Furniture News #399

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THE MIDDLE GROUND WILL LIKELY BE THIS WINTER’S MOST HOTLY CONTESTED SPACE

Tempting as it might be, it doesn’t feel right to sugar-coat it. After months – nay, years – of disruption (heaven help us if this is what the ‘new normal’ actually looks like), we’re facing the likelihood of a winter of discontent, and the outlook is chilling.

Yes, there’s a chance consumers’ hunger for home comforts could see them favour furniture over other purchases (sorry, I couldn’t help it), but the ongoing cost of living crisis and looming shadow of a long recession means a bumpy ride ahead for most.

The scale of the challenge could depend on where you operate in the market, as there are indications that mounting cost pressures are forcing many shoppers to adjust their spending habits. According to the IMRG Capgemini Online Retail Index, online shoppers were already starting to ‘trade down’ in October. Although (impressively, given the comparatives) furniture sales were up +2.9% YoY, that growth was driven by the budget (+7.8%) and midmarket (+9.8%) retail categories – whereas the premium category was down an eye-watering -42.8%.

Alongside the opening of new outlet stores and fierce promotional competition throughout retail’s ‘golden quarter’, there’s also evidence of shoppers trading down in specific categories. The latest consumer survey by the National Bed Federation revealed that the mean price paid for a bed/mattress in October was £554 – considerably lower than the £613 paid in October 2021. “Although almost 80% of respondents paid up to £799, 45% paid less than £400,” states the report.

Despite the many arguments against the environmental and ethical costs of ‘fast fashion’, there are so many pressures facing lower earners that their ability to pay more for something that will last longer – no matter the sense in doing so – is probably unfeasible right now.

At the other end of the scale are those highnet-worth consumers who are “considerably more immune to the effects of global economic challenges” (read Jonathan Holmes’ take on his “recession-proof” LuxDeco brand on p68). Although, according to IMRG Capgemini, they may be spending less online, the broader luxury segment seems to have been relatively untouched by the prevailing economic uncertainties (a view echoed by several manufacturers I’ve spoken to), and the middle ground will likely be this winter’s most hotly contested space (excepting those value suppliers whose margins are already squeezed too tight).

That means it’s even more crucial to source the right product for your customers, from the right suppliers. Granted, that’s no mean feat, but as show season nears (find our preliminary take on the 2023 January Furniture Show from p38, and a host of other buying opportunities from p22), at least you won’t want for choice.

This month’s copies come with our handy yearplanner, to help keep track of what’s ahead (hopefully that’s one less thing to worry about). Also in this month’s issue, you’ll discover: insight from Vispring (p14), The Hastings Sofa Company (p16) and Haskins Furniture (p20); a discussion of the challenges facing CGI experts when recreating fabrics (p56); and personal reflections from AIS’ Emma Rackley (p18) and our feedback panel (p74).

On top of that, read viewpoints from Press Loft’s Nicola Snell on improving your brand’s online visibility (p70), and discover the Retail Think Tank’s thoughts on the best approaches to pricing and promotion (p64).

Hopefully it all helps (even if just a little) steer your business through this uncertain winter, and into a better year ahead – when I’m sure there’ll be more to smile about.

Paul Farley

The Millbrook Bed Company has appointed Lee Pharoah as manufacturing manager to support increased manufacturing volumes

The BCFA – the UK’s largest trade association representing the commercial interiors sector – has been rebranded Commercial Interiors UK

NBF executive director Jessica Alexander is to step down after working for the federation for more than 35 years. Once her replacement is found, she will stay on in a part-time capacity, while working alongside the BFC, FIESTA, and The Furniture Makers’ Company

NEXT SEIZES MADE.COM BRAND ASSETS

Having appointed administrators on 8th November, Made reported that Next had agreed to purchase the Made.com Design Ltd (MDL) brand assets for £3.4m. On 31st October, Made resolved to file notice of its intention to appoint administrators, before appointing PricewaterhouseCoopers LLP for the task. Made then entered into an agreement to sell the MDL brand, domain names and intellectual property to Next Retail. Next’s bid for the brand beat others including one from Made’s founder, Ning Li. Made’s chair Susanne Given said: “Having run an extensive process to secure the future of the business, we are deeply disappointed that we have reached this point and how it will affect all our stakeholders, including employees, customers, suppliers and shareholders.

“We appreciate and deeply regret the frustration that MDL going into administration will have

caused for everyone. I want to sincerely thank all our employees, customers, suppliers and partners for your support throughout the past 12 years and especially during this difficult time where we have tried so hard to find a workable solution for the company and all its stakeholders.”

PwC subsequently noted that the administration would result in the immediate loss of 399 jobs.

PAN-INDUSTRY CONFERENCE TO TACKLE CLIMATE CHANGE AND SUSTAINABILITY

La-Z-Boy UK has been nominated in the Best Brand Activation category of the UK Festival Awards, for its work with Kendal Calling, which took place in the Lake District in July

Bensons has relocated to new stores in Watford and Stirling, and has opened an outlet store in Doncaster. The retailer has has opened or relocated 20 stores since last December, as well as reopening the eve Sleep website following that business’ administration in October

The Furniture Makers’ Company will host a climate change and sustainability event on Wednesday 14th December (11am–5pm) at Furniture Makers’ Hall, London.

The Routes to Greater Sustainability event is being supported by the British Furniture Confederation (BFC) and sponsored by the Furniture Industry Research Association (FIRA), Ocee Design, Panaz and SATRA Technology. The free event will be the first pan-furnishing industry conference of its type, welcoming businesses and delegates from all sectors of the domestic and contract markets, with the aim of sharing knowledge and best practice on routes for greater sustainability.

Joanna Knight, climate change and sustainability chairman at The Furniture Makers’ Company, says: “This event aims to unite all sectors within the

furnishing industry and provide an opportunity to collaborate and knowledge share. Delegates will go away from the event with a better understanding of the various initiatives being undertaken by industry to reduce climate change, as well as ideas to action within their own business.”

Tony Attard OBE DL, master of The Furniture Makers’ Company, says: “Our world will change irrevocably unless we address climate change. Sustainability and our effect on climate change must now be an important board meeting agenda item for all businesses. The conference we are holding will help address some of these issues and give sound practical advice on implementation. We will not learn everything in one day, but it’s a start along the sustainability pathway.” Register to attend at https:// bit.ly/RoutestoGreaterSustainability.

A BFM survey has revealed that rising costs are causing a squeeze on profits despite increased factory gate prices, and that more than a quarter (27%) of survey respondents believe trading is worse than it was 12 months ago

Mattress Online was awarded an E-Commerce Business Award at the 2022 Scale-Up Awards, which took place at Tobacco Dock in London last month READ MORE ONLINE AT

The Competition and Markets Authority (CMA) has accepted a remedy from Carpenter and Recticel following concerns that the former’s merger with the latter could harm manufacturers and lead to a worse deal for shoppers.

US-based Carpenter agreed to buy Belgian firm Recticel’s global engineered foams business in a €656m deal announced in 2021.

Both supply engineered foam products used to make household goods such as mattresses, upholstery and kitchen sponges from plants in the UK.

Following an initial investigation, the CMA identified competition concerns in three foamrelated markets in the UK, and referred the deal for an in-depth investigation in July 2022. At the outset, Carpenter and Recticel conceded that the

deal raised competition concerns, and asked the CMA to ‘fast-track’ the case. The CMA accepted the businesses’ request and consulted, in September, on the merging business’ proposal to sell the majority of the UK arm of Recticel’s engineered foams business to address the concerns.

The CMA’s final report confirms that the deal could reduce competition. It has also concluded that, with minor modifications, the remedy proposed by the merging businesses will fully replace the loss of competition arising from the merger.

This means Carpenter will now be required to sell the majority of the UK arm of Recticel’s engineered foams business to an independent third party, approved in advance by the CMA, with the capabilities to ensure that the business remains as competitive as it is at present.

CMA GREENLIGHTS CONDITIONAL FOAM MERGER

DFS ENJOYS GROWING ORDER VOLUMES

Last month, DFS noted a more positive sales trend than it saw in its full-year results in September, where it remarked that the upholstery market had softened markedly since April, and had been in significant decline during July and August.

DFS says that since early September it has seen group order volumes growing relative to FY22, and also relative to the pre-pandemic FY19 financial year – and that it has also seen continued evidence of positive market share gains. It says its overall performance is in line with its mid-case scenario (c.£36m PBT) for the full year, and that it would expect profits to be weighted towards H2.

Chief executive Tim Stacey comments: “We are pleased to report that since mid-September we have seen positive YoY order volume growth. While we continue to be watchful of the macro economic environment, we continue to take market share and our market leading position, inherent scale and proven strategy give us confidence in our future prospects.”

In related news, John Fallon (ex-Asda) was appointed as an executive director and CFO of DFS on 14th November, while the retailer also introduced home and lifestyle brand Laura Ashley to its range. Kellie Wyles, DFS’ head of upholstery and brands, says: “Our passion for balancing comfort and style with great value for money is the driving force behind our success, so we’re confident the Laura Ashley sofa range will be hugely popular with our customers and we’re looking forward to what our partnership will bring.”

SOCIAL MEDIA PLAYING BIGGER ROLE IN BED SHOPPING, FINDS NBF

The latest consumer survey by the National Bed Federation (NBF) has revealed that bed buyers are increasingly relying on social media for their prepurchase research.

Consumer research undertaken in October found that across all age groups, social media was used by 18% – a big leap from only 7% in the previous survey in 2021. However, 28% of the 16-34 year olds reported using it as part of their research prior to purchase.

Simon Williams, the NBF’s head of marketing and membership, says: “Whilst visiting websites and physical stores are still the most popular way of researching what’s available, there is clear evidence that social media channels are having greater influence than they did only a year ago – particularly amongst the under-35s. If you want your brand

KETTLE INTERIORS PAYS TRIBUTE TO FOUNDER

to stand out in today’s crowded marketplace, you really need to build a carefully planned social media presence.”

Almost half of the respondents used the internet for research, with two thirds of them visiting 2-3 websites and a fifth visiting 4-5. The top five most popular websites visited (in order) were Dreams, Amazon, Argos, Bensons for Beds. and Emma.

When it came to mattress replacement, around 80% were being replaced in less than 10 years, and around 40% were being replaced in less than five, with the average replacement cycle being 6.5 years.

The mean price paid for a bed/mattress was £554, which was considerably lower than the previous £613 from October 2021. Although almost 80% of respondents paid up to £799, 45% paid less than £400.

John Kettle, the founder of furniture supplier Kettle Interiors, passed away on 5th November aged 73, after a long battle with cancer.

“John was a devoted husband, father to three and grandfather to seven, and he enjoyed it most when the house was full,” says Kettle’s international sales director, Simon Ainge.

“Many of you would have known John for being sociable at furniture events over the past 30 years, and making friends with so many retailers and suppliers in the industry along the way. Regardless of what was going on, he managed to retain a laidback attitude.

“John had a love for great food, as well as a keen interest in horse racing, stemming from his early career as a bookmaker –but it was his unfiltered, razor-sharp wit that will be most fondly remembered.”

The Furniture Recycling Group has secured an investment from Netherlands-based RetourMatras which will enable it to grow its dismantling capacity in England to 1.5 million mattresses per year

Furniture Village will open a brand-new 17,800ft2 store on Colchester’s Stane Retail Park on Boxing Day

IKEA has announced an expansion plan for the North West of England, starting with three new Plan & Order Points and an expanded service offering. The units, located in retail parks and shopping centres, will be sized 70–90m2

The Furniture Makers’ Company’s longestrunning charity event, its National Golf Day, raised £6000 this year. The winners were: Team winner – Jay-Be; Team runner-up – AIS; Individual winner – Tony Harvey; Runner-up –Paul Mott; Nearest the Pin – Max Wood-Ives; Nearest the Pin – Rob Sawyer; Nearest the Pin – Paul Newell; and Longest Drive – Clayton Gore

Wayfair’s total net revenue fell by $281m to $2.8b in Q3 (ended 30th September 2022), a decrease of -9% YoY. International net revenue fell $126m to $0.4b (down -24% YoY). Gross profit was $824m (29% of total net revenue), yet Wayfair reported a net loss of $283m

Emma — The Sleep Company recorded its best-ever quarter in Q3, with global revenues of $212m – up +44% YoY, and is now forecasting annual revenues of over $800m in 2022

YOUNG FURNITURE MAKERS’ TRIUMPHANT RETURN

The Young Furniture Makers exhibition, organised by The Furniture Makers’ Company, returned in October following a three-year hiatus, with 100 of the UK’s emerging designers and makers exhibiting their furniture and lighting designs at Furniture Makers’ Hall and the Dutch Church in Austin Friars, London.

Sponsored and supported by Axminster Tools, Sanderson Design Group and the January Furniture Show, the exhibition featured a Talks Programme and drinks reception, plus the announcement of the Young Furniture Makers Awards, announced by special guest William Hardie, founder of Studio Hardie.

The winners were: National School Design Prize – Jim Notcutt, for Chair; Young Furniture Makers Bespoke Award – Clare Ng, for the Gemini Cabinet; Young Furniture Makers Design Award – Jack Briggs, for Wave; Young Furniture Makers Textiles Award – Krav Metcalfe, for the Cochise Chair; and the Best in Show Prize – Jack Briggs, for Wave. Eight winners (pictured) were also selected to feature at the 2023 January Furniture Show.

Tony Attard OBE DL, master of The Furniture Makers’ Company, says: “The Young Furniture Makers exhibition was an absolute triumph – it made me very proud to be master of The Furniture

Makers’ Company. The exhibition demonstrates how we make a difference in the most tangible way to students and graduates. I am sure that many of the designers who exhibited will be inspired to pursue a career in the furnishing industry.”

William Hardie adds: “I was astounded by the calibre of craftsmanship and quality of design shown at the Young Furniture Makers exhibition. It is so inspiring to see that children as young as 12 are designing and making beautiful and well-thoughtout pieces. The exhibition was a brilliant chance for young makers to show and present their work to industry leaders and the public at a prestigious venue. The result was over 100 remarkable and diverse pieces of furniture, demonstrating that the future of the furnituremaking industry looks very bright.”

BED RETAILER REPORTS IMPRESSIVE REVENUE GROWTH

Multichannel bed retailer Bed Kingdom, whose flagship showroom is based in Heckmondwike, has recorded a +50% leap in YoY revenue, taking its turnover to more than £15m. The leap – up from just £2m five years ago – means it is on track to achieve its ambition of a £20m turnover before the end of 2023.

Over the last year, Bed Kingdom has tripled its number of employees to 30, across all facets of the business. Founder and MD Ashley Hainsworth says: “We’re incredibly proud of the way our business is growing and developing, and delighted to see

families coming to small businesses like ours to rejuvenate and improve their home and give them a great night’s sleep.”

Website enhancements and improvements to the overall customer journey have been driven by Bed Kingdom’s new marketing director, Levon Hall. Levon joined Bed Kingdom as an apprentice just over a year ago, aged 22, and quickly took charge of the marketing team and website development. “It’s a very exciting time for Bed Kingdom as we are exploring many new sales channels and marketplaces,” he says.

VALE BRIDGECRAFT TRADING UNDER NEW OWNERSHIP

VB11 Ltd, trading as Vale Bridgecraft, is returning to the industry after a recent MBO. Vale Bridgecraft is an established furniture manufacturer based in Mytholmroyd, West Yorkshire, which celebrated 75 years in the business this year. The company went into administration on 1st August, and is now trading under new ownership.

The manufacturer specialises in hand-crafted furniture, has a network of 250 retail partners across the UK, and will reopen its flagship Mytholmroyd showroom in West Yorkshire, alongside a second showroom in Warrington, Cheshire.

Vale Upholstery was founded in 1947 in Todmorden, West Yorkshire, and the company

acquired Barbreck Furniture and grew into larger premises in 1982 when it moved to Greenhill Mills in Mytholmroyd. In 2000, the company bought Bridgecraft Furniture, formerly based in Leeds. Production was moved to Mytholmroyd, where it has since been based, and began trading as Vale Bridgecraft.

Jonathan Robinson, MD, Vale Bridgecraft, says: “I have worked for the company for 37 years and I am proud to continue our journey in quality furniture manufacturing with new and exciting plans to grow. The support we have received from all our customers, retailers and suppliers is testament to a company with an undeniable industry reputation.”

Leekes Retail & Leisure Group reported EBITDA of £9.2m and a profit before tax and exceptional items of £6.5m for the year ended 31st March. Leekes Retail increased its turnover by +29%, posting gross sales of over £65m and delivering growth across furniture, kitchens and bathrooms and accessories

Mobus Fabrics Holdings has incorporated Clarkson Textiles

Next says the 13 weeks to 29th October saw its full price sales grow by +0.4% YoY, just ahead of expectations. In Q3, online sales fell -1.9%, while retail sales grew +3.1%. Interest from finance income helped turn a negative sales result into a positive

Sleep.8, a “smart sleep and home brand”, has opened a store in Westfield Stratford, following recent openings in Bluewater, Lakeside, King’s Road, High Wycombe and Guildford

Dreams saw strong trading across the year to December 2021, with net sales growth at +187% compared to 2019. Sales totalled £358.4m (up from £302.1m in FY20). PBT rose +5.1% to £48.7m. Net ecommerce sales growth was up +187% from 2019. Dreams opened four new stores, four Feather & Black stores (within Dreams stores), executed three relocations and refurbished 19 sites

M&S has reported a profit after tax of £166.7m (up +4.3% YoY) in H1, with Clothing & Home sales up +14%. Adjusted operating profit for Clothing & Home was £171.4m

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STEP INTO SPRING

Vispring, recipient of The Queen’s Awards for Enterprise and a luxury bedmaker since 1901, opened the doors to its first flagship showroom in London this autumn. Furniture News takes a look inside …

www.vispring.com

Located on Regent Street, St James’s, in the heart of London, Vispring’s new London flagship displays the brand’s world-renowned product portfolio as well as providing secluded areas for customers to test the products – with a sleep expert on hand.

Vispring first introduced individual mattress pocket springs to the market, and its beds were hand selected for the luxury suites of some of the world’s finest ships and hotels. Vispring has since grown into a global luxury brand, with retailers in over 50 countries – and the opening of the new London flagship showroom provides a standalone Vispring experience, while continuing to support the brand’s retail partners.

Designed in collaboration with Ivory Worldwide, the substantial showroom is spread across three floors, and showcases the complete collection of Vispring’s handmade mattresses, each made by skilled specialists in the brand’s Plymouth factory.

Since Vispring only uses natural materials in its mattresses, the showroom design simulates the

employment of natural-style materials, with the use of bespoke warm oak, and rugs in earthy tones.

The main space features a sculptural lighting installation by artist Giles Miller, that is made from the springs which go into every Vispring mattress. The artist has played with density and composition to create layers of coiled metal, coated in a high-end plated finish to create a visually arresting display.

The store enables customers to immerse themselves in Vispring’s heritage, with video elements narrating the brand’s manufacturing processes and commitment to sustainable materials. The space will also be utilised to host talks and events with industry sleep experts.

Visitors can also book an appointment in Vispring’s Secret Wardrobe, which occupies the showroom’s basement level. Here, they can get personalised advice on how to select the right

mattress. The stairway to the Secret Wardrobe features a skyscape by muralist John Brinklow, which transforms from day to night as visitors descend into the space.

Vispring MD Jim Gerety says: “The new flagship London showroom underpins and celebrates Vispring’s luxury bed offering and unparalleled commitment to craftsmanship to a global audience, who will be able to test the full range of beds and experience their unsurpassed quality in person”

Photography by Ed Reeve

HIRE GROUND

Furniture News last visited The Hastings Sofa Company in spring 2019, an 18-strong newco, that was turning out some 40 models each week. Having endured a pandemic, its team now numbers 50, and output has ramped up to 100 – with the potential to double. Crucially, its managers have a good idea of where they’ll find growth, writes Paul Farley …

www.hastingssofa.co.uk

A spiritual successor of Collins & Hayes – the heritage brand acquired by Sofa Brands International in 2017 – The Hastings Sofa Company was founded in 2018 to make the most of the longstanding team’s expertise and manufacturing facilities, giving them a lifeline in the wake of a series of troubled ownerships.

To date, the business – which is managed by MD Danny Cleaver, operations director Marc Gall and FD Mark Hillyard – has created white-label lines for retail partners including Heal’s, Sofas & Stuff and Barker & Stonehouse, and online players such as Swoon and Rowen Homes (Sofa Workshop and Maker & Sons also proved lucrative).

Latterly, its partners – such as Made To Last, and The Pure Edit, a new e-store from the people behind Clarke & Clarke) – have demanded increasingly ecofriendly builds, prompting The Hastings Sofa Company to explore new material directions.

Despite a pandemic to contend with, there’s been virtually no staff churn, a genuine ‘in it together’ attitude

helping ensure retention – while canny recruitment measures have been deployed to build the number of both skilled and unskilled production staff.

The next logical step is the development of its own product line for independents, and a timely new hire promises to catalyse that journey.

Having departed fellow Hastings sofa manufacturer Michael Tyler, after 30 years of service which culminated in him managing virtually every department there, Steve Smedley was enlisted by The Hastings Sofa Company to design, advise and market its path to the next level.

“I’d had a break after leaving Michael Tyler, and was contacted by Danny,” says Steve. “I thought it sounded really interesting. Danny acknowledges that the business has been more reactive than proactive – it has evolved, but in many cases they’re doing things in a certain way just because they’ve always been done that way.”

“We’ve been going hell for leather for four years,” Danny agrees, “so of course most of our work’s been driven by our customers.”

The Hastings Sofa Company is more workshop than factory, says Danny

NOW IT’S TIME TO KICK ON!

Starting with three or four designs, and enhancing the PoS and marketing materials around the existing lines, Steve’s expertise is set to cement The Hastings Sofa Company’s place in the UK industry, and the management team are incredibly excited by that prospect.

“Getting Steve on board is a real coup for us,” says Marc, “and it shows we’re invested in our future here. He brings best-practice approaches and a real veteran’s eye to what we’re doing.”

Extra manpower will be essential to realising this growth, and, despite the challenge of recruiting the right people, Danny is confident that The Hastings Sofa Company is an attractive option.

“It’s not really a factory,” he says, “it’s a big workshop. I visited a competitor a year ago, and there wasn’t a window in sight – we offer a completely different environment. On top of that, we’re lucky to have a good community here, good neighbours, and a nice coastal location. Factory floor staff can generally be trained up in three months, and we’re hoping to be able to introduce

apprenticeships in the future.

“To retain your staff, you have to respect them, and be flexible when it matters. As managers, all three of us spend a lot of time in the workshop, getting involved with any job if needed, like loading and wrapping. Last year, we gave our staff right across the floor a +10% pay rise – when you’re having to offer newcomers more to get them in, it’s a real slap in the face if you can’t reward your existing team accordingly.”

Danny admits that 2022 has brought fresh challenges. Material shortages might be less frequent, but costs

continue to rise, meaning extra care must be paid to fabric and wood selection, and further experimentation with alternative materials must take place.

“Despite that, we’re continuing to maintain quality, bringing down our lead times, keeping an eye on our price points, and going after the right partners,” he says. It sounds like the trade can expect to see a lot more from The Hastings Sofa Company.

“For too long, we’ve been preoccupied with just existing,” concludes Marc. “Now it’s time to kick on!”

From left –Mark Hillyard, Danny Cleaver, Steve Smedley and Marc Gall

How might a child describe what you do?

My son can help with this answer … his description of my job is, “You help people decide what goes in their shop, and spend lots of time on calls.” Pretty accurate.

What’s the biggest long-term challenge you face?

In the particular role I have I’m challenged with reflecting, responding to and balancing the views and needs of our members. The AIS member base is very diverse and each business needs something different, so it takes navigating and careful decisioning. On the flip side it is what makes the role so interesting, and I like a challenge.

If you had 10 x your working budget, what would you spend it on?

People, product, processes. I’d invest in training, development and engagement, in accelerated product development, and finally I’d look at IT solutions for the manual processes.

What would be the title of your autobiography?

‘She thought she could, and she did.’

What does ‘work/life balance’ mean to you?

Exactly that – balance. But it’s not formulaic, it’s just important to be able to sometimes flex and be able to break away and prioritise family or your wellbeing. It is so high up the list of employee priorities that it must be front

etting Personal

EMMA RACKLEY

Having held buying and commercial roles with the likes of Leekes, Furniture Village, Shop Direct and Bensons, Emma is now the director of Furniture and Home at buying group Associated Independent Stores (AIS).

www.aistores.co.uk

and centre if you want to recruit talent.

Who’s been your most influential professional mentor?

Emma Leeke (MD, Leekes) made a lasting impression on me and my career path. I often hear myself using lines she used, and approaches she took. She really believed in me in the early days and supported my progression. I’m very grateful for her business knowledge and fabulous company on long-haul flights over the years.

What advice would you give your younger self?

I’m not sure I’d necessarily give advice, as I try not to regret the past, and just look forward – the things you do and experiences you have make you the person you are.

What’s been your best day in business to date?

There is not really one day, but more moments – ‘pinch me’ moments, when I reflect on what I do, how much I love it, and that I’m extremely lucky to work in a great industry. The last few months have been some of the best. Joining AIS has been a delight. The organisation has extremely creative, forward-thinking teams and a really diverse supplier base, so I’ve really enjoyed it.

What’s the biggest myth about our industry?

That it is slow paced or old fashioned. Fashion and trends move in home and

furniture at a pace – the market is ever changing, so there is never a dull moment.

What should everyone in our industry either stop or start doing?

Start viewing their web presence as their shop window. Much customer research now starts online, so a retailer’s website should portray them in their best light. A customer’s decision to cross a shop’s threshold could be based purely on the impression they get from the website –it’s the best footfall driver. If a retailer prides themselves on range breadth and choice, show it. If they are proud of their highly skilled sales staff, shout about them.

Where do you see the industry going in the next 5-10 years?

With the extra focus consumers have placed on their home, I’d say from strength to strength. Covid has really accelerated many aspects of our industry and given increasing importance to furniture, so we need to hold onto that impetus. It definitely won’t be easy, but we are a resilient bunch.

What question do you wish we’d asked? How would you have answered?

How can we start to encourage younger people into the industry? We need a collective effort – the challenge is greater than one person – but we really should be showcasing what the industry has to offer, and proactively talking to the next wave of possible furniture experts

FASHION AND TRENDS MOVE IN HOME AND FURNITURE AT A PACE – THERE IS NEVER A DULL MOMENT

The in-store gallery is a vital tool in a furniture brand’s arsenal, and can bring an extra dimension to its host’s offer. This year, Shepton Mallet’s Haskins Furniture embraced the distinctive vibe of The Branded Furniture Company’s Orla Kiely range of chairs – and the partnership is going strong, reports Haskins’ MD, Jade Farthing …

www.haskinsfurniture.co.uk www.orlakielyfurniture.com

We didn’t have much patterned furniture, and it’s great to see these bold patterns and colours in-store. It has certainly filled a gap in the product portfolio.

Haskins’ customer base shares some of the typical Orla Kiely customer characteristics anyway, and as we are already brand-led, it seemed to make sense to bring another well-known brand in that could offer something that a lot of other manufacturers don’t offer.

Our customer base typically comprises 55-65 year-olds, which is similar to Orla Kiely’s – but we’re on a journey to expand our customer base, so we’re trying to ensure we have something for everyone. Today, customers are wanting more colour and bold statements, as well as function and comfort. The Orla Kiely range brings style as well as comfort.

We’ve learnt it’s important to convey the brand’s story and authenticity when setting up a branded installation in-store. Styling and ‘zoning’ areas are a great way of storytelling in stores. The pops of colour and pattern that the Orla Kiely range has to offer help break up some of the store’s more traditional areas. And of course, it sits alongside a number of other high-quality furniture brands, so we think they all complement each other very well.

Above all, we must ensure we

create an engaging in-store customer experience – one that’s worth travelling for.

Most brands are very prescriptive when it comes to visual merchandising. We’re often given lengthy brand guidelines to follow. We were provided with a visual merchandising guide, but it wasn’t too prescriptive, and we had the freedom to adapt their suggestions to suit our store where necessary –we followed the guidance from the Orla Kiely and The Branded Furniture Company (TBFC) teams, but we were also able to put our own twist on it.

We loved picking the fabrics and pairing them with the paint and wallpaper. As well as having the Orla wallpaper and colours, we’ve framed some of the wallpaper, and used accessories and some dining pieces to create roomsets that customers can easily visualise for their homes. We’ve also used the wallpaper in other areas of the store to lead customers to the Orla Kiely gallery, and have put the Orla Kiely accessories in our interiors department, which helps build the story and gives customers a visual in a different part of the store.

It was very much a collaborative effort between us and TBFC (which is also unusual for a brand). My GMs and showroom manager love the brand, so were very excited to work with

(TBFC sales agent) Emma Hughes and create something special. Emma was extremely helpful, and has done lots of training with the team so they feel confident to sell the products. It was really refreshing to work on the visual merchandising of the store together.

We know today’s customers are looking for more than just a walk round a bland furniture store. They need to be able to visualise the furniture in their own homes, and galleries like this help with that. Customers now expect a shopping ‘experience’, and are prepared to travel for it.

Our displays need to be inspiring and engaging – not only to secure sales, but to ensure customers keep coming back to us. Haskins has a reputation for being a ‘destination’ in terms of quality and furniture design, which fits well with the Orla Kiely brand.

Sales are good so far, and we’ve received very positive feedback from both customers and staff. We are looking forward to see how this progresses in the coming months. We also hope to attract new customers to the store that specifically want to buy this style of furniture

TODAY’S CUSTOMERS ARE LOOKING FOR MORE

BROADER SCOPE FOR FABRIC FAIR

www.bfmfabricshow.uk

The London Fabric Show’s appeal is set to be even broader in 2023, with recent signings offering new international, sustainability and technological perspectives.

An American exhibitor joins the show next year, while other new names expand the footprint of renowned manufacturers and suppliers drawn from across Europe, including Italy, Belgium, Spain, Portugal, Turkey,

Germany and the UK.

Exhibitor information can be found on the show’s website, which is updated regularly. New exhibitors to look out for in 2023 include Sleek Editions, Medoks Textiles and Eurotex.

The 2023 show will be held at the ILEC Conference Centre in Earls Court on 28th February and 1st March, and has private showrooms and catering on the exhibition floor.

www.indxshows.co.uk

INDX Furniture returns to West Midlands event venue, Cranmore Park, on 20th23rd January and visitor registration is open now, at www.indxshows.co.uk/ indx-home/furniture/furniture. While admission on Friday 20th January is reserved for AIS members only, general trade visitors are welcome on subsequent days.

Part of the INDX brand of trade shows, which is celebrating its 10-year

anniversary, INDX Furniture is organised by Associated Independent Stores (AIS), the UK’s leading buying group for fashion, home, and leisure.

INDX Furniture is curated by a team of retail experts whose knowledge and experience combine to deliver a trend-driven showcase, featuring some the best names in the business, across upholstery, living room, dining room, garden and accessories.

DEMAND HIGH FOR HEIMTEXTIL

Promising a unique platform for home and contract textiles, interior design and trends, Heimtextil is primed to open the 2023 show season when it returns in full to Messe Frankfurt from 10-13th January.

www.heimtextil.messefrankfurt.com

During this year’s one-off Heimtextil Summer Special, the industry’s need for personal encounters, tactile impressions and creative input became apparent, states the show’s organiser, revealing that more than 2200 exhibitors have registered for the event.

Thematically, the overarching theme of sustainability will be clearly visible at Heimtextil 2023. With the exhibitor guide, Green Directory, as well as the Green Village which offers a platform for discussion with the approved players, Heimtextil offers important points of orientation in a jungle of sustainable offers. The popular Green Tours will again guide interested visitors to relevant exhibitors to learn more about their sustainability strategies and products – while the impressive Future Materials Library will be presented again as part of the Trend Space at Heimtextil 2023.

The international collection of material innovations in the interior sector is curated by trend forecasting agency FranklinTill, which is also

responsible for the conception of the Trend Space at Heimtextil 2023. The design and trend area will be developed beforehand by international design offices stijlinstituut amsterdam (Netherlands), FranklinTill (Great Britain) and SPOTT Design & Business (Denmark).

Under the title Textiles Matter, Heimtextil Trends 23/24 aims to set standards for the future-oriented and sustainable textile furnishings of tomorrow, with a particular focus on the circular economy. The Trend Space will be presented in Hall 9.0 in 2023.

Other features include: Interior. Architecture.Hospitality, a specialist programme for interior designers, architects and hospitality experts; LECTURES, in which renowned architects and well-known hotel experts will present their work and discuss current industry topics; The Contract Guide, which will list all the suppliers of contract textiles; an event programme focused on online marketing from DecoTeam; the Heimtextil Conference Sleep & More; and the New & Next programme for young talents and startups

(photo courtesy Messe Frankfurt Exhibition/Pietro Sutera)

at

Wow your senses.

The true TEXTILES-TRENDS-TALKS experience.

Inspire your senses at the most influential inter national trade fair for home and contract textiles. Here you’ll find the latest trends, lectures and guided tours for textile professionals with a thirst for knowledge. Make new business contacts and gain a complete overview of the market in just a few days. All this is only possible at Heimtextil with its huge WOW factor.

SPRING FAIR – THE “SHOP FOR SHOPS”

Spring Fair, the UK’s leading marketplace for wholesale home, gift and fashion products, returns to the Birmingham NEC from 5-8th February 2023, promising a more dynamic and inspirational offering than ever.

www.springfair.com

As the UK’s largest “shop for shops”, Spring Fair is a trusted platform for discovery and innovation, bringing sought-after products, bright new finds and industry-leading creative thinkers under one, easy-to-navigate roof, while giving retailers unparalleled crossbuying opportunities.

Within Home, Living & Décor and The Summerhouse, buyers will discover some of the most stylish lifestyle labels and home-and-gift brands, with a focus on on-trend furniture, textiles, housewares, art and decorative interior accessories from the UK and around the world.

The Summerhouse welcomes back Bloomingville, MyGiftsTrade (including Urban Nature Culture), Hot Tomato, DeluxeHomeArt, The Libra Company, Present Time, Jellycat, Hug Rug, Stone Glow Candles, Bronte by Moon, and Gallery Direct.

Returning from Denmark is VanillaFly, offering eclectic home decorations and accessories, while visitors will also find one of Scandinavia’s leading wholesalers, Wikholm Form, which offers a comprehensive range of decorations, furniture and accessories

made from ceramics, glass, wood, metal, leather and textiles.

Spring Fair will also welcome back an array of home lifestyle brands at February’s event, including Coach House, Mint Interiors by Kettle, Art Marketing, Ascalon, Malini, Chic Antique, Maison Berger, Hanlin, McGowan & Rutherford, and Hill Interiors. Fifty Five South from Glasgow will offer luxury furniture, lighting, and home living products for opulent interior settings, and Native Natural will showcase its sustainable products.

Personality in any brand is key, and the show welcomes back Matt Buckley, the designer at Edge Sculpture, who offers striking figures of animals and mythical creatures. New to the show are Ivyline, Bakers Direct, Sarita Handa, Artsy Doormats, Home Décor Hub, Nortonvale Homeware, and Esselle. Hunter Price and its new Billie Faiers range can also now be found in Home.

Spring Fair encompasses 14 sectors within four destinations across eight halls – offering thousands of established favourites alongside an array of sustainable and new brands making their debut

Make yourself at home

Discover the most stylish furniture, textiles and interior décor of the season.

By

Find out more at springfair.com

MIFF’S MUCHANTICIPATED RETURN

The Malaysian International Furniture Fair (MIFF) is ready to welcome global buyers back in 2023, with many top manufacturers and exporters headlining the show, providing global buyers with new opportunities to rebuild international business.

www.miff.com.my

There are no pandemic restrictions to attend the four-day event, which will take place from 1st-4th March 2023, as Malaysia abolished all curbs such as testing, quarantine or vaccination in August, after reopening its borders in April.

Visitor registration has already opened for the 2023 show, that is set to launch the buying season in Asia and reinforce MIFF’s position as one of South East Asia’s most global and sizeable B2B furniture and furnishings events.

Organised by Informa Markets, MIFF will showcase over 500 exhibitors from Malaysia and abroad across 15 halls at the World Trade Centre Kuala Lumpur (WTCKL) and Malaysia International Trade & Exhibition Centre (MITEC).

Rising demand for Malaysia-made furniture – in particular, solid wood products, from retailers seeking to diversify and secure a steady supply of stocks disrupted by Covid lockdowns and cancelled travel, means the show is much anticipated.

Buyers will be able to meet and network with many of Malaysia’s best-known suppliers, including Poh Huat, Ecomate, Favourite Design,

Latitude Tree, Luxury Sleep, Mobilia International, Oasis and Wegmans.

A big draw of the show is that it features, under one roof, the largest showcase of Malaysian solid wood furniture and export-quality products from the country’s furniture hub, Muar, and also the biggest selection of office furnishings in South East Asia.

MIFF 2023’s segments include: an International Hall for foreign exhibitors; the Muar Hall, presented by the Muar Furniture Association, the most prominent industry group in Malaysia and a strategic partner of MIFF; MIFF Office, featuring the biggest collection of office furnishings in the region; designRena, a lifestyle floor exclusive, curated by top Malaysian manufacturers; and the xOrdinary showcase, highlighting Malaysian young designers

Register as a visitor before 15th February to obtain free admission passes and avoid on-site queues, and to enjoy early-bird discounts in official hotels and meet-and-greet hospitality at Kuala Lumpur International Airport

Mobilia International Omega Sofa

MALASIA GETS BACK TO EXPORTS AT EFE

An exhibition delivered “by the industry, for the industry”, Malaysia’s Export Furniture Exhibition (EFE) has created business and networking opportunities for thousands of participants since its inception.

www.efe.my

Held annually in March at Kuala Lumpur Convention Centre (KLCC), exhibitors from Malaysia and the region converge with buyers from all over the world on this global stage. EFE is already creating a buzz among exhibitors, which will be among the first to showcase their latest products to global buyers when the show returns from 7-10th March.

The show has taken a big step forward, with its expansion made available by KLCC’s expanded venue space. EFE 2023 is +28% bigger compared to the previous event in 2019 (which covered 35,000m2). Over 400

exhibitors from Malaysia and the ASEAN region will occupy 45,000m2 of trading floor, to welcome quality buyers from more than 140 countries and regions.

EFE’s last show, in 2019, was attended by 8639 international buyers (+10% YoY) and 5198 local visitors (up +15% YoY). Overall, there was a visitor increase of +15% at the last show. However, EFE 2023 is expected to attract more buyers and visitors.

Malaysian wood-based furniture is much sought-after by home, resort, and property project owners around the world. The use of high-quality materials and timber species such as rubberwood, balau, kembang semangkok, nyatoh, dark red meranti and acacia, along with the application of hi-tech manufacturing methods and designs, ensure Malaysian furniture’s ongoing role in the international marketplace.

The exhibition is the signature event of the Malaysian Furniture Council (MFC) and organised by EFE Expo, a subsidiary company of the council. The MFC is the national body that represents all 13 Malaysian state furniture associations, and plays an active role in the development and betterment of the industry. Working closely with the government, it aims to drive the industry to greater heights and increase the nation’s furniture exports

DISCOVER IRISH INDUSTRY AT IFHS

The Irish Furniture & Homewares Show (IFHS) is Ireland’s premier trade event for the sector, giving its members the opportunity to do business in a relaxed environment.

www.ifhs-tradeshow.ie

Relaunched in June 2022 at a new location, the National Indoor Arena in Blanchardstown, IFHS’ state-of-the-art venue has not only brought a fresh look to the show, but has also elevated how the furniture industry does business there, making it “the ideal event for everyone in the industry to see new products, innovative ideas and avail of exclusive deals and discounts from the companies on show – all under one roof”.

The IFHS is representative of the wide variety of furniture and homewares available in Ireland. With the show

being the only one of its kind in the country, and attended by many of the top furniture suppliers and businesses, it is an event not to be missed by any professional wishing to meet others in the industry.

For 2023 – the event’s eighth year – a good number of Ireland’s top suppliers have already committed to showcasing their new and innovative products. “Our remaining spaces are filling up fast,” states the show’s organiser, “but if you want to showcase your furniture or homeware products to over 1000 Irish trade buyer attendees this July, contact us on aisling@ifhs-tradeshow.ie.”

IFHS houses major suppliers of upholstery, dining, bedding, cabinet and accessories, with most of the key players in the furniture supply chain exhibiting, enabling buyers to plan and place orders for the year ahead.

“Get great advice and an in-depth view of the trends and what’s available in the furniture and furnishings industry from the large variety of suppliers on show – come and join us from Sunday 2nd to Tuesday 4th July 2023 in the National Indoor Arena, Blanchardstown, Dublin!

“We are committed to making IFHS bigger and better next year. The focus is to continue to support the industry in which we operate, and to bring the right people together, all under one roof”

WE ARE COMMITTED TO MAKING IFHS BIGGER AND BETTER

M.O.W. COVERS EVERY SOURCING DEMAND

Taking place each autumn, Germany’s M.O.W. is Europe’s central furniture marketplace, presenting the furniture trade with a wide array of regular exhibiting suppliers and engaging newcomers, offering product for every distribution channel, price range and living area.

www.mow.de

At M.O.W. product trends are optimised to meet consumer demand. Colours, decors, functions, forms … the exhibition presents those most likely to prevail and become market bestsellers, covering both conventional and RTA lines and single models, as well as promotional highlights for brochures, advertising and special offers, dropshipping, own-brand and exclusive directions.

Concentrated on one site at Messezentrum Bad Salzuflen, M.O.W.’s focus is consumer-orientated, salesboosting products, with exhibitors ranging from international brands to niche specialists.

This year’s edition covered an exhibition area of 85,000m2, and featured 510 exhibitors from 41 nations, attracting trade visitors from 66 countries. Indeed, the exhibitor base was also diverse – in September, 60% of M.O.W.’s participants attended from outside Germany (most notably from Poland, Turkey, the Netherlands, Denmark, Italy and France).

M.O.W.’s scope covers all distribution channels, from buying groups to multiples, specialists, independents, studios, self-service/discounters, mailorder, construction and DIY, food and non-food, marketing companies and pureplay online players. Welcoming trade professionals only, M.O.W. offers both physical and online retailers a huge array of new furniture, bestsellers and innovations, within a pleasant setting –alongside the promise of free personal services, from parking to catering and WLAN.

The show can be reached by car via the A2 motorway, with a direct exit to the exhibition grounds – and is internationally accessible from nearby airports and railway stations, with a good range of hotels nearby. Entrance is free for trade professionals, and an exhibition guide is provided at no extra cost. The 2023 event will take place from 17th-21st September

BRUSSELS FURNITURE FAIR BACK ON TRACK

As well as a plethora of fresh product, visitors walking the corridors of last month’s Brussels Furniture Fair enjoyed a positive atmosphere, as Meubelbeurs pulled the trade into “a bubble brimming with positivity, where even today’s challenges were temporarily a thing of the past”, says the show’s MD, Glenn De Maeseneer …

www.furniturefairbrussels.be

After getting the ball rolling in a mid-pandemic 2021, Belgium’s classy furniture showcase returned to Brussels in force last month, providing a timely and valuable (particularly given imm cologne’s postponement) opportunity to browse the latest lines from many of Europe’s top brands.

“Doing good business usually means a bright future, so let that be the feeling with which the majority of exhibitors and visitors left the fair,” says Glenn.

From the show’s impressive entrance to breathtaking displays, trend showcases, dedicated sleep sector area and inviting hospitality areas, Brussels Furniture Fair reiterated its well-deserved place on the international scene, sharing the best of Benelux and beyond in sophisticated, well-appinted surrounds.

“Attractive stands, clever decorations and many new collections came next,” Glenn continues, “in what many described as an inspiring visit, characterised by originality, beauty and elegance. But above all, exhibitors reaped the rewards of their hard work and investment by doing good business – because, of course, that’s still the fair’s core purpose. Although

the majority of exhibitors reported fewer orders being placed than during the post-coronavirus edition, the results still far exceeded expectations.”

The fair featured 215 exhibitors (47 more than in 2021), and enjoyed an even greater international footprint. UK and Ireland visitor numbers increased +244.5% YoY (to 503), accounting for just over 3% of the whole – with anecdotal evidence from the floor suggesting a good number of UK buyers in attendance. Overall visitor attendance was up +8%.

“As we have often said, the Brussels Furniture Fair would like to become a meeting point for all the players that have a place in the furniture market,” says Glenn. “On the floorplan, we noted an uptick in exhibitors with a contract marking, and there was a also a (slight) rise in the number of visitors for that market. Contract is clearly a segment with a future, which certainly has its place in Brussels. This will be continued – as will ‘Bubble Up Your Store’, the new platform for the exhibitors of the furniture store of tomorrow.”

Other features included pure design, a showcase of young and established designers, and the presentation of the Balthazar Awards.

The 2023 edition will return to Brussels Expo from 5-8th November. Glenn concludes: “We look forward to seeing you again next year!”

THE JOYS OF JANUARY

The January Furniture Show team has been busily working away to provide the furniture and interiors community with another stand-out edition of the UK’s principal furniture show, selecting many of the best UK and international brands across four show sectors: Premium Design; Interior Accessories & Furniture; Living, Dining & Bedroom; and Furniture, Upholstery & Beds.

www.thefurnitureshows.com

From the 22nd-25th January 2023, the NEC Birmingham will be filled with the latest furniture and interiors accessories, giving visiting buyers the opportunity to touch, feel and shop the newest product lines, which will in turn enable them to stand out from the crowd.

Vistors will be able to explore innovative design concepts from the likes of Baker Furniture, CIMC, Seconique and Smart Occasional, plus stylish interior accessories from Furninova, iONE360, Jaipur Furniture, Pacific Lifestyle and Yearn Glass, alongside many more.

Visitors will also be able to enjoy the show’s distinctive international flair, with brands coming to exhibit from around the globe, all looking to connect with buyers under one roof. Discover new pieces from international brands including Amarotto, Atlas Furniture, ALF UNO, Aquinos Sofas, Bontempi, ET Elimex-Ivan Radevski, FIM Jiangsu Co, Furninova, Gwinner Wohndesign, Merlino International, Pathfinder Cutting Technology and Softnord, to name a few.

The 2023 show will see the return of the Furniture Talks stage, where visitors will be able to enjoy a host of masterclasses, panel discussions and interviews with renowned makers and designers from all corners of the industry. This promises to be a valuable

opportunity for visitors to learn from the experts, listen to industry trailblazers and look ahead to 2024 with recognised thought-leaders. They will be able to gain invaluable advice from leading voices on how to overcome potential challenges that may arise in the future for the industry.

Alongside this, The Furniture Awards, delieverd since 2015 in association with Furniture News, will again see a handpicked panel of expert judges crown the industry’s finest in the following categories – Sustainability, Global Player, Best of British, Design Innovation and a new category for service providers, Superior Service. See over the page for more.

Finally, visitors will be able to meet the rising stars of the furniture industry at the Young Furniture Makers presentation, delivered in collaboration with The Furniture Makers’ Company. This presentation will celebrate the fresh faces making waves in the industry, and visitors can be among the first to discover their leading-edge designs.

Secure a visitor badge, and discover the roster of confirmed exhibitors, via the show’s website. In the meantime, read on for a taste of what will be on show in Furniture News’ preliminary show preview – ahead of next month’s all-access special feature …

SUPERIOR SUPPLIERS

The Furniture Awards are back for 2023! Each year, experts from across the industry come together to pick the January Furniture Show’s best and brightest exhibitors, celebrating the stars of the show across several thematic categories …

www.thefurnitureshows.com/furnitureawards

Post-pandemic, running a successful furniture supply business is arguably more challenging than ever.

As the UK’s foremost showcase of suppliers working in the domestic marketplace, the January Furniture Show is the perfect forum in which to identify the players leading the field, and The Furniture Awards have celebrated the industry’s stand-out performers since 2015.

Established by Furniture News magazine in partnership with the January Furniture Show, The Furniture Awards reflect the quality of the suppliers present at each edition, and are an integral part of the fair. Exhibiting entrants are asked to explain why their business excels in one of several thematic categories, putting their cases before the judges. The finalists are revealed in January, and the winners announced at the show.

Chaired by awards co-ordinator Paul Farley, this year’s judging panel comprises: Malcolm Walker (owner,

COMPETITIVE CATEGORIES

Sustainability

Environmental and ethical concerns are more important than ever – do your materials or manufacturing processes make you a natural winner?

This category is for any business that champions sustainable practices and demonstrates the will to make the world a better place. Signature Kauri took the top spot in this category in 2022.

Best of British

As British-made goods gather momentum, are you delivering the best in homegrown design and build? This category is for businesses that principally manufacture in the UK, and demonstrate high standards of output, with regard for their place in the local economy and industry. Shire Beds topped this category in 2022.

Design Innovation

You may push the boundaries of creativity, or simply deliver impeccable style – but are you leading the way when it comes to good product design? This category is for any business that

FIRST MW); Suzy McMahon (CCO, Oak Furnitureland); Sheetal Sachdev (founder, Treniq); and Andy Stockwell (senior retail manager, Gardiner Haskins).

Confirmed January Furniture Show 2023 exhibitors can find an online entry form online via the link above, and must enter by Wednesday 7th December.

“The Furniture Awards are a valuable opportunity for exhibitors to celebrate their achievements with the industry – they should not miss their chance to enter,” says Paul

puts original design at the heart of its strategy – entries should include visual evidence of these directions, plus detail of their route to market. Gallery Direct was crowned champion in this category in 2022.

Global Player

With fluctuating prices and problematic supply chains still the norm, imports remain a difficult juggling act. This category is for any business that majors in imports, and their entry will need to reflect their strengths in product development, pricing and fulfilment, plus details of how their offer is tailored to the UK marketplace. Bluebone shone as this category’s leader in 2022.

Superior Service (new for

2023)

As the pace of change accelerates, businesses must embrace new, more efficient ways of working. This category gives the industry’s service providers – from software and CGI specialists to sales and logistics providers – an opportunity to highlight why their offer could be a game-changer in today’s market.

Farley, Malcolm Walker, Suzy McMahon, Sheetal Sachdev and Andy Stockwell

Otta - Featuring pocket sprung seats for a supportive sit, a high back to cushion your neck and head, plus power head tilt. Choose your favourite high quality leather or fabric colourway with selected shades featuring contrast piping. Available as a power recline three seater sofa, two seater sofa, chair or corner group.

Otta

BEST SEAT IN THE HOUSE

After an impressive April show, Buoyant is all set to bring its A-game to the 2023 January Furniture Show, which returns to its traditional timeline next month …

www.buoyant-upholstery.co.uk

Earlier this year, Buoyant played a big part in the show’s April edition, and received a great deal of positive feedback from customers and visitors to its stand.

Buoyant was highly commended in The Furniture Awards’ Best of British category, for demonstrating strong commitment to its suppliers and local workforce, and putting forward a good case of investment in process improvement and sustainable directions.

The manufacturer says visitors were impressed with the new designs available, as well as the way in which

its designers used contemporary and luxurious fabrics to revitalise some of its long-standing favourites.

Buoyant also impressed visitors with the new design and layout of its stand, which featured a new entrance and sign-in desk, new bar area, and a sectional layout which made it easier to locate specific models. The 2023 show stand will have a similar layout, says Buoyant, with some updates to the design and decor.

No appointment is necessary, but customers will be asked to sign in upon arrival so the most suitable sales agent can be assigned to assist them.

The Buoyant stand, as usual, was one of the largest at the exhibition, and 2023’s will be no different. The manufacturer says its designers have been hard at work conceptualising and creating new product that is very different from their usual offering, while still maintaining the same levels of comfort and quality for which their models are renowned.

The large stand is expected to be filled with around 25 separate models, as well as accent chairs and footstools to support all collections.

The team at Buoyant is passionate about providing comfort and quality, but also likes to innovate with new designs and products, and is “incredibly excited” to reveal what the business has in store for 2023 at this year’s show

Wyatt

Darlington

We are extremely proud to build over a century’s worth of knowledge, experience and quality into every piece of furniture we make.

www.buoyant-upholstery.co.uk

NEW YEAR, NEW PRODUCTS

With next year just around the corner, Gallery Direct is all set and ready to go, having spent the last few months designing and developing its SS23 Collection to launch at the January Furniture Show, along with a new mattress range.

www.gallerydirect.co.uk

Commercial director James Hudson says: “We are looking forward to being back at JFS in January, so we can introduce our latest collection to buyers in person at the beginning of the year. We are really excited about the new lines, all designed to offer quality and affordability, and the show gives customers the perfect chance to ‘touch and feel’ them, whilst enjoying our legendary hospitality.

“Part of the launch includes a new mattress collection, which is ready for customers to preview and order ahead of the show. A great deal of development work has gone into the range from our dedicated team, who have knowledge and expertise in the field. The collection offers a range of models, each with its own features, and is designed to make it easy for our customers and end-users alike to choose the right mattress to suit their requirements. They will all be hand crafted by our experienced team at our Wiltshire manufacturing unit.”

Gallery’s SS23 Collection also features a selection of new furniture ranges, as well as extensions to some current ones.

Hudson, Gallery’s longest-standing occasional collection, will see the introduction of a display unit, media unit and demi-lune console table, all offered in a choice of two finishes, bronze and champagne. Wycombe is also seeing

the launch of a media unit and a display unit, in both the oak and black finishes.

The Neyland and Humber armchairs will have a new colour added to the selection, while the Jensen range is being revamped with a new leather and three boucle fabric versions replacing the current options.

To find out more about Gallery’s new mattress collection or arrange a visit to its Wiltshire showroom, contact the supplier’s sales team. To be among the first to view the full SS23 Collection, visit Gallery on stand 2-E20 at JFS next month

GET A FIRST LOOK AT

HALL 2 - STAND E20 22-25 JAN

Join us at Stand E20 for an exclusive first look at our stunning new SS23 Collections, launching exclusively at January Furniture Show. Introducing new additions to our popular collections, like the Hudson collection which will now include a console table, display unit and media unit. Available in a stunning aged bronze or a luxurious champagne finish, sure to enhance any interior.

With an offering of over 6,000 lines in our collection across seven categories, we’re proud to say we’re the complete home and outdoor supplier.

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

JFS

PERFECT MATCH

Visitors to the January Furniture Show will be able to escape the bustle and unwind in La-Z-Boy UK’s very own sports den, says the supplier.

www.la-z-boy.co.uk

April’s

The relaxing area will be part of the world-famous brand’s stand (5-E35) at the Birmingham event, and will include its Spectator chairs, a widescreen TV and framed NFL shirts.

Designed to look like the kind of area customers might want to recreate at home in their own living room, shed or garden room, the sports den will celebrate La-Z-Boy’s three-year partnership with NFL – the national American football league in the US.

It will also showcase the Spectator rocker recliners, which have been available to buy from selected UK retailers since September. This versatile chair was designed with the needs of sports fans in mind, and comes with the patented La-Z-Boy handle recline action, two in-built cup holders, a

choice of recline angles and five leather colourway options.

The JFS will also see La-Z-Boy unveil three new product ranges – Paris, Harrison and Lewis.

The Paris range, featuring compact arms and pocket-sprung seats, will be the first to be available in two new upholstery options, which LaZ-Boy is introducing to make the collection accessible to a wider range of consumers. Both the new fabric and leather options are designed to look and feel like more premium finishes, but will give retailers more flexibility over price points. If these new materials prove to be as popular with consumers as La-ZBoy anticipates, they will be added as options on existing ranges.

The Harrison is a contemporary, offthe-floor power recliner range, which combines a stylish design with the comfort consumers associate with the La-Z-Boy brand. Its chic, low silhouette is suited to urban living, but it also includes a hidden footrest which curls out whenever the user wants to relax, and an adjustable headrest which can be raised and tilted to find the perfect position.

Lewis, La-Z-Boy’s newest UKmanufactured range, produced at its factory in Lancashire, will be joining a range of products which are already proving popular with customers. These include Winchester, Kendra, Durham, Anderson, Otta, Harrison, Bartelli, Baxter, Lawton, Jones, Tyler, Grant and Hayes

Harrison

saw La-Z-Boy UK unveil a host of new models, and a brand partnership with the NFL

HYDER BEDS

www.hyderbedsltd.com

Hyder Beds will exhibit on stand 5-E62, where it will present its latest product range, and a chance for visitors to meet the team.

Based in Yorkshire, Hyder Beds is an inventive organisation that boasts more than 40 years of experience, and says that, in that time, it has mastered the art of bedmaking, and, as such, is a leader in this competitive industry: “For us, this means continually creating the best possible products and being ready to change with the times,” states Hyder Beds. “This is what drives us to keep innovating our work.

“Our stock is vast, to say the least. And our philosophy centres on quality. It comprises both glamorous and more reasonable mattresses, headboards, divans, bed frames and accessories. It doesn’t matter what structure, style or specification you’re after – we’re bound to have something that meets your needs.”

TAKE 42% OF ANNUAL SALES IN 3 WEEKS…

M.D., Homemakers, Coleraine, N. Ireland October 2022

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Discover the extraordinary sales potential of your business. Find out more about Greenwood Sales. Take look at our online brochure at www.greenwoodretail.com or call me, Bernard Eaton today on 07771 700247, or send an e mail enquiry and I’ll explain the exciting possibilities and options we can offer you without obligation.

GREENWOOD RETAIL LTD

UK & Ireland’s Leading Experts in Retail Sales Promotion sales@greenwoodretail.com www.greenwoodretail.com

“We took 42% of a year’s T/O in 3 weeks.. Won a large number of new customers too.. Very glad we did it… Would certainly do it again!”

Brendan Loughrey,

Protect-A-Bed’s protectors help protect mattresses from the rigours of everyday life –and the business puts its money where its mouth is in this regard

ADDED VALUE, GUARANTEED

Looking ahead to the January Furniture Show provides a timely opportunity to review the opportunities for the year ahead, writes Protect-A-Bed’s national sales manager, Gowsh Shan … www.protectabed.co.uk

“With multiple challenges facing the economy, 2023 is set to be a year in which retailers need to focus on maximising every sale,” says Gowsh. Award-winning mattress protection specialist Protect-A-Bed has helped numerous retailors significantly grow sales in their bedding departments. “The success of our Platinum Club rewards programme has been well documented,” Gowsh continues, “and this January would be a perfect time to join if you’re not already a member. A visit to our show stand (5-J50) could pay dividends throughout the rest of 2023.

“The Platinum Club has been extremely successful since its creation. We continuously build frameworks that are simple for retailers to implement, in order to achieve extremely high sales within the category. The Platinum Club is an in-store rewards programme designed to build, recognise and reward this success. We create energy and excitement in a category often overlooked, and our ability to turn this into sales growth is phenomenal.

“But the Platinum Club is only one element,” Gowsh continues. “There are some significant differences between Protect-A-Bed and other inferior mattress protectors. Every Protect-ABed protector also includes a 10-15year 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 the customer 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 ProtectA-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. Visit our stand at the January Furniture Show to see our advanced therapeutics range and TV display bays, and to find out how we can significantly grow sales for your store”

WIEMANN

www.wiemannuk.co.uk

driving increased value for retailers.

Quito

BLUEBONE www.bluebone.co.uk

While Bluebone’s team is already looking ahead to January, the supplier is also embracing December, with attractive homewares to brighten even the bleakest winter days.

Wiemann will unveil new and updated products from stand 4-C50.

The five keenly anticipated new ranges will be contemporary and stylish, says the supplier, and, as with all Wiemann products, will offer a total bedroom solution to suit any home. They will also complement Wiemann’s premium VIP ranges – including Monaco and Quito – which all reflect a commitment to

Simon Hewitt, MD of Wiemann’s sole agent for the UK and Ireland, Litmus Furniture, says: “We have some fantastic new products lined up for launch in January 2023 plus some updates to six existing collections. All Wiemann products are known for their excellent design, quality and value, and are backed up with our five-star customer support service.”

Rough-glazed kilnware candlesticks with pots and mirrors also available, plus a strong collection of baskets for fireside logs (and extra blankets), small tables and trays, perfect for cosy sofa nights.

Next month will see Bluebone back at the January Furniture Show (stand 2-A10 and 2-A20) with a host of new designs, including a white cementtopped table, “perky” pineapple pedestals and, driven by popular demand, brand-new counter stools.

German bedroom manufacturer

MOTION ACTIVATED

Furmanac has led the market for motion-intelligent furniture since 1968, and is currently the UK’s largest manufacturer of adjustable beds and motion bed frames.

www.furmanacgroup.com

With over 50 years’ experience of producing premium, handmade adjustable beds, Furmanac has achieved a great deal in the bed industry.

The West Midlands-based company, which boasts some 200 employees, prides itself on its superior quality and innovative design (such as its Motion Intelligent beds to relieve minor aches and pains), and its beds are available in hundreds of premium fabric options, paired with mattresses filled with rare fibres and thousands of pocket springs, to suit every customer.

It was always only a matter of time before the company branched out

into luxury upholstered divans and headboards, and in 2009 Furmanac launched its Hestia brand. Today the UK’s largest adjustable bed manufacturer, Furmanac started its journey with luxury upholstered bed frames to provide people with stylish lifestyle furniture and the best possible sleep.

Fast forward to today, and, thanks to an immense amount of hard work, and hundreds of hours spent creating one of the best adjustable and upholstered beds on the market, Furmanac will be relaunching its Hestia brand as Hestia Living by the year’s end.

Hestia Living, a brand described as “a unity between the lifestyle products offered by Furmanac”, will be inclusive of the manufacturer’s existing range of occasional furniture and sofabeds (currently branded as MiSofa).

“The goal is to simplify our range and make it much easier for customers to navigate through our range of high-end products, made all in-house, at our Kingswinford factory,” states Furmanac.

Going into 2023, there will be some significant changes to Furmanac’s ranges, and, with even more new products coming out under the Hestia Living umbrella, the business aims to establish a strong presence in the upholstered furniture market.

Furmanac’s MiBed range of motionintelligent adjustable beds will also be experiencing slight changes, with customer needs firmly in mind

THE GOAL IS TO SIMPLIFY OUR RANGE

Roselin

THE FAUX FABRIC CHALLENGE

If the goal of CGI imagery is realism, fabric presents creative studios with one of their most significant challenges. This month, Furniture News discovers how some of the sector’s best ensure their simulated sofas and soft furnishings look good enough to touch …

www.orbital.vision www.dybo.io www.thevirtualworks.co.uk

In the furniture industry, the CGI marketing revolution continues apace, providing sellers with a valuable alternative to traditional photoshoots, plus the promise of a future-proofed image library that can keep pace with the world’s fast-evolving ecommerce demands.

As an eminently tactile subject, furniture’s accurate representation in this arena is particularly important. The most successful CGI needs to convey the feel of a tabletop’s woodgrain, or the cool brush of a metal frame – but nowhere is this verisimilitude more important than in getting across the unique qualities of fabric.

Thankfully, there are experts in the field specialised in replicating the feel of wools, velvets, linens and more in visualisations covering everything from upholstery to soft furnishings – this month, Furniture News asked a few of them to reveal the biggest challenges of simulationg furniture fabrics, and how their studio overcomes them …

Rob Walker, MD, Orbital Vision: On the fabric front, the main challenges are: colour accuracy (that’s a big one); texture; step-and-repeat issues; tiling issues; creating visible fibres; having high-resolution images that align perfectly; and mixing multiple textures in one fabric.

Having spent more than four years perfecting this, we’re probably leading the field here, but we’re always having to work hard to overcome the next challenge.

We’ve spent well over six figures on scanning kit and equipment, and we have a dogged determination to be the best at doing this, spending hundreds (if not thousands) of unbilled hours just ‘getting it right’. These are probably the core ingredients to creating accurate, realistic fabrics!

Dhawal Jain, founder and CEO, Dybo: Dybo’s primary focus has always been the furniture industry, and we produce millions of visuals of the same product in different variations in an automated manner – so it’s very important for us to understand requirements in the very beginning.

Fabrics are tough for three reasons – colour matching, size matching, and different draping patterns. We generally request customers to send samples or high-resolution scans of their fabrics so we can create the closest digital twins. However, every display in the world shows a different shade of the exact same colour, so we advise that our customers put a disclaimer on their website.

To address the challenge of size and draping patterns in CGI, we have a detailed call with all our customers in the very beginning, to ensure we understand their requirements well. We also have a draping handbook, to help them identify which type of draping their company follows, in case they are unsure.

Then we share some test images of every fabric for feedback and, once they are approved, we feed the texel density (similar to size in real life) and draping style into our in-house software. The software uses this information while rendering millions of images of different product combinations, without the customer having to worry about anything.

Paul Stott, owner, The Virtual Works:

We recognised the challenges of recreating complex fabric patterns early on, and I’m pleased to say confidently that most of the big challenges have been overcome at The Virtual Works by investing heavily in our specifically designed fabric scanner.

Built for purpose, this scans the fabric at various light levels and depths, forming all the texture maps and bump maps, and creating a seamless 4K highresolution texture with all the nuances of gloss reflectivity required for texturing the model (be that a sofa, bed, curtains …).

These can then be used on our images and zoomed in on to a very high definition – and they can also used on our configurator solutions, giving the user the most realistic view of their 3D model

CGI by Orbital Vision for Linwood

This month’s cover star, Lebus Upholstery, is looking forward to returning to the January Furniture Show, where it will welcome customers old and new to view its impressive new range of sofa collections.

All the sofas have been carefully handcrafted in the UK by Lebus’ dedicated design and development team over the last few months. Visitors will be able to find Lebus on stand 5-E10.

In the meantime, the business would also like to wish all its customers a Merry Christmas and a prosperous new year!

Core Products recently added to its extensive range of real-wood casual dining sets, which are now in stock and available for delivery in time for Christmas (if ordered soon).

Core’s new Linea range offers a wide selection of casual dining furniture which features antique pine plank-effect tops with grey-wash underframes. The range includes dining tables, chairs, benches and breakfast sets, all of which can be mixed and matched with the supplier’s extensive range of living and occasional furniture.

Skye

There are multiple recorded health benefits to getting a good night’s sleep, says Simba, which is all set to innovate further

THE POWER OF THREE

Sleep-tech firm Simba continues to take major strides to fulfill the three pillars of its ambitious vision – people, planet and health – with the aim of engineering the perfect night’s sleep.

www.simbasleep.com

As the world waited for binding climate action at COP27, awardwinning sleep-tech firm Simba watched closely, maintaining its form belief that global businesses have a key role to play in driving change by providing consumers with greener, more ethical choices.

As an integral part of its focus on the planet’s health, Simba is moving towards B Corp status by continuing to challenge and innovate ethical new product development within the sector.

Simba has also rallied its workforce to tackle carbon emissions in the supply chain. After 100 test products, it arrived at the Simba Green Organic (GO) Mattress, which is currently being

rolled out across Canada and the UK.

The GO mattress has half the carbon footprint of traditional Hybrid mattresses. Simba uses local manufacturing, SEDEX-compliant factories and smart, rolled-in-a-box packaging to slash emissions – while the brand has cut waste sent to landfill by sourcing GRS-recycled, recyclable and toxin-free materials, such as organic and BCI cotton, CertiPur foam and FSC cardboard.

Simba’s sustainable innovations recently received a commendation from the British Retail Consortium (BRC), reflecting the strides the business has taken in reducing its supply chain impact.

IT’S A LONG JOURNEY, BUT SIMBA IS DETERMINED TO GET THERE AS QUICKLY AS IT CAN

Moving on to the second of Simba’s three ‘pillars’ – people – the brand enjoyed a recent win when it was named the 23rd Best Small Company to work for in Best Companies’ league table, while securing a top-three position in the Best Retail Company category. Simba believes in a nimble, democratic and flexible operating structure for all its staff.

Finally, when it comes to health, Simba’s ultimate aim is to improve the sleep quality of every one of its customers – and beyond the multiple recorded health benefits of a good night’s sleep, Simba has several techfocused developments in the pipeline for 2023.

“It’s undeniably a long journey, but Simba is determined to get there as quickly as it can,” states the visionary brand

The Simba Green Organic (GO) Mattress is currently being rolled out across the UK

Simba’s

Hybrid Original remains one of the barnd’s most popular models

RHENUS HOME DELIVERY UK

www.rhenus-home-delivery.co.uk

Rhenus Home Delivery provides a professional and reliable twoman final-mile delivery service, with over 17 years of operational experience within the UK.

Its premium service level includes delivery to the customer’s room of choice, which can be specialised with a variety of extra value-added services. Rhenus’ staff are experts in delivering difficult-to-handle items including all indoor and outdoor furniture, as well as exercise equipment and brown goods.

One of the specialist’s additional services is sustainable solutions for the unwrapping and disposal of packaging, as well as the removal and recycling of old or unwanted mattresses from customers’ homes. Rhenus can recycle 94% of mattresses, and 100% of the mattresses are diverted from landfill to continue through their valuable lifecycle.

FURDECO HOME DELIVERY

www.furdeco.co.uk

Why should anyone looking to review their two-person delivery service choose Furdeco? For five reasons, states the fulfilment specialist:

“Ready. We are prepared for new clients, with rapid onboarding and transparent processes.

“Buoyant. This has been a year of continuous growth, where we have scaled and enhanced our service.

“Scale. We have flexibility and capability to scale to fulfil client needs, with new warehousing, new vehicles, and improved technology.

“Reach. Delivering to remote locations and difficult-to-access homes are part of our day-to-day service, with full UK coverage.

“Service. Our success is measured by our continuous growth, happy clients and customers.”

“Furdeco – your reputation, delivered.”

ASH LOGISTICS

www.ashlogistics.co.uk

Ash Logistics has built an enviable reputation working in partnership with premium furniture and furnishing brands to “Deliver Delight” to its customers, and now boasts a customer satisfaction rating of 99.9%.

Recognising the important role it plays in being the last customer touchpoint with its clients’ brand, Ash is obsessive about delivering consistently high levels

of personalised care, with stringent quality checks ensuring minimal returns and repeat business. Ash Logistics owns an infrastructure of four depots across the UK, with daily internal line haul. Its best-in-class bespoke industry platform maximises efficiencies at every level, and provides vital management information to its partners, enabling them to better drive profit.

Ash Logistics boasts a best-in-class industry platform

Furdeco’s HQ in Bloxwich, Walsall

PROGRESSIVE PROMOTIONS

The times they are a-challengin’ – which makes choosing the right approach to pricing and promotions more crucial than ever, according to the latest whitepaper from the KPMG/Ipsos Retail Think Tank.

www.retailthinktank.co.uk

Retailers may feel that they have little choice but to slash their prices to hold on to customers as the cost of living crisis continues to hit household budgets. However, with their own inflationary pressures to contend with, this approach will only damage their margins and could even do long-term harm to their brand’s reputation.

The ongoing cost of living crisis sent consumer confidence plunging to a record low in September. While the Government’s freezing of the energy price cap at £2500 is expected to curb inflation in the near term, household bills remain high, and the early end to the utility price freeze means that from April 2023, inflation will once again be at the mercy of swings in wholesale gas prices.

The rise in mortgage rates has left homeowners nearing the end of their fixed-rate mortgage deals facing sharp increases in their monthly repayments. This has increased the risk of mortgage arrears and repossessions and will cause a big reduction in households’ disposable income.

All of this will make for a challenging trading environment in the run-up to Christmas – where staying afloat, let alone achieving growth, will feel like an uphill struggle for some retailers.

Profit growth in the current market might feel impossible for many retailers in Q4, especially those in the non-essential sector. Maureen Hinton, group retail research director, GlobalData, comments: “Demand is under huge pressure because of rising household expenses and falling consumer confidence, and this is hitting discretionary spend the hardest. The priority is essentials, and the biggest priority is food, as we all must eat. Nonfood, on the other hand, is the most vulnerable to falling demand.”

At the latest quarterly meeting of the KPMG/Ipsos Retail Think Tank (RTT), members discussed why a data-driven approach to pricing and promotion was even more important in the current climate, and looked at the steps retailers could take.

But rather than engaging in a race to the bottom on pricing, members

agreed that an intelligent pricing and promotion strategy could help retailers to both protect their margins and build longer-lasting relationships with their customers.

At the last quarterly meeting, they looked at the importance of using customer data to understand demand and deliver personalised experiences with relevant offers, deals and incentives.

A challenging economic outlook

RTT members highlighted the challenging trading conditions retailers are operating in currently due to high inflation and interest rate hikes.

Ruth Gregory, senior UK economist, Capital Economics, says: “With inflation set to rise to a peak of 10.8% in April and to remain elevated in 2023, inflation will weigh heavily on households’ real incomes in 2023 by a huge nine percentage points (ppts). Some of the pain for households from rising inflation will be dampened by the Government’s energy price support and by wages rising further. But households’ real incomes still look set to fall by a large -1.5% in 2022 and -2.5% in 2023. The latter would be the largest annual fall since records began in 1955.”

Despite the bleak economic outlook, the RTT believes that growth is possible as the world returns to normal after two-and-a-half years of Covid-related disruption. During this time, the retail winners and losers were primarily split between the essential and non-essential categories – now the victors within each category are starting to emerge once again.

In this climate, pricing and promotions management is now one of the most important, and historically overlooked, levers for growth. Indeed, KPMG analysis estimates there’s around $200b left on the table globally from a lack of pricing and promotions management.

Pricing and promotion strategy – still in the dark ages?

The RTT notes that pricing and promotion has undergone the ‘least transformation’ compared to other

areas of the business, with decisions driven too much by supplier, not consumer, demand, and without clear customer insights.

Paul Martin, UK head of retail, KPMG, says: “What’s astonishing is that many retailers often don’t have a senior person with cross-functional responsibility solely in charge of pricing and promotion strategy – it’s often done on gut feeling. They have targets with suppliers but they aren’t always retrospectively reviewed, nor are suppliers penalised or rewarded for delivering against a performance target.

“Compared to real estate, finance, HR and store operations, buying and merchandising feels like it’s operated the same way for a thousand years. Price and promotional management is an immature discipline – yet there are sophisticated solutions out there that would help retailers understand who they’re interacting with and become more scientific with pricing and promotions.”

His views are shared by Ruth Gregory, who adds: “Involving pricing intelligence to tailor increases according to price sensitivities will also be crucial to building a more targeted approach to customers.”

Is growth possible?

Nick Bubb, retailing consultant, Bubb Retail Consultancy, notes: “An inflationary-driven business environment need not be unhelpful to growth in retailing profits, if gross margins can be maintained by fully passing higher product supply costs on to the consumer and if sales grow at least in line with the rise in operating costs.

“The problem the UK sector faces is that it is hard to fully pass on higher prices when the consumer is under such pressure from the surge in energy costs and the cost of living, whilst sales volume declines are eating into the topline benefit of higher inflation, as the hard-pressed consumer seeks to make cutbacks. This was evident even before the financial turmoil unleashed by the disastrous mini-Budget on September 23rd, as both retail sectors were already underperforming badly. They are both now running about -40% down in 2022 to date.”

However, members believe that growth is possible if retailers adapt their existing models in order to

protect themselves from inflation and customers from price increases. They agreed that retailers should put a focus on growth in profitability, not revenue.

James Sawley, head of retail and leisure, HSBC UK, agrees that the economic conditions are difficult – yet he believes the most agile retailers can still achieve growth: “High labour and fulfilment costs, and a drop in the value of sterling, have created strong headwinds for non-food retail, particularly online.

“In this climate, many retailers may have to shrink to survive by rationalising their product range and only buying products that are true to their brand, reducing the need to discount, and aligning cost base accordingly. If they take a longer-term view, and hedge their currency risk, they could gain an advantage by protecting customers from market volatility – become smarter about buying, design and pricing more scientifically.”

Despite this, lower business rates

could provide a much-needed boost for retailers, offering greater flexibility in the future for pricing and promotion strategies. Jonathan De Mello, founder and CEO, JDM Retail, says: “Business rates have spiralled out of control over the past five years since the last revaluation and, at this point, are completely out of kilter with rents. The forthcoming 2021 revaluation will correct this, and will certainly be welcomed by retailers.

“Whereas costs such as staffing, utilities and service charge have all risen considerably this year – and will rise further in 2023 - rates are linked to rents, which have fallen by around -30% for retail premises across the UK between 2019 and 2021. Due to the Government’s desire for ‘downward transition’, retailers won’t see the benefit of these rates reductions immediately, but this reduction over the course of the next three years will go some way towards counteracting higher costs across the rest of the store P&L.”

take an intelligent approach to selling and customer retention (photo courtesy iStock/diego_cervo)

Playing the long game

While pricing and promotion has traditionally focused on short-term tactics, such as ‘buy-one, get-one free’, in the current environment the RTT believes that a long-term vision is needed, and simply lowering pricing is damaging to both margins and brand reputation.

Martin Newman, ‘The Consumer Champion’, says: “The German discounters are value players, it’s part of their value proposition and they’re the natural place to go for people wanting low prices. However, if that hasn’t been your brand promise for the past five or 10 years, simply switching to a value-based proposition unlikely to have the desired impact and continued low pricing could be far more damaging in the long run.

“A relentless focus on building customer lifetime value (CLV) will help retailers to be more strategic in meeting customers’ needs – for example, offering a discount in exchange for bringing in old electricals and fashion to be recycled. This could help position the brand as a leader in conscious consumption, building a reputation that lasts beyond the immediate cost of living crisis.”

Members also agree that the FMCG sector needs to move onto a more long-term approach towards pricing and promotions, driven by longer-term trends in consumer demand, not by supply-side availability.

Mike Watkins, head of retailer and business insight UK, NielsenIQ, says: “Delivering a demand-driven, long-term approach to pricing is dependent on a better understanding of the consumer. Brands and retailers that can find the balance between price increases and effective promotions to create the most efficient pricing strategy will benefit. A focus on everyday low prices and fewer short-term promotions will be how retailers generate growth where FMCG volumes are falling and shoppers are putting fewer items in their shopping baskets.”

Members also point out that the

German discounters are leading the way in creating customer lifetime value (CLV), despite being known for their low pricing. Martin Hayward, founder, Hayward Strategy and Futures, adds: “One new loyalty scheme is now outplaying some of the more established programmes. What they’ve done is come up with an ‘accelerometer’ where the rewards get bigger the longer people stay with them.

“This highlights the challenges for retailers to align price and promotion strategies with their brand values, helping them to develop long-term relationships when it can be easy to slip into short-term mindsets. This reward programme is a great example of how to lock in customer loyalty while protecting brand values, in contrast to many schemes which offer the same small rewards regardless of how much customers spend.”

A data-driven approach to pricing and promotion

Pricing and promotion will only be a vehicle for growth if retailers are able to use their data effectively to deliver personalised customer experiences –including deals and offers relevant to them. This will not only drive sales at this crucial time, but also help to build lasting loyalty.

Members point out that retailers need to understand how consumers’ needs and priorities are changing due to the cost of living crisis, and adapt their offer accordingly. Joe Marshall, head of customer experience and channel performance, Ipsos, says: “Our data shows that an increasing proportion of customers view price as being more important than ESG issues due to the rising cost of living.

“The economic picture is changing so quickly at the moment, so retailers need as much insight into the latest data and consumer requirements in order to make intelligent and informed decisions on pricing.”

Retailers need to continue to invest in connected IT systems in order to capture and make sense of their data and break

down silos between departments. This will allow them to drill down into the detail of what consumers really want, so they can determine the tipping point on pricing and identify customer segments where convenience, rather than cost, is the big motivator.

Paul Martin says: “If a family has a food budget of £30 per week, it’s all about value, because any rise – even a jump of 4p in the price of pasta, for example – may mean they switch to a discounter. A more affluent customer, on the other hand, might be more concerned about convenience and getting the right products than price. If some of those products aren’t available when they place an online order, it’s an opportunity to direct them towards alternatives, such as their nearest store.”

Members agree that the person responsible for pricing and promotion strategy should have analytics in their background so they can build a team and develop systems capable of delivering real insights.

The takeaways

As the sector heads towards Christmas, the challenges for retailers are clear. The Retail Health Index (RHI) forecasts a drop in performance – the biggest golden quarter decline since 2011 – as consumers feel the impact of higher energy bills more acutely and interest rates continue to rise.

What’s certain is that retailers need to move away from short-term thinking, where the only solution is to cut prices to impossible levels. Instead, they need to understand their customers and serve them in a way that’s relevant to their lives. To optimise their pricing and promotion strategies, and increase CLV, retailers should use readily available technology to break down data silos and derive meaningful insights.

What this strategy looks like will depend on what the data tells them, and it will be different for every retailer. Some might refine their loyalty programmes, rationalise their product range, roll out sustainability initiatives, or focus on keeping prices low.

The RTT believes that pricing and promotion has undergone ‘the least transformation’ compared to other areas of the business. But, done right, it’s also a real opportunity for retailers to become leaders in the field and unlock their share of the potential $200b available to them

AN INFLATIONARY-DRIVEN BUSINESS ENVIRONMENT NEED NOT BE UNHELPFUL TO GROWTH IN RETAILING PROFITS

MADE TO LAST?

In the lead-up to and wake of its administration, commentators have been quick to point out the weaknesses in Made.com’s operating model – but online furniture retail is far from dead, argues Jonathan Holmes, the founder and CEO of online interior marketplace LuxDeco …

By JONATHAN HOLMES www.luxdeco.com

The recent news about Made.com has shocked many of us. Valued at more than £700m last year, their collapse could be regarded as one of the most high profile ‘dot com’ retail crashes of the last few years, and is a sad end to an otherwise thriving and hugely popular company.

It’s a shock as, much like LuxDeco, Made.com experienced significant growth through Covid-19 as people spent more time at home. They, alongside almost every homeware business, faced many of the same challenges, such as a compromised supply chain, quality issues and long delays for customer orders.

With such an industry giant going into administration, what does that mean for the digital homeware business as a whole?

In this new market, considering overall retail trends, a shift in consumer behaviour and softer trading periods, it is clear that interior businesses are having to evolve to compete for space.

Ultimately, online furniture retail is far from dead. But how?

LuxDeco has been built to operate predominantly on a stock-light model. This means that we can offer a huge catalogue without tying up high-cost inventory and associated high-cost warehousing, a route that we believe gives us a long-term competitive advantage and provides us with a more

sustainable path to profitability.

As a mark of the success of this model, this year we are celebrating our 10th anniversary, a huge milestone.

Whilst it undoubtedly has its challenges, our model helps us to avoid the existential risks that come with buying large quantities of stock. Instead, we use our capital to invest in the technology and supply chain, to bridge the gap between the delivery times and customer experience.

This has led us to offer our customers some of the biggest homeware brands in the world, alongside global artisans and craftspeople.

Fundamentally, LuxDeco operates in a very different market sector from Made.com. Whilst their core audience is the highly competitive mass market, LuxDeco is aimed at high-net-worth (HNW) consumers, who are considerably more immune to the effects of global economic challenges.

This approach is by design. LuxDeco is a company that was founded in a recession and is, fortunately, designed to be recession-proof.

In times of economic crisis, there are two ways to view things – as either a risk or an opportunity. I have always firmly believed in the latter. The vision of LuxDeco has always been big, and the opportunity that lies ahead of us could allow the business to truly dominate an emerging sector

Some online businesses are better equipped to weather

adverse conditions than others, says Jonathan

(photo courtesy 123RF/photoschmidt)

IS YOUR PR SEO SAVVY?

Despite huge shifts toward digital content consumption, when it comes to PR, many still consider their product being featured in a printed glossy magazine or newspaper to be more valuable than if the same article ran online – but brands who view PR in this more traditional way may be missing crucial opportunities to strengthen their online presence, grow their brand and, ultimately, improve their SEO, warns Press Loft’s founder, Nicola Snell …

PR and SEO go hand in hand – mostly because they fit under the same ‘earned media’ umbrella. This means that, unlike advertising, it’s not about you shouting about how good your brand is, but a journalist, as a trusted third party, telling their audience how great your brand is.

Print press features are a fantastic way to build brand awareness and authority. However, when they’re published online, they have the extra benefit of helping to boost your search engine rankings too. This can result in dramatically higher ROI and allimportant sales – and this is why digital PR should be an important part of an overall communications strategy for brands today.

Link it up

Even though search engine optimisation (SEO) has been spoken about for many years now, the specific rules and measurements used by big search engines to define it remain a mystery.

One thing we do know, though, is that backlinks (a link on a site that goes to a page on your site) from high-quality websites and digital platforms will help search engines see you as an authority in your space.

Simply put, the more quality backlinks you secure, the higher up your company website sits on Google’s search results pages, the goal being to appear as high up on page one as possible. Google looks for keywords in these articles, and their algorithm then associates your company with those topics and, over time, you will get higher organic search results. For example, if you are included in an article on dining chairs in The Times online, Google says your website must be associated with dining chairs, and your ranking related to this search will improve over time.

directly to products, have the edge over printed ones.

Quality over quantity

When the benefits of SEO first became apparent, many brands set out to create as many backlinks as possible, which led to a huge rush of spammy backlinks being created. Google swiftly caught up and changed its algorithm to blacklist poor links and heavily favour quality backlinks, therefore ranking them more highly. This further emphasised PR’s SEO power, and PR started to see a huge resurgence.

The easiest way to determine if a link is high quality is to check the site’s Domain Authority (DA). DA is a scoring system created by Moz.com, and refers to a search engine ranking score between 1-100, which helps to determine how successful a site is seen to be from a search engine perspective. Moz has a free tool on its site to help you find out what the DA of a site is –ideally, you want features and coverage in online publications and blogs with a DA above 30.

By NICOLA SNELL www.pressloft.com

The more quality dining chair articles you are in, the higher your ranking for keywords associated with dining chairs. This then leads to higher visibility on Google, more organic traffic and, all importantly, more sales from this organic traffic source. This is where digital publications, which can link

Relevancy is key in SEO, as it is another metric search engines value, so in addition to a good DA, you will want to be sure that any publications or sites that you target for PR are wellaligned with your brand and product. Look for titles and creators that have a readership with similar demographics to your customers.

Quality backlinks help lift a website’s Google ranking,

says Nicola (image courtesy 123RF/sophonk)

Social = search engine

When you think of search engines, I imagine it’s Google (and perhaps Bing) that comes to mind? What is easily forgotten is that social media sites are search engines within themselves – in fact, after Google, many experts count Youtube and Pinterest as the secondand third-largest search engines.

Whilst the big players have stayed pretty tight-lipped about the impact social following has on SEO, a 2018 study by Hootsuite showed that articles shared on social media saw a +22% boost in terms of SEO impact.

So, outside of just the digital article itself, it’s worth considering the additional sharing a publication may do across their social media sites, or the journalist’s own personal account. These posts would be great exposure to an additional audience, and the further SEO strength it provides could result in more views and, in turn, more sales for you.

All in the details

Backlinks are just the tip of the iceberg when it comes to SEO, which

is a very technical field. However, encouraging links isn’t the only thing you can do to help boost your ranking when doing digital PR. Search engines work by ‘crawling’ sites and content to determine their quality, value, and industry relevancy.

Using keywords throughout your press releases and articles is a great way to help search engines see your content as high value. Some journalists may use whole sentences from your release in a final article, so having them be SEO-friendly from the beginning will only help to strengthen any piece you are included in. Using the dining chairs example, you may also want to include the phrases ‘seating’ and ‘entertaining’,

as well as make clear references to its characteristics, such as ‘oak furniture’ or ‘painted wood furniture’.

Another often-overlooked place that can help you strengthen your PR is imagery. Google will also crawl image captions to better determine what they are, so ensure the filenames of any jpeg or png images you are providing to press or hosting on your press office are carefully and clearly labelled before they are uploaded or sent anywhere.

If you’re ready to start your digital PR journey but are still not sure where to begin, why not take advantage of our free 60-day trials of Press Loft for Furniture News readers? Simply visit pressloft.com/furniturenews

OVERCOMING ADVERSITY

The January Furniture Show has been a must-attend date in the diary of professional retail buyers for the last 32 years, writes show manager James Howard – so what’s in store for 2023’s event, and what role will its international exhibitors play?

The strong heritage of the January Furniture Show, and the reputation it has forged, has made it the only destination for industry colleagues and suppliers to come together to discuss their upcoming year and recent challenges, or to simply just mingle and connect with one another.

In recent years, the challenges facing the industry have not gone unnoticed –most notably with the hit of Covid-19 and the implementation of Brexit restrictions causing both brands and buyers to pivot their way of working.

My team and I have noticed that our exhibitors and retail buyers are having to navigate this uncertain market, and working together to find a solution has never been more important, with the supplier side seeing more caution in the orders being placed, retailers having to source for the next buying seasons on reduced budgets, and import and export struggles, to pick out just a few of the current concerns

These observations have made us more aware of how important it is to unite the industry under one roof and show resilience together. As JFS takes place at the start of Q1, we have found this is the perfect time to discuss concerns, showcase products, and network with every corner of the industry to face these challenges head on.

As one of the major trade shows in the furniture world, JFS is on a

continuous quest to support and help the growing community we have built. We thrive on finding ways to navigate these waters and come up with longterm solutions. We have always looked to the industry to be our light in these uncertain times, and we hope that we can be that beacon for you now.

With a keen focus on improving our international offering, with both an outreach to new international brands and facilitating visitors attending from abroad, the show is continuing to diversify. As the challenges of Brexit continue to arise, being able to converse with industry colleagues you might have never met elsewhere is more important than ever, as you will be able to exchange ideas and tips on how best to overcome these new challenges.

I am happy to announce that JFS will also see the introduction of international pavilions, with companies from Vietnam, Portugal and Poland exhibiting at the show. These pavilions are an excellent way for industry insiders to create this connection with countries and companies they might have not seen previously.

As these uncertainties continue to arise, I assure you that the January Furniture Show will continue to strive to be a place where the furniture community can come together to connect and network, as well as being a hub of new ideas and inspiration for the future

By JAMES HOWARD www.thefurnitureshows.com/january

THIS MONTH, WE’RE ASKING …

Shane Harding (Highgrove Beds)

They’re all often enjoyable in the UK for different reasons – meeting great people, winning awards and seeing positive reactions to new product launches – but from a marketing trends point of view, in my opinion, nothing really beats Milan

Mark Gannon (Sofa Source)

Our first international show in Singapore (IFFS 2011) – a design element and a beautiful city

Deirdre Mc Gettrick (ufurnish.com)

I really enjoyed the January Furniture Show in April this year, meeting all the suppliers and being inspired by the high quality of the stands really stood out. The effort of the suppliers was second to none – I could have bought lots of furniture just for my own home, it was so beautiful! The show was supplemented by relevant content on stage. A must for anyone in the industry

Neil Barker (Barkers Furniture) One of the Minerva shows

Steve Reid (Simba Sleep)

imm cologne 2017 – my first experience of seeing the breadth of the European offering in our category, and the broader home furnishing category. It really opened my eyes to the size of the market and the opportunity there

WHAT WAS THE MOST ENJOYABLE

TRADE

SHOW YOU’VE EVER ATTENDED?

Jade Farthing (Haskins Furniture)

The NEC January Furniture Show in 2007. It was the first one I attended with my dad, and it solidified my desire to be involved with the family business

Keiran Hewkin (Swyft) Milan wins, it’s just the next level, and dwarfs any of the other shows – plus the Italians just do everything better!

Tom

Bayliss

(Kettle Interiors)

Huw Williams (Toons Furnishers)

I love the January Furniture Show, it has a great feel to it

Wendy Martin Green (Peter Green Furnishers)

Many years ago, when I went to a the Bed Show, I discovered that although beds are perhaps one of the least visually interesting products we carry, technically they are very interesting.

It’s what goes inside that counts, and that can vary, from man-made foams to naturally harvested fibres, and each one results in a product that may look the same but is quite different in the way it interacts with your body. Yes, the Bed Show is still one of my favourites!

The VIFA show in Ho Chi Minh, 2019. Pre-Covid and the industry was buoyant, retailer confidence felt at its highest, and we had launched a plethora of new products which our customers, existing and new, loved. A fantastic show which provided not just results but the opportunity to build long-term relationships with our customer base

John Northwood (independent agent)

Probably Heimtextil Frankfurt in 2010. I was with a new company, and it was the first time I had done the show. It also snowed heavily that week, which made getting to and from the venue interesting! Also, the stand theme was white, and we were all wearing white suits and pink ties!

George

Sinclair (Nimbus Beds)

Probably the first exhibition show

I ever went to. I was so excited, everything was new and fresh (I suppose the novelty wears off!)

by Visit iconography.co.uk/omnis

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