Furniture News #351

The essential guide to the UK domestic furniture and furnishings trade #351 June 2018 | www.furniturenews.net

Apollo range, CIMC Home GENERATION GAP

DESIGN DIRECTIONS

TANNER TALKS

Why Millennial spend matters

Advice for budding designers

Ex-buyer updates his CV

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25/05/2018 13:15

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the complete service

The Complete Service

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The Carpet Specialists

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ofa

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3

INFORMATION ON THE COVER Editor-in-chief Paul Farley 01424 776101 paul@gearingmediagroup.com Twitter @FurnitureNewsED

“If those born in the late Eighties are getting on the property ladder, they already need to be taken seriously”

Sales & marketing director (Furniture News portfolio) Sam Horscroft 01424 776100 sam@gearingmediagroup.com Twitter @FurnitureNewsAD Sales executive Caroline Littler 07861 231461 caroline@gearingmediagroup.com Production manager James Ash 01424 775304 james@gearingmediagroup.com Production assistant Mike Beales 01424 775304 mike@gearingmediagroup.com Digital production assistant Nyall McCurrach 01424 775304 nyall@gearingmediagroup.com Copy administrator Steve Merrick 01424 776108 production@gearingmediagroup.com Proofreader Keith Fitz-Hugh

COMMENT

T

imes are tough. In 1960, the

If Millennial spend is coming of age,

average age of a first-time house

how can you better understand your now

buyer was 23. Today, it’s 30, reports

and future customer? It is said that the

the Independent – clearly, young people

younger generations value transparency,

have considerably less spending power

and prioritise experience over product – and

these days. Indeed, our inter-generational

if that’s the case, then the bed sector has

wealth gap is so great that think tank the

tapped into their demands better than most.

Resolution Foundation proposes tax reforms

Take the Silentnight Group, which

to create a ‘citizen’s inheritance’ – £10,000,

unveiled two new mattress brands at its

payable on everyone’s 25th birthday – to

Brooklands show last month. Sealy UK’s

help redress the balance.

Activsleep targets those in the 30-35 bracket

Amid this hand-wringing, it’s easy to

in pursuit of wellbeing – think health-

Editorial director John Legg 01424 776104 john@gearingmediagroup.com

overlook a crucial point – today’s young

conscious aspirants who attend yoga classes,

people may have less money, but this won’t

use personal trainers, or follow the likes of

always be the case. And if those born in the

Joe Wicks (The Body Coach) on social media.

Publisher Nigel Gearing

late Eighties are getting on the property ladder, they already need to be taken

Comfort Breathe range marries personal

Accounts Wendy Williams 01424 774982 wendy@gearingmediagroup.com

seriously.

comfort with minimal environmental

CEO of Made.com, about the importance of

recycled plastic bottles, earning it the

Subscriptions subscriptions@gearingmediagroup.com

the Millennial customer – a generation that

support of the Marine Conservation Society

grew up with the internet, eco guilt, and

and its anti-plastics crusade.

Annual Subscription Rates UK-£65 Europe-£85 RoW-£95

more labels than any other demographic in

Repro, print and distribution Stephens & George

Last month, I spoke to Philippe Chainieux,

history.

“Millennials are not the core target group

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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Both ranges hit the zeitgeist, giving retailers engaging stories to tell their customers, online and in-store. And while product trends are defined by consumer

years,” he said. “Just look at how much the

demand, retailers and suppliers too have a

fashion industry has changed since 2013,

substantial role in defining what sells, and

thanks to ecommerce – the landscape is

how.

In some corners of the industry, the shift

General information

impact, employing eco-fibres made from

for furniture, but they will be in the next five

unrecognisable.”

Gearing Media Group Ltd 4 Red Barn Mews, High Street Battle, East Sussex TN33 0AG ISSN No: 1475 - 3731

© Gearing Media Group Ltd 2018

On the other hand, Silentnight’s new Eco

Like the opener at an AA meeting, the first step is to acknowledge we have a problem.

has already happened. A survey carried

The Millennials are here to stay, and,

out by the National Bed Federation reveals

regardless of the historical comparatives,

that 51% of mattresses are now purchased

they have money, so we’d better get used to

online, compared to 47% in-store. Despite

giving them what they want.

Cambridge Analytica’s antics, trust in the internet has never been higher.

And don’t even get me started on Generation Z …

Granted, these developments aren’t entirely representative – not everyone under 38 is after designer chic or a bed in a box (and I should know, I’m a Millennial myself – just!). But there’s clearly some disconnect between the industry’s preferred methods of selling and this new audience’s preferred methods of buying.

Paul Farley Editor-in-chief T 01424 776101 E paul@gearingmediagroup.com Twitter @FurnitureNewsED

25/05/2018 13:15

MANCHESTER CENTRAL | 15-17 JULY 2018

FEATURING MIDPOINT

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18 14:21

Contents | 5

ON THE COVER

THIS ISSUE

7

The essential guide to the UK domestic furniture and furnishings trade #351 June 2018 | www.furniturenews.net

Partner Comment

12 News 22 Events Apollo range, CIMC Home GENERATION GAP Why Millennial spend matters

DESIGN DIRECTIONS Advice for budding designers

TANNER TALKS

30 Resources

Ex-M&S buyer updates his CV

FrontCover351.indd 1

24/05/2018 09:53

CIMC Home (www. cimchome.com) presents the Apollo bedroom range – read more on p34

CONTRIBUTORS 32

34 Profiles World of Furniture (22)

42 Dining 48 Beds & Bedroom 62 Opinion 64 Living 68 Furnisher

Inside Online’s Ric Waters presents the latest digital performance findings

62

70 Lighting 74 Designer 80 Last Word

Paul Tanner (80)

One Year In at New Designers (74, photo By Yeshen Venema)

This month, Gavin Boden asks where all the skilled workers have gone

At Furniture News, we want to bring you the most relevant content and offers. Scan this QR code with your phone’s camera – or visit www.bit.ly/fn-in – to opt into the communications you’d prefer to receive (including the printed magazine)

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25/05/2018 13:15

Multichannel marketing for the

furniture trade Furniture News has developed Connect, a combined website and printed directory designed to meet the needs of the furniture and furnishings sector.

The printed directory is a comprehensive reference point for retailers looking for suppliers, and vice versa – while users of the online Connect platform will have the industry at their fingertips.

Call us on 01424 776100 to discover why Connect should be part of your marketing plans this year, or read more at bit.ly/fn-connect-media Brought to you by

Furniture News FN351_Pages.indd ConnectMay18.indd 61

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Partner Comment | 7

International spice

J

Looking forward to my first Manchester Furniture Show,

oining the dedicated team behind the January and Manchester Furniture Shows in January as a sales manager,

it is clear that choice is again the buzzword. There are more

I have quickly learned how passionate the people in the

international names than ever before, as the show partners

furniture industry are about their products, and appreciate the

with MidPoint for the first time. Venjakob, MWA Aktuell and

careful thought that goes into producing them.

Gala Collezione are just some of the newest names to show at Manchester. These – along with the other international and UK

I’ve spent most of my career in event sales and I understand the importance of having a great USP, combined with the full

names on the exhibitor list – are sure to attract more buyers to

understanding of what your products are and what they can

Manchester this summer.

deliver in order to make the best sales – as well, of course, as fully understanding the particular needs of your customers.

The feedback we received after the 2018 January Furniture Show regularly included the word ‘choice’. It loomed large in every aspect of the feedback as a big positive in terms of the variety of exhibitors and what was on show. Choice is one of the main things that drives buyers to our shows. Visitors want to see what’s new in every type of furniture and from every type of exhibitor – and from everywhere.

We all know that in the UK we have excellence in every aspect

“Consumers have long been drawn to the chic of Italian design, the cool simplicity of Scandinavian style and the engineering expertise of the Germans”

of our own furniture industry – from product concept through With two major shows annually offering an intoxicating mix of

manufacturing and end selling – and, quite rightly, we should all be proud of that. But, being currently involved in securing

the finest UK products and the best from Europe and the rest of the

new high-end international names to join the line-up of the

world, the January and Manchester furniture shows are flourishing

2019 January Furniture Show, I am acutely aware of how much

as the places for the whole industry to meet, see what’s new and

the addition of international exhibitors adds to the value of our

choose what’s best.

furniture shows - for those who buy furniture and furnishings, and

I look forward to meeting you at the Manchester Furniture Show in July!

to the furniture industry as a whole.

We’ve already added new names to the list for 2019 such as Rossini, Gwinner and Albea Mobili – and the addition of major international names to the exhibitor list attracts more buyers, and buyers with bigger budgets. Not only is the choice of exhibitors and products expanded, but it also provides an excellent opportunity for UK manufacturers to see emerging worldwide furniture trends, and to see the use of new or different materials first hand.

Tracy Winchester is a sales manager

With an annual spend on furniture and furnishings currently running at around £16b, it is easy to see why international

for the January Furniture Show. The

exhibitors are attracted to exhibit in the UK. Consumers have long

Manchester Furniture Show will take

been drawn to the chic of Italian design, the cool simplicity of

place this year from 15-17th July at

Scandinavian style and the engineering expertise of the Germans.

Manchester Central.

Media Partners Furniture News enjoys partnerships with a 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

FN351_Pages.indd 7

25/05/2018 13:15

World of Opportunity

Engage a

The International Alliance of Furnishing Publications (IAFP) is an association comprising the leading industry trade publications in 19 countries.

Established in 1997, the IAFP aims to improve communications between international markets and create new business opportunities.

Furniture News is the IAFP’s representative in the UK, and can offer readers and advertisers target market information, contacts and reach through the most effective B2B channels.

The essential guide to the UK domestic furniture and furnishings trade #350 May 2018 | www.furniturenews.net

Contact us on (+44)1424 776101 or visit the IAFP website to find out more.

Camden Collection, Gallery Direct POLE POSITION Meble Polska looks ahead

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Solutions, advice & practical support

25/05/2018 13:15 22/05/2018 11:16 17/05/2018 17:11:46

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22/05/2018 25/05/2018 15:53 13:15

12 | News

NBF elects new president The National Bed

in the industry and making further

Federation (NBF)

significant progress on how the industry

has appointed

handles waste and recycling.”

Dublin fair dates changed

Tony started his working life as an

Homeware Show (IFHS), taking place

CEO of Airsprung

apprentice technician with Mars in 1974

at Dublin’s National Show Centre this

Group, as its

before graduating in Engineering &

summer, have been adjusted to avoid a

president. Tony

Business in 1984. He then worked with Rio

clash with a Papal visit.

takes over from

Tinto Zinc before becoming a director of

Simon Spinks,

a subsidiary business within that group at

previous weekend to initially planned,

MD of Harrison

28. Having moved to conglomerate Spear

and will run for four days from 18th–21st

Spinks.

& Jackson, he was eventually appointed its

August.

Tony Lisanti,

An NBF council/board member for some

IFHS 2018 will now take place on the

“After careful consideration and

CEO in 1998. He then moved to Airsprung

16 years, Tony, who also sits on the NBF

in 2002, became a major shareholder

consultation with the police and event

Quality and Standards committee and

and oversaw various strategic changes,

organisers for the Pope’s visit, we decided

chairs the Recycling committee, says: “I

including its sale into private ownership.

that to have our IFHS on the same

am genuinely honoured to be the next NBF

David Moffitt of Kayfoam Woolfson has

C

The dates for the Irish Furniture &

weekend could prove detrimental to the

president. I aim to continue the sterling

also been elected to the NBF executive

success of the show this year,” comments

work of past presidents on raising standards

board.

a spokesperson.

I Saloni Milan records strong growth The 57th edition of the Salone del Mobile.Milano, which took place in April, attracted 434,509 visitors from 188 countries – a +17% increase on the 2016 edition, which last featured the biennial kitchen and bathroom shows, and an increase of +26% on 2017’s figures.

“We are extremely proud of the success of this event and of the level of professionals who have come to this edition, proving that the Salone del Mobile is a global benchmark,” says event president Claudio Luti.

A total of 1841 exhibitors – 27% of them from 33 countries other than Italy – presented their products at the Salone Internazionale del Mobile, the International Furnishing Accessories Exhibition, EuroCucina and the International Bathroom Exhibition, alongside the

been an extraordinary edition, that has seen the companies’ efforts

650 designers aged under 35 featured at SaloneSatellite.

to promote the very best Italian design pay off during the most

Emanuele Orsini, president of Italian industry associations FederlegnoArredo and Federlegno Arredo Eventi, says: “This has

CIFF Guangzhou proves popular The two phases of CIFF Guangzhou 2018, which took

important week of the year.”

The next edition will be held from 9-14th April 2019.

La-Z-Boy UK MD to head up EMEA La-Z-Boy UK’s MD Keith Wilson will now have

commercial

responsibility for the brand throughout the

experience in

Europe, Middle East and Africa region.

managing European

Keith’s promotion to MD EMEA follows a

businesses and will

place over eight days in March,

successful first year for the newly-formed La-

also enable him

attracted a turnout of 195,082

Z-Boy UK, following the US parent company’s

to leverage our

visitors to visit the 4100-plus

purchasing of the licence for the UK and Irish

UK organisation

exhibitors arrayed.

territory from Furnico in January 2017.

and infrastructure

The fair took place over

Doug Collier, La-Z-Boy Inc’s senior vice-

to help drive our

750,000m2, and reportedly proved

president, CCO and president, international,

growth in the

more welcoming to foreign

says: “Keith, in his current role as MD,

broader EMEA

visitors than ever, offering them a

La-Z-Boy UK, has done a great job over the

region, particularly

ready platform of export-oriented

last 18 months transitioning the UK business

in Europe.”

companies. The next edition, CIFF

from our previous distributor partner with

Shanghai, will take place at the

minimal disruption for our customers, and

worked exceptionally hard to make La-Z-Boy

National Exhibition & Convention

also in creating and leading our La-Z-Boy UK

UK a fantastic success and we already have

Center, Hongqiao, from 10-13th

organisation.

plans in place for brand developments across

September.

FN351_Pages.indd 12

“This change will utilise Keith’s significant

Keith comments: “The entire team has

the rest of Europe, the Middle East and Africa.”

25/05/2018 13:15

Buoyan

www.buoyant-upholstery.co.uk www.buoyant-upholstery.co.uk www.buoyant-upholstery.co.uk www.buoyant-upholstery.co.uk www.buoyant-upholstery.co.uk www.buoyant-upholstery.co.uk Telephone Telephone Telephone -- 01282 -- 01282 -- 01282 691631 691631 691631 Telephone Telephone Telephone 01282 01282 01282 691631 691631 691631 www.buoyant-upholstery.co.uk www.buoyant-upholstery.co.uk www.buoyant-upholstery.co.uk www.buoyant-upholstery.co.uk Telephone -- 01282 691631 Telephone 01282 691631 Telephone -- 01282 691631 Telephone 01282 691631

COME COME COME AND AND AND SEE SEE SEE US US US AT AT AT THE THE THE MANCHESTER MANCHESTER MANCHESTER COME SEE THE MANCHESTER COMEAND AND SEE US US AT THE MANCHESTER FURNITURE FURNITURE FURNITURE SHOW SHOW SHOW FURNITURE SHOW FURNITURE SHOW www.buoyant-upholstery.co.uk www.buoyant-upholstery.co.uk Telephone Telephone -- 01282 01282 691631 691631

COME AND SEE US AT THE MANCHESTER FURNITURE SHOW

Stand B61 and C46 Manchester Central Stand Stand Stand B61 B61 B61 and and and C46 C46 C46 atatat Manchester Manchester Manchester Central Central Central Stand B61 and at Manchester Central Stand B61 and-C46 atJuly Manchester 15th -17th 17th July 2018 15th 15th 15th -C46 -17th 17th July July 2018 2018 2018 Central 15th--17th 17th July 15th July2018 2018

We will be launching a new & exciting collection of sofas &

We We will We will be will be launching be launching launching a new a new a new && exciting & exciting exciting collection collection collection ofof sofas of sofas sofas && & accent pieces to complement our existing range.

We willpieces bepieces launching a new & exciting collection ofrange. sofas & accent accent pieces toto complement complement complement our our existing our existing existing range. range.

Weaccent will be launching ato new & exciting collection of sofas & accent pieces to complement our existing range.

Also take a look at our ILIV range on neighbouring Stand A64 accent to complement our existingStand range.

Also Also Also take take take a look a look apieces look atat our at our ILIV our ILIV ILIV range range range onon neighbouring on neighbouring neighbouring Stand Stand A64 A64 A64 Also take a look at our ILIV range on neighbouring Stand A64

Also take a look at our ILIV range on neighbouring Stand A64

MADE IN THE UK MADE IN THE UK

MADE MADE IN MADE THE IN THE UK IN THE UK UK MADE IN THE UK

FN351_Pages.indd 13 BuoyantJune18.indd 1

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14 | News

Debenhams to focus on third-party furniture partnerships Poor weather hit Debenhams hard in H1,

impact on our results. But I am hugely

with LFL sales down -2.2% overall, and a

encouraged by the progress we are making to

final trading week in which extreme weather

transform Debenhams for our customers.

“We are holding share in a difficult fashion

conditions prompted the temporary closure

Whitemeadow retains inspirational status Whitemeadow, the largest

of almost 100 stores during the retailer’s New

market, and in other categories such as

independently-owned UK upholstery

Season Spectacular – which is estimated to

furniture, exciting new partnerships have the

manufacturer, has been identified

have reduced H1 LFL sales by around -1.0%.

potential to transform our offer.” Debenhams

as one of London Stock Exchange

described its own-bought furniture business

Group’s 1000 Companies to Inspire

£13.5m, in part due to the retailer’s redesign

as “loss making and sub-scale”, and noted

Britain 2018.

strategy. However, the retailer did cite digital

that it intends to progressively phase out

growth of +9.7%, plus encouraging results

the category, focusing on its core strength in

Whitemeadow in the report, which

from its new store format trials.

home accessories and soft furnishings whilst

identifies the nation’s fastest-

developing partnerships with retailers such as

growing and most dynamic SMEs.

been an easy first half and the extreme weather

Maisons du Monde and Swoon, with which it

To be included in the list, companies

in the final week of the half had a material

started working in H1.

need to show consistent revenue

Pre-tax profits dropped by -84.6% to

CEO Sergio Bucher comments: “It has not

This is the third inclusion for

growth over a minimum of three years, significantly outperforming

Global Handicraft comes to Autumn Fair

their industry peers.

Whitemeadow currently employs

Autumn Fair, taking place at the Birmingham NEC from 2nd-5th September, is launching Global

over 500 staff over six sites, all

Handicraft, a presentation of artisanal products from across the world.

within a two-mile radius, covering

According to organiser Ascential Events, the £3b UK craft industry is growing by +4.5% each year, and the artisan trend has become a key feature of the global home and gift market. Global

over 170,000ft2 of manufacturing space.

Handicraft at Autumn Fair will see manufacturers offer bespoke ranges from exotic textiles to

Whitemeadow MD Ian Oscroft

quirky lighting, and will feature live demonstrations and seminars.

comments: “Investment in new

Louise Young, MD of Spring Fair and Autumn Fair, says: “Consumers have made it clear they

production equipment such as

want to connect with the products they buy, and know how they were created and the story behind

CNC routers and automated fabric

their purchases. With this new section, buyers can get their hands on products that are handmade,

cutting machines have allowed us

inspiring and steeped in culture, and get their orders in ahead of the competition.

to increase output efficiency, whilst

“Autumn Fair is retailers’ gateway to the golden quarter and key retail spikes such as Easter and

educating and encouraging career

Mother’s Day. The show is perfectly timed for short orders and the key holiday selling period, as

development of our employees has

well as giving retailers the chance to be the first to see and order products for 2019.”

improved productivity.”

Breasley appoints area sales representatives The Breasley Group has announced the

New host and categories for bed industry awards

appointments of Paul Gammon and Mike Fitzgerald to expand its UK sales

Former rugby star and TV presenter Martin Bayfield

team.

has been confirmed as the host of this year’s NBF

Paul and Mike took up their new

Paul Gammon

place on the evening of 18th September at Telford

April, and have been busy settling into

International Centre during the Bed Show.

their respective areas. Paul’s territory is the south-west of England and South Wales, and he brings with him nearly 20 years’ experience as a field

At 6ft 10in, former police officer Martin was one of the tallest men in rugby, and one of England’s most potent forwards, winning 21 England caps and two Grand Slams.

He has become an established member of the BT Sport and ITV Sport

sales manager for Relyon and, for the

commentary teams, fronted coverage of the NFL and The World’s

last 14 years, with Dreamworks Beds.

Strongest Man contest, and joined the presenting team on Crimewatch, as

Mike, who has previously been area sales manager for Steinhoff UK Beds Mike Fitzgerald

Bed Show Gala Dinner and awards ceremony, taking

roles as area sales representative in

well as trying his comedic skills at the Edinburgh Fringe.

The evening will also see the presentation of the annual Bed Industry

and Millbrook Beds, will cover the

Awards, a credible celebration of the best in the industry, which will

south-east of England and East Anglia.

feature new online retail categories (turnover > and < £5m).

Sales director Rob King says: “We are extremely pleased

“We have run the Bed Industry Awards for eight years and over the

to have Paul and Mike on board – they both have the

years the retail selling market has changed,” says Jessica Alexander,

professionalism and experience which we were seeking to

executive director of the NBF. “We have reintroduced an online retail

fulfil these roles, combined with a great depth of industry

category but have differentiated between large and small and online

knowledge.”

versus traditional bricks and mortar.”

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BoytekJ

FN351_Pages.indd 15 BoytekJune18.indd 1

25/05/2018 04/05/2018 13:15 09:12

16 | News

Dreamworks Beds appoints area sales manager Dreamworks Beds has appointed Philip George as its area sales manager in the west of England, covering Manchester down to Cornwall.

Philip has been in the furniture industry for over 30 years. He started his career in retail, working his way up from porter sales to store manager. After 16 years he became a sales rep, working for Silentnight Cabinets and Slumberland, before heading to New Zealand for two years.

Upon his return to the UK, he was appointed northern sales manager for

New chair appointed to parliamentary group Maggie was elected to the Erewash

Maggie Throup, Conservative MP for East Midlands constituency Erewash, has been

seat in 2015 and held it with an

appointed new chairman of the All Party

increased majority in the 2017 General

Parliamentary Furniture Industry Group

Election. With Long Eaton and Ilkeston

(APPFIG).

in her constituency, Maggie already

Maggie’s election follows the

has knowledge of, and links with, the

decision by Stephen McPartland, MP for

furniture industry – and lost no time

Stevenage, to step down from the role,

after her election to raise a question

which he has held since 2010.Stephen

in the House, asking her ministerial

says: “I feel we have made real progress

colleagues in charge of the renovation

in making sure the Government is

of the Palace of Westminster to give due

aware of the industry’s concerns – and

consideration to British furniture and

its importance to the British economy.

furnishing providers.

Says Maggie: “I have seen for myself

Although I’m stepping down from the chairmanship, I will continue to have a

the fantastic furniture made in my

real interest in its progress.”

constituency Erewash, known as the UK Centre of Quality Upholstery

Sleepeezee, from where he moved to

Manufacture, and which I

Millbrook Beds for 12 years.

know is echoed all over the

Philip comments: “With my knowledge of

country.

the industry and background dealing with

“The furniture and

both B2B and B2C clients, I am confident

furnishings industry is a

that I can

significant contributor to the

add value to the company, providing a great service

British economy, with over Maggie Throup, flanked by Jonathan Hindle, chairman of the British Furniture Confederation (BFC), and Stephen McPartland

to existing

8000 firms turning over more than £11b and employing more than 118,000 people.”

customers as well as sourcing new business.”

Paying tribute to Charles Wade The British Furniture Manufacturers (BFM) has paid tribute to one of the best-known figures in the British furniture industry, Charles Wade, who passed away at the end of April.

Flammability seminars at SATRA Testing specialist SATRA’s flammability

Charles, who ran the Wade Furniture Group for over 20 years, built it into one of Europe’s leading upholstery and cabinet furniture manufacturing companies. Known for owning a number of brands that survive to this day, such as Buoyant Upholstery, he was also active in the training arena, including being chairman of Webs Training.

Jackie Bazeley, BFM MD, says: “Charles was an inspirational figure, he had a

seminars aim to provide a full understanding

career within the industry spanning nearly 50 years and became one of its greatest

of the Furniture and Furnishings (Fire)

industrialists. He will be greatly missed.”

(Safety) Regulations for domestic and

Mike Aramayo, MD of Buoyant Upholstery, comments: “He was a very good friend and

contract markets for furniture, upholstery

we worked closely together for 18 years. I was so lucky to be able to spend some time with

and bedding.

him before he passed. I will miss him forever.”

Delegates will learn about the tests conducted and see demonstrations in SATRA’s flammability lab to witness firsthand the requirements needed for a foam or

Sainsbury’s and Asda to combine

filling to pass the Furniture and Furnishings

Sainsbury’s and Walmart have agreed terms in relation to a proposed combination of

(Fire) (Safety) Regulations.

Sainsbury’s and Asda Group.

The one-day seminars will take

The combined business will create a dynamic new player in UK retail with significant

place at SATRA’s offices in Kettering,

breadth of products, delivered through multiple channels. According to the owners,

Northamptonshire on 28th June, 11th

bringing the two brands together will result in a more competitive and resilient business

October and 6th December.

that will be better able to invest in price, quality, range and the technology to create more

There is also a furniture safety seminar taking place on 21st of this month which will introduce the concepts of general product safety for furniture entering the European

flexible ways for customers to shop.

Mike Coupe, CEO of Sainsbury’s, says: “Having worked at Asda before Sainsbury’s, I understand the culture and the businesses well, and believe they are the best possible fit.”

The combination, which is subject to Competition and Markets Authority (CMA)

market, and the use of laboratory testing to

approval, would create a network of more than 2800 Sainsbury’s, Asda and Argos stores,

give evidence of due diligence.

plus several of the UK’s most popular retail websites.

FN351_Pages.indd 16

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25/05/2018 22/05/2018 13:15 11:07

18 | News

House of Fraser plots CVA and share sale Nanjing Cenbest, owner of House of Fraser,

to securing House of Fraser’s long-term

plans to sell a 51% in the department

future.

store business to international retailer

“With the support of Nanjing Cenbest

C.banner (owner of Hamleys, among

and Sanpower, Alex Williamson and his

other assets), which will in turn lead to a

team have made substantial progress on our

subscription for new shares in the company,

transformation journey. However, we need

providing capital to accelerate the board’s

to go further and faster if we are to confront

transformation plans.

the seismic shifts in the retail industry.

The agreement is subject to House of

imm cologne’s new director

There is a need to create a leaner business

Fraser restructuring and reducing its store

that better serves the rapidly changing

portfolio, which it plans to achieve through

behaviours of a customer base which

On 1st August, Claire Steinbrück will

a CVA.

increasingly shops channel-agnostically.

take over the project management of

House of Fraser’s future will depend on

furniture exhibition imm cologne.

The retailer intends to launch a formal CVA proposal this month, and, pending

creating the right portfolio of stores that

creditor approval, the store restructuring

are the right size and in the right location.

is expected to conclude in early 2019.

“C.banner’s investment is a vote of

Claire has worked for more than two years at Koelnmesse as team leader for international trade fairs in the

The overall transaction is expected to

confidence in our prospects. We also know

international business division.She

complete by the end of June 2018, subject to

that if we are to deliver a sustainable,

succeeds Uwe Deitersen, who is moving

bondholder and shareholder approvals.

long-term business then we need to

to the newly-created position of director

make difficult decisions about our

of customer relations for the furniture

underperforming legacy stores.”

industry.

Frank Slevin, chairman of House of Fraser, says: “C.banner’s acquisition of 51% of House of Fraser, together with the new capital and restructuring, represents a step

Nanjing Cenbest will remain a significant minority shareholder.

Together with creative director Dirk Spierenburg, Claire, who has already played a major role in the internationalisation of the trade fair’s

DFS appoints new CEO Ian Filby will retire as CEO of DFS Furniture after working for the group for eight years, and will be succeeded by Tim Stacey, currently group COO, on 1st November.

Tim has been with the company since

M&S profits hit as store closures accelerate Profits before tax at M&S were down -62.1% for the year ended 31st March,

programme, will drive imm cologne’s transformation into a holistic interiors show in the coming years.

Heal’s expands into Westfield White City

2011, and has been responsible for leading

with group revenue down -0.7%. Clothing

the omnichannel transformation of the

& Home revenue was down -1.4%, which

A new Heal’s store, in Westfield London

business, developing its retail leadership

the retailer has attributed to the planned

White City, opened on 31st May. The

capability, and managing the strategy and

removal of two clearance sales, and

second opening for Heal’s within a year

implementation of its property and supply

unseasonal H2 trading conditions.

– following its launch at the Mailbox in

chain transformation. He also led the

The news came a day after the Marks

Birmingham last October – the 426m2

acquisitions, integration and development

and Spencer Group announced plans to

space joins other brands at Westfield

of Sofa Workshop and dwell.

accelerate its store closure programme.

London including West Elm, BoConcept

The retailer had signalled its intention to

and Natuzzi, forming part of a new

at Alliance Boots. He is a qualified

close 25% of its legacy Clothing & Home

interiors hub opening over the year.

accountant, having trained with KPMG.

outlets and take at least a third of its sales

Tim comments: “I’m really looking

online over the next five years. It now

from the Tottenham Court Road flagship

forward to developing our fantastic people

plans to close over 100 stores by 2022 –

showroom, including own-brand and

and building our business together in the

including the 21 that have already closed

branded products.

future.

and 14 that were announced last month.

Prior to DFS, Tim spent 12 years

The store will offer an edit of designs

CEO Hamish Mansbridge says: “Our

Significant adjusting items affecting

latest expansion into Westfield London

with Ian and every single member of

the profits during the period included

marks a real achievement for us and,

the DFS family to further establish our

£321.1m for closures.

coinciding with our 200th anniversary on

“As COO, I have hugely enjoyed working

position as the clear market leader and

CEO Steve Rowe says: “At our half-

Tottenham Court Road, is a significant

I’m confident that we have many exciting

year results in November I outlined the

marker for just how far we’ve come as a

opportunities to drive our business

need for accelerated change at M&S. The

business, as well as how we have stayed

forward.”

first phase of our transformation plan,

true to our heritage whilst remaining

restoring the basics, is now well under

both current and ahead of the curve.

Ian will remain with the group until his retirement on 31st October 2019, during

way, and the actions taken have increased

which time he will take on the role of

the velocity of change running through

journey so far, and can’t wait to be a part

chairman of Sofology.

our business.”

of the city’s newest interiors hub.”

FN351_Pages.indd 18

“We’re immensely proud of our

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22 | Events

REVIEW

A WORLD OF OPPORTUNITY? Reflecting Bulgaria’s relatively small population – just over seven million (and shrinking) – the country’s annual furniture fair is a modestly-sized event. Comprising Technomebel (machineryfocused) and World of Furniture (finished product) – the latter some three years younger, and less developed for it – the event reaches out through a hosted buyers programme each year, and cites the UK as a priority market for exports. Paul Farley was dispatched to Sofia’s Inter Expo Center to find out more …

D

espite some misgivings surrounding Brexit, the UK

GS Malmgren Interiors

represents an import export

destination for the show’s exhibitors, and Bulgaria’s low prices mean its furniture exporters may reward closer inspection – when one is able to overcome the immediate barriers to trade.

“The company owners usually insist on manning the stands at the show, and they don’t always speak English as well as other might back in the office,” admits Ivaylo Todorov, export manager of Bulgaria’s Branch Chamber of the Woodworking and Furniture Industry (BBCWFI), a non-profit trade organisation that represents the interests of some 350 Bulgarian furniture and

“Bulgaria is not quite so advanced

Bulgaria’s government has set

machinery manufacturers, traders

in solid wood cabinet products due

ambitious GDP growth targets, and

and consultants. Two thirds of the

to the lack of quality oak here,” says

thanks to the impressive performance

BBCWFI’s members are export

Ivaylo, who points instead towards the

of furniture exports – Ivaylo says

oriented, and the majority are

use of linden, pine and beech. “We are

that these have more than doubled in

strongest when it comes to upholstery

fighting to establish sustainable ways

the last 10 years – its officials have

and dining chairs.

forward in our forestry operations.”

“started to take the sector seriously”.

Although Technomebel/World of Furniture does not represent the entirety of Bulgaria’s industry players, it does feature some 190 of them, representing around 350 brands and companies. Over 90% of the exhibitors are Bulgarian, says Krasimir Stoilov, the venue’s senior project manager – and the bulk of the visitors (Ivaylo cites the visitor count at around 19,000, 17,000 of them professionals) are from Bulgaria and its neighbours.

Ivaylo says that the event is enjoying modest YoY growth – +2% in exhibitor numbers, and an attendance upturn of some +3-5% is anticipated [a final visitor account of 10,500 is

Ted Bed

FN351_Pages.indd 22

quoted] – and that its presentation is better than ever.

25/05/2018 13:15

Events | 23

imm cologne, Ambiente and Heimtextil, and Darina believes the brand offers excellent value. “Made in Bulgaria means good product at fair prices,” she says, “and we’re making a higher level of bed than many of the international sector leaders.”

Another Bulgarian manufacturer with strong UK contract connections is dining furniture and seating producer Bulgaru, whose project client list includes Frankie & Benny’s, Chiquito’s and Costa. Despite this contract bias, Tseno Petrov, manager, says that World of Furniture has become a more useful platform since he began reaching out to the domestic market this year, and his experience has been “better than expected”.

“We have domestic product that will work very well in the UK,” says Tseno, who is working alongside members of the UK design community to decide upon the best

Bulgaru

approach to the market.

Bulgaria’s furniture designers are also break a five-year run of exhibiting in Milan

finding a voice in Cherga, a collective

rough around the edges – if functional

due to “not seeing enough new visitors”, the

featuring 20 members who come together

and hospitable enough – aside from the

brand is squarely focused on new markets,

for two weeks each year at a workshop to

more professional branded booths that

says product manager Darina Marcheva.

fulfil specific manufacturing briefs.

Despite the show remaining a little

populate Technomebel, there are stand-out

“About 50% of our output goes into

Nearby is a special exhibit presenting a

exhibitors in World of Furniture, and many

Bulgaria’s domestic market,” she says,

forestry school student project on self-

of them are looking to grow UK business.

“but the rest travels far and wide. That

assembly furniture, while other creative

includes the UK – working with hotels and

features include the Bulgarian Furniture of

GS Malmgren Interiors, which is focusing

cruise ships means we’ve had to cover the

the Year design competition, and The Design

its export attentions on Italy and the UK, is

appropriate FR levels.”

Meets Interior, a forum exploring market

Metal and wooden chair manufacturer

run by Galin Gospodinov, who is also chair

Through a UK-based agent, Ted Bed

trends.

It may be small and unfocused, but World

of the BBCWFI. This is the company’s fourth

is looking for large-scale stockists for its

year at the show.

mattresses – two of which are already

of Furniture screams untapped potential,

certified by SATRA.

and could prove the gateway to a relatively

“Our UK-facing business is good,” says Galin. “Home Retail Group visited Bulgaria

Employing technologies and components

underexploited manufacturing base that’s

on a trade mission a few years ago, and we

as varied as enriched foams, amber, and

both cost effective and welcoming – next

worked with them for a time, before they

magnetic wave dispersal systems across the

year’s edition will take place from 24-28th

decided to relocate sourcing to China (the

domestic and hospitality markets, Ted Bed

April.

prices are 10-12% lower than ours, but the

is finding an audience through the likes of

www.technomebel.bg/index.php/en/

returns are much higher – I think it was a decision based on just one part of the spreadsheet!).”

Galin says the strengths of Bulgarian furniture manufacture are “experience, low salary, technology and machinery, and some of the lowest taxes in Europe”. The country is within easy reach of the rest of Europe (a four- to five-week delivery window is typical), and, according to Galin, product quality is improving each year.

“We’re in the same league as Poland and Romania,” he says, “and our industry as a whole is focused on opening Bulgaria up to wider European opportunities.”

One company exploiting that opportunity effectively is Ted Bed, the country’s secondlargest mattress manufacturer. Founded in 1990, Ted Bed’s parent company boasts considerable export reach and a 1000-store multinational retail base. Having opted to

FN351_Pages.indd 23

Massivo

25/05/2018 13:15

24 | Events

PREVIEW

DISCOVER HOT NEW BRANDS AND STYLES IN MANCHESTER Visitors to the summer’s biggest furniture and interiors event – the Manchester Furniture Show, taking place from 15-17th July at Manchester Central – can expect to discover new brands and a whole new look.Partnering for the first time with the MidPoint Furniture Show, the event will see exclusive names present their latest designs alongside established regulars and other new exhibitors.

J

ust some of the new UK and

developing its contemporary designs,

use of fabrics, and will be showing

international names in the

the company will offer chic new styles

its latest collections of sofas and

MidPoint section of the show

in dining, living and upholstery, as

beds. La-Z-Boy, meanwhile, has a

well as decorative accessories.

lot to shout about - including a new

are Italia Living, Kesterport, Chelsom, Harrison Spinks and Gala Collezione,

set of pedestal chairs, a bed and

offering collections that feature a

successful launch of its Tetrad-

mattress collection, and the new

variety of textures and finishes, mixed

manufactured sofas and chairs, Spink

Urban Attitudes upholstery range,

with colourful fabrics and futuristic

& Edgar will introduce several new

which features a unique reclining

designs.

models featuring opulent fabrics.

mechanism.

Extending its furniture division,

In the Main Hall, new exhibitors

Westbridge will introduce three

Chelsom will introduce living furniture

include Siren, Slumberdream and

shapes and 30 leathers and fabrics

that complements the current trends

Vogue Beds, while La-Z-Boy will be

in its Elements and Westbridge

in upholstery and modern living.

present on its own stand for the first

ranges, while Furmanac, with its five

time.

recognisable brands, will present

Meanwhile, Gala Collezione, whose factories in Poland produce over

Among the many regular

dozens of new fabric choices and

150 upholstery seats each day, will

Manchester exhibitors back with new

mattresses in its Hestia Nature’s

unveil collections that include motion

models will be Westbridge, Alpha

Comfort range, as well as new MiBed

recliners and modular furniture in

Designs, Seconique, Heartlands, Vida

models.

both soft and bright leathers, plus

Living and Furmanac.

contemporary fabrics.

Kesterport is renowned for seeking out new materials. Constantly

Turin, Furmanac

FN351_Pages.indd 24

Elsewhere, in the wake of the

Design house, importer and

Visit the show’s website to register, and to explore the complete exhibitor

wholesaler Siren has a reputation for

list.

innovative designs and the striking

www.manchesterfurnitureshow.com

Stelvio, Gala Collezione

25/05/2018 13:15

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25/05/2018 08:25 13:15 23/05/2018

26 | Events

PREVIEW

ROMANIAN EVENT FORECASTS SOLID PERFORMANCE Romania’s international furniture, machinery and accessories fair, BIFE-SIM, returns to Bucharest’s Romexpo Exhibition Centre from 12-16th September.

T

his year’s show is set to feature over 350 companies, with furniture products and

services presented in the new halls, B1 and B2, and the woodworking equipment distributors in the outer exhibition areas.

With exhibitors both local and international presenting classic and modern furniture in solid wood – often employed in combination with materials and accessories such as leather, glass and decorative textiles – BIFE-SIM 2018 will be organised into six thematic areas:

aims to bring together architects,

of Commerce and Industry and the

marketing specialists, successful

Romanian Furniture Club Association

wooded furniture; Design, offering

designers, manufacturers and

(ACRM) – last year’s edition attracted

modern, versatile ranges, responding

young entrepreneurs, will return

over 22,000 visitors and featured

to the demand for furnishing small

for a seventh edition to explore the

exhibitors from 14 countries.

spaces; Comfort, offering sofas and

notion of Smart Industries for the

armchairs; Kitchens; Decorations

Smart City. The first day of the event

pleased exhibitors. “Everart has been

and Light Fixtures; and Equipment,

will be dedicated to Design & Smart

participating for 25 years at this fair,”

Machinery, Raw Materials and

Energy, and the second to Urbanism &

says general manager Mariana Conea.

Accessories.

Transport.

“From year to year, the participants

Classic, covering classic solid

Alongside these exhibitors will

have evolved a lot – everybody

be interior design installations,

Romexpo – which works in

strives to build more beautiful and

conferences and seminars and visitor

partnership with the Romanian

representative stands, and reveal

prize draws.

Furniture Manufacturers Association

better products.”

(APMR), the Romanian Chambers

www.bife-sim.ro

The Design Conference, which

FN351_Pages.indd 26

According to event organiser

Among these were several very

25/05/2018 13:15

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30 | Resources

The number of brands describing themselves as ethical or sustainable is growing, alongside the proportion of consumers that prioritise ethics and sustainability when choosing to buy from a brand – but how can a brand ensure it is genuinely ethical? Gus Bartholomew investigates …

How to create a genuinely ethical brand With terms like sustainable, conscious,

3. A brand who cares about what happens

responsible, transparent and organic often

later down the line, and is focusing on

being used interchangeably, it can be

the end of life and supply chain circularity

confusing to know which term is right – but

(recycle, reuse, repair)

ethical practice looks different for every 4. A brand that cares about the people

brand.

Focus on how you will interpret

who make your products – through fair

sustainability for your brand, considering

wages, employee benefits and bonus

what interpretation of it best fit your

schemes

company ethos, brand story and the 5. A brand who gives back, returning a

products you make.

You don’t need to set out to create a

percentage of your profits to the country

perfectly ethical or sustainable brand – not

where the products are made, or to the

only is this unachievable at the start, but

local community

it’s also not necessarily what consumers are expecting or looking for. Keep it simple,

6. An open brand, committed to full supply

every decision made – from deciding on

start slowly, and remember what stands

chain transparency right back to your tier

design details and picking raw materials,

out for consumers in a busy marketplace is

two and three suppliers.

right through to selecting material

a clear, singular approach to responsibility that cuts through and resonates with them.

A good exercise is to think about how you

suppliers, and finding manufacturing Start by asking questions. Creating a more responsible brand means being more

partners.

When looking for partners, certifications

would like them to describe your approach

conscious of your social and environmental

are always a good starting point to help you

to ethics and sustainability in one sentence.

impact and constantly striving to improve

identify who might be the right fit – but

Which one of these are you?:

throughout design, development and

go beyond this, and find out if a potential

production, and across your supply chain.

partner shares similar values as you and

1. A brand that cares about where your raw

The best place to start is by being well

your brand.

materials come from, always ensuring

informed and asking the right questions.

they are sustainably and ethically sourced

After that, continue to question yourself

things you are willing to be flexible on

at every step of the way and consider

and things you are not. For example, if

whether there is a more responsible option.

it’s complete transparency you want, ask

making high quality products that are

Right from the birth of a design idea,

your partner at the start, and if it’s not

built to last a lifetime

responsibility should be front of mind for

something they can offer or feel comfortable

2. A brand built on a durable design,

Tell them what’s important to you, the

with, then they aren’t right for you. Don’t force it on them, just look for a better fit.

“You don’t need to set out to create a perfectly ethical or sustainable brand – not only is this unachievable at the start, but it’s also not necessarily what consumers are expecting or looking for”

To be a genuinely ethical brand, ethical practice can’t just be an add-on that’s pushed in a marketing campaign. To make real lasting impact, appeal to a more conscious consumer, and for your approach to appear genuine, ethical needs to be part of your brand DNA from the start, and to feel authentic to your customers.

THE AUTHOR Gus Bartholomew is the co-founder of Supplycompass, a tech-enabled, end-to-end production management platform for brands that want to find and work with international manufacturers. Brands can create tech packs, get matched with a manufacturer and use the platform to manage production from design to delivery, responsibly and sustainably. www.supplycompass.com

FN351_Pages.indd 30

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32 | Resources

In its latest Home Furnishings Insight Report, digital marketing specialist Inside Online ranks 52 of the sector’s leading websites according to their online performance. Inside Online’s Ric Waters shares some of the report’s key findings …

Identifying the sector’s digital winners Our annual study reveals the successes and shortcomings of each of the website’s top sectors, highlighting where there is room for improvement.

With a +67% increase in their visibility over the past year, Wayfair has moved to the top of the market.Other stand-out results in terms of visibility include Dunelm (+62%) and Made (+53%) recording large increases among the top 10.

“Consistently gaining a high quantity of low-authority links highlights an urgent need to address your off-site reputation”

– she comments: “It’s been a successful year for the home furnishings market, with a majority improvement over the top 10 retailers. Wayfair is the biggest winner this year after racing into the lead following a +67% increase in visibility – just 0.78% between them and Ikea in second place.

“In this age of constant connectivity, social presence continues to be important, despite the latest news headlines. Although Ikea tops our social charts, they could be

Six of the top 10 saw a YoY rise in their visibility – while Laura Ashley saw a -36%

on Google. Consistently gaining new high

more engaging, and may potentially see

drop on the previous year, but remained in

quality links can be great for business – but

themselves being overtaken by Wayfair in

the top 10.

high link volumes without the quality could

this category, who are working hard to keep

spell trouble ahead.

their social audience interested.

When it comes to social media

Ikea leads in links, with most going

performance, Ikea tops the chart, with by far

“Overall, while the brand searches are

the highest number of brand searches and

to product images and high quality links

extremely high for a lot of these brands,

the biggest owned social score due to their

to their ideas section, while a holiday

owned social score rarely scales up in

worldwide standing – which was boosted

decorating article of theirs featured in

comparison.

thanks to the launch of a pet furniture

Elle Décor, Contemporist and Apartment

range which gained thousands of social

Therapy.

There are several sites with high quality,

interactions.

The social score considers followers and

low volume links, including Furniture

engaged conversations on all major social

Village, Made In Design,

platforms. The top five social scorers were:

Made, The White

Ikea at the top, with an owned social score

Company and Loaf.

of 52,721 and 2,740,000 monthly searches;

Conversely, there

Dunelm came second for monthly searches

are also sites with a

with 1,500,000, but came in outside the top

high volume of poor

five for owned social; then Laura Ashley,

quality links, such as

Wayfair and DFS round out the top five for

Furniture in Fashion,

social searches.

Worldstores, Leekes and

Furniture Village has a high brand search

“Brands should work harder to produce varied, attractive content for their social channels, to build up their owned audiences.”

Danetti. Consistently

with 201,000 – but this hasn’t translated

gaining a high quantity

to their owned social score (72). Similarly,

of low-authority links

Oak Furniture Land has a high brand search

highlights an urgent

(301,000), but recorded an owned score of

need to address your

just 102.

off-site reputation.

My colleague Gemma

Next are links, which have always been a massive ranking factor and can make all

Curtis had a few

the difference to how far up a brand appears

thoughts on the report

THE AUTHOR Ric Waters is the sales and marketing director at Inside Online, an award-winning agency that specialises in integrated search marketing. www.insideonline.co.uk

FN351_Pages.indd 32

25/05/2018 13:15

of all your products in a Greenwood Sale.

Will your January 2017 sales be the best month’s total • SELLING SKILLS - Get good at this selling. you’re going to see year? Most retailers

don’t bother with a proper sales process or sales33training. The Wouldones you like see sales of and two,money four, sixinorquality even eight successful do! toInvest time sales timesGreenwood what is normally your best know-how. Call to arrange an month? effective sales GENERATE training course.

As our clients know very EVEN well (and100% will tell you), the 25%, 50% above sales results are not exceptional for a Greenwood OFareYOUR SALES COMPETITION –standard.

CheckANNUAL your competition to find out what Sale. They You could enjoy such recordIN JUST DAYS… breaking sales Avoid results too – 17 with high margin they are offering. all-out price wars.

Bemaintained. sure to out-do

•

your competition on the most relevant beneficial USP’s Will your January 2018 sales including choice, quality, valuemonth’s and service. be the best total Call Greenwood to mystery shopyou’re your competitors. going to see this year?

DISCOVER Would you THE like to seeFORTUNE sales of two, four, six your or even eight times • PROMOTION – Promote business effectively. Every THAT LIES HIDDEN INusing a what to is Harrod’s normallydoes. yourConsider good retailer from Tesco best month?

‘Greenwood’ sales promotionBRAND… to increase sales, turn stock into YOUR As our clients know very well cash and win future market share, while protecting your profit (and will tell you), the above sales results are at the same time.

Call Greenwood! not exceptional for a Greenwood Sale. They are standard. You could enjoy such record-breaking sales results too – with high margin maintained.

Why not call me today on 01565 650101 for a free, confidential, no-obligation business consultation? I can DISCOVER THEand FORTUNE outline sales projections costs overTHAT the phone.

LIES HIDDEN IN YOUR BRAND…

FIND OUT MORE ABOUT GREENWOOD SALES...

RetailSystemJune18.indd 1

SEEK STYLE.

08/05/2018 11:51bookings for 2017 and 2018 are now being taken Limited Whywebsite not callserved usor today onus 01565 for Take aon look at our call now on 01625 521010, a first come first basis.

The650101 best launch dates a free, confidential, no-obligation business alwaysand go first. or, send an e mail enquiry, we’ll gladly call you to

consultation? We will outline sales projections

discuss the exciting possibilities we can offer you, and costs over the phone.

To find out morewithout withoutobligation. obligation, or to book a sale, bookings for 2018 2019 now and I’ll call nowLimited on 01565 650101, or and send an are e mail being taken on a first come first served basis. gladly call you.

The best launch dates are always booked early.

We are now booking events right across the UK and Ireland for the rest of 2013 firstwithout comeobligation, first served basis.

To findon outamore Book your orsales event toonguarantee exclusivity to book a sale,early call now 01565 650101, or send for an e your mail with your contact details business. and we’ll gladly call you.

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25/05/2018 13:15

34 | Profile

Cl Cl

Jupiter

CIMC Home is one of a kind With over 25 years of experience in the lighting, furniture and home accessories market, CIMC Home expands its product range every season, bringing the trade innovative, unique ranges at prices that continually challenge the market status quo – enabling customers to achieve maximum margins and repeat business.

CIMC Home recently launched several

alongside a vast range of lighting –

Manchester Central from 15-17th July. For

exclusive furniture ranges, including Malibu,

including the premium Metal Sculpture

an exclusive first look and the chance to buy

Diego and Hudson, all of which are designed

range – will be launched at the Manchester

beforehand, interested parties can visit the

with furniture stores and interior designers

Furniture Show in July.

CIMC showroom in Leicester from 24th June

in mind – an approach reflected in their

CIMC’s classic Premium Furniture ranges including White Manhattan, Marrakech and

distinctive design and functionality.

Each collection conveys a unique style, so retailers and interior designers can choose

Milano, will also be on display.

CIMC Home’s team will be on hand to

to 1st July.

For access to high quality, one-of-akind designs that have made CIMC Home popular with furniture retailers, interior

the pieces which best fit their customers’

explain how the company’s products and

designers and homeware retailers, visit the

needs and tastes – be that mirror, wooden

services can add value to any retail business,

CIMC Home website and register for a trade

or metal furniture.

on stand D37/E65 in the Main Hall at

account.

With over 4000 products

CIMC’s bestselling ranges also include those at the

across accessories, textiles,

leading edge of contemporary

lighting and furniture, CIMC

design trends, such as Aria,

Home promises to be a one-

Apollo, Milano and Cleo.

stop-shop for any homeware needs – and the company’s

The company is launching 350 new products for autumn

additional services mean

2018, which aim to offer full

customers are kept up to date

furnishing and accessory

and fully informed, as well

solutions for any property,

as offered various ideas for

inside and out.

displays and navigating the latest trends.

A new collection featuring Jupiter and Leo dining and living furniture ranges,

FN351_Pages.indd 34

Milano

T 01162 875288 www.cimchome.com

25/05/2018 13:15

CIMCJu

Cleo Collection Cleo Collection Cleo Cleo Collection Collection

Diego Collection Diego Collection Diego Collection VISIT US AT THE

VISITVISIT US AT USTHE AT THE

Diego Collection

VISIT US AT THE CENTRAL HALL STANDS D37, E65 CENTRAL HALL STANDS D37, E65

CENTRAL HALL STANDS D37, E65 For further information visit our showroom or contact us on: For further visit our showroom or contact us on: CENTRAL HALL STANDS D37,information E65 01162875288 For further information visit| www.CIMChome.com our showroom or contact us on: 01162875288 | www.CIMChome.com

| www.CIMChome.com For further01162875288 information visit our showroom or contact us on: FN351_Pages.indd 1 35 CIMCJune18.indd

01162875288 | www.CIMChome.com

25/05/2018 16:39 13:15 17/05/2018

36 | Profile

5th Avenue

Gascoigne’s objects of desire Established in 1989, Gascoigne Designs is a privately-owned upholstery manufacturer

Italian show-wood sofas and chairs.

All of the company’s upholstery is

Victoria

desirable piece of furniture.

The company offers a complete made-

that supplies to interior designers and high-

produced at its factory in the UK’s centre of

to-measure/bespoke service, offering a

end furniture retailers, both in the UK and

furniture manufacturing excellence, Long

wide variety of adjustments on most models

internationally.

Eaton, using select fabrics sourced from

within the range. These include frame size

some of the world’s finest weaving mills.

adjustments, seat, back and scatter cushion

passion for furniture, the company is able to

Crafted using select components, each piece

choices, sofa bed options, and a multitude of

offer impressive, handmade upholstery in an

is individually hand cut and accurately

fabrics including a COM option.

array of styles including classic English and

lock stitched before being upholstered by

T 0115 946 4070

sleek contemporary, through to luxurious

time-served upholsterers to produce a truly

www.gascoignedesigns.co.uk

Inspired by owner David Gascoigne’s

FN351_Pages.indd 36

25/05/2018 13:15

37

Is your company

Best in Class?

Enter online for the Bed Industry Awards at:

bedshow.co.uk

www.

NBFJune18.indd 1

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08/05/2018 11:29

25/05/2018 13:15

38 | Advertorial

S

MLILY AND MANCHESTER UNITED HAVE AGREED TO EXTEND THEIR SUCCESSFUL GLOBAL PARTNERSHIP

ince the partnership began in 2016, MLILY has truly immersed itself within the club, using its innovation and growth within its industry to benefit United fans, staff and first team players.

The company’s ability to work with the club’s elite coaching staff and sports science team has led to new production innovation and development, the benefits of which are now being made available to the everyday consumer.

“We couldn’t be any happier,” says Pomi Khan, MLILY UK CEO. “Brand awareness has been on the rise due to our collaborative efforts. From our work with the sports scientists at Manchester United to the players themselves enjoying our products with their families at home and also at the Aon Training Complex, we have made immense strides with our product development and growth.

“The entire organisation at United has been phenomenal. MLILY is playing a key role in making sure the elite performers at United get the best equipment (our mattresses and pillows)

FN351_Pages.indd 38

for a better recovery after their hard work on the pitch, and it’s been an extraordinary team effort on all levels of our partnership.”

The fruits of the partnership are already being seen, with MLILY successfully doubling its business each year since its U.K. launch. Its role in cobranded initiatives has led to further brand awareness and market growth.

Working closely with the sports science team at United has allowed MLILY to customize products fit for the team’s top athletes.

“It’s all about performance,” says Bob Badman, Director of Sales. “Our products are aimed to deliver the deep sleep necessary for faster recovery and better performance on and off the pitch.

Our continued work with United is aimed to not only benefit their organization, but to also help the entire U.K. market achieve a better sleep and thus a better lifestyle. Considering that we are now only in Year 2 of a very long-term relationship, we are really just getting started with what can be achieved.”

With a business model that favors its retailers and a product backed by a world class organization, MLILY looks to continue its winning formula well into the future.

25/05/2018 13:15

MLilyJu

FN351_Pages.indd MLilyJune18.indd 1 39

25/05/2018 24/05/2018 13:15 15:06

STYLISH

OAK

FOR ALL

DISPLAY DISCOUNTS AVAILABLE

Small Bedside £29.99

2 Over Drawer Chest £139.99

4’6 Slatted Bed £135.00

Dressing Table £89.99

Full Hanging Wardrobe £169.99

THE NT BEDROOM In a natural oak finish and with Danish style influences, this collection captures the trend for Scandinavian interior style, made for today’s UK homes. Featuring a choice of wood or metal handles, this is a range for those serious about making their home a stylish place to be. Prices from just £29.99

FREE DELIVERY FROM JUST £250

Order today from Kettle Interiors I 01536 444960 I kettleinteriorsagencies.com Order in Ireland today from Decor Furniture I 028 3844 6000 I decorfurintureltd.com Container prices illustrated

FN351_Pages.indd KettleJune18.indd 140

25/05/2018 13:15

MIRROR COLLECTION

Enjoy four gorgeous on-trend styles with bevelled glass in a luxurious gold or silver finish with selected styles also in modern white, individually boxed for convenience. Prices from just £27.50

CHAIR COLLECTION

Six new chair styles with up to five fabric choices to match our oak dining collections, and including office chairs and stools. Avaiable in pairs as part of any order. Prices from just £25.00

FREE DELIVERY FROM JUST £250

Order today from Kettle Interiors I 01536 444960 I kettleinteriorsagencies.com Order in Ireland today from Decor Furniture I 028 3844 6000 I decorfurintureltd.com Container prices illustrated

FN351_Pages.indd 41

25/05/2018 17/05/2018 13:15 08:42

DINING

42

Success in today’s market is all about

want to go there. We’re not necessarily the

future, and retirement – the day-to-day

choice, says Peter Woodman, founder of

cheapest wholesaler - we want to be here

running of the family business is now in the

dining chair wholesaler and manufacturer

tomorrow! – but our stockists definitely

hands of his son, Tom – he continues to

Woodman Chairs (01884 841789, www.

appreciate what we offer.”

explore new ways to improve the business model.

Importing chairs from Eastern Europe

woodmanchairs.co.uk).

“One of the main reasons people come to

“We have some smart new chair designs

in volumes of various sizes, Woodman

us is because of the choice we offer – they

offers notably different designs alongside

such as the Nordic and Cricket stools coming

simply can’t access such variety anywhere

the industry-standard ITW frames and

through,” he concludes, “but we are starting

else,” he says. “And this is happening more

Farmhouse models. Delivered within four

to look at more specialist products.”

and more, because the consumer wants

weeks – and 70% of it available in just two

choice – they want something different,

days – the range is available in multiple

and they are willing to pay for it.”

finishes and timbers, with a choice of seating pads. There is even a bespoke frame

But surely this choice comes at a

manufacturing service available to those

cost? Quality is very

customers – domestic or contract – wishing

much built into the

to go off-menu.

company’s philosophy,

“For the price, we offer good lead times

says Peter: “I

and great flexibility,” says Peter. “Whether

understand the race to

you’re a high street retailer trying to

the bottom, but I don’t

compete with the nationals or just looking to paint your own chairs for an interior design project, wholesale is the way to go – why over-commit and worry about dead stock and endless returns?

“The change in the euro made a big difference to everyone – the market in general is buying wholesale again.”

Peter’s operation is not unique, but

Oak Banbury chair with natural hopsack seat

Oak Rowan bar stool carver with herringbone grey seat

few dedicated wholesalers make such a compelling offer. Yet, as Peter looks to the

Ye Olde Traditional…

OVER 30 YEARS EXPERIENCE MAKING TOP QUALITY TRADITIONAL WOODEN CHAIRS WIDE

01604 890956

md@yotfc.co.uk or brd@yotfc.co.uk

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FN351_Pages.indd 42

ES SH

E:

T:

FIN I

www.yotfc.eu

OF

A N GE R

Beech Amish also available with oak seat

18/05/2018 14:53

25/05/2018 13:15

Woodm

FN351_Pages.indd WoodmanMay18.indd43 1

25/05/2018 19/04/2018 13:15 15:17

44 | Dining

M&P Chairs (07802 648383, www.mandpchairs.co.uk) imports and distributes high quality European hardwood (beech and oak) chairs to the retail and leisure sectors. The company offers a wide range of products including traditional farmhouse, Shaker and restaurant chairs, plus bar and kitchen stools.

M&P is based in East Sussex, carries large stocks of its core products and distributes throughout the UK using its own delivery vehicles and pallet and courier providers. The company prides itself on being able to quickly and efficiently deliver quality chairs.

Bluebone’s (0161 330 8959, www.bluebone.co.uk) industrial furniture brings together elements of different 20th century styles – from birdcage wire frames and mid-century hairpin legs to vintage apothecary and French bistro style –in one eclectic collection.

The use of mango wood and a uniform metal finish create endless possible combinations, while home accessories to complement the look range from vintage poster collections to vegan-friendly hunting trophies.

M&P Chairs Limited WWW.MANDPCHAIRS.CO.UK

SHA3 - Shaker Chair (Rush & Wooden)

KEN1 - Kent Chair (Rush & Wooden)

CAR1 - Carra Oak Chair

CAV1 - Caversham Oak Wooden Seated Chair

120 - Rush Seated Chair

293 - Child’s Rush Seated Chair

QUALITY EUROPEAN HARDWOOD (BEECH AND OAK) CHAIRS THIS IS JUST A SMALL SELECTION OF OUR RANGE - PLEASE CONTACT US FOR FURTHER DETAILS ON OUR FULL OFFERING ALL AVAILABLE FROM STOCK • FINISHING SERVICES AVAILABLE • LARGE OR SMALL QUANTITIES • DISCOUNT FOR COLLECTION EMAIL OR CALL US TO REQUEST A BROCHURE AND PRICE LIST Please visit our website to see our full ranges - WWW.MANDPCHAIRS.CO.UK All enquiries to: Mike Hodgson – mikehodgson@gmx.com • Call: or Paul Hodgson – paul.holroyd.hodgson@gmail.com • Call: M&PMay18.indd 1

FN351_Pages.indd 44

07802 648383 07469 819520 12/04/2018 15:12

25/05/2018 13:15

GalleryJ

Cookham is a range of updated farmhouse

â&#x20AC;?

dining furniture which is designed to sit in an informal family house setting.Available in two finishes, Smoky Oak, which shows the natural grain of the wood, and painted Slate Grey with Smoky Oak tops.

Cookham

â&#x20AC;?

Available in Grey and Oak

View our full range online www.gallerydirect.co.uk | T 01795 439159

FN351_Pages.indd GalleryJune18.indd 45 1

25/05/2018 16/05/2018 13:15 15:23

46 | Dining

Iain James Furniture (0115 973 4481, www.iainjamesfurniture. co.uk) recently introduced a new Burr Walnut Additions brochure.

The new collections feature an elegant range of occasional furniture with delicate ebony inlays to carefully proportioned tapered legs.

One stand-out piece is the stylish glass-top coffee table, which features four square pieces of bevelled-edged glass, rebated into a burr walnut framework and complemented by matching lamp and console tables.

Also admired has been the Biedermeier-influenced circular dining table with decorative inlaid pedestal base, along with the additional collections of Georgian-styled occasional furniture with distinctive classical reeded profiles.

The Bronte Extending Dining Table in Storm from Gallery Direct (01795 439159, www.gallerydirect.co.uk) offers a classic look with a twist.

The range is made using painted mahogany solids, complemented by quartered oak parquet inlaid veneers in a natural mellow finish. The twist is the dental moulding, which is associated with fine regency pieces, and gives strength and integrity to the furniture – yet the design will happily sit in a contemporary kitchen diner, or a modern or classic family dining room.

Storm is a deep blue paint finish which offers a powerful, sophisticated look, calmed by the piece’s mellow oak tops.

Gallery Direct offers a complete home furnishing solution W201 dining table

across over 1550 products covering furniture, upholstery, lighting, mirrors, textiles and accessories.

Blackpool’s property market is booming, says Febland’s (01253 600600, www.febland.co.uk) Stephen Ward, and homes are being sold as quickly as they are built.

“There is a fever which will naturally lead to consequences, and with this construction comes talk of furnishing the rooms,” he says. “Mostly, the new owners are searching for smaller suites, armchairs and dining tables, but lighting has been strong as people wake up to the economies of using LED appliances.

“Our new lines – and quirky deco, for which we have been known – are doing well, and we are concentrating on traditional customer service and tasty displays in our showrooms to compete with the online stampede.”

Wood Bros’ (01920 469241, www.woodbros.co.uk) new dining group, The Rochford, comprises a deceptively lightweight extending oak table containing two leaves, plus accompanying upholstered chairs The table features elegant tapered and turned legs, and is also the supplier’s longest table, at 2475cm, making it ideal for larger gatherings.

Featuring antiqued brass studding around the back, which accentuate the delicate scroll tops, the new dining chair is lightweight and easily manoeuvrable yet also comfortable, offering additional lumbar support in the seat and back pad. It features Wood Bros’ new Classic finish, promising a mellow look without

Jericho marble-effect dining set

any dents.

FN351_Pages.indd 46

25/05/2018 13:16

Furniture & Lighting

Showroom

Open 7 Days A Week

We are one of the largest wholesale furniture suppliers in Lancashire.

Specialising in modern funky furniture home lighting, wall mirrors, giftware & accessories, dining room furniture mirrored furniture, home bar furniture contract tables & chairs to the retail sector nationwide.

Febland Group Ltd

NEW 2018 BROCHURE

OUT NOW

Flag House, Ashworth Road Blackpool, Lancashire FY4 4UN

Tel: 01253 600 600 Email: info@febland.co.uk

www.febland.co.uk

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25/05/2018 10:55

25/05/2018 14:36

48

BEDS & BEDROOM

Steens’ (01489 778890, www.steensgroup.com) Richmond is set

enhancements, and this latest on-trend development brings it right

to continue its unbroken run as one of the UK’s most successful

up to date – and Steens expects this extension to bolster sales rather

furniture lines thanks to the launch of a new grey two-tone option.

than replace existing demand.

Comprising the full options available in the pine, cream and pine and white versions, the Richmond collection now boasts 70 options.

Over its long history, Richmond has benefited from numerous

This new, high-value addition to the Richmond family is produced in Denmark but will be stocked in the UK along with the other options, enabling next-day consumer or B2B delivery.

Inspired by a fragile yet attractive piece of Chinese wallpaper from The Scandinavian-style NT Bedroom collection from Kettle

the 1860s, Pheonix is one of the four rug designs from the spring/

Interiors (01536 444960, www.kettleinteriorsagencies.com) is

summer 2018 launch for the V&A Inspired collection from Luxmi by

crafted in a light oak finish, and its unique lines give it an elegant

Flair Rugs (01457 850660, www.flairrugs.com).

poise that will suit any setting.

NT Bedroom is packed full of choice, offering three bedsides,

Hand-tufted and hand-sheared in India from 100% viscose yarn for a subtle iridescent quality that echoes the delicacy of the

five sizes of chest and three wardrobe styles. From the impressive

original wallpaper, Pheonix features a majestic central motif of

three-door, two-drawer wardrobe for master bedrooms, down to

the mythical bird, surrounded by blooming peonies. Both of these

the large and extra-large bedsides, the pieces feature aluminium

symbols have meaning in Chinese culture – the bird an emblem of

runners.

prosperity and the flower of riches and honour.

NT Bedroom is now available with free delivery starting from a new lower order value of just £250.

FN351_Pages.indd 48

In a combination of duck egg blue and ivory, Pheonix translates the historic design into a rug for modern homes.

25/05/2018 13:16

Hypnos

3471 H

B Y R OYA L A P P O I N T M E N T CROWNED BEST BED MANUFACTURER The pursuit of perfection â&#x20AC;&#x201C; 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 luxurious mattress collections and perfectly made storage solutions.

www.hypnosbeds.com T: +44 (0) 1844 348200 | E: sleep@hypnosbeds.com

Handmade in Britain with a 10-year guarantee

Hypnos is proud to be Carbon Neutral, complying with PAS 2060.

FN351_Pages.indd HypnosJune18.indd 49 1

25/05/2018 24/05/2018 13:16 15:09

3471 Hypnos Interiors Monthly Ad 210x297 aw.indd 1

24/05/2018 09:28

50 | Beds & Bedroom

With demand high, Hyder Living (01484 531000, www.hyderint. com) is now ready to fulfil orders from stock on its new launches, including the Barci bedstead and Magna ottoman.

There is a tangible level of excitement at Hyder Living now the new beds are ready, reveals director, Biny Hyder: “When developing new lines there’s always an underlying sense of trepidation that you may be wide of the mark, and it’s not until you put your new designs in front of a critical audience of buyers that you know whether you’ve got it right.”

Both new introductions uphold the company’s ethos of quality products at reasonable prices, backed by high levels of service. The Magna ottoman boasts space-saving storage, while the handcrafted Barci offers a headboard finished in a soft, grey linen fabric.

Both are now in stock for fast delivery across the UK, including All-In, launched by award-winning German bedroom manufacturer

direct to door.

Wiemann (enquiries@wiemannuk.co.uk, www.wiemannuk.co.uk) at the 2018 January Furniture Show, provides consumers with a simple package storage solution. The new hinged wardrobe collection

Magna

comes with a choice of two ready-confined internal arrangements of shelves, drawers and hanging space plus mirrors.

Simon Hewitt, MD of Litmus Furniture, Wiemann’s sole agent for the UK and Ireland, says: “Sometimes people just want a quick and easy solution to choosing interior fitments, rather than trying to figure out a bespoke arrangement. All-In – as the name suggests – does just that.”

All-In is available in a wide choice of wardrobe widths, from 50 to 400cm, making it ideal for space-conscious consumers. It also comes in an choice of attractive carcass colours – pebble grey, polar larch and white – plus glass doorfront options pebble grey, havana and white, to match a range of decorating schemes.

Specialising in Gel Encapsulated Pocket Sprung Mattresses, Cool Memory Foam, Natural Latex, Cotton and Bamboo To become a stockist contact our sales team

Park Lane Beds Ltd 49 Landor Street, Birmingham B8 1AG T: 0121 389 4262 F: 0121 389 4355 E: sales@parklanebeds.co.uk

ParkLaneJune18.indd 1

FN351_Pages.indd 50

25/05/2018 12:06

25/05/2018 13:16

Furnitu

LOW PRICE. HIGH QUALITY. AMAZING VALUE.

Both 4YOU and Hampshire are simple and elegant â&#x20AC;&#x201C; two ranges that look great on a shop floor for customers with a price point in mind. By keeping things as uncomplicated as possible, both these ranges are offered at an exceptional price while maintaining the quality feel and stylish looks our customers expect. A good price point is of course important, but only if it represents genuine value for money, which in both of these gorgeous ranges it definitely does.

4YOU OAK

HAMPSHIRE As always, there is no minimum order and pieces are available for next day delivery, so call today!

Furniture To Go, 3 Keel Close, Interchange Park, Portsmouth, Hampshire PO3 5QD - T: 02380 517067 E: sales@furniture-to-go.co.uk - www.furniture-to-go.co.uk

FN351_Pages.indd 51 FurnitureToGoMay18.indd 1

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52 | Beds & Bedroom

Hypnos’ EasyStore drawer

HYPNOS SATISFIES THE SPACE-CONSCIOUS CONSUMER Comfort is key when choosing a mattress, believes Royal Warrant holder, Hypnos – but with storage at a premium in many homes, consumers are increasingly interested in how space-saving solutions can work for them. Hypnos has the answer …

Consumer choice is not just limited to mattresses and headboards, thanks to the innovative and wide range of divan options available to retailers from Hypnos Beds. Hypnos handcrafts luxury, bespoke mattresses and divans to offer individually tailored comfort levels and design options - ensuring retailers can also help their customers identify the storage option most suited to their needs.

The Hypnos EasyStore drawer divan has an abundance of easily-accessible space – holding the equivalent of up to 26 pairs of standard ladies’ shoe boxes and supporting 60kg of weight in one large drawer. Boasting the equivalent volume of four standard Hypnos drawers in one, it is suitable for larger items as the three quarter-length drawer makes use of the divan length and height.

The space under the bed is huge, often under-utilised and extremely valuable. For optimum storage using the whole of the under-bed space, Hypnos offers the Hideaway divan. With real flexibility for storing everything from boxes to suitcases, this cavernous space (up to 180cm wide) is concealed behind attractively upholstered deep valances, covering the full divan base height.

Other storage options available to retailers include hidden storage drawers, The SuperStorage divan – in which the hinged top of the bed base lifts up – and the Hypnos Hidden Divan Safe, which features a discreet safe in the base which is accredited with £10,000 valuables protection and a £1000 cash rating.

www.hypnosbeds.com

FN351_Pages.indd 52

Urban Luxe Hideaway Divan

25/05/2018 13:16

Silentni SN Furn

Re-awarded for the Silentnight Mirapocket 1200

As a leader in the industry, weâ&#x20AC;&#x2122;re dedicated to having a positive impact on our planet.

In fact our Eco Comfort mattress layer is made from recyclable plastic bottles and sustainable fibres that are breathable and eco-friendly to give you a fresh and purifying sleep.

Over the past year, our mattresses have prevented 105 million plastic bottles from entering landfill or the sea. If every plastic bottle was laid end-to-end, weâ&#x20AC;&#x2122;d reach the South Pole from London... and back again!

To find out more please visit silentnight.co.uk

SilentnightJune18.indd SN Furniture News DPS FN351_Pages.indd 53 1- Eco Comfort - May 2018.indd 1

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FURN

54 | Beds & Bedroom

Winner David Butterworth and his daughters, flanked by two of the Wigan Warriors players

SEALY OFFERS A SLEEPOVER WITH A DIFFERENCE On 3rd May, for one night only, part of Wigan’s DW Stadium was converted into a pop-up hotel room, giving Wigan Warriors fan David Butterworth a once-in-a-lifetime experience courtesy of bed brand Sealy UK. Sealy UK, the club’s official sleep partner, teamed up with the Rugby

“Who knows? We might have to keep the suite as a hotel room

League’s Wigan Warriors and DW Stadium to offer David Butterworth

now – although I’m not sure the players will be able to deliver room

from Rochdale, selected via social media, the opportunity to stay

service every time!

in the stadium – the night before the team clashed with rivals the Salford Red Devils.

Met by Wigan Warriors players Gabe Hamlin and Craig Mullen on arrival, David, along with his two daughters, mother and motherin-law were treated to a behind-the-scenes tour of the stadium,

“We are fortunate to have Sealy UK on board as a major partner of the club – they not only support our high-performance programme with beds for all the players, but are always looking at fun ways to engage with our fans and support our community initiatives.”

Holly Housby, marketing controller at Sealy UK, says: “We really

changing rooms and the President’s Suite, which was transformed

enjoyed collaborating with the Wigan Warriors on this unique

into a hotel room complete with a luxury king-size Sealy bed, which

activity.

David was able to keep.

David, Gabe and Craig then enjoyed dinner at Rigoletto’s before

“We already help the Wigan Warriors players to sleep well, having provided them all with Sealy beds, so we thought, let’s give a lucky

David was handed the keys to the stadium for the night. He then

fan the chance to sleep well before the game too! We’re glad David

received a wakeup call and room service with a difference when

had such a good time and that he will continue to sleep well on his

Wigan Warriors players Liam Farrell and Dom Manfredi delivered

new Sealy bed. We’re looking forward to working with the club to

breakfast in the early hours of the morning before he checked out.

deliver even more fun activities in the future.”

David then returned to the stadium for the match, where he and his wife took in the action from the Wigan Hospitality Lounge.

David says: “I’m a huge Wigan Warriors fan and try to get to as

Andy Birch, DW Stadium manager, adds: “We are always looking for ways to challenge ourselves to find new and innovative ideas to promote the venue. The opportunity to be involved with the Sealy

many of their games as possible. However, usually I do things a bit

sleepover certainly ticked this box for us – as far as we know, a

more conventionally and turn up on the day rather than spend the

stadium sleepover experience of this type has never been done

night in the stadium!

before.”

“The whole experience was out of this world. Getting to meet the players over dinner, having them show us around the stadium and then delivering breakfast was the icing on the cake!”

Dan Burton, Wigan Warriors’ commercial manager, comments:

Sealy is the official sleep partner of Wigan Warriors and has been working with the club since the 2016 Super League Grand Final.

This year, Sealy UK extended its partnership to become a major partner of the club – the iconic Sealy logo now appears on the

“We’re always looking at new and innovative ways where we can

playing shorts of all Wigan Warriors representative teams including

enhance our fans’ experience with the club, and, working with Sealy,

the Men’s Super League Team, Wigan Under-19s, Wigan Under-16s

we’ve truly managed to do that in a really fun and engaging way with

and, for the first time, the Wigan Women’s Super League Team.

the support of the team at the DW Stadium.

www.sealy.co.uk

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SealyJu

FURN NEWS SINGLE PAGER CAKE.qxp_Layout 1 5/15/18 1:34 PM Page 1

Our recipe for success?

It’s a piece of cake....

Any baker will tell you - it’s all about the ingredients. No matter how good a cook you are, or what oven you have, the ingredients are the key to a successful bake.

At Sealy, we feel the same about beds. We’re so proud of what goes into our mattresses we now show you our ‘recipe’ - a complete list of measurements and ingredients (offering a full explanation for each ingredient) for every single bed in our core brochure range.* It’s not a British Standards requirement, like with food labelling it’s just something we want to do; go above and beyond what’s required, as we have nothing to hide.

That’s why we’re clearly the world’s No.1 bed brand.

www.sealy.co.uk * Ingredients lists appear on our website.

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56 | Beds & Bedroom

Silentnight’s (www.silentnight.co.uk) revitalising Eco Comfort layer can be found across a wide range of mattresses for adults, children and teens.

Adults looking to experience Eco Comfort can find a range of mattresses in sizes from single to super king in the company’s Signature Collection. Young children can enjoy the benefits of Eco Comfort through the Healthy Growth range, while even babies

Safe Nights Airflow mattress

can enjoy a breathable, safe and supportive sleeping experience thanks to the Safe

With 150 plastic bottles in each Eco Comfort mattress, the models produced

Nights cot mattress range.

Silentnight’s Eco Comfort Pocket 1200 has

Eco Comfort

affordable price.

over the past year alone have prevented 105

been re-awarded Which? Best Buy status,

million plastic bottles – enough to reach the

being described by judges as “one of the

South Pole from London and back again if

best value mattresses we’ve tested”, making

laid end to end – from entering landfill or

it a sound choice for the environment at an

the sea.

The most extensive range available from including: Touch Up Markers & Graining • Transparent & solid colour markers • Clear finishing markers • Graining markers & colouring sticks

Repair Aerosols • Dye & Pigment Colouring Aerosols • Finishing Aerosol in 6 sheens • Low Odour Finishing Aerosols • Speciality Aerosols for spot repairs, blushing etc

Repair Kits • Touch Up Furniture Repair Kit • Professional Furniture Repair Kit • Cabinet Installation Kit • Flooring Installation Kit • Solid Wood Repair Kit • Quick Repair Burn-In Kit

Fillers • Simple Fill-Sticks & Quick Fill hot sticks • Burn In Repair Systems - matt & gloss • Epoxy Repair Fillers + Wood Touch-up & Repair Training Courses

fira.co.uk/compliance

www.furniturerepairdistribution.co.uk

PeterBrownFeb18.indd 1 FN351_Pages.indd 56

15/01/2018 FIRAJune18.indd 13:07 1

16/05/2018 09:02 25/05/2018 13:16

MFA_J

END OF LINE SECONDS RETURNS

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 MFA.BID

EX-DISPLAY OLD STOCK PROTOTYPES

25/05/2018 13:16 08/05/2018 10:44

58 | Beds & Bedroom

The Leeds Rhinos try a Shire bed

SPONSORSHIPS HELP RAISE SHIRE’S GAME Between 2007 and 2017, businesses spent over $60b worldwide on sponsorships, according to Forbes. From John Lewis’ sponsorship of the Commonwealth Games to Coca Cola’s legendary association with the Olympics for almost 100 years, this type of business collaboration has long been recognised as a powerful marketing tool – but only where brand and business are in strategic alignment …

For Dewsbury-based manufacturer The Shire Bed Company, its

Much of Shire’s success has been down to the link between the

Yorkshire roots have always been at the heart of its marketing

clubs and and manufacturer’s values and ethos. “Both YCCC and

campaigns. So when an opportunity to partner with Yorkshire County

Leeds Rhinos play a big role within the local community – they

Cricket Club (YCCC), it was a natural fit – and one which it followed

are both reputable Yorkshire brands that share the same beliefs

up with by collaborating with another elite sporting club, Leeds

as ourselves, making it a match made in heaven,” says Fara. “Our

Rhinos.

partnership brings together pleasure in business and business in

Shire has spent a five-figure sum developing its sponsorships and relationships with the two clubs since 2015. So successful have the

pleasure.”

Shire’s arrangement with the two clubs has also enabled the

partnerships proved that the company recently kicked off its second

company to develop a professional range of mattresses in line with

year of sponsorship with Leeds Rhinos and ramped up its agreement

feedback from players, coaches and physios, providing the rest and

with YCCC to include being a shirt sponsor for the 2018 cricket

recovery benefits critical to elite athletes.

season.

Fara Butt, sales and marketing director of Shire Beds, says: “We’ve seen many benefits to our sponsorships with the Yorkshire sports clubs, the main one being an increase in our market share. It has also

Following the success of its Sleep4Sport project and range of Active Response beds, Shire recently launched Pillow Talk, a collection of specialist premium pillows.

As the manufacturer’s first venture into bedding accessories, the

presented us with a great opportunity to portray a positive brand

range consists of four options, each of which is designed to target a

image by association with the clubs, strengthening our credibility

specific need.

within the local area.”

Sponsorships not only help a business develop a positive identity, but also influence brand awareness with consumers, presenting an opportunity to gain loyal followers and greater visibility. Partnerships

Says Fara: “We’re delighted with the success of our sporty product collection - it has even been claimed by Leeds Rhinos that our pillows have helped them to get onto their winning streak!

“Our research with the players has provided us with some key

are also a great tool for reaching a wider demographic, providing a

feedback that we will continue to work with and incorporate into our

first-class chance to get face-to-face with new target markets and

future products.”

educate consumers about an industry and business.

www.shirebeds.co.uk

FN351_Pages.indd 58

25/05/2018 13:16

Slumbe

VISIT US AT THE

HALL 5 STAND E-80

VISIT US AT THE Amber

Royale deluxe

•

•

• • • • • •

It has over 1000 individual nested pocket springs in a king size mattress Several layers of luxurious fillings Hand tufted finish 2 rows of hand-stitched mattress borders with handles and air vent High quality woven damask fabric Storage options available Headboard & divan bases available in ten different colours of fabric

• • • • • •

Medium firm sleep with a 13.5 gauge open coil bonnell spring unit with rod frame Generous layers of polyester fillings Micro quilted mattress finish Vertical stitched mattress borders Chenille effect divan base Storage option available Available in various different colours

Pearl 4000

HALL 5 STAND E-80

Bronze

• 4000 individual pocket springs combined with • 1000 pocket springs in a king size mattress.

2000 pocket tablet spring unit.

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Memory Gel 2000 Mayfair Royale deluxe Amber • 4• rows of hand stitched mattress borders, air 2000 pocket springsside in a king size mattress • Non-turn mattressspring (rotatable).

• Memory elastic foam on an Orthopaedic unit • Memory gel and soft layers of fillings • It has over 1000 individual nested pocket • and Medium firm sleep with a 13.5 gauge open coil bonnell • Air flow mattress borders with handles vents and flag stitch handles.

• Luxurious soft touch knitted fabric springs in a king size mattress brass air vents spring unit with rod frame • Air flow mattress borders with air •vents Several layers of luxurious fillings • Shapes to the contours of your body• Generous layers of polyester fillings • Fitted with shepherd castors and linkage bars.

• Micro quilted mattress finish • Hand tufted finish • Micro quilted mattress finished in HEALTH • Micro quilted mattress finish No turn mattress (rotatable) 2 rows of borders anti-static stress free knitted fabric • A•• wide choice of stylish•covers inhand-stitched velvet mattressGUARD Vertical stitched mattress borders Body pressure relief hypo allergenic with handles and air vent • Available in six different Faux Suede•colours • Chenille effect divan base • Micro quilted divan base with shepherd upholstered base.

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Storage option available Available in various different colours

• 12000 heat treated pocket springs combined with tablet spring in a king size mattress.

• Fillings include pure lamb’s wool, silk, cashmere, mohair, horsehair.

• 4 rows of side stitched mattress borders, also fitted with air vents and flag stitched handles.

• Mattress borders embroided.

• Hand tufted mattress finish with pure woollen Mayfair tufts.

• Memory elastic foam on anfabric.

Orthopaedic spring unit • Superior quality viscose damask • Air flow mattress borders with handles and brasswith air vents • Divan base fitted corner guards and chrome • Shapes to the contours of your body glides.

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2000 pocket springs in a king size mattress Memory gel and soft layers of fillings Luxurious soft touch knitted fabric Air flow mattress borders with air vents Micro quilted mattress finish No turn mattress (rotatable) Body pressure relief hypo allergenic Micro quilted divan base with shepherd castors and linkage bars

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SlumberdreamNov17.indd 1

FN351_Pages.indd 59 SlumberdreamApr18.indd 1

06/11/2017 10:45

25/05/2018 20/03/2018 13:16 15:09

Central Furniture Manufacturing Ltd

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FN351_Pages.indd 60 Central Furniture Manufacturing/CFM Advert.indd 1

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Central

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FN351_Pages.indd 61 Central Furniture Manufacturing/CFM Advert 2.indd 1

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25/05/2018 27/07/2017 13:16 09:44

OPINION

62

Gavin Boden

Where did all the skilled workers go?

B

ack in the Seventies, Eighties and even some of the Nineties

Furniture sales and marketing professional

In 1986, you would have paid between £2000-£2500 for a leather

we had an abundance of skilled workers in the UK – not

suite. Indeed, if you had such an item in your home you would have

just in the furniture sector, but across the full spectrum of

been considered well o�, or a bit posh. With the rate of inflation

industries. I’m going to quote the furniture industry because it’s

over the years, you should now have to pay well over £7000 for the

the one I’m most familiar with, but the same can be said across the

same item – but you can go out and buy a suite of similar quality

board.

for around about the same money, manufactured in the Far East or

This is historic in the UK. We were a nation of workers, skilled and unskilled. Fishermen, upholsterers, steelworkers, car assembly

Eastern Europe.

I don’t know what the solution is, but we need to make these

workers, cabinetmakers, finishers, french polishers, electronic

industries more attractive to work in, because in the next 10-20 years

technicians, etc.

the requirement for skilled workers in the UK is going to explode.

For several reasons, most of these industries have either gone into

There is a glimmer of hope for the industry, however. The

decline or died out completely. Most of the manufacturing of cabinet

forward-thinking folk, including trade associations from the

products and leather upholstery has gone to the Far East, mainly

furniture and interiors industries have united under a single banner,

because of labour costs. As competition became fiercer, this led to

the Furniture and Interiors Education, Skills and Training Alliance

the need for businesses to cut costs. Many firms over-trimmed and

(FIESTA), to combat the threat of a widening skills gap in the UK.

declined, or simply could not compete in a new market.

Gary Baker, MD of CD (UK), the distributor of Corian in the UK and

But all that is changing. As the cost of living in China rises, the cost

Ireland, has been appointed as the chairman of the new alliance –

of manufacturing is becoming more expensive. Thrown in with the

you can read more about it at www.fiestalearning.com, or take a look

logistical costs and environmental pressures, it is inevitable that a lot

at the interview with Gary in the March issue of Furniture News.

of the manufacturing will come back to the UK, and that will lead to a big problem – the lack of skilled workers.

We are scraping the surface of addressing this issue with the re-introduction of apprenticeships, but it’s not cool to work as an upholsterer or a cabinetmaker any more – all the kids coming from college want to work in the technological sector, they all want be programmers, game designers, app developers or data scientists (don’t ask me).

We need to make these industries more attractive to work in, because in the next 10-20 years the requirement for skilled workers in the UK is going to explode

Got a view you’d like to share with the trade? Get in touch with the editor at paul@gearingmediagroup.com

FN351_Pages.indd 62

25/05/2018 15:23

SatraJu

Furniture testing and certification

Extensive modern test facility Technical advice and expertise ISO 17025 UKAS accredited Excellent customer service www.satra.com furniture@satra.com Tel: +44 (0)1536 410 000

FN351_Pages.indd 1 63 SatraJune18.indd

25/05/2018 15:46 13:16 24/05/2018

64

LIVING

Pickering in herringbone moss

The Kleo brand, which was introduced by by Bluebone (0161 330 8959, www.bluebone.co.uk) at this year’s January Furniture Show, has proved “a huge success story” for the supplier.

The main selling points of this collection – which has already become one of Bluebone’s bestselling lines – are the wealth of variety available, and the ability to opt for sanded-down boatwood.

This year, the manufacturer has focused its efforts on creating seamless metal frames,

Pure, Kleo

to better encapsulate the charm of this weathered wood in living and dining furniture.

The newest Kleo collections will be introduced This year, Wood Bros (01920 469241, www.woodbros.co.uk) has

at the

collaborated with renowned British woollen mills Harris Tweed

Manchester

and Abraham Moon to create a sumptuous collection of 100% wool

Furniture

sofas and chairs.

Show next

A variety of upholstery designs is available, drawing on a new extended fabric and leather swatch.

KeenClassicsJune18.indd 1

FN351_Pages.indd 64

month, on stand D71.

16/05/2018 15:11

25/05/2018 13:16

JaipurJu

FN351_Pages.indd JaipurJune18.indd 165

25/05/2018 16/05/2018 13:16 08:56

66 | Living

Based in Bydgoszcz, Poland, Gala Collezione (www.galameble.com/en/) has produced

Mezzana

leather and fabric upholstery and dining benches for over 20 years.

Gala is one of the largest furniture manufacturers in Poland, and exports comprise a significant percentage of its business. Gala Collezione is exhibiting in the Midpoint section of the Manchester Furniture Show next month, where it will unveil its latest collections including motion, modular and dining furniture in leather and a comprehensive range of contemporary fabrics.

Boasting 25 yearsâ&#x20AC;&#x2122; experience of developing, designing and producing upholstered furniture, Polandâ&#x20AC;&#x2122;s Sits (www.sits.eu) now manufactures some one million handmade sofas and armchairs each year.

Sits offers a large number of product designs, fabrics and colours, catering to every customer demand. Comfort, trend awareness and social consciousness are all priorities at the company, which is represented across Europe, and plans to exhibit at the Manchester Furniture Show

Impulse

next month.

www.bluebone.co.uk Telephone.: 0161-330 8959 E-mail: sales@bluebone.co.uk

Unique and Exclusive Designs Soft Industrial Retro & Vintage Furniture and Accessories Storm Grey and Cottonwood Retro Oak Come and see us at the Manchester Show 15-17 July stand D71 BlueboneJune18.indd 1

FN351_Pages.indd 66

17/05/2018 15:47

25/05/2018 13:16

Shanka

MINK armchair (611-34-02-05-01) Stud detail • Baroque fabric • Natural legs •

WAS

£149

NOW

SEASONAL OFFER! CHARCOAL armchair (611-34-26-01-01) Stud detail • Baroque fabric • Black legs •

01902 399764 • sales@shankar.uk.com • www.shankar.uk.com FN351_Pages.indd ShankarJun18.indd 67 1

25/05/2018 15/05/2018 13:16 15:01

FURNISHER

68

Britannia Mirrors (020 8804 0392, www.

and small runs of products to suit every

minimalist, contemporary and modern

britanniamirrorsltd.co.uk) has been

requirement, offering one of the industry’s

designer mirrors and solid wood mirrors, to

established for 30 years, and has developed

most comprehensive ranges of quality

free-standing floor, tabletop and bathroom

a reputation for supplying quality products

framed and unframed mirrors.

mirrors – a diverse product range which

Its portfolio ranges from traditional and

and a high level of customer service.

From its factory in North London, the family-run company produces large

continues to grow to address emerging

decorative gilt and silver-framed mirrors,

trends, improve upon established products,

over mantles, oval mirrors, shaped mirrors,

and meet changing customer demand.

Now with free delivery from just £250, retailers can access Kettle Interiors’ (01536 444960, www.kettleinteriorsagencies.com) new chair and mirror lines with ease, selecting the ideal combination of items in any number.

Each is available in a choice of finish and size, including 10 upholstered chairs, office chairs and stools in a choice of fabrics.

The Mirror Collection comes in four styles influenced by baroque, art deco and Victorian, available in a variety of rectangular sizes, with the grand leaner style suitable for dressing and making rooms feel more spacious. Each mirror is available in aged silver or gold effects, with selected styles also available in white.

Joining the supplier’s oak and painted furniture collections and offering a match to many of these, the new mirror and chair collections are available wholesale with fast delivery across the UK, price breaks for stockists spending at least £2500 each month, and further discounts for container orders.

For 25 years, Frith Sculpture (01666 577110, www.frithsculpture. co.uk) has hand-crafted bronze-finished animal sculptures from its home in Wiltshire.

This year, the business introduced new of cockapoo and hedgehog sculptures, bolstering its popular lines of hares (59 different models are available), dancers and Highland cattle.

Other collections on offer include: Frith Cats, a range of over 30 cat sculptures by Paul Jenkins; a new contemporary range, Metropolitan; plus otters, dogs, horses, farmyard, fish, dancers, lovers, nudes and many more – new designs are always in progress.

FN351_Pages.indd 68

25/05/2018 13:17

Britanni

Manufacturers and Wholesalers of Quality Framed Mirrors

Britannia Mirrors Ltd Unit 5, 87 Lockfield Avenue, Enfield, Middlesex EN3 7PY Tel: 020 8804 0392 Email: sales@britanniamirrorsltd.co.uk

www.britanniamirrorsltd.co.uk

FN351_Pages.indd 69 BritanniaMirrorsJune17.indd 1

25/05/2018 13:17 10:12

LIGHTING

70

där lighting (01295 672200, www.darlighting.co.uk) is widely

Luminess (01494 442264, www.luminess-ltd.co.uk) is a specialist

recognised as one of the leading suppliers of innovative lighting

importer and distributor of premium European lighting brands.

products for domestic and commercial settings. Its designs cover a

Operating from its warehouse/showroom in High Wycombe,

broad spectrum, from traditional chandeliers and large statement

Luminess offers over 5000 exclusive products across three brands

fittings to a full range of table and floor lamps, wall lights, outdoor

– Action, AZzardo and Wofi.

lights, decorative lighting and easy-fit pendants and lampshades.

The supplier covers all sectors of the lighting market, from

där lighting also offers a full range of lighting accessories

contemporary

including ceiling

and traditional,

suspensions, hooks and chains,

to decorative and

Forli and Latima table lamps

novelty, from

as well as LED

single handmade

and decorative

pieces to volume

filament lamps.

and container

Worldwide

lines.

sourcing and an

With designs

accomplished

that are

team of in-house

minimalist,

designers help

elegant and

ensure där brings

almost sculptural,

together the latest

fully-fitted LED

techniques and

and five-year

design ideas from

guarantees,

across the world,

Luminess sources

to guarantee

lamps for the

that its products

more discerning

continue to push

customer from

the boundaries in

some of Europe’s

this fast-evolving,

most innovative

fashion-forward

Seattle

industry.

Individual lighting for an individual home

lighting specialists.

Over 5000 exclusive products

Contact us for our brochures t: 01494 442264 e: office@luminess-ltd.co.uk Luminess Ltd, 17 Wye Estate, London Road, High Wycombe, HP11 1LH

LuminessJune18.indd 1

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17/05/2018 09:40

25/05/2018 13:17

DarLigh May Ad

????????????? | 71

lighting the way it should be the Athena twelve-light pendant | for stockists visit darlighting.co.uk | 01295 672200

FN351_Pages.indd 71 DarLightingJune18YellowRHS.indd 1 May Ad Copy Options.indd 2

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72 | Lighting

Carson chandeliers

BRIGHT IDEAS, INDOORS AND OUT Elstead Lighting previewed 300 new products at Frankfurt Light + Building this spring, and anticipates stock arriving in August – encompassing numerous stylish table lamps, chandeliers and pendants to add those finishing touches to newly-furnished rooms and showroom displays.

Elstead Lighting offers a comprehensive range

alternatives to outdoor lanterns are ideal

of over 200 portable lamps, which are available

illumination solutions for dining tables in gazebos

in a variety of materials and finishes. New to the

or lighting up casual seating areas on verandas.

Also pictured is the five-light Carson chandelier

collection are a series of table lamps that employ an impressive combination of metalwork and

which features overlapping metal ribbons in a

marble to exude a sense of luxury.

vintage iron finish, paired with seedy glass covers over the bulbs to allow them to illuminate outdoor

Pictured is Apollo, which partners a brushed

spaces.

brass frame with white marble inserts at the top

There are over 2500 products in the full Elstead

and bottom. It is completed with a navy blue faux

range, including traditional, transitional and

suede hexagonal shade with gold faux silk lining.

modern products. However, the company also

Also available is a fresh collection of European ceramics with lots of reactive glazes and textures

offers a private-label design and production

in shades of grey, green and neutral taupes, as

service for businesses which would prefer their

well as retro shapes in caramel or red.

own product identity.

These products can either be designed by

In addition, Elstead recently acquired the

Elstead’s in-house team, or in collaboration with

traditional shademaking company Crimway, which also offers a strong range of crystal, wood-

Apollo

Aside from luxury table lamps, Elstead’s collection features a range of Outdoor Living lights, including outdoor (IP44 rated) chandeliers.

In line with the popular trend of creating a seamless transition between a home’s interior and exterior spaces, these stylish

FN351_Pages.indd 72

other designers.

With almost 50 years’ experience of

turned and country scene table lamps.

manufacturing lighting products, Elstead can create bespoke ranges to suit any furniture collection.

T 01420 82377 www.elsteadlighting.com

25/05/2018 13:17

ElsteadJ

Contemporary style with Sun King

Contemporary style with City Loft

LIGHTING

Transitional style with Prospect Park

Vintage style with Provence

Specialists in Beautiful Lighting

enquiries@elsteadlighting.com • www.elsteadlighting.com • 01420 82377 • Elstead House, Mill Lane, Alton, Hampshire, GU34 2QJ

FN351_Pages.indd 73 ElsteadJune18.indd 1

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74 | Designer

How to get ahead in design Burndell bedside table,

by Tim Evershed for Brook Studio

This month and next, New Designers will bring together more than 3000 fresh creative minds in a two-week presentation that bridges design education and industry. Alongside it is One Year In (formerly One Year On), a showcase of promising designers, studios and entrepreneurs which have recently launched their own businesses. In this article, the curator of this presentation, Rheanna Lingham, shares her advice for young design businesses looking to make their mark – and a profit …

Having received a record number of

is also responsible for the project’s in-depth

performing pound will affect already-

applications, One Year In 2018 welcomes

mentoring programme.

established and big businesses, but small

its biggest line up to date – with many

Over the months preceding each

exhibitors returning to New Designers after

edition, Rheanna and a team of fellow

exhibiting as graduates.

design veterans share their experience

Rheanna Lingham – jewellery designer,

are in a much stronger position.

Start-ups only know the current

and expertise with participants, offering

photographer and co-owner of London store

business guidance on everything from

Luna & Curious – has curated the event

handling costs and pricing to PR and

for a fourth year. Her role extends beyond

product development.

selecting the businesses that exhibit, as she

companies with the flexibility to adapt easily

Rheanna Lingham

This means that One Year In is more than an opportunity for design start-ups to show off their skills and connect with customers

“Getting noticed is really hard. There are so many people doing the same thing as you, shouting out to be seen. It’s very important to find your authentic voice and use it wisely”

FN351_Pages.indd 74

and collectors – it is a fast-track course in business development for any design discipline.

So, what characteristics does a design business need to survive? What mistakes are to be avoided? How can they stand out in a crowded market? And is now a good time to launch a business? Rheanna tells all …

Is it a good time for an emerging design brand to set up a business?

In times of economic uncertainty, it is the creative businesses that pull us through. The unknown quantity of Brexit and a poorly-

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Designer | 75

situation, so plan their business to begin and grow in current times. People are yearning for good news and change – young designers can provide this.

What advice would you give a young designer looking for a foothold in the industry?

Starting a business is like building a house – every house needs strong foundations, but when it comes to the building, you can get creative and stand out from the rest. Good foundations to a business come through research and planning – you must know what you want to achieve, and long-term

to take every opportunity thrown at you,

overlooked is the mentoring that is provided

goals can seem vague and unrealistic – so

selling in a shop, partnering with a brand,

by me and the New Designers team in the

take small steps, just plan what you want to

etc. But if this isn’t the correct fit for you it

five months that lead up to the show.

achieve in the first year.

won’t work out, which can waste time and

Exhibitors receive advice on marketing,

Research your industry, from the big

money – and, mostly, it’s demoralising.

brand and product development, pricing,

players to the one-man bands. How much

Don’t be afraid to say no. Pick a few good

selling and display, as well as the

do people earn? How and where do they sell?

opportunities and throw yourself into them.

fundamentals of starting a small business, delivered through talks, webinars and one-

How do they present their product? Who do they sell to?

Plan your money. Cash flow forecasts

What makes One Year In a good platform for emerging designers and companies?

to-one conversations.

The more tangible benefit of the show is

might seem dull and just something that the

Entering into my fourth year as curator

the firm friendships that are born each year

bank makes you do to get a loan but, trust

of One Year In, my passion for the show

between the designers – relationships that

me, a business that knows its income and

continues to grow. There is no other show in

continue for years beyond the show. These

outgoings week by week or month by month

the UK that provides such a good platform

are people from whom you can seek support

is much more likely to succeed.

for start-up businesses.

and with whom you can share experiences,

With this strong framework, trusting your

The most obvious benefit is the exposure

collaborate on projects, share stands at

instinct is then easy – design with creativity

to influential trade contacts – including

trade shows or – as happened at the 2017

and responsibility. Don’t imitate.

buyers, collectors, press and industry

showcase – form a collective to sell work

professionals. However, what is often

online and through a pop-up shop.

When starting out, sometimes you want

King & Webbon, Bronwen Grieves, Atypical, Alice Funge, Anna Manfield, Alex O’Connor Silver (photo By Yeshen Venema)

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76 | Designer

Stripe Stool, a flat-packed, hand-finished CNC-milled piece by bespoke furnituremaker King & Webbon, which is preparing to launch a retail-focused freestanding furniture range (photo By Yeshen Venema)

What are the biggest challenges facing

turned around once you confidently

If you had to list three traits that a designer

new design brands seeking to establish

explain your position, passion, respect, and

needs to survive and thrive, what would

themselves today?

understanding of their own position. If it’s

they be?

Getting noticed is really hard. In a time

still a no, remember to ask if they know

Resilience, kindness and self-awareness.

where setting up a website takes a few

anyone else that can be of help. My partners

hours, social media is an easy way to market

and I have had great outcomes from this

What does it take for an exhibitor to stand

your business and crowdfunding is a strong

question.

out at the show and make the most of their time there?

source of finance, one would think that In your experience, what are the common

In preparation for One Year In, I spend a

pitfalls that new design businesses can fall

considerable amount of time working with

doing the same thing as you, shouting out

into?

the designers on how they will display their

to be seen. It’s very important to find your

Visiting trade shows over the last 12 years,

work. Many of them have an image as soon

authentic voice and use it wisely.

it’s evident which brands are trying to tick

as they start – however, I always encourage

Manufacturing costs and minimum

every box, be everything to everyone and

them to put that to one side and spend time

quantities are often a stumbling block for

in doing so don’t attract any excitement.

looking at other ways of displaying, and

most start-ups. This may affect fledgling

It’s really important to develop a cohesive

to consider that every fixture or image is

businesses or be a problem that makes a

product range – keep it tight, especially at

sending their message, so these are very

business flounder a few years in.

the start. Do everything you do perfectly and

important decisions.

getting noticed is easy.

However, there are so many people

It may be that at the beginning you are

don’t grow too fast.

The exhibitors that have really engaged

able to produce the product yourself, often

and responded to the advice they have been

not properly costing your time into the

given undoubtedly have the most successful

selling price. This isn’t a sustainable practice

shows.

– you start to look at getting your product made, but manufacturers can shy away from small orders or levy their fee for taking on the job.

Designers are sometimes tempted to over-order to secure a good price, with hope that they may sell all the stock – an unwise decision which often stagnates a business, as they have stock to shift and no money to move on to another project.

Negotiating with manufacturers can be a lengthy procedure – in my experience, an original negative response can be

FN351_Pages.indd 76

“When starting out, sometimes you want to take every opportunity thrown at you. But if this isn’t the correct fit for you it can waste time and money. Don’t be afraid to say no”

What excites you most about One Year In? I love the enthusiasm, the positivity, seeing new designers start the same journey I did 12 years ago. Each time, I get a little bit envious and wish I could start out all over again.

One Year In at New Designers will take place across two phases at the Business Design Centre, Islington, from 27-30th June and from 4-7th July. www.newdesigners.com

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77

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CONTACT: Send CV to Paul Aiston: paul@staingard.co.uk

Are you exhibiting? Call us to engage the visitors through the only catalogue distributed at the show â&#x20AC;&#x201C; and visit our team on stand A16 to learn about our wider portfolio.

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78 | Designer

IN DESIGN

Luna cocktail cabinet, Steven Hampson A recent commission for a private client specifying “a large functioning cocktail cabinet with some oriental influence”, Steven Hampson’s Luna comprises hand-cut walnut and ripple sycamore veneers, plus details in wenge, ebony and stainless steel.

“Even though I had modelled

“To get consistent woodgrain

the cabinet using CAD

patterns across the piece, I decided

software, I invested a few days

to construct the cabinet using

to make a full-size mock-up

2.5mm hand-cut wood veneers

to ensure that details such as

glued to MDF substrate with epoxy

the strength of the leg frame,

resin. The wood is carefully marked

the height of the tray drawer,

and matched so the finish looks like

etc, were right”

solid wood. I am pleased with the result, but the work is considerable – cutting and jointing the veneers took longer than I expected!”

“My client wanted some stainless steel metal elements in the design, so I decided to

“The cabinet carcass is mitred to

use stainless steel Brusso knife

allow the grain to flow around the

hinges, which are expensive

edges. I spent time ensuring that

but beautiful things. I turned

my saw cut very accurately, and I

a number of stainless steel

used 90° aluminium pieces in place

components (which are on show) to connect the main

“The matching moon-

carcass with the leg frame”

shaped door and drawer pulls consist of circular

of dominoes, which allow a very strong joint and will even hold the piece together for dry runs”

dished wenge inserts with inset sycamore handles”

“My design philosophy is to design what you want and then work out how to make it! I seem to attract commissions for complex pieces which require considerable thought before cutting into expensive materials – I will normally make a full-size mock-up to iron out any potential problems” Training: Steven was an amateur maker for many years while working in the IT sector. Over that time, he upgraded his equipment and converted his barn (located on a sheep farm in the Forest of Bowland) into a professional workshop. Steven decided to make a career change in 2013 and enrolled on a year-long designer/maker course at Waters and Acland in Staveley, Cumbria. Steven has been a full-time designer/maker for over five years, and primarily makes to commission, but has attended a number of exhibitions such as Celebration of Craftmanship and Designer Crafts at the Mall.

www.stevenhampson.co.uk

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80 | Last Word

CAREER DIGEST 2002 – Various roles from technician to product developer, Habitat 2010 – Product development manager, Made.com 2012 – Senior furniture buyer, M&S 2018 – MD, Hayche

“As soon as I started working at Made, Habitat and M&S, I could talk through complex ideas and my colleagues got it straight away, often topping my ideas or amplifying them”

Paul Tanner MD, Hayche Previously known as H Furniture, Hayche (www.hayche.com) specialises in contract seating, which it manufactures in Portugal and Italy. Formerly of Habitat, Lombok, Made.com and M&S, Paul says that Hayche blends many of the strengths of those brands.

How did you enter the trade?

They happened to be a small furniture

someone to join them as a draughtsman,

By accident. I studied Industrial Design at

set-up. During my interview I kept calling

I had the perfect training for the

Brunel and one year of my four-year course

the guy Steve (as the gadget company was

interview, which then led to an eight-year

was spent working in industry. There was

run by a Steve) and I later found out I got

commitment.

a long list of companies that previously

the job because he thought I was eccentric

worked with my university, and I selected a

due to giving him a new name for no

Who was your inspiration?

local company that made electronic gadgets

apparent reason!

I haven’t really had one. As I got into the

– but I made a typo on the letter and sent

He trained me on how to use AutoCAD

industry by accident I didn’t follow a set

my CV to the company one row down on the

for developing prototypes, and when

path, as furniture wasn’t something I had

list.

Habitat contacted my university looking for

thought about until I started doing it. I was

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Last Word | 81

very fortunate at Habitat to work with Tom

time I jump in the shower I have cleared my

to a lack of clarity on what’s happening. At

Dixon, Terence Woodgate, Bethan Gray,

inbox.

Hayche we make our products in Italy and

James Harrison, Kirsty Whyte and Claire

I meet with the Hayche team in

Portugal, and, depending on how Brexit

Norcross, and when I moved to Made and

Clerkenwell at 9am and we discuss and plan

pans out, there could be implications on

then M&S, it was clear to me that furniture

the agenda for the day. We have recently

the cost of using our current supply base if

was something I really enjoyed, and that I

adopted Asana (a project management app)

there’s new tax rates or different ways of

had also developed a powerful network of

and we use this to break up the tasks and to

working required.

designers and suppliers.

delegate amongst ourselves.

What was you career high point?

Clerkenwell Design Week, so lots of

Ercol. Their recent stand in Milan was one

Winning two Design Guild Marks and

work was being done to ensure the new

of the standout showcases of the fair. They

becoming a judge in 2016.

prototypes were ready, the stand was

have a great product and great integrity with

ready, and that we had all the pricing and

what they do.

Last month we were working towards

I am a big believer that bestsellers and iconic products come easy – I have never

What company do you most look up to?

The factory is always a treat to visit and

marketing materials that we needed.

our home is full of Ercol pieces – some

known a product to be difficult and then

We have lunch together as a team, and

become a bestseller, it’s always the ones

then keep working through the afternoon. I

vintage from car boot sales, and also some

that look great as a sketch and great as a

normally leave at about 4pm and go to the

of their recent ranges.

first prototype that go on to success – both

gym for a swim and a class, before getting

the Fonteyn (Made) and Ashworth (M&S)

home around 7pm, eating and then working

What would you most like to change about

were clearly both special designs from the

for a couple more hours.

yourself?

I am very impatient. It’s not a good trait,

very first doodle.

If you had to start over, you’d probably

and one I would like to change. I have

… and low point?

pursue which career?

started using the Headspace app to try

Discovering from the Sunday Times

Ecommerce. I am not sure which aspect

to relax more, and to step back and offer

during my time at Habitat that we were

particularly, but I really enjoy online sales.

encouragement and direction if a task or

all going to lose our jobs, a day before any

At Habitat and M&S it was something I

problem is behind schedule, as otherwise

announcements were made. In 2010 it was

wasn’t able to get involved with (despite

stepping in and doing it myself is a short-

a very difficult time for the brand, and I

my best efforts), but at Made I was always

term fix.

am really pleased that they are making a

sending the CEO and CTO [chief technology

comeback.

officer] ideas for how we could boost sales.

For Hayche I have taken everything I have

What do you enjoy most about working in the trade?

… and the turning point?

learnt and worked on some new ideas, and

That everyone I have met and work with

Moving to China to work for Made.

built the website myself, so that we have

really cares about what they do, and are

Previously I had been going to China for

more control over the brand presentation

likely to stay in the furniture field.

a two-week trip every six months, and to

and customer journey. With agencies and

actually live there for 18 months gave me

third parties our creative directors’ vision

a transient one, and people are focused

a completely different appreciation for

can be diluted, or ideas steered away from

on producing great product, season after

the country and the product development

due to cost – but by managing the site

season.

process.

ourselves, there are no limitations.

It’s a specialist industry rather than

At school, I would describe an idea or engineering solution and my classmates

Also, working at Made when it was very small, directly with the founders, opened

What date on the business calendar do you

would have no idea what I was talking

my eyes to what’s possible. Normally in

most look forward to?

about, but as soon as I started working at

a business you are shielded from the top

Milan. I really enjoy walking around the

Made, Habitat and M&S, I could talk through

level of management, but I had lunch with

fair (headphones, camera and a big pack of

complex ideas and my colleagues got it

them every day, drinks after work or sat

wine gums) and taking inspiration from the

straight away, often topping my ideas or

next to them on a plane, so I got a first-

various events. Bar Basso has also become

amplifying them.

hand glimpse of how to build a successful

an annual event, and is often the only time

start-up.

in the year where I see my London-based

Please leave us with an industry anecdote

design friends from Habitat, Heal’s, Made,

…

Dare Studio, Case Furniture and Ercol.

There’s an urban legend that a top furniture

Describe a typical working day

designer traded away his portfolio in

I wake up around 7am and check emails on my phone before getting out of bed. It’s a

What is the most important issue affecting

exchange for a crate of beer – and that

really bad habit – but I tell myself it’s better

your business right now?

person used it to successfully get into the

than hitting the snooze button, and by the

Brexit. Not directly at the moment, but due

RCA …

Introvert or extrovert?

Tattoos or piercings?

Picnic or restaurant?

Introvert. I definitely feel drained after a day

Tattoos. I unwittingly follow a lot of people

Restaurant. Picnics are a hassle. Wasps. Wet

of talking to people and am much happier on

on Instagram with them. My feed is mainly

wipes. Stray footballs. I would rather a nice

my own and in small groups.

furniture, watches and tattoos.

meal in a restaurant.

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82

FURTHER READING

ON THE WEB New stories are added to the Furniture News website as they break.

Browse www.furniturenews.net on your desktop or mobile, and sign up for our twice-weekly email newsletter at www.bit.ly/fn-in

News Ikea appoints new country retail manager to its UK and Ireland business

Resources Is bamboo right for your business? Gus Bartholemew explores this flexible material

News Silentnight confirms its return to the NEC January Furniture Show

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Got some news or an idea for an article?

Call the editorial desk on 01424 776101 or email paul@gearingmediagroup.com

To promote a product or service, call the sales team on 01424 776100, or email sam@gearingmediagroup.com or caroline@gearingmediagroup.com

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Issue 74

URAN TS,

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Furniture News is just one of the industry titles published

by Gearing Media Group. Those involved in the contract furnishings market should take a look at Hospitality Interiors magazine (www.hospitality-interiors.net), while anyone seeking furniture manufacturing machinery or supplies should check out Furniture Production (www.furnitureproduction.net).

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NEXT MONTH Interview with Made.com CEO Philippe Chainieux | Manchester Furniture Show Preview and Showguide Showtime | Trade Services | Plus the latest products for the living, dining and bedroom areas

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