifting off more difficult, and the result is a badlyrested nation … Sealy UK strives to give its customers the best night’s sleep

Take Sealy’s Smart Fibres and Tencel, for instance. The

possible - whatever the season - and has a number of tips to

combination of these fibres helps to keep the sleeping

pass on to your weary customers to aid the quality of their sleep.

environment cool and dry, optimising the absorption of

A common issue is that many individuals find the reduction of daylight hours difficult to accept, as it throws their body’s circadian rhythm out of its normal pace. To rectify this, Sealy

moisture, guaranteeing a pleasantly dry and bacteria-free sleeping area. Next is Geltex, a combination of elastic gel and air-permeable

suggests that retailers recommend that customers venture

foam that offers active breathability for the sleeper, meaning

outside regularly to maintain their vitamin D levels – even if the

that they are able to regulate their temperature in bed.

weather is dull, it will maintain these levels. A perfectly normal reaction to the cold weather is to load

Finally there is Sealy Adaptive Technology. This intelligent textile technology changes passive textiles into textiles capable

the bed with high tog duvets, blankets and throws in an

of responding dynamically to environmental changes such as

attempt to warm up. Whilst this may appear to cultivate a cosy

temperature and moisture levels.

environment, it can actually lead the body to overheat later in

Neil Robinson, sales and marketing director, says: “The New

the night – and if the mattress is not equipped to deal with this,

Year is one of the most important times of year to ensure a good

it could wake up the sleeper.

night’s sleep. A good sleep has so many positive benefits, from

A number of Sealy mattresses is designed with ingredients

improving your health and wellbeing to ensuring you are ready

that can help to regulate the sleeper’s temperature, a feature

and prepared for the busy year ahead.”

that is as useful in the winter as it is in the summer.


SectionP.indd 256

21/12/2017 19:11


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SectionP.indd 259

21/12/2017 12/12/2017 19:11 11:54 23/08/2017 11:30



Extended Rochford dining table with new chairs

Wood Bros (01920 469241, www.

longest table at 2475cm – ideal for larger has launched a new


dining group, The Rochford, which

The new dining chair (OC3190)

comprises an extending oak table and

is also a light chair, ideal for easy

accompanying upholstered chairs.

manoeuvrability. However it is also

The Rochford (OC3189) is a deceptively

comfortable, featuring additional lumbar

lightweight table that contains two

support in the seat and back pad. It

leaves, which are housed within the

features antiqued brass studding around

table. It features elegant tapered and

the back, which accentuates the delicate

turned legs, and is also the company’s

scroll tops.

Small Polish company Due (

Contemporary trends in interior design designs and manufactures

– in which rustic and vintage elements

stylish handmade furniture from barrels

are combined with modern styles – have

and used wood.

inspired a characterful and eclectic

The company specialises in furniture

collection that combines this reclaimed

made from old oak wine barrels, giving

wood with materials including solid

the wood a new lease of life in the form

rock and glass. French-style touches –

of tables, storage units, chairs and more.

and even some Scandinavian – are also

The wood utilised has its own history – it


is sourced from the old barns, houses

Rochford features elegant tapered and turned legs


Due is seeking UK stockists – anyone

and churches of Galicia in south-eastern

interested should visit the company’s

Poland and western Ukraine.

website to find out more.



SectionQ.indd 260


21/12/2017 18:58


Now moving recliners is as easy as putting your feet up Boost your recliner sales with new Recliner Glide Caps Heavy mechanisms make recliners hard to move and clean underneath. Dust accumulates. creating a breeding ground for asthma-causing dust mites Moving recliners is treacherous: the metal feet can dig in and rip carpets or scar wood/laminate flooring. Try lifting them and you risk injury. Stroolmount’s Recliner Glide Cups are the quick, easy and affordable solution. Made from PTFE (Teflon), they use the same principle stopping food sticking to a pan. A gentle push and they glide swan-like across the floor, without hurting customers’ backs, floors – or pockets with costly repairs. So now they can clean or rearrange their lounge as often as they want. They’re quick and simple to fit – you just peel the sticker and pop on the Recliner Glide Cup. That’s it. Fitting almost all with a 30mm or 40mm foot

So boost your sales ratio: put them on your showroom furniture. Our Furni-glides also helps furniture move easily over carpet and wood flooring. Purchase in bulk or packaged, self-adhesive or screw-in. See all Stroolmount’s furniture and flooring protection solutions:

Showing 30mm Fixing

Showing 40mm Fixing

Selection of Furni-Glides Available

Stand A2 15-17TH July 2018

Stand M9 16-18TH September 2018

Hall 2 B12 22-25TH January 2018 • • Call: 01942 271271

SectionQ.indd 261 StroolmountJan18.indd 1

21/12/2017 12/12/2017 18:58 16:53

Harris Solid Seat

Howard Upholstered


Provence Rush



Harrington Blue

Our bespoke range of fabrics, faux leathers and leathers for upholstery offers a breadth and quality that will cater to even the most demanding requirements.

All chairs available ITW, Oiled or Lacquered

ANY COLOUR UNDER THE RAINBOW, CHAIRS, TABLES, STOOLS ETC Find the perfect ďŹ t for your budget from our extensive range of tables and chairs. Prices on application.

212 Pedestal Extender Pine 107cm Round Centre Pedestal tableExtending to 147cm

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Shown with Bistro Cross Back chair / Available ITW or Finished Large selection of sizes and styles of table

Available from stock, not from a container! SectionQ.indd 262 YOTFC Advert 340.2.indd 1

21/12/2017 18:58

Seating solutions from Ye Olde Traditional

Farmhouse Carver painted

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Amish Painted and Upholstered

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21/12/2017 18:58 12:50

264 | Dining

YOTFC (01604 890956, offers an extensive range of dining tables and chairs to suit every budget – all available from stock. All of YOTFC’s chairs are available raw, oiled, lacquered or painted, and a wide range of fabrics and leathers – plus an equally flexible polishing service – can be specified for bespoke orders.

Farmhouse Spindle

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Subscribe to Furniture News, the leading magazine for the UK furniture sector




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21/12/2017 18:58 22/08/2016 15:28

Central Furniture Manufacturing Ltd


For a Full Colour Brochure please call 0121 766 8110

Vogue Range


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21/12/2017 23/11/2017 18:58 15:52



Kettle Interiors (01536 444960, sales@ is launching a range of mirrors at the January Furniture Show (stand 4D20) this month, providing retailers with individually-boxed items that can be ordered as part of any delivery service from the company. Available in five styles, each in two sizes, Scala, from a new collection developed by Louis de Poortere in partnership with Romo

the collection covers ornate Baroque styles

Belgian luxury rug manufacturer Louis de Poortere (www.

to elegant Deco has partnered with British design house

and Edwardian. Available in gold and silver finishes, with large

Romo – one of the fabric industry’s leading brands – to bring

frame designs also in a modern white, the mirrors are a new

to the market a capsule collection of flatweave and handtufted

venture for the brand, but one that complements its existing

rugs inspired by Romo’s trendsetting textile designs.


Romo is renowned for its library of classic and

Sales director Simon Ainge says: “We’ve long been looking

contemporary fabrics and wallcoverings. In an exclusive

for the right range of gilt mirrors, as it’s something our

collaboration, Louis de Poortere has translated a selection

retailers have often asked for. Of course, most of our dining

of Romo patterns into luxe-look rugs in colourways that

and bedroom ranges feature a matching style in oak, painted

are in tune with today’s interiors. The collection includes

or pine, but gilt-frame mirrors add a real sense of luxury

geometrics, tribal and subtle abstract patterns, presented as

to the home and are the perfect addition to our existing

hand-tufted 100% wool or wool-mix rugs with a deep pile


for comfort, or flatweave rugs in soft cotton chenille that incorporate subtle colours and intricate textural details.

The new collection is available from Kettle Interiors for fast delivery in any combination or quantity.

Britannia Mirrors (020 8804 0392, www.britanniamirrorsltd. has been established for 30 years, and remains a family-run business. Over the years, the company has acquired a reputation for supplying the trade with quality products and a high level of customer service. Britannia Mirrors offers one of the most comprehensive ranges of quality framed and unframed mirrors in the industry. Its collection extends from traditional and decorative gilt and silver-framed mirrors, over mantels, oval mirrors, shaped mirrors, minimalist, contemporary and modern designer mirrors, to solid wood mirrors, freestanding floor

Agra Grey, from Flair Rugs’ Eclectic collection, part of its new Luxmi range

and table top mirrors, and bathroom mirrors. As the majority of

demonstrate its versatility at Spring Fair (Hall 1, H22-F23),

Britannia Mirrors are

which is taking place at the Birmingham NEC from 4-8th

made in the company’s

February. There, the company will present its latest

factory in North London,

introductions and enduring favourites.

it has the capability to

Alongside selected additions to the Simplicity and Flair core

produce large and small

collection on show, visitors will see highlights from the new

runs of products to

Luxmi range, which features designs influenced by subjects

suit every requirement.

as diverse as Scandinavia’s passion for ethical living, the

Britannia Mirrors supplies

opulence of traditional Persian art, the ancient history of Cairo

national and independent

and even the Peruvian people’s love for the alpaca.

department stores,

SectionQ.indd 268

Flair Rugs (01457 850660, will

products offered by

As part of the display of Luxmi styles at this year’s

furniture stores, glass

exhibition, Flair Rugs will also show the Inspired by V&A

and mirror shops, interior

capsule collection. In developing the range, Flair’s design

furnishers, pubs, clubs

team worked closely with the V&A to gain unique access to one

and hotels.

of the world’s most celebrated archives of pattern and design.

21/12/2017 18:58



TO PRE-ORDER OUR MASTER CATALOGUE CONTACT ELSTEAD LIGHTING TODAY TO PRE-ORDER OUR MASTER CATALOGUE CONTACT ELSTEAD LIGHTING TODAY • • 01420 82377 • Elstead House, Mill Lane, Alton, Hampshire, GU34 2QJ • • 01420 82377 • Elstead House, Mill Lane, Alton, Hampshire, GU34 2QJ SectionQ.indd 269 ElsteadLIghtingJan18.indd 1

21/12/2017 18:58 12:41

270 | Furnisher

FRESH FABRICS STAND OUT FROM THE CROWD Boyteks Tekstil is one of the largest suppliers of mattress ticking, upholstery fabric and carpet to the furniture manufacturing sector. Although still a young corporation, Boyteks has become one of the world’s

innovative and progressive principles. Behind this success is a customer-

most important manufacturers of

oriented approach. Boyteks Tekstil works

mattress ticking and upholstery fabrics,

closely in partnership with furniture

standing out from the crowd thanks to its

manufacturers to develop new ideas, and

campaigns, Boyteks also supports marketing activities as well as offering product support. Boyteks Tekstil strives to improve the lives of end-users too, emphasising

shaping the outcomes based on

flame-retardant and easy-clean

the customers’ needs.

properties, giving manufacturers the

Offering an extensive product

opportunity to further differentiate their

portfolio ranging from velvet


and nubuck fabric to office and


garden furniture upholstery fabrics, Boyteks attracts attention from various sectors, thanks to the variety and quality of the goods it offers. The typical approach of the fabric manufacturer is to tailor its products to its customers’ demands, rather than simply selling them existing lines. By presenting PoS and advertising materials that customers can use in their own advertising

SectionQ.indd 270

21/12/2017 18:59

SectionQ.indd 271

21/12/2017 18:59


TRADE SERVICES Lancashire Testing Services (LTS, 07701 298553,, one of the newest UKAS-approved materials testing laboratories in the UK, has been set up to provide a high quality service to manufacturers and fabric suppliers capable of meeting modern-day requirements. With the use of state-of-the-art machinery, technology and well trained staff, LTS is one of the few labs able to test full-size mattresses and other larger products. All FR tests are filmed and, with the use of technology, the results can be sent with video links almost as soon as the tests are completed. This is enabling the fast turnaround of results, providing more information to customers, and ultimately ensuring more clarity to the process. In addition to the technical team, Will Halford has been recruited as head of sales to develop stronger customer relationships and support to customers across the UK. Peter Collings, head of operations, says: “We are striving to be one of the

Lancashire Testing Services’ HQ in Kearsley, Bolton

best laboratories in the country, working closely with our existing and new customers to meet their needs.”


Since 1979, stock clearance specialist Universal Consumer

damage to sensitive brands, and consequently maintaining an

Products (01952 840978, has purchased

orderly aftermarket.

standard customer returns, dormant stock, QC and QA

Universal Consumer Products is able to uplift on a basis to

rejects, ex-display and end-of-line products in volume

suit the customer’s needs, or can accept direct-from-customer

from superstores, major high street retailers, mail order,

return stock directly at its facility, with instant tracking and

manufacturers and importers, both at home and abroad.

without compromise. Not only does the company’s system

In this time, the company has built up a strong reputation, creating solutions for its clients that cause the least possible

free storage space, it also eases cash flow by means of instant payments.

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RUBIO MONOCOAT OIL PLUS 2C is a product of the newest generation which colours your wood and protects it in one layer. The combination of the oil (A) and the accelerator (B) guarantees a quick drying. Can also be applied as renovation and maintenance oil on surfaces which are treated with RMC Oil. SPECIFIC FEATURES: • Colours and protects in 1 layer • 40 standard colours that can be blended for unlimited possibilities

are w d r a h d n a gsfixings n i x fi e Premier supplier of furniture and hardware r u t i n Drawer Runners r u f f o r e pli p u s r e Furniture Fittings i m For a copy of e Pr

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274 | Trade Services

Lectra (, a world leader in integrated technology solutions dedicated to those industries using fabrics, leather, technical textiles and composite materials, brought together 140 participants – including furniture executives from 18 countries – to its technology centre in Bordeaux in November to explore how digitalisation is shaping consumer expectations and transforming upholstered furniture manufacturing. The two-day event focused on the forward-thinking ideas and digital technologies available to furniture manufacturers grappling with demand for customised furnishings, fast delivery and an omnichannel shopping

operate – business models, strategy,

for example, could serve as a good


management models, etc – if they want


Lectra’s aim in hosting the event

to succeed in an increasingly digital

Céline Choussy Bedouet, Lectra’s chief

was to offer fresh insights on Industry

world in time,” commented Li Donglai,

marketing and communications officer,

4.0 technologies such as the cloud,

president of Kuka.

concluded: “The journey towards a fully

the Industrial Internet of Things, data analytics, and cutting room innovations.

Christian Tomadini, COO of Moroso,

Industry 4.0 future will be a long one,

said: “Supply chains will have to

but it must start now. Lectra’s goal is

change significantly. The furniture

to empower our customers with the

their digital transformation shared their

industry has to put itself on the same

technology, ideas and support they need

experiences with those in attendance.

level, technologically speaking, as

to thrive in the new industrial era.”

“Companies should rethink the way they

other sectors. The automobile industry,


Companies that have already begun

InsertCoJan18.indd 1 SectionQ.indd 274

08/12/2017 09:59 21/12/2017 18:59

CEVA Showfreight

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08/12/2017 11:27:16 12:37 21/12/2017 18:54 08/12/2017 08/12/2017 11:27:16

SectionR.indd 276

21/12/2017 18:54

Trade Services | 277

An industry-leading line of transport vehicles is continually in development at Trucksmith

GANDER & WHITE FINDS TRUCKSMITH “INDISPENSABLE” Gander & White Shipping, one of the premier providers of shipping services to art dealers, private collectors and museums around the world, has completed 10 years with the Trucksmith LoLoader as its preferred 3.5t van of choice …

Michael McGrellis, transport manager at Gander & White, believes that Trucksmith’s LoLoader has made running the business more effective. “Back in 2007, we as a company were looking for a vehicle that would encompass all the practical features we needed to increase the efficiency of our London collection and delivery service,” he says. “We trialed the LoLoader – and, quite frankly, have not looked back. “Trucksmith modify the body to our precise requirements, and with the spacious body, excellent payload, and – most importantly – low-loading clearance, the vehicle has become simply indispensable to our fleet. I currently

Trucksmith’s Gander &

have two more in build, so I think that

White-branded LoLoader

speaks volumes for the lasting suitability of the vehicle.” who are focused on the build of the

are prompt to assist,” he confirms. “We

manager at Trucksmith, says that

LoLoader, with a sales team that really

have even called on Trucksmith to carry

meeting the long-term needs of

puts the customer first,” he says.

out repairs following accidental damage

Simon Partridge, executive sales

customers like Gander & White Shipping are key to Trucksmith’s success. “We have a team of over 100 people

SectionR.indd 277

Michael agrees. “After-sales service

to our vehicles, and the build quality is

is also a huge part of any procurement

carried through to those repairs 100%.”

decision, and the guys at Trucksmith


21/12/2017 18:54

278 | Trade Services

Today, the Lynch Sales Company (07974

to achieve 20-30% of a store’s annual

& Batchellor, Leekes, Glasswells and

209761, continues

volume in just 30 selling days.

Stollers, and has helped them achieve

the tradition begun by its founder

Through these specialist plans, Lynch

their business objectives – be that to

in 1914, when Lynch Sales Company

helps clients in the US, Ireland, Cyprus,

clear redundant stock, reposition a store,

pioneered the concept of promotional

Canada and the UK generate impressive

consolidate or refurbish, Lynch offers a

sales to generate cash, expand or change

in-store traffic and millions of pounds

plan which will help take the business

location, remodel stores, or update

in sales.

wherever it needs to go.


Lynch has worked with some of the

Lynch Sales Company’s copyrighted Sale Plans are strategically designed

The company is exhibiting at the

nation’s finest retailers, including

January Furniture Show this month, on

House of Fraser, Beales, Collingwood

stand 2B56.

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280 | Trade Services


FILLING GOOD According to Fibreline, 2017 saw a dramatic increase in demand for Encore cushions, as an increasing number of retailers recognised the advantages and demanded cushions containing Encore for their ranges – so much so, that Fibreline had to install new CNC machines and take on extra staff to cope with demand … Since its launch in 2010, Encore has gone

comprises small pocket springs, inserted

from strength to strength. The cushion

into a shaped foam core.

range is known for retaining its casual

For the first time, a sprung foam

that offered by its competitors. Over the last 15 years Fibreline has positioned itself as a one-stop shop for

look over time, and its resistance to

cushion can now be made in almost any

upholstery manufacturers’ every filling

sagging, along with easier maintenance,

shape or size, conferring a significant

requirement, with high quality foam,

has given retailers confidence in the

advantage over conventional spring

fibre and feather cushion products all

performance of fibre and feather –

cushions. Encore Fibre has been

made on one site and delivered via one

and now springs – in seat cushion

awarded the FIRA Gold seal of approval,



outperforming all other fibre cushions in

The Encore Fibre cushion looks and feels like fibre, but has the recovery

FIRA tests.

With increasing demand for valueadded products such as the Encore

As well as the standard Encore range,

cushion range, and ever-shortening

properties of foam, while Encore

Fibreline has developed a number of

lead times, Fibreline believes that in-

Feather is a cushion that looks and feels

unique combination cushions for various

house control of sewn case production is

like feather but also has the recovery


essential for meeting customer demand.

performance of foam. The latest addition

This gives the manufacturer a very

to the encore range is Springcore, which

personal cushion feel that is different to

Encore Feather

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T 01535 606846 W

Encore Fibre

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282 | Trade Services

CE MARKING – A RETAIL PERSPECTIVE In July 2017, updates to the European Machinery Directive 2006/42/EC came into force which directly impacted the CE Marking of electrically-actuated domestic furniture. We asked Bruce Lovell, consultant at FIRA International and author of a recent guide to the regulation, to take a retail perspective on this impact … The most notable change to the guidance

Although CE marking was introduced

the instructions must avoid specialist

document associated with the European

in the early 1990s, and despite the July

terminology, and include the following

Machinery Directive was the clarification

2017 guidance updates, there’s still a lack


to domestic furniture that incorporates

of understanding on responsibilities and

 usiness name and full address of the •B

electric motors.


Prior to July 2017 it’s fair to say that

Furniture manufacturers need to

manufacturer •D  esignation of the product as marked

the wording around what constituted

ensure that their furniture products

‘domestic furniture’ was somewhat

comply with the applicable EU

ambiguous, with most manufacturers

Directives for CE marking (in essence,

document setting out the contents

considering their products to be domestic

a CE Mark is the declaration from the

of the EC Declaration of Conformity,

appliances, and therefore excluded from

manufacturer indicating that the product

the Machinery Directive.

has undergone all necessary evaluation

• General description of the product

procedures and meets the essential

•D  rawings, diagrams, descriptions and

Now there’s no doubt as to what’s

on the product itself •E  C Declaration of Conformity, or a

showing the particulars of the product

included – electrically actuated

requirements of the applicable CE

explanations necessary for the use,

motorised domestic furniture such as

marking directives).

maintenance and repair of the product

recliner chairs, rise/recliner chairs,

However purchasers, specifiers,

electrically adjustable beds, height

importers and distributors must

adjustable worksurfaces, TV beds,

understand their responsibilities when

motorised kitchen furniture and other

placing an electrically actuated product

electrically actuated furniture have been

on the market. If not, they could be

confirmed to fall within the scope of the

leaving their organisation open to


possible prosecution. All manufacturers of electrically actuated furniture for the domestic market will have a ‘technical file’

product •W  arnings concerning ways in which the product must not be used •A  ssembly, installation and connection instructions • I nstructions for the putting into service and use of the product • I nformation about the residual risks

available as instructed under the

that remain despite the inherent safe


design measures, safeguarding and

Only relevant authorities have the right to demand to inspect this file. Whilst a retailer can request to see a copy, it is not mandatory for the manufacturer to share this.

complementary protective measures adopted • Instructions on the protective measures to be taken by the user • Conditions in which the product meets

The EU Directive states that the

the requirement of stability during use

manufacturer’s instructions must

• Operating method to be followed in the

accompany the furniture until it reaches the user, with health and safety-related

event of accident or breakdown • Description of the adjustment and

instructions supplied in the official EU

maintenance operations that should

language or languages of the member

be carried out by the user and the

Bruce is hosting a course entitled CE

state in which it is placed on the market

preventive maintenance measures that

Marking Electrically Actuated Furniture

– this is one to be aware of if you retail

for the Domestic Market on 30th

across borders.

January – for further details go to

SectionR.indd 282

and for checking its correct functioning •D  escription of the intended use of the

Furthermore, as the domestic furniture is intended for the general public,

should be observed • Specifications of the spare parts to be used. W

21/12/2017 18:54




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SectionR.indd UCP_JA.indd 1283

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284 | Trade Services

New MattressTek machines on their way to the customer

MACHINERY START-UP TAKES OFF From a standing start just nine months ago, MattressTek has moved fast to establish itself as a machinery manufacturer fit for the UK bedding industry. The company is poised for further growth as it enters 2018, driven by an expanding portfolio and a desire to match the best its international competitors can offer … MattressTek was founded in March

its purpose-built premises in Altham,

MattressTek’s proposition an attractive

last year by Shaun Peel and Michael

Lancashire by 8000ft2.

one for British mattress manufacturers

Birtwistle, who between them boast over

Current products include tape edge

large and small. The company’s ability

machines, tufting machines and

to offer factory-based servicing means

conveyors, plus a handlemaking machine.

faster turnaround on each project, while

in-house manufacturing facilities

It recently added a handle/label attaching

its UK location allows it to develop

and the latest technologies, it has

machine to its roster, which utilises a

solutions in close co-operation with

quickly developed and built a range of

sewing head from Brother, one of the

customers, listening to their needs and

mattressmaking machinery that promises

world’s leading manufacturers of sewing

reacting quickly, while offering extensive

to boost users’ productivity, profitability


support and technical expertise.

30 years of industry experience. Through a combination of advanced

and compliance – and much more is on the way. “We’re a mixture of designers,

Not content to stop there, MattressTek

six-figure contract for a machinery range

mattressmaking machinery including

that had to be built in just seven weeks.

engineers and problem solvers who love

border, panel cutting and slitting

what we do, and we take great pride in


our ability to deliver integrated solutions

Indeed, MattressTek recently took on a

is developing a full portfolio of

As it does so, the company exerts

“It’s our aim to develop a reputation for developing and manufacturing leading-edge technology to rival

for the mattress machinery industry,”

full control over every aspect of the

existing worldwide mattress industry

the directors comment.

development process, from machine

specialists,” say the directors. Given its

The pair’s creative and industrious

design to testing and PDI, and its team of

rapid progress over its short lifespan to

approach has seen MattressTek expand

CAD designers uses the latest Solidworks

date, MattressTek stands a good chance

with alacrity, doubling the number of

software to create innovative and reliable

of doing so.

staff in its drawing office and increasing


T 01282 479922

the production and assembly area at

SectionR.indd 284

It is this level of control that makes


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SectionR.indd 285 MattressTekJan18.indd 1

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286 | Trade Services

NAVIGATING THE COMPLEXITIES OF FIRE PERFORMANCE COMPLIANCE This month sees the launch of the Furniture Industry Research Association’s (FIRA) new Compliance Scheme for the Fire Performance of Upholstered Furniture, in partnership with Hertfordshire Trading Standards. Furniture News asked Suzie Radcliffe-Hart, technical manager at FIRA International, to outline the scheme, and to explain why there’s a need for it across the furniture industry. The seeds of FIRA’s Compliance Scheme

• In 2011-2012 Operation Chair,

for the Fire Performance of Upholstered

undertaken by Enfield Trading Standards

Furniture were sown as far back as 2014,

and Brent & Harrow Trading Standards,

in response to a series of high profile

found an 84% flammability failure rate

media and enforcement investigations,

from 19 samples. Operation Chair 2,

which culminated in the BBC’s Fake

carried out across London, inspected

Britain programme.

60 business units, with 57% recorded

In order to support the furniture

non-compliances and 62% recorded

supply chain, the research association

flammability failures. Both operations

began to look at how a fire performance

resulted in successful prosecutions and

compliance scheme would look – and,

product recalls

more importantly, what wider support

• In 2013 West Yorkshire Trading

Suzie Radcliffe-Hart

the scheme could offer through a

Standards, in conjunction with North

partnership with an enforcement body

Yorkshire, prosecuted a furniture

the industry, offering companies

such as Trading Standards.

franchise for flammability failures on

credibility by being part of an industry

sofas and mattresses. The fine was

and Trading Standards-recognised


scheme. Companies also benefit from

The result is the FIRA Compliance Scheme, which is aimed primarily at manufacturers of upholstered furniture.

• In 2011 Rhondda Cynon Taf Trading

Assured Advice, ensuring consistency of

This upholstery focus ensures the

Standards purchased four items of

interpretation on how compliance with

scheme complements existing industry

upholstered furniture for flammability

the FFFSR can be achieved.

schemes available for garden and

testing. All failed the Schedule 5

outdoor furniture (via the Leisure and

match test and a further 16 items were

to support the industry through a

Outdoor Furniture Association) and beds

suspended from sale. Formal action was

recognised fire performance due diligence

and mattresses (via the National Bed

taken against three traders due to issues

system covering the following:


with traceability.

Furthermore, the scheme aims

• Control of raw materials used in production

Checks and prosecutions do happen

Supporting the industry

• Evidence of traceability of materials throughout the whole production process

The Furniture & Furnishings (Fire)

The fact that some manufacturers and

(Safety) Regulations 1988 (as amended)

retailers continue to fall foul of the FFFSR

(FFFSR) continue to be enforced

led FIRA to create their Compliance

number relates to materials used in

by Trading Standards. Despite the

Scheme for the Fire Performance of


regulations being in force for 30 years,

Upholstered Furniture.

prosecutions do still happen. Recent investigations and prosecutions include: • Birmingham Trading Standards

The main objectives of the compliance

• Demonstration of how the final batch

• Evidence of a sampling and testing programme intended to monitor and

scheme are to reassure customers –

measure ongoing compliance of those

including retailers, consumers and

products placed on the UK market • Evidence of testing carried out (test

inspections of upholstered furniture

specifiers – that the manufacturer,

retailers in 2013 found significant

upholsterer or similar organisation has

reports) to show the materials comply

problems with safety and product

been subject to an independent audit and

with the requirements of the FFFSR


can demonstrate suitable due diligence

• Northamptonshire Trading Standards found a 70% non-compliance rate with the FFFSR over a three-year period

SectionR.indd 286

systems that would comply with the intent of the FFFSR. This encourages good practice across

• Evidence of an effective product crisis procedure • Evidence of a corrective action procedure.

21/12/2017 18:54




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288 | Trade Services

The above requirements have been

on the debate on whether the FFFSR are

chosen specifically to enable companies

still effective, given that they’ve been in

within the compliance scheme to show

force for 30 years and much has changed

they have the due diligence systems in

within the industry during that period.

place to support ongoing compliance with

In 2009 the Greenstreet Berman report

the FFFSR.

into the effectiveness of the FFFSR

All this supports companies in the

looked at data from the Department of

event of an issue which may result in an

Communities and Local Government. It

investigation or product recall.

concluded that dwelling fires and deaths in the UK rose throughout the 1960s and

How does the scheme work?

1970s, peaking at 865 deaths in 1979.

Although developed by the Furniture

Whilst fires peaked at 64,500 in 1988, a

Industry Research Association,

large proportion of these involved foam-

the management and execution of

filled furniture.

the scheme is undertaken by FIRA

It is estimated that from 2002-2007

International, the commercial partner of

alone the FFFSR have saved 54 lives per

the research association.

year, alongside preventing 780 injuries

Following an initial application to

and 1065 fires.

join the scheme, FIRA International will request details of manufacturing

Do the FFFSR have a future?

site(s), location(s) and any additional

Over the past few years there have been

sub-contractor information. This will

calls to modernise, amend or even revoke

then determine the proposed structure

the FFFSR. Following the findings of the

of the initial audit, and whether this

Greenstreet Berman report, a revision to

needs to be extended to include any

the FFFSR is considered by many across

third parties if they have an impact or

the industry to be the most appropriate

influence on traceability of manufacture

course of action, and proposals on change

or compliance.

have already been put forward.

During the audit, if any non-

In July 2017 the British Furniture

conformities are identified, these will be

Confederation announced its intention

classified as either major or minor. The

to kickstart the stalled review of the

applicant will then have four weeks in

FFFSR, going so far as putting forward

which to resolve any non-conformities

a document proposing updates based on

raised. After successful completion of the

industry-wide consultation. authorities’ interpretations of laws and

The BFC has called for updated

audit, or following rectification of

policies. This means that Assured Advice

regulations reflecting modern materials

non-conformities, the applicant will be

given as part of the scheme may then be

and manufacturing processes, ironing

confirmed as a Certified Company under

relied upon in the event of a difference in

out unclear elements within current

the requirements of the Compliance

interpretation of the FFFSR specifically,

legislation, which protects consumers


and will be respected by other regulatory

from fire, health and environmental

enforcement bodies throughout England,


The organisation will be listed on and eligible companies will be able to benefit from

Scotland, Wales and Northern Ireland. This prevents inconsistent

In developing this new compliance scheme, FIRA aims to ensure it is

Assured Advice from Hertfordshire

interpretation of the FFFSR – although it

adaptable to the changing needs of the

Trading Standards.

should be noted that the Assured Advice

industry, so should any of the proposed

element is not available to companies

amendments come into force, certified

based outside of the UK.

companies would be supported in

The certificate will be valid for a period of two years, during which time a further audit will be carried out – usually after 12 months – to ensure ongoing compliance.

Eligible certified companies will be able to ask for advice across any

adoption of, and compliance with, any new requirements.

section of the FFFSR in relation to their Trading Standards Assured Advice

business. To help best practice, FIRA

To further support the industry through

will (anonymously) publish all assured

the compliance scheme, the research

advice, which may flag issues for other

For further details on FIRA’s

association has entered into a Primary

certified companies, or reassure them

Compliance Scheme for the Fire

Authority Co-ordinated Partnership with

that they are compliant.

Performance of Upholstered Furniture go to or

Hertfordshire Trading Standards, which includes the provision of Assured Advice. Assured Advice aims to combat any discrepancies between different local

SectionR.indd 288

Are the FFFSR still effective?

contact FIRA International via

We can’t talk about a fire performance or call 01438 777700.

compliance scheme without touching

21/12/2017 18:54


Relocation Sale

Refurbishment Sale

Retirement Sale

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22nd February 2017 • Collingwood Batchellor Horsham

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26th September 2017 • Maitland’s Fraserburgh

20th September 2017 • Richard Cook Falmouth

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SectionR.indd 289


web: 07/11/2017 15:57

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290 | Trade Services

THE VOICE OF AN INDUSTRY As its name suggests, the British Furniture Confederation (BFC) is an alliance of furniture trade associations which come together to discuss what’s taking place in the industry – specifically in the context of lobbying on behalf of the industry in Whitehall, Parliament and Europe. As the association plans its approach for 2018, Furniture News takes a closer look at its background and activities … The BFC’s mission is “to sustain a

the Leisure and Outdoor Furniture

the services of a specialist political

strong and influential dialogue with

Association (LOFA); and The Furniture

consultancy - Brevia – which acts as

Government, ensuring that its policies

Makers’ Company.

secretary to the APPFIG and assists

support a thriving UK furniture industry”. The group was formed in 2006/7 in

Those associations’ directors are

the BFC in arranging meetings with

all directors of the BFC and sit on its

Government ministers, opposition

executive board. The Furniture Makers

spokespersons and others.

response to a clear message from what

Company provides an impartial chairman

was then the Department of Trade &

– currently its former master Jonathan

What does the BFC do?

Industry (DTI – now the Department for

Hindle, MD of KI Group. There are also

Over the years, the BFC has raised many

Business, Energy and Industrial Strategy)

ties with the Association of Master

industry issues with government, both in

that it wanted to deal with fewer trade

Upholsterers and Soft Furnishers

London and in Brussels. Questions have

organisations – or only with a lead

(AMUSF) and Anti-Copying In Design

been asked in the House of Commons,

organisation for each sector.


letters to ministers written, meetings

It therefore made sense for the

At roughly the same time as the

with ministers attended, petitions

furniture industry associations to get

BFC’s founding – and at the instigation

presented to Number 10, and events held

together, identify matters of common

of the confederation - the All Party

and attended – including, in 2012, a

interest and to make representations to

Parliamentary Furniture Industry

week-long exhibition of British furniture

and inform UK and EU governments on

Group (APPFIG) was formed within the

in the Houses of Parliament, seen by

behalf of the UK furniture industry.

Government. Since 2010, it has been

many hundreds of MPs, peers and civil

chaired by Stephen McPartland, MP


The BFC members are: the British Contract Furnishing Association (BCFA);

for Stevenage. The two work closely

the National Bed Federation (NBF);

together on issues, the APPFIG providing

manifesto, which clearly identified

the British Furniture Manufacturers

much-needed access to the heart of

the organisation’s key objectives, and

Association (BFM); the Furniture


was based on responses to a survey of

Industry Research Association (FIRA);

In addition, the BFC employs

In 2016, the BFC produced its first

each trade association’s members. The survey focused on the likely impact on the industry resulting from the Brexit process, and many issues came to light – including the reliance on skilled labour from overseas, and how Brexit might affect design law and standards. The manifesto highlights four key areas on which the BFC has pledged to actively campaign: skills and apprenticeships; trade and exports; flammability; and environment and the circular economy. The BFC board meets around four times a year and agrees a programme of action at each meeting. To give a flavour

The BFC executive board with Steve McPartland MP, in March 2016

SectionR.indd 290

of how this pans out, here is a summary of some of the activities of the past year:

21/12/2017 18:54

Trade Services | 291

British furniture on display at the Houses of Parliament

* The APPFIG AGM was held at

circular economy, and there has been

* The 2017 meeting and AGM of the

Westminster in October 2016. This also

greater involvement in applicable

APPFIG - which needed to be reformed

provided an opportunity for senior

consultations and standards associated

subsequent to the 2016 General Election

industry executives to learn from Greg

with these important business functions.

- took place in September at the House

Hands MP, Minister of State for Trade

In particular, the BFC has kept itself

of Commons, and was well attended by

and Investment, about the Government’s

informed on European lobbying for

industry leaders, trading standards and

commitment to increasing the UK’s

the removal of flame retardants from


exports to £1t by 2020.


Speakers included Lord Toby Harris, chairman of the National Trading

* Considerable technical and political

* Representations to Government were

Standards Board, and Erica Sheward

effort was invested in the progression

made due to industry concerns about the

from the Regulatory Delivery team at

of the re-write of the Furniture and

impact that the latest education policies

BEIS, which oversees Primary Authority

Furnishings Fire Safety Regulations

would have on the availability of design

Partnerships with regional trading

(FFFSR). In the light of continued

and technology qualifications, which are

standards authorities.

procrastination from BEIS and

the cornerstones for many who would

Government, the BFC, after consultation

wish to progress a career in furniture

facing both industry and enforcers in

with a large number of key stakeholders,


fighting back against a rising tide of

submitted its own workable version of

They addressed some of the issues

rogue traders – particularly the new

the regulations in the summer of 2017. A

* A detailed response was submitted

challenges presented by ecommerce –

response has still not been received.

to the Government’s Green Paper

and described the benefits of working

consultation on Building our Industrial

together through direct and co-ordinated


Primary Authority Partnerships.

* A meeting was held with BEIS officials to communicate the findings of the above consultations.

* The industry formed FIESTA – the

As we enter 2018, the BFC is preparing

Furnishing Industry Education Skills and

a new survey of its associations’

* There was a continued push for greater

Training Alliance - and the BFC agreed

members to update its view on key issues

clarity of export support and TAP funding

to support this organisation at a political

of concern. The results will be used to

through meetings and representations


update the BFC’s manifesto and inform

with UKTI and the Trade Alliance.

specific actions to be taken on its pledges. * A quick response to concerns about

* A watching brief has been maintained

shattering glass in furniture was

on sustainability, end-of-life and the

published in response to media scares.

SectionR.indd 291

A busy year is anticipated! W

21/12/2017 18:54

292 | Designer

Heimtextil 2018 – taking place from 9-12th this month at Messe Frankfurt – is the world’s leading trade fair for home and contract textiles, and is set to present more furnishing and upholstery fabrics than ever. As well as an engaging exhibit looking at the ramifications of urban living for the future of design, London trends consultant FranklinTill will curate five design and colour pavilions to identify and bring to life the colours, materials and interior trends informing the textiles and interior spaces of 2018/19 …

Future fabrics Adapt + Assemble Nomadic lifestyles and modular homes demand furnishings and fabrics made with movement in mind – flexible, modular designs, joints and construction methods selected for simple assembly, and fabrics that can be packed away for travel and transport. Aesthetically, this translates into: geometric, linear forms and graphic patterns brought to life in 3D; mono-material panels in contrasting colours; domestic fixtures and fittings inspired by industrial and commercial products; utilitarian materials; and textile flat-colour lattice, grid and dot-matrix patterns created by print, jacquard and digital fabrication technologies such as laser cutting and 3D printing.

Perfect Imperfection With the craft renaissance comes a renewed appreciation for imperfection as a signifier of value and provenance. As a reaction against the uniformity of massproduction, traditional making techniques are being revived, with Lifestyle renders by Six N.Five, swatch photography by Victoria Ling. Heimtextil will take place at Messe Frankfurt from 9-12th this month. W W

SectionS.indd 292

marks of imperfection enhancing the character and narrative behind the finished product. By bearing the signs of their making or the idiosyncrasies of their material, each piece is unpredictable and unique.

21/12/2017 18:16

Designer | 293


Soft Minimal

Colour has the power to steer

As space limitations prompt the

emotions, calming or energising,

need for more adaptable living

angering or subduing. In the non-

spaces, functionality, longevity and

stop, over-stimulated world of

adaptability are becoming more

the city, designers are drawing on

important to interior designs and

chromatherapy to create spaces

products. Consumers pare down

intended to restore balance. In

their environments and declutter

an inversion of popular belief,

their homes to create more flexible

red tones have been shown to

spaces and personal expressions of

encourage relaxation, whereas blues


stimulate the brain â&#x20AC;&#x201C; and designers

Intelligent material combinations

are exploiting these effects with

can easily be moved from space to

immersive spaces saturated with

space, not fixed in time or place

single hues in multiple tones within

by unnecessary decorative detail.

these spectrums.

Simple, elegant and well designed,

Created by up- and-coming

such pieces are made not to be

design trio The Unknown Collective,

discarded at the turn of a new

Heimtextilâ&#x20AC;&#x2122;s Colour Experience

season, but kept and cherished over

Space will explore the power of

a lifetime.

colour as a sedative and stimulant of circadian rhythms, through a two-part audiovisual experience, comprising red-based Relax and blue-infused Recharge programmes.

Urban Oasis Bringing the nourishing influence of the natural world into interior spaces, green tones lend interiors and products a therapeutic, refreshing quality. Opulent botanical hues create an atmosphere of replenishment, while plush, heavy fabrics are warmed and softened by combinations of dusty roses and deep forest greens, and natureinspired patterns and textures contribute to a feminised aesthetic of urban-engineered nature.

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ADVERT INDEX ADP.............................................................. 272

Eco Furniture............................................143

Keen Classics.............................................162


AIS Furniture Show..................................43


Kerry London............................................126


Alba Beds................................................... 257

Elstead Lighting......................................269

Kettle Interiors.................... 87, 89, 91, 93

Silentnight............................... 10, 258-259

Alpha Designs...........................................104

Excel Furniture.......................................... 40

Kozeesleep/Shakespeare Beds........... 255

Slumberdream............................... 244-245

Armour Home.......................................... 243


Lenart.......................................................... 175

Smart Trading/Cowthorpe................... 231


FIRA............................................................. 295

Liftsafe....................................................... 276

Spring Fair...................................................47

Artistic Upholstery.................................. 123

Furniture China..........................................55

Litmus Furniture/Wiemann................ 191


Baker Furniture.........................................121

Furniture Clinic.......................................294

London Fabric Show................................. 41

Star Brands............................................... 287


Furniture Importers..............................289

Lynch Sales...............................................289


Billy & Slouch............................................ 119

Furniture Repair Distribution............ 278



Bluebone..................................................... 132

Furniture To Go............................. 220-221

Mason & Pearl.........................................204

Swan Retail................................................129 Sweet Dreams...........................................233


Gallery Direct............................................147

Mattresstek............................................... 285


Global Home.........................................58-61

Meble Polska ..............................................57

Sweetpea & Willow.................................. 98

Britannia Mirrors......................................97

Greenwood Retail.....................................115

Mia Wholesale..........................................140

TCS.................................................................. 15

Buoyant Upholstery................................ 213

Hafele.......................................................... 279

Michael Tyler.............................................113


Celebrity Motion Furniture................. 239

Han Lin........................................................ 49

Midland Furniture Auctions..................78

The Furniture Company....................... 205

Central Furniture..........................266-267

Harrison Spinks.........................................77

MIFF ..............................................................53

The Insert Company.............................. 274

CEVA............................................................ 275

Heritage Furniture.........................180-183

Mlily............................................................ 203

Torelli ........................................................208

CIFF............................................................... 69

Highgate Beds.................................225-227

Myers.......................................................... 247

Trucksmith................................................ 271

CIMC............................................................. 153

Highgrove Beds.......................................8-9


TSG Cumbria.............................................219


Highland Home........................................192

Now Marketing........................................ 274

Universal.................................................... 283

CO2........................................................ 24, 281


One Call Furniture...................................160

VIFA Hawa................................................... 51

Core Products...................................176-177

Home Inc......................................................75

Orchard....................................................... 161


Corndell................................ 28-31, 168-171

Homestyle GB................................. 164-165


Westwood......................................... 188-189

Crest JMT Leather.....................................95

Hydeline Furniture............................ 18-19

Pacific Lifestyle........................................143





Wilde Java................................................... 137

Dar Lighting..............................................139

IAFP............................................................. 265

Pride Mobility..........................................206

Willis & Gambier.......................................112

DB Mirrors ..................................................50


Protect-A-Bed......................................... 229

Woodman Chairs.......................................73

Deepsleep Beds................................214-215


Retailsystem............................................... 40

World Furniture (NI).............................. 217

Deluxe Beds.................................................50

Indian Hub.........................................135, 151

Richardson/Steely.................................. 272

Worldwide Furniture Source...............235

Derry’s............................................... 144-145

January Furniture Show.........................101


XYZ Agencies/Paulus & Brown.....124-125

Design Studio............................................130

John Sankey.................................................. 11


YOTFC............................................... 262-263

Devonshire Pine..............................156-157




Julian Bowen............................................. 173





For everything you need to know about




Tetrad, for Gatsby

Find out how membership of the Furniture Industry Research Association can benefit your business

Who will be named best in show in 2018?

Find out on 21.01.18

T: 01438 777 700 E:

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Supported by

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“I had been a housewife and a mum, and now I was sat in a high-powered business meeting with a legendary entrepreneur!”

LIZ COLLERAN DIRECTOR, DUVALAY Britain’s newly-crowned NBF Bed Manufacturer of the Year 2017 (under £10m turnover category), Duvalay makes bedding products for the home including mattresses, toppers and pillows, and shot to fame following an appearance on Dragons’ Den. The company is also known for its leisure vehicle sleep products, which include the luxury Duvalay sleeping bag. CAREER DIGEST

SectionS.indd 296

1983 – Store assistant, Laura Ashley

1993 – Part time, Bounty Services

1985 – Exports and sales, Skopos Design

2003 – Co-founder, Duvalay

21/12/2017 18:16

Last Word | 297


ow did you enter the trade?

viewers! From the day we submitted

aspects to consider, from stock issues

My husband Alan and I had a

our application to the day the show was

and cashflow to profitability and pay.

caravan, which we loved, but,

broadcast, a whole year went past.

If you want to get bigger, you need to

due to my bad back, I had real problems

I was bursting to tell everyone we’d

ask yourself: ‘How can we do this in the

sleeping in it. Alan made me a topper

got ourselves a ‘Dragon’, but of course,

from a piece of memory foam – and the

you can’t say a word. On the plus side, it

rest is history!

gave us time to put everything in place

What company do you most look up to?

for the predicted increase in orders. Lots

I’m obsessed with mail order

was using this domestic foam in the

of companies’ websites crash when the

companies! I love looking at how slickly

leisure industry. We’d done what every

show airs, but ours didn’t!

they present things online using video

We quickly realised that no-one else

entrepreneur dreams of doing – we’d spotted a gap in the market.

most cost-effective way?’

and imagery. A single sentence in an Describe a typical working day

advert is all it takes to put a potential

As a manufacturer, you have a huge

customer into buying mode – they

Who was your inspiration?

responsibility to deliver your products

don’t realise that their shopping habits

Our inspiration was our three sons, Tom,

to order and on time every single day,

follow the patterns of everyone else.

William and Declan. When they reached

as so many other companies depend on

the ages of 14, 11 and five, Alan and I

you as part of their supply chain. I always

it’s like someone has turned on a tap at

felt that the time was right for us to go

make sure that production is ticking over

9pm on a Sunday night – everyone just

into business together. Knowing we had

nicely, then I spend the day in meetings,

jumps online!

a family to provide for made us totally

with everyone from component suppliers

determined to succeed.

to customers – often looking at how, as

What would you most like to change

a small family-run business, we can be

about yourself?


I worry too much. I wish I could switch

What was your career high point? Definitely speaking to Sir Richard

My favourite meetings are strategic

Branson! Our Dragons’ Den investor

discussions, which is when we look at

Hilary Devey CBE set up the meeting, and

product development – exciting!

we had to go to the Virgin offices, which

We look at our back-office data and

off. But then, I love what I do, and I wouldn’t change it for the world. What do you enjoy most about working

were in a huge glass building. He was

If you had to start over, you’d probably

in the trade?

very business-like, as you would expect,

pursue which career?

I love the fact that there are so many

and hugely supportive of our product.

As a child, I was a competitive swimmer

family-run businesses (including our

(I swam my first pool length aged

own). You get to know someone and

which were specially adapted for his

four), so if I had my time again, I would

then do business with them for years

private plane. When he said “everyone

have loved to have been a professional

– firstly, the parents, and then their

should have a Duvalay,” it was totally

swimmer. These days, I would love to

children when they take over.

surreal! I had been a housewife and

sell big-ticket items – ideally, yachts!

a mum, and now I was sat in a high-

Messing about on boats and drinking

Leave us with an industry anecdote

powered business meeting with a

champagne – it wouldn’t even feel like


legendary entrepreneur!


I could tell you all sorts – including

We sent him our luxury sleeping bags,

what goes on at ‘the wall’ at the back of

… and low point?

What date on the business calendar do

I knew we’d created a canny product,

you most look forward to?

and I felt (and will always feel) this huge

The end of the month is always my

laughs over the years, but one in

burden of responsibility to maximise its

favourite date, as I like looking over

particular springs to mind. I’d been

potential – especially in my sales and

the accounts. I don’t like murky waters

gossiping in the toilets at an awards

marketing role. It’s a bit like being given

– seeing where you are up to tells you

ceremony and, when I returned to the

a gold bar – you worry you won’t live up

where you are going.

room, I realised the presenter was

to such a big opportunity.

the room on Dragons’ Den! Alan and I have had some great

announcing I’d won Business Woman What is the most important issue

of the Year! I’d missed all the lovely

… and the turning point?

affecting your business right now?

things that had been said about me, and

Going on the BBC’s Dragons’ Den and

Growth, and how we can accommodate

only just arrived in time to go up on

showcasing our product to five million

it in a safe way. There are so many

stage – typical!

City or country?

Books or movies?

Sunrise or sunset?

Country – I love the peace and quiet after

Books – I’ve loved reading since the age

Sunrise – I’m a morning person. I love to

working in what can sometimes be a mad

of five. My favourites are inspirational

be up with the larks and cracking on with


stories, historical novels, and something

work. I’m past my best by sunset.

trashy on holiday!

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21/12/2017 18:16

On the web this month The Furniture News website is constantly updated with fresh stories. Browse on your desktop or mobile, or opt in to receive our regular newsletter

Further Reading Do you have a story to share? To contribute, call the editorial desk on 01424 776101 or email paul@

Are you looking to place product before the UK’s buyers? To advertise or submit product information, call the sales team on 01424 776100, or email or

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News: Steinhoff chairman resigns to “reinforce independent governance”

Keep up to date You can also sign up to receive free access to the digital edition each month, as well as the regular Furniture News e-newsletter, via the specific links at – or email to be manually signed up to our digital services

Don’t forget to follow the Furniture News Twitter feed, @FurnitureNewsED, to keep up with the latest news and opinions from the team

Resources: Encouraging staff on maternity leave to return to work

Furniture News is an invaluable resource for those operating in the UK domestic furniture and furnishings sector – but it’s just one of the titles published by Gearing Media Group.

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Products: New technology from Biocrystal promises to energise foam

Those involved in the contract furnishings market should take a look at Hospitality Interiors magazine (, while anyone seeking furniture manufacturing machinery or supplies should check out Furniture Production (

In next month’s issue: Consumer spending outlook | FIRA’s latest industry statistics | SFTBA fundraiser in pictures | London Fabric Show

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22/12/2017 09:00




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Furniture News #346  

The essential guide to the UK domestic furniture and furnishing trade

Furniture News #346  

The essential guide to the UK domestic furniture and furnishing trade