Furniture News #388 by Gearing Media Group Ltd

#388 January 2022 www.furniturenews.net

BALANCED PERSPECTIVE Libra celebrates 50 years of iconic design

Qualita control

The rise and rise of a cabinet giant JANUARY FURNITURE SHOW INDX FURNITURE | BEDROOM LIVING | DINING | TRADE SERVICES

Brexit’s impact, one year on Forecasting the product trends of 2022

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EDITOR’S COMMENT 3 EDITORIAL EDITOR-IN-CHIEF Paul Farley 01424 776101 paul@gearingmediagroup.com Twitter @FurnitureNewsED

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WITH THE MAIN EVENT STILL AHEAD OF US (AND PLENTY LEFT IN THE POWDER KEG) WE PRESENT A CURATED EDIT THIS MONTH Welcome to a year loaded with expectation. As the sector strives to find its feet in whatever the ‘new normal’ looks like, it’s heartening to see how much progress it’s made, despite (and often because of) the challenges arrayed against it. This month’s issue is a celebration of these achievements. As befits such a pivotal moment for our industry, we’ve gone all out to deliver an issue packed with discussion, inspiration and advice. Within these pages, you’ll find everything from trend forecasts to profile pieces (my coverage of Lithuanian cabinetmaker extraordinaire Qualita from p13 is probably our most in-depth to date), alongside a wealth of new launches and opinion pieces. I ask the trade how, a year down the line from the transition period, Brexit has affected business – and question how much of the blame for any disruption can be laid at Covid-19’s door (p134). Jesse Akre wonders who should get the credit for ‘omnichannel’ sales (p138), Gordon Hecht urges retailers to seek success by focusing on their failings (p140), and Dids Macdonald makes a case for the industry’s dedicated charity (p145). Then, of course, there’s our bread and butter, as we turn our attention to the wealth of new product destined for countless UK shop floors and online category pages this month. Aside from those businesses which elected to take different routes to market this year (see our INDX Furniture preview

from p48, for example), the bulk of these launches were poised to land at the big January Furniture Show. The Furniture News team was just hours from packing up for Christmas when we discovered the exhibition had been postponed, and a difficult decision ensued – and saw us hurriedly pull January’s issue back from the printers and, over the days that followed (in between mince pies and merriment), create the re-edit you see before you. Yes, it’s landing a little later than usual, but we hope you’ll appreciate that it’s a good deal more grounded in reality than it might otherwise have been. With the main event still ahead of us (and plenty left in the Furniture News powder keg for April’s grand preview issue and associated supplements!) we present a curated edit of the new launches rolling out this month – show platform or not – and a taste of what’s to come in April (from 64). It’s been a tough process, but I think it’s been worth it. Thanks to all our advertisers and contributors, to Sam Horscroft for really going the extra mile, and to our publisher for backing the decision. Across the industry, we all continue to endure this pandemic’s unforeseeable twists and turns, and while I don’t know when that supposed new normal might finally arrive, I do know we’ll be better placed to thrive in it for the experience. Here’s to a productive, profitable and healthy 2022.

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@FurnitureNewsED

24-27 April 2022

NEC, Birmingham

100s of Industry Leading Brands, 1000s of Product Launches…

januaryfurnitureshow.com

CONTENTS

#388 January 2022 www.furniturenews.net

BALANCED PERSPECTIVE Libra celebrates 50 years of iconic design

7 NEWS 13 INSIGHT 13 Qualita / 28 Sleepeezee / 30 Stressless 34 Libra / 36 Makasi Imports / 38 Timothy Oulton 42 Fibreline / 44 Forte

Qualita control

The rise and rise of a cabinet giant JANUARY FURNITURE SHOW INDX FURNITURE | BEDROOM LIVING | DINING | TRADE SERVICES

Brexit’s impact, one year on Forecasting the product trends of 2022

FN388 PF.indd 1

06/01/2022 14:10

34 LIBRA (COVER FEATURE)

CONTRIBUTORS 145

EVENTS

48 INDX Furniture / 56 Northpoint 58 CIFF Guangzhou / 60 Long Point

JANUARY FURNITURE SHOW

66 Hall 1 / 70 Hall 2 / 72 Hall 4 / 76 Hall 5

84 PRODUCTS 88 The trend forecast / 96 Dining / 100 Bedroom 108 Living / 116 Trade services Dids Macdonald OBE, CEO, Anti Copying In Design (ACID)

140

134 OPINION 134 Brexit, one year on / 138 Crediting the omnichannel sale 140 Failure is an option 145 The Furniture Makers’ Company /146 Feedback

13 Gordon Hecht, business growth and development consultant

138

Jesse Akre, president and COO, RetailSystem Global Brands

THE LAST TWO YEARS HAVE BEEN TOUGH, BUT IT’S AMAZING HOW MUCH STRONGER WE ARE NOW

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QUALITA INSIGHT

QUALITA CONTROL The story of Lithuania’s leading light

So, what’s the story? Upon picking up the phone to a contact I’ve not spoken to in some time, it’s always the first question on my lips. After all, every business has a story to tell – and the pandemic, with its myriad challenges and opportunities (and, let’s not kid ourselves, disasters), has proved a fertile backdrop for drama. As is turns out, Andrius Miničius had plenty of stories to share. Too many, indeed, to wrap up in a neat little bow across a couple of pages. I interviewed the founder of Qualita on occasion in my early days of editing this magazine, and recognised his entrepreneurial spark back then. Clearly, that spark’s had time to burn in the intervening years, becoming a fully fledged conflagration in 2021 – as you’ll discover across the following pages, in which Andrius, and Qualita’s other principals and key partners, offer their perspectives on a business that’s fast going stratospheric. Perhaps the fire analogy is a poor choice. Read on, and you’ll discover how a blaze in a Vietnam factory eventually led to the reincarnation of a cherished furniture range, and how even your biggest customer going into administration can have a bright side. You’ll learn about the journey the Lithuanian business has taken since its inception – from manufacturer, to direct supplier, to international sourcing operation – and you’ll discover why Qualita is now one of the most exciting players in global cabinet furniture supply. It’s not often an editor gets the chance to study a business in such depth, so I’m grateful to Andrius for having the opportunity to share his story. And I’m sure he’ll be happy to expand on them in person, should you wish to pay Qualita a visit – in Lithuania, at its Battersea store, or at the postponed January Furniture Show in April, where a comprehensive collection of new lines for independent stockists will be proudly displayed. So, without any more ado, here’s Qualita’s story. Brace yourself …

Paul Farley editor-in-chief, Furniture News

INSIGHT QUALITA

CABINET KING As he plans to unveil a vastly expanded offer at this year’s (postponed) January Furniture Show, Qualita’s founder and MD Andrius Miničius shares his company’s journey, from Battersea shop to global powerhouse, with Paul Farley … www.qualita.co.uk

15 the size this year,” says Andrius. “As well as a host of new Qualita-brand launches, Winsor’s Mark Devany and five of his agents will be there with Stockholm, and I’ll have more news on the whole host of developments that have gone on behind the scenes in the last couple of years.” Building business Having studied economics in Riga, a young Andrius decided to take a year out to promote his brother’s pallet timber business in London. Confronted with a saturated market, Andrius turned his attention to retail instead, setting up a small shop in Battersea, Wood Empire, and selling interior details such as cladding, flooring, skirting – and furniture. When the opportunity arose to acquire a failing factory in Lithuania, Andrius and his business partners seized it, putting the profits from the store back into manufacturing, saving the facility and creating a supply arm alongside the bespoke business. “Initially, we sold goods into the UK through Link International (Christian Harold). When they went under in 2008, we moved quickly to establish a direct trading partnership with their biggest customer, Laura Ashley, which was turning over €1m every quarter with them. Given that the financial crisis was just hitting, making sure we were in a position to take over wasn’t easy – but, thanks in part to us already having a shop in London, we managed to establish a UK wholesaling company (Qualita), and moved forward with Laura Ashley.

Laura Ashley

“It seems to me that it doesn’t matter how well you do all year,” Andrius tells me, “at Christmas you’re judged extremely harshly if orders don’t arrive on time! Thankfully, we’re very much on track to deliver.” Last year’s Golden Quarter saw Qualita busier than ever, thanks to a confluence of opportunities which means the Lithuanian cabinet furniture manufacturer, a long-time supplier to UK independents and multiples, now has even more strings to its bow. When Winsor Furniture’s key factory was destroyed in a fire, its principals searched high and low for a new manufacturing partner to ensure the continuity of its bread-and-butter collection, Stockholm, finally alighting on Qualita – and bringing the Winsor by Qualita brand into Andrius’ stable. Of even greater significance was Qualita being selected to represent all of former key customer Laura Ashley’s cabinet sourcing and manufacture (excluding upholstery), some months after the retailer’s brand and IP rights were sold to a US investment firm. Clearly, one man’s loss is another’s gain. Both of these additions to the business were bred from adversity, and the outcomes could have been so much different for everyone involved. Now, as Andrius comes to terms with the scale and scope of this new operation, he’s looking to the postponed January Furniture Show in April – set to be the UK trade’s first major gathering in two years – and setting the stage for a barnstorming next act. “Our show stand’s going to be twice

2003 – Andrius and his brother Donatas acquire a furniture factory in Kaunas, Lithuania, and establish the Wood Empire store in Battersea 2008 – Andrius’ sole UK distributor Link International (Christian Harold) closes, and Andrius establishes Qualita as a formal UK concern, directly supplying Laura Ashley 2010 – Qualita extends reach into major multiples including Habitat and John Lewis 2014 – Qualita acquires an additional factory and enters German market 2015 – Qualita enters the Swedish market 2019 – Qualita’s two factories are merged 2020 – Laura Ashley, still Qualita’s biggest customer, goes into administration prior to the UK’s first Covid-19 lockdown in March. In October, Qualita signs a deal with Laura Ashley’s new owner to become its sole global cabinet furniture agent

Qualita

2021 – Qualita takes over the manufacture and distribution of Winsor Furniture’s popular Stockholm range 2022 – Qualita finalises plans to return to the January Furniture Show to unveil its expanded offer

INSIGHT QUALITA

New markets Wary of having all his eggs in one basket, Andrius began eyeing new territories and markets as the decade progressed, and as luck would have it, the acquisition of another down-on-itsluck Lithuanian factory enabled Qualita to open the door to Germany in 2014. “When we acquired it, the factory was doing €1m turnover in Germany through some 160 shops – and we doubled that within just two years,” says Andrius. “We had assumed that some of our British product would work there, but sadly, those lines weren’t to their tastes. That said, the more rustic/industrial German products were quickly adopted by our UK stockists.”

Timo, Qualita

Going national “That partnership really opened the doors for us, and we grew steadily with new customers and contracts, all the time building our independent stockist base.” While Laura Ashley remained Qualita’s biggest customer, other major accounts, including Heal’s and John Lewis, soon followed. A chance meeting with Habitat’s trading director in the Battersea store led to a partnership that lasted until Home Retail Group sold the brand to Sainsbury’s in 2016. “I was covering for someone in the shop, and a couple entered looking for a side table for their holiday home,” Andrius recalls. “I sat with them for two hours, drawing up the various possibilities – and the man, who turned out to be Habitat’s Malcolm Brighton, suggested that perhaps we could do bigger business together. Home Retail Group had just taken over the brand from the administrators, so Habitat’s supply base was in flux, and there was plenty of opportunity. Right place, right time?” John Lewis proved slightly harder to crack. “We were different to any other wholesaler at the time, in that we could make to order – tables of any different size, finish or style,” Andrius explains. “It turned out that John Lewis’ category-specific buyers weren’t keen to take on such a complex proposition, so I ended up pitching it to their head furniture buyer, Dave Brittain. MTO was not that popular at the time, but Dave recognised that our offer could stand out in their portfolio – and we went on to do business with John Lewis for many years.”

In 2015, another Lithuanian supplier went into administration, this time granting Qualita entry to the Swedish market. Spain followed, and France (by way of Habitat). In 2019, the company’s principal factories were merged and expanded, creating a 16,000m² facility that employed some 250 people. It was divided into three departments: bespoke MTO, which handled samples and batch sizes up to 20; MTO tables, tasked with an output of around 150 models each week; and a volume division, carrying out batch production for larger customers. “Prior to entering Germany, 90% of our business was in the UK,” says Andrius. “As we grew elsewhere, that fell to 60%.” His insistence on spreading the risk would prove prescient. Perfect storm March 2020 will be remembered as the month in which most of the western world woke up to the fast-spreading Covid-19 pandemic, as lockdowns, furlough and supply chain disruption quickly became the order of the day. For Qualita, that crisis was preceded by another. That very month, a struggling Laura Ashley – still Qualita’s biggest customer, accounting for some 60% of its UK business and around 35% of its overall revenue – went into administration, finally giving out as the pandemic loomed. The timing proved crucial. “We’re lucky Laura Ashley went into administration before the pandemic shut everything down,” says Andrius. “We employed over 300 people, and so many

of them were making Laura Ashley products – so we were in much deeper trouble than those businesses just having to contend with Covid shutdowns. Furlough helped, but many staff left. It was a very hard time.” Qualita’s diversified customer base helped to a degree. “So many countries closed down completely at the outset, but Sweden’s shops stayed open, so we were able to refocus our attention on those 60 customers – our standard 10week lead time for tables became just four weeks for them!” Yet it would be some months before the real lifeline came. In partnership After buying Laura Ashley from administration that spring, Gordon Brothers was plotting the retailer’s recovery, and initiated negotiations for supply licenses. Thanks to their long history together, Qualita was first in line. “We signed a deal in the autumn to be their sole sourcing partner for cabinet furniture,” says Andrius. “And this wasn’t just a UK deal, it was global. We became the de facto partner in helping to design and develop Laura Ashley’s cabinet goods. It reignited the business, and meant we were no longer just the manufacturer-wholesaler of our own product, but would be operating on a much larger scale, buying different products and working with numerous suppliers in different countries. “The deal gave us a completely different perspective on our growth. Before that, we were limited by our own factory – suddenly, there was so much more to fall back on. Laura Ashley’s bankruptcy actually made us stronger.”

INFORMING INDUSTRY, BUILDING BUSINESS Rehoming a classic In the background, Winsor Furniture, a well-regarded UK cabinet brand that worked parallel to Qualita, was enduring its own tribulations, which would eventually see it join the Lithuanian’s ranks. Winsor’s mainstay was Stockholm, a clean and classy Scandi-style collection that had proved a firm favourite with UK retailers and their more discerning customers for many years. Disaster struck Winsor in January 2021 when its principal factory in Vietnam burned down, and despite MD Mark Devany’s best efforts to find another manufacturing partner to take on his hit range, none fit the bill – until Qualita agreed to step in, some eight months later. “Winsor sold Stockholm into well over 100 UK independents, and I was confident we’d be able to maintain business with the majority of them,” Andrius explains. “We acquired the license to make and sell Stockholm from Lithuania. What we could make was not like for like, but it was very similar. We also took on Mark’s agents, and lined up the relaunch for the NEC furniture show.” Full circle Armed with new business thanks to Winsor and Laura Ashley, Andrius is now setting his sights on a more holistic proposition, for customers old and new. “Stockholm’s a very high-quality oak/oak veneer range, and it’s valueengineered to stand out against its cheaper competitors,” says Andrius. “That’s what independents like about it – you can very clearly see the difference. “We’re hoping it’ll be the first of a

whole family of British classic ranges. We’re launching it with 23 pieces of living and dining furniture – keeping bedroom on hold for the time being – and making it in batches, so it can be stocked for quick delivery. We’re hoping to bring the delivery window down from 10-12 weeks to 6-8 – that’s just one of the advantages of manufacturing in Eastern Europe rather than the Far East!” Surrounded by a ready supply of local materials, Qualita’s factories are processing some 400m3 of solid timber each month. Order fulfilment currently spans anything from 4-12 weeks, depending on stockholdings, material availability and the level of bespoke work required – a consideration which still applies to much of the business’ core lines. “Our independent retail range is still going strong,” Andrius continues. “It is contemporary-industrial, unique and MTO, so there’s lots of choice, and our customers love that customisable aspect.” Qualita still works with an impressive roster of multiples, but Andrius is adamant that its privileged new working relationship with Laura Ashley will only help existing customers. “As our network develops, we’ll be able to create better prices and more margin for everyone,” he explains. “It’s been a steep learning curve, but we’re establishing supply partnerships everywhere from Poland and Romania to India and Indonesia. It means we’re in a much better position to manage the entire supply chain, and make import delivery more straightforward.” There’s no problem there – as a UK-registered entity, Qualita handles

AUTOMATED RESPONSE As if managing Qualita was not enough, Andrius also oversees Industrial Robotics Co, a separate company that helps automate manual processes in factories – including sanding, assembly, painting, lacquering, box manufacturing, and drilling and milling processes. Now three years in development, the business comprises some 20 employees, working across IT, robotics and engineering. “Some say robots will replace people, but we’ve never introduced robots and fired people,” says Andrius. “In fact, we’ve always ended up taking on more staff – to service them, and handle the additional output they create. Andrius’ brother Donatas started by exploring ways to improve the processes in their own factories. Now the pair offer the technology to other manufacturers, and use their own facility as a working showroom.

Laura Ashley

customs clearance for its customers. “We take care of all of that. There is a cost involved for us, but it’s a competitive advantage we’re proud to have,” says Andrius. Qualita also boasts a UK customer service team that’s available seven days a week, free marketing support, some in-house delivery capacity, and the ability to professionally handle replacements and repairs. “Because we had our own production facility and UK store from the outset, we’ve always found ourselves operating a little differently to your typical importer,” Andrius concludes, pleased with what he’s achieved, but conscious that there is much more hard work to come. “The last two years have been tough –more difficult than you can imagine – but we’ve persevered, and it’s amazing how much stronger we are now we’re coming out the other side.” Being blessed with opportunity is one thing – but, amidst all the disruption, Qualita created its own, and the business will never be the same again

INSIGHT QUALITA

WINSOR CHANGE One of Qualita’s biggest wins in 2021 was securing the rights to manufacture and supply Stockholm, a classic collection that comprised the bulk of Winsor Furniture’s revenue – before disaster struck last January, and Winsor’s MD, Mark Devany, was forced to make alternative arrangements. Here, Mark recounts the story behind Stockholm’s new home …

Mark Devany

STOCKHOLM SETS A BENCHMARK

There’s no denying it – Stockholm is in its own league. It is clean – almost Scandinavian in appearance – and very easy on the eye. It’s also practical, with soft, round, sweeping corners that are very child-friendly. Stockholm’s timber selection is strict – a lot of oak products on the market use a myriad of different-coloured timbers, mixing shades of green, pink, yellow, grey … and they come together to produce a look that’s rustic, but not that sophisticated. Stockholm’s colour and grain are very specific. Couple that with the fact there’s no external handles (it’s all recessed), and you have an extremely appealing design, with nothing customers can take any offence at. When shopfloor staff communicate these characteristics to the public, customers find it hard not to make comparisons thereafter. They go into rival stores and see the mismatches, and notice where corners have been cut. Stockholm sets a benchmark. And it accounted for some 70% of our business at Winsor Furniture before last January, when a fire gutted the factory in Vietnam where we made it. I tried negotiating with various other plants to take on production of the range, and they (inadvertently) wasted a lot of my time, going a long way down the line of pricing and sampling before deciding it wasn’t for them. You see, Stockholm was made in a very specific colour and material, including American solid oak and veneers. A key feature of the collection is its doors and drawers – the same veneer runs across the whole unit, making it look like it’s been cut from one big piece of wood, and that’s very difficult to achieve. Standard veneer suppliers might only have 5% of their stock that’s suitable for this purpose, and the factories we approached after the fire just couldn’t get secure supplies, or commit to prices. I was told China was swallowing a lot of the American oak – if they could get hold of veneers at all, factories were giving prices, then ramping them up just weeks later, or pushing back the delivery timelines.

The pandemic made finding a new manufacturing partner so difficult. We moved samples around three times – that’s even with QC people on the ground, and our original partner trying to help us make the transition. If you were handing a new collection to an established supplier, there wouldn’t be such a problem – but for a new proposition, and busy factories, it was proving very hard to get a foot in the door. And we didn’t want to work with just any factory. We needed to make sure their output was of a sufficient quality that we wouldn’t be fighting our own fires once we’d taken stock of the goods in the UK. Then there was the shipping crisis, running in parallel to all this. When container delivery hit $18,000, we had to contact our stockists to increase prices on any orders placed before January 2021. We communicated with our existing stockists at every step of the way, and they were very accepting of the 10-15% price increase. Some even tried to help us achieve continuity by feeding us information along the way, offering up their own trusted contacts in the hope that we’d be able to make it work with them. I guess they recognised the size of the hole Stockholm would leave in their turnover. By late summer, all our negotiations in the Far East had failed. Vietnam went into lockdown, so we were looking at a delivery date of April/May 2022, which was just unthinkable – so we started looking at the possibility of making Stockholm in Europe. We need a partner who already understood the concept of direct retail supply – and struck up a conversation with a Lithuanian manufacturer, which seemed very promising. But, when we started drilling down into the particulars, and the compromises they’d want to make (including some fundamental changes to the range), it became clear that it was the wrong path. To be honest, I was close to breaking point. I knew someone, somewhere,

19 could make it happen, as there was so much value in the range, and its UK stockist base was excellent – but I was hitting a wall at every turn. Then Qualita stepped in. They had a very sophisticated set-up, so the quality wouldn’t suffer (if anything, it’d be better). Rather than having us wholesale it to the UK, they wanted to purchase the design rights and supply it directly. As far as retailers are concerned, the deal will appear the same, and I think pretty much everybody will reorder some living and/or dining models. Stockholm’s not made from American oak any more, but the quality is very impressive – and Winsor’s agents are working with Andrius to help spread

STOCKISTS RECOGNISED THE SIZE OF THE HOLE STOCKHOLM WOULD LEAVE IN THEIR TURNOVER the word (I also think Stockholm will complement a lot of Qualita’s existing retail space). Given its popularity, and the number of people we asked for help last year, I wouldn’t be surprised if another supplier tried to take advantage of our misfortune and came up with their own version of Stockholm. To that end, we issued a statement in the autumn, with

ACID’s help, clarifying that we wouldn’t stand for any imitations. What will come of the remaining Winsor ranges? I’m not sure yet. Winsor still exists, as a company with assets, but not trading. After fighting so many fires for so long, I’m looking forward to taking some time out after the January Furniture Show this April – but at least I know Stockholm is in good hands

Stockholm

INSIGHT QUALITA

CREDIBLE CONTINUITY Industry veteran David Turner worked as Winsor Furniture’s North of England agent for 12 years, and is now looking forward to re-engaging stockists with Winsor by Qualita’s version of the popular Stockholm range …

What’s your industry background, and role in the business? I have been in the furniture trade for 42 years, 12 of them as a sales agent for Winsor Furniture. I’ve worked closely with Mark Devany on the design and sourcing of new ranges, and their marketing and distribution. How do you feel about Qualita being Stockholm’s new ‘parent’? I’m very excited to be given the opportunity to work with Qualita, who already have some successful high-end, design-led products in UK stockists. With the current turbulence in sourcing products from the Far East, this is a good opportunity to move this bestselling range to Qualita in Lithuania.

CUSTOMERS ARE STILL ASKING FOR STOCKHOLM IN STORES, AND SALESPEOPLE ARE KEEN FOR IT TO RETURN

What makes Stockholm so popular? The main attributes of Stockholm are its compact sizes, the great choice and number of products available within it, and its design features, which are seen as contemporary, but easy to live with. Winsor products have always showcased good attention to detail, such as matching veneers on sideboards and dining tables, and tables that are easy and simple to extend with butterfly extension leaves, with runners set in their feet to assist in moving them. Salespeople in the stores love talking to their customers about details such as these. As I’ve said, the design is seen as contemporary, but it does appeal strongly to an older customer as a safe, long-term purchase that is stylish but, to their minds, will not age quickly. What are stockists telling you about its relevance and appeal today? If anything, the popularity of the range was actually still growing last year, so I believe that the trade will welcome its reintroduction at the NEC. Customers are still asking for the product in stores, and salespeople are keen for it to return, as it was a relatively easy range to sell. How do you feel they will respond to any changes now it’s made by Qualita? I believe that my customers who already deal with Qualita will have no reservations about the engineering of

the range – especially if we tell them about the modern manufacturing processes, compared to those utilised in the Far East. It will be important to offer a stable lead time – if we could achieve 8-10 weeks on an ongoing basis, that would be most helpful. Obviously, pricing will be important, but with everything in people’s lives increasing in cost at the moment, we have some leeway in setting prices. How have you helped maintain stockist relations, given the difficulties? It has obviously been a difficult time for our trade customers, having been let down twice on new sourcing of the Stockholm range, once from Vietnam and once from Lithuania. However, they have mostly been very understanding of the predicament that Winsor found themselves in, as the company have always had an excellent reputation for customer service, as well as keeping their ranges exclusive to retailers in the quality end of the trade, and not saturating the market. Immediately following our initial approach to Qualita through Matt Casson, I felt that they would be the best partner to continue the supply and future development of Stockholm, and other ranges. I think it will be advantageous for us that we have the continuity of our well-established team of sales agents, plus Mark, who started the company in 1989. What other existing Winsor ranges would you take forward with Qualita? I think we should relaunch Stockholm bedroom, along with some of the Alta occasional pieces and feature shelf unit. Haven has always worked well for me, but it has already been redeveloped three times since its original launch as the Ocaso range, so it may be difficult to sell back into retailers again. What’s lined up for JFS this April? I’m currently seeing all of my previous Stockholm customers to encourage them to visit Qualita’s stand (1-D40). These are exciting times – I’m looking forward to seeing the range back on the floor in stores across the UK

INFORMING INDUSTRY, BUILDING BUSINESS

LA STORY Since 2008, Laura Ashley and Qualita have been inseparable – a partnership that even the former’s going into administration could not destroy. Indeed, these days the two are working more closely than ever, explains Laura Ashley’s head of design and product, Helen Ashmore, and VP, Poppy Marshall-Lawton …

What’s your industry background, and role in the business? Having worked for both suppliers and in retail design for many years, Helen is now leading the design development process with the Laura Ashley team, setting the print, pattern and product direction with the licensees to deliver the stories for the season. As VP of the brand, Poppy oversees the newly established UK brand team activity. Her role is to re-establish the brand in the UK and internationally within the new licensing structure. She has worked in licensing for over 15 years, and joined Laura Ashley in 2014.

Laura Ashley

How does Laura Ashley differ from its pre-administration model? The new Laura Ashley is a far cry from the pre-administration model. We no longer operate stores or directly source products. The company now consists of a small team of dedicated brand ambassadors leading design, marketing and retail strategy with our carefully selected partners who develop, manufacture and distribute the collections in line with the seasonal collections and trend guidance developed by our in-house design team. The brand is now distributed through selected retail partnerships. Our key retail partner for the relaunch was Next, who operate our ecommerce platform and display the branded collections in over 45 of their retail locations. What were the challenges involved in rebuilding your furniture offer? We worked tirelessly to bring back the bestselling ranges for the relaunch of the brand in March 2021. Once we had established the new brand partnerships, we had a little over six months to source ranges and get stock into the UK. For the Home collection, it was key to be able to bring back the bestselling ranges that customers know and trust. Many of the previous suppliers of the Laura Ashley range had been seriously affected by the administration of the previous company, so relationships had to be rebuilt as we all began to adapt to the different ways of working. This was all during the global pandemic, and with

all the international shipping challenges – but we’re now able to enjoy working on the new collections. Why did Laura Ashley choose Qualita as its sole cabinet furniture partner? Qualita have been a key partner of Laura Ashley over many years, and with their manufacturing and sourcing network, along with their high quality standards, they were a clear choice as the partner for our cabinet furniture range. Qualita were able to move quickly to reestablish the supply chain, and made huge investments to get it available for launch. Laura Ashley is a global brand with over 70 global retail stores, and Qualita were also able to continue to supply these international retailers. How does Qualita act on your behalf? As the exclusive licensee for cabinet furniture of the Laura Ashley brand in the UK and Europe, Qualita are responsible for sourcing a wide range of furniture that sits within the wider Laura Ashley Home collection. They offer the full Laura Ashley furniture collection to Next in the UK, and are working on expanding distribution throughout the UK and Europe. The ranges that are produced and supplied by Qualita need to fit with our brand values of being design led and focused on quality. What’s the scope of your operation together? Now that we have relaunched the brand in the UK, we are working to expand our retail distribution with other multiple home retailers who reach a different customer demographic, and we are seeing that there is a huge appetite for the brand from other retailers. This is a long-term relationship that we want to develop, to be able to continue to bring newness to the collection whilst looking at expanding internationally. New collections have just launched online, with further range additions and new products due this spring. Furniture will continue to be at the centre of the Laura Ashley brand as we look to the future and work to attract a broader customer base, both in the UK and internationally

INSIGHT QUALITA

BEST OF BOTH WORLDS River and Ortello, Qualita

Anthony Matthias, Qualita’s head of sales for the UK and Ireland, outlines the unique appeal of Qualita’s collections, and sets the stage for an April show reveal that promises to take the brand to the next level … www.qualita.co.uk

OUR COLLECTIONS ARE HIGHLY CUSTOMISABLE, THAT’S DEFINITELY OUR USP

What’s your industry background, and role in the business? I’ve been in the furniture industry since the mid 1980s. I have very wide experience, from supplying MFI with flatpack IKEA-style product, to supplying David Linley Furniture with bespoke upholstery. From 2004-20 I worked for Sir Terence Conran at Content by Terence Conran, and have been very involved with selling, both domestically and internationally. I joined Qualita at the start of last year, and am head of sales for the UK and Ireland. Therefore, I work closely with our team of agents, but am also responsible (in conjunction with my Lithuania-based colleagues) for our portfolio of house accounts. How has Qualita’s product output evolved over the past decade? In order to maintain our appeal, over the last decade we have evolved our portfolio from one that could have been described as more rustic, perhaps even farmhouse, into one which is much more contemporary in appearance. The original models are indeed still available but, together with the contemporary styles, we believe our current portfolio offers retailers and consumers alike much more choice. Oak, and solid oak in particular, remains the timber of choice, and accounts for much of our output – though we do also work in walnut, ash and birch, as well as a variety

of engineered woods. And since our output is a mix of our own designs and white label production, we are able and well placed to respond to the different and varied briefs of our clientele. Further, some six years ago we bought another Lithuanian factory and, as a result, started supplying the German and Swedish markets, and then started to offer those same products to our UK clients, significantly increasing our overall product offer but also shifting the look and focus from traditional to contemporary. That said, there is no place for resting on your laurels, and we have worked diligently to further hone our offer to meet the demands of the day. Specifically, we identified the growing trend for consumers to want to be able to customise their purchase, and so today much of our portfolio is available in a wide choice of oils, leg styles, table edge options and so on, affording us that all-important USP. As far as defining our looks and trends is concerned, well, since our portfolio is so large, we cover everything from the farmhouse look to the painted, more classical styles, through to the contemporary Germanic/Scandi look. But the common thread running through all our products is that they are thoughtfully designed, they are crafted using the most appropriate materials to achieve the best results, and the products’ quality speaks for itself.

23 Why does the portfolio remain popular with independent stockists? Our collections – from table, to chair, to ancillary cabinet pieces – are highly customisable, which is definitely our USP. Retailers and consumers alike love the fact that they can truly ‘make it their own’.

BY COMBINING OAK WITH CONTEMPORARY DESIGN, WE ARE OFFERING THE CONSUMER THE BEST OF BOTH WORLDS

How are consumer tastes falling into line with your products’ style and materials? By not comprimising on materials and paying attention to detail, we see that consumers remain ready to invest in our quality furniture. Oak certainly remains the timber of choice, but we believe that by combining it with a contemporary design, we are offering the consumer the best of both worlds.

Has Brexit affected how you go about business in Ireland? Historically we didn’t sell much in Ireland, but that is already changing, with sales building steadily. Brexit is with us, like it or not, but we have been careful in choosing the right logistics partner, who has the know-how, and the infrastructure in place, and that gives us (and our retail customers) the confidence as we look ahead to 2022 and beyond.

Has your approach to sales changed much in the past 10 years? For much of the last decade there was little change – but it’ll come as no surprise that since early 2020 we had to change certain aspects of what we do and how we do it. Like everyone, we have embraced the use of the virtual meeting platforms, but nothing can beat a face-to-face meeting. Going forward, we see merits in both methods. Much can be achieved by screen-sharing product presentations, but we will always favour exhibiting, thereby enabling clients to see the products ‘in the flesh’.

Do you have a particular favourite model/design? Honestly, I don’t. We have a great breadth of styles, and they all hold appeal. But, if I were in the market for new furniture, I would probably opt for our Fargo table. How will Qualita’s branching out into new areas/partnerships affect your core independent business? I believe it can only help. It will not only give us the potential for further strengthening existing relationships, but we also look forward to making new connections with retailers with whom we haven’t previously worked.

Are there any new design or service directions existing stockists should expect? We are always striving to improve our service to our customers and so, with this in mind, stockists can expect an improved delivery service, including the option of DHD. What do you have lined up for the January Furniture Show this April? I’m definitely looking forward to getting back to the exhibition and seeing everyone, new faces as well as old. In terms of what we have lined up, our stand will be an exciting mix of bestsellers and some new twists on existing products. Additionally, we are very excited to be relaunching the very popular Stockholm collection by Winsor, which now falls under our umbrella. And, if that isn’t enough, we shall also be launching a varied and interesting range of occasional furniture. So, all in all, there are plenty of good reasons to beat a path to our stand, where visitors are assured of a very warm welcome!

Korgen, Qualita

INSIGHT QUALITA

BRAND BUYER As Qualita’s head of buying, experienced industry operator Adam Wray works closely with Laura Ashley and other partners to ensure the right products land on the shop floor … www.qualita.co.uk

FOR SOME BUYERS, THE ROLE HAS BECOME MORE ABOUT COMMERCIALLY TRADING A RANGE AND LESS ABOUT PRODUCT DESIGN AND DEVELOPMENT

What’s your industry background, and role in the business? I’ve been in the furniture industry since the beginning of my career, which began at Heal’s with a stint on the Tottenham Court Road sales floor, before taking up a buying role in the head office with the inspirational John Jenkins. I’ve been using my design degree ever since, with a series of furniture buying and product development roles with retailers such as Harveys, Linley, Tesco and Laura Ashley. At Qualita, I’m responsible for the product development of all furniture products destined to be sold through our licensed channels. That includes the highly successful Laura Ashley license that we acquired 18 months ago, and some other new and exciting prospects that we are working on. I’ve also been able to use my experience at several high-profile retailers to help inform various aspects of Andrius’ business as it evolves from (primarily) a manufacturer into a wholesaler. How close are you to Laura Ashley? Very. I have a strong affinity for the brand, and having worked there as a buyer for several years I understand the existing products and customer profile. I liaise constantly with their design and development team, responding to their seasonal trend briefs with concept ideas and range plans, which then develop into fully fledged designs. With international travel curtailed, how have you gone about finding inspiration and new product? As you can imagine, there has been a great reliance on the internet, and I have combined more targeted searching through curated channels such as virtual exhibitions with broader Google searches (including using Google Maps). However, the most reliable results come from tapping into my existing network of contacts and suppliers. Someone once told me that “people do business with people,” and I think that the importance of historical and established relationships has been doubly important recently, when it has been harder to visit potential new suppliers.

What manufacturing bases/materials do you feel drawn to at the moment? Indonesia has a particular ‘handwriting’ that is popular at the moment, and features in Laura Ashley’s trend briefings. There is still great skill in the region to hand-craft product but still maintain the quality standards expected by discerning UK customers. I’m also drawn to Vietnam, where I’ve seen a lot of very highly specified and high-quality product from very good factories that still have sensible MOQs. Do you feel the role of the buyer has changed much in the past 10 years? It probably has at some retailers, and less so at others. I sense that for some the role has become much more about commercially trading a range and less about product design and development – particularly so where the offer is brand focused. Accordingly, the skillset those buyers employ is probably balanced in a different way to one where the retailer develops and designs more in-house. What do you look for in a manufacturing/supply partner? It’s always beneficial when you find a partner that already understands your market and the expectations that come with it. If it’s clear that they already understand these expectations and share your values, it’s easier to focus on the fun process of product development. Although the pandemic has prevented travel to certain locations in Southeast Asia, initiating a proper trading relationship with a factory I’d only visited in the past has been made much easier because they already had high-profile customers in Europe and the US, so knew what was expected of them

Want to be part of Qualita’s story? Call Anthony Matthias on 07736 954896, email anthony@qualita.co.uk, go to www.qualita.co.uk, or visit Qualita at the January Furniture Show this April (provisionally on stand 1-D40)

CGI – THE FUTURE OF FURNITURE EXHIBITIONS Do you still rely on exhibitions and traditional expensive photoshoots to sell your furniture? There’s a better way to get the shots you need – and you don’t even need to exhibit or pick up a camera. At Chilli Pepper Designs we create detailed, scalable digital 3D furniture models, which can be placed in a scene of your choice, anywhere, and used in any way. This showroom is a CGI virtual model that we generated to prove it. That means unparalleled flexibility, huge cost

WWW.CHILLIPEPPERDESIGNS.CO.UK

savings, and you can take your products to market right away in a fraction of the time you would usually associate with a traditional photoshoot or exhibition. In today’s world, with lock downs, shows being cancelled, supply chain issues, shipping headaches, sampling difficulties all amounting to delayed product and therefore lack of imagery to sell from theres never been a better time to embrace CGI.

CGI FURNITURE SPECIALISTS

INSIGHT

MAKING IT LOOK EEZEE PocketGel Plus

Buoyed by careful investment and a bold strategy, Kent-based bedmaker Sleepeezee continues to go from strength to strength. Here, MD Steve Warren tells Furniture News how the popular bed brand is primed for further growth in 2022 … www.sleepeezee.com

Steve Warren

WE ARE TARGETING £50M IN REVENUE IN THE NEXT FEW YEARS – WHICH WE BELIEVE IS TOUGH, BUT VERY ACHIEVABLE

It’s been a disruptive couple of years, to say the least! How does Sleepeezee stand as it enters the new year? It has been a difficult year to navigate, with different challenges arising along the way, but Sleepeezee has made it through this incredibly tough period, achieving our highest ever turnover as a business last year, despite our retail partners being closed for the first part of it – and we have set our budget for 2022 aiming for strong but steady growth on last year. What’s been occupying your time these past few weeks? As we go through December it is a busy period for production, trying to ensure we get all of our orders out in time for pre-Christmas deliveries, as well as setting our budgets for the year ahead. We’ve also had a full day of filming at the factory for an advertising campaign supporting our business bank NatWest, and this, alongside our normal customer and supplier visits, has meant a satisfying but hectic time for all at Sleepeezee! Can you remind us of the new products you’ve launched in the last few months – and tell us if there’s been any additions/changes since the Bed Show? At the Bed Show we launched our refreshed PocketGel Plus range, which is our most popular collection amongst our independent retailers. In fact, the Poise Plus was runner-up in the NBF’s

Bed of the Year Award category. We also launched our expanded Jessica collection, a range developed in collaboration with our brand ambassador, Dame Jessica Ennis-Hill. This range is a particular favourite, as with every bed sold, we donate £20 to the Children’s Hospital charity in Sheffield, of which Jessica is a patron. We’re proud to have managed to raise £60,000 in 2021 for the charity from sales of the Jessica range, so a big thank you to our retail partners who stock these models! Finally, we also expanded our Perfectly British collection, by offering multi-tensions in each model. We know comfort is subjective, so by offering more tensions within this collection, we’re able to offer our customers more tailored comfort. What sort of stockist feedback are you getting to the new lines? All of the new ranges have been really well received. Whenever we launch a new range, we work on offering a launch pack with each collection, which offers dedicated PoS for stores, training guides and online assets to help provide support for retailers, to make it easier for them to sell Sleepeezee. I understand there’s also been significant developments at your HQ. Can you walk us through them? We were really proud to announce the installation of 591 energy-saving

29 solar panels across our entire 1130m2 manufacturing facility, which was completed in August. Renewable energy is a crucial component in the UK’s plans to be a carbon-neutral economy by 2050, and we believe the manufacturing industry has an important role to play in helping the Government to achieve this. At just over £180,000, this was a big investment for Sleepeezee, but this investment will help to drive the business forward in more considered and sustainable practices. We have also continued investing in new and updated machinery to help ensure our designs are at the forefront of the industry. We are pleased to say we didn’t have to reduce our workforce at all during Covid, and, with our great relationships with our supply chain, we have been able to navigate this tricky year by offering a continuous and steady lead time, as well as great customer service.

Inside Sleepeezee’s revamped trade showroom

Are there any early signs of how the new developments will have a positive impact on your business, and your customers’ operations? The fact we have been able to keep our lead times relatively short has meant we’ve been able to offer great service for our retailers and their consumers, who might be nervous about buying bigticket items in the current climate. Our production and commercial teams have been working hard to ensure our Christmas cut-off was as late as it could be, to help ensure our retailers benefited from the late November Black Friday and Cyber Monday sales. We also believe our retailers value how we, as a business, always try to do the right thing – whether that’s investing in more sustainable practices to reduce the impact on the environment, or our

support of various charities, of which the Children’s Hospital in Sheffield is just one of many. At the Bed Show, you previewed your new website – what’s changed in how you interact with stockists and consumers online? The online journey has become more important over the last two years especially. Even when a customer purchases through a bricks-and-mortar retailer, the likelihood is that they have researched or looked online during their purchase journey, so we have invested in good-quality assets for our retail partners and for our own website, to ensure that when a consumer interacts with our brand, they have a positive experience. We demonstrated a new 360° photography function on our website at the Bed Show, whereby a customer could select from any of our models and see it in 360°, with any of our fabrics, any headboard design, and any storage option. Offering so many different customisation choices for our beds makes it near impossible for a retailer to demonstrate them all on their shop floor – however, this new technology will help the customer visualise exactly what they want to order. We are currently working on rolling this out onto our own retailers’ websites, as well as in-store PoS screens for customers to use. What progress is Sleepeezee making in terms of stockist numbers, market share and consumer awareness? Over the last year, our focus has been on engaging with and supporting our existing retailers and growing their Sleepeezee offering, and less so about targeting new retailers (but we have had a few new

retailers come on board, of course!). Our shopfloor presence has grown massively in the last six months, following a really successful Bed Show for us. It was back in 2018 that Sleepeezee announced that we would be focusing more on and investing in marketing, and the senior management team have ensured we have remained true to this strategy. We have a brand that is strong and that has great awareness amongst consumers. We work with PwC to track quarterly our own unprompted and prompted brand awareness against our competitors, and are pleased to have seen an increase in our own brand awareness over this time, making us one of the three best-known bed brands amongst consumers. We still have ambitious plans to grow, as part of our five-year business plan that was devised in 2020, and we are targeting £50m in revenue in the next few years – something we believe is tough, but very achievable. Are there any other plans in the pipeline for 2022? We have a number of exciting new plans we’re working on for this year, including utilising our fantastic brand ambassador Jessica Ennis-Hill even more. You will see Sleepeezee feature in a new TV and advertising campaign alongside Natwest (for which we had Alison Hammond work here for the day as an intern!). This will offer great exposure for Sleepeezee as we head into a challenging year for the marketplace. We are also working on some new product offerings that we hope to have ready by the start of Q2, but we can’t divulge more than that right now! Watch this space, as there are some exciting things coming from Sleepeezee in the next 12 months …

INSIGHT

REMOTE CONTROL Metro

From its headquarters in the Norwegian fjords to its new store on Tottenham Court Road, the Stressless brand has been on quite a journey in the past two years, and is now comfortably placed to seize various market opportunities, says Ekornes’ senior VP - commercial Europe, James Thompson … www.stressless.com/en-gb

Laurel – James says dining represents a significant growth area for Stressless

DINING REMAINS A HUGE GROWTH SECTOR FOR US

How’s business right now? What’s keeping you busy? Business is great, but goodness me, it is challenging! 2021 will set many records – for sales, for price rises, for earliest Christmas cut-off – but for me I feel with hindsight it will be chalked down as a good-to-great year, as the brand is humming right now! And that can be put down to a huge team effort, both in the UK and in Norway. Stressless has had a renewed focus on being a reliable strategic partner for our retailers. Ultimately, that focus is on driving sales and profitable sales growth for our retailers.

How has Ekornes negotiated the pandemic so far? It would be remiss of me not to point out that it has been a hugely challenging period for us – however, we have bonded as a company, and moved forward. We were quick to reactivate the business, and have been focused on how best we can support our retail partners, as ultimately, they are our lifeblood! Whilst happy to look back, I am also focused on the future, and feel passionately that we have some excellent initiatives that will help us navigate whatever might happen next. From a supply side, life has been incredibly challenging, but being on a fjord in a remote location has had its benefits. Firstly, remoteness has its benefits in a pandemic – combining that with running high inventory levels has meant we know that we have the raw materials to make the orders we take today. One significant game-changer was during the first lockdown – we used that time to build inventory of our bestselling items, which has in turn given us the foundations for our quickship programme, which has given our customers who just can’t wait an option. So, whilst the last year or so has been challenging, it has presented opportunity, which we have grabbed with both hands – whether that be industrially or as a team, we’re moving onwards together!

www.sleepeezee.com

INSIGHT

Has it changed the way you do business for good? It has changed the high street forever. The digital journey our customers take has only become more important, and as such, this has been an area of real focus for us over the past year. The replatforming of our website in 2019 has really paid off!

Are you noticing any particular colour or material trends emerging in your field? In terms of materials, we will continue to champion the use of leather on our furniture, as it is such a robust material, and works in unison with our ‘built to last’ ethos. Material trends are seeing lots of soft fabrics which have a high content of natural fibres, such as wool, rather than something synthetic.

On that note, how has the Tottenham Court Road store evolved since Furniture News last checked in (see November 2019’s issue)? Is its trading format still working for your stockists? The brand store’s primary focus remains to inspire and give a good representation of our product within central London. It remains a consumer discovery and marketing initiative, alongside being a great home to host our retailers, launch new products, run training sessions and ultimately engage with our consumers. Often, our retailers are sending their customers to the store – we, of course, will give them a lovely time, and then send them back to that retailer to finish the sale. This remains at the centre of our partnership – we are not here to compete, but to support.

Stella

Taking the new Stressless Sam as an example, is adding extra functions to your models becoming more important? Ultimately, Stressless wants to be able to offer models which appeal to as many consumers as possible. With the successful launch of Stressless Scott at the end of 2020, we now have real market feedback from consumers that these extra features are important. Consumer feedback has also shown us that the modern aesthetic of these models is a real winner, too.

Have you developed any new approaches to working with your retail partners, or additional services to help drive footfall in-store? As a manufacturer and ultimately a brand, we have to appreciate the role we play as a partner to our customers/ consumers. They too have their own set of challenges. Our role has been focused on some core values, such as reliability and honesty –honest enough to admit when we’ve had a setback – but I hope over the last 18 months we have come down on the side of reliability. Ultimately, it feels like the last 18 months have favoured the brave. We were quick to restart, and have backed our retailers with promotions, footfall drivers and stock, along with ramping up our capacity as quickly as possible. As a brand we have continued to market ourselves hard, in order to drive footfall and customers in-store. Our activities online have again all been focused on a consistent customer journey. We have at times transacted with our end-consumer, only for our retailers to benefit in the value of the sale.

Rome, the end result of comprehensive market research

What’s new in terms of product? Take us through the basics of any new ranges/additions … In November the UK hosted the global launch of Stressless Rome. This recliner has a unique look, and is the result of comprehensive global market research. The insights from the research were that consumers like to sit in their own way and in a multitude of positions. This led our product development team to design a model with a wide, cupped back, thus allowing for a range of seating positions – all with our signature comfort, no matter how you sit. I think, with its unique aesthetic and also broad appeal, this will be the most exciting launch for us for early 2022.

IT FEELS LIKE THE LAST 18 MONTHS HAVE FAVOURED THE BRAVE Mint

Has Brexit had a noticeable impact on your UK business? Our main subsidiary is outside of Europe in Norway, so again this has not had a major impact on business.

Top colours remain in the neutral greys and beige, but these are warm and rich rather then the paler variety. We are always on top of the trends in terms of colour – this spring will see a great deal of soft yellow, and we have launched yellow colours in both leather and fabric. The yellows are warm and commercial, and have a great Scandi aesthetic when used in conjunction with oak.

Is there anything else in the pipeline this year? Whilst we have some fantastic new products in the pipeline, with some industry firsts planned for launch this year (more on that to follow), our primary focus remains around reliability and scaling up of production. So, we anticipate the announcement of our new production facility for Stressless. Dining also remains a huge growth sector for us, so plenty of focus here. We want to do all of this whilst aspiring to be a leading furniture company in terms of sustainability, so everything we do and plan is with that aspect in mind

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NEW Stressless® Sam shown in Paloma Rock/Disc Oak

INSIGHT

COVER STORY

LIBRA LANDMARK From homewares and giftware to lighting and furniture, The Libra Company is one of the best-established names in the interiors industry, renowned for its distinctive products and design-led collections … www.thelibracompany.co.uk

OUR FAMILY-RUN BUSINESS HAS COME A LONG WAY

Spanning 50 years and drawing inspiration from across the globe, Libra’s heritage is rooted in its passion to develop and source bold designs and unique products for homes and interiors. Now exporting to more than 30 countries, the Libra brand has amassed a strong and loyal customer base since 1972, through its trend-led designs, expertly crafted products and renowned customer service. This year marks a landmark milestone for the brand, which is preparing to release its newest designs for spring/ summer 2022, alongside a special collection of Libra’s most iconic products launched to celebrate five decades of business. Paul McLaughlin, Libra’s MD, comments: “As we move into our 50th year, it is important for us to mark the occasion by celebrating the products and stories which make up our rich heritage.

“Our family-run business has come a long way since the launch of butchers scales and paraffin lamps at our first trade shows in Torquay and Blackpool over four decades ago! To celebrate our half century, we will be presenting four expertly curated collections throughout 2022, relaunching 50 of our most-loved products from over the years. Each will represent special moments in time for Libra, and each will be reimagined for the current market. “Fifty years on, the longstanding relationships we have built with our clients is the key reason for our ongoing strength, and is what keeps us focused on our mission to supply the highest-quality products from across the world. We are immensely proud of our heritage, grateful to our loyal customers, and excited to be bringing back some iconic Libra products and showcasing our newest designs in 2022”

DISTINCTIVE INTERIORS SINCE 1972 Timeless and distinctive pieces from around the world View the latest collections at www.thelibracompany.com Tel : 01223 895800 Email: sales@thelibracompany.co.uk

INSIGHT

ROOT CAUSE Makasi Imports supplies the UK’s largest range of high-quality, driftwoodstyle teak root furniture and home accessories – and has worked hard to maintain supplies throughout the pandemic, says MD Dan Unsworth … www.makasiimports.co.uk

WE TOOK THE VIEW THAT WE WERE ALL IN IT TOGETHER

At a time when the global pandemic was already causing widespread disruption to the retail industry, Makasi Imports was also hit by the implications of the worldwide shipping crisis, with container prices shooting up by around +700% – but the importer took the bold decision to carry on importing its unique products throughout the crisis, and strived to maintain healthy stock levels for its existing customers. This meant absorbing much of the increased costs in order to help Makasi’s stockists remain competitive, explains Dan: “Retail outlets were

already suffering from lack of trade due to the pandemic, and the last thing they needed was a further hit to their profit levels. We took on a lot of the extra shipping costs ourselves, and renegotiated bulk discounts on other products to try and soften the blow. “We took the view that we were all in it together, and we would get through the rough times by helping each other out. Our customers really appreciated our philosophy, and we had a lot of positive feedback – at a time when others were struggling to maintain their client bases.” Dan describes Makasi as a “peoplefirst” company – its products are handmade by small family businesses using recycled teak roots, enabling whole trees to be used sustainably in the furnituremaking process, eliminating waste, benefiting the environment and helping to support local communities. For 30 years, Dan has made regular trips around the globe to maintain close relationships with manufacturers so he can personally guarantee the quality, sustainability and ethical production of Makasi’s products. Makasi Imports’ wide range of rustic and contemporary designs is constantly evolving, with over 150 new products being added this year, ensuring that the supplier can always offer its customers something truly unique

Makasi Imports Ltd supplies the UK’s largest range of high quality, driftwood style teak root furniture and home accessories. We have continued to ship our fast selling home, gift and garden products throughout the pandemic for our trade only customers, without stopping. If you would like a trade login to purchase from our website please email your company details to info@makasiimports.co.uk

Compare our prices with other wholesalers!

www.makasiimports.co.uk

INSIGHT

THE EAGLE HAS LANDED Timothy Oulton’s newest US foothold opened in Manhattan’s Flatiron District late last year. For its $1m East Coast flagship, the quirky luxury brand brought a distinct sense of grandeur and stellar ambition to the 7170ft2 retail space at 901 Broadway at 20th Street, with construction assistance from McAlpine Contracting … www.timothyoulton.com

IT’S A GLOBAL EPICENTRE OF GREAT DESIGN, SO I’M EXCITED TO BE REOPENING HERE

The latest of Timothy Oulton’s 47 worldwide retail galleries occupies 901 Broadway, a portion of a larger building that was designed and constructed in 1870 in the French Second Empire style by James H Giles for the retailer Lord & Taylor – serving as a precursor to New York City’s department store retail era. Due to both the building’s innovative use of cast iron, which permitted the installation of impressively large display windows along the first-floor facades, and its cultural significance, the New York City Landmarks Preservation Commission (LPC) designated it as a historic landmark in 1977. “We opened one of our first galleries in New York City back in 2009 because I considered New York one of the great

– if not the greatest – of the world’s cities,” says founder and creative director, Tim Oulton. “It’s a global epicentre of great design, so I’m excited to be reopening here. We recently opened new stores in Downtown Los Angeles and Miami, but New York is extra special and complements openings in other prominent gateway cities elsewhere in the world.” The brand currently operates seven other stores in the US, including at the New York Design Center at 200 Lexington Avenue in Manhattan, as well as in Connecticut, Miami, Los Angeles and San Francisco. Timothy Oulton’s in-house design team has developed the concept for the new flagship, while New York City-based McAlpine Contracting built the retail gallery. “This $1m construction project revitalises the iconic retail space, which was recently vacant, and attracts buyers to the vibrant Flatiron neighbourhood at the time when the retail industry is beginning to recover in Manhattan and nationally,” explains McAlpine’s VP, John Nolan. Located on the South-west corner, the building extends for 25ft along Broadway and 85ft along 20th Street, and has full-height windows at the first floor that provide clear views of the interior. The store features a 1890ft2 main showroom area on the first floor and a 344ft2 mezzanine. An open stair connects to a 1221ft2 lower level that

GUARANTEE YOUR SALES SUCCESS IN 2022

~ YOUR INVITATION ~ Come and see us on Stand A1 in Hall 1 at the JANUARY FURNITURE SHOW on 24th to 27th April 2022

Take the field with February’s Furniture News A NEW YEAR MEANS FRESH OPPORTUNITY.

As well as industry-leading interviews, profiles and opinion pieces, February’s issue will celebrate products and systems that are built to last, and the businesses striving to create a better tomorrow. We’ll be running the following special features in February’s issue:

DON’T MISS OUT

ECO-CONSCIOUS Exploring greener products and processes, with a focused discussion on sustainable packaging

Don’t hire a sales company until you have spoken to Greenwood.

CHILDREN’S FURNITURE Safe and stylish new launches for kids’ bedrooms

Discover why you can trust Greenwood – the UK & Ireland’s Leading Experts in Retail Sales Promotion - to help you optimise your next big sales event.

FABRIC AND TEXTILES Inspirational new furnishings and upholstery covers, plus a preview of the BFM Fabric Show London

Come and see us at the NEC JFS to find out more. We can usually outline your sales projections and costs from a brief discussion. We’d love to see you there.

We will also present the latest in Bedroom, Dining, Living and Trade Services. Sow the seeds of a flourishing marketing campaign with Furniture News this February! Call Sam Horscroft on 07764 650655 or email sam@gearingmediagroup.com

Or call us directly on 07771 700247 to find out more or to arrange your free, confidential, no-obligation business consultation.

BOOKING DEADLINE: TUESDAY 18TH JANUARY

GREENWOOD RETAIL LTD Your Leading Experts in Retail Sales Promotion

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INSIGHT (interior photography by Ola Wilk Photography)

provides additional showroom space and a a cafe bar. Timothy Oulton’s collections are rooted in authentic materials, including hand-finished leathers, century-old reclaimed timbers, natural stone, industrial metals, and ancient rock crystal – all of which are displayed in the new space. The interior reflects this diversity, and features a combination of painted gypsum board and exposed brick walls. The first floor and mezzanine have wood plank floors, and the basement floor is polished concrete. “Ceiling-mounted Soraa spotlighting systems and custom chandeliers structurally suspended on a steel grid system delineate individual display areas,” adds John. “The grid system lends versatility to the space, allowing the store planners and merchandisers the flexibility to revise the interior layout periodically.” The store includes several unusual features, the most dramatic of which is located on the first floor. Timothy Oulton’s signature Apollo capsule, built to the same scale as NASA’s Apollo 11 command module, prominently occupies the centre of the main floor as “an expression of the brand’s craftsmanship and creativity”. Rendered as an intimate, luxury lounge, the capsule features a stainless steel shell and bespoke tufted-leather interior, with crystal lighting. Conceived as a showcase of Timothy Oulton’s design and manufacturing capabilities, the Apollo module replica was built

entirely in-house by the company’s craftsmen and assembled inside the store by McAlpine’s team. The cafe area, meanwhile, has a bar with a new stainless steel top, dramatic lit side panels, a backbar, and commercial-grade undercounter appliances. A 3t fish tank is installed near the front entrance. The street level windows are framed on the interior with heavy black draperies to further highlight the merchandise and draw shoppers instore. The lower portion of every window features drop decals of Timothy Oulton’s logo, which is also cut into the stone doorstep at the entrance. In addition, backlit pelmet signage is installed over the entrance and at the upper portion of each window

INSIGHT

FORTY YEARS OF FILLINGS Today, Fibreline is known for its quality products across a broad range of cushion seat fillings – often combining different fillings to achieve specific results – and behind this achievement is a distinguished, 40-year history … www.fibreline-ltd.co.uk

Fibreline was founded by John Prudhoe in 1982, and has grown to be the largest independently owned upholstery cushion fillings manufacturer in the UK. John had significant experience in the upholstery market, and could see the potential for carded synthetic fibres in upholstery – consequently, Fibreline became a pioneer in the use of polyester fibre in the UK furniture industry. Initially based on Marley Street in Keighley, the company soon outgrew its location and, in 1992, moved to the old Waddingtons playing card factory – Victoria Park Mills on Hard Ings road.

Over the following decade, Fibreline diversified into feather and foam cushion fillings, thus offering a one-stop shop for all cushion fillings. Innovations came thick and fast, and in 2003 Fibreline became one of the first foam convertors to install a fully integrated foam-cutting line. One of the main problems with 100% fibre seat cushions is that they flatten over time and require strenuous plumping. Fibreline sought a remedy for this problem with Encore. Fibreline started to develop the Encore range in 2010. Initially, this comprised Encore Fibre, which had the look and feel of a fibre cushion but recovery characteristics that were more like foam. Encore Fibre was quickly awarded the FIRA GOLD seal of approval, and went on to become a great success story. Encouraged by the success of Encore Fibre, Fibreline developed Encore Feather and Encore Foam. Encore Feather has the look and feel of a feather cushion, but with much-improved recovery when compared to a traditional, feather-filled seat cushion. Encore Foam provides the clean lines of a foam seat cushion but the snug feel of a fibre seat. While all this innovative development was going on, Fibreline also introduced a number of industry production process firsts – for example, pioneering the robotic drilling of foam components in 2015, and installing a robotic fabrication line in 2019.These improvements and innovations have helped Fibreline remain competitive in terms of both pricing and delivery. The latest product from Fibreline is Fibrefill Blue. Fibreline recognised the need to offer cushion manufacturers an environmentally friendly solution using recycled plastic, so found a way to convert the equivalent of 100 plastic bottles into each “very comfy” cushion. Fibreline will continue to innovate and provide customers with high quality solutions across fibre, feather and foam. This, along with a high level of customer service and tight delivery schedules, promises to set Fibreline firmly on a successful path for the next 40 years, and beyond

INSIGHT

FORTE AT 30 Having regained a firmer foothold in the UK marketplace, and celebrating its 30th anniversary this year, Polish RTA powerhouse Forte is primed to prove its prowess through its latest on-trend lines. Furniture News spoke to national sales manager Victoria Ross about the brand’s background, values and market-matching portfolio … www.forte.com.pl

What’s Forte’s story? Founded 30 years ago, Forte is one of the largest European manufacturers of furniture for self-assembly. We have five state-of-the-art manufacturing plants, and offer self-assembly furniture for all areas of the home. We offer a comprehensive living and dining range, but are best known for our upstairs collections of bedroom and home office furniture. How long has the brand been present in the UK? Forte has been present in the UK market for 15-16 years, but only in a very limited way.

FORTE PRODUCT OFFERS THE HIGHEST QUALITY IN TERMS OF VALUE FOR MONEY

Why did the business choose to relaunch its UK offer, and how has it evolved? The decision to relaunch Forte was taken in 2019 following an in-depth analysis of the current marketplace. We could see the trend towards welldesigned self-assembly furniture, and knew that we had already-successful products that would fit well in the UK. Our original plan was set for a soft

launch in summer 2020, but this was delayed due to the pandemic. We used that time to further develop our UKtailored offer and to build processes, enabling us to supply customers with delivery terms that suit them, following the changes since Brexit. We’ve taken a selection of the larger Forte offer and made all of the necessary adjustments to have these products immediately available to UK customers – bed sizes and styles have been changed to suit UK trends, and sideboards and TV units changed to better fit the size requirements of UK consumers. Where applicable, light fittings have been changed, and now come with either a UK or USB power supply. Do UK buyers still have access to the complete offer? Absolutely! The UK catalogue is just a snapshot of what Forte can offer. Customers can access our entire catalogue, and order most items without having to meet high production minimums. We can also tailor any lines or programmes for a more specific need where justified.

Kashmir

Malamati

Marida

High Rock

45 Forte’s facility in Ostrów

How does the product stack up in terms of value, quality and materials? Forte product offers the highest quality in terms of value for money. With our in-house design team working closely with our quality department, all items are developed and tested for the rigours of everyday use. We are constantly updating our range of finishes and our build technology, to offer the consumer the best possible experience. What are the likely lead times? The current lead time is six weeks, although we are often able to offer quicker turnaround. Since Brexit, we have invested heavily into our UK business to ensure we can offer customers the most practical ways to purchase and receive our products – including a fully declared option, minimising paperwork and costs for our customers. Do Forte’s products come with any additional guarantees? Everything is offered with a 12-month guarantee against manufacturing faults or problems. All of our facilities are audited by ISO and SMETA. We also support responsible and sustainable forest management – as a manufacturer, we source our woodbased materials exclusively from legal sources, certified and controlled in accordance with FSC standards. In terms of supply continuity, our

wholly owned chipboard manufacturing plant means we’re not subject to the supply issues that have affected some of our competitors. Do you offer any services to streamline the buying process or support stockists? We work closely with our customers to support them with whatever materials they need to maximise sales. We supply high-quality imagery and, in some cases, product videos, along with

additional PoS material if required. Can you give us an idea of Forte’s ambitions? Because we are starting with only a handful of existing customers, our growth plans are ambitious. We saw significant YoY growth last year, and we have no limit to the infrastructure investments we are willing to make to ensure we have the best offer for our customers – both in terms of product, and the service they can expect to receive from us.

Tezaur

What brought you to the business? Who else is involved in the UK operation? I joined Forte in 2019 following a long recruitment process. I joined at a time of change within the business, and have seen our back-office systems and processes adapting and changing to meet the demands of the current market. I am fully supported by a team of experts in terms of product development, sales, quality and logistics, both in Poland and here in the UK. What would you say to a retailer who has never bought from Forte before, but is keen to broaden their bedroom furniture offer (in-store or online)? Just get in touch – we have such a wide variety of products in our good, better and best offer, covering most of the market’s requirements in terms of pricing and quality

WE ARE FORTE HOY VIK collection

HOYVIK is a furniture line inspired by Scandinavian minimalism. The natural look of this collection is emphasised by the timeless combination of the white matt finish and Sonoma Oak. The oak decor creates a warm and cosy look whilst the white finish brightens up and optically enlarges the room and the simple, aluminium-coloured handles add a discreet finish. The furniture series is characterised by a surprising lightness due to its modern structure and a large selections of sideboards, shelving units, display cabinets and hanging shelves create countless arrangement possibilities. With the HOYVIK collection, you can easily arrange the entire home from hallway through to home office, living room, dining room, bedroom and children’s room. uksales@forte.com.pl www.forte.com.pl

EVENTS INDX FURNITURE

COME INDX, SAYS AIS In an extension to the dates initially published, and due to popular demand, the next edition of INDX Furniture is set to take place on 23rd-25th January 2022 at Cranmore Park exhibition centre in Solihull. Running for three days instead of two, the new dates will include a Sunday opening, and the show will be open to the general trade for its duration … www.indxshows.co.uk

WE HAVE SECURED AN UNRIVALLED SELECTION OF LEADING NAMES

Formerly known as The AIS Furniture Show, the industry buying event successfully launched under the INDX Home banner in September last year, as a two-day event which also represented the buying group’s first live event in over 18 months. Delivered by Associated Independent Stores (AIS) – the winner of the Best Buying Group/Association category in Furniture News’ Readers’ Choice Awards 2021 – INDX represents a group of unique trade shows which are renowned for delivering an inimitable buyer- and business-focused format, and are specifically dedicated to meeting the diverse and ever-changing requirements of today’s retailers.

Emma Rackley, director of furniture and home at AIS, is looking forward to bringing the industry an exciting and inclusive show: “The September 2021 show beat our expectation, and we have received fantastic industry response to our decision to extend our run and offer a Sunday opening when we return in January 2022. “Our team of expert selectors have been very busy, and I am delighted to confirm that we have secured an unrivalled selection of leading names to exhibit, and we look forward to welcoming everyone to what promises to be an exciting showcase. We would also like to take this opportunity to reassure our community that the comfort and wellbeing of all our visitors, exhibitors and employees remains our priority, and we will continue to work closely with the Cranmore Park team to ensure that we deliver a safe and successful show.” Curated by experts with a wealth of experience in the furniture retail sector, the exhibitor line-up for the next edition of INDX Furniture is set to comprise an unrivalled collection of marketleading upholstery, cabinet and garden furniture brands, in addition to key service providers. Exhibitors are joining the line-up every day, but the confirmed suppliers include Venjakob, Actona, Papaya, TCH, Jual, Unique, Hill & Hunter, Andrena and HND on the cabinet side, and they will be joined by Garden supplier Firmans, plus leading upholstery suppliers 3C Candy, himolla, HTL, Corium, Alstons and Primavera. INDX Furniture offers free entry, on-site parking and refreshments to all visitors, who can expect a friendly, relaxed and professional environment in which to network and connect with the furniture industry. Visitors can register via the INDX website, which also boasts an exhibitor list and further show information including an up-to-date Covid-19 policy. Looking further ahead, INDX Beds & Bedroom will make its debut on 26-27th April, promising beds, bedroom cabinet and sofabeds from some of the biggest names in the industry

UNFORGETTABLE . UNRIVALLED . UNMISSABLE

23-25 JANUARY 2022 Discover leading brands and ranges specifically curated by AIS for independent retailers. We look forward to welcoming you to the INDX Furniture Show.

Where the industry unites For exhibitor enquiries visit www.indxshows.co.uk or email info@indxshows.co.uk Cranmore Park Conference and Event Centre, Cranmore Avenue, Shirley, Solihull, B90 4LF

EVENTS INDX FURNITURE

ADVERTORIAL

MISSION TRANSFORMATION

Following on from its success in 2020, himolla’s 2021 in-house exhibition delivered everything from innovation, inspiration and sensuality to plush, fresh, bold new directions, states the German manufacturer – a performance comfortably in line with its goal of ‘Mission Transformation’ … “Exciting colour combinations, sensual fabrics, fine leather, lush floral arrangements and large illuminated pictures transported visitors to a lush and chic vision of a tasteful living future,” says himolla, which showed clients new products and innovations including a fresh sofa and sales concept and new PoS materials for its sofa and recliner collections. “Stylish, fragrant Q2 fabrics, refinements to the Spektra platform and a wonderful new lifting and lowering function for sofas (a world premiere) prompted a standing ovation,” says product and marketing manager, Tamara Härty. “Last but not least, smaller upholstered Icons were introduced.” According to himolla, ‘Mission

Transformation’ is not an empty slogan, but a necessity. The recliner and sofa specialist has tasked itself with being innovative, developing “fantastic” products to inspire customers worldwide, and having a say in bringing upholstered furniture squarely into the 21st century. Bold as that sounds, it is simple logic for a player like himolla. Thanks to Tamara and CEO Ralph Bestgen, the business is fast transforming itself into an industry trendsetter, with a growing number of loyal followers. Determined to deliver competitive pricing despite imitators in Eastern Europe and China, himolla aims to lead the way with bold ideas, innovation and desirable design, as well as 360° brand development. In addition, himolla’s

customers can rely on its proven highquality seating comfort and ability to satisfy customers’ needs. “Certified sustainability and 100% environmentally friendly production need not be mentioned, either,” adds Tamara. “All in all, this is himolla’s holistic approach – desirability, quality, and responsibility for our customers, our brand and our employees. Admittedly, this is not easy, but himolla will not give up, because this is our chance for healthy, long-term growth in Bavaria. “This transformation is not complete, and will never be – it is simply the pursuit of excellence that requires continuous and relentless effort. It will be accomplished organically – the starting point is, and will always be, an exciting product that transitions to a 360° brand and a compelling customer experience at trade fairs, exhibitions, etc. Our great products, award-winning designs and innovations are simply brought to life through this completely new visual language.” Customer reactions to the “new” himolla have been overwhelmingly positive: “A direct hit,” concludes Tamara. www.himolla.com/uk

himolla is one of the UK’s leading upholstered furniture manufacturers and their recliners are packed with market-leading innovation such as independent headrests, backrests and footrests so your perfect seating position is only a button press away. A 5 year guarantee gives you conﬁdence in the quality and durability of their recliners and they only select the ﬁnest leathers, fabrics and woods so we guarantee you will not sit in anything as comfortable as a himolla chair. Bestsellers and also novelties are available as manual or electric armchairs and the Winter Sale has begun!

ARYA 1195 | www.himolla.com himolla Polstermöbel GmbH | GERMANY

EVENTS INDX FURNITURE

WORLD FAMOUS Global by name, global by nature – and it is testament to cabinet giant Global Home Group’s strength that it has come through the worst disruptions of the pandemic with a product offer that’s more appealing than ever – across both its CHF Global Home and Corndell brands, which will be present at INDX Furniture this month. Furniture News quizzed the former’s MD, Ivan Foster, on the details …

Bergen

THE GLOBAL BUSINESS REALLY IS EXACTLY THAT, BOTH IN TERMS OF SALES AND SUPPLY

How has Global Home Group negotiated the challenges of the past two years? Like all importers and distributors, CHF Global Home and Corndell have faced unprecedented challenges since the start of 2020 – the pandemic and lockdowns, spiralling freight and raw material costs, and adapting to Zoombased discussions, just for starters. We made early decisions to trim back capital expenditure and run a thorough review of the whole business, covering the UK, North America, Australasia and Asia. As is often the case when a business is confronted by an avalanche of problems, we found areas where we were able to work with much-improved efficiency. The Global Home Group business has traditionally cast its net over many markets and sales platforms, and, for sure, this wide catchment has enabled us, by and large, to smooth the path through the troubles precipitated by the pandemic. We continue to identify and enter new partnerships with quality retailers – the Global business really is exactly that, both in terms of sales and supply.

From your stockists’ POV, is it ‘business as usual’ now, or are you going about things differently? The pandemic financial support packages proved invaluable for many UK retailers, and it is encouraging to see so many wake up to the fact that ‘proper’ websites, whilst expensive if they are done properly, really do produce increased sales. Naturally, when shops were closed, those with good transactional sites – and internet specialists – really had a bonanza. Now, even the (let’s be kind in this description) more traditional luddites have finally accepted that the internet will catch on – the high street and retail park operators that have come through this well are the ones who have the vision to adapt to the changing face of retail. I don’t think we’ll see a reversal of consumers’ willingness to purchase from a digital screen image, that is here to stay. Of course, price reviews are always painful. After five years of virtually unchanged prices, like everyone else we had to pass on a big chunk of the increased costs that came our way. High-volume, low-value items like bookcases and big sideboards took the brunt of the pain – not surprising, when door-to-door freight costs are +600% higher, and raw materials +30% more. However, we went through every SKU cost in detail, and in some cases actually managed to reduce prices! Early this year, I’ll be revealing some more surprising downward pricing again – Global Home is pretty darned good at thinking outside the box when it comes to design and production. So, you’re pretty well equipped to negotiate any supply chain difficulties? For a long time, we have encouraged ‘small and often’ ordering.Two- or three-working day delivery on stock items is something we have taken pride in achieving. After the first lockdown, everything went bananas – record weeks of order intake, an absolute frenzy as shops catered for a seemingly insatiable desire from consumers to get spending.

Roswell

What new ranges/products are you introducing this year? It’s a fact that whilst retailers always want something ‘different’, what they actually buy and sell is largely ‘same old’! So, we’ve done some very creative diversions on what actually sells in volume, at the same time introducing new collections that are most definitely a departure from the safe bets. I am always conscious that there are no secrets in this industry. The speed at which variations of new designs appear in the market is remarkable – so I’m cautious not to reveal too much, too early!

Docklands

Naturally, that demand impacted on our stocks, but we coped very well – until shipping delays and lockdowns in our manufacturing bases of Vietnam and India curtailed delivery and production mightily. We have a very large consolidation warehouse in Vietnam and thankfully that was pretty full, so the effects of the delay were somewhat mitigated. Since that first reopening, we’ve had another lockdown and then opening, etc etc, and things have settled down to a more normal level. Now we have the effects of the HGV driver shortages (more costs to ‘encourage’ hauliers to accept business), as well as stubbornly high ocean freight. What I’ve found incredible over the past months is retailers being so understanding of price increases and delivery delays. Thankfully, we are pretty much back in full production – with luck, transport costs will become more realistic, and we will get back to something more ‘normal’.

Why have you elected to exhibit at INDX Furniture this year? We have always had a large presence at the January Furniture Show, showcasing new products and re-presenting old favourites. However, for 2022 it seemed incongruous to try to gain new customers when what we are striving to do is service our existing and loyal client base. I felt it would be grossly unfair to that customer base to be spreading the available product too thinly, to the satisfaction of no-one. Seller/buyer loyalty is the key for me here. INDX offers the perfect alternative, with most buyers attending already well known to us. We are also close to completing a dedicated mobile showroom which will be touring the UK and Ireland this year, and beyond.

What’s Global’s longer-term plan? Well, I could tell you, but then I’d have to kill you … How can Global help independent furniture retailers differentiate their cabinet offer this year (both in-store and online)? By the spring we will have expanded a deliverable – and that is absolutely key – product offer, using our well-established Vietnamese partners, including a doubling of the Global Home finishing facility, and bringing up to speed our new Indian manufacturing partners. This is a project I am very excited about. We are starting with a blank canvas, working with people who are keen to operate with new and innovative methods. It’s a cliche, but watch this space!

GLOBAL HOME IS PRETTY DARNED GOOD AT THINKING OUTSIDE THE BOX WHEN IT COMES TO DESIGN AND PRODUCTION

Global Home UK & Ireland The Old Goods Yard Rear of Truro Station Station Road Truro TR1 3HH 01872 32523

EVENTS Liberty, Vale Bridgecraft

SUCCESS AND SUCCESSION www.thenorthpointshow.co.uk

Gavin Douglas

“After the very successful show last September – the first since January 2019 – we’re pleased to announce that the Northpoint Show will return to the Royal Highland Centre in Edinburgh on our favoured dates in early April (3rd-5th),” says Bob Dymond, who has organised the event for the past 20 years. Following the 2022 edition, Bob will hand the reins of management to industry veteran Gavin Douglas, who brings many years of experience to the role, including a wealth of knowledge of organising exhibitions throughout the UK in his former capacity as Morris Furniture Group’s marketing manager, among other roles. “I would like to thank the many exhibitors that have supported the show down the years, and I know the future of the Northpoint Show is in good hands with Gavin from 2023 onwards,” says Bob.

Last year’s event garnered popular responses from visitors and exhibitors, including Kettle Interiors’ Mike Marshall, who comments: “Kettle knows the importance of exhibiting their product to retailers, and were rewarded by our presence at the Northpoint Show last September.” Roseanne Campbell, Vale Bridgecraft’s northern UK sales manager, says: “Last year saw us attend the show for the first time. Due to the very positive response from buyers, we will be going again in April.”

w w w. s c a t t e r b ox . i e

NORTH

3rd - 5th April 2022

Royal Highland Centre, Ingliston, Edinburgh

THE FURNITURE AND INTERIORS EXHIBITION FOR NORTHERN UK

Sitting next to edinburgh Airport And with greAt roAd linkS to the reSt of the uk.

northpoint iS the deStinAtion for All retAilerS

looking to do buSineSS in A relAxed Setting And with An opportunity to enjoy the City of edinburgh during their StAy.

www.northpointshow.co.uk info@northpointshow.co.uk

EVENTS

GUANGZHOU GATHERING CIFF (China International Furniture Fair) Guangzhou will return this March, and is all set to reassert its importance for both China’s domestic market and global export development … www.ciff.furniture

CIFF Guangzhou is the world’s largest furniture fair, and brings together the entire supply chain, fusing new products, ideas and solutions in order to meet the market’s constantly evolving needs, through online and offline opportunities and B2B meetings. Beneath the banner of ‘Design trend, global trade, entire supply chain’, the upcoming CIFF promises to significantly boost efforts to promote the entire furniture industry’s development, respond to new market needs, and offer new, concrete business opportunities for sector players. The success of last year’s CIFF Guangzhou – which recorded a visitor increase of +20.17% Yo2Y – means

there is much enthusiasm and high expectations ahead of the next edition. The 49th CIFF Guangzhou will take place in two phases, organised by product sector: the first, from 18th-21st March, will be dedicated to home furnishings, home decor and home textiles, and outdoor and leisure furniture; and the second, from 28th-31st March, will feature office furniture, furnishings for hotels, public and commercial spaces, healthcare facilities, and materials and machinery for the furniture industry. The Canton Fair Complex in Guangzhou, boasting a total area of 750,000m2 of exhibition space, is expected to host more than 4000 companies and over 300,000 trade visitors this spring, and CIFF will pay particular attention to international trade. The pandemic continues to strongly influence the way relations between Chinese manufacturers and international customers are managed, and CIFF therefore intends to innovate and continue finding new solutions to further develop the network of over 200 world markets developed over 24 years of experience – offering buyers, purchasing groups and international ecommerce operators the necessary information, round-the-clock services, and an efficient one-stop sourcing platform

EVENTS

HIGH-END EDIT For over 40 years, the Derbyshire town of Long Eaton has played host to a unique furniture-buying event. Now biannual, Long Point continues to attract the industry’s discerning buyers through a combination of quality exhibitors and intimate charm … www.longeatonguild.co.uk/longpoint

“Originally called Long Eaton Week, it later changed its name to Long Point to reflect its close resemblance to the American High Point furniture exhibition in North Carolina,” says Andrew Mitchell, the chairman of the shows’ organiser, the Long Eaton Guild of Furniture Manufacturers. Situated within easy reach of much of the UK, just one mile from J25 of the M1, Long Eaton is known as the UK Centre of Quality Upholstery Manufacture, and its myriad factories, workshops and showrooms reflect a hub of industry that it still very much alive. “Both events are held in furnituremanufacturing locations, making it easy for buyers to visit many of their suppliers,” Andrew continues.

“There’s always a waiting list of manufacturers and importers wishing to join the show, we just haven’t got the space. Those that are here report that they see a large number of their customers, plus new ones, for a fraction of the cost of doing major events. “I’ve been in the industry for 65 years, and have participated in Long Eaton exhibitions for as long as I can remember. And I’ve enjoyed every one of them. “Ask any guild member or guest, and they will confirm that Long Eaton is unique, relaxed and enjoyable. A survey some two years ago reported that over 95% of retailers viewed Long Point as important to their business, and while we don’t necessarily see all those buyers at every edition (especially the international guests), the atmosphere really is electric – the showrooms are buzzing with visitors, full of friendly banter and orders being written. It’s certainly become known as the UK’s most enjoyable furniture exhibition!” Although the pandemic halted larger-scale events, Long Point’s cross-town format enabled it to spring back into life in September 2020, giving many exhibitors and buyers their first opportunity to meet face to face in many months. “Visitor numbers in May and September 2021 were up too,” says Andrew, “and many exhibitors reported record sales. “I heard some great feedback from visitors, too, which was a great compliment, as it’s not easy organising these events! They included people saying Long Point was ‘the definitive quality furniture show’, and ‘the best event for seeing different high-end manufacturers’.” This year’s Long Point shows will take place from 9-11th May (spring) and 19th-21st September (autumn)

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JFS

BACK IN BUSINESS After a two-year wait for the ‘home of interiors’ to return to the NEC, few will begrudge holding off for just three more months to ensure a safer event environment. With the postponement of the January Furniture Show to 24-27th April, Furniture News looks ahead to what promises to be the UK industry’s biggest showcase since the start of 2020 … www.januaryfurnitureshow.com

WE WILL ALWAYS WORK IN THE BEST INTERESTS OF OUR EXHIBITORS AND VISITORS

Firmly established as the largest and best-attended furniture and interiors event in the UK calendar, April’s big show promises to deliver an “exceptional” buying experience across four halls of the Birmingham NEC, with over 400 UK and international exhibitors offering everything from upholstery and cabinet furniture to beds and accessories. Previously slated to run from 23-26th this month, January Furniture Show regretfully made way for the rampant growth of the Omicron Covid-19 variant in late December – and the decision was sound, says show director Russell Rule: “We are committed to bringing you January Furniture Show in an environment where everyone feels safe to do business. “With this in mind, we feel it’s the right decision to postpone to a later date. We will always work in the best interests of our customers – both exhibitors and visitors – and after

speaking with the industry we believe a safe and successful event can be best run in April 2022. “I’d like to extend a huge thank you to the industry for its patience, understanding and support in these challenging times.” This year’s show will host a plethora of newcomers and exclusive launches alongside returning sector leaders. Split into four halls – Premium Design, Interior Accessories, Living, Dining and Bedroom, and Furniture, Upholstery and Beds – the exhibition will feature the definitive edit of new retail product for 2022, plus supporting services and new business solutions, the return of The Furniture Awards, and the introduction of seminar content and panels to enhance the experience. Register to visit for free on the show’s website, read on to discover what some of the event’s key players have in store, and keep posted for more in-depth show coverage this April …

www.westbridgefurniture.com

THE JANUARY FURNITURE SHOW AT THE NEC BIRMINGHAM

24-27 April 2022- Hall 1- Stand C30 and C40

JFS HALL 1

VISIONARY VALUES Award-winning CGI agency Orbital Vision prides itself on being a onestop shop for the furniture industry, supplying clients with everything they need to sell a product online – and this year’s show will see its services reach new heights … www.orbital.vision

Orbital will launch its enVision product configurator at the show

IT’S TIME TO GET READY FOR CHANGE

Facing a plethora of fresh challenges and opportunities, Orbital adopted a different approach to working with its clients in 2021, offering additional support in marketing and ecommerce strategies – the agency began to work even more closely with clients to understand their business needs, and offers advice on what can be achieved when making the most of CGI. Orbital prides itself on being a onestop-shop for the furniture industry, supplying clients with everything they need to sell a product online (apart from the physical product itself).

With online shopping more popular than ever, customer expectations are only growing, says Orbital Vision’s director, Rob Walker, and showing a piece of furniture in all available fabrics is no longer enough to secure a sale: “Customers want to experience an online try-before-you-buy shopping approach, and if businesses aren’t keeping up with tech trends, customers will find somewhere else to shop. “After talking with our clients about what we can do to help them further improve their ecommerce capabilities, we discovered that most were all missing the same thing – a product configurator.” In timely fashion, Orbital Vision is about to launch its own product configurator, enVision, which comes with an array of features ready to be plugged into any website – whether a site is built in WordPress, Magento, Shopify or any other platform, Orbital can integrate it. enVision allows customers to fully customise, rotate, zoom in or out, and view products on any web or mobile browser, on any device. Sellers will also be able fully customise their product with running costs, and will have access to many more useful features, such as adding product dimensions or animating each product to open and close.

Orbital’s product configurator, enVision, comes with an array of features, ready to be plugged into any website

Real or not real? The images behind Orbital’s popular online spot-the-difference challenges begin with bare frameworks before colour is added

To top it off, enVision will also allow customers to view products in their own home, with the built-in, app-less AR viewer (see our discussion in last month’s issue). All of this runs as a website plug-in, meaning set-up is quick and easy, with added CSS to make sure the customiser fits with the client’s individual branding – and the add-tobasket feature means enVision can be seamlessly integrated into existing online stores. Benefits to retailers include offering an upgraded shopping experience, increased sales, reduced returns, an increase in new and returning customers, and an improved overall customer-business relationship, due to better management of customer expectations. Manufacturers can also expect to see an increase in sales, as they will be able to supply their retailers with exceptional digital assets. In the same way as online shoppers want to experience more online, manufacturers should expect to see an increase in customer uptake, as they will have more to offer retailers than their competitors, says Rob. With big benefits and small costs, enVision allows customers to have a more personalised and interactive shopping experience, as well as making them feel more involved in the design process (according to Forbes, brands using configurators reduced their online return rates by -80%). “The possibilities of CGI are endless,” says Rob. “Once you have a furniture model built in CGI, you can use it endlessly to bring an upgraded ecommerce experience to your customers.” If Orbital already

has a retailer’s product built for the manufacturer, it’s a quick switch-on process for the team to put it live on a site. Orbital’s focus on delivering imagery of unrivalled quality means the team is also able to supply clients with lifestyle imagery to sit alongside enVision. “With traditional photography becoming increasingly expensive and difficult (not to mention the environmental impact), CGI allows you to create endless shots, styled to your preference,” states Rob. “So, as the seasons change, in hand with the trends, these digital assets become

a vital tool needed for an unsurpassed speed to market. “Not only this, but Orbital can also animate the room to bring your products to life – all at a fraction of the cost of a photography or video shoot.” With enVision launching at the show (stand 1-E73) this April, Orbital will be able to not only offer its clients highquality imagery and marketing assets, but a complete digital sales package – with everything needed to sell a product online. “It’s time to get ready for change,” Rob concludes. “Contact our unreal team of creatives today!”

AS THE SEASONS CHANGE, DIGITAL ASSETS BECOME VITAL FOR UNSURPASSED SPEED TO MARKET

JFS HALL 1

ALPHA DESIGNS

Selsey

Audrey

Alpha Designs is a progressive UK manufacturer at the forefront of design and fabric – which it will once again demonstrate through the presentation of new collections at the upcoming January Furniture Show in April. The new models come hot on the heels of a succesful autumn launch, which saw Alpha introduce the now proven Audrey, Selsey, Ciara and Niamh models, which were all presented in vibrant new fabrics. The new 2022 ranges, which have been designed and developed alongside a leading furniture designer, are set to further fuel Alpha Designs’ growth in the marketplace, offering a breadth of styles to compement the manufacturer’s successful existing ranges, with total flexibility on fabrics across all models – all in all, an enticing proposition, from a company with a distinctly ‘can-do’ attitude. Contact sales director Barry Webb on 07702 603971 or barry@alpha-designs.co.uk, and find Alpha Designs on stand 1-E80 at April’s show.

We warmly welcome you to our stand Hall 5 E70 Hyder will be showcasing its UK manufactured frames and mattresses as well as new twists on some of it’s existing ranges. After two years of holding back it’s innovations we are looking forward to our new launches. We love them, we know you will. Don’t miss out. See you soon.

www.hyderliving.com (+44) 01484 531000 Hyder Living Ltd, Contemporary House, Tandem Industrial Estate, Wakeﬁeld Road, Waterloo, Huddersﬁeld, West Yorkshire HD5 0AL

Hyder_JFS.indd 1

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ALPHA D E S I G N S

Audrey Chaise

STAND 1-E80 ALPHA DESIGNS UPHOLSTERY LIMITED T: 01902 492937 F: 01902 493700 E: sales@alpha-designs.co.uk Unit 1, Stag Industrial Estate, Oxford Street, Bilston, Wolverhampton WV14 7HZ

JFS HALL 2

SYSTEM STEP-UP Iconography is heading to the January Furniture Show (stand 2-G5) in April to tell visitors how it can take their ecommerce systems to the next level. Here, director Wayne Robbins explains why the need to upgrade retail IT systems is more pressing than ever … www.iconography.co.uk/furniture

What kept Iconography busy in 2021? It’s been our best year to date. We’ve been active producing sites for retailers such as Fairway and Peter Green. We’ve also rolled out OMNIS (our unified commerce platform) to a select number of furniture retailers who want a better way of doing things in this omnichannel age – online and in-store. They want to raise their game and move on from relying on problematic integrations between legacy retail management systems and their ecommerce platforms. Why is now a good time to overhaul an underperforming IT system? Many retailers are trying to be relevant to modern consumers and develop a meaningful online business in addition to their stores. Often, though, they are hampered by the fact their old IT systems. There is a fundamental ‘faultline’ between online, in-store and back-office functions – data stored in different formats and systems which needs to be move and managed to keep the wheels turning. Integrations can bridge the gap, but there are often limitations, workarounds, operational inefficiencies and higher staff and running costs associated with this approach. Now, there are alternatives to this old-school approach – systems such as OMNIS Retail are purpose-built to meet the demands of omnichannel retailing. Given the demands on their spend, why should retailers prioritise this? I think retailers should always think about how they can improve their operations and become more efficient. Making do with old tech has a price – you may well need more user licences and staff to manage inefficient workflows and processes. Why not just link up with an online store? We’ve been linking our websites to legacy systems for years, but we think this approach is past its sell-by date. Integrations work, but they can be high maintenance, and they throw spanners in the works daily, weekly, monthly.

What sort of capabilities can retailers discover by levelling up? Perhaps you want to place purchase orders on your suppliers for MTO products associated with customer special orders. Whether that order occurred in store A, B or C, via the phone or from the website, all orders should be in one place, easily identifiable as customer special orders and quickly grouped and collated onto purchase orders with relevant suppliers. The orders can then be placed and fully managed through one system. When problems arise on a website, they might be caused by the integration or changes made in the legacy system – a retailer is often caught in the middle, and issues can take time to investigate and resolve. Let’s say a whole new collection has been added to the legacy system – and somewhere in this data are characters which the integration doesn’t read, or has mis-read. Hours of work are wasted, and a weekend’s promotional activity lost. This sort of thing simply cannot happen with a unified commerce system, because everything is underpinned by a single common database. Last year, we picked up a number of clients from the furniture sector who had been let down by legacy software companies operating in the sector selling them Shopify- or WooCommerce-based sites which will integrate with their main system. How might user experiences be impacted by poor technology? I think legacy systems (primarily built for retail as it used to be) and integrations add to the pressures felt by internal ecommerce teams as they struggle to work efficiently and effectively to deliver the numbers online. Also, customers can be impacted, let down and disappointed. How is ecommerce evolving? For several years now, it’s all been about workflow automations, intelligent merchandising, personalisation and other forms of conversion rate optimisation. I’d be happy to discuss the bigger picture at the show!

Effective & efficient omnichannel retailing A new, unified retail ecosystem

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by Visit iconography.co.uk/omnis

JFS HALL 4

STAUD AND PROUD Having established a firm foothold in the UK marketplace, German bedroom manufacturer Staud is approaching the postponed January Furniture Show with both style and substance – Furniture News gets the lowdown from Michael Tattersall, sales director UK, and Stephan Paffendorf, MD, sales and marketing … www.staudmoebel.de/en/

What are you bringing to April’s show? Staud is extremely happy to be exhibiting at the show for the first time! We’ll be bringing innovation and design from our bestselling Sinfonie Plus Collection, which offers a large number of combinations and colours – and sliding doors, hinged wardrobes, chests and bedframes to suit all bedroom designs. New ranges such as Bodega display a stylish use of glass and mirrors – while our Swing collection brings innovative flip doors, where a complete wardrobe compartment can be opened without any noise and in just one movement (the flip door folds in half and slides to the side, thereby helping to save space and optimise access). Finally, our Aperto range, with its ‘wardrobe without doors’, is perfect for the dressing room area. Staud will show these three new and innovative line-ups, together with favourites like Satino, which features frosted glass fronts, Includo and Includo Glass, as well as decor or glassfronted variations with their respective accessories. The team is looking forward to taking our visitors through our collections on our 200m2 booth. Can you summarise Staud’s UK journey so far? After initiating our journey with market research and first pilot projects, Staud has been present in the UK for 2.5 years now. We were planning a big push in 2020 – however, due to the pandemic and Brexit we took a conscious decision to tackle the market in a holistic way,

focusing on extensive preparation and analysis as well as on-site presence. With the NEC event being the biggest furniture show in the country, our presence is sending just the right signal that Staud wants to be a major player in the UK market, in 2022 and beyond. Has demand for your product changed during the pandemic? The importance of home, and living comfortably, is definitely increasing – ‘coocooning’ might be the right buzzword. Perhaps now more than ever, our customers continue to spend a significant amount of time at home and invest in creating comfortable interiors. A digital presence in the market and communication via this sales channel is more crucial than ever, as customers choose to gather information on the web. However, we are utterly convinced that, moving forward, our customers will continue wanting to physically experience their future furniture pieces on-site before they decide to purchase. Therefore, to be present in the market via different sales channels is, in our opinion, the right way into the future. Are you noticing any particular colour/ material trends emerging? In the past, the great variety of decors and glass colours that Staud has available would be continuously updated, always enabling the customer to find a matching, trendy combination for themselves. But there are some stand-out developments – our recent presence at local furniture shows, where we showcased our Satino collection, indicated that our frosted blue glass from this range proved to be a real winner, as the material properties differ from what’s available elsewhere.

Sinfonie Plus

Anything else in the pipeline? We’re planning to expand in the UK and in our home markets, and take more advantage of the variety in our portfolio. Where can the trade find out more? They can visit our NEC stand this April (provisionally 4-B30), call Michael on 07736 269636, or email michael. tattersall@staudmoebel.de

After 370 years we are ﬁnally established in Great Britain: High quality bedroom furniture from STAUD.

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JFS HALL 4

PACKED WITH VALUE Core Products will be showcasing its new collections at the big January Furniture Show this April …

living, combining Core’s bestselling (and subtle) grey and wax finishes with real metal. The effect is not only attractive but extremely practical, and will appeal to consumers looking for high-value furniture. Core’s painted collections have been considerably expanded with new ranges and colours, all of which will be on display for the first time at the show – while the demand for darker finishes has been answered, with new colour versions of proven ranges. Television furniture has seen a huge surge in sales during the past year, says Core, whose new Vision range addresses that demand through a large choice of freestanding and wall fixing units. Casual living is also undoubtedly popular, and Core offers a varied selection of pieces for around the home, plus an extensive home office collection (the supplier was named the winner of the prestigious Furniture News’ Readers’ Choice Awards 2021 in this category). Each piece is designed to optimise storage capabilities within minimum space, and is sure to attract style- and price-conscious customers, says Core. Meanwhile, Core’s Highland Home collection answers the need for traditionally constructed cabinet furniture which is practical in design and very easy to assemble. Bold ideas, combined with vibrant paint finishes, wood, glass and stone, give a completely fresh look to these ranges of bedroom, living and dining furniture. Core will present pieces from all its ranges at April’s show (provisionally on stand 4-A40), so visitors can see their quality and value for themselves

Core’s home office solutions are a popular choice among Furniture News’ readers

Capri in carbon

Texas

Dunkeld

www.coreproducts.co.uk

The past year has seen a real surge in demand for flat-packed furniture, says Core, as consumers spend more time at home, while spending time on DIY has seen a noticeable surge in popularity. Core has responded to this by increasing stock levels considerably so orders can be completed in a matter of days, redesigning many products so they are easier to assemble in the home, and redeveloping packaging to meet the requirements for more and more direct home deliveries. A considerable investment in technology over the past year also makes access to stockholding, product information, customer ordering and delivery tracking much easier for retailers. This year, Core’s renowned flatpacked pine collections will be further enhanced with additions and an entirely new Texas cabinet collection. Each piece in these new ranges has been designed to meet the space constraints of modern

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JFS HALL 5

SINTER STAGE Sintered stone table in kass gold

Despite the many challenges the pandemic has created, World Furniture’s growth has continued unabated, and the ambitious business is looking to the coming year with greater optimism than ever …

Willow

Sutton

www.world-furniture.biz

World Furniture, now entering its 23rd year of business, remains one of Ireland’s leading wholesalers, delivering throughout the UK and Ireland, with an ever-increasing direct container programme to many countries across the globe. This year, World will unveil a significant number of new sintered stone ranges. Having gained a “formidable” reputation for gloss/glass and melamine dining ranges in attractive textures and colours, the company, which considers its lines innovative, of exceptional quality and price sensitive, sees this as a very natural progression. “Essentially, sintered stones are the next generation on from quartz tops, perfecting the blend of man-made processes with natural minerals to

create a surface which is more resistant to chemicals, abrasion, scratching, impact and thermal shock,” World Furniture explains. “Sintered stone is full of incredible benefits which make it one of the best materials you can buy for dining tables and other home products.” These benefits include: resistance to scratching, UV rays and high temperatures; waterproof; recyclable, and 100% natural. “These attributes are extremely beneficial to the retailer – and, ultimately, the end-consumer – and the range of natural finishes such as kass gold, vilas grey, Italy white, etc, make for stunning pieces of furniture.” The range offers great flexibility, comprising 12 new designs, and 24 different colour and size options. To accompany such a significant launch of dining tables, World has also developed an extensive range of chairs in an array of designs and colours. Indeed, the emphasis this year is very much on textures and colours, explains MD Marc Bunting: “Our focus for 2022 has been firmly on design for our sintered stone ranges. In order to complement our tables, we felt that colour and texture in fabrics need to be at the forefront. We see a willingness from our customers to get more colour into their floorspace – not just for show, but because consumers are asking for it!” World Furniture plans to display its newest lines at the postponed January Furniture Show this April, provisionally on stand 5-H35

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www.world-furniture.biz 2 Ballyharry Business Park, Donaghadee Road, Newtownards, Northern Ireland BT23 7ET

JFS HALL 5

MEET THE TASTEMAKER Bartelli

La-Z-Boy UK will present a new-look stand at the forthcoming January Furniture Show in April, and promises to “surprise and delight visitors with head-turning designs which are big on comfort” …

Castello

Collins

www.la-z-boy.co.uk

April’s big event will be the motion specialist’s first show since acquiring its La-Z-Boy Manufacturing UK division, and more than 10 UK-made models will be presented at the NEC (on the back of this development, the firm has become a member of the Made in Britain organisation). Head of marketing Adam Morley says: “The whole team is looking forward to unveiling our new-look La-Z-Boy stand in April. It will be great to meet customers once again, and we can’t wait for people to see what we believe is our strongest product range to date. “Whether it’s comfort and reliability that consumers are looking for, or a suite with ‘wow’ factor to relax in style, we have something for all tastes.” Visitors will be able to see 14 product ranges, featuring design-led new additions and updated versions of classic models – such as the Winchester, which has proven highly popular, with a minimal lead-time stock programme – while a new rise-andrecline collection will bolster the current catalogue. Popular releases from last year’s Manchester Furniture Show will be shown in eye-catching colourways, including the elegant Bartelli, and the debut of three new UK models. Visit La-Z-Boy on stand 5-E32 (provisionally)

Seconique Furniture

Wobaston Road, Wolverhampton, WV9 5EY

0121 506 4888

NAPLES OCCASIONAL OTTAWA OCCASIONAL

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JFS HALL 5

BUILT TO LAST Highgrove Beds plans to use April’s show as a launchpad for several new products, ranging from innovative and upgraded mattress specifications to improved stylish base options, all available with exclusive show offers …

Majesty

www.highgrovebeds.co.uk

A new celebratory mattress called Majesty will feature strongly on the stand. Designed to celebrate the Queen’s Platinum Jubilee this year, Majesty comes with high-impact PoS and the opportunity for a lucky retailer and consumer to win “a royal weekend in London”. And, for every Majesty mattress sold this year, Highgrove will also plant a tree donated through the National Trust’s tree-planting scheme. Highgrove has taken additional space in Hall 5, with its new Sanctum Collection being unveiled for the first time on stand F20. Sanctum will benefit from new covers, with a focus on luxurious natural fillings and handtailored comfort. “It’s great to be getting back to some form of normality after the challenges of the past 18 months or so,” says head of marketing, Shane Harding. “Those of us that love this industry really enjoy meeting customers and having the opportunity to showcase our latest products and promotions. “2021 was particularly challenging for many reasons, with material price increases and shortages affecting all UK manufacturers. The fact is that we’ve all got used to virtually zero inflation and prices that have been stable for years – we’re now all faced with raw material and component prices being increased, often with little or no warning.” Despite this, Highgrove remains confident in its UK operation, investing a further £500,000 in a new 25,000ft2 storage facility at its Liversedge site (completed during lockdown) to ensure

the business has sufficient spring stocks to meet future demand. A further £800,000 has been invested in new vehicles with improved driver facilities, and these will make an appearance this month. Shane is also confident that the business will continue to take market share, despite what is acknowledged as one of the toughest retail environments in many years. “We have now firmly bedded our three main brands into the marketplace: HG at the entry level; our established flagship Highgrove brand taking up the centre ground; and Sanctum targeting the premium, hand-tailored sector.” In recent years, Highgrove has invested more than £600,000 in supporting high street retailers with high-impact in-store displays and additional PoS, which includes branded footmats and pillowcases, and these have proved “extremely popular” with stockists. says the bedmaker. Finally, although the internet plays an increasingly important role in consumer decisionmaking, Highgrove made the tactical (and commercial) decision to support the high street, and its brochure collection is strictly not available for internet trading. “We feel that consumers still want to try before they buy, and although internet sales continue to outpace retail, high-ticket comfort items will still be primarily sold in-store for many years to come – and that should be encouraged,” Shane concludes. Find Highgrove on stands 5-E20 and 5-F20 this April

Plaza

Highgrove has invested a further £800,000 in new vehicles

KELSTON HOUSE www.kelstonhouse.com

Europa

Kelston House says it is “delighted” to be returning to the January Furniture Show this April, at which it promises to unveil a stand full of new collections – Kalahari and Motley among them. Promising fresh and exciting collections to offer customers “something different”, Kelston House’s team looks forward to meeting customers old and new on stand 2-G20. Motley

VALUE MARK FURNITURE www.valuemarkfurniture.co.uk

Value Mark Furniture’s sizeable occasional and exclusive dining ranges will once again feature several new introductions, with the former offering retailers a notable point of difference, and all designed to sit well with a variety of upholstery groups. The team looks forward to welcoming visitors to stand 4-B10 in Hall 4 at the rescheduled January Furniture Show.

HYDER LIVING www.hyderliving.com

Amalfi

Belgravia

Hyder will showcase its UK-manufactured frames and mattresses, as well as unveiling a few new twists on some of its existing ranges. “After two years of holding back our innovations, we’re really looking forward to unveiling our new launches,” states Hyder Living. “We love them, and we know you will too.” Find out more by calling Hyder Living on 01484 531000 or visiting the company’s website. Find Hyder Living on stand 5-E70 at the January Furniture Show.

Proud members of the Made in Britain Association. To experience our new designs including our NEW Made in Britain ranges, visit us at the January Furniture Show Hall 5 E32. For more information or to book a meeting with the team, please email: tristan.pyke@la-z-boy.com

Bartelli When your customers buy a La-Z-Boy sofa, they’re not just buying a sofa, they’re investing in: • A place to relax and unwind • The heart of their home • Time with their family and friends • Comfort and wellbeing

www.la-z-boy.co.uk

PRODUCTS

EMMA – THE SLEEP COMPANY www.emma-sleep.co.uk

TORELLI

www.torelli.co.uk

Emma Motion brings smart technology to the sleep sector

Each year, contemporary furniture specialist Torelli strives to bring fresh and unique products to the market, and 2022 is no exception. With demand for ceramic furniture on the increase in the UK and Europe, Torelli has grown its ceramic furniture offer – new ranges Brando, Alonso and Lorenzo will make their debut in 2022. With 12 new ranges added to its current collection, Torelli is fast establishing itself as a leader in this field. The introduction of ceramic-top tables to Torelli’s existing glass models will add an ultra-modern look to its offer, while this year will also see the addition of new fabric and leather dining chairs in various fabrics and on-trend leather colours. Brando

Emma – The Sleep Company says it is “revolutionising” sleep, and the award-winning mattress brand has its sights set on further expansion and development this year. Combining smart technology and world-class engineering, Emma’s dedicated research and development team work hard at Emma’s in-house sleep lab to create innovative products, to make a positive impact on people’s lives by enhancing their sleep – products like the newly announced Emma Motion mattress, which actively interacts with the sleeper to adapt to every change in sleeping position, and the Emma Motion base, which promises to make any mattress ‘smart’.

SIESTA BEDS

Sorrento

Duo

www.siestabeds.co.uk

Softheads Group – comprising Siesta Beds, Mayfair Beds and Mulliners Beds – has executed a full review of its materials. For many years, high priority has been placed on recycled materials, with the business being well aware of the need to be responsible, and the effect manufacturing has had on the planet. Indeed, many of the materials derived from Softheads’ suppliers come from recycled sources (apart from the natural fibres, foam and latex). In fact, says Softheads, one can also lay claim to its steel content falling within this category – but it is harder to determine the percentage being recycled. The results speak for themselves. The new Opulence 3,000 Encapsulated Pocket boasts superior edge-toedge support, and is infused with copper latex, a thermal conductor that rapidly transfers heat away from the body, and is thought to promote health and wellness.

SIESTA BEDS SIESTA BEDS SIESTA BEDS

COMFORT & QUALITY ASSURED COMFORT &EstQUALITY ASSURED 1986 COMFORT &EstQUALITY ASSURED 1986 Est 1986

Mulliners Works Mulliners Works 154 Bordesley Green Road, Mulliners Works 154 Bordesley Green Road, Bordesley Green, 154 Bordesley Bordesley Green, Birmingham . Green Road, Bordesley Birmingham . B8 1BY. Green, Birmingham . B8 1BY. Email sales@siestabeds.co.uk B8 1BY. Email sales@siestabeds.co.uk

A Life Changing Choice A Life Changing Choice A Life Changing Choice

Tel: 0121 773 9969 Tel: 0121 766 773 9969 Fax 0121 7413 Tel: 0121 773 9969 Fax 0121 766 7413 Fax 0121 766 7413

PRODUCTS

CUSTOMER INVESTMENT Julian Bowen is thinking big this year – and the scale of its ambition is reflected in the sheer number of new products coming to market, across all categories …

Berwick dining table and Brooklyn charcoal chairs

www.julian-bowen.co.uk

Julian Bowen intends to make a big impact this year, and its design team has developed a diverse range of new furniture to ensure the business fulfils its ambitions. The supplier says its new launch will build upon its established strengths in dining and bedroom, with new ranges including oak with a rattan feature panel, painted furniture, and an extensive selection of contemporary dining and occasional ranges. Brushed gold, smoked glass and soft, sumptuous velvet dining chairs in a wide range of colours will be a key feature of the show. The company is an acknowledged leader in children’s furniture, and this remains a key focus, with some innovative, modern and highly functional new designs incoming, including: the Mars bunk bed, which combines multiple storage options; and the Maine bunk bed in dove grey, anthracite, and surf white, which co-

Saturn midsleeper in taupe oak with Erika office chair

Langham teal bed

Bordeaux sideboard

ordinates with the successful Maine bedroom collection; and the Jake Slide bed, a clever, contemporary children’s low sleeper with a feature slide – a practical but fun addition to Julian Bowen’s extensive children’s collections. The business is currently enjoying an aggressive investment programme focused on delivering an everimproving customer proposition and experience, which has seen the creation of a new 28,000ft2 warehouse, adding an incremental +20% of storage capacity, plus even greater additions to the amount of stock held, ensuring high levels of availability. In addition to its focus on product, Julian Bowen is keen to improve every aspect of its customers’ experience. The business’ emphasis on bespoke solutions and customer support has been a key factor in the development of its successful direct container business, which offers a one-stop solution from product development through quality control, shipping and in-bound distribution and ongoing stock management support, while leveraging the firm’s significant buying power to its customers’ advantage. As is the case across the whole business, the emphasis is on making the buying process as easy, efficient and pain-free for its customers as possible. As MD Emmett Lenaghan explains: “We continue to forge ahead with new product innovation, working more closely with our customers, and this has resulted in much stronger business relationships, building solid growth plans for the future. “Customers can see that we aren’t resting on our laurels, and are continually pushing ourselves to give them an ever-wider range to choose from, with the quality and prices they are used to (and value us for). “I am really excited by our new product pipeline, which we’re looking forward to showing to our customer base in the coming months. Across the whole business, the entire Julian Bowen team will keep challenging itself to improve in everything that we do”

JULIAN BOWEN

Sandringham 3 Seater - In Stock Now Bentinck House, Park Lane Business Park, Kirkby-in-Ashfield, Notts NG17 9LE tel: (01623) 727374 email: sales@julian-bowen.co.uk web: www.julian-bowen.co.uk

All Products are available for Direct Home Delivery

PRODUCTS TREND FORECAST

TRENDSPOTTING

Holbrook, part of Gallery Direct’s new Packed-Flat collection

Will 2022 be all about confident colours, cosy curves or conscientious consumerism? Furniture News asked some of the industry’s top creatives and consultants to share their thoughts on the product trends set to make their mark this year …

Swoon Fresco sideboard

INFORMING INDUSTRY, BUILDING BUSINESS 89

SAM BALDRY

Head of design, Swoon Marble and brass have made their way into people’s homes these past few years, adding a sense of glamour and refinement as deco influences have crept in, whilst shabby chic has matured into a more cultivated, midcentury boho scheme. In the coming months, we expect matte gold hardware to become the new brass, and natural wood to take

SUE DAVIES

Textile and product designer, Sue Davies Design Solutions

marble’s place at the trending table. Scandi-inspired interiors with a fresh, modern twist, including light-toned wood, muted metals and crisp, neutral soft furnishings, are set to be all the rage in 2022. For example, the Swoon Fresco sideboard combines sandblasted grey mango wood and gold-toned metal features to create a subtle flair – making a lasting but subtle statement.

“SCANDI-INSPIRED INTERIORS WITH A MODERN TWIST ARE SET TO BE ALL THE RAGE

Trends are difficult to forecast for a furniture industry with multiple requirements. Especially with pattern and colour, for one section, big, patterned textiles with bolder colours are a massive trend – whereas in the bed industry, overall, a more subtle approach is maintained, especially regarding mattress panel ticking. Over the past decade, an injection of colour, especially with online retailers, has been widely accepted, particularly for mattress borders – it’s a great way to ensure your products are instantly recognisable, using the company branding, and colour co-ordinating everything through the piping, label or zips. There is a genuine interest in sustainable and recycled/recyclable fabrics, too – companies are more inclined to delve into a fabric’s production and origin, it’s not always price-led conversations! Key themes include: green products with ecological properties, sustainable dyes, recycled yarns, low or no chemical impact, and natural softness; tactile textiles; velvet, cut or printed, slubs

or textured finish; oversized weaves, crepes, irregular yarns, slub and marled yarns; and circular manufacturing with eco responsibilities along the production line, biodegradability in leathers and natural materials. Colours include: rustic tones, including burnt orange and olive green; yellow; greys are always popular, but a shift towards a grey/brown tone; seagreen tones; and neutral colours such as soft whites, beige and grey tones, in combination with intricate quilted patterns and fine-detailed designs. Patterns in fabric include: flora and fauna, big graphic botanical florals, especially in printed wallpaper and textiles; bold, twisted geometry patterns (this style is deliberately irregular and uneven); stripes, including yarn-dyed bayadere stripes; and stripes with textured grounds, soft ribbing and intriguing stitching, which create the appearance of a quilted fabric. We have spent a great deal of time at home over the past year, and have been learning to appreciate our living space, inside and out – there’s still plenty of room for improvement!

PRODUCTS TREND FORECAST

Collins, La-Z-Boy UK

Head of design, Gallery Direct

Gallery Direct opens the door to new trends and styles

MICHAEL BAXENDALE

Bold accents and interesting shapes bring life to otherwise dull, tired interiors, and are an easy way to lift any decor. It’s also a way to take the simple, minimal styles in a new direction. A mix of pastels and stronger colours to inject excitement, from corals and teals to the more subtle tones of taupes and blacks, to calm, elaborate shapes. It allows people to let the personalities show through a little more and be braver with what they have in the home. Tailor it slightly for a more reserved feel with the softer pastels in modern styles, using brighter accessories to bring the pop of colour. However, some seek a more refined neutral interior – a trend that offers a tranquil and serene place to stay. After a difficult year with travelling, why not make it peaceful at home by combining recent elements from clean, sharp Japandi interiors, and softening them with earthy, core tones and well-loved rustic touches? Looking to the future, we’re excited about our new flat-pack collection – it’s completely new to us, and something

we are extremely proud of. With space at a premium, fitting into smaller spaces is what people want, so the packed-flat range and collection of sofas in boxes have really helped us deliver that reality for customers. Sustainability and green initiatives will be taking a charge within the industry, after recent pushes from world leaders – not only in product development, but also in ways of working. Exciting and new technology has allowed products to take on this initiative while also still being something you’d be proud to have on show within your home.

TREV HAILES

Product merchandise director (international), La-Z-Boy Inc Bold colours continue to be on trend – blue was big in 2021, and will feature in our 2022 collection. That’ll be supported by a few neutral colours – green, yellow, orange and blue – then a slight move away from greys and a move towards beige and taupes. Curved sofas, and sofas with cosy corners and contoured arm details, were popular in 2021, and La Z Boy will continue to feature a curved sofa (Baxter) as part of our 2022 range, bringing a 70s

look back to the living room. There’ll also be the sustained injection of colour, through accent cushions to all-over patterns across chairs and footstools, bringing an exciting vibe to any room. At La-Z-Boy, we’ve embraced a twist of retro design, with a mix of more modern and contemporary designs, while not losing sight of our core values. Fabrics with plenty of texture will feature in our range.

At the January Furniture Show this April, you’ll see a mix of bold and neutral colours with splashes of colours, patterns and textures in accent cushions, chairs and footstools. You’ll also see a mix of retro/modern and contemporary design, supported with our core La-ZBoy product design – all of which will offer both quality and comfort, which are the key ingredients to all of our products. Watch out for the new models – Jones, Morton and Otta.

• Next Day delivery available • Discounts on bulk orders • Stock replenishment and new products are arriving with us weekly

T. 01978 660768 E.sales@timberartdesignuk.com www.timberartdesignuk.com

PRODUCTS TREND FORECAST

Sustainability has been a, if not the, key influence behind materials and furnishing design for some time, and 2022 will be no exception. However, the use of natural, sustainable and eco-conscious materials is much more than a trend. It is an ongoing commitment that we will see embedded into the entire design process, from concept to delivery. Whilst we have seen low-carbon sustainable design weave its way into many areas, such as the use of fibre made from recycled plastic bottles, 2022 will see a further step change, with the emphasis being placed on traceable and certified materials from responsible and ethical supply chains, which are manufactured in a low-carbon way and

utilise sustainable packaging. For example, focus will shift towards using fewer plastic bottles (unless they are from a certified traceable source) in favour of more low-carbon materials that can be easily recycled, such as animal and plant-based fibres. Manufacturers will also be called upon to present full transparency throughout the whole supply chain of the materials they opt for. This sustainability-first approach has been at the heart of Hypnos for over a decade. As the industry delves even deeper into the origins and traceability of materials, we too will be continuing our relentless dedication to ensure we continue to pioneer new ways to offer comfort with integrity.

RICHARD NAYLOR

Sustainable development director, Hypnos

patch was simply that. In 2022, the garden will cement its status as a true fifth space, with shoppers seeking to pimp up their alfresco areas for a summer of colour and fun. Garden kitchens and bars were a runaway 2021 trend that look set continue, while customers are colouring themselves happy with bright, bold furniture and decor, as well as festoon lights aplenty.

trend towards more thoughtful and considered purchasing. Demand for more green lines, spanning everything from natural fibre mattresses to sofas, is increasing across our customers. We also continue to see a strong surge in sales of hot water and filter taps, as well as multifunctional sinks with inbuilt drainers and waste disposal systems to minimise food waste.

NADIA MCCOWAN HILL Resident style advisor, Wayfair

People’s gardens are set to enjoy even more attention this year, says Nadia

Conscious consumerism Customers are becoming increasingly mindful in purchasing decisions for their homes. From leveraging Wayfair’s filtering system to shop for sustainable items to buying investment pieces that stand the test of time, we see a

The bold outdoors Gone are the days when one’s green

Etta Avenue curved sofa

Comfort is key Perhaps in response to the turbulence of the last few years, we see an uptick in appetite for items that bring comfort. On the soft furnishings and upholstery front, boucle and corduroy are increasingly popular search terms, while customers are also gravitating towards plush, rounded furniture forms with a curvaceous appeal. We’ve also seen an accretion in reassuring items such as weighted blankets, which were surprisingly trending even in the summer months.

Let the festivities commence! Post Covid-19, customers are hankering to make the most of any and every celebration, using seasonal occasions as a prime chance to sprinkle a little joy and maximise on festivities with loved ones. Christmas picks were being shopped as early as August, and we saw a trend for maximalist styling as customers went big on mantelscapes, tabletops, stairwells and more. This trend also extends to other seasonal moments, from Easter and Halloween to this year’s Royal Jubilee.

Golden Age glamour Taking inspiration from the ritz of Golden Age Hollywood, we increasingly see customers embracing luxevintage-style interiors. True to the ‘more is more’ aesthetic, shoppers are gravitating towards sumptuous textiles, gilded accents and bold jewel colours, with Wayfair’s Etta Avenue range proving especially popular.

+ 90 million plastic bottles recycled

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PRODUCTS TREND FORECAST 3. Sustainable and organic materials and fabrics Following on, this trend was seen in 2021 as people are becoming more conscious in their choices, and this has made its way to their homewares and furniture. The ‘reduce, reuse, recycle’ motto comes into force with the use of reclaimed wood, bio-glass, recycled metal, and jute.

CERYS BASCOMBE Interior stylist and designer, and consultant to Symmetry CGI

1. Seventies kickback With the revival of the classic burnt oranges, moss greens and warm, bright neutrals, a modern take on the 70s is set to come back, and with it some of the classic furniture and material patterns of the decade.

CGI by Symmetry CGI for Kettle Interiors

2. Design inspired by nature This doesn’t just mean adding more lush greenery to a space of which the benefits are known, but also inputting nature into the fabric of the product, as well as it being inspired by nature in its design.

4. Rounded-edge furniture Another trend that has thrived during the pandemic. The introduction of rounded-edge furniture to bring a more feminine, softer, modern touch to an interior, while being forgiving against more angular decor choices. This trend is extending past C-shaped sofas into anything with a softer rounded edge, such as circular dinner tables and reimaged contemporary chairs. 5. Multifunctional products and furniture In years past, the idea of a single-use room was a great idea, but with many of us wanting more from our homes and furniture, the need for spaces and products to be multifunctional has grown. From using more of the vertical spaces within our homes to wanting our coffee tables to fold out into armchairs, multifunctional will definitely make an appearance over the next year.

6. Minimalism remaining Here for another year. Minimalism, done right, enhances liveability and streamlines spaces without removing people’s luxuries and comforts. Minimalism isn’t about living in a stark white box with a single chair – it’s about finding those day-to-day needs and building around them with one or two patterns or materials so they can be the focus. 7. Home offices With the obvious need for designated spaces to work from home over the past couple of years, the home office – whatever it looks like to you, be it a foldout table in your living room or a whole space in your house – needs to work for you and increase your productivity and be functional in your home, as working from home could become full-time for some people 8. The colours of 2022 First are basic neutrals. A natural base colour opens an array of different possibilities for other colours, but a basic-hued palette is always going to be forgiving. Think stone greys, tinted blacks and off-white. Greens of any form, be they pastels or tinted shades, bring a freshness and new look without dominating. Shades of green emerging from a natural base of colours can bring a pop of fresh, subtle colour. Introducing accents of black into a space, again from natural/neutral base – bring pops of punchy and powerful black accents with either tiles or walls, or in furniture and decor pieces ,but the key is not to overdo it, keep it light. White walls bring a white-on-white reminiscent of mid-century modern. Having white walls allows for you to be more experimental with brighter colours in decor and furniture without overwhelming the senses. Light floors help when you’re bringing more natural light – having light floors in natural woods helps bounce this light around a space. If you’re wanting a more minimalist look, this is something to implement. Painting internal doors and trim in bold or different colours. It sounds a bit scary, but you don’t need much to create a statement doorway or add a subtle feature to a room with a colour that already complements your existing interior

Where elegant design & craftmanship comedesign together! Where elegant &

Where elegant design & craftmanship craftmanship come come together! together!

Contact: Contact:

Contact: Contact: Contact: (0141) 632 632 1025 1025 (0141) (0141) 632 632 1025 1025 (0141) (0141) 632 1025 sales@torelli.co.uk sales@torelli.co.uk sales@torelli.co.uk sales@torelli.co.uk sales@torelli.co.uk 137 Shawbridge Shawbridge St, St, Glasgow, Glasgow, 137 137 Shawbridge Shawbridge St, St, Glasgow, Glasgow, 137 G43 1QQ 137G43 Shawbridge St, Glasgow, 1QQ G43 1QQ 1QQ G43 www.torelli.co.uk www.torelli.co.uk G43 1QQ www.torelli.co.uk www.torelli.co.uk www.torelli.co.uk

January January January

NEC NEC FURNITURE 19-22 JAN NECJAN 19-22 FURNITURE 19-22 JAN 19-22 JAN FURNITURE 2020 2020 19-22 JAN SHOW

SHOW SHOW

2020 2020 2020 Stand: Stand:

5-H47 5-H47 Stand: 5-H47 5-H47

5-H47 5-H47

PRODUCTS DINING

BACK IN BLUE With the January Furniture Show postponed until April, Bluebone has once again created a “showroom haven” at its Manchester headquarters, and invites the trade to pay it a visit …

Scandi dining set

Aspect table and Cooper chairs

www.bluebone.co.uk

“Let us transport you into an inspiring and cosy interior world,” begins Bluebone’s sales manager, Elaine Anderson. “Always eclectic, this year Bluebone bring a strong Monochrome story, with funky geometric patterns warmed with blonde wood and rattan. “Our Club Room story introduces classic new mango wood pieces, including a chessboard table, sliding door wine and media storage, boot rack, and a stunning new eight-seater dining table. “The cool North Coast story, meanwhile, showcases our comprehensive new Fjord collection, with living, dining and bedroom options. It has a soft, ash-grey finish that works perfectly with our bestselling Iona, Driftwood and cement-top ranges. “Our Chair Gallery is definitely worth exploring – with excellent UK stocks of our current styles, we’re introducing several new designs this year, including the self-return Bounce dining chairs, and the Alfa bar stool. “Next, explore our new dedicated outdoor living showroom, and find the same Bluebone creative flair, channelled into versatile garden furniture and accessories. With the increasing popularity of garden rooms

and indoor-to-outdoor spaces, we have successfully expanded our outdoor living collection, adding three new Scandi sets, and the luxurious, pale-grey Berkely Rope conversation range. The garden stock is arriving throughout this month, so can be in stores ready for the start of the season. “Bluebone have continued to ship despite the many freight obstacles that have been posed over the last 12 months, supporting both our suppliers and customers, so we’re starting 2022 with fully stocked warehouses and swift lead times. We can’t wait to welcome you to our showrooms – and with plenty of new and exciting product, tempting offers and even a new 2022 tote bag, you will be glad you visited us!” Bluebone’s open house showrooms are available to visit throughout January. Interested parties can contact the supplier’s office to arrange a visit, or book directly through its website’s dedicated tab, or by scanning the QR code opposite. “We’ll also be taking part in The Online Furniture Show, which is live from 23rd-25th January 2022 at www.onlinefurnitureshow.co.uk,” Elaine concludes

SHOWROOM TOURS ARE BACK

Open house showroom event throughout January, packed with new product launches, healthy stock levels plus GARDEN SETS IN STOCK NOW

www.bluebone.co.uk

book your visit here via our website

PRODUCTS DINING

FUTURE-PROOF FRIEND www.woodmanchairs.co.uk

Oak Hexham stickback

THESE NIMBLE VIRTUES WILL BE USEFUL ALLIES IN 2022

Beech Hexham high stool

“Whilst demand remains strong and stays ahead of problematic, overstretched and heavily price-inflated supply, we all have something to set against the many headaches of the last two years,” says Peter. “We fear we may not be done with price increases yet, and Brexit isn’t yet really ‘done’, either. In time, too, the, welcomed, road to ‘green’ will also force up prices and sort wheat from chaff. “The real cost of making things is going to rise, and rise again. Rather than its price, getting stuff, reliably and in time, is already the dominant concern. We all need to see these for the facts they are. “Add to this the constant demand for innovation and differentiation, and how that is more easily offered – and the market both widened and diluted – via the internet, and having the right stock at the right time gets harder. “It’s great for the consumer, difficult for the retailer and his cash flow, and demanding of solutions by the wholesaler – but not good for the manufacturer, who is finding it harder to manufacture at small scale and is always in the process of ‘creative destruction’. In reality, these are also all upward drivers of price. “Thinking ahead, spotting the needs, making for ourselves and stocking for

Although it hadn’t planned to exhibit at this year’s January Furniture Show, Woodman Chairs very much intends to venture into the “brave new world” of 2022 with its customers, says founder, Peter Woodman …

both trends and searching out innovative new designs and styles is always at the forefront of our minds here at Woodman Chairs. Our advantage as wholesalers and manufacturers is to have greater control and to sense what is trending and where the supply bottlenecks may be less strained or overcome, and to chance bulk and so absorb some time and hassle and risk for individual retailers and other manufacturers. “These nimble virtues will be useful allies in 2022. Why risk bulk chairs from, say, the Far East, and lock yourselves into all that uncertainty and cost – at not-so-great prices any more anyway, and with complicated and extended leads – when you can buy just in time, what you want and what’s on trend from us? “If we learn anything from the recent past, it is that style and design and availability – real choice, in effect – will increasingly trump price as the dominant player in the purchase decision mix in the years ahead,” Peter concludes

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HEALTHCARE PROFESSIONAL As the new year begins, millions of people will be heading back to gyms, sports fields and the great outdoors, looking to shed a few excess Christmas pounds and find their best shape once more – but, without adequate rest and recovery time, no change to diet, lifestyle or exercise plan will succeed in improving health or optimising performance, states the team behind the Women’s Health and Men’s Health retail collection, which really comes into its own in such circumstances …

Launched in 2021 by “the most trusted voices in health and wellness”, the Women’s Health and Men’s Health mattress collection is designed for consumers looking to make healthy choices. According to a recent study by Hearst UK (the parent company of Women’s Health and Men’s Health), 83% of people are demonstrating a greater awareness of good health, and 78% have pledged to make wellbeing a priority for the future – so there is no better time to emphasise the value of sleep. The mattress range promises “incredible comfort”, and is shown to improve sleep, thanks to the inclusion of M-Tex Health Technology, the latest innovation from the Mammoth Group. M-Tex is a combination of carefully selected comfort materials and technologies dedicated to improving health and wellbeing. Together, they support bodyweight, relieve pressure and keep the skin cool and comfortable. For consumers, M-Tex represents a mark of genuine quality, which tells them that their Women’s Health and Men’s Health mattress has been rigorously tested and shown to improve sleep – evidenced by the fact that M-Tex

is backed by the Chartered Society of Physiotherapy. After a successful launch that has seen the collection land with retailers across the UK, the Women’s Health and Men’s Health collection continues its rollout in 2022. “This unique range offers an important point of difference to anything else on the market, combining a globally recognised master brand with a firm grounding in scientific research and product testing,” states the team behind the collection. Simon Hewitt, head of sales for the Women’s Health and Men’s Health collection, comments: “This collection presents retailers with an opportunity to engage not just with their traditional audience, but also millennials and a young, active audience, through a brand that they trust, across print and digital marketing channels they are familiar with. “The mattresses and pillows in the collection have been rigorously tested and are shown to improve sleep and comfort, which consumers now know is critical to their broader wellbeing.” For stockist information on the Women’s Health and Men’s Health collection by Mammoth, contact sales@ mammothuk.com

INTRODUCING

The Retail Collection

COOLPLUS® SOFT KNIT COVER TO WICK AWAY MOISTURE COMFORT FIBRE LAYER MEMORY FOAM LAYER HD HEALTH FOAM INDIVIDUAL POCKET SPRINGS DURABLE TAILORED SIDE FABRICS

Next level comfort from the most trusted names in health and wellbeing The Women’s Health Men’s Health retail collection features M-Tex Health technology. Combining household favourites like pocket springs and memory foam with HD Health Foam derived from UK healthcare, M-Tex is designed to support bodyweight, relieve pressure, aid circulation and keep the skin cool and comfortable throughout the night.

For more info contact the Mammoth Group sales team on:

0845 838 7767 or sales@mammothuk.com

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WELLNESS WONDER Health and wellbeing specialist Mammoth points to recent research by McKinsey which reveals that the global wellness market is set to experience significant growth in the coming years – and sleep is one of the six areas that the survey considers to be critical to consumer views of wellness … www.mammothuk.com

While sleep trackers, blackout curtains and gravity blankets have a role to play in this growth, Mammoth believes that there is a huge opportunity to reinforce the importance of mattresses and pillows in improving both physical and mental wellness. With its foundations in healthcare and award-winning sleep technologies – including naturally cooling Medical Grade foam – Mammoth boasts “unrivalled” expertise in sleep, and its benefits to both mental and physical health. At September’s Bed Show, Mammoth showcased the latest update to its award-winning Comfort collection, adding the all-new Excel mattress to sit alongside its Shine and Move lines.

Already, the Excel has enjoyed a great reception from stores, says Mammoth, with orders placed by retailers around the country – more Medical Grade foam, more depth and more pocket springs ensure that customers will be able to enjoy superior comfort, pressure relief and postural support, for a genuinely restorative night’s sleep. Each of the three Excel models – the Excel 4000, Excel 6000 and Excel 8000 – incorporates a generous 90mm of Medical Grade foam and seven PostureCell zones to ensure that bodyweight is evenly distributed and supported from head to toe. With a choice of 4000, 6000 or 8000 pocket springs, the Excel provides a deep and luxurious feel that effectively reduces pressure and adapts to movement seamlessly through the night. The refresh of Mammoth’s Comfort collection comes at just the right time for retailers – and with consumer awareness surrounding the importance of sleep growing fast, Mammoth’s extensive health credentials make it one of the first in line for those wanting to make a healthy choice. As an official partner of the Chartered Society of Physiotherapy, and with an impressive track record for scientific testing, Mammoth’s unique health credentials set it apart from any other brand in the sleep and comfort space. Anyone interested in becoming a Mammoth stockist should contact sales@mammothuk.com

A healthy choice for a more health conscious nation When your customers come looking for a mattress that will genuinely do them good, tell them that Mammoth is for those who value their health and wellbeing. We are the pioneers who brought UK healthcare technologies to the retail market. We are the only brand officially partnered with the Chartered Society of Physiotherapy and the go-to brand for professional athletes.

Official partners with the Chartered Society of Physiotherapy

NHS Award Winners

Loved by the elite

Find out more at www.mammothcomfort.com

Discover how to help your customers do more to protect their health and wellbeing. For more information about becoming a stockist please email stuart.page@thefoamco.co.uk

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SLEEP IN MOTION Hugel

Hugel (pronounced “hyoo-gl”) is a new adjustable bed and mattress brand that utilises smart comfort technologies while staying true to “timeless British design” … www.hugelbeds.com

The Hugel name might be new to the industry, but it has been developed by established health sector specialist, Opera Beds, whose founding family can trace its roots back to the revered Georgian-era cabinetmaker, Thomas Chippendale – and, to this day, still strives to live up to his exacting standards and eye for detail. Hugel beds are different to the conventional adjustable beds available in today’s market. Rather than a standard divan design, they incorporate an upholstered smart base that is surrounded by a high-quality bedstead, resulting in an impressive yet subtle appearance. Hugel believes that this refreshing approach to design is set to expand the appeal of adjustable beds and their many comfort benefits, and works hard to stay true to proven comfort principles through its deep, sumptuous mattresses, while

introducing progressive smart technology to the bases. Sleepers can experience “weightlessness” with ZG mode, a position that soothes muscles and reduces tension on the body, while the Anti-Snore position gently elevates the head to help prevent snoring. The smart base adjustments are controlled by a sleek, wireless hand control, with backlighting and memory programming. Buyers can add underbed lighting, voice control and massage therapy to create “the ultimate sleep and relaxation experience”. “We’re so excited to be introducing Hugel,” says Bertie Arnett, who heads up the brand’s retailer sales, “however, it was important we made sure the Hugel brand incorporated our credited footprint for quality British design, whilst focusing on the innovative comfort features that go beyond your typical adjustable bed.” Hugel benefits from impressive stocking capabilities and an extensive logistics network, combating the continuous frustration of long lead times so prevalent within the furniture industry. Select models from the collection are available on a rapid, next-day trade delivery service, while non-stock and made-to-order beds take 4-6 weeks. Hugel has partnered with several premium retailers already, and its network continues to grow with the establishment of more and more quality showroom set-ups

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VEGANUARY SALES Vegan Pocket 1000

Vogue Beds Group unveiled its Vegan mattress at last year’s Bed Show, and its eco-conscious concept is fast finding favour among progressive retailers …

Vegan Pocket Mattress on lime Ema bedstead

www.voguebeds.co.uk

Vogue began working on its vegan project and brand back in September 2019 – but doing so had been a longterm ambition of the company since its inception in 1990, says MD Ebrahim Patel: “I was asked to make an animalfree mattress over 15 years ago, but it just wasn’t possible. Now we have achieved this, by developing the first vegan mattress to be certified by The Vegan Society and built by an NBFapproved manufacturer.” However, Vogue’s Vegan line offers more than just a mattress without animal products – it also comprises a mixture of fillings made from recycled materials. Vogue’s commercial manager Tim Dow says the Vegan mattress range is the first real look at how product design and the materials used by the industry are set to change in the coming years: “We started designing the Vegan mattress range by removing farming from the supply chain, and then looked at using recycled material which could be recycled once again.

“As a manufacturer, we have set a target date of 2030 to be carbon neutral, and our manufacturing site will be zero to landfill by December this year. “The Vegan mattress can be fully recycled at the end of its useful life, and we are working with a tree-planting partner to offset the carbon the range creates. “We understand that looking after the planet is becoming higher up on customers’ list of requirements when purchasing new products, and as a forward-thinking manufacturer we wanted to be ahead of the curve.” Having a range of mattresses which fulfils the environmental and vegan criteria is just the start, says Tim: “The range hits multiple price points and different feels, but also includes Vogue’s unique Helix pocket spring system. The Vegan Helix is our ‘halo model’ – the Helix pocket spring system offers excellent support and comfort regardless of the customer’s size and shape. It really works for everyone. The way the spring is designed means it compresses at different rates for different weights, working like a full-size pocket spring and micro spring all in one. “From an environmental perspective this is again a better way to build a spring unit, because it takes less manufacturing time and produces less waste.” Ebrahim concludes: “The Vogue Beds Group will always offer a diverse selection of products at different price points, but we will be doing this with the environment at the forefront”

“This “This is is the the most most exciting exciting product product in in the the bed bed industry” industry”

Why WhySell SellVegan? Vegan?

Vegan VeganCertiﬁed Certiﬁed

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SCATTER BOX www.scatterbox.ie

Scatter Box is a long-established, family-run B2B wholesaler of design-led luxury home furnishing. Alongside its Irishmade-and-designed luxury collections, the business also stocks a wide range of art, furniture, curtains, bedding, throws and (new for 2022) rugs. Call 00353 (0)46 902 1691 or email at sales@abbeylands.ie to request the company’s S/S22 supplement, or download it from the Scatter Box website.

CSI DANWOOD www.csi-danwood.co.uk

CSI Danwood was founded by furniture agents Clive Newland, Simon Gilbert and Ian Priestley. Having a combined experience of over 100 years from working in a breadth of roles across many respected brands – including Wood Bros, Ducal, Neptune and Nathan – Clive, Simon and Ian are well versed in the industry’s expectations. Using their contacts and relationships at Danwood, these partners have secured an agreement to represent the Indonesian manufacturer throughout the UK. Danwood is a long-established, European-owned factory, and previously operated in the UK market for over a decade – so both parties look forward to repeating prior successes.

In partnership with CSI, their mission is to provide a first-class connection to the retailer, handling development, marketing, importation, distribution and after-sales, working in harmony with valued and trusted UK partners where required. Its initial range, Shadows, is a living and dining offering manufactured from a combination of oak veneers and solids. The range is available to order

with an initial leadtime of 10-12 weeks, yet there are plans to reduce this once container congestion eases. New sales materials will shortly be issued, along with a fresh online presence. Clive, Simon and Ian are keen to emphasise their personal commitment to service and quality, and look forward to the trade’s enquiries. Email sales@simplyshadows.co.uk to find out more.

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PACKING A PUNCH

Barbican

Holsen

www.gallerydirect.co.uk

The upcoming launch is Packed-Flat, which features an extensive collection of furniture – 12 ranges plus other pieces – with styles to suit different interiors. All are designed to offer easy delivery to any room in any property. They require less packaging, and are also freight friendly, as they need less space for shipping, thus reducing their environmental impact. All the pieces require easy home assembly, but come complete with the tools required. MD Peter Delaney says: “We are delighted to announce our second Design Project, Packed-Flat, which offers an eclectic mix of furniture, combining bold colours and shapes to fit all spaces. We have created a range of furniture like no other we’ve collated before. Easy to build and easy to place, our Packed-Flat collection is a commercial, modern and design-led solution to quality flat-packed, selfassembly furniture. It’s such a departure from traditional KD furniture that we wanted a new but simple twist to the collection name, hence Packed-Flat!” One of the ranges within this new project is Holbrook, which offers a selection of living furniture in a choice

Holbrook

Following the success of Gallery Direct’s Sofa in a Box, its first Design Project – combining exclusive design with practical solutions to everyday problems – the supplier is set to introduce the next one this month …

of colours, from a soft mint green to a deep bold blue. Open areas of the back on many pieces add interest and a feeling of space, ideal for an apartment living vibe. The cabinets combine colour and shape to great effect, with a routed geometric circular pattern on the doors which has a hint of Bauhaus influence, and brass handles complemented by brass ‘socks’ on the solid oak legs. For a striking contemporary look, the Holsen collection features a slatted design on the cabinet doors and display unit to add interest. Crafted using solid oak for the slats, and oak veneers, the matt black finish shows the grain of the wood and pairs perfectly with the matt black metal legs. Matt black solid oak handles add the finishing touch to the cabinets. Barbican is another of the new ranges. The eye-catching pieces combine black oak and walnut veneers with black metal for a contemporary look. Cut-out circular handles with a wood panel behind add an interesting and unusual design feature. Packed-Flat is part of Gallery’s SS22 Collection, which features over 1300 new lines across several product categories. To be among the first to view the new range, visit Gallery at The Online Furniture Show, on stand 7A30-B31 at Spring Fair, or at the front of Hall 2 (stand 2-E40) at the rescheduled January Furniture Show this April

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View our full collection online at www.gallerydirect.co.uk

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SCANDI STYLE Homestyle GB strives to ensure its customers stay ahead of the game, with “great value, quality, and that something a little different that will help you stand apart from the competition” – and its approach this year is no different … www.homestylegb.com

“The past 18 months have proved challenging to say the least,” says Homestyle GB, “but the sales figures across many of our ranges have continued to exceed expectations, bucking the downward trend that was so prevalent on the high street prior to the pandemic.” Leading the pack is Homestyle GB’s Scandic oak retro-inspired range, which merges functionality and form to deliver a potent combination that has proved popular with consumers since its launch in 2019, both in-store and online, the supplier states. “The bedroom suite includes the obligatory three-drawer bedside, with a slim top drawer (ideal for ensuring the book or tablet is to hand). Two other chests, a five-drawer wellington and a

six-drawer multichest provide excellent storage options for most spaces. A blanket box provides great capacity for the bulkier items, and a novel new dressing table includes a flip-up mirror – again, maximising functionality in a compact and stylish package. Also, a double wardrobe that provides flexible internals for many combinations of shelf and hanging rail space, to ensure needs are met, whatever the season.” As well as adding several tasteful living room articles to the collection (pictured), Homestyle GB has introduced two retro-inspired ranges – sleek lined, and full of functionality, one in oak, the other in a white-painted finish – plus a higher-end traditional painted range with 16 bedroom pieces, boasting alltimber construction, oak tops and a choice of handles. “One other aspect we’re keen to get across to both existing and new customers is our ability to help develop new bespoke ranges,” says the supplier. “Our in-house team can assist in the development of quality furniture collections unique to them, along with warehousing facilities, avoiding the complexity and huge costs normally associated with setting up such operations. “While we’ve chosen not to exhibit at the January Furniture Show this time around, we’re confident our capabilities and unrivalled designs will be welcomed by stockists old and new this year”

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ROLLING STOCK Part of global logistics leader Rhenus Group, Rhenus Home Delivery UK is one of the fastest-growing players in furniture fulfilment, offering everything from transport and warehousing solutions to customs clearance – and increasingly finding favour with the nation’s rolled and boxed mattress brands … www.rhenus-home-delivery.co.uk/en/

A LOT MORE CUSTOMERS WANT DELIVERY TO THEIR ROOM OF CHOICE THESE DAYS

2021 was a big year for Rhenus Home Delivery in the UK. As well as overcoming the significant challenges presented by Brexit, Covid-19 and overwhelming demand for furniture fulfilment, the business took on numerous ecommerce and national accounts, opened a purpose-built 55,000ft2 distribution centre in Leighton Buzzard, launched its own training school for driver crews, and was voted Best Fulfilment/Transport Provider by Furniture News’ readers. Indeed, Rhenus has fast become the fulfilment partner of choice for much of the UK industry – not least of which, the growing rolled and boxed mattress segment. Drawing on 15 years of bed delivery experience, Rhenus offers suppliers working in this space a unique package that combines full UK coverage, efficiency, speed to market and sustainable practices – making it undeniably attractive to today’s progressive bed brands, both D2C and B2B.

“Customer experience is paramount,” says Rhenus Home Delivery UK’s sales director, Gavin Boden. “Many carriers promise ‘next-day’ delivery that ends up being more like 3-4 days in reality, and only delivered onto the customers doorstep. At Rhenus, as soon as we have the mattress, we’ll normally get it to the customer’s bedroom within 2-3 days.” Each mattress is delivered to the customer’s room of choice, unwrapped and expanded, and placed on its base, ready for use. “Each delivery requires a twoperson team,” Gavin continues, “as these models are getting heavier the better they’re engineered! A lot more customers want delivery to their room of choice these days, and while it doesn’t take two people to get a mattress to the door, the rest of the job requires some heft, as these mattresses can weight up to 70kg each.”

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But the service does not stop there. As well as taking any rubbish away, Rhenus’ highly trained teams can also remove the old mattress. These are then dispatched to The Furniture Recycling Group, to make the most of any reusable elements. “Not many couriers offer a fully cyclical service, but it’s something more and more customers are asking for,” says Gavin, “and recycling is very

important to Rhenus as a group.” As well as being fully certified, offering eco-friendly packaging options and continually working behind the scenes to improve its sustainable credentials, the German group owns Remondis, one of the world’s largest recycling companies, which unavoidably influences its approach in other territories. Whether it is executing a mattress’ final mile or helping give it a new

NOT MANY COURIERS OFFER A FULLY CYCLICAL SERVICE, BUT IT’S SOMETHING MORE AND MORE CUSTOMERS ARE ASKING FOR lease of life, Rhenus proudly offers rolled and boxed mattress specialists a service they can trust, says Gavin: “We understand the industry, and are passionate about delivering a fantastic customer experience. We’re not just delivering furniture – we are delivering people’s dreams, every day.” Gavin closes by hinting at big plans in the pipeline for 2022, and invites interested parties to meet a Rhenus representative at the upcoming furniture shows, or to email him at gavin.boden@uk.rhenus.com

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CUSTOMS COMPLIANT The ever-changing world of customs is becoming problematic for many businesses within the furniture industry – but, by taking a few simple steps, it’s possible to keep moving forward, writes ALS Customs Services … www.als-cs.com/en/home

(photo credit iStock.com/dan_prat)

KEEPING YOUR BUSINESS TRADING AND MOVING IS PARAMOUNT, SO DON’T LET THE WORLD OF CUSTOMS SLOW YOU DOWN

With the provision of irregular updates, and the UK Border Operating Model creating more questions than answers, there’s plenty of room for confusion. Sometimes, questions around customes compliance – do my products need licences? What are the new changes to imports this year? And, is my business customs compliant? – are still not even being asked. But it doesn’t have to be this way. First, make sure your business has a GB EORI in place – it’ll need one to trade in this new world. But what else should be taken into consideration? Commercial invoice Having a well laid-out and detailed commercial invoice can save your business time, and even money. Yes, you read that correctly – you’d be surprised by the amount of time wasted on amending invoices, getting clarification, and even the wrong Incoterms being stated. Is your invoice clearly laid out? Can the importer be easily identified? Is there a different delivery address to the importer’s address? Does your invoice have the newly updated HS codes on it? Knowing which Incoterms you’re selling or buying your goods under can make a huge impact to your liability and costs. Do you fully understand your responsibility under your current Incoterms? VAT and duty For many businesses, cashflow is key,

and paying out unnecessarily for costs can have a huge impact – one of these costs being import VAT on your goods. Are you aware there are measures in place where you can defer your VAT payments if you meet certain criteria? Now, in many cases this would require your business having a bound payment with HMRC. However, ALS Customs Services can offer you use of their deferment account to help support with your cash flow. Not only this, but knowing the origin of your goods and being able to prove their origin could also save your business the outlay of duty being paid out. With a trade agreement set out between the UK and the EU, in a lot of circumstances where the origin of the goods can be proven to be within the EU, import duty can, in many cases, not be charged. Knowing how to prove the origin of the goods is vital, and having a broker on board to support you to do this is key. Partnership with a broker Keeping your business trading and moving is paramount, so don’t let the world of customs slow you down! The customs regulations are changing throughout 2022 – delayed import declarations will no longer be allowed, all import declarations must be done prior to your goods arriving at the UK border, GVMS is now in place, and keeping track of all your documents to ensure you are customs compliant is more important than ever. Working with ALS Customs Services removes the pain of customs from your business, allowing you to focus on growing. We specialise in this industry, helping businesses to import and export their furniture all over the world. We are on hand to offer advice, inform you of any changes that will directly affect your business, help you complete your declarations, and we keep a copy of your documents for 10 years. Our panEuropean coverage means we can help you remove the barriers and get your business trading across the world. To find out how ALS Customs Services can help with any of the above issues and support your business, contact sales@ als-cs.com, or call +44 (0)7542 862746

CAN YOU OFFER A 5* DELIVERY SERVICE ON YOUR ROLLED/BOXED MATTRESSES? • • • • •

DELIVERED TO YOUR CUSTOMERS' ROOM OF CHOICE PRODUCT UNWRAPPED AND EXPANDED PLACED ON BASE OLD PRODUCTS RECYCLED FULL UK COVERAGE

CONTACT US Rhenus Home Delivery UK. Unit 7 New Cheshire Business Park, Wincham Lane, CW9 6GG, Northwich Phone +44 (0) 7745 540524. Email: alan.whitley@uk.rhenus.com gavin.boden@uk.rhenus.com www.rhenus-home-delivery.co.uk

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CONSISTENT COMFORT ActivEdge helps bedmakers deliver sleep surfaces that are consistent all the way to the edge

With a new year comes new possibilities, says Leggett & Platt Springs UK, which has expanded its component-manufacturing capacity and will introduce new specifications and options for its NanoCoil products during 2022 – all while continuing to offer an extensive line-up of high-quality innersprings, zoning applications, and tempered-steel coil perimeters …

Caliber Edge promises longer and more resilient edge-to-edge comfort life

Caliber Edge

www.beddingcomponents-intl.com

Leggett & Platt Springs UK’s facilities form a state-of-the-art, vertically integrated business that serves as the primary, locally based supplier of high-quality innerspring and micro-coil comfort layer solutions to the region. Its “global, yet local” strategy drives Leggett & Platt to meet the demands and challenges of an ever-changing and evolving landscape to help its customers succeed. NanoCoil Leggett & Platt’s NanoCoil microcoil comfort layers are versatile and responsive, enhancing the sleep surface by increasing coil counts and delivering consistency and comfort life that is built to last.

These layers enhance air circulation by creating a channel for air to flow in and out of the mattress, enabling the body to reach its desired temperature for achieving deep, restorative sleep. Available in a number of specifications, NanoCoil can be utilised for mattress toppers, comfort layers and filling-layer applications. ActivEdge Leggett & Platt’s ActivEdge spring perimeter solutions extend comfort life, reduce or eliminate roll-off, and deliver a sleep surface that is consistent all the way to the edge. Its pocketed innersprings move independently to support the individual contours of the body, and are heat-treated and tested for performance, quality and durability. ActivEdge products can compress, fold and roll-pack, making them ideal for use in shippable mattress programmes. Caliber Edge Caliber Edge is part of Leggett & Platt’s ActivEdge line of innerspring products, which form a steel coil perimeter around select pocket systems to deliver consistent support across the entire sleep surface. Caliber Edge offers longer and more resilient edge-to-edge comfort life, with improved perimeter firmness and reduced feeling of roll-off. It also decreases mattress build time and eliminates the need for foam borders, cutting costs, saving time, and increasing recyclability

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NanoCoil® innerspring comfort layers compress, fold, and roll for use in hybrid bed-in-a-box solutions.

Bring comfort and durability closer to the surface Through innovative fine wire and advanced production technology, our micro-coil comfort layer solutions bring comfort and durability closer to the surface. Enhancing airflow and thermal management, these technologies are placed at the top of the sleep set to construct mattresses that are proven to resist sagging and settling and provide comfort that's built to last.

Learn more at BeddingComponents-intl.com/Comfort-Layers

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PRODUCTS TRADE SERVICES Furniture Village’s commercial director Charlie Harrison talks to global retail transformation expert Oliver Banks about the project with Red Ant

RED ANT

www.redant.com

The app is rich, visual, and easy to navigate

Furniture Village and retail technology expert Red Ant have partnered to evolve customers’ retail experience with a clienteling app that seamlessly enhances their journey as they browse and shop across multiple channels. Designed to connect the dots between on- and offline, it empowers consultants with customer insight to improve

customer service, creating trusted allies of Furniture Village consultants and setting them up for new levels of success. In the words of Furniture Village’s business development and IT director Mike Broughton: “Rarely do you come across something that is so comprehensive and exciting.” Visit Red Ant’s website to watch the video case study.

Stroolmount’s solutions assist the movement of furniture and reduce the risk of damage

STROOLMOUNT www.stroolmount.co.uk

Award-winning flooring and furniture protection provider Stroolmount is seeking trade stockists that want to enjoy “significant add-on sales”. Stroolmount’s solutions are suitable for every flooring fitter laying a new solid wood or laminate, tiled, vinyl or carpet floor – and every furniture deliverer, painter and decorator, shopfitter or

in-store display designer, because when moving furniture, disaster can strike. At best, scratches mean an expensive repair – at worst, a complete replacement, angry customers, delays, insurance hassles, a hefty excess and insurance premium hikes, and wipedout profits. Stroolmount’s range includes: Self-adhesive felt to cushion furniture impact; Quickclick Glides, Move it Pads and Furni-glides to smoothly and safely move heavy furniture and protect

furniture joints; and Recliner-glides, so heavyweight recliner sofas and chairs can be easily moved.Stroolmount’s accessories also include Castor Cups and Flooring and Furniture Repair Kits. Customers can see the products and videos of them in action online and in consumer advertising – but can only buy from Stroolmount trade stockists. Stroolmount states: “Give your add-on sales a free boost, and sign up as a Stroolmount stockist today, to help your customers act before they scratch!”

SATRA supporting you Membership provides businesses with a range of benefits such as bespoke technical support and advice through our technical team, helping businesses to understand current legislation, influence new standards and develop product specifications.

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SATRA Technology has launched a new furniture and ﬂoor coverings membership package, speciﬁcally tailored to meet the needs of these industries.

Also included are testing discounts, 20% of the annual subscription value returned in the form of vouchers and access to SATRA’s new online Furniture & Floor Covering Hub, a go-to repository for the latest industry news, technical information on standards and regulatory requirements, as well as industry focussed features such as polls.

www.satra.com furniture@satra.com Tel: +44 (0)1536 410 000

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VALUE ADDED Consumers can benefit a great deal from buying a mattress protector at the same time as their mattress, says Protect-A-Bed

With the prospect of a full calendar year of trading, January is the perfect time to invest in new ideas – says Protect-A-Bed’s national sales manager, Paul Lake, who explains that the award-winning mattress protection specialist can help any retail store significantly grow sales, so an enquiry could truly pay long-term dividends …

Premium, Copper and Bamboo mattress protectors

www.protectabed.co.uk

“We continuously build frameworks that are simple for retailers to implement, in order to achieve extremely high sales within the category,” Paul explains. “Our in-store rewards programme, the Platinum Club, has been designed to build, recognise and reward this success. “Focus is key – lots of small improvements to the product ranging, the in-store selling approach or through a better in-store display can lead to significant improvement in performance once compounded. Therefore, we know we can instantly increase sales for any retail partner within the mattress protector category.” So, what makes Protect-A-Bed’s mattress protectors different? “The average person sweats up to a pint of fluid a night,” says Paul. “With mattress fillings being highly absorbent, your mattress, if unprotected, will absorb hundreds of pints of sweat in its first year of use alone. “All of our mattress protectors use a Miracle Membrane, which is waterproof yet breathable, and allows body heat to easily pass through. It will also prevent any sweat entering the mattress. And the protectors are machine washable, meaning you can keep your sleep zone healthy and hygienic.

“Furthermore, every Protect-A-Bed protector also includes a 10-15-year product guarantee, and, when bought with a mattress, a 10-15-year anti-stain guarantee. Protect-A-Bed will have the mattress professionally cleaned to the customer’s satisfaction or buy them a new one if it fails and the mattress was bought with the protector. This promise is significantly powerful, and is at the core of our philosophy. “It’s in both the store’s and the customer’s interest to purchase Protect-A-Bed mattress protectors. Our speciality is driving in-store performance, so linked mattress and mattress protector sales are extremely high. The customer benefits from a healthy and hygienic sleep zone, while the store benefits from increased sales revenue. Every customer who walks through the door, if buying a mattress, needs to buy a mattress protector – it’s in their interest to do so for many reasons. “Protect-A-Bed’s ability to upskill your team and increase your sales revenue by maximising every sales opportunity has been well documented. “We can manage every step of the process for you, and build a reward scheme through the Protect-A-Bed Platinum Club”

Market Leading Mattress Protector Brand, Featuring Cutting-Edge Materials Including Copper, Graphene, Charcoal and Bamboo!

• Professional Sales Training & Motivational Programme • Best in Class Product Innovation and Cooling Technology • Genuine 15 Year Guarantee Programme • State of the Art Dynamic Display Bays • Award Winning Customer Service & Claims Resolution

Contact Protect-A-Bed ® to start increasing your proﬁt: sales@protectabed.co.uk | 02087 310020

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IMAGE CONSCIOUS The furniture industry is facing container shortages, higher material costs and the possibility of further lockdowns, prompting every business to look at how they can reduce costs while still enabling growth – and Chilli Pepper Designs has a solution …

CGI by Chilli Pepper Designs

www.chillipepperdesigns.co.uk

Since the nation went through its first national lockdown in March 2020, CGI specialist Chilli Pepper Designs has gone to great lengths to create costeffective product and lifestyle imagery for furniture brands across the world. Indesign Furniture’s Neil BuckleyJensen brings extensive industry experience to the mix, having managed his own cabinet brand, Little Tree Furniture (environmentally produced reclaimed furniture, stocked exclusively in the UK by Baker, and Barker and Stonehouse) since 2012. After struggling with his own imagery in the first lockdown, he started up Chilli Pepper Designs with the aim of creating realistic CGI that would enhance his marketing strategy for new furniture designs. Based on his own results, and fusing his experience in furniture design and visual merchandising, Neil began helping others reap the benefits of CGI images. After sharing the CGI of his product with his own customers, they quickly bought into the idea, and the

process of being able to design, order and sell products based on high-quality product renders alone – which would take days, instead of months to create. Neil’s customers started selling product from containers before it had even arrived in the warehouse. Bespoke 3D CGI enables retailers and manufacturers to easily present their entire product range in detail, supporting evolving design and marketing strategies, while painting a detailed picture for customers. After a series of images is created to display a product, these can then be used in a variety of ways throughout marketing campaigns, removing the need for traditional photoshoots and opening the door to endless style possibilities, whereby roomsets can be manipulated to support seasonal campaigns, with minimal investment. Neil concludes: “In an increasingly digitally driven world, it’s vital that you offer the best imagery for your customer in an effortless, fun and economical way!”

CGI by Chilli Pepper Designs

Indesign Furniture offers the trade a comprehensive ‘one stop shop’ service from furniture concept through to delivery: Design – Sourcing – Manufacturing – Production Management and Quality Assurance.

ONE STOP SHOP FOR FASHIONABLE FURNITURE

For furniture design, product and to discuss supply please contact our team.

WWW.INDESIGNFURNITURE.CO.UK

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IAPP & WEB SOLUTIONS

Sample web pages built on iApp & Web Solutions’ powerful platform

www.iappwebsolutions.com

“If you are serious about selling furniture and interiors products online, then give us a call,” suggests iApp & Web Solutions, the owner of a bespoke, unique and powerful data-driven website platform, built with over 15 years’ experience of running an online furniture and interiors website.

Providing easy product integration, with a team of product script writers to hand, the website specialist uses data to drive traffic and win sales of the bestselling items, cutting out the waste and costs that come with trying to sell unpopular, unwanted items. “Also avoid the pitfalls and mistakes of selling online – costly advertising, and thousands of hours spent adding suppliers’ products and keeping them updated,” says iApp & Web Solutions. “Let us guide you, set up and run all that’s needed for a successful online selling venture. “Because we aim to work with just a handful of clients, there’s only a few spaces left – call 07876 780360 today to find out more.”

THINKING OF SELLING ONLINE?

Complete furniture & Interiors website solutions by IAPPS •

Free website design.

•

Full support & training provided free of charge.

•

Preloaded with most UK brands with unlimited* products.

•

Inventory, stock & product data management

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Sales, marketing, paid adds, social media & SEO support.

•

Online payment set up & management. (Stripe, Klarna and PayPal.)

•

Live Chat customer support integration.

•

Price checking & competitor monitoring.

•

Powerful back end data driven reports, to drive product sales.

•

Top sellers & Non sellers performance data reports.

•

Profits and margins reports.

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Reviews integration Trustpilot & Google.

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Order processing support available if required.

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Visit www.myblueapple.co.uk ( Password “apple” ) to see example website.

•

Here at IAPP we are looking to partner & help you with your website ambitions. We offer the complete package, at a budget to suit your needs.

We have all the skills & knowledge needed to take the heavy costs & pitfalls out of starting your own furniture & interiors website.

Call us on 07876 780360 or email sales@iappwebsolutions.co.uk

www.iappwebsolutions.com IAPP_JA.indd 1

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Smaller Carbon Footprint

Hypo Allergenic

UK Fire Safety Standards

Origin™ is the result of cutting-edge foam engineering and is the first step towards achieving our vision of a new generation of sustainable foams, each one using increased renewable content and less reliance on petrochemicals.

0161 655 2680

info@thevitagroup.com

www.thevitagroup.com

Creating Comfort, Delivering Performance, Enhancing Everyday Life

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BOYTEKS

www.boyteks.com

THE VITA GROUP www.thevitagroup.com

Foam filling replacement Origin, manufactured from renewable sources (castor oil, sunflower and soybean-based polyols) is available in different grades across a range of Combustion Modified and Visco-elastic foams. “There is now a clear competitive edge to ‘working greener’,” states Vita, “and Origin is the type of product that your customers want – if not demand!”

Turkish textiles giant Boyteks has developed Vegan, a new line of mattress ticking designed to users sleeping soundly and healthily without its manufacture causing harm to people, animals or the planet. Developed with natural, plant-based fibres, Vegan champions both animal rights and sustainable production. “Veganism in its simplest definition means denying the use of animals and the consumption of animal products,” states the manufacturer. “The materials derived from animals, such as leather, fur, bones, gelatin, wool (sheep wool, cashmere, angora) and silk are not used in vegan textiles, and animal testing is not permitted. “Millions of animals suffer and die every year because of various textile products. It doesn’t matter what type of material it is or where it comes from – if the trial contains one, it is bound to contain cruelty. As long as we continue to use animals, we are causing animal death for food, clothing, cosmetics, and other excuses.”

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PRODUCTS TRADE SERVICES

RESCUE MISSION As the charity for the furnishing industry, The Furniture Maker’s Company has been supporting the welfare of people working in the trade since 1903 – and its support, arguably, has been more important than ever in recent years … www.furnituremakers.org.uk/welfare

(photo credit Shutterstock/SORANAT7)

ANDREW AND CAROLINE CAN LOOK FORWARD TO A CLEARER FUTURE

“Every day, people are having to cope with financial hardship due to the impact of bereavement, relationship or family breakdown, illness, reduced work hours, an unexpected loss of income or redundancy – but they don’t have to deal with this alone,” says The Furniture Maker’s Company, sharing an example of how it helped one couple in their time of need: “Andrew and his wife Caroline were drowning in an insurmountable amount of debt when we were first alerted to their circumstance. Andrew had enjoyed a long career in the trade as a wood machinist at a furnituremaking business, but health issues had left both him and Caroline unable to work, and debts soon began piling up. “After seeking help from debt advice provider PayPlan, the couple explored getting a Debt Relief Order, as there was no way they could ever repay what they owed ( a Debt Relief Order is a financial agreement underwritten by the courts to clear all outstanding debts).

“The couple discovered our charity after searching on Turn2Us, a national charity that helps people in financial hardship to gain access to welfare benefits, charitable grants and support services. An application was made to our charity to cover the costs, which was successful, and within one week two Debt Relief Orders were agreed for Andrew and Caroline. “With the help of PayPlan and our charity, Andrew and Caroline can look forward to a clearer future. Although dependent on Universal Credit, they can now sleep easy, being debt free and with a chance to meet their basic outgoings comfortably without making repayments to outstanding loans.” The Furniture Maker’s Company helps furnishing industry people who are dealing with financial hardship, by providing grants and useful advice. Its team can be called on 020 7256 5558 or 07366 568458, or via email at welfareofficer@furnituremakers.org. uk

The The Furniture Furniture Makers’ Makers’ Company Company thethe furnishing furnishing industry’s industry’s charity charity

SUPPORT SUPPORTFOR FOR FURNISHING FURNISHING INDUSTRY INDUSTRY PEOPLE PEOPLE Struggling Struggling financially? financially? We’re We’re here here to to help! help! As As thethe charity charity for for thethe furnishing furnishing industry, industry, wewe have have been been supporting supporting thethe welfare welfare of people of people working working in the in the trade trade since since 1903. 1903. WeWe help help furnishing furnishing industry industry people people by by providing providing financial financial grants grants andand practical, practical, useful useful advice. advice.

020 020 7256 7256 5558 5558 07366 07366 568 568 458 458 welfareofficer@furnituremakers.org.uk welfareofficer@furnituremakers.org.uk www.furnituremakers.org.uk/welfare www.furnituremakers.org.uk/welfare The Worshipful The Worshipful Company Company of Furniture of Furniture Makers’ Makers’ Charitable Charitable FundsFunds incorporating incorporating the Furnishing the Furnishing TradesTrades Benevolent Benevolent Association Association is a registered is a registered charitycharity in England in England and Wales and Wales (no. 1015519) (no. 1015519) and a and registered a registered company company (no. 02759359) (no. 02759359) in England in England and Wales and Wales

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OPINION

SEPARATE WAYS It’s one year past Brexit, and while the UK has not yet experienced the dizzying highs nor the dystopian lows that were foretold, businesses have had to contend with new trade barriers, price rises, staff shortages, delays and more. Arguably, a good deal of this disruption can be attributed to Covid-19, writes Paul Farley – but is it possible to disentangle the two?

This month’s panel, clockwise from top left: Steve Adams, Mike Whitman, Royce Clark, Wendy Martin Green, Dids Macdonald, Peter Harding, John Northwood and Steve Pickering

SUPPLY AND DRIVER ISSUES SEEM TO BE A WORLDWIDE PROBLEM

On 31st December 2020, the year-long transition period that followed the UK’s departure from the EU ended, together with the nation’s membership of the single market and customs union. After four-and-a-half years of countdowns, negotiations and extensions, Brexit was finally – in Boris Johnson’s words – “done”. Overshadowed by a surging pandemic, it has been difficult to tell how life, and business, have been impacted by this new status quo. Last summer, the Financial Times reported that almost a third of British companies trading with the EU had suffered a decline or loss of business since the post-Brexit rules took effect on 1st January – and that 17% of them had stopped — either temporarily or permanently — since the start of the 2021. In November, The Independent reported that Brexit had hit UK/EU trade in Q221 to the tune of £17b – with trade with the rest of the world during that period up just +1% – as new costs and

red tape made their mark. Arguably, a lack of HGV drivers and European workers, delays at the ports and a greater reliance on local manufacture could be more symptomatic of a pandemic than any fresh political direction – but, following the Chancellor’s autumn Budget statement, the chairman of the Office for Budget Responsibility, Richard Hughes, was more specific in his attempts to disentangle the two, stating that the long-term impact of Brexit on the UK economy would be worse than the pandemic’s, reasserting the office’s assumption that leaving the EU would “reduce our long-run GDP by around -4%” while the effect of the pandemic would reduce that GDP output “by a further -2%”. With no clear answer in sight, Furniture News asked several members of the trade to reveal how they felt Brexit had impacted their businesses, one year on – and whether it was possible to set this apart from the pandemic which has overshadowed it …

INFORMING INDUSTRY, BUILDING BUSINESS 135 (image credit 123RF.com/jegas)

Steve Adams, Mattress Online: It’s hard to pinpoint how Brexit is directly affecting the rising costs of components and the wider supply chain challenges against the Covid impact. In real terms the effect on Mattress Online appears to be minimal – we source very little from the EU, and our suppliers who do are navigating this unpredictability very well. Additionally, we have the benefit of a relatively long purchase cycle, which means pricing sensitivity with consumers is minimal. We increase our retail price accordingly to retain margin – arguably, we undervalue the price point of a good night’s sleep to consumers. Mike Whitman, Iconography: We’ve been fortunate, as our trade is almost entirely digital, but we have had to spend a lot of time supporting our clients through successive price changes over the last few years. Royce Clark, Grampian Furnishers: This is an extremely difficult one to gauge, given that Covid has been a bigger factor, with businesses being forced to close, and lead times and pricing being more severe. Initially there was a bit of a delay on goods arriving and general uncertainty over supply from Europe, but that was short lived

THE MAJORITY OF ISSUES ENCOUNTERED CAN BE ATTRIBUTED TO THE PANDEMIC – there have been price increases, but these have been fairly insignificant in the grand scheme of things. Cost of delivery from Europe has not increased tenfold! Wendy Martin Green, Peter Green Furnishers: The truth of the matter is that Brexit does not seem to have affected our business as much as we had feared. I can only think of one company in Ireland that we cannot buy from now because their prices have increased outside of our range, but we soon found some other UK suppliers to make up for that loss. We need drivers right now, and I understand there is a lack of drivers in the UK – I was also told that many of the drivers went back to their native countries when Brexit finally took place and this is what has caused the shortage. However, the proof of the pudding is in the eating, and we advertised on Monday this week for a driver, and hired a very nice young man by Wednesday. I am also not entirely sure if the driver ‘drought’ is a Brexit

problem, as the US and Australia is experiencing the same thing – the same goes for supply issues, they also seem to be a worldwide problem and not a result of Brexit. We also managed to maintain all of our overseas staff who all got their paperwork in order ready for the withdrawal from Europe and therefore were able to stay with us. Prices have gone up for us, but this is related to the increase in shipping costs for parts and goods from the Far East and not, we feel, caused by Brexit. Overall, the cost of goods has increased on average +7-10%, but this is nationwide, and the market seems to have withstood that … and the increase does not seem to have deterred customers. Last year’s petrol crisis is seeming to be more about panic buying, and it did not disrupt our deliveries at all. The current slowness in the supply chain also appears to be a result of the Covid situation that disrupted production of goods all over the world.

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If my assumptions are correct, I would have to say that, as yet, we have not really been impacted by Brexit very much at all, outside of some frustrating paperwork at the beginning to arrange shipping relationships and the all-important EORI number! I do, however, feel that the hesitance of some customers to spend money pre-Brexit was lost with the ‘do or die’ sentiments brought on by the pandemic, and at the moment our customers seem willing to spend their hard-earned pounds on furniture for their homes. Steve Pickering, Sussex Beds: I cannot say with certainty that Brexit has had any direct or significant effect on our business over the past 12 months. Additionally, I cannot say there has been any direct or significant positive impacts from Brexit. I do feel the majority of issues encountered can be attributed to the pandemic, as supply line issues are a global problem caused by

unprecedented demand for goods driven by the reopening of economies from lockdowns. Pent-up demand, combined with huge sums of support capital pumped into global economies, results in far more demand than available capacity, causing the shortages in goods and skilled manpower. John Northwood, trade agent: With the current situation with the pandemic and Brexit, it is difficult to say what has been directly affected by Brexit alone. However, one area is obviously the import duties and taxes that now have to be paid. This has made a considerable difference to freight costs. Peter Harding, Fairway Furniture: In my view, had Brexit come along on its own, some 10 months down the line we’d be through any of the major impacts and be sailing merrily onwards as a country. However, the pandemic came along and so, to a degree, no, you can’t separate the two.

(photo credit 123RF.com/nightman1965)

HAD BREXIT COME ALONG ON ITS OWN, 10 MONTHS DOWN THE LINE WE’D BE THROUGH ANY OF THE MAJOR IMPACTS AND SAILING MERRILY ONWARDS

But I think it is possible to draw a few conclusions: we would have seen some disruption to the supply chain, but it would have been relatively minor; as a country, we’d have seen some of the migrant workers return home as a result of Brexit, but nowhere near as many as did when the pandemic started to grow in its effect; most of our European suppliers have been pretty well organised – there’s been a steep learning curve, but we haven’t had any major problems; and the last vestiges of what Brexit disruption there has been are probably still going to rumble on into 2022. From our own point of view, we haven’t suffered any significant problems. There were early issues with paperwork and the way that various suppliers on the continent handled it, but that has settled down now. Dids Macdonald OBE, ACID: It has affected designers in general because they have lost vital unregistered Community design protection. They have also been left more vulnerable because the Government has not clarified its position on simultaneous publication. So, if you are launching a new furniture range in the UK and then in, say, Germany, and you are relying on unregistered design right, it will not have EU27 protection

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OPINION

WHO GETS CREDIT FOR THE OMNICHANNEL SALE?

EVEN WITH THE RIGHT TECH, THE PEOPLE BEHIND IT ARE RETAIL’S REAL DEAL – WITHOUT THEM, NOTHING WILL HAPPEN

By JESSE AKRE www.retailsystem.com

Retailers can dangle the incentive carrot to achieve desired behaviours, but who should benefit? (image credit iStock.com/DNY59)

Retailers are constantly being inundated with terms like ‘omnichannel’, the harmonious joining of the traditional retail store and all things online. But, says Jesse Akre, global president and COO of award-winning, cloud-based PoS provider RetailSystem, without ‘the omni’, retailers are not setting themselves up for success …

I often get asked about all the musthave retail technologies that make this happen – yes, websites, EPoS, kiosks … all are must-haves in the omnichannel (shameless plug – visit RetailSystem.com). But even with all the right tech, the people behind it – the enablers of traffic and all things revenue and service – are the retail real deal. Without them, nothing will happen. So, all those people, and the impact they have on the success of your retail business – who gets credit for the sale? Before I dig in, ‘giving credit’ (most often financially) is a very tricky landscape. I am not advocating dropping a ‘new plan’ on your organisation (although maybe you need to), nor am I blind to the retail owner trying to make their revenue go 110 ways. But retailers dangle the incentive carrot for desired behaviours, and it is different today. I hope you read this and really think about that one next thing you can do to better drive your business. Let’s start with that …

So, in the omnichannel retail environment, who gets the credit for the sale? Let’s break down a couple of regular scenarios. Two people are involved in the sale. Was it the first person, who spent hours lining up the perfect items for the customer? That ‘set-up’ person. Or was it the ‘closer’? That skilled negotiator that addressed the final concerns/questions when the customer came back? As a retail owner, the revenue bell rang. Yet from a sales effort perspective, both contributed. Naturally,that is a split. A fact of retail life as we know it. Fun isn’t it?! We are just getting started … Now enter the world of the digitally influenced sale. Maybe it was an ecommerce order. Maybe a social commerce sale. Maybe it was an instore ‘close’, with the customer doing all their research on your website first (the digital equivalent of the ‘set-up’ person above), yet the consumer electing to come in-store to do a physical validation of the product and you as a retailer.

139 (image credit iStock.com/PlargueDoctor)

Let’s go one level further. The customer found the perfect sofa on your website, came in-store to validate, and slipped by the craftiest of sales associates, only to go home and buy it on your site. It happens! See the ‘who gets credit’ omnichannel clouds forming? This has been a never-ending debate since the web in retail became a thing. It is a (fun) mess! The consumer path is no longer a predictable journey. It is not as simple as foot traffic and ‘ups’ in the retail store. That order, wherever completed, is a result of that matrix path to purchase. A random, consumer-chosen sequence of engagement points, digital and physical. Guess what? Many of your staff make that matrix possible. All those situations above (and more) absolutely happen. Stop and think about your last purchase, and you’ll understand what I mean. Retailers today must think like a consumer,

THE CONSUMER PATH IS NO LONGER A PREDICTABLE JOURNEY and understand how those retail magicmakers – the floor staff, the web team, and all the staff that have that bundle of responsibilities touching all parts of your business – make it happen. They all impact the sale. Some more than others, yes – but one could say retail sales have the best chance of becoming a sale if all do their part to make it happen. They should all get credit (fun!). Is there a perfect ‘who gets credit’ answer? That perfect solution? A onesize fits all? I don’t think there is (deep sigh) – but there are things retailers can do to find ways that work for your business.

You just need to be willing to make change, and turn that willingness into continuous improvement steps. It is never perfect. It is never done. Be forewarned, there will be resistance – but you know this. Remember, it’s a consumer journey matrix with levels of murkiness that must be considered. The crossing of the threshold back and forth between physical and digital is impossible to track with absolute clarity. But if you make ongoing efforts to connect the dots – you should find ways to engage all members of your team($). Are we having fun yet?! Come and visit us at the January Furniture Show this April to find out more … A purchase may be made in-store, but it is not necessarily the only touchpoint of the customer’s journey (photo credit iStock.com/Prostock-Studio)

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FAILURE IS AN OPTION! Retail is changing so fast that it’s almost impossible to offer advice that leads to guaranteed wins, writes US bed industry consultant Gordon Hecht – so why not focus on the guaranteed failures instead?

IT’S HARD TO PROVIDE ADVICE THAT’S GUARANTEED TO HELP YOU BE SUCCESSFUL – BUT IT’S VERY EASY TO PROVIDE ADVICE THAT’S GUARANTEED TO HELP YOU FAIL

By GORDON HECHT gordon.hecht@aol.com

It was about 150 years ago that one of the first advice books, Samuel Smiles’ Self-Help, was a bestseller. In 1917, motion picture star Douglas Fairbanks published his advice in Laugh and Live, followed by Dale Carnegie’s How to Win Friends and Influence People a generation later – and the 1960s and 1970s saw an onslaught of self-help books on how to be successful in everything from dieting to child rearing, running, and other human ‘joys’. Sam, Doug, and Dale could have never predicted the unusual times we are in now. Every day bring a new challenge with supply shortages, staffing issues, fuel cost increases and more. It’s hard to provide advice that is guaranteed to help you be successful – but it is very easy to provide advice that is guaranteed to help you fail. Last year, I presented Serta Simmons’ Team Canada with the following scenario. Imagine your best and strongest retail operator has a new competitor in the market. In fact, their new store is located directly across the street! The competing retailer does not sell your brand, nor do they plan to sell it. However, the store manager invites you to lunch. She asks for your advice on how her store can become successful and dominant in the market. You see the opportunity! You can give her advice that is predestined to help her fail. Just give her a list of the wrong way to operate a business, and soon there will be a vacant building where her business stands today. Here is that negative advice that Team Canada provided … • Don’t ask qualifying questions. Show the customer every mattress you display • Ignore younger people, as they don’t have money to buy mattresses • Create pricing such that the customer always wants to negotiate • Focus on Monday to Friday weekday business. Close on weekends • Keep overheads low by not investing in your brick-and-mortar business • Focus on the mattress only – customers don’t care about or need adjustable bases, pillows, or any other accessories

• Stick to a very small assortment and don’t provide alternative options • Encourage sales associates to be paying more attention to their mobile phones than the customers • If the customer has an issue after the sale, it is no longer your problem – just ignore them • Never pay your supplier invoices on time • Tell them that extra-firm is always best, and recommended by orthopedic surgeons • Don’t advertise or promote your business in your local community. It’s a waste of money • Don’t offer a satisfaction guarantee like the competing retailers • Bash the competition (brand and retailer) • Ask them to push down on a mattress with their hands, knuckles, or knees – this is the best way to determine if the comfort level is right for them • Pillows are not important. In fact, the big and harder the pillow is, the better your neck feels • Tell your shopper those pressure points mean nothing. More pressure points means that the mattress is right for them! • Discourage sleep partners from shopping together. Promote that it’s best that the sleep partners pick a lead person to come in and choose the mattress – it saves time, confusion and arguments • Don’t stock, show or sell a mattress in a box – it’s just a fad • Don’t stock anything – nobody ever wants their mattress asap • Offer delivery to the customer, but minimise your level of service. Don’t worry about wearing overshoes or doing damage to the customer’s house • Continually mention and sell on the fact that you have a six-month comfort guarantee • Do not ask your customers for reviews. It’s a waste of both of your time. Besides, new customers don’t read those anyway • When a couple comes into the store, always speak to the man – the woman has little say in the purchase of a mattress

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OPINION

2021 #385 October ews.net

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#388 January 2022 www.furniturenews.net

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The International Alliance of Furnishing Publications (IAFP) comprises 17 of the world’s leading industry trade publications.

• Do not offer financing options for the customer. It is time As the IAFP’s UK representative, consuming and won’t help your average sale amount or closing Furniture News can offer exporters ratios and importers market information, • Only accept cash, that way you pay no credit card terminal fees contacts and reach through the most effective B2B channels. • Don’t ask “When do you need it?” early on. Let them pick out their favourite item and disappoint them later www.iafpalliance.com • Always ask for the accessory sales when the customer is checking out and paying for the mattress. It’s easier to add it on than include it in the sales presentation • Offer to test out the mattress with the customer. Cuddle up to IAFP_2021_QP.indd 1 them! • Don’t have a modern, easy-to-navigate website – your customers don’t shop online these days. And avoid having your site enabled for ecommerce • Don’t post reviews on your website. It takes too long to do that • Wait until you have a staff opening to recruit new employees You’d have to agree that any retailer that followed these bullet points would soon have a permanent vacation. And, by turning around the advice – that is, doing the opposite – you’d increase your chances to survive, grow and succeed. You can also avoid failure with this bonus piece of advice. Start your own ‘How to fail’ list with your store team. That includes sales, operations, finance, buying, and leadership (even if you, yourself, holds every one of those positions). Ask them what advice they would give someone to help them fail. Write down their lists, and keep it visible to your team (not shoppers). So long as they avoid the path to failure, they’re more likely on the path to success

ANY RETAILER THAT FOLLOWED THESE BULLET POINTS WOULD SOON HAVE A PERMANENT VACATION

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OPINION

145

NEW YEAR’S RESOLUTION Chance encounters and zealous collaboration can lead onto great things, says Dids Macdonald OBE, CEO of ACID and a past master of The Furniture Makers’ Company, who is marking the end of an era this year – but not before lending her support to the trade at the postponed January Furniture Show this April …

MAYBE THE SHOW WILL BE THE START OF YOUR JOURNEY WITH US?

INDUSTRY PARTNERS

By DIDS MACDONALD www.acid.uk.com www.furnituremakers.org.uk

People in the furnishing industry will know me primarily as CEO of Anti Copying in Design (ACID), but for many years now I’ve had the pleasure of being heavily involved with The Furniture Makers’ Company, the City of London livery company and charity for the furnishing industry. Livery companies can often be misconstrued as clandestine societies, but nothing could be further from the truth. City of London livery companies comprise London’s ancient and modern trade associations and guilds. Today, there are 110 liveries that support matters of trade, education, charity and fellowship within their sector, and are driven by their membership. We were founded as a guild in 1951 and granted livery status in 1963, becoming the 83rd livery company. The company was incorporated by Royal Charter in 2013, and in the same year merged with our industry charity, the Furnishing Industry Trust (formerly FTBA). People join livery companies for many reasons, but we have found that the notion of ‘giving back’ ranks high among our members, particularly our growing list of almost 40 corporate members – including Furniture Village, Harrison Spinks, Parker Knoll and Sanderson Design Group. We have been fortunate to harness the expertise of our members and their willingness to support our charitable activities for the good of the trade. For instance, over the past year our members have helped raise over £224,000 for our charity by supporting our Step 2 It fundraising campaign. Step 2 It – a follow-on from our One Step at Time welfare awareness drive – was launched after a year that saw our charity award record numbers of grants to people whose lives were disrupted by the pandemic.

Our membership has also helped provide learning opportunities for the trade through a webinar series (the next is taking place on 17th February). It’s difficult to sum up in one column why you should join us, but we’ll be at April’s big show in Hall 1, so do consider stopping by and finding out more. Little did I know when I was approached to join by Margaret Miller, a past master of the company and former chairman of Knightsbridge Furniture, after meeting her at the show, that it would be the start of a tremendous 11year journey. During that time, I’ve had the privilege of meeting some wonderful people, supporting countless initiatives and having the distinct honour of being master of the company from 2019-20. Who knows, maybe the show will be the start of your journey with us too? Now back to ACID. It seems only a moment ago (actually 25 years) since a group of design enthusiasts sat in glassmaker Adam Aaronson’s boilinghot studio. Every week we plotted and planned to change the world, because we were outraged at the copycat culture! Did we? Hopefully yes, but there is much more to be done. Time will tell. Future-proofing the next ACID chapter is critical, and on 30th June, ACID’s silver jubilee, I will be stepping down from my role but remaining as chairman. With that announcement made, our search for a new CEO of ACID begins. Who is this person? In my view, it’s someone who is a successful business entrepreneur, shares a passion about the preservation of original design and has inexhaustible enthusiasm to march us resolutely into the future with energy. Please write to me at didsm@acid. uk.com if you are this person or you can recommend ACID’s next ‘terrier’

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OPINION

THIS MONTH, WE’RE ASKING … Mike Murray (Land of Beds, AIS) More emphasis on end-to-end recycled products, and having full traceability of the components within the product

Dids Macdonald OBE (ACID) Bespoke, made to measure John Conroy (Morrisofa Europe) Products that help deliver the connected home – we are working hard to become the manufacturer of the first mass-produced voice-controlled recliner John Northwood (agent) It’s so unpredictable, but we’ve seen a massive shift from plain, neutral designs to bold colours and designs, particularly with velvet fabrics

WHAT’S THE NEXT HOT FURNITURE/ FURNISHINGS PRODUCT TREND?

Steve Adams (Mattress Online) Sustainable and vegan-friendly mattresses. We are at the beginning of a bell curve – the boost in demand for vegan FMCG will filter through to furnishings over the next 12-18 months Royce Clark (Grampian Furnishers) Anything that is in stock or can be delivered in less than 20 weeks?! I’m glad to say a move away from grey as being 90% of the furnishings sold in recent times – colour is coming back, with blue and yellow being the most popular Wendy Martin Green (Peter Green) The organic-modern movement of 2020 seems to be giving way to Japandi design … a form-follows-functionled blend of rustic Japanese design, softened by the spirit of the Danish hygge look that was popular a few years back. Monochrome palettes punctuated with a few pops of nature-based colour, lots of texture, simple shapes and lines, and natural materials, are all trending!

Andy Stockwell (Gardiner Haskins) The next ‘trend’ is already here, but unlike most trends which come and go, this one is here to stay. Sustainable, planet-friendly, furniture and furnishings will come more to the fore in 2022 and beyond. Manufacturers are already moving in this direction – Ashwood Designs, Westbridge, Hypnos, Harrison Spinks and others are all moving towards the use of recycled materials for their fabrics, and products which are 100% recyclable at end of use. In a similar vein, recycled/refurbished furniture will grow in popularity – maybe not through the mainstream channels, but upcycling of secondhand furniture will be a route taken by a new generation of furniture buyers with sustainability and finances at the forefront of their minds

#388 January 2022 www.furniturenews.net

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Mike Whitman (Iconography) It’s got to be 3D models and augmented reality (AR) – the dream is incorporating that into an option selector on an ecommerce website or EPoS terminal, and we’re actively working on this with a few clients already Rob Walker (Orbital Vision) Customers being able to view products in 3D and in their own home using AR Paul Wray (Modern Outlook Furniture) With the increased prices on containers, furniture in the mid- to high-end bracket with a good loading on a container that can warrant a price increase to the customer is the trend at the moment. Electric fires that look like gas fires are the next hot trend Peter Harding (Fairway Furniture) With customers wanting an even greater focus on product sustainability, manufacturers will need to work with retailers on circular supply chains for new products they bring to market Steve Pickering (Sussex Beds) Products with an ecological benefit are gradually coming to market. Focusing on the use of recycled material, carbonneutral manufacture or end-of-life disposability all provide an added benefit for the end-consumer

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Furniture News #388

Articles inside

Hall 1 / 70 Hall 2 / 72 Hall 4 / 76 Hall 5

Brexit, one year on / 138 Crediting the omnichannel sale

Fibreline / 44 Forte

CIFF Guangzhou / 60 Long Point

Failure is an option