Page 1

The essential guide to the UK domestic furniture and furnishings trade #352 July 2018 |

Marcello, Westbridge Furniture Designs

FUTURE PROOF?’s CEO sets his sights

FrontCover352.indd FN352_Pages.indd 1

SCALING UP The secrets of retail expansion revealed

LOMBOK REVISED Retailer given new lease of life

27/06/2018 27/06/2018 08:46 10:23

TCS Furniture News Maker July 2018 b.qxp_Layout 1 18/06/2018 10:51 Page 1


The Ashford Sofa



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The Carpet Specialists

SERVICE QUALITY VALUE 27/06/2018 19/06/2018 10:23 08:43


“Nothing beats face-to-face contact for doing business – but at Furniture News we’ve been working hard on the next-best thing”



Looking for interiors retailers in Middlesex? Or

watching way too much football. I can’t seem to

bedroom cabinet suppliers? Connect has it covered, both

help it – there’s a match in progress whenever I

in its online platform (going live this month), and in the

switch the telly on. And I’m not alone. England’s opening match attracted

hefty printed edition that accompanies it. Turn to p46 for more information, and details of our great introductory

more viewers than the Royal Wedding – 18.3 million in

offer – or visit our stand (A16) at the Manchester show to

the UK alone.

see it for yourself.

The World Cup manages to sweep up even casual fans

We’ve got plenty more tales of trade togetherness in

in a frenzy of of global interaction. “Whatever traditions

this month’s issue, including a report from Silentnight’s

we hold, football brings us together in one single team,”

Brooklands show (p44), shots from Minerva’s gala dinner

said President Putin at the outset of this year’s contest.

(p100), and news of upcoming exhibitions in our biannual

For Russia, it was an opportunity to score some much-

Showtime feature (p134).

needed diplomatic brownie points – for the rest of the


018 08:43

s my better half continually informs me, I’m

There’s also fascinating takes on how retail is becoming

world, it’s been a rollercoaster of emotions (or, at least, a

more inclusive –’s Philippe Chainieux tells

noisy distraction).

me how the new and improved TalentLab programme

I marvel at football’s ability to bring people together

promises to democratise the furniture design process

– and as we enter the latter stages of the competition, it

through consumer interaction (p18), while Lombok’s

brings to mind an essential fixture of our own.

Julien Sannier reveals his plans to turn the Tottenham

Sporting a great line-up, a welcoming backdrop and a host of new models and ranges (see our huge preview starting on p59), the Manchester Furniture Show offers

Court Road store into a working hub for interior designers (p24). “No man is an island,” wrote John Donne – similarly,

the furniture trade the perfect opportunity to come

no business can succeed alone, and should take every

together, buy, sell and share experiences (and even a little

opportunity to pitch to new connections if it wishes to

R&R) in a vibrant city centre.

achieve its goals (sorry, I couldn’t help myself).

If you need any more persuading to attend, this year’s

Enjoy the issue!

edition is bringing a raft of new exhibitors to the scene, thanks to the incorporation of the MidPoint Furniture Show. Good exhibitions bring us all together, and, to be frank, nothing beats face-to-face contact for doing business – but at Furniture News we’ve been working hard on the next-best thing. Our new all-singing, all-dancing furniture trade directory, Connect, is rich with all the information you need to source buyers and sellers, and much more.

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

27/06/2018 10:23

4 | Contents



Partner Comment

10 News Editor-in-chief Paul Farley 01424 776101 Twitter @FurnitureNewsED Sales and marketing director (Furniture News portfolio) Sam Horscroft 01424 776100 Twitter @FurnitureNewsAD Sales executive Caroline Littler 07861 231461 Production manager James Ash 01424 775304

18 Interviews 30 Events 34 Resources 44


59 Manchester Furniture Show Preview

Ben Burbidge, Manufacturing Guild Mark (7)

Production assistant Mike Beales 01424 775304 Digital production assistant Nyall McCurrach 01424 775304

Manchester Furniture Show (59)

Copy administrator Steve Merrick 01424 776108 Proofreader Keith Fitz-Hugh Editorial director John Legg 01424 776104 Publisher Nigel Gearing Accounts Wendy Williams 01424 774982 Subscriptions Claire Jones 07493 391962 Annual Subscription Rates UK-£65 Europe-£85 RoW-£95

Philippe Chainieux, (18)

Repro, print and distribution Stephens & George

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

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27/06/2018 11:22

Contents | 5

Lombok (24)


The essential guide to the UK domestic furniture and furnishings trade #352 July 2018 |

Marcello, Westbridge Furniture Designs

FUTURE PROOF?’s CEO sets his sights

SCALING UP The secrets of retail expansion revealed

LOMBOK REVISED Retailer given new lease of life

FrontCover352.indd 1

27/06/2018 08:46

Westbridge Furniture Designs (www. westbridgefurniture. com) is coming to the Manchester Furniture Show this month Simon Foster and Ross Stephenson, Furniture For The Home (54)

(stand C73)


Mike Murray explains why and how to upscale a retail


Out & About


Living Room


Dining Room


Beds & Bedroom

128 Furnisher



Gavin Boden on the fundamentals of furniture ecommerce

130 Opinion Nicholas Radford, Nathan Furniture Group (152)


134 Showtime 140

Trade Services

150 Designer 152

Last Word

Dids Macdonald answers readers’ design and IP queries

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 – to opt into the communications you’d prefer to receive (including the printed magazine)

FN352_Pages.indd 5

27/06/2018 10:24

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27/06/2018 11/06/2018 10:24 10:36

18 10:36

Partner Comment | 7

Recognising best of British


Financial stability; quality and efficiency of manufacturing

oday’s furniture market is more demanding than ever. Customers expect greater choice, faster delivery, better

methods and materials; a concern for the environment and

quality … and all at an accessible price.

sustainability in materials used and manufacturing methods; and fair working practices and a commitment to training in all aspects,

‘Made in Britain’ is also significant for many consumers, who

including manufacturing, management, sales and service.

continue to desire well-made products manufactured on home

I was recently appointed as Manufacturing Guild Mark

soil. Subsequently, businesses must be proactive in differentiating themselves, and being recognised as an industry exemplar is key to

chairman, but my company, Burbidge & Son, has been a proud

ensuring longevity.

Manufacturing Guild Mark holder since 2016. We operate in the UK kitchen furniture market, and like all strands of the furnishing

There can be no standing still – particularly as, in the wake of macroeconomic factors as a result of Brexit, there is a lot of

industry, it is highly competitive, with many good companies

uncertainty in the industry.

vying for the attention of the consumer or specifier. Holding the Manufacturing Guild Mark has been an invaluable marketing tool

“Businesses must be proactive in differentiating themselves, and being recognised as an industry exemplar is key to ensuring longevity”

in standing out from the crowd. Not only is it an affirmation of excellence – with the audit giving a framework to strive for and maintain high standards – but it gives the consumer added confidence that they are buying a high quality product from a business recognised for its manufacturing capabilities by an institution that carefully guards its own reputation. It has helped us reinforce this message, which is why we feature it prominently in all of our marketing materials. We have launched our products into the East African market, and our local partner has featured the Manufacturing Guild Mark

Awarded by The Furniture Makers’ Company and sponsored by Lectra, the Manufacturing Guild Mark has been the mark of

prominently in their own marketing efforts, as they believe

excellence, distinguishing Britain’s top furnishing manufacturers,

the Britishness of our product and design offers them strong

since 1993. It provides assurance to retailers, specifiers,

competitive advantage over local rivals, and The Furniture Makers’

distributors and customers that the furnishings they purchase are

Company’s coat of arms is an ideal symbol of this.

made with care, and that the company they are dealing with has achieved exemplary standards throughout its operations. It is possible for a manufacturer of any size to achieve the Manufacturing Guild Mark, with large businesses and household names including Bisley, Ercol, Herman Miller and Hypnos holding the mark, as well as companies producing tailored or handcrafted products – such as Burgess Beds, Delcor and Paneltech. Every company that holds the mark must undergo and pass an audit, which is independently carried out by the Furniture Industry Research Association, against a comprehensive set of criteria: that

Ben Burbidge is MD of Burbidge & Son,

the company is predominantly manufacturing its products in the

and chairman of the Manufacturing

UK; the company must be incorporated in the UK; it must have

Guild Mark, which is awarded to

a clear commitment to integrity in all aspects – design, product

deserving British companies by

function, marketing and promotional materials, finance and

The Furniture Makers’ Company

customer and after-sales service;


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

FN352_Pages.indd 7

27/06/2018 10:24

The market is open for inspiration Get your free ticket today

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DWSAutumnFairJuly18.indd 1 FN352_Pages.indd 8

06/06/2018 10:24 08:53 27/06/2018

NBFJuly FN-page

018 08:53

Britain’s Biggest & Best Bed Show!

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Business Hubs Y Knowledge Hub Y Services Hub Mattresses Y Divans Y Bedsteads Y Headboards Y Pillows Y Futons Y Sofabeds Y Tickings Y Fillings Y Springs Y Foam Y Machinery Y Components


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If you’re in beds, you’d be mad to miss it! NBFJuly18.indd 1 9 FN-page-BedShow-2018-main.indd 1 FN352_Pages.indd

12/06/2018 17/04/2018 13:40 27/06/2018 09:24 10:24

10 | News

DM Midlands CEO steps down After 25 years, the CEO of DM Midlands Group and co-founder of the Ashley Manor brand, David Lee, has announced his intention to enter semiretirement. “It is not possible to sum up 25 years in a few words, and I don’t intend to try,” he says. “All I will say is that the long road travelled since starting out as a fresh-faced 24-year-old with no track record or experience of running a furniture business, to making our group of companies arguably the biggest in the UK, is, and always will be, both a tremendous source of pride to

Harveys and Bensons appoint new creative director Harveys and

a main focus on the furniture brand, she will

Bensons for

also support the Bensons business. Alison will

Beds have

play a key part in changing the perception of


both brands with a younger and more style-

their senior

conscious demographic, developing creative


collections and ensuring that both are on the


front foot with trends. She has an impressive array of experience in

with the appointment

retail, most recently as DFS’ creative director.

of Alison

Her previous roles also include head of brand

Hill, the

and product development at Conran Holdings,

brands’ first

and five years as head of design at Debenhams. Kalwant says: “We’re delighted to have

creative director, who

Alison on board, and feel her extensive

will work

experience working across big retailers

across both

and realising a creative vision will prove



to bring to life their commercial vision, support

Alison adds: “Harveys and Bensons are in the

new innovation and steer creative product

middle of great change and innovation, so I’m

development strategy.

delighted to be able to support this and be part

Reporting to Harveys MD Kalwant Singh with

me and testament to the hard

of a committed and driven team.”

work and dedication of our team who helped make this dream a reality. He remains on the board of directors as an adviser. David’s business partner Mark Smith, co-founder of the

Feather & Black opens store in Bath Feather & Black opened a new store in Bath’s Northumberland Place in May, replacing a Joy shop. Head of retail, Gemma Reynolds, says:

AMX and Alexander and James upholstery companies, will take

“We’re delighted to be bedding down in

over the running of the group.

the beautiful city of Bath and we’re looking

“I would like to thank David for

forward to showing locals how to snooze in

an amazing journey,” says Mark.

style. We believe the ultimate bedroom should

“As the business moves into the

combine style, comfort and practicality.” The Bath store features its own mattress

next chapter, our shared passion and drive will continue with the

studio where sleep experts are on hand to

amazing team we have built over

advise shoppers on which mattress will suit

many years.”

them best.

Fabb in administration

New agent for Sweet Dreams

PwC’s Toby Underwood and Peter Dickens were appointed

Andrew Howe has taken over responsibility for

joint administrators of Fabb Projects, which traded as Fabb

Sweet Dreams’ sales in the South-west and

Sofas from nine UK outlets, on 7th June.

South Wales.

Fabb was incorporated in 2015, but despite achieving

Andrew’s first job was with Bymacks

“significant revenues” since its incorporation, the company

Upholstery, part of the Airsprung Group. He

remained reliant on the support of investors to fund trading

was also national sales manager with Welcome

losses, and could not continue to meet its debts without

Furniture, and, for the last eight years, a sales

their continued support.

agent with Harrison Brothers. Andrew retains

The move resulted in 185 redundancies, and trading and deliveries ceased. Toby says: “Unfortunately, the directors have been

his agencies for Maysons Furniture and Mini Divani. He says: “I am very pleased to be joining the Sweet Dreams sales team. It’s

unable to achieve a sale of the company, and as such the

a very exciting time and I look forward to putting my experience into selling

directors had no option but to appoint administrators. The

their product range.”

administrators are currently collating details of customer

Nick Williams, Sweet Dreams’ sales manager, comments: “I’m very happy

orders and stock records and trying to find a buyer for the

to have Andrew on board. His reputation is well known in the industry

order book. If a buyer is found it may be possible for them to

and we’re looking forward to benefiting from his experience and talents,

complete some or all of the current orders.”

especially with regard to selling our upholstery.”

FN352_Pages.indd 10

27/06/2018 10:24


For exciting British upholstery visit

Manchester Furniture show at Manchester Central

15-17th July 2018, Stand C73

Manchester Central Convention Complex Windmill St, Manchester M2 3GX, UK

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12 | News

Ultra Furniture enters administration

Minerva show “a great success” May, has been declared “a great success” by the buying group. Roy Beagent, group business manager, comments: “We were delighted with how many members came to the show and gala dinner, and the great range of suppliers who exhibited. It made it an extremely successful, and enjoyable, event.” Derry’s receives the show’s Best Stand Award

The show featured 50 supplier exhibitors – including 13 new names – plus 11 guest exhibitors. Derry’s won the show’s Best

Minerva’s members-only Furniture & Bed

Stand Award, and its trophy was presented by

Show, which took place at Stoneleigh Park in

Charles Charlton, one of Minerva’s directors.

The closure of Tesco Direct has been cited by administrators as the reason for Ultra Furniture going into administration. Steven Muncaster of Duff & Phelps was appointed administrator to the Dudley-based company, which employs 160, on 6th June. The upholstery manufacturer has worked with some of the UK’s best-known retailers and highstreet brands from the same site for over 30 years, as well as a dedicated production site in Kingswinford,

Sainsbury’s invests in new Habitat stores


Habitat plans to open two new stand-alone

announcement that Tesco Direct is

a workshop and events space.

Steven states: “Ultra has been directly impacted by the being closed in July this year, given

stores this autumn – one in Westfield London

The two new stores complement Habitat’s

in September, followed by another in Brighton

multichannel portfolio – a website which now

that it accounted for over 70% of

town centre in October.

accounts for 65% of turnover, plus two flagship

the company’s sales. The directors

stores, a 2000ft2 Mini store in Leeds, and 11

of the business are clear that at this

September 2016, is investing £1.5m in the two

Mini Habitats in Sainsbury’s supermarkets.

stage that the business as it currently

stores, marking the first major investment

Alongside nationwide Click & Collect, this

stands cannot continue to trade

in Habitat’s store portfolio for a decade, and

varied offer ensures customers have a choice of

following the loss of such a major

reflecting a desire to address modern shopper

convenient ways to discover and purchase from


demand for multichannel retail.

the iconic brand.

Sainsbury’s, which acquired Habitat in

The 4700ft2 Habitat store opening in

“While we are continuing to

MD Clare Askem says: “It’s a really exciting

market the business with the aim of

Westfield London, the largest shopping centre

time for Habitat as we launch our first major

finding a buyer, we have to stress

in Europe, will be part of the centre’s effort to

standalone stores in 10 years. Stores are an

that this is a hugely challenging

bring a number of furniture and home brands

important part of our growth strategy, as we

market undergoing consolidation and

together to create a destination Home hub.

know that our customers love to be inspired

cost pressures. We cannot confirm

by our furniture and furnishings in immersive

at this stage what will happen

Hanningtons Estate redevelopment in the

store settings, so we’re thrilled that these

to the two sites and the current

Brighton Lanes shopping area. Ranged over

launches will bring us to key locations in

employees but we will be keeping

two floors, the 6500ft2 store will house around

Brighton and Westfield London where we have

people informed at every stage of the

3000 Habitat products, with room settings and

a lot of Habitat fans.”


The store in Brighton will form part of the

Harrison Spinks takes to the sky

Silentnight launches Sky AdSmart campaign

Three employees from bed

Springs, Darren Marcangelo,

manufacturer Harrison Spinks

commercial director at Spinks

Silentnight is now using Sky AdSmart technology to raise

have raised £1400 for industry

Springs, and Chris Townsley,

awareness of its new store at Lakeside Shopping Centre

charity The Furniture Makers’

components production manager

among families and young people interested in buying

Company by completing a tandem

at Harrison Spinks, took to the

a mattress or bed. Geo-location advertising enables


sky in May and jumped from

Silentnight to target those who live close to the centre,

15,000ft at Skydive Hibaldstow,

during whatever programmes they are watching across the


entire Sky network.

Richard Essery, MD at Spinks

Darren says: “Harrison Spinks

the ads, says: “This campaign is all about driving potential

member of The Furniture Makers’

customers to Silentnight’s new store, so we wanted lots of

Company because of the shared

pace and movement in the creative. We achieved this by

values we have towards supporting

coming up with an interesting way to show moving footage

the furnishing industry. This is a

and stills of the products throughout the ad.”

great charity doing very good work Darren Marcangelo skydiving for charity

FN352_Pages.indd 12

Sue Benson, MD of The Market Creative, which created

recently became a corporate

Nick Booth, Silentnight Brands’ marketing director, adds:

to help others and provide much

“It enables us to reach new audiences who may have heard

needed support to people in need.”

of us, but who want to know more.”

27/06/2018 10:24


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14 | News

ercol MD to step down

Charity shooting event raises £24,000 The Furniture Village team

Nick Garratt, MD of ercol, is to leave the company after 13 years with the business. Nick joined as operations director and oversaw the reorganisation of the company’s manufacturing facility and the development of a new supply chain. Nick was promoted to MD in 2013 and went on to put in place a new leadership team and develop the product range and brand, growing the business to a turnover of some £20m. Nick says: “ercol is an amazing company, and the integrity and values of this family

The Furniture Makers’ Company’s clay

business have kept me here for much longer

pigeon shoot fundraiser, Big Shots, which

than I originally planned. I have really

took place last month, raised £24,000 for

multichannel at Furniture Village and

enjoyed my time here working with some

the charity.

organiser of the event, says: “Although I

great people, and to all those who have given

Around 140 people, making up 35

industry colleagues.” Charlie Harrison, director of

was unable to attend this year’s Big Shots

me such wonderful support I would like to

teams, took part in the 24th annual

event, the feedback from everyone I’ve

offer my personal thanks.”

fundraiser, which was again held at the

spoken to has once again been exceptional.

EJ Churchill Shooting Ground in High

This has definitely become the social event

Wycombe, Buckinghamshire.

of the year within our fantastic industry

Nick, leaving by mutual consent, added that after such a long spell with ercol he was “now looking for a new challenge”. Edward Tadros, chairman of ercol, says:

The guests took part in a day of

and, with the 25th anniversary next year,

traditional clay pigeon shooting as well

we’re looking forward to putting together

“Nick joined ercol in January 2005 and

as some novelty stands, including axe

something special.”

has successfully progressed through the

throwing, paintballing marksmanship and

company from operations director to sales

the classic blunderbuss.

The results of the competition were: Top Gun (Male), Roland Govier (J H

director and on to becoming MD in 2013.

The Furniture Makers’ Company would

In all these varied roles Nick gave freely

like to thank main sponsor and corporate

Nikki Verster (Furniture Village); Top

of his energies and expertise to help the

member Furniture Village, as well as the

Gun (Novice), William Porter (Gryphon

company succeed and grow consistently.

other companies that supported Big Shots

Property Partners); Top Team, Haskins

ercol has greatly benefited from his energy

through sponsorship or a donation to the

Hot Shots (J H Haskins & Son); Runner

and dedication. Nick’s constant stream of

auction and raffle.

Up Team, Peroda Old Boys (Peroda

new ideas and actions have contributed significantly to the growth of the company.

Hayden Davies, master of The Furniture

Haskins & Son); Top Gun (Female),

Furniture); Bottom Team, Greenlight

Makers’ Company, says: “Yet again Big

Gunners (Greenlight Commerce); and

Shots delighted everyone who attended. It

Four Man Flurry, Haskins Hot Shots (J H

leave our company and I am looking for a

is one of our longest-running fundraisers

Haskins & Son).

successor, but I know that Nick will continue

and always raises a significant amount of

to do his very best for ercol over the next

money for the charity as well as offering a

Shots charity event will take place on 6th


great informal networking opportunity for

June 2019.

“I am clearly very sorry to see Nick

The 25th anniversary event of the Big

Homebase sold to restructuring specialist Following a review of the underperforming

to 20% of any equity distributions from the

Bunnings UK and Ireland (BUKI) business,

business going forward.

Wesfarmers has sold its Homebase business

Wesfarmers’ MD Rob Scott says:

“Homebase was acquired by Wesfarmers in 2016. The investment has been disappointing, with the problems arising

in the UK and Ireland to a company

“While the review confirmed the business

from poor execution post-acquisition being

associated with Hilco Capital.

is capable of returning to profitability

compounded by a deterioration in the

over time, further capital investment

macro environment and retail sector in the

including the brand, its store network,

is necessary to support the turnaround.

UK.” Damian McGloughlin will continue to

freehold property, property leases and

The materiality of the opportunity and

lead Homebase’s turnaround plan.

inventory, for a nominal amount. The

risks associated with turnaround are not

24 Bunnings pilot stores will convert to

considered to justify the additional capital

for £340m, and expects to record a loss on

the Homebase brand promptly following

and management attention required from

disposal of £200-£230m in the group’s

completion, and Wesfarmers will be entitled

Bunnings and Wesfarmers.

2018 FY results, subject to review.

The sale comprises all Homebase assets,

FN352_Pages.indd 14

Wesfarmers acquired Homebase in 2016

27/06/2018 10:24


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27/06/2018 20/06/2018 10:24 08:37

SealyJuly18.indd 1 16 FN352_Pages.indd

27/06/2018 10:24

Sealy beds are handmade in the heart of Cumbria, on the edge of the Lake District. When you create something in such beautiful surroundings, it’s a constant reminder that you want things to stay that way. In the UK, we currently produce over 200 million tonnes of rubbish each year. This includes everything from commercial and industrial to household waste but only a percentage of this is recovered – the rest is sent to landfill. The impact in dumping everything into landfill areas is evident; air pollution, ground water pollution, soil and land pollution, landfill fires, financial costs and of course, health implications. So what does ‘Zero to Landfill’ actually mean? The ultimate aim of this philosophy is to prevent any waste material produced within an organisation going to landfill, which in turn offers a more sustainable route to resourcing for future generations. At Sealy, we have been making positive steps to change that over the past decade. Ten years ago only 15% of the waste produced in the production of our beds was either recycled or sent to energy recovery. Today, we are Zero to Landfill from site. Our goal is to make our nation ‘Deeper Sleepers.’ We believe that, along with our beds containing state of the art technology and unsurpassed comfort, the knowledge that your bed has been manufactured under a Zero to Landfill policy will help you rest a little easier. FN352_Pages.indd 17

18/06/2018 10:24 16:45 27/06/2018

18 | Interview

Made to last? CEO Philippe Chainieux

FN352_Pages.indd 18

27/06/2018 10:24

Interview | 19 launched in 2010 with the help of £2.5m in venture capital, and quickly caught the industry’s attention. The furniture industry’s trailblazer in digital disruption, the UK-based vertical forged a new path of simplicity, exclusivity and fair prices – and despite the changes that have beset the market since, it continues to play by its own rules. CEO Philippe Chainieux tells Paul Farley why Made’s model is fit for the future …

FN352_Pages.indd 19

27/06/2018 10:24

20 | Interview

A successful £40m funding round and relocation to a spacious office in Shoreditch signals the start of a new phase for Made, says Philippe. A former online business and telecoms executive – as CEO of Meetic, he oversaw’s European online dating portfolio – Philippe joined Made in 2013 as COO, before being promoted to CEO in 2017 to replace co-founder Ning Li (who remains

“Our agility makes us different to anyone else – we can take huge risks, because our products have the capacity to fail”

enduring product is just two years old). There’s also significant cost implications for the consumer, which was clear in Made’s promise to ‘cut out the middleman’ all those years ago. “Choice, trend, deals, price … when you’re developing new ranges, you can’t get everything right. The established fashion and furniture players tend to offer huge discounts on their end-of-line products each season,” says Philippe, and explains

on Made’s board and a major shareholder). long-term projections, bulk buying and high

that the consequences are twofold – firstly,

new home – a five-floor building which

initial outlay – and in Philippe’s opinion it

the consumer always expects a bargain, and

runs from basement breakout room to office

has made the entire sector incredibly risk-

secondly, the losses incurred from those

space, up to a loft showroom flanked by


poor performers have to be factored into the

Today, he’s clearly enjoying the brand’s

installations presenting some of Made’s best work in situ.

“The best way to find out if a product is going to get traction is to make it go

initial pricing. Essentially, this gamble means that prices

live,” says Philippe, whose supply chain

rise across the board, and the consumer

is just the tip of the iceberg. In one of many

is so advanced that it can respond rapidly

ends up covering paying for the retailer’s

parallels with the fashion sector, Made

to emerging trends, throwing hundreds of

margin of error.

releases new products on a seasonal basis,

ideas at the wall to see which stick.

Despite the size of the space, this display

or as limited-edition capsule collections,

Made works with more than 100 factories,

“That’s not how we work,” affirms Philippe. “Our agility makes us different

and it does so on a prodigiously rapid cycle

which manufacture each order on a just-

to anyone else – we can take huge risks,

that averages two new collections each week

in-time basis. Once on sale, each range

because our products have the capacity to

– amounting to some 2000 SKUs a year.

is reviewed after just four weeks. Many


For the rest of the industry, developing

are discontinued, while some, like Philip

It’s taken substantial effort to reach this

a new range typically involves considerable

Colbert’s Rodnik armchair, survive to create

point. At the outset, Made lacked any ability

time and expense. It’s a model based on

more of a legacy (although Made’s most

to buy in volume, so had to convince would-

Harun bedroom

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Interview | 21

be manufacturing partners of its vision. “The way we work with factories is quite

Frame armchair

unique,” says Philippe. “Some retailers buy their product directly from the factories – but that doesn’t mean they’re developing their own. We are, and I believe ours is the only way forward. “Since day one we’ve had people on the ground, developing products and checking the manufacturing status of each range. From drawing to technical specification, it’s a collaborative effort. Our manufacturing partners’ capacity to understand how things are done, where the raw materials are coming from, and how the manufacturing process is set up, is absolutely critical – that’s where you win or lose when you’re developing new products.” As a young company, Made was able to scratch-build its technology to suit its UK in 2016, then in France and the Benelux

needs, unburdened by an inflexible legacy

“There’s no need to deviate from our

IT platform. It could easily integrate new

core philosophy,” says Philippe – at a time

in 2017, when it made £127m in revenue

functionality and compensate for any

in which many UK nationals are opting to

(up +40% YoY), and, on a wider group level,


rebalance their own-brand offer, one way or

broke even and reported positive cash flow

the other. “It’s absolutely critical in the way

by the end of the year.

“The way the IT architecture has

“We’ve been profitable in the UK for the

been designed is specific to us,” explains

we define ourselves. We are a brand first

Philippe. “Everything, from ordering to

and foremost, not a reseller or retailer. Yes,

last two years, despite the adverse impact of

merchandising, is fully integrated. We can

we probably could’ve grown faster through

Brexit,” says Philippe. “In Europe, it’s taken

sell in-store, online or direct from the

third-party distribution, but at what cost?”

a couple of years of investment in each

factory, and we can see what is happening

As it stands, Made’s appeal is such that

market’s infrastructure to make them work,

with each individual product at every step of

investors have flocked to its cause time and

but they’re generally tracking the same

the supply chain.”


trajectory we’ve seen in the UK. Our capacity

Catalysed by its launch capital, it raised

to build a brand and a unique proposition,

analytics and machine learning to learn

a further £6m in 2012. The following year,

then replicate that in new markets, proves

from and exploit the data this model

Made went Continental, in its first foray

the long-term sustainability of our business

generates. “Our founders were clear from

into a European conquest which, to date,


the start that we would not allow supply

has come to encompass France, Italy,

chain inefficiencies to end up in the product

the Netherlands, Germany, Austria and

it had raised a further £40m. However, this

price, and that the accuracy of our margins


latest funding round is different to those

Made has invested a great deal in

must be controlled at every step,” says Philippe. Thanks to the clarity of that initial vision, Made’s ethos has held up surprisingly well.

Amid rumours of an IPO, Made raised £38m in growth capital in 2015. It became a profitable business – no mean feat for any big ecommerce player these days – in the

In April this year, Made announced that

previous efforts, says Philippe, “as we didn’t technically need to raise the money”. So, why go to such efforts, and why now? “The transition from the high street to online retail is accelerating,” says Philippe. “Just look at how much the

Made’s showroom at Birmingham’s Mailbox

fashion industry has changed since 2013, thanks to ecommerce – the landscape is unrecognisable. And I think we’ll see a similar thing happen to the furniture market, in a meaningful way.” With its intuitive sales channels, design pedigree and price points already resonating with younger audiences, Made is well positioned to capitalise on the emerging opportunities – at home in the UK, and across the entirety of Western Europe, which will soon come under its sway thanks to that £40m investment. “We have a unique window of opportunity before us,” says Philippe. “Millennials are not the core target group for furniture, but they will be in the next five years. We are

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22 | Interview

Philippe says these spaces are “not

have in place today makes us so different to

demographic composition, and we want to

about transacting – they are a marketing

anyone else – with so much external input

do it on the largest possible scale.”

proposition, offering the touch-and-feel

coming on line, we’re guaranteed to be on

factor”, but their importance is such that


uniquely positioned to grab that shift in

According to Philippe, Made’s lofty ambitions – “which were probably

Made is likely to expand its UK footprint

Despite its democratic, multivocal design

questionable a couple of years ago” – are

in the near future (physical expansion in

process, a handwriting of sorts has emerged

now clear, thanks to the inexorable growth

Europe is already going ahead with gusto).

at Made. Phillip defines it as “colourful, fine

of online shopping. “The consensus is that

There are opportunities to more rapidly

online value will see double-digit growth in

expand the number of physical touchpoints,

by the brand’s transparent and “very

the next five years,” he says, “and it may

but the CEO again says that brand dilution

European” DNA.

well be that as much as a third of all market

is too high a price to pay. “We want to own

transactions are made online by 2022.”

the relationship with our customers,” he

curated range that’s exclusive to us,” he

says. “If we traded through concessions, for

says, when quizzed about Made’s place

example, we’d be putting someone between

amongst Europe’s hard-hitting ecommerce

us and the customer – and we’d rather be

leaders. “Our battle is around a proposition

building a long-term relationship with our

and an arrangement that you’ll never find

customer base.”


“Our founders were clear from the start that we would not allow supply chain inefficiencies to end up in the product price”

To this end, Made is entering wider

brands to deliver simple, reliable purchasing

It sounds like the perfect match for a growing demographic of young furniture

accessories and bicycles, and has launched

buyers. “Fifteen years ago,” says Philippe, “I had

from which new designers can pitch

the good fortune to start a small website in

for consumer backing. It’s essentially

France that would become the largest dating

Kickstarter for furniture designers – but

platform in the world. Back then, the most

unlike the established crowdfunder, it comes

difficult aspect was hiring people – there

with Made’s manufacturing and distribution

was definitely a stigma attached to this line


of work, and to online dating in general.

“TalentLab offers every young designer

experiences – furniture included. Even

“Most importantly, we’re offering a

lifestyle categories such as garden the second phase of TalentLab, a platform

More and more people are trusting digital

design with a modern outlook”, informed

“But I knew in my heart that the internet

final-mile delivery – the area in which the

access to the market,” says Philippe. “The

was the most powerful tool for connecting

industry has “the greatest opportunities to

designs which receive the most pledges

people, and that I just needed to build

improve”, says Philippe wryly – is steadily

get access to our large European consumer

trust in it – by developing the system,

getting better, thanks to new scheduling

base. This enhanced engagement also means

the experience, and the brand – before

technology and brand transparency.

each customer becomes the co-curator of a

expanding on a global level.

range, and has a say in its future. It’s a real

Then there’s Made’s showrooms. As so

“There’s a lot of similarities with Made.

many pureplay ecommerce brands have

step change in the way we’re interacting

Eight years ago, it wasn’t extremely obvious

conceded, clicks can benefit a great deal by

with our audience.”

that people would buy designer sofas online

Made hopes that the platform will launch

having a few bricks beneath them. As well

– look at how that’s changed. Now we’re on

as being one of the first furniture brands

around 200 new designs each year, taking

a journey to build that credibility on a huge

to utilise pop-up shops, Made opened a

the brand’s already-extensive relationship


showroom in 2012, in London’s Notting Hill,

with the design community to a new level.

before going on to secure locations in Batley,

“We want the design community to be

Soho, Leeds, Paris, and, most recently,

part of the ecosystem we’re building,” says


Philippe. “The number of collaborations we

“It’s all about disruption, innovation, and, most importantly, trust.”

“We have a unique window of opportunity before us”

Tice rocker, Made Essentials

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12/06/2018 27/06/2018 09:19 10:24

Lombok’s new lease of life

Lombok once had a unique place in the market. It successfully sold exotic hardwood cabinet through its stores, website and mail order catalogue long before multichannel retail became fashionable, and it did so with an environmental conscience. That was before two administrations – in 2009 and 2011 – prompted it to downsize its footprint and ambitions. But now, Lombok is under new management – Paul Farley met commercial director Julien Sannier to discover which direction he’s planning to take …

Lombok’s commercial director, Julien Sannier

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27/06/2018 10:24

Interview | 25

“It’s crucial that we appeal to a modern audience, yet manage to maintain our unique identity”

Industrial oak dining table

“It’s almost like we’re a start-up business

with industrial stylings, a smattering of

Ochre House is a part of the wider Lombok

with a strong brand,” Julien says, walking

accessories (“it’s important to be inclusive

business, its workshops manufacturing

me through Lombok’s remaining physical

of all budgets,” says Julien), and those

exclusive premium upholstery for retail, and

outlet on Tottenham Court Road.

aforementioned upholstered chairs and

its interior design arm represented through


an in-store studio.

The product and décor has undergone significant change since I was last here, in

Keiran and Paul supplied the retailer with

Not only is Lombok’s upholstery made to

2017 – some 60% of Lombok’s offer is new,

upholstery before they joined Lombok, all

order closer to home than its cabinet, and

and there’s far more upholstery than one

made in Portugal under the auspices of their

to exacting standards, but the partnership

might expect.

white-label manufacturing operation, Ochre

means the retailer is also able to offer

House. The partnership worked so well

models tailored to meet customer demand.

innovation, and surprising people,” says

that Lombok’s new owner decided to bring

“We’re offering a bespoke service at a high

Julien, “but nothing happened at Lombok

the two together more formally – today,

street price,” says Julien, pointing out ways

“Business in our industry is driven by

for so long – it’s been the same collection for 15 years.” Entrusted by its new owner rebuilding

“We’re offering a bespoke service at a high street price”

Lombok in their image, the management team – comprising directors Keiran Hewkin and Paul Fielden, who were joined by Julien in February – have pulled out all the stops to deliver a retail experience that’s Lombok, yet refreshingly different. Gone are the rainforest overtones and sea of colonial dark teak, replaced by a portfolio that’s more contemporary in design yet retains the hallmarks of craftsmanship which once set the brand apart. “It’s a different market these days,” says Julien. “Now that the likes of Swoon, Made, and are competing with us online – and other players like West Elm and Maisons du Monde are entering a solid wood cabinet market that’s similar to ours – it’s crucial that we appeal to a modern audience, yet manage to maintain our unique identity.” Alongside established favourites like wooden four-poster beds, there’s somewhat more mainstream dining cabinet

FN352_Pages.indd 25

Karlsson sofa

27/06/2018 10:24

26 | Interview

Lombok’s store at 204-208 Tottenham Court Road has undergone serious refurbishment, and the wealth of new SKUs on show make the space feel very different under the new ownership (photos by Mark Bolton) …

Basement displays, adjacent to the Ochre House design studio

The Jack and Tara shop-in-shop offers children’s furniture with a grown-up outlook

Lombok’s new sofas offer a bespoke customisation element, so can be tailored to fit any home

The new offer is more contemporary in nature, yet retains Lombok’s hallmark characteristics

“Our upholstery offer needed to be bigger,” says Julien, who believes that the new premium models hit the right price point

The open-plan layout lends itself to the brand’s laid-back spirit

FN352_Pages.indd 26

27/06/2018 10:25

Interview | 27

in which the dimensions and features of a

“Currently, most of our customer base

of a multifaceted, communal atmosphere

piece of upholstery can be customised for a

resides in North London, so we’d initially

there. “Interior designers can use this space

small fee.

look there, or to destinations like the

to work and engage with our brands,”

Westfield centres, and potentially shop-in-

says Julien, “which, in turn, will help the

Roche Bobois at 22, before going on to work

shop studios. We’re also looking to expand

store become a hub for London’s design

with The Sofa & Chair Co, then The Rug

strongly abroad.”


Although Julien’s background – he joined

Co – has seen him immersed in design,

But the consumer is not Lombok’s only

Having worked so hard to refresh the

merchandising and buying, he’s aware that

target market. By bringing Ochre House into

space, the team is making the most of it,

pricing strategy is the crucible in which

its stable, it has shown it’s serious about

and is planning to throw a party in October

Lombok’s future will be decided.

growing its trade-facing business, and

to celebrate Lombok’s 20th anniversary.

“I strongly believe in exclusivity, but so

is encouraging store visitors and interior

Julien and his colleagues are clearly

many retailers have become pretentious –

designers to engage with its (now) in-house

working hard to make up for the brand’s

everything these days is about ‘luxury’, and

project delivery service.

former mis-steps. They exude creative

I hate it,” he says. “Nothing that’s of a good

Run by Keiran and Paul, the 75m2 Ochre

energy, and are channeling their combined

quality is affordable any more, and I believe

House design studio occupies half of the

knowledge to make Lombok fit for the

there’s a significant demographic out there

store’s painstakingly-refurbished basement.


looking for aspirational furniture that isn’t

While the principals – from petrochemical

out of their price range.”

and pharmaceutical backgrounds,

customer care,” admits Julien. “For some

“Yes, we had a bad reputation for

respectively – continue to unlock a new

inexplicable reason, Lombok’s customer

engage with the retailer online, he says,

European supply chain, they’re thoroughly

services had been outsourced, which

while those visiting the store “feel quite

enthused by the prospect of welcoming

inevitably led to customer frustration –

different” in their tastes – and Julien is

trade customers to their new home in the

especially during the more difficult times.

relieved that Lombok’s offer is starting to

heart of London’s interiors row.

Lombok’s loyal customers continue to

hit both marks.

The company is only 15 months old

“But the past is the past. That was the first thing Keiran and Paul sorted out when

but has executed projects in hotels and

they took over, and April was Lombok’s

company sale – Lombok’s then-CEO Stuart

residences around the capital, discovering

best month for sales in three years. We just

Lewis expressed his ambition to grow the

a particular aptitude for mixed-media

need to let the new ranges settle, and resist

business’ store footprint to as many as eight

manufacturing – as well as doing sterling

the urge to expand too quickly, or order too

by 2020, with an initial focus on the South-

work on Lombok’s upholstery lines.


In 2016 – later revealed to be apropos to a

east. Lombok’s new owner has expressed

At the other end of the basement is Jack

“This iconic brand is far from dead – it

no similar plans, but Julien does reveal a

and Tara, a children’s furniture shop-in-

just needs to bring in a new generation of

likely direction: “It will take a bit of time to

shop. According to Julien, having Ochre

customer. And when it does, they’ll see that

see what’s working, but there are plans to

House and Jack and Tara within the store

it’s been worth the wait.”

expand and franchise the concept once it’s

is not just about making the best use of the

established,” he says.

space, but is geared towards creating more

Alexander sofa

FN352_Pages.indd 27

“There’s a significant demographic out there looking for aspirational furniture that isn’t out of their price range”

27/06/2018 10:25

Our Eco Comfort Pocket 1200 mattress has been re-awarded Which? Best Buy status for the 4th year running. The Judges at Which? described our Eco Comfort 1200 mattress as ‘one of the best value mattresses we’ve tested’ making it a great choice for the environment and for your pocket!

Re-awarded for the Silentnight Mirapocket 1200

To find out more please visit

FN352_Pages.indd 28 1- Eco Comfort - June 2018.indd All Pages SilentNightJuly18.indd SN Furniture News DPS

27/06/2018 10:25


We’re proud to support the Marine Conservation Society


Helping our world become a green and happier place to live and work

FN352_Pages.indd 29

27/06/2018 16:53 21/06/2018 10:25 16:02

30 | Events


ROBUST PERFORMANCE FROM THE INDUSTRY’S HEARTLAND May saw buyers return to the historical Derbyshire manufacturing town of Long Eaton to peruse the newest high quality upholstery and cabinet furniture at the spring Long Point exhibition.


espite the relatively

and the new home of the BFM trade

Furniture, Wiemann’s sole agent for

downbeat economic climate


the UK and Ireland, comments: “The

prevalent through early

“Long Eaton is world famous

new layout of our space worked really well.

May, the three-day show attracted

for upholstery manufacture,” says

a good number of buyers keen to see

Andrew, “and the magnificent

the latest models and spend valuable

lace factories that once produced

bedroom furniture is about more than

face-to-face time with favoured

Nottingham lace, houses many

just wardrobes, it’s about the perfect

manufacturers and suppliers.

permanent and temporary furniture

blend of design, style, innovation and

showrooms, making this the ideal


“Visitors came from all over the UK to visit the 20 exhibiting companies, who showcased new designs in

location for buyers at all levels.” The exhibitors included award-

“We wanted to highlight that

“Our showroom reflected this and showcased the large range of

upholstery, cabinets and bedroom

winning bedroom manufacturer,

additional products that we offer,

furniture, offering a wide range of

Wiemann (enquiries@wiemannuk.

including beds, smart accessories and

modern, contemporary and traditional,, which

further storage pieces.

styles,” says Andrew Mitchell, MD

enjoyed a successful show.

of Artistic Upholstery and chairman

Wiemann’s permanent showroom

“Anyone who wants to visit us in our permanent space in Harrington

of the Long Eaton Guild of Furniture

on the first floor of Harrington Mill

Mill can make an appointment by

Manufacturers, whose members make

featured a selection of its latest

calling 01482 635283, or emailing us.”

up the majority of the exhibitors.

collections, including the bi-fold

The autumn edition of Long

wardrobe collection Kansas and its

Point will take place from 17-19th

venues and company showrooms

award-winning dual-depth VIP range

September, and, according to Andrew,

around the town – a UK Centre of


will include at least one new exhibitor.

The event takes place in various

Quality Upholstery Manufacture,

Simon Hewitt, MD of Litmus

Cayenne in pebble grey with pebble grey glass fronts and additional storage, Wiemann

FN352_Pages.indd 30

27/06/2018 10:25


LongEatonJuly18.indd FN352_Pages.indd 31 1

20/06/2018 27/06/2018 12:40 10:25

32 | Events

Following a successful Long Point show – and another at Milan’s Salone Del Mobile – Gascoigne Designs’ (0115 946 4070, owner David Gascoigne is looking forward to exhibiting a select range at the autumn edition. Established in 1989, Gascoigne Designs is a privately-owned upholstery manufacturer which supplies handmade furniture through interior designers and high-end retailers in the UK and further afield. Inspired by owner David’s passion for furniture, the company offers upholstery in an array of styles including classic English and sleek contemporary, through to opulent

5th Avenue

Italian show-wood sofas and chairs – all

of which are produced in Long Eaton using fabrics from some of the world’s finest weaving mills. Much of the range is accompanied by complementary accent tables and occasional chairs. The company also provides a complete made-to-measure/ bespoke service, offering a wide variety of adjustments on most models – including frame size adjustments, seat, back and scatter cushion interior choices, a bed sofa Gascoigne Designs is no stranger to exhibitions

option and a multitude of exclusive fabrics, including COM.

For further information please contact us: T: 01244 814673 E: FlintshireFurnitureJuly18.indd 1

FN352_Pages.indd 32

19/06/2018 10:22

27/06/2018 10:25


FN352_Pages.indd 33

27/06/2018 11:12

34 | Resources

Amid the national headlines proclaiming store closure after closure, it’s encouraging to see those making headway in this new retail landscape. Land of Beds started life in 1974, and has grown to become an examplar of independent multichannel furniture retail, opening a third store in Wigan last year – however, writes MD Mike Murray, upscaling a retail business is a good deal more complex than it used to be …

Upscaling a modern retail business It’s the age-old question – do you stick or twist? Or, to put it another way, once you’ve established a single profitable store, do you then dare to expand to a second? If you already have a portfolio of successful premises, do you settle for ‘comfortable’, or do you keep chasing a bigger dream? In 1974, my grandad Harold C Murray opened a home furniture business in Merseyside retail premises, and a decade later, he passed the company on to my dad, Mike Murray snr, who opened a second store. After I had completed my Marketing Masters Degree at Liverpool University, I joined our family business in 2008. Our core values are helping communities to sleep better, giving to local causes and

Store manager Lee Mayers and sales manager Maria Jones cut the ribbon to declare Land of Beds Pemberton officially open

promoting health and wellness. It is an ethos that has brought Land of Beds comfortable success – serving happy customers in the immediate vicinity of our stores. We could easily have stopped there, but I had arrived at a time when global ecommerce sales had topped $1b for the first time in history, and I saw an opportunity to scale up our business and to create a website that would allow us to sell high quality beds and mattresses to consumers UK-wide. By 2013, we had been Highly Commended at the National Bed Federation Awards in the E-tailer of the Year category.

“Don’t ever get so big that you forget your core values – whether you have one store or a thousand, they should be embedded throughout your whole operation”

updated, as well as writing new product descriptions and processing online orders. A web presence will lead to an increased influx of customer enquiries. To handle these efficiently and professionally, we have a call centre staffed by sales advisers who have completed the National Bed Federation’s official training programmes to ensure they offer expert advice. Search Engine Optimisation (SEO) Once you have created an ecommerce

This multichannel strategy continued to deliver a seven-figure increase in turnover,

As well as web developers, we have an ecommerce team who keep stock levels

If you don’t have an ecommerce

website, you’ll want more potential

year on year, and, in 2017, we opened a third

website, you are missing out on revenue

customers to see it. Mastering SEO will help

store – in Pemberton, Wigan – and we were

from customers who can’t easily travel to

you to scale up by getting your page noticed

voted Britain’s Retail Family Business of the

your premises, or who prefer to do their

for relevant product and brand searches.


shopping online – therefore, this is one of

Scaling our business didn’t happen overnight, but we’ve learned a lot along the way – lessons I’m pleased to pass on to

Pay Per Click (PPC) adverts – also

the simplest things you can do to scale your

known as Google AdWords – start tracking

business without opening new stores.

customer activity from the moment

Once you have created your website,

someone clicks through to your website.

however, the work doesn’t stop there.At

Data includes the webpages they click on,

Land of Beds, our site is a continual work

the items they put in their virtual cart and


in progress, so we have an in-house web

the amount they spend at the checkout.

In 2016, the UK Cards Association revealed

development team that fine-tunes the user

that card users spent £154b on the internet,

experience online and implements new

you can reduce or increase in real time, it’s

with UK households splashing out more

technology – keeping us up to date with the

also an effective way to monitor and control

than in Norway, the US and Australia.

latest innovations.

your spending. However, as soon as your

readers of Furniture News …

FN352_Pages.indd 34

Because you set your own budget, which

27/06/2018 10:25

Resources | 35

campaign is turned off, your ads – and with

84% of shoppers using online marketplaces

them, the ‘shop window’ they create for you

consider a seller’s delivery rating a crucial

– disappear.

factor in deciding where to buy from. One

A more cost-effective strategy in the long

in four shoppers now pay for delivery

At a glance Here are Mike’s top four tips for successfully scaling a furniture retail

term is to invest in the time and expertise it

subscriptions which include unlimited

takes to get your website listed prominently

next-day delivery. To put it bluntly, when

on the first page of free suggestions that

customers make a purchase, they want their

1. Invest in ecommerce

Google presents to customers when they

goods ‘now’.

2. Study SEO and marketing

search for the items or services you sell.

To increase the number of delivery

Every webpage has a Google ranking, which

slots you can offer – and to become

is determined by the number of links going

more profitable by capitalising on

into it. The higher your webpage is ranked,

supplier discount for bulk orders – you

the more authority it has.

may potentially need to expand your

Increasingly, Google wants to reward high quality, trustworthy websites that

stockholding capacity. Land of Beds opened a new purpose-built

answer real questions to increase the level

warehouse and distribution centre in August

of user satisfaction – therefore, my best

2015 at the mouth of the Mersey Gateway.

recommendation is to build your website

Perfectly located to capitalise on the nearby

around real customer issues. By doing so,

motorway network, this has allowed us to

ultimately you can become a trusted expert

realise increased efficiencies in our global

– a Google-recognised authority – on that

delivery operation, which has reached as far


afield as the Dominican Republic.

Logistics and distribution


If you’re going to increase your customer

Brand loyalty may drive repeat custom from

catchment area with a well-ranked

existing customers, but to scale up and

ecommerce website, you will require a

engage new buyers, marketing is essential.

logistics fleet, as well as policies and procedures for distance selling that cover returns. The Consumer Contracts Regulations were introduced in June 2014, and apply to buying online. To be compliant, you need to provide key information to customers such as who pays the cost of returns (if you have a right to cancel and change your mind), as well as clearly stating all additional delivery charges. British buying culture has changed. The annual Delivery Matters Report, commissioned by Royal Mail, found that


3. Recognise and reward your staff 4. Build a talent pipeline

As ever, a multichannel approach is best, so you’ll need to consider campaigns for audiences both on- and offline that also tie in your in-store activity. At Land of Beds, our mix includes everything from radio and on-demand TV to regular ads in free monthly magazines distributed in the footprint of each of our stores. Wherever the potential customer is, we want to be too! What you do every day matters more than what you do once in a while. Therefore, to grow a social media following that is truly engaged with your brand, you need to have a constant, positive presence in their lives. Offer rewards such as competition prizes,

“If you feel you’ve created a blueprint for success at your current premises that you want to replicate at another location, you need to do your homework first”

and incentivise through exclusive discounts at key buying periods such as Bank Holiday weekends and national holidays. As with everything, if you don’t have the expertise to devise and deliver a great marketing strategy in-house, consider partnering with trusted consultants and freelancers who can bring these specialist skillsets into your organisation. Partners No person (or retailer) is an island – we all need partners with shared values to help us get to where we want to be on our growth journey. At Land of Beds, we only work with Britain’s best manufacturers that are certified by the National Bed Federation to guarantee outstanding quality, comfort and support. Our partners include Hypnos, Sealy, Silentnight and Tempur, plus many more – the one thing they all have in common is to continually develop new products using cutting-edge sleep science to offer a better night’s sleep. Look at your own supply chain. Are the manufacturers you work with truly innovative? When was the last time they came to you with a new product, or showed commitment to investing in meeting the future needs of your customer base? Working with partners who are also scaling

Land of Beds’ newest store, in Pemberton, Wigan

FN352_Pages.indd 35

their business can fast-track you to where you want to be.

27/06/2018 11:46

36 | Resources

People To respond to market forces and grow your business, you will not only need a bigger team, but different kinds of employees within it (when my grandad opened his store in 1974, there were no web developers on his team!). So many new channels have emerged over the past three to five years – especially online – that building a talent pipeline is a critical element of any people strategy. Having partnerships with organisations like Google and Facebook can help you keep on top of what opportunities are on the horizon, so you can better understand what

Mike Murray with members of Land of Beds’ in-house web development team Mat Vaughan and Sam Mills, plus graphic designer Vicky Mohring

skills are needed to seize them. That said, growth is only possible from a solid foundation. Talent retention is just as important – ensuring your workforce feels that their efforts are recognised and

However, this is only a small part of the

Time to decide

appropriately rewarded, as well as engaged

picture. With rocketing rent and business

To summarise, we are all living through an

in your company’s journey. Opportunities

rates to consider, triangulating a site that

era of unprecedented change in the retail

for career progression and a transparent pay

offers good sales prospects at an affordable

sector – never has so much changed so

scale can help with this, along with regular

price point – and with a good transport


coaching and training opportunities.

infrastructure – is no easy task. Once you have settled on your location,

“If you feel you’ve created a blueprint for success at your current premises that you want to replicate at another location, you need to do your homework first”

With the fallout from Brexit still to be decided – and the decline of the high street

my top tip is to work with local suppliers

gathering pace – it would be easy to press

and tradespeople on any store modifications.

the ‘pause’ button on scaling your business.

As well as delivering cost savings, it also

I personally feel it’s time to be braver and

sends out a clear message to the local

bolder than ever – with challenge comes

community that you want to give back to the


economy from the start.

We are incredibly fortunate to live in an era in which technology is making it


easier than ever to offer consumers choice,

What differentiates you from competitors? If

convenience and a competitive price.

you want to put clear distance between your

Invest in ecommerce. Learn about SEO

business and the rest of the field, you either

and marketing. Recognise and reward your

need to offer something totally unique, or do

staff, and build a talent pipeline – these are

what everyone else does, only better!

my top tips for successfully scaling your

We have lots of own-label products that are exclusive to Land of Beds – however,

business. It won’t be easy, cheap or fast, but


where we like to truly excel is in the

experts agree that the secret to happiness is

There are few better feelings than watching

standard of customer service we offer. Our

to live in an atmosphere of growth (having

satisfied customers leave your store with

innovations have included everything from

a shared vision of the business we are trying

a smile and knowing your bottom line is

Pay Monthly Options to help people to

to build gives our Land of Beds team a clear

healthy – it’s the Holy Grail of retail!

spread the cost of their good night’s sleep,

focus, as well as a sense of being part of

to Recycle & Removal services.

something bigger!).

But if you feel you’ve created a blueprint

Don’t ever get so big that you forget your

for success at your current premises that

A good starting point is to establish

you want to replicate at another location,

what your customers’ pain points are,

core values – whether you have one store

you need to do your homework first. The

and whether there is an innovative way to

or a thousand, they should be embedded

data from your ecommerce website can be

remove them.

throughout your whole operation.

a good starting point – hinting at locations

For further clues about what the customer

I know that my grandad is proud of the

where high concentrations of orders take

perceives as your strengths and weaknesses,

service we offer customers and, to me, that

place that may benefit from a store.

closely monitor your independent reviews.

is the true measure of our success.

THE AUTHOR Mike Murray is MD of Land of Beds, a third-generation family-run retailer based in Frodsham, Cheshire. The business has won multiple awards for its innovative approach to digital marketing and ecommerce, based upon a strong traditional retail foundation.

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27/06/2018 11:49





15-17 JULY 2018


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27/06/2018 22/06/2018 10:25 15:13

38 | Resources

First it was the Baby Boomers, then Generation X, followed by the much-talked-about Millennials, and now, Generation Z. Born between 1994 and 2010, Gen Z are fast becoming an increasingly important consumer segment in today’s market, not to be ignored – or pigeonholed together with the Millennials, writes Cybertill’s Ian Tomlinson …

How does Generation Z shop for furniture? A generation basically raised on Swedish meatballs and flat-pack furniture, Generation Z are not an anomaly. Their behaviour holds the key to future consumer shopping preferences and the future of retail, and our latest research has uncovered UK-specific detail about consumer habits of these new-wave shoppers. Gen Z want a DIY approach to high street shopping, and that also applies to furniture retailers. Less bothered about brand or being entertained than their older, Millennial counterparts (those aged 25-34), Generation Z care more about quick, succinct, seamless experiences, in real time. If you think Gen Z are too young to be

“Less bothered about brand or being entertained than their older, Millennial counterparts, Generation Z care more about quick, succinct, seamless experiences, in real time”

It would be a nice touch to provide stock levels in-store as well, but do ensure they are accurate, as 86% of Gen Z are most frustrated when an item is marked in-stock in-store online, but not actually there when they go to buy. 4. Consider a smaller-format showroom More stores are considering smallerformat stores in city centres, using them as showrooms with extended aisle technology available through good mobile PoS platforms or touch screens. This could be a good way forward for furniture retailers to appeal to a Gen Z audience without taking up too much space in a city centre location.

your target audience, think again. According 5. Invest in an app, or just direct to helpful

to a YouGov Omnibus Parents Survey examining kids’ influence on their parents’

or online, or even self-checkout, where


buying decisions, children are “active


Anything that simplifies a complex buying journey will help keep your brand top

decision-makers in family economies”. 2. Make sure your shop sta� are educated

of mind for Gen Z customers (and their

industry, a Gen Z study from professional

product evangelists

parents!). If you sell sofas, for example,

services firm EY states that children

65% of Gen Z get frustrated when a shop

consider investing in an app that allows

influence 32% of household decisions.

assistant seems less knowledgeable about

customers to visualise that sofa in their

With the internet at their fingertips, and a

products than they are, which may add to


penchant for productivity, Gen Z are likely

Gen Z’s dislike of in-store help. Ensuring

to carry out research for their parents,

that your shop sta� is knowledgeable about

make an applet online that allows customers

especially when considering products that

your products as well as other products

to construct their own. If you can’t a�ord to

require a complex decision process, such as

in the market will help establish their

fully integrate, why not simply direct your

DIY or kitchen planning.

credibility with consumers if they do ask for

customers to free tools such as FloorPlanner

help in-store.

or Google SketchUp?

And, of specific interest to the furniture

Here are five ways furniture and DIY

Or if you o�er kitchen design services,

retailers can appeal to Gen Z: 3. Provide your full product catalogue

Even if you can execute just two of these

1. Enable ways for customers to help


suggestions, you’ll be well on your way


Even if it might not be possible for

to appealing to the next generation of big

Gen Z are very much a self-service

customers to buy all of your stock online,


generation. 65% of Gen Z get frustrated

showing what is available in-store is really

when shop sta� approach them in-store, so

helpful. When it comes to buying home and

buying journey for furniture purchases

furniture and homeware retailers targeting

DIY products, such as furniture, only 3% of

is especially complex. But implementing

the Gen Z demographic should ensure they

Gen Z shop solely online, but 48% of Gen Z

any changes that make it easier for your

o�er tools to help Gen Z help themselves,

shopped across multiple channels as they

customers to buy your products can only

such as self-stock check either in-store

made their buying decisions for furniture.

bring more business your way.

Every retail sector is di�erent, and the

THE AUTHOR Ian Tomlinson is the CEO and founder of cloud-based retail technology company Cybertill, whose solutions have been designed to provide a real-time single view of stock, sales and customers across all touchpoints. Cybertill’s RetailStore and CharityStore platforms help process over 64 million transactions each year. To download the full report, visit:

FN352_Pages.indd 38

27/06/2018 11:50






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27/06/2018 22/06/2018 10:25 15:13

40 | Resources

With Amazon announcing a major offensive to break into the US furniture market, retailers on both sides of the Atlantic will be watching with interest. In this article, KPS’ Frank Lochbaum outlines Amazon’s go-to-market strategy and suggests how European furniture retailers can ready their business systems and digital operations to keep up with it, and the other online pureplays already disrupting the sector …

What Amazon’s latest move means for the sector Often a maker of markets, Amazon has

traditional look, and is being marketed with

retailer is considering opening bricks-and-

unveiled two own-brand furniture ranges

families in mind. Neither brand chases low

mortar furniture stores, equipped with

– Stone & Beam and Rivet – and analysts

prices or offers Ikea-style values. Instead,

augmented or virtual reality technology to

say it’s only a matter of time until the

the online retailer looks to be entering the

allow customers to see how furniture would

ecommerce giant rolls out similar offerings

good-value-for-the-money space.

look in their homes before buying.

in other regions, including Europe and Asia.

Both ranges have also been carefully

The online furniture segment is now

curated and are limited in scope. This is

expected to grow globally at a five-year

US furniture specialists, including Wayfair

in response to a -7.2% fall in consumers

compounded annual growth rate of 15%, and

and Kirklands, suffered a sharp drop in their

selecting furniture retailers with a wide

will be worth $220b by 2020. Amazon has

share prices as worried investors weighed up

range between 2014 and 2016, according to

made it feel normal to buy nearly anything

the impact of its move on the sector.

GlobalData research.

online, and there’s no reason to suggest

Directly after Amazon’s announcement,

furniture will be an exception.

So what can Europe’s retailers do to prepare themselves for imminent industry

Growing online sales


Amazon has already been benefiting from

Competing against disruptors

the growth of online furniture sales thanks

For the moment at least, the vast majority

Undercutting competition

to third-party vendors, but its own-brand

of consumers still prefer to view potential

As you would expect, Amazon’s customer

ranges represent a significant escalation.

furniture purchases in-store, even if they

proposition is compelling – it is setting out

The retailer’s furniture general manager,

are happy to start and finish their journey

to undercut the competition from the outset,

Veenu Taneja, recently revealed furniture

online – but that doesn’t mean retailers

with affordable prices, free and fast delivery

as one of the firm’s fastest-growing

should rest on their laurels. To remain

(without the need to sign up to Prime),

retail categories, and Amazon is making

competitive, furniture retailers must take

a 30-day returns policy, and a one-year

significant investments to ensure its growth

the disruptors on at their own game.


continues, with features such as a new

However, at present, many retailers’

Shop by Look functionality, which enables

ability to transform is blurred by the

furniture supply chain, has been streamlined

customers to click ‘like’ or ‘dislike’ to

burden of disintegrated systems and

so that customers can schedule furniture

filter preferences in real-time, and finance

broken processes, which together are not

delivery within a three-hour window, and

options that give customers the ability to

enabling their workforce to perform at their

often within a day or two of purchase –

pay for high-ticket furniture items in five

maximum potential.

something traditional furniture retailers’

equal payments at no extra cost.

Delivery, often the weakest link in the

operations haven’t yet been able to offer,

From a logistics perspective, investment

By reinvigorating core processes, retailers can reduce their stock-to-cash cycle, raising

with delivery on larger items often taking

in new fulfilment centres, which are

revenue and profit per product category,

weeks to arrive.

specially equipped to handle furniture and

store format, channel and customer.

large items, supported by furniture-specific

Moreover, introducing best practice

Good value for money

third-party logistics carriers, are also

processes will provide retailers with a

Amazon has also done a good job of

underpinning Amazon’s latest furniture

platform for expansions into new channels,

identifying its demographic sweet spot,


territories, product categories and customer groups.

targeting two of its existing core customer Bricks-and-mortar stores


This will help retailers take on Amazon

As the divide between online and physical

and other pureplay competitors on their own

modern, aimed at Millennials, while Stone

stores becomes increasingly blurred, there

terms as consumer confidence in buying

& Beam has a higher price point and a more

are unsubstantiated rumours that the online

furniture online grows.

The Rivet product range is affordable and

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

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15-17 JULY 2018






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27/06/2018 22/06/2018 10:25 15:13

42 | Resources

In its annual Sofa Retailers Insight Report, digital marketing specialist Inside Online ranks 52 of the sector’s leading websites according to performance, assessing the successes and shortcomings of each, and identifying scope for improvement. Ric Waters shares the key findings …

Upholstery’s digital winners (and losers) With a +9% increase in their visibility over the past year, DFS remains top of the market, while House of Fraser fell out of the top 10 after a 58% decrease. Other stand-out results in terms of visibility include: Sofology (+79%) and Darlings of Chelsea (+52%) also recorded large increases among the top 10; six of the

“DFS tops the social chart with by far the highest number of brand searches and the biggest owned social score, thanks in part to their sponsorship of Team GB and the popular #MyDFS campaign”

top 10 saw a drop in their visibility YoY; and Leather Sofa World saw a -41% drop on the

new high quality links can be great for

Final thoughts

previous year, but remained in the top 10.

business – however, high link volumes

My colleague Gemma Curtis offers a few of

without the quality could spell trouble

her own thoughts on the report: “The sofa


retail sector has had a mixed level of success

No slouching on social

DFS leads in links, with most going to

The social score considers followers and

this year, with some retailers gaining huge

engaged conversations on all major social

products and product images as well as

wins and some suffering big losses in terms

platforms. DFS tops the social chart with by

interactive buying guides, while a section

of visibility,” she says.

far the highest number of brand searches

called The Sofa Experts offers a behind-the-

and the biggest owned social score, thanks

scenes look into the design and production

for social, links and visibility. But they

in part to their sponsorship of Team GB

of their sofas.

should keep an eye on Sofology who, if they

There are several sites with high quality,

and the popular #MyDFS campaign, which

“Overall, DFS are leading the charts

continue in the same vein as last year, could

allows people to post and share images of

low volume links – these include Vamosi,

see themselves major contenders for ScS’

their own DFS sofas.

Oak Tree Mobility, the Lounge Co, Online

second-place spot after a +79% increase in

Sofa Wholesale and Authentic Furniture.

visibility and an impressive overall social

The top five social scorers were: DFS at


the top with an owned social score of 661

Conversely, there are also sites with low

and 550,000 monthly searches; Sofology

quality, high volume links, such as Designer

and ScS are tied in second place for monthly

Sofas 4 U, ScS, Darlings of Chelsea, Sofa

have also dropped out of the top 10 after a

searches with 1,500,000 – but the latter has

Sofa and The Chesterfield Co.

-58% loss in their visibility.”

Consistently gaining a high quantity of

a lower owned score, of 106; Fabb Sofas and Sofa Sofa round out the top five for social

low-authority links highlights an urgent

searches per month.

need to address a business’ off-site

Fabb Sofas has a high brand search,

“House of Fraser Made to Order Sofas


with 33,100 – however, this hasn’t translated to their owned social score (0). Similarly, Sofa Sofa has a high brand search (22,200) but recorded an owned score of just 10. Questionable connections Links have always been a massive ranking factor, and can make all the difference to how far up a brand appears on Google. Consistently gaining

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

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44 | Profile

Bringing innovation back to Brooklands Sealy UK returned to Brooklands Museum for its annual show in May, and was joined this year by its stablemates Silentnight and Rest Assured, making for a comprehensive showcase of new products from the UK’s biggest bed group. Paul Farley reports …

Whether it’s the intimacy offered by the

got this space to show new products and

Silentnight’s showrooms – two to date, in

Surrey venue or the echo of the Salterforth

ideas,” he says, confirming that there’s

Manchester’s Trafford Centre and Lakeside,

shows of the past, the Brooklands bed show

likely to be a “northern version” of the

described by Neil as “ideal opportunities for

clearly works well for the Silentnight Group.

event later this year, plus greater interaction

brand flagships in high-traffic areas”. It’s

with stockists on a one-to-one level.

also one of the reasons behind the group’s

says Neil Robinson, Sealy UK’s sales and

“We want to offer our retailers more of a

decision to attend the January Furniture

marketing director. “We’re just here to

personal touch through smaller shows, and

Show in 2019, after many years’ absence.

gauge our customers’ responses to new

if we have to take the products to them, we

lines, in lovely surroundings.”

will,” he adds.

“We’re under no pressure to sell,”

Silentnight Brands’ marketing director Nick Booth agrees. “It’s fantastic that we’ve

This energy towards customer engagement is reflected in the opening of

The group is taking measures to address changing customer demands, and working hard to find solutions for its stockists in an increasingly competitive marketplace. “The market is changing so rapidly,” says Neil, who has spearheaded a campaign for greater product transparency when selling mattresses. “The consumer will decide how and where they buy.” Nick agrees. “They want it simple and convenient – but they also want to deal with brands they can trust,” he says, in a nod to Silentnight’s enduring Superbrand status, amongst other consumer endorsements. “We’re working very closely with our retail partners to improve the customer journeys on their websites, and investing heavily in product innovation and development.”

Activ Gel Pocket 2800, from Sealy UK’s Activsleep collection

FN352_Pages.indd 44

And there’s plenty of exciting developments on display at Brooklands.

27/06/2018 10:25

Profile | 45

Silentnight’s product branding and labelling is the clearest it’s ever been, and

Eco Comfort Breathe, Silentnight

when we tapped into this lifestyle trend – but the fit between the technology and

helps communicate a bed offer which is

the product is so strong that we now have

focused, yet covers all the bases. As well

extremely high expectations for it.” As well as a PostureTech Zero Deflection

as a couple of Studio models, there’s the Inspired collection – in essence,

system to minimise partner disturbance,

Silentnight’s popular Signature Collection,

models in the collection feature ingredients

subtly reworked for independent customers.

such as Purotex (bacteria-releasing microcapsules which clear up allergens

There’s also a healthy showing of divans. “Divans have become very popular,” says

and reduce humidity), gel-and-foam


combination Geltex, and Sealy’s Smart Fibres, which help keep the sleeping

“We’ve used streamlined headboards and

environment cool and dry.

nice fabrics to make them look great. And,

Again, the group is hitting the zeitgeist,

as rooms get smaller, people need to be more efficient – our divans take up no more

giving stockists an engaging story to tell

room than the mattress itself.”

their customers, both online and in-store. Sealy UK plans to promote and distribute

The star of the show is Silentnight’s new Eco Comfort Breathe range. An evolution of

Activsleep as widely as possible across

an existing line – the Eco Comfort Pocket

every channel, and has enlisted some of the

1200 was recently re-awarded Which? Best

country’s best-known wellness and health

Buy status, and described by judges as “one

influencers to do so. Next to Sealy’s offer is a selection of

of the best value mattresses we’ve tested” – the collection marries comfort and

to achieve zero-to-landfill status, over five

premium models from Rest Assured, which

responsible manufacturing.

years ago.

also underwent a brand refresh last year.

Since implementing a brand overhaul

Still going strong thanks to its three pillars

offers a three-layer “micro-climate system”

last September to bring it into line with its

of quality, heritage and affordable luxury,

that enables air circulation, support and

US parent company – “it’s a more unified

Rest Assured has also seen the introduction

moisture removal.

approach, and it’s really lifted the brand,”

of several exclusive headboard designs,

comments marketing co-ordinator Natalie

further setting it apart as a brand for the

collection is its low environmental impact.

Armstrong – Sealy UK has been working

discerning consumer.

The Eco fibres in each mattress contains the

hard on a new line which targets consumers’

equivalent of 125 plastic bottles – saving

desire for health and wellbeing, and the

launches makes Brooklands a thoroughly

some 105 million bottles from entering

results are on display here.

worthwhile outing, and the busy show floor

Each mattress is fully recyclable, and

The principal sales message behind the

the oceans and landfill in the last year

Principally targeting the 30-35 age

In all, the sheer number of product

is testament to how well the format works

alone. Silentnight has partnered with the

bracket, Sealy’s Activsleep offers nine

Marine Conservation Society to encourage

models, combining various fillings and

the reduction of plastic pollution, squarely

technologies to aid effective rest and

“The strength of our brand is our appeal

addressing a prominent consumer concern.


to a very wide audience,” says Nick, who is

“This collection will appeal to a very wide

Activsleep is an interesting new direction

for the Silentnight Group and its customers. But it’s just a taste of what’s to come.

doubtless looking forward to proving this

customer demographic,” says Nick.

for Sealy UK, says Neil: “We’re traditionally

assertion at the NEC in a few months’ time.

“There’s a huge public belief in

very science- and technology-oriented, and

sustainability,” adds Neil, remarking that

more about support and zonal products, so

Sealy UK was the first national bed brand

we didn’t expect such a positive response

FN352_Pages.indd 45

27/06/2018 10:25

46 | Profile

Connect – bringing the trade together This month, the publisher of Furniture News magazine launches Connect – a next-generation trade directory. Enabling users to find relevant buyers and sellers via a printed edition and online, Connect has been designed to meet the specific needs of the furniture and furnishings industry – here’s how … Businesses rely on quality partnerships, and

another. From traditional platforms such as

available this month. Offering a wealth of

this is particularly true of the close-knit

print media, exhibitions and mail campaigns

business contact details alongside guides

world of the furniture trade, where good

to search engines, apps and social networks

to the trade’s events and institutions, plus

customers, suppliers and service providers

– and not forgetting the importance of

a special report exploring the relationship

can mean the difference between success

word-of-mouth referrals.

between consumer confidence and the

and failure. Today, there are more ways than ever for businesses to connect with one

Connect brings together all the essential information, presenting a clear window to

furniture trade, this sizeable publication is a valuable guide to the industry.

the trade across two simple formats. Get connected Best of both worlds

Offering a rich reference and

First, there’s the online B2B platform at

communications resource in print and By creating a profile,

online, Connect promises to bring the

users can discover which companies can

furniture trade together like never before,

meet their demands, where to find them,

and putting its associated industries –

and how to reach them.

such as hospitality interiors products

This exhaustively-categorised record features contact details, products, brochures, videos and location maps, making trade information more accessible

and furniture and joinery manufacturing solutions – within easy reach. Visit, going live this month, to get started!

than ever – from the store, office, home, or on the move. And by upgrading to Connect’s VIP

as part of an introductory package

package, they’ll discover a richer experience,

that includes a 12-month subscription

including named contact details, the latest

to Furniture News magazine and

job vacancies, industry events and opinions,

VIP membership – call Claire Jones

as well as updates from their favourite

on 07493 391962 or email claire@

connections, and a quarterly email alerting them of new business entries. They’ll also receive a copy of the printed directory, the first edition of which is

FN352_Pages.indd 46

The printed Connect directory is available to place an order. To discuss advertising opportunities, call Samantha Horscroft on 01424 776100, or email

27/06/2018 10:25



new products? Seeking

stockists? Connect is the definitive furniture trade directory. In print and online, Connect offers thousands of contacts, detailed information and new ways to interact. Join for free at INTRODUCTORY PACKAGE Printed directory / VIP online membership / Free 12-month Furniture News subscription All for just £95 – call 07493 391962 or email

: Bringing the trade together Visit stand A16 at the Manchester Furniture Show to find out more. To advertise, call 01424 776100 or email Brought to you by

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EMAIL / www / www.steensgro

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New York

Not just a bedroom specialist Synonomous with strong bedroom furniture designs for adults and children alike, Steens has enjoyed notable success with its varied collections, such as Richmond and Baroque. What is less well known is Steens’ proficiency in developing eminently commercial dining and living ranges … Due to repeated requests from its global customer base, Steens has embarked on

and the modern New York. UK MD Alan Cozens comments: “Our

launch of these products in the second half of 2018 will, no doubt, be as successful

significant expansion in the dining and

great strength is that we can take design

as those that preceded them. This will be

living cabinet categories – and it all started

inspirations from around the globe – we’re

assisted greatly by the recent trends in

back in January with a successful launch at

working with customers in 16 different

living and dining furniture towards painted

imm cologne.

countries, and counting.

and mixed material designs.

“From specific projects to cradle-to-

“In addition, there will be the added

principal product launch platform, Steens

grave design and development, we are able

advantage that many of these ranges will

introduced a number of living and dining

to produce numerous winning commercial

be stocked in the UK for next-day delivery.

ranges to its portfolio, which have now been

designs, all 100% manufactured in our

Basically, it’s a win-win situation for all

fully developed – these include the shabby

factory in Denmark.

Using the international exhibition as its

chic Baroque, the Scandi-inspired Pavona


“imm 2018 was a huge success, and the



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1 Wilmslow House, Grove Way, Wilmslow, Cheshire, SK9 5AG 19/06/2018 11:03 GreenwoodRetailJuly18.indd 1

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54 | Profile

The showroom houses 15 living/dining room settings

From clicks to bricks Furniture For The Home, launched online in 2011 by Simon Foster, has seen sales soar to £1.15m since it launched its first physical store last year. Furniture News investigates the opportunities – and challenges – facing the now-multichannel Black Country independent … “There has been a lot of talk recently about the high street being a thing of the past,” says Simon, “but we’re disproving that theory by demonstrating you can be successful both online and in-store.” Against the tide of established retailers fighting to establish successful online footholds, numerous ecommerce players – Amazon, Made and Loaf among them – have made the jump to physical retail,

“There’s an increased chance of customers parting with money once they have physically tested and touched the product”

This in turn meant we could provide our customers with fantastic quality furniture at the best prices – prices that the high street simply can’t compete with. How has the online landscape changed since? Since 2011 the online furniture market has become a lot more competitive. Developments in websites and new software providers gave people the chance to make

establishing showrooms to help raise their giving us a huge advantage when selecting

money quickly, so there’s now a huge choice

suitable items at the correct price,” he says,

of companies that are offering very low-cost

Midlands, Furniture For The Home, which

before telling Furniture News more about

start-up websites. In essence, being an

operates a nearby 8000ft2 warehouse,

how Furniture For The Home is striking that

online retailer is very accessible and doesn’t

invested £75,000 to transform a building

multichannel balance …

come with a major financial outlay.

credibility and revenues. Headquartered in Dudley in the West

outside Sedgley into its first showroom. What led you into furniture ecommerce?

What’s proved the greatest challenge to

six months to complete – resulting in a

You could clearly see a growing shift in


4500ft2 of open-plan space which houses 15

consumer purchasing habits towards

The biggest challenge for Furniture For The

living/dining room settings, plus a dedicated

buying more online, so in 2013 it seemed an

Home is maintaining our online presence

bedroom department.

ideal time to put my keen eye for product

and fighting off new competitors. We have

selection into a formal business.

managed to do this by continuing to offer a

Work on the store began in 2016 and took

Simon has quickly seen the benefits of this two-pronged approach to retail. “We

By initially starting online, it gave us

great customer experience and after-sales

use our experience of ecommerce and

the ability to keep overheads down due to

service, which in turn builds consumer

buying power to source products/suppliers,

not having premises and associated costs.

confidence and loyalty.

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Profile | 55

and what type of premises was most

avenues and significantly increased the

means dispatch, delivery speed and after-

suitable. We didn’t want to be in a major

range we offer.

sales service is 100% within our control.

town centre, and we didn’t want to be at

Many new start-up companies rely on

an out-of-town retail park. In the end, we

Can you point to any differences in

selling products and then ordering them to

managed to secure an iconic building in

demographic between your online and in-

be delivered direct from the supplier to the

between Sedgley and Dudley, which has lots

store customers?

customer. This can mean that the service

of passing traffic and gives us lots of space

Online, our most popular age category is

the customer receives is in the hands of the

to put our stamp on things.

35-44 years. However, in-store it is slightly

We also carry our own stock, so this

older, at 45-54. Also, from a price point of

supplier rather than the company/online Why did you select the Dudley Road

view, our most successful products online

location in particular?

would fall into the low- to mid-price range

where this approach has led to major issues

We have been brought up here, so

category, whereas in the showroom the

with delivery times and people getting

automatically have a good local knowledge

products fall into the mid- to high-price

annoyed when it takes a long time to resolve

of the demographics of the area and what

range and quality.

after-sales/product issues.

products would suit the customer base.

This shows the increased chance of

The actual building itself becoming

customers parting with money once they

seller they have paid the money to. There have been countless examples

Opening a store is a huge commitment

available reinforced the decision for us

have physically tested and touched the

– what were the drivers (and obstacles)

to open a store within two miles of our


involved in doing so?

warehouse. It offered an ideal main road

We were confident that the research we had

location, and plenty of space. It is also a

What is the balance of digital and

cultivated over the years as an online seller,

historic building locally, being previously

traditional advertising you’re engaged in?

and the products we were able to source,

an old picture house and then County

At present, we rely approximately 75% on

gave us the perfect platform to launch our

Wallpapers for 55 years.

digital advertising and 25% on traditional

first retail store. Over the last seven years we’ve built up

We feel like we have bought an historic building back to life with the renovation,

strong partnerships with our suppliers, and

and maybe prevented another landmark site

can often sell the products in our showroom

being demolished for housing.

press. This was 100% digital prior to opening the store. We do find digital advertising to be more successful, and it is easier to monitor the success rate. However, there will always

at the same price as we do on the website – all from a newly-refurbished showroom

Has the opening meant changing the scope

be a market for traditional advertising in

that has many living environments so that

of your product offer?

newspapers and leaflet drops. Not everyone

people can come in and view, touch and try.

The products we source and stock online

uses social media and search engines, so the

have also proven very successful in-store.

only way to reach this significant amount of

buying from us online gave us confidence

However, the showroom has enabled us

potential customers is by more mainstream

that not only do we choose the correct

to move into selling beds, mattresses,


products but we back these up with fantastic

upholstery and home accessories. These are

customer service and satisfaction -the

often products consumers prefer to see, feel

What technology have you employed to

perfect recipe for a successful retail store.

and test out before having the confidence

ensure a more seamless operation?

to purchase them, so it has opened up new

Up until recently we’ve used our website

The high percentage of returning clients

The main obstacle was choosing where

alongside some manual processes/software to manage orders and stock. However, we are launching a brand new website in the next few months, which will include software to manage orders and inventory, all in one place. This will improve back office efficiency significantly, and will also enhance communication with the customer. Other than the new website launch, what plans are in place at Furniture For The Home? We’re looking to create a drinks area where shoppers can relax and enjoy hot and cold drinks whilst planning their purchases, and we’ve just started to explore the introduction of new premier brands. Fundamentally, we’re expecting to grow From left: MD Simon Foster; shop supervisor Lauren Jones; online manager David Cole; shop manager Teresa Price; and operations manager Ross Stephenson

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sales across our whole showroom and online operation – we’re aiming to grow our sales to £1.5m by 2020.

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This month is another landmark in the history of one-stop-shop TCS, as the company celebrates its 20th anniversary …

TCS celebrates two decades of innovation

Paige motion sofa

From its initial leather upholstery offer in

retailers. The services TCS has introduced to

customer that purchases at least £1000- or

1998 to supplying quality products for the

the marketplace have often been replicated,

€1000-worth of product will receive an

entire home, the gradual progression of

but TCS has led the way.

entry into a draw that will take place at the

TCS’ portfolio has always been considered appropriate to the marketplace.

Just a few areas of note include fixed prices to the door, the options available

end of the year. The prize – TCS is offering 20 free

from a single model, nationwide official

displays to mark its 20 years. The displays

its original ethos of providing service,

stockists, pocket-sprung seating as

will include 3+2 and 3+1+1 fabric sofas,

quality and value to independent retailers

standard, custom sizing, direct home

mattresses with headboards and bases, and

throughout the UK and Ireland – and by

delivery and a simplified supply chain.

dining tables with chairs.

TCS has always remained loyal to

sticking to these principles, the company

To celebrate, TCS is running a

The draw will take place on 21st

has delievered consistent products and

competition to reward its customers


services, earning it the confidence of

for their loyalty. From the 1st July, any

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Manchester Furniture Show Preview | 59

MID-SEASON MARVEL Over 100 exhibitors are preparing to present their latest products and services to visiting buyers at this year’s Manchester Furniture Show, the UK’s second-largest domestic interiors event. Delivering big-name brands, the debut of MidPoint at Manchester and a convivial setting in which to do business and catch up with trade colleagues, the exhibition promises to be an unmissable mid-season purchasing opportunity …

There really is nothing quite like the

line-up promises to be enough to spark the

Manchester Furniture Show. At once

interest of any retail or contract buyer.

New names in this section include Italia Living, Kesterport, Spink & Edgar, MWA Aktuell and Sits, alongside returning

sizeable and intimate, the annual gathering is an essential trade touchpoint, taking

Enter MidPoint

exhibitors Baker Furniture and Richard

place halfway through the year and

This year’s show will incorporate the

Stamp Agencies.

complementing stablemate the January

MidPoint Furniture Show (which previously

“MidPoint’s decision to be part of the

Furniture Show.

took place in Solihull each June), to present

Manchester event underlines the trend that

a selection of new exhibitors in Manchester

has been happening at Manchester for some

Central’s Charter Hall.

time, reflecting the furniture trade itself – a

Top exhibitors As always, the star of the show is the exhibitor roster. This year’s includes numerous premium British and international brands, such as: Ashley Manor, set to reveal a new upholstery collection; Vogue Beds, promising nine new models; new exhibitor Chelsom, launching new occasional models; Venjakob, bringing three new living and dining collections; new fabric and leather upholstery from Gala Collezione; and this month’s cover star Westbridge, which is set to launch three new models from the company’s in-house design team. With over 100 companies presenting the latest in upholstery, cabinet furniture, beds and decorative accessories, Manchester’s

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60 | Manchester Furniture Show Preview

movement towards a better quality middle-,

Manchester Furniture Show as well. It will

important part of what makes it so popular

and now top-end, buying experience,” says

give us another great platform to meet

with the trade, year after year. The show

the show’s organiser, Clarion Events Group.

potential new members and suppliers.”

takes place at Manchester Central, a modern

Also present will be representatives

exhibition space in the heart of this vibrant

Fresh talent

from the British Furniture Manufacturers

city – visit the show website to learn about

Students from Burnley College will return

(BFM, stand C92), which aims to convey the

special rates at nearby hotels.

to show the breadth of their newly-learned

wide range of services it offers. MD Jackie

skills. Running several courses in furniture

Bazeley says: “The BFM has represented the

The opening times are: 9.30am-5pm,

design and production, Burnley College

interests of the furniture industry for more

Sunday 15th July; 9am-5pm, Monday 16th

offers an HND in furniture design, diplomas

than 65 years, so the exhibition is a great

July; and 9am-4.30pm, Tuesday 17th July.

in furnituremaking and apprenticeships in

platform and opportunity for us to showcase

upholstery and furniture production.

the many benefits that we offer to potential

A16 to meet the Furniture News team,

and existing members. We’ll also be

take out a subscription, and discover our

announcing an exciting new opportunity.”

multimedia trade directory, Connect. For

The college’s stand will feature examples of students’ work including desks, chairs,

backgrounds, and the ingenuity of their

While there, don’t forget to visit stand

now, read on to discover some of the new

occasional pieces, screens and dining tables. The students come from wide-ranging

The fair runs from 15-17th this month.

Time and place

lines and range additions on show …

Manchester Furniture Show’s location is an

work proved popular with visitors to last year’s show – visitors to stand A78 can expect to find more mixed materials, funky fabrics and clever techniques. Better together Key associations will be present at the event, including anti-copying organisation ACID (stand C90), and, for the first time, the Minerva buying group (stand A68). “We had a marketing stand at the January Furniture Show this year, which proved to be incredibly successful,” says Minerva’s group business manager, Roy Beagent. “We have a great supplier base, but you can’t afford to stand still in this industry, so we’re constantly looking at new products and suppliers to give our members even more choice.” “Following on from the success in January, we decided to have a stand at the

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62 | Manchester Furniture Show Preview

Offering more than 250 models across four collections – all upholstered in quality Italian leathers and fabrics, and including corner groups and sofa beds – New Trend Concepts (stand A16, 0039 080 314 0194, has handcrafted sofas in Italy for more than 20 years, and today the company supplies top retailers across Europe. All of its suites boast modular systems and double pocket-sprung cushions, and are delivered within six to eight weeks.


Family owned and run, based in Scotland with a reach across the UK, Final Touches (stand C45, 01324 185 8777, manufactures most of its products on site within its own factory. The family behind the company has been in the picture business since 1950, and used to specialise in mirrored furniture. Today, Final Touches is exploring new materials and contemporary furniture, and it is always working on designing new products to meet the demands of its customer base. Final Touches attends trade shows worldwide to ensure it is a step ahead of the curve with new trending lines, so its customers benefit from the latest products – backed up by responsive customer service.

Visit us at the Manchester Furniture Show at Stand A51

Fraser Coffee table

Evolution Dining Set

T: +44 1387 253897 ValueMarkJuly18.indd 1

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GalleryJ FN July

The beauty of the character

coming through on the oak and the light catching burnished tops, combined with the strong shapes, make Brixton a striking and unusual collection, yet one that would suit a range of interiors


Get the ‘Art in Industry’ look with the Brixton collection made with solid European rustic oak.

15-17th July 2018 Central Hall | Stand B35

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Alpha Designs (stand D18, 01902 492937, is a progressive UK manufacturer at the

Esker, in matt anthracite

forefront of design and fabric – which was proven with this year’s launch of Tiffany, Hudson, Brooke and Finley, and a new velvet fabric treatment on Alpha’s established Vincent collection. In recent months, these spring 2018 ranges have established themselves well within stockist displays. Designed and developed with a leading furniture designer, these ranges are set to bolster Alpha Designs’ growth in the marketplace, offering a wider breadth of styles alongside its established ranges, with total flexibility on fabrics across all models. This offer is set to be further enhanced by the introduction of four new designs – plus previews of alluring fabrics – at the show. Fitted bedroom brand Kindred (stand A67, will Tiffany

present furniture from its classic and modern bedroom collections, as well as internal accessories, chests of drawers and bedframes to complete its ranges. Designed with a contemporary twist to help maximise space, this fitted furniture brand offers a wealth of benefits, including quality Italian craftsmanship, premium painted or woodgrain finishes, innovative designs and a fully-managed delivery and installation service, presenting retailers with a new approach to bedroom design. “We’re delighted to be showcasing Kindred at the Manchester Furniture Show,” says category brand manager, Kathryn Bassett. “The fitted bedroom industry was ripe for innovation, and out of this Kindred was born, challenging an otherwise antiquated market and injecting life back into this sector.” Kindred will also offer visitors a glimpse of its new made-tomeasure sliding offer.

+44 (0) 1241 858777

NEW PRODUCTS ADDED ACROSS OUR COLLECTIONS THIS SUMMER Visit us at the Manchester Furniture Show Stand C45 to find out more FinalTouchesJuly18.indd 1

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68 | Manchester Furniture Show Preview

Responding to demand from customers, Kettle Interiors (stand C40, 01536 444960, is set to reveal the highly-anticipated NTP painted and oak furniture collection for living, dining and bedroom. Taking the striking shapes of the NT collection, heavily influenced by iconic Scandinavian styles, the NTP collection offers an attractive dove grey paint finish, complemented by tops wearing the same natural light oak finish as the original. “This is a hugely exciting launch for us,” says sales director, Simon Ainge. “Ever since we previewed NT, retailers have been requesting a painted version, and we are now ready to deliver on this with the stunning dove grey finish of the NTP collection. Rather than paint the entire piece, we’ve left the original light oak finish on tops to emphasise the craftmanship in the shape.” The NTP Collection for living, dining and bedroom is available from UK stocks through Kettle Interiors’ Wholesale and Stockist services, as well as in mixed containers supplied in just eight weeks.

Furniture and floor protection specialist Stroolmount UK (stand A2,, offers costeffective solutions for numerous requirements. Its small products can make a big difference when it comes to reducing stress and damage, offering retailers a useful upselling opportunity while helping protect their customers’ expensive investment. A family-run business with over 25 years’ industry experience, Stroolmount understands the challenges suppliers and retailers have to overcome to keep their clients and customers happy, so is 100% committed to supplying the best products and accessories for protecting furniture and flooring.

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





70 | Manchester Furniture Show Preview


Having already earned a reputation for excellence in manufacturing sofas and

footstools, chaises and ottomans. “We have found that the key to successful

upholstered beds, Whitemeadow (Cobden

repeat orders on both our beds and sofa

Room, is set to

ranges is understanding the importance

extend its collections of sofabeds and accent

of dressing room sets within stores to

pieces by creating portfolios dedicated to

create impact,” says sales manager Darren

those ranges.

Nicholson. “Our research suggests that up to

The extended sofabed collection will

of furniture such as a footstool or chair if

upgraded to include a Hypnos mattress. This

they are displayed with the sofa or bed they

is the first time Hypnos has manufactured

are looking to buy, and that retailers who

a sofabed mattress, and Whitemeadow is

employ this tactic see week-on-week strong

pleased that the Royal Warrant holder chose

repeat business from consumers.”

Whitemeadow will also launch a portfolio

Pushing the boundaries of style and design, Whitemeadow will also present new

of accent pieces comprising chairs,

and exclusive pieces from the Content by

Slumberdream’s (stand A11, 0121 773 6669,

our collections later this year, but for now director Sharez

there’s going to be plenty for visitors to see

Hussain is looking forward to bringing new

in Manchester.”

beds from the company’s four collections to

“huge success” in the market.

50% of consumers buy an occasional piece

include the new Maison range, which can be

to work with it on this collaboration.

Terence Conran collection, which is enjoying

Slumberdream boasts over 30 years’


sprung luxury models. With a new agent covering the north of England – plus recent investment in machinery and delivery vehicles –

the show – including encapsulated pocket

experience in the trade, plus extensive

Slumberdream is looking to make further

foam models plus models employing natural

storage facilities. The manufacturer offers

gains in both the domestic and contract

materials and components.

some 50 models, which are available in

markets in the coming year, and given

a wide range of covers in prints, knitted

the quality and pricing of its new models,

accounts from the January shows,” says

polyester and different qualities of woven

Furniture News expects more good news

Sharez, “so business has generally been

damasks, and cover the entire price

from the manufacturer ahead of the 2019

good this year. We’re looking to revamp

spectrum, from budget offerings to pocket-

January Furniture Show.

“We picked up a good number of new


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New Infinity Collection INFINITY COLLECTION







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

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72 | Manchester Furniture Show Preview


The Sol collection has been a staple part

frame, and the Athens dining chair, with

chest and two-drawer bedside and, as well

of Seconique’s (stand C11, 0121 506 4888,

its faux leather bucket seat and black metal

as offering high quality at a competitive range for many

frame, are also new for the Manchester

price, it brings a modern look to any room

years, and due to customer demand a cream


– especially when combined with the Felix

version has been added for 2018. The frame is finished in sprayed MDF, while the tops, handles and feet are traditional antiquecoloured solid pine. The Athens dining table, with its concrete-effect top and black metal leg

There is also a nest of three tables and a

bed. These are just a few of the products

coffee table to complete the collection.

available at Seconique, whose ranges cater

The popular Felix low sleeper sees the introduction of a grey version, with a three-

for all decor styles, from traditional to

piece bedroom set to match. The set consists

modern, and offer impressive value for

of a two-door wardrobe, three-drawer


Visit us at the Manchester Furniture Show Stand D3


Shabby ornate mirror collection Mirrored bedroom range

• Mirrors • • Mirror framed artwork • • Art Nouveau Mirrors • 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

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Contact Dave Butler T: 07715 690267

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See us at the Manchester Furniture Show Central Hall Stand A12

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Your furniture safe in our hands Staingard, market leaders in the provision of care plans and products for the furniture, beds and flooring industry.

Staingard combines experience with innovation to provide clients with a complete furniture care system. Whether your requirements are for the supply of retail led consumer products and services, or support for your after sales, we have the complete solution. Insured Furniture Care Plans for up to 5 years • Furniture Care products and kits Nationwide Furniture Repairs • Leather Repair Products and Training • Retailer Sales Training As sole UK suppliers of the Leather Master Scandinavia, you are guaranteed quality everytime. We are unrivalled for Care Kits, Repair products, training and our Colour Matching Service.

For more information call 01244 888 658 or visit

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Unique packages exclusively for Manchester Furniture Show WWW.HERITAGEFURNITUREUK.COM

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Designer-Quality Furniture at prices within reach

Visit us at the

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KETTLE’S RECIPE FOR SUCCESS With new launches in both bedroom and dining furniture, Kettle Interiors (stand C40) is using the Manchester Furniture Show to reaffirm its position as one of the country’s leading furniture suppliers. As the company was busy putting the final preparations to its stand for the exhibition, we caught up with Simon Ainge, sales director, to discover more about the new collections …

Just like the dining collection, the new TT Bedroom is available in white or grey paint finishes

“We’re hugely excited about this year’s

furniture pieces. Offering that look, with the

know that one launch is rarely enough for

show as we’re bringing a range our

functionality and adaptability of modern

the company, and this year is no different,

customers have been asking for for a good

furniture ranges, it promises the same

with the launch of another new range in the

while,” says Simon. “In fact, ever since we

recipe for success, and comes in a broad

shape and classic style of the SW Bedroom

launched the Scandi-styled NT collection,

range of items for living and bedroom.


retailers have been asking us for a painted

Highlights for dining and occasional

Again, in a paint finish – but this time

version, and we’re now able to deliver that

include four sideboards of varying sizes

in options of both grey and white – SW

with the launch of the NTP range.

and a choice of extending tables, a display

Bedroom is suitable for period-style homes,

cabinet with lights, and a large TV cabinet,

with complementary hardware adding a

suitable for today’s super-sized HD TVs.

touch of detail.

“Across dining, occasional and bedroom, NTP comes in a gorgeous pale-grey paint that gives the range a really sleek look and

In bedroom, homes can benefit from five

Simon is keen to point out the importance

works beautifully with the unique light-oak

different chests, three wardrobes and three

of this range: “The launch of SW Bedroom


sizes of bedside cabinet. From grand master

demonstrates that we are still very much

bedrooms to spare rooms, the NTP range

an all-round supplier capable of providing

has it covered.

retailers with furniture to fit the style of

The NTP collection uses the same design language as its successful sister range, featuring gently radiused corners and tapering legs inspired by classic Danish

FN352_Pages.indd 76

Any of those reading that are familiar with Kettle Interiors’ show appearances will

Victorian and period properties, as well as modern homes,” he says.

27/06/2018 10:27

Manchester Furniture Show Preview | 77

“While many of our ranges are versatile enough to be used right across the board – rustic finishes such as CW are a great

Highlights of the collection will be on show. So, what else? As Kettle

example of this – it is launches like SW

continues to broaden its

Bedroom that show our intent to remain as

portfolio, the Manchester

diverse as possible, so that retailers with

show is a perfect opportunity

any customer base can benefit from our

to show both The Mirror

great quality and value. Making the range

Collection and upholstered

available in classic white, as well as a more

dining chairs, which were

trend-led grey, only serves to broaden its

initially launched in January


and are proving popular with

SW Bedroom delivers a sturdy array of

retailers up and down the UK.

items covering everything needed to turn

For mirrors, Kettle

bedrooms into elegant spaces, including

Interiors is offering four

two sizes of bedside, three chests and three

traditional styles available


in gold and silver gilt, with

Rounding off the introductions for

selected items also in a

this year’s show, Kettle Interiors is also

modern white. In a range of

extending its most popular design ever,

sizes, including an impressive

The TT Collection, with the launch of TT

slimline profile ideal for


leaning against walls to

Bringing the same style and choice of grey

maximise the feeling of

Building on one of its most successful collections, Kettle Interiors has launched TT Bedroom to expand the collection

or off-white paint finish with contrasting

space, each mirror in The

lime-wash oak tops, TT Bedroom is

Mirror Collection comes with

certainly building on a solid foundation, and

bevelled glass and is individually boxed for

our UK stockholding – now in excess of

Kettle Interiors is hoping that the formula

ease of storage and delivery.

£5m – and have our own production and

works as well in the bedroom as it does for

“That’s why we’ve significantly increased

The Chair Collection continues the same

warehousing facilities in China and Vietnam,

ethos of choice and value, with luxury

so that we’ve always got replenishment

button-back and wing-back styles through

stock constantly on the water. We’ve also

short of extraordinary, and we are confident

to versatile scroll and wave-back chairs in

introduced lower pricing for free delivery

that it’s a style that will work well in the

a choice of fabrics including duck egg blue

on our wholesale service – now starting

bedroom too,” says Simon. “Styled to be

stripe and check.

at just £250. With mixed containers ready

dining and occasional. “The success of TT has been nothing

appealing to modern and period property

Even including a button-back office chair

for delivery in just eight weeks and online

owners alike, it delivers the look of classic

in white or grey, chairs are supplied in pairs

ordering, we’ve got everything in place

English hand-made furniture without

and can be included in any combination

to work with single-site independents or

the expense, and we’re sure this is a big

or number in any Wholesale, Stockist or

national retailers.”

contributor to the popularity the range is

Container order. With a growing product

now enjoying. There’s no reason why this

base marked by these latest introductions,

displaying some of its most popular oak and

won’t be the case in the bedroom.”

Simon is still keen to point out that Kettle

painted collections, Kettle Interiors will be

Interiors remains a service-focused

offering retailers some exclusive shopfloor

with an impressive array of items ranging

business: “With a product offering as

discount opportunities – interested parties

from three sizes of bedside cabinet, five

diverse as ours, we’ve had to make sure

should arrange an appointment to secure

chest-of-drawer permutations, four bed

that we have everything in place behind the

their display models.

options ranging from single through to

scenes, so that we can still offer the service

T 01536 444960

super king size, and three wardrobes.

expected, no matter the item,” he says.


Kettle Interiors is launching TT Bedroom

Kettle Interiors will also retain focus on its range of mirrors, available individually boxed

FN352_Pages.indd 77

Alongside previewing its new ranges and

Finished in a new pale grey paint, the NTP collection has been requested by retailers for some time

27/06/2018 10:27

78 | Manchester Furniture Show Preview

AN INDEPENDENT BUYING GROUP FOR INDEPENDENT RETAILERS Ahead of the Bed Show and its own autumn event, Minerva (stand A68) – a well-established, proactive independent buying group for furniture retailers in the UK, Channel Islands and Ireland – is coming to Manchester this month …

Minerva membership comprises a wide range of furniture and bed retailers, from small individual shops to larger independents. Minerva works closely with a worldwide base of over 100 suppliers, including many leading furniture brands, to secure the best possible prices, service and support for its members. The breadth of this product offer ensures there is furniture and beds to suit all tastes and interior styles, along with a wide selection of home accessories, lighting, mirrors and soft

A glimpse of last year’s Autumn Furniture Show, hosted by Minerva for non-members as well as members

furnishings. Minerva-exclusive products are offered by many suppliers, as well as exclusive promotional offers. Minerva also arranges container orders on a selection of unbranded exclusive products.

Minerva offers two levels of membership:

“We are run by a small team, who work

full, for furniture retailers; and associate,

closely with an elected board of directors,

for bed retailers.

who are all retail members of the group. We

The benefits of both are impressive

are here to work for and help our members,

Members can purchase small amounts –

– a generous rebate scheme, specially

and we all have the wellbeing of the

even as little as one piece – at container

negotiated settlement terms, control of own

members at our core.

prices, which is especially beneficial to

accounts, freedom to operate independently

smaller independents who do not require

with no compulsory purchases, and

each other is really valued by our members,

large quantities of stock.

exclusive products, to name but a few.

and we have regional meetings to network

Full members also enjoy complimentary

and share information.”

Two shows are hosted each year by Minerva: the Minerva Furniture & Bed

accommodation and a gala dinner at the two

Show in May, a members-only event; and


the Autumn Furniture Show in October.

Roy Beagent, group business manager,

“The camaraderie and willingness to help

Ahead of visiting the group’s Autumn Furniture Show this October, independent retailers wishing to find out more about

Although hosted by Minerva, the Autumn

comments: “The Minerva proposal is a

what Minerva can do for them will find

Furniture Show is open to all furniture

genuine commercial offer. We’ve designed

the group represented on stand A68 in

retailers, including non-members. Here,

our membership scheme to be really simple,

Manchester Central, and on stand K2 at the

over 90 exhibitors offer a wide range of

with a very affordable fee which is incredibly

NBF Bed Show in September.

products, effectively creating a one-stop

easy for members to recoup, as well as

T 01249 716195


gaining additional margins with the rebates.

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80 | Manchester Furniture Show Preview

BREASLEY BOXES CLEVER This summer is set to be a busy one for Breasley (stand C65), and its activities kick off with the Manchester Furniture Show. It may be the first time the mattress manufacturer has exhibited there, but its team is very much looking forward to the experience … Uno Breathe, the brand’s first boxed mattress

“This is a completely new venture for us,

next-generation breathable memory foam

launch. Here, customers will be able to get

but we are excited to see what Manchester

for added comfort.

a flavour of the revitalised models, which

brings,” comments joint MD, Darren

The collection, as with the rest of the

have been designed to keep the range fresh

Crowshaw. “We are focusing on supporting

Uno range, features a market-leading

and appealing to both retailers and end

our independent customers, and wanted

full 10-year guarantee. All mattresses are


to take this opportunity to showcase our

dispatched in a branded box, complete with

new range of Uno boxed mattresses, which

a welcome pack and safety cutter to release

move to pour all of our expertise into the

enables the indies to become part of the

the folded-and-rolled mattress inside.

Uno Collection, at the expense of trusted

hugely successful box-mattress market.”

Customers will be able to take advantage of

names such as Postureform and Flexcell –

Breasley recently launched the Uno

DHD, and of selected models on fast-track

but the Uno brand has gone from strength

next-day delivery.

to strength, so we feel it was definitely the

Breathe mattress, the first boxed mattress in the brand. Now it has added to the range

The new Uno boxed collection will also be

Darren adds: “As a company, it was a bold

right decision. “We have just commissioned a brand new

with the Natural Affinity Collection, which

supported by a range of marketing material

features wool, silk and cashmere, plus a

including a video, imagery and free in-store

state-of-the-art vacuum-packing machine

choice of spring counts. The collection


at our Derby factory, which will keep us at

comprises the Spirit 1000, Tranquil 2000

Visitors to Breasley’s stand will be able to

the forefront of innovation and production

and Halcyon 3000 – the latter of which also

take a sneak-peek at the new Uno vacuum-

for years to come.”

features a pressure-relieving top layer of

packed collection, ahead of its autumn

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82 | Manchester Furniture Show Preview

RECLAIM YOUR INDEPENDENCE, SAYS TCS TCS (stand A65) promises to deliver a wealth of products designed specifically for independent retailers – including furniture and flooring for every room in the home …

Royal Coil Superb mattress

Sit, relax and recline The new updated Motion Collection brings

vast array of options for individual models. There is over 50 combinations available,

successful mattress collections have also had a revamp. The Contemporary Sleep

together 11 of TCS’ top selling models with

across corner units, sofabeds, fixed or

range has been updated with new pillow-

added features to allow customisation of

scatterbacks, with footstools, extensions,

and box-top options bolstered by new fabric

each sofa.

150% width chairs and wing back chairs

toppings and additional styling. The popular

on certain models. All are supplied with

Royal Coil collection has welcomed the

leather, full semi-aniline leather facing

turnable foam seating and backs as

Superb and Supreme mattresses, combining

with high grade leather match to the back


with the well-established Essence and

Available in full semi-aniline Italian

and sides – or in cost-effective leather gel

Combined with high quality fabrics and

Opulence to expand the range to four.

or soft-touch, British-designed fabrics –

leading designs, stockists have the ability

retailers can promote a single floor model

to offer thousands of options from a single

TCS has it covered

with hundreds of combinations across

floor model.

At this year’s show, MD Thomas Small is especially keen to present TCS’ updated

varying price points. Sophisticated velvets

collection of carpets and flooring. On display

standard one-, two- and three-seaters, or

For the past 15 years, TCS has supplied

will be 18 distinct collections, each available

three-seater jumbos, with the the option of

retailers throughout the UK and Ireland

in up to 12 colours, complete with PoS

a cinema extension piece with storage and

with unique collections of dining chairs and

including space-saving stands, lecterns and

corner section.



Retailers now have the ability to offer

All side arm pieces are available as

This year sees the addition of two

With the ability to order rolls or cut

manual recliners or with electric recline

sophisticated fabric dining chairs in lush

lengths, traditional carpet retailers or


velvets, which sit alongside a selection of

furniture stores with limited space for

velvet sofas. These new dining chairs include

carpet offerings can now join the TCS family

Have it your way

leather-look high backs and solid wood

to improve both their showroom traffic and

One of TCS’ major successes in recent years



fabric suites.This year has seen TCS add its

Sleep easy

T 00353 429 351351

trademark options to the collection, with a

To complete the furniture collections, TCS’

is its British-made Designer Collection of

FN352_Pages.indd 82

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Buoyan Telephone - 01282 691631 Telephone - 01282 691631 Telephone - 01282 691631 Telephone - 01282 691631

Telephone - 01282 691631

COME SEEUS USAT ATTHE THE MANCHESTER COME AND AND SEE MANCHESTER FURNITURE SHOW COME ANDFURNITURE SEE US AT THE MANCHESTER SHOW COME AND SEE US THE MANCHESTER Buoyant Upholstery build a century’s worth of knowledge, experience Buoyant Upholstery buildover over a AT century’s worth of knowledge, experience FURNITURE SHOW and quality every piece of furniture we make. andFURNITURE qualityinto into every piece of furniture we make. Buoyant Upholstery build over a century’s SHOW worth of knowledge, experience and quality into every piece of furniture we make. experience Buoyant Upholstery build over a century’s worth of knowledge, and quality into every piece of furniture we make.

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Stand B61 and C46 at Manchester Central e Provence Provenc 15th -C46 17that 2018 Stand and C46 atJuly Manchester Central StandWeB61 B61 and Manchester Central will be launching a new & exciting collection of sofas & -compliment 17thJuly July 2018 accent15th pieces toour existing range. 15th 17th 2018 Stand B61 and C46 at Manchester Central Also take a look at our ILIV range on neighbouring Stand A64 We will be launching a new & exciting collection of sofas We will be launching a new & exciting collection of sofas & & accent pieces to17th compliment our2018 existingrange. range. 15th July accent pieces-to compliment our existing aalook ILIV& range onneighbouring neighbouring Stand A64 Also take look at our ILIV range on Stand A64 WeAlso willtake be launching a new exciting collection of sofas & accent pieces to compliment our existing range. Also take a look at our ILIV range on neighbouring Stand A64 MADE IN THE UK


MADE IN THE UK BuoyantJuly18.indd 1 FN352_Pages.indd 83

21/06/2018 27/06/2018 12:55 10:27

Bringing the attitude to Manchester.

LaZBoyJuly18.indd 1 BS3400_ La-Z_boy_Furniture News DPS_AW_July.indd 1 FN352_Pages.indd 84

27/06/2018 10:28

Introducing Urban Attitudes and other new products.

The Manchester Furniture Show 15-17 July.

FN352_Pages.indd 85

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86 | Manchester Furniture Show Preview

BEDDING IN FOR A BIG REVEAL The world’s bestselling recliner brand, La-Z-Boy, is preparing to present its largest stand yet (stand C21) at the Manchester Furniture Show – a platform fit for the launch of its new bed and mattress collection. Mark Draper, marketing director of La-Z-Boy UK, gives Furniture News a taste of what visitors can expect …

La-Z-Boy UK is set to make a big impact at this year’s show, having taken a prominent stand to display new product categories alongside its latest upholstery ranges. The brand’s headline news is the introduction of a new bed and mattress


collection, which will be unveiled at the exhibition – giving visitors an idea of what’s to come from the full La-Z-Boy sleep collection, to be officially revealed later this year. “Our sleep collection takes many of the elements that people love about La-Z-Boy – its commitment to comfort, dependable quality, choice of upholstery and selection of styles – and brings them to the bedroom as well as the living space,” says Mark Draper. “At Manchester we’ll be previewing the collection, including our three luxurious Fitzgerald

UK-made mattresses, a number of bed frames which are available in a wide selection of La-Z-Boy fabrics and leathers from our upholstery ranges, and divan and ottoman bases. “Once the full collection launches, there will be something to suit every taste.” The brand will also present its latest upholstery innovation, Urban Attitudes. Featuring a specially-designed reclining mechanism, Urban Attitudes offers the contemporary styling of city chic static furniture on legs, with the benefits of a

range of luxurious, eye-catching new fabrics

concealed recliner mechanism, while a

offers a modern feel.

Additions to La-Z-Boy’s popular Originals Collection and Comfort Studio Collection will also be on display.

Lisbon three-seater, Urban Attitudes

“We had an amazing reaction to Urban Attitudes at the January Furniture Show,” Mark continues. “It brings a breath of fresh air to what is currently available on the high street, all available with the latest on-trend fabrics and an array of leathers. “The unusual hidden sensor-touch recline mechanism, which has been specially designed for La-Z-Boy, makes the range totally unique and very desirable.” At the time of going to press, more elements of the stand were still to be confirmed – so visitors to stand C21 should expect a few surprises …

FN352_Pages.indd 86

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FS 2 0 1 8

new 5’ size





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SeconiqueJuly18.indd FN352_Pages.indd 871

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88 | Manchester Furniture Show Preview

AN EXCLUSIVE OFFER FROM ASHLEY MANOR In a homage to well-loved classics, Ashley Manor Upholstery (Charter 4 in the MidPoint Foyer) is set to unveil new sofa designs in different colours, patterns and textures, which promises to imbue its living collection with a breath of fresh air …


“This year we are showing privately in

which pick up key directional form and

Charter 4, with a new collection we’ve been

function trends.

keeping under wraps,” says sales director

Specifically designed for modern living,

“Our new fabrics are livelier, more lush and multi-dimensional,” says head of fabric, Katherine Reid. “From tonal velvets

each distinctive sofa range promises quality

and practical plains to delicious accents that

craftsmanship, with looks to suit every

play with cut pattern and 3D textures, we’ve

and plenty of choice for sociable, stylish 21st

taste – simple, sleek, practical and stylish

had fun with this fresh new collection.”

century living.”

designs contrast with glamorous opulent

Mike Storey. “There will be some shapely surprises,

Entry to Ashley Manor’s show display is

collections, with options to suit rustic

by VIP invitation only.

and style play a key role in this year’s new

country lifestyles, grand manor houses or

T 01384 486800

collection, which features modern designs

cosy and modern new homes.

According to the manufacturer, shape


FN352_Pages.indd 88


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A new wardrobe of colour, pattern and texture and plenty of shapely surprises too... Showing in Charter 4 at Manchester Furniture Show FN352_Pages.indd 89 1 AshleyManorJuly18.indd

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90 | Manchester Furniture Show Preview

MIXED MEDIA MASTERS Bolstering the already-impressive fruits of its collaboration with Kleo, Bluebone (stand D71) will present new products with a focus on clean, seamless steel frames, bringing the appeal of old, weathered wood to the fore in its living and dining ranges. Ocean

Bluebone’s extensive offer presents retailers

style of the Gatsby era, and offer a wealth of

with the opportunity to select exclusive

living, dining and bedroom combinations.

products – or instead opt for powder-coated frames and sanded-down boatwood. In Bluebone’s Industrial Luxe collection,



The result is a further extension of Bluebone’s industrial look, which will take centre stage at Manchester. Birdcage wire

old gold, glass and natural leather are

frames, mid-century hairpin legs, vintage

brought together in both the Gatsby and

apothecary or French bistro-style and

Woven ranges.Natural materials such as teak

more all come together within this eclectic

and leather mix well with the glamorous

collection, which harks back to numerous 20th century styles. According to the importer, the use of mango wood and a uniform metal finish create endless possible combinations, enabling the curation of impressive displays – while home accessories to complement the look, from vintage poster collections to vegan-sensitive hunting trophies, can be selected. Finally, there will be new seating additions which match Bluebone’s extensive dining collections. Dining, counter and bar seating can be employed to soften the industrial look – or can bring colour to white farmhouse dining looks.

E Cooper chairs

FN352_Pages.indd 90


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Come and see us at the Manchester Show 15-17 July stand D71


BlueboneJuly18.indd 1 FN352_Pages.indd 91

River Mill II, Park Road, Dukinfield, Cheshire SK16 5PD TEL.: 0161-330 8959, Facebook: BlueboneImports Instagram:

13/06/2018 27/06/2018 12:37 10:28

Picasso, the art of dining

MFS FOYER 1 +44 (0)1249 821 748

RowicoJuly18.indd FN352_Pages.indd 192

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94 | Manchester Furniture Show Preview

ROWICO UNVEILS THE ART OF FURNITURE Rowico UK (Foyer 1) is renowned for using the Manchester Furniture Show to launch engaging additions and new furniture collections, and this year’s event is no exception …


Picasso Collection, the art of dining

The show will see the launch of Rowico’s Art

Other developments at this year’s show

coffee table, console unit, lamp table and

of Furniture portfolio, comprising stylish

include the expansion of Warwick Ivory

bench, all of which highlight the range’s

and modern collections with a focus on art

into the bedroom, along with the addition

architecturally-inspired framework.

and design. The range, which incorporates

of an extendable round dining table in

The sideboard is the star of the show –

Lowry, Tate (in two colours) and Picasso,

both Warwick colourways. According to

with its muted monochrome tones and panel

also delivers attractive contemporary chairs,

the company, its oval shape adds a sense

detail, it is suitable for any social living

which complete the look.

of understated opulence to any dining


Tate expands Rowico’s industrial repertoire, featuring up-to-the-minute

environment. The handcrafted Maya Rattan collection

Also launching at this year’s show will be further additions to Rowico’s dining

brass-toned metalwork with metallic

sees a fresh new look, with the addition

chair collection. With 37 variants already

nutmeg-coloured surfaces. Tate will launch

of several unique storage solutions in a

on offer and more to come at Manchester,

exclusively at this year’s show in a charcoal

whitewash finish. With its stylish and hard-

Rowico provides a seating solution for every

and gunmetal colourway. The collection will

wearing hand-woven basket design, Maya


also be expanding to include dining tables,

Rattan has become a firm favourite amongst

bookcases and sideboards.

Rowico UK’s customer base.

Lowry is the more established collection

The whitewash adds a modern summery

“Showcasing our new products at the Manchester Furniture Show is a great opportunity for us to be able to share our

within Rowico’s contemporary portfolio,

tone to the pieces – making the Manchester

enthusiasm and passion for our products

while Picasso takes its inspiration from

Furniture Show the ideal place at which to

with customers both old and new,” explains

the company’s Scandinavian roots. An

launch them.

UK business director, Caroline Henchcliffe.

impressive, minimalist design, Picasso

Rowico’s new Oxford collection takes

Visit Rowico UK in Foyer 1 to see the new collections and experience the Art of

highlights the elegant simplicity of the table

pride of place amongst the launches. A

and draws attention to the finish. Available

dining collection featuring reclaimed tops in

Furniture in person.

in natural or smoke finishes, Picasso is

co-ordinating monochrome tones, Oxford

T 01249 821748

designed for open-plan, modern-day living.

comprises a 1.8m dining table, sideboard,

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1p – that’s how little it costs to protect your furniture and flooring when you choose these top tips from Stroolmount. Each quality tip is a cushioning layer of self-adhesive felt that you simply stick to the feet of your furniture. “The trade invest all their time, effort and money creating furniture and flooring that their customers will love.” says Stroolmount’s Gill Finch, “So it makes sense to spend a few pence protecting it and creating genuine customer goodwill. We’ve saved companies thousands in costly repairs, replacements and insurance claims, plus saved them hikes in their premiums for next time.”

Stroolmount pride themselves on producing the best quality products with the best service, often working directly with clients to create bespoke solutions. For example, when a hotel’ staff couldn’t move the heavy bedside cabinets to clean the rooms, the client naturally turned to Gill.


e others,” says Gill, “our felt is 5mm thick so it’s thic ker and our adhesi ve is proven to be stronger than m ost, so you can rely on it.”

“We developed height adjustable glides” explains Gill, “allowing them to both move the heavy furniture easily AND protect the hotel’s uneven floor.”

STROOLMOUNT IS A ONE-STOP SOLUTIONS SHOP: SELF-ADHESIVE FELTS: A short-term high quality anti-scratch solution to cushion floors from heavy furniture. Available pre-cut or on a roll. QUICKCLICK GLIDES: A multi-award-winning long-term solution exclusive to Stroolmount. Its click-in interchangeable and replacement base glides help protect wood, laminate, vinyl, carpet and tiled floors. FURNI-GLIDES: These PTFE glides help heavy furniture, even recliner sofas to slide easily across carpet. MOVE IT PADS: A temporary solution so one person can easily glide heavy furniture across hard floors and carpet

Stroolmount don’t sell directly to the public: they point them to a stockist from their website.

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96 | Manchester Furniture Show Preview

DIFFERENT, YET AFFORDABLE Blackburn’s Heritage Furniture (stand D20) has never been one to back down from a challenge. When the company re-emerged as a serious cabinet player in 2015, MD Saeed Mohmed promised to reinforce its new branding and product portfolio with a sustained effort to offer the end-customer “something different” at every turn – and while the Manchester show will see Heritage in consolidation mode rather than breaking new ground, it’s a timely opportunity for prospective stockists to see what all the fuss is about …


“There’s no use hiding from it – we’ve been hearing the market is tough, and


sweet spot in between. What emerges are the likes of the

our manufacturing strategy come to the fore – we focus on being as lean as

we appreciate the challenges retailers

mid-century-inspired light oak Skien, the

possible, reducing cost whilst maximising

face,” says Saeed on the eve of the show,

Scandinavian-cool Harkuta, and the Shaker-

quality. And I believe the results speak for

reiterating his earlier promise. “Our strategy

style Sedona – all distinctive, characterful


has always been to ensure our stockists can

ranges which give retailers the chance to

maximise their margins, by offering them

differentiate themselves from the big-box

which benefits from ongoing investment,

products with greater consumer appeal


in everything from services and staff to

than they can find elsewhere – and I’m

Since their launch in January, these

Behind all this is an infrastructure

production and storage. A new website

proud to say that we’re sticking with this

ranges – together with the French-style,

makes choosing and ordering product easier


lime-washed Colmar, which will also be

than ever, while fresh PoS materials and

available in an oak finish at Manchester –

marketing support ensure retailers always

have performed well (Skien in particular,

have a story to tell.

Today, Heritage’s approach is probably more important than ever. Thanks to myriad channels and a fiercely competitive market, consumers have more

selling out within just two months). And these are just the tip of the iceberg.

“It’s all about making it easier for our partner retailers on the front line,” says

choice than ever, and it’s imperative that

Heritage stocks more than 20 collections

Saeed, “while supporting them with quality

retailers cater to their increasingly diverse

in its 100,000ft2 warehouse, representing a

ranges and helping them maintain their


huge investment in making sure its stockists

revenues in this difficult climate.”

To achieve this, Heritage aims to deliver designer-quality ranges which stand out from the crowd, yet remain affordable. It

have the right products available, whenever they need them – at the right price. “That said, just because a product is

There’s further investment on the horizon, but the most important reveal is yet to come, and it promises to be a gamechanger – to find out more (and something

does so by taking an inventive approach to

affordable, it shouldn’t mean it offers

design, looking closely at consumer taste

the retailer lower margins,” points out

different), pay Heritage’s stand a visit.

and available materials and finding the

Saeed. “This is where the strengths of

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98 | Manchester Furniture Show Preview

PREPARE TO SHARE GALLERY’S VISION Gallery Direct (stand B35) will exhibit a wide range of products at the show, while promoting its Complete the Look concept, which is designed to give retailers ideas for how to accessorise furniture displays. Alongside its in-house design team, Gallery is an expert in selecting products that complement each other – and the company wishes to share this knowledge with its clients …

Brixton sideboard

“Furniture displays can look unappealing

tops, which resemble polished stone with a

“The beauty of the character coming

if they are too bare,” says sales and

metallic bronze hue. The oak is brushed out

through on the oak and the light-catching

business development director, James

to show the grain with a dry natural finish.

burnished tops, combined with the strong

Hudson. “Adding co-ordinating pieces and

James says: “Brixton fits perfectly into

shapes, make Brixton a striking and

accessories is a great way of providing the

our Elegant Industrial style. The collection

appealing collection, yet one that would suit

finishing touch, as they add personality

has an architectural look, with its strong

a range of interiors.

and give the overall look. And it can lead to

true lines. It is modern, yet keeps a

upsales as retail shoppers are often tempted

connection to Art in Industry, which is the

pieces such as the Carnaby chair, and then

to buy additional items.

arts and crafts movement of the turn of the

complete the look with lights, mirrors and


other accessories.”

“Even small floorspace areas or windows

“Combine it with occasional furniture

And it is not just retail premises

can greatly benefit from being well styled. A single piece of furniture with accessories arranged on and around it can be really enticing to customers.” To help its clients, Gallery has

Carnaby chair

that can benefit from Gallery’s help with selecting products which look good together. Online shops can tempt customers to make

produced five Complete the Look

additional purchases by suggesting

leaflets – Elegant Industrial, Artisan,

complementary products, and the

Bohême, Nord and Luxe. Each shows

Complete the Look leaflets are

a selection of Gallery products which

an indispensable tool for interior

work well together.


Elegant Industrial includes

Why not visit Gallery’s stand to see

Gallery’s stylish Brixton living and

its Complete the Look displays and

dining furniture collection, which

discover some inspiration for your

is made using solid European rustic


graded oak, renowned for its unique

T 01795 439159

character, with burnished resin

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Event: Minerva Members Furniture & Bed Show Gala Dinner Location: Chesford Grange Hotel, Kenilworth Date: Tuesday 22nd May Lowdown: Closing the first day of the buying group’s members-only show in Stoneleigh Park Exhibition Centre, Warwickshire, buying group Minerva held a champagne reception and gala dinner for 235 guests, which comprised a mix of member retailers and preferred suppliers. At the dinner, Minerva chairman Martin Lukehurst presented exhibitor Derry’s with the award for best stand. The meal was followed by live music from Beatles tribute act, The Upbeat Beatles.

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LIVING ROOM Culinary Concepts (01252 852235,

Pickering in herringbone moss is renowned for its innovative designs and use of luxurious materials. Its new 2018 furniture range features an array of varied and unique designs inspired by contemporary and classic styles. From statement velvet armchairs and footstools to marble console tables and handcrafted leather bars, everything in Culinary Concepts’ range embraces the trends of the moment, and is designed to bring sophisticated individuality into the home. Contact Culinary Concepts to see the new collections in person at its showroom in Hook, Hampshire.

Wood Bros’ (01920 469241, has collaborated with renowned British woollen mills Harris Tweed and Abraham Moon this year to create a sumptuous collection of 100% wool sofas and chairs. A variety of upholstery designs is available, drawing on a new extended fabric and leather swatch.

Hydeline Furniture (01908 968228, has reported another year of “exceptional growth”. The company reports that its turnover was up nearly +300% in 2017, and that it is on course to repeat this successful performance this year. To bolster its existing success in the UK market, Hydeline has introduced a custom-built showvan, which is set to take its new products across the nation from this month. Present and potential stockists will be able to relax in the comfort of this mobile heated showroom and view new and existing models including the Buckingham chesterfield, one of the real success stories of this year’s January Furniture Show. Interested parties should contact

Hydeline’s new showvan is now on the road

Hydeline’s office or local agent for more details. Looking to the future, Hydeline continues to develop its already-extensive product portfolio, and is currently working with interior design specialists to develop the brand, further incorporating more noticeable elements of British heritage and design, in advance of launching into other Billingham

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European markets next year.

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Polo Blue Linen

Colonial Blue







Sapphire Blue Linen

Indigo Blue

SUMMERTIME BLUES • Elegant designs

Manufactured to the highest standards

• Versatile and fit for any setting

• Very comfortable

01902 399764 • • FN352_Pages.indd ShankarJuly18.indd 103 1

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104 | Living Room

Impex Furniture (007 903 632 8934, specialises in upholstered armchairs, rocking chairs, gliders and related products. According to the company, rocking chairs are now considered a ‘must have’ in many households – particularly for those needing to relax after a long day’s work, and mothers trying to rock their babies to sleep. Adhering to a philosophy of comfort and warmth, Impex Furniture strives to offer its customers superior quality models, all made from high quality materials, and backed up by strong services. Its models benefit from: natural wooden frames and high quality components; reliable swing mechanisms; and a broad selection of colours and textures. Available quickly through large stocks, at competitive prices (and in demand allyear round), Impex Furniture’s offering would suit any retailer looking to broaden their offer and maximise floorspace


returns – anyone interested in being one of the first to bring this unique collection


of innovative armchairs and gliders to the UK market should contact the company to find out more.


GIE (02830 861678,

GIE’s mission is to build strong long-

“GIE has been a trusted supplier of

is a leading furniture wholesaler based in

term relationships with each customer,

hundreds of retail shops, and we look

Northern Ireland.

while offering an exclusive range of unique

forward to continuing our growth in this

home furniture products.

fast-paced industry.”

For over 30 years, GIE has operated as a family-run company, distributing furniture

“Over the years our customers have

Interested parties should visit GIE’s website to view its wide portfolio.

throughout Ireland and the UK. Today, it

become our friends,” says a company

offers an extensive collection of high quality

spokesperson, “and our furniture has

GIE is also currently seeking a motivated

products including upholstered furniture,

gone from strength to strength as we

sales agent to represent the company in the

beds, bedroom furniture, dining, occasional,

continuously launch exciting new products

UK – any enquiries should be directed to

garden furniture, home accessories and a

to meet – and sometimes set – new market, or by calling 02830

range of sofas.



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Wholesale WholesaleFurniture Furniture Wholesale Furniture Wholesale Furniture “We “We Travel Travel thethe World World soso you you don’t don’t have have to!” to!”

“We the World Worldsosoyou you don’t have “WeTravel Travel the don’t have to!”to!”

Tel: Tel: +44+44 (0) (0) 28 28 30 30 861861 678678I Email: I Email: patrick@gieireland.comI Web: I Web: www.gieireland.comTel: +44 Tel: +44 (0) 28 30 861 678 I Email: I Web:

Tel: +44 (0) 28 30 861 678 I Email: I Web:

Beds Beds Beds

Beds Dining Dining Dining


FN352_Pages.indd 1051 GIEImportsJuly18.indd

Sofas Sofas

Sofas Garden Garden


Furniture Furniture Furniture

Furniture Occasional Occasional Occasional


27/06/2018 21/06/2018 10:29

106 | Living Room


HFS Upholstery (01254 54266,

own collection of British-made sofas –

the past 30 years,” comments an HFS, manufacturer and

which has been designed to suit today’s

spokesperson, “and have seen the changing

importer of high quality Italian sofas, offers

market, offering highly-competitive pricing,

patterns in consumer spending. Today, retail

a wide variety of models in Italian leather,

and promising stockists suitably strong

prices must be under £1000 to see sales flow

soft-touch velour and more.


– we now have a range that will suit this

The company is currently launching its

“We have been in this industry for

trend towards value.”

T: 0800 012 1511 E:

The Plantation Rug Company’s Summer Makeover • 10 New ranges • New Indoor/Outdoor rugs • New 2018 catalogue in larger A4 format Find us on Facebook and Instagram for News & Competitions PlantationRugsJuly18.indd 1

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108 | Living Room

“The sun is out, and the customers have arisen from their slumber to be tempted by our giftware and dining sets,” says Febland’s (01253 600600, Stephen Ward, who is enjoying renewed interest in various product areas. “Our mix-and-match tables and chairs come in many colours and styles, and we add to this selection by upholstering in your own choice of fabric. “Meanwhile, the large clocks have been a winner, as both practical features and ensuring you can never be late! Then there’s our LED wire lamps, which are safe and effective, and our 3D wall art, which creates an illusion of movement.”

Kinetic wall art

Urbino Standard in fawn

This year, Sweet Dreams ( has enjoyed rewarding sales from its two imported fabric recliners. Urbino, a corner suite with two power recliners, has performed particularly well. Urbino comes in two variants: Standard, a four-seater corner; and Deluxe, a five-seater. Both feature solid construction and quality materials, comprising zig-zag springs and a solid wood/polywood frame. The seat cushions are made from high-density foam, and the back, polyester fibre. Urbino is available in two colours, fawn and smoky. Both feature a smart contrast leather trim to the sides. ‘This really has been a bestseller for us since its launch in January,” says sales manager Nick Williams. “The sit, the looks and the price combine to make it a very attractive proposition both to buyers and on the shop floor.”

Febland Group Ltd

Flag House, Ashworth Road Blackpool, Lancashire FY4 4UN

Tel: 01253 600 600 Email: FURnITURE sHOWROOM O p E n 7 Days a W E E k

FeblandJuly18.indd 1

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(leather air, black, grey, tan,brown) 2 week delivery UK

Itailian madras leather / match (black , brown, grey, ivory cream) COMING SOON

2RC2R £495 +VAT

3+2 £495 +VAT

SHARON Italian (munich suede soft touch brown, grey, cream, camel, charcoal) COMING SOON

3+2 £495 +VAT

KIERA Soft touch Italian fabric (grey, charcoal, brown, camel) COMING SOON

3+2 £495 +VAT



Fabric (cannes, metal, silver, cafe , bIscuit, ivory black) 2 week delivery UK

Fabric ( broken cord, mink, camel, charcoal, brown, silver) 2 week delivery UK

3+2 £495 +VAT

3+2 £495 +VAT

All our soft upholstery is available in various fabric ranges

HFS Upholstery Ltd Manufacturer & Importers Rosewood House, Rosewood Business Park, St James Road, Blackburn, Lancashire BB1 8ET T: 01254 54266 F : 01254 54244 M: 07890 566927 E:

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Baker Furniture (07739 087528, offers some 16 dining styles, including the contemporary Panama dining and occasional range. Panama offers 14 pieces, including two sizes of extending dining table, wide sideboard, console table, coffee table, lamp table and TV unit. Panama also features concealed extensions and sleek, easyto-clean ceramic tops. Baker Furniture plans to present new ranges alongside its successful Rustic Oak, Heritage and Reclaimed collections at the Manchester Furniture Show this month.


Wood Bros’ (01920 469241, 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 any dents.

In line with this year’s trending tones,

breathe new life into rooms of all sizes – the

offering a carefully-selected portfolio full

Shankar (01902 399764,

supplier has high expectations for models in

of fresh designs wholesale, through DHD – has brought a

these cool shades this year.

Shankar can provide a store-to-door service

new wave of blue models to its range, in

A family-run business, Shankar prides

fine fabrics across a range of attractive,

itself on being one of the UK’s leading

functional frames.

designers, importers and distributors

in just 24 hours thanks to its large stocks – or as direct container purchases. Shankar works hard to stay on top of the

of quality furniture. Based in the

latest trends in design, fabric, colour and

from rich colonial tones to sapphire and

West Midlands with a head office in

texture, bringing customers a constant flow

indigo, Shankar’s stylish and comfortable

Wolverhampton, the company specialises

of new ideas – all of which can be mixed

dining, accent and armchairs promise to

in hardwood dining furniture and chairs,

and matched to suit.

Sporting various colours of true blue,

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Beautiful For Armchairs - Current Best Sellers Something The Conservatory Or Veranda

High Back High Back Slat Granddad Slat Granddad Chair Ref. 122 Chair Ref. 122

High Back Slat BackSlat Back Fiddle Back High Back Rocking Chair Rocking Chair Rocking Chair Fiddle Granddad Fiddle Granddad Chair Ref. 123 Chair Ref. 123 Ref. 126 Ref. 126 Ref. 127

Smoker’s Fiddle Back Bow Chair Rocking Chair Ref. 125 Ref. 127


ALL AVAILABLE FROM STOCK FINISHING SERVICES AVAILABLE EMAIL OR CALL US TO REQUEST A BROCHURE AND PRICELISTLARGE OR SMALL QUANTITIES US TO REQUEST A BROCHURE AND PRICELIST LARGE OR SMALL QUANTITIES DISCOUNTFOR FOR COLLECTION COLLECTION DISCOUNT Please visit our website to see our full ranges - WWW.MANDPCHAIRS.CO.UK Please visit our website to see our full ranges - WWW.MANDPCHAIRS.CO.UK All enquiries to: Mike Hodgson – • Call: 07802 648383 Allor enquiries to: Mike Hodgson – • Call: 07802 648383 Paul Hodgson – • Call: 07469 819520 or Paul Hodgson – • Call:

07469 819520

M&P Chairs Advert.indd 1 M&PChairsJuly18.indd 1

13/06/2016 10:42 11/06/2018 11:30


Our service is second to none!


TEL: 07774 704744 Email: Bespoke mahogany service available upon request. KeenClassicsJuly18.indd 1

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Launching at the Manchester Furniture Show this month, the SW Bedroom Collection is one of three new ranges for autumn/ winter 2018 from Kettle Interiors (01536 444960, sales@ “We’re excited about the launch of the SW Bedroom Collection,” says sales director Simon Ainge. “Available in two exquisite colours, it demonstrates that paint finishes are still a major force, and helps us to strengthen our position as one of the UK’s leading suppliers of painted furniture.” Offered in classic white and new moonlight grey finishes, the timeless styling of the SW Collection promises to bring a touch of character and charm to any bedroom. Presented in an array of items including two sizes of bedside and various chests of drawers, this competively-priced collection is available from UK stocks through Kettle’s Wholesale and Stockist service, as well as mixed containers, supplied in just eight weeks.

Park Lane Beds (0121 389 4262, manufactures a strong range of beds and mattresses using locally-sourced natural materials including fine mohair, silk, wool, cashmere, bamboo and cotton. Made by skilled craftsmen with years of experience, the company’s popular range of Cool Gel and memory foam mattresses conform to the sleeper’s body shape, offering support while keeping them cool. As it strives to offer customers excellent value-for-money lines, Park Lane Beds engages in a process of constant improvement and innovation, backed up by superior customer service, handled by dedicated sales and support staff. Park Lane is also working hard to reaffirm its eco-conscious credentials, recycling its cardboard and plastics, and investing in energy-saving lighting throughout its factory.


Eric Mostert, Hästens Partner, Netherlands FED UP WITH PRICE MATCHING YOUR TOP END BED SALES? We have the solution. We want you to join The World of Hästens. For more information on becoming a UK stockist and selling Sweden’s finest handmade beds contact:


HastensJuly18.indd 1

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Mulliners Works 154 Bordesley Green Road, Bordesley Green, Birmingham . Mulliners Works B8 1BY. 154 Bordesley Green Road, Email Bordesley Green, Birmingham Tel: 0121 773.9969 B8 Fax1BY. 0121 766 741 Email Tel: 0121 773 9969 Fax 0121 766 741

GEL GEL FN352_Pages.indd 1131 SiestaBedsJuly18.indd

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114 | Beds & Bedroom

Hyder Living (01484 531000, has introduced the Magna ottoman. The clean, contemporary lines of the deep padded headboard, finished in a grey linen, makes the Magna style suitable for homes requiring modernity and space-saving storage. Alongside the winged Copenhagen, in a velvet-style fabric, and the tall and elegant headboard of Buckingham, Magna upholds Hyder’s reputation for leading ottoman beds. “Alongside our famed bunks, many retailers know the Hyder Living name for our stunning ottomans, and we’ve something of a reputation for delivering great quality and value in every style,” says director Biny Hyder. “Magna is a simply-styled ottoman that sacrifices nothing in elegance, space-saving practicality or sleeping comfort. Teamed with one of our Natural Collection mattresses, the sprung slatted

Duke 3000, one of the beds from Sweet Dreams’

base of Magna is sure to offer a perfect night’s sleep, as well

( luxury Royal Pillowtop collection, has

as provide ample room to hide away less-used items and spare

been performing well on the sales floor this summer. The bed epitomises classic comfort, offering a sprung pillowtop


with 1000 springs, 2000 pocket springs in the main mattress and a tufted luxury damask cover. Generous layers of traditional fillings make it ideal for those looking for sufficient support with no stinting on comfort. A lined base is now available, in a choice of four colourways – chocolate, black, cream and gunmetal – and the castors come gold coloured on chocolate and cream, and chrome coloured on black and gunmetal. As with all the beds in the Royal Pillowtop collection, Duke


3000 comes in three sizes – 135, 150 and 180cm. As well as drawer options there is a choice of three ottomans – side opening, front



opening and half front opening, plus a three-store option (half ottoman with drawers).




World of Opportunity


Engage a

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.

For more information about the Modern Living Collection, please contact us by email at or call 01484 427 373.

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

Deluxe Beds, Beacon Street, Birkby, Huddersfield, HD2 2RS, United Kingdom

FN352_Pages.indd 114


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

Deluxe Beds have spent twenty years honing their craft and building bed after bed to create the varied Modern Living Collection of over 20 beds. From soft to firm, open coils to pocket springs, from memory foam to latex, you can choose from a number of beds with unique features to best satisfy your customers, regardless of their requirements.

DeluxeBedsJuly18.indd 1


07/06/2018 IAFP_FNQP.indd 16:47 1

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Park Lane - Trade Ad A4 2018.pdf












FN352_Pages.indd 115 1 ParklaneBedsJuly18.indd

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Central Hall | Stand: A1



Central Hall |STAND Stand: A E-80


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shepherd castors and corner guards • Headboard & divan bases available in ten• Divan base fitted with Bronze Bezel • 2 rows of hand-stitched mattress borders Bezel • Headboard divan bases available ten • &Vertical stitched mattressin borders Amber different colours of fabric with handles and air vent Royale deluxe Amber different colours of fabric • Chenille effect divan base • 3000 High woven damask fabric • Over 3000 air suspension pocket springs in king size mattress. 1000 pocket springs inpocket a king size mattress • Over airquality suspension pocket springs in king size mattress. • It has over••1000 individual nested Storage option available It has over 1000available individual nested pocket• The • Medium firm sleep with a 13.5 • Storage options Royalty mattress is made from soft cotton felt, pure lamb’s • Natural silk, and cashmere fillings • The• mattress made from soft cotton felt, pure lamb’s springs in a size mattress • king Available in WOOL various different Headboard & divan available in ten springsisin a king size bases mattress spring unit withcolours rod frame wool, silk and cashmere. • Luxury micro-quilted pillow top mattress • Several layers of luxurious fillings • Foam edge encapsulated support, adding wool, silk and cashmere. coloursofofluxurious fabric fillings • different Several layers • Generous layers of polyester fi a knitted • High quality viscose fabric. • with Hand tuftedstretch finish to thecover sides the mattress • High fabric. • quality Handviscose tufted finish • ofMicro quilted mattress finish • Hand tufted mattress finish with pure woollen rosettes. • Natural 2 rowsLatex of hand-stitched mattress borders • • fillings Micro quilted mattress finish • Hand finish with pure woollen rosettes. • tufted 2 rowsmattress of hand-stitched mattress borders • Vertical stitched mattress bord with handles and air vent • 3 rows of hand side stitched mattress borders. handles and air vent • Soft pocket touch•knitted wool fabricdivan base • 3 rows with of hand side stitched mattress borders. • 3000 air suspension spring in aeffect Chenille High quality woven fabric • Air •ventilators and stitchdamask handles. High quality woven • flag Non-turn mattress (rotatable) king size mattress • Air •ventilators and flag stitchdamask handles.fabric • Storage option available • Storage options available • base Storage available • Divan base fitted with shepherd castors and corner guardsdifferent c • Divan fittedoptions with shepherd castors and corner guards • Available various • 3 rows of side stitched mattress borders • Headboard & divan bases availableinin ten Gel Memory 2000 • Headboard & divan bases available in ten with air vents and handles different colours of fabric different colours of fabric • 2000 pocket sp • No turn mattress • Memory gel an • A wide range of luxury base options • Luxurious soft to available in a choice of colours • Air flow mattres • Micro quilted m • No turn mattres Royalty Britannia Royalty • Body pressure re • Micro quilted d Memory Gel 2000 Memory Gel 2000 • Luxury micro-quilted pillow top mattress with a knitted • Mayfair 9000 heat treated pocket springs in a king size m Memory Gel 2000 • Luxury micro-quilted pillow top Mayfair mattress with a knittedcastors and link stretch cover • Fillings include pure lamb’s wool, silk and cashm 2000 pocket springs in a king size mattress • Memory elastic foam on an Orthopaedic spr •• 2000 pocket springs in a king size mattress stretch cover •a king Memory elastic foam onand an • Memory gel and soft layers of fillings • 2000 pocket size mattress • Natural Latex fillings • • 4springs rows ofinmattress side stitched mattress borders, alsoOfi Air flow borders with handles • Memory gel and soft layers of fillings • Natural Latex fillings • Luxurious soft touch knitted fabric • Airofflow mattress borders with • Memory gel air and soft layers fillings • 3000 suspension pocket in afabric king size mattress vents flag stitched handles. brass airand vents • airLuxurious soft touchspring knitted • 3000 airLuxurious suspension pocket spring inbrass afabric king size mattress • Air flow mattress borders with air vents air vents • soft touch knitted • Shapes to the contours of your body • 3 rows of side stitched mattress borders air vents • Hand tufted mattress finish with pure •• Air flowquilted mattress borders with airwith vents Tel: 0121 773 6669woollen | Micro mattress finish • 3 rows of side stitched mattress borders with air vents • Shapes to the contours ofFax: you • Air flow mattress borders with air vents • Micro quilted mattress finished in HEALTH ••handles. Micro quilted mattress finish and • Superior quality damask fabric. WWW.SLUMBERDREAM.CO. No turn mattress (rotatable) • Micro quilted mattress finished • Micro quilted mattress finish and handles. GUARD anti-static stress free knitted fabric turn mattress (rotatable) • No•turn mattress • Divan base fitted with anti-static chrome glides. • No Body pressure relief hypo allergenic turn mattress (rotatable) GUARD stress free kn • Available in six different Faux Suede colours • No•turnNo mattress • Body pressure relief hypo allergenic • Micro divan withavailable shepherdin a • A wide rangequilted of luxury basebase options • Body pressure relief hypo allergenic • Available in six different Faux S • No turn mattress (rotatable) • A wide range of luxury base options available in a • Micro quilted divan bars base with shepherd Royalty and linkage Royalty Britannia choice castors of colours • Micro quilted divan base with shepherd • No turn mattress (rotatable) castors and linkage bars choice of colours castors and linkage bars Memory Gel 2000 • Luxury micro-quilted mattress with a knitted Memory Gel 2000 • Luxury micro-quilted pillow top mattress with a knitted • pillow 9000top heat treated pocket springs in a king size Mayfair stretch cover stretch cover • Fillings include pure lamb’s wool, silk and cash • 2000 pocket springs in a king size mattress • 2000 pocket springs in a king size mattress• Natural Latex fillings Tel: 0121 773 6669 | Fax: 0121 773 6788 • Memory elastic on an • Natural Latex fillings • and 4 rows side stitched borders, also • Memory gel softof layers of fillingsmattressfoam SlumberdreamNov17.indd 1 • Memory gel and soft layers of fillings SlumberdreamJuly18.indd 1 FN352_Pages.indd 116 27/06/2018 10:30 • 3000 air suspension pocket spring in a king size mattress WWW.SLUMBERDREAM.CO.UK • Air flow mattress borders with • Luxurious soft touch knitted fabric • 3000 air suspension pocket spring in a king size mattress air vents and flag stitched handles. • Luxurious soft touch knitted fabric brasswith air vents • 3 rows of side stitched mattress borders air vents

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Bronze Royale deluxe • 1000 pocket springs in a king size mattress

• Natural silk, WOOL and cashmere fillings

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06/11/2017 10:45

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118 | Beds & Bedroom

Eco Comfort Pocket 1200 – still a Which? Best Buy

SUSTAINABLE SLEEPING IN A CLEANER WORLD Silentnight has launched the Eco Comfort mattress collection – a high quality range, and a reflection of the bedmaker’s efforts to contribute towards a greener planet. With 150 plastic bottles in each mattress, Silentnight has already prevented some 105 million plastic bottles from entering the sea or going into landfill. MD Steve Freeman says: “Programmes such as Blue Planet are

and investing in more ways to re-use recyclable materials.” Silentnight’s revitalising Eco Comfort layer can be found across a wide range of mattresses for adults, children and teenagers. Adults looking to experience Eco Comfort can find a range of

showing us the true cost plastic waste has on the environment.

mattresses in every size and comfort in Silentnight’s Signature

Footage of marine life living amongst plastic waste is extremely


hard-hitting and difficult to watch. The world needs to change the

Young children can enjoy all the benefits of Eco Comfort too,

way it deals with waste, and at Silentnight we are committed to

through the Healthy Growth range, while babies can enjoy a

doing our bit to lead the way, particularly with sustainability and

breathable, safe and supportive sleeping experience, thanks to the


Safe Nights cot mattress range.

“Sustainability has been ingrained within the business for a long time, but we are constantly researching new recycling technologies

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“Our eco range has proven a huge hit since its release,” Steve continues. “Both sustainable and extremely comfortable, the

27/06/2018 10:30

Beds a& Bedroom | 119

mattresses give customers two reasons to sleep soundly at night. The range is also cost-effective,

Sandy Luk, chief executive at MCS, says:

programme to improve our fuel efficiency

“Here at MCS, we want to see a reduction

and route planning in a bid to reduce carbon

in the number of single-use plastic bottles

emissions.” Last year, Silentnight was awarded The

attracting praise from the likes of Which? –

in circulation. That means ensuring that

judges recently re-awarded the Eco Comfort

we avoid using them as much as possible.

Furniture Makers’ Company Sustainability

Pocket 1200 mattress with Best Buy status

Recycling existing material into mattresses

Award, in recognition of its commitment to

for the fourth year running, describing it

is another solution to the growing waste

sustainable manufacturing.

as “one of the best-value mattresses we’ve

problem, and we’re delighted to partner

Dr Tony Smart MBE, master of The


with Silentnight. The funds received will

Furniture Makers’ Company, comments:

contribute to our work to protect the marine

“Silentnight successfully demonstrated how


sustainability is engrained in all business

In line with its efforts towards sustainable conduct, Silentnight has gone into

areas by highlighting specific achievements

partnership with the UK’s leading marine

Last year alone, 568,000 pieces of litter

charity, the Marine Conservation Society

were removed from British coasts as a result

(MCS), pledgeding financial support to the

of MCS’ campaign – and Silentnight has

society to help ensure the seas around us

already played a vital part in improving the

“We’re delighted that our commitment

are healthy, pollution-free and protected,

local environment.

to social, economic and environmental

while maintaining the beauty of Britain’s

“In the past year alone,” says Steve, “we

and changes.” Steve is proud of every achievement.

sustainability has been recognised by

have prevented 105 million plastic bottles

this prestigious independent award,”

from ending up in landfill or the sea – this

he says. “Through eco-friendly product

will be getting involved with the charity’s

is enough plastic bottles that, if laid end

development, progressive work practices

wider initiatives, such as beach cleans,

to end, they would stretch from London to

and our partnership with the MCS, we’re

to protect our seas and the fascinating

the South Pole and back again, and we are

helping our world become a green and

creatures that live beneath them,” says

incredibly proud to be making a difference.

coastlines. “As well as financial backing, our staff


“We have also developed a new

happier place to live and work.”

The Safe Nights cot mattress range offers babies and toddlers a breathable, safe and supportive sleeping experience

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120 | Beds and Bedroom

CALLING THE BEST IN THE BUSINESS … It’s time to celebrate the inspiration, design and innovation in the UK bed industry. As the deadline fast approaches for the eighth edition of its prestigious Bed Industry Awards, the National Bed Federation (NBF) is calling for businesses of all shapes and sizes to enter this year’s industry honours … Renowned for being a celebration of excellence in the trade, the format and categories of the NBF Bed Industry Awards remains

accolade, which we are all extremely proud of. “Being named NBF Bed Manufacturer of the Year (over £10m

similar this year, yet sees the introduction of two new online retail

turnover) is an incredibly welcome achievement that further supports


and reinforces our ongoing efforts to establish and grow Hypnos in

The categories are: Large Retailer of the Year (more than £5m

our existing retail and hotelier customers that we are a trusted brand

beds turnover); Small Retailer of the Year (less than £5m beds

which values and practices supremely high quality standards at every

turnover); Small Online Retailer of the Year (less than £5m beds


turnover); Bed Manufacturer of the Year (more than £10m turnover);

Liz Colleran, sales and marketing director at Duvalay, comments:

Bed Manufacturer of the Year (less than £10m turnover); and Bed

“In bed manufacturing terms, we’re still relatively new on the block

Component Supplier of the Year.

- having launched our first range of beds and mattresses for the

This year’s NBF awards will be judged by a five-strong panel that comprises: Roy Beagent, Minerva’s group business manager; Richard

“We’ve had amazing recognition since then – winning Best Medium-Priced Mattress from The Independent and receiving official

Greenwood Retail; Peter Mallinson, AIS merchandise director; and

approval from the Good Housekeeping Institute and Mumsnet. But

Jessica Alexander, executive director of the NBF.

to receive such a prestigious award … winning Bed Manufacturer of

Tuesday 18th September at Telford International Centre, which will be hosted this year by former rugby star and TV presenter, Martin Bayfield. “The Bed Industry Awards have become an integral part of the Bed Show,” says Jessica Alexander. “After a successful day at the

the Year (under £10m turnover) from the NBF has been our proudest achievement to date. “Knowing that our industry peers recognise the progress we have made and that we are contributing positively to such a crowded “Our award win has led to game-changing conversations with retailers, buyers and distributors that may otherwise not have been

achievements of bed manufacturers, suppliers and retailers who work

possible, both in the UK and overseas – as a result, we’re more

tirelessly to innovate, put new practices into place and go the extra

excited about the future than ever!”

“The awards have certainly become a coveted accolade, and it’s great to see the competition get fiercer each year. And don’t just take our word for it – listen to what some of the winners say …” Chris Ward, group marketing director at luxury bed manufacturer

Jessica adds: “Large or small, if you think your business has shown some real progress over the past year, then enter. You’ve got to be in it, to win it!” More details on the NBF Bed Industry Awards, including how to

E f

enter, are available on the Bed Show website. The closing date for

and Royal Warrant holder Hypnos, says: “This award carries a great

entries is 20th July.

deal of kudos within the bed manufacturing industry and is a huge

FN352_Pages.indd 120

B a t

marketplace means everything to us.

show, it’s fantastic to get the industry together to celebrate the


T i a fi

home less than three years ago.

de Melim, editor of The Furnishing Report; Bernard Eaton, MD of

The winners will be announced at the Bed Show Gala Dinner on

R m p

new markets, both those in the UK and overseas. It also reaffirms to

beds turnover); Large Online Retailer of the Year (more than £5m

27/06/2018 10:31

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The NBF is fighting back – investigating dubious products and businesses and reporting our findings to trading standards. 24/04/2018 10:31 13:56 27/06/2018 22/06/2018 11:44

122 | Beds & Bedroom

Dormeo Octaspring

FOR EVERY BODY, BEDROOM AND BUDGET Dormeo, one of the UK’s fastest-growing mattress brands, is investing in every area to sustain its impressive growth in a rapidly-expanding market … From its smart new UK offices, the brand is adhering to its mission “to be different and better”. With a focus squarely on continued growth, Dormeo continues to make significant investment in product development, people and systems. Given the competitiveness of the market, Dormeo is

Dormeo UK MD Mike Pitt says: “We look forward to further growth globally and here in the UK through supplying our valued retailers and consumers, and to expanding the Dormeo presence in an already-growing number of national and independent retailers.” Known for promoting health and wellbeing through innovative product to help allergy sufferers, the brand continues to go the extra

understandably choosing to keep details of its forthcoming product

mile – its ranges include fabric treatments infused with aloe vera

launches under wraps. However, the company has alluded to the

for a naturally smooth touch, green tea to help revitalise sleepers,

fact that most will feature Dormeo’s exclusive, patented Octaspring

and Clean Effect for extra protection against dust mites, bacteria and

technology, so the gradual expansion of this top-of-the-range


collection will ensure more consumers enjoy the benefits of superior comfort. Dormeo has steadily increased its presence at trade and consumer

Dormeo is committed to offering the best product at the best prices, coupled with the best possible customer service, and increased competition from new bed-in-a-box concepts has only galvanised it

exhibitions to build brand awareness, at which it has delivered its

to develop more innovative technology, design and fabric treatments,

message on the importance of healthy sleep. London’s Grand Designs

and advance operational methods in line with its eco-friendly

Live was the most recent opportunity to do so, and feedback from the


show’s style-conscious visitors was enthusiastically positive.

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124 | Beds & Bedroom

Canberra 4000 full-/half-lift ottoman

BEHIND DEEPSLEEP’S RAPID RISE TO FAME It has been a busy 12 months for Ossett-based bed manufacturer Deepsleep Beds, comprising various exhibitions, new models, machinery and vehicles – all of which is helping Deepsleep attract a growing stockist base … Last year’s Manchester Furniture Show was Deepsleep Beds’ first

automated base-wrapping machine is set to ensure Deepsleep’s bases

national exhibition, and gave the trade a taste of what to expect over

are delivered with even greater protection.

the coming months. There, Deepsleep introduced innovative base, headboard and

All this investment in machinery and facilities would be to no avail without adequate transport to ensure regular deliveries are made

mattress designs – and its portfolio was later bolstered through the

to Deepsleep’s customers on short lead times – so the company is

launch of new models at this year’s January Furniture Show and

currently expanding its delivery fleet, with six new vehicles on order.

Scotland’s NorthPoint, all of which placed an emphasis on design

Deepsleep Beds is now looking to the future, developing new ideas

and improved comfort, under the tagline of Comfort and Style in the

for its portfolio, and employing some of the latest materials to make


the mattresses even more comfortable and appealing, alongside

These included an ottoman version of the already-successful

the company’s ongoing search for fresh co-ordinating base and

Chelsea contemporary base on legs, in side- and half-end lift

headboard fabrics, which promise to further broaden the appeal of its

variants. New open-coil and pocket-sprung mattresses were also

beds from a furnishing perspective.

introduced, to take advantage of growing demand for pillowtop

T 01924 274465

mattresses. These were joined by new headboard designs, plus


a major change to Deepsleep’s bases, which became bolt-free in connection. Deepsleep Beds will next be exhibiting as a guest at Minerva’s

Premier Rest

Autumn Furniture Show in October. Behind all this activity is significant development at the back of house, with continued investment in all areas of the factory to accommodate growing demand and maintain minimum delivery lead times. Reconstruction of the warehouse has enabled improved use of the space, thanks to investment in high-rise racking to make raw materials more readily be available to each department, as and when required. A new border quilting machine has been installed to improve the look of Deepsleep’s mattress borders, along with an additional up-to-the-minute border tack machine to cope with the demand for improved look and finish. Finally, the installation of a new high-tech

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27/06/2018 10:32


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Style and comfort in the bedroom

T • 01924 274465 | F • 01924 278280 |

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27/06/2018 10:33

Your natural sleep choice

Unit 2, Warneford Avenue, WakeďŹ eld, Ossett, WF5 9NJ

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25/06/2018 27/06/2018 16:58 10:33



Gavin Boden

You’ve gotta be in it to win it


Furniture sales and marketing professional

know that I keep harping on about furniture retailers working

displayed. You wouldn’t take something from your shop floor and

with the internet and not against it. Well, while out visiting

leave a space, or have a discontinued piece of furniture on the floor

retailers recently, I’ve noticed how right I was – because the

which you can no longer sell – so why would you do this on your

most succesful independent furniture retailers I’ve visited over the

website? After slow transition speeds, the biggest annoyance for

last few days have a strong presence online, and reiterating what I’ve

consumers visiting websites is discovering that they are out of date,

said previously.

with gaps, missing images and discontinued products.

I don’t want to add to the debate of whether or not independent

Also very important is SEO (Search Engine Optimisation). Done

retailers need to be online – the jury is no longer out on that. What I

well, this can get you onto the first page of the top search engines

would like to do is add more information on what you need to know

(Google, MSN, etc). If you’re not on the first page, you might as well

when entering the wonderful world of the web.

not be there at all.

So, you own an independent furniture retail store, and have done

One of my customers, Neil Barker from E Barkers in Sheffield,

for the last 1,000,000 years. Up to 10 years ago it was easy and

said: “We pay £40 a month to because it’s

enjoyable, but over those 10 years it’s evolved from this adorable

the best SEO analytical software I’ve seen. I’ve spent hours getting our SEO score up to 86/100 – which is higher than DFS at

cuddly puppy which furnished you with fluffy loving affection to bite your hand off. You’ve taken advice from some clever people

day, you probably spent a lot of money on weekly, colourful full-page ads to get that traffic through your door. Now, instead of spending that spare cash (yeah, right!) on different forms of media, like radio advertising or getting

your brand seen for five seconds in between Coronation Street and Emmerdale (normally fast-forwarded), you need to spend that money on building a functional, easy to use, inviting website, and – equally important – maintaining it.

First of all, you must decide whether you want to attract

page for just about every search in our locality now. You’ve got to get your SEO score as high as you can to ensure you’re doing all you can to appear at the top. You’ve not got

£ £ £

since died a horrible death. Back in the

£ £ £

than the local newspaper, which has long

the home page, for example. We are on the first


marketing budget on the internet rather

£ £ £ £

and decided you are going to spend your

£ £ £

84/100, and higher than Ponsford at 80/100 – taking


into this hungry, horrible, animal which is more likely

a prayer if you don’t do your best with SEO.” While out on the road I also spent time with Mike Robinson from Robinsons Interiors in Aylesby Lincolnshire. Five years ago he took the decision to focus his energy on trading online – now it is

95% of his turnover, and last year he moved his showroom away from the high street, and now pays 80% less on rent and rates, and has 20% more space. He has a dedicated, employed two-man delivery team,

puts no prices on his website, and answers 90% of his enquiries

customers from your local area or deliver all around the country.

personally, as he would if the customers came into the shop. His

Both are completely viable, as long as your business has the

marketing budget now goes on a part-time employee who looks

procedures in place to make it happen. If you decide to go for it

after “cleaning and maintaining” his website, driving traffic and

and supply the UK, then you need to remember that because of the

maintaining a stable social media reach.

Consumer Contracts Regulations ( – previously the Distance Selling regulations) you must have a procedure in place to allow for the customer to send the order back at any time, for any reason, within the first 14 days after delivery. To avoid this, you will have to do everything in your power to make sure the customer is happy – the product is as described, clean, in perfect condition and professionally delivered. I would suggest employing a full-time member of staff to build the website, maintain it and attend to all your social media marketing (very important). It is no good getting the cheapest web developer (or sometimes the most expensive) around to build you a website – 99% of the time it will be false economy. By all means, have a look at successful competitor sites and see who has built them, but in the long run a dedicated employee will bring better results. Try to see your website as your showroom. It needs to be fresh, inviting, warm, easy to get around, clean and tidy, and well

FN352_Pages.indd 128

You wouldn’t take something from your shop floor and leave a space, or have a discontinued piece of furniture on the floor which you can no longer sell – so why would you do this on your website?”

27/06/2018 10:33


What is Glider? • A new technology of rocking chair with a reliable pendulum mechanism providing a new level of comfort • More exciting than an ordinary armchair, much cheaper than a recliner • From leading manufacturer of rocking chairs and gliders

T: +7 903 632 8934 FN352_Pages.indd 129 MebelImpexWoodJuly18.indd 1

27/06/2018 18/06/2018 10:33 16:05

130 | Opinion

He also spends a good part of his budget on Pay Per Click (PPC) with Google, of which he said: “PPC is the equivalent of paying to get on the inside-front facing page of the local paper in the old days.” This gets you to the top of your desired search, and you only pay when a consumer clicks the link to your website. He added: “A well-orchestrated PPC campaign can generate over £40,000 worth of business, and will cost you the same as an advert on the radio.” We sat for over an hour in his office looking at his Google Analytics statistics and comparing them to last year – how many times his site has been viewed, where the traffic has come from (search engine, social media, etc), how long the customer spent on the site, etc. He said that this type of information is critical to his business, and invaluable when delegating resources to different areas. I am so disappointed that the majority of furniture retailers in the UK just aren’t getting it. I speak to so many retailers who don’t have a website, that don’t see the importance of having a presence online, be it a website, Facebook profile, Instagram, etc. I also encounter business owners that have a website but don’t look after it, don’t spend any money on it or understand that over 80% of prospective customers do their homework online before they come out to buy furniture. If you don’t have a website or social media presence, or your website is out of date or ugly, then those prospects won’t even set foot in your beautiful store.

Got a view you’d like to share with the trade? Get in touch with the editor at

Ye Olde Traditional… F FINI





01604 890956

E: or

YOTFC Ltd. 3 Roe Farm, Cogenhoe NN7 1NL YeOldeJuly18.indd 1

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Beech Amish also available with oak seat

20/06/2018 11:26

27/06/2018 10:33


Nordic style

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134 | Showtime

THE IRISH FURNITURE AND HOMEWARES SHOW The Irish Furniture and Homewares Show (IFHS) is packed full of exhibitors ready to present their furniture and homewares to over 1000 expected Irish trade buyers, in what promises to be the biggest and best edition yet …

IFHS is a successful, Irish-led furniture tradeshow for the Irish market - the only

done, year after year.” IFHS presents major suppliers of

Promising over 85 exhibitors, plus a dedicated services hub launched in response

one of it is kind in Ireland, and attended

upholstery, dining, bedding, cabinet and

to growing interest from trade services

by many of the country’s top furniture

accessories, reflecting both manufacturers

providers, this year’s IFHS is set to deliver

suppliers and businesses.

and distributors.

valuable sourcing opportunities to visitors

Now in its fifth year, IFHS has grown

“Backed up by a targeted database,

from Ireland and further afield. A full list of exhibitors can be found on

steadily since its inception. Originally

the show brings furniture industry peers

conceived from a need to boost Ireland’s

together each year to get an in-depth view

the IFHS website.

furniture industry, the exhibition quickly

of what’s available in the furniture and

became an essential trade show for the

furnishings industry, and to plan and place

national market.

orders for the year ahead,” says Enda.

“The philosophy behind IFHS is that

In 2016, the show saw the launch of

people do business with people, and that

the Irish Furniture and Home Awards,

continues to be its driving force today,” says

giving industry suppliers an opportunity to

IFHS’ marketing manager, Enda Moran. “It

promote their best products, and reflecting

is this philosophy – along with our targeted

the innovation and efforts taking place in

marketing efforts – that bring the right

the Irish market – the winners of this year’s

people together, ensuring good business is

edition will be announced at the show.

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Where? National Show Centre, Dublin When? 18th-21st August, 2018

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136 | Showtime

CIFF SHANGHAI Since its launch in 1998, CIFF – in the form of the Guangzhou edition each spring and the autumn show, recently relocated to Hongqiao, Shanghai – has grown healthily over 41 editions, and is now regarded as a global platform for the world’s largest furniture market …

The two phases of CIFF Guangzhou that

collaborated to bring the audience more

experience – these will include the East

took place in March attracted more than

high-end domestic and international

Design Show, Milan & Shanghai Creative

4100 exhibitors, including some 90% of

brands, original design elements and

Twin City, the Pinnacle Awards Asia-Pacific,

China’s most influential brands, plus many

cutting-edge industry trends.

China Design Forum, China Interiors &

major international furniture companies.

CIFF Shanghai will cover the entire

Decoration Conference, Design Dream Show,

According to the fair’s organiser, the event

National Exhibition & Convention Centre,

Office Life Theme Pavilion and the City Art &

was eminently successful, attracting 195,082

across some 400,000m2. Around 2000

Design Tour.

visitors from all over the world.

exhibitors will present new products for an

As a leading Chinese furniture exhibition,

expected 100,000-plus visitors, bringing

CIFF is fast becoming an essential trading

edition of CIFF, which will bring new energy

the entire supply chain together and

platform for the global industry, and the

to the furniture sector in the impressive

covering home furniture, decor, textiles,

Shanghai 2018 edition promises to be

Hongqiao setting.

plus outdoor, office, commercial and hotel

stronger than ever.

furniture, alongside furnituremaking

The focus now moves on to the 42nd

The organiser expects great things from this edition, which promises to closely explore the relationship between design and lifestyle. It will be complemented by China’s

machinery and raw materials. Highlights will include the International & Design Hall (3) and Fashion Furniture Hall (4.1), as well as the Shanghai International

national exhibition industry team, China

Furniture Machinery & Woodworking

Foreign Trade Guangzhou Exhibition

Machinery Fair, co-organised by CFTE and

General Corporation (CFTE), as well as


China’s largest furniture mall, Red Star Macalline. These two industry giants have

FN352_Pages.indd 136

Diverse satellite and partner events will help create an even more rewarding visiting

Where? National Exhibition & Convention Centre, Hongqiao, Shanghai When? 10-13th September, 2018

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138 | Showtime

INEGOL FURNITURE FAIR Taking place at Modef Expo in Turkey’s furniture capital, the 40th Inegol Furniture Fair is set to present international visitors with a wealth of sourcing opportunities …

Modef Fairs aims to ensure exhibitors

Supported by key Turkish trade

Modef Fairs. “Our sole focus is furniture

associations including the Inegol Furniture

manufacture, and offering international

and visitors can come together and do

Manufacturers Association, Inegol Chamber

customers a reliable service – we can

business, to better uncover the region’s

of Commerce, Inegol Carpentery and

produce to FR requirements, and in line with

untapped potential – to to learn more about

Furniture Makers Chamber, organiser Modef

IFS Laboratories in the UK. Also, our wood

the show’s complimentary visitor package,

Fairs works hard to promote the region’s

and wood-based raw materials are certified


furniture production capabilities at every

by international audits.”

opportunity. The October exhibition – another show

The fair works closely with local authorities to ensure visitors are able

tailored towards the domestic market takes

to enjoy what the city has to offer, such

place each March – reflects Turkey’s largest

as sampling the city’s world-famous


furniture manufacturing community within

meatballs, or visiting the local caves,

Modef Expo, Inegol, Bursa, Turkey

a 28,000m2 covered exhibition space.

Turkish baths, and snowboarding

“We have around 200 top manufacturers,

opportunities on Uludağ mountain.

offering European-level design and quality,”

Additionally, Inegol is just two hours away

comments Yavuz Ugurdag, chairman of

from Istanbul.

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When? 23rd-28th October, 2018

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23/28 OCT OBER

Designed by Mehmet Ozdurak Atolye A At olye Inegol



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142 | Trade Services

The National Bed Federation (NBF, is stepping up its due diligence with the introduction of a random testing programme of both member and non-member products. The Due Diligence Testing Programme has been developed by the NBF to strengthen its Code of Practice, after conducting a pilot exercise earlier this year. Starting this month, up to 50 mattresses, bases and headboards annually will be purchased on the open market and put through their paces against the criteria of the NBF Code of Practice. Products will be subject to flammability tests, then cut open and their specifications checked against marketing claims. The test results will be shared with all companies – both members and non-

Godfrey Syrett’s principals are looking to the future with TSG

members – and more serious findings could be reported to Trading Furniture manufacturer and designer Godfrey Syrett has outsourced


its IT support and services to Technology Services Group (TSG, The North-east firm also recently invested £1.5m in manufacturing technologies, demonstrating its commitment to digital transformation. TSG will take care of all of Godfrey Syrett’s IT support, from its infrastructure to end-user support. Godfrey Syrett has also invested in TSG’s SystemCare offering, a remote monitoring tool that identifies and fixes bugs before they become an issue. David Brown, IT manager at Godfrey Syrett, says: “With the rapid pace of technological and digital change, it was clear that it would be beneficial to outsource our IT to a well-known and trusted IT provider rather than trying to manage this ever-changing landscape using an in-house model. “TSG demonstrated that they had the expertise required to help deliver and expand our IT strategy and support the business today, as well as assisting us with our future growth plans.”

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144 | Trade Services

Who knows the needs of the furniture trade better than the trade itself? When wholesaler Baumhaus was unable to find a delivery service operating to the high standards it required, it ended up launching its own …

FORWARD MOTION Today, Kinetic Logistics delivers furniture, electricals and other fragile goods to hundreds of UK retailers, including Wayfair and Costco. Based in Upper Heyford near Bicester – together with Baumhaus – the service provider offers warehousing, drop shipping and home deliveries, and is meeting growing demand for two-man, white-glove, room-of-choice deliveries. “Kinetic Logistics was born out of the requirement of our furniture company,” says director Phil Dickens, who works across both businesses. “Absolutely nobody operated to the delivery standards we needed – safety, order trails, etc – so we know where the headaches lie.” Customer

set out to eliminate these complaints, and

confusion, onerous administrative duties,

earned itself a reputation for product care,

own fleet – and when his trade customers

poorly-timed deliveries, goods damaged in

customer service and reliability.

started asking if they could use his delivery

transit … the list of things which can (and,

“Our operation is highly automated,

services themselves, Kinetic was born.

too often, do) go wrong during a furniture

which eliminates mistakes,” says Phil.

“The company was set up for furniture

delivery is endless. By marrying its trade

“Indeed, our delivery success rate on the

people, by furniture people,” he says, “so we

experience with new technology, Kinetic

first attempt is 94% – and, as far as we

had to do it ourselves.” Phil explains how Baumhaus bought its





CONTACT US TODAY: 01869 233 317 |

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Trade Services | 145

know, our returns rate is the best in the

shipping is imperative for companies which

few take advantage of this opportunity to

industry, at less than 0.01%.”

don’t hold their own stock.

simplify the entire operation and remove the

Aside from deliveries to Ireland and

“The majority of our customer base is

need for manual input.” Thanks to its unrivalled industry insight

northern Scotland, Kinetic only utilises

now quite tech-savvy, and these companies

its own drivers. Each vehicle is installed

have solid infrastructures behind them,”

and technological nous, this home delivery

with a minimum of three CCTV cameras

he adds, noting that Kinetic has offered

specialist is making good headway in a

to ensure there’s no mishandling, and the

full integration and EDI (electronic data

world in which fulfilment is fast becoming

product packaging is checked for damage at

exchange) for over a decade. “The bigger


multiple stages of each journey, ensuring

retailers tend to offer service providers the

T 01869 233317

full accountability. Customers can check

ability to integrate with their systems, but

the progress of their delivery at every stage via Kinetic’s intuitive user app, minimising frustration and miscommunication. “We handle customer service ourselves,” says Phil, “and it’s a seamless process.” Kinetic is also able to anticipate and overcome certain industry-specific foibles. “Furniture deliveries often come in multiple packages, and unless they’re labelled effectively, it’s not difficult for one of these to go missing,” says Phil. “We have our own advanced track-and-trace system that works incredibly well – if it didn’t, Costco wouldn’t trust us to deliver their top-ofthe-range 4K televisions!” Kinetic’s customer base covers retailers and suppliers, bricks-and-mortar and online. “The reliability of our pick-up speed is particularly important for our ecommerce clients,” says Phil. “The punctuality of drop

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146 | Trade Services

ALWAYS ON THE LOOKOUT FOR NEW VENDORS At its Alfreton, Derbyshire salerooms, Midland Furniture Auctions (MFA) is facing a happy dilemma – as soon as it puts furniture into its popular auction it sells, leaving the auction house constantly searching for new stock … Each week, MFA’s saleroom is flooded with customers looking for a great deal, according to the auction house, which juggles the difficult task of keeping the buyers happy and the vendors pleased with the sale price. MFA has a proven track record of auctioning end-of-line, seconds, returns and excess furniture, creating a fast and efficient way for vendors to clear stock. There is always high demand for every type of furniture in the latest styles – sofas may be the most popular sale in general, but MFA says that the buyers are keen to purchase anything from colourful rugs to quality mattresses.

For over 10 years, the auction has averaged hundreds of item sales each Wednesday. Unlike some auction houses which sell furniture alongside all kinds of stock, at MFA furniture is the sole focus, and this concentration on the market is the main reason it keeps selling stock so well, and can readily and accurately anticipate what buyers want. Conveniently situated in the East Midlands just off Junction 28 of the M1, MFA’s location is an easy place at which to drop off stock for auction. MFA is always trying to prove it can provide vendors with a top-rate service, and consequently it offers a no-sale, no-fee-topay policy, so sellers have nothing to lose by trying the service. Dean Carpenter, senior auctioneer at MFA, says: “The demand for auction furniture is big and I think buying habits are changing with the decline of the high street. One advantage we have over online businesses is that buyers can physically see the stock before buying it – something our buyers tell us is a primary reason for coming here. “We just need even more vendors to keep buyers happy with lots of new stock!”

T 01773 832555

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MFAJul typograp


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148 | Trade Services

COURIER SPECIALIST PROMISES A SAFE PAIR OF HANDS was incorporated by Chris Thomas (now MD), who brought 20 years of UK and European furniture removals experience to the company. This extensive experience enabled Chris to form a professional furniture courier team, which now provides unique services to furniture retailers and their clients … operates a modern, purpose-built fleet of

internet expansion, we’re providing people throughout the UK with

vehicles, which are comprehensively tracked to allow for up-to-the-

the opportunity to become part of our team – 30-40 vacancies are

minute delivery updates.

being created in 2019/2020 alone.”’s offices are strategically placed to allow for

Behind this expansion is a proven approach to furniture delivery,

their future conversion to transport depots. The company’s UK head

says Chris, who goes on to outline the high level of care with which

office and distribution centre are located near Birmingham, while a

his company handles each individual item.

small hub in London handles the smaller consignments leaving the capital. At the core of its services is a cost-effective, single item delivery service, which has seen significant growth in the last two years – principally due to high volumes of tables, sofas and beds being sold

“Once they have reached their delivery destination, our teams greet the client and cover any carpets with specialist plastic wrap,” he says. “The item is then carried to the required location and unwrapped, and the packaging removed.” In recent years, has successfully

online, and the inability of many couriers to provide an adequate

undertaken deliveries to bistros, hotels, households and offices, plus


to exhibitions and events.

“Due to this demand, have grown at a truly rapid pace,” says Chris. “This year, we have seen a big increase in

“Our customers can rest assured that the highly-trained removal staff handling their items will deliver them with the utmost care and

European furniture deliveries, with large retailers like Tesco, Sports

respect,” concludes Chris.

Direct and H&M setting up stores in every Eastern European country.

T 0800 145 5056

“With the increase in European movements, and ever-increasing

FN352_Pages.indd 148

27/06/2018 10:34


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0800 145 5056 WWW.FURNITURECOURIERS.COM FN352_Pages.indd 149 CompanyAssistJuly18.indd 1

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150 | Designer

Know your rights! ACID’s chief executive, Dids Macdonald OBE, answers your design and intellectual property (IP) queries …

“All websites can now be created with copy protection, and you should discuss this with your web developer or IT support team”

themselves may not be enough. For instance, if you and I both take a photograph from the same place of the same scene, we have not copied each other, but the photographs will be more or less identical. If you are creating your own designs, you need to keep evidence of how you did so. Storyboards, sketches, sources of inspiration – all show how you went from the concept to the final article without copying someone else’s work. It would be a good idea to send this information to the ACID IP Databank, too.

How do I check to see if someone has already created a similar design to my

So how can I prove that someone has

latest idea?

copied me?

Well, the obvious answer is to do an

If it is somebody that you are doing business

internet search, which will show you what

with, you should make sure you have a paper

is currently available. However, this is time

trail. If you have sold goods to them, for

consuming and not failsafe. There is a new

instance, then there will be invoices, order

Designview facility for registered designs at

forms and emails. If you are doing a pitch to


somebody, make sure that you at the very


least have letters or emails and keep copies

Unfortunately, there is no central database of unregistered designs at this time. However, with regard to Registered

showing that the accused has had access to your designs. You should consider using an ACID

Designs, you could consider searching the

Confidentiality agreement – and if you are

various Intellectual Property databases at

sending items electronically, you could also

the Intellectual Property Office in the UK, or

use the ACID IP Databank. These steps will

at OHIM for European registrations. There

help you prove that the accused has seen

are other national offices worldwide that can

your work. It is also good practice to keep

also be contacted – it depends how much

the contact details of everyone that has

All my designs can be seen on my

time and energy you wish to put into market

visited your stand at a show or exhibition.

website. How do I stop the images being

research. I understand that if I accuse someone of

downloaded or copied? These days, this requires more of a practical

I’ve been accused of copying someone, but

copying my work that they could sue me.

solution than a legal answer. All websites

it’s just a coincidence. Does this make a

How can that happen?

can now be created with copy protection,


Depending on what you accuse somebody

and you should discuss this with your web

Well yes, it does. In order to prove a case

of, the law allows the person accused to take

developer or IT support team – and if

for unregistered rights infringement there

action against you, for what is known as a

you don’t have this copy protection then

has to be proof of copying. Similarities by

groundless threat. This can happen where

you should consider watermarks for your

there are Patents, Trade Marks and designs

pictures, and you should certainly not allow

involved. There are no groundless threats

people to download them without leaving their details. Having a website policy which includes a mandatory login and registration system before access to your images is granted may also help prevent your images being downloaded without your permission. You should clearly show a Copyright notice, the ACID intellectual property statement and the Member of ACID logo, which can have a strong deterrent effect. Clear website terms and conditions can also act as deterrents to people who copy.

“Depending on what you accuse somebody of, the law allows the person accused to take action against you, for what is known as a groundless threat”

for Copyright and for Passing Off. However, there are two other areas that you need to be aware of – interfering with somebody’s business, and defamation. If you make your statements public, such as writing to suppliers or posting things on the internet, and if those statements are wrong but it still affects the reputation of the defendant, they can sue you for unlawful interference in their business, and for defamation. If you are going to make allegations of copying, you need to make sure those allegations are justified.

Got an IP query for Dids? Email – or visit to find out more about ACID (Anti Copying In Design), the UK’s leading design and IP campaigning organisation.

FN352_Pages.indd 150

27/06/2018 10:55


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05/02/2018 13:39

27/06/2018 10:35

152 | Last Word

Nicholas Radford Owner, Nathan Furniture Group The Nathan Furniture Group – one-time owner of Morris Furniture Brands – encompasses Nathan Furniture, Sutcliffe, and now John & Sylvia Reid S-Range Furniture, a brand reissue which celebrates mid-century style. Nicholas bought Nathan Furniture in 2014 after a career spanning his family business (Stag), kitchen and bedroom manufacturer Patriarca and Stag subsidiary Jaycee, and running his own business.

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Last Word | 153

How did you enter the trade?

time. It taught me an awful lot about people

What company do you most look up to?

I was born into it. My great-grandfather

and dealing with problematic situations.

Apple. I bought an Apple computer in 1992 and since then I’ve never had anything

started Stag in 1914, and my grandfather returned from the Great War to help out as a

Describe a typical working day.

else. It’s their ability to innovate not only

temporary measure, but ended up spending

I don’t have one! I do feel like a jack of

the products but also how people engage

the rest of his life building up the business.

all trades, as running a business I have to

with them. They’ve really changed their

My father and uncle followed him into the

wear many different hats. One minute I’m

customers’ behaviour.

business, as did I. I spent three years at High

a designer, the next a manufacturer. Then

Wycombe College of HE studying furniture

there’s troubleshooting or sorting out the IT.

What would you most like to change about

production and management, which helped

So I don’t think there’s ever been a typical


me see the industry in a new light.

working day for me.

Being dyslexic. It was recognised when I was 12 years old, which was unusual in those

Who was your inspiration? I was also really impressed with John Makepeace’s work with wood, and of course with designers John and Sylvia Reid. I spent my first years in the family business making their furniture, and it was a real privilege working on the Reids’ designs. I have always had an interest in making things, and going to college taught me the practical skills I needed – I have a set of

“Running a factory during the miners’ strikes was an incredibly difficult time. It taught me an awful lot about people”

days. It can be a very frustrating thing. However, like a lot of dyslexics I have good spacial and three-dimensional awareness, so that helps a lot. And of course, I love the invention of talking books. What do you most enjoy about working in the trade? I enjoy the creativity in the furniture trade. It is always evolving and responding to new

chairs I made at college I still use today.

ways of living and working. We are a family What was your career high point?

If you had to start over, which career might

business and it is a pleasure to deal with

Being a third-generation master of the

you pursue?

other traditional family businesses which

Worshipful Company of Furniture Makers is

Farming. I have always had a desire to work

still exist in our industry.

something I’ve always been proud of. And

and live in the countryside, and I think

building up my own business to become at

the way farmers have to do everything for

Leave us with an anecdote please …

one time the largest importer of American

themselves is something that really appeals

If you want to make a small fortune in the

furniture to the UK. The way furniture was

to me.

furniture industry, start with a large one.

presented in America back in the 1990s and 2000s was incredibly inspirational and on a

What date on the business calendar do you

totally different level to what we were doing

most look forward to?

over here.

December 22nd. All the pre-Christmas deliveries are done, customers are hopefully


… and low point?

happy and I can enjoy the Christmas lunch

1978-85 – Various roles, Stag Furniture

Having to close a factory in Todmorden

with the staff and go home to put my feet

1986-90 – MD, Jaycee Furniture

(West Yorkshire). It was largely brought

up for a few days! It feels a bit like the end

about by a dramatic shift in the exchange

of term.

rate which meant one of our main customers

1990-92 – Corporate development director, main board director, Stag Furniture Holdings

What is the most important issue facing

1991-95 – Non-exec director, Furniture Industry

your business right now?

Research Association

… and the turning point?

The downturn in trade and the tectonic plate

2002-03 Non-exec director, Deeside Cabinets

Going to business school was probably one

shift in the retail area. A lot of good retailers

of the most important times of my life. It

have struggled, and the rise of online sales

taught me a lot more than just designing

has really changed the face of the industry.

was unable to keep supporting us.

and manufacturing.

I also think people are living for each day

2006-07 – Master, The Worshipful Company of Furniture Makers 1993-present – MD, The Radford Furniture

more and more – they want to spend their


the miners’ strikes was a key point in my

money on experiences rather than their

2004-present – Chairman and owner, Nathan

career. It was a time when father wouldn’t

home, and I think a lot of that is down to

and Sutcliffe Furniture

work with son, lifelong friendships were

the levels of home ownership, particularly

destroyed, and it was an incredibly difficult

among younger people.

Introvert or extrovert?

Football or rugby?

Comedy or mystery?

Extrovert. I love to throw a party, especially

Rugby, or my family would disown me.

Comedy – I’m too busy doing the day job to

I also think running a factory during

a surprise one. And the bigger the better!

FN352_Pages.indd 153

have time to solve another problem.

27/06/2018 12:13



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Issue 74


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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 (, while anyone seeking furniture manufacturing machinery or supplies should check out Furniture Production (


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NEXT MONTH How will manufacturers source in the future? | Autumn Fair and IFHS previewed The latest product launches in Living, Dining, Bedroom and Furnisher

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Grandson oak is a material that exudes class. In Furniture To Go’s new Cortina range, it is perfectly coupled with clean modern lines to create pieces which bring this more traditional finish into the 21st century. There is no wasted space, no needless details – Cortina’s beauty is in its simplicity. This perfect marriage of form and function, old and new, traditional materials and contemporary design makes us very proud to introduce Cortina – and with next day delivery available and all of your POS needs taken care of, you’ll be proud to introduce it to your customers too. All available for next day delivery to yourself or your customer – no minimum order and 20% off for displays.

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: -

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Profile for Gearing Media Group Ltd

Furniture News #352  

July’s Furniture News is packed with top-level insight and new products. We interview’s Philippe Chainieux, Lombok’s Julien Sannier...

Furniture News #352  

July’s Furniture News is packed with top-level insight and new products. We interview’s Philippe Chainieux, Lombok’s Julien Sannier...